az) x Cs x Ss te, CMS OTA tS Goce, Ai GA EX (2 10 5A RS me el SS Se P PUBLISHED. WEEKLY = C SSID ADS A AG eK SVEN MEGS Se CAEN) Spe eee d 7 AX CTE eS) ay, OR RAL oO ge eae cy AN Corbi) rae ATA. Z NCES eT 0 mR) ae cma adi Ly 2 t el Wat GIE ee Llano LESS —— TRADESMAN COMPANY, PUBLISHERS So uN) aS G Rm, SO) DN Coney LR y pry) = dy) 5 Fortieth Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 21, 1923 SN THE BRIDGE OF YESTERDAY Over the bridge of yesterday My thoughts have turned to-night, And out of the far-off distance Comes a tender, glowing light. It centers around a friendship That has lasted through time and tide, Though the chance and change of fortune Has severed our pathways wide. It may be that earth’s to-morrows Hold for us no meeting place; It may be that only in heaven I shall meet you face to face. But when memory seeks a pleasant trip And the choice of a pathway comes, I choose the bridge of yesterday, To the days when ‘we were chums. FT lll ns 4) N= Fi D a YC wit, 2 452 — oe .~ i awe cP COIR, SS nT _. SOLD EVERYWHERE powder but increas- ed leavening power. Not merely baking The special process. of manufacture is the reason. REG. U.S. PAT. OF F. RYZON is an improvement over old-fashioned powders. It has more raising power, is a slow, steady raiser. It re- QS tains its full strength to the Ryzon-raised cakes last spoonful, keep fresh longer. You use less ee - SPECIALIZE! One good selling point presented forcibly is better than ten half told. The big story about FLEISCHMANN’S YEAST is that it permanently relieves those suffering from constipation. This almost universal ill is caused by flabby intestinal muscles. This natural food gives these muscles the exercise they re- quire. Without such exercise constipation is bound to result. Focus your arguments around this point—it’s valuable! Profitable! THE FLEISCHMANN COMPANY Yeast Service Don’t sign on the dotted line! It is a big mistake to take on a line of coffees that moves in jerks, with a grad- ually lengthening period between sales. That is a ‘‘dotted’’ line. Merchants handling our goods have no between sales periods. Right from the start they enjoy a steady volume of business on our line that increases as the quality and value of our brands become more widely known to their trade. A post card will bring information Chase & Sanborn CHIGAGO Citizens Long Distance Service as Reaches more people in Western Michigan than can be reached through any other tele- phone medium. aa Pgs ra AITERSULLN 21,100 telephones in Grand Rapids. . = Connection with 150,000 telephones in é y ne Detroit. USE CITIZENS SERVICE CITIZENS TELEPHONE COMPANY Nothing as Durable Nothing as Fireproof Sand Lime Brick | R., & F. Brooms Makes ne oon THE No ae rr —. ‘ DANDY Warm. in. Winter Cool In Summer LINE Brick is Everlasting pean Grande Brick Co. Grand B. O. E. LINE Wh. D. Batt | | GRAND RAPIDS KNITTING MILLS FURS - of Hides . High Grade Wool and Tallow Men’s Union Suits at Agents for the Grand Rapids By-Products Co.’s P. ular Prices Fertilizers and Poultry Foods. =P Write or Wire 90-30 Zomls Bt Grand Rapids Knitting Mills Rapids SZ Saginaw Brick Co., Saginaw 7 — Jackson-Lansing Brick Co., rs : Rives Junction P Prices M Special. oo. $ 8.00 3 No. 24 Good Value 8.50 ert Seeer ers , No. 25 Velvet _. 9.50 up work wil make money for you. Easily No. 27 Quality. 10.75 gue deudar’ Wenooteteerecebencrn No. 22 Miss Dandy 10.75 giving kind of machine and size platform B. 2 B. O. E. -. 10.00 wanted, as well as height. We will quote a money saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio Freight allowed on Signs of the Times shipments of five — Ase dozen or more. Electric Signs | g All Brooms . gressi rchan 7 siento an . “g = vain Guaranteed of Electric Advertising. We furnish you with sketches, prices and operating cost for the Rich & France THE POWER CO. 607-9 W. 12th Place Grand Rapids, Michigan Grand Rapids, Mich, = Bell M 797 Citizens 4261 CHICAGO, ILLINOIS =: ' a ee i ee ak i ed ce te a es al. Aa LST Shy ey E SG . ——— Aes 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 BH. A. STOWE, Editor.- Subscription Price. Three dollars per year, if paid strictly in advance. Four dollars per year, if not paid in advance. Canadian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. Extra copies of current issues, 10 cents; 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. 23, 1883, at the Postoffice of Grand Rapids as second class matter under Act of March 3, 1879. OUR “CORNER” IN GOLD. Charles Percival Isaacs, an English Liberal, in an article in the English Review makes the novel assertion that the United States has deliberate- ly cornered the world’s gold so that its financiers may have an advantage over all rivals in the coming struggle for world control of industry. America, he says, is like a corporation with an abundance of cash during a period of depression, while its competitors have little in the way of assets but idle plants. He scoffs at the view held both in England and in this country that the large gold surp!us here may eventually become a source of embarrassment, and says that American financiers know well enough that this surplus can be easily re- moved by its use to obtain a hold on foreign industries whenever the time comes. In the view of the rest of the world, he says, that time has al- ready arrived, but the Americans have shown themselves far from ready to lend, except when they can make their own terms with the debtor. In- deed, instead of lending gold America is in the market taking still more, leaving the rest of the world to get along as best it can with whatever is left. Consequently, the rest of the world finds itself in a very serious situation. All of this makes interesting reading not for its intrinsic value, but because it illustrates a too common method of approach to this class of economic problems. It is true that this surplus gold is an asset, but that it has been deliberately gathered and is now being hoarded until Europe’s productive en- terprises are to be had at something like upset prices has nothing to sup- port it beyond the vain imaginings of those who hold such views. Most of this gold came to us because Europe, exhausted by four years. of war, was unable to pay us in goods or services for what it had to buy. And for every : GRAND RAPIDS, dollar of gold imported this country gave full value in return in the form of essential commodities. Not only that, but at one time Europe owed the United States several billion dollars on open account for goods which had been supplied on credit. The gold that was coming over at that time covered only a small fraction of Europe’s in- debtedneess to America. Only in the sense that this gold does not circulate freely may we be said to be “hoarding” it, but its concentration in the vaults of the central banking institutions is a safeguard against a return of in- flation. Nor can it be said that this country is unwilling to ‘end its sur- plus gold. Practically every European country that ‘has shown signs of stability has obtained credit in the United States, and a large number of European municipalities and private corporations have done likewise. It would be bad business to lend to the bankrupts on any terms, but they too may expect favorable consideration when once they set their houses in order. America may not have done all for Europe that it shou‘d, but it cer- tainly deserves no censure for a gold hoard that was “wished upon it.” INCREASED DEMAND AHEAD. At this particular time of the year, a week or two is hardly apt to show any material change in mercantile or general business conditions. Nor is the present period any departure from the ordinary in this respect. In the primary markets requirements for Spring have been attended to and so, too, have many for the Fall, the slow initial buying in some instances hav- ing caused operations for the two seasons to merge into one another. In certain lines there has been a dis- position to speculate somewhat in or- der to take advantage of a rising mar- ket, but the general tendency still con- tinues otherwise. Buying is tentative, initial orders being rather to test out the markets and to discover what is salable and what is not. It is fairly well conceded that buying power on the part of the public is greater now than it was at this period a year ago, and that the main thing to discover is whether the inc‘ination to buy is on a par with the ability to do so. Con- ditions generally would seem to favor a good Spring business in household appliances and furnishings of all kinds as well as in apparel. changes in fabrics and fashions being among the contributing factors affecting wear- ables. It is a matter of only a few weeks, also, before an increased de- mand wi.l set in for the numberless lines of commodities needed for con- struction purposes. A large volume of Orders is expected, in view of the numerous building projects planned for aJl sections of the country. WEDNESDAY, FEBRUARY 21, 1923 NEVER FAIL POULTRY TONE. Appears To Be Sold Under Peculiar Circumstances. Last November the following let- ter was received from a Michigan dealer: “A salesman by the name of Carl C. Beatty, of the Never Fail Remedy Company, of Fort Wayne, Ind., called ion me and sold me the Never Fail Pou'try Tone. “His stock orders called for one hundred dollars. It was more than I wanted but I finally took same after seeing the great number of orders he had among them very good hardware men. “He showed me an order from Mr. ——of Plymouth, which called for $125 and I happened to be in Ply- mouth on Nov. 13 and Mr. told me that he bought but $25 worth of his product. Therefore Mr. Beatty put one over on me. “Mr. Beatty was at Plymouth about Oct. 18, and agreed to send out a mailing list but up to last Monday Mr. had not heard from the mail- ing list. “Mr. ——to!d me that he thought it was more wind than goods and therefore was not going to push the Poultry Tone. “T gave Mr. Beatty a check and he agreed to hold it for 60 days and four days after that it was presented to my bank for payment and I refused to accept it. I wanted to date the check Dec. 20, but he insisted that he would hold it sixty days and wanted me to date it Oct. 22, which I did.” The order seems to have been taken on stationery headed “Beatty’s Red Farms, Manufacturers of Poultry Tone.” It calls for 175 bottles of Poultry Tone costing the dealer $100. Investigation by Information Ser- vice at National Headquarters reveal- ed the fact that Carl C. Beatty some- times operates under the names Never Fail Remedy Company and Beatty’s Red Farms, the latter a poultry farm on which he raises Rhode Island Red chickens. It is understood that he formerly lived in Lima, Ohio and Van Wert Ohio, coming to Fort Wayne from Chicago in 1917. While the investigation was under way complaint was made to Secretary Sheely against the same party by an Indiana dealer. The correspondence indicates that the Indiana dealer became so enam- ored of Mr. Beatty’s Poultry Tone that he allowed Beatty to walk away from his store with $212 worth of merchandise in exchange for poultry Tone, part of which was to be shipped. The dealer placed his order with Beatty, and gave him $212 worth of merchandise in December, 1920, ac- cordifig to his letter, Number 2057 On January 1, 1923, Mr. Beatty wrote as follows to Secretary Sheely, of Indiana: “T have just returned from a trip on the road and find yours of the 22, and I assure you that it has been an oversight that Mr. has not had attention, and I will personally see that he does at a very early date. “Wishing you a Happy New Year. “T am yours truly, “Carl C. Beatty.” On Jan. 15 the dealer advised Sec- retary Sheely that he had that day re- ceived from the railroad company nine cases of twenty-four bottles each of Never Fail Poultry Tone, presumably shipped by Mr. Beatty. Mr. Beatty apparently does not confine his efforts to the retailer but persuades farmers to part with pro- duce for which he gives promises. The Indiana Farmer’s Guide quotes in a recent issue the following letter from someone in Columbia City, Ind. “Mr. Beatty came here and offered to give us chicken for chicken and said we would never be without chick- ens and eggs. At the end of three weeks after taking our fowls we wrote him and gave him a certain time to get here with them. He brought us one chick for every five he took away. When asked as to when the remainder would be brought he replied that we were to get baby chicks to make up the difference. “He also told us he would take all our eggs in February at 6% cents each. We gathered them carefully and kept them where it was warm and turned them several times a week. We wrote “him and he replied that because of the weather it was not advisab‘e to buy and he had gone back on the egg deal. “He came last fall and selected some fowls we raised and took his choice at $2 each. We do not know whether or not he will ever bring us the little chicks we were to have. We lost $100 worth of eggs since he took our hens away. He brought us chick- ens that were sick and five have died.” How does he do it? You can search us. If he comes to sell you some Poul- try Tone to be paid for in merchan- dise give him a warm seat behind the stove and hand him this article to read.—National Hardware Bulletin. ———_2-29——— No Use For the Bishop. The wife of a Methodist minister was greatly disturbed by the bishop’s orders to transfer her husband to an- other charge. She had recently suc- ceeded in starting a thriving garden, when, alas! there came the bishop’s command to transfer. “Oh, gracious me!” sobbed the wife. ‘“T pray for the day when I die and go to heaven, where I.shall never see or. hear of a bishop!” 2 Ps Restraining. the Authority of the Supreme Court. Grand Rapids, Feb. 20—Congress- man Woodruff, who has demonstrated that, for a green member, he can evi- dence as much activity as many of the older ones, has introduced a bill in the House providing that the United States Supreme Court shall not have power to declare acts of Congress un- constitutional except on a vote of seven of the nine judges. Senator Borah has also introduced a similar bill in the Senate. This is a more feasible and less drastic measure than the one introduc- ed by Senator LaFollette, which was intended to give Congress the power, by a two-thirds vote, to veto any ac- tion of the higher tribunal. The proposal of Congressman Woodruff is to enact a law providing that the Supreme Court may be regu- lated in their powers without a con- stitutional amendment. This feature ‘4s creating a great deal of comment among certain members of the legal fraternity, who claim that Congress has no authority to limit the pewers of the Court. Congressman Woodruff does not agree with them, however, and cites the second paragraph of Section 2, of Article III, of the constitution as his authority, which reads in part: “The Supreme Court shall have appellate jurisdiction, both as to law and fact, with such exceptions and under such regulations as the Congress _ shall make.” In a recent interview Congressman Woodruff said: “It has, to be sure, al- ways been the theory of constitutional lawyers that the Supreme Court did not have the power to declare a law unconstitutional except on overwhelm- ing evidence of its unconstitutionality. The Supreme Court sits in the capacity of a jury of nine members, even though they are great judges. Yet ail other juries can render a verdict only by unanimous agreement. Why should the Supreme Court be the one exception? “When the Supreme Court takes up- on itself the responsibility of declaring a law unconstitutional by a bare ma- jority of one .vote, it arrogates to it- self the right to legislate. “If our friends, the conservatives,” says the Congressman, “claim this proposal is Bolshevik, then we must concede that the staid old State of Ohio is Bolshevik: for Ohio, in its constitution provides that a state law cannot be held unconstitutional except by a vote of eight of the nine judges of the Supreme Court. To those who say such a proposal ‘is revolutionary I would commend the words of Associate Justice Oliver Wendell Holmes, who said in a speech at the Harvard law school, Feb. 15, 1913: “I do not think the United States would come to an end if we lost our power to declare an act of Congress void.” With the single exception of the Interstate Commerce Commission, whose self-assumed power transcends the ancient and honorable “divine right of kings,” the autocracy of the Su- preme Court, at times has*not been ap- proached by any similar organization known to history. Its complexion has been both political and sectional, yet it was originally intended to assume a dignity above either consideration or influence. A decision of that body that rocked the earth to its very center in anti- bellum days was the Dred-Scott af- fair. This was an instance where a Missouri slave was taken by his owner to Illinois a non-slave state, thence to Minnesota, a territory, and back to Missouri, a non-slave state. The negro backed by some of the most influen- tial men in the North, claimed, be- cause of residence in free states, im- munity from slavery. It so happened that the Supreme Court, as then constituted, was of Southern tendency, and though the _ €ase was presented by some of the MICHIGAN TRADESMAN greatest legal minds of that day and age, the decision was made on strictly sectional lines, the Court deciding by a majority of one, that the negro was a chattel, and thereby nationalized siavery by degrading the colored man. This decision was more largely re- sponsible for the Civil War than any other consideration, and yet it was made by our highest tribunal after mature consideration, on purely sec- tional grounds. The Hayes-Tilden imbroglio, and the atendant Electoral Commission in 1877, developed the fact that Supreme judges_are not altogether infalliable. The dispute was over the legality of certain electoral votes, the possession of which would determine the result of the Presidential eleection of 1876. To dispose of the matter, Congress legalized what was known as the Elec- toral Commission, consisting of five senators, five representatives, selected by their individual bodies, and five Supreme judges appointed by the President. The Senate, which was Republican, selected five Republicans, the House, Democratic, selected those of that political faith, and the President ap- pointed three Republicans and two Democrats from the Supreme bench. After months of deliberation, under the stress of the greatest excitement ever elicited over a judicial contest, the decision came—the five Republican senators voting for the Hayes electors the five Democratic Congressmen vot- ing for Tilden, while the Supreme judges split on purely political lines, three Republican and two Democrats. Here were five judges of mature age, with a life tenure of office, influenced by politics alone. Other more recent decisions of im- portance have demonstrated the influ- ence of politics, among them being the question of the right of a certain U. S. Senator, claimed illegally elected, to retain his seat. For these and numerous reasons, the efforts of Congressman Woodruff, are evidence of a legitimate desire to regu- late the hitherto unassailable Supreme Court, by requiring, through the pro- posed revision of practice, a majority of eight out of nine supreme judges, to declare an act of Congress unconsti- tutional. The promises of benefits to be de- rived from the Fordney-McCumber tariff legisiation have not, as yet, de- veloped to the satisfaction of anyone, except such as are enjoying its special privileges. Some of its injurious effects may be abundantly demonstrated by even a casual demonstration of the trade figures of the Dominion of Canda for the year 1921 and 1922. ’ The trade between Canada and the United States during the year 1921 at- tained a volume of $1,300,000,000. Dur- ing the year of 1922 it receded to $800, 000,000, the falling off occurring since the passage of the law referred to. American exports to Canada de- clined by 60 per cent. and imports from Canada receded by 40 per cent. During the two periods referred to the natural conditions were practically the same, with the exception of the slight disparity in the currency values, but the fact cannot be overlooked that America’s trade with Canada declined for the most part since the Fordney- McCumber regulations went into ef- fect, and the commodities in which the decline is most noticeable are those which are most conspicuous in our present tariff schedule. A few days ago Senators Walsh and Smoot tried to make an explanation concerning the wool schedules of the present tariff. Senator Walsh declared that the schedules “should not cause an increase in the price of clothes.” But Senator Smoot, on the other hand, made the unequivocal statement that the purposes of the tariff were to ad- vance the price of woolen goods, de- claring that the industry must be~-pro- tected by the advance, though the ad- vance ought to be only nominal. How- ever, the American Woolen Co.—a trust—comes out with a new price list showing that the advance is equiva- lent to $2 to $3 on each suit, with an admission that this but the initial in- crease. In order to prepare the consuming public for the next boost in prices they parade the information that the scar- city of wool will probably supply the excuse for further advances, indicat- ing that the poor sheep, over which Congressman Fordney has shed so many pathetic tears, is not producing a sufficient volume of wool, although the only excuse for the tariff was the protection of the lambs. In this connection the Chicago Journal of Commerce informs us that “the wool tariff results in the high cost of clothing that the the arguments of Senators Walsh and Smoot are noth- ing short of ludicrous. On the same day these gentlemen were making their addresses news came from Bos- ton that a shipment of 12,000 bales of Australian wool, valued at $4,000,000, was in the harbor, and that on this cargo the United States will collect more than $1,000,000 in duty. This one item of news is far more convinc- ing than a week’s debate in the Sen- ate.” Here we have two tangible demon- strations of the evil effects of the tariff legislation referred to. Now we have others. The city having the undesirable dis- tinction of being the worst in the coun- try with regard to the employment of child labor is Woonsocket, R. I., close- ly followed by Fall River, New Bed- ford and Lawrence, Mass., as well as Pawtucket, R. I All of these cities have more than 17 per cent. of child labor, while in cities where manufacturers are not protect- ed by the cotton schedule the percent- age hardly averages one-third the above figures. These schedules were prepared by February 21, 1923 former Senator Lippitt, of Rhode Island, himself constantly posing as a philanthropist, and yet the children still work in the cotton mills instead of attending school, and are still work-- ing at the old schedule of wages be- fore the adoption of this wonderful bill, which was to protect labor against foreign debasement. And this is not all. A wave of commercial dishonesty, unapproachable in recent years, is spreading over the country, as a re- sult of the incidental protection of the Fordney-McCumber act, according to the New York Financial News: “Shoddy! Shoddy! Everywhere we find shoddy and deception. You buy a pair of alleged silk hose, for which you pay an advanced price, on account of Messrs. Fordney and McCumber, and in two days they have a hole in them or show signs of a break; you buy a silk tie and it is ‘sans’ silk: the woman buys a silk dress—oh, my, see the gloss, the shine—isn’t it lovely? Silk?—from Japan or China? No! Lead and other metal, not made by silk worms but two-legged worms in New England. Carloads of metal go into these cotton goods to give weight and gloss. “And general salesmen send travel- ing men around the country to sell these “genuine” goods to honest re- tailers. Why, there isn’t an honest spool of thread on the market to-day —at least at not less than three or four times its former cost. Do you know that the holds of our ocean liners are filled with the cast-off clothes and rags of Europe and these will go into your “all wool” suits and swell overcoats. Oh, don’t be afraid —the germs are all killed in the re- processing. Even the dignified collar of commerce is no longer familiar with the genuine article. It costs twice as much as it used to, is made by child labor and—is not what it seems. The tariff hogs cannot be satisfied—they needs must resort to palpable dis- Assets per $1,000. of Risk __- $43.68 Loss Ratio to Premiums ~_____- 36% % Loss Ratio to Income ___------- 33% Average Loss Ratio of Stock Companies 2 56% investigate. I. W. FRIMODIG, Gen. Mer. CALUMET, MICHIGAN, Finnish Mutual Fire Insurance Co. ORGANIZED IN 1889. AMOUNT OF INSURANCE IN FORCE DECEMBER 3lst, 1922 ____$6,033,803.00 TOTAL ADMITTED ASSETS DECEMBER 3ist, 1922 ~---------_--- NET CASH SURPLUS OVER ALL LIABILITIES ~_-__-__-_----___- DOUBLE DIVIDEND PAID IN 1922, Three and Four Year Periods _- DIVIDENDS PAID POLICY HOLDERS SINCE ORGANIZATION __ FIRE LOSSES PAID POLICY HOLDERS SINCE ORGANIZATION DIVIDEND FOR 1923 50%, MERCANTILE AND DWELLING RISKS SOLICITED Are you saving 50% on your insurance costs? Write for further information to 264,586.56 212,718.32 49,113.47 453,374.50 262,478.56 Surplus per $1,000. of Risk ____ $35.25 Expense Ratio to Premiums __ 18%% Expense Ratio to Income __---- 17% Average Expense Ratio of Stock OOM RIeS oo 42% You should C. N. BRISTOL, Gen. Agt. FREMONT, MICHIGAN intl i Sle scsi NO i vein Ai tac seis February 21, 1923 i MICHIGAN TRADESMAN honesty in order that we may with- stand the blighting effects of foreign labor.” And the poor sheep—no, the un- fortunate owner thereof—is deluged with the tears of Congressman Ford- ney, and selling his wool for any price the “protected” parasite will al- low him—never more than he was paid before he had the advantages of protection. Frank S. Verbeck. —__22>—__ Consumption Now Canners’ Big Issue. The organization of the canning in- dustry in the United States is growing stronger and more helpful every year and is now on such a powerful basis that the industry must go forward. Production has reached enormous di- mensions and questions of distribu- tion and consumption now are giving canners more cause for reflection than is production. There is capacity in the canneries of the United States to produce double the output that they now place on the market. This was proved during the war when the United States Govern- ment encouraged and promoted the canning of foods and bought enormous quantities for the armies of this and other countries. Production of some articles doubled. Since that time the output has been reduced gradually to the normal con- sumption of this country, and canners now are studying methods of so in- creasing consumption that they can run their canneries to full capacity and thereby operate on a much lower cost basis. Their associations and leaders are studying the problems for methods by which the people can be induced to buy and use more of the products of their canneries. Great auxiliary forces are helping the canners in this effort and the 3,000 brokers, the 4,500 wholesale grocers and the 350,000 retail grocers of the United States are allied with the can- ners in this concerted effort. That is what Canned Foods Week—March 3 to 10— means. There is no change in the general market on canned foods. Prices on nearly all items with the exception of the low grades of California peaches are firm and trading has been good on both spot and futures. Canned shrimps are receiving attention and canners are holding same at firm prices. John A. Lee. —~++-+___ Leather Costing More. Further rises in leather recently, particularly in white buckskin and kid, presage higher prices in the near future for shoes in which those ma- terials enter. As yet there has been no marked upward revision in calf, but there was said recently to be the possibility of a strong upturn in this kind of leather within the next few weeks. Although buying of the better kinds of men’s shoes has improved in the last several weeks, it appears that about 25 per cent. of the season’s busi- ness is still to be written. The late placing of the orders, together with a shortage of some of the materials needed by the manufacturers, is mak- ing it difficult to complete deliveries in time. In one factory, for instance, several hundred pairs of shoes are “hung up” awaiting the delivery o: rubber heels. New Building B. Standard Oil Co. Boyne City, Feb. 20—The Standard Oil Co. has acquired the land at the Southeast corner of Park and Water streets, upon which it will build a filling station the coming season. This project has been under negotiation for over two years. The credit for bringing it about is due to the per- severance of J. L. Ekstrom, for over a decade City Clerk, and now of the real estate firm of Cole & Ekstrom. The site is now occupied by an old residence and a nondescript. store building which thave been no orna- ment to the busiest business corner in town. If the company puts up such a plant as in other towns, it will add very materially to the appearance of our business section, besides being a great convenience to the traveling public. We feel that in this connec- tion the Standard Oil Co. should be congratulated. We saw a funny looking map of Michigan the other day. It had no towns, cities or railroads on it and no automobile trails. It had the names of the counties and their outlines and was covered with little crosses, squares and lines. Down in the South end were three counties that were white, all clear. In the tip of the mitten were four and at the West end of the Upper Peninsula was one white space. We examined the text and -found that the white counties were the ones in which all the cattle had been tested for tuberculosis and dis- eased animals thrown out. We were astonished to see that only in this playground of Michigan, Traverse, Antrim, Charlevoix and Emmett could the wayfarer be sure that the milk he drinks is free from the deadly T. B. germs. What more could one want, pure milk, pure water, pure water- washed air? Maxy. —_+-~>——___ How To Prevent Frosted Windows. Cold weather brings with it the problem of frosted windows and con- sequent blurring of the window dis- play. The following simple remedies, however, will soon overcome the diffi- culty: 1. A’ row of holes bored in the woodwork at the top and bottom of the window permits the air to circu- late over the pane, keeps the surface approximately the same temperature as the remainder of the store and pre- vents the gathering of the moisture, -which freezes and causes all the trouble. 2. Where the boring method is im- practicable, a solution of methylated spirit or alcohol may be rubbed on the glass. Another way is to clean the window thoroughly and rub it over with a soft cloth or piece of leather dipped into a solution of one pint of denatured alcohol and one ounce of glycerine. 3. An electric fan in the window space a'so keeps the air stirring and prevents freezing. In stores having only gas supply, a gas pipe run across the base of the window glass, and perforated with small holes every few inches, allowing the jets to escape, will give equally good results. 4. When the floor of the window is level with the bottom of the glass, an elbow-shaped piece of stovepipe may be inserted under the floor so that it wil give forth a current of air from the store. Holes should be bored above the window as an outlet for the air and the stovepipe mouth should .be covered with thin material to pre- vent dust settling on your display. A _ water pipe or almost any sort of piping may be used as well as stovepipe. IN THE WINDOW Do you believe that window dis- plays pay for the trouble of putting them in? Do you find an increase in the sale of certain articles when these are displayed in the windows? Do customers come in and tell you they want goods like the ones they see in the windows? Do your clerks always know which goods are in the window, so that they are co-operating with this most valuable form of advertising? Window display advertising may be the most effective advertising that the merchant can use. It is your space paid for in advance and the articles advertised therein are on sale when the person sees the ad. The value of other kinds of adver- tising is less because the person has to carry the item in his mind until he enters your store. The progressive merchants of to- day are changing window trims more often, making them more at- tractive and more forceful. ARE YOU? WORDEN (JROCER COMPANY Grand Rapids Kalamazoo—Lansing—Battle Creek The Prompt Shippers. MICHIGAN TRADESMAN —== OP a i] Cc Movement of Merchants. Port Huron—A. Pollock, dealer in boots and shoes, has filed a petition in bankruptcy. Detroit—The Grain Realty Co. has increased its capital stock from $100,- 000 to $200,000. Halfway—tThe Kaiser Fuel & Sup- ply Co. has increased its capital stock from $20,000 to $40,000. Ann Arbor—The Ann Arbor Lum- ber Co., Ltd., has increased its capital stock from $10,000 to $20,000. Grand Rapids—J. J. Spehn succeeds F. L. Lossing in the hardware busi- ness at 742 West Fulton street. Petoskey—The Petoskey House Furnishing Co. has increased its cap- ital stock from $25,000 to $40,000. St. Johns—Miss Mary E. Kelly is closing out her stock of fancy and art goods and will retire from trade. “Detroit—The Wolverine Lumber Co., 7720 Plymouth Road, has increas- ed its capital stock from $106,000 to $60,000. Kalamazoo—The Trio Laundry Co., 113 West Kalamazoo avenue, has in- creased its capital stock from $30,000 to $60,000. Lansing—Claude R. Barto succeeds Frank W. Haben in the restaurant and cigar business at 220 East Frank- din avenue. - Detroit—The Discount Service Cor- poration, 1460 East Jefferson avenue, hhas increased its capital stock from $50,000 to $100,000. Alpena—The Lakeside Cranberry Co. has decreased its capital stock from $250,000 to $10,000 and 50,000 shares no par value. Bennington—N. E. Cooper, who has conducted a general store at Pittsburg Corners for a number of years, died at Memorial hospital Owosso, Feb. 14, of pneumonia. DeWitt—Earl J. Tucker has sold a half interest in his stock of general merchandise to his brother Fred and the business .will be continued undér the style of Tucker Bros. Detroit—Coates Motor Sales, Inc., 5740 Grand River avenue, has been in- corporated with an authorized capital stock of $10,000, all of which has been subscribed and $8,500 paid in in cash, Bancroft—C. W. Bennett; who has conducted a grocery store here for the past sixteen years, has sold his stock and store fixtures to Ward Cole and Glenn Cove, who have taken posses- ‘sion. é DeWitt—Harry. Reed -has sold .a half interest in his grocery and meat stock to George Schaffer and the business will be ‘continued after March 1, under the style of Reed & ‘Schaffer. . ~~ Detroit—Auto Service & Sales, Inc., 9430 Woodward avenue, has been in- corporated with an authorized capital stock of $5,000, of which amount $2,- 500 has been subscribed and $2,000 paid in in cash. Grand Rapids—Harry Talbot has sold his drug ‘stock at 1200 Madison Square to George Finnucan, who was formerly postmaster at Charlevoix and also clerked for. F. J. Fessenden, the Charlevoix druggist. Royal Oak—The Cahoon Plumbing & Heating Co., 1401 Woodward, has been incorporated with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and $1,000 paid in in cash. Detroit—Rose & Fabrizio, Inc., 112 Madison street, has been incorporated to deal in women’s ready-to-wear gar- ments, with an authorized capital stock of $25,000, $1,000 of which has been -subscribed and paid in in cash. Port Huron—N. P. Johnson, Inc., 301 Huron avenue, has been incorpor- ated to conduct a retail shoe, boot and rubber business, with an author- ized capital stock of $15,000, $6,000 of which has been subscribed and paid in in property. Detroit—The Twin Stores Co, 300 Shubart Detroit Opera building, has been incorporated to own and conduct general stores under the chain stores plan with an authorized capital stock cf $100,000, all of which has been sub- scribed and paid in in property. Breckenridge—Guy Milligan and Harry Henry, both of Lansing, have formed a co-partnership and purchas- ed the agricultural implement, plumb- ing and heating business of the late Herman J. Jubler and will continue it under the style of Milligan & Henry. Lansing—Seamen Co., Inc., pro- prietor of the Style Shop, 116 West Allegan street, has remodeled and enlarged its store to such an extent that double the floor space has been acquired. Modern new fixtures, show cases and garment cabinets have been installed. Kalamazoo—Robert J. Menzie, mer- chandise manager of the Palais Royal, Washington, D. C, for a number of years and later acting in the same capacity for Woodward & Lothrop of the same city, has now been engaged by J. R. Jones’ Sons & Co. as mer- chandise manager. Jackson—Jewels, Inc., has engaged in business at 125 West Main street, carrying complete lines of women’s ready-to-wear garments. The store is under the management of Isadore Na- gelberg. Jewels, Inc., conducts a chain of stores in Battle Creek, Kala- mazoo and Detroit. Detroit—The Morris H. Blumberg Electric Co., 327 North Jefferson, has merged its business into a stock com- pany under the style of the Morris - Blumberg Electric Co., with an au- thorized capital stock of $125,000, all of which has been subscribed and paid in in property. Jackson—The West Main street, has been incorpor- ated ‘to conduct a department store with an authorized capital stock of $10,000 common and $15,000 preferred of which amount $22500 has been subscribed and paid in, $12,500 in cash and $10,000 in property. Kalamazoo—A. J. Stall, for the past ten years connected with Morley Bros., Inc., of Saginaw and P. B. Rickenmore, hardware dealer at Rich- land for the past fifteen years, have formed a copartnership and engaged in business at 114 Portage street un- der the style of the Rickenmore-Stall Hardware Co. A. J. Palmer, dealer in general mer- chandise at Gagetown, writes us as follows: “The Tradesman is the best paper we get out of an assortment of five. We like to get trade magazines but we sometimes fall short of read- ing them all but we never miss read- ing in full the Tradesman. May you live long and prosper.” Manufacturing Matters. : Detroit—The Detroit Wire Bound Box Co. has decreased its capital stock from $100,000 to $1,000. Detroit — The Wayne Radiator Works Co. has changed its name to the Wayne Auto Custom Works. Plainwell—The Angle Steel Stool Co. is planning to build a large ad- dition to its plant as soon as_ the drawings can be completed. Allegan—Hollis Baker has purchas- ed the plant of the Ahdawagam Fur- niture Co. and will organize a stock company to continue the business. Howell—Ford Johnson has _ leased the Williams building and will occupy it with his- creamery which he will remove from Lansing about March 1. Grand Rapids—The Spencer-Duffy Co., Inc., formerly the DeLuxe Up- holstering Co., 503 Grandville avenue, has increased its capital stock from $60,000 to $100,000. Muskegon—The Meier-Moe Foun- dry Co. has been incorporated with an authorized capital stock of $15,000, of which amount $10,000 has been subscribed and paid in in property. Detroit—The Peerless Enameling Co., 949-59 Larned street, has been incorporated with an authorized cap- ital stock of $30,000, all of which has been subscribed and $14,200 paid in in property. Detroit—The Michigan Slipper Man-_ ufacturing C., 525 Woodward avenue, has been incorporated with an author- ized capital stock of $12,000, all of which has been subscribed and $8,000 paid in in cash. Detroit—The James Lick Cigar Manufacturing Co., 216 Broadway Central building, has been incorpor- ated with an authorized capital stock of $25,000, $12,500 of which has been subscribed and $4,935 paid in in prop- erty. ‘ Detroit—The National Margarine Co., 1427 First National Bank build-. ing, has been incorporated with an authorized capital stock of $250,000, of which amount $150,030 has been . Alderman Co., 113° February 21, 1923 subscribed and paid in, $30 in cash and $150 000 in property. Detroit—The Chausse Oil Burner Co., 622 Moffat building, has been in- corporated with an authorized capital stock of $100,000 preferred and 20,000 shares at $2.50 per share, of which amount $800 and 80 shares has sub- scribed and $1,000 paid in in cash. Detroit—The Enamelight Corpora- tion, 546 Book building, has been in- corporated to manufacture and sell lighting units, with an authorized cap- ital stock of $100,000 preferred and 10,000 shares at $1 per share of which amount $20,000 and 6,000 shares has been subscribed and paid in in prop- erty. Detroit—The Plastic Products Co., 956 Macomb street, has been incor- porated to manufacture and sell put- ties, plastic cements, paint specia'ties, etc., with an authorized capital stock of $7,000 common and $18,000 pre- ferred, of which amount $8,000 has been. subscribed and paid in, $1,000 in cash and $7,000 in property. ——_.--2 Do Not Allow Stocks To Run Too Low. Written for the Tradesman, Wheat markets have held practical- ly even during the past week and there is nothing in the immediate future to indicate definitely a material change in either direction. Demand for any product is always the big factor influencing price, not only demand for the particular ar- ticle—wheat, for instance—but gener- al demand for the products of the farm and factory in general; in other words, no business is master of the situation in itself, but is dependent upon the general prosperity or finan- cial condition of the country. Reports from all sections indicate practicaly no unemployment at the present time. Factories are running nearly full time. As a matter of fact, the steel mills of the country are run- ning nearly as full time as they did in 1918 and general optimism prevails for the entire year of 1923. Prospects are considerably better than they were for 1922. This means, of course, the public wil have greater purchasing power and when the public has purchasing power, it is always used. This means a good demand for practically all lines which, in turn, spells firm markets, so, as a general proposition, both wheat and flour are good property; whether they will be higher is a ques- tion; certainly they should not be lower. Tt appears advisable to cover trade requirements, but, as stated hereto- fore, there does not appear to be any particular reason why big advances shou'd be scored; consequently, it ap- pears to us it is better to purchase for not over two or three weeks ahead at the most; in other words, in suffi- cient quantity and far enough ahead to assure ample supplies to meet the normal demand. Railroad conditions are such it is inadvisable to allow stocks to run too low, as considerable difficulty is be- ing experienced in moving goods promptly; in fact, some railroads have been obliged to embargo shipments in certain. directions due to conges- tion. Lloyd E. Smith. Sa cet amatn than another. February 21, 1923 MICHIGAN TRADESMAN 5 — Re

