“ GAR ESS Si RCI SAF YIM any pL ENERGON ee SAGs ew =) ECE NA ce ID a PN rc Og ald 2s | CN \/ oy AY CAIN WW) ‘C EG SA) We Me Ss WW AG Se ie C NN an: CEES NAS) CATE Y EEN V¢ mc a UG L( 6 a EN NC is r y) aN 4 AE ae aN + \ D ‘8 a (RETR SNES NG RGSS Coe we o> 3 cata SAW oe Bas Ieee ee WEEKLY AGG ae RADESMAN COMPANY, pT 6) AGRE < 6) am Cy RUE C Y, ) ‘ : SS SGP ESS OSS Bo A eS) SDAA IO SS. 5) VK aS, oe K<4 el 2 Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, APRIL 26, 1922 Number 2014 HMM. vee. se et tt se te et ee r+ Vv VV vw A MAN WHO’S A MAN ——e There's a bigness of life that I so want to feel Feel its thrust, feel its throb, feel its thrill; And with every new mile Winning something worth while With a hunger of heart which will kindle a zeal For the grade that is making the hill— x * * & * & i Where a prospect will open to me | Calling louder from there On to higher hills where : Even bigger the vision will be. There’s a beauty of life that 1 so want to know Know its charm, know its cheer, know its scope And the loveliness there For admirers to share Who consider the lilies afield how they grow Without thought; and a hanker and hope— That the morrow is making for me Comely vestments anew Like the rain and the dew Ever clothe the small blade or the tree. : ‘ k x * x x ® x x k : at Dut bd dk Dek Dt Dad Dt Dek Dk Dak Dk Dt Ds De ene ee + ‘ : SEIRIIIIISIISIIIIIISIISIINISIIIISIIISIII III III IIIS III IIIA IID OO ae wr wo tay ee a es ee es a eh KKKKKKKRKRKKRAKARKARKRARAKREA v vv re ‘ There's a value of life that I'm anxious to find Find its tide, find its time, find its test; Guarding well its demands Doing what it commands Ever provident, generous, loving mankind Without favor or fear manifest— For in all the vicarial plan When is weighed out the dross When is charged off the loss The net worth is a man who's a man. ro aK vwvvvVwuY ‘ba bet be bet Det Det be Oe bet be Det Det bt et et ot ot Dt ¥ v ¥ v ve haha mpuMuu uM we Tre ve UU UY Aeananan ns RRR RRR AK ‘a 4. ke ek ee ee A oe ee KKKKKKKKAKKKRKEKKRK RRR KRAKARARM v 4 Ah helpline RRR RRA AK Charles A. Heath. ‘ bt et et ee ew Tv" ew Vv v v v v neers ee at ue ee ew v vv VV aR a nae aE ooo ooo aE BES EEA OE EM HAA HAE Y PEE Y PERN EEE YY EEN FEP SEES ‘VC. vi TT eC re Te eee ee ey Se "TT. eo. PEPE CCT ee ee OELERICH & BERRY CO. Al -— aq ,O&k&L al | H Ginger Cake {| HE | and e WB ‘ Red Hen Get Your Profits + Brands : i Sugar represents an important Real’Pure MOLASSES percentage of your sales. You | New Orleans ) can make a real profit on Molasses 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, 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. Connection with 150,000 telephones in Detroit. USE CITIZENS SERVICE CITIZENS TELEPHONE COMPANY ee a a oe oe ar 2) ral TELEPHONE | UT [LEY sugar if you sell - Franklin Package Sugars Saving overweight, labor, cost of bags, twine, breakage and waste. The Franklin Sugar Refining Company PHILADELPHIA **A Franklin Cane Sugar for every use’ Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup Quannies Causwres ano Lencer : Plant of tht PeTosney Portianp Cement Ca. Z PRIDSKeY, MitK ~ ONE SYMPTOM AT A TIME Our advertising takes them up— Pimples, blackheads, boils, coated tongue, indigestion, constipation. Practically everybody has some of these symptoms some of the time. Then they'll remember— Fleischmann’s Yeast Remind them now that you carry it. The Fleischmann Company Petoskey Portland Cement A Light Color Cement Manufactured on wet process from Petoskey limestone and shale in the most modern cement plant in the world. The best of raw materials and extreme fine grinding insure highest quality cement. The process insures absolute uniformity. ASK YOUR DEALER FOR IT. Petoskey Portland Cement Co. General Office, Petoskey, Michigan ett ie aN Thirty-Ninth Year 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, advance. Canadian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. Extra copies of current issues, 10 cents; issues @ 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. _ BUSINESS MORTALITY HEAVY. The business mortality rate during 1921 was slightly more than twelve per 1,000. This is about double the rate in the preceding year. During the first quarter of the current year it has been even heavier. As a result, the losses to creditors since the be- ginning of 1921 have reached a total estimated at about $350,000,000. Ap- proximately 25,000 persons in this period have gone into bankruptcy. Various causes have been assigned for this great economic waste, some of them within the control of the in- dividual and others quite beyond it. While there are no accurate statistical classifications of the causes of failures, business observers generally agree that about three-fourths of them result from such things as lack of experi- ence, undertaking to conduct a busi- ness with inadequate capital, and sheer incompetence. The reasons attributed for business casualties often overlap; that is, lack of experience may lead the individual to embark on a busi- ness venture with inadequate capital, and the effects of inexperience may be intensified by incompetence. It is hard to separate these major causes from one another and from other and less important ones to which failures are sometimes attributed, such as too liberal granting of credit, extravagance and neglect of business. In addition to the foregoing there are a certain number of failures which may be classed as unavoidable even with the exercise of reasonable dili- gence. The abnormally small number of failures in 1918-20 and the abnor- mally large number in 1921-22 are ob- viously connected with the swings of the business cycle. Naturally in the heyday of war-time prosperity there were many fly-by-night concerns that sprang into existence when almost any one could make money and that shrivelled and died with the first cold winds of adversity. But there were also many established concerns en- gaed in legitimate business that were over-extended in the boom period and that were not able to save themselves if not paid in GRAND RAPIDS, WEDNESDAY, APRIL 26, 1922 when the crash came. Their business acumen was up to the average, but they were not unduly gifted with foresight. They are the types of busi- ness organizations most easily saved and the ones most worth saving. With a little more knowledge of the fundamentals of the business cycle they would be in a better position to help themselves. A committee of economists and business men was Or- ganized a short time ago at Washing- ton to make further investigations of the cyclical movements of business, and the results of their studies may aid materially in reducing the waste due to ignorance of the normal fluc- tuations in trade. * —_— RESUMING FLAX CULTURE. High prices have caused much cur- tailment in the buying and using of linen. Mercerized cotton and union fabrics have tagen its place for most uses. The coarse flax from Russia, which before the war was the basis of so much of the linen industry, is still mostly absent from the world’s sup- ply and its place has not yet been filled from any other source. Ad- vantage was taken of this fact by the Irish and Scotch spinners who sought to extort all that the traffic would bear. When deflation came in the in- dustry was hard hit. Vain efforts were made to keep up prices of linen to conform to those at which the flax had been purchased. The spinners were reluctant to take the losses which those in other lines had to sub- mit to. They thought they were strong enough, in combination, to hold out against a world movement toward lower price levels, especially because supplies of the raw material were really limited. For a couple of years or so they have been trying to stem the tide, but it has been a vain endeavor. The restriction in buying caused by high prices more than over- came the advantage of short supplies. There is now more linen than there is call for. Then, too, it will not be long before more ample supplies are avail- able, even though those from Russia fail to materialize. Flax growing is being pushed in a number of countries even including this, and science is being called upon to help. The Linen Industrial Association in Great Britain by experiment, has produced from Li- vonian stock seed which yields about double the quantity of flax that the other kinds do, and this seed has been distributed to countries like Canada and Egypt. In the latter country, a company with a capital of £250,000 is engaged in the development of the flax industry. A promising start in the same direction is taking place in Utah. All through Europe, also, more attention is being paid to flax culture. It is only a question of time when linen will again come to its own. TRIBUTE TO JUDGE HATCH. It is with many pangs of regret and sorrow that the Tradesman an- nonunces this week the retirement of Judge Hatch from legal practice. Judge Hatch has been the legal ad- viser and active attorney of the Tradesman ever since he took up his residence in Grand Rapids, thirty-four During all that time he has had occasion. to defend the Tradesman from many attempts to extort money or secure alleged vin- dications where vindications were not years ago. deserved. “In every case he has achieved signal victories. Whenever resort was taken to the Supreme Court, he came back from Lansing with victory perched on the Trades- man’s banner. As a sane advisor and safe counselor Judge Hatch has al- ways demonstrated his remarkable legal acumen and business sense. It has been impossible for such a rela- tion to continue for more than a third of a century without developing a strong and abiding friendship which has never been impaired by a single misunderstanding or dimmed by a single controversy. The even tem- perament of the Judge has probably been disturbed many times by the haste with which decisions sometimes have to be made to meet the exigen- cies of publication day, but no word of censure or captious comment has ever been permitted to escape his lips. It will be very hard to con- tinue the work of editing the Trades- man without the far seeing vision and the seasoned advice of the long- time associate; but because health is the first thing to be considered, it is imperatively necessary that Judge Hatch suspend all active work until his shattered health is completely re- stored, which every one who enjoys his acquaintance hopes will not be long delayed. eee PROGRESS OF THE NEGRO. A half century of discussion of the negro question has not brought forth a solution satisfactory to every ele- ment in the two races concerned. But the negro himself has gone about solving the problem by making him- self a better citizen, by buying homes and farm lands, by. taking advantage of what educational opportunities are offered him and by giving steadily in- creasing support to his own spiritual agencies. 'The progress of the race during the last fifty years, as told in the Negro Year Book, is an achievement of which it may well be proud. In a half century homes owned by negroes have increased from 12,000 to 650,000, farms operated from 20,000 to 1,000,- 000, and businesses conducted from 2,100 to 60,000. Negroes hold at pres- ent some 20,000,000 acres of land, an area equal to that of the New England Number 2014 States without Maine. Added to these evidences of material progress are the statistics which show that literacy among negroes has increased from 10 per cent. to 80 per cent.; that vol- untary contributions to churches have increased from $80,000 to $2,700,000 and that the number of churches has risen from 700 to 45,000. The contribution of the negro to the economic wealth of the country, particularly the South, has been one of almost wholly inestimable value. Nor has the South proved itself wholly ungrateful, as was pointed out in an address delivered at Hampton In- stitute by Anson Phelps Stokes. He told of the millions of dollars spent for negro education and said the Southern white man had taxed him- self heavily to educate his negro neighbors. The past decade, particu- larly, has witnessed a marked change in the attitude of the Southern white man towards negro education, which has resulted in steadily increasing ap- propriations not only for education but also for health work and for other agencies of uplift. The negro’s efforts fo raise himself and the remarkable success of his ef- forts are an aid to race pride. And when each of the two races has the proper sort of race pride in sufficient amount the answer to a vexatious question will at least be greatly sim- plified. STD It has escaped general notice that the Alaskan Railroad was opened in February from end to end—that is, from Seward on the coast to Fair- banks in the interior, 467 miles. At a time when the Government in busi- ness is receiving many hard words, this triumph over physical obstacles and trying weather conditions should not be overlooked. The cost is placed at $78,000 a mile. No one doubts that, as Secretary Lane boasted when the line was three-fourths complete, not a cent of graft went into this. When we consider that the Government rail- road across the Canal Zone cost $221,- 000 a mile, that H. H. Rogers’s Vir- ginian Railway cost $151,000, and that the Milwaukee line to the Pacific cost $130,000, we can appreciate the record of economy on a line involving much tunnelling and snowshed and trestle building. The Alaskan Railroad taps the Matanuska and Nenana coal fields, which afford the only good steaming coal as far south on the Pacific as Chile;. reaches important quarts and placer districts, and opens up a region of large agricultural possibilities. The Territory, which lost population in the last decade, hopes that men and capital will follow the locomotives. As new stations spring up, one of the most important should be given the name of the original: sponsor and chief builder of the railway—Lane. A STRONG HAND. Its Missaplication As Harmful As Its Absence. Written for the Tradesman. A recent issue of the Tradesman contained an article by Irving Bach- eller dealing with the present day all-too-evident lack of parental con- trol. We need more articles dealing with the question. We need to study this until all the understood and then we need to have matter Calises are portrayed the proper application of efficacious remedies, While we that a hand is needed in the upbringing of with the novelist that only man possesses the realize strong children, we cannot agree strong hand and that when the father child the mother is helpless to remedy the lack or defect. His conclusion, as we that the mother is child must be fails in his duty of training a understand it, is limited in capacity of and that her training work supple- mented or completed by the father’s strong hand. Far be it from us to excuse a father for shirking his share of the children’s training because their mother is fully compctent to instruct, guide and con- trol, as we believe she usually is fully so or else wholly incompetent. He ueed often but approve and commend her instruction and method and noth- ing more is needed. The father’s failure, however, is not lack of a strong hand, severe disci- pline, but teaching by word and ex- ample the very opposite of the moth- er’s instruction. He ridicules or op- poses when he ought to sanction. He is the guilty one if children go wrong, If more fathers were sent to jail for the misdeeds of boys in their teens it would help parental control. greatly to reinstate Whatever Mr. Bacheller’s ideas may be as to the method of the father’s applying the strong hand we are very glad that he did not advocate the out- rageous and method of corporal punishment. We would be that reader of the Tradesman passed the article on to others to that m6 6this might be barbarous glad to know every read, so interest matter aroused, thought and convictions be discussion follow and attained, resulting in beneficial action. Probably this article of ours would not have been written, nor a discus- of the subject attempted had there not at about the same date ap- peared in a paper devoted to the in- terests of a world-wide religious or- sion ganization a story about a boy who became a law breaker because his mother and grandmother determined that he should never be spanked, his deceased father having planned to bring him up without such treatment. The fictitious story proves nothing. To learn the value of corporeal pun- ishment, ask men grown whether whipping and beating caused them to become honored and respected men, or did they become so in spite of the customary application of the rod. Ask the men of fifty or sixty years of age, who believed in and practiced Solomon’s precept, if they are still convinced it was the best or only way MICHIGAN TRADESMAN Ask the widow’s sons how they ever happened to turn to save their boys. out good without a father’s strong hand. It is a noteworthy fact that the father who trains his sons with the gad discovers that the training season is finished just about the time he also discovers that the boy could put the father on his back if he attempted it. It would be too embarrassing for the father to have to promise good be- havior before he was allowed to get up or it would detract from the value of his disciplining the young boys to witness such a scene. The get-together father-and-son movement, the hanguet, 16 a thing of No doubt it has and can accomplish much good; but lov- recent years. ing, confidential relations can never unless the gad is absolutely Love and fear do not min- exist abolished. gic. 1 mean fear of bodily pain, nor loss of the fidence and pride in his son. With his whip and barking pistol the animal trainer in the lion’s cage temporarily holds the animal in sub- methods can not docility and the tear of father’s con- jection. But such permanent The horse trainer knows biting or accomplish obedience. that kicking can not be whipped out of a A dog may be cowed by beat- It may fear its master; but such treatment never dog af- fectionate or willingly obedient. Of all domestic animals the dog reared in kindness shows the greatest affec- tion, faithfulness, trustworthiness and vields the most willing obedience. Think a human youngster can not respond to kind treatment as sincere- Have we not seen men balkiness or vicious horsc . ing. makes the ly as a dog? and boys patiently trying hour after hour to teach dogs to perform tricks Is it not worth least an or errands of service? while to try patiently at hour to bring a boy to without resort to the whip or even a of bodily chastisement? Solomon said: obedience threat “Spare the rod and spoil the child.” That is in the Bible. Must we then carry out the injunction according to the interpretation of our fathers for generations past? In the Bible Christ: “Behold a greater than Solo- mon is here.” He also told the peo- ple not to put “new wine into old bot- applied also we read words of ties.” The love with a club is somewhat like putting new wine into old skin bottles to leak s30ys do not seem gospel of out and be lost. to comprehend any love bestowed in such a manner. We are all familiar with the pic- ture representing Christ blessing lit- tle children. This God’s love. We also have a familiar picture showing Christ meeting out justice with a strong hand, but the recipients of his punishment are not little chil- dren nor youth, but bearded men, openly violating the laws of their own nation and religion which they had been assiduously taught from childhood. Their offense was com- mercial greed and sacrilege in one. The greater part of the social ills from which we as a people suffer to- day are founded on commercial greed and that has its beginning in the every portrays day conversation of the family or the example and teachings of the parents. Gain, profit, higher wages, opportun- i quicker, faster This |is wealth effort. children’s minds are fed on by rela- ity to obtain or with less what tives, associates and the printed page. And it is greed in turn that is using every means possible to These demoralizing agencies of ruin are tol- commercial destroy the morals of youth. erated, accorded privileges and aided by supposedly moral people for their profit in turn. ter: That’s what's the mat- If we may believe the stories of the men who sit about the fire in the country store, the whippings admin- istered by school-ma’ams_ in_ their earlier days were mainly a diversion, resulting in no special benefit or harm. But when a man thrashes a boy it is a more serious affair. In his mind the boy will justify or condemn the perpetrator. The injustice and in- humanity of fathers in corporeal pun- ishment is far more often responsible for boys leaving home than is the case of the boy’s calf becoming father’s cow when it is ready for sale. ” “child,” not so why are girls exempted almost en- tirely? The whole neighborhood is aroused if it knows of a girl being whipped by her parents. What is the Are girls less headstrong, more amenable to argument and reason? Or are they more responsive to kindness, love and duty? Solomon said “hoy, reason? One cannot continue to contemplate this subject without being impressed with the absurdity as well as the in- justice, foolishness, cruelty and in- efficiency of corporeal punishment, as his experience has shown its applica- tion—misapplication, rather. If it is ever justifiable it is only as a last resort—when every other known agency has failed. Think of what of the effects of such punishment— sometimes lasting a lifetime. For a tantrum—a fit of anger, threatening to merge into spasms if the parent does not yield to the child’s wish—there is effectual and surprising as a cold water; and it is usually the easiest remedy to obtain. physicians tell us nothing so dash of Parental control is sadly lacking; fathers this matter than mothers; but which can wield the stronger hand we care not to discuss. The most faithful, thought- ful, anxious parents realize that they are surrounded by conditions over which they as individuals have little or no control. But their case is not helpless, so long as there many agencies for good always at may be more remiss in are so hand. Love, kindness, good books, selection of associates, the Sunday school, the church, devoted school teachers—an abundance of corrective, restraining influences, often neglected. The first six chapters of the Pro- verbs of Solomon, if studied and fol- lowed, would carry every young man past the usual pitfalls of youth, and we are not trying to deprecate Solo- mon’s teachings by showing that Christ himself pointed out and prac- ticed a “better way” with children. E. E. Whitney. April 26, 1922 Labor, Capital and the Lawyer. After the Capital and Labor fell to disputing. “You would not have been able to reap without labor, “so | think I should have all the harvest.” harvest was gathered me.’ said “There would have been no harvest to reap without my land and my machinery,” replied Cap- ial el the risk and when I have paid you for your work I am through.” foresight, my took Being unable to agree, they con- sulted a lawyer. “Labor has the most votes,” re- marked this worthy, “and so deserves the harvest; but Labor cannot be trusted with the seed corn in these days of silk shirts.” Accordingly he grain three Vibere2 said he. pointing to the smallest pile, ‘is Cap- This,” indicating the mid- dle-sized pile, “is Labor’s wages.” “What is the big pile?” asked Cap- ital and Labor together. divided the into piles. ital’s share. Learned Man, loss due to friction in And he began to shovel the large pile into his wagon. —George Martin in Life. —2e-<__ No Cats in the Bible. Cincinnati, April 25—The cat is not mentioned in the Bible. Strange, is it not? The Israelites were long dwell- ers in Egypt and must have seen and known it in its most favorable habitat. Our Shakespeare, however, knew well the value of the cat, for he re- fers to it many times in his plays. He makes Antonio in “The Tempest” say of the proletariat that “they take sug- gestions as a cat laps up milk.” He makes Claudio say that if Benedick had just a little more mettle than a cat he could kill care. All of us know Shylock’s reference to the cat in the trial scene, that as there is no firm reason to be rendered in the case of the “harmless necessary cat” as to why people get mad at it and hate it, so he will give no reason why he hates Antonio. Hamlet said, “Let Hercules himself do what he may,, the cat will mew, the dog will have: his day.” All lovers of cats will regret that the Bible, so perfect in all else, has. this great hiatus and leaves us unsatis- fed by not even mentioning the cat. Could it be possibie that the omission is just on account of the fact that the animal was not domestic but sacred with the Egyptians? Charlotte G. Miller. ——_2-.___ German Asparagus Offered. 3efore the war Germany shipped canned asparagus and other vegetables to this market but hostilities put an end to the business, which, however, has been resumed so far as asparagus is concerned and samples of 1922 pack have been received. Other vegetables Germany considers necessities and does not permit their exportation. E. “That,” replied the “Is economic the relations of men.” V. Carlsen, representing W. Masce- berg of Konservenfabrik, Braum- schweig, Germany, has appointed Davies & Kahn as brokers to handle their asparagus account. It is packed similar to domestic as to grades and styles, but cylinder cans are employed in % kilo and kilo weights. Tips, soup asparagus and whole stalks are canned. All offerings are peeled so as to prevent waste. The asparagus is quoted on the basis of marks to con- form to Germany’s requirements. The labels are in the German language, asparagus being labeled “spargel.” ee re ws re April 26, 1922 MICHIGAN TRADESMAN 3 SUCCESSFUL SALESMAN. Daniel J. Riordan, Representing E. B. Millar & Co. Daniel J. Riordan was born at Syra- use. New Work, June 3, 167/7. Tis antecedents were Irish, both his father and mother having been born on the “old sod.” He attended the schools of Syracuse and at 20 years of public age started in for himself by making a contract to put up Cortland Wagon Co., of New York, (me capacity three years, when he removed to Chicago and secured a position as switchman for the St. Paul Railroad. Two years later he obtained employ- ment with Reid, Murdock & Co. in their spice grinding and baking pow- der department. Three years later he was promoted to a position on the Seats) tor the Cortland, continued in this road in Michigan. For fourteen years he covered Central and Eastern Mich- igan for that house. In order to be mearer his trade be took up ie reci- dence in Lansing, where he has since lived. After fourteen the road for this house he transferred him- self to the National Grocer Company, of Detroit, for which house he covered the retail trade of Southern Michigan for two years. Two years ago he en- gaged to cover Southern and Eastern Michigan for E. B. Millar & Co., with whom he has. since remained. He undertakes to see his trade every six weeks and because of his ‘punctuali'y and courtesy the trade have come to look upon his regular visitations with much pleasure and satisfaction. years on Mr. Riordan was married nineteen e years ago to Miss Elesha O'Hara, of Chicago. They have three children, two boys and a girl. They reside in their own home at 222 South Logan SUPECet. Mr. Riordan is a member of St. Mary’s church and the Knights of Columbus. He is Past Councilor of Lansing Council and this year he is serving as member of the Hotel Com- Counc. Elis attributes his mittee of the Grand hobby is work and he success to hard work. ——_—_~°--. > ___—— Selling Goods of Unknown Brands. In view of the leadership on every hand of concerns which advertise there is hardly any need to argue for successful advertising as one of the essentials of successful merchandising. Advertising is the greatest aid the salesman has. In some lines of busi- ness advertising completes sales that the salesman could not complete, or does the work more economically than a salesman could do it. When it does not complete sales, advertising informs the public, inter- ests it, and partly, or entirely, develops the demand so as to make the work of the salesman easy. If every retailer could be sure that every prospective purchaser of his goods would enter his store and see the goods offered for sale, or even go down his street and inspect his win- might hone to do without advertising similar forms, but, of course, he could not reasonably expect this. dows, he newspaper and When the goods are unknown to the consumer, though they may be of ex- cellent quality, the salesman has the burden of making the favorable im- pression, of convincing the consumer that the goods are the equal of some well-known brand. This do. but at is sometimes an easy thing to difficult. advertising times it Is that may we ne ce - a ies sales and brings many orders other Retailers concede creates that they would never get if no adver- but they sometimes argue against adver- tising were done for the goods, tising on the ground that it permits get control of the retailers’ trade. the manufacturers to too much Some large retailers, especially, are inclined toward having their own lines of goods, or lines that bear their own label, as far as possible. In a way, it is unfortunate that an agressive advertising campaign usual- ly makes it possible for manufacturers of competitive goods to follow in the wake of the advertised goods and get considerable patronage from retailers who incline toward the handling policy of which the largest profits can be made and which more than advertised by the goods on can control easily that manufacturers. they goods are well The successful retailer of good cap- ital and a large following is in a bet- f ter p: sition to force his private brands than cre others. are too Well-known brands often give more prestige than a retailer’s name. Ma’ ufacturing much for most retailers. problems In nearly every line some manufac- turer so far excels the others that his goods are acknowledged as the stand- ard which others try to equal. Nine times out of ten—yes, ninety- hundred—the the others try to imitate, are well adver- times Out Of 4a standardized nine goods, the goods tised, and the imitation is not adver- tised, or only sparingly so. In the old days of the West, stray, called “Mav- they were without pedigree, without identity, without known value, unbranded calves were ericks, ’ they were just “Mavericks. To-day, unbranded, unadvertised merchandise is plentiful upon the mar- ket, because the manufacturer has not trade-marked his product. EE. ++ >. Haire. Courtesy Pays. The other day in Detroit, a seedy looking individual walked into a big truck salesroom and started to exam- ine a chassis on the floor. looked him over—decided against ‘him and went Two dapper salesmen on talking about the party last night. The seedy looking individual finally walked out. Down the street he entered another show room and was at once courteous- ly greeted by a young salesman. Thirty minutes later he had bought five trucks. “Cash or time?” said the salesman. The seedy looking individual pulled out a certified check for $100,000. “Pale it out of that,’ He said. I will be back here in a month for eighty more trucks. Can you have them?” You tell—and—courtesy pays. Mmever Can Barney Langeler has worked in this institution continu- ously for fifty years. Barney says— By Golly—These Harvester, Webster and New Currency cigars must be the best cigars in the world judging by ihe way the mail orders are coming in every day. ORDEN (;ROCER GRAND RAPIDS—KALAMAZOO—LANSING THE PROMPT SHIPPERS COMPANY 4 MOVEMENT OF MERCHANTS. Yuma—M. C. Oliver succeeds R. E. Hamilton in general trade. Sendon—Leon Francisco succeeds William N. Sweet in general trade. Corunna—John Robinson succeeds John McKeachin in the grocery busi- ness. Port — The Whiting & Holmes Co. has engaged in the lum- Huron ber business. Plainwell—P. B. Treat has opened an ice cream parlor in connection with his drug store. Grand Rapids—Mrs. Ada Barker succeeds J. Veisepert in the grocery business at 592 Jefferson avenue, Tonia—Thieves entered the clothing store of Bert Lampkin and carried away stock valued at about $600. South Haven—The South Haven Fruit Exchange has increased its cap- ital stock from $20,000 to $60,000. Kalamazoo—Cal Mohney and George Falvey have opened a cigar store and billiard parlor in the Columbia hotel. Detroit—The Bingham-White Co., 5607 West Fort street, has changed its name to the White Furniture Co. Schoolcraft—Walter H. Nesbitt has sold his grocery stock and store fix- tures to J. D. Maile, who has taken possession. Petoskey—The Silver Black Fox Petoskey Pioneer Farm Co. has in- creased its capital stock from $20,000 to $75,000. Detroit—The H. L. Hahn Lumber & Supply Co., 14901 Grand River Avenue, has changed its name to the HL. Hahn Co. Lansing—Mrs. Elizabeth M. Gage has opened a restaurant in the south end of the second floor of the new State office building. Pontiac—The Commercial & Savings Bank is receiving bids on its new eight-story bank building and . will award the contract about May 1. Morrice—Charles O. Robinson has sold his cream, poultry and egg busi- ness to W. L. Radtke, of Owosso, who will continue the business at the same location. Negaunee—Johnson & Pontiac Dubinsky, proprietors of the Fair store, have filed a voluntary petition in bank- ruptcy, Thomas M. Wells taking charge as trustee. Grand Ledge—Ralph Floyd has sold his grocery stock and store fixtures to William H. Gorman, recently of Lan- sing, who will continue the business at the same location. Hilliards—The report that Cook & Peterson succeed Vander Vliet & Sons in general trade is incorrect, because there is no firm by either name at Hilliards, Lansing—C. W. Bliss has organized the Lansing Lumber Co., with busi- ness offices at 307 East Shiawassee Street, to conduct a wholesale and retail lumber business. Pentwater—Charles F. Lewis has sold his Jhardware stock to Allen H. Williams, of Ludington. The pur- chaser has traveled several years for Morley Bros., of Saginaw. Evart—The First State Bank and the Evart Savings Bank have con- solidated under the style of the Os- ceola State Bank, with a capitaliza- tion of $50,000 and a surplus of $50,- 000, MICHIGAN TRADESMAN Marysville—The Huron Sand & Gravel Co, has been incorporated with an authorized capital stock of $15,000, all of which has been subscribed and paid in, $5,000 in cash and $10,000 in property. Pentwater—E. A. Wright, who has conducted a drug store here for many years, has sold his stock and store fixtures to Gus E. Weinert, recently of Ludington, who will take posses- sion May 1. Detroit—The D. C. Corporation, 1317 Gratiot avenue, has been incor- porated to deal in soap products, with an authorized capital stock of $1,000, all of which has been subscribed and paid in in cash. Detroit—The Wayne County Sand & Gravel Co., with business offices at 521 Stevens building, has been in- corporated with an authorized capital stock of $25,000, all of which has been subscribed and $3,300 paid in in cash. Detroit—The Ohio Refrigerating Machine Co., with business offices at 103 Marquette building, has been in- corporated with an authorized capital stock of $10,000, $5,000 of which has been subscribed and $1,000 paid in in cash, Detroit—The Willis-Warren Cor- poration, 676 West Grand boulevard, has been incorporated to deal in metal products and auto supplies, with an authorized capital stock of $20,000, all of which has been subscribed and $5,000 paid in in cash. Saginaw—The National Grocer Co. has let the contract for the erection of a three-story and basement brick building, equipped with electric ele- vators and all modern conveniences for facilitating the handling of a wholesale grocery line. Detroit—The Radio Electric Co. has been incorporated to deal at wholesale and retail in radio complete outfits, parts, accessories, etc., with an authorized capital stock of $10,000, $6,200 of which has been subscribed and $4,200 paid in in cash, Vernon—The Vernon State Bank has been organized with William P Strauch as President. A brick store building on the southwest corner of Main street has been purchased and will be remodeled into a modern bank building. It is expected to be ready for occupancy July 1. Detroit—The Lilly White Oil Co., 2th and G. T. RB. R. has been ine corporated to deal at wholesale and retail in gasoline, lubricating oils, greases and other petroleum products, with an authorized capital stock of $50,000, $33,000 of which has been subscribed and $25,000 paid in in property. Holland—Vandenberg Bros. have merged their wholesale oils, gasoline, and oil products business into a stock company under the style of the Van- denberg Bros. Oil Co., with an author- ized capital stock of $50,000, $30,000 of which has been subscribed and paid in, $5,000 in cash and $25,000 in property. Detroit—The Detroit Piggly Wig- gly Co. has been incorporated to con- duct a general wholesale and retail grocery business, with an authorized capital stock of $1,000,000 common and 25,000 shares no par value, of which amount $8,500 and 25,000 shares has abeen subscribed, $33,000 paid in in property and $500 in cash. Kalamazoo — One -hundred and twenty-five employes of the J. R. Jones’ Sons & Co. and their friends were the guests of the management of the store at a banquet at the Park- American Hotel April 19 in celebra- tion of the fiftieth anniversary of the founding of the store by John R. Jones, formerly of Racine, Wisconsin. Following the banquet, William O. Jones, President of the company, re- viewed the history of the store. A delightful program by the employes was followed by community singing and dancing. Manufacturing Matters. Marshall—The Marshall Furnace Co. has increased its capital stock from $300,000 to $600,000. Detroit—The Cadillac Machinery Co., 452 Lafayette, East, has increased its capital stock from $1,000 to $10,- 000. Bay City—W. D. Young & Co. have resumed the operation of their flooring plant after a sixty day shut down. Detroit—The Hammond Standish Co., 2101 20th street, has increased its capital stock from $1,000,000 to $1,- 050,000. Detroit—The Detroit Steam Motor Corporation, 2838 East Grand Blvd., has changed its name to the Trask Motors, Ine. Detroit—The Detroit Dental Manu- facturing Co., 40 Milwaukee avenue, West, has changed its name to the Detroit Dental Sales Co. Pontiac—The Pontiac Dairy Co. has been incorporated with an author- ized capital stock of $25,000, all of which has been subscribed and paid in in cash. Detroit—The Superior Heater Co. has been organized with an author- ized capital stock of $25,000, $1,000 of which has been subscribed and paid in in cash, Fraser—The Fraser Chemical Co. has been incorporated with an author- ized capital stock of $25,000, of which amount $5,000 has been subscribed and $2,000 paid in in cash. Bay City—The Kneeland-Bigelow Co., and the Kneeland, Lunden & Bigelow Co. plan to start sawmill operations this week. These mil's have not operated since November, 1921. Alpena—The Northeastern Mich- igan Radio Corporation has been ii- corporated with an authorized cap- ital stock of $10,000, of which amou-t $5,000 has been subscribed and $2,000 paid in in cash. Muskegon—The Solar Polar Storm Sash & Screen Co. has been incorpor- ated with an authorized capital stock of $100,000, of which amount $51,000 has been subscribed, $1,000 paid in in cash and $10,000 in property. Battle Creek—The Battle Creek Appliance Co., Ltd., has been incor- porated to deal in medicinal remedies, trusses and other bodily appliances, with an authorized capital stock of $250,000, $209,280 of which has been subscribed. Lansing—Montgomery Bros., have April 26, 1922 sold their bakery to John H. Brock- haus who will take immediate pos- sessions and continue the business at the same location, 2003 East Michigan avenue, under the style of the Michi- gan Baking Co. Three Rivers—The Wagner-Avery Garment Co. has merged its manu- facturing business into a stock com- pany under the same style, with an authorized capital stock of $20,000, $14,000 of which has been subscribed and paid in in cash. Grand Rapids—The Electric Con- struction & Machinery Co., 327 Front street, has been incorporated to deal in electrical apparatus, appliances, etc., with an authorized éapital stock of $10,000, $6,000 of which has been sub- scribed and paid in in cash. Detroit—The Detroit Dental Manu- facturing Co., 40 Milwaukee avenue, West has merged its business into a stock-company under the same style, with an authorized capital stock of $200,000, $105,000 of which has been subscribed and paid in in property. Detroit—The Babcock Box & Man- ufacturing Co. 2763 West Kirby avenue, has been incorporated to manufacture and sell wooden boxes, crates, etc., with an authorized cap- ital stock of $10,000, $5,000 of which has been subscribed and $3,000 paid in in cash. Owosso—The Owosso Sugar Co., conducting plants in Owosso. and Lansing, has been taken over by the John Pitcairns estate, which has al- ways been the heaviest stockholder in the company. The same business policy will be pursued and the same name continued. Detroit—The Triangle Manufactur- ing Co., 597 Beaufait avenue, has been incorporated to manufacture and sell lead filled mouldings for auto bodies and other metal trimmings, with an authorized capital stock of $25,000, $4,050 of which has been subscribed and paid in in csah. Detroit—The Detroit Cord Manu- facturing Co., 244 West Woodbridge street, has merged its business into 2 stock company under the same style, with an authorized capital stock of $12,500, of which amount $6,800 has been subscribed and paid in, $1,550 in cash and $4,250 in property. Ludington—The Carrom Co., man- ufacturer of game boards, knockdown tables, etc., has opened a new depart- ment in which it will manufacture a complete line of printers’ supply fur- niture. Printers furniture has for a number of years been manufactured almost exclusively in Wisconsin. Detroit—The Compo Products Cor- poration, with business offices at 20: Dime Bank building, has been in- corporated to manufacture and sell steering wheels, small molded me- chanical goods, etc., with an author- ized capital stock of $50,000 prefer- red and $25,000 shares at $1 per share, of which amount $25,000 and 21,475 shares has been subscribed and $25,- 000 paid in in cash. —_22+___ A Time For Everything. Beneath the spreading chestnut tree, The village smithy stands. He's knocked off work, because you see His union so demands. The sizzling horseshoe, glowing red, He’s not allowed to swat. Because the labor leader said, “Strike—while the iron is hot,” 2aaltenreigsc abn Sei a 5s nacre Sah esas som sere - ~ y asuatnreinesct Dent 7 5s nacre Sah ean some * Meese sere April 26, 1922 MICHIGAN TRADESMAN nee 5 Essential Features of the Grocery Staples. There is a more confident feeling prevailing in canned foods which has been largely caused by the improved weather conditions. The warmer weather has brought an enquiry for canned salmon and other canned fish for salads and cold lunches. The price of Alaska red salmon therefore is very firm and will probably go higher. Canned peas of the fancy grades are in good demand and poor supply. as all such grades have about vanish- ed from first hands. There is a good active selling move- ment of all grades of canned fruits, especially so for the syrup grades of table fruits, pie grades are not selling so well but are nevertheless going nicely into consumption. If the canned corn market is let alone awhile by the buyers and brok- ers who are apparently determined that corn canners shall sacrifice their holdings at a great loss, the prices will improve as canners gain courage and begin to realize that on account of the late season of planting this year they will be compelled to make a short pack. Peas are a quick crop and do not suffer from late frosts usually, as they are well in the cans before the frosts come, but they do suffer from the hot weather which a late planting forces them into, as the great secret in canning peas is to get them into the can while they are tender and succulent and not too mature. Can- ners are now beginning to feel that they have sold too large a production of fancy grades of peas and are trying to sell standard grades of future peas which is exactly the reverse of the policy prevailing a month ago. Sugar—The market showed no change during the week until Tues- day, when refiners who had_ been quoting 5.40c for granulated dropped to 5.30c. The market is not particu- larly active. Some days bring move- ments upward while others finds raws weaker. Opinions differ as to world supplies and consumption. Some would not be surprised to see tem- porarily lower prices on _ refined. Others guess the opposite. From out of this conflict of opinion one emerges with a belief that there is nothing to justify anything approaching spec- ulation on the part of the retailer but that placing of orders along nor- mal lines as past experience of one’s trade would indicate may be the part of wisdom. Local jobbers hold cane granulated at 5.95c and beet granu- lated at 5.85c. Tea—A moderate demand is re- ported fior the past week.- The entire tea situation, however, is perfectly healthy, especially from the holder’s standpoint. In spite of the compara- tively small demand the market con- tinues firm, notably on black teas and Javas. The market can be reported unchanged, but healthy and firm. Coffee—The market has been some- what feverish during the past week on account of strong advices from Brazil. ‘The market closes the week with all grades of Rio and Santos. slightly higher than a week ago, probably by Y%Z cent. This quotation is on green coffee bought in a large way. Not all the jobbers have advanced their prices on roasted coffees as yet, but all are planning to do so. Mild coffees are similarly affected in sympathy with Brazils and most of the list shows a fractional advance for the week. Canned Fruits—Another week has gone by and opening prices on Ha- waiian pineapple have not been nam- ed, leading to the impression that it will be well into May before quota- tions are published. Wire enquiries asking when the figures will be named are not definitely answered. Spot pineapple in the slicd packs is firm but it is not moving briskly on ac- count of higher prices. Stocks are strongly controlled. Grated and crushed is in somewhat better demand for use in ices and ice creams. Cali- fornia apricot and peach prices in new packs where they were named by a few independent canners have been withdrawn because of recent frost damage. The spot market in these two fruits is firm but not active. Apples are steady but quiet. Canned Vegetables—Tomatoes have developed some easiness in tone dur- ing the week, due apparently only to the disposition of some packers to force goods for sale. Demand is small and has not been keenly in- terested in the shading of prices. Corn is still neglected and still weak. Peas are firm on account of continued scarcity, particularly on the lower grades. Asparagus scarce and firm. Canned Fish—The salmon situation on spot is firm, reflecting the firmness which has existed for several weeks on the coast on all grades of salmon, par- ticularly Alaskas. There is a routine demand for sardines. Maine sardines are not being pressed for sale, as stocks are comparatively small. Cali- fornia sardines are quiet and only moderately wanted. Tuna not in large supply and steady. Dried Fruits—Nothing of interest has developed during the past week. One California prune packer’ has named 7c basis on 1922 pack, but the trade are not interested at all. There will be no general naming of future prices on dried fruits for some time. Spot prunes are dull and very unset- tled. Raisins continue weak and slow. Everything in the raisin line is in buyer’s favor. Less so, however, on package seedless goods, but on all the other grades. Currants are also weak in sympathy with raisins. Apri- cots are scarce and high. Peaches are steady and quiet. Syrup and Molasses—Compound syrup is ruling in about the usual quiet fashion at this season, prices being fairly steady. Sugar syrups are being bought only in small lots at unchanged prices. Molasses moder- ately wanted and unchanged. Beans and Peas—No change has occurred in beans and peas during the week. Marrows are steady, but dull; some business is being done in pea beans at steady to firm prices. Red kidneys are slow and unchanged. Limas fairly active without change in price. Peas dull and steady. Rice—Domestic markets in the South are quiet, but with strong un- dertone, and holders in that section are all predicting higher prices. Ex- port business, however, has not been as much in evidence. Distribution for April has been rather slow, which is to be expected after the distribution that took place in March, namely, 1,- 198,126 pockets. California market continues quiet but firm. - There have been no arrivals from the Orient this week. Provisions—The demand for smoked meats has been light at prices ruling about the same as a week ago. There has been no change in canned meats and barreled pork and both are very quiet. There is a fair demand for dried beef at prices ranging about the same, with a reported short supply. Pure lard is very quiet at unchanged prices and lard substitutes are ex- tremely quiet at unchanged prices. Cheese—Stocks of old cheese are being rapidly reduced and the mar- ket is steady at prices about the same as a week ago. Fresh-made cheese is increasing and the market is about Ic per pound lower than a week ago. The demand is only fair for both kinds. We look for lower prices on both in the near future. Fruit Jars—Fruit jars will be oc- cupying the spotlight in grocery stores before many more weeks. Prospects are for a large fruit crop in this section. Agricultural experts assert that budding of trees is some three weeks distant, sufficiently late in the season to make frost damage almost out of the question. A bum- per crop would. of course, mean large call for jars. At any rate, fruit jar season is just around the corner, a large demand is indicated, they are unshrinkable and unspoilable through storing, hence covering of one’ reas- onable requirements sufficiently early to assure delivery on time may not be an unwise suggestion to advance. Salt Fish—The demand for macker- el is very quiet at present, but this has not weakened the situation, which is still very firm on account of scarcity. All grades of mackerel are scarce and high. —_—_~+-.___ Review of the Produce Market. Apples—Spys, $4.50 per bu.; Bald- wins, $4 per bu.; Russets, $3.50 per bu. Box apples from the Coast command $4@$4.25 for Jonathans and Spitzen- bergs. Asparagus—lilinois is now in mar- ket, commands $2.50 per doz. bunches. Bananas—7@7'4c per lb. Beets—$2.25 per hamper for new Texas. Butter—The receipts of fresh are only fair and all grades are being sold on arrival on the basis of about 2c per pound higher than a week ago. ‘The quality arriving is very good. Stocks in storage, while not as large as a year ago, are fair. The make of fresh butter is not likely to increase to any extent for the next couple of weeks. In the meantime we can have slight advances and declines. Local jobbers hold extra creamery at 37c in 63 lb. tubs for fresh, and 35c for cold storage; 38c for fresh in 40 lb. tubs. Prints, 37c per lb. Job- bers pay 15c for packing stock. Cabbage—$3.50 per 100 Ibs. for home grown or Texas. Carrots—$2.25 per hamper for new Texas. Cauliflower—California, $3 per case of one dozen heads. Celery—Florida, $5.50 per crate of 4 to 6 doz. stalks. Cucumbers—Illinois and Indiana hot house command $2.50 per doz. for fancy and $3 for extra fancy. Eggs—The market is firm at about Y%c per dozen advance from a week ago. The consumptive demand is good and the demand for storage pur- poses is also good. The storage hold- ings are increasing very rapidly and we are of the opinion that we will have lower prices within a few days. Local jobbers pay 23%4c, cases in- cluded. Grape Fruit—Present quotations on Florida are as follows: OG $4.75 AG 5 5.50 6457080 2 6.50 G6) ee 6.25 Green Onions—Shalots, 90c per doz. bunches. Lemons-—Sunkist are as follows: now quoted OO size, per box Lo $6.75 S00 size, per box —2.2.-..- 6.75 270 size; per Dox 22. 5.0 6.00 24) size, pee Dox 2.0... 6.00 Choice are held as follows: 00) size, per box 22000 $6.00 S60 size, per box 222. .... 0 6.00 Lettuce—Hot house leaf, l6c per lb.; Iceberg from California, $4.25 per crate. Onions—Texas Bermudas are now in market. They command $3.50 per crate (about 45 lbs.) for yellow and $3.75 for white; California, $12 per 100 Ib. sack. Oranges—Fancy Navels and Valen- cias are now held as follows: 0) and (00 222s a $7.75 150, 176-and 200 2.2 7.75 ONG 7.75 73s ee 7.75 Ane ee 4.25 $24 ee 6.75 Choice Navels sell for 50c per box less than fancy; Sunkist sell at 50c higher; Florida are held at $7.50 per box. Parsley—60c per doz. bunches. Peppers—Florida, $1 per basket. Pieplant—10c per Ib. for Southern hot house. Pineapple—$6.50 per crate for Cu- bans. Potatoes—The market is weak. Lo- cally old potatoes are selling at 85c per bu. New stock from Florida, is now in market, commandidng $7.50 per 100 Ib. barrel. Poultry—The market is unchanged. Local buyers pay as follows for live: Pieht) fowls ¢200.0 0 18c Heavy fowls =: 220. 