| | { haat g 7 sesiatapt ones SOYETIA MAMNALYR Q " = > af AN CEROG Sea AOE Weg AT MH et a Aas aes i Ae GSPUBLISHED WEEKLY % 7 SII ON i= Co Ca COT NK ¢ 4 see , (oe Ee ere 4 AEE SLC ae Y (Aiea Zeros 2 ies ates RA \\ A LBA OM eGR Rs SIRS ARK OSPR NC EM AC i AIRY ye ' MY p /q y'S Re A E by Ni om WK A SO MR A) p) es ( 3 a BE) (5 (ij Cinta een eal y Dy si iese7e TRADESMAN COMPANY, PUBLISHERS I< S(O a OE Thirty-Ninth Year Number 2023 3 ig moos D Les Wi TI TOT >) By, Cy Dh < | oF >)! > K BY >) 5 5) Bt C) EY 5 EY EY Bt 8) BY EY ee 3 By By P| BY DUTT OO CLEAR THE WAY Men of thought! be up, and stirring Night and day; Sow the seed, withdraw the curtain, Clear the way. Men of action, aid and cheer them As ye may! There’s a fount about to stream, There’s a light about to beam, There’s a warmth about to glow, There’s a flower about to blow; There’s a midnight blackness changing Into gray; Men of thought and men of action, Clear the way. Once the welcome light has broken, Who shall say What the unimagined glories Of the day? What the evil that shall perish In its ray? Aid the dawning tongue and pen; Aid it, hopes of honest men; Aid it, paper; aid it, type; _ Aid it, for the hour is ripe, And our earnest must not slacken Into play. Men of thought and men of action, Clear the way. Lo! a cloud’s about to vanish From the day; And a brazen wrong to crumble Into clay. Lo! the Right’s about to conquer, Clear the way. With the Right shall many more Enter smiling at the door; With the giant Wrong shall fall Many others, great and small, That for ages long have held us For their prey. Men of thought and men of action, Clear the way! Charles Mackay. MAMAMARAMARAMATAMATA AiAmAMAmAMAMAMAnA ona ~ “lay C) AA MianiAmAmaAmaAmaAL MAM ATATA bX) >) | ( | KX Ry RY RY ( LY 5) 5) ( 2] CY DY BS Cy Cy © BS ®) ®) Cy 3 ‘ DY 5 BY 5 DY ®| | BY 5} ») ») Bi FaN Dy BY DY & BS ( ( % BY ( ad) 4 J pwd) 4] % % x = EX x 5 = EN Xi id =, 2» DY I II IERIE ION IT SEP NTINZ NUTRI ACID APTI CINC MINNIE NNN NTN NNN NDE NNN MCENROE NEL MTN NEL AAMAMAIAMAMAMIOlO mann < ACU ENC NANCE NECN TMC ENC N OELERICH & BERRY CO. Ginger Cake and Red Hen Brands are Real Pure ws eTie TOLASSE a's } ONTAINS SuLeHuR DIOKIOE F 7H New Orleans § CELERICH & BERRY,Cy {A . ‘ ~ es CONTAINS SuLonuR DI0s10F “i SSWOELERICH aeperny 2S 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 Si q ea (i Distributed by ==) ALL MICHIGAN. JOBBERS Packed by OELERICH & BERRY CO. CHICAGO, ILL. 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General Office, Petoskey, Michigan ADESMAN Thirty-Ninth Year GRAND RAPIDS, WEDNESDAY, JUNE 28, 1922 Number 2023 MICHIGAN TRADESMAN (Unlike any other paper.) 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. Frank, 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 a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old 50 cents. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. if not paid in MORE ABOUT COLFAX GIBBS. The Tradesman publishes elsewhere in this week’s paper the charge to the jury by Judge Perkins, of the Kent Circuit Court, in the case of the Ber- lin State Bank vs. Girow. This case has frequently been referred to by the Tradesman and more complete de- tails in regard thereto will be pre- sented to the readers of the Trades- man from time to time. It appears that the original inten- tion of the promoters of the Michigan Guarantee Company was to make the capital stock $800,000. Mr. Smith and his associates subscribed for one-half of the stock, paying in $4,000 in money and giving their notes for the remain- der. A contract was then made with Colfax Gibbs to place the remainder of the stock, which he did so quickly that it was decided to increase the capital stock to $1600,000. Later on the capital stock was increased to $3,- 000,000 and still later to $5,000,000. Colfax Gibbs was paid regularly 15 per cent. for selling the stock, but by some adroit twist it was arranged so that he received about 25 per cent. instead. When he had completed the sale of his portion of the stock, which amounted to $4,250,000, he had drawn out of the transaction a little more than $1,000,000 as his share of the profits. It was brought out in the trial of the case above referred to that a con- spiracy was entered into between col- fax Gibbs and his representatives and a number of country banks by which the cashiers or other responsible men in the banks received 2 per cent. on all transactions for acting as “cap- pers” for the swindlers. The cap- pers were supposed to furnish de- tailed information as to the-men who had money in bank on deposit or whose credit was sufficiently good to justify the cappers in discounting their notes at their banks. The notes were sold to the banks without recourse and in exchange therefor Colfax Gibbs and his associates took 3 per cent. certifi- cates of deposit, while the bankers re- ceived 6 per cent. interest on the notes. This arrangement gave the banks an apparent profit of 3 per cent. per year on the transactions, which may have justified the directors in approving of the plan. In some cases it is understood that these notes were taken in without the approval of the directors, although they were in all cases accepted with- out recourse. In the trial of the case above re- ferred to, Judge Perkins ruled that the transaction between Colfax Gibbs and his assistants and the people who uttered the notes was fraudulent and that the original holders of the notes could not collect thereon. He left it for the jury to determine whether the State Bank of Berlin was an innocent purchaser or whether it had become a party to the fraud by permitting its manager to act as a capper and a go- between. The jury decided the ques- tion in two minutes by bringing in a verdict of “no cause of action.” It is understood that the case will be appealed, but if Judge Perkins’ de- cision is sustained, notes to the amount of over $3,000,000 still ‘out- standing in the various schemes pro- moted by Colfax Gibbs and his as- sociates are absolutely invalid. It is understood that the Berlin State Bank, with only $25,000 capital stock, took in $75,000 of these notes, so that on the face of things it looks as though the bank stood to lose a large amount of money through the “speculations” of its cashier. When Colfax Gibbs got through with floating the stock of the Michi- gan Guarantee Corporation he had over $1,000,000 of certificates of de- posit in his own name. In _ taking certificates from the banks he was in the habit of having two certificates made out—one for 75 per cent. of the amount of the note to the Michigan ‘Guarantee Corporation and another certificate for 25 per cent., represent- ing his commission on the sale of the stock, Colfax Gibbs’ next deal was to sell the stock of the Peninsular Fire In- surance Co. This was done just as crookedly and criminally as was his first venture in the flotation line. Later on he sold $1,000,000 worth of stock for the Southern Oil and Land Co., which was done crookedly and crim- inally. Of these latter deals the Tradesman will have more to say hereafter, as it will also have much more to say re- garding the action of the 200 country bankers who betrayed the trust re- posed in them by acting as cappers for and conspirators with Colfax Gibbs to rob the men who invested their money in good faith in the Michigan Guarantee Corporation. The Michigan Guarantee Corpora- tion is manned by men of prominence in the business world. It is conducted along the same lines which other or- ganizations of similar character have employed with signal success in other cities. It will, in time, probably be able to recover from the handicap un- der which it now rests because of the unfortunate methods employed by its promoter and his crafty associates in securing subscriptions to the capital stock. Because misrepresentations were made in the prospectus put out at the time the stock was sold and be- cause Judge Perkins has held that the methods employed in placing the stock were illegal, none of the notes given to the company for stock, if still unpaid, have any value. If the decision in the case of Berlin State Bank vs. Girow is sustained by the Supreme Court, none of the paper held by country banks which acted as cappers for the swindling crew of stock sellers has any value. This means that many of the banks which entered into con- spiracies to plunder their friends and customers must necessarily go into liquidation, because in many cases the amount of worthless paper they have discounted for Gibbs is three or four times in excess of the capital stock of the banks. MURDER OF JUNKERS. There can be little question that Rathenau went the way that Matthias Erzberger went, the victim of Junker- ism and die-hard Hohenzollernism. Wherever discredited militarists and discomfited reactionaries are gathered in Prussia there is ghoulish gloating over Walter Rathenau’s fate. He stood like Gibraltar in the path of their plottings and scheemings for resumption of their autocratic power. They hated him because he was the highest exponent of the modern, com- mercial spirit which brought pre-war Germany, without blood and iron, to the pinnacle of national glory. They hated him because he was a Jew. They hated him because of his intimacy with Maximilian Harden, incorrigible foe of Kaiserism and all its works. They hated him because he believed it was Germany’s duty, to the extent of its physical powers, to fulfill the obliga- tions of the Treaty of Versailles. They hated him because he lived and had his political being in the world of to- day, instead of in the divine right of yesteryear, which went glimmering when William II took craven flight from “My army” and “My Empire” on the eve of the Armistice of 1918. It is the Hindenburgs, the Luden- dorffs and the Von Tiripitzes whose bloody work was done in the Sylvan Grunewald that mad morning, though they disavow it until Kingdom come. The work of the Stinneses, the indus- trial reactionaries of Germany was ac- complished, too, by the destroyers of Walter Rathenau. Athwart the am- bitions of the entire Prussian old guard he stood and firmly held his ground from the moment Wirth called him to the Foreign Secretaryship at the end of January, 1922. Rathenau realized, as all the world does, that some day Germany’s ir- repressible energies and incorrigible passion for revenge and bloodshed will inevitably lead her to square accounts with France in a terrible fashion. But he understood that that day was not likely to come in his time and genera- tion. He meant to lay the foundations for another “Der Tag” when he and Tchitcherin sprang the Treaty of Rap- pallo at Genoa in April, yet for Ger- many’s welfare Rathenau had en- lightened comprehenesion of the nec- essity for square dealing with France in particular and the allies in general. Although typifying in his outlook upon life the anthithesis of everything for which Hohenzollernism — stood, Rathenau in the later years of the kaiser’s reign was as intimate a crony of William II as the Prussian auto- crat had. The Emperor, though con- stitutionally intolerant of men outside the reactionary and_ secretly dispising them, cultivated them for his personal benefit and for the ad- vancement of Germany’s prestige. He tolerated the friendship of Albert Ballin, the great shipping magnate, in that spirit. He hobnobbed out of similar motives with another Jewish merchant prince, James Simon, who shared William’s passion for arche- ology. caste THE McCALL COMPANY. The Tradesman would like to re- ceive detailed information as to the methods of one G. Cameron, who se- cures pattern contracts for the Mc- Call Company, New York. Any mer- chant who has had an unpleasant ex- perience with this person is invited to communicate with the Tradesman at once. It is estimated that there are be- tween eleven and twelve million to- bacco smokers in the United States. Many of these are comparatively careful, it is true; but when the rec- ords show us that for the five years, 1915 to 1919, inclusive, more than seventy-three million dollars’ worth of property was destroyed by fires direct- ly traceable to the carelessness of smokers, we can visualize the percent- age of smokers who carefully toss cigarette and cigar stubs, “heels” from pipes and the remainder of burning matches among combustibles. On account of Fourth of July com- ing on Tuesday, the next issue of the Tradesman will be deferred until Thursday. 2 MICHIGAN TRADESMAN June 28, 1922 Proceedings of the Grand Rapids Bankruptcy Court. Grand Rapids, June 12—On this day was held the final meeting of creditors in the matter of I. Gadziemski, Bank- rupt No. 1956. The bankrupt was not present or represented. The trustee was present in person. No creditors were present or represented. The final report and account of the trustee was approved and allowed. A final dividend to cred- itors was declared. The final meeting vas then adjourned no date. June 14. On this day the hearing and examination of witnesses was begun in the matter of Allen G. Thurman, Bank- rupt No. 1955. The bankrupt was not present or represented. The trustee was not present in person, but by KBugene B. Houseman, attorney. Several witnesses were examined before a reporter, the whole examination extending over a period of three days. The meeting was adjourned on June 16 to June 26, June 15. On this day was held the first meeting of creditors in the matter of Willis I. Nash, Bankrupt No. 2100. The bankrupt was present in person and by attorney, A. E. Ewing. Claims were allowed against the estate of the bank- rupt. Appraisers were appointed. Frank V. Blakely was elected trustee and the amount of his bond fixed by the referee in the sum of $500. The bankrupt was then sworn and examined by the referee before a reporter. The first meeting of ereditors was then adjourned no date. June 16. On this day was held the final meeting of creditors in the matter of Fred Gunther, Sr., Bankrupt No. 1960, The bankrupt was not present in per- son or by attorney. The trustee was present, The final report and account of the trustee was considered and ap- proved, The accounts and outstanding notes payable of the estate were offered for sale, but no bid was received for them. The trustee returned them and will sell the same privately. The final meeting of creditors was then adjourned no date. On this day also was meeting of creditors in the matter of E. D. DeLamater, Bankrupt No. 1898. The bankrupt was not present in person or by attorney. The trustee was present in person. Additional claims were allow- ed against the estate. The trustee’s final report and account was approved and allowed. The bills of the attorneys for services rendered the estate and _ the trustee were considered and_ allowed. From the fact that the bankrupt had abseonded and had not obeyed any of the orders of the referee, his discharge was not recommended. Supplemental second dividend sheets were filed. Final dividend sheets were filed. The meeting was then adjourned no date. On this day also was held the final meeting of creditors in the matter of Benjamin H. Bush, Bankrupt No. 2048. The bankrupt was not present in person but represented by Louis G. Slaughter, attorney, of Coopersville. The trustee was present in = person. The trustee’s final report and account were approved and allowed. An order for distribution and final dividend sheets were made. The discharge of the bankrupt was recom- mended. The final meeting of creditors was then adjourned no date. June 19. On this day was held the first meeting of creditors in the matter of Thomas G. McGurrin, Bankrupt No. 2101. The bankrupt was present in per- son. Creditors were present in person. The bankrupt was sworn and examined without a reporter. Claims were proved against the estate. From the fact that there are no assets in this estate. the same will be immediately closed and re- turned to the district court. The first meeting of creditors was adjourned no held the fina. June 20. On this dav was held the first meeting of creditors in the matter ef John Mulholland, Bankrupt No. 2108. The bankrupt was present in person and by attorneys, Griswold & Cook. Various creditors were present in person. Claims were allowed against the estate. The ereditors failing to elect a trustee. the refepee appointed Frank V. Blakely as sueh and placed the amount of his bond ‘in the sum of $1,000. The appraisal made before the first meeting was approved by the vote of creditors present. The first meeting of creditors was then ad- journed no date. June 20. On this day was held the final meeting of creditors in the matter of Reinisch Van Pelt Manufacturing Co., Bankrupt No. 1861. The bankrupt was not present or represented. Wicks, Ful- ler & Starr, attorneys were present. Creditors were present in person. The trustee’s final report and account were approved and allowed. Claims were yroved and allowed against the estate. Several contested claims were disposed of and decisions rendered upon the same. Various bills were considered and passed upon. -<.____ Items From the Cioverland of Michi- gan. Sault Ste. Marie, June 27—Times have picked up to a marked degree for the past few months. Clean-up week started the ball rolling, Our main stree!, when the pavement is finished will’ present a very good appearance, as it will also be six feet wider up to the Ashmun street bridge. The Soo tord Co. has purchased a lot on the Southwest corner of Peck and Ashmun streets, where an up-to- date garege will be built for ford cars exclusively. The building will cover the entire lot with a frontage on Ash- mun street of 60 feet by a depth of 193 feet on Peck street. The Soo Oi! Co.’s new station is now practically complete and is doing business. The new station is located on the corner of Peck and Ashmun streets. The s‘ation makes a decided improvement to that part of the city and takes the place of buildings which were an eyesore. Our Civic & Commercial Associa- tion at its annual meeting held last Friday re-elected all of the pres- ent officers for the ensuing vear. Much important work was done by the As- sociation last year, and it is expected that the coming year will be a ban- ner year for additional industries and factories. We hope that business in its cycle to recovery will remember that these are modern times and that the motor cycle is a very popular vehicle for speed. R. A. Stearns, of the contract and institution department of Swift & Co., Chicago, is spending a few days’ va- cation in the Soo this week. That he is an expert fisherman is evident, as he succeeded in getting a three pound speckled trout in the rapids, which is the largest fish caught there for som> time. Mr. Stearns is justly proud ot his unusual catch and is now in a position to inform his friends just where and how to get the best fish. The Soo will join other cities on the Great Lakes in urging the fight against the diversion of the water from the Great Lakes into the drain- age canal at Chicago, which has re- sulted in lowering the levels of the lakes. John White, President of the local Rotary Club, returned last week from a three weeks’ trip to the West, where he a‘tended the international conven- tion of Rotary Clubs which convened in Los Angeles the early part of June. Approximately 5000 of the Upper Peninsula Development Bureau’s new tourist folders, “Cloverland in Clover- time,” have already been distributed throughout the United States. Con- siderable favorable comment has been received regarding the new booklet. “Peace does not cost as much as war, but it is harder to make.” Herb. Fletcher, the popular cashier of the Sault Savings Bank, entertained a number of friends at a berry pick last week in Canada. They made a record haul of the largest wild straw- berries brought in this season. How- ever, Herb. hesitates somewhat in telling where the patch is located, but he does admit that it is near a good grocery store. He has them all guess- ing. Now that we have. stopped the winning of the war by gas, suppose we try to prevent the starting of wars by gas. William G. Tapert. ——_—_ 2+ > Don’t let personal feeling enter busi- ness: stick strictly to the merits of the proposition. [erpolsheimer (o, WESTERN MICHIGAN S GREATEST STORE MANUFACTURERS AND JOBBERS Window Shades, Rugs OUR AIM !IS TO GIVE PROMPT SERVICE AND QUALITY MERCHANDISE. Samples of shade cloth and estimates fur- nished upon request. OF BEST GRADE Linoleum, Carpets Curtain Rods Brass Fixtures Consider Carefully the OFFICERS and DIRECTORS of the Michigan Radio Corporation Guy W. Rouse, Pres., Pres. Worden Grocer Co. H. C. Cornelius, Sec. and Treas. Wolverine Brass Works. Douglas Ray, a Sec. and Treas. of the John Wid- dicomb Co. Frank G. Row, Sec. and Treas. Grinnell-Row, Insurance. G. W. Euker, Vice Pres., Pres. International Battery Co. WwW. G. Farnsworth, Sec.-Treas. H. K. Brearley Sec. and Treas. Brearley-Hamil- ton Co. C. H. Stalker, Michigan Radio Corp. Chas. J. Kindel, Manufacturer. possibilities. The money invested in has the assurance of great earnings. Great Demand for MAIL THIS COUPON Send today for our booklet ‘‘The Marvel of the Radio-Telephone”’ con- taining complete information con- cerning the field for radio and our offer to you. All you have to send is your name and address on the coupon. No obligation. Michigan Radio Corporation Ottawa Ave., Grand Rapids, Mich. a thoroughly sound business institution Exceeds Present Supply The Michigan Radio Corporation is manufacturing wireless telephone Receiving Sets in order to help meet the demand for Radio equipment. months to fill all the orders filed with manufacturers of wireless equipment throughout the country. The Michigan Radio Corporation will get its full share of this business when additional capital for expansion is obtained. The Future of RADIO Promises Great Returns to the Early Investor The investor who puts money into the manufacturing end of the great wire- less Telephone business at this time is getting in on the ground floor of an industry with wonderful future Receiving Sets Far It will take Michigan Radio Corporation, Ottawa Ave., N. W., Grand Rapids, Mich. Gentlemen: Send me full details of your offer to investors together with complete information regarding your Company and the market for wireless telephone equipment, probable profits from the enterprise, etc. This request, however, puts me under no obligation. Name Address scenmaremnnennnente + a TRNAS: > CONN SNRNee PRICED: am it SO SOD RETAIN RIE EMIT MON: RERSBRREN TTT MT NC cee cetera DORRIT TRC & sac eti NOSE a June 28, 1922 Must Squeeze Water Out of Railway Stocks. Glen Lake, June 27—A great deal of ado is being made nowdays over the so-called Cummings-Esch rail- road transportation act of 1920, which was really Congress, final disposition of railroad control, so far as Govern- ment operation was concerned, and yet few understand its details of op- eration. Instead of throwing back the var- ious transportation lines to their ac- tual owners, the Government, having disorganized them to the extent of eliminating efficiency, and substitut- ing therefor autocracy and political chicanery, possibly felt that in order to restore the various lines from the condition of wreckage into which they had fallen, undertook to place them on a footing whereby they might make some return to stock and bond- holders by establishing a basis of profit by regulating rates and setting a wage scale for employes. At the time of its adoption very few of the laymen really understood what was going on, hearing of the law’s existence only through its ar- bitrary, unheard of and almost pro- hibitive rates established by the In- terstate Commerce Commission. They did not fully realize that Congress really designed to lead up the American public to the limit of endurance by practically guaranteeing dividends on railroad stocks which had been copiously watered and which had been perfunctorily appraised by inexperienced engineers; also. they did not understand that for purely political purposes the war-time wage scale was to be preserved inviolate. As a result, the dissatisfaction of shippers, farmers and the traveling public in general, and the workingman also is far from satisfied, possibly for reasons that the application of the law has been most arbitrary and the results almost disastrous. The public certainly want to return to the old MICHIGAN TRADESMAN system in vogue prior to Government control and operation. They want the Interstate Commerce Commission, so far as state regulation is concerned, to “keep off the grass” and to permit their own state organization to con- trol railroad rates, and are reasonably confident of the ability of the State Utility Commission to apply regu- latory measures which will be equit- able alike to the public and _ trans- portation companies. The recent decision of the United States Supreme Court in the child labor case, in which the tenth amend- ment was restored to its original pur- poses, clearly proves that Congress had no right to grant special powers to the Interstate body, and right on the heels of their decision it might be well to have this controversy set- tled by the supreme tribunal, who must, in confirmation of the child labor decision, abrogate the Commis- sion’s power, or stulify themselves by acting otherwise. The railroad physical valuations are very much inflated and juggled to the limit and the American people certainly have a vested right to object to the provisions of the Esch-Cum- mings act, which takes from their pockets in high freight and passenger charges the funds to reward an un- jus‘ified watering of the holdings of the transportation lines. It has been demonstrated that the water cannot be squeezed out of rail- road stocks by ordinary methods, and it is high time that the holders of railroad securities should take their losses, instead of further oppressing the public who are sustaining them. Asserting that by “process of grad- ual encroachments” the Federal courts of the country have “wrested sover- eignity from the people,” Senator La- Follette, of Wisconsin, in a recent address, proposed an amendment to the constitution, denying the power of the judicial bodies to set aside a Fed- eral law as unconstitutional, and pro- viding for the nullification of any such decisions by the Supreme Court by action of the Congressional body. “The law is what they (the Federal judges) say it is and not what Con- gress intended to enact. The consti- tution is not what its plain terms de- clare, but what these nine men con- strue it to be. In fact, five of these nine men are actually the Supreme rulers, for by a bare majority the court has repeatedly overridden the will of the people.” Erratic as he is accredited to be, the Senator has stated an undeniable truth, but it seems to me that such a radical change in legal practice would eliminate all necessity for maintaining Federal courts, except for ordinary trial causes. All of which brings us up to the statements enunciated by President W. W. Potter, of the State Bar As- sociation, charging our own Supreme Court with having “shirked its duty and responsibility in permitting the court procedure in Michigan to re- main in its present cumbersome form.” The Michigan constitution makes it the duty of the Supreme Court by general rule to establish, modify, sim- plify and amend the practice in such court and circuit courts, which duty bas further emphasized by statutory provisions, The point made by President Pot- ter is that the average man is fre- quently compelled to submit to in- justice or to expend an exorbitant sum of money to vindicate his rights. The lawyer is not worried because he knows the remedy, and the court of last resort is not interested because it dea’s only with a small portion of one per cent. of the cases in contro- versy, but the public, through laws’ delavs and intricacies, loses respect for the courts and attempts to arbitrate rather than adjudicate their differ- ences. The United States Supreme Court has recently made important recom- 3 mendations looking to the accelera- tion of the work in district courts, which might well apply to our state tribunals, and the recommendations of President Potter are almost directly in line with same, but while his sug- gestions are reasonable, there is little prospect of their ‘having any effect on the judicial system to which they are aimed. Judicial officers are too prosy and too much inclined to leisure and idle- ness. In fact, too many of them are lazy. The dignity attached to the office encourages laziness. Cases are argued before these judges, which could be decided on their merits at once, but the written opinion of the court must be prepared and procras- tination alone is largely responsible for the law’s delays. The judiciary should be placed on a business plane, the judges required to perform their duties in a business like manner, with power placed with the governor to remove them if they are not functioning. This, to be sure, would be a radical departure from set customs, but it 1s a matter of business just the same, and the public are more directly interested in this than any other branch of the State government. Flimsy technicalities and sloth are both responsible for the expense and delays in judicial proceedings. Other- wise the courts. by a little exertion and possible coertion could clean up their dockets in short order, render their decisions without weeks and often months of delay, and the taxpayer and litigants would gladly grant them va- cations, if they are, as it seems, necessary part of judicial life. Frank S. Verbeck. —_+++>—____ His Choice. “T see in the paper where a man who speaks ten languages has mar- ried a lady who speaks seven.” “T’ll bet on the lady.” Barney Langeler has worked in this Institution continu- ously for fifty years. Barney says— Our crowd went to Fremont last Saturday to visit the big plant of the Fremont Canning Co. there one of the biggest canning factories in the country and also the cleanest and most sanitary; and, By Golly, those Fremont peas are the best peas we have ever tasted. \WoRDEN GROCER COMPANY GRAND RAPIDS—KALAMAZOO—LANSING THE PROMPT SHIPPERS They found i eeeeeerereerenrtlnevenenneaemme mune mater sigue tent CL TI OETA TT 4 MICHIGAN TRADESMAN June 28, 1922 MOVEMENT OF MERCHANTS. Saginaw—The Ray Hardware Co. has engaged in business at 1941 East Genesee avenue. Jackson — The Mclllvaine-France Motors, Inc., has changed its name to the France Motors Inc. Munith—The Farmers State Bank has been incorporated with an author- ized capital stock of $25,000. Vicksburg—The C. Z. Robinson Co., dealer in general merchandise, has re- moved its headquarters to Owosso. Bay City—The Carroll Windiate Co., mercantile broker, has decreased its capital stock from $100,000 to $50,- 000. Sault Ste. Marie—The Peninsula Bark & Lumber Co. has decreased its capital stock from $150,000 to $50,- 000. Clayton—E. C. DeMerritt & Son succeed Wilson & Stoffer in the hard- ware and agricultural implement busi- ness. Hesperia—S. R. Hunt has sold his stock of groceries, boots and shoes, to Albert DeLong, who has taken pos- session. Fremont—J. P. Hardy has sold his grocery and shoe stock to Alfred Johnson, recently of Howard City, who has taken possession. Detroit—The Bissett-Wayman Co., 500 Woodbridge street, East, steel and iron products, has changed its name to Max Hagelstine, Inc. Benzonia—L. J. Shalda, who cently returned from California, is in town preparatory to moving to Grand Rapids or a nearby town, where he will re-enter the drug business. Flint—The McInnes Drug Co., 2001 Lewis street, has been incor- porated with an authorized capital stock of $15,000, $11,270 of which has been subscribed and paid in in prop- <- erty. Standish—A judgment has been given the East Michigan Farmers Elevator Co. against Morley E. Os- borne for $596.95. Osborne is agent for the book firm of Houghton Mifflin & Co. Detroit—The Briskman Glove & Mercantile Co., 1066 Michigan avenue, has been incorporated with an author- ized capital stock of $,1000, all of which has been subscribed and paid in in cash. Detroit—Th> Superior Smoked Fish Co., Inc., 2323 St. Antoine street has been incorporated with an authorized capital stock of $4,000, ah of which has been subscribed and paid in in property. Bessemer—The Finnish Store Co. has been incorporated to conduct a general mercantile business, with an authorized capital stock of $10,000, all of which has been subscribed and paid in in cash. Scottville—Mrs. Edward Brooks has sold a half interest in her under- ‘aking and furniture stock to Fred Beecroft, of Chicago and the business will be continued under the style of Brooks & Beecroft. Flint—The Industrial Loan Co., with business offices in the Palace Theater building, has been incorporat- ed with an authorized capital stock of $25,000, $15,000 of which has been subscribed and $1,500 paid in in cash. Albion—Kilpatrick & Wood, of Lansing, have purchased the “college hill” grocery of Ernest W. Griffin, and will take possession August 1. They will conduct a lunch room for students in connection with a grocery business. Lansing—George R. Byrnes, for some time connected with the C. J. Rouser Drug Co. store No. 2, has resigned his position and engaged in the same line of business at 501 East Shiawassee street under his own name. Grand Rapids—The Chatter-Box, 112 East Fulton street, has been in- corporated to deal in ice cream, con- fectionery, tobacco, etc., with an au- thorized capital stock of $1,000, all of which has been subscribed and paid in in cash. Royal Oak—The Severence Furni- ture Co. has been incorporated to conduct a retail furniture store at 424 South Washington street, with an authorized capital stock of $12,000, all of which has been subscribed and paid in in cash. Ann Arbor—The Cadillac Garage Co, has merged its business into a stock company under the same style, with an authorized capital stock of $25,000, $8,1000 of which has been sub- scribed and paid in, $1,100 in cash and $7,000 in property. Detroit — The Hastings-Brewster Market, 2824 Hastings street, has been incorporated to conduct a general market for food and produce dealers, with an authorized, capital stock of $75,000, all of which has been sub- scribed and paid in in cash. Detroit—The Pfent-Decker Co. has been incorporated to deal in auto sup- plies and to conduct a general gar- age business, with an authorized cap- ital stock of $24,000, all of which has been subscribed and paid in, $11,000 in cash and $13,000 in property. Detroit—The Motor Specialties Corporation, 120 Mt. Elliott avenue, has been incorporated with an euthor- ized capital stock of $50,000 preferred and 100,000 shares at $1 per share, all of which has’ been subscribed, $22,000 paid in in cash and $128,000 in property. Lansing—Mrs. Anna C. Mahoney, dealer in millinery and women’s ac- 214. South Washington avenue, has taken a long time lease of the store building she occupies and will remodel and enlarge the floor space which will enable her to greatly increase her stock. cessories, Monroe—John A. Martin, 65 years old, well known retired shoe merchant, died Sunday morning at his home here, following a_ brief illness. Heart trouble was given as the direct cause of death. He leaves two daughters and a Jacob Martin, of Los Angeles, former mayor of this city, is a brother, and Mary Martin, of Mon- roe, a sister. son. Manufacturing Matters. 