--2 Since the Grand Rapids Dry Goods Co, has taken the position of selling agent for the Lowell Manufacturing Co., the latter has been compelled to increase its forces of employes in or- der to keep up with the demand for goods. The same high standard which has. been maintained in the past.will be continued. : bring 60c RETAIL GROCERS AT LANSING. Twenty-Fifth Annual Convention Now in Session. The annual. convention of the Re- tail Grocers and General Merchants Association of Michigan convened in Lansing to-day. The convention was called to order by M. C. Goossen, President of the Lansing Association. After an address of welcome by Mayor McComb and a response by E. W. Jones, of Cass City, President Affeldt read his annual address, as follows: One of the painful duties of your presiding officer at these annual con- ventions is to give a report of the work done by himself and the State Asso- ciation. Owing to the fact that your past, present and future presidents are all men who are actually engaged in the distribution of food products, whereby ‘they make their living, it is impossible for them to get out among you re- tailers in your respective localities and _in your stores, to talk to you of your troubles and advise with you as much as I should like to have done and I am sure all past presidents would also like to have done. Therefore your presidents must act in an advisory capacity to your Association and their work must naturally be done through the Board of Directors, such as pre- senting to them new ideas, seeing that these same ideas are carried out and watching its expenditures. Therefore, I say, it is a painful duty to give a report of the activities of the Presi- dent. I do not want you to judge your presidents, past and future by their reports. Having acted as your Presi- dent for two terms I am in a position to know whereof I speak. You may ask, What has the Asso- ciation done in the way of legislation? How many bills were we successful in having thrown into the discard? Let me answer this question by asking one. Is the ability of an officer of the law judged by the number of ar- rests he has made on his beat or is it judged by the peace he has been able to bring about by his presence in his community? The mere presence of an officer in uniform always has and always will have a tendency to lessen crime and bring about a respect for the law. That is why I compare the duties and the functioning of your State Association and its officers with those of an officer of the law. I stand here to tell you, gentlemen of the convention, that if we had no As- sociation there would be laws pro- posed and put into effect that would make the path of the retailer much harder to tread than it is at present and you all know that is hard enough. I do honestly believe, wherever‘a bill is proposed that pertains to our re- spective business, one of the first thoughts that comes to its sponsors is: How will the Association of Re- tail Grocers and Meat Dealers feel toward this proposed Legislation? Will they be for or against it? Then is it not a fact that the existance of an Association has its effect on your community? I have been asked, time and again, why is it that we do not have the strong local associations we used to have in the past, and why is the mem- bership of the State Association com- posed of more individual members than bodies of local associations? I have given this most careful thought and consideration, after talking tc members of the local associations, and this is what I find: Nearly every town and city of any size or impor- tance has a mercantile organization or its board of commerce, and where such exists the majority of grocers and meat dealers are members of this same association. The functions of these bodies are much broader and cover practically the same ground MICHIGAN TRADESMAN that local Association did in the past. Every matter that is brought to the attention of these boards of commerce directly affects us, as well as vendors of products other than food prod- ucts; matters that pertain to trans- portation, taxes and legislation. I be- lieve that it is the duty of every gro- cer and mea dealer to become a mem- ber of a mercantile organization or board of commerce, because meeting with men in other lines of business broadens our minds by listening to their problems and their solutions of the same. Their method of doing business cannot but help us to make ours better and bigger, and when we have accomplished this, we have ac- complished that which we are striving for, to make our business as good if not better than any other in the com- munity. As your President I have had the pleasure of meeting with and address- ing the Grand Rapids Association of Grocers, the Michigan Retail Dry Goods Association in a convention at Flint, and the wholesalers of De- troit at a meeting in Lansing a few days ago on one of their trade ex- tension tours. I was also invited to address the Michigan Canners Asso- ciation at one of its meetings at Grand Rapids, which I accepted to do, but later was forced to decline, owing to illness among our clerks which prevented me from making the trip to Grand Rapids. We have had two meetings of the Board of Directors in Lansing at which time two matters of vital im- portance affecting the State. Associa- tion were discussed and disposed of, one of which was making our conven- tion a two day convention i: place of the usual three, an explanation of which was published in the Michigan Tradesman of last week; also the dis- cussion of several resolutions which will be discussed at this convention. In closing, I again want to impress upon your mind that to be a success- ful business man you must join your local association or your board of commerce. You can not completely isolate yourselves from the remainder of the world by staying at home or back of your counter and completely ignoring your fellow business man. I believe in that slogan of the Grange, “Become acquainted with your neigh- bor, for you might like him.” I would like before we adjourn to see this convention adopt Mrs. Dora Stockman’s slogan, as she gave it to the Michigan farmer and Michigan consumer: “Michigan food for Mich- igan folks.” Secretary Bothwell was unable to be present, because of illness. His an- nual report was read by James John- son, as follows: ’ In the year that has elapsed since we met in Bay City, the work of the Secretary's office has been devoted to practically the same class of problems that have occupied its attention dur- ing the entire seven years that you have patiently put up with the efforts that have been made to bring to a successful issue some of the problems that needed attention, that would have added some benefit to the few that are now enjoyed by those who so in- nocently engage in the retail distribu- tion of foods. I say innocently, for the reason that Tom, Pick or Harry, while on the outside looking in, seem to see only the ease with which his grocer or meat’ dealer passes cut the articles asked for and the ease that is apparent in getting the price set on the article. This man, without the gates seems to see a chance to reap a golden gain that is not presented in any other line, so after getting to- gether a few hundred dollars decides that he is well prepared to embark in the retail grocery business and when he succeeds in locating a whole- sale house that will trade their mer- _chandise for his cash, he goes about his work with all the zest and pleas- ure that-a baby enjoys when it gets its first nicely colored rattle. This inexperienced grocer in a very short time finds that the fine friends who some times enjoyed his hospital- ity when he was a common, ordinary citizen, are ready and willing to ac- cept his merchandise on exactly the same terms as they accepted his hos- pitality—the only difference being on a credit account with a promise to pay, thrown in. You know the story. We who have had experience meet the usual slaughtering of prices in an ef- fort to hold our trade and sometimes we criticise the wholesalers who have sold the goods to this inexperienced man with a few hundred. Is it quite fair to criticize the wholesaler when we in turn extend credit to fellows we feel sure are not able to pay? But the problem remains to be corrected if possible, but how to do it is the question. Can legislation be passed requiring applicants for a license to pass a cer- tain examination before being permit- ted to open a store or is it as well to leave the adjustment of matters of this kind to chance, time and compe- tition? Just a few days ago a mem- ber of this Association and a grocer of experience advertised that he gave trading stamps for accounts paid in full twice each month, and it is a real certainty that this man must surely have a desire to make a good fellow of himself rather than make a decent living for himself and family, and it is a fact that men who either inno- cently or ignorantly use some plan of a competitive nature that causes the other man to take a loss, either of actual cost of goods or customers should be placed under restriction of some sort, because he is just as sure- ly depleting the resources of the man who is honest in business as though he took the shorter but punishable method of stealing. You men of experience who are contending with conditions of this nature should make use of this con- vention to swap ideas in an effort to bring out one that will give the of- ficers a real tangible basis from which to work in the hope that some con- structive measure may be worked out. Fundamentally, the business of deal- ing and distributing foods is the most necessary of any business, not alone because it enables the individual to have on his table just the kind of fruit, vegetable or meat that he likes, but is responsible for the successful operation of almost all business that find it convenient to pay their em- ployes according to the legally estab- lished method and in order that the employer of labor may get the ser- vice before paying for it; the dealer in foods steps in and feeds the em- ployed during the time that he is ren- dering the service to the employer; but you say, the manufacturer, for example, can put in a store for the convenience of his employes, and this is true, but is it not true that stores of this class are gradually giving way to the independent store that func- tions in an efficient and experienced manner? Their operators being qual- ified to supply the employe with food while he waits for his pay from his employer? This, then, is a business that is linked arm in arm with the manufacturing industry, and in order that the stability of manufacturing plants may be continued, we have a real work to do in continuing to stand back of the manufacturer whose rev- enue must be derived on a credit basis and whose employes must of neces- sity be taken care of in a credit way, pending the returns the employer ex- pects from his product when he can pay his men and they; in turn, can pay their grocer or meat dealer. Let me impress on you dealers here the real need of your keeping in mind at all times that you do a credit business are the real factor and back bone of the prosperity that come to your com- munity and this feature of the food February 21, 1923 distribution business should be very earnestly considered in your delibera- tions in order that the institution in your midst that is operating solely as a profit maker be properly under stood and regarded in the same way in which this class of store regards the community from which it plucks its profits. We find what is common- ly known as chain stores and mail order houses coming under this head and notwithstanding the fact that the Joint Commission of Agricultural En- quiry in their investigation did not find these stores to be giving any bet- ter prices to the consumer, yet it is surprising the number of people who have given no thought as to what would happen td a town if every store in it became over night chain stores doing a strictly cash business. What would this mean to the manu- facturer, farmer, mechanic or work- ‘man who of necessity does a credit business? What would this mean to a community if the profits derived from retail business were sent to some other city and there used as a means of creating a greater tax revenue for that city? Development is dependent on profit; if the profit is taken away there can be no development, When the convention was over at Bay City there was every reason to expect greater progress than ever be- fore, but it is hardly possible to get the most intensive work done when those who should be interested are too busy to give some time to doing the little each one might do to get the other member in. We have re- peatedly asked for a list of all grocers in a town or for the name of others who should be members and in the year from present members we have been favored with thirty names, while from other sources we have the names of some 1500 that should be solicited if a Secretary was well enough paid in order that he could give his whole time to the work, but with more than one-half the membership delinquent, it is hardly possible to accomplish as much work as would be the case if dues were paid promptly when state- ments are sent out. It is not possible to get service unless it is paid for and the small amount of annual dues, if paid promptly, is sufficient to do the necessary work at the present time. There are 411 delinquent members and each of them have had from three to four letters and while these delinquent chaps are neglecting to send in their $2.50 some other fellow is making use of his time in an effort to pass legis- lation which will compel the payment of annual license of considerable pro- portions, and yet some of these fel- lows will sob, “Oh, it can’t be done.” Whereas, if they would tell the truth, it would more probably be. No, I am so indifferent I won’t pay $2.50 to try and protect myself from paying a $15 license, but we consider that the move- ment for a better world was started by one man and has been worked in- tensively for 2000 years. There may be some chance of winning the sup- port of those who from indifference, inattention or neglect allow their names to be on the delinquent list. Had these delinquents paid as they should the finance would have stood at a very satisfactory mark, the re- ceipts and expenses being as follows: Cash receipts ....2...._-._ $3,182.00 Total expenses —---_-------- 084.7 Expenses greater than receipts 902.67 Delinquent dues ~-.-----_--- 1,027.50 When paid these will leave a bal- ance on hand of $124.83. From the foregoing statement you will readily see that considerable work must have been done when receipts of $3,182 are shown, but because of the many little things of a personal nature we have done, it is hardly a proper time or place to refer to many of them, and ‘yet an illustration or two will serve to give you some idea of the problems that can be handled by associations that are not possible to be handled by an individual. anes atpesaaromescaemaa 9, moa 4 acheter lb cease cacti! tesa ie ee Sea EI i cnet February 21, 1923 . 7 - During the past. summer this office was solicited for help by some of our members, living in Mecosta county where the P. M. Railway were at- tempting to pull up their tracks. We framed resolutions to the Interstate Commerce Commission and other of our Government agencies who had charge of the railway plea, with the result that the railway is still oper- ating and these members of our As- sociation are still receiving the bene- fits from the railway service. One of our members in a town of 2,500 inhabitants explained in some degree some of the difficulties that assailed his line of business and after meeting with the retailers of the town they have. succeeded in passing an ordinance under which they can cor- rect the difficulties that were assailing them as loyal citizens and good mer- chants. As I write this report I have a letter from one of our members who was pursuaded to sign a contract with the Creasey Corporation and he after- wards found that the contract meant giving something for nothing. As a result he has delayed paying his notes. Now the attorney for Mr. Creasey writes him threatening suit and he has appealed to this office, and we have advised that we are ready to do any- thing possible in proving from vari- ous sources that he has received no value for the money already paid and until Creasey is prepared to give value for value received he is not entitled to any more money. These are matters of a personal na- ture which cannot very well be made public, but it. serves to show the value of the Association; and while there are a great many circumstances of a similar nature that can be handled profitably and satisfactorily by an Assocition, yet if they are not sub- mitted the individual must of neces- sity carry the responsibility himself. Just a day or so ago—in fact, the first day of the new year but too late to be carried in last year’s report— we received the membership fee for six new members as the result of the effort put forth by one gentleman who has been a member of the Association for a number of years and who has taken sufficient interest in the welfare of those with whom he associates in his own town to interest others in joining with the State Association in order that greater good may come to the business in which he is en- gaged. As a little sample, at the last ses- sion of the Legislature a bill was in- troduced to license retail dealers for selling eggs—the proposed license being $15 per year—but through the efforts of the Association, coupled with the wisdom of some of our wise men in the Legislature the bill was consigned to the waste paper basket and, in addition to this, the member ef the Legislature who was so unwise as to introduce the bill of this nature was left at home in the last election when it was his ambition to become a Congressman. The work of the Secretary’s office is exceedingly important and it is hop- ed that the delegates will select the best man available to fill the office and that they will provide ways and means of keeping him employed full time, as there is plenty of work to do that will take intensive thought and prompt acion of any man who is qualified to fill the office in an ac- ceptable manner. Permit me to extend to the entire membership my thanks at this time for the splendid way in which they have supported my efforts and if it should be your pleasure to have some one else for Secretary another year, I trust you will feel free to call on me for any help I may be able to give in the solution of any problems that may present themselves John A. Green, of Cleveland, then read a paper on the “Essentials Nec- MICHIGAN TRADESMAN essary.to Success in the Grocery Busi- ness,” as follows: The hour has arrived when the dial has registered, the passing of an- other year and we meet here to-day to swap our experiences, to talk over our successes, disappointments, to foster the spirit of fraternity and to take active part in all the discussions of problems that vitally concern the commercial welfare of all our people. This is a convention of busy men who are willing to absent themselves from their places of business for a short time in the hope of finding, in a con- densed form the information they so greatly need to meet the changed and changing conditions of modern mer- chandising. You will profit and appreciate these meetings only, as you enter into the spirit of them. Your convention will be dead unless you by your untiring efforts,. quicken into life the program arranged for your consideration. Dur- ing the last two years courage, ability and resourcefulness of the business men have been severely tested. Some of our anticipations have been realiz- ed, while others have met with dis- appointments. The future will demand a great deal from us. The public is demanding more and more, and it places the merchant in a position where he must substitute thrift for ex- travagance; industry for indifference, and a service to meet all demands and at the same time given in the most in- telligent manner, and in the least cost- ly form. come is a thing of the past. Intense endeavor and ingenuity make for prosperity. Who would ever have thought that the banks would be ad- vertising for business, yet you see them in the most intensive manner bidding for the privilege of having your savings account. We should tell the public that we want their business and why. Let us get the true facts before the public in our way, rather than sit idly by and let some politi- co influence the public mind against All that such people can see is that the manufacturer gets so much and the customer pays so much. What is the outlook for the single store grocer who purchases his sup- plies from the wholesale grocer, dis- tributes by delivery and extends credit? The prosperous grocer of thirty or forty years ago had his principles of business laid down on the following plan: “Buy liberally for your im- mediate needs. Don’t buy more no matter what the price. Take advan- tage of every discount. Extend credit on a pay day basis. In order to re- tain the good will of your customers, see that all bills are paid in full.” Living up to the above rules, he put nearly all his energy into the selling end of his business. He was forced to collect promptly in order to discount his bills. His turnover was rapid, his overhead was light, and un- less the pay day of his customers was exceptionally long he did most of his business on very limited capital. To any one in need of advice the above is the most constructive advice that could possibly be given. When a grocer pays for all the goods he buys within the discount period, he usually buys at the closest price that any one can buy for. The time for pessimism in the gro- cery business is past. He must have absolute confidence in his own method of distribution and forget all others. Any system that comes into existence will win or fail, just as it appeals to the consuming public. The grocer must centralize his own business. He cannot patronize every salesman that comes along. The grocer centralizing his own buying power makes his busi- ness an asset to the wholesaler, and he, in turn, naturally takes care of him just as the retailer takes special care of his best patrons. _A. E. Smith of, Kenton, wholesale grocer, has solved the po- - ed banquet and speakers. Waiting for business to - Ohio, © _sition of wholesaler and retailer in his territory. He invited all the retailers in his territory into Kenton. Furnish- Organized and run a food show, which all his guests attended. So far as I could judge from what I saw, the only man in their mind was their host, A. E. Smith. They are all doing a good business. There are certain people in every village, town and city who are willing to do certain things when influenced by certain psychological impressions. In this instance it is the cash or chain store If you will stop to consider the small percentage of cash stores to the number of service stores in every city, you will soon determine for your- selves which system is the most like- ly to survive. What gives the cash store its prestige? Advertising. Take up any paper and-you will find prices quoted every day, bombarding the public with the idea that the prices quoted there are less than the goods can be bought for elsewhere. If a comparison were made by the con- sumer, she would find that some of the goods could be bought at the ser- vice store for less than that quoted. The differenece is this: One tells his story, the other does not. Recently I saw in a department store advertise- ment, “Ivory soap regularly 14 cents, reduced to 12 cents.” The same day I bought a bar for 12 cents in a ser- vice store. A few years ago we were sending our anathemas after the mail order house. To-day it is the chain store phantom that seems to be dis- turbing the peace. If we could stop talking about chain store for one year and keep hammering ‘out constructive methods and such practical advice as would help in the successful and sat- isfactory marketing of the goods we have to sell, it might be the best pos- sible thing to do. Perhaps it is neces- sary to everlastingly keep holding up the chain store scare crow in order to frighten the ordinary grocer into more careful and better business methods. Anyone moving about from city to city cannot help seeing that changes are taking place. The single shop retailer has awakened to the fact that he must change his plans of op- eration and his store begins to reflect his new ideas. Cleanliness, store ar- rangement and window display. In- tensive selling, careful and yet liberal buying. Delivery to a service basis and credit intelligently extended. If this has come about very largely through the advent of the chain store, then they have been a godsend _ in- stead of a menace. Co-operative advertising, when it is’ loyally supported by the retailer, has been one of the best moves the re- tailer has made. The organization in each city where this is done has adopted a monogram which the retail- er has placed on the window or door of his store. He has regular bargain days and wholesaler and retailer are working together on a common basis. On a recent Saturday the Cleveland grocers sold 2700 hams. The increas- ed sales more than made up for the decreased profit, besides leaving the impression that all goods are sold on a like profit. The sentiment prevailing at the Ohio convention of retailers last October during their three day meeting was that, so far as being a harmful com- petitor, the chain store had outlived its punch and that the up-to-date re- tailer could beat it to a frazzle. That the methods of business have been undergoing a gradual change is ~well impressed on all our minds and there can be no doubt that it is a part of that process of advancement which is manifest in every department of human ‘history; hence it is no ex- aggeration to say that the grocer of to-day who maintains his position in the teeth of the relentless competi- tion which surrounds him is more effi- cient and capable than many of his predecessors. Pessimists speak only of the failure and of the decay of the ordinary gro- cer. .Optimists speak of his.successes, and it is.to the brighter side of things that the association men are trying to direct the thoughts of the members. If there is one thing, more than another, that I would like to empha- size now, it is the nobility of the re- tail trade. The retailer’s chief weak- ness has been this small opinion of himself. Just as soon as the retailer concludes to cease receding towards self elimination, the question of too many retail stores will find prompt solution. I don’t think the grocer needs so much education as he needs to get right down darn mad to a fighting basis. We have laid back too long and by our easy way of doing business allowed others to come in and absorb the trade that rightfully belonged to us. The necessity for retail grocery or- ganization was never more apparent than it is now. They need more lo- cals and these locals should be hitch- ed up with the state and the Na- tional. The National has never done more efficient work than it is doing now. Francis E. Kamper has devoted his time, money, and strength, and his ability to the welfare of the gro- cers of the United States. If the re- tail grocers do not fittingly rally to his supreme effort, they will miss a privilege that will not present itself again in many, many days. Every indication points to a very prosperous year. In the industrial section any man who wants work can find it. The retailer who takes ad- vantage of his opportunities will get his share of the business. The store of Know and Go has nothing to fear, but the retail grocer who hopes to win with discarded service, long credits, labels instead of quality implanted traditions is: facing a repeating rifle with a pop gun. When we learn that one of the chain units is coming in our ring we talk fight, but when we see it and feel its punch we scare into a pepless defense. This is not the course of all grocers. We have seen many instanc- es of revived business activity on the part of retailers who were spurred on by this competition. All found their incentive to battle for the public patronage by the coming new store, the new system, the new brands and the new selling price. All these lines of defense have outstanding successful engagements. But fighting for busi- ness under the old-time copy book maxims is hazardous in the extreme. For instance, “Goods well bought are half sold.” “Honesty is the best policy.” “A smile wins a multitude of friends,” etc. The retail grocer who is not cognizant of his competi- tion is already among the vanquished. When you hear or read that a quality grocer or a credit giving grocer has nothing to fear, look out for the curve. Take it from experience, the knowing and going grocer can win and usually does win because he is willing. to fight for the business. It is well to get a good perspective of the business situation, which can only be had by mixing your experi- ences with that of your fellow trades- man. However, a lot of learning has no value as talk, but it is mighty powerful in activity. And after all the modern competition has poked the old merchant in the ribs, made shiny trousers seats go out of style, and brought a grocery conviction that the retail grocer would find more business and more profits in catering to the food consuming public than in any other trade or profession. The stages to the new grocery business are: Concern, Confer, Concur. No retail grocer has all the right views. No retail grocer is always wrong. But from all the retail grocers the whole right may be gathered. The winner is ‘he who can guess the public right. The store of the future will. be a tidy store, with a reasonable selection of character goods, priced as if the consumer and dealer had conferred as to the price to be paid. A little (Continued on page 39.) £ f , E s Z 4 MICHIGAN TRADESMAN February 21, 1923 GREAT DISTURBING FACTOR. Prospécts in Europe continue to be the great disturbing factor in trade. Aside from Great Britain, which shows the nearest approach to stabil- _ ity, most of the countries on that con- tinent are slowly emerging from the political and financial deluge in which they were engulfed. Poland and Czechos‘ovakia are in the van in in- dustrial progress. The key to the situation, however, still remains in Germany, which has been allowing matters to drift along. Up to the Ruhr invasion the aim was to coddle the industrial magnates and trusts so as to keep down unemployment. Profits from the industries were sent abroad so as to escape home taxation. The government felt itself too weak _ to. lock horns with the great capital- ‘ists’ and substituted large issues of ir- ‘redeemable paper currency in the place of taxes to meet its obligations. This inflation has aided in the pro- duction of manufactured goods at re‘atively low prices, but it is already showing signs of coming to an end. It seems a matter of only a short time before a proper and adequate system of taxation must be put into effect. This will bring with it higher prices and make it more difficult for the Ger- mans to compete with those of other countries in foreign trade, but the competition, in that event, will be healthier and more like normal. A scaling down, meaning a greater or less repudiation, of the currency will leave Germany with a comparatively small amount of fixed charges to meet in the way of interest on bonded debt and will make it easier for her to dis- charge her treaty obligations. But all of this will have to be done before trade with and to that country can be done in the customary manner. Until that happens the commerce of Europe and of a great deal of the re- mainder of the world will be fitful. This country will, furthermore, con- tinue to be one of those especially af- fected. FIRMER TONE IN MONEY. Industrial news of the past week was of a most encouraging nature, and stocks and bonds made further gains in response thereto. A moving force back of the optimism in trade circles is undoubtedly the continuation of large building permits. Activity in building reacts favorably on a large number of other industries, such as steel, machinery, electrical, and trans- portation. The steel industry, mean- while, reports further increase in its rate of operations and prices are hardening. Labor shortage at the mills, however, is becoming more acute and renewed talk of wage in- creases is heard. Coal production has slackened somewhat as a result of les- sened demand in the West and trafs- portation difficulties in the East. The railroads continue to move a record tonnage for this season of the year and are doing their utmost to bring 4 their equipment facilities up to re- . quirements, orders for the year to date amounting to 562 locomotives, 17,035 freight cars, and 523 passenger _» ears. Non-ferrous metals have firmed + up noticeably and another advance in _ Eastern crude oil was announced. In the commodity markets cotton, wheat and sugar continue to meet with good buying. The cotton report of the Census Bureau for January shows a larger increase in mill consumption. An increase of over $84,000,000 in bill holdings of the Federal Reserve system indicates expanding ‘business and a firmer tone rules in the money market. Foreign exchange has moved irregularly. A sharp upturn in marks and a new high for sterling contrasted with renewed weakness in the French franc. The tightening of money rates dur- ing the past week aroused special in- terest, as it was not due to the ap- proach of a tax date or of end of the month settlements, nor is there any special demand for funds. at this time from the agricultural districts. The firmness in the money market was in- terpreted in financial quarters as due in part to the substantial gain in the volume of business since the begin- ning of the year. It is a fact that the volume of business activity continues to exceed expectations of six weeks ago. The consumption of raw cotton last month was, with the exception of two months of the war period, the largest on record, and the iron and steel industry is now busier than at any time in about three years. Along with these developments there has been a stiffening of prices, which also tends to remove some of the slack in the money market, as it takes more dollars to finance a given transaction now than it did when prices were low- er. The cumulative effect of the large offerings of new securities should also appear in money rates, and it may be doing so. In spite of a somewhat firmer tone, money continues re‘ative- ly easy and the banks are able to meet all demands for credit without any im- portant rediscounting operations with the Federal Reserve Banks. Just at present the latter have little or no in- fluence on the money market. COTTON AND COTTON GOODS. No very decided movement iri cot- ton has been in evidence during the past week. As a rule, the changes have been within a limited range. There are many who incline to the belief that prevailing prices reflect the worst that may happen. The carry- over of American cotton this year, it is estimated, will be about 2,750,000 bales, which is a low figure. What another short crop would mean is evi- dent, but prices for futures do not bear out the assumption of such a happening. Still, much attention is paid to weather and other conditions in the growing districts. The recent frosts are looked upon as auguring well for the next crop. The effect of them will be to decimate the boll weevil over a great portion of the South. An increased acreage planted to cotton is also looked upon as prob- able in view of all the circumstances. The Census Bureau figures, issued during the week, showed an increased consumption of cotton in domestic mills during January. In that month 610,875 bales of lint and 49,804 bales of linters were used, as against 527,- 945 bales of lint and 49,078 of linters in December. .. The quantity consumed _ last month was exceeded only in March, 1916, and May, 1917, in each of which the amount was something over 613,000 bales. The number of cotton spind’es operating in January was 35,240,853, which made a new record. It exceeded, by about half a million, the number operating in 1913, most of the excess being in the cot- ton growng States. A fair amount of activity prevailed during the week in the goods market. Printcloths and sheetings were sold at advancing prices, and finished goods shared in the rise. Certain lines of Southern ginghams ‘have been withdrawn as sold up. Underwear for Fall is de- ' clared pretty well cleaned up, and hosiery sales have also been quite marked. OIL AS A TROUBLE MAKER. There must be a good many plain citizens who have occasiona!ly paused to ask themselves what is their in- herently wicked in oil or in the quest ef it. In common practice it has been enough to refer to the smell of oil at the Genoa conference or to the reek of ioil at the Lausanne conference, in- stantly to stamp such conferences with moral obloquy. Sometimes, too the question occurs wherein consists the evil of “exploit- ing” oil wells situated in backward countries. It may be that the Mexi- can people ought to get a larger profit on its oi! deposits than it gets from the foreign companies, but it would be pretty hard to show that the Mexi- can people has suffered by the for- eigners coming in and drilling the oil that the Mexicans themselves are in no position to get out of the soil. Rather fantastic is the picture of grave wrongs visited upon the Kurds of the Mosul region if this foreign company or that succeeds in getting hold of the oil concessions. There may be a notable percentage of differ- ence in royalties; but about exploiting the oil in Kurdistan there can be on the whole as little question as about exploiting the wheat and pork re- sources of the United States or ex- ploiting the butter and cheese re- sources of Denmark. If oil is an in- ternational trouble maker, so are coal, iron, rubber, jute, sugar and other commodities that the world needs very much and wants very much. William Hard, in the Nation, de- spite his traditional headline, “Oil- Burning Politics,” and despite a long list of international problems tied up with oil, seems to be fairly cheerful— and more than normally intelligent— about the villainy of oil. “Motor cars have necessitated the struggle for more and more oil,” he says, “and Mr. ford, who pretends to be a great lover of peace, is one of the chief causes, unconscious but compelling, of the world’s present belligerent oil diplo- macy.” To which the answer might be that the effort to obtain oil for the commendable purpose of running au- tomobiles ought not to be regarded as belligerent. A business, like an individual, can- not stand still; the only alternative to progressiveness is retrogression. el Build your dam like the beaver in ‘the middle of the stream and your fishing will be good. THE WOOLEN GOODS MARKET While there are occasional evi- dences of softening in the prices at the Australian wool sales during the past week,-the general tone still re- mains strong. Arthur Goldfinch, Lon- don Chairman of the British Austral- ian Woo! Realization Association, is quoted as saying that the world’s pro- duction ‘of wool is short, that the sur- plus of pooled wool will be exhausted this year and that matters are getting back to the pre-war status, when not enough wool was grown in a year to meet the world demand. No prospects are offered, he added, for any large increase in the supply. As against this, there is an intimation from the West Riding of Yorkshire, the core of the British woolen industry, that wool -stocks are piling up and that some of the price advance is due to speculation. Americans have been among the ‘bidders at the recent for- eign auction sales. Imports of wool continue large, while the prices for domestic sorts stay high. Mills are busy on initial orders. A number of openings took place during the past week, somewhat larger than those of the principal factor. There is evident a little more disposition to take wor- steds. Novelty fabrics are especially sought, sometimes to the neglect of the staples. A notable opening was that, on Thursday, of dress goods by the Pacific Mils at prices showing comparatively small advances. Other openings of similar goods will be had from now to the end of the month. Fabrics of camel’s hair, alone or in combination, are selling well. Manu- facturers of clothing and garments are encouraged by the outlook in their respective fields. PERFIDY OF HENRY FORD. Obtaining goods under false pre- tenses has always been considered one of the basest crmes in the calendar. Such being the case, what conclu- sion must any honest man be com- pelled to form from the promise of Henry ford to pay the creditors and stockholders of the Lincoin Motor Co. in full, providing Judge Tuttle legalized ford’s bid of $8,000,000 for $30,000,000 worth of property? But one conclusion can be formed —that Henry ford is the biggest con artist who ever lived. Some cautious souls may say that Judge Tuttle was “easy’—that he should have insisted on having the ford proposition in writing. Knowing what he now knows about Henry ford as an “artful dodger,” that is probably true; but few people would have re- fused to take at par the word of the richest man in the world under the circumstances. Judge Tuttle probably would never again accept the word of Henry ford for 5 cents. Judging by ford’s action in this case, that is more than it is evidently worth in the mar- kets of the world at the present time. And yet Henry ford aspires to be President of the United States—to oc- cupy the shoes of such men as Wash- ington, Lincoln and Roosevelt—in the face of the basest perfidy ever con- cocted by a man who poses as a pub- lic character and a’ public benefactor! * the prices showing advances. = = _ oe Ce cee en ENR EE renee February 21, 1923 “ MICHIGAN TRADESMAN WINDOW ADVERTISING. Psychological Factors Involved in the Art.