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Forty Year

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IMPORTERS AND WHOLESALE DIST
FULTON STREET, CORNER COMMERCE AVENUE, GRAND RAPIDS, MICHIGAN

GRAND RAPIDS, WEDNESDAY, AUGUST 1, 1928

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RIBUTORS

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HIS STORE is one of the G
COUNTRY and is the lo

Holiday Toys.

of every kind in open stock at prices
possibilities. Come in person if possi

play or send for catalogs.

REAT TOY MARKETS OF THE
gical outlet for all classes of Summer and
Buyers are here offered an opportunity of obtaining toys
which ‘afford distinct advantages for profit
ble and see our great assortment now on dis-

 

 

DOLL CARRIAGES

A selection of
over 50 styles,
including Steel
Frame, Col-
lapsible, Fibre,
Reed Car-
riages, Sulkies,
Strollers and
Perambulators

$4.50 to
$150.00

Per Dozen.

METAL and GLASS

Christmas Tree
Ornaments

A HUGE ASSORTMENT

“MAMA”

WALKING AND TALKING
DOLLS

*Horsman” Dolls

This is the

 

 

Paper Hats, Favors,
Carnival Goods, Noise

~ Makers, Serpentine and
Confetti for Weddings,
Hallowe’en and Patri-
otic Parties,

Sa:nples on request.

 

ELECTRIC TREE LIGHTS
With Colored Tungsten Bulbs—Eight Light Outfit
$1.50 Per Set

line that you
will not have
to cut your
profit on, be-
cause you can
surely Get

 

TINKER TOYS AND GAMES

Attractive fast colors
and rounded corners
make Tinker Toys safe
for all children to play
with. National adver-
tising has created a big
demand for these noy-
elty toys.

It pays to feature them in
your store. Profit is good
and turnover quick.

Fast Selling. A Feature in Every Department.

Your Price
on the well
known _adver-
tised name of
‘““HORSMAN”’
Makers of best
dolls for fifty
years.

Every girl
now demands
a“MAMA”’
Speaking Doll

 

 

No. 72)—Train and Track. Retali
‘Heavy sheet steel engine, 6 in. long,
ssenger coach. ‘Total length of train 14
of curved track forming a circle

IMMA,

“American Flyer Line”

We Show a Complete Assortment.
Send for Catalog.

Train and Track at Every Price.
TERMS: Due January 1, 1924 or Two Per Cent Discount if Paid
November Ist. Shipment July 1st from Gray Rapids,

MECHANICAL TRAINS AND TRACKS:

Engines are equipped with steel pinion gears through-
out and highest grade carbon steel springs. ~As. steel
is much harder than brass the “AMERICAN FLYER”

trains are guaranteed to last longer and give the best |

of service. They insure SATISFIED CUSTOMERS.

- 14 inches.

; . 2 PIECES a
202 (Fact. No. 1)—Train and Track. Retail, $2.30
Each. 6% inch cast iron engine that will not jump
track, tender with -imitation coal and one 6% inch
lithographed passenger coach. ‘Total length of train
Complete with 10 sections of curved and
Straight track forming oval 8% feet in circumference.
Packed in strong partitioned carton. Each -.._$1.53

A AAA LALA ALLL LLL LLL LLL LLL LLL LLL LLL TL TELE AhhdddddbdkddddddddddbddldidddiduldudiliaZZZZZZZZZ:

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Mhdldddddddddddbdidddidiiliddlidddllidllllliiiddidlddiluii ZZ sal

 

 

 

 

 

| Hart

 

 

 

Pears

Plums
Apples
Peaches
Preserves
Cherries
Blackberries
Gooseberries
Huckleberries
Red Raspberries
Black Raspberries

+

are gathered in and packed in the most prime condition.

string beans, lima beans and succotash.

 

Brand Canned Fruits and
Vegetables

 

 

a Corn

\ . Beets

Squash

Pumpkin

Spinach

Succotash

String Beans

Sauer Kraut
Pork & Beans .

Red Kidney Beans

Green Lima Beans

HART BRAND canned foods ate prepared from the finest products of the garden, orchard and farm. They

HART BRAND canned foods are sterilized by heat alone and packed under the most sanitary conditions.
HART BRAND gives you selection from the finest garden peas, the most succulent sweet corn, highest quality

 

 

 

W. H. ROACH & COMPAN

MAIN OFFICE:
GRAND RAPIDS, MICH.

 

 

 

 

 

 

DIFFICULT?

The grocer with the Yeast-for-Health message at his finger-tips
doesn’t find it difficult to sell Fleischmann’s Yeast.
It’s simple. Just “Fleischmann’s Yeast corrects constipation

naturally and permanently.”

Try it on your customers today, and watch your yeast sales

grow.

 

THE FLEISCHMANN COMPANY

Yeast Service

 

 

EVERY MERCHANT SHOULD carry a reserve account

outside of his business.

MANY MERCHANTS. DO carry such accounts in Build-

ing and Loan Associations.

WHY? Because these Associations REQUIRE a regular
weekly payment, and_ being mutual, pay the highest return
consistent with safety.

$7.50 per week by our plan creates a CASH RESERVE
of $5,000 in about nine and one-half years.

“Grand Rapids Muiwal Building and Loan Association

Resources $4,500,000.00
Second Floor Widdicomb Building

 

 

Chartered 1888

 

 

Food Fads and Food

There is a difference between food fads and food
——a man occasionally relishes a bag of popcorn,

but he would not depend upon it as a real food.

Shredded Wheat Biscuit

is a real food, supplying all the elements a man
needs to keep at top-notch strength. It is ready-
cooked and ready-to-eat—saves fuel, saves time,

saves strength. Always the same high quality, with

a steady demand that yields a good profit.

MADE ONLY BY
The Shredded Wheat Company, Niagara’ Falls, N. z.

 

 

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Forty Year

HIG

GRAND RAPIDS, WEDNESDAY, AUGUST 1, 1928

Bole r Lb Die
- e

aS i { ‘y
Number 2080

 

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
H. 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.

 

 

 

WHY PRICES HAVE DIVERGED

That corn should reach the highest
price of the year while wheat has
sold down to pre-war levels is quite
an unusual development in the grain
trade. Prices for the two grains do
not necessarily move together, but
during the present season they have
swung to opposite extremes. Some
of the Chicago grain traders are in-
clined to attribute much of the
weakness in wheat to the grain fu-
tures act which, it is held tends to
keep large operators out of the -mar-
ket. tI is possible that the Govern-
ment’s supervision over large specu-
lative dealings may have some effect
on the volume of operations, but
the price of wheat, after all is deter-
mined in a world market, and the
effects of this supervision are at most
a minor influence. Moreover, the
traders who now assert that spec-
ulation is required to boost wheat
prices have hitherto vigorously denied
that speculation even depresses the
price of grain. There is little con-
sistency in such an attitude. If
the grain futures act has brought
wheat prices to their present low
state, why is it that the price of
corn at the same time has moved in
a wholly different manner? One may
hold no brief for the effort of the
late Congress to regulate trading
in grain futures, and yet recognize
buncombe when he sees it.

The real reason for this divergent
movement in the price of wheat and
corn is to be found in the old-fash-
ioned factors known as supply and
demand. Corn stocks are scant be-
cause of heavy. stock-raising and
feeding operations when prices of
hogs were high. This year’s corn
crop has been much delayed by the
late planting due to a cool spring,
and this means that existing stocks
will be further depleted by the belated
arrival of new corn on the market.
This situation has been discounted

by -the trade, with the result that -

corn prices are high. So much for
the demand side of the equation.
Two years ago when corn was “dirt
cheap” and the price of hogs was
high the farmers of the corn belt
began to raise more hogs. This has
resulted in a big demand for corn,
in spite of the fact that hogs are
being marketed in such large num-
bers that their prices are now down
to pre-war levels.

With wheat the situation is wholly
different. Europe will have a large
yield this year, while there has been
no substantial reduction in output in
other parts of the world, and in the
case of Canada particularly the pros-
pects are for a crop that will break
all previous records. Moreover,
wheat is coming on to the market in
some part of the world every month
in the year, and in this country there
are two crops of wheat that are
harvested at different times, so that
there is no long period between
seasons as there is in the case of
corn. These differences in the situa-
tion of the two grains explain why
their prices are movinug in opposite
directions.

 

WILL CLOTHING COST MORE?

There is much speculation now as
to the possible effects of the recent
advance in the prices of woolen
goods, announced by the leading
manufacturer, on the price of cloth-
ing next Spring. It is estimated that
the higher prices of textiles will add
about $1.50 to the average price of
a suit of clothes. Whether any part
of this will be absorbed by clothing
manufacturers is, of course, problem-
atical, but they have hitherto been
holding prices down to such an ex-
tent that there is doubt whether they
will be able to trim further in the
face of constantly rising costs. There
appears to be some discrepancy be-
tween the advance in the price of
woolens and the special sales of
men’s clothing at reduced prices now
being conducted by large clothing
houses and department stores. The
retail clothing trade this spring was
disappointing, but this was attributed
to the unfavorable weather condi-
tions rather than to anything like a
buyers’ strike, and the special sales
now are being made to reduce inven-
tories. It has been pointed out that
the lower trend at the present may
militate somewhat against higher
retail prices next spring, but the at-
titude of the consumer at that time
will be governed largely by the gen-
eral business outlook and the level
of purchasing power.

 

Learn to know what you can say
and do to appeal to the vanity of
eustomers, and you will make them
feel that they like ta do business

with you,

COTTON MARKET FIRMER.

With trading in the old crop of
coton disposed of, there is now
added interest in the new one. Weath-
er and other potential conditions in
the growing districts are coming in
for the closest scrutiny. The pros-
pects in Texas are receiving especial
attention. Enthusiasts in that State
are predicting the largest yield on
record, and an effort is being made
to.get loans big enough to permit its
“orderly marketing.” Not all are
agreed on this, however, a number
of the growers apparently wishing
to “cash in” as soon as possible, be-
cause they can see a profit at pre-
vailing prices. At 20 cents, a pound
the probable crop of Texas would
represent $300,000,000 or over. The
financing of ‘this would be no small
task. No very accurate estimate,
however, can be made at this date
of the yield in Texas or in any
other State. Early cotton is begin-
ning to come to market, but the size
of the crop in general will depend on
conditions in the next five weeks or
more. It is noteworthy, however, that
private estimates are running con-
siderablly higher than those given
out by the Government four weeks
ago.

More firmness in prices was shown
by the goods market toward the close
of last week. The action of the mills
in curtailing production was one of
the causes of this. Manufacturers
are unwilling to produce goods to be
sold at a loss or to be kept in stock
to await contingencies, while buyers
have been holding off for lower prices
in accord with cheaper raw cotton.
During the week percale prices were
lowered. They are said to be offered
on the basis of 17-cent cotton. A
fair amount of business followed this
action. Some lines of underwear
have been lowered since the opening
and this, with the variations of price
between. different manufacturers, has
tended to upset the trade and further
incline buyers to the belief that they
will lose nothing by delaying orders.
In hosiery a drop of 10 per cent. in
certain lines was ‘announced by a
large producer.

 

WOOLS AND WOOLEN GOODS.

Interest in the wool situation just
now is little devoted to the raw
material, but centers in the goods
production end. While some of the
domestic clip is still unmarketed, it
is evident that there is no lack of
the material available. The imports

‘during the last fiscal year were about

double those of the year before, and
there ‘is a large residuum of them
as yet unused. Quite a quantity of
the coarser South American wools
brought in were re-exported because
those varieties were in greater de-
mand abroad. No foreign sales of
wool at auction are taking place, the

earliest being scheduled for the be-
ginning of September.

Of especial interest to the trade
during the past week was the first
of the Spring openings of the Amer-
ican Woolen Company. The goods
shown included serges, tropicals and
woolens. Other openings by the
same company took place on Tuesday
and Wednesday, when fancies and
dress goods were offered, completing
all the lines of the corporation. While
the prices asked are an advance on
those of previous initial offerings, the
increases are about what was ex-
pected. No great rush of buying
followed the offering of the Spring
fabrics. The company, however,
while showing them, had its sales-
men out on the road soliciting busi-
ness so as to get whatever orders
were possible and thus permit opera-
tions to go on in volume after the
production of Fall goods ceases.
Other factors in the trade followed
the lead of the American Woolen
Company and began offering tropicals
and other cloths. Most of the im-
portant dress goods producers ‘will
wait a few weeks before showing
their Spring fabrics. They have still
a lot to do in filling their orders for
Fall, which hiave called for a large
yardage.

 

AUTOMOBILE PRODUCTION.

The decline ir the production of
automobiles in June was much less
than many members of the trade had
expected. The output of passenger
cars was 336,317, compared with 350,-
180 in May. Only two other months
of the current year have exceeded the
June record. These were May with
the output just indicated, and April,
with a production of 344,474. In-
cidentally, the number of cars pro-
duced in June was 28 per cent. ahead
of those manufactured in the same
month a year ago. The production
of trucks also showed a slight falling
off last month, the number being 40,-
565, compared with 43,012 in May.
The June output of trucks is far
ahead of that of any other month
except May, and is 56 per cent. ahead
of the production of June, 1922. The
very slight decreases, in spite of
seasonal influences, bear out previous
reports that the automobile industry
had enough forward business to keep
it running at practically full speed
until August.

 

os caesarean
His Money Was Good.
Author—“The very first thing I
sent to a magazine was accepted.”
Young Friend—“Was it poetry or
prose?”
Author—‘Prose. It was a check
for a year’s subscription.”

 

Some ‘holders of German marks
are already taking correspondence
courses in paperhanging.

Np

 
 
 
  
  
   
 
 
   
 
 
 
 
 
  
 
 
  
   
   
 
 
  
  
 
 
  
   
 
   
    
 
   
   
   
  
   
   
   
  
  
   
  
  
  
  
  
  
  
  
  
    
  
    
  
  
  
  
  
        

centre i iin maa at

   

   
  
 
  
 
  
  
  
 
  
 
  
  
  
  
  
  
 
 
 
  
  
   
  
 
 
  
  
  
 
 
 
    
     
  
   
  
   
  
 
 
  
 
 
 
  
 
 
  
   
 
 
 
  
 
 
 
 
 
 
 
 
 
   
 
 
 
 
 
 
  
 
   
   
  
  
 
  
  
 
  
 
  
   
  
  
 
  
   
  
 
 
   
  
 
    
 
     
 
  
 
    
      
   
 

7 GHC COST uae eOMM TION.

Retailers, “Urged to Confine Pur-
-- ghases to One Jobber.

: Competition may be—undoubtedly
- js—the life of trade, but it costs a
- great deal of money, whatever its
-yirtues may be. Many shrewd ob-
- servers of co-operation are prone to
think that co-operation, honest and
fair enough to prevent the evils of
monopolistic exaction, would really
be more conducive to economy than
competition which involves competi-
tive costs.

For. instance, one of the great

claims as to the cheapness of chain
store systems as against “indepen-
dent”-stores has been that they saved
the cost of salesmen, traveling from
the wholesaler and calling on its
retailers. While it may be that other
offsets exist, there can be no doubt
‘that salesmen cost considerable. It
is also true that when several com-
peting jobbers solicit the trade of a
retailer the salesmanship element of
cost is multiplied four or five fold.
And yet no wholesaler, seeking
his ‘share of the patronage, can dis-
pense with salesmen. In the same
way, the specialty manufacturer must
send around his own salesmen to
take care of his interests in com-
petition with his rival. He doesn’t
dare trust his interests to the jobber,
although some® jobbers—notably in
the Tri-State territory—have tried to
persuade him to leave it to them
and allow them what specialty work
would cost.
All this is suggested at this time
by a campaign which Lloyd M.
Skinner, the macaroni manufacturer,
is putting out and which hits pretty
close to the bulls-eye of more targets
than the one he is aiming at.

Mr. Skinner is a striking figure in
the trade because he confines his dis-
tribution wholly to wholesale grocers.
He sells all retailers at the same price
(so far as he can make jobbers
“maintain uniformity, and he is ag-
gressive in that. He openly chal-
lenges any retailer to show that he
sells chains, buying exchanges or
other irregulars, or that he sells any
retailer, however large an outlet, at
a lower, price than any other, how-
ever small. In turn he rather firm-
ly insists that his distributors show
him some measure of reciprocity as
‘against his competitors who sell all
comers, and rumor has it that, while
his line is popular he does not find
the jobbing or retail brand of re-
ciprocity all that he might desire.

 

 
 

_ point further and is pleading with the
“retailers to stand ‘by the jobber who
favors a “square” policy rather than
one who does not. He urges that
“retailers cut out competitive buying
and, selecting one jobber they know
to treat them right, buy exclusively
‘from him. To quote his circular in
_part:

_ We are of the firm opinion (and
= do a national business with re-
tail and wholesale grocers) that the
_ independent retail grocer who will
' pick his jobber—a good. reliable job-
ber that he knows’ will work with
and for him—and will stick to him,

  

 
  

 
 

       
      
  

  

       
  
   
  

  

  

       
    
    
     
    
    

  

  

success is. already solved.

But now Mr. Skinner has gone a

will find that 50- per cent.. of his.

“We persnesey buy ee of

MICHIGAN TRADESMAN

thousands of dollars’ worth of raw
material each year, and we long ago
found it to our best interest to in
each line confine our purchases to a
few reliable concerns. The idea is to
confine our business so that our busi-
ness will actually be worth while to
someone, and so that they can really
afford to put their organization back
of our plant.

We believe that the independent
retail grocer who will so confine his
purchases so that some real jobber
can afford to take a real interest in
him and put his organization back
of him is the one that will win out
best in the end.

No one will deny that turn-over
of capital is the big thing»in the re-
tail grocers’ business, and if you
work close with your jobber, lmit
your lines, make small purchases and
buy often, you will get a real turn-
over on your capital.

It is the ‘manufacturer and the
wholesale grocers that have the nerve
to stand by a principle that are most
liable to stand by and for you at all
times.

Mr. Skinner does not go quite as

far as to say that this would match
chain store ‘competition—and per-
haps he cannot advocate such elimina-
tion of competition on the part of
another—but to the observer of such
things, it offers ground for some
speculation along that line.

Suppose a jobber could feel that he
had the undivided patronage of a
given retailer—or perhaps of a. large
route of retailers. ‘He could safely
withdraw his salesmen and_ take
orders by phone. He could safely
make a price that would share the
saving with the retailer. He could
assume a relation with his retailers
exactly like that between the chain
store and its headquarters, and be-
tween them one great item of ex-
pense would be eliminated. In fact
in some places retail systems have
done that very thing, and almost
matched the economies claimed for
the chain store. A jobber relieved
from a large item of expense like
that could well afford to cut down
his cost of doing business and his
prices. Under the Harvard system
survey sales in 1922 were found to
cost 2.7 per cent.

Of course, it is hardly to be ex-
pected that such an ideal can be
entirely worked out, but if jobbers
and retailers who are trying to meet
chain store competition are looking
for ways out, here is evidently a line
for investigation. It must prove that
co-operation would show worth-while
economies over competition.

 

——  ———
A Matter of Population.

As to the question whether or not
chiffon, or sheer, silk hose has pas-
sed out of the novelty class into
the staple, the assertion is made by
a well-known hosiery man that it is
largely a matter of population. In
other words, while these goods are
now. beng purchased well all the
year around in cities of 50,000 and
upward, the tendency of the buyers
in places more representative of
“Main Street” is to go light on them.
This tendency, it was said, is based
largely on a dominant “Main Street”
characteristic—gossip. This, the man
in question said, is especially true of
towns in the Middle West where
what shall be what in dress is still
dictated by certain women of Vic-
torian ideas, despite the teachings of
the fashion magazines.

August 1, 1923

 

 

MONUMENTS

ut

We operate a modern monu-
mental factory in which we turn
out a large quantity, as well as a
large variety of memorials each
year. The product of this factory is
made up principally from specifica-
tions by various dealers, but we
also endeavor to keep on hand a
stock of finished goods of standard
design that may be shipped prompt-
ly.

Building stone is also cut im this
factory on specifications furnished
by contractors. We endeavor to
keep on hand a large supply of
rough granite in order that practi-
cally any design of memorial may
be made without placing a special
order with the quarry for the rough
stock. We purchase the best raw
material obtainable and the finished
product is sold direct to dealers.
We are represented by dealers in

practically every county in the

state and would be pleased to have

one of our representatives call on

you.

 

MICHIGAN STATE INDUSTRIES
JACKSON, MICHIGAN

Harry L. Hulburt, Warden

 

 

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er ten anemia pom ceaagegeeraa ts - .
eg nae ee a
a es
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August 1, 1923 MICHIGAN TRADESMAN.

a |< Tt

Practical Advertising

HE SHOW WINDOWS and dis-
play counters ‘of your store are
the most valuable advertising op-
portunities to be had.

hog

 

=

= sn

 

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'P

 

 

The counter display appeals to
the consumer when she is ready
to make a purchase—when she is

(xe in the buying mood. And the
window display is appealing to
all of the people entering or
passing by your store and both of
them are constant, silent salesmen. And this

is the most effective advertising possible.

Ro Now the question is what kind of goods are

 

 

BRAND
ey Ea) you advertising in your windows and on your

display counter and are these goods given
their best opportunity to speak to the con-
sumer.

Are you displaying prominently a few brands
‘which are offered by everyone and by some
stores as leaders at cut prices or are you dis-
playing those goods which you handle because
of their quality?

 

 

Is your own advertising in your own Store
displaying to the public your idea of good goods
and value received?

le

Is your window display and counter adver-
tising helping to divert the customer’s at-
tention to price alone or are you promoting
your own interests by directing your cus-
tomer’s thoughts to a study of quality goods.

&
er ten anemia _pmecnggeenetit
a a ae ta cr ange ae
s es
'

Our idea is that the customer comes to your
store to trade because she has confidence in
your ability to select good goods. She wants
your judgment on lines where judgment is
required but is not so much interested in
staples which anyone can buy and little judg-
ment is required in the handling.

 

 

 

WORDEN (GROCER COMPANY

Grand-Rapids Battle Creek
Lansing ” Kalamazoo

THE PROMPT SHIPPERS

 

 

   

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MICHIGAN TRADESMAN

August 1, 1923

 

“MOVEMENT OF MERCHANTS.

Dearborn—F. C. Greenwald & Sons

has changed its name to the Dear-

born Grocery Co. :

- Marquette—Miss Mariam Andrews
succeeds Mrs. William Anderson in
the millinery business.

‘Menominee—The .Carpenter Cook
Co., of Iron Mountain, has decreased
its capital stock from $100,000 to
$1,000.

L’Anse—The Baraga County Hard-
ware Co. has taken over the Hansen
hardware stock and will continue the
business.

_ Detroit—The Belle Isle Auto Sales
Co., 11300 East Jefferson avenue, has
increased its capital stock from $7,000
to $50,000.

_ Escanaba—The Hewett Grain &
Provision Co. of Ishpeming, has
changed its name to the Hewett
Grocery Co., of Ishpeming.

- Owosso—N. W. Bradd has pur-

‘chased the grocery stock and store

building of Fred Hasse, West Stewart
street, taking immediate possession.

Detroit—The Southern & Western
Lumber and Shingle Co. has engaged
in the wholesale and commission
business at 924 First National Bank
building.

Allen—Mrs. B. E. Ford has sold
het store building, formerly occupied
by the postoffice, to Frank Hicks,
who will occupy it with a modern
‘meat market.

St. Johns—F. J. Ridenour has sold
his interest in the grocery store of
Parr & Ridenour, to his partner, Steve
Parr who will continue the business
under the style of Parr’s Grocery.

Bronson—R. D. Powers, who has
long been engaged in general trade
here, died recently. The business is
being conducted under the ~ manage-
ment of a daughter, Miss Virginia
Powers.

Coldwater—Arthur E. Root in
business here for the last ten years,
died suddenly from heart trouble

_ last week. He was 45 years old and

came here from Detroit. He leaves
his widow.

Kalamazoo—The Kalamazoo Red
Top Cab Co., 644 East avenue, has
been incorporated with an authorized
capital stock of $10,000, $3,100 of
which has been subscribed and paid
in in cash.

Kalkaska—Mark S$. Johnson has

‘sold his grocery stock to L. L. Root,

who has clerked in the store for sev-
eral years. Mr. Johnson will devote
his entire attention to the Kalkaska
State Bank, of which he is cashier.
Flint—The Elsas Apparel Co.,
524-6 South Saginaw street, has been
incorporated to deal in women’s
ready-to-wear garments, millinery,
etc., with an authorized capital stock

_ of $100,000. $62,000 of which has been
subscribed and. paid in in cash.

Detroit—The Ideal Fur Co., Inc.,
1550 Broadway, has been incorporated
to deal in furs at wholesale and re-
tail, with an authorized capital stock
of $10,000, of which amount $7,010
has been subscribed and paid in, $4,-

010 in cash and $3,000 in property.

Detroit—The Vinson Coal Co.,

Congress building, has been incor-

porated with an authorized capital
stock of $50,000 preferred and 5,000

shares at $1 per share, of which

 

 

amount $5,820 and 5,000 shares has
been subcribed and $2,890 paid in in
cash.

Prattville—Robbers entered two
stores in this village last Friday, the
Roy Black hardware store and the
grocery store of C. H. Holland. Tires
and tubes valued at $125 and jack-
knives valued at $40 were taken from
the former and a small quantity of
cigars from the latter.

Kalamazoo—Miss Ellen Doolan has
removed her stock of women’s ready-
to-wear garments from the Peck
building where she has been located
ever since the building was completed,
to her new home, 605 West Lovell
street, formerly the home of the late
Mrs. John F. King, which she re-
cently purchased.

Albion—A new elevator company
is being organized to take over the
business of the Albion Farmers’
Elevator Co., now in the hands -of
trustees. The creditors of the con-
cern have authorized its sale at $25,-
000. A. D. Jeffrey and C. G. Bliss
already have. obtained pledges for
more than $20,000. The new com-
pany will be a stock company and
co-operative.

Kalamazoo—Plans are being con-
sidered for intensive promotion of
the National “Eat More Wheat”
campaign in Southern Michigan, as
a means of relieving the present low
prices. The National “Eat More
Wheat” drive will increase domestic
consumption enough to have some
effect on wheat prices and offset
to ‘a certain extent the lack of a
foreign market.

Adrian—Taking advantage of the
usual slackening in summer business,
several factories in this city are
making extensive improvements. The
Economy Drawing Table Co. is
erecting a two-story brick main build-
ing with the assembly room. The
addition will permit the employment
of about 200 additional men. The
Anchor Concrete Co. has started
work on its second addition 60x80
feet.

Ishpeming—Louis Toutloff, of this
city, has disposed of the drug store
which he has conducted in Michi-
gamme the past few years to Herman
Saladin, of Garden City, a former
Ishpeming resident. Mr. Saladin was
for a number of, years employed as
pharmacist at the City drug store, in
Ishpeming, going from here to Gar-
den City, where he engaged in the
drug business.

 

Manufacturing Matters.

Detroit—The ‘Detroit Baking Co.
has increased its capital stock from
$150,000 to $250,000.

Detroit—The Sand Lime Products
Co. has increased its capital stock
from $50,900 to $150,000.

Allegan—The Allegan Casket Co. is
building an addition to its factory
which will double its present capacity.

Detroit—The Detroit Celery Prod-
ucts Co., 838 Abbott street, has in-
creased its capital stock from $50,-
000 to $80,000.

Ionia—The Michigan Porcelain Tile
Works has increased its capital stock
from $100,000 to $115,000 and 250
shares no par value. ’

White Pigeon—The White Pigeon

‘of Saginaw,

Carton Co. has been incorporated
with an authorized capital stock of
$25,000, of which amount -$10,450 has
been subscribed and paid in in prop-
erty.

Ishpeming — Carl J. Corneliusson
& Sons have removed their bakery
to its new location, at the corner
of Second and Ridge streets and will
continue the business under the style
of the New Star Bakery.

Brooklyn — The National Grain
Products Co., has been incorporated
with an authorized capital stock of
$10,000 preferred and 70,000 shares at
$1 per share, all of which has been
subscribed, $4,750 paid in in cash and
$70,000 in property.

Saginaw—The Saginaw Ladder Co.,
which has taken over
the Saginaw Ladder Co., Ltd., dis-
solved, has been incorporated with
an authorized capital stock of $75,-
000, all of which has been subscribed
and paid in property.

Detroit—The Colson-Detroit’ Co.,
223 Larned street, has been incor-
porated to manufacture and sell chil-
dren’s vehicles, specialties, etc., with
an authorized capital stock of $10,000,
of which amount $2,000 has been sub-
scribed and paid in in cash.

Detroit—Home Efficiencies, Inc.,
508 Griswold street, has been incor-
porated to manufacture and sell
household articles and appliances,
with an authorized capital stock of
$1,000,000, $500,000 of which has been
subscribed and paid in in cash.

Saugatuck—The Speedway
facturing Co. has been incorporated
to manufacture and sell roller skates,
small wagons, rubber tired wheels,
etc., with an authorized capital stock
of $21,000, all of which has been
subscribed, $2,000 paid in in cash and
$11,000 in property.

Saginaw—The Jungerheld | Sheet
Metal Products Co. 1941% East
Genesee street, has merged its busi-
tiess into a stock company under the
style of the Jungerheld Co., with an
authorized capital stock of $10,000,
$2,610 of which has been subscribed
and paid in in cash.

Detroit—The C. H. Dockson Co.,
161 East Columbia street, has been
incorporated to manufacture and deal
in oxy-acetylene equipment, etc., with
an authorized capital stock of $50,-
000, of which amount $15,000 has
been subscribed and paid in, $7,500
in cash and $7,500 in proprety.

Erie—R. P. Roberts, manufacturer
of cement blocks, etc. and dealer in

building mvaterials, supplies, etc., has -

merged his business into a_ stock
company under the style of the Erie
Building Supply Co., with an author-
ized capital stock of $3,500, of which
amount $2,900 has been subscribed
and paid in, $1,500 in cash and $1,400
in property.

Lansing—Operation of the Disteel
Wheel plant in Detroit will be dis-
continued, August, 4 and the entire
machinery, equipment and executive
force of the Detroit organization will
be moved to Lansing by Sept. 1, ac-
cording to announcement here. The
Disteel company recently was pur-
chased by the Motor Wheel Corpor-
ation of this city, now the largest

manufacturers of automobile wheels .

in the country.

Manu--

Pontiac—Work has been started by
the Wilson Foundry and Machine Co.
on expansions of its plant which will
double capacity at a cost of $1,500,-
000. The concern is making engines
for the Willys-Overland company, of
Toledo, and is now turning out about
900 daily, according to D. R. Wilson,
general manager. The demand for
next year, he said, will be about 1,700
daily. The changes involve erection
of four new buildings with a total of
over 800,000 feet of floor space, and
rearrangement of the machine shop.
It will involve employment of 1,009
more men. The work is to be
finished by December 15.

—soeoeo_

Items From the Cloverland of
of Michigan.

Sault Ste. Marie, July 31—Cedar-
ville has a new cafe which was
opened to the public this week by
James Molinaro, of the Manhattan
cafe here. It will be known as the
Les Cheneaux. cafe, Mr. Molinaro
will give much of his personal atten-
tion to the cafe. Being an experi
at the business, he will receive a
large share of the tourist trade dur-
ing the season. :

The hotel at Trout Lake is fast
becoming a famous fishing resort.
Charles Moore, the proprietor, claims
they have found the bait that catches
the fish which have been fooling the
guests. Mr. Walbon claims to have
caught a 15-pound muskalonge last
week.

William Norvall, store keeper for
the Freeman Lumber Co., at Enga-
dine, has taken possession of the
store formerly owned by Charles
Bretz, at Engadine, and will continue
the business. With his previous ex-
perience and large acquaintance, the
new venture promises a prosperous
future.

Claude Smith, one of Manistique’s
well-known meat merchants, killed
the fatted calf for his son, Harry,
who returned home. last week. Great
was the surprise when Harry intro-
duced his wife.

Variety may be the spice of life,
but too much spice ruins the cake.

August 16 is the date selected by
our Mayor, George Comb, for the
Soo’s civic holiday. Most of the
business places yill be closed and
picnics and other sports will be the
order of the day.

The Cadillac Company will com-
mence operations in the new mill
on Monday, giving employment to
a large number of men, which is
good news to the merchants here,
who will all profit by the opening
of our new industry.

Mrs. R. J. Stuart. of the Cowan
& Hunt millinery, left last week for
New York to select her fall stock.

A. W. Dawson, President of our
Civic and Commercial Association,
left last week for a motor trip to
Grand Rapids. He has taken along
much valuable tourist information,
which he expects to distribute to the
hotels along the lake shore.

R. A. Stearns, head of the contract
department for Swift & Co., Chicago,
arrived last Saturday on his annual
fishing trip. He is accompanied by
his son, Billy, who is leading his
father a merry chase as a fisherman.
They specialize on trout, picking the
big ones out of the Rapids. Last
year Mr. Stearns caught one of the
record breakers and is determined
to do as well this year. He is also
a Soo booster, having induced numer-
ous Chicago friends to come to the

. Soo for good fishing. Then we have

Canada across the river, where they
have good bait, making the Soo the
ideal spot for those seeking recrea-
tion.

You are not getting old until you
leave the swimming hole before it is
time to leave.

William G. Tapert,

 

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setter eset a

 

 

 

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soca

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August 1, 1923

   

MICHIGAN TRADESMAN

 

Essential Features of the Grocery
Staples.

Sugar—The market is unchanged

from a week ago. Local jobbers hold

_ cane granulated at 9.20c.

Canned Fruits—The week passed
without the announcement of opening
prices by the California Packing
Corporation, the last of the big
canners to be heard from. No state-
ment has been made as to when the
quotations will be made public, but
they are expected any day. The
canner is in no hurry to make pub-
lic its list, since there has been no
rush to buy other offerings at recent
openings. The larger canners are
maintaining their quotations, ‘but
smaller interests are shading prices
in all offerings and grades. The real
test of the market will come after
the corporation is heard from, as
that range is used as a measure of
the market. Various varieties are
taken to fill shortages, but general
interest for later outlets is lacking.
Pineapple is somewhat easier in tone
as there are freer offerings, since
holders are willing to liquidate where
formerly they were reluctant sellers.
Apples are quiet, except fancy, which
are scarce and wanted.

Canned Vegetables—Canned food
brokers will tell you that they are
doing a satisfactory business if they
consider only the diversity of buying
orders which they receive from job-
bers, as pretty much all of the
staples are in demand, but it would
not create the correct impression to
stop there in describing the market.
For all there is buying the market
is sluggish and disappointing, since
at the end of a day, when the indi-
vidual orders are totaled, they repre-
sent no worthwhile amount. Job-
bers are too conservative to take any-
thing but what they actually need.
In addition to careful buying is the
element of scarcity of spot stocks.
This plays an important part in
limiting the turnover. While mer-
chandise can be supplemented in
some instances by factory purchases
there is not much call for goods in
the country. Warehouse or dock
canned foods are preferred, as they
can be had in a hurry and in small
blocks. Not in years has there been
such a depleted stock of most com-
modities as at present. Some lines
are not to be had and others in such
small lines that pet brands and
grades have to be ignored. The
trade is going into the new season
with considerably less than the nor-
mal floating stocks in the hands of
wholesalers and retailers; Such a
condition would inspire confidence
in new packs, especially since values
have been scaled down ever since
the first prices were quoted; but there
is as much conservatism in futures by
jobbers in the metropolitan section
as in old packs. There is buying,
of course, but it is not representative
of this market nor is it anything
like what it has been in previous
seasons. The Tomato shortage is
serious, as by the time new goods
arrive a month or so later there will
be little left. Gallons are bringing
fabulous prices, and even cannot then
be had as primary points are out of
goods and second hands have liquidat-
ed down to bare floors. No. 3s

are similarly placed. No. 2%s from
California are in demand _and there
is a better feeling and an upward
trend to Southern No. 2s. Futures
show a renewal of buying interest,
especially for early delivery and in
assorted cars. The market remains
firm. Peas are in canners’ favor in
the large sieves of standards especial-
ly. Smaller sieves are not so wanted,
but the trade may be forced to take
them. Prices are stiffening, and
while jobbers have not eovered their
usual requirements they seem to be
willing to let merchants in other
cities get ahead of them. Fancy
Golden Bantam Corn is wanted but
is unobtainable. Standard Crosby is
steady but not active in a large way.

Canned Fish—Columbia River chin-
ooks in strictly fancy pound con-
tainers is scarce on the spot, al-
though stocks are in transit to this

market. Halves are not so firm
and are taken mostly for nearby
needs. Alaska lines are about the

same as during the past week. Reds
and pinks are in no surplus on the
spot and are steady. Futures are
not selling freely. Maine Sardines
are sparingly offered at the factory

and rule in favor of the packer.
Other lines are quiet. Shrimp is
about off the market in jobbing
quantities.

Dried Fruit—Few operators look
for any immediate upward reaction in
1922 Apricots as there are too many
unfavorable conditions to allow for
that; but, on the other hand, there is
a limit to the declines, which have
been constant since the first quota-
tion on new pack was put out this
spring. At 2c below association
opening the market has held fairly
stationary and a limited number of
the cars has been sold. One operator
makes no secret of his purchase of
goods at below the usual asking price
and his turnover of his stock at a
slight advance. General buying, how-
ever, is lacking. Many jobbers have
not made any contracts. Others
have ordered small blocks for early
shipment so as to have new pack
to quote to their trade. Old crop
is a wet blanket, and because new
fruit is so much lower than last
year it is preferred, particularly Santa
Clara Blenheims. Some operators
think that apricots ought to be good
sellers when the market has been
stabilized, as they can be retailed at
15c a pound, which is a low price
compared to recent years. Packers
talk of a reduced dried tonnage be-
low earlier estimates, as they say
that neither grower nor packer is
encouraged to produce fruit at present
quotations. The main demand is
for fancy and other top grades, which
are wanted in straight lots but not
in assortments. Bids, however, are
usually %4@%c below the ideas of
packers, who also do not want to
sell straight lots. Prunes are not on
a trading basis. There are too many
old crop Californias on the spot and
to come forward to create confidence.
The only buying is in lots, which
are offered at inside prices, and even
then sales are not extensive. Cali-
fornia packers insist upon no more
than a 60 per cent. crop this year,
but at better than 6c new fruit is
not wanted. Coast interests appre-

ciate‘ the non-buying policy of the
New York and Eastern trade, and it
is not willing to make free offer-
ings at firm prices only to have

dealers use their quotations to lower-

the market. There is no life to
either Peaches or Pears, while Cur-
rants are in no better position than
a week ago. Raisins were not a big
feature last week. ‘Old crop was
taken by the bakery and manufactur-
ing trades and to some extent by
jobbers, but the demand is limited to
Sun-Maid offerings. New. crop is no
different than that of other dried
fruit.

Nuts—The only feature this week
is the offering of new crop California
Almonds by an independent packer.
The range is considered as favorable
or would be under more normal cir-
cumstances. California will have a
good crop this season, from present
indications. A larger percentage than
usual will be shelled, as the duty
on shelled nuts is a big inducement
to domestic producers, while it is
not so pronounced in nuts in the
shell. Buying is not heavy so far
as others have not quoted the market.
Brazil Nuts are steady but are not
active in a large way. Walnuts rule
steady. Pecans remain firm.

Rice—The lateness of the crop in
the South is prolonging the distribut-
ing season, which affects spot goods
by eliminating the desire to liquidate
in a hurry. Southern points are firm
in their tone and there is no pressure
to sell. As growers are looking for
higher prices, this also has a strength-

ening effect. Fancy rice rules in
favor of the seller as stocks are
moderate. Other kinds are moving

ni moderate volume. Foreign rice
holds at former quotations, but the
demand is moderate.

——— > -—S--——
Review of the Produce Market.

Apples—Transparents, $1.75 per
bu.; Duchess, $2 per bu.
Bananas—The iniquitous trust is

tightening its grip on the market, in
consequence of which the price local-
ly has advanced to 9@9c.

Beets—50c per doz. bunches for
home grown.

Blackberries—$2.50@2.75 per crate
of 16 qts.

Butter—The price has advanced Ic
during the past week. Local jobbers
hold extra at 39c in 63 Ib. tubs; fancy
in 30 tb. tubs, 41c; prints, 41c. They
pay 25c for packing stock.

Cabbage—$1.50 per bu. for home
grown.

Cantaloupes—Arizonas now sell as
follows in this market:

Binte (ee $2.50
Ponys : ------------------------ 5.50
Standards —-------------------- 6.00

Carrots—40c pe rdoz. bunches for
home grown.

Cauliflower—$2 per doz. heads.

Celery—50c per bunch for home
grown; $2 per box of 4 doz. bunches.

Cherries—$3 for sweet and $2 for
Montmorencies.

Cucumbers — Home grown hot
house, $1.40 per doz.

Cocoanuts—$6.25 per sack of 100.

Eggs—Local jobbers pay 22@23c
for candled fresh, cases included. ,

Garlic—35c per string for Italian.

Grape Fruit—Fancy Florida sells as
follows:

 

 

5
36 = -$4.00
AG ets ae 4.50
54 4.50

Green Beans—$2 per hamper.

Green Onions—25c per doz. bunch-
es for home grown.

Gooseberries—$2 per 16-qt. crate.

Green Peas—$4 per hamper.

Honey—32c for comb; 25c_ for
strained.

Lettuce—In good demand on the
following basis:

Arizona Iceberg, per crate ----$6.00
Leaf; per bu. —-:---------___ == 1.00
Lemons—The market is now on
the following basis:
300: Sunkist 22-2 Ee $9.00
300 Red Ball 2-2 8.50
360 Red: Ball... = 8.50
Musk Melons—The market takes
all receipts promptly on the - fol-
lowing basis:
Osage, standard -------------- $4.50
Osage, jumbo ----..-.------—- 4.50
Honey Dew ------------------ 3.50
Oranges—Fancy Sunkist Valencies
now quoted on the following basis:
1000 $6.00
1260 6.00
$50.2 176; ©2000. 2.2 6.00
6 2 ee ee 6.00
252) se ee 6.00

208, 5.50

Peaches—$4 per bu. for Albertas
from Georgia; $3.50 for six basket
crate.

Potatoes—Old command 30@35c
per bu. New, Virginia are now sel-
ling $6.25 for 11 peck barrel; home
grown, $2 per bu.

Parsley—50c per doz. bunches.

Peppers—Florida, 75c for small
basket containing about 18.
Pieplant—$1 per bu. for home

grown.
Poultry—Local buyers now Pay as
follows for live:

Light fowls ---.---------------- 14¢
Heavy fowls “~------------------ 20c
Broilers, 2 Ibs. -222 32c

Radishes—40c per doz. bunches.
Raspberries—Black, $2.50@3 per 16
qt. crate; red, $4 per crate.
Spinach—$1 per bu. for
grown. ‘
Sweet Corn—45c per doz.
Tomatoes—7 Ib. basket of
grown hot house fetch $1.25.
Turnips—New, 75c per doz.
bunches. .
Watermelons—75c@$1
either Georgia or Florida.
Huckleberries—$3 per 16 qt. crate.
Onions—Spanish, $2 per crate;
Louisville, $4 per 100 lb. bag; Egyp-
tian $4 per 100 lb. bag. ‘

_——o-2-s————
Dr. Cook Again Indicted.

Rather than take chances with the
Texas Federal indictment against Dr.
Cook the Federal Grand Jury in
Cleveland also indicted him to be sure
that he will not escape for the fraud
he practised upon investors with his
reloading oil stock swindle. Twenty-
six other Texas oil promoters were
indicted and will have to stand trial
with this*Arctic explorer whom Com-
mander Peary branded as a faker.
Dr. Cook will find it is much easier
to fool the public than Uncle Sam
once it becomes evident that he is
a menace to the people.

home

home

each _ for

—_2+s——
The sale you almost made didn’t
put any money into the cash register.

 

 

 

 

; of the Grand Rapids
- \.. Grand -Rapids, July. 23—On. this.day was
held the first meeting of creditors in

the matter of Theodore W. Clark, Bank-
rupt No. 2307...The bankrupt was pres-
ent in person and by attorney, John W.
‘Powers.- No -ereditors were present or
represented. No claims wére proved
and allowed. No trustee was elected.
The bankrupt was sworn and examined
without a reporter. The first meeting
was then adjourned without date. The
ease, having no assets, has been closed
and returned to the district court.

On this day was also held the final
- meeting of creditors in the matter of
Emmett H. Baker, Bankrupt No. 2296.
The trustee was present in person. No
ethers were present. ‘The trustee’s final
report and.actount was approved and
allowed. _An order was made that the
administration expenses be paid, so far
as the funds on hand would permit,
there being no funds on hand for the
payment of any dividends to creditors.
There was. no objection to the discharge
of the bankrupt. The case will be
closed and returned.

On this day also was held the final
meeting of creditors in the matter of
Noel-Messner-Peters Co., Bankrupt No.
2191. The trustee was present in per-
son. No others were present. Claims
were proved and allowed. The bills of
the attorneys were considered and
passed upon.° An order was made for
the payment of administration expenses,
so far as the amount in the trustee’s
hands would permit, there being no
funds for the payment of any dividends
to creditors. No objection was made
to the discharge of the bankrupt. The
tinal meeting was then adjourned with-
out date. The case will be closed and
returned. °

On this day was held the final meet-
ing of creditors in the matter of Peter
Moerland, Bankrupt No. 2138. The trus-
tee was present in person. Francis L.
Williams was. present. Claims - were
proved and allowed. The trustee’s final
report and account was considered and
allowed. An order was made for the
payment of administration expenses so
far as the balance on hand would per-
mit, secured claims having been here-
tofore paid. There was no dividend to
creditors. There was no objection ‘to
the discharge of the’ Bankrupt. The
final meeting was then adjourned with-
out date. The case’ will be closed and
returned. S

July 24. Oli this day was received an
offer for the assets in the matter of
Freedman & Horwitz, Bankrupt No.
- 9298. The offer is from Townsend &
Lovell, of Grand Rapids, and is in the
sum of $1099.69 for all of the stock in
trade and fixtures of the estate, which
is inventoried and appraised at $2899.60.
The date fixed for the sale is Aug. 3. A
copy of the inventory is in the-hands of
the trustee and the referee and may be
seen by anyoone interested. The stock
is that of a men’s furnisher store, and
located at the city of Grand Rapids.

July 25. On this day was called the

final meeting of creditors in the matter
of Regle Brass Co., Bankrupt No. 2081.
The trustee has filed his final report and
account and the same will be passed
upon, several items of accounts, notes
and rights of action will be sold at
auction and a first and final distribu-
tion will be made to creditors of the es-
tate. The date fixed for the meeting .is
Aug. 6. ;
In the matter of Reed City Creamery
Co., Bankrupt No. 2049, the trustee has
filed its final report and account and all
of the property has been disposed of
A final meeting of creditors has been
called by the referee to be held at his
office Aug. 8. The trustee’s final report
and account will be passed upon, the
first and final distribution made _ to
creditors.

In the matter of Nathan J. Rosenbaum,
Bankrupt No. 2303, the trustee has re-
ported an offer of $250 for all of the
stock in trade and fixtures of the es-
tate, which is inventoried and appraised
at $753.39. The offer is made by Smith
& Whitney, of Belding, at which place
the stock’ is located. The stock con-
sists of shoes and rubbers. The date
fixed for sale is Aug. 7. All interested
should be present at such time and
place. An inventory may be seen in the
hands of Henry Smith, the trustee, of
Belding, or at the office of the referee.

July 28. On this day were received
the schedules in the matter of Simon
Belfer, George Belfer and S. Belfer &
Son, Bankrupt No. 2306. The first meet-
ing has been called for Aug. 10. A list
of the assets of bankrupt show assets of
$2250, of which $500 is claimed as ex-
empt to the bankrupts, and liabilities of

$5,156.84. A list of the creditors of the
bankrupts is as follows:
‘Louis Faingold, Bay. City --—~---$625.00
Industrial Mortgage & Investment

Co., Grand Rapids -----.-.-.--. 98.88
Atlas Hat & Cap Co., Chicago -. 30.00
Oscar Barch, Chicago ---------_-- 24.23
A. J. Brumach Co., Reading, Pa. 48.30
Benjamin Bros., Chicago -------- 202.00
-B. & B. Clothing Co., Toledo --_- 105.17
S. Deiches & Co., Chicago —~_---_-- 33.29

Ellsworth & Thayer, Milwaukee -. 106.50
G. R. Dry Goods Co., Grand Rapids 100.00
J. W. Jackson & Sons, Indianapolis 40.00
Kling Bros. & Co., Chicago ------ 550.00

MICHIGAN TRADESMAN

 

Mason & Hanson, Chicago -----_ 24.65
Mullin & Co., Chicago —---------_-- 298.60
The Fit Right Cap Co., Indianapolis 71.75
Klaven & Stern, Chicago -~-~----- 126.79
Schiller, Stein & Co., Detroit ___-_- 83.34
Woven Right Knitting Co., Cleve-

land 42.00
Schoenfeld & Schoenfeld, Detroit_- 176.50 ~
BE. Scheftelowitz, Chicago --_----- 71.41
Weiner Cap Co,, Grand Rapids --. 41.00
B. Kremet & Co., Chicago ------ 461.80
Irving Brandt & Co., Chicago ---- 70.00
Billstein & Feierman Co., Cleve-

a ee 158.62
Nevan’ Glove Co., Buffalo ~------- 11.86
Herman, Wile & Co., Buffalo ---. 56.25
Detmer Woolen Co., Chicago ---. 194.96
H. L. Willing Co., Detroit _.-__--- 173.7
Newman Dube & Co., New York — 47.25

A. Mikelonis,-Grand Rapids ~----- 550.00
Kent State Bank, Grand Rapids -- 300.00
Furn. City Dry Cleaners, G. R. ~~ 233.00

In the matter of Earl Luxford, Bank-
rupt No. 2321, the funds for the first
meeting have been received and such
meeting will be held at the office of the
referee Aug. 9.

In the matter of Stanley F. Kwiatkow-
ski, Bankrupt No. 2311, the funds for the
first meeting have been received and
such meeting will be hefad at the
referee’s office Aug. 6.

July 30. On this day was held the
first meeting of creditors in the matter
of Lawrence J. Dennis, Bankrupt No.
2316. The bankrupt was present in per-

son and by attorneys, Dilley, Souter & -

Dilley. One creditor was present in per-
son. No claims were proved and al-
lowed. Amos F. Paley, of Grand Rapids,
was appointed trustee and the amount
of his bond placed at $500. The bank-
rupt was sworn and examined without
a reporter. The first meeting was then
adjourned without date.

On this day also was held the ad-
journed first meeting of creditors in the

matter of Freedman & Horwitz, Bank-.

rupt No. 2298. The bankrupts were
present in person. No others appeared.
The adjourned first meeting Was then
adjourned without date.

July 27. (Delayed). On this day was
held the final meeting of creditors In
the matter of E. L. Wellman Co., Bank-
rupt No. 2067. The bankrupt was pres-
ent by E. L. Wellman. Smedley, Linsey
& Shivel; Butterfield, Keeney & Am-
berg; Clapperton & Owen, and Travis,
Merrick, Warner & Johnson were present
Claims were allowed. The trustee’s
final report and account was approved
and allowed. An order was made for
the payament of administration ex-
penses and for the payment of a first
and final dividend to creditors.
neys bills were passed upon. The
meeting was adjourned without date.
The case will be closed.

July 31. On this day was held the
first meeting of creditors in the matter
of Karl C. Beam, Bankrupt No. 2313.
The bankrupt was present in person.
No creditors were present or represented.
No claims were proved and allowed. The
bankrupt was sworn and examined with-
out a reporter. No -trustee was ap-
pointed. The exemptions claimed by
the bankrupt were set off to him, and
the case closed as a no-asset case.

On this day also was held the first
meeting of creditors in the matter of
Bancuk Bros., Bankrupt No. 2309. The
bankrupts were present in person and
by MacDonald & MacDonald, attorneys.
John Anderson and Joseph T. Riley were
present for creditors. Joseph T. Riley
was elected trustee and the amount of
his bond placed by the referee at $500.
The bankrupts were each sworn and ex-
amined before a _ reporter. The- first
meeting was. then adjourned without
date.

___.+ >

The customer who comes back to

make a complaint may be pacified

and made into a permanent patron.

The customer who keeps his kick
to himself may never come back.

 

OVERSTATING the case
for your product or your

service in your advertising
is unnecessary. There is
nothing more _ convincing

than a moderate statement
plainly made. You will find
plenty of buyers, even though
you do not claim your goods
to beg ‘the best on earth.”

BEN DEAN

Advertising Writer

427 MICHIGAN TRUST BLDG.
Grand Rapids

 

 

August 1, 1523

 

   

HOW MANY TIMES A YEAR WOULD A _ CLIPPER
SAVE: ITS COST IN YOUR PLANT?
One Michigan factory reports a saving of $2500 a year,
since the adoption of the Clipper method of belt lacing.
A textile mill in Georgia $817.54; a metal working plant in
Fennsylvania $1230; another in illinois $914.36; and so on.
Sold Everywhere by Authorized Mill Supply Dealers
CLIPPER BELT LACER COMPANY
Grand Rapids, Michigan, U. S. A.

Anyone can lace a belt with the

    

 

 

Michigan’s Largest
Wall Paper and Paint
Distributors

: Use and Specify

BREINIG BROTHERS
STANDARD VARNISH
KYANIZE

PAINTS AND VARNISHES

for lasting beauty and protection.

WORKS

 

OUR 1924
WALL PAPER SAMPLE BOOKS

are

BUSINESS BUILDERS

Increase your sales and please your customers

 

HENRY J. HEYSTEK COMPANY
Wholesale and Retail
Wall Paper, Factory Supplies, Paint
61-63 Commerce Ave. Grand Rapids, Mich.

 

 

—aapeaeeennons

 

———

 

 

August 1, 1923

Candy Day Set For October 13.
And now we are to have a “Candy
Day” and the National Confectioners’
Association is fathering it. ~ Quite
properly the National Wholesale
Grocers’ Association is boosting the
enterprise and urges its members to
get in touch with the organization
at 208 North Broadway, St. Louis,
to help it across on October 13.
Candy very properly lends_ itself
to the business of the wholesale
grocer as well as to the retailer. In

fact, students of merchandising
wonder why grocers have not made
more of candy for there is money

in it; it stands up fairly well and

could be handled by grocers as
well as by candy jobbers. As Sec-
retary Toulme says in a_ circular
to his members:

“ “Candy Day’ offers a big oppor-
tunity for increasing sales in this de-
partment of the business of many
members. In observing ‘Candy Day’
as their fall opening day retailers
and wholesalers have a chance for in-
creasing sales that will be welcomed.
Aggressive missionary work through
salesmen will show worthwhile re-
sults. Retailers who participated in
‘Candy Day’ last year reported in-
creases of sales ranging from 100 to
500 per cent. in their candy business.
Many of them reported a volume as
large as the, Christmas sales.

‘Candy Day’ is being fostered and
managed by the National Confec-
tioners’ Association and_ strenuous
efforts are being made to arouse re-
tailers everywhere to dress up their
windows with special candy displays
for this day and attract attention to
the fall opening by using ‘Candy Day’
window posters and other advertising
material that can be secured by
wholesalers for distribution among
their retailer customers.”

———_>-2-2
Will Taffetas Return?

Some interest has been shown in
the silk trade over the reports from
the style centers abroad that taffeta
was being used for some of the new
bouffant models that are being pre-

sented. But the interest shown is
apparently only of an _ academic
character, as a canvass of opinions

of representative wholesalers indicates
little confidence that the yarn-dyed
goods will have a comeback that
will enable them to supersede the
crepes which have been popular for
so long a period. It is not that the
trade would not like to see taffetas
return to vogue, because such an oc-
currence would tend to place much
more of the machinery of the mill&
at work. Despite the reports that
some manufacturers have added to
their production of the yarn-dyed
goods, the general average of manu-
facture has been very low for some

time. Available stocks around the
market are, therefore, described as
small.

Herring Flour is Latest Health
Food.

So many herring have been caught
off Icelandic coasts that new uses
for the fish have been devised to
care for the surplus after a sufficient
quantity is salted. Several years ago,
through Norwegians, Danish and Ice-
landic interests, factories were erect-

ed in Iceland for the preparation

Ee Geet eonione-aeoetatemene Enea

 

 

MICHIGAN TRADESMAN

of herring flour, Consul ‘General,
Letcher, Copenhagen, informs the
Department of Commerce. - This

product is highly prized in Norway
as a strength food, inasmuch as _ it
contains 70 per cent. of fat and
protein. Much of this flour is also
exported to Japan where it is used
as a fertilizer in connection with
flower growing.

As herring can be caught in un-
limited quantities off Iceland in sum-
mer time, it is planned in a greater
measure than before, in connection
with the salting for export, to use
herring for strength food and for
oil. Herring - oil is extracted by
pressing out the fats in the herring.
By “hardening” it can be made both
tasteless and odorless and is then
well adapted for margarine produc-
tion, being especially rich in body
building properties.

—————_-

Bargains in Household Goods.

What are said to be bargains of
their kind in the market are now
being offered to buyers of house-
furnishings by a local distributor of
this merchandise. One of them con-
sists of French willow wash baskets,
the bottoms of which are reinforced
by heavy wooden stays, ranging in
price from $10 a dozen for the 14-
inch size to $20 a dozen for those
twenty-four inches long. The _ bas-
kets are in stock here, and are sold

to be priced not less than 40 per
cent. under the current market. The
other offering consists of ball top

and plush cap whiskbrooms at $25
and $21 a gross, respectively, f. o. b.
destination. The brooms are made of
selected Oklahoma corn.

 

q

 

 

 

Four

Division Ave. S., Citizens Phone 64493,
HIM.

Our rates for Automobile Insurance are so rea-
sonable that you cannot afford to do without it.

Maximum protection for the money, and adjustments are

Mary J. Field Company

Auto Owners Insurance Company _

Bell Main 1155

Take Chances---

Of killing someone and being sued without pro-
tection.

We recently defended a suit and paid a claim of

Thousand Doilars for Mr. 1. Wepman, 105
ASK

always made promptly

Grand Rapids Representative

514-515 Widdicomb Bldg.
Citz. 65440

 

 

 

 

 

 

We Go On Record

As Stating That WE DO NOT BELIEVE that the

We personally guarantee them for 10,000 miles. Can we say more?
Only that our customers are getting from 10,000 to 20,000 miles of service out of them.

Wurzburys

Cord Tire

The very finest of construction—the best of mater-
ials obtainable are put into DELIONS. Itis ab-
solutely a Hand Built Tire.

Delion

Has An Equal On
The Market To-Day!

Our Reputation Is Back of Every
Delion Cord Tire Sold By Us.

 

 

 

 

a nn as Soni

 

 

 

8

REWARDS OF FORTY YEARS.

Forty years seems like a _ long
time to look forward to by a person
young in life, but viewed in retro-
spect it is neither long nor uncer-
tain. The person looking backward
realizes that he took an humble
part in the fleeting years and that
he helped to make existing condi-
tions within the scope of his opera-
tions and usefulness during the four
decades better or otherwise, depend-
ent altogether on the manner in
which he directed his efforts and car-
ried them into execution.

The principal events of the past
forty years outside the mercantile
field have been described so fully
by the numerous contributors to this
issue of the Tradesman that even
brief reference thereto is ‘hardly jus-
tified in this connection.

The most definite object the
Tradesman had in view when it
was conceived in 1873 and estab-
lished in 1883 was to elevate the
standard of merchandising and, in-

cidentally, enlarge the vision, improve’

the morals and increase the efficiency
of every one connected with the
business of selling goods. There
was ample opportunity for faithful
service along these lines and the
Tradesman feels no hesitation in
stating that it considers it has been
amply repaid for all the effort it
thas expended “in the attempt to im-
prove mercantile practices and con-
ditions. There still remains much
work to be done; still many wrongs
to be righted; still many evil prac-
tices to be curtailed and abolished;
still many unjust features to be elim-
inated; still many cheats and frauds
to be exposed and put out of busi-
ness; still many pretenders to be un-
masked; still many fallacies to be
corrected; still many merchants to
be led from the mire of ignorance,
superstition and arrogance into the
broad field of unselfish service and
more generous usefulness. Of course,
there will always be accidents in
trade—men who have no fitness for
the calling of the merchant and who
cannot possibly succeed because they
are “know alls” and refuse to avail
themselves of the advantages af-
forded by trade journals, association
with their brothers in trade and other
means of acquiring mercantile know-
ledge—but as the Tradesman ap-
peals only to intelligent merchants
and those who aim to acquire ac-
curate and helpful information along
mercantile lines, the Tradesman hopes
to be able to be of continuing as-
sistance in remedying many more
faults and shortcomings in the years
to come. Added experience and—
let us hope—added wisdom may bring
about desired accomplishments more
rapidly in the future than has been
the case in the past.

Forty years ago nearly all the
traveling men and fully 50 per cent.
of the merchants were drinking men.
In no branch of human endeavor
have greater results been accomplish-
ed than in the abandonment of this
practice, long before the Volstead
act made the consumption of alco-
holic liquids illegal.

Forty years ago the word of many
‘merchants was not to be depended

upon. Verbal orders would be given

 

MICHIGAN TRADESMAN

one day, to be cancelled by letter
the next day. So flagrant did this
abuse become that it had to be re-
strained by the adoption and en-
forcement of rigid rules against the
practice. The merchant who signs
an order now lives up to it if he is
a man. If he does not live up to it,
he voluntarily relegates ‘himself to
the rank of undesirable customer and
demonstrates that he belongs to the
unfortunate 95 per cent. class who
are doomed to failure. A little time
soon finds him headed for disaster and
the bankruptcy court. It is a little
singular that merchants as a class
learned that repudiation of an honor-
able obligation was fatal to business
success long before the kaiser lost
his throne through violating his
plighted word regarding the inva-
sion of Belgium.

The claiming of unjust allowances
and rebates, which was a grievous
abuse forty years ago, has nearly
ceased. Only dishonest men resort
to such practices nowadays and
they soon find they cannot buy
goods of sterling houses and thus
pay dearly for their dishonesty.

The dishonest wholesale dealer has
also been driven to the wall. The
jobber who resorted to petty thievery
and sharp practices has long since

been relegated to the poor house
or ekes out a miserable existence
on the charity of friends. Dishonesty

and business have never yet gone
hand in ‘hand for any considerable
length of time. Just as there is a
fatality about money obtained by
dishonest methods which prevents the
temporary custodian of fraudulently
obtained funds from retaining them
indefinitely, so there is sure punish-
ment in store for the sordid mer-
chant as unchangeable as the laws
of the Medes and the Persians.

Forty years ago the store clerk
was little less than a galley slave,
owing to the small wages he re-
ceived and the long hours he worked.
To-day he is in an entirely different
position. His income is, as a rule,
more than his employer drew out
of the business a generation ago.
His working hours have been short-
ened so that he has ample time for
amusement, recreation and self in-
struction, providing he is bent on
posting himself so as to be able to
espouse a mercantile career on his
own account as soon as he has saved
enough from his salary to justify
him in making the attempt.

Forty years ago the traveling sales-

man never received any recognition

in the daily press except when he
was referred to aS a “drunken drum-
mer.” To-day he is almost univer-
sally respected as a business man,
citizen and ‘Christian gentleman. In
no tine of human endeavor has
greater improvemet been made than
in the ranks of traveling salesmen.

The Tradesman assumes that it
has been worth while to be associat-
ed with the changes above enumer-
ated and it ardently expects to wit-
ness still further improvement in the
future. Among the conditions it
hopes to be able to assist in bring-
ing about are the following:

The elimination of every sugges-
tion of untidiness and filth from
stores. The .cultivation of a high

sense of honor which will make
every merchant’s word as good as
his bond. ‘The extinction of the
idea that any merchant it “too busy
to read” about the things which
concern him most seriously in his
business.

Co-operation between merchant and
clerk, by which the latter may be
given an opportunity to read books
on mercantile topics and trade jour-
nals of standard character during
his leisure hours. Team work be-
tween employer and employe having
for its object the improved appear-
ance of the store, the extension of its

‘usefulness to the community, an in-

crease in the volume of sales and
corresponding profits, larger rewards
for both merchant and clerk, the
creation and maintenance of mutual-
ly helpful relations between the two.

Still further advancement in the
efficiency and adaptability of travel-
ing salesmen to the work devolving
upon them. This involves greater
care in the selection of traveling
salesmen by the employer and _ in-
creased effort on the part of the
employe to fit himself for the duties
and responsibilities of his position.

One reason why the Tradesman
has been able to serve its constitu-
ency so well and faithfully is that
it has been content to take human
nature as it found it and not under-
take to segregate the good from the
bad by placing one class on a pedes-
tal and consigning the other class
to oblivion. The Tradesman has al-
ways aimed to find some good in
every one; to identify and commend
the good features of any plan ad-
vanced by any one who had the real
welfare of the merchant at heart.
It has always aimed to view mer-
cantile innovations from the stand-
point of the merchant and talk in a
language that he can readily under-
stand. If caution or condemnation
seemed necessary, the Tradesman has
never spared the rod, believing that
there should be no temporizing with
evil—no compromise with the wrong
in any walk of life or any avenue of
merchandising.

In the early days of the Tradesman
it exerted itself wholeheartedly in
the cause of local and state organiza-
tion among merchants and threw
into the movement all the enthusiasm
of youth; in fact, the writer went so
far as to assist in the creation of
132 associations at his own expense.
This work was productive of re-
markable results to all concerned,
but there are two fundamental weak-
nesses which have never yet been
overcome—the disposition of both
the rank and file of the members to
shirk their duties to the organization
and a proneness to permit unfit
persons to occupy positions of honor
and responsibility. ‘Whenever the
latter evil prevailed—and it has
been altogether too common for the
good of the organization movement
—the Tradesman has refrained from
supporting such organization until
the ignorant or unscrupulous official
was replaced by an honest and faith-
ful servant.

In no branch of its work have
the good offices of the Tradesman
been more effective than in reducing
friction and straightening out. mis-

August 1, 1923
understandings betwen retailers on
one side and jobbers, produce mer-
chants and manufacturers on the
other. Hardly a day passes that
a complaint of some kind does not
reach the Tradesman. It is seldom
the case that a mutually agreeable
adjustment cannot be effected on a
basis that leaves both parties to the
controversy satisfied and frequently
cements friendships which are _ less
likely to be interrupted in the future.

The Tradesman does not seek to
convey the impression that it is en-
tirely satisfied with the results it
has secured and the achievements
it has to its credit. It has aimed at
perfection, but fully realizes it has
fallen short of the mark, as every
human being and human institution
must in this world. As time goes
on, it hopes to profit by the mistakes
of the past and, guided by a Divinity
which never deserts a just cause or
a worthy undertaking, come a little
nearer to perfection in the future
than it has in the past. How long
the writer may be spared to continue
his work rests with a Higher Power
than is present in this world, but
so long as~his life is spared ‘he
pledges the trade to continue as the
humble champion of its best inter-
ests.

This review would not be complete
without a reference to the patrons

of the Tradesman who have been a™

constant encouragement and source
of strength from the beginning. They
have furnished the ammunition which
thas enabled the Tradesman to main-
tain itself on the fighting line all these
years. The effectiveness of its cam-
paign slogan, “Frank, free and fear-
less for the good that we can do,”
has been due altogether to the en-
couragement and support the Trades-
man has received at their hands.
The Tradesman has never asked its
readers to take any statement for
granted, just because it happened to
be exploited in these columns. All
it has asked—and all that it ever
expects—is that the readers of the
Tradesman will all agree in the be-
lief that the editor aims to do the
right thing in the right way at the
right time; but that because he is
human, he is prone to occasionally
make mistakes—which are mistakes
of the head and not of the heart.
ACKNOWLEDGMENT.

The Tradesman has put out a
great many anniversary publications
during the past forty years, but the
present issue is the largest and most
comprehensive edition it has ever
issued. No wider variety of topics
has ever been presented between two
covers by the Tradesman, nor have
the subjects discussed ever been
handled with greater skill and ac-
curacy. The contributors to this
edition have run the gamut of hu-
man life and experience and elucidat-
ed their subjects so completely that
almost nothing remains to be said.
For this service, so cheerfully under-
taken and so faithfully carried out,
the Tradesman extends its most
heartfelt thanks.

The thanks of the Tradesman are
also due our advertising patrons for
the very generous manner in which
they have contributed to the financial
success of this edition.

 

 

 

 

 

 

August 1, 1923 MICHIGAN TRADESMAN

 

 

 

 

PRIA AR AERA
_ Concentration

ig ‘

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c times and the trade require— )

: A complete stock of Hood Rubber Footwear,

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ig GRAND RAPIDS, MICHIGAN :
Sao ITI EO OOOO EO EOE DON DON AGA GANONG

    

       

A

PE TEDDIES

 

 

 

 

LakeOdessa CanningCompany

- Packers of ODESSA, IONIA and RADIO BRANDS
Peas, Corn, Apples, Pork and .

 

 

 

 

Beans and Red Kidney Beans

 

 

LAKE ODESSA, MICH.

JOHN KIMMEL, President STILSON V. MacLEOD, Sec. and Treas.
WALTER A. REED, V-Pres. and Gen’! Mer. EARL F. REED, Ass’t Gen’l Mgr.

 

 

Our products are the best that science, experience
and the latest improved machinery can produce.

 

 

SOLD EXCLUSIVELY THROUGH THE WHOLESALE GROCERY TRADE

 

 

 

~

 

 

 

 

 

MICHIGAN

TRADESMAN

August 1, 1923

 

 

 

 

 

    

    

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‘Children’s Shoes and Their Sale.

‘Written for the Tradesman.

. The children’s end of the shoe game
4s interesting and worth while—if
cyou like it and are prepared to play
4t right. Your personal estimate of
it necessarily depends upon two ar
‘three things: first of all, your re-
‘gard for children and your capacity
for getting on with them, and the

‘wear sales in your community and
among the people to whom you look
for business, and finally your know-
Jedge of children’s footwear lines.
‘Do you like children? And more
important still, do children like you?
‘Are you nervous and irritable, so that
the mere sight of a squirming or
frisky youngster makes you uneasy?
Are your lines of children’s shoes a
sort of side line with you, carried
more for accommodation of adult
patrons of your store rather than
because of their implicit merchandis-
ing possibilities? There is no use
in leading a horse to the water if
the animal dosen’t want to drink,
of course; but one cannot know
apriori® what the horse’s reaction
will be until one sees him give the
pool or trough the once-over. If
the then shakes his head and looks at
you in an injured manner, there’s no
use to argue with him. Personally
I feel that no effort should be made
to overpersuade dealers with refer-
ence to any phase of this compre-
hensive subject of catering to the
are not interested in the selling of
juvenile footwear trade. So, if .you
‘children’s footwear, and
‘touch the proposition with a ten foot
‘pole, pass this article up.
{ I think it can be shown that the
merchants who are most successful in
selling things for children’s use are
the merchants) who like children.
There may be exceptions, but they
must ‘be few and unimportant.
| The heart of a normal child lies
open like the petals of a _ freshly
blown rose. Devoid are they of
puile. And they seem _ to- sense
things by a sort of occult process
which we grown-ups call intuition.
And it is little short of marvelous
how they come to know us—not for
what we seem-to be, nor for what
we claim for ourselves, nor for what
others say about us—but for what we
are.
- For instance, it doesn’t take a child
long to discover whether your in-
terest in him is real or feigned; and
whether you are telling the. truth
or not. See :
Since like begets like, children
learn to know and like the ones
who likes them—the grown-ups who
have passed beyond the realm of
childhood, but still remember what it

‘extent and outlook for juvenile foot--

wouldn’t:

was to feel and act and speak as a
child.

One of the first essentials of suc-
cess on the part of the shoe dealer
who has his mind set on building up
a flourishing children‘s department,
is to have real. interest in and love
for little children. It is this which
makes for sympathetic and under-
standing attitudes.

Children are not just “little men
and women;” but the child of each
of the several clearly defined per-
iods of development has his or her
own individual nature. And at every
period there are points of contact,
typical methods of reaction, and deep
and vital loyalties. In other words,
no matter what his age, each child
can be interested, and changed, and
won for good and all as your staunch
friend and supporter—provided you
understand ‘him, and like ‘him, and put
yourself to the pains of being his
friend.

First of all, know and love the
children; and then know and like the
beautiful footwear models now being
made for little people.

The writer has rather scant sym-
pathy for the shoe dealer who can’t
enthuse over the beautiful and = ser-
viceable shoes now designed and
built. for juvenile wear.

Younger members of the trade who
are not familiar with the type of
footwear children used to wear,
should do a little research work. It
would pay them to hunt up some
surviving specimens of outmoded
types in which the feet of little people
used to suffer. They were made out
of split leather, and they were heavy,
clumsy, ungainly, and uncomfortable.
With them style was a minus quan-
tity.

But consider the new and appealing
models now designed both little tots
and growing boys and girls. No
longer are they made of shoddy—
that is, in the medium priced and
higher grades; and for the most part
they are made on comfortable lasts,
and well made; and they have style.
The style element is now an essen-
tial feature in children’s footwear
lines. As a rule children’s shoes fol-
low; the general style characteristics
of current adult models.

The explanation of this phenome-
non is simple. Children are strongly
imitative, and they want and demand
shoes that resemble the ones being
worn by men and women.

When women were wearing high
tops shoes, little girls wanted that
type of shoe, and the manufacturers
“*brought them out; now that the
tendency is strongly towards low
cuts even for Fall and Winter wear,
little girls demand that kind. Where

adults are wearing colors and com- -

*

 

 

 

One 40-Year Old
Youngster
Congratulates Another

Congratulations, Mr. Stowe, on the fortieth
anniversary of your splendid service to Michigan

merchants.

These greetings

come from a house which can also look back 40
years to small beginnings, and which knows from
experience what sturdy adherence to ideals is re-
quired to grow steadily through the changing con-
ditions and vicissitudes of two score years of

business life.

For forty years you have been making better
Michigan merchants and business men—for forty
years our ideal has been better shoes, which means
better business for merchants and better service for

the public.

Years do not imply age—age is indicated in
mental inertness and want of adaptation.
of your editorials and your

force

championship of merchants’ interests you show the
vitality of youth, and only in the maturity of your
counsel is reflected the experience of age.

So too Herold-Bertsch feels forty years young,
as the demand for H-B better shoes grows steadily,
as our markets broaden, as new opportunities are
constantly presented to increase our service to
‘retailer and the public.

Congratulations, Mr. Stowe—may your pen
never lose its vigor, nor your pages their power.

Herold-Bertsch Shoe Co.

GRAND RAPIDS

 

 
   

  
  
  
 

REAR OLN

Ssssns,

  

Mises

Mncaasandnaidon

are sincere, because they

In the
aggressive

 

 

 

 

 

 

 

 

 

August 1, 1923

MICHIGAN TRADESMAN

11

 

bination shoes, children demand the
same.

The number of houses handling
children’s shoes has grown so ap-
preciably within the last few years,
and the range of materials, styles,
and wear values thas broadened so
greatly, it is not as simple and easy
as it might seem to qualify as an
expert judge of children’s shoes.
Progress has been made in many
directions, and resourceful designers
and manufacturers have been work-
ing along numerous lines. The deal-
er who has long cherished the be-
lief that a certain house knows all
there is to be known about childen’s
shoes, and that their values are the
last word -in juvenile footwear at-
tainments, should hire somebody to
disillusion him. Take the other fel-
low’s word—but only after you have
opened your eyes and looked around,
compared styles and fitting qualities
and material and workmanship values.

Your house may be_ unbeatable
when it comes to the production of
children’s shoes; and then again it
may not. It may excel in shoes for
boys, but mayhap another concern
excels in shoes for girls. Do you
know how to select your stock so
as to get supplemental lines—one,
for instance, that carries width, and
another that carries length?

Children’s Shoe Department.

The children’s shoe department

should be vigorous and_ profitable.

-To make it so you must have it

stocked with the proper sort of
merchandise and attractively located
and equipped.

Have = smaller
people and have them arranged on
narrow platforms six or eight inches
above the floor level.

Have smaller tables and _ other
pieces of store furniture correspond-
ing in wood and finish to the rest of
your furniture.

If you can’t ‘have a splashing foun-
tain and some goldfish, have some
growing or cut flowers; if you can’t
have a diminutive merry-gor-round
or child’s chute-the-chute, at least
have some pictures of interest to
juveniles. In other words, have a
bit of color—a little something to
suggest that you haven’t lost touch
with young life.

Having a children’s department is
one thing; developing the department
pushing the stock within it, and
applying accredited stimulants to its
upbuilding, is quite another thing.
In some stores the children’s de-
partment doesn’t grow an inch—and
there’s a reason.

If this is true of your juvenile de-
partment, consider the whole propo-
sition afresh and in the light of the
best: that his been written and pub-
lished by students of children, and in
the light of the experience of men
who specialize in catering to child-
ren’s commodity requirements.

Cid McKay.
——_——_2.<.___-

Don’t say so much to the praise
of what you are selling that the
customer will think you are over-
rating it, even though you may be
telling nothing but the truth.

chairs for little’

“Man Who Made a Million Making

Cigars.

Los Angeles, Cal., July 18—vYour
letter at Grand Rapids arrived just
as I was packing my grip. Yes
I am sorry: I could not have seen
you because I would like to have
learned your plans along  philan-
thropic lines, but you know I am
not much on this we call “philan-
thropy.”’ For instance, there in Los
Angeles nearly every mail brings
pleas for charity and the very men
who sign these begging leters make
millions upon millions by gambling
in land. We do not yet seem to
understand that we cannot squeeze
blood out of a turnip.
as some people bet something they
do not earn, there must be others
who earn something they do not
get,” and because of these fictitiously
created land values the average work-
er cannot afford to buy a place to
lay his thead. Even merchants in
business centers are up against he
same proposition. Landlords watch
the merchant’s cash registers and
as sales increase they raise the rents
and take the profits. Instead of us
trying to remove the bars that ob-

‘struct real prosperity, we spend our

time building childrens’ homes, soup
houses, or inadequate poor houses.
I sometimes wonder whether, after all,
humanity is moving forward or back-
ward. The average educated young
man knows all about prize fights,
movie stars and base or foot ball, but
what does he know about economics?

One of the daily morning papers
had the cuts of five prominent Al-
tadena women, all with dogs in their
arms. These women were to start
another dog hospital in Altadena. In
the same paper was also the picture
of a mob of I. W. W. men being ar-
rested at San Pedro. These two
pictures are a real lesson in econom-
ics. If we leave our economic prob-
lems for the soap-box - orator to
solve instead of our educational in-

“Just as long’

stitutions, we are going to get just
what we deserve.

I am more than pleased that ae
Michigan Tradesman will complete
its fortieth year August 1. It some-

times seems to me as though Mother

Nature made the life-line in useful
careers altogether too short. Here’s
hoping that in your case she may
stretch your out for a long time to
come. i
you upon your success but I think
it was Emerson who said, “The thing
well done brings its own reward.”
Friend Stowe, knowing you, as I
do, I am going to be so bold as to
say that I do wish that part of the
time at least you. could get someone
to fill your swivel chair. You know
most of us who retire do so when
the undertaker throws goo-goo eyes
at us. I would like to see you get
a little more of life’s pleasures while
still in your prime. In your letter
you mention being 64. By this [
do not know what you mean. Are
you crowing because of your youth
- do you imagine yourself ‘growing
old?

Yesterday I thad lunch with a lady

“who said she was 88 years young.

She is taking a two-year course in a
California University and she says
when she graduates she expects to
take two more years in some Eastern
university on another subject. I
just mention this because one with
your pep at 64 is only a kid.
Gerrit J. Johnson.

If you’re wise, when you have a
chance to do the other fellow you
won't do it.

 

SIGNS ALL KINDS
Window and out-door signs, price tickets
Best Prompt Service, Good Artistic
Work, special to order.
World experience has given us IDEAS
that can be worked into your bu$ine$$.
Order taken with in tention of delivering
it in a_ satisfactory condition, Quick.
WRITE TO-DAY
1. & M. Sign Co., Box 375, LeRoy, Minn.

 

 

 

greater.

FORTY YEARS tell

any other way.

We have grown much

 

a greater story of achievement than can be told in

these past forty years, but we are going to grow even
So come and grow with us this year.

 

 

Our Lines.

FEEL

Rouge Rex
More Mileage
Hiker
Ruth
Playmate
Shur Snug

 

 

 

 

HIRTH-KRAUSE COMPANY

 

1883

 

GRAND RAPIDS, MICHIGAN

Shoe Manufacturers and Tanners
and Jobbers of Goodyear Glove Rubbers

 

 

1923

 

 

 

 

 

psd in spi erate cg eterna a aes neon ioe en ier

I would like to congratulate*

Ba ee a ane

 

 

 

 

 

 

 

12

 

MICHIGAN TRADESMAN

August 1, 1923

 

 

 

 

 

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TO ECL CEL CECE

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Poby vappreaad

CUI R PL

 

 

 

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Recent Tariff Hearings.

.The recent hearings by the Tariff
‘Commission of requests for changes
in existing rates by the application
of the so-called flexible duties give
one the impression of the mountain
laboring and bringing forth not even
a mouse. The commodities selected
for consideration were not such’ as
to arouse any great enthusiasm on the
part of the ultimate consumer. Paint
brush handles got first consideration,
and then came wall pockets. A
manufacturer of the former was
seeking a decrease in duty. He had
established a factory. in Canada for
the manufacture of handles, and he
claimed that the’ duty on ‘his own
product in this case was not a
protection to the American manu-
facturer.
one manufacturer of wall pockets
in this cOuntry, and he sought a
higher duty on his product on the
ground that the existing rate was in-
sufficient to protect his infant industry
from German competition.

While the items considered at
these hearings were relatively insig-
nificant, some important underlying
principles were brought up for the
consideration of the commission.
Domestic manufacturers of paint
brush handles, for instance, took the
position that the commission should
not make a comparison.of costs of
production of these articles merely
in Canada and the United States be-
fore reaching its conclusions, but that
it must look into production costs in
all important industrial countries from
Czechoslovakia to Japan. At the
hearing on the duty on wall pockets
the question whether invoices might
not be accepted as evidence of pro-
duction costs was brought up, and
a decision. on this point may have
far-reaching consequences. It may
‘be that trivial items were selected for
the first hearings to enable the com-
mission to feel its way. But noth-
ing important need be expected from
flexible duties at any near date.

ee

Inequalities in Living Costs in
Different Cities.

The latest data on the cost of liv-

ing in the United States, compiled by

There appears to be only’

the Bureau of Labor Statistics, show

‘the usual variation in the changes in

a given period in different American
cities. For the four months from
March to June, 1923, the changes for
thirty-two principal cities was an ad-
vance of 0.5 per cent., but as between
different cities the changes ranged
from a decline of 0.9 per cent. in
Savannah to an increase of 2.8 per
cent. for Seattle. When a _ years’
changes are taken into consideration

the variations between cities become °

still more pronounced. Thus, during
the twelve months ending with last
June, the variation ranged from a de-
cline of 1 per cent. in New Orleans
to an advance of 4.6 per cent. in
Cleveland. Sometimes there was a

q Wide difference between neibhgoring

‘cities, as is attested by a decline of
1 per cent. in New Orleans and a
rise of 2.1 per cent. in Mobile. At
the same time the increase in Phila-
delphia and Boston was more than
double that in New York. Since June
1920, the decline in living costs has
ranged from 13.2 per ceft. in Los
Angeles to 25.7 per cent. in Savan-
nah. These variations show the ine-
qualities that may result when wage-
scales for a given group of workers
are fixed on a nation-wide bas’s.

The expected decline in Western
buying as a result of the low price
of wheat is not yet in evidence, ac-
cording to a number of jobbers in
Eastern cities who have extensive
business connections in the West.
Business in that section apparently is
holding up as well as elsewhere. It
is too early as yet for 80-cent wheat
on the farms to show its full effect.
Trade is dull at this season of the
year, ary way, and the spring wheat
crop is not yet ready for harvest.
Whatever results there may be will
become evident in the trade next
fall. Meanwhile it is to be remem-
bered that, while the wheat belt is
being hard hit at present, the corn
belt is prosperous, and that the loss
of buying power in one section may
be offset by- gains in the other.

—_+---—__
Don’t worry over being short of

genius. Hard work and persistence
will take a man farther than genius.

 

 

 

 

 

 

TAX EXEMPTION

An important item to consider
for the man of fair income

We have a list of tax exempt securities which we

Conservative | shall be pleased to send you upon request.
Investments ‘
CORRIGAN, HILLIKER & CORRIGAN
Investment Bankers and Brokers
Citizens GROUND FLOOR MICHIGAN TRUST BLDG Bell Main
: 4480 GRAND RAPIDS, MICHIGAN 4900

 

 

 

Merchants Life Insurance Company

RANSOM E. OLDS

WILLIAM A, WATTS ©
Chairman of Board

President

 

Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Mich.
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.

 

 

 

Conservative Investments
Bonds and
Preferred Stock

 

FISCAL AGENT FOR
GUARANTEE BOND & MORTGAGE CO.

OF GRAND RAPIDS

TITLE BOND & MORTGAGE CO.
OF KALAMAZOO

 

CHAS. E. NORTON

Investment Banker and Broker

210 Kalamazoo Nat’l Bank Bldg.
KALAMAZOO, MICH.

521-2-3 Michigan Trust Bldg.
GRAND RAPIDS, MICH.

 

 

 

Multigraphing, Addressing, Form Letters, Mailing Lists

_ WATKINS LETTER SHOP

Citz. 64989 112 Pearl St, N. W. Bell M. 1433
We say little—Our work and service speak for us.

 

 

 

 

 

 

August 1, 1923

MICHIGAN TRADESMAN ”

 

IN THE REALM OF RASCALITY

 

Cheats and Swindles Which Merchants
Should Avoid.

What are the ear-marks of fake
stocks?

In the first place you can be pretty
sure that if a stock is peddled it is
not worth buying. Fake stock lives
along the borderland of finance. But
the fake stock salesman invariably
“knocks” Wall Street. He invariably
sounds like a socialist. He says that
he is coming to you for your money
instead of going: to the robber bands
in Wall Street who will insist upon
controlling his company.

In most of the fake stock deals the
agent sells what is called a “unit” of
stock. The reader with a little
money who may have become wor-
ried about what he has read regard-
ing the cleverness of latter-day stock
fakers may find in this word “unit”
his salvation, even if he has allowed
himself to be talked to by an agent.
Perhaps not every salesman who
uses the word “unit” is a faker but

the chances are that every faker
uses it. Look out for the agent
who uses the word “unit.” He

won’t use it, of course, during his
“Approach and Qualification,” | be-
cause he isn’t talking about stock at
that time but about yourself. How-
ever, if you'll only interrupt him and
make him break his rules and tell
you whether or not he’s going to use
the word “unit” in his talk, you may
pretty safely cut his visit short right
there, if he answers “Yes.” The
“unit” idea, used by many fakers, is
to sell one share of preferred stock,
on which dividends are really guaran-
teed, and several shares of common
stock on which dividends are only
promised. The common and prefer-
red are put together in a block which
is sold to the victim as a “unit.”
The victim cannot buy the prezerred
alone. Sometimes small dividends
are put on the preferred for a time,
to keep the victim from discovering
that he has been fooled.

Sometimes a stock that is very
cheap is not fake stock. It all de-
pends upon the motives of the men
who create the company. Ford stock
was very cheap at one time. Some of
ford’s former partners paid forit with
lumber or with physical services.
But it wasn’t fake stock, for the
simple reason that ford’s chief pur-
pose and aim in life was not to sell
stock but to make automobiles.

And yet there have been crooked
promoters who have organized an
automobile company, issued stock,
displayed a couple of specially made
automobiles at some motor show,
and then proceeded to sell their stock
without the slightest intention of
making automobiles.

It is the same with crooks who
sell oil stocks or plantation stocks
or stocks in any other alleged ven-
ture. They do not intend to hunt
for oil or to start plantations or to
go into any kind of business, except
the business of selling stock in these
ventures.