25¢ Light Chickens 22200 18c Heavy Chickens, no stags ------ 25c Radishes—90c per doz. bunches for home grown hot house. Spinach—$2.50 per bu. for Texas. Strawberries—$4@4.25 per crate of 24 pts., from Louisiana. Sweet Potatoes—Kiln dried Georgia command $2.25 per hamper. Tomatoes—$1.10 per 6 lb. basket from California. MICHIGAN TRADESMAN April 26, 1922 LAND KNOWLEDGE. Laying Foundations Which Are Au- thentic and Impartial. There is scarcely a bigger or a more basic job being done in America to-day, in the field of fundamental re- search, than that to which Dr. Rich- ard T. Ely, the celebrated economist, is devoting his ripe experience, his keen and constructive mind and the capital of his international reputation as one of America’s soundest and clearest authorities in the complex field of economics. This task is nothing less than the foundation on a scientific basis, of a knowledge of the economics of Land Ownership. “Tand without population,” declared the late James J. Hill, “is a wilderness and population without land is a mob.” This shrewd, practical and far-sighted Empire Builder never uttered a more profound truth than this. It will live long after all his other keen and pertinent observations are forgotten. To this terse and graphic statement of a great elemental truth he added: “The United States has many social, political and economic questions— some old, some new—to settle in the near future; but none so fundamental as the true relation of the land to Na- tional life.” In view of this statement, which should be accepted at face value and without discount, consider the curious fact that there is only one university or college in America which has a department of Land Economics—the University of Wisconsin, where Dr. Ely heads the Department of Econ- omics. In this fact is disclosed one of the most remarkable examples of oversight and neglect to be found in the entire field of scientific research. If any reader doubts the profound truth of Mr. Hill’s statement let him put it to the test by learning what kind of citizens the immigrants from Italy and the Slavic countries of Eu- rope make when they are planted on the land as compared with the quality of their citizenship developed in large cities and industrial centers. Person- ally I have made many such investi- gations and the answer has always been: “Put the immigrant on the land and he makes a good citizen, a stalwart American, a supporter of law, a re- specter of property rights and an en- thusiastic friend of education; keep him in the crowded city where he has no opportunity to become a land owner and his worst traits develop; here he becomes a radical, a rebel against law, a potential mob member and altogether an undesirable citizen with all the menace to law, order and civic progress which this implies.” Of course there are many excep- tions to this rule, but in the main it applies. Its exceptions are mainly among those immigrants who have managed to become land holders in the cities. It is hard for a man who owns land to become an anarchist, a Bolshevist or even a moderate so- cialist. The most conspicuous excep- tions to this rule are those who have inherited fortunes and lands. Those who have paid for their lands out of their own toil are not given to this kind of civic degeneration. From New England to California, I have investigated scores — probably hundreds—of cases of immigrant land settlement on the part of members of almost every foreign race and I do not recall a single instance where land ownership has not developed the im- _ migrant into a law-respecting, prop- erty-respecting citizen. From the lowest poolroom to the most exclusive club may be _ heard, any day, discussions of labor and trade economics. Few men are suffi- ciently unschooled to feel that they do not know something about the econ- omics of labor and trade which makes their opinions worth considering. But one may comb these common as- semblages of men for days without finding a man who considers himself entitled to express any opinion on the economics of Land Ownership. Igno- rance of this subject seems to be about in proportion to its importance. It was to meet this odd situation that Prof. Ely established at the Univers- ity of Wisconsin a department of Land Economics and, later, founded the Institute for Research in Land Economics. In the Land Economics Department at the University of Wisconsin is a collection of documents on this sub- ject which is probably unequaled else- where in the world. It includes virtually every book and pamphlet of importance extant. 3ut its funda- mental character is suggested by the fact that it includes a unique collec- tion of old English, Irish and French deeds—some of them executed in 1500. These authentic documents— for they are originals—are full of rich revelations on matters of property, in- heritance, tenancy, rents, alienation, irrigation and markets. At the outset it is important to cor- rect the impression that Dr. Ely’s re- searches deal only with agricultural lands. Already his collection is un- doubtedly richer than any other in existence in books and documents of every kind relating to the economics of urban real estate—a subject which has been neglected to a far greater extent by economists than that of ag- ricultural lands. Real estate in the great centers of population in this country has reached such phenomenal values as to greatly emphasize the im- mense importance of this branch of research. The information which Dr. Ely and his associates of the Institute for Research in Land Economics are collecting regarding urban real estate and the basic laws and principles gov- erning its ownership and transfer, is bound to be of almost inestimable value to all who own or deal in this precious commodity. While the average city dweller who has never lived in the country has a vague notion that cities depend for their food supplies upon the people “out on the land,” he has no realiza- tion of any other dependence upon the land. Of the millions of wage-work- ers in the large cities of this country few have ever once suspected that land is the security upon which bil- lions of dollars of loans to industry rests; that the money which keeps the wheels of industry turning and fills the pay envelopes of the workers is bor- rowed upon a land security basis. If wage-workers generally understood this fact their respect for property would be greatly increased and their inclination towards radical and com- munistic doctrines would be propor- tionately decreased. ‘and owned,” Dr. Ely, “is security for loans amount- ing in the aggregate to billions of dol- lars which supply life-blood to the in- dustries of the United States.” Then there is the further considera- tion that the great philanthropic and privately declares educational endowments of this coun- try rest very largely upon land in- vestments and securities. This ac- counts for other billions of dollars liberated to the use of industry and therefore to wage payrolls. The building and loan associations of America are one of the most construc- tive patriotic forces in the United States. This agency has enabled a vast multitude of wage-workers to be- come home There is no sounder citizenship timber in our whole civic structure than those who bought or built homes through the building and loan associations, for they have learned the art of construc- tive thrift. And the land is the foun- dation upon which the building and loan structure is grounded. Dr. Ely has finely phrased this whole move- ment of home buying by saying that “These homes give their owners a socially precious stake in the com- munity and are a powerful force in making their owners good citizens.” He sums up the situation by saying: owners. “The young man who buys a build- ing site, gradually pays for it, bor- rows money upon the site as security, builds a home and then gradually pays for that at the same time develops a firm character which has become char- acteristic of the best citizenship of our country.” There is no false reasoning in this statement. Home builders are char- acter builders. It is almost impos- sible to imagine a workingman who has bought a home through the process of slow saving becoming a prey to radical or communistic ideas. The influence of land ownership as a patriotic force is little understood or appreciated. The work of the In- stitute for Research in Land Econ- omics is at bottom a patriotic work— not because it teaches or preaches patriotism ‘but because it promotes a sounder and broader knowledge of the facts and principles involved in the relationship of the land to com- merce, industry, finance and govern- ment. The Nation at large is singu- larly short on this knowledge. This vital field of research has been strange- ly neglected and it is highly im- portant that the foundations of this economic knowledge should be sound and unassailable. This means that the work must be done from an unbiased( disinterested and purely scientific viewpoint as it has thus far been done by the Institute under Dr. Ely and his associates. In- cidentally, it should be said that the distinguished economist at the head of the Institute has given his service without compensation and I believe this also true of his more important associates. Land legislation, especially with re- gard to tenancy, credits and alien ownership is impending in many states as well as in Congress. Ap- parently we are headed for a flood of this kind of legislation. If it is not based upon sound economic principles it is certain to do great harm. This is not a matter of guesswork, for much of the land legislation already enacted has been of this character and has resulted in acute distress and trouble. This has largely been due to a lack of sound economic information. It is encouraging to know that in at least one place in this country able and disinterested economists are lay- ing the foundations of a land know- ledge which will be available to all legislators and all interests and which is authentic and impartial. Forrest Crissey. —_—_~s+ 2 >_—_ One of Detroit's Most Worthy In- stitutions. Attention is directed to the adver- tisement of the General Casualty and Surety Company on the last cover page of this week’s edition of the Tradesman. The company is a Michi- gan institution, which has enjoyed a steady progress in the development of business from its inception; therefore, is deserving of the patronage of her citizens, particularly so as all of its surplus funds are invested in Michi- gan securities; in other words, loaned to our own citizens, thus assisting in developing our home industries and not, as is true with companies of other states, taken outside for invest- ment or disbursement. The director- ate and official staff of the company are composed of many of Michigan’s best citizens and business men, select- ed with especial reference to their fit- ness for the positions accorded them. ——_—_——_> > —__- Beware of the National Investment Corporation. The Tradesman warns its readers against having any dealings with a stock selling and brokerage house in Detroit which does business under the style of the National Investment Cor- poration. The Tradesman has no detailed knowledge as to the men who compose this organization, but the leading spirit in the concern is a person named A. E. Jacobson, who is evidently a direct descendent of Ananias, judging by the falsehoods he utters and the promises he records with no idea of making good on them. The location of this concern is in the Murphy building. The Tradesman has brought the record of this con- cern to the attention of the Michigan Securities Commission, but apparent- ly no action has yet been taken to bar the operations of the swindling coterie. —_2+>——_ The Garney-Longnecker clothing store at Rochelle, Ill, regards good lighting as one of the prime essentials of good merchandising. Light gray ceilings giving the maximum of re- flection, and concealed fixtures in the windows, give an even illumination. Tests have shown that a dight gray ceiling has a “co-efficient of utiliza’ tion” (the ratio of light delivered to the total light of the lamps) of 73 per cent., ivory 72 per cent., while olive green has a co-efficient of only 14 per cent. ee fened April 26, 1922 WOOLEN MARKET STRONGER. That American buyers are bestir- ring themselves at the wool auctions in Australia is one of last week’s dis- closures. Prices are being fairly well upheld, and this applies to some of the coarser wools, which were not so much in favor a few months ago. The trade is waiting for the next series of wool auctions due to begin in Lon- don in about a fortnight. Imports of wool are still piling up in the bonded warehouses in this country in an- ticipation of the new tariff. If the measure as finally enacted makes wool duties on the scoured content, there will be endless disputes, contradictory rulings and delays which will add measurably to the cost of wool. The market for woolen fabrics has stif- since the announcement of price increases by the American Woolen Company, which have been generally followed. Prices for worst- eds, which have not been in good demand, are expected to be raised soon. The reason for the advances is the higher cost of the raw material due to the emergency tariff, described by Mr. Wood, President of the Amer- ican company, as “the present prac- tically impossible high duties.” It will be curious to see how he will designate the still higher ones of the proposed tariff. Clothiers are begin- ning to hear from their men who are now on the road soliciting fall orders. The prices for suits have been re- duced, one item in most sample lines being a suit to retail at $25. Roches- ter clothing manufacturers, following the lead of the Chicago ones, have secured a wage reduction of 15 per cent. from ‘their operatives. Manu- facturers in New York City, having disbanded their organization, will in- dividually treat with the men in their respective shops. Dress goods are selling fairly well and garments have met with a good response. NEW TAXES IMMINENT. On the same day that a caucus of the members of the majority party in the Senate decided to pass a bonus bill at the present session the Treasury Department made a revised estimate of receipts and expenditures for 1922 and 1923. This showed that at the end of the next fiscal year there may be a deficit of $484,000,000. It is to be noted that this shortage will exist even when the interest from the British war debt is included in the receipts. This item is fixed at $200,000,000, and the Treasury Department has taken it for granted that it will be paid over, al- though there has been no official in- timation from the British Govern- ment to this effect. Moreover, the Treasury Department has made no al- lowance for the payment of any ship subsidy ‘that Congress may authorize. If the programme of the Shipping Board with regard to subsidies goes through the deficit will be consider- ably larger. This announcement from the Treas- ury should at least put an end to any further discussion of employing the interest from the Allied governments for the payment of a soldiers’ bonus. Such a scheme has proved especially popular with some of the politicians who are endeavoring to invent a tax- MICHIGAN TRADESMAN less bonus, and it has a way of com- ing up periodically, notwithstanding Secretary Mellon’s declaration that the interest on the Allied debts was “earmarked” for the payment of in- terest on the Liberty bonds and Vic- tory notes. It now seems that even without the bonus or a ship subsidy the Government must seek new sources of revenue, and the prospect is not wholly encouraging when busi- ness is already taxed to the limit. Wholesale prices during March, ac- cording to the index number of the 3ureau of Labor Statistics, were more nearly stable than at any time since 1915. The index rose one point, from 151 to 152, representing a change of 0.7 of 1 per cent. during the month. There have been other months re- cently when the total variation was no greater than in March, but in these cases there was a considerable shifting of the price levels for the different commodity groups that make up the whole index. In March, however ,the figures for five of the nine groups showed no change from February; in two other groups the change amounted to only one point; in one other (farm products) it was two points, and in another (miscel- laneous commodities) it amounted to three points. The cloths and cloth- ing group declined from 183 to 182 and the metals group from 115 to 114, while farm products rose from 126 to 128 and the miscellaneous group from 150 to 153. Metals have now supplanted farm products as the group whose price levels are most out of line, but recent tendencies in pig iron and steel prices indicate that the me- tals have seen the worst of their troubles. Nevertheless, price adjust- ments have still a good way to go before the remaining inequalities among groups are eliminated. BETTER RETAIL TRADE. Reports coming in from various sections of the country during the current week indicate that there has been a decided improvement in the volume of retail trade. The Easter demand has naturally had its effect, as has also the more seasonable weather in the East. Bad weather conditions still prevail in the West, where the temperatures recently have been near the freezing point and where roads in many districts still are undergoing the effects of the spring thaw. This has served to retard the usual seasonal improvement. In the Mississippi Valley the floods are prov- ing a drawback to trade recovery. Nevertheless, the mail order business, which is a good indication of rural purchasing power, is on the upgrade, and the general feeling among urban distributors is also improving. Hotel Men and Travelers Touch Elbows. Grand Rapids, April 25—A meeting was held last Friday night at the Pantlind Hotel of a committee from the Michigan State Hotel Association, consisting of Fred Z. Pantlind; E. R. Swett, of the Occi- dental Hotel, Muskegon; C. V. Caul- kins, of the Wright House, Alma, and the hotel committee of the Grand Council of Michigan, United Com- mercial Travelers, consisting of John D. Martin, Grand Rapids; E. C. Spalding, Flint; D. J. Riordan, Lan- sing, and Mr. E. W. Stevenson, Mus- kegon, Grand Councilor of Michigan. At 6:30 the two committees sat down to a luncheon, winding up with cigars and then entering into a gen- eral discussion. On the side of the Michigan State Hotel committee but one complaint was entered against a traveling man. This man claims to be a member of the United Commercial Travelers. The facts in the case were not all clearly brought out, but when they are furnished, in all probability, the U. C. T. committee will follow up the charges. On the part of the U. C. T. com- mittee three hotel complaints have been lodged against hotels for over- charges and one hotel was charged with being in a filthy condition. Owing to the fact that the city in which this hotel is located is very soon to have a new hotel, it was thought best not to do anything in this particular case, but the other three hotels names were taken by the hotel committee and promises made of in- vestigations and reports later on. The facts were brought out at this meeting that many of the hotels in the smaller towns in Michigan have ma- terially reduced their rates. Many former $4 per day hotels on the American plan are now charging $3 per day. Different hotels have fur- nished menus to the U. C. T. com- mittee, showing what they give for a 50 cent luncheon and a 75 cent din- ner and no complaint can be made about these hotels at all. Many of the European plan hotels have made re- ductions in their room rates, also re- ductions in their cafes, so that it is safe to say that during the past year there has been made a cut in hotel rates in Michigan of 25 per cent. or better. At the close of the meeting there was some talk of still bringing about better feeling than now exists between the hotel men and the travel- ing men, but it is a fact that between the feeling that exists to-day and two years ago there is no comparison. It was the consensus of opinion of both committees that a committee from the Hotel Association attend the meeting of the Grand Council of United Com- mercial Travelers and that a commit- tee of the United Commercial Travel- ers attend the meetings of the Hotel Association this year and to this end an invitation was extended and ac- cepted by the committee of the Michi- gan Hotel Association and they will be the guests of the traveling men in Muskegon at the meeting in June. The fact was brought out at this meeting that the hotel committee of the United Commercial Travelers has it in mind to have a committee bring up the matter on the floor of the Su- preme Council meeting at Columbus, Ohio, in June and try and have a com- mittee appointed of one member from each Grand Jurisdiction throughout the United States to confer together during the session of the Supreme Council and bring back from that meeting some suggestions or resolu- tions to the different grand jurisdic- tions throughout the United States. This is but the starter of what in the estimation of these two commit- tees will work out good results for both organizations. The noon luncheon Saturday, April 22, had a real treat. To start in with for the first time in the history of the club there was not enough plates and it was necessary for the waiters to set another table to accommodate the crowd that came. The drive that was being put on tast week by the Grand Rapids Safety Council sugested the idea of having S. George Graves, captain of the Traffic Squad of the Safety Council, come up and give a talk. Many things that have not been real clear in the eyes of different members of the You-See-Tee Club regarding what they get for the dollar they pay for membership were explained by Mr. Graves and all those present thorough- ly enjoyed his talk and appreciated 7 very much the fact of his leaving his own office and spending as much time as he did with the club on Saturday. A rising vote of thanks was given Mr. Graves and he was unanimously voted an honorary member of the club. John D. Martin. el Items From the Cloverland of Michi- gan. Sault Ste. -Marie, April 25—Mr. Thomas Daun, the reliable caterer who runs one of the cleanest eating houses in the city, is remodeling his resiaurant on Portage avenue and is extending the front a few feet. This will make an entirely new entrance, and when the contemplated changes in the interior of the building are completed it will be one of the finest in the city and a credit to the city as well as to the proprietor. Our esteemed citizen, Captain Rich- ard W. Ballensinger, proprietor of the Ballensinger meat market, on South Ashmun street, is one of.the twenty- two army officers named in the list of commissioned personnel of the 85th Divisions, prepared by Col. Thomas J. Powers, Chief of Staff, and Thomas Cherry, Division Adjutant. T. B. McClelland has returned from Detroit, where he spent the winter, and will re-open his bicycle repait shop at 802 Ashmun street. He will carry a full line of accessories and do repair work. His many friends here are pleased to see him back at the old stand. Many a man who really intended conscience to be his guide got along fine as far as “DeTour.” Navigation between Wilwalk and Sugar Island and the Soo is now open and Kibby & Shields line of boats are running on summer schedule again. “Phil” Wilette has accepted the management of the Soo Co-Operative branch store at 237 Ridge street, which place was recently held by John Mc- Ginnis. Mr. Wilette is well and favor- ably known and his many friends wish him every success in his new posi- tion. “Opportunity knocks but once, and even at that it sometimes means a knock-out.” The DeLuxe cafe opened to the public last Friday evening. It is esti- mated that over 1,000 visitors attended the opening. The proprietors, Speros Sassaslos and M. Fiortos, are justly proud of their new place, which is up- to-date in every way. It is one of the finest places in the city and will, no doubt, enjoy a good share of the busi- ness here. The Soo Commercial Club will take an active part in clean-up week May 1 to 6. C. G. Lampman has been ap- pointed to take charge of the commit- tee and it is hoped that as a result of the efforts put forth the Soo will be one of the State’s beauty spots in the near future. “Doctors claim eating the paw paw aids digestion, but if there is anything in looks, not eating it ought to help some, too.” F. J. Allison, salesman for the Cornwell Co., and Charles Haase, the Uneeda biscuit salesman, made their first trip of the season to Detour last week. They advise their enquiring friends not to be in a hurry to make the trip, as they had to walk a large part of the way and push their car, and in some places had to dig the car out and fill up the road in order to get through. Of course, it was a purely business trip, minus pleasure. Two of our well-known business men, Phil Jacobs and J. L. Lynch, are more than thankful to be in the land of the living after the narrow escape of last Wednesday night, when the Detroit train which they were on nearly plunged into the water at the ferry dock at St. Ignace. They both have sworn off what few bad habits they have and have resloved from now on to be prepared, as they do not ex- pect to ever be as lucky again in a like predicament. William G. Tapert. ~~ ___ A first-class price doesn’t always indicate a first-class hotel. ene aasrhenesas-otmne toate esvaimannenttneaibimanmeniantie in nce 4s Pian nrcerent ann aT MICHIGAN TRADESMAN sro lt April 26, 1922 _ STUDY OF THE SHOE TRADE. The Harvard Bureau of Business Research has just published its sev- enth bulletin on the retail shoe busi- ness. This deals with the operating expenses of retail shoe stores in 1920 and presents an analysis of complete reports on costs submitted by 397 establishments in forty-three states and in Canada and Hawaii. Some valuable comparisons are made of the cost of doing business in 1920, as compared with 1919. Thus the aver- age cost of doing business in the former year was 26 per cent. of net sales, and this was about 2 per cent. higher than in 1919. Gross profits in 1920—that is, the difference between the cost of the goods sold and the amount received for them—were 27.2 per cent. of net sales, a decline of about 6 per cent. from the figures of 1919, Although trade was dull in the last half of 1920, the volume of sales, as measured in dollars and cents, was greater in 1920 than in 1919, at least for the 130 stores which submitted comparable figures. Sev- enty-two stores were able to submit records of the actual number of pairs of shoes sold in 1919 and 1920, and in these establishments the number sold decreased 1.5 per cent. in 1920. If these stores give a fair picture of the shoe trade in general it would appear that the so-called “consumers’ strike’ had only slight effect on total sales of shoes during 1920. It is possible that the slackness in trade in the latter part of the year was offset by the large volume of buying in the earlier months. The operating expenses of the 397 retail stores, expressed in percentages of net sales, ranged from 12.5 to 48.9 per cent., with the common figure at 26 per cent. (The common figure is the one which occurs with the great- est frequency, and is regarded as more characteristic than the arithmetical average.) The largest item of oper- ating expenses was wages, which ranged from a low of 4.3 per cent. to a high of 17.7 per cent., with the common figure 9.7 per cent. The 130 stores for which there are com- parable figures for 1919 and 1920 show an increase of wages from 8.3 per cent. in 1919 to 9.6 per cent. in 1920. Wages thus reached their peak just as prices began to break. Advertis- ing costs and rents advanced slightly in 1920, while buying, management, and office salaries made a slight de- cline in percentage of net sales, and interest and losses from bad debts remained practically unchanged. Gross profits for the 397 stores in 1920 ranged from 8.6 to 51.1 per cent., with the common figure of 27.2 per cent. Net profits or loss ranged from a loss of 21.3 per cent. to a gain of 20.4 per cent., with a common figure of 1.2 per cent. Of the 130 stores reporting these facts for two years, only four showed a loss in 1919, as compared with 51 in 1920. GETTING RID OF SURPLUS. Ever since the armistice, shops of all kinds all over the country have been disposing of merchandise of every description originally made for the use of the military froces. From § 4 | time to time, also, have occurred sales of supplies to various trade factors, who have thus tried to prevent the sudden appearance in the market of unusual quantities of particular arti- - cles which would cause a sudden fall in prices. Denims, certain kinds of hardware and other merchandise were thus handled. After some years of this kind of absorption, it was pre- sumed by many that the sales were about at an end and that the Govern- ment had pretty well disposed of its surplus stocks. It now appears, however, that this is far from being the the case. The prodigality of Government in ordering supplies seems to have been something un- exampled. The only limit was the producing capacity of the country at its utmost in every direction. Even the enormous quantities of supplies left overseas and sold to the French Government were only a small por- tion of the surplus. Recently, a lot of new sales were staged. These call for a disposition of very large quan- tities of textiles among other articles. Apparently, the notion that these goods would soon find their way into retail channels and upset values has excited some apprehension. So Mr. Pickert, chief of the textile division of the Department of Commerce, has been trying to induce textile manu- facturers and merchants to form a syndicate to take over the goods and arrange for the exportation of the bulk of them. The idea, it is said, has been favorably received. If adopted foreigners will be able to get some cheap clothing while prices can be kept up to the American buyer. EVIDENCES OF ECONOMY. Evidences abound of the tendency toward economy—forced or preferred —on the part of the general public, and they have to be taken into ac- count by all merchants. These are more marked in the case of men than of women, but the latter are also counting the dollars more than they did. It is a matter of general observa- tion that men, nowadays, are more careless in dress than they used to be. The disposition in that direction dates back to the days of the war when that kind of thing was rather encouraged. It has been favored by the output of sports’ attire and the greater use of the automobile as a vehicle for travel. Little attention seems to be paid to the new styles, although the fashion plates continue to be put out each season, and not much to the conven- tionalities, except in the case of full dress or dinner suits. Small tailor shops are kept busy in re-furnishing old clothes, just as cobblers are fully occupied in keeping old shoes present- able. During the cold weather, chief attention was paid to the overcoat which, like charity, covered a multi- tude of other things not so nice. This, too, in spite of the real substantial re- ductions in clothing prices which were everywhere offered. If this tendency is to continue it will make a great difference in the output of cloth- ing. As against this, however, is the fact that a great deal of the cheap clothing has not the wearing quality which the better kind has and so will call for more frequent renewal. THE CANNED FOODS MARKET. The entire canned food market, spots and futures, is the victim of neglect on the part of the jobber. Buying in all departments is of a hand-to-mouth nature and there is not the stimulant of violently reduced prices to attract attention. Although some evidence of weakness is ap- parent there is no concerted action among weak holders to stampede the market with offerings. The general disposition is to let the buyer take small lots at pretty much the same range of quotations as has prevailed. for although new packs will be offer- ed later on, their presence is not near enough to create a panicky feeling and besides producing conditions in several lines as in asparagus, spinach, peas, apricots, and to a lesser extent in peaches, are not wholly favorable. In tomatoes it is a case of a large crop in sight, but with little incen- tive to pack on the basis of future prices. On the other hand the job- ber has his problems as he is faced with uncertainty in the marketing of new packs later on and very unset- tled conditions in the immediate future. He considers it the wisest policy to buy conservatively, fre- quently and in moderate lots. He prefers to run the chance of a prem- ium for what spot stocks he will re- quire a little later rather than to buy them now and carry them for a few weeks or months. The speculative element is lacking and in its stead is found conservatism. FIAT MONEY AGITATION. A correspondent from the North- west states that while the farmers there are encouraged by the prospects of better prices they are still nursing an alleged grievance on account of what they have gone through in the last two years. Another from the Middle West states that the farmers’ unions in that section are making fiat money almost an article of their eco- nomic and political faith. The talk of a period of sagging prices lasting over several years meets with no sym- pathy in these districts. The peo- ple there have had enough of defla- tion and want a return of high prices, even if it takes the Government's printing presses to do the job. Such a state of mind is only to be expected. The agricultural population as a whole is now a debtor class, and the more the dollar appreciates the harder it is going to be for them to pay their debts. Naturally, then, they would not object to a return of inflation be- tween now and the marketing of their next crop. Meanwhile, however, mon- ey is growing cheaper without resort to artificial Government devices, and this in due course may take some of the edge off the fiat money agitation. COTTON NEAR STABILITY. If one were to judge from the cot- ton quotations of the last two months or so and to average up the changes, the conclusion would be reached that prices have pretty nearly reached the point of stability. Supply and de- mand are defined with a fair degree of probability. With futures dependent on this year’s crop, however, there enters an element of chance with all manner of possibilities. Predictions are already many, most of them fore- boding ill. It may be observed, how- ever, that the sources of these are the same as those which humbugged the Agriculture Department last year into making a foolishly low estimate of the crop which it was subsequent- ‘ly obliged to revise. The same agen- cies were also engaged in trying to dissuade planters from. seeding to cotton, although they have not met with much success in this attempt. The continuance of the textile strikes in New England is having its effect on the prices of both cotton and cot- ton fabrics. In March nearly 1,500,- 000 fewer spindles were in operation than in the month before. Somewhat higher levels have been reached for printcloths and sheetings, and the de- mand during the last week was some- what pronounced at times. The mills are not selling beyond May deliveries. No special activity is reported in fin- ished fabrics. It is a curious circum- stance that jobbers in Berlin are com- plaining of American competition in muslins, which are reported as sell- ing at 40 per cent. below the price for similar goods of German make. In knit goods the seasonal dullness shows few signs of change. ENOUGH TO GO AROUND? In place of the prevalent idea some two years ago that there were not enough goods to go around there is now a belief that there are goods a- plenty but that there is not enough business to go around. The present ‘view comes nearer to being correct than the former one. There is not enough ‘business at least to keep things moving at the pace of the boom period of 1919-20, and business con- cerns which expanded their producing or distributing facilities to continue operating on that scale are now hard put to it to maintain volume output. It may be that the country has lately become over-developed in some lines, as many believe. If so, coming months will witness a keen competitive strug- gle and the survival of the fittest. It is certain that the war boom left be- hind a large litter of fly-by-night con- cerns, many of which have already been weeded out by the rigors of the readjustment period, and which have gone in recent months to swell the business casualty lists. The process of readjustment is working in two di- rections. Business is slowly expand- ing, and the uneconomic business units are being eliminated. Eventual- ly, then, we shall reach the point at which, broadly speaking, there will be both goods enough and_ business enough to go around, and the country will then have attained the state of equilibrium that some call “normalcy.” The country is headed that way, but there is stili some distance for it to go. What has crowded out the old cobbler, the old clothes repair man and the old tinker? The shoe man has hitched his wax ends to an elec- tric motor, the tailor has installed modern cleaning and repairing out- fits, while the tinker welds in an electrical furnace. And prices have doubled and trebled. ah: Fee BR i ; ; } i ah: Fee BR ser eoncpemeees mea April 26, 1922 MICHIGAN TRADESMAN THEY SHOP INSTEAD OF BUY. Nearly Half the People Walk Out the Store. Some one says that forty-five peo- ple out of every hundred who go into a store to buy goods walk out again without buying. He says they are driven out by poor clerks. .And so the advertising clubs are entering upon a campaign to make better sales- men of these clerks, hoping in this way to stop the awful practice of shopping, and thus add to the sum total of human happiness. Suppose we go into this matter and see what it all means. To say that poor salesmanship is responsible for nearly half the people marching into a store and then marching out again without buying is a sad mistake, for it isn’t so. The big reason why peo- ple go to a store is curiosity, backed by a desire to get the most they can for their money. The next reason is advertising. They go to stores to make comparisons and to see where their needs and desires can best be satisfied. A visitor who fails to buy in one place is likely to buy in an- other, and so these forty-five people in a hundred sort of divide them- selves up between the many places they visit. If every visitor bought in the store first visited, there would be fewer stores and fewer chances for selec- tion. Fewer stores would mean less advertising for newspapers and fewer jobs for Mamie, Agnes, Algernon and Percival. There would be a reduc- tion in advertising departments and advertising managers. One hundred per cent. salesmanship, if such an at- tainment be possible, would put a lot more folks in the bread line, and cut down competition to a point where monopoly would get a still further hold with its grab-hooks on this tax- ridden republic. The shopping idea is a fine Amer- ican attribute. People in this country want to see things before deciding what to buy. They exercise the con- stitutional right to go looking around until they find what best pleases them. To be collared, tethered and hog-tied by a garrulous salesman and sand- bagged into a purchase is contrary to the spirit of our institutions. Of all the abominations that civilization has spawned, none excels the so- called “expert” salesman, who hangs on like a “hootch”’ headache and makes a sale by any means short of . physical violence. I am glad that about half the peo- ple who visit stores go out without buying. It gives the other stores a chance. And the forty-five who don’t buy at the “other” stores go some- where else still, so that the sidewalks are filled with folks who lend an air of activity to the scene, and give the old fellows with lumbago a chance to see anatomy without getting it second- hand at the movie shows. Screen anatomy does not supply the same variety of thrill that proceeds from the natural. The way to make buyers of visitors is to print facts in your advertising. Forget all about truth and give facts. Also give better values, and display more goods, and run a better store. When you give people satisfaction, they will come back. When ‘you don’t, they will go where some one does. To blame the poor underpaid salesman or saleslady is just as wrong as blaming bootleggers. Trade goes where it gets what it wants. The advertising clubs might very well add still another department, division, zone or beat to their already overcrowded organization system. This department should devote its time to the study of human nature, particularly that of the female of the species. Women go from store to store looking, pricing and comparing without doing very much buying. They will spend an afternoon looking about the stores, and come back home with a couple of spools of thread. They will go to a dozen stores look- ing at gowns, and then go back to the first store and buy a gown they saw there. All of which is very nat- ural and very wise. It is precisely what the buyers for the stores do themselves. How long would a buyer hold down his job if he didn’t go right down the line of wholesale houses and pick out the choice bits? Ruth Cameron tells us that woman does most of the buying. which we also well know. It is her duty to lay in supplies of wearing apparel, food and other human necessities. To do this intelligently she must do much shopping and looking around. Other- wise she would get “stung” just as sure as to-morrow to-day will be yesterday. And keep in mind that shopping is to women a pastime of supreme joy. Next to being admired and_ loved, nothing touches a woman’s heart like a spell of shopping. She can get a brief respite from the cook stove and the four walls that hedge her in when she sallies forth to look around. She gets a thrill from seeing things even when she knows she is shy of the cash with which to buy them. What joy could exceed that of a woman trying on hats? It doesn’t cost anything. She can stand in front of a mirror and turn sideways and backways and frontways, feasting her eyes on a luxury that fills her soul with much ecstasy. She can imagine how jealous her neighbor would be if she sallied forth the next Sunday and proceeded to church down the main street with this dream of feath- ers, ribbons and gewgaws serving as a lid. And then fancy the satisfaction she gets in pricing the high-powered gowns that only the very rich can afford! She can “let on’ to Maggie, the saleslady, whose mind is centered on her “date” that very evening with Shorty, who works in a garage, that she has the price in her clothes all right with which to buy, and then she can say with an air of indiffer- ence that the Bong-Tong store across the street has a frock that pleases her better. And away she goes to the underwear department, where she handles with fond caresses the un- mentionable creations in materials so sheer and flimsy that what goes inside of them is revealed rather than con- cealed. We might follow her to all depart- ments and view her joy from a dis- tance, but that would only bring out the point I am trying to place before the advertising clubs. Let them ap- point committees and sub-committees to study the feminine side of human nature as it comes to the surface, and I am sure they will report back to the Supreme Council that poor sales- manship is not the cause of forty-five people out of a hundred failing to buy after entering a store. The trou- ble all proceeds from human nature, and that is something the advertising clubs will have difficulty in over- throwing. For myself, I will never lift a finger or utter a syllable against the divine right of shopping. It is one of the cornerstones of our liberty. In this country there is a great array of laws prescribing penalties for publishing false and misleading state- ments. The minute an advertiser draws upon his imagination and bears down a little too hard on his figures, he is promptly waited upon by a vigi- lance committee and told to get back into low gear, or he will be pinched for statistical speeding. This is prob- ably highly helpful to civilization. It relieves us from the bother of spot- ting liars ourselves. Anyhow, it is a good thing for men on the vigilance payroll. The fact that there are liars among us is the reason for the jobs hold. No liars, no vigilance Bert Moses. they funds. uarantee This prof Hath Reese 2 shoesid doa eo anyclher doe Sete ee ee Sore/Tiles perDolla Sore Smiles pari More Miles per : means Greater Wear More Smiles per Mile means Greater Comfort The farmers are looking for bumper crops this year. In order to succeed, they should have the best shoes money can buy, which are Rouge Rex. The leather is tanned and the shoes are made by Mirth~Krause Co. TANNERS AND SHOE MANUFACTURERS, ° oO. GRAND RAPIDS, MICHIGAN 10 MICHIGAN TRADESMAN April 26, 1922 = apes | And the women are falling for them. Guide For Color Schemes. fe as _ eters Ditto children and misses. Investigators have made careful S ar AA eaters : . : oe ES tr = os LG y Many dealers in widely scattered tests to determine the legibility of - S = = Zz = m4 =" sections of the country are reporting printing on colored papers, the dis- = = = = z favorably on selling conditions. tance, size and form of type used and Sg. wN Th =f rr {ce Se PE SZ = a. a (a Fs Ss WO Ae ij LAI svat RRS AAC 3 ((I “20)), dee IIL Ny, avul A ’ DD! CG ) eyes. | We: € J” fir ee 7 ‘ aa \ > % oi 0 VP =f The Shoe Dealers Outlook at This Time. Written for the Tradesman. Well, to present the sum and sub- stance of the whole matter, in the very stance of the whole matter, in the first dealer’s outlook is decidedly better than might have been supposed six months ago. On the whole there are many things to be thankful for. There have been better times, and there have been worse times; take it by and large, this is what you might call just a fairly average time, with intimations of a_ better By all means don’t give heartening time ahead. up the ship. For one thing, just look at the pretty new styles the designers and manufacturers are conspiring to bring out. The American shoe indus- try is displaying marvelous recupera- tive powers. It is rapidly recovering from the paralysis of the world war. During the war, of course, we had to put the emphasis where it belonged: namely, on winning the war. With the destinies of Western civilization, free government, and the priceless benefits of liberty and_ self-initiative hanging in the balance it was no time to be giving attention to mere details of style in footwear; service was the main thing. What men, women and children wanted was serviceable shoes, could be made quickly, models; just Plenty shoes. that therefore standardized good, honest, war-time shoes. of time for style in peace times. Well, peace time has, thank God, come. Therefore we are resuming where we left off. The style clement is again being stressed. And this is as it should be, for the shoe game apart from style would be insufferably dull. Just a few months ago dealers all over the country were saying, “Give us style! More style, Mr. Designer! More style, Mr. Lastmaker.” And designers and lastmakers have heard this appeal and responded. And behold the new low heel effects the strap pumps and sport shoes of many kinds. These new things are sprightly enough, and yet conservatively sensi- ble. They meet the requirements in that they are a bit different from the things to which we have been accus- tomed, and yet they are not drastic in their novelty. They are not far- fetched: they are far from bizarre. ‘here is the ‘decidedly common- sense feiture of easy, comfortable heels. With many women this new depar- ture is frankly relished. A woman can be stylishly dressed now, and not have to walk around on toppy, uncomfortable Louis XIV heels. And there is quite a variety in the matter of stylish toes. Some are rather pointed, to be sure; but not all. All in all, the stylish toes of to-day are comfortable. The materials used in shoes is for the most part serviceable. Some patent leather—in fact more shiny leather than for many moons, but they make a better wearing shiny leather now than they did back in the days when baking enamel was in the experimental stages. That leads me to remark that patent leather is a fairly dependable leather. Not that they are guarantee- ing it. That ‘is an unwise procedure always. You never can tell absolute- ly. And some people are awfully careless about their shoes. Jam the foot into a cold pair, neglect to keep the leather soft and pliant by the ap- plication of dressing, and often sub- ject their feet to hard wear conditions for which patents were never intend- ed. You will be sure to harvest a crop of regrets if you start out guaranteeing patents. And then consider the new sport shoes. One could write quite an extended discussion of this one type of foot- wear. Are they going to go strong this summer? The answer is, they are al- ready going strong. In the more Southern sections of the country where hot weather is a fact rather than a prospect, sport shoes are im- mensely popular. More of them are selling than ever before. Why not? Aren’t ‘they just the thing for outdoor wear in hot weath- er? And more and more women, as well as men, are going in for this sort of thing. Time was when people used to wear footwear, practically the same weight the year around. But we have grown wiser with the years. It is hard to believe that we shall ever go back to the era of heavy, stuffy footwear for hot, sultry days. Why should we? Everybody who has worn a pair of distinctly hot weather shoes knows that such shoes are immensely more comfortable than winter shoes. And everybody nowadays can afford the price of a least two pairs. One does not have to wait until the winter pair is worn altogether out to buy a new pair for spring and summer wear. Yes, the sport shoe has come to stay. And it has come to carry style as well as comfort. Designers are now giving thought to the production of attractive shoes in this line, I have a friend in the shoe business who recently had this motto lettered on both of his front windows: “Busi- ness is Good.” He isn’t boasting; he is merely stating a fact. Business is good. It is good not only with him, but with hundreds of other dealers througout the country. The writer hopes it is true of your business. If not, local conditions must be a bit different from the average. Business is generally what we make it. Let’s try to make it good. Cid McKay. other factors being identical. The fol- lowing list shows their findings in order of legibility. Note that black and white occupy fifth place. Black letters on yellow paper. Green letters on white paper. Blue letters on white paper. White letteres on blue paper. wae wh Black letters on white paper. 6. Yellow letters on black paper. White letters on red paper. MN White letters on green paper. 9. White letters on black paper. 