* I wonder how many of you are prejudiced on account of the title of my address? If you are skeptical or dubious or belong to that class of folk known as “doubting Thomases,” will you just grant me an open mind for the next few: minutes? I shall chal- lenge you, in the end, to weigh my assertions in the balance of actual practice and test for yourself the con- clusions I would draw from premises based on the psychological factors in- volved in window advertising. I shall not, by any means, exhaust the sub- ject on which I am to speak. The few ideas I shall propose, furthermore, will be merely suggestive. They must be modified, it is obvious, by your available window. space, available funds for advertising, inclination, and appreciation of effective window ad- vertising as contrasted with mere passive show window designing. When Secretary Scott wrote me for the title of my address, I confess I hesitated what title to give. I appre- ciate most poignantly to what extent so-called psychological stuff has been foisted on a more or less credulous public; to what extent there has been purveyed, with the true psychological matter now available, questionable and misleading literature in the guise of psychology. I deprecate most em- phatically this mistreatment of a splen- did science, but inasmuch as chicanery and deceit have found their way into every other science and art, little else, I presume, could be expected of psy- chology. Despite the vast amount of spurious stuff, however, that has been peddled within the past few years, psychology has found effective application in numerous phases of our lives. The economic market has felt its worth in numerous ways. The selection of executives is not made altogether re- gardless of the applications of psy- chology and, in turn, in the selection of subordinates and employes. It seems to me psychology contributed immeasurable value during the kaiser’s war in the selection of working peo- ple in war manufacturing concerns. Employes were needed and needed quickly. Employment psychology made possible the selection of the most, efficient workers in a minimum of time, and with a minimum loss in material. Psychological procedure was the means by which prospective officers were selected from the ranks and enlisted men placed in their most effective branch of warfare. The uni- versities in their departments of psy- chology have organized courses in salesmanship and in business proce- dure. Psychology is finding effective application in law, medicine and very much so in education. Psychology is the science of the mind. Asa science it has certain basic laws and principles, as well as mere theories.. Too many people, I fear, are prone to consider it all theory and nothing else—much to their loss. The average mind functions in accordance with the *Paper read at annual meeting Mich- igan Retail Hardware Association by Wm. L. Fuehrer, of Boyne City. established psychological . laws and principles. Isn’t it incum- bent on our part, therefore, that we ascertain precisely what these laws are, how they function and how they are applicable to hardware advertis- ing? I am convinced, from the char- acter of much of the hardware window stuff I have seen, that too much at- tention is paid to the articles to be sold and too little attention is paid to methods by which they can be sold. Let us forget, a little about our hardware and try to find out how the mind functions. Re- member, it is the mind that evaluates, responds, reasons, judges and finally decides. If we know, therefore, just how the mind does ultimately decide, we undoubtedly can sell more effect- ively by adapting our window adver- tising to conform to its functioning. In selecting the location of your store you were desirous of locating on a well traveled street, and with ample window space. You wanted to be at or near tha locality where many people passed your store window, so that you could show your wares, through the medium of your window to the greatest number of passersby. For the privilege of that location; for the privilege of a show window at that particular place you pay an enor- mous rental price. Is that window paying you returns at all commensu- rate with the price of its rental? Is your window a liability or is it a valuable asset? Are you paying for a white elephant? You know exactly how much each of your salesmen is worth to you. You can’t afford to retain a salesman who is “not worthy of his hire.” It is a matter of busi- ness, in fact, a matter of dollars and cents, a matter of success or failure, for you to see that your salesmen are worth more than their hire. It is a matter on which you keep yourself intimately informed; but what concern do you exercise in the matter of your window? Do you know whether it is yielding returns at all commensurate with its rental? No tradesman can afford to keep a show window now- adays. His window must be an ef- fective salesman—a potent unit in his selling force earning returns as ef- fectively, in its limited way, as the salesmen in the store. It is necessary in this address that I have your undivided attention’ if I am to get any ideas across to you. When you attend to what I am Say- ing, then your mental attitude is re- ceptive; without your attention, my talking is futile. In identically a sim- ilar manner it is necessary that the passerby attend to the window sales- man, otherwise it is impossible for the window to talk an idea across to the passerby. Attention is necessary —concentrated attention. The officer calls “attention” and every man in the ranks is alert, concentrating all atten-/. tion on the focal point—the officer. His commands are understood and immediately obeyd. I am reminded of a line in Milton’s Paradise Lost, “Attention held them mute.” The sunlight streams in the open window, spreading a glow of warmth, but nothing else. As a boy, you have taken a burning glass, collected these diffused and random rays, concen- trated all these rays on a given spot, scorched a piece of wood, burned the back of your hand or burned a hole in a piece of paper. As the pedestrian passes your window, gather in and concentrate on the wares you have in your window his fullest attention by all the forces of suasion and argu- ment you can marshal into that win- dow. Drive home the image or the picture of the wares you want to sell. Burn them in! And when you have gotten across the idea you want to sell, he may pass on, and you have the knowledge that ultimately there may be consummated a sale that had its inception in that window. People are not inattentive, by the way. If you are not listening to what I am saying this morning, you are not inattentive. You are simply not at- tentive to my addresses, but you are, on the other hand, attending to. some- thing else. Attention of some sort is present at all times and I might add _here that what is meant by attention is that consciousness has a focal point —all thought is centered on an object or idea. It is the function, it seems to me, of the window to gather in this otherwise random attention and focus it on the object in the window. From the standpoint of psychological no- menclature, also, it is immaterial to us whether attention is voluntary, in- voluntary or non voluntary. From our standpoint there are really no dif- ferent kinds of attention. Whatever difference we may choose to consider is in the way we secure attention. Attention is demanded by an in- sistent idea or a sudden or intense stimulus. An idea involves the sub- jective which lies wholly within the mind, and for the time being we may disregard it. We will recur to it later. An intense or sudden stimulus in- volves the objective; i. e., the thing stimulating the mind lies wholly with- out the mind—for a sense of clarity, lies wholly without the brain—as the wares in a show window. Objects can stimulate the mind by the following avenues—taste, smell, touch, hearing and sight. By the very nature of the objective position of the wares in the window we may arbitrarily eliminate taste, smell and touch. We have left only hearing and sight and hearing can serve only a very limited. sphere in attracting attention. Sight serves as Our main medium for securing at- tention, although it is true that atten- tion with other senses is usually fol- lowed by visual attention. Remove the gong of an ordinary door bell, at- tach the bell to the inside window frame so that the hammer strikes the window pane, and the noise made will attract attention. Chimes sus- pended in the doorway or above the window will attract attention. Each of these schemes, however, savors much of the cheap spectacular and probably will find no use, although they may be suggestive to you. An intermittent light placed in a con- spicuous position illustrates a sudden stimulus, but the avenue is visual. A spotlight secreted at the bottom of the front part of the window, and focus- sed on a single object in the window illustrates the use of an intense stim- ulus. : I would intersperse here a thought which I deem of paramount import- ance to our discussion, and that is at- tention follows interest. To say that is to say that thinking follows interest and follows it just as surely as a needle follows a magnet. And the point you are apt to neglect is to realize that thinking is the dynamic factor which contains so much poten- tial worth to you as tradesmen in the effectiveness with which you attract the thinking of the passersby to your window. What, then, will cause the passerby to attend to your window? In the first place, we attend to everything which elicits emotion. The arrange- ment of your exhibit in such a manner as to arouse an emotional response will.arrest the attention of the passer- by. The nature of this emotional re- sponse, whether pleasurable or not pleasurable, will determine the con- tinuance or discontinuance of the ini- tial attention. It follows that the re- sponse should be pleasurable. I would suggest here the value of curiosity. Close your entire window with cur- tains or paper leaving an aperture of a foot or so in diameter. Print a caption above the aperture, as, “For men.” Curiosity will impel the men to look and they will see an exhibit of cutlery, for instance. The image of cutlery will have been thoroughly impinged on the mind because of the singleness of the exhibit, and asso- ciated as it was with the little trick used to attract. Friend wife, perhaps, will have also observed the window— at a distance. Her curiosity, likewise, will be aroused. Later on she will ask husband what is in Jones Bros.’ window. If he has not seen for him- self, her insistence will compel him to make it a point to see what is in the window. “Knives,” he will in- form her. “That reminds me, John, we need a new bread knife,” and then the train of action is started. In the second place, we attend to moving things. Stationary things, per se, are not apt to attract attention. I would suggest the use of pendular motion and attach it to a manikin for advertising razors, as I have observed or the like. By using pencéular motion or, better still, by changing rotary motion into reciprocal motion with a crank shaft attachment, the arms of the manikin may be made to move to and fro advertising a saw, plane, elec- tric iron and so on bolted to the hand. A nib on a disk attached to a slow moving motor might engage the end of the manikin’s arm, in the hand of which arm is attached a hammer, slowly raising the hammer arm to a desired height, then releasing it; the weight of the hammer will: cause the hammer to drop on a: nail, for in- stance. Radiometers frequently seen in jeweler shops, although rather small, may provide sufficient attrac- tion. A rotating circular disk of a foot or more in diameter is worth while. The cclors suitable on such a disk are preferably altenating stripes of black and white for. color clash. The stripes should taper in order to ensure necessary change in size and intensity of stimulating colors. An electric fan with streamers blowing out or a fan blowing up against a single balloon attached to the floor of the window or a fan blowing several 10 balloons around produces effective motion. Flowing water of some scheme, with probably ducks, affords desired motion as well as an element of interest in itself. A toy train suit- ably arranged may be used effectively. A motor washer in action or any other article of sale which is motor driven will afford movement. A four sided placard attached to the reciprocating bar will aid in enhancing the effect of the motion. A turn table driven by a small motor well mounted on ball bearings affords an_ excellent scheme for giving motion and to em- phasize salient features on parts of the article not otherwise visible from the front. In the third place, we attend to persons or animals. This thought suggests an occasional window demon- strator. One can use ducks, as sug- gested a minute ago, or pigs in ad- vertising some sort of hog-tight wire in miniature or chicks in advertising chicken materials. A scene can be arranged in a broad window showing on one-half of the window a negro mammy washing clothes the tub-way and on the other half the ease and comfort in washing clothes the motor- driven way. The contrast will be an effective stimulus. A similar scheme may be worked out in advertising kitchen cabinets. ; In the fourth place, we attend to ob- jects which produce pleasure. Your windows can be decorated in appro- priate winter scenes as media for ad- vertising skates, skiis, toboggans, sleds, etc. In a few months fishing and golfiing time, for example, will be here. Appropriate scenes of fishing and golfing will certainly appeal, as well as a camping scene later on. In its turn the hunting season will be apace. Appropriate scenes depicting rooms in a home, also, possess an elemental appeal worthy of the time and effort spent in their arrangement. A’ stove, as another illustration, can be'‘mounted ‘in the window. Geom certain parts of the stove to which you desire to’ call especial attention narrow ribbons lead out to a few pla- cards mounted in part on easels and attached in part to the window, each placard bearing a few words regarding the particular attachment. To read a placard, follow the string and examine an attachment reminds one of the parlor game of disengaging an en- meshed string from numerous other string to find a prize at the end. This last suggestion, furthermore, enables one to make the observer think hard on the one object. Frequently we think about’ the right thing, but not hard enough. In the fifth place, we attend to strange things. The thing, however, must not be too strange or else no attention is elicited. It is not the absolutely strange thing we find in- teresting, but the thing familiar enough to be vitally connected with- out “past ‘experiences, and still novel enough to be felt-as a definite en- largement of our experience. I recall, as an illustration, of having seen in a’ window a square glass container of‘about one and one-half fiquid quarts with screw cap and crank attachment, from which | Projected iato the con- tainer “a curious shaped paddle copn- “name MICHIGAN TRADESMAN trivance. It reminded me of both an ‘egg beater and an iec-cream freezer; but it was neither, I felt assured. To that extent it was connected with my past experience. On enquiry I was told it was a churn to make butter out of a pound of butter and a quart of milk. “Oh! a new stunt,’ I re- marked, and in that remark the knowl- edge of what this new thing was was added to the enlargement of my ex- perience. Color plays a very prominent part in attracting attention. Several weeks ago I was attracted to a window which had this color scheme. Draped in the rear center of the window was a two yard width of yellow-orange drapery, flanked on each side by a three-quarter yard width of light blue drapery, flanked on each side, in turn, by a two yard width black drapery. I had not gone a square farther down the street when I recall that my attention was suddenly attracted to a jeweler’s window. It was a_reddish-orange triple sign that attracted my attention, and as I passed along I caught the Eversharp. Coincidentally, I had lost my Eversharp pencil a while previous. The idea was driven into me and a sale was made. Precisely why were these four colors used? Red, orange, yellow, green, blue and violet constitute the spectral colors from which we get all available shades and hues. We find, for instance, that a color may be red when viewed from the front; when, however, it is viewed from the periphery of the eye or outer edge it is not seen as red, but as yel- low. By means of a campimeter the psychologist ascertains the mutations each color passes through from peri- phery to front on a quadrant, with the eye fixated to the front. Red appears yellowish from the periphery of the eye, but as it swings in the quadrant to the front it changes to yellow, from yellow to orange, to orange red, finally to red. Orange appears as yellow from the periphery, but becomes more and more orange in front. Yellow appears yellowish on the periphery and becomes more saturated as it approaches the front. Green appears yellowish on the peri- phery, gradually increases in satura- tion, assuming a greenish and finally a green tint. Blue becomes more and more saturated as it passes to the front. Violet appears bluish, then blue and, finally, violet. Yellow and blue, then, appear to be the two colors which will be seen by the eye when the color impinges itself on the periphery of the eye. As a person passes along the street, engrossed in thought or gazing ahead or chatting with another, the chances are that the edge of the eye only will be available to receive sense impres- sions. Such being the case and know- ing that light blue and yellow are the two colors that will be visible un- der the circumstances, these two col- ors should constitute the main color schemes of all decorations. Red, however, is the most active color of the aforementioned spectral colors, and exerts the greatest nervous activity in the person. It is desirable for that reason to use red in window decora- tions. But, inasmuch as we must at- tract the eye of the passerby and as- * sume, consequently, that he looking directly at the window until his attention is secured, we use an orange or rather orange red, rather than pure red. It is orange or orange red he will see at the angle at whieh the color will impinge itself on the eye. A limited color clash, also, is avail- able for window decorations. Two antagonistic colors will excite nervous activity desirable for window decora- tions. Hence, in the aforementoned window where black flanked light blue, the color clash—black and white being called colors here for simplicity—in addition to blue and yellow was util- ized as an attracting medium. Black and white are frequently desirable for the color antagonism. Polished alum- num against a black drape is an ef- fective scheme. The polished nickel of a stove against the black iron fre- quently affords ample clash. A spot light on an article with a dark back- ground is suggestive. These schemes are suggested means by which the window salesman can secure the attention of the passerby. A salesman, however, never sold an article to a customer by regaling the customer with stories. He may use a few stories to secure good feeling and atmosphere; but he must have a selling talk about his article in order to sell. Be careful, then, that your window doesn’t become a mere source of pleasure and entertainment to the passerby. Your window salesman isn’t paid to entertain alone;he is paid to effect sales. The decorations are means to an end, not an end in them- selves. Be sure, then, by placards, labels and other devices to direct the attention of the observer to the arti- cles for sale; and the article for sale should, if possible, be the last im- pression he has when he leaves. If I were to speak to you in my limited time on four or five different subjects I know you would feel men- tally harassed. If I were to speak to you on four or five different sub- jects in the space of five minutes you would be seriously concerned and not very attentive at the most. If I were to speak to you on four or five dif- ferent subjects within a minute’s time, the question of my sanity would be pertinent. There certainly would not be an iota of attention paid to my jargon. That’s precisely what you can expect to create when you clutter your window with four or five differ- is not- February 21, 1923 ent things. Speed is desirable, but haste will defeat the very aim you are endeavoring to accomplish. Bear in mind that the passerby has but a lim- ited time to give to your window and frequently does not tarry at all in reading what your window has to say. To expect the passerby to absorb sev- eral different objects in a very limited time is sheer folly. Sell one thing, but sell it well. Burn into the mind of the observer one thing exceedingly well. We can attend to one thing at a time, and no more. To diffuse at- tention among several different arti- cles in a limited time is to leave no one clear cut image of any one thing, but an unpleasant jumble. ‘ The scintillating diamond, on the other hand, is a beautiful gem to be- hold. We gaze on it, fascinated by its various colors and by its sparkle. We turn it slightly here, then there, and at each turn a different facet re- flects a new and beautiful color. But each facet is of the same diamond. Each facet presents a new and differ- ent side of the same diamond; con- sequently, we don’t readily grow tired of gazing on it. The interest in it is kept alive; but always in the same diamond. Put one article in your win- dow, but show its different phases. After all, what we call attending to a thing for any length of time consists in attending to changing phases of the thing, to ideas associated with it. My previous illustration of a stove with the placards and ribbons is illus- trative of this point. Each different placard presents a new phase of the same stove, and so the interest isn’t permitted to flag. The stove on a turn table with appropriate labels or placards will also illustrate this chang- ing phase of the one thing. Or the stove may be the central! figure in the window and several allied things suit- ably plafed around it, such as a stove shovel, coal bucket, lid lifter or a cooking utensil, with or without a ribbon leading from each accessory thing to its particular place of use on the stove. This, also, well illustrates the psychological principle that sub- mitting objects to successive, instead of simultaneous, inspection produces the maximum of nervous difference. So long as we maintain this nervous difference at its greatest span, so long we obtain the maximum of interest. Avoid cluttering your window as you would avoid the jargon of an insare person. at HEKMAN’S Crackers and es | ie-Cak. - e GROCERS—dquality trade insists on quality goods. Hekman’s crackers and cookie cakes meet this requirement. sina Lracaait Co Grand Ra Hi ; : F | i - a eee : i ul ele ang Sata at rinsed ibletsie February. 21, 1928 MICHIGAN TRADESMAN il In the fore part of my address I remarked about an_ insistent idea, which idea is purely a subjective sit- uation. The thought I had in mind then was the creation of an insistent idea something like this and arising out of a well handled window: “Jones Bros. Hardware Co. certainly does some fine decorating;” ‘That was an interesting window at Jones Bros. Hardware Co.;” “I think Jones Bros. Hardware is a live concern by the decorating it does.” That insistent idea of “Jones Bros. Hardware Co.” with images of various windows view- ed at times to supplement it is the idea you are interested in keeping alive. It follows that whenever any hard- ware merchandise is needed in the home, and the impression has been made, the felt need will be associated immediately with “Jones Bros: Hard- ware Co.,” and the chances are Jones Bros. will get the trade. I would, also, suggest a caution here. Don’t faul to change your window decora- tions frequently. Just as we tire of the repeated story or tale by the same person, so the passerby readily tires of the sameness of the unchanged window, no matter how interesting it might have been in the beginning. When ae see the same thing again and again we acquire a habit of see- ing that same thing, and habit is the most inimical element to interest. Keep interest alive by frequent changes, In the background of all window advertising should be this thought: Suggest to the observer, by every de- vite you can muster, the desirability or necessity on the part of the ob- server. of the article advertised. Make him feel that he should purchase this thing because he needs it or desires it.. Suggestibility varies with sex; women are more suggestible than men. Take advantage of this factor and cap- italize it to your advantage. I would relate a personal instance in the sale of a Pyrene fire extinguisher. It was suggested to my wife by a window device that the home should be pro- vided with a hand extinguisher. An unprotected home with children in it might mean the serious njury or death of loved ones. A Pyrene extinguisher was purchased for our home. Less than five months ago my wife had to use it to extinguish a fire my little girl had ignited in the kitchen; to this day two large scorched spots on the linoleum mark the place of a near tragedy. The suggestion worked ad- mirably. Suggest that aluminum ware is more desirable than iron wear be- cause it is lighter in weight, looks neater and cleaner, is a better con- ductor of heat, hence saves fuel and money. Suggest that a motor washer does cleaner work, saves time and eliminates drudgery and _ backaches. Suggest that an oil stove is quicker in results, saves fuel, is far more prefer- able than a coal stove in the hot sum- mer months, requires less space and causes less dirt. In this manner sug- gest as many effective points for each article you advertise as you possibly can think of. The ideas and suggestions I have offered will, perforce, be modified or altered to suit your local conditions.- My address is merely suggestive, Probably I have proposed a scheme that involves the expenditure of much time and thought, and a little initial outlay for devices for the win- dow. Your response, if not previously made, will depend on whether you are vitally concerned as to whether your window is a liability or an. asset, whether you expect the trade to come to you or whether you appreciate the states that they were $29,000,000 and his biographers all agree in the state- ment that this latter sum was turned back to the Federal Treasury at the close of the war. Mr. ford himself stated, when the war started, that he would make such disposition of his war profits at the close of the war. He has never rebuked his numerous biographers who stated a manifest THE AEROPLANE. From Beaver Island, off the main, Three hundred miles by aeroplane, As the crow flies from Selfridge Field, An injured boy for aid appealed. A doctor lived at Charlevoix But could not reach the injured boy, Because of ice floes in the lake; No boat, however staunch, could make The crossing from the Michigan shore To Beaver, thirty miles or more. To cross that perilous expanse An airship held the only chance. And so to Selfridge Field they came, Imploring help in Heaven’s name. To make that flight meant risk of life Along a route with dangers rife. Over a country wrapt in snow, Where adverse winds are apt to blow. Over wide tracts the forest stands ’Mid desolate cut-over lands. Courage to face the dangers there And skill to navigate the air Were indespensible, to make That flight to Beaver in the lake. But Selfridge Field has men to spare Always prepared to do and dare, So the Osprey hopped off forthwith, Steered by Lieutenant Meridith, Into the wintry North he steered; No danger in his path he feared. Swift as an eagle on he flew, No matter if the cold winds blew, Or snow storms threatened him with wreck; Among the clouds the merest speck. In due time Charlevoix was sighted And the Lieutenant there alighted. There taking Doctor Armstrong on Over the lake he soon was gone. Toward Beaver Island straight he flew; At times all land was lost to view. The clouds above, below the deep: His course was difficult to keep, But in due time all dangers o’er He landed on that Island shore. The doctor, often full of fun, ’Tis said, was solemn as a nun All the way over on the plane *Till he was safely home again. But he abundant praise deserves; To ride in that thing took strong nerves, When flying oe’r the icy wave That might perchance become his grave. Thus timely: to the injured boy The doctor came from Charlevoix. Lieutenant Meridith that night Lay to, after his plucky flight; Next day he came with signs of joy To Selfridge Field from Charlevoix. The aeroplane has come to stay. It’s needed in this age and day. At last man, through inventive skill, Can navigate the airy at will, A great advance since, on the sly, Darius Green assayed to fly. Reuben Hatch. necessity of going after the trade. “It pays to advertise,” for advertising is the power behind the throne. In conclusion, I would leave this; thought with you: hustler doesn’t want comes to him who waits.” eee Henry Ford As a Dissembler. People who are familiar with the situation insist that Henry ford’s profits on the war work he did for the Government during the war amounted to. at feast $100,000.00. He himself “Everything the untruth regarding the return of the $29,000,000 but thas permitted that statement to be perused by millions of readers in this and other countries. The Tradesman has understood all along that Mr. ford was masquerading under a falsehood—and assisting in its circulation—but in order to make sure that he is a knave, a letter of en- quiry was recently dispatched to Hon. Carl Mapes, Congressman from this district. Mr. Mapes’ reply to this en- quiry is as follows; Washington, Feb. 10—Your letter of the 7th is duly received and I took the matter up at the office of S. P. Gilbert, Jr., the Undersecretary of the Treas- ury. I was informed that. the same en- quiry had been made often before at the Treasury, that the officials of the Department had made a thorough in- vestigation of the records of the De- partment and that no record has been found of the payment by Mr. ford to the United States of the $29,000,000 to which you refer or any part thereof. Carl L. Mapes. —_22s___ The First of the Season. This is the season of the year for dismal reports to begin coming from the farming regions about the pros- pects for next year’s crops. Heads of some farm organizations believe that it would never do to let the impres- sion get abroad that the coming crops, most of which are not yet in the ground, will be anywhere near normal. Hence one is not surprised to read a statement from the head of the Ameri- can Cotton Association that a pre- liminary survey of the cotton pros- pects points to a reduction of 4 per cent. in acreage, and that there is a prospective shortage of farm labor amounting to 21 per cent. This jer- emiad formally opens the season. This spokesman for the cotton grow- ers then draws the pleasant conclusion that the farmers must receive forty- two cents for their cotton next sea- son if they are to make both ends meet. The eagerness with which the growers have marketed their cotton at the prices prevailing during the past autumn and winter hardly indi- cates that they are discontented with what they have been offered for the staple. Moreover, statistics of trade in the cotton belt, the high reserve ratios of the Federal Reserve banks in that region and the liquidation of frozen credits at the country banks, all run counter to the assumption that farmers are being improverished by twenty-eight cent cotton. Of a piece with this agitation is the proposal of a Western Senator to have the Gov- ernment “stabilize” the price of wheat around $1.75 by the embargo of wheat imports whenever the price is below that figure. >.> —___- Rush Fancy-Back Buying. Earlier reports that retailers might be expected to “plunge” on fancy-back overcoats for next fall have been more than substantiated by the enquiries that have been received in the last few days by wholesalers here. The effort is apparently being made to place a considerable business in these coats, although clothiers have not made up their fall lines and are without even a sample piece from the mills. In fact, many of them do not yet know the amount of goods: they will receive from the leading producer, although this is not true of the more represen- tative manufacturers. This early de- mand has been such, however, as to indicate clearly that the manufactur- ers were far from wrong in placing heavy orders for these coatings. Re- tailers have been spurred probably by two factors, the fear that prices may be higher later and that they may not be able to get their full requirements. The latter happened this fall in a good many instances. MICHIGAN TRADESMAN 12 February 21, 1923 L-AR 2 mE ate SS INSURANCE IN FORCE $85,000,000.00 Poe Fe . 2 a 7 ln Ct pe. FINANCIAL 2: re CM! = = ~ r SS WILLIAM A. WATTS | Te RANSOM E. OLDS > oe ; | = President | Chairman of Board : Nh 4 a y/ LGR GN = | r & Steel Industry Moving Forward at Rapid Pace. It has now been apparent for some time that the only restraining in- fluence on the rate of activity in the steel industry has been the manu- facturers’ ability to secure adequate supplies of labor, fuel and transporta- tion. Defying to a considerable ex- tent the normal seasonal tendencies, the production of pig iron and steel has gone on slowly but steadily creep- ing up to higher and higher levels. The industry as a whole now is oper- ating at approximately 85 per cent. of capacity; and it must be realized that this capacity is one built up during the war atid only attainable under peculiarly favorable conditions. The present rate of output exceeds pre-war capacity, in fact, by something like 25 per cent. Mills of the United States Steel Corporation are now reported to be working at better than 90 per cent. of their capacity. Nevertheless, the corporations’ unfilled orders increased by the 165,000 tons during January and stood at the end of that month at 6,911,000 tons as compared with 4,- 242,000 tons a year ago. Such a high rate of activity in steel making is the more significant for the ‘testimony it bears with regard to the position in certain other basic in- dustries. In the main, the demand for steel has been coming from the manu- facturers of railroad equipment, oil country goods, automobiles, and build- ing materials. News from all these quarters continues encouraging. The railroads are carrying a volume of traffic which exceeds any previous records for the season of the year. Their earnings furthermore, are improving, the December fig- ures indicating that the per cent. earned on valuation wil! exceed 5 per cent. Under these conditions the rail- roads naturally will remain good buy- ers of equipment and supplies, and the steel and equipment industries natur- ally profit. Automobile makers mean- while are sparing no efforts 10 bring their production up to ma,inum and the oil industry which has not ceased expanding its facilities, now antici- Ppates a good year. Nor does the build- ing boom show signs of slackening. . Consequently it is apparent that the outlook is bright not only for the steel industry but for the industrial districts in general. .All of which serves to throw attention back on to conditions in the agricultural regions, since the country cannot indefinitely go on having an industrial boom which coincides with low purchasing power among the farmers. Fortunate- ly there are signs that the farmers’ position gradually is improving. —--~-<.___ American Rubber Production. American manufacturers of tires and other rubber products are show- ing signs of dissatisfaction with the present situation with regard to raw material. They are beginning to chafe under the export restrictions em- bodied in the so-called Stevenson plan of the British government put into ,, effect a few months ago at the be- hest of British planters in the Far East who found themselves in rather desperate straits as a result of the col- lapse of the market for raw rubber. Domestic manufacturers profess to fear that ,under the practical work- ings of the plan they my be unable to obtain sufficient supplies to fill the growing demand. Within the last few months the price of raw rubber has more than doubled partly as a result of increased production of automo- biles, revival in general business, re- stricted exports and _ considerable speculative buying. Meanwhile repre- sentatives of British growers have made a personal investigation of con- ditions in this country and, it is under- stood, have assured our manufacturers that exports would be increased suffi- ciently to take care of needs. Ap- parently, however, these assurances ‘have not satisfied American interests. Consequently talk of development of American owned rubber plantations in American territory has revived. Whether our needs for rubber will eventually be supplied from our own territories is a question which _ the future alone can answer. That the attempt will meet with difficulties is, however, certain. In the first place no real world shortage of rubber exists. Conservative Investments TAX EXEMPTION An important item to consider for the man of fair income We have a list of tax exempt securities which we shall be pleased to send you upon request. CORRIGAN, HILLIKER & CORRIGAN Investment Bankers and Brokers CITZ. GROUND FLOOR MICHIGAN TRUST BLDG BELL 4480 - 4653 GRAND RAPIDS, MICHIGAN M-4900 - M-653 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 GRAND RAPIDS NATIONAL BANK GRAND RAPIDS, MICH. COMPETENT -HANDS HE DIFFERENCE between putting your estate in the charge of a trust company or in the keeping of an in- dividual, is often the difference be- tween competent hands and incompetent hands. A trust company is trained in the handling of estates—in the requirements, the duties, in all the necessities of the work. Its continuity of service is not dependent on the life of any individual. Friends and relatives may pass away, but the trust company— faithful, competent, trustworthy—lives on. Our officers can be consulted at any time on this important subject. FrRAND RaPios |RUST[OMPANY GRAND RAPIDS, MICH. - Ottawa ot Fountain ‘Both Phones 4391 — seperencons og SRT | apataryirrare Bi * RR oon age: a February 21, 1923 The bulk of the rubber is produced in British controlled territories, although the Dutch East Indies and South America also produce large amounts. Plantations now under cultivation in these regions will undoubtedly be able: to supply the world for some time to come. It is now proposed, however, to develop the industry in the Philippines. Once the output there could be brought up to the point of filling American needs presumably foreign rubber would be excluded by a protec- tive tariff. On the face of things this would be of doubtful benefit to our consumers. It is hardly likely that rubber could be produced as cheaply in our insular possessions as in some other parts of the world, owing to higher wages and shortage of labor. Rubber production requires a large amount of labor, and while the Phil- ippines are populous, on‘y a compara- tively small percentage of the popula- tion is inclined to work. As proof of this we have the rice situation. The islands have every advantage for growing of rice, yet they are unable to produce sufficient for their own needs. Moreover, it is a matter of five or six years between the planting of the trees and production of crude rubber. By the time production on any consider- able scale could be attained the world situation might have an entirely dif- ferent aspect. —__>2->—___ The Men the World Listens To. What a shock it would be to Sir Walter Scott, if he lived in these times, Sir Walter who fed on Pageantry, or “Tom” Moore, of whom Byron said, “Little Tommy dearly loves a Lord.” Kings and princes disappear from the scene to-day and we think little of it. Nicholas, Czar of the Russias, with all his family, massacred and the in- cident almost forgotten. The Sultan of Turkey, the head of the Moham- medan world, exiled one day and scarcely a ripple on the tide of events made by it. Princes and potentates flocking to America and receiving not a hundredth part of the attention given to Georges Carpentier when he came here for his bout with Jack Dempsey. The former Kaiser, whose every ex- pression was a matter of world im- portance ten years or less ago, writes his memoirs and the public doesn’t show even ordinary curiosity about them. What a change from the time when much of the literature, even the fairy tale, was made up of kings and queens and princes. The views of Mr. Gary of the United States Steel Corporation com- mand more attention to-day than those of any king or potentate. Mussolini bobs up almost over night in Italy with more power than the king. Mustapha Pasha, a soldier of Jewish blood, is ruler of Turkey in Europe and Asia, A little Welshman, the most power- ful figure in the British Empire in the World War, and succeeded as prime minister by a Scotch Ironmonger. Clemenceau, a doctor who turned statesman, savior of France in the hour of her greatest peril. There’s no material in this for those MICHIGAN TRADESMAN 13 who would weave their tales about the king and princes and the silken court.. The glamour has gone. The world is concerned to-day with the doings of men, real men—not with princes. A thing some ancient Greeks dreamt has come to pass, Democracy rules. If the voice of the people is the voice of God now it should have expression. —~++.___ Europe Behind U. S. in Canning of Foods. It is remarkable that the conserva- tion of foods by canning never has Progressed or developed in European countries as in the United States. The canning process was discovered in France and there are canning factories in France, Belgium, England, Spain and Italy, but they have confined their output largely to peas, sardines and a few other articles and in a limited Way. | Fruits and vegetables as canned in the quantities produced in the United . States are unknown to the canners of Europe. Italy cans some tomatoes, for which she finds a market chiefly in England, but her canning opera- tions are conducted on a small scalee. Labor is cheap in those countries and their climate is adapted to fruit and vegetable raising, but the popu- lation is so large that all the output of fruits and vegetables is required to feed the People, in an unpreserved — state, and canners are unable to ob- tain them in sufficient quantities or at prices low enough to justify their conservation in cans. It used to be the case that canned peas were not regarded as_ suitable for the table unless they were produc- ed in France or Belgium, but the can- ners of the United States began to Produce them in just as’ fine grades and qualities as the factories of France and Belgium and it was found that the imported peas were colored green with unwholesome methods, and they were excluded from this country when so colored, by our pure food laws, and then consumers found that the peas canned in the United States were more wholesome and the impor- tation of canned peas from Europe almost stopped. A few canned peas from the United States now are ex- ported to Europe where a limited de- mand has been establishe! for them. : John A. Lee. All In One Word. “What kind of people are those who have just moved in next door to your” asked. Mrs. Gadder. “Oh, I never talk about my neigh- bors,” replied Mrs. Herdso. “All I know about them is that their stuff came in one load; that only one of the bedsteads has any brass on it; most of the furniture looks old; there’s six in the family; the children are all boys; they have dogs; the man is f about twenty years older than the woman; they had a squabble with the driver of the van when they settled with him, and their name is Smith.” BANK FIXTURES F OR SALE Will sell our old fixtures at a | bargain. : STATE’ SAVINGS BANK, Ht ~- Ovid, Mich. Fenton Davis & Boyle BONDS EXCLUSIVELY G. R. NAT. BANK BLDG. Chicago GRAND RAPIDS Detroit First National Bank Bldg. Telephones { i. a Congress Building PERKINS, EVERETT & GEISTERT & 3 SS BELL,M. 290. ee IR py A Saas Direct wires to every important market east of the Mississippi. A statistical service unsurpassed, Fourth National Ban eee United States Depositary Capital $300,000 Surplus $300,000 3% interest paid on Savings Deposits, payable © semi-annually, I interest paid on Certificates’ of Deposit 3 % % 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 Wm.H. Anderson Lavant Z. Caukin Christian Bertsch Sidney F. Stevens David H. Brown’ Robert D. Graham Marshall M. Uhl Samuel G. Braudy J. Clinton Bishop Samuel D. Young James L. Hamilton RESOURCES OVER In I i MEET ay ry Te $18,000,000 “THE BANK WHERE YOU FEEL AT HOME” has made an- other great stride toward the better- ment of the people of this com- munity. The Red and Blue Army, com- posed of Employees of this institu- tion, have opened 5337 new savings accounts. What better proof does one want of the confidence and satisfaction of our host of customers. 54,000 SATISFIED CUSTOMERS a —— VINGS PAN ANK, 14 Value of Courtesy Behind the Hotel Counter. Hartford, Feb. 20—Mine Host Ed. Swett, of the Occidental Hotel, Mus- kegon, who has been enjoying a hunt- ing trip of several weeks in the Florida Everglades, with wonderful success, has provided the writer with a sample ' razor back ham, cured in true Smith- field style, which will be the piece de resistance at the luncheon to be given here to the executive committee of the State Hotel Association on March 24. This offering is accompanied by num- erous photographs and affidavits, as- suring skeptical friends of the authen- ticity of the offering, and‘ these will be on exhibition on that occasion. From reports received from other un- deniably authentic sources, Brother Swett made some record as a success- ful sportsman while in Florida, and no doubt will display his various medals at the next meeting of the fraternity. In mentioning the promotion of John Anderson to the management of the Hotel Harrington, at Port Huron, I forgot to mention the fact that he was no stranger in his new environ- ment, having been room clerk at that institution a dozen years ago, where he was as usual popular with the trav- eling fraternity. Representative Ferris has introduced in the Michigan Legislature a bill similar to the Ohio enactment and known as the “True Name Law,” which is being sponsored by the Michigan State Hotel Association, the Detroit Hotel Association and the Greeters. The Ferris measure provides as penalties fines ranging from $25 to $200 for registering at any hotel under a false name, and the same penalties are applicable to hotel managers and employes who knowingly allow the provisions of the bill to be violated or who are neglectful in regard to its observance. Of importance to traveling men and the hotels as well is the announcement from Washington, by the Interstate Commerce Commission, ordering rail- roads to resume the practice of selling interchangeable mileage books good for 2,500 miles of travel at a reduction of 20 per cent. from the regular pas- senger rates, or a fraction less than three cents per mile. The sale of these books is manda- tory, beginning March 15, and while a few of the smaller roads are exclud- ed from these requirements on ac- count of their financial inability to meet the reduction, the stronger lines must establish the rate. The daily press at the same time an- nounces the fact that the. Railroad Executive Association has determined to combat this ruling even to the ex- tent of appealing to the higher courts, so that after all it may be months or even years before the commercial men will enjoy the benefits of this reduc- tion. MICHIGAN TRADESMAN might be, should smile when he says “How'd you do?” in greeting guests and not stand there like an incarnate frown or grouch. He should show his welcome in face and voice. I happen to be a member of the Greeters of America and the subject of how to meet guests and make them feel happy and at home is one of their main fea- tures. It is a very worth while study and art. “I would want him to hand me my room key with a smile and act as if such a service was a pleasure to him. In being shown to my room I would want the bellboy to ascertain whether the room equipment was complete and if the temperature was low, to ask me in a civil manner if I had sufficient covering on my bed instead of my re- sponding to my request for the article, with a grunt, “Here’s your cover,” and shove it at me; but with the cordial re- mark, “If you need more, just phone us, please.” That remark makes you feel that your patronage of the hotel is appreciated and how easy it is to say it, too. Why do they say the other things in the other way? “I would want the waitresses in the dining room to bring me an extra or second block of butter without a scowl and minus the feeling that you have tye her for it, or you are a cuss or cad. “I would want the hotel to have on hand the current issue of a leading daily newspaper for the use of guests and not act as though they expected compensation for the use of it. If I wanted a copy of said paper for my individual use, expecting to pay for it it would please me if they would of- fer to procure it for me without in- timating that it was a great hardship to send some one after it. “IT would provide a neat writing room for my guests and supply it with neat stationery, which would of itself advertise the hotel, and not hand it out gingerly as if a wasted sheet would throw the hotel into the bank- ruptcy court’ Asked what he would do if the ho- tel was undignified anough to place paper napkins on their tables and ex- pect cultured guests to use them, his answer was that “except necessity compelled me to remain, my first visit at such a hotel would also be my Iast.” ‘Many complaints made against country hotels in Michigan are_ab- solutely unreasonable and uncalled for. Some time ago I had occasion to spend a couple of days at a certain prosperous hotel in a Southern Michi- gan city, where I made the discovery that the institution was doing a ca- pacity business in a locality where, all things in adjacent towns being equal, they could not have commanded one- half the patronage they were enjoying. It was literally a home of happy, con- tented traveling men. On one evening, by actual count, nearly forty of this profession were enjoying themselves in the lobby, while as many more had clean rooms, and provided excellent meals, but that some time ago he had left an early morning call, which, be- cause the call-boy was just an ordin- ary human being, had been overlooked and he had missed a train, which had put him behind two or three hours, and, for this reason he resented the fact that I had favorably commented on the institution. further investigation developed the fact that the hotel management had done everything within reason ex- cept to bring back the train, but there could never be any forgiveness for the unpardonable oversight. Consequent- ly, the hotel was “rotten.” This dis- gruntied individual will continue to call it so without explaining why he thinks so. Sometimes I have almost felt that perhaps some hotels might have a legitimate grievance against some of their patrons, but I would think con- siderably less of them if they general- ized by calling the offenders “black- legs,” unless they could substantiate a complaint against them which the public ought to be cognizant of. I am not taking issue with every one who criticises a hotel, but I do not think there is any justification for doing sO, except that the complaint has first been submitted to the alleged offender and he has refused to take cognizance of it. Even then one should have a reasonable grievance and not a fancied one. — The hotel man is not necessarily a criminal just because an employe has been dere‘ect in his duties, unless hé fails to make an effort to correct the abuse, after his attention has been called to it. Even then I think the sufferer will more often command respect if he will quietly transfer his affections to some other establishment, unosten- tatiously. If the landlord is “hard- boiled” his tranquility will be undis- turbed, and the general run of travel- ing men will prefer to have you re- late your tale of woe to a policeman. February 21, 1923 AUDITS, SYST FEDERAL |! ME TAX PET ARSHUIS ACCOUNT, TAX CONSULTANT CITIZENS 33172 843 WATKINS Sr, GRAND RAPIDS 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 LLAMA Led. LLddLhdddddddddbddddddddddddddiddddddidsdddddddididdddidddddddldaddddiacccccrxannnnaznwwzwsnnqnnZLQAAAEZ,. ChhhddddddddbdddddddhdhddddddddddddddidddddddiiidddiiiicdidddcradcddcccccccccccxxzznnunnxnnunnnnJnnnZOcOOEEZ Cis G of it by Will. of choosing an Executor. that of one man. Claim this Privilege: Ce. possessing property has the privilege of disposing A Will is an act of justice. heretofore prevented many persons from making Wills; first, an exaggerated idea of its difficulty, and second, the embarrassment These two matters are now easily taken care of by our advisory service. We are pleased to assist in planning your trust estate. Our accumulated experience is a great help. The manifold service of a great Trust Company costs no more than Consult our trust officers today. Get our new booklets and read them. “What you should Know About Wills, and the Conservation of Estates.’’ “What Happened to His Wife?” Two things have - pom peecnemgmam It is by these methods that rail been disposed of in comfortable transportation lines find themselves in rooms. I interviewed several at the DIRECTORS competition with autobusses and in- time and found-the general concn sis OFFICERS bein A, ee " dividually operated flivvers. They die of opinion was to the effect that it Lewle H. Withey ieee John Duffy, gett was the “one best bet” in that part of the State. I made mention of this ho- ' tel and its surroundings in the Trades- man. Only the other day a commercial man took me to task because, as he claimed, I had misrepresented the facts, uttering an emphatic tirade against the hotel and its management. On a cross examination he admitted Frederick A. Gorham. Claude Hamilton. Thomas H. Hume. Henry itdema. William Judson. Miner S. Keeler. .-hard, but their ultimate fate is cer- tain. - In conversation with a well known physician, Dr. Krebs, of New York, at a recent Greeters’ meeting, of which he is a life member, the subject of the ideal hotel was brought up and he ex- : pressed himself quite emphatically on what should be incorporated in. the service rendered by such an institution. Henry idema . Vice Pree. F. A. Gorham -.....Vice Pres. Claude Hamilton ...Vice Pres. John H. Schouten -.Vice Pres. Noyes L. Avery ....Vice Pres. Emerson W. Biise --.Secretary Arthur C. Sharpe --Asst. Secy. Guy C. Liille ~..._._Asst. Secy. C. Sophus Johnson.-Asst. Secy. Arend V. Dubee._Trust Officer : Ransom E. Oids. J. Boyd Pantlind. Willlam Alden Smith. Godfrey von Ptaten. Dudiey E. Waters. nF “The landlord or clerk, as the case that the hotel possessed good beds, Lewis H. Withey. / WE OFFER FOR SALE “Oldest Trust Company in Michigan” _| United States and Foreign Government Bonds i ete Present market conditions make possible excep- : tionally high yields in all Government Bonds. Write us for recommendations. “ _@HOWE, SNOW & BERTLES, INC. id Rapids Savings Bank Bidg., Grand Rapids, Mich. — i See Loe oe : ve es GRAND RAPIDS, MICH. pasunonccery eS Resceraseinaree CA see February 21, 1923 MICHIGAN TRADESMAN When I speak of this instance I want it understood that the commer- cial men, in the large majority, are disposed to be fair and I have some- times wondered at their tranquility under conditions which would ag- gravate the ordinary mortal greatly. Courtesy is their long suit and there are numerous instances I have noticed where they have submitted to indigni- ties which would justify harsh resent- ment. Apropos of courtesy, I am remind- ed of a recent campaign conducted by a leading Chicago paper in trying to discover the most courteous men and women in the business section of that city. The young lady who won the first prize was in charge of an infor- mation booth in a large office build- ing. To the reporter who approached her to locate a fictitious individual in her building she extended the utmost courtesy in answering his many and unnecessary questions. When the mysterious person could not be located she was sincere in her regret. When presented with the first prize of $100 she broke down and cried. It was discovered that her mother, of whom she was the sole support, was seriously ill, and the $100 looked like a million to her at that moment. Although carrying the load of her trouble at home, she still re- flected in her busy day, the delight- ful quality which appeals to us all— courtesy. Landlords and their guests may well develop this wonderful qualification, to their mutual satisfaction, and while they may not win any first prizes, they will be much happier for its practice. Frank S. Verbeck. ——~- > __—- Third Party Sentiment. Toledo, Feb. 20—As a keen observer who has traveled all through the Mid- dle West for several weeks, and has been in touch with hundreds and hun- dreds of people down East, I am ab- solutely convinced that neither the Republicans nor the Democratic Party will elect a President next year. Those who direct our political life have not awakened yet to the fact that there is a great unrest among the people, that the masses are very much dis- satisfied with our present Administra- tion, just as they were with the for- mer Wilson’s and that people are ab- solutely tired of being taxed to the limit, and not alone have to pay profit- eering prices for food, clothes, rent, coal and eveything you call the neces- sities of life; these millions and mil- lions who deplore the weakness of our present Administration with reference to Europe, which could have been saved from utter destruction if Messrs. Harding and Hughes had stepped in a year, or still better a year and a half ago, then the millions of people in our country who loathe the prohi- bition law because it teaches the na- tion to drink poisoned whisky and drives millions to taking drugs, these millions who want light wines and beer are also to be counted on in the next election, when they will raise their voices loudly. E. R. Warnec. —_—_~+ >> Gold Holdings and Inflation. Business men have learned much from their trying experiences of 1920 and 1921. They have come to realize that overextension of credit and over- expansion in business are followed sooner or later by reaction which ex- acts heavy tribute from those who 7 Ionia Ave., N. W. have overindulged. Since our present abnormally large stocks of goods fur- nish a basis for inflation, the words of caution from such an authority as W. P. G. Harding, now governor of the Boston Federal Reserve Bank, are not amiss. Governor Harding points out that the gold which this country possesses is not here to stay. Read- justment and redistribution will come in time, and inflation based on the heavy gold stocks of the Federal Re- serve Banks would be unwise. An in- flated credit position may be avofded Governor Harding believes, if. credit men adjust their ideas as to a normal Federal Reserve-system reserve ratio. A ratio of 65 to 70 per cent., he states, should under present conditions be regarded as normal, instead of the usual 40 per cent. of former years. ——_+22____ United Front Against the Turks. Detroit, Feb. 20—The Allies, and particularly Great Britain, have stood firm and determined in their wise policy of opposing any further aggres- sion on the part of Turkey in Europe; and in so doing they have made the Turks realize that they are deadly in earnest, and are not to be baffled by Turkish treachery and deceit. On this fact alone, indeed, rests the only substantial hope of a peacable agree- ment between the belligerent nations. It is hoped that when. Turkey comes fully to realize that she has no longer to deal with the weak and disrupted Greece, but with some of the wealth- iest and most powerful nations in the world, that she will reconsider her policy and give the Allies more reas- onable and satisfactory terms of peace. E. Dexter Brown. —_>-+-2>—___ Coolidge For President. Ft. Wayne, Feb. 20—In reading the articles that appear in the newspapers from time to time, in regard to the next candidate likely to receive the nomination for the Presidency, it has often occurred to me just why con- sideration never seems to be given, at least seriously, to. men who have dem- onstrated their ability to successfully administer the duties attending that high office. In nowise desiring to in- dicate or emphasize my _ personal political leaning, but rather from the standpoint of fair play, and the de- serving acknowledgment of work well done, it has occurred to me that the present incumbent of the Vice-Presi-’ dency might prove to be a most poten- tial candidate. Chas. F. Gould. Purchases Store He Wanted as News- boy.. Newark, N. J., Feb. 20—It can be done. Barney Taylor, who sold news- papers 30 years ago on the sidewalk in front of the big Stoutenburgh & company clothing store, has bought the store paying more than $1,000,- 000 for it. When Taylor sold papers he was a poor lad and had a hard time making ends meet. He used to gaze through the windows at the fine clothing and wonder how people could afford to wear it. But he saved the pennies he made from the sale of papers. and finally went in and bought the entire stock in one transaction. He will assume charge in a few days. ‘ Nothing Better Than Modern Store Fixtures —SEE— GRAND RAPIDS STORE FIXTURE CO. For Both New and Rebuilt Grand Rapids, Mich.. RELIABLE 30% Dividend to Policy Holders Low Operating Expense (16.7%) and Conservative Underwriting enable us to maintain assets of $12.75 per $1000 insurance carried NET. This is more than double the amount of the Re-insuring Reserve required by the State and is equalled by few companies, either Stock or Mutual. Grand Rapids Merchants Mutual Fire Insurance Company Affiliated with THE MICHIGAN RETAIL DRY GOODS ASSOCIATION HOME OFFICE 319-20 HOUSEMAN BLDG. GRAND RAPIDS, MICH. & SAFETY SAVING SERVICE CLASS MUTUAL INSURANCE AGENCY “The Agency of Personal Service” Cc. N. BRISTOL, A. T. MONSON, H. G. BUNDY. FREMONT, MICHIGAN THE HARDWARE AND IMPLEMENT MUTUALS DIVIDE THEIR RISKS INTO THREE CLASSES CLASS A—HARDWARE AND IMPLEMENT STORES, DIVIDEND 50% to 55% CLASS B—GARAGES, FURNITURE AND DRUG STORES, DIVIDEND 40% CLASS C—GENERAL STORES AND OTHER MERCANTILE RISKS, 30% These Companies are recognized as the strongest and most reliable Mutuals in the United States, with Twenty Years of successful Underwriting Experience. No Hardware Mutual has ever failed, No Hardware Mutual has éver levied an assessment. Ask the Hardware Dealer of your town. if interested, write for further particulars. OUR FIRE INS. POLICIES ARE CONCURRENT with any standard stock policies that you are buying. The Net Cost is 30% Less Michigan Bankers and Merchants Mutual Fire Insurance Co. . of Fremont, Mich. WM. N. SENF, Secretary-Treas. Michigan Shoe Dealers” Mutual Fire Insurance Co. Lansing, Michigan LEGAL RESERVE COMPANY | Write L. H. BAKER, Secy-Treas. _ LANSING, MICH. P. O. Box 549 ae 16 MICHIGAN TRADESMAN February 21, 1923 SON OF GREAT OUT DOORS. Friendly Tribute To Memory of D. W. Tower. ee The old phrase, “a man unafraid,” may well be applied to Daniel W. Tower in everything that he did, .in every day that he lived. With an eye to the true thing and a heart for the right thing, he was by nature a son of the great out of doors. As a young man he was a skillful, inventive mechanic, an originator and perpetrator of ideas, always busy with machine or book, creating something useful towards the development of his factory or for the help of his fellow- men. Of late years, the third floor of his home has been devoted to a perfectly equipped machine shop, run with electric power. Here he had on ex- hibition a miniature stationary engine and boiler—his boyhood work. Here he ground corn and wheat for his own use, made his own kodak and camera outfits and developed his lantern slides. In early years he worked with the energy of a dynamo. Then, to get relief from the whir of wheels, he sought the fields, forests and streams and played with the vim of a boy. His travels led him far and wide and by the time he had reached middle age he could have written volumes about the cliff dwellers of the Southwest, of the wonders of the Yellowstone and Glacier Park. He visited o'd Mexico, studied the -Spaniard of to-day in Cuba and the Isle of Pines and his “life in the days of the old missions on the Pacific Coast. With a pack saddle outfit and a young Mormon boy for guide he was almost the first white man to cross the arid desert of Utah and photo- graph the great bridges hidden from both white men and Indians until the lure of gold led prospectors to pene- trate these regions. -He loved adyen- ture and one of the wonderful events of his life was the experience of descending the Bright Angel Trail and spending the night alone rolled up in a blanket with only the stars for com-— pany Patriotism was with Daniel Tower a passion. He was proud he was an American and did not forget the New England country of his ancestors, nor their historical homes along the line of march of the armies of Revolution- ary days. -The first outing the writer ever had with Mr. Tower was in the summer of 1884. We explored the shores of Gun Lake, fished for bass and gathered pond lilies. In after years we camped together and sailed and paddled the shore lines of Lake Superior, spent weeks at the Pictured Rocks and trail- ed the wild brooks for trout and the sheer joy of trailing. ‘Two years ago, with his cousin and my grandson, we spent the month of September on the Manistee, paddling by day through miles of autumn paint- ed cut-over lands, sleeping nights in an open face tent, with hemlock sprays for bedding. The patter of rain drops on the tent, the sighing of the wind in the tree tops, the call of the owl or - chirping of night birds were all music to Dan’s sensitive ears. Resting in the evening, he read to us by the glow of the drift wood fire, “Evangeline” and other interesting stories. One night a group of children at- tracted by the fire came through the woods with their lanterns and were made welcome. For two hours he en- tertained the party with stories of -the painted canyons, the petrified forests, the savage Indians, the elk and bear of the Yellowstone. No lantern slides or canvas ever held the attention of the school children of the city as did his stories, told by the light of the burn- ing stumps, to these little shut-ins on the cut-over lands. Two years ago this winter we had the pledsure of days together in the sunshine of the Los Angeles Valley and, strange to say, the marvelous time of all on the frozen top of Mount men he left unfinished work and let us trust that some one will come for- ward to carry his plans to completion. Charles E. Belknap. ——_>-~s———_ Pickle Standards Are Agreed Upon. One of the interesting and effective actions taken at the recent cariners’ convention at Atlantic City was to reach a basis for officially grading pickles, something which has long been needed and will go to standard- ize qualities. It was largely the re- sult of a strong appeal by C. J. Sutph- en, the well-known Chicago pickle specialist. In the course of his ad- dress he said: “Surely we are in our province in making a set of standards applicable to our business. We have agreed to 40 pounds to the bushel for salt stock The Late Daniel W. Tower. Wilson, where in the Observatory we spent the early part of a night with our. eyes, by turn, on the great star, Bettelguese. The one hundred inch lens brought this stranger to our vision so vividly that all the great things of this globe were but ripples in the sea of life. The wind was blowing a sixty mile gale and in the little cabin under the cliffs where we were supposed to sleep, the water in the pail was frozen solid. Sleep was out of the question, so we were on hand for the sunrise, but for once Dan found a scene beyond his power to photograph. I am grateful for the nearly forty years companionship with this man whose life was a success, who leaves a legacy of good deeds and an un- tarnished reputation. Like all busy after it is cured, and 47% pounds early fall shipments, prior to Nov. 1. “We know that we have vatrun, field run, machine assorted, hand as- sorted salt stock of various counts and gradings. We know that misshapen pickles are termed nubbins and crook- ed pickles. We have large pickles, smalls, gherkins, Russian, Dutch, Eng- lish, Czecho-Slovakia, hot house, snake cucumbers and 57 varieties of the American pickle from long green to early cluster. Why not say so and set standards as a basis for buying and selling?” Mr. Sutphen’s appeal resulted in the uniform unanimous adoption of the following pickle standards which will hereafter prevail in the trade: 1, The use of a chart showing the various shapes and sizes of cucumbers photographed from life, illustrating straight, crooked and nubbin pickles. 2. Number one vatrun pickles shall consist of well shaped pickles, proper- ly cured, natural color, three and a half or four inches and under as the case may be, and contain not over 8 per cent. nubbins and crooked pickles, good and sound. 3. Number two large vatrun pickles in salt shall consist of well shaped pickles, properly cured, natural color, good and sound, three and a half to four, or four to five and a half inch- es in length, as the case may be, not over 5 per cent. nubbins. 4. Number three vat run nubbin pickles in salt shall consist of crooked pickles and nubbins taken from num- ber one vat run, counted not less than 3,000 to 300 pounds. 5. Number four extra large pickles in salt shall consist of pickles five inches and larger good and sound, free from nubbins and yellow stock. Not over 5 per cent. nubbins. 6. Machine assorted pickles shall consist of pickles that have been run through a machine and graded into sizes. Midgets, gherkins, smails, mediums and large, fairly uniform in sizes, not over 8 per cent. nubbins. 7. Hand assorted pickles shall con- sist of pickles that have been graded by hand into uniform sizes and counts, free from nubbins, crooked pickles and broken stock. 8. Fifty pounds of drained pickles is the weight established for a bushel of thoroughly cured _ salt — stock. Pickles shipped inside of three months after salting 474%4 pounds to the bushel. 9. A bushel of pickles shall be con- sidered drained after it has been scooped from a tank or barrel with a coarse net into a wicker basket or box, barre! or barrow perforated with holes, so that the brine can run off freely.. A barrel of pickles shall be considered drained as soon as_ the liquor stops running in a continuous stream after the bung has been re- moved and barrel placed on side so that the liquid has an unobstructed flow. 10. Salt pickles sold by the barrel: package should be well filled and con- tain 300 pounds of drained pickles to 45 gallons. Three per cent. tolerance in weight allowed. On shipments in tank cars a tolerance of 3 per cent. in weight is allowed. 11. Dill pickles of standard grade should be evenly assorted, full count, good sound stock, free from hollow and slippery pickles. Packages well filled, properly graded and stencilled as to sizes. Good sound cooperage, free from nubbins. 12. Sweet and sour pickles of standard grade, should be evenly as- sorted as to size, full count, well filled packages, good and sound stock, free from nubbins. Good sound cooperage properly marked. 13. In buying and selling pickles in salt, samples should be submitted on small lots, single cars or less. Lots of two or more cars should be inspect- ed at point of shipment unless too far distant; then samples will govern. 14. Finished product, sweet pickles, sour pickles, dill pickles, in glass and bulk should be sold on samples. r ay Ne ¢ ig “ February 21, 1923 MICHIGAN TRADESMAN 17 HENRY FORD AS CON ARTIST. How He Flim Flammed Federal Judge Tuttle. It now transpires that Henry ford obtained possession of the Lincoln plant under false pretenses. In other words, he secured $30,000,000 worth of property for $8,000,000 by making promises to Judge Tuttle which he has not kept. As it stood then and as it stands now the creditors are to lose half and the stockholders all, unless Mr. ford comes through with fulfillment of a solemn promise, made not only by himself through the public piess, but officially by his son and h‘s attorney to the Judge before whon: the pro- ceedings were held. Read Judge Tuttle’s statement when he confirmed the Government’s claim of $1,550,000 against the insolvent estate and see what small value ford places on his own word: This settlement is between the Re- ceiver, appointed by the Court to rep- resent all parties interested in this estate on the one hand, and the De- partment of Justice, representing the United States of America, on the other hand. The claim, as originally filed by the ‘representatives of the Government is in the sum of $9,188,- 561. The settlement which I am now asked to approve provides for the payment by the Receiver to the Gov- ernment of the sum of $1,550,000. This amount is such a large sum that T ought not to permit the Receiver to deplete the estate to such an ex- tent unless it is justly due to the Government. On the other hand, the claim filed by the Government was so much greater than the amount pro- posed to be accepted in settlement that I ought to feel satisfied that the claimant, the common country, of all the interested parties, their counsel, and the Judge of the Court, is being fairly treated before adding my ap- proval. This claim is so complicated that of necessity my conclusion as to the fairness of the settlement to both parties must be measured by my con- fidence in the ability, integrity and thoroughness of the parties making the investigation and signing the agreement, rather than from a knowl- edge of the details. My confidence is such that I feel no hesitancy about adding my approval, providing the parties to the agreement are fully ad- vised as to the situation. There is one thing which came to my attention about a year ago which I now feel it is my duty to state be- fore giving my approval to this settle- ment in order that any of you who would not have signed this agreement if you had known of this thing, can have opportunity to withdraw your approval if you desire to do so. I do not mean by this statement to sug- gest that this thing should have any weight in this matter. In fact, I do not now discovey why it should. Yet, inasmuch as I am forced to rely al- most entirely upon you gentlemen for my information, and conclusions, I will feel better after I have told you fully all I know about it. On or about December 28, 1921, my secretary told me that Mr. Harold Emmons had telephoned and _ was very anxious to have an interview with me. That was one of my usually busy days and my secretary had no oppor- unity to make an appointment for me. My telephone number at the house is suppressed; however, that evening, Mr. Henry M. Leland called me on the telephone at the house, told me that he was anxious to see me for a few minutes; that he was sick at his home on West Grand Boulevard. He wanted to know if I would not stop and see him when I went on my way to court the following morning and I told him I would do so. I had not the remotest idea as to the reason why Mr. Leland wanted to see me. He asked me what time I would call, and my memory is, I told him at 9 o'clock. In any event, on the following morning, which I think, was Decem- ber 29, 1921, on my way down to court and at the appointed hour I stopped at Mr. Leland’s home. I was met at the door by Mr. Wilfred C. Leland and taken into the living room, where I found Mr. Henry M. Leland, Mr. Harold H. Emmons and Mr. Edsel Ford. I was already acquainted with all four of these gentlemen. Mr. Henry M. Leland began the conversation by a brief statement about as follows: “T haven’t been feeling very well and wasn’t able to get down to see you. That is why I wanted you to stop in this morning. I appreciate it very much and we want to talk to you con- fidentially.” I at once recalled what my secretary had said about Mr. Emmons having tried to make an appointment with me on the previous day and this, cou- pled with the presence of these par- ticular four gentlemen, led me at once to the conclusion that they wanted to talk to me about the Lincoln Motor Company Receivership, but as to what phase of it, I still had no idea. I at once replied in substantially the same language which I have probably used a hundred times during the past ten years, when people have asked to talk to me confidentially about matters pending before me or which might be brought before me. My _ good opinion of each of these four gentle- men was such that I did not think they would say anything improper to me, but I have made it a standing rule to give every one to understand before they talk to me about my court work that I am not agreeing to keep secret what they sdy. If they want to tell me something after I have warned them in that manner, I listen to it if it is proper; then having heard it, I use my own judgment as to what I do with the information, whom I tell and what I tell. My reply to Mr. Le- land’s request for a confidential in- terview was substantially as follows: “Tt don’t want to convey the idea that I think it is necessary for a judge to be a gossip and be continually talking about everything he has heard; on the other hand, I want to make it very plain that I always use any informa- tion which I receive in any way, that I think it is my duty to use it, and if you gentlement tell me anything this morning, I shall expect to use it in any way I see fit.” I may have said a little something more in the way of explaining how necessary it was for me to keep my- self in position that I could at all times do what seemed to me at the particular time, right and just. One of the things I usually say on such occasions is that there is no reason for a judge making any promise to any one at any time; that the thing for a judge to do is to keep free from promises and act in the light of all the circumstances and conditions when the time comes. In any event, with- out being certain of the exact words I used, I carried out my uniform pol- icy and refused to be pledged to se- crecy. i After my brief explanation of my position, Mr. Henry M. Leland ex- pressed himself as being entirely sat- isfied with my attitude in that regard, and Mr. Harold H. Emmons at once launched into what was apparently the purpose of the interview. I made no memoranda of anything that was said, and of course my memory is of the substance of what was said, rather than the exact words. Perhaps under these circumstances it is hardly fair to attempt to place it in the first per- Quoting Prices Sells Merchandise a fact that is recognized by all mer- chants who advertise. Their customers want to know the price before buying. They advertise the selling price in plain figures. K C Baking Powder shows the price on the package. Many sales are lost because the customer does not care to ask the price. It will pay you to sell KG BAKING POWDER (price on the package) Same price for over 5() years 25m 25 The price is established and shown on the package, assuring you of your full profit. None better at any price. Millions of pounds bought by the government. Reduction in freight rates July 1, passed on to the trade in reduced list prices on K C ~ Let us show you how to in- crease your baking powder profits by selling K C. Jaques Manufacturing Co., - Chicago 18 son and within quotation marks, but with this explanation I will do so. Mr. Emmons said, in substance: “Af- ter efforts in various directions to raise the necessary money to reorgan- ize and re-finance the Lincoln Motor Company, Mr. Henry M. Leland went to his old friend Henry Ford for the purpose of getting financial assistance and he has finally interested Mr. Ford and Mr. Ford is willing to help him and furnish the necessary money, pro- vided it can be done in such a manner as will meet with Mr. Ford’s approval. One of the things which Mr. Ford insists upon is that although his name is not to be known or appear in the matter at the present time, he does insist that you be fully advised relative to his part in the transaction. That is the first and real reason why we were so anxious to see you and why we felt it necessary to get this inter- view and tell you all about it. Now, while Mr. Ford’s entry into the mat- ter is through friendship for Mr. Henry M. Leland and because he wants to save him from financial ruin, after his long, successful and honor- able career in the automobile indus- try, Mr. Ford wants it to be handled in a lawful and _ businesslike way which will not encourage any one to trump up unjust and unfair claims. Now, this is the plan for bringing Mr. Ford into the enterprise. If the property can be sold now at a judicial sale, free and clear from all incum- brances, Mr. Ford will pay $5,000,000 in cash for it. He wants you to know, however, that ultimately he is going to pay every just claim against the Lincoln Motor Company, a hundred cents on the dollar. He is hoping that some way can be worked out to even do a little something for those stockholders like school teachers and people of that kind who put their money into the stock of this company as investments and have lost it. Of course, he would not expect to do anything for the speculators who have bought this stock at a’cheap price or as a gamble, and at this time he does not know what will be the outcome relative to the stockholders, and the definite plans at the present time do not involve the-stockholders, although Mr. Ford and Mr. Leland both hope that something can be done which will help those who have been stock- holders from the beginning. We want you to know that if you fix the upset price in the decree for sale at $5,000,- 000 and Mr. Ford is the pufchaser at that price, he is going to pay all of the honest creditors in full. Mr. Ford’s motives are to help Mr. Leland to save his financial situation and to save the industry for Detroit, and the automobile world and Mr. Leland has urged Mr. Ford to do it and Mrs. Ford has urged him to do it, and it is: not a money making scheme on Mr. Ford’s part. “Another thing which Mr. Ford and all of us are very anxious and want you to have in mind, is that one of the very important and valuable assets of this concern is the sales organiza- tion. This is not only of value to whoever buys it, but it is a matter of great concern to the individual sales agents themselves. They have been hanging on for months, trying to sell an orphan car. Some of them have long-time leases and with some of them their leases are just running out and if they are going to continue in business it is necessary for them to renew their leases. The time is now right here at hand when the automo- bile shows begin and if the Lincoln car is to succeed in the future and if these individual sales agents are to succeed as such agents, they must know right now that they have a future. Even a few weeks’ delay means not only a loss of this sales organiza- tion to the Lincoln Motor Company, but it means great individual loss for these men who have been loyal to the Lincoln Moter Company and to the Lincoln car, The Lelands feel a per- MICHIGAN TRADESMAN sonal interest and responsibility in this matter; they have induced these men to take these agencies and to continue on as agents during the receivership; they have held out hopes and prom- ises to them. “Surely if Mr. Ford is to put money into this enterprise and go ahead with it, it is very important, and fairness demands that these sales agents should have some assurance for the future and know that the company is going to be reorganized and placed on a firm, sound financial basis. Now, these are the reasons which have in- duced Mr. Ford to agree to enter into this matter and purchase the property, provided he could do it in this way and handle it in this way. It would be necessary to have the sale take place next month. “We think the upset price ought to be $5,000,000 so that Mr. Ford can buy the property at that price and then later on, in his own way and at the proper time, he can pay the bal- ance due to these different creditors. “The plan is that I am to buy this property in my own name for the $5,000,000, Mr. Ford furnishing me the money with which to purchase it, but no one knowing for whom I pur- chase. I am, later on, to turn the property over to Mr. Ford or to a new company to be organized by him. Mr. Ford and the Lelands will ar- range the details of the new organiza- tion between themselves and also ar- range for paying the old creditors of the Lincoln Company. “T will at once make an offer for the purchase of this property at $5,000,000 in cash and will make a deposit of $250,000 in cash with the receiver, to guarantee the good faith of the bid. We know, of course, that as soon as , the receiver receives an offer of $5,- 000,000 in cash with a quarter of a mil- lion deposited to guarantee the good faith of the bid, he will consult with you relative thereto and the details of the decree for sale. Mr. Ford want- ed you to know fully his part in the matter and the fact that the bid which I make is really being made for him and this is the reason why we have submitted all of these details to you, and why Mr. Ford wanted us to do so. Now, this is the substance of what Mr. Emmons said. I presume he men- tioned some other things which would occur to me if my memory were re- freshed; but in a general way that is a fair outline of it. I know that as soon as he had finished I turned to Mr. Edsel Ford and said in substance, the following: “Whenever there is a judicial sale and I have property to be sold for the benefit of creditors, I am always glad to find good, substantial bidders. From my _ standpoint, the only thing which now occurs to me is the price. So long as your father is planning to pay these creditors in full and so long as the total amount of claims now known is more than $8,- 000,000 and somewhere near $9,000,- 000, I hardly see why the upset price -in the decree and the purchase price by your father should not be more than $5,000,000. I say this, not based on my knowledge of the value of the property, but based on the statement that your father expects to pay these claims in full.” Mr. Ford replied very briefly and my memory of what he said is about this: “I shouldn’t think it would make so very much difference.” Mr. Emmons immediately took up that subject and gave further answer to my suggestion, saying: “You see, Mr. Henry Ford doesn’t want to en- courage a lot of trumped up claims. He is willing to pay the honest debts of this company, but he doesn’t want to pay any bogus claims.” To this, I at once replied, “I understand that there is no question that this com- pany owes at least $8,000,000 in hon- est debts, and more than that, no one February 21, 1923 AN ¥ uy v Wy v ty V7 if Us y Uy v ty v t N2 uy Vv W if V ty v7 f WHITE HOUSE COFFEE “White House’ is Purchased by Folks Who Know a GOOD Thing When They Taste It. It Never Disappoints. 1-3-5 Ib. Cartons SSS SS. SS IT dS ad Se) Cm LO LP CRD 2D ee ee Oe ee, ee SNe a a ee A Smad S mad FT mad Fad Fad FT 16h psa ice eee en wl. Saas The Security of the Package: It is the wonder and despair of competitors—this Package shown. There couldn't possibly be a better one. It thor- oughly and completely protects the coffee—in every way. LEE & CADY— Detroit Wholesale Distributors of Dwinell-Wright Co.’s Products When You Sell Shredded Wheat ‘you are supplying a demand we have created for you through advertising. We don’t ask you to make new customers for Shredded Wheat Biscuit Just keep a fresh stock in a nice, clean, dry place in your store and hand it out to those who ask for it. Shredded Wheat has survived all the ups and downs of public fancy and remains to-day the one great staple breakfast cereal, with a steady sale all the year ‘round, at a good profit. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. ae, = yf oP nammenene e A I RGR ANI SLR me “if? stm, sore “de ee ae 7) seamen Sy 4 ee eae meres February 21, 1923 MICHIGAN TRADESMAN has to pay an bogus claims in my court. I don’t allow that kind of claims.” isn’t so much the thought that the To this, Mr.-Emmons replied, “It claims would be allowed when they ought not to be allowed, but Mr. Ford doesn’t want to encourage liti- gation.” To this I again replied, “Well, if the property is sold at $5,000,000 cred- itors will get something and I see lit- tle additional inducement for trump- ing up claims, whether they are to be paid a hundred cents on the dollar or fifty cents on the dollar.” To this, again, Mr. Emmons re- plied, “Mr. Ford thinks it would make a good deal of difference with the attitude of some of the ‘claimants whether they thought they were pre- senting their claim against an insol- vent receivership or whether he was going to pay them in full.” Now, this is in substance the entire conversation as nearly as I can give it, except that I have omitted entirely anything said by Mr. Wilfred C. Le- land. I don’t seem to now recall very distinctly what he had to say, and I think the reason for this is because it did not affect in any way these things which have always stood out in my memory for the reason that they were unusual and of peculiar interest. My best memory is that Mr. Wilfred C. Leland at some time during the con- versation talked about some of the financial details of the Lincoln Motor Car Company and some of the other things which had happened outside of this particular thing which I have here been talking about. Those were all things which I had heard from other sources prior thereto and there was nothing about them to stand out in my memory. I know, too, that after this conversation to which I have referred Mr. Wilfred C. Leland was the one who helped me get my hat and coat, and he and I exchanged a few friendly remarks about his father and the father’s physical condition. I immediately went out, got into my car and started for court, and almost immediately after I left the house Mr. Edsel Ford came out, got into his automobile, which was parked in front of mine. He started east on the Boulevard. We left the two Lelands and Mr. Emmons there at the house. I have never since that time had any talk with either of the Lelands or with Edsel Ford on the subject. On Dec. 30, 1921, Mr. Emmons made his written offer of $5,000,000 to the Receiver on condition that the sale take place on or before Jan. 24, 1922. This offer was accompanied by a deposit of $250,000. In fact, the offer was in keeping with the state- ment made to me by the four gentle- men at Mr. Leland’s home. On Dec. 31, 1921, the Receiver filed a petition advising the court of the offer made by Mr. Emmons and asking the advice of the Court relative thereto. I set the matter down for hearing on Jan. 3, 1922. On the morning of that day and prior to the hearing, Mr. Emmons came to me in the courtroom again and urged me to fix the up-set price at - $5,000,000, saying, in substance, the following: “In addition to the reasons urged the other morning, for fixing the up- set price at $5,000,000, I wanted to say that it is a fair price, and I think fairness to Mr. Ford, who is going to do such a generous thing in this mat- ter, would justify you in fixing it so he would be given the credit of paying these -creditors voluntarily so far as the amount paid is in excess of the value.” I replied; “My feeling about that argument makes me think of what a maid said to me several years ago. She had been with us a long time and had often protested her appreciation and friendship. One day she was de- manding an increased wage which I i a G ehere is thought was unjust and I said, ‘Why, Frances, I thought you always said you liked us.’ She replied, ‘I like you, all right, but I like myself better.’ Now, I like Mr. Ford, and have no objection to his receiving any credit to which he is entitled, but when it comes to protecting the creditors I feel that the duty rests with the judge to do it by the form of decree rather than by relying on statements made to him privately by any one, and-I am going to perform that duty.” This covers every word I can re- member which was said to me by any one on this subject, prior to the hear- ing. What .occurred at the hearing was in open court and is well known to you all. I did not enter into any bargain with any one or rely upon any promise. In fact, I did not follow the request of any of these gentlemen. After hearing the arguments of every one and using the information obtain- ed in the manner already stated, I fixed the upset price at $8,000,000, which was a higher price than any one had suggested as being possible to ob- tain for the property and I fixed Feb- ruary 4, 1922, as the date of sale, which was a later date than the one suggested. I reasoned that if Mr. Ford was planning to pay the debts in full he would bid as much as $8,000,000 at the sale. It was this information which I had received and this line of reason- ing which led me to make the upset price higher than had been suggested by any one and at the particular amount of $8,000,000. Many of the things here stated might seem personal, petty and per- haps egotistical, except that I feel it my duty to relate the circumstances and if I were to do it at all, fairness seemed to require that I do it fully, and as near word for word as possi- ble. I might add that I never talked to Mr. Henry Ford or any one else on this subject, except these four gen- tlemen. It will be seen that while I made use of what had been said to me for the benefit of the estate and cred- itors, I did not treat it as a promise or accept it as such. This statement by me is undoubtedly entirely useless, but it cannot possibly wrong any one. nothing about it which should reflect on any one, and I have not stated it with such a thought in mind. I know nothing about the ar- rangement between the Lelands and the Fords and their plans relative to the creditors, except as I have just disclosed. Is there anything resulting from what I have said to cause any of you to change your attitude to- wards this settlement? ———_+.