“This is a nice clean business,”
said an enthusiastic grafter one day.
“No dirty goods to handle or messy
inventories.” He was dealing in
stock certificates, not stocks of goods.

‘ Some of the crooks I have known
have been such marvelous business
men that I’ve often wondered why
they didn’t go ahead with the busi-
ness they had planned on a sound
honest basis. But they’re all high
livers, and they seem to get more
fun out of spending money they have
cheated people out of than they
could have got through honestly
earned incomes. : :

There are cruel streaks in the fake
stock salesman.

Several alleged automobile com-
panies that I know about showed a
cruelty that is absolutely inhuman.
Their trick was to answer the ad-
vertisements of chauffeurs who want-
ed jobs. Here are extracts from a
letter in which one chauffeur, out
of the hundreds who were fooled
asked for advice of an investment
editor.

These peeple rote to me and ans-
wered my ad and told me they had
a job for me. ‘When I goes to see
them a fine looking man in a fine
office tells me he’s going to start to
build a new auto, and he will need
racing men, etc. He likes my looks.
Well, that gets me. He asks me have

any money in the bank. I tell
him I have $65 saved up to live on
until I can get another job. He
says to me Well youv got the job
right now. I want you to buy $65
worth of our stock and that will
maik you a part owner in our new
company and maik you _ intrested.
Well, I gets him the saved up dol-
lars and he gives me the stock papers
and send me out in the country to
a hole in the ground where a lot of
poor suckers like I am are breaking
Pieces of stone like the penitentiary
and digging the ground, about a
hundred of us. I kicks but they tell
me I get dividend on the stock pretty
soon ond that we have to have a
factory first. We get low wages and
sometimes not paid. Now I found
out about the hole deal. We chauf-
feurs are the little suckers. Every
now and then the fine man I talked
to drives up in a limozeen with a
party of folks and shows them how

   

 
  

LM MMdbdddddddddddddddddnacccAZZE

    

LiL sssesesssseeseeAEEELEEEE,

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iMddMddssseeeeLLELLLLn

   
  

  
  

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

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The Welcome Sign
Is Always Out.

OFFICERS

WILLIAM ALDEN SMITH, President.
GILBERT L. DAANE, Vice-Pres. & Cashier
ARTHUR M. GODWIN, Vice-President
EARL ALBERTSON, Vice-President -
EARL C. JOHNSON, Assistant Cashler
ORRIN B. DAVENPORT, Assistant Cashier
HARRY J. PROCTOR, Assistant Cashier
DANA B, SHEDD, Assistant to President

DIRECTORS

CHARLES W. GARFIELD, Chairman
Noyes L. Avery Heber A. Knott
Joseph H. Brewer Frank E. Leonard
Gilbert L. Daane John B. Martin
William H. .Gilbert Geo. A. Rumsey
Arthur M. Godwin William Alden Smith
Chas. M. Heald Tom Thoits
J. Hamton Hoult A, H. Vandenberg
Chas. J Kindel Geo. G. Withworth

Fred A. Wurzburg

 

54,000 SATISFIED CUSTOMERS

RESOURCES OVER
$18,000,000

D IDS VINGS ANC

THE BANK WHERE YOU FEEL AT HOME

 

See

 

 

LOTT)

 

 

Gan’

 

GRAND RAPIDS
MICHIGAN

Fourth National Ban

United States Depositary

Capital $300,000
Surplus $300,000

3% interest paid on Savings Deposits,
© semi-annually.

34%

   
   

payable

interest paid on Certificates of Deposit
if left one year.

 

OFFICERS

Wm. H. Anderson, President;
Lavant Z. Caukin, Vice-President;
J. Clinton Bishop, Cashier.

Alva T. Edison, Ass’t Cashier;
Harry C. Lundberg, Ass’t Cashier.

DIRECTORS

Lavant Z. Caukin
Sidney F. Stevens
Robert D: Graham
Marshall M. Uhl Samuel G. Braudy
J. Clinton Bishop Samuel D. Young
James L. Hamilton

Wm. H. Anderson
Christian Bertsch
David H. Brown

 

 

 

Citizens 64-101 Bell Main 2101

VanAken-Johnson Company
INVESTMENT BONDS

303-305 Powers Theatre Bldg. Grand Rapids, Mich.

 

Fenton Davis & Boyle

BONDS EXCLUSIVELY
@. R. NAT. BANK BLDG.

Chicago GRAND RAPIDS Detroit.
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the new factory is going along, us
digging holes and breaking pieces of
stone. We got reddy to strike one
time but we would lose our dividends
if we did only we havent any divi-
ens yet. Don’t you think this maybe
is a fake?

~ Many of the hundreds of chauffeurs

in the United States who were fool-
ed by this trick were married men
with families, and were tricked into
taking from the bank the last centt
of the money which they had saved
for a rainy day.

About the saddest letters that in-
vestment editors have to answer are

those of widows who have been
‘cheated out of their insurance money,
or of working girls who have been
pinching out the pennies from their
salaries to make partial payments
on fake stocks.

This brings us to the question of
various sorts of investments. Invest-
ment and speculation are two entirely
different things. Investment is mak-
ing your money. work for you; specu-
lation is sheer gambling. For the
man or woman who has only so
much money at hand and is not likely
to have more, speculation is utter
folly.. Permanent funds ought to be
put into bonds or into the soundest
and best-known stocks. Even then
the investor may be taking some-
thing of a risk owing to fluctuations.
Down in Wall street the experts say,
“No investment’ is ever quite safe.”
It is not jgenerally known, but very
few good newspapers will ever ac-
cept an advertisement for “safe in-
vestments” in stocks; the word “safe”
must always be outlined by the ad-
vertisement writers. By buying only
the soundest securities, however, the
woman who is seeking to have her
money bring her in a steady income
will have little cause for worry. The
interest or dividends may be low, but
they are prety sure; they are bread
and butter for life.

Speculation, however, is quite an-
other thing. For the man _ with
plenty of resources speculation is a
game. With a certain portion of his
money he will take a flyer at any-
thing; he will play the long odds.
Odds of 100 to 1 do not dismay him;

MICHIGAN TRADESMAN

because even if he loses he has other
money to fall back one, and if he
wins he wins well.
all his money into speculation; he
will have much of it tied up in gilt-
edge securities.

None of the men in Wall street
would take the chances which the
tens of thousands of stock salesmen
from the school which I attended, and
other schools, have recently per-
suaded millions of American men and
women to take with their earnings
or their life savings. It is bad
enough for a person with a little
money seeking sound investment, to
get hold of a speculative stock that
is a gamble; but the heighth of mis-
fortune is being-coaxed into buying
a stock that is a dead sure loss and
that will never be more than a piece
of worthless paper.

The chief trick of a fake stock
salesman is never to use the word
“speculation.” That was one rule
that was given to us in our school.
We were told to use the word “in-
vestment.” Though the public rarely
sees the difference between the two
words, the salesman draws the fine
line. One victim wrote recently:

Could you give me the particulars
aipiG ee stock, and
let me know if my _ speculation is
safe? I bought that stock to keep
it a long, long time and not for a
sharp turn. I feel a little worried
at its weakness, and I am afraid there
is something wrong with the com-
pany. I intended to live on the in-
come.

The truthful answer that went back

to the victim was that he had indeed
made a “speculation” and not an
“investment,” and that he had lost.

Wm. G. Shepperd in Success.
——_---2 __

Not So Very Deaf.

Tom—Are you deaf to my plead-
ings?”

Eve—I am.

Tom—But what if I were to offer
you ‘a diamond ring?

Eve—Oh, I’m not stone deaf.

—_++.—___

Is the sign outside your store in-
dicative merely of age and conserva-
tism, or is it indicative of progress
and aggressiveness?

 

A RELIABLE FIRM TO EXECUTE YOUR ORDERS IN
BONDS AND STOCKS

Howe, Snow & Bertles

(incorporated) 4

Fourth Floor Grand Rapids Savings Bldg.
GRAND RAPIDS, MICHIGAN

 

 

CITIZENS 4267

 

A. E. KUSTERER & Co.
"INVESTMENT SECURITIES

GOVERNMENT, MUNICIPAL,
PUBLIC UTILITY, RAILROAD,

817-821 MICHIGAN TRUST BUILDING

BELL, MAIN 2435

CORPORATION BONDS

GRAND RAPIDS

August 1, 1923

 

He never puts ©

Michigan Shoe Dealers
Mutual Fire Insurance Co.
Lansing, Michigan
PAYING 30% DIVIDENDS

Write
L. H. BAKER, Secy-Treas.
P. O. Box 549

LANSING, MICH.

 

 

 

The Michigan Retail Dry Goods
Association

advises its members to place their
fire insurance with the

GRAND RAPIDS MERCHANTS MUTUAL FIRE
INSURANCE COMPANY

and save 30% on their premiums.
Other merchants equally welcome.

319-20 Houseman Bldg. Grand Rapids, Mich.

 

 

 

 

eee eerie eeeeeeneeeee eee

rset ane Se ES eee

 

What is A Living Trust?

IN arrangement by which money dnd property may be
placed in trust with this Company, at any time, for
the benefit of yourself or others, is known as a living
trust.

Thts form of trust has many advantages. When made for
your own benefit, it enables you to free yourself of investment
cares.

When made for the benefit of your wife, your children, or
others, it enables you to set funds aside in their name. They re-
ceive the income, and you are relieved of personal attention to the
financial details involved.

If the trust for the benefit of another is made irrevocable, it
cannot ordinarily be affected by anything that may happen to your
personal fortune. Thus you are enabled to set up an entirely in-
dependent fund for the financial protection of your wife or other
beneficiaries.

Our trust officers will be glad to discuss a living
trust with you, as it may meet your special needs.
Our booklet, ‘Safeguarding Your Family’s Future,’’
will give you some interesting information on the
subject.

FFRAND RAPIDS [RUST [OMPANY

GRAND RAPIDS, MICH.
Both Phones 4391

Ottawa at Fountain

 

yn a ann es te

 

Sony pation Spinner patemtmet ts

 

 

same AO SO TERT

 

August 1, 1923

Despite the Rural Exodus, Foodstuffs
Are Ample.
Notwithstanding the fact that. in-
dustrial districts have beeh drawing
labor away from the country ever
since the trade revival began a year
and a half ago, there has’ been
enough labor left in the farming dis-
tricts to produce more grain and
meat products than can be disposed
of at profitable prices. Much has
been written about machinery  re-
placing men in the factories, and an
equally interesting story might be
told of the way machinery has re-
placed man-power on the farms. Be-
tween 1910 and 1920 the population
of the United States increased 13,-
700,000. Of this increase 1,600,000
occurred in rural districts and 12,100,-
000 in urban centers. Yet notwith-
standing this constant drift to the

cities, the country continues to pro-

duce food in such quantities that the
index numbers of prices for food-
stuffs is much below average of prices
for all groups of commodities. As
labor has left the farm for the city
machinery has taken its place. The
gasolene motor has produced changes
in agriculture that are little short of
a revolution, with the result that food
is relatively cheap despite the rural
exodus.

Economists are of the opinion that
from now on the countries of Europe
will tend to become more self sus-
taining than they have been since the
war. This is essential to their econo-
mic rehabilitation. They are now for
the most part debtor countries and
need to curtail imports and increase

MICHIGAN TRADESMAN

their exports so far as practicable.
France this year will raise about all
the wheat that it needs and the yields
of European crops generally will be
considerably higher than they were
a year ago. Part of this is due to
favorable weather conditions, but at
the same time there has been sub-
stantial progress in bringing cultiva-
tion back to the pre-war normal.

This increase in Europe’s produc-
tion is the source of the American
wheat grower’s troubles to-day. The
countries producing a surplus of food-
stuffs generally enlarged their output
after the outbreak of war to make
good the deficit caused by the inter-.
ruptions to agriculture in the war
zone. Now that the war-ridden areas
are getting back to normal the ob-
vious remedy is for the wheat pro-
ducing countries to resort to a great-
er diversification of crops; that is,
to plant less wheat and more of
something else which can be grown
to advantage in each particular area.
In our own Northwest this move-
ment has already started; a smaller
area was sown to wheat this year
and more flax was planted. Thhis
sort of self help is the only way to
the farmer’s salvation.

—_—_2+>

Thought engenders thought. Place
one idea on paper, another will fol-
low it, and still another until you
have written a page; you cannot
fathom your mind. There is a well
of thought there which has no bot-
tom; the more you draw from it,
the more clear and fruitful it will

be.

 

foe erage eanreaeete Te Ree TOTO
: eee

 

FLA. SAWALL

COMPANY

Investment
Securities

5313-14-15 Murray Bldg.
Grand Rapids, Mich.

Citz. 62209 Bell M. 3596

 

pater tee

 

HICAGO
$3.95
Graham & Morton

Freight and Passenger Line
MICHIGAN RAILROAD

BOAT ‘TRAIN—Daily except Saturday
and Sunday 9:00 p. -m.; Saturday
1:00 p. m. and 10:00 p. m.; Sun-
day 10:00 p. m. Grand Rapids
Time.

 

Freight Station Front and Fulton
Telephones—Citz. 64241 Bell M 3116

 

For Information
Tel. Citz. 4322 ‘Bell M 4470

 

 

 

 

 

 

CHANDLER & VANDER MEY

 

LOCAL INVESTMENT SECURITIES

707 Commercial Bank Bldg.

Citizens Phone 62425

Grand Rapids, Mich.

 

 

 

Build Better Buildings

By Using NEWAYGO PORTLAND CEMENT

 

 

MILLIONS UPON MILLIONS OF BARRELS have been used

throughout Michigan in every conceivable kind of concrete con-
struction where it is bound to render life-time service.

NEWAGO QUALITY AND NEWAGO SERVICE. have been
firmly established and uniformly maintained through a quarter
century of cement making.

NEWAGO PORTLAND CEMENT is distributed for your conven-

5 ience through reliable building material supply dealers everywhere.
: Our plant is now in active operation producing 12,000 sacks daily.

 

 

 

 

NEWAYGO PORTLAND CEMENT COMPANY

General Office and Plant: NEWAYGO, MICHIGAN
Sales Office:: Commercial Savings Bank Building, GRAND RAPIDS, MICHIGAN.

 

 

 

 

 

 

 

 

 

—
A DREAM CAME TRUE.

 

Evolution of the Tradesman From
Small Beginnings.

Forty years) in the journalistic

field!
_ A whole generation in which to
advocate and uphold the best busi-
ness methods for a large clientele of
busy workers who cater to the neces-
sities of the public.

The Michigan Tradesman, founded
forty years ago, is now the sole suc-
cessor of more than a dozen trade
joutnals launched in the State: and
few, if any,.in the Nation can com-
pare with it in point of excellence.

In its line the Tradesman is in a
class with the Century and Scribners
among the magazines of general mis-
cellany in the Nation.

Fifty years ago E. A. Stowe was
a Northern Michigan boy, working
16 hours every day in a large general
store at Reed City.

At the same time, at Evart, fourteen
miles East, labored the scribe who is
now writing these lines. Neither
was aware of the existence of the
other, nor did- they come in contact
until many years later, after the
Reed ‘City boy’s“ dream had come
to: pass in the launching of the Michi-
gan Tradesman at Grand Rapids.

Thirty years ago a man and wife
called at he Tradesman office, seek-
ing for their young son a place to
learn the printer’s trade.

The advice kindly given then has
never been forgoten. Mr. Stowe
could give the boy a place where he
might learn a certain branch of the
trade, but in a country office there
was opportunity to learn all parts
of the work, which would offer bet-
er facilities for getting ahead. The
advice was received in good part and
acted upon.

That boy entered a country office
learned the trade, went North to
become conected with a city journal
as reporter, concluding his services
there as city editor of a thriving
Michigan daily.

It is workers we want in this
world, not dreamers.

True enough, perhaps, if those who
inludge in dreams go no further. It
is my firm conviction, however, that
the boy who never dreams of business
conquest will never accomplish very
much. Edison as a railway butcher
indulged in dreams. The humble
news vender has become the greatest
inventor the world thas ever seen
and, as such, has benefitted man-
kind more than some of those who
work and never dream. The dream
comes first, followed by the realiza-
tion of that vision which has so
long entangled the brain.

It is said that some of the greatest
works in literature came from the
figments of a dream. The greatest
works of art in our world are but
the product of the artist’s dream.

Then let us not despise the dreamer.

Mr. Stowe is really the founder
of trade journalism in Michigan. He
has won out magnificently and we
venture to assert that there is not
another publication which comes to
the desk of our merchants which is
so eagerly scanned as Stowe’s
Tradesman,

MICHIGAN TRADESMAN

The housewife as well as the store-
keeper has an interest in the journal
which stands for the betterment of
the home and its surroundings, as
well as the store and its mission to
serve the public in an _ acceptable
manner.

Sixty years ago, when the name
Tribune was mentioned, one thought
of iHorace Greeley, its founder, and
the best political editor of his time.
Like the first Napoleon, the greatest
soldier, Greeley bore the palm as
the first political editor of the Na-
tion.

In like manner we view the Michi-
gan Tradesman and E. A. Stowe.
The one is the complement of the
other. A continuous service of forty
years in one editorial chair is some-
thing unusual. It is a mark of
business capacity such as few men
possess and warrants our thoughtful
admiration and our profound grati-
tude.

The Tradesman has been  thor-
oughly loyal to its patrons from the
start. Its masterful exposure of ras-
cality in every form has saved many
dollars to the honest dealer. It is
a publication no man in business can
afford to be without, and even people
who are not merchants will find
much in the pages of the magazine
worthy of their perusal.

Many who have retired from busi-
ness still cling to the good old
Michigan Tradesman, regarding it as
a part of their necessities in life.

The housewife of sixty years ago
could not do without Godey’s Lady’s
Book, the politician without his
Tribune, even the Democrats taking
the latter in order to “see what old
Greeley had to say.”

Those who in nowise subscribe to
everything Stowe has to say cannot
but admire the sturdy honesty of the
man, giving him credit for fearless-
ness in his expression of honest opin-
ions uttered without regard to whom
they hit or how severely they may
castigate.

Being honest is a gift from on
high. It is the noblest gift of an
All Wise Creator to those who do
the most good in this old world
of ours. The publisher of the Trades-
man has that gift to its fullest, for
which we all respect him.

That the dream boy of Northern
Michigan half century ago shad an
honest, earnest purpose when he
thought out the journal he would

one day print is beyond doubt. Few
there are who make good in the
carrying out of their dreams, but
Mr. Stowe is one of the few, and
as such, merits our profound ad-
miration.

To-day the Tradesman rests on a
foundation’ of solid rock. No more
need the editor lose sleep thinking
out the numerous problems which
came to his planning brain in the
youth time of his undertaking.

“T call that a splendid magazine.”

The speaker, a young workman
—not a merchant—referred to the
Michigan Tradesman which lay near
at hand, and in this manner the
publication for the merchants of
Michigan is often referred to. It is
not a magazine of froth and filth,
such as are far too many of the

‘present day publications we see on

our news stands.

The follies and the foibles of pres-
ent day existence have in no way
marred the pages of Stowe’s_ thor-
oughly reliable publication. It stands
on an eminence far above the frivol-
ities of the time.

There is much in the life of the
founder of the Tradesman
thought to young men seeking a
career, and I believe the example
set by such a man is of more prac-
tical value than tons of silver and
gold.

The heart of the founder of the
Tradesman must swell with pride on
this fortieth anniversary when he
contemplates the monument builded
to his character by indefatigable in-

dustry and strict accountability to
the best interests of his many pa-
trons.

It is the wish of the writer that
E. A. Stowe may live long to enjoy
the fruits of his labors in a chosen
line of work, one of the noblest in
the business world.

James M.

Were I.

Were I a Leaf

I'd like to be
A scarlet one
On any tree,

And always swing,
3ut never fall;
Just cling and cling
And fool-’em all.

Merrill.

Were I a Rose
I'd be so rare
They couldn’t find
Me everywhere,
And from the day
That I was born
I wouldn’t use
A single thorn.

Were I a Star
Up in the sky
I'd wear a twinkle
In my eye,
I’d be so bright
You couldn’t see
Another single star—
But me!
Nan Terrell Reed.

High production is lowering the
price of oil and gasoline.

to give ©

August 1, 1923

Lansing Merchant is Champion
Angler.
Clare, July 31—John Affeldt, Jr.,

and family, of Lansing, are spending
several days’: outing at Eight Point
Lake, one of Clare county’s beautiful
lakes. Remembering he had some
friends in Clare, he took a thirty
minute hike with his family on trunk
line M 20 to visit his friends and see
the beautiful “Gateway City to the
Great Northlands. After visiting our
new bank building, scheol and hotel,
he was very much impressed with
the general appearance of Clare as
a live litle city.

People around Lansing may not
know it, but John is some fisherman.
He tells them all how it is done at
Eight Point. He is a regular Andy
Gump at fishing. He gives every
fish his own choice of bait, so there
is no excuse for not biting. He has
them all coming, even the big dog
fish, and in this variety he carries
the season’s record for catching the
real big fellow; but, listen, John
has a particular friend in| Lansing
that he wants to get even with on an
old score, so he has prepared this
big dog fish for a gift to this friend
to feast on as a Loch Lomond trout.
No doubt, John is having the laugh
of his life. J. F. Tatman.

——_——_» +> _—_

“Fair Trade” Bill Aimed at Retailers.
Chicago, July 30.—A bill has been
presented to the Illinois Legislature
authorizing the Illinois Commerce
Commission to investigate the cost
and selling price of every article car-
ried by a retail merchant. The pur-
pose of the bill is. to prevent price
fixing and other trade abuses and to

encourage and maintain fair com-
petition. :
Local business men are incensed

at the proposed measure and _ the
chairman of the Chicago Association
of Commerce’s Legislative Commit-
tee characterizes the bill as “of a
vicious regulatory character, tending
to keep capital out of the State, and
to drive out capital already here.”

The association takes the stand
that present State and Federal laws
are sufficiently effective to correct
the evils which the bill proposes to
regulate, and that any further inter-
ference on the part of the State will
only tend to confuse and embarrass
business.

 

Safety

do business.

solicited.

 

Unquestioned |

Is the most important consideration
when selecting a bank with which to

The Peoples Savings Bank

Offers unquestioned security, having
served the people of Western Michi-
gan for more than three decades.

Accounts of city and country merch-

ants, manufacturers, and bankers are

The Peoples Savings Bank
Grand Rapids, Michigan

 

 

Seay saeeaner-Seranaorae serene meme atone ee ee, —

“

August 1, 1923 “MICHIGAN TRADESMAN 1

SON

4

INVESTMENT

RECOMMENDATIONS

G. A. HENDRICKS EXHIBITION BUILDING—First Mortgage
Serial 6% Gold Bonds
Dated August |, 1923. Due 1925 to 1939.
Price 100 to yield 6%

 

 

 

WORDEN REALTY COMPANY—First Mortgage
Serial 6% Gold Bonds
Dated June 15, 1923. Due 1924 to 1933.
Price 100 to yield 6%

NEWAGO PORTLAND CEMENT COMPANY—First Mortgage
and Collateral Sinking Fund 64% Gold Bonds
Dated June |, 1923. Due June I, 1938.
Price 964 to yield 63%

MORTON BUILDING COMPAN Y—First Mortgage (Leasehold)
Serial 6% Gold Bonds
Dated August |, 1922 Due 1927 to 1942
Price to yield 52%

PANTLIND BUILDING COMPANY—First Mortgage
Serial 6% Gold Bonds
Dated July 1, 1922 Due July 1, 1933
Price to yield 53%

 

 

All of these bonds are free from Michigan Tax. G. A. HENDRICKS
and WORDEN REALTY COMPANY Bonds are legal investments for

banks to secure Savings Deposits. AJ securities are offered subject to prior sale.

 

 

GRAND RAPIDS TRUST COMPANY

BOND DEPARTMENT
Ottawa Ave and Fountain St. Phone 4391 GRAND RAPIDS, MICH.

 

 

 

 

SUUIUUANUOUAQUOUGU00G4000GUTOEHUOOGGUEEUHOUOGEOOOGGEOEGGEOOGGUOOGOUEOGSOEOGOEOOOGUEGOOOERAGOOOOGOOOGOOOOOOOEUOSORUOSOAOOOUEOOSAOOOERUGEOOOOEGOUEOOOOEOOOEUOOAEOOOOUOOLEU AT

HNVAVOUUOUUAUOUUGUGUAUOUNGUAUGECUCUUEGECUUOEGEGUOUOGEAOUUOUGRHOAUUOOGEOOGOUUOOOEGEGUOUUUAEOUOUEAUAUUOGOOOUOUGEOUOUUOLOOOOUOUAUOOUOEGEOUUOOGEOUOOOGEGEOUUOUGUGEEEAUUUEGUUUUOEGEUOUUEOEOUUOULUU

SI UUAUAVARUNTTAUAUARAEA TARA

=

 

 

 

 

 

 

 

 

 

 

 

  
 

 

FANCY GOODS» NOTIONS.

a “sv

YY

_
—_

= ~
— eee: Same
= 2

us Be

Ps

DRY GOODS,

—¢ VSS Ss

2,
sy yyy}
aA

Teper tc H(t

=

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AR So
5

  
    

 

 

LA
pee
oR

 

 

Wholesale and Retail Prices.

It is to be noted that wholesale
prices are now receding much more
rapidly than retail prices. This is
a natural economic development, but
when a’similar thing occurred in 1920
the retailers came in for a great deal
of criticism. At that time conditions
were very different in the retail field
from what they are to-day. Retailers
for the most part were carrying heavy
stocks purchased when prices were
at the peak, and deflation then
menat huge losses, which they were
naturally hesitant about taking. There
was evidence, too, that retailers’ mark-
ups were sometimes unusually high in
anticipation of the continued rise in
replacement costs for merchandise.
As a result, retail prices were run-
ning ahead of the consumer’s pur-
chasing power, and a buyers’ strike
was the inevitable outcome. To-day,
however, purchasing power, in the
industrial regions at least, has tended
to run considerably ahead of the ad-
vance in retail prices. Merchants
meanwhile are cautious about for-
ward buying, and even if there should
be a considerable let-down in busi-
ness activity conditions are favor-
able to quick readjustment by dis-
tributors and an avoidance of the
deadlock between buyer and _ seller

that occurred three years ago.
— OO

Coats for Early Fall.

As was indicated earlier, sports
coats are commanding attention from
buyers for early Fall selling. Judg-
ing from the delivery dates requested,
some retailers plan to start off the
Fall season with sales events during
August in which the new coats will
be played up. Special price mer-
chandise is being sought for these,
but there is also a strong trend in
the early buying for the better class
garments, which are, in effect, the
so-called “show places.” Camel’s
hair garments or those of teddy bear
cloth with cut stripes, according to
Karl Light, promise to be in good
demand. /Fur-trimmed effects are
general, with red fox, badger and
vicuna rather prominently used. The
straight-line coat with side-tie effects
in lengths of 50 inches, is the lead-
ing silhouette. In patterns, where
plaids, have been in demand, the larg-
er ones have been chosen, although

stripes are wanted most.
—__-—_ 2.

Buying of Men’s Neckwear.

Up to now there has been light
buying of men’s neckwear for Fall,
with some uncertainty prevailing as
to the goods that will sell best. It
is. thougt, however, that the silk and
wool ties have a good chance of
continuing their run of popularity
during the coming season, although

the type affords both retailer and
manufacturer a narrow. operating
margin. At the moment, stocks in

the hands of both the tie silk mills
and the neckwear manufacturers are
described as low, due to the closed
policy they have followed recently.
Prices are said to be firm, with the
exception of foulards, for which the
season igs now about over. A con-
ference will be held during the week
of August 5 between the representa-
tives of the knited tie group and the
association mainly representative of
the cut silk tie manufacturers with
a view to coming to an agreement
on the former co-operating in Autumn
neckwear week to be held in October.

——_~+ 2.

Store Sells Patches With His
Clothing.

Whatever material there is _ left

over after the alterations on a ready-
made suit of clothes have been com-
pleted (and generally there is always
some when the trousers have to be
shortened), it~ is the practice of
Douglas Berry, of this city to have
it placed in one of the pockets of
the suit.

Its purpose is obvious, and one
can never tell just when the piece
of material may come in handy for
mending. This is a small service
that every customer appreciates, and
even though the “left-over” may
never be needed for patching, it is
always a mute evidence of a good
intention on the part of Mr. Berry.
As a builder of good-will it is hard

to beat.
————»-» 2.

Expect Gain in Volume.

Despite the reluctance of buyers to
place large-quantity orders for dry
goods, the small but frequent orders
being. booked are understood to be
making up rather satisfactory totals.
The piece-goods departments of the
stores, taken generally during the
Spring, from all accounts, did better
than was expected. As a result, the
current stocks are light and what-
ever is held of seasonable merchan-
dise is being moved satisfactorily at
close prices. With new stocks billed
for delivery about the middle of
August and the early part of Sep-
tember, a clean start will be had on
the Fall season. With close buying
and a policy of rapid turnover, this
promises to be a season in which the
orders placed with wholesalers will
show an increasing volume.

—_+2~———
Panel Collars for Fall.

Panel collars promise to be a big
feature in women’s Fall neckwear, in
both Venise laces and combined with
“vals.” Jenny neck and epaulet ef-
fects are also talked of favorably,
while it is believed there will be some

TRADESMAN

interest shown in berthas and made-
up circular sets. A leading whole-
saler thinks well of circular tab yard

goods in white, colored effects on
linen and metal novelties. Valen-
ciennes yard goods in cream have

been in strong demand from retailers,
and this is thought likely to continue
during the coming season. Cutters-
up are moving past the sampling
stage, and prospects are considered
good for an extended neckwear vogue
during the Fall.
—~>--—___
Chinese Colors to Dominate.

The Chinese note recently struck at
the Bal de V’Opera in Paris is ex-
pected to revolutionize millinery
colors here for Fall, although, ‘so
far, the only shade that has made
any kind of headway is a deep bottle
in the Chinese

green. The colors
scheme are turquoise blue, lacquer
red, the green mentioned (which is

somewhat darker than emerald) and
the mimosa yellow that has already
been seen. Each of these colors will
find an active response in this coun-
try, it is said, combined with black
or one of the brown shades ranging
from sand to seal. New embroideries
and embossed brocades will tend fur-
ther to carry out the Chinese idea
this Fall.

Ask about our way
BARLOW BROS. Grand Rapids, Mioh.

 

 

 

ron |

co

aN a

ne
To Chicago

Daily 8:05 P.M. Grand Rapids Time
From Chicago

Daily 7:45 P. M. ' Chicago Time

FARE $3.95

Train Leaves Grand WHaven
Electric Station 8:05 P. M.

1 Block East of Hotel Pantlind
Route Your Freight Shipments

THE GOODRICH way

“Operating Steamships Every Day in
the Year,’’ and

Grand Haven, Muskegon
Electric Ry.

OVER NIGHT SERVICE

City Ticket Office
corner Pearl and Ottawa
With Consolidated Railroad Ticket
Offices
Citz. Phone 64509, Bell Phone M. 554

W. S. NIXON,

General Agent Freight and Passenger
Department

Electric Railway Station —
One Block East of Hotel Pantlind

L. A. GOODRICH,

 

Boat

 

August 1, 1923

 

What Are Your
Hair Net Profits?

This is one of our
handsome counter
display cabinets.

Beautifully
lithographed
in many
colors.

 
 
 
 
  
   

Get at the facts. If you are not
handiing DURO BELLE you are
actually losing 20% on your hair
net profits.

Even more than the
is the superiority of
nets over all others.

It’s all in the famous DURO KNOTS
—tied to give greater strength and
longer wear—guaranteed to make
every user satisfied. That’s the big
idea behind the success of the
DURO BELLE.

We want to tell you about that 20%
greater profit, and about the most
elaborate and complete sales helps and
displays that were ever conceived to
promote hair net sales.

WRITE TO-DAY.

extra profit,
Duro Belle

National Trading Co.
630 S. Wabash Ave. | CHICAGO, ILL.

 

 

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.

 

 

Investigating &
Adjustment Co

We Successfully Locate Debtors
and Collect Past Due Accounts.

Special Reports Obtained.

Collections and Adjustments
Made Everywhere

532! and 33 Michigan Trust Bldg.
Citizens 64647; Bell M. 111

 

 

Traffic Mgr.

 

 

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, factorles
and business houses.
Headquarters

333-4-5 Houseman Bldg.

Phones
Day, Citz. 68224 or Bell M. 800
Nights, Citz. 32225 or 63081
ALEXANDER MacDONALD
STEPHEN G. EARDLEY

 

 

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August 1, 1923 MICHIGAN TRADESMAN

 

SRSA TRAST ASAT TRYST ee TTA SAT ee SAT Tee Sa LESSORS

STATEMENT of PRINCIPLES

By which both you and ourselves can mutually profit
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costs are increased by:

Refusal to look at new lines.
Taking discount not earned.
Unreasonable demand for concessions.

As a WHOLESALER, our

The unjust return of merchandise. 5.
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3. Retail trade not anticipating far enough 7.
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Unreasonable cancellations.
in advance.

Unnecessary deferring of seeing our sales-
men.

Unnecessary price cutting.

    
 
 

REMEDIES.

1. A high code of ethics and a better under- 3.
standing of the problems of both buyer
and seller. 4.
2. Have a personal acquaintance with us.

As OUR CUSTOMERS, we ate trying to uphold your interests by:

  

Have more knowledge of conditions and
give more time to buying. _

Secure better prices and discounts by buy-
ing early.

ped SAT

 

SAT

      
    

   
         
   
  

1. Not selling your competitor when line is 7. Deliver orders quickly when due.
I exclusive. : 8. Following your shipping instructions.
s 2. Not allowing ees salesmen to misrepresent 9. Handling only good merchandise—nothing
= or promising things which we cannot eee
ae, fulfill. 10. N : fi q
= 3. Not accepting orders we cannot fill on time : Se :
DI and as ordered. 11. Minimizing mistakes in billing and filling
pe 4. Having salesmen who have. complete orders.
= knowledge of goods and conditions. 12. Helping you merchandise to the _ best
= 5. Not selling direct to consumer. advantage.
= 6. Trying to sell merchandise at such prices 13. Helping put on sales if you desire.
Ty as will bring them in right price range 14. Helping to solve your problems.

|

with good profit to you.
We make this statement that you may know just what we are doing to merit your business.

GRAND RAPIDS DRY GOODS CoO.

Your Merchandise Bank.

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MICHIGAN

‘

TRADESMAN August 1, 1923

 

 

 

 

_—
a —_
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= ~

 

 

 

 

Relative Advantage of Heavy and
Light Weight Fowls.

The best trade in the New York
market gives very strong preference
to heavy fowls. The chief reasons
for this are: 1. The heavy fowls give
the largest percentage of edible parts.
2. The heavy fowls are the fattest and
‘the fat is commonly used, especially
by the Jewish trade, but to an in-
creasing extent also by others as a
delicacy in other cooking. 3. The
larger breeds of fowls, when dressed,
are usually softer meated and of
brighter, more attractive appearance.

The demand for fowls in the New
York trade extends to all classes of
consumers—family: trade, hotels, res-
taurants, steamship supplies, etc. Be-
cause of their greater economy and
better average quality the heaviest
weights are generally preferred by
the larger users—hotels, restaurants,
etc. For family trade fowls weighing
around 5 lbs. and not less than 4
Ibs. are generally preferred.

In the Jewish trade the preference
for heavy fowls is lessened during a
couple months following the spring
holidays when there is less cookery
in which the fat is used, and when
less meat is eaten. As to dressed
poultry, which, by restaurants, hotels,
etc., is used exclusively, there is no
seasonal difference in the strength
of the preference for heavy fowls.

There is no preference for light
weight fowls alive or dressed, in any
class of trade in New York except
at relatively low prices and that only
from what is known as “cheap
trade” who use them because of
their lower cost only. And there is
no tendency toward such preference
among people demanding first class
food. Any idea that the preference
for heavy fowls is diminishing be-
cause families are averaging smaller
in numbers is entirely imaginary to
our best knowledge and belief.

Leghorn poultry is very much in
disfavor in the New York market.
This especial dislike extends to other
undersized breeds, but of the small
breeds coming here the great major-
ity are Leghorns because they are
preferred by specialized poultry pro-
ducers on account of their generally
admitted superiority as egg producers.

The dislike of the Leghorn as
market poultry is not only because
of the less desirable size. Dealers
declare that he meat is harder and
that the birds when dressed usually
lack bright color and are unattrac-
tive.

Permit us to add that the prestige
of white eggs in this market which
_has given great impetus to the use

of Leghorn poultry by specialized
poultry farmers, in addition to
the impetus given by the high

egg productiveness of the breed,
arises chiefly from the fact that
eggs from such producers, com-
ing more directly to market,

average of higher quality, for that
reason, than eggs derived from gen-
eral farm collection. It is our be-
lief that if specialized poultry far-
mers adopted the larger breeds of
poultry, laying brown eggs, and if
such eggs of the same ‘hennery fresh-
ness’ and quality could be sent to
New York in quantity to afford a
constant and adequate supply, they
would soon command as high prices
as are now obtained for the finest
white eggs. In that case the pro-
ducers would get the benefit of more
desirable and higher valued market
poultry except as the yield of eggs
per hen and per pound of feed con-
sumed, might be decreased.

It is a fact that during the season
of flush egg production white eggs
contained in the general farm col-
lections which form the major part
of New York’s egg supply, are ob-
jected to by many dealers and tend
to lessen rather than enhance the
value of the whole in all but excep-
tionally high grades.

In our opinion the general farmer
should avoid the small poultry breeds
because the value of his poultry for
marketing is of relatively greater
moment to him in relation to the
total value of his product in eggs
and poultry together. The specialized
poultry farmer, ‘however, shipping
eggs to the New York market directly
at frequent intervals and under
proper grading methods, so as to se-
cure the highest prices prevailing for
‘hennery’ eggs, may, under present
conditions get enough more for the
white eggs of that character to com-
pensate for a lower value of his
poultry.

The question of poultry breeds ap-
pears to us to be analagous to the
old controversy as to special purpose
and dual purpose cattle. It has finally
been pretty well established that the
dairy farmer, making his specialty
in milk production, does best with
the highly bred dairy cattle regard-
less of their lower value as market
meat animals; and that meat cattle
producers do best with cattle bred
for size, weight and meat qualities.
For the same reasons poultry special-
ists in egg production will naturally
choose the breeds that produce eggs
for the least feed cost, making the
marketing of the poultry incidental.
But making eggs the chief product
with this impediment of poorer mar-
ket poultry, requires large flocks to
permit direct marketing and especial
facilities for, and attention to, the
care of the eggs. General farmers,
making poultry culture incidental,

 

We are making 2 special offer on
Agricultural Hydrated Lime M oseley Br off h ers
in fees than car lots. ; :

Jobbers of Farm Produce.

A. B. KNOWLSON CoO.
Repide

 

 

Have you tried

Lipton’s Coffee?

Once used, always used

 

Distributed by

LEWELLYN & CO.

WHOLESALE GROCERS

GRAND RAPIDS DETROIT

 

 

    
  

  

Specialize
on

MOZART

and Build

a Canned
Foods
Volume

Rezart.-

i
u

Full
Line
Canned
Vegetables

    

 

 

a LITTLE GEM PEAS

KENTSTORAGE ComMPANY
GRAND RAPIDS ~ BATTLE CREEK
“Wholesale Distributors

 

 

MILLER MICHIGAN POTATO CoO.
Wholesale Potatoes, Onions
Correspondence Solicited
Frank T. Miller, Sec’y and Treas.

Wm. Alden Smith Building
Grand Rapids, Michigan

 

 

M. J. DARK & SONS

GRAND RAPIDS, MICH.

 

Receivers and Shippers of All

-Seasonable
Fruits and Vegetables

 

 

 

 

 

ee

August 1, 1923

MICHIGAN TRADESMAN

 

21

 

will doubtless do best with heavy
poultry breeds, making the produc-
tion of high grade market poultry the
chief objective, since it requires less
care and labor to produce big, meaty
fowls of such breeds than it does
to specialize in egg production and
care for and market the eggs in such
manner as to realize the highest pos-
sible value, which alone could com-
pensate for the lower value of in-
ferior market poultry.

It has never been accomplished to
produce a breed of cattle equal to the
best in both milk production and
meat production. It may never be
possible to produce a breed poultry
equal to both the best in egg
production and the best in market
poultry. In the meantime poultry
raisers had best specialize in one or
the other but in either case real
success depends upon discrimination
in quality on the part of those dis-
tributing agencies who buy the pro-
duct so that those who produce the
finest market poultry shall not suffer
by having their value averaged with
poorer light weight birds, and so
that those who specialize in high grade
egg production and give the neces-

sary care and labor and intelligence
requisite to produce the _ highest
quality, shall not -suffer by having
the value of their product averaged
with the mediocre or inferior—The
New York Prodyce Review. é
>> ——____

Combines Youth and Vigor

Dignity and Serenity.

New York, July 28.—I_ hope this
may reach you in time to be in-
cluded in the congratulatory mes-
sages you will probably receive from
your friends on August 1

I heartily congratulate the Trades-
man on its capacity to combine youth
and vigor _ with the _dignity and
serenity which come with age.

I have enjoyed an intimate ac-
quaintance with the Tradesman for
thirty-six years and have always
been impressed by its devotion to
right ideas and by its intelligent and
courageous leadership.

I have been glad to witness its
loyalty to its traditions and to its
fine standards. Its course furnishes
additional warrant for optimism as
to the future of our institutions.

James Langworthy.
———__2>2>_____

Remember when you are right you
can afford to keep your temper, and
when you are wrong you can’t af-
ford to lose’ it.

with

 

22-24-26 Ottawa Ave.

Order a bunch of GOLDEN KING BANANAS of

. ABE SCHEFMAN & CO.
Wholesale Fruits and Vegetables

Grand Rapids, Mich.

WHEN YOU THINK OF FRUIT—THINK OF ABE.

WATERMELONS ano
-CANTALOUPES

When you order from us, you

are

assured of the prompt shipment of

the best melons obtainable.

VINKEMULDER COMPANY >

 

 

 

GRAND RAPIDS, — - - MICHIGAN
Watson-Higgins Milling Co. You Make
a : Satisfied Customers

GRAND RAPIDS, MICH.

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. PLAINWELL,

 

 

when you sell

‘‘SUNSHINE?’’
FLOUR

Bienced For Family Use
The Gueity is Standard and the
Price

Reasonable

 

Genuine Buckwheat Flour
Graham and Corn Meal

J. F. Eesley Milling Co.

The Sunshine Mills

MICHIGAN

 

 

 

We are both to be Gongratulated---

The MICHIGAN TRADESMAN for its Forty years of service and help to the retail merchants.
The VOIGT MILLING CO. for the Forty years of unsurpassed quality of their flours.

 

 
  

ey

   

 

A
Vrs

TRESCENT

FLOUR

   

eh
fis

‘Mothers Delight”

It’s the Finest—milled sO evenly
that every particle of rich nutri-
ment is easily digestible.

It’s the Lightest—makes the flufhest
bread and the dairitiest pastry
equally well. Easily handled.

It’s the Whitest—only the best parts
of the choicest wheat are used—
the cream of the golden grain.

 

 

“Royal Patent” Cake Flour—For years has been recognized as the
standard cake flour by discriminating cooks.

Our “American Family”—is a superior Bread Flour made from Hard
Turkey Kansas wheat and is rich in Gluten.

Our “Columbia Spring Wheat Patent’’—is a superb bread flour.

Our Self Rising Pancake and Buckwheat Flour—cannot be excelled for
quality and flavor.

All our flours are milled in Michigan and are fully guaranteed to give
entire satisfaction or money refunded. i

VOIGT MILLING CO.

 

 

GRAND RAPIDS
MICHIGAN

 

 

 

 

 

 

 

* 22

MICHIGAN TRADESMAN

August i, 1923

 

 

 

 

1.35

 
 

 

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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.

Things That Count in the Paint

Department.
Written for the Tradesman.
The most important factors in

making a success of the paint de-
partment are fundamental, and very
simple. A hardware dealer who had
made a pronounced success of this
department in a small town dis-
cussed with me the other day what
he considered important factors in
the handling of this department.

“In a fairly small community,” he
said, “people know what their neigh-
bors are doing, and for that reason
it is absolutely necessary to see that
everything which has any bearing
upon your business is done right.
We have born this in mind when-
ever we made a paint sale.

“A paint sale here is not only so
much business secured; it is also
something done to secure more busi-
ness. Deals do not stand out dis-
tinct and separate. Each one does
something to draw future sales—
either to draw or to repel them.

“People in town, for instance, are
‘interested in any new work under-

taken by a neighbor. The enquire
“taken by a neighbor. They enquire
of it in the local paper. The final
result is awaited with some interest.

“Tt is the same in the country. The
farmers know the other inhabitants
of the district. If Bill Smith is
painting his house, that fact is re-
lated at many a dinner table. It is
made the text for an argument—
usually started by the wife—as to
whether the house which is_ her
home should be. painted or not.

“Where people take this interest
in the operations of their neighbors,
it is very easily seen that the re-
sults achieved by these neighbors
are of great inyportance. If Bill
Smith’s house does not look well
after his painting is completed, there
is very little chance that his neigh-
bor’s wife will be able to convince
her husband that their house should
be painted too.. On the other hand,
if Bill Smith’s house has* been
greatly improved by the paint, there
is an exceedingly good chance that
his neighbor’s wife’ will win her
argument.

“Thus, not only will the general
cause of paint be forwarded, but
the particular paint used cn B'll
Smith’s house will be given added
prestige. The neighbors will know

exactly what paint William is using.

They will know where he got it;

eee tie bah in el i nn

how much has been required for
the work; what it cost. They will
make it their business to find out ail
these details before making any paint
purchases for themselves. I have
found this to be -the case.

“And all this being so it is very
evident that great importance at-
aches to the kind of a job which
Bill makes of his house. It is,
therefore, to the dealer’s great ad-
vahtage to do all possible to see
that the work is good. We have cer-
tainly found this to be so, and we
try to see that each job for which
we supply the paint is as well done
as possible.

“To make certain that the paint
will be correctly applied is the great
thing. We feel sure that we have
the right kind of paint to sell. We
therefore have no hesitation in recom-
mending its use. But right paint
or not, it is possible for people to
get the impression that our line is
poor. No paint made is good enough
to maintain its reputation in the
face of some circumstanecs.

“Suppose, for instance, that a paint,
after being applied, begins to petl.
What is the natural result? Why,
the man who bought it will come
to the conclusion that the paint is
no good. And he will be very much
annoyed at the dealer who sold it.
Perhaps the dealer may be able to
tell him that the fault is not in the
paint, but in the way it was ap-
plied. Even so the purchaser will
only have believed what is said.
He will still feel that the paint was
inferior; and he certainly will feel
that you, the dealer, did not do the
right thing. ‘Why,’ the will ask, either
aloud or ti himself, ‘did you not
tell me how to apply the paint when
I made the purchase?’ And_ will
there not be some reason for the
question?

“The natural time for all explana-
tions, it seems to me, is when the
article is bought. We have tried to
give what advice is necessary then,
and on the whole ‘this has proved
very helpful in increasing our busi-
ness.

 

 

SIDNEY ELEVATORS

Will reduce handling expense and speed
up work— will make money for you. Easily
. Plans and instructions sent with

giving kind of machine and size platform
wanted, as well as height. We will quote
a money saving ig

Sidney Elevator Mnfg. Co.. Sidney. Ohie

 

 

   
 

“Wags” No. 2
Sample 25c 4% In
A Fine Item 8 * Wooden
for : “ <=" Toy Dog
Dealers, Jobbers, Premium Users
Wahoo Novelty Works, Wahoo, Nebraska

A ‘
" Jointed

    
   

Michigan Hardware Company

100-108 Ellsworth Ave., Corner Oakes
GRAND RAPIDS, MICH.

 

Exclusive Jobbers of Shelf Hardware,
Sporting Goods and

FISHING TACKLE

 

Foster, Stevens & Co.
Wholesale Hardware
wt

. 157-159 Monroe Ave. :: 151 to 161 Louis N. W.

Grand Rapids, Mich.

 

 

 

Sherwood Hall
Co., Limited

GRAND RAPIDS, MICH.

—S 2S)

Wholesale

Automobile

Accessories
SS SSS)

Sixty Years Service and
Satisfaction in
Western Michigan

 

 

Ca I a aces eee gerne

 

rar en ee One ae

 

 

Sia

August 1, 1923

MICHIGAN TRADESMAN Ze:

 

“When a man comes after paint,
the chances are we wiil know tor
what he wants it. Perhaps we have
been working on that sale fer some
little time. If we do know the ob-
ject, then we explain very carefully
what should be done to make the
best possible job. There are places
in the country, I know, and in the
city, too, for that matter, where
paint shows badly because it was
applied over old paint which had
commenced to peel. If the painting
is to be done by a professional, no
instructions are needed. But 3
great amount of mixed paint is
applied by purchasers, who are ama-
teurs. Amateurs can make a good
job with good mixed paint, but they
need a little advice and I believe it
is to the dealer’s advantage to give
that advice. He needn’t fear that the
purchaser will take offence.

“Suppose we know a man _ wants
paint for his house. Perhaps we
know the house. If so we can give
very accurate advice. In any case
we know that the house has _ not
been painted for some time, and we
are aware that the old paint will
likely be peeling. We warn the pur-
chaser to scrape off all the old loose
paint before a new coat is applied.

“Often we go out to Icok at the
work to be done and make sugges-
tions on the spot. It akes a liltic
time, of céurse, but it pays. That is
one of the best methods I know of
working up other sales. It makes the
customer using your paint a booster
for it, and for you.

“Tf we do not know the work upon
which the paint is to be used, we
ask a few questions. We let the
buyer know that we want to find out
exactly how he is going to use the
paint, so that we can give suggestions.
He will recognize that we know,
or should know, more about it than
he does, and he is only too pleased
to secure our hints.

“I know. there are a great many
ways of booming paint sales. We
are ready to try them all, and anx-
ious to get a new idea now and then;
but when all is said and done, I be-
lieve there is no way to build up
a paint business like taking interest
in each individual work which is
done with your paint. Seeing that
the work is done well establishes a
reputation for the line you carry. It
also establishes the right kind of
a reputation for you.

“I think there is a great future in
paint yet. The country is only com-
mencing to be properly worked.
People are taking a greater pride in
their homes. They want to paint
them and keep them looking their
best.

“There is a big future, too, for
barn paint. Why, in my part of
the country, ten years ago, a painted
barn was a thing almost unheard of.
There has been a difference since
then, ‘however. To-day, most barns
are re-painted regularly. Moreover,
every barn painted induces other
farmers to think of painting their
barns. Each sale of paint for this
purpose has its missionary value; it
sets an example and paves the way
for other sales.

“It pays the hardware dealer in his
paint department to work for these
future sales; and in so doing to
establish a reputation for the paint
he handles and for ‘himself. At
least, I have. found it so; and I
daresay my experience is only typi-
cal” Vistor Lauriston.

—-
May Redeem Stamps for Cash Only.

Madison, 'Wis., July 30—A_ legal
opinion given by the State Attorney
General's Department on the issuance
anid use of trading stamps in Wis-
consin is of interest to retail mer-
chants generally.

Under the Wisconsin trading stamp
law all trading stamps must be re-
deemed in cash, and the cash value
of each stamp must be imprinted on
the stamp. A trading stamp, sent to
the Attorney General by the District
Attornev of Ashland, Wis., for an
opinion, was declared in violation of
the State laws on two counts, because
it was urged that the holder of the
stamps redeem them in trade, and
because the stamp-book declared that
they would be redeemed only when
stamps with a redemption value of
$1 were presented.

It was held that stamps issued to
give a rebate on purchases must be
redeemed in cash and not in trade,
and must be redeemed when twenty-
five cents’ worth are presented.

1773-1923
Into the sea
We tossed the tea;
Now when they come
We grab their rum!

139-141 Moore
a ae ae
GRAND RAPIDS, NICH

 

 

| THE TOLEDO PLATE & WINDOW GLASS COMPANY
Mirrors—Art Glass—Dresser Tops—Automobile
and Show Case Glass
All kinds of Glass for Building Purposes

601-511 IONIA AVE., S. W.

GRAND RAPIDS, MICHIGAN

 

 

ena MP0 ©

s

    
 

 

 

Icy ARKANSAS CITY. 4

> _Hlgpowar pean ot ¢

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 cos

Marion, Ind.

 

Know

the advantages of

Brecht
Refrigeration

Place your refrigeration problems before Brecht En-
gineers. Get the benefit of their extensive experience
and research. Let us study your needs and submit a
detailed recommendation covering your particular re-
quirements. Know the advantages of Brecht Mechanical
Refrigeration.

 

Simple to operate—always under absolute control— and
famous for its uniformly low, dry temperature— Brecht
Mechanical Refrigeration is the most efficient and
economical system that money can buy. ‘The result of
seventy years of successful manufacturing.

Regardless of the capacity desired Brecht Engineers can
serve you to your advantage.

Plans for Refrigerators, Refrigerator Display Cases,
Coolers, Storage Rooms, Water Cooling Systems, and
in fact for any refrigeration requirement, will be sub-
mitted without obligation.

    

ESTABLISHED 18595 sT-LOUIS

1231 Cass Ave. St. Louis, U. S. A.

NEW YORK, N. Y. CHICAGO, ILLINOIS
174-176 Pearl Street Monadnock Building

SAN FRANCISCO, CALIFORNIA
67 Second Street

Acting as a great supply depot and manufactory of machinery, equipment
and supplies for the meat and allied industries, The Brecht Company has
contributed largely to the present efficiency with which the world’s food
is now marketed.

 

 

 

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ag

 

 

 

bball EA a eS ae zi ese iearccasirringtie ac

 

 

 

 

 

 

  

24 MICHIGAN TRADESMAN August 1, 1923
i ee
i, rar (| Pm lls
255 == z 3 2:
:ZFHE COMMERCIAL TRAVELEB: GRAND RAPIDS
; se - = 2 Sz
; =e ae > 3 Rooms without bath,
= Tie Union “Eeeene™
Ys : = am nion Club Breakfast 20c to
: Station 7,28. i8 Sartor

 

 

 

 

 

Seasons Don’t Stop the Real Live
Ones.

One evening in late winter I found
myself in a town about fifty miles
South of Ogdensburg, N. Y. I was
selling electric fans exclusively, and
was scheduled to be in Ogdensburg
the following morning at 9 o’clock to
call upon a well-known firm of
father and son.

According to my pre-arranged pro-
gram I was to put up for the night in
the town I was in, and take the morn-
ing train for Ogdensburg. But a
snow’ storm coming up suddenly
forced me to change my plans. I took
the night train and put up at the
hotel in Ogdensburg.

Next morning I was mighty thank- -

ful for doing this, because the snow
storm proved to be a regular old
timer and the morning train wouldn’t
make the city before nightfall.

Tickled over getting the jump on
the weather, I left my hotel and went
to a restaurant for breakfast. Going
in I noticed an electric fan running
at top speed in the spacious window
of the restaurant, while a red-hot fire
was also going full force alongside
the window. The fan was very old
and dilapidated and looked as if its
days of service were numbered.

The weather being so bad I had the
whole store to myself and determined
to get some first-hand information
about the old fan. I told the pro-
prietor I was an electric fan salesman
come down to sell the father-and-
son firm who had their store about
half a mile up the same street. He

seemed congenial, so I had no
trouble. I enquired why he had the
fan going. (I knew the reason, of

course, but just wanted to get his
idea.)

“Because,” he said, “I want to keep
my window cool enough for my
noon-hour display of whipped cream
cakes and pies. The stove throws so
much heat the window would be too
hot, so I use the electric fan to dis-
tribute the heat.”

“Pretty old fan, isn’t it?” I re-
marked.

“Yep— intend to get a new one
as soon as I get to it. This one has
been doing service here eight years
under me, and I don’t know how
many years the other fellow had it
before [I owned the place.

“Say,
you?”

This was right into my _ round-
house. With that information I cal-
culated that old father and son up

- the street would have to give me
some kind of an order this time. I
told the restaurant man that I wou'd
see that he would get it some cheaper

could I get one through

“nothing.

if I could carry the order up to the
firm. He was satisfied.

Father and son were both in the
store and laughed at me for suggest-
ing my fans to them when the
storm was raging stifly outside.

“Come around when the flowers
bloom,” said the son, smartly. “Sure,”
added the father, ‘who’d buy electric
fans in weather like this? Come again
when the robins are roosting.”

This kind of talk paved the way
for my best move. After some further
nippy remarks I got down to busi-
ness and produced the restaurant
man’s order. -

They were stunned.

“Only on the street a half hour of
the stormiest day,” I said, “and here
I grab off an order for an electric
fan. You could have sold that man a
fan years ago. Why don’t you ven-
ture out some fine morning and take
inventory of the town?
other restaurants in town; how about
the grocer? He keeps his door open
in zero, days just to keep cool some
items in his stock. A fan could help
him. How about the baker? He
needs a fan to distribute his too hot
air. Oh, there are others, too!”

He laughed heartily, and after a
full hour of further talk I passed out
into the storm with his name on my
order blank for a very fair-sized fan
order.

Electric fans can not only be sold,
but used to good advantage even
when the thermometer is down to
Edgar Brandon.

 

Small talk is responsible for the
use of many big words.

CUSHMAN HOTEL

PETOSKEY, MICHIGAN
The best is none too good for a tired
Commercial Traveler.

Try the CUSHMAN on your next trip
and you will feel right at home.

 

 

 
  
 

Dinner 75c.
Wire for Reservation. ~

 
   

pie; (> é re

:

    

a

 

 

 

2 (ae ft
a

 

There are ©

 

  

 

IN THE HEART OF THE CITY
- Division and Fulton

{ $1.50 up without bath
RATES 1 $2.50 up with bath

CODY CAFETERIA IN CONNECTION

 

 

 

Hotel Rowe

SAFETY

COMFORT
ELEGANCE
WITHOUT EXTRAVAGANCE.
Cafe Service Par Excellence.
Popular Priced Lunch and Grill Room.
Club Breakfast and Luncheons 35c to 75c.

Grand Rapids’ Newest Hotel.

350 Rooms - - 350 Servidors - -
Circulating Iced Water.

Rates $2 with Lavatory and Toilet.

HOLDEN HOTEL Co.

 

 

 

250 Baths

$2.50 with Private Bath.
C. L. HOLDEN, Manager.

 

 

 

OCCIDENTAL HOTEL

FIRE PRO
CENTRALLY LOCATED
Rates $1.50 and up
EDWARD R. SWETT, Mgr.
Muskegon a Michigan

 

 

Western Hotel
BIG RAPIDS, MICH.

Hot and cold running water in
all rooms. Several rooms with
bath. All rooms well heated and
well ventilated.

A good place to stop.

American plan. Rates reason-
able.

WILL F. JENKINS, Manager.

 

 

 

 

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——Reates $2.50
and up with bath.

 

 

 

 

oie eisai

aM eee enn

August 1, 1923

Two State Conventions Bombard
Boyne City.
Boyne City, July 31—Charlevoix

county was invaded last Tuesday by a
hungry horde from every county in
the State, Charlevoix being the ob-
jective. It was taken by storm early
in the morning. They came by train
and by motor, and spread themselves
over the landscape like the locusts of
ancient Egypt. Led by the Attorney
General the conquest was easy, es-
pecially as Charley Emery was in
command of the defense and pusilani-
mously delivered up the keys of the
city upon demand and granted the
invading host the freedom of the
town and county. They commandeered
all the automobiles in Charlevoix,
invaded the Loeb farms, ravished the
Eveline orchrds, compelled the ladies
of East Jordan to feed them and fall-
ing upon Boyne City in a body, took
possession of the big dining room of
the Wolverine, demanding the im+
mediate attendance of all the prettiest
girls in town to minister to their
wauts.

All of which bunk means that the
State convention of county clerks met
at Charlevoix last week and honored
Boyne City by coming here for a
dinner as an interruption to a tour of
Pine Lake. The Charlevoix bunch
are to be congratulated in the show-
ing they made in entertaining this
distinguished body of men.

The town was also host to the
Michigan Hardwood Association on
the day following the advent of the
county clerks. We have so far been
unable to learn any of the details of
the meeting except that printed by
our locals paper before it happened.
Orrie said that he wasn’t going to be
president any more, but we dont
know whether he got away with it or
not. He has been pesident two years
and we have observed that them as
has, gits them as will, can, just as
long as they will stand for it. (Later)
He got away with it. They elected
W. M. Wrape, Bay City, president; J.
L. Colby, Cadillac, first, and William
Raae Johannesburg, second  vice-
president; George C. Brown, Cadillac,
Treasurer.

The American Legion also pulled
off an entertainment for the benefit
of the community and its own treas-
ury in the form of a_ so-called car-
nival. There was a Ferris wheel, a
merry-go-round and a vaudeville show
and a sleight-of-hand performance,
but coupled with these more or less
legitimate performances, were ten or
more chuck-luck, wheel-of-fortune,
ring and marble boards to give e’clat
to the occasion (don’t know what that
word means, but we find it in all the
sassiety notes) to gather in all the
vagrant dimes, quarters and halves.
Two of our prominent physicians
must have had a stand in with the
talent, for they carried off almost as
much as they paid for. Maxy.

—_———__2-—>——————
Ally Yourself With Organized
E

ort.

Wyoming Park, July 31—Why be-
long to the Michigan Retail Grocers
and General Merchants Association?

The distribution of food products
is without exception the most im-
portant business’ of the world. Who
can live without food and how could
our immense population be fed’ with-
out the splendid chain of distributors
—the manufacturer, the jobber and
the retailer, who all assist to dis-
tribute the products of the farm?

Ail lines of business have as-
sociations to handle problems for
members and to protect their inter-
ests. Other states have grocery as-
sociations with nearly 100 per cent.
membership, and Michigan needs a
strong merchantile ‘association to deal
with lawmakers and politicians, as
well as to co-operate with the manu-
facturers and jobbers.

The mere fact that we have a
strong organization prevents much
abuse from legislators and politicians,
as well as those jobbers and manu-

ae

MICHIGAN TRADESMAN

facturers who favor the chain stores.

You need an association to whom
you can appeal for assistance when
in difficulty; a sort of older brother
to take your part.

The Michigan Association is made
up of the best and most progressive
grocers and meat dealers of the state.

Its officers are influential mer-
chants in their home towns and they
stand very strong with the jobbers.

Practically no money is spent for
salaries and the dues are only $2.50
yearly, after the first year.

This Association is highly com-

mended by the jobbers of the state,
nearly all of whom are associate
member. These wholesalers know
that we must stick together if we
want to survive and prosper during
this period of business evolution
and change.
_We hold yearly conventions and
listen to the ‘best speakers whose
messages give us practical inspiration
to conduct our business with more
pleasure and profit. The 1924 con-
vention will be held in Grand Rapids
in April. .

If you read this letter and ‘are not
yet a member send $5 to the under-
signed and do your part to raise
the standard of the grocery and meat
business in Michigan.

Paul Gezon, Secretary.

—_——o-o-o—__——_—
Merged Business Into a _ Stock
Company.

Twelve years ago John D. Martin
engaged in the business of jobbing
furniture on a capital of $100. Since
that time he has bought and paid for
his home on Henry street. Now he
has merged his business into a stock
company under the style of the John
D. Martin Furniture Co.
corporation has a capital stock of
$40,000, $10,000 of which is preferred
and $30,000 common. The holders of
stock are as follows:

John D. Martin, $5,000 preferred
and $14,800 common.

Charlotte L. Martin,
ferred

Jess L. Martin, one share common

Gerald F. Cogswell, one share com-
mon

Caroline L. Martin, one share com-
mon

Esther H. Martin, one share com-
mon

Robert S. Martin, one share com-
mon

The officers and directors of the
corporation are as follows:

President—John D. Martin

Vice-President—Jess L. Martin.

Secretary—Gerald F. Cogswell

Treasurer—John D. Martin

The assets of the new confpany ag-
gregate $36,526.37, with liabilities of
$22,772.94, showing net worth of $13,-
753.43.

Although hampered by ill health
during the past two years—now hap-
pily restored—Mr. Martin has forged
steadily to the front and has succeed-
ed in building up one of the most
successful and _ profitable business
undertakings connected with the

Grand Rapids furniture market.
——__~--2

Gabby Gleanings From Grand Rapids

Grand Rapids, July 31—King Col-
lins, who ‘has traveled for Burnham,
Stoepel & Co. for the past eight
years—half of the time representing
the Grand Rapids branch—will en-
gage in the dry goods business on
his own account at 1501 Wealthy
street about September 1. The stock
will be furnished by Burnham, Stoe-
pel & Co.

The Atlantic & Pacific Co. State
manager was here last week and

$3,000 pre-

The new

announced that he proposed to add

twelve more stores to the chain of
eighteen stores already in existence
in this city.

John W. Blodgett and family are
spending the summer months at
Santa Barbara, California.

The Scott-Boer Co. has engaged in
the wholesale millinery business in
the Wm. Alden Smith building, cor-
ner Ionia and Western streets.

Ralph Stoepel, President of Burn-
ham, Stoepel & Co., is spending the
summer in Europe.

John Stander, who has managed
the cigar department of the Worden
Grocer Company for the past year,
has resigned to resume the manage-
ment of the cigar stand in the New
Morton House, which will open for

business about October 1. His suc-
cessor is Thomas Powell, who has
been connected with the sales de-

partment of the Webster Cigar Co.,
(Detroit) for the past. year and who
enjoys an excellent reputation as a
well-posted cigar man.

The Burke Hotel, at Lake Odessa,
which has been conducted by Mrs.
Mary Burke for the past twenty-one
years, has been completely remodeled.
Steam heat has been introduced in
every room. The same is true of hot
and cold water. Private baths have

been installed in connection with
three rooms and there are public
baths for the other rooms. ‘The

hotel is conducted on both the Ameri-
can and European plan and is open
the year round.

a
Makes Better Merchants and Citizens

‘Wyoming Park, July 31—I heart-
ily congratulate you on your fortieth
anniversary and think you . should
be proud to have produced such a
splendid paper throughout these forty
years.

I am telling the retailers throughout
the State to read your weekly regular-
ly and I am sure they will find in
each issue splendid material to in-
spire them to be better grocers and
meat dealers, as well as citizens of

their towns. Paul Gezon.
—_—_o-~» ~e

Sure Sign.
think they approved of
newly ap-

“Do you
my sermon?” asked the

pointed rector, hopeful that he had
made a good impression.
“Ves, 1 think so,’ - replied . his

wife; “they were all nodding.”

———_—_+>.___—

“The man who does his best does

all.” No matter what he has managed

to accomplish, no one who doesn’t
do his best is a success. .

Hotel
Whitcomb

 

  

j

<2 ‘“
ae ——_ Mineral Baths

THE LEADING COMMERCIAL
AND RESORT HOTEL OF
SOUTHWEST MICHIGAN

Open the Year Around
Natural Saline-Sulphur Waters. Best
for Rheumatism, Nervousness, Skin
Diseases and Run Down Condition.

J. T. Townsend, Mgr.

ST. JOSEPH MICHIGAN

 

 

Bell Phone 696 Citz. Phone 61366
JOHN L. LYNCH SALES CO.
SPECIAL SALE EXPERTS

Expert Advertising
Expert Merchandising

 

209-210-211 Murray Bldg.
GRAND RAPIDS, MICHIGAN

 

 

25

 

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.

 

Stop and see George,
HOTEL MUSKEGON
Muskegon, Mich.

Rates $1.50 and up.

GEO. W. WOODCOCK, Prop.

 

 

=3 LOOK

serena) SERRE SE

 

_0. E. FAUSKE We_ print 50 sales
Se Mae books with your
business card for

mom, & Th, nieces aaa

cash with order
Delivery in one week
Write for particulars
and samples.
We make all styles
and sizes, prices on
request.

 

 

 

 

BATTLE CREEK
SALES BOOK CO.
R-4 Moon Journal BI.
Battle Creek, Mich.

 

 

Livingston Hotel
GRAND RAPIDS
European
Rates $1.25 to $2.50 per da

 

 

STRAIGHT
SIZE—

The Johnson
Original 10*Cigar

 
  

MANUFACTURED BY
TUNIS JOHNSON CIGAR CO.
GRAND RAPIDS, MICHIGAN

so en ee
—

oS SSS SS SS SSS SSS
PRIS OFAN 1 CO IZ
———— oo ST

ya = eee =
= —_—e—

 

HOTEL BROWNING

150 Fireproof
Rooms

GRAND RAPIDS

Corner Sheldon and Oakes;
Facing Union Depot;
Three Blocks Away

Rooms, duvlex bath, $2
Private Bath, $2.50, $3
Never higher

 

 

 

eae

 

_D. D. Alton and A. J. Miller.

 

 

 

 

 

 

 

 

 

Mich. State Pharmaceutical Ass’n.
a aoenee H. Grommet, De-

t.

Secretary—L. V. Middleton, Grand
Rapids.
. Treasurer—E. E. Faulkner, Middleville.
Executive Committee—J. A. Skinner,

 

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—
H. H. 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.

;

 

 

Field Organization of the Sales
Department.

When salesmen are not producing
properly and when reports from the
field are not what they should be in
one way or another, the temptation
is often great to establish branches.
When considering this step, too, the
executive too frequently views the
many and _ successful organizations
which maintain a widespread and ef-
ficient field structure. These, he
should remember, have survived not
as a proof that field organization
is necessary in all instances, but
rather as examples of the survival
of the fittest.

Salesmen, it must be admitted,
have a way of falling into a rut
once a fair volume of trade has been
established, and these, and other

_ shortcomings due, perhaps, to con-

tinual contact with an _ indifferent
trade, and too loose supervision from
the home office, does sometime bring
about a very real need for a more
centralized control. Aside from the
establishment of ‘branch offices, the
appointment of the field supervisors,
district sales manager, or squad
leader, has been adopted by many

“organizations as a solution of the

difficulty. This supervisor may op-
erate more as a senior salesman than
a manager and may be required to
make adjustments with customers
where it would be unwise for the
salesman to attempt to do so. He
may close sales that the salesman
has been -unable to handle, and he
may function as a connecting link
between the salesman and the home

’ office, by which the latter can be in-

formed of the progress or poor per-
formance of the individual salesman,
and act to correct a weakness if
necessary.

The number of men that the super-
visor can direct efficiently is an
arbitrary figure. It may vary from
eight or ten for the company which
sells a highly technical complicated
mechanical product, which requires
consultation with plant engineers and
executives before the completion of
the sale, or there may be only one

supervisor to 200 men for the com-
pany whose representatives are them-
selves well trained expert men in
their own lines, and who, because of
their efficiency, require less super-
vision.

The conclusion that a sales force
needs field supervision does not in-
dicate necessarily that branches should
be established, for while not infre-
quently an organization is so wide-
spread that de-centralization is es-
sential for sales supervision and the
ferformance of other functions, a
firm may adopt a distribution policy
which will increase the size of the
sales force to a point necessary to
perform the marketing function which
it has assumed. One firm manufac-
turing a certain product, for instance,
might choose to market that article
through a manufacturer’s agent and
maintain. practically no sales force.
On the other hand, another concern
making the same kind ‘of product
might seek to sell through retailers
and provide an organization for mak-
in shipments quickly,andalarge sales

 

   
  
  
  
   

No Smoker
Can Be
Satisfied
Before

He Has
Smoked

A Cigar
Of Real
Merit

All Live
Dealers
Sell Them

Mfd. By

Citz. Phone
~ 22905
Bell, M 1821

a7

Vanden Barge Cigar Co.

 

 

August 1, 1923

 

 

 

 

 

 

Ramona

 

| Spend a day
“by the Lake”

 

 

 

 

 

“Grand
Rapids’

Coney
Island”

 

 

Come on out to the FUN FESTIVAL land—the
coolest spot in town—where there’s something
doing every minute.

CONTINUOUS FUN
*TIL THE SETTING SUN
Dance in the beautiful Casino on a floor “smooth

as glass,” speed around on the fun rides, or rest
in the cool picnic grove.

 

 

 

 

 

Citizens Long Distance Service

 

 

Reena
“call

Bsesen: ad

Detroit.

 

Connection with

Reaches more people in Western Michigan
than can be reached through any other tele-
phone medium.

22,460 telephones in Grand Rapids.

150,000 telephones in

USE CITIZENS SERVICE

 

 

CITIZENS TELEPHONE COMPANY

 

JEnNINgS

PO PULAR
SELLING
LINES

 

 

Toilets

 

 

Face Powder
Compacts
Rouge
Vanity Case
Face Powder, Liquid
Face Powder, Cream
Greasless Cream
Cold Cream
Lip Sticks
Eyebrow Pencils
Toilet Water
Vegetale
Shampoo
Almond Cream
Lemon Cream
Glossine
Talcum
Sachet
Smelling Salts

 

 

riumMe

and Toilet
Preparations

 

 

JENNINGS’

Shaving Cream and
Dental Cream

 

 

The Jennings Company

PERFUMES
GRAND RAPIDS, MICH.

 

 

iiss

August 1, 1923

staff to call upon the thousands of
retailers in the United States.

The adoption of this or a similar
policy increases the need of field
supervision and _ field organization,
but whether the purpose of the ex-
pansion is to eliminate the middle-
man, the common aim in the de-
velopment of branches, is to bring
distributors in line and promote ag-
gressive selling. By controlling his
outlets, the manufacturer can get in
close touch with his buyer and _ se-
cure better attention for the product.
He can assure himself close co-oper-
ation in advertising and promotional
campaigns. This cannot be secured
always from jobbers.

The establishment of the branch
may be justified also by the demand

of customers for service or better
shipment facilities than is possible
from the distant factory. A flan of

organization intended to satisfy such
demand must needs include ware-
housing and _ shipping facilities at
various points. The establishment of
a branch with such aim in view

MICHIGAN TRADESMAN

WHOLESALE DRUG PRICE CURRENT

often works favorably from the stand-
point of tying up the locality with
advertising plans, and also from the
viewpoint of keeping the purchaser
sold after he has bought the article.

The difficulties of management are
an important factor in the success of
branch offices. The man who would
be successful as a branch director
is usually the sort of a fellow who
would succeed if in business for him-
sell. Then there are the financial
risks, the additional capital require-
ments, and the increased exrense for
wages and overhead, that all must be
taken into keen consideration when

‘the expansion of a field organization

is on the table. Harry A. Tosdale.

— —cvs oo __—_

Mary Had—

Mary had a little skirt,
The latest style, no doubt

But every time she got inside
She was more than half way out.

——_2+~>—____

Don’t look around to see who you
can blame when you make a mis-
take. You will see the responsible
party when you look in the mirror.

 

SANFORDS INKS

 

 

No.
No.

No. 709—Snow Card____ 2.10
117—Stamping,

Yo 1.20
114—Stamping, fs

Is_ 2.10

PREMIUM FLUID STAR BLACK ae
oz.
Se ew. 2 ae oe
No. 3-44 Pints . 890 dex “O- Vine -.----— 6.45
Ne. 7-3 oy Sine, te az, MO Fe it - ae
Mo. 6-7 a Se. Gia “SS ee See UC
SANFORD’S SPECIAL BLACK INKS
INKS Doz. +
Doz. No. 41—Jet Black Qt._$10.80

No. 564—Gold, '% oz. -<— 50 No. 42—Jet Black, Pt.. 6.45
Hetkograph, 1 oz. ______ 2.70 No. 43—Jet Black 4% Pt 3.90

40—Jet Black, 2 oz .80
1 oz

No.

No. 50—Gloss BIk., 1.05

 

 

 

CARDINAL RED INK

 

 

other feading makes of inks.

Doz.
No. 141—Quart —_______ $14.40
No. 142—Pint _________ 8.70
FOUNTAIN PEN INKS No. 143—l Pint ______ 5.25
Doz. Noa. 109—1l4 oz. _______ 85
No. 275—Jet Bik, 2 oz_$1.20

No. 284—Green, 2 oz.__ 1.20 COLORED INKS Doz.
No. 285—Violet, 2 oz... 1.20 No. 226—Red ___ $ .75
No. 278—Royal Blue, 2s 1.20 No, 236—Violet _______ .75
No. 276—Blue-Blk. 2 0z 1.20 No. 266—Green ______ .75
No. 274—Blue-Blk. 1 oz. .75 No. 296—Royal Blue_____ .75
No. 575—Perfect & Filler 3.00 Wo. 296!—Royal Blue__ .81

No. 306—Blue-Bik. can 3.00 All in 1!4 oz. Bottles
We also stock Powelil’s, Diamond, Signet, Carter’s and *

Let Us Have Your Order Now

 

 

MANISTEE

 

HAZELTINE & PERKINS DRUG CO.
MICHIGAN

GRAND RAPIDS

 

 

ESPECIALLY

TOURIST

RESORT

 

 

THE RESORTERS ARE HERE

Svewtody Likes
CANDY

Diinatl «» Yowyizys

KEEP PLENTY ON HAND

NATIONAL CANDY CC. IS

PUTNAM FACTORY

GRAND RAPIDS, MICH.

 

 

af -

 

Prices quoted are

Acids
“Boric, (Powd.) 15 @ 25
Boric (Xtal) -_..15 @ 25
@arbolie: 2.0 2 64 @ 70
Citric. 28 62@ 70
Muriatic  --_.___ 3%@ 8
Nitric) 26 9@ 15
Oxate 2 oes e. 20%@ 30
Sulphuric —______ 3%4%@ 8
Tartaric 322 45 @ 60
Ammonia
Water, 26 deg. .. 10@ 18
Water, 18 deg. _. 8%@ 13
Water, 14 deg. _. 64%@ 12
Carbonate __..... 20@ 25
Chloride (Gran.) 10@ 20

Balsams
Copaiba ___.._.. 60@1 00
Fir (Canada) __ 2 50@2 75
Fir (Oregon) -.. 80@1 00
Hera 22s 3 00@3 25
TOM 22 2 00@2 25

Barks
Cassia (ordinary) 25@ 30
Cassia (Saigon)_. 50@ 60
Sassafras (pw. 40c) @ 40
Bs Cut (powd.)

aie Rae 15@ 20
Berries

Cubeb 22. 1 50@1 75

Bish oo 25@ 30

2amiper: 2 7@ 15

Pricky Ash _._.._ @ 30
Extracts

Lieorice 60@ 65

Licorice powd. .. 70@ 80
Flowers

Arnieg: 2600s oo 25@ 30

Chamomile (Ger.) 35@ 40

Chamomile Rom _.. 2 50
Gums

Acacia, Ist ~_..__ 50@ 655

Acacia, 2nd ___-__ 45@ 50

Acacia, Sorts _.. 22@ 30

Acacia, powdered 35@ 40
Aloes (Barb Pow) 25@ 36
Aloes (Cape Pow) 25@ 35
Aloes (Soc. Pow.) 65@ ue

Asafoetida  -_____ 65@
POW. cc 1 ae 33
Camphor -_-._. 1 20@1
Guaine 20 oo @
Guaiac, pow'd __ @ 80
Romo 2 2 @ 85
Kino, powdered__ @ 90
Myer ee @ 80
Meyrr 2 g 386
Myrrh, powdered_ 95
Opium, powd. 13-70@13 92
Opium, gran. 13 70@13 92
Speiac) 22255 90@1 00
Shellac Bleached 1 0061 10
Tragacanth, pw. 2 25@2 60
Tragacanth __.. 2 50@3 00
Turpentine —_____ 23@ 30

Insecticides
Arsenic 222. 17 @ 30
Blue Vitriol, bbl. @ 7%
Blue Vitriel, less 8%@ 16
Bordeaux Mix Dry 14@ 29

Hellebore, White
powdered -_.... 20@ 30
Insect Powder _. 70@ 90

Lead Arsenate Po. 28@ 41
Lime and Sulphur

Dry a 10 @26
Paris Green -._.. 38@ 652
Leaves
Buchu. 225. 1 50@1 60
Buchu, powdered @1 75
Sage, Bulk _..... 25@ 30
Sage, % loose —__ @ 40
Sage, .powdered__ @ 3%
Senna, ‘lex. -.. 75@ 80
Senna, Tinn. .... 30@ 386
Senna, Tinn. pow. 25@ 365
Uva Ursi ...._. 20@ 25
Olls

Almonds, Bitter,
rye 7 50@7 75
Almonds, Bitter,

artificial ....0. 4 00@4 35
Almonds, Sweet,
tru: 80@1 30

 

nominal, based on market the day of issue,

Almonds, Sw

imitation -.._ os 00
Amber, crude __17 00
Amber, rectified 2 oog2 —
Anise  --...... 1 00@1
Bergamont —____ 5 00@5 5
Cajeput —...___ 1 50@1 75
Cassia. oo 4 25@4 50
Caster: 20. 60@1 80
Cedar Leaf -.... 1 75@2 00
Gitronelia, 2 1 10@1 40
Cloves -_........ 3 25@3 50
Cocoanut —___._.. 5 5
Cod Liver ______ 1 30@1 40
Croton ..... 2 00@2 25
Cotton Seed -_.. 1 35@1 50
Cubebs ~___-____ 8 50@8 75
Higeron —....._ 3 00@3 25
Eucalyptus -.... 90@1 20
Hemlock, pure... 2 00@32 25
Juniper Berriés_ 2 00@2 25
Juniper Wood_. 1 50@1 75
Lard, extra _... 1 35@1 45
Lard, No. 1 _.-. 1 25@1 35
Lavendar Flow 4 50@4 75
cancer Gar’n 1 75@2 00

MOM 1 50@1 75
Pieced Boiled bbl. @1 12
Linseed bld. less 1 19@1 32
Linseed, raw, bbl. @ 0
Linseed, ra., less 1 17@1 30
Mustard, artifil. oz. @ 50
Neatsfoot -—-.-... 1 35@1 50
Olive, pure -... 3 75@4 60
Olive, Malaga,

yellow =. 2 75@3 00
Olive, 4 ores

green 22022 2 75@3 00
Orange, Sweet. 4 50@4 75
Origanum, pure 2 50
Origanum, com’! 1 00@1 20
Pennyroyal  ___. 2 75@3 00
Peppermint -... 4 25@4 60
Rose, pure -_.. 9 00@10 00
Rosemary Flows 1 25@} 50
Sandalwood,

| ea SEO ‘i ar 25
Sassafras, true 1 50@1 80
Sassafras, arti’l , “ 1 25
Spearmint _____. i 3068 25

 

- --- 50@ 4
Turpentine, bbl: @1 08
Turpentine, bbl. _.@1 11%
Wintergreen,

1egfs 0 ee 6 00@6 25
Wintergreen, ne

Biren: 222 3 75@4 00
Wintergreen, art_. 95@1 20
Wormseed -____10 00@10 25
Wormwood -___ 10 00@10 25

Potassium
Bicarbonate ._._. 35@ 40
Bichromate ______ 15@ 25
Bromide 22.0 032 45@ 50
Carbonate _______ 30@ 35
Chlorate, gran’r 23@ 30
Chlorate. powd.

OF xtak 2 16@ 25
Cyanide: (oes 2@ 50
fodide:. 20 4 61@4 4
l‘ermanaganate __ 30@ 40
Prussiate, yellow 65@ 75
Prussiate, red __ 1 45@1 50
Sulphate 35@ 40

Roots
Alkanet —- 2. ___ 25@ 30
Blood, powdered_ ae 40
Calamus _.2 35 15
Elecampane, pwd 25@ 30
Gentian, powd... 20@ 30
Ginger, African,

powdered _____ 25@ 30
Ginger, Jamaica 60@ 65
Ginger, Jamaica,

powdered  ___. 2@ 50
Goldenseal, pow. 5 i - 00
Ipecac, powd. __ 3 00
Facorice: 22.0 35@ 40
Licorice, powd. 20@ 30
Orris, powdered 30 40
Poke, powdered 30: 35
Rhubarb, powd. 85@1 00
Rosinwood, powd. 30@ 365
Sarsaparilla, Hond.

ground _ _____ @1 00
Sarsaparilla Mexican,

eround @ 60
Saute: 35@ 40
Squills, powdered 60 70
Tumeric, powd. 17 25
Valeran, powd. 40@ 650

Seeds
Anise: 35@ 40
Anise, powdered 38@ 45
Bird, tf 13@ 15
Canary 206 10@ 15
Caraway, Po. .50 ae 40
Cardamon  __._._ @2 25
Celery, powd. .45 . 350 40
Coriander pow. .35 2 30
DW -- 10@ 20
Fennell _....§.-_-. «=25@ 60

aca OS® 13
Flax, ground -_.08%@ 13
he engphnge pow. ' ES
toning powd. ____ 1 25
Mustard, a 15@ 25
Mustard, black _. 15@ 20
Poppy =_._._.._: 22@ =.25
— Shauna ay eek 2 - 25
Rape 20
Sabadilia fee eee 7
ee ees “88
Worm, Ame
Worm ime aerate

Myrrh

Opium, Camp."
plum, Deodorz’d
Rhubarb

Tinctures

Aconite -....___. @1 380
Aloes 2.03. @1 45
Arnica 2 1 10
Asafoetida ______ 2 40
Belladonna ______ @1 36
Benzoin _________ 210
a Comp’d 2 65
CH oe 2 55
Canthusadie ca g 85
Capsicum ________ @2 20
Catechu _______._ 1 76
Cinchona ______ ce g: 10
Colchicum ______ @1 80
Cubebs 203 3 00
Digitalig 3 1 8¢@
Gentian 222. 1 35
Ginger, D. S. __ 1 80
Guaige 2 20
Guaiac, Ammon, 2 00
lodine 220 95
Iodine, Ses @1 50
Iron, nga See 1 385
INO eee 31 —

5
55
50
85
50
@1 70

boo Gh

Paints.

Lead, red dry __ 144@ 14%
Lead, white dry 14@ 14%
Lead, white oil: 14@ 14%
Ochre, yellow bbl. @ 2

Ochre, yellow less 24@ 6
Putty 30 2 5@ 8
Red Venet’n Am. 3%@ 7
Red Venet’n En 4
Whiting, bbl. i 8. :
Whiting: 05 54%@ %
: H. P. Prep... 2 80@3 00
Rogers Prep: = 3 80@3 00
Miscellaneous
aa ---- 474%@ 658
Alun ea 08@
Si none and
Stound 2. 09
Sigman. Sabet *
Tate 222 — -3 85@4
Borax xtal or —

powdered ____ 07 13
Cantharades, po. 4 OUO5 00

Calomel _______ 1 76@1 a
Capsisum, pow’d 48@
Carmine ________ 00@6 ee
Cassia Buds ____ 25@ 30
Cloves _____ @

47 5
Chalk Pre ared_ a
Chloroform espe '

Chloral Hydrate 1 so1 8

a
Mae

Cocaine ______ _ 1
Cocoa Butter ____ g ' 7
Corks, list, less io 50%
Copperas. e. xO >
Copperas, Powd. ane
Corrosive Sublm 1 4801 a3
Cream Tartar ____ 35
Cuttle bone __ 65 7
Dextrine 5@ 15
Dover's Powder 3 ae oe
Emery, Ali Nos. 15

Emery, Powdered 5 10
Epsom Salts, bbls. 3
Epsom Salts, less s%@ 10

  

Ergot, powdered _ 1 =
Flake, White ____
Formaldehyde, ie 1D 30
Gelatine 2) 261 2
Glassware, less sem
Glassware, full case
Glauber Salts, bbl. 03
Glauber Salts less pe i
Glue, Brown ____

Glue, Brown Grd i569 2
Glue, White ____27% 35
_ Glue, White Grd. ag 35
Glycerine ______ 21 do 40
Hops) 222202 76
Iodine _____ 6 30 6 75
Iodoform oe ia 7 8
Lead Acetate __ 25
Lycopodium  _____ $1 00
Mace 0
Mace, powdered ee, 00
Menthol ______ 13 50@13 80
Morphine  ____ 10 70@11 60
Nux Vomica ___ 0
Nux Vomica, pow. 17 25

Pepper black pow. 82 35
Pepper, White _. 40 45
aeons io ey 1 16

Quinine Soe
Saccharine
Salt Peter

 

Soap, green ____ 30
Soap mott cast. onie 26
oem white oe
pe aE 50
soap” white castile
less,.per bar .___ os
Soda Ash 2 =<. 33 HH
Soda Bicarbonate e
Soda, Sal
Spirits Camphor *
@
Sulphur, Subl. st
Tamarinds ences
Tartar Emetic __ 706 3 75.
Turpentine, Ven. iy 25

Sulphur, roll

Zinc Sulphate .. 06@ 16

 

 

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MICHIGAN TRADESMAN

 

August 1, 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 couontry merchants will have their orders
filled at market prices at date of purchase.