10. Red letters on yellow paper. St. No. 452 at $2.15 Brandau Shoe Co. Detroit, Michigan Buyers in Detroit Welcome IN STOCK Goodyear Wing-Foot Heels Attached Black Glazed Kid, Opera Last, D Width Only St. No. 450 One Strap Sandal Opera Last at $1.90 St. No. 425 at $2.35 MANUFACTURERS Women’s Sandals, Juliets and Oxfords. them. 820—Men’s black Elk, like 80 In stock today. GRAND RAPIDS These numbers are in a class by themselves. They are scout- style shoes that give real service, because they have the well known Herold-Bertsch service giving qualities built right into 804—Men’s black Elk ~------------------------- $2.40 4, with four inch cuff ___ 2.75 808—Men’s brown Elk _----- 809——Men’s brown Elk, like 808, with four inch cuff ___ 2.75 832—Men’'s brown Retan _-_-- Herold-Bertsch Shoe Co. Scout Style— Service built in oe 2.40 oo ee MICHIGAN erate mania ncaeR —— | “4 April 26, 1922 MICHIGAN TRADESMAN - Detroit Buyers Week MAY 1-6 5 ry 5 Ci n q p tn T D t B n 4 T Oy D T | Ly 71 UG 71] IY ed 71) Icy 7 | ll Ly Saul HH ee a My 7 I NS 1) itll | nggwé LS MA I | LY 1 Pl Make your plans to attend this big event. Get acquainted with the potentialities of the great Detroit Wholesale Market. The interesting attractions and special merchandise offerings will make it a pleasant and profitable trip for every visiting buyer. VISITING THE DETROIT MARKET AWAKENS NEW SALES OPPORTUNITIES Address inquiries to E. E. PRINE Sec. Wholesale Merchants Bureau Detroit Board of Commerce. Detroit Firms, Members of the Wholesale Merchants’ Bureau, Who Are Co-operating and Participating in the Big — Detroit Buyers Week, May 1 to 6. Buhl Sons Company Standart Bros. Hardware Corp. The Carey Company Beecher, Peck & Lewis A. Krolik & Company Edson, Moore & Co. Victor Vassar Knitting Mills Farrand, Williams & Clark E. B. Gallagher & Co. George F. Webber Geo. F. Minto & Co., Inc. W. M. Finck & Co. _ George C. Wetherbee & Co. Chope Stevens Paper Co. Crowley Brothers Murray W. Sales & Co. C. A. Finsterwald Carpet & Rug Co. Larned, Carter Co. J. T. Wocdhouse & Co. Hamilton Carhartt Cotton Mills J. T. Wing & Company Burnham Stoepel & Co. The Chas. A. Strelinger Co. Commercial Milling Co. Herman & Ben Marks Crane Company Lee & Cady Edward Huebner & Sons April 26, 1922 Farmers Suffer Economically, But Prosper Politically. The Senate Tariff Bill, scheduled for discussion this week, has drawn attention anew to the so-called agri- cultural block, which for some weeks had been less in evidence than for- Whether or not one approves of this non-par- political, merly in the public prints. none the less gainsaid that it has set both the old parties an ex- tisan, but group, it cannot be ample in accomplishment by adhering to well-defined policies under good leadership. In fact, the block has succeeded during the present: session in having things very much its own way through default in leadership elsewhere. Its achievements are quite substantial. Among them are the Emergency Tariff Act, the revival of the War Finance Corporation, the re- tention of the excess profits tax on earnings of 1921, the holding of sur- taxes on incomes to a maximum rate of 50 per cent., the placing of high duties on farm products in the per- manent tariff bill, the addition by the Senate of over half a billion dollars to the Agricultural Appropriation Bill as it passed the House, and provision by the Senate for a “dirt farmer” on the Federal Reserve Board. This last provision has also been reported fav- orably by the House Committee on Banking and Currency. The bloc is also supporting the truth-in-fabric bill and henry ford’s proposal for a nitrate and power plant at Muscle Shoals. The last twelve months have been a bad economic year for farm- ers, but no one can say that they had a bad political year. ee Unappreciative of Free Seeds. In accordance with a time-honored custom, the Agricultural Appropria- tion Bill as it passed the House this year carried an appropriation for free seed distribution. Free seeds for his ‘armer constituents is one of the C-n- gressman’s perennial perquisites of which he seems_ utterly helpless to divest himself. This year the House gave itself $360,0000 for this purpose. The Senate Appropriations Committee struck the item from the bill, but it has since been restored. inevitable. That was Strange to relate, the ‘armers are utterly cool to such ef- forts conducted ostensibly in their behalf. The official publication of the American Farm Bureau Federation last week carried ‘an amusing cartoon of a Congressman graciously present- ing a hard-headed, horny-handed voter with a package of seeds drawn from a barrel that smelled suspiciously of “pork.” The donee looked none too happy over the gift. Such flippant treatment of the lawmakers’ efforts in behalf of agriculture is the height of ingratitude. ——_>.—____ Increase in Money Stocks. The stock of money in the country increased during the month of March at the rate of over $1,000,000 a day. Most of this gain was made in gold coin and bullion, which increased ap- proximately $30,000,000. Silver dol- lars, as a result of the mint operations under the Pittman act, increased $6,- 800,000, and Federal Reserve notes increased $3,500,000. National bank- notes, United States notes (green- backs), and subsidiary silver showed little or no change, while the Federal Reserve bank notes (to be carefully from Federal Reserve notes) decreased about $8,000,000. The most significant change for the month is in the increase in Federal Reserve notes. In the year ending April 1, 1921, the circulation of these notes increased $420,000,000; in the year ending April 1, 1922, the net de- crease was $744,000,000. The slight increase in the past month indicates a check to monetary deflation. Nev- ertheless, the total stock of money in the United States, in spite of the March increase, is over $72,000,000 less than a year ago. distinguished —_—_> ++ ____ Free Nickles Bring a Good Mailing List. Hall’s “on the square” recently ad- vertised in the local papers that they would give a new Buffalo nickel to every boy between the ages of six and fifteen, who came into the store on those dates. The boys flocked into the store in crowds. In order to re- ceive the piece each was required to give his own name, address and those of his mother and father. Hall’s wished the mothers’ names because they handle suits for women and the fathers’ and sons’ because a clothing s‘ore always desires a live list of men’s and boys’ names. By these means Hall’s drew about seven hundred boys to the store and they obtained about 2100 names and correct addresses to add to their mailing list. S ee The Big Game. The safest, surest and the most satisfactory investment an individual can make is to be kind or considerate of another. Business courtesy is to be expected. Personal consideration is absolutely necessary. We are all selling something. The banker sells money. The statesman sells his administrative ability. The lawyer sells his skill and knowledge. The traveling man sells his enthusiasm earnestness and wares. Selling is a big game—the universal problem. 4480—4653 “A Strong, Conservative Investment Banking Organization” CORRIGAN, HILLIKER & CORRIGAN INVESTMENT BANKERS AND BROKERS Citz. re FLOOR MICHIGAN TRUST BLDG. Bell RAND RAPIDS, MICHIGAN M -4900—M -653 About Wills five years. good reasons why. All Property (your's is included) passes through the Probate Court on an average 6f once in twenty- Do you admit having any intentions regarding the preservation of your property as an estate for the benefit of your loved ones? legal Will giving the necessary directions? Have you signed a Or will you simply drift, and allow the machinery of the law to grind up your belongings? Perhaps you have progressed to the point of ‘“‘in- tending’ to make a Will, or “intending” to re-draw it. If so, we have hopes of you. It will be perfectly proper for you to name the Trust Company as executor and trustee of your Will. We may say it is the only proper and approved way of doing. It will take a book to tell the many Call or write for our new book: “What you should know about Wills and the Conservation of Estates.” “Oldest Trust Company in?Michigan”’ MICHIGAN TRusT COrAPAN Y Grand Rapids, Michigan Fenton Davis & Bovle BONDS EXCLUSIVELY MICHIGAN TRUST GRAND RAPIDS First National Bank Bldg. Telephones { Main 656 Chicago JOIN THE GRAND RAPIDS SAVINGS BANK FAMILY! 44,000 Satisfied Customers know that we specialize in accomodation and service. BRANCH OFFICES Madison Square and Hall Street West Leonard and Alpine Avenue Monroe Avenue, near Michigan East Fulton Street and Diamond Avenue Wealthy Street and Lake Drive Grandville Avenue and B Street Grandville Avenue and Cordelia Street Bridge, Lexington and Stocking West Leonard and Turner Avenue Bridge Street and Mt. Vernon Avenue Division Avenue and Franklin Street BUILDING Detroit Congress Building CADILLAC STATE BANK CADILLAC, MICH. Capital ........ $ 100,000.00 Surplus ........ 100,000.60 Deposits (over).. 2,000,000.00 We pay 4% on savings The directors who control the affairs of this bank represent much of thetstrong and suc- cessful business of Northern Mxhigan. RESERVE FOR STATE BANKS eR i Os iS 2 ’ P é Pane at t April 26, 1922 MICHIGAN TRADESMAN 13 Cross Currents in Textile Trades. The outstanding feature of the tex- tile industries is the extensive strike which continues in New England. Southern textile mills are virtually all running at full capacity. Cotton consumption for March in the United States amounted to 518,450 bales, as compared with 473,073 in February and 526,552 in January. According to a report of the Federation of Mas- ter Cotton Spinners (England), the world consumption of cotton during the six months ended January 31 was much larger than anticipated. Lan- caster’s consumption of American and Egyptian cotton was twice that of the preceding six months. In general, the outlook for raw cotton seems bright for the reason that stocks not only here but abroad are being de- pleted, the European depression ap- pears to have touched bottom and the industrial outlook abroad is con- siderably more hopeful than a year ago. —_—_+<32—____ Volume of Money Larger. An increase in business activity naturally causes a greater need for money, so that it is not surprising that the circulation of Federal Re- serve notes has shown some expan- sion in the last few weeks. The low point for the present year was $2,- 166,179,000 on Feb- 8, and the highest point since then was reached in the week ending April 12 with a circula- tion of $2,200,305,000. Gold reserves of the Federal Reserve System on April 12 touched the highest level ever recorded, namely, $2,985,738,900 This fact is the more remarkable be- cause of the unofficial announcement last month by the Treasury Depart- ment that henceforth all restrictions relating to the movement of gold will be removed and that gold will be paid out into circulation and gold certifi- cates freely issued. There was a net gain in.March of gold through im- ports, amounting to $32,502,508. —_——_+-+—____ Automobile Factories Busy. The automobile industry continues to expand. March carload shipments increased 32 per cent. over February. It is estimated that 159,120 cars and trucks were produced by all makers in March, compared with 122,429 in February and only 110,525 in March, 1921. The country’s output of cars and trucks for the first quarter of 1922 is stated to have been 371,798 cars and trucks or 162 per cent. of the same period in 1921. Trade pa- pers assert that the April output will exceed that of the preceding month by at least one-third. There were approximately 60,000 ford cars and trucks produced in March and the present month’s schedule calls for 101,164. General Motors sales in the first quarter amounted to 66,000 cars and trucks against 30,023 in the first quarter of 1921. —e 2 eo Dullness in Silk. Silk manufacturing is still very much curtailed. There has been a great deal of price cutting in jobbing channels. The demand for silk hos- iery is not as intense as a year ago and the same is true of novelty silk sweaters. Ribbons are in better de- mand. The consumption of silk in March totaled 25,546 bales as against 22,107 in February and 33,842 in January. The artificial silk industry in the United States on the other hand, shows remarkable growth. Consumption in 1921 totaled 19,000,- 000 pounds, nearly half as much as that of natural raw silk. Both pro- duction and imports of fiber silk in 1921 were double those of the preced- ing year. The total investment in artificial silk factories is now over $50,000,000. ————— Failures Numerous But Liabilities Decrease. In March there were 2,307 failures, an increase of 11.8 per cent. above February. The liabilities, on the other hand, were 14 per cent. smaller in March than in February and a lit- tle more than half of those in Jan- uary this year. Liabilities for March totaled $57,513,590. For the first quarter of 1922 there were 7,111 fail- ures as compared with 4,933 for the corresponding quarter of 1921. For the same periods, the liabilities in 1922 totaled $230,210,107 as against $222,768,120 in 1921. Both failures and liabilities for the first quarter of the present year make a very much worse showing than for any corres- ponding period during the last four decades. —_++.___ Expensive Business. A red-headed boy applied for a job in a butcher shop. “How much will you give me?” “Three dollars a week; but what can you do to make yourself useful around a butcher shop?” “Anything.” “Well, be’ specific. a chicken?” Can you dress “Not on three dollars a week,” said the boy. a a (cq re (es [el = re] & ral = re] a re! [eu re] re re] cE fe) LS re] a ESTABLISHED 1853 E ra] sl Ee Through our Bond De- @ partment we offer only 2 such bonds as are suitable a | for the funds of this bank. a g . s 5 Buy Safe Bonds a 5 from a al = a | Th ional | 3 The Old National & e iS e i Uli inoinininind alia ein rornlindolir)irilies INSURANCE IN FORCE $85,000,000.00 RANSOM E. OLDS WILLIAM A. WATTS © Chairman of Board President qanTs Live INSURANCE COMPANY Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents a A Stabilizing Influence TRUST Companies are a stabilizing influence in the economic life of the nation. During the one hundred years since the first trust company was founded, many changes have taken place in our National life—there have been wars, panics, inflations, political changes, new banking systems. Yet through it all, the trust company has been a steadying factor. The trust companies of the United States to- day have assets of over $12,000,000,000, and man- age estates valued at many billions of dollars more. This Company stands for the best fiduciary practice in our community, and is ready at all times to be of service to you. Send for the booklet, ‘‘Safeguarding Your Family’s Future,’’ which clearly sets forth the service this Company can render you in pro- viding for your family’s future comfort. [RAND RAPIDS [RUST | OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 a Grand Rapids National Bank The convenient bank for out of town people. Located at the very center 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 institution must be the ultimate choice of out of town bankers and individuals. Combined Capital, Surplus and Undivided Profits over $1,450,000 GRAND RAPIDS NATIONAL BANK GRAND RAPIDS, MICH. 14 Some Comments on Chicago’s Fire. What are the interesting and im- portant lessons of this fire? There was a tendency immediately after the fire to fix the responsibility for the magnitude of the fire upon the Chicago Fire Department. That con- ditions in the Chicago Fire Depart- ment personnel are not of the best is a matter of general public knowledge and a discussion in that city. In this particular fire, however, there is no reason to believe that any fire depart- ment with the best of organization and training could have improved much upon the handling of the fire, in such a way as to have cut down materially the amount of loss. The report of the fire shows that one building was burning fiercely when the first appar- atus arrived on the scene and that within thirty minutes after the first alarm was given, the C. B. & Q. Rail- road Office building, of fire restrictive construction, was on fire from radiat- ed heat. The fire department simply did not have a chance. One of the most important things to be understood about this fire in the be- ginning is that it was not a test of the efficiency of protective methods for confining interior and local fires. The Chicago fire was not one which put to a fair test automatic sprinklers, fire restrictive construction designed to prevent spread of interior fires, or any other method designed to confine fire, originating within a building, to a limited area. The fire did not start in a sprinklered building. In no build- ing of fire restrictive construction or with automatic sprinkler protection was it ever a local fire. The fire en- tered and began its destruction in these buildings with flame enveloping entire floors at once. Automatic sprinklers and closed vertical open- ings were not on trail. The fire came from the outside and attacked whole floors at on time through window openings. Wonderful advancement has been made in fire department pumping en- gines in the last twenty-five years or even in the last decade, but little or no improvement has been made in the efficiency of the water tower for thirty years. It is true that methods of rais- ing the tower and other methods hav- ing to do with its mechanical opera- tion are much better, but fundament- ally the water tower is the same as that used years ago. The modern fire department is not very effective above the sixth story of a building unless it can use the stairways and elevators within the building and it is not effective at all above the eighth story. Hose and stand pipe connec- tions in the interior are of very little value in a fire such as that which oc- curred in Chicago, for who can man the equipment? Is it possible for fire engineers to design a water tower which will be effective above the sixth story of a building and which can carry and direct a stream of water which will be in size of streams used at present as rifles are to cannons in volume of ammunition discharged? To cool off a fire such as occurred in Chicago with the ordinary streams of water now available for fire depart- ments is out of the question. What is to be said of wire glass MICHIGAN TRADESMAN window protection? The Chicago fire only emphasized what has long been known about this. It is the best and surest method of construction for pro- tecting outside exposures against en- trance of fire, but it has its limita- tions. There is no comparison be- tween ordinary plate or window glass and wire glass in their effectiveness against entrance of fire. The ordinary glass cracks at once upon application of a very limited amount of heat and the blaze has open access to building contents, whereas with wire glass, the heat must reach a temperature of 1600- 1700 degrees Fahrenheit in order to soften the glass before there is any chance that a direct opening will be made, where the glass is exposed to heat on one side only. In the Chicago fire wire glass windows protected one building against a five-foot exposure, which in some cases may be a more severe exposure than one of six inches, and in another case partially protect- ed a building against an eighty foot exposure. In both cases, the radiated heat was sufficient to soften the wire glass, thus giving easy access, in the case of the five foot exposure, to the flames direct and in the case of the eighty foot exposure, to the terriffic radiated heat. In the case of the five foot exposure, the two buildings in- volved formed part of a small enclos- ed court which served only as a flue to encourage and spread the flames. The fire emphasizes another lesson which is that an eighty foot exposure is a severe one under the right condi- tions. The radiated heat seems to travel upward and a well constructed building may be seriously menaced by a row of highly inflammable buildings of many stories less in height, even though located many feet away. Ex- perienced fire fighters know of cases where radiated heat has softened wire glass at a distance of 300 feet. What can be done to prevent en- trance of a fire of this kind into a building? Use the outside water cur- tain, connected to an _ inexhaustible water supply, for keeping down the temperature of the wire glass windows is the sugestion of one of the best known fire fighters of the country. It is true that the Chicago fire was an extraordinary fire, but a large part of the American fire loss comes from these extraordinary fires, whether ex- posure fires or fires in large buildings containing stocks of great value. That is what fire protection has been em- phasizing for the last several years, pointing out that more than half of our fire loss occurs in a comparatively small number of fires. ——. +. ~~» ___ Industrial Employment Broadens. Improved business conditions were reflected in a gain of 1 per cent. in employment in New York State fac- tories during March as compared with February. Throughout the United States, industrial employment is de- cidedly on the upgrade. In sixty-five industrial centers, 1,428 firms, each normally employing 501 or more workers, report to the Department of Labor. On March 31 a gain of 2% per cent. over the previous month was noted, the total number employed being 1,604,959, or the largest number of people on these payrolls since Feb- ruary a year ago, April 26, 1922 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. Michigan Shoe Dealers Mutual Fire Ins. Co. LANSING, MICHIGAN PLAN OF BUSINESS CLASSES INSURE . . .« General Mercantile Business. POLICIES Michigan Standard Policy, with Mutual Conditions added—approved by Mich- igan Insurance Department. Full Michigan Inspection Bureau Tariff. Payable at end of policy year—current dividends 30%. Limited to one premium. OUR SERVICE Insurance to Fit Your Individual Needs Fire Prevention Engineers at your service without additional cost OUR SLOGAN FEWER FIRES . . . RATES ee DIVIDENDS... CONTINGENT LIABILITY additional annual BETTER CARE LOWER COST FINNISH MUTUAL FIRE INSURANCE CO. ORGANIZED IN 1889. COMPARATIVE STATEMENT. Receipts. Disbursements. Total Premium Income —--_--$84,379.71 Fire Losses ~.---------------$28,701.84 Receipts from Interest ---~ 10,571.55 Home Office Expenses __---- ,809.02 Membership & Transfer Fees 456.80 Commissions to Agents __-. 6,250.97 Note—Interest Income more than Re-Ins. and Ret. Prems. 5,795.67 Pays Home Office Expenses. Dividends to Policy Holders 22,665.52 Increase in Insurance, 1921 $781,619.00 Loss Ratio to Premium Income 34% Increase in Premiums, 1921 91,712.34 Loss Ratio to Total Income ___-_ 30% Increase in Assets, 1921 __ 22,195.02 Expense Ratio to Toval Income_ 22% Average Loss Ratio of Stock Cos. 56% Average Exp. Ratio ot Stock Cos. 42% Dividends to Policy Holders 50% at Expiration of Third Year yarage, Dwelling and Church Insurance written on Approved Mercantile, Hotel, Risks. It will pay you to investigate. Write, I. W. FRIMODIG, C. N. BRISTOL, Gen. Asgt., General Manager, For Lower Michigan, Calumet, Michigan. Fremont, Michigan. SAFETY SAVING SERVICE CLASS MUTUAL AGENCY “The Agency of Personal Service” COMPANIES REPRESENTED AND DIVIDENDS ALLOWED. Minnesota Hardware Mutual _--- 55% Shoe Dealers Mutual =_---------- 30% Wisconsin Hardware Mutual _-_ 50% Central Manufacturers’ Mutual — 30% Minnesota Implement Mutual _. 50% Ohio Underwriters Mutual -__- 30% National Implement Mutual ~--. 50% Druggists’ Indemnity Exchange 36% Ohio Hardware Mutual _-------- 40% Finnish Mutual Fire Ins. Co. —_ 50% SAVINGS TO POLICY HOLDERS. Hardware and Implement Stores, 50% to 55%; Garages ‘and Furniture Stores’ 40%; Drug Stores, 36% to 40%; Other Mercantile Risks, 30%; Dwellings, 60%. These Companies have LARGER ASSETS and GREATER SURPLUS for each $1,000.00 at risk than the Larger and Stronger Old Line or Stock Companies. A Policy in any one of these Companies gives you the Best Protection available. Why not save 30% to 55% on what you are now paying Stock Companies for no better Protection. If interested write, Class Mutual Agency, Fremont, Mich. ae April 26, 1922 Proceedings in St. Joseph Bankruptcy Court. St. Joseph, April 17—Vern Cairns, for- merly engaged in the general mercan- tile business at Plainwell and now located at Kalamazoo, filed a voluntary petition and was adjudicated bankrupt and the matter was referred to Referee Banyon, who was appointed receiver. The sched- ules of the bankrupt show no. assets above his statutory exemptions and the following are scheduled as_ creditors: Crystal Candy Co., Kalamazoo _-$ 17.50 Hanselman Candy Co., Kalamazoo 39.00 Purity Candy Co., Battle Creek —- 16.00 M. J. Seully Candy Co., Caledodnia 20.00 Badger Candy Co., Milwaukee -- 22.00 Home Beverage Co., Grand Rapids 37.50 Chicago American, Chicago ---- 27.34 Kuppenheimer Cigar Co., Grand Rapids —------------------------- 12.00 Von Tongeren Cigar Co., Holland 75.00 B. Cleenewerck & Sons, Kalamazoo 110.00 Vande Berge Cigar Co., Grand Rapids: 222... 68.00 Van Eenanan & Bro., Zeeland ___ 31.00 National Grocer Co., Grand Rapids 58.50 General Cigar Co., Grand Rapids $1.15 Riddle Graff Co., Delaware, Ohio ~~ 81.98 Star Paper Co., Kalamazoo ------ 22.47 L. L. Loveland, Delton —---------- 22.73 John Ver West, Kalamazoo _----- 82.10 Lee & Cady, Detroit _--_________-- 50.56 Concordia Fire Ths. Co., Milwaukee 11.65 Plainwell Lumber & Coal Co., Plainwel) 22 17.00 Harwood Bros., Plainwell -------- 12.50 Cleen Sweep Co., Battle Creek -. 3.75 Petersong Brewing Co., Grand Repida 4... =. 216.50 Hugh Vande Walker, Ypsilanti -. 40.00 Knox Hardware Co., Plainwell -. 73.00 Murray & Smith, Plainwell ---- 16.00 EF. C. Smith, Plainwell —-----.---- 10.00 Rena Lasher, Plainwell ---------- 15,00 Smith Mercantile Co., Plainwell-- 9.75 Chas. Lasher, Plainwell ---------- 12.00 John Miller, Plainwell ----------- 25.00 Hambleton & Son, Plainwell ---- 25.70 Frank Quinteria, Allegan ----~---- 45.00 Mich. State Tel. Co., Plainwell -- 4,25 Allegan Gas Co., Plainwell ~---~--- 5.50 Fred Metzger, Plainwell --------- 38,00 Tom Wells, Plainwell ------------ 20,00 Jim Jam Gems, Bismarck, No. Dak. 12.00 John Green, Plainwell ----------- 12.00 Frank Robinson Cigar Co., Homer 40.00 Merchants Supply Co., Kalamazoo 48.00 * Cigar Co., Grand Rapids ----- 46,50 International Correspondence Sehool, Scranton, Pa. —--------- 100,00 J. Smith Co., Plainwell 26.00 Baxter Laundry Co., Grand Rapids 26,00 Balding & Hitchcock, Plainwell - 33,00 Tote) 20 0 $1,765.93 April 18. In the matter of Wilber J. Crose, bankrupt, of Kalamazoo, the first meeting of creditors was held at the Jat- ter place. No claims were proved and after the examination of the bankrupt, which disclosed there were no assets over and above the bankrupt’s exemptions, orders were entered that no trustee be appointed and the bankrupt allowed his exemptions as claimed and no further meeting of creditors be held. Unless eause to the contrary is shown the estate will be closed in ten days, April 19. In the matter of Peter We- ber, bankrupt, Bridgman, an order was entered confirming the trustee’s report of sale of the stock of shoes to me Allen for $750. In the matter of Wililam M. Traver, bankrupt, Hartford, an order was entered by the referee confirming the trustee’s report of sale of the two forty acre farms and live stock and personal prop- erty on the farm. An order was also made by the_ referee, disaffirming and rejecting the bids received for the can- ning factory, cider mill and kraut fac- tory at Hartford and ordering a re-ap- praisal of the same and upon such ap- praisal being filed, directing the trustee to sell the canning factory and other property at Hartford at public or private sale pursuant to General Order Highteen (18) of the Supreme Court orders in bankruptcy. The appraisal of the prop- erty will be made in parcels, so that if desirable the kraut factory can be sold separate and apart from the can- ning plant and cider mill. The sale will take place either on May 6 or 8. April 20. In the matter of the Victor Truck Co., the trustee having filed his supplemental final report and _ account, an order was entered closing the estate and discharging the trustee. The record book and files return to the Clerk of Court. In the matter of Elmer W. Beth, for- merly doing business as the Phonograph Shop, Benton Harbor, an order was made directing the trustee to file his final re- port and account for the purpose of clos- ing the estate. Although the bankrupt, by his schedules, shows an indebtedness in excess of $20,000, there will be no dividend for creditors. April 21. The schedules. of Samuel Gillis, bankrupt, White Pigeon, were filed, showing the. following creditors: Burt Shirt Co., Troy, N. ¥. $ 53.2 Bluco Cap Mfg. Co., St. Louis -. 19.50 H. C. Cohn & Co., Rochester ---. 32.44 The King Mfg. Co., Toledo ------ 75.10 Thompson Leuchars, Inc., Chicago 86.15 I, Kisenberg & Son, Chicago -~-~--- 176.20 E. Hisinger Co., Chicago —--------- 213.97 Schneider Battinus & Simon, CVICRSO oe 28.74 Premiym Brush Co., Chicago ---- Stark & €Co., Chicago ___..-.._._ Klafter & Sohel, Chicago -------- 112.25 Isidore Wineberg & Co., Chicago_ 228.87 WICHIGAN TRADESMAN 13 Selz Shoe Co., Chicago ~----------- 457.73 Smith-Wallace Shoe Co., Chicago 601.11 H. Ostrowsky Co., Chicago —~------- 1 Sidney Jerome Mfg. Co., Chicago 1388.00 Sterling Ribbon Co., Chicago --- 107.4 M. Samuels, Chicago —------------- 144.24 Bilmore Shirt Co., Chicago ------ 72.00 Ostrowsky Keide Co., Chicago ---- 316.38 Warner Bros. Co., Chicago ------ 86.21 Lamports Incorporated, Chicago —_ 1060.43 Chicago Mercantile Co., Chicago 125.95 Butler Bros., Chicago ~----~------- 276.79 Leavitt Bros., Chicago ----------- 115.70 Louis Udelowish, Chicago -~~----- 115.25 O, Wagner Co., Chicago ~--------- 89.00 Isaac Stein, Chicago —------------ 462.50 Percival B. Palmer & Co., Chicago 193.75 Kisenstaedt Bros. Co., Chicago -- 72.26 Parrotte McIntyre & Co., Chicago 31.50 William A. Cohn & Co., Chicago 58.75 A. Goldenberg & Co., Chicago --- 26.50 Richardson Silk Co., Chicago --- 23.38 Central Shoe Co., St. Louis ----- 394.83 Standard Garment Co., Toledo -- 46.33 B & B Clothing Co., Toledo ---- 44.20 Nate Rengenstrif, White Pigeon- 980.35 otal oe $6,476.60 Preferred Claim. Nate Regenstrif, White Pigeon _-$560.00 Assets. Stock of merchandise ~~~------- $3,000.000 An order was made by_ the _referee calling the first meeting of creditors at Centerville, May 3, for the purpose of proving claims, the selection of a_trus- tee, the examination of the bankrupt, and the transaction of such other busi- ness aS may properly come before the meeting. April 22. In the matter of Walter F. Clements and Edgar F. Pauley, doing business as Clements & Pauley, of Ben- ton Harbor, the adjourned first meeting of creditors was held at the referee’s office and the trustee’s first report and account were considered, approved and allowed. The _ inventory and report of appraisers having been filed, pursuant to action taken at the first meeting of creditors, the trustee was directed to sell the assets of the bankrupt estate, consisting of a stock of jewelry, notions, etc., appraised at $1,800, at public or private sale. : In the matter of Vern Cairns, bank- rupt, of Kalamazoo, an order was en- tered calling a first meeting of creditors at the latter place May 5 for the purpose of proving claims, the election of a trus- tee, if desired, the examination of the bankrupt, and the transaction of such other business aS may properly come before the meeting. ———-_«<-— Contemplating What Might Have Been. Without doubt the vast amount of fire prevention work which has been done within the last twenty-five years has had an appreciable effect in pre- venting fire loss. Considering the great increase in values at stake due to the natural increase in the weaith of the country, to which must be added the unprecedented increase in values due to the world economic con- ditions within the last few years, it is altogether likely that a proportion- ate comparison would show tremend- ous achievement. But after all there is little consola- tion to be derived in an examination of such figures when one recognizes from the experience of certain com- munities that the practice of fire pre- vention would have shown a decrease in the American fire loss measured in terms of dollars. In other words, when one compares the results which may have been accomplished accord- ing to the hypothetical figures with what should have been accomplished according to actual statistics, there is shown a need for stout hearted men in the work of fire prevention. It is not to be wondered at that many who have given largely of energy and thought to the fight for fire loss re- duction should at times become bitter and satirical when they contemplate what seems to have been accomplish- ed. au) Fire Prevention. As is generally known, fire insur- ance rates are based on the “prob- ability” that the building insured will burn. The “probability” is determin- ed by what has happened in the past. In the past men have smoked in the sicialaal buildings where there is much in- flammable matter, such as hay or dozen fires or never a one, is no guar- straw. Children have secured matches anty that you won't burn out to-mor- with disastrous results. Bonfires have row. been built too close to buildings. Lit- ter has been allowed to accumulate in or near buildings. Chimneys have been allowed to become defective or filled with soot. The buildings have not been protected by lightning rods, a storm came up, and only the ruins of a burned structure remained. Recall the circumstances surround- ing almost any fire you have vivid recollection of, and you will readily figure out that it might have been pre- vented. But to prevent fires the danger of fire must be kept constantly in mind. Soon this danger becomes ever present in the mind, and the things that cause fires are shunned automatically. Take a survey of your premises and see if there is not something you can do that will lessen the danger from fire to your building. When you plan to build Have that idea of fire preven- tion in mind. ‘Whether you have already had a There is only one safeguard—keep fully insured. To-morrow, next week or next month you may have to stand amid the fire ruins of your now prosperous business. Are you prepared or will you be one of those whose woeful regret is: It might have been—insured. You owe it to yourself, to your creditors and to the community you serve to keep fully insured. To-day is the time to check over your insurance policies. Prices on your stock and fixtures have been changing daily. Will your insurance replace them in the event of loss? Be sure your policies really protect you against loss. If in doubt, take it up with one of your wholesale houses. They can assist you in solving your insurance problems. <-> Fire Insurance. Remember, there is no immunity from fire. Be sure you are safe, then you won't be sorry. Novelties—Advertising —Specialties The Calendar Publishing Co. G. J. HAAN, President-Manager 1229 Madison Ave. Grand Rapids, Michigan CITIZENS PHONE 31040 Grand Rapids Merchants Mutual Fire Insurance Company Economical Management Selected Risks Conservative but enjoying a healthy growth. Dividend to Policy Holders 30%. Careful Underwriting Affiliated with the Michigan Retail Dry Goods Association OFFICE 319-320 HOUSEMAN BLDG. GRAND RAPIDS, MICH, PERKINS, EVERETT & GEISTERT CiTz. 4334. LEED i BELL,M. 290. og om ass i=Jeoi, [=}-) “yyy D AKT na po tas G ee (2) 205-219 MICHIGAN TRUST BLDG. GRAND RAPIDS, MICHLS Direct wires to every Important market east of the Mississippi. A statistical service unsurpassed. 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 Bidg., Grand Raplds, Mich. 16 Putting New Life Into Doubtful Ac- counts. It goes without saying that if a re- tail merchant is to succeed in his busi- ness he must collect in a reasonably prompt and efficient manner for the goods he sells. And without doubt one of the most frequent causes of failure in this field may be attributed to lax collection methods. For, unless collections are handled in an aggres- sive and consistent manner, a mer- chant’s books may easily become en- cumbered with dead accounts that will certainly reduce his profits, and may, unless seasonably taken in hand, ruin his chances of success, And in this connection it may be stated broadly that the time to collect an account is when it is due or as soon thereafter as possible. For accounts do not improve with age and if an account is allowed to drift along and become say, one, two, maybe five years old, the first thing the merchant knows it will be outlawed, and of course, can never be collected by law. And again, if the merchant allows an over-due account to drift, without tak- ing any action, the debtor may move to another locality, and put the ac- count from his mind, which if he be judgment proof, will usually be just as bad for merchant as though the claim were outlawed. However, the collection of an ac- count when it is due, or soon there- after, may be easier said than done, for frequently debtors cannot pay up- on the proper time. In such a situa- tion, it might be very unwise for the merchant to attempt to collect, to the embarrassment of the debtor, and such an attempt might result in losing both the customer and the account. The merchant should, of course, use tact and judgment, and each account should be handled in the light of the particular circumstances involved, which precludes the application of hard and fast rules in any collection procedure. Nevertheless, when an account be- comes considerably overdue, the mer- chant should keep his eye on that ac- count and if it shows signs of going dead on him, ways and means of re- viving it should be considered. And in this connection a settled policy of re- ducing such accounts to the form of promissory notes has much to recom- mend it. In the first place if such a debtor is approached before the obligation has grown too old, he will usually be will- ing to give a note for the amount due, the note to mature in say three, six, or even twelve months. If his paper is not bankable and he has friends that would add value to such a note not infrequently he will also obtain their signatures as additional security. But even in the absence of such endorse- ments it is a well-established collec- tion fact that the majority of debtors will make more effort to meet an ob- ligation in the form of a note than they will to meet an ordinary account. Then again, in reducing such an ac- count to the form of a note the right of the debtor to get up defenses to the account if it is ever sued on will be greatly reduced. If suit is ever com- menced, the merchant will base his action on the note, not the account, MICHIGAN TRADESMAN and if the note is in the usually ne- gotiable form, as it should be, the debtor will indeed have to have a de- fense of merit if he is to contend against a suit based upon it. And further, such a note should carry interest, and provide for atttor- ney fees, in case of suit, which will help some in the event suit is filed. Al- so notes usually have a longer time to run before they are outlawed than do mere open accounts, and where this is the case, it forms .another good reason for converting the account to this form. Of course the foregoing plan would not be necessary where the debtor was financially responsible and could be forced to pay by suit, yet its use might be advisable, even in such a case, for various reasons. Neither would it be necessary where an account was ac- tive, that is, where the debtor was still buying of the merchant and making payments from time to time. But it is well worth applying on dormant ac- counts, that is, those that have ceased to be active for one reason or another, and where the debtor is not making any worth-while effort to pay; es- pecially is this true where the debtor is judgment proof and cannot be forced to pay at law. And it is believed that the accumu- lating of accounts of this class causes more failures in the merchant world than any other single cause. It fol- lows that if a merchant will catch them at the opportune time, and sal- vage wherever possible, he will have gone a long way toward guarding against a cumulative loss over a given period. And a settled collection policy of converting such accounts to ne- gotiable paper, just as soon as they are discovered, in the event they can- not be collected at the time, will be well worth the time of any merchant who follows it, for it is one of the best methods known for putting new life into doubtful accounts. Leslie Childs. ——_>-->—___ A Sulphur Mountain. Looking on a map of the South Seas one finds the New Hebrides about 900 miles East of Queensland (Australia) and Southeast of the Sol- omons, At the North end of the group is an island called Vanua Lava. This island is a mountain, a big one, 1600 feet high and covering an area 100 square miles. But the remarkable thing about it is that it is composed wholly of sulphur. Nothing like it is to be found anywhere in the world. Sulphur is a volcanic product. The material (99 per cent. pure sulphur) was thrown up through the floor of the ocean at some time in the past. Think of a mountain of brimstone! What a pity that Sinbad the Sailor did not come across it on one of his voyages! By a happy coincidence there are two islands not far away, Nauru and Ocean, which have enor- mously rich deposits of phosphate of lime. Sulphur is the stuff required to convert this material into the “super- phosphate” which, in powdered form, is used by farmers as a fertilizer. The opportunity thus offered is not to be neglected, and advantage of it is to be taken by a British-Australian Company which is even now prepar- ing to start operations, April 26, 1922 WM. H. ANDERSON, President J. CLINTON BISHOP, Cashler HARRY C. LUNDBERG, Ass’t Cashier Fourth National Bank Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Pald on Savings Deposits Compounded Sem!-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 THE MICHIGAN TRANSIT COMPANY of Chicago, Illinois, is adding to its present equipment, and is therefore offering for subscription a block of preferred and common stock. With this additional capital at work, the earnings of the Com- pany will be greatly increased, with but very little more expense. This Company is now paying good dividends on both the preferred and common stock, and will be able to pay better dividends each year, thereby constantly increasing the value of an investment in the Company. The details will interest you. Your inquiries invited. F. A. Sawall Company 313-14-15 Murray Building GRAND RAPIDS MICHIGAN BOSTON BONDS FOR INVESTMENT We own and offer a comprehensive list of carefully selected Government, Municipal, Railroad and Public Utility Bonds, which we recommend for investment. We shall be pleased to send descriptive circulars to investors upon request. ESTABLISHED 1880 Paine, Webber & Company 12TH FLOOR, G R. SAVINGS BANK BUILDING GRAND RAPIDS, MICHIGAN NEW YORK CHICAGO a ane nemencnent fens tS pact arses enema igi AEE April 26, 1922 MICHIGAN TRADESMAN Proceedings in Grand Rapids Bank- ruptcy Court. Grand Rapids, April 14—On this day were received the schedules in bankrupt- cy in the matter of E. L, Wellman Co. The first meeting of creditors has been set for May 1. ‘The schedules of the bankrupt list assets in the sum of $60,- 218.31, and liabilities in the sum of $40,- 112.51. A list of creditors of the bank- rupt is as follows: City of Grand Rapids _.Amt. unknown Old National Bank, Grand Rapids Sor Allegan Milling Co., Allegan as 30 Albright & Co., Pierre, S. Dak. 3.00 GC. Briesch Co., Lansing —-—--__-- 4.00 Belden & Co., Charlotte -------- 21.63 Rattin Bros., Reed City —-_-_-_- Beef Berrien Co. Fruit Exc., Coloma Lit Bancroft Wlevator Co., Bancroft 6.91 Co-operative Elevator Co., Brent ; Oreck ee 83 Co-operative Elevator Co., Bailey 178.00 Bolin & Son, Brazil, Ind: —_- 3.36 J. R. Baker & Son, Chicago -- 24.98 Bloomingdale Milling Co., Bloom- inedale J22 6.) ee 11.33 Paul Pierre Co., New Orleans, fa 2 son J. Campbell Co., Camden ,N. J. 751.29 Cobbs-Mitchell, Springvale ----- 73.63 Co-operative Elevator Co., Colawater —_.... 6.23 Farmer’s Coo-p. Ass’n., Conklin 2.80 Farmers Elevator Co., Concord_- 55.50 Chesaning Grain Co., Chesaning 245.85 George T. Dieboldt, West Bracnh 3 Cc. E. Depuy, Pontiac ---------- Co-operative Association, Decatur TT]. A. De Vries Co., St. Paul —- 1: Delton Farm Bureau, Delton -- Dawson Co., Bay City —----__ Cc. H. Estee, Shepard —._-__---___ Eau Claire Lumber Co., Hau Rm bobo NIST Oa) oe Claire 22 51.48 Fenton Elevator Co., Fenton -~-- 20.00 Fennville Milling Co., Fennville 21.26 R. T. French & Son, Middleville 2.15 Flanley Grocery Co., Sioux City, Ve ee 3,0003.36 Fremont Canning Co., Fremont 193.75 Co-operative Elevator Co., Mar- A 164.76 Federal Mill & Elevator Co., Mansfield, Ohio — _.._--_-____ 125.98 Gibson Canning Co., Gibson City, Te 190.00 Chas. Graff, Middleton, Ohio --- 4.94 Co-operative Association, Grant $1.49 Grange Elevator Co., W hitmore_ 1.80 Galanids & Douris, Norfolk, Va. 1.80 Gooch Brokerage Co., St. Paul 52.41 Henderson Milling Co., Grand Rapids _-______________________- 1,215.70 Hannah, Lay & Co., Traverse Cite a ee T1382 Hubbardston Milling Co., Hub- bardston 22 3.56 J. tale & Son: flonia —._-__-_- 16.23 H. J. Heinz Co., Pittsburgh ---- 567.93 G, A. Hax Co., Baltimore —---__ 34 Hubbard Grocery Co., Charleston, WW. Va 2 20.00 Hendrickson, Jacobson Co., Ra- Cine oe 7.00 J. C. Ham & Co., New Era ---- 28.00 J. Haber, Brooklyn ------------- 118.30 5 A. Hawes, Atlanta, Mi. -—_ 35.85 Herrick Feed Co., Howard, Ill_- 74.68 Iberville Wholesale Grocery Co., Palquelmine, La. ~------------- 9.89 St, Jirwins Muneic, Ind. —_.___ 5.00 Farmers Hlevator Co., Jamestown 20.00 Jaeger-Kunnert Co., Dubuque, Ta. 15.11 Croger Grocery & Baking Co., Cincinnat = oo 23.70 Kolvoord Milling Co., Hamilton_ 4.39 BE. T. Klum & Son, Cincinnati —- 19.04 P. i. Kimball Co... Chicago —___ 25.60 Farm Bureau, Kent City ------ 15.36 King Mfg. Co., Cincinnati -...._._ 670.00 Cc. Lusk & Son, Davenport__ 20.00 F, P. Levy, Pensacola, Fla. —--- 3.58 H. Lederer & Sons, Beaumont, Texas ot ee 23.60 Lutcher Wholesale Grocery Co., Tarener ba. 4 19.47 Manton Produce Co., Manton —-- 17.94 Mason Elevator Co., Mason —_-- 4.23 Morgan Packing Co., Austin, Ind. 24.00 Milwaukee Bag Co., Milwaukee_- 5.02 Merchants Grocer Co., Searcy, Avie oe 7.38 H. I. MeMillan, Conklin ----_-_- 25.44 Farm Bureau, New Haven ---- 159.9) Ohio Grocery Co., Struchers, Ohio 10.35 Peoples Milling Co., Muskegon_ 2.00 Portland Milling Co., Portland —_ 71.20 R. F. Porter & Co., Comstock a yig oe os es 8.44 Pierson Elevator Co., Pierson —~ 24.16 Pakes & Snyder Co., Lakeview -- 77.00 W. M. Platt Co., Cleveland —_-- 2.16 Pankey Davis Brokerage Co., Birmineneam, Ala, 0 4 18.05 Quimby-Kain Paper Co., Grand amide 2 9.01 BH. A. Remer, Cedar Springs --- 645.93 W. R. Roach Co., Grand Rapids_ 4.64 Reid, Murdock & Co., Chicago ~~ 160.68 Leslie Reel, Congerville, Il.-. —- 4.00 Cc. H. Runciman, Lowell -------- 6.22 Rosenbaum Bros., Chicago ---. 387.29 Rieps Co., Milwaukee —=-._-_-.._ 162.18 Sturgis Grain Co., Sturgis --~--- 20.67 Shepard Milling Co., Shepard __-- 18 Salinger Brokerage Co., St. Louis 1.74 FE: J. Simons Co., Detroit __--~- 63.86 Shelby Flour Milsl, Shelby ---- 50.00 J. L. Halladay, Milan —~---~----- 2.61 Thibodeaux Wholesale Grocery Co. Ehibodeaux, La. _- 11.25 Voigt Milling Co., Grand Rapids 51.34 B. H. Voscamp Sons, Pittsburgh 27.09 Valley City Milling Co., Grand ReOIGS) cece ol ee 189.61 Van Houten & Sons, Cayuga, Ind, 4,71 Williamson, Halselil, Frazier Co., Chickasaw, Ola. 39.89 Wilson Grain Co., Tawas City -- 100.05 JI. €. Wallace, Hart —--..___._- 57.40 Elevator Co., Wolcottville, Ind. 62.18 Willis Kahn Co., Pensacola, Fla. 13.23 Farm Bureau, Zeeland -----~---- 1.60 Old National Bank, Grand Rap. 10,000.00 American. Multigraph Sales Co., Geand Ravids 0 11.55 Barlow Bros., Grand Rapids -—- 15.75 Bixby Office Supply Co., Grand Rapids 02 10.35 Cunner Pub. Co., (no address -- 3.00 Citizens Tel. Co., Grand Rapids _- 3.00 . D. Coates Co., Grand Rapids 4.90 Columbian Transfer Co., Grand Rapids 2... 19.16 Commercial Letter Co., Grand alge 2 58.23 Co-operative Service Bureau, (no address) -----..--.-------- 5.00 Columbia Graphaphone Co., (no address) -~----------------- 54.17 Drier Daily Postings (no address) 6.00 Dwight Bros. Paper Co., Grand Rapids 2 ae 142.65 Elliott Co., (mo address) -------- 12.30 Association of Commerce, Grand Rapids —-____-.-_--__-___ 115.25 Credit Men’s Association, Grand Rapids = 10.00 Yrain Dealers National Associa- tion, Grand Rapids ----------- 12.50 Hankey Milling Co., Petoskey -~- 40.83 Kent Printing Co., Grand Rapids 28.00 Macey Co., Grand Rapids ------ 4.50 A. ¥ Marzolf & Son;:.__..._.__-_ 13.91 Mich. Bean Jobbers Association, Grand Rapids 2.05.3 91.36 Mich. Litho. Co., Grand Rapids 40.00 Mich. Tag Co., (no address) -- 53.97 Mich. State Millers Association, Danse 10.00 Mich. Trust Co., Grand Rapids__ 121.25 Mills-Broderick Printing Co., Grand Rapids: 2.20 163.50 WwW. T. Mcebiroy Co. —_.._-_____ 40.49 Mich. Hay & Grain Association 7.00 WwW. A. Nash & Son --_..--.---- 39.36 Postal Tel. Co., Grand Rapids_- 97.51 Peninsular Club, Grand Rapids 28.75 Quimby-Kain Paper Co,, Grand Rapids 2266 42.84 Richmond Stamp Works, Grand Raoigs oo td Ritchie Grocer Co. 2.2... 12.36 Serfling-Sinke Co., Grand Rapids 14.20 Standard Pub. Co., Grand Rapids 3.00 Taylor Typewriter Store, Grand Raglds: 1:35 Tish-Hine Co., Grand Rapids -- 4.92 United Weeklies, Grand Rapids. . 