S) Zo GPCL <2G) ah. : ©) SS EA "ie ps ZA £ } 4 i} a AY i yA 2 \) i, ey. a YAK GB = WAG EXC AE = Se see } re ere = eis COMPANY, PUBLISHERS LOS gesenry es Ey _ a CW a 7 a wae cA : es a ; ers Se roo DON HA ree Yi: ee cs wasn { \ Bae cs J oe a A Nes <3 QOE LIZ ESR ES OES Fortieth Year GRAND RAPIDS, WEDNESDAY, QE THE WONDERFUL WORLD Great, wide, beautiful, wonderful World. With the wonderful water round you curled, And the wonderful grass upon your breast, World, you are beautifully drest. The wonderful air is over me, And the wonderful wind is shaking the tree— It walks on the water, and whirls the mills, And talks to itself on the top of the hills. You friendly Earth, how far do you go, With the wheat fields that nod and the rivers that flow, With cities and gardens, and cliffs and isles, And people upon you for thousands of miles! Ah, you are so great, and | am so small, I hardly can think of you, World, at all; And yet when | said my prayers to-day, My mother kissed me and said, quite gay, “If the wonderful world is great to you, And great to father and mother, too, You are more than the Earth, though you are such a dot! You can love and think, and the Earth cannot!” =k ANT TT Fe, ESI UR, ae ae eS oS, Ay) 7 Fe ZEN be oi Be it =~ = SRP) Se A NOVEMBER 8, 1922 Number 2042 ie UEUUUUEUUUYOQOOCOETUUGAGAYAEUEUAEEOAEEA CESAR TUUAUUUAUAQUUUUEAUUOUEEOOEOCAYUOLAUAUEOEGSUEEOATEEOGGOUEUAGEEOGOGUEOCGOUEEUOAEOEAUOAEGAOOOAUASAOUAAOEGEUEOAGS AEE = One Kind of Grocer He has a model store, immaculately clean, His at- tractive display of foods is a real sales-getter. He insists on selling only advertised brand goods of the highest quality—goods that are already half sold be- fore he pushes them. Needless to say, he is the grocer who pushes hardest on Fleischmann’s Yeast OELERICH & BERRY CO. F ea _ Urs ele R We pack our molasses in standard size cans. which contain from 4 to.6 ounces each more than other packers. Old Manse Syrup It always pays to BUY THE BEST Distributed by ALL MICHIGAN JOBBERS Packed by OELERICH & BERRY CO. CHICAGO, ILL. New!—But Quick Sellers FRANKLIN CINNAMON & SUGAR fills a long felt want, for hot cakes, fruit, cereals and baking. A case, well displayed in a store, has sold itself in a day. Almost the same thing can be said of FRANKLIN GOLDEN SYRUP FRANKLIN SUGAR HONEY FRANKLIN TEA SUGAR For a real profit on sugar :— Franklin Sugar in Packages The Franklin Sugar Refining Company PHILADELPHIA, PA. ‘A Franklin Cane Sugar for every use’’ Granulated. Dainty Lumps, Powdered, | Confectioners, Brown, Golden Syrup RICH & FRANCE MANUFACTURERS OF Guaranteed Brooms The DANDY Line The BEST ON ‘EARTH Line OF PATENT BROOMS SEE GROCERY Li8T FOR CURRENT PRICES CHICAGO 607-9 W. 12th Place ILLINOIS 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. uiaiea sasaiiga coticie peta? SEN (Ga) ae om YW "4 = sei adeneihdenceinamamiae nici nieniciasiariamaa rie erceacoasaciec caieacaia eee ese Ee ee Fortieth Year MICHIGAN TRADESMAN (Unlike any other paper.) Frank, Free and Fearless for the Good That We Can -Do. Each Issue Complete in Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly By TRADESMAN COMPANY Grand Rapids B. A. STOWE, Editor. Subscription Price. Three dollars per year, if paid strictly in advance. Four dollars per year, if not paid in advance. Canadian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. Hxtra copies of current issues, 10 cents; issues a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old 50 cents. Entered Sept. 2% 1883, at the Postoffice of Grand Rapids as second class matter under Act of March 3, 1879. HEADING TOWARD NORMAL. For the next six or seven weeks, the dominant ,influence in the mercantile business will be the volume of retail trading. The large and basic indus- tries have come into good shape. Prices of the principal farm products have reached the point where a profit is shown to the producer. The metals are in a similar position and demand continues strong for the various fab- rications of them all the way~-from steel rails and hardware to locomotives and motor cars. Fuel needs are being met in a fairly satisfactory way and construction is proceeding well. What wage disputes there are seem insignifi- cant when compared with the recent strenuous ones. The industrial peace is a great factor in stimulating the buy- ing impulse, especialy as it provides a great number of persons with the wherewithal to purchase. In many instances, such persons have been forced to stint themselves, and they are now in the position of being in actual and immediate need of a number of things. Taking together all these cir- cumstances, an especially favorable condition is shown for a more than usually large volume of selling. Al- ready, there has been considerable of such business, the past week having been particularly marked in this re- spect. About three weeks more re- main for this before the season of special holiday buying starts in to the practical exclusion of nearly every- thing else. From the preparations made for meeting that period, it is ap- parent that much is expected of it. While retail business is, for the time being, going on at a good pace, the wholesalers and those in the primary markets are trying to plan ahead. Market values are rising for about every manufacturer commodity and there are already evidences of a desire on the part of speculators to take a hand in the game. That they have not been able to do much so far is due to the conservatism of the money lenders and the disinclination GRAND RAPIDS, of producers to help bring on a run- away. market that can only end in dis- aster. The decks have not yet been swept clear of the wreckage from the last deflation period, as is indicated by the still high percentage of business embarrassments. Failures in October, for example, were larger in number than in the preceding month, despite the rising levels of value. In most in- stances, it is conceded that there is no prospect of present prices being main- tained indefinitely, and decided resist- ance is shown toward pushing them up farther. The higher they go the greater will be the crash when the in- evitable reaction comes. But no one can predict how long present condi- tions are to continue, except that the period is not likely to come to an end for several months to come unless something unforeseen should precipi- tate a crisis. Buying policies of the jobbers are based on a consideration of all these matters. The result is that they are watching carefully the demands of the retailers and taking into account the way collections are coming in. Their own furchases are influenced by these conditions, and this accounts in large measure, for what appears at times like fitful buy- ing. An Investment Worth While. The Tradesman does not often go out of its way to commend any in- vestment opportunity advertised in its columns, because its readers have come to understand that the appearance of any financial advertisement in the Tradesman is equivalent to a recom- mendation. No advertisement of this character is accerted until after it has been thoroughly investigated by the Tradesman and found to be worthy of confidence. The announcement of the Worden Grocer Company regarding the sale of a block of 7 per cent. preferred stock should meet with a hearty response at the hands of retail dealers who. happen to be in funds for investment, because such an opportunity to purchase so stable a security does not occur very often. The company has an enviable dividend record which no period of business stress is likely to impair. The stock is offered at par and accrued in- terest. As no stock salesmen are em- ployed, it is necessary to communicate direct with the Grand Rapids office of the company to acquire this stock, which is sold in units of $100. Inter- est is paid semi-annually, June 1 and Dec. 1. —_2-- The best tonic for a business that seems to have that tired feeling as a‘ hang-over from the slump, is printer’s ink in liberal and continuous doses. ~ —_2 2s t The one who will not take advice from those who have experience pays for it when trouble overtakes him. — WEDNESDAY, NOVEMBER 8, 1922 Buy Flour To Cover Trade Require- ments. . Written for the Tradesman. Futures are slightly higher than 4 week ago. Cash wheat is approximate- ly 3c per bushel higher. Foreign news has been quite a factor in the latest upward trend, as the Turkish situa- tion appears far from settled and the possibility of armed conflict still looms up. Of course, this is always a bull- ish factor, so far as the grain market is concerned. Generally speaking, however, condi- tions are unchanged. The railroad situation has shown practically no im- provement and, on the other hand, it is-no worse than a week ago. Un- dowbtedly a great deal of difficulty will be experienced in obtaining empty cars for another thirty days. The recent ruling of the Interstate Commerce Commission, already put in operation by the railroad companies, should provide terminal markets with a greater supply of wheat in the near future; in other words, all cars from West of the Mississippi must be re- turned immediately to the origina! owners. The rresent market does not appear to afford any real good reason for buying heavily for future delivery, al- though prices are not unreasonable; in fact, are in line with conditions and on the average will be maintained. Reactions from advances are natural and must be expected and flour un- doubtedly would prove to be excellent property purchased on any material ‘break, should it develop. It is ad- visab‘e to buy both wheat and flour to amply cover trade requirements. It is better to be slightly long on stocks than short under present conditions. Lloyd E. Smith. +++ To Re-open Michigan Mill. Ewen, Nov. 7—The Brunswick- Ewen Lumber Co. has notified its con- rections that its mill at this place, which has been shut down since June 1, 1921, will be re-opened within a few days. The mill, which formerly was owned by the Lake Indepence Lumber Co., has been thoroughly overhauled under the direction of T. R. Ward, superintendent of the plant, and is in condition for a long run. The com- pany owns about 65,000,000 feet of standing hardwood, white pine and hemlock timber in close proximity to the mill, which will furnish it with timber for about ten years. There is a. abundance of other timber near- by, which the company expects to ac- quire as the present supply is reduced. Logging crews have already been set to work south of Bruce Crossing. The Brunswick-Ewen Lumber Co. iS a lately re-organized concern, hay- ing changed its name from the Lake Independence Lumber Co. _ subse- quent to the sale of the Big Bay (Mich.) mill and the name to Jay B. Neutsch, formerly general manager of the organization. The Brunswick- Ewen Co. is officered by B. E, Ben- singer as president; Julius Balke and J. C. Shank as vice-presidents, and - Lower Peninsula plane upon which you can agree. Number 2042 John A. Defaut as general manager. H. W. Reeves, of Detroit, who has charge of the company’s sales in the of Michigan, and Mr. Defaut have recently returned fol- lowing an inspection of the renovated Ewen plant and expressed the opinion that the mill-would be ready to resume cutting early this month. —_>++___ Accomplishing His Purpose By Politi- cal Influence. Colfax Gibbs has devoted much time of late to cultivating the acquaintance of Governor Small, of Illinois, and Mayor Thompson, of Chicago. These men practically control the Securities Commission of Illinois through politi- cal influence; in fact, it is claimed that the Securities Commission is part and parcel of the infamous political ma- chine which is now in complete pos- session of the Republican organiza- tion of Illinois. This means _ that, having allied himself with the “powers that be,” Colfax Gibbs will probably secure a license from the Securities Commission of Illinois to sell the $5,- 000,000 stock of his Gibbs Petroleum Corporation to farmers, widows and orphans of that State. Electric Light Globes—Longer eve- nings and shorter days mean addi- tional use of artificial light in the homes in city and small town alike. This is the grocer’s opportunity to pick up some easy and profitable busi- ness. In days gone by when the kero- sene lamp was the chief source of light supply the grocer was the one who carried lamps, chimneys, burn- ers, wicks and other light producing accessories. Why should he not in these more modern days sell electric light globes? There’s but one answer and that in the affirmative. If you have not realized this before, why wait longer to give to your trade the added service which stocking this ar- ticle would permit and to yourself the increased profit which would result? —_——_—_~>-—_—_— “T never reduce my regular goods, nor do I attemrt to cut my neighbor’s throat and at the same time my own by price cutting,” said a retailer. “If a well known article is undersold in my neighborhood, I cease to buy it and acquaint the manufacturer with the fact, explaining my reason. This often puts a stop to price cutting, as I find that manufacturers prefer to have their goods sold at reasonable rates by a.number of traders rather than slaughtered by one or two, although they may be large buyers.” ———-.--- Never try to make fun at the ex- pense of your customer. He may seem to like it, but he does not. Usual- ly he does not even seem to like it. Never argue with him. If he makes a prorosition you do not like, evade it, and get to something else. If he com- bats your proposition, get away from that also. Keep on until: you find a ee MICHIGAN TRADESMAN November 8, 1922 MEN OF MARK. Nelson C. Rice, the Well-Known St. Joseph Merchant. After fifty-two years in the grocery, produce, provision, crockery and glassware business, St. Joseph’s oldest active merchant, Hon. Nelson C. Rice, last week closed out the grocery, pro- vision and produce end of the busi- ness, which has been conducted un- der the name of Rice Bros., and, in connection with his nephew, John Rice, who has been connected with the store from a small boy, will open one of the finest glassware, crockery and house furnishing goods stores in Southwestern Michigan. Nelson C. Rice came to St. Joseph with his parents from Fond du Lac, Wis., in 1865, and on Nov. 1, 1868, commenced business with his brother, R. Gates Rice, with a small stock of groceries, not to exceed in value $600, under the name of Rice Brothers. Later Gates retired from the partner- ship, being succeeded by his father and the business for a number of years was conducted in the name of Rice & Son. Upon the death of the elder Rice, Dwight C. Rice, a brother, became interested and the firm resum- ed the old name of Rice Bros. Dwight C. Rice was connected with the busi- ness for forty-eight years. Upon his decease, in 1916, he was succeeded by his son, John Rice, the business still being run in the old name of Rice Bros. Nelson C. Rice is an outstanding example of what an _ honest, hard- working country boy can accomplish by perseverance and a determination to do what is right. His only stock in trade when he started, more than a half a century ago, was a few hun- dred dollars, a genial smile and an honest heart. Trusted and respected by his neighbors, friends and patrons, now past the allowed span of three score and ten years, with the smile of a youth and the heart of a boy, he is still as determined to make a greater success of the new venture than when he started, fifty-seven years ago. Political honors, as well as business successes, have come to Nelson C. Rice. He served several terms as City Treasurer of his home city, also alderman, and for four terms was elected Mayor and could have been elected another four terms had he not declined the honor. In 1906 he was elected to the State Legislature and at the opening session in Jan- uary, 1907, although a new member, he was appointed to the chairmanship of the important Ways and Means Committee. He was re-elected to the Legislature in 1908, continuing as chairman of the Ways and Means Committee and in 1910 declined again to be a candidate, although he could have had the nomination and election for the asking. In the spring of 1911 former Governor Chase S. Osborn appointed him a member of the State Pardon Board—to fill the vacancy caused by the resignation of the late E. A. Blakeslee, of Galien, and in which office with great honor to the State of Michigan and credit to him- self he continued for the remainder of the unexpired term, Mr, Rice is a fine Christian gentleman and when only a small lad affiliated with the Congregational church. Not only has he been a consistent church member, but he has been a worker, having been president of the board of trustees at different times. At present he is treas- urer of the church. For a number of - years he taught a Sunday school class in the church and was a member of the church choir. At the present time he is treasurer of some twelve or fifteen lodges and church organ- izations. He was one of the early founders of the Michigan Children’s Home Society and has been its treas- Nelson C. Rice. urer for a great many years and most active in its welfare. He is a mem- ber of the several Masonic bodies, a Knight Templar and Shriner, having filled all the chairs in the Blue Lodge and Chapter, as well as being a Past Commander of Malta Commandery of Benton Harbor. His friends,, who are legion, wish him well and hope that he will live at least a hundred years and always prosper as he has in the past. —____. 22> —__ Something We Have Been Overlook- ing. In all ages the child and the toy have been inseparably associated, the earliest toys which we have knowledge . being those of the Egyptians, while Rome produced mechanical toys, worked with a string. But the prin- ciple of toys for thousands of years was merely to amuse the child. The development of educational toys dates back only fifteen years, yet toy-makers are already hard pressed to supply the demand for instructive toys. The most recent development is toys as a substitute or adjunct of school text- books. In Chicago the new method is being used in a school of 1400 chil- dren; and instead of playing hookey they flock to the school. They are taught to write little stories about the toys. Doll-houses and furniture stimu- late interest in domestic science, car- pentry and architecture; and games are used as adjuncts to grammar and arithmetic. In the science room the hardest lessons are taught by marve- lous semi-scientific toys. The plan is so far past the experimental stage that its success is already assured. ——o---.____ To make it hard for people to obtain credit at your store is to make it easy to get the money from those you trust. structed and very few rebuilt. Why Water Transportation Cannot Compete With Railroads. Kalamazoo, Nov. 6—Apropos of all this talk about waterways which was injected into the campaign just closed, a congressional friend of mine has supplied me with infcrmation concern- ing some projects of past years in which the Government was interested, and I note particularly among them . the improvement of the Mississippi and Ohio, as well as the Fox and Wis- consin rivers—the latter wholly in the State of that name. In a period of thirty-seven years Uncle Sam invested a trifle over two billion of dollars in an attempt to make the Mississippi river navigable for ocean going vessels, the argument being used that grain would be loaded upon ships at St. Paul and delivered in Liverpool without breaking bulk. In fact, never so much as one bushel of grain was ever transported in that manner and the Mississippi river as a channel for transportation purposes is as useless to-day as it was prior to the enormous expenditure for im- provement. Above St. Louis there is now a solitary river transportation company in existence, while in the Lower Mississippi such service is neg- ligible. Along the river fronts in the various Southern cities you will find skeletors of river steamboats, rapidly going to ruin, but never a new and seldom a rebuilt craft. The Ohio river represented a great- er field for water transportation, ow- ing to its close proximity to coal pro- ducing districts, but a newspaper ac- count of the burning of small vessels at Cincinnati the other day is coupled with the statement that none of such would be rebuilt for the reason that river transportation lines have been operating at a loss for several years. The Fox and Wisconsin rivers im- provement from Green Bay to Prairie Du Chien, Wisconsin, represent an investment of about one and one- quarter billions and if a single vessel ever passed through between these two terminal cities, the fact was never made public and the streams to-day are hardly navigible for a canoe. The Congressional “pork barrel” has been much in evidence ever since the Civil war and has probably served its purpose as a vote catcher, but with a few trifling exceptions the improve- ments made at enormous public ex- pense have been of little benefit and ithe general Government has received no returns whatsoever. On the Michigan shore of Lake Michigan vast sums have been ex- pended for harbor improvements. and it is reasonable to presume that a few transportation companies have been benefitted in the past, but commodi- ties now handled are between local ports mostly, with the exception of Grand Haven, Ludington and Frank- fort, where car ferries operate across the lake. In the matter of fuel transportation not one solitary West Michigan port is benefitted in the slightest degree. Why this situation? Simply because steamship! traffic cannot be handled profitably in com- petition with railroads. Coal, for instance, is naturally min- ed and loaded upon cars, and the mat- ter of transfers and other rehandling costs make lake transportation charges prohibitive. Vessels op- erating between Superior ports and Cleveland, Buffalo and Gary are in evidence, but except between the re- mote terminals involved, little benefit is derived by anyone. The LaFollette seaman’s act has rendered it impossible to operate ves- sels at a profit, even were all other conditions favorable, and on the other hand the public does not and has not and has not for many years taken water transportation seriously. No new lake boats are being con-~ Then why all this talk about an “ocean to lakes waterway?” Even were it looked upon favorably, the railroads would promptly elim- inate any chance of competition by methods well known to themselves, and Uncle Sam would have just one more expensive souvenir to file away with the Erie canal, Mississippi and other projects. Before this article goes to press Michigan electors will have passed upon the proposed amendment em- powering the Legislature to enact a State income tax. If it is approved it may serve the purpose, eventually, of eliminating all other forms of taxation, according to the theory of President Friday, of the Michigan Agricultural College. Professor Friday believes that if this 4 per cent. tax were levied on all in- comes in excess of $1,000 or more, the result would be a revenue of ap- proximately $20,000,000, even in years of depression, and $30,000,000 when industrial conditions were normal. There are just two points made in the various criticism presented against the inauguration of such a method of taxation. The general Government has had its trouble in-enforcing the Federal tax laws, in that failure has been the re- sult in many cases when disclosure of sources of income has been diffi- cult. Hence many have escaped this burden which has been, as a consc- quence, borne by others who are al- ready carrying a full load. As a further objection the text of the amendment is not clear and there is no assurance that it will be supplied as a substitute for present more or less unsatisfactory forms of taxation. The adoption of the amendment, however, simply authorizes further legislation, and undoubtedly some sys- tem will be carefully taken up, con- sidered and finally adopted which will meet public approval and_ require- ments. A tax on gasoline and auto trans- portation concerns, to assist in the upkeep of State highways already con- structed, seems desirable. This will place the burden of up-keep of these roads where it belongs—upon the users of such highways. Then a law compelling all auto ma- chinists to pass an examination as to their efficigncy, before they are grant- ed a license to operate a garage, with a severe penalty for operating with- out such a license. Hundreds of these so-called repair shops are in operation in Michigan, whose owners could be prosecuted for obtaining money under false pretenses, and the State owes it to its own citi- zenship, as well as to the thousands of tourists who come here to see that they are protected against the in- famous practices of this form of pi- racy. Surprise has been expressed by many over the lack of excitement in the political campaign just closed. Why they should continue to won- der over this seeming apathy on the part of the voters when spell binders have pointed to the grand old flag and the record of this and that political organization is hard to comprehend. The average American ought to know that about the only difference between the two major political par- ties to-day is that one is inside and the other outside of the pie counter. At each recurring election it be- comes more evident that the character of the candidates is more carefully considered than any unimportant dif- ference in party platforms, which is at least an encouraging sign of the times.. Frank S. Verbeck. —_—_2-——__ If you think it is worth while to lay aside the rule, first come first served, when waiting on customers. Don’t do it without first getting the customers consent, 5 Fe i ea ; | : en one ——— — i 2 SSR ta Stinson 5 ca an if Goto Pe BAO cial Pe ont Rec cse tsi nanbaamiei nanan ad nS MRE: ce sn ie ns a November 8, 1922 MICHIGAN TRADESMAN A Conservative Investment On a number of occasions we have had enquiries from customers of ours, asking if they might buy some of the Preferred stock of this Company. And on many such occasions there has been none of the stock to be had. At the present time, the officers of our Company have set aside a certain amount of Preferred stock of this Company to be sold and the proceeds therefrom used in paying for the properties, which this Com- pany has purchased in Battle Creek and to provide for the constant growth of our Company. And the officers, in view of these en- quiries, have decided to give the Com- pany's customers this opportunity of ac- quiring some of this Preferred stock at this time. The Company has paid its dividends on this stock regularly, semi-annually, (34% on June Ist, and December Ist, of each year), for more than seventeen years. This stock is Preferred as to assets and to its dividends of 7% per annum, before the Common stock can receive any divi- dend. The Company’s affairs are in the hands of a capable organization, which has been built with great care during more than twenty years, and the Company owns and controls, as you know, many very valuable brands and franchises. The Company’s customers are selected men and comprise the most aggressive merchants in the territory which we cover and are men of the highest credit standing. _. The Company’s policy of fair dealing is such that its constant increase in business has shown the approval of the retailers in the territory which it covers. The Company has safeguarded its properties in every way possible and has followed the most conservative business methods by covering all of its possible losses with insurance so as to make its securities the highest type of investments. This stock will be sold only so long as the present unsold block lasts and we shall feel obliged to fill applications for this stock in the order in which they are received. GUY W. ROUSE, President. WoRrRDEN GROCER COMPANY Grand Rapids Kalamazoo—Lansing—Battle Creek . The Prompt Shippers. ed 4 MICHIGAN TRADESMAN November 8, 1922 MOVEMENT OF MERCHANTS. Flushing—M. D. Phelps & Co. suc- ceeds the Flushing Hardware Co. Detroit—The J. L. Hudson Co. has increased its capital stock from $500,- 000 to $8,000,000. Homer—The Calhoun State Bank -has increased its capital stock from $30,000 to $60,000. Lansing—The Michigan Supply Co. has increased its capital stock from $65,000 to $130,000. Detroit—The Enterprise Hardware Co. has engaged in business at 10047 Grand River avenue. Marshall—A. H. Schuller has sold the Albert hotel to Louis Mills, who has taken possession. Benton MHarbor—Lewis Andrews has closed out his tea, coffee and spice stock and retired from trade. Detroit—Fried Brothers Steam Laundry Co., 698 Adelaide street, has changed its name to the New Era -Hand Laundry Co. ; Detroit—The Malloy-Pragg Co., toys and novelties, 145 West Larned street, has changed its name to Wil- liam J. Malloy & Co. Belleville—Ives & Hulett, Inc., deal- er in automobiles, auto accessories, parts and supplies, has changed its name to Albert Ives, Inc. Bendon—William N. Sweet, dealer in general merchandise, has purchased the general stock of A. Allen and will consolidate it with his own in the Allen building. Otsego—J. H. Pardee has sold his interest in the C. & B. Co., undertaker, to Cook & Benson, of Allegan, who will continue the business under the style of Cook & Benson. Warren—The Warren Co-Operative Co. has been incorporated with an authorized capital stock of $50,000, $10,000 of which has been subscribed and $1,000 paid in in cash. Detroit—The Clay Grocery Co., 1151 Clay avenue, has been incorporat- ed with an authorized capital stock of $1,000, all of which has been sub- scribed and paid in in cash. Eaton Rapids—LaFever & Minnie have sold their undertaking business to LeRoy Slaton, recently of Flint, who will continue the business under the style of L. S. Slayton & Co. Detroit—Bernard Weinberg & Co., 1022 East Canfield avenue, has added lines of automobile accessories, parts and supplies, builders’ hardware, etc., | to its plumbing and heating business. Bear Lake—Fire completely de- stroyed the store building and stock of groceries, hardware and feed of August Schroder, entailing a loss of over $5,000. No insurance was car- ried. Jackson—The Central City Refining Co., Route 3, has been incorporated with an authorized capital stock of $20,000, of. which amount $10,000 has been subscribed and $2,500 paid in in cash. Charlotte—Silas Kilmer and Daniel Blanchard have purchased the old drug store building of the O. P. Shu- ler estate and will remodel it into a sanitary meat market, modern in every detail which they will open for busi- ness as soon as completed. Mr, Kil- mer is at present conducting a meat market in partnership with James Ne Se eee eer Detroit — The — Pursell - Crapentien Motor Co., 3081-83 East Grand boule- vard, has been incorporated with an authorized capital stock of $10,000, all of which has been subscribed and paid in in property. Kalamazoo—The Celery City Nur- series has been incorporated with an authorized capital stock of $2,000, $1,000 of which has been subscribed and paid in in cash. Flint—The United Auto Parts Co., 1303 North Saginaw street, has been incorporated with an authorized cap- ital stock of $30,000, $26,000 of which has been subscribed and paid in in cash, Detroit—The Valley Steel & Iron Co., with business offices at 759 Book building, has been incorporated with an authorized capital stock of $5,000, all of which has been subscribed and paid in in cash. Stanton—John W. Braman has sold his grocery and meat stock to Frank P. Church, recently of Howard City, who has taken possession. Harold Church will be associated in the busi- ness with his father. Charlotte—Rhinaldo Crofoot, re- tired clothier, has purchased the in- terest of Ira D. Smith in the boot and shoe stock of Van Auken & Smith and the business will be continued under the styie of Van Auken & Crofoot. Adrian—The Gregg hotel has been sold to the Lenawee Hotel Co. which plans to rebuild and newly furnish it at an estimated cost of $150,000. The hotel will be under the management of Birney Bros., hotel men of Niles. Owosso—The Owosso Iron & Met- al Co., 409 South Cedar street, has merged its business into a stock com- pany under the same style with an authorized capital stock of $10,000, all of which has been subscribed and paid in in cash. Detroit—The Advance Stamping Co., with business offices at 1012 First National Bank building, has been in- corporated with an authorized capital stock of $25,000, of which amount $10,300 has been subscribed and $4,000 paid in in cash. Marshall—A building 40x100 feet is being erected on the property owned by Leo D. Barnard in South Mulberry street, just North of the Michigan Central -tracks. Barnard represents the Advance-Rumely Threshing -Co., of Battle Creek. Kalamazoo—Mark O. Riddle, meat dealer, has sold his market on South Burdick street to Tittle Bros. Packing Co., which conducts a chain of meat markets. Mr. Riddle will devote his entire attention to his market at 210 West Main street. Charlotte—Vincent Spaniola has sold his store building and fruit busi- ness to Bruno Spaniola, recently of Bryan, “Ohio, who has taken posses- sion. The former owner’ will devote his entire attention to his wholesale fruit business at Lansing : ' Port Huron—The Port Huron Mo- tor Sales Corporation, 1502 Military street, has been incorporated with an authorized capital stock of $20,000 common and $5,000 preferred, of which amount $15,600 has been sub- scribed and $10,000 paid in in cash. _ Grand _Rapids—The Miles-Lowell Co. has been incorporated to deal in coal, wood, coke, etc., with an author- © ized capital stock of $50,000 common and $50,000 preferred of which amount $75,000 has been subscribed and paid in, $10,000 in cash and $65,000 in prop- erty. Waters—Frank Flanders and Floyd Flanders, of Fennville, hace formed a co-partnership and purchased the B. L. Holliday stock of general merchan- dise at this place. The business will be conducted under the style of Flan- ders Bros. Frank Flanders was for- merly with the Reed grocery, Has- tings. Jackson—The R. Tannenbaum Co., 317 East Main street, has sold its stock of women’s ready-to-wear cloth- ing, its lease and store fixtures to Samuel J. Rappaport, who conducts a similar business at Lansing. The Jackson store will be known as Rapp’s and managed by Harry M. Rappaport, also of Lansing. Kalamazoo—Charles R. Green, pro- prietor of the Mattison Drug Co., has purchased a lot at the corner of South- west and Vine streets, on which he will erect a store building especially adapted to the requirements of a drug store. This location is regarded by merchants generally as the best one for a branch drug store now open in the city. Flint—The George Metroff grocery store, at 1919 South Saginaw street, was wreck by fire Monday. Attempt- ing to see how much gasoline he had in his auto tank when he drove up to the filling station. Edward Nelson held a lantern over the hole in the tank. He escaped injury when it ex- ploded, demolishing the car. Fire- men saved the filling station. Jackson—C. W. Smith, who has con- ducted a grocery store here for the past twenty years, has sold his store building, stock and store fixtures to Fred Helfenstein, who . commenced his business career as errand boy for Mr. Smith about seventeen years ago and has been connected with the busi- ness ever since with the exception of the nineteen months he spent over seas in the army during the kaiser’s war. The store is located at 400 North Pleasant street. Manufacturing Matters. St. Louis—The Par-Kar Coach Co. has increased its capital stock from $60,000 to $120,000. Wyandotte—The Regent Stove Co. has increased its capital stock from $100,000 to $700,000. Greenville—The Gordon Hollow Blast Grate Co. has changed its name to The Paul Van Deinse Co. Detroit—The Wolverine Truck- Trailer Co. has decreased its capital stock from $200,000 to $12,000. Holland—The Federal Stamping Co: will erect a modern plant on River avenue-at an estimated cost of $100,- 000. Ovid—Charles A. Covert has sold his bakery to Edward Bell, formerly of Chesaning, who has taken pos- session, Saginaw-—Charles W. Henning & Son, sausage manufacturers, are build- ing an addition to their plant,~thus adding 5,000 square feet of floor space and enabling them to install much ad- ditional machinery. ae Fenton—The Fenton Machine, Tool & Die Co. has greatly enlarged its plant and added fifty men to its work- ing force. Detroit—F. Vega & Co., 1361 Gra- tiot avenue, cigar manufacturer, has _inereased its capital» stock from $30,- 000 to $90,000. . Pontiac—Petition fora receiver was filed Nov. 2.by the Ground Hog Trac- tor Co., of Holly, and Frank M. Had- don was named temporary receiver. The company sets up liabilities of $100,000 and assets of $25,000. Ludington—R, Frank Monroe, pres- ident of the Monroe Body Co., an- nounces the organization of the Men- gel Body Co. with an authorized cap- ital stock of $1,000,000 preferred and $100,000°common no par value stock. Detroit—The Eagle Spring Bumper Co., 93 Adelaide street, has been in- corporated with an authorized cap- ital stock of $50,000, of which amount $30,000 has been subscribed and paid in, $800 in cash and $29,200 in prop- erty. Monroe—The Republic Glass Co. has been incorporated with an author- ized capital stock of $150,000 prefer- red and 3,500 shares at $1 per share, of which amount $100,000 and 3,500 shares has been subscribed and $100,- 000 paid in in cash. Detroit—The Kelso Manufacturing Co., with business offices at 1208 Kres- ge building, has been incorporated to manufacture and sell tire guages, auto equipment, etc. with an authorized capital stock of $25,000, all of which has been subscribed and paid in in cash. Sturgis—The National Carbon Coat- ed Paper Co. has merged its business into a stock company under the same style, with an authorized capital stock $500,000 common and $150,000 prefer- red, of which amount $473,700 has been subscribed and paid in in prop- erty. Grand Rapids—The Kent Furniture Co., 700 Bond avenue, N. W., has merged its business into a stock com- pany under the same style, with an authorized capital stock of $10,000, of which amount $6,000 has been sub- scribed and paid in, $4,000 in cash and $2,000 in property. Grand Rapids—The Grand Rapids Grain & Milling Co., 49 Scribner street, has merged its business into a stock company under the same style with an authorized capital stock of $15,000 common and $10,000 preferred, of which amount $13,200 has been sub- scribed and $8,200 paid in in cash. — Grand Rapids—The European Up- “holstering Co., 86 Market street, has merged its business into a stock com- pany under the same style with an authorized capital stock of $30,000 contmon and $3,000 preferred, of which amount $32,900 has been subscribed -and paid in, $11,800 in cash and $21,- 100 in property. Fenton—The Fenton Machine, Tool and Die Co. has eniarged its plant by taking over the Coe plant, former- ly occupied by the Fenton Auto Lock concern, which failed last year. The newly acquired building will be used for metal stamping, the company hav- ing received contracts calling for 2,500 auto parts a month. Fifty additional. “men will be employed, EP Serer ere a ? ie nieces PTR. a iiiatlhianaseiaialenshcidieettaaiseenchadinagiahadaneacioueaiatisElasacidstenienisundiiaemasetancieataedremeeenteaetee eee November- 8, 1922 MICHIGAN TRADESMAN 3 Essential Features of the Grocery Staples. Sugar—The market has ruled slug- gish during the week, but fairly steady under all the circumstances. Refiners are not much interested in buying raws at the moment. Refined sugar is unchanged and in light demand. Local jobbers hold cane granulated at 7.55c and beet granulated at $7.45c. Tea—The demand during the past week has been fair, but not much more. Buyers are coming often into the market for. their wants as they occur. This makes the buying look small if you consider only one day of it, but the aggregate for some such period as a week is pretty good. As to price, the whole line of teas is steady to firm. Nothing worthy can be called cheap