ADVANCED

Sniders Catsup
Sniders Chili Sauce
Sniders Oyster Cocktail

=

 

DECLINED

 

 

AMMONIA

Arctic,
Arctic,
IX L, 3 doz.,
Parsons, 3 doz. small 5 00
Parsons, 2 doz. med. 4 20
Parsons, 1 doz., ige. 3 35

AXLE GREASE

 

24, 3 Ib.

10 Ib. pails, per doz.

- ~ pails, per doz. 11 20
. pails, per doz 17 70

BAKING POWDERS

Arctic, 7 oz. tumbler 1 35
Calumet, 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. 19 00
C., 10c doz 92%

K. C., 15c on. eee 13%
K. C., 20c doz. ..
K. C., 25c doz. .. : 30

C., 50c doz. _... 4 40
», 80c doz. 6 85
C., 10 Ib. doz. _. 13 50
jueen Flake, 6 oz. .. 1 25
jueen Flake, 16 oz. .. 2 25
jueen Flake, 100 lb. keg 11
jueen ok 25 Ib. keg 14
an. _. Z

oe

RAR

 

LOD

Do

Ryzon, 16 oz., doz. bes 3 of
Ryzon, 5 Ib. -...._._ 18 00
Rocket, 16 oz, doz. 1 25
BLUING

Original
condensed Pearl
Crown Capped
Ul 4 doz., 10c dz. 85
Zii3 dz. lsc, dz. 1 25

 

BREAKFAST FOODS

Cracked pest. 24-2 3 85
Cream of Wheat 90
Pilisbury’s Best Cer’l 2 4

uaker Puffed Rice.

an

Booker Puffed Wheat 4 30
Guaker Brfst Biscuit 1 90
ton Purina 4 00

  

Shred. Wheat Biscuit 3 85
Vita Wheat, 12s 1

Post’s Brands.
Grape-Nuts, 248 --____
Grape-Nuts, 100s

real, 12s
Post Toasties, 36s  . 2 %
Post Toasties, 2 85
Post's Bran, #48 ..... 3 70

 

BROOMS
Standard Parlor, 23 Ib. 8 00
Fancy Parlor, 23 Ib. 9 50
Ex Fancy Parlor 25 Ib 10 50
~aa Fey.

Rich & France Brands
Specal 8 00
No. 24 Good Value -- ‘ 75

No. 25 Velvet —-..--- 0 00
“No. 25, Special ----- 9 50
No. 27 Quality -..-.. 11 00

No. 22 Miss Dandy -- 11 00
No. B-2 B. O. E 1

Warehouse, 36 Ib. -_ 11 00
B.O.E. W’house, 32 Ib. 10 50
BRUSHES
Scrub
Solid Back, 8 in. -_.. 1 50
Solid Back, 1 in. _... 1 75

Pointed Ends ________ 1 26
Stove
8 1 10
Oe 1 35
Shoe
Mo. 4 90
No. : a ee ee 1 25
Ness 00

BUTTER COLOR
Dandelion, 25c size -. 3 85
Nedrow, oz., doz. 2 50

CANDLES
Electric Light, 40 lbs. 7 E
Plumber, 40 Ibs.
P Be ORs sip
Paraffine, 128 —_._.. a. af

locking ~~ 40
Tudor, Ss, per box .. 30

CANNED FRUIT,

Apples, 3 lb. Standard 1 75
No. 10 ~_4 50@4 75
Sauce, No. 2_ 2 00
No. 1 1 90@2 00
Apricots, No. 2 ..-.- 2 26
Apricots, No. 2% 2 25@3 50
Apricots, No. 10 -_. 8 75
Blackberries, No. 10. 9 00
Blueber’s, No. 2, 1-75@32 50
Blueberries, No. 10.. 11 60
Cherries, No. 2.3 00@3 50
Cherries, No. 2% 4 00@4 95
Cherr’s, No. 10 10 50@11 50
Loganberries, No. 2 — 3 00
Peaches, No. 1 —-.. 1 85
Peaches, No. i, Sliced 1 40
Peaches, No. 2

Peaches, 2% Cal
Peaches, No. 10, Mi
Pineapple, 1, sliced
Pineapple, - sliced —. 3 50
Pineapple, 2, Brk slic. 3 00
Pineapple, 2%, sliced 4 25
Pineapple, No. 2, crus. 2 50
Pineap., 10, cru. it 50@12 =
Pears, Ne. 2... 8

Pears, No. 2% J. 4 3
Plums, No. 2 . 25
Plums, No. 2% -..--. 3 00
Raspberries No. 2, blk. 3 25
Raspb’s, Red, No. 10 9 75
Raspb’s, Black No. 10 11 00
Rhubarb, No. 10 --.. 6 25

 

CANNED FISH.

Clam Ch’der, 10% oz. 1 35
Clam Ch., No. 3 3 00@3 40
Clams, Steamed, No. 1 1 75
Clams, Minced, No. 1 2 50
Finnan Haddie, 10 oz. 3 30
Clam Bouillon, 7 oz.. 2 50
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 90
Sard’s. %4 Oil, key. 5 50
Sardines, 4% Oil, k'less 4 75
Sardines, % Smoked 6 25
Salmon, Warrens, %s 2 85
Salmon, Red Alaska__ 2 80
Salmon, Med. Alaska 1 75
Salmon, Pink Alaska 1 60
Sardines, Im. i, ea. ig
Sardines, Im., %, ea.

Sardines, Cal. _. 1 75@2 to

Tuna, %, bocore .. 95
Tuna, %, Nekco -... 1 65
Tuna, %, Regent ... 2 25

CANNED MEAT.

Bacon, Med. Beechnut 2 40
Bacon, Lge. Beechnut 4 05

Beef, No. , Corned _.2 60
Beef, No. “Roast _. 2 35
Beef, No. ; Rose Sli. 1 75
Beef, No. %, Qua. Sli. 2 10

Parlor 26 ib 00

Beef, No. 1, Qua. sli. 3 35
Beef, No. 1, B’nut, sli. 5 10
Beefsteak & Onions, s 2 60
Chili Con Ca., 1s 1 35@1 46
Deviled Ham, %s ~.- 2 20
Deviled Ham, ¥%s ~_. 3 60
Hamburg Steak &

Onions, No. 1 ~--.-. 3 15
Potted Beef, 4 oz. --. 1 40
Potted Meat, % Libby 50
Potted Meat, % Libby 90
Potted Meat, % Rose 80
Fotted Ham, Gen. % 1 85
Vienna Saus., No. % 1 36
Veal Loaf, Medium .. 2 80

Baked Beans
Beechnut, 16 og. ---. 1 40
Campbells
Climatic Gem,
Fremont, No. 2 -.... 1 25
Snider, No. 1 _...... .
Snider, No. 2 --..-... 1 35
Van Camp, Small -—
Van Camp, Med. ....1 1

CANNED VEGETABLES.
Asparagus.
og 1, Green tips —.. 4 00
2%, Lge. Gr. 3 75 : 50
Wax Beans, 2s 1 35 ; 75
Wax Beans, No. 10 __ 7 00
Green Beans, 2s 1 sons 75
Green Beans, No. 10-—- 8 26
Lima Beans, No. 2 Gr. 2 00
Lima Beans, 28, Soaked 98
Red Kid., . 2 1 80@1 56
Beets, No. 2, wh. 1 60@2 46
Beets, No. 2, cut 1 25@1 785
Beets, No. 3, cut 1 40@2 10
Corn, No. 2, St. 1 00 4 =
Corn, No. 2, Ex.-Stan
Corn, No. 2, Fan 1 w03 28
Corn, No. 2, Fy. glass 3 26
Corn, No. 10 __...... 7
tecnle: No. 3 1 i6@1 -
Okra, No. 2, whole —. 2 0
Okra, No. 2, cut —-__ 1 90
Dehydrated Veg Soup 90
Dehydrated Potatoes, lb 45
Mushrooms, Hotels ... 40
Mushrooms, Choice —._ 48
Mushrooms, Sur Extra 76
Peas, No. 2, E.J. 1 25@1 80

Peas, No. 2 cg
i 60@2 1€
—. No. 2, Ex. Sift.

Pumpkin, No.
Pimentos, %, ogo 15@18
Pimentos, %, each . 237
Sw’t Potatoes, No. 2% 1 35
Saurkraut, No. 3 1 35@1 50
Succotash, No. 2 1 60@2 35
Succotash, No. 2, glass 3 45
Spinnon: NG. 2 11
Spinach, No. 2 1 20@1 35
Spinach, No. 3 1 85@2 00
Spinach, i 10. _.... 6 96
Tomatoes, No. 2 1 30
Tomatoes, No. 3 1 90@2 35
Tomatoes, No. 2 glass 2 85
Tomatoes, No. 10 ---.7 50
CATSUP,
B-nut, Small 1
Lilly Valley, a a
libby, 14 os. —....... 3 25
Libby, 8 oz. ~--...... 1 6@
Lilly Valley, % Pint 1 6
Paramount, 24, 8s -... 1 46
Paramount, 24, 16s -. 2 40
Paramount, 6, 10s __ = -
5

Sniders, 3 os.) 23S
Sniders, 16 oz. 1 2 75
Van Camp, 8 oz, -... 1 75
Van Camp, 16 oz. __ 2 75
CHIL! SAUCE.
Snider, 16 oz; 2 : =
mhiders, 3 0%.
Lilly Valley, % Pint 3 FH
OYSTER COCKTAIL.
Sniders, 16°08, 2. 3 35
Suiders, 8 Of. 2.2. 2 35
CHEESE
TRAE ORE 52
Kraft Small tins -_.. 1 70
Kraft American —_-__ 1 =
Chili, small tins -...17
Pimento. small tins_. 1 70
Roquefort, small tins 2 50

Camenbert, small tins 2 50

RP ee oe 27
Wisconsin Flats ____- 27
Wisconsin Daisy —__. 27
Lonetiora =. 27

Michigan Full Cream 25
New York Full Cream 30
Sap Sago 2

 

ee

CH Sg gg GUN

Adams B. ack .... 65
Adams Bloodberry cca ee
Adams Calif. t _. 65
Adams Sen Sen --....

Beeman’s Pepsin  ______ 65
Beechnut 70
Doublemint —---_._.___ 65
Juicy Fruit —-..-..._._ 65

Peppermint, Wrigleys.. 65
Se ome Wrigleys —. 65

 

Baker, Premium, %s -
Hersheys, Premium, hs 5
Hersheys, Premium, \%s 36

— a =
CHOCOLATE.
Baker, Caracas, %s —. 37
Baker, Caracas, 4s .. 35
Baker, Premium, %s _. 37
Baker, Premium, %s __ 34
34
3

Runkle, Premium, %s_°34
Runkle, Premium, Y%s. 37
Vienna Sweet, 24s _.__ 1 75
COCOA.

Baker's 466 2 40
DAMOr se 268 36
Bunte, eens 43
Bunte, Be eee 35

pte, i 32
Droste’s Dutch, 1 Ib.__ 9 00
Droste’s Dutch, % Ib. 4 75
Droste’s Dutch, ¥% Ib. 2 00
Hersheys, %s ~-------. 33
Hersheys, %s -- __... — 28
SAN 36
Lowney, %S8 ~----------- 40
Lowney, 4s -.----- — 40
Lowney, %sS ---------. 38
Lowney, 5 lb. cans .... 31
Van Houten, \%s -..... 75
Van Houten, %s 1. 75

COCOANUT.

¥%s, 5 lb. case Dunham 60
448, 5 Ib. case —..____. 48
4s & bs, 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, 60 ft. ...... 0
Twisted pea 50 ft. 1 75

Braided, 50 ft. .... w- 2 75
Sash Cord ~....2.22. --.- 4 00
COFFEE ROASTED .
Bulk
BO ii — 2s
Santos -........... 23@25

BOGGe ee

UO ees
Java * Mocha ...... 39
Bogete, 2... 8
Peaberry

Christian Coffee Co.
Amber Coffee, 1 lb. cart. 30
Crescent Coffee, 1 lb. 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 eerpote
N.Y. per 100
Frank’s 50 pkgs. _.____ 4 25
Hummel’s 50 1 ib. -. 10%

CONDENSED MILK

Eagle, Oe — 9 00
Leader, 4 — 7 00
MILK COMPOUND
ebe, Tall, . doz. —. 4 59
ebe, Baby, 8 7". -- 4 40
Carolene, all, 4 doz. 4 00
Carolene, Baby ----.- 3 60

EVAPORATED MILK

 

Blue Grass, Tall, 48 5 00
Biue Grass, er o 3 75
Carnation, Tall, 5 25
Carnation, Baby, - a 5 15
Every Day, Tan

Danish Pride, tall -. 5 25

Danish Pride, 8 doz. 5 15
Every Day, Baby -._. 4 00
Goshen; NE ih eeu 5 00

shen, Gallon ._.._._ 5 00

Oatman’s Dun., 4 doz. 5 25

Oatman’s Dun., 8 doz. 5 15
EOt, TMA ees 5 25
Pet, Baby, 8 oz. __.. 5 15
Borden’ B, Tan 5 25
Borden’s, Baby --.-.. 5 15
Van Camp, Tall __.. 5 25
Van Camp, Baby -._. 3 95
CIGARS

Lewellyn & Co. Brands
Garcia Master

   

Cafe, 1008 37 50
- Swift
Wolverine. 50m _ 120
Supreme, 50s --... 110 00
Bostonian, 50s -.... 95 00
Perfecto, 50s - 95 00
Blunts, 50s -...._-... 75 00
Cabinet, 50s -...... 13 00

Tilford Cigars

Clubhouse, 50s —-_. 110 00
Perfecto, 50s  -.__. 95 00
Tuxedo, 50s --_--_ 75 00
Tilerest, 508. 2) 385 00

Worden Grocer Co. Brands
Henry George 50
Harvester Kiddies —~. 37 50
Harvester Record

Breaker 0. 75 00
Harvester Perfecto. 95 00
Webstr Plaza --_.-__ 95 00

Webster Belmont___-110 00
Webster St. Reges_.125 00
Starlight Rouse —-_-. 85 00
Starlight Peninsular
00 150 00
La Azora Agreement 58 00
La Azora Washington 75 00
Little Valentine -_.. 37 50
Valentine Victory --~ 75 00

Valentine DeLux —-- 95 00
mS Uoondree. 58 00
R B Invincible ~-_. 75 00
"AOOe 31 00
New Currency ----_.. 35 00
Picadura Pals ~ 2. 25 00
rigs. 18 75

Home Run Stogie _. 18 50
Vanden Berge Brands
Chas. the Highth, 50s 75 00
Whale-Back 0s 58 00
Blackstone  -.-... 0s 95 00
El Producto ecu 75 00

El Producto, ‘Puri-

ae

tano-Finos  ~__---__ 92 00
CONFECTIONERY
Stick Candy Pails
Biguaere 7

Jumbo Wrapped ----
Pure Sugar Stick, 600’s i 0
Big Stick, 20 lb. case 21
ane. 19

Jclmcaiaaeat a

Kindergarten
Kindergarten
Leader
mx Ee,

Cameo
Grocers
Fancy Chocolates

5 lb. Boxes
Bittersweets, Ass’ted 1 75
Choc Marshmallow Dp 1 76
Milk Chocolate A A. 2 00
Nibble Sticks ----... 2 00

 

 

Primrose Choc. ~-.-.. 1 35
No. 12 Choc., Dark ~ 1 75
No. 12 Choc., Light ~ 1 85
Chocolate Nut Rolls — 1 90
Gum Drops Pails
I ee 17
Orange Gums -.-.---.. 17
Challenge Gums ---... 14
Favorite ...--..... ES
Superior ~~~... 21
Lozenges. Pails

A. A. Pep. Lozenges 20
A. A. Pink Lozenges 20
A. A. Choc. Lozenges 20
Motto Hearts 21
Malted Milk Lozenges 23
Hard. Goods. Pails
Lemon Drops -----—- 20
O. F. Horehound dps. 20
Anise Squares ~_--_.. 20
Peanut Squares ~-_-~ 22
Horehound Tablets .. 20

Cough Drops Bxs.
Putnam ss: 2. 1 30
Smith Bros. ...---~.. -- 1 §0

Package Goods
Creamery Marshmallows
4 oz. pkg., 12s, cart. 1 05
4 oz. pkg., 483, case 4 00
Specialities.

 

 

Cocoanut Pin 22
Walnut Fudge ----.... 23
Pineapple Fudge

Italian Bon Bons -_.. 20

National Cream Mints 30
Silver King M. Mallows 32

Hello, Hiram, 24s -... 1 50
Walnut Sundae, 24, Se 85
Neapolitan, 24, 5¢ -... 85
Yankee Jack, 24, 5c -. 85
Gladiator, 24, 10c -... 1 60
Mich. Sugar Ca., 24, 5c 85
Pal O Mine, 24, 5¢ -.

COUPON BOOKS

50 Economie grade .. 2 50
100 Economic grade .. 4 50
500 Economic 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
Five cases os
Ten cases ~.-....-... ate
Twenty-five cases ... 19%
6s and 4s

Less than 5 cases .. 20%
Five cases 1
Ten cases
Twenty-five cases

CREAM OF TARTAR
6 lb. boxes 40

DRIED FRUITS

Apples
Evap. Choice, bulk__.. 14
Apricots -
Evaporated, Choice ____ 16
Evaporated, Fancy —-__- 20
Evaporated, Slabs —_-_-_ 14
Citron
10: 3b. oe 51
Currants
Package, 15 oz. ~----.. 23

Boxes, Bulk, per Ib. — 20

Peaches
Evap., Fancy P. P. ___ 16
Evap., Ex. Fancy, P. P. 18
' Peel
Lemon, American -._. 25
Orange, American _.._ 26
Raisins
Seeded, bulk —_______ 10%
Seeded, 15 oz. pkg. -_ 12

Seedless, Thompson __ 11%
Seedless, 15 oz. pkg. 12
~ California Prunes
90-100, 25 lb. boxes oer

80-90, 25 Ib. boxes _.@10
70-80, 25 lb. boxes ..@11
60-70, 25 lb. boxes ore
50-60, 25 lb. boxes ..@13

40-50, 25 lb. boxes __.@15%
30-40, 25 lb. boxes _.@17

FARINACEOUS GOODS

Beans
Med. Hand Picked __ 07%
Cal, Dimas 11
Brown, Swedish --.. 08
Bt Kidney: oo 09%
Farina
i4 packages - __.. 2 10
Bu”, per 100 Ibs. -... 06
Hominy
Parl, 100 Ib. sack . 2 60
Macaronl
Domestic, 20 lb. box 07%

Domestic, broken, box 05%
Armours, 2 doz., 8 oz. 1 80

Fould’s, 2 doz., 8 oz. 1 80
Quaker, 2 dom 2.3. 1 85
Pearl Barley
Chester (oo 00
00 and 0000 .......... 6 00
Barley’ Grits: 4 25
Peas
BCOtCCH. Whee ge 08%
Bent, the 8 08

Sago
Hast India . 8
Taploca
Pearl, 100 Ib. sacks .. 10
Minute, 8 oz., 3 doz. 4 05

Dromedary Instant _. 3 50
FLAVORING EXTRACTS

 

120 .. % ounce 50
165 ..1% ounce _. 2 00
275 2% ounce . 3 25
240 2. ounce .. 3 00
450 ..4 ounce .. 5 50
775 ..8 ounce 9§ 60
15 00 -.16 ounce —. 18 00
29 00 32 ounce —. 34 00

Smith’s
Flavorings

2 Om. Vanities . 00

2 OF. Semon 2h 2 40

4 02, Vane. 50
Jiffy Punch

3. doz. Carton 2 2 25

Assorted flavors.

FLOUR AND FEE
Valley City Milling Go.
Lily White, 4% Paper
SACK oo
Harvest Queen, 24%
Light Loaf Spring
Wheat, 248 -.._.
Roller Champion 24%
Snow Flake, 2448 __
Graham 25 lb. per cwt
Golden Granulated Meal,
2 Ibs., per cwt.,
Rowena Pancake Com-
pound, 5 Ib. sack.
Buckwheat Compound,
5 lb. sack

Watson Higgins Milling

New Perfection, %s_. 7 40
Red Arrow, %S --..- 7 60
Worden Grocer Co.
American Eagle, Quaker,
Pure Gold, Forest King,

Winner.
Meal

Gr. Grain M. Co.

Bote oo 2 56

Golden Granulated -. 2 70
Wheat

No. 1 Rae... 1 25

Nos 1 White... 1 22
Oats

Cariote oo 47

Less than Carlots -_. 54
Corn

CArlots oo 97

Less than Carlots -_ 1 03
Hay

Cariota 5 6 00

Less than Carlots -. 20 06
Feed

Street Car Feed --. 39 00

No. 1 Corn & Oat Fd > =

Cracked Corn -----.
Coarse Corn Meal -. 39 00

posh ast Soa aaa:

’

acsereaatanee

‘ea ehtaanaen mac
i ASR Lien

 

 

 

 

 

August 1, 1923
MICHIGAN TRADESMAN
mi FRUIT JARS Sheiled 29
ason, pts., per gross 7 85 Almond Pork,
Mason, ats., Danner —- 55 Hea . SALT =
Mason, %4 gal. gross 12 10 "ao toe moe Rub No More, 18 Lg. 4 25 TEA
Ideal Giass Top’ pts. 9 35 Filberts bags —...__... 13% ‘Light hogs uh enraae aie 7 ee 24, es ge —— Cleanser, 48, Japan
ea. lise TGR cats. 11 io pecams oo AM oo ee Ot. Bole. (8 2 96 > cont Ich 1 aa 3 8 . }
Ideal Glass Top, oe ae oem ca mee 18 Med. No. 1,'100 Ib. bg. 2 30 Sani Flush, 1 doz. -- 2 ao 31038
pallon 0 oi Shoulders _........... 12 er Spec... 70 Ib. 95 ; OZ. -—-———= 15 Wancy)
----- H ----------- Packers Meat, Soapine, 100, 12 oz. - . =-2------~---- 62@70
GELATINE Bult + a ee oe 1 Wan Ge ie ca OY 100, Stn on Oe eee 62
pe Foe: ag HUE 3 gat keg a 6 00 Neck bones __------_- 04 Block Ob —— 95 eee ea eee ee See
nox’s Sparkling, doz. 225 Bulk, 5 gal. ke mete BO eae ea” Bs ie Ae a Mets Bataia a 20
oe : 5 : . keg ____ 9 50 Butter Salt, 280 = Sunbrite, 72 doz. —_ : Gunpowder
a eciaud, doz. 2 25 Snes a quozen _. 6 25 PROVISIONS Baker Salt, 280 Ib. DL. 428 Wyandotte, 48 ______- 478 Chee 28
om 4 06 , dozen ___ 3 75 Barreled Pork 100, 3 Ib. T -— Fancy.
Plymouth. White : £ 6p. Jar otal a able -.... 6 07 Spices 8 Oe ye ee 38@40
Quaker, 3 doz 4 70 5% oz. akg 1% fon. i Fi Short Gut Clear 32 00524 to 20, 10 Ib _ Table ~----- 8 57 er Spices Ceyl
eae : Allspic : c e
ao gon. Jar, plain, doa. 2 §9 Clear Family. 27 oo@2s bo «28 Ib. bags, butter —- See ‘eee To ee ee medium -----— 83
Per doz., 6 oz ia 6 oe ene oo ae wryoat Meat nts Cassia. Canton ea elrose, fancy —-_----- 56
face oz. Jar, Stu., doz. -- 00 assia, 5c pkg., doz. @4
JELLY AND PRESERVES ?,0% Jar, Stuffed, doz. t 00 Lard a oe Oi cont aa
Pure, 30 lb. pails 3 80 12 oz. Jar, Stuffed, dz. 5 00 80 Ib. tubs ~-.-advance ott ee eee @20 Goan So ae
Imitation, 30 Ib. pails 1 8 PEANUT BU Fure in tlerces -—.. Mace, Penang —------ @75 one, Cholee: «5 Saree
Pure 7 oz. Asst., doz, 1 20 cree California Hams 12 au Mixed, No. 1 _-_____ es Coa, Foe
Buckeye, 22 oz., doz. 2 10 eo ----advance le cee Gam Gas
go Ib. tubs advance 4 Nutmegs, 70-80 _____ @38 Oolong
JELLY GLASSES reread < Ib. pails advance Nutmegs, 105-110 _--. @34 Medium. 2225 86
8 oz., per doz ao ard hg Pepper, Black ~________ ei, Cee ae
+ oeenn--- 35 3 Ib. me ae noe Ground in Bulk Fancy ---------------. = 60
MAR Allspice, Jamai , .
GARINE Compound Lard ols nee Gives Zancibar on TWINE
e Sausages Cassia, Canton @25 Cotton, 3 ply cone 50
a MOrha 1214 eee Ginger, African ___ 2 Cotton, 3 ply balls So
NYSOA. ives ———--- 12 ef pereney) Mustara <0 2 oo Wool, 6 ply alls -_-_ 52
ea Frankfort _____-______. 16 SS Mace, Ponane oS 20
OLeoMaRGanine 8 ont Car:Mo Brand Pork ..------——_ 18@20 Nimmegs pag VINEGAR
cane aeons 24 1 Ib. ace. in case 3 30 h bry ee 11 Per case, 24 2 Ibs pepper, piace @ig Cider, 40 Grain 22
42 pauls ----_-- : 75 ngue -~----.----—--. 11 Five cas 1 - -- 2 40 epper, White — ___ @28% White Wine, 80 eee
CL 575 Headcheese —--------- i e@ lots ---__- 330 Pepper, Cayenne =? @ih White Wine, 40 grain i7
Il. VAN WESTENBRUGGE i! >. his me OO Evans in SOAP Paprika, Spanish -_- @42 Vakland Vinegar @ Pickle
Carload Distributor 25 JD) pate 226 18% Hams, 16-18" 1b. _-21@ 8 pe eae nik vn Seasoning Co.’s Brands.
a tine eee eee CO Ment nity, 100 box 6 00 Celery ae ke ee Coens £00 et eo
PETROLEUM P Sets -.-------- 38 @39 Flake White, 100 box 60 Soco tor 95 Oakl a White Pi om os
oeniots California H ; Fels N box 455 Onion Salt __--_-_— 90 = ee
MATCHES. Perfection Kertron, Bartels Pinte oo ee io gg 2 apg dee oe 135 No charge for packages.
Diamond, 144 box Red > Kerosine __ 12.6 ams _ R e Na. 100s 5 00 Ponelty, 31%, oz. _.. 1 35
Blue Ribbon, 144 box io Bates Hama = 34 Gar oe ae oo wo ae ee
searchlight, 144 box. § 00 Gas Machine dessitae = ‘3 Minced Hams -- 14 @15 swift Classic, 100 box § 28 Laurel Leaves -----. 20 No. i per Bross "=--- 108
Stick, (8 Bacon 7s ; jorau Lon oe oe
fed Weert Te te ete Capitol Cringe” Gea -—- 3 @i ool, 100 bos Go ae 8 Ne fe mes eae
Q eet Matches. Peek Red Engine_ 232 pomeiene ---- 23 00@24 00 Fairy, 100 box _____- 5 2 Thyme, 1 (me 2S a Pesci Hane ee aa a
uaker, 5 gro. case 4 75 inter Black na, 13.7 ump, new __ 23 00@24 00 fee ee 100 box 2277 a5 | LUmeric, 2% oz. ---. 90 Rochester, No. 2, doz. 50
MINCE MEAT. Condens ince, Meat tae. c0s tos "bo a Stoner Rechee ns ee Oe Bee
Nene Ge 8 ae a 8 oO arine Sonatas No. 1 car. 200 Pummo 166 he ee 490 iG Corn ayo, per doz... =. 80
Guakee t tick. pane 3 66 Condensed Bakers brick 31 Seactenst 100 box 5 6 ngsford, 40 Ibs. ____ 11%
Libby Kegs, *Wet, Ib. 24 ae SM Getiae Ger ce act. 3 00 ie ee 03% WOODENWARE
Iron Barrels Pig’s fons Grandpa Tar, 50 Lge 3 Cre: 8.2 Ib. pkgs. -- 3 90 _ Se
MOLASSES. Medium Light < ‘ Din. ee SG Fairbank Tar, 100 fc 35 ream. A48-f 2b 4 80 Busheis, narrow band
ae 58.2 [in ake 215 tTrilby, 100, 13 x : ° Quaker, 40-1 7 wire handles --.---__ 1 90
late 64. Ubigs 700 Williams Barber Bar, 9 Ace Gloss Bushels, narrow band
= heaey 2 re 1 bbl. --__-_________ 14415 Williams Mug, per ae a Ate z ; a DEES. -- 3 90 BB: handles _-_--- 2 00
i é reser i ’ oe 4ATSYU, lé ie vi
Pino, 4 8. cans doz. vig Kits, 15 ao 90 Proctor & Gamble. a ne pkgs. 7. 3.10 Market, drop handle. 75
Fok 8 oz. cans, doz. 1.90 “ bbis., 40 lbs. _----- 1 60 a ao assorted mete ar = ie Mareee emaie bane?
Regt doy PG 1 ib €7 % bbis., ” 1OR 300 Chipso, 30. = Sonar 6 40 Tiger, 48-1 oe - Splint, fae ee 2%
x, mY, ees i m: z Ort —~-------~. 5 SpNnt, 1argee --------—
Parowax, 20, i ib: i z1 Hogs, per i. Ivory, 100, 6 oz. __- 6 50 Tiger, 50 Ibs. -----__ 05% SPlint, medium ---__- 7 80
HL Bee nd act aaae NOT By ooh 1 38 a ee se
es, set__ 25@30 Ivory’ Soz + neo 50 hurns.
Sheep, a skein 1 75@2 00 ies aoa girs yo : . Bact i gal., each__ 2 40
Fancy H aor Lenox, 100 cakes’ 3 ee 3 to 6 gal ee each 2 56
_ Gold Brer Rabbit Blue uae eae 07% Luna, 100 cakes _—__ 3 15 Eg oe
No. 10, 6 cans to case 5 35 Blue Rose "05% BP, & G, White Naptha 4 50 wo, 1. SMe es as
Oe a a | Oe a 4 , 0. 13. cak N : i se
No. 2%, 24 cans to cs. 5 te te ROLLED OATS Star Nap. Pow. 60-165 3 és ie 2, coe Carrier__ 10 00
No. dik $6 cana to ce «55 eel Cut, 100 lb. sks. 4.75 Star Nap. Pw., 100-12s 3 85 Noes Sue Ege Trays 4 50
Silver Flake, 10 Fam.190 Star Nap. Pw., 24-60s 4 85 a SS
Green Brer Rabbit Bonet’ 7 eee hee eon oe
rea - i mily -_ 2 65 jan spring ---_-__- 2
ee Soe Mother, tbe gars gap CLEANSERS. coronene Rolie pst ip #
. , f S e, % . 2, pat. Dd
— tg _ cans to es. 4 40 Sacks, 90 Ib. Jute ie 5 0 IT Penick Golden Syrup Ideal. No. oe 2 00
: 11%; 36 cans to es. 3 75 Sacks, 90 Ib. Cotton _. 3 00 eon eee 290 [2 om: Cob Meg Heats =
Aunt Dinah Brand. SaLE RATS 24° a4 io Bee 3 20 1602. Ct = Heads 3 00
No. 10, 6 cans to case 2 8 3 m an ammer .. 3 75 LENZER 24, 1% Ib. cans ------ 220 1 nize
a. 5.12 cana to cane 2 = ates 12 pt. cans 2 70 SAL SODA Cc So a oe ---- 2 60
eek oe 24 cans to cs. 3 35° > ae cee 4 08 —— bbls. 2. 275 6, a Syene 14 at. Galvantaed Bate ~
0. 114, 36 ranulated, bBo 3 40 : Flari ee
¥%, 36 cans to cs. 2 90 PICKLES Gienuintsd a ae Bs 2 10 he cme 2 66 12 qt. Flaring Gal. Ir. 5 50
Medium Sour packages a 24, 2% lb. cans -_ 275 1 at Tim Dairy .__ 4 90
" New Orleans nore 1,200 count __ 16 00 ae 2 40 24, 1% Ib. cans 2&6 12 qt. Tin Dairy .....5 00
Choice bust Metts Tr gun cege bs Pee Ci 15 Penick Maple-Like Syrup Mou a
~--------~-------- 42 gs -... 675 Tablets, 1 lb. Pure ___ 19 . 10 Ib. cans -------. 4 15 on ~~ 4 holes -_ 60
allt baviele to eta "30 gallon, 5000. Tablets, % Ib. Pure, aoe we oe “4th Monee Gm, 6 nel ae
30 gallon, 3000 ---__- on ee or 24, 2% Ib. cans ----—- 168 Tee nose ee
Mistiieds ie Cans Page te Te ---~--- 50 ao boxes, Pure _.-_ 26 = ee 305 Rat, saxinas Vie ee Z
Rel Man 24. 9 bs 37 ore 14 50 Whole Cod ~--______._. 12 Cor Motes oe
Pee ee ee i ee 000 ine, i —— Wikes Ee Ua gee No. 1%, Tubs
Red a ae ns = Size, 15 . i 9 Se M. Keg, —_— ee 115 ee a a ea 2 eo Ecce Galcaed = Ss
oe Hen, 6, 10 Ib. - 3 00 Cob, 3 dca’ ee oo@1 20 ~: M- ‘Halt bbis. 8 50 Blue Karo, oO. 1 dz. 315 Medium Galvanized -. 7 75
Giueer » 24, 2 Ib. 3 - M. bbls. --------- 1650 ~wrild Ges Red Karo, No. 1%, 2 95 aoe
Ginger Cake “0 a. Ib. 3 60 eos teas, cor ers KKK x, Norw 9 Red Karo, me 2 Banner ~—
ai gh . 3 60 ‘ ple ee gs Lh Céad Karo, No. 6, ¥ du. 6
Ginger, Cake, 6, 10 Ib. 3 33 Blue, Ribbon —-————- 240 KEK K: Norway — 2000 20 can cases, $5.80 per case fied Karo, No. 10. 4° ep Brass, Single WW 1 80
O. & Le 1205 4 <c:s wae. 435 ee meh, “poxes _- 1,00 WASHING POWDERS a 4k Doubie Peerless --_--- 9 50
i ‘ ce f ss ’ . (ea : © LCG ce eg ete i Eh as eR TN Cc py
Q. & 1. 12-5 Ib. ---- § 00 Babbitt's 2 doz. 315 pp hake, Herring ee ee  ceanee, Maple Flavor. ates Gu ee
Dove, 362 1k Whois § 60 oe 466 fa. 680 Ciemeiine f dos zi 3 25 oes. No. 1%, 2 doz. 3 05 ace Queen 6 25
Dove, 24 2% Ib Wh. L 5 20 = MEATS T Mackerel Grandma, 100, 5c __.. y ms Range, NO. 5,1 doz. 4360 (20) a a 8 25
Dove, 36, 2 lb. Black 4 30 Top Steer _— ee ee ee Grandma, 24 Large _ 4 00 mente. oa
Dove, 24, 2% Ib. Black 3 90 Good Se ae an ubs, 60 count ------ Meet ic te OG ee toe bin ,¢
e, 6, Bl Geis if. G Retin | pean 0Z., Ofer ee
Boe ee es ee ee eae en une ste 08 Se a ee ee ee 6 69 16 in, <n 2 80
. Steers eif.10@12 5 E ; Jinx, 3 doz. ae a lb, Ido, --.. 11 40 Wood B
NUTS. a Cows. 2 nt ee La oe el a : 50 Maple and Gane 13 in. Butter owls aa
Whole Ton 83 EZ é e, doz. -_. 135 Luster Box, 64 z. 360 Kanuck, per gal 1 15 in. Butter _________
Almonds, Terregona_ an ee 12 Dri-F ombination, dz. 1 35 Ceo 875 Sugar Bird, 2% Ib., 6 2 ia Hatter 7.
Brazil, Large ee ey Madi: (a ieee. 09 Bixb ‘oot, doz.. --_.-_ 2 00 2 doz t y 9 19 in. Butter __._____ =o
Fancy mixed 5 Gommon oo ee Sh oe DOR 1 35 Sugar “Bird. 8 -------- oo (‘? in. Butter --~--___ 25 00
Filberts, Sicily ie --------- 03 inola, dag. 2 90 Nee Pris watts doz ees ‘ 12 00 WRAPPING PAPER
Peanuts, Virginia, raw 11 Top : Wiassine oe ca ae Maple. Fibre, Manil i
Peanuts, Vir. roasted 13 ed ee 16 lackine, per doz. __ 1 35 Michigan : No. 1 Fib a es
Peanuts, Jumbo raw 13% Medium —------_-- - Black Silk Liquid, dz. 1 40 Weick, | per sol 4 puteh a aa 07%
Peanuts, Jumbo, rstd 15% ##  #### Lamb. 13 Black Silk Paste, doz. 1 25 » per gal. ---. 2 60 cat Manila -~--.. 06%
Epeeee 2 say —---———- 2 Goud a ane re doz. 1 35 wate sauces a
8, Jum ee RO Baan eee 32 e Liqu dz. 1 35 Lea & Perri
We ae ota EZL : errin, large__ 6 0 YEAST CAKE
alnuts, California _. 28 oe ee a0 Bagel, ocr a doz. : - Miracle C., 12 oz., 1 dz 2 25 ce = Perrin, aaa 3 38 Magic, 3 doz 70
Be ’ Bo es Mer eee * SF Soe nerens
i ec Secli : tins Mutton. ” esa ‘etaee Lineal. oo 2 = ee es Clean, 4 dz 4 00 Foe Mat 4 { Sunlight Mg Fy ies : be
NA to eu Met Vulcanol. No. 5, d ueen Ann, 60 oz. -. 2 40 SCO ~-----------=-— 275 Yeast Foam, 3 doz.
JUMBO wewee--—eenees 29 © POOT amwernnnnnneennne 13 Vuleanol, No. 10, dos. 136 lub No More, 160, 10" Sho You, 9 oz, doz. 270 Yeast Foam, 1% doz. 1 35
nti hey 85 Rub No More, 1 A-1, large
i oil, per doz. 3 00 ore, 00, 10 A- . sm: $7] Shore caer ce germ 5 75
er ox. Chases he 325 YEAST—COMPRESSED
Soe eee ee 1 90 Fleischmann, per doz... 28

 

 

    

   

 

 

 

 

 

 

 

 

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30

eae eens etter ina endionane tr ieee eeinsemmeeNiaetnte Teds serene erenesNiEienL onanism inane esinieNeente
”

MICHIGAN TRADESMAN

 

August i, 1923

 

Foods Which Can be Used in Tasty
Souffle.

Only a French chef can make a
souffle. I never would dare attempt
one. They sound so _ hard.”

It was an old housekeeper who
said this to me. I have found many
skillful and experienced cooks who
shrink from the souffle but think
nothing of puff paste -and other really
hard things in the cooks’ repertoire.

Nothing hard about a souffle; all it
requires is a bit of care. And the
dish is so useful, so palatable, and so
convenient to ‘dress up’ an other-
wise commonplace meal, that the
home-maker ought o have it at her
command—at her finger tips.

All that the magical French chef
requires of his souffle is that it shall
be as light and fluffy as his beaten
whites-of-eggs can make it. You can
do that too.

There is no mystery about cook-
ing of anything. The trouble with
many cooks is that they imagine an
ingredient of a mysterious kind be-
yond their control. Generally they
call it “luck.” If something they are
cooking turns out badly, they say
they “never have any luck” with
that particular thing. But “luck’’ is
one thing that doesn’t belong in cook-
ing. Given the same materials, the
same treatment, the same _ tempera-
ture, and the result is absolutely in-
evitable. That is true of the souffle.

Cheese souffle is now quite com-
mon for luncheon and supper; served
hot, puffy, and brown in a_baking-
dish or small ramekins. Always bake
souffles in a moderate oven, with
the dish set in a pan of hot water
while baking. Here is one with to-
mato in it, and no mystery:

Cheese and tomato souffle—Melt
two tablespoonfuls of butter, add two
tablespoonfuls of flour, one-quarter
tablespoonful of salt, soda, and pay-
rika, one-half cupful of strained to-
mato juice.

Boil five minutes, then add one
cupful of grated cheese, and, very
gradually the beaten yolks of three
eggs.

When well mixed fold in stiffy-
beaten whites of the eggs and turn
in a buttered dish to bake from 20
to twenty-five minutes. (This is sim-
ply a modification of my old recipe,
which called for milk in-place of to-
mato juice. No mystery—just sub-
stituting a different liquid.)

Hominy Souffle—Mix one and one-
half cups cooked hominy with the
yolks of two eggs, one cup of milk,
half teaspoonful of salt and one table-
spoonful of melted butter. Fold in
the whites of eggs beaten. Pour
into buttered pan, bake for about
thirty minutes. Try other cereals as
well as hominy—why not?

Sweetbread Souffle—Make a white
sauce, by melting one tablespoonful
of butter, one tablespoonful of flour,
and one cupful of milk: sal‘ and
pepper. Cook and add one-quarter
cupful of bread crumbs, one cupful
of cold cooked and chopped sweet-
breads; the yolk of one egg and
celery salt to taste. Mix we'l fold in
the beaten white of egg, and bate
in a moderate oven about 25 minutes.

Rice souffle makes a plesant change
from boiled rice as a vegetable plain,
Easy enough:

Cook one-quarter cupful of rice in
two cupfuls boiling salted water for
15 minutes. Drain. Add one cupful
of milk, one-half teaspoonful of salt,
one tablespoonful of chopped celery.
Cook 10 minutes in a double boiler.
Remove from fire, add one _tables-
spoonful of butter, yolks of two eggs.
Fold in the beaten whites of eggs
carefully. Bake about 20 minutes.

Lentels make a very: good souffle.
We do not eat enough lentils—the
French use them much. They are
full of nutriment. I use them often
for a soup, soaking them overnight,
and after boiling slowly and straining
and making a puree, the pulp can be
made the foundation for a souffle.

Lentil souffle—Start with a cupful
of lentils; soak overnight, cook and
strain and have your puree. Then
for the souffle, add to the pulp 4
cupful of milk, one teaspoonful salt,
one-quarter teaspoonful of pepper,
one tablespoonful of butter and the
yolks of two eggs. Beat and fold in
the whites of the eggs. Pour into
buttered dish and bake about 30
minutes.

Almost any kind of a bit of meat
left over iand ground up, if about
a cupful, will make the base of a
good souffle. Chicken, minced beef,
lamb tongue or ham—no limit to the
possible variety. The seasoning will
vary, as a mater of common sense—
onion juice, chopped parsley, as you
like. With salt meats, a cupful of
bread crumbs is desirable. Mix your
cupful of meat with your white sauce
as in other souffles, add yolk of eggs
beaten whites folded in, and bake
carefully.

Rice, lentils, hominy, are not the
only vegetables that can be used;
almost any sort can be disguised in
a souffle. Onions, turnips, squash,
spinach, once cooked and soft can be
made into souffle with the aid of
white sauce as above.

Not only these—you can use fruits
try a cherry souffle, or peaches, or
berries. The only unusual ingredient
is a laugh and a little ingenuity and
initiative.

Cherry souffle—Melt two _ table-
spoonfuls of butter. Add four table-
spoonfuls of flour. One-quarter tea-
spoonful of salt. Cook until frothy
Add three-quarter cupful of m’lIk,
one-quarter cupful of cream. Cook
ten minutes, then add one-half cup-
ful of bread crumbs, the grated rind
of one-quarter of a lemon, yolk of
two eggs well beaten with one-
quarter cupful of sugar. Add lastly
one-half cupful of stoned cherries.
Fold in the whites of eggs. This
may be baked in oven or steamed.
Steaming takes one and_ one-half
hours; baking takes half that time or
less

The main thing in cookng is not
to, be afraid of it and to realize that,
like chemistry, it is an exact science.
If it doesn’t come right, you didn’t
do it right. Prudence Bradish.

(Copyrighted, 1923.)

CHINNICK’S
RESTAURANT
41 IONIA AVE.

Just North of the Tradesman Office

 

 

 

 

CHICAGO,

R. & F. Brooms

B. O. E. LIN?:

Prices

Special 2. $ 8.00
No. 24 Good Value 8.75
No. 25, Velvet __ 10.00
No. 25, Special __ 9.50
No. 27, Quallty_ 11.00
No. 22 Miss Dandy 11.00
No. B-2 B. O. E. 10.50
Warehouse, 36 Ib. 11.00
B.O.E. W’house,

ae 18. 10.50

 

Freight allowed on
shipments of five
dozen or more.

 

 

All Brooms
Guaranteed

 

Rich & France

607-9 W. 12th Place
ILLINOIS

 

 

REFRIGERATORS

for ALL PURPOSES
Send for Catalogue

No. 95 for Residences

No. 53 for Hotels, Clubs,
Hospitals, Etc.

No. :*% :.r Grocery Stores

No. ©: for Meat Markets

No. 75 for Florist Shops

_McCRAY REFRIGERATOR CO.

2344 Lake St., Kendaliville, Ind.

 

 

 

Calking

TOOLS

H. T. BALDWIN

1028 Fairmount St., S. E.
Citz. 26388

Plumbers’

 

 

SCHOOL SUPPLIES

 

Pencils
Tablets

Paints

Ruled Papers, etc.

 

WRITE US FOR SAMPLES

The Dudley Paper Co.

 

LANSING, MICH.

 

 

Chocolates

Package Goods of
Paramount Quality
and
Artistic Design

 

 

 

sales.

  
 
 

GROCERS—Your profits come from
what you sell, not from what you buy.

Hekman baked goods bring profitable

ekman Discuit (0

Grand Rapids, Mich.

oceania: Ssh

 

 

 

 

August 1, 1923

MICHIGAN TRADESMAN 31

BUSINESS WANTS DEPARTMENT | The Old Reliable =<...

: p in West Michigan
Advertisements Inserted-under this head for five cents a word the first

Insertion and four cents a word for each subsequent continuous insertion. i

If set in capital letters, double price. No charge less than 60 cents. Small

dispiay advertisements in this department, 63 per inch. Payment with order

Is required, as amounts are too small to open accounts.

 

 

 

 

 

 

 

 

 

 

 

Wanted—To hear from owner of good
business for sale. State cash price, full

 

particulars. D. F. Bush, Minneapolis,
inn. 233
Large progressive Detroit wholesale

dry goods house can use some experi-
enced young men for notion department.
Splendid opportunity for live wires.
Others need not apply. Address No.
1000 care Michigan Tradesman. 1000

 

FOR SALE—Shoe store and electric
repair outfit in connection handling all
kinds of shoes. Established for twenty-
six years. A very lively town. Good
reasons for selling. Wish to sell at
once. A very good place for anyone.
This store has been a big success. Ad-
dress No. 271, c-o Michigan oe

 

FOR SALE—A good
groceries and fixtures

clean stock of
in a good town

 

of 10,000. A good business established.
Write Lock Box 29, Iola, Kansas. 272
FOR SALE—General store in best
farming section in state. Town 600.
$33,006 business with $8,000 stock. Dry
goods, groceries, shoes, hardware,
specialties. Stock very clean. $50

month rents double store.
in one store, $25 month.
health.
No. 273,

Can combine
Reason selling,
Must change climate. Address
care Michigan Tradesman.

27

 

DISPLAY MAN AND CARD WRITER
—With three years’ experience in ad-
dition to special training. Will accept
position at once. Can put out artistic
also business-getting windows. A hustler
with a clean record and references, at a
moderate salary. Walter Van Stett, Box
31, Milan, Wisconsin. 274

 

Wanted—General merchandise or gro-
cery stock in exchange for resort prop-

erty and farm of fifty acres, clay loam
soil and some fruit. Bighty rods front-
age. Two five-room cottages. Large

boat livery on one of Michigan’s most

beautiful lakes of 2,000 acres. Gravel
roads. Deal with owner. Address No.
275, care Michigan Tradesman. 275

 

We conduct stock-reduction or com-
plete closing-out sales for retail mer-
chants anywhere. Terms reasonable.
Greene Sales Co., 216 KE. Main, Jackson,
Michigan. 276

WOULD LIKE TO GET IN TOUCH
with young man or middle aged man who
is able to take half interest in $10,000
stock general merchandise and have
full management. Must be reliable and

 

 

competent. In a small town, fine farm-
ing country. Twenty miles from Okla-
homa City. On account of rheumatism

I would like to be out most of the time.
If interested, write me for full particu-

 

lars. Wm. McMullen, Jones, Oklahoma.
277
WANTED—DRY GOODS SALESMAN,

DEPARTMENT manager and buyer for
large country department. store. Must
have had considerable experience in dry
goods lines in good stores and come well
recommended. Splendid opening for an
energetic, ambitious, clean-cut young
man who can produce results. Give full
particulars, age, references, Salary de-
sired to start in first letter, stating
when change could be made. J. G. Zim-
merman & Sons Co., Niellsville, Wis-
consin. 278

 

SILVER Black Fox—$300 gets pedi-
greed pair or $1,000 in fur farm, or both,
Kotke Farms, Rodney, Mich. 279

 

 

FOR RENT—New, up-to-date store
room with steam heat and water fur-
nished. Choice location for city and
country trade. Reasonable rent, to re-
liable party. Enquire of Meyer M. Levy,
216 N. Mechanic St., Jackson, wos

8

 

How would you like a grocery business
doing from $450 to $650 a week in a
wide awake business town? Address No.
281, c-o Michigan Tradesman. 281

 

FOR SALE—Grocery stock and fix-

tures in good location with lease of
building, $1,500. 701 Hoyt St., Muskegon
Heights, Michigan. 282

 

Meat Market—Must sell by Aug. 21.
Town of 1,000 in Southern Michigan.
Sales $60 to $70 daily. Selling seventy
to ninety quarts of milk daily. Fixtures
$1,500. Address No. 283, ¢-o Michigan
Tradesman. 283

SALESMAN WANTED—The Richard-
son Garment Co., Kalamazoo, Mich.,
wants a real salesman familiar with the

better grade ladies ready-to-wear: one
with established trade through the
Eastern part of Michigan. Commission
basis.

 

For Sale—Grocery fixtures, including
cash register, located at Wayland. Ad-
dress J. W. Kraft, Administrator, Cale-
donia, Mich. 28

 

For Sale—One of the best grocery and
meat markets in the State. Average
yearly sales for past five years, $121,193.
Up-to-date equipment, ice machine, re-
frigerator counters, latest scales, ete.
Under same management past twenty-
two years. Best of reasons for selling.
If interested, address No. 259, c-o Michi-
gan Tradesman. 259

 

For Sale—Good, going, fully-equipped
restaurant, town of 35,000, located in
down town district. Gets best class of
trade. Good lease on building. Write
A. G. Niles, 2114% Huron Ave., Port
Huron, Mich. 260

For Sale—Wholesale and retail flour,
grain and feed business, large ware-
houses, office and tracks, and stock of
goods on hand. Will pay to investigate.
A. G. Niles, 211% Huron Ave., Port
Huron, Mich. 261

For Sale To Close An Estate—800 acres
of muck land adapted for hay or
pasture land, at the source of Maple
river in Emmet county, Michigan, $5,000.
Liberal terms if desired. G. . Gould,
Administrator, Harbor Springs, meee

 

 

Pay spot cash for clothing and furnish-
ing goods stocks. L. Silberman, 1250
Burlingame Ave., Detroit, Mich. 566

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.

 

 

For Sale—87 foot frontage on main
street, 180 foot frontage on side street.
Fine maple shade on side street. Stoce
building 22x100 feet occupied as feed
store. Small store building on corner
which is used for millinery store. Large
horse shed, room for four teams. This
is the best location in the city. Price
$7,000. Stock in store consists of flour,

feed, hay and groceries. Will invoice
$2,000 to $3,00U. Address No. 208, c-o
Michigan Tradesman. 208

 

For Sale To Close An Estate—Cream-
ery building and equipment at Harbor
Springs, Michigan. Terms” given if
desired. N. Goulds, Administrator,
Harbor Springs, Michigan. 142

 

For Sale—Restaurant and ice cream
parlor. Everything new. $800 profit
last month. Reasons for selling. Ad-
dress No. 255, c-o Michigan ———

5

 

EXCHANGE—I have 120-acre farm,
good soil and buildings, close to Jack-
son, Mich., which I wish to trade for
merchandise. A. Imerman, 4716 W. War-
ren Ave., Detroit, Mich. 256

 

‘Will sell complete stock of general
merchandise, located in one of the best
small towns in Southern Michigan.
Owner wishes to retire. Doing an ex-
cellent business. Address No. 262, ec-o
Michigan Tradesman. 262

 

For Sale—By owner, grocery store,
stock, and residence in Dowagiac. Good
business. Good reason for selling. Ad-
dress No. 264, c-o Michigan aoeeean

 

Fixtures Wanted—What have you in
good store fixtures for sale. A. L. Red-
man, Olney, II. 265

Wanted To Buy—Saginaw auto camp
trailer. T. R. Graham, Cadillac, oe
7

 

 

MICHIGAN DRUG STORE FOR SALE
—KEstablished forty years. Reputation
the highest. Excellent business, in a
fine village, fifteen miles from Jackson.
No opposition within radius of ten miles.
Owner just died. Stock invoices $5,000.
Doing $12,000 business a year. T'wo-story
building and stock for sale at $4,000.
Address Mrs. Edna L. Tenney, Hanover,
Mich. 269

FOR SALE—CLEAN STOCK of dry
goods and furnishings in manufacturing
town of 50,000. First class location. An
UNUSUAL opportunity. Take about
$12,000. Address No. 253, c-o Michigan
Tradesman. 253

 

We've taken pain and high price
and economy.

New System Dentists

out of Dentistry and substituted comfort

After all, there’s no piace like the New System.

 

 

41 Tonia Ave. in G. R.

 

Just a Step South of Monroe Ave,
One Flight Up; Write for Information.

 

 

 

 

 

Sand Lime Brick

Nothing as Durable
Nothing as Fireproof
Makes Structures Beautiful
No Painting
No Cost for Repairs
Fire Proof
Weather Proof
Warm in Winter
Cool In Summer

Brick is Everlasting

Grande Grand
Rapids
Saginaw Brick Co., Saginaw
Jackson-Lansing Brick Co.,
Rives J

Brick Co.,

 

Signs of the Times
Are

Electric Signs

Progressive merchants and man-
ufacturers now realize the value
of Electric Advertising.

We furnish you with sketches,
prices and operating cost for the
asking.

 

 

THE POWER CO.
Bell M 797 Citizens 4261

 

 

 

 

 

THE N
For Your

Famous

medium good bread. But

grew before.

superior wheat and milled
process. It is clean. It
please you better. You'll

Lily

A GOOD RECIPE FOR
NUT BREAD

1 egg, 1 cup sugar, 1 cup
sweet milk, 1 teaspoon salt,
1 cup nuts, 4% cups Lily
White Flour, 4 level tea-
spoons baking powder. Mix
well and let stand twenty
minutes in two pans nine
inches long, four and three-
quarters inches wide, three
inches deep. This amount
just fills these two pans.
Grease pans and over top of
loaves with melted butter;
bake in moderate oven until
done. (Use one-half cup of
flour to knead in soft dough.)

being placed in position to

 

 

Poor bread for dinner won’t help out Friend Husband’s
disposition after-a hard day at the office.

is delicious to. the taste, good to eat, and satisfying all the
way through brings forth a smile where only a grouch

Lily White is the finest flour you can buy. It is made from

triumphs and you'll please the whole family. Just see!

‘*The Flour the Best Cooks Use”

   

Have Lily White in your Flour Bin

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.
by carrying Lily White Flour in stock at all times, thereby

ing to create for Lily White Flour.

for Flavor

Neither will
an excellent bread, a bread that

by a most careful and extensive
has wonderful flavor. It will
be delighted with your baking

White

OUR GUARANTEE

We Guarantee you will like
Lily White Flour, "the fiour
the best cooks use" better
than any flour you ever
used for every requiremert
of home baking.

If for any reason whatse-
ever you dc not, your dealer
will refund the purchase
price. He is so instructed.

You will profit
supply the demand we are help-

 

 

 

 

 

 

 

 

32

DIFFERENCE IN HARD TIMES.

The disappointed wheat grower of
1923, who was recently driving over
the good roads of Minnesota in his
automobile to applaud the speeches
of Magnus Johnson and register his
resentment over the low price of his
product, would scarcely be recognized
by his grandfather who settled there
in a day when dollar wheat meant

millennium, while crop failure or very -

low prices often resulted in prompt
foreclosure of a mortgage. Without
attempting in any way to minimize
the importance of a profitable price
for farm products or to question the
farmer’s good faith in stating his
grievances, it is none the less worthy
of note that the present-day farmer
will not suffer the utter ruin which
so often sent the earlier pioneers
pouring back out of the West, broken
spirited.

Most of the mortgages on Middle
Western farms to-day provide long
periods for payment, at comparatively
low rates of interest. One bad crop
year will not rob the farmer of his
invested principal nor turn him out
a landless wanderer. It will prob-
ably not even result in the loss of
his automobile. Nor should it, for
the automobile is a necessity on the
farm. ‘Fhe farmer of to-day is more
nearly in the position of the mer-
chant who has had an unprofitable
season. He quite naturally doesn‘t
feel cheerful as he contemplates his
position, but he is still a going con-
cern.

This fact speaks eloquently of the
changes—however slow and _insuf-

SUUVINUATUONUOAGUOAUEUGUOASEOGUOASEUUAUOASOOSEOGOEASUOGHEUASEOGUOASOUGGROOUOOSEU OUEST

INIUUOUNCUNUUAEGUEUURGNAVUELUANULATUAUNU EOE

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puta absence adearenaegibscmedias easmaeen ate ouanismues ead caseaeacmnetemmtaeeei cee ee eee ee

MICHIGAN TRADESMAN

ficient—in the economic condition
of this country, as compared, let us
say, to 1893. Wheat may be un-
fairly ‘and unfortunately cheap, but
there is some sort of a market, and
the same thing may be said of corn
and hogs, sheep and cattle. Within
the memory of many living men
there were times when there was no
market at all. Not infrequently cat-
tle were slaughtered on the ranches
for the hides, the carcasses being left
for wolves. In the romantic fiction
of our West we seidom read of the
dashing cowboy receiving no wages
for nine months or a year at a time
because the whole ranching country
was broke. But that happened.

It is, therefore, a matter for con-
solation that in spite of conditions
both beyond and within the control
of men that weigh heavily upon agri-
culture to-day, disappointment is a
more accurate word than tragedy to
describe what has befallen the 'pro-
ducer.

LAST HOME OF MARK TWAIN.

Our greatest humorist lived only
two years in the villa which he had
built, in 1908, at Redding, Conn.,
and which went up in flames last
week. Though he wrote part of his
autobiography and some essays there,
it is not connected with any of his
best literary work. Most of that
came from Hartford, where he lived
seventeen years a near neighbor to
Harriet Beacher Stowe. But the
house was port after storm for
Mark Twain—his first and last set-
tled home after the ten years of
travel that followed the. breakdown

of his publishing venture and the
several years of temporary residence
in New York. A costly. structure,
with wide grounds, it was a symbol
of the return of prosperity after his
disasters, and he took pride in it as
such. One of the pleasantest por-
traits in Paine’s biography shows
him settled comfortably, with his
Pipe in the glow of the fireplace of
his library there. A sadder interest
attached to it as the house where
his daughter, Jean, died and he
wrote his fine exequy in his first
grief. It was the house to which he
was himself brought, dying, from Ber-
muda the following year. Florida,
Hannibal, Elmira, Hartford, Redding,
—it is too bad to lose any of the
homes with which Mark Twain’ was
associated.

 

Flour Good Property at Present

Values.
Written for the Tradesman.

During the past three or four
weeks the trade has assumed an at-
titude of expectancy, anticipating
lower prices on flour than have pre-
vailed during the past five or six
years, and flour to-day is selling at
the lowest point since 1917.

While it is possible there may be
an additional slight decline, it is very

-doubtful if flour goes much lower.

Mill feed is $5@6 per ton higher
than a year ago and undoubtedly
will decline. This is equivalent to an
advance in flour of 15@20c per barrel
on an even wheat market.

' Farmers are grinding up a great
deal of wheat for feed on account of
the high price dairy and mill feeds,

THE WOODHOUSE Co.

GRAND RAPIDS, MICHIGAN

The Only

 

Exclusive Wholesale Tobacconists

In Western Michigan

2

WE CARRY A COMPLETE LINE AT ALL TIMES OF
Cigars, Cigarettes, Smoking and Chewing Tobaccos, Snuffs, Pipes

and all Smokers’ Articles.

OUR LINE OF BAR CANDIES ARE UNEXCELLED.
Try Our “Romance Chocolates”

We feature El Roi-Tan, Chancellor, LaPreferencia, Geo. W. Childs,
Hemmeter Detroiter, Miss Detroit Cigars.

FUQDOGHVUODAGAOUROUAEONADUUUOAOOUGAOOOOUEAGUOAGAOEAGGEROEGGGOOEEGOOOUUGOGUUOUEGGOAOGOGO AAA EG AAAS

August 1, 1923

and this is. another bullish factor on
the long pull.

We are firmly convinced flour will
bring more money in ninety’ days
than is being asked for it to-day and
the trade will do well to watch mar-
kets closely; in fact, it appears ad-
visable to protect part of your re-
quirements for the next ninety days at

‘present prices leaving a portion to be

protected within the next thirty days,
during which period, if there are to
be lower prices, they, undoubtedly,
will appear.

All in all, flour to us appears good
property at present values. We be-
lieve values will be higher during the
next ninety days.

Lloyd E. Smith.

 

100% Pure Wool
Blankets

Dark Colors
Size 66 in. x 84 in.
Weight 4 lbs.

Fine and warm for camp-
ing and other outdoor
uses.

Very low price on
quantities.

 

Columbiaville Woolen Mills
Columbiaville, Michigan

 

 

 

TACUTENUQUUUVUUUUAQUUEOUEUGQOQUEOOUUUOOOUOOUUUOGAOOEOOOUASOORQOGUREOOOOOUEOUOGGOOAEOOUOGOGOAEEUUOOGOOUAEEUUUGUOOAUAEUU

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August 1, 1923

MICHIGAN TRADESMAN

  

 

 

 

 

 

 

 

 

Store Promises Many Delights

HE beauty and culture of all the ages is found
in Klingman furniture. Just to have a single
household article from these Collections is to possess
a source of constant pride and joy. A. superb
Renaissance living room table, a stately Old English
carved chair, a dainty Sheraton sofa—such pieces
excite the admiration of your friends, and pay tribute

to your good taste.

Visitors Are

EE Warmly Welcomed
RN
STNG NI
To a
PN
or

 

 

OU will find a cordial

welcome awaiting you,
any time you visit Kling-
mans’ and you need not feel
the slightest obligation to pur-
chase. You will certainly be
surprised at the moderate
prices you find plainly mark-
ed on all pieces. This is because Klingman’s is per-
mitted to buy, after the semi-annual exposition of
the furniture manufacturers, the cream of these ex-
hibition pieces at notable reductions.

 

 

 

FOR THE QUIET RESTFULNESS
OF THE LIBRARY

K.LINGMAN FurnirurE CoMmpANy
GRAND RAPIDS

“One of the Show Places of Michigan”

 

 

A Visit to this Nationally Known Furniture

Klingman Furniture Gives a
Lifetime of Happiness

HOSE who take pride in fine possessions find in
Klingman Furniture unending satisfaction. Grand
Rapids designers, the ablest of the ,
modern school, and Grand Rapids -
craftsmen, unexcelled in carving and
cabinet-making, blend their talents
in creations of rare beauty and ex-
ee quisite workmanship.
A GLIMPSE OF THE LIVING ROOM COLLECTIONS rich sources come the matchless
Klingman Collections, available for
the enrichment of your home.

From such

 

 

 

  
  

LOVELY CREATIONS FOR THE
LIVING ROOM

Tempting Vistas of Mahogany

Creations on Every Hand

-

a after floor of this great store lures
the visitor on to new delights. Wherever
the eye roams there is something charming

to engage the interest.

Here is an ornate

Renaissance table whose counterpart still re-
poses in some ancient Italian palazzo. And
over there an old-fashioned Queen Anne
secretary with fretted glass doors, for all the
world like the one in grandfather’s home forty

years ago.

 

 

 

 

 

 

UPHOLSTERED GROUPS THAT INVITE REPOSE

 

 

 

 

 

    
 
  
  
  
  
 
 
 
 
 
   
   
   
  
 
 
  
  
  
  
   
    
  
  
    
 
  
 

33

     
     

 

 

 

See eee eee ee ees arene neta

34

MICHIGAN TRADESMAN

August 1, 1923

 

“REPUBLIC OF BRAZIL.

 

Some Facts About Our Big Southern

Sister.

The republic of Brazil is the largest
country in South America, embrac-
ing 46 per cent. of the area and
slightly more than half the popula-
tion of that Continent. The area of
Brazil is 3,280,905 square miles, and
the population of Brazil, according
tothe census of 1920, is 30,553,509.
Few people realize in the United
States that as many people speak
Portuguese in South America as
speak Spanish, since Brazil contains
as many people as do all the Spanish-
speaking republics put together. All
correspondence, catalogues and ad-
vertising matter sent to Brazil should
be in Portuguese clearly and _ idio-
matically written.

Naturally it is impossible to de-
scribe in a short article all the varied
wealth and resources of Brazil, so
only a few of them will be mentioned.

Although we are apt to thing of
Brazil as an agricultural. country,
producing chiefly coffee and cocoa,
her mineral wealth is fully as great
as’ that in any other country of the
world, her iron ore deposits being
said to be the greatest undeveloped
ones anywhere. They have been sub-
jected to careful analysis by many
competent engineers, and there seems
every reason to believe that when
they are properly developed that they
will greatly contribute to the world’s
available supply of iron. She also
has mines of platinum, zinc, wolfram,
antimony, tin, silver, mica, graphite,
monazite sand and  mangenese.
Brazil also possesses large and valu-
able copper mines, as well as almost
every kind of precious stones. From
about 1735 until 1869 Brazil was
the chief source of supply of dia-
monds, and many other beautiful
stones are found there.

In Brazil we find almost every
variety of climate. Large parts of
the country are in the tropics. A
considerable portion comprises high
table lands, and the Southern part
’ of Brazil has much the climate of
Virginia. and Kentucky.  Brazil’s
coast line is very long, and inter-
communication between the Brazilian
states is still largely by water, al-
though there are 16,000 miles of
railroad in Brazil, as well as about
27,000 miles of navigable rivers.

Brazil was the first country in the
world in which -rubber was scienti-
fically raised, and the use of rubber
as an eraser was-first invented by a
Philadelphian, Dr. Joseph Priestley,
over 100 years ago, who used Brazil-
ian: rubber for this purpose. With
the placing of export taxes by the
British government on rubber from
the Straits settlements, the world’s
attention has again been focused on
Brazilian rubber, and Secretary
Hoover has sent a number of experts
to Brazil to study. the situation very
carefully.

The United States leads in exports
to and imports from Brazil. We sell
to Brazil on the average of about
-$110,000,000 annually, and buy from
her on the average almost exactly
twice that amount. Over three-
fourths of the coffee raised in this

snd i mite eye ea nn

world is grown in Brazil for export
to the United States.

There is a good market in Brazil
for iron and steel, and for almost
everything manufactured therefrom,
especially hardware tools of all kinds.
There is a comparatively small
market, however, for cotton piece
goods, since these are protected by
the high Brazilian tariff.

After having been a Portuguese
colony from 1500 to 1808, with the
arrival of the Portuguese royal fami-
ly in Rio de Janeiro in that year,
the capital of the Kingdom of Portu-
gal was transferred to Rio de Janeiro.
Portugal and her colonies in Africa
and Asia were governed from Rio

‘ until September 7, 1822, when Brazil

became an independent Empire. Her
first Emperor, Dom Pedro, I., ab-
dicated in 1831, and was succeeded
by his son, Dom Pedro II., who
reigned until November 15, 1889,
having visited. the Centennial Expo-
sition in Philadelphia in 1876. The
republic was then proclaimed, and
the development of Brazil under a
republican form of government has
been very rapid.

During the last thirty years the
Southern part of Brazil, which is
more temperate in climate, has grown
at the expense of the more tropical
North. The city of Sao Paulo, which
had about 30,000 inhabitants in 1890,
has now over 600,000, and is the
third city in South America in size.
The ‘State of Rio Grande do Sul has
also greatly developed, and has re-
ceived considerable immigration. of a
high type:

The floor wax with which our
floors are cleaned is largely com-
posed of Carnauba Wax derived from
a species of palm ttree that comes
from Northeastern Brazil. Brazil also
produces great quantities of beans,
tapioca, arrow root, mandioca flour
and yerba mate, sometimes erro-
neously called Paraguayan Tea, which
is now being imported into this coun-
try. Brazil produces almost every
variety of tropical fruit. From many
of these delicious jellies are made,
which are now on_ sale in_ this
country.

No description of Brazil would be
complete without some mention of
her resources in hides and_ skins,
especially goat skins, which have been
exported to America for over 120
years. Particularly good goat skins
come from Ceara and Pernambuco
in the North. Glazed kid made from
these goat skins is in the shoes of
many readers of this article.

The Brazilian Government has
honored Philadelphia by establishing
here a permanent Brazilian Consulate
of Career, to which office Dr. Ed-
uardo de Aguiar Vallim has been
appointed. His office is in _ the
Chamber of Commerce building at
Twelfth and Walnut streets.

The Corn Exchange National Bank
has on its staff a gentleman who
spent four ears iny Brazil, who is

particularly familiar with the trade
and resources of that country. This
bank cordially invites communica-

tions from all those interested in de-
veloping trade with Brazil, both in
imports and exports.

nite is ce ee teh ect ecen

How to Reckon Turnover.

The necessity for frequent turn-
over of the stock is being stressed
more and more by writers on mer-
chandising. But some are a. little
vague as to how this should be
reckoned. As a matter of fact any
rough and ready method of determin-
ing turnover would be subject to
many inaccuracies for many
in stock are not turned over more
than once a year whereas other items
are turned over so frequently that
the stock as a whole makes a good
showing.

The nearest approach to accuracy
that is practicable can be obtained
by dividing the stock into classes.
For instance, pharmaceuticals — will
constitute one class; second, prop-
rietaries; third, cigars; fourth, con-
fectionary; fifth, rubber goods; sixth,
miscellaneous sundries; seventh, sta-
tionery; eighth, soda water, ice cream
etc. The necessity for such a classi-
fication becomes readily apparent
when we consider the fact that the
stock at the soda fountain turns over
from one to four times a week. The
ice cream investment is turned over
daily. In contrast to this there are
many pharmaceuticals which are not
turned over oftener than once or
twice a year. Where such classifica-
tion of investments and receipts can
be kept it is much easier ‘to deter-
mine the relative profitableness of
‘he different departments, and the
proprietor is also enabled to see
where he can cut down his volume
of stock carried in order to increase
the turnover in some particular de-
partment.

items ~

Some writers on merchandising
have said that the stock turnover can
be determined by dividing the amount
shown by the inventory into the gross
annual sales. This is erroneous since
the inventory is based upon the cost

of the goods while the gross sales

include the profits. In order to get
the two factors on a correct basis
the gross profits should be deducted
from the annual sales. This would
give the cost of the stock sold dur-
ing the year. Divide this by the in-
ventory and we have the aggregate
turnover. For instance, if the an-
nual inventory shows a stock of ten
thousand dollars, and there have been
gross sales during the year amount-
ing to sixty thousand dollars and
the gross profit is thirty-five per
cent., this gross profit, amounting
to nineteen thousand dollars, should
be deducted from the sixty thousand
dollars. Divide this by ten thousand
and we find that the stock has
turned over. four and one-tenth times
during the year. Of course, this will
not be true of all the stock for the
reason cited above, but it will give a
general summary which is approxi-
mately correct, and which can be used
as an index of the success or failure
of the business. In the retail drug
business, for instance, a turnover of
four times a year is considered an
indication of success, provided the
net profit is adequate, and a net
profit of ten per cent. is generally
considered to be a fair return.

a

You are the sum total of your ex-
periences.

experiences.

Seek the right kind of

 

 

 

 

 

 

—=

   

 

Lubetsky Bros. Co., Grand Rapids, Mfrs.
National Grocer Ce., State Distributors.

¢ a

Se

August 1, 1923

MICHIGAN TRADESMAN

 

   
 

   

Serving
seventy-seven
communities in five
great states

COMPLETE history of the organization and

operation of this progressive Public Service Com-

pany, picturing the growth of the prosperous
communities served by the subsidiary operating com-
panies and the part which this organization has had in
fostering this growth.

This is not a book of statistics, but a finely-illustrated
story of industrial and community progress. It shows
how, through co-operation of the companies serving
these communities with the vital community necessities
of: Gas, Electric Power, Transportation, and Central
Station Heat, the prosperity of seventy-seven commun-
ities has been made possible.

The Annual Report and Year Book of United Light and
Railways Company for the calendar year ended Decem
ber 31, 1922, is ready for distribution. The Year Book
is a resume of the most successful year’s operations in
the history of the Company, and is full of interest to
the investor who desires accurate financial information

 

 
   
 

 

 

 

The story of the United Jight
and Railways Company

Send for it-

in respeci io the present condition and future prospects
ofthis prosperous Public Service Company.

Community Ownership in this Company has grown from
a few hundred investors in 1920 to a number of more
than FIVE THOUSAND at date, and the sale of its
7% Prior Preferred Stock to the customers of its serv-
ices continues as a fixed policy of the management. The
average holding of the Customer-Owners has increased
from slightly more than three shares in 1920, to almost
five shares each at March Ist, 1923.

Customer Ownership has made active partisans of more
than five thousand patrons of our services, who before
were at best but passive friends.

This is a tremendous force for the upbuilding of good
will. It appeals to the modest investor and is most effect-
ive as a promoter of thrift and in the development of in-
terest in home industry.

Copies of either or both the publications above described
will be mailed postage free to any address, on request to

United Light and Railways Company
“Owned by the Public’’ |

701 MICHIGAN TRUST BUILDING
Grand Rapids, Michigan
Operators of Public Service Companies in

ILLINOIS INDIANA IOWA MICHIGAN - TENNESSEE

 

 

 

 

 

 

 

36
PUT DIGNITY IN DISCARD.

 

We Should Always Act on Our

Better Impulses.
-Written for the Tradesman.

Sittng beside a bright open fire
on this dark evening of a wet, raw
and rainy day in the middle of May,
nineteen hundred and twenty three,
I read over a letter from -my friend
of many years, E. A. Stowe, in
which the asks me to send to him a
contribution for this forty year an-
niversary issue of “that sterling trade
journal, the Michigan Tradesman.

Forty years is some length of
time to devote to the steady grind
of playing the part of editor and of
building up the business of such a
journal: but had not his part been
well played, friend Stowe in all
probability would not be celebrating
the fortieth anniversary of the start-
ing of this big part of his life’s
work to-day.

In this request he, no _ doubt,
thought to make it more easy for
me when he stated that “the subject
of my article is to be of my own
selection.”

Now why did he not tell me what
he wanted?

I believe it would have been really
easier for me. However, I should not
grumble, neither should friend Stowe
if I choose a subject from my own

life’s experience and which does not.

especially thave to do with either
business or Grand Rapids, two topics
in which I know friend Stowe is
steeped. But this will be just a
little story about a Bunch of Pinks
and will begin with the question,
Why do we not oftener perform
the many little acts of kindness we
have chances to do almost every day
of our lives?

My home is just outside a busy
city and often mornings, from choice,
I walk the pleasant mile to the city
limits, along a country path, until I

board a street car at the start of ©

its run and so reach my _ business
in the city.

One morning before leaving home,
I picked a bunch of old fashioned
pinks, the kind that used to grow

along the walks in your’ grand-
mother’s garden, with the sweet,
faint odor of cloves clinging to
them.

I picked them with the thought
that they would help to brighten up
my city office.

As I stepped up into the car, I
stood aside a moment to allow a
solitary passenger to alight. He was
a solidly built man of perhaps sixty
years and carried a dinner pail, evi-
dently a laboring man returning home
from his regular job of night work.

As he passed me he stood for a
moment on the car step, looking
back, as I remembered afterwards,
rather wistfully, at the little bunch
of flowers in my hand and said with
a smile:

“Old fashioned pinks, eh? I haven’t
seen any in years.”

What chance for me to begin the
day right!

Why. did I not act on that first
impulse? No, I merely answered,
civilly no doubt, “yes, they are
scarcer nowadays,” and passed on
into the car,

eee ae ig tare

MICHIGAN TRADESMAN

And somehow the little pink flow-
ers, as I looked at them, seemed to
reproach me. Every time I think
of it I want some one to kick me.
Just suppose there had been a sick
wife waiting at home. How those
few little pinks might have brightened
a whole day for her. Suppose I had
offered a few of the flowers to the
old man, would he have taken them?

As I remember, he was somewhat
roughly dressed, perhaps not a per-
son whom you would expect to be
interested in flowers, but I’ll wager
he would have taken some of those
old fashioned pinks eagerly and he
would have remembered me_ with
a kindly feeling for years, for those
little acts stay by one a long time.

Just see what I missed in the deal,
much more than he!

Only a few days ago I told to a
friend my story of the bunch of
pinks and in return she gave me an
experience of her own which hap-
pened to her while on a railway trip.

A few seats in front of her sat a
little woman with a crying baby.
“Instead of it being an annoyance,”
said my friend, “I soon reached a
point of pity. The mother had evi-
dently traveled far and was weary,
while the babe, from the same cause,
was fretful and tired and would not
be quieted.

“At length I stepped forward and
asked the woman to let me take the
child and perhaps the change would
quiet it. The mother passed the
child to me without a word, but with
thankfulness in every line of her
face.

“For all of half an hour I tramped
back and forth the length of the
car, but long before that time had
passed the baby had ceased to cry

 

and at length it slept in my arms,
when I slid gently into my seat and
the babe still slept.

“IT had not taken half a dozen
turns in my march when, as I pas-
sed her seat, I noticed the little
mother had curled down in the
corner, with head resting on a shawl
against the window, evidently fast
asleep.

“For an hour I sat with the sleep-
ing child; in fact, until I neared the
station where I had to get off, when
I carried the baby to its mother,
whom I ‘thad to awaken.

“She thanked me earnestly. ‘You
don’t know, Miss, how much you
have done for me. I was pretty
near the breaking point,’ and as I
laid the still sleeping child in her
arms, she added, ‘I will get along

Barlow.

nicely now and I thank you so
much.’ And, said my friend, ‘I can
still see the look on that little wo-
man’s face and after all it was not
so much for me to do.”

There is the point. It was not so
much to do, but the help and com-
fort it meant to the tired mother
and, besides, my friend thas some-
thing to recall which will stay with
her as long as she lives.

And for that matter, so have I
with my pitiful little story of the
bunch of pinks, but how different
are the two.

I believe we fail to act out our
better natures from a sense of self
consciousness, perhaps bashfulness, a
fear of being thought silly or not
dignified; but that rough and hearty
old man on the street car did not
appear silly or undignified when he
turned to admire and speak his ad-
miration of a commen little pink
flower. I have come to the conclu~

August 1, 1923

sion that we would all be happier in
our trip through life if we would
put a lot of our dignity in the dis-
card and act out our better im-
pulses. John B. Barlow.

——_e-2-2———— =
Straight From the Shoulder.

Before you can be 100 per cent. ei-
ficient, you must be 100 per cent.
loyal; both go hand in hand.

High class thinking, like high class
goods, bring a high class price.

A polite man is a great missionary;
I never meet a polite man that I do
not resolve to be more like him.

Any man who has a job has a
chance.

Genuine co-operation is so rare as
to be noteworthy.

If you hesitate you are not only
lost, but last.

If you want work well done, select
a busy man—the other kind has no
time. '

It is not easy to apologize, but it
pays.

A fellow can keep his own batting
average and make the world a little
more cheerful by laying down an oc-
casional sacrifice hit.

Atlas could never have carried the
world had he fixed his thoughts on
the size of it. F. W. Dold.

——__»->>____
The Tribulations of an Attorney.
While conducting a case, tried in a
town in Northern Michigan counsel
found themselves questioning a pe-
culiar witness. This chap was
strangely reserved, and the lawyers
had a time with him.
“What do you do?” asked the cross-

examiner, when the witness was
handed over to him.
“T am quite well,” was the unex-

pected reply.

“T am not enquiring as to your
health. What I want to know is,
What do you do?”

“I Work.”

“And where do you work?”

“In a factory.”

“May I,”, the lawyer continued,
with a fine show of sarcasm, “so far
presume as to ask what kind of a
factory?”

“Rather a large factory.”

“See here. you are too facetious.
What do you make in the factory?”

“Yiou want to know what I make
in the factory?”

“Precisely, and without any further
circumlocution.”

“I make $25 a week.”
—_+-2~———_

The Basis of Human Progress.

The progress of the world depends
upon the men who walk in the fresh
furrows and through the rustling
corn; upon those who sow and reap;
upon those whose faces are radiant
with the glare of furnace fires; upon
the delvers in mines and the workers
in shops; upon those who give to the
winter air the ringing music of the
axe; upon those who battle with the
boisterous billows of the sea; upon
the investors and discoverers; upon
the brave thinkers.

Robert G. Ingersoll.
——_----2———_

When you want to discover the
source of a leak in the store funds,

_don’t nose around in the dark. Go to

the one who ought to know most
about it.

 

 

 

 

 

 

August 1, 1923

MICHIGAN TRADESMAN

 

 

 

 

“Double A”

CANDY

MADE TO EAT

 

THE
SIGN OF

GOOD
CANDY

   
 

TRADE MARK

MADE BY PEOPLE WHO KNOW HOW

Our record of fifty-eight years of continuous growing business not only in Michigan
but all over the United States, speaks for itself.

Service and Quality Counts

MADE IN GRAND RAPIDS BY

NATIONAL CANDY CO,, Inc.

_ PUTNAM FACTORY

LET US SEND YOU A COPY OF OUR LATEST PRICE LIST

 

 

 

 

 

37

 

 

:
a.
:
q
:

38
THE MAN YOU CANNOT SELL.

 

The Best Method To Win the Man of
Adamant.

No salesman can be out on the road

very long without running up against

the man he can’t sell. After he has~

taken over an old territory or laid
out new for himself, he finds a num-
ber of prospects he thinks he will never
be able to sell, but slowly, one by
one, he brings them around to his way
of thinking. However, sooner or
later he runs up against the man he
cannot sell. It makes no difference
how much persuasive power he uses,
how craftily he employs every trick
known to the selling game, the man is
adamant. He is stocking an inferior
line at more money; the -salesman
knows in his heart of hearts that the
man is convinced that he ought to
have his line, but still he holds out.
And he holds out month after month
and year after year. There are such
men, and a good many of them, too—
and there is a way to sell them. |

Nine times out of ten; even more
than that, forty-nine times out of
fifty, it is not a matter of business at
ali. Every salesman knows of this
personal element; goods are goods and
a line is a line; but that does not dis-
pose of the personal proposition. It
is this very thing of the personal
equation that keeps the man you can’t
sell from taking your line.

Allen Stern was the crack man in
an Eastern territory, carrying a line
of count candy. He met his man.
Time after time he went to call on him
but without result; he could not sell
him a penny’s worth. In the candy
line a certain day of the week or
month, depending on the city, is set
over for a certain district, so that the
jobber may be in when the salesmen
call. All the salesmen come the day
prescribed, so two or three, and some-
times more, men may be in the man’s
building at the same time. The man
was always agreeable, but he simply
would not buy. Stern decided to make
a test case of this and went: out of his
way to be nice and to call regularly.
Even when in the greatest hurry he
never passed him up. The man just
before Stern would write an order,
and making a pretense of cranking up
his car, Stern would wait to see how
the man following him fared, and
nearly always the salesman got an
order. Stern could not understand it
—could not understand why the man
just ahead and the man just behind
got something for his book, while he
himself was turned away empty-
handed. But Stern stuck it out,
waiting, watching. Then one day a
salesman came in, and while showing
his line lighted a cigar and offered the
jobber one. The jobber abruptly re-
fused and stood looking at the sales-
man with his lips in a straight line.
Stern noticed that the salesman did
not book anything. This set ~him
thinking, and after a little enquiry
among the man’s competitors found
that the jobber was an ardent member
of the Non-Smokers’ League ‘and that
he had flittle use for a person who
smoked, and especially in his store.
Stern had thus offended him, and the
jobber had made it a personal griev-

ance and had been holding out all this _

eee eer eee eee ar nn er reer ee ag ener reer ere
- a re eR ae

See cer ee

MICHIGAN TRADESMAN

time on that account. Stern in the
meantime had sworn off, and the next
time he ‘called he deftly took oc-
casion to tell the dealer that he had
forsworn smoking without seeming to
make a point of the telling. The man
was interested and gave a small order.
He increased it gradually until he be-
came quite a satisfactory customer.
Stern’s watchful waiting had won him
back. .

Dan Carnagey, a cigar salesman,
was selling a satisfactory line to an
Iowa dealer, when suddenly he was
cut off. The man began to dodge him,
and when cornered always found an
excuse for not looking at his samples.
Almost overnight a fair customer was
turned into a non-buyer. Cornagey
determined to investigate, and patient-
ly he called on him trip after trip, but
all to no avail. He began to get a
line on him from the other dealers in
the territory.

“He is all right if you don’t -get him
started on religion,” said one of his
rivals. “If he gets to talking religion
you can’t hold him.”

Carnagey began to think back over

his career with the man, and at last.

remembered a story he had told re-
flecting on the stern Baptist belief in
immersion. On enquiry he found that
the man was an ardent Baptist and
that he had taken the story to heart,
although at the time Carnagey had not
thought that anyone could take ex-
ception to it. But the man had, and
dropped Carnagey’s house as a result.

There was nothing to do but pass
him up. But from that experience he
learned two things—never discuss
politics or religion. Neither of these
beliefs is the result of intellectual con-
clusions! a man usually belongs to a
certain church or to a party because
his father belonged. Not once in ten
times does a person reason either of
these beliefs out. As a result they are
a matter of prejudice, and there is
nothing that makes a man quite so
violent or bitter as to have his preju-
dices attacked. Carnagey is quite
fluent on most topics, but when it
comes to either of these he becomes
suddenly reticent, for he has his past
experiences to back him.

A salesman who was calling on the
silk trade saved himself by a clever
turn from making an enemy. In Des
Moines he had called a number of
times on the head.of a house who was
inimical to him, but by great tact he
was working him around to where he
was beginning to be more human.
The salesman sent out his advance
card and came in on the man one
morning. In the office was a caller,
whom the man introduced, while the
salesman opened up his line. The buy-
er fingered through the line, and then,
with a touch of superiority, said, “I’d
take some of this if you didn’t have it
loaded with tin.”

The salesman was quite naturally
astonished, for it was pure dye.

“There isn’t any tin in that,” said
the salesman. “It is the purest line
we have.”

“Don’t tell me,” returned the man.
“T know.”

‘The man felt of the cloth and held
it up to the light. The salesman knew
that no one could possibly detect tin
weighting by such a test.

1a a ala

“All right, we'll burn it,’ returned
the salesman, and got out a match to
make the regulation test.

“You needn’t come any of that on
me,” returned the man wrathfully. “I
know that if it has tin it won’t curl,
and if it hasn’t it will, but I can tell
without all that palaver. I’ve been in
the silk business twenty years.”

The salesman knew that he had him, °

for no one in the world could tell tin
weighting by feeling, but something
about the man’s tone made him pause
for a moment. Then he understood.
The man was trying to make an im-
pression on his caller.

The salesman did a little quick

‘thinking, then replied with an irony

that was lost on the buyer: “Well,
you’re the first man I ever ran across
who didn’t have to have the ash test.
How did you ever learn to tell it
without a match?”