3ay City—The E. J. Vance Box Co. has decreased its capital stock from $100,000 to $50,000. Saginaw—The Nitro Products Co. has decreased its capital stock from $200,000 to $20,000. Grayling—The Hanson & Michel- son Lumber Co. has decreased its capital stock from $650,000 to $250,- 000. Detroit—The Larrowe Construction Co. has decreased its capital stock from $300,000 to $20,000. Chesaning—The G. M. Peet Pack- ing Co. has increased its capital stock from $40,000 to $100,000. Saginaw—The Texigan Oil Prod- ucts Co. has increased its capital stock from $100,000 to $150,000. Marysville—The American Bush- ings Co. has increased its capacity 50 per cent. by the installation of a sec- ond electric furnace. Yale—The woolen mills will take on an extra force of 100 people after July 1, This increase is due to a large order from the ford Motor Co. Jackson—The Superior Enameling Co. has been incorporated with an au- thorized capital stock of $5,000, $2,500 of which has been subscribed and paid in in cash, Kalamazoo—The William G. Finch Co. has changed its name to the Wei- batch Liquid Scale Co., Inc., and in- creased its capital stock from $20,000 to $200,000. Grand Rapids—The Stow & Davis Furniture Co. has changed its $110,- (00 comomn stock to 11,000 shares no par value. The preferred stock re- mains at $125,000 as before. Lansing—The Capital Glass Co. has completed its new plant and makes a specialty of automobile work, mirror manufacturing and renewing, bevel- ing, polishing and gneral custom work. Gladwin—The Wagarville Creamery Co. has been incorporated with an au- thorized capital stock of $12,000, $10,- 000 of which has been subscribed and paid in, $200 in cash and $9,800 in property. Detroit—The Imperial Ship Build- ing Corporation, with business offices at 1805 Dime Savings Bank building, has decreased its capital stock from $750,000 to $75,000 and 4,750 shares no par value. Detroit—The Berendt Sign Co., 1000 Gratiot avenue, has been incor- porated with an authorized capital stock of $5000, of which amount $2,- 710 has been subscribed and paid in, $470 in cash and $2,240 in property. Detroit—John G. Heal, founder of, and for many years general manager of the Standard Tool & Manufactur- ing Co. has become associated with the American Metal Products Co., manufacturer of welded steel tubing. Lake Linden—The Eddy Lumber Co. has been dissolved. Less than three years ago the company disposed of its mill and large timber holdings to the Stearns-Culver Co., of L’Anse, which has operated the plant since that time. Detroit—The American Standard Novelty Co. has been incorporated to manufacture and sell at wholesale and retail, toys, novelties, etc., with an authorized capital stock of $18,000, all of which has been subscribed and $2,000 paid in in cash. Detroit—The Johnson Cracker Co., 1001 Lafayette boulevard, has been in- corporated with an authorized capital stock of $100,000 participating prefer- ence and 35,000 shares at $1 per share, of which amount 35,000 shares have been subscribed and paid in in prop- erty. Detroit—William L. Brenner, man- ufacturer of valves, 206 Bates street, has merged his business into a stock company under the style of the Bren- ner Valve Corporation, with an au- thorized capital stock of $30,000, of which amount $25,200 has been sub- scribed, $6,700 paid in in cash and $16,800 in property. 3angor—-The Bangor Manufactur- ing Co., authorized capital, $35,000, has been organized and will take over the assets and business of the Kala- Pump Co., engaging in the manufacture of the De Vel water sys- tems, automatic pumps for residences, institutions, hotels and office buildings. The new concern was organized by Frank C. Sherman, formerly with the Cook Standard Tool Co., of Kalama- zoo, also organizer of the Electric Phonograph Co. He announces that manufacturing space has been secur- ed in Bangor, machinery is now being installed and the plant will be under production in 30 days. The Bangor Manufacturing Co. includes many of the business men of this community. ert Lee, president of the village, is president of the new company. Mr. Sherman will be manager of the new concern. Niles—Notice of a special meeting of the stockholders of the Towar Con- solidated Mills company, Towar Tex- tile Mills corporation, Towar Cotton Mills, Inc., and Acme Belting Co., of this city, with stockholders through- out the State, to be held, July 5, has been given. The notice refers to pre- vious notice given stockholders of losses, the above named companies have suffered in business and in de- preciated inventories during the last two years, and states that these loss- es practically have exhausted the working capital, so that they find themselves without adequate capital to adequately carry on the business. It is proposed that the stockholders exchange their common stock in the above companies for non-cumulative preferred stock in a consolidated com- pany to purchase the physical prop- erties of the above named companies and continue the business. maZOoo —__++2>——_- If ever there is a ban put upon the use of tobacco it will be because of the deadly and increasing peril of careless smokers. It will be for the necessary purpose of delivering the American population from the waste and tragedy of criminal carelessness in this connection. It will be to save millions of dollars of property value and hundreds of precious lives from the smokers who lack a sense of re- sponsibility and do not have the sense to know the deadly relation existing between the lighted cigarette or cigar stub, or the match with which they have lighted the cigarette, cigar or pipe, and fire destruction. —__—_.-——— Lee H. Bierce, Secretary of the As- sociation of Commerce, has been ques- tioned by Thomas J. Jackson, Detroit, President of the Michigan Association of Shoe Dealers, relative to the pos- sibilities of Grand Rapids entertaining the Association at its annual conven- tion. —_++ 2s A man’s statements and his actions will be honest or they will be dishon- est. I know of no way in which they can be half way between. canine — 2 ANC I ALATA 8 SSDNA TR REEMA ONE ENE D poe TARR NEMS SEDER IES HH! t é i t ee ne ee SSR ARANETA pee RANE TY “eaten NRE ROE TRINH June 28, 1922 Essential Features of the Grocery Staples. Sugar—All of the New York re- finers except one have advanced their quotations on granulated from 6c to 6.20c. Federal is asking 6.30c. The ostensible reason for the advance is the upturn in prices for raws, but the impression has prevailed that in push- ing up prices refiners, being anywhere from two to four weeks and perhaps more behind their orders are actuated by a desire to discourage new buying for the present rather than by the other consideration. This view would seem to find some support in reports that a large percentage of the orders tendered by brokers during the week were turned back. There is undoubt- edly a very largely increased consump- tion of sugar, as indicated by recent heavy withdrawals on waiting orders, and present prospects, ‘used on prob- abilities of a record fruit crop, are that very much more sugar will be required for home use ithan had been an- ticipated. A good deal as to that, how- ever, will depend upon whether sellers of fruit make prices reasonable enough to encourage housewives to preserve and can on a scale propor:ionate to that in vogue before the wat. Local jobbers hold granulated at 7c. Tea—The market is dull in spite of strong statistical position. The trade are not taking any speculative inter- est. Markets on this side are in Sev- eral instances elbow the cost of re- placement, but even that does not cause any great interest in buyers’ minds. A fair distributive business is doing every day. There is nothing weak about the market, almost every- thing is bringing full prices. Coffee—The market has been some- what irregular during the week, but this refers only to green coffee in a large way. Demand is quiet. All grades of Rio and Santos remain about unchanged from last week, pos- sibly with a small fraction decline. The jobbing price of roasted coffee remains unchanged. Milds are in fair request at unchanged prices. Canned Fruits—The strawberry pack in Michigan is so short that packers will be compelled to cut their orders down to 70 per cent.. The cherry situation is unique. Some can- ners who purchased early made con- tracts right and left, and together with their own packs they control the situation, as jobbers in all quarters have not covered to any extent. Apri- cots are controlled largely by a com- paratively light crop, Old fruits of all kinds are to be had only in broken lots and are held firm at steady ad- vances as supplies dwindle. Pine- apples are firm and sell readily enough, but in small blocks. Apples are steady and, while more active, are still only in routine demand. Canned Vegetables—This is the first season great damage has been done to the Alaska pea crop by pea lice. The pack of Alaska is only about 60 per cent. of a five year aver- age. Whether the same loss will be experienced in harvesting the sweet pea crop remains to be seen. Reports from other states are also unfavor- able, as follows: Indiana and Ohio, 40 to 60 per cent. of an average crop; , MICHIGAN TRADESMAN ‘Tri-states, 30 per cent.; Wisconsin, 60 per cent.; New York, 60 per cent. Tomatoes are quiet as to spot offer- ings, which are broken as they are needed, because jobbers do not care to acquire a surplus of No. 2s, say, at $1.02, factory, when new goods packed a little later on can be had at 80c. While old tomatoes have re- mained quiet they have suffered the adverse influence of the tendency to equalize prices between the two packs more than new stock. In fact, new tomatoes have gained in strength and ‘show some real firmness at 80c, $1.12 @1.15 and $3.50 for the three sizes. Well known brands cannot be bought for less. Corn added nothing new to its development last week, either spot or future. Old corn of the standard grade is wea kand a slow seller con- sidering the extent of the supplies in sight. Other vegetables have been in nominal demand. Canned Fish—Salmon is unusually dull for the opening of the summer season when consumption is normally at its height. There is so little move- ment in pinks and reds that both show weakness and are offered at a wide range of prices. Little call is made for mediums or chums. Sar- dines resemble salmon as the spot de- mand is for minimum lots from all classes of the trade. As old packs have practically cleared and as pro- duction of new fish has been almost nil, the tendency is to hold both lines firm at the factory in Maine, even though the demand lacks force. Fu- ture prices show a little hardening as the $2.95 price on keyless oils has been withdrawn and $3 substituted, making the spread of prices from all canners $3@3.25, East. Foreign and California sardines are quiet. No radical change has occurred in other fish. Syrup and Molasses—Demand for compound syrup is, as is usual at this season, quiet. There is, under the circumstances, a fair demand with- out any disposition to anticipate buy- ers’ wants. Prices remain unchanged. Sugar syrups are wanted moderately at full prices. Molasses fairly active, but with sales small and for actual wants. No change anywhere. Cheese—The market is steady and quotations are slightly higher than a week ago. There is considerable cheese going into storage at this writ- ing and the quality is now very fine, showing full grass cheese. There is only a fairly good consumptive de- mand for this commodity. Provisions—The market on smoked meats remains firm at about %c per pound advance over previous quota- tions. There is a fairly active de- mand with a moderate supply. The market on lard remains unchanged, with an adequate supply to meet the present demand. The market on lard substitutes is barely steady at unchanged quotations. The market on dried beef tenders remains firm, with a very light supply. The market on barreled pork and canned meats is steady to firm, at unchanged quo- tations. Salt Fish—New pack mackerel are now coming in in somewhat increased quantities and this is relieving the shortage that has continued for sev- eral months. Trade are taking new fish to some extent although not in any sense greedily. Prices are steady and unchanged. —————_».2>——_ Review of the Produce Market. Apples—Transparents ar¢ now in market, fetching $3.50@4 per bu. Asparagus—Home grown $1.50 per doz. bunches. Jananas—/4c per |b. Beets—50c per doz. for home grown. Butter—While the receipts of cream- ery butter have been somewhat heavier, the quotations remain steady to firm during the past week. There is a fairly active demand for the dii- ferent grades of creamery butter and there has been considerab‘e butter placed in cold storage the last few days. So long as there is butter go- ing into storage we do not look for any material change in quotations. Local jobbers hold extra creamery at 36c in 63 Ib. tubs for fresh and 33c for cold storage; 37c for fresh in 40 lb. tubs. Prints 36c per lb. Jobbers pay 18c for packing stock. Cabbage—Tenn., $1.75 per crate of 50 lbs.; home growm $2 per bu. Cantaloupes—California are being marketed on the following basis: Standands 222 9-002 $4.75 Ponys ------------------------- 4.25 Georgia are sold as follows: Standards 222.202) ue $3.25 Ponys .------------------------ 3.00 Flats, pink meat --------------- 1.25 Carrots—40c per doz. for home grown. Cauliflower—Florida, $3 per case of one dozen heads. Celery—Florida, $8.50 per crate of 4 to 6 doz. stalks; Michigan, 50c per small bunch. Cherries—$2 per crate for $2.50@3 per crate for sweet. Cocoanuts—$7.50 per sack of 100. Cucumbers—Illinois and Indiana hot house command $1.25 per doz. for fancy and $1.50 for extra fancy; home grown, $1.65 per doz. Currants—Red in 16 qt. $2.50. Eggs—Receipts have dropped off to a considerable extent, but the quality holds up well for this season of the year. Local jobbers pay 20c for candled, cases included. Green Peas—$4 per bu. Grape Fruit—Present quotations on Florida are as follows: SA $11.00 G4 7080) 22 11,00 Green Onions—Silverskins, 25c per doz. bunches. Lemons—The market is firm, with an upward tendency. Sunkist are still being quoted as follows: sour; crates, 300 size, per box ~.....-------- $9.00 360 size, per box -------------- 9.00 270 size, per box ~------------- 9.00 240 size, per box -~-------+----- 8.50 Choice are held as follows: 300 size, per box ---....----.-- $8.50 360. size, per box ---...-------- 8.50 Lettuce—Leaf, 85c per bu.; Iceberg from California $4.50 per crate; home grown head, $1.75 per bu. Onions—Texas Bermudas, $2 per crate (about 45 Ibs.) for yellow and 5 $3.25 for white; California, $6 per 100 Ib. sack. Oranges—Fancy Valencias are now held as follows: 100 2 ee $10.50 6 10.50 150, 176 and 200 ~-.----------- 10.50 AG ee 10.00 O52. 9.00 ORG 2 8.00 A 7.00 Parsley—60c per doz. bunches. Peppers—Florida, 65c per basket. Pieplant—$1.25 per bu. for home grown. Potatoes—South Carolinas com- mand $6 per bbl. and Virginias fetch $6.50, home grown, $1.15 per bu. Poultry—Local buyers pay as fol- lows for live: Liont fowls... s06 ae 15c Heavy fowls ................ 19@20c Braiers 2 28c Cox and Stags .22.......0 0. 10c Radishes—20c per doz. bunches for home grown. Raspberries—Black in 24 pint crates, $3; red in ditto, $3.50. Spinach—$1.25 per bu. for home grown. Strawberries—The market is still fully supplied on the basis of $2@2.50 per crate. This week will close the season in this latitude. Sweet Potatoes—Kiln dried Georgia command $2.50 per hamper. Tomatoes—$1 per 6 lb. basket from Florida and Texas; home grown, $1.60 per 7 lb. basket. Watermelons—40@50c fine stock from Florida. Wax Beans—$3.50 per bu. for home grown. apiece for —_——_++ > —____ Business Changes at Greenville. M. S. Kraus has purchased a half interest in the dry goods stock of M. Kellman, at Greenville. The business will be merged into a corporation, with $25,000 capital, all paid in, under the style of the Kellman-Kraus Co. The offices of the new corporation will be as follows: President—M. Kellman. Vice-President—B. Kellman. Secretary—M. S. Kraus. Treasurer—M. Kellman. Manager—M. S. Kraus. Mr. Kraus was for several years connected with the department store of Goldstein Bros., Indianapolis. For the past two and one-half years he has been merchandiser for Wm. H. Bicknell & Co., at Clare. He expects to put the business on a good basis and expand the trade radius of the store. —_—_+~++—___—_- Charles L. Holt, Jr., widely known in hotel circles, died during an attack of asthma at Dixie Inn. Westlake, late Sunday. Holt, a sufferer from the disease for years had been confined to his summer home all spring and sum- mer to gain relief. Sunday night physicians sent to the sheriff’s office for the pulmotor. The pulmotor, it was said, prolonged the life of the pa- tient an hour or more. Holt was the son of the former proprietor of the Ritz hotel. —_———- > It has been said that money is the root of all evil. Don’t you believe it; idleness is the root of all evil, 6 MICHIGAN TRADESMAN Sune 28, 1922 Business Improvement So Far This Year Exceeds Expectations. Written for the Tradesman. That improvement in business dur- ing the first half of 1922 has exceeded the expectations of careful observers may be easily seen by looking back over the reviews and forecasts which were published in various newspapers and financial magazines at the end of last year. For example, one of the best known business statisticians in the country, who has made a special study of the automobile industry, stated in an article last December that this industry expected 1922 to be a lean year. Some producers, especially those making cheap cars, were look- ing for a larger output than in 1921, when production was only about 60 per cent. of capacity, but the situation in its broad aspects was not promis- ing. Now the manufacturers have experienced a most agreeable surprise. Instead of being a lean year, 1922 is proving to be one of the best years in the history of the industry. The out- put has broken all records and the in- crease has by no means been confined to the cheap cars. Manufacturers of the luxurious types are also enjoying excellent business. All of this goes to prove that the country is never so poor as some of us think when busi- ness is in the trough of depression, nor is it quite so rich as some unfor- tunately suppose when it is at the peak of inflation. The revised index of prices of build- ing materials, prepared by the Divi- sion of Building and Housing of the Department of Commerce, shows that prices until recently have been as much out of line among these related commodities as they were in the case of the widely dissimilar groups in- cluded in the Government’s general price index. Among building materials the rise was sharpest in the case of lumber products. The index for yel- low pine flooring and laths, Douglas fir, and white oak all passed the 400 mark early in 1920 (the average price in 1913 being taken as 100), while earthen products, such as brick, tile, gravel, sand and cement, hovered at the peak around the 200 mark. Na- turally deflation has been sharpest in those materials which scored the high- est advance. Thus, yellow pine laths have dropped 73 per cent. from the 1920 peak and yellow pine flooring 60 per cent. while brick, which scored only about half so great an advance, is down only 31 per cent. from the peak and yet stands now at about the same level above the pre-war average as does pine flooring. The index for all building materials reached the peak in April, 1920, when it stood at 300. In May of this year it stood at 160, showing a decline of 47 per cent. This recession and the increasing cheapness of money show why the country is now having a boom in building. If any general conclusion is war- ranted from the boom that has over- taken the automobile and building in- dustries, referred to above, it would seem to be that there is a direct con- nection between this and the opera- tion of bringing prices within reach. The year 1921 was one of sweeping price adjustments in the automobile industry and, as already indicated, in the industries producing building ma- terials. These two lines are now busy. It is not safe, however, to make this conclusion too sweeping. There are other industries in which prices are at or even below pre-war levels, such, for example, as copper and rubber, and that are not experiencing a boom. Price is not the sole consideration. Nevertheless, the need of keeping prices within reasonable limits in these days of buyers’ markets is so evident that it is doubtful whether any distinct upward trend in the gen- eral price index is to be hailed, as it so frequently is, even in Government publications, as a sign that trade is improving. In the case of some com- modities an advance can mean only improvement. This is obviously true when existing price levels are below costs of production, provided that these costs have been properly de- flated. But among retailers any pres- ent tendency of consumers’ goods to register a sharp advance is not inter- preted as a favorable symptom. William O. Scroggs. —_——_22o——_- Cannot Do Business Without Goods To Sell. Trying to ingrease the sales of any department in a store without sufficient stock, according to a former buyer for one of the big local stores who is now in the wholesale end of the hosiery business, is like trying to shoot rab- bits with blank cartridges. “When I became hosiery buyer for the store with which I was connected,” this man said yesterday, “the general policy was to buy goods only as they were needed. The result was that wo- men often wanted to buy six or a dozen pairs of a certain novelty stock- ing when only two or three pairs of their size were in stock. These were sold to them and their order was taken for the remainder. After one or two experiences of this kind, however, the women bought only the number of pairs in stock. In other words, they were not willing to wait for the re- mainder. “Not only did this lessen sales di- rectly, but it created in the minds of those women the impression that Blank’s was a store where you could not get what you wanted. When I took hold, I had a heart-to-heart talk with the head of the business. I told him I wanted to buy more goods, and I asked him not to judge me by what my inventory showed at the end of the first year. He agreed. The depart- ment, in the final year under my pre- decessor, did about $330,000 worth of business on a stock valued at about $35,000. In my first year I did about $400,000, but my inventory showed a stock valued at $65,000. “The boss shivered a little when he saw those figures, but, true to his word he did not say anything. The result was that the inventory of the follow- ing year showed a stock of from $40,- 000 to $45,000 worth of merchandise,- but the year’s sales had mounted to over $450,000. During the remainder of the period I was there my inventory never showed more than $40,000 worth of stock or less than $35,000, and I turned my stock an average of ten times during the year. My pre- decessor did as well as that in turn- over, but the smallness of his stocks kept his sales about $120,000 a year lower than mine. You can’t do busi- ness without goods to sell.” —_+2+.—__—_ Cotton Prospects and Cotton Goods. Cotton attained new levels during the past week and they remained high despite some fluctua- tions due to speculative activities and a varied collection of weather in the growing districts. Less stress seems to be laid now on the threatened rav- ages by the boll weevil and more em- phasis is placed on the matter of sup- ply and demand. Everything depends on the new crop. Within a few days the figures will be given of the De- partment of Agriculture’s estimate of the acreage under cultivation as well as the condition of the crop as of to- day. A common impression is that more than 35,000000 acres will be shown as seeded to cotton. Should this be the case and the yield be one- third of a bale to the acre, it will mean between 11,000,000 and 12,000,- 000 bales for the crop. But there are many contingencies which may arise in the next four months to affect the total. Stored cotton, too, is growing much smaller in quantity, owing to the demands from spinners, and the carry-over promises to be the lightest in years. As against this is the fact that growers are doing their best to get a large crop because of the cer- tainty of good prices. Exports showed a big drop in May, having been only 469,397 bales, as against 598,209 bales the month before. The total for the year promises to be less than 6,000,- 000 bales. The goods market shows signs of strengthening in all direc- tions. This is especially true of printcloths and other gray goods which are held on the basis of from 45 to 48 cents per pound. This is considered high enough to allow mills a very good profit. Not much move- ment in knit goods is expected until after the Fourth of July, when job- bers will be in the city. quotations —_——_+2.