9.00 Underwood Typewriter Co., Grand Rapids .222.00 1.55 Vanden Bosch & MecVoy, Grand Ras 22 16.60 Western Union Tel. Co., Grand Ramias (3 287.77 Citizens Tel. Co., (estimated) -- 500.00 Bell Telephone Co. ~------------- 500.00 Warnest L. Wellman, Grand Rap. 10,818.73 April 14. On this day was received the adjudication in bankruptcy in the matter of Regle Brass Co., Bankrupt No. 2081. The matter has been referred to Benn M. Corwin as referee. The bank- rupt is a resident corporation of the city of Greenville and was engaged in the manufacture of brass hardware and kin- dred products. From the fact that this case is an involuntary one the summary of the bankrupt’s assets and _ liabilities cannot be given until the schedules have heen filed. Schedules have been ordered. When these are filed the list of cred- itors and date of first meeting will be noted here. April 15. On this day was held the first meeting of creditors in the matter of Martin L. Crawford, Bankrupt No. 2065. The bankrupt was present in per- son. No creditors were present or rep- resented. Claims were proved against the estate. John De Boer was appointed trustee by the referee and the amount of his bond fixed at $300. Appraisers were appointed. The first meeting of cred- itors was then adjourned no date. April 17. On this day was held the final meeting of creditors in the matter of William S. Canfield, Bankrupt No. 1937. The bankrupt was present in per- son. No creditors appeared. The trus- tee’s final report and account was ap- proved and allowed. The bill of the at- torneys for the bankrupt was approved. An order was made for the payment of administration expenses and for the pay- ment of a first and final dividend to creditors. There was no objections to discharge. The final meeting was then adjourned no date. On this day also was held the first meeting of creditors in the matter of Leonard Van Hammen and Robert_D. Van Tassel, individually, and as Van Hammel & Van Tassel, Bankrupt No. 2069. The bankrupts were present in per- son. No creditors appeared in person or by representation. It appeared that there were no assets in this estate over and above exemptions and encumbrances and therefore the estate was closed. An order confirming the bankrupts’ exemp- tions was made. This case will now be returned to the District Court. On this day also was held the first meeting of creditors in the matter of Daniel J. O’Brien, Bankrupt No. 2070. The bankrupt was present in person. No creditors appeared in person or by representation. Chester C. Woolridge was appointed trustee by the referee, and the amount of his bond fixed at $200. The first_ meeting of creditors was then adjourned no date, Co-operative Courtesy and Mu- tual Helpfulness Will Improve the Service of Your Street Car Company Moving Up “Moving up in the aisle” is a state of mind. It is not uncommon in a street car to hear someone grumble at the un-. willingness of those in front to move up still further, and then to observe the same grumbler, the next night, block- ing the same performance in the middle of the car. Here, again, we meet with our obliga- tion to others. Aside from doing his work efficiently the conductor, or one- man operator, cannot possibly have any personal interest in where you stand or sit in a street car. His warnings, ad- monishings and suggestions are for the convenience and accommodation of his passengers. Taking as an example a car filled with people during the rush hours and fol- lowing it from one end of the line to the other, you can figure to the second the time saved by the promptness of people moving up or down the aisle. As much as ten minutes can be saved on an ave- rage run with the co-operation of the public. So important is this “little detail” in giving good street car service that it would save the company, over a period of a year, thousands of dollars which could be returned in lower fares if all users of the cars worked with the com- pany instead of consciously or uncon- sciously against it. Many responsibilities form a big mutual obligation. Ours is service, yours 45 help. Grand Rapids Railway Co. Sh accu Vice President and General Managet. —(GeR— 18 MICHIGAN TRADESMAN April 26, 1922 FIFTY-TWO YEARS A LAWYER. Judge Reuben Hatch Retires From Active Practice. Among the distinguished men whom New England has furnished to the Wolverine State is Judge Reuben Hatch, who was born October 11, 1847, in the town of Alstead, New Hampshire. His ancestors came to America from England in 1630 and settled in Massachusetts. His father, also named Reuben, was a learned and able divine of the Congregational church, and during a long and useful life ministered to congregations in Windom, Vt.; York, Ohio; Union City, Mich. and other places. He was married December 16, 1846, at Hudson, Ohio, to Miss Elmira Kil- bourne, a native of Hudson, by whom he had six children, of whom Reuben Jr., was the eldest. After her death in 1858, he married Miss Marion J. Pierce, the fruit of this marriage being four children. Mr. Hatch reach- ed the ripe age of 94 years and made his home for many years before he died in Oberlin, Ohio, where he and his estimable wife were widely and favorably known. He was one of the leading spirits and founders of Olivet College, and also assisted in planting a similar institution at Ben- zonia, to which place he went with his family in the spring of 1862. The journey from their home in Summit county, Ohio, to Benzonia involved many hardships, which were by no means lessened when they arrived at Benzonia, where they lived in a house with few conveniences and comforts. The elder Hatch acted as instructor in languages at the embryo college. In 1865 the family removed to Trav- erse City, where the subject of this sketch attended school and worked as a clerk in the office of the Register of Deeds for three years. He had previously attended the schools in the different places where his father held pastorates and also received instruc- tion in the higher branches of learn- ing under his parent's immediate tutelage. In 1868 he began reading law in the office of E. S. Pratt, at Traverse City. He was admitted to the bar May 12, 1870, and practiced law in Traverse City until he was elected Circuit Judge in the spring of 1875 for the district which then com- prised seven counties—Grand Trav- erse, Antrim, Charlevoix, Emmet, Cheboygan, Kalkaska and Missaukee. Hie continued on the bench six years, enpoying the reputation of being the youngest circuit judge ever elected in Michigan. The honorable distinction acquired at the bar was not dimmed by his judicial career. As a judge he presided with dignity and his impar- tiality in dispensing justice made him popular with both lawyers and liti- gants. Few of, his decisions were re- versed by the Supreme Court and in one important case the action of the Michigan tribunal in reversing Judge Hatch was reversed by the Supreme Court of the United States, which thus affirmed that the original ruling of the trial judge was correct. This noted case was known as Lee vs.” Johnsoh, 47th Michigan, 52;'116 U. S., 48, opinion in the Michigan Sepreme Court was written by Judge Marston and concurred in by Judges Cooley, Campbell and Graves. The case ex- cited wide attention at the time, be- cause it involved a basic interpreta- tion of the homestead law then in force. From 1881 to 1888 Judge Hatch practiced law at Traverse City under the style of Pratt, Hatch & Davis, the other partners being E. S. Pratt and H. C. Davis. In 1888 Judge Hatch yielded to the importunities of his many friends in the Valley City and removed to Grand Rapids, where for thirty-four years he has conducted a large and lucrative practice in the State and Federal courts. For a short time he was associated with Harry D. Jewell. He subsequently formed a Politically he has always been a Re- publican, and in religion, he was for many years an attendant upon the Congregational church, of which his wife, formerly Mrs. Esther H. Sprague Day, to whom he was mar- ried in 1872, was a member. Personally, Judge Hatch is one of the most dependable men the legal profession has ever developed. His word has never been questioned. His fidelity to his family, his friends and his clients has been the outstanding feature of his long career. He always studied his cases so thoroughly from both sides and looked up his authori- ties so carefully that in hundreds of instances his opponents were so over- whelmed by his answers to their pleas that they seldom ever noticed their Hon. Reuben Hatch. co-partnership with Hugh E. Wilson. For some years past he has been as- sociated with James T. McAllister and Fred Raymond under the style of Hatch, McAllister & Raymond. Fail- ing health now forces him to retire— it is to be hoped temporarily—from active practice as an attorney and to- morrow he and his step daughter leave the city for Detroit, where they will take up their abode. ‘Judge Hatch was Deputy Collector of Internal Revenue at Traverse City at the age of 21 and was also town- ship clerk of Traverse Township. He was treasurer of the building com- mittee in charge of the construction and furnishing of the Northern Mich- igan Asylum at Traverse City, dis- bursing nearly $1,000,000 for that pur- pose. He has been a member of both the National and State Bar Associa- ‘tions and was an active member of the Hesperus Club of Grand Rapids. cases for trial. Whenever he obtained a verdict for a client it was seldom set aside by a higher tribunal, owing to the thoroughness with which he tried every case, based on painstaking study of every phase of the contro- versy before it received attention from judge or jury. No attorney has a better record in the Supreme Court than Judge Hatch has long enjoyed. The same thoroughness which has characterized his work as a lawyer is noted in every feature of Judge Hatch’s daily life. As a citizen he is always on the side of law, order and good government. As a Christian gentleman he is an outstanding ex- ponent of the highest standards of living, thinking and expression. He has never disappointed his friends or given his enemies—if he has any —cause for rejoicing. He has pur- sued the even tenor of his way with- out ever swerving from the path of duty or departing from the highest ethical, professional and moral stan- dards. Courtly in manner, just in his con- clusions, generous in his attitude to- wards others, firm in his friendships, faithful to himself and to every one with whom he comes in contact, Judge Hatch has every reason to look back over his well spent life with compla- cency and satisfaction and to view the future with the calmness of a Christian and the courage of a stoic. ———ess ao Tribute To Traveling Salesmen. We hate to fool you, but we’re go- ing to. You expect us to get funny about traveling men. We won't. Traveling men, a fellow’s mother, his church denomination—these aren’t funny subjects. Traveling men are soldiers of com- merce, trading their lives for their living. Not only that—they trade their lives for their family’s and their employers’ living. Traveling men wander from place to place in cold and heat and discom- fort, put up with (and for) bad ac- commodations, and don’t kick much. And whenever one of them sights a hotel where the proprietor treats him half way white and smiles at him and tries to have the grub clean—just tries, that is all—and really cares whether the traveling man is com- fortable in his room—then you ought to hear the boosting that traveling man gives that hotel. You’d think he was paid wages for it But he’s not. When the lay traveler gets all balled up in his railroad connections and does not know what to do, the travel- ing man nulls out his railroad guide or a bit of his own clear memory, and tells the lost one how to head in or make a short cut. He will take chances on missing a train himself to do this. There are pinheads in this world who think traveling salesmen are fresh guys who live for the sake of flirting gambling, etc. These pinheads need another guess. Most of the traveling men we know have sons and daughters, and nearly all of them have wives, of their own. And if those wives are as square with traveling hubby as we know hubby is in nine cases out of ten cases with wife, when they are separated, the lack of virtue in this country is sadly over-estimated. Once in a while there is a traveling man who is all that the pinhead thinks they all are; but he is an exception, and he doesn’t hold his job very long. If we wanted a square deal—wanted to be sure of it, and of genuine Chris- tian, unselfish charity thrown in, we should never hesitate to submit our case to a jury of traveling men. We are for him, strong. For we have met him away from thome.—Indianapolis Star. —_3.2 > Cheerfulness takes the jolts out of the rutty road of life; it is a marvel- ous shock-absorber; it adds resiliency to the tires of existence; it resists the encroachments of the grouch; and it brightens up the dark days, a i 2 Sie Glseu ena scenannees g z MICHIGAN TRADESMAN -_ L o DB TT Ld 71 eS Te Ie Px MAE _ | BUSINESS BOOSTING : IN DETROIT E May 1 to 6 i i Burnham, Stoepel & Co. : ARE PREPARED - - - - - - - : ANXIOUS TO BOOST | § THIS PROGRESSIVE MOVE | WITH YOU— | o£ FOR YOU— o£ May we Welcome You | : Early—in the Big Week | - WHOLESALE DRY GOODS pe rRol 1 block north of Jefferson Ave. 5} UITUIOTESA AAs at Ip eee eae Se eee i 20 MICHIGAN TRADESMAN April 26, 1922 CLUTCH OF CIRCUMSTANCE. Ex-Convict Diagnoses the Epidemic of Hold-ups. Spectacular daylight robberies, bold hold-ups, and daring burglaries are becoming frequent and almost familiar nuisances in the streets and homes of our large cities. The police and the criminal courts seem unable to cope with the unusual volume of crime. The press is crying out for stronger measures to combat the increasing spirit of outlawry. Some recommend heavier bail, others longer terms of imprisonment as solutions for the problem. In the effort to check crime, there is strong evidence of social hysteria. We read of a judge sentencing a high- wayman to “life and ninety years after!” In one state the Governor recommends the abolition of the Board of Pardons and Parole, in order to make prisoners serve their full sen- tences. A prison warden, a well-mean- ing and intelligent man, no doubt, abolishes all educational and physical work in his prison, leaving the men in complete idleness; and for, their reaction against this condition of idle- ness, expressed in offenses, punishes them every day until they “come to time.” This hysteria in attempted solutions of the crime problem has its danger- ous side, inasmuch as it leaves the criminal out of account and blocks any understanding of cause and effect. The principal cause of our present “crime wave” is purely economic, the result of general hard times and con- sequent unemployment. Since self- preservation is the first law of nature, the man out of work and_ without money would rather steal than starve. No amount of punishment will ever prevent men from attempting to sat- isfy hunger. All men, in this sense, are by nature’s law of necessity po- tential criminals. Furthermore, the man who detib- erately sets out to commit a crime, be it highway robbery or the mere steal- ing of a ham, does not consider conse- quences. He simply “takes a chance.” If he gets caught—well, he feels that there are at least forty-nine chances in a hundred for a clean getaway. If we listened to the hysterical press and the advocates of “Jersey justice,” we should conclude that the swiftest and most logical solution of our crime problem would be to cut off the head of every mother’s son caught in a hold-up or a burglary. We might even go further and suggest public execu- tions and putting the heads of persons so executed on long poles in some pub lic square as a warning to every crim- inal. But since we are living in an age of enlightenment and Christian civilization, and since public execu- tions are no longer the fashion, we must find some other and less conven- ient and simple way of dealing with the crime situation. Our jails and prisons are hotbeds of mental and moral disease, schools for crime and vice, dens which pervert the mind and sap the energies of men and boys confined there, places of encour- agement of brutality and cruelty both in the confiner.and the confined, Un- less the offender is sentenced te stay there for life, prisons are a peril rather than a protection to society. The writer, who spent fifteen years of his life in various American penal institutions at different times before his reform, five years ago, may claim to know whereof he speaks. He has seen these same boys depart mere physical wrecks, broken in body, mind and soul, their hearts filled with bitter- ness and hatred, and the desire for re- venge against society. Neither the prison cell nor the dark dungeon, neither the ball and chain nor corporal punishment, ever tended to make a “bad”? man “good” or help- ed to deter him from committing an- other crime. On the contrary, such practices have just the opposite ef- fect. They not only degrade a man, but they make him the more resolute and determined to “get even” with society after he leaves the prison. In times of prosperity and work and comparative plenty for all we hear less of crime, of hold-ups, bank rob- beries and the shooting of police of- ficers. A normal man who has a good job and earns an honest living has no time or inclination to rob a bank or break into another man’s house. He is satisfied in the work he is doing and the living it brings him. In times of unemployment, of indus- trial stagnation, and idleness we al- ways find a great increase in crime. It is because inactivity is next door to crime, especially when it is accom- panied by hunger. As soon as our mills and factories begin to boom again and unemployment wanes crime will automatically decrease. Our po- litical economists and cane-swinging criminologists should give this fact consideration before trying to solve the crime problem by more stringent laws, rules, regulations, and punish- ments. —_2 2 2s—__ Pratt’s Opinion on Air Cooling and Valencia Oranges. El Cajon, Calif., April 20—I do not expect to see Wall street get the Franklin people, at least so long as H. H. Franklin and John Wilkinson’s spirit and policies dominate it. Both those excellent men are of the old fashioned type of honest workers. They can’t fall for the modern way of prying people loose from their earnings. They have honestly financed their concern from the very first by methods above reproach and for the good of their stockholders. If their friends and stockholders do not respond liberally to the stock offering they propose to make in or- der to finance the company for the production of what seems to me a very logical step—a $1,000 air cooled car—-I shall feel that the investing public do not want an honest chance to invest in honestly financed, hon- estly and ably managed industrials. If a concern like Franklin can’t make money, after all the experience it has had in selling a car against the selling resistance of 98 per cents of the trade, after it has demonstrated the cor- rectness of the air cooled proposition, how can we expect any others in the field to do so? Engineers have long known that the air cooled principle was a near- correct one, as made by Franklin. They long ago recognized, in the Franklin principle, the overcoming of the air cooling’s early drawbacks, which prejudiced against it, especially for the larger sizes and powers. One of the most efficient and durable types of power plants ever made was the DeDion, first used in this country by the Pierce Co. These little two cylinder V types of two to ten horse power motors really paved the way in early days to the successful power vehicle. The motor cycle, the Evenrude canoe and the Johnson motor wheel have all demonstrated the practica- bility of the small air cooled motor, and for light cars the 2 cycle system as well. For all practical purposes, a two passenger vehicle, weighing 500 to 750 pounds, carrying a 3x28 to 314x29 cord tire equipment, and an 8 to 10 hp. two cylinder, two cycle, air-oil cooled power plant would be superior to anything now in general use as a real utility business vehicle. Its cost need be no greater than the lowest priced two passenger vehicle now in use. This type can be made for less than anything now on the market and it has been demonstrated, beyond a doubt, that for troubleless service it has more than three times the mileage of anything now in com- mon use, besides having more com- fort and luggage carrying space than a side-car-motor cycle. Undoubtedly, Franklin sees the opening for a full grown automobile of the five passenger type, made as good as $1,000 price will permit. That sum will ensure a quality car far bet- ter than anything now made in the present types of water-cooled vehi- cles. All present types of water- cooled vehicles are necessarily handi- capped with too much weight—super- fluous weight in many cases. The first power vehicle I ever rode in was a steam power two passenger buggy, a good looking vehicle, weighing but 600 pounds, and as flexible as a mod- ern dual valve six cylinder. It had more speed than a Boston-Newton trolley. It was a practical road ve- hicle then. For the life of me I can’t see why a very light two passenger, three wheeled vehicle, with the modern sized pneumatic tired wheels, suffic- ient wheelbase and a simple adjustable spring system, to get easy riding, coupled with modern upholstered seats, a pressed steel bicycle-enam- eled body and a non-skid dead axle, cannot be as popular as the cheapest cars now made. This type would fill every requirement of a business run- about. The price, with a reasonable volume of production, need not be as high as a side-car motor cycle now sells at. For family pleasure vehicles, it is possible to build types which will carry a horse power to every 75 pounds or less, so well balanced that a mile a minute is possible. So eco- nomical, in maintenance, as to be useful twice as long as present types, selling under $1,000 list. But to do this it is necessary, first, to cut out much of the complication; second, to stick to a proven system and design, changing only to improve, in manu- facturing economies, or to better quality at no increase in cost or loss in efficiency. I believe a very satis- factory family pleasure vehicle is pos- sible at $1,000 with enclosed body at that. To please the fastidious and wealthy, vehicles of special size and construction, equipped to please any taste or any pocketbook, can always be obtained. But for the masses no more than two types are needed if prejudice is thrown aside and only the practical and economical view is taken. The time may not be ripe, but it looks to me as if the public was fast becoming wise to the enormous waste in present systems and before long will respond to the maker who _ is first to eliminate this waste. I think Franklin is making a step in the right direction. This is a step more reas- onable and more likely to be profit- able than to cheapen the present car and run away from the present own- ers, who are increasing annually. The time is, I believe, past when owners of high class goods object to models of the same name being marketed at lower prices. Packard’s announce- ment of their policy to continue with a high class car, and yet cater to a medium class of buyers, is a bold move and not one to be thought of a few years ago. It is a pretty safe bet that ford will not get 60 per cent. of the 1922 new registrations. First, because there are more fairly good cars below the $1,000 mark; secondly, because more of the cheaper class of buyers are willing to pay more for more; thirdly, because buyers want a better car, not a cheaper one. It has been demonstrated, beyond a doubt, that a $500 price is an ac- ceptable one to most all, but they want a better job. I am told that most buyers of this class of car pay from $100 to $150 for the modern equipment offered as extras. It would be quite interesting to know just what percentage of deliveries were of the standard $348 car. If but 40 per cent. pay extra for extras, it would seem to me that it would be wise to stan- dardize on a completely equipped job, allowing a dealer the advantages this would give him in disposing of his used cars. Every sale of a used car makes room, indirectly, for the sale of a new one. Therefore, I say, the maker should frame up his policies to make used cars desirable and marketable. It lies within the maker’s power to solve 80 per cent. of the used car problem. With a market for used cars, and new cars of better quality not under $500, with prices stabilized, and quality constantly improved, the automobile industry would be more healthy, I believe, than under present conditions. From all I can see, and judging from reports I have, it looks to me, as if the truck was now due to come into its own very fast. I thought so six years ago when a boom was in sight, but I guess the big surplus stocks which the makers crowded onto the Government acted as a sort of boomerang. Buyers knew this surplus would be unloaded at half price and while it was hardly a drop in the bucket—only 70,000—its exist- ence was sure to hold back buying freely until it was out of the market. Now that most of it has been sold, there has not been enough to go round, so buyers are beginning to place fleet orders with makers. This condition will surely stimulate the in- dustry and may keep factories going through the between-season period, which is what they sorely need. Since I wrote you last, the specu- lators have been giving high prices for the “run of orchard Valencies.” Some orchards have sold for 5c per pound on the trees, a price which will net a grower in this valley the equivalent of $10.50 to $11 prices in the East. That is, his returns from a $11 market will be but a little more than he can realize right on his trees. Valencias in this valley were injured worse than Navels. But the restric- tions by law made it impossible to ship a Navel, legally, until over 60 days after the freeze. During that time thousands of boxes of perfectly good oranges were lost, which would have been good if consumed within sixty or seventy days after the frost, but it would have been unsafe to have warehoused them for even thirty days. From what I can learn there is a far greater percentage of worth- less Valencias now hanging on the trees than there was of Navels a month ago. So it would seem the speculators expected to get an enor- mous price for the good fruit—if they can tell it, I can’t—or put over a lot of rotten stuff which I wouldn’t have the nerve to feed hogs. J. Elmer Pratt. —_~22 > It is the man who persists in see- ing his ideal, who ignores obstacles, absolutely refuses to see failure; who clings to his confidence jn victory, that wins out, I eecces en pens I 5 ' } i i pe Profiting OR years, Consumers Power Company has been build- ing against the time of storm and trouble—building safety and protection into the fabric of its great system —into its property, its human force, and its finances. The day of trial came, and the company has emerged victorious. | On February 22, 1922, a great storm broke over part of -—_—- —+._. .__—. Michigan—one of the severest in history— tearing ten- © tacles of ice brought down miles of lines. Towns were cut off, lights were dead, industry was halted. Map of Consumers Power System Saks neces weenie Again on March 30th, a sleet storm of lesser severity visited the southern portion of the state, temporarily | shutting off certain service. : The Test! Then it was that the safeguards built into Consumers Power Service were brought into play. The electric system of this Company is a great chain of interconnected lines from city to city—fed by 20 waterpower plants and 12 steampower plants, spread from the _ rivers of the north to the cities of the south. The “Army of Emergency” came onto the firing line. Forces of trained linemen and engineers were rushed to the scene and immediate relief begun. What happened? Service was restored in 3 days except in the ¥ severest sections which were cleared in 10 days, when the state thought it would take 3 months! And the permanent repairs are in two places providing a finer system—a new and better service to you. What of the Damage? The total damage done by these storms cost $250,000. To meet just such emergencies, this company has been building, for years, an ample reserve—so that trouble may be met and your service restored at once. What Does This Mean to You? Consumers Power Company is a part of Michigan, serving 45,000 square miles, and representing an investment of over $60,000,000.00 devoted to service. You are one of 800,000 people who trust it to “be there”—and by serving faithfully and receiving justice, it + is able to conquer storms and preserve the service which means jobs and prosperity to cities it serves, and safety to its 7,000 investors. Michigan trusts in Consumers Power Service—overcoming this storm was a test of trust. Truly, there has been “Profit in Trouble” for you and for CONSUMERS POWER COMPANY 22 GROCERIES DIRECT TO YOU. How It Is Worked Out in Spring- field, Ill. The Saturday afternoon shopper, heavily laden, emerges from the Wil- son Grocery Co. store at Springfield, Illinois. On his right shoulder he balances a case of canned goods. His left arm hugs a sack of flour, while his left hand clutches the handle of a milk pail full of roasted coffee. He walks down the street bound for home. The curb in front of the store is lined with automobiles. At intervals other shoppers, carrying more Cases, sacks and boxes appear on the scene, load the provisions into their cars until the springs sag, and drive away. At the Wilson Grocery Co. store, Springfield citizens are acquiring the habit of buying their provisions in quantity lots. This habit of buying by the case, by the dozen and in bulk is one the consumer has been slow to learn. Dur- ing the period of high prices many re- tailers tried by various methods to educate their customers. They have pointed out the costliness of measur- ing, wrapping and delivering quarter- pound or half-pound packages. They have tried to demonstrate that they can sell canned goods for less per can when the order calls for a dozen or more cans. They have repeatedly of- fered special group assortments of groceries at reduced prices for the lot; and they have repeated the argument that an investment in food supplies for the household is a sound invest- ment, producing dividends in the form of savings. The Wilson Grocery Co., passing through a quick evolution from the business of general wholesalers to that of direct retail trade with the consumer, is meeting with success in the educating process. People of Springfield and Peoria, where Wilson stores operate, and Illinois farmers for miles around are buying in quan- tity at quantity prices. The Springfield store opened for business last September. During the first month its average daily sales were nearly $2,000. The number of customers ranged from 122 to 250 a day, and the average individual order was $9.36. The store is known as a “Will Call” store. A sign on one of its windows reads: “This store offers you guar- anteed quality at wholesale prices.” What is a “Will Call” store? For the answer go back, for a moment, to its origin. For thirty years before America’s entry into the war the Wil- son Grocery Co. had engaged in the wholesale business, establishing its own brands of goods and selling through retailers only. Then came the soaring prices of war time, with the clamor against “the high cost of living.” Believing that the public would welcome a chance to buy direct from wholesalers at wholesale prices, the Wilson Grocery Co. called in its sales- men, printed catalogs and engaged in the mail order business. The. mailing list at first consisted chiefly of the names of Illinois farmers, who order- ed their provisions by catalog and MICHIGAN TRADESMAN paid the freight, express or parcel post charges for delivery. The com- pany guaranteed its goods. Farmers sent in the names of their neighbors as prospective customers. The business grew, causing a demand for a distribution station or store where customers might call, buy their groceries and carry them away, elimi- nating shipment charges. The first “Will Call” store was es- tablished at Peoria, the headquarters of the Wilson Grocery Co. Not only did it serve the farmers, but it drew the city trade as well. The “Buy at Wholesale” idea met with such suc- cess that the company opened its second store, at Springfield. Entering the Springfield store, one misses many of the old familiar sights —the high shelves loaded with break- fast foods, bottles and biscuits; the tall stepladder; the boxes and bins. Instead, one observes a long, par- titioned case, tilted at an angle so that its contents are plainly visible. That case contains nothing but samples—hundreds of samples of gro- cery articles in stock, from which one may order. Parallel to the sample case runs a counter or table, behind which sit half a dozen young sales- women with order books. You, the customer, enter the store to buy supplies for your household, much as a retail grocer would enter a wholesale house to buy stock for his store. You buy from price lists and from the samples on display. “I wish to buy some canned cher- ries,” you say; “what is the price?” The saleswoman refers to her catalog price list. “We can sell you a case of Royal Annes, 24 cans, for $9.12” she an- nounces. That is just a starter, to al- low you to consider how fine it would be to own a whole case of cherries. “But I can’t use a whole case,” you reply. “Well,” she continues, “we can sell you a dozen cans for $4.60.” “I’m afraid I can’t use a dozen cans, either,’ you say. “__Or half a dozen cans for $2.31.” By this time you are aware that the fewer cans you buy, the more you pay for each can. You may halt at half a dozen cans, but if you think half a dozen too many, she will quote you a price of $1.16 for three cans. She will even sell you a single can for 39 cents. Whatever the item—whether sugar or flour or peanuts or bacon— the saleswoman follows the same plan, leading you down through the list to the single unit and emphasizing the advantage of buying’in quantity. As you order the items the sales- woman lists them on an order sheet. When the list is completed she strikes a total, initials the order and passes it, with a duplicate attached, to the cashier’s cage at the far end of the counter. The cashier checks the amount of the bill on an adding ma- chine, files the original order for the company records and sends the dupli- cate to the stockroom to be filled. Here is where the “Will Call comes in. After you have completed your order you may go about your business in the city, returning later in the day for your groceries. Or, if you prefer to wait, you may rest in an easy arm- chair, while the stock room clerks are filling the order. The stockroom in the rear, separ- ated from the store proper by a parti- tion, is arranged like a library, with rows of sectional shelves and long aisles running between them. Each section or bin contains a stock of one distinct line and grade of goods, a sample of which is displayed in the main store. A label on each section specifies the contents of that section. The clerk, filling your order, passes down the aisles, quickly selecting the articles listed on the order sheet. Then he packs the articles into large ‘boxes or other containers until the en- April 26, 1922 Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes eae 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 You should see those new LOWNEY PACKAGES the last word in Package Chocolates Springtime Candies Now that Spring is here, get that Candy Case Freshened up with a new stock of Putnam’s High Grade Bulk Candies Made especially for those who prefer Good Candy. Let us serve you. Putnam Factory Grand Rapids, Michigan S CWoeiicre X CIGAR CO. OL 1@ 0044 SEL eo STRIBUTORS GLENN-ROCK GINGER ALE The Masterpiece of the Entire Group of Beverages. Made with Glenn-Rock Pure Spring Health-Giving Water. Mild—Delicious—Sparkling “Sell It by the Case to Your Customers” .- Grand Rapids JUDSON GROCER CO. DISTRIBUTORS A GOOD PLACE TO LIVE <* rn ~ Fo. <* ~ Fo. “ation April 26, 1923 tire order is assembled into two or three pieces. After writing your name on each piece, he marks on the order sheet the number of pieces for delivery adds his initial and returns the sheet to the cashier. Your groceries are now ready for you at the delivery counter. When you call for them you pay the cashier, receive your invoice, checked by the store, and drive away. Fifty per cent. of the customers of the Springfield “Will Call store are farmers; the others are city people. To attract new trade the store offers special inducements for quantity buy- ing. At the entrance, for example, stands a “bargain counter” displaying samples of groceries—mostly end lots and slow-moving goods at special prices. Among the “bargains” I noted such items as three cans of peas for 39 cents; six cans of peaches, $1.47; twelve cans of peaches, $2.92; six cans of sardines, 39 cents; three cans of ammonia, 20 cents; three packages of corn flakes, 38 cents. Other bargains include combina- assortments of canned fruits, twelve cans in the assortment, and combination grocery orders. As one method of moving roasted coffee in large quantities, the store packs the coffee in large, useful con- tainers at a combination price—a bread box containing twenty pounds of coffee, a sugar box containing ten pounds, a flour bin with thirty pounds a cream can containing ten pounds, an egg case containing thirteen pounds, and a dairy pail with ten pounds. “Groceries direct to you at whole- “MICHIGAN TRADESMAN sale prices means a big saving on your grocery bill. Buy and save at Wil- son’s.” That is the store’s appeal in its advertisements and mail pieces. Edgar C. Wheeler. —_»--—___ Why the Talker Must Be Wise. The bray of the ass emanates from an organ which, in its primary struc- ture, is the counterpart of that which has sounded forth the most graceful and inspiring notes of human elo- quence. It’s not the machine, it’s the god in it, that determines whether the product shall be sublime or ridicu- lous. To the ass, who possesses the orig- inal single-track mind, the larynx never has become more than a bellows to blow forth the discordant manifes- tations of a few sodden emotions. In man, the voice-box early became the servant of his brain, fashioning itself to function in harmony with the cen- tral dynamo of thought, and the re- sult is ordered speech, flexible, melli- fluent and intelligible, even, at times, to the ass. This is elementary, to be sure. Yet it serves to demonstrate, even in a day when singers win immense re- wards solely by the sounds they utter that a powerful larynx will produce naught but a bray unless it is gov- erned and sustained by an equally powerful mentality. It is highly important that we Americans should train our brains to salt with sense the sea of sound that goes leaping over our tongues each day. Success among us is dependent in immeasurable degree upon ability to talk. We acknowledge with pride that we are a nation of salesmen. The man on the farm, down in the mine, in the mill or office must sell his ideas or products to “higher-ups,” just as they in turn must sell the gen- eral output to those who go out “to bring home the bacon.” Silence won’t sell anything any- where along the line. Every one must be “shown.” It takes talk to do it, but the talk must be more sub- stantial than well-blended words. The talker must talk with his brain. He must know thoroughly the thing he has to sell. He must know the needs of the buyer. He must demonstrate with clarity—and truth—the merits of the commodity he offers. And above all things, he must understand that as a man’s purchasing power increases the time at his disposal for conversa- tion decreases. To do all this successfully the talk- er must be alert mentally, from start to finish. He cannot expect to be permitted to deliver a monologue and walk off. When this is possible, phonographs will sell the world’s wares. He cannot say, when his prospect raises a question, “Wait, I'll go get the answer.” It must be stored away in his brain, ready to flash forth, or he is done. Training talkers is one of the big jobs ahead of us in the United States to-day. There are thousands of sal- able ideas and products waiting for talkers to develop markets for them. They call for talkers who understand that speech is nature’s wireless system for the transmission of thought. They call for talkers who will first study 23 their subject from the foundation up and then go out with a headful of things to talk about. Every success- ful man in America to-day is a talker of this type. He understood the value of the thing he had to sell, and he kept everlastingly studying how to make others see it as he did. When his brain discovered the way for his mouth to transmit his ideas he won out. There are, it is true, a host of glib wizards who do surprising feats in vocal legerdermain, hopping nimbly from subject to subject, speaking ex- cathedra on everything, but achieving little except an increase in the over- head. New-found auditors follow the lure of such patter with the same surging expectancy as the seeker after the pot of gold at the end of the rain- bow. But, at least, when they reach out mentally to clutch the elusive idea, lo! nothing is there. For a time a chatterbox of this type may outshine the wiser man whose tongue wags less. But, in the end, as Solomon long ago assured us, “a prating fool shall fall.’ The man whose brain works full time finds bluffing unnecessary. His talk is profitable, not only to himself, but to all with whom he comes in con- tact. ——_~-+2 A newly-wedded credit man asked his ex-stenog-wife whether the chops for breakfast were pork chops or lamb chops. She said: Can’t you tell by the taste?’ Hubby replied that he could not. “Then what dif- ference does it make?” was the prompt query. =aL Cts LLNS = pa Cvs jowseD) i Urreyy PVet oo Mn: = Tne \LUM a UNIFORMLY PURE FOOD IS NECESSARY WwW OULD you consider it necessary to have a well equipped Chemical Laboratory, with a staff of Chemists—a Model Bake Shop with an experienced baker—a model Kitchen with a Home Economics staff—all of this in addition to model Factories with uniformed employees, equipped with labor saving machinery, so that the product is not touched by human hands? Would you think all this necessary to manufacture an efficient and absolutely pure baking powder? CALUMET BAKING POWDER is so produced. It is manufactured under the most sanitary conditions in the World’s largest and finest baking powder factories. why you can always buy Calumet at a low cost. In addition to the care taken in the manufacture of Calumet—service of every description is rendered free of charge. Our baker gives his assistance to bakers. The Home Economics Department gives free demonstrations in the model Kitchen at the plant and also lectures and demonstrations before Clubs and Schools. correspondence service is given by this Department to the housewives. That’s A personal The Advertising Department is ready at all times to help the dealer make a quicker turnover on Calumet. Win- dow display material, hangers, cut outs, booklets, etc., can be obtained by any dealer, by simply writing for them. The Calumet plant is open for your inspection at all times. Calumet service is yours for the asking. WRITE TODAY! 3 CALUMET BAKING POWDER CO. so CHICAGO, ILL. 24 — RTE MICHIGAN TRADESMAN April 26, 1922 SCIENCE OF SALESMANSHIP. Real Strategy Is Always a Funda- mental Feature. Sales strategy, to me, is simply sell- ing. I do not think it is possible to make a sale without resorting to some sort of strategy or finesse. Too many people, I believe, confuse sales with orders. I hold them so distinctly apart that in my ideal organization I would have a department that I would call the department of strategy and another department in which or- dinary orders were handled. There is a strategy in every step. There is strategy in the approach. There is strategy in the actual phys- ical position in which the salesman places his prospect in relation to himself. There is strategy in selling him the idea or creating the desire, and there is strategy in naming the price. Salesmanship, I think, is the most abused science, and it is not all be- cause of the people outside of the game. But we are to blame for these conditions somewhat ourselves. If you would pick up the newspaper and read some of the advertisements for salesmen, advertisements inserted by sales managers, I presume, and read where they wanted “go getters,” “knock ’em deaders,” “live wires,” and all that sort of rot, you could appreciate why salesmanship is not considered on the plane to which it is entitled. It would be just as ridiculous to me to see and advertisement reading: “Wanted: A young doctor who can cut off a leg in five minutes, tonsilec- tomy in three, appendicitis in five. Make ’em snappy.” Too many of us, I feel, have taken too much stock in the law of averages in considering salesmen. I recall an article telling of the wonderful re- sults secured by a solicitor for a magazine. He seemed to be able to get more subscriptions than any of the other solicitors, and the sales manager called him in and asked him what methods he used. He said, “I don’t know. I don’t believe I can tell you, but I would like to have you go out with me.” So the next morning the sales man- ager met him by appointment. The solicitor walked in the first office and said: “Good morning, gentlemen. I represent such and such a magazine. Is there anyone here who would like to subscribe?” No one seemed par- ticularly to crave the magazine in that office. So he went into the next office and repeated the story and the next and the next and finally about the fifth office the young fellow said to him: “Why I am awfully glad you came in; I have just been won- dering how I could take out a sub- scription to that magazine.” By the time he got to the bottom he had sold five subscriptions. The sales man- ager asked him what his next meth- od of procedure was, and he said: “We will now go to another build- ing.” The sales manager says: “No, you may, but I am not. I have learned all I want.” Now, of course, those were results which .you could hardly call strategy unless you call it “shoe leather strategy.” Strategy, to me, mainly is the sell- ing of the idea rather than the mere merchandise. For instance, if 1! wanted to sell you a tumbler and quoted you a price of 45 cents a dozen—no disparagement meant on the glass—and that was the best glass you could buy anywhere for 45 cents and you needed glasses and you gave me the order, I wouldn’t consider that a sale at all. There was no strategy, therefore there was no sale That order would be handled by my mere order department, but if, on the other hand, I said: “Mr. Jones, ow- ing to the peculiar shape of that glass, if you would pile 500 of them in a window and put a red or blue light on them the reflection that it would throw on your sidewalk would mean such a beautiful window display that it would sell so many more glasses than you ever dreamt of,” and you bought because I had tied an idea to it, that order I would put in my department as strategy, because that is a sale. I said I felt there was even strategy in the physical position that a sales- man permits the prospect to get in, and I will give you an illustration that is in. my own experience. A number of years ago, during a school vacation I took a position selling clothing to the farmer. I had a proposition where I had to sell a farmer three suits of clothes for $75, and you can imagine it was no easy task when you went up against a man who had not bought a suit of clothes in the twenty years of his married life. I went out and called on about ten of these prospects with the expected result, not a single sale. I went back rather disconsolate, and I said that I didn’t think I could make the grade. The manager said, “What is the mat- ter? Let us hear your sales talk.” I made the sales talk. He said, “That is perfect. I can’t do any better than that myself. I don’t know what is the matter with you. Possibly I will have to go out with you.” So he did, and after calling on four or five men and making this same sales talk, we did not have an order. I said, “I guess you are satisfied that I don’t seem o be able to put this across.” He says: “Why absolutely. Now I will tell you what you have been doing. In the first place, you get the farmer about half sold and then you turn to his wife and get her about half sold; in other words, you never placed yourself where you can look at them both at the same time. You have turned from one to the other. In a high-powered proposition like we have you can’t do that. You have to keep both of them before you all the time and keep both of them interested.” He said further: “On another occasion the farmer’s son walked into the room and you went right on with your sales talk. Now it is impossible to make a sale of this kind unless everyone in the room is in sympathy with it. The farmer’s son, not having heard the opening argu- ments, was not in sympathy with the proposition at all and it would have been an impossibility almost for you to have closed the farmer.” I said: “All right. I will try that.” I will give you my word after put- ting just those two tips into practice I had no trouble selling eight out of ten this proposition. Therefore there is strategy even in your actual phys- ical position you place your prospects in. Then I think one of the greatest pieces of strategy that so many sales- men overlook is the naming of the price. I could tell you a little ex- perience that occurred right in our own business that indicates the won- derful strategy of knowing how to name the price. We had two sales- men who were very similar in their appearance and personality, yet one of them always produced more busi- ness than the other. I could not un- derstand it. I thought for a while that it was probably because one of them put in more hours or worked harder, but I found that if anything the one who sold the least amount of goods put in the most hours. So I decided to make a trip with each of them. I went first with the man who sold the least amount of goods. His approach was all that you could expect. His personality was as near 100 per cent. as you can get from average sales- men. He knew the line, and after I had been with him two or three days I thought: “Well, if the other fellow has got anything on this fellow he certainly must resort to wizardry rather than strategy.” So, then, I went with the other fellow, and I found he proceeded in almost identically the same way until it came to naming the price. After creating his desire or selling the idea, if you will, he would hold up the item to the prospect and say: “Bill, isn’t that a wonderful item to sell at 49 cents?” Then he would hold up another item and say: “Isn't that a beautiful item? Can’t you easily get 69 cents for that?” or whatever it was. He had absolutely no difficult at all in selling the merchant an item on which the first salesman had price argument after argument. In other words, he sold the idea in every case of the money coming in to the mer- chant instead of the $4.50 a dozen going out, which only made the pros- pect think: “I wonder if I couldn’t buy it for $4.40” instead of seeing the picture of the money coming in. Just to give you a further illustra- tion, I could take any particular ob- ject and unless there happened to be ‘someone in this room who knew that particular line from the ground up, I could quote you the wholesale price of that and it would means almost nothing to anyone, but if I gave you the retail price then it has a value, an intrinsic value, right at the moment, and the price argument is forgotten. Therefore I say that there is great strategy in knowing how to name the price, and I think what I learned from that salesman that day was the great- est asset to me that I have ever been able to get. Edward C. McCabe. Ypsilanti’s Barn Theater Thrives. Ypsilanti claims the smallest theater in the country, one of the oldest of its kind any where, and one that is regarded as a unique example of the “Little Theater Movement.” A theatrical club was started seven years ago with fifteen members for study of the drama. The organiza- tion has developed to a point where it is Nationally known among sup- porters of the “Little Theater Move- ment.” The chief object of the club at first was to provide entertainment for its members. After the first year the so- ciety purchased a small barn here and remodeled it into a playhouse. The same building is in use at present. The auditorium has a seating capacity of sixty persons and is but 12 by 18 feet in dimensions, with a small balcony constructed from part of what former- ly was a haymow. The stage has a depth of 25 feet and a proscenium arch 9 by 15 feet. The interior of the theater has been painted and decorated with old Eng- lish lanterns, giving it an Elizabethan appearance. The stage, however, is equipped with a modern lighting sys- tem costing $2,000 and described by theatrical experts as unsurpassed within its limits by any stage in larger theaters. Only one-act plays are offered, usually two or three of them at a time. Following the performances players and audiences join in a sup- per prepared in the basement of the building. The club has become self-support- ing and announces it is working to- wards bringing about a municipal playhouse. Every member of the so- ciety is subject to call for any per- formance, from scene shifting to play- ing a role in some play. Some of the members have shown unusual ability in scene painting and costume mak- ing. Each play is studied in detail be- fore being presented, costumes, an- nouncement posters, and other articles needed are prepared, and if furniture necessary is not obtainable it is built by club members. —__© > —___ Business Is Good. A load of ’taters the farmer Sells, And all the world goes fair and well. He hums a couple of cheerful tunes, And pays the grocer for his prunes. The grocer, who has had the blues, Now buys his wife a pair of shoes. That ten the shoeman thinks God-sent, And runs and pays it on the rent. Next day the rent man hands the Dill To Doctor Carver for a pill. And Doctor Carvers tells his frau That business is improving now. And cheers her up and says: ‘My dear, You’ve been quite feeble for a year. “Vm thinking you should have a rest, You’d better take a trip out West.” And in a couple of days the frau Is on the farm of Joshua Howe. She pays her board to Farmer Howe, Who takes the bill and says, ‘I swow, “This bill’s the one I got for ’taters, When I sold the load to buyer Craters.’ He hums a couple of cheerful tunes, And goes and buys a lot more prunes. The salespeople in a store ought to be shown the concern’s advertising at least as soon as it is given to the public. They really ought to have advance information in that direction. #. April 26, 1922 CHICAGO MICHIGAN TRADESMAN 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) - ILLINOIS 26 April 26, 1922 — — — =~ = 2 . = . = = : STOVES AND Michigan Retail Hardware Association. aa A. Sturmer, Port uron. Vice-President—J. Charles Ross, Kala- mazoo. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Directors—R. G. Ferguson, Sault Ste. Marie; George W. Leedle, Marshall; Cassius L. Glasgow, Nashville; Lee E. Hardy, Detroit; George L. Gripton, Brit- ton. Every Person a Possible Purchaser of Paint. Written for the Tradesman. “Eyery person who enters the hard- ware store is a paint prospect,” stated an experienced hardware dealer the other day. He went on to elucidate his argu- ment. If a customer were not in the market for house paint with a po- tential big order, at least he—or she —could be induced to buy some specialty. The sale might represent $50, it might represent only 50 cents; but there was some business in paint to be transacted with everyone. And it was up to the dealer to reach out for the business. “TJ was so convinced of ithis,” ex- plained the dealer, “that some little time ago I decided to put by theory to the test. I made up my mind to see if I could not interest every per- son who entered the store in some paint line or other. “The first customer who came in was a woman who lived in the neigh- borhood and who occasionally bought household goods from us. Her hus- band was a builder in a small way and they were supposed to be well to do. They had the reputation of being too close to spend a nickel if they did not see ten cents coming back, and at- tempts to sell her anything but what she had come to buy had in the past proven flat failures. I waited on her, selling her a cheap sauce pan. “Are you needing anything in the paint line, Mrs. Bennett?” I asked. “‘No,’ was the uncompromising re- sponse. ‘We can’t afford to pretty up our house these hard times.’ “—__ Flying Machine. Italy is ahead in the construction of airplanes of huge size. A Caproni flying machine, newly completed, car- ries 100 passengers in a luxuriously equipped cabin. It cost $800,000. The machine is a flying boat, seven- ty-five feet long, 108 feet wide, and with a lifting capacity of twenty-six tons. It is driven by eight twelve- cylinder motors, and is shaped like a fish, but without a tail. MICHIGAN TRADESMAN Philosophy Versus Formulae in Sell- ing. The Baldwin Locomotive Works, mainly through its President, Samuel M. Vauclain, has gained a reputation for sound sales management and policies. In lieu of agencies outside the borders of the U. S. the company has established its own offices, plac-. ing young men in charge who have been brought up by hand at the works, In the opinion of this concern, it is essential that a salesman should know the product he is selling. But since no man can be expected to know all there is to know, mechanical engineer- ing experts are kept constantly out, going from place to place and spend- ing as long a time at each district office as may be required to help the sales manager out on technical mat- ters. Authority is decentralized as far as is practicable. The sales man- ager in charge of a zone establishes the policy for that zone under the direction of the vice-president. He fixes salaries, selects men, and sends them out to their stations; relieves them, fixes prices, credits and policies regarding contracts. New questions involving precedent or improvement are passed up to the vice-president. The zone manager works for the man in the field; the man in the field works for the customer. The only man left to see that the stockholders receive any returns on their investments is the president. Responsibility is fixed: it is at the head. Sales managers are instructed to sell at cost plus a certain percentage of profit. The sales de- partment has no influence whatever in fixing prices. That is done by the estimating department, which has in- structions to estimate on a certain basis, including in actual costs the prices of materials, labor and over- head. The engineering department goes over the figures and tells the es- timating department what is neces- sary. From the decisions thus arrived at there is no recourse except to go to the president. And there is a view that President Vauclain takes of the salesman: “A good salesman is always at odds with his home office. A good salesman is a poor man to rely on to build up prices. The question of profit should be taken away from the sales- man and left to the management. The salesman should be given the lowest price at which an article can be sold. If I were to give a salesman a price and he increased it, I don’t think he would sell any more for me. Such a man would be too dangerous to have around. But if, after a price was given him, he was to telegraph back asking if we couldn’t give further concessions, I should feel that he really had the customer’s interests at heart. Selling is a matter of confidence. To sell a man anything you have got to make him feel that you are taking an in- terest in his needs. Of course there is a kind of selling, like bidding for bonds or buying coal or grain on the exchange which is just a cold matter of business. But when it comes to manufacturing, it isn’t the amount of money a man pays for a thing, but the amount he realizes on his investment.” Charles Frederick Carter. ——_---- > Conceit is often only the true term for exaggerated humility. 