>—__—_ Making the Most of Your Advertising. An increase in rental rendered it imperative that a Coast merchant swell his volume of business or seek a new location. Accordingly, he turned to advertising, and after pre- paring appropriate copy, selecting media, and inserting the advertise- ments, sat back and waited for the crowd to come. To his surprise and dismay the new business was hardly noticeable and not enough to pay for his advertising. He confided his trou- bles to a sa‘esman who offered to in- vestigate. The latter found that the storekeeper had devoted most of his advertising to certain articles but had neglected to arrange a window dis- play featuring them. Consequently, his competitor down the street had taken advantage of his omission, and filling his windows with the articles advertised, had reaped the profits. Ad- vertising, to be effective must be backed up by window display and other sales effort. TO MICHIGAN MERCHANTS PUTNAM’S “DOUBLE A” CANDIES Are Made in Michigan, With Sugar Manufactured in Michigan, From Beets grown in Michigan, By people who live in Michigan, And who help pay taxes in Michigan. In fact, they are strictly a Product of Michigan. And whenever you buy them you encourage HOME INDUSTRIBS and help build up your own State, your own town and YOUR OWN BUSINESS. We guarantee them absolutely pure and to conform with the National Pure Food Law. We have no doubt you can buy cheaper candy, but QUALITY TALKS AND QUALITY WINS EVERY TIME. PUTNAM FACTORY, Grand Rapids. MUSKEGON MICHIGAN Makes Good (Rocolates Maximum protection for the money, and adjustments are always made promptly Mary J. Field Company Grand Rapids Representative Auto Owners Insurance Company Bell Main 1155 : 514-515 Widdicomb Bidg. Citz. 65440 Beginning January 16th a powerful advertising campaign opens on Domino Package Sugars in the newspapers throughout America. This campaign will include forceful advertising on Domino Package Sugars, Domino Syrup, Domino Sugar-Honey and Domino Cinna- mon and Sugar. These advertisements will appear regularly every week throughout the winter and spring in a selected list of over four hundred newspapers. Look over your stock of Domino Products. Co-operate with the advertising and thereby secure the greatest benefit from it. American Sugar Refining Company “ Sweeten it with Domino” Granulated, Tablet, Powdered, Confectioners, Brown: Golden Syrup; Cinnamon and Sugar: Sugar-Honey; Molasses MICHIGAN TRADESMAN February 21, 1923 TRIBUTES TO GREATNESS. Two Life-Long Friends Write of J. Boyd Pantlind. It is God’s way of doing things, that men shall die. Thus, when good men ‘and good friends are taken from us in obedience to the Divine law, which none can understand, we sometimes seem to become calloused and indif- ferent and accept the loss as some- thing natural and inevitable. In the passing of J. Boyd Pantlind, however, there lingers a feeling that is not so easily reconciled. It is doubt- ful if the local community was ever more wholly shocked than when the report of Mr. Pantlind’s death was spread over the city. The sorrow it caused was general and sincere, not confined to any circle, business or social, but reaching to all walks of life, as “Boyd” Pantlind was known to every one; he was “everybody’s friend” and all mourned when the sad message was conveyed to them. The grief of the community mingled with that of the family, and the community bowed its collective head and shed a silent tear over the loss of one of its best members. Having been associated with Mr. Pantlind intimately in a business and social way for more than a quarter of a century, having learned his many virtues and fine qualities through per- sonal contact almost daily during this long period, I became devotedly fond of him, so when I attempt to pay trib- ute, I find it most difficult to command words to suitably express what the heart feels. I am deeply saddened by the thought that I shall never again enjoy the warm and cordial greeting, such as he had for all; that the smile and good nature that were his will be lost to me in the future. A deep niche in our community life has been creat- ed I am made to reflect sorrowfully as I contemplate it. Good citizenship received a telling blow. Grand Rapids was hurt when the niche ‘was carved. Nothing need be attempted in praise of his honor, uprightness, busi- ness integrity, or of his loyalty as a citizen and friend, for these have never been questioned. To the com- mercial life of the city, Mr. Pantlind was an asset of commanding value. It is not probable that any one factor has done more to advertise the city and make friends for it, than the en- terprise, which he conducted. His hotel has a Nation wide acquaintance and enjoyed a Nation wide popularity. His name and his hotels were so in- timately interlocked with Grand Rap- ids that the city profited by the in- timacy in an advertising way. His guests were largely people whose good opinion is worth while—statesmen, professional people and commercial men. They enjoyed the hospitality they received; they liked the owner and they could not mention this fact without the city receiving a benefit from the good opinion. In this way Mr. Pantlind was one of the most in- fluential in building the city, a work in which an unusually delightful per- sonality was a valuable contributor. Mr. Pantlind’s kindness and chari- ties were proverbial. To what extent he gave, none will ever know, but it is known that no appeal in behalf of a worthy cause, was ever turned away empty handed. Whether aid was sought for some laudable undertaking or for the relief of some unfortunate, the response came cheerful and gen- erous. The individual cases assisted by Mr. Pantlind were many, and these beneficiaries of his sympathy and helpfulness, will keenly feel the loss of one whose heart and hand were ever open. A foremost citizen, a kind and gen- erous man, a faithful friend and a lovable companion is gone. The only consolation to be had in the loss is found in the fact that he is worthy of any tribute that can be written. William H. Anderson. recently passed out of lives, out of our daily There has our tangible sands living in all parts of the United States, that wherever the name of Grand Rapids in mentioned the name Pantlind is sure to follow, and always in expressions of either approbation, friendliness or affection. Why is this? Not because of high position, due to wealth or learning, but simply be- cause out of the fullness of his heart he had unconsciously sown seeds of trust, confidence and love among those with whom he was brought into daily contact. His helpfulness to others was mark- ed. He was full of innate goodness and generosity, his help being dis- pensed in the quiet way that would prevent any possible embarrassment to the recipient. : He disliked any reference to what should be rightly termed his virtues. The Late J. Boyd Pantlind. companionship, but not out of the in- ner or spiritual lives of those who knew him best, one who by reason of his high business and social standards, by reason of his love for his wife, and children, his home, his affection for his friends and his helpful word and hand to the oppressed and unfortunate, has left an indelible mark for good upon the community in which he lived and which he loved, and a true guide to those of us who are left, as to what constitutes a noble character. Quietly, forcefully, but persistently, by virtue of his unfailing and keen, but inconspicuous consideration for others’ comfort, he built up around himself a coterie of loyal friends who deemed it an honor to be known as a friend in the full meaning of the word. He and Grand Rapids are so close- y interwoven in the minds of thou- With faith in his fellowman and with modesty and humility, he pursued his daily work. He was consistent and honest with. himself. He made no at- tempt—in fact, never had any inclina- tion—to appear in any role but that of doing his duty to his fellow man. He was continually sacrificing his own comfort to ensure the comfort of others, but at no time did it appear to him as a ‘sacrifice, for with him a sacrifice for a friend was a pleasure. His deep affection for his family was the bright star which guided his foot- steps in times of doubt and peril. His loyalty to the business interests entrusted to his management was an ever outstanding characteristic of his daily life, even to denials of personal comfort. He was not actually aware of what a force his example set for others, -Motors. as thought of self was ever absent from the dictates of his heart. The good name Grand Rapids en- joys throughout this country is due, in a very large degree, to the honest, undisguised loyalty and exceptional geniality he diffused broadcast through his contact with the world, always leaving with the recipient a strong de- sire to return to Grand Rapids to en- joy the companionship of one whose personality left a lasting impression of the best qualities possible to man- hood. In the passing on of J. Boyd Pant- lind, a deep void has been left in the hearts of his family and his friends, and Grand Rapids has lost a citizen whose loyalty to his city and his friends has never been excelled. I know of no more fitting words than those of James Russell Lowell to fitly express his nature: “The longer on this earth we live And weigh the various qualities of man, The more we feel the high stern fea- tured beauty, Of plain devotedness to duty. Steadfast and still, nor paid with mor- tal praise, But finding amplest recompense for life’s ungarlanded expense, In work done squarely and unwasted days.” Charles M. Heald. _—_—— 2... Burial of Harroun Motors. A few weeks ago receivers were appointed for the Harroun Motors Co. This action is the last chapter of a get-rich-quick flotation that had an interesting career. Originally the enterprise was organized by a band of pirates of promotion, almost at the same time that the notorious Emerson Motors Co. was conceived. Between the two companies there was a close fantily relation. Brokers who sold Harroun Motors in turn sold Emerson If they succeeded in getting a victim on their books to buy Emer- son stock, his name was turned over to another broker who would then in turn work him to buy stock in Har- roun. Eventually financial troubles over- took the company, which was an in- evitable sequel, for it was started to swindle the public and for nothing else. But so many investors became involved in the wreck that the Mich- igan Blue Sky Commission, not wish- ing to take drastic action, attempted to support a protective committee that had the reorganization of the company in hand; granted the company a li- cense to do business in the State only so far as raising sufficient capital to complete a factory, and see if the business could be saved. But it had become so diseased with the microbe of get-rich-quickism it could not shake it off so it finally collapsed and will now pass into memory. ——_>+-o—___ Attractiveness, beauty of interior decoration and arrangement need not be eliminated from a store: just be- cause business is business. —-.—->-—>- The way to make customers believe that you consider their best interests your own best interest is to feel and act that way. 9 & << i) <- i - February 21, 1923 MICHIGAN TRADESMAN 21 WHEN WInTER COMES (P olari ne THE OLD weather imposes new operating conditions on your trucks and automobiles. These must be met if your machines are to deliver maximum service. Nearly all makes and types of engines require a lighter grade of Polarine Oil in winter than in summer. Heavy oil congeals in cold weather and does not flow easily through the lubricating system. Unlessthe correct winter grade of oil is used, some parts of your engine may operate without oil until the heat from the engine causes it to flow readily. Scored cylinders, burned bearings and a host of other damages result when this condition occurs. . Not only do you pay for these repairs, but while they are being made you lose the time of the machine and the driver as well. GUARD YOUR HAULING CosTs If you would guard your hauling costs, use Polarine. Itismade in four grades—Medium Light, Medium Heavy, Heavy and Extra Heavy, one of which lubricates correctly your machine during cold weather. Do not rely on hearsay or the judgment of those not qualified to select this correct grade. Remem- ber there is only the nght grade and the wrong grade of lubricating oil—there is no such thing as a second best grade. : Consult the latest Polarine Chart of Recommendations, which our lubricating engineers have com- piled in co-operation with manu- facturers of automobile engines. Thischart is displayed by all Standard Oil : — tif Company (Indiana) arinedealers. It will be sent you free on request. STANDARD OIL COMPANY (INDIANA) 937 S. Michigan Ave. Chicago, Illinois Michigan Branches at Detroit, Saginaw, Grand Rapids MICHIGAN TRADESMAN eR RR RR ne February 21, 1923 _ ag oe ae - Michigan Retail Hardware’ Association. President—J. Charles Ross, Kalamazoo. Vice-President—A. J. Rankin, Shelby. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Executive Committee—L. J. Cortenhof, Grand Rapids; Scott Kendrick, Ortonville; George W. McCabe, Petoskey; L. D. Puff, Fremont; Charles A. Sturmer, Port Hu- ron; Herman Digman, Owosso. Spring Brings Opportunities in Build- ers Hardware Trade. Written for the Tradesman. With the approach of spring, there comes an increased activity in build- ers’ hardware. The fall may in some localities be a better time for selling this line; yet much of the goods then delivered and installed are ordered in the early spring months. It is, indeed, the early order-seeker who gets the lion’s share of the business. At this time, therefore, the hard- ware dealer, in planning his spring campaign, should give some thought to the builders’ hardware trade. Local conditions vary; but whatever the local conditions, there are always opportunities for doing some.business. Some dealers get good results where there is little if any actual new build- ing. One dealer did a fairly thriving trade in a small place where not a single new house went up in the en- tire season. He did not plan on the basis of a prospective building boom; but he did not allow the fact, that new building was at a standstill to daunt his efforts to develop trade. Most of the houses in his community were old; he saw that they needed new equipment; and the went after the business energetically, and sold a lot of builders’ hardware. But of course the builders’ hard- ware trade is of greater importance to the man’doing business in a center where much new building is going on. Here, large orders are to be had; and the great question facing the dealer is how best to get the orders. As on many points of salesmanship, so in this connection individual opin- ions differ. Some dealers prefer one course, some another. Quite often what would be sound policy in one community would be a mistake in an- other community. Local conditions and local likes and dislikes must be considered. In many instances, however, the most successful dealers declare that it is desirable to go right out after the business. They claim the extra ex- pense involved by this course of pro- cedure is more than. made up by the extra business secured, and by the certainty which advance knowledge of these sales gives the dealer. One city dealer who has worked up an extensive business in builders hard- ware gives me the benefit of his per- sonal experience: “T find,” the says, “that it not only pays.to have a man outside looking up prospective buyers and taking orders, but that it also pays to have this man an expert in builders’ hardware—a man who can give suggestions and whe is capable enough to look over an architect’s plans and give a good idea of what will be wanted. “Many architects who have this building work in hand have only a general knowledge of builders’ hard- ware. They have not considered this phase of the work particularly. They are leaving it until the main part of the job is finished. But if a man goes to them and is able to say, ‘You will need this and that; for that room you will need a certain kind of lock and door-knob; you will need this style of hinge and that variety of window clasp,’ such a man will get large or- ders. Mny architects are only too willing to have an expert go over their plans, room by room, and while they may not agree with all he suggests, they will yet have confidence in him, and working with him, will make out an order for all they require. “What is true of architects applies somewhat similarly to contractors. These men perhaps understand build- ers’ hardware better than does the architect, but they are busy men. They have a number of jobs on hand at a time, and are only too willing to be saved work. If an expert comes to them to discuss what they will need for their various houses, they will be glad, as a rule, to consider his sug- gestions. They will in turn suggest certain things, and listen to what the salesman has to say about their sug- gestions. They will object to some of his proposals. They may say, ‘too expensive.’ Then the salesman will either have to show that the cost of this high class fixture wou!d really not be great, or he will have to suggest some other line, cheaper in price, yet of a grade to give satisfaction. The great. thing is, for the builders’ hard- ware salesman and the contractor to get together and work together. “T have found cases where the con- tractor preferred to come to the store and make his selection there. But quite often he is perfectly willing to give his order in advance. “I think, too, it is a good plan to have the outside salesman carry samples. Talk to a man about a cer- tain lock or hinge, and he will listen. Show him the lock or hinge, and he will pick it up and examine it closely. Samples undoubtedly bring orders. That is another advantage of having an expert on this kind of work. When he first sees a building, he can esti- mate approximately what it will cost. He will know, therefore, about what class of fixture will be needed. He can pack up samples of this class of goods, and canshow the buildears the exact articles which he can supply for the job.” In every community where building is extensively carried on, there are private individuals who are having homes erected for themselves. They have engaged the services of some builder; but it is they who are de- ciding what is to be put into the house. The man may be building a com- paratively small house, and yet may want everything in it of the very best. It is with such men that the outside salesmen of builders’ hardware find a particularly good business. “My salesman,” pursued the dealer I have quoted, “finds out from the builder who is the owner of the house in course of construction. Then the salesman goes to the owner, and quickly finds out what class of goods he wants. He offers to bring some of the’ lines he has in stock. In prac- tically every case the amateur builder is only too glad to look at these. He asks about the various makes and styles. Perhaps he confers with the builder. He decides what he will want and places an order. The goods may not need to be delivered for months, but the order is secured and then all we have to do is to prepare to fill it.” An early spring campaign of this sort helps both buyer and seller. It guards against delay. If goods are ordered in May or June, there should, for instance, be no trouble about delivering them in August. The in- side finishing, therefore, will not be held up, nor will the dealer have to Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. _ :: Grand Rapids, Mich. 151 to 161 Louis N. W. FISHING Michigan Hardware Company 100-108 Ellsworth Ave.; Comer Oakes GRAND RAPIDS, MICH. Exclusive Jobbers of Shelf Hardware, Sporting Goods and TACKLE State Distributors 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. further information. BROWN & SEHLER CO. Write us for Grand Rapids, Mich. eB — Fe Pci “aw pc a nsec ssan-nseneeee ioe February 21, 1923 MICHIGAN TRADESMAN lay in a great stock of these lines with- out having some idea as to the quan- tities he is likely to need. There is another class of goods for which orders may be taken early—a class not always considered as belong- ing to builders’ hardware. This is ce- ment. Cement is usually needed early in the building operations. Dealers who hand’‘e this line, therefore have almost to anticipate the work of the contractor. They have to get after his business ‘before excavations for the foundation are being made. Some men make this bid for business by personal canvass among the con- tractors. Many send out letters. All should remind those who bought this class of material from them the year previous that they-are able to supply them again. There is business to be done with the farmers in this line, also, and the question of how to secure their trade is worth considering. One small town dealer has done much to promote his sales of cement by putting his clerks in a position to exp‘ain its use. On one occasion he moved his safe from the ground floor of his store to the basement. He wanted it placed on a concrete bottom, wanted the walls to be made of concrete, and wanted a concrete runway made from the hoist to the safe, so that the books might easily be wheeled into the strong box every evening. The clerks did the work, and turned out a job which would have done credit to experts. “How do you mix this cement?” a farmer will ask. Every one of the young men who helped build that safe chamber is in a position to explain fully. A good many sales are directly traceable, in that store, to this ability of the sales- people to tell the customer how to do it. For there is nothing so encour- aging to the cement prospect as the fact that other men, with no greater experience than himself, have been able to do things with it. Victor Lauriston. —_---.—__ A President’s Second Term. Toledo, Feb. 20—We have heard much about Harding’s candidacy for re-election, and the central idea of all that we have heard on this subject for thirty months has been this, that routine political policy required his renomination. There is an obviously unpopular fact which ought to be reiterated un- til it has become part of the routine thought of the voters and political policy has to pay attention to it. Since the time of Andrew Jackson nc President has served through a sec- ond term that was as successful as his first. Not only has the public never had as much confidence in the Presi- dent at the end of the second term but the second term’s record has never been such as to earn as much confi- dence as the first had won. The reason is not mysterious. A worn out man cannot handle the Presidency successfully. The Presi- dency is now much too big a job for any man, and the consequence is that after a first term and a campaign for re-election nobody is in fit condition to start a second term. We have late- ly seen Presiderts taking great care of their health, but we have not seen one succeeding in escaping this fate. Whether a President might profit- ably serve more than four years if he dd not have to campaign for re-elec- tion nobody can say. And it is not im- possible that one man may-do better with the weakened remnant of his powers than his rival would have done with fresh powers. But it ought to be understood as a matter of routine that when you put a man up for a second term you must expect his second term to be a comparative failure. Harding’s Administration has had its glories and its shames, and has still a fair chance to have more of both. Its glories have been such as were peculiarly its own: its shames have been such as it shared with other administrations; therefore, in spite of Mark Anthony’s words history will remember it more for its good than for its evil. Mr. Harding will do much more wisely to rest on this record than to adulterate it with such a record as precedent bids us to ex- pect from his second administration. And if he listens to the routine politicians and asks for a second term the voters ought to understand that in giving it to him they can have no expectation of a term as good as his first. Steven T. Byington. ——_o—____ “Store to Blame If Clerks are Friv- olous.” If salespeople of the younger gen- eration do not show the interest in work that they should, there is some- thing wrong with the relations the management of the store establishes with them, Prof. Paul W. Ivey, of the University of Nebraska, ‘told one of the sessions at the recent conference of the Interstate Merchants’ Councils at Chicago. If they think more of card parties and dancing than they do of the ser- ious side of their work, it is up to the management ‘to see that they are taught how to use their energies to the best advantage. The keynote of good salesmanship, he asserted, is knowledge of the goods which the salesman is handling. Only through knowledge of the merchan- dise, he said, can their interest in the goods themselves and through that in the methods of selling them, be gen- uinely stimulated. It is on this point, he added, that so many salesmanagers make their mistake in training their sales forces. He related his experience in asking salesclerks in 100 different stores for information regarding a certain type of hammer. The most information he could get from them in the ma- jority of cases was the vague state- ment that it was a “good hammer,” the “best on the market,” and other vague and meaningless descriptions. Then he read from a mail order cata: logue, by way of contrast, a descrip- tion of the same hammer, in which all its good points were properly list- ed and emphasized. —_2>2.—____ Selected Seed. A farmer who, mainly: out of curios- ity, had grown a crop of flax had a tablecloth made of the linen. Some time later he remarked to a city wo- man visitor at dinner, “I grew this tablecloth myself.” “Did you reaily?” she ‘said, much astonished. “How did you manage it?” i It was plain that she had no idea how tablecloths came into existence, so the farmer lowered his voice mys- teriously as he replied, “If you promise not to give the secret away I'll teil you.” The guest promised. “Well,” proceeded the farmer, still in the same mysterious tone, “I plant: ed a napkin!” Pull more sales with Better Window Displays Free Information through our service department. We had the most attractive booth at the Hardware Show. We'll tell you how to attract more trade, through your window displays. WINDOW TRIMMING MATERIALS. WINDOW DISPLAY ADVERTISING SERVICE CO. McMullen Bldg. Grand Rapids, Mich. We carry a . full line of Arcady Baby Chick Feed Arcady Chick Feed Arcady Developing Feed Arcady Growing Mash _ Arcady Egg Mash JUDSON GROCER COMPANY GRAND RAPIDS, MICHIGAN REFRIGERATORS for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No. 72 for Grocery Stores No. 64 for Meat Markets No. 75 for Florist Shops _McCRAY REFRIGERATOR CO. 2344 Lake St., Kendallville, Ind. Chocolates Package Goods of Paramount Quality and Artistic Design We are making a special offer on Agricultural Hydrated Lime Bell Phone 596 Citz. Phone 61866 JOHN L. LYNCH SALES CO. SPECIAL SALE EXPERTS Expert Advertisin in less than car lots. Expert Merchandising A. B. ENOWLSON CoO. 209-210-211 Murray Bldg. Grand Rapids RAPIDS, MICHIGAN MICHIGAN TRADESMAN if — — = — — — ~ WOMANS WORLD Two Little Girls Who Wanted to Write. Written for the Tradesman. This little scrap of paper, covered with pencil marks, always brings tears to my eyese. It contains exactly thirty-one words: Dear Aunt Prudence: I love you and miss you very much. I am home with mother now. She is better. My doll is sending her love and so dc I. Margie. It was written many years ago by a very little child who is now a grown woman, and it sent me her whole heart. It was, I think, the first real letter that she ever wrote, and it con- sumed a great amount of labor and time. She has told me that nobody helped her to write it, or criticize its form or spelling; only her mother did address the envelope. Nobody com- pelled or urged her to write it—it was the spontaneous and complete expres- sion of her love for me; ever so much more in it than any outsider could get from the mere words. I have received innumerable letters since; some very long ones from wise and witty and notable people; but never one that has meant more to me than that little letter on a tiny sheet of letter-paper with Margie’s mono- gram at the top. Whenever I think of that letter I see it beside another letter from an- other child of about the same age, and written at about the same time. I cannot quote it here; it‘is too long, and would disclose the identity of the writer. It is more “correctly” written as to handwriting and spelling; full of small details of the life of the child who wrote it. There is even an ex- pression in it in French. I happen to know,-because the writer told me so afterward, that it was written in the first place in tears of protest and anger, consumed an inordinate amount of time—extending over several days —and several times rewritten and copied. It purported to bring me a message of love and remembrance; but I always get from it a painful re- action. Itis a forgery. It is not a let- ter from the child whose unwilling hand formed the words—it is a letter from her governness, largely dictated —especially including the expression in French. It is altogether an affair of compulsion—a duty letter. The woman who, as a little girl, wrote that letter to me told me not long ago that she remembered the occasion perfect- ly. The impulse to ‘write to me was her own. Indeed, she wrote a letter to me; but her governess took com- mand, made her throw away the little spontaneous letter, and compelled her to “write a nice one.” She never wrote to me again. And no wonder. All her associa- tions with the idea of writing to me were embittered in her mind by the memory of that conflict. The psy- chologists would call that memory, I suppose, a “complex.” If at any time she thought of ‘writing to me, all the associations of compulsion and _ acri- mony connected with that long-ago occasion would spring into vividness and make the task unpleasant. So no other letter to me ever got written. I wonder if many among my read- ers cannot recall things—or perhaps some very particular thing—of this kind out of their memories of child- hood, creating associations of bitter- ness in connection with perhaps very simple things; varalyzing what might have become a marked aptitude. I suspect that many a talent—not quite marked enough to maintain itself, as it did in the cases of great geniuses who become great in spite of all op- position—is smothered in just this way. I know it is so in the matter of con- versation and other forms of expres- sion. Children who are continually checked and criticised as to their speech have no defense but silence, and so they do not get practice in conversation. In this very matter of letter writing, if some one insists up- on “correcting” every letter, they lose all pleasure in the writing, all sense of privacy,-all exuberance of expression; and so one who might go far inthe direction of delightful correspondence —even of great power and fame in literature—simply doesn’t write any letters that are not absolutely neces- sary. We are always smothering the en- thusiasms of children. Mothers com- p.ain to me that their children do not confide in them. Almost always these are mothers who have acquired the habit of receiving every confidence with some sort of depressing or even reprimanding comment. So we have innumerable instances of children who enthusiastically confide in—somebody else who receives the confidences sympathetically, and, perhaps smug- gles in the criticism or the reprimand more tactfully at some other time. It seems to me that we cannot re- mind ourselves too often that children should be encouraged in free expres- sion, and that the business of cor- recting should be indulged in with the utmost care and tact. These two let- ters form a perfect illustration of the results of two ways. Which do you prefer? Prudence Bradish. (Copyrighted, 1923.) —_2--2 How does the man with bigger ex- penses than you sell at lower prices and get away with it? stock oftener. He turns his. SUCCESSFUL SERVICE. Remarkable Career of Russell H. Con- well, of Philadelphia. He who can give his city or town better streets and better sidewalks, bet- ter schools and more collegés, more happiness and more civilization, more of God, will be great anywhere. He who can give to his city any blessing, he who can be a good citizen while he lives here, he who can make better homes, he who can be a blessing, whether he works in the shop or sits behind the counter or keeps house, whatever be his life, who would be great anywhere, must first be great in his own town. Russell H. Conwell, whose words from his lecture “Acres of Diamonds” are quoted above provides perhaps the most graphic illustration of the truth and forcefulness of these words. If we examine the factors which have made Russell H. Conwell a figure of National and international promin- ence we find that his insatiable desire to better the mental, moral and physi- cal condition in his own community is fundamental. A study of his life which will short- A GOOD RECIPE FOR MILK BREAD 3 quarts of Lily White Flour, 3 pints of lukewarm milk, 1 cake of Fleischmann’s yeast. Set in morning in warm place and rise until light. 3 teaspoons of salt, 1 tablespoon of sugar, 1 tablespoon of melted butter or lard. Mix with Lily White Flour until stiff, or rom 20 to 25 minutes. Set in warm place and let rise until light. Make in loaves and work each loaf from six to eight minutes. Set in warm place until light. When light take warm milk and sugar and put over top. Keep good fire and bake slow one hour and when baked wash over again to make nice smooth brown crust. Our Guarantee We Guarantee you will like Lily White Flour, “*the flour the best cooks use’’ better than any flour you ever used for every requirement of home baking. If for any reason what- soever you do not, your dealer will refund the parchase price. ---He’s so instructed. S THE SIGN ES or auaY i; For Your Ve, Protection Lily White ‘*The Flour the Best Cooks Use” Is Guaranteed For years every sack of Lily White tiour has been covered by our broad, ironclad guaran- tee. Lily White did not meet all the claims we make for it thou- sands of sacks would be re- turned to our dealers every week. In order to stay in busi- ness we would be forced to make the flour as good as the guarantee, or not guarantee it. Lily White flour is as good as its guarantee. You can depend on it for the most delicious rolls, biscuits and breads you ever baked—or ate. Why You Should Use Lily White Unsurpassed for Baking Call up your grocer now. Geta sack of Lily White in your home. it there when you are ready to bake again. Learn why the best cooks for three generations have used and en- dorsed Lily White. sell Lily White flour. VALLEY CITY MILLING COMPANY GRAND RAPIDS, MICHIGAN **Millers for Sixty Years” Ads like these are being run regularity and continuously in the principal papers throughout Michigan. by carrying Lilly White Flour in stock at all times, thereby being placed in position to supply the demand we are help- ing to create for Lily White Flour. February 21, 1923 ly reach its eightieth anniversary shows the development of a man who was unwilling to be satisfied with con- ditions as he found them, a man who had an ideal of public service always before him, a man who destroyed only when he had something better and finer with which to replace. Russell H. Conwell was born in the farm country of Western Massachu- setts, in 1843. His educational aspira- tions led him from the farm and he entered Yale the year Abraham Lin- coln was elected President. The Civil War called him from his studies and in 1863 he became a Captain in the Union Army. In camp he read law and after the war was ended he continued his study of the law and it was during this time he worked as a reporter, and as a cor- respondent made a trip around the world, at that time a great undertak- ing. After serving the newspaper world and successfully completing his studies he was admitted to the bar and for eight years practised that pro- fession in Boston where he built up a successful practice. The young lawyer had the gift of oratory and began to make speeches Read the guarantee. If REASON No. 26 in General Have All good grocers You will profit = Oo aS wm 0 OD be oo Ss <2 owe Ae ~ uw Fh February 21, 1923 \ MICHIGAN TRADESMAN 25 and deliver lectures. He studied the- ology and on Sundays preached in old historic Lexington in a little wooden church. The church grew so fast un- der hs guidance that the little church was torn down and a finer one built. There the feeling grew that he must go out into the world as a preacher and a teacher. His fame as a preacher spread rapid- ly and he was asked to preach a trial sermon in Philadelphia. On Thanks- giving Day, 1882, Russell H. Conwell began his work in Philadelphia. In all our large cities outstanding figures arise who seem to be inspired with the constant desire to improve every phase of human life. His Temple grew rapidly as did his service to the community, and although his Temple seats over 3,000, it is said he seldom preaches to an empty pew. In his church there were some young people who realized they needed more education; they appealed to Dr. Conwell and in response he formed a class in 1884 and taught the class him- self. By 1888 he realized the need was so great in Philadelphia and his class- es sO numerous that it was wise to obtain a charter so these students _might have official recognition for the worle they were doing. The charter . read, “Primarily for working men.” Starting as he has said with one stud- ent and a fifty-cent piece, Temple Uni- versity now enrol!s 10,000 students and owns a magnificent property on Broad street. Statistics are meaningless in describing the growth of such an in- stitution as Temple and the beneficial results it has accomplished. Among the greatest achievements of living men, Temple University with ten thousand students, which is one of the twelve largest institutions in the world, ranks among the foremost. But apart from this monumental work he personally paid for the edu- cation of a great number of young men in colleges other than Temple University. Dr. Conwell will never tell how many young men he _ has helped in this way, but he has been doing it for fifty years. : An intensely practical man Dr. Con- well long ago decided that caring for the sick and the many unfortunates was part of his work and set out to accomplish good on these lines. The Samaritan Hospital, well equipped, ad- mirably located and well administered was the result. The striking feature of this man’s work has been the utter absence of self. No such programme as he laid out could have been carried to a suc- cessful conclusion without adequate financial support. Dr. Conwell made cver a million dollars lecturing out- side of his church. This has all been used in bettering the condition of his fellow men and does not take into ac- count his other sources of revenue used for the same purpose. Such men as Dr. Conwe‘l look out and not in, look forward and not back and forty years of untiring effort, self- sacrifice and working toward an un- selfish goal has given expression in the university, the hospital, the church and a life of public service. “But what has this to do with me?” you say. “Russell H. Conwelt- is a clergyman. It is only right his life should be one of service. I am a busi- ness man. I cannot found a univer- sity or preach inspiring sermons.” The answer is to be found in the fact that Dr. Conwell was never con- tent to limit his interest to the par- ticular job before him. As a news- paper reporter he felt the inspiration to find a larger sphere of usefulness in law, but as a lawyer he saw beyond the horizon of his daily work. When he entered the ministry he still felt the impulse to exert his influence be- yond the limits of his occupation and went into the field of successful ser- vice. His work has been prodigious for his activities and services in civic betterment have been in addition to his role as pastor to one of the great- est church memberships in the coun- try. It is the man who can see farther than the walls of ‘his office, the man who is content not only to do his own job and, do it well but who strives for the betterment of the whole commun- ity who will surely gather the rewards of success. Such a man is Russell H. Conwell. —~-+____ Records the Government Requires From Merchants. The Government says that you shall adopt a standard accounting system which will enable you to find your true net income. If you have no such record, the in- come tax inspector will estimate your income on a percentage of gross sales. Either the single or double entry system of bookkeeping may be used. Where the single entry system is used, it is even more important to show original records than with the double entry method. The bulk of your gross income is of course made up of gross sales. Gross sales should include both credit and cash sales regardless of the amount of money you have received. Goods or money taken from the store for your own personal use or for the use of your family are treated by the Government in the same ‘way as gross sales. You must therefore have a complete record of these with- drawals. Customers’ accounts usually form the basis for deductions for losses from bad debts. These accounts should, therefore, receive special at- tention and should be included in your * permanent records. The Government holds you respon- sible, within five years after the tax is due, for your records at any time the tax inspector may need them to check up on your income tax. eee He Was Willing. “A Western governor had lost one of the colonels of his staff and there was an unseemly scramble for the office, despite the fact that the colof- el’s body was awaiting burial. One of the most ambitious candidates went so far as to call upon the executive and ask: “Governor, have you any objections to my taking Colonel Smith’s place?” “No,” the governor replied compla- cently, “TI have no objections if the undertaker is willing.” SUCCESSFUL SALESMEN. E. P. Monroe, Representing the Sher- wood Hall Co. Eber P. Monroe was born on a farm near Wellsboro, Penn., Jan. 12, 1873. His antecedents were Ccotch on his father’s side and Welsh on his mother’s side. He was the youngest son of a family of eight children. When he was 13 years old his parents removed to Montmorency county, Mich., where Eber attended school summers and made railway ties and drove oxen with camp supplies dur- ing the winter months. He fitted him- self for a teacher and acquired thir- teen certificates entitling him to teach. He taught school three win- ters and then engaged in the general merchandise ‘business at Big Rock, “with small capital and less success,” as he expresses it. Two years ‘ater —the fall of 1901—he went on the road for the Wardner-Bushnell-Gles- ner Co., of Springfield, Ohio, selling reapers, mowers, binders and horse Sy rakes in Northeastern Michigan. Two years later he transferred himself to the McCormick Harvester Co., cover- ing the same territory for a year for that corporation. His next connection was with the W. W. Kimball Co., working out of the Grand Rapids office. He also represented the Grand Rapids and Lansing branches of the International Harvester Co. for sev- eral years. He represented the Whit- taker Manufacturing Co. in Michigan, Indiana and Illinois. July 1, 1916, he engaged to travel for the Sherwood Hall Co. His territory extends from Newberry on the North to Eaton Rap- ids on the South. Mr. Monroe was married Oct. 24, 1901, to Miss Jennie Pettinger, of Grand Rapids. They have two daugh- ters, 17 and 15 years of age, who are students in the high school of Mus- kegon Heights. The elder daughter will graduate next June. The family reside in their own home at 525 San- ford street. _ Mr. Monroe is a mason up to the 14th degree. He is also an enthusias- tic member of Muskegon Council, U. C. T., having served the Grand Lodge as chaplain and attended the Grand Lodge eight times, three times as a delegate. His fraters have started a campaign to land him on the Execu- tive Committee at the next meeting of the Grand Lodge. Mr. Monroe attributes his success to the fact that he has never used to- bacco in any form; that he likes good apples, good fishing and clean stories. He is genial, courteous, level headed and generous to a fault. The world could have several million more fel- lows like E. P. without being crowded. —_~+~-.____ One does not like the fellow who criticises his business methods, but he is probably a better friend than the man who utters only compliments. * READY TO WEAR CAPS. Packed '% doz. in box. MUSLIN WEAR. A very complete line of Gowns, Slips, Step-ins, Etc. Men’s and Boys’ Caps for Spring, all New Styles and Patterns, Prices $9.00 to $16.50 per doz. These are still marked at opening price, and are Splendid Bargains. MEN’S FURNISHINGS. No. 625. Jackets 36/44 $11.50. Wabash Stripe Overalis, Jackets to Match, all sizes 32/42. No. 200. Diamond Pattern Full Cut, All Sizes, 32/42, Jackets 36 /44. Doz. $13.50. Complete Line of Scrims, Curtain Rods. Marquisettes, Lace Nets, Window Shades, _ We are Distributors for the well known “Gould Satino’? Brass Rods. Single, doz. $2.50; Double, doz. $5.00; Extra Extensions $2.00. PAUL STEKETEE & SONS WHOLESALE DRY GOODS Ria GRAND RAPIDS, MICH. TRRRRROROTOTOE HE nnn U4 ue ——====_ ZF . as cad > W@lbspoarsearfiot <\ SPicane, woe C Polar Bear Flour A MONEY MAKER Can Always be sold at a profit. Quality in the Bag Brings Repeat orders. J. W. HARVEY & SON, Central States Managers Marion, Ind. MICHIGAN rr ‘__—_ Oriental Rugs Sell Well. Conditions in the market for Orien- tal rugs continue very satisfactory: The buying done is described as good by importers. Stimulation of building and the current refurnishing of homes by many people are important factors. One of the things that are said to be rather noticeable in the demand is the increased interest in the smaller sized rugs, because of the smaller apart- ments that are being occupied. It is said that this has some effect in cut- ting down the number of larger sized rugs sold, although the latter have their main sales for office, club or similar purposes. The disturbances in the Near East have naturally affected the rug market there to some extent, although Persian rugs are still being shipped.. The unfavorable aspects from an importing standpoint there have increased buying of rugs from India and China. —_>--.-——_- Quaint Figures For Favors. Quaint little wired figures, dressed in paper, prints, ginghams and lace, reproduce popular theatrical successes, such as Chauve Souris. The Gingham Girl, The Music Box and Spanish Dancers. The latter have bouffant skirts with large and gay figures upon them and drapes of black lace. The little figures are fastened to boxes of cigarettes or bonbons for favors. They wholesale for $3.50 per dozen. Quite different in little favor figures, but with a wonderful amount of charm and character, are the Shadowettes, all pure white. They are alluring little women, one with a handglass, one with a parasol one with a flower, one with a musical instrument, etc. They have cleverly made. little faces, and, in the solid white, are extremely effective. They wholesale for $2.25 a dozen. ES ae Designs Are Modern. Most modern things in design are to be found in new silks made by American manufacturers. One of these upon which the Metropolitan Museum of Art has set its seal of approval by purchasing it for exhibition in its new collection of modern art, has the de- sign of the mcedern skyscraper upon it. In the Museum’s piece this is in a crepe of a soft yellow tone, very charming, and the skyscraper is only seen upon careful examination. To reproduce the life of to-day in design, as the old masters did in their day, is now considered the thing. One tex- tile design introduces the flapper, flap- ping in different ways entirely her own, and the designer has made some- thing effective out of it. —\_2-2— Ostrich Feather Shades. Not exactly new, but little known, are electric light shades of ostrich feathers. They are made by the peo- ple who do the feather fans. They may be of any color, but samples shown are of a warm orange. They come with both the solid and the open top, and the feathers in different ar- rangements. They would be attractive in certain rooms. A peacock feather used on a parchment shade is the real thing. It has a coarse net stretched over it, and with the light inside, it shows to advantage. —_>+-2—__ Bed Covers For New Uses. East Indian cotton ‘bed covers, which are hand blocked and done with vegetable dyes, parasols and gowns. One very large and beautiful cover in deep tones, with a soft tan foundation and an-all-over palm leaf design, had made from it two hats, two parasols and one dress. The parasols and hats sell at $15 each. The covers are handled by one English firm. 