a a 4g A re Pes View’ Ne \( Wize (7 \\ (a? Ly NS Oy oc RSa 2 > RUGS Ou \ (he & SS SY bs SG eG A (—— SSS) sPUBLISHED WEEKLY } STN DY / Ne’ 3 Se RAF ANHOD QOS 8S, E75 VE WA WELT COS FeO ANNES NS SOR DV CNANG AG A aS e, NS y Of Q (Rh aN : SP) A) ny SO Fm Boe PIN QSOS 2 ID ZZZEB GE De SMAN COMPANY, PUBLISHERS If opportunity came in cans, there would still be a shortage of can openers. GRAND RAPIDS SPECIAL Lipton’s Coffee Distributed by LEWELLYN & CO. WHOLESALE GROCERS DETROIT Multigraphing, Citz. 64989 Addressing, WATKINS LETTER SHOP 112 Pearl St., N. W. We say little—Our work and service speak for us. Form Letters, Mailing Lists Bell M. 1433 VO SPECIAL SmaLt. GRAIN J holesal MOZART Steadily Build CANNED FOODS Specializing on Mozart Canned Vegetables KENT STORAGE COMPANY GRAND RAPIDS ~ BATTLE CREEK Your LUME By 2 LITTLE GEM PEAS _ ff e Distributors 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. 7 AMBER COFFEE should be on your shelves— the same quality that made it famous. Blended, Roasted and MM Ask about our way BARLOW BROS. Grand Rapids, Mich. CHRISTIAN COFFEE CO. 337-339 Summer Ave. GRAND RAPIDS, MICH. June 6, 1923 The General Outlook. Grandville, June 6—This life is one blamed thing after another. No sooner does one iconoclast tear down an old time historical fact than another hand goes out and reaches with a big shears to cut off the flag. This must be started for the pur- pose of aiding the bunting and flag makers. Shall we assent to the desecration? If we do we aren’t fit to have a flag or a national govern- ment. There are bits of war all along the horizon even now. How would Old Glory look going into battle with the end nipped _ off? Not pleasant to contemplate is it? Next thing thy’ll be making dif- ferent arrangements for the stars; perhaps putting them on the off end. Wouldn’t that be a fine idea? Wash- ington did not cut down _ his father’s cherry tree. At any rate if he did, he lied about it and thus es- caped a strapping. Such grave mistakes as our form- er historians made in writing the story of the past. We old fellows feel humble enough when we come to consider. what fools our ancestors were. The farther we get from the scene of history the more we know about it if we care to take our young intellectuals for it. Modern knowledge is growing to such pro- portions we do not know what a day may bring forth. It is rerorted that Mexico and the United States are about to come to such terms of settlement as will assure a long lease of years of peace and prosperity along the Rio Grande. Over in China the yellow dogs are barking.- The bandits of that country have defied the world, and made prisoners sof some of our peaceful citizens, holding them for a large ransom. Later news lends to the fear that these yellow villians may slay all their prisoners. Some- thing will have to be done at once to maintain the supremecy of Am- erican manhood. It should be a sorry day for certain hordes in China if they destroy American lives out of pure ferocity. We. remember the Boxer troubles and how the white nations brought the malcontents to taw. Shall we have something of the sort now? The British lion is howing his teeth, while the Yankee eagle flaps his wings and screams. It means something to insult the American flag. To murder our citizens in cold blood means reparation and punish- ment to the very last letter of the law. We can have no parley or comrromise with such rats, and the sooner the army and navy squares itself for business the sooner will justice be ‘done. Who discovered America? Why, any schoolboy knows it was Columbus. That is possible, but the first inhabitants of the human species came from China. America was one vast wilderness, inhabited by wild animals alone, till the chink-eyed Chinamen bethought themselves to go on an exploring expedition. They fitted out canoes along in the sum- mer time and paddled across that narrow neck of water separating America from Asia, and thus did the red Indian first start -living under the shadow of American forests. Thus it will be seen. that those Indians found here when America was discovered by white men, des- ae Sits anpaucnilei baal aes rine ining de cada cisaidsinas bibnneadl coenicapats Mae RE eet oe ce MICHIGAN TRADESMAN 21 cended from the slant-eyed China- men. I trust no later school his- torian will dispute this fact, since it is the only way to account for the red Indians of America. We see that little Switzerland has flung defiance at the Muscovite, and dares the Bolshevik to come over and be chewed up. Russia’ll not ccept that challenge. Big and blusteting as she is the mountaineers of the smaller state do not fear. Should Russia bulge across the frontier, she would find half the world in arms against her. Uncivilized; dense in regard to in- tellectual attainments, the once Mus- covite empire (now a psuedo repub- lic) has no chance to win in any struggle she might force upon a dis- gusted and unwilling world. Turkey and Greece are bristling. Does this mean war? Not likely, although there are firebrands enough seattered among both peoples to start something. Our boyhood ears still ring with the story of Marco Bozarzis, when the Turk lay dream- ing of the thour when Greece, her knee in suppliance bent, should tremble at his power. Of course that song would be out of date now, since there are many people who incline to sympathize with the un- speakable Turk in the quarrels that disturb the two peoples. Moscow boiled over at the insult from England, but all the indigna- tion was wasted on the desert air. Without a stable form of govern- ment, with her best citizens rob- bed, murdered or thrown into prison to make a Bolshevik holiday, what can those mongrels expect? Cer- tainly no sympathy from any part of the civilized world, and we say be sure there’ll be no war between the Russ and the Briton. And then we come to the Ruhr, where France and Belgium are up to their eyes in trouble. Germany grunts and groans, yet the French stand firm. Other nations, members of the allied forces, protest in vain. England thinks France has gone too far. A new ministry in Britain may start something, but it is not likely. Nobody is aching for re- newal of war, not even the British crown, with its numerous labor troubles and puzzles. We in America are prosperous but not so Britain and the Europ- ean clan. And yet someone sug- gests, nay demands, that we take ‘over a part of the troubles afflicting the old countries, and try to alleviate them by accepting a big chunk of their burdens. Not yet, however, not yet. Old Timer. Life is like a circus parade—the loudest noise is made by the fellows at the tail-end of the procession. re “4 Why Risk Loss aid Fe ta a ec eR Q. £. FAUSKE k GENERAL MPROHANDISE ANT, WSRDW AME t Earvan, S. 8. ‘ He by being without sales books? | Without sales books you will | lose time making and trans- _| fering memoranda of ' charges. And errors or omis- .. sions are quite likely to { vccur—which means actual | loss of money. ' Look and see how your sup- ply is now and order today. Write forsamples on our 50 books for $3.75 printed with your name and ad. BATTLE CREEK SALES BOOK CO. R-4 Moon Journal Bl. Battle Creek, Mich. Order a bunch of GOLDEN KING BANANAS of ABE SCHEFMAN & CO. Wholesale Fruits and Vegetables 22-24-26 Ottawa Ave. Grand Rapids, Mich. WHEN YOU THINK OF FRUIT—THINK OF ABE. M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables STRAWBERRIES Season is here. Berries are beautiful, sweet, and price is within reach of all. Include a crate with your order. PINEAPPLES Big, canning sizes are now plentiful. Later on sizes will be smaller—not so desirable for canning. Buy now. Send us your orders for best quality Strawberries and Pineapples. We receive fresh shipments daily. We guarantee our goods and service to please you. The Vinkemulder Company GRAND RAPIDS, MICH. LL PE A a Wo are making s special offer on Moseley Brothers Agricultural Hydrated Lime GRAND RAPIDS, MICH. in less than car lots. Jobbers of Farm Produce. A. B. KNOWLSON CoO. Grand Rapids Michigan MILLER MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids. Michigan TOP PRICES—CORRECT WEIGHT—PROMPT RETURNS POST & DE VRIES Wholesale Receivers POULTRY, EGGS and VEAL Reference Kent State Bank 120 ELLSWORTH AVE. GRAND RAPIDS, MICH. Phones Bell M. 3492; Citz. 68833 You Make Satisfied Customers when you sell ‘‘SUNSHINE”’ FLOUR Blended For Family Use The Geely. Is Standard and the Price Reasonable THE PROOF OF QUALITY is measured by NUCOA SALES Nucoa, by far, out-sells all others Genuine Buckwheat Flour Graham and Corn Meal I. VAN WESTENBRUGGE DISTRIBUTOR Grand Rapids Muskegon J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN MICHIGAN TRADESMAN June 6, 192% Michigan fAetail 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. Remember That June Weddings ' Mean New Homes. Written for the Tradesman. While the hardware dealer in June is primarily interested in catering to the wedding gift trade, there is another aspect of the matter which fio wide awake hardware dealer will overlook. Where Mr. and Mrs. Newlywed after their marriage make their home in your town, that home represents an Opportunity for new business day in and day out, morth after month, and year after year. Particularly in a small community, it is the steady customer who en- sures the success of a retail business. Transient trade from buyers who “Just happen” to drop in may con- tribute to the year’s total; but what gives the hardware dealer a steady living is the patronage of people who keep on coming with their business. So the hardware dealer should di- rect his policy to holding the cus- tomers he has, and to coriverting the transient customers into steady customers. To this end, systematic plans should be worked out and fol- lowed up, season after season; and thoroughgoing effort should be put forth to interest new customers and prospects in your store. It may be taken for granted that the hardware dealer as a rule keeps an attractive store with well-selected stock; tries to find out and to sell what people want; makes courtesy and service the rule with his sales- people; uses newsparer space and window display to advertise his business systematically; and_ relies upon the favorable impression his store creates to convert the casual purchasers thus attracted into regu- . lar customers. All these factors are important to retail hardware business. They rep- resent the vital essentials without which no hardware business can suc- ceed to any great extent. But a great deal more than this can be done toward securing new customers. There are three main ways in which the hardware dealer can secure new customers. He can induce patrons of other stores to deal with him, if he hustles after their trade with sufficient energy. He can watch for newcomers to the community and can carry on a systematic follow-up campaign to induce them to trade with him, Finally, he can plan and carry out a similar campaign to secure the business of the newly weds. The tiethods in each case will be pretty much the same; but the newly weds will be, as a rule, the most easy to influence. The average newly martied couple are breaking away from their old ties, not merely home ties but business ties. There is a disposition—I have observed it in many newly married couples—to deal almost anywhere except where their parents dealt. The first few months are the “psychological mo- ment” for the hardware dealer’s follow-up to effectively reach theni. Here is how one experienced hard- ware dealer sizes up the situation: “Most people travel in a_ rut. When young folks get married, they’re breaking out of the old rut. They’re readjusting themselves to new conditions. As a result, it’s the psychological period to induce them to patronize me. It’s up to me to get acquainted and to persuade them I’m their best friend.” His first step in the program of “getting acquainted” is to work out a more or less efficient system for “getting a line on” newly-married couples making their homes in the community. For this purpose he did not rely on his general advertis- ing. He kert in touch with ministers. watched the marriage license lists, and had his salespeople keep him posted regarding approaching wed-' dings, or newly-weds coming to town from other places. In a large city it would be difficult to cover the field; but out in a small place, with a sales staff pretty generally acquainted with young people, this hardware dealer found it not at all dificult to get this information, or at least 90 per cent of it. Wth the names of the contracting farties, the next step was to get ac- quainted personally with one or both of them. This hardware dealer never relied on the fact that the parents always dealt with him. He had found by. hard experience that young people were apt to be revo- lutionary in establishing new trade connections and to go almost any- where except where their parents dealt. This dealer made a practice of sending a greeting card to the newly married couple, timed to reach them immediately on their return from their wedding trip. Incidentally, the card included an invitation to con- sult Blank’s Hardware Store in refer- ence to any household needs. Mean- while the newly weds were included in a special prospect list; and every month for an entire year circulars and advertising matter of a timely Michigan Merchants 1923 PROMISES the largest tourist trade in the history of the state. Are you ready for it? BUY IN MICHIGAN Sherwood Hall Co., Ltd. Established 1865 Grand Rapids, RESORT Michigan es Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. Michigan Hardware Company 100-108 Ellsworth Ave., Corner Oakes GRAND RAPIDS, MICH. Exclusive Jobbers of Shelf Hardware, Sporting Goods and FISHING TACKLE Yes, We'll | Take Your Old Cash Register As Part Payment nA New, Modern Cash Register Grand Rapids Store Fixture Co. Show Cases, Desks, Coffee Mills, Cash Registers, Etc. 7 Ionia Ave., N. W. fez Grand Rapids, Michigan ila eee oO a pee Ss Sine 6, 1923 nature were mailed to them. The results of this follow-up campaign were pretty good. ki However, the hardware dealer did not rely solely upon his mailing list campaign. It was merely supple- Meritary to personal solicitation, At periodical staff conferences the newly weds were discussed, it comnion with other prospects. If the sénior salesman knéw either bride or groorii personally, he was deputized to “druin them up.” If the junior knew their parents he ws instructed to “work afotind” through them. The book-keeper, a bright and wide- awake girl, was especially useful in this class of work. In a good many cases the dealer himself went out and either got acquainted by “happy chance” or putting all pretence aside made a personal call and placed his store service at the disposal of the Prospects. Whichever member of the staff landed the first order from a new customer got a small bonus; which did something to stimulate competition, not merely in landing the business, but in getting the names of new prospects. This represents an outline of one deler’s carefully planned methods for interesting the newly weds. Another dealer goes further and invarably makes a personal call, as a pretext leaving some little airticle—a match box or a nutmeg grater or something of that sort—as a token of good will. 3efore he gets through his call, he is pretty well acquainted. Where the retailer feels that he can’t afford the time himself and it is impractical to send one of his salespeople, a rersonal letter of con- gratulation and good wishes is often a good stunt. With most retailers, advance information of approaching weddings is valuable as a help to securing a share of the gift trade: and some retailers who secure this information make a practice of send- ing little gifts of their own—some small but useful article, with a letter of congratulation, which paves the way to later efforts to secure busi- ness. One retailer has an arrangement with hackmen, draymen and _ taxi- drivers in his town, whereby he supplies them with free business cards, and in return they give him prompt information as to the names and addresses of new residents movy- ing into the city. Immediately some member of the staff calls upon the new arrival. extends a cord‘al wel- come to the town, gets acquainted, and invites the new arrival to tele- rhone or call whenever he needs anything in the hardware line. The “welcome” takes the form of a friendly personal talk rather than an out-and-out solicitation of business; and for this reason it is usually all the more effective. Newcomers to a community appreciate friendliness. New households, whether new comers to town or newly married couples represent excellent opportun- ities for the development of new business and the addition of regular customers to your list; and time and effort spent in interesting these people in your store will usually produce better results than where iecbchegasis Sasi cae detiecs imideeniactase suc andes MICHIGAN TRADESMAN * it is devoted to trying to wean a regular customer away from a com- petitor. To whatever class the pros- pect belongs, however, this fact must be borne in mind; that personal ac- quaintance is a powerful factor in deflecting business. A tian will usually buy from the dealer he knows arid likes personally in pre- férénce to, any other: Vietor Lauirston. Some Startiing Economie Changes. The kaiser’s war bfought about many startling economic chanigés. Perhaps the iiost interdsting one affecting transportation is the short- age of camels in the Sahara Desert, which has occurred since the war. Few of us fealize to what an extent the camel is still used as means of transportation over great sections of the earth’s surface. A French Expedition recently cros- sed the Sahara from Tuggort, in Southern Algeria, to Timbuctoo. The trip was made in Citroen automobiles with caterpillar wheels.. It is said that the French plan to connect these two points in their African colonial dominions with a railroad which will tap the Valley of the Niger River, and develop and quick- en the large Trans-Sahara freight traffic in cotton, ivory and rubber. This will be one of the greatest triumphs of man over nature, and is a continuation of the excellent work the French have been doing in Morocco—aided by Baldwin engines and Philadelphia hardware. Some day the wreck of Decatur’s old flagship, the Philadelphia, will look out from Tripoli Harbor and see the Baldwin locomotives bringing in the Trans-Sahara Special, since the Italians are also developing cara- van and railway routes to the South of their colony of Tripoli. The world must have its cotton. In another ten years we shall have very little raw cotton for export, and Africa will have to frovide increas- ing supplies of this essential com- modity. The French deserve great credit for their intensive develop- ment of the African colonies, which has been accomplished under great difficulties. The many African troops which the French brought to Europe in the ‘World War are said to have returned with their desires for articles of European manufacture considerably increased, just as after the Russo-Japanese War the Japan- ese consumption of meat grew great- ly, because so many soldiers had been fed on canned meat from the United States. —_—_ <2 __. Don’t wait for inspiration—try preparation and _ persriration. NATIONAL DETECTIVE BUREAU Investigators A progressive organization, managed and personally conducted, by two widely known investigators, that ren- ders invaluable service and informa- tion to individuals, stores, factories and business houses. Headquarters 333-4-5 Houseman Bldg. Phones Day, Citz. 68224 or Bell M. 800 Nights, Citz. 22225 or 63081 ALEXANDER MacDONALD STEPHEN G. EARDLEY BZ San iniauaimnnmatam nunca Sota cit cis aseinih st barista udenutids dasktaciisa abba tie eeei GROCERS—Anticipation is often too high. But sot with Hekmaii’s Crackers and Cookie Cakes—they always make good. lor Pa G Grand Rapids.Mich. THE RESORTERS ARE COMING Evewtody Likes CANDY Galnaml 6 Yowneys GET READY FOR THE RUSH And NATIONAL CANDY CO. BIS PUTNAM FACTORY GRAND RAPIDS, MICH. ageNUl ibs RESORT THE TOLEDO PLATE & WINDOW GLASS COMPANY Mirrors—Art Glass—Dresser Tops—Automobile and Show Case Glass All kinds of Glass for Building Purposes 501-511 IONIA AVE., 8S. W. GRAND RAPIDS, MICHIGAN {SCHOOL SUPPLIES Pencils Tablets Paints Ruled Papers, etc. Plumbers’ Calking TOOLS H. T. BALDWIN WRITE US FOR SAMPLES The Dudley Paper Co. LANSING, MICH. 1028 Fairmount St., Citz. 263388 Ss. E. [ Tasninniiiniatinniiisnstsnesiniitintneninentntt ep Ji ee NUT ELRA DE BOLT CANDY CO., KALAMAZOO, Micy. B LTTE OO OO a ee Soe 24 MICHIGAN TRADESMAN June 6, 1923 2 (| | Hotel Rowe B ZZ Pe can, ELEGANCE WITHOUT EXTRAVAGANCE. Cafe Service Par Excellence. Popular Priced Lunch and Grill Room. Club Breakfast and Luncheons 35c to 75c. Grand Rapids’ Newest Hotel. Meeting of U. C. T. Grand Council at Flint. Grand Rapids, June 5—In April, 1893, Saginaw Council, No. 43, United Commercial Travelers, was organized with a charter list of about thirty- five members, this making the third council in Michigan, the first ones instituted being Detroit, No. 9, and Flint. No. 29. Saginaw, No. 43 gave a total membership in the State of Michigan of about 150, when a charter was granted by the Supreme Council at Columbus for the Grand Council of Michigan. The first Grand Council meeting was called to con- vene in Flint. During the interven- ing years twenty councils have been organized. Two -of these councils failed to succeed and the member- ship was transferred to other nearby councils, making a grand total of twenty-one councils in the Michigan Grand jurisdiction, with a member- ship of approximately 4500 members. It was very fitting that the thirtieth anniversary of the Grand Council of Michigan should be held in Flint, which town was the birth place of the Grand Council. Promptly at 9:30 a. m., Friday morning, June 1, Grand councilor, H. D. Bullen, of Jackson, called the council to order with an open ses- sion. The beautiful ball room of the Durant Hotel was filled to over- flowing with members and_ their wives. An address of welcome was made by Lloyd S. Drake, secretary of the Flint Chamber of Commerce. Mr. Drake is a fine speaker, as well as a good story teller. The Grand Councilor called to his station Past Grand Councilor, Mark S. Brown, of Saginaw, who gave a response to Mr. Drake’s address of welcome. With the retiring of Mr. Drake the ladies also retired and the Grand Council of Michigan opened up in executive session, with ninety-seven delegates and Grand officers in their respective stations and a good big number of Past Grand Councilors of Michigan. At the opening of the meeting the Grand Councilor called to his station .D. P. McCarthey, member of the Supreme Executive Committee, Col- umbus, and it was again the pleasure of the Michigan boys to listen to our good old friend Dan. Grand Councilor Bullen then ap- pointed the following convention committees: Press Committee: John D. Martin, Grand Rarids. Credentials Committee: H. D. Ran- ney, Saginaw; John Himelsberger, Lansing; M. J. Howarn, Detroit. Mileage and Per Diem Committee: Harry O. Miller, Jackson; A. F. Rockwell, Grand Rapids: E. E. Van Dyne, Owosso. State of Good of the Order: A. G. McEacheron, Detroit: Frank E. Saville Kalamazoo; L. E. Eckels, Coldwater. Committee on Resolutions: W. S. Burns Grand Rapids: Joseph Ran- ney, Marquette; E. F. Valentine, Port Huron. Necrology Committee: Geo, Van- Tuyle, Battle Creek; Adrian Oole,, Traverse City: Harvard Frost, Mus- kegon. Lew J. Burch, of Detroit, sug- lige gested that delegates declare them- selves when elected to the Supreme Council that they could and would be in attendance at that meeting. The report of Grand Secretary, Morris Heuman, was accepted with- out being read, as it was in printed form on the tables of the delegates. The Grand Councilor then gave his -annual report, which in outline show- ed that he had been on the job pret- ty steady during his year in office. The reading of the Grand Treasur- er’s report and the Grand Executive Committee’s report also supplemented the printed report of the Grand Sec- retary. It showed at the close of the fiscal year, March 1, 1923, 4,615 members in Michigan with a total balance in all funds of $4,926.29. This brought the time up for the noon luncheon, when the announcement was made that a special menu had been prepared by the combined You- See-Tee clubs of Michigan. The only thing regrettable was that. the room was not large enough to seat all who wanted to attend. Several good talks were given at this club, as well as some community singing. To the fellows who know nothing of the nature of the You- See-Tee clubs it opened their eyes and it goes without saying that dur- ing the next year there will be more You-See-Tee clubs organized in the State of Michigan. After recess the meeting was called as an open meeting and John D. Martin retired for a moment and brought in C. H. Montgomery, of Battle Creek, who is President of the Michigan State Hotel Association. Mr. Montgomery was given a very cordial reception and the talk he gave on the floor was the first wedge which culminated later on in the afternoon in the convention deciding that the 1924 meeting would be in Battle Creek. The following committees then made their annual report, each one of them being in tyfewritten form and turned over to the Grand Sec- retary after action had been taken thereon. The State of the Order Committee, the Credential Committee, the Com- mittee on Resolutions, the Legis- lative Committee and the Hotel Bus and Baggage Committee. The different amendments to the constitution were reported on favor- ably or rejected and the same turned over to the delegates going to the Supreme Council at Columbus, June 26, 27, 28, 29 and 30. By virtue of having served six years on the Grand Executive Com- mittee, Homer R. Brandfield, Grand Rapids and W. M. Kelly, Jackson: had conferred upon them the titles of Past Grand Councilor and pre- | sented with Past Grand Councilor badges and _ jewels. Mr. VV. Stevenson, of Muskegon, having passed through all the chairs of the Grand Council in conjunction with Past Grand Councilor, Homer R. Bradfield and Past. Grand Councilor Kelly was also called to the Grand Councilor’s station. The presentation of the badges and caps was made by Past Grand Councilor Mark S. Brown, of Saginaw. The detailed business of the con- vention being concluded, the Grand Councilor then announced the election of officers. As is usual in these elections each officer is elected to one office higher up and the only 350 Rooms - - Rates $2 with Lavatory and Toilet. HOLDEN HOTEL CoO. 350 Servidors - - Circulating Iced Water. 250 Baths $2.50 with Private Bath. C. L. HOLDEN, Manager. The Pantlind Hotel The center of Social and Business Activities. Strictly modern and _fire- proof. Dining, Cafeteria and Buffet Lunch Rooms in connection. 550 rooms Rates $2.50 and up with bath. New flotel filertens. Cs WA a Z ‘GRAND RAPIDS 5 NEN G & cB - oi 25 x Ne Rooms without bath, Y : , Br oe ty S Union Seror tun, $2.50 ( eee gb BREEN nl Club Breakfast 20c to b of Ez 6 LB So mgs Station — “fumareon Sn” JE GBB Bee a St oy is Ctoner 75c. = g £8 56! a aR ty - re for Reservation... Fig ad TRO He - : i y p EF e fe Z Qs 6 ‘ 66 te8:. pane - ees EE Poe G-+ RF , a op BEET ay eae * Sy e 9 a BB ie Hones a z | i BBE ED BADE a EEE ES bres eNhay : OO sem: IN THE HEART OF { $1.50 up RATES } $2.50 up CODY CAFETERIA IN CONNECTION THE CITY Division and Fulton without bath with bath June 6, 1923 contest that comes is either on the Grand Executive Committee or Grand Sentinel, but it seemed to be pretty well decided that the Grand Sentinel this year should go to* Sagi- naw Council and H. R. Rutherford, who was in the race last year, was unanamously elected Grand Sentinel for 1923-24. i The Grand Councilor appointed as tellers, John D. ‘Martin, of Grand Rapids, Stanley J. Hutchins, of De- troit and Mark S. Brown, of Sagi- naw, and the result of the ballots as cast, the vote standing at 97 votes with the following results: Grand Councilor—Geo. E. Kelly, of Kalamazoo. Grand Junior Councilor—C. C. Car- lyle, Marquette. Grand Past Councilor—H. D. Bul- len, Jackson. Grand Secretary—M. Heuman, of Jackson. Grand Treasurer—B. N. Mercer, Saginaw. Grand Conductor—Fred J. Fins- key, Bay City. Grand Page—L. V. _ Pilkington, Grand Rapids. Grand Sentinel—H. L. Rutherford, Saginaw. Rodney W. Eaton, of Flint and E. P. Monroe, of Muskegon, were elect- ed on the Grand Executive Commit- tee, Grand Councilor, Grand Secretary and Grand Treasurer were then elec- ted to for one year from the members of the Grand Executive Committee. We must not forget to mention the very good showing made by A. Bower, of Jackson, for the office of Grand Sentinel, but, as is usually the case, the losing candidate at a previous election, if still in the race, is given the office for which he runs for, and this being the fact with H. L. Rutherford, of Saginaw, making a very good run in 1922, it was but natural that he should win the election this year. There is no question but if ‘Mr. Brower is a candidate next year for Grand Sen- tinel he will win. / The election of delegates to the Supreme Council at Columbus, re- sulted with the following names be- ing elected in succession as they appear: George E. Kelly, Kalamazoo: H. D. Bullen, Jackson, H. D. Bradfield, Grand. Rapids: W. M. Kelly, Jack- son; Walter S. Lawton, Grand Rapids; M. . Howarn, Detroit; John D. Martin, Grand Rapids; Mor- rice Heuman, Jackson; John Adams, Battle Creek. Alternates: John Murray, Detroit; E. A. Dibble, Hillsdale; John A. Hach, Battle Creek; H. B. Ranney, Saginaw; O. D. Gilbert, Saginaw; Mark S. Brown, Saginaw; cy. Deveraux, Port Huron; . Ber- tles, Marquette; Frank L. Day, Jackson. The official registration of Grand officers, members and delegates was between 500 and 550. Before the installation of officers a rising vote was given to the city of Flint, Flint Council No. 29, and to the Hotel Durant for the very cord- ial hospitality and good feeling that was extended. Several good talks were made on the floor that it was about time for Michigan to work again for repre- sentatives in the Supreme Council. Several names were offered on the floor by the different members and a motion was made that the meeting proceed to an informal ballot. On the first ballot several names ap- peared, but with each succeeding bal- lot some were dropped out until the final ballot taken resulted in Walter S. Lawton of Grand Rapids, being the unanimous choice of the Michigan delegates for the office of Supreme Sentinel. This is a mat- tér that generally takes about three years to work out at Supreme Coun- cil meeting. The different elected officers and members of the Grand Executive Committee were called to the Grand MICHIGAN TRADESMAN Councilor’s station and duly _instal- led into their respective offices by Supreme Executive Committeeman, Dan P. McCarthy. Grand Councilor George E. Kelly then appointed the following com- mittees for the ensuing year: The re-appointment of John D. Martin, Grand Rapids; E. C. Spaulding, of Flint, and D. J. Riordan, Lansing, on Hotel Bus and Baggage Committee, seemed to, meet with hearty ap- proval by every one, this being the third year this committee has been consecutively appointed. Grand Legislative Committee: Archie Dorman, Saginaw; Elmer Cheney, Detroit; Fred G. McCoy, Bay City. Railroad and Transportation: Stanley Hitchins, Detroit; D. L. G. Reed, Kalamazoo; Norman Williams, Battle Creek. Grand Chaplin: W. E. Pray, Cold- water. This being the conclusion of the thirteenth annual meeting of the Grand Council of Michigan and noth- ing further to come before the con- vention, Grand Councilor, George Kelley pronounced the meeting duly closed until the next regular ses- sion, to be called in Battle Creek, June 1924. The wind up of Friday was a grand ball in the ball room of the Durant Hotel. Dinner was served in the main dining room. The grand march was lead by Mr. and Mrs. John D. Martin, of Grand Rapids. Promptly at 9:30 Saturday morn- ing a parade was put on which was a credit to the organization, admit- ting, however, that the day was beastly hot and quite a number of the old war horse members of the past thirty years did not enter in the parade. There was also consider- able interest manifested after the parade in ball games and horse shoe pitching contests and then began the grand exodus of the crowd return- ing home. It is estimated that at least 80 per cent. of the delegates and visitors this year traveled in auto- mobiles. —_—_-2>—____ From the Cloverland of Michigan. Sault Ste. Marie, June 5—The P. A. convention, held here last week, was a decided success. The weather was ideal and visitors were shown the many points of interest, including the locks and side trips, leaving a lasting impression on the delegates, especially those visiting here for the first time. Many favor- able comments were heard of the Soo being the best summer place to hold conventions in the State. Charles Haas, the well-known Uneeda biscuit salesman, has tendered his resignation and bought an inter- est in the A. H. Eddy store. Charles will have charge of the meat depart- ment and supervision of the entire floor. This is no new experience for Charles, who is an experienced meat cutter, having been employed by Cudahy Bros. for a number of years prior to accepting the position of traveling salesman for the Na- tional Biscuit Co., which he has successfully followed for a number of years. With his knowledge of the business and being a live wire as a salesman he will be a big as- set to the new firm, and his many friends wish him every success in the new venture. The man who used to spend _ his Saturday evenings with his foot on a brass rail now keeps it on the gas. John H. Rhodes, of St. Ignace, last Monday received a telegram from the State Administrative Board, con- firming the newspaper reports that the Board had approved the recom- mendation of the highway depart- ment for the purchase of Chambers deck and that payment would soon follow. This will result in beautify- ing the water front at St. Ignace and make an ideal State ferry land- ing. Items William Walker, the well-known merchant of Wilwalk, was a business visitor there last week on his return from a trip to Chicago. Our Canadian friends are going to have another chance on June 25 to vote for light wine and beer. If they carry there will be a big rush in the business, especially from the stricken friends on this side of the river, who will be more than ready to contribute to the new cause. H. E. Fletcher, popular cashier of the Sault Savings Bank, has purchas- ed a summer home on the banks of the St. Mary’s river and has a large force of men at work remodeling the house and beautifying the water front. The Soo lost one of her best men in the death of James ‘H. McDonald las Thursday. He was a prominent Pioneer and at one time sheriff of Chippewa county. He was prop- rietor of the Hotel Belvidere and at one time county treasurer. He was known by his many friends as Smil- ing Jim. He leaves a widow and one son, Leroy, two daughters and one brother, Lew McDonald, of De- troit. Julius Peterson, the popular grocer, who recently installed a meat market in his grocery store, has just added a new Hussman dry air system showcase to his fixtures. The new showcase is' the only one of that kind in the city and adds much to the appearance of the up-to-date place. : Trading in a used car is about the hardest test of a man’s religious training. One of the finest garages in this section of the country will be that which will be erected this summer by Fred Taylor. The new building will extend from Spruce _ street through to Arlington street, where the Dixie garage stands at present. Ground for the new building was broken last week. The work is pretty well divided into early birds and early worms. It is up to you whether you will be the bird or the worm. Napoleon Beaudet, the pioneer lumberman of Manistique, passed away at his home last Tuesday at the age of 64 years. He was born in Quebec and for many years was engaged in lumbering at Northland. William G. Tapert. ——~+-.—__ Lansing—Representatives of the Lansing Hotel Co., who have taken the field for work preliminary to the sale of $300,000 worth of preferred stock in the new Lincoln hotel, re- port that many Lansing business men have declared their willingness to in- vest in the project. The hotel is to be one of the finest structures of the kind in the State and is to cost a million and a half dollars. The original plan of the building was drafted about a year ago, but the plans and the financing have been revised so that the present issue of stock is an entirely new offering and is being well received in all quarters, it is claimed. —_——-_e--.——_— Detroit—McFadden Motors, Inc., 5800 Woodward avenue, has been’ in- corporated to deal at wholesale and retail in motor vehicles, parts, sup- plies, and accessories, with an author- ized capital stock of $100,000, of which amount $60,000 has been sub- scribed and $15,000 paid in in cash. elas aiden enor chs saa th inns isha casein sa oleae nan ica Pha Ri dee 25 7 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- CUSHMAN HOTEL PETOSKEY, MICHIGAN The best is none too good for a tired Commercial Traveler. Try the CUSHMAN on your next trip and you wilil feel right at home. Livingston Hotel GRAND RAPIDS European Rates $1.25 to $2.50 per day Bell Phone 596 Citz. Phone 61366 JOHN L. LYNCH SALES CoO. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN HOTEL WHITCOMB St Joseph, Mich. Kuropean Plan Headquarters for Commercial making the Twin Cities of ST. JOSEPH AND BENTON HARBOR Remodeled, refurnished and redecor- ed throughout. Cafe and Cafeteria in connection where the best of food is ob- tained at moderate prices. Rooms with sae water $1.50, with private toilet $1.75 and $2.00, with private bath $2.50 and $3.00. J. T. TOWNSEND, Manager. Men OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates’ $1.50 and up EDWARD R. SWETT, Mgr. Muskegon t-! Michigan Lansing’s New Fire Proof HOTEL ROOSEVELT Opposite North Side State Capitol on Seymour Avenue 250 Outside Rooms, a ca $1.50 up, with Bath $2.50 Cafeteria in Caanacuan. EAT AT SOLOMONSONS HOWARD CITY Stop and see George, HOTEL MUSKEGON Muskegon, Mich. Rates $1.50 and up. : GEO. W. WOODCOCK, Prop. Corner Sheldon and Oakes; Facing Union Depot; Three Blocks Away HOTEL BROWNING GRAND RAPIDS 150 Fireproof Rooms Rooms, duplex bath, $2 Private Bath, $2.50, $3 Never higher ee — 26 MICHIGAN TRADESMAN June 6, 1923 Mich. State Pharmaceutical Ass’n. President—George H. Grommet, De- troit. Secretary—L. V. Middleton, Grand Rapids. Treasurer—E. E. Faulkner, Middleville. Exécutive Committee—J. 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. Gorenfio, Detroit. Claude C. Jones, Battle Creek. Director of Drugs and Drug Stores— Hoffman, Lansing. Next examination sessions—Detroit, June 19, 20 and 21; Sault Ste. Marie, Aug. 21 and 22; Grand Rapids, Nov. 20, 21 and 22. Readjust Conflicting Elements Sane and Safe Way. Written for the Tradesman. In fulfillment of my recent prom- ise to contribute the third item of interest which particularly attracted my attention during the meeting of the U. S. Chamber of Commerce in New York. I am, of course, particularly interested upon what are generally called economic lines, believing that intelligent action and reasonable conservativeness are the imrortant factors in safeguarding commercial undertakings. During an address which Herbert Hoover delivered he made the fol- lowing statement: “‘We have no need to go into a period of inflation. We are, undoubtedly, on a plane of pros- perity, and we wish to hang On to the prosperity. I am not one of those who believe that hard times have any special advantage in dis- ciplining our souls. We ought to be able to discipline ourselves in pros- perity when we have time to do it, and having achieved prosperity we should be able to hold on to it.” In the address and certain discus- sions which occurred in connection therewith, the following points were you I brought distinctly to the’ attention of the listeners. I realize that some of this is threshing wld straw, but there are very few things which we can safely say are fundamentally new, and it is positively true that many of the greatest achievements to-day are in throwing new light upon old funda- mentals and achieving results where many of us believed there could be nothing obtained. In the first place, the most funda- mental and the safest way to con- tinue prosperity is to save. I am well aware the word “Save” has been in-continuous use longer than any other common word. The fact yet remains that the saving citizen and the family and the community in which they live is safest and surest through sunshine and storm, and. we are only obliged to review history for fifty years to establish this fact. 'When, during the European war, the business institutions of the United States forged to the front very rapidly, and in fact men in whatever ‘business they were en- gaged became rich almost over night, ii seemed to be an incentive to every man in our country, from the ditch digger to the banker, to spend all or more than the extra amount earned. All of this was ac- companied with the feeling and even with the belief that those conditions would continue for all time. If the business institutions of the coun- try during that period had _ saved a goodly rortion of their extra earn- ings and profits, there would not have been a shadow of a depression in 1921. In fact, as we look about us, we find that inflation, stimulated by extravagance, produced the ma- jority of the conditions in which we find ourselves and also produced the necessity of refinancing many _ in- dividuals and many institutions which could have been financed out of their own profits if these had been con- served. The second safeguard is that in such instances as depression and in- flation during the war and the present conditions of prosperity which pre- vail now in our country, we should have business men who have the courage and who are capable from a financial standpoint and trade stand- point to resist inflation and over ex- pansion. We should have men, not only in the Federal offices who are supposed to be in close touch with all the operations of our country, but in the industrial life and in the mercantile life whose minds are so trained that they can act practically as a safeguard against the great mul- titude who are in the undertakings of life without training and who dis- regard the results that may be ob- tained without careful consideration. The third safeguard or item of interest was the position taken in - regard to the credit man and the banker. It is generally understood that the banker is in closer touch with the general affairs of commerce than any other class of men. The facts are, however, that the credit men of industrial institutions, whole- sale houses and large retail institu- tions throughout the country know more of the average man and _ his disposition to be extravagant than any banker. And if the credit man in the first place, and the banker in the second place, could have the courage under conditions which in- dicate inflation, to throw out words of caution to those inclined to ex- travagance many of our troubles could be obviated. The fourth which was very safeguard, and one thoroughly discus- sed was handled under the title “Commercial Strategy.” There was a time in our country when our ex- ports were not of any great value. During the last thirty-five years, es- pecially, there has been an enormous increase as to business between the United States and other countries. At the present time, it is not only true, but we have actually assumed a position through our financial right, and we are almost bankers of the world. It is contended and rightfully so that the business man and the banker to-day must be a man of very wide vision, and that in- dividually and collectively they must be men of not only vision, but of thorough reasoning powers, and that instead of working apart, as_ is quite the disposition in industry and commerce, all of these institutions should be so associated so that not only harmony shall prevail, but based upon a reasonable profit, they should seek through their associations to avoid the catastrophes which other- wise would certainly occur. As the leading world progress in tion, they realize they must stand individually and_ collectively closer to each other or they must fall apart and every few. years some one or more of them must have a depres- sion or what is ordinarily called a “panic.” “Considerable time was spent considering the question of producing and consuming. It is gen- nations of the thought and ac- No Smoker Can Be Satisfied Before He Has Smoked A a Live ealers : S h Citz. Phone Sell Them B 99008 ea 2 Mfd. By NE Bell, M 1821] J Vanden Berge Cigar Co. Sunday. TANGLEFOO TANGLEFOOT A Valuable Impression pleasing impression upon customers is of value. and at the same time save your goods from damage by spreading sheets of JANGLEFOOT in your show windows, especially over will then be at work for you and will not only catch the flies, but attract the attention of people who pass your store to your efforts to keep your stock clean and fresh, and create in them a desire to use TANGLEFOOT themselves. This means extra sales to you. You can now sell at the old price, two double sheets for 5 cents, and make a profit of 50 per cent. Remember TANGLEFOOT catches the germ as well as the fly, and that poisons, traps, or powders cannot do it. TANGLEFOOT You can create one TANGLEFOOT “el i June 6, 1928 i iA PRB VN SANIT SPURT is SR TRB RS MICHIGAN TRADESMAN 27 erally supposed that there are a have put this number of people out WHOLESALE DRUG PRICE CURRENT great many less farmers in our coun- of employment. try than there were ten or fifteen Another surprising thing was men- Prices quoted are nominal, based on market the day of issue. years ago. This belief needs just tioned, and in a sense should not Acids Almonds, Sweet, meet wa Tinctures a little comment. As you go through be surprising, but is generally not Borie (Powd.) --15 @ 25 i ae os 00 Zoonlte -----—-—_- @1 80 ait h ; Boric (Xtal) -__-15 @ 25 Amp tified 2 002 25 loes ---------__. @1 45 our country districts there can be thought of to any great extent. The Carboli 78@ 83 ee recti 1 00@1 25 Arnica 0 @1 10 seen many houses upon farms that facts are that the production in our ene a sews 62@ 76 Bergamont —--_ 5 0g 25 Bene, Sues ¢ 2 seem to be abandoned, but the facts country from the farmer and the Murtatie ume 4 50@1 75 Benzoin ________ @2 10 : : ee Se ee ae Cassia 25@4 50 Benzoin Comp'd @2 65 are that in many of these cases one industrial institution and all of the Nitrie ------__. 9@ 15 Castor --___. 1 oe a uch ose @2 55 of those thirfty farmers has bought manufacturing and trade institutions O*@lHe ---------- 20%4@ 30 oe eet 45 cua coe ¢: oe out two or three of his neighbors. is accomplished with less physical — Sees ‘oo a oe aman ‘2 3 50 cu 5 Glen By actual figures of the Commerce effort and with better pay than ever # © Goa Liver 1 suet 40 jo bs a Department at Washington, there before in this country or in any i Sete cog 2 MOE Sabet gi fe are more fanm products brought country in the world. It is very of- Cubebs -__._____ 8 50@8 75 Gentian ___..-~ p é g y 2 y Water, 26 deg. .. 10@ 18 Bigeron _____._. 3 00@3 25 Ginger, D. S. .. ta to market at the present time than ten stated that the worker is over- Water, 18 deg. _. 8%@ 13 Eucalyptus --_.. 90@1 20 Guaiac __________ 2 20 ever was before in the history of worked, but the truth is that through Water, 14 deg. _. 6%4@ 12 a - 3 a fi Ammon. g2 00 our country. improvement of conditions and the io acy tog : Juniper Wood__ 15 115 Iodine, Colorless. @1 3 i : ; bettering of machinery, from the - : a ge ra i Ol 25 nen. elo, —____ gi 86 Right along beside this statement . : Lo a : Chee eens Oana n==--- === 1 40 : industrial institution down and_ in- Lavendar Flow 4 50@4 75 Myrrh ________ @2 50 is also the statement that we are oes the facies Mansell the nc Balsams Lavendar Gar’n 1 75@2 00 — Vomica ____ @1 65 consuming more of the products of Bs ie . a . a. Ge : ; ate . a Copaiba -...._. 60@1 00 ———, aa we 15 Opti. ae gs - the soil than we ever did before, P¥YS'C#) Mort Aas Deen decreased and Fir (Canada) -. 2 60@2 75 Linseed bid. less 1 29@1 37 Opium; Deodorz’d 8 60 a production has been increased. Fir (Oregon) -._. 80@100 Linseed, raw, bbl. @1 20 Rhubarb _________ @1 70 and this is due to the fact that dur- eis Wh wc woeld Witch Hazel -. Zinc Sulphate -. wo. Giana a nee AR Se as aes EO ee ee - Vita Wheat, 12s MICHIGAN TRADESMAN 28 June 6, 1928 CHEWING GUM Supreme, 50s -_-... 110 00 Peaches Adams Black Jack --.. 65 Bostonian, 50s --.-_. 95 00 Evap. Fancy, Unpeeled 19 aioe Bloodberry --.. 65 Perfecto, 50s — - 9500 Kvap. Fancy, Peeled ._ 22 These quotations are carefully corrected weekly, within six hours of mail- {@ams Calif, Fruit -- 65 Blunts, 50s -----__ 75 00 Peel : : i : : B oe , a re a Rap = Cabinet, 50s ------- %3 00 temon, American _____ 26 ing and are intended to be correct at time of going to press. Prices, however, aeons : on 79 Worden Grocer Co. Brands Orange, American ____- 28 are liable to change at any time, and couontry merchants will have their orders Doublemint ~..........~ 65 _._.. Harvester Line. Raisins fill ° Juicy Fruit ____________ 65 ‘Kiddies, 100s ----_._- 37 50 Seeded, bulk __-_____ 12% ed at market prices at date of purchase. Peppermint, Wrigleys-. 6s Record Breakers, 50s 75 00 Seeded, 15 oz. pkg. __ 14 —_—_— es Spearmint, Wrigleys _. 65 Delmonico, 50s ~---~. 75 00 Seedless, Thompson __ 12% ee ae Wrigley’s P-K —____.. 65 Epicure Panetela, 50 75 00 Seedless, 15 oz. pkg. 13% ADVANCED DECLINED TOW occa 65 Perfecto, 50s ------- 95 00 California Prunes Evap. Apples nad: Biles CHOCOLATE. : The i+ ooo a ve ie oA >: — "eo ore # : ot greement, Bo 80-90, 25 lb. boxes __@10% Vinegar—White Wine Evap. Apricots Beker: Gores 2. — 2 Wesniagton, bie. % 00, 70-20, 25 Ib. boxes OU Horse Radish Raisins Scotch Peas Prunes AMMONIA Arctic, 16° oz. ~-..- 1 75 Arctic, 32 oz. 2... 2 75 I X L, 3 doz., 12 oz. 3 Parsons, 3 doz. small 5 Parsons, 2 doz. med. 4 Parsons, 1 doz., lge. 3 35 Silver Cloud, 3 dz. sm. 4 Silver Cl’d, 2 dz., med. 4 Silver Cloud, 2 dz. lge. 6 One case free with five. oe CREASE 10 Ib. pails, per doz. 15 lb. pails, per doz. 11 20 25 Ib. pails, per doz 17 70 BAKING POWDERS Arctic, 7 oz. tumbler 1 35 Calumet, 4 oz., doz. 95 Calumet, 8 oz., doz. 1 95 Calumet, 16 Oz.» doz. 3 35 Calumet, 5 lb., doz. 12 75 Calumet, 10 Ib., doz. e K. C., 10c doz. -_.. K. C., 15¢ doz. -... ; ati K. C., 20c doz. K. C., 25¢ doz. K. C., 10 Ib. doz. .. 13 50 Queen Flake, 6 oz. Queen Flake, 16 oz. __ 2 25 Queen Flake, 100 Ib. keg 11 Queen Flake, 25 lb. keg 14 Royal, 10c, doz. _..... 95 Royal, oz., doz. -. 2 70 Royal, 12 oz., doz... 6 20 Royal, 6 ib... 31 20 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 BLUING Original condensed Pearl # Crown Capped 4 doz., 10c dz. 85 3 dz. 5c, dz. 1 25 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 3 85 Cream of Wheat -.-. 6 90 Pillsbury’s Best Cer’l 2 20 Quaker Puffed Rice_. 5 46 buaker Puffed Wheat 4 30 luaker Brfst Biscuit 1 90 faiston Purina —____- 4 00 Ralston Branzos --.. 2 70 Ralston Food, large -. 3 60 Saxon Wheat Food -. 3 75 Shred. Wheat Biscuit 3 85 Post’s Brands. Grape-Nuts, 248 ______ 3 80 Grape-Nuts, 100s ___. 2 75 Cereal, 12s __ 2 25 Post Toasties, 36s _. 2 os Post Toasties, 24s _. 2 8 Post’s Bran, 248 .... 2 70 BROOMS Standard Parlor, 23 Ib. 8 00 Fancy Parlor, 23 Ib. 9 50 Ex Fancy Parlor 25 Ib 10 50 Toy Fey. Parlor 26 Ib + = Wea es Rich & France Brands Seat oe 8 No. 24 Good Value -. 8 No. 25 Velvet —_---- 10 No. 25, Special _---- 9 No. 27 Quality -.--_. 11 No. 22 Miss Dandy —- 11 00 No. B-2 B. O. E. 10 Warehouse, 36 Ib s B.0.E. W’house, 32 Ib. 50 BRUSHES crub Solid Back, 8 in. -__. 1 50 Solid Back, i in. ---_ 1 75 Pointed Ends ________ 1 25 2 BUTTER COLOR Dandelion, 25c size -. 2 85 Nedrow, 3 oz., doz. 2 50 CANDLES Electric Light, 40 Ibs. 12.1 Plumber, 40 Ibs. ---- ted Paraffine, 68 ~-----. ie Paraffine, 128 ------. -- 4 Wicking. os Tudor, 6s, per box - 30 CANNED FRUIT. Apples, 3 lb. Standard 1 75 Apples, No. 10 ~.4 50@4 75 Apple Sauce, No. 2. 2 00 Apricots, No. 90@2 00 Apricots, No. 2 .-.--- 2 Apricots, No. 2% 2 25@3 - Apricots, No oo ee Blackberries, No. 10. 9 00 Blueber’s, No. 2, 1-75@32 50 Blueberries, No. 10... 11 50 Cherries, No. 2..3 00@3 50 Cherries, No. 2% 4 00@4 95 Cherr’s, No. 10 11 50@12 00 Loganberries, No. 2 —. 3 0 Peaches, No. 1 —.... 1 85 Peaches, No. 1, Sliced 1 40 Peaches, No. 2 -..--- 2 75 Peaches, No. 2%, Mich 3 25 Peaches, 2% Cal. 3.00@3 75 Peaches, No. 10, Mich 7 75 Pineapple, 1, sliced ~. 2 10 eenen 2, sliced ~. 3 50 Pineapple, 2, Brk slic. 3 00 Pineapple, 2, sliced 4 25 - Pineapple, No. 2, crus. 2 50 Pineap., fo cru. 11 siti = Pears, Se Pears, Ne. 2. i 2 Plums, No. 2 ~...---- 2 Plums, No. 2% ~~~... 3 2 10 Raspberries No. 2, blk. 3 25 Raspb’s, Red, No. 10 9 75 Raspb’s, Black No. 10 11 00 Rhubarb, No. 10 ~-_.°65 25 CANNED FISH. Clam Ch’der, 10% oz. 1 35 Clam Ch., No. 3 3 00@3 40 Clams, Steamed, No. 1 1 75 Clams, Minced, No. 1 2 50 Finnan Haddie, 10 oz. 3 30 Clam Bouillon, 7 oz.. 2 60 Chicken Haddie, No. 1 2 75 Fish Flakes, small -- 1 36 Cod Fish Cake, 10 oz. 1 85 Cove Oysters, 5 oz. . 1 75 Lobster, No. %, Star 2 90 Shrimp, No. 1, wet —. 1 80 Sard’s % Oil, k’less 4 00 Sardines, % Oil, k’less 3 85 Sardines, % Smoked 7 00 almon, Warrens, %s 2 75 Salmon, Red Alaska_. 2 80 Salmon, Med. Alaska 1 65 Salmon, Pink Alaska 1 60 Sardines, Im. %, ea. ee Sardines, Im., 25 Sardines. Cal. __1 15@2 10 Tuna, %, Albocore __ 95 Tuna, %, Nekco -..."1 65 Tuna, %, Regent —__ 2 25 CANNED MEAT. Bacon, Med. Beechnut 2 40 Bacon, Lge. Beechnut 4 05 Beef, No. 1, Corned __2 60 Reef. No. 1. Roast __ 2 35 Beef, No. % Rose Sli. 1 75 Beef, No. %, Qua. Sli. 2 10 Beef, No. 1, Qua. sli. 3 35 Beef, No. 1, B’nut, sli. 5 10 Beef, No. %, B’nut sli. 2 80 Beefsteak & Onions, s 3 15 Chili Con Ca.. is 1 35@1 45 Deviled Ham, %s -~__ 2 20 Deviled Ham, ¥%s --_ 3 60 Hamburg Steak & Onions, No. Potted Beef, 4 oz. _.. 1 40 Potted Meat, 4% Libby 50 Potted Meat, % Zibby ° Potted Meat, % Rose Potted Ham, Gen. 4 L 85 Vienna Saus., No. % 1 36 Veal Loaf, Medium .. 2 30 Baked Beans Beechnut, 16 oz. —-.. 1 40 Campbel Climatic Gem, Fremont, No. 2 ~.---- 1 26 eee: Snider, No. 1 ~-----. aS Snider, No. 2 -..-... 35 Van Camp, Small _. 92% Van Camp, Med. -... 1 16 CANNED VEGETABLES. Asparagus. No. 1, Green tips -.. 4 00 No. 2%, Lge. Gr. 3 75@4 50 Wax Beans, 2s 1 35@3 . Wax Beans, No. 10 __ 7 Green Beans, 2s 1 60@4 7 Green Beans, No. 10— ; 25 Lima Beans, No. 2 Gr. 2 00 Beets, No. 2, wh. 1 60@2 40 Beets, No. 2, cut 1 25@1 76 Beets, No. 3, cut 1 40@2 10 Corn, No. 2, St. 1 00@1 10 No. 2, Ex.-Stan. 1 56 Corn, No. 2, Fan i ee: 26 No. 2, oe glass 3 26 No. 10 7 26 Hominy, No. 3.1 1 15@1 35 Okra, No. 2, whole —_ 2 00 Okra, No. 2, cut: ...1 90 Dehydrated Veg Soup 99 Dehydrated Potatoes, Ib 43 Mushrooms, Hotels -.. 40 Mushrooms, Choice -._ 48 Mushrooms, Sur Extra 70 Peas, No. 2, E.J. 1 25@1 80 Mie. 20 2 10 Peas, No. 2, Ex. Sift. ce. J 1 90@2 10 Peas, Ex. Fine, French 29 Pumpkin, No. Pumpkin, No. 10 --.. Pimentos, 4%, each 15@18 Pimentos, %, each 27 Sw’t Potatoes, No. 216 1 35 Saurkraut, No. 3 1 35@1 50 Spinach, No. 1 ---_.. 1 35 Spinach, No. 2 1 45@1 60 Spinach, No. 3 2 1 25 Spinach, No. 10 -_.. 7 25 Tomatoes, No. 2 1 30@1 60 Tomatoes, No. 3 1 90@2 25 Tomatoes, No. 2 glass 2 85 Tomatoes, No. 10 ____ 6 50 CATSUP. B-nht, Smal 1 80 Lilly Valley, 14 oz. __ 2 25 Libby, 14 oz. --.-.... 2 25 T4g0y, © 06; 2. 1 60 Lilly Vatley, % Pint 1 6. Paramount, 24, 8s _... 1 45 Paramount, 24, 16s -_ 2 40 Paramount, 6, 10s —. 10 = Sniders, 8 oz. ---..... 1 Sniders, 16 oz. -...- 27 Van Camp, 8 oz. -... 1 76 Van Camp, 16 oz. —-. 2 75 CHILI SAUCE. Snider, 16 = a 8 26 2 25 Lilly Valley, % Pint 2 25 OYSTER COCKTAIL. Sniders, 16 oz. ---... 3 25 Sniders, 8 oz. ~-_--.. 2 25 CHEESE Rogufort 2 52 Kraft Small tins -_.. 1 70 Kraft American __-.. 1 70 Chili, small tins ___. 1 70 Fimento, small tins_. 1 70 Roquefort, small tins 2 50 Camenbert, small tins 2 50 SN 28 Wisconsin Flats ______ 28 Wisconsin Daisy —___ 28 Gopehormn... 28 Michigan Full Cream 27 New York Full Cream 33 Sap Sago - =... 32 Baker, Premium, %s _. 37 Baker, Premium, \%s _. 34 Baker, Premium, %s __ 34 Hersheys, Premium, \%s 36 Hersheys, Premium, \%s 36 Runkle, Premium, %s_ 34 Runkle, Premium, %s. 37 Vienna Sweet, 24s ___ 1 75 COCOA. Baker's 48 40 Ranere “4S 36 + Bante, 448 oo 43 Hunte, 4% ib. — 35 Bunte,: 1. 2 32 Droste’s Dutch, 1 ib... 9 00 Droste’s Dutch, % Ib. 4 75 Droste’s Dutch; yy Ib. 2 00 Hersheys, %8 --.-----_ 33 Hersheys, %8 -----_- — 28 HMuyier) 36 Lowney, %8S ~----------. 40 Lowney, 4S --------- - 40 Lowney, ee 38 Lowney, 5 ib. cans -__. 31 Van Houten, 4s -_---- 75 Van Houten, %s ----. 75 COCOANUT. %s, 5 lb. case Dunham 560 B, 5 Th. case ... 48 %4s & %%s, 15 lb. case 49 Bulk, barrels Shredded 22 96 2 oz. pkgs., per case 8 00 48 4 oz. pkgs., per case 7 00 CLOTHES LINE. Hemp, 50 ft. --_______ 00 Twisted ren 50 ft. : 75 Braided, 50 ft. --..... 2 75 Sash ae ec 4 00 Et Eales Gn eae cial 18 SRR “— Guatemala -_...._..____ 28 Java and Mocha ...-... 39 OC Ote 30 Peaberry —-..... ees ae Christian Coffee Co. Amber Coffee, 1 lb. cart. 30 Crescent Coffee, 1 Ib. ct. 26 Amber Tea (bulk) -_-. 47 Kept-Fresh Always McLaughlin’s Vacuum packed: fresh. Complete line of high-grade bulk _ coffees. W. F. McLaughlin & Co., Chicago Coffee Extracts N. Y., per 100 Frank’s 50 pkgs. —-..__ Hummel’s 50 1 lb. —. tou CONDENSED MILK Bagie, 4 doz. __-___ oo i eu ee hr ee nn oO se we 6 Ae eee RS ORAS RD, | eenee meme ’ ’ ---- Fancy Open Kettle --- 49 10 gallon kegs ---. 675 ‘Tablets, 1 Ib. Pure —_- 24, 2% lb. cans __-_-- 4°05 Rat wood (8) 1 00 a eet ee oa. 1% Teas 278 Rat, spring “=--------- 1 ov Half barrels bc extra = }5 Eailon, 2000 _.-.-. 17 59 Wood boxes, Pure ---- Blue, Karo i age gl ot aa Molasses in Cans. 10 gallon, 800 -_----__ 12 75 ee Ge ra SEE eee 215 Large Galvanized -__ 9 50 Red Hen 24, 2 Ib. 270 Dill Pickles. Milkers, kes 11 Blue are, No, 5, 1 dz. 3 00 Medium Galvanized __ 8 25 Red Hen, 24, "2% Hi 3 2a «6600 Size, th gal 8 _ 00 Y. M. Kegs _________ 10 Blue Karo, No. 10, | Small Galvanized -__. 7 25 Red Hen, 12, 5 Ib. -- 3 10 PES ¥. M. Half bbis. -- 8 OR ase Washboards Red Hen, 6, 10 Ib. _- 2.80 Cob, 3 doz. in bx 00@1 20 Y: M. pbis. ___.___-_ moe Ware, Ne. Ma, Baonce Gone 6 50 Cie ee inh bs PLAYING CARDS Herring Red Karo, No. 5, 1 dz. 3.50 Brass, Single ---__ 7 50 singe! ke "ta PW 4 12 ronday, por Gow --2 qo KARE, Norvey —- 148 90 can cases, $480 por come ted Haro! No. Yoh 22) Sana fons 9 8 nger , ° ‘ > bh race padis 22 : rlESS -----~ Ginger Cake, 6, 10 Ib. 3 50 oni Saati Ts a Cut Lun¢dh 222000 WASHING POWDERS. aig ee ama aoe ae 3.30 Single Peerless __---- 7 50 OO & bk to te ee Boned, 10 Ib. boxes __ is% Bon Ami Pd, 3 dz. bx 3 75 Imt. Maple ao gg Northern Queen 6 25 O. & L. 24-2% lb. --565 POTASH Lake Herring Bon Ami Cake, 3 dz. 325 Orange, No. 1%, 2 doz. a. Universal 22002 8 25 0. & es et cae : a Babbitt’s 2 doz. ---_- 275 % bbl., 100 Ibs. ____ 600 Climaline, 4 doz. _... 420 Orange, No. 5, 1 doz, 42 Window Cleaners O. & L. 6-10 Ib. _---_- 3 Mackerel Grandma, 100, 5c ---- 4 00 Maple. $2 We 1 65 Dove, 36, 2 lb. Wh. L. 5 60 FRESH MEATS Tubs, 100 Ib. fancy fati2 00 Grandma, 24 Large _ 400 Green Label Karo, 14 ine) i 1 85 ees a et Ton Steere Tew te@ia. Tone 00 comme 525 Gold Dust, 100s _-_-_- a rer SO Win 2 30 uve, 24, 2% lb. Black 3 90 ood Steers & Heif. 14@15 White Fish Gaiten Wea. 7 =e 3 38 WS ae 40 : Wood Bowls Dove, 6, 10 lb. Blue L445 Med. Steers & Heif. 12@13 Med. Fancy, 100 lb. 1300 jinx 3 doz. SoG 50 Maple and Cane os in, Butter -__-_--__ 5 00 Palmetto, 24, 2% Ib. 440 Com. Steers & Heif.0@12 | SHOE BLACKENING. La France Laun, 4 dz. 360 xanuck, per gal. 165 13 @™ Butter ------- 9 00 Cows 2 in 1, Paste, doz. _. 135 Luster Box, 54 -----. 3 76 Sugar Bird, 2% Ib., 16 in pie 35 00 NUTS. We ee eS 13 EB. Z. Combination, dz. 1 35 a $e ee . ° Good | 3 ee es 12 Dri-Foot, doz. -_---- ird, 8 oz., 4 Almonds, Terregzona. 19 yoga 09 Bixbys, Doz. _______- 1 35 neasees pe Sugar Bird, ee su Se Peer Brazil, Large -------- a Common oe 08 Shinola, doz. _______- 90 earete ees Maple. oe ae white_ eae oe Veal. STOVE POLISH. Michigan, per gal 250 Buichers: Manila =. 06% Romnis Viena tae i | TOP: — 2s. 13% Blackine, per doz. -_ 1 35 Welchs, per gal. ---- 260 rragt ac Gg P ie Wie, roanted 32 Goods 22 ase ee oe iia, 02. 1 40 | ee SOM cues Malige ae i0 Black Silk Paste, doz. 1 25 TABLE SAUCES. Peanuts, Jumbo raw 13% E ; YEAST CAKE Peanuts, Jumbo, retd 15% Lamb. Boamaine quit, os 1 & : Lee © portin’ amelie $38 Magic, 3 doz 2 70 Pecans, 3 star —------- 22 Good __----------------~ 30 BZ Liquid, er doz. 140 Miracle C., 12 oz., 1 dz 2 26 ee © Ferrin, small__.3 :S Sunlight, 3 doz. _--_. 2 70 Pecans, ppc — 28 Medium = -=--------------- 28 Radium, per doz. _-.. 1 85 Raval ae ; 49 Sunlight, 1% doz. -.-- 1 35 Walnuts, ornia -- Poor ---------~----~---- 22 Rising ‘Sun, per doz.135 Old Dutch Clean, 4 dz 400 opasco 0! 3 Yeast Foam, 3 doz. -_ 2 70 Salted Peanuts Mutton. : 654 Stove Enamel, dz. 285 Queen Ann, 60 oz. -. 240 spo You, 9 oz., doz. 2 70 Yeast Foam, 1% doz. 1 35 OO oY ee 13 Vulcanol, No. 5, doz. 95 Rinso, 100 oz. -----.- 6 40 A 1, large __--_-_-____ 5 Fancy, No. 1 --_----- Sie Medinet 11 Vuleanol, No. 10, doz. 135 Rub No More, 100, 10 At sale 325 YEAST—COMPRESSED Jum eeeneeeeae OE OO co 09 Stovoil, per doz. __.. 3 00 Ole ce eeee eeeeeerereeee~ 190 Fleischmann, per doz... 28 Capers ph apinh er (veaa 30 MICHIGAN TRADESMAN . June 6, 1923 —_ Mother-in-Law Role Requires Tact and Good Taste. Written for the Tradesman. There was a rather sad expression in the mothers face as she told me her daughter had no room for her and her husband in the house, and they had to stay at a hotel. “Of course I ought to have written her that we were coming; but we thought it would be such fun to give her and Gerald a surprise by drop- ping in on them. So we did, and found them with a houseful of week- end guests—people we never heard of. The worst of it was poor Mabel’s distress at not being able to take us right in. “ ‘Oh, Mother!’ she said, ‘after all I’ve said about our always having a place for you, and to come along any time; and: here you come for the first time, and we haven’t a place for you to lay your head!’ “So there was nothing for us to do but stay over the week end at the hotel, until their guests were gone. It seems odd, too, to have it happen with people we never even heard of. I’ve always known all of Mabel’s friends, and I can’t get used to their having their house full of people whose names we never heard. They seem very nice people, though; and we're going up there’ to have dinner with them to-morrow.” In all the awkward situation, the thing that seemed to trouble this mother most was the fact that she and her husband were being sup- planted by “people we never heard of.” It was hard for her to adjust herself to the fact that her daughter and ther son-in-law could have a life about which she knew nothing, even though they did live in a city two hundred miles away. It was particularly hard for her, because, as I knew very well, she and her daughter had been peculiarly close in all the years since the girl was born. She understood it intel- lectually, and she is a perfectly rea- sonable woman full of good common sense; but down in her heart, and now in plain sight, was an instinctive resentment at the fact that life had taken away her daughter and given her friends “that we never even heard of.” The hardest thing for parents— especially mothers—to realize and get usec to is that their children are separate persons, with individu- ality of their own, and lives of their own to live. I knew a fine old lady who never quite forgave her daugh- ter because she liked to use more ‘sugar and shortening in her cooking than she had taught her to use. I don’t know how many times I have heard ther say to that daughter: “I don’t know where you get your - taste in cooking. It never came down to you from my. family!” As if some freak of nature had inter- fered with legitimate heredity in cooking. Recently I have met a young wo- man whose mother-in-law treats her with marked scorn, although she is one of the finest women that I know—the mother-in-law is a fine woman, too; simply because, so far as I can see, she has presumed to conduct the home ‘of her son_ in ways markedly differently from those in which he was brought up. I suppose, too, she never has quite forgiven ther for taking that son away from his mother. The “mother-in-law joke ” is very ancient, and it is no joke. I have seen a goood many learned exrlana- tions or attempts at explanation, of the widely spread tradition of hos- tility between mothers-in-law and their sons and daughters-in-law; and I suppose there is truth enough in them all. But my own observation has convinecd me that the chief trouble is the failure of the older generation—every generation in its turn—to realize that the young people have their own lives to live, and must live them in their own way. Quite often the daughter in the case really feels with her husband in ‘this sort of controversy, but has not the courage to side with him openly. A great deal of unhappiness arises in such situations. But in most of the cases within my own observation, where there never has been any real outward un- pleasantness, the trouble is only a quiet but unmistakably painful failure on the rart of the elders not only to take for granted that the younger ones will have complete lives of their own, and “friends we never even heard the names of”: but to under- stand that this is highly desirable. Can’t you visualize those two dear old people, invited to that Sunday dinner as extra and unexpected guests, and nobody in all probability enjoying it very much? Of course they should not have dropped in “to surprise Mabel and Gerald.” They ought to have known that the young would probably be having doings of their own. The wisest mother is she who earliest realizes that her child is a distinct personality, and who with ready sympathy and _ understanding adjusts herself to that fact and its consequences—especially including her daughter’s husband. Prudence Bradish, (Copyrighted, 1923.) After Interest a Help to Business. Written for the Tradesman. Should the merchant’s interest in the goods he sells end “when he passes them over the counter and receives the cash in payment? With some merchants it does. Nevertheless, individual retailers here and there have found—particularly in the introduction of new lines of © goods—that it pays to follow up their sales with enquiries as to results. “It will look as though I were anxious,’ you protest. If your tone is anxious, it will look that way; but if your tone is interested, it will not even re- motely suggest anxiety. There’s a mighty difference between anxiety and interest; as big a difference as betwixt failure and success. Interest is what spells the success of a host of merchants who have arrived with a capital A: Here, for instance, Grocer Jamie- son has just stocked a new line of jelly powders. He sells some. Later, one of the purchasers drops into the store. Says Grocer Jamieson: “How did you like that Blanko Jelly Powder? Mrs. So and So tried it and thinks it’s fine.” In nine cases out of ten the pur- chaser echoes “Fine!” In the tenth case—maybe—dissatisfaction openly expressed may give the grocer a chance to explain away some trivial difficulty in the preparation § of Blanko and convert the purchaser in- to a permanent customer for that particular product. With the small retailer it is that such enquiries can be most effectively made, and will. prove most result- ful. Incidentally, he must be a merchant who closely studies the goods he handles. People like to buy from a dealer who has actually tried the good he recommends and can speak with authority regarding methods of preparation and use. One man, meeting a difficulty, will stammer and refer to the label on the goods. Another merchant, who has studied the product and its record among his customers, will be able, after a couple of leading ques- tions, to reel off expert advice. The difference between these two merchants is one of application, of self-information and of memory. And the customer has a little niche in his kindly recollection for the man who tells him (and tells him truly) that a gertain class of cold meat can be cut to best advantage with a knife slightly warmed, or that such-and- such are the proportions in which coffee should be mixed, or that the reason the furniture polish didn’t show off well was because the wrong sort of rag was used in applying it. Customers now and then resent amy after-interest or after-equiry on the merchant’s part. These are, however, exceptions, even to the last, least one of them. The average man likes to think that he’s an object of interest to other men, and that the merchant values his good opinion. It elevates him in his own eyes;. and the self-satished man, tactfully led is usually an easy buyer. Tackle him with a compliment not too ob- vious and he'll respond with a shekel’s worth of extra trade every See local agent or write to A Good Record For Automobile Insurance Starting Ninth Season Total Assets on May 25 of over $300,000 The Citizen’s Mutual Automobile Insurance Company of Howell is continuing its remarkable record. The company is now starting its ninth sezson and has met all of its claims promptly, having paid over’ 12,600. It is a Michign company and has carried insurance for such men as ex-Governor Rich, the late Governor Warner, ex-Governor Sleeper, and many of the leading bankers, lawyers, county officers, business men and frmers. It has saved its policy holders, in comparison with stock rates, many million dollars since its organization. Mutual insurance has proven a success in America. American fire insurance company was a mutual company organized by Benjamin Franklin in Philadelphia in 1752. It has been continuous in operation and highly successful and now has net assets of more than six million dollars. Professor John A. Gilmore, of Virginia, after careful study, announces that there were about 1550 stock fire insurance com- panies started business in the United States and 1300, or -84%, have either failed, retired or re‘nsured. He announces further that there has been about 2900 mutual fire insurance companies organized and 700 of these have failed, retired or reinsured, leaving about 2200 still in exist-i ence and doing business today. 84% of the stock companies have failed or retired and only 24% of the mutuals, a splendid showing for the mutuals. An authority on insurance has said that no mutual company that accumulated gross assets of $200,000 or a cash surplus of $100,000 has ever failed in the history of the country. You can insure your Dodge car for fire, theft and liability for $10.50 and collision at a small additional cost. The Citizens’ Mutual Automobile Insurance Company HOWELL, MICHIGAN The first ee ae eee ee eA RRR ERT a > ABET June 6, 1923 MICHIGAN TRADESMAN SLA SSA AEE SADA SNES GE IRE RES W I LE LOR GALE RELIG IS REN RR AO ES AM SOR es RRS 31 now and then before he gets over the tickling. Then, as for the warpy individuals who don’t like you to enquire—if you’re wide awake, you'll speedily get next to them ‘and save the trouble of enquiring. If youre not wide awake, you’d never think to enquire anyway. It isn’t just for the sake of a trifle of extra business, though, that the merchant should find out what his customer thinks of the goods sold a couple of weeks before. Such enquiries elicit a lot of worth while information. When a merchant decides whether or not to re-order, he is largely in- fluenced, and the extent of his order is usually guaged, by the raridity with which the original stock sold out. This indication is fair but not infallible. A showy carton may sell the first lot of a certain product; but it’s actual merit, proven by ex- perience, which brings the customers back to ‘helo clean out a’ second shipment of the same goods. A few judicious enquiries,. casually made, will help the merchant to ascertain whether the new line has “caught on” and to: what extent it is advis- able to re-stock. Every merchant has, tucked away somewhere in his soul, a_ heartfelt horror of jhe man with the kick. His horror of the woman with the kick is, if possible, even more ap- palling. He may try to hide it, but somewhere there always crops up this yellow streak. Yet, though it may go against the grain, the merchant with an eye to. business welcomes the kicker cheerily. The customer with a grouch who hastens off to impart it to the. mer- chant isn’t a patch on the ‘customer who keeps his grouch strictly to himself and elevates himself, body and spirit, upon a martyr’s pedestal. Take it that a grouch actually exists. What the genuine, unadulterated, simon-pure. seller of good goods should ask and does ask is that the grouch be trotted without a moment’s delay right into the open where he can look upon it, examine it, size it up and finally shoot it to pieces with a few well-directed volleys of advice, explanation *or comfort. So, Mr. Merchant, just bait your little line with a question now and “then and fish in the stream of cus- tomers for grouches concerning your goods. You'll not land many if you handle the right sort of goods, but you'll be sure to land a few; and once landed, you'll be able to train those grouches so that they'll eat right out of your hand and come back for more, and more and more. This doesn’t mean that you should bombard. Mr. and Mrs. Customer and all the little Customers with a catechism every time they heave in sight. Not by a jugful! But it does mean that a little interest now and then is relished by the ordinary man; likewise, by the ordinary woman; finally, by the ordinary kid. So pitch into the conversation ever and anon an interrogation foint as to the stuff you sold the week before, or the ‘little repairing job you did, or the plumbing stunt you pulled off, or the fine tailored suit ' you put on. Customer and Family will trot home with the impression that you're behind the counter, not merely to sell, but to take pride in your goods when sold, and that you want those goods to make an A-1l showing. And therein Customer and Family will, I take it, be hitting the nail on the head. Victor Lauriston. —— OO 140,000" People Left Store Without Buying. The process of distribution may be compared with a vast pipe-line lead- ing from the producer, through broker, wholesaler, carrier, jobber and retailer, to the consumer. The only sale that really counts is a sale made to the person who will wear the stuff out, or eat is, or in some way render the reproduction of that merchandise necessary. The tap is the retail sales person behind the counter. Recent experiments have shown this tap to be but 45 per cent. open; that 55 per cent. of in- cipient sales started by advertising are ‘killed bythe salesperson behind the counter. One large department store stationed checkers at the *door and discovered that 200,000 people entered the store that day, yet only 60,000 individual sales were made. In one day, 140,000 reople walked out of that store without buying. Allowing for a very large percentage of mere showcase shoppers, the fact still justifies the censure of a lack of scientific salesmanship behind the counter. The article to be sold must be viewed through the eyes of the customer. We must remember clear- ly that we can’t sell the article. Customers come to buy articles, but we sell service. Mr. Simmons, of the Simmons Hardware Co., once said, “Don’t try to sell augers sell the customer holes and he will have to buy an auger to make them.” We don’t sell an overcoat, we_ sell warmth, comfort, protection, style, fit, appearance—the functions of the overcoat. Every woman buys. style first and then other considerations. To find the use to which an article is to be put—the selling point—we must look at the article through the eyes of the customer. Beak 40 th. box 2220 20c pear, SD 1b. barrel 2-2 18c Onions—Texas Bermudas, $3.50 per crate for white; $3.25 for yellow. Onion Sets—White, yellow, red, $2 per bu. of 32 Ibs. Lemons—The market has advanced 50 per cent. during the past week, being one of the most sensational ad- vances in lemons ever experienced at this market. Ruling prices are now as follows: s00 Sankist 2g $12.00 300: Hed Bal 2. 12.00 aoe Red Ball 12.00 Oranges—Fancy Sunkist Valencias are as follows: a... De ee 6.00 a oe 6.00 ee 6.00 ee 6.00 ee 6.00 ms 6.00 Potatoes—Old command 50c_ per bu. New are now selling as follows: No. 1, White, per 11 peck bbl._-$8.50 No. 1, White, per bu. ---------- 3.25 No. 2, White, per 11 peck bbl._- 6.50 Parsley—50c per doz. bunches. Peppers—Florida, 75c for smal basket containing about 18. Pieplant—$1_ per bu. for home grown. Pineapple—Red Spanish are held at $4@4.25 for all sizes. Poultry—Local buyers now pay as follows for live: ingpht fowls 2.220 0co2 50 l6c Tiecavy 40wis 22c Broilers, 134 ibs... 30c Broilers, White Leghorn _______ 26c Cox and stags 20 8 12c Radishes—50c per doz. bunches. Spinach—$#1.50 per bu. for home grown. Strawberries—The market is well supplied with shipments from Ken- tucky and Tenn., which bring $4.75@ 5.25 in-the local market. Benton Harbor berries are expected to have the call next week. Sweet Potatoes— Delaware kiln dried command $2.25 per hamper. Tomatoes—6 lb. basket of Califor- nia bring $1.60; 7 lb. basket of home grown hot house fetch $2.25. Turnips— New, $1.25 per doz. bunches. ———.-o-o Death of an Old Land Mark. ‘Boyne City, June 5—Boyne_ City has lost one of its old land marks. A citizen who has been prominent and a moving factor in the civic and. political - life of Charlevoix county for nearly a half century has passed away. William J. Lewis came to Boyne City in 1880, when it was little more than a hole in the cedar swamp at the mouth of Boyne River on Pine Lake. He established a meat market and is credited with having erected the first brick store building in Charlevoix county. He conducted a meat and grocery business until 1888 and ran a hotel until 1901, when he established a produce and storage business, which he conducted until 1909. In that year he built a large, well-appointed garage and machine shop. “Bill” was always at the front in developing the city and county. Al- though the was a Democrat in a solid Rerublican county, he served the city and county as township clerk and village treasurer, member of the village and city council for eighteen years and postmaster for eight years. He served the people of the city and county faithfully and well and was the moving factor in all the progressive development of the community. Decoration day was observed in Boyne City with all the appropriate ceremonies of the occasion and with- out some of the things that, before the war, seemed to detract from the sacredness of the day. The weather was made especially for the occasion —bright sunshine and cool breezes. A beautiful parade of the G. A. R. and a contingent of the American Legion, followed by several hunderd school children and accompanied by a mile long procession of decorated automobiles, went to the cemetery, where the usual ritual was observed. The oration of the day on the Pa- ‘triotism of Peace Time by Rev. R. W. Merrill was the fitting climax to: a’ very interesting occasion. ae] Maxy. —_+-.—_ Kalamazoo—The Parke Corpora- tion. Edwards street and M. C. R. R., has been incorporated to manufacture and sell soap, etc., with an authoriz- ed cpital stock of $1,000, all of which has been subscribed and paid in in cash. _——_o-2—2 C. A. Ries, grocer at 634 Saginaw street West, Lansitig, renews his subscription to the Tradesman and says: “The Tradesman is the best paper of any of them.” OF QUAL" Y ee oe Protection Lily White ‘*The Flour the Best Cooks Use” For Your Has a Wholesome Taste Although people’s tastes differ, nearly everyone prefers that clean, wholesome taste in bread. This flavor is always found in breads baked with Lily White flour. Fine wheats—the finest grown ‘in America—are the foundation of this wonderful flavor. Absolute cleanliness and scientific milling— the result of more than 60 years careful study— brings it out. When you make bread the flavor is baked into the loaf. And it pleases. That is why Lily White has been the favorite flour of the best cooks for three generations. Our Guarantee We Corrales youwill like Lily White Flour, ‘the flour the best cooks use’’ better than any flour y.u ever used for every requirement of home baking. If for any reason what- soever you donot, your dealer will refund the purchase price. He is so instructed. Milk Bread made with Lily White Have Lily White in your flour bin the next time you bake. VALLEY CITY MILLING COMPANY GRAND RAPIDS, MICHIGAN *‘Millers for Sixty Years” Ads like these are : being run regularly and continuously in the principal papers throughout Michigan. You will profit by carrying Lily 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. United Light & Railways Company CHICAGO DAVENPORT GRAND RAPIDS . First Preferred Stock, Dividend No. 51. Participating Preferred Stock, Dividend Nod. 4. Common Stock, Regular Quarterly Dividend No. 22. Common Stock, Extra Cash Dividend No. 3. The Board of Directors of United Light & Railways Combany has declared the following dividends on the stocks of the company: (a) The regular quarterly dividend of 14% on the 6% First Preferred Stock, payable July 2, 1923, to stockholders of record June 15, 1923. (b) The regular quarterly dividend of 1%% on the Participating Pre- ferred Stock, payable July 2, 1923, to stockholders of record June 15, 1923. (c) A special dividend of % of 1% on the Participating Preferred Stock, payable July 2, 1923. to stockholders of record June 15, 1923. (d) The regular quarteriy dividend of 14% on the Common Stock, payable August 1, 1923. to stockholders of record July 16, 1923. (e) An extra cash dividend of % of 1% on the seen Stock, payable August 1, 1923, to Stockholders of record July 16, 1923 Stock books for transfer of certificates of the First Preferred and Par- ticipating Preferred Stocks will close at the close of business June 15, 1923, and will be reopened for transfers at the opening of business June 16, 1923. Stock books for transfer of Common Stock certificates will close at the close of business July 16, 1923, and will be reopened for transfers at the opening of business July 17, 1923. : L. H. HEINKE, Treasurer. June 1, 1923. June 6, 1923 In every city the clothing stores which get the trade, men’s and women’s, are those which keep gar- ments in best condition, display them most attractively and serve their patrons most satisfactorily— in other words, are those which are equipped with KNAPE & VOGT Garment Cabinet Fixtures Operate lightly on silent, friction- less, roller bearings. Full nickelled. Attractive. Easy to install. Only tool needed is screwdriver. Price will surprise you. Use coupon and see. KNAPE & VOGT MBG. CO. Dept. N Grand Rapids, Mich. Knape & Vogt Mfg. Co. Grand Rapids, Mich. Gentlemen—Please quote prices on Knape & Vogt Garment Fixtures. Our cabinets measure, inside-__.._._._____ Outside oie Name RORTCSS : Dept. N. R. & F. Brooms B. O. E. LINE Prices Special. 222. $ 8.00 No. 24 Good Value 8.75 No. 25, Veivet .. 10.00 No. 25, Special .. 9.50 No. 27, Quality. 11.00 No. 22 Miss Dandy 11.00 No. B-2 B. O. E. 10.50 Warehouse, 36 Ib. 11.00 Se 1B. Coe: 10.50 Freight allowed on shipments of five dozen or more. All Ricca Guaranteed Rich & France 607-9 W. 12th Place CHICAGO, ILLINOIS The Mill Mutuals AGENCY Lansing, Michigan Representing Your Home Company, The Michigan Millers Mutual Fire Insurance Co. And 22 Associated Mutual Companies. $20,000,000.00 Assets Is Saving 25% Or More Insures All Classes of Property ROBERT HENKEL, Pres. A. D. BAKER, Sec.-Treas. A New One Every Week A new breakfast cereal is born every week, and a certain number of your customers will try “‘the new ‘ ones’ —but they always come back to Shredded Wheat Biscuit the one staple universal cereal food, always the same high quality, always clean, always pure, always wholesome—100 per cent.. whole wheat, made digestible by steam-cooking, shredding and baking. A steady demand all the year that yields a good profit to the distributor. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. Franklin said:— “A small leak will sink a big ship.” -The small leak in a ship, the spike on the railroad: track, the missing nut in the power, plant—all little things—some- times result in grave disaster. FRANKLIN PACKAGE SUGARS stop the leaks in sugar,—the waste, the overweight, the unnecessary expense for labor and expenditures for bags and twine. As sugar is 14% of your business, this isn’t a little thing, but a big one. The Franklin Sugar Refining Company PHILADELPHIA, PA. ‘fA Franklin Cane Sugar for every use’’ Now is the time ‘USCIOUS strawberries, ripe red cherries L and delicious, juicy raspberries will soon be tempting the housewife to prepare for her spring canning. She will count her jars and glasses and look to her supply of sugar and Parowax. For she knows that to keep her favorite preserves properly, she must use Paro- wax to seal the containers. It keeps the air out and the flavor in. For many years now, Parowax has been necessary for her preserving. It does away with the troublesome strings and paper caps, which did not protect even from the dust, much less the air. It seals air tight, every kind of jar. _ Parowax assures her that her fruits will be as good, when opened, as the day when they were canned. You will find that the demand for Parowax is steady during the canning season. Every package you sell adds to your profits. - Now is the time to order it, so it will be on hand when the fruit starts to ripen. Standard Oil Company | (INDIANA) 910 S. Michigan Avenue : Chicago, Illinois Michigan Branches at Detroit, Grand Rapids and Saginaw to order One of these two color counter display cartons is packed in each case of Parowax. - > a mM ry > —