at the present time. Coffee—While there have been some slight changes in some of the Brazil grades during the week, green and in a large way, the jobbing market for roasted coffee remains unchanged. There has been no change in Rios, even when sold green and in a large way, but Santos grades show a small fractional advance due entirely to con- ditions in’ Brazil. Milds remain throughout about unchanged, with no particular feature. The general de- mand for roasted coffee is good. Canned Fruits—California canned peaches are selling well and at full prices, but other California canned fruits are attracting no especial inter- est with the exception of canned Ha- waiian pineapple which, like a parlia- mentary motion to adjourn, is always in order when one is talking about the demand for canned foods. The people do not seem-able ever to get enough of the article and there is al- ways an enquiry for it. Pears are short on the spot, but additional stocks are in transit. No. 10 apricots and cherries are scarce on the spot. Ap- ples are lifeless and neglected. Canned .Vegetables—Buyers appear to have lost interest in canned toma- toes and so have the brokers. Buyers think they have gone past the dead line in the advance, and are now too high to retail rapidly the consumers, and the brokers are tired sending in orders and ‘offers to canners and of having them refused or declined, and of wasting money on telegrams and long distance telephoning. Everybody seems to have lost interest in toma- toes and have concluded to let them sell themselves. The interest of buy- ers in canned corn continues, but many of them who have been bearing the canned corn market and claiming that they expected to buy at 75c or less f. o. b. cannery are now trying to verify their preditcions but find them- selves unable to do so and are indus- triously trying to shade the market ‘price. This at least shows that there is an interest in the market and a disposition to buy. Canned peas are in fair request, the principal object iof search being standards, either ‘sweet or Alaska, at a price of from $1.05@1.10 f. o. b. cannery. These goods are-hard to find, in fact, none are to be found at the lower price mentioned and but few at the higher. Canned Fish—No particular change has occurred during the week in sal- _mon, except that Alaska chums, which hand offerings. demand at unchanged prices. were the leader last week, are this week quiet, but most cheap lots have been cleaned up. Pink salmon is higher than a week ago. The demand is fairly active. Red Alaska salmon is the firmest grade in the line. Every- body feels firm about them and the demand is beginning to be _ good. Maine sardines are quiet, with buyers and sellers apart. Demand is light. Tuna is firm on practically all grades on account of scarcity. Crab meat and lobster remain firm. Dried Fruits—Already buying for the Thanksgiving holiday trade has in- creased the demand for dried fruits and nuts. Dealers are stocking up, fearing that transportation delays will occur if they postpone their action until the last moment. ‘This appeas to be a wise policy, as stocks from primary points are slow in arriving from domestic points and from abroad. A short supply exists on the spot, in- creasing the jobbing demand and mak- ing for firmness. So far prune arrivals of the 1922 crop ‘have been such that they are being absorbed without any accumulations. Small and large sizes are in a better position than the medium sizes, which constitute the main portion of the coming crop. To relieve the shortage of small prunes Serbian fruit is being imported, pack- ed in American style. Oregon and California packers are firm in their views with comparatively few. first The large factors are withdrawn at the moment. Most buy- ing by the local trade is still for prompt shipment, but it is difficult to get stocks of that character as the movement from primary points is held up by the lack of cars and steamer space. Oregon prunes are active on the spot as they are at a favorable differential under California packs, Raisins are also short on the spot, in the package lines especially. The cleanup of old fruit a few weeks ago in the wholesale market has made job- bers dependent upon new goods, which are arriving with uncertainty. Apri- cots are in better demand, notably for the better grades. Peaches remain dull. There is a shortage of currants on the spot with light arrivals for the near future in time for the coming holiday. Syrup and Molasses—The demand for sugar syrup is a routine one, but nevertheless there is considerable su- gar syrup selling, consumptive de- mand for this grade being rather bet- ter than usual. The market is steady. Compound syrup is steady and the demand contant, although not large. Molasses is quiet, but with a fair con- sumptive demand at unchanged prices. Cheese—The market is steady at prices ranging about the same as a week ago. The production is about normal for the season and the con- sumptive demand fair. Prices are likely to remain unchanged for an- other week at least. Provisions — Everything in the smoked meats line is steady at un- changed prices, with the consumptive demand only fair. Pure lard is in light demand at prices ranging about lc per pound lower than a.week ago. Lard substitutes are quiet, with a light Canned meats, dried beef and barreled pork are unchanged, with a light demand. Christmas Candles—Christmas can- dies this year are available in a wide variety of color combinations and shapes, the artistic having been in- jected into the candle in remarkable degree. Available also are long, heavy candles to aid the increasing number who on Christmas Eve place a lighted candle in the front window of the home to light the Christ child on His way. There’s increased sales volume and a nice little profit for retailers who _ connect up with this interest in Christ- mas candles through displaying and selling the ornate designs of the pres- ent season. Thanksgiving—Not far distant is this National feast day and foresight- ed grocers are already laying their plans for its arrival. Good things to eat in large number and array are ready sellers at that time as every grocer knows. In view of the trans- portation situation of this fall it~ be- hooves each one to cover his require- ments early in order that there may be ample time for the goods to reach him for his Thanksgiving trade. Rice—The firmness of the primary rice markets in the South affect the local situation and counterbalance the disposition to buy in a hand-to-mouth fashion.. Enough domestic-and export business is placed with the mills to give Southern operators confidence. On the spot there is little foreign en- quiry at the moment as~that outlet has been temporarily filled. In the domestic field there are no features to be noted. -Foreign rice is easier, with a downward tendency. Saigon arrivals near at hand tend to curtail buying until they arrive. Beans and Peas—There has been practicaliy no change in beans and peas during the past week. Holders of all grades of white beans are not pressing them for: sale and a really good stock of domestic goods is not available. The situation is rather firm than otherwise. California limas are ‘unchanged. Green and Scotch peas are steady to firm, with a fair demand. Salt Fish—The mackerel situation is strong on account of prospective - scarcity. It will be remembered that last year’s mackerel was cleaned up practically entirely, and this left ‘a hole which has not been filled and which probably will not be by the current pack. All grades of mackerel are firm and the demand good. Cod- fish is steady. —_———_+-._____ Review of the Produce Market. Apples — Taliman Sweets, Wolf River-command 75c per bu; Snows, Jonathans. Kings, Shiawassee Beau- ties, Spys and Baldwins fetch $1@1.25 per bu. Bananas—8%c per lb. Beets—$1 per bu. ‘ Butter—The market is firm at about ,c per pound advance over a week ago. The production of butter is the lightest of the season and the demand has been good. We do not look for much change in the production in the next two or three weeks and we are not likely to have much change in price. Local jobbers hold extra at 47c in 63 lb. tubs; fancy in 30 Ib. tubs, 48c; prints, 49c. They pay 23c for packing stock. Cabbage—60c per bu.; red 75c per bu. : Carrots—$1 per bu. Cauliflower—$2.50 per dozen heads. Celery—35c per bunch; extra jum- bo, 50c. Cocoanuts—$7.50 per sack of 100. Cranberries—Cape Cod Early Blacks command $5.75 per % (Philadelphia) _barrel box; Late Howes, $825. Cucumbers—lIllinois hot house, $3 per doz. Eggs—Fresh are still scarce, but the high price prevailing has curtailed the consumption to a _ considerable extent. Storage eggs are unchanged, with stocks larger than they have ever been before, and the quality very good. We do look for fresh eggs to decline a little and do not look for much change in the price of storage eggs. Local jobbers pay 50c for can- dled, cases included. Cold storage operators are feeding out their sup- plies as follows: Tite tg: es ee ee 32c Seconds 2320 ee 27e Cheeks 2.6 ye ee 26c Egg Plant—$1.50 per doz. Grapes—Calif. emperors, $3. Green Onions—Chalotts, $1 per doz. bunches. Honey—32c for strained. Honey Dew Melons—$2.25 per crate of 6 to 8. Lemons—The market is without change, present quotations being as follows: comb: 25c for S00 size per box 2052.00 $12.00 300 size, per box 22 et 12.00 2/0 size, per box 225.0 se 12.00 240 size, per box 2.) Gua 11.50 Lettuce—Hot house leaf, 16c per 1b.; Iceberg from California, $6 per case. Onions—Home grown, $1.65 per 100 Ib. sack. Oranges—Fancy Sunkist Valencias are now held on the following basis: N00) os $10.50 P26) 2 ee 10.50 150, Tr and 200). 10.50 BOs 10.50 AAS oe 8.50 COs eee ee ee 7.00 eA ee 4.00 Choice, 50c per box less. Parsley—75c per doz. bunches. Pears—$1 for Kiefers. Peppers—Florida, 65c for basket containing about 18. Potatoes—Home grown 50c per bu. Poultry—The market is unchanged. Local buyers now pay as follows for live: small Eight fowls: 22. 0 ooo os 12c Meavy fowls =) 17@18c Roosters, 4 Ibs. and up -----:-- 18c Com-and Stags 2 10c Turkeys 2520050 28@30c Ducks 22 18c Pumpkins—20@25c apiece. Quinces—$2@2.50 per bu. Radishes—75c per doz. bunches. Squash—$1 per bu. for Hubbard. Sweet Potatoes—Virginia command 85c per hamper and $2.50 per bbl. Tomatoes—6 Ib. basket of California Si Turnips—75c per bu. An unswerving enemy is préferable toa fool friend. ns MICHIGAN TRADESMAN November 8, 1922 Verbeck Still Looking For the Model Hotel. Detroit, Nov. 7—The proper mark- ings along State highways of Michigan seem as yet to be an unsolved prob- lem._ I have had a recent opportunity of noting the lack of uniformity ob- served in different sections of the State as, for example, compared with Wisconsin. For instance, you pass through village after village in our own State without knowing their iden- tity unless you happen to note the modest sign displayed on the post- office building. In Wisconsin, identification is much simpler for the reason that as you approach the town you will find uni- form signs, indicating the name of the town and its distance. Then, again, under orders from State authorities, all signs indicating distance have been eliminated, and your only guide is the route number painted on small markers and _tele- phone poles, in many cases so indis- tinct that it is impossible to find them, especially when motoring at night. The Wisconsin idea is to have dis- tinct but uniform signs everywhere, located just where you would natur- ally look for them, more especially at intersections, and you may safely drive for hundreds of miles, even after dark, without a particle of doubt as to being on the right track. A woeful lack of proper road or street markings in cities traversed by trunk lines is noticeable. In other words, one cannot pass through the larger towns and _ cities without a guide. The city of Milwaukee—800,000 population—can be traversed at any time, day or night, without applying to an information bureau. All street extensions of trunk lines are clearly indicated by frequent signs. This ap- plies to most Wisconsin cities. Road advertising has, without doubt, been much overdone in Michigan and the intent of the law in regulating same was, doubtless, commendable, but the State highways should be marked plainly, with a view to con- tributing knowledge to such as use them. Among hotels recently visited in Northern Michigan I found the Brei- tung, at Negaunee, worthy of special mention. It is conducted by LaVerne Seass, who was brought up in this self same institution, ably assisted by his estimable wife, also popular with travelers. Its rooms, all modern, are rated at $1.50 to $2, the latter with bath, and all meals, of which the fol- lowing dinner is a sample, at 75 cents: Grape Fruit Tomato Soup Dill Pickles Baked Lake Trout Roast Prime Ribs of Beef, Brown Gravy Reast Fresh Turkey, Stuffed Currant Fritters, Maple Syrup Rye Bread White Bread Boiled Potatoes Mashed -Potatoes Baked Sweet Potatoes Mashed Turnips Pineapple Salad Cocoanut Pie Cak Celery Apple Pie Lemon Ice Cream e ea Milk Coffee The Breitung makes a special bid for commercial trade and gets it. Sam- ple men particularly are attracted to it for the reason that the modest charge of $1 for a well lighted, com- modious sample room is made where samples are placed on display and then for one day only, no matter how long it is used—-most assuredly an in- novation. The New Nelson, at Ishpeming is now conducted by H. W. Stegeman, for several years prprietor of the Elk Hotel, at Ontonagon. All rooms have running water, for which a charge of $1 and $1.50 (the latter with bath) is made. All meals at 75 cents. Northern Peninsula hotels are in two classes—very good and very poor. The tendency of traveling men, how- ever, is to congregate at the larger and better hotels, which accounts for cities of several thousand population having nothing better than those cheap boarding houses. The good hotels, however, are so superior that the aver- age is above normal and no great in- convenience is endured. Responses to my request for infor- mation concerning ideal country ho- tels have been so spontaneous, that I shall have plenty of material to work upon for several month. Further sug- gestions, however, are solicited, and after my return from a Florida trip in November, I hope to visit many of these which are well spoken of by commercial men and give them the publicity they deserve. The Hartford House, at Hartford, is being thoroughly remodeled and re- habilitated, and within a short time will be modern to the minute. Im- provements already planned include running water in all rooms. A new double porch extending along the en- tire hotel front has been completed. The upper portion will be fitted with French windows and screens, and is artistically illuminated at night. The dining room, I think I can safely say, is one of the most attrac- tive in the State. It is most artistical- ly decorated, the draperies are espec- ially attractive, and a full complement of small tables, seating 2, 4 and 6, have replaced the older and larger ones. Rattan chairs are used exclu- sively. Mr. and Mrs. Roy Hinckley, who own and conduct the Hartford House, are of that class who believe in re- turning to the traveling man the full measure of comfort he pays for. The hotel is conducted on the American plan at a flat charge of $3 per day. The meals are appetizing and tlfe se- lection sensible as will be seen by the accompanying dinner. menu: Tomato Soup Roast Beef with Brown Gravy Roast Pork with Apple Sauce hicken Pie Mashed Potatoes Steamed Potatoes Creamed June Peas Steamed Squash White Bread Boston Brown Bread Apple Pie, Mince Pie, Custard Pie American Cheese Tea Coffee Milk It is related of the genial Billy Shultz, manager of the Benjamin Franklin Hotel, Saginaw, that at the recent hotel men’s convention at Bat- tle Creek, he became so interested in the Gideon bible with which his room was provided that he craved of Land- lord Montgomery the privilege of car- rying same home for further perusal. If Billy will make a little investigation he will find each room of his excellent hostlery provided with a neat, appar- ently new volume of the work alluded to, showing conclusively that Brother Schultz is around to find out what his rooms contain. not constantly snooping | Said a rural landlord to me the other day: “No, I have few patrons nowadays who criticise my methods of running a hotel, but I once in a great while have a visit from one of the old time kickers, though this. does not occure once a year. Some time ago I had a visit from one who came in during the middle of the afternoon and asked me if he could get dinner. I informed him the dinner hour was over, but that I never allowed anyone to go away hungry if I knew it and would try to provide something for him. In the kitchen, through the assist- ance of one of my waitresses, we as- sembled what we considered a _ suf- ficient meal, consisting of hot soup, coffee, cold meats, bread, butter and blueberry pie. This was placed on the dining room table and the traveler was led to it. I happened to hear him say to the waitress that he wouldn’t offer such a meal to a dog. I said nothing at the time, but to- ward the completion of the meal I approached him with a_ smile and asked him if everything was satis- factory. His response was a grunt, coupled with the statement that the meal was cold and not to his liking, notwithstanding he had_ effectually disposed of it. Call particular person. MICHIGAN STATE “anyone’ Long Distance=-- =—that costs less “ANYONE” Long Distance service is an inexpensive way of using the telephone for out-of-town conversations. For a business call or social or family call that does not demand speaking with a “Certain Person,” tell the Long Distance operator you want to make an “Anyone’’ call. Then there are reduced rates in the evening or night. until 12 o'clock in the evening “Anyone” calls cost approximately one-half what they do during the day. From midnight until 4:30 a. m. they cost about one-fourth the day rate. “ANYONE” calls are quickly made, too, and will meet your needs in a majority of cases. “CERTAIN PERSON” calls are used when you must talk with a Their cost is the same, day or night. “APPOINTMENT” calls, in which connection is made at a specified time, and “Messenger Service,’”’ used to call a particular person to the telephone, are other convenient Long Distanace facilities. “Let Them Hear Your Voice—Use Long Distance” . It will save you money. % TELEPHONE CO. 39 From 8:30 Eiscasthticncemmiaisecti tee eels Tag See a be i: Seinsce aCe Sai raendtieetiteniadinasdiaenannihiibadioasdicpiodanenasahcadams gemsoieuadaddasiaamsetommaiacaton ce canmeticsenetarantertie cam ee rete November 8, 1922 When he came to settle I informed him that there would be no charge for the meal; that for a quarter of a century I had supposed “his species was extinct, but now that I had dis- covered a rare specimen, it was well worth the price of the meal. He lingered for some time with a bill in his hand, but I absolutely ig- nored him, and he eventually sneaked away. Which reminds me that the old time hotel kicker is seldom to be found nowadays, but in my own estimation he is head and shoulders above the individual who stops at your hotel, puts up with some inconvenience without saying anything about it to the landlord, though he peddles the information near and far. Any reasonable minded hotel man will thank a guest who will call his attention to any existing abuse, but it is manifestly unfair and unjust to leave his host in ignorance, and im- part the information to outsiders. In my own establishment one will always find a notice conspicuously displayed: “We invite criticism, especially when accompanied by helpful suggestions,” and we live up to it. Hotel employes are but human and petty abuses will occasionally crop out, but it is due to the landlord to impart the knowledge to him promptly and I will venture the assertion that he will be grateful to you for so doing and rectify the error promptly. As a prominent ho- tel man remarked to me the other day: “There is nothing criminal in the dis- covery of defects in hotel service, but their continuation is inexcusable.” Frank S. Verbeck. - — rss “Ilium” in Place of Gold and Platinum A substitute for platinum is a metal, combination of nine different metals, which has ‘been froduced in the labora- tories of the University of Illinois, and this important product has been nam- ed “illum” in honor of the great uni- versity where it has been developed by Prof. S. W. Parr, a member of the chemistry department. He first worked out the process of manufacturing the metal in the years before 1912. Ilium has the same metallic qualities of platinum and gold and is the only metallic substitute for them. : At present it is being developed by a manufacturing company of East Moline, Illinois. it in the manufacture of many scien- tific instruments, and especially in the lining of the coal calorimeter, which is an instrument for determining the heat value of fuels. Platinum or an equivalent substitute is necessary for accurate results, protecting acid han- dling machinery against corosion. It is therefore used in the lining of vari- ous kinds of calorimeters, including calorimeter bombs. Ano‘her way in which illium is tak- ing the place of platinum is in the lining of acid handling pumps and other machinery of a similar kind. Sulfuric must be pumped out of tank cars used for its transportation, and these cars and the pumps used must be lined wth platinum or a substitute, re- sisting corrosion. Nitric acid is handled in the same way. Its various uses are being experi- mented on constantly because of its value as a substitute, and its inexpen- siveness. If it can be made to take the rlace of platinum in many of its scientific. uses, it may become a less expensive material in the art industries. While platinum costs approximately $3000 per pound, the new metal has a market value of $3 per pound in its unfinished state, This company uses * MICHIGAN TRADESMAN Necessity of Adequate Maintenance of Railways. One of the statements which has been repeated frequently of late in many discussions of the position of the farmers is that transportation dif- ficulties have been a help rather than a hindrance. The line of argument followed is that difficulty in shipping farm products, due primarily to the car shortage, has prevented the farm- ers from marketing their grain and other crops as soon as they would oth- erwise have done and that the result- ing spreading of their appearance in the primary markets has had a ten- dency to maintain prices at a higher level than would otherwise have been the case. This may be true to a cer- tain extent, but it should not be for- gotten that the average farm has only limited facilities for storing grain and other products, the farmer in general depending upon disposing of his crops to local elevator men as soon as har- vest is completed. The car shortage has resulted in congestion at local ele- vators throughout the grain producing sections, which, as the Department of Agriculture points out, is a reminder that while freight rates are of great importance to farmers, a primary is- sue, after all, is adequate transpor- tation. It is quite possible, however, that the extent of the car shortage it- self has been somewhat magnified in the popular mind. The weekly total ef cars loaded, as reported by the American Railway Association during recent weeks has been materially greater than last year and not much below the record figures of all time. With industry certainly operating considerably below the peak and crops not materially greater, on the whole, than in 1921, it is not quite clear why there should be a car shortage greater than is normally the case during the fall months of the year —_>-+—___ New Millinery Fabrics. All-over effects, studded with tiny sequins and giass beads are some of the millinery fabrics coming into vogue for the season of formal social events, according to the current bulle- tin of the Retail Millinery Association of America, and surpass anything yet seen for evening hats. Even the slip- per satin that is a feature of the en- tire millinery trade does not come up to the smart expectations of jeweled metal cloths and gold lace for theater and other dress wear. Howevere, satin is undoubtedly the biggest success since felt almost tore its way through the style market. Brown and navy satins are used, as are black and gray, but recently henna has entered the lists and is a new note that is welcome All the satin hats in the world, however, and the profits from them cannot make up for the ap- troaching departure of lyons. While not yet actually on the wane, it is not nearly so well thought of by the mass- es as the novelty cloths. Satin came in early, handled, or it will kill the real Winter materials. Maline and satin are combined now in some quarters, but there is a ques- tion whether maline alone will stand a buying period. By rights it should follow satin, and is expected to, but and must be judiciously *% its vogue may be hurt by the unusual- ly early appearance ot satin. Duvetyn is becoming stronger and is having considerable success in combination with slipper satin. It brings high colors into play without too much brilliancy, because of its own softness. Taking No Chances. “Fifteen years ago I came to this town without a cent to my name.” > “Yes, and now? “Oh, I still keep my property in my wife’s name.” customers. Written On Your Order Sheet The success of Royal Baking Powder is inscribed on the order sheets of grocers the world over. New baking powders come and go but Royal goes steadily on repeating and repeating, in- creasing the grocer’s turnover and giving satisfaction to his ROYAL Baking Powder Absolutely Pare The best known—the best liked—sells itself Contains No Alum —Leaves No Bitter Taste the flour trade. who follows. Thank you. GRAND RAPIDS, TELL US Will you be absolutely frank and tell us—honest now—why we have failed to sell you RED STAR flour? There are lots of good flours on the market, but we know it would be impossible for any mill anywhere to make better and more perfect flour than RED STAR and naturally there are hundreds of brands that cannot in any way be compared with it. In every community there is an outstanding firm that dominates If you are in that position in your territory, we appreciate that it would be harder to interest you. If, on.the other hand, your competitor is doing the volume of flour business, you're justified in giving this Department of your business some extra consideration. You wouldn’t want to admit that your competitor has a better selling organization than you have. If you thought so, you’d improve it. If your organization isn’t holding its own in the flour trade, which is the natural leader of all staple grocery commodities, it’s probably not the fault of your organization, but that you need a change of flour. Your flour may be giving satisfaction—no doubt it is, or you wouldn’t handle it, but your competitor's flour may at the same time not only be giving satisfaction but making the trade enthusiastic. The dfference between satisfaction and enthusiasm on a flour account is the difference between the fellow who leads and the fellow RED STAR will absolutely enthuse—and we have other brands, the same as other mills, that will give satisfaction. Write us, please, immediately and let us go further into the proposition. It is worth your time and consideration. JUDSON GROCER CO. MICHIGAN MICHIGAN TRADESMAN November 8, 1922 SUIT VOGUE FOR SPRING. Designers in the garment trade are now carefully looking for indications that will be of value in considering the probable vogue of the suit in the Spring. Many believe the popularity of this type will be widespread in the coming season. One reason advanaced is that the way in which the short jacquette has been received is an in- dication of wider acceptance of the Suit. It is claimed that the style resist- ance of the consumer to the suit, ap- parently based on the objection to “broken” lines, is waning. For some time past the continuous lines of the one-piece dress and the long coat have predominated. But waning of the liking for these is now said to be shown by the use of the jacquette in both cloth and fur, and also by the coming into fashion of the long coat made to resemble the jacquette by the use of two colors or two fabrics, with “broken” lines below the waist. The Fall season opened with much attention given to the knee-length coat in suit models, accompanied by the usual diversity in the standard types of both suits and coats. But the style trend during September and October complicated the production of manu- facturers, as the short model was rap- idly singled out for favor and is the only type that may now be described as successful. At the same time, the jacquette began to be the leader in separate coats. Now the only suits that are selling satisfactorily at retail are the short belted or peplum models. So-called “bread-and-butter” suits, in- cluding staples of both high-grade and popular lines, are moving very poorly. But in the Spring the youthful styling inspired by the successful lines of the jacquette, according to the be- lief held in certain quarters indicates a revival of the sports and semi-sports suit, the sleeveless jacket and other separate versions. NOT ALL PROFITEERING. That consumers themselves are at ‘least in part responsble for the wide spread between what the farmer gets for his products and what the con- sumers pay is the nteresting theory advanced by Prof. T. N. Carver, Har- vard economist, in a series of lectures recently delivered at the New York State Agricultural College at Ithaca. Prof. Carver states that he has not found a great deal of profiteering. In other words, if all abnormal profits were eliminated it would not make much difference in the spread between the price which the consumer pays and the farmer gets. The chief rea- son for. that spread, Prof. Carver finds, is primarily the desire of the Ameri- can people to save time, even though it costs money, and second, the in- creasing cost of handling products that are consumed at a wide distance from the point of production. Freight rates and middlemen’s charges are distributed between consumers and producers in varying proportions. Where there are many substitutes for a given product the consumer has great power to resist any advanace in price due to high freight or middle- men’s charges. Where there are few substitutes he has little power of resistance. On the other hand, where the producer has a number of differ- ent markets open to him, or can turn from the production of one product to the production of another, he has great power of resisting the tendency to force the freight and middlemen’s charges upon him In the balance between these two sets of forces Prof. Carver finds the answer to the ques- tion as to who pays the freight and middlemen’s charge. NO SECONDARY INFLATION. Recent events in the business world and especially the action of the secur- ities markets have made it fairly clear that those who were predicting a pe- riod of secondary inflation for the fall and winter months were some- what off in their reckoning. The the- ory was predicated upon the belief that high Jabor costs, coupled with transportation difficulties were bound to result in higher commodity prices pimarily for manufactured and semi- finished goods ‘but also to some ex- tent for raw materials and that this in turn would be followed by consider- able increases in corporate profits with continued higher prices for that class of securities which are most affected by the current level of busi- ness. It was pointed out by some ob- servers at the time these predictions were being made, that is to say last July or August that they overlooked a very important element in the situa- tion. Inflation is necessarily based in part at least upon psychological conditions, If the truth were known, it might well be found that the en- thusiasm engendered by war condi- tions, the Liberty loan campaigns, and other similar events of 1917-18, was at least as much responsible for the inflation which followed as the war itself or the fiscal policy of the Treas- ury. Under present conditions, the mental background, which favors in- flation, is entirely absent. The con- sumer has made it only too clear that even slight price advances are bound to result in diminished consumption, and this lesson has gone through the entire machinery of production from retailer to jobber and from jobber to manufacturer. UNCERTAIN YOUTH. Just what kind of treaty we would have got at Versailles if the authors had been ardent young men instead of wicked old men we can only guess at. But there is a contribution to this fascinating problem in what has just happened in Italy. The new Premier- dictator Mussolini is said to be thirty- six years old, and the Fasciti move- ment is described by all the cor- respondents as emphatically a young men’s movement. It is the young men who are now seeking the offices of the Socialist newspapers mobbing radical Deputies, and inaugurating a foreign policy that is expected to lead to a re- newed crisis with Jugo-slavia. Youth in the role of war maker suggests that a familiar theory and phrase have to be seriously modified. It is true that old men are timid and young men are ardent. But in the Italian tongue the ardent are the Arditi, and the Arditi were d’Annun- zio’s main reliance when Fiume kept the continent on the edge of catastro- phe, and the Arditi are now the Fas- cisti. The age e‘ement holds for other countries. In Germany the murder- ers of Rathenau were high school students, and the warmest advocates of monarchial restoration in Germany are the young men in the universities. That young men are more open than old men to new visions and new forces is quite true. But youth is as susceptible to bad new visions as to good new visions and to evil new forces as to beneficent new forces. On the question of the relative docility of youth and old age the evidence is con- flicting. Youth has been more gener- ous in rebelling against injustice and tyranny. But the revolt against slaughter in the trenches a few years ago came when the young men had been sacrificed uncomplainingly and the old men were sent to the front. The fact remains that radical Italian newspapers which probab‘y stressed the work of the wicked old men at Paris are now being wrecked by the young men. THE PRICE MOVEMENT. While readjustment of wholesale prices in the United States to the levels of 1913 is yet far from com- plete, the index numbers calculated by the United States Bureau of La- bor Statistics give evidence that the inequalities which were so marked at the peak of prices in 1921 and scarcely less so during the depression of the following year are gradually being eliminated. The September index number of the bureau reveals that with the exception of bituminous coal, prices of the principal basic commodi- ties were nearer their pre-war rela- tionship to each other than at any time during the past three years. Bi- tuminous coal prices in September were, of course under the influence of the miners’ strike and have fallen substantially during the past month so that the only important exception to the stabilizing tendency has thus been to some extent eliminated In general, the level at which wholesale prices appear to tend is about 50 per cent. above the 1913 level. Of seven- teen basic commodities, six were sell- ing in September at about that level, four were still very much above it, while seven were below it. Only two, however, were below the 1913 base. COMMERCIAL FAILURES. The number of commercial failures has continued to fall since the peak reached just after the beginning of the present year and has now reached substantially the same point as in the corresponding period of 1915. In that year the greatest number of commer- cial failures also occurred in January following the slump in_ business brought about by the war. While the number of failures normally reach their high point in January of each year, it is somewhat surprising to note that the number of failures re- ported in January, 1915, was greater than the number during the first month of the current year, since the business reaction of the second half “of 1914, while severe, was not so wide- spread as that of 1921. The process of elimination which has been applied familiar work to the to the weaker concerns, and especially to those which had their unwarranted beginning either during the war or the boom of 1919 may now be regarded as substantially completed, although in the normal course of things we shall see a considerable increase in the number of failures during next month and in January, 1923. RUTS ARE FOR TIMID SOULS. Ruts are comfortable. When the rut into which we usually fall by ac- cident affords us something just better than a living, we are prone to be con- tent. The margin of safety between income and expenses is more for some and less for others, according to in- dividual tastes, but once a reasonable balance is reached there we stick—the most of us. . Ruts do have a certain usefulness in our complex civilization. Staying in a rut cultivates work by habit rather than work by thought, and since so many of us are built light above and heavy below we prefer the comfort of irritations and uncertainties of new thought in un- familiar fields. To such people ruts are anchors to peace and contentment. But ruts keep most of us from ad- vancement. Ruts are for timid souls who fear change. Ruts are comfort- able as an old shoe, but who wants to wear old shoes forever? Ruts are barriers to ambition and obstacles to progress. Who wants to improve his condition must mount the barriers and start in the obstacle race of progress. It requires effort, persist- ence, and thought—mostly thought— to recognize the limitations and select the avenue of escape into a larger, freer and more remunerative world. Getting out of a rut means acceler- ating our think-motors and speeding up our percertive faculties toward new knowledge—not cold, unrelated information, but the live, interesting significant happenings in the field of our labors. Such knowledge is im- mediately useful and at once ap- plicable to the solution of our own problems and the enhancement of our earning capacity. TAX QUESTION ANSWERED. A recent ruling of the Commission- er of Internal Revenue has cleared up the confusion heretofore existing with regard to the taxation of hunting, shooting, and riding garments which under the act are subject to a tax of 10 per cent. The International As- sociation of Garment Manufacturers urged upon the Commissioner that many garments which might techni- cally come within this category were really not articles of luxury at all but were used as working garments and hence should not be taxed. The asso- ciation further pointed out that the law was being differently interpreted by various collectors so that cer- tain manufacturers of these garments enjoyed advantages not possessed by their competitors. The Commission- er has now ruled that garments of this description are taxable only when they are obviously specifically intend- ed for sport use and for no other pur- pose and has published certain defi- nite specifications to which the gar- ments must conform to be included in the taxable category. scene Minton a 1 Aaa teammate aos esasme Se REC TE } nest senrinaaeioas Sinnamon lnc nnee emt esasme SE November 8, 1922 MICHIGAN TRADESMAN . NEW ISSUE $6,000,000 The Standard Textile Products Company First Mortgage 6%% Sinking Fund Twenty-Year Gold Bonds Dated September 1, 1922. Due September 1, 1942. Interest payable March 1 and September 1. Coupon bonds in $1,000, $500 and $100 denominations. Registerable as to principal only and interchangeable as to denomination. Redeemable at the option of the Company in whole or in part on any interest date up to and including September 1, 1932, at 110 and interest, this premium decreasing at the rate of 1% per year to maturity. Principal and interest payable at Bank of America, New York, Trustee, or at the option of the holders at The Merchants Loan and Trust Company, Chicago. Authorized $10,000,000. Outstanding $6,000,000. Interest Payable Without Deduction for Normal Federal Income Tax Not to Exceed 2% Pennsylvania Four Mill tax, Connecticut Four Mill tax, Massachusetts six percent Income Tax and the present Maryland Securities Tax refundable to holders resident in those States. The following information is summarized by Mr. Alvin Hunsicker, 1st Vice-President, from his letter to us and from auditors’ and appraisers’ reports, and other reliable sources: HISTORY: The Standard Textile Products Company, formerly Standard Oil Cloth Company, was incorporated under the laws of the State of Ohio in 1914. PRODUCTS: The Standard Textile Products Company is the largest producer of light weight oilcloth in the world. Its products include SANITAS, a washable wall covering; MERITAS oilcloth and MERITAS Leather Cloth, com- monly spoken of as “‘imitation leather.”’ SECURITY: These bonds are secured by a direct first mortgage upon all real estate, plants and equipment of the Company, including the plants at Montrose, New York; Youngstown and Akron, Ohio; Athenia, New Jersey; Rock Island, Illinois, and Columbus, Georgia. ASSETS: The depreciated sound value as of September 30, 1922, of the properties covered directly by this mort- gage or through the deposit of securities of subsidiary com- panies is $14,239,299. : As of September 30, 1922, after giving effect to this financing, the combined balance sheet of the Company and Mobile Cotton Mills shows net tangible assets of over $3,218 for each $1,000 Bond. EARNINGS: For the period of four years and nine months ended September 30, 1922, the earnings of the Company, including those of the Mobile Cotton Mills, before deprecia- tion, Federal taxes and inventory adjustments, but after allowing for interest upon the bonds of Mobile Cotton Mills now outstanding, show an average annual amount applica- ble to interest on this issue of bonds of $1,757,671, or over 4\ times maximum interest requirements on this issue. SINKING FUND: On October 1, 1925, a sinking fund payment of 114% of the total amount of this issue out- standing will be made, and thereafter semi-annual sinking fund payments will be made at the annual rate of either 3% of the greatest amount of these bonds at any time out- standing or 20% of the net earnings for the year ending the preceding December 31, whichever amount shall be the greater. Bonds are offered for delivery when, as and if issued and received byus and approved by our Counsel. It is expected that Temporary Bonds or Interim Receipts of Bank of America, New York, will be ready for delivery about December 1, 1922. PRICE: 100 and Interest, to Yield 6 1-2% Standard Textile Products Company 8% Sinking Fund Debenture Gold Bonds will be accepted by the undersigned in payment at their redemption price of 105 and accrued interest. Meritas Mills First Mortgage Gold 6% Bonds ~ will be accepted in payment at the:r redemption price of 102 and accrued interest, except that the maturity due April Ist, 1923, will be accepted at 100 and accrued interest. Howe, Snow & Bertles (INCORPORATED) INVESTMENT SECURITIES Grand Rapids Savings Bldg. Grand Rapids, Mich. 120 Broadway New York City 310 Ford Building Detroit, Mich. Statistics and information contained in this circular while not guaranteed are obtained from sources we believe to be reliable. MICHIGAN TRADESMAN November 8, 1922 \ Ly 10 a a r ass —A4 sgesEse S sce ee ZEA AAGES > é Ss. ~—< LE S c So = ro rasa D = xf ¢ =e = = = =e = = = = = = oe = ~ -D: : MWET : ’ REVIEW or SHOE MARKET || Ze ae = — : | = . - =. =a = = aE} mS = = = fp eS ata . mt = =. oot ee eS ‘ we f= ) UA . i (SS Hes A = >.“ ay Y C WY \ = Mi A aS Yan Y Requirements For Foundation Shoes. Two years ago the National Board of the Y. W. C. A. in putting forth its education program for health un- dertook the endorsement of shoes con- forming to certain specifications set up by their Bureau of Social Educa- tion. On Jan. 1, 1922, the association ceased approving shoes. Shortly after- wards the Women’s Foundation for Health, a co-operative body of 15 lead- ing women’s organizations, in begin- ning their five year program based on the positive phase of health, realized that the division of that program put- ting forth the relation of feet to health and stating the type of shoes neces- sary to health and comfort, was cre- ating a demand which would have to be met. In consequence the Foundation’s technical committee on shoes, after spending months in study and re- search, has selected four lasts, over which all of their shoes are to be made, and have set forth the following specifications requiring that the Foun- dation shoes shall: _ I. Be adapted to the different type of feet and 1. Conform to the outline of the normal feet. 2. Be made with a low heel, pro- viding a firm base from toe to heel. 4. Be made with a flexible shank. II. Be manufactured. 1. Of the better grade throughout. 2. Under best working conditions. 3. Under contract providing lowest wholesale prices yielding normal profit. 4. In latest styles on correct lasts. The shoe will bear the name of “Trail Blazer,” significant of the new trail which the Foundation is starting for women in their program of indi- vidual responsibility for heath, which the organization deems the first step in achieving physical and mental eff- ciency. materials —_—_2-2.——___ Wisconsin’s Youngest Shoe Merchant. Victor Hau, of St. Cloud, frobably is the youngest shoe merchant in the State of Wisconsin, if not in the United States. He is 17 years old and has been operating a shoe store in Saint Cloud which was owned by his father until his death a month ago. Young Mr. Hau is determined to con- tinue the operation of this successful store and the city regards him as an asset to the community, as well as to the shoe craft. Victor’s mother died five years ago, ‘eaving eight children, of whom the youngest was an infant and the oldest, a girl of fourteen. After the funeral of the father, Vic- tor returned to the store and pondered over the situation which was facing him. It was a big problem, but know- ing that he was the oldest boy in the family of. eight children, he felt the responsibility very keenly. He had worked in the store with his father and had learned the business well, so he decided to follow in the footsteps of his father and become a shoe mer- chant. : —_—_> >> See Your Customer First and Last. You must meet people well or you can’t win them. Never with a deceit- ful air, but always with a glad hand and an open heart. Be frank and courteous always, and under all cir- cumstances. If you want to be successful see your customer first. Receive him kindly, place him in good hands and assure him that he will be treated right. See him last and get an expression from him as to how he has been treated. Invite him back again and be particularly careful that he goes away satisfied. And be careful again that you hold all your old customers for there is the foundation of your business and upon it you can build. If you can’t hold your old customers how can you expect to hold your new ones? You must remember also that your old customers will get “weak in the faith.” If you never give them anything except the glad hand and an open heart they will consider it hard- ly enough. They sometimes expect a little something more, and a small gift occasionally is money well spent and usually appreciated. But don’t stop at that. Educate your trade to buy good goods. Do not handle goods to compete in price with catalogue houses. It is well enough to have a small assortment cf cheap goods on hand to show your trade the difference between a first class article and a cheap one. Push goods and stand by them. Educate your trade to know that when you recommend an article it means something. It is not necessary to guarantee your goods but handle a line that you know will give satisfaction. —— --e—_____ Double Stock Bins. It occasionally happens that the shoe merchant is lucky enough to have ample srace for his use at a nominal cost (truer of the small town mer- chant than the large). This is the case with the Marot Store, Indian- apolis, as they have eight floors de- voted to shoes only. Built a couple of feet from the wall on their main floor are stock-bins that give the ap- pearance of partitions, and which do not separate one aisle from the other. In reality, these serve a double pur- pose, storing quantities of stock at the same time, Of course the stock they hold is that which is carried in that section, and it is only a step to or be- hind this partition to obtain whatever shoe is necessary. The customer is left alone only a minute or two. ——_~- Growth of Phonograph Manufactures. The growth of the phonograph in- dustry is strikingly shown in the re- cently issued census report dealing with manufacturers of musical instru- ments. For 1919 the total value of the pianos, organs, piauo and organ materials, metal and stringed instru- ments, and phonographs manufactured in the United States amounted to $320,005,149, and of this total substan- tially half, or $158,547,870, was made up of talking machines, records, and blanks. Even as late as 1914 the value cf this class of products made up less SAA than one-fourth of the total manu- factures of musical instruments, while in the census year of 1909 the propor- tion was only a little in excess of 10 per cent. Doubtless events since 1919 have somewhat reduced the output of phonographs and similar machines, but they still form, in all probability, the most important division of the group. —_++——___ The best executive is the one who can develop the best that is in others. Black Kid,, Flex bie McKay, Stock No. 700 Price Terms 3-10. Net 30 days, Write for pamphlet. BRANDAU SHOE CO., Detroit, Mich. door customer. service shoes. works. vice giving shoes. of your community. Supply “‘H. B. HARD PAN” fo your out He needs the best in Reasonably priced—sat- isfaction giving shoes for the man who You can recommend and sell “‘H. B. Hard Pan’”’ shoes to your trade as the best, because they are the best ser- Stock and push them. They will build for you an ever increasing business among the substantial people Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. “Sorry I am out of your size.” Shoe Mnfg., Tanners Michigan Shoe Merchants Listen in on this An Eleventh hour opportunity to Stock Satin Comfeys is yours. Don't delay. They come in Baby Blue, Black, Old Rose, American Beauty and Royal Blue. $1.00 only. Send in your sizes NOW on all other Felt Goods and avoid HIRTH-KRAUSE CO. Grand Rapids, Mich. 4 ¥ Es a eo ea ar eae a es iF ae eel a ia caine November 8, 1922 MICHIGAN TRADESMAN Salesmen Should Not Be Too Force- : ful. To be aggressive without being brusque; forceful, without being im- polite; clever without. being too smart —these are the cardinal points of good hardware salesmanship. Aggressiveness is perhaps the qual- ity around which most danger centers —it is the “thin ice” of salesmanship. The line that divided the “spineless” man from the bulldog type is not well defined. ‘Fools rush in where angels fear to tread.’ Likewise the over- aggressive plunge, when all the rules “of salesmanship tell them to tread softly. To impress your prospective cus- tomer with the fact that you possess force is a good thing, and helps great- ly to land the sale, but to give the impression that you have a_super- abundance of “gall” makes it neces- sary for you to overcome the dislike you create and thus the task of selling goods becomes a double problem. Gaining the Customers’ Respect. In order to gain the buyer’s respect and to hold it the hardware salesman must quote one price, and that the lowest. Once let him establish this reputation and he will find that his sales will come easier, his customers will haye more respect for him, and, of course, his trade will honor the man who does not have to give away profits to sell goods. It is well to remember, “Life is full of golden opportunities for doing what we do not wish to do.” Forget the price argument. Play upon the goods and their merits and the matter of price will be seconding your ability and efforts. Mix Brains With Selling. You must mix brains with your work. A salesman is no bigger than the trade he can secure. Service is just what its name im- plies. It is not possible to simplify the word with other definitions. It is merely the result of man’s active desire to be of use to his customers and to all with whom he deals. Service to the customer lies along the way of selling him the right goods. Show him that you are using wider knowledge of your line and of the general market to serve him, and then when he needs goods he will serve you by giving the order. Some men have the mistaken idea if they cannot sell a prospect the next best thing to do is to quarrel. with him. Others, after an unproductive display, leave a man with such a dis- gruntled air that they virtually shut the door of their own store upon the occasion of a later visit. By all means learn that if you cannot sell to-day, to-morrow you may. The writer re- cently addressed a meeting of news- paper salesmen, men who sold space in a leading daily, commonly known as “solicitors,’ but salesmen in the fullest sense of the word. Said one alert man, “I called on a certain pros- pect several times, each time was re- fused an order, until at last I con- quered.” The moral of the story is, “What chance do you suppose the man would have stood if he had lost patience on one of his calls?” Ask yourself, “Am I making my display properly? Have I the grace to leave an unsold prospect with a- feeling of good will, so that the re- turn visit can be made at some future time and perhaps with more success?” “Something for you?” That is heard every day, and un- doubtedly heads the list of foolish questions. Of course the customer wants “something” or why _ should he come into your store? Close cousin to the above is the query, “What kin I do for you?’ If customers wish to reply in the same strain they would say, “You can’t do nothing for I.” Why not say, “Good morning, can I be of service to you?” or, “What is your pleasure to-day.” The expression (supposed to be a clinching argument) “TI have that very same article in my home,” is the heighth of poor salesmanship, for the customer is not buying to suit your taste, but his own. What may please you, may not appeal to him. Sure death to sales efforts is the air of assurance some hardware salesmen assume when a customer enters. Their very attitude seems t say: “Now get ready to buy and buy quickly, for I have not much time to waste on triflers.” Remember, you will find two sorts of customers—those who rely on their own knowledge of merchandise and those who depend on the salesperson. How are you to recognize them? Sometimes the customer tells you by asking a question. Sometimes you find out for yourself by volunteering information. After the sale has been made and you have handed the customer the change, comes the momentary gap in the conversation, that lull in the bar- gaining sense that always reminds one of a ship whose engines have stopped and which is without a guiding hand. Watch the face as you wait upon a customer and notice the effect of your talk and the manner in which you dis- play your goods. Put yourself in the customer’s place and see if you would be satisfied with the way you have made the sale—B. J. Munchweiler in Hardware Age. —_++.>___ Organized Christianity. Detroit, Nov. 7—Men are beginning to understand that it is a good thing to try to understand one another and each other’s position; to try to ap- preciate the spiritual values for which each religious body stands: and to re- duce the relations of the numerous Christian bodies to order. so as to de- velop the co-operative spirit to spread and establish the Kingdom of God here on earth. This movement for church unity is related to the larger movement to secure orderly relations between capital and labor, and to sub- stitute order for anarchy in the inter- national relations of political States. It is a fallacy to suppose that whats has been must be, or to suppose that ~ human nature is incapable of advances in orderly association. The possibili- ties of progress in religion, in politics, in business, and in human society, generally, must be a- matter of conjec- ture, depending upon advance in order- ly human association Lewis Stockton, Noise No Value As Power. The general manager of a large sell- ing organization called his salesmen into his office one morning to give them a speech. Wondering what the old man was going to say, they filed in. After an impressve silence he looked up and remarked: “Remember the steam that goes through the whistle doesn’t turn the wheels. That is all, good day, gentle- men.” 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. We are making a special offer on Agricultural Hydrated Lime in less than car lots. A. B. KNOWLSON CoO. Grand Rapids Michigan GRAND RAPIDS KNITTING MILLS Manufacturers of High Grade Men’s Union Suits at Popular Prices Write or Wire Grand Rapids Knitting Mills Grand Rapids, Mich. CLAIMS PAID $1,176,132.85 over $200,000. proportion. See local agent or write to HOWELL Total assets, October 1, - Gain over a year ago Covering Fire, Theft, Liability and Collision UTOMOBILE. owners have been using greater care this year in selection of the company carrying their insurance. The Citizens’ Mutual Automobile Insurance Company of How- ell, has a state-wide organization of attorneys, agents and ad- justers to assist the policy holder in trouble. The company has settled over ten thousand claims and has paid during the year When your car is damaged by fire, theft or collision, or when a damage suit of liability is brought against you, you will be glad that you have a policy in a substantial company. Automobile losses are complicated and it takes men of experience to assist in the adjustment or the settlement of the liability claims. You can obtain this service for a small cost. Do not take chances on a new or untried company but insure in a company strong enough to stand the test of heavy losses. $254,746.33 88,339.68 The cost of insuring a Ford car covering fire, theft and liability in the country districts is only $9.60, and other cars in The Citizens’ Mutual Automobile Insurance Co. MICHIGAN Conservative [avestors Patronize Tradesman A dvertisers 12 MICHIGAN TRADESMAN November 8,-1922 — ~~ — _— ~ ~ a CUCe pee eopad end Germany’s Present Position in Finan- cial Disintegration. At the moment the world’s eyes are converged on Germany, and on what has come to be regarded as its financial disintegration. What a week, or a month, or a year hence holds for Ger- many is entirely beyond the realm of safe prediction. Its currency, pro- gressively debased by rrodigious is- sues of irredeemable paper notes, has followed the course of the French as- signats and the continental currency of the 18th century, and the Austrian crown of the present era. Its purchas- ing power. having fallen far, is almost gone. Before the close of October 4,000 marks, which at one. time was equivalent to $1,000 in our funds, had a value equivalent to one American dollar. The effect of the collapse of the mark has been told over and over, until it has come to be a familiar story. But now the story is coming to have a new variation, one that has a tre- mendous significance on the welfare of the German people, and, through them, on the welfare of all people on whom Germany’s prosperity or ad- versity has any bearing. This varia- tion is found in the growing refusal of the German reople themse ves to ac- cept the mark, and in their resort to barter. wherever possible, rather than to remain any longer at the mercy of their tottering monetary system. Up to a very short time ago the German people on the whole could not, or would not, accept the outside world’s judgment regarding the direction in which the mark was headed; the mark was for them the accepted standard of value and the familiar medium of exchange, and they readily bought and sold goods for marks accepted wages in marks, made contracts in marks— in short conducted their business in the terms of their own currency just as freely as Englishmen conducted their business in terms of pounds, Frenchmen in terms of francs, and Americans in terms of dol‘ars. This was in accordance with human nature and with the custom and neces- sities of the daily life of Germany’s sixty million people, who for genera- tions had used a single money token, until it became a part of their exist- ence. Unstable as their money be- came, through inflation, it was still to the untutored minds of millions of reople, the. currency of their trade, and as such the only currency they knew. It is hard to break the custom and fath of generations, and so jong as the confidence of the people in their currency continued it was to be ex- pected that they would continue to produce, sell and trade in the terms of that currency, adjusting prices and wages upward in inverse ratio to the debasement of the currency, and even entering upon future contracts in in- stances where they could determine for any given time what they would have to pay for labor, materials, trans- portation etc. But now, with the mark vadeed in the exchanges at a thousandth part of its gold parity, with the printing press- es continuing to turn out millions of new notes every day, until the total of outstanding circulating notes ap- proaches 400,000,000,000 marks, and with the government open'y confess- ing itself helpless to correct matters, the confidence in the mark within Ger- many is at last shaken—just as it long ago came to be shaken outside—and the next step is one that, to those who are watching developments, must be regarded with extreme interest For the moment, those inhabitants of Germany who cannot do otherwise continue to use marks; business within the country’ maintains its activity, and though hardship is being suffered, the rising course of mark prices gives a continuing semblance of prosperity. But wherever it can be done, the mark is shunned; the law has been invoked to compel its continued use, still the practice grows of calculating prices of domestic transactions in doliars, gui:d- ers, francs and pounds. Moreover, barter has taken the place of cash transactions wherever _ practicable; press dispatches give many instances of this, and the following examples of barter terms are indicative of the way in which matters are developing: The Weimar board governing the agricultural schools at Triptis and Marksujl has fixed the tuition for the winter term in rye instead of in money. Thuringians will pay one and one-half centners (hundred weights) for the semester, and non-residents of Thur- Ingia two centners The Saxon Thuringian Power Co., at Auma has announced that it wil receive, instead of cash, ten eggs, three pounds of wheat flour or a quarter of a centner of rotatoes for each kilo- watt hour of electricity consunied. Naumberg and Braunschweig physi- cians state that henceforth all rural pa- tients will be expected to pay for medical attention in produce at its pre- war cost. The pre-war price of bread was recently fixed by Magdeburg doc- tors as a basis of payment. With its pecple unable to buy and sell freely, or to conduct any business on credit with assurance of profit, Germany is at a turning of the way, for foreign currency is scarce and bar- ter can hardly be a substitute for cash transactions in a country so high‘y in- dustrialized that a large percentage of its inhabitants are city workers who gain their livelihood by rendering ser- vices which are not immediately ex- changeable for eggs, potatoes or bread. Germany’s population is foo Have You a Financial Secretary? NE of the trust services of this institution is to act as financial secretary to men and women who wish to be relieved of worry and assured of the careful management of their property. In this capacity we safeguard their securi- ties; we collect dividends, rents and coupons; we attend to all tax and insurance matters; we in- vest and re-invest funds; we do everything that a financial secretary can do, but unlike the individual secretary, this institution is never ill and away for an extended absence. We would be glad to discuss these matters further with you. [RAND RAPIOS [RUST [\UMPANY GRAND RAPIDS, MICH. Ottawa at Fountain Both Phones 4391 Fenton Davis & Bovle BONDS EXCLUSIVELY G. R. NAT. BANK BLDG. Chicago GRAND RAPIDS Detroit First National Bank Bldg. Telephones } Se ae Congress Building PERKINS, EVERETT - GEISTERT CITzZ. 4334. Ag, By eS tz, n es BEtL,.M. 280. Direct wires to every important market east of the Mississippi. A statistical service unsurpassed. CADILLAC STATE BANK CADILLAC, MICH. sou $ 100,000.00 100,000.00 Capital ... Surplus .......- Deposits (over). . We pay 4% on savings The directors who control the affairs of this bank represent much of the ‘strong and suc- cessful business of Northera M.chigan. RESERVE FOR STATE BANKS 2,000,000.00 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 8 Street Grandville Avenue and Cordella — . .Bridge, Lexington and Stocking West Leonard and Turner Avenue Bridge Street and Mt. Vermont Avenue - Division Avenue and Franklin Street A. 7 sesgapterysoscrimerr yen ae tgs Ms PERNT RN A oh ohestycheny an atte NRE Aine “ame contest NEE ae TBO CRI Pe MNS ar Ph November 8, 1922 orenenenecorarenneeemnnieietncere ener te ete ee MICHIGAN, TRADESMAN , 13 great, and the distribution of urban and rural dwellers is too complex, for the people to go all the ‘way back to the primitive conditions signified by pure barter, in which each family lives on the land and supplies its wants by its.own production and by exchange with its neighbor. A breakdown of confidence always has an Ominous meaning, and though in Germany it may not mean an im- mediate industrial collapse or im- proverishment of the people, it signi- fies hardship for the rank and file and a vast readjustment of business and trade relationships. Even those who have given only cursory thought to the causes underlying the sinking of the mark must see that there can be no hope of restoring it to its old value. With more paper notes added every day to the outstanding supply, and with the government confessing itself unable to stem the tide which it or- iginally set loose, the substantial breakdown of the present system means that the mark is far beyond anything like full redemption and, just as occurred in this country after the Revolutionary War and in France after its revolution, values must ulti- mately come to be expressed wholly in new terms. What these new terms wiil be, and how they will come about, are for the moment matters of mere guess work. As pointed out by those who have given ‘thought to the problem, it is greatly complicated by the fact that the paper circulation of Germany con- sists not of government money but of notes issued by the Reichsbank, and in theory secured by the realizable assets of that institution. These as- sets consist in overwhelmingly large proportion of the German govern- ment’s promises to pay; still the gov- ernment, intent upon establishing a new currency, cannot cancel, outright, the notes of a banking institution. To have a new form of unsecured currency run along side by side with the old would not help matters, nor is it to be expected that foreign cur- rency, in the present extraordinary condition of affairs, can fill the void. In order to obtain the currency of other countries, Germany would have to offer something in return, and its export trade is woefully inadequate. It is easy enough for us, at this distance, to prescribe for Germany, saying that its exrort must increase, its finances must be reformed, its budget must be balanced, its currency must be stabil- ized and a loan must be floated to take care of current obligations. An off- hand prescripton like that is one thing. Putting it into practical effect is some- thing entirely different. For the present the government in Germany is at the mercy of forces which at one time operated in its in- terest but which it no longer controls; it fears for political reasons to resort to taxation drastic enough to balance the national budget and thus stop in- flation, and even if it did dare, the power of the people to meet the im- posts is under existing conditions too small to have the desired effect. Notwithstanding this, it is from the point of view of the tax-paying power of the people that the question of Germany’s future must be approached. and that is why the plan of repara- tions, which calls for a continuing ex- port of wealth from Germany without compensating import of wealth, has so large a bearing in the case. German leaders profess that their country could go forward and overcome all its difficulties were a moratorium to re- lieve the pressure of its external ob- ligations Hence the interest in the proposals made within Germany that the nation declare itself bankrupt and thus bring about a condition like that which would occur if a commercial enterprise were placed in the hands of a com- mittee of creditors. Bankruptcy for Germany is a term open to a number of interpretations; if it were to mean that Germany desired to repudiate outright its currency, that, as the economic students have explained it, would be a wholly different matter than if it confessed inability to meet future reparation payments, and it would still be different than if it ,were to default paying the current interest on its internal indebtedness. Govern- ment insolvency has been known be- fore; Turkey China, Greece and Portugal, as weil as certain of the Central American states, are recalled as having defaulted in interest pay- ments on .loans floated by them in foreign markets. Government insol- vency for Germany, if it were formal]- ly acknowledged, would mean some- thing more than it meant for those countries. Conceivably, however, it might mean a general combination of default on internal and external debts, and a repudiation of currency. To work aut a condition like that would impose a prodigious task upon those who might intervene to estab- lish order, for apart from all social and political considerations, it would involve coincidently a reorganization of internai debts, a revision of repara- tions; a. supervision of public revenues and expenses, and last, but by no means least, “an establishment of an entirely new and stable currency sys- tem. The task would be one surpass- ing any in national finance that has eve been attempted before. —_~>--+____. If you give away the secrets of your employer’s business to outsiders, you may expect them to take advantage of the knowledge when opportunity offers. That reduces the security of your own job. lil 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 Citz. Ground Floor Michigan oe Bidg. Bell Grand Rapids, Michigan M- INSURANCE IN FORCE $85,000,000.00 WILLIAM A. WATTS © RANSOM E. OLDS President Chairman of Board INCE CoMPANY Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Michigan GREEN & MORRISON—Michigan State Agents 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 GFAND RAPIDS NATIONAL BANK GRAND RAPIDS, MICH. Do you have to work for a living? OST of us do—it’s no disgrace. Most men over thirty have begun to think about building up an estate. If the man of thirty could be blessed with the experience that he has when he gets to be fifty, he would not be taking chances. He would safe- guard his accumulations, out of his own reach and out of reach of any mis-chance. He would put them in a “‘Living Trust’’ with a reliable trust com- pany, putting responsibility for investment upon his trustee. Let us illustrate to you the different purposes of ‘Living Trusts.”’ Our officers are available now. Ask for our new booklet: ‘What you should know about Wills and - the Conservation of Estates.”’ DIRECTORS. OFFICERS — - -aeett li. ohn uffy. Lewis H. Withey -.._President Frederick A. Géeckam. Henry idema - --__- Vice Pres. Claude Hamilton. F. A. Gorham -.-_... Vice Pres. Thomas H. Hume. Henry Idema. William Judson. Miner S. Keeler. James D. Lacey. Edward Lowe. ——— E. Olds. J. Boyd Pantiind. William Aiden Smith. Godfrey von Platen. Dudley E. Waters. Lewis H. Withey. 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. Lille -..--__. Asst. Secy. C. Sophus Johnson__Asst. Secy. Arend V. Dubee__Trust Officer “Oldest Trust Company in Michigan” -GRAND RAPIDS, MICH. 14 Influence of the Money Market. Accumulation of idle funds, follow- ing such a severe period of adjustment as that through which the business world has passed, has lowered money rates, and undoubtedly the very fact that rates are low thas had an im- portant effect in encouraging borrow- ers to resort to credit. But with re- spect to the so-called “secondary in- flation,” it should be clear that mere availability of credit on cheap terms would not, in and of itself, stimulate industry if all other considerations were opposed to betterment. In con- junction with plentiful funds and easy money there has been a substantial m- provement in basic conditions, else the trade betterment now under way would be feeble at best, and would soon thin out. We have been virtually free for some time from the restraint which the so-called frozen credits of 1920 and 1921 exercised, and we have gone beyond the stabilization point of commodity prices, reached early this year when the downward sweep was permanently arrested. In addition, there are evidences in various trades of an abandonment of the policy of hand-to-mouth purchases, and an adoption on the part of manufactur- ers and merchants alike of a more liberal buying attitude. These factors, combined with the completion of writ- ing down of inventories, the abundant harvest of 1922, and the assurances given, even before election, of politi- cal sanity throughout the country, have ail combined to make the situa- tion what it is, and to stimulate con- fidence in the outlook. Ever since the autumn of 1920, the country has been in a period of con- stantly increasing money supply. There are many indications that this period has practically run its course; if these indications are correct, it is logical to look for a slight turn in in- terest rates. There is still an abun- dance of available credit, but the opinion is nevertheless growing that money rates have passed their lowest point of the present movement and that the tendency will now be toward slightly higher levels. Conditions warrant no striking upward movement of rates. Were we in a position to base con- conclusions on the shortage of real capital throughout the world, it would be reasonable at this time to say that the rate of interest for permanent in- vestment would soon make its effect felt in advancing rates for permanent and temporary funds alike. With the outlet for investment in so many countries blocked, we cannot for the present consider the world as a unit in either an investment or money mar- ket sense, and, of course, with money market rates in the United States in- fluenced by the.tremendous accumu- lation of foreign gold, it must be ackowledged that the rate of interest for temporary employment of floating resources is not likely to be carried to any immediately high levels. In the long run, the rate of interest on invest- ment funds must govern the money market rate, and if next year any semblance of order comes in the world’s financial affairs, the relation- MICHIGAN TRADESMAN ship of the two may begin to manifest itself in a new light. —_—_ <2. Items From the Cloverland of Michi- gan. Sault Ste. Marie, Nov. 7—The Green Manufacturing Co. was sold last week to H. J. Werle and Geo. M. Fuller, both of Bay City, and will now be conducted under the name of Werle & Fuller. The same staff and busi- ness methods will be maintained. It is one of the Soo’s old reliable estab- lishments. It was purchased a few years ago by J. P. Connolly, who later sold his interests to Fred Green. The store carries three larce depart- ments the harness business, canvas manufacturing branch and the tires and accessories department. Mr. Green has not yet made any plans for the future, but expects to remain in the city for some time. Probably nobodv is a “good loser,” but a diplomat pretends to be. That times are much better in the Upper Peninsula is noticeable by the fact that hundreds of jobs go begging. The camps are offering $50 per month and the employment situation has not been so grave since 1919 The Soo expects to celebrate armis- tice day November 11 in an elaborate manner. A heavy programme con- taining many attracations is scheduled and fireworks will be visible for many miles. It is expected that a large dele- gation from the surrounding country will be here on that day. “Our ancestors lived in trees and the average man of to-day is up a tree most of the time.” Our mighty hunters are beginning to check up in order to be ready when the opening gun is fired. Many are leaving for camp to-day to do a little missionary work in the camps. H. J. Anderson, the well-known lum- berman of Drummond Island, was a business visitor this week, purchasing supplies for the winter. “What you hear never seems as im- pressive as what you overhear.” Herb. Fletcher, the popular cashier at the Soo Savings Bank, chaperoned a party of hunters Sunday and got more game than the entire party. For a time it seemed as if there would be a surplus of rabbits. However, on the homeward trip they were distributed satisfactorily and there is no danger of a meat famine among the party. Three of our distinguished citizens had a narrow escape while making a trip overland to Cheboygan to attend a Rotary meeting held there last week when the car in which they were riding struck a bump on the road near Pickford. H. C. Lawton, manager of the Soo Creamery & Produce Co., sus- tained a broken nose and other minor injuries, Postmaster Wiiliam Snell was severely bruised and Mr. Lampman, agent of the Pittsburgh Steamship Co., received a scalp wound, but escaped other injuries. This, however, did not break up the party and the other cars continued the journey and report hav- ing had a very merry time at Cheboy- gan, where they were entertained by the Rotarians. During the past week there has been more moonshine than sunshine in the Soo. Old Sol seems to have hidden from view, whereas moonshine is in evidence day and night. The hotel at DeTour is making for progress, the latest good work beifig the installation of electric lights in the bed rooms and hot and cold water in the wash rooms. All the hotel now requires is rebuilding and refurnishing to put it in first class shape. Art. Smith, representing the Liggett & Meyers Tobacco Co., of St. Louis. is in the city this week. His many friends are always pleased to see him. As the Soo is his home town, it is needless to say that he is also glad to renew acquaintances. William G. Tapert. —~>+- > At about the age of sixteen the aver- age boy begins to fool around love as if he thought it wasn’t loaded. November 8, 1922 Citizens 62-209 For Good, Dividend-Paying Investments Consult F. A. Sawall Company 313-314-315 Murray Building Grand Rapids, Michigan Bell Main 3596 34% Fourth National Ban United States Depositary Capital $300,000 Surplus $300,000 3 % interest paid on Savings Deposits, payable © semi-annually. ME en c. a oe TM 6 eT ems © Wm. H. Anderson Christian Bertsch David H. Brown Marshall M. Uhl GRAND RAPIDS MICHIGAN interest paid on Certificates of Deposit if left one year. OFFICERS. Wm. H. Anderson, President; Lavant Z. Caukin, Vice-President; J. Clinton Bishop, Cashier. Alva T. Edison, Ass’t Cashier; Harry C. Lundberg, Ass’t Cashier. DIRECTORS. Lavant Z. Caukin Sidney F. Stevens Robert D. Graham Samuel G. Braudy Samuel D. Young James L. Hamilton 7 “a ULM sAssisssisisssssissssssssssssIsisitihhthhliMhi hs ssssMsisiMihssssDsDhishsssMsihisdsissssdittsshsshdhs ESTABLISHED 1853 Through our Bond De- partment we offer only such bonds as are suitable for the funds of this bank. Buy Safe Bonds from The Old National Wdaleeaaaiauuaiéailiuiaiiilliialie Lith, WLLL LLL LLAMA AAA WZ ‘‘A MOTOR CAR is only as good as the house THAT SELLS IT.” We consider our Service organization second to none in Michigan. Consider this when you buy your NEXT CAR. we om Pierce-Arrow Marmon Oldsmobile F. W. Kramer Motor Co. Grand Rapids, - Michigan se SRE PREARBECRURERREIC Ce een ee. November 8, 1922 Inspect Smoke and Furnace Pipes. In the fall and early winter special attention should be paid to stove pipes, furnace pipes smoke vents and flues. Where these are of metal they fre quently rust, come apart or deterior- ate during the summer, and when fires are started up in the fall, or they are put to a severe test during the first very cold weather, a blaze is likely to result. Now that fire prevention and safety first have become National slo- gans, the importance of careful super- vision of heating apparatus and flues should be recognized by every good citizen, and a thorough inspection should always precede the first use of heating apparatus. There is special need of unusually careful attention to flues, smoke-pipes and heating apparatus generally this season, becauase of the abnormal fuel conditions. Millions of householders will be compelled to use ‘soft coal who have heretofore used hard coal, and the change: will necessarily in- troduce many serious fire hazards, un- less great care is taken to see that flues and smoke-pipes are kept clear and that proper safeguards are pro- vided for the other dangers which will develop. Fires due to faulty furnace pipes and smoke pipes have been unusually numerous this season, especially where there ‘was dampness. Where the sur- face was already corroded by the heat and fumes, the dampness soon rusted the metal so that a pipe which looked all right on the outside would collapse with the slightest strain. The danger of such pipes in basements, often near wooden partitions and ceilings, is evi- dent, but only an inspection would re- veal the interior weakness. These warnings should be especially emphatic as to dwelling, for basement fires are apt to. get under dangerous headway before they are discovered, and when they occur at night life as well as property is endangered. Special attention should also be paid to furnace pipes and smoke vents in churches and schools, because of the large numbers of people whose lives are at risk. School boards and church trustees, working on the theory of personal responsibility for preventable fires, should pay special! attention to these danger points, and if necessary, the metal smoke pipes leading from the furnace to the chimney should be replaced each year to insure safety. An ounce of fire prevention is worth a pound of fire extinguishment. ——»-~2 The Song of a Lapse. A farmer tells the story as follows: I kept my barn insured for years, for I had dreams of scorching steers, of peacocks blistered to the ears and pitchforks charred and burned. While other men _ were taking trips with bulging wallets on their hips, I paid up my insurance tips with surplus coins I earned. Rough hoboes when allowed to stay threw burning cigar- ettes away and dropped live ashes in my hay, yet never made a blaze. At last I argued to myself, “Why stack up troubles on the shelf? Why not hoard up this surplus pelf to spend in other ways?” So when the agent came around he nearly sank nto the ground, for I made no uncertain sound when MICHIGAN TRADESMAN I made known my plan. “All right,” he said, “but some bright day you'll come around to me and say this risky business doesn’t pay—you poor de- _ luded man!” That night a hobo hove in sight, a weary man in sordid plight, and asked if he might spend the night in my good mow of hay. “You may if you don’t smoke in bed,” -said I. He shook a solemn head, “I never smoke,” was what he said, and so I let him stay. I woke up at three o’clock that night to see a weird and lurid light, while through the yard I marked the flight of that untidy man. He’d left my barn a seething fire, a mass of flames from stone to spire; next day I found his pipe—a briar— he’d dropped it as he ran. . I lost no livestock, thank the Lord, but lost the building, hay and ford, ten tons of oats that I had stored and my good grubbing plow! I looked that agent up and said, “See here! Insure my house and shed, my woodpile, silo, stove and bed, as quick as you know how!” —_—_+++__—_ Sparks From Fire Waste. The fire waste of the country is ex- cessive and is sapping its prosperity. Reduction of the fire waste is an im- portant part of the campaign for the conservation of the National resources. Fire losses in the United States and Canada in 1921~- were $332,654,950, most of them due to carelessness. Fire losses and the cost of fire pre- vention in the United States amount annually to $600,000. 000, or more than the total American production of gold, silver, copper and petroleum in a year. The cost of fires each year is one- half.the cost of all the new buildings erected in a normal year. The annual per capita fire waste in the United States is $2.51, in Europe, 33c. ‘Cause: The latter has better construction, less carelessness, in- creased responsibility. If buildings in the United States were as fireproof as in Europe, the annual cost of fire losses and protec- tion would be only $90,000,000. Over 15,000 are killed and 50,000 are seriously injured annually as a result of fire. Defective flues are responsible’ for 13 per cent. of all the fires. All fires are the same size at their start. Every second counts, so be pre- pared. An ounce of fire prevention is worth a pound of fire extinguishment. The way to get lower insurance rates is to have fewer fires. —_—_.»2-9— Dangerous Form of Humor. Responding to a false alarm turned in by some practical joker of Chicago, two pieces of fire apparatus collided, causing the death of three firemen and the injury of seven others. As an outcome of this accident a reward of $1,000 has been offered for the ap- prehension of the person who turned in 'the false alarm, and in addition an effort will be made to make the pen- alty for turning in a false alarm more severe than it is at present. The exist- ing statute in Chicago provides for a year in jail and a $100 fine. —--->———_— A doctor who cannot cure his own rheumatism is just as likely to cure yours. 15 Grand Rapids Merchants Mutual Fire Insurance Company Economical Management Selected Risks Conservative but enjoying a healthy growth. Dividend to Policy Holders 30%. Affillated with the Michigan Retail Dry Goods Association OFFICE 319-320 HOUSEMAN BLDG. GRAND RAPIDS, MICH. Careful Underwriting 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 ... 60% Central Manufacturers’ Mutual _ 30% Minnesota Implement Mutual -_ 50% Ohio Underwriters Mutual __.. 30% National Implement Mutual —__. 50% Druggists’ Indemnity Exchange 36% Ohio Hardware Mutual _________ 40% Finnish Mutual Fire Ins. Co. __ 50% SAVINGS TO POLICY HOLDERS. Hardware and Implement Stores, 50% to 55%; Garages and Furniture Stores 40%; Drug Stores, 36% to 40%; Other Mercantile Risks, 30%; Dwellings, 50% These Companies have LARGER ASSETS and GREATER SURPLUS for each $1,000.00 at risk than the Larger and Stronger Old Line or Stock Companies. A Policy in any one of these Companies gives you the Best Protection availab’e, 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, Mic” Michigan Shoe Dealers Mutual Fire Insurance Co. Lansing, Michigan PROMPT ADJUSTMENTS oo Write L. H. BAKER, Secy-Treas. P. O. Box 549 LANSING, MICH. OUR FIRE INS. POLICIES ARE CONCURRENT with any standard stock policies that you are buying. The Net Cost is 30% Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Secretary-Treas. 16 MICHIGAN TRADESMAN 59 November 8, 1922 BETTER BUSINESS BUREAU. Creation of Standards For the Retail Grocer. For the first time we have before us a complete description of the Bet- ter Business Bureau, by which the National Retail Grocers’ Association hopes to raise the standards of the retail grocery business in the United States. The plan partakes somewhat of the English plan of producing “certified” grocers by a course of edu- cation and passing a series of exam- inations, but does not go so far. The American plan, however, is quite elaborate. Text books, or edu- cational courses are to be compiled; standards are to be established and grocers are to be classified. Ultimate- ly it is hoped and contemplated, that the unfit, the incompetent and the in- experienced may be kept from getting into the business. The Better Business Bureau is to be operated as a department of the Na- tional Association of Retail Grocers. With this explanation, we will now present the plan itself, which consists of four essential elements. First of these, finances and mem- bership; next, management; then de- velopment and supervision; and fin- ally, the departments and actual oper- ation. Membership in the Bureau is to be offered to and requested of those whose interest will be served through its operation; being certain retailers, wholesale food trade factors, and the salesmen of these factors. Thus it will have three classes of membership, each of whom will be required to pay a certain schedule of dues, in order to be members of the Bureau. It is figured that ample finances can be obtained from these sources to build up the work to its greatest pos- sibilities. Of course, at the begin- ning, when it is developing, there will be but a few members, and the ex- pense will be naturally regulated ac- — cordingly. As the work proceeds, there will be more membership to support it, and as a consequence it can expand to where it will render an almost unlimited service along the lines which are contemplated. Each of the three classes of mem- bership will be given an emblem of appropriate character and_ design, which is to be displayed or worn, as the case may be. This is for the pur- pose of giving publicity to the effort, and to give members an opportunity to get the benefit which will accrue to their business in many ways. To this classification will be invited those already successful retail grocers who have the vision and the idealistic willingness to contribute to the work, so that the “other fellow’ may be benefited. They will be known as “Certified Members.” He must, however, meet certain es- sential qualifications before being en- titled to the distinction which this classification will give him—and he will be required to pay a schedule of dues based upon his volume of annual business. It is figured that the value of this classification will be made so great that many will strive to attain it. Through the educational and statis- tical work of the Bureau, any retail grocer will be able to build his effi- ciency up to the point where he can qualify for certified membership. The suggested application and qual- ification blank form which a candi- date for certified membership will be required to sign will read about as follows: Application Blank. Desiring the privilege of Certified Membership for the purpose of sup- porting the work of the Better Busi- ness Bureau, I declare upon my honor that I will qualify for this classifica- tion through possession of the follow- ing requirements: 1. I am an American citizen. 2. I pay all my obligations promptly. 3. I conduct a sanitary store. 4. I do not open for business on Sunday. 5. I do not resort to unfair busi- ness practices—(“I run my store as I would like to see the other fellow run his.’) 6. I keep practical records of my business. 7. I agree to furnish figures for Statistical purposes. 1 am a member of..2... 1Ofal oq State Association. In addition to the voluntary declara- tion made by the applicant, he will al- so agree to submit the names of whole- salers with whom he does business to substantiate his statements. The offi- cers of his local association will en- dorse his other declarations. It may be argued that a man should pass a certain examination to be designated a certified member. That may be quite true and entirely prac- tical and feasible, after the eBtter Bus- iness Bureau has developed the edu- cational work, and otherwise estab- lished governing fundamentals. For the present it is believed these will answer quite satisfactorily; for if a retail grocer measures up squarely to the eight points, he can be depended upon to be a pretty reliable merchant and entirely worthy of a special mark of distinction. Suggested Schedule of Dues. Certified Member. Volume of Business Yearly Dues 25000, co $5.00 ODOR 2 eB 7.50 POO 10.00 100000 222 15,00 ZUG 00D ooo 20.00 SOU AIO oo 30.00 BOO 000 oo 40.00 S00000 50.00 1000008 222.00 3 75.00 ZQ00000 2. 100.00 The firms of the wholesale factors will be invited to join this department. To be sgecific, the specialty manufac- turers, wholesale grocers, canners, coffee roasters, etc. The organizations of these factors will not be asked to join—bit the individual firms will. The National organization of these lines will be called upon in another way. Membership will be upon the follow- ing suggested voluntary amounts, which will be determined altogether by the interest of the individual firms in the proposed work: $25 $50 $75 $100 $200 300 400 500 750 ~—:1,000 The Board, in due time, will employ a competent director for the work. He will have to be a high-grade economist —an analyist—an educator. A trained man, who can work with practical men in the trade and collaborate their ideas and experiences into practical and. in- teresting—as well as brief and gripping expositions of approved practices for operating a retail grocery business profitably. The actual work which the Bureau will do will consist of Educational Re- search—Educational Publication and Dissemination—Special Courses—and Statistical; four big sub-divisions. The Educational Research quite na- turally is the major subject. Working from an already outlined foundation plan, it is intended to collaborate and publish a series of fundamental text- books on “Tow to Operate a Retail Grocery Business Profitably.” These textbooks are to be the basis of a more extensive treatment which will follow, branching out into just as many special subjects as there are angles to the business. At the present time there are no simple, practical books treating the subject of present day retail grocery store operation in a way that even a man who wants to learn can use bene- ficially. The fundamental subjects are +3 follows: Getting at Fundamentals. Starting Right. Adopting a policy. Store Arrangement ment. Merchandising. Eliminating the Guess-Work. Correct Financing. Relationship with Others. and Manage- Supplemental Subjects. Each of these are subject to many sub-divisions, and of course will be covered or treated in complete detail. After this set of books is published, additional pamphlets will be issued on such matters as: Training the Clerk. Fresh Fruits and Vegetables. Fresh Meats, Cured Meats. A Bakery Department. Canned Goods. Coffee Department. Teas and Spices, Cereals. Meeting Competition. Delivery Department, etc. Special courses will also be given. The gathering of facts and figures of every description pertaining to the food business in all its branches— especially retail distribution—will be another subject which the Better Bus- iness Bureau will develop and main- tain. For the present this branch of the work will be done by the Bureau of Business Research of Harvard Uni- versity, with whom arrangements have already been consummated for a three-year study of operating costs. Se If you object to working overtime when business is exceptionally brisk. you are not the kind to succeed in a store of your own. The boss always works overtime. —— a ee If your window is so arranged that clerks can stand back of it and look out, at least see that they are invisible to the people who stop to look in. 120 W. Ottawa St. The Mill Mutuals Comprising Twenty of the Strongest American Mutual Companies writing Fire «« Tornado Insurance on carefully selected risks - Net Cash Surplus $10,000,000.00 GEO. A. MINSKEY, Manager Lansing, Mich. gees SRSA TRORN RA te rca fh sce eens i cece RS 20° SON ORR TERE er Ieee rere enema nnnnensenRRE ne Aneter smears November 8, 1922 : MICHIGAN TRADESMAN First Offering 50,000 SHARES On Pacific & Gulf Oil Company General Offices Detroit Office Field Offices Fort Worth, Texas Dime Bank Building Graham, Texas New York City Phone Cadillac 4141 Wichita Falls, Texas An Oil Producing Company with extensive leaseholds in proven fields and large present settled production. CAPITALIZATION 600,000 Shares of No Par Value 295,000 Shares issued and outstanding 305,000 Shares in Treasury All shares of like class and tenor, issued fully paid and non-assessable. The Pacific & Gulf Oil Company was formed for the purpose of consolidating and operating under one management, valuable producing, proven and semi-proven oil properties, all located in the proven fields of north Texas and Oklahoma. The Company has a complete field organization for economically and efficiently operating its properties, together with adequate field equipment. Besides its producing, proven and semi-proven properties, the Company has leases on several thousand acres of at present unproven property, but all carefully selected, upon reports by eminent geologists and oil men, as being extremely promising territory for ultimate large production. Prominent oil companies are now proving up many of these leases by the drilling of test wells upon contiguous acreage. PRESENT DEVELOPMENT OPERATIONS: In addition to thirty-eight (38) wells now producing, the Company is at the present time drilling thirteen (13) new wells in the well-known oil pools of Herron, Bunger, Dalton, Pioneer, South Bend, Eliasville, Electra and in Grady County, Oklahoma, near the Cement Pool. The Company confidently pre- dicts that the present drilling wells will at least double its present income. EARNINGS AND DIVIDENDS: The Directors have adopted a resolution setting aside Fifty Per Cent (50%) of the Com- pany’s net income into a Surplus and Dividend Fund. The Company's stock has been put on a dividend basis of Twelve Per Cent (12%) per annum, payable quar- terly, based on the present selling price, and this rate will be increased as earnings may permit. OFFICERS AND DIRECTORS ADVISORY BOARD ere President | JOHN D. MACKAY __________------------ Attorney i er ee Vice-President pote. een Fort Worth, Texas F. J. McDONALD, President McDonald Coal & Brick BE... DAVESPORT 22 Secretary- Treasurer Company, Detroit, Michigan J. E. HITT—President, Southwest State Bank of Chicago A. J. MAYER, Vice-President Gregory, Mayer & Thom President, Utilities Coal Company Company, Detroit, Michigan Director, Liberty Central National Bank, St. Louis, Mo., Chicago, Illinois DR. L. E. SISLER—Vice-President, Firestone Park Trust ALANSON A. MOORE, President Bessenger - Moore Company, Detroit, Michigan & Savings Bank We Re ie Banker Director, F irestone Tire Company, Detroit, Michigan oo PRATT E. TRACEY, President Air-Way Appliance Cor- OHN D : oe poration, Toledo, Ohio } er Mee OE) G, MOORE, President Detroit-Mexia Oi Company. ti. 3. WARDLAW:. 2 Fort Worth, Texas Detroit, Michigan W. E. MOSS & COMPANY 710 Union Trust Building, Detroit. Telephones: Main 4612—Cadillac 4141 The statistics and information contained herein, while not guaranteed, are obtained from sources we believe to be reliable. 17 18 MICHIGAN TRADESMAN November 8, 1922 THE HOTEL LOBBY. It Is Generally Regarded As a Public Utility. Some savant of the future will win immortality by an earnest study of hotel anatomy, and more specifically of the genesis and growth of the hotel lobby. He will trace the marvelous evolution of a rudimentary ante-room into what to-day constitutes a social organism of the first order, indispens- abale to the smooth running of our metropolitan civilization. The lobby fills a transcendent need in social life, commerce, politics and art. It is the nerve center of the com- munity. It is a mirror of contempor- ary life. It is the confluence of the well known streams of humanity. The closest classical analogy is the Roman Forum, the chief point of difference being that lounging is so much more comfortable in the modern lobby. Every age has produced a prototype. The hotel lobby has become an in- stitution. Whatever lits original func- tion or appointed destiny, time has shapéd it into a thing of infinite use- fulness. For here we rest after our peregrinations, lulled by the soothing strains of an orchestra. Here we transact our business and write our letters and wait for our friends. Here we quaff free ice water and demand information about trains, streets, theaters, bootleggers, everything. Here- we regale ourselves with a deep draught of popular literature, deep in the embrace of a hotel armchair. A time there was when young men leaned against chalk-marked walls or water hydrants, when they bit their finger nails in nervous anticipation in the shades of a church door. But now they merely settle down in the luxuri- ant ease rrovided by the hotel and keep the revolving door in their line of vision. The hotel lobby has made it possible for the flowering genera- tion to meet its mistakes with a mini- mum of discomfort. Strange indeed are the uses to which it has been put, and the growth of their number and variety has been too subtle for analysis. We may assume that the lobby is not a spontaneous growth, but the product of a logical evolution, fine’y attuning itself to the needs of an uncompromising environ- ment. The gradual, unobserved trans- fer of control from the hotel manage- ment and paying guests to the general help-itself -public attests once more to the genius of the American people. How it has all come about the wisest of us cannot say. We must content ourselves with marveling through the haze of our ignorance. For no self- respecting lobby nowadays fails to provide its extensive rublic with a‘l the instrumentalities and accoutre- ments of a combination club library, study, business office, clearing house and smoking parlor. Especially is it careful to lay in a plentiful assortment and supply of writing materials. Not primarily for the use of its guests; they are tran- sients at best. It is for the populace, the horde of door-to-door salesmen. the homeless metropolites, the casual unregistered visitors who must be kept ‘contented: errand boys engaged in the tedious business of making a single errand and a full workday coincide; stenographers using the margin of their lunch hours to epistolary advan- tage; a multitude of natives who af- fect a hotel address. These, and legions more, demand heavy bond stationery, embellished and embossed. Nothing less will do. The lobby does not as yet provide postage stamps free of charge, but that is‘an extension of the service which must come sooner or later in the course of things. Now that free lunches have been relegated to a past of only seventeen constitutional amendments, hotel man- agements cannot fail to grasp the op- portunity thus afforded to enlarge the scope of the lobby’s. usefulness. Eventually they will install free lunch counters. so that those who lack either the time or the inclination to patron- ize the regular hotel restaurant or grill—those waiting for the party of the second part to keep an appoint- ment, for instance—may refresh them- selves. In fact, there is really no tell- ing what the lobby may grow to be. It is a subject for pleasant and stimu- latng speculation. A hotel lobby represents the whole social scale. Below the confidence man comes the “gentlemanly thief” who lingers about, looking for a chance to ply his arts. House detec- tives have a way of knowing this sort that is uncanny. Perhaps it is because the “gentlemanly thief’ never quite masters the easy confidence of the man who has no reason to fear any- body. When the lobby as a public utility becomes apparent to conscientious sociologist and political economists Wwe may expect a movement for gov- ernment ownership. The question will then be raised, quite justly, as to whether or not it is in the truest sense of the term a public utility. The dis- pute doubtless will consume tons of hotel stationery. Even a casual ap- praisal of the facts reveals that the lobby is a baffling social hybrid, rather outside the pale of classification. In at least two obvious respects it is not really a pubic utility. For one thing, it is somewhat responsive to public opinion and considerate of the public’s comfort. For another, the legal owners bear the burden of re- sponsibility for whatever mismanage- ment accrues, instead of being able to shift it graciously upon the Govern- ment, as every well-behaved conven- tional public utility should. Nor can we call it a private institu- tion. We do not normally step into another’s home—or our own for that matter—or a bank or theater, with the same nonchalant abandon, the same ‘gratuitous assumption of a welcome, with which we enter a hotel lobby. Not the faintest shadow of self-con- sciousness not the thinnest suspicion of possible transgression, has a part in the process. It is ungrateful to saddle another function upon an already hard taxed lobby by distilling a moral out of it. But I venture to assert, in direct line with the thoughts heretofore set down, that man is a strangely contradictory arrangement. Take yourself. You visit John Ball Park once or less in a blue moon, At such time you avail yourself of its seating and toilet facili- ties with discretion and becoming re- straint. You do not, for example, order brass-buttoned custodians around, as if they were so many ackeys installed for your particular benefit. You are not mortally aggrieved if the accom- modations are a peg below top-notch. And you go away convinced to the pith of your soul that the park is public property—yours, in fact, politically speaking. But you persist in regarding the hotel lobby, which you visit with astounding frequency upon any or no instigation, where you adjust your per- sonal and business affairs and put in long distance call and what not, as private territory. You order the bell- boys around and scold the clerks. You kick about the service. You bedew the carret and the soft-cushioned seats with cigar ashes. But how would you react if you were asked to pay taxes for the upkeep of the place, the same as you pay for John Ball Park? These comments. are made in no critical spirit. As a normal American, we, too, are a habitue of the hotel lobby. If pressed hard we might even admit that the notes for this article were made on a superior grade of bonded paper, with an elaborate coat of arms in blue and gold at the mast- head, provided gratis to all comers by one of the lobbies in question. The hotel lobby, whatever it may have been created for, exists at this stage of its development, we have found, rrimarily for the use of drum- mers (not necessarily stopping at the hotel) and other vagrants. Second- arily, for the rest of the world. If there is any room left, the paying guests are welcome to it. : Eugene Lyons. —_—-_-s-2--a Store of a Thousand Heads. Turning their mammoth depart- ment store completely over to the sales force, so that a big special sale might be “put over,” and then sitting back and watching how things went, was the recent novel and highly suc- cessful experiment of the executives of the Bon Marche, Seattle, one of the largest mercantile establishments west. of the Mississippi with over 1000 employes. Under ordinary procedure any Bon Marche sale might safely be figured in advance as a success. But some profound psychologist, high in the store councils, developed the idea of first “selling the sale” to the employes in order to win their whole-hearted support and co-operation. The. first step was the appointment of a com- mittee of eight consisting of four de- partment managers and four mem- bers of the employes’ organization called The Council. This committee worked right through the sale and developed many valuable ideas. Every day it went up and down the aisles, seeing that all goods fitted the adver- tisements- in quantity, quality and price. The committee also made the rounds of Seattle’s other department stores, and made sure that the Bon Marche was selling at the lowest fig- ure. On the Saturday night preceding the sale, the thousand employes were guests at a dinner given by the board of managers. After dinner they lis- tened to inspiring talks by the mer- chandise manager and _ advertising manager, who emphasized the fact that the employes were handling this sale without interference from the mere owners. Odd vaudeville, the oddest Seattle has ever seen, proved the hit of the evening. Each depart- ment put on a kit featuring the mer- chandise it had to offer. These clever thumb-nail sketches showed the splen- did values that were to be offered by every department. In compliance with the committee’s recommendation, certain sections of the store were featured on certain days in the center of the advertise- ment. The other departments adver- tised were cleverly selected from dif- ferent floors and corners, to induce the customers to circulate throughout the store, instead of congregating at one or two places. The department attaining the great- est percentage of increased sales over the same day of the preceding year, received a gold star. The umbrella department won the first three stars because as it happened the first three days were rainy. The sale _ lasted three weeks, at the end of which time the board of managers told the world that it was the most successful sale the store had ever had. J. W. Sayre. —_____.-——_. Five Fundamental Features in Achiev- ing Success. Honesty. Loyalty. Work. Knowledge of your business. Belief in your business. I place honesty first. If a man is honest with his employer, with the world, and—most important with him- self, he is almost bound to succeed. If he is honest with himself he will give the very best in him. If he does that he is bound to go somewhere. Loyalty is a by-product of hon- esty. If he is honest with himself and his employer the young man is loyal to his company. And unless he is devoted to his company he is not whole-heartedly. in his work. He must realize that as his employers prosper so will he prosper and im- prove his position. Work is necessary, but work alone will not do. System and efficiency are all right, but piling dollars just so or shoveling coal by so many tons will not suffice. There must be a higher objective than just getting by with the job at hand. Know every angle of your business if you want to get to the top of it. If you are satisfied to be a book- keeper you will likely remain a book- keeper. Believe in your business with all your heart. The charlatan doesn’t get far in these days. You must have faith in the thing you are doing if you want to get somewhere. 4 —_——_+-.——_—— Unless you prefer to blunder ahead, doing things wrong the first time and having to do them over again, read what others have done and find. out the right way to do things at first. 7 BRON g tee Y 2 aimee pom siecenast tea Bn November 8, 1922 MICHIGAN TRADESMAN 19 - _ YOUR HAULING CosTs Whether you operate one truck or a fleet, you can reduce your hauling costs by using RED CROWN Gasoline. A bold statement—but a true one. Exhaustive tests, conducted by many large users of gasoline, have demonstrated it time and again. Because RED CROWN is manufactured by us for one purpose only—to produce power in the modern internal combustion engine, it actually delivers “More miles per gallon.”’ And RED CROWN will reduce not only your gasoline _ bills, but it will reduce your repair bills as well. It causes RED CROWN is for sale at = A e any of our Service Stations perfect combustion in the cylinders; consequently no un- this aes of power is dis- ed. _ consumed portion remains to drain into the crank case and dilute the lubricating oil or to carbonize on the spark plugs, two very prolific sources of trouble. Instruct your drivers to ure RED CROWN from now on and note the reduction in your hauling costs. STANDARD OIL COMPANY (INDIANA) 910 S. Michigan Ave. Chicago, Illinois Michigan Branches at Detroit, Saginaw, Grand Rapids HOw TO REDUCE | Use the convenient Standard Oil Company (Indiana) Coupon Books which enable large or small users of RED CROWN to keep a definite record of the oil and gasoline purchased | by their employees. No detached coupons are accepted and if requested a receipt will be given showing the-exact amount of products delivered. $10.00 and $25.00 books are for sale by any Standard Oil Company (Indiana) Service Station. Se i 20 MICHIGAN TRADESMAN November 8, 1922 How Much Should a Retail Merchant Know? This may seem to be a queer sub- ject for an editorial in a shoe trade paper, but it is a timely one because there are still a few reactionaries in the trade who believe that the retail shoe merchant should act the part of “Simple Simon” and be content to or- der and take goods “as is.” There are a few—and they are very few—shoe manufacturers who, like the ostrich, have their heads buried in the sand and beieve shoe merchants and buyers should leave the details of the selection of leathers and other ma- terial to them. They still believe in substitution, and these few are the ones who have the most to say about cancellations and returns as an evil in the trade. It is gratifying, however, to know that the vast majority of manufac- turers are not in this class. Nearly all _successful makers of shoes _ to-day have become merchandisers of shoes as well as manufacturers. They know right well that the first cost of secur- ing a retailer is the big cost, and only by ho‘ding his trade can they make money on the account. These manufacturers, far from re- senting suggestions in regard to ma- terials and details from the retailer, welcome them. And it is strictly within the truth to say that the great- est forward steps in the history of - merchandising shoes have come to the manufacturer from the wide-awake re- tailer Through the retailer, from his point of contact with the consumer, comes the authentic knowledge of the strong and weak points of materials and methods after they have had the actual test of wear. Wise manufacturers are glad to do business with discriminating merchants because they have confidence in the “man who knows and knows that he knows.” It is the man who does not know and buys carelessly who causes all the credit worry. So, if for no other reason, manufacturers welcome the opportunity to work with a mer- chant who is keen enough to study his business and learn how to have shoes built that will increase his trade and make the account grow, because he is a better credit risk than the easy going merchant. Retail merchants are keen to-day to learn all they can about leather and other materials which go into shoes, and are eager to get “on the band wagon” the moment they see adver- tised a new color or finish of leather. They study the trade papers for news of materials as they do for shoe news because they know that materials and colors are the two most important items of detail. Nearly every big merchandising suc- cess of recent years in creating a de- mand and vogue for a certain leather or color has come about through a ~tanner-to-merchant contact. It is no secret that the more progressive tan- ners consult leading retail merchants when they are working on new ieath- ers or colors, and when they are sure they are rght they then advertise the product and “put it over.” Other re- tailers then learn of it, and demand it from their manufacturers and the-de-_ mand and sale spreads until the vogue is firmly established. That this is true can be proven by the many successful vogues of the past and present. And it can be utterly proved if we will stop to remember one or two attempts to “put over” cer- tain materia’s and colors which were not in accord with the times and mode of dress, and which the retail mer- chants refused to sponsor. The at- tempts failed because the retail mer- chant knew the idea was wrong at the moment. Without his co-operation the attempt could not succeed. A retail merchant cannot know too much about his business and the more he knows the longer he will stay in business and grow and pay his bills. To telieve otherwise is to go back to the dark ages of merchandising, when buying and selling was a trickster’s game of beating the other fellow in each individual transaction with no thought of the future. Thousands of retaiers know and specify materials in their merchandise to-day when buying, who ten years ago did not know what the word “chrome” meant. Thousands of mer- chants who have forgotten their grandmother’s first name can tell you very good reasons why they want cer- tain standard and well known names of leathers and other materials in their shoes. Merchandising a rroduct to-day is a problem calling for co-operative effort between the producer of the raw ma- terial, the converter into the finished product, and the retailer who ‘dis- tributes the goods to the consumer and creates the demand for it. And the most important phase in the whole problem is to first obtain the approval of the retail merchant. The more retai! merchants know of materials the better business they will have because they can more intelligent- ly select the kinds of materials best suited for their trade. This is why there is such keen interest at all re- tail conventions in the subject of ma- terials, their use and abuse, colors and their salability. And it is why mer- chants scan their trade papers for the latest news of co‘ors and materials as reflected in the advertising pages.— Shoe Retailer. —_—__~+~+-___. Memorial Day Belongs To Civil War Soldiers. Grandville, Nov. 7—It seems that some feeling has been aroused with regard to soldiers of all our wars unit- ing in commemoration of Memoria! Day. The Grand Army rightfully ieels that the day belongs to them. It was originated by that sterling citizen soldier, General John A. Logan, the Black Eagle of Illinois, in the sixties and has been loyally observed by the G. A. R. for more than half a century. Admitting that the ranks of the Civili War veterans are woefully thinned, be- coming more and more depleted as time goes on, there are yet enough of the old boys left to carry a flag, to march, and to make of the day all that its originator meant that it should be, a solemn rite in memory of the fallen heroes of the greatest American war. There has been an attempt on the part of some to carry the idea that as the last war was the world’s greatest confict, it was also Uncle Sam’s big- gest fight. This. of course, is a mis- take. The rebellion of the Southern States brought. on the greatest war in the history o fthe United States. Whereas one in about twenty-five of enw the population went to the world con- flict, one in seven made up the armies of the Union. Almost every Northern family furnished a soldier. In many towns when the draft came there were none to be called, every able bodied man having already volunteered. This is not in any manner decrying the magnificent patriotism of our later soldier sons, who entered the kaiser’s war to save the country and the flag. The Civil War was, to this country at least, three times the magnitude of the Overseas conflict, and it might be wel. enough to remember this when speak- ing of wars in general. Around 2,700,000 men were sum- moned ton the defense of the country in Civil War days. The pofulation to draw this army from was about 20,- 000,000. The 4000,000 soldiers called to the colors for the kaiser’s war were drawn from a population of at least 100,000,000, so that it is an easy matter to see which, to America, was the greater war. Then, again, the Civil War extended’ through four years, while the kaiser’s war, so far -as this country was con- cerned lasted less than half that time. It is easy to see that our war from ’61 to ’65 was by iarge odds the greatest war this Republic ever fought. We have with us still many thou- sands of survivors of that titanic struggle of the sixties for the preser- vation of the Union. Those survivors are the gray heroes of our greatest war and should ever. be held in rever- ent regard by every son of America. Memorial day was a truly Civil War product and should never be otherwise designated nor should a division of honors for that day be permitted while a single old vet of ’61 is able to either waik or ride in a Memorial Day parade. There were hot battles in France. Our boys in khaki did themselves proud on every field where they were in evidence, and America’s great heart goes out in devout recognition of all that they did over there. Nowhere in the round world has there been more hotly contested fieids than on the battlegrounds of the Civil War. Go count the dead at Lookout Mountain, Chickamauga and Stone River. Where under any flag, under any sky on the globe was hotter work for liberty and Union ever witnessed than at Gettysburg, the and Cold Harbor? These were only a few of the many battles fought in our own land, and they will compare for hot fighting and casualties with any that took place on the more modern fields of the European conflict. The American soldier takes a back seat for no man living. Thé boys in blue who comrfosed the armies of the Potomac, of Tennessee, the Cumber- land and the James were the peers of any soldiers on earth. They who sur- vive have a right to carry their heads high, and to insist that a day set apart to honor their soldier dead should never be ciuttered with other issues, nor be made a part and parcel of the exercises of the soldiers and sailors, who though perhaps equally brave and Siar ae ago are not members of the Fe ° ° The whole American people will strive to keep the memory of their soldiers of all wars to decorate the graves of the dead, whether that sol- dier wore the blue of our earlier wars or the olive drab of the Spanish and kaiser wars. One of our fallen heroes is as dear to the American heart as another, but while a single veteran of ’61 survives, givé him the sole control of Memorial day, which was instituted for him and means more to that -veteran with grizzled locks than all the other days in the calendar. Old Timer. —_+2..——__ - The Man Who Travels. Unfailing good nature and patience, with a real—not assumed—desire to please the customer by selling him the goods you are confident will meet the a ate Ra RIE Nhat age = ” Wilderness © requirements of his trade; never urg- ing a customer to buy beyond his prospective needs, but allowing him to determine as to quantities. As to a man who is just beginning to travel. He should be courteous, pa- tient, persevering. Sustain dignity and that of the house represented. Not spend money unnecessarily, but not go looking like a tramp. Said a traveler: “If you do not respect yourself, you cannot hope to gain the respect of the trade you visit; and you cannot re- spect yourself if you are careless as to dress and habits. Study your cus- tomers’ interests, but never forget the interests of your employer. Keep brief notes of each customer’s stock and re- quirements, so that when you call again you are posted on these points. This knowledge will often aid in get- ting orders—especially if the dealer is inclined to postrone buyng because he ‘has not looked over his stock,’ etc. If possible make a personal friend of the buyer, but do not buy his friend- ship. If it can be bought, it is not worth the price, as some one else can buy it away from you. On reaching a town do not be in such a hurry to get away as to leave your business un- finished, or irritate your customer by seeming to crowd him. Do not at- tempt to save time by approaching your customer too early in the morn- ing. Give him time to get his mail attended to, first. As far as possible, try to have your intervew with him at his convenience, rather than yours. Make your reports to your employers dai'y, and quite fully, especially leave nothing out of your report concerning business transacted, or prices or terms given.” —_+++—__—_ Even Gas Was Condemned. Monroe, Oct. 31—A New England newspaper published in 1816 was re- cently unearthed by a prowler after the quaint and curious, in which ap- peared an editorial offering the follow- ing objections to the use of gas for illumiyating purposes: ‘Artificial illumination is an attempt to interfere with the divine scheme of things which ordains that it be dark at night. Emanations of illuminating gas are injurious. Lighted streets will induce peopie to remain late out of doors, leading to increase of ailments by colds. Fear of darkness will vanish and drunkenness will increase. Horses will be frightened and thieves embold- ened. If streets are illuminated every night such constant illumination will rob festive occasions of their charm.” It is a fact that there is stil’ among us a disposition to look upon a good many things that make for convenience or comfort or pleasure as contrary to the divine scheme of things. Indeed, this was urged against the airplane by those who said that had it heen in- tended for man to fly he would have been provided with wings. The auto- mobile is condemned even now as an aid to vice. The bright side of the story is, of course. the fact that after we had our gas light and found something better we turned to that without any con- siderable amount of protest about the scheme-of things. The great hope in all this is that some day we may even get rid of our fear that any wide departure lookin | to. better understanding among men , or to a more rational civilization will upset the scheme of things. George Boyd. Compensation. The days are getting shorter Just as surely as can be, But the skirts are getting longer So there’s not so much to see. November 8, 1922 MICHIGAN TRADESMAN ‘ : 21 “A Sudden Loud Noise and then—dead silence” From a magazine called ‘‘Marketing,’’ May issue, we quote from an article on advertising: “Too often a firm makes up its mind to spend $5,000 on a big bang of an advertisement. It does so. y There is a sudden loud noise and then—dead silence. Nothing much has happened.” Our object in quoting this statement to the grocers of America—a statement that might cause many a grocer to nod his head, look over certain slow-moving stocks and sigh—is merely to emphasize the Postum -Company’s Merchandising Policy. Which is this: r Protection for every grocer who handles POST TOASTIES, GRAPE-NUTS, INSTANT POSTUM -and POSTUM CEREAL by absolutely guaranteeing the sale of these products. “ It is not a new policy.—Over 25 successful years : stand back of it. POST TOASTIES, GRAPE-NUTS, INSTANT | POSTUM and POSTUM CEREAL advertising never ‘‘blows hot and cold.’’ It’s a year-round schedule, 12 months in each and every year, in the recognized media that reach your customers. The slogan “There’s A Reason” has as much signifi- cance to the alert grocer who specializes in and pushes the Postum Company’s Line as it has to the millions of con- sumers who buy POST TOASTIES, GRAPE-NUTS, INSTANT POSTUM and POSTUM CEREAL. Postum Cereal Company, Inc. Battle Creek, Mich. MICHIGAN TRADESMAN November 8, 1922 et et Tr Wy > San CD = D0 Michigan Retall Hardware Association. President—Charles A. Sturmer, Port Huron. Vice-President—J. Charles Ross, Kala- mazoo. Secretary—Arthur J. Scott, Marine sag Treasurer—William Moore, Detroit. Directors—R. G. Ferguson, Sault Ste. : dle, Marshall; E. Hardy, Detroit; George L. Gripton, Brit- =< Suggestions in Regard To Handling Sporting Goods. Written for the Tradesman. The measure of success which at- tends the sporting goods department of the hardware store is determined principally by the intelligence and ef- fort put into its management. Hardware dealers located in small centers of population naturally cannot expect to do as large a business in sporting goods as those more favor- ably situated in this respect. But it is possible for a dealer located in a sparsely populated district or in a small village to do at least relatively as good a business in sporting goods as the man whose store is located in one of the larger centers. In fact, it is possible for him to do better, for he is not surrounded by the specalized sporting goods stores. He has, of course, to meet the com- petition of the mail order house. But so has the retailer in the large city. And in this respect the latter experi- ences a keener competition for the de- partment store is all the more incon- veniently in his midst. Buyers who live in the country towns have neces- sarily to wait a few days before they can receive supplies of sporting goods, but those in the large cities have the department store at their doors, and can, in a few minutes, make their pur- chases in person. As, in many instances, sporting goods are needed promptly, no pur- chaser in the country, under circum- stances like this, would think of or- dering from a mail order house if he “could get just what he wanted from a local dealer. Naturally, the dealer who makes no effort commensurate with the possi- bilities of the sporting goods trade in his community, cannot be expected to reap much benefit from it. In other words, if he doesn’t put the goods in stock, he cannot get the business. And it is possible even for him to have the stock and yet get but a small part of the business. Sporting goods, like all other lines of merchandise, make a poor success when they are left to se‘l themselves. They are more disposed to eat up profit than to earn it if, left to them- selves. They become profitable only when they have an intelligent and energetic selling force behind them. And the more they are pushed, the quicker do they turn over. There is no necessity for a dealer taking too much risk in handling sporting goods. Let him, in conjunc- tion with his salespeople carefully study and estimate the purchasing pos- sibilities of his locality; and then lay in a moderately well-assorted stock. There is no need of laying in an un- duly targe stock. In all lines of mer- chandise, as well as in sporting goods, merchants are learning that to largely anticipate their wants is not, as a rule, good business. When transportation methods were slow it was a somewhat different matter. But now, with the many convenient appliances that exist in all except the very remotest places, it is only a matter of a day or so be- fore the average dealer in the average community can replenish his stock in any line in which he has run, or is running, short. There is no district in America which does not offer a large field for the development of ‘sporting goods trade, in one direction or another. In most communities, and particularly in the smaller communities, this field is most frequently cultivated by the hard- ware dealer. The only question is, “How best can he cultivate it?” This question, in its full details, can be best answered by the individual hardware dealer himself; for the simple reason that in no two communities are basic conditions identical. Reference has already been made to the matter of buying. But this further can be said; the dealer who, after care- fully studying the possibilities of -his locality, consults constantly the read- ing matter and advertisements of his trade journals and the commercial travelers who call upon him, will gather a great deal of valuable infor- mation. He should aim to secure a thorough and intimate knowledge, not merely of the lines he carries in stock, but of lines for which demands may unexpectedly arise; and to keep in constant touch with the _ nearest sources of supply, so as to be able to promptly fill any emergency orders. He must know his customers, he must know his goods, and he must know his sources of supply. Once he has the stock in his store, the next thing is to reach out for cus- tomers. The first step in this direction is the getting in touch with those in- dividuals who are prospective and probable customers. An_ illustrated catalogue or leaflet would, where pos- sible, be an excellent piece of adver- tising literature to put into the hands of the members of the sporting clubs and associations in the neighborhood. Possibly two or more hardware deal- ers in adjacent towns who did not compete for the same territory could join hands in preparing such a cata- 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. 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 yf 157-159 eau Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. W. M. Ackerman Electric Co. Electrical Contractors All Kinds of Electrical Work. Complete Line of Fixtures. Will show evenings by appointment. 549 Pine Avenue, N. W., Grand Rapids, Michigan Citzens 4294 Bell Main 288 = dato irc _— intent tek So os sc encanto Aeineiit — November 8, 1922 logue and sharing the cost, each deal- er securing a certain number of copies bearing his own imprint:solely. Those to whom the possibilities of business would not warrant a catalogue might, at least, get out a printed circular. Such advertising matter does not need to be broadcasted; though there are few homes in any community where sporting goods of one sort or another will not be in some demand. It is good policy, however, to have a carefully compiled mailing list of good prospects; and to center your fire on these. A series of advertisements in the lo- cal newspaper, featuring different lines as they become timely, and quoting prices, will reach the general public effectively. When advertising sporting goods, confine your advertisement to that line. Scattered shot is not as effec- tive as a well-aimed bullet. Do not group sporting goods and other hard- ware lines in the same advertisement; uniess, indeed, it be an advertisement appealing to the Christmas gift trade. Even then it will usually pay to feature sporting goods by themselves. If your store is located in a town which is a resort of tourists or summer campers, or is adjacent to one, it might be a good idea to make use of posters, a few hundred of which can be obtained at a round sum from a local printer. Too much attention cannot be given to window displays. There is scarce- ly any display that will so readily at- tract men and boys as a good window trim of sporting goods. A few good sporting pictures appropriate to the line disp‘ayed, arranged at the sides or back of the window, will usually enhance its attractiveness and effec- tiveness. Some of these can be obtain- ed from snorting goods manufacturers. Old prints connected with bygone athletic events always interest. Try to make the window displays as unique and ingenious as forethought and care can make them. A wax figure dressed in attire in keeping with the display or season helps to attract the crowd. These figures can some- times be borrowed from clothing or dry goods stores. If the’ hardware dealer does not carry sporting outfits, he can often borrow these also; a card at the foot of the figure giving credit to the merchant who has loaned the clothing. The hardware dea‘er will, as a rule, find it advantageous to put the sport- ing goods department under the direct management of one of his salespeople. One who takes a direct interest in sports is, all other things being equal, the one to choose. Put the resgonsi- bility of its success up to him, and if he is the right sort he will make it go. A commission might ‘be offered the “manager” as a stimulus to added ef- fort.- In some stores, other salespeople or even outsiders are offered a small commission on business they may bring in. A judicious donation of prizes for local events, for the highest scores. or the largest fish, wi'l help secure pub- licity for the sporting goods depart- ment. Service is an all important matter. In the first place, the goods must be e : MICHIGAN TRADESMAN exactly as represented. There is, un- doubtedly, a demand for a great deal of cheap stuff in certain lines, but for obvious reasons it is better that an ~ effort be made to persuade customers to pay a little more for a better article. In whatever literature is sent out, the importance of quality should be em- phasized. A suggestion or two for the care of sporting goods will be appreciated by the customer. This suggestion might be given orally, or by printed direc- tions. In certain lines it might be best to have the suggestions printed on slips of paper with the dealei’s name at the bottom, thus serving the purpose of an advertisement as well. A good line for the hardware dealer to handle in connection with sporting goods is photographic ‘supplies. On holiday trips of all kinds it is now a common practice to “hunt with a camera.” The line is not a- difficult one to handle, and yields a good profit. Victor Lauriston. —_—_—_> + — Big Rewards For Brains. Cheboygan, Oct. 31—Announce- ment is made that since an accounting was filed by the executors, Theodore Roosevelt’s estate has been increased $50,000 by the payment of book royal- ties accrued before his death but only recently paid. It is probable the Roosevelt heirs will receive income tor many years from this. source. Good books live and are in demand long after death claims their authors. Mark Twain’s estate received one recent year from the subscription pub- lisher of his works more than $80,000. One book of adventure first published almost fifty years ago “goes big” among the boys of to-day and must be a source of large profit to the author’s heirs, if they have managed to retain an interest in it. Book copyrights are valuable prop- erty provided the works have value. It is just that the author have what they earn and his heirs after him. But this is contrary to the theory of not a few of the most vociferous preachers on “human rights.’ These people would count the author out and give the rewards to the men who had a hand in manufacturing the ma- terial book. These are the “workers,” they think. Production is the work of hands alone, according to them. dut no hand ever was useful for more than fighting and scratching un- less it were directed by a brain; un- less somebody thought out processes by which hands might transform raw materials into consumable products. Authors of books make work for thou- sands in the various branches of the publishing business, and they are en- titled to the major profits arising from their work. The principle runs true in all creative activities. Aladdin. pO a a An increase in the number of lines you Carry means an increase in the number of customers, but it may not mean any increase in profits., Th Ask about our way BARLOW BROS. Grand Rapids, Mich. 139-141 Monroe St Reth Phoros GRAND RAPIDS. MICH MA Te Mr listen, fellows! Havana tobaccoislike wine. The longer it “ages” the mellower it grows. At im- mense cost we store large uantitiesof Vuelta Havana for years, just to give Mi Lola’s their rich mildness and fragrant sweetness. It pays, because the taste of the mellowold Havana holds the trade for our dealers. Learn to say “Mz Lola.” Say it at the next cigar counter. Light, puff and smile! All shapes: Prices, 10c, 2 for 25c, 15c¢ and 20¢ Made by MI LOLA CIGAR CO. Milwaukee gq Lo SY Ole LEWELLYN & COMPANY, Distributors 535-537 Seventh St., N. W., Grand Rapids, Mich. Signs of the Times Are Electric Signs Progressive merchants and man- ufacturers now realize the vaiue of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm In Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction 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 1542 Jefferson Avenue Made [n Grand Rapids Grand Rapids, Michigan MICHIGAN TRADESMAN November 8, 1922 LON. Sa 7] az i SLES, cS a 4 SSeS Will Be the Man His Parents Ordered. Written for the Tradesman. The mother of a little boy about five years old, of whom I happen to have seen a good deal lately, has gone away to recuperate after a “nervous break- down.” And the little boy is giving to those left in charge of him a good deal of troub‘e. His aunt has dis- covered that he uses very bad lan- guage; that he is full of malicious mischief, and generally unmanageable. “It is too bad that he should be without a mother’s care just _ now,” one of the neighbors said to me. “He is at a critical age, and by the time she comes back I don’t know what will have become of him. “His mother is such an_ efficient woman; she is active in every sort of useful work in the community—presi- dent of the Woman’s Club, chairman of a committee of the Board of Edu- cation, vice-president of the Civic League, and I don’t know how many other activities. I don’t know what we should do without her. She has just worn herself out in all these things. Where she gets the time to do so much I don’t know. I have all I can do with my house and the care of my two children.” The little boy’s teacher, overhearing this tribute to his mother, smiled oddly and after the other woman had passed out of hearing added her testimony: “I found out to-day where Charley learns his bad words. He is all the time in the company of a colored I have no objection to her being colored—lots of colored women make good nurses, I suppose; though I imagne not many would have the best sort of training—but this one is an ignorant, careless, loose talking girl, with whom I never would in- trust any child. I have been hearing her talk to the boy when she did not know I was listening and she showed herse‘f the source of all his bad language. “T don’t know what to do. Charley’s father seems to care nothing about the child; I tried to tell him about it but he said his wife took all the re- sponsibility for the boy and he could not undertake to interfere, especially while she was away. nurse. “Charley is a most lovable little fel- low, but he is being spoiled now, and has been spoiled for a long time, by the example and influence of a person utterly unfit for him to associate with at all) With the right kind of com- panionship and guidance he could be rescued right now. By the time any- body wakes up to the situation I am afraid it will be too late.” Charley’s mother will come back from her rest cure and resume her high-pressure life of incessant rushing -not understand about in public activities. I don’t sup- pose she will be at home any more than has been her custom ever since I have known her. She will resume her habit of getting up in the morning after breakfast in bed and after Char- ley has gone to school leaving her house in her automobile for some com- mittee meeting or whatnot, rushing home for luncheon or having it down town reading a paper at the Woman’s Club in the afternoon, rushing home for dinner or having that out of the house, attending a lecture or the theater or something else in the even- ing and “breaking down” again after the usual interval. And Charley? He will go on as his ignorant nurse leads him, learn- ing her vocabulary, interested in the things that interest her, getting her general view of life and the values of life. Charley’s parents are what ‘we call “fine people.” It will be inexpticable to the neighbors by and by that such a man and such a woman could have so-disappointing a son. His father will why the boy goes wrong at school or at college; his mother will feel that life has not re- paid her for all she did in the way of hard work for the public we(‘fare. Those who have with discerning eyes seen the process of Charley’s ed- ucation ‘since he was a baby will see no~mystery in it. Charley will be— unless some miracle happens in_ his life—just what he has been trained to be. Never since I have known the family has he had one hour’s intelli- gent, painstaking care; never has he had in any appreciable measure the thoughtful attention of either his father or his mother. Always he has had the society of servants, of an ignorant and totaly incompetent nurse, whose only function has been to keep the child out of the way. of a mother who was too busy to pay any attention to him. Barring a miracle, of which I see no prospect, Charley will be just the sort of man that his parents from the beginning have arranged for him to be. Prudence Bradish. Cor yrighted, 1922.) 2-2. The Investigator. A small boy came hurredly down the street, and halted breathlessly in front of a stranger who was wa‘king in the same direction. “Have you lost half a dollar?” he asked. “Yes, yes, I believe I have!” said the stranger, feeling in his pockets. “Have you found one?” : “Oh, no,” said the boy. “I just want to find out how many have been lost to-day. Yours makes fifty-five.” Don’t Wait for Prosperity to come to you—go after it. You can make a lot of prosperity to yourself. It is largely a condition of mind. There are just as many people to be fed ” as before the war. You take no chances on hredded Wheat You know there’s a steady, constant demand for it created through years of advertising and sampling. A little co-operation on your part will easily increase that demand. Shredded Wheat is king of all break- fast cereals—a pure, clean, wholesome, whole wheat product. Always the same high quality. Sold in accordance with a fair trade policy that insures a good profit to our distributors. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. ‘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. V3 THE DIAMOND MATCH CO. CHICAGO ST. LOUIS NEW ORLEANS NEW YORK SAN FRANCISCO BOSTON ed a November 8, 1922 People Who Have Brought Fame To Kalamazoo. Charles W. Carpenter,- general man- ager of Gilmore Bros., is back at his desk, after a severe illness in the hos- pital, during which time his life was frequently in jeopardy. Mr. Carpen- ter has been at the head of Gilmore Bros. so long and has served the or- ganization so well-and faithfully that his absence from the post of duty is felt by every clerk in the store and noticed by every customer who cross- es the thresho'd of the establishment. Even in his hours of physical weak- ness, Mr. Carpenter’s personality is so strong that it permeates every heart and unconsciously influences every employe to do his level best to make up for the absence of the honored chief who has so long kept the store up to the front rank and enabled it to serve its growing constituency with such complete satisfacation and suc- cess. In 1908 William L. Brownell, the well-known advertising writer, put out a monthly publication for a year un- der the name of Scramb‘ed Eggs. The publication was hailed with delight because of its virile strength and unique originality, but for some reason it ceased to appear after its versatile editor had whetted the appetite of his readers, many of whom have never forgiven Mr. Brownell for the dis- appointment he gave them when he discontinued publication. Evidently as a peace offering or to stifle the ac- cusations of a guilty conscience, he has recently issued another edition of Scrambled Eggs which is as full of solid meat as a milk fed lobster. On looking at the cover and noting the mossy bed on which the eggs are dropping, the casual observer might quickly conclude that the eggs were bad or they would not scramble so easily, but this delusion is quickly dis- pelled by perusing a few lines any- where on the inside of the 32 page pamphlet which is written in the style peculiar to Mr. Brownell and which is so helpful and inspiring that it will quickly cure anything from a sore toe to a broken heart. Mr. Brownell is one of the few men in this world who has missed his calling. He is a cross between Chauncey Depew and Mar- shall P. Wilder and could assume the part either performed in the world without treading on their corns or en- croaching on their well-earned repu- tations as raconteurs. As a _ phil- osophic writer, Mr. Brownell has few equals in this country. If he had de- voted himself to serious writing, he could easily have taken rank with men who have attained world-wide distinc- tion. Kalamazoo possesses another unique character in the person of Elizabeth Porter, who is regarded in New York as the most discriminating buyer who visits the ladies ready-to-wear trade of that market. With a thorough knowledge of the requirements of every customer and with a prophetic insight which amounts to genius of a high order, she buys garments with especial reference to their adaptability to rarticular patrons and seldom fai!s to impress her customer with the dis- criminating judgment she exercises in each instance. When she recently MICHIGAN TRADESMAN : 25 moved from her old location on Bur- dick street to a side street off the beaten path of business, many of her customers thought she had made a- mistake; but they soon found they were the ones to be mistaken—that Miss Porter was so well grounded in the affections of her customers that she could move to Cooper or Kendall and the women who appreciate good values and the latest styles in the ap- parel line would make a beaten path to her door. E. A. Stowe. _—o-s . Buying Power of Farmers Improved. The agricultural element forms so large a proportion of the country’s buying power that the amount which the farmer’s can spend in the last analysis really determines the measure of prosperity which we are likely to enjoy during the next twelve months. Just what the farmer’s position in this respect may be at the present time is, of course, impossible of exact defini- tion, but a consideration of the price levels of agricultural products and of other commodities appears to indicate that it is still substantially below the pre-war level. In fact, if the year 1913 be accepted as a normal one, it may be doubted if the present purchasing power of the farmers is in excess of 70 per cent. of normal, while some authorities are inclined to place it at a somewhat lower figure. Of course these estimates are for the country as a whole, ignoring the fact that there exist marked differences between different sections in which different crops predominate. For example, cot- ton growers with the price of their product not far from double a year ago and with cost of production prob- ably very little higher, have unques- tionably improved their position and are probably not much worse off than in 1913. Another factor which should not be lost sight of is the billion dol- lar increase in the vaiue of this year’s crops as compared with last year. No matter what the position of in- dividual farmers may be, the fact re- mains that the agricultural commun- ity has a billion dollars more to spend than it had a year ago. ——_>- e = oe = - YN) ress es = = io = an ies (CU ber N ( ‘ANCY GOODS” NOTIONS. | Statistical Position of Cotton. During last month the price of cot- ton went up about 4c per pound or $20 per bale. The rise was apparently. based on the statistical position of the commodity, production and ‘probable consumftion being taken into account. The latest official guess on the subject was issued on Thursday by the Census Bureau. It makes out a preliminary estimate of a yield of 16 750,000 bales in the whole world this year. This, added to a supposed carry-over of 9,- 536,000 bales, makes a total of 26,- 286,000 bales “of 478 pounds each,” in- stead of the usual 500 pound bale, it being estimated that the former amount of lint is practical’y equivalent to a 500-pound. gross weight bale. Consumption is figured on the basis of last year, some countries being ex- pected to use more and others less this year. The total of this year’s con- sumption is placed at 20,047,000 bales. It is evident, however, that much of the compilation is dependent on chance. Only one-quarter of the cot- ton year has elapsed. There may yet be a marked change in output, and everything seems to indicate such a change in consumption. The rise in the price of the raw material tends to restrict its use. In Great Britain, for instance, the Spinners’ Federation stops its mill work two days a week and will, this month, take up the mat- ter of a more drastic curtailment of output. The question has even been mooted of closing down the spinning of American cotton altogether for a month or so in order to bring down its price. The same consideration will ap- real to other foreign countries where American cotton is used, and it may yet have an effect here. Meanwhile, the rise in quotations is being more than reflected in the advance on cot- ton goods of every description. Dur- ing the past week, although the sales of fabrics were not so large and many were from second hands, prices were strongly maintained at the high levels recently set. The mills have enough to keep them busy until after the turn of the year on the orders now in hand, and could take forward orders beyond -that period if they were so inclined. Knit goods and hosiery are sharing in activity. —_—_+- > _____ Wool Sales and Woolen Goods. Wool markets maintained their strong position during the past week. Auction sales abroad were notably successful from the sellers’ standpoint “prices ruling high, especially for the finer wools. The pooling of Australian wools is kept ur, with rigid limits as to quantities to be offered and as to upset prices, the latter being based on the “values ruling for the last three months of the 1921-22 season.” Do- mestic wool prices are up, and a fair quantity is being taken by dealers and the mills. Consumption figures in domestic mills for September, ex- clusive of that by the American Woolen Company and a number of other concerns, were made public by the Census Bureau on Friday. They showed the use of 57,339,994 pounds grease equivalent. This is about /7,- 500,000 more than in September, 1921, but a drop below those of August, 1922. About three-quarters of the wool usec was combing as distinguish- ed from clothing wool. In the goods market there is a cleaning up of odds and ends for the season, with a littie more vogue for worsteds. It is curi- ous to note that in Great Britain the demand has been especially strong for worsteds, while woolens were neglect- ed. This has been the reverse of what was the case here until very re- cently. The opening of dress goods by the Pacific Mills during the last- week attracted some attention, though no surprise was shown at the advance made in the price of fabrics. Sales of both men’s and women’s wear con- tinue fairly good. -—_—__2-2-2___ The Hickory Tree. Huntinpton, W. Va., Nov. 7—It is proposed to have a Hall of Fame for trees, and why not? Trees have striven in the race for supremacy just as mightily as men have striven for re- nown. Many entries have been sug- gested by the varous States, the oak, pine, poplar, sugar maple and many others; if selection has not been made for West Virginia, there is one tree whose worth and renown should be preserved for all time—the hickory nut tree. It is native in this State and grows to splendid proportions in our mountains and valleys It was the war magazine of the Indians, the first in- habitants of this land; from its sturdy fiber were made bows and arrows, spears and handles for their toma- hawks, while the squaws and the squirrels vied with each other in gathering its sweet nuts. for Winter food. To the pioneer white settlers it was invaluable, furnishing axles for their wagons and bows for the covy- ered caravans; its fiber made brooms to sweep the puncheon floors, bot- toms for the split-bottom chairs and splits for the most durable baskets ever made. Who does not remember the hurry of the schoolboy to get to the big shellbark, and how proud he was when he beat the other fellow, and who has not heard of hickory nuts and hard cider on cold Winter nights around a big fire with a hickory back log? And now, even in this day when steel has taken the place of almost all wood, hickory still furnishes the spokes for wagons and automobiles and handles for the implements of man. !ts name should be entered in the Hall of Fame as one of the greatest trees that ever lived. Edmund Sehon. It is remarkable what foolish notions other peorle have and how they stick to them, ? Duele HUMAN HAIR NETS : Have you our new three gross Metal Cabinet? 4 4 4 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 630 SO. WABASH AVE. CHICAGO, ILL. ERREPE ERAN ERAN AMER NAY YER AYN E SYNE REYES SUGUOUEUAUAESUTAUAOUONSUOAUDUSHONGOASOOSUOCGOCUDSEOUEADOECOUOOSOOOEQONCUOOOSOOEDUSUOUGEOOCUUOUOOOEOOOUNE November Special 28 in. BATH ROBE FLANNELS, a good assortment of pat- terns. Reversible, so trimming may be used from reverse side. ili idl olin aBiiriie ci ihgia-eiediedeahy ake 4 "MRR RKRKRKRRR ERR RKEKKAKKKKKKS ee 45c Samples on request. 36 in. OUTING FLANNELS, in Lights only, @ ____ 164c 27 in. OUTING FLANNEL, Bdls. 10/20, about 125 yards Wee 13l44ec Quality Merchandise — Right Prices— Prompt Service | PAUL STEKETEE & SONS | WHOLESALE DRY GOODS GRAND RAPIDS, MICH. SACGUHGAURUOUOUUREUCUOGEGOUGURREGRURGROSURUUEASOCRURORDORGNOGRONND BEE BSE ESBESSBESBERDERE SBE SBE E EEE SEs SWEATERS ; MACKINAWS HEAVY MITTENS HOCKEY CAPS INBAND CAPS HIGH ROCK and WOOL UNDERWEAR : WOOL SOX LOOK OUT FOR WINTER!! Daniel T. Pation & Company Grand Rapids,Michigan - 59-63 Market Ave. N.W. The Mens Furnishing Goods House of Michigan SOCREEUEO SURE RROD S REDRESS EE Yavitvavitveriivarivertverivevl rama rat For Your November Sales 27 in. Light Outings, a heavy weight, new snappy patterns in stripes and checks, full pieces or 125 yard bdis. of 10-20 yd. shorts._ An extra special @ per yard __- ae pate 13l/oc 32 in. Romper Cloth Shorts, 150 yd. bdls. of 10-20 yd. pieces. A nice assortment, per yard 20Vac 42 in. Cabot Pillow Tubing - oe 30c 45 in. Cabot Pillow Tubing —----_-_-___-_______- CA Tae sted a ahead 31Voc 32 in. Gingham Shorts 2-10 yd. pcs. 200 yd. bdls. All snappy Checks and small Plaids. A good sale item —_--------__----____-_--____ 16Voc Wash Cloths to seil for 5c—No. 1000 All Turkish size 11x11 ______ 45c No. 1 Lace Knit size 11x11 st Der 45c Bleached Towelings: No. CC 15 in. Twill ~-------_-_-_-_-__________ 6'4c ia SE Oe a ne oe 634c Excellent numbers to retail at 10c per yard. Our stock of Christmas Towels is large and is sure to cover your needs. Get in your order while we have the assortment. We have IN STOCK a complete line of Hosiery, Underwear, Sweaters, Dress Shirts, Collars, Ties, Outing Pajamas and Night Shirts, Pants, Mackinaws, Flannel and Work Shirts, Boys’ Furnishings, Caps, Serge _and Wool Middies, Shirt Waists, Gingham Dresses, Sateen Petticoats, Ladies Outing Gowns, Etc. GRAND RAPIDS DRY GOODS CO. WHOLESALE ONLY GNC VGN OOO NO NCONO NOON GINC NCO NON ONCOL NON <=, om. alicia carrie nts ~ November 8, 1922 MICHIGAN TRADESMAN PRICES CURRENT ON STAPLE DRY GOODS. List prices corrected before going to press, but not guaranteed ~ against changes. Dress Goods. 32 in. Wool Mixed Storm Serge .. 42% 36 in. All Wool Storm Serge ----.. 77% 44 in. All Wool Storm Serge -~ 97% 50 in. All Wool Storm Serge —...... 1 20 French Serges proportionately, Banish Poplar Cloth 200 42% Juilliards Novelty Checks & Plaids 1 85 54 in. All Wool Coating ~__. 1 50@2 00 Linings. 30 in. Black Satine .. 0.0.0. 18% 36 in. Satine, black & colors 25@35 36 in. Radiant Bloomer Satin -__. 47% a6 im Percaling 200 16% Windsor: -Cambrie: 0 2 ee 36 in. Radiant Charmeuse ________ 47% White Goods. Indian Head. 6010. Sort Pimise 20 mo in. Sort BPinish 2 oe 2214 #0 SO Minis 2 ee 28 oa i). SOlt Winisn 2 ore 35D All Linen Finish %c yard more. Giaghams and Wash Goods. 27 in. PI Colores ue 27 in. Checks & Plaids —.___ 32 in. Checks & Plaids ~...__._____ ae 32 in. Checks & Plaids, better quality from ..1 00 ae oes 8a ime Cinsuer, oo Se @42 69/40 in, Votes: - 26 40 in. Organdies, all colors ~_-._.__ 22 sz in. Romper Cloth —.... 221% 27 in. Apron Giceheas Lees ahr? el An. CMeviote 2602s a eee 16% Plisse & Serp. Crepe, from .._.._ 25 a0 in. Challies ooo 13% Oe ia. Madras : 32 in. Suitings, from ~-_.______ 2214@35 36 in. Chiffon, from ~_________ 32446@42% 2c 2h. 2onnns oo ee 30 86 in. Poplins, from —~_._-_.___ 25 @42% Percales. 36 in. 64x60 __._Lights 14 Darks 15 36 in. 68x72 __..Lights 15%, Darks 16% 36 in. 80x80 __..Lights 19 , Darks 20 Crashes. 18 in. FP. Blenched oo 22 28:20. Brown Other grades accordingly and less 10% for quantities. 16 in. Irish Imp. Br. Linen Crash 16% 15 in. Bleached Toweling —_______ 6 - in. Glass Toweling, Red Stripe _. 12 in. Absorbent Toweling —._____ 1 16 in. Blea. Linen Crash, from 18% to 20 Diaper Cloth. 28 in, Red’ Star oe 20 in. Hed Star 220 a2 in. Red Star 0 a4 in, Red Star: 2 enon + 40 at im, Hed Star 28 ok ae Less 10 per cent. Damask. 64 in. Mercerized ~_-____..________ 67% te in. Mercerized 0 82% 5S in. Morcerized 0000 7 45 58 in. Bates or Imp. Hol. Red Dmk. 75 Pattern Cloth. 68x72 Mercerized oo. 4 0 1 25 Larger sizes, good qual. from 2 50@3 00 Towels & Wash Cloths. Turkish Towels from $2.25@9.00 depend- ing on size and quality, and whether plain or fancy. Huck Towels oi 62144c@$6.00 per doz. depending on size and quality and whether part linen, hamatteched. etc. Wash Cloths from 45c per doz. to $1.50 depending on size and quality and whether plain or fancy. Bath Sets. from 15c@ Sl. 30 each. Draperies. 32 in. Cretonne oo Harmony Art Cretonne —._.....___ Normandy Silkoline ~~.....-.______ 1944 36 in. Better Grades Cretonnes from 25¢c @62c, depending on quality. Scrims Etamines, from -_.. 10% 36 in. Plain & Fancy Marquisettes from 164%4c@32%c, Seana on quality, Curtain Nets from 25c@62%%c, depending on width and quality. Blankets. 45x72 Cotton Felted Blankets -_.. 1 07% 50x72 Cotton Felted Blankets __.. 1 20 54x74 Cotton Felted Blankets -... 1 30 60x76 Cotton Felted Blankets __.. 1 50 64x76 Cotton Felted Blankets -__. 1 65 64x80 Cotton Felted Blankets __.. 1 70 63x80 Cotton Felted Blankets ____ 2 00 12x80 Cotton Felted Blankets ____ 2 15 Seconds about 5 to 10% less. Singles and Single 2nds 3 proportionately. 64x76 Barlan Heather Piaid _.._._ 2 60 72x80 Barlan Heather Plaia eee 2 20 Seconds about 5 to 10% less. Singles and Single 2nds proportionately. 60x76 Plain Woolnaps ~--_~.______ 2 30 64x76 Plain Woolnaps 66x80 Plain Woolnaps — a 72x84 Plain Woolnaps —_-......___ 3 15 Seconds about 5 to 10% less Singles and Single 2nds proportionately. 6ux76 Woolnap Plaid - 25 66x80Wool nap Plaids _. 72x84 Woolnap Plaids —-..__..__. Seconds ehoae. 5 to 10% less. Singies and Single 2nds proportionately. 16% 25 @19%- Comfortables, Indian Blankets & Bath obe Blankets. 64x78 Blanket Comfortables —.._._ 2 50 Comfortables .. 3 10 66x80 72x80 Comfortables -. 3 25 64x78 Comfortables ~~~... 66x80 Comfortables -_~----._.-__. 3 50 66x84 Two in one —~_.-__.___ 3 50@3 75 72x90 Bath Robe Blankets with Cords, Tassels & Frogs —_--.... 4 00 Crib Blankets. s0n40: Stitched 10 oUx40 ‘Scalioned. <2. 15 a6xo0 Stitched: 2.6 1 00 oexo0 Seplioped 22 110 SO%50 POU 1 37% Camp Blankets. Camp Blankets = 2200 2 50 Auto Robes. Aw. Robes 2 50 Wool Blankets. 66x80 Wool Mixed —_-.._____ 5 75@6 25 70x80 Wool Mixed -_----__.__ 6 50@7 50 (0x80 All Wool 222003 8 50@i2 00 Comforts. Small sizes cheap Grades ~...______ 22 50 Larger sizes, better grades SvOr 24 00@48 00 Sheets. 63x90 63x99 72x90 72x99 81x90 81x99 G6x00 Tenperait 2 12 25 Gox99 Pepperell 2.0 13 39 Wexee. Pepperei 13 45 “w2x00 Panperch: 20 14 71 Siege Penperch 14 35 SixgS Pepperell: 22.0 15 70 texe0 hock wood (820 2 ss 15 25 Teneo WGCKWwOOd ae oe 16 69 $190: Dockwood 16 75 Sixo) Doekwood (220220 es i8 34 Cheap Seamless Sheets ~_--_______ 7 60 Cheap Seamed Sheets —_.___________ 9 00 Pillow Cases. 42x56 Peauot — 3 96 45x06 Pacuot: 2 4 20 42x06 Pepperell 22 3 48 45x3G Pepperelll -......_.-~.._______ 3 72 42x30; LOCK WOOG tC re ee 3 96 45x30 Lockwood... 8 3 4 20 Cheap Pillow Cases —_...._.________ 2 25 Bedspreads. Tax8¢ . Bedspreads 0 1 50 Better qualities and larger sizes up to 5 00 Carpet Warp. White 45 Colors 50 Olicioth. B® Winter 2 85 5-4 Meritas White ~-.....-._________ 3 36 5-4 Meritas Fancy —.......__.._.____ 3 25 6-4 Meritas White -.--_______._____ 4 50 6-4 Meritas Fancy —~_--_- 2. 4 35 Batts. : Ib. Quilted Cot. Batts __.. 80 per batt 3 lb. Plain Cotton Batt __.. 75 per batt 8 oz. Small Cotton Batt _.10% per batt 10 oz. Small Cotton Batt -. 12 per batt 12 oz. Small Cotton Batt -. 16 per batt ; lb. Wool Batts —-..-..___ 1 45 per batt 2 Ib. Wool Batts 2 50 per batt Wide Sheetings. 7-4 Pequot Bleached ~-..--...._.. 43 8-4 Pequot Bleached ~.--..._.____ 48 9-4 Pequot Bleached ~__-..._..___ 53 10-4 Pequot Bleached ~________._. -— 58 7-4 Pequot Brown ~~... ._-_____ 38 8-4 Pequot Brown —_. ~~... 43 9-4 Pequot Brown ~_ ~~ ..__-_______ 48 10-4 Pequot Brown ~ ~~~ _ .._..____ 63 7-4 Pepperell Bleached ~.--..____. 38 8-4 Pepperell Bleached ~_.--...... 42 9-4 Pepperell Bleached ~_ ___.____ 45 10-4 Pepperell Bleached _......... 50 8-4 Pepperell Brown —_-__.--______ 38 9-4 Pepperell Brown __~_.-________ 42 10-4 Pepperell Brown —_...--_______ 45 7-4 Lockwood Bicathod eee 43 8-4 Lockwood Bleached _____.~___ 48 9-4 Lockwood Bleached __________ 53 10-4 Lockwood Bleached ___~______ 58 8-4 Lockwood Brown _____________ 43 §-4 Lockwood Brown ____________ 48 10-4 Lockwood Brown ____________ 53 Tubings. 42 in. Pemperell 2 30 451m, Pepnerch 2 31% 42 in OG i 34 45 in, Pequot 22 36 ee BM CORDOU os ee 30 45. ti, Calne os 31% OG. in: (Tubing 25 4-4 Bleached Cottons. : EcgpPRRC LL 18 ope 17% Cat a 17 Fruit of the Loom —__~22 ~~ 22_____ 19 Auto 16% ie Wan ee 13% 4-4 Brown Cottons. Bigekw Heck oo ee Velvet 13% Giant 13% Cheaper Cottons ~__.2-._______.104%@I1 _ Diamond Hill Cambrics & Nalnsooks. SUN Berkley, Old Gis o aes Ticking. SOP AN Picking oo 2 15 Feather Tickings from — ~. 27146@30 Fancy Satine Tickings from__ 2914@35 386 in. Imp Hol. Ticking ~~__..____ 2 Denim. 220 21% 240 20 260 18% Prints. mm: Various colors 222500 10% Cheese Cloth. 36 in. Bleached Curity Gauze -_._._ 06% Better Grades ~_..._____ 07% @08%@10 Flags. Small Spearheads, doz. ~...._._____ Larger sizes from 4x6 ft. to 10x15 ft. ranging from, each —~_______ $2.00@8.00 Napped Goods. 25 in. White Shaker Cashmere Twill 27 in. Light Outings ~_________ ism@iit 27 in. Dark Outings —~__.______ 144% @15% 386 in. Light Outings ~_._______ 16%@17% 386 in. Dark Outings ~...__.___ 1744@18% Notions. Star Snaps, BRO ee 60 Kohinoor Snaps, gro. ~.____________ 60 Wistaps, ero. a 75 Satin Pad S G Garters, doz. ______ 2 00 Sampson fly swatters, doz. --_.___ 75 Roberts needles, per M. __-_______ 2 50 Stork needles, per M. —~___________ 1 00- Self Threading Needles, paper __.. 06% Steel Pins S. C., 300, per box _... 43 Steel Pins M.C., 300, per box -_.. 45 Brass Pins S. S., 160, per box .... 43 Brass Pins S. C., 300, per box _-.. 75 Brass Pins M. C., 300, per box .... 80 Coats Thread, doz. Cee lee 59 Clarks M. E. Thread, doz. ~_______ 59 J. J. Clarks Thread, doz. —-____._ 56 Belding Silk, 50 yd., doz. ~_______ 90 Cobro Silk net with elastic, gro. .. 4 50 Gainsborough Hair Nets muneio Strand 2020 80 Double Strand 62-0 ; “ Wolverine nets, gro. M. C. Crochet Cotton, per box 75 B- 4 0. N. T. Cro. Cotton, per box 90 Silkene Crochet Cotton, per box __ 90 Sansilk Crochet Cotton, per box __ 55 M & K or Dexters Knit. Cot., white, Den DON 1 50 Blige and ‘colors. 0 15 Allies Yarn, bundle __ Fleishers Knitting Worsted | Skeins Fleishers Spanish worsted balls __ Fleishers Germant’n Zepher Balls Fleishers Saxony Balls __________ Fleishers Knitting Worsted Balls Fleishers Scotch & Heather Balls Excello Suspenders, doz. He DO DO Go Co DO bo 1 Qo President Suspenders, doz. _______ 4 50 President Suspenders, Ex. Heavy 6 00 Infants’ Hosiery. Cotton 1x1 Rib Hose ______________ 1 00 Combed Yarn 1x1 Rib Hose ___.__ 1 85 Mercerized Lisle Hose, Cashmere Silk Hl. & toe, 60% Wool Hose 4 12% Siti & Wool Hose ou...) 6 Children’s Hosiery. Cotton Hose = a “R. & F Orie 2 Thread 200 Needle, 3 lbs. on * ‘22/8 Rs 05 Misses Mercerized 300 Needle Combed Yarn Hose -_~---__.___ 22577 R, .10 F. .05 Misses Cot. 28 oz. Dou. card. ae 1 ae Misses Merc. 344 Needle Se a = 36 a Bs No. 1 Ladies’ Cotton & Silk Hosiery. 176 Needle Cotton Hose —__--.__ 2 15 220 Needle Cotton Hose ~-__..____ 35 220 Nee. Co. Yarn, seam back Hose a 50 232 ‘‘Burson’’ rib top 4 25 232 ‘“‘Burson”’ rib top, out size Hose 4 50 520 “Burson” split sole Hose __.. 4 25 220 Needle Mercerized —___. 00 Pmt. 110, lisle, hem top —_. -- 4 00 440 Needle full Mercerized 25 Fibre Silk Hose —~_.-.--____ 4 62% 12 Strand Pure Silk Hose --12 00 Pmt. 110 Silk & Fibre -----___._. 50 260 N’dle 18 in fibre boot mock sm. 6 75 10 Strand 18 in. Boot Silk ~_..-___ 9 00 Ladies’ Full Fash. all silk Hose__19 50 Ladies’ Fleeced & Wool. 220 needle, 2 Ib. combed yarn ______ 2 25 200 needle, 2% lb. comb. yarn hose 3 00 200 n’dle, 2% lb. O.S. comb. yn. hose : 25 176 needle out size Hose —______-____ 50 Men’s Hose. te & B. Hosé Cotton 2 Ue 1 50 oer med. weight Cotton -.__.. 1 90 & Heavy Cotton Hose ______ 1 60 176 needle Cotton Hose —____- 200 needle combed yarn Hose -_ 200 needle full mercerized Hose Pure Thread Silk Hose -_..- Nelson’s Rockford socks, bdl. Nelson’s Rockford socks, bdl. ie oo socks, bdl. s 2 4 00) Oe. 3 th. Wool Sox 25.0 ooo 3 3003 75 < 27 Childs Walsts. | “Cub” Knit Waist ~--.-.....___ cae a ° “Bear! Knit Waist <0 37 Muslin Waist -_--...... 2 25@3 50@4 bo Boys’ Underwear. Fleece Union Suits ~...-..______ 7 00/2 Rise .75 Egypt Ribbed Union Suits ._____ 4 25/20 Rise .62% “Hanes’’ No. 958 Ribbed U. S. __ Ts “ a 62% Part Wool Union es all wean io 60 50% Wool Union Suits 12 00/20 Rise .75 Heavy Fleece Vests & Pants __ 3 00/16 Rise on Part Wool Vests & Pants ___. 5 50 Rise of ‘50 Spring. Boys’ 72x80 pin aheae Ath. Stan. S. 4 76 “Hanes” 756 & 856 72x80 pin check Athettie Suite 6 12% Misses’ Underwear. Vellastic Vests & Pants _______. 3 00 /16 Rise .371%4 Heavy Fleeced Union Suits se 6 . cm Med. weight Fleeced Union Suits 5 % 72 ge . Part Wool Union Suits ~.._____ 12 50/2 : Rise 1 00 Vellastic Fleece Union Suits -__ 7 00/2 Rise .75 Spring. Misses Gauze 12 mi Union Suits .. 4 = LSS1 “Sealpax” Athletic Suits ____ 8 6 Ladies’ Underwear. 7 lb. Brush Back Vest & Pants, hee : = ; 0 Heavy Fleece Vest & Pants, Reg. 8 25 Ex. 9 00 Wool Vests & Pants ~________. Reg. 15 00 j Ex. 16 50 Medium Wt. Ribbed U. S. __..Reg. 8 00 Ex. 9 00 11 Ib. Brush Back Union Suits, Reg. 11 25 ; Ex. 12 00 Silkateen & Wool U. S. ______ Reg. 23 00 Ex. 25 00 Mer. & Wool Union Suits ~-Reg. 23 00 Ex. 25 00 Spring. 1x1 rib, 12 cut Vests, Dou. extra _. 3 00 1x1 rib Bodice Top Vests -...Reg. 2 15 Ex. 216 1x1 rib Tu. V. N. vests, lace tr. Reg. 2 25 Bx. 2 50 12 cut, lace & cuff knee Union Suit, Double? We. 6 25 1x1 rib, band & bodice top lace UILION (‘Suits C220) ee Reg. 5 00 Ex. 6 00 Men’s Underwear. Red Label Shirts & Drawers ___. 9 00 Red Label Fleece Union Suits ____ 16 50 Black Label Shirts & Drawers _-.. 8 50 Black Label Fleece Union Suits” -- 15 00 1658 Hanes U. S. 16 Ib. cot. ribbed.12 75 San. Fleeced Shirts & Drawers __.. 6 50 “Hanes” rib. shirts & drawers .. 7 50 Wool Shirts & Drawers 1 San. Fleeced Union Suits _ Heavy Ribbed Union Suits Part Wool Union Suits ___ Mer. & Wool Union Suits 100% - Wool. Union Suits 20 48 prin Lawrence Shirts ? Denucre 7 00@7 50 Bal viggan Shirts & Drawers __.. 4 25 Balbriggan Ecru Union Suits ____ 8 00 Ribbed, Ecru Union Suits _______ 8 75 64x80 pin check nainsook, Ath. S. 5 37% 72x80 pin check nains. Ath. Suits 6 25 Fancy striped nainsook __________ 00 B V.- BD. Athletic Suits 3 12 50 Fancy Strip Madris __._... 9 00 Bathing Suits for Spring Delivery. Men’s all pure worsted, plain ____ 22 50 All pure worsted with chest oF Gen 7 00@32 00 Ladies pure worsted plain ________ Ladies all pure worsted striped and color combinations ~_________ 27 06 up n’s Dress Furnishings. Slidewell” Collars, MNGi 1 60 Flannel Night Shirts ________ 10 50@13 50 “‘Linine’”’ Collars, per box ____.___ 34% “Challenge’”’ cleanable, GOx, 2 75 64x60 percale dress shirts ___.____ 8 00 68x72 percale dress shirts 50 sai Rae tae os Fancy Madras Dress Shirts 13 50 1 00 Silk & Satin Stri. on good gr. 22 50@36 00 Men’s Work Furnishings. No. 220 Overalls or jackets ______ 15 00 No. 240 Overalls or jackets ________ 12 00 No. 260 Overalls or jackets ________ 10 50 Stiefels, 285, rope stripe, Wabash stripe Club or Spade overall or jacket, 2 seam triple stitched __ 13 50 Black sateen work a good qua. 9 00 Golden Rule work shirts Piece dyed work shirts __________ 6214 - Best Quality work shirts ____9 wo@is 50 Boys’ Furnishings. Knickerbockers —~_....________ 6 00@15 00 Mackinaws, each ____.______ 4 25@ 8 50 Overalls, Brownies, etc. _... 6 50@ 9 - Youths’ overall, 265 Weight —-_____ 10 2 Coverall Heavy Khaki ______ 12 00@16 50 68x72 Dress. Shirts “200 8 50 “Honor Bright’ Stifels Wabash Stripe Romper, red trim ___.____ 7 50 “Honor Bright’? Khaki Romper, Red trim “Honor Bright’? Plain Blue Romper, Red: trim: 2 7 50 Ladies’ Furnishings. Middy Blouses, red, green or navy, Parker & Wilder, wool flan., each 4 00 Tricollette Overblouses, eee Sabo 25 64x60 Percale aprons, Lights —.__.. 8 50 64x60 Percale aprons, Indigo - ____ 9 50 See is CL Sasi RAB mac NL MM a ge Se Ail nit nats MICHIGAN TRADESMAN November 8, 1922 sr e -_ — ee = . ae: - - BUTTER, EGGS 48» PROVI Egg Improvement in Missouri. The Missouri State Marketing Bu- reau has a corps of twenty persons in the field holding egg candling and grading demonstrations throughout the State. Fifty towns are visited each week. It is planned that each of the four hundred towns on the exhaustive itinerary will have been reached by the end of the campaign October 1. Approximately one hundred co-opera- tive exchanges in Northwest Missouri have already been visited by the dem- onstrators. Missouri egg producers are being taught to-day as never before that competition in the egg industry is be- coming so keen that they must at once co-operate in the State-wide drive for better handling and marketing of eggs. According to the State Marketing Bu- reau most of the loss in handling can be eliminated if all concerned will co- operate to secure better production and marketing methods. The July issue of the Marketing Bulletin, a weekly publication which is free of cost to ali Missouri farmers, is “Dedicated to Missouri Egg Pro- ducers and Buyers who are endeavor- ing to make Missouri Eggs Better.” Eight pages of marketing and stand- ardization information are included in the Bulletin, of which fifty thousand have been mailed out to Missouri egg producers. Quoting from one of the leading ar- ticles in the Bulletin the Missouri State Marketing Bureau hold that “those producers whose eggs fall into the Extra and No. 1 grades should receive a higher price per dozen than the producer whose eggs fall in the lower grades.” Further reference is made to buying on a graded basis by the statement that “if No. 1 wheat is worth more than No. 3 wheat, so are -Extra grade eggs worth more than No. 2 grade eggs.” — +22. Quality Buying of Eggs. It is interesting to consider what would be the effect upon the egg in- dustry if those who purchase eggs from general farm producers at this season would be able to make a dif- ference in paying prices equal to the difference that prevails in final con- suming markets. Many of the fresh gathered eggs that arrive in New York during the fall contain a mixture of qualities ranging from full, strong bodied, fresh production down to shrunken. watery eggs, some showing still more serious defects. If these in- ‘ferior~ qualities are not deliberately mixed in by shippers they must con- sist of eggs he!d back by farmers and when country buyers pay uniform average prices the actual loss often oc- casioned by such holding is not ap- parent. When the various qualities are candled out on the New York mar- ket there is a range in their value at the present time of something like 40c a dozen to say nothing of those that may be worthless. There are practical difficulties in the way of so close a grading at interior points as would permit carrying back to the producer this full range of dif- ference in value, but shippers who can buy under the candle could make at ‘east three grades, of merchantable eggs, confining the first grade to full, strong bodied fresh eggs such as are wanted by high class carton trade and free from mixture with lower qualities. On this basis of grading they could make a difference in paying prices of perhaps 25@30c a dozen and producers would learn that it pays to market eggs while fresh even during a season when the price of really fresh eggs is nor- mally advancing Some shippers say they cannot buy eggs on a strict quality basis because competitors refuse to do so. We be- lieve this is a fallacy. If an appropri- ate grading is made the price that cou'd be paid at this season for candled fancy fresh eggs would be so much above the average that pro- ducers could hardly afford to neglect the opportunity to sell on-that basis, and the buyer who continued to pay an average value would be likely to get the undergrades only—New York Produce Review. —_~+2>___ Early Sale of Cull Hens Advocated. The following advice is issued by the College of Agriculture, Cornell University: Keeping the cull hens for the Thanksgiving market may be-all right, say the poultry experts at the State College at Ithaca, but for their own good and for the good of the pullets who have to wait for room in the lay- ing houses, it is better to get rid of the cull ones earlier. The market around Thanksgiving usually drops, becaause so many wait until then to unload their old hens. In addition, say the experts, if the pullets are expected to lay this winter when egg prices are high, they should be established in their winter quar- ters before winter sets in, so that they won't be disturbed as they approach maturity and egg production. On too many farms the pullets which are ex- pected to help out the family income by laying through the winter are kept out in the cold waiting for the o'd hens who have served their usefulness, to be sold. Pullets just beginning to lay are more sensitive to disturbance than old hens, and if kept out too long, may lay “off” instead of “on” when egg BLUE GRASS BUTTER een OSS a EVAPORATED MILK KENT STORAGE COMPANY GRAND RAPIDS ~ BATTLE CREEK “Wholesale Distributors 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. = NEED NEW CASH REGISTER? Grand Rapids Store Fixture Co. 7 Ionia Ave. N. W. Grand Rapids, Michigan They have a splendid line—both “new and rebuilt.” BETTER SEE THE TOLEDO PLATE & WINDOW GLASS COMPANY Mirrors—Art Glass—Dresser Tops—Automobile and Show Case Glass All kinds of Glass for Building Purposes 601-511 IONIA AVE., S. W. GRAND RAPIDS, MICHIGAN MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Frank T. Miller, Sec’y and Treas. |, Lewellyn & Co. WHOLESALE GROCERS Grand Rapids and Detroit November 8, 1922 MICHIGAN TRADESMAN 29 prices are soaring. Immature birds will profit, too, by being well housed, since good care, comfortable quarters, and plenty of food will hasten their deve'opment and their production. ee arin God-Given Right of Birds To Live. Grandville, Nov. 7—The dreary days of November bring thoughts of win- ter. In fact, November in times past has sometimes been a winter month. Forty years ago this month snow began fall- ing on the 7th day and continued to fall until we had good sleighing by the middle of the month and no more mild weather until the middle of the next April. That was, indeed, a long winter, with an abundance of snow. History is said to repeat itself and we have no means of knowing how soon it may bring another such winter. The sparrows are making themselves friendly again, with the chill nights and signs of win- ter in the air. We are glad to welcome them, even though this small fellow is not in the good graces of the people of Michigan. Why this is so is be- yond explaining, but it seems the Leg- islature, wishing to make a record for passing new laws against somebody or something, beheld in the sparrow an object unable to strike back and made of him an outlaw. A lady said to the writer that she supposed we had no right to feed sparrows since by so doing we were breaking the laws of the State This led to the thought, Ought the citizen to ever feel justified in dis- obeying law? Thinking back a few years We call to mind a law, a Na- tional enunciation known as the fugi- tive slave law, which made of the peo- ple of the North slave hunters for the South. That law was variously in- terpreted by the people. That it was an infamous production very few could deny. In fact there was an in- dignant protest went up against obey- ing such a prostitution of justice, lead- ing to the celebrated underground railway which guided the fleeing slave to Canada and freedom. In my boyhood days I often felt the blush of shame rise when I heard the Star Spangled Banner sung and real- ized that in this iand of the free and home of the brave there existed human slavery such as no other Christian country on earth permitted The fact that my country permitted men, wo- men and children to be bought and sold into slavery rather discouraged my belief in the goodness of the land of Washington, a land which had fought nearly eight years for inde- pendence from what was considered the tyranny of the mother countrty, a tyranny which seemed to me but a drop in the bucket compared with that slavery which consigned a whole race to the vilest servitude. The colonists, with one hand fight- ing for freedom for themselves against unjust taxation, with the other held hundreds of thousands of fellow be- ings under the iash of servitude more despicable than the dungeons of the Inquisition. For many winters it has been the writer’s privilege and good pleasure to feed the sparrows. They have re- sponded to his call and are on most triendly terms with their benefactor. How dreary would the winter months be without the natty little sparrow to brighten the solitude. We should feel snowbound, indeed, with the sparrows left out of the deal. Fact is, the sparrow, as well as a‘l other birds, not excluding the crow or owl, is man’s friend and should be conserved and not slaughtered. I was a farmer long enough to learn how necessary it is to the best success of farming that the birds should not be molested. The appearance of destructive grasshoppers. led to the scattering of various poisons. that destroys myriads of birds, so that robins died by wholesale in parts of our good commonwealth. The right of birds to live is God- given. When we take that right away we fly in the face of the Almighty and lay up for ourselves wrath against a day of wrath. : Because of our unrighteousness where human beings were concerned the boasted free republic of America met with disaster such as had never befallen a nation before—the Civil War with its attendant slaughter and destruction of property. : The sight of the Stars and Stripes floating in mid air was an inspiration and yet in the fifties it floated over a Nation which held three million hu- man beings in bondage. At one time the slave trade was per- mitted. One instance of our own littleness has never been obliterated from the mind of the writer. A slave ship (an American ship) loaded with stolen negroes from Africa intended for our own slave markets down South, passed not far from a British man of war in midocean. By some lucky chance three negroes escaped in a small boat and rowed toward the foreign ship. The Ameri- can captain set out in pursuit, but the colored men made their way over the side of the man of war in advance of pursuers. “T demand those men!” exclaimed the Yankee captain the moment he confronted the British commander. “Are they American citizens?” asked the Briton. “They belong to me. I am an American. They are my property and are valuable,” vociferated the irate American officer. “You intend to sell them into slav- ery, eh?” The Briton pointed to the bit of bunting flying aloft and said cuttingly: “There are no slaves under the English jack—that is my answer.” It was sufficient A representative of a monarchy rebuking a citizen of the Great Republic where the rights of common humanity were concerned. While such unrighteous laws as the bird enactments of Michigan exist our farmers are bound to suffer in their crops and pocketbooks. Old Timer. —_—_2-<-____ Package Freight in Containers. Handling of package freight in con- tainers which are locked by the ship: per at his place of business and un- locked by the consignee at final destination has been begun by the New York Central between New York and Buffalo, and if the experiment proves successful will be extended’ to other centers. The principal advan- tage to the shipper lies in the insur- ance of such shipments against -pilfer- ing, since not only are the containers locked but in addition they are loaded on the cars in such a position that they cannot be opened without unloading. The railroad secures the advantage of handling this class of freight’ with something of the same measure of economy. possible in the case of bulk freight. This makes possible some- what more favorable rates. The agita- tion for the use of containers for package freight has been increasing ever since the motor truck became a practical commercial vehicle, and_ it is to be hoped that the New York: Central’s experiment will prove that the advantages so often urged for the system are really to be found in prac- tical operation. Moseley Brothers GRAND RAPIDS, MICH Jobbers of Farm Produce. M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables ONIONS When you want fancy red or yellow globe onions, in any quantity, get in touch with us. We will take care of your needs to your complete satisfaction. Vinkemulder Company Grand Rapids, Michigan =| BAKING / SOLD EVERY WHERE RYZON REG. U.S. PAT. OFF. \ POWDER / Full strength until used. € special process of manufacture is the reason. You use less Mashed potatoes — lighter and more digestible. Saves time and la- bor. RYZON should be put in mashed potatoes before re- moving from the fire. Less whipping is needed. The results will surprise you. If your jobber cannot supply you address 40 Rector St., New York You Make 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 GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Prodacts sold by Merchants Brand Recommended , by Merchants NewPerfection Fiour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks Watson-HigginsMlg.Co. 30 MICHIGAN TRADESMAN November 8, 1922 KEEP RECORD OF CUSTOMERS. As Necessary To Retain Old As Make New Friends. Without question, the strongest and most valuable of all assets any business house can claim is its “regu- lar” and “old” patrons—patrons who are frequent visitors to the store, who come back again and again year in and year out and stand by the store through stress and strain. Such pa- trons afford the merchant an ever in- creasing flow of business and upon them the merchant can depend for a fixed volume of sales. They give to the store considerable prestige and add greatly to its good will. And yet, how few merchants give to the “old” patrons the attention they rightfully deserve, while fewer yet are putting forth any systematic effort to cultivate and build up for their store a sub- stantial following of “faithful” patrons. Frequently the merchant becomes so engrossed in the task of winning new trade that he seemingly forgets his “old” patrons or at least he does not accord them any special attention. Then, too, most merchants depend upon the high quality of their mer- chandise and the efficient and cour- teous treatment to hold the customer once he has been induced to patronize the store. However, these factors do not aiways prove sufficiently strong against all comers and the merchant finds his patrons constantly shifting. Of course, many and various reasons may be attributed to this constant shifting of patronage. Frequently “old” patrons move to another loca- tion and it becomes necessary for them to shift their patronage else- where, or perhaps they are lured to another store by some special offer- ing, or perchance they have become offended, some little mistake has oc- curred, or some piece of merchandise has not given satisfaction but, then, no matter the “why,” the point is the merchant loses a valuable patron who quite frequently withdraws his patron- age and becomes well established at another store before the merchant wakes up to the fact that the customer has shifted his patronage. During these days of keen competi- tion, the merchant would be greatly benefited if he wou!d inaugurate into the store’s management a system whereby he could keep a constant tab upon its customers with a further fea- ture that will enable him to more closely cement his customers to the store. It is not enough for the mer- chant to win patronage for his store. This, of course, is an essential and necessary part of his business activi- ties, but once he has induced the new customer to his store he should im- mediate:y set his system to work to cement the new customer to his store and to weave a tie of friendship and good will so strong that it will not be broken upon the least provocation or pretense. Such a system, properly handled will prove exceedingly profit- ab‘e, cementing both “old” and “new” customers more closely to the store, furthering good will and enabling the merchant to make more rapid strides toward business success. Of course, this is much easier said than done and naturally brings up the question, “how can it be done?” In. the first place, the merchant should have a complete list of the store’s customers, whether they be “regulars” or just occasional cus- tomers. A record should be provided for each customer whether they are credit or cash customers. This record may be kept either upon record cards provided for that purpose or upon sheets in a loose leaf ledger. In either case, cash customers should be kept separate from credit customers. In case the loose leaf ledger system is used a separate ledger may be pro- vided for cash customers and one for credit customers, while in the case of the card system two separate filing drawers may be provided. Whenever a new customer is added a new card or a new ledger sheet may be added for them. The form used, whether card or ledger, should be so printed as to provide for the record of the customer’s purchases, showing the date upon which the purchase is made. It is not necessary that an itemized account be kept of the cus- tomer’s purchases in case of the cash customer if that does not seem ad- visable, nor is it necessary that the sa‘esperson make out a sales-slip in the case of the cash sale, although it is advisable. The main thing is for the management to know that the cus- tomer made a purchase, and the date, - and if the present system of sales records employed ‘by the store does not provide for a sales-slip for each sale, the merchant may provide each salesperson with smal! printed slips upon which may be entered the date and the name of customer waited up- on, these slips being turned in to the bookkeeper for making entry upon the customer’s record. The purpose of this system is to provide the merchant with such information as will enable him to know when a new customer has been added, how often each cus- tomer visited the store, and also en- abling him to note when a customer may be slighting the store which, of course, would naturally arouse a sus- picion that the customer has shifted his patronage elsewhere. For inaugurating this system, the merchant would do well to set aside a definite proportion of the store’s ad- vertising allotment to be utilized ex- clusively for keeping in touch with patrons, for this wil, indeed, be good advertising. Whenever a new customer is added the merchant should immediately dic- tate a personal letter to this new cus- tomer, expressing appreciation of the business and extending an invitation to the customer to avail himself of the store’s service. At the close of each month, it would be well for the merchant to mail a message to each of the store’s customers. In the case of credit cus- tomers, some note of appreciation for the month’s favors may be enclosed with the monthly statement. To all cash customers whom the records show have purchased merchandise during the month, a special note of appreciation for this business may be mailed them, and then to all the cus- tomers whose names appear upon the store’s records, but who have not made a purchase during the month may be mailed a special letter, express- ing disappointment in not having been able to serve them during the month, but expressing a hope that they shall visit the store during the coming month. These records should be watched closely and when an unusually long time elapses between purchases the merchant can feel certain that the cus- tomer is drifting away and a special effort should be put forth to bring him back. A _ special letter may be mai‘ed, stating to the customer that the merchant is sorry to note that the store has not been favored with the customer’s trade during the past few weeks and expressing a desire to con- tinue to be favored with the cus- tomer’s trade. In these cases, a record of letters mailed to these customers ‘ should be kept. One merchant who employs a similar system, employs a series of five letters which are mailed to customers who have apparently withdrawn their trade and in keeping a record of letters as they are mailed, has provided five different colored celluloid tabs which he uses in denot- ing letters mailed. For example, when the first letter is sent he slips a green tab on the card and then when the second letter is mailed a red tab is placed upon the card, etc., thus show- ing him at a glance what letter to mail next. This merchant removes all such rec- ords from the regular files and then when the letters bring the customer back and a sales-slip comes through showing that the customer has re- sumed trading with the store, the - bookkeeper replaces the card in the regular files and the merchant sends the customer a letter thanking him for his business. The plan has proven wonderfully effective in holding “old” customers. Occasionally throughout the year it may prove profitable for the merchant to mail each customer a little token of his appreciation for their trade in the form of some small gift accompanied with a personal letter of appreciation. This plan consistently and persist- ently followed and properly handled will prove wonderfully effective in ce- menting the customer closer to the store and in weaving a tie of friend- ship and good will that will result in much good for the merchant. The customer appreciates knowing that his trade is appreciated and this plan should make the customer a real live booster for the store and as a result much “new” business will be derived from “old” sources. Allow a note of warning. Don’t let the system fall into a rut. That is, don’t have a lot of printed letters and notes and use the same old thing over _and over. If you do it, it is sure to ruin the effect of the system. See to it that each month’s message is different, worded different, printed different; present it in some different manner each month, and its effect will be many fold greater. ——_~ ‘ Have you ever walked out of a store disgruntled because no one paid atten- tion to you or seemed to know you were waiting? Did you go back there again gladly and joyfully? Atlantic States Lose Supremacy in Manufacturing. The manufacturing industry of the United States is slowly moving from the place of its beginning, the Atlantic frontage, toward the great interior, which produces the bulk of the manu- facturing material and the fuel with which it is assembled and transformed into the finished form. The area oc- cupying the Atlantic coast from Maine to Florida—New England, the Mid- dle Atlantic States, the District of Columbia, Maryland, Virginia, North and South Carolina, Georgia and Florida—produced in 1919, the latest census year, slightly less than one-half of the manufacturers of the country, as against more than two-thirds a half century earlier. This Westward movement of the manufacturing industry is chiefly into the Mississippi Valley, which produces most of the cotton and wool. and iron and coppr and lead and timber of the country, and also a bulk of the fuel with which it is moved to the great manufacturing centers and there trans- formed into manufactures. In popu- lation, that other factor in manufac- turing, the Atlantic States show an increase of 137 per cent. in the last fifty years, and the other districts of the country an increase of 205 per cent. in the same period. Most of this.increase in outturn of manufactures occurs in the Mississippi Valley and especially in the States ad- jacent to the Great Lakes. Illinois, with its great iron and steel manu- facturing establishments and plentiful coal supplies, increases its output of manufactures from $1,120,000,000 in the census of 1900 to $5,425,000,000 in the census of 1920; Michigan, with its great automobile manufacturing in- dustry, advances from $320,000 000 in the 1900 census to $3,466,000,000 or ten times as much in 1920 as in 1900; In- diana, with the aid of its natural gas fuel, imereases its outturn of manu- factures from $337,000,000 in 1900 to $1,899,000,000 in the 1920 record; Ohio, which combines the copper and iron of Michigan and Minnesota with its own coal and labor, advances from $749,000,000 in the 1900 census to $5.- 100,000,000 in that of 1920; New York, which still shows a bigger total of manufactures than any other state, ad- vances from $1,872,000,000 in the 1920 record to $8,867,000,000 in the 1920 census: Pennsylvania advanced from $1 650,000,000 in the 1900 census to $7,317,000,000 in 1920, and Massachu- setts from $908,000,000 in the 1900 census to $4,001,000,000 in that of 1920. The Southern States, now transform ing their cotton and iron and timber into finished form with the use of their own fuel, also show big gains, while California, with its sugar, and fruits transformed from the natural condi- tion to manufactured form, pushes its 1920 census figure up to nearly $2;- 000,000,000 against a quarter of a bil- lion twenty years earlier. —_—_2+ 2 F. M. Shepard & Son, dealers in hardware, agricultural implements, au- tomobile accessories, etc., at Alba, re- new their subscription to the Trades- man and say: “We could not get along without it.” rae. November 8, 1922 MICHIGAN TRADESMAN “ H. LEONARD & SONS Fulton Street Cor. potas ’ GRAND RAPIDS, sn tieay Cea Wholesale Distributors and Manufacturers’ Agents sete At For Immediate Shipment and to Increase Your Sales \ N 7 E offer a wide variety of our best sellers that are just the thing to brighten up your Gift Department. Compare your costs with the prices you can get for these items and you will see that they can be sold at popular prices. Here we show a few out of hundreds of items in our stock. Prepare for the Christmas sale, the one sure sales period of the year. B-9894 476-479 The Story of the “UNIVERSAL” ELECTRIC HOME NEEDS Goods bearing the “UNIVERSAL” Trade Mark are the greatest advertised—with the most perfect guarantee and therefore are the best for the merchant to buy because they are the easiest to sell. All electric appliances shown are 110 volts operating on 106 to 114 volt circuit. If other voltages are required it should be so stated on each order. Sells For 16.00 only E9176—6 Cup Coffee Urn Electric only E9179—9 Cup Coffee Urn Electric only E9189—9 Cup Coffee Urn Electric only E9166—6 Cup Coffee Urn Electric only E9169—9 Cup Coffee Urn Electric a only 800—-Nickel Fray 12x18 in. .-_-._.._--__ se Se ee 10.00 onty S00-—-Nicke! Sugar and Creamer -.-- = 11.00 only E947—Reversible Toaster Electric i only £9004--round Grill Electric 0 See ee 13.50 only £9952—Radiator Electric _-_____-____-----_--______-- eae a ee ee oe : Onty 2000 cae. [ron mleetric oo ee only E9091—Sad Iron with Switch Flug ‘ : Oni copes-—-houne Grill. clectric. 5.201 ee oe. only a eet RiGCttle ee as = ee 222 Gnty S66 Cup Fercolator Aluminum 2.9 oo ently 898-9 Cup Percotater Aluminum —-...-. only 66—6 Cup Percolator Aluminum __--_-__--_--~-___ only 69—9 Cup Percolator Aluminum ___-~-~_---~--__ only 76—6 Cup Percolator Aluminum __-- ~~~ --______ only 74-0 Cup Percotator Aluminum 22222-00500 3 Onty 476-6 Cup Percotator Aluminum =. 002. only 479-9 Cup Percolator Aluminum _...--..9 =. only 179-9 Cup. Percolator Aluminum: .2-.-.-.--.0- sass tess Manufacturers established retail prices _______.__-_____________________| $228.00 Manufacturers Price to Dealers (0. 153.00 Assortment may be changed*to suit your requirements or ordered in any quantity desired at same proportionate price. 69-99 Correspondence invited but come in person if possible and see our wonderful line. 32 November 8, 1922 MICHIGAN TRADESMAN Real a : re : S “Bs q 9 ee 2 Eee tS z= 2 ee : = = : =e 4.=_— : = mes 3 z eS ae z< 3 =e ' Speen = = ee ! = VY t Hos = ‘jee f {rte _ ies | rm a i & a ee SEE A 5 aid f= a bf KS ~ Fee Ie ya A “as vy = Gabby Gleanings From Grand Rapids. Grand Rapids, Nov. 7—A sales ex- pert with European as well as Ameri- can experience in the business of sell- ing things insists that, in order to capture her share of South American trade, the United States must change her methods. “In the first piace,” he said, “we must pay salesmen we send to South America a flat salary instead of com- mission. We must not expect him to produce results right-away. No, and not for five or ten years. That’s how England and Germany got the trade. They sent over young men in their teens to grow up in the various South American countries, to learn the lan- guage, the customs, the viewpoints, the ideas—to learn the country. “These young men were not work- ing On commissions, nor on large salaries either. The young French- man or the young Englishman often had a little private income, and was highly satisfied and pleased with the opportunity thus afforded him. “But would a live, hustling Yankee salesman do that? Would he go to South America as a youth, with the understanding that he would remain there all his life? No, he is too am- bitious. He would know he had to return to the United States to make real money. Few American firms would finance him long enough with- out seeing direct returns. “The South American will not buy goods because he needs them. He must be approached properly by the salesman. _He must be entertained and he must entertain. He must invite the salesman to his home and present him to his wife. They must know one another socially.” That last paragraph contains some excellent suggestions for the salesman, no matter in what country or to whom he is trying to sell goods. “The South American will not buy goods because he needs them.” He must be entertained.” “They must know one another socially.’: While the North American and the South American, being members of different races, differ radically one from another, there are those of the North as well as of the South who will not buy goods, even though they need them, from a saiesman who is not personally agreeable to them; who does not know how to aprreach them in the right way. On the other hand, the salesman who makes a favorable impression on his prospective customer will often sell to him when the man had no in- tention of buying at the time. Not that the salesman hypnotizes or over persuades him, but his pleasing per- sonality and genial manner induce him to buy earlier, perhaps, than he other- wise would. W. N. Burgess, the china man, lost a light weight overcoat, some va_uable papers and a $2 bill one day last week. Some miscreant visited his car during the driver’s absence. E, E. Meyer, of Milwaukee, attended U. C. T. meeting Saturday evening. Mr. Meyer sells traveling bags for a Chicago concern and has visited Grand Rarids regularly for the past twenty-one years. The second dance given by the U. C. T. will be held at the usual place, Knights of Columbus ball room on Saturday, Nov. 11. This being armis- tice day, the committee in charge promises something unusual in the way of entertainment. Joe Van Dermere lost the rear end of his car while at Greenville last week. It 48 suspected that a big truck smashed into it. There were no wit- nesses. Joe came home on the bus. Art Borden, former chef for Paul Bunyon, will have charge of kitchen at next U. C. T. meeting. Behrman and Downey will supply the makin’s and there’ll be a big smoke. The Heinzel- man quartet will howl, while Ottie thumps the keys. Walter Burgess will relate some of his experiences in foreign cquntries and Walter Lypps will spring some funny stuff. Three huskies have already been selected to escort the financial secretary to the outer door if he opens up on money matters during the “feed.” All things considered, a-good time seems certain. Rupert Cain, in a letter to Grand Rapids friends, speaks thusly of California where he has been visiting the past two months: “It’s a wonder- ful country. They'll all tell you that. Every stream is a river, every tree a forest, all towns are cities and most every man you meet is a liar.” Accustomed as travelers are to many fancy dishes, broiled shad with drawn butter and potato chips was quite a surprise to members of the You-See-Tea club at the Pantlind last Saturday afternoon. All summer long there have been complaints because the drinking foun- tain at the Michigan Railway depot is out of commission. Drinking water on many cars is not always as fresh as it should be. Art Borden spent last week in To- ledo. Mr. and Mrs. Olney visited relatives in Ilinois over the week end. An excitable old gentleman boarded the interurban at Kalamazoo on Tues- day evening, bound for Grand Rapids, where he expected to take the bus for Ionia. He had miscalculated the time, as many people do, and learned to his dismay that the car arrived a few moments too late for the last bus out. The conductor was a good fellow, as are a‘l those on the Michigan Railway. At Plainwell he left a message for the railway’s agent at Grand Rapids to be telephoned to the bus line. A reply reached him at Montieth Junction stating the bus for Ionia would wait for his passenger and the old man settled down quite content for the re- mainder of the trip. The motorman did his part by nosing into the depot a minute or two before schedule. The incident apparently was unnoticed by the three commercial travelers aboard until they go off at Grand Rapids. One of them put his arm around the con- ductor and told him he was a good o‘d scout. The second added a comrli- ment, while the third said, “It beats the devil; we’ve had cigars -all day until just now when we need them most.” : A well-known writer says, “I here and now confess that nine-tenths of what induces me to buy, is the ability of the seller to jolly me along. Cheer- fulness and signs that you feel good, enjoy life, and are full of glee inside. are better than a letter of introduction from Mr. Rockefeller.” We are all similarly influenced by a cheerful fellow with an entertaining manner. He creates a bond of. sym- pathy between himself and his pros- pective customer the moment he in- troduces himself. A book agent of this sort calls on me occasionally, and I always buy from him whether. I want what he has for sale or not. He enters my office with such an air of modest assurance, such confidence and expectancy in his bearing; he is so cheerful and interesting, that I posi- tively cannot turn him down. He wins at the very outset by making a good impression upon me, getting my confidence, and winning my favor. While the technique of salesmanship is important, yet it is the man behind the salesman that does the business. It Me ia eo ath Oy i FRE PROOF One half block £os¢ of the Union Station GRAND RAPIDS MICH CUSHMAN HOTEL PETOSKEY, MICHIGAN The best Is none too good for a tired Commercial Traveter. Try the CUSHMAN on your next trip and you will feel right at home. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $i.50 and up EDWARD R, SWETT, Mar. Muskegon g=2 Michigan Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American plan. Rates reason- able. WILL F. JENKINS, Manager. SIDNEY ELEVATORS Will reduce handling expense and speed up work-— will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind of machine and size platform wanted, as well as height. We will quote r v~ amoney saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio CODY HOTEL GRAND RAPIDS “RATES {ES 3 Ta CAFETERIA IN CONNECTION Learn More—Earn More! You want to start into a good position which will lead you steadily up the tad- der of success. FALL TERM SEPTEMBER 5 Michigan’s most successful Business School for over a quarter century. Why not get out of the rut? Write for our beautiful new catalog. It Is free. HOTEL WHITCOMB St. Joseph, Mich. European Plan Headquarters for Commercial making the Twin Cities of ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor- ‘ ated throughout. Cafe and Cafeteria in connection where thé 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. Men HANNAFORDS NEW CAFETERIA 9-11 Commerce Ave., or 45 Monroe Ave. ~- For The Past 10 Years Prop. of Cody Hotel Cafeteria 3 Short Blocks from Union Depot and Business Center HOTEL BROWNING MOST MODERN AND NEWEST IN GRAND RAPIDS ROOMS with Duplex Bath $2.00; With Private Bath $2.50 or $3.00 Citizens Long Distance Service N ae eeheane oe [Mra ELEPHONE 7 Detroit. Reaches more people in Western Michi- gan than can be reached through any other telephone medium. 20,450 telephones in Grand Rapids, Connection with 150,000 telephones in USE CITIZENS SERVICE CITIZENS TELEPHONE COMPANY LABEL i ad minnie nnaiabaidliniia Sing "i nena rw nr November 8, 1922 MICHIGAN TRADESMAN “ 33 is the human power back of the mere technique that makes the sale. It is of little use to have all the qualities which make a good salesman if these quali- ties are not backed up by that abound- ing vitality that makes a man master of himself and his ability on all oc- casions. Yet there are a great many salesmen who do not take time enough to care for themselves properly, to keep their wonderful body machine in fine trim, in superb physical and mental condition. Good health is the secret of the clear eye and buoyant spirit; it quickens the inte‘lect and sharpens all the wits Many a sale has been clinched by the salesman’s bright, sparkling eye, clean skin, firm step well knit frame and manly bearing. If you would be a master salesman, look to your health. Rapid progress is being made on the double tracking through Muskegon Heights on lines of the interurban railway. “Grand Rapids traffic men are a mighty decent lot,” says a resident of Greenville. “We of the country towns are often confused in a city like Grand Rapids and. occasionally we attempt things with cars that are for- bidden, all unintentionally:to be sure. I have never heard of a stranger be- ing bawled out by a Grand Rapids trafic cop if he was trying to comply with the rules. Quite different from a smart elek in Toledo recently. I was strictly in the right, but in order to save himself from his own error he gave me a line of talk that—well, we drove to another town for our night’s lodging and when the family mentions Toledo I can only think of the big burley “brute that had: me at. his mercy.” Some of the fellows ask why baked apples on the bill of fare at the Whit- comb Hotel are 25 cents each, when raw fruit is rotting on the ground thereabouts With tomatoes at 75 cents per bushel the Dwan Hotel charged a quarter for a portion plain sliced. With some hotels prices never drop until some one complains. James Bolen was fortunate last week in securing a Canadian wild goose while out hunting. Probably no other hunter from Grand Rapids has had such luck this season, as these birds are quite rare and equally cun- ning in evading the gunners. Sixty per cent. of all printed matter is for the purpose of selling goods, yet printers themselves are the poor- est of advertisers. Like doctors they use their own prescriptions sparingly. W. E. Guliford, of the Merchants Printing Company, Kalamazoo, in a recent address before the printers’ or- ganization of that city said: “Herein is one of the strange paradoxes of the age, an industry that is the very foun- dation of advertising, possessing ail the: facilities of the advertising pro- fession, almost daily seeing magnili- cent fortunes built from their own labor, and yet, you are content to gather a few crumbs which are doled out to you from a bountiful repast of your own making. You send your devil to distribute a few blotters, with a casual remark about printing and your own precious full name in bold type, and fondly believe you are ad- vertisng. Why not let a few business principles into your advertising? That is what advertising men are doing. But you printers, you men who butter their bread, refuse to learn the lesson that is constantly before you.” . ‘Fhree years ago a certain large job- bing house-in New York changed its - method of paying salesmen. For years the basis of compensation had been straight salary. This plan was discon- tinued and all salesmen were placed upon a Under the salary plan, the salesman did not have to worry about orders that were not placed on the day of the salesman’s visit, but followed him via the mail. However, under the com- _Mission plan, these mail orders were of vital importance. This jobbing “house adopted the plan of giving the straight commission basis. salesmen half credit on all mail or- ders and crediting the other half to its mail order department. It proved to be a happy solution. Salesmen found in the operation of it just the proper incentive to increase their ef- forts for larger personal sales, while it held their interest in business that came to the house direct. The com- pany, on the other hand, found a way to make a better organized campaign to increase mail orders without antag- Onizing the salesmen. The. half com- mission credit given to the mail-order department on mail sales from sales- men’s territories more than pzid ‘the expense of maintaining the depart- ment. Fi In a talk before an associaton of sales managers recently, a noted speak- er declared that in his estimation one of the most harmful individuals to-day is the preacher from the mountain top, who, when his sermon is over, goes down the other side of the hill, and proceeds to break every rule he has just voiced. It was not enough, he said, for a sales manager to think high ideals and create excellent policies, if he himself failed to live up to them. _The best way to teach men is to. prac- tice every lesson in person. Allow the men to study the working out of any business procedure by assimilating it from observation. The moment a big individual in organization breaks train- ing, the smaller ones follow like so many sheep. And the great trouble is that they do it under cover all the while assuming virtues they do not respect or possess. In the sales staff of a certain house where turnover of individuals was almost seventy per cent. every year, it was a hard and fast rule that deliveries should never be promised, unless the one who made the promise knew for a certainty that the agreement could be lived up to. It was a common practice for the executives of this house to get their men into conference and harangue them on the subject. Any salesman caught making a time promise was severey trounced in a verbal volley that could be heard all over the office. Yet there was not a junior salesman in the company who did not laugh be- hind his hand every time the subject was broached. They had heard with thei own ears, hundreds of picturesque violations of this rule. The echo of a lecture was caught up by some execu- tive telephoning his personal time promise. Ed. C. Groesbeck, who represeneted J. S. Stearns (Ludington) on the road for twenty-two years, but who re- tired ten years ago to take up his residence in New York, has been in Grand Rapids for a week, visiting old friends and calling on former acquaint- ances. He is holding his own remark- ably well for a man of his years. Bill Pohlman (Piowaty & Sons), who has been going to Seney every fall for the past thirty-three years on a hunting trip, left last Saturday night for two weeks’ respite from business cares. He took with him Emery Smith, the building contractor, and D. Helmer, manager of the coffee de- partment of the Worden Grocer Com- pany. This is Mr. Helmer’s first ex- perience in Upper Peninsula hunting and he left the city greatly elated over the opportunity thus afforded him to make an intimate acquaintance with the wilderness. The United Motor Truck Co. has designed two new vehiclés, ‘both of which are selling faster than they. can be manufactured. _One is a speed wagon which sells for. $1125... The other is a taxicab which carries two passengers and a driver. One order for 1,000 taxis has been received from the Diamond Taxicab Co., of New York. The company is turning out speed wagons at the rate of one per ~ and taxis at the rate of four per ay. Fo the first time in several months Grand Rapids Council last Saturday evening gave a demonstration of the old style of concentrated pep for which they have been so famous in years past. A fairly large number was present and participated in the de- bates and argued parlimentary rules in the good old Gladstonian way. The - resolution to petition the _ Supreme Council to amend the constitution so as to iriclude as eligible stock and bond . salesmen and life insurance men was defeated on the ground that it would take: away the exclusiveness of the order.. Four candidates were admit- ted to the order, three by initiation and one by transfer from Indianapolis Couneil,. No. 4. Those initiated were Robert P. Dalson, representing. the Phillips Co., Akron, Ohio, manufac- turer of paper flour sacks; Harry T. Aldrich, representing Llewelyn & Co. Grand Rapids, wholesale grocers, and George J. Bolens representing the Welch Manufacturing Co., Grand Rap- ids, store fixtures. The December meeting will be called at 2:30 p. m. and end up in the evening with a smoker and stag lunch. Russell Gish, who is a senior at the University of Michigan, spent Sunday with his parents, Mr. and Mrs. Harvey Gish, on Gladstone avenue. G. McWilliams left Monday mor*ing for an extended business trip through Illinois and Iowa. Traveling men who make Otsego were shocked at the news of the death of Thomas Bowman, the well-known hetel keeper of that place. Mr. Bow- man left on a motor trip to his mother in Canada, taking his small son with him. Some time ago he was operated on for appendicitis and compound hernia and as he stepped from the car the hernia returned. He would not permit medical assistance there, but took the train for home, telegraphing his wife to meet him in Kalamazoo with an ambulance. On his arrival he was taken at once to a hospital, but his condition was such that nothing could be done to save his life. The funeral was held from the Congrega- tional church of Otsego and his body taken to Canada. Mr. Bowman was held in great esteem by the citizens of Otsego and the traveling public and was prominent in local lodge circles. His hotel was not only excellently managed, but both Mr. and Mrs. Bow- man were cordial and attentive and will be kindly remembered by all who have been their guests. Lee M. Bierce, Secretary of the Grand Rapids Association of Com- merce, was in Harbor Springs Nov. 1, where he attended the annual meet- ing of the Harbor Springs Chamber of Commerce:-and addressed the members present at a luncheon. Fred Hanifin (National Biscuit Co.) has removed his family from Owosso to Grand Rapids, locating at 441 South Lafayette avenue. John B. Olney. Proceedings of St. Joseph Bankruptcy Court. St. Joseph, Oct. 34—In the matter of Earl Marcy, bankrupt, of Kala- mazoo, an order was made by the ref- eree calling a final meeting of cred- itors at his office on Nov. 10 for the purpose of passing upon the trustee’s final report.and account, the payment of administration expenses and the declaration and payment of a final dividend. Creditors were directed to show cause why a certificate should not be made by the refeee recommend- ing the bankrupt’s discharge. Oct. 31—In the matter of John H. Riley, bankrupt, of Niles, the first meeting of creditors was held at the referee’s office. No creditors were present or represented and no claims were proved and allowed. The bank- rupt was sworn and examined by the ‘referee without a reporter, after which an order was made by the referee al- lowing the bankrupt’s exemptions as claimed and that no trustee be ap- pointed, whereupon the meeting was adjourned without day. Unless cause to the contrary is shown the estate will be closed at once. “Nov. 1. Based upon the petition of the Central Electric Co. and Tele- phone Maintenance Co., of Chicago, and Lion Electric Manufacturing Co., of New York, against the Earl Elec- tric-Co., of Benton Harbor, formerly Earl & Miller, to adjudge the com- pany bankrupt and the petition of the alleged. bankrupt. requesting that a ‘receiver be appointed to continue the business pending the bankruptcy pro- ceedings, District Judge Clarence W. Sessions. appointed Willard J: Ban- yon, referee in bankruptcy, receiver of the alleged bankrupt with direc- tions to continue the business. It is understood that an adjudicatién will take place when the time limit has expired, Nov. 2. In the matter of Louie J. Bressin, individually and Bressin & Schad, a co-partnerhip, composed of Louie J. Bressin and Rocoe D. Schad, bankrupt, of Allegan, an order was entered by the referee calling the final meeting of creditors at his office, on Nov. 18 for the purpose of passing upon the trustee’s final report and ac- count, showing total receipts of $6,- 251.26 and disbursements of $295.44, and balance on hand of $5,965.82, the payment of administration expenses, also for taking action upon contested and other claims proved and the dec- laration and payment of a first and final dividend. Creditors were direct- ed to show cause why the estate should not be closed upon the pay- ment of a first and final dividend and why a certificate should not be made by the referee recommending the bankrupt’s discharge. Nov. 3—In the matter of William Renger, Gehargus B. Renger, John Renger and Henry Renger, individ- ually, and William Renger & Sons, co- partners, of Kalamazoo, the first meet- ing of creditors was held at the latter place, and Roscoe G. Goembel of the same place was appointed trustee, his bond being fixed at $200,000. Ralph Wagner, John Wagner and Clyde Walker, of Kalamazoo, were appoint- ed appraisers. The bankrupts were sworn and examined by the referee and certain creditors without a re- porter. Following the examination the trustee was authorized and direct- ed to sell the entire assets of the bank- rupt estate consisting of four horses, wagons and harnesses at once and without further notice to creditors. The meeting was adjourned for four weeks. Nov 4. In the matter of John H. Riley, bankrupt, of Niles, no cause to the contrary being shown, and no creditors requesting the appointment of a trustee an order was made clos- ing the estate and recommending the bankrupt’s discharge. The record book and files were returned to the clerk’s office. In the matter of Lewis P. Walker, bankrupt, of Hartford, an order was made by the referee directing the trustee to file his final report and ac- count for the purpose of paying a final dividend and closing the estate. In the matter of Cornelius Brown Co., a corporation, bankrupt, of Hop- kins, the inventory and report of ap- praisers was, filed, showing assets of the appraised value of $1,043, where- upon an order was made by the ref- eree directing William Watkins the trustee to sell the same at public auc- tion at Hopkins on Nov. 20. —»+-+—___ Detroit— The Barnes-Gibson-Ray- mond Inc., 6400 Miller avenue, has been incorporated to manufacture and sell springs, metal products, etc., with an authorized capital stock of $500,000, » $150,000 of which has been subscribed and paid in in cash, — ++. Wilson Hutchins (Hazeltine & Per- kins Drug Co.) s still in Manistee, superintending the inventory of the Lyman stock and arranging it in the new location of Branch 1, 34 MICHIGAN TRADESMAN November 8, 1922 Mich. State Pharmaceutical Ass’n. : erent = owner H. Grommet, De- roit. Secretary—L. V. Middleton, Grand Rapids. Treasurer—E. E. Faulkner, Middleville. Executive Committee—J. A kinner. D. D. Alton and A. J. Miller. Michigan Board of Pharmacy. Members—James E. Way, Jackson; Chas. S. Koon, Muskegon; H. H. Hoff man, Sundusky; Oscar W. Gorenflo, De- troit; Jacob C. Dykema, Grand Rapids; J. A. Skinner, Cedar Springs. President—James E. Way, Jackson. Secy and Treas.—Charles S. Koon, Muskegon. Director of Drugs and Drug Stores— H. H. Hoffman, Sandusky. November Meeting—Grand Rapids, Nov. 21, 22 and 23. Serving Yeast at the Soda Fountain. Food beverages have had much to do with the development of the soda water business. I refer especially to those that are of marked food value— for examp‘e, the egg drink. While the fact that food could be secured in liquid form has helped the fountain business to grow, it is also true that the soda fountain has had much to do . with the development of certain food beverages, such as malted milk. This beverage might have gained some popularity as a bevrage in the home, but it is doubtful if consumption would have reached any great volume if the dispensers of soda water had not recognized its possibilities and added the weight of their influence to that of the manufacturer of this product. Now another food that can be served in liquid form at the soda fountain is being Nationally advertised. I refer to compressed yeast, the merits of which were exploited in the news- papers during the latter part of the past year. In the past few months many of the nutrition experts of this country have published reports of their experiments with yeast, from which we have learned that yeast is the richest known source of vitamines, which are totally lacking in many of our ordinary foods. At the same time these experts have informed us that, without this vitamine, perfect health and full vigor are impossible. This deficiency in our normal diet can be atoned for in part by the use of yeast and many persons who are not quite physically fit for the duties of life have found it a very valuable food. Like malted milk, it is used in many of our leading hospitals where, I understand, its medicinal properties as well as its food value are appreciat- ed. The most convenient way of taking yeast as a food is in the form of a beverage and like egg and malted milk, it can be added to many of the fountain drinks, and produce a palat- able beverage supplying one of the food elements most required by the human system. Indeed, it was only a few years ago that the food experts discovered that the modern diet of man is deficient in vitamines The search for a source from which this could be suprlied began, and to their astonishment it was discovered that it was most abundant in yeast. The discovery was followed with a series of actual tests which revealed the vaiue of yeast as a food in the building up of persons who were in a run-down condition, or who, in pos- ession of apparent health, seemed to lack “pep.” Besides contaiing an ele- ment of food so many are in need of, yeast has proved to be easily digested, and, contrary to the prevalent idea, it does not ferment when eaten, but is digested in the same manner as all other foods—more readily than many of them. It is now safe to say that yeast has passed its experimental stage, so far as its sale at the fountain is concerned, so that I do not longer hesitate to say that it is salable at the fountain, and more than that, it can be served to great advantage. Perhaps we are now witnessing the advent of a new food that is destined to occupy a prominent place on the fountain menu. If you have never served yeast no doubt you have had some calls for it, and even if you have not, the de- mand will be easily created if you pur- chase a few cakes and place some signs about the fountain telling your patrons that you are serving this food in a variety of ways. The vast majority of your customers will want live yeast, but a person who is troubled with fermentation, I am in- formed, should take the precauation of first dissolving the yeast in boiling water. This is termed dead. yeast, while yeast that is dissolved in a cold or lukewarm solution is live yeast. You can be prepared to serve either live or dead yeast by simply having on hand a small supply of yeast that has been dissolved in boiling water. If I were making a start with yeast, I should confine myself to serving live yeast. If you have not begun to serve yeast it may prove of advantage to start at once, in a conservative way. Most of us have had times when we realized that the lack of surplus energy left us with a tired-out feeling, forcing upon us the fact that we were lacking in. pep sufficient to start out on our day’s duties; plainly we knew that we were not 100 per cent. efficient. The reason of this, whether we realize it or not, is largely that the food we are eating does not supply the vitality we need. It is under such conditions that the use of yeast has produced. some surprising results. Yeast seems to be Nature’s source of “pep” and that ex- plains why it is becoming so popular as a food, and also why I believe that it is destined to develop into one of the big selling food beverages at the soda fountain. Yeast is certainly a great help to those who do not feel “quite fit”? and desire something to build them up. By means of advertising campaigns the public are being educated to the real value of yeast as a food; this in turn has created an increased demand for yeast°as a food, and with the in- creased demand opportunity is offer- ed to the dispenser to profit by fur- nishing the pwhblic with a convenient place where it can secure yeast in a convenient form at any time they de- sire it. As an example, here is a man who takes yeast three times a day be- fore meals, but at the lunch hour he eats out instead of going home; there- fore he must find a convenient place to secure his regular portion or go without. If this man’s place of busi- ness is situated near your store and he discovers that you are prepared to serve him he is sure to become a regular customer. One of the points in considering the advisability of serving yeast that the dispenser must take into consideration is that those who take yeast as a food are likely to take it regularly; there- fore, if their patonage can be secured it means steady customers. The ad- vertising undoubtediy will create the desire to take yeast as a food in the minds of many persons who are not situated so that they can prepare it conveniently There are many per- sons traveling and: constantly visiting strange cities who would, no doubt, be glad to discover a fountain where they could secure their portion. I have seen a man go to a fountain with a yeast cake that he had bought in a grocery and ask to have it put into a beverage. How much better, if he could have asked for the drink he wanted, knowing that the dispenser was prepared to serve it. All this means opportunity for the dispensers of soda water. The de- mand may not seem to exist; that is, people may not come to your fountain and ask for yeast beverages; yet if you were, by the means of signs, to advise the public that you were pre- pared to serve yeast the results might prove surprising. Certainly there is no harm in giving yeast a trial, and the fact that you do not have a rush of orders the first day you display the signs is by no means an indication . that it dees not pay to keep it. Be persistent in telling the public that you are prepared to serve the new_ food beverages containing yeast. Link yourself to the advertising campaign of the manufacturers and see if you cannot help create a demand and alsu bring the demand created by the man- ufacturers your way. Yeast is eaten just as it comes, or it may be spread on either bread or crackers and served in the form of a sandwich; or it may be served dis- solved in some liquid. At the foun- tain the most popular way of serving yeast will be to dissolve it in some fruit juice, milk or other beverage, or to put it in a beef tea or malted milk, where a warm drink is desired. The juice of the orange makes a “STRAIGHT SIZE— y Thedohnson Original 10f Cigar JAN DAM MANUFACTURED BY TUNIS JOHNSON CIGAR CO. GRAND RAPIDS, MICHIGAN ————— SS TORQVSOP VIO IOI SSS ee GRAND RAPIDS If You Have Not Your Order For Cite downey Fancy Holiday Package Chocolates Do so AT ONCE before the best sellers are sold out. Putnam. Factory, Distributors Already Placed MICHIGAN i “> i = = Foe ee CD ' ee a oe ae; November 8, 1922 fine solvent for yeast, while both lo- ganberry and grape juice are very popuar. Yeast will most likely be preferred in the form of a short drink. The quantity will either be a half or a whole cake. People begin with a half but soon take a whole cake at a time. Remove the yellow label and break the cake in halves along the crease in the tin-foil wraprer and shake the yeast from the wrapper into the glass, breaking into smaller pieces with a spoon. Fil the glass about one-fourth full of liquid (syrup, milk, fruit juice, etc.) and put under the mixer. You will find that yeast dissolves readily and that no more time is consumed in its preparation than in any other food drink you serve. Being easily dissolved, there is no difficulty in preparing each drink as it is called for, but where there is a vol- ume of business dispensers will find it to thei advantage to have the day’s supply dissoived and ready to serve. One of the favorite ways is to dis- solve it in a glass of orange juice or an orange-ade. This is as long a drink as people are likely to desire. If eitheg loganberry or grape juice is used, a three or four-ounce drink will be about right, but a longer drink can be served if the customer desires it. The charge will be based on the cost of the trink used as a base, plus the cost of the yeast, plus a reasonable profit. A combination that is truly rich in food value, and which is quite a favorite, is secured by dissolving the yeast in milk. This may be flavored with some syrup if the customer pre- fers. During the winter, when the hot urn is in operation yeast can be served in hot chocolate or in one of the boull- lons, if care is taken not to have the drink too hot. Thus you ‘see that there is a variety of ways in which MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Prices quoted are nominal, based on market the day of issue. this nutritious food can be served at the fountain. I offer a few recipes as suggestions to show the possibilities of yeast. The dispenser shoud be able to think of many other good combinations with these as a guide: Malted Milk With Yeast. There are several ways of preparing cold malted milk and yeast can be added to any of them. Break the yeast into the glass, add the other ingredi- ents in the usual way and then mix with the e‘ectric mixer and finish the usual way. Health Special. Into the mixer break an egg; into this break a cake of yeast; add a por- tion of ice cream; flavor with choco- late (any flavor preferred by the cus- tomer can be used); add sufficient milk to fill the glass in which the drink is to be served and mix thoroughly. Pour into a glass and sprinkle with cinna- mon or spice. Yeast Frosted Chocolate or Coffee. These are two favorites. Break a cake of yeast into the mixer; add the desired syrup to taste; three-fourths of a glass of milk and a portion of ice cream and mix thoroughly. Orange Yeastade. Squeeze the juice of an orange into a glass; into this break the cake of yeast; add fine ice and whip light and creamy. Yeast Cocktail. Break a cake of yeast into a glass; add a quarter glass of grape juice; half a glass of ginger ale; a little ice if necessary, and then mix through with the electric mixer. Yeast Nogg. This may be served plain or with ice cream. Break a cake of yeast into a glass; add a glass of milk, also por- tion of vanilla ice cream if desired, sprinkling with nutmeg or other spice. E. F. White. FREEZABLES MAY WE REMIND OUR FRIENDS AND CUSTOMERS THAT THIS IS THE OPPORTUNE TIME TO ORDER FREEZABLE GOODS IN QUANTITIES SUFFICIENT TO CARRY THEM THROUGH THE WINTER MONTHS. THE RAILROADS WILL NOT TAKE ANY FINANCIAL RESPONSIBILITY FOR LOSSES IN TRANSIT, DUE TO FREEZING OF MERCHANDISE. THIS PUTS IT SQUARELY UP TO THE RETAIL TRADE. WE HAVE THE READY SELLERS IN STOCK, AWAITING YOUR EARLY ORDERS. Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Acids Boric (Powd.) ~. 174%@ 25 Borix (Xtal) __-_.174%@ 25 Carholic (202 53@ 58 @ttrieg =o 62@ 70 Muriatie 223: 34@ 8 INECHIG 58s 9@ 15 Oxalies sso 20%@ 30 Sulphuric _______ 34@ 8 Wartaric (220. 40@ 50 Ammonia Water, 26 deg. _. 10@ 18 Water, 18 deg. -. 8%@ _ 13 Water, 14 deg. _. 6%@ 12 Carbonate _______ 20@ 25 Chloride (Gran.) 10@ 20 Balsams Copaiba = 2.20. 60@1 00 Fir (Canada) —. 2 50@2 75 Fir (Oregon) __. 60@ 80 Perg (ok 3 00@3 25 Wetw 22 1 10@1 40 Barks Cassia (ordinary) 25@ 30 Cassia (Saigon)... 50@ 60 Sassafras (pw. 45c) @ 40 cen Cut (powd.) Seer ee ae 15@ 20 Berries Cube 1 75@1 85 Wile 25@ 30 Juniper 7@ 15 Pricky Ash ..-.- @ 30 Extracts Mieorice, 60@ 65 Licorice powd. _. 70@ 80 Flowers (ABC oe 25@ 30 Chamomile (Ger.) 50@ 60 Chamomile Rom 75@1 25 Gums Acacia, Ist) =. 50@ 55 Acacia, 2nd _-____ 45@ 50 Acacia, Sorts _._. 25@ 30 Acacia, powdered 30@ 35 Aloes (Barb Pow) 25@ 35 Aloes (Cape Pow) 25@ 35 Aloes (Soc. Pow.) 70@ 75 Asafoetida - ---__ 65@ 75 POWs 220-52 1 00@1 25 Camphor —-_--_- 1 12@1 15 Guaine @1 10 Guaiac, pow’d @1 25 TRO ea @ 75 Kino, powdered @ 85 ren @ 80 Myrrh, ee @ 85 Oplgm =. 9 50@9 80 Opium, powd. 11 00@11 20 Opium, gran. 11 00@11 20 Shellac —----__- 00@1 15 1 00@ Shellac Bleached 1 05@1 20 Tragacanth, pw. 2 25@2 50 Tragacanth -_.. 2 50@3 00 Turpentine —_ _- 25@ 30 Insecticides Arsemie 2.0 oe 12@ 20 Blue Vitriol, bbl. @ 7% Blue Vitriol, less 84%@ 15 Bordeaux Mix Dry 14@ 29 Hellebore, White powdered -_____ 20@ 30 Insect Powder __ 45@ 75 Lead Arsenate Po. 29@ 31 Lime and Sulphur ee oe ee 09144@23% Paris Green -... 30@ 43 Leaves Ben se a 1 75@1 90 Buchu, powdered @2 00 Sage, Bulk —_____ 25@ 30 Sage, 4 loose __. 72@ 78 Sage, powdered_._ 55@ 60 Senna, Alex. _... 75@ 80 Senna, Tinn. -___ 30@ 35 Senna, Tinn. pow. 25@ 35 Uva: Ural 22 20@ 25 Oils Almonds, Bitter, *PUee ooo 10 50@10 75 Almonds, Bitter, artificial ~_.__ 2 50@2 75 Almonds, Sweet, ite Velvet, Cut Plug, 8 oz. 6 72 Sha * 15¢ Papers, doz. 1 4 a mas ---------- C a Brazil, Large -------- Se Sper Velvet, C. Pl, 16 02, 15 8 Dilly Best. Nee’ dos. 1 s2 Brown, Swedish _--- 03 Ideal Glass Ton, dts, 12 00 Eancy, mixed —-_-__- 182 Gooa = 25 Yum Yum, 10c, doz. 96 Dill’s Best Gran., 16¢ 152 Red Kidney -------- 10 Ideal Glass Top, % Filberts, Sicily —--—. wee 22 Yum Yum, 70c’ pails 6 80 Dill’s Best, 17c Tins 1 52 ee gallon __--_ 1 O Coe Ce et a Per se P, Lorillard’s Brands. Snuff. 24 packages --__-___ 21 GELATINE Peanuts, Jumbo raw 09% Mutton. Beechnut Scrap, doz. 96 Copenhagen, 10c, roll 64 Bulk. per 100 Ibs. -_- 06% Cox’s 1 doz., large _.190 Peanuts, Jumbo, rstd 12% Good --~-..-------.. 12 nee 4, de. Gon. 9g.:«“Seal Blandening, 10c__ 64 Cox’s 1 doz., small __ : = Pecans, 3 star =. 22 Meddtum = 2. il Buzz. L. @ 356. dos. 3.39 Seal Goteborg, 0c, roll 64 Hominy Jello-O, 3 doz. --_--- Pecans, Jumbo ------ 80 Poor -_-_-----.------- 08 Buss, L. GC. 80c. doz. 790 Se! Swe. Rapee, 10c 64 Pearl, 100 Ib. sack -_ 250 Knox's Sparkling, doz. 2 28 Walnuts, California -_ 29 Heavy hogs ---------. i Chips, B. G., 10c, doa. 96 Seal Norkopping, 10c 64 wee Sane dee. 2 Salted Peanuts wee Nees. = Honest’ Scrap, oe 9g Seal Norkopping 1 Ib. 85 Mac Minute, 3 doz. ------ Fancy, No. § ... 11% Light hogs ----------- 13 Open Book, Scrap, dz. 96 Domestic, 20 Ib. "box 07%, + #Plymouth, White ---- i BB Tahoe ee 21 Sows and stags -___- 10 Stag, Cut P., 10c, doz. 96 Oona Gacae bate Domestic, broken bbls. 064% = GRANULATED LYE. Shelled ae 30 Onion fae cee ate Siaedard 1g Would's, 2 doz, 8 om 18@ Single caren ____ 5 16 ESS ree @0 | «Shoulders __._ 36 Union Leader, $1 tin 9 60 eo Te 185 2% cases ------------ eo tb. tas. ey Se ie . a ure Sugar Stic s Bie Canee 4 95 Set pee SDSrCROS ee L Unjon Leader, i0c, dz. | 9¢ Bie Stick, 20 Lb. case 18 Pearl Barley C.. o oo ee ee 06 War Path, abc; doz. 335 |. Mixed Candy Pails Chester -------_______ 475 % cases, 24 to case_260 Walnuts .......WW 75 PROVISIONS: indergarten --_-_-.- = arreled For Scotten Dillon Co. Brands Lead oo i Peas ee Se OLIVES. Clear Back —. 23 00@24 00 Sa Scotch. 1b 07% Single cases, case --.. 