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. TRADESMAN are used for hats, © February 21, 1923 man RAN EN ELE NEE NIN NTR NEN NRMP MEIN NN MN NNN NIECE NN NER Why Buy for Later Delivery? Many merchants are hesitating in placing orders for later delivery because they: think prices are high. There are two reasons why you should place your orders for later delivery |B NOW. Sy 1. Cotton cost practically 75% of what it was in 1920, [5 IY NUN NUL NPI NET NEE NUL NUL NET NERY NOT Z NETIC NEL while finished goods are less than 50% of 1920 FS prices, showing that the Mills and Wholesalers are sell- 5 ing close in order to. keep business going. Prices are | likely to be as high or higher later on and we know {kK that assortments will not be as good because the wise | merchants are placing futures now and getting the best [> assortments. A tremendous cotton crop next fall is | about the only thing that can stop high prices. There- = fore, so far as prices are concerned the chances are in | favor of higher prices instead of lower. 4 2. We find that City merchants are placing future orders | very freely but the country trade hesitates to do so on {| account of the conditions on the farms and the slow | trade and collections this winter. We believe that con- | ditions on the farms will gradually get better. If youdo [R not place your orders now the merchant who does, will have better assortments, patterns, etc. and will own his merchandise at lower prices than you, with the result that unknowingly you will be building up the other merchant's business and tearing down your own. You must have merchandise to do business with and by placing your futures with us NOW you will secure your business for the future. (CAMEL NEE NIN NEY NUELEZ NUN NEL NGI NTE ULE NOTE STE NET NO EE EEE is Our salesmen are offering merchandise for immediate | and later spring and fall delivery and we suggest that you J . . . P| at least give them the opportunity of showing you samples. ig You will be pleased with the new styles and quality staple ; Kj; merchandise we offer. ne s GRAND RAPIDS DRY GOODS CO. WHOLESALE ONLY ; SOOO OO NOOO SONG ONG ONC NO NO PAOAOAGAIN SEO GCRER UBUD RUORR EERE RSS REE EE ee Number T506 MEN’S PERCALE SHIRT NECKBAND $8.75 We are giving you one more chance. 14 to 17; 14 Doz. Each Size to a Box. Daniel T. Patton & Compan Grand Rapids, Michigan - 59-63 Market Ave. N.W. The Mens Furnishing Goods House of Michigan SURE RESOEE REC RRP RES ERBERB ESB EEE Duweelle Human Hair Nets A Product of Unsurpassed Quality—With Greater Profits For You. Our Window Displays, Counter Cards, Wall Hangers and Display Cabinets are most attractive and impressive. They are creating sales for merchants everywhere. : Your profit is $1.20 per gross more in the sale of Duro Belle than in the sale of other advertised nets. : Buy Duro Belle and secure these dealer helps from your jobber and display them prominently. NATIONAL TRADING COMPANY 630 SO. WABASH AVE. CHICAGO, ILL. En eit a sit § a es sie tas nina oscars ay Pin itbelttedsouti DeeiaaSoe tiicaeansesae tin i Hebi seni y cari ca bi} ¥ * ceca ese p ap February 21, 1923 MICHIGAN TRADESMAN 27 NT API E OODS. Cambrics & Nainsooks. Childs Walsts. PRICES CURRE ON ST. DRY G ae ee = — 29 = Bho - ee i - 60 r e ee se ee “ oe i a a List prices corrected before going to. press, but not guaranteed 614 Glory, 60-22-2222 ss 98% )0 Mostin Waist 5 3G7 toes 0 against changes. ee Eh ene at cee Casha aecac r 'e Dress Goods. Comtortabiin, Indian Blankets & Bath Ticking. Fleece Union Suits, Heavy ----.. 7 00/2 Robe Blankets. Straw ‘lekine: 220s 17 ize .75 36 in. All Wool Storm Serge ~~... 44 in. All Wool Storm Serge ---... 97 650 in. All Wool Storm Serge ~---.. 1 20 French Serges proportionately, Danish Poplar Ot 42 Juilliards Novelty Checks & Plaids 1 85 64 in, All Wool Coating -_-_ 1 50@2 00 Linings. 30 in: Black Satine 222) 82 in. Wool Mixed Storm Serge -- my 8 36 in. Satine, black & colors sen BG im: Perealinge: o.oo 16% Windsor Cambric —----------------- 12 36 in. Radiant Charmeuse ~----.--. 481, White Goods. Indian Head. $3 in. Soft Finish 2.22... 5. -. 22 36 in. Soft Finish —_ 44 in. Soft Finish ae 64 in, Soft. Finish =. 38 All Linen Finish %c yard more. Ginghams and Wash Goods. 27 in. Platn Colors —-..------ sec were 27 in. Checks & Plaids ~.--_-_---~-- 17 32 in. Checks & Plaids ~_--------_. 194% 32 in. Checks & Plaids, better quality from —-~~----------._ 22144 @32% a2" in. Pisses: foo 35 = @45 6a /40 in. Voiles ~.---_---_._. 1AONe 40 in. Organdies, all colors ~-.-.... 32 in. Romper Cloth ~-_--...---- 23 27 in. Apron Ginghams -__-~- 12% @14 2 ih Oneviets 2 a 17 Plisse & Serp. Crepe -------- 20 Os ma a COR ao i, Mogras 2 32 in. Suitings, from ~-----.... Hingis 36 in. Chiffon, from ~---.--... 32 an 27.-in. Popuns o. 3. 36 in. Poplins, from —--------- aioe Percales. 36 in. 64x60 ~_-___ Lights 16 , Darks 17 36 in. 68x72 __.-__Lights 16%, Darks 17% 36 in, 80x80 __---_ Lights 21%, Darks 22% Crashes. 18 in. a Bleached ~---.------.-.... 22 18 in. P. Brown, ~.-~~-~-. 21 Other grades accordingly ‘and less less 10 16 in. Irish Imp. Br. Linen Crash 16 15 in. Bleache “Toweling .-.--.-. 06 17 in. Glass Toweling, Red Stripe _. 12 18 in. Absorbent Toweling ----. 16 16 in. Blea. Linen Crash, from 20 “to 25 Diaper Cloth. 18° cin; Med Star oo 1 35 20 in Red Star 22220 oe 1 45 a2. in. Red Star 03 1 55 24 in. Red Star i.00 2 oo 1 70 2th, See SCAR oo 1 85° Oamask. 64 in. Mercerized ~--__ - 62% 72 in. Mercerized ~_--_ - 12% 68 in. Mercerized -- 58 in. Bates or Imp. Hol. Red Dmk. 75 Pattern Cloth. 68x72 Mercerized ~-..-.._____-. 1 236 Larger sizes, good qual. from 2 2 50@3 oe Towels & Wash Cloths. Turkish Towels from $2.25@9.00 depend- ing = size and qu ality, and whether plain or’ fancy. Huck ‘Towels from ea r doz. depending on size and whether part linen, hems toned, etc. Wash Cloths from 45c per doz. to $1.50 depending on size and quality and whether plain or fancy. Bath Sets from 75c@$1.30 each. Draperies. $2 in. Crotonme 2. 16% Harmony Art Cretonne ~_-~--~----~- 25 Normandy Silkoline -----.------... 19% 36 in. Better Grades Cretonnes from 25c ooo fc on quality. -Scrim: fe from _-.. 104%@19% 36 in. *plain & Fancy Marquisettes from 164c@32%c, depending on quality. Curtain Nets from 25c@62%c, Gonenting on width and quality. Blankets. 45x72 Cotton Felted Blankets --.. 1 07% 50x72 Cotton Felted Blankets --.. 1 20 54x74 Cotton Felted Blankets ---. 155 60x76 Cotton Felted Blankets ---. 175 64x76 Cotton Felted Blankets ~_-- 1 85 68x80 Cotton Felted Blankets ---- 2 30 72x80 Cotton Felted Blankets --_- 2 50 Seconds about 5 to 10% less. Singles and Single 2nds yecoortonstey. 64x76 Barlan Heather Plaid ~_---- 72x80 Barlan Heather Plaid ------ 2 90 —- about 5 to 10% less. les and Single 2nds proportionately. 0x76 Plain Woolnaps ~~ _-..-----. 2 30 gene Plain Woolnaps -.--.---.-.. 2 55 66x80 Woolnap Plains ----.------- 3 35 72x84 Woolnap Boge ee ss 3 70 Seconds about 5 to 10% less cuts les and S "isd 2nds propottionately. vs Woolnap - pe sa aauccmrs 80 Woolnap Plaids —~--..-...... 2 65 He Woolnap pei ee ae age 3°70 72x84 Woolnap Plaids —_----.----- 415 Seconds about 5 to 10% 1 Singles and Single 2nds proportionately. = Blanket Comfortables -..... 2 5@ 6x80 Comfortables .. 3 10 Fo480 Comfortables .. 3 25 64x78 Comfortables: <_............ : = 66x80 ee a ces ene mn 66x84 Two in one ~~... -. 3 5008 18 72x90 Bath Robe. Bisnikets with Cords, Tassels & Frogs ---.---- 4 00 Crib Biankets. 90x40 Stitched . oc 72% 30x40 Sealloped — ~ Ih 36x50 Stitched —- 36x50 Scalloped -110 e6x50 Bound oe 1 40 Camp Blankets. Camp Blankets -........ --. 2 50 up Auto Robes. Auto Ropes 200 2 50 Woo! Blankets. 66x80 Wool Mixed ----.---.. 5 75@6 25 66x 80 All Wool ~-~...-----~.- 7 50@8 50 70x80 Wool Mixed -_-.--~.--- 50@7 50 70x80 All Wool -~----~------- 8 50@12 00 Comforts. Small — ee oe ea 22 50 Lareee sizes, r grades SOT 24 00@48 00 Sheets. 63x96 Pequot 2-2 15 95 63x99 Pequot — 17 35 72x90 Pequot —- 17 36 72x99 Pequot = 19 00 Six90 Pequot: 22 18 85 RIs99 “Pequot: 2 20 65 63x90 Pepperell ._.2.0 2.0 13 45 §3x99 Pepperell 22 14 71 [2x90 Pepperell. 15 50 joste® Pepperell 220 16 86 Sieve Pepperell 200 —~ 16 45 Sixes Popperel) ..0 0 18 01 TeR0e HOCK WOOd 22208 oe 15 25 12599 Lockwood. 8 16 69 81x90 Lockwood 22... .-. 16 75 8ix$9 Lockwood 2.22... 18 34 Cheap Seamless Sheets -....-_.--- 13 60 Cheap Seamed Sheets —-.-_._--___--- 9 00 Pillow Cades. 40506 FOGUOt 4 32 45580 Pequot 4 56 42n6 Pepperell) oo 3 90 45x06: Pepperell oo 414 42x36 Lockwood 20220 3 96 45x36 Lockwood —_......_._......,. -. 4 20 Cheap Pillow Cases --_-.--.----.-.- 2 25 Bedspreads. 72x84 Bedspreads —..-.-_--.--_--.. -- 1 50 Better qualities and larger sizes up to 5 00 Carpet Warp. White Peerless ee 50 Colors: Peerless oo gs 56 Olicioth. G54) White: oo 3 20 5-4 Meritas OW ite os — 3.70 5-4 Meritas Fancy ----.-----------.. 3.60 6-4. Meritas: White 2-20 4.70 6-4 Meritas Fancy ~--------.----.-. 4.60 Batts. 3 Ib. Quilted Cot. Batts _..__ 83 per batt 3 Ib. Plain Cotton t _... 75 per batt 8 oz. Small Cotton Batt -.10% per batt , oz. Small on Batt 4 R per batt 1 lb. Wool Batts ~....-.... 5 per batt 2 lb. Wool Batts ----. 2 60 per batt Wide Sheetings. 7-4 Pequot Bleached ~------..-.-.. 50 8-4 Pequot Bleached ~_.---.-.----- 55 9-4 Pequot Bleached ~--._--.-----. 60 10-4 Pequot Bleached ~---------.--- 65 7-4 Pequot Brown --- _-..---------. 44 8-4 Pequot Brown —__- ~~~ ------ 50 9-4 Pequot Brown __._~_~-----.--- 55 10-4 Pequot Brown __........_.._.... 60 7-4 Pepperell Bleached —_---__.-. 42 8-4 Pepperell Bleached — -.--..---- 47 9-4 Pepperell Bleached —~__..-_._ 52 10-4 Pepperell Bleached —___.--_--- 56 8-4 Pepperell Brown ~_-...------. 42 9-4 Pepperell Brown. ~_.-2--.--_-_. 47 10-4 Pepperel Brown -—-~.--~---____ 52 7-4 Lockwood Bleached —______-_-. 43 8-4 Lockwood Bleached —__.._____ 48 9-4 Lockwood Bleached —.__-.---_ 53 10-4 Lockwovd Bleached _-________ 58 8-4 Lockwood Brown —._~_..-_ __ 43 9-4 Tsockwood Brown __-.._.._.- 48 10-4 Lockwood Brown -__W_-___-__ 53 Tubings. 42 in, Pepperell 3 88 45 in, Vopnerell 2 ;31% 42: Tn. Peguot oe 36 45 in Pequet os eae 42 ny CaDOE 30 45 tn. Cabot 31% 4-4 Bleached Cottons. EiGHSOR le 2 a ee 20 Hope 17% Cabot 17% Fruit of the Loom —___________-_-__ 21 uto 17% Big Injor, 20 15 4-4 Brown Cottons. Black: Roch ig05 se 16 pale deed - Giant Cheaper Cottons ~.-----.---W.. a it%@i8 Feather Tickings from = 23.05 28%@30 Fancy Satine Tickings from... aa 36 in. Imp. Hol. Ticking ~-...-__ 37% Denim. 220 25 240 23 260 21% Prints. In Various colors —--.----- -...... ©11% Cheese Cloth. 36 in. Bleached Curity Gauze -~-._.. Better Grades -.-.__-. ae KOOsOIO Flags. Small Spearheads, ae. oe Larger sizes from 4x6 ft. to 10x16 ft. ranging from, each -— _.-... $2.00@8.00 : : eee Goods. 25 in. White Shaker _________.______ 12% 27 in. White & Twill. Shaker agit Cashmere Twill? oo 27 in. Light Outings —-..____.. 13% 27 in. Dark Outings -._-._.-.. 14 36 in. Light Outings —....-_... 16% 386 in. Dark Outings —--....... is Notions. s Si: SFO. 2 ee Kohinoor Snaps, ro. ee MitisnapS, ero. 2. 16 Satin Pad S G Garters, doz. _----- 2 00 Sampson fly swatters, doz. ..----.- 15 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., 166, per box -... 43 Brass Pins S. - 300, per box ---. 175 Brass Pins M. 300, per box -... 80 Coats ene esa: eee 69 Clarks M. BE. Thread, doz. —..-.--. 59 J. J. Clarks Thread, doz. -~-----.. 56 Belding Silk, 50 yd., Gem. 2.02 90 Cobro Silk net with Slaatte, gro. .. 4 50 Gainsborough Hair Nets Single Strand 80 Double Strand ---. Wolverine nets, gro. Arrow Net, gross __ mire: Belle, dog. 2 aoe ee 0 R. M. C. Crochet Cotton, per box 75 B-4 O. 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, 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. ---------. 4 50 President Suspenders, doz. ~_----- 4 50 President Suspenders, Ex. Heavy 6 00 DO wD dO 1 a o infants’ Hosiery. Cotton 1x1 Rib Hose ~___----_----- 1 00 Combed Yarn 1x1 Rib Hose ------ 1 85 Mercerized Lisle Hose, Cashmere Silkk Hl. & toe, 60% Wool Hose 4 ue Silk & Wool Hose ---.-_-.---.----. 6 12 Children’s Hosiery. : BS No. 1 Cotton Hose ---_--~--- 2 22% R. & F. 07 2 Thread 200 Needle, 3 Ibs. on 9 2 50/8 R. .10 F. .05 Misses 300 Needle Combed Yarn FIONG oer ee 2 25/7 10 F. .06 Misses Cot. 28 oz. Dou. cant) Hose _ c Misses Merc. 344 Needle Hoge” -- 3 85 re 10 F. .05 Ladies’ Cotton & Silk oar. 176 Needle Cotton Hose -_-- 220 Needle Cotton Hose -_---_---- 1 220 Nee. Co. Yarn, seam back Hose : 50 232 “Burson’’ rib top --..-----.-- 25 232 ‘‘Burson’”’ rib top, out size Hose 4 60 5620 “Burson” split sole Hose --.. 4 25 220 Needle Mercerized ...---- 4 00 Pmt. 100, lisle, hem top --- 460 Needle - full Mercerized ia Pmt. 11 - § 6 260 N’dle 18 in tie boot mock sm. 6 7 10 Strand 18 in. Boot Silk -....... 9 00 Ladies’ Full Fash., 42 Guage, all He ELORB 2 19 50 Ladies’ Fleeced & Wool. 220 needle, 2 Ib. combed yarn 2 2 200 needle, 2% Ib. comb. Pare hose 3 00 200 n’dle, 2% lb. O.S. comb. yn. hose : = 176 needle out size Hose .....--.... Men’s Hose. E. & F. Hose Cotton ~-_-----.---.-_- 1 50 aoe med. weight Cotton ~..... 1 * & D. Heavy Cotton Hose —----- 16 tie Needle Cotton Hose —___-------- 1 $s 200 Needle Combed Yarn Hose -_-- 2 15 200 needle full mercerized Hose -_.. 3 00 240 needle fibre plated Hose -~--... 4 75 Pure Thread Silk Hose ....--.-...... 6.00 Nelson’s Rockford socks, bdl. ~----- 1 50 Nelson’s Rockford socks, bdl. __--:. 1 70 Nelson’s Rockford socks, bdl. ~----- 1 90 ‘2% Ib. Wool Se eidg abana eaceemanes 3 26 3 Ib. Wool Sox -....----<--<--- 3 sas 1 Egypt Ribbed Union Suits a =" e “Hanes”’ No. 958 Ribbed U. S. —- a 0 Part Wool Union Suits, all sizes 12 0 50% Wool Union Suits ---..-.-.. 13 00 = Heavy Fleece Vests & Pants __ 3 00 ps Part Wool Vests & Pants _._. 5 50/16 Rise of .60 Spring. Boys’ 72x80 pin shee "i Ath. . S. 4 75 ‘“‘“Hanes’’ 756 & 856 72x80 oy eae Atheltic Sutton 6 12% Misses’ Underwear. Vellastic Vests & Pants eas 3 * is Heavy Fleeced Union Suits ~_..._ i § 50/8 A Med. Weight Fleeced Union Suits t 5 = /2 Part Wool Union Suits ------_- 13 - Rise Vellastic Fleece Union Suits .. 7 0072 Spel Rise .75 in Misses Gauze 12 cuit Union Suits .. 4 25 LSS1 ‘“‘Sealpax’’ Athletic Suits -... 8 50 Ladies’ Underwear. 7 lb. Brush Back Vest & Pants, nee Heavy Fleece Vest & Pants, Reg. 7 25 8 00 8 26 9 00 Wool Vests & Pants --.---.-_. Reg. 15 00 Ex. 16 60 Med. Wt. 8 lb. Ribbed U. S. --_Reg. 8 00 : Ex. 9 00 25 50 s 0 11 lb. Brush Back Union Suits, —< = x. 13. 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 ae 215 2 35 1x1 rib Tu. V. N. vests, lace tr. Reg. 2 25 Ex. 2 50 12 cut, lace & cuff knee Union Suit; Double Bx. 2020 ee 6 25 1x1 rib, band & bodice top lace union Suits 62 Reg. 00 Ex. 6 00 Men’s Underwear. Red Label Shirts & Drawers —__-. 9 50 Red Label Fleece Union Suits ~... 17 00 Black Label Shirts & Drawers -.-- 0 Black Label Fleece Union Suits —. 15 50 1658 Hanes U. S. 16 lb. cot. ribbed 13. a San. Fleeced Shirts & Drawers ____ 7 0 “Hanes” rib. shirts & drawers -_ 8 00 Wool Shirts & Drawers -...---... 14 00 San. Fleeced Union Suits __-___ 13 50 Heavy Ribbed Union Suits ~.... eas _ 50 Part Wool Union Suits ~ -----..... 6 00 Mer. & Wool Union Suits -..-__. 4 50 100% Wool Union Suits ~_____ 54 seer 00 Lawrence Shirts ery Drawn 7 00@7 = Bai viggan Shirts & Drawers _.. 4 2 Balbriggan Hcru Union Suits -. 8 00 Ribbed, Ecru Union Suits -.... - 8 75 64x80 pin check nainsook, Ath. S. 5 37% 72x80 pin check nains. Ath. — 6 25 Fancy striped nainsook —..- 8 00 B. V. D. Athletic Suits .. ~ 12 60 Fancy Strip Madris -_.. -- 9 00 Bathing Suits for Spring Delive Men’s all pure worsted, plain —-.._ 23 50 All pure worsted with chest pig 0@32 - Ladies pure worsted plain —...-... 25 0 Ladies all pure worsted striped and color combinations —~..--... 27 00 up Men’s Dress Furnishings. Slidewell Collars, linen —.-_-__. 1 60 lannel Night Shirts... <= 10 6 50@13 . “Linine’’ Collars, per box ~--.--.-__ “Challenge” cleanable, doz. .-...... 2 7 64x60 percale dress shirts -~_...... 8 00 68x72 percale dress shirts —.._.. 9 50 Fancy Madras Dress Shirts 13 50@21 00 Silk & Satin Stri. on good gr. 22 50@36 00 Men’s Work Furnishings. No. 220 Overalls or Jackets __16 ate 50 No. 240 Overalls or Jackets ~_.--_-- 5 00 No. 260 Overalls or Jackets ~_...-__ i3 50 Stiefels, 285, rope stripe, Wabash stripe Club or Spade overall or jacket, 2 seam triple stitched __ 16 50 Black sateen work shirts -. 10 50@12 00 Golden Rule work shirts ~_..______ —- oe Piece dyed work shirts -......___ Best Quality work shirts _.._9 noise. Boys’ Furnishings. Knickerbockers ~.-..-....___ 6 00@15 00 Mackinaws, each - Overalls, Brownies, etc. 6 50 Youths’ overall, 265 Weight __.___ 10 2 Coverall Heavy ar et 12 ve 5 68x72 Dress Shir Se 8 50 “Honor Bright’ ‘Stitels Wabash Stripe Romper, red trim ________ 9 00 “Honor Bright’ Khaki Romper, Eted = teins 50 “Honor Bright” Plain Blue ntoacls Hed: thi 8 50 Ladies’ Furnishings. Middy Blouses, red, green or navy Parker & Wilder, wool flan., ok 4 00 Tricollette Overblouses, each —..... 3 25 64x60 Percale aprons, hts 8 50 64x60 Percale aprons, nee aaa MICHIGAN TRADESMAN February 21, 1923 —_ — =. = -~ - “ ce BUTTER, EGGS 48» PROVISIONS = = S — ze = Perils and Profits of Packing Pickles. Thirty to thirty-five years ago the consumption of pickles in the United States was probably no more than 10 to 15 per cent. of what it is to-day. The grade of the pickles taken from the farmers was about the same, but the methods of salting has greatly im- proved and the percentage of loss is considerably less and the finished ar- ticles have improved wonderfully. In the old days—before the advent of the pure food laws—many added preserving and coloring agencies were employed. In addition to salt, vinegar, alum, sugar and spices, all of which are allowed, there was used such items as copperas, sulphurous acid, acetic acid, sugar, coloring, saccharine and other chemicals. In 1907 the use of such articles in the preparation of pickles was abruptly stopped. The United States now produces the finest pickles in the world. In the 80’s pickles were grown to some extent in Rhode Island, Massa- chusetts, Southern Oiho, Eastern Michigan, Northern Illinois, Eastern Minnesota and Western Iowa. The production in any of these sections at that time would not now be consider- ed as very large. In those days there was probably not more than thirty to forty pickle-salting stations in the country, where there is now consider- ably over one thousand. Pickle rais- ing has changed considerably. The most productive sections of those days have played out to a considerable ex- tent and new sections have had to be developed to take care of the increas- ed demand, and now we find most of our pickles coming from Michigan, Wisconsin and Indiana, with new sec- tions opening up, such as New Jersey, Mississippi, Louisiana, Colorado and’ California. Cucumber vines do not seem to pro- duce the same quantity of pickles— either in the old or new sections—that they used to. It was not unusual to find a station that would take in 50,- 000 bushels of cucumber pickles a year. Now a station that can keep an average of 10,000 bushels is con- sidered a valueable location. The cause for this decrease is dif- ficult to explain. It may be due to several reasons: Deterioration in the seed or the soil; or a disinclination on the part of the growers to give cucumber pickles the necessary care and attention they require. . Cucum- bers are necessarily a crop that must be planted by farmers who have small farms, with large families and plenty of help; the large grain or stock far- mer cannot devote the time to them. The acreage must be in small patches of from one-half acre to two acres in size, according to the help available for picking the cucumbers. The increased demand -and the in- creased cost of production ‘have natur- al‘y raised the price of green cucum- ber pickles considerably. In 1890 40c a bushel of fifty pounds, or 80c per 100 pounds, was the average price paid to the growers for pickles not exceed- ing 3% inches in-length and there were sections where pickles could be pro- cured at 30c per bushel. Fifteen cents per bushel, or 30c per 100 pounds, was the average price paid for a good run of large pickles and 10c per bushel, or 20c per 100 pounds,- was the aver- age price paid for “nubbins.” yy In those days pickles were usually raised close to the processing or fin- ishing plants, and there was either no freight to pay or a very low rate, often not exceeding 5c per 100 pounds. Pic- kles gradually advanced in price from 40c to 50c, to 60c, to 75c and then to $1, and they have been up as high as $1.50 per bushel. Freight rates have doub!led and trebled and sections have had to be developed where the freight is ten times what it was twenty-five to thirty years ago. The cost of erecting and maintain- ing pickle-salting stations has in- creased proportionately. It is now necessary to have five salting stations to get as many pickles as we used to receive from one. The money invest- ed and the help required to operate them have proportionately increased. The overhead of 10c per bushel has advanced to 50c; the cost of securing acreage has necessarily increased. The farmers seldom come to you to- day and ask for permission to plant a certain batch of pickles, or are will- ing to pay you a dollar a pound for the seed as they used to. Instead it is necessary to employ men with auto- mobiles to canvass the country and spend hours in talking and influencing the prospective grower to take the seed “free,” and get him just to promise to plant it; regardless of whether he ever does plant it, or even if he does plant it to pick the crop when it is ready. Now a bushel of pickles can be considered as worth or costing around $2 to $2.50—delivered —at the processing plant that used to cost 50c to 60c. The acreage in the United States for the ten years prior to 1921 gradually increased. The crop during that period was more or less uncertain, with ‘hardly a year up to what would Learn to Say— iLola Distributed By LEWELLYN & CO. WHOLESALE GROCERS GRAND RAPIDS DETROIT ONCE USED ALWAYS USED AT YOUR GROCER KENTSTORAGE COMPANY GRAND RAPIDS ~ BATTLE CREEK holesale Distributors “The Wholesome Spread for Bread” 1. VAN WESTENBRUGGE Carload Distributor GRAND RAPIDS MUSKEGON 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. THE TOLEDO PLATE & WINDOW GLASS COMPANY Mirrorse—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 Moseley Brothers GRAND RAPIDS, MICH. Jobbers of Farm Produce. MILLER MICHIGAN POTATO CoO. Wholesale Potatoes, Onions Correspondence Solicited W'Girand Wapide, Michiens Frank T. Miller, Sec’y and Treas. hele se February 21, 1923 have ‘been considered an average, and many of them no more than 25 to 40 per cent. of a normal yield. The by United States Department of Agri- culture’s annual report was obtained in 1921, there being a total of 63,220 acres.” In 1922, due to the adverse business conditions, the total was re- duced to 52,831 acres. The yield in 1921—possibly on the average for the ten preceding years— could be considered on a 200 per cent. basis. This unusual or abnormal year in pickle production turned out to be fortunate because the 80 per cent. of the 1921 acreage—planted in 1922— did not produce more than about 25 per cent. in 1922 as compared with the 1921 yield. The prices paid in 1921 were the maximum, being on the aver- age from $2 to $3 per 100 pounds for vat run, according to quatity, size and location of salting stations as regards freight. The prevailing prices in 1921 were: 70c to $1 per 100 pounds for large and 50c to 80c per 100 pounds for nubs. Because of the apparent overpro- duction in 1921 the prices were gen- -> erally reduced in 1922 to $1.50 to $2 for the same vat run, 50c to 70c for large and 40c to 50c for nubbins. Owing to the uncertain future and the uncertain crop most of the salters and packers are endeavoring to get their acreage this year on the same basis as last year. The method for securing acreage is a branch of the business each individu- al salter or packer must develop for himself. Acreage is secured some- times by personal contact, talks and arguments with the growers; either individually or collectively in meetings, and each time the virtues and advan- tages of growing pickles are explained. It is generally known and under- stood that you cannot hold a grower to his contract, but he can hold you to yours. For this reason it seems equitable that some clause should be inserted in your contract, or agree- ment, that would relieve you in the event of overproduction in the quanti- ty that you would be compelled to take and the price you should pay if adverse business conditions should prevail at the time of delivery. Care should be taken to avoid too much or-an overproduction. A large crop that cannot be financed or dis- tributed successfully by one company affects all; by a few companies it spells an unsuccessful year for all; by all companies it means ruin to all. F. A. Brown. ———_++>—____ How to Talk Bread Profit. If I were a Bread Saiesman and had a grocer on my route who objected to handling bread because, in his estima- tion, it offered insufficient profit, I would talk to him something like th's: “Mr. Grocer, do you realize there have been as many fortunes made in the grocery business as in other lines of merchandising? Well, there have been, and there will be. There are some men in every line of business, in- cluding the grocery business, who study out the underlying fundamental policy that is the foundation of profit. “The underlying policy and foun- dation of profit in the grocery busi- ness is turn over, There is no article MICHIGAN TRADESMAN that you handle that gets so rapid a turnover. There is no article that you handle that gets so rapid a turn- over, with so little invested and in- vested for so short a time, as bread. “If you invested $1 in any thing you sell and sold it at $2 you would make 100 per cent. profit and that would not be so bad, would it? But take bread for a better example of rapid turnover, little invested capital and short period of investment. Just figure this out with me. “To-day I sell you twelve loaves of bread at 8c per loaf for $1—roughly figuring. You sell the 12 loaves and have a profit of 24 cents. To-morrow you take the same dollar and buy 12 more loaves and again make °24 cents. You-understand you use the same dollar every day in the year and get a 24 per cent. return daily or we will say $1.50 per week which at the end of the year makes you $78.00. Now remember this accumulation of $78.00 has been made on the original investment of only $1 and the turn- over has made you a profit of very near 8,000 per cent—can you beat it? “Tf you could make that much profit by such rapid turn-over on every item in your stock you could be doing business—the same sales as you now have—with about one-tenth of the investment. This does not em- brace all the advantages of handling bread, however. Bread brings your customers in daily contact with your store, this is valuable because those who. would otherwise come in only occasionally for other articles. will when buying bread from you, get the habit of coming every day—and you know we are creatures of habit—and that would be a good habit for your customers to form for your sake. “Thus, bread brings far more profit to your store than the direct profit made on the bread sale. One more important thing, Mr. Grocer, remains to be said: ‘Unless you sell good bread the customer who comes once may not be enticed into coming again. Such a loaf as our Better Bread will bring customers back again and again, and by handling such a well known, well advertised loaf of high quality, always satisfying bread, you give your store a reputation for high quality in food stuff.” Fred D. Pfenig. —_+-<.—___ ’ Kronen Soap Wrappers. Swiss soap manufacturers have hit upon the happy expedient of using Austrian ten-kronen paper money as wrappers for their product. The con- stant fall of the Austrian crown has made it cheaper to wrap soaps in crowns than to print special wraps. In addition, the customer of specula- tive turn gets a premium in the shape of a ten-crown note, which may pos- sess future value. Weber Flour Mills Corp. Brands. Tea Table $7.90 Oven. Spring 22 ee 7.40 For Sale by “Yellow Kid” Bananas are a wholesome and delicious win- ter fruit that is inexpensive and very healthful. “A pound of Bananas is better than a pound of meat.” Vinkemulder Company Grand Rapids, Mich. Watson-Higgins Milling Co. NEW PERFECTION The best all purpose flour. RED ARROW The best bread flour. Look for the Perfection label on Pancake flour, Graham flour, Gran- uated meal, Buckwheat flour and Poultry feeds. Western Michigan’s Largest Feed Distributors. You Make Satisfied Customers when you sell *“SUNSHINE?”’ FLOUR Blended For Family Use The Quality Is Standard and the Price Reasonabie Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills : PLAINWELL, MICHIGAN M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables VAR PT. HURON MAKERS OF FANCY COOKIE CAKES AND CRACKERS LONG ISLAND SANDWICH—Our Specialty Samples sent on request. Phone—Melrose 6929 Detroit Branch 3705 St. Aubin Ave. re oi 4 S & Ne + x * oe oy : vi TRADESMAN. February 21, 1923 Show Cards Last Step in Successful Advertising. The shoe retailers is confronted with two great problems. The first is what to put on his shelves, and the second, which is just as great, is how to get it off the shelves. Buying to-day is a big problem. The other side of the problem is how to move the merchandise you buy. You have specialists. Some spec- ialize in women’s style; others in the juvenile style. So on in the adver- tising business which is just as broad. Advertising through the retail store window I believe is one of the most important angles of advertising to- day. I have for about fourteen years spec- ialized on window advertising—not window trimming, although I got my start trimming windows over sixteen years ago. Retail merchants to-day look upon their windows almost entirely from the standpoint of elegance and beauty. But they must also look upon them in the terms of sales. Are you buying newspaper space showing a few shoes, leaving everything to the imagination of the reader? You are saying some- thing about that merchandise because you must say something if you ex- pect to sell something. © The customer comes into your store, you take a shoe, hold it out in front of her, deaf and dumb? You don’t do it. No sane merchant would do it. You say something about that shoe and that is what the show card does in your window, it is a salesman and you have to have the salesmen to-day if you want to keep the front doors open. There are any number of ex- amples of show card advertising that I could bring out. I am going to point out just a few of them to you. The main point I want to bring out, one of the best places to do your talk- ing is the place you do your business. You are paying big rent for your store and the rent is based the same as the space that you are paying for in the newspaper. It is based on. circula- tion. Circulation is what you are pay- ing for in your store front and I be- lieve anyone will agree with me that about 85 per cent. of your rent, or close to it, is the face of your store. Now take advantage of this circu- lation in front of your store. Get peo- ple in front of your store, take advan- tage of those that are right there. The ‘great thing in advertising is to talk somebody into something, said in an understandable way. When you can talk something new, you can put over a suggestion, a point of sale for the copy on your show cards, you only have to bring this person about three or four steps before you close the sqle, That is the real secret of show card advertising. I am sold on all medjums of ad- vertising that are good, but I say, complete this little step. The show card is the last step on your ladder and you want to make it just as easy as possible to get them in the store after you spend hundreds of dollars to get them down to the store. What people stop and look at and what they buy are two different things. It is not the people who look who show on the cash register, it is those you sell. When I say show cards, I don’t mean a big slap-out sign, “Fire Sale,” or something like that. That is not show card advertising. Show card advertising has to be worked in the same way than any other advertising. You have to give care and the skill to the preparation of the copy, to the lay-outs of the card. Give them some- thing that is yours, that has your per- sonality behind it. That is the whole secret in show card advertising. I don’t mean sticking one card up in the window here, “Spring Styles.” It is taken for granted in spring that . they are spring styles. Say something about the spring styles. It is all well and good to use ‘price tickets, too, if your ideas are that way. You all realize that the greatest power in the world is words; whether they are written or spoken they’ve got to have a personality behind them. That is one thing about advertising copy. On your show card, have just enough copy to put over a thought in a clear concise way. Don’t try to make it tricky. Keep that in mind in your show card and all your advertising copy. Government statis- tics show that only 76 per cent. of the people in this country have ever pass- ed the sixth grade. If so, don’t use big words because that class of peo- ple have to read your card. Another point I want to bring out in selling prospective customers, don’t continually appeal to them about sell- ing them shoes. You know they only buy shoes: when they need them. You've got to sell them on the idea of comfort; on the idea of style, you’ve got to continually harp to them what is what and why they should have it. You can’t expect to put a nice new’ shoe up in the window and expect them to understand everything about it. Get them out and show it to them, but say something about them: That is the big thing that the show card will do.- It puts a voice in your win- dow. I am not talking with the idea of having you replace other advertising with the show card, I am saying get the missing link in there. The show card successfully bridges a gap on the desire you have created to buy in your other advertising and the opportunity to buy. That is what the show card does, backs up your other advertising. H. E. Pease. —--2-22 Your Windows and the Dull Season. There never was a time in the his- tory of merchandising when the show window was of greater importance than it is right now. For months buying conditions have been alto- gether abnormal. People are willing to buy but they want to be “shown” —the display man can “show” them— if he is given a chance. Now is the time to put all the pressure possible on show window display. The business that the shoe merchant will do between the first of the year until spring opening will de- pend to a great extent upon his show window and how it is handled. He will get from his window just what he put into it—no more or no less. The big idea is to make the window as attractive as it can possibly be made. To compel the passerby to stop and look at it, it must force at- tention and the shoes must appear at their very best. This is no time for showing shoes carelessly. Put the price on everything and make every- thing look better than its price. This is no time for skimping and counting pennies. Give the display man what he needs to make the most of his windows and he will justify the expenditure. The merchant who refuses at this time to spend enough to make his windows attractive is like the soldier who throws away his gun at the beginning of the battle—he might as well sur- render and be done with it. Buying really necéssary fixtures, decorations, and window equipment is a matter of spending money to make money. Of course no merchant can afford ex- travagance at any time, but he should at all times have the business sense to buy the thing he actually needs in his business. Don’t skimp on your windows now —they are your biggest trade asset. Spend enough to make them really efficient. Changing the entire appearance of a window from time to time is a sure way to get attention. No matter how handsome your permanent back- ground may be, it will pay to cover it up occasionally to give it an entirely different color effect. For example, if the regular back-ground is Amer- ican walnut or any other wood, it can be completely changed in appearance by covering it with some of the plain or figured fabrics that now can be had in great variety of color and pattern. People who have grown used to the usual back-ground may pass them by unnoticed but they can’t get by the window with its changed appearance without stopping for at least a brief inspection. It is unnec- essary to explain the psychology of this»-but it works, and the greater the change, the greater the results. Shoe displays that attract, and hav- ing attracted, sell, are needed now. S. Blumberg. Bertsch shoes and oxfords. Back of the Trademark This modern factory, housing an organization of skilled shoemakers, is back of the H-B trademark. Back of it also is a record of over 30 years of honest shoe values. More- over, back of it is the good will of thousands upon thou- sands of Michigan families, who know the satisfaction Herold-Bertsch shoes give. You Mr. Merchant, can cap- italize that good will by carrying a FULL line of Herold- HEROLD-BERTSCH, GRAND RAPIDS February 21, 1923 Tampering With the Rights of the People. Grandville, Feb. 20—Vast strides are made every year in our country along lines of improving the status of our people. Along educational lines, and in the matter of health and medication. I noticed not long ago an account in one of the daily papers of a man who was arrested and jailed because he refused to send his children to a distant central school after the rural school building not far from his home had been declared vacant for all time. The man had the interest of his chil- dren at heart. He disliked the risk of sending kiddies of kindergarten age to the central school with a mixed crowd aboard a bus. It was a risk and the parent had a God-given right to have the say as to how his little ones should be educated. That right of parental care of the little ones is being taken away from parents in the State of Michigan, caused by the incessant appeals made (not by farmers) but by clackers from outside towns who well know that centralized schools draw trade to their towns, regardless of the rights of parents in the premises. The greatest men of this Nation be- gan their educatioir in the now de- spised rural school and the advocates of the destruction of country district schools talk loud and long about the benefits to be derived from the central school system. Doubtless there are some “advantages, but for the child from five to eight this is nil. The place for the little ones is at the country school near home, not miles away at the big town building, far from home and friends. A parent who has an abiding love for his children will naturally shrink from seeing the little ones bundled into a big bus, wth strange boys and girls, and whirled away from the pa- ternal care, into town in search of an education that can best them nearer the home nest. This propaganda for centralized schools is a fad of the town, not of the. rural community. Farmers did not originate it, yet it is taking fast hold in some communities and will countless sweep all before it as has many other senseless and expensive fads along other lines of endeavor. We see assemblages of the mercan- tile community taking hold of this ‘centralized school idea, resoluting in its favor, when the fact is the regulat- ing of the school facilities for farmers is none of their business. There is danger running carryall loads of children across country to and from home and city. One has only to note the numerous accidents happening every day through auto- mobile carelessness to know that it is tempting fate to consign your little child to the care of strange drivers and to the-mercy of a promiscuous crowd. Little children certainly, under eight years, should have the close super- vision of their parents, and those par- ents should have the right to keep their tender little ones as near home as possible, not turning them over to - the tender mercy of auto drivers from nine to ten months in the year. I have always maintained that there was no argument for the saloon. I say to-day there is no argument for the centralization of country schools. There is a place for everything and everything in its place. The town merchants have a purely selfish motive in pleading the cause of such schools. Let not the farmer be deceived. © Another instance of interference with the inalienable rights of man came to my notice a few days ago. I think it was a school board that issued a manifesto that no. pupil should attend school who had not been inoculated with vaccine matter against danger from contracting small- pox. What do you think of that? Here is a family of seyera] healthy be taught: MICHIGAN TRADESMAN children of school age forbidden the privilege of school unless -they are subjected to the dangers of a blood poisoning disease. Out upon such arbitrary rulings. Had I a family of small children attending school. I should not acknowledge the right of any school or other board under the shining sun to dictate my management of those children. If it were Russia we might expect such tyranny, but here in free America, never. The dangers from vaccination are declar- ed by many physicians to be far great- er than from the disease against which it is used. Many have been ruined in health for life by vaccination. Certainly it is flying in the face of providence to thrust this vile vaccine matter into the young and healthy veins of our children. Trust the people and keep your powder dry. Old Timer. ——_2.22——— Wild Speculative Buying in Sugar Market. Trouble started early this week with the publication of a report by the De- partment of Commerce on sugar pro- duction and consumption which seem- ed to indicate that consumption this year would exceed output of the 1922- 23 crop by over 700,000 tons. The re- port was misinterpreted in many quar- ters and was played up in rather sen- sational manner by the newspapers. It was influential in bringing about an intense speculation in sugar with raws jumping one cent a pound. Followed hasty explanations by the Department which did not wholly succeed in mol- lifying the trade. The Department pointed out its figures really indi- cated a surplus at the end of the year of some 476,000 tons, taking into con- sideration the carryover of 1,203,000 tons from the previous crop. This surplus, however, is much smaller than that of the previous years and compares with an average pre-war Car- ryover of 750,000 tons. To add to the excitement a statement was issued by Messrs. Guma and Mejer, well-known Cuban statisticians, that the Cuban crop harvested last fall would fall short of their first estimates by several hundred thousand tons. This statement also has been at- tacked by other competent authorities, who maintain that the latest Cuban crop will be fully as large or larger than the crop of 1921-22. Last year the world’s consumption of sugar ex- ceeded all previous records. This was due in part at least to the exceedingly low prices prevailing during the greater part of the year and to re- plenishment of depleted stocks result- ing from the hand-to-mouth buying in 1921. The latter is supposed to have accounted for 500,000 tons. That consumption this year will equal that of the prévious year is a matter con- cerning which one man’s guess is as good as another’s, but the weight of opinion seems to be against it. At any rate, the sugar market has become a highly speculative affair and man observers profess ta see danger of a recurrence of the situation which Ask about our way BARLOW BROS. Grand Rapids, Mich. _ existed in 1920. In the spring of that year, it will be recalled, specula- tion boosted the price of sugar to un- heard of heights. The inevitable re- action ‘brought severe losses to all con- cerned. - The trade feels that a Gov- ernment crop estimate even when ac- curate, sometimes does more harm than gaod. —_—_~~-+>——___ Some New Price Data. In a recent bulletin the Bureau .of Labor Statistics has subjected its wholesale price data to a new arrange- ment so as to present a more repre- sentative grouping of various com- modities. For example, those food- stuffs which go from the farm to the consumer with little or no change in form are included in both the farm products and the food groups. When * 31 the general average of wholesale prices is computed, however, no ar- ticle is counted more than once. Un- der this system the Bureau has com- puted the index numbers of various commodity groups from 1820 to date. The number of commodities listed has been considerably enlarged since the first statistics were compiled, expand- ing from 192 in 1890 to 404 at present. The various commodities have also been reweighted in accordance with the census data of 1919. The Bureau has adopted the plan of revising its weighting every ten years, following each census. The new publication shows not only the index numbers for commodity groups, but also supplies the yearly average price of a large number of important commodities from 1890 to 1921 inclusive. Shoe Mfgs. and Tanners ~TUT-ANKH-AMEN | Dead for 3,000 years. Then bang!—Advertised—and all the world bawls for more news. If advertising can put life into a dead one, what can’t it do for a live one? Don’t be a TUT. Wake up now and let the world know you carry the best shoes made. Hirth-Krause Company’s grief defying ROUGE REX SHOES for wear and comfort style expressing, MORE MILE- AGE SHOES for dress. Send in your order Now and get set on speedier turn over and greater profits. Remember Tut HIRTH-KRAUSE COMPANY From hide to you. Lost and forgotten. Grand Rapids, Mich. surprise you. 211 Monroe Avenue : Attention, Country Merchants! AWNINGS—TENTS—COVERS Competition in Grand Rapids has lowered prices 20 to 30% less than they have been. We will extend to you the same prices and workman- shp that the city merchant has been getting. We offer and sell you real merchandise and guarantee satisfaction. How to measure your own awning correctly. First, measure the wall from 1 to 2, Second, measure the extension from 2 to 3, Third, measure the front from 3 to 4, and write down the figures in your order as shown. Tell us the Firm name you want on the curtain, add also. whether Pull Up or Roller Awning. Remember a 2c stamp will bring you samples and prices that will GRAND RAPIDS AWNING & TENT COMPANY Grand Rapids, Mich. grant bereits feaeindinb mane MICHIGAN TRADESMAN Gabby Gleanings From Grand Rapids. Grand Rapids, Feb. 20—Leonard Mathey, of Chicago, is now district sales manager for the Peerleess Yeast Co., of Union City. After reading a paragraph from Hargrave’s sales talks in the Sampie Case, one day last week, Mr. Mathey said he closed the biggest deal in over a month. It all happened in less than an hour. When evening came he mailed a dollar for one year’s subscription to the official organ of the U Hargrave says he cae know who coined the statement that. “Salesmen were born, not made,” but he’s sure it was someone who was looking for a plausible excuse for his failure. Then he goes on to say, “Push out your third vest button.” It is really funny how you can push out that third vest button without getting ‘ ‘chesty.” Got to do it with fresh air; cigaret fumes won't work. _Here’s some more good stuff from Hargrave: “The faiiure in life seldom ever blames himself—the world’s hand has been against him, he claims.” “Yellow curs keep close to the well- trodden paths;” It is the thorough- bred among salesmen who get the business and the cur who gets the gate.” Saiesmen traveling from Grand Rap- ids all have the same story: “Business is very good in all lines and prices are advancing slightly.” Wire advanced 10 per cent. last week, while several items in heavy iron climbed 12 per cent. and some few to 15. There’s oftimes comedy stuff in committee work. Saturday when the U. C. T. banquet committee met. Cap- tain Burgess, the general ‘chairman gave the members their final instruc- tions something like this: “Now, Dan you do this; and John, you do that; Walter and Sam will do so-and-so.” Whereupon Dolson, on decorations, enquired: “Oh, but Captain; what are you going to do?” “I am to see that each of you do your full duty,” was the quick reply. Members of the You-See-Tee Club have suddenly taken to bringing prizes into the meetings. The Wood- house representative has donated cigars and so has the hired man for Tunis Johnson. Flour, candy, gum, preserves, bread and hams have been given by salesmen from their several lines: ‘Gus Kaser, feeling it was his turn, asked John Martin, chairman of amusements, if he thought the guests would like some of his pilis next Sat- urday. John Berg, representing Pitkin & Brooks, is again making his territory after spending what he supposed was the winter months in California. Every member of Grand. Rapids Council will receive a postal card dur- ing the coming week, which he is-ex- pected to fill out and return prompily. ‘Failure to do so may cost the organ- ization money. It may mean, too, that some dear little wife, who has stoked the furnace for six days and kept the home fires burning may lose her place at the banquet table. That might mean trouble; anyway, ‘the committee hopes so. *~ City Manager, Fred H. Locke, ad- dressed the You-See-Tea Club mem- bers and their guests at the Pantlind Especially is . this true of iron and steel products. Hotel Saturday at the noon-day lunch- eon on the subject of new traffic laws for Grand Rapids. Mr. Locke has the rare faculty of being able to convey a multitude of thoughts in very few words. His listeners were so well pleased that he was elected to honor- ary membership in the Club by a ris- ing vote. Miss Lorraine Peters gave two violin selections and was present- ed with a large box of candy. Next Saturday a number of vocal selections will be rendered by Mrs. Bessie Wol- ford with Miss Esther Martin ac- companist. There will be no regular speaker for the occasion. John Rip- pinger has asked the pleasure of pre- senting one of Wilson & Company’s famous hams to the most popular lady present. Any commercial traveler in Grand Rapids next Saturday is wel- come to the luncheon at 12:45 in the Rotary Club Rooms of the Pantlind. Grand Counsellor H. D. Bullen, of Lansing, and Grand Secretary Maurice Heuman, of Jackson, will take part in the annual ceremonies of Grand Rap- ids Council U. C. T. on March 3. J. H. Millar, the candy salesman, Was a near eye witness Wednesday when Dr. Oterheld, of Ovid, was killed by a Grand:Trunk.train at Shep- ardsville. In a blinding snow storm, with a big freight engine sidetracked and blowing off steam, as most engines do, the doctor stepped right in front of a West-bound passenger +train. Salesmanship is not the art of en- tertaining. Back in ancient times the good “mixer” was successful and much sought after, but he has been slipping ever since the year of 1 B. D. (meaning Bone Dry.) Outlining a selling campaign for your customer is more interesting to him than the latest “smutty” story. The latter may get a smile, but the former gets repeat orders. One writer says “The besetting sin, as I view it, of a majority of commer- cial travelers is over-estimating them- selves.” Pray, what does he mean, anyway? A successful salesman must have a thorough knowledge of his line and a pretty good opinion of himself in order to command respect and gain the confidence of his customers. Fred H. Locke was formerly a sales- man. Now he is a Manager of a thirty million dollar corporation, with -150,- 000 stockholders, a great many of whom call up every day or so to tell him how he should conduct his busi- ness. As City Manager, Fred’s busi- ness is not to make money for the stockholders, but to save it. The advertising man for Morris & Company, the big meat packers of Chicago, is a great believer in the power of: suggestion. Recently he “worked” the head waiter in a large Chicago restaurant: to place a copy of the Saturday Evening Post on the front table, opened to show. a double page advertisement of Morris hams. Later he visited the kitchen and learned that over 200 people had or- dered ham and eggs for their evening meal. Traveiing salesmen are observing fellows and some of. their experiences are amusing if not exasperating. One Grand Rapids man says he has a cus- tomer with a hobby for removing pencil marks from pin- -tickets, so that they may be used again. These same pin-tickets are sold in small lots for 50 cents per thousand. Another says he ~ has ‘been kept waiting for five minutes while the country merchant removes an uncancelled postage stamp from a return envelope. Mrs. A. F. Rockwell has returned from Howell, where she was called by iilness. Her brother’s family were all sick at one time, three with scarlet fever and two with the: “flu’—and no help to be had. “Rocky” went along and amused himself by milking six cows, night and morning, feeding forty head of hogs and caring for a dozen horses in addition to numerous odd jobs incident to life on the farm in dead of winter. Thomas Ford has taken on a side line in the shape of a newly patented rake which collapses on the backward motion, thus removing the leaves and sticks which otherwise have to be re- moved by hand. The device is so novel and practical that every dealer who is approached by Mr. Ford buys from one to ten dozen on sight. A solicitous creature, who knew that the line was popular, approached Dan Viergever at the Saturday You-See- Tea luncheon and enquired if he hadn’t found it rather hard to keep up the sales of Van Dam cigars, to which Dan replied: “Great. gawbs, man! Grand Rapids is only beginning to appreciate Van Dams. Here, try one of the new two-for-a-quarter and tell me where you can get a better one for the price.” Walter. D. Murphy, of Columbus, Supreme Secretary of the United Com- mercial Travelers and three other Su- preme and State officers will visit Grand Rapids Council on Saturday, March 3. They will be the guests of honor at the annual banquet in the Pantlind, but it is understood that no “shop” ta’k goes. All business will be wound up during the day. By the way, work begins at 9:30 that morn- ing in the U. C. T. Council chamber. One of the largest classes in the his- tory of Grand Rapids Council will be initiated into the mysteries of frater- nalism. The dear public was kept blissfully ignorant of a near coal famine in Grand Rapids last week. Breen & Halladay and other large dealers had teams out until long after dark deliv- ering fuel in 100 pound lots to tide folks over Sunday. Sufficient coal to meet immediate necessities arrived Lansing’s New Fire Proof HOTEL ROOSEVELT Opposite North Side State Capitol on Seymour Avenue 250 Outside Rooms, Rates $1.50 up, with Bath $2.50 up. Cafeteria in Connection. 139-141 Me Lar aT) HAND RAPIDS * February 21, 1923 Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well ventilated. A good place to stop. American - plan. able. WILL F. JENKINS, Manager. Rates reason- Beach’s Restaurant Four deors from Tradesman office QUALITY THE BEST Witten ate ao dt One half block fas¢ of the Union Station GRAND RAPIDS NICH CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES { $75) up with bath CAFETERIA IN CONNECTION OCCIDENTAL HOTEL FIRE PROOF : CENTRALLY LOCATED Rates $i.50 and up EDWARD R, SWETT, Mar. Muskegon i=2 Michigan HOTEL WHITCOMB St. Joseph, Mich. European Plan Headquarters for Commercial Men ~ making the Twin Cities of ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor- ated throughout. Cafe and Cafeteria in connection where the best of food is ob- tained at moderate prices, Rooms with running water _ 50, with private tollet $1.75 and $2.00, with private bath $2.50 and 33. 00. J. T. TOWNSEND, Manager CUSHMAN HOTEL PETOSKEY, MICHIGAN The best is none too good for a tired Commercia! Traveler. Try the CUSHMAN on your next trip and you will feel right at home. HOTEL Rates $2 with Lavatory and Toilet GRAND RAPIDS NEWEST HOTEL 350 Roorms—350 Servidors—250 Baths HOLDEN HOTEL CO., C. L. Holden, Mgr. ROWE $2.50 with Private Bath 3 Short Blocks from Union Depot and Business Center HOTEL BROWNING MOST MODERN CONSTRUCTION IN GRAND RAPIDS ROOMS with Duplex Bath $2.00; With Private Bath $2.50 or $3.00 Rooms $2.00 and up. The Center of Social and Business Activities THE PANTLIND HOTEL Everything that a Modern Hotel should be. With Bath $2.50 and up. 4 3 q east ee Aan ROI mk sity SN NOS, February 21, 1923 Saturday, but owing to*heavy snow it could not be handled until Monday morning. ‘Hereafter, when using the word “service,” it might be well to mention coal dealers are near the top, in spite of all the nasty things folks have been saying of them. K. A. Simon has engaged in the drug business at 903 Lansive avenue, Jackson. The stock, fixtures and fountain were furnished by the Hazel- tine & Perkins Drug Co. Mr. Simon was for many years clerk for H. M. Dean & Co., druggists at Niles. L. W. Van Dusen, grocer at 602 East Kalamazoo avenue, Lansing, has added a line of drugs. The stock, fixtures and fountain were furnished by the Hazeltine & Perkins Drug Co. Mr. A. G. Kaser, who has been seri- ously ill for the past two weeks, is improving. . C. Payette, manager of the Woodhouse Co., left last week for Hamilton, Bermuda, accompanied by his wife. They expect to remain about a month. The Grand Rapids Furniture Co. has secured a Supreme Court injunc- tion against the Grand Rapids Furni- ture Shops, prohibiting the use of that name because of its similarity to the first named corporation. The injunc- was obtained by Travis, Merrick, Warner & Johnson, attorneys for the plaintiff and appellant. Ed. Fuller, of the firm of Hubbard & Fuller, retail druggists at Green- ville, succeeds the late William F. Griffith as Central Michigan travel- ing representative for Farrand, Will- iams & Clark, of Detroit. Mr. Fuller will continue to reside in Greenville. Wesley G. Van Ness, who _ has clerked several years for the Conklin Drug Co., Jackson, has engaged in business on his own account at 138 Francis street, Jackson. The fixtures, furniture and stock were supplied by the Hazeltine & Perkins Drug Co. _James L. Benjamin, of the Benja- min store, Monroe avenue and Cres- cent street, has sold his interests in that establishment preparatory to opening a stock of clothing and fur- nishings goods on West Leonard street. Mr. Benjamin has also sold his home on James avénue to a Mr. Van Antwerp, of Rockford, who was formerly engaged in the printing and publishing business at that place. Mr. Benjamin has also purchased a home on Benjamin avenue, which he will occupy in the near future. The reduction of 20 per cent. in mileage rates, ordered by the Inter- state Commerce Commission, is hail- ed with delight by everyone in any- way connected with the business life of the Nation, and, especially of the Pacific Coast, who have so much territory to cover. There is no branch of business that ought not to immediately feel the impetus of re- vived business as this ruling goes into effect, for it means thousands more of men on the road and millions of add- ed business as the result. This rate cut means $60,000,000 released to multiply in the markets of the Na- tion’s business. To the real thinkers of the financial realm it appears that every dollar of this great savir~ will revert to the railroads in the vastly increased aggressive policy of those commercial houses which will reach out for more business. Credit for the passage of the ruling goes to the united efforts of all associations of commercial travelers, which, com- bined, have a membership of 912,000 traveling salesmen. It is interesting that the bill was introduced in the House by Congressman Julius Kahn, of California. It passed both houses unanimously, the only bill to be so strccessful during the last session. It became Federal Law when it was s'gned by President Harding on Au- pst 18, 1922. And under. the ruling cf the Interstate Commerce Com- merce Commission announced Feb. 1, hecomes effective on and after March 15, 1923. Real rejuvenation in busi- “ness is March 15. MICHIGAN TRADESMAN Through the courtesy of John H. Millar, the gabby scribe is in receipt of a program printed just twenty years ago. It is of the annual U. C. T. banquet and consists of sixteen pages filled with cartoons and comic stuff. Among other things the follow- ing is still good in these days of jazz hounds, lounge lizards. ‘Man that is born of woman is but of a few days and full of microbes. The moment he hits the earth he starts for the grave, and the longer’ he travels the faster he goes. His visible reward for long days of labor and nights of walking the floor with teeth- ing baby is an epitaph he can’t read and a tombstone he doesn’t want. In the first of the seven ages of man he is licked, in the last he is neglected and in all others he is a target for the lying, meddlesome mischiefmaker, a woman who won’t tend to her own business. If he does not marry his first love he’ll always wish he had, and if he does he’ll always wish he hadn’t. Yet no man ever follows free- dom’s flag for patriotism (and a pen- sion) with half the enthusiasm that he will female beauty. He will brave the lion in his den, face the booming can- non, tread the ocean foam beneath his feet, and yet will tremble like a half- frozen, egg-sucking dog when called to account by his wife for his cussed- ness.” Twenty candidates were in- itiated at that meeting just twenty years ago and the total membership in Grand Rapids Council was 209. A scattering few of those old timers still remain as active members. Some have long since gone into different lines and others to distant lands, but the great majority of those merry- makers, just twenty years ago, have passed on to their reward and are re- membered only by their good deeds while among us some twenty years ago. John B. Olney. so-so Pen Pickings in Michigan. Lansing, Feb. 20—A recent visit to Detroit Council, No. 9, recalled the fact that there are some interesting as well as creditable features connected with it. Past Senior Counselor Hitchings is once more filling the Senior Coun- selor’s chair in his usual diplomatic and praiseworthy manner. Secretary Treasurer Marks has had charge of the finances “since Towser was a pup” and the comparatively few suspen- sions recorded indicates that he knows how to collect and, when necessary, he can confer the degree of the order in a creditable manner. They have a Past Counselor who has not forgotten the charge of his office or the obliga- tion which every counselor is sup- posed to remember. They have several charter members who attend the meetings regularly re- gardless of their advanced age or the inclement weather. John A. Murray looks, acts and says he feels as young as he did in the nineties and still re- tains an active interest. The broad shouldered and_ still broader minded Mike Howran, who was a charter member of this Coun- cil, later shifting his membership to Cadillac Council, occasionally visits his parent council and assists the or- der at large by passing out some wholesome advice, as well as enter- taining in his genial way, by recount- ing some of the practical jokes which oldtimers were in the habit of spring- ing upon each other in days gone by. In speaking of Mike, let’s mention the fact that he has been a member of the order for thirty years, and, while some silvery locks adorn his noble brow, yet there are strong in- dications that he will still be a mem- ber of the order thirty years hence. The “Smiling Sunny” Jim Golding, formerly of Grard Rapids, then Lud- .- ington and finally Detroit is still ac- tive in the order, as is evidenced by the number of applicatiors for mem- bership which bears his signature. Jim hasn’t changed a bit in the last ten years except that he now admits that he owns the best mother-in-law in the State of Michigan. Being well acquainted with our own, and unac- quainted with his, we are inclined to question his claim to this distinction, but we are diplomatic enough not to argue the subject. A brother Spencer, of Council No. 296, Greensboro, N. C., was a welcome visitor at Detroit, No. 9, last Satur- day night. Brother Spencer is an- other of those who live in two grips and a Pullman car a greater portion of three to six months at a time and has found that when once the practice of visiting other councils is started, it becomes a source of pleasure rather than hardship and that both visitor and the various councils with which he comes in contact profit thereby. His remarks were greatly appreciated and I wonder sometimes why others of the craft do not avail themselves of every opportunity for such friend- ly visits. H. DB. ——-->-+ + ___ Cadillac Food Dealers Broaden Their Organization. Cadillac, Feb. 20—A real fellowship meeting of the Cadillac food dealers was a notable event in the life of the Cadillac Merchants Association on the evening of Feb. 7. The get-together took place as an extra special commencing with a ban- quet at 7 p. m. at the Hotel McKin- non which was attended only by those who deal in foods of various kinds at wholesale or retail. J. D. Widgren, as chairman of the special committee on arrangements, presided, while Ray E. Johnston acted as secretary. The chairman, in opening the meet- ing, stated the apparent need of closer action of a co-operative nature amongst all dealers in foods and that a broader association comprising all the lines would enable each line to accomplish in greater degree meas- ures that would be more _ beneficial than was true when each acted in- dependent!y and as the wholesale deal- er in fruits, vegetables, etc., the whole- sale dealer in flour, sugar, etc., the wholesale dealer in groceries and meats, as well as the wholesale dealer in baked goods were intimately as- sociated with the retail dealer of these foodstuffs, it was not only practical but advisable that an organization be broad enough to include in its mem- bership all the lines enumerated. He offered as a suggestion that the name of the association be changed to such a one as would include all the lines and in as few words as possible. On motion, a committee was . Why Salmon Are Scarce. New York, Feb. 19—I note you tre- quently refer to the shortage of sal- mon. May I take up a few minutes of your time to explain that the sit- uation is no puzzle, unless you wish to infer that the politics mixed up witt the situation makes the puzzle. If you desire a chicken for the table, do you take a setting hen from off the nest? I think not! Most com- mercial fishermen are doing that very thing. The salmon go up the rivers to spawn, and the commercial fisher- men do not give them time to spawn; in, fact, don’t even give them time to get up the river. Sometimes even before they come in sight of the mouth of the river they are captured. Can you imagine a farmer sitting on the fence whistling cheerfully and year after year taking quantities of potatoes out of a field he has never planted? The commercial fishermen in their greed have caused this shortage of fish. Sportsmen and conservationists who know the situation have been for years trying to have sane laws passed. The commercial fishermen maintain a lobby (for absolute proof I refer you to their official organ, Fishing Ga- zette, Feb. issue, page 18, which has always in committee hearings wept doleful tears because the sportsmen wanted all the fish preserved for their pleasure in catching. That, or some- thing else, loosened up the contem- plated restrictions and burrowed un- der the skins of the lawmakers. The Pacific salmon fishermen have all been digging potatoes out of the same field for years and never re- planting, Jim trying to go Sam one better on his output, never trusting each other with a gentlemen’s agree- ment between them to slow up or to listen to the advice of conservationists and sportsmen who knew and realized the situation. Now conditions have become so bad they turn to Congress for controlling laws to cover all hands, which will probably be obeyed to a certain extent. Commercial fishermen always speak of themselves as producers. Candidly, do you think taking a fish out of wa- ter produces him? I don’t think so. The Government maintains hatcheries, principally the commercial fisherman benefits, and always he is crying for something more to help him to an easy living. Go over the market prices of fish for the last few years and figure out what they are going to cost ten years from now. Ask yourself why this tre- mendous increase in price. And yet commercial fishermen say that their fishing increases the fish. Can you tell me how nineteen tons of weakfish caught off the Jersey coast in two days in one trap—each and every fish just ready to spawn—helps fishing? This commercial fishing business has a parallel in our depleted forests. Fish and lumber are absolutely nec- essary to our needs, but why not try to control intelligently the corpora- tions that steal from nature and never replace, who forget everyhing but their swelling bank accounts? Remember, canned salmon _ don’t spawn. Hy. S. Watson, Editor Field and Stream. Times change; methods change; products change; but-the ideals that guide a sound business never change. a 2 a ‘ = Ey ah Eras he ADs hoon MICHIGAN TRADESMAN February 21, 1923 3 3 I Mich. State Pharmaceutical Ass’n. epee Serge H. Grommet, De- troi Serine i: ¥.. Middleton, Granl Rapids. Treasurer—E. E. Faulkner, Middleville. Executive Committee—J. A. Skinner, D. D. Alton and A. J. Miller. Michigan Board of Pharmacy. President—James E. Way, Jackson. Vice - President — Jacob C. Dykema, Grand Rapids. Secretary—H. H. Hoffman, Lansing. J. A. Skinner, Cedar Springs. Oscar W. Gorenflo, Detroit. Claude C. Jones, Battle Creek. ‘Director of Drugs and Drug Stores— H. H. Hoffman, Lansing. Examination Session—Grand Rapids, March 20, 21 and 22. Claude C. Jones New Member of Board of Pharmacy. Muskegon, Feb. 20—At the exam- ination held by the Michigan Board of Pharmacy, in Detroit, Jan. 16 to 18, thee were sixty-nine candidates, forty of whom were successful, as follows: Registered Pharmacist. Victor L. S. Bechtold, Bellaire. John S. Bellon, Detroit. Edgar R. Brown, Detroit. Verne E. Brown, Detroit. Emmert R. Dietz, Detroit. Homer A. Doty, Traverse City. Nate Ekelman, Detroit. John E. Feighner, Lansing. Earl H. Fields, Grand Ledge. R .R. Freedlander, Detroit. Ward H. Green, Detroit. Linton B. Grover, Detroit. Lucius C. Gould, St. Charles. Cyril B. Kiehle, Detroit. Ardis Jean Kennedy, Ferndalé H..G. Morgenthaler, Nashville. Geo. B. McClellan, Detroit. Cornelius Osinga, Detroit. Ciarence F. Ramsay, Detroit. Earl J. Reves, Detroit. L. J. Richwine, Detroit. Harry A. Kwiker, Detroit. Schermerhorn, Miss M. A. Bangor. Ernest J. Sachse, Detroit. Ray J. VanWagoner, Oxford. Bert D. Weyant, Toledo, Ohio. Assistant Pharmacist. Herbert Boldt, Detroit. Floyd Halladay, Detroit. Lyle E. Heavner, Detroit. Alfred A. Koffman, Detroit. Joseph J. McDonnell, Detroit. Ida H. Protasiewicz, Detroit. Cecil Potashnik, Detroit. Jacob Schneider, Detroit. Herbert L. Scott, Detroit. Richard P. Scott, Detroit. Rudoiph J. Tyrna, Detroit. Harry L. Voight, Detroit. A. J. Wetz‘er, Detroit. Ernest M. Lampkins, Detroit. Lawrence E. Pardington, Detroit. The next meeting of the Board of Pharmacy for examinations will be held at the Elks’ Temple, Grand Rap- ids, March 20, 21 and 22, 1923. All ap- plications should be sent to H. H. Hoffman, Director, State Office build- ing, Lansing. I am enclosing my last contribution to your columns as Secretary of the Michigan Board of Pharmacy. My term of office as a member expired Dec. 31, but my successor, Claude C. Jones, was not appointed unti! the present month, so I have been_hold- ing on until the work connected with the examination held in January was finished. I have expressed my thanks to you in the past for the very good service _you have always rendered in granting us the use of all the space we requir- ed for our notices and reports, and for the many courtesies which you have from time to time extended to the Board and myself. I have had no reason for changing anything I have said along this line and I wish to add at this time that both the Board and myself, personally, have appreciated the favors you have given us and have mentioned the matter at our meetings on various occasions. Charles S. Koon, Sec’y. ——_>--+>—___ Service Drug Clerks Banquet.- Grand Rapids, Feb. 20—On Thurs- day, Feb. 15, the proprietors of the Grand Rapids Service drug. stores were hosts to their clerks in a ban- quet at the Elks Temple. In order that ail the clerks could attend, all Service drug stores were closed at 9 p. m. and the supper was served at 9:30. Orville Hoxie, President of the Organization, introduced John G. Steketee as Toastmaster. Clifford Warner gave a very interesting chalk talk, cartooning several of the mem- bers present. John G. Batchelder spoke on the “Relationship of the Proprietor to the Clerk from the Pro- prietors’ Standpoint.” Ed. Plumber spoke on the “Relationship of the Pro- prietor to the Clerk from the Clerks’ Standpoint.” J. A. Skinner, of the Board of Pharmacy spoke on the “State Board and the Candidate.” Louis V. Middleton, Secretary of the Michigan State Pharmaceutical As- sociation, spoke on the “Drug Clerk and His State Association,” and Charies R. Foster, of Battle Creek, gave several readings. The speeches were interspersed with several dialect stories by Clarence Hoxie. It was pre-arranged that no two proprietors could sit next to each other, nor any proprietor sit next to his clerks, thereby thoroughly mixing the crowd. The banquet was voted a success and it was resolved to hold one annually. The 1923 convention of the Michi- gan State Pharmaceutical Association will be held in Grand Rapids. On March 9, the committees of the Michi- gan Pharmaceutical Association, the Michigan Pharmaceutical Travelers Association, and the Kent County Re- tail Druggists Association will meet to set the date of the convention and make such other arrangements as can be made at this time. The Kent County Retail Druggists Association will hold its annual elec- tion of officers March 5 D. S. Koon, of Hancock, deserves the credit of remembering the Michi- gan State Pharmaceutical Association, even in the hour of his adversity. Mr. Koon wrote a check to the M. S. P. A. for his annual dues and the store was visited by fire before the check was mailed. Mr. Koon’s first thought was to write the Secretary to see if the check reached him or was destroyed in the fire. It is related of a certain Michigan druggist that he had his son add up his inventory each year, a task that the son really did not relish. During the year 1922, the druggist became the proud possessor of a new fang’ed add- ing machine. Whereupon the young man asked his father, “You are not going to add up your mayentory this year by hand, are you pa? ~out windows. The Advectinins Value of Show Win- dows. Small dealeres in various lines are prone to think that the man with more capital has all the best of it. “He can afford to advertise, and I can’t,” they sometimes say. Any business man can do some good advertising. There was never yet a store built with- Windows have an ad- vertising value. Consider them in that light. Consider the department stores. You must have noticed how carefully they trim their windows and how season- able are the goods they show. The department store man does not set a refrigerator, a roll of carpet, and an oil stove in his window at one and the same time, backing up the display with whatever stuff is nearest at hand. He shows oil stoves in coid weather and hammocks in hot weather. This is simple enough, but it is often vio- lated. Now, take garden seeds. We may start showing them in February and keep up the display until June, chang- ing the trim from time to time, of course. March, April and May are probably the best months. People are prone to start late. Better late than never will apply to this proposi- tion. Suppose you have a shallow box made, paint it green, fill it with rich earth, and sow some grass seeds. This may be done under the sash of a hot bed, or even in a window where you get plenty of sunshine. When the grass comes up you have a little portable lawn. It looks very attractive, especially if the ground is still frost bound outside. Place this portable lawn in a show window and surround it with boxes of grass seed. You now have an exhibition with some punch to it. It has advertising value. Every man who sees that win- dow trim thinks of his own lawn, or of the bare spot where he knows he ought to have some greensward. Your chances for selling him some grass seed are greatly improved. Show a box of tulips in the window. The goods that go with it are tulip bulbs. The actual flowers will have their effect, particularly if they are blooming early. If you don’t care to raise tulips, or lack the facilities, bor- row some from the nearest florist. If you don’t care to borrow, rent some growing flowers. If he won’t rent, buy them. There’s always a way. How welcome are jonqui!s and daffodils in the spring-time. Outside ice may be on the ground, but here in the win- dow we have an exhibition of early flowers. Is it pleasing? Of course it is. Place a box of jonquils in the cen- ter of the window. Then pile pack- ages of flower seeds all around it. Your exhibition has some point to it. It has advertising value. “If he can grow such pretty flowers, so can I,” says the customer to him- self. The window trim is dainty and timely. And so the goods on sale begin to move. To start with, show windows must be immaculate. A neat flooring is helpful. It often pays to put in a hardwood flooring. There are linoleum patterns which reperesent parquetry flooring and look the part very well. Get a good flooring and have the window scrupu- lously clean—there’s half the battle. A window piled with miscelianeous articles which remain there week after week and gather dust, is not going to do a store any good. The window still has advertising power, but the resulting advertising is injurious. Shellac Bloache: 1 Ofal 20 que -powd.. = 30 test, Salts, less 4 tor e Fixt Tragacanth, pw. 1 10@1 ee nger, African, @ 30 Flake. powdered 49 ‘6 we z OS a ures a a := 2 50 Gearr. Taritcn 55@ 60 Formaldehyde, a 15 po Remember w ee eee eee ao Ginseware! Py 306 50 : oo 30 wde , ware, less Detroit, for th e are state distri a ee Gieseware. ieee 55%, ot tO ’ e istrib Insec Ipec » Dow. 5 Glaub , full cas utor 2 ticide: ac 50@6 0 er S e 60 s, outside of Arsenic _ i Licorice powd. ae @3 ée Glauber ao (pe. Ovni; Blue Vitriol, bt 18%@ 30 ao powd. oe 45 Glue. ——— a 04 10 suarantee Iceless S Blue Vitel tas 840 16 cre poviret BY Eke Brown Gra 124 3p S ordeaux Mix @ hubarb “a Me Ghee a = Ro , _powd. ao. = Grand Ha a Fountains Hellebore, White Se ere $3@1 00 Hops ——-_~ z 85 ven, Michi powdered __ ground _. Hond. Iodine ____ 65@ 75 gan Insect P __ 20@ 30 Sarsaparilla Me: Iodoform 6 30@6 Lead owder .. 50@ ground la Mexican, 00 Lead Acetate . 7 60@7 = AND THE Line psaieag oi Po. 26@ - Bote a 352 50 Lycopodium aa: 18 o ss ° Sulphur ‘ S, powdered 46. Mae “oes eet 1 15 Dry __ ur Tumeric, ered 60@ 70 Race. awdescd: 15b@ 8 ilmarth Sh | mo, OO tone ee ieenehe spe, Gea o0 OW een ____ . 40 5 - crphine ae 2 00@12 2 G ase 0 30@ 43 ‘ 0 a Womica, —— 8 Togo = ra ° e eeds x om -—_—- O ee Buch ee — --- 33@ 3 Sou black pow. 326 as ur Mr. uchu -—--—- ise, powdered 5 Bepper, White —_” 35 specifi Olds will be pl 7 ec ead Gla a ee Pitch, Burgunary 10g is ications and price pleased to call o oe a ee ne is Quinine Lg ¥ s, n you with 12S an ea es Caraway, be o Rochelle “Salts — 72@1 33 “a age, powder a 40 Cel amon a 18 50 Salt aba pees 40 Senna, Al ed @ % ery, powd. .45 0@2 00 Seidli eter -_-___. @ » Alex. ene 35 litz —- li H : Se Tien 76@ 80 2 nn 35 ae = Sonn. oo 30 7 azel ep Senna, Tinn. ee 30@ 35 — Seas 20 Soap, ore cast. “ante 30 tin e Uv. pow. 25 ee @ 60 = white cas 25 er a Ursi ______ 3 mes 35 Flax, ground __ 07%@ 13 sen Se tile G r a n d R 3 § I rug Co ; 25 a pow. "2@ 13 ap, white ‘castile @11 50 : ‘ #. lls Lobeli Eco 0 Soda ‘Ash anon OE a p 1 d 8 M ° $ ® Almonds, Bitter Mustard, powd. -_._. @1 = Soda Bicarbonate 34%@ = : 9 1c h tous F Mustard yellow. 15 Soda, Sal nate 3 @10 | g an i Se 7 50 Po » black 1 @ 25 Spirits Camphor 03 0 Imonds, Bitte - @T Quince Ory eee 300 20 Sulphur, ener @1 a artificial .___ : oo. 2 75@3 s Sulphur, Subl. __ 3%@ Almonds, cong eats Sabaailia —— ee op Tartar Hix Oe 10 oo ee unflower —.... 3 metic __ 25 aa—--ree~ 80@1 30 Worm, yf pee pete il oy Turpentine: Ven. 10@ 15 Worm. Le can 3 4 Vanilla Ex, 50@2 25 vant : 0 Witch H pure 1 % 2 - @4650 Zinc azel _. 14 a Sulphate . oe @2 0 - %6@ 16 MICHIGAN TRADESMAN February 21, 1923 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mail- ing and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. 0 - DECLINED ADVANCED Baked Beans Olives : Canned Peas. --Canned Asparagus Gasoline Canned Pumpkin ' Canned Mushrooms Canned Spinach Canned Tomatoes Naphtha Sago Canned Tuna Bulk Cocoanut Quaker Oats Cider Vinegar Coffee Canned Pineapple _ Currants Calif. Lima Beans Peel Bel Carmo Nut Butter AMMONIA Rich & in Brands Beef, No. % Rose Sli. 1 75 — made eos Cae 8 00 Beef, No. + Qua. Sli. 2 10 16 oz., 2 doz. in carton, No. 24 Good Value -. 850 Beef, No. ua. sli. 3 15 per doz. ............ 15 No. 25 Velvet: —:---_ 950 Beef, No. 1, B’nut, sli. 5 10 Ix hb, 3 doz., 12 oz. - 7% No. 27 Quality __-__ 10.75 Beef, No. %, B’nut sli. 2 80 . \° No. 22 Miss Dandy .. 10 75 Beefsteak & Onions, s 3 15 48,-4-4b. 2 a 24, ease BO 10 Ib. pails, per doz. 8 20 15 lb. pails, per doz. 11 20 25 Ib. pails, per doz 17 70 BAKING POWDERS Calumet, 4 oz., doz. 95 doz. 1 95 No. B-2 Best on Earth 10.00 BRUSHES Scrub Solid Back, 8 in. -_.. 1 50 Solid Back, im. 2... 1% Pointed Ends. ________ 1 26 1 Stove — No. a a a No. Sy ee 1 35 Shoe Te : ” Os 2 IO. Be 00 . 3 2 BUTTER COLOR Dandelion, 25c size .. 2 85 Nedrow, .3 oz., doz. BUTTER SUBSTITUTES l. VAN WESTENBRUGGE Carioad Distributor 1 Ib. cartons —-------- 3 2 Ib. and 5 Ib. ~--.--. 22% CANDLES Electric Light, 40 Ibs. 12.1 P ber, 40 Ibs. —... 12.8 lum —- K. :C., 10c¢ doz. =.= 92 K. C., 15¢ doz. .... 1 37% K. C., 20c doz. -... 1 80 K. C., 25¢ doz. --.. 2°30 K. C., 50¢ doz. -... 4 40 K. C., 80c doz. -... 6 85 K. C., 10 Ib. doz. _- 13 50 Queen Flake, 6 oz. -. 1:25 Queen Flake, 16 oz. _. 2 25 Queen Fiake, 100 Ib. keg 11 Queen Flake, 25 Ib. keg 14 Royal, 10c, doz. -..... 95 Royal, ‘6 oz., doz. -. 2°70 Royal, 12. oz., doz... 6 20 Royal, 5 Ib. —--._--... 20 Rumford, 10c, doz. .. 95 Rumford, 8 oz., doz. 185 Rumford, 12 oz.,. doz. 2 40 ‘Rumford, 5 Ib., doz. 12 5y Ryzon, 4 oz., doz. -. 1 35 Ryzon, 8 oz., doz. .. 2 25 Ryzon, 16 oz., doz. .. 4 05 Ryzon, 5 Ib. ~.---.. 18 00 Rocket, 16 oz., doz. 1 25 BLUIN - Jennings Condensed Peari C-P-B “Seal Cap” 3 doz. Case (15c) ---_ 3 75 Silver Cloud, 3 dz. sm. 3 80 Silver Cloud, 2 dz. lge. 3 80 with perforated crowns. One case free with five. BREAKFAST FOODS Cracked Wheat, 24-2 ; 85 Cream of heat: _._. 6, 90 Pillsbury’s Best Cer’l 2 20 Quaker Puffed Rice. 5 45 r Puffed Wheat 4 30 juaker Brfst Biscuit 1 90 Ralston Purina 00 Ralsto! Ralston Food, large .. 3 60 Saxon Wheat Food -- 3 75 Shred. Wheat Biscuit 3 85 ‘Vita: Wheat, 12s .__-_. 1 80 ‘Post's Brands, — Salmon, ka. 2 80 Grape-Nuts, 24s __2._. 3 80 -‘Salmion, Med. Alaska 1 65 Grape-Nuts, Imon, Pink Alaska 1 50 Postum Cereal, 12s _. 225 Sardines, Im. 14, ea. 10@28 Post. Toasties, Sardines, Im., %, ea. 2 ‘Post. Toasties, 24s. _. ‘dines, =--1 15@2 10 Post’s Bran, 2 Tuna, %, Albocore __ 95 Standard Pasion’ 23 ib meee # ew aa 3 3 _ Tr, ny una, , ‘T. Fancy Parlor, 2 Oa n Med. 5 MEA sg, “Bacon, | : Ex. Bry. Healer Lge: Beechnut 4 50 Beef, MNO. 1, Corned Boot 1 ty & % -Tudor, 6s, per r box __ 30 CANNED FRUIT. Apples, 3 lb. Standard 1 75 Apples, No. 10 Apple _ Sauce, Apricots, {25.222 3 50 Paing 295.330 16 Corn Cake, Gran., 10c 96 Havana Blossom, 40¢ 395 fwap. Fancy. Peeled __ 22 Pecans 2 95 Butte. 2 15 Corn Cake, Gran., 25c 2 40 Knickerbocker, 6 oz. 3 00 Walnuts. ©2202-2222. 65 Shoulders --.-----.- BD 3 Corn Cake, Gran. “ove 4 - ce pre ye hes ; 43 Peel OLIVES ites oo 18 Duke’s Mrtare io . 0Z., doz. Lemon, American _____ 26 . Spareribs © .£.=--.-.-.- 12 Glad Hand, L. C., 10¢ 96 Royal Major, 10c, doz. 96 Orange, American __... 2 Bulk, 2 gal. keg ---- 400 Neck bones _._------ 05 Growler, L. G., 10c_. 96 Royal Major, 6 oz., dz. 3 00 sla te a even =< Bulk, 3 gal. keg ---- 6 00 Growler, L. C., 25c__ 256 Royal Major, 14 oz., dz 720 g..aeq bulk 14 Bulk, 5 gal. keg ---_ 9 00 PROVISIONS Growler, L. C., 50c__ 5 00 Larus & Bro. Co.’s Brands. Seeded, 15 oz. pke. _. 15 ng elm orgy dz. - Barreled Pork La Turka, Plug C, 6c 1 # Edgeworth Ready Rub- os 2. oe oS Clear Back .. 23 00@24 00 awe Hour L. Ge 4 96 oO. Gr. Cut P., ibe 96 oO. wu. Cc. P., 90¢ jars 9 00 Pilot, Long "Cut, “25e 2 50 Plow Boy, 10c, doz. 96 Plow Boy, 70c Pails_ 7 40 Summertime, 10c, doz. 96 Summertime, 80c, doz. 2 90 Summertime, 65c Pails 6 50 Sweet Tip Top, 10c, dz 96 Velvet, Cut Plug, 10c 96 Velvet, Cut Plug, tins 1 53 Velvet, Cut Plug, 8 oz. 6 72 Velvet, C. Pl., 16 oz. 15 84 Yum Yum, 10c, doz. 96 Yum Yum, 70c pails 6 80 P. Lorillard’s Brands. Beechnut Scrap, doz. 96 Buzz, +» 10c, doz. 96 Buzz, L. C., 35c, doz. 3 30 Buzz, L. C., 80c, doz. 7 90 Chips, P. C., 10c, doz. 96 Honest Scrap, doz. -_ 96 Open Book Scrap, dz. 96 Stag, Cut P., 10c, doz. 96 Union Leader, 10c tin 96 Union Leader, 50c tin 4 80 Union Leader, $1 tin 9 60 Union Leader, 10c, dz. 96 Union Leader, 15c, dz. 1 44 War Path, 35c, doz. 3 35 Scotten Dillon Co. Brands Dan Patch, 10c, doz. 96 Dillon’s Mixture, 10c 96 G. 0..Bs 35¢e, doz. -- 3 00 G. O. P., 10c, doz. _. 96 Loredo, 10c, doz. ___ 9% Peachy, Do. Cut, 10c 96 Peachy Scrap, 10c, dz. 96 Peninsular, 10c, doz. 96 Peninsular, 8 oz., doz. 3 06 Reel Cut Plug, 10c, dz. 96 Union Workman Scrap, ic, Soe. Way Up, 10c, doz. _. 96 Way Up, 8 oz., doz. 3 25 Way Up, 16 oz., doz. 7 10 Way Up, 16 oz. pails 7 40 Yankee Girl Scrap, 10c 96 Pinkerton Tobacco Co. Brands. American Star, 10c, dz 96 Big 9, Clip., 10c, doz. 96 Buck Shoe Scrap, 10c 96 Pinkerton, 30c, doz. _. 2 40 Pay Car Scrap, 10c, dz. 96 Pinch Hit Scrap, 10c 96 Red Man Scrap, doz. 96 Red Horse Scrap, doz. 96 J. J. Bagley & Co. Brands. Broadleaf, 10c Buckingham, 10c, doz. 95 Buckingham, l15c tins 1 44 Gold Shore, 15c doz. __ 1 44 Hazel Nut, 10c, doz. 96 Kleeko, 25c, doz. --_ 2 40 Old Colony, Pl. C. 17¢ 1 53 Old Crop, 59c, doz. ~_ 4 80 Red Band, Scrap, 10c 96 Sweet Tips, 15c, doz. 1 44 Wild Fruit, 10c, doz. 96 Wild Fruit, 15c, doz. 1 44 Independent Snuff Co. Brands New Factory, 10c, doz. 96 New Factory Pails, dz 7 60 Schmidt Bros. Brands Kighbt Bros., 10c, doz. 96 Eight Bros., Pails, dz. 8 40 R. J. Reynolds Tobacco Co. Brands. George Washington, TOG) COZ. aoc 96 Old Rover, 10c, § Our Advertiser, Prince Albert, 10c, dz. 96 Prince Albert, 17c, dz. 1 53 Prince Albert, 8 oz. tins, without pipes 6 72 Prince Albert, 8 oz. and Pipes, doz. __-_ 8 88 Prince Albert, 16 oz. 12 96 Stud, Gran., 5c, doz. 48 Whale, 16 oz., doz. __ 4 80 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, ace; GOe. 2 70 Champagne Sparklets, 900; dom. coca 8 10 Personal Mixture __-_ 6 60 Perique, 25c, per doz. 2 25 Serene Mixture, 16c dz 1 60 Serene Mixture, 8 oz. 7 60 Serene Mixture, 16 oz 14 7 Tareyton Lundon Mix- ture, 50c, doz. -_.. 4 00 Vintage Blend, 25c dz.,2 30 Vintage Blend, 80 tins'7 70 Vintage Blend, $1.55 tins, doz. .-----... 14 90 bed, ifc tins 2. Edgeworth Ready Rub- bed, 8 oz. tins, dz. 7 00 Edgeworth Ready Rub- bed, 16 oz. tins, dz 14 50 Edgeworth Sliced Plug, 17¢e tins, doz. Edgeworth, Sliced Plug, 35¢ tins, doz. ~_____ 3 55 United States Tobacco Co. Brands. Central Union, 15e, dz. 1 44 Shag, 15c Tins, doz. 1 44 Shag, 15c Papers, doz. 1 44 Dill’s Best, 16c, doz. 1 48 Dill’s Best Gran., 16c 1 48 Dill’s Best, 17c Tins 1 48 Snuff. Copenhagen, 10c, roll 64 Seal Blandening, 10c_ 64 Seal Goteborg, 10c, roll 64 Seal Swe. Rapee, 10c 64 Seal Norkopping, 10c 64 Seal Norkopping 1 lb. > 86 CONFECTIONERY Stick Candy Pails Stalidard: [hos 16 Jumbo Wrapped __-__ 18 Pure Sugar Stick, 600’ s 4 20 Big Stick, 20 Lb. case 18 Mixed Candy Pails Kindergarten ~________ 18 TREO 2 16 Beam OF aise os ee 13 French Creams ______ 18 Camed 58 19 Grocers: 200 11 Fancy Chocolates 5 lb. Boxes Bittersweets, Ass’ted 1 75 Choe Marshmallow Dp 1 60 Milk Chocolate A A__ 1 95 Nibble Sticks Primrose Choc. No. 12: Choe. 222 32 1 Chocolate Nut Rolls — 1 90 Gum Drops. Pails Se ee ea 17 Orange Gums ____- . 17 Challenge Gums _____. 14 BPavorite <2 20 Superior. 2-2 20 Lozenges. Pails A. A. Pep. Lozenges 17 A. A. Pink Lozenges 17 A. A. Choc. Lozenges 18 Motto Hearts 19 Malted Milk Lozenges 21 Hard Goods. Pails Lemon Drops __------ 18 O. F. Horehound Dps. 18 Anise Squares 18 Peanut Squares ____-_ 20 Horehound Tablets _. 20 Pop Corn Goods. Cracker Jack, Prize 3 75 Checkers, Prize 3 Cough Drops oxes Putian 8 1 30 Smith: Bros, 22 1 50 Package Goods Creamery Marshmallows 4 oz. pkg., 12s, cart. 95 4 oz. pkg., 48s, case 3 75 Specialties. Arcadian Bon Bons -... 19 Walnut Fudge 3 Pineapple Fudge Italian Bon Bons —-__--- Nationa! Cream Mints 28 Silver King M. Mallows 30 COUPON BOOKS 50 Economic grade __ 2 50 100 Economie grade __ 4 50 500 Heonomic grade 20 00 1,000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly print front cover is furnished without charge. CRISCO. 36s, 24s and 12s. Less than 5 cases —. 21 Hive. cages 0. * 20% ‘Pen: Cages) ooo 20 Twenty-five cases _.. 19% 6s and 4s Less than 5 cases -. 20% Five cases oe Ten cases Twenty-five cases -. 19 CREAM OF TARTAR 6 ib. boxes 38 DRIED FRUITS Apples Evap’d Choice, blk. _- 15 Apricots Evaporated, Choice __-- 28 Evaporated, Fancy ..-. 33 Evaporated Slabs -.-._ 25 Citron 10 lbh. DOE a.2_........ 87 Seedless, Thompson. —_ is Seedless, 15 oz. pkg. 1 California Prunes 90-100 25 lb. boxes -- Git 80-90, 25 lb. boxes -- 70-80, 25 lb. boxes —- 2 60-70, 25 lb. boxes -.@13 50-60 25 lb. boxes -.@14 40-50 25 lb. boxes -_@15% 30-40 25 lb. boxes ~_@18% FARINACEOUS GOODS Beans Med. Hand Picked -_ 09 Cal, Liimas 2 11% Brown, Swedish --_. 08 Red Kidney ~--------- 09% Farina 24 packages ----..-- 2 10 Bulk, sere ‘0 oe aac Ob ny Pearl, 100 st Sok -- 2 50 Macaronl Domestic, 20 lb. box 07% Domestic, broken bbls. 06% Armours, 2 doz., 8 oz. 1 80 Fould’s, 2 doz., 8 oz. 1 80 Quaker, 2 doz. --.--. 1 85 Pearl Barley Chester (30 4 25 00 and 0000 ~----_---- 6 00 Barley Grits ~-_----~- 5 00 Peas Scotch, (lbs: .2.32- 2s 09 Split, “ib. 22 68 Sago Hast India 08 Tapioca Pearl, 100 lb. sacks -. 08 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant __ 3 50 FLAVORING EXTRACTS Jennings Pure Vanilla Turpeneless Pure Lemon Per Doz. Wf Steel 9 jor: 8 1 geile cana eae aero 1 35 114 Ounce oo 1 75 2 Ounee 2500 2 75 2 Ounce fe 3 00 23% Ounce =... .- 3 25 4 @Qunee 220o. 0 5 00 8 Ourice (22s 8 50 7 Dram, Assorted _-_ 1 35 1% Ounce, Assorted_. 1 75 FLOUR AND FEED Valley City Milling Co. Lily oe % Paper Saeko Harvest Queen, 24% Light Loaf Spring Wheat, 24s Roller Champion 24% Snow Flake, 24%s __ Graham 25 lb. per cwt Golden Granulated Meal, 2 Ibs., per cwt., N Rowena Pancake Com- pound, 5 lb. sack___ Buckwheat Compound, 6 1b, “sack 252. Watson Higgins Milling 0. New Perfection, %s_ : 60 Red Arrow, %S -_---- 7 80 Worden Grocer Co. American Eagle, Quaker, Pure Gold, Forest King, Winner. Meal Gr. Grain M.. Co. 3 Bove 2 55 Golden Granulated __ 2 70 Wheat Ne: ToRed 22 28 1 25 No. 1: White .2--._- 2. 