—_—_ Woolens and Apparel Industries. Little change is reported in the wool situation. Fairly stable prics have prevailed at the public sales abroad, but there has been a little weakening as to the domestic clip. There seems, also, less disposition on the part of the mills to stock up at present prices, although this may change later on should it appear that the proposed tariff rate on wool is likely of enact- ment. The only check to rising wool prices in this country in such event will be the greater resort to shoddy in order to enable clothing manufactur- ers to get up suits to sell at a price. The mills are getting ready for the next lightweight season and are al- ready offering tropicals informally. A slight increase in prices is not con- sidered as likely to act as much of a check on buying. A more important factor is the outcome of the campaign to sell Fall clothing to the retailers, which is now in progress. The labor difficulties in the local clothing field seem now in a fair way of settlement and the same is true of the women’s garment industry. How far these settlements will affect cost of opera- tion is still to be determined. A good business in dress goods is anticipated, as the women’s wear trade is less af- fected by the matter of price than is that of men’s wear. Cutters up are encouraged by the responses they have thus far received. —_—_»2>—__—_ Hats For Summer Wear. Two rathr unusual things for use in women’s hats for Summer wear have appeared in the local market. One of these, according to the bulletin of the Retail Millinery Association of Ameri- ca, is monkey fur for trimming pur- poses. The other is fine kid, which is used in the making of some of the higher-priced chapeaux. In black, the monkey fur is appear- ing as trimming on hats made of white, sand, navy and black crepes, generally in connection with the larger shapes. Cuffed and quartered-crown effects in these shapes are the most frequently seen, with the fur also used on some poke and mushroom types. Suede and fine kid in red, white or sand, trimmed with all-over patterns in chainstitch embroidery, are employ- ed in the higher-priced models referred to. For these hats very soft, pliable skins of fine grain are used, either in the glace finish or in the dull suede effect. The skins are used to make up the crowns. In one white model, the kid, in suede finish, is worked into a high-draped crown with a set-in tip. The cloche brim is made of white taffeta, with an upstanding flange of black velvet. In red, glace kid is used to make a hat with a cuff crown and inset tip. This hat is trimmed with peasant designs in embroidery, which are worked entirely in white and green. The entire crown is chainstitched. The narrow poke brim is formed of white taffeta, with the edge flange slightly rolled. —__22>—_—_ They Say— That advice is like snow, the softer and easier it falls, the more good it will do. That labor and capital will find it more profitable to lock arms than to lock horns. That it pays in dollars and cents to get the other fellow’s viewpoint; any- way, it is inexpensive. That immortality would be of little use to that person who cannot employ well an idle hour. That you may vanquish your foes alone, but you will need help when it comes to dealing with relations. That which costs but little is, in the minds of most men, worth but little; don’t put your price too low. That people who complain about being misunderstood should reflect on how much worse it would be to be understood too well. That the duration of a pleasure con- templated and the length of the re- pentance to follow should be carefully weighed, before indulging. That Gideon bibles in hotel rooms for sinful salesmen are good things. That being the case, the cuss that fixes the rates ought to have a half dozen. That the highest criticism is not that which finds fault, but which dis- covers hidden beauty and paths of ascent to heights hitherto unattained, but accessible. nes SOE AESHSN a seme SORTS wong mI URUN EA TADS NS inal June 28, 1922 MICHIGAN TRADESMAN 7 oI WIR Sse Ke yi Ke S KC yA it IK yi {1} Aa atA Y yi MT] y mM & y T TI e oT mM ik mT I -y Ne 5 $1,000,000 = y | Li In Mill im! : incoln Mills, Limited : Dy : (Makers of sulphite pulp, fine papers and paper containers) = 20-Year First Mortgage 74% Sinking Fund Bonds : = $100, $500 and $1,000 denominations. Due May 1, 1942. = BUSINESS: Lincoln Mills, Ltd., or its Fixed assets, therefore, amount to $3,- a 5 predecessors, has been continuously en- 810 for each $1,000 bond and net F Sy gaged in the profitable manufacture of __ tangible assets to $4,583 for each $1,000 | fine papers and paper products since bond. Be ) E ee ee located at Merit - EARNINGS: For the six years ended : a; Fal oa a es west 2 ot December 31, 1921, available net earn- : alls. Ample and perpetual pulpwooe "ings averaged $312,828 per year. Aver- = supply is assured to Borrower by itsown _ age earnings therefore, were 4 times an- x a timber holdings and wood preparation —_ ual interest charges on all bonds of this cA : plants. This Company is the only manu- _jssue = > facturer of grease-proof and glassine pa- = pers in the British Empire, and no SINKING F oe The eer O00 is a other Canadian mills manufacture extra enante can . he € th; ae Ka Ds strength flour and cement oe a ee eereee ee Ene Hie oF tna Han, SI tl conker: for payment of principal and interest. 5 These payments should amortize and re- Gi SECURITY: A closed first mortgage tire the entire issue before maturity. Pay- = = upon all present fixed assets and allhere- ments for pulpwood cut and used should = SI after acquired, specifically including the _ provide an additional $25,000 per year ie plants at Merritton, with an annual ca~ _—for purchase or redemption of bonds. G pacity of 13,500 tons of sulphite pulp _—_ Bonds are callable only at high pre-pay- = = and 6,000 tons of finished paper; crown _— ment ‘figures. = > leases upon 180,000 acres of land con- =~ ECONOMIC ADVANTAGES: Because x taining 1,500,000 cords of pulpwood on a: G : of Canadian import duties, the Com- 5 the Gaspe Peninsula, Quebec, wood ; = id ; pany’s products are well protected from a preparation mills, and water powers and bes | hts to 2,000 H. P te old Welland competition. Plants are located in the = = Pas ‘1 os oe — midst of abundant labor supply and with a a cam excellent accessibility to supplies of raw S ASSETS: Based upon recent appraisals, material and transportation. Plants are total fixed assets are valued at $3,810,- of stone and reinforced concrete con- E 403. Net tangible assets, as shown by struction and form an unusually well- ZG = the Company’s balance sheets, are $4,-_ balanced, self-contained and co-ordin- > 583,088. ated unit. = i Paper products are in daily use in the commercial, industrial and household life of every eZ i = community in the civilized world. Lincoln . Mills, Limited, has unusual stability because E of its established business in necessities. These bonds bear our unqualified recommendation. = ro = = PRICE: Par and Interest, to Yield 74% Ss a a 4 Descriptive Circular on request. = Fenton Davis © Bovle z CHICAGO GRAND RAPIDS DETROIT ~~” Em ae First National Bank Building Michigan Trust Building Congress Building c Central 2507 Citizens 4212. Main 656 Main 6730 = Although the statements herein made are not guaranteed, they have been obtained from sources we believe to be reliable and are = statements upon which we have acted in purchasing these securities for our own account. (TTA TAWA le TAWA Ailes AAT INE: Ze A Kes AMM [ MICHIGAN TRADESMAN é June 28, 1922 WU TING-FANG. The Foreign Minister of the Can- ton, government, whose death is re- ported to have followed the collapse of that government, had the distinc- tion of being one of the very small group of Chinese public men whose names were something more to the Occident than a collection of hyphen- ated monosyllables. During Wu Ting-Fang’s residence at Washing- ton as representative of China he be- came as real a personage to millions of Americans as most of their own statesmen. He was as sure to be the subject of an illustrated article in the magazines now and then as the new- est senator or the oldest philan- thropist. This triumph was the nat- ural consequence of his unusual per- sonality. His witty remarks and his pointed observations upon a variety of topics were always being quoted, and he could be counted upon to de- liver an address or to give an inter- view that was certain to provoke wide comment. Not the least of his traits was an frankness that somehow managed to be suave. outspoken Wu _ Ting-Fang was particularly happy in citing passages from Eng- lish literature. He was more familiar than most of his hearers with the best that has been written in English, and he had a rare facility for making use of his knowledge. He did not hesitate to turn a famous line upon those for whose gratification it had composed, as when, quoting Tennyson’s “Better fifty years of Europe than a cycle of Cathay,” he boldly declared that if the actions of some European governments towards China were indicative of European character, then better fifty years of Cathay than a cycle of Europe. been All this intellectual and social en- dowment he marshalled to the advan- tage of his country. It was impossi- ble to look down upon a people that could send so brilliant a representative abroad. China might be old, but Wu Ting-Fang, without being the less Chinese, was as up-to-the-minute as any American. The combination was irresistible. When he went home he took with him the good wishes of millions of Americans, who hoped to see him play an important part in rescuing China from her enemies without and within. It was his fate, however, to fall with Sun Yat-Sen in defence of an autonomous southern China rather than to be with the forces fighting for a China united. GOVERNMENT PRICE-FIXING. A writer in a farm journal, pub- lished in the Middle West, thinks that the farmers of this country have a grievance because the Government fixes prices to protect some classes of producers and does nothing of the sort to protect the farmers. It cites the case of the railroads and public utilities, whose rates are fixed with the purpose of securing them a fair return, and of railway labor, whose wages and working conditions are fixed by law, and then makes loud lament that the farmers who furnish half the tonnage supplied to the rail- ways and who feed and clothe the railway laborers, are left at the mercy of every economic storm that sweeps the country. This will make an ap- peal to the class in whose favor it is supposed to be made. But are those whom the Government is accused of favoring unduly so well off as al- leged? The railways have never earn- ed the fair return named in the trans- portation act. Railway labor was generously treated for a time, but as this is written it appears to be no happier than the farmers. Many of our public utilities are in the hands of receivers, in spite of alleged favors from Government agencies. Then the farmers themselves raised an outcry when the Government undertook dur- ing the war to guarantee them a fair price for their wheat. The truth is that the farmer who clamors for such aid wants a Government price only when his market is low, and he is unwilling to have a rule that works both ways. LATEST UNION MASSACRE. Not a word can be said in extentua- tion of the atrocities perpetrated at Herrin, Ill., by a mob of union coal miners. Next to the Homestead mur- ders, it is the worst blot on the record of union labor, which is replete with bloodshed and unparalled crime ever since the first dupe of unionism held up his hand to take the iron clad oath of the union, which automatically makes him a liar, a thief, an incendiary and a murderer. Armed warfare in industrial disputes is bad enough, but what took place at Herrin was not war but massacre. There were appar- ently no casualties in the course of the actual “battle.” Prisoners who had raised the white flag were shot down in Mexican bandit fashion. The blow is all the worse because the blood mad- ness that seized upon the Herrin strikers seems to have been more than the ordinary wrath against profes- sional strike breakers. This time it was directed against a strike-breaking union. The fury was the fury of civil war. So long as a single union card or union button are in existence life will be unsafe, human liberty will be a joke and American freedom will be a by-word. Union labor champions insist that the way to produce booms is to raise wages, and thus create demand for products. The difficulty is that the increase of wages is followed by such increases of prices that the nominally higher wages may be really lower. An- other theory is that depression begins with lack. of demand for goods. A third theory, favored by those trust- ing the iron trade barometer, is that prosperity or depression depends on the building industry. But the ordin- ary processes of life do not admit of great variation. If men are to live, they must consume necessities within narrow limits. Construction is large or small according to expectation of profit, and depends on far-seeing in- vestors’ appraisal of the outlook. Thus the building boom, the revival of hope for the railways and the certainty of a better year for the farmers combine to overweight the disturbing eco- nomic factors. PYRAMIDING COSTS. It is evident from the comments of many persons outside the trade, that the principle involved in basing selling prices on costs is often misunderstood. A consumer, for instance, has written an indignant letter intimating that if the duty on raw wool is fixed at 33 cents per pound, scoured basis, as the new tariff bill provides, and if it takes an average of three and a half pounds of scoured wool to make a suit of clothes, then the retailer, clothing manufacturer, or commission mer- chant, or perhaps all of them together, are guilty of extortion if the price of a suit of clothes is raised any more than the exact amount of the duty. The duty in this case would amount to $115. Why, then, it is asked, should it increase the cost of a suit of clothes or an overcoat from three to five dollars? This question assumes that the pro- ducer or distributor should base his mark-up on a lump sum for each transaction, instead of on a percent- age of cost. In that event the cloth and clothing manufacturers and the jobbers and retailers would each add $1.15 to their selling price and receive the same profit as before. The injus- tice of such ‘a practice is evident to every dealer. If it were applied to every dealer. If it were applied rigor- ously there would be a smaller per- centage of profit on luxurious clothing than on the cheap clothing of the unskilled laborer. When raw wool goes up the textile manufacturer has to invest more money when he pur- chases a given quantity, and therefore, must sell his cloth at somewhat more than the increased cost of the wool. This process is repeated all along the line, and so the “middleman’s” profit “pyramided” on the There is nothing un- It is is necessarily original cost. ethical about such a practice. necessary. SOME HOARY PROPAGANDA. It is frequently stated that the ef- fects of a tariff law are never as bene- ficent as its enemies avow. Every one is familiar with the old-time claim that a panic has followed every down- ward revision of the tariff and that a business boom has come after every upward revision. To discuss this to- day is like threshing old straw, but since the recent upward trend in busi- ness is ocasionally being ascribed to the effects of a prospective high tariff law, some passing remarks on this topic may not be inappropriate. The alleged connection between tariffs and panics has never had any standing among economists, whether they were high-tariff men or free traders. Those who try to set up such a connection make out a bad case for protection. The last two disastrous panics in this—country oc- curred under a high tariff regime. The panic of 1907 occurred under the Dingley act, and after that law had been in full effect for ten years. Moreover, there was not at the time the slightest reason to look for any immediate downward revision of the rates. The earlier panic of 1893 came after the McKinley act with its high rates had been on the statute books for three years. In 1920-21, under the present low tariff act, the country went through the most trying period of financial readjustment in its history without any panic. Now, these facts only establish a negative conclusion, and that is that panics have come and gone, but that the tariff has had no connection with them whatever. No reputable economist or business stat- istician to-day attributes any of the recent improvement to the prospects held out by the new tariff bill. FUTURE CLOTHING PRICES. The index of the conference board shows that for the past three months clothing has been the only item in budget which has shown any tendency to advance in price. The advance since the mid- dle of March has been only 1.3 per cent., but it evidently reflects the movement in the price of raw cotton and wool. Calculators have recently been interesting themselves with esti- mates of the effect of the raw wool the price of a suit of men’s clothing. Their figures show a wide discrepancy, ranging all the way from 70 cents to $5 and over. It is hardly necessary to state that the 70 cent estimate comes from a defender of the wool duty and the $5 estimate from its opponents. The latter con- tend that the higher price of raw wool will be pyramided through each pro- cess of production and distribution; this the wool-tariff advocates deny. Nevertheless, since the average suit of clothes requires three and a half pounds of wool, and since the pro- posed duty on wool is 33 cents per pound, scoured basis, it is difficult to see how any estimate of increased cost can be as low as 70 cents. Ob- viously, with a specific duty on wool, whatever increase in clothing prices is necessitated will be relatively great- er on the cheaper grades of apparel made with the coarser wools. The higher duties on linings, padding, but- tons, and thread will also add slightly to the cost of clothing manufacture. the workman’s duties upon OUR MONEY SUPPLY. Monetary deflation continues, al- though the general stock of silver and gold continues to expand. The re- port of the Treasury Department shows that the total stock of money decreased $20,500,000 in May, while $7,700,000 was added to the stock of gold, and $6,100,000 to the supply of silver dollars. These gains were -off- set by retirement of Federal Reserve notes during the month, the total withdrawals being $31,500,000. The stock of Federal Reserve notes dur- ing the past twelve months decreased to the extent of $571,900,000, while that of gold increased $528,200,000. The gain in gold almost offsets the reduction of Federal Reserve notes, but the change from one sort of money to the other really has more significance than the figures of them- selves reveal. Very little of the gold goes into circulation, and the gain in the stock of yellow metal is there- fore less indicative of actual mone- tary inflation than a corresponding increase of the freely circulating Re- serve notes would be. PAB THA ERS mbML ISK SE f : & z 2 : : & qe ‘ June 28, 1922 MICHIGAN TRADESMAN GENTLEMEN: does its own advertising after once thoroughly started. Carolina, South Dakota, Colorado, Alabama, etc. , personally, toward bringing in new customers every week of the year. In short, it is a proven winner—one that will last, and it is going to gradually find its way into some ONE store in EVERY TOWN, and into scattered sections of every CITY; and our purpose in advertising it this way is to find and interest the one merchant in each town or locality who wants our co-operation and experience-benefit in putting the deal over. If you care, therefore, to look over complete details of the plan—how to start it, how to handle it, what it will do for you, why it will do it, what it will cost you, etc., kindly mail us check for $1.00 and we will not only tell you the story in detail, but will also include a copy of each of the only two pieces of printed matter we have ever had to use on the deal to put it were it now is, and which two pieces are being used just as successfully by others, throughout the United States, from whom we are daily receiving such reports as follows: “Plan is going good.”’—C. G. G., Drumright, Okla. “! am well pleased with the plan.’’—A. E., Kankakee, Ills. “Your proposition looks good to me.’—S. E. W., Morton, N. Y. “Fine deal. It is doing the business.’’—A. S., Penalosa, Kas. We have worked out and are now using in our general grocery and notion busi- ness here, a Trade-Building sugar deal that is bringing us a trade that sticks like a leech, grows bigger every day, brings us better prices on our goods and practically That the deal will positively stand the crucial consideration of merchants of high-powered judgment, hard-boiled experience, progressive selling ideas and broad- tired competitive views, we have only to point to the fact that it has already spread to 23 different States—that it is already being used by over 200 merchants in those 23 States, and that they are located in towns and cities of all sizes, from a few hun- dred population up to such places as Toledo, Canton and Akron, Ohio; Cadillac, Mich.: Milwaukee, Wis.; St. Louis, Mo.; Wellsburg, W. Va.; Bradford, Pa.; Buffalo and Morton, N. Y.; Sioux City, Iowa; and various towns and cities in Kansas, Illinois, Oklahoma, Nebraska, Arkansas, Texas, Oregon, Wyoming, Florida, South The first merchant of a town or locality who puts the plan in operation will score a lasting victory over his competitors—for it will do them no good, whatever, to fight it by price-cutting, lottery schemes, trading stamps, premiums or drawings of any kind, whatever—for those stunts are only for the time being, while this deal is a continuous performance, one that will gradually bring you customers that have traded elsewhere for years, who in turn will bring others. It will gradually reduce the necessity of price cutting, make your patrons eager to pay cash over the counter or meet credit obligations promptly, cure the tight-wad from asking the price on everything he comes to buy, bring you a sugar trade that will make you king” of your locality—and above all it will constantly advertise your store through patrons in a way that will carry ten times the weight of anything you could do or say “sugar To Retail Grocers and General Merchants pl “Everything is coming fine; well pleased.”—A. L. L., Mattoon, Ills. “It is sure helping to stimulate our trade.’’—J. E. B., Girard, Kansas. “It certainly is a success in all five of our stores.”—A. O., Parsons, Kas. “We are well satisfied with the plan and thank you for letting us Know about it.’—W. H. P., Wilsonville Ala. “Got more results from this deal in one day than on aluminum premiums in three months.’’—D. B., Bennett, la. “We want to congratulate you on the plan, it is working fine—we are sure doing the business.’—B. B., Chappell, Nebraska. “The deal appeals to us very strong, and we expect to continue it. Custo- mers are enthused. and we expect to show a nice increase in business from same.”’—J. H. R., Danville, Ills. “Deal is getting in its work—I notice the difference on customers who had been giving me about half their trade; | am now getting it all, and a good many new ones.’’—S. J. E., Burlington, Kansas. Actual names of these dealers are withheld here to protect them from being annoyed by curiosity seekers or doubting-Thomases, but same will be given in full to merchants who take the matter up with us, as explained above. Address letters, checks, etc., to GLENN’S DOUBLE STORE, Mountain Grove, Mo. ASK YOUR JOBBER FOR art 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 10 Science in Buying as Important as in Merchandising.* In all branches of industry there have come in recent months radical changes in methods of successful pro- cedure. We, of the retail shoe busi- ness, recognize that these changes are here and that they are necessary. It is with fore-knowledge of this fact that I submit definite recommenda- tions which I believe to be practical and applicable to every shoeman in our country. The eventually expected shifting of the sellers’ market to that of the buy- ers’ market once more has brought us the “go-getters” age. The shoe manufacturer has his problems—the retailer his. In the past, the dealer has doubtless played a greater part in helping to serve the ambitions of the manufacturer than vise versa. With the manufacturers’ style pro- moting “to keep the factory going,” it has become a debated question whether that has served its purpose or proven a partial boomerange in the difficulty for dealers to remain solvent, to the eventual disadvantage of the enterprising manufacturer. The style fever, to the detriment of ous to the case of the woman or flap- per who pays all attention to the com- plexion and ignores the physical health. The style angle has to take a tilt immediately if both dealer and manufacturer would retain their nor- mal financial condition. The inflated turnover of fads should not blind the dealer to the regular turnover of the stock—better to cut out the experi- menting and the gamble than to cut out the profits. There is not much blessing in guessing. One of the most successful buyers of women’s garments in the country, who has the same vital style and size problems as the shoe merchant, re- marked that the wonderful progress of his department was due firstly to buying only to the greatest degree possible such merchandise as he was sure to sell at a profit, and to not be influenced by quantity price because that never compensates for losses from leftovers. Secondly, intelligent, or I might more generously term it, scientific buying, because his card stantly how many of each company’s goods he sold at regular mark-up; what proportion at a mark-down; rec- ord of sizes sold; at what prices; also a record of successes compared with other firm’s goods. He knew, and that is why he grew. Instance No. 2. A clothing mer- chant in Wooster, Ohio, could not understand why his hat department did not show a better profit. During a special sale I noticed most of the hats were of the larger sizes left over. I suggested that in the future his men keep a record of the sizes of the hats sold. He was losing sales on account of buying too few of the sizes in de- mand and buying too many of the larger sizes. This latter information has enabled him to buy with the least possible chances of lost sales and mark-downs. The average dealer has a record of stock on hand and a record of his buying, but not suffi- cient information about the sales to *Address delivered oes C. K. Chisholm, President of the N. R. A., before the California Shoe Retailers’ Association. MICHIGAN TRADESMAN guide him in his buying. For instance: Some time ago I overheard a prosper- ous shoe merchant at an Iowa con- vention salesroom on being importun- ed to buy a certain number of pairs of shoes of a new. style remark, “There are just about 12 or 15 women I know in my town who would buy these shoes. Give me just 10 pairs. I would rather lose the sale on two or three pairs than lose the profits on three or four left-overs.” Wise buy- ing, I would say, because remember the real profit is made on the last quarter of a dozen of any article. If you sell 20 per cent. of your purchase at a mark-down, you are swapping dollars. Fad-buying breeds overstocking and the underselling of regulars which is one of the cancers in the profit sys- tem, and our living, bear in mind, must come from the net profits. Bet- ter be “out” of a few fads than many dollars because, you make money on the shoe you consciously “buy’—not what is “sold” to you. The latter usually make the mark-downs. Leaks and losses are seldom represented in staples. The time is here when we should recognize more science in buying as well as we have been recognizing science in merchandising. Instead of considering the style angle only, let us constantly bear in mind our clien- tele, our volume, our population, com- petition and past outlets. We have certainly been playing style spasms far beyond the possibility of prac- tical and profitable consumption by the entire class while aiming only at a certain style. We have only to re- view the past. For instance, when high toes for women’s shoes were in vogue every- body showed them at various prices. Dealers thought and bought high toes in various types and leathers to the exclusion of thought of how many ac- tual possible sales there were in the entire city. Not sufficient thought was given to the trade for which they were best adapted, or the number who would not be interested. This kind of thinking and buying naturally meant over-merchandisaing beyond the power of absorption by the community. There is a saturation point in all sales, and we have only to think back of our mark-downs on surplus stock of this nature that had accumulated from hysterical buying and allowing our impulses and emo- tions to rule over our judgment. This is what leads to confusion instead of definite conclusion. Our retail shelves still tell a woe- ful story of “influence buying” which in turn has encouraged manufacturers and jobbers to stock up their depart- ments unnecessarily, again demanding a reduction in price possibilities, and again flooding the market to the detri- ment of the sale of regular merchan- dise. The dealer who is susceptible to- “Stylitis” is subject to “inventory- paralysis” and this contracts a tuber- cular balance sheet. Let us ask our- selves frankly and seriously, “What is my clientele analysis? Just what percentage of my trade is women’s and men’s? What percentage of flap- per business as against the safe, staple, steady and sure?” We have only to recall our experi- ences when the long pointed last and the 2 and 2% in Louis heels fad. How many people played this type almost exclusively, forcing this sort of foot- wear on the people of middle age and older simply because it was the style, and this to the detriment of thousands of feet not adapted to such lasts and heel heights. This was poor merchan- dising, poor service, and poor busi- ness building. An error recent enough to be still vivid in our minds—the price we paid to sell off surplus stock ac- cumulated on this type bought at peak prices. The successful buyer of any mer- chandise in our larger and more pros- perous stores is buying from analysis charts. The results are fewer lost sales, fewer mark-downs and more “velvet.” Watch the “net” before there is “nit.” The present season is offering an- other good illustration of over em- phasizing fads. Show windows every- where tell a story of fad or influence- buying without an analysis of selling possibilities, again forcing thousands of women of 30 years of age and over back to wearing “chicken’’ shoes nothing short of ridiculous, for as one woman remarked, “She felt as foolish as her feet looked.” We must get away from the one- track buying, thinking altogether too much of styles and fads, and not half enough of class limitation of the crowd to whom such a style will ap- peal and our possibilities of outlet. June 28, 1922 ‘We need more sales education in our shoe stores, not simply along the lines of salesmanship, but along mer- chandising lines so that shoe clerks will not run immediately for “the very latest” or “something new” regardless of whether it is the proper shoe for the customer, or whether it is sold to the detriment of a health turnover. When buying we should figure as closely as possible what the possible what the possible consumption of a certain shoe may be in our town, and in our store, because there is a satura- tion point, and we will quickly get be- yond that saturation point if every shoe dealer in the city goes at it blind- ly. A chart analysis will at least tell us what might happen instead of be- ing obliged to relate “how it hap- pened.” Take more stock in stock-charts, and you will chart your course straighter and safer. Let us do less buying on the basis of fear, and better buying on the basis of knowledge—not fearing what the other fellow in town may do or show, but with a more definite de- cision against a repetition that there is in our own business. I am a great believer in clientele analysis and merchandising according to that clientele, independent of the other fellow. This is still the age of the “survival of the fittest”—not “slickest.” Don’t run a spasmodic style show if you would stand a show in business. We must never lose sight of the fact that style fads are and always will be over- merchandised. We can prevent this “ec iron sole rubber heel Shoe Manufacturers and Tanners Our Own Make Men’s Oxfords IN STOCK 514—Men's chocolate side bal Oxford punched tip square toe leather D quarter line rubber heel welt 6/11 D ~------------------------------- $3.50 539—Men’s chocolate side lace Oxford London last tip welt 8% iron sole rubber heel 6/14 © 2 3.50 543—Men’s chocolate side bal Oxford tip London last welt C & D —_---_- 3.85 571—Men’s oad kid Oxford Premier last tip welt 9 iron sole rubber heel Git 1 CD ee 3.90 550—Men’s oa kip bal welt Oxford Saxon last tip 8% iron sole rub- her heel 6 Al © 2 4.00 586—Men’s chocolate calf welt Oxford bal Premier tip 8% iron sole rubber heel 6/11 Co ee 4.25 583—Men’s chocolate calf welt Oxford strand last tip rubber heel 6/11 C D 4.50 574—Men’s mahogany calf Oxford welt apron quarter Saxon last tip 8% “a Sea bees Or SU cere neh SO CUN eCity Ate Gh ec et 5 “More Mileage Shoes” First, Last and All the Time. HIRTH-KRAUSE CoO. GRAND RAPIDS, MICHIGAN June 28, 1922 MICHIGAN TRADESMAN ll to a great extent by recognizing the psychology of repetition constantlly beating against the merchant’s brain which gradually wears down his per- spective, thus losing his sense of pro- portion. Fad selling grows gradually in fear, slowly at first, then explaited in adver- tisements and trade papers and win- dows, spreading like a cancer into the stock and profits of the retailer. if we pay attention to everything we see and hear and read on fads, it is all we think about, and we lose our sense of proportion in the “bread and but- ter” merchandise. We can put a check upon this hysterical merchandising by absolute- ly insisting on our plan or chart of “clientele merchandising.” Every sample you pick up, ask yourselves, “How many pairs of these can I sell in my store or city? How much trade have I who can intelligently buy this style satisfactorily?” Do you know exactly how many pairs of shoes you sold in each size and style, and do you then buy accordingly? These things you must know, and you can know, by dividing your trade first in- to two broad branches—male and fe- male—or three divisions; women’s and big girls; misses and children; men and boys. Again, divide men’s into three broad divisions, like the dis- tinctly young men; the conservative or middle group; and a third group of real staple buyers; then estimate the number of men whom you sell in each group. This you can do when you keep as good a rcord of sales as you do of purchases. It is this record of sales that will safely guard your future buy- ing and. prevent over-buying. If this were done, fewer merchants would make such errors as were made in buying ball-strap oxfords as for illus- tration, in 1921. If you bought these goods on the basis of trade possibili- ties and put them in the groups men- tioned above, you would have had a happier story to tell and the quanti- ties bought would have been smaller and within your sales absorption pos- sibilities. Divide and sub-divide your stock and your clientele into groups and divisions or separate units. according to these units and you will have a healthy inventory sheet. We must ask ourselves. seriously and sensibly whether this flapper type of shoe will go with certain groups. Consult your chart on the fad class. The big group of matrons and grown- up women still young enough to want style, but not of the extreme variety, and a third group starting with the “fair, fat and forty,” and ranging up- ward we strike the real staple buyers. I positively maintain that when we once start to visualize our individual customers as a merchandising proposi- tion we can school ourselves quickly into putting any sample shoe into its proper group, and await happily the sales. When you do this, bear in mind the principle of style buying and the danger of a riot of style, and that a style orgy soon neutralizes it all, making no style at all. The successful shoe buyer recogniz- es and realizes that no one merchant can buy everything and should not Then buy . s try to, nor should he be influenced to buy something simply because it is a “big seller.” It may be with the manufacturer, but that does not fore- tell its success with the retailer. How many strap designs with slight variations and at various prices are you now carrying in stock? This is going to affect your clean-ups. We must remember that a new idea in good grades will soon be copied in the cheaper grades. You often find yourself in the middle of a selling campaign on a particular $8 style, such as we did in sport oxfords, and then in a cheaper grade the style is copied and the market flooded at $5 and under, leaving a large stock of better grades to sell at a loss. Sympathy is poor cement for brok- en bank accounts. Under your group charts and clien- tele merchandiasing these errors could be reduced to a minimum. You would practice more stock limitation and more standardizing of prices. For instance, $6, $8 and $10, or $6, $7.50 and $9. Then. have the styles ar- ranged as complete as you feel neces- sary at these prices. If you think you must sell a $5 shoe or in-between prices, use occasional shoes that are not too near some style you have at other prices. This plan will help your turnover, which you must ever bear in mind for suc- cessful operation to-day. I am frequently asked, “Which is the most important—buying, selling or accounting?” I reply, “Which leg of a three-legged stool is the most im- portant?” It is all right enough to say “Goods well bought are half sold,” but it is the other half that shows upon the ledger. Our sales force must be better sellers—sellers of the correct shoes in the correct way. Let us teach them that mark-downs are losses, and slow sellers and shelf-stickers do not dis- count bills. Let the sales force realize that our profits as well as expenses must come from the sale of the right goods at the right prices, and our living must come from the net profit. With this thought ever in mind, to guide selling and buying, there will be less sighing. It is time we admitted the old prin- ciple of buying shoes for special types was done more or less in a desultory, or hit and miss fashion, and we should advocate a downright scientific analysis of our trade types by groups and numbers. Then buy religiously into these groups and in the right quantity, bearing in mind our short selling seasons (weather permitting) and our clean-up months with its losses. We will then min- imize our mark-downs and maximize our turnover. Manufacturing and merchandising will right itself with the right under- standing, but only when we control style buying and not let style selling control us. We should learn to say “No”—or “We'll go.” Let the manufacturers help to build healthier merchants by encouraging healthier merchandising and we will reduce the setbacks all around. “The house that helps you to suc- ceed,” as a manufacturers’ slogan, policy, or practice would serve to remedy many trade evils. With this point in view, let us ever recognize science in business—the art of know- ing.’ The N. S. R. A. long since recog- nized the interdependency of the tan- ner, the manufacturer, the wholesaler, and the retailer, and in the general in- terest of all, and in the selfish interest of the shoe retailers, our directorate at our last annual convention adopted the following resolution which we heartily endorse and recommend to your consideration and action: Resolved—That it is imperative for the welfare of all branches of the shoe industry and the buying public, and we strongly recommend to the mem- bers of the National Shoe Retailers’ Association and all retail shoe mer- chants, the placing of their orders for staple merchandise sufficiently in ad- vance of each season to enable the manufacturers to produce the neces- sary shoes to supply the country’s needs at the lowest economic cost. If orders may be placed early the manu- facturers can obtain their raw ma- terials without interfering with the law of supply and demand by the placing of tremendous orders at a date too close to the expectant date of delivery. Any thing that might be considered adverse to the style situation in my remarks must not be considered as in any way discounting the value of shoe styles, but rather as a guide and warning towards the stable side of the retail shoe business which we all recognize carries our profit or disaster. ——-—- 2s The man who plans for to-morrow is wise, but the man who never acts until to-morrow is foolish. saevaneueevensenavuseeneanesesueuendesaneneesneUegegUesedQUtesUUNUsUaeeg Ee TUU LEER EET STRAP IN STOCK Ome Black Kid, Flexible McKay, Stock No.500. Price $1.80, Terms 3-10. Net 30 days. Write for pamphlet showing other In-Stock Comfort numbers oit ANDAU SHOE CO., Detroit, Mich. TEOUSUDEGDECOUEOGEOUONOADGGDUETESOADEAOROUEEDASNOOODSUDUTOUHOGUOOD Dn sec® _——_ Certainly Looks Suspicious. A Washington man tells of meeting a friend on the street on an occasion when he wore an entirely unaccustom- ed expression of anxiety. “What seems to be the matter, old man?” asked the first mentioned gentleman. “You look extremely worried.” “And I am worried,” said the other. To be honest with you, it is on ac- count of some life insurance I took out last Friday.” “But,” continued the first, “what has that to do with the woebegone expres- sion of your face?” “Well, the very next day after I had it written my wife bought a new cook book. Possibly it is all right; but, old man, it certainly looks suspicious.” —_—_»+-2>—_ —- Cultivate the habit of dropping your work when a customer comes in and meeting him with a friendly smile and a pleasant word. It will increase sales, brighten the day for your cus- tomer and add a new board to the fence between yourself and the un- dertaker, SALES RN TL OT TANS 15 Michigan Shoe Dealers Mutual Fire Ins. Co LANSING, MICHIGAN OUR RECORD Dividends to Cash Assets Policyholders $ 460.29_..-.-..-.------------- 1912 744.26 1,258.98__--------------------- 1019 ee 1,424.30 1,202.96......----------------- 1014 1,518.99 3,087.11_---------------------- 1015 3,874.58 §,885.33__--------------------- 1916... ae 5,606.11 7,191.96__....----------------- 19017 6,647.47 12,110.81_.--------------------- O06 10,519.98 23,482.98..----.---------------- 1910... ee 17,276.46 35,507.00___-------------------- 1000 37,247.42 68,917.43_---------------------- 100) 2 ae 43,785.79 Total Dividends Since Organization $128,645.36 THE REASONS Careful Selection of Risks Absence of Conflagration Hazard Economical Administration Prompt and Fair Loss Adjustments 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, 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 ---- 0% 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, 50%. 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. 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. 16 New Device Designed To Curtail Credit Losses. The Shopping Check, patented by Roger Topp, Richmond, Va., is de- signed to curtail credit losses. It is nothing more or less than a negotia- ble instrument, in the form of a post- dated check, or note, made payable to the seller of the merchandise or other giver of value received. It is used by the customer on each trans- action. All credit customers are ad- vised that after a certain date the store will change to shopping checks; that the clerk will furnish one for the customer’s signature; that the check allows the usual time for payment, that no statements or collectors will be sent out; and that the savings will be used in reducing prices. Mail or- der customers are sent a supply of checks with information, The shopping check combines the functions of a bank check, trade ac- ceptance, and promissory note. When drawn on the customer’s bank it is handled like any ordinary check and deposited in the bank by the mer- chant on its due date. Otherwise it is drawn on “Self” and treated as a signed due bill. “Shopping Checks,” according to their due dates, are filed serially in a metal box for safe-keeping by the merchant, and a carbon copy, made on an attached slip, is given the cus- tomer as a “shopping check” receipt. Several days before the due date, the merchant mails the customer a cour- teous reminder of the designated time and manner of payment of the “shop- ping checks.” A bond may be had of the National Surety Co., of New York, which guarantees payment of “shopping checks” when due. The “c merchant is thus enabled to accurately determine his income, and to gauge his ability to meet his own obliga- tions accordingly. Among the advantages claimed for the “shopping check” are: Elimina- tion of expenses necessary under the old open account method, such as book-keeping, collectors, invoices, statements, stamps, stationery, inter- est, ledgers, bad debts, delinquent ac- counts, etc. It is also claimed that the “shopping check” is an absolute safeguard against disputes in ac- counts, and minimizes the expenses of exchanges, and “call-for”’ packages. A further advantage is that it enables the merchant using the system to make daily bank deposits as against the monthly collections of the old system. ————__..—> . The Essential Element in Advertising. You can strip an advertisement~of beauty, of form, clarity of expression and excellence of idea and still have something left if you are sincere. Two advertisements may be as dif- ferent as a janitor and an Episcopal bishop, and yet each will make its appeal. Advertisements are like peo- ple. If a man is sincere you can for- give him almost everything. It is equally true that a lack of sincerity can ruin the best material ever used in the construction of an advertisement. Take a drawing made by. an artist whose technique is fault- less, but who has the idea that he is MICHIGAN TRADESMAN going slumming whenever he dips in- to commercial art, and combine it with a few vapid words by a writer whose chief interest is to finish it before luncheon. Have these words put into type and arranged by a de- signer whose life is spoiled because he didn’t think of making type charts before Ben Sherbow did, and what you have is a pleasing advertisement, but one without a flicker of life. An advertisement ought to be as con- tagious as measles. Advertising should not be too clever. The reader should remember the product advertised rather than in the manner in which the advertising was done. A slogan which contains the name of the product is better than a slogan which must be arbitrarily attached to the product in ones mind. The goods must come up to the promise. Not long ago a product of doubtful merit was advertised by a trade character who was one of the funniest and most appealing charac- ters that ever found its way into the pages of newspapers and on the bill- boards. But the merchandising was a failure because the producers did not realize the necessity of having the product as good as the advertising. —_++>—__—_ Less Money and Higher Prices. That prices should be rising while monetary deflation is progressing may prove a little disconcerting to advo- cates of the quantity theory in its simplest form. Since the first week in May the circulation of Federal Re- serve notes has decreased $50,800,000, and yet prices in this period have been tending towards greater firmness. In France recently the same situation has been noted. The rising cost of living there is causing no little com- plaint from wage earners and salaried people, but the circulation of the 3ank of France is being contracted. It was reduced last week to the ex- tent of 504,000,000 francs. The mere quantity of money is obviously not the sole factor determining the price level, and the advocates of the quan- tity theory themselves point out some other influences, such as the amount of credit substitutes for money and the rapidity of turnover. —_++ > Making a Good Impression. The following happened one day while I was looking for a position. While on my way to the city I re- membered the story of the boy and the pin. This boy applied for a posi- tion in a certain office, but found the position occupied. On his way out he stooped over and picked up a_ pin and put it in his coat lapel. The boss noticed this thriftiness, called the boy back, and gave him a job. I thought I would work something along the same line so I bought a package of pins. As I entered the office I let a few pins fall along the floor. When I asked for a position it had already been taken. I started out and began picking up the pins. As I was leaving the office I overheard the boss say: “It’s a good thing I didn’t hire him; if he steals pins he will surely steal anything.” ——_2-2- 2 —____ Don’t argue with a man you want to get something from. June 28, 1922 TORNADO BETTER INSURANCE LESS COST During the year 1921 the companies operating through The Mill Mutuals Agency paid more than $5,800,000 in dividends to their policy holders and $8,300.000 in losses. FIRE How do they do it? By INSPECTION and SELECTION Cash Assets Over $22,610,000.00 We Combine STRENGTH, SERVICE, SAVINGS —— THE MILL MUTUALS AGENCY 120 W. Ottawa St. Lansing, Michigan athe NEW PERFECTO FROM OUR OWN SCIENTIFICALLY CURED AND BLENDED TOBACCOS IN ADDITION TO THE OLD VAN DAM FAVORITES INVINCIBLE-IO%; BLUNT-10%; CLUB~2 for 25¢ BLENDED AND MANUFACTURED BY TUNIS JOHNSON CIGAR CO. GRAND RAPIDS, MICH. June 28, 1922 MICHIGAN TRADESMAN 17 COMMUNITY SERVICE. It Involves Giving Time as Well as Money.* That the business man owed any service to his community, other than to give a dollar in value for the dol- lar taken into his till did not greatly concern the average merchant or pro- fessional man until, say, half a genera- ‘tion ago. About that time one began ‘to hear speakers concerned with pub- ic affairs appeal to men and women ‘to remember that their community \was not merely a body of men and \women on whom they might prey for financial gain, but to regard their city ‘as a civic organization which imposed ‘upon every citizen certain duties and responsibilities, other than merely voting and paying taxes, one of which is compulsory, and the other ought to be. The war years drove home the con- viction to every conscientious citizen that he owed his community and his country a large debt, which in the face of a great need he was called upon to discharge. Over night we found men and women everywhere enlisting, not only in the army of mil- lions to go overseas and fight, but millions more of the stay-at-homes were surging forward voluntarily to enlist in the great army that in three years sold more than $20,000,000,000 in Liberty loan issues, and in that other army of tireless workers who sold Red Cross, Knights of Columbus, Salvation Army and other war activi- ties to the American people to the ex- tent of hundreds of millions of dol- lars. What leads them to do it? The ‘spirit of service, which in the face of ‘the country’s need sent millions to ‘battle and millions more to back ithem with billions of dollars. War, ‘then, has taught us the great lesson we were slowly learning, anyway, namely that every citizen, every busi- ness man, every merchant, every law- yer, as well as every politician owed to his country and his community— the spirit of SERVICE. The war left us tired, however, and the reaction which followd the great. struggle found the average American citizen less disposed than during 1917- 18 to give without stint of his efforts and his dollars for community service. It has been an effort to come back, but we are slowly returning to the spirit of service in community matters which imposes upon every man and woman responsibility for the things in every community which are com- munity-wide in their scope. We always did believe and most people practiced service in their lodge or club or church. The man who did not “belong” to some one or more organizations of this sort was un- recognized in his community. And if he “belonged” he naturally accepted certain responsibilities and did his part to help “carry on.” That was but the first step in com- munity service. That was a narrow conception of the Spirit of Service, which to-day more or less rules the world. Clubs, lodges and churches are in a way but a selfish expression of our desire for service. We “be: *Address by Chas. A. Sturmer, of Port Huron, at_the National Hardware Con- gress at Chicago, June 22, Thatta te: For Every Business Purpose T makes no difference what line of business you are engaged in, there is a UNITED TRUCK that will serve you well. We build them in FOUR SIZES 14—2%—3%—5-Ton Here is a range of sizes that meets every busi- ness requirement. There are numerous body adaptations for particular kinds of hauling work. Write us for specifications, prices and full par- ticulars. We are always glad to send a repre- sentative to those who are in the market for a truck. United Motors Company FACTORY AND SERVICE 675 NORTH STREET Bell Main 770 Grand Rapids, Mich. Citizens 4472 Quality rather than quantity production 18 MICHIGAN TRADESMAN June 28, 1922 long” because we expect to get some- thing out of them for ourselves, as well as give something of ourselves for the general good. If a member of the lodge, we figured it was good for our business. And no doubt many a man has joined the church not so much to secure a hold upon eternal life as to widen his local trade in popcorn or Calico. Time has widened these community service ideas into the principle that every citizen (which term now in- cludes both men and women) owes service of some sort to every com- munity-wide organization which has anything to do with the general good of his town. What a wide variety of tasks this implies? There are the schools. There are the politics of the town. There is the board of commerce. There are the Y. M. C. A., the Sal- vation Army, the Boy and Girl Scout organizations. There are the associated charities. Everyone, in these days must be fed and clothed. There is the city hospital. There are always the demands for money drives for the starving children of Armenia, of Europe or Soviet Rus- sia. There is bewilderment in this multi- tude of activities whcih beckon on every hand—everyone of them deserv- ing to the extreme. What shall the busy business man do? He may do two very foolish things —he may close his eyes to the needs of his community entirely and refuse to participate in any of these activities, which is folly enough, or he may fall a victim to his own softness of heart and enlist under the banner of every cause which comes along, which is not folly only but pure idiocy. I repeat, what shall the conscien- tious business man do when con- fronted with all the demands upon his time and purse? First, he always owes the simple duty of well-informed interest in the community politics. One of the greatest privileges of our citizenship is the right of voting. Yet how easy it is for us to neglect to vote. The day after the primary elections are announced, I am _ sure more than one here has said, “With such a list of candidates, I am sure Mr. X., the most competent man in our community, will be nominated.” Just because we are sure Mr. X will be nominated, we do not take the trouble to vote and, as a result, when an incompetent candidate is elected our community suffers from our negligence because we did not do our duty. The Community schools are also deserving of your interest and may lead to the business man accepting a place upon the school board. The in- dividual conscience must answer in every case. Second, in these days, no alert busi- ness man fails to answer the call of his community organization, usually styled the chamber of commerce. Failure to “belong” in this instance stamps the modern business man as narrow-minded, too selfish for his own good, and apparently unable An American Hero Happy. Bay City, June 20—Hats off again and three times three more for one of America’s heroes—a modest one, too— Sergeant Alvin York, of Tennessee! Also hearty congratulations; for a big load, I read, has been lifted from the mind of this fine, upstanding American. The mortgage on his farm in the Valley of the Three Forks of the Wolf has been paid off. Between drought and deflation the brave ser- geant was for a time brought face to face with foreclosure. I have recently read the story of this Tennessee mountaineer told by Sam K. Cowan in a book called“ Ser- geant York and His People.” In all biography it would be difficult to find a more picturesque or inspiring ac- count of a man holding to his princi- ples and standing by his people. The mountaineers of the Cumberland are said to be the purest Anglo-Saxons in America to-day. In their customs, speech and manner of life they are close to their ancestors, the American colonis‘s. Marooned in their mountain fastnesses, modernity has not found them. What overseas service, with its contact with new ways and foreign people, did for many country youths it did for Alvin York. From his father he gained physical bravery; from his mother, moral cour- age. The one brought him back a hero; the other led him to refuse to capitalize the homage of the people and to refuse to go on the stage or lecture platform. The war had awakened his ambition, but it was for his mountain race, not himself. “Back again at his home,” writes Mr. Cowan, “he asked that the people -give him no more gifts, but instead contribute the money to a fund to build simple primary schools for the children of the mountains who had no schools.” _ ' Out of his idea has sprung what is known as the York Foundation, back- ed by many influential people of the Sergeant York went out into the world, but he did not forget his own. It is heartening to see that the Nation also remembers and that his mountain farm is now free from en- cumbrance. Vincent D. Paul. ———_-—-2-e——_—" His Specialty. “Well! well!” interestedly ejacu- lated a recenty arrived guest. “Look at that man running with all his might up the street! What do you suppose is the reason for his haste?” “That’s Austin Aggle,” replied the landlord of the Pruntytown tavern. “Knowing him as well as I do, I pre- sume he has had a hint that trouble of some kind is going to happen in the other end of town, and he is rushing there to act as innocent bystander.” Two Merchants With “Something in Their Heads.” About four years ago a couple of young men went into business. They opened a store in an old building in an out-of-the-way section of the city. Their equipment consisted of a rickety typewriter bought on the installment plan, and the necessary initial stocks. Their desk was picked up at a bar- gain sale. Friends of these men laughed about the store, but the young chaps held steady. They saw what their friends did not see—namely, the splendid es- tablishment which ‘they had in their heads. They knew that they could not have that sort of a layout at once, but every effort was bent forward to making it an actual fact. They gained a very fair patronage and began to make money. There was the temptation for each of them to buy an automobile, or to spend their profits in trips and handsome clothing. Once in a while they fell from grace and did invest money in ways which did not further their journey toward their goal. But every time they did a thing of that kind, they held a con- ference together and said, “Did it pay? We have bought thus and so, but we have put off the possession and enjoyment of that new store and the fine business which will go with it, to indulge a passing whim.” So more and more they learned what to buy and what to pass by. They became so enthusiastic over the progress they were making that it ceased to be a sacrifice not to spend money carelessly as some of their old friends were doing. If they took a trip, they took it in the direction of increasing their business acquaintance and making it in some way cash in on account. One of these men is now twenty- four and the other twenty-six, and they are now prosperous just because they had something in their heads. They had not more opportunities than a good many of their early friends, but they have outdistanced all of them because they had a definite picture of what they wanted to achieve, and knowing what they wanted, they bent every effort toward it. In other words, they have traversed a straight line, which is the shortest distance between two points. A good many business men to-day are describing wobbly, curved and crooked lines. They are perfectly capable of following the straight path, but it never occurs to them to do it, because they do not know what they want. They have never stopped to picture the position they hope to be in within five years. As a result, they have nothing to work toward. They spend their money in various ways which do not count in the building up of success. They keep on working, to be -sure, but they remind one of a sewing-machine needle without any thread in it, hopping up and down in the same place. If the needle is equip- ped with a thread, the stitches travel steadily on; if it is not, all the energy is wasted jumping up and coming down without getting any farther along. So let us come back to our original question. What is in your head? How clear is the picture; how worthy is it; do the details change somewhat from time to time as you become a little more sophisticated in a business way; are you making as_ rapid progress toward that goal as you ought; are you satisfied with what you are accomplishing; do you sometimes put the brakes on needlessly by lack of energy exerted in the right of way, by foolish expenditures, or by pinch- penny methods in relation to keeping abreast with the times? —_ 22+. Everyone Working at Boyne City. Boyne City, June 20—The Michigan Iron & Chemical Co., after a shut down of seventeen months, resumed operations last week, giving employ- ment to the full force—about fifty men. The Charcoal Iron Co. resumed this week Wednesday, employing about the same force. With the start- ing of these two plants, Boyne City’s industrial community is again in full operation, with the addition of two good plants which have been estab- lished within the past three years. We can’t see any real reason for any gloomy forebodings as to our indus- trial future. H. C. Colley has put up and will have in operation next week a brick yard with a capacity of 10,000 brick per day. Harry expects to double the capacity in a short time. The plant occupies a mart of the old cooperage site. With the advent of cold weah er, Mr. Colley will put in a small portable sawmill for the accommodation of those having small quantities of logs to manufacture. If Barden & Son are as proficient in house finishing and building ma- terial as they are in advertising, they will surely get away with the long green. We rather expect that the silent partner is more or less re- sponsible. Maxy. —_»2 22s How Often We Die. Every twenty-three seconds some- body dies somewhere in the United States. During the next twenty-four hours 3754 persons in this country will “give up the ghost,” as the phrase is. One hundred and fourteen thou- sand, two hundred and twelve men, women and children in the United States will surrender existence in the next month. During the next year 1,370,545 persons in this country will take the leap into eternity. Listen to the clock! What does it say? It says: “I’ll get—you yet; I’ll get —you yet!” ——--.-.—— There may be some reason in flat- tering others but don’t create a delu- sion by flattering yourself. KEEP COOL—Swat the Fly Now is the time to order your FANS and FLY SWATS for SUMMER ADVERTISING THE CALENDAR PUBLISHING CO. has them. G. J. HAAN, President, Manager. 1229 Madison Ave., S. E. Samples and Prices given upon request. Grand Rapids, Mich. Citizens Phone 31040. - June 28, 1922 MICHIGAN TRADESMAN 21 , Dowels to please 7 every kind of a customer ' 4 * / 1 ON es 0 i i { 1 ie! ‘ H © 1921. Cannon Manutacturing Co. (> Hi Each package of gen- uine Cannon Towels has this trade-mark label (in blue) on the wrap- per. Look for it. ~ CANNON TOWELS ERE is a line of towels so com- plete that it fills every possible towel requirement. For the Cannon line ranges from kitchen towelings to every size of huck and turkish towel. These towels appeal to every class of customer. They are suited to the finest homes. And you can sell them at prices within the reach of all. Cannon Towels offer the greatest values that you can buy. Compared price for price, they are closer in weave, heavier in weight, and higher in quality than any other cotton towels CANNON MILLS, Inc., 55 made. Cannon Towels are all made from high-grade cotton yarns. ‘They are bleached and finished by a special process that was originated by Cannon chemists. This process gives the towels an exceptionally good appear- ance. You will like their careful put-up. Cannon Towels are made by the Cannon Manufacturing Company— the world’s largest producer of towels. They are distributed only through jobbers. It will pay you to write your jobber today for samples, prices and complete information. Worth Street, New York City pesgenr enor been wraps se aryskey te tee oar e ameter saamaranibr vila yensn sec CABaReN 22 MICHIGAN TRADESMAN June 28, 1922 Michigan Retail Hardware Association. President—Charles A. Sturmer, Port H 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. Some July Plans For the Hardware Dealer. Written for the Tradesman. During the midsummer days when it is rather difficult to evolve some- thing new to attract attention to the store, the hardware dealer should be continually on the lookout for local events which can be used as likely subjects for window display. Race meetings, conventions, mili- tary camps, ball games and so on are excellent pegs on which to hang good window designs. By linking up the display with some topic of wide local interest, its effectiveness as an adver- tisement is immensely increased. Events such as those mentioned can very readily and effectively be linked up with your window trim. A big ball game, racing event of similar affair in your own town represents an excellent peg on which to hang a timely sporting goods display. Work in the team colors, some allusion to popular figures in the impending con- test, and you at once grip the inter- est of the passer-by. During conven- tion the outstanding feature of the organization can be _ brought out, while if there is any local product that can be featured as a souvenir, so much the better. The great thing in window display is to make it as appropriate as possi- ble. It is not easy, week in and week out, to run window trims of uniform- ly strong drawing powers. More, when a merchant’s trims are too uni- form in design, they are apt to lose their effectiveness with the passer-by —especially so in the hot mid-summer days when your store is on the sun- ny side of the street. But when the whole community is discussing some event, then is the psychological moment for the mer- chant to capitalize the widespread dis- cussion. A trim that is lined up with the outstanding topic in the public mind at the moment is bound to at- tract attention. If good local events are scarce, then the merchant must exercise his ingenuity to attract attention. One effective method is to run a home manufacturers’ display. That is to say, a display devoted to goods man- ufactured in your own town, or your own county or district, or your own state. Here can be introduced a very effective element of patriotic appeal —appeal to community pride and patriotism. The articles shown could be tagged with the maker’s name, the location of the factory, etc. if this is thought desirable. With the manufacturers, photograph of the industrial plants turning out the goods may be shown. Thus a window can be devised that not merely will appeal to local pa- triotism and sell goods, but will have an educative value. co-operation of the At this season of the year it is im- portant to push warm weather goods for all they are worth. A lot of push at the beginning of the season will save a lot of price-cutting at the end. The merchant should continue to make a strong advertising appeal to the prospective camper out. The popularity of this method of spend- ing a vacation is increasing, and the merchant by good displays can en- courage the idea. Both from a health- ful and an economical point of view, camping out is an excellent way to spend the holidays; and as the neces- sary articles are all part of the hard- ware stock, the moral for the hard- ware dealer is obvious. A camping out window can be made exceedingly attractive, and, what is more, it is not difficult to put to- gether. 2 s : 2 3 z z 3 z °° 2 We have an _ excellent money-making proposition for the dealer. Write us for further information. BROWN & SEHLER CO. State Distributors Grand Rapids, Mich. June 28, 1922 ing his first year camping out than in any previous season. The automobile and the motor truck also. afford facilities for handling such trade; and it is worth catering to during the summer months. It is good policy for the merchant to strongly push all warm weather goods. Hammocks, garden _ seats, *swings, refrigerators, lawn mowers, screen doors and window screens, etc. must be sold early to sell well. Unless prominence is given to these lines, and aggressive selling methods are adopted, the tendency of the aver- age individual is to put off buying until relatively late in the season. Then he decides that, having done without for so long, he can wait until next year. Put these goods on display, show them prominently inside the store, and don’t be afraid to personally call the attention of your customers to them. Suggestion—always tactful— is an important factor in making sales. The alert hardware salesman will find a good many opportunities to double his sales by suggesting addi- tional purchasers to customers. For instance, a customer while waiting to make a small purchase shows interest in the hammocks on display. He is waited on, buys a window screen, and is going out. The indifferent sales- man will let him go without question. But the wide-awake salesman will take advantage of the cue given him to suggest a look at the hammocks and to comment on their good qual- ities. Or, a prospective camper out buys a lantern and some other equipment. The indifferent salesman will supply just the articles the customer men- The salesman really interested in his work will run over the entire list, to make sure that the customer has forgotten nothing. The summer cottager who buys some small article may with a little effort be interested in an oil stove—and so on. tions. Opportunities for suggestion ® are numerous; and at this season, when business comes a trifle slowly, the wide awake hardware salesman will seize every opportunity to add to his total sales. During July the merchant can make a vigorous onslaught on his collec- tions. The books should be gone over carefully and all longstanding accounts put to one side for strong measures. Then either by a series of letters or by personal calls the delinquents should be determinedly tackled. Collections may be difficult; but this is all the more reason why they should be carefully looked after, and longstanding accounts brought in, if possible. If an indebtedness cannot be entirely wiped out, try hard to get it reduced. If further accom- modation is necessary, don’t give it unasked; but see that the customer realizes that accommodation of this sort is-a favor. It is distasteful to the average merchant to be a grinding creditor; but it is quite within the merchant’s rights to be.a_ business- like creditor. d-ater in the summer, bargain sales MICHIGAN TRADESMAN 23 are effective methods for marking time. There are many broken lines, and items of stock that have failed to catch on, that it would be wise to clear out at a sacrifice. The money invested in them will be needed, while room must also be made for new stock. There is no better way of get- ting rid of this stuff than a bargain week. But if the weck is advertised as a bargain week, make it a bargain week in reality. Let customers be under no misapprehension as to what is the bargain article, and what is not. Keep the bargain article sep- arate from the rest, and let the prices be fairly cut. Meanwhile, push sales early in the season at regular prices; and you will materially reduce the amount of stock to be turned over later at a sacrifice. Victor Lauriston. —_—_2-.-—____ Things Asked For in a Hardware Store. Some time ago the clerks in a re- tail hardware store began to keep a book in which were entered the queer descriptions of hardware asked for or ordered by note by customers of every nationality, for in that locality are found representatives of nearly all the countries under the sun. The book turned up and some of the things en- tered are amusing and must have been puzzling to those by whom they were received. Here are a few specimens: “A necktie for a dog.” A dog collar. “A hat for a dog.” A dog muzzle. “Have you got a wooden hole?” A walnut escutcheon. “A screw mit two heads.” bolt. “Tacks, put him in de shoes.” Hob nails. “Excursions pins.” Escutcheon pins. “Handle to hold the door np.” A hinge. “A paint brush for my man.” A shaving brush. “A dog with a bark.” A lathe dog. “Crometer to tell how hot it is.” A thermometer, “A plain iron for washing.” iron. “Tron thread.” Wire. “A bed wheel.” A bedstead castor. “Salt paper.” Sandpaper. “Bald headed tacks.” Carpet tacks without leather heads. “A ting to make de saw cut wider.” A saw set. ae What One Hardware Dealer Does. Here is a manner in which a retail dealer meets several problems of his trade: “With respect to old goods, I put them to one side, and when a regular customer comes in and asks for an article similar to some of the stock thus laid aside, I call his at‘en- tion to it, and offering it at a conces- sion usually results in the customer purchasing the article. I always make it clear to the customer my reason for making the concession, and never misrepresent the goods. I do not ad- vertise any bargain lot, any bargain days or any bargain counters. Sancta eee The Truth. Wife: Look me in the face and deny that you married me for my money. Husband: Yes, it must have been for your money, A stove A sad The Confidence of Your Customers is established by selling articles of known value. You gain good will when your cus- tomers know they are not being overcharged. When the price is shown on the label you are protecting your profits and that which is most valuable in all business—the good will of your customers. In selling © KG Baking Powder Same price for over 3() years ]5 ounces for > Ft you are assured of the confidence and good-will of your customers and fair profit for yourself. No better manufactured at any price. Millions of Pounds bought by the government. —— Let us show you how to increase your baking powder profits by selling KC Jaques Manufacturing Co., Chicago ES SL ee 24 MICHIGAN TRADESMAN June 28, 1922 pres =e % en | Pe ie . i = = { Selfish Mothers Spoiling Children To Keep Babies. “Excuse me; I must go and see whether Arthur is covered. He has always been delicate, and I have to watch him carefully.” The tired looking woman who had been sitting with me on the hotel veranda evidently was a_ devoted mother. She had been telling me about Arthur, and all the hair’s breadth escapes he had had _ since babyhood from having terrible acci- dents and diseases. The last time was when a hotel they had been stay- ing in in Bermuda burned down— ‘Jess than a month after we left!” She was quite certain that the hotel was entirely consumed and that therefore “the very room” they had occupied must have been destroyed. It makes my blood run cold to think of it. Arthur isn’t strong enough to get out of a hotel window, and we were on the second floor. If anything should happen to Arthur—!” I had not seen Arthur. They had come to my hotel only that afternoon, while I was away for a ride. But I thought I could visualize the child— doubtless a Little Lord Fauntleroy sort of youngster; constantly coddled by a mother who had no other occupa- tion. And the subject of great solici- tude about his health. “Tt has always been delicate,” the mother said. “There is nothing defin- ite the matter with him,” she said; “just a naturally frail physique.” The next morning I met Arthur. I had a hard time to keep from laugh- ing out loud at him. He was not a Fauntleroy, but a great, hulking, loose- lipped mouth, a whining voice, and the petulant manner of a_ thoroughly spoiled child who will have his own way or make everybody in the neigh- borhood suffer for it. He sat beside us on the veranda, his hands lying idly in his lap, most of the time com- plaining about the heat. Upon his only attempt to leave, his mother begged him not to go out in the sun. And as he sat there she said in his hearing: “I devote my life to Arthur. I go where he wants to go. I’m afraid he isn’t going to like it here. It is so hot in the mornings, evidently. He has always been delicate.” “Do you play tennis?” I asked of the boy. “No, he doesn’t,” his mother replied for him. “It is a very strenuous exer- cise, and I knew of a boy who strained his heart playing tennis. Besides, _ Arthur doesn’t like to play any game unless he can win.” I hardly believed my ears. But it went on that way, for all of the three days that they stayed. After they were gone, a man asked me: “What do you think of that boy?” “I think he is the most perfect gase of a fine boy spoiled that I ever saw,” I said. “He never will amount to anything as long as he lives. And it is absolutely his mother’s doing. I’ve no doubt she thinks she is very un- selfish; but the fact is that she never was willing to give up her baby. She has tried for her own sake to keep him all these years dependent upon her. She has no occupation of her own; no resources within herself; nothing in the world to do except fuss over that boy and keep him right be- side her as a plaything. “He is going to give her a great deal of trouble when he gets a little older. He has been brought up in absolute self-indulgence; he ‘thas his own way in everything. Presently he is going to have his own way without refer- ence to her—he really cares nothing about her except as a source of com- forts for himself. He is going to have a great deal of unhappiness, too. When he thas to go out into the world on his own account, where his mother cannot shield him, he will have a very hard time.” Mothers are very foolish who do not grow up with their boys. That mother was deliberately stunting the life of her son in order to keep him in a baby-relation with her. One could see that all through his child- hood, every little effort of the boy to expand, to show the normal tendencies of boyhood; the eagerness to reach out, to try his physical powers, to romp and work and overcome ob- stacles—all the human signs of devel- opment into bobyhood—were smothered one after another, until at last she had the pitiful result that we saw. It is a sad sight to see any creature —even a house-dog—denied the ex- pansion of its own life. It is a very terrible thing to see this thing done to a child, by the mother whose chief business is to help him develop into all that he might be. Prudence Bradish. (Copyrighted, 1922.) ——_e-2-.—___ James’ Heroism. James returned home from school with strong evidences of a serious disagreement with some of his as- sociates. As he entered the room his mother looked up and in surprise en- quired: “Why, James, how did you get your clothes so badly torn?” “Tryin’ to keep a good little boy from bein’ licked.” : “That is just like my brave little son,” said the mother fondly, “Who was the good little boy?” “Me.” SAVE THE FRUIT CROP Our seventh “SAVE THE FRUIT CROP” campaign is ready to get under way in your territory. At the time fruits ripen in the different sections of America, the newspapers will appear with strong advertise- ments urging women to put up pre- serves, jams and jellies with Domino Granulated Sugar. This means in- creased sales in fruits, jars and pre- serving material, and in Domino Granulated Sugar in the clean, con- venient packages. Make this cam- paign pay you by giving it your sup- port and pushing the home preserv- ing idea. American SugarRefining Company “‘ Sweeten it with Domino’”’ Granulated, Tablet, Powdered, Confectioners, Brown; Golden Syrup; Cinnamon and Sugar; Sugar-Honey. and Molasses ’ exclusively.” —from letters in our files “For eight years I have handled your tea and coffee M. H. Cox, Mattoon, 11. “For fifteen years we haven’t had a package of coffee in our store except Chase & Sanborn’s.” Havens Bros., Rushville, [nd. “For over thirty years we have bought all our teas and coffees from your house.” Hewitt Gro. Co., Waterbury, Conn. “I have handled your goods almost exclusively for forty-seven years. R. H. Kittredge, Bar Harbor, Maine. “Back in 1892 we received our first shipment of Seal Brand, “The World’s Fair Coffee’—we have been buying it continuously ever since.” K. H. McKenzie, Sandusky, Mich. Write for booklet showing what the merchants in your section think of our line Chase & Sanborn CHICAGO icc ei NEALE CASON ATRIOS BENG SS BRR USD MEARS RN sacl eos ir emai endiei DS DONE sea * ta 4 rasa aR GARNIER NRO aha a NISSEN NASIR DIA RM June 28, 1922 Brutal Germany Feared Now More Than Ever. Grandville, June 27—The Freiheit, a socialist Berlin newspaper, declares it has information from authoritative sources that a royalist uprising in Germany is impending. A general slaughter of left wing leaders will be the signal for a mon- archist uprising according to the Frei- heit’s information. There you are. Wars and rumors of wars. Has war ended on this earth, and have men learned their les- son sufficiently to dwell hereafter in peace? We were assured not long aso that this was so. Phe great world cataclysm had so wrought up- on the great heart of humanity as to sricken it for all time with such hide- ous pastime as war. 3ut here is something indicating a plot to re-arrange for the seating of the Hohenzollern once more on the German throne, and there is little rea- son to doubt the accuracy of the re- port. The Germans are a war-like people. As a people they have never realized that they really lost the world war. It will be remembered that the allied hosts paused at the Rhine, that sacred Teutonic border line, and held their hands from the throats of the brutal Germans. Why should the sons of the fatherland believe they lost the war? They saw none of its worst aspects as regarded themselves. Their homes remained intact; their great factories still stand; millions of sturdy goose- stepping Germans are working as never before to resusitate the indus- tries of their home land—and Berlin, the capital of the world, as every good German believes, hasn’t lost a single chimney because of war. No revengeful allied troops over- ran German soil. No cry for retribu- tion for murdered sons, ravished wives and daughters came from the con- querors, so that Germans have every reason to believe that they, at least, were not conquered. If they were not conquered then, were they not in one sense victorious? Over in little Holland sits the one- time German emperor, unmolested even though he is the vilest brigand and most brutal murderer of all time. Why did not the allies, more especial- ly the English, French and Belgians, demand justice and the head of the moster who brought about the great world war? There can be only one answer to that question. The allies, victors though they were did not dare do an act of justice after the close of hostilities. Because of fear they let the kaiser and his lesser criminal satelites live. Germans have reason to believe this to be the case, which is why they are planning an- other debacle which they fondly be- lieve will make the MHohenzollern masters of the world. A mistaken clemency is leading to trouble of a nature to cause the best world citizens to tremble for the fu- ture. The kaiser is craning his neck, straining his eyes to catch a glimpse of that beckoning finger which he realizes is soon to call him from his solitude to the throne of Germany onee more. To-day Germany stands at the head of continental Europe as its real master, while France stands shudder- ing like a beggar lest a new on- slaught shall be made upon her sacred soil. The French are dealing unjust- ly with her Teuton enemy, say the critics on both continents. It would seem that these critics have short memories. But why go on and recall the past? Let bygones be bygones. Concede to Germany an easy way out in her debt-paying stunt. Be easy, be careful lest you roil the German temper. She is dangerous in defeat and has the whole European world treading around on eggs lest they hurt German feelings. Surely did not Germany win the war? It looks that way. With poor Edith Cavell murdered and in her grave; MICHIGAN TRADESMAN 25 with Captain Fryant a victim to Ger- man thugs, with many a long roll of slaughtered sons to her credit, Ger- many sneers in the face of Lloyd George and defies England to carry out the bargain she made at Ver- sailles. With Northern France laid waste as never before in history; with murder- ed innocents from the babe in arms to the wives and daughters despoiled to make a German holiday, have not the people of the great Napoleon’s realm just cause to demand fulfillment of pledges of reparation made soon after the fall of the Teuton? Then why this insane dsire on the part of the victors (providing the allies were victors) to curry favor with helpless Robber Germany? Fear! That answers the query why. Ger- many, conquered and helpless, has the remainder of Europe by the throat. What a strange condition when the: defeated in war dictats terms to the victor? Little Belgium suffered, perhaps, the most because of her patriotic and courageous stand for right and liberty of conscience. Doubtless little Belgium had she the power, would answer the challenge of insolent Germany as she deserves, but that gallant people are far too few in numbers to think of coping with the millions of the father- land of brutes and beasts. The present government of Ger- many is but a rope of sand. The royal- ists will soon be ready to sweep it aside and place the MHohenzollern back again, powerful as of yore, to plot a war of revenge against Europe. Russia is scarcely a factor in the case just now, but propaganda is working there to make the Muscovite friendly to the plotting schemes of the Teuton. France trembles on the verge of another cataclysm. She understands more fully than any other people the danger at her very threshold. She knows full well that a mistake was made when the armistice was _ signed. Germany grovelled then like a stuck pig, but she is blustering now. Unconquered, the fatherlands are making ready un- der the peace pact to lay waste all of France before the remainder of the world shall awake and take notice of the true situation. Old Timer. —_——_---.—__—_ Unless you are the exception to the general rule, you make a lot of fool mistakes every year that might have been prevented, perhaps would have been prevented if you had read your trade journal carefully and attended more association meetings. > FOR ANTS AND COCKROACHES ~ USE % TANGLEFOOT Roacn & ANT Powner. ‘catent mR (A THE GERM" Shy AS rt AS ee Toy LOE oe a iF COME EARLY JULY FOURTH AT AMON Something Doing Every Minute Real Land Old and Fashion. Water Fourth ~ $5,000 FIREWORKS DISPLAY DANCING IN THE CASINO axrexsses and EVENING MAGNIFICENT NEW PICNIC GROUNDS Tables in the Open or Under Cover. SENSATIONAL BALLOON ASCENSION PRIZE CONTESTS DURING DAY ORR AE HII KIKI IK KKKIKIKKKK SIDNEY ELEVATORS Will reduce handling expense and speed up work— will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind of machine and size platform »,. wanted, as well as height. We will quote 8 ee a money saving price. Sidney Elevator Mnfg. Co., Ask about our way Grand Rapids, Mich. Sidney, Ohio §=gaRLOoWw BROS. TANGLEFOOT pleasing impression upon customers is of value. You can create one and at the same time save your goods from damage by spreading sheets of TANGLEFOOT in your show windows, especially over Sunday. will then be at work for you and will not only catch the flies, but attract the attention of people who pass your store to your efforts to keep your stock clean and fresh, and create in them a desire to use TANGLEFOOT themselves. This means extra sales to you. has been reduced 60 cents per case. This will allow you to sell at the old price, two double sheets for 5 cents, and make a profit of 50 per cent. Remember TANGLEFOOT catches the germ as well as the fly, and that poisons, traps or powders cannot do it. A Valuable Impression For 1922 TANGLEFOOT & MICHIGAN TRADESMAN June 28, 1922 “( ot TELCO’ MY a He YN is (Quant = DRY GOODS, FANCY GOODS ~» NOTIO 27, yyy} AC LLP ee 1 CCS — — How Well Known Is Your Brand? The only safe way to discover how well known are various names and brands is by making an independent investigation of consumers by stan- dard methods that eliminate bias and that permit fair comparisons. Such an investigation was recently made by Prof. Hotchkiss and Richard B. Franken. A list of 100 commodities was placed in the hands of more than 500 young men and an equal number of young women representing nearly all sections of the country. Each per- son was asked to down the name of the manufacturer or ad- vertised brand that first came to his mind in connection with the commod- ity. If he thought of no name at all, he was to leave the name blank. There was not a single commodity of the hundred that suggested a name or brand to every Collars came nearest to a perfect score with the men. Out of 500 (512, to be evxct), only three failed to write down the name of some brand or manufacturer of collars. (Among the women 148 could not name any brand of collar). More than 95 per cent. of both sexes named a manufacturer or brand of chewing gum, soap, and automobiles. At the bottom of the scale were such aricles as umbrellas, ribbons, and lace curtains, where less han 5 per cent. could name any manufacturer or brand. Generally speaking, the num- ber of blanks was greatest in the case of commodities where many brands were mentioned, and where usually no one brand had a pronounced lead- ership. Conversely, commodities that were represented by only a few brands and that indicated the decided lead- ership of some one name generally showed only a few blanks. The blanks for the average com- modity were about 6 per cent. more numerous with the women than with the men. The only considerable dif- ferences were in the case of commod- ities that are bought or used exclu- sively by one sex. The difference was greatest in the case of garters, where 60 per cent. of the women could not name any brand, whereas all except 8 per cent. of the men nam- ed some brand. It is notable that the men were more familiar with brands of face powder and face cream than the women were with razors and shaving soaps. Every name that had a_ decided leadership (more than 50 per cent.) in its class for the men was also the leader in its class with the women, although usually by a smaller margin. In the case of seven out of twenty leaders, that leadership was more pronounced with the women. write person. The leading name in eighty out of the hundred commodities was the same for both men and women. This, includes many cases in which no name had any decided pre- even which the leading name was mentioned by less than 10 per cent. of either men or The differed chiefly in cases where the article was bought of course, dominance, some in women. sexes or used by only one sex, or where the for one sex does not cater to the demands of the other. leading name In twenty out of the hundred com- modities, some one manufacturer had a decided mental dominance; that is, 50 per cent. or more of the persons tested his name or brand with the commodity. associated leadership was divided beweén two names, which together received more than half the total number of mentions. George B. Hotchkiss. 2.2 In eleven commodities with the men How To Figure Turnover. There if a wide variance in the usage of the term “turnover” and in its application in different stores. Ob- viously we have, therefore, no ac- curate basis of comparison. Many stores compute turnover by dividing the sales for the year by the annual inventory, as, sales $100,000 divided by stock at inventory $20,000—rate of turnover 5. Profits being included in the $100,000, this method of com- puting turnover, is incorrect. If profits of, say, $30,000 are deducted, the turnover of 3% is still inaccurate, as stock at January inventories is lower than at any other time of year. The divisor should, therefore, be a figure representative of the average stock of merchandise or the average investment of the year. Herbert Temple, of Temple, Webb & Company, St. Paul, Minn., has therefore proposed that the average of the annual inventory and of the 12 monthly inventories be taken for the divisor, and Paul H. Nystrom in “The Economics of Retailing” has presented practically the same method of determining turnover. Flat state- ments that certain classes of goods should have a certain turnover are in- accurate and of little help to the mer- chant. J. M. Barnes, of Marshall Field & Co., in a recent publication of that firm, has, in fact, declared that the turnover of different lines, and even of parts of lines, varies consider- ably. It varies also with the size of the town in which the stock is located. In cities of the larger class a turnover of five times is common and normal. In cities of from ten to fifty thousand a turnover of three to four times is common. WMaBelle . HUMAN HAIR NETS = Insist on this brand. Display it prominently, and ja then watch your sales. It’s the net you can guar- a) antee to give full satisfaction. a Get your Display advertising from your jobber or ja ask his salesmen. i NATIONAL TRADING COMPANY _| ©30 SO. WABASH AVE. CHICAGO, ILL. 1000 PIECES 27 Inch Gingham We are offering a full line of 27 inch Gingham in plain, fancy plaids, stripes and checks at 15 and 1612 cents. Let us mail samples—and receive your mail orders. Quality Merchandise Right Prices— Prompt Service | PAUL STEKETEE & SONS WHOLESALE DRY GOODS GRAND RAPIDS, MICH. The reason for the great popularity of C BATHING SUITS is the real value in them. They are sought after because they wear after most bathing suits would be discarded. Every suit is pure wool and perfect fitting. $36.00 Heavy Ribbed, Plain Colors. TWO GRADES j $28.50 Medium Weight, Assorted Fancy Colors. Daniel T. Pation & Company Grand Rapids.Michigan - 59-63 Market Ave. N.W. The Mens Furnishing Goods House of Michigan MUDEUGQHGUOGUOUUGUORNGUEQUGUOUNGUOGHUUUGUGUAGULGUCCQEHGUOUUGRCGUOUOUUQGROQGGUOOLGUGGCOUCUUOUOGROGOUDOUGS SPECIAL PRICES TO CLEAN UP FOLLOWING SPRING MERCHANDISE No. 644—Men’s 72x80 Nainsook Union Suits, per doz. ---------- 47 Lawrence Shirts and Drawers, sizes to 40 only, per doz. -------- 6.35 Black Sateen Shirts, best make, per doz. ~------------------------- 8.50 No. 635—Ladies’ 200 needle mercerized hose, per doz. ------------ 3.85 10 doz. lots, per doz. 3.65 25 doz. lots, per doz. ---- 3.50 Work Pants in lots of 3 doz. assorted numbers 5% discount. Work Pants in lots of 6 doz. assorted numbers 10% discount. Red Rose Dress Gingham, plain colors mostly, per yard -------- 15 Men’s 220 needle Mercerized Hose, per doz. —~--------------------- 2.85 10 doz. lots, per doz. 2.65 25 doz. lots, per doz. COME AND SEE US. WE ARE CLOSING OUT SPRING MERCHAN- DISE AT LOW PRICES IN ORDER NOT TO CARRY OVER ANY- THING THIS SEASON. GRAND RAPIDS DRY GOODS CO., WHOLESALE ONLY C o, a RIE encenacnn: aes raileemeshienininseo a eA stl ilies tla af ret eee ene semen imma nose) cet aNe pene Ml sia Sms = Fae Aye Se RER ARES erree Ree carted aia NERA June 28, 1922 Window Display Greatly Enhanced by Colored Light. Stores which have worked out the idea systematically declare that color- ed lighting is a practical means of obtaining novel, beautiful and atten- tion-compelling effects in window dis- plays. Efficient colored lighting units for the display window are on the market ,and progressive merchants are putting them to work. The display window is often com- pared with the stage, where the im- portance of colored light has long been recognized. Changes which oc- cur in the natural hues of objects when colored lights are thrown upon them, must of course be reckoned with. If a red book, for instance, is placed in light which does not contain red rays, its appearance to the eye will not be red, but black. A red light, on the other hand, would greatly increase the richness of the book’s color. It is worth while to remember that light tinged with yellow, orange or red will add to the richness and warmth of red, brown and golden hues, which suffer under ordinary artificial illumination. To emphasize the whiteness of goods, or to bring out the blues of your material, use a pale blue-green light. If lay figures are used in the window a green or blue light would be unwise, as it gives the human features a ghastly appear- ance. The novel and beautiful effects to be had by varying the colored lighting are innumerable. Winter clothing may be shown in a scene flooded with blue-green light, to suggest zero weather. A yellow light, with a touch of blue, will best illuminate a summer beach scene, and set off the bathing costumes. A window filled with a blaze of red light holds the spectator far more successfully than a window full of red merchandise ever could do. —__>-.