The man smiled. “Didn’t I just say
that I had been in the business for
twenty years?”

The salesman booked his order and
went away happy. By fiattering the
man and letting him keep a front be-
fore a caller on whom he wanted to
make an impression he broke down the
barrier and won the man over.

A salesman carrying a line of knit
goods had as his customer a woman
who was buying for a large Western
store. He never called without car-
rying away an order, until one day she
froze up and would hardly look at his
samples. The next time he called she
dismissed him with a few words and
for a year still retained the same at-
titude toward him. He tried in every
way possible to bring himself back to
her good graces, but without avail. He
tried to go over her head, but as she
had been making the department pay
the manager would not intercede. He
still continued to call, trusting that
some way he would be able to get
himself on the old footing, when one
day he happened to glance at her desk
and saw on it a clipping from a news-
paper scoring intoxicants, detailing
the number of injuries inflicted by
liquor to mankind. That set him
thinking, and by a little enquiry he
found that she was forced to earn her
living for herself and son as the re-
sult of a husband who drank. In a
craze, while under the influence of
liquor, he had threatened to kill her,
and she had fled with her baby, and
had finally succeeded in getting a di-
vorce. Since that time she had been
liquor’s mortal enemy. Thinking
back, and by piecing odds and ends
together, he knew that she must have
smelt liquor on him when he had
called, when her hostility toward him
had begun. At that time he had been
accustomed to drink, but since had

August 1, 1923

entirely forsworn it. By some adroit
means he must let her know that he
had reformed.

Cleverly he arranged with a friend
to come to the office while he was
calling on the lady buyer, and, in a
tone loud enough for her to hear, to
invite him out to have a drink.

“No thank you,” replied the sales-
man, just loud enough for her benefit.
“I’ve cut all that out, but I’ll walk
down the street with you.”

When he went away he had the
satisfaction of having her on his book.

It doesn’t take a keen salesman ‘long
to tell, when a prospect is holding out,
whether it is a matter of goods or per-
sonality. Forty-nine times out of fifty
the steady persistence in a negative
course is due simply and solely to
something personal that has come up;
some little thing has been said or done
that has thrown the balance against
the salesman. When this is determin-
ed upon it is then a matter of study-
ing the man and hammering away.
Sooner or later the colored gentleman
in the woodpile will be discovered.

—_2+2+>—___
Curious Arithmetical Results.

As a sequel to the multiplication
table by a Harvard professor, we
publish the following, which was sent
to us by Henry Tanenbaum, of To-
ledo, Ohio:

123456789 times 9 plus 10 equals 1111111111
123456789 times 18 plus 20 equals' 2222222222
123456789 times 27 plus 30 equals 3333333333
123456789 times 36 plus 40 equals 4444444444
123456789 times 45 plus 50 equals 5555555555
123456789 times 54 plus 60 equals 6666666666
123456789 times 63 plus 70 equals 7777777777
123456789 times 72 plus 80 equals 8888888888
123456789 times 81 plus 90 equals 9999999999

This table is still more interesting
when it is noticed that each multi-
plier is divisible by 9, and that, when
the figures of each answer are added
together and the added number is
subtracted, the answer is 0.. For ex-
ample, the sum of 1,111,111,111 is 10;
10 minus 10 is 0.

Mr. Tanenbaum also sends the fol-
lowing:

987654321 times 9 equals 8888888889

987654321 times 18 equals 17777777778

987654321 "times 27 equals 26666666667

987654321 times 36 equals 35555555556

987654321 times 45 equals 44444444445

987654321 times 54 equals 53333333334

987654321 times 63 equals 62222222223

987654321 times 72 equals 71111111112

987654321 times 81 equals 80000000001

In this table it will also be noticed
that each multiplier is divisible by 9,
and that, if the figures in each answer
are added together, they will form a
total which, if added together will
equal 9. For example, take the sec-
ond answer, 17777777778. These fig-
ures, added together, equal 72, and 7
plus 2 are 9.

rn

Are you waiting in vain for your
ship to come in when you have not
sent out any ship, or made any plans
that might lead to the return of a
cargo for you?

 

COMI?

 

Wholesale Distributors

 

Holland Crystal Creamery

Finest, Sweetest Butter Made
Guaranteed Highest Quality

C. J. Lokker, Mgr.

 

Holland, Michigan

 

 

 

—

 

 

 

 

 

 

 

Che House of Quality -

Rademaker-Dooge Grocer Zo.

Wholesale Grocers
— Grand Rapids

it

 

 

 

rN

The House of Service

Hl

 

 

 

 

 

 

 

 

WHAT HIS CUSTOMERS THINK

 

What One Merchant Found Out By
Enquiry.

“The trouble with most of us re-
tailers is that we don’t know our cus-
tomers,” said a department store
owner with whom I was discussing
the retail musiness in general not
long ago.

“I mean psychologically, not per-
sonally,” he went on to. explain.
“We don’t know what they think of
our stores, our policies or our meth-
ods. We know only that if we drive
hard enough we can keep a sufficient
number of them coming to hold our
volume or possibly tg increase it a
little each year. I’ve often thought
that it would be much easier if we
had a fairly accurate idea of what
those whom we seek to attract think
a retail store should be.

“I used to keep in fairly close
touch with my trade when I had a
twenty-five foot store way back in
the nineties. I waited on more than
half the people myself. But now
it’s different. I don’t talk personally
to one customer a month. I’ve
drifted away from the selling end
of my own business.

“My department managers spend
so much thought and energy on the
buying end that there is very little
of either left for the proper direction
of selling. They do nothing toward
the controlling of what goes on be-
tween salesperson and customer. They
leave it all to salespeople who are
usually employed after a half-hour
interview, given a _ salesbook and

ee eee caer eer enn eer enna eae eat es

MICHIGAN TRADESMAN

rushed to the department. They are
told to get the money—that’s all.”

My interest quickened as he pro-
ceeded, for I realized that there must
be a story back of his remarks. I
straightway angled for it.

“Yes, the point of contact is the
vital spot,’ I° ventured. “We read a
lot about scientific selling these days,
but it is not very much in evidence
over the retail counters. As you
say, the merchant of to-day is out
of touch with his customers, sadly
so; but what’s the remedy? That’s
the question they’re all asking.”

“Yes, that’s the question,’ he re-
peated thoughtfully. “But I know
one thing; I’m going to shake off
this easy-chair habit that has been
growing on me in recent years. I’m
going to spend at least half my time
on the floor. I’m going to find out
what some of our customers really
think of us. It’s got to be done. I
made up my mind to that just six
seconds after I read this letter. Id
like you to read it.”

Here is the letter, which he told
me I might use, omitting the name
and shifting the geography:

To-day I visited your store in com-
pany with my daughter, who was in
search of a dinner-gown. We were
pleasantly received by the gentleman
in charge and cordially approached
by the saeswoman, whom I remember
to have been an over-sized blonde.
She gave us splendid attention; in
fact, she almost hypnotized me with
her studied suavity.

My daughter selected two garments

from which to make a final choice.
The saleswoman looked at the price
tickets. One was white and one
red. ‘She apparenty made up _ her
mind that my daughter must have
the red-ticketed one; just why I
cannot say. I was genuiney interest-
ed in the arguments she advanced
unti she began to address my daught-
er as “Dearie.’ At first I refused
to beieve my own ears. We of the
South keep such expressions within
our own famiies, and it so happens
that my daughter was “Dearie” to
her mother and me until she grew
up and protested that it was time
for us to call her by the name she
was given at birth. In my thoughts
as I look back over the years she
is still “Dearie” to me.

You can imagine my feelings when
I realized that this stranger, in an
effort to make a paltry sale was
stooping to such a despicable fam-
iliarity. To me it was a desecration
—almost a sacrilege. Had the of-
fender been a man the = matter
would have been settled then and
there in a manner more satisfactory
to me than letter writing. As it was,
I interfered in a  semi-gentlemanly
manner and took my daughter away
with as little fuss as possible. The
young lady says that I shall gain
nothing by writing this letter. She

agrees that the “Dearie”’- habit is
repulsive to all women, but says
there seems to be no way of stop-
ping it.

“A rather interesting indictment,”
I commented. “How do you class
him? Just a fussy old fellow 34

 

August 1, 1923

“No, I think he deserves credit for
having the courage to put into words
what appears to be the thought of
a great many people,” he broke in.
“Anyhow, he’s started something;
I’ve begun a quiet investigation. My
shoppers, the scouts I send out to
check up on what my competitors
are doing, are now concentrating on
this one thing. They are checking up
my own store first. I imagine I'll
have something interesting to tell you
in a week or so.”

The promised developments held
my interest and I made a personal
canvass among my women friends.
The more of them I interviewed the
more sure I became that the man
had written the common mind in his
letter to the merchant. Without a
single exception they expressed re-
sentment at over-familiarity of the
average saleswoman—particularly in
the major departments, such as mil-
linery, cloaks and suits.

I went so far as to take some of
them shopping with me. Evidence
accumulated with practically every
test. If the “Dearie” method was
not used, some other form of over-
familiarity or over-insistence took its
place. I concluded that Iwas deal-
ing with a resentment against retailers
in general that has a fixed abiding
place in the back iof the feminine
public’s head. Most people like to
buy from salespeople who are am-
bitious enough to try to sell them
something, and who know something
about the merchandise they are trying
to sell. They like to get the facts
in a confident way. But they flare

 

 

 

 

C. J. Litscher Electric Co.

41-43 Market Ave., S. W.

Grand Rapids, Michigan

WHOLESALE ELECTRIC SUPPLIES

“Service Is What Counts”

 

 

 

 

 

 

iv owe wm n

eM US VS oe

 

August 1, 1923

up with resentment when a sales-
person “gets fresh.”

When business lags the usual cry
from all departments if for more ad-
vertising, price drives and_ sales.
The real trouble may be that too
many sales are lost through the
many evils that lurk in undirected,
unschooled and thoughtless methods
of selling. Singled out, this list of
evils would include indifference, trick-
ery, over-insistence, undue familiarity,
attempts at substitution, ignorance of
the merchandise and plain insolence.

This condition being admitted, a
natural conclusion is that a portion
of the average advertising appropria-
tion might well be diverted to the
proper training of salespeople and
the proper direction of their efforts.

The above paragraphs may appeal
as being unfair to those who sell
merchandise the way it should be
sold, and to them we gladly give due
recognition. But the whole problem
revolves around the rapid turnover
in all classes of store help.

When the opportunity came for me
to make my return call at the de-
partment store, the chief was ready
for me.

“The man from the South was
right,” he began. “Most of the sales-
women in garments and millinery are
guilty -as charged. But the  out-
standing disclosure of my investiga-
tion is the fact that these departments
have been selling only about four out
of every ten people who enter them.
A large percentage of these sales is
lost because of offensive familiarity
and over-insistence. I’ve _ started

MICHIGAN TRADESMAN

something of a reform. Here’s a
copy of the bulletin I sent to those
departments.”

It was a definite command to
cease using endearing terms of every
nature, the reason for the order not
being overlooked. Quite as vigorous
was the paragraph on over-insistence
in the sale of special commission mer-
chandise. He had discovered in his
investigation that it was often next
to impossible for a customer to get
even a glimpse of garments that were
not on the p. m. list. In all, it was
a forceful plea for an upward move
in the character of the store’s selling
methods.

“How'd they take it?” I asked.

“Very much to heart—most of them
—at first,” he replied. “But even the
old-timers have already begun to
see the light. Some of them are acu-
ally enthusiastic over the new order
of things.”

“How about. the customers?” I

enquired.
“We are getting reaction—slow but
unmistakable,” he answered. “The

atmosphere of the departments ‘before
and after’ is as different as the clim-
ates of Kamchatka and Palm Beach.
We've gone a step further since that
bulletin was issued; we’ve stopped
paying special commissions for the
sale of slow-moving and undesirable
merchandise. We cut the price to
the customer just that much deeper,
and we’ve raised the salary scale to
make up for any loss that the sales-
people might sustain.”

“But what will you do if the un-
desirable stuff doesn’t move?”

“If price and a reasonable aggres-
sive sales effort won’t sell the odds-
and-ends we will call in a second-
hand dealer. Better sell them to him
at a fraction of their cost than to
force them on our customers—or
try to force them and lose our cus-
tomers.”

One untouched phase of the prob-
lem came into my mind and I put
the question to him:

“How about letting the public
know of these important changes in
your policies? Seems to me there

would be great possibilities in their -

exploitation.”

“T was just waiting for you to
bring up that subject,” he said.
“Here’s the answer.” He _ handed
me the proof of a newspaper adver-
tisement. “That goes in the paper
tonight and tomorrow morning,” he
explained. “We waited until we were
sure the new program would stick.”

Here’s the text of the advertise-
ment:

GOOD BYE DEARIE

The attention of the management
was recently called to an obnoxious
practice which has been permitted for
years in our own as well as other
retail institutions. We refer to the
habit of addressing the customer as
“Dearie” and other offensive familiar
terms.

It is now clear to us that this
method of selling is offensive and
not in keeping with the high ideals
upon which this business was found-
ed. We have therefore banished
“Dearie” and all other endearing

- few weeks later.

41
terms from the vocabulary of our
salespeople.

We have also discontinued the cus-
tom of paying extra commissions to
salespeople as a reward for selling
slowmoving and undesirable articles.
We propose to offer our merchan-
dise strictly on its merits, the firm
being represented by amply paid
salespeople who have been instructed
and trained to avoid presumptuous
familiarities and offensive overinsist-
ence.

“So there you have something as
tangible as the result of my deter-
mination to get in touch with the
detais of my _ business.”

I surveyed this man’s business a
By that time the
changes in his policies had been
comprehended by the public. His
business was holding steady and his
department managers told me that
they had very little trouble in keep-
ing their stocks clean and that their
dealings with the second-hand man
were negligible—Otis R. Tyson in
Nation’s Business.

——_o---2
Not Actuated by Religious Scruples.

Young Harold was late for Sun-
day school and the minister enquired
the cause. “I was going fishing, but
father wouldn’t let me,’ answered
the lad. a

“That’s the right kind of a father
to have,” replied the reverend gentle-
man. “Did he explain the reason why
he would not let you go?”

“Yes, sir. He said there wasn’t
bait enough for two.”

 

 

321-323 Bond Avenue
Grand Rapids, Michigan

Jobbers in

Pipes, Valves, Pumps, Sinks,
Roofing and Mill Supplies

 

 

Barclay, Ayers & Bertsch Co.

 

 

 

 

 

 

 

 

 

 

42
WINDOWS WHICH WIN.

 

Some Observations by a Successful

Dealer.
In trimming windows and in writ-
ing attractive display cards, one

must remember that he is providing
the eyes of the store, and arranging
a business-getter from the word “go.”
Window displays either attract or
repel. There is no standing. still
in any line of work. One is either
pressing forward or going backward.
Show windows are looked upon as
one of the best mediums of advertis-
ing and a customer is half won if he
has his attention arrested by the
attractiveness of the dealer's dis-
play. Newspaper advertisements an-
nounce to the public what the store
is selling, but the show windows dis-
play it.

The ‘success of the show window
is measured by the number of people
it attracts. If no particular interest
is evidenced, then there is something
wrong, and it is the dealer’s duty
to set about to discover just what
it is. To attract customers, window
displays must not only be frequently
changed, but only the most up-to-
date merchandise shown. This is an
important feature of any trim—the
quality of the goods shown. As fast
as new goods come in, they should
be advertised and then displayed.
This keeps up the interest of pros-
pective customers, and will have a
persuasive effect upon them, even
though they do not make their pur-
chases at the time, or have any in-
tention of buying at the time of
the display. Many persons make
a habit of inspecting show windows
to see what is new, so that when
they are ready to buy they will
know exactly what to get and where
to get it.

Simplicity must be the aim in win-
dow. dressing, and the persons trim-
ming a window should guard again'st
a crowded window display. A crowd-
ed display, like an over-dressed wo-
man, is bewildering to the eye. Too
much goods in a window and too
many jewels on a woman have
much the same effect upon the aver-
age person. Simplicity is much pre-
ferred in either case. Treatment of
the window’s background is ex-
_ ceedingly important. All national
holidays must be borne in mind. The
seasons should be welcomed zealously
and one’s best efforts put forth,
keeping in mind the novelties.

Many dealers now concede that
show windows are the greatest cre-
ative force in the selling of shoes.
Perhaps this might be explained and
emphasized by stating that no pro-
fession has gained more prominence
in the past 10 or 15 years than that
of the display manager. He ha's
studied conditions and has found that
merchandise, arranged in proper en-
vironments, will produce direct re-
sults. Then, too, the show window
has an advantage over other forms
of publicity, inasmuch as the actual
goods can be seen, and seeing a
beautiful article or piece of mer-
chandise artistically arranged causes
. a strong desire to possess it.

Th: show windows are a big fac-
tor in the success of any store and
they should receive due consideration

— —

MICHIGAN TRADESMAN

in proportion to their importance.
Shrewd dealers realize the value of
window space, and _ spend liberal
sums of money to make them at-
tractive. It has been proved beyond
doubt that money spent in such a
way brings greater returns than any
other form of publicity.

To get the best and most effective
results from the show windows, they
should be made modern in construc-
tion. The store front construction
is the first consideration, and it must
be built in a way that is best suited
for the merchandise to be displayed.
The window should be well and
scientifically lighted. The fixtures,
which are very important, should
harmonize with the surroundings, as
well as with the merchandise. These
are the essential requirements to dis-
play merchandise effectively.

The advertising and the window
displays should exploit the same idea
at the same time. This can be car-
ried even farther by having the sales
people read the store’s advertise-
ments in order to be informed and
also learn what is being displayed
in the windows. The closest co-
operation should exist between the
advertising manager and the display
man of every store because the suc-
cess of one depends to a very great
extent on the success of the other.
Some of the larger establishments
have placed both departments under
one head.

Many persons confuse the tones
and tints with colors. Color means
hue, while tone means depth and tint
means lightness. Color combinations
are divided into twe classes: the
first is known as related or anala-
gous color harmony; the second is
known as contrasting or compli-
mentary color harmony. Another
rule of a broader nature states that
harmony of color is the absence of
disagreeable contrasts.

For the successful display man it
is first necessary to know the prim-

ary colors, which are yellow, red
and blue. The secondary colors
are green, orange and violet. The

tertiary or third group of color com-
binations are secured by combining
the primary and sécondary colors
in related color harmony.

Primary colors: red, yellow and
blue.

Secondary colors: orange (red com-
bined with yellow); green (yellow
combined with blue); violet (blue
combined with red).

Gray colors: yellow gray (orange
combined with green); red-gray
(orange combined with violet); blue-
gray (violet combined with green).

All of the above colors are made
darker by the addition of black and
lighter by the addition of white.
Any combination of two or three
primaries, with or without the ad-
dition of black and white, takes the
hue of the color or colors which
predominate in the mixture, and all
the colors of merchandise may be
analyzed by the above rules and
the deductions applied in the man-
ner described.

The effect upon black when placed
next to colors: yellow and orange
make black blue; red makes black
greener; blue, green and_ violet
makes black dull and rusty.

Black is always satisfactory in as-
sociation with two luminous colors
and is preferable to white in the
following arrangements; red _ with
orange; red with yellow; orange with
yellow; orange with green; yellow
with green.

The effect upon white when placed
next to colors: white next to red

becomes tinged with green; next to.

orange, tinged with blue; next to
yellow with blue and becomes whit-
er; next to violet with yellow and
next to green with red.

White adds to the intensity of all
colors and is preferable to black in
the following combinations: red with
blue, red with violet, orange with
blue, orange with violet, yellow with
blue, green with blue, green with
violet. The effect upon gray when
placed next to colors is the same as
white, with the exception that it
appears lighter when next to blue and
violet. Gray is preferable to black
in the following combinations:
orange with violet, green with blue,
green with violet.

Excellent: Normal red with blue,
orange-red with blue, orange-yellow
with violet, yellow with violet, green-
ish-yellow with violet.

Good: Scarlet with turquoise, scar-
let with blue, orange-red with violet,
orange-red with turquoise, orange
with blue-green, orange-yellow with
purple, orange-yellow with blue, yel-
low with purple, greenish-yellow with
purple, greenish-yellow with normal
blue, yellowish-green with blue, blue-
green with violet.

Good, but strong: Normal red with
blue-green, normal red with green,
orange with blue.

Fair: Normal red with green-yel-
low, scarlet with green, orange-red
with yellow-green, orange-red with
purple, orange with green, orange-
yellow with turquoise, greenish-yel-
low with orange-red, blue-green with
purple.

Strong and hard: Greenish-yellow
with scarlet, normal green with pur-
ple, normal green with orange-red.

Poor: Normal red with yellow,
scarlet with yellow, orange-red with
blue-green, orange-yellow with blue-
green, yellow with normal red, yel-
low with turquoise, yellowish-green
with purple, normal green with scar-
let.

Bad: Normal red with violet, scar-
let with violet, orange with purple,
orange-yellow with green, yellow

August 1, 1923

with -blue-green, yellow with green
greenish-yellow with turquoise, nor-
mal-green with turquoise, blue-green
with blue, blue-green with green,
blue-green with yellowish-green, blue-
green with turquoise.

A choice in combinations of color
which are not in accordance with the
rules of harmony or contrast:

Red with yellow is better than
red with orange.

Red with blue
with orange.

Red with blue is better than red
with violet.

Yellow with red is
yellow with orange.

Yellow with blue
yellow with green.

Blue with red is better than blue
with violet.

Red with violet is better than blue
with green.

Blue with yellow
blue with violet.

Yellow with orange is better than
red with orange.

Yellow with green is better than

blue with green.
—_—oo3oo

What Would You Have Done?

A very well dressed gentleman
walked into my butcher shop one
day, in a great hurry, and said he
was just moving into the neighbor-
hood. ‘He ordered a large sirloin
steak, a pair of the best and heaviest
fowls for fricassee and a couple of
pounds of loin lamb chops, and in-
structed me to send it right around
as they were just moving in, and
to send change of ten dollars along
with it, which was promptly done.
In about a half hour the delivery boy
comes back without the meat and
without the change. Now the de-
livery boys had always been strictly
instructed never to put any change:
on the dumb-waiter but to get the
money first and to send up the
meat and change afterwards, on all
C. O. D. orders.

It seems*that this faker was up in
an empty apartment waiting for the
boy and as soon as the change had
been put on the dumb waiter he beat
it down the front stairs, while the
boy waited down stairs for the

ten-dollar bill.
oe

A man who is honest, frank, truth-
ful in all his dealings with his fel-
lowmen is bound to establish a
credit, a reputation that is everlasting.

is better than red

better than

is better than

is better than

 

Your Jobber Can

 

Supply you with

“Miss Grand Rapids”’
Queen of All Brooms

Manufactured by

J. VAN DUREN & CO.

 

Grand Rapids, Michigan

 

 

SE NR Rr en

August 1, 1923 MICHIGAN TRADESMAN 43

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44

ti aaa

MICHIGAN TRADESMAN

Series tetas egies) oe eater eee ae eee ae aaa pemeeenmemmeaaeeeeeaeeee

eeeeenteee

August 1, 1923

 

SIDE LIGHTS ON TRADESMAN.

 

Some Accomplishments of the Past
Four Decades.

I can scarcely: realize that forty
years have elapsed since I sent out
the first issue of the Michigan Trades-
man with high hopes but many mis-
givings.

The Tradesman was no suddenly
conceived undertaking. Its inception
really dates back to 1873—ten years
before the publication was finally
launched—while I was employed in
the general store of D. M. McClellan,
at Reed City. In a shipment of
goods which came in from New
York one day there happened to be
a copy of the American Grocer. It
was not much of a trade journal
fifty years ago, but it suggested to
me the idea that a publication that
would be more sectional and human
and not so general in contents would
De of great assistance to the mer-
chants of my native state.

I realized that in order to produce
such a publication as I gradually
shaped up in my mind at that time
it would be necessary for me _ to
have an accurate knowledge of the
printing business. In pursuance of
this plan, which had already become
an obsession with me, I sought an
apprenticeship with the Big Rapids
Magnet and devoted three years—
1874, 1875 and 1876—to acquiring
such a knowledge of the printing
business as would enable me _ to
know at a glance when I was getting
what I paid for when forced to de-
pend upon others for mechanical
co-operation and assistance. Having
mastered the rudiments of the com-
posing and press rooms, I then turned
my attention to acquiring a know-
ledge of the editorial and business
departments, so that I could enter
upon my life work fully equipped
to undertake the duties which would
devolve upon me as a trade paper
publisher. For six and a half years
I worked on the daily papers of
Grand Rapids in various capacities
ranging from reporter to business
manager. Although the wages of
newspaper workers were very low in
those days—I relinquished a _ type-
setting job in Big Rapids paying
$15 per week to start as newspaper
reporter in Grand Rapids at $6 per
week—I managed to save $1800 dur-
ing the years 1877-1883, which com-
prised the total capital of the Trades-
man when it was established in the
early fall of the latter year. With-
in six months I had exhausted my
own savings and borrowed — $3,100
from indulgent friends who believed
—or pretended to—in my ability to
make the undertaking a success. By
the end of the first year I had
succeeded in paying back the money
I had borrowed from my friends,
but in order to do this I was com-
pelled to live on $6 per week and
work an average of 18 hours per
day. The Tradesman dealt a little
more generously with me from that

time on, but for nearly thirty years-

I continued to give the Tradesman
the best service of which I was
capable for fifteen or sixteen hour
per day. Much of the detail work
which I felt impelled to perform
in the early days of the Tradesman

is now handled by others quite as
acceptably as though I did it myself.

The point I wish to emphasize in
this recital is that the Tradesman
could never have survived the dark
days of 1883 and 1884 if I had not
been a practical printer, which en-
abled me to perform much of the
mechanical work involved in the
publication of the Tradesman.

In the fall of 1910 I was stricken
with typhoid fever and also suffered
a relapse which caused an enforced
retirement of four months. In order
to regain my strength I was com-
pelled to remain away from the
office three months longer. This
enforced absence is the only vacation
of any length I have had since
putting out the first issue of the
Tradesman. Few men have been
blessed by the remarkable health
and vigor I have enjoyed during
these forty years. Since the advent
of the automobile, I have devoted
nearly every Saturday to long trips
to the country towns of Michigan,
which have enabled me to keep in
close touch with the patrons of the
Tradesman in those towns and fur-
nished me much material for subse-
quent discussion in the columns of
the Tradesman.

Realizing how prone the average
merchant is to be made the prey
of cheats, frauds and swindlers, and
how impotent he is to protect him-
self from the depredations of these
sharks, I early established the prac-
tice of “going after” the crooks who
infest the mercantile fraternity with
all the energy I could command.
This policy has involved the expen-
diture of countless thousands in the
work of investigation, the employ-
ment of. attorneys and other litiga-
tion costs, but it gives me great
satisfaction to be able to record that
I have never made a mistake in
dealing with crooks who victimize
merchants and that no permanent
verdict thas ever been’ rendered
against me.

Most of the cases I have prose-
cuted have originated with mer-
chants who were financially unable
to follow the controversies to the
court of last resort. It has given
me much pleasure to furnish the
necessary funds in such cases and
—strange to say—I have never lost
a case I have esponsed when _ it
reached the Michigan Supreme Court.
I have a record in that tribunal that
many of my legal friends regard as
uncanny.

Perhaps the case which gave me
most satisfaction of all was the one
I prosecuted against the U. S. Ex-
press Co., because it enabled me to
add to the organic law of the state
a definite statement as to what
constitutes delivery by a common car-
rier. A long-time friend—D. D.
Alton, of Fremont—sent me a bas-
ket of peaches with his compliments.
The driver of the express company
delivered the shipment to a house
where I had not lived for several
years and forged my name to the
receipt. The local agent refused to
reimburse me for the value of the
fruit, whereupon I started suit in
justice court. The latter gave me
a verdict, whereupon the express
company took an appeal to the Cir-

é

 

A. E. Brooks & Co.

GRAND RAPIDS, MICHIGAN

Manufacturers of

Pure Candies and High

Grade Confectionery

FOORS ©
HOCOLATES

 

Our Valeur Bitter Sweet Chocolates
are all that the name implies—value—

and good value at that.

 

 

 

 

 

THE WHOLE COUNTRY IS AROUSED
AGAINST

Fire Loss

Automatic Sprinklers solve the ques-

 

 

tion and provide a suitable and effi-

cient remedy. Get in touch with us.

Phoenix Sprinkler &
Heating Co.
Grand Rapids, Michigan

Detroit Office, 909 Hammond Bldg.

 

 

achat

ants

tna

 

3

 

a

at®

 

August 1, 1923

cuit Court. Judge Perkins literally
threw me out of court, but my ap-
peal to the Michigan Supreme Court
resulted in sponging Judge -Perkin’s
decision off the slate and reversing
the holdings of the trial judge on
every essential point. I recovered
the value of the peaches and all the
costs involved in the litigation, which
the express company wired its at-
torney to make as “expensive as
possible.” After the battle was over,
the U. S. Express Co. sent its at-
torney a check for over $700 to
settle an original claim of $1.50.
This decision has been worth thous-
ands of dollars to the shippers of
Michigan because it has rendered
it unnecessary to resort to legal
measures to enforce the payment of
many claims. All that claimants
of this character have to do now is
to quote the Supreme Court decision
of Stowe vs. United States Express
Company and the attorneys for
common carriers recommend settle-
ment at once. I would not have
prosecuted this case to the court of
last resort if it had not involved a
vital principle of value to every
shipper in Michigan.

While I thave been
many small men and inferior con-
cerns, I have never “gone after”
anything but big, men and_ larger
corporations. I distinctly recall two
instances which are still fresh in my
memory, involving Armour & Com-
pany and the Wm. M. Hoyt Com-
pany.

When Armour & Company began
making soap, it engaged as manager

attacked by

MICHIGAN TRADESMAN

business
idea of

of that department of its
a man who conceived the
making one price to the regular
dealer and a lower price to the
department stores which could be
induced to stock the Armour brands.
I came into possession of an auto-
graphed letter of instructions from
the manager to his salesman, giv-
ing them positive instructions along
these lines. I caused a fas-simile
reproduction of this letter to be
made and reproduced it in the Trades-
man, accompanied by the most
strongly worded protest I knew how
to write. Within three days I re-
ceived a call from Armour & Com-
pany’s attorney, who said he _ had
come to Grand Rapids to demand
a retraction in default of which he
was instructed by the manare- of
the soap department to  iustitute
suit for $100,000 damages. I told
him that no retraction would be
forthcoming and that he was at
liberty to start his suit without
further pcrley. Finding that his
bluff vould not work, he asked me
what 1 would do to straighten things
out. IT replied:

“Under no circumstances will I
have any conversation with you or
with the soap manager. I knew
(the late) P. D. Armour and do not
believe Mr. Armour is in harmony
with the action of his subordinate.
Mr. Armcur was once a retail butch-
er and I believe he has never ceas-
ed to believe that the regular retail
dealer is the proper medium of dis-
tribution between the manufacturer,
jobber and consumer, If Mr. Ar-

mour will write me a personal letter,
promising that no advantage will be
taken of my presence in Chicago
to secure service in a damage suit,
I will go to Chicago and discuss the
matter with Mr. Armour personally,
providing neither the soap manager
nor yourself are present.”

Two days later [I received the
letter from Mr. Armour and_ the
next morning I called: on him
at his office, which was then on

LaSalle street, he said:

“Mr. Stowe. you are everlastingly
right in the position you have taken.
I would
for $100,000. All my life I have
fought to secure a square deal for
the retailer. My soap man has put
me in bad with the trade. ‘What
can you suggest to help me out of
this dilemma?”

I told him that if he would give
me a letter, stating that the soap
manager had been fired; that the
letter of instruction was sent out
without his knowledge and consent
and that the policy therein stated
would be immediately reversed, I
would publish same in the Trades-
man at no cost to him and do all
I could to combat the harm the

original publication had done him.
He complied with my request and
immediately dictated a letter which

he evidently deemed adequate. It
did not meet my approval, however,
an I frankly told him he _ mus:
come clean or I would have to bid
him good day. He then told me I
might dictate the letter, which I
did. It was pretty drastic and I

not have had this happen.

45

distinctly recall that the color came
into Mr. Armour’s very expressive

face as hesigned it. This done,
he said to me:
“Now, Mr. Stowe, write out a

cntract for a full page for a year
and I will sign it.”

I frankly told him that I could
not accept any advertising for at
least a year from the Armour house
because if I did so my action might
be misconstrued by my readers. He
then said he wanted to pay my ex-
penses to Chicago and add $100 to
the amount for the assistance I had
‘-been to him in extricating him from
a difficult position. I told him he
could not pay me one penny; that I
was in Chicago on my regular week-
ly visit; that I was glad to be of
assistance in unraveling the tangle
he had gotten into through the un-
fortunate act of his subordinate and
that I felt fully recompensed be-
cause of the service I had been able
to render the retail trade. Mr.
Armour thereupon remarked:

“You are a freak. You are the
only trade paper publisher I know
who cannot be bought or_ bribed.
Don’t you ever come to Chicago
without coming to see me.”

I complied with Mr. Armour’s
request as long as he lived. I have

never been able to get on a working
basis with his son, who is now in
the throes of financial reverses be-
cause he does not possess the shrewd-

nes and far sighted vision of his
eminent father.
The other case in point is the

controversy I had with the wholesale

 

 

Rapids Exchange.

 

 

Citizens Telephone Company

GRAND RAPIDS EXCHANGE

Growth During the Year Unprecedented

From June |, 1922 to June |, 1923 there was . gain of 2,402 telephones in the Grand

Additional underground and aerial cable has been installed in all parts of the City to

take care of this growth and the increase in the Grand Rapids Exchange Investment from June

1, 1922 to June 1, 1923 was $242,660.
On June |, 1923 there were 22,162 telephones in the Grand Rapids Exchange.

CITIZENS TELEPHONE COMPANY.

 

 

 

 

 

 

 

 

 

 

 

46

grocery house of the Wm. Hoyt Co.,
recently absorbed by Austin, Nich-
ols & Co. “Uncle Billy’ Hoyt em-
. ployed no traveling salesman. He
depended on his quotations in his
Grocer’s Criterion to sell goods. As
a rule, he sold goods at close
margins, but many of his brands
were of inferior quality. Retailers
found fault with the Tradesman be-
cause our quotations were not so
low as those put out by Hoyt. As
a matter of self preservation and
vindication, I had to do something
to counteract this disaffection. I
began on cream of tartar. I quoted
pure cream tarter at 32c per pound.
It cost the jobber in those days 28c
per pound, plus freight from N. Y.
Hoyt quoted strictly pure cream tar-
tar at 18c. Instinct told me there
was something wrong with the Hoyt
goods, so I obtained sample pack-
ages from a half dozen different
stores and sent them to the late
Dr. Kedzie for analysis. Word came
back to me that the sample con-
tained no cream of tartar; that they
were composed solely of gypsum and
sulphuric acid, which combination
could be put up for %4c per pound.
I immediately published this analysis
in the Tradesman, with appropriate
comment, and in a few days the
usual bluffing lawyer put in an ap-
pearance, threatening a damage suit
unless I published a retraction. I
told him, as usual, that he could
not start his suit any too quickly;
that I proposed to continue having
analyses made of all Hoyt goods
which were quoted below the cost
of pure goods, with a view to put-
ting the house out of business, so
far as Michigan is concerned. He
went back to his client, but re-
turned a couple of days later with
the proposition that if I would re-
frain from further exposures his
client would underline every quota-
tion over which I found fault with a
line reading. “Not sold in Michigan.”
I accepted this compromise, but I
never ceased to be sorry afterward
that I did it, because I think I
should have insisted that the arrant
old crook who got immensely rich
by imposing on the credulity of
merchants should have been pro-
hibited altogether from handling rot-
ten goods. Death has since taken
him from the scene of his swindling
tactics. I hope the devil makes him
biscuits raised with gypsum and sul-
phuric acidi

Another Chicago house secured a
large volume of business in the ex-
tract line by quoting prices which
were way below anything I had
met with before in my business ex-
perience. I knew at once that there
was something wrong with the goods
and sent samples to Dr. Kedzie for
analysis. His report was that the
manufacturer was using wood alco-
hol instead of grain alcohol. As the
State Food Commissioner happened
to be my personal friend and I
wanted to do something to justify his
administration. I turned the analysis
over to him and he made speedy
work of cleaning up on the wretched
. Stuff sent out by the Chicago house

I could occupy a dozen pages of
the Tradesman with repetitions of
the work I have accomplished in

 

SN

MICHIGAN TRADESMAN

various lines in behalf of retail mer-
chants, but I think I have cited
enough instances to justify the state-
ment that my efforts have always
been of a constructive character, I
have not always immediately succeed-
ed in my undertakings, but I have
an abiding faith in the ultimate
triumph of right and. justice and
never despair over a temporary set-
back, because I have learned from
long experience that defeat under
certain combinations of circumstanc-
es will finally be supplanted by
triumph.

One ofthe hardest battles the
Tradesman has fought has been the
contest with the stock fire insurance
companies: first, to secure legisla-
tion permitting the organization of
mutual companies on a proper basis;
second, to abolish the iniquitous sur-
charge illegally and criminally levied
by the stock companies during the
war; third, to convince mercantile
insurers that they should abandon
stock fire insurance altogether and
substitute mutual insurance there-
for. The first two aims have long
ago been accomplished. The third
is rapidly becoming a fact. No pub-
lication in the United States has
done as effective work in this direc-
tion as the Tradesman, probably
because no other publication has the
following the Tradesman has enjoyed
—and hopes always to enjoy—with
the trade. -In many towns in Michi-
gan there is not a single stock policy
in existence. Many large concerns
which carry from one to five mil-
lions insurance have long ago parted
company with stock insurance, to
their great satisfaction and profit.
Before I let go the reins on the
Tradesman—ten years hence, Provi-
dence permitting—I hope to see stock
insurance relegated to the scrap heap,
because of its avarice and meanness.

If I were asked to enumerate
briefly some of the things I have
been able to accomplish during the
forty years I have directed the
Tradseman, I could not do it more
effectively than by quoting the j{ol-
dowing:

1. Organized 132 associations of
retail merchants at his own expense,
enabling the members to collect
over five million dollars in poor ac-
counts at comparatively small cost.

2. Brought about the uinform in-
surance policy form, which has been
worth millions of dollars to Michi-
gan merchants during the past thirty-
five years.

3. Took thirteen cases to the Su-
preme Court which merchants were
unable to do on account of their
financial circumstances and secured a
victory thirteen times. These cases
involved vital principles affecting the
well being of Michigan merchants.

4. Made large personal contribu-
tion to the fund used to defeat the
machinations of the mail order hous-
es when the parcel post law was. en-
acted. But for Mr. Stowe this law
would have been made much more
favorable for mail order houses, thus
working great hardship to retail
dealers.

5. Forced stock insurance com-
panies to abandon the wicked and
unnecessary surcharge they saddled
on the insuring public during the
war.

6. Encouraged organization of
mutual fire insurance companies which
furnish the merchant “walid insurance
at 30 to 60 per cent. saving over
stock company rates.

7. Induced merchants who signed

August 1, 1923

 

Coleman cra» Extracts

High Class Vanilla
Terpeneless Lemon

The constantly increasing num-
ber of Grocers. who sell these
Quality Extracts

warrants a trial in your store.

exclusively

A complete assortment of sizes

to choose from.

Write us—

FOOTE & JENKS

Expert Flavor Specialists

JACKSON, MICHIGAN

 

 

 

C. W. Mills Paper Co.

204-206 Ellsworth Ave.

1 Block South and 1 Block West of Union Station

GRAND RAPIDS, ‘MICHIGAN

DISTRIBUTORS FOR

Certainteed and S. P. C. Co.’s Roofing,
Ohio Blue’ Tip Matches, Ohio Fabric Tires,
‘Mansfield Cord Tires, Coleman Lamps, °
Magic Ice Cream Dishes,
Burts Drinking Cups
Reach Sporting Goods.

JOBBERS OF

Wrapping Paper, Paper Containers,
Crepe Paper, Toilet Paper,
Paper Napkins and Towels,
Woodenware, Cordage, Clothes Lines,
Brooms and Brushes, Printed Sales Books,
Gloves and Mittens,

Purses, and many other specialties.

Hosiery, Pipes,-

 

diotanckaaggl

August 1, 1923

orders which turned out to be notes
to repudiate the obligations thus
obtained by fraud by the Peerless
Talking Machine Co. The “saving

thus effected amounted to $112,000. °

8. Saved merchants millions of
dollars by exposing frauds and cheats
who prey upon ‘the credulity of the
mercantile fraternity.

I have not been able to bring
about the millenium. I have not
been able to make every merchant
a millionaire or keep every . business
man from failure. I have done the
best I know how to improve mer-
cantile conditions; to lead the read-
ing merchant into the realm of
progress and success; to inspire him
to be a better merchant, a_ better
citizen and a better Christian. I
have. aimed to confine my _ efforts
soleley to the reading class—to the
man who uses his head as well as
his hands—because long experience
has taught me that the merchant who
fails to avail himself of the assistance
afforded him by the trade journal
because he has “no time to read” is
headed directly for disaster and the
bankruptcy court. I thave long
ceased to argue with men of this
tpye, who constitute 95 per cent. of
all the average in business, because
the man who is so stubborn as to
imagine that he is a law unto him-
self and that he can succeed by
pursuing the tenets of the 95 per
cent. class “who fail will soon learn
—when it is too late—that he has
reached the dead level of mediocrity
and disaster.

I have had the blessed privilege
in my forty years’ association with
the retail trade to have hundreds
of merchants tell me that the assist-
ance I rendered them saved them
from failing. Thousands of mer-
chants who have reached secure posi-
tions on Easy street have assured
me that their success was due in no
small degree to the information and
advice they received from the Trades-
man. More than a dozen have ac-
knowledged that when disaster over-
took them they would have ended
their lives but for the inspiration
and encouragement they received at
my hands. [ think that any man
who has received such voluntary as-
surances has every reason to cherish
the believe that his lines have been
cast in pleasant places and that he
has justified his existence in the

sight of his Maker. FE. A. Stowe.
———_2 2
Another Plan for the Division of

Profits.

Hibbard, Spencer, Bartlett & Co.,
of Chicago, has recently inaugurated
a profit-sharing plan, which, although
the employes have no. representative
voice in its management, we believe of
interest because we think it will re-
sult in closer and more sincere co-
operation on the part of the employes.

The company, after making an al-
lowance of 8 per cent. of its invested
capital for payment to its stockhold-
ers, divides the annual profits of the
business equally ‘between its stock-
holders and employes. (The profits
divided under this plan are only those
arising from the purchase and sale
of merchandise and do not include
profits accruing from the ownership
of other assets, such as lands and
buildings.)

PRR aR nt Year ery were

MICHIGAN TRADESMAN

All employes in continuous service
for a year or more, including officers
and stockholders, but excluding coun-
try traveling salesmen, share in the
profits in proportion to the salaries
paid to them. In calculating salaries,
commissions, premiums and piece-rate
bonuses are included, but payments
for overtime are excluded.

If an employe leaves or is dis-
charged during the year, or before
the distribution of profits in the
month of May, he forfeits any share

in the distribution, except that, if an
employe is pensioned or dies, his
share will be paid to him or his es-
tate.

A temporary discontinuance of em-
ployment, through special leave of
absence, sickness or accident dis-
ability, is not, for the purpose of this
plan, considered a break in the con-
tinuous service of an employe.

The board of directors of the com-
pany has entire charge of the opera-
tion of the plan. It has power to in-

47
terpret the provisions of the plan and ;
exercise such discretion and make
such decisions as it deems necessary
for the proper operation of the plan.
All orders and decisions of the board
are final, conclusive and binding upon
the parties benefiting.

Ao ifn

Whalebone brushes are now be-
ing made for ‘household use; they
are resilient to the end, and push
the dust before them instead of
raising it in a cloud.

 

 

1923
Pack

He knows that he is delivering Quality. This

jemeds Products Are Always Fait Priced Too!

will be gladly furnished on request by mail.

Complete information on our package Line

When a Dealer Sells His Customer

an article bearing the name
ne. it

Self Raising Pan Cake Flour,
Golden Valley Corn Meal,
Flour for Bread, Pastry, etc.,
on:

Any Product of the Milling Industry—

Commercial Milling Company,

feature is vital to the welfare of his business.

~ DETROIT

 

 

 

 

ROY BAKER

WHOLESALE

 

me

 

Flour, Feed

Bags, Twine

Bakers Supplies
Dry Milk
Powdered Egg

 

 

 

Bakers’ Machinery
Dough Mixers
Cake Machines

All Steel
Sifting Outfits

Hoppers and Tanks

 

 

 

 

Wm. Alden Smith Building

Grand Rapids, Michigan

 

 

 

 

 

 

 

 

 

 

 

 

MICHIGAN TRADESMAN

August 1, 1923

 

WAS BILL RIGHT?

 

Where the Benefits of Increased

Production Go.
Written for the Tradesman.

“Why should I do an honest day’s
work? The more I do the more the
boss makes. If I waste anything
why worry, it comes out of the
pocket of the boss.”

Bill said this to me one day. He
thinks it’s good horse sense. I
wonder if Bill is right. Let’s see.

Every year the boss pays interest,
taxes, insurance premiums, wages
and salaries. He buys fuel, machin-
ery and raw materials. He pays
safaries and commissions to sales-
men, railroad fares and hotel bills.
He allows for depreciation, that is
for the wear and tear of machinery.
He must constantly buy new mach-
inery, repair old buildings and erect
new ones. All these and other ex-
penses are what we call overhead,
the cost of production, the cost to
sell goods.

Now if all these costs remain the
same but the amount of production
goes up or goes down, then the cost
of producing each article goes up
or goes down.

Now if Bill and his fellow work-
men increase production and save
what they used to waste there is,
(1) more profit for the boss or, (2).
the goods are cheaper to the con-
sumer or, (3) Bill makes more money.

Bill says only one of these things
happens, “The Boss makes more
money.” :

Now I’m going to tell the truth
and talk facts if I can. I’m not
going to defend anybody or to twist
facts to make a point.

There always have been and maybe
there always will be employers who
talk more production, but want the
big end of the extra profit of more
production. Let’s admit that.

But Bill overlooks several things.

First, Bill is only one of millions
and Bill is a consumer, a buyer as
well as a maker of. things.

Secondly, in industry as a whole,
increased production in the long run,
means more goods for everybody and
under the law of competition, more
and more goods, other things being
equal, means lower and lower prices
to the consumer.

Bill and all other Bills would find
if everybody did a real, honest-to-
goodness day’s work, and wasted as
little as possible, were careful and
reliable, Bill would find that the
cost of living would: everywhere come
down. Consumers would have a
much larger supply of everything.
The bosses, even if they wanted to,
simply could not hog all the benefits
of increased production. The law of
business don’t work that way.

“Ah,” says Bill, “But wages would
come down too!”

No, not necessarily and certainly
not as much as the cost of living
would come down; so the purchasing
power of wages would not come
down.

Nearly every employer in the coun-
try could afford to pay big wages if
all the workers produced what they
could and watched out how to save
stuff. Some factories, but they are
very few, are up near the limit of

production but you’ll find these fac-
tories pay big wages.

So then even if, mark you, I say,
“even if” no higher wages were paid,
if increased production brought down
prices for Bill, so it costs less to live
he would be better off. In that
case increased production would
mean the consumer would get the
benefit. If it is the building trades,
honest work would mean Bill could
build a home more cheaply. The
contractor would not be the only one
benefited by better work. And the
carpenter, the mason, the plumber,
would benefit by the better work of
the shoemaker, the tailor, the textile
worker.

I said above “even if” Bill did not
get higher wages, everybody honestly

 

of high wages in the long run,
aside from work.

Bosses need to learn things as
well as the workmen, and they have
learned—I know.

When they talk increased produc-
tion they are beginning to see that
it is only fair to divide with the men

if they do better. And the wise

ones are doing it.

So Bill is wrong. Honestly, he
is wrong. Neither Bill nor Jim,
nor Sam, nor Mike, nor anybody is
just as well off whether we produce
much or little. Waste doesn’t come
out of the boss, it comes out of
consumers in the end and Bill pays
his_ share.

When the workers get real busy,
do a good day’s work, are saving

Alfred W. Wishart.

on the job would lower the cost of
living.

Now cut out the “ifs” and let’s
see what actually does happen when
we all get real busy.

Three of us are benefited, the
boss, the wage-earner and the con-
sumer.

If Bill would investigate, observe
and think a little Bill wouid find
that bosses everywhere are more and
more sharing the profits of in-
creased production with the men.
As a general fact the higher wages
of the whole country as compared
with pay twenty-five years ago are
due to increased production, largely
the result of better organization of
industry, and invention of better
machinery. That is the big cause

of material, careful of machinery,
watchful and steady, the boss makes
more, Bill makes more, and the con-
sumer makes more, or in_ other
words pays less for what he buys.

So, Bill, old boy, that’s where the
benefits of increased production go
and that’s where they don’t go
when you lay down on your job.
The boss makes less, you make less,
the consumer pays more.

Don’t forget Bill, you’re a con-
sumer and the other fellow who
shirks or wastes makes you pay more
for what he makes. It’s al losing
game for both of you.

You get busy, Bill, and we'll all
get after any employers who have
not yet waked up to the fact that
it is unfair to ask for more pro-

duction and not give the workers

part of the benefit.
We've all got to
That’s an honest fact.
Alfred W. Wishart.

Little Oversights That Eat Up Profits.

1. Not figuring your salary as an
expense. It isan expense, whether
you take it from the till as you need
it, or pay yourself a fixed sum per
week.

2. Goods buried on shelves, and
failure of stock record to show this.
Consider the interest on your invest-
ments and figure what it costs you
to have these goods lie idle.

3. Disregarding depreciation on
goods and equipment. While it is
hard to trace this expense it should
be taken into consideration.

4. Failure to take discounts. When
you fail to discount a bill, you add
that much expense to your business
The discount represents an amount
you can save.

5. Unsystematic book-keeping —a
source of expense because it often
hides other expenses.

6. Unsystematic deliveries, which

reform, Bill.

waste the time and often result in,

dissatisfied customers.

7. Disregarding losses sustained by
offering “mark-downs” or specials.
Although they attract trade, “mark-
downs” are real expenses, because
their selling price may often be less
than cost price.

8. Bad accounts not figured. Bills
against customers from whom it is
hard to collect, or which are never
paid, are an expense often entirely
overlooked.

9. Lack of understanding or en-
thusiasm on the part of your sales
people. When your sales force does
not produce results in proportion to
salaries, it is a real expense.

10. Loss of customers. Customers
have a cash value, and if you lose one
through indifferent service, this is an
expense which should be figured.

a
Buyers Who Do Not Come Back.
The personal experience of a man

living temporarily in a certain Pacific

Coast city, in a section neither “high

class nor cheap, and who has found

cause to mark certain neighborhood
stores off his list. Store No. 1 charged

40 cents a dozen for eggs, and 95

cents a quart for olive oil, when the

neighborhood price was respectively

32 and 75 cents. Store No. 2 charged

15 cents a loaf for bread instead of 13.

Store No. 3 waited on four old cus-

.tomers before attending to the writer.

who had entered first. Store No, 4
asked 30 cents a pound for figs, when
neighboring stores charged 20. Final-
ly, the writer tried a chain store close
by, and found the contrast “almost
beyond belief.” Not only were prices
lower ,but the fact that they were
lower was emphasized. And the man
in charge was “Johnny on the spot.”
How many grocers realize that it is
the buyers who come back who keep
them going, and the buyers who don't
come back that eventually put then:
out of business?
_—->>-2--_2-______.

A suspicious employer is never
popular with the people who work
for ‘him. If you are suspicious, con-
ceal the fact carefully.

>

‘
Ti alee wi

ae
TEARERR OS

ond SRB

a A net tp a

hia

i
‘
’
.

August 1, 1923

MICHIGAN TRADESMAN

49

 

 

&
“CAILLE” ROW BOAT MOTORS

“Caille’ Motors are made in two
modeis, the ‘Five Speed” as illus-
trated, and
The “Liberty Drive’

which projects outward from. the
stern of the boat and may be tilted
entirely out of the water without
detaching from the boat. It goes
through weeds and will drive a boat

 

157-159 Monroe Ave.

oster Stevens&Co.

85 Years on Campau Square ——
151-163 Louis Street

Grand Rapids, Michigan

Campers, Tourists, Piecnickers, Fishermen--

 

all who enjoy outdoor life--will find interest in the several
things described on this page.

 

 

STANLEY UNBREAKABLE
VACUUM BOTTLES

There is nothing breakable about
these bottles, no expensive repairs
are ever necessary, because they are
made entirely of steel. Guaranteed to
keep liquids hot or cold. Dull black
finish with nickel base and. cap.
Pint, $6.75; Quart $7.50; Two Qt. $12.50
We have a complete line of Universal
Vacuum Goods—Bottles, Jars, Pitch-
ers, etc.

wherever there is sufficient water

for it to float.
Battery ,$85.00 Magneto, $105.00

 

 

 

 

GOLD MEDAL FOLDING CAMP FURNITURE

There are various makes of folding furniture, some of them very similar in
appearance to pieces bearing the Gold Medal stamp, but made of cheaper ma-
terials and of less substantial construction. The slightly higher prices asked
for the genuine Gold Medal are fully justified by the better quality.

No. 6 CHAIR—This is made with can-
vas seat, with or without back. It
is of the strong steel plate construc-
tion and is conveniently carried.
Can be used in an automobile as
an extra seat. Weight with back
4 lbs. without back 3% Ibs.

. Prices $1.20 and 95c.

LAWN CHAIR—When folded this
makes a bundle 3 ft. long and 3 in.

 

No. 1. COT—Very strong and durable
and a fairly comfortable bed. Steel
plates riveted on at all joints.

 

Opened: 6 ft. 6 in. long; 27 in. wide;
16% in. high. Price $5.00.

Folded: 3 ft. 3 in. long; 4 in. thick;
6 in. wide; weighs 17 lbs.

‘

No. 7 TABLE—This hardwood table
when folded for carrying measures
only 5 in. by 7 in. by 8 ft. long and
weighs 19 lbs. The top is made of
narrow wood strips, firmly fastened

by 4 in. square. The back and seat to canvas bands when opened the

are of one piece of striped duck. top is flat and rigid. It is 27 in.

Price, $3.00. by 36 in. and stands 28 in. high.
Price, $5.75.

No. 13 Table has a similar top but

is constructed in a different man-

ae is somewhat lighter. Price

 

No. 50 Cot is similar but is‘9 in.
wider and somewhat heavier. It is
large enough and strong enough for
two persons. Price $7.35.

\ No. 35 ARM CHAIR—One of the best
, folding chairs made, both in con-
: struction and in comfort to the
user. Exceptionally strong, only the
best of materials being used. Can-
vas back and seat. An excellent
lawn and porch chair. Weight 13
a Ibs. Price $4.65.

 

pport)}{ Jointed supports pass
thru sleeves on outside
of hip-Insures quick.
and easy erection

    

49 sqft. head room at
eves on 102x103 tent-

1

    
 

 

 

    

   

 
  

“SACKET” GRATES—Woven wire,

- tinned. Two sizes: 9 in. x 14 in.
foc; 14 in. x 18 in, $1.00. The
larger is really two grates joined
and which when opened make @
14 in. x 18 in. cooking surface.
Another style is of extra heavy

parallel wires welded to the outside
frame and to a brace extending
through the middle 10 in. x 14 in.
60c; 13% in. x 21% in. 90c.
WIND SHIELDS of galvanized iron
in three hinged sections to fit these
grates are $1.25 and $1.50.
CARRYING CASES of brown can-

   

Hi \
i i
; GASOLINE COOK STOVES
i i These burn with a hot blue flame

oes : a | like a gas range. They fold flat about

Sets Up In Three Minutes oe size and shape of an ordinary

suit case.

ce Geen Auto Kamp Kook
Senegesau tien Kit (illustrated)
me mrantraaie: 1 burner stove, $7.50; 2 burner stove
$13.50 and $14.50; 3 burner stove $22.50
Long legs may be had for the 3
burner size to make cooking con-
venient from a _ standing position.
$1.25 a set.
A coffee pot, fry pan and two food
containers of a size and shape to
pack inside may be had for $2.00
extra.

 

THE PERFECTION AUTO TENT

Compare this with the ordinary style of tourist tent and you will realize that it
is worth more than is indicated by the slight difference in price. There is full
was 12% in. x 16 tn., 50c; 15 in. x standing rooom on all sides; the canvas floor is sewed in and has a raised threshold;
24 in., 65c. screened door and screened bobinette window which can be opened and closed

( instantly from the inside: reversible combination door and side curtain, also
waterproof awning.

—

se

Material
Sail drill thoroughly waterproof and
mildew proof. A rich olive drab color
which does not show soil and affords
ample protection. :

S
. Erection ean
Very simple and easy. Only one up-
right center pole in three sections.
Eave supports are inserted through
sleeves while tent is flat on the
ground. ‘

 

 

 

 

 

Three Sizes
7 ft.x 9 ft., $53.50. 8 ft.x 10 ft., 6 in., $59.00 10 ft. 6 in. x10 ft. 6 in., $67.50
Another style of tent is called the ‘‘Ideal.’’ It is made of the same material as
the Perfection and also has sewed in floor, reversible door and awning. 7 ft. x 7 ft.
Price, $34.50.

 

   

Made with nickeloid lining and in-
sulated walls like a refrigerator, with
an ice compartment (removable) in
one end. The cover is also insulated
and is held firmly in place by a strap.
a Three Models
} No. 1 Tonneau: 21 in. long; 10 in.
wide; 12 in. deep. A deep” narrow
shape. Two piece cover hinged in he we
the middle. Stained green, $16.50. ; oe f

No. 2: Much like the first’ except in “STUBBY” ROD AND REEL

shape. 20 in. long; 13 in. wide; 10 in,
ae. wa ee oe “Stubby” is a rod and reei cembined. It is two 12 inch sections with reet
: attached to the handle. Reel holds 50 yards of line and has heavy spring
drag which may be thumbed. Gan pe used for trolling or casting and is a Capacity + ballon. Outide meet

- No. 1. Everybody’s. A very service-
able basket but not so fine in weave
good piece to have in one’s kit as an emergency rod. Will fit in any ordinary case finished in green enamel. Price
tackle box, Complete $3.00, $5.00.

THERMALWARE JAR
Keeps foods or liquids hot or cold

for hours. A 3% inch opening takes
large pieces of food, permits the use
of a large spoon for serving, and
makes thorough cleaning easy. The
lining is of thick white glazed
earthenware almost unbreakable, and
the silvered glass stopper is perfect-
ly sanitary.

Excellent for picnic use for carrying
lemonade, .drinking water, creamed
potatoes, etc., for a large number.

 

 

as the others. Has a one piece cover
entirely removable. Extra large ice
compartment. Brown, $7.25.

 

 

— — ’ sates reer ene
ha = ee — - —

 

 

_prosperity of the
The wholesaler is realizing more and

;
ie
2
:

arise

50

MICHIGAN TRADESMAN

August 1, 1923

 

TRADE RELATIONS.

Report of Chairman Berthiaume at
St. Paul Convention.

A year has passed since we met
in Cleveland. It has been my privi-
lege to do more work for our Na-
tional Association this year than in
any previous year. The Commit-
tee of Trade Relations, of which our
worthy President has honored me
with the chairmanship, has brought
me in contact with some of the most
devoted workers of the country in
Association work, looking towards
our wants at all times, willing to co-
operate and do all in their power to
promote this work.

The past year was a good one for
good grocers and I believe 1923
shows many signs of improvement
in the retail field. -What we need
to-day is more common sense and
good will and less suspicion. My ex-
perience has been, that wholesalers
and jobbers are willing to co-operate
at all times on any fair proposition.
Most of the troubles between manu-
facturers and retailers are due to
lack of understanding. The prosperity
of the wholesale food: distributor de-
pends in the long run upon the
regular retailer.

more that the problems of the re-
tailer are his problems also, and is a

-strong believer in the advantages of

co-operating with retailers by help-
ing them adopt better business
methods.

When the Cleveland National Con-
vention adopted the resolution pro-
viding for a committee, to work with
a similar committee representing
manufacturers and advertisers, for the
purpose of determining the kind of
“Dealer Helps” which are wanted or
not wanted, a more important step
was taken than is probably realized.

Unquestionably, there is the keen-
est desire on the part of the far-
sighted manufacturer and wholsale
distributor to supply ‘his retail dis-
tributors with the kind of printed
matter, displays and other _ store
paraphernalia which will help him
move his merchandise quickly and
profitably.

This kind of material is usually
very expensive and generally is of a
character which will produce results
if- properly used.

On the other hand, there is no
doubt a lot of it which is not at all
in keeping with the retailer’s ideas.
and as a result he is not receptive to
its use.

Consequently, when it is furnished
and not used, it is a positive waste
of money which imposes a tax on
manufacturing and advertising costs.

The manufacturer realizes this. ‘He
also has, no desire or inclination to
spend money for things which are
not used, are wasted. Neither does
he wish to antagonize his distribut-
or by appearing to crowd upon him
matter which the retailer does not
want or which he does not believe in.

All of the foregoing is in explana-

‘tion of Resolution No. 10. The way

is now open for the retail grocer to
make known his wants—his likes or

‘his dislikes in this respect.

In the meantime, we cordially and
earnestly request anyone who is in-

terested in this matter—manufacturers
wholesalers and retailers—to express
their views to us on the subject of
“Dealer Elelps.” :

Tell us, please, just how you feel,
and be assured your interest and co-
operation will be appreciated.

It was my privilege and honor to
represent our National Association
in Milwaukee last April After my
talk at this meeting several discus-
sions took place for hours on many
subjects of importance to both the
canners and retailers, such as packing
of sub-standard goods, Kieffer pears,
soaked dried vegetables, slackjacks,
and the keeping of regular-size cans,
asking them to discontinue packing
fruits in water less than 10-lb. size
cans.

The matter of swells was also
taken up by many canners and they
are trying to work out some satis-
factory discount scheme to be allow-
ed off the face of the invoice at time
of purchase to cover the losses that
may be incurred, on the swells and
springers. We realize there is some
basis for criticism on the part of some
retailers who buy in large quantities,
but we believe that when the right
figures are gathered, they will satisfy
all parties concerned. However, since
the canners look to the retailers for
aid in the disposal of their goods,
they earnestly desire to have his
hearty co-operation and good will at
all times.

I assurred the canners at this con-
vention that they could feel assured
that all our affiliated organizations
were desirous of doing their full part
in this most necessary undertaking.

‘In my opinion the biggest difficulty

connected with these subjects seems
to be the fact that so few retail
grocers are themselves sold upon
what the canners really are trying to
do for us.

The idea of research work was dis-
cussed by a Mr. Clendening of Chi-
cago with the firm that put sauer
kraut and its juice in the health-
building want column of many homes.

I said to these different canners
that the time was up for them to
get busy and educate the people to
the -food values and their necessity
for good health, which the canned
products contained. I told them that
they must do as other manufacturers
are doing, i. e., demonstrating to the
public of to-day that the food values
in canned goods are better and more
economical than the fresh goods at
most times of the year. Let us
name some of the manufacturers
who, by means of interesting adver-
tisements, have proven that foods
put up (canned) right, are more
healthful than some fresh foods pick-
ed green and shipped thousands of

miles. A few of these manufacturers
are the Bran packers—Eat More
Wheat, sauerkraut, spinach, meat

packers, etc. They realize that edu-
cational advertising. is bound to in-
crease their sales.

The matter of marking the degree
of syrup on fruits was also taken up
and on this subject I made the state-
ment that I believed that no fruit
should be packed with less than 20
to 30 degree syrup. They were anx-
ious to hear this statement and said
that this point alone would increase

the sales of canned fruits, if all
grocers had this same idea. They
were glad to hear that the up-to-date
grocer wished to sell quality goods.

The Western canners, assembled at
Milwaukee, certainly wanted to be
remembered to this meeting in St.
Paul, as a friend of the retailer at
all times, looking upon him ag the
main channel of distributing to the
consumer. And they asked us at all
times to be free to express our
wishes and they would be ready to
help us in any way to promote the
big work of increasing the sales of
canned goods.

It will be recalled that our National
Association last year at Cleveland
proposed a conference with all manu-
facturers, and I was chosen to rep-
resent this association at the Detroit
Meeting of National Advertisers held
May 7, 8. 9. On the second day I
addressed this meeting. It was my
privilege to get as fine a reception
as one could get. It goes to show
that-these men, as advertisers, spend-
ing millions of dollars to create and
increase our sales are interested in
knowing just how we want this money
spent and what kind of advertising
we prefer

My talk to the National Advertisers
was along the line of Dealers’ Helps
which all the manufacturers and Na-
tional Advertisers are looking to with
interest, for the reasons they want
to spend their money intelligently
and in such ways as will bring the
best results for both the retailers and
themselves. Some of the principal
points discussed were, “Advertising
retail prices.” “Discontinuing the
hanging of large, expensive signs in
stores.” “Educating the retailer not
to use any breakfast food packages
for shelf ornaments or display for
too long a period.” “Putting meat
signs in cases, advocating dozen and
half dozen prices, neat streamers, tel-
ling of new goods, and pamphlets to
be mailed out with statements.”

At the conclusion of this meeting
I was assured that every one rep-
resenting his respective line would
do all in his power to promote this
Dealers’ Help work just started.
Your committee wants suggestions
on any matter. If you have any
ideas as to how we should proceed
with any particular matter, please let
us hear from you. If you have any
information which would facilitate the
action proposed or recommended by
them, let us have them. We must
all understand and realize that our
Resolutions are our program. The
National office is simply the agency
for handling details. The success of
this matter depends upon the sup-
port and co-operation of all.

At the conclusion of my remarks
a meeting of food manufacturers was
called for Tuesday afternon which
was attended by twenty-two of the
food representatives We were in
session all afternoon discussing these
different questions which they be-
lieved interested in re‘ail food d-alers.:
One of these Manufacturers’ Adver-
tising representatives came to me and
made the statement that our National
Association could have $100,000 of
his advertising budget if we would
tell him where were to be found
the best channel for the best results.

 

 

I at once showed him our Bulletin,
the gospel of every up-to-date grocer

in the United States.

I want to say right here that our
Association in Superior subscribes
for every member and pays for it out
of our treasury. The idea that our
worthy Secretary Balsiger had to send
out these pass-it-along slips opened
my eyes to the possibilities of in-
creasing our circulation. I got 100
subscribers by putting a little effort
in doing my duty to help our of-
ficers with the good work.

Are we helping our National of-
ficers? Are we selling and organiz-
ing the work? Are you a salesman
from top to bottom? It is a con-
densed program for upright and
honest business methods. Any time
a grocer does not give full value in
service and merchandise for the dol-
lar Hie takes into the cash register, he
is hurting the entire National As-
sociation and tearing down the good
work of our National officers and
their co-workers.

Get on the band-wagon and do
your share, especially at this meeting.
Maybe your part of the program
will be at the discussions on various
topics and the question box. Bring
along your problems and they will
be threshed out for you.

In conclusion, I want to express
my great appreciation of the faithful
assistance rendered by my colleagues
on the Trade Relations Committee.
It has been interesting work; only
regret the results have not been more
apparent. [I shall at all times be
pleased to tender my services in any
matter that may concern the _ inter-
ests of my fellow retailers and of
this Association.

——_>-2-2—_____

New. Imported Cigarette Cases.

A line of new high-grade imported
cigarette cases made of Spanish leath-
er is being introduced to the trade.
A novel- feature is that the sewing
which is done from American pat-
terns by a small group of Moorish
artisans in Granada, is done without
needles. A _ fine steel needle, two
pig bristles and a block of wood are
described as the only tools used. The
thread is spliced with the split pig
bristle instead of ‘being passed
through the eye of a needle, which
would cause the fine quality mo-
rocco or calf leather to rip. As a
result the seams are said to have an
extreme fineness and delicacy, the
threads working cut into a minute
tracery pattern. The interior section
of the case, which slides in and out
of a pouch holder, has two divisions,
each with a capacity of eleven cigar-
ettes. Four different colored leathers
are available. Some of the cases also
have gold trimmings. Wholesale
prices range from $18 to $42 per

dozen.
:

The Turnover.

The slower that merchandise
moves, the higher must be its price,
in order that the merchant may sell
at a fair profit; and, conversely, the
more rapidly merchandise turns, the
lower the selling price may be placed,
without impairing a fair profit on the

turnover.
—_———_»- 2.

Authority can be conferred on you;
but not wisdom. It has to be earned.

Sey

ad

oS

Ph h

ae

=

mot

finn an Ml

eg naa an tg

e
le

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ee

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‘

SL Senden eer

{ August 1, 1923 MICHIGAN TRADESMAN

 

EE

UNION Al I 1
' Safe-t i so a complete, practical,
+ Rubbish Every sportsman is enthu- d oe 9 li . f ld
urners . ° . ~ -
of heavy siastic about it. ee ee oe SO

a

eo

ORR IT ae

*
le
v

gg cca ag, tag he A
‘

 

 

 

UNION
Luggage
Carrier.

No. 8

Cold Pack
Canning
Rack.

 

No. 1060
Dish
Drainer

 

steel wire.

 

 

 

UNION

 

 

 

  
 
  
 
 
 
 
 
 
 
 
  

: SS vi ve a.
Sh cy

?

{

{

>

\

“4

f

v

!

/ No. 128 = “ ee
Camp. Grid, RE enthusiastic about the delicious flavor of
= real, genuine, out-of-doors cooking done to a

“T” over a good, hot, wood camp-fire.
Oh Boy!—nothing beats it.

No more spilled coffee; no more dirt in the pan; but
a hot bite any time o’ day, anywhere there’s wood,

UNION FOLDING
CAMP GRID

with a

With feet stuck in the
ground, the UNION grid
stands rigidly erect. It’s
of electric-welded steel as
sturdy as a battleship. It
boils, broils, fries, and
toasts to the taste. On the
hike, it folds up like a news-
paper and takes almost no
packroom at all.

A most sensible and neces-
sary addit’on to the outfit
of every camping and tour-

Dept. 56

A postal now brings our complete literature—mail it today

Union Steel Products Co., Ltd.

     

ist party. Six styles all the
way from Boy Scout size to
Hunters’ Stove.

The season is here—are you
supplied >?

We also make the best line
of high-grade luggage car-
riers ever seen at the price.

pack canning goods, kitch-
en helps, and rubbish burn-
ers. For sale by all leading
jobbers.

Albion, Michigan, U. S. A.

 

 

 

 

 

 

  

 

52
HOLD UP THE STANDARD.

Measuring a Man by His Money
is Shoddy.

I assure your readers my paper
will be short, like a woman’s dress,
“long enoukh to cover the subject,
and short enough to hold the atten-
tion.” My subject
ments of Success.” Yet no man can
tell any other man how to succeed
any more than he can tell him how to
love, how to be happy though mar-
ried, how to feel, how to. think.
“You cannot think with another man’s
mind, you have to succeed or fail on
your own merit or lack of merit.

I believe in the theory that every
man, generally speaking, fails or suc-
ceeds as he ought to fail or succeed.
I want you to bear that in mind. I
know you can get plenty of sug-
gestions about how to succeed but
you cannot get much help. You can
get all the good advice you want
for nothing from men who _ never
follow their own. suggestions and I
have not written this article for the
Tradesman to give you good advice.
What is good advice? That which
old men give young men, when they
can no longer set them a bad example.
Don’t go around asking advice so
much and so long that -you haven't
any time to attend to your own busi-
ness.

There are some elements that you

have to put into your effort to
achieve success. You ask a lot of
busy men, absorbed in getting on,

busy about making something and
accumulating something, you ask
them what success is and they want
to measure it by the amount of
money a man makes. That is shoddy.

I know a city where several men
made a lot of money.. They had no
taste, no education, no culture, no
refinement. They were great, colos-
sal vulgarities. There happened to
be an educated Englishman come to
-their city and he said to them—this
was about the time Mona Lisa was
stolen—“What do think of Mona

Lisa?”

“Oh,” said one of these fellows,
“I like red wine better.”

A friend got him by the coat
sleeve and said, “You blamed _ idot,
don’t you know you’ embarrassed

us. Mona Lisa is the name of a
new cheese.”

You cannot make people refined
because they have money and wear
diamonds. You cannot make them
refined because they can buy every-
thing, although they possess. nothing.
There are plenty of people who have
succeeded in making money and the
only thing it has done for them is to
make them evelastingly poor. It is
un-American, shoddy and plutocratic
to measure a man’s success by money.

I would not have all the money
that some men have made if it had
to have the same effect on me that
it has had on them. I can not af-
ford to have it. Don’t be yellow
hearted or yellow minded. There is
no disgrace in being the richest man
in the world. No man who has
failed thinks a man can make a
hundred million dollars honestly.
They are failures, that is why they
think so. I do not dare measure
success by money. There are plenty

is “Some. Ele- .

MICHIGAN TRADESMAN

of men who make-a success in life
who are making a failure of life.
There are plenty of men who are
making money galore, who are end-
ing life with a bankrupt soul.

Now, there are things that go into
life to make it a success: There
is manhood, there is character, there
«is. citizenship, there is respect for
law, there is something you can
leave when you leave your money.
A wealthy man in New York died
the other day, and somebody. said,
“How much did he leave?” And the
answer was, “He left it all.” I don’t
want your money, all of you put to-
gether, if, at the end, I have only
got a bankrupt soul, or a bankrupt
character or a bankrupt life.

I; want my wife and my children
to love, me not for what =I. have
got, not for what I have made, but
for what I am; and what a man is,
goes before all he his. You don’t
dare tell me a man is rich according
to what he has.

I will tell you somebody who is
rich: Your gambler is rich and the
bootleggers are richer than a lot of
you. Your speculator who would
roh the widows arid the orphans
is rich; your miser’s got it but what
under heaven good does it do him!

Now, then what is a man worth?
Not the money he has made. What
is money? It is the universal pro-
vider of everything but happiness,
and the universal passport to every-
where but heaven.

What is a man worth in your com-
munity who is the success of your
community? Don’t come to me and
tell me he built up a big business, he
is worth ten million dollars. Worth?
No, he isn’t worth it, he has only
got it. All a man is worth in your
community and mine is what he con-
tributes to the city, the social, moral
and spiritual uplift of his fellowmen.

In days like these, a man’s charac-
ter, a man’s example and a man’s in-
fluence are worth more to his com-
munity than all his possessions. His
possessions. may enable him to do the
things for which his character stands.
We do not need more money, we
want more character.

In days like these when there is
still left some greed, some graft and
some grossness, the great common
vice is a half humorous, good na-
tured, indifference. Ask yourself if
you are free from it.

In days like these, when we have
every kind of “ism” and cult and
propoganda, when there is disre-
spect for law on the part of the so-
called good American, when there
are plenty of men who think it is
a huge joke to outwit Uncle Sam
in buying of the bootlegger, such
things. constitute a pitiful and collosal
caricature of American citizenship. I
do not see, morally or criminally,
any difference between the  boot-
legger and the so-called . American
who keeps him in business by buy-
ing of him.

In days like these, we want some-
thing that is bigger than shoddy
money. We. want something besides
a golden calf. We want men and
women whose souls will not be
sucked dry by the hellish greed and
love of money. We want men who
are richer by what they refused to

ee a

_ of greed;.. or

eo +

have than anybody is rich by what
he accumulates. We want men and
women who stand firm and come out
in the open for the good of the
community in which they live. “God
give us men, in times like these, of
true faith, great hearts and willing
hands; men whom the lust of office
does not kill, men whom the spoils
of office cannot buy; men who pos-
sess opinions and will; men who have
honor, men who will love life, men
who can stand before a demagogue
and scorn his treacheries, his flat-
teries, without weakness; tall, splen-
did, ‘sun crowned men, who _ live
above the fog in public duty and in

private thinking.”

God give us men. >
The man who. never fails “his brother,
The man who never shames: his mother,
The man who’ stands for country, home
and God.

Then there is another element in
success, it is definiteness. Life is
too precious to be indefinite, to be
misspent, as the man who spent his
youth ‘pouring empty buckets into
empty wells and then frittered away
his old age drawing them up again.
Life is too sacred for one to drift,
just to-become a wreck on some sea
_aground on some
reef of despair. It is too full of op-
portunity and challenge just to drift
between two worlds, the one dead
and the other powerless to be born.
Don’t be indefinite, for to be indefinite

-js too remain impossible. Don’t be in-

definite; pretty soon you will become
a suicide in a- tragedy of idleness,

where a man loses his life before
he dies.
Don’t be indifferent, or you will

end in pessessimism. What is a pes-
simist? A pessimist is a man who
blows out the light to see how dark
it is. A pessimist is a man who
Fletcherizes quinine. A pessimist is
a man whose ill digested thoughts
have given him a bad breath, and he
insists on talking in your face.* What
is a cynic? A man who knows the
price of everything and the value
of nothing.

Pessimists are men. who wreck
cities, and you stamp yourself a pes-
simist by talking hard luck. There
is no such thing as good or bad
luck. - There may be hardships or
misfortune, but there is no good

duck or bad luck. That is a gambler’s

chance with life. Don’t depend upon
somebody else, don’t look for a pull.
The man who gets a place by a
pull can never fill the position.
Don’t depend upon your. father.
Don’t let your father do for you

‘what you ought to do for yourself.
_ Don’t go around telling who your

grandfather was. I. have known
people so busy hunting up their
grandfathers that they have quit

work. The world does not care who
your grandfather was, it only asks,
“Who are you?” and it is going to

‘take. good care that you do not trade

on the reputation of your grand-
father... That is all right, those of us
who: have ancestors are proud of
them: but ancestors are no credit
to a.man who isn’t a credit to his
ancestors.

The world will not ask, “What do
you know?” but, “What can you do?”
It won’t ask you, “What have you
got?” but, “How did you get it, and

ene ee eee eee

August 1, 1923

what under heaven are you going to
do with it when you have it?”

So the world is asking you to
come out and be definite and to
translate your life, not into money,
that may come later as a_ reward
all right but first of all to translate
your life into terms of character and
of service. There is no such thing
as a rich man or a successful man,
on this earth, whose riches and suc-
cesses do not lead to some kind of
service. And there is no such thing
as a true man, nor a good man, nor
a great man on this earth whose life
is not continuously give into some
great cause.

Now then do something to justify
your opportunity, justify your man-
hood and justify your creation, and
then, if you have any (if it isn’t all
in your wife’s name, to justify your
Christianity.

Down near my home, a young
boy came back from the war. A
friend rushed up and embraced him

.(the boy was seated in a chair) and

said “Tom, old boy, when did you
get back? I am so glad to see you.”
And, looking down, he became aware
that Tom’s leg had been shot off
between he knee and the hip. Break-
ing down, he threw both arms around
the boy and when he could control
his voice, said, “Tom I didn’t know
you had lost your leg. Oh, I am
so sorry.”

Tom looked up with a smile and
said, “I didn’t lose my leg.”

“What do you mean, I don’t under
stand.”

“IT gave my leg for a clean con-
science.”
There is no. substitute, in the

things that you make or multiply or
hoard or invest, for the comfort and

the -consolation of a clean con-
science.
We will never succeed in anything

until we learn the success of failure.

If you are going to fulfill a career,
then you have to put into it faith,
courage and “purpose. As you g»?
out into life, what will you do with-
out faith when you fail? You wil!
be defeated but with faith there is
no such thing under the sun as
failure. What you call failure és
only learning how. “Not failure.”
Emerson said, “but low aim is crime”

Ninety-six per cent. of the bus:-
ness men of America fail at least
once in their career. But what we
do not know and do not take the
trouble to get the statistics on is
that the great overwhelming majority
of those men succeed. before they
get through. It is well when i:
changes your life into some higher
and nobler and greater success. I
do believe that as many men fail
from stubbornness as lack of ability.
and I have yet to discover that stub-
bornness is a virtue, even in a mule.

Bessemer was a perfect failure as a
government clerk. Then he invented
his converter and revolutionized the
entire industry of the world. Phillip
Brooks was a perfect failure as a
school teacher, a giant, six feet, four,
but could not control a class of little
boys. The trustees said, “There is
one comfort, no matter whom we
get to succeed Brooks, he never can
be as bad as Brooks.” Then Brooks

  

  

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August 1, 1923 MICHIGAN TRADESMAN ae ; 53

 

8 a
“
 eepenenteennciii-iiaess= —0isceiemncaeagl see
. c

ee OWEN-AMES-KIMBALL COMPANY
BUILDING CONTRACTORS

. F GRAND RAPIDS, MICH.

| ' In every estimate—in every contract
ea : —there is incorporated in our dealings
| that mutual fairness to the owner, the
cat worker and the builder that must
obtain in all modern industrial rela-
¢ : | tionships.

For more than a quarter of a century we have left our im-
print upon the building of Western Michigan. We have
| built the humblest of social and industrial shelters and we
4+ have erected the largest and most enduring structures.
And it has been our experience, through the years, that
those who build when there is a lull in the industrial tem-
pest, build wisely and well. They are prepared for the
t- steady growth, the natural development which is sure to
follow.

All signs point not to a boom but to a steady forward
movement. The tremendous responsibilities, social and
| economic, which will fall upon the American people in
the next few years, must include a consequent industrial
| expansion. This expansion will require room, housing.
| It will require better factories, better schools, better
churches, better institutional quarters. It will require
) better homes, better roads, bridges and terminal facilities.
ee Inventory your own relation to this development and let
| us discuss with you your building needs, no matter how

, large or how small they may be.

 

 

 

 

 

 

 

 

 

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MICHIGAN TRADESMAN

August 1, 1933

 

$4
became the greatest preacher of this
country. ;

There is no way of stopping a

man who knows what he wants, who
is in the right place at the right
time. There is no way you can stop
a determined man from succeeding.
You can put obstacles in his way
and he will use them for supports.
You can pile up stumbling blocks
and he will use them for stepping
stones. You can imprison him and
he writes the “Pilgrim’s Progress”
on the paper covers of milk bottles.
You can make him a poor boy on the
streets of Detroit, shivering in the

-winter’s wind, clad in summer cloth-

ing, selling papers, and he will make
a living and then you cannot go fast
enough as you follow him as_ he
keeps the step up when he goes to
register his inventions, Thomas Edi-
son.

You can make him poor, a boy
without a chance, an orphan sleeping
in a garrett, picking his food like a
stray dog, stuffing his little shoes
with paper to keep his bare feet off
the sidewalk, climbing the lamp post
to study, and who do you have?
Lestuereux, the greatest botanist of
the world.

You can set him to splitting rails in
Kentucky or driving mules on the
towpath and then, like Lincoln or
Garfield, he arrives at the White
House. They knew what they wanted.

Now then, come up to life and see
the whole; know what you want,
then fit yourself into its largeness
and its wholeness, cross the thresh-
hold, catch the meaning, enter the
contest, sing the battle song, cheer
on the victory, break the drum, if
you will, but, God help you, hold up
the standard.

Charles E. Woodcock.
——_e-.s———

Some Random Shots on Successful
Salesmanship.

A young man canvassing for a
publication in a southern town, de-
cided that he had practically ex-
hausted his field, and must move on
to the next town. That night, how-
ever, he read something which so
stimulated his ambition that he re-
solved to stay one more day and see
what he could do. Prior to this, he
used to go out mornings filled with
doubt, but this last day he deter-
mined to take more subscriptions
than he ever did before. The result
was that he went home that night
with twenty-nine subscriptions—more
than he had previously taken in a
week.

This young man had allowed his
ambition to cool, the fire of his en-
thusiasm to die out, but the stimu-
lus he had received added fuel to it,
and fanned the ashes into a flame.
His renewed confidence, enthusiasm,
and dead-in-earnestness so impressed
his prospects that they took it for
granted that a publication which
could so enthuse a man who sold it
every day must have something very
much worth while in it. Consequent-
ly, his canvassing that day, he said,
was a walk-over.

We all need jacking up, frequent
stock taking of ourselves to keep up
to the high water mark of our
efficiency.

“There are so many who think

that ‘luck’ counts for more than any-
thing else in salesmanship,’ says
Joseph F. MacGrail, instructor in
salesmanship and efficiency, “that I
would like to repeat the story of a
‘lucky fisherman’ I once heard in
Philadelphia.

“A man came along to fish, and
passed a number of men engaged
in fishing who were catching nothing.
He walked on about two miles far-
ther until he came to a spot where
he saw one catching plenty of fish.
Observing that this man had a
different kind of bait from that the
others were using, he got some like
it and went back to where the un-
successful ones were. Getting on a
raft far enough away so that they
could not see his bait, he began
fishing, and soon caught a fine
string.

“The friend who told me this tory
claimed that this man’s success was
simply due to ‘luck. My point of
view is, that ‘luck’ thad nothing to
do with it. First, it was a matter of
observation. The ‘lucky fisherman’
used his eyes, and saw what kind of
bait to use. Second, it was a mat-
ter of energy—he walked two miles
to find out what the best kind of
bait was. The ‘unlucky’ fellows
simply went along in the old, un-
successful way, using any old kind
of bait, whether or not they caught
fish. If they had only had sense
enough to wake up and find out what
kind of bait to use, they would have
had plenty of fish. If you are an
‘unlucky’ salesman wake up, and see
what kind of bait your ‘lucky’ com-
petitors are using.”

A good salesman should be well
read on general topics as well as in
his special line, otherwise he cannot
be a ready and interesting talker; and
many a man otherwise well-trained
and well-equipped fails as a salesman
or remains a mediocre one, because
he has never learned to express him-
self with ease and fluency. To hesi-
tate and feel one’s way for words
in trying to make a sale is fatal. If
you are not able to express yourself
easily, clearly, and forcefully, without
stumbling or hesitating, you will be
placed at a terrific disadvantage. You
must not only shave your selling
points clearly in mind, but you must
be able to present them in good
English, fluently and convincingly.

The salesman who is not armed at
every point to meet the tactics of
the shrewd buyer, who, unfortunately,
is sometimes unscrupulous, runs the
risk of being imposed on. This class
of buyer will, if possible, lead the
salesman to think that competitors
have given better. prices. or better
terms, and that their
superior to his.

There are two very good rules for
meeting arguments put forward by
buyers of this sot. They are: first,
“Know your goods;” second, “Know
your competitors’ good.”

To meet the first of these rules
read very carefully all the literature
and advertisements put out by your
house. Nothing will destroy a buy-
er’s confidence mote quickly than to
find a salesman ignorant of the
claims made by his own house, or of
the specific qualities of the goods he
is offering for sale.

 

Accurately Sized for Everything from’ a Housefly to a Shiner

 

Oz : :
— fF ce
ys anus Fishing Tackle ~

Y= Tse

 

Write for Details about

DARDEVLE

The Wonderful Casting and Trolling Lure

“NOTANGLE” CASTING SPINNER

A New One, Patented, and a Big Hit with Fishermen

“NOSTEALUM” LIVE BAIT HOOKS

Osprey Waterproofed Silk Line

A remarkable line—Lasts for Years—and Sells Fast

FOUR COLOR CATALOG FREE

Write for it.
and illustrates all

Paneer

310-312 Congress St. East., Dept. W. X.
DETROIT, MICH.

Shows Dardevle patterns in actual colors,
Osprey~ Specialties—good sellers

every one.

 

 

 

goods are.

 

CHAS. W. GARFIELD, Pres. G. VAN SLEDRIGHT, Vice-Pres.

J.S. GARFIELD G. J. BROUWER, Sec-Treas. N. FRED AVERY

Grand Rapids Calendar Co.
Calendar Publishers

 

 

 

 

ALL KINDS OF
ADVERTISING SPECIALTIES

572-584 DIVISION AVE., SOUTH

GRAND RAPIDS, MICH.

 

 

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———

 

 

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earners Sas Sica Gee ee

 

August 1, 1923

To meet the second rule be famil-
iar with the quality and uses of the
goods of competitors in your line.
Also know all you can about the
reputation of the manufacturers and
their selling agents, as well as the
class of trade to which competitors
cater, the class of salesmen they
employ, and the ethics they observe
in doing business.