1 23 Oats Cavlots.) oS ao 51 Less than Carlots -_---- 56 Corn Carlots 2255 Ces 80 Less than Carlots -_____ 85 Hay, Cavlots so. 16 00 Less than Carlots -_ 20 00 Feed Street Car Feed ____ 35 00, No, 1 Corn & Oat Fd 35 00- Cracked Corn —_---- 35 00 Coarse Corn Meal _. 35 00 FRUIT JARS Mason, pts., per gross 7 25 Mason, qts., per gross 8 60 Mason, % gal., gross 11 75 Ideal Glass Top, pts. 8 80 Ideal Glass Top, qts. 11 00 Ideal Glass Top, Pallon <3 Ss se a5 00 GELATINE~ Jello-O, 3 doz. 3 45 Knox’s “Relawea’ a doz. z 25 ane ae Acid doz. 2 i nute, 3 doz, ----. Plymouth, Wie cane i 10c size, 4 doz. ...... 3 60 15c size, 3 doz. _____. 3 60 25¢ size, 2 doz. ..--. 4 1 case free with 10 cases; % case free with 5% cases. HORSE RADISH Per doz., 7 oz. 1 JELLY AND PRESERVES Pure, 30 Ib. pails ..._ 3 15 Pure 7 oz. Asst., doz. 1 20 pote 22 oz:, doz. 1 75 Oo » 15 oz., per doz. 1 40 JELLY SNARES 8 oz., per doz. MATCHE Blue Ribbon, 144 box. Searchlight, 144 box. 3 oo Safe Home, 144 boxes 8 00 Red Stick, 720 1c bxs 8 50 Red Diamond, 144 bx 5 75 Cleveland Match Co. Brands Old Pal, 144 Boxes __ 8 00 Buddie, 144 Boxes -_ 6 75 Safety Matches. Quaker, 5 gro. case 4 75 Red Top, 5 gro. case 5 25 MINCE MEAT. None Such, 3 doz. __ : > Quaker, 3 doz. case __ Libby Kegs, Wet, ib. 24 MOLASSES. au be yo py Gold Brer Rabbit No. 10, 6 cans to case 5 10 No. 5, 12 cans to case 5 35 No. 2%, 24 cans to cs. 5 60 No. 11%, 36 cans to cs. 4 60 Green Brer Rabbit No. 10, 6 cans to case 3 65 No. 5, 12 cans to case 3 90 No. 2%, 24 cans to cs. 4 15 No. 1%, 36 cans to cs. 3 50 Northern Michigan, Wis- consin, Indiana prices 15c on 6-10, 12-5 and 24-2% and 10c on 36-1¥% higher. The above prices apply to Southern Michigan and Ohio. New Orleans Fancy Open Kettle --_ 55 Choice: os 42 EO ra Sie een 28 Half barrels 5c extra Molasses in Cans. Red Hen, 24, 2 Ib. —_ Red Hen, 24, i Red Hen, 12, 5 lb. _- Red Hen, 6, 10 lb. __ Ginger Cake, 24, 2 lb. Ginger Cake, * 2% lb. Ginger Cake, 12, 5 ib. Ginger Cake, 6, 10 lb. O. & L. 24-2 ees O. & L. 24-2% Ib. _. 5 30 O. & L.. 12-5 lb. -_-. 5 00 O. & L. 6-10 Ib..----__ 15 Dove, 36, 2 lb. Wh. L, 60 Dove, 24, 2% lb Wh. L 5 20 Dove, 36, lb. Black 4 30 . i es on Oo Dove, 24, 2% ib. Black Dove, 6, 10 lb. Blue L 4 45 Palmetto. 24. 2% Ib. 4 15 NUTS. Whole Almonds, Terregona__ 19 Brazil, Large. ~--..--- 14 Fancy mixed -------.- 20 Filberts, Sicily -.---- 15 Peanuts, Virginia, raw 11 Peanuts,. Vir. roasted 13 Peanuts, Jumbo raw 13 Peanuts, Jumbo, rstd = Walnuts, California Saited Peanuts : Fancy, No: tcc 18 Jumbo ~.---.. EES 6 9 6 1 5% oz. Jar, pl. doz. 1 10 oz. Jar, plain, doz. 2 35 16% oz. Jar, Pl. oe, 4 3 3 4 8 oz. Jar; . 9 oz. Jar, Stuffed, doz. 12 oz. Jar, Stuffed, dz. PEANUT Barents. Bel Car-Mo Brand 8 oz. 2 doz. in case 3 00 24° 3 Ibo patie 5 25 eo 2 lDecpatig et 5 10 5 Ib. pails 6 in crate 5 60 IS ib: patie os ee 17 25 ‘Ib. pails —--_-_____ 16% bG@ Ib. tings <5. PETROLEUM PRODUCTS Iron Barrels Perfection Kerosine __ 12.6 Red Crown Gasoline, Tank Wagon _ ____._ 21. Gas Machine Gasoline 38. V. M. & P. Naphtha 25. Capitol Cylinder =. 42. Atlantic Red Engine_ 23. Winter Black -...__ 13. (Pp olarine Iron Barrels. Medium Light Medium heavy Heavy Extra heavy — ~~... Transmission Oil Finol, 4 oz. cans, doz. Finol, 8 oz. cans, doz. Parowax, 100, 1 lb. _- Parowax, 40,1 Ib. -_ Parowax, 20, 1 Ib. __ 3 8 2 2 2 z oobpnbphb bo AAI HAA AAA ApdcopmINVON RRS wie Sire, 4 12- pt. cans 2 85 12 qt. cans 4 36 PICKLES Medium Sour Semdac, Semdac, Barrel, 1,200 count __ 16 00 Half bbls., 600 count 9 00 10 gallon kegs -_.. 6 75 Sweet Small 30 gallon, 2400 aoe = 00 15 gallon, 2000 — - 17 50 10 gallon, 800 __--___ i2 75 Dill Pickles. 600 Size, 15 gal. _-2. 9 00 ES Cob, 3 doz. in bx 00@1 20 PLAYING CARDS Broadway, per doz. _. 2 40 Blue Ribbon eet Sure 4.00 @Gyickett 250 a 3 25 Bicyele. 2220.0 oe 4 25 POTASH Babbitt’s 2 doz.- _..-_. 2 75 - FRESH MEATS. . Beef. Top Steers’ & Heifers 12 Good Steers & Heifers 13 Med. Steers & Heifers 11 Com. Steers & Heifers 08 Cows. Medium 30022 20 ee 12 Lamb. Good fo a ‘24 Medinum> 2202 A 23 POOR. Sooo a as 18 Mutton, MOOG 2 14 Medium © 222...) Le 13 oor .... 0 23 00 Short Cut Clear 22 00 28 00 Clear Family_. 27 00 Dry Salt Meats S P Bellies __ 16 00@18 00 Lard 80 Ib. tubs so eres oi Pure in tierces 13 Compound Lard 13 Gist 69 Ib % . tubs ---_advance 50 Ib. tubs ._-.advance % 20 lb. pails _._--advance % 10 Ib.. pails ___.advance % 5 lb. pails ._-_-advance 1 3 lb. pails ._._.advance 1 sauedges. Bologna 2002. Ss -12 PAVOR 500 et 12 Prankfort: 2. 16 Pork! 2253 _- 18@20 Veal __- one Tongue -_ __ a ee Headcheese -_---__. 14 Smoked Meats Hams, 14-16, Ib. 20 @22 Hams, 16-18, lb. 20 @22 Ham, dried beef ' Sets. 202 38 @39 California: Hams. 12 @13 Picnic Boiled SIS ee 30 @32 Boiled Hams __ 32 @35 Minced Hams -_ s 15 Bacon eef ~--- 23 00 24 00 24 00 Boneless Rump,. new -. 23 00 Mince Meat Condensed No. 1 car. 2-00 Condensed Bakers brick 31 Moist in glass i. 8 00 Pig’s Feet OES oe ee 2 15 yy, bbls., 35 Ibs. Digs 25 Be WD, 2 oes ee 14 15 Trip Kits, -15 Ibse ose 90 ¥% bbis., 40 Ibs. --.--- 1 60 % bblis., 80 Ibs. --__-- 3 00 Casings Hogs, per Ib. ~__-_-__ @42 Beef, round set ___. 14@26 Beef, middies, set__ 25@30 Sheep, a skein 1 75@2 00 ROLLED OAT Steel Cut, 100 Ib. oes. 4 75 Silver Flake, 10 FPam..1.90 Quaker, 18 Regular .. 1 80 Quaker, 12s Family. -. 2 65 Mothers, 25s, Dl’num 4 40 Silver Flake, 18 Reg. 1 46 Sacks, 90 Ib. Jute. __ 3 00 Sacks, 90 Ib. Cotton . 3 15 SALERATUS Arm and Hammer -. SAL SODA Granulated, bbls. Granulated, 100 Ibs cs Granulated, 36 2% Ib. packages ~~--------_ 2 50 w 3 75 woe 2 OO 2 25 : COD FISH Middles: 22.2203 15 Tablets, 1 lb. Pure -__ 22 Tablets, % Ib. Pure, AGH pie ee 1 40 WwW Gea boxes, Pure ---. 24 Whole Cod —_----..... 12 Holland Herring Milkers, — esas 1 10 Y.- Mo Kegs 22.2. ss 00 Y.- M. Halt bbls. <<. 8 50 Y.M. bbls. 222... 5. 50 Herrin K K K K, Norway --— 20 00 S $b. palle 2 Se Cut Lunch 2222-3 1 00 Boned, 10 ib. boxes _. 16% Lake Herring % bbl., 100 Ibs. ~..._ 6 00 Mackerel Tubs, 50 lb. fancy fat 9 = Tubs, 60 count .----_ 5 7 “White F Med. Fancy, 100 me 13 00 SHOE BLACKENING. -2 in 1, Paste, doz. -. 1 35 E.:Z. Combination, dz...1 35 Dri-Foot, doz. 2 Bixbys,: Doz. -2...2--- 1 35 Shinola, doz. STOVE POLISH. Blackine, per doz. .. Black Silk Liquid, dz. Black Silk Paste, -doz. Enamaline Paste, doz. Mnamaline Liquid, dz. E:Z Liquid, per doz. Radium, per doz. Rising Sun, ‘per: doz. 654 Stove Enamel, €z. Vuleanol, No. 5, doz. 95 Vulcanol, No. 10, doz. 1 35 Stovoil, per doz. -... 3 00 denied calm lcs i oo on rt be ost ia 38 MICHIGAN TRADESMAN February 21, 1923 SALT SPICES. TEA. IN THE REALM OF RASCALITY. which a commitment would mean im- ~ Whole Spices. 2 Japan. di Colonial 24, 2 Ib. Pee Allspice, Medium ~._.__.__--_ 34@38 mediate loss. She had not made any a a 1 100 Ib be” 90. loves: noo Sa $8900. Cheats and Swindles Merchants Should payment on the contract, and had Farmer Spec., 70 Ib. Cassia, No. 1 Nibbs: 22-50: J 62 Carefully Avoid. passed a sleepless night fearing the Packers for ae - bee Cochin ____ A Tepe, SNES Rochester, N. Y., has a well organ- promises’ made by the salesman were seems os > ao = _° Gunpowder . ized and thoroughly functioning Lo- not true. Words coud! not express Butter Salt, 280 1b. bbl. 4 50 mca be doz. - Choice ---------------.- cal Investors’ Protective Committee, her gratitude when she was shown Baker Salt, 280 Ib. bbl. 425 Nutwcge eae” : 35° Fancy -------------- $3@40 oars ; i! ie 4 that she had d thet fh 100, 3 Ib. Tabl 607 Nutmegs. os 30 which 1s co-operating with the [n- at she ha escape the loss of her 30; fo a Pepper, Black —_.____ @15 pekoe, mane nee -- 33 vestors’ Vigilance Committee, Inc., bonds by waiting a few. hours and : 48 Ease ergy geet Melrose, fancy -------- 56 =and which shows a wonderful record making enquiries of the Investors’ Alispice, Jamaica -.. @16 English Breakfast of work done and money saved for the Protective Committee before making a menaced oe oe nee gg ag aa city of Rochester by keeping a close the transfer of these securities for a, Canton —--_-__ ; ae : : Ginger, African ______ @22 Congou, Fancy ---. 42@43 watch on’ all promotion schemes, in- worthless stock. a Peg i ee vestigating, and advising citizens who The sub-committee that has charge Nutinegs oo OE a 36 are contemplating making investments. of the publicity of the Protective ee oe oot Be Sees ieee 4 Over eight thousand persons have Committee has conducted a series of Pepper, Cayenne -... @32 ~~ 9" Ue called on the Investors’ Protective warnings which have been published Paprika, Spanish ---- @32 es ee as Committee during the past year seek- in the house publications of large in- oe Seasoning er Cotton,3 ply balls --.. 48 ing information on all kinds of pro- dustrial plants and_ organizations. Sou i ee on Se 20 motions. The files of this Committee Plans are now being formulated to ee aoe ee eee 1 e VINEGAR contain 387 new investment schemes. enlarge this part of the work during Garlic __._.____-___-__ 1 35 Cider, 40 Grain -_---- 23 Many of these reports are illuminat- the coming year. Per case, 24 2 Ibs. 240 Ponelty, 3% oz 325 White Wine, 40 grain 17 : ae Five case lots -___ 230 Kitchen Bouquet 22323 White Wine, 80 grain 22 ing as the past record of the promoter Friday, April 28, was designated as Laurel —- ------- a. ee Pickle is often quite enough to prevent a “Investors’ Protective Day.” At that S0AP rece 8 209g ag Seewgae ty 90 Oakland Apple, Cider oe S commitment in his new project. Other time 70,000 handbills were distributed Am. Family, 100 box 6 90 a 2% De so Sakiand White Pickling 20 points are carefully covered in these through the factories, retail stores, Export, 120 box ____ 490 : es No charge for packages. reports, such as the amount of cap- and public schools urging investors to Flake White, 100 box 5 25 : . oes Z = : Fels Naptha, 100 box 6 60 pea WICKING italization, large number of stock- “Investigate before investing,” and Grdma White Na. 100s 5 00 orn No. 0, per gross —_-- ; . ‘ : ; Rub Nw More White | Kingsford, 40 Ibs. ---_ 11% No. 1, oar gross ____ 85 holders, and excessive cost of promo stressing the difference between invest- ge 100 ox 68 poweeres, pee — ac No. 2, per gross ___- : - tion, such as paying large commis- ment, a speculation and a gamble. Swift Classic, ox rgo, Pp £8. ace No. 3, per gross —-__ ‘< 5 "i : 20 Mule Borax, 100 bx 7 55. Cream, 48-1 _____.____ 4 30 Pocrieas Bolin, per Gos. - S100s ae salesmen and high salaries During the week of December 15, Fairy. +00 box ee 5 50 ee : eer — Pe an tant officers. : 1922, 50,000 handbills were distributed Jap 100 box _.-. 7 85 Gloss Rayo, per doz. __--___ 80 It is difficult to determine the exact warning those who had Liberty Bonds Palm Olive, 144. box = 00 Lava, 100 box Pummo, 100 box -___ ‘ 85 Sweetheart, 100 box — 5 Grandpa Tar, 50 sm. 2 00 Grandpa Tar, 50 Lge 3 Fairbank Tar, 100 bx 4 Trilby, 100, 12c —-____ 8 00 Williams 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 Ivory Soap Fliks., 50s Lenox, 120 cakes ____ Luna, 100 cakes ______ P. & G. White Naptha Star, 100 No. 11 cakes Star Nap. Pow. 60-16s Star Nap. Pw., 100-10s Star Nap. Pw., 24-60s He 09 CO OT OT fe Go He 00 SD do or CLEANSERS. ITCHEN LENZER 80 can cases, $4.80 per case WASHING POWDERS. Bon Ami Pd, 3 dz. bx 3 75 Bon Ami Cake, 3 dz. 3 25 Climaline, 4 doz. ____ 4 20 Grandma, 100, 5c __.. 4 00 Grandma, 24 Large _ 4 00 3 2 Goid Dust, 100s ...... 4 00 Gold Dust, 12 2 0 Golden Rod, 24 ______ 4 25 Jinx, 3 doz. —-... 50 La France Laun, 4 dz. 3 60 4 Miracle C., 12 oz., 1 dz 2 25 Old Dutch Clean, 4 dz 4 09 Queen Ann, 60 oz. __ 2 4 Rinso, 100 oz. en No More, 100, 10 Rub No More, 18 Lg. 4 25 gegen Cleanser, 48, Argo, 48 1 Ib. pkgs. __ 3 75 Argo, 12 3 lb. pkgs. _. 2:74 Argo, 8 5 lb. pkgs. -._ 3 10 Silver Gloss, 48 is 114 Elastic, 64 pkgs. ____ 5 35 Tirer, 46-4 oo 2 85 Tiger, 50 Ibs. .-....___ 043% CORN SYRUP. 24, 1% Ib. cans 1 95 , Crystal White Syrup 6, 10 tb. cans. ....._.. 2 95 12, 5 Ib. cans ~______ 3-15 24, 1% Ib. cans —_----- 2 25 Penick Maple-Like Syrup 6, 10 Ib. cans ~-:----_ 37 12, 5 Ib. cans ou... 3 90 24, 1% Ib. cans -----. 2 75 Above prices apply to Southern Michigan, Ohio. and Indiana. Red ar No. 5, 1 dz. 3 20 Red Karo, No. 10, % Bee oe 3 00 Imt. Maple Fiavor. Orange, No. %, 2 doz. 2 75 Orange, No. 5, 1 doz. 3 90 ple. Green Label Karo, 23 oz., 2 doz. .._.._ 69 Green Label Karo, 53% Ib., 1 doz. ---- 11 40 Maple and Cane Kanuck, per _ ae, & OO — . Bird, 2% ib., Bird. 8 os. @ | us Lea & Perrin, large_. 6 00 Lea & Perrin, small_. 3 36 Pepper. 1 Royal Mint Tobasco ~-.-.. - 2 75 Sho. ;You, 9 oz., doz. 2 70 . A-1, Sidpcapuicacca cites ae ee A-] aya 3 25 Capers .-.... 1 90 - Bushels, wide band WOODENWARE Baskets Bushels, narrow band, wire handles ~_-_--_ 1 90 Bushels, narrow band, wood handles —~.__-- 20 .. 210 Market, drop handle. 75 Market, single handle 90 Market, extra ---.--.. 1 25 Splint, large -_.-----_ 8 50 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__ 5 00 No. 2, Star Carrier__ 10 00 No. 1, Star Egg Trays 4 50 No. 2, Star Egg Trays 9 90 Mop Sticks Trojan spring ~~ _--_-- 2 00 Eclipse patent spring 2 00 No. 2, — 7 hold 2 00 desi; No... 7 2 35 12 oz. Oat. Mop Heads 2 25 16 oz. Cot. Mop Heads 3 50 Pails 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 80 12 qt. Tin Dairy -... 5 40 Traps Mouse, wood, 4 holes __ 60 Mouse, wood, 6 holes _. 70 Mouse, tin, 5 holes — 65 Rat, weod 2 00 Rat, eprime =. 1 00 Mouse, spring -___~--. 30 Tubs Large Galvanized --__ 8 50 Medium Galvanized 7 50 Small Galvanized -._ 6 60 Washboards Banner Globe —-_----_. Brass, Single -_-_ ___ 7 00 a ~ o Glass, Single -_-_---_ ‘Double Peerless -.... 8 25 Single Peerless -..... 7 50 Northern Queen ---- 5 75 Universal 7 Window Cleaners : ao Oe oe 65 eS ae a 1 85 165 30s. oe 2 30 Wood Bowls 13 in. Butter ___--_-__ 5 00 16 3h. Seater 2 9 00 a7: in. Batter 2 18 00 13: In: Butter 2 25 00 WRAPPING PAPER Fibre, Manila, white. 05% No. 1 Fibre —__-.--... 07% Butchers Manila __.. 06% er ONe oe 09 YEAST CAKE Magic, 3 doz. —..-.._: 2 70 ' Sunlight, 3 doz. __.. 2 70 Sunlight, 14% doz. ____ 1 35 Yeast Foam, 3 doz. _. 2 70 Yeast Foamij'1% rong 1 35 YEAST—COMPRESSED . Fleischman, per doz. __ 28 amount that Rochester has been sav- ed by its Protective Committee during the past year, but the Secretary of the Committee, Mrs. A. N. Davis, con- siders that $2,000,000 is a conservative estimate. In only a few instances has it been possible to recover money once it has fallen into the hands of promoters. Usually their plans are so well laid and their trail so well covered that recovery is hopeless. A workingman recently called at the Committee offices and, showing a stock certificate, said: “I worked nights and Sundays to save the few hundred dollars which I paid for this scrap of paper. I am glad there is now a place where we can come to learn the truth.” In several instances clever promo- ters have landed in Rochester and quietly begun their operations. In some cases they have succeeded in cleaning up a few hundred dollars be-, fore the Protective Committee were notified of their presence; then the public have been immediately warned, and the promoter has found his prog- ress blocked. Twenty-five companies which at- tempted to operate in Rochester dur- ing the last year failed. Many others came and just faded away, leaving no record behind them. Reports on these concerns by the Committee were prophetic of calamity, and _ events showed clearly the justification of the warnings that were given to those approached by the promoters. Within the last few days a woman called at the Committee office who has been laboring under adverse cir- cumstances to educate her son. He is about through with high school and is ambitious to take a course at the Massachusetts Institute of Technol- ogy. The mother is working in a factory to give her son the training he desires. She has three or four Liberty Bonds and. when she called to’ see the Committee she had just signed a contract with a company in or War Savings Stamps about to ma- ture to watch out for the sharpers who were already planning to get possession of their money. The Treasury Deparment has recently is- sued a statement to the effect that $400,000,000 worth of Liberty Bonds were taken from the public by pro- motion pirates within a few months after the war. Mrs. Davis reports that the success of the work of Rochester’s Local Committee is largely due to the splen- did co-operation given by members of the Chamber of Commerce, law- yers, bankers, and manufacturers who have given valuable time and wise counsel in analyzing the many propo- sitions which have come before the committee. Excellent co-operation was also given by the Board of Edu- cation, the local press, and the Police Department. With this help and the strong co-operation of the Investors’ Vigilance Committee, Inc., Rochester has saved $2,000,000 for its citizers which has gone into legitimate enter- prise. There are city officials and members of Chambers of Commerce who think that the public will not make use of the service given a Loca! Vigilance Committee. If any one has such a doubt it should be cleared away after reading this report on the work of Rochester. The very fact that 8,000 people in a city of Rochesters’ size have found the need of such a com- mittee and have made use of it shows that the American Public want hel> and will take it whenever it is offered. A speaker of the Investors’ Vigi- lance Committee, Inc., recently gave an address in Rochester on the sub- ject of fake promotions. The hall in which he spoke was filled to the limit of its capacity, and many people were disappointed because they could not get in. These people were so eager to get information on invest- ment matters that they kept the speak- er on the platform for hours after {oe i tS | a stent Sen asc en RiaROEEE tE i February 21, 1923 ~ he had delivered his address, asking him questions about the work, and about stocks in which they had in- vested or in which they were contem- plating investing. So ardent were they that the chairman had great difficulty in bringing the meeting to a close, and many people waited until after the crowd had gone in the hope of getting further information.—Ralph W. Budd in Magazine of Wall Street. —_—2o-o.___ RETAIL GROCERS AT LANSING. (Concluded from page 7. reasonable service and the proprietor well up in the knowledge of modern merchandising. There are enough successful gro- cers in the United States to clearly prove that no competition can survive au intelligent effort to secure the community business. The business in general, as a profit producer, has been getting nowhere, whereas it should be the leader in profitable merchandising. The reason for this is, First, Too many of us dwell on ‘“‘We used to do;” Second, Because of the small opinion of himself and his business and_ his unwillingness to let go his old tradi- tional methods. There is no trade that should be more dignified or respected than the grocery trade, and this thought should be ground into every member ir the trade. Many men fail because of the lack of decision. Doubt and fear have kill- ed more business enterprises than anything I know of. The successful man is he who has decision, activity, perseverance and punctuality. The problems of to-day are no different than those of any other time. Having met all before, we will do so now. The greatest tonic in the world is hope. What we need is to take a good draft of that tonic right now. Business has no use for the pessimist or the sceptic or the disbeliever. The man who believes in himself and in his business ability to win has the battle half won. There is nothing more satisfying, more stimulating, more inspiring than to be in a win- ning fight. The question is often put to me, “What is going to become of the small retailer.’ There is no reason why he will not be just as useful and just as prosperous and just as suc- cessful as he ever was. He will have t» concentrate his resources, his per- sonality and direct relations with his customers. The small dealer who does this and makes his store reflect his friendship, his appreciation of his customers trade, and his desire to be of real service need have no fear as to his future in the grocery business. -——-2s-s No Shortage Is Feared. While the strike in the dress indus- try has crippled manufacturing opera- uons, it has had little effect from a merchandising standpoint. The prob- abilities of a strike were visible some time before it actually took place, and preparations were made to meet it. Production was speeded up and in- creased with the result that stocks are now much more than adequate. A shortage is not considered likely unless the strike is much prolonged, which is deemed improbable. Piece-goods job- bers, however, have felt the restric- trons of operations from the start of the strike. No necessity is felt by manufacturers to make purchases or to request deliveries now, with the con- tractors unable to produce, and they apparently prefer to cover their later needs when actual operations are re- sumed. —_>-2—____ The individual who ignores a chance to get even is wise. 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. Novel Features of the Dry Goods Convention. Lansing, Feb. 20—I wish to call the attention of the trade to the fact that our Grand Rapids convention will be novel in several respects, as follows: That this convention is a convention of our members and not of outside speakers. That our headliner is Irving S. Paull, representative of the National Retail Dry Goods Association. An- nouncements regarding hi mwill be sent out next week. That Mr. Horner, of Eaton Rapids, and our Mr. Wier, of Dowagiac, are not dry goods retailers, but they are live wires and each will have a mes- sage worth hearing. That the allotment of time to each speaker is comparatively brief with time enough between speeches for an extension of the address if necessary or a discussion. That the experience meeting and smoker is to be a Good Fellowship affair That there will be a complimentary luncheon to the members and their store executives at 6:15. That the.-plates at the luncheon are limited to members and their store executives; being a complimentary luncheon, it is necessary to draw the line somewhere and the further rea- son, that members will discuss queés- tions more freely if wholesalers, job- bers and press representatives are not present. That the sociability of the luncheon will not be overwhelmed by noisy or- chestral din or jazz music. That we will be entertained with Scotch songs by M. D. Cutler, of De- Witt. Mr. Cutler will appear in Scotch highland uniform. He is well known as the “Harry Lauder” of the Michigan State Grange. That one of our directors can lead the community singing and put it across with enthusiasm. That an advertising manager from one of our stores can give character impersonations to the delight of our audience. That the program is made up of practical every day topics. Discus- sions to be led by our own members. Below we give the report of the committee on Nominations as_ sub- mitted to me by M. Schroder, chairman. You will notice that nine persons are nominated for. President. Under our ruling members present may vote for three candidates and when votes are counted candidate re- ceiving highest number of votes is elected President. That ‘the one receiving the next highest is First Vice-President and the one receiving the next highest is Second Vice-President; that the names are in alphabetical order on the bal- lot; that three members are nominated for Secretary-Treasurer and each di- rector. Members present will vote for one of each three. The following are the nominations: For President, First Vice-President and Second Vice-President—H. N. Bush, Flint; T. A. Carten, Ionia; J. H. Howell, Adrian; W. O. Jones, Kal- amazoo; Fred E. Mills, Lansing; Sam Seitner, Saginaw; John C. Toeller, Battle Creek; J. N. Trompen, Grand Rapids; F. J. Zielinski, Manistee. For Secretary-Treasurer—Fred Cut- ler, Ionia; Ludwig, Albion; John Richey, Charlotte. For Director—H. E. Beadle, Stur- gis; C. E. Hagen, Mt. Pleasant; L. W. Stein, Allegan: L. G. Cook, Jackson; M. Rosenthal, Flint; Harry P. Wood- ward, Coldwater; C. W. Carpenter, Kalamazoo; A. K. Frandsen, Hast- ings; H. J. Mulrine, Battle Creek; E. C. Lloyd, Belding; Otis Miner, Lake Odessa; E. K. Pearce, Quincy. Jason E. Hammond, Mer. —*-- +. ____ If you wait for something to turn up to make business better, there.is a good chance of your being turned out before the great thing turns up. 39 If set in capital letters, double price. display advertisements in this department, $3 per Inch. than 50 cents. Small No charge less Payment with order is required, as amounts are too small to open accounts. A GENERAL STORE—Doing a good business in a growing town. For sale, aa building. Elmer M. Clapp, a ich. " Exchange—Good 80 acre farm, near lake; want stock of goods. DeCoudres, Bloomingdale, Mich. 7 Oe For Sale—Stock general merchandise in live town in Central Michigan. Con- sists of dry goods, shoes, rubbers, gro- ceries, paints, varnishes, patent med- icines. Also fixtures and residence. Only general stock in town. Address No. 68, care Tradesman. 68 FOR SALE—Monroe calculator, brand new. Used about three hours. A change in office causes no further use for same. What’s your offer? North Branch Co- Operative Co., North Branch, Mich. 69 For Sale—Grocery and market. Old established business in richest farming section in Southern Michigan. On main line. Town 1000. $2,800, including fixtures. $1,500 cash, time balance. Address No. 70, care Michigan Tradesman. 70 FOR SALE—$35,000 MONEY-MAKING DRY goods and ready-to-wear store; small grocery department. W. C. Weisel, Wis- consin Rapids, Wisconsin. 56 For Sale—Stock general merchandise, store building, and dwelling; or will trade for farm and equipment of about equal value, $9,500. Address No. 57 care Mich- igan Tradesman. For Sale—Nicest garage in the county. Have whole county agency for popular car. A money maker. Address No. 58, care Michigan Tradesman. 58 FOR SALE—2,500 acres improved coal land, in tracts, $35 per acre. Has several seams. Top drift; adjacent railroad; mines, gas and oil. Write J. CAVA- NAGH, McAlester, Okla. 62 For Sale—Because of age (70) and con- tinued sickness, I offer my store building and stock of dry goods, shoes, ladies’ and men’s clothing and furnishings at 50 cents on the dollar. The store building is located opposite the post office in one of the finest resort villages in the Grand Traverse fruit region. Will trade for paying real estate, not farm; or will sell and give attractive terms to purchaser. Address No. 63, care Michigan Trades- man. 63 For Sale—Good general store in Central Michigan. Doing good business; only one other store in town. Stock about $1,800. Reason for selling, other business. Write or phone. Act quick. E. L. Howard, Cedar Lake, Mich. 64 Wanted—Store fixtures. What have you in fixtures you want to cash? Write A. L. Redman, Olney, II. 43 For Sale—Stock of general merchandise in Rives Junction, ten miles from Jack- .Son. Stock consists of dry goods, shoes, groceries, and meats. Also meat market, filling station, and cream station in con- nection. Large building, with two sep- arate living apartments above. Wood & Marke, Rives Junction, Mich. 45 MANAGER FOR RETAIL STORE— Must be fully experienced to buy all lines and to handle the entire details of the business. Sales last year $41,000. Ex- perience, age and salary in first letter. Store in rich farming country and a chance for someone wanting to get good connection. Write No. 52, care Michigan Tradesman. 52 A LIVE WIRE. MONEY-MAKING COUNTRY STORE—Selling account of age. Wish to retire. Forty years at this stand. Fine store building, living rooms in connection, modern, hot and cold wa- ter, toilet, bath, hot water heating plant, about two acres of ground, on good roads, garage, close to school and church. Stock consists of general merchandise, grocer- ies, dry goods, shoes, rubbers, shelf hard- ware, proprietary medicines, crockery, men’s wear, etc. Doing about $30,000 per year. This will stand investigation. Stock at invoice. Will sacrifice consid- erable on buildings. Might take in good city dwelling. Address No. 71 care Michigan Tradesman. ak 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. _ Pay spot cash for clothing and furnish- ing goods. stocks. Silberman, 1250 Burlingame Ave., Detroit, Mich. 566 For Sale—Grocery and meat stock, in- cluding two-story building, located in strong agricultural town near Grand Rapids. Trade nearly all cash. Con- sideration $7,000, $5,000 down. ‘Address No. 39, care Michigan Tradesman. 39 REBUILT CASH REGISTER CO., Ine. Cash Registers, Computing Scales Adding Machines, Typewriters And Other Store and Office Specialties. 122 N. Washington, SAGINAW, Mich. Repairs and Supplies for all makes. For Sale—Cash registers and store fix- tures. Agency for Standard computing scales. Dickry Dick, Muskegon, oe DICKRY DICK THE SCALE EX- PERT. MUSKEGON, MICH. 939 Why Not Have a Sale—Unload your surplus stock. Write for particulars. L. J. Crisp, Sales Conductor, Elk Rap- ids, Mich. 4 DENATURED ALCOHOL POISON LABELS In conformity with the require- ments of the new regulations of the Internal Revenue Department, we are prepared to furnish special poison labels for use in selling De- natured Alcohol, printed with red ink on regular gummed label paper, as follows: $00... oe es -. $1.25 £000) 2 Oe $000 2. oo. Josue. OO G000 2c cet ee cc co EE All orders promptly executed. Tradesman Company Grand Rapids GRAND RAPIDS SAFE CoO. Dealer in Fire and Burglar Proof Safes Vault Doors and Time Locks Largest Stock in the State. Grand Rapids Safe Co. Grand Rapids, Mich. 40 MICHIGAN TRADESMAN February 21, 1923 Items From the Cloverland of Mich- igan. Sault Ste. Marie, Feb. 20—The part- mership existing between Booth & Raub, grocers on Ann street, was dis- solved last week. Mr. kaub is re- tiring for the present and Mr. Booth will continue the business as here- tofore.: Mr. Raub will in the meantime look around for an opening in an- other location. The ice men are rejoicing with the coal men over the fine weather con- ditions (20 below zero most of the time). They are letting the other fellow do the hollering and are work- ing overtime. After the Armour Packing Co. used the sponge on Morris & Co., we learn that J. Ogden Armour released con- trol of the packing company, but evi- dently this has had no effect on low- ering prices and it looks as if we will still have to work for a living and that the hog will be an important factor as heretofore. The many friends of James Hamil- ton, father of Ham. Hamilton, of the Pickford Grocery Co., were grieved to learn of his death last week. Mr. Hamilton had been a resident of Chip- pewa county for the past thirty-six years. Mr. Hamilton was born at sea when his parents were coming over from Scotland. Death was caused by acute indigestion. The family have the sympathy of their many friends throughout the county. The traveling public will regret to learn that the old hotel at DeTour was destroyed by fire last Tuesday. The entire structure was destroyed. It looked for a while as if the general store of Goetz & McDonald, opposite the hotel, would also be destroyed, but the shifting of the wind aione saved the store. The passing of this old landmark will make considerable difference, but it is hoped that a new hotel will be put up. DeTour is one of Chippewa county’s beauty spots and should be one of the best summer re- sort towns in Michigan, on account of its fine location on St. Mary’s River, opposite famous Drummond ~ Island, were it not for the fact that it is unable to take care of the trade it is entitled to by lack of hotel ac- commodations. Mr. Anthony Bosley was proprietor of the hotel and no arrangements have been made as to his plans for the future so far as is known. j Chippewa county will be 100 years old in another year. It was establish- ed in 1824. It is expected that the supervisors will provide money for a gigantic celebration of the birthday. “Simply knowing what you can do isn’t enough. It is “Safety First” to also know what you can’t do.” One of the Soo’s best known and foremost citizens passed to the Great Beyond last Tuesday, when George Kemp died suddenly in Miami, Fla. Mr. Kemp was born in he Soo seven- ty-five years ago. He took an active part in civic affairs and was a strong supporter of everything which added to the good of his home city. He was the personification of kindness and his broad mindedness endeared him to all who knew him. He was a real man, typical of all the traits that such an expression denotes. He started at the bottom and werked was a real man, typical of all the traits that such an expression denotes. He started at the bottom and worked up and at the time of his death was one of the richest men in the county. Mr. Kemp was a member of the Ma- sonic and Pythian. orders. The be- reaved family has the sympathy of the entire community. Now that we have the assurance of a new $160,000 hospital, the great question is to decide upon a suitable location. The doctors recommend a down-town location, while many of the citizens have other sites which they think more suitable, and as yet there has been no decision in the mat- ter. -However, we feel certain that within the next year the new hospital will be in readiness. “A fool picks a fly from a mule’s hing leg. The wise man lets out the job to the lowest bidder.” Through the efforts of the Civic and Commercial Association the Soo line will run a weekly sealed car from Milwaukee to the Soo, leaving Mil- waukee each Tuesday. This will be a splendid thing for the Soo mer- chants who receive large consign- ments from Milwaukee. Ordinarily it takes from ten to twelve days for freight to reach this city by local freight. “Statistics show that about 5 per cent. of the American people are thrifty. The remainder own automo- biles.” S. D. Newton, of the firm of Booth- Newton Co., returned this week from a week’s stay in Detroit where he vis- ited with his son and daughter. William G. Tapert. ———_—_»---2 Proceedings of Grand Rapids Bank- ruptcy Court. : Grand Rapids, Feb. 12—On this day Were received the schedules, order of reference and adjudication in bankruptcy in the matter of Star Laundry and Mal- colm and Raymond Whalen, Bankrupts No. 2233. The matter has been referred to Benn M. Corwin as referee in bank- ruptcy. The bankrupts are residents of the city of Ludington and have conducted a laundry at such city under the name of Star Laundry. The schedules list as- sets in the sum of $2,085 and liabilities in the sum of $1,965.12. From the fact that the assets are very largely incum- bered the court has written for funds for the conduct of the first meeting of creditors, and upon the arrival of the same the first meeting will be called and note of such meeting made here. A list of the creditors of the bankrupt is as follows: City Treasurer, Ludington ________ $ 42.66 Mary Scanlon, Ludington -______. 40.00 Josephine Kubolowski, Ludington_ 38.00 City of Ludington, Ludington ___. 21.86 Orin W. Whistler, Ludington __-_ 350.00 Atlantic Paint Co., New York City 40.86 Jewel Co., Muskegon --__-_ - 3.50 Ford Garage, Ludington __ Se Bade Dan Soli & Co., Ludington ________ 42.59 Parayou Refining Co., Toledo ____ 25.00 Troy Laundry Machine Co., Chicago 7.80 Cornwell Co., Saginaw __-_~-----_- 29.83 P. B. Gast Soap Co., Grand Rapids 38.67 ‘Merchants Chemical Co., Milwaukee 67.97 Thos. D. Murphy Co., Red Oak, Ia. 21.66 Doll & Smith, New York City ____ 140.00 Syndicate Adv. Co., New York City 46.60 Feb. 15. On this day was held the final meeting of creditors in the matter of Freeman O. Hamp and Claude V. Hamp, individually and as the Hamp Auto Sales Co., Bankrupt No. 2052. There were none present at the meeting. Ad- ditional claims were proved and allowed against the estate of the bankrupt. The trustee’s final report and account was approved and allowed. An order was made for the payment of administration expenses as far as the funds on hand will permit. There were no funds for the payment of any dividends. There was no objection to the discharge of the bankrupts. The final meeting was then closed without date. The case will now be closed and returned to the district court. In the matter of George A. Reynolds, Bankrupt No. 2230, the funds for the first meeting have been received and same will be held at the office of the referee on March 2. In the matter of Frank E. Carpenter, Bankrupt No. 2232, the funds for the first meeting have been forwarded, the meet- ing will be held at the referee’s office on March 2. Feb. 19. On this day was held the final meeting of creditors in the matter of Clark Treat, Bankrupt No. 1910. The bankrupt was not present or represented. Wicks, Fuller & Starr were present for the trustee. Butterfield, Keeney & Am- berg were present. Grant Sims was present. Additional claims were allowed against the estate of the bankrupt. An order was made for the payment of ad- ministration expenses and for the decla- ration and payment of a first and final dividend to creditors. The trustee’s final report and account was ‘approved and allowed. There was no objection to the bankrupt’s discharge. The final meeting was then adjourned without date. The case will now be closed and returned to the district court. Feb. 19. On this day was held the first meeting of creditors in the matter of Clarence J. Collar, Bankrupt No. 2229. The bankrupt was present in person and by R. E. Springett, attorney. No credit- ors were present in person. Frank V. Blakely was present for certain creditors. Claims were proved and allowed. The bankrupt was sworn and examined by the reféree without a reporter. Frank N. White, of Lowell, was elected trustee and the amount of his bond placed by ‘the referee at $3,000. The appraisal taken by the receiver was approved and allow- ‘ings with the concern. ed. The first meeting was then adjourn- ed no date. Feb. 20. On this day was held the final meeting of creditors in the matter of Charles B. Rathbun, Bankrupt No. 2024. There were none present. The trustee’s final report and account was approved and allowed. There was no objection to the discharge of the bankrupt. An order was made for the payment of administra- tion expenses so far as the funds on hand would permit, there being no funds for any dividend. The final meeting was then closed without date. The case will be closed and returned to the district court. In the matter of Anna Savacool, doing business as Terrace Hat Shop, Bankrupt No. 2226, the funds for the first meeting have been received and such meeting will be held at the office of the referee on March 5. —_——-o-—>-=>—_____. Go Slow on Red Arrow Service Co. The Red Arrow Service Co., which is supposed to be owned by C. E. De Pew, of Indianapolis, is canvass- ing for members in Michigan on the basis of $189 per year, payable in six monthly payments of $31.50 each the first half of the year. The contract used in securing members is replete with catch phrases which may be very annoying to the merchant who enters into contract relations with the con- cern. The agreement contemplates nothing particularly new. It is mere- ly a collection of old methods and much clap trap, including the issuance of paper money to purchasers of goods at the stores of merchants who be- come members of the concern. Dur- ing the past week the Tradesman re- ceived a call from a man named Da- venport,, who introduced himself as manager of the business. He said he did not know who owned the business, aside from Mr. De Pew, nor did he have any knowledge of the responsi- bility of the concern he worked for. He could talk glittering generalities with great volubility, but any direct questions regarding the concern and its ability to carry out its agreements and meet its obligations were either dodged or turned back with the re- ply, “I don’t know.” The writer has every reason to be suspicious of the good intentions of this concern, be- cause the men in the field have freely stated, “I have seen Mr. Stowe and explained our plan to him. It has his hearty approval.” As a matter of fact, the writer never saw a repre- sentative of the concern until last Saturday and he (alleged to be the manager) could give no information whatever regarding the responsibility of the institution which is soliciting merchants to contribute $189 to what looks very much like a blue sky cam- paign. The man who. drew the con- tract which the merchant is asked to sign exhibited the cloven hoof in the fine print portion at the bottom of the document. Effort is now being made by the writer to ascertain who actually owns the Red Arrow Service Co. and also the responsibility of the man or men back of the propaganda. As soon as a conclusion is reached, it will be transmitted to the readers of the Tradesman, In the meantime due caution is advised in having any deal- Any merchant who signs the contract of the Red Arrow Service Co., without first elim- inating the catch phrases, is a plain damn fool. ——_22o—___ There: may be off days in the matter of customers in your store, but there ought not to be off days in the matter of advertising and display. Monroe Backed For Grand Executive Committee. Muskegon, Feb. 20—We, the Mus- kegon Council, No. 404, of the U. C. T., have placed our hat in the ring for a membership on the Grand Ex- ecutive Committee. : Our candidate is Counselor E, P. Monroe. He has been a member of the United Commercial Travelers for thirteen years and has attended eight of the past eleven grand conventions. He has served as Grand Chaplain, be- ing appointed to the position by Grand oo A. W. Stevenson, in June, Counselor E. P. Monroe is one of the most loved and respected travel- ing men in the State of Michigan, and we ask every brother U. C. T. to support him for membership on the Grand Executive Committee. H. E. Frost, Chairman. —— 2.3. It is well to bear in mind the fact that a considerable wave of inflation could spread over the country before the Reserve Banks under present conditions would be able to exert any corrective influence. Reserve rates are now “below the market,” and the banks do not have the same degree of control over rates in this country that is exercised by the Bank of Eng- land in Great Britain, as their opera- tions in the open market are subject to many restrictions. When the point is reached where the action of the reserve board can have its effect, in- flation will have already proceeded a considerable way and the remedy will be applied after a considerable amount of damage has already been done. Moreover, in that event the corrective action will come just at the time when the “boom psychology” is at its height, and the banks on ad- vancing their rediscount rates will be accused of trying to “destroy pros- perity,” just as happened in 1920. The reserve system has proved itself a good panic preventive: but it does not serve .as a preventive of inflation, with consequent industrial crisis. —~»----» The next few weeks will show whether the healthy business progress of the past year is to continue or whether it will be replaced by a period of “secondary inflation.” There are many who believe that conditions have reached a point where business can be very easily diverted from the road to normalcy to that which leads to an unhealthy boom. Money remains per- sistently easy, though prices are ris- ing and trade and industrial activities are expanding. There is the gold hoard also, which is an inducement to inflation. Operating costs are running far ahead of prices to the ultimate consumer. When these costs are final‘y passed on to the latter there may be a clamor for further wage increases to meet the rising costs of living, and business may find itself once more in a vicious circle like that of the post-armistice period. Nothing of this sort has yet occurred, and it may be entirely avoided, but it is well to bear in mind the fact that business is now nearing the forks of the road, and business leaders need to be care- ful that they take. the right direction. —_—_>--2-—___. It’s a fine thing to cut down your bank note when it comes due, but don’t pay so much on it that you haven’t the money to discount the next bill that comes in. Se Pomp NT re a vr * or) BO “ 6 Pana a 2 pe Gp ap aa ee | . 9 omen reap SERRE. Se aes OT amy ee Ee Tg TE, * 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 SE ac ce en Se ee TT TY LZ NEE ELIZ VIEL) NEY? NENZ NERY NEN NETO NTI NITE NOTIN NTN NUTN ULE NPT? NITY Z NIT. AEN NG NUT CL SPT NINN Y HY NEY NEV NEY NEL ELEC NEL TC NEIL UNC NEN NEL NUN ELIZ 16x O7 NEIYZ NEL NITE NIC NITE NET TIN ELD Vii V@VN@ NTO ON TOV OV @N IOV TON TON ON QNI@NN TANI @V OV ONIIONI TON AVN it > \ FIRE WINDSTORM TORNADO Che Mill Mutuals Aligency LANSING, MICHIGAN Representing One of the Strongest Mutual Fire Ins. Groups Tn United States With $22,610,000.00 Cash Assets $10,157,000.00 Cash Surplus to Policyholders $5,800,000.00 Cash Dividends - Paid in 1921 We also furnish to our clients, without cost, the best insurance and engineering service _ obtainable and in case of loss our own adjusters will serve you. Strength, Service, Savings ROBERT HENKEL, President Detroit A. D. BAKER, Sec’y-Treas. GEO. A. MINSKEY, Manager x 120 Ottawa St., Lansing, Mich. i TRING OL IO CLG NG NA GNSS NG IGGL SGA SOOO GSS SGV NG GGL AG PYG GAGGING AGL GNI) GIGI NO ZEB EO GAM MAC ME NEE NEIL MAIN NNN NTN NALD NTN NTN NIN NEN TYNE NTN CATON ANNIE NPIN NTN TD NTN EEE 2 AOA AA J 4 PE A VEE a UE TOE BBY DBO TEES Sea reer oem aies ress