27 The Name on the Sack ts a Guarantee of its Contents When specifying cement insist that it be the kind with the s 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 2?’ xt 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. FIRE TORNADO BETTER INSURANCE AT LESS COST During the year 1920 the companies operating through The Mill Mutuals Agency paid more than $4,000,000 in dividends to their policy holders and $6,300.000 in losses. How do they do it? By INSPECTION and SELECTION Cash Assets Over $20,000,000.00 We Combine STRENGTH and ECONOMY THE MILL MUTUALS AGENCY 120 W. Ottawa St. Lansing, Michigan 28 MICHIGAN TRADESMAN April 26, 1922 BACK TO THE OLD HOME. Dean Davenport To Return To His Woodland Farm. As an agricultural college dean and experiment station director for nearly thirty years, Prof. Eugene Davenport of Illinois has achieved a success which, judged by every relevant test, is one of the few outstanding and durable monuments to American men in his field. The coming of Prof. Davenport to Illinois from Michigan was a shift of the first importance to this State. He came upon Illinois’ invitation. Illinois has been singularly consistent and happy in its importation of men born in other states officially to participate in its development. For example, of its 29 governors from the first in 1818 down—very far down—to the present, only three were born in the State. Illinois appears thus far to have been a better nursery than a_ seedbed. (Many a young man does not find himself until the loses himself in a state or country other than his own. An Irishman declares that the Irish do not get anywhere if they stay in Ireland.) It is no use speculating upon what Dean Davenport would thave been or done if he had remained in Michigan. He found his opportunity and work in Illinois. He was growing when he arrived, and grew rapidly and solidly after he had worked himself into the soil of his new environment. He has continued steadily to grow, like an oak; but despite all his grow- ing he has never grown either wealthy or fat, and this is as eloquent a tribute, under cornbelt conditions, as Plato’s to Cocrates. His growth has been in all directions, away from self towards the full stature of a good, un- selfish and useful man, high-powered for safe speed on rough roads in be- half of the cause which he has served. By devoting himself to the interests of a state, he has become what is tragically uncommon: a man; a man of the first rank, honored, respected and even idolized by many students who have known him. Born on a Michigan farm in 1856, the future dean was educated in a public school and at the Michigan Agricultural College. From the latter he received a bachelor of science de- gree in 1878. From 1888 to 1889 he was assistant botanist at the Michigan Experiment Station, and from 1889 to 1891 professor of practical agriculture and superintendent of the farm at the college. He resigned in 1891 to es- tablish and assume the presidency of an agricultural college in San Paulo, Brazil. War and a resultant financial depression in that country seriously handicapped and retarded the crea- tion of this public enterprise, and after a year’s work he returned to his own farm in Barry county, Mich., where, until he was called to Illinois, he engaged chiefly in dairying. He accepted the deanship of the Illinois College of Agriculture in 1895, and in 1896 the additional office of director of the experiment station and the profes- sorship of thremmatology in the Uni- versity of Illinois. These bare, raw-meat facts of his training indicate that when he came opportunity. to Illinois he was prepared for hard, pioneering work. At that time the col- lege and station at Urbana were small, ramshackle structures; both could have been carried off the campus by the 1921 freshman class in an after- noon. Students were scarce but zealous; the study courses were of an improvised kind. One professor of everything taught five or six subjects to about the same number of students. He was not a specialist, but an all- round man—the kind who would make the best farm adviser or county agent to-day. There were only two or three textbooks to aid him, and these were ill adapted to freshmen. The principles of agricultural science had been crude- ly formulated, but they were clumsily adapted to pedagogic methods. Popu- lar interest in agriculture as a teach- able science had not been awakened. “Farming cannot be taught or learned in a school.” That was the derisive chorus of numberless skeptics. Weak in equipment, money and men, the ex- periment station had just begun to scratch the surface of a few simple problems of superficial value. Under these conditions it was diffi- cult to interest the public in the pro- gramme of construction, expansion and development which the new head of the college and station had formu- lated. A large, new college building and first-class additional men to teach and investigate were foremost among the immediate and urgent require- ments of the situation. There was more of everything to work against than to work with. The dean’s assets were ability, energy, faith, tact and When he began to use them, results slowly materialized. The first hard key battle of his career was won when he secured from the legislature what was then a huge appropriation with which to erect the magnificent building which, with many other noble edifices of various ages, grace the university campus to-day. Dean W. A. Henry of the Wisconsin College of Agriculture made several memorable addresses to farmers’ meet- ings in Illinois in behalf of the then pending college appropriation bill. Farmers’ institutes and the leaders in several small state associations of stockmen, horticulturists, dairymen, beekeepeers and others loyally and earnestly championed the bill. The brunt of the leaden fight, however, fell upon Dean Davenport, whose voice and pen received a kind of training which made them increasingly effec- tive in the same kind of service in each succeeding biennial, including 1920-1921. It was not that the public was against investing state money in an indispensable state institution; the difficulty was that only a mere hand- ful of people actively supported the formidable project. Most farmers did not know or care anything about it. In 1900 the largest and best equip- ped building of its kind in the world was ready for the largest enrollment of agricultural students in the history of the college. Meantime, the profes- sorial and teaching staff had been strengthened and extended. The dean had succeeded far beyond even his own ambitious expectations. What has be2n accomplished by the college in giving students the highest grade of training, and by the station in in- creasing the wealth and welfare of Illinois farmers in particular and the rest of the state’s citizenship in gen- eral would, even if set forth in only bare detail, overflow this issue of the Gazette. Statistics need not be in- troduced; the case for the college and station has been won in every court of horse sense in every neighborhood and on every farm in Illinois. These institutions are the state’s best invest- ments, and pay the largest dividends in trained, productive capacity, and in contributing useful facts to the service of practical farming. With fifty to sixty boys from IIli- nois farms and Chicago, I assisted in wearing some of the newness off the doors, blackboards and furniture in the new building in the college year of 1900-1. Most of us were “specials,” of grammar school caliber; a few were graduates of accredited high schools, and, hence, were qualified to enter as freshmen. Some of the city boys fur- nished a deal of amusement in the farm crops classes; they knew less about practical farming matters than we knew about trigonometry. None of the “specials” and freshmen saw much of Dean Davenport, although he was always cordially accessible and pleasantly interested in them, as we learned when we called on him. He could encourage and inspire the most discouraged student in a few minutes. Every student has difficulties, and oc- casional attacks of “the blues.” Dean Davenport handled such cases with a kind of magical skill. His mind is extraordinarily adapted to making years of advertising. sumers for us. “Good-Will” Is Property During the past ten years in which manufacturers have sought to protect their business, the courts have shown a strong tendency to protect the “good- will’’ which manufacturers have built up through Shredded Wheat Biscuit is the best-advertised food in America to-day, and we will continue to advertise it in a way that will retain all our old customers and make new con- Our advertising plans for 1922 are far-reaching. We are creating business for you and hope you will co-operate with us by keeping always in stock a fresh supply of this product. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. 324 River St. At$1 Per Ton, Yes by using the BORN =LESS REFRIGERATION SYSTEM COLDER, CLEANER AND CHEAPER THAN ICE Can connect Machine to any number of Refrigerators Place your order NOW for Summer’s Use Give Size of Refrigerators You Want to Cool BORN REFRIGERATING CO. CHICAGO sit es San NTN < : : maa nemcomniaeteeettan = se ha i Ei isan na i a 4 April 26, 1922 things straight and clear. He under- stands and sympathizes with farm boys and farmers, and sees into and through their problems. His un- studied courtesy and ringing sincerity endeared him to the students. He could and often did “talk turkey,” however, to those of us who, through laziness, stupidity or indifference, made abominable records in our class- es and consequently forced our in- structors to report us. The dean delighted in driving a team of handsome light harness thorses. We used to enjoy observing him break a‘spirited young gelding of that type. He knew how to do the breaking, and) was as game as an Indian rooster on the job, but he had several interesting mix-ups, in which the horse sometimes gained a tempor- ary advantage. Despite his always re- freshing geniality and equanimity, the dean was full of controlled fire and effective power. He was a fair but fearless fighter for ends worthy of a man’s steel. As a speaker, who never impresses one as a speaker but as a talker—a clear-headed man who knows what he is talking about—Dean Davenport is in popular demand. He has few equals. His position has compelled him to spend much more time than a man of his abilities should ever be re- quired to spend before political com- mittees. This hard, nerve-racking work is incompatible with the admin- istrative function of deans and di- rectors. Nevertheless, the dean’s rec- ord is remarkable for its definiteness, consistency and results. Loyal him- self, his associates co-operated loyal- ly with him. He knew how to dele- gate authority, and harness men for team-work. He kept tab on how dele- gated authority was used. No dean and director has ever selected his as- sociates more carefully or given them more liberty of action in relation to well-defined policies, which were Nthreshed out and agreed upon at faculty councils. During America’s participation in the late war, Dean Davenport’s duties precluded his going overseas, but he went often to Washington to advise Federal authorities in regard to mat- ters involving food production and supply. He was immeasurably useful in an advisory capacity to those who conducted Illinois’ activities in behalf of Uncle Sam at war. At National, state and local conferences his re- markable ability to get at the roots of problems and clarify complicated issues made him a kind of super- military effective. No one of my ac- quaintance was more deeply interested than he in the outcome of the war. No one did more in his sphere to end it disastrously to an enemy that stood for untenable dogmas of state and destiny. The University of Illinois contributed its full share and more of the brains and brawn which won the war, and the memorial stadium, to be built on the campus, will commemor- ate their valor. Prof. Davenport is the author of three books, each of which reveals original thought and seasoned scholar- ship, as well as an expository and lit- erary style of remarkable clarity and quality. His Principles of Breeding MICHIGAN TRADESMAN 29 appeared in 1907, Education for Effi- ciency in 1909, and Domesticated Ani- mals and Plants in 1910. (“Threm- matology,” by the way, means animal breeding.) As a writer of articles for the periodical press, the dean in recent years has been amazingly prolific, be- ing of high value to farmers, business- men and others interested in agricul- ture and its new and serious prob- lems. His output has far exceeded my consumptive capacity, and I confess that I am one of his always eager readers. The dean is a thinker—a _ rapid thinker. He is not, therefore, much of a mixer. He is not averse to con- tacts with people, but he is not the kind of man to be among them all the time, flattering them, and “kidding” them with popular “good fellow” bunk. Prof. and Mrs. Davenport, at the end of the present college year, will re-establish themselves on his Mich- igan farm, where, as he informs us, they will “set up another kind of life.” He will then try to “get closer to the lives of farming people in this coun- try than I have been able to get for the last decade or so,” to quote from a recent letter from him. Here is the proof that he has desired to be a mix- er in ‘the best sense of that over- worked word. In mind and heart and thought he is for and with farm peo- ple, and hopes to be one of them again before old age overtakes him. He is going back to the farm, throw off ‘his official armor, tackle realities with his hands, and live the life of a human being. Thus released from an institutional bondage in which he has served his State and Nation as faithfully, competently and conscien- tiously as they have ever been served, we suspect and hope that he and Mrs. Davenport will be as happy and con- tented as they ‘deserve to be. And that sentiment expresses the grateful heart of Illinois—DeWitt C. Wing in Breeder’s Gazette. a ee The Builders. Written for the Tradesman. “Nothing useless is or low; Each thing in its place is best; And what seems but idle show Strengthens and supports the rest.’ Thus a famous poet sung, “Standing in these walls of Time.” Through those walls his words have rung Beautified with smoothest rhyme. Though it pains me I am bound, If I speak my honest thought, To declare those words unsound, If the meaning I have caught. Take for instance, if you please, From among the things we know, Such familiar things as_ these, Are they useful or for show? Thistles, the Canadian kind, Everywhere held as a pest, How do they, if truth we mind, “Strengthen and support the rest?” Ask the farmer he will say Killing thistles is his forte; If they live they’ll take away, And that shortly, his support. In no case does fraud or crime, Evil deed or evil thought, Though it contradict the rhyme In the building count for aught. Rotten timbers all are they, Useless, out of place and low, Giving no support or stay, Not good e’en for “idle show.” Good deeds, either great or small, Give support in every case; They are useful, one and all, Each in its appointed place. Reuben Hatch. “DRY-KOLD” REFRIGERATORS Meat Coolers, Complete Market Fixtures, “Freezer” Display Counters. REFRIGERATORS FOR ALL PURPOSES. ] Send for Grocers’ and Butchers’ Catalog No. 12. THE “DRY-KOLD” REFRIGERATOR CO. Manufacturers ee MICHIGAN Recommend to your customers the right sugar to use at the right time. It shows good taste and is the way for them to get the best results. Domi Foil Tablet Sugar for tea, coffee, cocoa and chocolate. Domi Confectioners Sugar for icings and fondants. Domino Syrup as a table spread and as a delicious flavor for cooking and preparing desserts. Granulated Sugar for baking, cooking and candy making. UY Powdered Sugar for sprin- kling pies and cookies—for fruits, cereals and iced beverages. qomil9 Brown Sugar for baked beans, gingerbread, candied sweet potatoes, tarts and cakes. American Sugar Refining Company ‘‘Sweeten it with Domino” Granulated, Tablet, Powdered, Confectioners, Brown, Golden Syrup 30 Ne en en nn ee ean MICHIGAN TRADESMAN April 26, 1922 One Species of Letter Which Is Inexcusable. Written for the Tradesman. “Letter from my sister Mary. I know what is in it without opening it.’ My friend held the letter up with a certain expression of distaste. “I always rather dread reading them.” “Are you one of those mind-read- ers?” I began to ask. “No. I just know what kind of let- ters Mary writes.” “Bad news?” “Not exactly bad news. But sour news; generally news that isn’t true any more by the time I get the let- ter.” “Oh, yes, I know that kind. A cata- logue of everything unpleasant that has happened in the family since she wrote before. I know people who write that sort of letters.” “Exactly. I would almost rather there would be some really bad news in it. Something that you could really be interested in and feel badly about. Something that would distract your mind from your own troubles by making you feel sorry for her or for the person it had happened to. But Mary’s letters aren’t like that. She just scrapes up all the little rumples that you oughtn’t to notice—much less write about—and the whole effect is just—well, just sour.” Then she read me the letter, and it was just as she had said: a catalogue of trivial unpleasant things. Not one cheerful or jolly or constructive word in the whole epistle. We all know people who write let- ters like that. Sometimes we write them ourselves. I don’t believe that any of us realize how much harm such letters do—scattering spatters of small unhappiness in all directions. It is bad enough to spread mean gossip, things about people which might better be left unsaid altogether. I could write eloquently enough against the writing of mean, unchari- table letters; but that isn’t what I have in mind now. A mean letter, full of malice about somebody who probably doesn’t deserve it, is bad enough. But such a letter can be cheerful and interesting, witty even, although cutting and generally un- Christian. The kind of letter I am speaking of now is the aimlessly blue letter that nobody, net even the writer, can pos- sibly get any fun out of it. The letter that reflects and perpetuates a tem- porary state of mind; that recites in a whining tone all the petty discom- forts and disharmonies of the moment of writing. I thave one correspondent who in- variably gives me a list of ailments and symptoms from which she has suffered since she wrote last. Any- body would think I was a doctor and that she expected me to hurry along some medicine! Another woman al- ways tells me a lot of the trifling dis- agreements she has had with her husband, although I know she loves him dearly and that he is one of the best husbands I happen to know of. Writers of such letters forget that a letter perpetuates a state of mind that may be gone long before the letter reaches its reader. Another is that the person who receives it prob- ably has troubles of her own and doesn’t need the recital of a lot of small worries that she cannot possibly help. And still another is that a letter is a reflection of character and leaves an impression that lasts a long, long time—long after the letter is destroy- ed. Destroyed? This very day I have been looking over a lot of very old letters that came down to me out of an old family collection of stuff out of a certain attic. One of them contains a long and bitter complaint about another member of the family. It is long since I have seen another such exhibition of harsh feeling. I do not know anything about the merits of the complaint. The letter is dated May 17, 1840. The writer of the let- ter and the person written about have been dead for more than fifty years. At the bottom of the last sheet of the letter are these words: “This is all for your own eyes only. Please burn this letter immediately.” It was not burned. More than eighty years afterwards those bitter words are still speaking—or were until at last I burned the letter, and was very glad to do it. I fancy some one is resting easier now. If only we could remember how much happier a thing it is to write things that are worth remembering. A letter is so nice to receive when it is full of laughter and helpful things; full of a spirit that we would like to have taken as really representing us. There is no excuse for putting in writing things that we would rather have left unsaid. Once in a long while it is necessary, perhaps, to be harsh in writing; but it should be done with great care and deliberation, remembering that the letter tells only what we say. We cannot be there to smile and qualify, and soften the harshness by a word of forgiveness. Prudence Bradish. (Copyrighted, 1922.) —_»++>—__—_ Supply From Another Source. “Why don’t you ever buy any more hairpins of me, Mrs. Golightly?” “Don’t need to buy any. Our son has begun taking girls out in our limousine, and all I have to do is to sweep the car each morning.” TO OUR FRIENDS IN THE STATE We Cordially Invite You To Visit Us while you are in DETROIT During BUYERS’ WEEK May | to 6. W. H. EDGAR & SON 12th St. & LaFayette Blvd. . Order from your jobber today. BAKING POWDER Mashed potatoes — lighter and more digestible. Saves time and labor. RYZON should be put in mashed po- tatoes before re- moving from the fire. Less whip- ping is needed. The results wii] surprise you. You Make Satisfied Customers when you sell ‘“‘SUNSHINE”’ FLOUR Blended For Family Use The Quality !s Standard and the Price Reasonable Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN Victor Flour “The Flour You Can Safely Recommend” It gives satisfaction wherever it goes. The Crete Mills W. S. CANFIELD Michigan Representative 205 Godfrey Bldg. Cor. lonia and Monroe ! GRAND RAPIDS MICHIGAN We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CoO. Grand Rapids Michigan SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements. We 6 ogiving kind a on ge platform ik. wanted, as well as Sed e will quote ’ Ur a m ney saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio Watson-HigginsMlg.Co. GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Prodacts sold by Merchants Brand Recommended by Merchants NewPerfection Fiour Packed In SAXOLIN Paper-i Cotton, Sanitary Sacks :* REFRIGERATORS for ALL. PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No. 72 for Grocery Stores No. 64 for Meat Markets No. 75 for Florist Shops McCRAY REFRIGERATOR CO. 2244 Lake St., Kendaliville, Ind. Sciacca a a hear Suche RC RR Se ee ee ee iti at ea isbn sone A IR EONAR April 26, 1922 MICHIGAN TRADESMAN 31 THAT SON-IN-LAW AGAIN. His Statements Regarding Railroad Conditions Utterly Refuted. Grand Rapids, April 25—Since that prince of spot lighters, McAdoo, has been staging his preconcerted presi- dential campaign, by fragmentary through positive declaration before the Congressional investigating com- mittee relative to the efficiency of railroad management under his super- vision during the war period, there has been a noticeable lack of con- firmatory testimony on the part of railroad executives, who have possibly given him an opportunity of utilizing a longer tether, in the hope that Providence would interprose and in- terfere with his hemorrhageous ver- bosity by strangulation. Now, however, comes forward from his cyclone cellar, Daniel Willard, President of the Baltimore & Ohio Railroad, with a statement which re- futes much of the testimony of son- in-law McAdoo. Mr. Willard, backed by figures of unquestioned accuracy, states that only about 2 per cent. more traffic was handled by his line under the stress of war activities and the Gov- ernmental administration of railroad aflairs than in the years just prior to same, and at an increased cost of 150 per cent. He absolutely denies the statement of McAdoo that the roads had broken down in the period just prior to their cortrol by the Government. He avers that he has been unable to find anything in his records to justify any such statement on the part of the ex-director general, either just before the war or, for that matter, after the war, except the legacy of abnormal expenses encouraged and built up by Government adminisstra- tion. And Mr. Willard’s statement will be readily accepted by the public generally whose memory of events prior to and during the war is still intact. Notwithstanding what railroad management may have claimed as adverse legislation, which presented handicaps to successful operation, the railroads were enjoying an era of prosperity, employes were contented and the stock and bond holders were receiving their interest and dividends with commendable regularity. The transportation lines were vie- ing with each other in their provision for service; the public generally were traveling on convenient and comfort- able trains at reasonable rates, wh le commerce was in no wise retarded by impossible charges or regulations. Physically and financially, the roads were, as one might say, “on easy street,’ and while in some instances they were asking relief by legislation from some onerous restriction, which, as a whole, the public were willing to grant them, there was little, if any, disaffection or dissatisfaction. In fact, never in the history of rail- roading had the waters of commerce and business been more placid, and if you enjoyed the acquaintance of railroaders in authority before, dur- ing or after government control had ceased, the sentiment expressed is a unit on this point. Mr. Willard has given the public a chance of seeing the light, and while the investigation now in progress, at great public expense, will result in nothing of a tangible retroactive na- ture, it will be some satisfaction to the public to know that the railroads were not skidding toward the “dem- nition bow wows,” as McAdoo would have us all believe when he took them in charge. Vindication and justification for his acts will be in evidence when he per- mits the public to express their opin- ion of the merits or demerits of his acts, rather than to depend upon the voluminous proceedings of an investi- gation committee appointed by and with the consent of McAdoo. Some time ago when the Supreme Court of Michigan, after a careful consideration of the claims of rail transportation companies, decided that railroad rates, as promulgated by State legislation and enforced by the State Public Utility Commission, were reasonable and just, the parties at in- terest concluded that the State courts were too insignificant for their pur- poses and ends and carried their trou- bles to the National tribunal. Now they have condescended to again invoke the aid of the State courts in securing a declaration from that body to the effect that the mod- est auto bus is a menace to civiliza- tion in the hope that such court will abrogate the sovereign will, and com- pel the public to fall back on such discomforts and inconveniences as may be expected from the rail lines which, even now, in the face of keen competition, are abandoning railways, trains and service of all kinds and, in- cidentally, business principles. The Grand Rapids, Grand Haven & Muskegon electric railway disputes the right of a privately owned auto bus to enter into competition with them or even go beyond formal com- petition and provide service for the public which they are either unable or unwilling to perform. It seems the rail line was suffering a loss of traffic because of decreased service, increased charges and the fact that an enterprising citizen of Grand Haven decided to supply local requirements by placing in service auto busses, which at once became popular, especially when the rail ser- vice was inadequate and _ unsatisfac- tory. The interurban company began suit against the individual, in this case known as Stevens, asking for an in- junction to restrain him from operat- ing a jitney service between Grand Haven and Grand Rapids. This the lower court refused to do and the case is now being considered by the Supreme Court on appeal. The railroad company contends, basing their contention on the State constitution and an old almost obso- lete law granting certain rights to common carriers, that under their franchise rights they are entitled to monopolize the transportation of the residents of the territory in which they operate. If such a law really remains on our statute books it should be ex- punged forthwith, and I look to the Supreme Court to give it the initial push toward that goal. Should, by any possible chance, a’ decision favorable to the railroad re- sult, it would open an avenue of per- secution and interference with private rights which would smack of piracy and holdup methods. It would be only going a short step beyond to say that no method of travel, except possibly pedestrianizing, would be legitimate, and the poor boob who has been foolish enough to thing personal property rights justi- fied him in employing other than “foot power” locomotion, would find it the pernicious act of a malefactor to operate his automobile for the transportation of his family or friends, because the rail line was justly en- titled to his patronage. There is little doubt as to the ulti- mate decision. The interurban will gain only increased prejudice at the hands of the public and loss of pa- tronage from people who now use their facilities, but who will not eter- nally submit to discomfort and ex- tortion. W. H. Istler. —_».~——— There is no advantage in advertis- ing the fact that you are short of money, but don’t try to cover it up by spending what you haven’t got to spend, Detroit Princess Manufacturing Company. Makers of Women’s, Misses’ and Children’s Dresses. For over twenty years our product has been sold to the best merchants throughout America. You will be wanting wash dresses now. We have them in stock. If our salesman has not called, send for samples. DETROIT PRINCESS MANUFACTURING COMPANY, Detroit, Michigan. Factory and Salesroom 675 to 693 East Larned Street. his Is Worth a Million to You To know you can be cured of Rheuma- tism, Neuralgia, Neuritis, Bright’s Dis- ease and Diabetes, high blood pressure and prostatic troubles and all rectal and colon affections at the Teller Hospital by a new method called the Teller Method—after the author and originator. Come and see and be con- vinced. eller Hospita 296 South Gratiot Ave. MOUNT CLEMENS, MICH. 32 Senatorial Timber—Sleeping Bear— Too Much Authority. Glen Lake, April 25—Hon. Patrick H. Kelley, candidate for the United States Senate, has announced a ten- tative platform which, in addition to “My country! My flag! and a Bonus” includes a plan favoring lower rail- road rates, and an objection to the Federal Government and courts in- terferring too much in purely local and state affairs. The annals of Congress do not par- ticularly show when Congressman Kelley has distinguished himself, ora- torically or otherwise, in promoting any legislation favorable to either the cutting down of railroad charges or non-interference with state affairs. There is still time, before the State primaries, for the presentation of some evidence of sincerity on the part of Hon. Patrick H. and we will be glad to know that he is alive t the needs of the hour. While on the subject of candidacy for Senatorial and Congressional hon- ors, | want to say that | consider Governor Groesbeck as an ideal and logical candidate for the Senatorial toga. While it might look like a dis- advantage to the State of Michigan to transplant from Lansing to Wash- ington this most entrgetic and versa- tile individual, it looks to me_ as though the exigencies of the times demand statesmanship of the Groes- beck brand, and the record already made by the Governor is a clear in- dication that no mistake would be made if the State electorate saw fit to promote him, not only as an evi- dence of esteem and appreciation, but as a promise of better and more ef- fectual representation in National af- fairs. A short time ago I had the pleasure of listening to a terse and concise explanation of State conditions by the Governor, which was replete with in- formation as to financial conditions in State affairs and reasons for the largely increased tax burdens on the public. He did not attempt to gloss over the real state of affairs, nor was there any show of egotism on his part or upon_ his administration. While extraordinary demands over which he had no control whatsoever were made upon State finances, there is every evidence to show and reason to be- lieve he is a strong advocate of econ- omy, and his administrative record proves it. Not alone am I expressing my ad- miration of the Governor’s | good qualities, but daily in my _ perigrina- tions about the State have I heard ‘the same expression of opinion by men of prominence. I do not even know that Governor Groesbeck has expressed himself on the subject of such a candidacy, but I hope it may be brought to his con- sideration. Hon. David H. Day, well known as a pioneer of Leelanau county and resident of Glen Haven, in speaking of Sleeping Bear sand formation, in the aforesaid county, which is one of the points of greatest interest in the State. being a stretch of sand extend- ing from Glen Haven to Empire, a distance of eight miles, ranging in width up to four miles and a max- imum height of 665 feet (the largest dune in the known world, with the possible exception of one in Holland) supplies me with the following Indian legend which ought to be of much interest to readers whether they have ever been fortunate enough to explore this formation or not: Many years ago the Wisconsin shores of Lake Michigan suffered a famine so great that even the wild animals died of want. A mother bear and her cubs walked the beach for days, gazing with wist- ful eyes across the deep waters at the verdant shores of Michigan, long- ing to reach them, but not daring to make the attempt. Eventually hunger MICHIGAN TRADESMAN overcame timidity and mother bear struck out with a cub on each side. At first fortune favored the three. Nearer and nearer appeared the goal as the mother’s words of encourage- ment urged on the weary, nearly famished cubs. When only twelve miles from the land of plenty the mother’s heart was rent as she saw a babe sink. With the remaining cub she struggled to gain the beach. Two miles of slow dragging and the second of her cher- ished ones sank beneath the waves. The mother reached the beach and crept to a resting place—now known as Sleeping Bear—where she lay down facing the restless waters that covered her lost ones. As she gazed, two beautiful islands slowly rose to mark the graves. These were called North and South Manitous—the home of the departed spirits. To this day the Sleeping Bear is pointed out to all voyagers up and down this great lake. A demand will, no doubt, be made upon the next Legislature to revise the laws regulating the procedure of probate judges, who were some years ago given a free hand to administer the affairs of their office without supervision of any nature by a higher authority. In fact, under the pre- vailing law there is no higher authority. A probate judge has perogatives which would not be granted a reign- ing monarch by a sensible consti- tuency. A recent investigation with the ac- counts of one of such officials by the board of supervisors of a certain Lake Michigan county developed the fact that public funds were being de- voted to private use to an alarming extent, but when the attention of the prosecuting attorney was called to the matter, he, upon looking up the authcrities on the subject, submitted an opinion to the effect that there was no redress, that such an official was delegated such powers of dis- cretion that he could disburse public funds without restriction of any sort whatsoever, according to his own in- clinations. In this particular instance the ad- ministration of the office and the ex- penditure thereof were of such a char- acter to cause a public scandal. Ap- peals were made to higher authorities, but without avail. The medical department of the State University at Ann Arbor, with its free clinics, is authorized to furnish also gratuitous treatment to such residents of the State as are unable through force of circumstances to pay for same. Probate judges under the law may indicate who shall receive these benefits and in cases of indigents may provide transportation to and from Ann Arbor at the expense of the county and in extreme cases at- tendants and nurses may be provided to accompany the patients. In the particular cases at point the probate judge had sent people of means to this mecca for sufferers, accompanied by members of their families, and in several instances his —the judge’s—own family, and with- out explanation et any nature or vouchers of any sort, paid out the public funds with a lavish hand and without a shadow of legality. In one or more instances it was found that he had disbursed public funds, ostensibly as the expenses of his own spouse as an attendant, when in real- ity she had gone to a neighboring city on a shopping expedition. In another instance the investiga- tion developed that the deficient off- spring of one of the well-to-do citi- zens of his county had been consigned to a State institution at the expense of the county, clearly in violation of public ethics, and yet fully within the limits of the authority granted by the statutes. The widows and _ orphans’ funds are also disbursed under similar reg- ulations and show the same evidence of maladministration. The only redress the public and taxpayer now have in reserve is an appeal to the Governor or the selec- tion of judges at the polls who will not abuse thieir privileges. The instances of this character are by no means rare, but of course, it would be a rank injustice to say such practice is general. In fact, many incumbents of this particular office have publicly deprecated the loose methods obtainable under such un- businesslike legal proceedure and are referring cases of this character, when in doubt, to their local county law makers. The statutes certainly need revision and the voters should follow them up by squelching such officials. Frank S. Verbeck. Making the Sales Letter Actually Sell. The average merchant who goes in for direct advertising is working his mailing list overtime nowadays in an effort to stimuldte buying, but, never- theless, many retailers are failing to get satisfactory results out of this merchandising activity, according to Charles L. Kendler, sales manager of the Pennsylvania Knitting Mills, Phil- adelphia. This failure is not to be considered a reflection on the prac- tical value of the mailing list idea, Mr. Kendler points ‘out, but is generally due to the fact that the right kind of sales letters are not being used. “Among the millions of letters which daily clog up the postal service of the country there is so little of real sales talk, or constructive merchan- dising appeal in such messages which are written and mailed with the idea of creating business that the majority of them are hastily glanced at by busy men and women, or .they are read skimmingly and, without further thought, dropped into the oblivion of the waste paper basket,” Mr. Kendler declared. “Read through the next batch of business solicitation letters that come to your desk. Why don’t they stir up in you a desire to investigate the ar- ticles they mention? Why are you left cold and unresponsive? Why do you fail to fill in and return ‘the en- closed post card?’ Finally, why do you toss them into the waste basket and promptly forget the entire matter?” “Tn a great number of instances it is because the writers of these letters failed to take into consideration the fundamental basis of all selling—the other fellow. It is strange, but sadly true, that we sometimes become so enraptured in the merits of the ar- ticle we have to sell—our child as it were—that we ramble into an im- passioned description of it and for- get that the other fellow does not care a ding about it all. We get so wrapped up and interested in ‘our child’ that we think the prospect we are addressing will sit patiently and listen to the wonder of it. “Did you ever hear two men talking about the clever antics of their young offspring? While the one man re- cites what a marvel of a youngster he has at home, and how he says this and does that, the other man can hardly contain himself from interrupting the flow of speech to tell. what a simply perfect specimen of humanity he him- self has running around at home. But, meet a man on the street and tell him that you met his boy or girl, and. that you were astonished at the genius, wis- April 26, 1922 dom, intelligence, etc., of that child of this, and he will warm up to you, and his eyes will sparkle with interest. He will miss his lunch to listen to the eulogies of his child. “Tt seems to me that this fundament- al human characteristic should be constantly borne in mind in writing a sales letter. Many retailers in address- ing their trade through the mails are too apt to launch into a discussion of their own problems, instead of basing their selling talk on the problem of the consumer. It matters little to the average prospect that the clothing store is slashing its prices because the landlord has refused to renew the es- tablishment’s lease, or at all events, if the consumer would be mildly inter- ested in that circumstance, the chances are that he would be a great deal more interested in a sales letter which started out by discussing this own ap- parel problems. In other words, in- stead of confining himself in his mail- ing list campaigns to a glowing ac- count of what he has got and how wonderful it is, the retailer should take care to stress what it will do for the other fellow. “One of the most important things in a successful sales letter is its open- ing paragraph. A story, play, movie, or news article, lives or dies by its title or headline. That is why the moving picture people take a standard novel, written by a celebrated author, and promptly change the title. No matter how wonderful the original book, with its original title, may be, the modern movie audience will not show any interest in it if the title is not attractive. The latter must be re- vamped or jazzed up to date. Was not Barrie’s ‘Admiral Crichton’ chang- ed to ‘Male and Female’ when the work was adapted to the screen? In the same way, if you do not start your sales letter with words which create a compelling interest on the part of the reader, no matter how good the balance of the letter may be, he will not read it. “There is naturally no standard form for the opening paragraph of a sales letter. Every letter has its own work to perform, and each one is dif- ferent from the other. The writer of such a letter therefore must work and think until he finds the opening two or three sentences which he feels will absolutely interest and ‘get under the skin’ of the man to whom he is send- ing the appeal for patronage. “Another point—the sales _ letter should be specific. It should not be written in the slipshod method known as ‘batting out.’ Every word in it should be carefully weighed in the balance. Just ‘because it is correct English does not warrant its being there. It must have a definite reason for being incorporated in your letter. It must convey a definite thought. Every man who makes or sells any- thing naturally thinks he has the best for the money. But isn’t it a fact that nine out of ten of the socalled sales letters which you throw into your waste basket have this kind of general- ity in them?” a The man who says the trade jour- nals can’t tell him anything about running his business is so narrow- minded that probably they cannot. lena RAS We A ABI 4... thi Ciba ca RRE EA Lenin PAA NH EI 4... thi Ciba ca RRE EA April 26, 1922 MICHIGAN TRADESMAN 33 Can Afford To Mingle Reason With Sentiment. Detroit, April 25—I read with in- terest mingled with sadness the arti- cles which appear in the columns of the daily papers regarding Sir Arthur Conan Doyle’s discoveries in the realm of spiritualism. It is sad- dening to see that such a large pro- portion of people can sit patiently and listen with such credulity to utter- ances such as those made by Sir Arthur Conan *Doyle — utterances which insult the reason of intelligence. Since the close of the war there has been much interest displayed in the question of immortality and the pos- sibility of communicating with the dead. Of course, this is a question which has been in the minds of peo- ple almost from the beginning of time, but it has become very pro- nounced since the war. It is only natural that people who have seen their loved ones cut off in the fulness of life should yearn for communica- tion with them or that those who are now approaching the end of their short span of years should be anxious to determine if there is a world to come. It is hard for mankind to believe that this short life, full of trials and sorrows and its few rewards, is all there is; that when death comes it is death, the end. He wants compen- sation for his struggles, for his acts of charity, etc. He is too proud to die; he wants immortality; he cannot live his life without that end in view. The instinct is to live; conscious man refuses to die. But while I greatly dsiagree with the views of Sir Arthur Conan Doyle, I do believe in immortality—the im- mortality that is achieved by living a sane, unselfish and clean life. I do not believe that there is any “ready made heaven” to which I will repair after death if I have been good on earth. In fact, 1 am not so much con- cerned with what happens to me after I die. I am absorbed with life, and I know that with every utterance of my tongue, every action and thought of my being, good or bad, I am achieving immortality. I am achiev- ing it consciously and unconsciously. I am as powerless to control this as to control the elements. It is, I know, an impersonal immortality, in which I shall have no selfhood and no material compensation. But I be- lieve that no man was ever created in vain and that no matter how hum- ble or remote a life may be it is bound to have its influence, good or bad, in a greater or lesser degree, on some other life, and that influence incorpor- ated into another life is in some other way and measure bound to be passed on to a third and so on down through the ages. I am therefore in this way a link with the past and present, and it is for me to determine how strong that link will be forged, how long it will last. Would it not be well if some of the worthy people who hung on _ the words of Sir Arthur would take thought on the kind of immortality they have already achieved? I think we can afford to mingle reason with sentiment and traditional instinctive beliefs. Rosa Attinson. ee The Wonders of To-day. You press a button and electricity floods the room. Grandma had to wash the globes and trim the wicks of oil lamps. Her mother patiently made tallow candles, for progress. had only begun to conquer the black night. You can count on your fingers the generations that have passed since France had a tax on windows and poor people spent their nights in darkness and foul air. When you are inclined to bay the ‘moon too loudly, just consider the hardships you missed by tot being born 200, 100 or even fifty years ago. PRICES CURRENT ON STAPLE DRY GOODS. List prices corrected before going to press, but not guaranteed against changes. Dp sg Muslins. Outings and mannan. Wool Goods. Ladies’ Knit Summer Vests. 1x1 Rib Gauze Vest, Bodice Top, V nk., Band top ect. reg. szs. 36-38 2 00 extra sizes 40-42-44 2 25 Se aoe 15 Cashmere Twill ---- % fruit of the Loom -. 17% 27 in. Unble. Canton 14° °¢{8. Hamilton, Ay oy Bvevo ooo 13Y¥2 100 Flannelette ~-_-.. 12% No. 75, 44 in, Storm Cee 16 1931 Outing Lights - 13% “Sere 82% 44 Indian Hd. S.F. 26 1921 Light Outings 13% No, 4040, 60 in. Storm Big Uniin ooo 11% Scotchdown Shaker - 15 Serg : 110 oe eS ee 16 Appledown Shaker -. 15 eee ee eer ee 15 Appledown Shaker .. 16 40 in. ‘hoe Pla. 1 324% yg ag Indian Head _. 20 24 in. White Shaker 11% 50 in. Julliards Pla. 2 00 33 in. Indian Head __ 18% 26 in. White Shaker 12% 6120, 50 in. French 54 in. Ind. Head L. F. 32% oe an aa be MEPTEG 22 1 50 Unbleached Muslins. ee co -” in. Storm 87% laza | ---------------- 09% Draperies and Cretonnes. — 964. 36 M2 11% ; 2215, 50 in. Storm Gidat ___... Se ee 1% Hamilton Twi poy is. .Seree ------------ 1 22% oe ae a h6G Cig $00 ose u Drape 2. w--------- Pillow Tubing. Westmoreland Creto. 16 D RN Tricotine -. 1 65 42 in. Seneca —-_.--- 2% eee ee —— 18% 45 in. Seneca __. 34 stratfor retonne.. 2 tm Popoercll ___ sie 3544 D. B. Serim —— 18% pon Caress Warp. : 45 in. Pepperell __-.° 31 8177 Curtain Net _-. 30 eerless, White ----~- 42 386 in. Edwards _____ 25 8432 Curtain Net _... 62% Peerless, Colors ---_-. 48 a in. Indian Head — - 0 a eee aoe a ‘42 in rol 3 ragon Drapery ---. 27 45 in 86 in. Art Cretonne.. 25 18 i Diaper Cloth. i 42 in 86 in. Elco Tapestry. 30 py i Seconds ----.- . - 45 in. rh mencedinaienreconeneatinne 40 in. Quinebaug ---. 30 Linings and Cambrics. 22 in, _.....-_........ 1 85 Denims, Drills and Ticks. Ee a eee ae% 26 ih oo ae 220 Blue Denim __-_ 18% No.1 White Satine _ 14% 27 im. -----------—----- 1 60 240 Blue Denim -... 17 No. 50 Percaline --. 16% 30 in. ~-----.--.---- -— 1 75 260 Blue Denim --- 16 DD Black Satine -. 25 Steifels Drill —______ 16% Satin Finished Satine 42% Notl Sogou AOA Wek | Mee eenee Basins 6c oe sd in. Printed Satine - Oe nec 27% Windsor Cambric _.. 09 1225-F Boston Garters 2 26 Cordis, “ACA Tick -- 265 Parkwood Wash Sat. 57% Rubber Fly ie ” Warren Fancy Tick 32% Thorndyke Fy. Sat. 35 Meritas Ol! Cloth Roberts Needles ~_.. 3 $0 Amoskeag, ACA ---- 27% 5.4 white ¢ 3.9, Stork Needles ----. 1 00 Cambrics and Longcloths. 4-4 Mossaics doe a Steel Pi s. Cc ae ee Berkley, 60 Cambric 20 5-4 Blue Figure _---- 3.25 el Fins, 5. C. 300 42% ao be Rave » be White (oc 4.25 Steel Pins, M. C. 3800 45 erkley ains’ -4 ns ao ee 4.10 Brass Pins, S. C. Old Glory, 60 Camb. 17 6-4 Sanitas _..-.- 3.50 Brass te c = - Old Glory, 60 Nain. 17% All oil cloth sold net cash, ps D Diamond Hill, Nain. 1544 no discount. Coats’ ‘Thread RD HMigmond ball, Camp. Fi eee 77 Longcloth —__--- 12% Flags. Doz Clarks Mile-End Td. 659 s Longcieth nah i ee Ra 4 oe J. J. Clarks Thread. 66 ongcloth —----- x n. Spearheads 7001 Longcloth _----- 15 18x30 in. Spearheads 1 sa SS) (*poroush Halrnets, | 7002 Longeloth ~-.--- 16% 24x36 in. Spearheads 2 95 ee ee ete 7003 Longcloth ~----. 19 ch Caetereua Hairnets 7004 Longeloth ~----- 24 axe o Relanes ee ‘ 70 + Mesh --------... = Sieuase x . eliance ~13 Ginghams. oe ic eee tec Lag B. M.-C. Crochet Got, ts és Ae a aa vy poea . a ate : - B-4 Clarks Crochet C. 90 oile du Nord --.--- : nce 6 ta se 1 «Ge tetas Gok ae te Crochet Cotton = 9% Dan River _--------- 17% 5x8 ft. Defiance Swd. 275 Sa@nsilk Crochet Cot. 55 Everett Classics ---_ 15 6x9 ft. Defiance Swd. 3 60 Dexters’ Knitting Amoskeag Staples -- ae 8x12 ft. Defiance Swd. 5 20 Cotton, White “.._._ 1 50 Haynes Staples -.-. 12 10x15 ft. Defiance Swd 8 00 Dexter’s Knitting toes Ce in. ee ote Ste we 8 Cotton, Bik. “ool'd._ 176 ates, Woe erling Woo ' " a cretion, Mi sour tay No. 7 Walia Bae 9 00 ee . M. C. Seersucker 2 uslin s . ; : Kalburnle, #2 in. -—— 30, Whyonsicd, sheina 2 20 Jacquelin i , ——_ rinse. oT 40 Sheets and Pillow Cases. Fleischers Spanish 32 in. vee ao oe aan poe omg a & Worsted, balls - _. 2 60 Manville ambray — x ‘equo ea. 6 Red Seal Zephyr --. 18% es ao — Ly 35 Teo. on Prints and Percales. 81x90 Posunt Blea. 18 _ Fleishers Saxony, ba. 3 70 Columbia, Lights .. 13% 81x90 Standard --._._ 13 50 Fleishers Knitted Columbia, Darks --- 16 seca Tie Cases, 475 Worse. Pals... 2 60 ot ee a iby Ge enw Piste sic Pefahee Seth & eee nee ee ek cee SNS ewenve Hines Manchester 80x: é 2X equot S. S. -_ 6 Scout, 64x60, Lights 12% 45x36 Pequot S. S. __ 5 20 onweeve Mandk®.. % Scout, 64x60, Darks. 14% 42x36 Meadowbrook _ 250 Rit Dye Soap -------- 80 Shirtings -—- (08. 42x36 Lenox —_-----___ 275 Wolverine Dmesh Cap Reds. i ES 42x36 Standard —____- 3 00 Net 80 Childs’ Waists. : Hoslery—Men’s. “Cub” Bait vee Se 7 Men’s 176 Needle Cotton Cut Toe 1 00 “Bear” it PO , 22 wee ea ee oe Men’s 220 needle full merc. hose ~~ 2 85 Men's 240 needle fiber silk hose ~-. 4 50 Men’s pure silk hose -~------------- 6 00 Mercerized 1x1 and 2x1 rib vests, Nelson’s Rockford socks, bdls. ---. 