No one can do anything great
while he is constantly tying up his
faculties by self-limitations, self-made
handicaps. No man can get beyond
his convictions. As long as he is
convinced that he cannot do a thing
he cannot. He can who thinks he
can. Whenever you approach a
customer let your mental attitude
be tuned to “I can” instead of “I
can’t.” “I can” invites sucess; “I
can’t” invites failure.

It was said that in his law prac-
tice Lincoln’s power with the court
lay largely in the fact that he gave
the impression of the principle of
justice back of him; people felt that
it stood behind his words and gave
them force. In selling things it is
the ideal that animates your selling
talk that gives it pulling power or
makes it weak and ineffective. If
your whole thought is for yourself;
if you have no idea of benefiting your
customer, of doing thim a real ser-
vice, but only of the commission
your sale wifl bring you, your words
will come back to you empty. You
will not make a success either as a
man or a galesman. The successful
salesman doesn’t leave the welfare of
the man at the other end of the
bargain out of consideration. He

MICHIGAN TRADESMAN

wants both parties to the sales trans-
action to be benefited.

Taking hold of a thing with a
vigorous determination to put it
through, grappling the situation with
the feeling of a vigorous “must”
back of it, robs it of half its terrors.
Many people go about their work
just as though they were not quite
sure whether they would put it
through or not, but they would make
a try at it. Now this is not the
spirit which puts things through, not
the spirit which does things.

No branch of salesmanship com-
pares in educative value with book
salesmanship.

Every human being who sells the
product of hs brain, whether he is a
stenographer, a clergyman, a lawyer,
and artist or an author, is really a
salesman; each aims to be, or is,
an expert in his line.

You are trading your brain power
in selling things. And remember
that a great salesman is an expert
against the layman. You are sup-
posed to know all of the arts, the
fascinations, influences and sugges-
tions which can influence the buyer,
so that you are really in a superior
Position to your customer. You
have the advantage as a professional
in your line. This should increase
your self-confidence and make you
the master in every buying and sel-
ling transaction.

Writing in the New York Globe,
Herbert Corey said: “One of- the
big corporations conducts a_ school
for salesmen downtown. An _iron-
faced old demon is the pedagogue.
He teaches the young idea how to

shoot in orders by making it as un-
pleasant as possible for the pupil.
A gentle, shrinking, two-legged violet
teeters in, blushing.

“ “f—I—I beg your pardon,’ says
the raw material of a good drummer,
running a finger around his collar.
‘I—I pardon me.’

“ “No, bellows the iron-faced man.
‘No. Ten thousand gospels, ‘no.
When you apologize to a man for
wastng time you are wasting his

time—and he knows it. ”
2.

Why Some Capable Buyers Fail.

Many buyers fail to make good in
their jobs not because of a lack of
business ability, but because they are
not good mixers with the travelling
men, their own people, and particu-
larly with the members of their own
firm. Too often they are wanting in
the fighting instinct.

“You can’t get too close to your
firm on important matters, but, on
the other hand, some buyers actually
annoy the firm by taking every
trivial matter to them. Many a time
I have sat at my desk with an argu-
ment for an additional appropriation
and, knowing that the firm were busy
men and had no time to read long
stories, I scanned it closely to see
how I could reduce it to fewer words.
Then, whenI did go to the firm, I
went with a fighting spirit.

“‘Mr. Thompson, I would say, ‘I
want $22,000 more appropriation.’

But you can’t have it; if. you
want more money to spend, get it
out of your stock—reduce it, liqui-
date. You have already gone the
limit!’

<a aa ine nnn: otras tage tsapaimapoeersamregcceestheeneeneeertieereeee re

55

““T know it,’ I would reply. ‘That
is why I am here. I would not come
to you if it were a question of spend-
ing my own money, but I come to
you for money to buy something that
I can turn over quick and make a
good profit on. I have got a chance
to buy $22,000 worth of goods that
I can turn in ten days’ And I would
stick it out because I was right, and
I discovered years ago that the firm
frequently says ‘No’ to a buyer simply
to see if he has a fighting spirit.

A buyer should always work in co-
Operation with the heads of depart-
ments, and frequently with the co-
operation of the salesmen themselves.
Know your public well, and do not
depend on the advice of the sales-
people alone, but consult the other
buyers.

————_s->-2————
Eliminating One Season.

The manner in which the Spring
retail clothing business has shaped
up has jagain given support to the
idea that one season is in process of
elimination from the sale of men’s
clothing. Factors in the piece-goods
market, as well as in.the manufactur-
ing and retail trades, have remarked
that there is a growing tendency
for sports wear and tropicals to ab-
sorb practically the entire Spring
and Summer, leaving only a small
time margin for consumer demand
for regular lines in this period. This,
in a measure, confines the latter
to the Fall and Winter months.
Added impetus is given this trend, it
is pointed out, by the gradual dis-
appearance of the difference between
light and heavy weight suitings.

 

 

 

Edson, Moore & Company
Wholesale Dry Goods

DETROIT

STANDARD LINES OF

DEPENDABLE WANTED MERCHANDISE

AT CORRECT PRICES ALWAYS

Mr. M. W. Whims

Grand Rapids Office, No. 212 Lindquist Building
Mr. Louis J. Pylman

 

 

 

 

 

 

 

 

 

 

36
REPORT OF SECRETARY.

 

To the National Retail Grocers at
St. Paul.

Being first of all deeply conscious
of the great honor and grave re-
sponsibilities of being engaged in

“your service, I want to assure you
that this report is submitted with the
earnest hope that it may give you
the clearest understanding of our
activities so that you may determine
whether or not that which has been

- done, and that which is proposed to

be done, is conducive of developing
the service which your National As-
sociation should render.

I think it can be safely said that
material headway has been made dur-
ing the past year in several important
directions and undoubtedly prospects
are most encouraging for a successful
culmination of plans which are in
contemplation. Thus, we find our-
selves at a milestone in our march of
progress which presages great pos-
sibilites.

In addtion to the things which have .

been done on current matters, a great
deal has been done along the lines of
planning on setting up such agencies
as. will make it possible to more ef-
fectively help the retail grocers of
the United States meet their prob-
_lems—in order to render to the pub-
lic the efficent service which they
should and procure for them in turn
that consideration and full measure
of success to which they are entitled.

Fortunately, we have had no new
serious specific differences to contend
with, and those which came to our
attention, and were of a character de-
mandng the attention of a- commit-
tee, were handled by the Trade Re-
lations Committee, whose report. will
properly inform you of ther nature
and disposition. Others were dis-
posed of through the — of the
National Office.

It must not be a on account
of the foregoing statement, that we
are lulling ourselves into a feeling of
false security, for our business is still
most seriously suffering from the
malignant abuses of long standing
all of which have received such con-
sideration as has been possible—and
they will no doubt be the subject of
many a wordy encounter in the ses-
sions which are to follow.

Undoubtedly, the matter of prefer-
ential prices given by both whole-
salers and manufacturers-to favored
customers the so-called free deal and
gift schemes of all kinds, the matter
of futures so far as the retail grocers
are concerned, the too liberal exten-
sion of credit by the wholesaler to
the retailer and other similar and
equally harmful practices which are
and have been sources of great detri-
ment to the retail grocer will be
brought before you in resolutions by
some of our local associatins who
have been waging aggressive cam-
paigns for a correction of some of
these evils.

_ Before leaving this subject, it is not
amiss to observe that if more retail
grocers made it their business to at-
tend their local association meetings
more regularly—and, through their
exchange of experiences and discus-
sion, learn just what wholesalers and

WICHIGAN TRADESMAN

manufacturers were or were not deal-
ing with them fairly and then went
back to their stores and exercised
their logical and perfectly aatural
prerogatives when they did their buy-
ing—they would undoubtedly put a
quick stop to many an unsatisfactory
situation.

If retail grocers would do _ less
kicking and complaining—and more
straight thinking, together with a
little occasional drastic action—they
could, without a doubt, solve the
most of their problems in short order.

In my opinion, the retail grocer,
behind his counter, is a monarch in
a kingdom of his own, if he will only
stick out his backbone instead of his
wishbone more frequently.

It has been said that a man’s value
to his community is through his ability
to think individually and to act col-
lectively. For application to the
situation I have been discussing, let
us reverse this by saying: A man’s
value to himself and his industry de-
pends upon his acting individually,
after he has been thinking individual-
ly and collectively.

We have been garticularly inter-
ested in and concerned over the bills
which were- presented by the retail
druggists with which the trade is
quite generally familiar. These pro-
posals took various forms in different
states, but on the whole our friends
in the retail drug business did not ac-
complish what they set out to do.

The more we see and study the
freak proposals which are constantly
being presented by those who would

“legislate our people into being 100

per cent. dominated by laws of “thou
shalt not,” the more we are convinced
that any association can render its
greatest service to its membership hy
defensive activity in the way of stop-
ping unnecessary and freak laws,
rather than by introducing proposals
of its own.

As an answer to the ills of the re-
tail grocery business and particularly
to meet the much discussed question
of “too many retailers’ the matter

of “licensing the retail grocer” has re-,

ceived considerable attention through-
out the past year. As a matter of
fact, a bill of this kind was introduced
in the Washington State Legislature,
and several others are considering
similar proposals.

Throughout the year there has
been an improvement in the manner
in which our affiliated bodies have co-
operated with the matters which were
placed before them, and upon which
their definite expression or support
was desired or needed.

That the constructive program of
your National Association is bearing
fruit is evidenced by the fact that in
this year’s roster of per capita pay-
ing members will be found newly
organized Local Associations from
Little Rock, Arkansas, to Baltimore,
Maryland, both of which movements
are but the forerunners of efforts
which are to extend into the forma-
tion of State Associations in these
states.

As is well known, the larger grocers
of the country, as a general proposi-
tion, are not actively connected with
the Association movement. We do
not consider that is as it should be,

 

August 1, 1923

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= Beech: Nut

‘Peanut Butter

Send for this.
display card

Lead this advertising

to your counter

HE STEADY all - year - round

advertising of Beech-Nut Pea-
nut Butter will strike its high mark
in July and August. Then the
leading women’s magazines—the
Ladies’ Home Journal, the Wom-
an’s Home Companion and the
People’s Home Journal—will carry
smashing color pages that are sure
to sharpen demand.
Lead that advertising to your coun-
ter. Send to the Beech-Nut Packing
Company for attractive window
displays that will suggest Beech-
Nut Peanut Butter to the customer
on entering. And as a final re-
minder, show this product promi-
nently in your store. In this way
you can make sure that the sales—
started in the magazine advertis-
ing—will be completed by you and
not by your competitor.
Beech- Nut Peanut Butter is a
product of unusual quality—and a
famous seller. Stock now for the
summer trade.

BEECH-NUT PACKING COMPANY
Canajoharie, N. Y.

Beech-Nut

Peanut Butter

“Foods and Confections of Finest Flavor” »

 

 

 

 

 

 

* haiti

August 1, 1928

for the reason that we need them in
this work and they may need us prob-
ably more than they may be willing
to admit—or at least possibly more
than they realize. oe

Be that as it may, we feel we should
have their interest and we have de-
termined to secure it if it is possible
to do so.

Through the agency of the Nation-
al Food Shows, and the plan of pub-
licity being employed by their opera-
tion, a degree of a favorable and
helpful so-called propaganda has been
carried on for the benefit of the in-
dividually operating retail grocer
which is certain to prove of cumula-
tive value to the endeavors of our
affiliated bodies. In addition to this,
pamphlets and articles, which have
been issued from time to time and
suggested for distribution, if used by
those to whom they were submitted
and ordered have been of further
service in this direction.

In every manner which presented
itself bulletins of information were
sent to the grocery trade press on
the important situations connected
with our work ,and it gives us pleasure
to state that earnest and whole-heart-
ed co-operation has been _ liberally
given by practically all publications to
whom the same were issued.

Interest in standard price legisla-
tion has undoubtedly extended dur-
ing the past year. Probably on ac-
count of the activities of the Federal
Trade Commission and the _ subse-
quent decisions and rulings of the
courts on their conclusions; or pos-
sibly because the manufacturer is be-
ginning to see that something must
be done to curb the trade pirate who
destroys and blights the best interests
of all by the nefarious practices of
reckless price-cutting and selling be-
low cost.

Two bills—the Stephens-Kelly and
the Merritt—were before Congress,
and, as effectively as possible, we
placed before the members of the
House Committees the views of the
retail grocers and requested a care-
ful study of the issues involved as
well as the fullest consideration of
the merits of this legislation for the
protection of the public and the
honest merchant.

Feeling that first-hand information
on this important subject was neces-
sary, an invitation was extended to and
accepted by Hon. Clyde M. Kelly,
Congressman from Pennsylvania, pro-
ponent of the Stephens-Kelly bill,
who will address this convention on
Wednesday.

With the exception of much pro-
paganda as was possible, without in-
curring any material outlay, nothing
in particular has been done on the
proposed bill by Congress to make
it possible to garnishee the salary of
a Federal employee.

However, we have succeeded in
getting the matter before the Board
cf Directors of the Chamber of Com-
merce of the United States, with the
expectation of obtaining an expres-
sion from them on the matter which
we considered helpful to have. Their
action is being awaited and further
developments will depend upon cir-
cumstances. If it ig your desire to
keep this issue alive the bill will have

Se ern nas eo eee

MICHIGAN TRADESMAN

to be re-introduced at the next ses-
sion of Congress.

In the operation of National food
shows an avenue has been created
which is rendering a real service to
al concerned.

Since our last convention exhibi-
tions have been held in Providence,
New York, Grand Rapids, Cleveland,
Chattanooga, Atlanta and Minneapo-
lis, all of which have been uniformly
successful.

Not only has this department been
the means of rendering a distinctly
helpful service, but the surplus earn-
ings have contributed to the treasury
to such an ‘extent that it has been
possible to carry on, and plan, other
work without the constant handicap
of insufficient funds to properly step
into any situation presenting itself in
which we should participate.

While it is fully appreciated that
these exhibitions are not 100 per cent.
perfect in all details of operation, it
can be safely said they are a manifest
improvement on many efforts of the
past.

A new and improved plan of opera-
tion and co-operation has been de-
veloped from our experiences and
will soon be put into effect. When
the same is in readiness and under
way the service of the National Food
Shows will be even more effective
than in the past.

To the manager of this department
our loyal and sincere friend and fel-
low grocer, J. P. Langan, and his
capable and energetic assistant, Miss
Ethyl Clarke, I wish to express ap-
preciation, for myself personally and
in behalf of the National Association
for their efficient, faithful and pains-
taking service. y

The attitude of your organization,
and what has been done on these
famous cases, is almost too well
known to need comment. A report
will be made by our General Counsel,
Williard P. McBain, of Norfolk, Vir-
ginia. It is therefore not necessary
to cover the subject in detail in this
summary.

However, it is proper that we should
state—in our co-operating with the
Federal Trade Commission on these
issues—we have persistently, and ag-
gressively, done everything possible
to help them get the necessary facts
into the records to get before the
Commissioners.

While our motives have been ques-

tioned, while the justification of our
contentions has been assailed and the
economic soundness of our position
has been criticized, we have gone
ahead with confidence. We have met
every development and emergency
with dignity and with a full apprecia-
tion of the points at issue. Quite
naturally, we have had some differ-
ences of opinion with some of our
worthy contemporaries, but do not
consider that up to this time that we
have the worst of the argument in
our exchange of views on the matter.

The justification of our contentions
that there is a discrimination in the
application of the cracker companies’
discount plan, in favor of the chain
stores, is being substantiated by the
evidence—and one of our most stal-
wart critics is beginning to see, in the
present trend, a danger to the advan-

ile rm nA itt Me St NN

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57

 

 

 

Your customers do!

You may not read any of the following magazines,
but the big majority of the women in your neighbor-

hood read several of these:

The Ladies Home Journal Designer

Good Housekeeping Pictorial Review

McCall's

Woman’s Home

Modern Priscilla

Companion
People’s Home Journal
eee eJ Needlecraft
Farm Journal
Cosmopolitan

Farmer's Wife

Canadian Home Journal

Child Life

Every Wontan's World Western Home Monthly

Delineator MacLean’s

A full page advertisement of Fels-Naptha Soap
appears in every issue of every magazine above,

reaching over 15,000,000 homes each month.
The most powerful and consistent selling force
ever put behind a laundry soap.

Are you well-stocked to take full advantage of it?

FELS & CO., Philadelphia

 

 

_ FELS-NAPTHA

THE GOLDEN BAR WITH THE CLEAN NAPTHA ODOR

 

 

 

.

58 a
tages enjoyed by the chain stores and
is seemingly ready to admit that if the
retailers’ contentions are substanti-

"ated there are some “dangers that the

chains may not continue to flourish.”

Many helpful contacts have been
made and much work has been done
throughout the past year which is not
in any report, and will probably not
be mentioned in the course of this
meeting.

On all matters coming before us
every effort was made to capitalize
every opportunity which would make
it possible to be of greater service to
our membership and advance the
work of the organization.

To President Kamper we are in-
debted for a devoted leadership, the
character and influence of which can-
not be fully realized or appreciated
except by one who has been working
with him constantly, as has been my
fortunate privilege. To his colleagues
on the Executive Board we are in-
debted for timely counsel and super-
vision which has demonstrated the
great worth and sterling qualities of
the men, comprising that body.

To the officials of allied food trade
organizations we are grateful for a
receptive interest which has _ been
most encouraging.

To the members of our affiliated
associations we are truly appreciative
for their support and their co-opera-
tion—as well as for their friendly
criticism without which we could not
serve them best.

To the grocery trade press we owe
a great deal for their exceptional in-
terest and hearty support.

To those who will participate in
the sessions which are to -follow—
speakers, delegates and visitors—and
to all who have made it possible to
offer the constructive program of the
convention, we hope your reward will
be realized from the satisfaction
which will be yours through con-
tributing to a great cause.

To all who have been interested in
our activities and whose receptiveness
to our overtures has been a great en-
couragement to us, we hope our ef-
forts will measure up to your ex-
pectations.

We have striven to be of service
and have been happy in doing so.

If our endeavors meet with ap-
proval we will be very glad. If they
do not, we shall be pleased to receive
your honest criticism on those mat-
ters wherein we have not functioned
in accordance with your desires or
expectations, directing attention, in a
cordial manner, to those matters
which are necessary and vital to the

greatest success of your organization. ~

In the operation of any organiza-
tion there are usually two courses of
procedure open to the officer. One
is to follow the line of least resistance
and the other is to take a firm hold
of every opportunity which presents
itself through which the member-
ship’s interests may be most efficiently.
served.

We have taken the latter course in
all situations and capitalized every
contact to best advantage.

If such a policy is in accord with
your ideas, you will get behind the
constructive suggestions which will
be submitted to you at this meeting

MICHIGAN TRADESMAN

and you will authorize your execu-
tive officers to go ahead and put
their suggested plans into effect so
that we may really build and operate
a real organization for effectively
serving our great industry.

Then, if you mean business, you

will go back home after this conven- ,

tion with a determination to do your
part; and out of our mutual and
united efforts a better grocery busi-
ness for all concerned will be the re-
sult.

While forty years is but a molecule
in the cycle of time, yet what won-
derful changes have occurred during
that short period. Glance back forty
years and note the progress, es-
pecially along electrical lines. Sense
the change that the automobile has
wrought in travel and_ industry
throughout the world. Even the
Michigan Tradesman has undergone
wonderful changes. From a four
page newspaper forty years ago to
a 36 page journal of reliable informa-
tion on current events, in addition
to being a business man’s guide and
protector.

 

 

 

Douglas Malloch.

THE THINGS WORTH DOING.

To make our goods a little better,
To write a little neater letter,

To drive a nail a little straighter,
To make our worth a little greater,
To do whatever is our
And give it strength and give it beauty—
To be to men more nearly brothers,

To be a bit more help to others,

To speak to men a little kinder,

To little faults a little blinder,

To fill our place, if high or lowly,

With something that will make it holy—
To make the load a little lighter,

The world around a little brighter,

To make the way a little clearer,

And heaven bring a little nearer—

These are the matters worth the doing.
To win a fortune is not vital,

To wear a crown, to wear a title;

To have men hate us, children fear us,
Will never bring our neighbors near us—
No, we shall make life worth the living
Not by our getting but our giving!

duty

Dotiglas Malloch.

 

 

From Pioneer Merchant and Banker
of Emmet County.

Harbor Springs, July 11— The
fortieth anniversary of the publication
of the Michigan Tradesman brings
to mind the many changes which
have occurred in the social, business
and political life of the people of
this country during that period.

The writer feels ‘honored in being
a subscriber to the first issue of the
Michigan Tradesman and during the
forty years of its publication has
always felt its hepful presence on
the desk.

But few, if any, of the journals
published in the United States can
boast of forty years’ continuous ser-

August 1, 1923

vice under the same ownership and
management.. The strong personality
of its principal owner and editor
is expressed from cover to cover in
every issue of the Michigan Trades-
man.

- Success has not spoiled Mr. Stowe
but rather spurred him on to greater
achievements. The truly great-man
is always humble, always charitable,
always companionable. When he
gets away from these traits, he gets
away from greatness, regardless of
-the fact that he may be called great.
Mr. Stowe has always given freely
to his friends and humanity in gen-
eral of the best that is in him, with-
out seeking to convey the impression
that they are his debtors. Fearless
in denunciation of wrong doing, even
to the extent of severing friendship’s
ties and financial gain, he has hewed
straight to the line, letting the chips
fall where they may. The merchants
of Michigan are enormously indebted
to Mr. Stowe for his presistent and
untiring efforts in exposing and driv-
ing from Michigan the many fraudu-
lent concerns whose sole aim was
to fleece them.

In maintaining the high standard
of the editorial end of the Michigan
Tradesman, Mr. Stowe has not neg-
lected the mechanical end. Its clear
and attractive appearance places it
in a class far above the ordinary
trade journal and makes it com-
pare favorably with the best maga-
zines of the day.

While. a limitation is placed on
life’s span and we must all, sooner
or later, cease our earthly activities,
yet the good that we have done and
the things we have accomplished are

monuments pointing the ‘way to
generations yet to come. So it is
with the Michigan Tradesman. Al-

though publication might cease, its
good work done in the past will be
a lasting benefit to Michigan mer-
chants. It is the desire of the writer,
however, that the Tradesman will
round out another forty years of
publication, with Mr. Stowe as its
editor and owner, retaining the strong
mental and physical qualities he now
possesses. William J. Clarke.
+2.

Things That Have Blasted Promising
Careers.

A soft snap.

Being somebody’s pet.

Being held in a position by in-
fluence, instead ef earning it.

Being pushed, leaning upon others,
depending upon others for influence,
waiting for something favorable to
turn up, trying to get the most with-
out trying honestly to earn it.

Depending upon luck or a pull.

Trying to be somebody else.

Getting into a position which he
could not honestly fill, which he
didn’t have the training, the educa-
tion, the preparation to fill.

Getting a job does not always mean
that one is able to fill it, and has

ruined many a career.
>>

A Rule of Three.

Three things to govern—temper,
tongue and condict.

Tiree things to cultivate—courage,
affection and gentleness.

Three things to commend—thrift,
industry and promptness.

Three things to despise—cruelty,
arrogance and ingratitude.

Three things to wish for—health,
friends and contentment.

Three things to admire—dignity,
gracefulness and intellectual power.

Three things to give—alms to the
needy, comfort to the sad and ap-
preciation to the worthy.

 

Aa

 

AA

August 1, 1533

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MICHIGAN TRADESMAN

59

 

 

 

 

 

ROYAL BAKING POWDER is made from
pure cream of tartar, which is derived from
grapes. It perfectly leavens the food, making
it appetizing, delicious and healthful, and its
superiority in all the qualities that make the
perfect baking powder is never questioned.

Royal Contains No Alum —
Leaves No Bitter Taste

Royal Baking Powder Company, New York

 

 

 

 

 

 

 

ae

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MICHIGAN TRADESMAN

August 1, 1923

 

FROM JOBBER TO RETAILER.

 

Greetings of President McLaurin at
St. Paul Convention.

It gives me much pleasure to
respond to your gracious yearly in-
vitations to meet with you in your
great annual gatherings.

You thave indicated upon this oc-
casion that I am to discuss the past,
present and future of the food busi-
ness, a stupendous task which, frank-
ly, I am approaching with hesitancy
and foreboding. It is not a difficult
matter to discuss. the past of any
subject because the history has al-
ready been written and jit is only
necessary to turn the pages and read
what you already know. As _ the
present exists only in a state of mo-
mentary transition, one finds in a
discussion thereof that he involun-
tarily reviews the past or attempts
to foretell the future.

Therefore the real task confronting
me now is the obligation to draw
some picture of the future of the
food trade of this country. For the
present purpose I assume it is to be
understood that the discussion con-
cerns more especially the work of
distribution, its methods, manner and
the channel through which America’s
food shall be passed from the pro-
ducer to the consumer.

We are vitally concerned with the
present methods of food distribution
only that we may out of the ex-
periences of the past acquire that
knowledge needed to be applied and
utilized in the great work of the
future. No subject has demanded
-more attention or more careful
study than that of food distribution.
No question is of more vital im-
port to every human being, from
the cradle to the grave.

A discussion of science, art, litera-
ture, politics, religion, questions of
commercial, industrial and financial
interests each in its turn finds some

who are interested, and others lack- |

ing interest. Food always, every-
where, with every living human being
is at once a matter of highest im-
portance and an interesting theme
for discussion. [I sometimes wonder
if we, who are the self-appointed
distributors of food, realize in its
fullest sense the great obligations
and responsibilities which we have
assumed in undertaking so vital a
work,

The history of food distribution in
the United States covering the period
of the past ten years, is an interesting
one, replete with changes and what
we are pleased at times to call in-
novations. Especially is this true of
the retail grocery business. If I were
to direct only one criticism at this
time to the wholesale or jobbing
business it would be to say that un-
fortunately those in that business
have not been keenly alive to many
of these changed methods. How-
ever, I am justified in saying that the
last two years have evidenced a very
considerable change of attitude of
the wholesale grocer with respect not
merely to the importance but the
necessity of giving careful considera-
tion and study to conditions as they
exist in the food life of America.
One of the great weaknesses that you
and I, as retailer and wholesaler,

eo

 

Shag gS hc ec

experience in the conduct of our
business is that fallacious idea that
because of the fact the food busi-
ness has been operated under cer-
tain conditions and upon certain lines
for the past fifty years that improve-
ment. is impossible.

So many of us get off in a corner
and pout and worry and stew about
many of the new methods of food
distribution with which we have, to
contend, asking and: indeed urging
that the various Federal Departments
should be appealed to to protect
the wholesale grocer and retail groc-
er from this, that and the other
so-called unfair competition. We
have too long, -accustomed ourselves
to the thought that evolution and
change are natural and appropriate
to every line of activity in the world
but ours, whereas as a matter of
fact, there is no activity in. which
it is more natural and reasonable to
look for changes than in the food
business because it is a business, as
already suggested, that is more
prominently before the individual
than any other.

The individual must have and in-
sistently demands. food frequently and
in sufficient quantity. He is going
to insist that food shall reach him
and his dependents in the most whole-
some possible condition and at the
lowest possible price. Theorize
about it all you may, waste all the
time you please in decrying condi-
tions that appear to affect your busi-
ness or interests, you are merely
beating the air, moving around in a
circle, and getting nowhere.

a

Once we comprehend that fact,
once we reach the point where we
cease to delude ourselves with the
idea that the legislatures and courts
of this country have been created
for the purpose of enacting or exe-
cuting laws to stem the movement
of public thought and ingenuity, then
we will have come to the place
where we can look out and with
some degree of intelligence and
profit give consideration to what is
before us in the work of food dis-
tribution in this country.

I thave no fear that the wholesale

grocer and retail grocer will in the
future become the victims of the

illegal operations of other interests..

I want to be very sure that retail
grocers and wholesale grocers are
not themselves unwisely led into
operations by which they shall, even
though unconsciously, violate the law.
I am perfectly content to believe
that our Government, through its
various departments, will jealously
guard the laws of this country as
they apply to the operation of any
and all of those new methods, plans

and schemes of food disribution that
have been and will continue to be
tried out in this country. What
we need to-day more than anything
else, is to take a calm, sane, dispas-
sionate view of our business in its
relation to the welfare and interests
of the American .people. We are
but stalking. around in the dark and
putting shackles on the business in
which we are engaged if we fail to
do this.

Let’s bear in mind that it has been
during the recollection of most of us

 

trade only.

out.

illustrate.

Grand Haven soba

 

 

We make Gun Cut Leather Palm Gloves for the jobbing

Calf-skin palm sewed with heavy shoe thread;
no seams in the back to rip; no seams in the front to wear

Some are protected with tips and patches as cuts
Some are made plain.

We also make Leather Palm Gun Cut Jerseys.
to write us for catalog before buying.

Peerless Glove Company

Be sure

— Michigan

 

 

 
 
 

 

 

Nachtegall
§ Manufacturing Co.

Grand Rapids, Michigan

Store, Office and Bank

 

 

Fixtures

 

 

 

 

First State Bank, Royal Oak, Mich.

 

 

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August 1, 1923

MICHIGAN TRADESMAN

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iitis-ditadastenpucsretmrisiemerireercomeeeeemetone ae eee

61

 

that electric lights, telephones, auto-
mobiles, aeroplanes and radio have
become established tacts. I have
never heard yet the telegraphic com-
panies seeking to combat or enjoin
the telephone system, the railroads
despairing of their existence because
of the advent of the automobile, the
gas companies bewailing the develp-
ment of Mr. Edison’s inventions, nor
the telegraph, cable and _ telephone
companies attacking the radio sys-
tem. I say to you here, and publicly,
God speed any method of food dis-
tribution that will promote the wel-
fare, comfort and happiness of the
consumers of America. When the
organization which it is my honor
to represent, or any other food
agency of this country accepts any
different view on that subject, just
at that moment that organization is
headed for the destruction which it
justly deserves.

Merchants, and especially is this
true of retail merchants, have cause
to congratulate themselves on _ the
changed attitude of the public to-
wards their business. The unfavor-
able opinion formerly held of mer-
chants is shown by many writers.
Two illustrative statements are given.

In Ecclesiasticus it is said:

“As a nail sticketh fast beneath
the joinings of the stone, so doth
sin stick close between buying and
selling.” -

Some twenty centuries later Adam
Smith, an unusually accurate thinker
and the founder of scientific political
economy, believed that merchants had
little interests in common with the
general public, and_ said:

“The interest of the dealers, how-

ever, in any particular branch of
trade or manufacture, is always in
some respects different from, and

even opposite to, that of the public.”

‘While there lingers among those
who do not think for themselves but
accept old notions merely because
they are old, traces of this animosity
against what is frequently, with an
uncomplimentary implication, called
middleman, thoughtful and observant
students have come to recognize and
appreciate the value and need of
merchants. Political economists now
regard the merchant as a producer,
the producer of time and place utility.
That is, he gives a value not other-
wise available by bringing commodi-
ties to the place where and at the
time when they are needed. This is
a service that is necessary. Students
of the ethics of business now speak
of traders as men engaged in a pro-
fession where service is as much the
aim as profit taking.

While it is true that there is now
no opposition to the business of mer-
chandising and a general recognition
of the dignity and usefulness of the
business of buying and _ selling,
there is yet frequent criticism directed
at the inefficiency of our distribution
system. The criticism is not always
unjust. In proportion that ours is
a service is the obligation to serve
fairly and efficiently. We should not
object to honest criticism of our sys-
tem of distirbution but rather should
such criticism be welcomed and used
to direct our attention to means for
improving the system.

At the recent meeting of

. trade.

American Wholesale Grocers’ As-
sociation your splendid and thinking
president, Francis E. Kamper, kindly
and appropriately called attention to
some practices of wholesale grocers
which tend to make less efficient that
part of the service of distribution
which wholesale grocers perform. He
justly criticised the practice of some
wholesalers of putting new and in-

experienced retailers in a field al-
ready occupied by men who were
efficiently performing the needed

He showed that the whole-
saler could better serve the public
by a sympathetic co-operation with
the retailer who had already occupied
the field. This discussion, criticism
if you wish so to call it, was helpful
and I know the wholesale grocery
I speak with knowledge when
I tell you as I now do that practi-
cally all wholesale grocers are earn-

service.

estly striving so to operate their
business as most efficiently in co-
operation with you to serve the

public. In the great business of dis-
tributing food you and they are part-
ners each with a distinct duty, for
each, when he has the proper con-
ception of that duty, sincerely and
fairly joining the other in seeing that
the public gets efficient service at
the lowest cost compatible with a
fair compensation to him who fur-
nishes such service.

There are many merchants, mo-e
retailers than wholesalers, probably
because of the greater number of
retailers, who do not efficiently serve.
They have so little knowledge of their
business as to sell goods at. such

prices as will not pay the cost of

the goods and the service. Many
merchants do not know and do not
keep such books as will enable them
to know, what it costs to do busi-
ness. They guess at a selling price
which may be too high or too low,
they do not know. They may lose
on one service and get too much for
the next, thus making one man pay
for a service to another.

The failure rate among merchants
is high, some say as high as 90 to
95 per cent. Perhaps these figures
are above the correct ones, accurate
Statistics are not available, but there

are .accurate figures showing the
causes of failure.
Let us look at these. Bradstreet

and Dun give figures not widely dif-
ferent. Frequently we hear the claim
that the competition of this or that
system of stores makes it impossible
for the independent retail grocer to
succeed. According to Bradstreet
the failures caused by competition
are only 1.9 per cent of ali failures:
others give the percentage as only
1.4, while both Bradstreet and other
computers say that over 29 per cent.
of failures are caused by lack of
capital, and lack of capital coupled
with incompetency, including faults
of character, account for about 80
per cent. of all business failures. You
need not fear competition if you are
competent.

Men are not born competent, they

must be educated. I do not mean
education in the schools, that is ad-
visable ‘but not alone — sufficient.

Education comes only from associa-
tion and co-operation. The teacher
from whom you learn books is an

 

 

 

    

   

Chicago markets.

—MMISAISAISAISALBASAIARAI ASA SAISAISAISAISAISALSAISASASASAISBAIASA

Lands

reasonable prices; terms to suit purchasers.

ot

For Particulars Write

GLADSTONE, MICHIGAN

 
 

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located on trunk line railways, twelve hours from

For sale, in small or large lots, at

The Northwestern Cooperage and Lumber Company

    
         
    
      

 

 
  

   

 

 

  

  

  

  

  

 

 

Dee e ee ee a ee DDD DDD EERE

  
 
  
      

so

 

 

 

62

MICHIGAN TRADESMAN

 

August 1, 1923

 

associate, others in your business
teach you many things necessary to
cure you of incompetence. Co-oper-
ation with these is essential to your
education. Your competitor has
little chance, less than 2 per cent., to
cause your failure, but by learning
from him, and by co-operating with
him, you can léssen the danger from
your incompetence, which danger is
full 50 per cent. of the total- of all
dangers which threaten your success.

We may discuss in considering the
wholesale grocer of the future, what
I have referred to recently as “jungle
competition” represented by those
auctioneers calling themselves grocers
who without regard to any sense of
fairness or justice in the conduct of
their business, sell commodities to a
half dozen retail grocers in as many
blocks at as many different prices,
looking for volume and finding it,
and all with an utter disregard to
their obligation to the retail grocer.

We have the wholesaler who in
order to outwit his competitor em-
ploys any tactics that will get the
business, such as dividing the trade
discount or at times giving it all
away and looking to the manufac-
turers cash discount, coupled with
what that wholesaler calls volume,
to yield profits. This class of jobber
represents nothing valuable for the
preservation of the wholesale busi-
ness, but like all destructive forces in
the moral world, this class is in the
minority and the reputation and _ per-
petuity of the wholesale grocery
business of to-day is safe in the
hands of that great majority who are
recognized as merchants, and not
auctioneers. :

Let the retail grocer among you
who contributes to the jungle and
auctioneering methods of some of the
jobbers that call upon him to take
note here of his own responsibility
in tearing down the present system
of selling groceries at retail and re-
move the beam from his own eye
before looking after the mote in
his neighbor’s eye. To the extent
that the retail grocer is encouraging
honor, integrity and economic sound-
ness in food distribution does he
contribute to the preservation of his
own established system of retailing.

In this great organization before
whom it is my privilege to speak this
morning there has been established
in my opinion, a bureau that in its
operations will more surely and
definitely deal with the future of re-
tailing groceries than any other in-
fluence of which I can conceive. I
refer to your Better Business Burea.
I shall not attempt a detailed dis-
cussion of what that Bureau under-
takes. I am very familiar with it
and you have a more familiar under-
standing of it than I have. In a
word, that Bureau contemplates the
making of merchants and thereby
better citizens. Your organization it-
self stands to-day as a factor second
to none in creating high ideals in our
business life and to enable the in-
dependent retail grocer to function
properly and profitably, profitably not
merely to himself, but because of the
service that he renders, profitab!y to
the public whom he serves. He
profits most who serves best.

No organization with men like

i create mPa ia ea

_ questionably,

President Kamper and Secretary Bal-
siger can stand still any more than
it can go backwards. Under such
leadership your organization has not
the option of going forward or back-
ward, it can move but in one direc-
tion. President Kamper has proven
himself a leader in the eyes of the
food trade life of this country and
I need not tell you that in that
leadership he has made an impress
upon the trade of this country. A
sound thinker, a logical reasoner, he
is possessed to an unusual degree
with the happy faculty of using
words as the vehicle of his thought
and you and I know that his ability
as a thinker and a speaker, coupled
with his gracious and attractive per-
sonality, has sent your organization
forward in leaps and bounds to the
front ranks of the food trade as-
sociations in this country. Policies,
ideals and purposes are all very es-
sential to any association work, but
without an active man at the helm
to direct those policies and give
substance to those purposes associa-
tion work must be in vain and, un-
these must have been
the conclusions of your Executive
sure every member ow your as-
Committee when they placed Sec-
retary Balsiger at the executive helm
of your organization. But for the
consideration that we have had for
your organization and our recogni-
tion that your interests and ours
were one and that to rob you of
power would not increase our ef-
ficiency I am going to say to you
frankly the American Association
would have long ago outbid you for

Secretary Balsiger’s services. In him
you have a constructive and ad-
ministrative power of which I am
sure every member of your as-

sociation is fully conscious. No, your
organization must, perforce, go for-
ward and develop in the accomp-
lishment of great results when you
place such men as these in authority.

Again let me remind you that in
dealing with all of the questions
involved in a consideration of this
work of food distribution we must
each one eliminate self in the matter
and try honestly and sincerely to
co-operate for the general good, and
ourselves apply to the conduct of our
own business methods tha‘ are fair
and just. ‘We should seek to dis-
criminate between lasting advantages
and temporary benefits. Unfortunat-
ely, many of you are facing the un-
fairness of some food manufacturers
discriminating against you by com-
peling you to buy through a whole-
saer while selling your competitors
direct at lower prices. This, in my
opinion, is wrong. I believe in fair-
ness the manufacturer in determining
as he does without the influence of
outside agenties, his own selling
policy; should not in dealing with the
retail trade make fish of one and fowl
of another. Such a practice is econo-
mically unsound and in its final
effects subversive of the public good.
Each manufacturer has the right,
and properly so, to determine so long
as there is no unfair discrimination,
his own selling policy and to enjoy
freedom in the selection of his .cus-
tomers. :

A clear knowledge of the cost of

your merchandise, coupled with an
accurate information of the costs to
distribute would, I am _ confiedent,
enable you in many cases to see not
very wide difference between the
prices at which you are able to sell
the commodity and the price at
which others are offering their goods.
You are not to overlook the fact that
there are many million people in this
country and always will be who de-
sire and will: demand the very ser-
vice that you are rendering and which
the self-service and chain store de-
cline to render. You will bear in
mind that one of the greatest assets
of the retail grocer is the personality
of the owner behind the counter.

I do not assume to advise you how
to run your business, but I may be
permitted to tell you something of
what I think the pubic demands of
you. People want cleanliness, neat-
ness, and attractiveness, and_ the
store which furnishes these will not
be overlooked. There is a demand
for such equipment as will facilitate
the service by giving speed and cor-
rectness in weights and measures.
Appropriate and artistic fixtures give
customers satisfaction. In a word
the service you sell is equally as
important as the goods you sell.

Good service, good goods and at-
tractive surroundings, mean custom-
ers. Efficient management with ade-
quate charges for goods and service

mean success.
a =<

Resolutions Adopted by National
Retailers at St. Paul.

The following resolutions were re-
ported favorably by the committee
and adopted:

Whereas—A chain store must nec-
essarily be classified as a retail grocer
in view of the fact that the, chain
stores sell to customers; and

Whereas—The Mennen_ decision
says it is not unlawful to sell to re-
tailers on the same scale of prices;
now, therefore be it

Resolved—That we do _ request
manufacturers to classify chain
stores as retailers and adopt a scale

of prices applicable to all retailers
alike.
Whereas—The National Biscuit

Company and the Loose-Wiles Bis-
cuit Company’s case has not been
entirely settled; be it
Resolved—That every
our association who could serve as a
witness to strengthen our claim, to
have himself sworn in the form of
an affidavit and forward same _ to
our national secretary. Be it further
Reolved—That we ask the National
Wholesale Grocers and the American
Wholesale Grocers’ associations to
co-operate with us and to bring it
to a successful decision.
Whereas—Many wholesale grocers
habitually sell to retail grocers who
are considered to be big buyers
at prices which place the independent
retail grocer at a disadvantage of

member of

from 7 to 10 per cent. on practicaly

every item of groceries that he buys,
and

Whereas—In the face of this condi-
tion, no matter how industrious the
independent grocer may be, no mat-
ter how clever a salesman he may
be and no matter how much ex-

perience he may thave had in the
grocery business, this permanent dis-
advantage under which he _ labors
means either one profit for him, as
against two profits for the big buyer,
or the difference between actual loss
and actual gain, and

Whereas—This candition has been
created by the wholesale grocer, be-
cause of his tendency to barter and
dicker, instead of using a consistent
and fair one price policy, such as the
independent retailer employs, and

Whereas—This practice appears to
be gaining in momentum as the chain
stores grow in physical size and
financial power, at the expense of
both wholesaler and independent re-
tailer, and

Whereas—These ruinous quantity
prices made to the big buyer are ad-
mitted and openly advertised in many
quarters as a justification of price
cutting methods, and

Whereas—The differential in prices
between the big buyer and the inde-
pendent retailer is plainly unreason-
able, unjust and based on no sound
economic facts; therefore be it

Resolved—That we, the National
Retail Grocers’ Association, do con-
demn such practice and urge all
wholesale grocers to adopt a _ con-
sistent policy to all, and that we do
pledge ourselves to co-operate with
those wholesale grocers who operate
under a policy which is in harmony
with the fair purposes of this reso-
lution.

Laid on the Table.

The following resolutions were laid
upon the table without action:

Declaring all forms of redeemable
coupons used by manufacturers to
induce trade as a nuisance, and since
the new. declaration of principles
condemns them as “detrimental to
good merchandising and deceptive to”
the public,’ therefore, condemning all
such forms of coupons and urging
the officers to use all efforts to se-
cure their discgntinuance as soon as
reasonably possible.

Condemning the practice of manu-
facturers of advertising a retail price
which does not allow a retailer a
fair margin over the cost of doing
business and urging is discontinuance.

—_+ 2. —___

One of a Man’s Best Friends.

A man’s job is his best friend. It
clothes and feeds his wife and child-
ren, pays the rent, and surplies them
with the wherewithal to develop and
become cultivated. The least a man
can do in return is to love his job.
A man’s job is grateful. It is like
a little garden that thrives on love.
It will one day flower into fruit
worth while, for him and his to en-
joy. If you ask any successful man
the reason for his making good, he
will tell you that first and fore-
most it is because he likes his work;
indeed, he loves it. His’ whole heart
and soul are wrapped up in it. His
whole physical and mental energies
are focused on it. He walks his
work, he talks his work; he is en-
tirely inseparable from his work, and
that is the way every man worth
his salt ought to be if he wants to
make of-his work what it should be,
and make of himself what he wants
to be.

Aone

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August i, 1923

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THE COURT OF LAST RESORT.

 

Where Litigation Against the Trades-
man Must Terminate.

As I review the events of the
past forty years I cannot recall any
single feature which has contributed
more to the success of the Trades-
man than the sturdy front it has
presented to those who have sought
the undoing of the publication by
threats of legal proceedings—some-
times by the starting of damage suits
in the evident belief that I would
settle before the cases came to trial.

One of the first questions I decided
in the early days of the Tradesman
was that I would never settle any
controversy after suit was started
against me. My attitude on this
subject is correctly described in a
letter written by my first printer—
Harry Royal, of Shelby—two years
ago: .

From the very first the Tradesman

had a definite policy and expressed
and maintained it forcefully and fear-

lessly. I recall the first libel suit
threat, which had it been success-
fully instituted, would have wiped

out the meager capital of the busi-
ness, while, had the editor taken
fright and receded from the position
he had taken, he would have ended
forever any chance for the usefulness
and prestige which his paper has
come to enjoy. I never knew a man
to come to the office in those early
days with a grievance—either real or
fancied—that E. A. did not meet him
more than half way. So long as
the visitor was courteous and gentle-
manly he was treated with the great-
est possible respect; but if he threat-
ened suit or intimated that he would
“see his lawyer,” E. A. abruptly ter-
minated the interview with the re-
mark that if the visitor started any-
thing, he must be prepared to follow
the matter to the court of last re-
sort, because the Tradesman never
considered any cause settled until it
had been passed upon by the Supreme
Court. There is certainly something
uncanny in E. A.’s legal experiences,
because he has never gone to the
Supreme Court without coming home
victor.

It took some years for the lawyers
of Grand Rapids to come to under-
stand that I meant what I said when
I announced that no case _ started
against me would ever be settled out
of court. The lawyer who was hard-
est to convince that I meant business
was Major L. Dunham, now one of
the judges on the Kent Circuit bench.
He had me arrested three times on
a capias, but never went so far as to
file a declaration. In all the cases
the actions were stricken from the
calender because the complainant
failed to file security for costs. Some
years later I met Mr. Dunham on
the street and asked him why he
had not started any suit against me
for a long time. (He replied:

“Damn you. You don’t settle, as
the daily papers do. You fight.”

The conclusion of Mr. Dunham
has since become common knowledge
among the legal lights of the city,
which accounts for the fact that I
have been almost immune from libel
suits for the past thirty years.

Many prospective litigants have
Deen persuaded by friends fiot’ to
rush precipitately into trouble. When
“Puss” Palmer was state insuzatce
commissioner I published a scathing
rebuke of his action in passing on
cases of yiolation of the law brought

+

~ ‘Parker,

MICHIGAN TRADESMAN

to his attention by the Tradesman,
instead of referring them to the
attorney General as the statute pro-
vides.

Meetng a Grand Rapds man on the
street at Lansng, Palmer sad:

“IT am going over to your town
next week and start a libel suit
against Stowe of the Tradesman.”

“You will be a very busy man for
the: next: three years if you. do,”
remarked the Grand Rapids man.
“How so?” asked Palmer.

“Because Stowe never settles any
case brought against him in _ the
courts. He goes the limit and you
will find you will have to travel clear
around the ring and that Stowe will
be there to meet you when you are
through. Stowe is the fairest man
in the world if you go to him like
a gentleman and state your griev-
ances like a man; but if you ever
hire a lawyer you will find you are
monkeying with a buzz saw.”

Palmer evidently accepted the
above advice as final, as I never
heard from him in any way.

No man ever received more scath-
ing condemnation at the hand of the
Tradesman than the! late Deacon
Ellis. Many of my best friends were
unable to understand how I could
make the charges against him Il
did and keep out of jail. When they
came to me in fear and trembling
to warn me that I “was treading on
dangerous’ ground, I: invariably dis-
sipated their anxiety by telling them
I “had something” on Ellis which
would preclude ‘his ever appearing
in court against me.

Dozens of demands have been re-
ceived from trades union. crooks and
grafters for retractions; but .none of
their demands ever got further than
the waste basket.

One of the worst crooks I ever
had to deal with was a man named
Murphy, who did business under the
style of Michigan Mercantile Agency.
His cause was championed by
Joseph Barton, of Big Rapids, now
judge of the Mecosta Circuit Court.
It cost me several hundred - dollars
to dig up his past record, which was
very black. As soon as he learned
of the evidence I had secured, he
made himself scarce and has never
paid his attorneys for their services
in the case. :

One of the most petiferious chaps

I have ever bumped up against is:

Harrison Parker, who has filched
millions of dollars from the pockets
of poor people by his chimerical
claims in behalf of what he calls
co-operation, which in his care stands
for grand larceny, multiplied thous-

ands of times. He once sued me
for $50,000 in the United States
Court. I: joined issue with him and

prepared to meet him in_open court;
but the day before the case was to
be tried, Parker’s attorney sneaked
over from Chicago, paid my attorney
his fee, reimbursed me for the money
I had expended in working up evi-
dence against the shark, paid the

court costs and discontinued the
case. If there.:ever was a yellow
dog in this word, it is Harison

who has committed every
crime on the calendar except murder.

In the early days of the Trades-
man I employed as attorneys Hon.

T. J. O’Brien, the late J. H. Camp-
bell, the late N. A. Earle and the
late M. J. Smiley. For over thirty
years—up to a year ago—Hon.
Reuben Hatch was the constant legal
advisor of the Tradesman. No man
was ever more faithful to his task
than Judge Hatch, who never falter-
ed in the discharge of any duty
devolving upon him. Since Judge
Hatch was forced to retire from
practice by il health, the legal ad-

visor of the Tradesman has_ been
James T, McAllister.
E. A. Stowe.
—_2->———_

Fifty Years in the Candy Manufac-
turing Business.

Grand Rapids, July 10.—Your re-
quest for a contribution to your an-
niversary number I cheerfully comply
with, not because I feel that I can
prepare and present anything re-
markable or of great interest to the
readers of the Tradesman, but be-
cause it is an event worthy of more
than passing notice; and because of
having been in business myself more
than the number of years you. are
celebrating and have seen you climb
the ladder of fame from the lowest
to the topmost rung as editor of
that intensely interesting journal.
You have kept steadily enlarging, im-
proving and progressing in. size,
quality and interest to such an ex-
tent that the trade voluntarily feel
that the Tradesman is an absolute
necessity to their own success.

To celebrate your fortieth anniver-
sary is, therefore, a worthy object
and I am glad to extend felicitation.

To begin any kind of business in
early life unaided with but little
capital, as I presume might have
been your lot, and continue for forty
years, passing through the business
experiences and vicissitudes which one
is sure to encounter, without a change
in name, organization or manage-
ment, reflects great credit on your
part, and shows elements of charac-
ter embracing intelligence, courage,
perseverance and thrift to a marked
degree and I might add_ without
fear of contradiction the wisdom of
a Solomon. :

As regard the paper itself whic
you have edited so many years, let
me say, I know of no trade paper
or journal that has been more earn-
est in laboring for the welfare of
its constituents than has the Trades-
man.

I know of no periodical that has
unearthed so many cheats and
swindles and thus_ saved untold
number from falling into the clutches
of unprincipled men who present
their claims to the unwary in person
or through advertising, and for which
subscribers are or should be truly
grateful.

The many contributions of a high
character from others which abound
in excellent advice and great moral
precepts which you so earnestly seek
for and publish give not only pleas-
ant and profitable reading but add
force and value to the publication
as a whole.

I often find in it sound advice for
young men which may not reach
the class for which it was intended,
but which would be valuable to them
if just entering upon a_ business
career or looking for reading matter
of this character. I am always glad
to recommend good articles in any
publication for their personal use
and _ benefit.

I have great admiration for young
men who take pride in such reading
and are looking about for living
examples to follow, in the building
of characters, which they are quite
sure to find in the authors of such
articles as I have described.

I wish you and the Tradesman con;
tinued success and prosperity.

A. E. Brooks,

’ this opportunity

-.cesses, you have not been

_forty. year

“you

 

August 1, 1923

Been Cheerful and Easy to Approach
Grand Rapids, July 10—I take
in offering a few
felicitations on the occasion of your
celebration of forty years as eidtor
and publisher of the Tradesman.

It has been my good fortune to
have known you thirty-eight years
of that period.

It does not fall to the lot of
many to remain in any one business
for that long time, especially in
journalism, without experiencing
some change of ownership, or some
reorganization, but as I undedstand
the Tradesman is in the same hands
to-day as it was in 1883.

The. reason this is so is because
‘brother Stowe is the same to-day as
ago, except older and
with added experience and wisdom,
and possessed of a little more of
this worlds goods.

There is one thing, however, I feel
most strongly that in all these years
of industry and close application,
you have invariably been cheerful,
easy of approach and have kept in
close contact with your fellow men.

You have extended encouragement
and financial help to many persons,
and institutions. Some of them have
made good, but some of them have
gone by the board.

I presume to say that you could

-paper a good sized room with stock

certificates in corporations to which
have been a contributor. In
other words, you have been hepful

‘in the establishment of new enter-

prises in Grand Rapids.
When you have had losses, they
have not soured you or destroyed

your faith in enterprises or in men.

with suc-
boastful.
In the conduct of your paper, you

When you have met

. thave been fearless and have presented

the truth as you believed it to be.
At no time in your long career as

- publisher could it be said that your

columns were subsidized.

- burg.

-and nerve
. the

I am of the belief that you through
your paper have exercised a potent

‘influence for good in this community.

You have had the independence
to point out wrongs to
public and have in many _ in-
stances been instrumental in bringing
about corrective measures.

In every community there are, and
must be, leaders. You have been
one of these. You have always
stood four square for principles.

I trust. my dear Stowe, that you
may live yet many years and be able
to wield your fearless pen, which
has never been vitriolic, but always
fair, honest, unselfish, with the sole
idea of furthering public interest,
civic virtue and god citizenship.

Charles B. Kelsey, President Home
State Bank for Savings.

First Three Subscribers to the
Tradesman.
The first subscriber to the Michi-

gan Tradesman forty years ago, was
J. C. Benbow, who was then
gaged in general trade at Cannons-
If Mr. Benbow is still livine
the Tradesman would like to get in
touch with him.

The second subscriber was S. T.
McLellan, general, dealer at Denison.

Mr. McLellan was murdered by
burglars who invaded his store or
dwelling more than twenty years
ago.

The third subscriber was O. P.
DeWitt, who was then engaged in
the retail grocery business at St.
Johns. About thirty years ago Mr.

De Witt merged his business into a
wholesale grocery house, which he
has. conducted with marked success,

_ assisted by his sturdy and depend-

4

able sons.

An uphill journey early in
strengthens your staying power.

life

en-

Noll

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August 1, 1923 MICHIGAN TRADESMAN

SPEED YAGON

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Dominates the Field of
Commercial Haulage

Stripped of detail, here are the reasons why the Mighty Speed Wagon
will out-perform any other commercial motor vehicle in the world,
regardless of weight, size, capacity or price.

 

 

 

 

 

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—NMore engine power than any other vehicle in or near its class.
—Far more braking efficiency than any other.

—More equitable distribution of weight over wheels, insuring greater
safety and roadability.

—Spiral bevel gear axle for fleetness and quietness, oversized ' for
tremendous endurance.

—Twelve standard bodies, providing a style for practically every
business.

Upwards of 100,000 Speed Wagons are supplying faster, safer and
cheaper haulage in nearly every line of business because of visible
quality, demonstrable efficiency and known economy-factors.

Designed and Manufactured in the Big Reo Shops—not Assembled!

 

 

REO MOTOR CAR COMPANY LANSING, MICH.

 

 

 

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MICHIGAN TRADESMAN

 

August 1, 1923

 

FIRE PREVENTION.

 

. How the Public Schools can Impress
the Youth.

In the ‘instructions of the boys and
girls in our public schools it is a
teacher’s duty to instruct them on
the practice of carelessness, and by
demonstrations or by bringing in our
schools the newspaper and give talks
on the carelessness, how different
fires have occurred, they will get the
idea to avoid such things even in
their junior years. When such hab-
its are impressed in the mind in
youth they will remain and in grow-
ing up to manhood and womanhood
such persons will prevent many a
fire.

In the schools of the town from
where I came we have almost weekly
talks on fire prevention and I know
that is -has met with some good re-
sults. Even I know of several oc-
casions that some of the elder mem-
bers of a family have lit a match to
light a cigar, on the outside of the
house, and then threw it away still
burning when some of the small
children told them that it was wrong
to do so, that a fire to the building
might originate through such care-
lessness. In one instance I know
that the father asked his ten year
old son, how do you know that such
a thing might be the cause of a fire,
and the lad explained to him and
said “it is so because my teacher told
me.”

We all know that to have a tree
grow up to be straight and a beauty
it has to be cared for when it is
small. If the be true, the came will
be true with our boys and girls,
amd by teaching them the principles
of fire prevention when in their
youth, they will grow up to be good
citizens and will try in every way to
prevent fires. And the best place
I know for them to be instructed
in this subject is by teachers who
have the community close to heart,
and instill into the hearts and minds
the principles how to use matches,
gasoline, kerosene and such danger-
ous fluids, and many a fire will be
prevented.

It is said that a school building
is destroyed by fire every day in the
year. So it is a wise plan for every
teacher to teach these things, as
nearly every child feels that a school-
house is his building, because we hear
many a time the expression from
the children, it is my school, or I
go to my school, and by the proper
instructions and care from every one
in and around the schoolhouse I can
see no necessary reason why a
schoolhouse should be destroyed by
fire every day. But overheated
stoves or furnaces need much to be
impressed upon the minds of the youth
—what danger may result from it,
or burning brush or rubbish near a
building, which are most causes of
the destruction of a schoolhouse. And
to have it very instructive teach
them the saving of life if such a
thing should happen and the number
of pupils who were caught in the
fires and lost their lives. So fire
drills are necessary, to avoid the
jamming of the doors or exits.

Some people still object against the
instruction of what is called physfol-

ie i aaa

I do, too, as it is sometimes
taught But the prevention that a
child is instructed with in such a
branch I claim is a great. benefit,
and good results come from the in-
structions; for instance, the use of
cigarettes, which I claim is one of
the chief causes of many a fire.
Children in our schools should es-
pecially receive an abundance of lec-
tures on the use of cigarettes, and
the danger by throwing a lighted
cigarette away. It sometimes seems
to me that not only children should
have such lectures, but also some
insurance men, as I think it is a
bad policy for an insurance man to
go to adjust a fire loss, especially
where the cigarette is bamed to be
the cause of the fire, and have a
cigarette in his mouth nearly the

ogy.

lives, and their children is ready
to patronize such entertainments re-
gardless what the fare is, unless too
unreasonable, as I wrote this from
experience in this line of work.

So I claim our schools can aid
more in the line of fire losses than
anything else; because what is
planted in a young mind will not
be so soon forgoten, and there is
the place to teach how to avoid
fire, and if a fire should happen what
to do to save life and property.

Fireworks is another thing where

careful instruction should be given.

to the children. Some may say why
should these things be taught in
our schools, to which my idea is
at present that the parents seem too
busy to give such instruction to
their chidren, as we find by travel-

 

 

THE FOURTH OF JULY IN HEAVEN.

The Fourth of July up there in the sky
Must be to the memories bright

Of the colonists who dared the fates to be true
And thus to them still a delight

As they gather again, those illustrious men;
On America street as the place,

And to celebrate there as their special affair
The greatest day known to the race.

If what we are told of the “city of gold”
As something that’s really concrete,

It means that they may still remember the day
And recall the old times as they meet.

And as there is no night for the fireworks bright
They may linger for long on the way

And in visits sublime with those of our time
Thus beguile a bit of its day.

With Washington there still ruddy and fair
And most of our presidents, too,

We may think of them all in this special day call
Of the land of the stars in the blue.

And the Dixies may meet in the cooler retreat
Of the signers who now will be blest

By knowing that still we are free to our will
To do what we can for the best.

Of course we don’t know—we mortals below—
How duration with them may be spent,

But if mem’ry lives on with the colony throng
There’ll be none that can be more content

With what has been done since Freedom was won
For the land the world’s fairest and best

So the Fourth of July up there in the sky
May be their one day the more blest.

And the Pilgrims may meet somewhere on the street
And watch the procession go by

With Gabriel’s band marching on to the stand
To a programme the finest, O my!

What a day full of cheer with no powder to fear,
No weather man’s will to obey,

So I'll leave it with you, what Americans do
“Over there” on the Nation’s birthday.

L. B. Mitchell.

 

 

whole time through the adjustment
of the loss, which I have seen that
it so happened. I am glad to learn
that some schoolboards hire a kind
of policeman in some towns to be on
the lookout to see a pupil smoke a
cigarette to have the person punished
by law who was the cause of such a
child having a cigarette. But I
claim the cigarette manufacturers
should all be punished to pay heavy
fines, and I believe our fire losses
would be much less.

Fire fighting apparatus is a great
aid to insurance companies, and the
public schools can do a great deal
towards rasing money to procure the
same, and are most willing also to
do some extra work in the line of
entertainments and collecting funds,
etc. And a community interested in
the welfare of their buildings, their

ing a little that the children are too
much neglected by the grown-up ones
they have them too much out on
the streets and are at work in a
factory or some other place and
when the day’s work is over some
trip has to be taken in their auto
to some place where a_jollification
is going on. And to that effect our
members of the Legislature in 1919
found it necessary to pass a bill
and made it mandatory to be taught
in our schools almost as a branch
in our curriculum of our school
studies. When the act was signed
by our Governor, I heard an ex-
pression from a teacher now we have
to teach Fire. “But I claim it is our
duty as Fire Insurance men to visit
our schools and see what instructions
are given on the different subjects
like fire prevention, etc.

Electricity is another thing to be
taught in the schools. Sometimes the
light bulbs are misused, by using
them to warm beds or for drying
clothing. The dangers that might
result. from such a thing should
be impressed on our young element.
The electric flatiron, ‘wiring of build-
ings, etc, should be explained in
our schools, as well as the dangers
when people are careless in that line
of work; also should stress be laid
on the danger of the beautifully
decorated and lighted Christmas tree.
The danger of the rubbish in our
cellars or some other place in a
building. The danger of the soot,
especially in our chimneys and flues,
which costs the people of the United
States over $12,000,000 a year; dang-
er to dry the wood in the oven in
a stove; hanging wet clothing too
near a stove; and many such things
should ‘be taught to the boys and
girls where-the parents neglect to
give heed and warning.

Cyrus P. Klopp.
—_—--—_-2

Not Too Many Retail Stores.

In the report of the Joint Congres-
sional Committee of Agricultural In-
quiry, a great deal of the spread in
price between producer and _ con-
sumer was properly ascribed to the
cost of distribution with its ac-
companying service. This was taken
by some to carry the implication that
there was an excess of retailers over
the country and that prices might be
lowered if many of these retailers
were eliminated. A few large stores,
it was contended, could take the
place of many and overhead could
thus be lowered. Opinion, in this
respect, is not unanimous. The
neighborhood store, by reason of its
conveniences, seems to make a place
for itself, and the competition created
by it has some tendency to lower
prices. In some instances, also, the
saving of time and carfare are an
added inducement for patronizing
the nearby stores. Considerations of
a similar kind not infrequently enter
into the competition between small-
town stores and the big mail order
houses and the chain stores, respec-
tively. Whether a small store, either
in a big city or a little town, suc-
ceeds or not depends on how efficient-
ly it is managed, thereby justifying
ist right to exist. F. S. Cunningham,
President of Butler Brothers, which
deals with about 200,000 merchants
all over the country, recently said
that “the average small dealer is not
as good a merchant as he should be.
He needs the competition of retail
mail houses and syndicate stores to
change him from a storekeeper into
a merchant.” He believes there is
no surplus of retail stores, or they
would not be here, and that the law
of evolution can be trusted to work
out the problem. He is also of the
opinion that there will be as many
of these stores twenty years hence

as now.
—_—_-———_-_ >-o-s—_—_-__———-

In Everyone’s Mouth.

“I hear the-boss is having his
name stamped on thousands of tooth-
picks to send out to all the names
on our mailing list.”

“Yes, he wants his name in every-
one’s mouth.”

 

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itineraries! 2 ont ——

 

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August 1, 1923 MICHIGAN TRADESMAN 6

SSUUANIVOOUANV0UUAONOGSHOEUUGEOOOGSEOOGGOOOOUGSOOGGAOOOGGOOOUGSEOEAGAGEEUOGOOUOGGREUEGAUEUEGGOOUEEOROOOOAASOOAEEEASEUAS AEA

The Value of a
Sterling Reputation

Is proved by the _ Increasing
Demand for Policies and Service
| of the

MILL MUTUALS
AGENCY

N

WE GIVE YOU

Absolute Indemnity.

2. Fire Prevention Service of Out-
standing Excellence.

3. Participation in the Savings Ef-
- fected Through the Operation of
the MUTUAL PLAN.

These savings have never fallen below
25% of the initial premium.

We write Fire and Tornado Insurance
on selected risks of all classes.

 

 

ROBERT HENKEL, President * A. D. BAKER, Secretary-Treasurer
LANSING, MICH,

UVAEOUUGUOEAONAAUOANOUOAGUUUGOOANOOAGUOAGEOGEOOUGEOASEOAGOOGOEAGUEOAERAAENOAOUAGOGEOAAEEUAOUAOOGUUEGUUEGOUGOOOAGUUAGEUASUUAAREEEUAUE AA AEA

 

 

68 oT

t

EVERY DAY CONVENIENCES.

 

What They Cost and Who Must
Pay for Them.
“Measured in terms of human ef-
fort, the average individual has more
things—more necessities, more com-
forts and more luxuries—and pos-
sesses them by working fewer hours
than he would have had twenty-five
years ago or fifty years ago. A
century ago the average man worked
from sunrise tto sunset to secure
the bare necessities of life. To-day
about half of the average man’s
labors, four or five hours a day,
is required to produce his bare
necessities, and the other half goes
to produce his comforts and luxuries,
and to enable him to put aside money

for his old age.”

It is probable that there is no
subject upon which there is more
written and spoken than upon the
cost of living at the present time.

Involved in this question are the
folowing parties: the manufacturer,
or producer, wholesale distributor,

retailer and consumer.

It is fair for us to say at the be-
ginning that the American purchaser,
be that purchaser man or woman,
wants what he or she wants, when
they want it, how they want it, and
where they want it. There is much
talked and written about our going
back in the mercantile world to the
values and prices which existed be-
fore the European war and to the
old-fashioned methods and practices
in living. This is not only a waste
of time, but is foolish in every re-
gard.

We are inclined to believe that
the consumer is the party in the
forementioned who marks time for
the other three as well as himself.
We can remember distinctly when
even fifteen or twenty years ago
people were more modest in their

desires, and were more frugal in
their methods of living. - Inflation,
whether it is by local conditions
or. by World war, or in whatever

way it is produced, always brings
a false basis and standard of values,
and, in fact, they usually reach the
extreme limits. However, during the
last ten or twelve vears in this
country, we have experienced things
which have produced certain condi-
tions and certain mental conclusions
whereby we know there is no such
thing as* going back to the old-
fashioned ways.

For a moment we will consider the
household as the basic - consumer.
The matter of going to market with
a basket is a thing of the past. Our
people either ride in an automobile
to the store o rtake down the receiver
of the telephone and order the goods
delivered at once. Just as soon as
the process of telephoning and the
necessity of delivery are started, the
high cost of living has taken on a
valuable assistant. The telephone
rent must be paid, the gasoline for
the car must be bought and paid for
and the delivery wagon from the
grocery store, meat market or de-
partment store must have its com-
pensation. It is a known fact and
has been demonstrated that in cities
even the size of Grand Rapids de-
liveries cost all the. way from 5 to

MICHIGAN TRADESMAN

6c to 12 to 15c per stop, and it does
not require a sharp pencil to con-
clude that if these things were not
taken care of in the price, that the

dealer would be out of business in a

short space of time.

This reflects upon the housewife
to a certain extent, but should be
no reflection, because these inven-
tions and these conveniences are the
product of men’s minds and are
introduced to save labor and time,
and to serve as conveniences; but
they must be paid for.

We will now pass to the matter
of men’s attire, and at once we
realize that a man who is fastidious
about his clothes is unwilling to
purchase a suit if he thinks one
or more of his personai friends will

 

average from the millionaire, the
banker, the manufacturer, the whole-
saler, the retailer, the man who works
with his hands, the farmer, to the
lowest order of citizenship, there
is no avoiding the fact that every
one of these divisions has an_ in-
fluence upon the other, and in fact,
there is no escaping the fact. After
this is stated, we all realize that
every element of society is a con-
sumer, and that every one of these
elements have within the last ten
or fifteen years departed to a large ex-
tent and far from the old time meth-
ods of life. Many of the things
which were luxuries a few years ago
are now by all classes of people
regarded as necessities, and some of
them are nothing more than con-

Lee M. Hutchins.

have a suit of clothes off from the
same piece of goods. The time was
when we went to the clothier and
bought cloth by having it cut off a
large bolt of cloth and if the other
fellow had a suit like ours we took
no exception.

In fact, the principle as intimated
above as regards the househod, men’s
attire, and equally so with women’s
attire, if not more so, are products
of the age in which we live. Con-
sidering the conveniences by which
these things are brought to serve
people, not only as to their neces-
sities, but as to their luxuries, we
must expect them to cost money.
We should not expect the consumer
to retire from this position. The
result is that the cost of living is
higher, it must be taken care of by
the earning power of the man or
woman who works.

In what we term society, which we

all know is made up of the general '

veniences, and we think this statc-
ment is true to a large extent. The
farmer, the laboring man, the skilled
mechanic, and many such
only a few years ago were entirely
without telephones, automobiles, and
the ordinary conveniences of the in-
dividual home, which are now re-
garded as very essential, not only as
conveniences, but from sanitary stand-
points.

Society at large would not
these people to depart from
things, and in fact, instead of there
being any tendency toward the elimi-
nation of any one or more of the
conveniences, which to-day are really
necessities, the tendency every day
and every hour is to increase them,
and to afford to people in all the
walks of life, the conditions for
better living. These statements need
not be confined to the account with
the grocer and the clothier, but reach
as far as the school, church and

classes

ask

these

 

August 1, 1923

college, and are prevalent among all

these institutions.
Therefore, we repeat again that
when we expect for the sake of

harmony, readjustment, etc., that the
consumer will in the near future
proceed to reinquish what he has
during the last few years obtained,
we are wasting our time. During
the last few years, the farmer, as
we all know, has receivtd the short
end of the deal, but we also know
that production from the fields is
not short, and when we say that
something must be done whereby
the farmer can have a fair com-
pensation for his labors and_ his
investment, we are obliged at the
same time to say that the framers
who make a business of farming with
the idea of the proper costs and
returns, ‘as well as increasing the
turnovers, are not finding any mor?
fault with the times than the aver-
age merchant and manufacturer.

The next thought which is put out
is that the jobber or the retaile-
who stands between the consumer
and the manufacturer must go out
of business, forgetting the fact that
if they both go out of business, the
manufacturer will be obiged to build
up in a day just what the jobbers
and retailers are doing now, and
thereby, increase the expense of the
manufacturer to organize for this dis-
tribution to such an extent that the
cost to the consumer will be the
same. 14

The question naturally arises how
this conclusion can be reached, and
the answer is as follows: The manu-
facturer creates a certain line of
merchandise, and he is obliged to
create it in advance of the demand
or the season which the jobber and
the retailer are obliged to observe:
If the retailer anl the consumer re-
lied upon the manufacturer for dis-
tribution in the heavy commodities
covering the necessities of life, focd
products, etc, += the manufacturer
would be obliged not only to have
the system referred to above, but
the retailer and the consumer would
be obliged to carry much larger
stocks and buy goods as the jobber
does, in many instances, a consider-
able time in advance of the demand
by the consumer. This would re-
sult in extra expense and capital
and the abolition of the small store,
or in other words, two thirds of
our business men would be put out
of business.

The facts are that the system of
distribution by the wholesale and re-
tail distributor to-day has been proven
to be the cheapest process of dis-
tribution that the world knows. To-
day the wholesaler and the retailer
in such lines as food, clothing, drugs,
hardware, etc., are operating upon a
lower net percentage of net profit
than they ever did in their history.
In fact, only a large volume in the
way of distribution allows them a
fair return.

A well ordered wholesale house
whether in groceries, clothing, hard-
ware, drugs or any other line must
in order to meet the requirements
of the retailer and in turn the con-
sumer, carry in stores doing a busi-

ness of $2,000,000 to $5,000,000, up-

wards of $100,000 of merchandise all -

 

 

 

 

 

August

 

 

1, 1923 MICHIGAN TRADESMAN

OUR GOLDEN ANNIVERSARY

1873--1923

Fifty years of successful service to the Drug Trade of Michigan

 

Corner of Oakes St. and Commerce Ave.

Three Hundred Feet from the Main Entrance of the Union Depot

We enjoy the courtesy of more visiting buyers than any other Drug house in this

part of the country.

HAZELTINE & PERKINS DRUG CO.

Grand Rapids - Manistee

69

 

 

 

 

 

 

 

70

MICHIGAN TRADESMAN

August 1, 1923

 

the time, waiting the proper time
for distribution. This is equally. true
of our retail stores, and these are
some of the things which that unit
of the trade is obliged to take care
of. First the retailer, himself, buys
goods, in many instances, sometimes
previous to the demand by the con-
sumer. If he did not do this, and
the jobber back of him did not do
the same in very large quantities,
the retailer would necessarily take
on a larger task, which means in-
creased capital and a larger force to
help and incurring of extra ex-
pense.

The retailer bridges the distance
in part from the manufacturer to
the consumer. The jobber buys in
what is called “Quantity purchases”
the retailer buys goods for the con-
sumer in what is called “Breaking
down quantities,” and this is a
special function of the retailer. If
the retailer would at all times seil
a complete unit, the cost to the con-
sumer would be decreased. And
again, the manufacturer makes cer-
tain goods in different grades, and
the rétailer as well as the jobber
puts himself in a position to meet
the requirements of the consumer
from all of these standpoints.

We have no desire to impugn the
motives or the capabilities of any
one of the four mentioned in the
beginning of this article, but if the
people of our country expect a
lowering of prices and reduced cost
of living, it must begin with the
consumer, for all of these conven-
iences whether in the household, in
the store, in the factory, or where-
ever it may be, have been arranged
for the final convenience of the
consumer. And this leads us to the

‘conclusion that when the consumer

makes up his mind that the cost of
living will be ower, and puts on a
campaign of retrenchment, every
other line of endeavor will be ob-
liged to take notice.

Lee M. Hutchins.

——o-+-———
Big Competitors Teach a Lesson.

The chain store systems and the
large mail-order houses come in for
a good deal of hard feeling on the
part of the retailer who does busi-
ness in a small way, but they have
taught us a fot and the thoughtful
dealer is not tardy in taking full
advantage of the lesson. It should
be remembered that the methods
and means employed by some of
these successful concerns represent
research, costly investment in brains
and experience, and a far wider
knowledge of trading than comes
to the average merchant—the natural
growth and development which is
putting our industry steadily ahead
in the path of progress. In simpli-
fied form, their successful systems
may readily be adapted to meet the
needs of the small store—if the mer-
chant is shrewd enough to regard
thes moguls of the trade as teachers,
rather than competitors. See for
yourself what is best in their rout-
ine of service, in their method of
merchandising—and get by observa-
tion and study what it has cost them
money and time to perfect. The in-
dependent dealer is still on top, and
will know how to remain.

.

WHAT IS PROFIT?

 

Erroneous Conception of Margins
Made by Retailers.

I believe if my question were asked
of the first twenty-five business men
you would meet there would not be
entire harmony in their replies for
the manner in which they conduct
their business suggests a radical dif-
ference of opinion as to many of the
factors which success demands.

One Noah Webster, a man _ pos-
sessed of more or less general infor-
mation and whom a high school
graduate on examination credited
with being the author of the Psalms,
ventured the statement some years
ago that profit was the excess of
value for producing, keeping, of sel-
ling over cost, as a profit on the
sale of goods.

 

Cc. L. Glasgow.

The failure to understand what
constitutes cost forms the basis for

' divergent and erroneous ideas as to

profit, and notwithstanding the find-
ings of trade organizations and the
general government as to the aver-
age cost of conducting a retail busi-
ness, men of limited means and less
experience are assuming to contra-
dict it every day; in fact, they have
such confidence in their own judge-
ment that they have to fail in busi-
ness before being convinced of their
error.

I have in mind a business man in
my own town who has failed not
less than a dozen times, who said to
me following one of his unfortunate
experiences, “I can buy the goods
all right and I can sell ’em, too,
but what becomes of that little dif-
ference between what they cost and
what I sell them for is what gets
me.” —

I believe Webster’s definition of
profit good enough for a dictionary
but it convinces me that he never
ran a retail store.

The question of profit is so
closely related to and determined by
cost and particularly that portion in
excess of the invoice price, that it is
quite difficult to treat them separate-
ly, and this will be especially true
in the future if the suggestion that
manufacturers name the re-sale price,
be adopted.

There appears to be little differ-

ence of opinion as to the items

 

au Double Saves MotherTrouble

Nae (AM < TOR

aOAINaTM@KNT TT AC

GRAND RAPIDS, MICH.

 

 

 

Loose Leaf Binders and Sheets

 

‘We Manufacture

For All Purposes

LEDGERS

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WRITE US FOR DESCRIPTIVE MATTER

GRAND RAPIDS,

 

MICHIGAN

 

 

 

 

 

omen emma

 

 

 

ae

 

 

 

 

 

‘sidered till after all

August 1, 1923

MICHIGAN TRADESMAN

 

 

 

71

 

properly chargeable to cost but there
is a wide range of difference as to
the amount of such items. Take, for
instance, rent, salary, insurance, tax-
es, heat, light, advertising, donations,
etc., and if no stated salary for pro-
prietor is allowed, living expenses
also must of necessity be reflected in
the price charged for goods sold, if
a profit is to be realized. Therefore
in view of the difference in overhead
due to local conditions, it cannot be
said that profit is any definite per
cent. added to invoice price.

Profit is largely determined by
cost because competition locally or in
near-by towns will fix the selling
price (except on specialties); there-
fore with the selling price established
it is up to each dealer to decide for
himself how much overhead or inci-
dental expenses he will ask his sales
to carry in excess of invoice price,
and these are made up mostiy of the
elastic items just referred to.

Some business men are very me-
thodical and possess an analytical
mind that enables them to make a
careful study of every item of ex-
pense classed as sales helps, sifting
out and using only those which have
proven most remunerative, while
others go along apparently without
any definite plans, adopting such
methods and incurring such expenses
as from time to time appeal to their
best judgmenf, and we are forced
to admit that both classes are found
among our successful business men,
though possibly not to the same ex-
tent.

There is a slack, go-easy, indiffer-
ent manner of conducting business
and a clean cut, careful, nifty way
and the difference between the two
often spells success or failure.

There appears to be a difference of
opinion as to whether or not the
proprietor’s salary should be treated
the same as that of employes or be
paid from profits, some contending
that the proprietor, if he gives his
time to the business, should be con-
sidered as an employe of that busi-
ness and his salary charged up be-
fore the question of profit is con-

sidered. Others think whatever
amount the proprietor receives,
whether it be for service rendered

or capital furnished, should be paid
from profits or balance on hand
after every other legitimate expense
has been cared for. In other words
that he being manager must de-
pend on the results of his manage-
ment for whatever revenue he may
require to meet those claims.

To my mind it is quite unimport-
ant where the business is owned and
managed by an individual, from what
fund he receives either his salary
or return on investment; the really
important thing being that he have
the fund, for other than this it is
merely a matter of bookkeeping to
enable one to make out the income
tax report required by the govern-
ment on the simple form which
they prescribe.

Where the business is a partner-
ship or corporation, I am of the
opinion that the question of profit
and its disposition will not be con-
overhead and
other legitimate expenses have been
paid, including salaries to the re-

spective partners or officers of the
corporation rendering service, also
a reasonable return upon the invest-
ment, whether it was furnished or
borrowed. This latter, however, ap-
pears to be more a discussion rela-
tive to the disposition of the profits
rather than a definition.

Personally I look upon the whole
thing as quite immaterial as the in-
dividual owner of a business, having
sole jurisdiction of its funds and be-
ing personally responsible for their
disposition, will allow us to deter-
mine and name net results as we
choose so long as he has the amount
to check against. As to a partner-
ship or corporations the partners, or
officers, as the case may be, will agree
among themselves as to the manner
of determining and distributing prof-
its or, in the event of disagreement,
the courts will care for the matter,
regardless of what definition we may
agree upon. It is interesting, how-
ever, to review the different defini-
tions of profit given by different
people.

I asked this question of a number
of successful business men represent-
ing various lines, and I give you some
of the answers received:

1. Profit is the net gain resulting
from the successful conduct of busi-
ness.

2. The margin between cost and
selling price. I read where one of
the large manufacturers gave this
same answer.

3. The thing we continually strive
to obtain but in recent years only
occasionally realize.

4. The sustaining grace of com-
mercial life, the star of hope that
guides through a bewildering mass of
business uncertainty

5. It is that part of one’s busi-
ness that creditors learn of with
pleasure

I can well agree in principle with
some of the definitions given, for in-
stance the paying of a stated salary
to the proprietor if he puts in his
time with the business, and the al-
lowance for capital furnished.

If we confine our answer to the

question as it relates solely to mer-
chandising I believe profit is the
difference between the invoice price
plus every reasonable and legitimate
expense incident to the proper and
economical conduct of the business,
including salary of owner or owners

rendering service, a legal rate of
interest upon the capital invested,
and the amount received for the

merchandise sold, it being understood
that the term “legitimate expenses”
does not include speculation, outside
investment, political donations ore
any other form of legalized gamb-

ling. Cassius L. Glasgow.
—~++2s—___
Stand For Something.

Don’t go through life meaning
nothing in particular. Stand _ for
something. Hitch your wagon to a
star, and try to be somebody in
particular, to be known for some
one thing which you do _ superbly,

something that you can be proud of.
In- whatever way you decide to get
your living, resolve that you are go-
ing to be first-class; that you will not

be a second-rater, an “also ran.”

 

 

DIVISION
BURTON

 

one of its customers.

MONROE AND ‘DIVISION
WEALTHY AND DIVISION

HEIGHTS
MICHIGAN AND GRAND

 

“The Bank on the Square’”’

This Bank is a silent partner in the business of every
We endeavor to be helpful and

our aim is to aid you to increase your business.

wo

Grand Rapids National Bank

MEMBER FEDERAL RESERVE SYSTEM
MEMBER GRAND RAPIDS CLEARING HOUSE ASSOCIATION

COMMUNITY BRANCHES:

AND HALL

STOCKING AND FOURTH
BROADWAY AND NINTH
FULLER STATION
WEALTHY STREET

 

 

SS a cee etnnnnntenen mines etn tmaen sceen

 

 

 

 

aap ages

 

 

72
HE LANDED THE FISH.

 

Later He Landed Apple Buyers on
Steamboats.

Among the pleasing pictures in the
days past, there was’ no more thril-
ling sight presented to the eyes of
a boy than a ship under full sail,
coming out of the haze from some-
where and lost in the haze of -going
somewhere. The writer as a-~ boy
lived in the St. Lawrence River
country. On winter evenings his
“mother read to him and his brothers
and sisters stories of fairies and of
the great outside world as_ they
sat before the snapping fire of hem-
lock logs in the stone fireplace.

When summer days came and the
haze made the distant shore of the
river almost invisible, he sat on the
rock strewn banks and watched the
ocean ships beat back and forth,
listened to the chanting of sailors
and fishermen, often in foreign ton-
gue, as they hauled at the sail or
net. It was like fairy tales almost
come true.

Then one day the family and all
their belongings, even-to the dog,
stepped into the picture and aboard
ship and started for “Somewhere.”
After days of wandering by great
lakes to Detroit and by railroad to
Chicago, we found our way by sail
to the Haven and its sand dunes
and from there up Grand River on
a smaller sidewheel steamboat. It
was like following a water trail
which led around bends—past deep
bayous between lines of trees, fra-
grant with new life and meadows
of wild rice and white lillies. Happy
was the boy who was permitted to
ride in the pilot house where he
could look out upon the cabins in

the clearings, take a lesson in ease

from the Indian blowing up stream
in the West wind with a pine top
bush for a sail, watch expectantly
that around each bend might be a
wigwam and Indian boys and girls
hastening out in canoes to ride in
the swells made by the passing
boat; to wonder about the great
forest in the less settled places and
enjoy the flash of the ever present
blue winged kingfisher with the war
cry in his voice—an ever thankful
fisherman of the stream.
Occasionally the boat nosed into

the bank, let down the landing plank

and some family whose companion-
ship we had enjoyed on the boat
would be put ashore and be lost to
view in the thickets of crab apple,
cherry and plum, which bordered
forest and stream.

We would have remained on that
boat to the rivers end had not our
fare been paid to Steele’s landing, a
little village standing out on the
river. It had a fine location for a
fort, but since there was no need
for artilery, the white Congregational
chruch with its bell tower command-
ed like a light house the line of
homes and several miles of the stream
in either direction.

Bob Meddler, the pilot, had fed
our imagination with stories of this
landing. It’ was the coming town
of the west, settled by the best
Yankees from Old York State. There
was wheat and grass land, fruit on
every tree, berries on every bush.

 

MICHIGAN TRADESMAN

forests so great ‘that all the world
could be supplied with wood and
lumber. There was no regret when
the boat cast off and left us. Our
Aunt Dickenson lived on a farm
only three miles back from this
river paradise. and we ambled back
and forth to the landing for mail
and provisions and were heartily
in sympathy . with the storekeeper
who, when accosted by a long lanky
man in linen duster, coming over-
land selling pamphlets instructing
people about a short crosslot cut to
heaven, exclaimed, “You poor, short
sighted. fish, don’t you know that
you have arrived there?”

The place never lost charm for us,
although we later came on to the
Rapids.
the civil war, I took the down river
trip once more, intent on business,

After returning home from —

 

pop corn. One day as the boat
came in there was-great excitement
at.the dock. The.apple boy was not
idle between boats. While waiting
for their arrival he had baited his
catfish hook with a green frog which
tempted a huge fish wandering up

from some bayou. It was putting
up a great fight for freedom and
every one’ on shore was_ shouting

advice and waving hands that itched
to get a’grip on that fish pole.

But the apple boy made it very
plain to all the elders concerned
that it was his fish by all the laws
of the stream and he would do his
own landing, and he did, although
he had to hang on with both arms
and finally had to sit on the fish
to hold it down.

Do you recognize the boy by the
grit and determination? It was

Hon. Charles E. Belknap.

but how changed it was! Gone
were the Indians and from, every
bend- came the echo of the woods-
man’s axe—the heave, ho! of the
raftsman and the clang of pilot
bells as the crew on the steamboat
warded off the floating logs which
filled the river from bank to bank.
There was smoke of great mills at
Blendon thills and Lamont had come
to take the place of Steel’s anding.

The boat thardly struck the bank
at Lamont before a_ sandy. haired

‘school boy jumped aboard. He had

ripe red harvest apples to sell—no
wind falls-in his basket. They were
on the level and he was sold out
before the whistle blew for East-
manville and bluff old Captain Ganoe
watched him jump ashore. This
was his steady job during the sum-
mer vacations and when the appie
supply was out of season there was

Ernest A. Stowe. He, too, enjoyed
the heaven at Lamont and went to
Sunday school in the white church
and his teacher, Jacob Phillips, re-
members- him with affection—a good
recommendation.

‘ And the grit and determination that
landed the fish has stood by him
all through. the years on the long
trail from the first hard earned
shinplasters on the river boat to the
well-deserved place in the financial
and journalistic world. Forty years
is = long time to put up the fight,
but his bait was good, his hook re-
liable, and his pole and line never
broke at a critical period.

The unselfish devotion of the edi-
tor to the principle of a Square Deal
for poor as well as rich has enabled
the Tradesman to run a trail to the
river’s end of towns and _ villages
and find its way into every Office,

 

August 1, 1923

store, bank or factory where men
and women discuss the problems of
social or business life. It is Mr.
Stowe’s fish and we are glad that he
had the requisite courage and de-
termination to labor and accomplish
its landing.