—___ Takes Sealed Bid For Slow Movers. A merchant of Missouri sold his merchandise by obtaining sealed bids. Displaying the goods, article by arti- cle, for one week, in his window or store, with a card asking customers to bid on them, inclosing their name, address and price offered in a sealed envelope to be left with his clerk, was the plan he worked allotting the merchandise to the highest bidder. Whatever loss there was on the merchandise was charged profitably to advertising expenditures. Here is one way of getting rid of discontinued articles in stock—goods that remain unsold because they did not appeal to the fancy of your trade and are, therefore, taking up space and tying up money. 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. MICHIGAN TRADESMAN PRICES CURRENT ON STAPLE DRY GOODS. List prices corrected before going to press, but not guaranteed against changes. a Musiine. Fruit of the Loom —- new eenn eee —— 36 in. Indian Head 33 in. Indian Head -. 64 in. Ind. Head L. F. 14 36 ity 13 ¢ ar Musiins. sea “36 ins eee ‘Exposition ee 96A shorts — Pillow Tubing. 40 in. 8 11 -_ ii 12 11 42 in. Seneca ~...... 32 45 in. Seneca ---..._ 42 in. Pepperell -... 45 in. Pepperell 36 in. Edwards -.... 40 in. Quinebaug oe Denims, 220 Blue Denim ~---- 240 Blue Denim ---- 260 Blue Denim ~---. Steifels Drill ~..... 8 of. Canvas ...__.__.. os ACA Tick, Cordis, ACA Tick — Warren Fancy Tick Thorndyke Fy. Sat. Amoskeag, ACA -... Drills and Ticks. 35 37% 27% Cambrics and Lon ae ag Berkley, 60 Cambric Berkley, 60 Nainsook 100 Nains’k Diamond Hill, Diamond Hill, Camb. 77 Longcel loth -_-.-- 81 Longcloth ~..-.. 84 Longcloth ~..... Outings and Cantons. Cashmere Twill 14% 27 in. Umble. Canton 14 100 Flannelette -... 1931 Outing Lights . 14 1921 Light Outings Scotchdown Shaker . 15 Appledown Shaker -. 15 Appledown Shaker .. 16 24 in. White Shaker ea Shaker Daisy Cloth .-._.... 1931 Dark Outings -. 15 Draperies and Cretonnes. ee soe a resden Fy. Drapery 1p Tudor F’cy Drapery 19 Nu Drape Westmoreland Creto. 16 Fancy Silkoline ~.-. Stratford Cretonne.. 16 3544 D. B. Scrim 8177 Curtain Net -.. 30 8432 Curtain Net -.-. 4039 Marquisette --.._ Dragon Drapery ---. 25 36 in. Art Cretonne.. 25 36 in. Elco Tapestry. 30 Linings and Cambrics. Tico D Satine No. 40 Blk. Satine — o. 1 White Satine — ine ... 16% o. 50 Percal D Black Satine .. 26 Satin Finished Satine Raidant Bloomer Sat. 36 in. Printed Satine Windsor Cambric --- Parkwood Wash Sat. Meritas Oli White Mossaics Blue Figure ------ 3. 35 White: 200 4.50 von ee be Cloth. ou ot -_ MADEN Pe Sanita 3.5 oil cloth sold net cash, no discount. E Flags. Doz. 16x24 in. Spearheads 1 32% Wool Goods. 36 in. Hamilton, All Wool Storm Serge 57% No. - 44 in. Storm Serve 82% No. 4040, 60 in. Storm Serge 1.07% 40 in. Julliards Pla. 1.15 50 in. Julliards Pla. 1.67% §120, 50 in. French TC ae K S, 36 in. Storm Serge 7 oo in. 1 60 DREN Tricotine -. 1 65 Carpet Warp. Peerless, White --.--- 42 Peerless, Colors --.--- 48 Diaper Cloth. 18 in. Seconds ---... 76 a0 38. ae a2 .... ee & OS ae coon & OO Sing a a0 in. co. aa Notions. Dos. 1225-F Boston Garters 3 36 Rubber Fiy Swatters » er Per Roberts Needles ..._ 3 7 Stork Needles ......._ 1 00 Per Box Steel Pins, S. C. 300 42% Steel Pins, M. C. 800 45 Brass Pins, S. C. 300 176 Brass Pins, M. C. 300 80 Doz. Coats Thread ~.....-. 59 Clarks Mile-End Td. 69 J. J. Clarks Thread. 56 7001 Longcloth -..-.. 15 18x30 in. Spearheads 1 90 D. M eee snakes ee me ee 7003 pens Shae is 24x36 in. aerate ete Gainsborough Hairnets 7004 Longcloth ~--.-- 24 ax ft. Reliance Prt. : 70 S. Mesh ......_ mn nee Ginghams. x6 ft. Reliance Prt. 125 Rp. wc. Crochet Cot. Seminol Dress Ging- bx8 ft. Reliance Prt.190 5°) Cistks Crochet C 20 hams, solid colors 15 : ance Prt. o noenee Se A. F. G. 17 = ; . ae a = Silkine Crochet Cotton 90 aoe Ap Nord —.... 18% 5x8 ft. Wahaus Swa. 2 16 Sansilk Crochet Cot. 55 De River ore 9 ] Dexters’ Knitting Dan River ——-—_---- ont ae awa. & 20 Cotton, White ..... 1 50 — x. efiance Swi 0 D . ee to = _ 6x9 ft. Sterling Wool,7 50 Gotton, Bike col'a.. 1 76 Lowe Chyelots, 32 in. 15 ering OelGross Allies’ Yarn, bundle. 6 60 Treffan, 32 tn, 26 Ne. t Wamp ieee - * = Fleishers Knitted as Kalburnie, 33 in. 19 Sheets and Pillow Cases. Poca e owned ok © Jacquelin, 32 in. --- 32% 63x90 Pequot Blea.__ 13 75 Worsted, balls 2 60 Gilbrae, 32 in. ----- 8734 63x99 Pequot Blea._. 15 04 lei 8 iS 32 in, ‘Tissue ------ 42% 72x90 Pequot Blea... 15.25 Fleishers oe 4 Manville Chambray — 16 72x90 Pequot Blea.__ 16 69 eRnyr, Yas -----— 37 Red Seal Zephyr --— 18 81x90 Pequot Blea... 16 75 Fleishers Saxony, ba. 3 70 Prints and Percales. 81x90 Standard -... 13 50 Fieishers Knitted Columbia, Lights .. 13% 42X38% Utica Cases. 8 75 Worsted, balls ---. 2 60 Columbia, | Darks .- 16 42x36 Pequot Plain __ 396 Filelshers Scotch * 3a - a - Grale — 10% 45x36 Pequot Plain -_. 4 20 ees ere or sn. einem sons0e Lt. 18% 42%86 Pequot S. S. -- 496 tronweave Handkfs... 90 Tdnnchestar S0n1@ DE. 18% (o000 Seodewironk cp Rit Dye 8 80 Rout e4x60, Lights 12% oxi tenoe 218 Wolverine Dmesh Cap , » Lights “64 42x36 Lenox —.-------. olverine Dme Scout 64x60, Darks 10% 42x56 Standard “800 Net oo lh. Ta ie 11 ss Childs’ Walsts. infants Hoslery. ane on — et eee 77 Cashmere, Silk Heel and Toe, “Bear” Knit Waist ——--o-co--o5-20 60 per cent. Wool -~------------- 4 12% R & J” Muslin Waist $2 26, $3 60 4 50 Infants’ Cotton Hose 1x1 Rib —---- 1 00 Ladies’ Knit Summer Vests. Infants’ Mercerized 1x1 Rib ------ 2 50 1x1 Rib Gauze Vest, Bodice Top : ‘V nk., Band top ect. reg. 8Z8S. 36- 38 2 00 extra sizes 40-42-44 2 25 Mercere 1x1 and 2x1 rib vests, t. Styles, reg. sizes 36x38 -... 4 50 oe sizes 40-42-44 5 00 Ladies’ Knit Summer Union Sults. 12 Cut Double Carded, Asst. Style, reg. size 36-38 ~.-_...._. 4 75 extra sizes 40-42-44 —..----.--.. 5 25 14 Cut Combed Yarn, Asst. Style, Regular Sizes 36-38 ~..----------- 6 50 Extra Sizes, 40-44 ---------------- 700 14 Cut Mercerized Lisle, Asst. Styles, Regular Sizes ~....---..._..-.. 7 50 Hixtra Sines 2. a Se Hoslery—Men’s. Men’s Cotton Hose, Engineer & Fireman, Black & Brown, doz. .. 1 40 Men’s 176 Needle Cotton Cut Toe 1 00 Men’s 200 needle full combed yarn hose 1 85 Men’s 220 needle full merc. hose —. 2 85 Men’s 240 needle fiber silk hose --- ‘ 50 Men’s pure silk hose -~--~.~-..---- 0 Nelson’s Rockford socks, bdls. ---. i 80 Nelson’s Rockford socks. bdls. --.. 1 30 Nelson’s Rockford socks, bdls, -... 1.55 Infants’ Fibre and Wool Hose -..-- 6 50 Boys’, Misses and Ladies’ Hosiery. Boys’ Bearskin po 1, IXI Rib Hose. 910-8 Rise & fall -----_...__-_-__ 07% Boys’ 2x1 Cotton ‘Bibbed Hose $2.25 on 8 R. 10c, F. 5c Boys’ 3 lbs. 2 9, extra clean yarn on 8 (R10F Misses 1x1 fukn Ribbed Hose $1.35 on 7 R. & F. bec Misses 300 needle combed hose, bxd. 1 doz. $2.25 on 7 rise 10 fall 05 Ladies’ 220 needle combed yarn hose, seamed back --~---.------- 2 60 Ladies’ 220 needle merc. hose with 440 needle rib. top fashion seam in beck —.2-W8- mn _. § 25 Ladies’ fleeced hose, hem top ~----. 2 25 Ladies’ fleeced hose, rib. top —---. 3 Ladies’ fleeced hose, rib. top -—--- 3 26 Bathing Suits for spring, canaueg* Men’s all pure worsted, plain ~.-- Men’s all pure worsted with chest stripes: 2 27 00 to 32 00 Ladies’ all pure worsted, plain ~. 25 00 Ladies’ all pure worsted striped and color combinations -.~------- 27 00 up 27 Athletlo Underwear For Spring. B.V.D.’s, No.01, Men’s union suits 12 62% Seal Pax, No. 10, union suits — 10 50 ee on Nainsooks, a, a? a a cena ) Men’ 8 Scamateen highly pee Men's No, 150 ‘‘Hallmark’’ 72x80 Naingaok 2 $ 9 76 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, Shirte a Se ae Doe yy) 26 B. V. D. “athletic Style No. U-101 12 62% U-D Youth's B. V, D. een 8 50 ag “Hanes” No. 7656, 72x80, ain sook Union Suits ~-....--.. 7 26 Boys’ ‘‘Hanes’’ No. 856, 72x80, ‘Union Satte ee Boys’ 64x60 Union Suits -.-.-- -- 5 00 Boys’ 72x80 Union Suits deeressacsien ¢ 26 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 Drawers —....._......._.....-.§ 4 50 ae bl Egypt Balbriggan Union 60 Men’s Egypt Ribbed Union Suits 8 00 Lawrence Balbriggan Shirts and Drawers... 7 60 Men’s Cotton — Union Suits, Egyption -~-..-.-..... 8 50 Men’s Combed Yarn Cotton Union wits, Hevotion no. 12 00 Boys’ Balbriggan Union Suits, Egypt 4 50 Men’s Dress Furnishings. Slidewell collars, — or soft —.. 1 60 Neckwear 2 10, 3 75, 4 50, 6 00, 7 50 9 00 Flannel night shirts —..---------... 10 50 Dress pants ..._......... ~~ 22 60 to 48 00 Mufflers ...... 12 00 to 19 50 Dress shirta ..........._.. 8 00 to 48 00 Laundered stiff cuff shirts, 80 sq. percale ........... IG Ge President and Shirley suspenders . 4 60 “TLinine’’ Collars, per box 34% “Challenge” cleanabie. doz. 2 75 Wash Ties -..--- $1 $2 00 2 75 Muslin Night Shirt, em --- 9 00 Muslin Pajamas, per doz... 16 60 Men’s Men’s Men’s Men’s Men’s 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 khaki, heavy drill ~------- 27 00 Cottonade pants ~--..--.. 13 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 —. “9 00 to % 50 Work suspenders ~-~-.--.-- 2 25 to 50 Shirley Police or X Back work Sus. 4 50 Boys’ Furnishings. Knickerbockers ---.-------. 6 00 to 15 00 Mackinaws --~-------- 4%5 to 8 50 Overalls, Brownies, etc. — $ 50 to 9 00 Youths’ Wabash atripe overall —— 10 25 Coverall 2. 00 to 16 50 68x72 dreas shirts ......__ 8 50 “Honor Bright’? Stifels Wabash Stripe Romper, Red Trim ------ 7 50 “Honor Bright’? Khaki Romper, Rea Tran 2. ee 8 00 “Honor Bright’ Plain Blue Romper, Red rim 7 50 Play and Wash Suits --.-$11 00 to 24 00 Boys’ Suspenders, Fish Back, Biat: Ends 2.0. 1 42% Youths’ Suspenders, 28 in. Cross- backs, Lea. Ends ...._....____.__- 2 25 Caps and Umbrellas. Black sateen shop cap, doz. nie a OO Dress caps, men’s, doz, ~ 7 50 to 19 50 Dress caps, boys’, doz. ---. 7 25 to 10 25 Men’s & Ladies’ Umbrellas 10 50 a 48 00 Men’s ‘‘Scotch Tweed’? Caps, Silk Lined, Plated Backs, One Piece Tops, Extra Quality -~----------- 16 50 Men’s, Boys’ and Ladies’ Straw Hats, “Peanuts” ............._.. 2 00 Ladies’ Furnishings. Middy Blouses, red, green, or navy wool fiannel, each ~.....-------- Serge middy blouses, each ---~~-.-- 3 60 Voile waists, doz. -.-----. 9 00 to 15 00 Georgette waists, each --......--.. 4 00 Crepe De Chine waists, each ------ 3 26 Tricolletfe waists, each -------- 2 2a5 Bungalow percale aprons, dz. 7 50 to 9 50 Bungalow Gingham aprons, doz. 13 50 Gingham house dresses, dz. 18 50 to 48 00 Best sateen petticoats, doz. 9 00 to 13 50 Pettibockers, doz. ---------~------ 8 50 Bandeaux, doz. ~.....-.---. 2 25 to 12 00 Brassiers, doz. ---..------. 8 25 to 18 60 Silk and cot. Env. Chem, dz. 6 00 to 19 50 “Pricilla’”’ Stunbonnets, doz. ------ 3 50 Muslin Petticoats ....-..$12 00 to 19 50 Wash or Tub Over Shirts $15 00 to 36 00 Children’s Dresses. Children’s Gingham Dresses 9 00 to 22 50 Nee ee MICHIGAN TRADESMAN June 28, 1922 — — Michigan ee and Egg Asso- on 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; Cc. J. Chandler, Detroit. Seaweed as a Food. The United States Fisheries Bu- reau for some time past has been in- vestigating the possibilities of Ameri- can seaweeds as producers of mater- ials useful for food and other pur- poses. The first experiments were made with the common “Irish moss,” which is plentifully found along the coast of New England. It yields a gelatinous substance which has long been in use for the sizing of paper and cloth, in the manufacture of soaps, paints, dyes and hair ointments, and in the prepara- tion of certain medicines and foods. It is found that the gelatin derived from this kind of seaweed serves ad- mirably as a medium in which to pack fish that are otherwise too soft to “stand up” in cans. Gelatines of animal origin have proved unavailable for the purpose. We import from the Orient half a million dollars’ worth annually of a gelatinous product called “agar-agar,” derived from certain red seaweeds, which is used in making foods and confections. Also it is the best-known substance on which to grow “cultures” of bacteria, and medical laboratories and hospitals could hardly get along without supplies of it. Recent experiments have proved that two species of seaweeds common on our Pacific Coast yield agar-agar equal or superior to the imported ar- ticle. Before long, therefore, we ought to be able to produce for our- selves all of it that we need. It is found that only the red sea- weeds yield gelatinous products useful for food or other purposes such as those above mentioned. They are not obtainable from the green species. From the brown seaweeds is derived a substance called “aligin,’ which may, it is thought, become commercially important in the preparation of water- proof fabrics. ——~+-2.>—_ Three Reasons For Displaying Your Merchandise. First, it serves to remind customers. Every person who enters your store is a prospect for more things than she has on her shopping list. How much she will increase her purchases depends mostly on what she sees. : ' If your displays jog her memory about something she has forgotten to put on her list, or suggest some- thing to her that she has not thought of before, then they have brought you just that much additional busi- ness which you would not have got- ten otherwise. Second, displays—especially food displays-—are very tempting. Merely seeing them whets the appetite. Third, seeing begets confidence and ease in buying. If a customer sees what you have for sale, and if it looks good, she will often make up her _ mind to buy without any further preliminaries. This is all the more true if a price tag is on each article. Sut if she has to ask you to show her the article, and then must en- quire its price, she may not take the trouble unless the article is some- thing she has definitely decided to buy. —_2+2—— Displays Can Illustrate Uses. A Pennsylvania merchant took a well-known cake flour, a pail of well- known shortening, a can of baking powder, a bottle of vanilla flavoring and a glass jar of walnut meats. These he placed in a group on top of a showcase. Beside them he put a card, read- ing: “These make a delicious cake!” On the card was also a cake recipe that his wife gave him. It caught the attention of his cus- tomers. He saw a number of them read the recipe; some of them copied it in a notebook. Then one of his customers volun- teered that she had a good cake re- cipe, too. He got permission to use her recipe together with her name, and built a display around it. This brought recipes from others of his customers, and presently he had a recipe exchange for all manner of things from cakes and puddings. to salads, candies and home-made pickles. Live so that you may live. Watson-Higgins Mlg.Co. GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended . by Merchants NewPerfection Flour Packed In SAXOLIN ete Cotton, Sanitary Sacks THE BIGGEST, BUSIEST AND BEST PLACE TO BUY Your New or re-built Store or Office Fixtures is at THE GRAND RAPIDS STORE FIXTURE CO. 7 lonia Ave. N. W. Grand Rapids, Michigan Order a bunch of GOLDEN KING BANANAS of ABE SCHEFMAN & CO. Wholesale Fruits and Vegetables 22-24-26 Ottawa Ave. WHEN YOU THINK OF FRUIT—THINK OF ABE. Grand Rapids, Mich. PIOWATY METHODS INSURES PLEASURE AND PROFIT TO YOUR FRUIT AND VEGETABLE DEPT. SR M. PIOWATY & SONS, of Michigan MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions 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. Both Telephone Pleasant Stre Hilton Ave. a ‘allroads. Moseley Brothers, GRAND RAPIDS, MICH + ae i Ps FRESH AND SWEET KENTSTORAGE COMPANY GRAND RAPIDS ~ holesale Distributors [Ye Better Butter BATTLE CREEK sie RRR June 28, 1922 Selling Through Customer’s Eyes. A merchant in an Illinois town makes a practice.of checking up the “selling appearance” of his store each morning as he enters it. He tries to put himself in the shoes of his customers, and see the store as they will see it during the day. Of course, he sizes it up by a quick glance from the viewpoint of general neatness, orderliness and so on. But he looks particularly to see if there is anything “missing.” He considers that something is missing if his store does not tell the customer as soon as she enters of any specially good offer which he may have at the moment. For instance, if he has just gotten in some extra fine potatoes, he insists that some of them be put in plain sight. For how, he reasons, will cus- tomers know that your potatoes are better than the average if you keep them all out of sight in the back room? New items he puts on display at once, so that his customers will know he has them. Butter, oleomargarine, smoked meats and other products which he must keep in the refrigerator are all represented by store signs. Ifa sign is missing, he notes the fact and speaks to the head clerk about it. He looks to see if seasonal products are in the foreground. If any product is moving more slowly than it ought, he investigates to find out whether or not it is prop- erly exhibited. His morning inspection of “selling appearance” takes about ten minutes each day. He considers it the most valuable ten minutes that he spends in the day’s routine. ————_>- > —___ A Sign That Has Been Discarded. In the “good old days” one used to see a sign in stores that read like this: “If You Don’t See What You Want, Ask for It.” You do not see that sign often these days. Merchants are wiser. They know that customers are not going to do much asking about merchandise that may be hidden away some place out of sight. In the “good old days” when a cus- tomer asked for a can of corn, the clerk used to say, “What price—23c, 18c or 15c?” The up-to-date clerk of to-day says, “We have some excel- lent corn for 23c.’ Then he gets down a can, shows it and tells why it is excellent. Once upon a time window displays and interior displays—such as they were—were “decorations.” Now, ev- ery merchant who keeping pace with modern times, knows that displays and store signs have a direct rela- tionship to the cash register. It’s a good rule to follow: The more you show your goods and the more you tell their merits, the bigger will be your sales. ——__2-____ Movement of Food Prices. The index of the Bureau of Labor Statistics shows that retail prices of food advanced 0.2 per cent. in this country during the month ending May 15. In fifty-one cities from ’ MICHIGAN TRADESMAN which price data were gathered thirty showed an increase for the month, one showed no change, and twenty showed a decrease. The range of variation was very wide, two cities, sridgeport and Norfolk, showing de- creases of as much as 8 per cent,, and two, Little Rock and St. Paul, an increase of as much as 3 per cent. During the past year, retail prices of food in the United States have de- clined 4 per cent., but the average on May 15, 1922, was still 44 per cent. above that on May 15, 1913. Bradstreet’s weekly index of whole- sale prices of food showed a decline last week of 0.6 per cent. The change was due mainly to the drop in the price of wheat, but there were also slight recessions in some meats and in eggs and potatoes. As this index usually anticipates by several weeks the movement in retail prices, it may possibly forecast a check to the re- cent advance in retail food prices. —— +2 >__ Twenty years ago the Wanamaker store began featuring its “hard wa- ter” soap in special sales through March, at half the regular price. This half-price sale still brings Philadel- phians annually in droves, and mail- sacks full of out-of-town orders. They buy soap by the dozen cakes or more. Each of the three scents—verbena, almond and violet—and the unscented variety are put up in cartons of half- dozen, dozen and two-dozen capacity. Last year a million and a quarter cakes were sold. This year the bogey was set at two million, and the price is now 75 cents a dozen as against $1 last year. A tremendous soap busi- ness has been built up by consistent plugging plus recognized quality. This year the department added a March laundry soap special. By March 15 the department was 200,000 cakes oversold. Although the exhaustion of the supply was announced in ad- vertisements, the sale orders went straight on and finished in a rush. Interesting evidence of the soundness of the advertising and selling of the March soap specials is seen in the fact that people are thoroughly edu- cated in buying their year’s supply in March, and the case of 100 cakes is the favorite unit. Biggest Real Display Signs Fastest Service, Lowest Prices I. & M. Signs, Le Roy, Minn. You Make Satisfied Customers when you sell “SUNSHINE” FLOUR Blended For Family Use The Quality Is Standard and the Price Reasonable Genuine Buckwheat Flow Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN rest a spell When the luscious watermelon is a-coolin’ in the well.” WATERMELONS ‘“‘No matter fer yer troubles, you will shorely It's watermelon time—Order your 4th of July supply of great big Tom Watsons from us. Vinkemulder Company Grand Rapids, Michigan M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables 501-511 IONIA AVE., S. W. THE TOLEDO PLATE & WINDOW GLASS COMPANY Mirrors—Art Glass—Dresser Tops—Automobile and Show Case Glass All kinds of Glass for Building Purposes GRAND RAPIDS, MICHIGAN IT’S TIME FOR GLENN-ROCK GINGER ALE — ROOT BEER SARSAPARILLA From the Famous Glenn Rock Spring of Waukesha GRAND RAPIDS, JUDSON GROCER CO. _., DISTRIBUTORS MICHIGAN pr ee OTST a 30 MICHIGAN TRADESMAN June 28, 1922 ea) (a a FRAUDULENT USE OF MAILS. er helps, but here was a plant that ws went further. It would not only help GOOD BUSINESS Point of Purchase Crooks Indicted By him to sell the manufacturer’s goods and big profits are invariably the result of i f ; v5 atlay ie handling high-grade, dependable, Grand Jury. at a profit but it was actually sup ell Gunes taste aad Foner: ing efficient, satisfactory service. VAN DUZER’S Fraudulent representations to re- posed to pay him a flat rate per tailers, through misuse of the names month. The idea of getting a revenue ¢ . eer eae Awsehicer et. ie esas : CERTIFIED of prominent National advertisers, for the display of advertising which FLAVORING EXTRACTS ; . bs f , “he: » Y eT - : ” , ave 2»e oO 2 enabled the Point of | urchas¢ Adver would gladly have been used in any are sold by successful grocers not tising Association of Y ork, Pa. a event was a powerful appeal that was only because there is a steady de- +” mand for these extracts, but also because they can always be de- pended upon to give satisfaction. private concern engaged in the sale responsible for getting many “join- of electric flash signs for advertising ers,’ to the so-called Association. TO CHICAGO : Bie beadwav in a Na- There 1 2 i standir Established 1850 purposes, to make he adway in a Na [There was one big outstanding y he Dally 8:10 P. M. Grand Rapids Time | tion-wide membership campaign, un- weakness, however, and it did more to an Duzer Extract Co. Se yise NY Day Boat Every Saturday, Leaves tp til checked by the warnings of the bring the scheme to its day of reck- Grand Rapids 8:40 A. M. i Tradesman and other trade journals. oning than anything else. M CHICAGO , 3 : ae BECKMORE OINTMENT [en ee As a sequence to these exposures The enthusiasm of National adver- ean GnKee Aus Sie Daily 7:45 P. M. Chicago Time j to the methods employed by oe ee tisers for the plan was lacking. They enc — for eh ee. Scalds, — Pee as ae di _— | it ~Olice ctor R. L. rere incline spend their mon- ore Shoulders and all kindred Trou- ce rn, Post Yffice bree or R were not inclined to sp bles, Sold at Wholesale by: | Smith, of Lancaster, Penn., conducted ey for this particular yee of adver- HORACE D. SHIELDS FARE $3.95 a thorough investigation for the Gov- tising. When this condition was dis- 6-8 Commerce St.S.W. Grand Rapids, Michigan " oa : ee : e ernment, which resulted in indictments closed, the house of cards began to oe Electric Station . being returned against the officers of totter. Naturally the retailers focused 8:10 P. M. the company (named below) and their attention on the revenue from Route Your Freight Shipments thirty-eight branch managers and National advertising. For one thing ¢ a D \Y, THE GOODRICH WAY ‘ it was played up in capital letters in oe salesmen: LeGrand Dutcher, President. the contract. Then again, figures are “Operating Steamships Every Day in Charles Addison Hoffman, Vice- figures, whether juggled by an oil REFRIGERATORS the Year,” and President. stock salesman describing the six : - : . Ania! barrels from one well mul- for ALL PURPOSES Grand Haven, Muskegon “> Charles W. Newport, Secretary. The Point of Purchase Advertising _ tiplied by twenty wells, or a dollar a Flectric Ry Association sold membership con- month per sign multiplied by twenty Send for Catalogue ° tracts to retailers under which they signs. Twenty dollars a month, two : OVER NIGHT SERVICE. agreed to display in their stores elec- hundred and forty dollars a year, No. 95 for ee a, oot Ticket Office tric flash signs advertising National membership in an association, attrac- Mee ” ubs, daa Gustin ca ee products. For this the retailer was to tive advertising practically free—and No. 72 (or Grocery is iahie eae oul Ee receive a monthly payment of $1 per the final step of action on the dotted No. 64 for Meat Markets os. sign. Prospective members . of — the line was simple. No. 75 for Florist Shops City Passenger Agent. Association were led to believe that Salesmen of the Point of Purchase : co. Railway Station many National advertisers already Association appear to have used little McCRAY REFRIGERATOR CO. ae oe ee ua had contracted to use the service. if any caution in their representa- 2244 Lake St., Kendallville, ind. L. A. Boe ach. The Point of Purchase scheme bid tions concerning National advertisers. fair to reap a golden harvest for its Names of outstanding business hous- promoters, due to the fact that if es were mentioned with familiarity. sounded feasible to retailers. In many cases the first intimation The very name “Point of Purchase” they received that their names were has ati appeal. It possesses adver- being used to sell signs came from tisine value. Retailers were easily the Tradesman. Retailers had been sold on the idea that manufacturers led to believe that contracts had been were anxious to reach the customer made with these concerns to use richt in the store—at the actual point space. When performance failed to of purchase—where their trade name — square with promise, numerous en- or sales message could be impressed quiries and complaints developed, on to advantage. top of which came the report, later i : Add to this the assurarce that a verified, that the salesmen were vic- i sufficient number of reputable manu- timizing the Point of Purchase Ad- | facturers were ready to purchase vertising Association itself. Many of space at the terms of the contract and the company’s representatives became it became easy in most cases to se- trained “gyp” artists. Some of them cure the retailer's signature. sold memberships, collected the mon- ALLL T : . mvt: The scheme had several points of ey and failed to report the transac- Ley 4 | : ; rei i i en i telling sales value: tions to the home office. In a few et ni . - 1. Monthly revenue. cases they discontinued their connec- 2 Advertising at negligible cost. tion with the association and_ sold ig 3. Close tie up with National ad- memberships themselves on any rep- if : = ONCE A CUSTOMER FOR vertisers. resentations that brought results, get- aa i a “WHITE HOUSE” All retailers are familiar with deal- ting as much money as possible out @ : ALWAYS er AREE | ay) CUSTOMER Ht rey Bost ast Ker) PANY : per Double Package—Double Sealed T= 1-3-5 lbs. only SUITS WEEN OTHERS DISAPPOIRT A Good Coffee Mill or Meat Chopper must have quality built into it from foundation up Surface perfection is like gilt on a gold brick. Our MILLS and CHOPPERS are . y material to the finishing touch. The Quality Is There The Efficiency Is There With The Service Ahead Send for catalog and easy payment plan. Made and Guaranteed by B. C. HOLWICK, Canton, Ohio Dept. F. Distributed at Wholesale by JUDSON GROCER CO. GRAND RAPIDS, MICH. June 28, 1922 of retailers on whom they would call only once, never to be heard of in those parts again. Perhaps this ac- counts for the instances where “mem- berships’ were even sold to stores which did not have electric light ser- vice necessary to operate the signs. Few cases have so strikingly illus- trated the nationwide protective ser- vice of the Truth-in-Advertising movement as the Point of Purchase Advertising Association. By reason of Better Business Bureaus in thirty- six cities and advertising clubs in the smaller communities, contacts were available immediately in practically every city where the scheme attempt- ed to operate. Working in co-opera- tion with these Bureaus and clubs, the National Vigilance Committee was able to comb the country for in- stances of fraud and deception in the promotion of the movement as _ the Point of Purchase ,Advertising Asso- ciation. By reason of Better Busi- ness Bureau in thirty-six cities and advertising clubs in the smaller com- munities, contacts were available im- mediately in practically every Point of Purchase Advertising Association and then, through warnings and ac- tion, protect the Good Will of Na- tional advertisers and prevent whole- sale fraud among retailers. The prompt handling of the case on the part of U. S. District Attorney of the middle district of Pennsylvania, An- drew Dunsmore and his assistant, A. A. Vosburg had a further effect of checking the operations of the con- cern. Point of Purchase Advertising Asso- ciation in communities lacking the of the Truth-in-Advertising movement gave evidence of the ex- tent to which the fraud would have flourished had not the Nation-wide protective service of organized ad- vertising been active over a wide and closely knit territory. —— Changing for the Better. Written for the Tradesman. It would seem that ethical condi- tions in commercial life in the United States are gradually changing toward the better, broader and higher con- ceptions of business relations. Merchandising and service manufacturing seem to have attained a higher al- truistic level, and a period of co-oper- ation for the general good seems to have brought about a spirit of con- cession and unselfishness which was almost unknown twenty years ago. causes have contributed to this progressive change, the wider spread of education, the realization that courtesy, unselfishness, honesty, truth, fair dealing, tolerance, and a desire for the general good, not only tend to build happiness but that they build business and profits, as well as make friends. The sorrowful lessons and burdens of the World War have brought the people of all the world closer to- gether in a sympathy of bereavement and suffering. The tremendous revival of patriotic sentiment and enthusiasm has caused men to stand side by side, clasping hands for the promotion of better days and better things, Many The wild fire growth of the . MICHIGAN TRADESMAN The enormous and urgent demands upon charity have brought about an era of giving, greater than ever be- fore known in the world’s history, and hearts soften when purse strings loosen. Moral standards in higher because the pride of men has been aroused. “Better is a good name than great riches.” Nor must we forget the part that women have played in this great uplift, driving out of business drunkenness, profanity, lying, cheating, and boisterousness and replacing them with refinement, clean language, sobriety, serious and polite deportment, truth and honesty. If one does not think so, all that is necessary is to quietly look around and contrast conditions with those of twenty-five years ago. John A. Lee. business are ——_—_>+-> Hold Frequent Store Meetings With Your Employes. It may soothe your vanity but it will not increase your bank account to conduct your store from the angle of an absolute monarchy. The successful merchant is the one who frequently confers with his em- ployes and who works with them to the end that they may work with him instead of for him. One of the best ways to increase your volume of business is to get all your employes together at frequent intervals for heart-to-heart talks in store meetings. Encourage everyone to speak plain- ly on every topic connected with the business. Thus, helpful ideas are exchanged, loyalty is promoted, and enthusiasm sustained. ——_+-.____ Some men think that theory has no place in practical business. They do not realize that all good practice is based on right theory. 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 Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting: No Cost for Repairs Fire Proof Weather Proof Warm In Winter Cool In Summer Brick is Everlasting Grande Brick Co., Rapids Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction Grand BAKING POWDER Order from your jobber today. 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- ing is needed. he results will surprise you. 31 Victor Flour making friends every day. A Perfect Flour that gives lasting satisfaction. W. S. CANFIELD Michigan Distributor 411 lonia Ave. S.W. Cor. Wealthy St. GRAND RAPIDS MICHIGAN GRAND RAPIDS KNITTING MILLS Manufacturers of High Grade Men’s Union Suits at Popular Prices Write or Wire Grand Rapids Knitting Mills Grand Rapids, Mich. The Name on the Sack is a Guarantee of its Contents When specifying cement insist that it be the kind with the NEWAYGO PORTLAND CEMENT name— on every sack. You can then be assured that this important part of your construction work is being supplied with material that has proven its worth, one :” +t will readily adapt itself to your job, no matter what problems or complications may arise. Newaygo Portland Cement is not limited in use to the con- struction of buildings. It may be used above or under ground, in or out of water. Its many uses have brought about a universal demand for the cement with a guarantee of uniform quality. Newaygo Portland Cement Co. General Offices and Plant Newaygo, Mich. Sales Offices Commercial Savings Bank Bldg., Grand Rapids, Mich. 32 MICHIGAN TRADESMAN June 28, 1922 Bae mae} ey Bs pete Western Hotel} | PARK-AMERICAN 55 == 2 - ee BIG RAPIDS, MICH. HOTEL : SFHE COMMERCIAL TRAVELEB: Hot and cold running water in Near G. R. & I. Depot ; Se fe 2 e all rooms. Several rooms with i =frer Li = a= bath. All rooms well heated and Kalamazoo cal i => acai | ; 5 well ventilated. yz) me pe A good place to stop. European Plan $1.50 and Up F a= R Ce a American plan. ates reason- S Se 7tE able. ene ERNEST McLEAN, Manager Gabby Gleanings From Grand Rapids. Grand Rapids, June 27—The Phelps House (Greenville) is serving meals a la carte at very reasonable prices. The food is well cooked and the ser- vice is fully up to the average. The only change the average traveler would like to see is the substitution of tex- tile napkins for the paper affairs now in use. Your lack of money may be the fault of circumstances, but your lack of friends is certainly your own. Wild oats make an_ indigestible breakfastfood. Thrift is the key that opens the door to happiness. A man looks run down because of the many bills his wife runs up. Our sympathy and love to Bro. Bleimes of Pinta, No. 9, in his great sorrow. We all want a good funeral—then let us provide for it during life. It is an easy matter to criticise an employe, but it is far better for all concerned to show him the way things should be done. Unless he is abso- lutely worthless his next at empt will register a great improvement over his initial effort. And while we are on this subject it might be well for eriti- cal employes to stop a minute and consider before they criticise the boss. When all is said and done he must know something in order to be the head of the firm. ‘So give him the credit that is due him. Time was when the man who did the most knocking did a pretty good business but let us be thankful that times have changed. The saying that “every knock is a boost” has taken root in the minds of the buying pub- lic and they sheer away from the knocker as they would from a disease. There is good business in Luding- ton for any salesman who can talk in the language of base ball. Most every merchant is a baseball enthusiast and ready to back the home team to the limit. Stores are frequently closed for the afternoon game. Baseball in Lud- ington may yet heal the breach be- tween two political factions. A $60,- 000 libel suit against the mayor last week caused less discussion than did the winning of a game from the Tonia team. Keep away from fault-finding as you would keep away from bad com- panions. Fault-finding is a habit that grows on one unconsciously. No talent, brains or character are required to cultivate it, and yet it will evenitu- ‘ally spell disaster for the man who possesses talent, brains and character, if he comes in contact with it. It breaks up homes and _ disorganizes businesses. Keep away from _ it whether you be employer, employe or customer. You have heard it said that some men can be led but not driven. Well, it is the same way with a customer. Lead them into a purchase by means of courtesy, persuasion and sugges- tion rather than by trying to force them into buying something regarding which they have doubts. The wallop makes a hit with the crowd in the prize ring, but it runs second to cour- tesy and consideration in the re‘ail business. Quite a number of people are leav- ing for Europe to see the battle fields accompanied by couriers. That is nothing. When the boys went over in 717 they were accompanied by con- voys. Jobn Greissell, of Flint, manager of the Tri-State Baking Co., is a very busy man. Of necessity. he does a great deal of traveling between the several branch offices of his company. While in Battle Creek recently he stopped for a shoe shine, intending to make one more call before leaving town. As he glanced at his watch a train pulled into the depot some two blocks distant. Tossing a dime to the shiner whose work was half done John succeeded in swinging aboard the rear car as the train gained speed. “Shoot the luck,’ said he handing up his fare to the waiting conductor, “I left Kala- mazoo not two hours ago, routed for Jackson; my watch is on fast time.” Mrs. J. A. Burr, of Thomas street, landed the largest bass of the season one evening last week while fishing on Rattagan Lake. It was twenty-three inches long and weighed 7% pounds. Mr. Moorman, the taxidermist, is preparing it for a place in “Art” 3urr’s den. When the duck lays an egg she waddles off and forgets the affair com- pletely. When a hen lays an egg she lets the entire world know about it; or, in other words, she advertises. Hens’ eggs are in demand, ducks’ eggs are not. Draw your own. conclusions. Yes, we know it’s an old story, but it always applies. Say what you have to say and make it clear, concise and to the point. Don’t was‘e time with a lot of verbal effusions which mean nothing and which conceal your real meaning. You know what people thought of gas at- tacks during the war. Don’t believe the old saying that “opportunity knocks but once and then is gone never to return again.” Opportunity is on of the greatest little “hangers around” the world has ever known. Granted that she happens to bob up in unexpected places and at unexpected times, the fact remains that she can also be found if you are determined to find her. You know that Napoleon once said that he did not wait for opportunities but created them. The secret of a successful sales talk is knowing when to stop. Although they are spelled quite differently, the name of J. H. Bolen and that of J. D. Boland, are frequent- ly confused. John D., whose home is on Hampton avenue, says he doesn’t ordinarily object to this, even to the extent of paying an occasional bill in- tended for James H., so long as he doesn’t know it, and “Jim” speaks the same of John. Nevertheless careless- ness on the part of some folks leads to embarrassment. Not long ago one of the U. C. T. members, thinking he was talking to his Senior Counsellor began pouring his troubles over the telephone and into the ear of John D.. notwithstanding the latter’s continued protests. Discovering his error when he paused for breath the irate U. C. T. man meekly added: “Oh, Hell; sir, I beg your pardon; just wanted to un- load something.” “You sure did,” re- plied John D.. as they both hung up. Fish may be caught with a hook and line, but it takes real brains and persistence to land an order. It makes all the difference in the world whether persons laugh with one —or at one. WILL F. JENKINS, Manager. HOTEL WHITCOMB St. Joseph, Mich. Buropean Plan Headquarters for Commercial . making the Twin Cities of ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $150 and up EDWARD R. SWETT, Mar. Muskegon t=3 Michigan rated throughout. Cafe and Cafeteria in connection where the best of food is ob- tained at moderate prices. Rooms with running water $1.50, with private toilet $1.76 and $2.00, with private bath $2.50 and $3.00. J. T. TOWNSEND, Manager. CUSHMAN HOTEL PETOSKEY, MICHIGAN The best Is none too good for a tired Commercial Traveler. Try the CUSHMAN on your next trip and you will feel right at home. om lachea ee 8 od i dl One half block fast of the Union Station GRAND RAPIDS NICH HOTEL RICKMAN KALAMAZOO One block from Michigan Central Station. Headquarters U. C. T. Barnes & Pfelffer, Props. CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES } $2.50 up with bath CAFETERIA IN CONNECTION Add Ten Pay Checks SUMMER SCHOOL ZL gris ; JUNE 5, JUNE 19, JULY 5, and JULY 17 are good dates. Why not get the start of the less am- bitious? Why not start earlier and earn $200 more? Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST HANNAFORDS NEW CAFETERIA 9-11 Commerce Ave., or 45 Monroe Ave. For The Past 10 Years Prop. of Cody Hotel Cafeteria 139-141 Monroe St Both Phoru GRAND RAPIDS. MICH enn . foo eata ; NI eee , 9, = RE ree Pa Grate & Morton 7 CHICAGO $395 Fis $7.30 Fi MICHIGAN RAILWAY LINES BOAT TRAIN 9 p. m.—G. R. Time DAILY Day Trip Saturdays BOAT TRAIN 1 p. m.—G. R. Time FREIGHT RATES LOWER MICHIGAN RAILROAD Foot Lyon St., Citz. 4322, Bell M 4470 GRAHAM & MORTON Pantlind Hotel Lobby Citz. 61111 Bell M 1429 Boating, Bathing Birch Lodge Bus meets all trains, Trout Lake, Mich. Fishing, Hunting ROOMS with Duplex Bath $2.00; 3 Short Blocks from Union Depot and Business Center HOTEL BROWNING MOST MODERN AND NEWEST IN GRAND RAPIDS With Private Bath $2.50 or $3.00 ; : sso Lf RRR IERNOSTENNE one ade scsninereepsimanrsonte tt June 28, 1922 MICHIGAN TRADESMAN 33 E. G. Hamel is as happy as a basket of chips over the arrival of a nine pound girl at his residence on Glad- stone avenue. Both mother and child are doing well. Ed. Winchester, accompanied by Richard Kimball and family, are off on a fortnight’s trip through the East, the objective point being New York City. Henry J. Vinkemulder, wife and children left ten days ago for a three weeks’ auto trip through New Eng- land. They expect to spend Sunday in Providence and visit New York, Washington and Baltimore on their way home. Manager Rouse, of the Worden Grocer Company, headed a delega- tion of sixty people on a visit to the Gerber Canning Co., at Fremont, last Saturday. The delegation included, besides Mr. Rouse, the managers of the Kalamazoo and Lansing branches, the credit men and department man- agers of all three houses and_ the traveling salesmen. The party left Grand Rapids about 8 o’clock and arrived at Fremont 10 o’clock. Two hours were spent on an inspection of the canning company, which was pro- nounced one of the most complete of its kind in the country. At 12 o’clock luncheon was served the en- tire party at the community building. After the viands had been discussed, Andrew Gerber conducted the subse- quent exercises as toastmaster and addresses were made by Messrs. Rouse, Phil Fry, Mr. McCarty, Frank Ger- ber, William Cook, H. U. Bigger, G. A. Lindemulder and Richard Pren- dergast. The retail merchants of Fremont were also guests of-the can- ning company on this occasion. The return trip was made between 3 and 5 p. m. and all who composed the party insisted that it was one of the most enjoyable trips of the kind in which they ever took part. Uncle Louie Winterintz, who left Monday for his summer sojourn at Charlevoix, went into a restaurant on Monroe avenue one day last week to satisfy the inner man. After waiting a considerable length of time he be- came impatient, as there was no one to take his order. At last a lone waiter made his appearance and Louie informed him it was a funny way to run an eating place, as he had been sitting there for ten minutes or more waiting. The waiter informed him in a nonchalant way that that was nothing, as he had been waiting in this place for more than seven years and never complained. After giving him the usual glass of water the waiter enquired: “Will you have country sausage on toast?” Louie re- sponded, “No, IT never eat em!” “In that case, sir,’ replied the waiter moving away, “dinner is over.” Louie said he left the place, but lost his appetite and saved his money. John B. Olney. —_~+->____ Biggest Furniture Market Ever Re- corded. Grand Rapids, June 27—The mid- summer furniture market is now on its second week and is going far be- yond any previous season, both in the number of buyers registered and the volume of business secured by the factories and outside lines that are shown in the different exposition buildings. For comparison, the first week of the July market, 1921, regis- tered 503 buyers and buying was done very carefully. The first week of the 1922 mid summer season registered 1047 buyers and these buyers were not lookers but came here intending to buy and right off the bat began placing their orders. It is safe to say that there have been more solid cars booked this year so far than has been done before in the same length of time since the abnormal buying of the war period. : It is hard to say from what section the most buyers are coming because they seem to be coming in from the East, the South and the Middle States in about the same proportion. The arrival sheets of Monday brought in a large number and at the close of June 26 there were registered 1494 buyers. So far there has been but one complaint heard of the hotels not playing square. This complaint came from a salesman who makes this ter- ritory at stated intervals and claims he has stayed at this particular hotel and this time they tried to charge him a rate for a room actually double what he had ever paid before for that room or one equally as good. At this time we will not make public this complaint because we have not the facts in black and white but expect to have it later and will tell more about it. ' During the past week a number of exhibitors have been interviewed and solicited to make contracts for the new furniture exposition building that Chicago says they will have ready for the July market, 1923. How suc- cessful this party has been we cannot say, but it simply proves conclusively that it is up to Grand Rapids to get busy on another building or additions to our present buildings, because lines are being shown this year even in some of our hotels in a limited way. It is expected that the arrival list will drop off the latter part of this week, but it is also expected that the week of July 4 will show a_very large registration. John D. Martin. —_+>>—___ Law Regarding Sale of Caps and Toy Pistols. Holland, June 27—Once in awhile I like to hear myself, and that’s why I would like to ask you if there is a law in Michigan forbidding the sale of cap guns or toy pistols. If so, why do they allow the sale of them to lawless merchants, while those who want to obey the law are deprived of these benefits? H. Vanderwarf. The State law on the subject is as follows: Section 1. The People of the State of Michigan enact, That no person shall sell, give, or furnish to any child under the age of thirteen years, any cartridge of any form or material, or any pistol, gun, or other mechanical contrivance, specially, arranged or designed for the explosion of the same. Sec. 2. Any person violating any of the provisions of the foregoing section, shall be deemed guilty of a misdemeanor. and upon conviction thereof, shall be punished by a fine of not less than ten dollars, nor more than fifty dollars, and costs of prosecution, or imprisonment in the county jail not less than ten days, nor more than ninety days, or both such fine and imprisonment, in the discretion of the court. Sec. 3. It shall be unlawful for any person under the age of thirteen years, to have in possession, or use any of the articles named in section one of this act. (15274) Section 1. It shall be unlaw- ful for any person to sell or keep for sale any blank cartridge, toy pistol, toy gun or toy cannon that can be used to fire a blank cartridge; or to sell or keep for sale or to fire, explode or cause to explode any blank cartidge or bomb; or to sell or keep for sale, or to set off, explode or cause to explode any fire- works containing any picric acid or pic- rates, or substance of a like nature, or any firecracker exceeding two inches in length and three-eights of an inch in diameter or of a greater explosive power than a firecracker of such size containing blank powder only: Provided, That this section shall not apply to illuminating fireworks set off between the hours of seven o’clock in the afternoon and twelve o’clock midnight, excepting those con- taining picric acid or picrates, or sub- stances of a like nature, or to the sale of any article herein named to be ship- ped directly out of the state, or to the sale or use of explosives in the firing of salutes by official authorities, or to the sale or use of blank cartridges for a show or theater, or for signal purposes in athletic sports or by railroads, or to experiments at any factory for the man- ufacture of explosives, or the firing of salutes with cannon on shore or on boats, or to the sale for use or the use by the militia or by any organization of war veterans, or in teaching the use of firearms by experts on days other than holidays. See. 2. Whoever violates any provision of this act shall be punished by a fine not exceeding one hundred dollars or by imprisonment for not more than thir- ty days, or by both such fine and im- prisonment in the discretion of the court. _ oO? A man with something of his own has a fair chance of using that of an- other. Use Care in Investing as Well As Accumulating EN spend years of hard work, coupled with all the common sense and good judgment they can summon, in the management of their busi- ness in order that they may accumulate surplus funds. It would seem natural that they should use the same care and wisdom in the safe and profitable in- vestment of these funds it has taken so long to save. Yet many men seem to forget their habits of clear thinking and sound judgment when it comes to the placing of those funds. Casting discretion to the winds, they fall for tips, accept the word of strangers as gospel truth, and embark blindly on financial ventures. Else how could the American public have lost '$750,000,000 last year in worthless securities! How could the people of Michigan have sunk $25,000,- 000 of savings in 1921 in fake investment schemes! Investigate before investing—ALWAYS. Use the good common sense you employ in your busi- ness. Get the facts first. In the management of your business, you do not hesitate to seek expert counsel. Get straight, unprejudiced advice also, before investing. Gladly, at any time, we will help you get the facts about the security you are considering. Our business is Investments, just as yours is running a store, or whatever your occupation may be. We keep in close touch with financial centers, study the markets, watch investment tendencies. We have in our files or can secure for you promptly late and complete information about any security, and the corporation issuing it, that will enable you to judge whether it is a good investment. Do not hesitate to consult us because you are planning to buy your stocks or bonds elsewhere. We will give you our honest opinion, wholeheart- edly. We are building for the future. We could not afford to give anything but an unbiased opinion. It is to our interest to see that you invest wisely, that you may grow as an investor, and that your funds may be turned into legitimate industrial channels benefiting the nation, rather than lining the pockets of swindlers. PERKINS, EVERETT & GEISTERT CITZ. 4334. — rae BELL,M. 290. ZZ EER Zia A 34 MICHIGAN TRADESMAN June 28, 1922 te! sod Mich. State Pharmaceutical Ass’n. President—George H. Grommet, De- troit. Secretary—L. : tapids. Treasurer—k. E. Executive Committee D. D. Alton and A. J. Middleton, Grand Faulkner, Middle ville. Skinner Mille r. Michigan Board of Pharmacy. Members—James E. Way, Jac kson; Chas. $8. Koon, Muskegon; H. H. Hoff- man, Sundusky; Oscar W. Gorenflo, De- troit; Jacob C. Dykema, Grand Rapids; J. A. Skinner, Cedar Springs. President—James E. Way, Jackson. Seec’y and Treas.—C harles S. Koon, »-Muskegon. : : Director of Drugs and Drug Stores-— He ‘A. Hoffman, eure: The eieeae Value - on ‘Wale sale Salesman. The wholesale salesman is the repre- sentative of the wholesale “house” and personified in the eyes The impression made is the “house” of the retailer. by the salesman should be representa- tive of the composite impression w hich would be the result of super- imposing the relative qualities of all the depart- ments and attributes of the “house” upon each other. A Congressional district could no more dispense with the services of its Senator than could the wholesale “house” eliminate its salesmen. The wholesale salesman brings the retailer into close alignment with the various services of the “house,” with the resultant mutual satisfaction and greater efficiency in the relations of the two concerned parties. But most of all he puts humaness into the relations and gives his “house” a living organization in- terested the affairs of the retailer in the most practical manner, that of increasing sales. The wholesale sales- man is a moving, living, breathing, item of advertising, a sort of glorified “sandwich man” since he carries the imprint of the policies of his ‘ ‘house,” and as such his upkeep is essentially to be classed with the advertising ac- count. When he pays the retailer a visit, he thereby saves to the retailer the hours which would be consumed by a per- sonal visit to the wholesale “house.” He also frequently saves, .n addition, the anxiety, dissatisfaction and bad temper arising from attempts to con- duct by correspondence or telephone those delicate, little transactions which really require the magical touch of personal contact for a satisfactory solution; such things as veracity re- garding imperfections in goods, ex- tension of credit preferances in regard to types and grades of goods, etc. Misunderstandings are at the bottom of most differences between wholesaler and retailer and readily dissipate un- der the bland, just treatment of the average salesman. The retailer is frequently indebted to the wholesale salesman for advance information regarding the popularity being evidenced by the buying public for new products. The enterprising retailer will act upon this information by conservatively stocking up in ad- vance of the demand and thus be in a position to enjoy the “cream” of the demand. As a distributor of outside trade in- formation of a non-confidential nature the wholesale salesman is of frequent service to the retailer. This informa- tion is especially valuable since it is than by the regular channel of the trade journal. The new received earlier business brought to his house by a wholesale salesman is per- manent under good and just treat- aud is retained by the “house” larger than business created by print- ed adyertising. This new business is usually retained by the “house” long after the salesman retires (if he ever ment does) since the salesman cements the bonds far more firmly than can the printed page. The normal man likes to do business with a friend, one whom he knows personally, and a business “house” is quite too impersonal to represent even a mediocre substitute for the salesman. The manufacturer is indebted to the wholesale salesman for bringing his products to the attention of the re- tailer. Even if that attention is but fleeiing, owing to the numerous prod- ucts handled by the wholesale “house,” it is positively complementary to the efforts of the sales organization of the manufacturer. In spite of thorough and wide advertising of a product by iis manufacturer, first information of the wave of popularity is usually re- ceived by the retailer via the whole- sale salesman and the retailer thus permitted to entrench his stock against the attacks of consumers well in ad- vance of the wave. The wholesale salesman thus directly benefits the manufacturer, although no case is on record where the wholesale “house” has rendered a bill to the manufactur- er for the services of its salesmen. The power of suggestion is fre- quently irresistable. After reading the repeated advertisement of a mer- itorious product and receiving the sporadic demands which initially arise from an advertising campaign, the re- tailer is already favorably inclined to put in a moderate supply of the prod- uct. The wholesale salesman frequent- ly adds the “last straw” in such cases represented by favorable comment on the popularity of the product, with the result that the retailer is led to make the decision to stock up conservatively against a likely demand, and the whole- sale salesman has once more proven himself a doughty ally and adjuvant to printed advertising. The whole- sale salesman gives life to printed ad- vertising. The adverage salesman would inject life into a stone Buddha. Who ever saw a lugubrious salesman? And so the wholesale salesman gives to printed advertising the personal ap- peal which is so much more effective than the cold, lifeless apeal of the printed page. The public are the debtors of the wholesale salesman since he gives them what they want. How? Did you ever attempt to buy a heavily ad- vertised product the first few days it was advertised? Try it. The result will be enlightening. If the merchant had responded to the information and suggestions of the salesman of the manufacturer supported by the whole- sale salesman you would not have gone away disappointed. The interest of the buying public is difficult to sustain, and if failure results from the first attempt to purchase an advertised article it is folly to expect the public to persist in its efforts to obtain the article. Any persistance connected with the establishment of a new prod- uct upon the market must be shoul- dered by those vitally interested in establishing the product; not by the public. The sales efforts of the wholesale salesman of strong economic value because complementary with modern “business-getting” or advertising prac- tice and crucial changes in that prac- tcie will be necessary to alter the status and economic value of our es- timable friend and useful member of society, the “Wholesale Salesman.” Geo. E. Ewe. —_——_2-._____ A Blessing. The following card of thanks re- cently appeared in a Kansas paper: “T wish to thank the city authorities for quarantining my family and me for three weeks recently because one of them had smallpox. During that time my wife caught up with her sew- ing; we had three square meals a day, as no one came in and she was not permitted to leave; we enjoyed three weeks of good night’s sleep; and best of all, a cousin with four children had arranged to visit us, saw the small- pox sign on the door, and left town so scared she will never come back again. So for these and other bless- ings we are very thankful for the quarantine.” —_ +22 Our life to-morrow is what we plan to-day, if we but persevere and do what we say. Removing Rust From Instruments. Among the methods recommended for the removal of rust from instru- ments is that of placing the instru- ments overnight in a saturdated solu- tion of zinc chloride. The rust dis- appears through reduction. A solu- tion of tin chloride may be similarly employed. On removing the instru- ments, rinse them in clear water, place in a hot soda and soap solution, and dry. Some years ago one of our foreign exchanges published the fol- lowing method for the prevention of rust: Dissolve one part of paraffin oil in 200 parts of benzine. Wash the instruments dry in a current of warm air, and dip them into the fore- going solution, moving the different parts (scissors, tongs, etc.), and then lay on a plate in a warm room to dry. It is also stated that instruments or other articles of polished steel, iron, nickel, etc., will remain indefinitely unattacked by rust or corrosion if left in a 2 per cent. aqueous solution of either carbonate or bicarbonate, benzoate or borate of sodium. Dr. Marechal of Anvers states that al- though sodium benzoate is insoluble in alcohol, if the articles be placed in that liquid in the presence of the benzoate, they will never rust. ——_.->—___ Window displays make sales when they emphasize one point forcibly rather than when they present many points without emphasis. —_~.>.