4 60 Short Gut Clay o> 92 Dan Patch, 10c, doz. ~ 96 LO. ~--------- Se 071, 2% cases, case —_—_- 46 Bulk, 2 gal. kee. 3 ae Snot’ Oe Oe ee ean ca Dillon’s Mixture, 10c : %6 French Creams ~-_--- # Pee ete ere ae (2 b% cases, case -_--- 4 < ee. 2 a. ee =o oe oe - ie — fe - O. P., bbc, doz. —_ OO ane eaen cases, case -.--.. 4 sulk, 5 ga Ops hep ry Sa eats PP. 10c. doz. 9g Grecers. 11 ago % case, 25 cans to Quart, jars, dozen __ 525 S P Bellies __ 19 00@21 00 BE Laredo, ie, pe oo ae Fancy Chocolates nr India” roe 08 case. case __._._____ 2 35 af 0z. = wan. 4s i : Lard eachy, Do. Cut, 10c 96 5 lb. Boxes ; Oee Vere. Rise OO 80 Ib. S._.-advance ¥, ponchy Scrap, 10c, dz. 96 Bittersweets, Ass’ted 1175 pearl, 00 ion ploca Ik oe eee 10 oz. Jar, plain, doz. 2 35 Pure veo 1M4Q@1u4y Peninsular, 10c, doz. 96 Choc Marshmallow Dp 1 60 wiaut moe Oe 16% oz. Jar, Pl. doz. 350 Compound Lard 11@11% e . Z r., st ee T ; : Peninsular, 8 oz. dz. 300 Milk Chocolate A A__ 1 95 ok ee 3% oz. Jar., stuffed- 145 69 1b. tubs advance 1 Reel Cut Plug, 100, ds Ninkis cists 2 00 omedary Instant __ 3 50 : oe oe to 50 Ih tube advance 4 nion Workman Scrap, Primrose Choc. --_-- 1 25 oz. Jar, Stuffe Oz. 20 Ib. pails _.. advance qe, dot, oso No. 12 Choc. _____- re. ee vate 12 oz. Jar, Stuffed, dz 450 jy jh’ pails advance % wee Up, 1. Ge. . - Chocolate Nut Rolls _ 1 90 No. 2, Wee Lines 16 PEANUT BUTTER. 3 1b pat ee i Way Up, 16 oz., doz. 7 10 Gum Drops Patls No. 3, 15 feet _--__--. 1 60 ‘ : aaa We Sat Oe 2 Geanee Game # Noe wes 1% Bologna, —venen——~ 38 ankee rl scrap, i@c o6 Yrehse “une ----.... Set wo 5. (Rima eee.) ee t..hC:!.C er tC! Challenge Gums _---_ 14 No. 6. 15 feet 10 Liver ~-~------------~- 12 Pinkerton T a Wavorite 2200 Wo ee ee Frankfort tater 16 é ea ne Supertor: [250 19 Small, ee ee anh i er ee American Star, 10c, dz 95 Lozenges. Pails Medium» x yards 665 MOL TE AINiCUy 8 8=—soS \itaagy |00—t—éTrongre’ === Big 9, Clip., 10c¢, doz. = A. A. Pep. Lozenges 16 mest um, ‘per 100 yards 7 25 Hondas yn i euvk Sfiue surap, ive A. A. Pink Lozenges 16 arge, per 100 yards 9 00 ee POSE Pinkerton, 30c, doz. __ 2 40 A. A. Choc. Lozenges 17 Floats 10c size, 4 d 3 60 Hams Tete. ae 2 Pay Car Serep, lc, ds 96 Motto Hearts —————— 19 No. 1%, per gross wd. 500 150 size 3 doz, awa 3 75 Hams, 10-18, Ib: 22 38 » 10¢ alte i zenges per gross, wood 5 50 = 95Fe size’ ees Bel Car-Mo Brand : beef Red Man : 25ce size, 2 doz. -____. 4 00 : Ham, dried beef Bed Man Geren,’ dor $e ard Goods. Pasis NO #¥ vet aro: wood 150 "8F ES crea wich io cance fy Py? tag, im_cave go Mg Grice Dest $8 us Lemon Drops -_--~--- 18 Hooks—Kirby ¥% case free with 5% cases. 12 2 Ib. O etis oe 495 California Hams 14 @15 J. J. Bagley & Co. Brands. O. F. Horehound Dps. 18 Size 1-12, per 1,00 5 Se Co ae Picnic Boiled Dp 0 __ 1 05 HIDES AND PELTS 5 Ib. pails 6 in crate 4 85 Mieondiage dhe gg Anise Squares | 18. Size 1-0, per 1.000 __ 1 29 Hides oe ie? wcls 133, Hams —------- 30 @32 suckingham, 10c, dos. 96 oo Square a 2-0, per 1,000 __145 Green, No. 1 ________ 13 sei tins ae laa d Hams -_ 37 @39 Buckingham, 16c tins 1 44 orehound Tablets -- 20 a ze 3-0, per 1,000 __ 1 65 Green, No. 2 ____.___ 12 e nced Hams __ a 15 Gold Shore,’ 15c, doz. 1 44 Pan Gorn Gacse. ize 4-0, per 1,000 __210 Cured, No. 1 _____-_- 14 PETROLEUM PRODUCTS Bacon -----___- - Hazel Nut, 0c, doz. 98 Cracker’ Jack, Prize $ 78 Size 5-0. per 1,000 __ 2 45 Cured, No. 2: =... 13 : Iron Barrels ef Gla Goi Qhe, = 240° Checkers, ia 3 75 Calfskin, green, No. 1 17 Perfection Kerosine --12.6 Boneless -_.. 23 00@24 00 os ony, ° CG. i7c 1 53 cous: Brana eos Sinkers Calfskin, green, No. 2 15% Red Crown Gasoline, , Rump, new -_ 23 00@24 00 Crop, 50c, doz. __ 4 80 - o. 1, per gross _____ 65 Calfskin, cured, No. 1 18 Tank Wagon __-__- 3 Mince Meat cca ae Ba ‘ 96 as ag Ls 2, nee rons aes 80 Calfskin. cured, No. 2 16% Teen ae 37-2 Condensed No. 1 car. 2 00 Ams 2. . 8, a orse, ob SO oe M. é 29.2 Wild Fruit, 10c, doz. 96 Smith Bros. -- 150 No. 4, per gross ____- 120 Horse, No.2 "~~ 300 Capitol Cylinder 422 Moist in glass 8 0 Wild Fruit, 15c, doz. 1 44 Package Goods Re 5. per gross —___- 1 60 Pelts oe ae en ee oink eee . , ie J 75 BO . V¥SRtGr Biace 2.522265 . Independent Snuff Co. Creamery Marshmallows wo 7’ per gross co A 80 line Eee ENS eel ae a ’ % bbls. Brands 4 oz. pkg, 128, cart. 95 No ¢ 3 === -- == s0@1 25 ° % bbis., 35 Ibs New Factory, 10c, doz. 96 4 02. Pkg, 488, case 3.75 No 9’ Der Srose 7777 (ee “© olarine % bbls. New Factory Pails, dz 7 60 Specialties No. 10, "ae ae Poon é 3 Prime —— @6 1 bbl. - | a een ee ee PPP Ge ey ( Arcadian Bon Bons ___. 19 ING. Loe ee oe « Tripe ee Bpande walnitt Wues = 23 FLAVORING EXTRACTS wr @4 —-vrearanl Mj Barrel —5og ‘Kits, 15 Ibs. dig 3ros., 10c, doz. Pineapple Fudge ______ 21 ennings Wool . edium Bnt ------ . % bbis., bs. Eight Bros., Pails, dz. 8 40 Italian Bon Bons ______ 18 Pure Vanilla Unwashed, medium_. @35 Medium heavy ------ 59.2 % bbis., 80 Ibs. —----_ 3 00 National Cream Mints 25 Turpeneless Unwashed, j oe Heavy ---------------- 62.2 de Monet Fananes G0. isiver’ King M. Mallows 30 Pure Lemon ma ne Oe eg ee eer 67.2 Hogs, ES ie oo 42 George Washington, CRISCO. T. Dram: 222050 ha aa HORSE RADISH Finol, 4 0z. cans, doz. 1.40 Beer roid a 140% 0c.) dog. o 2 96 is 5 1 Gunce 1 75 Per doz., 7 oz. 125 Finol, 8 oz. sane doz. 1.90 eef, middies, set. 25 36s, 24s and 12s. Sheep, a sk 1 75@2 00 le Moree Me, Son. 6 eg 8 ee 376 JELLY AND PRESERVES Parowax, 100, 1 ib. .. 7.2 oe _ Our Advertiser, 10c, 96 ii 99%, 2% Ounce ——---- > 300 Lure, 30 Ib. pails __.215 Parowax, 40, i Ib. -_ 7.4 Uncolored Oleomargarine Prince Albert, 10c, dz. 96 = caseS --------- ad 3 Ounca 395 Pure 7 oz. Asst., doz. 120 Parowax, 20, 1 Ib. _. 7.6 Solid Dairy —_-__- 20@23 Prince Albert, Ie, oot OS ek hes oo “on £ Cuno 5 090 «© Buckeye, 22 oz., doz. 2 00 Country Rolls -_---- eo tg Albert, 8 oe Oe ae ao a 4 ine 850 O- eg 1 40 Gem Nut ------------- ns, without ines ~ 6 72 , Dram, Assorted ___ 1 35 i RICE Prince Albert, roe ieee -_ nce ic toi 1% Ounce, Assorted__175 8 0%» per doz. —____. Fancy Head —_..... 08 eee Pipes, doz. 7-3 88 ae oo 91, ns - Bites 14 6 . Bine “Rese | 6@6% ert, On 12 56 oe Cees | UR AND FEED ue Ribbon Ox. Broken 2.4.05) Stud, Gran. 5c,. doz. 48 Whale, 16 oz., doz. Block Bros. Tobacco Co. Mail Pouch, 10c, doz. 96 Falk Tobacco Co., Brands. American Mixture, 35c 3 30 Arcadia Mixture, 25c 2 40 Champagne Sparklets, S0c, Gon: 2520 70 Bere e Sparklets, ton foe ee 8 10 Peemines ‘Mixture ---- 6 60 Perique, 25c, per dob. 2 25 Serene Mixture, 16c dz 1 60 Serene Mixture, 8 oz. 7 60 Serene Mixture, 16-oz 14 70 Tareyton Lundon’ Mix- ture, -» ( oz. Si. 4 Vintage Blend, "250 dz. 2 30 Vintage Blend, 80 tins 7 50 Vintage Blend, $1. 55 tins, doz. 14 suserha Tobacco Co. rands. eee Scrap, dz 96 digar Clippings Havana Blossom, 10c 96 Samm Havana Blossom, 40c 3 95 Knickerbocker, 6 oz. 3 0¢ C) pee ic, doz. 96 W., 6 oz., doz. 3 00 oO. Royal Major, 10c, doz. 96 Sorel Major, 6 oz., dz. 3 00 Royal Major, 14 oz. dz 7 20 Larus & Bro. Co.’s Brands. Edgeworth Ready Rub- bed, 17c Tins ~_.-.. 1 62 Edgeworth Ready Rub- oz. tins, 4 00 Edgeworth Ready 16 oz. tins, ag 14 50 Edeeworth Sliced Plug, To tins, doz. ..--. 1 62 Us. 3be 6; MoS. 25. 3 a Twenty-five cases .. 19 COUPON BOOKS 50 Economic grade -. 2 50 100 Economic grade —. 4 50 500 Economic grade 20 00 1,006 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly print front cover is furnished without charge. CREAM OF TARTAR 610. POSS (occ 38 DRIED FRUITS Apples ‘vap'd. Choice, bik. <=. 13 ‘ Apricots Evaporated, Choice --.. 32 Evaporated, ‘Fancy —_--- 36 ine. Citron "0. lb. “Dox go 46 Currants Package, 15 oz. ----... 25 Boxes, Bulk, 8 ae Peach ‘Evap. Fancy, Unpeeled - 21 Peel Lemon, American —---- 26 Orange, American __--- 28 Raisins Seeded, bulk -_----_- 16 Seeded, 15 oz. pkg. -. 16 Seedless, Thompson _ 16 Seedless, 1 lb. pkg. — 16 California Prunes 90-100 25 Ib. boxes -.@12 80-90 25 lb. boxes -.@12% 70-80 25 lb. boxes ~.@i13% 60-70 25 Ib. boxes ..@15 50-60 25 lb. boxes -.@16 40-50 26 Ib. boxes -._@18 80-40 25 Ib. boxes _.@21 a on Milling Co. Lily Wh 7 ite, % Paper arvnat Queen, 241% Light Loaf Spring eat, 24%s _____ Roller Champion. 24% Snow Flake, 24%s __ Graham 25 Ib. per cwt Golden Granulated Meal, 25 Ibs., per cwt., N Rowena Pancake Com- pound, 5 Ib. sack __ Buckwheat Compound, 1b. Sack 2 Watson Higgins Milling ‘0. New Perfection, %s 7 50 Red Arrow, %s ______ 7 90 Worden Grocer Co. American Eagle, Quaker, Pure Gold, Forest King, Winner. : Mea! Gr. Grain M. Co. Bolted 25 Golden Granulated __ 2 és Wheat No. 1 Red: oe 1 10 No. -1- White - .2.-..-- 1 08 Oats Carlots. 20 oo 51 Less than Carlots —_-. 56 Corn Carlete oo 83 Less than a sO oe ee a Street Car Theod _--. 36 00 No. 1 Corn & Oat-Fd 36 00 Cracked Corn --.-.. 36.00 Coarse Corn Meal .. 3 60 - Ginger Cake, Searchlight, 144 box. 8 00 Safe Home, 144 boxes 8 00 Red Stick, 720 1c bxs 5 50 Red Stick, 144 bxs _. 5 25 (Cleveland Match Co. Brands Old Pal, 144 Boxes -- 8 00 Buddie, 144 Boxes -. 5 75 Safety Matches. Quaker, 5 gro. Red Top, 5 gro. case MINCE MEAT. 8 5 case 4 75 5 None Such, 3 doz. 5 Quaker, 3 doz. case .. 4 00 Libby Kees. Wet. Ib. 25 MOLASSES. New Orleans Fancy Open Kettle 2-_ 55 Choice ae ees 42 aie ee 28 Half barrels 5c extra Molasses in Cans. Red Hen, 24, 2 Ib. -- Red Hen, 24, 2% Ib. Red Hen, 12, 5 Ib. —- Red Hen, 6, 10 Ib. —- Ginger Cake, 24, 2 Ib. 24, 2% Ib. Ginger Cake, 12, 5 Ib. — Cake, 6. 10 Ib. & UL. 24-2 Ib. --_. 4 50 0. & L. 24-2% ib. =. 53 O. & I. 12-5 Ib. __-- 5 00 wea an Palmetto, 24, 2% Ib. 4 15 Semdac, 12 pt. cans 2 85 Semdac, 12 qt. cans 4 35 PICKLES Medium Sour Barrel, 1,200 count -. 13 00 Half bbis., 600 cotint 7 50 10 gallon kegs Sweet Small 30 gallon, 2400 _.. 33 00 15 gallon, 2000 ~._..- 17 50 10 gallon, 800 ----.- 12 75 DI Pickles. 800 Size, 15 gal. -... 10 00 PIPE I Cob, 3 doz. in bx 1 00@1 20 PLAYING CARDS Broadway, per doz. . 2 40 No. 90 Steamboat _-._ 2 75 Blue Ribbon -_..-.-.. 4 25 Crickett 25 3 50 Bileyele 3 4 50 POTASH Babbitt’s 2 doz. -.. 2 76 FRESH MEATS. Beef. Top Steers & Heifers 16 Good Steers & Heifers 14 Med. Steers & Heifers 12 Com. ana & Heifers 09 BOT a 10 Go0d) 2 _. 09 OCI oe 08 Common @ 2.2 cs 08 ROLLED OATS Steel Cut, 100 lb. sks. 3 Silver Flake, 10 Fam. 1 Quaker, 18 Regular —-. 1 Quaker, 12s Family —. 2 Mothers 10s, Ill’num 3 25 Silver Flake, 18 Reg. 1 45 Sacks, 90 lb. Jute -_ 3 15 Sacks, 90 Ib. Cotton_. 3 25 SALAD DRESSING Durkee’s large, 1 doz. 6 Durkee’s med., 2 doz. % Durkee’s Picnic, 2 dz. 3 00 snider’s large, 1 doz. 3 50 Snider’s small, 2 doz. 2 35 SALERATUS Arm and Hammer -- 3 75 SAL SODA Granulated, bbls. —--- 2 00 Granulated, 100 lbs.cs 2 25 Granulated, 36 2% Ib. packages —--- ----. 2 50 COD FISH. Wid@les: 225 ee 15 Tablets, 1 Ib. Pure -. 22 Tablets, % lb. Pure, dOe. 1 40 Wood boxes, Pure --.. 24 Whole Cod Holland Herring Standards, ne Y. M. Keg Standard, DbIs. Y. M. bbls. Herring KKK K, Norway ~ -- 20 OF Sib. pals. 2o25 _ 1°40 CoE OR. oe 1 00 Boned, 10 Ib. boxes __ 16% Lake Herring % bbi., 100 Ibs. ~---_ 6 00 Mackere Tubs, 50 Ib. taney fat = Z Tubs, 60 esa White Med. Fancy, 100° fb. 13 00 38 MICHIGAN TRADESMAN November 8, 1922: SALT Colonial 24, 2 lb. Med. No. 1, Bbls. Med. No. i, 100 lb. be 90 Farmer Spec., Packers Meat, Packers for ice cream 100 Ib., each Blocks, 50 Ib. Butter Salt, 280 Ib. bbl. “4 50 Baker Salt, 280 Ib. bbl. fc 25 24 2 Ibs. __ 2 40 Sees 2 30 Per case, Five case lots SHOE BLACKENING. 2 in 1, Paste, doz. — 1 35 BE. Z. Combination, dz = 35 Dri-Foot, doz. -___.- 2 00 ixbys, Doz. - ...... 1 35 Shinola, doz. -......_ 85 STOVE POLISH. Blackine, per doz. __ 1 35 Black Silk Liquid, dz. Black Silk Paste, doz. Enamaline Paste, doz. 1 35 Enamaline Liquid, dz. 1 35 E Z Liquid, r doz. 1 40 Radium, per doz. __._ : = Rising per doz. 1 un, 654 Stove Enamel, dz. Z ae veneer Sg . doz. 95 SOAP. Am. Family, 100 box . 75 Export, 120 box 80 Flake White, 100 box 5 00 Fels Naptha, 100 box 5 60 Grdma White Na. 100s 4 90 Rub Nw More White Naptha, 100 box —. 5 00 ou Classic, 100 box 4 90 20 Mule Borax, 100 bx 7 55 nore 100 box -__-.. 6 50 yuity. 100 box -_._._ , 0 Jap Rose, 100 box __.. 7 85 Palm Olive, 144 box 00 Lava, 100 box —...._ 4 75 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 WwW Barber Bar, 9s 50 Williams Mug, per doz. 48 Proctor & Gamble. 5 box lots, assorted Ivory, 100, 6 oz. __ 6 50 Ivory Soap Fiks., 100s 8 00 Ivory Soap Fiks., 50s 4 10 ers 120 cakes ___. 4 50 - & G. White Naptha 5 00 Siew, 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 CLEANSERS. ITCHEN LENZER UT CRUEN F NUEN Ziel | 80 can cases, $4.80 per case WASHING POWDERS. Bon Ami Pd, 3 dz. bx 3 75 Bon Ami Cake, 3 dz. 3 25 Climaline, 4 doz. ____ 4 20 Grandma, 100, 5c ____ 3 90 Grandma, 24 Lar _ 3 80 Gold Dust, 12 Large 320 4 ust, rge Golden Rod, 24 __.___ 4 25 Jinx, 3. dog. 4 50 La France Laun, 4 dz. 3 70 Luster Box, 54 __.._. 8 75 Miracle Cm, 4 ox. 8 ds. 4 00 Miracle C., 16 oz., 1 ds. 4 00 Old Dutch Clean, 4 dz 4 00 Queen Ann, 60 oz. . 2 40 Rinso, 100 oz. _ 6 40 wea~ No More, 100, 10 a. Rub’ No “More, “18 “Te. 4 25 — Cleanser, 48, 20 0%. 3 85 Sant Flush, 1 doz. —. 2 25 Sapolio, 3 doz. —-.._. 3 15 Soapine, 106, 12 oz. — 6 40 Snowboy, 100, 10 oz. 4 00 Snowboy, 24 Large .. 4 70 Speedee, 3 doz. -._._.. 7 20 Sunbrite, 72 doz. .... 4 Wyandotte, 48 -_... 4 75 SPICES. Whole Spices. Allspice, Jamaica -. @13 Cloves, Zanzibar -... @45 Cassia, Canton -__--- 16 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 ___--- @35 Nutmegs, 105-110 __. @30 Pepper, Black ---.-- @18 Pure Ground In Bulk Allspice, Jamaica -. @16 Cloves, Zanzibar -... @50 Cassia, Canton ---. @22 Ginger, African -- 22 Mustard 28 Mace, Penang -- 16 Nutmegs ----- 032 Pepper, Black --. @18 Pepper, = = Pepper, Cayenne ---- Paprika, Spanish --. @32 Seasoning Chili Powder, 15c ~--- 1 35 Celery Salt, 3 oz. 95 Sage, 2 oz — 90 Onion Salt —- 1 36 Garhe {2 1 36 Ponelty, 3% oz. -- 3 25 Kitchen Bouquet 3 25 Laurel Leaves 20 Marjoram, 1 oz. 90 Savory, 1 oz. — 90 Thyme, 1 oz. —. 90 Tumeric, 2% oz. 90 STARCH rn Kingsford, 40 Ibs. -.-. 11% Powdered, bags ---. 03 Argo, 48 1 Ib. pkgs. -- 3 75 Cream, 48-1 -......_.. 4 80 Quaker, 40 1 -.---... 6 Arg: . 1 oe kges.._. 3 75 0, ns Se Argo, UJ ot 74 Argo, fe 5 Ib. = 2d Silver Gloss, 48 1s _- 114% Elastic, 64 pkgs. ---- 5 35 Tiger, 48-1 ~....--..- 2 85 Tiger, 50 lbs. ~------ 05% SYRUPS Corn Blue Karo, No. 1%, 2 OGe, 2 1 94 Blue ae No. 5, 1 dz 2 70 Blue Karo, No. 10, $6 Ons 2 50 > aro. No. 1%, 2 = ai Red Karo, No. 5, 1 dz 3 10 Red Karo, No. 10, % Got. 2 2 90 ee Araton. _ 3 95 Karo, 1 se loz. - Karo, 5 Ib., 1 doz. - 6 15 Maple and Cane Kanuck, per . a ee BS Sugar Bird, 2% Ib., er saa Sugar r ik. sane leadimeode 2 00 ptapie- Johnson Purity, Gal. 2 50 Johnson Purity, 4 doz., 18 oz. ------ Sugar Syrup. Domino, 6 5 Ib. cans 2 50 Old Manse. 6, 10 lb. cans --_.. 0 40 12, 5 Ib. cans _____- 11 40 24, 2% Ib. cans -_-._ 12 40 24, 1% Ib. cans --._ 7 00 5 gal. jacket cans, ea. 3 - 36, 8 oz. bottles --.. 5 24, pint bottles ~_.-.. 7 25 24, 18 oz. bottles ____ 7 50 12, quart bottles ___. 6 50 : ~ nigh a 6, 10 lb. cams --____ 8 4 12, 5 Ib. ieee ee es 91 24, 2% Ib. cans -_.. 10 48, 1% Ib. cans -_.. 12 00 5 gal. jacket cans, ea. 6 90 36, 8 oz. bottles ___. 5 00 24° pint bottles ______ 6 25 2a, AS Oe 6 be 12, quart bottle ____ 5 50 Ko-Ka-Ma. 6, - Ib. cans --_-.. 5 40 12, 6 Ib. cans _-____ 5 90 24, 2% Ib. cans ____ 6 65 5 gal. a cans, ea. 4 25 ‘ 50 24° tb os. ‘pottion “a — SAUCES. Lea & Perrin, -- 6 00 ae = Perrin, 3 36 Pep: i seciciaatcnsioeoctnbscal ae Royal " Mint Seesaw ; 40 Medium —--..-.-.- 34@38 Choice: 22.0. 45@56 POR oe0 58@60 No. 1 Nibbe ..-. 6 1 ib. pkg. Siftings .. 18 Gunpowder Chaise ee Fancy ~----.----.. 38@40 Ce Pekoe, medium --.... 33 Melrose, fancy -—-..1- English Breakfast Congou, Medium ---_.. Congou, Choice ----. Congou, Fancy ---. 42@43 Oolong Modium = 36 Chore: — -_ Saney 50 TWINE Cotton, 3 ply cone ---. 40 Cotton, 3 ply balls ~_.. 40 Wool, 6 py 20 VINEGAR Cider, 40 Grain —._-.-- 26 White Wine, 40 grain 17 White Wine, 80 grain 22 Oakland Vinegar & Pickle Co.’s Brands. Oakland Apple Cider ~_ 35 Blue Ribbon Corn 22 Oakland White Picking 20 Packages no charge. WICKING No. 0, per gross -... 60 No. 1, per gross -_._ 85 No. 2, po gross -... 1 10 No. 3, gross 1 86 Searles Rolts, per “doz. 45 Rochester, No. 2, doz. 60 Rochester, No. 3, doz. 2 00 Rayo, per doz. 90 WOODENWARE Bushels, narrow band, wood handles -__.. 2 00 Bushels, wide band _. 2 10 Marked, drop handle 75 Market, single handle 90 Market, extra ---.... 1 = Splint, large ------.- Splint, medium -.... 7 50 Splint. small --...-.. 7 00 Churns. Barrel, 5 gal., each__ 2 40 Barrel, 10 gal., each__ 2 55 3 to 6 gal., per gal. _. 16 Egg Cases. No. 1, Star Carrier 6 00 No. 2, Star Carrier .. 10 00 Mop Sticks Trojan spring --...... 2 00 Eclipse patent spring 2 00 No. 2, pat. brush hold 2 00 ideal, Nos 7 40 12 oz. Cot. Mop Heads 1 806 16 oz. Cot. Mop Heads 2 40 Palis 10 qt. Galvanized ____ 2 35 12 qt. Galvanized ____ 2 60 14 qt. Galvanized ____ 2 90 12 qt. Flaring Gal. Ir. 6 75 10 qt. Tin Dairy ---. 4 25 12 qt. Tin Dairy --_ 4 75 Traps Mouse, wood, 4 holes __ 60 Mouse, wood, 6 holes __ 70 Mouse, tin, 5 holes -_-_ 65 Rat: wood, 2... 1 00 Rat, spring 3 oo 1 00 Mouse, spring ~___---- 30 Tubs Large Galvanized ___ 8 50 Medium Galvanized 7 50 Small Galvanized ___ 6 60 Washboards Banner Globe -------. 5 76 Brass, Single -._.-... 6 bd Glass, Single —__----- 6 7 Double Peerless —._._ 8 25 Single Peerless -.--.. 7 50 Northern Queen --__- 5 75 Universal ..--~----. --~ 7 50 Window Cleaners ne oe 1 66 4 4g. __ 1 8 Wee aa 2 30 Wood Bowls 13 in. Butter -..-... 5 00 15 in. Butter —--. --- 9 00 17 in. Butter -___-_._18.00 - Butter ______._25.00 WRAPPING PAPER Fibre,- Manila, white oie No. 1 Fibre __---.... 07 Butchers Manila -... 06 Meese oe YEAST CAKE do: The nce nionten YEAST—COMPRESSED Fleischman, per doz. .. 2 Proceedings of Grand Rapids Bank- ruptcy Court. Grand Rapids, Nov. 1—On this day were received the schedules, order of reference and adjudication in bankruptcy in the matter of Edward Smczcak and Leo Smezcak individually and as co-partners, Bankrupt No. 172. The matter has been referred’ to Benn M. Corwin as referee in bank- ruptey. The bankrupts are residents of the city of Grand Rapids and have con- ducted a painting and wall paper busi- ness in such city. The schedules of -the bankrupt as a co-partnership reveal as- sets in the sum of $150, all of which are claimed as exempt to the bankrupts, and liabilities in the sum of $537.13. A list of the creditors of the partnership is as follows: City and school taxes __________._ $ 4.00 H. J. Heystek, Grand Rapids —____ 225.10 John Seven Co., Grand Rapids ____ 172.03 Johnson Varnish Co., Racine ____ 16.00 George Hendershot, Muskegon ___. 18.00 J. B. Pearce, Cleveland ___-_____. 102.05 From the fact that all of the assets of the partnership or of the individuals are claimed as exempt, the court has written for funds for indemnity for the first meeting of creditors, upon the ar- rival of which the first meeting of cred- itors will be called and note of the same made here. Nov. 3. On this day were received the order of reference and adjudication in bankruptcy in the matter of Michigan Logging Co., Bankrupt No. 2152. The matter is an involuntary case and there- fore the information as to creditors and financial status cannot be given until the filing of the schedules in bankruptcy. The court has ordered the schedules filed and upon their arrival the date of first meeting, financial condition and list of ereditors will be given here. In the matter of Delbert Shreve, Bank- rupt No. 2152, the funds for the first meeting have been forwarded to the Court and the first meeting of creditors will be held at the office of the referee Nov. 17. In the matter of Morton D. Hartley, Bankrupt No. 2170, the funds for indem- nity of the first meeting have been fur- nished and such meeting will be held at the referee’s office Nov. 1: Nov. 6. On this day was held the first meeting of creditors in the matter of Milton D. Westfall, Bankrupt No. 2163. The bankrupt was present in person and by A. J. Butler, attorney. Claims were allowed. A. V. Young, of Big Rapids. was elected trustee and the amount of his bond fixed by the referee at $200. The bankrupt was then sworn and ex- amined without a reporter. Appraisers were appointed. The first meeting of creditors was then adjourned no date. In the matter of Joseph G. Kirchoff, Bankrupt No. 2009, the year for filing claims having elapsed and the trustee having filed his final report and account, the final meeting of creditors has been called to be held at the office of the ref- eree Nov. 20. The purpose of this meet- ing is to pass upon the final report and account of the trustee, rass upon ad- ditional claims filed in the estate and pay the balance of the expenses of ad- ministration and for the declaration and payment of a first and final dividend to ereditors herein. —>- Hosiery Too Cheap, All Sellers Agree. A year and a half ago, when cotton was fluctuating from 11@13c a pound, 176-needle half hose for men sold at 95c a dozen. It is now being quoted around $1.05 per dozen. That this is not a special instance may be seen from the following figures. Two-pound 84-needle brought 87%c and now sells for $1.02%%. The 220 combed yarn hosiery sold for $1.60 per dozen and now brings $1.65; full mercerized and combed brought $2.15 and now brings $2.25 per dozen. On ladies’ goods, the price of one- pound-four 176-needle goods was 95c in March, 1921, and $1.02%% per dozen on Saturday; mock seam 220 brought $1.771%Z against $1.65; ladies’ mercer- ized hosiery brought $2.70, against $2.40; children’s 28-ounce goods brought $1 per dozen Saturday and 95c a year and a half ago when cot- ton was 14c per pound cheaper, while one of the standard three-pound boys’ stockings brought $1.55 in March, 1921 and only $1.70 now. These figures are cited to show that the cheapest merchandise in the mar- kets going into regular daily use is the common cotton hosiery. It does not take much of a prophet to say with accuracy that staple cotton hosiery prices will be very much high- er if 25c cotton instead of llc and 12c cotton will prevail. Many reasons are given why the finest grades of hosiery made in the world should be selling without profit or at a loss, as is now the case. One is that there was an overproduction, followed by a violent price resistance in consuming circles. To some extent the extravagance that blossomed out in silk stockings worn by scrub women and others ac- counted for the passing of such ser- viceable merchandise as a well-made full mercerized 220-needle ladies’ hose. —— >> The Michigan Trust Company Issues Federal Tax Letter. The November tax letter of the Michigan Trust Company illustrates some new rulings of the Internal Rev- “ enue Department. It makes’a concrete applicaton of the late Eisner vs. Macomber case, which decision was to the effect that a stock dividend does not distribute profits. It has been the inference drawn in many late newspaper accounts that stock dividends were declared to avoid the penalty under Sec. 220 of the 1921 Act, which penalty is applicable to corporations that unreasonably ac- cumulate their undistributed profits. The tax letter specifically states that stock dividends do not operate to re- lieve such corporations, as the stock dividend does not distribute profits. To create the liability under Sec. 220, the intent to evade surtax must be present and the Commissioner must determine that the accumulated profit is unrea- sonable for the purposes of the busi- ness. A very important change made by the Revenue Act of 1921, relative to the deductibility of “net loss” from in- come of subsequent years is treated conclusively in the letter. The net loss shown by a taxpayer’s return is not necessarily the amount to be deducted from subsequent years’ income. These losses must be sustained in business. Deductible losses are treated as they wou'd affect the various classes of re- turns. Definition is made of the term “net loss.” and explanatory instances are given, together with a convenient formula for its computation. ——_>+>____ If you try to get along on your job with the least possible amount of work, don’t be sore when you see others promoted over your head. REFRIGERATORS : for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. “No. 72 for Grocery Stores No. $4 for Meat Markets No. 75 for Florist Shops McCRAY REFRIGERATOR CO. 2244 Lake St., Kendailvitie, Ind. aniaiteg. tes, i eae November 8, 1922 Medium Weight Suits Selling. Mills report a steady demand for women’s medium weight union suits for fall on a basis of $3,87%4 a dozen. Vests in a range from $1.75@2.25 per dozen are also in good demand far- ticularly at the lower prices. All or- ders are for immediate delivery, and buyers .are evidently in urgent need of merchandise to fill orders from re- tailers whose stocks are depleted. There is a tail end demand for spring vests, in the cheapest construc- tion, selling at an average price of 85 @87'%4c per dozen. Some sellers are offering these garments as low as 82'%c per dozen, and they are getting more business now than the higher sellers. This business does not amount to much now, however. Most buyers have already completed all of their initial purchasing and they are not yet ready to do any appreciable reorder- ing, although one or two duplicate or- ders for substantial quantities are re- ported where buyers expect advances. —_>->____ Finesse in Getting Cars. When the railroads have no cars and the California. grape shipper has fruit Women’s - Union "A GOOD RECIPE FOR EGG ROLLS Into a pint of Lily White flour sift two teaspoons bak- ing powder and sift again. ltub into the flour ,one tea- spoon butter. To one cup of sweet milk add a pinch of salt and one beaten egg, then the flour. Make a soft cough, even if it requires a little more flour. Roll very thin, use a large round cutter, butter the top, fold over, brush again with bu‘+ ter, and bake in hot oven. Our Guarantee We Guarantee you will like Lily White Flour, "the flour the best cooks use" bet- ter than any flour you ever used for every requirement — cf home buking. if for any reason whatsoever you do not, your dealer wiil refund the purchase price.---He’s so in- structed. by carrying Lily being placed in position to 8 it ing to create for Lily White Lily ies ‘The Flour the Best Cooks Use” It is a Supreme Milling Achievement Every good cook knows that better baking results are ob- tained when the flour used pos- sesses a uniform granulation. Every good cook knows, aiso, that a clean flour will not only produce a better looking leaf of bread, but bread. Such a flour is Lily White— milled of the finest wheat and perfect as to color, volume, flavor and uniformity of granu- |f lation. Why You Should Use Lily White Milled by the most extensive and com- plete process known to modern millers No pains are spared in the milling of Lily White flour. absolutely clean before it is milled, and the flour is kept clean. vary, but everyone likes the clean, wholesome taste that is developed as the result of yeast action uvon clean, well milled, high grade fou... VALLEY CITY MILLING COMPANY GRAND RAPIDS, MICHIGAN *‘Millers for Sixty Years” Ads like these are being run regularly and continuously in rs throughout Michigan. You will profit ee ty White Flour in stock at all times, thereby ee the demand we are help- ; MICHIGAN TRADESMAN 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. ready to be loaded what is he going to do?, Sit down and do nothing? Not so. You would notice it He uses finesse. This requires outside assist- ance and virtually has developed a new business on the Coast. The process by which this new business is oper- ated, so the story goes, is approxi- mately as follows: “Some business firm obtains a box car, loads it with a small shipment of some material, and dispatches it to some small nearby town or siding. The grape man loads it with grapes, offers it loaded for shipment and the railroad is forced to accept it. Whatever the first ship- per and the second shipper agree upon as the price for such operation is a matter for themselves and not for the railroad company. This practice has been resoted to, it is said, to a con- siderable extent recently by speculat- tors desirous of getting their grapes East in time to participate in the high prices obtained there. _——_-2-¢ The fact that you are actually doing no wrong will not prevent the appear- ance of evil from injuring your repu- tation, possibly even costing you your position. a better tasting REASON No. 11 The grain is Tastcs lf set in capital letters, double price. 39 No charge less than 60 cents. Small display advertisements in this department, $3 per Inch. Payment with order is required, as amounts are too small to open accounts. 1000 letterheads or envelopes — Copper Journal, Hancock, Mich. BIG SKY SCRAPER LOCATION. PARTNER WANTED—To match my conservative $14,000 with $14,000 cash in business $6,000 annual rent incomes, busi- ness firms and excellent possibilities dou- bling. Already own included 180-foot brick building and 173x240 grounds, all located inside three blocks to center four- corners Lansing, Federal considering for new Lansing post office. Ten-fold profit on your money. Reason, alone and two farms on hands. Or will sell out entirely for $14,000 cash. Best investment in Michigan. Bradford Ar- nold, Box 64, Lansing, Mich. Postscript— Or will lease together or separately to suit, modern offices and big shops, parts above said and two 90-ft. sheds addition- al railway sidings included, $40 up month- ly and from one to 99-year lease. 950. For Sale—The grocery stock and fix- tures of H. H. Colby, of St. Johns. Henry F. Parr, trustee, St. Johns, Mich. 952 For Rent—Modern building. R. Baggerly, Leslie, Mich. hardware store In continuous use for years. J. 95 Good Stock and grain farm in Southern Michigan to trade for hardware or gen- eral store. Address No. 946, care Mich- igan Tradesman. 946 { 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—Cash registers and store fix- tures. Agency for Standard computing scales. Dickry Dick, Muskegon, wo 4: Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 274 East Hancock, Detroit. Government - Wanted—Stock general merchandise ten to twenty thousand in exchange for 200- acre stock and grain farm; in Lapeer county. Address No. 956, c-o Trades- man. 956 Want to hear frem party owning good merchandise business or other business for sale. State cash price and particu- lars. John J. Black, 130 St., Chippewa Falls, Wisconsin. 957 For Sale—General stock in country town. Store doing good business. Buy- er should have $2,500. For futher par- ticulars address National Grocer Co., Cadillac, Mich. 58 DICKRY DICK THE SCALE EX- PERT. MUSKEGON, MICH. 939 KWIT YOUR KICKIN About business. Have an Arrow Sale by g THE ARROW SERVICE Cor. Wealthy St. & Division Ave. Citz. 62374 Grand Rapids, Mich. CASH For Your Merchandise! Will buy your entire stock or part of stock of shoes, dry goods, clothing, fur- nishings, bazaar novelties, furniture, etc. LOUIS LEVINSOHN, Saginaw, Mich. REBUILT CASH REGISTER CO., Inc. ; Cash Registers, Computing Scales, Adding Machines, Typewriters And Other Store and Office Specialties. 122 N. Washington, SAGINAW, Mich. Repairs and Supplies for all makes. ATTENTION MERCHANTS—When in need of duplicating books, coupon books, or counter pads, drop us a card. We can supply either blank or printed. Prices on application. Tradesman Com- pany, Grand Rapids. GRAND RAPIDS SAFE CO. Dealer in Fire and Burglar Proof Safes Vault Doors and Time Locks Largest Stock in the State. Grand Rapids Safe Co. Grand Rapids, Mich. ing the current year. event of a loss by fire. Yearly Invoice Record The contract you enter into when you purchase fire insurance requires you to retain all invoices or keep a record of all purchases dur- Merchants who have small safes sometimes find it inconvenient to preserve all invoices intact. we have devised an Invoice Record which enables the merchant to record his purchases, as set forth in his invoices, so as to have a com- plete record in compact form for use in effecting a settlement in the This Record is invaluable to the merchant, because it enables him to ascertain in a moment what he paid for and where he purchased any article in stock. Price $2. Tradesman Company Grand Rapids To meet this requirement, 40 MICHIGAN TRADESMAN November 8, 1922 IN THE REAL OF RASCALITY. Cheats and Swindles Merchants Should Carefully Avoid. The bad-check evil is one which is rapidly growing to alarming propor- tions. The public has ‘been educated by the banks, express companies and the postal department that they posi- tively must be identified before they can cash a check. Just how and why they expect and demand the re- tail merchant to take their checks without proper identification is a puz- zling mystery There is no valid rea- son why they should expect this dif- ference. The fault lies entirely with ourselves. We have been entirely too easy. First. We must see to it that our State has proper laws to protect us and punish offenders. We cannot get these laws by merely wishing we had them. Neither can we get them by individual effort. We must get to- gether and demand them as our right. Then after we get them our job is just as big to see that they are enforced. It is said by many that we have too many laws now—possibly this is true —but how many of them have been enacted for the benefit of the retail merchant? Second. We must educate the pub- lic to expect to reasonably identify themselves. Third. We must educate those in whom we rlace the responsibility of O. Kving checks and know that the man Or woman who has this responsi- bility is competent to do it. It cannot be intelligently done by just any one. It takes years of training to develop a good paying teller for a bank, yet many merchants entrust this work O. K.’ing checks which is of like nature to just any one and then wonder why they are the victims of so many frauds. If those entrusted with this work have had no training along this line they cannot be expected to detect a fraud when it has all the earmarks stamped all over it. In our business organizations we select the most competent men and women possible for this responsibility. Then we get them together at interva's for introduction. We have sample checks and discuss especially the com- mon earmarks of bad ones and teach our peorle not to look at a check just as a check but to analyze it at a glance. When one of our number has been the victim of a new scheme we unfold the plan to all the rest so that it may not happen again. A scrap album of the bad checks you have-taken makes a wonderful text book. It has often en- abled us to detect a former bad check giver sailing under a new name; for they could not or fai'ed to disguise their handwriting. Those who O. K. checks in our es- tablishment are not allowed to O. K. a check for more than $50 unless they know the customer or they are satis- factorily identified. Up to this amount they can use their own judgment. Look Out For This Fraud. Isadore S. Schweitzer, vice-president of Nathan Schweitzer Co., Jac, of New York, has sent a letter to the National Pouttry, Butter and Egg As- sociation from which we quote as fol- lows: “About ten days ago, we received a letter from J. H. White & Co., of Chi- cago, confirming a contract for the purchase of Guineas, alleged to have been made with them by one I. J. Schweitzer, who. represented himself as being a brother of our Mr. Nathan Schweitzer. In view of the fact that no member of this firm had made any such contract, we wrote J. H. White & Co., and so informed them. In answer thereto, they advised us that this individual attempted to have them cash a check for $100 but did not succeed. “This morning, we are in receipt of a letter from Peters & Co., of Cincin- nati, advising us that they heard of this incident and stated they believed this was the same _ individual who swindled a poultry firm in Cincinnati out of $300, representing himself to be Mr. Silz. “It is evident that this person is going around in the poultry trade, and in view of the fact that the Bulletin is the official publication of your associa- tion, we believe a statement of the facts should be published, and a warn- ing issued to dealers to watch out for this party.” Shoplifter Captured. Mrs. Wanda Lehr, giving her ad- dress as Detroit, age 32, height 5 feet 4 inches, weight 140 pounds, attempt- ed to walk out of Arbaugh’s depart- ment store, Lansing, with a Hudson seal coat. She claims to be a house- keeper. She has been bound over to the Circuit Court of Ingham county and the case fixed for trial Nov. 14. Virginia Wainwright. The six months’ sentence of Vir- ginia Wainwright, given by Judge Col- lingwood, of the Ingham County Cir- cuit Court, has expired and Mrs. Wainwright, who has about twenty- five other names, is now at Iberty. It is to be hoped that she will not at- tempt to operate in Michigan. She has had enough advertising in this State so that our merchants should not be defrauded by her again. It is well to keep an eye out for her, how- ever. —~>+<-___ Corporations Wound Up. The following Michigan corpora- tions have recently filed ‘notices of dissolution with the Secretary of State: Dowagiac Drill Co., Dowagiac. Randolph Land Co.. Detroit. Jackson Munition Corporation, Jackson. _ Griggs, Tuttle & Griggs, Inc., Pontiac. Union Truck Co., Ltd., Detroit. Consolidated Construction Co., Detroit. Bialy Bros. Co., Bay City. Union Clothing Co., Ltd., Marquette. Gordon American Laundry Co., Flint. Paul Manufacturing Co., Detroit. Opera House Co. of Croswell., Croswell. Sligh Realty Co.. Grand Rapids. Brooklyn & Wamplers Lake Telephone Co., Wamplers Lake. Life’s Hi-Spots, Inc., Grand Rapids. Steel Mill Packing Co., Detroit. Bradford Lumber & Planing Mili Co., Alpena. ——_~+-->___ If you think you have nothing to learn about ‘how to Manage your store, you are in training to become a grandfather man. | —_++.__ Don’t send a customer to any part of the store for goods called for unless you are sure they will be found in the place as directed. COATS For Immediate Delivery At New York Prices MAST week buyers from over all Michigan and even from Ohio and Indiana inspected our vast stocks of smart new Winter Cloth Coats, Plush Coats, Fur Coats and Dresses. They were amazed at the superb styles, the low prices and our convenient arrangements for immediate shipment. New arrivals fresh from New York, unpacked this week are well worthy of your careful consideration. E. J. HARTMAN & CO. 156 West Jefferson Avenue DETROIT, MICH. cage? sO RT sat ! F aa... PU tel A 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 entrusted greatest that vice made good in a Columbus women were determined no op- inability of g Company, s to attend it. you'll find the ef women ward Clothing shows the pub- e absolute con- g Company and senior partner in Clothin m. Indiana Kelly Service with his selling campaign. ture standing, U’LL have our fullest co- pic operation, enthusias * @ The thronging the Se fifteen days proves both the Company Store @ The Seward Clothing Com- pany carries a $35,000 stock G With this statement Mr. Rob- and the $25,403.26 secured in ert Seward, The Seward Columbus, lost through the fidence in us. enviable their men folk Kelly Ser big way. portunity of the sale would be people here hav Seward Clothin +? lic’s MINNEAPOLIS i- the -oper- Mr. Kelly Ser- ic- the = ny wn Lx] cot < 7) > sone real Lr] 4 v7 be Lx] wee om Seward The p ght shows g the com- in y> a tremen- Seward and i tality — cele- greatest mer- the Clothing Compan Seward & partner, Schwartzkopf arranged a make the last day, which was the 17th joyin hospi to brating the junior > fied as the sale con- pany'’s FFORTS were intens E tinued, dous final day far exceed- @ Following the sale, picnic for the members of the store organization and ing any other. 6 3 2 & Et ° QO Nodes 3 > bet 9 g “a GG sale’s great day. @ With unstinted co ation from Mr. chandising ‘event his vice produced ture to the r their families. them en birthday of Schwartzkopf, Messrs.