Because he lived in Lamont dur-
ing the palmy days after the war,
Mr. Stowe has never lost interest in
the town and the old people who
lived there when he did, more than
fifty years ago. Every street and
lane in the place was laden with
precious memories and every tree
which was in evidence when he lived
there possesses peculiar attractions
for him. A year or two ago he pur-
chased the old white church which
occupies such a commanding view
on the hill and has since maintained
it free of charge for the use of the
village library and for public gather-
ings, Sunday services, funerals, etc.
During the summer months he takes
noted men down to Lamont to talk
to the good people of the town. Rev.
William Moody—son of the dis-
tinguished evangelist, Dwight Moody
—gave the people a mcst wonderful
message. So did Mel Trotter. I
had the pleasure of talking one
evening on the boys who went to
the civil war from Ottawa county.
Judging by the big pile of stone I
see on the lot, Mr. Stowe evidently
intends to replace the church with a
summer home of unique design some
of these days. I do not know what
his plans are along that line, but I
know that whatever he does will be
well done. Charles E. Belknap

—_—_+ +. ——-
Investments Like Charity Begin at
Home.

Some time ago we warned our
guildsmen against investing their
spare cash in wildcat mining, oil and
land schemes, and we can do them
no greater favor than to repeat that
reminder now. The recent collapse
of a large New York brokerage
house earried with it the investments
of many thousands of men and wo-
men who ‘had more faith than in-
telligence in such matters. If you
have some idle funds that should
be better employed than they are
at present, put them into the de-
velopment of your business, and the
investment will be in “your own
hands. Why trust it to tricksters
who employ it in uses regarding
which you haven’t the slightest know-
ledge? How about an intensive ad-
vertising campaign for Fall trade, a
new store front, attractive lights, new
fixtures, display signs, another sel-
ling floor?) The man who tells
you that your money is working too
slowly for you has something to
sell, and if you know nothing about
his stock in trade keep away from
it—especially when there are so
many better uses for your extra
cash which you have only to look
about you to find in the store itself.

—_—_22.———

Have a definite plan, aim, and pur-
pose. The road to anywhere is filled
with pit-fatls, and it takes a man of
character and determination not to
fall into them. If you find a man
on top of a mountain, he didn’t
light there. The chances are he had
to climb.

 

a aeereemcaroes ; *

August 1. 1928 MICHIGAN TRADESMAN 73

 

 

 

 

 

 

 

KELSEY, BREWER & CO.

are now building the Super Power gener-
ating plant illustrated above, for the Central

Indiana Power Company (owned by the
AMERICAN PUBLIC UTILITIES

COMPANY), on a_ 3,300 acre tract
of coal land near Terre Haute, Indiana.
The initial capacity will be 53,000 Horse
Power, ultimate capacity 135,000 Horse
Power. The electric current generated in
this plant will find its way to 112 cities
and towns in Indiana, over a copper wire
distribution system in excess of 780 miles
in length. This is one of the reasons why
students of the science of profitable invest-
ment are now buying the preferred stocks of

American Public Utilities Company

 

 

 

 

 

 

 

 

nn eet ou Sa caine savages oberon peg ooommns ee eee mannan eae a a NORE tC A Ta SOE SEARLE ORO ION ITT a

 

 

74

 

MICHIGAN TRADESMAN

 

August 1, 1923

 

THE FARMER'S SIDE OF IT.

 

Asks Chance to Work Out His Own
Salvation.

The Atlantic Monthly recently car-
ried a very interesting article on “The
Farmer and the Factory Hand,” by
Arthur Pound. Mr. Pound states that
the article was suggested to him by
Carl Colvin of the University of
Illinois. The suggestion was that
the farmer might have a side in this
industrial question and it would be
well to investigate it.

If Mr. Pound had bought his
farm, as many a real farmer has,
with just enough money to make a
first payment and give a mortgage
for the balance, and then had to dig
his daily bread out of this farm and
pay off the mortgage at the same
time, he would have found the far-
mer’s proposition a totally different
one. If he had to watch every dol-
lar that’ came in, and do without
books, and music, and lectures, wear
his clothes until they are threadbare,
hoping every year that he could put
in water or lights, or buy some much
needed furniture, and then find at
the end of every year that he has
not been able to ‘do all or any of
these thing, he will begin to appre-
ciate something about the farmer
that he has not heretofore seen.

“The farmer’s grudge against in-
dustry seems to run to hours put in
per day and wages.” I agree with
-Mr. Pound that the employing
farmers are not as a rule over-
worked, that is, in the sense of hours
put in at physical labor. But he
has to be just as much on the job
as any other captain of industry, and
put in just as many hours, for he
begins with the rising of the sun
and continues at something in con-
nection with his work until the go-
ing down of the same. But there
are thousands and thousands of far-
mers who are not employing farmers
in this sense of the word. They may
employ one or more hands, but that
means they are working with the
hand or hands, taking the place of
one he would like to hire if he
could. What about them The in-
dustrial worker goes to his work
anywhere from 6 to 8 o’clock, works
his eight hours a day on ten hours’
pay, and his day’s work is over. He
left it at the shop, or forge, or what-
ever place it was. But what did the
average farmer do on that same day?
He got up at 4:30 or 5 o’clock, or
perhaps 6, according to the time of
the year, stumbled around in the

dark to feed his stock, milk his cows, |

cut up wood for the kitchen stove,
did “forty-leven dozen” chores around
the place, ate breakfast, and was
starting to the field with his team,
or for the woods, or wherever his
work happened to be that day, by
the time the sun was above the tree-
tops or a little more. Many of the
industrial workers were just getting
out. And then, the day’s work. The
farmer does not mean to imply that
his work is harder than that of any
. one else, and he is not unapprecia-
tive of the work of the other fellow,
but there is this difference—the far-
mer appreciates the work that some
one else has to do, and there is not
one industrial worker in a hundred

 

 

 

who has any appreciation of the
farmer’s side of the question.

But the work. Did you ever walk
five, ten, or sometimes fifteen miles
behind a two-horse plow? Lovely
exercise, wasn’t it? Walking five
miles over a golf course is delightful
exercise, but walking that same dis-
tance behind a plow is quite a dif-
ferent thing. Walk- behind this plow
until 12 o’clock, and then go to the
house for dinner. Feed all the stock
again, water the hogs, eat your din-
ner, and after giving your team just
time enough to eat their corn and
fodder, start out with the plow again.
Follow the plow until sundown, do
those same “forty-leven dozen”
chores again, and then call it a day.
If you keep it up “you'll be a man
some day,” and if you stay on the
farm you will have to keep it up.
Eight hours a day! Eight fiddle-
sticks! It seems three times eight.

“Neither will it stand the test by
wages.” I am not so sure about
that. We are not thinking so much
about the employing farmer as we
are the average farmer, the small
farmer, who corresponds very nearly
to the average industrial worker.
True, many farmers do not keep ac-
counts or very accurate ones, so they
do not always know what their year’s
work has netted them. They can
tell very easily, however, if they
have made enough to pay the fer-
tilizer bills and labor they have had
to hire, or the other items of ex-
pense in connection with the work.
His sales tell him how much he has
had coming in and his bills tell him
how much he has had to pay out.
He knows when he subtracts one
from the other the result is often
zero, or a very small remainder at
most, and he is more than thankful
if he has received enough to pay the
actual expenses of running his farm.
In many sections for the past two
years he has not done this. In the
trucking sections fertilizer and wages
have been high, barrels have been
high, freight has been high, every-
thing the farmer has had to buy has
been high, and the things he has to
sell have been anything but high.
That means that the farmer not only
got nothing for his year’s work but
that he actually finished the year in
debt. It does not take a very good
mathematician to figure how long he
can stand that. In Accomack coun-
ty, Virginia last year, a county that
raises 5 per cent. of the sweet po-
tatoes produced in the country, it
was estimated that something like
50,000 barrels of sweet potatoes were
not dug because they did not sell for
enough to pay for shipping them.
The Eastern shore of Virginia, too,
by the way, of which Accomack
county is a part, has the most com-
plete system of marketing produce to
be found in any section in the East-
ern Shore of Virginia Produce Ex-
change. ,

What is true of the trucking sec-
tion is also true of the cotton grow-
ing sections of the South. What
the boll weevil has done to this
section is well known, and the reople
in. the South who are in the best
condition financially are the indus-
trial workers. Cotton mills are run-
ning day and night, and the opera-

tives are getting better wages than
ever before. The farmers, on the
other hand, are barely making ends
meet, and in many cases not doing
that. But the boll weevil is un-
usual, you may say, and the com-
parison does not hold good all the
while, It will from now on, for the
boll weevil seems to be like the
poor, always with us. If it is not
the boll weevil it will be something
else, and as it is, it is something
else and the boll weevil too. The
farmer is fighting continually the
beasts of the field, the birds of the
air, the ills that all plants are heir
to, the insects that prey upon the

plants, and destruction, storm and
flood. None of these to any extent
does the industrial worker face.

And right here is where the farm-
er has a right to hold a grudge
against the industrial worker, though
it is not necessarily true that he
holds it. The troubles of the indus-
trial worker are to a great extent
of his own making. If conditions
where he is working are not to his
liking he can stop and go elsewhere
if he wishes, but it is so seldom that
he wishes to do this, preferring te
go on strike for an eight-hour day
with ten or twelve hours’ pay and
several times for overtime. Usually he
gets what he wants and then it is
not very long before he wants some-
thing else, and goes about getting
it in the same way. In the mean-
time these methods of getting things,
these strikes are making things hard-
er and more expensive for the
farmer. If it be a railroad strike
he must see his whole year’s work
go to the bad because he cannot
get cars to ship his produce., Any
strike affects him. more seriously
than any other worker, because it
has to do, sooner or later, with
the sale of his produce and he has
worked all year to raise that produce.
If the farmer should hold a grudge
against the industrial worker, the
latter is to blame for it. The farm-
er is the sufferer, no matter how
things go.

It is not the question of being
overworked. The farmer does not
mind work. What he does mind is
the fact that while he is working
day and night, sacrificing many
things in order to keep his end of
the game up, some group of men
can block the whole game and make
it all the harder for the farmer to
play it. Neither does it mean that
the farmer thinks his lot is harder
than that of any one else, nor that
any one else should be deprived of
privileges that the farmer should
have them. He wants every man to
have his share of the pleasures of
life as well as the profits. It does
mean, though, that the average farm-
er does not know where he is “at,”
and the average worker in other
fields does.

I hate Bolshevism, I detest I. W.
Wism, I abhor strikes, but some-
times I am selfish enough (and per-
haps mean enough) to wish that all
the farmers in the country would
go on strike for just one month,
and during that month not ship a
single thing. What’s sauce for the
goose ought to be sauce for the

gander. And yet I know it is wrong
in principle even to write that.
The farmer is not asking for any
special favors but only for a chance
to work out his own salvation. He
does not expect nor does he want
things handed to him. ‘He is only
too willing to work for his place
in the sun, but after he has worked
for it he feels that he is entitled to
it. The past years have been bad
ones for him and the present one
does not hold much that promises
improvement. If he can hold his
own and get hold of enough money
to pay his taxes and the other ob-
ligations that call for ready cash he
will count himself fortunate. And
right here he is most variously ad-
vised. With one accord all who are
not farmers exclaim: “Diversify!

_Then you will always have money.”

What is the use of diversifying when
he can’t sell what he diversifies?
Though I raise potatoes for market,
and corn for my stock, and hogs for
my table, and hay for my cattle, and
then have not the wherewithal to
pay for my hired labor or to spend
at the stores for clothing for my
family, it profiteth me nothing.
Henry A. Wise.

—_———_-_-2. 2..——————

of Steady and Persistent
Effort.

Grand Rapids, July 25—I con-
gratulate you on the continued suc-
cess of the Michigan Tradesman for
the long period of forty years. It
shows the value of steady, persistent
effort in one direction. Too many
people are constantly changing
around, thus losing the value of ex-
perience. The old proverb, “A rol-
ling stone gathers no moss,” exemp-
lifies what I mean in a few words.
Life is too short for any one to be
proficient at everything. If a young
man finds he is a misfit in the oc-
cupation he first started, one or two
changes would be advisible; but to
be always looking for a new occupa-
tion shows a lack of grit which can
only end in failure.

Time, however, changes everything,
but these changes are gradual, giv-
ing us plenty of time to keep posted
on what is going on around us, com-
plete our education in practical things
and take advantage of the many
opportunities offered to better our
condition by the constant advance of
science and mechanical art.

Speaking of changes, I remember
that back in the early fifties the
only real money we saw was the ten
and twenty dollar gold pieces with
which the Government paid the In-
dians, which soon disappeared. The
remainder was wild cat money is-
sued mostly by irresponsible banks
and not safe over night. Every mer-
chant had a large printed book cal-
ed a bank note detector which he
used to detect counterfeits and de-
termine the value of the bills.

Compare that situation with our
money situation to-day. Gold is con-
sidered a nuisance to carry around,
but can be obtained anywhere in
exchange for National bank notes
or good checks.

You have kept pace with
many changes and again I
gratulate you.

Charlies H. Leonard.
—__+.->—_—__

Result

these
con-

A Good, Clean Paper.

Elwell, July 7—Forty years is a
long time to be on the job as editor
of the same paper and in the same
city. I hope you may round out
your life many more years as eidtor
of the Tradesman, for you have
given us a good clean paper.

C. D. Phelps.

 

a eee em

August 1, 1123

 

MICHIGAN TRADESMAN

*

75

 

 

Aeroplane View Croton Dam on the Muskegon River

CONSUMERS POWER COPMANY

AN INVESTMENT
IN A VITAL PUBLIC SERVICE

TO

128 PROSPEROUS MICHIGAN CITIES AND TOWNS:

The Securities of Consumers Power Company are
backed by a soundly developed and rapidly growing
public service to 128 prosperous Michigan cities and
towns, in 31 counties,

800,000 people depend on, or benefit from, the
Electric, Gas, Steam Heat and Water Services of this
Company. 225,000 customers, including over 2,000
essential industries, are contributing to the rapid
growth of the business. At the present rate, 30,000
customers will be added this year.

Investing in Michigan’s Growth

Nine million dollars is being invested in new con-
struction this year—to care for demands for new and
additional service. Work is under way on the 12,000
H. P. Alcona Dam on the Au Sable; the 60,000 H. P.
Saginaw River Plant; the 20,000 H. P. County Line

Dam on the Manistee; the Saginaw River Super-
Gas Plant—serving both Saginaw and Bay City;
the Grand Rapids Heating Plant, etc.

This growth is reflected in the earnings:

12 Months 12 Months

Ending Ending

‘ April 1, 1923 April 1, 1922

Gross Earnings -------------- $15,164,920.98 $13,220,354.92

Gross Income

Alter Taxes 2-5 7,130,732.69 5,963,538.10
Net Earnings for

Replacements and Dividends 3,616,230.51 2,573,055.11

The Service of Consumers Power Company is vital
to the Industries, the Commerce, the Homes of
Michigan. It is a foundation investment for over
12,000 Michigan people—customer owners, whose
investment means progress to the State—growth to
the Company—safety to their savings. --. -------

INVEST IN :

CONSUMERS POWER COMPANY

6.6% PREFERRED SHARES
TAX EXEMPT IN MICHIGAN

: AND SHARE IN THE GROWTH OF MICHIGAN
Ask Our Employes—or at Our Nearest Office

 

 

 

 

 

 

 

76
HATRED FOR FRANCE.

Constantly sag coe More Intense in

ermany.

Boden Boden, June 22.—There
seems to be just one thing on which
the Germans stand solidly together,
and that is a white heat of hate to-
ward the French. .

In every compartment of every
train is a colored poster showing
a Ruhr. workman, his face slashed
with sabre cuts and streaming with
blood, but set in an expression of
stern though suffering determination.
Above are the words “Trotz Allem”
and below “Wir bengen nicht” (We
shall not yield). .Then follows an
appeal for funds for the suffering
mine and factory workers of the
Ruhr.

Everywhere in the streets, hotels
and other public places this picture
“and others of similar character are
displayed.

In the. corridor of my hotel in
Dresden was a card on which was
chalked in red: “To all free men!
Room ‘No. 90.’ The little placard
intrigued me. It savored of dire and
secret plottings, bu when I asked
discreet questions I met with blank
looks and the mystery of “No 90.”
rests for me unsolved. .

A thing that struck me in Berlin
was the great number of Russians
and Japanese one saw everywhere
about. I was told that many of the
Japanese were students at the Poly-
echnic and other schools. For the
rest of them I could not account.

In a train I fell into a talk with
a blond Fraulein, who all unknowing-
ly threw some light on the matter.
She was of the gentle unassertive
type, but intelligent and apparently
sincere. It came out that she was
engaged to be married to a Japanese
scientist, a professor in a_ Berlin
school.

I gradually steered the conversation
to the state of public opinion regard-
ing the possibility of another war.
Her face became very grave.

“There is very much propaganda,”
she said. “The war films are al-
ways being shown and they draw
enormous crowds. The men are
very enthusiastic. The ‘Frederick the
Great’ picture has been running for
more than a year—I think there will
be a war—perhaps before ten years.”

“But if you have no munitions and
all your factories are held by the
French, how then?” I asked.

She smiled gravely.

“Ah, but Krupp has many great
factories in Russian and there they
are making guns for Germany. Also
in Japan they are building many war-
ships for us. In the next war Ger-
many will have for her allies Russia,
Japan and Turkey.”

‘Her quiet assurance was startling.
I felt that I was listening to a phono-
graphic recital of a conclave of an
inner and informed circle.

“Do the German women
another war?” I asked.

“Mein Gott, nein,” she said fer-
vently.

“But the German women could
prevent it,’ I said, “if they joined
together, ali of one mind against it.”

“No, they would never do that,”
she said.

I have been told that the middle
class in Germany has practically dis-
appeared, having been fused into the
proletariat. I begin to doubt that
statement. If it is true, then it
must be the proletariat that fills night
after night to the uttermost corner
every opera house theatre, music hall
and restaurant in Berlin:

-In Dresden, once the home of
cheap and great opera, prices are
now enormously high, costing 100,000
marks for a chair in a loge, and
from that down to 50,000 marks.
Seats at the Staats Theater were
proportionately high, but in spite
of this the two great houses were
completely sold out every night that
I was in Dresden, and so were the
many other theaters. And the people
who filled them were Germans, for

 

want

MICHIGAN TRADESMAN

at this time there are almost no
tourists in Dresden, due, perhaps, to
the infernal weather that has pre-
vailed in Germany for the last seven
weeks.

So, despite unheard-of prices for
bread and meat and the other neces-
sities of life, the German people can
still afford to pay high prices for
amusements.

Even for foreigners, prices in Ber-

-lin, Dresden, Daden and other popu-

lar places are extortionate. It is
irritating to be discriminated aganst
as an “auslander.” I began to feel
that it was a term of opprobrium
when I saw an “inlnder” march off
with a‘parquet chair, paying 50,000
marks therefor, when I must pay
108,000 for the next seat.

The dollar continues to soar, and
now the Germans are charging for-
eignors, especially Americans, huge
prices in the hotels, making them
pay in dollars; but even so, one
lives here on half or a quarter of
what one needs to keep alive on in
New York. I am staying now at
the most beautiful and also the most
expensive hotel in Baden. A single
room with bath and three good
meals costs an American $6 a day;
a room without bath $4. But a
German gets the latter for the equiva-
lent of $1.45. In Wiesbaden, in a
hotel of the Ritz type, where my
room was the last word in luxury
and the food epicurean, I paid a
month ago about $1.25 a day, taxes,
meals and everything, but wine in-
cluded.

Then the mark stood at 60,000 to
the dollar. Now it is at 130,000.
What is to be the end?

A French officer of whom I asked
this question answered it with a
shrug.

Millions of the German people are
underfed. Many are on the border-
line of starvation. Many have crossed
the line. Milk, butter, sugar, meat
and green vegetables are unknown
on the tables of many once pros-
perous people, while for the poorer
people bread and potatoes are the
staple ration. And now bread is so
high that in some hotels it is not
furnished. Guests must buy it for
themselves outside. :

The Germans are a proud and a
stubborn people, and now while the
French heel grinds ever more and
more heavily the undertone of the
deep hymn of hate’ gathers’ in
strength and volume day by day.
If the Government to-day were to
abandon “passive resistence” in the
Ruhr I believe that the people them-
selves would continue the struggle
voluntarily.

The feeling of martyrdom
throughout the world’s history has al-
ways given abnormal strength and
endurance to the supporters of a
cause. If the French insist on mak-
ing the abandonment of “passive
resistance’ a sine qua non of a con-
sideration of the German offers on
reparations, the question will never
be solved.

In the meantime Germany’s in-
dustrial life is suffering a creeping
paralysis, reaching ever nearer and
nearer the heart. Central Europe
is steadiy sinking into chaos, and the
forces of anarchy and Bolshevism
are gaining by leaps and bounds.

Sutherland Clarke.
——_-.-s
Retired From Circulation.

“What is your occupation?” asked
the judge sternly.

“T haven’t any,” replied the man.
“T just circulate around, so to speak.”

“Please note,” said the judge, turn-
ing to the court clerk, “that this
gentleman is retired from circulation
for thirty days.”

—_—_7+.>—__

An economist is a man who tells
you what to do with your money
after you shave done something else
with it. ‘

August 1, 1923

 

 

‘HTHOUSE
Le) 353

Roasted and packed by National Grocer Company, Mills, Detroit

tg

 

 

 

DELIVER

    

A beter reack
TO YOUR CUSTOMERS

Its Quality will keep them
friendly to your store

 

 

| Schulze Baking Co., Grand Rapids

 

 

 

ad

seta c8

'

pees ~paniaesinmnen

iceegarr~

August 1, 1923

MICHIGAN TRADESMAN

. 77

 

GROCER FORTY-SEVEN YEARS

 

Changes Peculiar to Both Retail and
Wholesale Trade.

I am glad to take this opportunity
to congratulate you on your forty
years of continued service as pub-
lisher of the Michigan Tradesman.
These years have not only been
years of service, but service of the
kind that has developed the Trades-
man from a small beginning to be
the leading trade paper of the State.

I am reminded that I started on
my mercantile career about the same
time that you started the Tradesman,
in fact, a few years earlier. It was
in 1876 that I began to work in a
retail store and I well remember
what a struggle I had wrapping the
first dollars worth of sugar. It
was put up in brown straw paper. In
those days most of the staple gro-
ceries, such as rice, coffee, sugar,
tea, etc., were wrapped up in paper,
as there were very few paper bags
to be had at that time. Stores
opened at 6 o’clock and closed at
8 to 10 o’clock in the evening( rath-
er long hours). I am glad to say
that there has been’ considerable
improvement in the hours of gro-
cers since that time. It was during
my first years in the grocery .busi-
ness thats Mr. C. G. A. Voigt per-
sonally called on the city trade. He

not only solicited orders for flour,
but gave young men _ good advice,
some of which I. still remember.

He firmly believed that a young man
should live within his income. He
had made it a rule to do so and
saved part of each week’s wages
from the time that he, as a_ boy,
started working in a general store.
I believe it still is good advice to
follow—as good as some of the ad-
vice you have given in the Trades-
man during the past forty years.

During this time there have been
decided changes in the source of
supply of some staple foods, as

well as improvement in the quality

of the same. I remember in the
early days all prunes and_ raisins
were imported. Prunes came from

Turkey and France and raisins from
Spain and Portugal. At the present
time California produces enought of
both raisins and prunes, not only to
supply the trade of the United
States, but to allow large quantities
for export. I recall when we first
began to receive California raisins.
They were called loose Muscatels
and were similar to the imported
article and sold fairly well. Then
some inventive genius conceived the
idea of the raisin seeder which im-
proved the product so much _ that
the demand increased rapidly. Up
to this time it had been a tedious
job to seed raisins by hand when-
ever the housewife wanted to make
a cake or pudding. Soo after the
advent of the seeder the 16-ounce
carton was introduced and now near-
ly all rasins are sold in an attrac-
tive package. My recollection of the
Turkish prune is that it was not
very clean, but was a sticky and a
somewhat inferior article, which
came to~local jobbers in large casks.
Turkish ptunes were not held in
very high esteem by the average
consumer, but with the advent of the

California product, great advance was
made in quality. The growers soon
improved the size of their prunes
and introduced improved methods of
processing them, so that the much
maligned prune has come to _ its
own and is served in the best of
homes and the
healthful as well as delicious.
Another very notable change these
years have brought about is the great
number of foods which are now put
up in cartons. When I started in the
business, most of them were sold in
bulk. The carton id not only the
more sanitary way of marketing the
foods, but it enables the grocer to
display his goods in a more attrac-

tive manner. The carton seems
especially adapted to cereals. If
my recollection serves me_ right,

there were no cereals put in pack-
ages when I first entered the grocer
business; in fact, very few cereals
were used at that time. The last
forty years has fbeen a cereal age.
Many new cereals ‘have appeared on
the market and our own Michigan
city (Battle Creek) is responsible for
a good share of them.

The canned ‘foods industry has
also shown great advance during
these years. Quality has been. and
still is steadily improving. There
has also been a very great increase

finest hotels. It is.

in the production of canned foods.
At the present time one can get al-
most any kind of fruit or vegetable
in cans every day of the year with
quality about as good as the fresh
article. The item of canned milk
has especially shown great increase.
If my memory serves me correctly
there was no evaporated milk on
the market when I started in the
grocery business. At the present
time it is sold by all wholesale
and retail dealers and the demand for
it is increasing steadily. Other foods
which have grown in favor with the
consumer during the past years are
macaroni and spaghetti. What little
of these was used in the early days
was imported. Now they are quite
universal articles of food and mostly
of domestic production. [I also re-
collect that in former days all syrup
and molasses was handled in_ bar-
rels and sold by the quart or gallon.
Now it is nearly all handled in cans.

During these forty years of chang-
es, it has been a pleasure to know
that the Michigan Tradesman has
grown contsantly in its power for
gocd. It has always’ stood for
the best business principles. The
Tradesman has been ready to boost
every movement that is a forward
step and equally ready to oppose any
unfair ‘business methods.

-to’ herself:

It is my belief that the merchants
of Grand Rapids and Western
Michigan are indebted to you, Mr.
Stowe, and to the Tradesman for
your sincere efforts to promote good
business methods at all times.

Edward D. Winchester.

———
Dressed Grocers.

A young absent-minded house-
keeper was afraid, on one occasion,
that she would forget to order the
chickens in time for dinner. Through-
out the forenoon she kept repeating
“Chickens-grocer—chick-
ens-grocer.’ When the hour ap-
proached to call up the grocer she
took up the phone and asked:

“Have you any nice ‘young gro-
cers?”

“Why, yes, madam,” came a sur-
prised reply from the other end of
the line.

“This is Mrs. Smith talking,” she
went on, and I want you to send
me a couple dressed.”

“Send, you. a_ couple,
asked the puzzled grocer.

“Well—no; come to think of it,
you had better send them undressed;
when my _ husband comes home
he’ll wring their necks and the cook
can dress them.”

——~>-2..___

A sign of fising prosperity:

Negroes are trekking Northwards.

dressed?”

 

I. Van Westenbrugge

GRAND RAPIDS—MUSKEGON

CARLOAD- DISTRIBUTOR

 

‘“The Wholesome Spread for Bread’’
Blue Ribbon, Van’s Special, Kraft-McClaren,

Phoenix Cheese

A COMPLETE LINE OF CHEESE

“RAVENNA” BUTTER
“SARALEE” —

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QUALITY — CO-OPERATION — SERVICE

 

 

 

 

 

 

 

 

78

MICHIGAN TRADESMAN

 

August 1, 1923

 

GOOD FURNITURE.

 

Reasons Why it is a Good Invest-

ment.
Written for the Tradesman.

The purchase of really worthwhile
furniture is one of the few invest-
ments that does not deteriorate with
time. Your motor car depreciates
the moment you drive it off the
dealer’s floor. Your trip is soon but
a memory. Even the finest apparel
wears out or passes out of style.
But fine furniture, beautifully made
as our skilled Grand Rapids artisans
know how, grows increasingly valu-
able as the years mellow the tones
of the mahogany and heap up around
it precious memories of the associa-
tions of dear ones.

Is it wise to spend good money
on good furniture? Indeed it is, and
in this age of movies and motor
cars when an evening at home be-
comes a bore to millions, perhaps
it is not amiss to consider what
dividends an investment in good fur-
niture will return.

From an historical point of view,
good furniture is a desirable posses-
sion in the home. In the various
periods of furniture style one finds
reflected the life of the nations and
the tastes of their people. Thus in
the brave curves and elaborate carv-
ings and lovely polychrome tints of
the Renaissance furniture one sees
the Italian, Spanish and French
peoples turning in gay relief and
lighter moods to the pleasant things
of life after the long repression of
the dark ages. In the heavy, labor-
ed furniture of Flanders and Early
English days one pictures the early
craftsman, inexpert but studious with
his tools, striving in his primitive
way for form and balance and grace.
The Jacobean furniture shows his
mastery of turning, the William and
Mary shows a step onward in gyzace
of form, while the Queen Anne
style marks the departure from the
straight line to the flowing grace
of charming curves. Furniture of
the Louis XIV period picturés the
magnificence of the court under
this monarch. Louis XV _ furniture
accurately reflects the matchless per-
fection of delicate form and detail
achieved under ‘the patronage of
this wicked, sensuous but exquisitely
refined and prodigal reign. And in
the sturdy, sincere types of our
Colonial furniture do we find the
severe, wholesome ideas of our
American forbears.

What a welath of history and
sentiment, what a panorama of civil-
ization, can one ‘thus gather about
him in his home for the reflection
of his leisure hours! Furniture of
satisfying workmanship ably design-
ed to portray with sympathetic ac-
curacy these various period styles,
is avaiable to all to-day, for the
enrichment of the home.

But good furniture is perhaps even
more desirable in the home, for the
beauty it brings. Here in the form
of usable and livable household com-
panions we can surround ourselves
with the grace and beauty ach‘eved
by the master designers of all are:.
Those handsome carved splat Chip-
pendale chairs that brought the rov-
alty of the Georgian court to the

cabinet shop in St. Martin’s Lane,
those exquisitely proportioned sofas
of Sheraton that were the delight
of late 18th century London, those
classic oval top tables with delicately
tapered legs beloved of Marie An-
tionette—these, and the other ex-
amples of furniture’ craftsmanship
from the great designers of ‘the ages
are ours for the enrichment of our
homes.

Like a tapestry of rare texture and
wondrous design, like a vase of
flawless grace, like a canvas by an
old master, so to be desired is a
stately chair richly carved, a splendid
cabinet beautifully paneldd, for the
beauty it brings to the home. And
in these days of stress, when so
much that is ugly and dull fills
our rounds, of daily toil, it is well to
fill our homes with beautiful compan-
ions for our leisure hours that will
minister to the finer sentiments of
life.

But good furniture brings to the
home still other dividends besides
those of historical interest and beauty
Its influence for good on children is
priceless. Furniture are our silent
companions, every hour, waking or
sleeping. Their beauty can inspire
us, or their grossness, depress us.
particularly during those impression-
able years when children are forming
their concepts of beauty, grace and
refinement, is it important to make
sure that their household compan-
ions are of the right character,
Choose indeed the furniture that shall
bear an intimate association with the
children, with as zealous regard for
its character as you select their boy-
hood and_- girlhood companions.
Daily intimacy with chairs of deli-
cate poise and lovely grace, with
tables superbly designed, with cabi-
nets on whose flowing lines the eye
delights to rest, influence immeasure-
ably the ideas of refinement and
worth which spring up in the im-
mature, fresh, hopeful mind.

Another dividend still is the
wealth of tender associations which
furniture gathers with the years.
Cheap, gaudy, ill-made, short-lived
furniture is not worthy of intimate
association nor daily companionship
But finely made furnishings, of heir-
loom qualities, go down the years
hand in hand with the family, a
silent but full participant in the joys
and sorrows of the household. Time
mellows and softens the lustrous
surfaces of the wood, and in con-
templation we see the dim figures
of loved ones now passed on, mov-
ing in cheery, sober, stately mood
about the furniture we love so well.
Who cannot recall, with wistful eye,
the little bureau which housed his
childish playthings, the rocker in
which his mother sang him lullbies,
the tall secretary where he labored
over his lessons.

Thus good furniture pays the
proud possessor daily dividends of
pride and satisfaction, of inspiration,
of beauty, of cultural influence on his
children. We live to-day at a stiff
pace We take our work, and our
play, intensely We are drifting away
from the home, to the high ways,
the streets, the movie palaces. Per-
haps, a keener delight in beautiful
furniture, perhaps the enrichment of

our homes with worthier companions,
will help to turn our steps homeward,
will help to preserve those sturdy
ideals of American family life
which are the security and the hope

of the nation. Ben Dean. -
oe

Still Regards Grand Rapids With
Veneration. . :

Charelvoix, July 16—When I think
back I discover it is thirty-nine
years since first we met and that we
have been true friends ever since. I
surely have to thank you for a great
deal of my success. I was as green
as they paint them when first I was
introduced to you in 1884. “How do
you do and have a cigar” was about
the extent of my English vocabulry;
but you were gracious enough to
take me under your wing and I be-
gan ‘to acquaint myself with Ameri-
can trade methods. I took charge
of my brother’s yeast business and
had to start from the bottom up. I

remember the second kind friend I
met. It was A. May, my next door
neighbor. He came to call on me in
our office, which was in the arcade.
He did not like the looks of the
place and initroduced me ‘to the
handling of a new broom. The gro-
cers and bakers were friendly to me
and helped me along. My routine
work was to follow the sound of the
alarm clock which was set for me for
4:30 a. m., go to the stable, feed
and clean my horse and wagon and
start out to distribute yeast. Tom
Wasson’s bakery, on Canal street,
was about the first stop and the
first sale; also my first breakfast of
coffee and fried cakes. I tell you
they both tasted good. I still think
of them.

The streets of Grand Rapids were
not so nice in those days as they
are now and one had to detour more
than once to get to a store or bake
shop. I remember when they grad-

ed North ‘College avenue, between .

 

on side.

WAY of binding your magazine.
Send for free copy

 

NATIONAL GEOGRAPHIC MAGAZINE

A new plan for binding and taking care of the maps.

Instead of binding them with the magazine we provide an envelope made
from tough fiber paper, in which each map is placed in folded shape.
in a file similar in size and general
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One file will hold 10 to 15 years maps.

Price of file $1.50 each and we deliver in first and second zone—5Sc each
additional for each zone beyond second.

Our “National Geographic Folder” tells all about it and THE BARLOW

These envelopes are then placed

BARLOW, BROS.,
Grand Rapids, Michigan

 

 

 

How Much Do You \ Y

 

Pay for Your Tires?

What you get depends on what you pay.

“Low price’’ invariably means a flat tire, as well as

a flat pocket-book.

Both are total strangers to India Cords.

You pay fair standard prices for them, but in return
you get a bigger money’s worth in a larger and
heavier tire, greater mileage and freedom from tire

troubles.

HUDSON

TIRE COMPANY

Distributors

16 North Commerce Avenue

Phone 67751

GRAND RAPIDS, MICH.

 

_ INDIA TIRES

eri

—

ito

aa

——— agen

a iperaan gue

August 1, 1923

MICHIGAN TRADESMAN

79

 

Bridge street and Leonard. I had
to go home and get my kid nephew,
Steve Spitz, with his sled and take
him along so he could slide down
in the hollow and deliver a pound
of yeast to Mrs. Stryker, who con-
ducted a Holland bake shop down
there. Then I picked up the boy
and gave him a ride to school. Such
was life in those pioneer days. Com-
petition was keen and one had to
hustle to sell goods. My route de-
Wveries were finished at noon. In
the afternoon we had to prepare,
cut and wrap yeast for the next
day’s_ deliveries. My _ sister-in-law
managed to have some of the society
girls come and thelp her in that
work, which pleased the new comer
very much, and was a saving on
wrapping expenses. After six months
or so my friend Stowe took me to
Toledo and secured for me _ the
agency of the Woolson Spice Co., so
I had plenty of work. The ‘days
began to be too short, but the nights
helped out for clerical work.

 

 

Ludwig Winternitz.

One morning at about 3 a m. I
had a call from Charey Hoffman,
who had a bakery on Monroe street.
He said his dough was flat an
would not raise. I got up, went to
the office and took three pounds of
yeast and went to the shop. On
entering I at once saw where the
trouble was. The prohibition agent
was not on the job and the sponger
forgot to put the yeast in the dough.
It lay untouched on the shelf where
I left it the day before. ‘Well, the
“coffee’ was on Charley and I went
home to look after my horse. That
day was my day to go to South
Grand Rapids , so I made use of the
early morning hour and went out
there to call on my only grocer
there, with whom I left six yeast
cakes and came back on my regular
route. I still think of all the events
of the good old times when I sold
yeast, coffee, spices, pickles, vege-
tables, sauerkraut and mustard.

Times have changed since then.
Transactions are now figured in dol-
lars, instead of in cents. I doubt if
there are any retail grocers still in
business who were engaged in trade
thirty-nine years ago. I cannot re-
call a single baker who has not re-
tired from business in ‘the mean-
time. I was promoted by my house
from time to time and finally per-
mitted to retire -on a pension.
spend my summers in Charlevoix,
my winters in Florida and a few
days between times in Chicago; but
Grand Rapids is the dearest spot on
earth to me, because it was the
scene of my early experiences in the
business world in America and the
place where I received my first les-
sons in busines advancement and
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80

UNCLE GEORGE’S REVIEW.

 

He Knew The Tradesman From the
Beginning.

I understand that on August 1 an
edition covering the fortieth anniver-
sary of the Michigan Tradesman will
be published. Permit me the privi-
lege of contributing to that number
some thoughts which may or may
not be germane, but they must not
be changed by any blue pencil.

I remember well the founding of
your excellent journal. As I think
about it now, three impressive items
stand out more distinctly than any
others. .These might be considered
more personal in their character than
contributing in any wise to the his-
tory and progress of the Tradesman.
Yet to my: thinking they are so in-
wrought in the life and influence
of that journal that I. would like to
give them to you as they come to
me offhand.

Preacher-fashion, first, my memory
takes me back to the time when
there was no Tradesman. I am not
sure that there was any thought that
there ever would be a Tradesman,
but I now think that the germinating
influence which produced the paper
that for forty years has been circu-
lating largely in Western Michigan
was quietly springing into life. In
those days the publisher and editor
of the Michigan Tradesman was a
news gatherer and contributed quite
largely to the social life of the city
of Grand Rapids forty-five or fifty
years ago.

The writer, fortunately
tunately, was acquainted
news gatherer and on a given ac-
casion was brought into the lime-
light of our city through an incident
which brought together a young man
and a young woman who pledged
each to the other that while life
should last they would be true to a
matrimonial alliance which the writ-

or unfor-
with that

er perfected in their behalf. The
writer had graduated from the Di-
vinity school of the Northwestern

University of Evanston, Ill. He
met a young man on the street one

day who. enquired as one_ friend
would to another, “Can you marry
folks?” Upon receiving an affirma-

tive reply, he told briefly how he
wanted to be joined in marriage to
an estimable young lady. The par-
ents of the two young people did
not agree in their religious funda-
mentals. The young lady’s parents
did not desire that she should marry
the young man because of his and
his parents’ religious tendencies.
Under such circumstances, would
the writer help the young people?
The writer enquired as to their ages
and, learning that each of the two
young people was of full age, re-
plied he would. It was desired by
the young folks that their marriage
be kept quiet. Now, how the future
publisher and editor of the Michi-
gan Tradesman came to know that
such a thing was being considered
quietly, he best can tell. He gave
himself enthusiasticaly to the assist-
ance of the young people without
their knowledge and had a lengthy
article written and prepared under
the caption “Love Laughs at Lock-
smiths,’ which was published the

-couple.

‘ building was

MICHIGAN TRADESMAN

morning following their marriage and
made a decided stir in the city, to
the credit of the news gatherer and
the ready sympathetic desire on the
part of many to contribute if it

might so be to the congratulations

and good will of the young married
This little incident is given
to show that there was in the life
of the editor and publisher of the
Michigan Tradesman those qualities
which helped afterward to make it
what it has since come to be.-
Again, preacher-fashion, secondly,
in a buiding near the corner of
Lyon and Canal (now called Mon-
roe) streets, commonly called the
Eagle building, just under the roof
the first issues of the Michigan
Tradesman were put together and
sent forth on their mission. In this
pubished the - Daily
Eagle and the facilities for printing

the writer as though E. A. Stowe
would kill himself before ever he
brought ‘his plans into full fruition.
It was not unusual for him to spend
practically every hour of an entire
day in order to accomplish what he
wanted, so stressful was his work
and so determined was his convic-
tion.
themselves that must be overcome
that it seemed as though before suc-
cess could crown his efforts his
physical and mental powers would
give way. Through painful labors,
dogged determination and extreme
energy this journal came to _ be.
This illustrates how an idea can be-
come an actuality when it is started
and fostered by one bound to suc-
ceed if success is at all attainable
through stressful effort.
Preacher-fashion, thirdly, in the
course of time this editor was smit-

 

 

 

George G. Whitworth.

were at hand for such help in that
regard as the new journalistic fledg-
ling might need. It so happened
that in the early days of the Trades-
man the writer was asked to contri-
bute such subject matter as might
have an appeal to the hardware
dealers of Western Michigan. In
other words, the writer became as-
sociated with the Tradesman editor
in the production of that paper.
A disagreement arose between these
gentlemen as to what subject matter
should or should not be considered
acceptable and the writer hereof
severed his relationship thereto.
Reference is made to this personal
touch in order that the readers of
the Tradesman may get from the
writer a little inside knowledge of
the struggles through which this new
journal came into existence.

The publisher and editor, so-called,
did anything and everything neces-
sary to get such a publication into
shape and make it acceptable to
its readers. In fact, it seemed to

ten, physically, was’ carried to the
hospital ‘for treatment. The best
that could be done was done for him,
yet it seemed on a given Sunday
afternoon that, despite all that had
been done, all that seemingly could
be done, this editor would have
passed from earth before the sun
set. But in the Providence of God
his life was spared and during the
hours of the days and weeks of his
illness he came to the realization of
a vision which teaches mankind that
the things which are most valuable
are the things which are eternal
The editor’s life was spared and with
continued success the Tradesman has
been published. Into its make-up, how-
ever, there has come to be an element
of desire to have placed before its
readers a touch of the eternal value
of things. Subscribers to this paper
have noted this influence and have
been pleased.

It is to be hoped that in a busi-
ness sense this tendency to present
commercial matters not only in a

So many difficulties presented

August 1, 1923

big, broad, wholesome way, but with
a moral uplift incident thereto, has
not at all interfered with its financial
success.

The three points to be brought to
the attention of the Tradesman’s
readers are, the preliminary training
and fitness obtained, the determina-
tion or passion to succeed in the
object sought and the growing and
effective tendency to make the in-
fluence of the efforts put forth strong”
er and better for the uplift of
humanity.

To the writer the life, labors and
success of E. A. Stowe illustrate the
possibilities that lie in any person
of ordinary ability who will give
his entire powers to the accomplish-
ment of a_ given helpful purpose.
This must not be blue-penciled be-
cause of the editor’s disagreement
in any sense, as the thinks
his statement is moderately phrased
and he believes in its truthfulness.

May the Michigan Tradesman, with
its commercial, social, educational
and humanitarian helpfulness and
uplift, be continued for decades to
come and may the editor thereof be
spared for many years to continue
a service of importance and value to
its subscribers and readers.

George G. Whitworth.

writer

(a
A Good Friend and a Bad Enemy.

Hudsonville, July 16—On June 8,
1883, I launched my frail mercantile
bark on the business sea without any
training along that line and some-
where about August 1 of the same
year I received a small commercial
sheet called the Michigan Tradesman,
eidted by a young man by the name
of Stowe, marking the shoals and
rocks of improper business methods
and telling young merchants and old
ones as well that if they expected
to succeed they must be honest with
themselves and all mankind. He
also said the jobber would receive
the same treatment and that the
shyster in trade, either as a retailer
or jebber, could mot have his sup-
port and that he would expose their
unfair mefhods.

I have watched him during the
forty years he has conducted his
paper and he has been as good as
his word. If any insurance company
dealt unfairly with any one, he at
ounce took the case in hand and saw
that they had justice meted out to
them. I can recall many cases where
he saved the reader of his paper
many times the cost of the paper
and I have never missed an issue of
the paper and very few of them got
by without being looked over very
carefully.

I closed out my business in 1907 and
have been on what would be called the
retired list since, but if I had not
read the advice given by the then
young man Stowe I am afraid I
should have left the ranks of me-
chants, as many others have, with-
out sufficient remuneration to have
retired on. I consider him a great
friend to the trade. He has their
inttrest at heart and will do all for
them he can.

Prank Crane: ‘Says. that a frue
friend is one that loves you when
he knows all your faults and dares
to tell you of them to your face;
and that is one of E. A. Stowe’s
qualtities. He is a’ good friend, but
a bad enemy; but let me say here
that if a man will play fair Stowe
will never be his enemy.

It is to be hoped that we will
both be spared many years to enjoy
the same friendship in the future
that we have cherished in the past.

Enclosed find check for the forty-
first year to the Tradesman.

= dL. “Me: Wolf: -”

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August 1, 1923 MICHIGAN TRADESMAN 81

 

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LANSING, MICHIGAN

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82

MICHIGAN TRADESMAN

August 1, 1923

 

BANK CREDITS.
Based on Complete
Financial Statement.

In advocating the installation of
credit -departments in banks regard
jess of size, as I have frequently
done, I am suggesting the adoption
of a principle rather than an elaborate
machine. What I mean is the proper
credit attitude, rather than detailed
credit methods; for in credit work, as
in most other worthwhile things, the
essence is more important than the
form.

No bank is better than the quality
of its loan. All will agree that we
can steer a clearer course with open
eyes, than with eyes kept closed.
As a general rule with few excep-
tions, it s no safer to make loans
blindly, than it is to drive a high
powered motor car through congested

trafic—unless of course you are able

to see in four directions at one time.

In the large city banks, we find
credit departments set up on a scale
in keeping with the size and needs
of the institutions in which they are
found. In some cases these depart-
ments are elaborate—with a staff
of perhaps a hundred or more people
—representing a considerable annual
outlay. There is no doubt that these
large credit departments have more
than justified their existence, and that
their high cost’ has invariably been
at- least offset by preventing losses
which would have grown out of the
bad loans which the banks would
have made had there been no credit
department. So even in the large
banks, where the credit department
seems to be an expensive affair, it is
not an expense for which there is
not an equivalent return.

At the other extreme we have the
small country banks. It would be
absurd to expect such banks to in-
stall elaborate and expensive credit
departments, nor is it necessary to
argue that point. Anything approach-
ing an elaborate or expensive credit
department “in the smaller bank
would, in the very nature of things,
defeat itself, as entirely unnecessary.

Here is what I have in mind when
I advocate the adoption of the prin-
ciple underlying what might be de-
scribed as the credit department at-
titude. In the smaller banks an ef-
ficient credit department begins with
the attitude of the officer responsible
for loans. This attitude is evidenced
by his desire to do business with his
eyes open, rather than with eyes par-
tially or entirely closed by misleading

_or incorrect superficial impressions.

What corresponds to the more or
less elaborate credit department in
the larger bank, in the smaller bank
may consist of a set of statements
of assets and liabilities of the bank’s
borrowing customers, plus simple
memoranda of experiences, conversa-
tions, general: information and im-
pressions which have come to the
bank officer in the ordinary course
of the day’s transactions. These
financial statements and memoranda
call. for no costly mechanism for
their care. I have seen a very satis-
factory set of credit files occupy but
one drawer of a filing cabinet In
fact, I can remember one almost
as good which required nothing more

than one. drawer of the bank officer’s
desk.

But there are some bankers who
think that even this small equipment
is unnecessary, because they have
known their customers and _ have
dealt with them during a lifetime,
know who they are, what they have
done in the past, and what they are
likely to do in the future, and also
believe that they know what they
are worth. No doubt they are jus-
tied in the belief that they are
fully and correctly informed; but
this attitude does not allow for the
fact that an estimate of net worth,
and actual net worth as shown in
a financial statement, may differ
widely, and that for the sake of
the men who act in the absence of
the loaning officer, and are to fol-
low him in the management of the
bank, simple systems of recording
credit data should be installed.

The officer of the bank to-day may
know all about his borrowing cus-
tomers. He should bear in mind
what a great convenience and help
that knowledge is if he arranged
things so that what he knows will
be available to the next man. While
not every moment conscious of it,
in our hearts we know that life is
short and that to-day’s cashier is to-
morrow’s president, and that it is
nothing more than the adoption of
a modern principle of business to
arrange things so that the man who

will succeed will be able to “carry
” efficiently.
If the credit record habit were

developed and allowed to become a
matter of simple routine, it would
not necessarily involve adding much,
if anything, to the expense account,
and the ultimate savings due to the
“open eye” method of handling loans
would more than offset any small ex-
pense incurred.

In reading a recent article written
by Sir Basil Thomson, well known
as the former head of the Criminal
Investigation Department of Scot-
land Yard, I ran across the following
interesting paragraph:

The tendency of every head of
police is to concern himself with the
safety of his own territory—to take,
in fact, a parochial view of. his -re-
sponsibilities—and if he can drive
out his local criminals into territory
of his neighbors he is satished. If
he sends a warning to the police
of the territory concerned it is be-
cause there is friendly personal con-
tact between the two chiefs. If they
are unacquainted or unfriendly no
notice is given. Naturally the crim-
inal profits much by his change of
scene.

Probably Sir Basil thought he was
describing a characteristic peculiar to
police chiefs, when as a matter of
fact, he really described rather clearly
an almost universal human trait,
which restated in simple or crude
terms, means, that it is customary
for most peovle to take care of
themselves first, and when they are
helping others, to give preference to
their friends This does not neces-
sarily mean that people take care
of themselves at the expense of others
—although we have been told that
there are still in the large human
family at least a few who answer to
that description. Bankers with the
proper credit attitude, appreciate this
almost universal tendency to help

4 ES

one’s friend, and in recent years at
least, have done much to make friends
of their competitors, counting on
such friendships to enable them to
arm themselves to meet the constant
onslaught and schemes of undeserv-
ing credit seekers.

These friendships have been devel-
oped through bankers’ organizations
through associations of credit men,
and other organizations of bankers
and business men. This is the day
of free and frank interchange of
credit information, and experience has
shown that neighbors and _ friendly
competitors, helped with information
to-day, reciprocate in kind to-mor-
row or the day after. Such a re-
lationship helps keep out of the banks
the sort of loans which are neither
wise nor safe. All of this means
that the generous interchange of
credit information—giving to-day and
receiving to-morrow—redounds to the
benefit of all. Make service one’s
point in competition. To compete
in credit ‘extensions has over and
over again proven costly. Such
competition is unsound and_ unsafe.
Co-operation rather than competition
in credits is the sound policy.

As to the financial sttatement—the
erroneous belief still exists in some
minds that a request for a financial
statement implies a lack of confi-
dence in the borrower’s solvency, and
there still is an unnecessary sensitive-
ness on the part of some lending
bankers in adopting the practice of
having detailed financial statements
of all borrowers. Fortunately, the
financial statement has been so uni-
versally recognized as a fundamental
of credit practice, that. one rarely
finds a legitimate and deserving bor-
rower who objects to furnishing
his banker with a statement when a
proper request is made. Nowadays
when a statement is refused, it is
almost safe to assume, in all but ex-
ceptional cases, that the reason for
the refusal is not a favorable one.
Some borrowers wise enough to de-
tect the banker’s fear of losing the
account if a statement were insisted
upon, have capitalized this fear and
sensitiveness and have used it as a
smokescreen to cover up their poor
financial condition. Indeed it is al-
most safe to assume, that with ‘he
rarest exceptions, the mere unwilling-
ness to make a statement should be
regarded as an unfavorable sign. In
dealing with this type of borrower
it would be best to give oneself the
benefit of the doubt knowing that it
usually takes the interest on many
notes to make up for the loss of the
principal of one.

' In addition to knowing as much as
possible through experience, informa-
tion and observation about the char-
acter and capacity of the borrower,
it is equally important to know some-
thing definite about his capital and
financial responsibility. Without the
financial statement it is not possible
to be properly informed regarding
his capital or het worth, nor is it
possible to know what his assets and
liabilities are.

Statenients received from borrowers
at reguiar intervals play an import-
ant part in building up an interesting
record of a borrower’s progress or
failure to progress. Looking back

oR eee

‘aan ae.

over a file of these ‘Statements ‘made
from year to year, Ofie ‘is frequently
able to work out an interesting story
of business growth or decline.

A case in point comes-to my mind:
A man had for years been regarded
as a good customer and safe credit
risk .at his ‘bank. This customer
began to do business with and bor-
row from the bank a good many
years ago, when it was not as cus-
tomary to obtain financial stattments
as now. Considering the size of
the bank, the line of credit was large,
but it appeared to be justifiable be-
cause the borrower was reputed to be
a good, clean able business man
worth perhaps $200,000. He took
the loan regularly, and apparently for
years was not called on to make a
statement on his affairs. His use of
the credit line was chronic and judged
in the light of later events, it might
be said that the bank, without realiz-
ing it, had gone into partnership with
its customer. In any event, the bank
ultimately adopted the wise _ policy
of insisting on financial statements
from all borrowing customers. The
customer I refer to was asked for a
statement, and complying with the
request, it was discovered that he
frankly showed a net worth of but
$15,000, which was no more than
one-third of the amount he then
owed the bank.

What had happened was this: In ee
number of years which elapsed be-
tween the establishment of the ori-
ginal line of credit and the date of
the statement, the borrower had ex-
perienced a protracted period of un-
profitable business, with the result
that his means were materially ré=
duced. He had, however,
in continuing an appearance of pros-
perity—largely because of his ability
to contract liabilities. While it would
be difficult to say that he deliber-
ately set out to deceive the bank, he
no doubt figured that so far as he~
was concerned, the bank’s ignorance
was his bliss. Unlike the conven
tional fiction tale, the last chapter of
‘his true story did not constitute a
happy ending for either the bank of
the borrower.

The moral is that if the bank had
asked for periodic statements, and
had habitually discussed the affairs
of his business with this borrower, :t
might have been possible to save all
or a large part of the money which
is now represented by a doubtful
loan. a

It is possible to go on citing num~
bers of cases illustrating. the same
principle. I cannot emphasize too
strongly the fact that it will pay in
dollars and cents to adopt the credit!
department attitude, which means:
making loans not according to super-:
ficial impressions, but on the strength
of knowledge and information, not
the least important part of which is
a complete financial statement.

Joseph L. Morris.

_—eo-—a—_————_
One of the Old Guard.
Fruitport, July 17.—I __ received:
your most welcome letter a few days:
since. I am very glad to be one of:
the twenty-one original sere Se
to vour valuable Tradesman.
R. McNaughton.
—_—_—__ —_. > > -
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August 1, 1923 MICHIGAN TRADESMAN ‘ 83

 

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We can guarantee if, because
we make all of if ourselves

Meritas is a guaranteed table oil cloth. The
trade mark on the back of the goods is our
pledge to maintain a uniformly superior quality.

And we know we can do it.

The strength and durability of Meritas depend on
the fabric back. We make this in our own
southern cotton mills from high grade long-
staple cotton. Every step of the manufacture of
Meritas is carried on under our own roofs.
Every batch of such raw materials as we must
procure elsewhere is rigidly examined and tested
by our own expert chemists. Nothing is left to
chance, nothing to someone else’s say-so. We
know Meritas Table Oil Cloth is right from
fabric back to finished patterns. And it’s pretty
good evidence that Meritas is right—the way

women buy it and come back for more.

See your wholesaler—We’ll move the goods

THE STANDARD TEXTILE PRODUCTS Co.
320 BROADWAY, NEW YORK

 

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MICHIGAN TRADESMAN

perpen

August 1, 1923

 

DOCTRINAL DISPUTE.

 

Noisy Controversy Between Funda-
mentalists and Modernists.

One of the best proofs that relig-
ion and the church ‘have a divine
origin is the fact that both, for many
centuries, have been able to  with-
stand the handicap of “foes without
and foes within.’ It is a question
which kind of foes, those outside or
those inside the fold, have constitut-
ed the heavier load to be carried.

Right now the civilzed world is
witnessing a revival of that acrimon-
ious and generally futile controversy
in the church, between conservatives
and progressives, which in history
has appeared in more or less regu-
lar cycles, and which in this instance
is no doubt a direct result of the
pessimism caused by the war. In
fact, if we go back about 40 years,
we find that in Germany itself, with
the rise of the “higher criticism,”
were started the seeds from which
we now reap a harvest of theological
squabbles, vexing several of the larg-
est Protestant denominations in
America.

It seems to be generally agreed
that just now this old world is very
sick and in need of a real doctor.
When every other panacea has been
tried without marked success, and
we still await anxiously the cure,
we turn to the church, and call on
religion to save mankind. Is it not
a spectacle to bring tears, that under
these conditions the religious doc-
tors, instead of stepping in and cur-
ing the patient, should rush into the

crowd of expectant folks and quar-
rel over what is the real cure?
In such a case are they any better
than the pathological and psycho-
logical quacks, the political and social
“nuts,” or the ibolshevistic dreamers
who only leave a bad matter worse,
and precede the undertaker?

To the man on the street, untrain-
ed in church philosophies, it is hard
to avoid this line of reasoning when
he reads of the “row”—for that is
what it is—between ‘“fundamental-
ists’ and “modernists.” In their na-
tional conventions the Northern Bap-
tists at Atlantic City and the Pres-
byterians at Indianapolis thave re-
cently been the chief functioning
points, getting on page one with ac-
counts of debates in which boos and
hisses are heard, and such names as
Bryan and Fosdick appear. What
is it all about? Names and symbols
cannot tell the whole story. Bryan
opposes evolution, and his sympath-
izers want Dr. Harry Emerson Fos-
dick turned out of the First Pres-
byterian Church of New York City
as ja heretic. Rev. J. R. Straton, a
sensational New York City pastor,
starts a rumpus among the Baptists
by protesting against the appear-
ance of President W. H. P. Faunce,
of Brown University, a frank mod-
ernist, on the Atlantic City program.
These are but symptoms, brought to
the surface by the ‘heat of mass as-
semblies, and caused by an internal
contest between two forces, like the
argument between disease germs and
corpuscles in the blood.

“Fundamentalist” is the name ap-

propriated a few years ago by the
conservative or reactionary elements
who ‘believe in the past and its
creeds ‘but condemn the new ideas
in both creed and practice. The
opposite group is known as “pro-
gressive,” “modernist,” or “liberal,”
according to the degree of its sup-
posed departure from the ancient
paths. A generation ago these latter
were dubbed, by the conservatives,
“higher critics,’ or advocates of “the
new theology.” Altogether it is the
old issue between “orthodoxy” and
“heterodoxy,” though there are var-
ious shades of opinion in both camps
over-lapping more or less in a vast
number of individual cases.

Within the last 30 years the con-
servatives have fought, in turn, the
higher critics, the new theologians
or advocates of the new- social evan-
gelism, and now at one time are
“viewing with alarm” the activities
of evolutionists, on one hand, and
of Christian sociologists on another.
It is largely accidental that evolu-
tion, at this late day, should have
been dragged into the argument.
Among fully trained ministers that
issue was supposed to have been
settled years ago, about as follows:
materialistic evolution, denying God,
is impossible, but the evolutionary
theory may be a good way to ex-
plain God’s method in creation; and
“We know evolution, from this angle,
is not a science but only a philos-
ophy—a good guess, which may
later be displaced in our thinking.”
But Mr. Bryan must get himself
into the limelight, even at the ex-

pense of digging up a dead isspe
in the field of religion and imperil-
ling the very existence of some most
excellent denominational colleges.
With the Baptists tthe trouble be-
gan in the educational field. Funda-
mentalists hold the Bible to be a
book completely and literally inspir-
ed, in every detail, dictated ver-
bally by the mouth or hand of God,
—an authority equally in all fields
of human knowledge; they accept
the 24-hour day in interpreting the
account of the creation in Genesis,
and naturally resent an_ evolution
which calls those days periods of
time, going over vast centuries, or
millions of years. They hold to
miracles in the physical realm, and
in the most literal sense. If you
don’t take the Jonah story literally,
you are “an infidel.” Other “funda-
mental” ideas are the Virgin birth
of Jesus, vicarious atonement by
the physical blood of Christ shed
on Calvary, and a “pre-millennial”
second: coming of Christ which will
be a magnificent cataclysm of na-
ture, involving the final destruction
of the wicked and the salvation of
the remnant of the faithful. Of
course a literal hell is central in
this system.
Of course,
as this can get by

also, no such system
in a modern

educational institution, whether a
Christian college or seminary or
even a high school. Hence the
youth of parents who hold those

in open re-
their parents
against

views find themselves
bellion, either against
Bible as thus viewed, or

 

 

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August 1, 1923

the teachings of science now uni-
versally accepted. Consequently the
guns of attack were trained by the
“preservers of the faith,’ first
against the Christian colleges in
which evolution and “other follies”
were even tolerated, and then against
the faculties, trustees, churches, min-
isters, and the whole denominational
machinery wherein the creedal lines
had not been drawn against all
“heresies.”

Four years ago at Buffalo a funda-
mentalist conference was held a day
ahead of the main session of the
Northern Baptist convention. The
leaders made speeches, and by reso-
lution sought to work up actual con-
trol of the later official assembly
both as ‘to ipolicies, creedal state-
ments, and the question of elections
to office, with the consequent de-
cisions regarding use of Baptist funds.
There was much excitement and con-
fusion, with instances of wire-pulling
and “benevolent conspiracies” that
would put a ward heeler to shame,
but the convention as a body re-
fused to be stampeded. Similar ex-
periences with similar results charac-
terized the conventions at Denver,
Des Moines, and a year ago at
Indianapolis, where the 2,000 dele-
gates, on a clear issue, by a two-to-
one majority voted rejection of the
creedal statement put forward by the
divisive faction. This year the pre-
convention conference was _ transfer-
red to the ‘Southern Baptist Con-
vention at Kansas City, but the is-
sue was large enough to maintain
friction in both gatherings.

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MICHIGAN TRADESMAN

The Presbyterians, being of intel-
lectual bent, have been fairly con-
sistent many years in furnishing
some contest over theresy, at each
session of the General Assembly.
The Briggs trial, of memorable
days, has survived in the problem
of Union Seminary, frankly liberal.
Dr. Harry Emerson Fosdick is a
young Baptist of brilliant mind,
holding liberal views, whose recog-
nized abilities account for his being
engaged as preacher of a _ leading
Presbyterian Church in New York.
His books on the spiritual life are
widely accepted and quoted by peo-
ple of all creeds. He gives evidence
of being a vital Christian man. But
when he makes public some of his
broad views on the technique of doc-
trine, he becomes a national figure,
for the time a symbol of the doc-
trinal issue in both Baptist and
Presbyterian denominations.

“But,” it is asked, “ought not the
church defend the faith, and -stand
for such doctrines as will cultivate
right beliefs in their youth? Are
the manifold false teachings of this
age to be condoned or complacent-
ly allowed? Will not the pure dis-
ciple contend earnestly for the faith
once delivered to the saints? Dr. H.
C. Gleiss, superintendent of the De-
troit Baptist Union, gave one reply
when he said:

Nine-tenths of our people, young
and old, are all right in doctrine and
they don’t need any defense or
anxious care. It is the one per cent.
of liberals and about two per cent. of
radical conservatives who are mak-

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up potatoes or similar work.

ing all the fuss, getting into the
newspapers, and giving the impres-
sion that. we are a bunch of medieval
hair-splitters, more interested in the
explanations of religion than we are
in religion itself. I wish the two
minority factions would go off on a
desert island and fight it out, .and
leave the great body of Christians
free to go on with the work of the
church and kingdom,

A further answer calls for distinc-
tion between doctrine, and the best,
or most Christian, method of propo-
gating that doctrine. The late Dr.

George C. Lorimer, a noted Boston

preacher, used to say, “I know men
liberal in doctrine who are narrow
in spirit, and I know men narrow
in doctrine who are liberal in spirit.”
Baptist modernists, as a rule, hold
that they are not so much concern-
ed over any man’s theology, opin-
ions, or doctrines, as they are over
preserving the ‘Baptist principle” of
free, spiritual approach to all ques-
tions. They affirm that nobody can
be properly forced into a religious
opinion, but all must be persuaded
and convinced by exercise of a free
mind, under the
Spirit of God. Thus a Baptist may
be a liberal in spirit but a conserva-
tive in the views he holds.

But Baptists always have insited
they never ‘had any fixed or writ-
ten creed, aside from what a free in-
dividual gathers when he reads _ his
Bible. Hence modernists charge
fundamentalists with flying in the
face of all Baptist history, when
they not only insist on a creed but

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85

want to excommunicate all who do
not agree with their own views of
what is the right creed. From this
angle the issue is not one of doc-
trine at all, but of a principle of per-
suasion as against the thumb-screw.
It therefore is argued that the best
way to save the youth religiously,
even in the colleges, is not to force
doctrines. down their throats, but
let them have the facts, and the
varying interpretations of the facts,
in the areas of both science and re-
ligion, and trust to their good sense,
Spirit, to maintain
the eternal truth.

Modernists and liberals hold the
Bible is not and never was a final
authority -in the realm of science;
that such expressions as “the four
corners of the earth” are to be taken
with allowance for the limited astro-
nomical knowledge of a former day;
that the Bible is the supreme author-
ity in spiritual religion, and that to
try to force it into the other position
not only is impossible but results in
the alienation of thoughtful people
from the Bible and so from all reli-
gion. “God is not divided.” Truth
in one area cannot contradict truth in
another.

Michigan Baptists ‘have suffered
from this general con-
troversy. Twenty years ago it was
“the new theology” that was at-
tacked. Since the war it has been a
handful of anti-modernists who hold
that both man and God have fail-
ed to save the world of men by or-
derly, spiritual processes, hence the
miracle of mechanical sort must be

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\
i
a
a
=

resorted to by the Deity, in order to
save the godly and punish the
wicked. Some of them even set the
date of the final wind-up at about
1943, A. D. The great majority of
denomination, however, are busy
with the practical work of the church
and are profoundly weary of this
sort of argument. Like the Salvation
Army, they are on the job, saving
the lost, and have no time to de-
bate fine points as to method or
theory. ‘William P. Lovett.

 

(Mr. Lovett, the author of this clear
and interesting explanation of the
disrupting dispute in several of the
Protestant denominations, is a grad-
uate of the Baptist theological sem-

inary at the University. of Chicago,

and a former church editor of “The
Grand Rapids Press,” a _ position

which he filled for six years.)
—_——_—>-~+

Skagway is a Place of Memories.

One likes to believe that President
Harding’s itinerary in Alaska was
changed so as to let him visit the
town of Skagway because it was
there that gathered, twenty-five years
ago, a neager army of daring ad-
venturers bound for the new gold
fields on the Yukon, and he wanted
to see a place the associations of
which are of a nature so thrilling
and romantic.

 

It was a strange multitude that
landed on that wild coast and then
started inland through the mountains.
The facilities for land travel reached
at that time their height in a dog
team, and much more often the gold-
hunters _themselves had to draw
their sledges over the pass. Then
they built boats or rafts on which
to descend rivers with many danger-
ous rapids. The most primitive of
conditions were revived. The law
had little or nothing to say, and
every man had to maintain his
rights as well as meet the innumer-
able hardships of the journey.

In short, it was “the days of 749”
repeated with variations. The same
qualities as before were required for
success, and even for the mainten-
ance of life, under climatic condi-
tions much more severe than those
of California. Not a few died, more
turned back in despair, having mis-
calculated their own powers of en-
durance, but the rest went on, and
—they found the gold! It was there
and in the form that makes “poor
man’s mining’—mining that is done
with not much capital and litle ma-
chinery. _

The excitement did not last long.

- The easily accessible deposits along

the rivers soon failed, and though
Alaska still is a gold producer of
some consequence, the work is done
in a different way by people of a
different sort. The glory and the
picturesqueness have departed. Skag-
way and the White Horse Pass no
longer supply material for the writ-
ers of adventure novels, and big
corporations and their hired men
have replaced the strangely diversi-
fied participants of the _ original
“rush.”

It is business now, not romance,
and the once roaring little city has
become a quiet little village.

 

MICHIGAN TRADESMAN

FARMER AND MERCHANT.
They. Should Work Together For
Common Good.

I come to you as a farmer and
want to be considered as such, I
want you to bear in mind that I am
a farmer by choice and not by neces-
sity. And, to further aid us in
understanding each other, I would
call your attention to the fact that
farming is a busness, if not the

greatest business.

During the past year in the United
States those of my profession pro-
duced eleven billion dollars of new
wealth; and after having produced
this great sum turned about and
spent one and two-tenths billion as
freight charges, one and_ one-half
billion as interest on indebtedness,
and then we did you, the American
merchant, the little favor of spend-
ing seven billion for goods. But

very small percentage of my goods
can I sell in my own state. Much,
yes most of it, must be sold on a
world market: and this latter fact,
perhaps more than any other item,
just now is a disturbing element and
proving almost a disastrous feature.

Serious thoughts must come to
both you and me as we reflect what
may be our portion of the European
broil in a generation and the ten-
dency is to temper us and make us
want to go careful, both farmer
and merchant. Not that I believe
“buying as little as you can,” with
all due respect for grey-haired far-
mer friends like Jim Reed, the
president of the Minesota Farm
Bureau, preaching such doctrine, I
want to say I doubt its wisdom.
Every man who is a farmer to-day
and who will be three, five or ten
years from now practices just that
very thing, has done so, will con-

 

THE HEROIC LIFE

The heroic life is done up in the man

That does not think for any creed or clan
Or set of men as institutions are

But just becausé his talismanic star

Gleams to his heart and soul the royal way
That his free will compels him to obey.

The heroic life is one that never knows

The pain that comes with self-imagined woes.
He scorns the thought of a reward at last
For what he should do ere his days are past.
The wage is his that comes all unawares

To him whose answers antedate his prayers.

The heroic life is one that dares to fling

The lance at wrong or any hurtful thing,

Not in the name of any creedal grace

But solely on the merits of the case.

And in that right, no order, sect or clan

Can claim from him that which discounts the man.

The heroic life is the the only one worth while,
There may be frowns, but the heartful, thankful smile
That comes from those helped on along the way
Will many fold right here more than repay

The cost; because the thought of rest at last

Grows sweeter still and will till work is past.

The heroic life is positive all around,

No trace of mere negations can be found

In him who thinks in mature terms alone
And all the steps made solid to the throne
He builds for time, without a thought or care
As to what may await him “over there.”

L. B. Mitchell.

 

 

 

after paying taxes, etc, we found
we were short, had nothing for
capital invested, or for labor and
service rendered, and we were forced
to confess to the world that ours
is a losing business in spite of its
size. Now it is not my intention
to enter a dicussion and argue as to
whether the farmer is at fault. I
only want to enquire: “How long
can your customer continue to be a
loser and still also continue to hand
you a seven billion dollar business a
year? ;

How long or how permanent will
national prosperity be when its big-
gest, its basic, industry fails to re-
cover?

Among other thing your business
distinguishes itself from mine in that
you produce little or none of the
goods you sell, and few of you,
if any, sell your goods outside of
your own state; and most of you
sell inside of your own county limits.
My business is the reverse of yours,
firstly, in. that I am a producer of
new wealth, and, secondly, but a

tinue to do so, and needs no one
to urge him to do it Such propa-
ganda will make but small difference
with the average farmer of the
northwest, but what it may _ do,
many times worse, it may destroy the
present tendency toward recovery in
lines of industry and manufacturing
by undermining confidence and agair.
retarding progress.

I doubt if anyone has ever been
subject to more advice, some good,
but very little of it necessary. Some

of it has been helpful, but most of

it amusing to the farmer of the past
season or two. Professional organ-
izers are with us aplenty. Clubs,
bureaus, leagues, unions and organ-
izations of every description and
from every angle all of them calling
our attention to the fact that all are
organized except us. However, the
farmer has quickly learned that his
interests are so varied and_ under-
spread that he is subject to uncer-
tanties beyond control to an extent
that make his task one of the hard-
est in organization. Then, too, it

August 1, 1923

seems every time he organizes, no
matter how sincere the farmer’s mo-
tives, the wrong men gain control of
the organization. It is equally
foolish to advise us to grow
less of. this..or fess. of -that
curtail production. You could with
equal wisdom say to yourself if
business were slack the way to im-
prove it is to sell less goods. The
present generation will diversify and
grow things best suited just as fast
as is consistent with safe and sane
method.

We ‘shall continue to study your
advertising, not the ugly landscape-
marring billboard type, but the hu-
manly intelligent appeal of the local
press.

We shall seek to continue to be
open and above board; and you will
greatly aid yourself if you remove

as much of the mysterious and the

secret organization. as possible; let
your price marks be plain and let’s
have truth in fabrics.

We are willing to pay you cash.
You do us a favor by discontinuing
credits, let’s not “charge it” but pay
as we go, in hard times and not a
less so in better times. Let the bank
be the place of credit. If criticism
is due it falls upon those merchants
who invite indulgence and _ offer
abundance of credit in favorable sea-
son, who load their customers with
goods and credit, then suddenly shut
off credit in adverse times.

I believe the farmer and his wife
will not so much count the number
of clerks but will consider character
and. quality, nine out of ten times,
rather waiting a few minutes for the
attention and service of the desir-
able rather than endure immediate
approach of less desirable clerks.
More and more demanding standard-
ized goods, in other words knowing
what he or she wants and putting to
naught the theory that good sales-
manship sells a man what he does
not want. Good salemanship shall
consist™ in rendering the service of
getting a man what he wants when
he wants it.

My retail merchant must be the
conscientious intimate associate in
business such as only a real friend
can be. He must be able and willing
to discuss more than “How are the
roads,’ ‘and “how are the crops.”
Is it not true that too often with
some of you this constitutes your
entire vocabulary with your farmer
customer: and Mrs. Retail Merchant
says less than that to Mrs. Farmer?
Unless you can in the present gener-
ation meet me as man meets man and
friend meets friend, we can do but
little business.

Many a merchant would do better
if he seized the opportunity to call on
his customers entirely removed from
business activities and meet with the
dirt farmer out where the dirt is,
showing in him an interest that is
unquestioned. You and I must con-
duct ourselves as associates in busi-
ess, meeting as sequals on common
ground. We dare not rely on organ-
ization and counter organizations or
this generation may see your brains
pitted against mine and my brains
pitted against yours, and who will
win? Neither of us.

Ernest E. Gelhaus,

ee

 

ma

r

anceeeneftieanittte.

 

, :
i

i

:

August 1, -1923 MICHIGAN TRADESMAN

 

 

 

READY!

 

 

Our 1923 Fall and

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HOLIDAY
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DETROIT
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Bet. Randolph and Brush

 

 

 

 

 

 

 

87

 

 

gama a WR oe aR Si alate carbide - .

 

 

88

MICHIGAN TRADESMAN

August 1, 1923

 

PRESIDENT KAMPER’S TALK.

 

To National Retail Grocers at St.
Paul.

Through the splendid co-operation
of each of your officers and trustees,
and the chairman and their commit-
teemen, we have made much progress
but there remains so many more op-
portunities for service that I feel we
have just started.

The spirit of loyalty and willing-
ness to work exhibited by everyone
directly connected with the National
Association’s affairs has been both
inspiring and productive of splendid
results; in fact, has been the only
means of accomplishing anything. I
want to hereby thank the Editors
of the Retail and Wholesale Gro-
cery Press for their co-operation,
and especially the officers and sec-
cretaries of the local and State As-
sociations. In the vast majority of
cases they have worked hard to
help us accomplish many things. I
cannot pass on these remarks with-
out calling your special attention to
those faithful employes, working
under Secretary H. C. Baisiger, who
have made it possible for him to
accomplish so much the past year,
and to H. C. Balsiger for his counsel,
good sense and capacity to work, and
to whom we are, indeed, indebted
for the large part of your success.

Your Association is in healthy con-
dition; your treasury is in good
shape, as your Treasurer’s report
will show; the Bulletin is making
some progress, and has great pos-
sibilities; the relations between our
Association and other trade. associa-
tions are upon a cordial and frank
basis. They should always remain
upon this basis; matters of complaint
for adjustment of disagreements, etc.,
can always receive saner attention
when received and surrounded by this
atmosphere; we are in a much better
position to render service to our
membership through cultivating the
friendship and respect of others.
Even should matters reach an acute
condition, our association must main-
tain a dignified and cordial relation-
ship to the last possible moment.
We must remember that most trade
abuses are the outgrowth of a long
established custom, and frequently
in endeavoring properly to correct
the abuse, we must go back to funda-
mentals and even conduct education-
al and propaganda campaigns.

Your Legislative Committee this
year has been very active. A great
deal of work has been done, the
vature of which would -be_ inad-
visable to publish, with this report.

Your General Counsel, W. P. Mc-
Bain of Norfolk, Va., has been ex-
t-emely active on the so-called Bis-
cuit Cases. Owing to the decision
of the Circuit Court of Appeals, it
was deemed advisable to make fuller
investigations, and our expected re-
port from the Federal Commission
has necessarily been delayed.

Through the activities of your new
department, the Food Show Depart-
ment, your Association has been en-
abled to finance the larger part of
its activities. We are especially in-
debted to Manager J. P. Langan and
his assistant, Miss Ethyl Clarke, for
their capacity, courage and sound

sense, under the able direction of
Secretary Balsiger.

When we consider that there are
about 125 Food Shows promoted per
year, and most of these are con-
ducted by promoters under various
guises—and when you also consider
the total lack of plans and objective
back of these shows, except the de-
sire for the largest amount of profit
with minimum effort, then one is
amazed that we have been able to
accomplish anything.

The National Food Shows have a
program of service to the manufac-
turers and others exhibiting, yea, a
great responsibility, and at the same
time they are means for building
sales, good will and higher respect
for the food business.

The financial report of these shows
is satsfactory, but there is one out-
standing feature connected herewith,
viz., in some of the shows too much
profit was made. The financial ar-
rangements of the National Shows
must for your own ultimate good,
be placed upon a sane and reasonable
profit expectation, and any excess
profit must be returned to the ex-
hibitors. If you do not do this, you
will soon degenerate into even worse
offenders of sound business policies
than the very promoters who hereto-
fore have made it so impossible for
you to secure the proper kind of
co-operation from your wholesalers
and manufacturers. However, these
matters will be handled in detail by
your Executive Committee.

The most important thing about
your Food Show Department has
been its ability to get the better
grocers together in a better and
stronger organization; to create a
more cordial feeling between the re-
tailers and their wholesalers and
manufacturing friends, and to create
a wonderful amount of good will
between your customers, the best
ladies in each city, and yourselves.
This in itself is worth more than
any money gained from the show.
At home we wouln’t take anything
for this feeling of cordiality and
good will. The Nationa Food Show
in Atlanta was the means of paying
up two years’ accumulation of debts
and for curing an ugly sore, caused
by a political and social scrap over
a public market building.

Much of the work done last year
was pioneer work, but with the ex-
perience of nine shows, we now feel
we have within our possession the
greatest means of its kind for the
promotion and assistance of sales
campaigns and for assisting and
building Retail Grocers Associations.

If we can be the instrument for
cleaning, house in the Food Show
business we will have rendered a
great service to our manufacturing
friends.

Most manufacturers are willing to
go even out of their way and to
large expense to help us to help
ourselves, and thereby themseves, in
our efforts to promote the sales of
their products.

The economic question of distribu-
tion has received a_ tremendous
amount of attention during the past
year and is scheduled to receive even
greater attention for this year and
henceforth.

 

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A Cord tire of the best material and con-

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Write for price list on

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Following is a partial list of Auto Acces-

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No-Leak-O Piston Rings

Quality Piston Rings

Champion Spark Plugs

A. C. Spark Plugs

Splitdorf Spark Plugs

French Flash Lights and Batteries
Twin Dry Batteries

Columbia Dry Batteries

Butler Axle Shafts

Perfection Springs

Gilliam Roller Bearings
Wolverine Bumpers

King Piston Pins

A. C. Speedometers

Buckeye Bearings

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Have you seen the new Dreadnaught

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Write for circular

 

GORILLA Storage Batteries are made to give
long Service and to make friends
for the Dealer

USE GORILLA BATTERIES

 

 

BROWN & SEHLER CO.
Grand Rapids, Michigan

 

 

 

 

August 1, 1523

The various efforts of the Federal
Trade. Commission to classify the
Situation while meritorious and de-
serving of our highest ‘commenda-
tion, have had unfortunately, and
especially as restricted by the courts,
a very unfortunate effect upon trade
generally. I say this without mean-
ing any criticism on anyone.

They have done much to accom-
plish the original purpose of the act.
Times and conditions are changing
very rapidly though, and in order to
meet present day needs, it is clearer
to me to-day than ever before, none
of our present laws will adequately
care for the situation caused by the
unprincipled price cutter, who has
no regard for fundamentals of mer-
chandising nor the right of others.

That class of merchants who de-.

liberately destroy the good will of
manufacturers by their continued
Price piracy should be reached by
laws which will protect the manu-
facturer. We must have some relief
along price maintenance legislation,
however, awkward this may be at
times, and I am hopeful that you will
give freely of your time and effort
to see that a law of the Stephens-
Kelly bill character is passed at the
next session of Congress. There
is nothing of greater value to our
selves.

During the past year we have par-
ticipated in the deliberations of the
United States Chamber of Commerce
to the fullest extent of our ability.
Our National Counselor, Mr. William
Smedley, of Philadelphia, has render-
ed valuable service here. I am hope-
ful that these activities will be in-
creased, and also hopeful that this
Association will buy an interest in
the new United States Chamber of
Commerce Building in Washington.
By so doing you will gain at once
not only a valuable connection, but
also a Washington Office, which will
be convenient, valuable and well worth
maintaining.

Last year we were all gratified at
the opportunity offered to testify
about our business before the joint
Commission of Agricultural Industry.
We business men were delighted to
know that business and not politics
controlled the investigations of this
inquiry, and you will be further im-
pressed to know that some 30 col-
leges and universities have adopted
their report as a text-book. This
is a high tribute to the men who
conducted the enquiry, and especially
to their able Secretary, Irving S.
Paull. Out of their deliberations
there has grown a new bureau or
department within the Department
of Commerce, to be called the Do-

mestic Commerce Division, with Irv-’.

ing S. Paull as Chief.

This department has been estab-
lished for the purpose of aiding you
in your business; it will mean more
work of the right kind for your As-
sociation, and this will mean a much
broader opportunity of service to
our membership.

Whatever may be the request for
data, statistics and work made upon
you to thhelp establish this bureau for
the gathering of true facts about our
business. I feel sure that you will
feel as I do, that this is the one
thing’ we have been needing above

MICHIGAN TRADESMAN

everything else, and we will each
of us give it our enthusiastic co-op-
eration.

The plans for our Better Grocers
Bureau will be presented in detail
by our Secretary.

The special committee on the re-
vision of the Constitution and By-
laws has handed in a very able re-
port.

From your Treasurer's report you
will realize the &ze to which our As-
sociation has grown. With a net
income now of over $20,000 per year,
we are just beginning to command
enough talent to make our Associa-
tion effective. However, we must
continue to plan carefully to increase
our income so as to function to the
best advantage.

An annual income of no less than
$75,000 will be needed shortly. There
are many places where aggressive
division men, under-secretaries and
field men, could be used to advan-
tage. Our secretarial and managerial
force should be augmented. There
is a great need within our organiza-
tion for highly trained writers and
public speakers, men who can teach
good merchandising, who can write
interestingly about the Greatest Busi-
ness in the world, the feeding of the
public. There is a vast amount of
work to be done in our schools. It
seems preposterous that our school
books are filled with misstatements
regarding business. It is mot  sur-
prising that so many men do not
understand ‘business, when they are
taught in the grammar schools er-
rors and seemingly deliberately mis-
informed.

These are matters, though, that
need careful attention and which will
take a long time to correct.

The work with Harvard University
has progressed steadily and you will
have a preliminary report from Dr.
David at this session. It is. hoped
that you men will give this feature
of our work cordial support. Some
have failed to respond; I am sure
not through a lack of interest, but

through their inability to supply the |

exact information wanted. If an ab-
breviated form of. questionnaire is
needed, at this convention you will
have an opportunity to discuss this
with Prof. David. :

Mr. Smedley’s report on the work
of the Department of Commerce on
Simplified Practices is to many people
a very practical work, and we are
again indebted to him for his work
for the National. Mr. Smedley will
make his own report.

This report is necessarily brief, for
it is not my intention to report in
detail where an active commitee has
been at work and will furnish its
own report. Before closing, however,
I want to call your attention to
Grocery Advertising

Advertising is the greatest sales
builder of modern commerce. Un-
fortunately, I believe, Retail Grocery
Advertising is about the poorest of
any, unless it is Bank Advertising. :

I cannot understand most of the
grocery ads, neither the items ad-
vertised, the displays, nor the time-
liness. The usual custom seems to
fill from one to six pages with solid
grocery ads on Friday afternoons and
Saturday mornings.

89

 

 

FOR SILO FILLING IT’S
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Dick’s Blizzard

Ensilage Cutters

 

 

Large stock of new and also rebuilt stock in all sizes.

Can be operated for silo filling with from 3 H. P. up.

Sell your customers the BEST ensilage cutter, at the Lowest

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OUR PRICES ARE LOWER
BLIZZARD QUALITY IS HIGHEST

If you have any cutter prospects send for our catalog and
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get the business

QUICK SHIPMENTS

On some sizes we are getting low so do not wait, but get

your orders in now.

 

 

BLIZZARD SALES CO.

J. H. GINGRICH, Manager
Commerce and Cherry

GRAND RAPIDS, MICHIGAN

Misé Widiask, Olin, ad Indienwclin, lad.

 

 

 

 

 

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4
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90

Saturday is naturally a very busy
day in grocery stores and markets.
Most places of business have all they
can do to take care of the regular
business; in fact, ordinarily all of
the extra help one can get is hired.
If this is so, why spend so much
money on these days, why not plan
the ad so as to help build up the
sales on the week sales day? Why
not attempt to spread the business
throughout the week? This would
mean much to the average store and
would prove of real service to the
patrons of these stores. Why not
make two or three days the real
market days in the store, instead of
just one big day, when errors and
poor service add to the costliness of
doing business?

Some communities have very suc-
cessfully taken up the question of
pay days, other than Saturday, with
their local factories, etc., with great
success. I believe that this field
offers great prospects for better busi-
ness conditions.

The Retail Grocery Business offers
many opportunities for good nier-
chants, and it is the determined. pur-
pose of your National Association to
encourage worthy young men to go
into the business. It should be our
avowed purpose to do everything pos-
sible to see that information aboutt
how to conduct good grocery stores
is available to ambitious young men.
Economic conditions are _ forcing
better methods and to-day we are
on the threshold of better things for
the retail grocer. We have much to
be thankful for.

If every grocer will stand himself
up before a mirror, then carefully
and prayerfully take stock at home
first, then determine that he will be
the best merchant in his community
—voting and taking an active interest
in his local community problems—
he will be proud of his record of
achievement.

——_+--2————_
Certainly Deserves Commendation.
Grand Rapids, July 25.—Please al-

low the writer to congratulate the

Tradesman on its fortieth birthday.

This is a remarkable span of years

for a trade paper to bridge. During

this time business methods have
changed so that even the corner
grocery and drug store are as up-to-
date in their methods as is the de-
partment store with its efficiency
expert. The slow method of weigh-
ing out bulk goods has gven way to
the quick package service. The
motley source of here and _ there
supply has stepped aside for the
standardized and advertised brands.

Rapid transportation, good roads and

parcel post have done away with the

necessity of loading up and made
quick turn-over possible.

With all this the Tradesman has
kept abreast and even a little ahead
of the times, making it a business
companion for the retailers of all
lines.

Better than this, the Tradesman has
fearlessly exposed the many fakes,
phony agencies and bum _ contracts
whch are constantly being put be-
fore the storekeeper to pry loose
from him some of his hard earned
cash without giving him any return.
And when -the retailer has been
caught by some of these sharks, the
Tradesman has stood between him
and the swindler, oftentimes pro-
tecting the retailer from loss. For
this, the Tradesman certainly de-
serves commendation.