->—_———_- The coldest feet can be cured with a little success mixed with self-confi- dence. Store and Window AWNINGS made to order of white or khakl duck, plain and fancy stripes. Auto Tents, Cots, Chairs, Etc. _ Send for booklet. CHAS. A. COYE, Inc. GRAND RAPIDS, MICHIGAN The Resorters Are Coming They will want GOOD CANDY There is none better than GA” on Jowney’s so get stocked up early before the rush is on. Putnam Factory, Grand Rapids, Michigan [orem June 28, 1922 MICHIGAN TRADESMAN 35 . * + . : u al s The Milk of Human Kindness. cist make it easy for the weary lady Wholesale Drug Price Current Human kindness is never dead stock Customer whose nerves are unstrung, in a pharmacy. All other things being thinking for her when she is evident- Prices quoted are nominal, based on market the day of issue. equal it is the human furnishing of a ly not in trim to think for herself? Acids Almonds, Sweet, cue Tinctures . : “M ; 5:7? j is m no i drug store that will bring the scales My best for my customers; ” 1s his Phe — -- aan . amber croda 3 as? Aconite AEE @} 80 down ou the profit side. A bu of Mawritten slogan. A Biaciune gun oo ae 26 Amber, rectified 2 250? 80 Arnieg — o: § : : : : : Parpole ooo nine @l & nica ~------~-~ kindness, a pleasant word for Jimmie would hardly keep folks aay oe 60@ 65 Bergamont ---. 8 00@8 a5 feneteuss Cee oi 35 to-day, will be a magnet for his feet some drug stores where kindliness and Muriatic ..... 9%4@ 8 Gorse 3 ora 1p Benzoim _.____ @2 10 to morrow when his mother says: human sympathy are on tap! Niteig, 22000 9@ 15 ae 5" nei eet 7 Geena — a Se . : Yedar Leaf .—— @ié Aa Soo 3 “Run down to a drug store, Jimmie, Clerks, - well as Customers, 4p- oe Toa aE saa ‘ Citronella —------ 85@1 10 cauce -— es po and get this prescription filled.” She preciate kindliness; does not kindli- qortaric _..__. 40@ 60 a " < P+ Catechy 1 75 may say, “a drug store,” but Jimmie "€SS cement clerks to the pharmacy? Cod Liver ------ : ee te Coiehferen ae 1 80 . one ae Croten: _.. 5@2 be ee rer is thinking of “the drug store,” the The clerks who do not appreciate Ammonia Cotton Seed ---- 1 26@1 35 Digitalis pehiety: Si 80 place where the clerk had a fellow kindly treatment are as scarce as the Water, 26 deg. — 10@ 18 moe meee o acai << Genus 1 35 feeling for him when that stonebruise proverbial hen’s teeth. Human nature ache u ~~ - cae . Bucalyptus | ———— pat «¢ oa F Gt “ i 1 ive, y . ’ eg. —- emlock, pure 60@l ib Roo co p2 of his was on a rampage—remember- 8 responsive, you are apt to get out Carbonate __. 22@ 26 Juniper Berrics 3 00@3 25 wa G” 95 ed just how they used to feel when he was a barefoot boy! Here is a lady customer who is mak- ing generous purchases. This is her second visit to the store. On the day of her first call she was suffering from toothache and the kindly phar- macist gave her more than medicine or advise—he gave her sympathy. She has not forgotten that he said: “Madam, I want to do the best that I can for you for I know just how a toothache feels. So the thought of his kindliness has proved to be a magnet for her feet for she has walk- ‘ed serenely past three perfectly good drug stores to invest her dollars with the kindly pharmacist. Folk, as well as cats, come back; that is, if they have the ghost of an excuse for so doing. Medicines may be as alike as peas in a pod in the competing phar- machies, but no two sets of pharma- cists and clerks are alike—if you can- not purchase different medicines at different pharmacies you can at least get different treatment and register different impressions. The irritable, snappy, grouchy drug- gist is only headed for the business scrap heap by the toboggan route! The kindly druggist is a business road smoother. Does not such a pharma- of your clerks just what you put in. Wants have a habit of mysteriously multiplying when you make trading easy by kindly thought for customers and by consideration of their best in- terests. A customer may come in with a ten cent want and develop two dol- lars worth of needs—when you add kindness you multiply trade, when you give human-nature interest you reap pharmacy-principal. Common kindness and uncommon customer consideration are trade winners George W. Tuttle. ——_—__2>2.. Chain Drug Stores in the United States. There are to-day approximately 200 more chain drug stores in the United States than in May, 1920. Fourteen leading chains, operating twenty-five stores in 1900, now sell to the public through 501 stores. The chain move- ment in America is apparently a growing one, and information concern- ing it should be of interest to phar- macists generally. The Liggett chain is still the largest in the field, having grown from 211 stores in 1920 to 229 now—or, including 630 Boot’s Chem- ists’ Shops operated in England by Liggett’s International, Ltd., the Lig- gett’s interests control nearly 1,000 stores. 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 the Specialty Co., of Grand Haven. We have placed since Jan. 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. Fountain 1, 1922, over Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Chloride (Gran) 10@ 20 Balsams Copaiva 2... 60@1 00 Fir (Canada) 2 50@2 75 Fir (Oregon) --. 60@ 80 Peru 3 25@3 60 Tela) 2 1 00@1 20 Barks Cassia {ordinary) 25@ 80 Cassia (Saigon) 50@ 60 Sassafras (pw. 65c) @ 50 Soap Cut (powd.) 0G) 165@ 20 Berries Cubeb 2 1 75@1 85 ORT 25@ 36 Juniper —... 2. 7@ 16 Pricky Ash ..... @ 80 Extracts Licorice ~........ 60@ 65 Licorice powd. -. 70@ 86 Flowers Arnie, ..... — T@ 80 Chamomile (Ger.) 50@ 60 Chamomile Rom 765@1 26 Gums Acacia, Ist ...__. 66 55 Acacia, 2nd -... 46 50 Acacia, Sorts -.. 20 25 Acacia, powdered 30 85 Aloes (Barb Pow) 25 35 Aloes (Cape Pow) 25@ 35 Aloes (Soc. Pow.) 70@ 175 Asafoetida ------ 65@ 7b POW. -.23.. 1 00@1 25 Camphor _.._-_ 112@1 165 Guaiae —_.2.- @ 9 Guaiac, ow’d___ @1 00 Bing 22 5 Kino, powdered_ @ 8 VET 10 Myrrh, powdered 76 Opium —__..__. 9 00@9 40 Opium, powd. 10 65@11 00 Opium, gran. 10 oe 00 Shellac ..-__._._ 1 16 Shellac Bleached 1 09g 20 Tragacanth -.-. 3 25@3 76 Tragacanth, pw. 2 75@3 00 Turpentine -... 25@ 380 Insecticides Arsenic ..._.__. 09144@ 20 Biue Vitriol, bbl. @07% Blue Vitriol, less 8@ 15 Bordeaux Mix Dry 14@ 29 Hellebore, White powdered ----.. 20@ 30 Insect Powder -. 45@ 76 Lead Arsenate Po. 29@ 31 Lime and Sulphur Dry... 09344@23% Paris Green --.. 30@ 43 Buchu ......._ 1 75@1 90 Buchu, powdered @2 00 Sage, bulk --.... 67@ 170 Sage, % loose — 72@ 78 Sage, powdered_. 55@ 60 Senna, Alex. --. 75@ 80 Senna, Tinn. --. 30@ 385 Senna, Tinn. pow 25@ 85 Uva Ursi -----. 20@ 26 Olls Almonds, Bitter, trie =... - 10 50@10 75 Almonds, Bitter, artificial --— Almonds, Swete, tee 2... 1 00@1 35 2 60@32 15 Juniper Wood Lard, extra ---- Lard, No. 1 Lavendar Flow 5 00@6 25 Lavendar Gar’n a es 00 et et co as So nn - ~] on Eemon 3. __-— 75@2 00 Linseed Boiled bbl @_ 95 Linseed ae less 1 02@1 10 Linseed, raw, bbl. @ 93 Linseed, ra., less 1 00@1 08 Mustard, artifil, oz. @ 50 Neatsfoot ~----- 1 16 3 Olive, pure ---- 3 75@4 76 Olive, Malaga, yellow -—--—— 2 76@3 00 live, “Maia a, — en oo, 2 75@3 00 Orange, Sweet 6 00@5 26 Origanum, pure @2 50 Origanum, com’l 1 00@1 20 Pennyroyal ---. 2 50 2 75 Peppermint ---. 3 00@3 25 Rose, pure -- 12 00@ié 00 Rosemary Flows 1 50@1 75 Sandalwood, EH. L _--. 10 59@16 76 Sassafras, true 1 50@1 80 Sassafras, arti’l 1 aa 25 Spearmint ------ 3 76 Sperm —___ 2 40@2 60 AREY oe 15 00@15 2: Tar USr —_..-_ 50@ 65 Turpentine, bbl. -- @1 72 Turpe ntine, less 1 79@1 87 WwW Ee tergreen, af 6 50@7 00 wintesaraen, sweet Hireh 8 Boge 60 Wintergreen art 80@1 10 Wormseed —---- 6 50@6 7d Wormwood _. 17 00@17 25 Potassium Bicarbonate ---- 35@ 40 Bichromate ------ 15@ 25 Bromide --------- 35@ 45 Carbonate -.---- 30@ 35 Chlorate, gran’r 23@ 30 Chlorate, powd. : Or sta) -..--- 16@ 25 Cyanide — __ 35@ 650 Fodide 2... 4 07@4 13 Permanganate -. 25@ 40 Prussate, yellow’ 45@ 66 Prussiate, red_-- 65@ 15 Sulphate ------- 35@ 40 Roots Alkanet @ 40 Blood, powdered. 30@ 40 Calamus —.....__ cote 66a Elecampane, pwd 25@ 30 Gentian, powd... 20@ 30 Ginger, African, powdered --~.-- 23@ 30 Ginger, Jamaica 52@ 60 Ginger, Jamaica, : powdered ---. 42 50 Goldenseal, pow. 5 50@6 00 Ipecac, powd. -. @3 00 Tacerieg. =... 40@ 45 Licorice, powd. 25@ 30 Orris, powdered 30@ 40 Poke, powdered 30@ 35 Rhubarb, powd. 1 15@1 25 Rosinwood, powd. 30@ 35 te mene ground - ..-- 25@1 40 Gaeanrartiin as, ground .:...._. 70 Squula 2. 40 Squills, powdered ne 70 Tumeric, powd. 20 Valerian, powd. aA 60 Seeds Anise 2 33@ 36 Anise, powdered 38@ 40 Bie ls 13@ 15 Canary 2. 9 a Caraway, Po. .80 20@ Cardamon --... 1 50@1 ib Celery, powd. .45 .35@40 Corlander pow. .25 br 20 Dt 2 10@ 20 Fennel ......._.- 18@ 25 Riax 2. 08%@ 13 Flax, ground — _. 081%@ 13 a pow. ee 16 pp Powd. _-__ @ 1 50 Mustard, yellow 10@ 16 Mustard, black —- 15@ 20 Poppy | 2... 30@ 40 Quince @2 26 Rane ....-- 15@ 20 Sabadilia 2 626@ 663e Sunflower —,--~-- 10@ 15 Worm American 30@ 40 Worm Levant ------ @3 00 @ Iodine, Colorless @1 60 en, Cho. u.] 1 35 Rime 2 1 40 Mvirn. oo @2 60 Nux Vomica --_ @1 55 Cnn @3 50 Opium, Camp. —- @ % Opium, Deodorz’d @8 50 Rbwharh oo. @1 70 Paints Lead, red dry 12%@ 13 Lead, white dry 12%@ 13 Lead, white oil 12%@ 13 Ochre, yeilow bbl. 2 Ochre, yellow less 24%@ _ 6 Putty 2. 5@ 8 Red Venet’n Am. 3%@ 7 Red Venet’n Eng. 4@ 8 Whiting, bbl. --. @ 4% White 64%@ 10 lL. HH. ©. Prep. 2 oo: 75 Rogers Prep. —-. 2 50@2 75 Miscellaneous Acetanalid -—..-.. 65@ 75 aAlngm ou O8@ 12 Alum, powd. and ground: 2... 0o9@ 16 Bismuth, Subni- otiete oo 2 91@3 08 Borax xtal or powdered -... 7%@ 13 Cantharades, po 1 75@8 00 Galome!l 2. 1 _— 40 Capsicum __... 40@ 45 Carmine 6 00@6 60 Cassia Buds --.. 25@ 30 Cives ..uo 60@ 56 Chalk Prepared re 16 Chloroform —... 5 65 Chloral Hydrate 1 ig 85 Coraine. -..... 9 25@10 25 Cocoa Butter .... 5g 7 Corks, list, less 40@50% Copperas _........ 3@ 10 Copperas, Powd. 4@ 10 Corrosive Sublm 1 11@1 30 Cream Tartar -.. 37@ 46 Cuttle bone .-. a . o Dextrine 5 Dover's Powder 3 rit oo Emery, All Nos. 8 10 Kimery, Powdered_ s% Hpsom Salts, bbls. Kpsom Salts, less 149 3 Ergot, powdered 1 75@2 00 Flake White ---. 15 20 Formaldehyde, lb. 13@_ 20 Gelatine —.... 1 30@1 60 Glassware, less 55%. Glassware, full case 60%. Glauber Salts, bbl. @03% Glauber Salts less 04 10 Glue, Brown — 21 30 Glue, Brown Grd 124% z Glue, White _... 20 Glue, White Grd. 30 35 Glycerine ee ao 30 Move oo 65@ 76 fodine 9 5 78@7 24 Jodoiorm 2-1 6 75@7 20 Lead Acetate -. 18@ 26 Lycopedium ~.-- 1 50@1 75 Mace ..... 76@ 80 Mace, powderes 95@1 00 Menthol Morphine ----— ? T5@S 80 Nux Vomica ---- Nux Vomica, pow. 23 30 Pepper black pow. ee Pepper, white _ 40@ 45 Pitch, Burgundy ig 15 Quassia oo 16 Quinihe § —...... __ 82@1 43 Rochelle Salts -. 30@ 40 Saccharine --._-. 30 Salt Peter --_-. 11@ 322 Seidlitz aoe ep - Soap, gre be 3 Soap mott Cunt , 22% — white cas i Gre Ge eae. white castile less, per bar oe @1 50 Soda Agh 04@_ 10 Soda Bicarbonate 344@10 Seda, Sal —...... 2%@ 08 Spirits Camphor 1 35 Sulphur, roll --. 04 10 Sulphur, Subl. —- ss 10 Tamarinds ~---. 25 Turpentine, Ven. Vanilla Ex. pure 1 76@2 25 Witch Hazel — 1 47@2 00 Zinc Sulphate — 06@ 16 MICHIGAN TRADESMAN June 28, 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 cei at date of ee ADVANCED | Sardines Lamb Fruit Jars Gasoline Veal AMMONIA CANNED FRUIT. CANNED VEGETABLES. Arctic Brand 16 oz., 2 doz. i per doz. [xX iy, 3 doz., 12 oz. Parsons, 3 doz. small 5 00 2 doz. med. adoz., ige. Parson, 2 Parsons, 2 AXLE GREASE 10 lb. pails, 15 lb. pails, 25 lb. pails, per doz. in carton, 1 4 05 4 35 6 70 8 20 per doz. 11 20 per doz. 17 70 BAKING POWDERS Calumet, 4 0oz., doz. 97% Calumet, 8 oz., doz. 1 95 Calumet, 16 oz. ,doz. 3 35 Calumet, 5 lb., doz. 12 76 Calumet, 10 Ib., doz. 19 00 K. C., 10c, doz, 95 K. C., 20c, doz. ---- 1 85 . C., 26e, doz. ---- 2 35 K. C., 5 Ib., doz. ---- 7 00 Queen Flake, 6 0z. -- 1 36 Queen Flake, 50s, kegs Mg Royal, 10c, doz. ------ Boral 6 oz., doz. -- 2 70 Royal, 12 oz., doz.-- 5 20 Royal, 5 Ib. -----—---- 31 20 Rumford, 10c, doz. -- 95 Rumford, 8 oz., doz. 1 85 Rumford, 12 oz., doz. 2 40 Rumford, 5 lb., doz. 12 50 Ryzon, 4 02., doz. 8 oP Ryzon, 8 0oz., doz. —- 2 26 Ryzon, 16 oz., doz. -- 4 05 Ryzon, 5 lb. -------- 18 00 Rocket, 16 oz., doz. 1 25 BLUING Jennings Condensed Pearl C-P-B “Seal Cap” 3 doz. Case (lbc) ---- 3 75 BREAKFAST FOODS Cracked Wheat, 24-2 4 . Paraffine, Paraffin Cream of Wheat ---- 75 Pillsbury’s Best Cer’l 2 20 Quaker Puffed Rice-- 6 45 Quaker Puffed Wheat 4 30 Quaker Brfst Biscuit 1 90 Ralston Purina ------ 4 00 Ralston Branzos ---- 2 710 Ralston Food, large -- 3 60 Ralston Food, small_- 2 90 Saxon Wheat Food -- 4 80 Shred. Wheat Biscuit 3 85 Post’s Brands. Grape-Nuts, 248 ----- 3 80 Grape-Nuts, 100s ---- 2 76 Postum Cereal, 128 -- 2 25 Post Toasties, 36s -- 2 85 Post Toasties, 24s -- 2 85 BROOMS a No. 4, 4 String ------ Standard Parlor 23 Ib. 5 50 Fancy Parlor, 23 lb.-- 7 00 Ex Fancy Parlor 25 Ib 8 50 Ex. Fey, Parlor 26 lb P “ Toy --------------—-- Wiisk, No 3 2 25 Whisk. No. 1 -------- 3 00 BRUSHES Scrub Solid Back, 8 in. ---- 1 50 Solid Back, 1 lin --- 1 75 Pointed Ends -------- 1 25 Stove Na 4 2 2 8 No: 2 1 365 Shoe Ne 6 90 No 8 Mo 8 2 00 : BUTTER COLOR Dandelion, 25c size -- 2 85 Nedrow, 3 oz., doz. 50 CANDLES Hlectric Light, 40 Ibs. 12.1 Plumber, 40 Ibs. —----- 12.8 ug 40 Apples, 3 lb. Standard 1 75 Applies, No. 10 _--_. 5 50 Apple Sauce, No. 2. 2 85 Apricots, No. Apricots, No. v4 Apricots, No. 2% 2 25@3 50 Apricots, No. 10 9 wars 20 Blueberries, No. 2 59 Blueberries, No. 19. 15 00 Cherries, No. 2-3 00@3 50 Cherries, No. 2% 4 00@4 95 Cherries, No. 10 ._-. 15 00 Loganberries, No. 2 .. : 00 Peaches, No. 1 Peaches, No. 1, Sliced i 40 Peaches, No. 2 75 Peaches, No. ox, Mich 2 60 Peaches, 2% Cal. 3 00@3 76 Peaches, No. 10, Mich 7 75 Peaches, No. 10, Cal. 10 50 Pineapple, 1, slic. 1 60@1 76 Pineapple, No. 2, slic. 2-80 Pineapple, 2, Brk slic. 2 26 Pineapple, 2%, sliced 3 90 Pineapple, No. 2, crus. 2 25 Pineap., 10, cru. 7 we 00 a 4 ited 00 2 25 Pears, No 2 os 265 Pears, No. 2% ------ 4 26 Plums, No. 2 ----—-— 2 25 Plums, No. 2% --__-_- 3 00 21% 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. 3 80 Clam Bouillon, 7 0oz._ 2 60 Chicken Haddie, No. 1 2 75 Fish Flakes, small -- 1 35 Cod Fish Cake, 10 oz. 1 85 Cove Oysters, 5 oz. -- 1 45 Lobsters, No. %, Star 4 50 Lobster, No. %4, Star 2 75 Shrimp, No. 1. 7 2 ib Shrimp, No. 1 75 Sard’s, % On, Pag " 25@4 75 Sardines, 14 Oil, k’less 3 85 Sardines, % Smoked 7 00 Sardines, % Mus. 3 85@4 75 Salmon, Warrens, %8 2 75 Salmon, Warrens, 1 lb 4 00 Salmon, Red Alaska. 2 85 Salmond, Med. Alaska 2 00 Salmon, Pink Alaska 1 45 Sardines, Im. %, ea. = Sardines Im., %, Sardines, Cal. -. 1 16@2 3 Tuna, %, Albocore ~ 90 Tuna, %4, Nekco ---. 1 66 Tuna, %, Regent -- 2 26 CANNED MEAT. Beef, No. 1, Qua. sli. Beef, No. 1, B’nut, sli. Beef, No. B’nut sili. Beefsteak & Onions, 18 3 35 Chili Con Ca., 1s 1 35@1 45 Deviled Ham, %g _.. 2 20 Deviled Ham, %s --- 3 60 Hamburg Steak & Qnions, No. 1 —_._ 8 15 Potted Beef, 4 oz. --. 1 40 Potted Meat, 4 Libby 50 Potted Meat, % Libby 90 Potted Meat, % Rose 80 Potted Ham, Gen. % 2 16 Vienna Saus., No. % 1 35 Veal Loaf, Medium ~— 2 30 Derby Brands In Glass. Ox Tongue, 2 th. ..__ 18 - Sliced Ox Tongue, % Calf Tongue, No. 1_- Lamb Tongue, Wh. 1s Lamb Tongue, sm. sli. Lunch Tongue, No. 1 Lunch Tongue, No. % Deviled Ham, Vienna Sausage, sm. Vienna Sausage, Lge. Sliced Beef, small -- Boneless Pigs Feet, pt. Boneless Pigs Feet, qt. Sandwich Spread, % Bacon, Med. Beechnut 2 40 Bacon, Lge. Beechnut 4 25 Bacon, Large, Erie -- 2 26 Beef, No. 1, Corned ~~ 2 70 Beef, No. i, Roast ~~ 2 70 Beef No. 2 Rose Sli. 1 75 Beef, No. %, Qua. sli. 22 5 3 DS OOS FDS OO Co OT tO OT pf o a Baked Beans. Beechnut, 16 oz. --_ 1 85 Campbells —______.___ 25 Climatic Gem, 18 oz. 95 Fremont, No. 2 — 1 16 Snider, No. 1 — _ 9d Snider, No.. 2 .-— _ Van Camp. Small ___- Van Camp, Med, — i a Asparagus. Green tips ~-. 3 9u 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 76 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 ye 76 Beets, No. 3, cut 1 40 210 Corn, No. 2, Corn, No 2 Corn, No. 2, Fan 1 60@2 25 2, Fy. glass ; 25 Corn, No. Corn, No, 1 Hominy, No. 3 1 15@1 35 Okra, No. 2, whole -. 1 90 Okra, No. 2, cut ..._. 1 60 Dehydrated Veg Soup 90 Dehydrated Potatoes, Ib 45 Mushrooms, Hotels -. 38 Mushrooms, Choice —.- 48 Mushrooms, 6 Peas, No. 2, E.J. 1 26@1 80 Peas, No. 2, Sift., No. 1, Jume 2 1 60@2 10 Peas, No. 2, Ex. Sift. mM. 9. coe 1 90@2 10 Peas, Ex. Fine, French 32 P umpkin, No; 3 = : 60 Pumpkin, No. 10 --- 76 Pimentos, 4%, each is@is Pimentoes, %, each _ 27 Sw’t Potatoes, No. 2% 2 15 Saurkraut, No. 3 ---. 1 86 Succotash, No. 21 60@2 36 Succotash, No. 2, glass 3 45 Spinach, No. 1 35 _<--——e Spinach, No. 2 1 385@1 50 Spinach, No. 3 2 15@2 25 Spinach, No. 10... 5 75 Tomatoes, No. 2 1 45@1 65 Tomatoes, No. 3 1 90@2 25 Tomatoes, No. 2, glass 2 86 Tomatoes, No, 10 ---. 7 00 CATSUP. B-nut, Large —---— —_ 295 B-nut, Small -------- 1 80 Fraziers, 14 0z. ._. 2 25 Libby, 14 oz. ---- 2 90 Libby, 8 oz. —.___- 1 90 Van Camp, 8 oz. ---. 1 90 Van Camp, 16 oz. —- 3 15 Lilly Valley, pint -. 2 95 Lilly Valley, e Pint 1 80 CHILI SAUCE. Snider, 16 -- __..... 6 BD Snider, 38 oz. ——-——_—- 35 Lilly Valley, % Pint 2 40 OYSTER COCKTAIL. Sniders, 16 oz. ~----- 3 50 Sniders, & 0Z. ------- 35 CHEESE. Roauetort 2... 85 Kraft “mail Kraft American tina .... 1 1 small tins — : 40 2 Chili, small tins ---- 1 40 Pimento, Roquefort, small tins 2 25 Camembert. small tins Brick 2. 20 Wisconsin Flats ~----- 21 Wisconsin Daisy ---- 21 Tongnorm —..—----_- 22 Michigan Full Cream 20 New York full cream 238 Sap Sago ——--.-_---_- 48 CHEWING GUM Adams Biack Jack ---. 65 Adams Bloodberry ---- 65 Adams Calif. Fruit ---- 65 Adams Chiclets ------ -- 66 Adams Sen Sen ---..--- 65 Adams Yucatan ---.--- 65 Beeman’s Pepsin ----— 65 Beechnut —..____ =. 40 Doublemint -—----------- 65 Juicy Fruit -__________ 65 Peppermint, Wrigleys-- 65 Sapota Gum_------ 1 26 Spearmint, Wrigleys . ao 4 Spic- Spans Mxd Fiavors 6 Wrigley’s P-K -.----— HH Zeno CHOCOLATE. Caracas, %8 -- 36 Caracas, %s --- 33 Premium, %s ~~ 36 Baker, Premium, 4s -- 32 Baker, Premium, %8 -. 32 Hersheys, Premium, 48 36 Hersheys, Premium, %8 36 Runkle, Premium, %%8- os Runkle, Premium, %s- 3 Vienna Sweet, 248 -.1 16 Baker, Baker, Baker, COCOA Bakers %s _.....--._.._ 40 Batters 8 42 Bunte, %8 -----_-__.__- 43 Bunte, % ib. 2-2... 35 Bunte, iS. cL 32 Droste’s Dutch, 1 Ib._. 9 00 Droste’s Dutch, % Ib. 4 75 ° Droste’s Dutch, %& ib. 2 00 Herseys, %8 3 Hersheys, %s Huyler Lowney, %8 Lowneys 4s Lowney, %8 Lowney, 5 Ib. Van Houten, Van Houten, COCOANUT Ys, 5 lb. case Dunham 50 5 lb. case 48 %s & %s, 15 lb. Bulk, barrels 96 2 oz. pkgs., per case 8 09 48 4 oz. pkgs., per case 7 00 CLOTHES LINE Hemp, 50 ft. .._...-_ 60 Twisted Cotton, 50 ft. 2 10 Braided, 50 ft. —__.-- 3 25 Sasn Cord ..-.-- 4 00 COFFEE ROASTED Bulk Bio 2 % Santos 22 23@24 Maracaibo 26 Guatemala _.____._.____ 26 Java and Mocha ----- 39 Bovota .- 27 Peanerry ..2. 26 McLaughlin’s XXXX McLaughlin's XXXAX 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 _-.. ot Frank’s 50 pkgs. ---. 4 25 Hummel’s 60 1 Ib. ~- 09% CONDENSED MILK Bagie, 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 40 Carolene, Baby ------ EVAPORATED MILK Carnation, Tall, 4 doz. 4 50 Carnation, Baby, 8 dz 4 40 Every Day, Tall ---- 4 50 Every Day, Baby ---- 30 Gosnen, Tall __._____ 4 25 Goshen, Gallon ----.-- 4 25 Oatman’s Dundee, tall: 486 20 4 50 Oatman’s Dundee, baby, Boe 4 40 Pet, Tal oo 4 50 Pet, Baby, 8 oz. ---- 4 40 Silver Cow, Tall ---- 4 50 Silver Cow, Baby --- 4 40 Van Camp, Tall ---. 4 50 Van Camp, Baby ---- 3 30 White House, Tall —_ 4 25 White House, Baby - 4 00 CIGARS Worden Grocer Co. Brands Harvester Line. Kiddies, 100s __---~- 37 50 Record Breakers, 50s : 00 Delmonico, 50s —----- 00 Epicure Panetela, 50 . 00 Perfecto, 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, Fila. Specials, 50s ------ 00 Diplomatics, 50s -- 95 00 Bishops, 508 ------- 115 00 Rosa, 50a. 125 00 Orig Favorita, 50 --_ 135 00 Original Queens, 50s 150 00 Worden Special, 25s 185 00 A. S. Valentine Brands. Victory, 50, Wood -- 75 00 DeLux inv., 50, Wd. 95 4 Royal, 25, Wood __ 112 0 Abram Clark, 50 wd 58 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, 258, Wd 140 00 Ignacia Haya Extra Fancy Clear Havana Made in Tampa, Fla Delicades, 50s 11 Manhattan Club, Bonita, 50. 2. Queens, -25s _----..-140 00 Perfecto. 25s ...--._ 185 00 Corono, 26s =.) 240 00 Starlight Bros. La Rose De Paris Line 65 0 Coquettes, 50s Caballeros, 50s ---_-- ae 00 Rouse, 60s ~-----_--- 5 00 Peninsular Club, 25s 160 06 “Chicos, 258 - 32 150 00 Palmas, 208 2, 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 BE!) Overture, Ology, 50s 50s, foil 75 On See 58 00 Our Nickel Brands New Currency, 100s__ 36 00 Iiopa; 1008) 20: 35 00 New Pantella, 100 -. 37 50 Cheroots Old Virginia, 100s _. 23 50 Stogies Home Run, 50, Tin 18 50 Havana Gem, 100 wd 26 00 Dry Slitz, 100s ~---._ 26 50 CIGARETTES. One Eleven, 15 in pkg 96 Beechnut, 20, Plain __ Home Run, 20, Yankee Girl, Sunshine, 20, Red Band, 20 Plain, —- Stroller, 15 Plain 20, Plain Piain __ AAAnOND oe o in pkg. 96 Nebo, 20, Plain —--~~- 7 00 Camels, 20, Plain __-- 6 80 Rela, 20, Plain .-._— 7 80 Lucky Strike, 208 .-. 6 80 Sweet Caporal, 20, pl. 7 20 Windsor Castle Fag 20 8 00 Chesterfield, 10 & 20 6 90 Piedmont, 10 & 20, Pl. ; 90 Spur, 20, Plain Sweet Tips, 20, eae i 60 Idle Hour, Omar, Falks Havana, 20, Plain —. 7 50 20, Plain 2. 9 20 20, Pl. 9 75 Richm’d S Cut, 20, pl. 10 00 Richm’d 1 Cut, 20 ck. 10 00 Fatima, 20 Plain -. 8 80 Helmar, 20, Plain -- 10 50 English Ovals, 20 Pl. 10 50 Turkish Trop., 10 ck 11 50 London Life, 10, cork 11 50 Helmar, 10, Plain __ 11 50 Herbert Tarryton, 20 12 25 Egyptian Str., 10 ck. 12 00 Murad, 20, Plain -.-- 15 50 Murad, 10, iain _-- 16 00 Murad, 10, cork or pl. 16 00 Murad, 20, cork or pl. 16 00 Luxury 10, cork _.. 16 00 Melachrino, No. 9, 10, cork or plain ---- 16 00 Melachrino, No. 9, 20, eork 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, ~ ork Pall Mall Rd., Benson & Hedges, 10 Rameses, 10, Plain -- 20, pl. 21 00 ANS ao o Milo Violet 10, Gold a 00 Deities, 10 Condex, 10 Phillips Morris, 10 -- 21 00 Brening Own, 10, Pl. 28 60 Ambassador, 10 —---- 30 00 Benson & Hedges Tuberettes -------- 55 00 CIGARETTE PAPERS. Riz Riz Riz Zig La Croix, Wh., dz. 46 La Wheat Br., dz 46 Tam Tam, pr doz. 42 Zag, per 100 - 7 25 TOBACCO—FINE CUT. Liggett & Myers Brands Hiawatha, 10c, doz... 96 Hiawatha, 16 oz., dz. 12 00 Red Bell, Red Bell, 10c, 35¢, doz.__ doz... 3 50 Red Bell, 75c Pails dz. 7 = Sterling, 10c, doz. -- Sweet Burley, 10c, dz. 96 Sweet Burley, 45c foil 4 25 Swt. Burley, 95c Dru. 9 45 Sweet Cuba, 10c, dz. 96 Sweet Cuba, 45c, doz. 4 25 Sweet Cuba, 95¢ Pail 9 46 Sweet Orange, 10c, dz 96 Scotten Dillon & Co. Brand Dan Patch, 10", doz. 90 Dan Patch, 16 c ., dz. 7 60 Ojibwa, 10c, dz. -- _ 96 Ojibwa, 8 oz., doz. 3 85 Ojibwa, 95c, doz. ---. 8 60 Ojibwa, 90c, doz. -.. 8 00 Sweet Mist, 10c, doz. 96 Uncle Daniel, 10c, doz. 96 Uncle Daniel, 16 ox. 16 30 J. J. Bagley & Co. Brands. Mayfiower, 16 oz., dg. 15 0 P. Lorrilard Brands. Pioneer, 10c, doz. -- Tiger, 10c, doz. __ 98 Tiger, 60c, doz. ——.-_ 4 80 Weyman Bruton Co. Brand Right Cut, 10c, doz. 95 W-B Cut, 10c, doz. — 05 PLUG TOBACCO. American Tobacco Co. Brands, Amer. Navy, 10c, doz. 96 Amer. Navy, per plug 6¢ Jolly Tar, 24, per plug 16 Gold Rope, 10c, doz. 1 00 Boot Jack, 1l5c, doz. 1 44 Piper Heidsieck, 10c 96 Piper Heidsieck, 20c_ 1 92 Spear Head, 10c cuts 1 00 Spear Head, per plug 68 Square Deal, per plug 64 Standard Navy, 8, plg 64 Town Talk, per plug 656 Liggett & Myers Brands. Clipper, per plug —... 66 Chops, 10c, doz. --.. 96 Drummond Nat. L. Jie 1 44 Honey Dip Twist, 10c 96 Granger Twist, 10c, dz. 96 Horse Shoe, per plug 74 J. T. Bright, per plug 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 4 Uncle Sam 32 10¢ cut | 2 66 Scotton, Dillon & Ce. Brands. Bracer, pey plug — 33 Cream De Menthe, 10c 98 Peachey, pey plug --.. 64 Stronghold, per plug. 64 Yankee Girl, per plug 6&6 P. Lurrilard Brands. Climax, 10c tins, doz. 96 Climax Smooth, plug 172 Climax Thick, per plug 72 Red Cross, 10e cuts 96 Red Cress, pe plug 48 R. J. Reynolds Tobacee Ca, Brands. Apple, 5 lb. Butt, Ib YA Caramel Twist, per lb &% Gravely Superior, 10c 96 Humbug, per lb. —. 1 38 Kismet, per lb. __ 1 05 Liberty Bell, per Ib 65 Maritana, lic Foil, dz. 1 44 Mickey Twist, per lb. 72 John J. Bagley & Co Brands, Maple Dip, per plug & SMOKING TOBACCO. American Tobacco Co. Brands. Banner, &. C., 10c, dz. 96 Banner, L. C., 40c, dz. 3 84 Biue Boar, 25c Foil 2 28 Blue Boar, 30c Vac tin 2 76 Bob White, gran., 10c 96 Bull Durham, 10c, dz. 96 Drum, Gran., 10c, dz. 96 Five Bros. 10c, doz. 96 Giant, L. C., 10c, dz 96 Giant, L. C,, 2 Giant, L. C. Pails, dz 6 Garrick, 30c Foil, dz. 2 70 Imperial Cube Cut, 30c 2 Lucky Strike, R. Cut 1 Myrtle Navy Plug Cut 06 Myrtle Navy, 15c Po. 1 44 Navy, G. & A., 10c __ 96 Nigger Hair, 10¢, doz. 96 Nigger Hair, Pails, dz 8 40 Nigger Head, P. C 10c Old English, C. C. 16c 1 53 Peerless, L. 10 96 Peerless, L. C., 35¢ dz. 3 36 Peerless, L. C. Pails 7 44 Rob Roy, L. C., 10c 986 Rob Roy, L. C.,, Rob Roy, L. C., pails 8 40 Sweet Maple Scrap, 96 Soldier Boy, L. C., 10c 96 Soldier Boy, L. C., pail 7 82 Tuxedo, Gran. 1l5c foil 1 44 Tuxedo, Gran., 17c, ds 1 58 Tuxedo, Gran. Cut plugs, 8 oz. tins @ 72 Yale Mix., 15 vac. tin 1 44 Liggett & Meyers Brande. Briar Pipe, doz. —_. 96 Cuban Star, L. C., 100 96 Cuban Star, Pails, dz. 6 3¢ Corn Cake, Gran. 5c 48 Corn Cake, Gran., 10c 96 Corn Cake, Gran., 25c 2 4@ Corn Cake, Gran., 50c 4 8@ Duke’s Mixture, 10c_. 96 Glad Hand, L. C. 100 96 Growler, L. C., Pd Growler, L. C., Growler, L. C., oe La Turka, Plug C. 15c 1 44 Noon Hour L. C., 10c 96 oO. U., Gr. Cut P., 10c 96 oO. U., C. P., 90c jars 9 00 Pilot, Long Cut, 35c 3 60 Plow Boy, 10c, doz. 96 Plow Boy, 70c Palla 7 40 Summertime,. 10c, 9 Summertime, 30c, ." 290 a TiS GRAN oi RINDI PI ee ee a ee ee ee ee ee eee rma aC AREAS ss ethic AANNS et a Ae CRES RRC LA IESE PTE SHRM ANE YATRA INES PERS ire: Aisi seve: +/ June 28, 1922 MIC HIGAN TRADESMAN 37 Summertime, 65¢ Pails 6 50 United States T Sweet Tip an ite, ae 88 oo Co. ——— GOODS FRUIT JARS NUTS. Veal. elvet, Cut Plug, 10c 96 Central U eans se hole Top ----------------- 4 Velvet. Cut Ptug, tins 1 53 Sao ie tee 2-1 44 Med. Hand Picked -- 11 eae Pe ber eraee 8 25 Almonds, Terregona__ 22 aa 13 Velvet. Cut Plug, 8 oz. 6 72 Shag, 15c Papers, doz. 1 44 Cal. Limas —-~----_-- 11% N peeas 6 ee gross 9 60 Brazil, Large —...... 14 Medium ne a Velvet. C. Pl, 16 oz. 15 84 Dill’'s Best 16c, doz. 1 52 Brown, Swedish --_~-- fason, 1% gal., gross 12 60 Fancy mixeq ........ 21 amb . ye te ee ee ee ee, ee oo oe Top. pts. 9 75 . Fiberts, Sicily -.__ mM Good 2 27 Yum Yum, 70c pails 6 80 Dill’'s Best, lic ‘Tins 1 52 Ideal G lass T op, qts. 11 50 Peanuts, Virginia, raw 08 Medium 25 a Farina Ideal Glass Top, '% Mau Vr ude) Or P. Loriliard’s Brands. Snuff. 25 1 Ib. packages —-__.. 2 80 palioh (-. 1b 50: «Peanuts, Jumbo raw 69 oar 2¢ ee ee BES er Pe 06% Peanuts, Jumbo, rstd 12 Good nent Bom {. C.. i6c aan Seal Blandening, ifc 64 GELATI Pecans, 3 star —------- 22 M un Az Buzz, L. C., ioc, doz. , 9% Seal Goteborg, 10c, roll 64 Hominy se Pecans, Jumbo —---—- a. £..ClUC u uae ' : . Seal Swe. Rapee, 10c 64 Pearl, 100 ib. sack -_ 2 50 ‘ Walnuts, Grenoble -. 34 ee 10 z Ls C., 80c, doz. 730 Cox's 1 doz., | Heavy hog cing. bE. lle don. Leet omens: Teo & Goze 1 dom. Jarge -. 100 Watnute, Sorento... © aos tar i eocat Geip sn oe Deal Nerkopeing, 2 Macaroni Te ea a Salted Peanuts Tot hae if oe aoe bwin 2 7 Domestic. 4 1b. tee OT a o-¢ ba doz. --=--- 3 45 Fancy, No. 1 113, a t hogs 14 fie Gin ©. tee. Bee. 96 CONFECTIONERY Domestic. broken bbls. 06% Eace a eee doz. : 25 semis ci eames a1 1 aoe and stags -... 7 Union Leader, 10c tin 96 ctana = Candy Pails oo 2 GoZ, 2 & 60 eect . 2. oe 4 = ee ee Butts eee 7 Ste ¢ , 9 we ee . > Pr. eradepicweduueace cap ebilies tate ‘ Union Leader, bpp tin 4 80 te We = ould’s, 2 doz., 8 oz. 4.80 Plymouth, White -...155 Almonds —------__.--- 50 Shoulders ..3 15 Union Leader, $1 fin 9 0} Pure Sugar Stick. €00's 4 20 Pearl Barley — oe _ eo Bee ee ee Sie lcs, 20 Ee Coc = Chester: 4 15 GRANULATED LYE. nia a Neck Sone. War Fain, thc, doe $15 | See Caley Fane Wanders. ree PROVISIONS ergarten --~--~-- Peas Single cases Walnuts 2... 75 Scotten Dillon Co. Brands Le aa enema 4 Scoreh: tb, see 07 23, cases gl ase 2 OLIVES Clear ot aa 33 00@24 00 Dan Pate), tee, dos. © foo, Grcame 13 Split, Ib. —__- Os, | | 64 eases 22a 465 Bulk, 2 « ag 3.50 Short Cut Clea >: Dillon’s Mixture 10c 96 French Creams -.....- 16 10: Ganes 2 4 95 ae 3 gal Keg ---- 3 50 eae — _— a 00@ 23 00 s ; Cc mases _.__ 4 at Bulk, 9 gal. Kew ... & 25 wamily 7 00@2 = . = sae phing -- 3 - oo : East ae ane % cases, 24 to case_ 2 60 Bae 5 gal. keg _--- 8 00 Dry Salt aie ad + On Es, ; Soe 9G SS cre ae 4a Se . bY uart, jars, dozen -. 5 25 S P Bellie Loredo, 10c, doz. -.. 96 Fancy Chocolates. , 4% oz J ai mines ~. 4 Oe @ Peachy, Do. Cut, 10c 96 _. 5 Ib. Boxes Taploca CHLORINATED LIME. 544 07. “Jar age ek i 60 : d Peachy Scrap, vc, dz. 96 Bittersweets, Ass’ted 175 earl, 00 lb. sacks -. 07% Single cases, c¢ . 10 oz. Jar, plain, doz. 2 35 89 Ib. tubs ----advance % Peninsular, 10c, doz. 96 Choc Marshmallow Dp 1 55 Minute, 8 oz., 3 doz.4%5 2% cases sp yy ---- 7 60 16% oz. Jar, Pl. doz. 3 50 Pure in tierces 13@13% ee, 8 ~ 3 ° — Be ore pst A ane = Dromedary Instant __ 3 50 5% eases ase ees 4 7 334 oz. Jar., stuffed. 1 45 Gonreuns Lard 13@13% eel Cut Plug, 10c, dz Nibble Sticks —---_- 0 10) Gases. ea 8 oz. Jar. Stu., doz. 2 40 - tubs .._-advance % — lo Serap, ere Goa 1 : FISHING TACKLE % co eon a 432 9 oz. Jar, Stuffed, doz. 3 50 7 a hintse oe earanee i G0n. 220 lo. 12 AGG, : ON 12 5 + Pauls __--advanc we te ec a hoccinta ut ole 2 4, g es Ue case, case --------—- 2 35 oz. Jar, Stuffed, dz 460 9 jb: pails —wvadvance % ae A 2 0z., < a Gum Drops Pails Se _ be ne fe 1 15 PEANUT BUTTER. ‘ a pais ----advance 1 y Up, 16 oz., doz. ING: ¢, 15 feet 2 1 60 goa . pails _.__advanc — ba ee ei 7 . i dea Reg ar eH Lal e 15 ao eee ek 1 80 nies Pye PELTS ‘ear Sausages es ankee Girl Scrap, 10c Batteracotch Jellies _ 18 cae 195 _ cory Bologna ~ No. 6. 15 feet eee 0 Pee 12 Wavorite 26.002 Jo 0 eee 2 10 Sgn : ‘ LAG 12 Pinkerton Tobacco Co. Superior ~--a----n = 18 Linen Lines oe Ss 19 Frankfort) ————-— = 1 oe ae Lozenges. Patls Small. per 100 yards 6&5; Cured, No. 1 —-.---- 11 ve Tu Big 9, Clip., 10c ton «698.:«C «CA. «Rep. Lozenges 15 Lar um, per 100 yards 7 25 Cured, No. 2 ______-_ 10 Wonmie oo ee be Buck Shoe Scrap, 10c 96 A. A. Pink Lozenges 15 ge, per 100 yards 9 00 peti green, No. 1 14 Headcheese __-----~-- 14 Pinkerton, 30c, doz. .. 2 40 a CS . Lozenges a - Finate pig Pa ae green No. 2 12% Smoked Meats ESy Car Scrap, 10c, dz 96 sroitca Milk Lozenges 20 eh 1%. ner eross wd. 5 00 pon onary cured, No. 1 15 Hams, 14-16, lb. 26 @33 inch Hit Scrap, 10c 96 ~“ 4ozenges No. 2. ner gross, wood 5 40 Mamas n, cured, No, 2 13% a Hams, 16-8, Ib 2 D3: yee ee ee Hard Goods. Pails No. 2%. per gro. wood 750 Horse, Now 2 2222 Sor .oel,CarMo, Brand, 5, Ham, dried ‘heel ved ang : Aersa, INO. 2 oo ‘ z. 2 doz. in case 2 55 cat ed Horse Scrap, doz. 96 Lemon Drove 2 17 Hookc—KiIrby : aw oy th. pale 445 StS ---------- @39 J. J. Bagley & Co. Brands. . F. Horehound Dps 17 Size 1-12, per 1.000 __ 1 OF Pelts 12 2 Th. pails 22 4 25 California Hame 15 @16 Became te 96 oa a oe pias i. ner 1.900 __ 1 94 § tb. pails 6 in erate 4 35 so a 30 @32 : é ze 2-0. ci A 2 . 25 Ib. pals: —._ Y% Jams —-—----~ i paces. loc, doz. | 96 Horehound ee ee i Ot 50@1 00 50 ib. pails ---------~ 132 Eolled Hames — 4 @4s Gold Shore,’ 15¢, doz. 1 44 Pop Corn Goods. Size 4-0. per 1000 “210 Shearlings —----- (s@ i) PETROLEUM PRODU Sacre ee a nee 10c, doz. 96 Cracker Jack, Prize 3 75 wee GO fer tee 86 UU = Iron aol a eat 7