1 20 Asst. Styles, reg. sizes 36x38 -... 4 50 Nelson’s Rockford socks, bdls. ~--. 1 30 extra sizes 40-42-44 -------------- 5 00 Nelson’s Rockford socks, bdls. ---- 1 50 Ladies’ Knit Summer Union Suits. Infants Hoslery. ga plein 75 Cashmere, Silk Heel and Toe, extra sizes 40-42-44 ~_.--__-.--- 25 60 per cent. Wool -------------- 412% 14 Cut Combed Yarn, Asst. Style, |. | Infants’ Cotton Hose 1x1 Rib ------ 1 00 Regular Sizes 36798 -------------- § §9 Infants’ Mercerized 1x1 Rib ------ 2 50 14 Cut ee Lisle, Asst. Styles, i Infants’ Fibre and Wool Hose -._-.. 6 50 R far Sizes —2 2 ee Been Bizes : SE ee ies 8 00 Boys’, Misses and Ladies’ Hoslery. o —— ey ates Misses 1x1 Cotton ae vo. oo isses needle combe ose, bxd. 1 doz. $2.25 on 7 rise 10 fall 05 Boys’ 2x1 Cottoe, a. a ete Boys’ § Se Ge on 9, extra clean yarn * os ° R. ’ on 8 GRI0Rh) 6 Bathing Suits for Spring Delivery. Ladies’ 220 pe combed yarn rasa seamed back -—.---------.-- 50 Men’s all pure worsted, plain —— 22 50 Ladies’ 220 needle merc. hose with Men’s all pure worsted with chest pe nee rib. top fashion seam . Gtrines 220 --27 00 to 33 00 Ce ee ee ee 25 00 i ad hose, ten 8 SB Ladies’ all pure worsted, ‘pisin __ Ladies! oo nies, ee top __..-- 8 00 Ladies’ all pure worsted striped and Ladies’ fleeced hose, rib. Bone eae color combinations ---- 27 00 up Athletic Underwear For Spring. B.V.D.’s, No.01, Men’s union suits 12 62% Seal Pax, No. 10, union suits -. 10 50 = sean Nainsooks, —_ ce Men ‘ Sasitinn kick eae at 50 Men’s No. 150 ‘Hallmark’ = Naisoge 2.2. $9 75 Men’s 64x60 Nainsooks ~...-~---- 6 60 Men’s 84 Square Nainsooks -... 9 00 Men’s Fancy Nainsooks -------- 9 00 Wide and Medium Stripes. B. V. D. Shirts and Drawers, Shirts: 0 se 87% ROWER oui 7 26 B. V. D. Athletic Style No. U-101 12 62% U-BD Youth's B. ¥. D. _._.____.____ 8 50 Boys’ ‘“Hanes’’ No. 766, 72x80, Nainsook Union Suits ~.-.---.-. 7 25 Boys’ ‘‘Hanes’’ No. 856, 72x80, pion GSN et 6 25 Boys’ 64x60 Union Suits ~--.---- 5 00 Boys’ 72x80 Union Suits ea oanee 6 25 LSSI—Girls ‘‘Sealpax’’ pin ch’k N’sk. 8 50 LBBI—-Boys’ ‘‘Sealp.’’ pin ch’k N’sk. 8 50 Men’s and Boys’ Cotton Underwear for Spring. Men’s Egypt Balbriggan Shirts and Drawer .... $ 4 50 Men’s Egypt Balbriggan Union Suits 7 50 Men’s Egypt Ribbed Union Suits 8 00 Lawrence Balbriggan Shirts and OR i cect 7 60 Men's Cotton Ribbed Union Suits, Egypntion —................... 8 50 Men’s Combed Yarn Cotton Union Sutta, Beyntion —..... 2 00 Boys’ Balbriggan Union Suits, Egypt 4 50 Men’s Dress Furnishings. Slidewell collars, linen or soft _... 1 60 Neckwear 2 10, 3 75, 4 50, 6 00, 7 50 9 00 Flannel night shirts -...--.--..... 10 60 Dress pante 2... br = to 48 00 Withee to 19 60 Dress shirts... 00 te 48 00 Laundered stiff cuff shirts, $0 aq. CECH 16 50 President and Shirley suspenders .. 4 50 Men’s ‘“‘Linine’’ Collars, per box 34% Men’s ‘‘Challenge’”’ oe doz. 2 75 Men’s Wash Ties —----- $ $2 00 2 75 Men’s Muslin Night Shirt, te. Hee a 00 Men’s Muslin Pajamas, per doz._. 16 50 Men’s Work Furnishings. No. 220 overalls or jackets ----_- 12 00 No. 240 overalls or jackets ~.---_-- 10 50 No. 260 overalls or jackets .-...--- 9 00 Stiefel rope stripe, Wabash stripe Club or Spade overall or jacket, 2 seam, triple stitched ------.... 13 50 Coverall Riga 25 50 Cottonade pants —.--.---.. 15 50 to 21 00 Black sateen work shirts ~------.. 9 00 Nugget blue chambray work shirts 8 00 Golden Rule work shirts -......... 7 60 Piece dyed work shirts ~.-..----.. 6 50 Best Quality work shirts -_ : bes to 16 50 Work suspenders —~--------- to 7 50 Shirley Police or X Back aus eg hs 4 50 Boys’ Furnishings. Knickerbockers -~-----..-.-. g a 2 15 00 Mackiviawh 3 8 50 Overalls, Brownies, etc. —-— é 50 s 9 00 Youths’ Wabash stripe overall -_ 10 26 Coverall... 2k. 12 00 to 16 50 68x72 dress shirts 8 50 “Fonor Bright’ Stifels ‘Wabash Stripe Romper, Red Trim ----.. 7 50 ‘Honor Bright’? Khaki Romper, ed “Srim. 2 8 00 “Honor Bright” Plain Blue Romper, Week "Rr ee 7 50 Play and Wash Suits --_-$11 00 to 24 00 Boys’ Suspenders, Fish Back, Blat Bde 222 1 42% Youths’ Suspenders, 28 in. Cross- Baeks, Lea. Ends ..............._.. 2 25 Caps and Umbrellas. Black sateen shop cap, doz. ~--... 1 00 Dress caps, men’s, i -. 7 50 to 19 50 Dress caps, boys’, 25 Men’s & Ladies’ tmbrelias 10 60 to 48 00 Men’s ‘“‘Scotch Tweed” Caps, Silk Lined, Plated Backs, One Piece Tops, Extra Quality —_......... 00 Men’s, Boys’ and Ladies’ Straw Bats, “Peanuts” —......__.._.-. 2 00 Ladies’ Furnishings. Middy Blouses, red, green, or navy wool flannel, each ---......-.-.. 4 00 Serge middy blouses, each ------~- 3 50 Voile waists, doz. ------.. 9 00 to 15 00 Georgette waists, each ~~ -----.--.. 4 00 Crepe De Chine waists, each ~----. 3 25 Tricollette waists, each ~ -----.-.-. 3 25 Bungalow percale aprons, dz. 7 50 to 9 50 Bungalow Gingham aprons, doz. 13 50 Gingham house dresses, dz. 24 00 to 48 00 Best sateen petticoats, doz. 9 00 to 13 50 Pettibockers, d6e. 6 8 50 Bandeaux, doz. ~--..------ 2 25 to 12 00 Brassiers, doz. ----------~-- 3 25 to 13 50 Silk and cot. Env. Chem, dz. 6 00 to 19 50 “Pricilla’”’ Sunbonnets, doz. ----.- 4 00 Muslin Petticoats ~------. $12 00 to 19 59 Wash or Tub Over Shirts $15 00 to 36 00 Children’s Dresses. Children’s Gingham Dresses $9 00 to 22 50 TRADESMAN April 26, 1922 i; SS —_ 34 MICHIGAN - 2 2 TE ¥ \ F PY Y Dry GooDs, | | FANCYGOODS ~» NOTIONS | = =a a= os S ol CAS 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, Tonia. It Pays the Dry Goods Dealer To Be Courteous. Written for the Tradesman. Customers of the dry goods store include folks of all sorts, and some of them undoubtedly tax salespeople to the limit; but keep smiling. Nothing like a saving sense of humor. If you are behind the coun- ter—or anywhere else for that matter —take your work seriously, but not too seriously. Unbend. Try to get your customers to unbend. A little cheerfulness now and then doesn’t hurt anybody. Of course it is not to be expected that you will be equally cheerful at all times and under all circumstances. Life is made up of sunshine and shadows: but try to keep the shadows few and far between. We are all afflicted with off days, but happy is the person who reduces this affliction to the lowest possible mini- mum. Since a whole lot depends on how you feel, make it your business to feel fit. Feelings can be controlled to a very large extent. Sometimes it is not as easy to handle customers as it js at other times, and the difference is not so much in our customers as in ourselves. Have you ever stopped to reason why? It is largely a matter of mental at- titude. When we are feeling well and strong—simply bubbling over with health, happiness and_ confidence, sales seem to be made so easily. Our ideas seem to get over. Our very wishes seem to carry an occult and indefinable punch. Even hard-boiled customers come around to our way of thinking. And sale after sale is made. And the world seems passing fair and good. Start your work in the morning with a smile—even if it is a forced smile, and you don’t feel a bit that way. As the day advances and you retain the expression, you will gradu- ally feel yourself living up to it. Be- fore the day is over you will be in excellent fettle. Some of the thoughts contained in the above observations came to the writer as a result of an interview with an exceptionally bright and successful little dry goods saleslady. In con- versation with her boss, he incident- ally spoke of this little woman and her work. Of all his salespeople— and there are twenty-five or thirty of them—it was evident to the writer that the owner of this dry goods store re- garded this particular little woman as his best sales lady. An exceptional saleslady. By all odds the best in a group of twenty- five or thirty. This was interesting. Always it is the people who are ex- ceptional in their respective lines— folks who admittedly do things a little better than just the average—that ap- peal to us. It occurred to the writer to seek her out and just get her talk- ing in an off-hand manner concerning her way with customers. Not an in- terview. If she had known that I was getting her to talk for the Tradesman she would have been frightened. So our little confab wasn’t at all like a formal interview. It was more like a little informal chat. But the writer got a few ideas which may help others. Maybe they will help you. First of all, this one: keep smiling. “It is mighty hard to keep smiling, but it pays to do it.” She was smil- ing as she said this. It was a pleas- ant, infectious sort of a little smile. The little saleslady isn’t to say pretty, but she has a good, round, honest, kindly face. She isn’t pert. She doesn’t frowse her hair and she does not use lipstick. Se \does not chew gum. When she smiles her lips part revealing white, even teeth. And the smile is in her dark blue eyes as well as on her face. It is a full portion smile. I knew a salesgirl once who smiled on one side of her face only. There was something suspicious about that smile. There wasn’t enough of it. It played at this corner of her mouth, now at that, but seldom all over her face. If you are going to smile at all, put out a full portion smile. I think from the way the exception- al little saleslady smiles, she really en- joys a smile. It breaks out so spon- taneously. It lights her entire face. It beams radiantly in her frank blue eyes. The writer could easily enough un- derstand how that smile would es- tablish a sort of comradeship between the little saleslady and her customer. Not one of your bored, superior smiles! Gracjous, no! It was a sympathetic, friendly smile. Bitter, cynical people can’t smile that way. If one is pre-occupied half- hearted, and rather fed-up on life in general and clerking in particular, one cannot smile that way. The little woman incidentally said something that threw light on that smile. And this is what she said: “Oh, I have the most interesting customer. She came in to-day. She doesn’t live here, lives in L—, some twenty miles from here, but she does most of her shopping in the dry goods Jine at our store. She is rather an oldish woman, walks on two crutches, and has the oddest voice. It is one of those dry, crackly sort of voices. and booms out at you sud- denly; but she is a regular old dear in spite of her voice. I imagine her voice was once sweet and musical. I think she must have been awfully at- tractive as a girl. When she comes in she always sits down and every- thing that is shown her must be brought to her. Yes, of course it takes more time, but—of, well—I don’t mind. I don’t know why, but she al- ways calls for me.” (I think I know why; it must be the smile referred to above.) “Well, the old lady-on-crutches was in to-day, and she seemed so glad to see me. She told me about her flowers and her little chicks and how her daughter’s wonderful baby is com- ing on. It is only two months old— this wonder-baby—but it is a prodigy, of course. And—yes, she bought over twenty dollars’ worth of goods.” “And, speaking about out-of-town people, there was the nicest old farmer in this morning. He had a heavy, rough voice and a hostile way with him. I think he really scared some of the girls. One of them ap- proached him and asked what she could show him. “Nothin’, miss; not a bloomin’ thing. Hey? Nothing, I tell ye’-—with a rising inflection in his voice—‘Nope, not a thing. I jist came in to sort o’ look around.’ “And the girl shied off and let him look. As soon as I got through with the customer I had on hand I went over to the farmer and said, “Hello, isn’t it great out this morning?” : SAUUAAAAUAATANEESUOGOOGAUEAOEQEEQEOAUEOOAUUOGOOGUEOUEOSUOOUOGUEOUEOEOUOCOEOACEOUEOTEUAEO ETHEL Pearl Buttons The big season on pearls is approaching. Get the new novelties now for trimming those gingham dresses. variety. Buttons of all kinds and styles in endless “Tt is purty, ain’t it?” That was enough. I asked him where he lived, how he came in, how his folks are, and how things are look- ing up his way. And finally got him over to the counter where we keep ginghams, ratines, etc., and directly picked up a gingham and said, “Isn’t that pretty?’ “Why, it is, ain’t it?” I sold him a dress for his wife off of that piece. One for his daughter aff another piece. Ditto trimmings, several pairs of stockings, some ribbon, hand- kerchiefs and notions. Over ten dol- lars’ worth all told. The other girls thought it was wonderful the way I did it, but it wasn’t; it was just as easy. They could have done it too if they had handled him right in the beginning.” Yes; “Ifi—” Well, it pays to be courteous, doesn’t it? Frank Fenwick. —_—_--->___ Corporations Wound Up. The following Michigan Corpora- tions have recently filed notices of dissolution with the the Secretary of State: Hollister Laboratories, Detroit. Ishpeming Furniture & Hardware Co., Ishpeming. Kkentucky-West Grand Rapids. British Columbia Lumber Co., Man- istee. Wayne County Building Co., Detroit. Genest Realty Co., Detroit. Honduras Timber Co., Grand Rapids. Schreibman & Fish Construction Co., Detroit. Heffley Plumbing Co., Battle Creek, Universal Valve Co., Grand Rapids, Park Pharmacy, Grand Rapids. Kelly-Koppin Land Co., Detroit. Pontiac Steam Laundry Co., Pontiac. Au Gres Amusement Co., ‘Au Gres. Upper Peninsula Brewing Co., Negau- nee and Marquette. Virginia Coal Co., | Quality Merchandise — Right Prices — Prompt Service | WHOLESALE DRY GOODS RITE EE LEE EEELUEEEUELELEO OPEL COLE ELEOEUL EL EOL LL LD PAUL STEKETEE & SONS GRAND RAPIDS, MICH. THOUUEDEUEGASGEACUOSUCUHCQUGTOREEEEES CELE ET DEED A Corking Blue ee Work Srnet $6. 50 per dozen, 44-46-48 Measurements. Packed solid dozens only Daniel 7. Pation & Company Grand Rapids.Michigan ~ 59-63 Market Ave. N.W. The Mens Furnishing Goods House of Michigan inate atone b eh AANA soesoes cannons sian Riaiuchatanoe Nas ied b ean April 26, 1922 MICHIGAN TRADESMAN 35 Excellent Illustration of Super Sales- manship. The “blues” had certainly made their inroads into the sales force of a Chicago manufacturing company. They were all invited to a conferenee, and indeed glad were they to go, for misery loves company. They were “chewing it” rather freely and frank- ly, when the door burst open and the radiant face of Young beamed gloriously toward the order he was waving in his upraised hand. Of course all wanted to know how it was done. So Young related: “When I landed in Morton late last Saturday afternoon I knew there was only one man in town who could do us any real good in that territory—and his office was closed for the day. So were the offices of the three other distributors—but they did not interest me very much. I wanted to land Bingham and didn’t feel like making the trip back here until I had seen him. Before Johnson quit us and went to the Universal he covered my territory and from him I got a good line on Bingham. He was a prom- inent church member, above other things, and seemingly prejudiced about our line. However, to make this convention at all I had to catch the morning train out of Morton on Monday and there I was with Satur- day evening and Sunday to keep me from seeing my man. “While eating my supper I tried to figure out the best line to work along and before the meal was over I made up my mind that the best thing I could do would be to phone Bingham. Somewhere around 8 p. m. I got him on the phone at his home, told him who I was and asked him if he would graciously spare me half- an-hour that evening to talk business. “Needless for me to tell you that Bingham wouldn’t see me. He said he was not interested in distributing our goods in his territory and, furth- ermore, could not give me any time as his evening was taken up with a social engagement. He was extreme- ly courteous over the phone, was sorry I had got in too late to see him at his office, but it would not have done me any good if I had. I thanked him kindly and hung up. “Instead of killing the evening at a show I devoted the hours before bedtime to doping up some plan that would interest Bingham. I also made a few enquiries about the old boy around the hotel and learned, among other things, that Bingham was ex- tremely proud of his prestige in Mor- tion and his leadership among the local distributors. Not much to work on—but enough to help me formulate a plan. “After breakfast on Sunday morn- ing I called up Bingham’s home and tound he had gone to church, but would be back home around 1 o’clock. I then asked about what time he would be through dinner and was in formed by the maid that the family always had Sunday dinner at 2:30 p. m. About 3:30 I called Bingham up—just about when I figured his dinner would be ‘sitting pretty,’ and when he answered I gave him a talk about as follows: , “Mr. Bingham, this is Young again. I want to ask you to do me a little favor over the phone and it won't take you a moment. As you know I am a stranger in this town and though I have made a number of enquiries since I talked to you last night I cannot get a line on which of the other three distributors in Morton is the best one to handle our line in this territory. All I can find out is that you are the biggest distributor in the several counties surrounding Morton—but nobody seems to be able to tell me which of the other three distributors will be the best one to take care of distribution for us around here. Of course, I know you would be the best distributor. I also know you are not interested, despite the fact that our line enjoys National prestige. But as you are not inter- ested, then as a little courtesy to a traveling salesman who is a stranger in this town won’t you kindly tell me which of the other three distributors is the best one for me turn our line over to. I will deeply appreciate the favor and anything you tell me will be considered as confidential,’ “T think I heard old Bingham say, ‘Let me see—er—let me see, about ’steen times before he finally said: “‘T hate to give you advice of the kind you want without thinking it over. Suppose you take a cab out to my house about 11 o’clock to-night and I will be glad to smoke a cigar with you and tell you what I think,’ “T assured him I would be there, but long before 11 o’clock arrived I had made out in a rough way an order I figured he could easily handle and that the territory would stand. When I arrived at his house he quick- ly told me that he was averse to talking business on Sunday and for one hour we talked about things in general. Promptly at midnight he dropped generalities and got down to business. “So you want to know which of my three competitors will be the best one to handle your line. Uhm. Uhm. And you want to catch the noon train for Chicago. Uhm. Uhm. Well, I have thought it over and I think the best distributor for you in this coun- ty and in the other counties adjacent is—James M. Bingham,’ “Fellows, the rest of the details are not necessary. But you can quickly see how easy it would have been for me to have taken Bingham at his word over the phone on Saturday and come back empty-handed. Whether I could have done anything with any of the three other distributors I don’t know—but then three of them com- bined could not give me an order like I booked from Bingham. The same situation is not likely to present itself to any of us again, but if it does you can take it from me that the leader isn’t going to give his competitors any chance to take away his laurels. I based my attack on the fundamental principle that no business man is going to concede his competitor a point or two if he can prevent it. It took this Bingham situation to bring that truth home to me, but now I know it, watch my smoke!” V. Frank Banta. The Salesman With a Bank Account. A highly success manager of a food product concern makes it his business to see that a man who comes to work for him as a salesman has at least enough money to enable him to live for three months. He figures that a salesman free from immediate finan- cial worry can work, while the man who is merely holding his breath until the next pay day comes along is apt either to be indifferent as to money, and therefore a poor business man, or else he is worried over money and spends more time worrying than he spends in selling. “I will not advance traveling expenses to a salesman,” one sales manager says. “I know that it is not customary, and salesmen take the stand that they shouldn’t be asked to travel on their own money. But to offset this, we pay our men a little more than most houses in our line and ask them to travel on their own money not because we cannot afford to ad- vance it, but because we want to make sure that our men are good enough business men to have acquired a little bank account. Of course, we would make an exception to this rule should we take a youngster—for instance, a young chap just out of college—and put him to work. We would hardly expect him to have had a chance to accumulate any money. But when we take on a man who comes to us as a salesman with past experience, and we take him on at a good salesman’s salary, we expect him to be a good enough business man to have a few hundred dollars ahead. Then, too, we must not overlook another element. The salesman who is without money is apt to be in debt. When a salesman is being hounded ‘by bill collectors, he is not apt to prove any too good a salesman. And when the house is asked to deduct from a salesman’s salary to pay his bills, the salesman loses standing with the rest of the people in the company.” Again, such a salesman not from any insincerity, but from lack of business judgment, is liable to stock the dealer’s shelves out of all proportion to his needs, leading to trouble later on. —_2 2s Incompatabilities. They never taste who always drink, They always talk who never think. — ooo A towel gets wetter when used for the drying; a salesman does better when for profit he’s trying. 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. Ask about our way BARLOW BROS. Grand Rapids, Mich. GRAND RAPIDS KNITTING MILLS Manufacturers of High Grade Men’s Union Suits at Popular Prices Write or Wire Grand Rapids Knitting Mills Grand Rapids, Mich. 1 TENTS jf eee ord I [feces Fo 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 Roam AMAmAmAnAmAUIAmAnATAmAnA RAMA se s 1) \ RF r= THESE WILL STIMULATE YOUR TRADE. BY qj =>, 27 in. Fine Eastern Dress Ginghams, solid colors ~-~------------- $ .15 oy ie 32 in. Kalburnie Ginghams, Plain colors only -------------------- 18 Fad A 36 in. Fancy Bordered Marquisette, to close ---------------------- 2194 % s 30 in. Plisse Crepes, plain and fancy 2 > 40 in. White & Colored Permanent Finish Organdie -------------- 52 4 iS 27 in. Royal Chambray in neat stripes, plain colors and checks —-. .16! Fed h 36 in. Scrim, Marquisette lace edge 12), % ss Fruit Nainsook or Cambric 20 E=¢) NX Regent 100 Nainsook or Cambric -22Yo ~ ~ Iroquois Straw Ticking, ACA and fancy stripes ~----------------- 172 <<) Ne Sateen Featherproof Extra Quality Ticking ---------------------- 35 4 x No. 621 W. T. Corset, flesh, sizes 19 to 30 ~--,------------------- 8.50 B= N% Bixby Paste & Polish .95 | D> 17 in. Embroidery Flouncing, per yard 217 4) Ke 610, Men’s Genuine Soisette Union Suit, Athletic style, 34 to 46 ~-_13.25 ad ps 409, Ladies’ 18 in. boot pure 12 strand silk hose, Gr. & Na. 8!/ to 10 9.00 s 4 601, Boy’s Egypt ribbed Summer weight U. S., short sleeves, knee x = length, 24 to 34, all sizes 4.50 AY CO eS D <4] h + CJ ea = GRAND RAPIDS DRY GOODS CO. >| FS Wholesale Only. E ES neers “cannery. April 26, 1922 36 MICHIGAN TRADESMAN i i E 3 = MAKES IDEAL BUTTER, EGGS 48D PROVISION THE BREAD , [aaron a\ Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, De- troit. Secretary and Treasurer—Dr. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. America’s Honey Industry. Eighty million dollars’ worth of honey is produced each year in America, and the Government esti- mate has it that there are 900,000 bee keepers at work, according to M. F. Bryant of Medina, Ohio, who is one of the most important men in the in- dustry in that part of the country. He said that 200 bee colonies support 400 people. “You see, we own the colonies and they produce the honey which is put up and shipped from our factory and we employ 400 people,” said Mr. Bryant, who is at the Pennsylvania. He is a member of the firm of A. I. Root Company, the largest honey pro- ducing concern in the world. “It is not rare for my company to buy the honey crop of a man who, without owning a foot of land, has developed a business which pays him from $10,- 000 to $25,000 a year. “Tt is interesting that the bee in- dustry thrives best in Canada. North- ern and Central New York and cer- tain points West of the Mississippi. The bee is busiest where there is white or sweet clover or alfalfa. The raising of alfalfa is a comparatively new thing in this country, a matter of some fifteen or twenty years. We have never been quite able to figure out why there is only one place West of the Mississippi where the alfalfa grows which appeals to the bees and stimulates them to make honey, while East of the Mississippi there is the bee industry wherever alfalfa grows.” —_—_2.- > —___ Standard Canned Corn Goes Lower. I am reliably and authoritatively in- formed that the market for full stan- dard No. 2 cans corn f. o. b. Iowa canneries is 85c, both for immediate and future delivery. Whether it is fair to permit the lowest price to fix the market price is a question that has long been debated and never set- tled. Buyers always assume that the lowest price quoted from a reliable source fixes the market price. The authority I quote holds that the spot price of corn in Iowa is 85c and the future price the same for full standard corn, and I am going to hold so, although the same author- ity in the same letter admits that a few canners lacking in experience or not equipped to pack full standard corn, are selling futures at 80c f. o. b. I positively know that sev- eral “distressed lots” of full standard Iowa corn have been sold to come to Chicago recently at 80c cannery for immediate shipment, but I am willing to admit that the sale of distressed lots does not establish the market. I therefore announce, as a tribute to the responsible, reliable and de- pendable canners of corn in Iowa, that the market price, spot and future, for full standard Iowa canned corn is 85 cents per dozen. I am convinced that full standard Iowa canned corn cannot be packed at a cost to canners of less than 78c to 79c per dozen, and they certainly need and are entitled to the small profit between that cost and 85 cents. The position of a market writer is a little difficult at all times and very difficult sometimes. Manufacturers want him to quote the full asking market prices, and distributors are disposed to deride him and revile him if he does. All he can do is to tell the truth and go ahead. Neither can he yield to demands for the authority for his quotations, as his information is usually imparted with the under- standing that the authority be not quoted, but he gets it from reliable people and is frequently shown the sales tickets in confidence, except that the information may be used in quot- ing the price for actual transactions. John A. Lee. ——_.-.. He Was Very Specific. A lawyer was examining a Scottish farmer. “You affirm that when this happened you were going home to a meal. Let us be quite certain on this point, because this is a very important one. Be good enough to tell me, sir, with as little prevarication as possible what meal it was you were going home to.” “You would like to know what meal it was?” asked the Scotchman. “Yes, sir, I should like to know,” replied the counsel, sternly and im- pressively. “Be sure you tell the truth.” “Well, then, it was just oatmeal.” 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 Better wanes Butter GRASS STANDS FOR QUALITY IN DAIRY PRODUCTS Better Milk wr EVAPORATED KEnr oO cee Sac a The Repeat Sales makes It profitable for ‘“‘Grocers’’ to handle these lines. KENT STORAGE COMPANY GRAND RAPIDS ~ BATTLE CREEK holesale Distributors You'll be surprised when you see our stock of Store and Office furniture. Five floors crowded full. Come in and see us when in the city. GRAND RAPIDS STORE FIXTURE CO. 7 lonia Ave. N. W. Grand Rapids, Michigan Sold for cash or on easy payments. Order a bunch of GOLDEN KING BANANAS of ABE SCHEFMAN & CO. Wholesale Fruits and Vegetables 22-24-26 Ottawa Ave. Grand Rapids, Mich. WHEN YOU THINK OF FRUIT—THINK OF ABE. M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions 3 Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan We are in the market to buy and sell POTATOES, ONIONS, BEANS, FIELD SEEDS Any to offer, communicate with us. Moseley Brothers, GRAND RAPIDS, MICH Both Telephones. Pleasant Street, Hilton Ave. & Rallroads. nici nia eames Bea ibelaeiecabic HS thatbl Ln hihi hOGA ABMNRCTSEE LEAD me iA ie NN oo sabitansttR April 26, 1922 MICHIGAN TRADESMAN 37 EULOGY ON THE COW. Services She Has Rendered the Sons of Men. I address those who have studied the cow; who are dealing with the products of the cow; and it might not be amiss to say something in_ behalf oi the innocent and unsuspecting cow. In my opinion, of all domestic ani-- mals, the cow is the greatest bene- factor of the human race. She has been the constant companion and assistant of man ince history has kept a record of events. The Hindus treated her as a sacred animal and associated her enchanted being with the mystery which surrounds life and death. She has figured in biblical and pro- fane history. She has been famous in song and story. The poets have sung her praises. Painters have portrayed her likeness upon the breathing canvas. Sculptors have left her image chiseled in everlasting stone. In the olden days they worshipped the golden calf. At the present time we worship the gold that is in the calf. As man has become more civilized the cow has kept pace with the march of events. She has furnished meat and butter for his table. She has furnished milk for himself and family. She has furnished leather for his shoes, belts, saddles, bridles and har- nesses. Yea, millions of mothers and babes call her blessed as they sip daily the life-giving nectar that she dispenses so lavishly to all. At times she has been treated as a beast of burden, and has assisted in plowing and preparing his fields for raising crops. She never complains. She is as patient as destiny. She is contentment personified. All she de- mands is plenty to eat, proper care, and adequate shelter in times of storm. When a new country is to be dis- covered she is taken with him. When the old prairie schooner came into Iowa three-quarters of a century ago the cow followed close behind the wagon, accompanied by dog and proverbial small boy. Her domain is world wide. where you will, you will find the cow. She has accompanied man into the depths of the forest and along every winding stream,and out on the bleak and treeless prairies. You may cross the sea and visit countries remote. You may go to Norway and Sweden and there man and cow inhabit the same dwelling. You may go to the vine-clad hills of Switzerland, or wander mid the foothills of the Alps and lo! she is there. Yes, you may go to the islands of the sea, go to the Islands of Guernsey and Jersey, if you. will, and she is there, ministering to his wants and claiming the attention of his herat and brain. Wherever you go she is the rich man’s pet and fortune disseminator— she is the poor man’s friend and mortgage lifter. She treats all alike and the better she is treated the better she treats man. She is democratic in her tastes. She is no respecter of persons. She knows no rank or title. She is found by the straw-thatched cottage of the poor and abideth close to the palace of the rich. Travel Why, less than a year ago one of her noted offspring dined at the Wal- dorff-Astoria in New York City, and even got his name and that of his owners in. the newspapers of the Na- tion, and if reports are true, he con- ducted himself with his usual self- possession, with his usual bovine med- eration and urbanity, even in that dis- tinguished assembly, and notwith- standing the adoption of the Eight- eenth Amendment, he insisted on put- ting his feet on the table rather than under the table. The cow treats all alike—the high, the low, the rich, the poor, the out- cast and the king, all are on a common level, so far as she is concerned. The part she plays to-day in our scheme of life cannot be fully esti- mated or described. Banish the cow from our midst, and we will go back to the barbarism from which we sprang. Do away with the cow, and it would be necessary for us to re- trace our steps along the dusty high- way once traveled by our forefathers. Do away with the cow and our infant death rate would disturb and shock mankind. Take from our tables her meat, her cheese and golden butter, and the various compounds of the products of the cow; slip from our feet our shoes, go without harnesses, belts, saddles, ‘bridles, and other equipment and you will, in a measure, realize the part she plays in the great scheme of our civilization. Do you realize that rice is the food of slaves and that the beef-eaters rule the world? This is conclusively demonstrated in the great war just closed. Is it any wonder, then, that I take pardonable pride in the fact that I live in the great state of lowa, the greatest agricultural state in the Union, where the old cow grazes upon our slopes and our thousand hilltops, and where our cattle breed- ers possess the best herds in the world? Do you realize that we have in the United States 23,474,000 milch cows producing on an average each year of 362 gallons per cow, or a total of 8,- 494,000,000 gallons annually? Eighty- four gallons of milk to every man, woman and child in the Republic. Do you realize that we produce in the United States annually 67,866,000 head of cattle or on an average of a little over one animal to every two persons in the United States? She is the real friend of man. She does her best at all times. It matters not whether times are good or bad. It matters not whether her owner is in adversity or prosperity, she is ever the same. Is it any wonder, then, that the peo- ple as a class, bow humbly before the supremacy and majesty of the cow? I take great pleasure in hanging this wreath upon the crumpled horn of the brindle cow—this belated token of our sincere appreciation of the ser- vices she has rendered through all the ages to the sons of men. Burton E. Sweet. a Sure, fight to make the income match the outgo in the case of ad- vanced living costs, but do a little fighting too to make the outgo match the income, Mr. Merchant: A NEW REFRIGERATOR not only uses less ice, but also keeps your foods in better salable condition, AND TONES UP YOUR STORE. CASH OR MONTHLY PAYMENTS Boot & Company 5 lonia Ave. N. W. Grand Rapids, Michigan PIOWATY METHODS INSURES PLEASURE AND PROFIT TO YOUR VEGETABLE DEPT. 5 M. PIOWATY & SONS, of Michigan FRUIT AND STRAWBERRIES We are heavy carlot receivers of Berries and from now on will have a steady supply. By placing our buyer at loading point, we have the ad- vantage of his personal selection and inspection which guarantees that our berries will be the best obtainable. We have Louisiana Berries this week. Quality is fine and price low. Order your supply from us—We guarantee Satisfaction. Vinkemulder Company GRAND RAPIDS Pi esi ca a the: Daan robin seni at cam espe 4 me i & 4 pt 38 CHAIN STORES. They Are Constantly Imitating Small Store Methods. The chain store is supposed to have but little in common with the ordinary retail merchandising establishment. that is not true; they are so close to- gether that many of their experiences are interchangeable. I am always hunting for new ideas and I have taken more of my methods from the small store than I have from other chain systems. I know where and how I can suc- cessfully compete with certain kinds of stores. Also I know where and how I can not. For instance, I know it would be foolhardy to attempt to establish a chain of department stores. I might establish such a chain if I were will- ing to back it through a considerable number of years and with many mil- lions of dollars. If I could keep the money flowing into them through a sufficiently long period I believe that I could make them successful, but I also know that there are many other ways in which the same amount of money could be turned to far better advantage. I am perfectly familiar with the chain department store idea. I have seen it tried and I have not seen any returns cotnmensurate with the invest- ment. I have often been asked to join such enterprises and always I have refused and for this reason. The ad- vantages of collective buying do not extend to other than purely staple ar- ticles and do not go beyond a fairly definite limit of price. Ten dollars is my approximation of that limit. A department store has to carry many articles above that limit and the choice of what those articles should be and also of many below that limit rests upon the buyer’s knowledge of his customers. It may so happen that the buyers of a dozen department stores scattered over a large area will want to buy the same sort of thing and they may pool their purchases— sometimes to advantage. But this is not collective buying. In collective buying the stock is or- dered from above instead of from be- low. To secure the advantages of collective buying it-is necessary to have a centralized organization buy- ing in large quantities. The manager of a single store stocks from a list of what is already bought or on order, and his discretion is therefore limited. In a department store the manager must have much wider limits of se- lection and I have yet to discover that it is possible to assemble such a com- prehensive list in the higher priced articles without accumulating a cen- tralized stock of ominous proportions. Of equal importance is the personal element. Chain stores ought to ac- cumulate a certain amount of good will. Nothing, in my opinion, can be continuously sold entirely on price unless the price be very low indeed and the location be a busy corner in a large city. As the prices become larger, then the personal element bulks larger and when: we reach the higher priced articles with a necessar- ily wide range of selection, then the personality and good will of the es- MICHIGAN tablished store is such that the chain store cannot materially break into the business—even in the most transient of communities. The chain store is limited in its offering of goods. It cannot order specially or perform any particular service for the customer beyond this range. Special orders and particular services are not called for in the lower price levels. They are esseential in the higher price levels. And so I find that there is no clash between the chain store and the single store. Each has its merchandising function and they do not overlap. Each may learn something from the other. The four major points of retail mer- chandising to my mind are: 1. The location of the store. 2. The personality and skill of the management. 3. The merchandise carried and its pricing. 4. The courtesy of the employes to the customers. I base my locations upon the theory that no one will go to any particular trouble to spend 5 or 10 cents. There- fore, for our 5 and 10 cent stores we determine the worth of a location by the number of women passing on foot through the whole day. I say “through the whole day” because a great number in the morning and a great number in the evening evidences workers going to and from business and, unless their number is great and the store is very near where they work the only large trade that can be hoped for will be at the noon hour. They will be in a hurry in the morning and in a hurry in the evennig, and even the noon hour is not particularly good, be- cause of the present universal tendency towards shortening luncheon periods. We will not accept less than the best location for a 5 and 10 cent store. We can gage perhaps roughly the limit of rent that we should pay for a given traffic. We will not exceed that rental because I do not believe in working solely for the landlord. We pay nothing for prominence—that is not reflected in sites. We do not often take corner sites and never if they are much more expensive than a site in the middle of the block. A corner does not make much difference to women—it does to men. One of the primary rules in my stores is that the customer must never be kept waiting for change or for the parcel. Retail merchandising often falls down on this point. The prices may be right and the sales service good but because of some cumbersome system of inspecting, checking and account- ing it may be many minutes before the purchaser can receive the change and the article bought. This makes for ill will—stores have been killed by the red tape of accounting. The cus- tomer, once the purchase has been made, ought never to be kept waiting. Slow service is worse than no service. The principal rules touching the customer are these: 1. In approaching a customer a sales clerk is required to ask in a man- ner as pleasant as the words: “May I wait on you, please?” We have found that it does not do at all to leave the approach to the individual whim, If TRADESMAN we do that a girl may go up with the best intentions in the world and say: “Do you want anything” or perhaps pointedly give the impression that the prospect is an intruder and had bet- ter buy or get out. We have tried a number of expressions; some were too friendly, others sounded impor- tunate, and others went above the cus- tomer’s head. We have found that the simple, friendly: “May I wait on you, please?” fills every requirement. 2. To treat every customer as though she had $25 in her pocket and was going to spend it in the store. Sales people are rarely judges of character; but usually they think that they are—which causes much of what trouble we have. The purchaser of 5 cents’ worth is entitled to exactly the same treatment as the purchaser of $25 worth, but it is only by insisting that regardless of clothing, regardless of everything the customer is to be regarded as a $25 one that we are able to get uniform treatment. 3. That change must be counted into the hand, starting with the amount of the purchase and counting up to the bill or coin given. This is a friendly way of counting; it gives the idea of personal interest, of a realiza- tion of the value of money—and, of course, it avoids mistakes. At the end of the counting the clerk says: “Thank you, call again.” It is hard to enforce the “Thank you” rule under ordinary circumstances; but when the change is counted it becomes almost auto- matic. It comes as a conclusion in- stead of as a separate effort. And the “call again” is an appreciated touch. These little things mean much. Our average rate of turnover, ex- cluding the candy and soda fountain trade, fell to around 3% to 4. It is now, with better deliveries, between 5 and 6—which is low for our stores and especially low in a market where the prices are irregular. Our present policy is to buy only according to our needs, in quantities that are large enough to get the bene- fit of the best price, but not so large —even in the staples—as not to move quickly. We take bargains if we can get them, but never in an untried ar- ticle or in such a quantity that the selling of the goods will extend over any considerable period. S. S. Kresge. —_>-+>—____ Peanut Growers in a Merry War. The peanut growers of Virginia and the Carolinas are having their troubles these days in marketing the surplus of the 1921 crop. Harmony has evap- orated and grave changes one way and another are being made in and out of the ranks of the Suffolk Peanut Company of Suffolk, Va., and the Pea- nut Growers’ Exchange. From verb- al warfare the ill feeling has spread to more primitive and forceful methods of argument, as last week Col. John C. Penner, president of the Suffolk Peanut Co., attacked Otto C. Lightner, publisher of the Peanut Promoter, charging a libelous attack upon Mr. Penner. The main source of trouble in the peanut belt is the existence of a sur- plus of 800,000 bags of last year’s crop held by the association. The peanut Growers’ Association was organized in April, 1920, and took in 5,100 grow- April 26, 1922 ers who produced 51 per cent. of the Virginia-Carolina crop. Each grower agreed to take $50 in stock and signed a seven-year contract for co-operative marketing through the association. The organizers saw that little was to be gained by warehousing the nuts and selling them to jobbers. A plan for warehousing, cleaning and grad- ing was adopted with direct sales to the trade. The idea was to retain the profits which would otherwise go to outsiders who performed this service. Such a gigantic project required heavy financial backing and a loan of $1,000,000 was secured from the War Finance Corporation. In addition $300,000 was secured from local banks for advances to farmers. The big 1921 crop made warehousing in private plants impossible because the large acreage produced a heavy tonnage and with unfavorable growing weather the quality was inferior in Virginia and North Carolina. In March 1921, the association en- tered into a contract with the Suffolk Peanut Company to clean and pack nuts held at Suffolk. This precipitat- ed trouble,.as it was followed by a withdrawal from the co-operative as- sociation of some of its members. Warfare began, some growers remain- ing loyal to the association and others charging that it had withheld prac- tically all the peanuts of members from the market to sacrifice them later on through forced sales. The size of the crop was questioned. The in- surgents estimate the 1921 yield at 4,- (00,000 bags, but the exchange figures it at 3,000,000 bags. Price cutting and dumping are charged, and of late it has been reported that members of the exchange stand to lose $2,000,000 before they are through with market- ing the 1921 crop. The optimists are trying to paint a bright picture and say that 95 per cent. of the crop has left farmers’ hands, which means that 37,000,000 pounds more have been moved this season than last, that the demand promises to be brisk, and that no held back lo‘s will slump prices. Rather the curtailed movement has so far prevented a panic. Frank Fooshee. secretary of the Peanut Growers’ Exchange, in a re- cent interview stated: “We are putting into the market in an orderly way such quantities of peanuts as it can readily absorb, but we have gotten out of the dumping habit and are going to stay out. We have something like 700,000 bags in storage and will have 800,000 bags in the near future. That is about 35 per cent. of the Virginia- ‘North Carolina crop.” gs Observe These Rules and Save a Life. 1. Always remember you are an en- gineer, fully responsible. 2. Inspect your brakes at least once a month, E 3. Never pass to the left of a street car. 4. Never pass a street car when it is stopping for passengers. 5. Always signal with hand when slowing down, turning or stopping. 6. Sound horn three times when backing. 7. Observe the traffic rules care- fully; they are made for your safety. see Sa ARM RR tlic M8 SAL RR ah O ESSN riicniciessaissbiBal i aos see Sa ARM RR tlic M8 SAL RR ah O ESSN riicniciessaissbiBal i ssn canard ee eer April 26, 1922 WHAT SUGAR IS WORTH. Why Great Staple Must Pay Its Own Way. One of the leading corporation law- yers of the United States rendered the following opinion on enquiry in a fight against the. slaughter of prices on cigarettes: In my opinion it is not unlawful for retailers and jobbers to meet and dis- cuss price cutting to condemn it, even to pass resolutions condemning it, so long as they do not“agree to maintain prices. It would be unlawful for them to make an agreement to maintain prices, and this agreement need not be a formal or written agreement. It would be equally unlawful to have an informal or oral agreement or under- standing to this effect. This opinion at least gives you the opportunity to stand up on your hind It gives you a chance to say what you think. You need no longer suffer in silence. You can call ‘a spade a spade and tell the world just what you think of the misguided man who debauches his own business and pulls you into the mire with him. legs and howl. In the tobacco business the cigar- ette is the putrid cause of profanity, and ultimate faiulre. In the wholesale grocery business sugar is always and eternally the cause and the base of demoralization and probably will remain so “until time and sin for- ever cease.” It is always “open sea- son” on sugar. loss The slogan of the grocery business © is “What’s sugar worth to-day?” In the solemn presence of that ominous and awful enquiry, with all that ap- parently hinges upon its answer, countless thousands of salesmen fall like wheat before the sickle and grop- ing for bottom is like taking soundings in an unfathomable sea. But the sales- man is by no means wholly to blame. Let the floods come and the roads become impassable and business slacks up. What is the remedy? Cut sugar. If you want to open up a little piece of new territory how is it to be done? Why, cut sugar. If you are informed that your neighbor is hauling truck- loads of sugar to the depot, what is the comeback? Cut it, of course. If the market in New York, Cuba or Hawaii eases off 5 or 10 points what is the best procedure? Cut it 20 points, sell sugar. That belongs to you. How can you stop him? Cut the price, certainly. If your sales show a falling off as compared with last year how can you stop it? Easy; cut sugar. If you do not feel well cut sugar. If the baby is cutting teeth, why, cut sugar. That will fix him. Then, another thing. When you buy a bunch of sugar don’t look at the ~ market again until it is all gone. Un- less it goes down. Work on Brother Palmer’s ‘cost plus basis” on all ad- vancing markets and always follow the market when it slumps. Do it consistently, because everybody else does it. At least, that is what your men tell you. ‘Sugar to-day is worth $5.50 refiners’ basis. Freight 75c. Cost $6.25 deliv- ered the river. Is it too high? Evi- dently, for there are those who are forced to sell it at $6.20, or 5c less than market cost. And still we won- der at crime. Habit infallibly leads i st einngan ernie muenhublncalairmnese nent eine nino St ian Par ann MICHIGAN TRADESMAN to indifference, and you have the habit. Who forces the situation? Hearsay, Or perhaps a lie. Anything tangible or intangible is sufficient to the man with the habit. What resistance does he make? None. He soaks himself in the unction, “I can stand it as long as the other fellow.” He flatters him- self that he must hold his prestige. That word “prestige” has cost you and others many thousands of dollars. The fallacy that the other business goes with sugar is an unkind reflec- tion on the intelligence of the retail merchant. Sugar business may go to the lowest bidder, but if it takes with it all other business it writes the retail- er down as a chump. He knows or should know what the refiner’s mar- ket on sugar is just as well as you do. He knows when you are selling it be- low cost. He knows, if he knows any- thing, that you cannot do business at a loss and that you must make up on something else what you lose on sugar. Hence, after all, he doesn’t buy his sugar cheap unless he buys his sugar alone. He merely pays the regular price covered up in some item with which he is not familiar. This is proven by the fact that even the man with the habit will not continue sell- ing any man his sugar, at a price be- low the market, unless he gets some- thing with it “to make up the loss.” This is an incontestable and an un- contested fact. Time was when sugar could be sold at practical cost and still there would remain a meager profit in the year’s business. But not now. You can- not use sugar as a football with condi- tions in trade as they are. When the high tide of the war reached its flood and the recession began, it carried back into the ocean of commerce your profits and your market costs, but left you stranded on the beach with your war-time expense account. There is your fight. Unless you realize that sugar must pay its own way, you are doomed to awake on next January 1 suffering a most cruel disenchantment. This is not a pre- sentiment nor a supposition, but is a conviction ‘based ton fact. Don’t be deluded by false hopes. When a man once realizes that he himself wears no halo and that his competitor is not wholly to blame, he will begin to clean his own doorway. Profits are indispensable. Markets mean something or they mean nothing. Evidently many men take the mar- kets to mean something when they de- cline, but to mean nothing when they advance. This is not a lecture. It is but a feeble effort to bring to you the real- ization of what men could accomplish by each individual running his own business on business principles and looking out for number one. You are just entering the season of big de- mand for sugar. It looks like that demand would be immense. Your sugar volume may run to 35 per cent. of your total. Don’t you think it is time to ponder deeply the situation? Life, they say, is a large bunch of small miseries. This is a big one. What are you going to do about it? Harry E. Sloan. Caring For the Showcase. Much trouble and loss are caused by improperly setting up and handling plate glass showcases, it being for- gotten that these are made of a brittle substance, and they cannot be shoved around and used as roughly as metal or wood cases. Showcases are found with cracks in the top or sides, and there is much seeming mystery in seeming development of a crack along the front ends; but there is a reason for all things, and a little observation will show the cause. The two princi- pal causes of cracking are improper setting up and improper construction; a third cause also might be added—too great loading of cases with heavy goods. Plate glass cases must be set up perfectly level, a level foundation should be built up for the case, using thin strips of hardwood, or, in extreme cases, laying a level floor over the old one under the case. The glass plates must be properly supported and the supports spaced according to the size of the case, as a large plate of glass requires supports closer together than a small plate. The second cause of cracking, faulty construction, usually comes from fastening the plates to- gether by metal bolts passing through holes drilled in the glass and screwing up the nuts at the ends too tightly, not leaving any space for expansion and contraction of the glass. If a glass show case with the sides and ends held together in this manner is placed too near a radiator or source of heat, or is exposed to the sun’s direct rays, the unequal expansion of the glass is almost certain to cause 39 cracks to appear in some piace. Cor- ner clamps should always be used, and these should provide for expansion and contraction. ' Che woman who marries a cranky old bachelor is as big a fool as he is. ‘“‘A MOTOR CAR is only as good as the house THAT SELLS IT.” We consider our Service organization second to none in Michigan. Consider this when you buy your NEXT CAR. Pierce-Arrow Franklin Oldsmobile F. W. Kramer Motor Co. Grand Rapids, - Michigan ; : (EAA Ew de es a Oe nA OO ahe NEW PERFECTO FROM OUR OWN SCIENTIFICALLY CURED AND BLENDED TOBACCOS IN ADDITION TO THE OLD VAN DAM FAVORITES INVINCIBLE-I10% BLUNT-IO¢; CLUB~2 for 25¢ BLENDED AND MANUFACTURED BY TUNIS JOHNSON CIGAR CO. GRAND RAPIDS, MICH. I ¥ SE a TP SE t3 ISOS SRY pe ee rea a eee + Lad SF 7 es \ by hi AVIVA 3 Wnteg WR os ANA Gabby Gleanings From Grand Rapids. Grand Rapids, April 26—Frank O. Tinkham was not always a salesman for the Chicago Paper Company in Michigan. His first experience as a traveler was with a small house whose sales manager insisted that daily re- ports were as important as orders. One day Frank received a short note from the man higher up to the effect that his report for May 1 was missing. Now Frank, like others of his kind, had gone fishing on the opening day, so he replied that May 1 was a holi- day in Northern Michigan. The sales- manager wrote back that he had look- ed it up and could find nothing to sub- stantiate the statement and would Mr. Tinkham oblige by forwarding a once the missing report. The printed sheet for that day’s report was sent in. Ie read: “Nobody home. Tink.” A monster sturgeon taken from the Muskegon river at Newaygo was served to guests of the Courtright on Friday. This species of fish is very rare and commands a fabulous price in the market place. There is a new electric sign of rather large proportions directing en- trance to McLoughlin’s cafe, at Grant. Dining cars on the Chicago, Mil- waukee & St. Paul are well patron- ized. The fare is excellent and, as dining cars go, prices are below the average. Portions are liberal and the service all that could be desired. Mich- igan travelers would be astonished if the waiter asked permission to warm up the coffee a bit or said: “Won't you have more butter? Would you like another roll or another slice of bread? May I bring you a bit of hot water if your tea is too strong?” Sounds strange to many of us, but that is what the traveler gets on the St. Paul. Nice, isn’t it? Here are some of the prices to compare with our Michigan Central and Pere Mar- quette diners: Blue Point Oysters on half shell -~35c Bine Poimt Cocktail _-___.____-_- 45c Fresh Crisp Celery —._-.-____---- 30c Sliced Fresh Tomatoes ~---------25c Soup: Tomato and Rice in cup ---20c Consoemme in cup ——_-_______--_ 20¢c Broiled Whitefish—butter sauce_--70c N. Y. Count Oysters stewed in ing the past few months. It is also planned to move the writing room to the second floor, thus giving more freedom to the card players. Saturday was a busy day in Traverse City, the best that merchants have experienced since the Christmas rush. The weather was fine and a great many farmers were in town mak- ing preparations for beginning their spring work. The ringing notes of the cash register were everywhere in evidence. Clerks were happy and proprietors smiled. H. H. Dow, speaking to members of the Association of Commerce in Mid- land last week, said that Midland county, through its salt ‘brine prod- ucts, was supplying material to take the place of the white pine forests which were Michigan’s wealth some forty years ago. Each month there is being pumped from the ground the equivalent of a thousand acres of a commodity that is being used for flooring and siding. The product is calcium chloride and with stucco for the exterior is filling a larger field than did the lumber industry in its day. As a maker of artificial trout flies “Art” Winnie, of Traverse City, is fast acquiring National fame. So far this year he has received orders from every state in the Union where fly fishing is popular and the supply is not equal to the demand. Some years ago Mr. Winnie began making his own flies as a sort of pastime and later established a small shop in the rear of his tonsorial parlors where he worked during odd hours. This year the workshop has crowded the two barber chairs well to the rear and may soon occupy the entire floor. In all there are fourteen patterns, but Mr. Winnie says if the customer will say where he proposes to fish not over four styles are necessary and these are guaranteed to catch fish or the purchase price is’ returned. Mr. Winnie is an authority on wild life, an expert fly-caster and is well known among traveling men who visit Traverse City. John B. Olney. Drifting. Drifting, dreaming, sailing, Those are things we do, TRADESMAN everything new and under the pres- ent management, we are anxious for the traveling public to give it a trial. Elk Rapids State Bank. 2-3 Many a rough and rocky road of yesterday becomes a boulevard to- day. HOTEL WHITCOMB St. Joseph, Mich. European Plan Headquarters for Commercial 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. eect anc cneetir ee mene eens se nt age aN ST yt April 26, 1922 Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. Rates reason- able. WILL F. JENKINS, Manager. HOTEL RICKMAN KALAMAZOO One block from Michigan Central Station. Headquarters U. C. T. Barnes & Pfelffer, Props. HANNAFORDS NEW CAFETERIA 9-11 Commerce Ave., or 45 Monroe Ave. For The Past 10 Years Prop. of Cody Hotel Cafeteria WHEN U THINK OF A Business Education THINK OF Bookkeeping, Accounting, Auditing, Shorthand, Typewriting, Secy. Training, Salesmanship, Telegraphy and English subjects. Catalogue free. Day Starts New Term Se ; Jan. 30. W138 ee i 1, FLRE PROOF One half block fost of the Union Station GRAND RAPIDS NICH 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 OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $i 50 and up EDWARD R, SWETT, Mgr. Muskegon zs Michigan Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST CODY HOTEL GRAND RAPIDS bas, ¥ a ee ~ Just planting upon se morrow, ‘ Short ribs beef—browned potatoes 65c Somehow to get us through; “ RATES § $1.50 up without bath Chicken fricasse on toast ------- 90c oe acca ae hn ss 1325 ub with bath Hamburger steak—Brown gravy -65C Wishing for the hours to pass, y A Peon CAFETERIA IN CONNECTION Home baked pork and beans ------ 40c And for the days to end. \ ee ea neeeneanee : Fancy omelet—Special ~---------- 65c oe : ce a 1 | Head! rettuce French dressing <28¢ PAIR cpus Windle” ba oo | ‘ Baked or boiled optato ~---------- 5c Reaching for the noon-time, : at es ae. ee : New. beets in butter —_---_--_-___ 15c : To see ng ry ske oo PARK-AMERICAN ; Baked apple with cream ---------25c fe arrears “aia Tiga G h & M : ao > hazy dusk, | The or _ ier the “Gabby Seeing only shadows of the things, ra am orton HOTEL ‘ Guy” about the lack of courtesy on Only the empty husk. j the part of a certain brakeman travel- I : . : TO Near G. R. & I. Depot ‘ ; > fearing only dim callings $ ing out of Grand Rapids should be Of the things far in the past, : more specific. Unless his name or the When we had scorn for better things a 3 : Ba : on aiamaZoo Siig 4 number of his train is given any pete “ane gouraen ; criticism in these columns would re- inane ce "2 ’ . e e \ } ghty sea, 1 — upon ee brakeman and that From which there’s no returning— Michigan Railroad European Plan $1.50 and Up i ; would not be fair. Into eternity. : : \ i Ruby Fisk. ° eames Se eee eee | i pied. w Landlord at the Redstone Hotel. | Sundays —Tuesdays — Thursdays ERNEST McLEAN, Manager HE The Royal Hotel, at Cadillac, was Elk Rapids, April 26—We should f visited by a crew of painters and appreciate it if you would mention ( decorators last week. The place look- fo fact - ue ao that the FREIGHT RATES LOWER t ed better after they had gone and the edstone Hotel in Elk Rapids, which i litter they left had been cleared away. is owned by this bank, is now being Telephones CUSH M AN HOT EL 5 * : ee PETOSKEY, MICHIGAN 5 Midland is one of the few Michigan operated under a new management, Freight—Citz., 64241; Bell, M-3116 : i towns where Canadian money is ac- the present manager being Ernest Passenger—Citz., 4322; Bell, M-4470 The best Is none too good for a tired cepted at face value. Schuler. The management changed oo Traveler. j The King Hotel, at Reed City, has on April 15. MICHIGAN RAILWAY LINES aa od it ect onie ae e trip s undergone a number of changes dur- This hotel was opened last year with : . seeicabais psi eSiacannsaasee — ~ Week. Se ee April 26, 1922 sis apes one benaae rmecaliinnnnsine nae navih enintlananpin mained orton MICHIGAN TRADESMAN 41 ALL SET FOR BUYERS WEEK. Event Expected To Attract Many Up-State Merchants. Detroit, April 25—Buyers Week, May 1 to 7, under the auspices of the Wholesale Merchants’ Bureau, of the Board of Commerce, is going to be a week of pleasure as well as a week of business for the 2,000 and more retailers from Michigan, Indiana and Ohio, who wlil be the guests of the Detroit dealers. The Wholesale Merchants’ Bureau will establish a regjstration and in- formation desk in the lobby of the Board of Commerce, where all buyers from out of town may register and also obtain any information they de- sire concerning the city, the whole- sale houses, etc. Representatives of the wholesalers will be on duty at the desk from 7 o’clock in the morn- ing until 6 o’clock in the evening. Automobiles will be available for buyers who wish to visit the whole- sale houses or to make trips about the city. On Wednesday ,May 3, the Whole- sale Merchants’ Bureau and the Board of Commerce, of which the bureau is a part, will entertain the buyers at a luncheon in the auditorium of the Board. Harold H. Emmons, Presi- dent of the Board of Commerce, will welcome the buyers, and James Schermerhorn is expected to serve as toastmaster. There will be brief ad- dresses by representative buyers and wholesalers. During the week there will be many entertainment features planned by the various wholesalers for the buyers who are guests of their companies. Chief among these features will be parties in attendance at the ball games at Navin Field, theater parties, and plant inspection trips. The wholesalers of Detroit will of- fer the buyers many special induce- ments to trade during the Buyers’ These inducements will take the form of special prices and also new lines of merchandise. It is felt that since Detroit now can offer a rapid and efficient freight service to points in Michigan, Northern In- diana and Ohio, a service that is much better than those offered by competing wholesale centers, that Detroit will not only hold its own as a wholesale market but will ex- pand into one of the most important wholesale centers in the Middle West. Action which will decide the fate of discount on Canadian money in retail stores of Detroit will be taken at the next meeting of the Executive Committee of the Retail Merchants’ Bureau at the Detroit Board of Com- merce. This matter was brought up for dis- cussion at the meeting of the execu- tive committee last week, at which time John W. Chandler, secretary of the Bureau, presented a compilation of answers received from the various members of the Bureau as a result of a postal card survey asking if the members were willing to discontinue the discount on Canadian money. The plan under way contemplates accepting Canadian money at par value only on amounts tendered for the purchase of articles. In other words, the Detroit retail merchants do not wish to run in opposition to the banks in cashing bills, pay checks, etc., at par, but will accept from Canadian customers only, amounts of Canadian money equal to the amount of the purchase. If a Canadian twen- ty-dollar bill is offered in payment by a Canadian customer for a ten-dollar purchase, a Canadian ten-dollar bill will be returned as change. > 2-2 Freedom For Women Disturbs Equi- librium of Society. Detroit, April 25—-Man has suffered somewhat of a set-back in the shape of a shock to his personal pride, his ambitions, his ideals, from the fact that the women of the land have been Northern’ elevated in the esteem of the leaders of politics and social reformation. The introduction of a female sten- ographer into the office of a Detroit banker some years ago changed the morals of some of the shelf-worn book-keepers, and the users of pro- fanity were thereby eliminated from the roll of honor. This might give rise to the belief that the woman voter will in the near future have the white ribbon, in the buttonhole of every United States citizen. This to many men who were ac- customed to the old routine of affairs and the usual round of pleasure after working hours is like a carbuncle upon the neck; it is not only painful but inconvenient. And just how long the average male citizen can take to edu- cate himself to a new regime, where the ever-present inspector of morals is wielding the scepter of power invested in the neatly dressed and _ tailored young woman appointed or elected to the office of inspector, or better to the more highly respected office of legis- lator, is an interesting problem. It may be looking at the baser side of man’s disposition, but if the de- signer of costumes for officers of the Government possessing the feminine attribute are not more conservative in their efforts, and flesh-colored shirt- waists of the peekaboo type are the approved apparel, men will be com- pelled as a matter of self-defense to adopt knickerbockers and lace to con- ceal themselves from the gaze of audacious and intriguing females seeking political power. The great forte of liberty-loving United. States citizens was the preser- vation* of the home, the shelter for growing children, the protection from the viciousness of the unprincipled. Yet women have deplored their con- dition as not in equality to that of the slaves liberated, but a half century past, and have succeeded in reducing the men in a great many cases to the position of effeminated power possess- ed by the Indian brave, or better, the attitude of house-ridden idlers, in- capacitated by lack of finances, crafts and education to do anything but the chores about the house. The female sex have long deplored their lot in this world; have hated housework; in some cases abused their children and neglected the house; have fed their families upon poor food, more poorly prepared; have not put a day’s work to the sewing machine in ten years, and could not make them- selves a cover which would fit or con- form with their fastidious tastes. In other cases we have found the fe- male portion of the families the main ‘standby, who have held the families together with a will which has made the community in which they live an ideal place on earth, a place worthy of the home. These have not, however, graced the lists of the political clubs intended to influence the voting public in casting votes for specific issues, but have more frequently been seen as silent church workers, ever ready to lend a hand to the members of their families and those who might have been found in need. This ideal day has suddenly been thrust aside, and women have been granted a franchise on a level with those intelligent personages con- sisting of the colored man and ser- vants and those so indulged in spirits as to go to the polls to vote. It can well be expected that the presence of the women at the polls will purify the . ballot; that is, if the male unit of the Government can be induced to accept the condemnation of inability to do the thing himself. W.S. Amberson. 2+ -----— The Broadening Field of the Church. Pontiac, April 25—In these days when so much is being said about the work of religion, its successes and its failures, points that were emphasized over and over again in the sermons and addresses by ministers and others during the recent Lenten season, it might not be out of place to mention the opinion that the city church that would maintain a really vital relation to its members and the community finds its possible interests and lines of activity as varied almost as the life of the modern municipality itself. The question constantly is arising as to how far the church, particularly the city church, may go in making sure its hold upon its membership and attracting to its services and bringing under its influences the boys and girls, the young men and women who must be members in the future. An interesting example of the ex- panding field of one city church was furnished in the announcement not long ago that the Cathedral of St. John the Divine in New York would erect a $3,000,000 hotel as a part of its equipment for community service. The hotel is to provide living quar- ters for the various workers, nurses, physicians, students and others already attached to the cathedral community center. In the community now are to be found many agencies having to do with the health, education, social wel- fare and religious life of the church members and their neighborhood. ‘There seems to be no limitations to the effective service that may be ren- dered by a church in a thickly popu- lated district, provided, of course, the church has placed at its command the funds the services call for. With some there may be a disposition to regard with misgiving the assumption of power by a religious body which a vast expansion in ministration to ma- terial wants of its people would in- volve. Indeed, it can be readily con- ceived there is cause for circumspec- tion and a cautious placing of re- sponsibility in church undertakings in- volving use of immense funds. But when the whole case is reviewed it probably will ‘be found that the church generally is in as fair a position to assume this responsibility as any other human agency. There is a promising field for the city church, however, even where funds for certain forms of community service are limited. Many churches have launched out into the territory already. In many communities in Michigan there are opportunities and demands for community service that are most inviting and urgent; and it seems to me the example furnished in New York surely will serve as an incentive to a similar broadening of church activities in our cities. Religious organization of the city is limited in its power and usefulness only by the range of vision and the initiative which it possesses. It has the chance to make its influence vital in many directions, and the good sense of its adherents may be its guide as to the directions chosen. The primary demand is an alertness to modern needs and changing condi- tions and a willingness to meet both. S. C. Smith. Trading In Hides Has Slowed Down. Country Hides—Moderately active, with trading in 45-60 lb. weights at 84,@8%c, with some dealers asking 9c; extreme weights sold at 11@11%c; some ask 12c. The heavy end, over 60 lbs., listed 8 to 9c asked, with tanners’ ideas top at the inside figure. Calf and Kip—Calfskins active at 14c for first salted Chicago cities; re- salted lots quoted 11@13c. Kipskins recently active at 13c for first salt cities; packers ask 15c. Resalted lots quoted 10@12c. Horse Hides—Moderately active; sales of some good lots of horse, practically all rendered stock, fresh receipts, without tails, at $3.50 flat for ones and twos. Some holders ask $4 for all renderers and in some instances higher. Sheep Pelts—Steady and unchang- ed. Packer pelts listed $2.10@2.12%, which are last confirmed prices. Deal- ers’ lots of skins listed at a wide range, depending on average weight and general quality, from 75c@$1.50. Featuring the Coffee Department. Detroit, April 25—The most helpful sugestion that ever came to anyone came in the form of friendly criticism. Right now I want to say that 95 per cent. of the grocery dealers in Ameri- ca to-day do not give the coffee de- partment the proper attention. This has been learned from experience in calling on the trade in a number of large cities, as well as smaller cities in five different states. It is the duty of every coffee sales- man to be observant and collect mer- chandising ideas which he can give to his trade in the most intelligent and helpful manner. The following is just one instance of several: In calling on a dealer in Detroit about six months ago he com- plained that my brand of coffee was not moving and that, in fact, he was not selling much coffee. I sugested that he change his coffee department, bring it from the rear part of the store and give it a prominent place in front; carry only advertised brands, because advertised goods are easily sold and not more than five or six of these brands which should vary in price to suit his trade. And to have a coffee special at least one day a week, preferably Saturday, with signs on the window and also on the coffee display inside the store. These signs to be hand-made, be- cause they express confidence in the coffee on the part of the dealer. Last, but not least, to buy in quantities that will turn over at least every thirty days. Stale coffee hurts the dealer, the man who sold the dealer and the manufacturer. In calling on this same dealer one month later he told me that his coffee turnover was 50 per cent. greater than it had ever been during his fourteen years in business. This is an actual experience and the meth- od used will show these same results applied to any store from Maine to California. As a result of my helpfut sugestion my brand of coffee is his leader. William E. Long. ——__¢~- + __ Store Consolidation at Otsego. Otsego, April 25—There is an error in regard to the name of the new firm which expects to begin operations about May 15. The name will be the Otsego Department Store. There will be a merg f 1 M. R. Gamble, clothing and shoes; R. C. Eaton, drugs; Clyde Scott, groceries, and J. A. Collins, dry goods, shoes and crockery. The new firm will have two adjoining stores, each 50 x 105 feet, with arches between. It will in- corporate for $50,000 with at least $40,- 000 paid in. The officers will be as follows: President—M. R. Gamble. Secretary—J. A. Collins. ‘Treasurer—Clyde Scott. Ge R. C. Eaton. J. A. Collins. Nuts—The chief development in the nut market is the interest shown by the trade in foreign walnuts and almonds which are offered by dis- tributors on the strength of the prob- able advance in duty on shelled nuts. The foreign markets have been firm, particularly in Sicily and Spanish almond circles. Large washed Bra- zil nuts are being taken more freely, as the market has reached the point where more confidence is entertained by distributors. —_—_++>___- Two of a Kind. New Girl (timidly)—I you're a fine cook, mum? Young Mistress—Bless me, no; I don’t know a thing about it. New Girl—Then we'll get on famously, mum. I don’t either. —_—_—_» 2. ___- A Miss Is a Mile. A near sale is no sale and worse. The fish that gets off the hook is hard to hook again. suppose ee i a i ROD tyne ss cise bre 42 MICHIGAN TRADESMAN « DRUGGISTS | Michigan Board of Pharmacy. President—James E. Way, Jackson, Sec’y and Treas.—Charles S. Joon, Muskegon. s Director of Drugs and Drug Stores— H. H. Hoffman, Sandusky, Oscar W. Gorenflo, Detroit; Jacob Cc. Dykema, Grand Rapids; J. Skinner, Cedar Springs. : March Examination Session—Grand Rapids, March 21, 22 and 23. : June Examination Session—Detroit, June 20, 21 and 22. Getting Business for the Soda Foun- tain. In campaigning for patronage for the soda fountain a dispenser will do well to use some business strategy. Are you in a village? Are you up town in a big city? Are you near a picture theater? Are you on a busy shopping street? Are you on a good motor highway? Every location has some advantages peculiar to itself. Consider your sur- roundings and see what you can do with them. One druggist I know, who is next door to a picture theater, has a soda slide flashed on the screen before every performance. After the show As you may know Wombat’s Soda is all the go. He runs something like that as a headline and then features various specialities. The wording is changed frequently. The picture man wasn't very keen about running advertise- ments. Some houses are glad to do it, but this owner was not enthus- iastic. The druggist, however, knew there was some stock in that particu- lar circuit for sale. He nosed around, bought a block of stock, and now he gets dividends on the stock and has no trouble in getting his advertise- ments run. This is business strategy. “After the show” is a good proposi- tion to feature and a druggist can do this whether the picture house cares to run slides or not. People as a rule do not go to the theater alone. A young man takes his best girl, an older man takes his wife, or perhaps a bunch of young folks go together. A sandwich “after the show” is quite in order, together with fountain drinks, hot or cold, and we must re- member that a picture house has two audiences during an evening, some- times three. Placard advertising, per- sonal letters, menu folders—all these things will let them know that you have a good fountain service. Keep at it. You can build business in due time. Just last week I was handed a folder in the corridor of an office building. The outside cover page had this to. say: We haven’t much room for serving, but we try to make up for that by giving you something extra good to eat and drink. Salads—Sandwiches—Soda, Hot and Cold. This druggist has a store just half a block away from the office building in question. This building has some five hundred tenants, and he “bills” it assiduously. It give him all the custom he requires, insofar as lunch- eon business is concerned. I went to that store. They have fo room for tables or even stools. But at luncheon time they bring out three long stands, about breast high, and on one of these stands you can rest your plate containing a sandwich or two, your mug of hot chocolate or coffee, and anything else you may order. Everybody eats standing. The store was so narrow that they could hit upon no other plan, and it is doubtful if they could have secured much luncheon business without those portable stands. But the stuff they serve is so good that they have all the luncheon business they can con- veniently handle. After the rush hour the portable stands are removed to the cellar, a couple of porters sweep up, and the store is ready for after- noon fountain trade. You can’t keep a live man from getting business. For those who have little floor space this idea of having portable stands is worth remembering. A man _ can't hold a plate in one hand and a mug of chocolate in the other and eat with any degree of comfort, although we sometimes see them trying to do this at an afternoon tea. What is the situation in your Own neighborhood? Where is the business? Can’t you get it? Well, there’s nothing like making a try. —»+2>——_ Invites Visitors To Inspect Kitchen. The first Julia King candy store was opened a little more than three months ago at 33 West Adams street, Chicago. A second has just been opened in the Loop district. The fac- tory is in a light, large and thorough- ly sanitary basement at the first ad- dress, and is used as a drawing card to sell candy. Visitors are urged to inspect the place where the candies are made. All the machinery, tables and other fixtures used in the candy making are finished in white. Every- thing is washed daily. —_—_oo___—_ When I hear a merchant ask a cus- tomer, “Is this the smallest you have?” I always feel he isn’t used to customers who carry big bills in their purses. Hoodoo Banished By Cleanliness and Common -Sense. It’s funny how in every town there’s a certain building—or sometimes an entire block—where no merchant can ever make a success. We've had one here for a good many years. One man after another —it didn’t make any diflerence what the line was, and they tried every- thing—failed, and passed along to make room for another poor unfor- tunate who would hang on for six months or a year. This was so— until just recently. We had all thought the building must be suffering from some sort of evil charm, but the true answer was much simpler. It was just that—but I musn’t get ahead of my story. I won’t attempt to list all the fail- ures. Just a few. There was the rubber stamp man. He stuck it out for a year and a half—almost a rec- ord. The inside walls were all daubed with purple ink, and whenever the front door opened there came the smoke from burning rubber and some other warm material with the odor of fitting red-hot shoes to horses’ hoofs. The store had a good show window, but there was nothing attractive in it —just some fly-specked boxes of rub- ber type and a few brass stencils and ink pads. Nothing to cause a passer- by to want a rubber stamp—no argu- ments or demonstrations as to how one could be used in business or at home. Next came a picture dealer—an old, unshaved chap, who kept the place so dark that no one could see inside. In the shop window he had an en- largement of “father” in a cheap frame. ‘Father’ looked about as nat- ural as when the undertaker got through with him. The other “dec- oration” was an old-fashioned dining- room game piece, with a price mark of $3.50. He had about as much chance of selling this at $3.50 as a jeweler would stand trying to get away with an oldtime table castor. Any one can get a better picture than this “germ” of art in a Sunday newspaper, and a lot of reading mat- ter besides, and still get it framed for a third of the money. There might be a simple merchandising idea in framing a few newspaper or magazine prints and putting them in the win- dows to suggest to passersby how they could get a good picture at the price of the framing. But he never thought of that. The building now has another ten- ant—a jeweler. A warm flood of light pours out on the sidewalk—not glaring, but strong enough to trip the attention of any passerby. The walls and ceiling are in light, flat tints, a cork composition covers the floor, and the show and wall cases are plain and well made— nothing to distract the eye from the goods. The place is not just new cleaned— it is kept clean. The location is a good one for anything sold at a popu- lar price, and there is nothing dis- played in the windows not within easy price reach of the average per- April 26, 1922 son who passes there. There is not a diamond in the window. There are popular-priced ornaments and watches —the highest price being about $35. This little store, once dominated by an “evil charm,’ now makes more money on the investment than most of the stores on the main shopping street. The proprietor keeps accurate accounts, pays himself a salary, and then makes the investment pay a good rate of interest. When the floor covering starts to show wear and the fixtures become antiquated, there will be money in the bank for redecorat- ing and refurnishing. [ said the answer was simple. No hoodoo or evil charm—just cleanli- ness and common sense. —_+2 > How To Manage a Small Store. It is human nature to oppose new methods, even when their superiority is demonstrated. New ills require new remedies, and retail merchandis- ing must keep up with the times. Turnover, of itself, is not the solution of all business ills. Nothing is ac- complished by increasing the number of turnovers on a commodity already experiencing a turnover six times a year. Unless there is a profit on each turn, and unless overhead can be reduced by increasing the turns, in- creased turnover may spell disaster. An unprofitable business increases its losses by increased turnover. Turn- over should not be confused with vol- ume. If the volume of business is limited by available capital, more money can be made by increasing the turns on profitable lines and reducing . unprofitable lines, showing slow turn- over. Only experience can determine whether a new line can be taken on profitably. Many small merchants lose money through the mistaken as- sumption that a bank loans money as a capital investment. Business building rests upon special- ization, and even the smaller stores should be departmentalized. Sales, expenses and profits of each depart- ment should be watched carefully. New departments should not be added faster than profits warrant or business growth demands. The greater the diversity of stock, the safer the busi- ness, as market change on one item has little effect on the business as a whole. Concentration on one or two lines has spelled disaster to more than one small merchant. Store arrangement is also very im- portant. Popular, staple goods, should be kept in prominent view, but near the middle or at the rear, so that cus- tomers are compelled to pass by specialties and other articles displayed to invite additional sales. A small store, with two windows, should dis- play staples in one and specialties in the other. Small dealers will be wise if they set aside a fixed percentage against sales, and spend it in adver- tising. Display well advertised and trade-marked goods, to capitalize on the general publicity. ——_+-————_ The most important thing in get- ting customers to stick by your store is to give them satisfaction.. The sat- isfied customer is a hard one for com- petitors to lure away. a ag aie Pu pace & ciao > ae setae a April 26, 1922 ae sieht ameanigpmmnentoenbansnnainntimnnentee en MICHIGAN TRADESMAN seontnamcmesie onan ast resent 43 The Political Situation in Michigan. Grant, April 25—The gathering of Democratic clans at Grand Rapids last week was occasion for much oratorical explosion over the remiss- ness of the Republican administration in State and Nation. This was to be expected, more from the fact that the Republicans have left weak spots in their armor especially vulnerable. The Michigan State administration has been the most extravagant in the history of the commonwealth. While making professions of economy the party in power has fathered some of the most extravagant ,.expenditures in the life time of the State and honest men everywhere are not shedding tears over the fact that the opposition has gone after the State administra- tion, holding it up to public condemna- tion because of its reckless extrava- gance. It is a good thing that we have an opposition party in Michigan which is ready at all times to pick flaws with Republican maladministra- tion. It is good to know that there is ever a watch dog on the alert, anxious and more than willing to put the people wise to these things which concern the public weal. Extravagance in highway expendi- ture are a stench of no mean odor in the public nostrils; extravangance in the multiplying of State officials whose jobs are for the good of the party and the crafty executive who wants to be United States Senator, rather than for the best interests of all the people,- have become unbear- able, and unless a purging takes place within the Republican party of Michi- gan, that party is due to receive a sound drubbing at the polls next fall. The stab made by some of the speakers at Senator Newberry was to be expected and is mere bunk, since nobody cares to revive a matter that was settled by the U. S. Senate and settled right regardless of the sneers and innuendoes of the opposition which, by the way, has no less than a dozen members in the upper house of Congress who got their seats through the unconstitutional disfranchisement of millions of American voters. few years ago Michigan was comparatively free from debt. Look at the state of Lewis Cass and Zach- ariah Chandler to-day. The many millions on the debit side of the ledger would have been considered large for the Nation in the years immediately preceding the Civil War. And in- stead of decreasing, the State is go- ing in deeper every day. No wonder the Democrats rolled these facts as a sweet morsel under their tongues. They have reason to rejoice over the pitiful figure cut by the Republican administration in Michigan. If the party in power is not brave enough to take the bull by .the horns and go after the corrup- tionists, tooth and nail, we may not be surprised if the Democrats win a substantial victory in the fall. While Michigan has made many mistakes in its management of State finances, the Nation at large has been better managed. The Harding adminis- tration may be said to have been fair- ly successful to date. Should the sol- diers bonus bill get through we look to see the President veto the same, which will end that nightmare for the present at least. Democrats in Michigan have the opportunity of their lives thrust upon them through the blind stupidity of the party in power. If they cannot win this year their future as a party is dark indeed. Taxes have more than quadrupled within the past five vears. This has not been an honest-to-goodness rise, but rather an extravagant outrage against the property and wellbeing of the tax payers of the State. Taxes are exorbitant and should be reduced. With a promise of economy the Republicans, led by Groesbeck, won the last elecetion, after which the new administration proceeded to in- oculate ‘the victim (taxpayer) with a new virus which bids fair to kill that victim. The frenzy established by war for money spending has not yet run its course. The mad scramble for spoils is still on. The people of Michigan may, however reluctantly, decide to try the experiment of a change of parties, hoping thereby to curb the profiteers in tax assessing and return the State to normalcy once more. Old Timer. ————~+2 2 Keep your eyes open for an oppor- tunity to add side lines that will in- crease the number of your customers and add to sales volume without in- creasing overhead. Soda Fountains 1922—The Banner Year—1922 ‘Fountains immediate attention. Let us remind you again that we are the distributors for the Guarantee Iceless Soda manufactured by Specialty Co., of Grand Haven. We have placed since Jan. J, a score of Fountains in Drug Store, Candy Stores and Lunch Rooms in Michigan. We are still in a position to give your wants Write our Mr. A. W. Olds for plans and prices. the Fountain 1922, over Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Wholesale Drug Price Current Prices quoted are nominal, based on market the day of issue. Acids Boric (Powd.) -- 17%@ 256 Boric (Xtal) ----17%@ 26 Carbolic -~------ 30@ 36 Citete 265. 60@ 65 Muriatic —__....... 3%@ 8 INGEIG 0 es om 15 OxGUNC oo 20q 25 Sulphuric ----- —_ 34@ 8 Tartare ........— 40@ 50 “Ammonla Water, 26 deg. — 10@ 18 Water, 18 deg. -. 8%@ 13 Water, 14 deg. -. 64%@ 12 Carbonate ---... 22@ 26 Chloride (Gran) 10@ 20 Balsams Copaiba ......._. -. 60@1 00 Fir (Canada) --.2 50@2 76 Fir (Oregon) -.. 60@ 80 Per (oo 3 75@4 00 Rohe 1 00@1 2° Barks Cassia (ordinary) 25@ 30 Cassia (Saigon) 50@ 60 Sassafras (pw. 55c) @ 60 co Cut (powd.) Fa 15@ 20 Berries ‘ Cubeb —. — 1 50@1 75 WISH 25@ 30 Juniper 7@ 165 Priecky Ash _.._ @ 30 Extracts Licorice 60@ 65 Licorice powd. -. 70@ 80 Flowers ASICS oo 75@ 80 Chainomile (Ger.) 40@ 50 Chamomile Rom 75@1 25 Gums Acacia, 60 56 Acacia, 45 60 Acacia, Sorts -.. 20 25 Acacia, powdered 30@ 36 Aloes (Barb Pow) : Aloes (Cape Pow) 25 35 Aloes (Soc. Pow.) 70@ 75 Asafoetida -- 65@ 7 1 00@1 25 1 20@1 26 @ 65 @ 75 @ 7 @ 85 Sea @ 170 Myrrh, powdered @ 7 Opium -~--__--_ 9 00@9 40 Opium, powd. 10 25@10 60 Opium, gran. 10 25@10 60 Shellac 1 00@1 15 Shellac Bleached 1 05@1 20 Tragacanth --.. 3 25@3 75 Tragacanth, pw. 2 75@3 00 Turpentine ~--.-- 25@ 30 Insecticides Arsenic 2-2-3 09@ 20 Blue Vitriol, bbl. @ 07 Blue Vitriol, less 8@ 16 Bordeaux Mix Dry 14@ 29 Hellebore, White powdered 20@ 30 Insect Powder ~. 45@ 75 Lead Arsenate Po. 16@ 28 Lime and Sulphur Dry 222 09144@23% Paris Green --.. 30@ 40 Leaves Buchu. 2. 1 75@1 90 Buchu, powdered @2 00 Sage, bulk ~----- 67@ 70 Sage, % loose _. 72@ 178 Sage, powdered. 55@ 60 Senna, Alex. -.. 1 40@1 50 Senna, Tinn. --. 30@ 385 Senna, Tinn. pow 25@ 35 Uva: Ursi: ...... 20@_ 25 Olls Almonds, Bitter, true, oo 10 50@10 75 Almonds, Bitter, artificial -... 2 50@2 76 Almonds, Swete, true ..... - 1 00@1 25 Almonds, Sweet, imitation ----. 60@1 00 Amber, crude -. 2 00@2 25 Amber, rectified 2 25@2 50 BGG occ 1 25@1 50 Bergamont --. 8 00@8 25 Cajeput -.------ 1 50@1 75 Cassia «=... 2 50@2 75 Castor -..--- ok aot 56 Cedar Leaf ~-.. 1 50@1 75 Citronella -~..---- 85@1 10 Cloves 3 25@3 50 Cocoanut -.----- 25@_ 35 Cod Liver ----. 1 15@1 25 Croton... 2 25@2 50 Cotton Seed ---. 1 15@1 25 Cubepe -..... 50@9 75 Higeron .—._...... 4 00@4 25 Eucalyptus ---. 75@1 00 Hemlock, pure- Juniper Berries Juniper Wood Lard, extra ---- oT ee ot be § _ - a Lard, No. 1 ---- 1 10@1 20 Lavendar Flow 00@5 25 Lavendar Gar’n aes 00 Lemon =... 75@2 00 Linseed Boiled bbl. @_ 95 Linseed bld less 1 02@1 10 Linseed, raw, bbl. @ 3 Linseed, ra., less 1 00@1 08 Mustard, true, oz. @2 7d Mustard, artifil, oz. @ 50 Neatsfoot ------ 1 15@1 30 oa nee 3 75@4 75 Olive, alaga, OA aa 2 75@3 00 ive, alaga green ee 756@3 00 Orange, Sweet 5 00@65 25 Origanum, pure 2 50 Origanum, com’! 1 oes 20 Pennyroyal —--.- 2 50@2 75 Peppermint ---. 3 Hot 25 Rose, pure -. 12 00@16 00 Rosemary Flows 1 50@1 75 Sandalwood, E. __----. 10 50@10 75 _ Sassafras, true 1 75@2 00 Sassafras, arti’l 1 a 1 25 Spearmint —----- 387 5oe 00 Sperm =... 2 40@2 60 Tansy 12 so 15 Tar, SP 65 Turpentine, DbL "| 88% Turpentine, less 95@1 U3 Wintergreen, eat 2. 6 50@7 00 Wintergreen, sweet birch: 2. 3 75@4 00 Wintergreen art 80@1 10 Wormseed —---- 6 50@6 75 Wormwood -. 18 00@18 25 Potassium Bicarbonate ---- 35@ 40 Bichromate ~—----- ao 25 Bromide -------- 35 45 Carbonate ------ 30@ 35 Chlorate, gran’r 23@ 3 Chlorate, powd. or xtal _.--.-. 16@ 25 Cyanide -- __ 35@ 560 fodide —..-- _-_ 3 92@4 08 Permanganate -. 25@ Prussate, yellow 45@ 655 Prussiate, red--- 65@ 75 Sulphate ------- 40@ 50 Roots Alkanet ---.--.- @ 450 Blood, powdered. 30@ 40 Calamus -------- 35m 10 Blecampane, pwd 25 30 Gentian, powd.-. 20 30 Ginger, African, powdered pe aes 23@ 30 Ginger, Jamaica 52@ 60 Ginger, Jamaica, powdered ---. 42@ 50 Goldenseal, pow. 5 50@6 00 Ipecac, powd. -. 2 75@3 00 Licorice —.._.__.. 40@ 45 Licorice, powd. 25@ 30 Orris, powdered 30@ 40 Poke, powdered 30@ 35 Rhubarb, powd. 1 15@1 25 Rosinwood, powd. 30@ 35 Garsncene Hond. ground -...-- 1°25@1 40 Sentapariiia Mexican, ground -------- 70 Squills ~--------- 35 40 @ Squills, powdered 60@ 70 powd. 15@ 20 50@ 60 Tumeric, Valerian, powd. Canary 5. Cardamon Celery, powd. .40 .30@ Corlander pow. 25 18@ "20 20 | ease es Fennell ---..----- 18 3 [Ph eee aS SG 08 13 Flax, ground ---. 08 13 Eee pow. &¢ 7 Lobe la, Powd. ~-- 1 60 Mustard, yellow 10@ 15 Mustard, black .. 15@ 20 Poupy 2... 5 30 Quince ......---- 2 25 Rape oe 20 Sabadilia oe 20@ 30 Sunflower --.---- 10@ 15 Worm American 30@ 40 Worm Levant 2 65@2 75 Tinctures ACOBIEG 2455.8 @1 80 PGE os 1 45 ASUIGR oon @1 10 Asafoetida ....-- @2 40 Belladonna --.-.. @1 35 Hensom —.. @2 10 Benzoin Comp’d @2 65 BuGne . ce @2 55 Cantharadies -.- @2 85 Capsicum —....... @2 20 Catechu ........... @1 75 Cinchona -..-... @2 10 Colchicum —...... 1 80 ns ......_...... 8 00 Digitalis --...... @1 80 Gentian ..._....... @1 35 Ginger, D. S. -- @1 80 Guaise ......... @2 20 Guaiac, Ammon. @2 00 MOGING 2. @ 95 Iodine, Colorless @1 60 srOn, Oley 2... D1 35 RO eet gi 40 Mure @2 50 Nux Vomica --.. @1 55 Osi @3 50 Opium, Camp. g 85 Opium, Deodorz’d 3 50 Rhubarb t£..... @1 70 Paints Lead, red dry — 12 Lead, white dry hoi Lead, white oil 124%@12% Ochre, yellow bbl. @ 2 Ochre, yellow less 2% 6 Putty oo 8 Red Venet’n Am. 3% 7 Red Venet’n Eng. 4 8 Whiting, bbl. - 4% ie 54%@ 10 L. H. BP. Prep. 3 Hy 76 Rogers Prep. -. 2 50@2 75 Miscellaneous Acetanalid ~-.--. 55@ 76 Alin 520 08s@ 12 gir powd. and ground ......... 0o9@ +16 Biemath. Subni- trate: oo 2 76@2 93 Borax xtal or powdered -... 7%@ 13 Cantharades, po 1 75@4 00 Calomel 1 28@1 40 Capsicum ~~... 40@ 45 Carmine ~.----. 6 a 60 Cassia Buds --.. 30 40 Cloves 2. 6 65 Chalk Prepared 14@ 16 Chloroform ----- 61@ 72 Chioral Hydrate es ag 85 Cocaine -----. 0 25 Cocoa Butter --. 55@_ 75 Corks, list, less 0g50% Copperas —_...._.__. 3 Copperas, Powd. 4@ io Corrosive Sublm 1 06@1 23 Cream Tartar -.. 37@ 45 Cuttle bone ~--- oo 76 Dextrine =... 5@ 15 Dover’s Powder 3 50 4 00 Emery, All Nos. 10 15 Emery, Powdered. 8 10 Hpsom Salts, bbls. @ 34 Hpsom Salts, less 44%@_ 09 Ergot, powdered 1 75@2 00 Flake White --_. 16 20 Formaldehyde, ag Bo 20 Gelatine ------ 30@1 50 Glassware, less 5. Glassware, full case 60%. Glauber Salts, bbl. @03% Glauber Salts less g 10 Glue, Brown — 30 Glue, Brown Grd Kg 20 Glue, White ~--. 25@ 365 Glue, White Grd. 30@ 36 Glycerine ----~--- by bo Hops Ce Iodine... 5 6306 09 Iodoform -—-..--. 6 60@7 05 Lead Acetate _. 18@ bg Lycopedium ---. 1 50@1 Mace —............ 15@ Mace, powdered 95@1 00 Menthol ----.--- 0@9 00 Morphine ---.-. 7 75@8 80 Nux Vomica ---- 30 Nux Vomica, pow. 23@ 30 Pepper black ante ones Pepper, white -- 45 Pitch, Burgundy 10 15 Quassia --~--- nee Quinine —--------. Rochelle Salts ~. 30 Saccharine Salt Peter 11 22 Seidlitz ae 7 40 Soap, gre Soap att cnntle: 22%, See. white castile ee @15 00 ian white castile less, per bar ---- Soda Ash ---... 06 10 Soda Bicarbonate 3%@10 Soda, Sal ------ 2 5 Spirits Camphor 1 35 Sulphur, roll ---. 04 10 Sulphur, Subl. -. 4 10 Tamarinds 2 Tartar Emetic ~. 70 Turpentine, Ven. 50 Vanilla Ex. Witch Hazel -. 1 47 Zinc Sulphate -— 96 15 ’ : ? f : : rE ; & ' Se eaten cawiaeieeds RE Re eRe casanr nner CN MICHIGAN TRADESMAN ecgemareneenyneet nemapermeenirennen Tre - “ pe . abate = April 26, 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 prices at date of purchase. DECLINED ADVANCED Saurkraut Beef Cheese Currant Veal Red Stick Matches Some Flour Mutton Hides—Calfskins Wheat Pelts—Lambs Oats Corn Feed AMMONIA CANNED FRUIT. CANNED VEGETABLES. Arctic Brand 16 oz., 2 doz. in carton, per doz. ------------ 1 75 I X L, 3 doz., 12 oz. 4 05 Parsons, 3 doz. small 5 00 Parson, 2 doz. med. 4 20 Parsons, 1 doz., lge. 1 35 AXLE GREASE soe a8 1 ib 4 25 24, 3 Ib. ------------ 5 50 10 lb. pails, per doz. 8 20 15 Ib. pails, per doz. 11 20 25 lb. pails, per doz. 17 70 BAKING POWDERS Calumet, 4 0z., doz. 97% Calumet, 8 0z., doz. 1 95 Calumet, 16 oz. ,doz. 3 35 Calumet, 5 Ib., doz. 12 75 Calumet, 10 Ib., doz. 19 00 K. C., 10c, doz. ---- 95 K. C., 20c, doz. ---- 1 85 ., 25bc, doz. ---- 2 36 K. C., 5 lb., doz. ---- 7 00 Queen Flake, 6 0Z. -- 1 36 Royal, 10c, doz. ------ Royal, 6 0z., doz. -- 270 eeeel, 12 oz., doz.-- 5 20 Royal, 5 lb. ----—---- 31 20 -Rumford, 10c, doz. -- 95 Rumford, 8 0z., doz. 1 85 Rumford, 12 oz., doz. 2 40 Rumford, 5 lb., doz. 12 50 Ryzon, 4 02Z., doz. -- 1 35 Ryzon, 8 02Z., doz. -- 2 26 Ryzon, 16 02., doz. -- 4 05 Ryzon, 5 lb. ------- 24 00 16 oz., doz. 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’l 2 70 Quaker Puffed Rice_- 5 45 Quaker Puffed Wheat 4 30 Quaker Brfst Biscuit 1 90 Quaker Corn Flakes Ralston Purina ------ 4 00 Ralston Branzos ---- 2 70 Ralston Foed, large -- 3 Ralston Food, small_- 2 Saxon Wheat Food -- 4 80 Shred. Wheat Biscuit 4 Post’s Brands. Grape-Nuts, 248 ----- 3 Grape-Nuts, 100s _---- 2 Postum Cereal, 12s -- : 5 2 Rocket, Post Toasties, 36s -- Post Toasties, 24s -- BROOMS Standards care 23 Ib. : 50 Fanc arlor, ee Ex Fancy Parlor 25 Ib 8 50 Ex. Fey, Parlor 26 lb : . Toy ------------------ Whisk, No. 3 ------ 2 26 Whisk. No. 1 -------- 3 00 BRUSHES Scrub Solid Back, 8 in. ---- 1 50 Solid Back, 1 lin --— 1 75 Pointed Ends -------- 1 25 Stove No. 1 -------------- _. & 19 No. 8 1 35 Shoe No: 1. 90 No, 2 1 25 No 8 2.2 2 00 BUTTER COLOR Dandelion, 25c size -- 2 86 Nedrow, 3 oz., doz. 2 50 CANDLES ht, 40 Ibs. ae co ° Hlectric Apples, 3 Ib. Standard 1 75 Apples, No. 0 Apple Sauce, No. 2. 2 85 Apricots, No. 1 1 90@2 00 Apricots, No. 2 ------ 2 Apricots, No. 2% 2 25@3 50 Apricots, No. 10 9 00@13 50 Blueberries, No. 2 ~~ 3 00 Blueberries, No. 10_- 15 00 Cherries, No. 2--3 00@3 50 Cherries, No. 214 4 00@4 95 Cherries, No. 10 ---- 18 00 Loganberries, No. 2 -- 3 00 Peaches, No. 1 ----- 1 Peaches, No. 1, Sliced 1 40 Peaches, No. 2 ----- 27 Peaches, No. 2%, Mich 2 60 Peaches, 2% Cal. 3 00@3 75 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 3 50 Pineapple, No. 2, crus. 2 25 Pineap., 10, or 7 oom? 00 Pears, 25 Pears, 4 26 Plums, 25 Plums, . 24 Raspberries No. 2, bik. 3 25 Rhubarb, No. 10 ---- 6 25 CANNED FISH. Clam Ch’der, 10% oz. 1 35 Clam Ch., No. 3. 3 00@3 40 Clams, Steamed, No. 1 1 75 Clams, Minced, No. 1 2 50° Finnan Haddie, 10 oz. Clam Bouillon, 7 0z.— Chicken Haddie, No. 1 2 75 Fish Flakes, small -- Cod Fish Cake, 10 oz. Cove Oysters, 5 0Z. -- Lobsters, No. %, Star Lobster, No. %, Star Shrimp, No. 1, wet -- Shri 1, ary. — Sard’s, % Oil, k. 4 25@ Sardines, % Oil, k’less 3 75 Sardines, % Smoked 7 00 Sardines, % Mus. 3 75@4 75 Salmon, Warrens, 48 2 75 Salmon, Warrens, 1 lb 4 00 Salmon, Red Alaska_- 2 86 Salmond, Med. Alaska 2 00 Salmon, Pink Alaska 1 45 Sardines, Im. %, ea. 10@28 Sardines Im., %, @& 26 Sardines, Cal. -- 1 75@2 10 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, Hrie -- 2 25 we o eo pe et bt DO et ao So Beef, No. 1, Corned —- 2 70 Beef, No. 1, Roast -- 2 70 Beef, No. % Rose Sli. 1 35 Beef, No. %, Qua. sli. 1 90 Beef, No. 1, Qua. sli. 3 10 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 Steak & Onions, No. 1 ----- 3 15 Potted Beef, 4 oz. --- 1 40 Potted Meat, % Libby 50 Potted Meat, % Libby 90 Potted Meat, % Rose 85 Potted Ham, Gen. % 2 16 Vienna Saus., No. % 1 35 Veal Loaf, Medium -. 2 30 Derby Brands In Glass. Ox Tongue, 2 Ib. ---. 19 50 Sliced Ox Tongue, % 4 60 Calf Tongue, No. 1.- 6 46 Lamb Tongue, Wh. 1s Lamb Tongue, sm. sli. Lunch Tongue, No. Lunch Tongue, No. % Deviled Ham, % ---- Vienna Sausage, sm. Vienna Sausage, Lge. Sliced Beef, small -- Boneless Pigs Feet, pt. Boneless Pigs Feet, at. 5 50 Sandwich Spread, % 2 25 - Go bt BS mt 69 09 GD DOD CWDS SONS Baked Beans. Beechnut, 16 oz. ---- : 35 Campbells --.-------- 1 16 Climatic Gem, 18 oz. 90 Fremont, No. 2 -----. 1 16 Snider, No. I ------- 1 10 Snider, No. 2 ------ 1 55 Van Camp, Small -..- 1 00 Van Camp, Med. : Asparagus. No. 1, Green tips ~— 3 75 No. 2%, 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, Soaked 95 Red Kid., No. 2 1 30@1 65 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 3 26 Corn, No. 10 _-...... 7 26 Hominy, No. 3 Okra, No. 2, whole -- 1 90 Okra, No. 2, cut ---- 1 60 Dehydrated Veg Soup 90 Dehydrated Potatoes, lb 45 Mushrooms, Hotels -. 38 Mushrooms, Choice --- 48 Mushrooms, Sur Extra 65 Peas, No. 2, E.J. 1 25@1 80 Peas, No. 2, Sift ane 1 60@2 10 Peas, No. 2, Ex. Sift. Mm, 3... 1 90@2 10 Peas, Ex. Fine, French 32 Pumpkin, No. 3 ---. 1 60 Pumpkin, No. 10 --. 3 75 Pimentos, %, each 15@18 Pimentoes, %, each _- 27 Sw’t Potatoes, No. 2% 2 15 Saurkraut, No. 3 ---- 1 85 Succotash, No. 21 60@2 35 Succotash, No. 2, glass 3 46 Spinach, No. 1 ------ 3 No. 2 1 45@1 76 Spinach, Spinach, No. 3 2 10@2 85 Spinach, No. 10 ---- 7 2D Tomatoes, No. 2 1 45@1 65 Tomatoes, No. 3 1 90@2 25 Tomatoes, No. 2, glass 2 85 Tomatoes, No. 10 ---- 7 00 CATSUP. B-nut, Large -------- 2 95 B-nut, Small -------- 1 80 Fraziera, 14 0z. ------ 2 25 Libby, 14 oz. ------ 2 90 Libby, 8 oz. —-—- 4 90 Van Camp, 8 oz. ---- 1 90 Van Camp, 16 oz. -- 3 15 Lilly Valley, pint — 2 95 Lilly Valley, % Pint 1 80 CHILI SAUCE. Snider, 16 oz. ~------- 3 60 Snider, 8 0z 2 36 Lilly Valley, % Pint 2 40 OYSTER COCKTAIL. Sniders, 16 0Z ------ 3 60 Sniders, % 0Z. ------- 2 35 CHEESE. Roquefort ------------ 75 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 Brick ---------------- 18 Wisconsin Flats ---- 18 Wisconsin Daisy ---- 18 Longhorn ------------ 19 New York ---------- 24 Michigan Full Cream 18 Sap Sago -------------- 48 ‘CHEWING GUM Adams Black Jack ---- 65 Adams Bloodberry ---- 5 Adams Calif. Fruit ---- 65 Adams Chiclets -------- 65 Adams Sen Sen -------- 65 Adams Yucatan ------- 66 Beeman’s Pepsin ----- 65 Beechnut -------------- 70 Doublemint ------------ 65 Juicy Fruit 65 Sapota Gum ek 25 Spearmint, Wrigleys -- 65 Spic-Spans Mxd Flavors 4 Wrigley’s P-K ------ _ 65 Zeno ------------------- 65 CHOCOLATE. Baker, Caracas, %8 -- 35 Baker, Caracas, %48 --- 33 Baker, Premium, ¥%8 -- 36 Baker, Premium, 48 -- 32 Baker, Premium, %8 -- 32 Hersheys, Premium, is 36 Hersheys, Premium, %8 36 Runkle, Premium, %%8- 34 Runkle, Premium, %8- 37 Vienna Sweet, 24s ---- 1 75 COCOA Baker’s %8 ----.------ 40 Baker’s %8 --..--------- 42 Bunte, %8 --.---------- 43 Bunte, % Ib. .--------- 35 Bunte, 1. 2025 32 Droste’s Dutch, 1 Ib... 9 00 Droste’s Dutch, % Ib. 4 75 Droste’s Dutch, % lb. 2 00 Herseys, %8 3 Hersheys, %8 ---------- 28 Huyier 36 Lowney, ¥%S_ ---------- 40 Lowneys 8S ---------- 40 Lowney, %8 --.-------- 38 Lowney, 5 lb. cans ---- 31 Van Houten, 48 ------ 75 Van Houten, %8 ------ 75 COCOANUT %s, 5 lb. case Dunham 50 ¥%s, 5 lb. case -------- %s & %s, 15 lb. case 49 Bulk, barrels ——----.-- 96 2 oz. pkgs., per case 8 09 48 4 oz. pkgs., per case 7 00 CLOTHES LINE Homy, 50 ft. —..._- 1 60 Twisted Cotton, 50 ft. 2 00 Braided, 50 ft. ------ 2 90 Sash Cord ---------- 00 COFFEE ROASTED Bulk .. 15 Santos 2. 23@26 Maracaibo ---~--------- 24 Mexican —..---~--.----— 25 Guatemala _.-.---_--—.- 26 Java and Mocha ----- 39 Bogota ~~-------------- 2 Peaberry -—.---.---—---—-- 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 N. Y., per 100 Frank’s 50 pkgs. ~--~ 4 25 Hummel’s 50 1 Ib. -- 09% CONDENSED MILK Bagle, 4 doz. ------ 9 00 Leader, 4 doz. ------ 5 60 MILK COMPOUND Hebe, Tall, 4 doz. ~~ 3 70 Hebe, Baby, 8 doz. -- 3 60 Carolene, Tall, 4 doz. 3 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, Tall -------- 4 25 Goshen, Gallon ------ 4 25 Oatman’s Dundee, tall, 468 2 4 50 Oatman’s Dundee, baby, 96s -~--------- 4 40 Pet Tall. __ 4 50 Pet, Baby, 8 oz. ---- 4 40 Silver Cow, Tall ---- 4 50 Silver Cow, Baby --- 4 40 Tal 4 Van Camp, Baby ---. 3 30 White House, Tall -- 4 White House, Baby - 4 CIGARS Worden Grocer Co. Brands Harvester Line. . Kiddies, 100s -----~-- Record Breakers, 50s 75 00 Delmonico, 50s ------ 75 00 Perfecto, 50s ------ 95 00 Bpicure, 50s ------- 95 00 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 R eS 5 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 00 St. Reges, 50s, Wood 125 00 Vanderbilt, 25s, Wd 140 00 Ambassador, 258, W 170 00 Ignacia Haya Extra Fancy Clear Havana Made in Tampa, Fla. Delicades, 50s ----- 115 00 Queens, 258 -------- 180 00 Perfecto, 258 ~------- 185 00 Starlight Bros. La Rose De Paris Line Coquettes, 50s ~----- 65 00 Caballeros, 50s ~----- 76 040 Rouse, 50s ~----..--- 5 00 Peninsular Club, 258 150 06 nicos, 2oe 150 00 Palmas, 258 --.-----175 00 Perfectos, 258 ~------ 195 00 Rosenthas Bros. R. B. Londres, 54s, Tissue Wrapped --. 58 00 R. B. Invincible, 50s. Foil Wrapped ---. 70 00 Union Made Brands BH) Overture, 50s. foil 75 00 Ology, 50s 58 Our Nickel Brands New Currency, 100s__ 36 00 Lioba, 100s —-_-. = 35 00 Eventual, 50s ------ 35 00 La Yebana, 25s ----.- 37 50 New Pantella, 100 ~~ 37 50 Cheroots Old Virginia, 100s -_ 23 50 Stogies Home Run, 50, Tin 18 Havana Gem, 100 wd 26 00 CIGARETTES. One Eleven, 15 in pkg 96 Beechnut, 20, Plain -- 6 00 Home Run, 20, Plain 6 00 Yankee Girl, 20, Plain 6 00 Sunshine, 20, Plain -. 6 00 Red Band, 20 Plain, -- 6 00 Stroller, 15 in pkg. 96 Nebo, 20, Plain ~----- Camels, 20, Plain ---- Relu, 20, Plain -~----- Lucky Strike, 20s --- Sweet Caporal, 20, pl. Windsor Castle Fag 20 Chesterfield, 10 & 20 Piedmont, 10 & 20, Pl. Spur, 20, Plain —-.-—— Sweet Tips, 20, Idle Hour, 20, Plain -- Omar, 20, Plain ~----- 9 20 Falks Havana, 20, Pl. 9 75 Richm’d S Cut, 20, pl. 10 00 Richm’d 1 Cut, 20 ck. 10 09 Fatima, 20, Plain -- 9 20 Helmar, 20, Plain -~ 10 50 English Ovals, 20 Pl. 10 50 Turkish Trop., 10 ck 11 60 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 AQyusaneyNatan o S 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 Markaroff, No. 15, 10, COrk 222.02. 16 Pall Mall Rd., 20, pl. 17 00 Benson & Hedges, 10 20 00 Rameses, 10, Plain -- 17 50 Milo Violet 10, Gold 20 00 Doities, 10... --.--_- 21 00 Condex, 10 22 Philips Morris, 10 -. 20 00 Brening Own, 10, Pl. 28 00 Ambassador, 10 28 00 Benson & Hedges Tuberettes -------- 55 00 CIGARETTE PAPERS. Riz La Croix, Wh.,. dz. 42 Riz La Wheat Br., dz 42 Riz Tam Tam, 2 dz for 87 Zig Zag, per 100 -— 7 25 TOBACCO—FINE CUT. Liggett & Myers Brands Hiawatha, 10c, doz 9 Hiawatha, 16 oz., dz. 12 00 Red Bell, 10c, doz. 96 Red Bell, 35c, doz... 3 60 Red Bell, 75c Pails dz. 7 40 Sterling, 10c, doz. -- 96 Sweet Burley, 10c, dz. 96 Sweet Burley, 45c foil 4 26 Swt. Burley, 95c Dru. 9 45 Sweet Cuba, 10c, dz.. 96 Sweet Cuba, 45c, doz. 4 25 Sweet Cuba, 95c Pail 9 45 Sweet Orange, 10c, dz 96 Scotten Dillon & Co. Brand Dan Patch, 10c, doz. 90 Dan Patch, 16 oz., dz. 7 50 Ojibwa, 10c, doz. -- 96 Ojibwa, 8 0z., 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. Mayflower, 16 oz., a. 15 00 P. Lorrilard Brands. Pioneer, 10c, doz. —. %6 Tiger, 10c, doz. <<... $6 Tiger, 50c, doz. —.__ 80 Weyman Bruton Co. Brand Right Cut, 10c, doz. 95 W-B Cut, 10c, doz. -. 96 PLUG TOBACCO. American Tobacco Co. Brands. Amer. Navy, 10c, doz. 96 Amer. Navy, per plug 6¢ Jolly Tar, 24, per plug lo Gold Rope, 10c, doz. 96 Boot Jack, l5c, doz. 1 44 Piper Heidsieck, 10c 96 Piper Heidsieck, 20c_ 1 92 Spear Head, l0c cuts 96 Spear Head, per plug 64 Square Deal, per plug 64 Standard Navy, 8 pig 64 Town Talk, per plug 56 Liggett & Myers Brands. Clipper, per plug —— 66 Chops, llc, doz. ---- _ 96 Drummond Nat. L. lic 1 44 Honey Dip Twist, 10c 96 Granger Twist, 10c, dz. 96 Horse Shoe, per plug 74 J. T. Bright, per plug 66 J. T. Smooth, plug. 24 J. T. R. and R., plug 24 King Pin, per plug - 32 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 --.. 74 Uncle Sam, 32 10c cut 2 66 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 _ Ps Lurrilard Brands. Climax, 10¢c tins, doz. 96 Climax Smooth, plug 72 Climax Thick, per plug 72 ted Cross, 10c cuts. 96 Red Crces, per plug 48 R. J. Reynolds Tobacco Co. Brands. Apple, 5 Ib. Butt, Ib. 73 Caramel Twist, per lb. $0 Gravely Superior, 10c 96 Humbug, per |b. ---. 1 28 Kismet, per Ib. —-.—- 1 06 Liberty Bell, per Ib. 665 Maritana, 15c Foil, dz. 1 44 Mickey Twist, per lb. 1732 John J. Bagley & Co Brands. Maple Dip, per plug 56 SMOKING TOBACCO. American Tobacco Co. Brands. 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, Giant, L. C., 10c, dz 96 Giant, L. C., 30c, dz. 2 88 Giant, L. C. Pails, dz 6 84 Garrick, 30c Foil, dz. 2 70 Imperial Cube Cut, 30c 2 88 Lucky Strike, R. Cut 1 63 Myrtle Navy Plug Cut 96 Myrtle Navy, 15c Po. 1 44 Navy, G. & A., 10c -- 96 Nigger Hair, 10c, doz. 96 Nigger Hair, Pails, dz 8 40 Nigger Head, P. C 10c _ 96 Old English, C. C. 16c 1 53 Peerless, L. C., 10a. 96 Peerless, L. C., 35c dz. 3 36 Peerless, L. C. Pails 7 44 Rob Roy, L. C., 10c 96 Rob Roy, L. C., 40¢ 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. l5c foil 1 44 Tuxedo, Gran., 17c, dz 1 58 Tuxedo, Gran. Cut plugs, 8 oz. ting — 6 72 Yale Mix., 15 vac. tin 1 44 Liggett & Meyers Brands. Briar Pipe, doz. --.. 96 Cuban Star, L. C., 10c 96 Cuban Star, Pails, dz. 6 90 Corn Cake, Gran: 5c 48 Corn Cake, Gran., 10c 96 Corn Cake, Gran., 25c 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¢ 1 44 Noon Hour, L. C., 10¢ 6 O. U., Gr. Cut P., 10c 96 U P., 90c Jars 9 00 Cut, 25c 2 50 Plow Boy, 10c, doz. 96 Plow Boy, 70c Pails 7 40 Summertime, 10c, doz. 96 Summertime, 30c, dz. 2 90 t % Re nies. = nied eae Mr tssenavmenwn iti I RCE MAN ATER TTI ea tI * Hi April 26, 1922 MICHIGAN TRADESMAN 45 i Summertime, 65c Pails 6 50 United States Tobacco Co. FARINACEOUS GOODS FRUIT JARS i Sweet Tip Top, 10c, dz 96 Brands. Mason, pts 7 35 Whale — k Velvet, Cut Plug, 10c 96 Central Union, 15c, dz. 1 44 Beans Mason. ar oor 8 60 Whole Top -------------------- 12 4 Velvet, Cut Plug, tins 153 Sha lhe Ti Med. Hand Picked __ 08 , Gts., pr gross 60 Almonds. Terregona_.. 22 Good 2 a j i 0 g, ins, doz.144 ©, Mason, % gal oss 1170 B i i Velvet, Cut Plug, 8 oz. 6 72 Shag, 15c Papers, doz. 1 44 al. Limas —--------- 11 Ideal 1 + BY razil, Large -----~-- 14 Medium ©...-._____.__.___ 09 Velvet. G, PL, 16 oc, 18 24 Dive Best, ide, dos. 16s Sue, Sxeeeh —— Ee oo ee a ek = Lane Yum Yum, 10c, doz. 96 Dill’s Bost Gran., 166152 ed Kidney --------- 08% — — oun ats. 1070 Fiberts, Sicily ----.-- 16 Good -_----------------- 31 Yum Yum, 70c’ pails 6 80 Dill's Best, 17c Tins152 ,. |, | Farina ——_ oe — oe ee oe ee hh » f ; ckages ~~~. : ; See ee ne P. Loriilard’s Brands. Snuff. Bulk, per 100 Ib 06 Peanuts, Jumbo raw 10 Copenh 10 »P 8. ---- 06% Peanuts, Jumb td 13 Bee Beechnut Scrap, doz. 96 ODPM RIBEr. ine roll @ Hominy ,, _GELATINE hoa te GOOG antennae neey B L eal Blandening, 10c 64 Cc ecans, 3 star -------- 22 Medi 3 Buzz, L. C., 1c, doz. 9 Seal Goteborg, 10¢, roll 64 Pearl 100 Ib. sack -- 5 25 COxg { Goz> large -- 735 Pecans, Jumbo —-—--- a. ee uzz, L. C., 35c, doz. 3 30 Sear Swe. Rapee, 10c 64 Macaroni a oz., small -- 125 Wainuts, Grenoble -. 34 aan eeennine ae Buzz, L. C., 80c, doz. 7 90 : Jello-O, 3 doz 3 45 Heavy hogs 10 Ching, BO. We, don, 96 Set Norkopping, 10c 64 Domestic, 20 Ib. box 97% knox's Sparkling, doz. 2 25 Walnuts, Sorento -.-. 35 Medium hogs ___----- 13% Honest Scrap, don. 96 Seal Norkopping, 1 Ib. 85 pomentis, broken bbls. 06% — Knox’s Aaldu'a dos. 2 26 Salted Peanuts Light hogs —-_------- 13% Open Book Scrap, dz. 96 olden Age, 2. doz. .. 1 16 Minute, 3 doz. --__-- 405 Fancy, No. 1 -----.-- 10 Sows and stags --.. 10 Stag, Cut P., 10c, doz. 96 CONFECTIONERY Fould’s, 2 doz., 8 oz. 180 Nelson’s ~------------ 46g Jumbo —2 21 Reina: ~ 93 Union Leader, 10c tin 96 tana; — Candy “e Pear! Barley Oxford 20 ae Shelled Butts _.- - 20 pout oe Ge . = lane Wiese Se a. eee ee i Bee ee +e | 2 er, n = Peas aukesha —.--------- 5 eanuts, Spanish, mS = ----~--- oo oe Union Leader, 10c, dz. *9¢ ure Sugar Stick, 600’s + EO Seatah. Ib 07 125 lb. bags 08% ‘Spareribs -------~--~- 11% Union Leader, lic, dz. 1 4 < a5 eee oe Neck bones --- D War Path, 5c. "doz. 3 35 Kiadersayten oe ns ‘Sago ° oo. — PROVISIONS | . Sis Bien Oe Gack = LS 1 ‘East India ---------- 06% single Dadi 5 15 — OLIVES. ” Ca 72 00@24 00 Dan Patch, 10c, doz. 96 Brenc ch Creams __-_-- 16 Pee wi 06% 2% cases _.--_.------ 5 04 Bulk, 2 gal. keg —--- 3 25 aoe = Clear a soars 00 Dion's, Mixture, "206 $6 Camco. —————-—--=---—— HB Mfinuies 8 Oz 3 dow 108 8 cages’ 1 28 Broadway, per doz. -. 240 Wood boxes, Pure --. 24 o Lieberman, 10c, doz. 96 — he: 1 Wnts 1 25 ee oe No 90 Steamboat _.-. 275 Porter House, 1 Ib. Tab. 19 W. O. W., 6 0oz., doz. 3 00 Lemon, American ------ 26 Red Hen, 24, 2 'b. -- 260 pBiue Ribbon 425 Whole Cod ------------ 12 40 ] Royal Major, 10c, doz. 96 Orange, American ---. 22 oo : Red Hen, 24, 2% Ib. 325 Crickett -------------- 3 50 Holland Herring 80 ; Royal Major, 6 oz., dz. 3 00 oS ees cae Red Hen, 12, Ib. -- 300 Congress _----------- 600 Standards, kegs 90 96 ‘ Royal Major, 14 oz. dz 7 20 Raisins. Less than Carlots ---- 48 Red Hon, 6 10 ih 222300 2 . oo 96 ‘ Seeded, ule _-___- 17 Gama Ginger Cake, 24, 2 Ib. 3 00 , POTASH Herring 96 Larus & Bro. Co.'s Brands. Seeded, 15 oz. pkg. -- 18% Carlots gg Ginger Cake, 24, 2% Ib. 3 75 Babbitt’s 2 doz. --275 KK KK, Norway -- 20 00 50 : Wdecworth Ready Rub Sultana Seedless ---- 18 Pose than Gano 79 Ginger Cake, 12, 5 Ib. 3 75 FRESH MEATS. 8 Ib. pails ee 40 ae i ee oo Tins ee 1 62 Seedless, 1 lb. pkg. -- 24 Hay ae Gingee ES 6, “ai? Je 3 “ Beef. Cut Boneh .._..-- 90 | , 17c Tins ------ ec., 0 Ss Heif y . : oe 96 Edgeworth Ready Rub- California Prunes @atlots 2.550 2200 O.&L S oa 12, 5 a 5 25 aor” nt . ee ue Boned, 16 Ib. . boxes bed, 8 2 D Good Steers & Heifer ly Lake Herrin 6 ; e oz. tins, doz. 7 00 90-100 25 Ib. boxes -.@12 Less than Carlots __ 2400 O.&L.S 6, 10 Ib. 5 0 ake Herring . Edgeworth Ready Rub- 80-90 25 lb. boxes ~-@13 wet 500 Med. Steers & Heifers 12 1% ppl., 100 Ibs. ------ 35 7 | bed, 16 oz. tins, dz. 14.50 70-80 25 Ib. boxes _-@15 Feed Dove, 36.2 ee Oe Sere 2 een Mackerel 96 i Edgeworth Sliced Plug, 60-70 25 Ib, boxes ~-@16 Street Car Feed ___ 3000 Dove, 24, 2% lb Wh. L630 Top : 11 Tubs, 50 lb. fancy fat 13 75 1 40 iy 17c tins, doz. _-~~-- 162 50-60 25 lb. boxes --@17 No. 1 Corn & Oat Fd 30 00 Dove, 12, 5 lb. Blue L 4 - aa. i Fane. © count. —..-- 6 90 96 Edgeworth Sliced Plug. 40-50 25 Ib. boxes --@18 Cracked Corn ----- 30 00 Dove, 6, 10 lb. Blue L445 Medium —__------------- 09 White Fis 2 90 ' 35c tins, doz. .cm0. 3 66 30-40 25 lb. boxes --@21 Coarse Corn Meal -. 30 00 Palmetto, 24, 2% Ib, 4 50 Common --.-------e---- 07 Med. Fancy, 100 Dt ~-- 13 00 bait ene Rai ia i hihi OMIT. Rn RSE PAN Det Sa a Rae eA ic ato. NORGE GN & & é 4 4 ssi a nae ET Pha lc i ETI A: “palin aaoi cae Tiin wae ai WOR AEE MICHIGAN TRADESMAN April 26, 1922 46 SALT Colonial 24 2 Ib. —---- 90 Med. No. 1, Bbis. ---- 2 70 Med. No. 1, 100 ib. bg Farmer Spec., 70 lb. 92 Packers, 56 Ib. ------ 56 Blocks, 50 Ib. ------- 52 Butter Salt, 280 lb bbl. 4 50 Baker Salt, 280 lb. bbl 4 ed 100, 3 Ib. Table —----- 6 60, 5 Ib. Table ------- 5 80 30, 10 Ib. Table ------ 5 65 28 lb. bags, butter -- 50 Per case, 24 2 lbs. —-- 2 40 Five case lots ------ 2 30 SHOE BLACKENING. 2 in 1, Paste, doz. -- 1 35 E. Z. Combination, dz. 1 35 Dri-Foot, doz. ------ 2 00 Bixbys, Doz. -------- 1 35 Shinola, doz. -------- 85 STOVE POLISH. Blackine, per doz. -- 1 Black Silk Liquid, dz. 1 Black Silk Paste, doz. 1 Enamaline Paste, doz. 1 Enamaline Liquid, dz. 1 E Z Liquid, per doz. 1 40 Radium, per doz. ---- 1 Rising Sun, per doz. 1 654 Stove Enamel, dz. 2 Vulcanol, No. 5, doz. Vulcanol, No. 10, doz. 1 Stovoil, per doz. ---- 3 SOAP. ' Am. Family, 100 box 5 Export, 120 box ---- 4 Flake White, 100 box 4 Fels Naptha, 100 box 5 Grdma White Na. 100s 4 Rub Nv More White Naptha, 100 box -- 5 Swift Classic, 100 box 4 90 20 Mule Borax, 100 bx 7 Wool, 100 box ------ 6 50 Fairy, 100 box ------ 5 50 Jap Rose, 100 box ---- 7 85 Palm Olive, 144 box 11 00 lava, 100 box ------ 4 Pummo, 100 box ---- 4 Sweetheart, 100 box - 5 70 Grandpa Tar, 50 sm. 2 Grandpa Tar, 50 Lge 3 35 Fairbank Tar, 100 bx 4 00 Trilby, 100, 12c_---- 8 50 Williams Barber Bar, 9s 50 Williams Mug, per doz. 48 Proctor & Gamble. 5 box lots, assorted Ivory, 100, 6 oz. -- Ivory Soap Fiks., 100s Ivory Soap Flks., 50s Lenox, 120 cakes ---- Pp. & G. White Naptha Star, 100 No. 11 cakes Star Nap. Pow. 60-16s Star Nap. Pw., 100-10s Star Nap. Pw., 24-60s Tradesman Brand. Black Hawk, one box 4 50 Black Hawk, five bxs 4 25 Black Hawk, ten bxs 4 00 Box contains 72 cakes. It is a most remarkable dirt and grease remover, with- out injury to the skin. CLEANSERS. He OOO CT UTE RO? uo o ITCHEN LENZER 80 can cases, $4.80 per case WASHING POWDERS. Bon Ami Pd, 3 dz. bx 3 75 Bon Ami Cake, 3 dz. 3 25 Climaline, 4 doz. ---- 4 20 Grandma, 100, 5c ---- 3 90 Grandma, 24 Large — 3 80 Gold Dust, 100s ~----- 4 00 Gold Dust, 20 Large -- 4 30 Golden Rod, 24 ------ 4 25 Jinx, 3 doz. ——--........ 4 50 La France Laun, 4 dz. 3 70 Luster Box, 54 ------ 3 75 Miracle Cm, 4 oz. 3 dz. 4 00 Miracle C., 16 oz., 1 dz. 4 Old Dutch Clean, 4 dz 4 00 Queen Ann, 60 oz. -- 2 Rinso, 100 oz. ~------- 6 40 Rub No More, 100, 10 ccna 4 Rub No More, 60, 4 02. 3 46 Rub No More, 18 Lg. 4 50 Spotless Cleanser, 48, OZ. Sani Flush, 1 doz. -- 2 25 Sapolio, 3 doz. --.--- 3 15 Soapine, 100, 12 oz. - 6 40 Snowboy, 100, 10 oz. 4 00 Snowboy, 24 Large -- : 70 Speedee, 3 doz, ------ 20 Sunbrite, 72 doz. —---- 4 00 Wyandotte, 48 ------ 5 50 SPICES. Whole Spices. Allspice, Jamaica -- @12 Cloves, Zanzibar ---- @42 Cassia, Canton _----- 6 Cassia, 5c pkg., doz. @40 Ginger, African ---- 15 Ginger, Cochin ------ 22 Mace, Penang ------ 70 Mixed, No. 1 Mixed, 5c pkgs., doz. @45 Nutmegs, 70-80 D30 Nutmegs, 105-110 --- @25 Pepper, Black ------ @15 Pure Ground In Sulk Allspice, Jamaica ---- @15 Cloves, Zanzibar ---- @55 Cassia, Canton - -~ @25 Ginger, African - @22 Miuatara _._--_._ -- @31 Mace, Penang ------- @75 Nutmegs ------------- @32 Pepper, Black ------- @20 Pepper, White ------ @29 Pepper, Cayenne ---- @32 Paprika, Spanish --- @42 Seasoning Chili Powder, 15c ~--- 1 35 Celery Salt, 3 oz. ---- 9 Sage, 2 oz. —--------- 90 Onion Salt ----------- 1 35 Goarte 1 35 Ponelty, 3% oz. ---- 3 25 Kitchen Bouquet ---- 3 25 Laurel Leaves ------ 20 Marjoram, 1 oz. ------ 90 Savory, 1 oz. —-------- 90 Thyme, 1 0z. -------- 90 Tumeric, 2% oz. ---- 90 STARCH Corn Kingsford, 40 Ibs. ---- 11% Powdered, bags ---- 03 Argo, 48 1 Ib. pkgs. -- 3 75 Cream, 48-1 ----- - 4 80 Quaker, 40 1 --------- 6 Gloss Argo, 48 1 Ib. pkgs.-- 3 75 Argo, 12 3 lb. pkgs. -- 2 74 Argo, 8 5 lb. pkgs. --- 3 10 Silver Gloss, 48 1s -- 11% Elastic, 64 pkgs. ---- 5 35 Tiger, 48-1 —--.----_- 2 85 Tiger, 50 Ibs. ------- 05% SYRUPS orn Blue Karo, No. 1%, Oo doz. 202 Blue Karo, No. 5, 1 dz. 2 60 Blue Karo, No. 10, . Ggoz. 2 40 Red Karo, No. 1%, 2 joy. 2 218 Red Karo, No. 5, 1 dz. 3 00 Red Karo, No. 10, % 1oz 2 80 Maple Flavor. Karo, 1% Ib., 2 doz. ~ 3 95 Karo, 5 lb., 1 doz. -- 6 15 Maple and Cane Kanuck, per gal. ---- 1 50 Sugar Bird, 2% Ib., 2 moe. ee 00 Sugar Bird, 8 oz., 4 aon 2 12 00 Maple. Johnson Purity, Gal. 2 50 Johnson Purity, 4 doz., 18 oz. ——---- 18 50 Sugar Syrup. Domino, 6 5 Ib. cans 2 50 Bbls., bulk, per gal.* 30 Old Manse. 6, 10 lb. cans ------ 9 40 19. 5 3b. cams —.. 9 40 24, 2% lb. cans — i 40 24, 1% Ib. cans ‘_..__ 7 00 5 gal. jacket cans, ea. 7 15 36, 8 oz. bottles ---- 5 25 24, pint bottles ---- 6 75 24, 18 oz. bottles ---- 7 25 12, quart bottles ---- 5 75 Silver Kettle. 6, 10 ib. cans ___..__- 40 12, 5 ib. cans: —___ 8 15 24, 2% lb. cans ---- 9 15 48, 1%, lb. cans ----11 00 5 gal. jacket cans, ea. 5 90 36, 8 oz. bottles ---- 4 40 24, pint bottles ----- 5 50 DA: IR 0”. 75 12, quart bottles ---. 4 75 Ko-Ka- Ma. 6, 10 1b. cans _..._ 5 15 12.5 i>. cans -____-_ 5 65 94, 2% Ib. cans ---- 6 40 5 gal. jacket cans, ea. 3 90 24, pint bottles ---- 4 25... 24, 18 OZ. bottles orrr 4 50 : TABLE SAUCES. Lea & Perrin, large-- 5 75 Lea & Perrin, small_- : = Pepper -—-------------- Royal Mint ---------- 2 40 Tobasco =---—..-—..-- 2 75 Sho You, 9°0z., doz. 2 70 A-1, large ----------- 6 75 A-1, small ~—--------- 3 60 Capers --------------- 1 80 TEA. Japan. Moditim ....._.- 32@38 Choice 2.2... 40@43 sf peo EERIE 54@57 No. 1 Nibbs ---------- 5 1 lb. pkg. Siftings -- 15 Gunpowder Chotcea Fancy —--——-----~-- 38@40 Ceylon Pekoe, medium ------ 33 Melrose, fancy ------ 56 English Breakfast Congou, Medium ----.- Congou, Choice ---- 35@36 Congou, Fancy ---- 42@43 Oolong Medium ——..-—------- 36 Choice —_..---------- 45 fancy —.-.___________.__ 50 TWINE Cotton, 3 ply cone ---. 35 Cotton, 3 ply balls ---- 35 Wool, 6 ply ----------- 18 VINEGAR Cider, 40 Grain ------ 30 White Wine, 40 grain 1 White Wine, 80 grain 22 sianeiciaur Vinegar & Pickle 0.” s Brands. Oakland Apple Cider -- 30 Blue Ribbon Corn ---- 22 Oakland White Pickling 20 Packages no charge. WICKING No. 0, per gross ---- 60 No. 1, per gross ---- _ 85 No. 2, per gross ---- 1 10 No. 3, per gross ---- 1 85 Peerless Rolls, per doz. 45 Rochester, No. 2, doz. 50 Rochester, No. 3, doz. 2 00 Rayo, per doz. ------ 90 WOODENWARE Baskets Bushels, narrow band, wire handles ------ 1 75 Bushels, narrow band, wood handles ---.. 1 85 Bushels, wide band -- 1 90 Marked, drop handle 75 Market, single handle 90 Market, extra —--.—_- 1 40 Sulint, taree -_----—- 8 50 Splint, medium ----- 7 50 Splint, small -------- 00 Churns Barrel, 5 gal., each -_ 2 40 Barrel, 10 gal., each__ 2 55 3 to 6 gal., per gal. _- 16 Egg Cases No. 1, Star Carrier 5 00 No. 2, Star Carrier -- 10 00 No. 1, Star Egg Trays 4 50 No. 2, Star Egg Tray 9 00 Mop Sticks Trojan spring ~------- 2 00 Eclipse patent spring 2 00 No. 2, pat. brush hold 2 00 Ideal, Noo 7 = 1 35 9 lb. Cot. Mop Heads 1 40 12 lb. Cot. Mop Heads 1 80 Palls 10 qt. Galvanized __-- 2 00 12 qt. Galvanize d_-_- 2 20 14 qt. Galvanized -.-- 2 40 12 qt. Flaring Gal. Ir. 6 75 10 qt. Tin Dairy ---- 4 50 12 qt. Tin Dairy ---- 5 00 Traps Mouse, wood, 4 holes -- 60 Mouse, wood. 6 holes ~~ 70 Mouse, tin. 5 holes Ss 65 Rat, wood _----------- 00 Rat, spring -- _ 1 00 Mouse, spring ------- 30 Tubs Large Galvanized —-- 7 50 Medium Galvanized 6 50 Small Galvanized -- 5 75 Washboards Banner Globe -------- 5 75 Brass, Single -------- 6 75 Glass, Single -------- 7 00 Double Peerless ----- 8 25 Single Peerless ------ 7 50 Northern Queen ---- 6 25 Universal —----------- 7 50 Window Cleaners 18 4h. oe 1 65 464n. es 1 85 16 in. 2 30 Wood Bowls 13 in. Butter -------- 5 00 15 in. Butter -------- 90 17 in. Butter -------- 18.00 19 in. Butter -------- WRAPPING PAPER Fibre, Manila, white 05% No. 1 Fibre --------- 07% Butchers Manila ---. 06 Kratt 2. 09 YEAST CAKE Magic, 3 doz. —-------- 2 70 Sunlight, 3 doz. ------ 2 70 Sunlight, 1% doz. --- 1 36 Yeast Foam, 3 doz. -- 2 70 Yeast Foam, 1% doz. 1 35 YEAST—COMPRESSED Fleischman, per doz. -- 28 Pinholing of Tin Cans. The much-discussed question of “pinholing of tin cans” is still a mys- tery, and remains to-day without a fundamental suggestion as to its real cause and methods of prevention. In summarizing the situation as a whole, it appears that neither the canner nor the can manufacturer is wont to as- sume the responsibility of the exist- ing evil, and so it goes from one decade to another with the same mud- slinging, burden-shifting tactics. This, however, has not eliminated the evil, nor will it be eliminated until the basic principles have been brought to light and a scientific means adopt- ed to overcome the situation. A true demonstration along this line has proven that where the syrup or liquor is properly amalgamated, according to the consistency required in the various processes necessary to the different fruits and vegetables, that separation is next to impossible. When separation is eliminated, then the depreciation is overcome and the physical structure of the product can- ned is not broken down and remains the same under all conditions. When the separation takes place it is a mere breaking down of the syrup or liquor and an invisible fermenta- tion takes place, resulting in swells and spoilages of the various natures. As a whole, it is not the fault of the can nor the materials used in its con- struction which results in spoilages. There is, however, a small percentage of the spoilages that may be attrib- uted directly to a faulty lot of tin, but this spoilage is so small that it is not worthy of mention. The canning industry of to-day is based upon the century-old theory handed down since the time of Appert of France, who first promoted the theory of hermetically sealing fruits and vegetables. All text books and articles written along this line are based upon the principle, modernized only by the addition of the present- day machinery and equipment. A close chemical analysis of the fundamental natural causes of this great evil discloses that there is suf- ficient oxygen, hydrogen and nitrogen contained in all fruits and vegetables that when not properly handled will, when separation or degeneration takes place, form enough acids to eat away the tin, In hermetically sealing these products and by-products a certain amount of these acids are eliminated or placed in such a state as to be- come inactive for a time. Sooner or later separation becomes manifested and by degrees the physical structure of the product is broken down. In addition to the amount of sugar, salt and starch these products con- tain, there is a sufficient amount of antiseptic properties to properly pre- serve them when thrown into solu- tion of the correct consistency. The general principles in use to-day throughout the canning world do not include this one vital point, and as a consequence hermetically sealed products placed on the market have a life schedule. After all is said and done, the can- ning industry is et in an experi- mental stage, and will continue to re- main there until the real fundamental principles of preservation have been discovered and resorted to. Until the canner brings himself to practically forget the antiquated methods which have been hashed and rehashed, em- balmed and mummified until they look like something real, will this canning evil be overcome. ‘Someone has advanced the theory that sterilization will overcome sep- aration and prevent decomposition of the syrups and liquors. This theory has’ been disproven in every instance, and while sterilization tends to length- en the life of the syrups and liquors, it does not in any degree change the chemical construction. In order to overcome the separa- tion and prevent decomposition it is necessary to change the physical con- struction of the globulin system of the syrups and liquors. By perfect amalgamation of the preservative properties contained in these syrups and liquors, the acids are so nearly eliminated that it is next to impossi- ble for separation and degeneration to take place. This theory has been tested under all conditions of incuba- tion and has in no instance failed to maintain the standard of perfection. W. O. Hemlow. —_22s—__—_ Who Will Can Tomatoes? The tomato canning season in Maryland and Delaware has brought its troubles to canners. Growers even though they have been unable to make satisfactory contracts with can- ners for their acreages have planted crops and have more land devoted to tomatoes than last year. What will become of these tomatoes? That is the problem for the canner to solve. Most packers are not financially able to operate unless they have backing. That is usually secured through local banks by surrendering signed con- tracts from reliable jobbers for the season’s production. This year many banks will not make loans on that collateral because the canner has little or no leeway for profits at present future price levels. He will pack be- low cost and the banks regard the canner as a bad risk. A serious situa- tion prevails and its solution does not seem to be in sight. Old pack is rapid- ly clearing up and canners say that by the time new goods are available all old tomatoes will be out of the road. That is a favorable situation for the canner to face in marketing new tomatoes, provided, of course, he has the goods or can pack them at a profit. ——__2— Damn the Secretary. If your Club is on the bum, Damn the Sec. If your members will not come, Damn the Sec. Don’t take hold and do your part, Don’t help give the thing a start, Show ’em all that you are smart, Damn the Sec. If the programs are a frost, Damn the Sec. Don’t help put the thing across, Damn the Sec. If the grub’s not what you like, Threaten to go on a strike, Don’t help, for the love of Mike, Damn the Sec. When you get a bill for dues, Damn the Sec. When you’re asked to help, refuse, Damn the Sec. Let him do it, he gets paid, Why should he be seeking aid? That is why his job is made. Damn the Sec. | 2 pueo seem pose yp scot seRB or ranaplighe f tn A aN ee — April 26, 1922 MICHIGAN TRADESMAN 47 Bankru tc Proceedin Ss in Tan mm. fF. Belknap, Greenville ia 17.00 siti : ‘ 5 G d Wolverine Motor Supply Co., rapid ine sige’ see | BUSINESS WANTS DEPARTMENT Grand Rapids, April 18—On this day — i ee a eer IE ‘was held the first meeting of creditors Case Plow Co., Minnea eo Ook in the matter of Abraham Morrison, Postal Telegraph Co. Greenville 1.62 tae eee APE Uke scr “cca cumsaqunnt contineens , Ineuition, Bankrupt No. 2076. The bankrupt was a oo 4.86 if set in capital letters, double price. No charge less than 50 cents. Small oo Coe A ae el ®. H, Welker Co. Detroit ____- 2.89 display advertisements in this department, $3 peg inch. Payment with order ler & Star, George S. Norcross and Reni- BC. Tuttle, Greenville oe 5.50 is required, as amounts are too small to open accounts. han & Lillie were present for creditors. _W- A. McCormick, Greenville —- a Several claims were allowed against the G- R- Varnish Corp., oo bod 30:00 For Sale—Stock of general merchandise Salesmen—Profitable side line. Carry ‘estate of the bankrupt. Kirk E. Wicks ©: gar time aS er a an ata 15.26 and fixtures in small railroad town. samples in pocket. Address Copper Jour- was elected trustee and the amount of @- R. Trust Co., Grand ¢hapics 13g Doing good business. Good reason for nal, Hancock, Mich. 574 his bond fixed by the referee at $2,500. R. Mascaro, New Orleans 11.95 Selling. Address No, 739, care Michigan Se ‘The bankrupt was then sworn and ex- Citizens Tele. Co., Greenville. ib:3 ‘Tradesman. 739 For Sale—Cash registers and store fix- amined without a reporter. The ap- C: ¥. Hilliker Co., Grand Rapids oe tures. Agency for Standard computing praisal made by the referee as receiver Georse H. Curry, Greenville -- 95.42 For Sale—Complete line of was approved and allowed. The first meeting of creditors was then adjourned no date. On this day also was held the first meeting of creditors in the matter of Bert C. Wells, Bankrupt No. 2075. The bankrupt was present and by attorney, Pp. A. Hartesvelt. No creditors were present or represented. There being no property which was not exempt over and above encumbrances, no trustee was appointed and the case was closed and returned to the District Court. The meeting was adjourned no date. On this day also was held the first meeting of creditors in the matter of Paul Nissen Corporation, Bankrupt No. 2077. The bankrupt corporation was present by Paul Nissen, its president, and by George S. Norcross, attorney. Knappen, Uhl & Bryant and _ Travis, Merrick, Warner & Johnson were pres- ent for creditors. Claims were allowed against the estate of the bankrupt. The Grand Rapids Trust Company was elect- ed trustee and the amount of its bond fixed by the referee at $3,000. Paul Nis- sen was then sworn and examined with- out a reporter. Orders were made al- lowing reclamation on two petitions filed. The appraisal of the referee as receiver was received and adopted by the cred- itors. The first meeting was then ad- ° journed, no date. April 20. On this day were filed the schedules in the matter of Regle Brass Company, Bankrupt No. 2081. The schedules of the bankrupt list assets in the sum of $103,391.84 and_ liabilities in the sum of $83,098.09. The first meet- ing of creditors in this matter will be held at the office of the referee on May A list of the creditors of the bank- rupt is as follows: State of Michigan (Franchise $2 ee $ 60.00 Carl Sechied, Belding (abor)_--~ 16.75 Sisk William, Greenville (labor) 747.00 James Woodley, Greenville (labor 108.83 F. KE. Raby, Greenville (labor) 140.33 G. R. Trust Co., Grand Rapids 41,600.00 Yreenville State Bank, Greenville 10,099.17 Com. Savings Bank, Greenville 10,000.00 Howard C. Kipp, Greenville ---- 2,250.00 Viscosity Oil Co., Chicago -_-- 12.75 Chamber of Com., Greenville 12.00 H, GC. Kipp, Greenville —~__-___-_- 30.00 Pratt & Whitney, New York -- 18 Greenville Gas Co., Greenvillee 43.01 Mich. Manufacturers Association, Port oe 50.00 H. O. Canfield Co., Bridgeport, Conn. Soe ee 36.00 Chas. A. Strelinger Co., Detroit 31.28 Manhattan Machine & Tool Co., Grand Rapids oo 2 Soe 4.38 Louis Modell, Bay City —_------ 27.38 Domestic Engineering, Chicago 60.48 Plumbers Trade Journal, New York: Oo 32.00 Travelers Insurance Co., Grand Rapids: 202 re 65.73 Obetts & Walters, Greenville —_ -20 Miller & Harris Furniture Co., Greenvine 920 ae ee 2.92 Travis, Merrick, Warner & John- son, Grand Rapids 2.0... 10.00 Electric Blue Print Co., Grand RODIGS 22 -86 West Mich. Printing Co., Grand Ranias: | (2 Buhl Sons Co., Detroit ~.-------~ 6.05 American Brass Co., Kenosha — 30.71 Greenville Hardware Co., Greenville (200 sie .60 Fenton Label Co., Philadelphia 3.37 FEF, E. Raby, Greenville —~__-_--. 212.33 George S. Norcross, Grand Rap. 386.37 Doubleday Bros. & Co., Kala- TAZOO (ee 12.35 American Boron Produce Co., Reading, Pan oo 7.50 S. Channon Co., Chicago --_--~- 12.30 Assoc. Employers Reciprocal, Chicago (0 a i te 7.80 treenville Coal Co., Greenville 33.50 P, D. Edsall, Greenville ___----- Re Ind. Printing Co., Greenville —_ 330.25 Associated Truck Lines, Grand Rapids 20.8 ee 3.12 Standard Oil Co., Grand Rapids 80.7 « R. Youngs, Greenville --—--- 23.18 J. H. Temmink, Greenville ~----- 47.17 G..H. Currie, Greenville ~_----~- $65.32 Forbes Stamp Co., Grand Rapids 12.24 Macey Co., Grand Rapids —----- 35.36 J. B. Couture, Greenville 2,008.77 Tower Blectric Co., Greenville —- 96.75 Barclay, Ayres & Bertsch, Grand. Rapids: 22200 27.93 Morley Bros., Saginaw --~------- 11.00 Benjamin Harrison Co., Chicago 62 W. F. BHichelberg, Greenville —- Southerland Tool Co., Greenville Quimby-Kain Paper Co., Grand Rapigs 22 4.96 Wolverine Pattern & Model Works, Grand Rapids -------- 00.00 Wheeler & Temmink, Greenville 179.05 B. J. Curry, Grand Rapids —--- 60.24 H. W. Brown, Greenville .----- 179.86 The following are notes payable and unsecured: Benj. Harris & Co., Chicago -- 1,555.28 Dr. A. F. Savage, Greenville -- 1,400.00 Lloyd Thomas Co., Chicago ---- 461.08 Lansing Pattern & Mfg. Co., Danes oo Se ee 443.95 R. J. Tower Elec. Co., Greenville 300.00 Ohio Rubber Co., Detroit ---- 250.00 KE. H. Welker Co., Detroit ~~~ 202.34 Tower Iron Works, Greenville 200.00 Edward Baker, Brooklyn —-~-~-- 199.39 Detroit Lead Pipe Wks., Detroit 152.33 American Air Check Co., Cleve- Tete ee ee ee 121.50 Chicago Crucible Co., Chicago —- 114.93 Mich. Smelting & Refining Co., etree 2 ee 105.75 Manhattan Machine & Tool Co., Grand Rapids — 100.00 Graphic Engraving Co., Grand Rapies 922 75.50 Chase Coal Co., Greenville —---- 50.00 Liability of bankrupt on notes given for capital stock and discounted as fol- lows: Claud Coats, Greenville ~------- 500.00 H. P. Belknap, Greenville ---- 150.00 Cc. G. Kuennen, Grand Rapids 100.00 Knock Howell, Greenville ---- 120.00 L. B. Prentice, Greenville ~----- 400.00 F. B. Sutherland, Greenville —- 125.00 Dr. C. G. Williams, Kalamazoo 375.00 Clyde Nielson, Greenville —---- 625.00 R. F. Schofield, Lansing ----~ 392.10 Mrs. Anna Thompson, Rockford 500.00 ——_> o> A Bit of Credit Humor. Shoe stores have to have some comedy in the general ‘humdrum of business at times, as a diversion from the every day routine. Sometimes these rays of sunshine however, have a slant that is unexpected and at first give an expression of annoyance rather than mirth. Charge customers at times have their vagaries as well as those buyers who return their pur- chases for one reason or another. One of the latter, of the feminine persua- sion, appeared in a well-known St. Louis shoe store recently and was fitted with a pair of $15 shoes after which she left town on a visit. Two days later the shoes came back with a note saying for certain reasons it was desired td return them. This was agreeable to the store inasmuch as the shoes had not been worn and a credit slip would have been sent in due course, but the letter returning the shoes wound up with the statement that, “It is unnecessary to send credit memorandum or refund, as I have stopped payment on the check I gave in payment.” As it was an out of town check, the store now is figuring if it can collect the collection charges on the check which also came back in due course. ——_»-+____ The Great Captain. Great Captain, glorious in our wars— No meed of praise we hold from him; About his brow we wreathe the stars The coming ages shall not dim. The cloud-sent man! Was it not he That from the hand of adverse fate Snatched the white flower of victory? He spoke no word, but saved the State. Yet history, as she brooding bends Above the tablet on her knee, The impartial stylus half suspends, And fain would blot the cold decree: “The iron hand and sleepless care That stayed disaster scarce availed To serve him when he came to wear The civic laurel: there he failed.’’ Who runs may read; but nothing mars That nobler record unforgot. Great Captain, glorious in our wars— All else the heart remembers not. Thomas Bailey Aldrich. building material. Also handle farm produce, hay, feed and grain. One lumber ware- house and two lumber sheds with plenty of land for handling the business. This business will bear the closest investiga- tion. Good reasons for selling. Tustin Warehouse Co., Tustin, Mich. 74 For Sale—General merchandise store, including meats. A good one, in_ best little town in Southern Michigan. Stock and fixtures, including electric light plant, around $4,000. Rent or sell store. Have farm and want to retire. Address No. 741, care Michigan Tradesman. 741 For Sale—High class grocery store in city of 5,000. Best location in city. Doing a good paying business. Address No. 742, care Michigan Tradesman. 742 If you are thinking of going into busi- ness, selling out, or making an exchange, place an advertisement in our business chances columns, as it will bring you in touch with the man for whom you are looking—THE BUSINESS MAN. 1000 letterheads or envelopes Copper Journal, Hancock, Mich. $3.75. 150 Will pay cash for whole stores or part stocks of merchandise.. Louis Levinsohn, Saginaw, Mich. 998 Bell Phone 596 Citz. Phone 61366 JOHN L. LYNCH SALES CO. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN _ Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 274 East Hancock, Detroit. 566 scales. Dickery Dick, Muskegon, ~ For Sale—-Wardrobes, men’s and boys’ clothing. Muskegon, Michigan. MERCHANDISE WANTED—We are buyers of miscellaneous merchandise. What have you to offer? Will buy en- tire stock or part thereof. Get in touch with us. Always in the market. Sewall & Co., 102 Hoyt St., Saginaw, Mich. Bell Phone 685. 713 suitable for Dickry Dick, 723 REBUILT CASH REGISTER CO., Inc. Cash Registers, Computing Scales, Adding Machines, Typewriters And Other Store and Office Specialties. 122 N. Washington, SAGINAW, Mich. Repairs and Supplies for all makes. RARE BUSINESS OPPORTUNITY—To one who can invest, with or without ser- vices, five to ten thousand dollars in an old established wholesale produce busi- ness in Central Michigan. Address No. 734, care Michigan Tradesman. 734 I. & M. Sign Co., Leroy, Minnesota, have a circuit of towns and conduct a mail order sign business. Thirty-five hand-painted 11x14 signs, all can be dif. ferent, prepaid for only $3.00. 736 FOR’ SALE—Planing mill, lumber yaré and electric light plant located in_ fine farming community. Address THE PANDORO LUMBER’ CO., _ Pandoro, Ohio. 727 Detroit Grocery Store—One_ of very best. Sales $80,000 per year. High class trade. Takes $10,000 to handle. A. Newton, 2645 Vicksburg Ave., Detroit, Mich. 732 not in a fire proof safe. it either. the time to act. Do it right now. onable prices. One rotten egg in a dozen does not spoil the eleven but cuts out your profit —which should be in a safe place—when you have a fire and your books, inventory, record of daily sales and record of purchases are It is like a rotten egg ina dozen; in fact, it is a rotten egg in your business, because, ten to one, you don’t get the money you are entitled to and you cannot reasonable expect I IS the same way with your valuable papers Prevent this possible loss. store away your books and valuable papers every might. Now, while you read this advertisement is It is a warning to you for you don’t know what is going to happen. We sell the best safes on the mar- ket, in all styles and sizes at reas- COME IN OR WRITE. You will never regret it. GRAND RAPIDS SAFE CO. Corner Jonia and Louis Sts. Buy a reliable safe to Don’t delay. Grand Rapids, Mich. eh A PPR EN ie AB a IR cota Rt Ls sated SF i =n EN RSA RNB EL HN et EE Rt RM POR aS i an SO aed ates 2 Sauipe ey ate te FT esheets osha eC 48 PROBLEM OF CARRY-OVERS. Industries which have been embar- rassed by temporary overproduction have had to decide whether to hold out for prices that under conditions of existing supply and demand are high, or whether to adopt policies that will enable them to dispose of their surplus and continue their operations on a readjusted basis. It is evident that no hard and fast rule can be laid down. There have been instances in which the surplus could not be marketed at any price. This was true for a time last year in the case of corn. The sugar industry offers a good example of a business with an embarrassing surplus which it was expedient to market at extremely low levels. With another crop coming on the producers- could not afford to hold the carry-over for prices not jus- tified by market conditions. But the result was not disastrous. The low prices stimulated buying all over the world and the surplus was absorbed. Such a policy would obviously fail in the case of copper, of which there is also a heavy surplus. Copper is not like sugar; ti does not grow, but awaits the mine operator’s conven- ience, and the surplus may wait for a more convenient season. Sugar pro- ducers meanwhile are again confront- ed with the prospect of a heavy car- ry-over at the end of this year unless prices are low enough to stimulate an active demand. In the event of a large carry-over prices will even- tually break anyway. Events of the past year show that the sooner prices of freely reproducible commodities conform to economic conditions the jess painful will be the process of re- adjustment. FOOL DEPARTMENT RULING. An interesting decision of the United States Department of Agricul- ture is that the term ‘Maine style” can no longer be used on any corn not packed in Maine, and if anybody attempts to use it, he will be prose- cuted for violation of the Federal Food and Drugs Act. The Depart- ment’s reason for now _ forbidding what it has freely for years permitted is that it finds consumers are deceived. The Tradesman does not believe this decision will be sustained by the courts. “Maine style’ means crushed corn. Generally speaking, two kinds of corn are packed in this country. The whole grain shoepeg variety is one and the crushed or grated variety originated by the Maine packers many years ago is the other. other sections found a demand _ for their corn crushed and they therefore packed it that way, calling it Maine style so that the trade and the public could distinguish it from the whole grain corn. It was Maine style, be- cause it was packed after the manner originated in Maine and everybody freely recognized its right to be called that. There is no effort to palm it off as Maine corn. The Department is going at the problem from the wrong angle. Instead of going after the few crooked dealers, if there are any, who palm off Maine style corn for Maine corn, the Department abolishes a per- fectly honest and long-established Packers in . MICHIGAN TRADESMAN practice which couldn’t deceive a baby if he had his eyes open. inccnt aeenmmemeee CANNERS IN CONVENTION. The Michigan Canners’ Association will hold a two days’ convention at Grand Rapids, Wednesday and Thurs- day, April 26 and 27, at the Pantlind Hotel. Michigan is a great canning State and produces a larger variety of canned food products than any other state except New York. Some of the finest berries, cherries, apples, plums, pears and peaches are the product of the canneries of Michigan; and for green and white pod beans, fine peas, corn, and in the Southern part of the State tomatoes, Michigan canners are not excelled. The climate is well adapted to the cultivation of canning crops and the canners are enterprising and progres- sive. They believe in putting the qual- ity and value in the can and getting a fair price for it, and do not believe in wasting good cans, labels and cases upon a poor quality of foods or for canning water. They fill their cans with good value and that is why the industry has grown to such important proportions in this State. ee eae Another Killing Frost in California. El Cajon, Cali, Apri 20—The Southern part of our State had an- other killing frost on the 11th. Tem- peratures North of this county drop- ped as low in places as 26. Decidious fruits and grapes will suffer some damage, no doubt, but it takes some- thing of this sort to reduce our crop, or the oversupply under normal con- ditions gluts the market and our re- turns are not equal to cost of produc- tion. Everything is way over-planted, from 50 to 100 per cent. If it were not for the co-operative associations, producers would starve to death. J. Elmer Pratt. —_222>_ There are many of the older gen- eration who can recall the ridicule that once greeted the declaration of a Presidential candidate when he stated that the tariff was “a local issue.” That was some _ forty-odd years ago. To-day the country has come around to accept his view. Events in Washington during the past week have supplied additional con- . firmation. The agricultural bloc, with its chief strength in the West, has succeeded in obtaining high duties for the staple farm products of that section, The Eastern representatives in turn have been busy looking. after the interests of their industries. Even in the South, where low-tariff ideas are supposedly prevalent, the demand for protection is growing more insis- tent as the industries of that region become more diversified. Thus Vir- ginia and North Carolina have recent- ly been clamoring for duties on pea- nuts, both the Carolinas are as eager as Massachusetts or Rhode Island for duties on cotton textiles, Georgia and Florida want protection for their long-staple cotton, Alabama wants protection for its iron and_ steel, Louisiana for its sugar and rice, Texas for its cattle and hides, and so on. Under such conditions it seems that the advocacy of “non-political” tariffs is only counsel of perfection. If you refrain from sending bills for fear of offending customers, you are entitled to increased losses from bad debts, Protect Your Trade Requirements on Flour. Written for the Tradesman. Severe storms throughout the West- ern and Central States have caused a great deal of damage to the growing wheat during the past two weeks. Just how much, of course, cannot be determined until the water on the low lands has subsided and the actual condition of the growing grain can be ascertained. Hundreds of thousands of acres of growing wheat have been inundated and the probability of serious damage has caused a very sharp advance in the price of wheat and, undoubtedly, material damage has actually been done. Speculative interests always base their operations on probable condi- tions and the judgment of the grain trade, as will be seen from the action of the market during the past ten ’ days, has been that the growing crop of winter wheat will be considerably reduced through losses sustained dur- ing the storm period. The visible supply is placed in the proximity of 30,000,000 bushels, against 16,000,000 or 17,000,000 bushels last year. This, of course, takes in all grades of grain. Choice milling wheat is none too plentiful and it is freely predicted the price is going to hold reasonably firm until new wheat is available, irrespective of new crop prospects. Export business has been maintain- ed in a fair volume. The only thing that has acted as a deterrent to con- siderably higher prices than we have yet had on this crop has been the rather slow demand for flour in the domestic markets. Apparently the sentiment of the trade is that ‘prices are too high. They have anticipated lower values and are very slow to change their opinions. Active flour buying at home would immediately re- sult in a very sharp advance in both wheat and flour. Stocks of flour throughout the country in dealers’ hands are light and, unless the trade stock up to a larger degree than has been their practice during the past four or five months, we are going into the new crop with the lightest stock of flour in dealers’ hands we have had for years, which means there will be early and active demand for new crop goods. In our opinion the trade can well afford to amply protect their trade re- quirements on flour, although specu- lative purchasing for too distant ship- ment is not advisable. Lloyd E. Smith. —_+2>—__—__ Grand Rapids Gossip. Clarence J. Farley, President of the Grand Rapids Dry Goods Co., dis- covered Monday evening that his sum- mer co‘tage near Grand Haven had been entered and much valuable prop- erty removed therefrom. There is no clue to the perpetrators of the burglary. Guy W. Rouse, President of the Worden Grocer Company, will spend next week at his summer cottage on the Manistee River. On Thursday, May 4, the wholesale department of the Association of Commerce will hold its annual spring April 26, 1922 dinner at the Highlands Country club. At that time trade extension plans and other department activities will be dis- cussed. David M. Hoogerhyde, who has been Vice-President of the Paalman Furniture Co. since its organization in 1917, together with William Zoet, a director, have resigned. The stock was bought by the company. Wednesday, May 17, will be Hol- land interurban day when the whole- salers will entertain in Grand Rapids all their customers from points along the Holland interurban line, including Holland, Douglas, Saugatuck and Zeeland, Lee H. Higgins is chairman of the wholesale department. —_~+ +> Biggest Snakes in the World. It would be unpleasant to mect a snake twenty-five feet long and weighing 200 pounds. A _ serpent of this size has been obtained by the zoo at Washington, where it will be made to feel as much at home as possible in a large glass cage with a pool of water at one end. This interesting serpent is a “regal,” or reticulated, python and, needless to say, was not captured in any Ameri- can country. There are no such giant snakes in the New World. The pythons are native to the islands of the Malay Archipelago, where they are commonly known as “rice snakes” because they are often found in rice fields, which are over- flowed at intervals. They are fond of water and do useful service as scavengers of swamps. The regal python is the biggest of all snakes, attaining a length of thirty feet and a diameter of a foot. It is not venomous, but it can inflict frightful bites, and a_ full-grown specimen has been known to swallow a twelve-year-old boy whole. All the giant serpents, including the anacondas and the pythons, belong to the family of the boas, and all of them are constrictors. The “boa constrictor” is the biggest of a number of species of boas native to South America, but rarely exceeds eleven feet in length. Yet it can crush a man to death in its coils. If you are ever seized by a python or a boa constrictor. your only hope is to grab it by the throat and try ‘o choke it to death before it can crush you. The pythons in their native haunts are captured by setting baited traps, which resemble huge eel pots. —__~2 +> Easier money andd the reduced cost of materials and of labor are bring- ing on a marked revival of building operations in all sections of the coun- try. Statistics compiled by a com- petent authority show that the value of building permits in 102 cities in March was 110 per cent. above that of the same month in’1921. In a number of cities March was a record- breaking month, and in many others the preparations for building this spring are the greatest known in years. Most of the building activity is centered on the erection of resi- dences, mainly small houses and apartments. The revival of building may be regarded as both an effect and a cause of business improvement throughout the country. ae a EWR ed a cacane ll pale” asec AS gab ci wagers ASK YOUR JOBBER FOR Hart Brand Canned Foods HIGHEST QUALITY Our products are packed at seven plants in Michigan, in the finest fruit and vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. Flavor, Texture, Color Superior. Quality Guaranteed The HART BRANDS are Trade Winners and Trade Makers Vegetables—Peas, Corn, Succotash, Stringless Beans, Lima Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Spinach, Beets, Saur Kraut, Squash. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Blackberries, Plums, Pears, Peaches. W. R. ROACH & CO.,, Grand Rapids, Mich. Michigan Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE, CROSWELL, NORTHPORT ener area LET US HELP YOU SELL YOUR PRODUCTS Do You Use Printing? || ©'ssit*¢ Printing FOR Then you know its cost =| MERCHANTS : MANUFACTURERS We are not kidding ourselves with the idea that prices will never come down. COMMISSION MEN We expect to keep right on doing business when prices are lower. GRAIN DEALERS We are not attempting " get all we can while the ““settin’’’ is good, but | CREAMERIES are willing to split with our customers and keep them customers. PHYSICIANS We want your Good Will— it’s worth more than your money. Bonds Coupon Books for We i i i it of our rs. iad , e install labor saving equipment for the benefit of our customers : Stock Certificates Merchandise We specialize and classify our printing, giving the small customer the advan- Seals . Gasoline tage of the big order ° Corporation Records Milk and Ice Stock Records Parcel Post Labels Poison Records Poison Labels SEND US ANY FORM sit ccsc'seos set nice on same Eats imcaneo Canta TRADESMAN COMPANY, GRAND RAPIDS = ot Red IS Uj at Aldi bed SS e D LU = D = - y MMe TS iC 71) | | LMS ESAT WSU New Location—First National Bank Building General Casualty & Surety Insurance GEORGE E. TAYLOR Vice-President OFFICERS ELMER H. DEARTH..-------_-- President GEO. FE. TAYLOR Vice-President H. LEONARD WILTON __Vice-President HERBERT E. JOHNSON_ Vice-President B. FRANK BUSHMAN ----- Secy.-Treas. JOHN H. DAVIS _______-_ Asst. Secretary S. E .PATTISON ______ Asst. Secy.-Treas. 3. i, BLASS (2 Cashier RALPH B. WILKINSON__Gen. Counsel DIRECTORS ELMER H. DEARTH, Detroit. HERBERT E. JOHNSON, Kalamazoo. RALPH B. WILKINSON, Detroit. H. LEONARD WILTON, Detroit. B. FRANK BUSHMAN, Detroit. H. F. HARBECK, Grand Haaven. F. P. BOHN, Newberry. H. F. KOEHLER, Detroit. ANTHONY STEFANOWSKEI, Detroit. C. W. MARSH, Muskegon. WILLIAM J. GRAHAM, Detroit. JAMES H. WRIGHT, Kalamazoo. DON H. CAMPBELL, M. D., Detroit. E. G. READ, Richland. HOWARD W. DUNN, Kingsley. B. FRANK BUSHMAN Secretary and Treasurer ELMER H. DEARTH President and General Manager A Detroit Organization—showing growth in 4 years from $100,000 to $1,000,000 in net amount of paid Premiums. WORKMEN'S COMPENSATION AUTOMOBILE—Liability, Property Damage and Collision RESIDENCE BURGLARY OWNERS’ AND TENANTS’ ELEVATOR GENERAL PUBLIC LIABILITY PLATE GLASS ACCIDENT AND HEALTH FIDELITY AND SURETY BONDS General Casualty & Surety Company Telephone Cadillac 3301 First National Bank Building, Detroit, Mich. ———— VEN TSR Te TTT TTT TT I