May we see you with us forty

more years. - :
Louis V. Middleton.

MICHIGAN TRADESMAN

THE WORN WORKER.

 

Methods by Which He Can Perpetu-
ate His Business.

I recently received the following
letter from a wholesale grocer:

Friend Lee—What can I do to
save myself from the constantly in-
creasing care of business and the
work, the worry, the  fretfullness
and the petulance caused thereby?
They seem to be growing upon me?

It is said that artistic genius is
pains with one’s work, and that a
great actor is essentially one whose
impersonation of a character is to
himself so real that he actually lives
and feels all the sentiment, the fear,
the hope, the passion which he de-
picts.

The merchant of genius, whose am-
bition and pride, whose love of and
loyalty to his work so absorb him
that he unconsciously assumes great-
er responsibilities and more and more
of the details, is a great artist in
his capacity for taking infinite pains.
He is also a great actor, because
he is himself a part, the very soul
of his work. Of such a man it was
said in the book of Proverbs:
“Seest thou a man diligent in his
business? He _ shall stand _ before
kings; he shall not stand before
mean men.”

When, however, one’s ambition is
coming to its fulfilment; when his
work is aproaching his ideal; when
the picture he has placed upon the
canvas or the impersonation he has
wrought has become an established
and safe business enterprise; when
his duties are beginning to become
monotonous; when the business sen-
timent which so enthused him -has
begun to wane and his soul to
shrink in distaste from the continu-
ally heaping up of details; when his
eyesight has begun to grow dim,
his hair to show the frost of years,
his power to resist and repel worry
gradually less, his cheerfulness to
vanish and his petulance toward his
employes, his family and his as-
sociates to increase, what then?

“For what shall it profit a man,
if he gain the whole world and
lose his own soul?” So says St.
Mark, and the enquiry is pertinent
to my purpose and directly to the
point, because a man’s optimism, his
power tto resist annoyance, his buo-
yancy of temperament, his joy in
the power and pleasure of achieve-
ment, are of his soul. They are of
his life the essence, the joy, the sun-
shine, the fragrance.

He may lose them an may con-
tinue to profit in a financial way, but
he is a drudge, a slave to his busi-
ness, governed by a sense of duty
to others, blind to the beautiful in
life, deaf to the music in the
laughter of little children and in
the songs of women and birds, un-
moved by sentiments of pride or
compasson, and has a heart as cold
and cheerless and as pitiless to him-
self and others as the eternal ic
of the Arctic Circle. What shall he
do then that his mind may be kept
alert, his body healthful, his soul as
that of a man?

There are several things which he
can do. He can so systematize his
business that he can be away from

it and yet have a directing hand
upon the lever which controls it.
By a system of daily reports from
each department of his business, to be
forwarded to him, he can regulate
it and guide it almost as well as if
he were present. Those reports need
not be expensive, for his personal
stenographer, during his absence, can
compile and forward them.
is the artist’s method of taking in-
finite pains with thg lines and the
proportions of a model, leaving
others to chisel the marble and hew
to the line.

Again, he can adopt the actor’s
method and have an _ understudy—
one so well versed in his superior

‘duties that he can assume them ac-

ceptably during the absence of his
principal.

 

John A. Lee.

In fact, this plan should be put
into effect (and is) in nearly all large
business establishments. The mana-
ger of a department should under-
stand and recognize the necessity of
this arrangement. If he is too nar-
row or jealous to train up an as-
sistant, he -is, himself, not broad
enough for a high commercial posi-
tion or loyal enough to. the owners
and the future interests of the busi-
ness. “Men-think all men mortal
but themselves.” Life is exceedingly
uncertain. and there are times of
sickness and disability, of vacations
and necessary absences; and there
are resignations; reorganizations and
promotions of important men _ to
higher positions. All these condi-
tions must be considered in business
enterprises, especially those - which
are incorporated (all should bey and
which are to go on forever.

Every important position, from
the presidency to the head of the
shipping department should, there-
fore, in the interest of the business,
as well as for the welfare and mental
peace of the principals, have an
understudy.

It is not essential that there should
be two sets of employes in order
to so arrange a business; but the
man on the next rung of the ladder
below can look upward, not down-
ward, and prepare himself to step
up higher.

There is nothing in the strenuous
and ardtitous mercantile life of this
country, and these times, except hard
work and hard play. In other coun-
tries, where merchants live their lives

This.

ee aed cee

August 1, 1923

more sensibly and_ philosophically,
the aim is usually to acquire a mod-
est competence; here the struggle is
for great fortunes and superabund-
ant riches.

If one is in this game, he must
play it according to the established
rules and custom; he must go the
pace, he must work hard: and in
order to keep himself physically and
mentally competent he must play
hard.

A hobby, a fad, a recreation to ve
indulged in sensibly and according
to the age, strength and _ physical
powers of the’ seeker for relief,
should be found and encouraged for
hard workers.

Horseback riding, billiards, golf,
bowling, automobiling, debating,
photograhpy, drawing, the study of

languages, literature, music, all these
and a hundred other diversions are
open to the worn, tired, discouraged
worker,

This existence is but a probationary
period wherein we may or may not
educate and equip ourselves for that

higher existence for which we all
hope. Let us, therefore, avoid be-
coming so absorbed in our work

that it becomes drudgery and while
digging, delving, dredging for dol-
lars, neglect those things which make
even more for happiness, health and

contentment than accumulation of
great wealth. Nor should we forget
that

The soul, of origin divine,
God’s glorious image, freed from clay,
In heaven’s eternal sphere shall shine—
A star of day.

“The sun is but a spark of fire,
A transient meteor in the sky;
The soul, immortal as its sire,

Shall never die.
John A. Lee.

a
Does Not Need a Dictionary.

Sparta, July 21—Entering a street
car, at Muskegon, not long ago, I
caught sight of an advertising poster
on the side of the car, calling atten-
tion to a new dictionary.

“Do you need a new dictionary?”
the sign asked and followed with a
list of words, “Tank, camouflage,
conscriptidn, trench, barrage, tor-
pedo, aeroplane, grenade,” and a
dozen others, the meaning of which
has been changed completely, or
which has taken on an added mean-
ing during the past five or six years.

As I look back over the forty years
I have known E. A. Stowe and have
read his excellent trade paper, the
Michigan Tradesman, I do not need
a dictionary to enlighten me as to the
many changes which have taken
place in those years. The inventions;
the labor saving machines; the im-
proved means of locomotion; the
wireless; the radio, etc., all come
trooping before my mind’s eye.

It really is a long time since I
first shook Mr. Stowe’s hand and
wished him good luck in his under-
taking—the making of the best trade
paper in the country—but it seems as

yesterday, notwithstanding the un-
precedented progress made in the
world.

No man of my acquaintance do I
hold in higher esteem than my friend,
Mr. Stowe.

His clear insight, his sound judg-
ment, his willingness to apologize
for any errors and his fairness to
both friend and foe has made his
paper one of invaluable service to
men in business.

I wish him continued prosperity,
health and happiness.

Milo Bolender.
1-2

Prohibition, like wine, is improy-

ing with age.

August 1, 1998 oe MICHIGAN TRADESMAN 91

 

 
 
  

 

T/A

 

Exclusive Jobbers
Del Monte Fruits—Hart Canned Foods

B.B.B. and White House
Coffee

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~ Old Monk
Olives and Olive Oil
Purity Rolled Oats—D. C. Salt

Ceresota—Fanchon
Red Star

FLOUR

SB
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TITS Te TTT ST

A ATE

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aq SSAA SASS SAAS

ex TTS TTT Te UTES eS eT eT

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ras See a aeaae niet ae BOOS

‘ movement.

 

 

92

~

NOT TOO MANY. RETAILERS.

 

“Way to Help is to Raise Their

Standard.

There are a milion and a half re-
tailers in the United States to-day.
One hundred thousand of these are
doing a profitable business; four
hundred thousand more are doing a
fair business; but a million of these
retailers are barely struggling along.

A large proportion of this million
are operating at a loss if their books
were kept properly. Those who are
not operating at a loss are merely
getting day wages and small day
wages at that.

There are several hundred thous-
and retailers in this country who
would be better off if they were
brickayers or plasterers; that is to
say, they would be better off as
bricklayers or plasterers than con-
tinue to do-‘business as they are do-
ing it at present.

Yet the retailers of the country
bear the same relation to the coun-
try’s industries as the common
soldiers bear to an army. The pros-
perity of the country is ultimately
dependent upon the efficiency and
prosperity of the retailers. The pro-
ducers of raw materials are depend-
ent on manufacturers; the manufac-
turers are dependent on the jobbers;
while all three groups are dependent
on the retailers

Those at work in the mines and
forests and those on the farms de-
pend upon the retailers to sell their
products. The railroads and steam-
ship companies are dependent upon
the retailers in order to get goods
to transport. Manufacturers, bankers
and all groups of people depend
for business upon these little stores
scattered throughout the country in
cities and at cross roads.

Some say that there are a million
too many retailers and the solution
is to eliminate several hundred thous-
and of them. Perhaps, but I seriously
doubt if this is the proper way to
solve the problem Surely an army

' would not be strengthened by divid-

ing it in half, and there are none
too many retailers. It, however, is
true that these retailers are not work-
ing efficiently. The solution of the
problem lies not in eliminating a
million retailers, but in showing
these retailers how they can work
efficiently and how they can be of
the greatest possible service. This
is the great task facing American
business men _ to-day.

Retailers of this country are al-
ready in a mood to help in any such
They see the chain store
slowly but steadily approaching to
swallow them up. Every year their
net income is becoming less and
many of them see only bankruptcy
staring them in the face. Thousands
every hour are asking themselves the
question: “Shall I continue to fight
the battle or shall I sell out?” I
frankly tell these men to continue
to fight. In operating such a fight,
however, I should adopt many of
the chain store features. Were I a
retailer, I should endeavor to operate

-along chain store lines, but maintain

my own independence.
If.an independent retailer, I would
continually keep in mind that the

- would

MICHIGAN TRADESMAN

chain store has its troubles ahead.
I would continually keep in mind
that the chain store is operating to
day under conditions that the rail-
roads enjoyed before there was any
such thing as labor unions, railway
commissions or other interference
with their business. To-day the
chain stores have a free hand in
renting, purchasing and price making
—while they are free from union
labor troubles. ‘Hence, to-day they
have some advantage over the in-
dependent retailer. Retailers, how-
ever, should remember that this is
only a temporary situation. Sooner
or later the chain store employes
will be organized; before long our
state legislatures will enact laws re-
lating to chain stores and their op-
erations; while it will be only a
short time before the public will
awake to the dangers of the chain
store. The independent retailer
should have these facts in order to
keep his courage and win the fight.

if a retailer, I would give more
thought to co-operative trade move-
ments and to trade associations. A
man can keep his independence and
at the same time learn to co-operate
and work with his competitors.
Trade associations have been abused
rather than used: Associations of

retailers have been formed more for.

socail purposes or for the purpose
of maintaining prices than for the
purpose of buying efficiently and
rendering service. If a retailer, I
would take an active interest in my
association, endeavoring to have the
association help me in my buying,
accounting and rendering service.
These associations are too much
social organizations and too little
working organizations. The future
of the retailer lies in keeping his
own independence and at the same
time co-operating to the fullest ex-
tent with his competitors in con-
nection with purchases, credits and
service.

If a retailer, I should trust freely
for thirty days, but rigidly enforce
monthly payments. I would not
insist on the cash and carry system,
believing that both the monthly ac-
count and the delivery have a legiti-
mate economic function. I, however,
insist on cash each thirty
days and rigidly refuse further credit
to anyone who did not pay on the

tenth of the month following the
purchase. Monthly credit is a con-
venience to all parties and _ there
should be no risk in it. The diffi-

culty with the credit situation is
the carrying of customers and the
financing of families who have not
the money with which to pay for
goods. Credit extended for thirty
days as a matter of convenience to
those who can pay is all right: but
credit extended to people who have
not the money with which to pay is
all wrong. An examination of mer-
cantile failures shows that losses
through charge accounts have been
the great rock which has wrecked
most retailers.

If a retailer, I should honestly try
to sell goods as cheaply as possible.
I would constantly keep in mind that
I am the agent of the consumer and
exist only as the servant of the con-
sumer. Remember that in the old

August 1,

1923

 

Ideal Vitamin Bread

After long experimentation, we have
succeeded in producing a bread contain-
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We solicit sample orders from rétail
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"Ti sans itsnnaitcoe etre

nine Se se

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ter -

ART

eee on

al

cI

gaan

afer - a

g/l en nN

August 1, 1923

MICHIGAN TRADESMAN

93

 

days the retailer did not exist.
When our ancestors wanted a pair of
shoes, they went to the man who
made them. Those weré the days
of the Guilds. Finally there came
a time when someont convinced orr
ancestors that it would be cheap r
for them to let a middle man do the
buying for them.’ Thus the middle
man started not as an agent for the

manufacturer or jobber but rather as:

an agent for the consumer. This
is the way most of the great mer-
chants of to-day got their start, be-
ginning with packs on their backs,
then getting a horse and wagon, and
finally a little store. To-day they
have great mercantile establishments
covering entire blocks. If a retailer,
I would continually keep in mind
that I am the servant of the con-
sumer and working for him as _ his
agent to get goods for him as cheap-
ly as possible. Many retailers have
been put out of business by their
desire to get as high a price as pos-
sible from the consumer.

If a retailer, I should advertise
constantly and steadily; I should not
enter the race of space-buying with
my competitor, nor into a price-cut-
ting campaign. Rather, I should
do constructive advertising for the
purpose of distributing goods for the
best interests of all concerned. In-
stead of thinking of myself I would
think of the men who are manu-
facturing the goods, the farmers who
are raising the produce and the rail-
roads that are transporting the mer-
chandise which I buy. My _ adver-
tisements would be written with this
point of view. Roger W. Babson.

——————_——-o-
When the Human Element Runs
Amuck.

We have always advocated the in-
sistence of the human element in busi-
ness but we are also believers in a
sweet reasonableness in all things.
There are occasions—more so to-day
than ever there were—when this hu-
man element in business gets out of
hand. Sometimes become “human, all
too human.”

Speaking at a meeting of ex-officers
some time ago, the chief of this or-
ganization quoted the instance of a
young man being introduced to a new
job.

“You must catch the 12. o'clock
train to-night to Glasgow,” said the
man who was getting him the job,
“and go around and see Mr. Smith,
in the morning, and he will take you
over the new works in the afternoon.”

The young man hesitated. “That is
awkward,” he said, slowly, “I had
promised to take Dolly to the matinee
in the afternoon—I’ve got tickets. It
is a pity to waste them.”

And that was the young man’s
chance-of-a-lifetime, weighed in the
balance against Dolly and matinee
tcikets for two.

It is, unfortunately, characteristic
of a good many business men and
women of to-day, young and old, ex-
perienced and inexperienced. They
have a habit of putting personal in-
terests before the most important job
of any human being’s lifetime—mak-
ing the most of opportunities,

What. do we find as the central
theme of the majority of our plays

and books and cinema dramas, to-

day? Love, Marriage, Divorce. Hu-
man weaknesses and strength. Hu-
man joys and sorrows and sufferings.
Not National interests. Not empires.
Not industries. Not the bigness of
business. Not ambition. Not prog-
ress. None of these things occupy
their rightful importance in our lives.
We subordinate them all to Love and
Pleasure and our own petty round of
personal interests.

For the truth of the whole matter
is that business has not yet taken its
‘rightful place in the life of the in-
dividual. . We have still to recognize
the bigness of business, and its influ-
ence upon our lives, collectively and
individually.

Russia is a tragic example of what
happens when a country’s trade be-
comes disorganized and competition
and ambition and individual effort
are abolished. In Russia there is no
scope for ambition; it is contrary to
every principle of Soviet government.
They don’t want men and women
burning with the desire to get on in
the world. They want so many oxen
who can draw and carry a prescribed
burden. In Russia you may as well
concentrate on the love and pleasure
interest in your life. You are left
precious little else to concentrate on.

But here in this country where
every man prospers according to the
amount of energy and brain power
he exercises, it is as well to keep these
human interests in place. They are
by no means the most important
things in life. They don’t earn you
the money wherewith to buy the good
things of life; they don’t furnish the
community with clothes to wear or
food to eat, or house to live in; they
don’t make for education; they don’t
do anything towards establishing this
country on a sound basis of prosper-
ity; they don’t benefit the community;
they are individual affairs, and as such
must take a subordinate place. Na-
tional affairs are essentially of pre-
dominant importance.

And that is what every business
man and woman has got to realize—

the sheer importance of business; the
predominant importance of business.

>
Fully Earned the Friendship of the

: Trade.

Grand Rapids, July 7—Will you
and your fine organization please
accept my congratulations upon the
completion of your fortieth year in
the publication of the Michigan
Tradesman. You have fully earned
the friendship of the trade you so
completely enjoy.

I have been told that “Getting
what you go after is tame beside
the going after, and worth little
The reward is in the race we run,

not in the prize.” I do not quite
agree with this, however, as I think
you have a_ great reward in the
prize, as well as having had it in
the race. The Trademan to-day is
indeed, a great, well managed, highly
esteemed property; and after forty
years’ race, the prize is great.
Will you please accept from me
assurances of my high esteem and
best wishes for many more years for
you in your useful Tradesman career.
William Judson.

When a man makes a fool of
himself, he is never selfish. He is
always willing to share the blame.

 

 

ZEELAND, -

Van Lopik Knitting Company

Manufacturers of

Infants and
Children’s Goods

College and High School Caps

Samples sent on request, or drop us a line and our
Travelers will call.

- MICHIGAN

 

 

Grand Rapids.

 

BOOT & CO.

Butchers’ and Grocers’
Fixtures and Machinery.

Refrigerators of all Descriptions.

Casings, Tools and Supplies.

5 Ionia Avenue N. W.

Michigan

 

 

 

We are
Headquarters
for
Western
Michigan for

Office Desks and Chairs.

Grand Rapids distributors of the VICTOR Adding Machine $100.

Your valued inquiries will receive prompt attention.

7 Ionia Ave. N. W.

 

STORE FIXTURES

Restaurant Equipment, Soda Fountains and Supplies, New and Used

 

 

 

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capa

 

CODES OF ETHICS.

 

They are as Numerous as_ the
Different Religions.

Some one has figured out the
number of religions there are in the
world. I have forgotton the totai,
but it was up in the thousants.
With so many varieties to pick from,
the average man is bewildered. It
seems as though all but one of these
thousands of religions must be wrong,
and which one is the right religion
is most difficult to determine. Surely,
it will be disappointing to a lot of
folks, when they reach the pearly
gates, to learn that they have wasted
and lost both their time and op-
portunity while on earth. And so
the thought again occurs to me that
what the world needs is a religion
founded upon the same basic idea
as the chassis of the ford car—
something the masses can under-
stand and. afford.

Next to religion, ethics, perhaps,
indulges in the most varieties. Just
now we are in the midst of an orgy
of ethics. Any pursuit, trade, voca-
tion, profession or ‘occupation -with-
out a hand-made code of ethics to
regulate it is “ausgespielt” or words
to that effect. Possibly the late war
is responsible for this ethical epi-

demic. Wilson fixed up some very
beautiful “points,” fourteen in num-
ber, as I remember, which in -a

masterly manner set forth the ethics
of civilization in the matter of war
and peace. These points were ap-
parently accepted by all nations as
the basis of settlement with Ger-
many, and the Deutschland accepted
them as well. Then the diplomats
got together and: gave those four-
teen points such a swift kick in the
trousers that not so much of them
remains as what is left after a
little-mouthed black bass thas had an
executive session with a minnow.
All of which bears out the long-estab-
lished truth that the main furpose of
an ethical code is to supply some-
thing to be ignored. Also ethics
supply the underlying’ active prin-
ciple of 99 per cent. of all hypo-
Crisy.

The doctors and lawyers, I be-
lieve, originated the game of ethics.
They have had so much experience
with it that they have produced a
greater number of disreputable mem-
bers of their profession than any
other branch of human endeavor.
Every city, town or village has its
quota of ambulance-chasers and
breeders of hate, strife and discord.
Every place has its bum doctors and
every settlement if afflicted with pill-
peddlers whose knowledge of medi-
cine is away below the knowledge
of any old grandma. To them it is
of far greater importance to know
ethics than to know law or medi-
cine. These two professions un-
questionably owe the disreputable
distinction which they have attained
to the fact that they got an early
start in ethics, and have had more
time to pile up the number of crooks
and delinquents.

In the past few years there has

“been a very marked tendency in the

newspaper pursuit to ape and imi-
tate the doctors and lawyers. <A
wail has gone out, up and sideways

MICHIGAN AP REMAN

for drastic and far-reaching ethics
that would cover every known and
unknown impulse and emotion that
surges through the brain of folks
who make newspapers. The idea
seems to be that decency is to be
had only by laying down rules, regu-
lations, ground plans and blue prints
for newspaper men to consult be-
fore doing anything. If something
happens in a community that looks
like news, the editor is expected to
consult a code to see how he must
handle the occasion without being
ruled off the grounds by the umpire.
By the time he gets his eye accus-
tomed to the pitcher’s delivery the
news becomes of such low visibility
that the game jis called on account
of darkness. The idea that every
fellow on earth has to map out his
‘own destiny and go through life on
his own motive power seems to get
no consideration at all.

In an announcement made of a
meeting held at Washington  re-
cently by the American Society of
Newspaper Editors, it was stated
that the formation and adoption of
a journalistic code of ethics would
constitute the principal business to
come before the convention. I am
writing this at a time when I have
had no report of what was done at
this meeting, but it is safe to as-
sume that an elaborate and hand-
illumined code was put through with-
out a protesting murmer. I know
how dangerous it is to prophesy be-
fore an event, and how much better
it is to do it after, but this time I
am taking the chance to say that the
code adopted at Washington made
Seneca and Marcus Aurelius look
like runts and discards. It contains
some masterful rhetoric, and em-
braces all the moral laws and frin-
ciples that have been expounded since
the apple episode in Eden, which, as
w: know, was shortly followed by
the births of Cain and Abel.

The point I do not get is why so
many different codes are required to
cover the situation. The ford idea
in autos would apply admirably in
ethics. Nearly every state association
of newspaper peole has taken a fling
at the thing. My own State of Ore-
gon, a year or so ago, produced a

‘code ‘of journalistic ethics that for

dimensions easily breaks all records,
and as for moral laws laid down, it
surpasses the Bible and the Talmud
pooled together. It is such a ver-
bose affair that it can hardly be
read at one sitting. Taken in in-
stallments, it supplies a week’s read-
ing. Being much impressed by the
Oregon code, I have asked probably
a dozen native editors what they
thought of it, and to a man they

gave it their warmest admiration.
When I asked them, however, what
particular paragraphs they thought

were of the most consequence, they
couldn’t say. And when I asked
them to repeat any part of the code,
they failed each and all to recall a
single declaration.

while the code was a masterpiece of
literature, they didn’t know what it
said. To thave a code seemed the
essential thing. To know it was of
no importance at all.

Now, it seems to me that there
is much waste of time, thought and

 

That is to say,

language in producing such an inter-
minable array of codes, just as there
is no apparent reason for having so
many religions. What is
right; and what is wrong is wrong,
whether the thing happens in Oregon,
Maine, Texas or Alaska. A _ code
that fits a state ought to fit a
nation.

For that matter, I do not see why’

a code that regulates one profession
should not regulate ali professions,
and what regulates a_ profession
should be good enough to regulate

a trade or a pursuit of any kind.

To go and throw off so many, many
codes is a sad display of time dis-
sipated and language subjected to
needless wear and tear.

Boiled down, all morals are em-
braced in the one word “Decency.”
Also, boiled down, all codes are em-
braced in the Golden Rule. ‘Why
there should be such labored produc-
tions in stringing out long codes that
nobody can remember is something
that has not yet been explained.

Recently, I suggested that part of
a sentence taken from the photo-en-
gravers’ code supplied an admirable
code in itself. The words were
these:

“Be ever mindful of the rights of
others.”

Here are three more complete
codes, with all fatty enlargements of
language removed:

“Be on the level; also on the job.”

“Be just plain decent yourself and
others will imitate you.”

“Devote at least 50 per cent. of
your time to minding your own busi-
ness.”

I have never noticed where any
code of ethics ever made a bad man
good, but I have often noticed that
codes made bad men act as though
they were good when some one was
watching them. When, however, no
one was looking, their badness broke
out in a rash.

When anybody gets into a profes-
sion or trade and does dirty, mean
tricks, the best remedy is to leave
him alone. A code won’t eliminate
him at all. When allowed to pro-
ceed along his crooked path unmo-
lested, he not only supplies his own
rope, but also supplies the occasion
when it automatically forms into a
noose and takes its place around his
neck. This; is an old adage and a
good one: Every man who merits
elimination eliminates himself.

Natural laws are btter than ethical
codes. Goodness furnishes its own
reward, and badness brings about its
own downfall. Men are what they
make themselves. A good news-
Paper prospers, and a bad newspaper
goes broke, and ethics has no more
to do with your destiny than the
name has to do with the rose, which
smells sweet because it can’t help
it. Men are good or bad because
of some law which has not yet been
isolated, but the law of compensation
is eternal. You get what you de
serve, and generally you ought to
get it worse than you do.

Bert
eos

There is still a good deal of com-
plaint about high prices, but everyone
is agreed that socks should be kept
well up.

Moses.

right, is .

August 1, 1923

Out of Each Dollar Merchant Gets
Two Cents.

The Bureau of Business Research
of Harvard University has dug out a
lot of hard boiled facts about ex-
penses in retail stores. This is what
they found: Out of every hundred
cents which passed. over the retailer’s
counters, the merchants kept less than
two cents profit for themselves. You
probably never knew before how very
little profit merchants make.

You all know the multiple services
rendered by the modern’ store—
searching the markets of the world
for the things you need—having them
ready for you at the time you want
to buy. Their experts go to the fou:
corners of the world buying goods on
the most favorable markets, forming
a mighty influence to keep the prices
you pay, low. They make it possidle
for you to fill your needs most con-
veniently.

The Harvard Bureau of Busincss
Research in an investigation of 266
retail establishments found merchan-
dising costs to be divided as follows:

ihe BO0GER cost net. 12.2
Salaries and wages __________ 13.9

Rentals 9
SRP a 1
Re ee ee 6
WEEGP ORG i 2.1
RereR OS ee ie 9
Light, heat and delivery _____ a
Unclassified 7
STAVeNge oo 3
Comimumcation: 000 0 2
POON ee 3
Ape se 4
DRBTBCIRIIOn. oe q
Professional Services _________ a

Total Expense

 

Total Mdse. Cost plus Expense __ 98.1

‘The merchants made __.. 19
Less than 2c

Few other lines of business are op-
erated on so narrow a profit margin,
and no other line of business renders
so widespread and intimate a service
to us all. Hereafter, before we criti-
cize the retailer and his profits, let's
remember how small a part of the
dollar the merchant keeps.—Boston
Traveler.

ee
Commends Its Fairness.

Grand Rapids, July 24.—I am re-
minded that the fortieth anniversary
of the Michigan Tradesman is at
hand and that I am one of the
twenty-one original subserbers who
have been reading the Tradesman
for the past forty years. It is a
pleasure for me to record that it
has been the most welcome of the
many journals and other reading
matter that have come to my store. I
have enjoyed its fairness in discussing
business affairs and its many helpful
suggestions to the business man. I
also have always. found it on the
right side of good morals, fearlessly
exposing the wrong and wisely and
kindly commending the right. It is
my wish that the Tradesman will
come to its half century anniversary
still in the hands of its present owner
and editor. If it should be my lot
to see you enjoy such an aniversary,
I’ll promise Mr. Stowe my company
all the way. Frederick C. Beard.

—_—_.-->——___
A Grave Question.

Little Laura’s stay in the store had
been so long and she had seemed
so hard to rlease that the clerk
finally blurted out:

“See here, little girl, I can’t spend
the whole day showing you five-cent
toys. Do you want the earth with

a little red fence around it for a
nickel?”
Whereupon Laura said: “Let me

see it, if you please.”

pene ee ceeeninmeeee-

 

nee.

Gennes

August 1, 1923

Srunsnlaeataenertaet ac imeaaeeantieinaateeem meas

MICHIGAN TRADESMAN S 95

 

Be Fe By By Bp Hp Be Be He Be By Be Bp Be Bh Bh He Be Be De Be BAR

 

 

TANGLEFOOT Products

 

 

A carton of Tanglefoot (50 Double

Sheets) Capacity, 100,000 Flies

Tanglefoot FLY PAPER

TANGLEFOOT Sticky Fly Paper is now where you can sell
it at the old popular price of 2 double sheets for 5 cents -
and make a profit of 50 per cent.

By spreading sheets of TANGLEFOOT in your show windows,
especially over Sunday, you will not only catch the flies,
but attract the attention of the 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.
Remember Tanglefoot catches the germ as well as the fly,  * “**%.2) Banletagt cs Cartons
and that poisons, traps or powders cannot do it. Se be i chan

PRICE FOR 1923
Per Case (250 Double Sheets) - $4.15

 

 

 

SUGGESTED
SELLING LIST
for 1923

PRICE TO RETAILERS
(Subject to Change Without
Notice)

TREE TANGLEFOOT

TREE TANGLEFOOT is a sticky compound similar to that used by us in making Fly Paper. It is
easily applied and is the most effective and economical protection for fruit, shade and ornamental
trees against all crawling insects. Particularly recommended against

Canker Worms Tussock Moths
Climbing Cut Worms Brown-tail Moths
Ants Gypsy Moths

On matured fruit trees and all shade trees it is applied directly to tree trunks; on young fruit trees
over strips of manila paper.

One pound makes about 10 lineal feet of band. One application remains sticky three months and
longer—(10 to 20 times as long as any other effective banding comround.) Remains effective

Put up in 1, 5, 10, 20 and 25 lb. rain or shine. Won't soften, won't run or melt, yet always elastic, expanding with growth of tree.

full weight packages.

No mixing required; use exactly as prepared by us. Applied with a wooden paddle. Will not injure

1 Ib. $ 4.00 per doz. (24 in crate) trees,
5 lb. 19.50 per doz. ( 6 in crate)

10 lb. 38.00 per doz. ( 4 in crate)
20 Ib. 75.00 per doz. ( 2 in crate)

Endorsed by prominent park and cemetery superintendents, foresters and horticulturists.

25 Ib. 92.00 per doz. (not crated)

 

oo
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q

f;
RN
i

or
ee a0
PaO) Oe ee ae ia ia
ee a
i

 

Tanglefoot ROACH & ANT POWDER

We have reduced prices 33 1-3% to put both sizes in the popular selling-price class.
Put up in two ounce and half pound packages, to sell to the consumer at 10 cents and 25 cents.
The cans are made of damp-proof fibre with semi-perforated tin tops.

Two Ounce Size:

ee $ .85

i 7 a 1.65

Per case of 5 cartons (10 dozen at 80c) __--_-__ 8.00
Half Pound Size:

Poe ee 8 ft Gogen ot $2.06 $4.00
One Pound Size:

10 Full Pound Packages

1 Large well-made Powder-Gun

ee ee $4.00
There is no better destroyer of Roaches and Ants made. There are no other high-class powders lower
in price, if there are any as low. Quality is Guaranteed.

 

Made by THE O. & W. THUM COMPANY
GRAND RAPIDS, MICH.

 

 

 

 

 

 

PAID 100 CENTS ON DOLLAR.

 

Mark Twain Found Honor Harder
Master Than Law.
“Shoemaker, stick to your last!”
is an admonition to which Mark
Twain, like many another literary,
business and professional man, might
have hearkened with profit. It is
a curious commentary on the way-
wardness of human nature to note
the persistence with which men suc-
cessful in their own lines of endeavor
squander shrewdly earned money on
dubious projects in totally unfamiliar
fields. The successful plumber takes
a flyer in Wall street where he is
just one more lamb to be fleeced.
The hardware merchant listens to the
real estate promoter’s promises of
200 per cent. and later finds him-
self saddled with a white elephant
in the guise of an unproductive tene-
ment house. If Mark Twain had al-
ways remained faithful to his genius,
if he. had not succumbed to the de-
coy of a speculative business killing
when he had assurance of financial
success in literature, he would have
been spared several years of desperate
anxiety over his family’s future and

his own good name.

The literary man is apt to prove a
poor asset in a business combination,
but imaginative writers have been
quick to appreciate the romance of
business and have often written so
shrewdly about commerce and_fin-
ance that one might be tempted to
believe them capable of great achieve-
ments in those fields. Mark Twain’s
business interests, however, never ab-
sorbed him wholly. “Had he consi-
dered them as his friends did in the
light of mere speculations, they
would never have jeopardized the
security of his credit, and forced him
at an advanced age to embark anew
on an ardous career of money mak-
ing.

In 1893 by a stroke of good for-
tune Mark Twain became acquainted
with H. H. Rogers, the Standard
Oil Magnate, an admirer who soon
became a devoted friend. He was
then deeply involved financially, just
how deeply he did not himself realize
until the followng year when catas-
trophe stared him in the face. With-
out the assistance of.the best busi-
ness brains the task of extricating
him from his difficulties might well
have appeared hopeless. It would
be difficult to conceive of a man
better equipped for such an under-
taking than Mr. Rogers, and to his
disintertsted management of the au-
thor’s affairs Mark Twain rightly at-
tributed his financial salvation.

Briefly the situation was as fol-
lows: In 1884 ‘Mr. Clemens had es-
tablished the firm of C L. Webster
& Co., a publishing house that made
its debut under the most ausp‘cidus
circumstances. One. of the first
books published was General Grant’s
Memoirs in the preparation of which
the humorist had a notable part.
The General was at the time dying
of cancer, heavily in debt, his war
glory tarnished by a. worse than
mediocre record as President a>d his
personal honor implicated by assoc’-
ation with a brokerage house of
doubtful repute. The Memoirs, a3
is well known, made more money for

MICHIGAN TRADESMAN

its publishers and the author than
any other book in the world’s his-
tory.
in royalties. This stupendous suc-
cess, which founded the fortunes
of C. L. Webster & Co., was sub-
sequently never even approximated
by the concern Then years after its
spectacular beginning the firm  be-
came insolvent and closed its doors.
Mrs. Clemens, with claims aggregat-
ing $60,000, was the chief creditor.

As the financial difficulties of ‘C. L.
Webster & Co. became more fre-
quent and ominous, Mark Twain
fixed his hopes more than ever on
the anticipated success of the Paige
type-setting machine. From the me-
chanical point of view it was a
marvel of ingenuity. However, its
inventor was never satisfied with re-

sults that a business man~- would
have considered ample to justify
production for the market. He con-

tinued to experiment and to make ex-
pensive changes that consumed years
of time and thousands of dollars
So complicated and intricate was the
machine that it contained more than
20,000 separate parts. In the model
as finally perfected an unsuspected
flaw was revealed. It was found
that type had a tendency to break
under the mechanical adjustment. At
the same time the Mergenthaler lino-
type machine was produced and in-
stalled in all the larger newspaper
and book press plants of the country.
Mr. Rogers had the unhappy re-
sponsibility of disclosing to the
author, then in France working on
his Joan of Arc, the news that struck
the final blow at his long cherished
hopes. Mark Twain was close upon
his sixtieth birthday. To his busi-
ness tribulations was added a deeptr
anxiety over the health of his adored
wife who had been an invalid for
the greater part of their married
life.

In circumstances where a weaker
nature would have despaired he re-
vealed new reserves of strength and
determination. His most valuable as-
sets were the many devoted friends
notably Mr. Rogers, who was able
and desirous to aid in the most ef-
ficient way. Mark Twain possessed
a world-wide reputation, so far only
partially exploited He had also the
assurance enjoyed by the man who
has once achieved success, and that
priceless asset, a sense of honor.

At the meeting of the creditors
Mr. Rogers represented Mr. Clemens.
Albert Bigelow Paine, Mark Twain’s
biographer, vividly describes the
scene . It was like a thousand other
such post-mortems, with its antag-
onistic factions and _ revelations of
character. When it was proposed to
sell Mrs. Clemens’ Hartford house
and appropriate all copyrights of
published and unpublished works,
Mr. Rogers announced that he could
not agree to such action. Mrs.
Clemens was the most important
creditor. Out of her personal fortune
she had lent the firm $60,000, and
he intended to see that her inter-
ests were protected.

Excluding Mrs Clemens’ claim, the
debts amounted to $100,000. In the
end the creditors agreed to Mr.
Rogers’ terms receiving fifty cents
on the dollar realized by the sale

Mrs. Grant received $350,000 ©

of the assets. Only one of the
creditors refused this settlement, but
his attitude remained so threatening
that it was necessary to find means
to pay him off though it meant bor-
rowing from Peter to pay Paul.
Mr. Clemens now determined to liq-
uidate his debts and recoup his fallen
fortunes with the proceeds of a
lecture tour of the
cannot do better than quote from a
statement adidressed to the press
after he had made this determination,
and had actually started on the
tour.

It has been reported that I sacri-
fice for the benefit of the creditors
the property of the publishing firm
whose financial backer I was and
that I am now lecturing for my own
benefit.

This is an error. I intend the lec-
tures as well as the property for the
creditors. The law recognizes no
mortgage on a man’s brain, and a
merchant who has given up all he
has may take advantage of the laws
of insolvency and _ start free again
for himself. But I am not a business
man, and honor is a harder master
than the law. It cannot compromise
for less than one hundred cents on
the dollar and its debts never out-
law From my reception thus far on
my lecturing tour I am _ confident
that if I live I can pay off the last
debt within four years, after which
at the age of sixty-four, I can make
a fresh and unencumbered Start in
life. I am going to Australia, India
and South Africa, and next year I
hope to make a tour of the great
cities of the United States. I meant
when I began to give my creditors
all the benefit of this, but I am be-
ginning to feel that I am gaining
something from it, too, and that my
dividends, if not available for banking
Purposes, may be even more satis-
factory than theirs.

In April, 1895, he was a bankrupt.
Less than three years after (January,
1898) he had made the final pay-
ment to his creditors and was free
of debt, with $13,000 to his credit.

There existed for many years a
widespread belief that he was saved
from his pecuniary embarassements
by Mr. Rogers’ loans and even out-
right gifts of money. Mr. Paine
dissipates this misconception by re-
vealing the exact status of their re-
lations. In a word, Mr. Rogers
served, and most loyally served, the
humorist as his financial advisor.
He regularly invested Mark Twain’s
earnings in such profitable securities
that, had their friendship been of a
few years longer duration, Mr.
Clemens - undoubtedly would have
died a rich man, if not a millionaire.
But Mr. Rogers did not give or lend
him one cent, though Mr. Clemens’
credit with him was limited only by
Mr. Rogers’ own resources.

'While comprehending to the full
Mr. Rogers’ business sagacity, Mark
Twain was too much of a born
gambler to be content with the con-
servative returns on sound _ invest-
ments. Even after the terrible ex-
perience of bankruptcy, when even-
tually freed from debt by the pro-
ceeds of his world tour, he dallied
with speculative. enterprises in a
way that would seem to disprove the
adage of the burned child. To the
conservative, cautious business man
this persistence in a line of action
that had twice proved highly in-
judicious, to put it mildly, would
indicate utter incapacity. Curiously

world. One.

August 1, 1923

enough he realized his limitations
though he did not abide by them.
But though he may never be held
up as a model of commercial sagaci-
ty, he will always exemplify the
great credit essential, Character.

Mark Twain was no universal gen-
ius. In his own field he was un-
equalled. He knew intimately his
own world, but it happened not to
be the world of commerce and fin-
ance. Few of his admirers who con-
sidered him inimitable as a raconteur
appreciated his wisdom; for the
author of The Man that Corrupted
Hadleyburg and Joan of Arc, it is
now conceded, understood and art-
fully revealed the petty weaknesses
and sublime heroism that are the
common heritage of humanity. One
is reminded of the axiom that an
artist is either imitative or creative,
and, when creative, like God he
creates in hs own image. Though
he possessed the underlying strain
of pessimism common to all great
humorists, a strain which is after
all an essential ingredient of humor
itself, a fine idealism was his guide
in the supreme crises of life.

When he returned to the United
States after his tour, Mark Twain’s
reputation had increased to such a
degree that he was offered twenty
cents for every word he might write.
His courageous and successful efforts
to pay off his debts received an un-
expected reward in the public’s es-
teem. He had always been loved for
the joy he brought into so many dull
lives, but it was a new and agree-
able experience to hear and read the
expressions of respect that greeted
him on every hand. Success was as-
sured. The sales of his books
mounted to almost unprecedented
proportions. He had lost a fortune
unwisely, but persevered and made
a larger one. To his failure must
be attributed in large measure that
ultimate financial success and. the
fame for business probity that can-
not be medsured by material stand-
ards. Drake de Kay.

——_>--
The Egyptian Fad.

So far as men’s wear is concerned.
it is fortunate that the Egyptian note
did not go very wide; for a time it
looked as if the vogue of Tut might
influence more than it has, and i!
we had embarked on any extensive
operations aong the line of Oriental
wearables, there’s no telling how many
disasters might have resulted. Once
again we see the danger of support-
ing largely a thought that holds the
eye of the public for the proverbi |
fleeting moment. It is easy enoug'

to become enthusisatic about a novel-.

ty; putting good money and time int>
its further development, is quite an-
other matter. The value of vogues
is always a speculative one—hardly
ever a. sure thing. The man in St.
Augustine, Fla., who named his nex
baby Tutankhamen in honor of the
Egyptian pharaoh would have been
a plunger in Tut finery, were he a
haberdasher—getting rid of the name
will be almost as hard as getting rid
of heavy Egyptian stocks in which

some merchants have invested.
——_+--2

Folks down South are rising in the
Frosperity scale, :

 

—<Sy ~ th pra ONO pee 4

August 1, 1923 MICHIGAN TRADESMAN 97

Sell Semdac Mops in Warm Weather

Summer brings added duties to the housewife because
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furniture. She wants to keep her home tidy, yet the heat makes
hard work objectionable.

 

 

 

 

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A Semdac dust cloth is easily made with a piece of cheese
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stead of scattering it elsewhere to make more work.

The Semdac Mop is a boon to her in summer because she
need not get down on her hands and knees to clean her floors.
’ The flexible handle ‘reaches under all furniture without unneces-
sary exertion. It is a pleasant task to run the mop over the
floor leaving it spick and span. When dirty, the mop swab is
ie easily removed for washing and as easily replaced.

A Special Offer from the Standard Oil Company (Indiana)

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4%

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STANDARD OIL COMPANY

1 (Indiana)
qr 910 South Michigan Avenue Ciienao. Uiets:

 

 

 

 

 

 

 

 

 

 

98
SWAN SONG OF COY STORE.

 

‘Fifty-Three Consecutive Years of
Retail Merchandising.

The Chas. H. Coy store at Alden
is the oldest exclusively retail store
in the Western portion of the North-
ern part of the Lower Peninsula,
of Michigan. This store was estab-
lished August 31, 1870, by Reuben
W. Coy, at Spencer Creek (now
Alden) and is the pioneer retail
store of this region. The Hannah
& Lay Mercantile Co’s store, at
Traverse City, was established a few
years earlier, but has always whole-
saled merchandise in connection with
its retail departments.

Reuben W. Coy, the founder, was
born in Livonia, Livingston County,
New York, April 27, 1843. His boy-
hood was spent on a farm with his
parents near that place. He graduat-
ed from the schools at Livonia and
afterwards took a classical course
in. Lima College, at Lima, New
York. At the beginning of the Civil
War he enlisted as bugler with the
First New York Mounted Rifles and
served with his regiment until the
close of the war. In 1866 he fol-
lowed Horace Greeley’s advice and
came West to Michigan and located
at Elk Rapids, Antrim county, where
he taught school one year and then
entered the employ of Dexter &
Noble as salesman in their store. In
1870 he resigned his position and
opened a general store in Helena
township and platted the village of
Spencer Creek, now Alden. A few
years later he built a grist mill and
afterwards a sawmill, which he oper-
ated for many years. In 1873 he
was married to Helen M. Thayer,
daughter of Mr. and Mrs. Lucius
A. Thayer, of Clam River. Mr.
Thayer was a brother of the late
George W. Thayer, formerly mayor
of Grand Rapids. Their children
now living are Chas. H. Coy of
Alden, Ernest O. Coy, of Iron River,
Mrs. Grace Shepperson, of Grand
Rapids, and Mrs. Helen M. Vought,
of Boyne City. In 1890 Mr. Coy dis-
posed of his mill plants and devoted
his time entirely to his rapidly
growing mercantile business. Mr.
Coy served as postmaster of Alden
for twenty-five years and served the
township for many years as super-
visor and clerk. Me established the
first Sunday ‘school in Helena town-
ship. He was a progressive, public
spirited citizen and worked hard to

advance and develop the resources -

and interests of the region. He was
a member and trustee of the Metho-
dist Episcopal church and a member
of the Grand Army of the Republic
and the Masonic fraternity. He died
at his home in Alden, January 12,
1896, at the age of 53. The Elk
Rapids Progress commenting on his
death said this:

Death loves a shining mark and

no truer exemplification can be found
than in the statement that R. W.

Coy is dead. He was an honest,
energetic, intelligent, public spirited
Christian gentleman, who labored

with and for the best interests of his
fellow men. He attended strictly to
business and by his economy and
thrift accumulated considerable prop-
erty. As a merchant he was honest
to the last degree and as a citizen
naught can he said against him.

- Dexter

MICHIGAN TRADESMAN

He was a born philanthropist and
no hungry or needy person who was
deserving was ever turned away.
As a public benefactor he excelled
and always had the best interests
of the-community at heart.

A history of the old store would
not be complete without a sketch of
the early history of Spencer Creek,
now Alden, as it is so closely inter-
woven with it. In 1854, the firm of
& Noble, of Elk Rapids,
operated heavily in lumbering pine
and at that time had a string of five
lumber camps in operation. The
first camp was located on the East
arm of Round Lake, in Kalkaska
county, the second camp was located
on the East bank of Torch River,
also in Kalkaska county, the third
was at the South end of Torch Lake,
where the Crystal Beach resort is

 

 

The First Store on Torch Lake.

now located, the fourth at the present
site of the village of Alden and the
fifth camp was located eight miles
Northeast of Alden, on Grass River.
John Spencer had charge of the
fourth camp at the present site of
Alden and built the first house at
this point, a log one, in 1854 and
the stream flowing through the vil-
lage was named after him and is
calléd Spencer Creek to this day.
Mr. Spencer built extensive camps
and operated for several seasons and
eventually the village sprung up here
and was named after Mr. Spencer
and was called Spencer Creek, which
name it retaind until 1891, when the
Chicago & West Michigan railroad
was built through the town and the
name changed to Alden, in honor
of William Alden Smith, who
then connected with the railroad and
who at the present time is President
of the Grand Rapids Savings Bank.
After the pine was cut, settlers began
homesteading the Government lands
near the East shore of Torch Lake
and the problem of getting in sup-
plies was an arduous one, the nearest
supply being Elk Rapids, a distance
of eighteen miles to drive. There
were no bridges in the early days
and in order to make the trip to
Elk Rapids, it was necéssary to ford
Torch River, which was done at its
mouth, the teams swimming across,
a hazardous and dangerous undertak-
ing. All this was changed when R.
W. Coy opened up his store in 1870
on the bank of Torch Lake, near the
point where Spencer Creek empties
into it. The original store building
is presented with this article. This
building housed the business until
the new store was built in 1888,
about a block away, from the old
store. This building is still used

Was

for a store by the present owner
of the business. The business ven-
ture of R. W. Coy met with a hearty
reception by the early settlers and
the new store was well patronized.
The original sales book used at the
opening of the store August 31, 1870,
is in possession of the writer. From
this we glean the fact, that the first

day’s sales were $46.81, not at all.

bad for a store newly opened up in
the woods. James Lewis, afterwards
manager of the Cushman ‘House, at
Petoskey, was the first salesman.
The first sale, a half pound of tea,
sold for 50 cents to John F. Main,
then a small lad. He is still living
in Alden and is the proprietor of
Alden’s hotel, the Main House.
Comparing the prices of merchan-
d’se in the old sales book, we note
that they do not vary much from
present day prices. A few excep-
tions are noted, viz; kerosene oil re-
tailed for 40 cents per gallon; eight
inch flat files sold for 40 cents each;
ten inch at’ 60 cents; saw handles
$1.50 per pair; Japan tea of about
the present 40 cent grade, sold for
$1 per pound; coffee was little used
in those days and this item seldom
appears, sugar sold for 15 cents per
pound; lard at 25 cents; cotton
spool thread, 10 cents; raisins, 30
cents per pound. Some articles were
much cheaper then than now—shoes,
cheese, butter, pork beef, spices and
flour. One item appearing frequently
is tin candle sticks at 10 cents each
and candle wicking was a very staple

 

 

 

The Late Reuben W. Coy.

article, showing that candles were
still in general use. No doubt the
price of kerosene made its use pro-
hibitive for many. There was no
bluing sold in small packages and
liquid bluing was unkonwn. Pure in-
digo was sold instead. It came in
small wooden boxes about the size
of a school chalk crayon box and
sold by the ounce. Maccaboy
Scotch snuff, in pound tin cans, was
a staple article, now rarely sold.
Wire hoop skirts were good sellers.
Later on wire bustles were popular.
Nearly every settler possessed some
kind of a shooting iron, either a
muzzle loading shot gun, rifle or
Civil War musket, and a great deal
of gunpowder, percussion caps and
shot were sold. The modern paper
bag was unkown and each salesman

August 1, 1923

was taught the art of making corn-
ucopias from sheets of paper or
paper cones to use in wrapping bulk
groceries. like sugar, tea and_ salt.
The writer remembers very keenly
an experience he had in his father’s
store, when he was a small boy
12 years of age. A customer came
in and bought~two pounds of fine
shot of him. This he proceeded to
wrap up in a cornucopia made from
light weight tea paper. He poured
the shot out of the scoop into the
cornucopia and it went through it
and scattered over the floor. His
father and the customer laughed
heartily at his predicament. Being
sensitive to ridicule, he went out
back of the store, sat down on the
woodpile and cried hard to relieve
his embarassment. It is needless to
say that he learned a lesson from
this experience and wrapped shot in
heavy straw paper from that time on.
The shoe retailers of to-day who
have to carry a multitude of styles
to cater to the whims and fancies of
their customers, only to sustain heavy
losses, when the styles change, would
welcome trade conditions of the early
days in the old store.
not sold in individual cartons, as
now, but came packed in bulk in
wooden cases containing a dozen
pairs, each pair fastened together
with a cord. strung through the
backs of the shoes. There were just
two styles for women, a cloth Prun-
ella gaiter, with rubber gore in the
sides retailing for $1 per pair and
a pebble goat button shoe selling for
$2.25. Men wore boots more often
than shoes. Heavy rubbers were not
on the market. Two grades of boots
were sold, one a_ split leather boot,
selling for $3 per pair and a full
stock of French hip boot for $4.50.
The boots were pegged with wood-
en pegs, frequently projecting through
the inner soles. Before the boots
were tried on by the customer, the
salseman was obliged to remove these
projecting ,pegs with an iron float,
this giving the salesman plenty of
exercise along with the sale. For
girls there was only one style, a
heavy calfskin shoe, and for boys, the
famous copper toed boots, with the

American eagle or flag stamped in
gilt on the tops.
Kingfisher.

It was a matter of considerable dif-
ficulty to get merchandise transported
from Elk Rapids to the store at
Spencer Creek. In the summer time
it was brought up by one of Dexter
& Noble’s tugs and in the winter
time, when the lakes were frozen;
was hauled across Elk and Torch
lakes on the ice. The tugs had no
regular schedule of stops at Spencer
Creek and there was no _ certainty
of obtaining merchandise when want-

ed. To overcome this Mr. Coy
purchased from Wilson Rushmore,
at Elk Rapids, in 1871, the small
but staunch two masted_ schooner,
King Fisher. This was a_ sturdy
boat, forty-five feet in length and

of good wide beam. It carried a
crew of two men and could carry
twenty passengers besides freight.
The boat was sailed on Torch Lake
to Torch River and poled down ;the
river. The gunnels running the en-
tire length of the boat, were about

Shoes were’

 

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August 1, 1923

MICHIGAN TRADESMAN

That we are the OLDEST TRUST
COMPANY in Michigan?

That we were Organized in 1889
for the express purpose of
acting as Executor, Administrator,
Trustee under Wills, Guardian,
Assignee, Receiver, Agent and in
Other Fiduciary capacities?

That we have grown until we have
nearly 100 people in our offices,
divided into eleven specialized
departments, and that in all
these years we have acquired a
vast amount of experience through
settling THOUSANDS of ESTATES?

That the FEES for settling an
Estate by an Executor or
Administrator are GOVERNED
BY LAW, and are the same
whether this Trust Company,
or an individual, acts?

THE

MICHIGAN TRUST

COMPANY

GRAND RAPIDS

 

eae pete aiesiccoataecennaett te iar

99

 

a sn a eee

 

 

 

 

100

ten inches wide. The crew walked
on the gunnels from bow to stern,
pushing against the bottom of the
river with pike poles, thus propel-
ling the boat. This had to be done
for a distance of three miles until
Round Lake was reached. The boat
was then sailed across Round Lake
through the narrows into Elk Lake
and across to Elk River and was
then poled through the river to its
destination Elk Rapids. A profitable
business was done, carrying settlers
and their household goods from Elk
Rapids to Spencer Creek, as the
country about the village was rapidly
filling up with settlers. My father
once stated that “The purchase of
the King Fisher was one of the best
investments I ever made, for it
paid for itself in one season, be-
sides paying the wages of the crew
and hauling his merchandise free.”

A warehouse, located back of the
store, on the shore of Torch Lake,
was used for storing the bulky mer-
chandise, such as barrels of flour,
salt, kerosene oil, hay and feed. The
warehouse was filled in the Fali with
a sufficient quantity of this mer-
chandise to last through the Winter
months. These supplies were ship-
ped from Chicago and Milwaukee by
lake steamers to Elk Rapids and then
transferred by the King Fisher to
Spencer Creek. A similar condition
still exists on Drummond Isiand,
where sufficient supplies have to be
stored in the Fall to supply the in-
habitants through the Winter from
the close of navigation in the Fall to
the opening in the Spring. The old
warehouse was eventually moved up
onto the street, remodelled and now
houses the Alden postoffice. The
original crew of the Kingfisher was
Levius Van Camp and his son,
James. In the fall of 1872 Levius
Van Camp was shot and killed by
John Fitch in the woods, five miles
East of Spencer Creek. They were
hunting deer together, Mr. Van
Camp wore a tan colored hunting
jacket and was mistaken for a deer
by Fitch, who shot at him killing him
instantly. The next season. the
Kingfisher was operated by James
Van Camp and John F. Main. This
was the last season’s run for the
Kingfisher, as the Grand Rapids and
Indiana railway was built this year
(1873) and Mr. Coy was no longer
dependent on Elk Rapids for his
supplies, hauling them in from Kal-
kaska by teams, a distance of eight-
een miles. The boat was then sold
Mr. Coy supplied all of the con-
struction camps at Kalkaska, Man-
celona and Elmira with provisions,
while the G. R. & I. was being built
through this territory. The sales
in 1873 were among the largest in
the history of the store. A_ history
of the early days would not be com-
plete without mention of other boats,
plying on the chain of lakes. The
iron furnace owned by Dexter &
Noble, at Elk Rapids, first went into
blast, in 1873 and cordwood was
secured for it from the settlers around
the shores of Elk, Round, Torch and
Clam lakes, to be converted itno
charcoal and used in refining the
iron ore. The wood was loaded on
large scows or lighters, from the
banks of the lakes. These scows

 

MICHIGAN TRADESMAN

were towed to Elk Rapids by three
powerful tugs, namely, the Elk, the
Torch and the Albatross. The cut-
ting, ‘handling and hauling of the
cordwood gave employment to large
forces of men on the several lakes.
Logs were also towed in booms to
the Dexter & Noble sawmill at Elk
Rapids. The crews working on the
lakes, lived in boarding scows or
floating camps. The boarding scow
for the wood crew was a two-story
building, built on a large scow, the
crew sleeping in bunks in the second
story. The first floor was divided
into three rooms, used as a dining
room, kitchen and lounging room
for the men. The log boarding scow
was not so large, the building on it,
being only one story, but the ar-
rangement for the care of men was
similar. The finest passenger boat
that ever sailed on the chain of lakes
was the sidewheel steamer, the Queen
of the Lakes, owned by Dexter &
Noble. This ran on a route between
Elk Rapids and Brownstown (now
Torch Lake village) at the North
end of Torch Lake, making stops at
Torch River, Spencer Creek and
Clam River. The boat was purchased
at a cost of $35,000 and was a double
deck boat, containing several state-
rooms, a dining room and a main
cabin, as well as a large open upper
deck for passengers. It carried a
crew of four men under the com-
mand of Captain Fred Johnson. The
boat did not prove profitable, how-
ever, as it cost too much to operate
it and to the great disappointment
of the inhabitants about he _ lakes,
was sold in the early eighties and
was taken to Black Lake, to be used
on a run from Holland to Ottawa
Beach. Other passenger boats oper-
ating on the lakes after the Queen
was’ sold, were the Jennie Silkmazx,
owned by Cameron Bros., at Brown-
town, used both for passenger ser-
vice and for towing logs to their
mill at that place and for hauling
hemlock bark, to be shipped to Mil-
waukee. This was taken aoross
from Torch Lake to Lake Michigan,
a distance of about three quarters
of a mile, on a tram road, the cars
being hauled by horses. Later the
steamer Times plied between Bel-
laire and Elk Rapids and afterwards
the River Queen covered the same
route. Some time in the eighties
Joe Hawley and Ira Sharp bought
the steamer Ida and it was placed
on the run between Elk Rapids and
Spencer Creek. This boat finally
sunk in Clam River and was aban-
doned. Afterwards a fine new boat
was purchased by them, the steamer
Odd Fellow, to replace the Ida.
Later a sister boat was bought, the
steamer Mable, to better care for
their growing patronage and for sev-

“eral years a profitable business was

done. Captain Hawley operated the
‘Odd Fellow and Captain Sharp the

:Mable. The Odd Fellow made two
round trips each-day from Alden
-to Elk Rapids arfd the Mable con-
-mected with this schedule, making
two round trips to Bellaire daily. On
-the advent of the gasoline motor
“boats and automobiles, the boats be-
“came unprofitable and were sold to

parties near Charlevoix and were put

‘oi hi Bing. Lake “run. At the

  

August 1, 1923

 

 

 

A WELL-SECURED, CONSERVATIVE INVESTMENT

Yielding 7.11”

Jn a sound business witha splendid record of
uninterrupted growth, earnings and dividends.

WE OFFER THE UNSOLD PORTION OF

$150,000

National Brass Company
GRAND RAPIDS, MICHIGAN

7% Cumulative Preferred Stock
Par Value $10.00

Tax Exempt in Michigan.
Dividends Exempt from Noi mal Federal Income Tax.

7% preferred dividends paid continuously since
incorporation in 1912.

Cash and stock dividends have been paid annually
on common stock amounting to an average of over
16% for the last ten years.

$356,250 common stock now outstanding, on
which a 7% cash dividend was paid in 1922, and
over which this preferred stock issue has prior
claim on earnings.

An unusually stable business, selling builders’ and
furniture hardware to over 7,000 retail hardware
merchants throughout United States and Canada.
It has never been able to supply the demand for its
r roduct. |

Shipments have steadily increased from $7,000 the
first year to $464,000 in 1922, and are running this
year at the rate of $590,000 annually.

For the last eight years average annual earnings
after taxes and depreciation applicable to dividends
have been $36,768, and this year are at the rate of
over $50,000.

Net tangible assets of over $400 behind every $100
par value of preferred stock.

Purpose of this issue is to retire outstanding issue
of $50,000 preferred stock, finance the erection
and equipment of a large addition now under con-
struction and add to the working capital.

Let us explain the full details of this attractive in-
vestment, which we recommend as well secured
and conservative. Phone or write us, or call at
office.

The $10 par value stock makes it an inviting in-
vestment for small funds as well as large.

Price 98% % and Accrued Dividend to Yield 7.11%

PERKINS, EVERETT & GEISTERT

  
  
  

     
     

 

   

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August 1, 1923

present time, no passenger steamers
ply on the chain of lakes, of which
Torch Lake is a link. However,
there is no prettier trip to be taken
in America than that through this
chain of lakes: and as the resort busi-
ness is increasing by leaps and
bounds and numerous new cottages
are being built on the shores of the
lakes each season, a new passenger
boat will, undoubtedly, be placed on
this route in the future and will
prove a profitable venture for the
owners.

Returning, again, to the subject
of the old store, the writer remem-
bers welf when the Ottawa and Chip-
pewa Indians were numerous and of
their bringing furs and baskets to
the store for sale and of seeing his
father grade the furs.* The muskrat
and mink skins were the more num-
erous and were sorted in three grad-
es, according to quality. Red and

grey fox skins were common and
occasionally the skin of an otter and
black bear was purchased. Skunks
were not native here in the early
days and no_ skunk hides’ were
bought. Skunks are plentiful and
common to-day, however. Another

article that was extensively pur-
chased from both the Indians and the
white settlers was the native gin-
seng root. This was purchased in
large qyantities and shipped to New
York City, usually in sugar barrels.
The price paid then was about $1
per pound for the dried root. Now

day in New York City, the principal

that the timber is cut away, wild
ginseng is very scarce and sells to-

% LATaAmAnAmAmAmAMAMAmAMAL

MICHIGAN TRADESMAN

export market,
pound.

Notwithstanding the fact that the
store has been in continuous opera-
tion for fifty-three years, there are
customers still trading with it, who
started trading away back in 1870
and in several instances four genera-
tions in the same family have been
customers of the store.

The Old Grist Mill.

The grist mill installed by my
father in 1875 was of the old stone
burr type. It was operated by water
power, utilizing the waters of Spen-
cer Creek and the old mill pond was
near the store. This has long since
disappeared. The miil was an up-to-
date one for those days. Amasa B.
Probasco, also of Livonia, N. Y.,
was the first miller. The mill did a
flourishing business grinding the
grains of the early settlers, who
came from as far away as the districts
around Central Lake to the North,
Mancelona and Westwood to the
East. It also drew a good patron-
age from Kalkaska county to the
South. Among the first recollections
of the writer of this article is one of
how the early settlers came for
miles with their grist to be ground
in his father’s grist mill. Horses
were scarce in those days and wagons
and buggies were curiosities, Four
wheel trucks were used, the wheels
being sections sawed off from the
ends of maple logs and the motive
power ox teams. It was a common
sight to see ox teams, lying down in
their yokes near the old mill, chew-
ing their cuds and enjoying a well

CirOmrAmAmAmAmAme m7 mim at

 

for $15 to $18 per

earned rest before resuming their
long journey homeward. The old
stone mill filled a long felt want in
the regional life of those early days.
The mill was a place of peculiar in-
terest to the writer in his boyhood
days. In the winter time it was
heated by a large box stove and
many a happy hour was spent by him
beside it in parching field corn to
eat and visiting with the old miller.
But the old stone grist mill finally
had to succumb to the sweep of
modern inventions. The roller process
of grinding grain between hardened
steel rollers was invented and a
mill of this type was installed by
Dexter & Noble, at Elk Rapids. The
new process was such an improve-
ment that patronage soon drifted
away from the mill. at Spencer
Creek and the mill was closed and
the machinery dismantled and_ sold.
The Pere Marquette railway now
crosses the site of the old mill dam.
The building still stands and is used
as a warehouse for the store at the

“present time.

: Maple Slivers.

While R. W. Coy, managed the
store continuously up to the time of
his death, there was a short period
of a few months, when he did not
own the stock and that carries us

into the history of the epoch of
“Maple Slivers.” The famous
“Maple Slivers” were due bills is-
sued by Dexter & Noble, of Elk

Rapids, and were made payable in
merchandise at their store and were
used in buying logs and wood. The
panic of 1873 did not immediately

 

|| If your store burns today, could you prove your loss

: 101
affect business in this region uhtil
a year later, in 1874, and then the
depression was_ serious. In this
year Dexter & Noble conceived the
idea of discontinuing the buying of
logs and cordwood for cash and is-
sued trade due bills, payable in mer-
chandise at their store instead. These
at once became very unpopular with
the settlers and were promptly dub-
bed by them “Maple Slivers.”

Dexter & Noble had a practical
monopoly of the buying of timber
products, as there were no other
firms buying in this territory at this
time. Located, as they were, at
Elk Rapids, at the outlet of the
system of the chain of lakes, they
occupied a position of strategic im-
portance, as all timber had to be
floated down stream and they were
located where they were sure to get
it. The early settlers were obliged
to sell to them as there were no
other buyers here and there was
no railroad in this territory, so
they could ship logs and wood out
to other points. The nearest rail-
road was the G. R. & I. which was
twelve to eighteen miles distant. The
settlers were actually dependent on
the sale of logs and wood for their
very existence, as there was no
market for farm products at this
time. “Maple Slivers’” soon became
the only medium of exchange and
money soon disappeared from _ cir-
culation entirely. My father accept-
ed “Maple Slivers” in payment for
goods in his store and for a while
everything went fine, as Dexter &
Noble sold him merchandise from

ows
POY

«|| Would that loss represent the savings of a lifetime? :

«| «Is your earning power decreasing? Would a fire loss ruin your [&

: credit? 5

 

<| In figuring your over-head expense, do you realize that the item §&
: of fire-insurance is most important?

=| For net profit, which would you choose, to reduce your over-head__ &

 

 

 

 

3 1%, or increase your volume 20%? result would be same. :
5|| If you choose to do one or both, we can help you to a saving :
: of from 30 to 50% on the item of fire insurance. :
; For rates and terms on any mercantile risk in Michigan, write to :
WM. N. SENF, Sec’y and Treasurer. :
: Michigan Bankers and Merchants Mutual Fire Insurance Co. :
e Of FREMONT, MICHIGAN :

ZEEE BOB OMBOMOBO) MET BIE

DON CAVCA GAGA GAIN

 

 

oe eee

 

 

 

102

their stocks at wholesale prices, ac-
cepting the “Maple Slivers” in pay-
ment at full face value, thus al-
lowing him a margin of profit. This
worked out nicely for two years,
but January 1, 1877, they refused to
sell him merchandise at wholesale
charging him full retail price instead.
My father was forced to sell out
to them and met the issue by doing
so. They took over his stock of
merchandise in the store and the
stock of grain in the grist mill, but
he kept his buildings and fixtures
They retained him at a salary of
$125 per month as manager at
Spencer Creek. They were soon to
be punished for their unscrupulous
ness. John Mitchell, of Elk Rapids,
a local money loaner, bought up a
large amount of “Maple Slivers” at
a discount ranging from twenty-
five to fifty per cent. At the same
time, the late Perry Hannah, of
Traverse City, had done the same
thing and then came the show-down.
Mr. Hannah bought a large amount
of wheat of Dexter & Noble and
demanded that they accept ‘Maple
Slivers” at their full face value in
payment. This they refused to do,
stating that they would pay them in
merchandise only from their store.
At about the same time Mr. Mitchell
presented his accumulation of “Maple
Slivers” and demanded that they be
paid at full face value in cash. This
they also refused to do. Mr. Han-
nah and Mr. Mitchell pooled issues
and took their case into the Federal
court at Grand Rapids. The “Maple
Slivers” were printed in green on
white paper and had the appearance
of money, although reading payable
in merchandise, as has already been
stated. They were the only money
in circulation during this epoch.
When these facts were brought out
in court, the decision was made by
the judge, “that in as much as they
were displacing U. S. money and
were circulating as money, their use
was illegal” and Dexter & Noble
were ordered by the court to dis-
continue their use and pay the
parties holding the - outstanding
“Maple Slivers” in cash. There was
great rejoicing tamong the settlers
at the result of this trial, as the
“Slivers” had worked a real hard-
ship on them, especially when tax
paying time came, as they were not
accepted, of course, for taxes and
there was no other way of obtain-
ing money. If you wish to see any
of the old residents of this region
literally “go up in the air,” just
mention “Maple Slivers” to them.
They were surely most decidedly un-
popular in every way. It is said that
Mr. Hannah and Mr. Mitchell clean-
ed up several thousand dollars in
their deals and the firm of Dexter
& Noble was handed a real financial
bump. Soon afterwards R. W. Coy
bought his stocks back from the
company and continued his business
as before.

After the death of Mr. Coy, in
1896, Lewis Way, who had entered
his employ in 1883, as _ salesman,
was made administrator of the estate
and the mercantile business continued
by the family under the style of the
R. W. Coy Estate, for a period of
four years. In 1998, what was then

MICHIGAN TRADESMAN

known as the “Klondyke” railroad
was built as a branch of the Pere
Marquette railroad from Rapid City
through Kalkaska to Sharon, into
the large tracts of pine owned by
the Thayer Lumber Company, of
Muskegon. When the construction
of the new road was started, at
Rapid City, large gangs of men were
employed in construction work. Mr.
Way foresaw that this would be an
excellent point for a branch store
and he immediately got busy puting
the store in at this point. He pur-
chased a lot and in seven days time
had a store building erected and was
selling goods in it, the merchandise
for this store being rushed from the
store at Alden. Carpenters worked
on one side of the store, while goods
were being sold on the other. Mr.
Way was a genuine hustler and this
is only one of many instances of
his accomplishments. He was em-
ployed by the Coy interests for a
period of over fifteen. years and
served them faithfully and well. The
Rapid store soon developed a large
trade. Two years later it was sold
to Mr. Way, who still operates it,
having built up under the manage-
ment of his son, Dan Way, a very
successful business. After the Coy
estate was fully probated, the mer-
cantile interests at Alden were re-
organized under the name -of the
Coy Mercantile Co., Ltd., with Mrs.
Helen M. Coy, Chas. H. Coy, Ernest
O. Coy and Helen M. Vought as
partners, later Mrs. Coy and Charles
Coy purchased the interests of the
other partners. In 1908 Charles
Coy purchased the interests of his
mother, Mrs. Helen M. Coy, and
became sole owner of the business.
In 1912 he took over the mercantile
stock at Comfort, located between
Alden and Bellaire, from Chester
Hall and took in his cousin, Frank
H. Lyon, as partner with him, oper-
ating this store under the style of
Lyon & Coy. A few years later
85 acres of land surrounding their
store was added to their holdings and
for two seasons they operate this as
a farm, in connection with the store
business. In 1918 Mr. Coy sold out
his Comfort interest entirely to Mr.
Lyon, devoting his whole time to his
Alden store and the buying and
shipping of beans in car lots, in
which he was a heavy shipper. After
operating the Alden store for a
period of fifteen years, he is now

liquidating it and expects to sell his
store interests September 1 to other
parties and take up other work.
This will complete fifty-three conse-
cutive years of merchandising, by the
Coy family, in Alden. Mr. Coy’s
mother, Mrs. Helen M. Coy, and
Mr. and Mrs. Charles H. Coy with
their daughter, Marian, all expect

to move to other points this Fall and

the last member of the Coy family
will have left Alden. They will
always have the most pleasant
memories of Alden and the beauties
of Torch Lake, than which there is
no handsomer body of water in the
United States.

A great many changes have came
to Alden in the past few years.
It is rapidly developing as a sum-
mer resort and is very popular with
Chicago, Cincinnati and Toledo
tourists, who own many cottages in
and around it. It is now the leading
summer resort between Grand Rap-
ids and Charlevoix and new cottages
are being built here each season.
It has also became an important
shipping point for potatoes, beans,
apples, cherries, cattle, hogs and
chickens. Alden is now one of the

August 1, 1923

best business points in Antrim
county.

Gone are the days of lumbering
and sawmills about Alden. Gone
are the days of lumberjacks and log
drivers on our lakes and rivers. Gone
are the days of wood scows and wood
camps. The big sawmill, the roller
flour mill and the iron blast furnace
owned by Dexter & Noble at Elk
Rapids, are dismantled and the build-

ings razed. Gone are the cheerful
whistles of the tugs and passenger
boats on old Torch Lake. Gone are

the Indians with their dugout canoes,
which they paddled so. gracefully.
All these are now but memories, and
we miss them. The beautiful sun-
sets of Torch Lake shine on these
scenes no more. One month from
this issue of the Tradesman_ the
curtain falls on the history of the
Coy store and this article is its
swan song. Charles H. Coy.
——_>+2—_____
A Coming Financier.
Father—If you'll be a good boy.
Frank, I’ll give you this new shining
dime.
Frank—Well, Pa, haven’t you got
an old dirty half dollar instead?

 

FIFTY YEARS AGO

Fifty years ago to-day I was clearing logs away
And at evening burning brush on the farm that was to be;
Every acre that could grow something needful here below
Seemed to be just so much sky let right down from heaven for me.

While it was a stubborn fight, yet its memory brings delight
As perhaps no other work with its sweat and grime can give.
I was master in the game, nature’s age-old work was vain,
It was mine to make the terms by which with her I could live.

True, it was destruction bold, not so much for winning gold
As the thought of home, sweet home spun its cables in the soul;
Yet with love upon its throne there was something that I own
Seemed as waiting, waiting still as the ultimate, the goal.

And the time of moving, too, from the old house to the new
Was looked forward to for years as the real home at last;
But its joy seemed in the main as a place to entertain
More than giving to the life something better than the past.

But I’ve found I did not know, in those years ef long ago,
That I’d never see the time that meant more to life than when
In those stern and strenuous days, holding shope before my gaze,
That to even up with life I must live the more in them.

And I’m sure the one at rest who shared with me in the quest

Of all compelling force that makes this old world go round,
Would agree with me to-day that ’tis not too much to say

That the really better days, save in dreams, were never found.

But with all the failures met there is nothing to regret
In the monumental work of the making of a home;
And so long as life shall last, memories of the precious past
Will in ever bright’ning gleams in their sweet persistence come.

L. B. Mitchell

 

Our skilled operators
get you the evidence

EXPOSED!

Facts, existing conditions, the things you want to
know—these we supply in detail to all of our clients.
Whether for an individual or a corporation, we carry
on the same quiet, penetrating investigations. Phone
for representative to call,

 

 

 

"i oe - Headquarters:
National Detective AZency 333-345SHouemanpide.
Day: Citizens 68-224, Bell M. 800. Night: Citizens 32-225 or 63-081
By Our Membership in the International Secret Service Association We have a Representative in Every Principal City.

 

 

“ +
LCR aay TRIOS arse

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LR. a TEED vereeee9

   
 

 

August 1, 1923 MICHIGAN TRADESMAN :

 

  

   

 

SAFETY SAVING SERVICE

Federal Hardware § Implement Underwriters

and Associated Mutual Insurance Companies

Write their Policies to Cover

Three Classes of Risks with Graded Dividends as follows:

CLASS A. Hardware, Implement and Sheet Metal Stocks and Buildings containing same,

also Dwelling Property when occupied by Owner.
MINIMUM DIVIDEND ON THIS CLASS, 50%

CLASS B. Automobile Garages, Plumbing Shops, Blacksmith Shops, Harness Stores, Fur-

niture Stores, Drug Stores and Shoe Stores, Buildings and Contents.
DIVIDEND ON THIS CLASS, 40%

CLASS C. All Property not included in the above Classes A and B, which are acceptable to

our Companies, and will pass our rigid Inspection.

DIVIDEND ON THIS CLASS, 30%
KEEP THESE FACTS IN MIND

No Mutual Fire Insurance Company with $200,000.00 of Surplus has ever Failed or made an Assessment.

No Hardware or Implement Mutual has ever made an Assessment.

No Hardware or Implement Mutual has ever Failed.

1500 Stock Companies have started in U. S.—1300 Failed, 16% Survived.

2900 Mutual Companies have started in U. S.—700 Failed, 76% Survived.

These Companies are recognized as the Strongest and most Reliable Mutuals in the United States, why not insure with
them at once?

 

¢ IIL LLL LLL EEE ULMsdssdsdbddddddddddddds

 

Likihhddte CLLLLAALLLILA LAA AAA AAA AL LLL LLL LLL LLL Lb ddd

   

GAMMA AEsicLLLLLLl

    
   

' LLL

Che Finnish Mutual Fire Insurance Co.

F. A. ROMBERG, Gen. Msgr.

If interested write for further particulars to

 

CLASS MUTUAL INSURANCE AGENCY :: F remont, Michigan

RLALLLLILUL ALAA ddd ddd dd ddA LLL Added

  
  

ORGANIZED IN 1889
Three Greatest Old Line Companies Compared to the Finnish Mutual as to Protective Strength

Assets Surplus Loss Expense

Assets per M per M ___ Ratio Ratio
Home Insurance Co.___________ $79,391,575 $12.00 $2.70 59.4% 40.5%
Hartford Fire Insurance Co._____ 67,104,458 10.00 2.15 49.2% 41.%
Continental Insurance Co.______ 49,770,190 13.14 4.50 49.8% 41.4%
Finnish Mutual Fire Insurance Co. 264,586 43.68 35.25 36.5% 18.5%

FACTS TO BE REMEMBERED

The Finnish Mutual has been doing business for Thirty-three years.

It has the largest ratio of assets to business in force of any Company in the State of Michigan.

It has returned Dividends of 50% for the past 28 years.

It has a Surplus of over Two Hundred Thousand Dollars.

This Company writes insurance on good Mercantile, Garage, Church, School and Dwelling Risks.

Dividends are paid to all Members who have held Policies with the Company for a period of Three Years. We are

now mailing DIVIDEND CHECKS to those who insured with us three years ago amounting to 50% of all the Premiums
paid in during this Three Year Period.

Dividend for 1923 BO “ho |

ARE YOU INTERESTED? YOU SHOULD BE! WRITE FOR FURTHER INFORMATION

GLASS MUTUAL INSURANCE AGENCY
Home Office General Agents

CALUMET :: MICHIGAN FREMONT :: MICHIGAN

  

MiddddbdddddddddddddddddddddlddadddididdddddidddadaeRLLZZZZZZZE.

 

MMMM LLL LLL LL LLL LLL LLL LLL LLL EEE s

 

 

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103

 
     
   
   
   
 
 
 
 
 
 
 
 
 
   
  
 
    
  
    

 

  
  
     
   

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104
INCREASED NINE FOLD.

 

Record of Grand Rapids Banks for
Forty Years.

No survey of the business and in-
dustrial life of this community for
the last forty years might be called
complete if it did not contain abund-
ant reference to the growth and
development of the banking interests
which in every cOmmunity reflect in
composite form the net results of ts
achievements. The tangible growth
of a city is often measured by the
character of its publicly and privately
owned buildings, its parks, its pub-
lic utilities and conveniences, its
schools and playgrounds, its churches
its streets and bridges. All of these
interesting things can be seen with-
out much effort. A closer study and
analysis shows the growth of par-
ticular industries. The shop windows
reflect the purchasing ability of the
people.

The crowded streets give impressions
of the people themselves, their oc-
cupations and character.

A study of the banking conditions
sums up their achievemen‘s, illustrates
their thrift and conservatism, so it is
quitet natural that Mr. Stowe should
wish somewhere in his anniversary
number to have a short survey of
this interesting line of activity, in
order that he may present a balanced
picture of what has been done here
in the last forty years.

To my knowledge, no one, not
himself a banker, has been more in-
terested in having well managed and
well equipped banks in this city
than our friend Ernest A. Stowe.
Not because he used them unduly
himself, but rather from the fact
that he knows that the commercial
needs for sound banks are compel-
ling, and his purpose always has been
to hold to high standards in com-
merce and trade.

That we may see at a glance the
progress made since 1883 in the
banking power of the cty, it is in-
teresting to compare the statements
of the city banks then and now.
Four National Banks in 1883 reported

as follows:
Stocks, bonds and mortgags___$ 363,000
Loans and discounts __________ 5,592,000
Due local banks from _ other
RC 578,000
Cash in the vaults _-____.______ ,000
Invested in bank building and
Nn 68,443
Capital stock invested ___..____ 1,300,000
Surplus and undivided profits 524,000
Deposits of all kinds ~____-____ 5,247,000
Bills payable or rediscounts____ 63,000

Total resources and liabilities__ 7,361,000

To be added to these figures I
find that in 1889 three savings banks
reported total resources and liabilities
of $1,949,000, so that we may ‘say
that the total banking power of that
period was under $9,000,000.00.

We can now look at the reports
of the twelve incorporated banking
institutions of the city and see what

their June, 1923 statements show:

Stocks, bonds and mortgages sin 809,000
Loans and discounts __________ 39,723,000

Due local banks from other
NS 7,630,000
Cash in the vaults -__.__________ 3, 698, 000
Investments in bank building
and equipment —_______.______ 3,200,000
Capital stock invested —-__-____ 5,225,000

Surplus and undivided profits 5,384,000
Deposits of all kinds 67,67 4,000
Bills payable or rediscounts.. 1,467,000
Total resources and liabilities 79,490, "000

From these figures we see that in
forty years time the banking power

of the community has _ increased

SARS IRCA AS Ts Tan eS

MICHIGAN TRADESMAN

about nine fold, without corsidering
any of the private banking resources
at all.

This period has indeed been one
of great change for our banks. No
bank in the ’80’s had particularly
fine offices. There was some black
walnut seen then and a little marble.
The space for customers to use was
whatever was left after the office
arrangement was complete, although
they usually had the benefit of dll the
outside light that the room afforded.
The air was musty enough so that
smoking in the office was considered
a personal affront The work was
done by hand and the rows of figures
were footed up by various mental
exertion. The cashier was in close
touch with almost every transaction
in the office. The clerks and tellers
came back nights many a time to

 

et, where one might roar to his
heart’s content, was soon found on
the open desk and pretty soon every-
one had one at his elbow where he
could whisper his confidences with-
out fear Electric lighting was in-
stalled with all its adaptability.
Marvellous adding machines appear-

ed. Money counters and change
makers relieved the tellers. Steel
filing cabinets and fire proof walls
discouraged the rats.

There were in the ’80’s_ seven

banks in the city:
Old National Bank
City National Bank
Grand Rapids National Bank
Fourth National Bank
Grand Rapids Savings Bank
Kent County Savings Bank
Michigan Trust Company

These had individual offices at fixed

Clay H. Hollister.

finish up The copy press smeared
many well written letters and the
rats in the basement ate up the
copies Some of us living on Canal
street had the back wash from Grand
River in our basements every once
in a while for the purpose, no doubt,
of exterminating the rats, but it did
not do it. All it did was to oc-
casionally spoil a ledger and make
it illegible for reference and put
out the fire in the heating plant.
Conditions were not at all primi-
tive, but rather transitional, for the
bankers were alive to developments
in their profession, and soon offices
were remodelled and later rebuilt.
More light and air were provided
The public spaces were greatly en-
larged. Rooms for women customers
were added. All the modern devices
for expediting business detail were
sought out and used. The telephone
first installed in the sound-proof clos-

SNM A A AS SR

locations. The tendency to com-
bination soon began. In 1892 the
Siate Bank of Michigan was opened.
This continued as an individual bank
until 1908 when it was merged with
the Kent County Savings Bank under
the title of Kent State Bank. The
National City Bank in 1910 merged
with the Grand Rapids National Bank
under the title of the Grand Rapids
National City Bank. Previous to
this, in 1905, under the studious guid-

ance of James R. Wylie, the Na-
tional City Bank had created an
affiliated institution with common

ownership, this institution being es-
tablished under the State banking
law and being known as the City
Trust and Savings Bank. This
common .ownership continued under
the new merger until 1922, when by
process of law the whole institution
became the Grand Rapids National
Bank,

August 1, 1923

The Fifth National Bank was in
1908 absorbed by the Commercial
Savings Bank.

The Peninsular Trust Company,
organized in 1894, was absorbed in
1900 by the Michigan Trust Com-
pany.

The Morris. Plan Bank was estab-
lished in 1918,

The Home State Bank for Sav-
ings was established in 1922.

Feeling the desire to become of
easier service to a greater number
of people and using the flexibility
of the permission given by _ the
Michigan State banking law to es-
tablish branches, several of our banks
have established these in all parts of
the city. At this time the Grand
Rapids Savings Bank has twelve, the
Kent State Bank seven, the Commer-
cial Savings Bank three, the Peoples
Savings Bank two, and the Grand Ra-
pids National as successor to the City
Trust and Savings Bank, has seven.
These offices, manned and equipped
in an efficient fashion, are enabling
customers to be served near their
residence or place of business. and
are serving to solidify into self con-
scious and independent groups, the
neighborhoods in which they are
located.

During this period the banks have
made good steady progress. They
have not made large profits and they
have had to charge off considerable
sums from time to time for commer-
cial losses, due to either failures of
their customers or to frauds perpet-
rated against them. In spite of these
losses, which have been heavy at
times, the present showing of a com-
bined surplus and undivided earning
account exceeding their fixed capital
account, which itself is $5,2225,000,
reflects good and conservative man-
agement. Two privately owned banks
have started and then closed their
doors, one of these, that owned by
the late George E. Ellis, had ac-
cumulated deposits of about $4,000,-
000 when his death occurred. There
being no efficient organization estab-
lished or plan anticipated to meet
such a contingency, this bank, which
had largely been built up around his
personality by paying liberally for
deposits, was put in liquidation. The
Farmers and Merchants Bank, a pri-
vate institution, owned by several in-
dividauls, also closed, owing to flag-
rant bad management.

The Banks now operating: in the
city are as follows:

The Old National Bank.

The Grand Rapids National Bank.

The Fourth National Bank.

Grand Rapids Savings Bank.

Kent State Bank.

Peoples Savings Bank.

Commercial Savings Bank.

Home State Bank for Savings.

Morris Plan Industrial Bank.

South Grand Rapids State Bank.

The Michigan Trust Company.

The Grand Rapids Trust Company.

The above are all incorporated
under the National or State nant
ing laws.

Besides these fs cieiced. hake

there is a privately operated bank,
known as the Polish American Bank.

‘The establishment of the Federal
Reserve System in 1914, which served
to mobilize the reserves of all-of the

Se ce

oS eg ae

‘so oh Oe

August 1, 1923

paeene eer ronaeetee eee

MICHIGAN TRADESMAN

105

 

 

 

 

 

Roamer Motor Car Company

 

 

AMERICA’S SMARTEST
CAR. Every Roamer is
custom finished to the

*
/) specifications of its pur-
Swed

 

 

chaser—with almost un-
limited range of open and
enclosed bodies, color combinations,
leathers, textiles, top materials and
equipment. Each Roamer is a model
of detailed refinement and distinction.

?

 

Kalamazoo, Michigan

MANUFACTURERS OF

THE BARLEY SIX
is frequently termed
the most. strikingly
handsome car that
can be maintained on a modest in-
come. It is Roamer-Built for the
man of moderate means and has be-
hind it an institution with many years
of successful, uninterrupted, unblem-
ished manufacturing history.

 

“BUILT for the
purpose”’ is a term
that applies in
full meaning to
the Roamer-Built
Pennant Taxicab.
Of proven stand-
by expert engineers
and built under the careful supervision
of practical men the Pennant Taxicab
is popularly accepted as the outstand-
ing taxicab value of the day.

An outstanding feature of the aumotive industry during the past year has been
the rapid strides made by the Roamer Motor Car Company and the phenominal :
success achieved by Roamer Built vehicles wherever introduced. Only recently
Roamer stock was placed on the New York Curb aud Boston exchanges.

Roamer stock offers a remarkable investment opportunity.

 

 

 

 

 

 

 

 

eas

 

 

 

106 MICHIGAN TRADESMAN August 1, 1923
National banks and a very large num- mous. Judges, lawyers, doctors, mer- the salesman’s attitude toward his and cordial welcome second nature
ber of State institutions throughout chants and manufacturers—every customer is immensely influential in with you—train yourself along these
the Nation, also gave outlets for easy trade and_ profession, except the promoting or hindering sales. I know lines until the “Make yourself at

rediscounting to their banking mem-
bers. This system has done wonders
in stabilizing the Nation’s banking
conditions. The world war put that
system to a tremendous test right
at its inception and its ability to meet
all requirements and demands, even
to the financing of the upwards of
twenty-five billions of dollars of se-
curities newly issued, was a triumph
for the system and reflects lasting
glory upon the men who administered
its affairs. It served in many ways

to revolutionize banking practice. It

provides ample means of expansion
and contraction to meet all sorts of
business fluctuations.

