RIEL AQ > SF RIO SV IA VAT SY 7 Oe oe OE ere RRS OTE Ne Corser CERO OA OL SC EOI aa oe s ode Toe: Tar ps ff -a#PUBLISHED WEEKLY ae) (CE RA \\ lp f ’ ima a en L(G SS C SANS GSESERZG AS eB SP == a CHAS wy ONG, SAYS uN chee Te wy C Ke AAS On NW 2) eas ae = aA SOON] (3 Yi Ps WE Po yy aitN> oF cz EN Ma NwY Fortieth Year GUILTY OR NOT GUILTY She stood at the bar of justice, A creature wan and wild; In form too small for a woman, In features too old for a child. For a look so worn and pathetic, Was stamped on her pale young face, It seemed as though years of suffering Had left their silent trace. “Your name,” said the Judge, as he eyed her With kindly look, yet keen, Is? “Mary McGuire, if you please, sir.” And your age? “I have turned fifteen.” “Now, Mary,” and then from a paper He slowly and gravely read, “You are charged here, I’m sorry to say it, With stealing three loaves of bread. “You look not like an offender, And I hope that you can show This charge to be false; now tell me Are you guilty of this or no.” A passionate burst of weeping Was at first her sole reply; But she dried her tears in a moment And looked in the Judge’s eye. “Til tell you just how it was, sir, My father and mother are dead: My little brothers and sisters Were hungry and cried for bread. At first I earned it for them, By working hard all day; But somehow the times were hard, sir, And work all fell away. “T could get no more employment, The weather was bitter and cold; The young ones cried and shivered, Little Johnnie’s but four years old, So what was I to do, sir? J am guilty, but do not condemn. T took, oh! was it stealing, The bread to give to them.” Every man within the court room, Graybeard or thoughtless youth; Knew, as he looked upon her, That the prisoner spoke the truth. Out of their pockets came kerchiefs, Out of their eyes sprung tears, Out of old, faded wallets, Treasures, been hoarded for years. The Judge’s face was a study, The strangest you ever saw, As he cleared his throat and muttered, Something about the law, For a man so learned in such matters, So wise in dealings with men, He seemed on a simple question Sorely puzzled just then. But no one blamed him or wondered, When at last these words they heard; “The charge of this young prisoner Is for the present deferred.” And no one blamed him or wondered When he went to her and smiled, And tenderly led from the court room Himself the guilty child. 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 bo ee Distributed by =——V ALL MICHIGAN JOBBERS Packed by OELERICH & BERRY CO. CHICAGO, ILL, Citizens Long Distance Service Reaches more people in Western Michi- gan than can be reached through any other telephone medium. clad : ist 49,800 telephones in Grand Rapids. Connection with 150,000 telephones in Detroit. USE CITIZENS SERVICE CITIZENS TELEPHONE COMPANY An Idea To Increase Volume If you will display a case of Franklin “Cinnamon & Sugar” or Franklin “Sugar Honey” or both, with a sign as follows:— Splendid for _ Baked Apples, Waffles, Hot Cakes, Fruit, Cereals, etc.: Then instruct your clerks to talk about it, you will make . sales, not only of Cinnamon and Sugar or Sugar Honey, ~ or both, but:—apples and SS other fruit; cereals, flour, — 6.2 > — + butter, eggs, etc., which you will otherwise lose. Order now for Fall de- livery as we are always behind on these goods. You make real profit on sugar, if it is Franklin Package Sugar, because of the saving in overweight, {|} waste, labor and the cost of bags and twine. The Franklin Sugar Refining Company PHILADELPHIA ‘‘A Franklin Cane Sugar for every use’’ Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup | ncn XS Gunerstmsmesmeterot Puant of ree Pevosxey Porrtane Contry (a, _ Rarosnee. shen. “Brother Memory” It is your customers’ privilege to have poor memories. Lots of times they forget purchases, just for the lack of being reminded. They will thank you for this reminder: “Have you bought your FLEISCHMANN’S YEAST today?” Make sales easy and you multiply sales. The grocer who anticipates his eustomers’ needs is the one they turn to as “Brother Memory.” The Fleischmann Company Petoskey Portland Cement A Light Color Cement Manufactured on wet process from Petoskey limestone and shale in the most modern cement plant in the world. The best of raw materials and extreme fine grinding insure highest quality cement. The process insures absolute uniformity. ASK YOUR DEALER FOR IT. Petoskey Portland Cement Co. General Office, ‘Petoskey, Michigan ge me ae ee Rg. Ca mT aa os me J —te. ae Ao ws . o) 7 f a A — i: = co) G24) \ 2 Vig ~— S a RO Fortieth Year GRAND RAPIDS, WEDNESDAY, AUGUST 9, 1922 Number 2029 MICHIGAN TRADESMAN (Unlike any other paper.) Frank, Free and Fearless for the Good That We Can Do. Each Issue Complete in Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly By TRADESMAN COMPANY Grand Rapids B. A. STOWE, Editor. Subscription Priée. _ Thtee dollars per year, if paid strictly a a lars ar, if not paid 1 vO Olars per yédr, no pa n advalice: dian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. tra copies of current issues, 10 cents; ues a@ month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old 50 cents. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. THE TREND OF UNIONISM. There is no right possessed by any individual or group of individuals liy- ing under the protection of the laws of this Republic which can subordi- nate in any degree the greater right of the majority of its people to deter- mine for themselves the particular line of conduct which these individuals must observe. In the last analysis the will of the majority must govern through duly constituted laws. Other- wise we cease to be a democracy and become an autocracy and an autocracy is equally repugnant to the minds of the American people regardless of the particular class of the population which exercises the power. In the case of the railroad strike, the majority of our people attempted to speak through its duly accredited representatives. If the findings of the Railroad Labor Board in this in- Stance did not in fact correctly rep- resent the conclusions of the majority of our citizens with respect to the issues involved, public opinion and political action will make manifest to that body its disapproval of the findings and ultimately wil! compel an acceptance of its supreme authority to dictate reason and justice. It would be a preposterous assumption to recognize as a principle of gov- ernment the right of a comparatively few- individuals to reject the deter- mination of the people of the country to whom they must look for their continued existence. It is useless for the striking miners and railroad workers to plead in de- fense of their conduct their funda- mental right to cease work at will. They make no secret of the fact that they have conspired together collec- tively to stop work simultaneously, not because they no longer wish to follow their accustomed vocations, not for the purpose of seeking other em- ployment more to their liking, but rather for the avowed purpose of so disrupting industry- and commerce and otherwise interfering with the normal pursuits of one hundred mil- lion of their fellow inhabitants that the majority may be coerced through discomfort or fear of the consequences into paying them special tribute in excess of that allotted to other groups under similar circumstances as a con- dition precedent to their return to their former duties. The methods etiployed by these groups savor more of those of the highwayman and ban- dit than of ill-treated workers merely seeking justi¢e through appeal to their fellow men. This conspiracy to inflict upoh an entiré population the suffering, privation and hardship which the act entails, whether in ré- prisal for real or fancied wrongs, is a form of tyranny which the Amer- ican people will never tolerate. The position of the strike leaders is and has been that the selfish in- terest of the strikers is paramount to that of society in general; that be- cause they possess, through organ- ization, the ability and power to in- flict punishment upon their fellow citizens they are justified in exercising that power whenever such action would seem to accrue to their advan- tage. Certainly, a nation which has so recently and _ successively com- bated that attitude on the part of a foreign power, will not long counte- nance its manifestation by elements of its own population. It will be easily possible at any time for the people of this country to apply even more effective and drastic methods in their treatment of those who strike against the public welfare. The strike of the railroad workers was not directed in any sense against the railroad managers or owners. They neither gained nor lost except as individual members of the com- munity. In essence it was directed against the attempt by the people of this country to secure a lower cost of transportation which would help in reducing the cost of living and in improving the economic status of every man who labors whether man- ually or mentally. The claim of the strikers that their act in striking was justified in the light of previous violation of the Labor Board’s decision by the car- riers is specious and unworthy. The carriers have never conspired together to deny transportation service to the people of the country in order to attain their selfish ends. Further- more, public opinion has almost unan- imously asserted itself in condemna- tion of railroad management wher- ever it has appeared to defy the clear intention of the Transportation Act, and the public may be relied upon to correct by the orderly processes of law any such breaches of its of- ficial edicts. The public likewise has determined that the cost of- fuel must be reduced from the inflated level to which it was carried by, the circumstances of war. The miners not only refused to co-operate in such a reduction, but in the case of the anthracite work- ers at least, insisted upon the pay- ment of a wage considerably in ex- cess of the previous peak level. The claim of the striking miners that the mine owners are enjoying unreasonable profits from the opera- tions of their properties is a sound argument for the reduction of those profits if they are infact found to exist, but it clearly does not constitute a valid reason for the failure of the miners to conforti to the require- ments of the general economic read- justment which is now taking place throughout the world. The bitumi- nous coal business is conducted -under conditions of keenest business com- petition. Any profits which accrue to the owners are narrowly limited by the inexorable law of supply and de- mand. With regard: to the anthra- cite mines there is a strong public effort under way to compel their own- ers to show the justification of pres- ent prices, and there is likewise prom- ising evidence of their disposition to co-operate to that end. Organized labor could never have attained its present development in this country had it not been for the sympathetic support which was gen- erally accorded it by the public dur- ing the period of its infancy and sub- sequent growth. Having reached with this assistance a position of compara- tive strength in numbers and _ re- sources, it is now attempting to seize the authority of the people for its own purposes and to the detriment of those to whom it owes its very existence. Murder, arson and the indiscrim- inate destruction of property have become its common. instruments in impressing its will upon the citizens of this Nation and even though re- sponsibility for the crimes of its mem- bers is denied, there is always lacking the attitude of stern condemnation and investigation which a sincere pur- pose would be expected to manifest. Strikes such as these in the coal and railroad industries constitute a serious challenge to the people of this Nation calling for the applica- tion of the necessary means of re- straint to all organized bodies which deny the right of the majority to im- press its will upon the minority at all times. cece es When a salesperson begins to ex- aggerate and become unreliable $n what he says about the goods, cus- tomers begin to distrust the store and look elsewhere, LESS INSTEAD OF MORE. More than dealers received a shock last Tuesday when the estimate of this year’s cotton crop was made Public by the Department of Agri- culture. It showed a deterioration from the condition as reported a month before and, in this respect, differed with the estimates of prac- ticed observers who had reported the condition better. As translated by the Department into amount of yield, the estimate was for less _than 11,- 500,000 bales instead of the 12,000,000 or more which private reports set for it. In order, apparently, to soften the blow, the department. called atten- tion to the fact that the July esti- mate of condition is usually lower than the one for June and that the drop in condition has generally been more than was shown this year. This is true for two-thirds of the years of the present century. As soon as the Departiment’s figures were issued, the price of cotton advanced with a jump. Following this came a series of re- cessions, accompanied by some voiced skepticism as to the accuracy of the of- ficial estimate. It is recognized that the yield will be dependent on what hap- pens in the next four weeks or so and that it is not impossible that the crop will reach, if not exceed, 12,000,000 bales. With a carryover of nearly 5,000,000 bales the chances of a scarc- ity are more remote than*some are asserting. The only thing positive at the present is that cotton furnishes a good subject for gambling. The goods market, which at first showed signs of advancing, displayed evi- dences of weakness before the week ended. Not a great deal of business was done in printcloths or sheetings, and bleached goods were without es- pecial feature. Ginghams are going at an “at value” basis, the trade await- ing the action of the largest factor, whose mills have been subject to a strike for some time. Prices of heavier cottons are well maintained. Knit goods buying still leaves much to be desired. SSS Carnation Case To Be Appealed. The decision against the Carnation Milk Co. as to the legality of filled milk, which they manufacture in that state and market under the Hebe label, has. gone against the company in the Wisconsin courts, but the Car- nation Milk Co. will appeal the case to the United States Supreme Court. The Wisconsin decision of course af- fects the sale and manufacture of filled milk only as to the State of Wisconsin; but it is the greatest dairy State in the United States, and those interests and their prejudices are very powerful. - ——__o-~__ The less.a man’s income the more important that he live well within it. fo MICHIGAN TRADESMAN August 9, 1922 GONE TO HIS REWARD. — William Jones Dies as the Result of Grief. William Jones, the well-known gro- cery salesman, came home for the last time Friday, June 16. June 29 he took to his bed. Aug. 4 he died at 10:20 a. m. at his residence at 940 Jefferscn avenue. His physician could detect no organic trouble of any kind. _ He simply faded away like a withered flower and went to his eternal rest. Deep personal grief over the death of an only daughter last February is believed to have hastened his death. The funeral was held at the home of Norman O’Dell, brother-in-law of the deceased, 917 Jefferson avenue, Monday afternoon, being conducted by Rev. A. W. Wishart, pastor of Fountain street Baptist Church, of which the deceased was a member. The deceased is survived by a wife, two brothers, John and Thomas Jones, and a nephew, Charles Ander- son. The three named gentlmen re- side at Forest, Ont. They were all present at the funeral. Biographical. William Jones was born on a farm near Forest, Ontario, Jan. 17, 1855, his antecedents being English on both sides. He attended country school as a lad and completed his education at Albert College, Belle- ville. His first venture in commer- cial life was a clerkship in the gen- eral store of his brother, Thomas Jones, at Forest. After two years’ experience in this establishment he engaged in the grocery business on his own account in Forest, selling out two years later to remove to Chi- cago, where he re-engaged in the grocery business at 124 Lincoln ave- nue. After conducting this business a year he sold out and went on the road for J. H. Huyck & Co., manu- facturers of extracts. He was as- signed Michigan as his territory and removed to Grand Rapids in order to be in close touch with his trade. Two years later he was promoted to the position of jobbing salesman for Michigan, Ohio, Indiana, Pennsyl- vania, West Virginia, New York and Ontario. After covering this field two years he resigned and entered the employ of Bulkley, Lemon & Hoops, the exact date being Feb. oa: 1886. He remained with that house ‘hrough the various changes it un- derwent, celebrating the twenty-first anniversary of his connection with the house Feb. 23, 1907. His terri- tory was changed from time to time to conform to changing conditions, hut he called on considerable of the trade which he handled for twenty consecutive years. Mr. Jones retired from his connection with the Lemon & Wheeler Company June 1, 1907, to take the position of Treasurer and Manager of the Michigan Sand and Lime Brick Co., which erected a plant Northwest of the D. & M. Junction. This venture did not prove to be a financial success, so Mr. Jones re- turned to the road, taking an open- ~ ing presented to him by the Worden _ Grocer Company. He remained with this house without interruption until death overtook him. Mr. Jones was an Odd Fellow and a member of the Royal Arcanum and the Illinois Traveling Men’s Associa- tion. He had no other fraternal re- lations. Mr. Jones attributed his success to conscientious and steady work. He had no hobby but trout fishing. His association with lumbermen for many years gave him a knowledge of tim- ber enjoyed by few traveling men. This knowledge enabled him to make several very fortunate investments in timber lands in Michigan and else- where. About seventeen years ago, while on a trip to California, he pur- The Late William Jones. chased a large tract of pine and fir timber, which has increased in value so largely since he purchased it that it will yield his widow a handsome fortune within the next dozen years. Mr. Jones also had other investments of a lucrative character and was very generally regarded as one of the best exponents of the successful salesmen, both for himself and his house, to be found in the State of Michigan. He was affable in manner, courteous at all times and under all circumstances and thoroughly reliable in every re- spect. Mr. Jones was a man of sterling qualities, having a strong personality and was held in high esteem by his employers. All those who came in contact with him realize that he was a man of unusual ability and his loss will be keenly felt among the travel- ing fraternity and the trade. His un- tiring efforts to assist all he came in contact with will keep his memory with his friends for many years to come. ————_> +. His Diagnosis. An hour after the picnic dinner one of the ladies in charge found Danny sitting in a lonely part of the grounds and wearing an expression of much unhappiness. “Why, what’s the matter?’ she asked kindly. ‘“Haven’t you had enough to eat?” : “Ves’m,’ said Danny listlessly, “I’ve had enough. I feel as if I didn’t want all I’ve got.” ——_.. Don’t run away from the truth; meet it squarely and overcome it. Items From the Cloverland of Mich- igan. Sault Ste. Marie, Aug. 8—Work has been started’on the new B. C. Chat- field Iron Works, at Gladstone, and operations will commence as soon as the plant is completed. This will give Gladstone an important industry and help swell the population. The gearless automobile transmis- sion invented by Louis Cattoi, 24, young auto mechanic of Hurley, Wis., may net him a fortune soon. He has received numerous offers for the patent which covers the U. S. as well as Canada. The invention, it is said, will revolutionize the transmission of practically all automobiles within a short period of time. N. K. LaDow, the popular Libby canned meat salesman, called on the trade in this territory last week in his new auto. “Norm.,” as he is familiar- ly known, says it is a pleasure to do business now as compared with the old time waiting for trains and then hustling to make time. “If every day was Sunday some people would work themselves to death.” W. Tapert has returned from an extensive trip throughout Wiscon- sin and Michigan and is back again calling on the Soo trade this week. Sometimes we think a pessimist is a man whose name is mud. The Soo sports were so well enter- tained with the Fulton-McAuliffe fight, at Mackinac Island, last week that they expect to put on a similar bout at the Soo in the near future. A. E. Sharpe, one of our well-known attorneys. is spending several weeks touring California. He is accompan- ied by Mrs. Sharpe. The tourist business at Mackinac Island has picked up considerably during the past week, although many reservations have been cancelled on account of the railway and coal sit- uation, so the outlook for the season will be only fair as compared with previous years. Senator Townsend did a good turn for Osear I. Tokoi, residing at Sugar Island. Previous to his residing at Sugar Island Mr. Tokoi was Prime Minister of Finland. When Finland seceded from Russia during the war foreign influence soon brought op- position to the new government and civil war ensued. The new govern- ment was overthrown and Tokoi, who had been in command of the Finnish army, took refuge in Rusisa as a place of temporary refuge, even though it was even then under the control of the Bolsheviki. Tokoi and his army could not countenance this form of government, however, and soon joined the British forces at Archangel. He became Lieutenant- Colonel in the British army and held this post until the end of the kaiser’s war, when he came over to Canada and remained about a year. Having friends in this country he applied to enter and was granted permission to do so at the local port. He remained here for some time and later went to Boston where he was arrested. His friends and acquaintances maintain that this arrest was due to foreign political influence. Now Tokoi’s friends maintain that Senator Town- send’s prompt action in co-operating with local men on the subject, is the only thing that saved Tokoi from deportation and immediate death. The Northern Navigation Co.’s boats will not be wanting for coal as the company received a shipment of 12,000 tons of coal from Wales. It will be stored at the Canadian Soo dock. “Set-backs stiffen your backbone if itis made of the right stuff.” Even our motor cop gets the worst of it in a collision. The driver of the Chevrolet who collided with the motor cop clgims that it was not his fault. while. the motor cop blames the Chevyrglet driver. The outcome is still pending.. “Al” Sparling, for the past two years city salesman for the Cornwell Co., has. tendered his resignation, to accept a similar position with a wholesale grocery house. “Al.” is one of the Soo’s best salesmen and has many friends among the trade who will be pleased to learn that he will remain in the city. “They’re off at the Hague, but they don’t know where to.” Phil. Jacobs, chief promoter of Soo sports, announces that the new rink will not be built this year, as condi- tions seem to be unfavorable just now. This will mean no hockey games for the coming season. The Upper and Lower Peninsulas will be linked by a bridge for rail and vehicle traffic if a plan set on foot by the Michigan Piker’s Association materializes. Horatio S. Earle, wide- ly known for his work in favor of good roads, declares that the bridge over the Straits would be no greater feat than the building of Henry M. Flagler’s famous railroad bridge over the sea toe Key West. He states that the Straits bridge would do for Mich- igan what the Flagler’s improvement has been for Florida. Several thou- sand autos crossed the Straits aboard the ferry last year, against 200 an- nually a few years ago. T. S. Storey, the well-known mer- chant at McCarron, was a business visitor last week. Drummond Island is a very inter- esting place on the map since the arrest in connection with the Drum- mond grave robbery, which is very sensational and is furnishing our lo- cal newspapers with columns of read- ing matter more interesting than some of the novels. “Any old thing will be staged that folks will pay to see.” William G. Tapert. ——_~+~-—____ Labor Unions Are National Peril. Detroit, Aug. 8—One of the most unfortunate incidents in the railway strike is the refusal of a body of em- ployes of the Baltimore & Ohio Rail- road Company to negotiate with the officers of that company. Its Presi- dent, Daniel Willard, is a just and public-spirited man. He and. the other Directors have done a great deal to promote the welfare of all the men in the employ of the company. It may fairly be said that no railroad company has done more. These of- ficers are under a duty to the public to transport freight and passengers regularly and safely. They recognize their duty to the employes and also to the stockholders whose money made it possible to build and equip the road. One section of the employes now says in effect that they care nothing for the public; that they feel no sense of duty to the railroad; that their controlling allegiance is to the union to which they belong and which has in its membership many persons in the employ of other railroads. In short, any collective bargaining must take place not between the employer and the employe, but between em- ployer and the officers of a union which acknowledges no responsibility either to the railroad company or to the public. Our people have a right to demand that every man _who goes into the emnlov of a railroad company should feei himself a part of an organization which owes its first duty to the public. . A National orsanization that does not acknowledge it is a National peril. Everett P. Wheeler. —_—+_+-.—__—_ Sauce For the Goose. “A charge of $6 this month for candy! You must think Ihave mon- ey to burn.” “I might’ reasonably think so,- as I observed that you had a bill of $30 for Havana cigars.” i I ee enna manennemeees OP ee August 9, 1922 PENDULUM OF PROSPERITY Swings As Irresisibly One Way As the Other. There were lean months in the gro- cery trade throughout 1920 and the early part of 1921 and many a fond kiss of farewell when the business man found it necessary to bury thou- sands of book-dollars in the grave yard of stock-value deflation. But if he had the courage to face the facts and realize that his book values were never really sound, born of wartime conditions, he attended the funeral and then went to work with a smiling face—or as good an approach as could be made toward a smile. To-day the pendulum has respond- ed and is swinging back in perfect response to the economic law toward prosperity and healthy business. Hap- pily stocks are low and grocers have learned the lesson of buying cautious- ly and often; also of keeping stocks. down and credits close-hauled. The same is equally true, in somewhat less degree, of the retail grocers. Thanks to the schoolmastership of Mr. Hoo- ver and his guidance during the days of the Food Administration, the gro- cery trade is a much more sensible and prudent field for endeavor than it was before. True, there is a high ratio of ex- pense in doing busines, due to small and timely trdding as against specu- lative; also there are few speculative fortunes being made. But, on the other hand, there is steady and de- pendable demand, reasonable profits MICHIGAN TRADESMAN and evidence that business is again moving in healthy channels. Long ago, the red ink bottle was laid aside and now one doesn’t need a sedative or a narcotic before starting to read the monthly trial balance. Everything indicates that there are plenty of bright days ahead and that even fundamental problems are slow- ly being settled with reasonable per- manence. People must eat and every- thing indicates that the people have the money to pay; what more can ~ the grocer want? Take sugar as an illustration. It isn’t a pleasant subject for hundreds of grocers, wholesaler and retailer alike. It isn’t any pleasanter for most of the refiners either, and echoes are still ringing in the court house cor- ridors of the violent reactions from the deflation of 1920. More happily, however, most wholesalers and re- finers with bones of contention be- tween them have arbitrated and com- promised and buried said bones too deep for digging up. And to-day sugar is on a_ healthy basis. Perhaps prices are getting rather precariously high, but there are no very great speculative sur- pluses in sight and so long as raws and refined keep within sight of one another and move up and down har- moniously; so long as foreign and domestic demands keep a rational par- ity; so long as orders are reasonably based on prospective needs, there is likelihood of steady and profitable trading. In fact, the bare floors seem to justify less alarm than usual over the “invisible supply,” particularly with the preserving season at hand. In fact, there has been so palpable a closeness between stocks and de: mand that of late many a grocer has been forced into selling sugars specu- latively by the opportunity for a profit which had not been expected. Whatever may be the situation with regard to cost of replacements, he cannot “go broke” taking a profit on a quick turn-over; especially when he sells to relieve a real _ shortage, through the process of readjusting one man’s surplus to another’s neces- sity on a rational advance. In fact, refiners have been aiding this process by persuading their customers to help one another out and convert dead. speculative sugars into live cash profits. Besides, it means more and healthier trading later on. Another circumstance in sugar is the fact that there is less “price cut- ting and selling at a loss than in days of yore. That, too, is one of the les- sons of the wartime regulation. It has never been very clear why a grocer should sell his sugar at a loss and then make up the loss by an exorbitant profit on something else. With small stocks and frequent buying there are steadier profits, if smaller, and thousands of sugar ac- counts will show a healthy profit this vear that never did before. The lesson of high prices—that is the preferability of low prices to high ones—has evidently been absorbed by the raisin company. In years past the raisins company has played the game in a way which alienated trade sympathy and in the end curtailed consumption and produced actual trade antagonism. It also wrought its Own economic reaction on the coast, in the form of a deluge of new grapes from immense acreage incre- ment, The big company has never made a more diplomatic move than it has now in frankly facing the issue, ad- mitting its imprudence and declaring its determination henceforth to play the game in a reciprocal way with the. grocery trade. Everything indi- cates that the grocers are willing to show their appreciation by a hearty spirit of co-operation in making rais- ins occupy a larger place in the Amer- ican domestic economy. Raisins costing the wholesaler from 7%4@10%c can be moved a great deal more rapidly than raisins at 13@l6c. It will mean that bakers, candy mak- ers and no end of other producers of ~ foods and luxuries will now find rai- sins tremendously attractive as in- gredients, and once introduced to larger consumption ‘there is no “raisin” why they won’t stay intro- duced and the problem of a big acre- age be solved. Nothing will do more to disarm opposition to a dominant producer than a liberal spirit. —_++-___. ‘Capac—The Towns Foundry & Ma- chine Co. has been incorporated with an authorized capital stock of $25,000, $12.500 of which has been subscribed and paid in in cash. tising > customer? DO YOU ADVERTISE: Are you one of those merchants who is endeavoring to increase your business by adver- Are your advertisements such as will be read by your customers and do they tell the story in such a way as to bring the customer to your store with the assurance that you are really giving them good value for the prices you are charging? Are your advertisements reflecting you as a merchant and as a man in such a way as to throw your personality into contact, which your advertising should do, with the prospective Does your response to the other fellow’s advertising bring from you the results that you expect your advertising to bring from your prospective customers? WoRDEN GrROcER COMPANY Grand Rapids—Kalamézoo—Lansing The Prompt Shippers. 4 . MICHIGAN TRADESMAN . August 9, 1922 MOVEMENT OF MERCHANTS. Dorr—Peter Benkema succeeds L. W. Ehle in the grocery and meat business. St. Johns—Elmer Briggs succeeds E. H. Monroe as proprietor of the Gem restaurant. Cement City—The Outside Inn, one of the oldest hotels here, was totally destroyed by fire Aug. 4. Caspian—Angelo Latini has closed out his stock of boots, shoes and rub- bers and retired from trade. Marquette—W. L. Katz is build- ing an addition to his clothing store at an estimated cost of $9,000. Flint—J. P. Burroughs & Co. have let a contract for construction of a new elevator to cost approximately $40,- 000. Detroit—The J. L. Sturdevan Hard- ware Co. has removed its stock to its - new location, 10128 Warren avenue, East. Kalamazoo—W. B. Spaid & Son succeed A. Upson in the furniture and stove business at 308 North Burdick street. Deerfield—William Palmer succeeds Harry D. Ginsburg in the dry goods, men and women’s clothing and shoe business. Plainwell—Thieves entered the clothing store of Balden & Hitchcock and carried away stock to the amount of about $300. Homer—The Farmers & Merchants Bank, recently organized with a cap- italization of $50,000, will open for business, Sept. 1. Detroit—The Oakman Terminal Lumber Co., 14471. Livernois avenue, gas decreased its capital stock from $100,000 to $10,000. Ypsilanti—The Sullivan-Cook Co., dealer in clothing, men’s furnishings, etc., has increased its capital stock from $7,500 to $11,250. Kalamazoo—The Bermingham & Prosser Co., wholesale paper dealer, is erecting a warehouse at an esti- mated cost of $75,000. Hersey—Hilderley & Sprague; deal- ers in groceries and dry goods, writes, “It is hard to do business without the Tradesman.” : Reading—Frank Brandon, recently of Montpelier, Ohio, has purchased the meat market of Wise & Henry, taking immediate possession. Nashville—F. S. Lemmon, recently in the meat business at Grand Ledge, has purchased the Bera meat market, taking immediate possession. Litchfield—Henry Stoddard, who sold his grocery stock to C. T. Hutch- ings, about a year ago, has purchased it again, taking immediate possession. Benton Harbor—The hotel now being erected by the House of David is promised to be one of the finest hostleries in this section of the State. Detroit—H. A. Sharp has engaged ‘in the automobile accessories, bath- room fixtures, builders’ hardwhre, etc., business at 12135 Grand River avenue. Detroit—The Bedford Mercantile Co., 4813 Woodward avenue, has de- creased its capital stock from $40,000 to $5,000 and changed its name to the Bedford Shoe Co. es _ Marquette-—-Rudolph Laux and __. Martin Rustenhoven, Sr., have form- dent recently. ed a co-partnership and engaged in the grocery and meat business at 2234 Presque Isle avenue. Clinton—Mrs. Emilie Robertson, recently of Blissfield, has leased the Smith store building and will occupy it with a stock of general merchan- dise about August 15. Munising—Peter Parker and Harold Christofferson have formed a copart- nership and will open a drug, sta- tionery, school supplies and smokers’ sseds store August 19. : Vicksburg—Thieves entered the clothing store of J. W. Porter and carried away considerable stock. This is the second time the store has been robbed within a year. Breckenridge — Crawford & Co. have sold their grain elevator to the Ithaca Roller Mills, which will con- tinue the business under the style of the Breckenridge Bean & Grain Co. Albion—Ray Bush, local meat mar- ket proprietor, has sold a half inter- est in his business to H. A. Christen- sen, of Marshall, and the firm will now be known as Bush & Christen- sen, Lowell—It was the “Corner Gro- cery” stock which E. A. Anderson sold to George B. Shaw. He still retains the grocery stock he pur- chased some years ago of R. Van Dyke. Albion—Frank E. Clark, who has conducted a grocery store here for twenty-nine consecutive years, has sold his stock and store fixtures to William. E. Baum and will retire from trade. Lansing—Creditors of the Pregul- man Bros. Packing Co. will receive 100 cents on the dollar it is said. The company closed out its wholesale meat business because of a lack of working capital. Owosso—The Thoner Motor Sales Co. has been incorporated to deal in autos, accessories, parts and supplies, with an authorized capital stock of $5,000, all of which has been sub- scribed and paid in in cash. Detroit—Speck Bros. have merged their feed business into a stock com- pany under the style of Speck Bros., Ltd., with an authorized capital stock of $10,000, all of which has been sub- scribed and paid in in property. Detroit—The Allen Motor Co., 1601 Lafayette boulevard, has been incor- porated to deal in autos, auto parts, accessories and supplies, with an authorized capital stock of $5,000, all of which has been subscribed and paid in in cash. Lansing—Miss Margaret Kane has resigned her position as manager and buyer of the Dancer-Brogan Co. ready-to-wear department for women and will open a women’s clothing store at 117 West Michigan avenue about August 15. Bennington—T. E. Locke, the mer- chant, met with quite a serious acci- He was moving a heavy oil stove when it slipped and a sharp edge of it cut a deep gash in his arm, necessitating the aid of a physician who took seven stitches in the arm. Lakeview—C. F. Mansfield, dealer in general merchandise, renews his subscription to the Tradesman and says: “Money invested in subscrip- tion to the Tradesman, brings the average grocer a larger per cent. on the money invested than anything he put his money into, if he will read it.” Grand Rapids—The Central States Tire Co., 133 Michigan street, has merged its business into a stock com- pany under the same style, with an authorized capital stock of $25,000, $20,000 of which has been subscribed and paid in, $1,000 in cash and $19,- 000 in property. Lansing—Tuttle-Scott, conducting a chain of shoe stores throughout the State, has leased a store in the Tus- sing building and will open a shoe store about Sept. 1. The company is remodeling the front of the store to conform to the standard appearance adopted by all of the Tuttle-Scott stores. Lansing—Joseph Schaffer, for a number of years engaged in the gro- cery business here, will again enter the field, having purchased the gro- cery stock and store fixtures of Frank Lefke at 1230 West Saginaw street. Mr. Lefke will devote his entire time to the Walker-Lefke Co., meat dealer at Washington and Franklin avenues. Oakley—This $15,000 elevator just completed, is the first elevator built, owned and operated by a farm bureau organization in Saginaw county. The building has a capacity of 16,000 bushels. It will be headquarters for the Oakley Farm Bureau Association. Farm supplies will be handled and general farm crops will be marketed. Detroit—Himelhoch Bros. & Co., 1230 Woodward avenue, has merged its women’s suits, dresses, cloaks, etc., business into a stock company under the style of the Himelhoch Bros. Co. with an authorized capital stock of $150,000 preferred and 30,000 shares at $10 per share, of which amount 20,000 shares has been subscribed and paid in in property. Marcellus—Receiver J. N. Bilder- back for the First State Savings Bank of Marcellus announces that institu- tion is near solvency. Funds collect- ed will allow him to pay depositors 30 cents on the dollar, but until liti- gation involving the Farmers & Mer- chants bank of Jones is out of the way he will not draw checks. Mr. Bilderback indicated that depositors would be paid in full and the bank again reopen with a new board of directors. Manufacturing Matters. Flint—The Mason Motor Truck Co. has increased its capital stock from $500,000 to $1,000,000. St. Joseph—The Watts Laundry Machinery Co. has increased its cap- ital stock from $20,000 to $50,000. Benton Harbor—The Benton Har- bor Chemical Co. has been organized to manufacture and market an insect exterminator. Sparta—The, Sparta Silo Co. has sold its plant’ at Sparta to the Oil Stopper Co., of Muskegon, which also has secured an option on the north side foundry property and expects to operate both plants in manufacturing its products. ° sg a Mendon—W. G. Simpson has sold his grocery stock and bakery to Ed- ward Riley, who will continue the business at the same location. Brighton—Wiliiam Ford has pur- chased the old Woodruff mill, located East of town, and has plans to develop at least 100 horsepower there. Lowell—The Lowell Specialty Co., manufacturer of hardware specialties, is building an addition to its plant. ‘It is of brick, 40x125 feet, two stories high. Detroit — The Swope-McCracken Co., 7720-7722 Gratiot avenue, manu- ~facturer and jobber of auto parts, has increased its capital stock from $10,- 000 to $50,000. Lapeer—The Nepressing Manufac- turing Corporation, truck bodies and trailers, has increased its capital stock from $8,000 to $28,000 and 2,000 shares no par value. Ann Arbor—The Parker Electric Mills has been incorporated with an authorized capital stock of $160,000, all of which has been subscribed and $75,000 paid in in property. Crystal Falls—The factory of the United Last Co. is now under roof, and there is yet to be built a com- bined warehouse and dry kilns: 58x400 feet, to contain twelve kilns. Allegan—The Jewett Phonograph Co. has changed its name to the Jew- ett Radio Phonograph Co. The com- pany will also manufacture radio re- ceiving sets in phonograph cabinets. Detroit—The Wondertone Radio Co., 2033 Woodward avenue, has been incorporated with an authorized cap- ital stock of $25,000, $15,000 of which has been subscribed and paid in in property. Detroit—The Multiple Oil Well Tool Co., with business offices at 655 Equity building, has been incorpor- ated with an authorized capital stock of $30,000, $1,000 of which has been subscribed and paid in in cash. Detroit—The Huron Manufacturing Co., 1502 Ford building, metal prod- ucts, washout plugs, etc., has been in- corporated with an authorized capital stock of $100,000, of which amount $50,000 has been subscribed and $30,- 000 paid in in cash. Grand Rapids—The Grand Rapids Tire & Rubber Co. has authorized the erection of an additional complete unit to its plant, at an estimated cost of $250,000. When completed, the plant will have a capacity of 800 tires and 2,500 tubes per day. Elkton—A new co-operative cheese factory is now in operation here, with Vernon Shaw in charge. The com- pany is turning out 750 pounds daily, and its most important distributing centers are Sebewaing, Caro, Cass City, Marlette and Pigeon. : Greenville—J. Loeff, clothing man- ufacturer of Chicago, purchased what remains of the machinery and office equipment of the Michigan Motor Garment Co. at receiver's sale- at Grand Rapids for $4,250. The pur- chaser will manufacture a line of men’s. and women’s garments as soon as the necessary alterations to the building and machinery have been _. completed, eg! ( | eS August 9, 1922 Essential Features of the Grocery Staples. Sugar—Most of the refiners are said to have fairly well caught up, with shipment on export refined business, so that most of their attention is now being paid to catching up on domes- tic orders, some of which have been on their books for several months, at prices as low as 5%4c. The situa- tion seems to be one which will stand watching. It is thought by some that speculators now control a large quan- tity of refined sugar; but the fact remains that no country in the world has a surplus of sugar and that ex- perienced market prognosticators in- sist that the price cannot go lower for thirty or forty days. Canned Fruits—The canned apple situation is interesting, as Michigan canners are selling 1922 Duchess and early varieties of apples at $3 per dozen for No. 10 sizes f. 0. b. Michi- gan, and they are right nice apples, good style, flavor and color. They are not qutte as firm as winter or fall fruit and probably do not weigh out as heavily, the fruit not being as solid, but they make good pies and, being riper than the winter fruit as they go into the cans are sweeter and better flavored. The prices being named for late packed apples No. 10 size f. o. b. Michigan and New York is $4 f. o. b. canneries but there are no sales being made at the price, so the brokers say. Libby, McNeil & Libby report that they have finished packing apricots and cherries on the Pacific coast but their deliveries on these fruits have not yet been deter- mined. They are now starting to pack peaches, and as there is a good crop of fine quality, they hope to be able to deliver 100 per cent. on their confirmed contracts. They state that their confirmation of advance orders will run above 90 per cent. The pack of plums on the Pacific coast is ligat, and always is, not because there is a scarcity of plums but because there never is a large sale of plums, and canners do not like to pack a surplus, as. Owing to the plums being packed unpitted and the stone acidity of the fruit, they are hard to process prop- erly and are apt to spring the cans and create loss if held from one sea- son to another. Orders for Califor- nia canned fruits are not “pyramid- ing,” that is to say, having ordered the assortment required for their im- mediate needs, the wholesale grocers are holding off until the pack is fin- ished before making additional pur- chases, being under the impression that there will be concessions of price later in the season and that the out- put will be larger than anticipated. Canned Vegetables—Canned peas are holding steady from day to day and selling better than any other ar- ticle in canned foods. Being unable to secure the grades and sizes they need from Michigan and Wisconsin canners, the wholesalers of the East- ern States are turning to New York State canners and paying higher prices. Wisconsin is sold out on a number. of grades and sizes, and can- ners there have withdrawn quotations from their brokers. Canned corn is MICHIGAN TRADESMAN in some demand for standard quality, as the very low price makes it a safe purchase and also makes it promptly salable; but the better grades of can- ned corn are not being sold or con- tracted for very rapidly. The situa- tion as to canned corn is not at all encouraging from the canners’ stand- point, and all influences combined will probably result in a reduction of output beyond the present estimates. New or 1922 pack of canned tomatoes is now being packed and_ shipped from Baltimore, but at prices on a parity with the carry-over of 1921 output. It is not selling very rapidly, as the first pack of the season is sel- dom ripened or of good color or flavor. Canned Fish—The fish line depends almost entirely upon current con- sumption. Salmon is taken, but in a moderate way. Pinks and red Alas- ka are firm but not spectacular. There is some export call for the former as well as for chums. New _ pack prices are not expected until late in the month. Sardines are dull but prices are maintained. Shrimp re- mains scarce and favors the seller. The estimates of the 1922 pack of Alaska salmon, from advance reports received from the canneries, are that the output will not exceed 4,000,000 cases, as contrasted with 5,000,000 cases packed in 1921, and packs of about 10,000,000 cases in 1917 and 1918. The carry-over will not be large, as there has been a heavy ex- portation of salmon, and spot hold- ings of previous packs have been heavily reduced. Dried Fruits—The stage is all set for the receipt of new pack prune prices expected from the Association this week. What they will be is a mystery, but it is hoped that they will be considerably below quotations of independents, who have been of- fering from 7144@8%c bulk basis. Old prunes have been weakened in spot by the pressure to sell, excited by some houses who want to liquidate. Apricots are firm, but are still held at prices which buyers will hardly consider. Peaches have been with- drawn by the Association, except for standard Muirs and extra choice yel- lows. Currants are easy, on spot, due to the influence of the revised raisin prices. Sugar Syrup—The market presents a steady appearance, there being a fair demand for moderate quantities at the prevailing quotations. Molasses—The local market is firm, with a fair demand prevailing. Corn Syrup — Trade ~ continues along fairly active lines, with prices holding steady. Tapioca—The demand is along nar- row lines and values are somewhat easier. Rice—While the movement in all grades is not heavy, there is no noticeable change in prices, as hold- ers refuse to make concessions, pre- ferring to carry their old crop with the chance of marketing it between now and the time new goods are plentiful. As most of the rice is Blue Rose which will not come into heavy supply for a number of weeks, the disposition is to hold off. Stocks generally are not heavy. Foreign tice is quiet but firm in tone. Condensed Milk — Manufacturing costs affect both condensed and evap- orated milk as the advances in sugar and in raw milk which occurred on Angust 1 make the finished product cost more than during the early part of the summer. While better in tone, condensed milk is still quiet and re- mains almost exclusively a domestic seller. Prices are irregular but the increased cost of new goods caused holders more confidence, especially in the better known brands. Evap- orated milk is firm, with a tendency toward a smaller differential in price between advertised and the less known packs. Predictions are made of ad- vances on advertised brands, but so far none has occurred. Paper Products—The strike situa- tion is affecting the paper industry materially and several manufacturers of bags and wrapping paper with- drew their quotations the past week. Other manufacturers advanced their quotations 10 per cent. and are ac- cepting orders subject to confirma- tion, —_2-~»__ Review of the Produce Market. Apples—Transparents, Duchess and Astrachan, command 75c per bu. The crop of early apples is so large that shipping stock is practically out of the. question. Shippers cannot get enough to pay the- freight. Bananas—6%c per Ib. Beets—40c per doz. for home grown. Blackberries—$2.25 for 16 qt. crate. Butter—Local jobbers hold extra at 34c and fancy at 33c—in 63 Ib. tubs; fancy in 30 ib. tubs, 35c; prints, 35c. They pay 17c for packing stock. Cabbage—75c per bu. Cantaloupes—Indiana are being marketed on the following basis: otandards,. 495 2.) $3.00 Standards, “36s 22. 2 225 FOnyG, 458 40 2.50 Oils. “S45 (2c Sk 2:25 Bigtoes tapi Ss es 1.00 Michigan Osage are sold as fol- lows: ee $3.75 Bee ee ee 3.25 Me AO 229 PCIe eS 22a Carrots—30c per doz. bunches. Cauliflower—$2.50 per dozen heads. Celery—35c per bunch; extra jum- bo, 50c. Cocoanuts—$7.50 per sack of 100. Cucumbers — Home grown _ hot house, 75c per doz.; garden grown, $2 per bu. Eggs—Unchanged. Local jobbers pay 18c for candled, cases included. Cold storage operators are looking forward to heavy losses. Green Corn—25c per doz. Green Peas—$4 per bu. for Tele- phones. Green Onions—Silverskins, 25c per doz. ,bunches. Honey Dew Melons—$2.50 per crate of 6 to 8. Lemons—Sunkist are held as fol- lows: 300 size, per box —.----------_- $7.00 360 size, per box —_-...._______ 7.00 2/0: sing, Her Box. to 7.00 740. size, per box 6.50 Choice are held as follows: S00 Size, per Dex 220 $6.50 O00 Sige. per bor 25 ee 6.50 Lettuce—Leaf, 85c per bu.; head, $1.50 per crate. Onions—lIllinois, $3.50 per 100 Ib. sack; Louisville, $3.25 per 100 Ib. sack; Spanish, $2 per crate. Oranges—Fancy Valencias are now held as follows: OU ee $12.00 E26) oe 12.00 £50, t7G-and 200: 12.00 NO ee 12.00 Bie 10.00 OOP eee 8.50 DoA e e 5.50 Choice, 50c per box less. Parsley—60c per doz. bunches. Peaches—Elbertas from Illinois are now in market on the basis of $2.75 per bu. The stock is fine and the volume of receipts is large. Pears—$2 per bu. for Early Sugar. Peppers—Home grown, $2 per bu. Pieplant—$1.25 per bu. for home grown. Plums—Burbanks and Bradshaws, $1.25 per bu. Potatoes—Home grown, $3.25 per bbl. Poultry—Local buyers pay as _ fol- lows for live: bight “fowls 232 17¢ Heavy ‘towls 2252-20) es 23c Brotlers, 244. Ib. and up 22.2233 25c Browlers. 2 1b and under 22 18¢ Gox and Stags: =o. ee 10c Radishes—15c per doz. bunches fer home grown. Sweet Potatoes—Virginia command $2 per hamper. Tomatoes—Garden grown, 50c per 7 lb. basket; hot house, 65c. Turnips—30c per doz. bunches. Watermelons—40@60c apiece for fine stock from Alabama. Indiana stock is selling on about the same basis. Wax Beans—$1.50@1.75 per bu. for home grown. Whortleberries—$2.50@2.75 per 16 qt. crate. —_e<-~»__ Dangerous Man To Turn Loose. A representative of the Illinois Se- curities Commission was in the city Monday for the purpose of looking up the record of Colfax Gibbs. He said that when Gibbs came before the Commission with his scheme to raise $5,000,00 for his Gibbs Petro- leum Company it was clearly seen that if he was not an honest man he would be a dangerous person to turn loose in the State, because of his un- bounded assurance and remarkable personality. —_~--.__ Milan—The Ideal Furnace Com- pany is running to full capacity, with upwards of forty furnaces assembled and shipped per day. The first car- load shipment is on its way for ex- port to England and another British shipment is nearly ready and orders from Canada are filled almost daily. The egg candler.at Wilson & Co. found a tape worm in an egg yester- day. It was about two inches long. Gibbs RAISIN PRICES DOWN. California Growers Make Sacrifices To Extend Sales. The action of the Sun-Maid Raisin Growers during the past week in an- nouncing prices hardly more _ than half the prices of last year is regarded in trade circles as an event of con- siderable consequence, not only as a price question but also as significant of a new attitude of the. company to- ward the distributive and consuming trade. First of all it is regarded as indicat- ing a recognition by the growers of the error of looking at the price ques- tion wholly from the producers’ stand- point and if this be correct it prob- ably means that the company will continue a more liberal policy not only out of altruism but because of its good common sense. Plainly if the immensely increased production of raisins is to be absorb- ed and raisins to become more of a staple food product, they must be sold at lower prices; prices which will make it practical to use them. Last year’s prices were manifestly too high, the consumer would not pay it and no amount of argument in justification, based on the “overhead” cost of producing raisins, could alter that fact. The result was that the bakery trade ceased making raisin bread, which was one of the great hopes of California for large tonnage consumption and other uses for rai- sins were curtailed. But raisins at-from 71%4@10%c per. pound are quite different from raisins at 13@l6c. For instance, with the Government standard for “raisin bread” calling for three ounces of raisins per loaf the old price made raisins prohibitive, whereas now they are quite practical, and will probably be resumed as a large factor in mak- ing bread popular. Last year it would have cost the baker about 3c a loaf to use raisins, and he charged usually only 2c more than for plain bread. Now the cost will probably be not much more than Ic. The raisin company has about 13,- 850 growers. enrolled, representing probably 93 per cent. of the raisin growing production. Reports from Fresno indicate that they are surpris- ingly loyal and partisan toward the big company, and that reference to the days when the “independents” were a factor in dominating the sweat- box price of raisins creates something a good deal like a nightmare to a vineyardist. Therefore when the ab- solute necessity for lower priced rais- ins was made clear to them there was a good deal of cheerful sacrificial spirit manifested, which will probably result in permanent deflation of pres- ent costs of production. It is well known that California raisin growers have in recent years lost perspective on mercantile con- siderations and have been intoxicated with the power they possessed to dominate prices. This is said to have been largely cured by a retrospect of the past year or two and an outlook on the future production acreage. For instance, the Thompson seed- - “MICHIGAN TRADESMAN less acreage prior to 1919 amounted to 78,827 acres. Thompsons are the coming raisin, and growers have been rushing into their production, with the result that in the 1919-1921 sea- sons inclusive there were planted no less than 63,200 acres more, and this has since been increased to about 90,000 acres, three-quarters of which probably will come into bearing this year. In the same time an acreage of 101,303 of muscats has been added to by between 5,000 and 6,000, al- though muscats must in future reckon with the Thompson competition. At any rate it has been estimated that by 1924 the Thompson and muscat tonnage production alone, without the other varieties, will considerably ex- ceed 310,000 tons, as against a ton- nage never previously in excess of 200,000, and this year estimated at 225,000 tons. Manifestly consumption was nec- essary and the company has bravely faced the facts with a determination not only to move the old crop carry- over (which is all that the new prices apply to as yet) but to keep prices down on future output. Besides the company is understood to be making research looking toward wider uses of raisins and to plan more liberal policies of co-operation with the dis- tributive, baking and confectionery trades. This has not been easy to accom- plish from the California end, because of the fact that so much of the recent acreage has been planted on badly inflated land, thanks to the land booms of recent years. Land that sold (in the raw state) before the war at $50 or $60 an acre has been bought and developed for vineyards at five times those figures and a great deal of improved land has been in- flated until it has been acquired or carried by present growers at from $900 to $1,500 an acre. Manifestly, raisins grown on such land must bring a high price, and it is estimated that several hundred grow- ers will be forced out of business this year by the prices which will prevail in the sweatbox. The majority of producers, however, are said to have determined on heroic deflation for the permanent good of the raisin in- dustry, even if a few hundred fore- closures do eventuate. It is under- stood in California that once the new growers deflate their overhead, raisins which will meet the wishes of the can be grown profitably at a price consumers and permit a much wider use of raisins as staple food. Just waat the price for the regular 1922 crop will be is still a matter of conjecture, but it is understood the company took it into consideration when it' named the price for the old surplus and, while the new price will get the old goods out of the way be- fore the new arrive—the Thompsons probably in September and the mus- cats in October—it is commonly re- garded in trade circles as indicating that the new crop prices will be noth- ing like what they were last year. President Giffen is quoted in a recent editorial in the Fresno Republican as follows: “If anything, we must be keener than ever in maintaining the purpose of the Association to handle the busi- ness of raisin production for the bene- fit of the producer and consumer alike. If the Association is to make new progress it must be in the direc- tion of assuring an organization that will more perfectly represent the in- terests of the growers in producing Service crops; crops that will be a benefit to the raisin eating inhabitants of the United States. “The organization that lies between the producer and the consumer is sub- sidiary to this general purpose. The members of that organization, who- ever they may be, should be paid for their services. But their existence is not a primary consideration. Wheth- er the industry can be best served by one or another agency system is a minor detail. The important thing is that the industry must be in a posi- tion to know that its functions are being properly performed. “It must know that the raisins that it 1s producing are not being gambled with, that the market is not being juggled. It must know that, as be- tween the producers, the tonsumers and the natural conditions under which each lives, there is no sharp practice, that all the market factors are being properly revealed; that there is no underhand procedure. We have confidence that the extension of the systém by which the Sun-Maid Growers directs its sales policies has been in the right direction.” —_+-.__ Bread Standards Officially Defined. The Joint Gommittee on Definitions and Standards has recommended the adoption of standards for breads for the guidance of Federal and State officials in enforcing food laws, ac- cording to a statement issued this week by Dr. W. W. Skinner, chair- man of the Joint Committee. The standards recommended by the Joint Committee do not become effective under the Federal Food and Drugs act until they have been for- mally adopted and published as a food inspection decision by the Secretary of Agriculture, nor do they become effective under State food laws until formally adopted or acted upon by the authorized State representatives but are announced by the Joint Com- mittee in advance of their formal adoption, in order that no hardship may be worked upon the industries affected. The text of the recommendations of the joint committee follows: Bread is the sound product made by baking a dough consisting of a leavened or unleavened mixture of ground grain and or other . clean sound, edible farinaceous substance, with potable water, and with or with- out the addition of other edible sub- stances. In the United States the name “bread,” unqualified, is under- stood to mean wheat bread, white bread. Wheat bread dough, white bread dough, is the dough consisting of a leavened and kneaded mixture of flour, potable water, edible fat or oil, sugar and or other fermentable car- August 9, 1923 bohydrate substance, salt and yeast, with or without the addition of milk or a milk product, of diastatic and or proteolytic ferments, and of such lim- ited amounts of unobjectionable salts as serve solely as yeast nutrients,* and with or without the substitution of not more than 3 per cent. of the flour ingredient by some other edible fari- naceous substance. Wheat bread, white bread, is the bread obtained by baking wheat bread dough in the form of a_loaf or of rolls or other units smaller than a loaf. It contains, one hour or more after baking, not more than 38 per cent. of moisture, as determined upon the entire loaf or other unit. Milk bread is the bread obtained by baking a wheat bread dough, in which not less than one-third of the water ingredient has been replaced by milk or its equivalent. It conforms to the moisture limitation for wheat bread. Rye bread is the bread obtained by baking a dough which differs from wheat bread dough in that not less than one-third of the flour ingredient has been replaced by rye flour. It conforms to the moisture limitation for wheat bread. : Raisin bread is the bread obtained by baking wheat bread dough, to which have been added sound raisins in quantity equivalent to at least three ounces for each pound of the baked product and which may contain pro- portions of sweetening and shorten- ing ingredients greater than those commonly used in wheat bread dough. Brown bread, Boston brown bread is a bread made from rye and corn- meals, with or without flour, whole wheat flour, and (or) rye flour, with molasses, and in which chemical leav- ening agents, with or without sou milk, are commonly substituted for yeast. In some localities the name brown bread is used to designate a brea: obtained by taking a dough whici differs from wheat bread dough in that a portion of the flour ingredie:. has been replaced by whole whe: ‘ flour. *The propriety of the use of minu: amounts of oxidizing agents as enzyme activators is reserved for future consid- eration and without prejudice, —~++>____ Life Scars. They say the world is round, and yet I often think it square, So many little hurts we get From corners here and there. - But one great truth in life I’ve found, While journeying to the West— The oniy folks who really wound Are those we love the best. The man you thoroughly despise, Can rouse your wrath, ’tis true; Annoyance in your heart will rise At things mere strangers do; But those are only passing ills; This rule all lives will prove; The rankling wound which aches and thrills Is dealt by hands we love. The choicest garb, the sweetest grace, Are oft to strangers shown; The careless mien, the frowning face Are given to our own. We flatter those we scarcely know; We please the fleeting guest; And deal full many a thoughtless blow To those who love us best. Love does not grow on every” tree, Nor true hearts yearly bloom. Alas, for those who only see This cut across a tomb! But, soon or late, the fact grows plain To all, through sorrow’s test: The only folks who give us pain Are those we love the best. ee teat August 9, 1922” MICHIGAN TRADESMAN THE OLD GUARD. Its Glorious History For the Past Fifty Years. : Grandville, Aug. 8—‘‘The Old Guard dies, it never surrenders.” - The words of Cambronne at Wa- terloo are typical of those men who, formed into a solid phalanx to fight error and evils as they exist, have made themselves obnoxious to a cer- tain class who fancy they were born to rule and feel called upon to fix the status of human lives and order them accordingly. The bolt of the army of Armaged- don in 1912 was no new thing under the sun, but an outburst of personal spleen which carried to its extremity served to alienate men from party fealty and made it possible for a mi- nority party to gain possession of the Government. Since that day those who went daf- fy over “progressive principles’ have plumed themselves on being the real simon pure gods of a new dispensa- tion, of whom the Bull Moose was an ideal representative. Governors, members of Congress and county moguls allied themselves with the malcontents and really ex- pected the people to fall down and worship the brazen calf thus set up. The word Old Guard has been whispered at the bedside of recal- icitrant bad little boys to frighten them into slumber. Those two words have been rolled beneath the tongues of the Pinchots and Johnsons in an attempt to extract all the sweets in the universe. Instead, a nasty mess of bitter medicine has been the ex- tract. Honést men, with true Amer- ican views of doing things in a Gov- ernmental way, have been classed as the “Old Guard,” a venomous thrust which is expected to blast the name and fame of every man to whom it is applied. “The Old Guard dies, it never sur- renders.” Despite all the venomous serpents of the still, harping and yelping them- selves hoarse at the heels of their betters, the maligned Old Guard con- tinues to exist, to stand as a govern- ing entity which cannot be stamped- ed, that has no thought of showing the white flag, hence dies rather than surrender. Bet the Old Guard. fike that ac Waterloo, is ready to stand up to the rack and never say surrender. In fact, when the Old Guard, which has been so serviceable to the Nation and her institutions, resigns in defeat the knell of good Government in Amer- ica may be truly said to have gone Bolshevik. What is this Old Guard of which 30 much has been said, at which so much of blackguard ribaldry hurled? Go ask the men who raised the flag of revolt when the Dred Scott deci- sion shocked the better sense of the American people before the Civil War. Go ask the men who stood at Sumpter and dared to defy traitors and treason while a bit of ammunition remained in the locker. Go ask those brave Americans who struggled at Chattanooga and Mission Ridge; ask any of the men and officers of the Army of the Potomac, of the Cum- berland, of the Tennessee. They would tell- you, were they alive to-day, that it was the. Old Guard of the Union and righteousness which saved Amer- ica to Union and freedom, banished human slavery and made the United States of America free in fact as well as free in name. No longer was the American cheek to blush with shame, nor the Yankee schoolboy hide his head when the anthem of the free was sung throughout the land. And the Old Guard, mind you, did all this, freed slave-cursed America, planted the flag of Washington on the topmost heights of glory and gave us a Nation worth living for, worth dying for, worth all the patriot blood shed throughout our history. The Old Guard has marched down through American history, presenting an unbroken front, an unsullied name, patriotic to the core. And now must we take a back seat and permit small- souled malevolence to cut the cords of kind memory and besmirch the men who made the Nation what it is? When you hear a man prating about the Old Guard with a sneer, mark him well. He is a self seeking dema- gogue who has as little sense of the fitness of things as a dead snake in the grass. Fifty years of American history has been marked with the grand and glorious deeds of the Old Guard. Lincoln, that greatest and best man of all time, was in his day the head and front of this Old Guard we hear so much about in scathing denuncia- tion to-day. _ Grant, Sherman, Sheridan and fhomas were prulliant commanaers ot the Uld Guard in tne early aays ot that halt century ot acnievement which 1s now avout to close. very schoolboy knows the record of these men, hey also know the Uld Guard never surrendered. It will not soil its record by _Surrendering to the small-ply political shysters who. to- day claim tor themseives all the good- ness in the universe. _Lhere would have been no eman- cipation proclamation without the Old Guard to back it up. ‘he giant vic- tory at Gettysburg, the turning point in the great rebellion, would not have been won had there been no Old Guard to front the foe and save the old flag. _ Why sneer at the Old Guard as if it were the sum of all villiany, the acme of devils incarnate? Fifty years of the most glorious history has been made by. the Old Guard. From Sumpter to Appomat- tox the Old Guard was in evidence. From the close of the Civil War down to the election of Warren G. Harding by the largest majority in our history this Old Guard has been at the forefront, doing yeomen ser- vice for the country and for genuine honest government and the execution of just laws for the benefit of all the people. Look at these names, Old Guards- men all. Lincoln, Grant, Sumner, Chase, Chandler, Blaine, Logan, Mc- Kinley and a host of others, includ- ing our present matchless Secretary of State, Charles Evans Hughes, and say if you will that the Old Guard is not deserving of respect and ad- miration, rather than sneers and ‘cal- umny of the meanest dye. Stand by the Oid Guard, boys, and be on the right side. Old Timer. —— ++ >—_____ Are we in the secondary stage of an appreciation in bond prices? It would seem so if history is any crit- erion, All the indications point in that direction. While there is a bet- ter demand for funds for business purposes, it has not reached the point where the money market feels any stimulating tendency in rates. Per- haps the price of Liberty bonds is the best indication, for as Liberty bonds continue to advance in price and the income yield becomes less, funds will be divided into other in- vestment channels, Of course, the great rise in bond prices the past year, the greatest since the Civil War, undoubtedly led to more or. less speculation in bonds, and we think that there will now be more discrim- ination used by the investor. There is no doubt that in an active market the investment overflow goes into the less attractive securities, MICA NOW PUT TO MANY USES One of the Oddest of Natural Sub- stances. Do you remember how you used to sit before the old barrel stove in the parlor or before that “new fangled” latrobe, watching the glow of the cheery winter fire through the “isin- glass” windows? You may think that since the basement furnace has gener- al'y supplarited the troublesome pesky things the producers of “isinglass” must have long since gone bankrupt; but there is more demand for it now than ever before, says the United States Bureau of Mines. Anyway, it was not isinglass at all in the front of the stove. Had it been it would have lasted only as long as paper, for ising!ass is made of the air bladders of certain fish and is a soluble combustible substance. What really was in the stove windows was mica, one of the oddest of natural substances, and which is now one of the greatest boons in the elecirical in- dustry as a perfect insulator. So im- portant is mica in electrical goods, it is declared, that many of the larger electrical supply manufacturing com- panies own and operate their own mica mines. Mica, says the Bureau, includes a group. of several minerals character- ized by a perfect basal cleavage by virtue of which they may be split into exceedingly thin plates. How often, as a youngster, did you make wonderful finds of “gold” or “silver” among the rock deposits near the homestead? Of course, the dreams of wealth vanished when you found the silvery or golden flakes were only mica. Such mica has no commercial value, it is only valuable when it oc- curs in large deposits where it ap- pears in “books” fairly free from de- fects, varying in width and length from a few inches to feet and up to six inches or more in thickness. Of the several varieties of the min- eral only two are of commercial value, the “muscovite” or white mica, and the “phlogopite” or amber. India, Can- ada and the United States are the chief producers. Mica possesses a combination of special qualities which is found in no other substance, consequently no sat- isfactory substitute has. been found. Chief among these qualities are elas- ticity, toughness, flexibility, transpar- ency, ability to withstand excessive heat and sudden changes of tempera- ture, high dielectric strength, cleav- ability, and resistance to decomposi- tion. An important use of electrical mica is for interleaving between’ the cop- per segments of commutators. Thin films are used in vast numbers in con- densers, for magnetos and in wireless apparatus. As sheets in greatly diver- _goggles, sified- shapes, or as washers and tubes, mica is used extensively as an insu- | lator in dynamos and in various ap- pliances, in fuse boxes, sockets, insu- ‘ators, electric theaters, flatirons, tele- phones, ete. As a_ heat-resisting, transparent medium, sheet mica is still used in furnace sight-holes, for heat screens, lamp chimneys, canopies and shades, particularly for gas mantles, also for military lanterns and lantern slides. Its ability to withstand strains and shocks, combined with its transparen- cy, has led to wide use in motor spectacles, divers’ helmets, smoke helmets, compass cards, gauge fronts, and in windows subject to shock such as on the conning-towers of battle ships. Owing to the resonance of mica cir- cular sheets of high grade muscovite are used extensively in phonographs as sound producing devices. Such sheets are also used in other sound detecting devices such as the sub- marine detectors. The briliancy of its reflecting sur- faces gives the mineral a wide use as a decoration, notably as Christmas tree “snow.” Coarse ground mica is also used for ornamentation of pottery, lamps, curtains, cloth, and in India in decorating the temples. An unusual use for the ground product, which, says the Bureau of Mines, “fortunately has not extended outside India,” is in medicinal prepara- tions and wound dressings. The recent development of wide uses for the ground product has opened a wide field for utilization of waste and scraps, and saved the industry much expense. The more impure and coarser types are used as a coating to prevent tar roofing from sticking when rolled; purer and finer grades are used in paints, ornamental tiles, and con- crete. A mixture of ground mica and powdered aluminum is said to make a rust-preventing paint of good quality. On account of its heat-resisting quality it is used extensively in rail- road car axle packing, in pipe and boiter coverings, in fireproof paints, and even in rubber tires. Ground mica is also used in annealing steel, as an absorbent, for nitroglycerin in the manufacture of certain explosives, as a component in roofing, as a filler in rubber and other products, in calico printing and as tire powder. The purest and finer powder is used for wall paper decorations, as a lubri- cant for wood bearings, and mixed with oil as a lubricant for metal bear- ings. It has been found that mica may also be used successfully as a flux in ceramic wares. —_————2---4— Some clerks worry a good deal about the way customers treat them. They ought to worry about the way they treat customers. gE ZZ PERKINS, EVERETT & GEISTERT —— 7) wees Ss a cn rh SS SExvL,M. 290. Direct wires to every important market east of the Mississippi. A statistical service unsurpassed. eae ee ed eee ecg maptaioenr tia abana ane aap mao pE START ON FORTIETH YEAR. With the issue of this week the Michigan Tradesman starts out on the fortieth year of successiul publica- tion. Throughout the thirty-nine ‘years of its career the Tradesman has ‘been read by serious minded men and women—by people of sense. and so- ‘berness: who were desirous of know- ing what their fellow men and women were about, especially those engaged in merchandising and business pur- suits of an allied character. The Tradesman was not surpassed by any other trade journal in the effort.to put before its readers from the. very beginning the truth about the atrocious war precipitated by the kaiser, to interpret its meaning and to bring into view its dangers to this country. It has labored. diligently for the establishment of adequate safeguards against a recurrence of war. If its efforts have not been crowned with the success it hoped for, it still has faith that the sober sense of the American people will ultimately impell them to rise in their wrath and smite the two or three million union serfs who are a per- petual menace.to the peace and pros- perity of the country through the possession of union cards signed by men whose hands are red with the blood of heroes who stand up for the freedom of the. individual. These serfs are perpetually at war with any Government which stands for de- cency and fairplay. They are now in an attitude of acute warfare with the American Government by defying its mandates, mocking its courts, making light of its laws and vilifying its Chief Executive. Their methods are not the methods of law abiding men. Their weapons are the torch of the incendiary and the dagger of the assassin. By taking the iron clad oath of the union they ceased to be Americans, ceased to be good citi- zens, ceased to be Christians and ceased to be decent men. They have no rights which any honest man is bound to respect. They are outlaws and must be so considered and treat. ed. The country will never be happy and prosperous until the last vestige of gomperism. and unionism is cast into outer darkness. The most un- fortunate feature of this warfare against the Government and law and order is that it must be combatted without the assistance of the daily press. Less than 200 daily newspapers have broken away from the tyranny of the closed shop and espoused the liberty of the individual. The great mass of the daily press stand before the people in the light of “public malefactors,” as Theodore Roosevelt referred to the men who enter into “criminal conspiracies to maintain the closed shop,” which is the most infamous weapon ever devised by the mind of man to destroy the liberty of the individual and subvert the Re- public to an autocracy such as Russia is now writhing under. Under ex- isting conditions no daily paper dare take a stand for freedom and human liberty, because it is bound, body and soul, to the most merciless monopoly ever created. In many reform move: MICHIGAN TRADESMAN ments the daily press lead the people. In this emergency—which is the greatest which ever menaced a free people—no help can be expected from the daily press. The people must fight for their rights alone without any assistance to speak of from the daily press. In the line of political endeavor, the Tradesman has fought many a good fight—sometimes in triumph, sometimes otherwise—for an honest business government at Lansing. It seems next to impossible to elect a governor who does not immediately misuse his position by using it as a stepping stone to the office of United States Senator. This means that our Chief Executive is more concerned about building up a personal political machine than he is to serve the peo- ple well and faithfully. No more Hagrant violation of good government has ever been presented than is now manifested in the adroit and none too scrupulous politician who is debauch- ing his office and utilizing the entire force of the State administration to foist himself into the Federal Senate. The people sit placidly by and raise little protest to such misuse of power to perscnal and selfish purposes. The see inaction and imbecility is seen in the average character of the men we send to the Legislature. This body ought to be composed of representative business men, but three-quarters of the membership of both houses is made up of shyster lawyers, union labor blackmailers and political farmers. No permanent good can ever come from either branch of our Legislative body ‘until the people clean house and insist on send- ing men to the Legislature who have clean hands, clear minds and a keen sense of duty to their constituents. The Tradesman has striven success- fully to protect the mercantile frater- nity against a score of invasions which threatened the peace and pros- perity of the trade. It has always sounded the clarion voice of alarm against cheats and frauds which ap- pear to increase in both numbers and shrewdness which each succeeding year. For the first time in its history it has recently advised its readers to repudiate obligations which were ob- tained by misrepresentation, fraud, collusion or conspiracy. It has de- nounced country bankers who enter- ed into criminal conspiracies with crooked stock salesmen to defraud their depositors for a miserable pit- tance. It will never cease to condemn any scheme which is based on un- fairness, injustice or fraud. It will be equally active in commending the good and espousing the cause of truth and justice. Through all the years from the day the Tradesman was founded, in 2028 issues, it has put in the hands of its readers a trade journal as worthy and useful as the ability and skill of its conductor and the means at his com- mand enabled him to produce. The Tradesman feels that it can with con- fidence of a favorable finding submit its past and its present, its record of things done and its aims and ambi- tions, to the candid judgment of just and impartial men and women. THE LATE WILLIAM JONES. None of any class of the adopted citizens of the United States more . readily adjust themselves to Ameri- can peculiarities and methods of do- ing business than do the people who come from our neighboring province of Ontario. With practical common sense to direct them, and with a na- tive business sagacity which enables them to seize on any main chance that comes within their grasp, back- ed by an energy and steadfastness unmatched by any other race, the newcomer goes immediately to work to better his condition and usually makes progress from the start and attains a successful business status in a remarkable short space of time after crossing the line. He does not stop to grumble because America is not like Canada, nor does he try to make conditions here conform to those of the Fatherland. He seems instantly to take things American as he finds them and endeavors to make the best and the most of the situation with fine adaptability. This capacity for quick assimila- tion places the Canadian in a posi- tion of great advantage the moment he becomes a resident of the States. Usually being a man of vigorous phy- sical constitution and clear under- standing he is able to take hold of any work or enterprise that is pre- sented to him. Arrived here, he seems to have no choice of occupa- tion, except that he doubtless would prefer such employment as he was trained to in the land of his birth. But he does not wait for the oppor- tunity to seize upon his choice but tackles the first occupation that will bring him remuneration, and from that starting point follows the lead of the most favoring circumstances. In the pursuit of his earnest object of getting on in the United States he adapts himself to any locality, any chance of advancement, any sort of work that confronts him, and his in- tense earnestness and singleness of purpose assure him of greater success than comes to the majority of men of other nationalities. That is to say, it probably can be said that a larger percentage of American citizens of Canadian origin are thrifty and suc- cessful than that of other nationali- ties that reach our shores in the quest for new homes. The foregoing reflections were sug- gested by reviewing the career of the man whose obituary appears on another page—a man who made his mark in the business life of this State by reason of the admirable and ster- ling traits of character that so strik- ingly distinguish his race. WOOLS AND WOOLENS. Last Thursday ended the series of auction sales of Colonial wools. Prices at the close were about the same as those of the previous series, but it has evidently been an effort to keep them up even for merinos. Only a check to the offerings of crossbreds has prevented a break in prices of them. Reports come of a large de- crease in the flocks of sheep in Ar- gentina. It is estimated that the num- August 9, 1922 ber of such animals has shrunk from 44,855,000 in 1918 to about 30,000,000 now, and that the next clip will amount to only 180,000,000 pounds, the great bulk of it being medium and coarse. That would be about the right quantity from the estimated number of sheep, but the whole cal- culation seems to be in the nature of propaganda. The average exports ‘alone of wool from Argentina during the last five years have been close to 275,000,000 pounds per year, and those for the nine months from Oc- tober, 1921, to June, 1922, were over 300,000,000 pounds. The puzzle is to find out where all this wool came from, if only so few sheep are in the country. While on this subject, also, it is well to call attention to the large imports of woolen rags which are and have been coming into this country in anticipation of the higher proposed duties on wool. For the six months ended with, May the imports of rags footed up nearly 14,000,000 pounds, as against 6,544,453 pounds in the cor- responding period a year ago. This vast volume of woolen rags is to be used, in addition to a large quantity of domestic rags, in making shoddy when wool is made too expensive by a high tariff. In the goods market, the past week witnessed the opening of the remain- der of the American Woolen Com- pany’s lines of men’s wear as well as all of the women’s wear fabrics. The prices named were regarded by the trade as quite moderate. Subse- quently, a number of woolen lines were withdrawn. Orders which have been placed are said to have been up to expectations, which does not mean, however, that re-ordering will not be necessary by the cutters-up. PAYROLLS ARE GROWING. it has been stated that wage cuts are about over for the present, and that with the settlement of disputes in the textile mills, coal mines, and railway shops we may look for stab- ility in the labor field. Several facts may be cited in support of this view. In recent changes in wage scales ad- vances have about equalled reduc- tions. The tendency in steel mills, iron mines, and the building trades is for wages to advance slightly, while in textile mills and on street railways and steam roads wages have tended to recede. Meanwhile, the cost of living has remained relatively sta- ble. These things would appear to indicate that the wage levels in the United States have about reached a condition of equilibrium. On the other hand, if wholesale prices should con- tinue to advance-at the rate of the last few months wages and living costs may again move out of equili- brium and necessitate further read- justment. The future tendency of wholesale prices thus has much bear- ing on the wage question. One thing appears certain, however, and that is that payrolls during the remainder of the year are going to be larger than they have been for many months, and this points to larger buying pow- er on the part of consumers and all that such an increase involves, # MICHIGAN TRADESMAN : 9 y) A August 9, 1922 AUNT JEMIMA SAYS: In de magazines? Yes, suh, I’se in dem which is read by 25 million peoples— workin’ up mo’ bizness fuh you all HERE’S no doubt about it. You could make “first sales” of any kind of pancake flour if you had time to stand and talk to people. But you couldn’t afford to do it even if you git ten cents gross profit on a sale. Your profit in this line, as in any other, comes in meeting a demand, in making a lot of quick, low-cost sales at a fair mar- gin, in turning your stock frequently, and making satisfied cus-: tomers. That’s why we know you'll be interested in this: Sure demand for Aunt Jemima With the September issue, Aunt Jemima starts a selling campaign in eight of the nation’s best magazines—Saturday Evening Post, Good Housekeeping, Ladies’ Home Journal, Woman’s Home AUNT JEMIMA “HOME LOURNAL goer § ™DESIGNE “*I’se in town, Honey!"’ cag wih Companion, McCall’s Magazine, Delineator, Sasa ender Designer and Pictorial Review. 7 This campaign will continue into next year. Approximately 54 million Aunt Jemima advertisements will go into the homes of this country through these magazines! Stimulated demand for Aunt Jemima Pancake Flour and Buckwheat Pancake Flour is bound to come. Put your money into this known brand; it’s the sure way to make volume-sales easily, to make the profits and satisfied cus- tomers you want. AUNT JEMIMA MILLS COMPANY, St. Joseph, Mo. PANCAKE FLOUR A message to the RETAIL GROCERS of AMERICA Sugar, of all products in your store, is the one which should represent the highest standard of cleanliness, purity MORE _ EVIDENCE! and quality. It should also be the most convenient to sell, because it enjoys a tremendous volume of sales at a fair profit. Packages insure clean sugar, protect- ed from insects, dirt, dust and handling. They also make sales easier, more eco- nomical and convenient because there is no time lost in scooping up, weigh- ing, tying and wrapping. Domino Package Sugars are the best known best liked cane sugar products in America. They offer you a com- plete, identified line, in repeating de- mand, in which you and your custom- ers can have the utmost confidence. FRED MASON, Vice-President American Sugar Refining Company ‘**Sweeten it with Domino” Granulated, Tablet, Powdered, Confectioners, Brown; Golden Syrup; Cinnamon and Sugar; Tea Sugar; Kookie-Top Krystals: Sugar-Honey; Molasses un ay N} a When talking to our represen- tative recently, Mr. C. M. King of Berrien Springs, remarked: ‘Chase & Sanborn’s agency is my best money maker. Their coffee and tea draws more business to my store than any- thing else in my stock.” This shows what dealers think of our exclusive agency after they have had a chance to give it a thorough trial. If we haven’t a sole agent in your town it will pay you to | write us on this subject. Chase & Sanborn CHICAGO ee a eS Te ee . rangement lies. 10 * MICHIGAN TRADESMAN August 9, 1922 aga) syqy ERA ACU t ) a), awl I) q ) Advocates Confining Shoe Purchases to Few Lines. Grand Rapids, Minn., Aug. 8—In discussing merchandising let us bear in mind that while we are the “Largest Dry Goods Store Between Duluth and Crookston” we are to all intents and purposes talking about what we must class as a country store. While we aim to have shoe customers at- tended by the same salesmen, it is, neverthe’ess, necessary many times for clerks from other parts of the store to show shoes and the department is run a little different than it would be if it was an exclusive shoe department or if only the shoe salesman was at- tending all the customers. In buying it is our aim to open the season with a fairly representative line of the different kinds of shoes that in- dications hold out as specialty desir- able. But in selecting these lines we try to buy as small quantities as pos- sible, with the idea of filling in the best selling numbers as the season ad- vances and we find what styles are moving. In a community where all classes are taken care of it is not the policy to buy from only one factory. The lower grades, and consequently lower priced shoes, are obtained from a fac- tory specializing in that class of goods. The higher grades are obtained from ‘a factory making nothing but high grade goods and we select the popular priced goods from a third factory. But when we have selected these three lines we do not buy from every Tom, Dick and Harry who comes along. There are too many good shoe lines on the market for any store to carry all, and you might just as well draw the line first as last. Every traveling salesman who comes in has a strong argument that his line is a’most in- dispensable, so we must remember at such times that there are something like 1,300 just such lines on the mar- ket and if we try to buy all of them we will soon have a stock of odds and ends and a line of nothing. In placing shoes in stock we place the sizes together regardless of the style or price. First we divide them into three sections, the high shoes, the low shoes, and the white. Tennis shoes are also kept in a section by themselves, and, of course, rubbers and the boudoir slippers. In the section of high shoes we be- gin by placing all the largest sizes to- gether. As we carry women’s and children’s shoes only our largest size is No. 9. When these are all on the shelf we follow up with No. 8%; then with a No. 8, and so on until down to the infants’ sizes. The low shoes are handled the same way. All the women’s shoes are put in stock in rotation as to the sizes, and that is followed by misses’ and chil- dren’s inthe same order. The same with the white shoes. Keeping the stock in this manner it is a little more difficult to know at a glance iust what kind of shoes you have full lines of. and hence a little harder to buy additional sizes to fill during the season. This can be over- come by.a stock card, and in a few minutes a clerk, with the assistance of another. can take inventory of num- bers on hand. It is in the selling where the great advantage of this ar- When I am looking for a No. 5 shoe every shoe in stock -are three pairs of size 5 of size 5 is in one space—the new styles, the old styles, the fast sellers, and the.slow sellers. You can readily see that the slow seller, the pair that must be pushed, is right in front. I can not help seeing it, and bringing it out if there is a possibility of selling it. We have a number of rubber stamps with which to mark on the right hand edge of the box front the particular style of shoe it contains. For instance one box is marked Black Kid—Lace Boot—Rubber Heel. As we carty many lines of merchan- dise we have not always room in the window for shoes, but every little while we have a shoe window display. With ready to wear, and frequently with other merchandise, we set a row of shoes along the front of the win- dow. We take a sheet of white paper, on the lower end of which we mark the sizes the shoe comes in, and the price. and place the shoe on the paper. This shows the shoe off to good ad- vantage and gives the customer con- siderable information about the shoe. When a new style comes in. or when we want to call special attention to some shoe, we often set it out on the counter in the front or any part of the store. Of odds and ends we take the right shoe only, and put a pin tag through the side. On this we mark the size and price, and set it out on a bargain table. As a mating number we mark them with a letter. For instance, if there we mark one pair A, the other B and the third C, and then we mark the same number and letter on the box and put it on the shelf in the “close-out’ section. In this manner the shoes take only half as much room on the bargain table. _ The right shoe is out for showing and fitting and when the sale is made we know just where to look for the mate. In advertising shoes we follow much the same lines as in other departmenis. We talk more about the shoe than the price. Special stress is laid on the fact that we have shoes for the fat and shoes for the lean, shoes for the bunion foot and shoes for long and narrow foot. In some advertisements we endeavor to impress the customer that we have a large line. Only the number, a brief outline, and the price is given. In other advertisements. especially at the close of the season, or when bargains are to be had we play up the price argument. When a customer comes in she is asked to take a seat, and her foot is measured as to the length and width. Then, and not until then, do we en- quire about what style of shoe she may wish. Never, under ordinary condi- tions, do we ask her size. If she volunteers the information we -cau- tiously suggest that as different fac- tories use different systems of measur- ing it is not possible to tell what size is required unless the foot is measured by a stick that corresponds to the factory system of the brands we carry. To further illustrate this fact we use a “Ritz” measuring stick that shows two systems—the Standard and Cus- tom. There is just one size difference between these systems, a 5 on a Stan- dard being a 6 on the Custom. We do not hesitate to suggest to a customer in an advisory manner what kind and style of shoe would best suit her foot. SPECIAL—Till Aug. 21 ONLY CHILDREN TURN SHOES-REGULAR DOZENS WITH REGU- LAR SIZES ONLY-- 1102—Vici Kid Button, No Heel, 2 to 52 --------------------------------- $ .65 41020—Vici Kid Button, With Heel, 3 to 5/2 ------------------------------ .75 1202—Vici Kid Button, With Heel,-6 to 8 -----_----__--__--~-----_-_____- 85 1103—Patent Vamp and Fox White, Cloth Top Button, No Heel, 2 to 5% .65 11030—Patent Vamp and Fox White, Cloth Top Button, With Heel, 3 to 5% .75 1203—Patent Vamp and Fox White, Cloth Top Button, With Heel, 6 to 8 .85 1104—Patent Vamp and Fox Matt Kid, Top Button, No Heel, 2 to 5144 -_ .65 11040—Patent Vamp and Fox Matt Kid, Top Button, With Heel,3 to 5m -- .75 4204—Patent Vamp and Fox Matt Kid, Top Button, With Heel, 6 to 8 __. .85 Mr. Merchant have you Children’s Turn Shoes at a price that you can meet competition at it’s best. We want to give you Real Shoes at Real Prices— Don’t wait too iong. At above prices our stock won’t last. : HIRTH-KRAUSE CO. GRAND RAPIDS MICHIGAN The ‘‘Bertsch’’ shoes are shoes your customers want. Reasonably priced ---quick sellers---they will give you a larger volume of sales with increased profit, and the unusual value will mark you as the leading shoe mer- chant in your city. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear 11-13-15 Commerce Ave. “GRAND RAPIDS, MICH. 4 a “e ‘a grocery store. . fell on the clerk. August 9, 1922 You know, of course, just about how far we can go with this educational method, but it is true that we are get- ting much business from the fact that customers who have not been given this kind of service are coming back in order to get the kind of shoe they ought to have. . The fact that we meas- ure the foot both ways, make some re- mark about the narrow foot, the high instep, the narrow heel, the length of the toe from the joint, etc., leaves the impression that we know something about fitting a shoe. For purposes of illustration we have in the department a skeleton of a human foot to show just why a shoe should be long enough or wide enough or any other particu- lar about fitting. This skeleton is kept in a box cover that is just a little too short for the bones for the pur- pose of showing the effect of walking in a shoe that is not long enough. If customer is wearing a shoe with ‘buttons off or tips off from the laces we make it a point to rep!ace them. For this we make no charge. It is part of the services we try to render. - Occasionally a customer wants a certain style that we do not have in stock. We carry women’s and chil- dren’s only, and sometimes a mother wants a boy’s shoe. Rather than sell a shoe that is really made for a girl, and which wou!d not be heavy enough or give satisfactory wear, we never hesitate to say they had better go to some store where they will find the kind of shoe they really want. We al- ways do this where we do‘not have the shoe in stock if we know that one of the other stores thas the article wanted. We believe it is good busi- ness because the customer will have full confidence in us to give them ser- vice first, arfd to look out for their in- terests. When the shoe is sold we wrap the shoe, and put the box back on the shelf upside down. This keeps the shelf full, and if the shoe is returned for any reason, we have the original box to put it back into keeipng the stock looking clean at all times. Before wrapping the shoe the style number, size and price is entered in a book kept for that purpose. This makes a valuable record that comes in handy in many instances. C. C. Peterson. —_2.-.___ Death of William Maxwell, of Kala- mazoo. Kalamazoo, Aug. 2—It is with great sorrow I announce to you the death of my father, William Maxwell, vete- ran groceryman of this community. His illness was of short duration as he was at his office the morning of his death. He passed away at 2:30 the same afternoon. William Maxwell was born at Mon- tour Falls, New York, Sept. 14, 1868. While attending school he clerked in At the age of 17 the owner died, when the responsi- bility of running the grocery store A little later the store was bought by him, having the sad experience of losing what little he had earned. , Afterwards, having gained exper- ience, he ventured into buying and selling of produce in the city of EI- mira, New York. Some time later he engaged in the grocery business, leav- ing the city for the nearby small towns. During his absence from the city, he heard considerable about the Celery City, known as Kalamazoo. Coming to Kalamazoo at the age of 24 years,-he started as a celery ship- per in the year 1892. He was located on the corner of Rose and Water streets. ‘ He then embarked in the creamery business under the style of the Star Creamecy, having three retail wagons. Then he went into the wholesale and retail bakery business, located at 112, 114 and 116 North Edwards street; also a bakery on East avenue. From 1897 to 1917,“he was engaged in MICHIGAN TRADESMAN “the retail grocery business. He had six stores and a bakery. During the last named year he did $275,000 worth of-business. In 1899 he started buying and salvaging all kinds of merchan- dise, buying and. selling everything from a threshing machine to a needle. His largest undertaking was buying the stock of the Smith department store, Grand Rapids, covering six floors and basement. He sold the Kalamazoo shoe manu- facturing plant in time. less: than four hours’ He was also State fire insurance adjuster and trustee in many bank- ruptcy matters. He bought and sold dry goods, clothing, shoes, men’s’ furnishings, variety goods, hardware, auto acces- sories, drugs, paints, varnishes, fur- niture and all kinds of manufacturing plants. A familiar saying of Mr. Maxwell was “Wherever I go to buy or sell merchandise, no place to me looks s» good as Kalamazoo.” Harold P. Maxwell. —_—_+ +> ____ New Plan For Selling Shoes. One of the most widely known shoe manufacturers in the country has an- nounced a new plan of marketing his product, which he hopes will go far toward solving one of the retailers’ problems and at the same time will eliminate or reduce the seasonal op- erations in his factories. The plan in- volves doing away with the placing of large orders twice a year for fu- ture delivery, and instead for the fac- tories to carry a large reserve stock, with shipments guaranteed within twenty-four hours after the receipt of orders at any time during the year. This, it is claimed, will enable the retailer to carry on his business with less capital tied up in stocks and pro- vide continuous operation for the plant. Add Ten Pay Checks To your pay roll by enrolling for SUMMER SCHOOL 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? : We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON Co. Repids eanvansuevcensnundesQOenseneseeaansgsuQUensseganaqseauesuusuvsustausasoedeacesuenssasevestseaneeaai STRAP SANDAL at z IN STOCK z OUUEUODERONSORAOURORONOLDODSOODOOOIILININD = * Ubdeaneatenenee BRANDAU SHOE CO., Detroit, Mich . jot coSUOURAEADEADODARSUAUSNGNOGEND 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 p) wanted, as well as height. We will quote e" amoney saving price. Sidney Elevator Mnfg. Co., Sidney, Ohlo ne ~ en pare eM on o ne e _ ; aes aes yom a =x “ Soe ee 6 Alt Rr Oe ee reece — Oe ew ‘ ce 10 CHICAGO $3.95 Finsle $7.30 Round 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 | SE | eC ele Coe Roth Phono GRAND RAPIDS. Ni'CH 11 ‘‘A MOTOR CAR is only as good as the house THAT SELLS IT.” We consider our Service organization second to none in Michigan. Consider this when you buy your NEXT CAR. Pierce-Arrow Franklin | Oldsmobile F. W. Kramer Motor Co. Grand Rapids, - Michigan FIRE 120 W. Ottawa St. TORNADO BETTER INSURANCE AT 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. | 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 Lansing, Michigan Soe August 9, 1922 fin ACI RA SAAR a eR URE 12 MICHIGAN FRAP e ee ae [2 =. : a= rae pe 24 ,2, FINANCIAL : A Trustee For > : = Insurance Money y) 4,” eK i Sa Widows and orphaned girls made beneficiaries The Riddle of the Gold Surplus. The dislocations of world finance, by draining other countries of a large part of their gold during the past two years and pouring it into the United States, have created, among many por- tentous problems, one that sooner or later we shall be compelled to solve. That problem is how to keep the gold deluge from disrupting our financial and business organism. Gold is vitally needed by other countries to give stability to their credit and currency; at the same time it holds a menace for us. So dislocated is the mechanism of international exchange that the world’s best thinkers and the strongest leaders have not solved the riddle. There is no present or remote sign of a turn in the gold tide away from our ports, and every week adds more to the surplus. As a basis of credit, gold seeks oc- cupation wherever it is lodged, and though the danger of a new inflation may not be immediate, and a measur- able expansion of banking credit may take place before its symptoms make themselves ciear, the danger is ahead, and only a wise credit control will avert it. The memory of’ borrowers, in face of new opportunities, is pro- verbialy short, and no matter what may be the lessons of experience if credit is made available more and more easily, and if banks continue to lower their rates in order to find em- ployment for their available but idle funds, borrowers will be encouraged more and more to extend themselves in disregard of their real needs. This forcefully raises the question of the Federal Reserve banking policy. Each sign for renewed money market ease this year has been given by a downward movement of the official re- discount rate, and each reduction here has kept pace with the rising tide of gold reserves. Although these re- serves give promise of continuing to rise, it would seem that the time had come when the real purpose might be made effective for which the Federal Reserve system was organized; namely to serve as a credit reservoir for use only when all other available sources of credit for commercial purposes had been utilized, and then on‘y by the payment of a penalty over current money market rates. The responsibil- ity of controlling the money situation will rest more than ever with the Fed- eral Reserve banks as time goes on; a policy of restraint will stabilize rates, whereas any further reduction in the official rediscount level, with a consequent softening in open market rates, would be an encouragement to borrowing. The earning assets of the Reserve banks have shrunk considerably, the total of bills (including those secured by government obligations) now on hand being just above $500,000,000, as compared with $1,700 000,000 a year ago and $3,120,000,000 at the high peak of Nov., 1920. During the period of inflation the Reserve banks succeeded in building up their surpluses out of a handsome income earned through re- discounts, and there are those who would like to see the surpluses built up further through additional income. But the primary purpose of the Re- serve banks is not that of earning an income, and though their large over- head expenses make earnings a matter of consideration, this »matter is of far less importance than that of exercising a control over the money market in a way to safeguard the business future of the nation. —__+--- Low Cost of Business Borrowing. The country’s banking position has developed into one of uniform ease. Rates for money are the lowest in a number of years because of an abund- ance of funds which, due to the con- tributions. of tremendous gold re- serves and the recent commercial and industrial inactivity, have not yet found ready employment in ordinary business transactions. Easing credit conditions and a low cost of borrow- ing are favorable to business expan- sion, but in spite of a competitive bid- ding down of money rates—for with funds free'y available in practically every part of the country it has come to that—there has been no notable en- largement of commercial and industrial loans. In order, therefore, to gain a profit on available balances, there is a tendency to employ surplus funds in non-‘iquid securities, the interest yield of which iis better than the yield of ac- ceptances, open market call loans, or even time loans. Strength of govern- ment and gilt-edged corporation is- sues has been one of the outstanding features of the financial markets lately; before the close of last month the fourth 4% per cent. Liberty Bonds sold at the highest price that has been quoted for them—10134. Two years ago these bonds were quoted as low as 82. e+. Repentant. “Two weeks ago,” said the house- keeper to the tramp, “I left a pie on the window sill to cool. After you had gone I missed it. You took it, didn’t you?” “Yes,” he answered honestly. “IT suppose now you will tell me how sorry you are that you did take tr” “Quite right, mum. I am just get- ting around to feel well again.” , of insurance policies are often marked by sharpers as “‘easy prospects’ for their gilt and tinsel propo- sitions. Women, inexperienced in handling large sums of money, are too often deceived by these smooth- tongued swindlers into buying worthless securities. A comfortable income then suddenly melts into poverty. Insurance money managed by this institution as trustee is fully safeguarded. [RAND Rapins RUST [‘OMPANY GRAND RAPIDS, MICH. Ottawa at Fountain Both Phones 4391 Fenton Davis & Boyle BONDS EXCLUSIVELY MICHIGAN TRUST BUILDING Chicago First National Bank Bldg. Telephones GRAND RAPIDS Detroit | Main G56 Congress Building ) Citizens 4212 WE OFFER FOR SALE United States and Foreign Government Bonds Present market conditions make possible excep- tionally high yields in all Government Bonds. Write us for recommendations. HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Gank Bidg., Grand Raplds, Mich. JOIN THE GRAND RAPIDS SAVINGS BANK FAMILY! 44,000 -Satisfied. Customers know that we “&) specialize in accomodation and service. BRANCH OFFICES Madison Square and Hall Street West Leonard and Alpine Avenue Monroe Avenue, near Michigan East Fulton Street and Diamond Avenue Wealthy Street and. Lake Drive Grandville 9venue and B Street Grandville Avenue and Cordelia Street Bridge, Lexington and Stocking West Leonard and Turner Avenue Bridge Street and Mt. Vermont Avenue Division Avenue. and Franklin Street CADILLAC STATE BANK CADILLAC, MICH. Capital ......-- $ 100,000.00 Surplus ....... - 100,000.00 Deposits (over).. 2,000,000.00 We pay 4% on savings The directors who control the affairs of this bank represent much of the strong and suc- cessful business of Northern ™..chigan. RESERVE FOR STATE BANKS i August 9, 1922 Changed Conditions of Past Two Years. Radicalism is a word that has been used on innumerable occasions during the past few years to describe every conceivable condition; ever since the beginning of Russia’s red rule, it has been the base word of phrases calcu- lated to instil a fear that the who‘e structure of society was falling. Rad- icalism in its worst phase destroyed Russia and has had its more or less baneful effect on every country of con- tinental Europe. But this country successfully overcame the red pro- grams for communistic control some time ago, and it is when we look back over the span of the past few years and compzre conditions existing to-day with the conditions which the social- ists and communists promised, that we come to a true appreciation of the character of the industrial and political problem with which we now are faced. There was unlimited talk at the close of the war about the great social changes that were to ensue. Labor controi of industry; maximum wages; minimum work; profit-sharing; regu- lated prices; government operation; exaggerated forms of unionism—all seemed at the time to have gained a foothold, and their advocates predicted continuing. success for them. There has been a wholesome reaction away from all of these things. and though strikes and strike violence would seem to mark a step back in the wrong di- rection, an analysis of the average American workman’s mind would in all likelihood show that radicalism was less accountable for his present desire to strike than short-sighted leadership and an ignorance of the economic changes which have fundamentally al- tered conditions in the past two years. There are and always will be ex- tremists among us but as a whole, the American people in every scale of life have proved themseleves more con- servative than any of the others who took a large part in the world war; indeed it would seem that it is their conservatism which led labor leaders to believe they would permit the main- tenance of high wage schedules at this time, rather than -actively oppose them. The condemnation of the strikes that are in progress, however—like the condemnation in another direction of the political measures which have sought to grant special bonuses, sub- sidies and import tariffs— is an indica- tion that the American people, though conServative, are not complacent, and are ready in the interest of the general welfare actively and energetically to oppose special concessions to special groups. —_>+-.—___ Michigan’s Last Indian War. Grandville, Aug. 8—The last Indian war in Michigan was in 1862, about the time of the Sioux outbreak in Minnesota, when many white settlers MICHIGAN TRADESMAN and their families were massacred by the savages, incited it was said by emissaries from the rebellious South. The people of Northern Michigan were warned by friendly reds that an outbreak right here at home was meditated and considerable alarm was felt throughout the North and West parts of the State. Alixy, an Indian who lived at the dam on the Mus- kegon, was induced by the whites to investigate and report what was going on among the reds. His report was not very satisfying. The report that a thousand Indian braves had encamped on the shore of Lake Michigan, a few miles South of Muskegon, created no end of excite- ment, and a drunken redskin, boast- ing to a settler’s wife that the mas- sacre of Michigan whites was to be- gin July 4 added to the flame of ex- cited fears that ran through the com- munity. It was fierce for a time. We boys overhauled our shotguns and rifles with a view to making ready to give the ravaging Sioux and Chippewas a warm reception. A company of men ‘was organized in Newaygo county, receiving arms from the State, and at once set them- selves to guard the highways and by- ways of the county, to the detriment of melon patches and corn fields. For a time real alarm was felt throughout the border and many startling and wonderful tales were told of the deeds of the approaching savages. These turned out to be twice told tales. however, not a single instance of outrage or ‘murder being recorded on the part of the redmen. Later the muskets furnished by the State to arm men for battle against invading redskins were used by parading “Hor- ribles” July 4 The air of the time was filled with flying rumors which served to fright- en women and children if nothing more. Some of the rebel sympathis- ers got their eyes open and armed for the fray, realizing that the war for the preservation of the Union had come straight home. The massacre of white in Minne- sota gave the Northwest warning to be on guard against any uprising that might occur. Although Michigan was fortunately not visited by the red outlaws, the scare that was thrown into the inhabitants ‘lasted for many moons. Old Timer. —_——_~++ > Poor Summer Resort Trade. The hotel supply men keenly feel the loss of much of the summer re- sort trade this season for poultry and are at a loss to understand why it has been so much below previous seasons. Probably a number of things have caused the season to be a fail- ure. Cool unseasonable weather has been one factor and the larger num- ber of people who went to Europe for the summer another important fac- tor. The large number of persons camping has also had more effect than generally realized but the auto- mobile has been the chief cause of poor resort trade, as thousands of people have motored away from the city at week-ends and for longer per- iods who formerly went to some sum- mer resort for a change. Hi CONSERVATIVE INVESTMENTS We have at‘all times a list of high grade investment bonds from which to choose. Corrigan Hilliker & Corrigan Investment Bankers and Brokers Cltz. Ground Floor Michigan Trust Bidg. Bell 4480—4653 Grand Rapids, Michigan M-4800 - 13 Long Vacation E are all on our way to a place where we cannot take many of our affairs with us. The only thing that can be done with those affairs is to leave instructions in regard to them. Now, the important question to decide, them?”’ , “WITH WHOM” will you leave You want some representative who will combine all of your abili- ties, and, may be, some that you do not possess. You will want a Trustee who is not likely to die before he is through with your business. This Trust Company is qualified in every way to act as your Executor and Trustee. It will be sure to continue in business until your youngest beneficiary grows up. Get our booklet on the subject: ‘‘What you should know about Wills and the Conservation of Estates.’’ OFFICERS Lewis H. Withey ----President Henry Idema -—_-- -- Vice Pres. F. A. Gorham -----_ Vice Pres. Claude Hamilton -__Vice Pres. John H. Schouten -_Vice Pres. Noyes L. Avery -___Vice Pres. Emerson W. Bliss --_Secretary Arthur C. Sharpe --Asst. Secy. Guy C. Lillie -----__ Asst. Secy. C. Sophus Johnson-__Asst. Secy. Arend V. Dubee__Trust Officer DIRECTORS Delos A. Blodgett Il. John Duffy. Frederick A. Gorham. Claude Hamilton. Thomas H. Hume. Henry Idema. William Judson. Miner S. Keeler. James D. Lacey. Edward Lowe. Ransom €. Olds. J. Boyd Pantlind. William Alden Smith. Godfrey von Platen. Dudley E. Waters. Lewis H. Withey. ‘Oldest Trust Company in Michigan’’ Grand Rapids, 7. ICHIGAN TRUST INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS President Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Michigan GREEN & MORRISON—Michigan Staie Agents © RANSOM E. OLDS Chairman of Board Grand Rapids National Bank The convenient bank for out of town people. Located at the very center of the city. -Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of bank- ing, our institution must be the ultimate choice of out of town bankers and individuals. Combined Capital, Surplus and Undivided Profits over $1,450,000 GRAND RAPIDS NATIONAL BANK GRAND RAPIDS, MICH. 14 WHO STARTED THE STRIKE? - Criminal Union Leaders Who Defied the Government. Whether it is a leader of the strik- ing shop crafts or a leader of any other railway union, when he talks about the roads making a drive in this shop workers’ strike to break up the rail unions he should take into ac- count the fact that the American peo- ple are not fools. ’ Who started this strike? There isn’t a man, woman or child in the coun- try that doesn’t know who started it and who is still keeping it up to its last gasp. The railroads did not put the shop workers out, did not want them to go out. The shop workers took them- seives out—took themselves out on strike after a defiant ultimatum on the decision of the United States Railroad Labor Board. They went out against the protests of the railroads. They went out against the orders of the United States Railroad Labor Board. They went out against the injunctions of the President of the United States. On the very day the unions went out they could have gone back, not on the terms of the railroads but un- der the decision of the United States Railroad Labor Board. The board tried to get them to go back, but they would not. They would not even confer with the board. The roads tried to get them to go back, but they would not. They all could have gone back any time during several days following the strike, but they would not. If they cannot all go back now it is because the places of more than half, perhaps three-quarters, of the strikers have been filied, and the ma- jority of the great railroads have pledged themselves not to throw out the men now on the job in the places of the strikers. The roads have pledg- ed themselves to preserve the senior- ity rights and other privileges and benefits of those men now on the jobs. And the roads could not betray these men and throw them out or sacrifice them in any way to the strik- ers, who were not forced out but who- insisted on going out against all efforts to keep them in—the roads could not sacrifice these faithful and loyal work-. ers without staining their own honor and outraging American sentiment. So there isn’t room now for all the strik- ers to go back. But the striking shopmen are still free to go back into as many vacancies as yet remain. They still can go back, not on the. wage scales and’ working conditions fixed by the railroads but on the wage scales and working con- ditions handed down in that decision of the United States Railroad Labor Board. Those for whom there is room can go back as members of their unions. Such strikers as could be taken back would go back, it is true, with their labor organizations. shattered as - to numbers. But that would not be the work of the railroads. It would be the work of the unions which so badly © “ripped up their own organizations by going out and staying out until’ the. . great ‘bulk of the places had been filled > permanently by others, \ 2s. Buy Safe Bonds * a a a ca gaat kaa aes MICHIGAN TRADESMAN When the unions were in their places under the decision of the United States Railroad Labor Board nobody except themselves could have’ put them out, and under those decisions of the board nobody except themselves could have broken up their organiza- tions. But if they wait until all, or nearly all, the vacancies are filled it is a fact that their organizations will be broken up, will be utterly destroyed —destroyed by themselves. Neither labor union leaders nor in- tervening, intriguing politicians can fool the clear headed American public about these hard facts and plain truths. They might as well give up trying to fool the clear headed American public about them. If they want to do some- thing for the strikers let them quit spreading palpable falsehoods and get the strikers ‘back to -work, those that still can be taken back, before it is too late for any of them to be taken back—New York Herald. —~+2+s———_ Coffee Smoke As An Asset. As a means of keeping before the public the fact that his coffee is freshly roasted, a retail grocer in a small Pennsylvania town who has built up a large business by specializing in coffee and selling only bulk coffee which he roastes himself, discharges the smoke from his roaster out of a pipe erected at the curb in front of his store and through the spout of a huge coffee pot which sits on top of the pipe. This serves not only as a visi- ble reminder of the grocer’s merchan- dise each time that he roasts coffee, but the air in his whole neighborhood is perfumed by the roasting coffee. It is said that the big packing houses utilize every part of a hog including his squeal. There is a chance for re- tail roasters to make use of even the smoke from coffee, and to their de- cided advantage. ESTABLISHED 1853 Through our Bond De- partment we offer only | N such bonds as are suitable N for the funds of this bank. from SS N N N NY N NY NY NY N\ NY NY Ny NY NY NY NY NY NY NY NY \ N X NY Ny NY NY NY NY NY NY NY NY NY xX NY NY NY NY NY NY Ss NY S NY Xx Ss NY xX NY N N NY N NY NY NY NY X NY NN NY NY NY NY NY N NY NY NY XS NY NY NY NY NY NY NY NY NY NY NY xX NN NY NY NY AN NY NY NY NY NN NN x N N N N N N N N N NY N N N N NN N N N N XS N N NY N Ny. N N N ’ FAILURE OF FLIVER MAKER To Make a Strictly High Grade Auto- mobile. El Cajon, Calif., Aug. 3—It is a perfectly natural thing for present Lincoln owners to ponder over the probability of that car being reduced to the level of mediocrity under the well-known policies of the fliver maker. If you will refer to one of my letters, written at the time of the wedding, you will note that I then stated that the Lincoln at $3,300 would probably be the best buy in the mar- ket under the $4,000 class, at least until the stock then on hand was all August 9, 1922 coriverted into cars; and that it would not be cheapened while that stock lasted and was made up under the Leland management. Any manufacturer can understand why that would be the case. tinue the car as it was and to do it with the men who made it what it was was the cheapest way to clean up. Then, too, those Leland cars, made by the Lelands, were sure to. make a still better reputation for the Lin- coln. Simply because they would be a more perfect product than was the first run of Leland-built jobs. Every maker of any mechanical article will admit that his first run always needs 313-314-315 Murray Building WRIE for information regarding a sound invest- ment paying good dividends. At the present time we have one which should appeal particularly to conservative investors. F, A. SAWALL COMPANY Grand Rapids, Michigan 314% Fourth National Ban! United States Depositary Capital and Surplus $600,000 3% interest paid on Savings Deposits, payable © semi-annually. interest paid on Certificates of Deposit if left one year. Wm. H. Anderson, President; Lavant Z. Caukin, Vice-President; J. Clinton Alva T. Edison, Ass’t Cashier; Harry Wm. H. Anderson GRAND RAPIDS MICHIGAN OFFICERS. Bishop, Cashier. C. Lundberg, Ass’t Cashier. DIRECTORS. Lavant Z. Caukin Sidney F. Stevens Robert D. Graham Marshall M. Uhl Samuel G. Braudy Ed. G. Raymond Samuel D. Young James L. Hamilton Christian Bertsch David H. Brown BOSTON BONDS FOR INVESTMENT We own and offer a comprehensive list of carefully selected Government, Municipal, Railroad and Public Utility Bonds, which - we recommend for investment. We shall be pleased to send descriptive circulars to investors upon request. ESTABLISHED i880 Paine, Webber & Company 12TH FLOOR. G R. SAVINGS BANK BUILDING GRAND RAPIDS, MICHIGAN NEW YORK © CHICAGO To con-° August 9, 1922 MICHIGAN TRADESMAN —- i os more or. less correction. thus the tiver maker would be able to pecome established in his first year as a real maker of high-graae cars. He coulu do no wiser thing than just what he did do. Besides, it was tne most eco- nomical course to pursue. All the “knowing ones” of the in- dustry telt that the wedding. wouia be toilowed in due time by a divorce, the time depending upon ford’s suc- cess in disposing ot the Lelana- bought material, to be made up witn the Leland-made precision tools by a Leland-manned tactory, under Le- land management, with the billion- aire’s mullions. Fersonally, I believed it would re- quire at least a full year to clean up. 1 did not look for such a rapid re- covery of the automobile industry. I thought the concern would do well if it produced ten cars per day, which would mean about 2,500 in a manu- facturing year. This number would probably clean up the stock on hand to a point where its new owner could profitably change plans and designs to more nearly fit his policies. ‘the profits on the venture on this con- servative basis could not be much un- der two and a half million net, which would seem a pretty fair return for the investment. Instead of the above calculations, they made more than twice the num- ber and sold them at considerable more profit than I calculated. Much to everybody’s surprise, the Lelands went out in half the time expected— probably as soon as the time arrived when the new policies,-etc., had to be decided upon for the 1923 year. I don’t think any present owner, except an agent for the fliver, will expect as good a product from a mak- er of the cheapest that can be pro- duced as he would expect from a man who for half a century has had the reputation—and deserved it—of mak- ing things better than was necessary or profitable. I can remember the time when H. M. Leland would not have considered the great fliver maker a mechanic fit to run “an automatic lathe, much less a man who could properly “tool up” for the production of a really fine piece of machinery. For years Le- land was a manufacturer of fine sew- ing machines, then a maker of fine tools, such as few others ever made. He designed and built the first bevel gear for bicycles that was worth a kopeck. As a tool maker he had few equals, but as a production manager he was not so successful. His great- est fault, as I saw it, was his “cock- suredness” of his theories and draw- ings. which led him into “tooling up” for big production before his product had- been tested in the practical cru- cible. His contention was that it was cheaper in_the long run to make an article dead right than otherwise; cheaper to manufacture. with perfect tools than with a lot of makeshifts and “rule and thumb” tools. In this I think he was right. Compare his mechanical history with that of his late employer, and I don’t think you will find it difficult to understand why the owners of “Leland-built” Lincolns are skeptical about the future Lin- coln product. ' As an enginering friend.of mine wrote me, “the fliver wonder couldn’t build stuff the way Leland wanted to build it, and Leland wanted to build it. much better than the fliver maker could see.’ _It is a pretty “well conceded prin- ciple among engineers that two class- es of work cannot be done in -the same shop with the same organiza- tion. Leland’ was supercritical, which made the Lincoln car cost a lot more than it was worth to most anv except those who would take pride in a near-perfect. machine, and were willing to pay the price for su- per-excellence. The fliver maker is a production-at-a-price man: he doesn’t care whether stuff is built the way’ Leland wants it or not; he can- not see any sense in fitting parts to the thousandth of an inch, (and let me say that one thousandth of an inch is a “coarse” fit for some parts in a fine job; if they were within a hundredth of an inch they could be called “interchangeable,” but when it comes down to real wear over a long period, the closely fitted and well de- signed parts tell the story. : I once knew a maker who built a fine car. He was equipped to manu- facture the best that tools and skilled workmen could produce. Market con- ditions convinced him that he must produce a cheaper machine, so he de- signed a trifle smaller car which he priced at 60 per cent. of his regular car. It sold like the proverbial ‘hot cakes,” but he didn’t get a new dollar for an old one. His cost was but 10 per cent. less on that model than on his regular one, yet he expected to make it for half. A high grade or- ganization cannot make cheap stuff seconomically. When I was manu- facturing bicycles I had this same experience. I knew a maker of cheap bicycles to try to build a first-class wheel. He used first class material, but otherwise his wheel was no bet- ter than -his cheap product, and not worth half what he tried to get for it in competition with really high grade wheels. The Leland-built factory with Le- land tools in the hands of fliver work- ers, under fliver managers, may make a better car than’ the fliver; but it is unreasonable to expect a_ product EQUAL to what has gone before June 15, 1922. Those who. own Leland-built Lin- colns can well afford to keep them for a long time. They have a real bargain, which they will appreciate better as time goes on. The recent advance of $500 for a Lincoln with an aluminum body looks high to a man who sold that type of body for ten years, unless the body is made from cast aluminum sections, draw filed and fitted by skilled work- ers, which is not at all likely, as I knew of but one maker who employed this very superior body construction. Pressed aluminum has little advantage except in weight over ‘steel and that is offset by a weakness in a tendency to crack at the bends and by difficulty in repairing. The new Lincoln will have a large sale, no doubt, but unless sold at a much lower price, I know at least five eight cylinder jobs which I be- lieve are as good at much less price. This is a pretty long letter for a reply to a short one, but when I get going on this subject I don’t know when to stop. If Pierce Arrow will return to their old policies, get rid of some of their obstructionists, keep-the old: design- ers, testers and research engineers and go out after business as if they never had a reputation, they can get somewhere if the trade stays good. They havea long ways to go before the stockholders can expect any re- turns on their investment. J. Elmer Pratt. —_2+>—__ The Enemy Within Our Gates. Detroit, Aug. 8—The country is to be put on a war basis; that is, coal is to be distributed among the most es- sential industries, and no industry shall have a surplus. As for the peo- ple, they will be fortunate if they secure sufficient fuel to keep from freezing the. coming winter. This is truly an appalling situation. A stran- ger might infer that a foreign host was at our gates, forcing us into sub- mission. In this case the enemy is _ within our gates, the labor unions, if you please; and just as relentlessly as any invading enemy, they are de- termined to force the great American public into submission to. a tyranny worse than the Russian autocracy, with wholesale murder as their chief weapon. Albert M. Fulton. SAFETY SAVING SERVICE CLASS MUTUAL AGENCY “The Agency of Personal Service” COMPANIES REPRESENTED AND DIVIDENDS ALLOWED. Minnesota Hardware Mutual .-.. 55% Shoe Dealers Mutual -----------. 30% Wisconsin Hardware Mutual _.. 50% Central Manufacturers’ Mutual _ 30% Minnesota Implement Mutual -. 50% Ohio Underwriters Mutual ---. 30% National Implement Mutual --.. 50% #Druggists’ Indemnity Exchange 36% Finnish Mutual Fire Ins. Co. ~. 50% Ohio Hardware Mutual —-_.._. --. 40% 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 Companios. A Policy in any one of these Companies gives you the Best Protection availab’c. 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, Mio”, ‘ OUR FIRE INS. POLICIES ARE CONCURRENT with any standard stock policies that you are buying. The Net Cost is 30% Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Secretary-Treas. Michigan Shoe Dealers Mutual Fire Ins. Co LANSING, MICHIGAN ¢ Dividends to Cash Assets OUR RECORD Policyholders AOU 0 a NOG a ee 744.26 1,258.98 a 1913 1,424.30 1,202.96. GEG eo ee 1,518.99 SOne i OS ee ee 3,874.58 5,885.33 TSG ee a 5,606.11 PAGO oe OUP ee 6,647.47 12,110.81 EO T Re a oee 10,519.98 Ca ee 1919 17,276.46 D050? O0e2 ooo se ee 1920 ee 37,247.42 GEST 4a ee 1928 oo ee 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 Careful Underwriting Selected Risks Conservative but enjoying a healthy growth. Dividend to Policy Holders 30%. Affiliated with the a Michigan Retail Dry Goods Association OFFICE 319-320 HOUSEMAN BLDG. GRAND RAPIDS, MICH, , ie sao NE oe SRT EIR Te ie yan ee oo Lae NA aspartic ra e 16 Labrador To Be the Norway of North America. It was with reason that Massachu- setts placed a gilded codfish atop her Stats House, since for generations cod were one of the chief sources of Massachusetts wealth. If Labrador ever has a capital—that immense ter- ritory is governed from Newfound- land now—the same fish should be placed above it; as long ago as 1860 the average annual export of codfish from Labrador direct, not counting that taken out through Newfound- land, was almost 200,000 cwt., and after rising to near 400,000 cwt., in the late seventies, it fell early this century to about 300,000. The largest single cod of which Wilfred T. Gren- fell has-a record weighed 102 pounds. The record on the Newfoundland banks is held by a fish taken in 1838, which weighed, after being gutted, 136 pounds; the American record by a fish weighing 160 pounds. Every summer on the Labrador coast the great schools of cod run inshore to feed on the caplin, and ‘the water is then often literally black, and the air over the school alive with fish jumping after their prey.” Their voracity is astonishing. Mr. Grenfeld has him- se f taken thirty fish from the stomach of a large cod. A book in three vol- umes was extracted from one caught on the English coast, and was pre- sented to an officer of Cambridge Uni- versity. Two full-grown ducks have been found in a cod’s stomach; a Captain Hill once, losing his keys overboard in the North Sea, had them returned inside a codfish; and a New- foundland fisherman, some years ago, forwarded a wedding ring, found in a cod, to the family of a lady lost in the steamship Anglo Saxon off the Newfoundland coast. Fishing with hook and line used to afford no one riches, but almost every one a competence. Now that trap nets have taken the place of linés, motor engines the place of sail and oars, conditions have become in some ways worse. A good net costs $300 or $400,” an enormous sum for Labrador fish- ers, and while it sometimes returns a rich haul—as many as a hundred quintals have been caught at once— it sometimes yields nothing the whole season. Moreover, driving ice, or one of the heavy storms of the region, may sweep it away and throw the fisherman so far into debt that he never extri- cates himself. In his new introduction Grenfell tells us that as the years pass ‘the average fisherman is, if anything, less able to wrest his bread and butter from his hard environment. Here and there a stalwart lad has returned to the hook and line fishery, avoiding the gamble of a huge and expensive net liable without a moment’s notice to be lost. The ‘hook and liner’ has to work harder, to fish during a longer season, and to endure more physical hardship, but he gains enormously in mental peace.” When Grenfell first wrote his book on Labrador in 1909 he was confident that the neglected country would soon be opened up by capital. There are enormous quantities of timber avail- able for paper pulp, great water power is unutilized, fish offal worth millions as fertilizer and food for animals is ee see MICHIGAN TRADESMAN wasted, reindeer ranching, fox farm- ing and so on can be made to pay, and there are valuable minerals. But the war has prevented his hopes from being realized. In fact, the war hurt distant Labrador, as it hurt all the rest of the world. The Eskimo and half-breed population was decimated by influenza in 1918—in a single vil- lage of 300 people, 250 died within three weeks. The cost of the ma- terials needed by fishermen and fur hunters has doubled. Freights have also risen, and the European fish mar- kets have been largely closed by pov- erty and adverse exchange. The hope that fish might be sold to the United States is being killed by our tariff makers and Dr. Grenfell bitterly says that “America’s new policy is to raise a huge wall of exclusion against her. poor little neighbor.” But the mis- sionary doctor’s faith in the land is as great as ever. He quotes the late Hesketh Pritchard as saying that it will some day be the Norway of North America. —_+2>__ Real Purpose of Education. Detroit, Aug. 8—When Secretary of State Hughes, in his paper read a week or two ago before the National Edu- cation Association, said the true object of education was “to give training which will enable one to make the most—that is the best—of one’s self,” he gave utterance to a truth that finds instant recognition with those of us who have a real interest in the im- provement of our schools and of school methods. Mr. Hughes scored a bull’s eye shot when he added: “We must realize that the founda- tions should be laid in a few studies of the highest value in self- discipline. This means self-denial, hard work, the inspiration of teachers with vision and an appreciation of the privileges and obligations of citizenship in democ- racy.” Discipline, it is commonty said to- day, is sadly lacking in the world gen- erally. The public schools have a great opportunity to correct the con- dition. But they will not correct it, as Mr. Hughes said, uniess the “senti- mentalists” in education be forbidden “to ruin us by dissipating the energy that should be harnessed for our varied needs.” By “sentimentalists” Mr. Hughes meant the educators or so-called edu- cators who believe’ that discipline should not be applied as the pruning hook to direct the growth and develop- ment of youth. Without this disci- pline “which insists at whatever cost,” as Mr. Hughes said, “on the mastery by the student of the subject before him—on accuracy, the lack of which, I regret to say, is now conspicuous in students of all grades,’ America can- not have a citizenship whose mental muscles are trained to think. And without a citizenship 3o trained democracy cannot attain the ends set for it. How, then, to prevent “intellectual vagrancy,” which Mr. Hughes says is now encouraged not only in the public schools, but also in the colleges, ex- cept those for technical training? Mr. Hughes says “we should stop scatter- ing” in the present “bewildering and unsuccessful attempt at comprehen- siveneses,” and substitute a few funda- mental, substantial studies, the com- plete mastery of which should be com- pelled. From his own experience—a good many of the older generation wil recall similar training—Mr. Hughes added this observation: “My mother’s insistence on the daily exercises in mental arithmetic has been worth more to me than all the delight- ful dallyings with intellectual pleas- ures I have ever had. Life is not a pastime and democracy is not.a holi- day excursion. It needs men trained to. think, whose mental muscles are hard with toil, who know how to an- alyze and discriminate, who stand on the firm foundation of conviction which is made possible only by train- ing in the processes of reasoning.” To seek out the individual bent of the child may be a proper aim, but to permit the child, as the “sentiment- alists” would and do, to get his educa- tion painlessly will not accomplish what Secretary Hughes said was the “important point” in education—‘“the insistence upon concentration and thoroughness.” Educators might well take the Hughes paper as a textbook for prac- tice in teaching. Parents, too, wou'd do well to give attention to the ob- servations the Secretary of State has has offered on education—education to maintain the American ideal “of equal educational opportunity, not merely for the purpose of enabling one-to MN — =.= Se < NOUN ne yo rire CORRE Ninn ( H Sangh ea) FE . _____- _ Nothing Easier. Mr. and Mrs. Jimton, a young couple recently married, were begin- ning their housekeeping and were do- ing the work of putting the rooms in order themselves. Mr. Jimton was having some trouble in hanging one of the presents, a fine clock, upon the wall of the dining room. : “Why is it taking you so long, dear,” asked the young wife, “to put up that clock?” “T can’t get it plumb,” he replied. “Then why don’t you send for the plumber?” she asked in perfect sincer- ity. Me # Almost a Complete Break- eee af fast by itself, WHITE House Coffee simply Makes people realize : re ABLE it really is. how INDISPENS- LEE & CADY— Detroit Wholesale Distributors of Dwinell-Wright Co.’s Products 1542 Jefferson Avenue tet AS ARENA ne na sm i deat tire Wilmarth show cases and store fixtures in West Michigan’s biggest store In. Show Cases and Store Fixtures Wilmarth is the best buy—bar none Catalog—to merchants WILMARTH SHOW CASE COMPANY Grand Rapids, Michigan A ines gerne eet saree a August 9, 1922 CROOKED CREASEY. He Appears To Be Unable To Deal Fairly. : While in Edmore recently George E. ‘Stiff stated to the writer that the Tradesman saved him $300 in one transaction during the past year. A Creasey agent called at his grocery store and was getting him quite in- terested in a $300 contribution to the Creasey swind‘e. His son noted the situation and whispered to his father to read what the Tradesman had to say about the Creasey fake in the is- sue which had just come in. Mr. Stiff excused himself for a moment to wait on a customer, when he consulted the Tradesman along the line of his son’s suggestion, only to find that the Creasey exposure had been cut out by the Creasey crook. He slipped up to the grocery store of A. E, Curtis, a few doors away, and read the item which the Creasey sneak had surrepti- tiously eliminated. On his return to his own store, he said some things to the Creasey chap which caused him to absent himself from Edmore in double quick time. No Edmore grocer has since been approached by the crook, who evidently has a warm reception in store for him if he ever darkens the door of an Edmore merchant again. Like Colfax Gibbs, Creasey appears to attract crooks to him by the power of his crooked personality. No honest man will consent to stoop to the dirty methods which a Creasey representa- tive finds it necessary to do in order to live up to the Creasey reputation. A few weeks ago the American Ad- justment Co., of Louisville, sent hun- dreds of letters to the grocery trade of the Middle West, threatening to sue merchants if the long-past-due Creasey notes were not paid promptly, and subsequently sent out a fake summons which threatened ‘to close the stores and throw the retailers into bankrupt- cy. : This sinister warning alarmed some of the Tradesman’s readers, but all were advised to stand pat and pay no attention to the threats on the theory that a barking dog never bites. So far as the Tradesman’s knowledge goes, none of its readers responded to the blackmailing tactics of the twin crooks. Believing that such methods con- stituted a vio‘ation of the postal laws, the Tradesman brought the matter to. the attention of the Postoffice authori- ties. This action evidently alarmed Creasey and he immediately made frantic efforts to secure the return of notes aggregating $850,000 from the collecting agency. The latter demur- red, claiming that it had been deceived by Creasey as to the validity of the notes. Then Creasey started suit against the American Adjustment Co., which retaliated by filing a statement under oath to the following effect: The character of the busiress and the claims, which had beea turned over to it under said contract, were obtained by fraud and without con-. sideration, and that 80 or 90 per cent. of said claims were met by the debtors with a defense that same had been ob- tained by forgery, false pretense and misrepresentation. Creasey finally secured the return of the worthless notes and an injunction s MICHIGAN TRADESMAN 17 against the agency, forbidding it to undertake further effort to collect on the filing of a $5000 bond to secure the agency against loss. Then Creasey turned the notes over to another at- torney, who is now going through the letter writing process—at a woeful waste of postage and stationery. The Tradesman receives dozens of these letters every day from its subscribers and advises every recipient to pay no attention to them or anything else he may receive from Creasey or any agent or cohort in the crooked propa- ganda originated by Creasey and con- ducted with such utter disregard of truth, good business principles and ordinary good faith, Creasey has discontinued the sale of stock in his companies. He now sells “service certificates’ for $300—$50 in cash ($45 of which goes to the solici- tor) and $250 in notes, which few mer- chants pay because they soon find that the notes were signed under promises on which they cannot realize. The crafty solicitors are still promising to save the Creaseyite $2 on every 100 pounds of sugar he buys. This promise cannot possibly be made good, as any merchant knows when he comes to give the matter a moment’s thought. When he does find time to do this, it is too late if he has given up ‘the initial payment and signed the notes, which turn up to annoy him with great regularity in the hands of many different individuals, ranging from the dog catcher to'an ex-supreme court judge. Of course, the notes have no value because they were given without consideration and Creasey has no way of making good on the notes by furnishing service. In signing the notes, grocers bought pieces of blue sky, but they cannot realize on their purchases until some one invents a flying machine which will enable the thoughtless merchants to invade the firmament and take possession of their purchases. —_~+2.___ When Customers Go On Vacations. The retailer in the smaller town who is personally acquainted with his customers can use this idea to good advantage. Invite your customers, through the medium of either circular letters or printed requests wrapped in packages of merchandise to send you a postal of the place where they are visiting or spending their vacation. Then on one side of your window space have .a map of the United States pasted on heavy cardboard and stand- ing upright. Take the postals you have received, fasten them to your window with the correspondence side out so people can see the writers’ names and from each card run a narrow colored ribbon to the spot on the map where the person is staying, and fasten this end of the ribbon with a sticker or seal over that place. Display articles apropriate for va- cation and summer use in the rest of your window space and witk a card reading “They say they-re having a good time. Of course, they bought’ their vacation requirements from us.” _—___--?-->____ Are your store expenses properly balanced. They may not total too much for your receipts, but they may not be divided so as to bring the best results, Grand Rapids Railway Co. PLAIN TALKS ABOUT STREET CAR SERVICE Co-operative Courtesy and Mu- tual Helpfulness Will Improve the Service of Your Street Car Company. Keeping Awake “What is the most necessary thing a man in your business must know?” asked a talkative passenger of one of the motor- men of your street car company. The car had stopped to permit a number of the passengers to alight. A young woman, anxious to get home from her work to her supper, crossed in front of the car just as the motorman turned on the current to start. In the middle of the track she slipped and fell. An instantane- ous stop, a flash trom the fuse box, a report like the exploding of a tire and the car jerked backward. A screech from the horn of an automobile back of the car told of added danger. Another quick move and the car stood still. “To keep people from being killed or in- jured,” said the motorman, and with the track cleared again started his car.” When you. co-operate with motormen and conductors in doing the little things which cost nothing and mean much, you are adding to the safety, efficiency and comfort of your street car service. A motorman will always answer necessary questions, but if he should appear to you to be absent minded in a general con- versation, remember he is held respon- sible for the life and safety of both his passengers and those who cross and re- cross his path. Life is the most precious of all things. Do your share to preserve tt. t ee Vice President and General Manager, % fe — aa areata fr Fs , 4 a 18 MICHIGAN TRADESMAN August 9, 1922 NEW TRAPS FOR INVESTORS. How the States Help the Stock Swindler. There are fashions in swindles just as there are in Milady’s frocks. It is hard to sell gold mining stock in an oil year, just as it is difficult to dispose of shares in a sugar-growing corporation at a time when the fish are biting most freely on cord tires. Of course, the freak stocks are nearly always good. Patent clam-shell open- ers will always attract a crowd around a street fakir and the man who would not know the proper approach to a clam nor which end to swallow first will eagerly fork over a dime for the joy of possessing the newest useless novelty. So with the freak stock. Tt will always attract a following. All kinds of defences are offered for the existence of the charter mills in Delaware, Arizona and one or two other states; principally, however, Delaware. They sound all very well, but after the last pro has been ‘argued against the last con, the fact that will stick out will be: Delaware gets so much business from corporations that turn out to be swindles because Delaware favors the cheating pro- motor more than any other State favors him. And you cannot get away from that. A great many states have organized security commissions which popularly are termed Blue Sky Commissions be- cause their purpose is to prevent the swindling stock salesman from sell- ‘ing the blue sky to the credulous. States that have advanced to this point are a reproach to such states as Delaware, for when you get right down to it the Blue Sky Commis- sions in this country could cease func- tioning to-morrow if every Delaware charter were wiped out. When I say Delaware charter either here or in any other place in this series I mean not merely those issued by Delaware but the similar charters issued by other states. The Blue Sky Commis- sions, in fact, represent the arming of the state to protect its citizenry against the invading robber. It may be to the credit of a state that it does seek to safeguard its people, but it is a shameful indictment of the state whose security offsprings are stamp- ed “bogus.” Blue Sky Commissions cannot do everything. They cannot control the United States mails for one thing, and a great deal of this stock-selling to residents of “Blue-Skied States” is done by mail from other states. The Blue Sky Commissions conduct more or less searching enquiries into the equities behind each security and to some extent investigate the standing of the men ostensibly in back of the company. But it is so easy to in- veigle reputable small-town business men—and big-town ones, too—into serving on directorates and as officers that the investigations seldom dis- close the real Machiavellis. In fact, they frame up these stockselling or- ganizations nowadays so as to pass Blue Sky Law inspection—a sort of talcum powder shave. We need not worry about the rich - widow who is taken in by a spiritual- - we Ni a na ist confederate of a ring of crooks, or the retired manufacturer who drops $50,000 or so in a stock swin- dle. What we should worry about is the small wage-earner who is con- cerned with the future of his family and determined that his children will not have to put up with the hard- ships he has had to suffer. He scrimps and saves. He makes up his mind to invest his money so as to have an income that will make it unnecessary for him to be depend- ent upon any one in his old days. He gets a nice little nest-egg together. It is not merely a little hoard of dol- lars, it represents the sweat oi toil, frequently the suffering that comes from depriving oneself of all but the bare necessities of life. Then comes the glib-tongue promoter with his window display—and the nest-egg is gone. The small merchant, the corner grocer, the butcher, the baker, the candlestick-maker, all these are inter- ested in the campaign to wipe out fraudulent stocks and punish those who would sell them. Much of the money that is whisked away would have found its way eventually into the tills of the neighborhood shop- keepers, or if it remained in the town bank it would be available to the community tradesmen at such times as they needed financing. Properly invested in legitimate securities it would have yielded dividends or in- terest that still further would have swelled the local reservoirs of credit. But once bit, twice shy. The man who has been robbed becomes im- mediately suspiciots of all stocks and all bonds, and when once again he has painfully gathered together a few dollars, he will keep them where they will do the least good to any one else. Then, when there might be a perfectly safe local opportunity for investment, one that would assist in the further development of his home town, increase the earning possibili- ties of himself and his children— then, he will be afraid to make this proper investment. The damage done by these swindles is not merely to be measured by the number of dol- lars they have taken away from John Smith to-day or Bill Jones to-mor- row. They strike a blow at the pres- ent business fabric and check the future development of the entire in- dustrial body. It is the business of every Chamber of Commerce and of other commer- cial organizations in the United States to keep close watch on the itinerant stock salesman. It is the duty of such organizations to appoint vigilance committees, extra-legal Blue Sky . Commissions, to make enquiry and report upon every stock offer- ing that may be made to the people within its community. Concerted ec- tion by all of the Chambers of Com- merce will drive the crooks away. A great many communications come to me regarding the stock swindling now in operation throughout the country. Most of the data sent in is of the same type. The literature is worded in the same old way. The same artful dodges are used. Words are twisted and phrases distorted so * oe a nn cl 2 : ne Sc as to appear that the spurious securi- ties offered are really worth some- ~ thing. In another article I am going tc outline some of the new plans that are used for selling stock, but one is well worth considering here all by itself. The Mexia-Corsicana Oil and Development Securities Company’s promoters are entitled to receive the palm for putting over a new one. C. A. Tull and D. N. Yancey, ac- cording to the literature they have been distributing, are associated in some way with the Mexia-Corsicana Oil and Development Securities. It is hard to tell exactly where they fit in. The only thing apparent is that they are selling “interests” of a par value of $10. The capitalization of the organization is placed at $200,- 000, but there is nothing to show that the company is incorporated or or- ganized under a declaration of trust (a sort of commonlaw corporation very popular among those who or- ganize these Texas corporations. The Texas declaration of trust organiza- tion has been almost as useful to the fly-by-night promoter as the Dela- ware charter factory). So far as one can determine, Tull and Yancey are merely selling these so-called inter- ests out of their own holdings—not. out of the company treasury. The company itself is paying no salaries to its officials and pays only the ac- tual expenses. of selling the certifi- cates. How much of the money real- ized from the sale goes into the treasury of the company there is no telling—possibly just enough to pay the expenses of selling the stock. But here is the star feature: Print- ed on the certificates of shares is a guarantee by the State National Bank of Corsicana, Texas—bearing no date, by the way—which starts out. with the naive statement: “The State Na- tional Bank of Corsicana, Texas, has on deposit sufficient funds to redeem this certificate and will redeem same under the following conditions and limitations.” Evidently this is merely a statement of the condition of the State National Bank of Corsicana, Texas, for it does not say that these funds are to the credit of the Mexia- Corsicana outfit. It is just the bald statement that the bank “has on de- posit sufficient funds to redeem this certificate.” It is then provided that in two years, unless the company has paid $5 in dividends on each share, the bank will redeem the certificate for $5 a share; or if at the end of ten years $10 has not been paid in dividends, the bank will pay $10 in redemption of each share. It is set forth in the guarantee also that when the stocks are so bought by the bank they become the property of Tull & Yancey and the bank is released from its guarantee. In order that you will not hesitate as to the guarantee by the State National banks, it is pro- vided also: “Said Tull & said Yancey joni in this guarantee as sureties.” When I read this guarantee I wrote a letter to D. R. Crissinger, Comp- troller of the Currency at Washing- ton, and asked him whether this guar- antee was outside the charter privi- lege-of a National Bank. The reply that I received from the Treasury Department was not as complete as I would have liked. It says: “This matter was brought to the attention of this office soon after the advertise- ment in question appeared, and taken up with the bank. As the bank was without authority to guarantee obli- gations of the company and the ad- vertisement was issued without its consent, the company agreed to with- draw the advertisement from circula- tion.” I do not know, but I assume that the Comptroller went further than merely requiring that the advertise- ment be withdrawn from circulation by the Mexia-Corsicana crew. The Comptroller states that the bank had no authority to guarantee such obli- gations, but the plea of the bank ap- pears to be merely that the adver- tisement was issued without its con- sent. I wonder if the “guaranteed” certificates already sold have been withdrawn, or the buyers notified that the guarantee is worthless. I won- der; even, if the bank’s depositors know of the affair. And I wonder, also, what steps have been taken by anybody to protect the poor boobs who sent in their money to the Mexia-Corsicana concern for a “Na- tional Bank Guaranteed Certificate.”— W. S. Kane in Magazine of Wall Street. —_+++___ Hoarding Good Money Abroad. The fact that depreciated money tends to displace from circulation any , better currency. was recognized by the ancients. but this principle was enun- ciated in the sixteenth century by an Englishman, Sir Thomas Gresham, in such formal and precise form that it came to be designated as Gresham’s law. Central Europe has recently fur- nished us with many illustrations cf its workings. In that part of the world the better money from outside countries is now being hoarded. The individual “who holds, say, a sterling banknote and some German marks wi'l get rid of the marks at the first oppor- tunity and hold on to his British note. The longer the depreciating marks are held the greater the loss to the holder, but the other currency meanwhile tends to appreciate in terms of marks. This situation has had its effects on price levels in the smaler countries of Western Europe such as Holland and Scandinavia. As a large amount of their currencies are hoarded in Cen- tral Europe their price levels have not advanced proportionately to the in- crease in their circu‘ating medium. In other words, when their less fortunate neighbors hock up a large quantity of their notes the value of their cur- rency at home is increased and the advance in living costs is somewhat retarded. Temporarily this works to their advantage. Improvement in the Cen‘ral European situation, however, may cause a return movement of this hoarded money. Likewise, a return of the West European countries to the gold standard would cause an inflow of these outstanding notes for re- demption in specie. When plans for the restoration of the gold standard are worked out by European goy- ernments these facts will have to re- cewe due consideration, —_ CEE — August 9, 1922 MICHIGAN TRADESMAN 360,000 Towels from Sunrise to Sunse | Ora! towel buyer in the United States can profit by the fact that the Cannon Manufacturing Company is the world’s largest pro- ducer of towels. The daily production of 360,000 towels means many decided advan- tages to the retailer. Because of the enormous output, manufacturing costs are reduced to a minimum. Because of its tremendous con- sumption of cotton, the Cannon Manufacturing Company can afford to buy the cream of each year’s cotton crop. The location of the mills in the South eliminates long transportation of this cotton. The results are that Cannon Towels bring you closer weaves, heavier weights, and far better quality, at their prices, than any other towels made. ‘They are the greatest towel values that you can buy. You will like the careful put-up of Cannon Towels. And the line Re conta yee is so complete, that it fills every towel demand. secure genuine Cannon Towels. Look thi Cannon Towels are distributed only through jobbers. Write your trade-niark lapel in blue) on the jobber for samples, prices and complete information. . wrapper of every package. CANNON MILLS, Inc., 55 Worth Street, New York City ry a ey Bp BCI PARIS THE BEAUTIFUL. Graphic Description of the Noted French Capital. Paris, France, July 15—Here we are in gay Paris and enjoying every moment. My last note was mailed at Plymouth. We were engaged there several hours in landing a large pro- portion of our passengers. The after- noon sun glorified the prospect and from the ship’s deck we drank in a scene of entrancing beauty. Thousands of gulls, many of which had gone out to meet us and followed us in, picked up the crumbs from our vessel and illustrated in their easy, balanced movements the lessons carried from bird life which led to the invention of the aeroplane. With a field glass we could distinguish many of the oc- cupations on shore and became par- ticularly interested in the diversions of the parks. The chalk cliffs between Lands End and Plymouth were in great contrast to the brick red soil of the farms about Plymouth. We were somewhat agitated because of the rumor that we would have to land at our destination in the night and the vision of passing from ship to lighter in darkness and being trans- ported to a strange city at midnight disturbed our equanimity and checked digestion. We were kept on the anxious seat for some hours, when a bulletin from the wireless announced that we could go to our beds and have an early rising gong. We arose at 4:30, ate a good break- fast; an hour later bade adieu to our traveling acquaintances and soon after 7 o'clock had passed the ordeal of customs inspection and were comfort- ably located in a compartment on the special train for the French capital. The transit from Cherbourg to Paris occupied seven hours, with but -two stops, through a-country we were de- lighted to recognize as “La Belle France.” The whole trip was char- acterized by landscapes of charming attributes. We could not but absorb the opinion that France could feed herself with abundance. The crops of wheat, rye, oats, barley, alfalfa and potatoes indicated a great harvest. The rye was mostly in the shock and hay- ing was progressing. The oats were in various stages of growth, a few fields being ready for the reaper. The gardens everywhere were giving great promise and were perfectly tilled. Meadow machinery was in evidence, but indications of having a consider- able proportion of field labor done by hand were abundant. Every one was busy; almost too busy to look up at the passing train. The landscape fea- tures that commanded our interest were, first, the beautiful distribution of forest growth and the treatment of the trees, which warranted the expres- sion of Engiand’s most noted land- scape critic, William Robertson, that France was the land of clipped trees. Everywhere the trees of the fields and along the highways and in many of the woodlots were stripped of all side branches for fuel and other agricul- tural service. But the glory of the views from our windows was in the note of color given by the poppies and other field weeds that are prob- ably a menace to the farmer. Oc- casionally, a seductive panorama would enter our field of vision and the surface for great stretches would lay like the patch work of a crazy quilt before us, the individual holdings of land varying in all sorts of geometrical shapes. Sheep, cattle and horses dotted the pastures, exhibiting contentment and thrift. Orchards were everywhere, but did not seem to be laden with fruit, although the swiftly passing train may have deceived us in this opinion. Freshly sheared sheep were gathered in paddocks and the tethering of ani- mals to conserve the pasture, rendered necessary by the absence of enclos- ing fences, is evidently a common practice. Our railway roadbed was in Pe a Oe ee ene ee ate MICHIGAN TRADESMAN perfect condition and we glided through the enchanted region without jar and in starting and stopping — of the train there was no precipitancy and the happiness of the passengers was well preserved. Numbers of our ,party were constantly ejaculating over “some new and to us unique attraction of the swiftly passing panorama. A shade of friction came into our experiences as we went through the customs ordea! and we have already learned the importance of having the passport within reach for all sorts of occasions. The cabled message en- sured our accommodations at the Ho- tel Louvais, where we are treated with great consideration and hospitality. A “strange coincidence here and in Mon- treal was in starting a holiday so near the close of the week that a three day respite of commercial functions in each case was a source of trial to us. July 14 is a National holiday here and yesterday the city was gayly decorated with bands and processions gayly atitred and places of diversion well patronized. We are not hurrying about, but most of the moments count for something in acquiring information in a country where the language is unknown to us | and all the appointments strange. A sense of humor is an important means of grace when you do not know the language spoken and helps to tide over the rough places, but usually somebody is hanging around who can interpret after a fashion our needs. Anyway. we are getting on beautifully in spite of our lingual limitations. Just as Iam writing this note our first piece of mail was handed in and it was a copy of the Trades- man for June 28. Inasmuch as it had to be held at our address in London until we knew our Paris location it reached us quite promptly. We met Harry Rindge on the street this morning and learned that his fam- ily was here and that he would soon return to the States. We shall try and see a few things in and_about this city before moving on to other conquests. One of the most impressive facts in connection with this brief sojourn is the wonderful cleanliness of the city. It looks as if it had been washed for some occasion. The clear and oft re- peated street signs and the placarding of important locations and buildings give us great joy. The parks and breathing places are attractive and one cannot take the briefest kind of a saunter without seeing interesting things. Americans are much in evi- dence here and are very useful in pro- viding sustenance for the needy in ex- change for desired or undesirable ser- vice. In the crowded and most commer- cialized streets it is restful for the eyes to gaze upon the foliage of trees that are maintained at great expense and are in a wonderful state of health, considering the hardship they must en- dure. The sycamore is the leading avenue tree and its clean smooth body and rich foliage embellish the high- ways and furnish a grateful relief from the glare of the sun’s reflection. The treatment of the margins of the Seine give a finish to the river bank that satisies the eye and gives dignity to the waterway. One of the pathetic things pointed out is the building where a shell from “Big Bertha” was dropped, working great destruction to lives and property. Repairs are now in process which will restore the wrecked building. In transit matters I am impressed by the advantages of the large surface cars that meander the streets, taking the place of the tramways and giving sat- isfaction to the traveling public. How I do enjoy looking at the beau- tiful horses still engaged in certain types of trafic. They are well groom- ed and evidently well bred. A bunch of cavalry horses yesterday in the holiday parade awoke my warmest approbation. While the badges of mourning are everywhere in evidence in remem- ‘to attend. brance of the stern reminders of the war’s tragedies, still the recovery of balance and the bubbling vivacity of these French people illustrate how rapidly the realities of the greatest war of all ages are relegated to his- tory, and humanity’s blithesomeness hides the battle scars as the sand in a boiling spring covers the black muck and glorifies the surface. Gaiety of manners, music, dancing and quick witted repartee stand out in striking contrast to the maimed speci- mens of humanity seeking alms on the street corners and at the entrances of public resorts. Yesterday and to-day every street and all important build- ings are embellished with flags and gay bunting and there is an abandon in manners that is contagious. Charles W. Garfield. —_——-~o.-2| Origin of the County Fair. Written for the Tradesman. Sometime, somewhere, someone seeking to aid +illers of the soil to secure larger crops and better quality of produce, sought for means to at- tain the objective. His desire and study led to the development of a plan to have a community exhibition of samples of the largest, finest and choicest products of grain, fruit and vegetables. This event was held in the fall after crops were harvested and stored and when everyone had leisure It was set for a certain day of a certain week, or, in case of rain, the first day thereafter. When the people were gathered to- gether from far and near, viewing the many and varied exhibitions and dis- tinguishing the difference between the best which one farmer brought and the best of another, they were led to en- quire about the kinds of seed, the preparation of soil—fertilizing, tilling and care. It was an educational event, for thereafter each sought to buy or to work more diligently and care for their crops more faithfully so that their labors might be better rewarded, that they might exult in greater attain- ment the next fair day, not only in knowiedge gained but in material financial gain as well. In the early days of the county fairs community gatherings were of inter- est to all and quite naturally it was found helpful for some to provide and sell food and drink to lessen the la- bors of wives and mothers in prepara- tion for the fair. Whole families at- ‘tended and this created the need of amusement for those too young to be interested in the exhibits. From a humble beginning with pro- duce of the soil alone, there came about exhibition of domestic animals, poultry, farm implements, the latest developments in machinery; and bread, cakes, pies, needlework and preserved fruits and vegetables from the in- genius and capable hands of the house- wife. : In those early days, when the life or death of men and women some- times depended upon the speed of a horse to notify a physician and tc carry him to a sufferer, it was a worthy object to promote the raising of the speediest steeds. And thus horse races became a notable feature of th county fairs. At what stage in the development of so worthy an institution as the agricultural fair the evils it now in- troduces began to creep in is not known. Human parasites—those who by fraud, deceit or otherwise live off August 9, 1922 the proceeds of those who honestly toil for their profits, are ever present. And so the vendors of trash and nos- trums, the fake curiosities; the debas- ing shows, the tricks and deceptions and false allurements have gradually attached themselves to fairs until it now has become necessary, for the good of the public, to legislate against them. Laws do not enforce themselves, and even to-day these human parasites take advantage of lax supervision by the proper authorities, and so creep in wherever possible. The privilege of selling refreshments, confections and conducting amusements is willingly paid for, and this revenue helps ma- terially to defray the expenses of the fair. But too often the managers, greedy for more gain, sell concessions to frauds, swindlers, gamblers and im- moral shows, striving to justify their course by claiming that without this revenue the fairs could not pay ex- penses. This is just as indefensible and unreasonable as the old plea of hotel proprietors that “no hotel could exist without a bar.” We read that in many states fairs are being conducted without the aid of this kind of concessions, and that they are financially successful. To this our fair managers reply that in these parts the people, at least in sufficient num- bers to insure success, cannot be in- duced to visit the fairs without these objectionable features. If this is the case, if it is true that not enough people in any county or community are interested enough in the county fair to make it a success, then the agricultural fair has outlived its usefulness as-a factor in the de- velopment of agriculture and the bet- terment and progress of the country at large. It is not to be wondered at, if this contention is true, since there are so great a number of agri- cultural journals, papers devoted en- tirely to each particular branch of ag- riculture, as poultry raising, swine, cattle, horses, bees, fruit, gardening and house and home management, col- leges prestnting a complete and in- tensive course in preparation for farm- ing and also special courses in dairy- ing, poultry raising, domestic sciences, mechanics and other innumerable branches of this vocation. If it is true, the agricultural fair may then be regarded as chiefly a medium for many interests apart from farming, to pro- mote their own enterprises. Even so, it would not be deplorable if every demoralizing feature were rigidly kept out. E. E. Whitney. SP -2-- O No Extra Work Wanted. A farmer and his wife went to town to buy.a new clock. “Here,” said the dealer, “is something very attractive in the way of clocks. At each hour a bird comes out from the top and sings, ‘Cuckoo!’ For instance, I turn this hand to 3 o’clock and the bird comes out and sings, ‘Cuckoo!’ three times.” “Don’t that beat all?” cried the el- derly farmer, enthusiastically. “Mother let’s have one.” “No, no!” his wife protested. “That sort of clock might do for folks that have got lots of time, but it’d take me half of the forenoon every day to take care of that bird.” =’ = August 9, 1922 “ MICHIGAN TRADESMAN More Midsummer Profit in Self-Starting Sales OUR slow sellers emphasize, by contrast, the quick turnover of POST TOASTIES, GRAPE-NUTS, INSTANT POSTUM and POSTUM CEREAL. ‘“There’s a Reason,’’ of course. Instead of a spasmodic advertising policy of ‘‘now you see it and now you don’t,’”’ the powerful, persistent pub- licity of the Postum Cereal Company is pounding away all the time. Into practically every home in the United States our advertising goes regularly, week by week and month by month. Naturally, it follows that your turnover in POST TOASTIES, GRAPE-NUTS, INSTANT POSTUM and POSTUM CEREAL is rapid. . | Your PROFITS are certain, because the SALE, as well as the quality, of every package is absolutely GUARANTEED. Attractive cut-outs and window displayzmaterial ‘will be gladly furnished free, upon request. Write for them NOW. Postum Cereal Company, Inc , Battle Creek, Mich. sence a gE WERTH ET ONES Ee ee ee pee RE ENT SE: ee a a a MICHIGAN ee TRADESMAN August 9, 1922 Lae v= SA ee aie | Michigan Retail Hardware Association. President—Charles A. Sturmer, Port Huron. 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. —- Detroit; George L. Gripton, Brit- n. Live Dealers Talk of Stove Selling Essentials. Written for the Tradesman. The wide-awake business man is al- ways looking ahead. That is a primary requisite of success. The hardware dealer, when he puts on a clearance sale of hot weather goods in August, is planning for the cool-weather de- mand for stoves that sets in with the first touch of fall. Right now he is overhauling his lists of stove prospects and giving a great deal of thought to his fall stove campaign. The other day I had a talk with an experienced hardware dealer along this line, and he told me what he re- garded as some of the essentials in stove selling. “My line is stoves,” he said, “I have been immersed in the study and the merchandising of them for 38 years and they are my religion. My list of hard and fast selling axioms is well nigh as brief: they are proper selec- tion of goods to be sold, insistence upon the truth in the selling state- ments, and, last but not least, intelli- gent salesmanship. “The first subdivision of the three component parts of my selling scheme is the master key to the whole, the cornerstone of the arch. One must look over the lines that are offered him and out of his exprience choose that one that offers the greatest value per cold, hard dollar. There can be no equivocation about it: the salesman sells best that article that he would use in his own home, the one that he knows is the best of its line, in short, the one he can honestly back up and swear by. “The conscientious salesman who is asked by some farmer’s wife, ‘Which stove do you like best?’ is in a pretty dilemma, indeed, through biting off more than he can chew by pushing more than one line. I feel truly sorry for such a man. His heart cannot be in his work and he cannot put his best efforts into both stoves and still tell the truth. A further advantage lies in the fact that by centering attention on one stove, the salesman, in the full- ness of time, comes to really know it. “As to truth telling: no one will deny the financial gain to be ‘derived from it, aside from the consciousness of knowing that one has done the right thing. The man who hews to the line and shuns the crooked tongue is the man who finds an easy command of language at his tongue’s end. He does not have to stammer and stutter as he racks his brains for chimerical ideas about his stove; they come faster than he can adequately express them. It is in this connection that the advantage of selling a good line stands out pre- eminently, for naturally if one intends to tell the truth, he wishes to handle a class of goods that the truth will not hurt. It is so much more soothing to one’s feelings and so much more gain- ful to one’s pocket to have a customer come back with exaggerated claims ior the stove one has sold him than to listen to him prove that untruthful claims were made for the stove to aid in selling it. “As for salesmanship, the primary requisite for a salesman is that he should know his goods from top to bottom so that he can answer any question as to their ability to do this” that and the other thing under any conceivab‘e condition. “‘Why will it pay me to buy this stove when I can get such and such a stove for five dollars less?’ is a ques- tion that must be answered by a cold analysis of the two stoves. A mere broad statement covering the matter will not do much to convince the skep- tical customer. “Personaily, I have carried this to the extreme by going direct to the foundry where my line of stoves are manufactured and there picking out a likely looking young man, old enough to have some sense and still young enough to learn. The consequence is that I procured a man who knew ail about the stoves and only needed my assistance to build up a good sales knowledge on the foundation he had already set up. As a good part of my business is in the nature of furnace and plumbing contracts, taking me away from the store a good deal, I can always leave with the assurance that I have a real stove salesman on the job. “Window display is a proper part of the stove selling game. The win- dows furnish the best advertising medium I know of. I usually change both windows twice a week and en- deavor to have contrasting displays in each. “My demonstrations come next in my favor as advertisers, particularly those of the gas stove variety, and I plan to be prepared for them at all times. Somehow, there is something convincing about the actual sight of the burning gas, something home-like and natural that, while it explains nothing new, adds a touch of reality to the salesman’s talk. Most people appear to soak up ideas they have seen illustrated better than those im- parted merely by word of mouth. Ap- W. M. Ackerman Electric Co. Electrical Contractors All Kinds of Electrical Work. Complete Line of Fixtures. Will show evenings by appointment. 549 Pine Avenue, N. W., Grand Rapids, Michigan Citzens 4294 Bell Main 288 VIKING TIRES do make good VIKING TIRES give the user the service that brings him back to buy more. Cured on airbags in cord tire molds, giv- ing a large oversize tire. s « 3 4 % $ $ 2 z x 6 Zz 2 & 3 z 3 8 e We have an excellent money-making proposition for the dealer. Write us for further information. BROWN & SEHLER CO. State Distributors Grand Rapids, Mich. Michigan Hardware Company 100-108 Ellsworth Ave., Corner Oakes GRAND RAPIDS, MICH. Exclusive Jobbers of Shelf Hardware, Sporting Goods and FISHING TACKLE Foster, Stevens & Co. Wholesale Hardware ot 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. — ~~ rc August 9, 1922 parently the eyes carry messages to the brain more directly than the ears do. “Acting on this principle,’ all my show room stoves, which embrace one of every variety, including fur- naces, are hooked up for prompt dem- onstration whenever needed. “I get my customer into my store by means of my window display, backed up by my reputation for hav- ing a good line; tell him the truth and agree to stand back of my goods; demonstrate the usefulness of what I have to sell; talk with the sure know- ledge of an expert, and then sell him the goods.” Suggestion is an important factor in salesmanship, according to another dealer. He says: “I find my greatest interest in this stove selling game to be the acquisi- tion of new selling ideas; so that if I find a customer hard of approach on one line of talk, I may be able to switch over to the other line without losing a step. “Of course most sales must be based on demonstrations, and all other agencies are usually offshoots of this one parent limb that feeds them all. “T find that most people like to do their own selling; that is, if one can ascertain the line of thought that causes the customer to take even the slightest interest in stoves, the battle is half won. By giving him a helping hand as it were, an occasional lead, he will seize upon the natural argument and fly at the job of convincing him- self. “In such a case, the less the sales- man has to say, the better. True, he must be there with the life-line to throw out if the other fellow shows any weakness, but if.one can, by sug- gestion, lead the customer’s thoughts into the proper channel, he will be likely to sell himself and marvel in between times at his own brightness. Even a critical customer can often be thrown on to this tack by the exer- cise of a little finesse. “IT am rather partial to cooking demonstrations but I am not wedded to them by any means. I used one the other day with great success though. A restaurant keeper came in, not exactly to buy, but rather to look around. IJ found he had a stove that was satisfactory except that it did not cook quickly. It was necessary for him to have one that could be depend- ed on to cook meals in doub!e-quick time; so, following his lead, I brought out a loaf of the bread that I always have handy. I turned on the gas and gave him a few slices of nice crisp toast in a jiffy. “The sale was made on that one simple operation. ‘Want it right away,’ he said. I might have talked myself hoarse in the vain endeavor to sell him by other means, but by sizing up his needs and his line of thought, it was not selling at all, but merely book- ing the order. “So this suggestion business, to my way of thinking, can be applied both ways. When the customer is already set in his thought, che sensible thing for the salesman to do is to get in line without any loss of time; but if the customer lacks an. idea to go on, in- MICHIGAN TRADESMAN oe 23 sert one in ‘his cranium and the first thing we know, he has the bit in his teeth and does not need any outside aid. It is a very interesting game when one takes it out of the mechani- cal and makes it a matter of brains. Two heads are better than one, and a customer can’t hate you and your stoves. exactly, else he would not be in the store looking aruond. Give him a chance; he is probab'y anxious to help you sell, but may be a trifle bashful. “Of course, I always have the gas hooked up, lighters handy, and every- thing convenient for plain demonstra- tion, fancy cooking or what not. I find that a very important feature of _the selling operation, too, for a cus- tomer certainly does dislike delays and fumblings. “Tf the salesman who knows the stove is clumsy and slow, the customer is likely to blame the stove; whilst if the salesman is smart, the customer is likely to give the stove the credit. “Of course one must have a good article, must be honest in his claims and be prepared to stand back of his goods. “But suggestion is important. Not only can you get good selling ideas from customers, but also from other merchants, from traveling men, the trade journals, and from almost every source. The same scheme that sells peanuts or dry goods may often be used by the stove dealer by merely ringing in a few changes on the main idea.” Victor Lauriston. > Merchants Should Never Beg Nor Command. Written for the Tradesman. No self-respecting merchant should ever allow the phrase, “The favor of your patronage,” to appear in any of his advertising. He is in business to serve the people on an equality basis, giving full value in every sale. Con- descending to be favored with trade should be as repugnant to him as to accept alms. He who conducts a store in a loca- tion convenient for the residents; who is efficient in securing supplies, cour- teous in attention, prompt in service and whose net profits represent only a reasonable compensation for service, puts the community under obligations which they disregard or disallow when they purpose'y go elsewhere to trade. On the other hand, very, very few of the purchasing public can be told by the merchant oftheir obligations to him. He must seek to demonstrate to patrons the advantages to be derived from trading with their home store, leaving to their own consciences the question of duty. E. E. Whitney. YOUR STORE POLICY will largely determine the future growth of your business. Progressive grocers make it a point to handle quality products like VAN DUZER’S CERTIFIED Flavoring Extracts which enjoy a reputation for purity and reliability and are al- ways in demand. Van Duzer's Extracts are made in twenty-two different flavors. Van Duzer Extract Co. Springfield Mass. DIAMOND MATCHES ‘THIS IS OUR TRADE MARK, and its use on a package assures quality and satisfaction to the user; a prompt sale and a fair profit to both the Re- tailer and the Wholesaler. ad THE DIAMOND MATCH CO. BOSTON NEW YORK ST. LOUIS SAN FRANCISCO CHICAGO NEW ORLEANS The Name on the Sack is a. Guarantee of its Contents When specifying cement insist that it be the kind with the ~ NEWAYGO PORTLAND CEMENT on every sack. You can then be assured that this important part of your construction work is being supplied with material that has proven its worth, one that will readily adapt itself to your job, no matter what problems or complications may arise. Newaygo Portland Cement is not limited in use to the con- struction of buildings. It may be used above or under ground, in or out of water. Its many uses have brought about a universal demand for the cement with a guarantee of uniform quality. Newaygo Portland Cement Co. Sales Offices Commercial Savings Bank Bldg. Grand Rapids, Mich. General Offices and Plant Newaygo, Mich. Gaisioeataieienies ncuntce eaimmaaanene 24 MICHIGAN TRADESMAN August 9, 1922 EIGHT THOUSAND MILES. —_— To the Coast and Back in 330 Hours. Grand Rapids, Aug. 5—Left James- town over good roads to Fargo, one of the most prosperous looking cities we saw in North Dakota. We crossed the Red River into Morehead, Minn. An auto trip like this one changes one’s mind about the country. We have been through splendid farming communities, but this section of Minnesota is a garden spot. With its diversified crops of potatoes, corn and wheat, with its many trees and peautiful lakes, it is one of the beauty spots of America. Coming into De- troit, a city we had hardly heard of, we found a bustling, busy place, locat- ed on a lake of the same name, with summer cottages—an ideal looking place for a summer outing. The roads through this section are mostly gravel wide and well kept up. One can run forty miles per hour with safety. Fifty miles East the country changes and is poor from there into Duluth. On leaving Duluth we went through the Blueberry country and for 90 miles to Odana the road (Wisconsin No. 10) is poor.. Our route lay through Iron- wood and Bessemer, ore mining towns, then on to M 12 for 150 miles through forest—most of it virgin timber—a most delightful drive. This road is the best long stretch in Michigan. From Manistique we proceeded to St. Ignace over some twenty-five miles of sandy road. We crossed by ferry to Mackinaw City on the 7 o’clock boat and there were seventeen autos com- ing North and twenty crossed with us Southbound and there are four or five boats per day. This gives one some idea of the great number of cars tour- ing. Came down through Michigan over West Michigan Pike. We were on the trip seven weeks, lacking half a day. Of this we spent twelve and a half days sight seeing at different points en route. Our running time was 330 hours. Speedometer showed 7929 miles traveled or an aver- age of twenty-four miles per hour for the whole trip. While many of the mountain roads forced us to slow down to ten miles per hour, it shows how uniformly good the roads are. We were in sixteen states and the trip only proved the saying that “it is better to be born lucky than rich,” for rain or muddy roads would have changed the whole story. We had the curtain up for one hour only going into Denver on account of rain and in Montana we stopped once at 4 o’clock, as it com- menced to rain. These were the only times it rained and although in many places the roads showed the effect of rain, they were dry when we reached them. Although mountain driving is somewhat dangerous our luck held and we did not have a scratch on the car, nor did we have a broken spring on the whole trip. There is no West as most of us think of it. The farms are just as good, the stores as up-to-date, the towns just as lively, the girls wear their Skirts just as short and their hair just as fluffy and they are as good looking as the girls of Grand Rapids. Cowboys now ride in auto- mobiles and there is no more danger than in touring Northern Michigan. We took along an axe, a shovel and two double pulley blocks and rope to pull ourselves out of the mud and never took them out of the tool box. We had very little dust and most of the mornings were cool enough for a heavy coat. We had only three or four days of hot weather, two days in the desert section and two days in Northern California. The remainder was perfect weather. We stopped at whatever town night overtook us and the hotels in small towns are comfort- able and reasonable in their charges. There is only one on the whole trip where we would not be willing to stop. again. While the West is enjoyable, Michi-_ gan farmers and fruit growers have a great advantage in their nearness to big markets. We came back with a greatly enlarged view of our country, but satisfied that for a pleasant place to live and enjoy life none of the Western States can beat our own Michigan. C. C. Follmer. —_~+ 2+ > Retail Merchants Take Action Against Auction Houses. Detroit, Aug. 1—Launching a cam- paign against auction jewelry houses jn Detroit which has been backed up by the co-operation and support of the Mayor, the Common Council, the police department and every newspaper in the city, the Retail Merchants’ Bu- reau, affiliated with the Detfoit Board of Commerce, has taken drastic steps which it is hoped will rid Detroit’s streets of this type of business. John W. Chandler, secretary of the Retail Merchants’ Bureau, started the avalanche which has rapidly and sure- ly been swooping down upon these jewelry auctioneers, when, at the be- hest of Detroit’s legitimate merchants he started to investigate why these auction jewelers were allowed to op- erate in violation of the city ordinance which was drafted and adopted to cure this evil. After visiting the prosecuting at- torney’s office,’ the police department and the corporation counsel’s office, Secretary Chandler learned that ac- tion against these jewlry auctioneers had been halted because of an injunc- tion issued against the police depart- ment restraining them from “entering or loitering about the premises except for legal purposes.” After carefully studying and analyz- ing the restraining order and existing city laws he discovered that the in- junction did not apply except to one store, and furthermore, that the in- junction did not prohibit the police de- partment from enforcing any of the provisions of Chapter 131 of the Com- piled Ordinances of 1920 against any of the stores because it could be con- sidered that they were entering the store for legal purposes. The next step was to arrange a conference at which were present Superintendent Rut'ege, Assistant Su- perintendent Sproat, Chief of Detec- tives Fox, Inspector McClennan, in charge of the first precinct, Detective Lieutenant Gill, in charge of the jewelry and pawnbroker, Chief As- sistant Corporation Counsel Barlow and Seecretary Chandler. At this conference the difficulties were discussed and a plan of action against the alleged auction fakirs map- ped out. The police department placed an extra detail of plain clothes officers on the job and the Retail Merchants’ Bureau supplied “victims” who attend- ed the auctions sales, and .after suffi- cient misrepresentations had been made to the “victims” by the cappers purchases were made. Each of the purchases were made in the presence of the officers who will verify the de- tails in court. Different “victims” were chosen each day by the Retail Merchants’ Bu- reau and furnished with funds for the purchases. The Better Business Bu- reau co-operated in the work by fur- nishing some of the operatives for this work, All of the articles purchased in this campaign were turned over to the police department to be used as evi- dence when the cases are heard in court on August 4. To date almost forty cases have been fited in court against these jewel- ry auctioneers, proprietors, cappers, clerks, etc., and the campaign will con- tinue until such time as the jewelry auction houses close their doors or the courts hold the law void. Purchases will continue to be made by “victims” supplied by the Retail Merchants’ Bureau and complaints lodged in court against the offenders as long as the violation continues. Mr: Chandler has written a letter to Acting-Mayor John Lodge furnishing him with a list of names of auctioneers against whom complaints have been filed in court, asking that their licens- es be revoked, and that no new li- ‘censes be issued to them as long as cases are pending in court against them. The licenses of all auctioneers will expire July 31. Mistletoe Brains. One of the most curious illustra- tions of the working of intelligence in-plants is offered by the mistletoe, whose sticky berry, finding lodgment on a tree branch, throws out a tiny rootlet, which tries to pierce the bark and thus obtain a foothold. If the bark is too tough, the rootlet swings the berry over to a fresh spot, and makes another trial. In this way such a berry has been known to make five jumps in two nights and three days. On one occasion a number of them were discovered by a botan- ist in the act of vainly journeying along a telegraph wire, trying to find places to grow. every enriched with vegetable fat. better. oF e if men VEGETABLE CONTAINS 7. 8% VEGETABLE FAT 25.5% TOTAL SOUDS. THE HEBE. COMPANY Ornces; CHICAGO SEATTLERS™ es Chicago Selling HEBE is a real pleasure N the first place, Hese pleases the customer and it’s always a pleasure to please a customer. In the second place, and just as important to the grocer, EBE sale means just that much extra profit. Hese does not cut into the sale of any other product because it is different. There isn’t anything else just like it in the store. Hesz is pure skimmed milk evaporated to double strength Sell it strictly as a “cooking liquid” and it will not interfere with the sales of any other staple product. Used in cooking and baking, HEBE moistens, shortens and enriches as well as adds flavor. thing to recommend to the econom- ical housewife who is looking for something to make her cooking Hesse is nationally advertised. for attractive wall posters, window hangers, counter cards, leaflets, ete., and tie up to the advertising that is appear- ing monthly in the women’s magazines. Address 2838 Consumers Bldg., Chicago. - THE HEBE COMPANY It is just the Write New York Seattle the aroma in their own store. will make a better cup. ground-package, or canned coffee. ment plan. Dept. F By VERS DAY sees more merchants convinced that the only way to build up a profitable and lasting coffee trade is to grind and ‘‘Steel Cut” the coffee as they Sell it—have The time is near when people will refuse to buy ground-package coffee. They will insist on it being freshly ground or steel cut, because a smaller quantity Nothing kills the coffee business quicker than stale, Let us tell you more about it, and our easy pay- B. C. HOLWICK Maker. anton, Ohio * August 9, 1922 MICHIGAN TRADESMAN Equipment For the Long Journey Ahead. Written for the Tradesman. The -greatest fun in tahe world, I think, is to watch the development of a little child’s faculties, as one by one his lines of communication with the outside world get into action and he begins to store away and to exer- cise his memories of what he finds out. Babies differ a great deal, for what reason you please, in the degree of their responsiveness to outside impres- sions and in the rapidity and keenness with which their senses develop; but at the slowest it is wonderful enough! Parents usualy take all this for granted, and do not realize the se- riousness and importance of what is going on in the little brain as it takes in what is happening around it. How little they understand the tremen- dous interest to the little child of each of the things that to them are so commonplace. Yet each of these things, every sound, every odor, every taste, every flash of light or color; every touch ‘of surface, temperature, weight, is making its impression, con- tributing to the child’s idea of the world in which he has found himself. Every expression in mother’s face, every tone of voice on the part of any person within hearing, adds its bit to the whole impression. And, what is more important, each one of these things thas its weight of influence in making the child the kind of man or woman that is to be, years afterwards. If you were fitting out your child for a journey, a trip abroad, or for some important enterprise, you would take every pains (at least I hope you would) to see that he had the best equipment that was obtainable and within your means. Within your means—you would sacrifice every- thing, borrow money, or go to any other extent of trouble and expense! Well, here is your little child, about to set out on the most important ex- pedition that of life in the world. Why not see that his equipment, the natural equipment of facu‘ties and capacities, is the best that can be had? Remember that all his acquain- tance with the world must come to him through those five senses of smell, taste, sight, hearing, and touch. How can you be happy-go-lucky about that? Yet most parents do nothing at all about it, or wait until some queerness shows that one of these senses is defective. Maybe by that time it is too late. Yet it is never too soon to begin. When my own boy was a baby my husband and I devoted a great: deal of pains to the training of his five senses. As soon as he showed signs of hearing we provided things for him to hear; played little games with watch, tuning “fork, mouth organ, singing, and gentle whistling, gradual- ly increasing the distance as his hear- ing became more keen. Later on we had other games of hearing, more complicated in which -he recognized the most delicate differences in tones and qualities of sound. He could recognize the sound of different fabrics and materials rubbed with the fingers beside his ear. He could detect sounds in the woods that we could not hear at all. So with odors, which may be the first things a baby knows in the world. So with colors and shades, weights and temperatures, sizes and shapes. It may be that he was of unusually sensitive nervous organization—I do not know—but I am very sure that his senses were keener than in the ordin- ary person because from his littlest babyhood he was definitely trained in the use of them. This is the greatest value of nature- study in children. In no other way can they be trained to habits of obser- vation so well as by learning to notice the small differences in the things with which nature surrounds them. It is not that those things are more beauti- ful, or more interesting than other things; but that the habit of observa- tion is the basis of all efficiency in the world, and the distinctions in what we ca‘l natural objects are so infinitely various and numerous that we cannot become expert in seeing them without at the same time acquiring sharpness of faculties to see other kinds of things. And things themselves, as Pestalozzi used to say, are far better for education than any representations of them or comments upon them. It is by experience that the little child learns all that he knows of the world. We are slow in recognizing that the experience that makes char- acter and wisdom begins the moment the little chi'd opens his eyes—per- haps a good deal earlier than that. “The baby is so cunning; I have the greatest fun with him,” says the gush- ing mother. Yes, mother, of course you do; but remember that the baby was not given to you as a plaything or to af- ford “fun” for you. He is important for his own sake, and everything you do to improve his equipment to sharp- en his faculties and make him more quick to see and understand what goes around him, pays in his life long after- wards. And he will be grateful for it, too. There is no time to lose. You have in your arms a very precious thing, which you can help or mar. Prudence Bradish. (Copyrighted, 1922.) Did You Ever Notice It? Some merchants are lavish in their use of price tags. It is never neces- sary for their customers to ask the price of an article. They recognize that displaying prices means additional sales—they know that many sales are lost be- cause the customer will not ask prices and they are cashing in on that knowledge. To display prices on well known merchandise is good business and helps turnover, but the system is doubly effective where you can offer your customers such a product as KC Baking Powder Same price for over 3() years 25 ens 25 The price is established through ad- vertising and being shown on the package. Your customers accept it without question. You Can Get Your Full Profit— ALWAYS The government used millions of pounds. Reduction in freight rates July 1, passed on to the trade in reduced list prices on K C Write us. Let us show you the greater profit in selling K C than you can get on other advertised brands. JAQUES MFG. CO. - Chicago sn nl aE EES STEN Oa aes Michigan Retail Dry Goods Association. President—J. W. Knapp, Lansing. First Vice-President—Geo. T. Bullen, Albion. second Vice-President—H. G. Wesener, Secretary-Treasurer—Fred Cutler, lonia. Clear Hosiery Stocks of Slow Moving Numbers. With the exception of New York City sales are practically concentrat- ed on black, white, cordovan and Rus- sia calf, with the two latter much slower than the black and white. The present indications are that - the lighter shades which sold well in the spring and early summer, such as nude, sand, light gray, medium gray, etc, are not only slow now, but have little prospect of reviving in the fall. Where stocks are small on these colors it would be good business to put irresistible prices on them for quick clearance. Where stocks are large on any one of these light colors, or on all com- bined, it would be well to have them redyed black, as the cost would be but a few cents a pair and a reliable dyeing concern can do a thoroughly satisfactory job. If the stockings are pure dye there is little risk of injury to them in re- dying, but if they are ingrain it would be advisable to send a sample pair of each color to the dyer first to get his advice. It is far from the intention to fos- ter a larger sale of lower priced goods at the expense of higher priced styles, but facts and conditions must be faced as they exist. From Coast to Coast there has been a steadily in- creasing demand for lisle top stock- ings, both in piece dyed and ingrain dyed, and there has been no reason- able explanation for this except econ- omy. The economy wave is still rampant, and in addition in comes the longer skirt to further the demand for lisle tops. This means, of course, a less- ened demand for silk-to-the-top. This fact is already evidenced by the of- ferings of this class by many pro- ducers at greatly reduced prices. Where stocks of this style are in large proportion to their selling, it would be wise to reprice the excess to a quick-selling figure to avoid a slow turn-over. : This is not only advisable from a turn-over standpoint, but it is impor- tant to avoid the hazard of their be- coming tender, as most ingrains are metal weighted and become tender after a few months if kept in stock. It is so obvious that each customer should be given her right foot size and full leg length that comment should be unnecessary, and yet stock- - ings are sold every day in many stores under the assumption that the girls at the mills who stamp the sizes, and box the goods, could not make a mistake. The fact is that in every mill errors in size stamping, both on stockings and boxes, are made, and unless the mistakes are corrected at the retail counters, cus- tomers take home wrong sizes, and are put to the inconvenience of ex- changing, or the discomfott and ex- pense of wearing them, as ill-fitting feet wear out quickly. A simple way of giving each cus- tomer her proper size is to have at- tached to the top edge of the back of the counter or case a yardstick, or mark by small brass tacks the one- half inches and inches from 8 to 10% to measure the feet, and another mark to show a 28 inch spread to measure the leg length. A silk stocking 27 inches long will fit the average woman, but 28 inches is safer and tests have proved that both tall and short women prefer the 28-inch length. With the counter thus marked salesgirls can quickly measure each stocking before selling it and be sure the proper size is given the cus- tomer whatever size box it may have been taken from. Another advantage is that the cus- tomer sees it measured, she knows she is being given the size she asked for, and is not likely to come back, as often happens even after the stock- ings have been worn to claim a new pair because the salesgirl gave her a size other than the one she asked for. Two complaints are frequently heard and can easily be avoided. One is by women who are continually breaking their stockings out at the knee, and the other by women who say they cannot get stockings long enough. Ninety per cent. of both troubles are overcome by selling these women outsizes. Out-sizes are flared at the top al- lowing extra room for stout figures, or allowing extra length for tall fig- ures by not taking up as much as regular sizes when put on. A great many women become a bit 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. August 9, 1922 SoS eee eSB ERPER SB It is the principle back of Principle Shirts that accounts for the good name they have established and their © increasing popularity and sale. NOTE:—You can buy ‘‘Principle’’? products with the utmost assur- ance of dependable value—for every “Principle’”’ item is guaranteed. Daniel T. Pation & Company Grand Rapids.Michigan - 59-63 Market Ave. N.W. z The Mens Furnishing Goods House of Michigan It’s a beauty and real salesman, working for you every day. Get one through your jobber, and display it prominently. Sales and profits will then take care of themselves. NATIONAL TRADING COMPANY CHICAGO, ILL. * * x : Have you our new three gross Metal Cabinet? * : 630 SO. WABASH AVE. WAKAAIAIHAIAIAAAIAIKIAKIAAIAA FREE Y AE PERERA YY EEE AQLALUOASUUNESAUUSROOUONOQUUOOOUOEGQOUGOOUUREQOUOGOQOUEOOOUUOGOUGOOOOUCEQGUUONOOCOOOOUUEOOUEEOOOUOONOOUOY.: Fall Underwear Get ready to buy FALL UNDERWEAR. We carry a full line of the well known brands such as High Rock, Vellastic, Hanes, Set Snug, Rock Run, Springtex, Elliot and Wright underwear. - Order your requirements now, Quality Merchandise — Right Prices — Prompt Service PAUL STEKETEE & SONS WHOLESALE DRY GOODS GRAND RAPIDS, MICH. ANAT MAREN ENN IN Just Received Many Shipments—Piece Goods for Fall We are pleased to advise that we have just received a great deal of new merchandise for fall, particularly Piece Goods and Blankets. SHULURUGRUUGEUDOUEDOROURDUQNCURNGGHOGRUGUSORQUUHUGDGUOCUCUOOORGEUD On account of textile and other strikes, some of this merchandise may be hard to get later on and we suggest that you come and see us or give our salesman an opportunity to tell you what we have to offer. iS \ We also are prepared to handle your requirements in other lines of fall merchandise, particularly Hosiery, Underwear, Furnishing Goods, Yarns, Gloves, Handkerchiefs, Ribbons, etc. Yevitveri 7 ‘ EAB ma hy Send us your mail order—we ship the day the order is received, at lowest prevailing prices. avit7@N Vey eviivenl GRAND RAPIDS DRY GOODS CO. WHOLESALE ONLY SOMO: > Sea Laine at “Y August 9, 1922 MICHIGAN TRADESMAN 27 Athletic Underwear For Spring. B.V.D.’s, No.01, Men’s union suits 12 62% Seal Pax, No. 10, union suits __ 10 50 Men's 72x80 Nainsooks, may be oe a ee 7 25 to 9 00 indignant when advised to wear out- sizes, but instead of calling them out- sizes the tactful salesgirl can say that PRICES CURRENT ON STAPLE DRY GOODS. List prices corrected before going to press, but not guaranteed a little more room is allowed at the knee and top for those wonten who against changes. had a Men's Soisettes, highly mercerized +c Bleached Musiine. Outings and Cantons. Wool Goods. =. ve > do not get the full service from these uto ---_________#wiws 1s ere Twill -_ 14% 936 in. Hamilton, All eee rae ae snare Fs oints in regular stocki Fruit of the Loom — i 27m. Umble. Canton 14 Wool Storm ‘Serge 67% Men's 64x60 Nainsooks ~~~~~~~~~ 50 e Se ee Bravo -—---————— — Hie 100, Mlannclette —- 13% No. 76, 44 in. Storm Men's 84 Square Nainsooks ---. 9 00 oo a eo (in. Indian Ha Sar ag 1231 Quting oe ay ee 92% Men's Fancy Nainsooks —______ 9 00 uyers ttitude Is Still - Problem. Big Injun ______.__ — 11% Scotchdown Shaker _ 15 Ne 50 in. spunea” Wide and Medium Stripes. Some of the uncertainties with re- Lonsdale -__.._ Appledown Shaker _. 16 | “CFB© ------------ =) Shirts and Drawers, r 138% 24 in. White Shaker 11% =%(40 in. Julliards Pla. 1.15 onan -------------------. 6 87% “I’m thinking of taking up a cor- respondence course on How to be a Convincing Talker,” remarked a city man to a friend. “What's the idea? salesmanship?” “No, but I’d like to get the best of an argument with my wife once in a while.” GRAND RAPIDS KNITTING MILLS Manufacturers of High Grade Men’s Union Suits at Popular Prices Going in for Write or Wire Grand Rapids Knitting Mills Grand Rapids, Mich. Columbia, Lights .. 13% Columbia, Darks -.. 16 Am. Prints, Greys .. 10 Am. Prints, Indigo... 10% Manchester 80x80 Lt. 1 Scout, 64x60, Lights Scout, 64x60, Darks_ 42x36 Leno Shirtings Childs’ Walsts. “Cub” Knit Waist ..-....__._..__ 2 50 Bear’ Knit Waist — “Bear” Knit Waist 2260 76 “R & J’ Muslin Waist $2 26, $3 50 4 50. Ladies’ Knit Summer Vests. 1x1 Rib Gauze Vest, Bodice Top, V nk., Band top ect. reg. szs. 36-38 2 00 extra sizes 40-42-44 2.25 Mercerized 1x1 and 2x1 rib vests, Asst. Styles, reg. sizes 36x38 _... 4 50 extra sizes 40-42-44 _._________ ~—— 5 00 Ladies’ Knit Summer Union Suits. 12 Cut Double Carded, Asst. Style, reg. size 36-88 extra sizes 40-42-44 __ sinned 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 Mixtra Sizes 00 8 00 Hoslery—Men’s. Men’s Cotton Hose, Engineer & Fireman, Black & Brown, doz. __ 1 40 Men’s 176 Needle Cotton Cut Toe 1 25 —* 200 needle full combed yarn ia ose Men’s 220 needle full merc. hose _. 2 85 Men’s 240 needle Pom silk hose —.. 4 = 8 Men’s pure silk hose _.________ ee Nelson’s Rockford socks, bdls. _.... 1 30 Nelson’s Rockford socks, bdls. .___ 1 45 Nelson’s Rockford socks, bdls. ..... 1.55 76 42x36 Standard ______ 3 00 42x36 Pequot Plain __ 396 Fleishers Scotch & 45x36 Pequot Plain _. 4 20 Doz. 42x36 Pequot S. S. __ 4 96 Ironweave Handkfs... 90 8 45x36 Pi : Manchester 80x80 Dk. a 42x36 Mock tienk < : = Rit Dye Soap ---..... 80 14 - Heather, balls _... 2 90 Wolverine Dmesh Cap Net 2s 68 : infants Hosiery. Cashmere, Silk Heel and Toe, 60 per cent. Wool ~~ -.....-__. -. 412% Infants’ Cotton Hose 1x1 Rib —._._ 1 00 Infants’ Mercerized 1x1 Rib - ___. 2 50 Infants’ Fibre and Wool Hose -_... 6 50 Boys’, Misses and Ladies’ Hosiery. Boys’ Bearskin No. 1, [XI Rib Hose. 2.10-8 Rise & fall ---.-...________ 07% Boys’ 2x1 Cotton Ribbed Hose $2.25 on 8 R. 10c, F. 5c Boys’ 3 lbs. on 9, extra clean yarn on (BI0PS) W208 ag Misses 1x1 Cotton Ribbed Hose $1.35 on 7 R. & F. 6e Misses 360 needle combed hose, bxd. 1 doz. $2.25 on 7 rise 10 fall 06 Ladies’ 220 needle combed yarn hose, seamed back Ladies’ 220 needle merc. hose with 440 needle rib. top fashion seam Mak Rae — 6 25 Ladies’ fleeced hose, hem top —.____ 2 25 Ladies’ fleeced hose, rib. top -..... 3 00 Ladies’ fleeced hose, rib. top 3 Bathing Suits for Spring eeeney Men’s all pure worsted, plain __.. 22 50 Men’s all pure worsted with chest Rtripes: oo 27 00 to 32 00 Ladies’ all pure worsted, plain —_ 25 00 Ladies’ all pure worsted striped and color combinations 37 J Ope so gard to prices of cotton and woollen 36 in. Indian Head _. 30 26 in. White Shaker 12144 50 in. Julliards Pia. 1.67% Diawera 2 eT sae 33 in. Indian Head _. 18% Daisy Cloth —-______ 14% 6120, 50 in. nch B. V. D. Athletic Style No. U-101 12 62 a goods have been removed within the 64 im. Ind. Head l. # $240 ten ok Outings -- 15% Serge 1600 UD Youth Bey Be No. U- — ue y past week. The Government’s esti- Unbleached Mustiins. K S, 36 in. Storm a oe ha Ne = 72x80, ei s : : . nsoo Nion Suits -._._... =e mate of the cotton crop, while subject- a oo - Draperies and Cretonnes. oe oo 37% Boys’ “Hanes” No. 856, 72x80, ed to no little criticism because of its Giant’ 2M 777 Hamitton Twill —-- 14% “Serge. 182% pC alon Suits _______ 6% : roth a ee ee eee ee Dresden Fy. Drapery Se a Se ereenemnren Boys’ 64x60 Union Suita ~.____ 5 00 wide variation from forecasts made b 40 in. Exposition —_ 12 2 56_in. All Wool Boys’ 72x80 Union Suits 6 25 ‘ nee : Y 40 in. 96A shorts 11% 5 lg Drapery = Coating Pilwuod _ 2 00 -LSSI—Girls “‘Sealpax” pin ch’k N'sk. 8 50 a number of private agencies, has at Pillow Tubing. Westmoreland Greto. 16 D RN Tricotine __ 1 65 LBBI—Boys’ ‘‘Sealp.’’ pin ch’k N’sk. 8 60 least had the effect of strengthening 42 im. Seneca.) _ a Fancy Silkoline --_ 16% : : the view that prices are more likely = = SS * ones, eee eu Carpet Warp. Men’s and Boys’ Cotton Underwear for : . ---- aoe ee Spring. to rise than to fall. The Senate’s ac- 48 jm. Bepperell —- #1 8177 Curtain Net “——- So is Men's Egypt Balbriggan Shirts co A n. Wards 1.0 ur n Oe ines eeriess, OIOTe 2 tion on the wool schedule of the tariff 42 in. Indian Head -. 30 4039 Mareuiseree ~77~ 19% and Drawers -—_—---_________$ 4 50 : es : Men's Egypt Balbriggan Union bill has had a similar effect in the 42 ™- Cabot -_- “fe pho ee 2 Diaper Cloth Suit 0 ; : Seeker AE ADE” 6 ie. Cobet. 32% 36 in. Art Cretonne__ 25 i: eae 16 Men's Egypt Ribbed Union “Suits i: case of dealers in woollens. The Amer- 2 ~ beau — ari 36 in. Elco Tapestry. 30 i. he Lawrence Balbriggan Shirts and ican Woolen Company has opened all 40 in. Quinebaug —-__ 30 Linings and Cambrics. 22 in. 41 85 Men's Cotton “Hibbed aise ~~ 7 50 its lines, except blanket fabrics, at Denims, Drilis and Ticks. Pico e Batine an oe 2 in, Soe eae woe od gepe mei 8 50 : : : . oO. ° atine — ens Com arn Cotton nion prices which compare favorably with eae ae aoe — ia No. 1 White Satine _ 14% 2% im. --------_-- ---- 1 60 Suits, Egyption _________________ 12 00 those of last year, there being reduc- 260 Blue Denim ~~~ 174% No. 50 Percaline --_ 16% 30 im. -..mmtmtmtl1lgs Boys Balbriggan Union Suits, tions in some lines and advances in Steifels. Drill ~_-——_ 16% non — or bun ou BEDE nnn “* : 8 oz. Canvas _______ 18% atin Binished Satine Notions. others, but there is every indication oo ee 36 in. Printed ‘Satine 5248 718 Sat Pad Garter 2°00 mnie ranatebstasr aes : apa a ge elec ,n- S a a yarter li that the company has been at pains orais, AGA Tick —. 25 Windsor Cambric ___ 10 Hubber Wis Seattsce 06 Siidewelt collars. ison or soft ____ 1 60 : Parkwood Wash Sat. 57% 3 75, 4 50, 6 00, 7 50 9 00 to meet the restricted purchasing pow- Peek ae a ari oe ieee se = Flannel night shirts __.-__"____ 10 50 er of consumers by offering many new Amoskeag, ACA ~ 27% Meritas Ol! Cloth. deock, aa eg Z nae oe i2 Fy is is 50 ' 5-4 White ..--...__ 3.35 Pei D a < patterns of cheap worsteds. The finer coahee ant. ear plete. it Meee $0) sy pas & — = Eee as ae ae ee to 48 60 grades of worsteds were offered at Berkley, 60 Nainsook 19 5-4 Blue Figure .._____ $35 Steel Pins, M C. 300 45 percale --______.. 16 50 prices very close to those of last aan ee oe = 3 Ponee eo oa Brass Pins, S. C. 300 16 Mente Lane ey suspenders — sane : ory, ‘amb. Somes ae oe ° Ox season, but some of the staple fabrics Ola Glory, 60 Nain. 18 5-4 Sanitas -.________ 3.35 Brass Pins, M. C. 300 80 Men’s “Challenge” cleanable, doz. 2 75 iced 5 : Diamond Hill, Nain. 16 All oll cloth sold net cash, Dos. Men's Wash Ties —_____ $1 35, $2 00 2 75 priced were slightly higher. Diamond Hill, Camb. 16 0° discount.. Coats Thread —_____ -- 59 Men’s Muslin Night Shirt, doz. ___ 9 00 While the uncertainty as to the fu- bi Longeloth aioe 12% Fiaua Doz, Clarks Mile-End Ta. 59 Men’s Muslin Pajamas, per doz._ 16 50 ture course of textile prices has been 84 Lonacloth ae F * J. J. Clarks Thread. 66 Men’s Work Furnishings. mewhat iticated h : i1] 7001 Longcloth _____. 15 16x24 in. Spearheads 1 32% Gainsborough Hairnets No. 220 overalls or jackets ______ 13 50 or eee Were 18 still fie poe We tee eo cee 1 2D. Meek 1 No. 240 overalls or jackets --__---- 12 00 much doubt as to the future attitude aus ce = 18% oe Each Caleeerouae Hairnets Sastre Jockets aE 10 50 of consumers. Now that higher prices a = - Relianne _ 7 "Ber Box Club or Spade overall or jacket, : . f ghams. x - Reliance t. 1 25 9 : seem assured, the question is raised Seminol Dress Ging- 5x8 ft. Reliance Prt.199 R. M. C. Crochet Cot. 75 Coverall khaki, heute iil ‘gemiogati ot 00 whether the consumer will buy freely hams, solid colors 15 $9, yo Reltance er oe Se Croce ard fants 13 50 to 21 00 glean sisiinas d i wan, LPS 8 4x6 ft. Defiance Swd. 209 -JKine Crochet Cotton 90 Black sateen work shirts ._______ 90 q S are advanced. t Toile du Nord -.---_ 18% Fs Defiance Swd. 375 ‘Sansilk Crochet Cot. 65 Nugget blue chambray work shirts 8 00 labor difficulties causing loss of wages fed Rove igs? 6x9 ft. Defiance Swd. 860 Dexters’ Knitting Golden Rule work shirts — 7 60 to a large body of workers, and with Everett Classics ~~~. 15° $12 tt. Deflance Swd. 5 20 Cotton, White“. 1 50 leet Gite ek ee eG 8 60 1 . ap “1: : Amoskeag Staples __ 12% ae ft. Deflance Swd 8 00 Dexier's Knitting Wik cane oe 2 28 o 4 bo ow prices for grain curtailing the buy- Haynes Staples _ 12% 69, pees weal, 80 Cotton, Bik., col’d... 1 76 Shirley Police or X Back work Sus. 4 60 ing power of Western farmers, coun- — oe oe 1 2% inten, ws Gross Allies’ Yarn, —— 6 . try merchants are adhering to their ‘Treffan, 32 in. 222 25 eT ee ccsiecs Eniticd OO wore . Furstehings. ; : ‘ ‘ - M. C. Seersucker Worsted, skeins ___ 2 30 Knickerbockers _____.._____ 6 06 to 15 00 cautious policy in buying. From the Kalburnie, 32 in. _... 19 Sheets and Plilow Cases. Fleischers Spanish Mackinaws ___________ ——— 445 to 8 50 strike districts, however, jobbers re- Jacauelin, 32 in. --. 32% 63x90 Pequot Blea...13 75 “ Worsted, balls 260 Qveralls, Brownies, etc. __ 6 50 to 9 00 i t th d far h held Gilbrae, 32 in. —--__ 37% 63x99 Pequot Blea.__ 15 04 ' os Youths’ Wabash stripe overall —_ 10 26 . por at orders so far have held up in. Tissue ______ 42 72x90 Pequot Blea.__ 15.25 Fleishers Germantown Coverall 2. 12 00 to 16 50 better than had been expected Manville Chambray — 16 72x90 Pequot Blea... 16 69 Zephyr, balls ~-____ 370 68x72 dress shirts _____________ 8 50 : Red Seal Zephyr -.. 18 81x90 Pequot Blea... 16 75 ‘Fleishers Saxony, ba. 3 70 eee —— sen wabesh a. 1x90 Standard -.__1350 Fleishers Knitted Tbe omper, Red Trim —-.. The Reason. Prints and Percates. 8 ; “FT Bright” ki : ea ee 2 eee tals 8 ee ee “Honor Bright” Plain Blue Romper, Red. ‘Trim 2 es ~~ 7 50 Play and Wash Suits ____$11 00 to 24 00 Boys’ Suspenders, Fish Back, Ine: onda 1 42% Youths’ Suspenders, 28 in. Cross- backs, Lea. Ends aa 2°38 Caps and Umbrellas. Black sateen shop cap, doz. —_____ 1 00 Dress caps, men’s, doz. .. 7 50 to 19 50 Dress caps, boys’, doz. -.._ 7 25 to 10 25 Men’s & Ladies’ Umbrellas 10 50 to 48 00 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. Mid Blouses, red, green, or navy wot flannel, each ___ -- 4 00 Serge middy blouses, each ____.__ 3 50 Voile waists, doz. _..-____ 9 00 to 15 00 Georgette waists, each -.___....... 4 00 Crepe De Chine waists, each ______ 3 25 Tricollette waists, each —_.__.__ 3 25 Bungalow percale aprons, dz. 7 50 to 9 50 Bungalow Gingham aprons, doz. 13 50 Gingham house dresses, dz. 18 50 to 48 00 Best sateen petticoats, doz. 9 00 to 13 50 Pettibockers, doz. .-._-.-_.....__ 8 50 Bandeaux, doz. ...._._____ 2 25 to Brassiers, doz. ....__ 5 Silk and cot. Env. Chem, dz. $ 00 to 19 50 “Pricilla” Sunbonnets, doz. ..... 3 50 50 00 Muslin Petticoats __....__$12 00 to 19 Wash or Tub Over Shirts $15 00 to 36 i Children’s Dresses. Children’s Gingham Dresses 9 00 to 22 50 i ll a pS ga a SL a Ml. Pde Bc lariat gr ainconunnic conan weiss a tun ampynsnabin eyo aides August 9, 1922 — = ag = ig) “ “= - IBUTIER, EGGS > PROVI Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. ee ee Hurley, De- troit. Secretary and Treasurer—Dr. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. Do Cattle Fear Death When Nearing Slaughterhouse? Have cattle a sense of premoni- tion? In plain English, do they know when they are approaching a slaugh- terhouse. that something which bodes no good to them is in store? This was a question that was discussed by half a dozen butchers. Each quoted a, number of instances which seemed to suggest that there was something in the theory that many horned cat- tle had some forsenic power which made them difficult to deal with when they were on their way to be slaugh- tered. The whole discussion arose through a paragraph which appeared in the Hull Times, says the London Meat Trades Journal, regarding an incident at Bubwith, England. Let me quote a paragraph, said one of the butchers, which served the text for our discussion: “A beast was being led by a halter for slaughter when it broke loose, and ran up the main road until it was turned back, whereupon it ran through a garden gate, and up the pathway of the house occupied by Smith, and then pushed its way into the yard of Slack, where it knocked down some posts on which wire netting was fix- ed. It was eventually caught, and with some difficulty brought back by several men.” A> common incident, you say. Il agree, but what is the explanation? Why should a beast which has hith- erto been perfectly quiet and tracta- ble, become a maniac? “Strange sur- roundings,” “Separated from its com- panions,” “Fear of the. unknown, rath- er than the known,” “Excitement at the sudden change from the feeding yard to the noise and bustle of the outside world.” All these theories were offered, and no doubt have some influence i= the case of towns, with their roar of traffic, blaze of lights, and color, 2nd so on. But Bubwith, at which the incident above quoted occurred, is a sleepy country place, with nothing to distract an animal. Often in towns the butchers’ assist- ant and boy with cattle is joined by a crowd of hooligan stick-carrying children, who, with Red Indian war ~ cries, dash to street corners to pre- vent the demented bullocks from turn- ing up them. But country children see bullocks every day, and racing after them with sticks has no -attrac- tion for them, so again this would not apply to the Bubwith case. Is it a mere coincidence that so many oxen have lost their senses on the way to slaughter, or is there something strange and unexplicable behind it? We came to no definite conclusion in the course of the discussion men- tioned, and though I have thought much about the matter since, I am at a loss to explain it if there is not some power of premonition which warns cattle that now or never is the time to make a bid for freedom—that self-defence is the first law of nature. Perhaps some student of animal psy- chology will give his views. —_++>—___ Ruling on Imported Meat Label. An important amendment, applying to the labeling of imported meat and eggs, was introduced into the new merchandise marks bill now being considered by the House of Parlia- ment of England. The effect of the amendment is that on the passage of the bill statutory force is given to a sale of food order issued in 1921, which provides that imported meat may be sold as retail only on condi- tion that at the time of exposure for sale it bear a label with the words “tmported” or the country of origin clearly indicated thereon. “This label may be affixed to the rail, slab or counter on which the meat is dis- played, in sufficient compliance with the law, provided the label is placed in a conspicuous position. ——_2~-—+___ Meat a Necessity for Human Life. Meat is unusually rich in phosphor- us and iron. Since phosphorus is found in every cell ia the body, it is involved in every vital function. The iron in the red blood corpuscles carry oxygen to every part of the bddy. Without oxygen life cannot go on. It therefore is apparent that the food a person eats should contain liberal quantities of these elements.” Meat also contains calcium, and to a lesser extent sulphur and other important mineral elements. —__~+ 2 .____ Recipe. Little drops of grape juice, Yeast till it ferments, Makes the Volstead dictum Look like thirty cents. FANCY CELERY Send for Sample Shipment of our MICHIGAN GOLDEN HEART CELERY Fresh From the Field the Day Your Order Is Filled BYRON — CELERY O We are in the market to buy and sell POTATOES, ONIONS, BEANS, FIELD SEEDS Any to offer, communicate with us. Moseley Brothers, GRAND RAPIDS, MICH. Both Telephones. Pleasant Street, Hilton Ave. & Raliroads. MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Aldea Smith Building Grand Rapids, Michigan CSE) s Ey) 7 FLOUR BLUE GRASS STANDS FOR QUALITY IN DAIRY PRODUCTS IL oel(Ber STORAGE (COMPS UTORS - The Repeat Sales makes it profitable for ‘“‘Grocers’” to handle these lines. KENT STORAGE COMPANY OO ne HEN you want to change your equipment let us plan your wants. Wecan do so in both rebuilt and new Store and Office Fixtures. Grand Rapids Siore 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. Grand Rapids, Mich. WHEN YOU THINK OF FRUIT—THINK OF ABE. Byron Center, Mich. PIOWATY METHODS INSURES PLEASURE AND PROFIT TO YOUR VEGETABLE DEPT. ot M. PIOWATY & SONS, of Michigan FRUIT AND crn enema August 9, 1922 vice, such as stamped and_ self-ad- dressed envelope, or cardboard device in which to slip coin. J. K. Nevins. —_~> +. Immigration and Labor Shortage. Complaints of a labor shortage in the iron and steel industries and in the building trades may have some connection with the decrease in im- migration since 1914. During the last fiscal year the number of immigrants arriving in the United States was only 244,000, compared with 805,000 ad- mitted during the preceding year. The quota allowed under the new immi- gration law, which restricts the num- ber of aliens of each nationality to 3 per cent. of the number aiready re- siding in the country, was 357,000, and it thus appears that only about two-thirds of this quota-reached the United States. The countries of East- ern Europe furnished their full quota, and in fact Hungary, Greece, Po!and, Italy, and Rumania slightly exceeded theirs, while Norway, Sweden and Germany furnished only half of theirs. The last named country supplied only 28 per cent. of its allotment. A much arger emigration from Germany would take place, according to reli- ible observers, if the German Govern- ment would allow it. It has been sug- rested that the act should be amended so that the deficit at the end of a year night be apportioned among the coun- ries for the ensuing year as additions o their quota. This would still main- ‘ain the 3 per cent. resriction, but it vould obviously defeat the ostensible surpose of the act in maintaining a ixed relation between the new arriv- ls of any nationality and those al- ready here, as a means of aiding as- imilation. —_+-2.—____ Fancy Stationery In Vogue. Stationery manufacturers have been _ollowing closely the demand for nov- [ty merchandise on the part of the consumer. No longer are square-cut, -everely piain sheets of white paper .ie leading sellers in stationery, but 1eir place is being taken by colored apers of the widest variety. Colored imings on the inside of the envelopes re rampant. One envelope recently rought out in a dull, gray shade has a lining of thin silk paper patterned in gorgeous colors, designed, possibly, after a bed of roses or exotic tropical birds. In another example, a _ pale mauve envelope is lined with a thin paper of a violet shade, patterned with splashes of gold. Even the most busi- ness-like enve‘ope, as far as the ex- terior is concerned, ‘has its gay lining, and can ‘tbe bought with ink, sealing wax, feathered pen and blotting paper to match. ———_o2-2 Radium As a Cancer. Cure. It is niteresting to read the news- paper appeals for the more extended use of radium on behalf of sufferers _ of cancer. While in every way -sym- pathizing with any movement that might lead to the alleviation of pain and suffering, especially in the scourge of cancer, I think it is only fair to add that it is questionable whether radium does possess the curative prop- erties-alleged to belong to it. It has never been proved that radium has ever cured a cancer patient. The dan- so a — nomi MICHIGAN TRADESMAN ger to a patient by the injudicious use of radium by a medical man who has not seriously studied the properties of radium is very great indeed. I am of opinion that radium is a much over- rated remedy and so far has not been demonstrated to produce the results one would like to be ab‘e to report on. Nature privides a remedy for every disease. No remedy has yet been found for the cure of cancer. R. Maxwell Bradner. ——— Protecting Blind Pedestrians. St. Joseph, Aug. 8—Minneapolis re- centy set an example in preventing injury to her sightless pedestrians. A uniform signal was agreed upon by which the blind person might be rec- ognized as such and be accorded spec- ial protection. The signal consists of rigidly outstretching the arm directly in front either with or without the cane. The blind in the city were ini- tiated into this new methods of pro- tection by the various organizations for the blind. The general public was instructed through the medium of the newspapers. Winifred Hathaway. ° —_—_t4 > ___ Corporations Wound Up. The following Michigan Corpora- tions have recently filed notices of dissolution with the Secretary of State: Lock City Land Co., Sault Ste. Marie. Autosales Corporation of Detroit, Detroit. Flower Co., Detroit. J. C. Musser Co., Saginaw. Underwriter’s Agency, Inc., Detroit. Dafoe Shipbuilding Co., Bay City. Snell Creamery Co., Highland Park. Cloverland Oil Co., Manistique. Manistiqgue Handle Co., Manistique. Baxter Realty Co., Detroit. WANTED—A salesman with car to travel southern Michigan for an estab- lished house. Seli auto accessories to garages and dealers. Address 100 care Tradesman. Vas BOATS TO CHICAGO Daily 8:10 P. M. Grand Rapids Time Day Boat Every Saturday, Leaves Grand Rapids 8:40 A. M. FROM CHICAGO Daily 7:45 P. M. Chicago Time Day Boat Every Saturday and Sunday, Leaves Chicago 10:30 A. M. FARE $3.95 Special Boat Train Leaves Waiting Room, one block east of Hotel Pantlind 8:10 P. M. Route Your Freight Shipments THE GOODRICH way “Operating Steamships Every Day in the Year,” and Grand Haven, Muskegon Electric Ry. OVER NIGHT SERVICE. City Ticket Office Cor. Pearl & Ottawa With Consolidated Railroad Ticket ffices Citz. Phone 64509, Bell Phone M. 554. W. S. NIXON, City Passenger Agent. a Electric Railway Station 156 Ottawa Ave., N. W. One Block East of Hotel Pantlind L. A. GOODRICH, Traffic Mgr. Grocery Stock For Sale Nine thousand dollar grocery stock for sale in live city within sixty miles of Grand Rapids. Doing business of $5,000 per month. Rent of ground floor and basement in brick building only $40 per month. Rare op- portunity for good merchant who can increase the volume of business by energetic effort. Address Radix, care Michigan Tradesman. REFRIGERATORS for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No. 72 cor Grocery Stores No. $4 for Meat Markets No. 75 for Florist Shops McCRAY REFRIGERATOR CO. 2244 Lake St., Kendallville, Ind BAKING POWDER RYZON.-raised cakes keep fresh longer. The special process of manufacture is the reaccn. RYZON, a slow, steady raiser, has greater raising power. Provides home baking in- surance—no bad luck. You may mix batter today. Set in cool place, bake tomorrow. Satisfied Customers when you sell ““SUNSHINE”’ FLOUR Blended For Family Use The Quality Is Standard and the Price Reasonable Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN Victor Flour making friends every day. A Perfect Flour that gives lasting satisfaction. f W. S. CANFIELD Michigan Distributor 411 lonia Ave. S.W. Cor. Wealthy St. GRAND RAPIDS MICHIGAN Aem sno ynoge ysy BARLOW BROS. Grand Rapids, Mich. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction 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 = MICHIGAN TRADESMAN August 9, 1922 YIN Aunt \ z ae B c Z a _ AAA Gabby Gleanings From Grand Rapids. Grand Rapids, Aug. 8—Charles G. Graham, the Ithaca traveling sales- man, will be the recipient of a dis- tinguished honor in September, when he will have the 33rd masonic degree conferred on him at Cleveland. Among those who will receive the same honor at the same time is President Har- ding, Governor Groesbeck, Ed. C. Smith, of Pontiac, and James Robin- son, of Sturgis. : The report that Fred Pantlind pro- posed to put screen doors on the din- ing room in_ the Pantlind Hotel (Grand Rapids) in order to keep out the flies is probably a canard, be- cause the flies are there again this summer in full force and the screen doors are non est. : James B. Crawford, President of the Ithaca Roller Mills, was married recently to Miss Lois Parker, who is a resident of the same place. Gabby extends hearty congratulations. : Clarence E. Trahan, the Merrill meat dealer, probably has the most remarkable meat market of any town of 500 inhabitants in the State. It is a model of neatness and good order and is kept cool by a chemical re- frigerating system which he put in about a year ago at a cost of $4,209. In addition to furnishing refrigera- tion for the market, he manufactures artificial ice for the people of Merrill. His slaughter house is said by State inspectors to be the most sanitary abattoir in Michigan. Time was when salesmen succeeded in selling goods by playing sentiment to the limit and saying little about. the goods they carried. And they managed to sell goods in decidedly worth while quantities. Times have changed, however, and to-day it is a case of hard, cold facts instead of sentiment. The man still counts but he is now a real salesman and not an artist of the glad hand. Level roads never lead to the peak of achievement. Unless you climb the hills you will always be in the valleys. Some-men are like pencils. They never make their mark until they are pushed. There is one good thing about a dictaphone. It doesn’t chew gum. Success, as Joseph Billings says, consists not in holding a good hand, but in playing a poor one well. There is an old belief among farm- ers that the eye of a horse is con- structed much on the principle of a magnifying glass and_ that when a horse looks at an object it appears much bigger and more formidable than it really is. In all brute crea- tion there is no animal more subject to senseless terrors than the horse. All of which suggests that consoling reflection that perhaps after all many of our business troubles are merely the result of an unusually sensitive horse eye for trouble. A policy is the thyroid gland of business—a firm can get along with- out one but it won’t be worth much at the best. Rome wasn’t built in a day, but the builders surely had the ground brok- en by the first night-fall. How often the stailer uses this age-worn saying instead of exercising the necessary breath and energy on his particular problems. Speaking of sayings, we wonder how often it occurs to the average man that there are many more prov- erbs written to inspire greater ambi- tion han there are proverbs to excuse one’s delinquencies. And have you ever noticed that the chronic muddler invariably has a ready excuse in the form of an ancient proverb. It seems to us that there are many instructive and inspiring proverbs that a man would do well to keep in mind. Bet- ter, perhaps, that he never mention them, but try to follow them. We have heard of men who have broken laws, but upon reflection we were able to find many redeeming qualities in the offender that seemed to minimize the crime committed. We have not as yet, however, met the man who breaks his word and is still a pretty good fellow. A disgruntled customer is frequent- ly like the apple in Genesis—a small thing with infinite possibilities for harm. Speaking of competition, it occa- sionally happens that a retailer is suf- ficiently clear visioned and generous to attribute his success to it. Don’t let it be said of you, that when you found your way blocked you stepped off the sidewalk and walked in the gutter in order to get ahead. Bahe Ruth says he has never yet hit the ball just right. In all his rap- turous notes Caruso never struck ex- actiy the note he visioned. Isaac Newton said he was but a little boy searching at the seaside for a bright- er shell or a rounder pebble Yet you ofttimes hear the boast, “I have suc- ceeded!” Pitable confession! Who can’t hit the mark if the whole barn- side is his bull’s-ye? It’s well to have your feet on the ground, but that’s not the place for your ambitions. A worm can realize that. If someone says a man is a success. admire him; if he savs it himself. pity him. He has failed—not to achieve an end, per- hans. but to achieve an aim. When a man smiles at an insulting remark you will find that he is not always above such pettiness. but is often lacking in courage to show any other sign. Glass that is declared to be un- breakable is heing manufactured at the “Kavalier” glass works in Bo- 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. CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES } 33°50 up with bath. CAFETERIA IN CONNECTION PARK-AMERICAN HOTEL Near G. R. & I. Depot Kalamazoo European Plan $1.50 and Up ERNEST McLEAN, Manager HOTEL WHITCOMB St. Joseph, Mich. European Plan Headquarters for Commercial Men making the Twin Cities of ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor- ated throughout. Cafe-and Cafeteria in connection where the best of food is ob- tained at moderate prices. Rooms with running water $1.50, with private toilet $1.75 and $2.00, with private bath $2.50 and $3.00. J. T. TOWNSEND, Manager. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.50 and up EDWARD R, SWETT, Mar. Muskegon 2-3 Michigan Beach’s Restaurant Four doors from Tradesman office QUALITY THE BESI HANNAFORDS NEW CAFETERIA 9-11 Commerce Ave., or 45 Monroe Ave. For The Past 10 Years Prop. of Cody Hotel Cafeteria Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. able. WILL F. JENKINS, Manage: Rates reason 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 ROOMS with Duplex Bath $2.00; isso. ee 0 8 as Se ell One half block fosf of the Union Station GRAND RAPIOS MICH — ae i pe H LEIA ep a Ra eae rm oS i Ts el a A Spare ee BS a ome Favoritas 72 TI SRI Ss am re SEES ae be 5 = a Ga Nts Mie oak SS Ores eae SY pes a aa {tag SS =e A RARE SWEET SMOKE “FROM SCIENTIFICALLY CURED AND BLENDED TOBACCOS MANUFACTURED BY TUNIS JOHNSON CIGAR CO. GRAND RAPIDS. MICH. seca August 9, 1922 MICHIGAN TRADESMAN 33 hemia. This glass is said to be so hard that it is difficult to cut it even with’ a diamond, or carborundum. During an experiment it is said that this glass was thrown on a stone floor from a height of twelve feet and that it did not break. A hammer was made of this glass which was used for driving nails. A special kind of sand is used in the manufacture of this glass, and this sand is reported as being very scarce. Thomas A. Edison says that he believes that he has the phonograph close to perfection. He can now, he says, perfectly reproduce the piano, and at present he is trying for a per- fect reproduction of the ninth sym- phony of Beethoven, played by an orchestra of seventy-five instruments. He does not know when he will ac- complish this task, but he expects to be able to do it. He says that the reproduction of music is very dif- ficult and that there are still some small defects in the phonograph, but that the general public does. not no- tice them. The Pullman company is delivering forty-two all steel passenger coaches to the Chicago, Burlington & Quincy railroad. Each of these coaches is seventy feet long and seats eighty- four passengers comfortably. They represent the latest ideas in car build- ing, especially attention having been gvien to the problems of insulation against both cold and noise. Brass window sashes are provided, thus en- larging the view for the passengers. The Postoffice Department will re- establish the pneumatic tube system in New York City after four years of abandonment. The service was oper- ated in New York, Boston, Philadel- phia, Chicago and St. Louis until June 30, 1918. The abandonment of these tubes, including the Chicago system, came about after an annual fight in Congress in which investigations and reports were made as to thé utility and economy of the pneumatic tubes. The restoration of the service con- necting New York City and Brooklyn postoffices for a period of ten years will begin October, 1 next. The sys- tem will operate for a distance of 27.11 miles connecting twenty-four offices in New York and one in Brooklyn. The Bancroft House (Saginaw) is a good deal of a joke in some re- spects. The corner rooms in the ho- tel were planned without baths, ac- cording to the statement of the as- sistant manager. The baths which were installed in other rooms com- prise four foot tubs—about large enough to bathe a small child, but utterly inadequate for the use of adults. The dining room is kept de- lightfully cool by means of fans and the food is excellent and well cooked. The service in the dining room is poor, due to lack of proper super- vision on the part of the head waiter. Frank R. Miles, 59, of 445 Paris avenue, S. E., died suddenly last Fri- day evening. Mr. Miles, a former hardware merchant of the city, for several years had been engaged in the manufacture of embalming fluid. Becoming ill early Friday afternoon Mr. Miles returned to his home, where: he died at 6:30. In addition to the widow, Mr. Miles is survived by two daughters, Mrs. P. C. Schmidt of New Orleans, La., and Mrs. G. R. Cor- nelius, of Grand Rapids. Four grand- children also survive. Funeral ser- vices were held at the house Monday at 2 o’clock and burial was in Oak Hill cemetery. ———— __-—_____. Michigan Shoe Retailers Cancel Con- vention. Detroit, Aug. 8—At a meeting of the directors of the Michigan State Retail Shoe Dealers’ Association, it was decided to call off the annual convention which was slated for Sep- tember 5, 6, 7. Plans for this conven- tion had been slowly maturing for the last month and the action of the directors, at the eleventh hour, so to speak, was unexpected. It was only after due and careful consideration had been given to all members pres-' ent that the committee decided on not having the convention this year. There were many factors responsi- ble for this action, chief among which was the general unrest throughout the country. With uncertainty in the coal situation, the cancellation of many trains and the curtailment of the boat service, the members decided that the attendance would necessarily be affected and that it would be a real service to the manufacturers, jobbers and salesmen to postpone the convention for a year. Reports from dealers out in the State indicate that while their interest in the affair was keen their attendance was problem- ical, owing chiefly to the aforesaid air of uncertainty which has pervad- ed business circles of late. In view of this fact, the directors felt that the exhibitors, manufactur- ers, jobbers and salesmen, who were contemplating securing space at the convention, and who would of neces- sity be put to considerable expense as a result, should be protected. In other words they felt that since they were not in a position to guarantee a convention that would be truly rep- reesntative of the State, it was to the best interests of everybody concerned to call the affair off, before any party had encountered any further expense. “We desired to pull off a snappy convention, one that would make the exhibitors and all others concerned feel that their time and efforts had been well repaid.” said James E. Wil- son, one of the directors and a former president of the Association. “But since we could not count on 2 good attendance aside from local mem- bers, we did not feel like inviting the manufacturers and jobbers’ to take space and then have only a handful of delegates in attendance. You can’t blame the dealers scattered through the State—with the cancellation of trains which has been very marked during the last two weeks, and the general uncertainty, they naturally don’t know whether they can come or not. I believe the action of the directors was for the best, when all things are considered, although I dis- like seeing the convention passed up.” Mr. Wilson, who is also one of the directors of the National Retail Shoe Dealers’ Association, made a motion that a Michigan day be observed at the next National convention, to be held in Chicago in January. This proposal was very favorably received ard action to attain this end will be started very shortly. The directors’ meeting closed after arrangements had been made to notify all parties who had been approached in regard to the convention, that the affair was called off. —_~+<++___ Leather Trade Volume Continues On Increase. The leather situation generally is firm, with all tanners placing higher rates on their product than what pre- vailed a short time ago. Shoe manu- facturers are willing to buy in much larger volume than formerly, and un- doubtedly the steady upward trend of raw material values has finally con- vinced leather buyers that it is good business to take on further supplies at the present time. Some lines of side leathers have been held at 32c; for top grades of full grained stock, with some branded lines held at 40c, with ordinary quality chrome tanned snuffed leathers at 24c for top grades. Stiff prices are asked on calf leath- ers, and some buyers are said to have backed away at the sharp advances. Values generally range from around 30c for low quality up to 50c for best makes of No. 1 calf. Patent leathers continue strong, with several lines now advanced to 50c a foot for No. 1 high grade stock that were available a short time back at 45c a foot. Some tanners are enjoying excellent export business on patents. The belting butt market continues as strong as ever, with 70c now asked for extra heavy No. 1 stock, which is in light supply, with 67c asked in some instances for heavies and lights together. Harness leather trade, whilé not very active at present, has a very strong undertone and some tanners accepting some business for a little later delivery, with the heavy stock in the best demand. Tanners in some sections announce they have now ad- vanced their asking prices to 50c on best makes of heavy harness, such stocks being available a short time back at 43@45c. Many believe this price will be the fall. In sole leathers oak stock appears to be the most popular, with several lines of prime tannage steer backs held at 53c, with others listed down to 50c, and cows generally 2@3c less. Union sole is also moving quite well and some makes that could be had at 47c for tannery run steer backs are now held up to 50c. —_2++___ Two Persons To Avoid. The notorious Edelman, who has frequently been exposed by _ the Tradesman, is now located in In- diana, plying this nefarious calling. He still claims he is connected with the Vulcan Trading Co., of Pittsburg, although that company insists it nev- er heard of him. He is a cheat and fraud of the first water and no one can do business with him at any angle without suffering loss and meet- ing disappointment. Another questionable proposition is’ now being presented to the merchants of Michigan by a man whose outward appearance is anything but encour- aging. The concern he represents is the Venus Corporation, of St. Louis, Mo., which claims to manu- facture the Venus talking machine. The order the purchaser signs in- cludes three trade acceptances, due in two, four and six months. Any merchant who will sign a trade ac- ceptance for a house rated as poorly as the Venus Corporation or who will sign a receipt for anything before he gets it is a fit candidate for the in- sane asylum. There are plenty of good talking machines which can be purchased on regular terms without giving notes in advance, so‘there is no excuse for any merchant taking on a machine which is practically un- known in this section of the country and binding himself to pay for it before he knows what he will get— if he ever gets it. —_+--+___ Before introducing variations into your business methods, consider care- fully how they are going to work out in the long run, what is going to hap- pen ultimately. readily obtainable in. Hide Market Firm. Country Hides—Firm and interest displayed in offerings, but» buyers ideas generally less than most asking rates. Heavy steers alone held up to l5c for choice stock; heavy cows 13@13¥4c, with some asking 14c; buff weights 14@14%4c, with tanners will- ing to take on moderate supplies at 134c for choice goods; extreme weights listed 16@16%%4c asked; bulls 10@1lc asked and Western brands 104%@11%c. Calf Skins—Actively reported in mixed city and country calfskins, fresh stock of fair quality at 18c, Kip Skins—Firm and unchanged, with recent movement at 20c; city collectors ask this figure for first salt cities, with mixed lots ranging from ISe to around 18c to 19c for better quality. Horse Hides—Strong. Dealers, however, ask more money than tan- ners are willing to pay. Some ask $4.75@5 for stock running about 75 ber cent. renderers, with tanners ideas generally not over $4.50 for this qual- ity. Some lots of straight renderers are held at $5.50, but tanners gener- ally consider this too high, irrespec- tive of quality. Sheep Pelts—Firm and unchanged. Shearlings of best quality last moved at 95c and best spring lambs at $1.45. —_~2+>___ Saginaw—The Saginaw Chemical Co., Saginaw, has two additional buildings under construction to pro- vide for manufacture of Magnesium salts. The original plant of the com- pany was constructed twelve years ago for the manufacture of calcium chloride and bromine, the raw mater- ials being the calcium and magnesium salts left in solution after the remov- al of common salt from the brine that exists about 800 feet underground throughout the Saginaw valley. —_+-->___ Marshall—The city shortly will un- dertake to supply Marshall industrial plants with power. In the past the Commonwealth Power company has sold all the power for manufacturing plants because the city had only enough for lighting purposes. Now that Diesel engines have been install- ed, the city proposes to supply power for the industrial plants. —_~++>__ Muskegon Heights—The Cardinal Oil Co., recently organized, has com- pleted an office building and is now erecting a warehouse. The company has $20,000 capital, with officers as follows: C. J. Westerlund, President; W. H. Smith, Jr. Secretary and Treasurer. Side Line For Man Calling on Grand Rapids Trade Can be handled without interfering with regular work. High grade proposition on commission basis. Nothing to carry. Address 1000, care Tradesman Co. 34 MICHIGAN TRADESMAN August 9, 1922 (eet nett es iP wnt stat SIL aay) saan S| Cte Means iss, « i’ oF q "Mey 7), Mich. State Pharmaceutical Ass’n. oe H. Grommet, De- oit. Secretary—L. V. Middleton, Grand Rapids. Treasurer—E. E. Faulkner, Middleville. Executive Committee—J. . Skinner. D. D. Alton and A. J. Miller. Michigan Board of Pharmacy. Members—James E. Way, Jackson; Chas. S. Koon, Muskegon; . Hoff- man, Sundusky; Oscar W. Gorenfio, De- troit; Jacob C. Dykema, Grand Rapids; J. A. Skinner, Cedar Springs. President—James E. Way, Jackson. See’y and Treas.—Charles S. Koon, Muskegon. Director of Drugs and Drug Stores— H. H. Hoffman, Sandusky. August Meeting—Marquette, Aug. 22 and 23. 2 November Meeting—Grand Rapids, Nov. 21, 22 and 23. : Soliciting Prescription Practice. In order that a successful prescrip- tion practice may be established, one must first lay proper foundation. The equipping of this department requires care and attenetion. Location, suit- able apparatus and the convenient piacing of all pharmaceuticals used are essentials, to say nothing of clean- liness; in a word it must be inviting and attractive. Going into many pharmacies an individual would get a very broad idea as to what a prescrip- tion department should and should not be—in some cases, it is the get- together room of the neighborhood, where all the happenings of the day are gone over. After it is comp‘etely equipped, the next consideration must be given to the containers for prescriptions—the botles, corks, labels and caps. For capsules or tablets, a metal screw-cap vial is best suited, with the label on the inside. Powders have a better ap- pearance in- hinged boxes. The ad- vantages of neat-looking packages are many and well worth the inves:ment. A legibly written label, on a clean con- tainer, is-a very good advertisement; it attracts the doctor and the patient; the appearance of the finished pre- scription when it arrives at the sick room is the silent salesman for the pharmacy from whence it came. _ Since it is se'dom practicable for the pharmacist to follow his prepara- tions to the bedside it would seem that _ out of consideration for the patient's welfare, and for the good of his repu- tation, he should endeavor to encour- age the use of active medicines by stating upon the label the proper method for conserving, and the ap- proximate date beyond which they should not be used. : Medication in the hospitals is sup- posed to be under somewhat better control than is the case in the physi- cian’s private practice, but even here ‘such a check is desirable for the rea- son that drugs and their preparations, after leaving the drug department, are in charge of, and administered by students under the supervision of head nurses who, sometimes are under- graduates themselves. All these are expected to acquire a rudimentary knowledge of pharmacy, but few possess more than this, except in those hospitals where the pharmacist interests himself in their education. In any institution there is no rea- son why the pharmacist should not consider it a part of his duty to pre- vent the administration of deteriorated medicines. In fact, it may almost be said that only by so doing will he be rendering the full service which he is capable of, and the service which his position demands of him. Taken in connection with his periodic inspec- tion of the medicine closets through- out the house, such a system of label- ing wou'd materially increase the effi- ciency of the treatments and would en- hance the reputation of the pharmacist. K. F. Ehmann. —_>2>——_ The Half-Men. A Western city, recently, having rounded up 900 of its deserters of families, discovered that they had abandoned 4700 children. Family-desertion is a common mark of the mental defective—the “half- man,” as Dr. Seth K. Humphrey calls him. Probably 900 desirable families picked at random in that same city could not muster an average of two children each. But the “half-man” and the “half-woman” are extremely fecund. They multiply at a surprising rate, and most of their children are mental defectives. The “half-people” in this country are producing offspring at more than twice the rate of the desirable people. Their children cannot hold their own in the struggle for existence. They are unable to hold jobs when they get them. Comntonly they become crim- inals. Designing agitators find them easy prey. Philanthropy is staggered by the problem which their steadily increasing numbers present. With every generation their num- bers are doubled. What is to be done about it? ——_2+>—_—_- A New “Wan” on Pat. Mr. Patrick Callahan, the well- known plasterer, was discovered stand- ing before Hennessey’s drug store which displayed a large sign, “Nut Sundae.” Pat gazed at the sign a long time and then said to Hennessey, who had come to the door: “Ash Wednesday, Shrove Tuesday, Good Friday—say, this is a new wan on me.” = a To say you can’t do a thing and to stick to it that you can’t is to be right in the end. The Oil of Appreciation. Fortunate the pharmacist whose oil of appreciation is never out of stock. Are not the tones of voice of the ap- preciative pharmacist full of cheer as he says, heartily: “Thank you?” Yes, he appreciates every customer, every bit of trade that is given him. What if purchases are small; “Many a mick!le makes a muckle;” he says. Why think of trade as our due? Rather let us think of it as customer dew! Even the smallest purchaser may have larger needs some day—yes, and some of their friends may have larger needs, and your satisfied customer may be insistent upon their trying your pharmacy. As all roads once led to Rome so all human nature roads lead either to, or from, your pharmacy. Why not even see and appreciate the good points of your competitors. Why should a pharmacist go about with a chip on his shoulder? The pharmacist who is friendly with competitors will ‘earn many a valuable business lesson from them. Why not wish them all the success that they deserve? Appreciated customers. know the ‘atitude and longitude of your phar- macy—and they are positive that it is not located in the frigid zone! No matter whether the purchase be five cents or ten dollars we should be just as appreciative for it is good will that wil count in the great round-up of business. Is not good will the cus- tomer’s return ticket? When your clerks strain every nerve for. your benefit are you appreciative? If your window washer is thorough and conscientious about his work he will not be less so if you speak out and say: “Good job, John!’ You do not have to exhaust a dictionary to get appreciation across to a faithful employe! If you appreciate your clerks they will probably appreciate you—it is a poor rule that will not work both ways. The oil of appreciation is very in- expensive; a little time, a little thought a few home!y words, and the applica- tion is made. An ounce of apprecia- tion beats a pound of fault finding in a pharmacy. Let us remember that ap- preciation, like charity, begins at home! Good thing to try out on the wife and children! George W. Tuttle. —_++>—__ Sea’s Salt All Its Own. It has long been an accepted theory that the ocean derived its salt from the rocks of the land. Rivers carry salt to the sea, together with other minerals, and there it has accumulated through the ages. This refers only to common salt, which is sodium chlor- ide, an element so far essential to THE NEW NATIONAL CONFECTIONERS SLOGAN IS, MAKE USE OF THIS SLOGAN IN YOUR STORE AND ON YOUR WINDOWS ALSO REMEMBER EVERYBODY LIKES GOOD CANDY. CEE owNey’s 9 ARE IN THIS CLASS. Putnam Factory, Grand Rapids, Michigan AM R THEATER ONA Keith Big Time Vaudeville Mats. Think of it! You can see seven Eves. 3 p. m. acts of real Keith Big Time 8:30 p.m. Prices Vaudeville any matinee (except Prices 10c Sunday) for same price as a 35c, 55c and 25c picture show. and 75c Plan to Picnic at Ramona Trees at Your Disposal Our Beautiful Grove With Its Chairs and Tables Amid Shade 22 of S- ve e? rh he ut to ul ur ot — Se nace massa tin August 9, 1928 MICHIGAN TRADESMAN : 35 . ee e the health of the ‘human body that 1: That expensive advertising over Wholesale Drug Price Current we could not survive without it. It a period of years is recognized guar- is table salt, lacking which most of antee of standardized quality; 2. That Prices quoted are nominal, based on market the day of issue. our foods would taste flat and insipid. the actual demand created by adver- Acids Almonds, Sweet, aes Tinctures : eins Ge. 4 i im- Boric (Powd.) _.17%@ 25 , imitation ____ Se Sea water contains other salts, not- tising is in most cases of minor im ic ¢ ) %@ ° Amber, crude 2 00@2 25 Zeene eee @1 - : portance; 3. That a wise merchant Borix (Xtal) ----17%@ 25 Amber; rectified 2 25@2 50 ania ably those of magnesium and potas- P°! wa os diti Gog. Sathelle 83@ 88 Anise _______ 1 25@i 60 frmica ee sium, both of which, like sodium, are a See : 7 oe . oy ele 2 oe 6 eee Belladonna Qi! 35 metals. It is a fluid of very complex *'4 Pees poe oe ee ate RNS. oe tee) Gm 2 50@2 75 Beuaotn Com $3 65 : see men, regarding the rush of business Nitric ~_---_____ 9@ WM Castor _______ 40@1 10 Buch 2 55 chemical make-up, containing even . Oxalic 20@° 30 Cedar Leaf —— 1 50@1 75 Buchu ———_______ a se : he will have the day after the ad- eae Citronella ______ 120@1 40 & aradies -_. @ appreciable percentages of gold and ee 4 Phae eh ost Sulphuric _____-- me £6. 3 25@3 50 Seoetcum 2 20 silver. Which, of course, is what = ee pee : h . . ae Tartaric ---___-- ae Soe Sinchona ~~ &: io might be expected in view of the con- * = . oo eG ae ws : - \ Croton Soe Earn $3 po tribution of land-detritus by the riv- aie Beer a ne : tte aa tp Water — 10@ 18 cues i sch oobi Bae ee @1 80 t r » _— aera e pt: Gea lena eye ats. oO oem em s SPP g trom store to Water -18 Sse 8%@ 13 Higeron ~____ VG Ginger, D. S. __ gi i : ‘ store in search of it; 5. A salesman . — Eucaiyptus 15@100 Guaiac |” = @2 20 But now a new theory is being put must understand that the consumer pesisnie oon Bhim = Tosser 3 00S 3S Guaiac, Ammon. @2 00 : : 4 Carbonate ______ fOdInG oe. @ 95 reigta Hy pe the — fect in a “shopper” whose favorite pastime Chloride (Gran) 10@ 20 ee te ere jodine, Colorless @1 50 ans Of tie sea’ do not cor- is optically devouring signs and mer- Lard, No. 1 -.__ 1 10@1 20) Ee Ae soe a z respond quantitatively to the salts of chandise displays. Once a salesman Baisams rayne Gap 1 teos 0 Myrrh. @2. 50 the land. That is to say, their rela- : z Copaiba .._.__.... 60@1 00 Lemon _..___ 175@2 00 Nux Vomica ___ @1 55 comprehends such point these, hi Opium 3 ee : pre Pe Oe IS ne anaday 3 60@2 76 Linseed Boiled bbl @ 96 GPuM —-----___ @3 50 tive quantities do not correspond. co-operation may be helpful in devis- pir (Ore : gq linseed bid less 1 03@1 11 Onin b Segae 74 oS : . r pene . ’ i For one item there is an enormous ing methods of impressing them upon Peru wags 3 men oa Tinea: it oo jg Rhubarb ani o1 70 excess of chlorides. The backers of : eo Mh , stard, artifil. ‘a 50 his tk : . the trade. The following simple for- Tolu ------__-. 1a ee 15@1 30 this theory are disposed to contend mula for the retailing of advertised Olive, pure ___. 3 75@4 50 Paints that the salts of the ocean are largely products will be worth while repeat- =a peli 275@3 00 Lead, red a 12 of volcanic origin, taken up in solu- =... : ae Cassia (ordinary) 25@ % el Malaga, Lead, white ary wie 32 - f sal : ing: 1. Magazine advertising, and Cassia (Saigon) 63@ 60 green piste 75@3 00 Lead; white oil nee - ~~ vom Materials ‘vomited up from particularly newspaper advertising Sassafras (pw. 55c) @ 60 Orange, Sweet 5 005 25 Ocnce, yellow bbl. ~@ 3 the sea bottom at a period when the with its localized effect, creates a lat- S0av Cut wowd.) oon court’ oot 20 Bate oe 2%@ . terrestrial globe was as yet in the ent desire to buy, as a consequence of 30¢ -----—_____. 16@ 20 Pennyroyal .... 2 50@2 75 Red Venetn Am: 3%@ ; ki : . y; q Peppermint -__. 3 00@3 25 Red Venet’n Eng. 4@ 8 making, its crust being in process o. admitted merit; 2. In the height of a Berri Rose, pure __ 12 00@16 00 Whiting, bbl. __ @ 4% formation. : coe Rosemary Flows 1 50@175 Whiting | ~ 5%@ 10 eat newspaper. campaign for example, ad- Cubeb 20. > 1 75@1 85 Sandalwood, HE. L. H. P. Prep.__ 2 60@2 75 To support this idea, they say that vertising will actually start a good Fish ----------__ 25@ 36 Camiek hie ee so Rogers Prep. _- 2 60@2 76 the crater of Vesuvius after each erup- many strong-minded consumers who io hen Stee 7@ = Sassafras, arti’] 1 00@1 25 tion is found covered with a white form specific preferences, in search oe . in eee 60 Miscellaneous crust that is in composition exactly of an article they want to try; 3. In Extracts Tar aE = ea ge Acetanalid 55@ 75 like sea salt! It is estimated by geol- the case of any every-day-use staple, Licorice 60@ 65 Turpentine, “bbl. -@1 31% Alum ee 08@ 12 ogists that the common salt in the a considerable number of those who [Licorice powd. __ 70@ 80 Weer » 38@1 4 slum, powd. and Ocean would make 4,800,000 cubes pass a given store need the article Pinusie Wick Gee 00 Big Gn each one mile in size, which if spread and will buy immediately, if their at- ; birch _________ 3 25@3 60 Roe ‘tal or: Seat over the United St Id f i i Arnica --------.. 25@ 30 Wintergreen art 80@110 B80rax xtal or ited States would form a tention is forecfully attracted. The Chamomile (Ger.) 50@ 60 Wormseed _--_ 5 00@5 25 ea — ne, a layer one and six-tenths miles high. foregoing, no matter how sound, is _Chamomile Rom 75q@1 25 Wormwood __ 17 00@17 25 Calomel SBE os 1 tan 40 ae ee ee eee ee academic and must be taught after Potassium Carma eee 6 jones eo A salesman will be helped by ad- the fashion of the kindergarten. Suma Eiarbonate aS se < Cassia Buds ___ 25@ 30 as ‘ i i . ‘ oa RCOFOMAE «222 = OVOR > a See ne 5. vertising in direct ratio to his under- . 3 1 Copperas, Powd. 4@ 10 Corrosive Sublm 1 11@1 30 4 Cream Tartar -.. 37@ 45 Cuttle bone __. 55@ 75 Dextrine __... 44@ 15 Dover’s Powder 3 560@4 00 Emery, All Nos. 10 16 Emery, Powdered. 8 10 Hpsom Salts, bbls. @3 Epsom Salts, less 44“@. 0 Ergot, powdered 1 73@2 00 Flake, White _... 15@ 20 Formaldehyde, Ib. 13q@_ 20 Gelatine 1 30@1 50 Glassware, less 55%, Glassware. full case 60%. Glauber Salts, bbl. @03% Glauber Salts less 04 lu Glue, Brown _ 21 30 Glue, Brown Grd “Oe 20 25 35 = 35 Glue, White ____ Glue, White Grd. Glycerine ________ 30 BlODg 2 ee S@ 76 Fodine.- =. 5 78@7 24 lodoform _______ 6 75@7 20 Lead Acetate _. 18@ 26 Lycopedium ____ 1 50@1 75 Mace: 5@ 30 Mace, powdered 95@1 00 Menthol ________ 8 60@$ 00 Morphine ______ 7 75@8 80 Nux Vomica ____ @ 30 Nux Vomica, pow. 23@ 30 Pepper black pow. 32@35 Pepper, White _. 40@ 4 Pitch, Burgundy 10@ 15 Quassia 2. 12@ 15 Quinine _____.___ 72@1 33 Rochelle Salts _. 30@ 40 Saccharine -.-_____ @ 30 Salt Peter -___ @ 22 11 Seidlitz Mixture 30@ 40 Soap, green __.. 15 Soap mott cast. 22%@ 25 Soap, white castile CASO @13 50 Soap. white castile less, per bar _... @1 50 - S008 :Ash 22 10 Soda Bicarbonate 344@10 Soda, Sal 2 08 Spirits Camphor 1 Sulphur. roll _... 04 19 Sulphur, Subl. _. 4% 10 Tamarinds _..... 20 25 Tartar Emetic __ 70 75 Turpentine, Ven. reees 25 Vanilla Ex. pure 1 75@3 26 Witch Hazel _. 1 re 00 Zine Sulphate .. 06 16 MICHIGAN TRADESMAN 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 led at market prices at date of purchase. ADVANCED Salted Peanuts. Rice—Blue Rose Raisins Hams Lamb DECLINED Japan Tea AMMONIA Arctic. Brand 16 oz., 2 doz. in Oe, per doz. _----------- 75 I X L,;-3 doz., 12 oz. 3 75 Parsons, 3 doz. small 5 00 Parson, 2 doz. med. 4 35 Parsons, 2 doz.. lge. 6 70 AXLE GREASE AU === 48, 1 lb. -------------- 4 26 3 Ib _ 24, ee 5 50 10 Ib. pails, per doz. 8 20 15 Ib. pails, per doz. 11 20 25 lb. pails, per doz. 17 70 BAKING POWDERS Calumet, 4 0z., doz. 97% Calumet, 8 o0z., doz. 1 95 Calumet, 16 oz. ,doz. 3 35 Calumet, 5 ib., doz. 12 75 Calumet, 10 Ib., doz. 19 00 K. C.,’ 10c doz. —-- 2% K. C., 1c doz. _-._ 1 37% K. C., 20c doz. ---- 80 K. C., 25c: doz. —--- 2 30 K, C., 50c doz. ---- 4 40 K. C. 80c doz. ---- 6 85 K. C., 10 Ib. doz. -- 13 50 Queen Fiake, 6 02. -- Queen Flake, 50s, kegs 11 Royal, 10c, doz. ------ 95 Royal, Hager =. ae = R 1: 0z., doz.-- opel 5. 31 20 Rumford, 10c, doz. -- 95 Rumford, 8 0z., doz. 1 85 Rumford, 12 0z., doz. 2 40 Rumford, Ib., doz. 12 50 Ryzon, 4 0z., doz. -- 1 35 Ryzon, 8 0z., doz. -- 2 25 Ryzon, 16 o0z., doz. i 05 BLUING Jennings Condensed Pearl C-P-B “Seal Cap” $ doz. Case (lic) ---- 3 75 BREAKFAST FOODS oan! Ts Cream of Wheat ---. 7; Pillsbury’s Best Cer’l 2 20 uaker Puffed Rice-- 5 40 Quaker Puffed Wheat 4 30 Quaker Brfst Biscuit 1 90 Ralston Purina ------ 4 00 Ralston Branzos ---- 2 70 Ralston Focd, large -- 3 60 Ralston Food, small-_- 2 90 Saxon Wheat Food -- 4 80 Shred. Wheat Biscuit 3 85 Post’s Brands. Grape-Nuts, 24s ----- 3 80 Grape-Nuts, 100s _--- 2 75 Postum Cereal, 12s -- 2 25 Post Toasties, 36s -- 2 85 Post Toasties, 24s -- 2 85 BROOMS No. 4, 4 String ------ 60 Fancy Parlor, eae f/x Fancy Parlor 25 |b Ex. Fey, Parlor 26 ib dR ND OO-2 En or o Toy —.----------—--- Whisk, No. 3 —------ 2 26 Whisk. No. 1 -------- 00 BRUSHES Scru Solid Back, 8 in. ---- 1 50 Solid ‘ lin --. 1 75 Pointed Ends -------- 1 25 Stove ie 4 1 No: 2 1 385 Shoe Op, 3 go 90 Me ee 1.25 We Se 2 00 BUTTER COLOR Dandelion, 25c size -- 2 85 Nedrow, oz., doz. 2 50 CANDLES Electric Light, 40 Ibs. 12.1 Plumber, 40 ibs. 1 Paraffine, 6s 12s Paraffine, Wicking ---=-------. 4 CANNED FRUIT. Apples, 3 lb. Standard 1 75 5 50 Apples, No. 10 Apple Sauce, Apricots, Apricots, No. No. Apricots, No. 2%% 2 25@ Apricots, No. 10 9 00@1 Blueberries, No. 2 -- 2_ No. 1 1 90@ 2 2 2 25 3 3 25 Blueberries, No. 10_. 15 Cherries, No. 2_-3 00@ 3 Cherries, No. 2% 4 00@4 Cherries, No. 10 Loganberries, No. 2 — Peaches, No. 1 ----- Peaches, No. 1, Sliced Peaches, eee oO. Peaches, No. 2%, Mich 2 1 1 2 Peaches, 2% Cal. 3 00@3 Peaches, No. 10, Mich 7 Peaches, No. 10, Cal. 10 Pineapple, 1, slic. Pineapple, No. 2, slic. Pineapple, 2, Brk slic. Pineapple, 24, sliced Pineapple. No. 2, crus. Pineap., 10, cru. 6 50@ Pears, No. 2 -------- Pears, No. 2% Plums, No. 2 -------- Plums, No. 2% Raspberries No. 2, bik. Rhubarb, No. 10 CANNED FISH. Clam Ch’der, 10% oz. 2 7 3 2 3 3 5 1 Clam Ch., No. 3 3 00@3 Clams, Steamed, No. 1 Clams, Minced, No. 1 Finhan Haddie, 10 oz. Clam -Bouillon, 7 0z.- Chicken Haddie, No. 1 Fish Flakes, small —- Cod Fish Cake, 10 oz. Cove Oysters, 5 0Z. -- Lobsters, No. ¥%, Star Lobster, No. %, Star Shrimp, No. 1, wet -- Shrimp, No. 1, dry -- Sard’s, % Oil, k. 4 25@4 Sardines, 4 Oil, k’less sardines. % Smoked 1 PADD Be pe DO DO OOD iy 3 Sardines, % Mus. 3 85@4 Salmon, Warrens, %%8 Salmon, Warrens, 1 1 Salmon, Red Alaska_- Saimond, Med. Alaska Salmon, 2 b 4 2 2 3 3 Pink Alaska 1 45 Sardines, Im. \%, ea. 10@28 Sardines Im., Sardines, Cal. Tuna, %, Albocore -—- Tuna, %, Nekco ---- Tuna, %. -Regent — CANNED MEAT. Bacon, Med. Beechnut Bacon, Lge. Beechnut Bacon, Large, Erie -- Beef, No. 1, Corned — Beef, No. 1, Roast_-- Beef No. % Rose Sli. Beef, No. %, Qua. sli. Beef, No. 1, Qua. sli. %, ea. 25 __ 1 75@2 10 90 1 65 2 25 " No; 1, B’nut, sli. 5 70 Beef. No. %, B’nut sli. 3 15 Beefsteak & Onions, is 3 35 Chili Con Ca., 1s 1 35@1 45 Deviled Ham, 4s =-- 2 20 Deviled Ham, %s --- 3 60 Hambure Steak & Onions. No. 1 ----- $15 Potted Beef, 4 oz. --. 1 4 Potted Meat, 4 Libby 50 Potted Meat. % Libby 90 Potted Meat, % Rose 8b Potted Ham, Gen. % 2 2» Vienna Saus., No. % 1 36 Veal Loaf, Mediuin — 2 30 Derby Brands tn Giass. Ox Tongue, 2 Ib. ---. 18 09 Sliced Ox Tongue, % 4 3 Calf Tongue, No. 1_.. 5 50 Lamb Tongue, Wh. 1s 5 00 Lamb Tongue, sm. sli. 1 60 Lunch Tongue, fo. 156 5 Lunch Tengue, N>. % 3 55 Devile* fiam. _.... 3 00 Vienua sausage. sin. 3 90 Vienna sausage, Lgs. 4 9 Sliced Beef, small 1 6 Boneless Pigs Feet pt. 2 «3 Boneless Pigs Feet, qt. 5 ‘0 Sandwich Spread, %% 0 Baked Beans. Beechnut, 16 oz. --— 1 35 Campbells —---------- 1 25 Climatic Gem, 18 oz. 9% Fremont, No. 2 ------ 1 15 Snider, No. 1 ------- _ 90 Snider, No. 2 —----- 1 30 Van Camp Small .. 1 10 Med. -.. 1 65 Van Camp, CANNED VEGETABLES. Asparagus. No. 1, Green tips --. 3 9v No. 2%, Lge. Gr. 3 75@4 50 Wax Beans, 2s 1 35@3 75 Wax Beans, No. 10 -- 6 00 Green Beans, 28 1 60@4 75 Green Beans, No. 10_. 8 25 Lima Beans, No. 2 Gr. 2 00 Lima Beans, 2s, Soaked 95 Red Kid., No. 2 1 30@1 55 Beets, No. 2 . 1 60@2 40 Beets, No. 2, cut 1 25@1 75 Beets, No. 3, Corn, No. Corn, No. 2, Ex-Stan. 1 55 Corn, No. 2, Fan 1 60@2 25 Corn, No. 2, Fy. glass 3 25 Corn, Noe. it 2 7 25 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, Sur Extra 65 Peas, No. 2. E.J. 1 25@1 80 Peas, No. 2, ee ‘URC eee 1 60@2 10 Peas, No. 2, Ex. Sift. oS eee 1 90@2 10 Peas, Ex. Fine, French 32 Pumpkin, No. 3 ---- 1 60 Pumpkin, No. 10 --. 3 75 Pimentos, ™%, each 15@18 Pimentoes, %, each _. 27 Sw’t Potatoes, No. 2% 2 15 Saurkraut, No. ign t 85 Sueccotash, No. 21 60@2 36 Succotash. No. glass 3 - eee 5 Spinach, No. 1 Spinach, No. 2 1 35@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 2 865 Tomatoes, No- 10 ---- 7 00 CATSUP. B-nut, Large 2 95 B-nut, Small —------- 1 30 Fraziers, 14 0Zz. —----- 2 26 Libby, 14 oz, —------- 2 90 libby, 3.0%. 1 90 Van Camp, 8 oz. ---. 1 90 Van Camp, 16 oz. —- 3 15 Lilly Valley, pint -- 2 95 Lilly Valley, % Pint 2 80 CHiLI SAUCE. Snider, 16 oz. -------- 8 50 Snider, 8 oz. -------- 35 Lilly Valley, % Pint 2 40 OYSTER COCKTAIL. Sniders, 16 oz. ------ 3 50 Sniders, % 0Z, ------- 2 35 CHEESE. Roquefort ----------- 85 Kraft %mall tins ---- 1 Kraft American ----- 2 Chili, smail tins 1 Pimento, small ting — 1 40 Roquefort, small tins 2 Camember~. small tins 2 Brick Wisconsin Flats Wisconsin Daisy Longhorm Michigan Full Cream 22% New York full cream 26 Sap Sago ------------ 48 CHEWING GUM Adams Black Jack ---- 65 Adams Bloodberry ---- 65 Aaams Calif. Fruit ---- 65 Aaams Chiclets —------- 65 Adams Sen Sen -------- 65 Adams Yucatan —------ 65 Beeman’s Pepsin -----_ 65 Beechnut ---------- oo a Doublemint ------------ 65 Juicy Fruit -------- _-- 65 Peppermint, Wrigleys-.. 65 Sapota Gum_ -———---—- 1 25 Spearmint, Wrigleys — 65 Spic-Spans Mxd Flavors 65 Wrigley’s P-K — 65 Teno CHOCOLATE. Baker, Caracas, %8 -- 36 Buker. Caracas, %s --- 33 Baker, Premium, %s -- 35 Baker, Premium, 4s —~ 32 Baker, Premium, 48 -- 32 Hersheys, Premium, oe 35 8 4s_ Hersheys, Premium, Runkle, Premium, Runkle, Premium, %s-_ 37 Vienna Sweet, 24s -. 1 75 _ Leader, COCOA Ignacia Haya Baker’s %8 ---------- -- 40 ae ee oe Ws __...-.------ 42 Delicades, 50s ----- 115 unte, Y%8 --.-------~- 43. Manhattan Club, 50 135 00 Bunte, % Ib. .--------- 35 Bonita, 50 150 Bees Dutch. Lib 3 32 Queens, 258 -—---—- oe roste’s Dutch, ia P Droste’s Dutch, % Ib. 4 75 one’ — a 0 Droste’s Dutch, % Lowney, %8 Lowney, 5 lb. cans ---. 31 Van Houten, 4s ------ 75 Van Houten, %s ------ 15 COCOANUT %s, 5 lb. case Dunham 60 %s, 5 Ib. case -------- 48 Y%s & %s, 15 Ib. case 49 Bulk, barrels 19 96 2 oz. pkgs., per case 8 09 48 4 oz. pkgs., per case 7 00 CLOTHES LINE Hemp, 50 ft. ------- 1 50 Twisted Cotton, 50 ft. 1 75 Braided, 50 ft. ------ 2 75 Sassy: (ordi: 3 75 COFFEE ROASTED Bulk ie 2 16% Santos .._._:__.._.-. 23@24 Maracaibo -—------------ 26 Guatemala - --------~-- 26 Java and Mocha ----- 39 Bogota —-.-------—--—--- 27 Peaberry -------------- 26 McLaughlin’s XXXX McLaughlin's XXXX pack- age coffee is sold to retail- ers only. Mail all orders direct to W. F. McLaugh- lin & Co., Chicago. Coffee Extracts N. Y., per 100 ------.._ 11 Frank’s 50 pkgs. ---- 4 25 Hummel’s 50 1 Ib. -- 09% CONDENSED MILK Hagle, 4 doz. ------ 9 00 a Gow. 3s 5 60 MILK COMPOUND Hebe, Tall, 4 doz. — 3 70 Hebe, Baby, 8 doz. -- 3 60 Carolene, Tall, 4 doz. 3 40 Carolene, Baby ------ 3 35 EVAPORATED MILK Carnation, Tall, 4 doz. 4 50 Carnation, Baby, 8 dz 4 40 Every Day, Tall -~--- 4 50 Every Day, Baby ---- 3 30 Goshen, Tall -------- 26 Goshen, Gallon -----. 4 25 Pet, Tall —....._---. 50 Pet, Baby, 8 0z, ---- Silver Cow, Tall ---- Silver Cow, Baby --— Van Camp, Tall Van Camp, Baby ---- White House, Tall -- White House, Baby - oo 109 ee ee ~ o CIGARS Worden Grocer Co. Brands Harvester Line. Kiddies, 100s ~---~~- 37 60 Kecord Breakers, 50s 75 00 Delmonico. 50s -----. 75 00 Epicure Panetela, 50 75 00 Perfecto, 60s 95 00 The La Azora Line. Washington, 508 -.- 75 00 Biltmore, 508, wood 95 00 Sanchez & Haya Line Clear Havana Cigars made in Tampa, Fia. Specials, 50s -—---.- 5 Diplomatics, 50s -. 95 00 Bishops, 50s -- 115 00 Rosa, 50s ----.----- 125 00 Orig Favorita, 50 --_ 135 00 Original Queens, 50s 150 00 Worden Special, 25s 185 00 A. S. Valentine Brands. Little Valentines, 100 37 50 Victory, 50, Wood -. 75 00 DeLux Inv., 50, Wd. 95 00 Royal, 25, Wood -- 112 00 Abram Clark, 50 wd 58 00 Webster Cigar Co. Plaza, Wood -. 95 00 Coronado, 60s, Tin .. 95 00 Belmont; 50s, Wood 110 00 St. Reges, 508, Wood 126 00 Vanderbilt, 25s, Wd’ 140 00 Starlight Bros. La Rose De Paris Line Coquettes, 65Us -.---- 65 00 Caballeros, 50s ~----- 70 00 as, 8 Perfectos, 258 ~--.--- 195 06 Rosenthas Bros. R. B. Londres, 50s, Tissue Wrapped -- 58 00 R. B. Invincible, 50s, Foil Wrapped ---- 70 00 Union Made Brands El Overture, 50s, foil 75 00 Ology, 50s ---------- 58 00 Our Nickel Brands Tiona, 100 ---------- 31 00 New Currency, 100s__ 35 00 Lioba, 100s 5 0 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, Plai 5 Home Run, 20, 6 Yankee Girl, 20, Plain 6 00 Sunshine, 20, Plain -. 6 Red Band, 20 Plain, -. 6 Stroller, 15 in pkg. 96 Nebo, 20, Plain —----- 7 00 Camels, 20, Plain ~--- 6 Relu, 20, Plain -----_ 7 Lucky Strike, 20s -.. 6 Sweet Caporal, 20, pi. 7 20 Windsor Castle Fag 20 8 Chesterfield, 10 & 20 6 Piedmont, 10 & 20, Pl. 6 Spur, 20, Plain —-~.--- 6 00 Sweet Tips, 20, Plain 7 60 Idle Hour, 20, Plain -. 7 50 Omar, 20, Plain ---..- 9 20 Falks Havana, 20, Pl. 9 76 Richm’d S Cut, 20, pl. 10 00 Richm’d 1 Cut, 20 ck. 10 06 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 Egyptian Str., 10 ck. 12 00 Murad, 20, Plain ---- 15 50 Murad, 10, Plain --- 16 Murad, 10, cork or pl. 16 00 Murad, 20, cork or pl. 16 00 Luxury 10, cork --: 16 00 Melachrino, No. 9, 10, cork or plain —--- 16 00 Melachrino, No. 9, 20, cork or plain ---- 16 00 Melach’o, No. 9, 10.St 16 50 Melach’o, No. 9, 20, St 16 50 Natural, 10 and 20_. 16 00 Markaroff, No. 15, 10, Crk... 16 Pall Mall Rd., 20, pl. 21 % Benson & Hedges, 10 20 Rameses, 10, Plain -. 17 Milo Violet 10, Gold 20 00 Deities, 10 21 00 Condex, 10 —-------- 22 00 Phillips Morris, 10 .. 21 00 Brening Own, 10, Pl. 28 00 Ambassador, 10 00 Benson & Hedges Tuberettes -------- 65 00 CIGARETTE PAPERS. Riz La Croix, Wh., dz. 46 Riz La Wheat Br., dz 46 Riz Tam Tam, pr doz. 42 Zig Zag, per 100 -— 7 25 TOBACCO—FINE CUT. Liggett & Myers Srands Hiawatha, 10c, doz._ 6 Hiawatha, 16 oz., dz. 11 00 Red Bell, 10c, doz... 96 Red Bell, 35c, doz... 2 95 Red Bell, 75c Pails dx. 7 40 Sterling, 10c, doz. -- 96 Sweet Burley, 10c, dz. 96 Sweet Burley, 40c. foil 3 85 Swt. Burley, 95c Dru. 8 50 Sweet Cuba, 10c, dz. 96 Sweet Cuba, 40c, doz. 3 85 Sweet Cuba, 95c Pail 8 50 Sweet Orange, 10c, dz 96 Scotten Dillon & Co. Brand Dan Patch, 10«, doz. 90 Dan Patch, 16 o ., dz. 7 50 Ojibwa, 10c, dvz. -- _ 96 Ojibwa, 8 oz., Ojibwa, 95c, doz. —---- : 50 August 9, 1922 J. J. Bagley & Co. Brands. Mayflower, 16 oz., dz. 15 00 P. Lorrilard Brands Pioneer, 10c, doz. -- 96 Tiger, 10c, doz. -_---- 96 Tiger, 50c, doz. -_.. 4 80 Weyman Bruton Co. Brand Right Cut, 10c, doz. 95 W-B Cut, 10c, doz. _. 95 PLUG TOBACCO, American Totacco Co. Brands. Amer. Navy, 10c doz. 9% Amer. Navy, per plug 64 Jolly Tar, 24, per plug 16 Gold Rope, 10c, doz. 1 00 Boot Jack, 1l5c, Piper Heidsieck, Piper Heidsieck, Spear Head, 10c Spear Head, per Square Deal, per plug Standard Navy, 8 plg 64 Town Talk, per plug 56 Liggett & Meyers Brands. Clipper, per plug —.. Chops, 10c, aoe ee 36 Drummond Nat L 15e 1 44 Honey Dip Twist, 10c 96 Granger Twist, 10c, dz 96 Horse Shoe, per plug 74 J. T. Bright, per plug 56 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 Spark Plug, per case 1 92 Star, per plug .... 74 Uncle Sam, 12 10c cut 2 56 Scotten, Dillon & Co. Brands. Bracer, per plin ... 33 Cream De Menthe, 10c 96 Peachey, per plug .. 64 Stronghold, per plug. 64 Yankee Girl, ver plug 56 P. Lorrilard Brands. Climax, 10e tins, doz. 96 Climax Smooth, plug 72 Climax Thick, per plug -i2 Red Cross, 10e cuts_. 96 Red Cross, per plug 48 R. J. Reynolds Tobacco Co. Brands. Apple, 5 Ib. Butt, lb. 72 Caramel Twist, per lb. 34 Gravely Superior, 10c 96 Humbug, per Ib. Kismet, per Ib. Liberty Bell, per Ib. 65 Maritana, 15¢ Foil, dz. 1 44 Mickey Twist, per lb. 72 John J. Bagley & Co. Brands. Maple Dip, per plug. 56 SMOKING TOBACCO. American Tobacco Co. Brands. Banner, L. C., 10c, dz. 96 Banner, L. C., 40c, dz. 3 84 Blue Boar, 25c Foil 2 28 Blue Boar, 36c Vac tin 2 76 Bob White, gran., 10c 96 Buil Durham, 10c, dz. 96 Drum, Gran., l0c, dz. 96 Five Bros., 10c, doz. 96 CHant;: E..) :, Giant, L. C., Giant, L. C. Pails, dz 6 84 Garrick, 30c Foil, dz. 2 70 Imperial Cube Cut, 30c 2 88 Lucky Strike, R Cut 1 53 Myrtle Navy Plug Cut 96 Myrtle Navy, 15¢ Po. 1 44 Navy, G. & A., 10e .. ‘96 Nigger Hair, 10c, doz. 96 Nigger Hair, Pails, dz 8 40 10 Nigger Head, P. C. 10c 96 Old English, C. C. 16¢ 1 53 Peerless, L. C., 10c_. 96 Peerless, L. C., 35¢ dz. 3 36 Peerless, L. C. Pails 7 44 Rob Roy, L. C., 10c 96 Rob Roy, L. C., 40c 3 84 Rob Roy, L. C., pails 8 40 Sweet Maple Scrap 96 Soldier Boy, L. C., 10c 96 Soldier Boy, L.C., pail 7 32 Tuxedo, Gran. _. 15@1 49 Tuxedo, Gran. Cut plugs, 8 oz. tins ~_ 6 72 Yale Mix., 15 vac. tin 1 44 Liggett & Meyers Brands. Briar Pipe, doz. ---. 96 Cuban Star, L. C., 10c 96 Cuban Star, Pails, dz. 6 90 Corn Cake, Gran. 5c 48 Corn Cake, Gran., 1l0c 96 Corn Cake, Gran., 25c 2 40 Corn Cake, Gran., 50c 4 80 Duke’s Mixture, 10c__ 96 Glad Hand, L. C., 10c 96 Growler, L. C., 10c-- 96 Growler, L. C., 25c_. 2 50 Growler, L. C., 50c_. 5 00 La Turka, Plug C. 15c 1 44 Noon Hour L. C., 10e . 96 O. U., Gr. Cut P., 10c 96 . U., Cc. P., 90¢ jars 9 00 Pilot, 25e 2 50 Plow Boy, 10c, doz. 96 Plow Boy, 70c Pails 7 40 Summertime, 10c, doz. 96 Summertime, 30c, dz. 2 90 Ce eee wv 922 ids. ; 00 96 80 and 95 95 eee Ne et OE OI O_O ONO O ae August 9, 1922 M , ICHIGAN TRADESMAN 37 Summertime, 65c Pails 6°50 ; Sweet Tip Top. i0c. ds 86 United na Tobacco Co. FARINACEOUS GOODS FRUIT JARS NUTS. Veal. Velvet, Cut Plug, 10e 96 Beans Whole POD, eS Velvet, Cut Plug, tins 1 53 Central Union, 18e, az. ; a Med. Hand Picked __ 11 Mason, pts., per gross 8 25 Almonds, Terregona__ 22 Good oe is Velvet, Cut Plug, 8 oz. 6 72 Shag’ 15¢ anus, dea. i 44 Cal. Limas _......___ 1 Mason, qts., per gross 9 60 Brazil, Large _. - 14 Medium 222 ¥8 Velvet, C. Pl, 16 oz, 15 81 snag: lc Papers, doz. 144 Brown Swedish ~-W- Mason, ¥% gal., gross 12 60 Fancy mixed __-.---. 21 amb. Yum Yum, 0c, doz. 96 Dill's Best’Gran., 16c 152 Red Kidney ——.—--- ee etl Peatts We ie tee i a um Yum, ie pai Dill’ = . : op, qts eanuts. Virginia, raw 08 Medium. 2252 os, 24 ill’s Best, 17c Tins 1 52 Faclas oo Glass Top, % Peanuts, Vir. roasted 10% POOW eg Oe sae 20 P. Lorillard’s Brands. Snuff. 5 1 Ib. packages ____ 2 80 Ballon --______.___ 5 50 Peanuts, Jumbo raw 09% Mutt GBeechnut Scrap, doz. 96 Copenhagen, 10c, roll 64 Bulk, per 100 Ibs. -___ 06% Peanuts, Jumbo, rstd 12% Gooq sini 1 Buzz, L. C. c, doz. 96 Seal Blandening, 10c 64 GELATI Pecans, 3 star ________ 22 M dd 2 Buzz, L. C., 35c, doz. 3 30 Seal Goteborg, 10c, roll 64 Hominy sh Pecans, Jumbo ______ 80 Pode ees ee Buzz, L. C., 80c, doz. 790 Seal Swe. Rapee, 10c 64 Pearl, 100 ib. sack -_. 250 (Cox’s 1 doz., lar 199 walnuts, Grenoble -. 34 Weavy hogs ___...__. 12 Chips, P. C., 10c, doz. 96 Seal Norkopping, 10c 64 Cox's 1 doz. small 125 “nuts. Sorento $5 Medium hogs —-—-<—- 15 Honest Scrap, doz. = 9g Seal Norkopping, 1 lb. 85 owmenak nae ay ae as Jello-O, 3 doz. oo 3 4e Salted Peanuts Light hogs ee pen Book Scrap, dz. 96 c, 3 - box - Knox’s Sparkling, doz. Haney. Neo bo 13% S iags ____ Stag, Cut P., 10c, doz. 96 ee ae tenes Domestic, broken bbls. 06% ee ee oe ; o Jump coe no Aa eae so a “eton Leader, 10c tin 9 oi. aah ck Candy — ee A doz. ---__160 Minute, 3 doz 4 05 Shelled Butts 3 2 ae 18 pare —. 50c tin 480 Fianna Wines Ouse 2 — 8 oz. 180 Plymouth, White __.. 155 Almonds _________.__ 50 Shoulders 24.2 16 Bien Teeter a) G8 oe ure Sugar Stick, 600s i 20 ee re has Feee Seana, Sans oe = Union Leader, 15c, dz. 144 Big Stick, 20 Lb. case 18 Peart Barley GHANOLATER tve. rincne BY NS tee a War Path, 35¢, ‘doz. 935 | Mixed Candy Pails REE 3 75 Wanders. Pecans 0 — 80 PROVISIONS iii ies 6 teak Co = Senn Single cases ________ 515 Walnuts --------_-__ 15 Barreled Pork See Scot 2% cases ______._____ 5 04 OLIVES. Clear Back __ 23 @24 00 Dan Patch, 10c, doz. 96 X-. L. O. -----______ 13 otch. Ib. ---______ 07 5% cases Bulk, 2 gal. k Short Cut Clear 22 00u 23 00 aos wi 10c 96 eo Creams _____- 1g Split, Ib. --__________ 08% 10 cases - Bulk. 3 cab ot : i Clear Family 27 Ove 28 00 - O. P., 85e, doz. _. 300 Cameo —--_______ oo x, : so G. O. P., 10ce, doz —_ og Grocers 2.0. 11 Sago cases, 24 to case_ 2 60 ae oo Fee ~--- 8 00 see Dry Sait Meats Loredo, ‘an tc ee Sikes Ghose East India _.. 07% 44 pe peng cn a z bi S P Bellies __ 17 00@19 00 ee Le Sue 0. CHLORINATED : Ser L Peachy Scrap, 10c, dz. 96 Bittersweets, Asw'ted 1 78 Taploca i oe 16° a ar ee Soe: 2 38 80 Ib. tubs a advance % Peninsular, 10c, doz. 96 Choc Marshmallow Dp 1 60 Pearl, 00 Ib. seeks _._ 074% Single cases, case ____ 4 60 16% on. 3 D rr pial Pure in tierces 18@13% Peninsular, 8 0z., dz. 300 Milk Chocolate A A. 195 Minute, 8 oz., 3 doz. 405 2% cases, case _-___ <% 3y Jac 02-350 Compound Lard 13@13% Reel Cut Flug, 10c, dz 96 Nibble Sticks 2 00 Dromedary Mstant asa i corey case ---—- i328 Soa dee Se ase age Ib. tubs ----advance % nion Workman Scrap, Primrose Choc... 1 25 a ae-jgg on era 3 eno t : os 2 50 Ib. tubs _._.advance 4 ah woes e, 25 ar, Stuffed, doz. 3 50 : : Way Up, i06, dos, — 98 tocointe Net Halla 143 Cotton Lines case, case “-"" "a ag 12 of. Jar, Stuffed, ds 460 30 IP alls <--vadvance . , ae 3 ‘ vs n ee “ v - ¥ papaya € Ty BE Se ee Pe Gum Drove Pata Neb Heat nee 4a cy Es Sas Way Up, 16 oz. pails 7 40 Anise 250 17 No. 4.1 eet -_______ 1 60 HIDES AND PELTS —— j : ee : Yankee Girl Scrap, 10¢ 96 Orange Gone 17 No. sae ap oro = Hides Bologna —— ee 12 Pinkerton Tobacco Co. zene wo nn--------- 20 0. 6. 15 feet -_______ 2a) . Green, No. i 12 et Er Qos a Brands. GNEMOL —- enna 19 Linen Lines Green, Nov 2/8 11 Pork 2 18@20 American Star, 10c, dz 96 Lozenges. Patls Small, per 100 yards 645 Cured, No. 1 _____ 13 Veal 11 Big 9, Clip., 10c, doz. 96 A. A. Pep. Lozenges 16 re fum, per 100 yards 7 25 Cured. No. 2 12 Totigue (2 25 ee Buck Shoe Scrap. 10c . 96 = * = Tosengex a arge, per 100 yards 9 00 Coe green, No. 1 i5 Headcheese -_________ 14 erton, 30c, doz. __ . A. Choc. Lozenges ‘alfskin, gr No. 2 13% Pay Car Scrap, 10c, dz 96 Motto Hearts ____ i Ne 1 vee Galfekin’ Cured, No. 1 18” ius ee tee a Pinch Hit Scrap, 10¢ 96 Malted Milk Lozenges 21 No. 9. ber sross wd.5 00 Calfskin, cured, No. 2 14% dams, 14-16, Ib. 26 @382 Red Man Scrap, doz. 96 No. 21r er Bross. wood 5 50 . Horse, No. 1 _ 3 Ou Bel Car-Mo Brand Hams, 16-18, Ib. 26 @32 Red Horse Scrap, doz. 96 , Hard Goods. Pails %, per gro. wood 750 Horse, No. 2-27-2200 8 oz. 2 doz. in case 2 55 ae Secs eee J. J. Bagley & Co. Brands OF. Worchound Dos 13 Hooks-—Kirby 12 2 ib. oie ewe Ge ca Calitocnia Peas i ore i. a E is 2 2 erent 2a € ¢ s ao Vib Drostinag Wo gg Anise Squares ____.- 19 ane . a per roe -_ 105 Pelts Be ip. pails 63 in ceate 4 = Picnic Boiled Buckingham, 10c, 4 9g Peanut Squares —__-_- 0 sf tae 25 Ib. pails 14%, Heme © Os 8 , » doz. : ze 2-0, per 1,000 145 Old Wool 0@1 on ee ee 2 Boiled H 3 5 Buckirfgham, 6c tins 144 Horehound Tablets -. 20 Size 3-0, per 1,000 -. 168 Lambs ~~ oe os 50 Ib. ‘ting 22s 13% oa ee ae = ’ ’ ee GR RAEN PO a i ms —_ Bee, Shore ia 4 38 Pop Corn Goods. Size 4-0, per 1.000 219 Shearlings —_—-_— 05@ 10 PETROLEUM PRODUCTS Bacon ___ 22 @36 ike Sek an Cracker Jack, Prize 3 75 ze 5-0, per 1,000 __ 2 45 Iron Barrels Beef ‘ : Sheckers, TAG. oS Perfection Ke 2.6 old Grom. bbe. ite i 53 Cough Drops No. 1 SInkers Tallow Red Crown cae” - Ra ee ae = d0@24 00 Red Band, Scrap, 10c 96 OZER No. a Dor Bross ----- fe @5 Tank Wagon —_____ 2.3 Mince M Sweet Ti i6 Putnain’s 1 20 » Per gross ___. 80 Gas Machine Gasoline 40.2 nce Meat Wild Fr ta 100. oo 1 rs Smith Bros. _....... 1 50 No. 3, per gross ____ 90 No. 1 ------______._ @4 V. M. & .P. Naptha 26.2 Condensed No. 1 car. 2 00 wila Fruit’ 150 41 n 0 U No. 4, per gross _____ 129 No. 2 ----------___. @3 Capitol Cylinder ___. 42.2 Condensed Bakers brick 31 » doz. Package Goods og 5, per gross _____ 1 60 we Atlantic Red Engine 23.2 Moist in glass -_____ 8 00 independent Snuff Co. Creamery Marshmallows No. 6, per gross _____ 2 00 ool Winter Black . 43.7 Pig’s Feet Brands _ 4 oz. pke, 12s, cart. Oo. 7, per gross _____ BO ie ahead iiedi M% bbl oe 15 New Factory, 10c, doz. 96 4 02. pkg, 48s, case 376 No. 8, per gross ____- Soe py nchod: uo. O80 | % bbis., 35 Ibs. —_____ 4 00 New Factory Pails, dz 7 60 Sccedtatttos Ne: 9, per gross _____ ‘64 fo. see -- @20 Oo arine 1% bbls. 22 ae 7 00 p : 0. 10, per gross _._. 6 75 Ce @30 ACCES Tob 14 15 Schmidt Bros. Brands ere _oee Fae ern ks - F Tua . alnut Fudge _____. LAVORING EXT : hate Bight Bros., 10c, doz. 9% Pineapple Fudge ——-—- 21 faa. 0 HORSE RADISH steaiunl Bete 57.2 a aa = + Pails, dz Italian Bon Bons __-__ 18 Pure Vanilla Medium heavy —-.__ 59. i bbls. 40 Ibe. .----- .¢ RJR National Cream Mints 25 T Per doz., T-0z. = 1 25 % bbls., 80 Ibs. --___- 3 00 owe — Tobacco Co. Silver King M. Mallows 30 fae toe oe: one oe a 623 Casing rands. . mon mira heavy o.- 2 3 8 George Washington, CRISCO e Per JELLY AND PRESERVES eee eee an doz. Se Beet, aid eet aed $26 $06 & Vulcanol, No. 5, doz. 95 Vulcanol, No. 14, doz. 1 35 Stovoil, per doz. ---- 3 00 SOAP. Am. Family, 100 box 5 75 Export. 120 box —--- 4 65 Flake White, 100 box 4 50 Fels Naptha, 100 box 5 60 Grdma White Na. 100s 4 85 Rut Nw More White Naptha, 100 box -- 5 00 Swift Classic, 100 box 4 90 Borax, 100 bx 7 55 Wool, 6 Fairy, 100 Jap Rose, 100 box ---- 7 Palm Olive, 144 box 11 00 Lava, 100 box ------ 4 Pummo, 100 box ---- 4 85 Sweetheart, 100 box — 5 70 Grandpa Tar, 50 sm. 2 00 Grandpa Tar, 50 Lge 3 35 Fairbank Tar, 100 bx 4 00 Trilby, 100, 12c¢ ---- 8 50 Williams Barber Bar, 9s 50 Williams Mug, per doz. 48 Proctor & Gamble. 6 box lots. assorted Ivory, 100, 6 oz. -. 6 Ivory Soap Fiks., 100s 8 00 Ivory Soap Fiks., 50s 4 10 _ Lenox, 120 cakes -_-- 4 50 P. & G. White Naptha 5 00 Star, 100 No. 11 cakes 5 25 Star Nap. Pow. 60-16s 3 65 Star Nap. Pw., 100-10s 3 85 Star Nap. Pw., 24-60s 4 85 Tradesman Brand. Black Hawk, one box 4 50 Black Hawk, five bxs 4 25 Black Hawk, ten bxs 4 00 Box contains 72 cakes. It is a most remarkable dirt and grease remover, with- out injury to the skin. CLEANSERS. ITCHEN . LENZER 80 can cases, $4.80 per case WASHING POWDERS. Bon Ami Pd, 3 dz. bx 3 76 Bon Ami Cake, 3 dz. 3 25 Climaline, 4 doz. ---. 4 20 Grandma, 100, 5¢ ---- 3 90 Grandma, 24 Large - 5 2 Jinx. 3 doz. 4 50 La France Laun, 4 ds. 3 70 Luster Box, 54 ---.-- 8 75 Miracle Cm, 4 oz. 3 dz. 4 00 Miracle C., 16 oz., 1 dz. 4 00 Old Dutch Clean, 4 dz 4 00 Queen Ann, 60 oz. -. 2 40 Rinso, 100 oz. ~------- 6 4 Rub No More, 100, 10 OS ee Rub No More, 18 Lg. 4 25 Spotless Cleanser, 48, a ee Sapolio, 3 doz. Soapine, 100, 12 oz. Snowboy, 100, 10 oz. 4 00 Snowboy, 24 Large -- 4 70 Speedee, 3 doz, -— 1 20 Sunbrite, 72 doz. ---- 4 00 Wyandotte, 48 ------ 5 50 SPICES. Whole Spices. Allspice, Jamaica -- @13 Cloves, Zanzibar ---- @38 Cassia, Canton ------ gi Cassia, 5c pkg., doz. @40 Ginger, African ---- @15 Ginger, Cochin ------ @20 Mace, Penang ------- @70 Mixed, No. 1 -------- @22 Mixed, 5c pkgs., doz. @45 Nutmegs, 70-80 —----- @30 Nutmegs, 105-110 --- @25 Pepper, Black ------ @15 Pure Ground In Bulk Allspice, Jamaica ---- @17 Cloves, Zanzibar eB Cassia, Canton @22 Ginger, African @22 Mustard, ------ @28 Mace, Penang -~ @75 Nutmegs — ----- _- @32 Pepper, Black _- @18 Pepper, White ------ @32 Pepper, Cayenne ---- 32 Paprika, Spanish --- 42 Seasoning Chili Powder, 15c ---- 1 35 Celery Salt, 3 0z. ---- 95 . Sage, 2 oz. ---------- 90 Onion Salt ----------- 1 35 Garlie ~-.---------—-- 1 36 Ponelty, 3% oz. ---- 3 25 Kitchen Bouquet ---- 3 25 Laurel Leaves ----.-- 20 Marjoram, 1 oz. ------ 90 Savory, 1 0z. -------- 90 Thyme, 1 0z. -------- 90 Tumeric, 24% 0oZ. ---- 99 STARCH Corn Kingsford, 40 tbs. ---- 11% Powdered, bags ---- 03 Argo, 48 1 Ib. pkgs. -- 3 16 Cream, 48-1 ---------- 4 80 Quaker, 40 1 --------- 6 Gloss Argo, 48 1 Ib. pkgs.-- 3 76 Argo, 12 3 lb. pkgs. -- 2 74 Argo, 8 5 Ib. pkgs. ->- 3 10 Silver Gloss, 48 1s -- 11% Elastic, 64 pkgs. ---- 5 35 Tiger, 48-1 ---------- 2 85 Tiger, 50 ibs, —------- 05% SYRUPS Corn Blue Karo, No. 1%, a. 0S. 1 88 Blue Karo, No. 5, 1 dz 2 60 Blue Karo, No. 10, 3% GOS.) ee 2 40 Red Karo, No. 1%, 2 doz. 2 00 Red Karo, No. 5, 1 dz 2 80 Red Karo, No. 10. % doz. 2 60 Maple Flavor. Karo, 1% Ib., 2 doz. — 3 95 Karo, 5 Ib., 1 doz. -- 6 15 Maple and Cane Kanuck, per gal. ---- 1 50 Sugar Bird, 2% Ib., o Agke oe 00 Sugar Bird, 8 oz., 4 dot... _... 12 00 Maple. Johnson Purity, Gal. 2 50 Johnson Purity, doz., C8. 22 18 50 Sugar Syrup. Domino, 6 5 Ib. cans 2-50 Bbls., bulk, per gal. 30 Old Manse. 6. 10 tb. cans ----— 40 12°65 1b. cans 2. 10 40 24, 214 Ib. cans —---- 11 40 24, 1% Ib. cans —------ 6 50 5 gal. jacket cans, ea. 7 15 36, 8 oz. bottles ---- 5 25 } 24, pint bottles --.- 6 75 24, 18 oz. bottles ---. 7 25 12, quart bottles ---. 5 75 Sliver Kettle. 48, 1% Wb. cans ---- 5 gal. jacket cans, ea. 36, 8 oz. bottles ~--- > CLOT OT CO 00-7 wo ° 24, pint bottles 50 O47 AS ee a ae STS 12, quart bettles ---. 4 75 Ko-Ka-Ma. 6, 10 Ib. cans ----_- 5 15 12. 5 Ib, cans ~------ 5 65 24, 2% Ib. cans —--- 6 40 6 5 gal. jacket cans, ea. 3 90 24. pint bottles --.. 4 24, 18 oz. bottles ---. 4 50 TABLE SAUCES. Lea & Perrin, large-_ 6 00 Lea & Perrin, small_- : a. . large ---- A-1, small Capers No.-t Nibps 1 lb. pkg. Siftings _ 16 Gunpowder Choices 28 Fancy 2.3. 38@40 Ceylon Pekoe, medium ------ 33 Melrose, fancy ------ 56 English Breakfast Congou, Medium Congou, Choice ---- 35@36 Congou, Fancy ---- 42@43 Oolong Meditim 36 ChniCe 45 Wancy 2 50 : TWINE Cotton 3 ply cone ~~ 40 Cotton, 3 ply balls --_ 40 Woe; 6 9. 20 VINEGAR Cider, 40 Grain ~----- 28 White Wine, 40 grain 17 White Wine, 80 grain 22 Oakland Vinegar & Pickle Co.’s Rrands. Oakland Apple Cider ~~ 35 Blue Ribbon Corn ---- 22 Oakland White Pickling 20 Packages no charge. WICKING No. 0, per gross --.. 60 No. 1, per gross ---- 85 No. 2, per gross ---. 1 10 No. 3, per gross ---. 1 85 Peerless Rolls, per doz. 45 Rochester, No. 2, doz. 50 Rochester, No. 3, doz. 2 00 Rayo, per doz. 90 WOODENWARE Baskets Bushels, narrow band, wire handles ----.- 1.90 Bushels. narrow band. wood handles -__--- 2 00 Bushels, wide band —_ 2 10 Marked, drop handle 75 Market, single handle 90 Market, extra ------- 1 25 Splint, laree >... 8 50 Splint, medium ----- 7 50 Splint. small ~-.----- 7 00 Churns Barrel. 5 gal., each -. 2 40 Barrel, 10 gal., each_. 2 65 3 to 6 gal., per gal. _ 16 Egg Cases No. 1, Star Carrier 5 00 No. 2. Star Carrier -_ 10 00 No. 1, Star Egg Trays 4 50 No. 2, Star Egg Tray 9 00 Mop Sticks Trojan spring -------- 2 00 2 00 Eclipse patent spring 2 00 No. 2, pat. brush hold Ideal, No. 7 1 25 12 oz. Cot. Mop Heads 1 80 16 oz. Cot. Mop Heads 2 40 Pails 10 qt. Galvanized --.. 2 00 12 qt. Galvanize d__-. 2 20 14 qt. Galvanized -_-. 2 40 12 at. Flaringe Gal. Ir. 6 75 10 qt. Tin Dairy --.- 4 50 12 at. Tin Dairy ---- 5 00 ‘Traps Mouse. wood. 4 holes -- 60 Mouse, wood, 6 holes —. 70 Mouse, tin. 5 holes _--. 65 Rat, wood _----------- 1 06 Rat, spring --------~- 1 00 Mouse. spring ------- 30 Tube Large Galvanized -_-_ 7 80 Medium Galvanized 6 75 Small Galvanized -_ 6 00 Washboards Banner Globe -~------- 5 75 Brass, Single ~------- 6 75 Glass, Single -------- 7 00 Double Peerless —---- 8 25 Single Peerless ------ 7 50 Northern Queen ---- 6 25 Universal —.---------- 7 50 Window Cleaners 9.48; ee 1 65 $8 An a 1 85 16 dns 2 8 13 in 15 i 17 in 19 in WRAPPING PAPER Fibre, Manila, white 05% No. 1 - Fibre. =. 07% Rutchers Maniia ---_. 06 FTAs 2 69 VEAST CAKE Magic. 3 doz, ._------ 2 70 Sunlight. 3 doz __---- 2 79 Sunlight. 1% doz __. 1 3h Yeast Foam, 3 doz. -- 2 70 Yeast Foam. 1% doz. 1 35 YEAST—COMPRESSED - Fleischman, per doz. -. 28 TRY-OUT CAMPAIGNS. Laboratory Tests of Sales and Adver- tising Plans. You will recall there are certain cities in the United States that are used by theatrical producers as places where they try new plays before they are sent in to New York. Hartford, Connecticut, Rochester, New York, and Atlantic City, New Jersey, are notable examples, and the practice is referred to, in the slang of the pro- fession, as “trying it on the dog.” Of late years, this activity has been used as a guide by some manufactur- ers to a similar practice in the testing out of sales campaigns before they are launched on the entire United States. The amount of money involved in a Nation-wide sales campaign, with its attendant advertising, is a tremendous sum. The payroll for sales people from the store display man, on through the missionary, the crew manager, the division manager to the home office executives is a very large sum, and the expenditure for news- paper advertising, car cards, bill- boards, National magazines and sub- sidiary items looks like the National _ debt of some of the small Balkan countries. Manufacturers consequently plan their sales campaigns very carefully indeed and.measure the results of their expenditures with equal care. If one item does not seem to produce, it is either dropped entirely or amended until it gives satisfactory returns for the money involved. Where the print- ing item alone for one window display may amount to $25,000 it is obvious that, before so much money is ir- revocably spent, it must be tested in a local way to determine if it is right. Test campaigns are rapidly coming in favor and are made by the manu- facturer in. some well-chosen city, just as the theatrical producer selects a try-out town for a new show. Different articles of merchandise re- quire different conditions to find the normal reaction, but there are certain general rules that are followed in the selection of the test town. Manufacturers seek, as a general rule, an independent city rather than a satellite city. The presence of a very large city too near the test place will becloud the results because too many extraneous elements enter in. Shop- ping, for instance, may go partly to the larger city, thus weakening the re- lation between the retail store in the test town and the. consumer. A gen- eral, even break up along racial lines is sought, for’ a preponderance of any one element with its attendant influ- ence on the retailers will throw the results out. The place sought is usually a city of at least 50,000 people, with not more than two good newspapers of general circulation (preferably one morning and one evening, but that is not ab- solutely necessary), a good street car system with plenty of riders, high- grade billboards, real jobbers or close jobbing connections (if the merchan- disé is to be marketed through job- bers), and a proper diversity of retail stores. The city should have some general manufacturing, but should not be a “one-industry” place; it should Sil i eal ala te has ordi emg i have a real home population, the minimum oi “slums,” and it should draw from a trading radius of some miles, so that a test can be secured from the suburban and farming ter- ritory at the same time. Roughly, these are the characteristics sought by the manufacturer in making his test. His sales department will have the campaign completely outlined on paper, including all details of adver- tising; men will be trained just as careful'y as if they were at work on the real National campaign, as indeed - they are, for the men who make the best showing in the test will be given the responsible positions when the time comes to “break” the campaign on the entire country. Advertisements are written, cards and displays printed, all in sufficient numbers to take care of the test town, and then the printing is held up to see if any changes are to be made. Con- tracts are made with the local news- papers, jobbers are stocked and the in- itial missionary crew sent to secure as near 100 per cent. distribution before the advertising is released as is pos- sible. All of these activities are synchronized with the same care that artillery preparation was timed with infantry advance in France. Each step of the way is programmed as to date and sometimes as to hour. Store windows, for instance, must a‘l appear at once and coincident with advertis- ing in papers and street cars. Poughkeepsie, because of its com- parative nearness to New York City, plus its very nearly complete freedom from dependence on New York, is frequently chosen as a try-out town by New York manufacturers. A medi- cinal preparation was recently tested there and the results were extremely gratifying to the druggists, the local papers and the manufacturers, who reported over 500 people coming into one drug store in one week for the product! This campaign produced nearly enough profit to pay the cost of theswork, but that is unusual. A Cleveland coffee manufacturer used Sandusky for his test not long ago. Sandusky is near enough to Cleveland to give close touch with the home office, so that all the members of the sales and advertisig departments who need to could be present and take part in the work. This is very im- portant. One phrase may go against the grain with the retail stores, and it can be changed in twenty-four hours and any difference noted. Store dem- onstrators can be watched by the man- agers, who can mingle with the crowds and listen to both the demonstration and the comments of the customers. This was especially true of coffee, a food product where people are reached through their senses of taste and smell. Once in a while a manufacturer will try out in his home town. This was the case in Minneapolis where the “Twin Cities” were used by a food praduct manufacturer located in Minneapolis, and an even braver at- tempt was made by a cleansing prod- ucts manufacturer located in Chicago when he tackled that sizable city be- fore he went at the whole country. As a rule, however, a city as large as Chicago offers too many expensive 1923 the uld yme red ter- aly, est. the the nt EME Nt Et MY Ate aN nei NONI RRS | S a simiteoetaaaTihe August 9, 1922 MICHIGAN TRADESMAN 39 handicaps for a try-out, unless the na- ture of the product demads a large number of outlets that cannot be se- cured in a smaller city. - A summer drink will require the proximity of some well-patronized re- sort that is frequently crowded to give the full result desired, and small wares such as hair nets, cannot be tested well in small cities. Such campaigns work to the bene- fit of the city chosen because of the additional money put into circulation, the very genuine stimulation of retail business and the subsidiary increased volume for the jobbers serving the territory. Consumers get the newest products, merchandised in the best possible way. Statistics on the number of retail stores in lines are compiled beforehand Department stores. Men’s wear stores. Women’s wear stores. Drug stores. Hardware stores. Jewelry stores. Furniture stores. Specialty and gift shops. Stationery stores, etc. Interurban car routes are studied to see what transportation facilities are afforded the outlying trade. Any special features, such as rentable elec- tric signs, lantern-slide concessions in the motion picture theaters and pos- sible tit-up with” fraternal organiza- tions, are listed to be used if possible. Try-out campaigns usually last a week; sometimes they are extended to test the effect of weather conditions, as, for instance, in the case of the manufacturer of a new umbrella who waited three weeks before he could get his much-desired bad weather! But these are specific conditions, and every manufacturer is well aware of the peculiarities of his own business. Try-out work, the only way to make laboratory tests of sales and adver- tising plans, is rapidly becoming the general practice. Ralph Barstow. ne Selling Through Plate Glass. Windows are the mouthpieces of the store. They tell what can be bought inside. If they tell it well the store Prospers; if not, it suffers. The old idea was to fill the window with cut- outs and dummy cartons. Everybody spoke of “dressing windows.” To- day the conception is to fill the win- dow with an idea, a selling idea, and to get the idea through the plate glass. It is generally the idea back of the display, not the display itself, that is responsible for sales. If the window is overdressed, with too many colors and pictures and units it confuses. If it is underdressed it merely whispers. © One New York restaurant found that the way to sell mushrooms or strawberries was to fill the whole win- . dow with them. You can’t get by that window without. knowing what the proprietor is trying to say. At the other extreme is the exclusive London candy store that made a hit by dis- playing just one piece of candy on a doily, with a card reading, “Do we in- trude?” _ A corona display shows a cutout of two hands holding up one finger each, The message, “If you only had two fingers you could still operate Coruna,” gets across in two seconds. A card in another successful Corona display read: “While you stand outside won- dering if so compact a machine can do the work of heavier, non-portable typewriters—at this moment hun- dreds of thousands of Coronas are ac- tually doing it.” Traveling displays are increasingly ‘popular. _ Packages in quantities as low as 25 can be produced economi- cally. They provice the merchant with a window which he could not possibly afford to create for himself. Eaton, Crane & Pike Co. recently sent to stationers an excellent ex- ample of the display that creates new business. Cutouts of quaint little maids reminded the passers-by of the letters they ought to write. “How will this look?” is not the question to consider in making a dis- play, but “Will this display sell?” It is far easier to make a selling window attractive than to make a-merely at- tractive window sell. Robert R. Updegraff. Shiny and Wrinkled Effects to Dom- inate in Millinery. Shiny and wrinkled effects will dominate in women’s hats for fall wear, according to the bulletin of the Retail Millinery Association of Amer- ica, regardless of the colors that may be worn. Slipper and duchesse satins will be used to considerable extent to produce these effects. “Slipper and duchesse satin—glossy and wrinkled, respectively—do much to make the fall hat a shiny affair,” the bulletin asserts. “Then, too, the metallic yardage and ornament motifs that are used on these materials do their best for scintillating reflection. The silver facings are still the vogue, and edge cords of this metal tissue are also worn ad lib. “Gaufre satin, which came in as a midsummer novelty, is an assured maker of the mode for the fall and winter seasons. Panne combines so artfully with any other material that it is unfair to single it out as an ad- junct to gaufre materials, but when this velvet is finely tucked and stirred in imitation of the material with which it is allied, that is something else to reckon with. “Panne and some of the less ex- pensive chiffon velvets drape the more popular priced hats, which are only combined in a lesser degree with the Lyons velvet that is often used to trim them. This velvet and hatters’ plush for the better grade of wholesale out- put are stanch staples that cannot be misplaced on the material list. “Brocades—metallic or merely puf- fy bits of matelasse treatment—are used for facings and entire hats. Cireed and gaufred as well are the metal tissues in pastel shades that combine with the brown ange in brocades. Maline and Lyons velvet are not a bad ‘buy’ if the hat is large and the type formal. ; —_2~+<-___ If your boss is not careful about his business finances, keep your weather eye open for the approach of disaster. Look for a safe place to land when you have to jump. BUSINESS WANTS DEPARTMENT > Advertisements inserted under this head for five cents a word the first insertion and four cents a word for each subsequent continuous insertion. If set-in capital letters, double price. display advertisements in this department, $3 per Inch. No charge less than 50 cents. Smail Payment with. order is required, as amounts are too small to open accounts. » For Sale or Exchange—For running stock of general merchandise, 320 acres improved grain and stock farm; station four miles; no crop failures here. Owner, Peter R. Nelson, Ross, N. Dakota. 866 For Sale—Plumbing and tin shop good location on main street, only shop in town. Tools and stock will invoice about $1,000. For further information write R. A. Muxen, Doland, South Dakota. 867 General store, gasoline station. Es- tablished business. $500 profit monthly. Staple merchandise building and fixtures total $11,000. Discount for cash. Zig- mond, Eugene, Indiana. 868 For Sale—Grocery, hardware, and drug stock, invoicing about $6,000. Will rent or sell building. Good established busi- ness. Mrs. D. P. Hall, Harrietta, oe ' 2 For Sale—Barber shop in modern small town, fully equipped. Lot and building. Cash or terms. Write or call, H. O’Rourke, Lawrence, Mich. 870 For Sale—Market and grocery in town of 1500, two railroads, one-half mile from most popular resort in Southern Michigan. Two Buildings, $2,000; four- ton York refrigeration plant; tools and fixtures. All for $5,000. Present owner has been in same building continuously for thirty years. Wishes to retire. Must be seen to be appreciated. Address No. 871, care Michigan Tradesman. 871 For Sale—Confectionery and ice cream parlor in one of the best cities in Mich- igan. Population 6000, and only two soda fountains in the city. Doing a good business. Reason for selling, have two stores. Will sell on reasonable terms. For particulars, write B. Mazzolini, St. Johns, Mich. 872 Leading rubber company has opening for footwear salesman in Western Mich- igan. Traveling experience not neces- sary, but thorough retail experience es- sential. Address No. 878, care Michigan Tradesman. 873 FOR SALE—Choice of two grocery stocks; one inventories about $2,000, the other about $4,000. Address No. 874, care Michigan Tradesman. 874 SALESMEN—To sell popular brand of hand knitting yarns. Straight or side line. Men selling general merchandise or those experienced in yarn or sweater line preferred. Special, good proposition to jobbers of general merchandise. Write, Priscilla Yarn Mills, Inc., Brooklyn, New York. 875 Bell Phone 596 Citz. Phone 61366 JOHN L. LYNCH SALES CO. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN For Sale—Good general merchandise business, stock, fixtures and_ building. Take about $7,000 to handle deal. Ad- dress No. 847, care Tradesman. 847 WANTED — POSITION BY CARD WRITER AND display man, formerly assistant instructor in both at Kansas City. Mo. Address F. C. Lampson, 413 S. 7th St., Fort Dodge, Iowa. 855 General Store—Thriving business. Ex- cellent trading center. Priced to sell quickly. Chicago Business and _ Rity. Exchange, 327 South LaSalle St., ae ol PONTIAC—369 South Saginaw St., up- to-date hardware business for sale. Good reason for selling. See W. G. Burke, Pontiae, Mich. 861 Have list of money-making dry goods and general stores for sale in Detroit and smaller Michigan towns, $3,500 and up. For particulars address No. 863, care Tradesman. 863 For Sale—Old established dry goods business in thriving city of 13,000 in Western Michigan. Consideration, cash. Reason for selling, advanced age. Ad- dress No. 865, care Michigan Seer 5 Bell Main 1088 Citz. 65842 MR. MERCHANT—We move your stickers—Increase your volume and make you happy. Or make a quick clean up of entire stock. Write Wire Phone ARROW ADVERTISING SERVICE 214 Lindquist Bidg., Grand Rapids FOR SALE—BLACK HILLS SAW- MILL... 4500 acres timber land. Should cut 10,000,000. feet. On St. Highway, seven miles from railroad (Aladdin). $65,000. Inquire of JOHN PEARSON ESTATE, Aladdin, Wyoming. 852 REBUILT CASH REGISTER CO., Ine. Cash Registers, Computing Scales, Adding Machines, Typewriters - And Other Store and Office Specialties. 122 N. Washington, SAGINAW, Mich. Repairs and Supplies for all makes. 1000 ietterheads or envelopes $3.75. Copper Journal, Hancock, Mich. 150 _ Will pay cash for whole stores or part Stocks of merchandise._ Louis Levinsohn, Saginaw. Mich. 998 For Sale—Cash registers and store fix- tures. Agency for Standard computing scales. Dickery Dick, Muskegon, Mich. 643 _ Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 274 Bast Hancock, Detroit. 566 For Sale—Undertaking and _ furniture stock, aggregating about $6,000. Will rent or sell building. Established twen- ty-one years. Always made money. Ad- dress No. 834, care Michigan Trades- man. 83 For Sale—Partly finished building, 24x 80, with eight-foot basement. Walls are twenty inches thick, twenty feet high— almost ready for roof and floors. Fine for Movies, dances, ete. No hall in town. Will seli cheap, $1,.000, to anyone wish- ing to finish it. Floyd Luther, Six Lakes, Mich. 833 For Sale—Good clean stock of general merchandise in fine resort town in fruit belt. Will sell or rent building. Reason for selling, wish to retire. Address No. 846, care Michigan Tradesman. 846 Economic Coupon Books They prevent disputes. They save book-keeping. They limit the line of the customer. They give the merchant in- terest on past due ac- counts. They put all credit trans- actions on a cash basis. Free Samples on ~ Application Tradesman Company Grand Rapids - Michigan MICHIGAN TRADESMAN Avgust 9, 1922 NEW ISSUE TAX EXEMPT IN MICHIGAN $500,000 Filer Fibre Company First Mortgage 7% Serial Gold Bonds (Closed Mortgage) Principal and semi-annual interest payable at the MICHIGAN TRUST COMPANY, Grand Rapids, Michigan, Trustee, or the FIRST TRUST AND SAVINGS BANK, Chicago, Illinois. DENOMINATIONS: $1,000, $500, $100. MATURITIES $25,000 July 1, 1925 25,000 July 1, 1926 40,000 July 1, 1927 40,000 July 1, 1928 50,000 July 1, 1929 $50,000 July 1, 1930 50,000 July 1, 1931 50,000 July 1, 1932 50,000 July 1, 1933 60,000 July 1, 1934 $60,000 July 1, 1935 PRICE 100 AND ACCRUED INTEREST Filer Fibre Company, a Michigan corporation, was organized by Mr. E. Golden Filer of Manistee, Michigan, deceased, who was for many years one of the wealthiest operators in the lumber industry of Northern Michigan. The company is one of the most important producers of high-grade sulphate pulp required in the manufacture of Kraft wrapping paper (a staple article in constant demand) and began manufacturing operations in January, 1918, with a paid-in capital of $300,000. The company’s present outstanding capitalization is $688,650 and a surplus has been built up in the amount of $326,444.19. The management is competent and has remained unchanged since the inception of the business. Profitable operations have enabled the company to pay liberal cash and stock dividends to its shareholders and the majority of the outstanding capital stock is owned by some of the wealthiest interests in Manistee and Northern Michigan. of Mr. Philip P. Schnorbach, General Manager: PURPOSE OF ISSUE: An amount substantially.in excess of this entire bond issue (which is the only funded debt of the company) will be expended in the construc- tion of a new paper mill which will largely increase the earning capacity of the business. The company’s finan- cial condition is excellent and none of the proceeds of this bond issue will be used in the liquidation of floating indebtedness. SECURITY: This bond issue is secured by a direct closed first mortgage on all fixed manufacturing prop- erties of the company, now owned or hereafter acquired, and by a first mortgage, subject to nominal purchase money obligations, upon approximately 20,000 acres of valuable timber lands located in Michigan and Western Ontario. The net sound value of these properties, based on conservative appraisals and including the new plant now under construction, is shown by the company’s certified balance sheet to be $1,307,254.53, or over two and three-fifths times the entire bond issue. DIVIDEND RESTRICTIONS: The company cove- nants to pay no cash dividends during the life of the bond issue which will reduce current assets to an amount less than 200% of all current liabilities. Further particulars are summarized as follows from the letter NET EARNINGS: For the three years from the in- ception of the business in January, 1918, until December 31, 1920 (a constructive and development period), net earnings before Federal Taxes—but after all operating expenses including heavy annual depreciation—aver- aged $152,410 per annum—four and-one-third times the maximum annual bond interest requirements and nearly two and one-half times the yearly average of principal and interest requirements combined. While operations were not profitable in 1921, due largely to the readjust- ment of inventory values, the company’s business is now experiencing a decided improvement and sales for the five months ended May 31, 1922, resulted in a substan- tial profit after all operating expenses. With the new paper mill in operation, the company’s officials conser- vatively estimate net earnings in excess of $250,000 per annum. The company has followed the construc- tive policy of reinvesting earnings in the business and during the past three years approximately $250,000 of such earnings have been advantageously invested in valuable timber lands which insure ample reserves of raw material. Descriptive Circulars on Request. HYNEY, EMERSON & CO. 39 South LaSalle Street CHICAGO, ILL. 1522 1st Wis. Nat’] Bank Bldg. 120 Burdick Arcade MILWAUKEE, WIS. KALAMAZOO, MICH. HOWE, SNOW, CORRIGAN & BERTLES GRAND RAPIDS, MICH. DETROIT, MICH. The statements and information contained in this advertisement have been obtained from sources which we consider accurate and reliable and constitute the basis of our purchase of this issue of bonds. ae T VW i oo a ! i THE STRONGEST SAFE IN THE WORLD Manufactured Exclusively by YORK SAFE AND LOCK CO. Sale in Western Michigan controlled exclusively by GRAND RAPIDS SAFE CO. Tradesman Building GRAND RAPIDS r nme Nome j A eet Mileage C yicE—# t OASOY SRI. FICIENT <5 OF ost BFF GaRDL HE M RE You business men who have used Railroad Mileage Books know their advantages—Why not provide yourself, your family, your employees with the same convenience, when you or they travel by automobile? You can do so with the coupon books sold by the Standard Oil Company, (Ind.) Here are some of the advantages: 1. Coupons accepted as cash for RED CROWN GASOLINE, POLARINE, or any other S. O, Co. Product. 2. Good at any of our Service Stations anywhere and at many garages. * Save time and trouble of making change, keeping records of deliveries, filing in- voices, checking statements. 4. Enaltes you to send any employee to our station and have exact check on every gallon that goes into each auto. on = 5. For your protection no. detached coupons are accepted—numbered book must be pre- sented and coupons detached by our agent. 6. Whenever requested, agent will give receipt showing exact amount of products delivered. 7. If wife or daughter drives a car she can get supplies as needed without the bother of paying cash, or at home can have coupons detached for tank wagon deliveries. 8. Any representative of the S. O. Co. will supply you with a book. 9. $10.00 book contains cash value 190—5e coupons and 50—Ilc coupons. 10. $25.00 book contains cash value 490—5e coupons and 50—le coupons. You will be pleased with these coupon books. At any service station of the Standard Oil Compan (Indiana) ° 910 So. Michigan Ave., Chicago Michigan branches at Detroit, Saginaw, Grand Rapids