A little later the Federal Land
Bank was established for the pur-
pose of making larger sums of money
available in agricultural districts,
such advances to be secured by first
mortgages running for a long term
of years at moderate rates of interest
and providing for gradual amortiza-
tion. This measure and a later one
providing for Joint Stock and Land
Banks serve to furnish large amounts
of capital to the farming interests.

Our city banks have profited by
the use of these institutions and now
natural community ‘business that is
presented to them.

I can but mention some of the
capable men who have been as-
sociated with the active management
of the banks in past years. It is
impossible to give a full list, worthy
as. it would be. The city owes a
great deal to these men. They were
all faithful to their trusts and they
set standards for upright and fair
dealing that have made Grand Rapids
always known as a safe and conser-
vative banking town. There are a
few names of those not now living
whose memory we cherish:

Old National Bank—Martin L.
Sweet, James M. Barnett, Harvey J.

Hollister, Hoyt G. Post, Willard
Barnhart.
City National Bank—Thomas D.

Gilbert, J. Frederic Baars, Ransom
C. Luce, James R. Wylie, Edwin H.
Hunt, Otis H. Babcock.

Grand Rapids National Bank—
William Widdicomb, T. C. Sherwood,
C. H. Bennett, Edwin F. Uhl, Frank-
lin M. Davis, Enos Putman, Edwin
Hoyt, Jr.

Fourth National Bank—A. B. Wat-
son, A. J. Bowne, I. M. Weston, D.
A. Blodgett, H. P. Baker, H. W.
Nash.

Grnd Rapids Savings Bank—James
D. Robinson, Marcus W. Bates.

Fifth Nation! Bank—William Dun-
ham.

Peoples
Heffern,

Commercial Savings
S. Musselman.

State Bank of Michigan—Daniel
McCoy.

Kent County Savings Bank—J. A.
S. Verdier.

All of these names recall pleasant
memories of fine men.

If we were to attempt to call the

Savings Bank—Thomas

Bank—Amos

roster of all bank officers and direc-

tors for the last forty years it would
contain a great majority of those
who have made Grand Rapids fa-

ministerial—has been represented. An
interesting paper of some length
would be required to do justice to
these men.

Our banks at present are in excel-
lent condition. They have taken in
the past, and now quite as much as
ever, do take generous care of all local
industries. They have always stood
behind the great furniture industry
of the city and its success has con-
tributed to theirs. The whole of
Western Michigan has always looked
to Grand Rapids as a banking center
and it has been a cause of gratifica-
tion to'Grand Rapids bankers that this
has been so. What the future may
have in store we do not know, but
we have no fear that there will ever
be a great departure from sound
banking principles upon the part of
local bankers. The traditions of the
past are now being utilized by a
strong and able group of younger
bankers to build even better banks
and it is gratifying to note that per-
sonal speculation was never a real
part of our traditions.

Clay H. Hollister.
—_222s__.
Making the Customer Feel at Home.

Written for the Tradesman.
Selling should never
functory formality.
The clerk who is satisfied to mere-
ly stand behind a counter, and thence
to answer questions and hand out

be a per-

goods, may be formally polite; but it

is a politeness that doesn’t grip the
customer. Truest politeness is that
which reaches out and welcomes the
customer and, from start to finish of
every transaction, impresses him with
your eagerness to serve and satisfy
him.

Service — intelligent, painstaking
store service—is the form of polite-
ness which the customer will most
appreciate. And it is the appreciative
customer who comes again.

I know a merchant who insists that
every customer be welcomed the in-
stant he enters the store. If possible,
a clerk is there to open the door for
him; if not, the nearest clerk says,
“Good morning, sir,” or better still,
greets him by name, and, if engaged
at the moment, promises prompt at-
tention.

This may be a bit extreme; but
this merchant has found his open-
hearted welcome to every customer a
paying proposition.

In any event, it is a good rule for
the clerk to speak first. First im-
pressions have a powerful influence
upon sales, and the store whose clerks
give- you a hearty welcome and every
indication of being glad to see you is
the store which you will favor there-
after. Don’t wait for the customer
to speak first and then slowly un-
bend; give him the words of greeting
right away and proffer your services.
If you know him by name, say “Mr.
So-and-So”’—don’t be content with a
curt, formal “Good morning.” The
nearer you can get to him with: your
greeting, the more favorably predis-
posed he will be toward what you
have to offer.

There isn’t the remotest doubt that

this from my personal experience,
not merely in selling, but in buying—
and the buyer’s view-point is some-
thing which it will pay the clerk to
study. The clerk who stands off at

a distance, waits to be spoken to, and.

hands out the goods as though he
were conferring a great personal
favor, if he does not arouse actual
hostility in his customer’s breast, does
at least leave the customer indifferent.
While the clerk who gives the cus-
tomer a cordial welcome, makes him
instantly feel at home, and takes a
keen interest in showing the goods,
brings him from the very outset to
a friendly attitude where he will be
receptive to suggestions and apprecia-
tive of what you have to say of the
goods.

Good selling is partly a habit. So
is bad selling. You can train your-
self in a fatal habit of stand-offish-
ness toward customers, of striking a
pose. Cut it out. It doesn’t pay.

Instead, develop the habit of in-
terested, friendly, enthusiastic service.
Forget yourself, don’t trouble your
mind as to wHat the customer is
thinking of you, center your thoughts
rather upon the needs of the cus-
tomer and the goods wherewith to
satsify those needs. The clerk who
completely forgets himself in his
enthusiastic desire to serve is the
clerk who won’t be forgotten when
the boss is — the pay enve-
lopes.

Make cmiadies and eager service

home” attitude toward customers be-
comes a habit with you. You can’t
cure indifference except by the in-
jection of enthusiasm; and not until
the injection has been repeated again
and again will you drive the indiffer-
ence-germ completely out of your
selling system. Victor Lauriston.

2s
Reads It From Cover To Cover.

‘Chicago, July 17—When a man has
established, edited, managed and
given a commercial paper a Na-
tional reputation for excellence and
merit, without a change or _ inter-
mission for forty years, he has done
something very remarkable.

I have read your paper for many
years and must candidly say that
I am always eager to break the
wrapper on it when it comes to
hand. It is mailed to my home—not
to my office—because in my home I
have more time and opportunity to
read it from cover to cover, and
I certainly enjoy the privilege.

John. A. Lee.

Hopes to Read it to the End.

Grand Rapids, July 24—In reply
to your letter of July 6, will say I
am pleased to be one of the original
subscribers of the Tradesman and
hope to be able to read its pages
until everything is blotted out. In
the early days your office was locat-
ed near old Grab corners and two
flights of rickety stairs brought us
up to the sanctum sanctorum.. I
hope you will have continued pros-
perity. Daniel Gale.

 

  

of semi-civilization.

THE OLD

GRAND RAPIDS

 

Credit ---

Yours and Ours
REDIT HOLDS TOGETHER

the world of business and finance.

———— Ifthere were not this universal trust
in the word of men, of businesses and
banks, we would all fall back into a state

Your promises to us, our promises to you
and others—these help i in the building of
the mammoth international structure

called ‘‘FINANCE.’’

Credit and service are our products, and we
have the best of facilities to make them
helpful to our friends.

   

Resources Over $14,000,000

 

 

tesa Net eae Sees Ap.

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August 1, 1923 MICHIGAN TRADESMAN ‘

107

 

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5 ©
6
Bromma

HEN we embarked in the wholesale hardware business in Grand Rapids
eleven years ago, we resolved to leave no stone unturned to make our estab-
lishment all that its name implies—an emporium where everything the retail
hardware dealer of Michigan: requires in the regular and legitimate conduct

of his business could be obtained at all times and gotten to its destination at the earliest pos-

sible moment. This policy involved a careful and continuous study of market conditions,
trade tendencies and transportation facilities, but we permitted no amount of effort to
stagger us in the accomplishment of our purpose.

=

 

We are happy to be able to announce that we have succeeded beyond our most
sanguine expectations. We have become a real and a dominating factor in the wholsesale
hardware trade of Michigan. We have demonstrated our ability to handle the largest or
smallest account with equal celerity and satisfaction. We have clearly demonstrated our
right to the proud position we aspired to occupy and have justified our existence.

To do this we have had to have the cordial co-operation of our customers in every
city and hamlet in Michigan, to whom we extend our hearty thanks for their generous and
much appreciated assistance.

 

 

MICHIGAN HARDWARE COMPANY “sx”

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Michigan Hardware Company

GRAND RAPIDS

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108

MICHIGAN TRADESMAN

August 1, 1923

 

MEN OF MARK.

 

Jacob Van Den Berge, Founder of
Van Den Berge Cigar Co.

Appraisals of persons are far more
difficult to make than of things. A
hammer, for instance, consists of
metals which are capable of accurate
analysis in the laboratory. The
chemist can determine the propor-
tions of iron, carbon and vanadium
which enter into its composition. But
there is no laboratory, however mar-

velous its apparatus and methods, in -

which a comprehensive analysis of
man can be accomplished. The rea-
son is that man is a complex of such
infinite variations and inheritances
that his qualities cannot be estimated
by a formula nor the contents of his
personality tabulated with precision.

as it were. The truth is that no man
fully understands himself, much less
another man. The cosmos of emo-
tions, ideas, impulses, passions, * de-
sires and latent energies has an in-
finitude of unexplored spaces in the
subconscious mind whose potential-
ities no one can measure or estimate.
It is impossible, therefore, adequate-
ly to portray all the units of a char-
acter. The best that one can hope
to do is to sketch certain familiar
traits which serve to identify the in-
dividual to his friends and acquaint-
ances and from which an appreciable
degree of helpfulness may be derived
for those who are striving to reach
the same goal.

It is from such a perspective that
one may view with profit.some of
the achievements of Jacob Van Den

Jacob Van Den Berge.

Man is a microcosm—a universe in
miniature. He has_ reserves. of
power and possibilities of performance
of which he himself seldom senses the
number and extent. The “mute in-
glorious Milton’ and the “village
Hampden that with dauntless breast
the little tyrant of his fields with-
stood” are not merely figments of
the poet’s imagination. They are
symbols for which the translation is
found on every page of history. Gen-
eral Grant evolving from the obscur-
ity of work on a canal boat to the
leadership of armies and the presi-
dency of the United States has his
counterpart, in less spectacular guise,
in every walk of life.

The comment is sometimes made
that the biography of a man with
whom one chances to be acquainted
is too flattering or that it presents
him in an artificial light or decks
him forth in virtues and talents sev-
eral sizes too large for his character,

Beerge. He might have developed
into a diplomat, a journalist, a labor
leader, a banker or an astronomer.
But his faculties turned at a tangent
to the circle of these avocations and
his talents evolved along the line of
manufacturing and salesmanship.
Jacob Van Den Berge was born
in the Province of Zeeland, Nether-
lands, July 21, 1876, his antecedents,
of ‘course, being Holland ‘on both
sides. He was the fourth child in a
family of seven children, all of
whom are still living. He attended
school until he was 10 years old and
for the next six years worked on the
farm on which his father was em-
ployed. The family then came to
this country, locating in Grand Rap-
ids, and Jacob found employment in
the furniture factory of Zenas_ E.
Allen, with whom he remained one
year. The panic of 1893 threw him
out of employment for a time, so he
concluded to acquire the trade of

cigar maker. He_ started in with
James Van Dam, who was then con-
ducting a cigar factory at the corner
of Leonard and Emerald streets. Six
months later he transferred. himself
to the cigar factory of William Klaas-
sen, who was located on the corner
of Bridge and Diamond streets and
who was manufacturing cigars for H.
Van Derweiden, who resided at the
corner of Crescent avenue and Union
street. He lost his job in this fac-
tory because of the enforcement of
the union rule that no apprentice
could be employed unless there was
one journeyman employed in the fac-
tory at the same time. During the
eighteen months he had worked for
these three cigar makers he had man-
aged to save $28 and with this as a
capital he engaged in business for

himself, so that he was able to buy
leaf tobacco on time. His first regu-
lar factory was built at the rear end
of the lot on which he lived. The
factory cost him $450 and he oc-
cupied it for six years. He then
bought the lot at 1002 East Fulton
street and moved the factory to the
rear end of the lot, erecting an
addition on the front end of the lot
which he occupied for several years.
In the spring of 1921 he concluded
to erect a new building at 1055-59
East Fulton street. The contract was
let to N. Rosema and the result was
a two story and basement building,
65 x 75 feet in dimensions. The
basement is 11 feet in the clear and is
a humidor of its own accord. The
temperature in the basement never
gets above 65 degrees, making it an

2

 

Miss Alida Van Den Berge.

himself in an upstairs bedroom in
the family home at 1152 Baldwin
street. The exact date of his starting
was May 5, 1894. He bought his
first leaf tobacco from J. Blickley,
who at that time conducted a whole-
sale leaf tobacco store at the corner
of Crescent avenue and Kent street.
His first brand was the Nickle Move-
ment, which sold at two for a nickle.
His price to the trafe was 90c for a
box of 50 cigars. His first customer
was N. Jonker, who still conducts a
grocery store at the corner of Col-
lege avenue and Carrier street. Mr.
Van Den Berge vividly recalls the
manner in which he got over the
ground to deliver his first order of
one box of 90c cigars to his first
customer, who, by the way, is his
customer. still and has been all of
these thirty years. Notwithstanding
the humble beginning, dame fortune
looked with favor on the young man
and he soon established a credit for

excellent place in which to store and
ripen leaf tobacco. On the death of
Cornelius De Jonge, who had estab-
lished a wholesale tobacco business
on his own account, he purchased the
stock and business and has since con-
ducted it in connection with his cigar
manufacturing business. He has now
a manufacturing capacity of 2,000,000
cigars per year and, besides his other
jobbing business, controls the El
Producto brand of cigars in this ter-
ritory. He has three young ladies in
the office and takes much pride in the
fact that his daughter, Alida, 22 years
of age, is able to serve him in the
capacity of office manager.

Mr. Van Den Berge has three
brothers in his employ. One of them,
who is foreman of the factory, has
been with him for twenty-two years.
Another one is employed in the ship-
ping room and the third one is on
the road. The office force consists

of himself, Gillis Van Den Berge,

sean

aon

 

 

 

 

 

 

 

 

 

 

 

23 I August 1, 1923 MICHIGAN TRADESMAN : 109
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110

John C. Verburg and Gilbert Ver-
burg.

Mr. Van Den Berge was married
May 3, 1900, to Miss Catherine Ver
Sluis. They have seven children, a
boy and six girls. One of the daugh-
ters enters Blodgett hospital as a
nurse Sept. 1. Another graduates
from the high school in June and has
not yet fully decided on her life
work.

Mr. Van Den Berge is a member of
Dennis Avenue - Christian Reformed
church, with which he has long been
identified. He has been a‘trustee of
the Holland Home for old people for
the past ten years and still continues
in that capacity. He took absolutely
no vacations from business until 1922,
when he went on an extended fishing

trip and he is now planning on re-

peating that experience again this
year.

Mr. Van Den Berge owns up to no
hobbies but business. He is one of
the most faithful men in the city in
attendance to his business and is at
his factory every working hour dur-
ing the day, except when he is out
with his automobile covering the city
trade. He manufactures four brands
—Whaleback, Plaindealer, Charles
the Eighth and Lady Ryan, which
have a large and constantly growing
line of admirers and customers. His
present factory is thoroughly sanitary
and every convenience that could be
introduced to conduce to the health
and happiness of his employes has
been provided.

Mr. Van Den Berge is quiet and
unostentatious in his manner, attends
strictly to his business and has many
strong friends. He is_ personally
hearty and rugged, due to the amount
of time he spends in the open, call-
ing On a portion of his city trade.
From the time he started on his busi-
ness career he has conserved and not
abused his strength. His early life on
the farm and the years spent in
building up his business have given
him a strong constitution that is
carrying him along | well and hearty
through the active years of a life
that has been devoted to earnest en-
deavor and a large measure of
achievement. It is such men as
Jacob Van Den Berge who give char-
acter and strength to the cigar in-
dustry, and make better the com-
munities in which they reside.

5 . sea eieaeee etammetiaalnamenatendarti mame caeemincamaatemmmemetamemmeae maar e
Seaiataeccaieeemtnamennamasie naked eaandeerdacmedetuaaameomaa teemmancememmeeemmmanet ememermencmemoeeen ee oe a 5 wisi iat acini

MICHIGAN TRADESMAN

TH7 UPLIFT OF THE WORLD.

 

It Must Come Through Individual
Effort.

Twenty-five years ago I wanted a
kitchen cabinet and I could not find
what I wanted in the market and so
I said to a mighty good carpenter
of my acquaintance, “Here is a little
plan of a cabinet. Can’t you work
it out for me?” And he looked
over the sketch and said, “Yes, I
will be glad to. I will look it over
at odd times and I-think I can
improve on your sketch as I go
along and will have a lot of fun
working it out.’ The cabinet was
made and is a very satisfactory part
of our household conveniences to-day.
This man many times afterwards

spoke of the development of this

housekeeping article and the joy that
he had in it and the usefullness of
many of the ideas which were
brought out in the manufacturé of
the article.

I needed about that time a house
that should be adapted to the use of
my mother and whoever might be
living with her, and I turned again
to this carpenter and explained to
him that we would like him to talk
over the matter with my mother and
then build a house, using his judg-
ment in connection with building an
attractive house and one that would
make for comfort and service. He

was greatly interested and together |

sketches were made and placed in
the hands of an architect, who whip-
ped into shape the ideas of- my
carpenter, and the house was built
in a very satisfactory manned. We
took keen enjoyment in working out
the plans and modifying them from
time to time to suit the new thoughts
that came into our minds.

In the building of the house he
employed a number of men “who
were expert in their different lines
of work and the keenest satisfaction
came from the conferences that we
all had together with regard to the
details of the building. These men
who worked on the house did not
think anything
hours: they came in the morning
and worked all day and always had
time to go into conferences or note
what was going on in the neighbor-
hood, and nobody to critisize them.
They were broad-minded men, men

 

 

The Van Den Berge Factory.

particularly about |

of affairs, who were interested in all
sorts of things that help to make
good citizens. They were men who
were interested in reading not only
the current newspapers, but they
were readers of other types of liter-
ature and got a good deal of en-
joyment in studying up the new
things that came into their daily
lives and adapting them to the needs
as they arose from day to day.
This method developed men who
were useful in neighborhood and
community life. They took their
part in things that were going on.
Their chosen employment fitted into
their enjoyment of life and the
combination seemed very perfect.

Not many cabinets could be made
in the way my carpenter made the
one for us and not many houses
could be built by that old-fashioned
method, but there were compensa-
tions very noticeable in connection
with the evolution of manhood that
added to the delightful experiences
of life and the enjoyment of living
in this world.

The other day I visited a factory
in which they were making cabi-
nets and I watched with interest
the processes of manufacture. There
was the most complete differentia-
tion in the allotment of duties and
from the raw material deposited at
one end of the factory to the com-
pleted product an army.of men and
women were engaged, each one doing
his small part well. That small part
needed the most careful attention,
but not much thought: the knowledge
required for each one’s particular

De eae

August 1, 1923

process was very slight] and it was
a comparatively easy matter for each
individual to do his stunt in the
completion of the perfected product.

I found these people worked eight
hours a day. They started with the
whistle and closed with the whistle
and at the end of each day’s work
they were no wiser than they were
at the beginning. There was no
opportunity for thought or genius
to express itself in connection with
the monotonous labor. I was glad
to note the shorter hours required
of the workmen. It seemed to me
that eight hours of continuous work
of this kind was all that should be
required of a man in a day. On
the other hand, as I left the factory,
I wondered what compensation could
come into the lives of these people
in lieu of the opportunites gotten
under the old plan of an individual
building, a complted article, and_ it
occurred to me that there was a very
serious problem that we have not
yet solved in connection with the
matter of utilizing the leisure of
the working people who get so little
outside of their wages grom the pur-
suit of their industry.

I have recently stepped into a
number of houses that were building
in our city. I have been astonished
from week to week to see with what
rapidity good houses are erected
and how under skillful managerial
ability and the wise differentiation
in the mechanical part of the work,
rapid and perfect results are secured.
I noted that each man employed
did his part of the work an then

 

 

 

 

 

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onaenipamemsiccning ~ssccssiitiig DM ginnasnsascaicieaeditis ug ee . ane ssc t.naspuommnmaal res
; : ‘ ‘ : ' ‘
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Seenemtliccenercemenes

 

August 1, 1923

MICHIGAN TRADESMAN

111.

 

 

Tilford Cigars —=

Manufactured by .....

PARK & TILFORD

 

 

 

DISTRIBUTED EXCLUSIVELY BY

LEWELLYN & COMPANY
Wholesale Grocers
GRAND RAPIDS, MICH.

 

 

 

 

 

 

It Keeps Bringing New Customers to the Dealer---
and Holds the Old Ones.

RED ARROW
KLOUR mist

 

 

 

Watson- Higgins Milling Company

GRAND RAPIDS, MICHIGAN

 

 

 

 

 

 

Seen ene eee

112

‘was passed on to another building.

doing the same thing over and over
at which he had become expert. I
noted, also, that these men knew
very little about other types of labor
required in the building of a house

outside of the one they were pur-

suing. It was interesting also to
note that these men came to work
at a given hour and if they arived
a little in advance, they lounged
around, lying on their work benches,
waiting for the whistle to blow and

isc thaliana inc teeth adel eda ear nein cede aimene nina adeemanl diehmaneane thetaaiagmeodaememnanmeemmemernmamre em me

MICHIGAN TRADESMAN

useful man in his own neighborhood.
The uplift of the world must come
through this individual process.
Organizations are useful in the
solution of this problem of the wise
employment of leisure hours and the
good people who make up welfare
societies, social assemblies and busi-
ness organizations ought to be im-
pressed with the responsibilities up-
on them in connection with render-
ing aid in the solution. of this prob-
lem; and especially, it seems to me,

given over to diversion, to the em-
ployment of mind and to the de-
velopment of delightful ways of en-
joyment. Character is thus built
and better citizenship is awakened
and developed. First of all, I would
say that the leisure time of a man
of family should be largely . devoted
to the family problems. The child-
ren of to-day become the workmen,

the managers and the leaders of to-

morrow. Through the wise adapta-
tion of leisure hours, wonderful prog-

August 1, 1923

ity in the people that found homies.
which become the units of our
civilazation, is it not possible that
this is the best work of organiza-
tions of every character wiiich have
for their prime object the welfare
of mankind?

I have had the care of many
people who in life’s decline have
few resources which make for hap-
piness. Their joys have been limited
and they have become a source of
anxiety to their friends because there

then very possibly it was necessary the church ought to be far more ress can be made in assisting to a were so few things in which they
to sharpen a knife or a chisel Or mindful of this obligation than to broader citizenship anda wiser ser- could take an intelligent interest.
some tool that might be needed; waste time in discussing sectarian vice in making the world a better My antidote for this condition lies
quite in contrast to the old way differences. The method of getting Place in which to live. in the realm of the wise employment {
of men coming to work in advance into Heaven, that seems to be a As I write this word, there flit of leisure hours during the active
of the hour nad putting their tools matter of ‘such startling import in through my mind a great many ways years of life. The average persons,
in readiness at the appointed hour the differentiated Christian church, in which hours of leisure can be those sometimes called “the two tal-

to take hold with  well-arranged
equipment to accomplish the work of

ought to be attached so closely to

made attractive and useful along

 

ent men,” (and the Lord must
love them because of the legion He

the day. : : : has created) can do no wiser thing
I noted, also, in connection with than to spend their leisure hours in
these buildings how suddenly the preparing for a sweet and serviceable

men stopped when the whistle blew
indicating the time for the close of

decline of life. This means a lively
interest in children, in current events,

work. Nothing seemed to be on their in neighborhood affairs, in a love
minds looking toward the copeencs of reading, in developing deftness
of any particular item of ae When with one’s fingers and in learning
the warning came, if the hammer to play.

was in the air, it was not brought What is more pathetic than an

down on the nail; and I was im-
yressed with the lack of interest
manifested by the average workman
in his job.

It may be possible I am not con-
versant with the details of these
matters; that some organization may
be dictating to these men, so_ that
they are not acting under their own

aged person with nothing to do, and
no enjoyment in people or things?
What is more beautiful than a sweet
joy living and joy giving decline of
life. People who wisely equip them-
selves for this type of existence are
dwelling in the Kingdom of Heaven
no matter what tenets they may
profess or to what race they may

volition_in exhibiting this lack of _ claim allegiance... te
interest in the-~details of their wor. Charles W. Garfield. ,
Be this as it may, this method does EE tneonbinadee |
not develop breadth of character or Twenty-One Original Names Still !
intelligent service; and inasmuch as we as hk 3
the biggest job we have in a The Tradesman possess a _ most
democracy is the making of good distinguished roll of honor, of which!
citizens, I am wondering in what it is exceedingly proud. It comprises}
way these men can use their leisure the names of business houses which’
time so that they can make up in have been on the subscription list of
some way for the lack of range in the Michigan Tradesman ever since
the occupation that supports the the first issue, forty years ago. The

family and will result in making men
better neighbors, more useful ele-
ments in the community and fit them
for the larger requirements in the
service of mankind.

This problem of utilizing leisure
time, it seems to me, is a vital one in
connection with the present process-

 

 

 

 

Charles W. Garfield:

Tradesman very much doubts wheth-
er any other trade publication can
present such a collection of faithful
followers as the following:

Charles H. Coy, Alden.

Amberg & Murphy, Battle Creek.

jJ. L. Norris, Casnovia.

F. H. Bitely, Lawton.

es of industrial life. Where does E. S. Botsford, Dorr.

this obligation lie? First, of course, problems of this character that in the lines of development of skill- Richard D. McNaughton, Fruit-
with the individual. It is a great the solution of these problems of ful handiwork, enlightened sympath- Port.

deal more important to each one of fife. in this world we shall see the ies, quickened intellect, all leading D. Gale, Grand Haven.

  
 
  

ese men that he equip himself to
o the most possible for his family,

gateway to the Heavenly abode.

to a broader conception of the re-

Wolbrink Bros., Ganges.
Charles E. Belknap, Grand Rapids:

f The workman who goes from his. sponsibilities of life. Isn’t it pos- : og
or his neighborhood and his com- job to his home at half past four sible that we are putting the em- Frederick C. Beard, Grand Rapids:
munity; it is a great deal more vital has many hours before bedtime to phasis too strongly on what we call William J. Clarke, Harbor Spring-.
-to the world that he learn during employ in some way. How can he “world problems” and we are not Walsh Drug Co., Holland.

these leisure hours to render intel-
ligent and interested service in the
life of his neighborhod, than to try
to find out whether the United States
$hould enter into the league of na-
tions or whether a million years
from now there will be another ice
age that shall envelope this part of
the world. In all of these large
problems of the universe and our
world, it does no harm for our in-
dividual workmen to take an intel-
ligent interest, but during his leisrre
‘hours the matter of most startling
import is how he can be a better

be helped to make them most service-
able? I wish these men would give
more attention to their own children
and become pals with them. As
most of these people cannot go to
Europe for vacations, or even to the
mountains, and most of them are not
able to go to nearby resorts, it is
important that in,lieu of these things
the home develop means of diversion
and happiness that shall be the
equivalent of these larger things.
It is perfectly possible to do these
things. A family may in its own
back yard have all the elements of
recreation to -be found at resorts

getting any where: when, if we
stressed the obligation of the in-
dividual to the nearby things we
would reach gradually to the solu-
tion of the greater affairs and not
spend a great deal of time, intellect
or energy in the direct solution?

I think, on the whole, I am more
interested in the children than in
the grown-ups and I like to put the
emphasis of my efforts in moulding
the lives of children, rather than in
trying to- convert people who are
in mature life to my way of think-
ing; and if any of us can awaken
an increased interest and responsibil-

L. M. Wolf, Hudsonville.

Charles G. Phelps, Elwell.

Wisler & (Co., Mancelona.

Thompson & Co., Newago.

M. V. Wilson, Sand Lake.

H. P. Nevins, Six Lakes.

Milo Bolender, Sparta.

O. P. DeWitt, St. Johns.

S. E. Wait & Sons, Traverse City.

—_—_--
A Common Case.

“Do you know,’ said the’ success-
ful merchant pompously, “that I
started life as a barefoot boy?”

“Well,” said his clerk, “I wasn’t
born with shoes. on,. either.”

comes Ss

aaa

sich rent tis

tA ne

pieces,

Zi ERIE SEE gk ai

father, a better husband anda more

 

a

August 1, 1923 MICHIGAN TRADESMAN : 113

 

iS
oo7 iN
> id
V IG a - ~_ :
4 i -- “oe
(CLE Pt
Kp

 

---any man who drives an automobile
or truck in Michigan without

CITIZENS

MUTUAL AUTOMOBILE
INSURANCE |

against Fire, Theft, Liability and Collision
is carrying a risk that he cannot afford

 

 

 

 

TIZENS TUAL AUTOMOBILE WM. E. ROBB, SECRETARY
INSURANCE COMPANY HOWELL, MICHIGA?

   
 

Ti Certs We

DON’T LET YOUR WARNING COME TOO LATE!

 

 

 

114

MICHIGAN TRADESMAN

August 1, 1923

 

TRADESMAN CONTEMPORARY
Henry Vinkemulder “Came to Town”
in June, 1883.

I have your letter stating that
August 1 will be your fortieth an-
niversary as editor of the Michigan
Tradesman. It is also forty years
ago, June 3 of this year, that I
first came to Grand Rapids from my
birthplace in Grandville and entered
the employ of Phillip Graham in his
grocery store on South Division

street, corner of Fourth avenue.

I well remember your coming to
see Mr. Graham and hearing you
tell him your plans for the publica-
tion of the Michigan Tradesman.
You were at that time just starting
in the old Eagle building on Lyon
street, and were soliciting subscrip-
tions and advertising.

 

and machinery of the Michigan Spice
Co., which had been established by
the late Edward Telfer, E. A. Stowe,
Henry Idema and Peter Lankester,
and conducted that business as a
branch of our produce Ine for many

years. We cultivated the trade with
great care and thoroughness and
enjoyed a large patronage at the

hands of the trade, especially in
teas, coffees, spices, baking powder
and flavoring extracts.

’ We subscribed for the Tradesman
as soon as we engaged in retail
trade and have never since missed
reading a single copy.

We have always valued the Michi-
gan Tradesman as an _ adveitisings
medium an¢ there has not been an
issue in thirty-five years that has
not contained our advertisement.

During these years, we have -many

Henry J. Vinkemulder.

I am pleased to recall that our ac-
quaintance and friendship has _ con-
tinued ever since that first meeting,
forty years ago.

A few years later, in 1888, I entered
the grocery business for myself with

my cousin, Cornelius Borrendamme,
under the firm name of Vinkemulder
& Borrendamme. <A_ year later I

purchased by partner’s interest and
the grocery carried on for eleven
years under the name of Henry J.
Vinkemulder & Bro.

In the Fall of 1889 we _ started
shipping home-grown fruits and vege-
tables to the lumbering, hotel and
grocery trade throughout Northern
Michigan and the Upper Peninsula
under the name of the Vinkemulder
Company. In 1900 the grocery busi-
ness was sold and we then devoted
our entire energies to the jobbing
and carload shipping of fruits and
vegetables.

We soon after purchased the stock

oh SES

Se a

times sought your advice and counsel,
which have been of great help and
assistance throughout our business
progress. Your high ideals and your
firm stand for clean business methods
as expressed in your paper and as
set forth in your every day life and
your utterances, both private and
public, have produced most remark-
able results among the Michigan
mercantile trade that you may well
look upon with just pride and satis-
faction.

We knew your paper will continue
to grow in its influence for good and
we assure you that you will always
have our loyal support in every cam-
paign for better conditions.

Henry J. Vinkemulder.
femrenereneeat pene

All that politeness costs is a little
effort. The returns it brings are far
beyond the-cost in effort:  Polite-
ness makes people like to do busi-
ness with you.

Every Clerk Should be a Profit-
Maker.

Written for the Tradesman.
Are you a profit maker?
Is your profit-making capacity on

the increase?
Ask yourself these questions,
friend, the next time you have a

few slack moments behind the coun-
ter. Wrestle out this problem with
yourself. Try to discover, in actual
dollars and cents,’-what you are
worth to your. employer.

What you ‘are worth to him
pends solely upon the profits
bring “him. _And the--only way you
can secure profits for him is through
the sale of goods for more than they
cost—that cost including, not merely
what the wholesaler or manufacturer
receives. in the first place, but the

de-
you

“proportionate cost of doing business,

transportation on the goods, rent,
light, heat, advertising, subscriptions
to church fairs and charities, and
all the multitude of expenses, legiti-
mate and. otherwise, to which the
merchant is put in order to do busi-
ness. Including your salary.

Your value to your employer de-
pends solely upon the margin you
can
these items.
represent a
worth?

“Oh, ves,” you say, contemptuc si-
ty, “that’s all he wants me. for—
just what he can get out-of me.”

No, friend—and alas, Yes, friend.

No—hecause you have certain tal-
“its, and his_ store you an
-pportunity to turn them into money.
because unless your talents

If your sales do. not

margin, what are you

gives

+5

Yes,

secure for him .over-and above -

bring him some return for what he
pays you there’s no earthly reason
why he should take you on at all.
If you were a merchant, as you may
some day be, in business for your-
self, and you were hiring clerks,
wouldn’t you take on the clerk who
would bring you the biggest profits?
And if you were so situated that
you needed to hire no help, had a
store which you could run single-
handed, yourself doing every bit of
the selling, wouldn’t your whole ef-
fort be to produce for yourself
the biggest margin of profits pos-
sible upon the goods you sold?

There is too much guesswork
among clerks, and too little head-
work. This is true even from the
purely self-interested viewpoint. Too
much of this, “I reckon I’m working
pretty hard” and too little of know-
ing exactly what returns your work
is actually bringing to the business

You think you're a_profit-bringer
as it is, but you aren’t exactly sure
as to the extent of the profit. You
guess maybe you bring in so mica
every week.

What you need to do is to make
yourself a positive profit-bringer—t»
replace guess-work with certainty.

Have you ever kept tab on your
individual sales? Do you know: just
what your ‘last week’s work fer
Smith represents in the way of gros:
sales and net profits? If you don’?

now, wouldn’t it be interesting to
imow? You can’t go back and kee>d
tab on the week that’s gone, but

you can start in right now and keep
tab on the week that’s coming.
Try it.

 

 

 

aN

66

 

3
t
ird of a CO ee!

-that is helping to
feather the nestof
progressive grocers
everywhere. ~ ~ ~

Chase &Sanborn

99

 

 

 

 

 

 

 

 

 

 

August 1, 1923

MICHIGAN TRADESMAN : .

Re erg RE eT

Se ge wera OE

115

 

 

The Vinkemulder Company

Grand Rapids, Michigan

Founded in the year 1888

 

 

service,

 

 

 

 

This is Headquarters

It does not matter how large or how small your transactions
with us may be, you will always receive benefits that are the
results of long experience, painstaking care and prompt

We buy and sell everything in Fruits and Produce

in car lots and less and solicit your orders and offerings.

An old and dependable Produce Firm, nationally known

 

 

 

 

 

 

 

 

116

 

MICHIGAN TRADESMAN

   

August 1, 1923

 

But go further than that. It isn’t
enough to merely know what you’re
actually doing. Try, systematically
and earnestly, to do more—to make
your work represent bigger profits.

And remember, always, that prof-
its aren’t always measured by turn-
over. Smith may be doing a $30,000
a year business, yet he may make
less than Robinson, whose yearly
turnover is just $17,000. And the
fact that an article costs in the first
place 75 cents doesn’t mean that
you sell it for $1 you’re making 25
cents for the boss. Not by any

means! Figure in rent, interest on
investment, lighting, freight, adver-
tising, your own salary—and in a

good many cases that apparent prof-
it of 25 cents is all gobbled up and
the Overhead Expense dragon is
howling for more.

Net profit is what counts in busi-
ness.

So when you put across a lot of.

stuff that’s been marked down from
25 cents to 19 cents and “is selling
like hot cakes merely on account of
its atractive price, don’t go home at
night with the delusion that you're
making the boss inordinately wealthy.
Maybe your day’s sales mean a net
loss. It’s when you put across the
goods that yield the boss a healthy
margin of profit that you’re worth
while 'to him. Add ten per cent. to
the annual turnover and you may be
going back; add ten per cent. to the
annual net profits and you’re worth
your salt, and a nip or two of
pepper into the bargain.

It’s the profit-maker whom busi-
ness is always eager to meet. The

man who can go into a store and
make profits, whether for himself as
proprietor or for someone else as
salesman, is always sure of a good
living. He-needn’t worry about to-
morrow. And if in addition to doing
these things he knows what he can
do, and carries with him the proof in
the shape of a little individual record
of sales and profits, he’s doubly for-
tified against wet weather.

This knack of making profits is
something you’ve got to learn if
you're ever going to count in  busi-
ness. Of course you intend to have
a business of your own, some day.

And, you say, “Then I'll go after
the profits in dead earnest.”
Right! But why not put in the

intervening five, ten or fifteen years
learning how to go after the profits?
Why wait to learn till the time when
your very business life depends upon
knowing how? Right. now is the
time to learn. Self-preservation de-
mands it. For if you aren’t training
yourself as a _ profit-maker, you're
forming the habit of indifferent sales-
manship—and that’s a habit. that in
course of time becomes mighty hard
to break.
Maybe you’re there now—a_busi-
ness man to whom this business of
profit-making means a better living.
Maybe you’re wondering why those
clerks of yours don’t, measure up to
your standard as profit-bringers.

Profit-making is such a thoroughly os

live issue that you’d think the mer-
chant’s very first act would be to
train his sales people in profit-mak-
ing.

Splendid Service For Forty Years.
Howell, July 20—I understand that
on August 1 the Michigan Tradesman
will reach the age of forty years,
without any change in ownership,
editorship or business management.

Yet there are some who refuse to
do it—who hesitate to do it—who
seem afraid to let their salespeople
know just where the margins are
good and where they are skimpy.

This appearas to be a world-wide

Turn on the light. Take the boys
: record.
into your confidence, and tell them The
frankly what profit-making means to
business. Tell them that it’s the
life-blood of business. Show them
that when ‘cost is reckoned up,
there’s more than the first cost of
the goods involved; go with them
into the items of overhead expense.
Tell them where you make profits,
and where you come close to the
line—and then put it right up to

splendid service you have
given for forty years is duly appreci-
ated by your patrons and frends and
we trust that it will be a great many
years before there is any change in
the management or ownership.

[ am always anxious to get the
Michigan Tradesman, as there is al-
ways food for thought and sugges-
tions that are very beneficial to every
business man.

I, therefore, wish to congratulate
: i you upon your splendid success and
them, for their own sakes and for Send you greetings for the fortieth
yours, to become real profit-makers. birthday of. your paper.

Victor Lauriston. Wm. E. Robb.

 

Standard Grocer & Milling Co.

Holland, Michigan

WHOLESALE GROCERS

Distribubutors of

Charter Oak and E-A-Co. Flours
Aroma Coffee
Nucoa
Gold Medal Mayonnaise
Classic Canned Goods

 

 

 

 

 

 

  

The ‘taste that tells’

says Ldekman's

Cookie-Cakes andCrackers
are deliciously palatable.

Your Profits Come
From What You Sell.

To your choice trade, the product they
know best is the one that sells most
quickly. The mere displaying of the
Hekman line of Crackers and Cookie-
Cakes is an indication of your quality
lines and a means to ready sales.

Back of their choice is the whole-
someneses of Hekmans products, self
evidence of the cleanliness and the
sanitary methods of Hekmans baking.

Hekman Baked Goods on your shelves,
always fresh, always excellent, will
help to stimulate your general trade.

 
   

ek Lnan Discuit Co

Grand Rapids.Mich.

 

 

 

 

 

 

 

 

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August 1, 1923

 

MICHIGAN TRADESMAN

  

: ; 117

 

“Buy a Barrel of Flour” Movement.

The individuals who are backing
the “buy a barrel of flour” move-
ment point to the “buy a bale of
cotton” movement in 1914 as a prece-
dent. It is true that those who
bought their bale of cotton to help
out the grower when the outbreak of
the European war temporarily de-
prived him of an export outlet made
a nice little profit from the transac-
tion, but the situation at that time
facing the cotton producers was quite
different from -that facing the wheat
growers to-day. In 1914 there was
no world surplus of cotton and the
outbreak of the war actually fore-
shadowed a large demand for the
staple for military purposes. But
the war broke out just as a new crop
began to come on the market, and
for the first few weeks of the strug-
gle the control of the seas by the
Allied nations was not assured. This
interrupted exports, and the cotton
market sagged in consequence. The
purpose of the “buy a bale” move-
ment was to relieve the growers from
the necessity of selling in a tempor-
arily glutted market. Exports of cot-
ton regained their normal volume in
1915 and prices rallied accordingly.
Those who had bought a bale to help
the farmer had incidentally helped
themselves.

It is evident that the conditions fac-
ing the wheat grower to-day are
very dissimilar to those just describ-
ed. The glut in the wheat market
is not due to the closing of the ex-
port channels. On the _ contrary,
there is an estimated world surplus
of 200,000,000 bushels, with a _ pos-
sible increase of 100,000,000 bushels
in the yield of the European crops,
and a Canadian crop that is expected
to rival the previous record yields
for the Dominion. During the past
fiscal year exports of wheat trom the
United States were over 53,000,000
bushels below those of the previous
twelve months, and flour exports
likewise declined nearly 1,000,000 bar-
rels. The statistical position of wheat
therefore, is weak, and the “buy a
barrel” and “buy a bale’ movements
are not parallel.

There is also a movement to have
business men interested in the wel-
fare of the wheat growers to join
in a campaign in which each man
is to buy 1,000 bushels of wheat for
future delivery. If a sufficient num-
ber could be induced to join in this
movement the market might tempo-
rarily be strengthened, but it is to be
remembered that in this case every
buyer will also be a prospective sel-
ler and that such concerted activity
will not result in permanently higher
prices. The idea behind the move-
ment, however, is that it might create
firmer prices during the period when
farmers must market their crop, and
in this way aid the producers.

While foreign countries during the
past year have been taking much
less of our wheat, flour, corn, rice,
and barley, they have nevertheless
been buying a_ substantially larger
quantity of our meats and fats. A
slightly smaller quantity of fresh,
canned, and pickled beef .was_ ex-
ported during the year, but here was

a considerable increase in all forms
of pork products. In quantity the
increase was 52 per cent. for fresh

pork, 18 per cent. for hams and
shoulders, 16 per cent. for bacon,
and 17 per cent. for lard. The total

value of meat products exported was
$12,000,000 greater than the year be-
fore, and the value of animal oils
and fats increased $20,000,000. The
value of dairy products, however, de-
clined $13,000,000. This is attributed
in part to the smaller shipments of
condensed milk to Central and East-
ern Europe by relief associations in
this country, and is therefore inter-
preted as a good sign.

It is important to note that the
gains in the value of meat exports

are more than offset by the decline
in the value of grain exports. Against
an increase for meats and fats of
$32,000,000 there was a decline: in the
value of grains amounting to $140,-
000,000.
——_+--~—_____
Salesman or Clerk—Which?

Is a salesman a clerk, or is a
clerk behind the counter a salesman?
Just now there is some _ interesting
controversy going on regarding that
question, and the general opinion
seems to be that in stores where
clerks are regarded as clerks they
are no more than that; on the other
hand, where the salesman is looked
upon as a man with a _ distinct
calling, he usually lives up to the

expectation which the appraisal war-
rants. This seems a very sensible
and logical conclusion. Our trade
used to have mainly “counter-jump-
ers” in its service, and the store that
works with the past, sometimes con-
tinues to look on all its “help” in
that light. Give a man a definite
responsibility, dignify him within
reason, and you are pretty sure to
make a better man—and a far better
salesman of him, if he has any place
on your payroll, at all.
—— o-oo

Don’t let talk about your goods be-
come mechanical like that of the
book agent. Talk naturally and vary
your language to keep it free from
sing-song character.

 

 

 

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CAmericas
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18 required.

The Genesee Pure Food Company 4
a LE ROY, N. Y.
Canadian Factory, Bridgeburg, Ont.

   

 
 
  

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118 eae MICHIGAN TRADESMAN a August 1, 1923
TRUST COMPANY SERVICE. residue shall remain in the trust trust) for a great variety of pur- sells high-grade, conservative bonds;

Various Functions Economically and
Efficiently Handled.

The object of this article is to
convey to its readers a comprehen-
sive idea of the great variety of
service rendered by trust companies
to the general public.

Prior to 1889 (thirty-four years
ago) there was no such thing as a
trust company in Michigan. At
that time the first one (The Michi-
gan Trust Company of Grand Rapids)
was chartered and organized to do
as a business corporation what in-
dividuals had previously done, a
general trust business, and since then
many such companies have come into

 

Emerson

existence in the State as the demand
has increased for this corporate tfans-
action of the many complicated de-
tails of administering estates and
acting in the great variety of fiduciary
capacities developed by modern busi-
ness methods.

The name trust company expresses
its business perfectly, which is the
handling of trusts—trusts for people,
for firms and for corporations.
These not only include estates under
authority of the probate court, but
an almost innumerable variety of
matters placed in its care to handle
under terms embodied in trust agree-
ments.

A trust company acts as executor
of a will, having been named therein
by the testator to carry out its
provisions legally and under the
jurisdiction of the probate court, to
pay the claims and debts and legacies
and turn over the residue of the
estate to those designated in the will
to receive it. There are many cases
where when the claims and legacies
are paid provision is made that the

 

company’s hands for a specified per-
iod, the income to be paid at certain
times to certain people or charities,
and the principal to be paid in speci-
fied amounts at certain times, or as
a whole at one time, to certain people
or charities. Often the trustee acts
for some special fund left under a
will, such as a cemetery fund given
in perpetuity or for a shorter period,
or a trustee of a charitable fund, or
as trustee for any fund or property
for any purpose by appointment of
a court.

A trust company acts as administra-
tor appointed by the probate court
to settle an estate where there is no
will by paying claims and debts and

W. Bliss.

distributing the residue to the heirs
according to law.

A trust company acts as admin-
istrator of an estate where there is
a will and the person named as
executor does not act because per-
haps of previous death or a desire
to be relieved of the arduous duties
entailed, or because of having moved
away during the years that may
thave elapsed since the ‘will was drawn.
In this case the trust company acts
under appointment of the probate
court to carry out the terms of the
will.

Again, a trust company acts as
guardian for the person or estate,
or both, of minor children, or as
guardian of insane or mentally in-
competent persons or spendthrifts, in
all of these cases by appointment of
the probate court.

A trust company acts as receiver
under court appointment and it acts
as trustee or assignee for creditors.

A trust company acts as trustee
or agent under private agreement
(which constitutes a so-called living

poses, as for instance, to care for,
invest or disburse a fund created
for the benefit of a wife or child
or for any purpose; to invest funds
and pay the income as may be
designated; to take charge of any
or all property of professional per-
sons, or those traveling, or that of
business men desiring to be relieved
of such details, or that of widows;
to take charge of the handling and
reporting and accounting for or
distributing of estates for executors,
administrators, guardians, trustees,
etc., who may desire to be relieved
of this work; to manage, sell and
rent business blocks or other real
estate; to hold legal title to timber
lands or other real estate owned by
one or more persons or corporations,
and to handle and convey the same
when sold; to take full charge of the
management of corporations and
other forms of business; to hold and
dispose of papers or property under
an escrow agreement. In _ fact, it
acts in any legitimate fiduciary cap-
acity.

A trust company acts as trustee
under a mortgage or a deed of trust
of property to secure an issue of
bonds; to receive and account for a
sinking fund or other special fund;
to continue, operate or wind up a
business for creditors and others.

A trust company acts as transfer
agent for stocks of corporations and
as registrar for bonds or stocks of
corporations.

A trust company loans money on
real estate mortgages; purchases and

purchases and sells stocks and other
securities upon commission so to do.

While for many of these services
trust companies name their own
reasonable charges, the fee for set-
tling an estate by an executor or
administrator, whether an individual

or trust company, is governed by
law, which in Michigan is 5° per
cent. of the first $1,000, 2% per

cent. of the next $4,000 and 1 per
cent. of all over $5,000, the fee being
based on the amount of personal
property received and accounted for.

The reader will gather from this
variety of work the modern trust
company is not only an important
factor in the busines world, but must
be an organization of trustworthy
competent men, schooled in the many
sided functions necessary to the car-
rying out of the diversified demands
of its complex business.

Emerson W. Bliss.

 

Much higher wages would bring

much less employment.

R oth Body Co.

BUILDERS OF SPECIAL

Motor Truck
BODIES

“Any style body for any make truck”

 

2048 DIVISION AVENUE, S.
Citizens 31072

 

 

 

 

 
 
  

We also have a
complete line of
high quality bulk
coffees at attrac-
tive prices.

Christian Coffee Co.

337-339 Summer Ave.
GRAND RAPIDS, MICHIGAN

You'll Make
Satisfied Customers
By Selling Them

sccm I

4 (errr =,

 

 

 

$ret

ee ee

— August 1, 1923 MICHIGAN TRADESMAN . 119

= | : SAVE THE

—_—
ee ee —
ee i 3 i

This

AE an excellent year

Fruits are plentiful and unusually good
oS | this year. Hundreds of thousands of

Lo women will put up many jars of jams,
' jellies and preserves.

These women will require sugar, jars,
fruit and other preserving materials in
quantity. It is logical to expect that the
majority of their purchases will be made
from grocers who tie up their stores with
our national SAVE THE FRUIT CROP
campaign on Domino Granulated Sugar.

Make sure that you get your share by
displaying and suggesting the SAVE THE
FRUIT CROP idea at every opportunity.

American Sugar Refining Company

s .

66. eo, 1 8 ° 93
Sweeten it with Domino
Granulated, Tablet, Powdered, Confectioners, Brown; Golden Syrup;

Cinnamon and Sugar; Sugar-Honey; Molasses

 

 

   

120 : MICHIGAN TRADESMAN August 1, 1923

 

 

A Remarkable Advance
in the Process of

 

 

 

 

Manufacturing Flour.
A

A BOUT ninety days ago our mill began manufacturing flour by an advanced process that
very materially improves the quality of the flour milled from both hard and soft wheats.

In fact, the Change is as great as was made at the time of the introduction of the patent
roller process compared to flour manufactured on the old type mill stones.

The importance of this change to customers of the Valley City Milling Company may be
better understood when we say to you that the Valley City Milling Company, of Grand
Rapids, Michigan, and St. Louis, Missouri, and the Kehlor Mills Flour Company, of
St. Louis, Missouri, are the only mills in existence milling flour by this new method.

Here is a Challenge to any and all competition who have been so indiscreet as to state the
Valley City Milling Company is out of business, or that we are not producing our own flour
or that our quality has not been maintained.

 

Never in the history of our business have we produced a better flour than we are making
at this time, and we are milling our own products. .

In fact, the new process of manufacturing, which our Milling Superintendent has been ap-
proximately twenty-five years in developing, enables both the Valley City Milling Company

and the Kehlor Flour Mills Company to produce more efficient flour than any other mill in
existence at a lower cost basis than we have been enabled to use heretofore.

This statement is made positively without fear of contradiction from the standpoint of
fact and it is a challenge to those who have belittled our ability to produce during a period of
distress, to even attempt to meet the quality we are turning out at this time both in hard and
soft wheat flours.

We accomplish two remarkable results in the milling of flour by the advanced method:

 

First, the entire efficiency of the protein or gluten content of the flour is retained. In other
words, the flour is 100 per cent. efficient. ,

In milling by the old method, the best it was possible to do was to preserve /0 per cent. of
the efficiency of the protein or gluten content of the flour.

Second, the flour produced by the new method is absolutely uniform in granulation.

About four times the normal bolting surface is required to accomplish this result.

 

 

 

 

ype thine “

na enamine stetipopeolt alba = z

August 1, 1923 MICHIGAN TRADESMAN

121

 

 

A Remarkable Advance in the Process of Manufacturing Flour

By the old method, it was absolutely out of the question to produce a flour of absolutely
even granulation, as can be readily determined by microscopic tests or by the bolting of any
flour made by the old process through a number 18 screen; in other words, it has been ab-
solutely determined that 60 per cent. of the flour milled will pass through a number 18
screen, and 40 per cent., the balance, through a number 10, 12 or 14 screen, so that by milling
flour by the old method 60 per cent. of the flour was of the fineness of the mesh of a number
18 screen and 40 per cent. of the flour of the fineness of a number 10, 12 or 14 screen.

The flour we are producing is positively uniform in granulation, it being of the fineness
of the mesh of a number 18 screen, is sharply ground and yields better.

Bread baked from the new process flour will retain moisture much longer, is more nutri-
tious, handles easier in the baking and both the color and flavor are improved.

Furthermore, and what is of great importance to us, the volume of sales is over 100 per
cent. greater already and very indication points to a remarkable volume of trade. As a matter
of fact, the only difficulty we will experience is a possible inability to take care of our greatly
increased business.

A complete announcement to the consuming public will be made about the first of August
in all of the important newspapers of the State; also, a special additional announcement will
be made to the dealers of Michigan in the immediate future.

Remember this in considering the above proposition:

The greatest advance in milling has been made by the new method that has been accom-
plished during the past fifty years.

The entire efficiency of the protein or gluten content of the flour js preserved.
The baking qualities of both hard and soft wheat flours are materially improved.
The cost is even lower per barrel than before.

Our mills are the only ones in existence to-day who can and are milling flour by this im-

proved method.

Those dealers who take advantage of the information given and make reservations for
flour accordingly, will occupy a most enviable position with the consuming public.

Write or wire immediately the Valley City Milling Company, of Grand Rapids, Mich.,
and St. Louis, Missouri, or the Kehlor Flour Mills Company, of St. Louis, Missouri, for prices
and samples.

Valley City Milling Company

Grand Rapids, Michigan

 

 

 

 

 

 

122
CHANGES OF FORTY YEARS.

 

Passed in Review by William H.
Anderson.

*I received your letter a few days
ago telling me it was forty years ago,’
in 1883, that you began the publica-
tion of the Tradesman. It reminded
me it was in 1883, forty years ago,
that I came to town, a young man,
country born and brought up, in
search of the opportunities supposed
to be found in cities. The year was
one of great adventure for both of
us. I want to congratulate you most
heartily upon the splendid success
that yours led to.

Measured by the ages, forty years

 

MICHIGAN TRADESMAN

in every office and nearly every home
and no longer do we try to blow
out the electric light. Modern ways
are not the way we knew, but if
you and I and the Tradesman could
see the Grand Rapids of ’23 with the
eyes of ’83 we would not feel our-
selves strangers in a strange town.
With a fourway view from Campau
Square, then as now the “hub,” we
would see many breaks in the old
skylines. We would see the Grand
Rapids National, the Herpolsheimer,
the Steketee, the Morton House, the
Grand Rapids Savings, the Gilbert
and the Press buildings in one di-
rection, and instead of the old Rath-
bun House would be the city’s first

William H. Anderson.

may be but the flicker of an eye,
but in the lives of men it is
long time. It is five years more than
half the scriptural span. To-day’s men
of affairs were fledglings then and
some were not yet born. The leaders
in trade and industry of 1883—how
few of them are left! A generation
has passed, and I think you will
agree it was a generation worthy
of kindly remembrance, a generation
that laid solid foundations and built
for strength and stability.

The city’s population in 1883, as I
recall, was about 40,000.
nearly four times that now. Our
streets are busier than they were
then. We have brick pavements in
the business. disttricts, instead of
cedar block or cobble; the oli!
board walks are gone; we have elec-
tric cars, boulevard lights, automo-
piles and motor trucks. The hack,
the omnibus and the dray have dis-
appeared; the farm wagon is not of-
ten seen, the horse is becoming a
curiosity, the telephone, a two-year,
_old novelty forty years ago, is now

We have~

sky scraper, which William Widdi-
comb built. To the North would be
the Pantlind, the Goodspeed, the Com-
mercial Savings, the Wursburg, the
Hermitage and the Rowe. Up Pearl
street are the Michigan Trust, the
Klingman and the Houseman build-
ings, and looking the other way is
the new bridge. But with all these
modern constructions, what a wealth
of landmarks remain to guide the old
timer on his way! From the Tower
clock to the Porter block, to St.
Mark’s church, to the Berkey and
Gay building and to the Brush fac-
tory there are many buildings to re-
mind us of forty years ago, to re-
mind us, too, that Grand Rapids is
thrifty and that it does not tear down
and throw away until the need of
it appears.

In the factory districts you and I
and the Tradesman, looking through
the eyes of °83, might have our
troubles. The river front then as
now had its lining of factories, but
instead of one or two or three fa?-
tories each, in the ‘Widdicomb, the

Phoenix and the Fuller station dis-
tricts now we have them in bunches.
The Godfrey avenue, the Macey, the
Oakdale Park and the Clyde Park
factory districts are new develop-
ments. Probably we have a dozen
factories now where forty years ago
we had one, and they are bigger and
better factories,
lighted, better arranged. Factory
landmarks are still to be found, but
it is to the new construction that
we point with pride when strangers
are among us. The industrial fath-
ers, the Berkeys, the Widdicombs,
Converses, Nelsons, Gays and others
did the best they knew how with the
light they then had. From them
those who have come after learned
to do better. ,

We would need a guide in explor-

“marks are not lacking.

better built, better -

August 1, 1923

ing the residential districts. Land-
Many fine
old homes still remain, but the glory
has departed from Jefferson avenue.
We must go half way to the far end
of Reed’s lake before seeing “coun-
try,” which use dto begin a little
beyond Eastern avenue. South of
Wealthy, instead of wide reaches of
acreage, as we remember it, now
there are more homes than were in
all Grand Rapids forty years ago.
In 1883 we had four newspapers,
the Eagle, the Democrat, the Times
and the Leader. They are all gone
and now we have the Press and the
Herald. With all honor to the old
editors, with improved equipment and
better facilities, what we lack now in
quantity may be made up in quality.
Intenttionally, I have left banking

 

THE HOUSE

Grand Rapids Notions Co.

237 and 239 Fulton Street, West
GRAND RAPIDS, MICH.

Jobbers of Dr y Goods
and Notions

 

‘FOR

SERVICE

 

 

Diamond Jewelry

 

 

 

uncommonness.

limitless variety.

UPREME quality—supreme style
—supreme character and exclusive-
ness are embodied in the incompar-

able new diamond creations shown by the
Herkner Jewelry Company.

Fancy new shapes in diamond rings, flex-
ible bracelets, bar pins, every piece a
work of art, modeled in the finest and
most exquisite platinum lace work.

To see them is to appreciate their entire

Gifts for every gift occasion in almost

 

 

 

 

J. C. Herkner Jewelry Co.

114 MONROE AVENUE GC RAND RAPIDS, MICHIGAN

 

 

 

 

AS ag i
y +

 

ee ee en ee een ETE te AN ra et Baar et einem hand hewe nti regener sicay > yer nits oiloner ip ghee acnduyn sone eTICE eee ee

 

    

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

August 1, 1923 MICHIGAN TRADESMAN : 123

RS © e * Oy

| = With the Opening of Schools there will be an [§

% ‘ EY

« Increased Demand for Woven Materials. S

Ke

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iG 27 inch Hasnes Apron Gingham es $ 134% BY

27 inch Amoskeag Apron Gingham ______ 15% CY

32 inch Amoskeag Apron Gingham _______ 1814 RY

27 inch Brentwood Gingham ____________ 15% Ry

: 52 meh Brentwood Gingham ___..______:. 1814 BY

2? wee Everett Classic = 13% BY

2? meh - Binebell Cheviots __._. 15% 5

27 inch. Plalland Gingham __....... 154 RX

$2 eh Helland Gingham __2 AY Ey

a2 meh Utihity Gingham ___.... 2014 =

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a? eh Manvire Chambray . 154 BY

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30 inch lmiperial Chambray _...._. 234 BY

Oo Wee eee 19 FB

COTTONS Of mee baad = a 23Y 3

Of Wien «Ghee Gurigham _..__ Bo Bi

36 inch Bleached Paramount ~___________ $ .151%4 32 meh Lorame Gingham ______ aa BS

a 36 inch Bleached Minute Man ___________ 1614 2e bet Pe Ce 22 x

i 36 inch Bleached Hill _________________- A7V 30 inch Steketee Chambray _____________ a4 5

» ° ° °

RS 36 inch Durretta Cloth of 2414 32 inch Jacquelin Gingham SS eee al 5)

i 36 inch Toilers 10/20 Remnants ________- 12% 5

Ka 36 inch Bellwood Cambric _____________- 17 (GINGHAM SHORTS) RY

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Kg 36 inch Unbleached Manhattanville ~____~-~ A2Y% a - rebar wes [8 ee: +. 12% EY

CF i , d Cc Lice bee “ry 13 inc rentwood _____~~_-~--~~-~-~~-~~~ ‘ 14 EY

be 36 inch Unbleac . ” 1 egy eae ; 32 inch Peerless—Yomac _______________ 1814 BY

S 36 inch Unbleached Valley — -- ete A3Y yy Ee Se 16 5

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Ne 36 inch Unbleached Wilton ___-_-------- 14 27 inch Domino Apron Gingham _______ ~~ 10% BY

% 36 inch No. 100 Black Sateen _____-_---- 26) 32 inch Bates Zephyr—Remnants ________ 174 BY

Ne 36 inch Aleda Black and Colors ______---- 33% ot Mii UU AMG 5

Rd 36 inch Ramona Sateen Black and Colors ___  .31Y4 32 inch Silk Striped Selfas Madras ________ 32Y By

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124

MICHIGAN TRADESMAN

August 1, 1923

 

to the last. In 1883, we had five
banks with a total capitalization of
of $1,250,000. The First, now the
Old National had $400,000, the City
National $300,000, the Grand Rapids
National $200,000, the Fourth Na-
tional $300,000 and the Grand Rapids
Savings $50,000. The officers were
Judge Solomon L. Withey, James M.
Barnett and Harvey J. Hollister;
Thos. D. Gilbert, Julius Houseman
and J.. Frederick Baars; Edwin F.
Uhl, Freeman Godfrey and William
Widdicomb; A. B. Watson and D.
A. Blodgett; Isaac Phelps and Dana
B. Shedd. Of them Mr. Shedd, still
with the Grand Rapids Savings is
the only one left. In those days
Lewis H. Withey was in the lumber
business, with Anton G. Hodenpyl
as his book-keeper. Henry. Idema
was Bradstreet’s superintendent for
Western Michigan. Clay H. Hollist-
er and Dudley Waters were little
more than through school. Robert
D. Graham and Charles W. Garfield
were raising fruit. I have not at
hand the bank statements of 1883, to
my regret, but the total resources
probably were between $5,000,000 and
$6,000,000 and the total deposits
somewhere around $4,000,000.

My active bank connections did
not begin until July, 1891 eight
years after I came to town, when I
was made managing director of the
Fourth National. In January follow-
ing I was elected Cashier with De-
los A. Blodgett as President, and in
1898, when Mr. Blodgett resigned
and retired, I was elected to the
office I have since held.

In 1891 when I became managing
director of the Fourth National, the
Fifth National, $100,000, Jas. D.
Robinson President; Kent County
Savings Bank, $50,000, John A. Co-
vode President; Peoples Savings
Bank, $100,000, Thomas Jefferson,
President; and the Michigan Trust
Co., $200,000, Lewis H. Withey,
President, had been added to the
list, and the capitalization of the old
banks has been increased, Old Na-
tional to $800,000; National City and
Grand Rapids National to each $500,-
000; and the Grand Rapids Savings
Bank, $150,000. The total capitaliza-
tion then, not including the Trust
Company, was $2,500,000. The total
resources were $10,094,433; loans and
discounts, $7,122,539; bonds and mort-
gages, $590,868; commercial deposits,
$3,056,212; savings and _ certificates,
$3,418,400; due to banks, $254,583;
total deposits, $6,784,227. To-day,
thirty-two years after, we have three
National and six State banks, with a
total capitalization of $3,875,000 and,
in addition, we have two trust com-
panies, and the Building and Loan
Associations with their several mil-
lions.

The banks in 1891 had surplus and
undivided profit equivalent to about
25 per cent. of their capital; to-day
they have $4,128,550, or 6 per cent.
more than 100 per cent. of their
capital. The surplus and undivided
profits are available to the community
as banking capital, and at the same
time serve as an impregnable bul-
wark against possible disaster. In
the past no organized bank in Grand
Rapids has failed; the banks to-day
are stronger than ever before.

Since 1891 thirty-two years, the
total bank resources have increased
from $10,094,433 to $76,363,755; the
loans and discounts from $7,122,539 to
$37,389,477; bonds and mortgages
from $590,868 to $20,323,633; com-
mercial deposits from $3,056,212 to
$22,598,471; savings and certificates
from $3,418,400 to $35,852,222; due
to banks from $254,583 to $3,278,808;
and total deposits from $6,784,227 to
$64,054,442.

The city’s population has increased
about three fold in these thirty-two
years. The city’s wealth, as shown
by the bank figures, has grown six
to ten times or more. In 1891 our
savings and certificates represented
about $75 per capita; now they are
about $240. During the past year
alone savings and certificates in-
creased $4,303,892 and the total de-
posits increased $7,657,873 or more
than the banks had altogether in
1891. The bank clearings in ’91 were
$44,640,146. Now they run about
$30,000,000 a month.

This remarkable showing is not a
matter of accident or chance. It is
the direct result of the solid founda-
tion laid by the business men, the
manufacturers and the bankers of
other days, and to the lessons of
thrift, industry and right principle
which they inculcated.

Grand Rapids of to-day with its
landmarks would not be strange to
us. To the familiar buildings would be
added names over the doors that we
would remember — Herpolshiemer,
Steketee, Herkner, Peck, Houseman,
Winegar, Heyman, Spring, Schneider,
May, Rindge-Krekel, Weatherly,
Voigt, Kutsche, Wurzburg, Preusser,
Widdicomb, Benjamin and others we
would recognize, but we would not
pass through the open doors to greet
old friends. It would be sons and
grandsons and strangers, honoring
the old names by doing business
under them, who would meet us and
they might know us not. Instead
we will drop in on Sidney and Wilder
Stevens, old timers like ourselves, and
from there we will send—no, we will
telephone in the modern way—for
the Leonards, Julius A. J. Fredrich,
Dana B. Shedd, Christian Bertsch,
Frederick W. Wurzburg, Charles R.
Sligh, A. S. White, George G. Whit-
worth, Alexander Dodds, Francis
Letellier, Mrs. M. R. Bissell, T. J.
O’Brien, Dick Blumrich, Charles E.
Belknap, William R. Shelby, William
H. Jones—and we will call them in,
and, perhaps, a few more, and we
will have one grand talk together of
old 1883, and I think before we part,
we will adopt resolutions that the
generation of 83 was altogether the
finest’ and the best the sun _ ever
shone upon, with the single exception
of the generation that has come after
it.

We love the memories of those who
have passed on, but our hearts and
hopes are with those who are now
here and for those who are on the
way; for those who are carrying on
to-day and will be carying on to-
morrow; for those who will make
Grand Rapids of 1963 as much better
than Grand Rapids of 1923 as 1923
is better than 1883.

William H. Anderson.

a A a aaa a aac a ra te

FUNDAMENTALS OF SUCCESS.

 

They Rest on the Solid Rock of
Integrity.

To have spent forty continuous
years in one line of work and to
have seen the results of the effarts
thus put forth increase in volume
and usefulness, should be a matte;
of just pride to any man.

Mr. Stowe’s successful ownership,
managership and editorship of the
Tradesman for forty years should
not be passed over lightly.

He is worthy, and entitled to, sn-
cere congratulations from the point
of view of time alone. But, vastly
more important. is the respect due
to the good work. and actual ser-
vice he has accomplished through
the medium of his publication.

The Tradesman has been a pub-
lication with a purpose. That pur-
pose manifestly has been the better-
ment and improvement of trade re-
lations between the wholesale dis-
tributor and the retailer; the up-
building of a better understanding
of mercantile problems; and _ the
promulgation of advanced and modern
business principles.

It is because of the successful ac-
complishment of these fundamertals
that the Tradesman and Mr. Stowe
are deserving of honorable mention.

There are two bases of conduct
in business; the one is policy, the
other is principle. One hardly need
explain the vast difference between
the two. These differences are
world wide; the one calls for con-

stant shifting and trimming; the
other carries staight and true, al-
ways,

Some of the principles which have
influenced the Tradesman for forty
years have been mentioned above
but whatever the emergency, the
principle of integrity and honesty of
purpose has held true.

If the writer were to cite an
example, it would be to point to
importance of fair dealing as the
surest avenue of ultimate reward.
If he were to express a hope, it
would be that we all try to believe
in the other fellow; that we credit
him with honest intention, and a
desire to give a square deal.

Too often we merchants seem to
take the position that we, only, are
“holy” and that the man we are
dealing with is “unholy” or even a

that we are right, without taking into
consideration the other party’s side
of the case. Too often we disregard
the other fellow’s problem and
roughly “slam it into him.” Too
often we repudiate without sufficient
cause or investigation.

An honest obligation should be
lived up to if it is humanly possible
to do so; but the “pound of flesh”
should never be insisted upon, ex-

cept in the case of extreme justifica-.

tion.

If there is any one of the virtues
which have evidenced the service o%
the Tradesman all these years that
the writer would emphasize, it is the
efforts put forth by it to build up
a better understanding between the
different branches of the trade.

What we need is a better under-
standing and a closer co-operation;
co-operation based on good will and
mutuality of interests and good in-
tentions. Daniel T. Patton.

—_2-2—___
Banker’s Tribute to the Tradesman.

A leading banker of Grand Rapids —

sends the Tradesman the following
voluntary letter anent its fortieth
anniversary:

I think the finest tribute which can
be paid the Tradesman is that it
has lived to the age of forty years.
Such longevity is not a matter. of
accident or chance. A_ publication,
like a human being, must observe
the rules of -clean living if it hopes
to attain a great age. No man can
flount the laws of commonesense and
live long and prosper; neither can a
trade journal.

To its readers the Tradesman
gives much the same satisfaction as
is derived from contact with a gentle-
man. It requires no apology to
bring it into the family circle. There
is never any anxiety as to the
character of its contents. In addition
to this cardinal virtue, it aims to be
always interesting and informative.

The Tradesman has never sacri-
ficed character to expediency or put
its ability to unworthy uses. It has
ever aimed- to be trustworthy and
conscientious in the dissemination of
information of interest to the trade
and has eschewed sensationalism and
cheap methods. It has aimed to be
a dignified servant in the cause of
public good in city, state an Nation.

The Tradesman has had a great
many constant readers who differed
at times bitterly with its opinions
and yet continued to read it. The
reason for this is that no one doubted
the sincerity of its motives, the
honesty of its convictions or the
fairness with which it always stated

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

rascal. Too readily is it assumed its case.
Fill in your sizes of Tennis, Oxford and Patent Leather Shoes from our stock
La Crosse Tennis mens wos. boys yths. childs L. G. Miss
Buffalos Ball Heavy Sole _$1. = re 60 $1.40 $1.30
Victory Lace to Toe ---- ic 1.08 98 .93
Winner Ball 148 1.08
Ranger Black Oxford -.-. .76 -69 -69 61 55 61
Argent, White Oxford -... .76. -69 -69 -61 55 61
Patent leather full lined two straps, 5 to 8 $1.15
Patent leather full lined two straps, 8/2 to 11 __-......- 1.35
Child’s patent turns 4 to 8 _ 1.20°
Child’s brown turns, 2 to 414 .70
Child’s brown turns, 5 to 8 cle 1.00
Chiid’s brown Mary Jane oxfords, 4 to 8 __ 1.00
Brown ventilated oxfords, 5 to 8 _ 85
Brown ventilated oxfords, 81/2 to 4 95
Brown ventilated oxfords, 11/2 to 2 1.05
Brown play oxfords, 5 to 8 __-___________ .90
Brown play oxfords, 8% to 11 1.00
Brown play oxfords, 11! to 2 1.10
Women’s Brown Oxfords, Rubber Heel, 4 to 8 _--.. 1.75
Men’s Brown Kid Romeo, Rubber Heel, 6 to 11 _........ ss StSsStS~™S 2.15
Men’s Brown Kid, Romeo, Leather Heel, 8 a 2.00
Write for Catalog. 5% Case ‘Lots of 24 Pair
SCHWARTZBERG & GLASER LEATHER co.
57 Division Ave., South - Grand Rapids, Michigan

 

 

 

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August 1, 1923 MICHIGAN TRADESMAN . 1

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‘The Men’s Wear House of Michigan”’

 

Specializing to

Men ’s Clothing
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Trade...

Standard High Grade Goods Only.

*

Daniel T. Patton & Company

GRAND RAPIDS, MICHIGAN

CELLU EAT EEL EEE E EL ECEE ECDC SCORE Le

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Tuberculosis Hospital _..__________ Grand Rapids
Vocational’ School __________-_-____ Grand Rapids
Kalamazoo Vegetable Parchment Paper oa

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Dhaviey Eeotiess 2.0 Saginaw
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Barry County Hospital ________________ Hastings
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Founded in 1862 Grand Rapids, Michigan

 

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of uncertanty and

-fresh your

126
KEEP KEEN ON _ BUSINESS.

Delve Deeply into Mercantile Facts
and Figures.

Sometimes it seems as though cer-
tain merchants were unsuccessful by
design. They sem to disregard all
the fundamental doctrines upon which
business success is builded. They
begin the year with an_ inventory
which is overpriced and loaded with
misinformation. They are poor
buyers and exercise very little sales-
manship. Their credits are an har-
angue, devoid of all study and ef-
fort to have on file, proper records
and to use credit information. They
stumblé along in the haze and mist

Charles Christenson

consider them-
selves fortunate if, at the end of the
year, their assets equal their liabili-
ties.

It is, of course, preposterous to
claim that these men fail intentionally
and because of a determination not
to succeed. We said sometimes it
seems; and it does.

Human nature is fallible and, no
matter what precautions may be
taken, we are, nevertheless, exposed
to certain dangers in business as in
physical life. But we are safer
when we are cautious than we are
if we blunder along. Would it not
be folly for a man to attempt to
drive his car without lamps on a
dangerous and to him unknown road
when his car was equipped with a
full set of lamps: or if beside him
Sat a native, who knew every inch
of the road, for our driver to refuse
to avail himself of this advantage?

Every atom of information which
is necessary to success has - been
printed in issue after issue of many
a journal and trade paper—handling
of salesmen, handling of customers,
handling of clerks, accounts and mer-
chandise; how to lower overhead,
etc. All these essential factors are
not the heritage of a few, but the
property of all who will avail them-
selves of the opportunity to secure
them.

The mere subscribing to a trade
paper or technical publication does
not help you. Read it, file the in-
formation for future reference, re-
memory constantly o1
market news, cultivate a taste for
articles which are printed in mediums
such as the Michigan Tradesman and

 

MICHIGAN TRADESMAN

other business magazines. Get sus-
Picious of yourself as soon as you
become too complacent and self-satis-
fied. Delve deeply into facts and
figures and be confident and certa’n
in all your actions.

The most successful business men
are those who study all these facts,
practice them and then co-operate
with .their fellow tradesmen in cop-

ing with the broader problems, such

as economic and political hazards.

Successful men do not think that
they are making a sacrifice when
they pay association dues or give of
their time to discuss ways and means
for bettering the conditions in the
trade. There is much benefit de-
rived from belonging to a_ mer-
chants’ association.

Our. bggest “captains of finance

MOT weicer
ONE POUND

and industry claim they have learned
some of their most valuable lessons
by association with other men.

We can lower the high mortality
rate among grocers and meat deal-
ers of the state of Michigan by
greater cohesion. Don’t delude your-
self into believing you do not need
us and you don’t, more
need you. We are absolutely inter-
dependent. We can ‘shave. greater
success absolutely than we are now
getting. Steady, and please don’t
crowd. Charles Christensen.

——__22-@ - —

Britain’s Selfishness Endangers the
Peace of the World.
Grandville, July 31—What
cerns Europe concerns

a way.
Not. however, to .the extent. of
America’s joining any court or league
binding her’ to any agreements which

con-
America in

 

than we.

August 1, 1923

in after time may disqualify her
from doing her whole duty to her
own citizens.

The present outlook in the old
countries is not propitious.

None of the countries of continen-
tal Europe are in shape for war, and
yet the uneasy feeling arroused by
Britain’s interference between France
and Belgium on the one side and
Germany on the other is causing a
feeling of uneasiness to run through
the nations.

Britain, in making common cause
with Germany, is alienating her most
stalwart friend, is, in fact, placing
herself in the position of a danger-
ous factor to the peace of nations.

The people of Britain should hesi-
tate before going so far as to de-
liberately accept .the cause of Ger-
many as their own, thus precipitating
a crisis the outcome of which may
prove of vicious portent to the peac:

-e world.

There is no gainsaying the fact of

“pe

 
   

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August 1, 1923

France and Belgium’s just demands
on the nation which laid waste their
homes and lands and made of a
part of these countries a desert waste.
If these demands are not complied
with, France and Belgium will have
just cause to exclaim over the in-
gratitude of their one time ally,
England.

But for the strange action of the
British, which has given the Germans
hope of a partial ‘release from rep-
arations agreed upon at Versailles,
the question of payments would be-
fore this have been met and fully

satisfied. ‘
By the time President Harding
reaches Washington on’ his return

there will be ample proof of the
danger to our country in an alliance
with any of the old world powers.
Britain has not been wholly sin-
cere in her efforts to nullify the acts
of the French. She is caught play-
ing a double game and may find
when too late that she has lost the

confidence of her one time best
friends.
“he moral issue is plainly with

France and Belgium. while the ma-
terial issue is with Britain and Ger-
many. It is to be thoped that what-
ever influence the United States may
exert in the matter will be on the
side of the moral issue at stake

A statesman once said he would
rather be right than President.

How much more ought his great
Republic to align her sympathies on
the side of right, even at the ex-
pense of a temporary alienation of
our English friendships, than to take
the side which seeks material
at he experse of moral rectitude.

Luckily we are wholly on the out-
side and cannot be bound by any
league or court to affiliate with wrong
doers across the brine.

Ruhr occupation § affects. British
trade, hence Britain’s indignant pro-
test. At the time of the Versailles
treaty Britain stood with France, but
then she feared Germany. Since the
latter has become impotent for harm
— thanks for which are due more to
France than to any other nation—
the English are seeking to -extend
trade, regardless of the morals of the
situation.

With the German fleet gone and
no army worth mentioning, the Hun
is no longer a menace to the stability

of British commercialism. There is
a_ blood . relationship between. the
royal families that seems to count

just now.

The supreme need of Britain now
is business, not money. With France
holding the key to the situation and
with a determ nation to hold Ger-
many to the letter of the comtract,
the British see but little hope for
renewal of their business relations
with Germany.

Perhaps’ Britain is not to blame.
Laborless workingmen, hard times
and general discontent count for
much with England. She had rather
discount the hardest bargain in her
own favor, let morality go to the
winds.

France, although absolutely right in
her contention, has alienated Britain,
and the end is not yet.

Britain and German interests ‘have
become identical.

The needs of Britain in a business
‘way make of her a friend to-day
of Germany, and that friendship is
soing to yield no end of difficulties
with regard to the setlement of
European..troubles. Whether France
can hold her present position ~ with
half the world against her is a mat-
ter for serious thought.

Many: Americans are siding with
the mother country and France and
Belgium will certainly be up against
it in a serious manner before many
months slip into eternity.

The adage that. there is no friend-
shin in business is likely to be exem-
plified in this great National strug-
gle now going on in Europe, with
strict justice on the one side and
materialistic desires on the other,

picture that

gain ,

MICHIGAN TRADESMAN

The writer holds with France, be-
lieving she has the right of the
question in nearly every phase, and
that there would have been a satis-
factory outcome to her reparations
demands had not England stepped
forward to the aid and encouragement
of Germany in her sullen stand
against meeting the demands upon
her exchequer.

German and_ British
against French demands
may well

union as

paints a
startle the
world.

The present restless attitude of the
big nations of Europe only serves
to emphasize the folly that would
have been ours had we entered the
league of nations. What the outcome
will be is a very serious question
and may well concern the whole
civilized ‘world. Old Timer.

22-2
Ten 1883 Wholesale Dealers Still
Act've.
As I revert back to the fall of
1883, when the Tradesman began

its existettce, I can recall but
ten men now active in the jobbing
trade in this market who were oc-
cupying responsible pcsitions at that
time. They are as fellows:

Wilder D. Stevens and Sidney
F. Stevens, of Foster, Stevens & Co.

Frank E. Leonard, of H. Leonard
& Sons.

Adolph Krause, of MHirth-Krause
Co. Mr. Krause and his partner,
the late Frederick Hirth, started in
the hide and pelt and findings busi-
ness at 126 Canal (now Monroe)
street the same week the Tradesman
started publication.

R. D. Prendergast, credit man for
the Worden Grocer Company, was
then credit man and head bookkeeper
for his uncle, the late John Caulfield,
who was then engaged in the whole-
sale grocery business at the corner
of Canal and Erie streets.

Edward D. Winchester,
the Worden Grocer Company, was
then engaged in the retail grocery
business on East Bridge (now Michi-
gan) street under the style of Win-
chester & Sours.

Edward Frick, buyer for the Jud-
son Grocer Co., was then traveling
representative for the wholesale

buyer for

: 127
grocery house of Shields, Bulkley’
& Co., then located on South Division
street.

Henry Vinkemulder had recently
come to town from Grandville and
entered the employ of Phil Graham
as book-keeper and salesman.

Chas. W. Jennings was then en-
gaged in the extract and perfumery
business on Lyon street.

Frank A. Voigt had been con-
nected with the Voigt Milling Co.
for two years when the Tradesman
appeared. The company took pos-
éssion of its present mill on Pearl
August 9, 1883.

«

street
recall a single retail
hardware dealer,
furniture dealer, dry goods merchant
or clothing merchant who was _ in
business in 1883 who is still active
in trade.

Charles B. Dressler has been en-
gaged in the retail meat business at
location on South
for about forty-nine
A. Stowe.

I cannot

grocer, druggist,

about the same
Division avenue
years. E.

 

SS
RS
8

4

BIH:
ie

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4

 

Lf Uys
UE

 

 

Kellogg’s Bran.

and naturally!

brings results!

 

 

Slip that fact along to your customers.
repeats! And Kellogg’s ALL BRAN—because it is ALL BRAN—

 

HOW ABOUT---
YOUR OWN HEALTH

 

Ever take a look this-a-way—

Your part as distributor of food is about the
most important in the chain-of-service. But it sure
means long hours and hard work—

Keeping-fit-as-a-fiddle is necessary! You can’t afford
to let constipation creep in with trouble!

And you don’t have to! Break open a package of
It’s no half bran—or imitation! But All Bran!

And Kellogg’s BRAN is necessary to relieve constipation permanently

 

You know results double

 

GUARD YOUR OWN HEALTH
Kellogg’s Bran is Pushing
Pill Money to the Grocery Trade

 

 

 

 

 

 

128
HOW’S BUSINESS TOMORROW?

Dominating Factors Which Affect
Mercantile Sales.

Rather a strange question to put to
the average merchant. But everything
that sounds strange now may prove
simple in the long run.

There, right before you, is that
pile of morning mail. You open the
letters and you begin enumerating
your day’s orders. There are as
many orders in that pile as you re-
ceived yesterday, or the same day
last week, last month, or last year.

Fine! But to-morrow you may not
receive as many orders. You may
not make as many sales. And even
if your orders reach the same pro-
portion as in other days you may
find your business on the verge of
a deadly standstill.

The plain fact is that business,
just as everything else, is affected by
a variety of economic and _ social
factors, and the most successful mer-
chant is he who is able to learn of
the existence of these factors, to ana-
lyze them and to shape his busi-
ness policies accordingly.

The retailer need not be a walk-
ing encyclopedia of- economic and
business information. He may be
the humble owner of a country store,
with nothing but a common school
education and a good stock of horse
sense to back him up. But our
- merchant is a sensible man and he
wants facts, and more facts.

The hit-and-miss method of con-
ducting business is gone forever. The
average merchant must compete with
the powerful mail order and chain
store organizations. He must com-
pete with brains, with clever analysts
of business facts.

The retailer has recourse to numer-
ous facts, indicating the trends in
prices and the tendencies in buying,
especially as applied to the com-
munity. in which he conducts his
business.

Is there a wave of unemployment
in his community? If so, how will
this condition affect sales on the
morrow?

Has there been a radical change
in manufacturing operations thzough-
out the country and rarticularly in
his own community? If so, how will
this condition affect sales on the
morrow?

Where is the average business man
to secure the facts upon which to
base his reasoning?

I have before me a monthly sum-
mary of business conditions, as _ is-
sued by the Federal Reserve Bank.
The bank employs a number of ex-
perts who give their full time gath-
ering facts and statistics designed to
interpret current business tendencies.
These facts are presented in popular
form, for the benefit of the business
man, be he manufacturer or retailer.

The very first thing considered by
the summary is the credit situation.
This fact alone, in the light of re-
cent events, plays an important part
in merchandising, and the merchant
who does not bother to think of the
credit situation is not a 20d mer-
. chant.

-* Ask yourself, how is the general
. credit situation affecting the industrics
of the country and how is it affecting

MICHIGAN TRADESMAN

Rumford —

The Wholesome

Baking

your own business? Is it a wise thing
for you to advance more credit to
your customers at this time? ‘Will
it-be more difficult for you to se-
cure a loan from your local banker
in the near future?

A careful reading of the business
summary will help you answer these
questions to your satisfaction.

And in this statement you will
also gain an inkling into the causes
of the present credit situation, and
how these very same causes will
affect the credit situation in the
future.

Then follows another important
statement, concerning the tendencies
in the movements of commodity
prices. As a retailer you are con-
cerned with wholesale prices, not
only of articles sold in your own
establishment but of other articles
as well. Has the tendency been in
favor of a decline in prices, and is
the decline a steady or spasmodic
one? Are the indications that prices
will keep going down for a long
period? What have been the causes
for the rise or decline in prices?

The business summary on my
desk contains an interesting table
showing in simple form the move-
ments of wholesale prices.

You should have a general ac-
quaintance with. the current manufac-
turing situation, especially as your
own community is concerned. Has
the cause of a decline in manufac-
turing been a seasonal one, or does
the reason lie elsewhere, and how
are manufacturing operations affect-
ing the sales of to-morrow?

And then, the summary devotes
some space to tendencies in the
building industry. Are more homes
being built, or are builders devoting
themselves chiefly to office building
construction?

The summary also contains state-
ments on the number of business
failures during the month and the
reason for the condition, the condi-
tion of collections during the same
period and a discussion of general
conditions in the retail trades, inso-
far as these conditions are affected
by the national industrial situation.
And you will be surprised how such
factors as _ railroad _ transportation,
crop conditions, immigration and em-
ployment affect your immediate sales
and the sales of to-morrow.

How’s business to-morrow?

——_2-.——_—_ —
Interest in Chinese Laces.

Irish and filet laces of Chinese
origin are looked upon to continue
in as strong a demand for Fall as
they were during the Spring. Cut-
ters of dresses, blouses and under-
wear, as well as retailers, are des-
cribed as show’ng increasing inter-
est in these goods, with the former
having already done considerable
sampling. The main appeal of this
merchandise is described as due to
its comparative cheapness despite a
high duty. Quotations are said to
have moved lower lately on some
items, due to some overproduction
in the Far East. Goods from one-
half to two inches wide have proved
most popular, although widths up to
ten inches may be obtained. White
is the favorite color, but cream 1s
said to be gaining in favor.

*
August 1, 1923

 

 

 

It pays to sell a Baking Powder
which satisfies your customers.

 

 

 

 

ITHOUSE
COFFEE

‘ational G: