Se yf'23F8 om x M3 XE ; ; NORV SEH 1 Ae 3 ' ii i) ee SS aw vi : SAN 7 ( BANG SVK o = ¥ ) Ae AK d > J part ~weee (™ ‘ s NY AD) eo SLT rae ae Te y MI Pg Bo oy RM A Y OF eS SE EN CO GF GAS Ey PEN) Eq | \'S2 Zea Soe PYRATHUAINCERK ADL SINIA : g (Ei Se ey Sy * 1G BY; LON DAN Ds “A LN Oma 2 ey) A] =A} yy yd a ), Sar ee t) > AS as 2 N need se NSN I NN One ee eo ma EFT NINES € 2): <@PUBLISHED WEEKLY 4 75 SOC aie SS TRADESMAN COMPANY, PUBLISHERSE——> sO) SVAGRE | EST. 18" 7 TPS SIS SS SSO aS SSA a = B, Forty-first Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 5, 1923 Number 2085 YRC AmAnAnAmiAmAmamamamcAaL TOM NMC MEAT ATIN ALN NTN MITC NINN ETNZ NEY NERD NYDN NTN PAmAmAMAmey Kc } 5 i Dy is 5 ei BI k By Ke 5 is THE ABIDING LOVE 5 KY Dy i Dy BO It singeth low in every heart; PURO We hear it each and all— A song of those who answer not, However we may call. OLS a, They throng the silence of the breast, IVAN ia SVANUTENIYEN YON IVOXYaNyaxiyerl ONO We see them as of yore— The kind, the true, the brave, the sweet. Who walk with us no more. ’Tis hard to take the burden up, When these have laid it down; They brighten all the joys of life, NACA GN GANONG NGO OGG GAGNON NONSOAVGNGAAIOA ON NGANWGH bs They soften every frown. : But oh, ’tis good to think of them $ When we are troubled sore; : Thanks be to God that such have been, : Although they are no more! % More homelike seems the vast unknown, 5 ig Since they have entered there; 5 To follow them were not so hard, 5 DY Wherever they may fare. They cannot be where God is not, ONION YaNitaNitve ry On any sea or shore; Whatever betides, Thy love abides, YA Witt QO Our God forevermore. ir ROU mO John W. Chadwick. rowan CMAnAna At Ont BE TE OBOE TOE DEE OE OT fi =} — : ROVER CLE LEC REOEE OCLC TELE LLEC TTL SERCO EU TETECTATOEITO SOT ELETLED OO ED OV FLO NGL IOS NLS GGG GLENELG LNG NG LIGNIN NGG NGL SO) SGP GENE NGL GLEN GEN ISG NLS GLINGL SLINGS GO OE OLS ONO NOR NOTO OT Spe aS ea RENEE RS halt 17-21 | “THE FAIR THAT’S ALWAYS BETTER” SEE THOUSANDS of pure bred horses, cattle, sheep, swine, rabbits, poultry, etc. “THE PRIDE OF -MICHIGAN” Horticulture and Agriculture— Apiary and Domestic Science. MAMMOTH Exhibition Buildings brimming full of interesting ex- hibits. Machinery—Motor car, truck and tractor show. BURNS FLYING CIRCUS—Death-defying stunts in midair—Bal- loon ascensions daily. GORGEOUS, SPECTACULAR FIREWORKS A FLEET OF PLANES FROM SELFRIDGE FIELD Horse Races—Big Time Vaudeville—Band Concerts—Exhibits NIGHT 25¢ DAY 50c Galore A SURPRISE EVERY MINUTE Reduced Rates on All Railroads. GROCERS—tThere’s_ nothing = acci- dental about the quality and refreshing wholesomeness of Hekman baked goods. ef Lanse buccal Co Grand Rapids,Mich. Spend a day “by the Lake” Ramona 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 “Grand Rapids’ Dance in the beautiful Casino on a floor “smooth Coney as glass,” speed around on the fun rides, or rest Island” in the cool picnic grove. aFUHTPGNGBETAORONIARUIVAGUROBARONARGEUOGREEARSUORERSUESOFILVESOUHRODCRYAGHONPGEOQQUOAAGEECAUO CE @ SSO "GRAND RAPIDS NEW MILLION DOLLAR. * REGENT THEATER; * ot TIM eke | PIOTDPLANS of DISTINCTION. 3h SUNDAY AT_1-3-5-7-9 —> SAT and WEEK DAYS 9a3 2:30-7- PRESENTING 20 PIECE ORCHESTRA ORGAN SOLOS NOVELTIES—SURPRISES World Famous Motion Pictures DONT LET THEM FORGET— Hundreds of extra coins jingling in your cash- box, if only your customers didn’t forget! Be a memory to them! Like a helpful “‘string around their finger’ to remind them—‘‘How about your yeast today?’’ and “Don’t you want to place a_ standing order for your Fleischmann’s Yeast-for-Health?”’ Six or more cakes may be bought at a time and kept in a cool, dry place until ready to be eaten. Not all your customers understand this. It’s another suggestion they'll appreciate. THE FLEISCHMANN COMPANY Yeast Service A New One Every Week A new breakfast cereal is born every week, and a certain number of your customers will try “the new ones’ —but they always come back to Shredded W heat Biscuit the one staple universal cereal food, always the same high quality, always clean, always pure, always wholesome—100 per cent. whole wheat, made digestible by steam-cooking, shredding and baking. A steady demand all the year that yields a good profit to the distributor. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. + ADES Forty-first Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 5, 1923 Number 2085 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. FOUR-SQUARE MAN. No citizen of Grand Rapids has done more things well than Robert Graham, who last week laid down the arduous work of directing the des- tinies of the Citizens Telephone Co. For eighteen years Mr. Graham served as President of the State Board of Agriculture, which is the governing body of the Michigan Ag- ricultural College and sets the pace for practical and scientific agricul- tural activities in Michigan. During all these years he was the dominating factor of the organization and did much to shape ‘the education and training of the present generation of farmers. He celebrated his withdraw- al from office by presenting the State with an experimental farm on West Bridge street which will do much to elevate the standard of the Michigan farmer and assist in the solution of many problems which confront the agriculturist. Mr. Graham assumed the Presi- dency of the Fifth National Bank in 1899 and threw into the institution all the energy he could command. As the result of his efforts, he succeeded in putting the Bank in a proud position. On the consolidation of the Fifth National Bank with the Commercial Savings Bank in 1908, Mr. Graham asifimed the Presidency of the con- solidated institution, continuing in that capacity until 1914, when he re- signed to accept the Presidency of the newly-organized Grand Rapids Trust Co. The record otf the latter institution is a record of rapid progress almost unexampled in the history of Michigan financial institu- tions, and Mr. Graham is conceded to be one of the greatest constructive workers in the history of Michigan financial operations. Mr. Graham was connected with the Citizens Telephone Co. from the inception of the organization. He served as chairman of the Executive Committee for fifteen years, during which time he planned and put into execution the financial policies of that corporation. On the death of Presi- dent Rood, about ten years ago, he assumed the Presidency, guiding the organization in a most masterly man- ner. He surrounded himself with strong men on the board of directors and strengthened his executive organ- ization until it was the admiration of the telephone world. He conserved the credit of the organization and conducted the negotiations which re- sulted in the sale of the company on an advantageous basis with remark- able ability. When the history of Michigan telephony iS written Forbes’ record can be described in a single line. But it will require sev- eral pages to set forth the faithful service Robert Graham devoted to the cause of the independent tele- phone movement in this State. In every walk of life Robert Gra- ham has conducted himself so cir- cumspectly and so sanely that he is universally conceded to be one of the most aggressively men connected with the banking industry of Michigan. conservative WILHELMINA’S JUBILEE. Elaborate preparations were made in Holland for the celebration of Queen Wilhelmina’s jwhbilee, now in progress. Quite aside from the wise rule of Queen Wilhelmina and_ the notable achievmnts of Holland under her reign there is much in her life which appeals to Dutch poetic senti- ment. Her father, William III, had three sons by his first marriage, but when he died, in 1890, his daughter, Wilhelmina, years, was the Crown Princess, the three sons and their mother having all died. Princess Wilhelmina’s mother be- came Queen Dowager Emma _ and ruled as regent until 1998, when Wil- helmina was eighteen years of age and mounted the throne. In those days her photograph was as familiar to American readers of newspapers and magazines as the pictures of our own prominent personages. In 1901 she contracted an unfortunate mar- riage with a German, Duke Heinrich, of Mecklenburg-Schwerin, but was childless for eight seemed probable that she the last of her line, but in 1909 her only child, Princess Juliana, was born. The national rejoicing over that event again called a¥éention to the unique place in the affections of her people held by Queen Wilhelmina. During her reign there has been economic progress. Revolutionary improvements have been made in the pumping systems by which Holland reclaims land from the sea. More than 400 miles of railway have been constructed, The canal systems have aged ‘ten years, dnd it would be improved and a_ network of built to supplement them. Great wireless stations now give di- rect connection with the Dutch Indies. There is daily air service for pas- sengers and _ parcels between the principle cities and with Paris, Bre- been trams -men, Hamburg, Brussels and London. Nio_ study of legislation on _ child labor, old age or sickness insurance, agricultural credit or housing is complete without consideration of Holland’s achievements. At present national aid for building associations is enabling Holland to lead the way in solving that very trying after-war problem—insufficient housing. The co-operatives for both producers and consumers have flourished. laws Viewed with suspicion ‘by both sides and often provoked, Holland maintained scrupulous neutrality dur- ing the war planned and started by the kaiser and at the same_ time granted asylum and most generous treatment to the thousands of rerfu- gees who sought refuge within her borders. This was in line with the Dutch tradition of granting asylum to political refugees—and _ for- merly to those who suffered religious persecution. The fact that our own Pilgrims went first to Holland will be recalled in this connection; it is a tradition which wins the warmest sympathy of Americans. Holland has upheld it at much greater risk than our own country, especially when asylum was granted to Presi- dent Kruger, of the Boer Republic. sorely ancient OCCUPATION OF WIFEHOOD. As far as the Federal Census Bureau is concerned, a married wo- man engaged in raising children, and cooking, cleaning, sewing and wash- ing for the children and their father, is not engaged in a gainful occupa- tion. This does not mean that the Census Bureau suffers from sex bias. It just simply happens that the cen- the course of its evolution, has not yet reached the married wo- man in the home. The census be- sus, in gan by merely counting heads _ for taxation and Congressional ap/por- tionment purposes. Twenty years later it recognized the value of agri- cuture and coal mining. Other ac- tivities of the ever-broadening na- tional life have forced their way into the decennial tables. Some day the census may yet recognize the econo- mic as well as the human importance of a statistical picture of the home. At present we are restricted to the purely impressionistic’ statement that this is the way we wash our clothes on Monday and this is the way we go to church on Sunday. To hasten the advent of that day is the purpose of an experiment car- ried out with regard to Rochester, N. Y., of which the results are em- bodied in a pamphlet by Bertha M. Nienburg, published by the Bureau of the Census at Washington. Fig- ures available within different cate- gories of the Fourteenth Census have been utilized- and reclassified so as to give at least a partial picture of the woman homemakers of Rochester— their marital status, the number of children by nationality, the economic or “gainful” responsibilities they carry outside the home, the assistance they have in the management of the home, etc. It is of social im- portance, for example, to know that in Rochester nearly one-half of the native American mothers have only one child. And while the “servant problem” is as fertile for conversation as the weather, it appears from this investigation that servants are much less universal than weather. Less than two Rochester homes out of every hundred having very young children employ servants. The importance of having this vast but almost untouched economic and sociological field brought within the purview of the census can_ hardly be questioned. Those behind the movement would have the proposed new schedules inquire after the num- ber and size of families, the amount and kind of work performed by the wife and mother in the home, and the conditions under which she works —running water, sewage pipes, gas, electricity, washing machines vacuum cleaners. The investigation is needed even if we forsee difficulties. When it comes to appraising the money value of woman’s services in the home we shall have to credit the wife and mother with earnings at the rate of $4 a day when she paints the kitchen $7 a day when she nurses, $5 a day when she washes, $4 a day when she cooks, and $2.25 a day when she hears the children’s Perhaps the icensus has been wise in fighting shy of a class of workers of whom it has been said that their chief business is to keep the family going on two-thirds ‘the proper income. SLOW CHINA. China yields to progress slowly, herewith being a small example. While hotels for the foreign popula- lessons. ‘tion of China are turning to alumi- num ware, Chinese are loth to change their ancient equipment such as iron, brass, tin and wood, all of crude types and in use for centuries. SANE NAAR AR ANAT DON’T WASTE IT. For each gallon of gasoline there must be produced four gallons of crude oil which is somewhere around 3,000 feet under the surface of the earth. The train would nearly en- circle the earth which carried the 551,000,000 barrels of oil produced each year in the United States. 2 MICHIGAN TRADESMAN September 5, 1923 Items From the Cloverland of Michigan. Sault Ste. Marie, Sept. 3.—The Mclinnis Grocery Co. has opened a meat market in addition to the grocery, with Dan Macki, an expert meat cutter, in charge. This will give the Soo another first-class meat market which will cater to the high- class trade where quality counts. F. L. Van Tyle, the popular wood- enware salesman, is calling on his trade this week and reports a marked improvement of conditions in general around the territory. A small boy is a young person who shouldn’t do things his father did at his age. Fred Newton, traveling salesman for the Cornwell Co., left Monday for Shelldrake, but expects to return to the city in time to take in the fight. The soldiers who have been at Camp Custer for the summer expect to return to the Fort here next week, which will mean much added activity to our city, with the large paroll that is usually distributed among the merchants. Save your Palm Beach and Seer- sucker suits. You can wear them for underwear this winter. George Cook, owner of the Strand and Temple theaters, has sold bo. places to the owners of the Delft string of theaters. The Delft theaters are classed among the best in Clover- land. There are two in Escanaba, two in Marquette, one each in Iron- wood and Munising. They have a reputation of showing only high-class pictures and the best of road shows. Joe Maltas, one of Our enterpris- ing druggists, will open his new branch drug store on Ann_ street this week. The new place is con- sidered one of the finest drug stores in the city. Joe has faith in his home town and is one of its boosters, which accounts largely for his. success. Have you ever noticed that the man who pays as he goes seldom gets beyond the speed limit? Mike Zaros, of Milwaukee, has purchased a half interest in the De- Luxe cafe, which has been conducted until recently by Sassalos & Fioretos. The latter has sold his interest to Mr. Zaros. Mr. Sassalos will con- tinue as active manager of the busi- ness. That new kissing bug which has recently made its appearance at the summer resorts in Lower Michigan almost put Bob Purvis out of busi- ness. He did not think much about it at the time, but after finishing his trip to Port Huron and returning to the Soo, he found that he had to lay up for a week, suffering much agony. It was only the last few days that he has been able to attend to busi- ness again. There is many a good man leading a dog’s life just because he growls too much. Percy Elliot, for the past few years traveling salesman for Armour & Co., has resigned to accept the city salesmanship for the Cornwell Co. J. L. Lynch, our well-known lum- berman, has moved with his family to Chicago, where they expect to reside. In his removal the Soo loses one of its best citizens and successful busi- ness men. If you are doing good work, don’t worry. Somebody will find it out. Fred Shafer, of the Sault Savings Bank, left last week on a motor trip for Grand Forks, N. D. He was ac- companied by his parents, who will ston off at Rochester, Minn. The steamer Missouri made her last trio to the Soo from Chicago last Monday. She has been on the Chicago-Soo route all summer and from all accounts she has had a successful season. The Missouri will be back Sept. 6, when it will bring excursion of Milwaukee elks. Considerable attention is being drawn to Newberry as the celery center of Cloverland. There has been developed at this point an in- dustry which this year rivals that of Kalamaoo, which has long been trict in the Middle West. The Dirigible Auto Light Co. is the newest industry located here, with Thos. Mackie, President, Floyd M. Rapin, Vice-President, and Her- bert Parsille Secretary and Treasurer. The board of directors consists of David Knox, H. A. Osborn, F. K. Wallace, C. J. Isley, W. H. Miller, E. T. Partridge and C. J. Markle. The newly patented headlight control is the result of the work of James Ingals of Muskegon, who has spent considerable time in Chippewa county. Mr. Ingals, has perfected a device which stands alone in its class, ac- cording to competent engineers throughout the country who have viewed it. The device has received considerable publicity in many of the leading magazines throughout the country, including Popular Mechanics and the Scientific American. The installation of the new device makes the lights of an automobile turn each time the wheels turn. In turning the corner the lights are always directly in front of the wheels and the move- ments are all automatic. The new device will be manufactured here. The machinery has been ordered and the factory will be in operation in the near future. We know of a few men who even go to church so that they will not have to stay at home. William G. Tapert. Received Too Late for Last Week. Sault Ste. Marie, Aug. 27.—The J. C. Penny new store opened for busi- ness last Saturday on Ashmun street. The new store is the 475th link to the Penny stores. Located in the heart of the ‘business district, the new store has a promising future. This is also a good boost for our home city, as it is known that the Penny Co. picks only live places in which to locate. The retail hardware men _ from Mackinac, Luce and Chippewa coun- ties met at the Soo Club last week for the annual group meeting of this district of the Michigan Retail Hard- ware Association. Dave Hackney, of the Soo Hardware Co., acted as chairman, F. A. Nelson, of Miarine City, field representative of the As- sociation gave a detailed account of the present condition of the hard- ware business in the State. The burning question will soon be the price of coal. Thomas A. Edison, Henry Ford and Mr. Firestone paid us a_ visit last week, passing through the locks in Mr. ford’s yacht, Sialia. Nothing was said about Henry buying the locks or harnessing the rapids, so there is nothing startling to announce. First sign of Fall is when the frost is on the pumpkin and_ the shock is in the price. Robert Moffat, the well-known farmer of Dafter, has been getting a lot of publicity of late since pur- chasing a car and explained the reason in a letter to our editor as follows: recognized as’the celery raising dis- This is how it happened: You see I have been saving the toadskins for some years to be able to buy a car. So finally my fond hopes had matur- ed. Proud? I should say so, but then came the trouble of learning to steer her. I first started up and then she would not stop until she went through a wire fence and a nair of bars and was heading for the Mackinac road. I finally got my foot off the what you call it. I think it was the neuraligia. Anyhow T seemed to have hit the right spot, for she became more considerate after our garage men gave me _ several lessons on what is the magneto spark and spark plugs and gas, and another lot of names that aint in Websters. I got better control of her and was master. So Sunday, the 19th, I thought I would venture out on the State road and bring my best girl home from church. Stoppin: for a few moments in front of the church door just as the folks com- menced to come out, along came another car and pulled up alongside of me. A young man jumped out togged in blue with a star attached and started in at the hammer and tong violating the motor and vehicle law and rule, explaining to me that I was it and that it would be best for me to take my car to the police station. By this time I could hear a lot of the lady church goers talk- ing in a low tone of voice. I heard one lady exclaim, “Poor Mofat.” Another lady exclaimed, “It is good enough for him. He had no business running it on the road on Sunday.” By George, I commenced to believe that I must have committed a ter- rible crime. In renewing my con- versation with the man in blue, I discovered the fellow had on a pair of long shiney boots. While he look- ed small to me I discovered he was mighty. I thought he might be hungry, so I invited him to have dinner with me and even sprung the blueberry pie racket, to no avail. About this time I had serious thoughts I had done a pile of road work and had had my lizzie for only a few weeks. The thought came to me to take my car and fly to Sugar Island, where folks have more liberty. Hang it, I felt like swearing. This is a great life. Robert Moffat. Silence is silver. Many a _ small boy gets ‘a dime for keeping his mouth shut. Jim Raefale, one of our progres- sive grocerymen, made a business trip to Bay City last week, buying a lot of vegetables. William Hall one of our well-known farmers, will soon open a meat mar- ket in the John Roe building, on Ashmun street, this week. Mr. Hall expects to handle the best of every- thing in the meat line. He is going to devote his entire time to the bus'- ness and should make a success of his new venture. R. Wynn is the new proprietor of the Warner Hotel at Brimley. He will also run the soft drink parlor and confectionery in connection. A Kiwanis Club was organized here last week, with James Franz as its first president. Andrew Rutter, the popular shoe salesman for the Pasmore & Poquin Co., was married last Tuesday to Miss Ella Flemming, one of the S0o’s fairest daughters. Andy, as he is known to his many friends, is a talented violinist. After a two weeks’ trip through Michigan in their new auto, they will make the Soo their home. William G. Tapert. —_+2..—_—_ The Fight Against Prison-Made Goods. New York, Sept. 1.—In behalf of the International Association of Gar- ment Manufacturers, permit me_ to thank you for the energetic effort the Tradesman is making to counter- act the manufacture and sale of prison goods. = We know there is opposition to our plan ‘to do away with the manu- facture of garments in prisons under the existing contract system for sale to the general public and we are trying to drag this opposition into the open. Only this week we were informed that certain jobbers in New Orleans had received letters of com- plaint from retailers about our cam- paign against prison-made goods. Al- though the names of the jobbers and retailers in question were not mentioned, we can match every com- plaint with outspoken approval on the part of both retailers and whole- salers in New Orleans and _ other cities in the South. We have no quarrel with individuals and have no desire o rintention of dealing in personalities. Although a. number of our manufacturers are directly injured ‘by this prison com- petition, the majority are not. Yet the whole Association is committed to this fight. We realized when we entered this campaign that some jobbers and re- tailers would oppose it at first. We also knew that our motives and ac- tions probably would be misunder- stood by prison contractors and their friends. We welcome every criticism of our campaign and hope that the widest publicity will be given to any statements opposing us. We think it will take a lot of explaining to jus- tify the fact that prison-inade goods are not properly identified when sold to the consumer. Our efforts to force such identifica- tion have led to the greatest oppos.- tion to the plan. This, we _ think, proves that the opposition is keen to keep hidden facts which, if general known, probably would react unfavor- ably on prison-made garments and those engaged in ‘handling them. What we want most of all now is to see that every merchant and every consumer is apprised of all the facts in connection with the fight. It is a fact that the Association has a selfish interest in fightinz prison-made goods. Under the con- tract labor system the prisoners engaged in the production of ga - ments are paid an extremely low wage, thus lowering the cost of manufacture to the contractor and enabling hm to undersell those manu- fatcurers who employ free labor at the prevailing wage rates in their com- munities. In addition to fighting against this system, the Association is urging a general movement to co- ordinate and organize the productive possibilities of penal institutions t> supply goods for State use only, and to give a better training to convicts to enable them to make a_ decent living when released from prison. We believe that the present sys- tem is not only bad business from a general economic standpoint, but from the standpoint of the state and prison- er as well. Let the prison contract- ors weep crocodile tears over our sel- fish efforts to take the poor convict from his pet sewing machine. We are sure that the general public has a broad interest in this fight; for the proper handling of the whole prison question is of vital importance to every citizen. We want the general public to know that in some prison, Convict No. 13, a husky bricklayer by trade, is taught to sew a dainty seam on a house dress, an apron, a pair of rompers or a work shirt, just because he happened to run afoul of the law. We are quite sure that the public can see the bitter humor and the utter nonsense of trying to make a better citizen of an able-bodied convict by placing him at a sewing machine to turn out garments for a private contractor, to be sold to consumers who do not know tke origin of what they buy. _ The Association is receiving many requests from retailers for a com- plete list of brands under which prison-made garments are offered for sale. This shows a widespread _in- terest in the fight, the Association be- lieves, and will probably lead to definite development in the near fu- ture. F. Allison, Sec’y. ——»+--__ The Little Things. He came a little sooner Than the other fellow dia, And stayed a little longer Than the other fellow would. He worked a little harder And he talked a little less, He was never really hurried, And he showed but little stress, For every little movement His efficiency expressed. He saved a little money In a hundred little ways, And banked a little extra When he got a little raise. Of course, it’s little wonder that He murmurs with a smile, As his dividends come regular, “Are the little things worth while?” 7 EF a » ie > 4 ’ J a ~+ . coe . a Sd September 5, 1923 Why the Wholesale Grocers Lie Awake Nights. There’s the chain store, the retail- ers, Co-operative buying organizations, some department stores, some milling companies, produce houses and some merchandising brokers who buy cer- tain nationally advertised goods to- day just as cheap as the jobber. I have been told, and I’m not sur- prised at the fact, that some specialty men work in the interest of some of these concerns. Of course, volume is the by-word. These goods are sold to the retailer by the co-op, the milling company, the produce house, the merchandising broker, and yea even by some job- bers, on the drop shipment basis, usually with the ‘cash discount as a profit. I’m told. Now if you were a retailer where would you buy the goods Just where he does, I would bet. The result is that the concerns mentioned above give such manu- facturers as cast their lots there vol- ume. The manufacturer’s representative never fails to tell you that so and so sold a car and possibly you have sold 100 cases or less. That’s where the rub is. Therein lies one of the job- ber’s chief troubles to-day. There he finds his chief competitor who has probably forced him to the point of where he is now selling many itmes in cereals, soaps, milk, etc, on a 5 per cent. gross margin, with his cost of doing business well around 10 per cent. Then, let’s look further. The de- partment store and the chain store in buying certain items direct are able to undersell the little independent store, your customer. They adver- tise as well as undersell, and I am here to tell you that a great deal of merchandise is moving to the con- sumer in these channels. Before we leave this subject let's just touch on the fact that there are probably some jobbers selling the de- partment store, and yes, the chain store, on the very small margin of one to two per cent. Now, under- stand us, that is your business and we are merely calling matters to your attention for your individual consi- deration. We believe this class of trade will use the jobber long enough to build up volume sufficient to de- mand direct sales from the manu- facturer, and then you have cut off much of your sales on such items that would naturally go out through the little independent retail grocer, your all-time customer. ——_> +2 Why not clean up your hold over California canned fruit at a price based, not upon cost but upon re- placement values as represented by the downward revision of the open- ing prices for new pack goods? To be sure this will entail a loss on the stock you have on hand but it will also put- your stock in shape for the new goods which you have on order or which you will purchase in the near future. It will stimulate interest in canned fruits and give you a running start for a nice fall and winter business. Prices on these goods have been so high as to be prohibitive for many families. On the basis af the new MICHIGAN TRADESMAN prices they are brought back where the rank and file of people can and will buy them. The grocer who is first in the field with new prices re- vised downward from former scales, and who tells his story in his window displays, his interior displays and his advertising, is going to be several jumps ahead of the retailer who de- lays and tries to clean up at prices based upon his actual costs. Hundreds of retailers have been enjoying a splendid business on dried fruits as a result of scaling their prices down in conformity with the revisions in wholesale quotations. Consumption has been stimulated many times over and, while a loss was entailed in cleaning up _ initial holdings, grocers have more than made this up by the profits made on fruits subsequently purchased. What was possible and was done in the case of dried fruits is now possible and can be done in the case of can- ned fruits. *Tis hard to take a loss, of course, ‘but there’s a world of truth in the old merchandising axiom which has it that the first loss is the smallest loss. 2 > ___ Proceedings of the Grand Rapids Bankruptcy Couft. Grand Rapids, Aug. 31—On this day were received the schedules, order of reference and adjudication in bankruptcy in the matter of Herman J. Pinney, Bankrupt No. 2337. The matter has been referred to Benn M. Corwin as referee in bankruptcy. The bankrupt is a resi- dent of the city of Grand Rapids, where he has conducted a new and second hand store. The schedules filed by the bank- rupt list assets of $4,037.65, of which $475 is claimed as exempt to the bank- rupt. The sum of $2,550 of this amount represents the face value of certain policies, therefore the assets will be re- duced from this amount to the cash value of the policies at the date of ad- judication. The liabilities are listed at $4,590.09. The first meeting of creditors has been called for Sept. 15. A list of Be creditors of the bankrupt is as fol- ows: City of Grand Rapids 2. 2. $ 13.88 Amos Herbert, Grand Rapids ___-_ 35.00 Geo. H. Anderson Co., Chicago__ 20.10 Block Mie. Co.., Chicago =... 59.15 Butler Bros... Chicato —2 123.58 Charlotte Mills, New York ________ 72.00 Henry Cohen & Co., Chicago ___. 24.24 Frank J. Darling Co., New York 105.32 David De Young, Grand Rapids__ 51.30 Excelsior Stove & Mfg. Co., Quincy 10.47 Gray & Dudley Co., Nashville __ 57.35 International Mills, Newark _____~ 66.00 Ed. Leiberman, Chicago ____--_-- 64.50 Mich. Distributing Co., G R. ____ 32.00 Mich. Institution for the Bilnd, APNE ee 78.75 Arthur A. Marar & Co., Chicago.. 59.20 John D. Martin Furn. Co., G. R.-. 22.15 John Marroells & Son, Brooklyn __ 113.28 Mc Kim & Cochrin Furn. Co., Wiacison. Ind 2 ee 100.75 Northwestern Stove Repair Co., @iieaO0 oe 105.57 Niagara Refrigerator Wks., Buffalo 242.30 National Bedding Co., Toledo __-_ 80.00 Peerless Foundry Co., Indianapolis 147.10 Para Paint Co., Cleveland __---- 491.50 Rhinelanader Refrigerator Co., Racine (66 ee 20 W. D. Sager, Chicago —..-.....- 170.20 Tillman Bros., La Crosse —______- 16.70 Teroleum. Co.,.. Chicago .... 50.75 Unity Rubber & Sup. Co., Chicago 4.82 Vinaennes Furn. Co., Vincennes, 74.60 J. W. Simmons & Co., New York 34.00 The Wehrle Co., Newark, Ohio __-. 90.42 Press, Grand Rapids t i ~~ 7 — | “ oe - e.- * sé > & ‘ 1 ~ - - » - my en pe. a . ~~ * { I | e < a . « et ae. Aa > t i ~~. , — | ~ + 8 e: * <« > & . i ~ - ” - > ° oe ony . a a. September 5, 1923 Essential Features of the Grocery Staples. Sugar—The market is stronger again. Local jobbers have had to move their quotations on granulated up to 8.60c. Tea—There has been no_ special change in the situation since last week. The demand has been quite brisk, especially for Congous and other black teas, which are quite strong. The entire -line of. teas, however, is firm, with a pronounced upward tendency. Strength in the primary markets is responsible. Cey- lons, Indias and Javas are all high and it looks as if they were going higher. Coffee—The market is quite dull and weak on account of rather soft cables from Brazil. All grades of Rio and Santos, green and in a large way, are ruling a small fraction lower than a week ago. The job- bing market for roasted coffee is about unchanged. Milds are un- changed and quiet. Canned Fruits—Efforts to buy Cali- fornia fruits at extremely low prices have disclosed that it cannot be done. The market is held at opening by most interests who think that the under-bought condition of the trade and the moderate pack will force ac- tion later on. Canners think that the market will work in their favor and they are looking for some expansion in buying activity. Holders have sufficient assortments to keep them going and have enough under contract so as not to be in a rush to line up for later requirements. Pineapples are quiet but steady. Canned Vegetables—The tomato market has held its own, but future buying has not been heavy of late, pending developments during Septem- ber. The light pack so far has been absorbed and it has passed into con- sumptive channels since there has been little or nothing in old goods to check the movement. California No. 2%s and No. 10s have ruled firm on the coast, where operators think prices will advance in the near future. Some excitement in corn has occurred dur- ing the past week. The big acreage in New England has not turned out the large yield expected and_ short deliveries of Maine fancy packs are predicted. There has been covering in other districts, notably in Minne- sota. Standard Southern corn has been steady in tone, with the situa- tion rather favoring the canner. Peas have passed their flurry, as buying by jobbers, chain stores and others has absorbed the available country offer- ings of the more desirable sieves of standards. Not all of the attention has been devoted to No. 2s, as No. 10s have not been neglected. and their more restricted production has run down available offerings. Cut beets are hard to find, as the crop in some districts runs to the smaller sizes on account of drouth. Canned Fish—Buyers are very in- different about new Alaska salmon, apparently expecting prices to be lower. Some color is given to this expectation by the fact that sellers are already beginning to shade. Spot salmon is dull and unchanged. Col- . to any extent. MICHIGAN TRADESMAN umbia River salmon can be bought, but buyers regard prices as too high. Maine sardines continue scarce and firm. Trade are buying as they need. Other canned fish unchanged. Dried Fruits—August did not leave a pleasant memory or an enviable record in the annals of the dried fruit trade. It was largely a _ negative month, devoid of any volume business in either spots or futures. Neverthe- less, it had some favorable tendencies, Eastern holdings which have been a wet blanket for some time have been reduced, prices have been worked down to the point where purchases seem to be safe and packers have more than ever realized that to move their crops this season they will have to recognize the ultra-conservative at- titude of the Eastern trade. The stage is set for an expansion in trading, and there are not the handicaps present which might defer action. By that is meant contracts for new stocks and prices which already show losses. There can be no doubt but what the outlook is more favorable than in some little time. There is some in- crease in trading to be noticed which is gratifying in view of the dullness which is always characteristic of the early days of September. During the past few days there has been more enquiry for the larger sizes of Cali- fornia prunes on the spot. Forties have been preferred with firm bids being put out just a fraction under 10c. Some are picked up at that figure, while other holders are wait- ing until they can get a dime or better for their fruit. Local holdings it is said have been exaggerated beyond their actual figure and when this is realized by jobbers there is less fear to accumulate goods for fall account. Oregon fruit is steady on the spot but not active in a big way. Occasional offerings of new pack from the three districts are made but there is no business recorded. The association is still silent as to when it will quote prices. Apricots are not being sold The trade cannot get away from the idea that one of the largest tonnages ever produced can lead to nothing but a big dried pack. Peaches are a parallel to apricots and limited contracts so far have been negotiated. Spot Sultana bulk raisins are closely sold out and _ package Thompsons are being reduced, indicat- ing a possible shortage before new goods can be brought from the Coast. In this item and in others it is often said that the lack of forward buying and the liquidation of spot holdings might easily develop what may amount to more or less of a famine before the situation adjusts itself. Currants are easy in tone. Nuts—One of the conspicuous sell- ers at the momnt is California wal- nuts, which are bringing sky-high prices for the small spot holdings which are scattered in all hands and are really immaterial in volume. There is also more interest in Long Maple filberts, owing to the better quality of that line compared to its competitor. Almonds show better enquiry also. Brazil nuts rule firm as the interior trade is beginning to take notice. Syrup and Molasses—Good grocery molasses is scarce and prices steady to firm. The demand takes about all that is offered. Sugar syrup is in good supply, but in light demand Compound syrup. steady and_= un- changed. Salt Fish—The ‘mackerel market is still very dull, though recent cool weather has caused some little buy- ing. Prices show no change, the marein can still be said to be. in buyer’s favor. Beans and Peas—The demand for all varieties of dried beans continues very quiet, with most varieties still easy. This includes pea beans, red kidneys, white kidneys, but not Cali- fornia limas, which are steady to firm. There is an everyday demand for green and Scotch peas at un- changed prices. Cheese—The market is firm, with a light consumptive demand at prices ranging about the same as _ last week. The quality arriving is very good. We are not likely to have much change in the next few days. Provisions—Everything in the smoked meat line is in fair consump- tive demand, at prices ranging about 1%c per pound over a week ago. Pure lard and lard substitutes are in fair demand at prices ranging from Y%@lc per pound over last week, due to the higher cost of hogs. Barreled pork, canned meats and dried beef are all unchanged, with a light de- mand. Brooms—Lower prices on brooms are declared to be a development of the not distant future. The broom corn crop this year, so far as some of the producing states are con- cerned, is materially larger than it was last year. Indications in other states where the crop has not quite reached maturity point to the same condition. The result is that prices on ‘broom corn are considerably low- e than those which have prevailed as a result of the short crop of 1922. — -. Review of the Produce Market. Apples — Wealthys, Transparents, Duchess and Red Astrachans, bring $1 per bu. Bananas—9c per lb. Beets—$1 per bu. Blackberries—$2.50 per crate of 16 qts. Butter—The receipts are fairly liberal. The consumptive demand has been good. The market is steady to firm on the present basis of quota- tions. The quality arriving is show- ing improvement. The market is not likely to change in the next few days. Local jobbers hold extra at 44c in 63 Ib tubs: fancy m 30 tb. tubs, 46c; prints, 46c. They pay 25c for pack- ing stock. Cabbage—$1.60 per bu. Carrots—$1 per bu. Cauliflower—$2 per doz. heads. Celery—50c per bunch for home grown; $2 per box of 4 doz. bunches. Cucumbers — Home hot house, 75c per doz. Cocoanuts—6.25 per sack of 100. Eggs—Receipts of fresh are light. The consumptive demand is good, ab- sorbing the receipts on arrival on about the same basis as last week. Stocks in storage are in excess of grown 5 what they were a year ago and we do not look for much change from the present quotations in the near future. Local jobbers pay 28c for candled fresh, cases included. Garlic—35c per string for Italian. Grape Fruit—Fancy Florida sells as follows: S06) 2 Sad AG ee 4.50 Ce 4.50 Grapes—California Tokay, $3.75 per 4 basket crate; California Malaga; $3.25 per crate; 4 Ib. basket of blue varieties, $3.50 per doz.; 7 lb. basket ditto, 38c per basket. Green Beans—$1.50 either string or butter. Green Onions—20c per doz. bunch- es for home grown. Green Peas—$3 per hamper. per bu. for Honey—26c for comb; 25c_ for strained. Lettuce—In good demand on the following basis: Colorado Iceberg, per crate ~~~-$5.50 Home grown head, per box ____ 1.50 heal cee be. 4... 85 Lemons—The market is now on the following basis: S00 Sunkist 0 $10.50 300 Red Ball 2 10.00 560 Red Bali. 9.00 Musk Melons—Osage sell as fol- lows: fx Fo Sa 2s oO Mx 4. LULL Houey Dew 2. 3.25 Oranges—Fancy Sunkist Valencias . now quoted on the following basis: 10) ee $6.00 TA 6.50 1 Ve A 6.50 2) (5 6.00 Fe 6.00 Me 8 5.50 Peaches—$3@3.50 per bu. for home grown yellow St. Johns and Elbertas. Pears—Sugar, $2 per bu.; Bartlett, $3.50. Poultry—Local buyers now pay as follows for live: baght fowl ................0 | 14¢ Heavy fowls __...._.. 2 19¢ Brotlers. 2 lbs. 24c Onions—Spanish, $2.50 per crate; Walla Walla, $4.50 per 100 Ib. bag. Plums—$3 per bu. for Bradshaw; $2.50 per bu. for Lombard. Potatoes—Home grown, $1.50@1.75 per bu. Parsley—50c per doz. bunches. Peppers—Home grown, $1 per bu. Pickling Stock—Cukes, 20c per 100; white onions, 1.60 per 20 Ib. box. Radishes—30c per doz. bunches. Spinach—$1 per bu. for grown. Sweet Corn—40c per doz. Tomatoes—7 Ib. basket of home grown hot house fetch 60c; $1.25 per % bu. basket. Turnips—New, 50c per doz. bunch- és. Watermelons—50@75c Georgia. Whortleberries—$3 per 16 qt. crate. —_+>>—____ Learn a Lesson. home each = for The writer of business letters can learn a lesson from the present vogue of ladies’ skirts. The are long enough to cover the subject, but short enough to keep one’s interest alive. « 6 New Park Dedicated at Busy Boyne City. Boyne City, Sept. 4—Boyne City was as quiet as the Deserted Village last Thursday. Nobody was at home. Everybody, his wife, ‘his best girl and all the children were at Whiting park. From early in the morning until afternoon a constant string of automobiles was on the road, headed toward the park. By noon over 1,000 cars are reported to have been on the ground: that is, part of them were on the ground and the remainder were strung along the road which intersects the park for a mile and had overflowed on the Heyden Point park. It is estimated that over 3,000 people were gathered to help open the park; anyway, 4,000 buns and 1,000 pounds of meat were the con- tribution of the feeds committee to give color to the advertised barbecue. F Barden, chairman of the County Park Board, outlined the in- © ception and development of the park project. Senator W. J. Pierson, chair- man of the County Board of Super- visors and member of the Park Board, gave one of his inimitable talks on the purpose and utility of the park. As W. J. is a nut on conservation, his talk was replete with thoughts per- tinent and interesting. B. Hagerman, County Farm Agent, with some of his happy re- minicences, introduced the real speaker of the day, who gave his hearers what they needed in a way to leave a permanent impression. William Hershall, of the Indianapo- lis News, gave the finishing touch in a poem, written for the occasion and delivered to a delighted audience. Boyne City very generously gave our neighbor, East Jordan, the ball game, which was the last number on the program. Not quite as gener- ous as to J. B., but almost. It was 14 to L We are pleased to note that B. O. Hagerman was able to be present. It is to his activities, primarily, that we owe the immense success of the event, and he was ably seconded by the various committees appointed It was, in fact, an everybody’s pic- nic and everybody was there. When you come up, next summer, we will let you look at the park; and if you look all right, will let you walk in it. We feel impelled to warn all travelers on M. 13 to avoid the EI- mira hill. There is a drop of over 700 feet between Elmira and Boyne Falls and the greater part is on this grade of approximately two miles. It has always been a very difficult place but since the new road from Elmira North has been under construction, no repair work has geen done, and the recent rains here made a veritah'> death trap of the hill road, with its narrow roadway, very steep grades and blind curves. It can be avoided, coming from the South by turning East at Elmira and following the Pennsylvania R. R. through North Elmira to the town line road or by turning West at Elmira and taking the East Jordan road, either to East Jordan or the Deer Lake road. Either of these roads will come back to M13 at or near Boyne Falls. Neither of these roads can be classed as boulevards, but they are both safe, which the Elmira hill road distinctly is not. It is hardly the province of this correspondent to comment on the highways, but some readers of the Tradesman, no doubt, use this par- ticular road, and we don’t want any funerals in our family—not now, any way. It is too expensive and then we don’t want the family broken up. Maxy. — 22 Home and Electricity. It is estimated that 8,500,000 homes in this country out of a total of 22.- 500,000, are wired for electric service id that this service is available for 50,000,000 individual homes. MICHIGAN TRADESMAN Nature hangs her danger signals out in different ways for different people, but she never makes mistakes. When she warns you, you will recog- nize her signals. If you will take heed, leave your office or your fac- tory, and don’t think of it until you get your strength back, and are feeling fine again, all will be well. If you. don’t take heed, like others who thought they could beat Nature and run past her danger signals, you may be carried out of your office in an ambulance or a hearse. Someone has said that if all the tears that have been shed on ac- count of debt could be gathered into one place it would form a Nia- gara Falls! Who could ever estimate the heartaches, the sufferings, the in- sanity, the suicides, the deaths caused by debt! It is the killer of ambition, the blighter of hopes and prospects, the mother of divorce, maker of unhappy homes, the monster that makes life, intended to be so beautiful, a hell upon earth for mil- lions of men and women. : Someone thas said that no smile is so beautiful as the one that strug- gles through tears. If we only use our afflictions and troubles aright we can soften and enrich our natures by our sufferings, our disappointments, AR ps? - premature ! the murderer of love, the ? stay or we can turn them into instru- ments of torture. Among the most practical and easy methods of mending one’s relations with other persons is praise. Un- imaginative persons don’t praise their fellows because they can’t find any- thing to praise. The are literalists and they see all the errors. For them one error spoils an otherwise perfect page. Faith always takes forward. it is a soul. sense. a spiritual foresight, which peers far beyond the physical eye’s vision, a courier which leads the way, opens the closed door, sees beyond the ob- the first step ‘stacles, and points to the path which the less spiritual faculties could not see. . There can be no question of hours when you are having dreams come true. That’s what most women for- get. That’s what many men forget. To achieve success, to make your mark, you must give as much as the next fellow—and more. No blessing known to men is so rich and satisfying as that which is ministered by a pure and beautiful friendship. It is not absolutely necessary that an education should be crowded into a few years of school life. The best educated people are those who are alwavs learning. always absorbing September 5, 1923 knowledge from every possible source and at every opportunity. A Candidate nowadays is a man who stands for what he thinks the people will fall for. If vou have ceased to smile, you have lost out in the game of life, no aa what your bank account may e. SCHOOL SUPPLIES Pencils Tablets Paints Ruled Papers, etc. WRITE US FOR SAMPLES The Dudley Paper Co. LANSING, MICH. Bell System. MICHIGAN STATE Consolidating Telephone Service in GRAND RAPIDS Plans are being worked out whereby it is expected that unified telephone service will be furnished in the City of Grand Rapids within about twelve months. Consolidation of the two plants is under way and the work is being pushed as rapidly as consistent with the furnishing of a grade of service that will be satisfactory to Grand Rapids people. The additional equipment necessary to the joining of the large number of subscribers’ lines in one system has been engineered to meet the particular local conditions and is being manufactured. Connections between the telephones of the two systems, manual and-automatic, will be made by means of an extension of the intricate trunk line plants between the several central offices. Necessary office changes and additions, construction of new plant, building of direct trunk lines and other required work already have been started. Completion of all this work, together with the issuing of a consolidated telephone directory, will permit the connection of any telephone station in the city with any other station. Consolidation of the two Grand-Rapids telephone plants, too, will connect all of the former Citizens Telephone Company stations in the city with the 14,000,000 other telephones in the ( @) TELEPHONE Co. ‘ ~ aa sem a OD occ es & ~ ‘ September 5, 1923 MICHIGAN TRADESMAN Welcome To Our New Home There comes into the lives of institutions as well as into the lives of men, moments of great pride and supreme happiness. Such a moment has come into the life of the Kent State Bank in the occupancy of its own new at building NO. 72 MONROE AVENUE, Adjoining the New Morton House BANK, like a family, must have a home. The whole history of civil- ization is a history of better homes. The better home produces better and hap- pier citizens and better and more efficient banks. In asking you to visit our new home, we invite you not only to share our pride in its elegance, but to share as well our pride in achievement. Froma small start the KENT STATE BANK has become an institution in Grand Rapids and in the state of Michigan. Thirty-eight years of uninterrupted progress testify to a con- fidence that cannot be rivaled by sump- tuous quarters or elegant environs. It is a tribute of faith on the part of those who have been content to leave their funds in our care for safe keeping and profitable conversion. THE HOME FOR SAVINGS Make this your bank. Use its safety NO. 72 MONROE AVENUE deposit vaults. Avail yourself of our And Seven Convenient Branches facilities in all branches of banking. Make yourself at home in our home. KENT STATE BANK GRAND RAPIDS, MICHIGAN More Than $8,700,000 in Savings Deposits VALE, CITIZENS TELEPHONE. The transfer of the Citizens Tele- phone Co. to the Bell Co. is a striking instance of the vanquished proving to be the victor. When the Citizens movement was inaugurated, twenty-five years ago, it naturally met the violent opposition of its big competitor in the Michigan field. The Bell organization was then dominated by arrogant and unscrupu- lous men who did not hesitate to re- sort to criminal methods to accomp- lish their purposes. They lacked sanity and vision. They were utterly devoid of the spirit of fairness and had no conception of the every-day virtue known as common sense. As the result of their shortcomings they soon landed the Bell Co. in the bank- ruptcy court, which put a black mark on all Bell securities in this State for several years. In the re-organization which fol- lowed the disastrous bankruptcy ex- perience the venal and unscrupulous officials were relegated to the back- ground and men of vision and experi- ence took their places. Since that time the history of the Bell Co. in Michi- gan has been a record of progress along decent and sensible lines. Chas- tened by defeat, it reversed its for- mer methods and developed a live- and-let-live policy which has placed it in a proud position among the public utilities of Michigan. The Citizens Co. has always had the benefit of competent management, which enabled it to outgeneral the Bell Co. at every turn. With three times as many patrons as the Bell Co. could command in this community, it has had the solid support of the best people of the city. No induce- ments the Bell Co. could offer ever weaned any loyal citizen of Grand Rapids from his support of the local institution. Now that the Bell Co. has accepted the situation in apparent good faith, reversed its former meth- ods and assumed the same attitude which made its powerful local com- petitor practically supreme in the field, the stockholders of the latter cheerfully accept the theory that one telephone company in a community is better than two and trust their future to the far sightedness and_ broad mindedness of the men who have rescued the Bell Co. from disaster and defeat. If the Bell Co. gives Grand Rapids people the service it promises, all will be well. If it fails to do as it agrees, there is now ma- chinery in the law to compel a re- fractory company to walk chalk. Much of the success or failure of the Bell Co. to acquire and retain the good will which has proved to be such a valuable asset to the Citizens Co. will depend altogether on whether the Bell Co. insists on handling every managerial question from the Detroit office. If the new owner establishes purchasing, contracting and advertis- ing departments in Grand Rapids, so that the officials of those departments can be kept in close touch with local people, all will be well; but if the men at the head insist on handling every- thing from Detroit, they will find that their investment of $5,380,000 will avail them little but the ashes of dis- f MICHIGAN TRADESMAN appointment and regret. Much of the newspaper exploitation conducted by the Bell Co. in Western Michigan publications has been written in beau- tiful English and couched in remark- able rhetoric, but it lacked the direct force of personal appeal, because the master mind who wrote it was not familiar with local conditions. In other words, it was devoid: of ade- quate pulling power because the writer did not talk in a language the people could understand. As a case in point, we have only to refer to the absorption of the G. R. & I. by the Pennsylvania System. We still have two streaks of rust running from the Indiania line to the Straits of Mackinac, but all the important offices are now located in Chicago and Pittsburg and there is no one in authority located here to meet the patrons of the road or transact any important business. To all intents and purposes the road is as foreign in management and operation as it is in name. The material body is here, but the soul no longer exists in Michigan. The extinction of the original name and the blotting of Grand Rapids off the map destroyed the sympathetic feeling with which the road was re- garded by the people of Western Michigan before it forsook the friends of its youth and early manhood and became an alien in its tottering old age. The Bell Co. has a magnificent op- portunity to step into the shoes of its great and growing competitor. Will it measure up to the opportunity thus afforded it or will it deliberately destroy the advantage it has acquired in the purchase of a valuable prop- erty and the acquisition of a still more valuable constituency by re- fusing to listen to the voice of reason and wisdom? GOOD MEN TO TIE TO. “An interesting announcement in connection with the purchase of the Citizens Co. by the Bell Co. is that Charles E. Wilde is to continue as district manager. Mr. Wilde is one of the most capable and affable tele- phone officials Grand Rapids people have ever had the pleasure of dealing with. He won many converts to his cause by his unostentatious person- ality. But for his quiet and effective efforts, the Bell Co. would have had a. much more rocky road to, travel during the past fifteen years. It will also please the friends of the Citizens Co. to learn that Charles E. Tarte is to remain with the Bell Co. in a most responsible position. Mr. Tarte has devoted forty-two years to the telephone business—seventeen years with the old Bell Co. and twenty-five years with the Citizens Co., and is a most capable and con- scientious executive. Mufh of the success of the Citizens Co. is due to “his care’ and#faithfulness. FEAR OF WAR. Six Latin American: nations are spending a larger proportion of their total income in preparation for or against war than does the United States which spends 25.4 per cent. in this manner. THE KAISER’S WAR THREATS. Adjt. Gen. Count Dohna-Schlodien, for many years. personal aide-de- camp to the former kaiser, kept a diary in which he noted down de- tailed accounts of many conversations with William II. In some mysterious fashion this diary, or a copy of it, fell into the hands of the London Morning Post, which has been lishing extracts therefrom. The interesting of the re- marks by the ex-kaiser date from the year 1906 when the excitement about Morocco was to the fore. On pub- most Feb. 26 of that year William IT. talked a great deal about Algeciras, the conduct of Italy, which he re- sented, and the whole Morocco ques- tion. He expressed the hope that no nation would dare to attack Ger- many. But if such a thing happened, this was his threat: I will let loose such a world war that it will shake the whole universe. I will raise the whole of Islam against England. And the Sultan has already promised me his support. England may succeed in destroying our fleet, but she will bleed from thousands of wounds. King Edward will then learn that it is not so easy to plunge Germany into a war. Later in the year the then kaiser was still troubled about the position in which Germany was placed. He thought it worse than at any time since the Seven Years’ War. She was quite alone in the world. Austria was her only friend, “and that is not saying much.” He was looking about for support wherever he could find it, and made the astonishing admission: “Tt am working for a rapprochement with the Chinese and the Moslems, as they may help me against the Eng- lish.” More and more he became dis- gusted with Italy, whose “little king is behaving abominably towards me.” Finally, he concluded from the course of events at the Algeciras conference that Italy had made up her mind to desert Germany and to fall into the arms of France and England. Then followed a remark which showed the amazing way in which the kaiser tied up his own personality with great events in the world: This agreement has been concluded behind my back by our friend the King of Italy, and I will never for- give him for it. I have decided not to go again to Italy for the time be- ing, as I do not wish to go as a guest and. accept the hospitality of this swine. - ad was SURE SIGNS OF IMPROVEMENT September, in the popular mind, is suggestive of Fall, although the Autumnal equinox is not due until the end of the third week of the month. But so many things occur early in the month, not the least be- ing the opening of schools, to bring vacationists back to their homes, that a distinct spurt in trade is per- ceptible after labor day. While the retailer is the one first affected by this, the reaction is shown soon in the primary markets. Premonitory evidences of this were apparent dur- ing the past week in some rather hurried buying for immediate delivery on the part of retailers. Somewhat more of an inclination in the same September 5, 1923 direction was shown by jobbers who have, frankly, not yet filled their re- quirements for Fall in many _ lines and who are beginning to realize that they must have goods if they would do business. But caution is still ap- parent in their operations and is likely to continue to be so until brisker buying is shown by their customers. The main feature for the moment, however, is the display of more con- fidence in the prospects beyond the immediate future, and this is likely to lead to a broader market than has been the case for some months past. As soon as the _ initial Fall at retail sets in in earnest, which is expected within a fortnight, the outlook will be more clarified. Conditions as a whole the country over are showing signs of improve- ment. As has already been stated, the promised depression due to the slump in wheat prices has little foun- dation because of the generally satis- factory state of other farm products. Thus far, certainly, there has been no notable drop in buying in the agri- cultural portions of the country. The big mail-order houses, which are in close touch with the population in those have good business, with only the ordinary sea- sonal changes. Collections, too, have been quite satisfactory. Few over- extensions of credit are reported and buying for sections, reported business embarrassments ere falling in number. These conditions have accompanied the caution in buying and the more careful scrutiny of ac- counts. Speculative purchasing is not to be expected’ under such circvm- stances, and there has been less’ of it than for many years. In consequence, what stocks of goods are in the hands of dealers, if less in quantity than in former periods, are fresher and calculated to make a better appeal. As. assortments are broken, new purchases are made, while more care- ful study is given to the matter of providing just what the public is calling for. No one wants to be encumbered with unsalable merchan- dise or to tie up capital in slow- miovine stocks. Ehis attitude be- tokens conservative business precced- ure, safe than spectacular but more satisfying in the long run. more More Smoking Pipes Sold. The sale of pipes throughout the country has increased steadily for the past three, or four years, says a prominent manufacturer, and pipe- smoking is_permitted in many public places where it used to be _ taboo. The demand for the better grades is strong, although the lines at from 25 cents to $1.50 are going well also. The salesmen for this house have been out about two weeks, and orders show an increase over last year’s business of about 33 1-3 per cent. The rough briers in the sand-blast treatment, so popular last season, are only holding their own, it is said. The small dealer is carrying much larger stocks than ever before and the manufacturers are catering to this trade by supplying attractive dis- play material with orders for dozen lots. Glass display cases are pro- vided with orders for three-dozen lots. fret fret September 5, 1923 MICHIGAN TRADESMAN FAB Premiums Increase FAB Profits The sale of FAB will still further increase when your customers learn that beautiful and useful premiums are given for the “fronts” of the FAB packages. Your customers will learn from our advertis- ing that they may cut out and save the big word “FAB” on the front of the FAB package, and that it has a premium coupon value. It may be combined with coupons from Octagon Laundry Products to obtain any of hundreds of premiums. Your customers know FAB quality. Many of them know of the value of the Octagon Premiums. They will be glad to have you tell them of the premium feature of FAB. COLGATE & CO. Established 1806 NEW YORK MICHIGAN TRADESMAN September 5, 1923 and Inventories in the Shoe Trade. At what price will you value this Novelties novelties in your next = in- There means of arriving at an understanding year’s ventory? should be some between shoe merchants and Uncle Sam before it comes time for mer- chants to place a valuation on left- overs of this year’s novelties. The Treasury Department in deter- mining tax on income from business allow merchants to value inventories either on a cost basis, or cost or market, whichever is lower. The department will not permit an arbit- rary percentage of depreciation, and requires that when the market value is kower than the cost, this must be proven by invoice or quotations from wholesalers or manufacturers. How can merchants prove this? Shoe merchants have_ shoes from manufacturers who make to order only, and, while they make the price at the time of manufacture, they are not in a position to judge the value when the trend of style has turned. Wholesalers cannot give a valuation, when there is such a variation in grades from the lowest cabretta stock to the finest kid; the cheapest McKay to the fine hand-turn; and from unskilled workmen to the skilled hand worker. The style of a shoe even with a description of its stock and method of manufacture cannot determine its cost. But, there is a ruling of the Treas- ury Department that in the case of obsolescent or out-of-season mer- chandise where the true market value is doubtful, retailers are permitted ‘o value such goeds at the market retail price—less the cost of selling. What constitutes obsolescent mer- chandise? Would the department consider goods bought three months ago at the height of the selling sea- son for $6 and which now will not attract a second glance priced at $2.95, out of season? The tax auth- orities say the merchant must in- ventory at cost, and take a _ loss when the goods are sold. Well and good for the purpose of taxing in- comes, but can the merchant bor- row from the banks on such a valua- tion of stock, which he knows is a false valuation? Of course he can’t. There should be an understanding between all shoe retailers and the Treasury Department, fair to both the merchants and Uncle Sam, which will enable retailers to place a fair valuation on carried over merchan- dise, and on the basis of which mer- -hants can obtain a loan from banks vith a true construction of their et worth, Dame Fashion of to-day is well known for being fickle. Some styles of two years ago may bring the full price to-day, and be good values, while a shoe bought to-day may never sell. It is the merchants’ personal trade which he caters that deter- mines the worth of carried over mer- chandise to the store. If he guesses wrong, he must take his loss, and if he tries to take it before inventory time and still has stock left, he should be allowed to class this as obsolscent merchandise, no matter how recent it was pur- chased. If, however, he should be able to sell the merchandise at a_ greater figure than he anticipated, this will come back to the government in taxes the following year. This is a matter of concern to all merchants, and a definite under- standing of merchants’ rights in the valuation of novelty footwear is needed.—Shoe Retailer. Says Small Store Era is Fast Approaching. The noticeable trend toward small shops and stores evidenced in Des Moines is not a purely local situation but is rather a growing national ten- dency in the opinion of N. H. Nelson, Secretary of the Chamber of Com- merce of that city. “America’s belief in the benefits to be derived from specialization is largely responsible for this tendency toward small shops and small stores handling just one line of merchan- dise,” Mr. Nielson declared. “Many believe that by operating a_ small shop which deals only in one speci- fic article or related articles they can cut down their comparative over- head, and by other efficiency meth- ods, reap a greater reward. “Suburban groceries are also in- creasing in Des Moines, as they are in other cities,’ declared Mr. Nielson. “These suburban groceries owe their trade to two main factors. One is that they cater to a particular com- munity and know the individual wants in that community better than the large central store; the other is that, due to our constantly increas- ing traffic, it is easier for the cus- tomer to patronize the suburban grocery where traffic is not so heavy and where he wll not have to carry his purchased articles so far to reach his parked car or his home. “Large establishments, I believe, are experiencing an increasing move- ment toward consolidation. Com- petition all over the country is driv- ing out the less efficient large firms and forcing them to consolidate with the still larger and more efficient or- ganizations.” The Plow Boy Fall plowing time is near at hand. This shoe is high enough to keep out the dirt and low enough for coolness. It fits snug and protects and supports the ankles going over rough and broken ground. It wears like iron. Ask for Stock Numbers 470 if a double sole is wanted 446 if a single sole is wanted A Double Taanned Horse Hide Shoe That Stays Soft Rain or Shine. Work Shoes Are Our Specialty. We are exclusive makers of work shoes made of horsehide double- tanned by our own secret process. This is our specialty. Our every energy is bent on making the world’s strongest work shoes. To insure the best wearing leather we do our own tanning, in our own specialized tanneries. We tan horsehide, and it is known as the toughest fibre leather on earth, yet we make it soft and pliable as buckskin. Horsehide is used to cover league basebails because it is the only leather tough enough to stand the grief. And it stays soft when double tananed our way. When other leathers get wet they dry hard. Rouge Rex double-tananed horsehide stays soft. Wet it, soak it in water, snow, s!ush, mud, and it dries out soft and flexible as velvet. Wear Rouge Rex shoes and you’ll say you have gained an entirely new conception of shoe service, endurance and comfort. We ar the largest tanners of horsehides for work shoes in the country. We buy only the choicest hides. In making Rouge Rex shoes we use only the strongest part of each hide—the buts, where the fibre is toughest and most enduring. You’ll say that Rouge Rex Shoes are the most economical shoes you ever owned, and you’ll rejoice in the comfort they give you. Notice how thick the leather is, and then feel how soft it is. Just like velvet. Yet Rouge Rex shoes wear like iron. And they never tire your feet. W make a Rouge Rex work shoe for every purpose. All are horsehide through and through. For field and factory, for lumber and mining camp or oil fields, for hunting and motoring, where a husky, grief defying comfort-giving shoe is needed, there is a special Rouge Rex shoe. FROM HIDE TO YOU HIRTH-KRAUSE CO. SHOE MANUFACTURERS and TANNERS, Grand Rapids, Mich. WRITE US DIRECT IF YOU CANNOT FIND OUR DEALER. Wide, leather, bunion last. with Adver- tised in the Michigan Order now for fall demand. roomy, soft A favorite thousands. farm papers. This attractive news- paper cut free for your advertising. MORE WEAR PER DOLLAR All leather, and all good leather, in H-B shoes. Good- looking, long wearing, quality to the last stitch. A profit- making line for thousands of shoe merchants. HEROLD-BERTSCH SHOE CO., GRAND RAPIDS, MICH Send for circular of line. a v September 5, 1923 Much Ado About Very Little. The question of “swell” allowance in canned goods contracts appears to be rather the largest question just now agitating the grocery trade as- sociations. Quite naturally, it has a prominent place in the unifying of Contracts, but viewed dispassionately it looks as though a lot of weeping and wailing is being wasted on what is, after all, a proposition to “rob Peter and pay Paul.” It all came about because the Gov- ernment has refused to allow jobbers to return their spoiled canned goods to the canner for inspection and as vouchers for rebate. The authorities had ample ground for such a ruling in the fact that some unprincipled canners allow such spoiled goods to leak back into consuming channels, either mixed with secondary prod- ucts or by reprocessing. But, on the other hand, the distributor feels that he has a right to send back bad products and get a rebate. The producer admits this, but if the ‘goods do not come back to him for inspection he feels that he is in danger of spurious claims which he cannot check up. So all parties have good ground for their position and all are seeking some compromise method of solving the riddle. The one which seems most acceptable is for the seller to make an upset allowance to the first buyer, in return for which the latter will assume his own risk. But they do not agree what is a proper al- lowance. The jobbers want one-half of one per cent., uniformly, but the MICHIGAN TRADESMAN canners claim that is excessive as proved by experience. The resulting deadlock is apparently quite unnecessary. The jobber cer- tainly cannot win greatly on the al- lowance, at least not more than a gambler on a-chance ought to ex- pect, and whatever it costs the can- ner is bound to be put into the price he charges the jobber. If he doesn’t he isn’t a good business man; for such an allowance, like a cash dis- count or any other overhead item, is a part of his expense. Therefore why quibble, either way? The man who loses will pass the loss down the line, and one or two seasons will determine the probable line of pru- dence. ——-- Factors Which Have Ruined Careers. A soft snap. Being somebody’s pet. Being held in a position by in- fluence, instead of 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 honesly fill, which he didn’t have the training, the education, the preparation to fill. Getting a job does not always mean that one is able to fill it, and has ruined many a career. —_2-+.+—____ Customers dislike to be except by prompt attention. flattered be without it. “No Assessments’’ Bell Main 1155 What Do You Think of This? We can sell you a (LEGAL RESERVE-NON- ASSESSABLE) Policy in the Strongest and Most Popular Auto Insurance Company in Michigan, at such a reasonable price you cannot afford to Maximum protection for the money, and adjustments are always made promptly Mary J. Field) Company Grand Rapids Representative Auto Owners Insurance Company 514-515 Widdicomb Bldg. Call for Rates Citz. 65440 SEPTEMBER INVESTMENT OFFERINGS We offer and recommend the following securities as par- ticularly desirable investments at the present market, affording unusually attractive returns. We shall be glad to furnish complete details regarding any security on request. BONDS North American Edison Co. 614’s to Yield 654% Due 1948. Rated A by Moody. Application to be made to list bonds on the New York Stock Exchange. Bonds secured by the common stock of six public utilities appraised at 180% of the par value of the bonds. Dividends on the pledged collateral amount to over 2.42 times interest requirements of the bonds. Park-Lexington Corporation 61’s to Yield 612% Application to’ be made to list on the New York Stock market. Due 1953. Secured by close first mortgage lien on New York city leahold with bind- ings thereon appraised at nearly twice the amount of bond issue. Present . earnings available for interest and sinking fund twice maximum interest charge on bonds. Morton Building Comrany 6’s to Yield 534% Tax exempt in Michigan. Due serially to 1942. $500,000 issue secured by hotel building costing $1,400,000. Federal Square Building 6’s to Yield 6% Grand Rapids newest office building. Bonds tax exempt in Michigan. In- come protected by rent insurance equal to five times the amount of interest on entire bond issue. Property appraised at twice amount of bonds. Long-Bell Lumber Co. 6’s to Yield 634% Secured by standing timber, plants, mills and other property worth twice the par amount of the bonds. Net earnings for 1922 over four times maxi- mum annual interest of bonds. The Miner-Edgar Co. 7’s to Yield 7% First closed mortgage 20-year bond secured by direct first mortgage on real estate, plants, equipment, coal, timber and clay lands and railroad, appraised at over three times amount of the bonds. Net assets of 4 to 1 for each $1,000 bond. Average annual earnings during last 7 years over three times the annual interest requirements of the bond issue. PREFERRED STOCKS UNITED LIGHT AND RAILWAYS CO. 6% Preferred at 76 to 771 to Yield 734% Cumulative stock on which dividends have been paid regularly since organ- ization in 1910. Earnings available for dividends for 1922 over three times dividend requirements on this stock. Has prior claim on earnings to nearly $7,000,000 on common and participating preferred stock. CONSUMERS POWER CO. 6% Preferred at 8614 to 88 to Yield 634% Net income available for dividends for 12 months ending March 31, 1923, nearly 4% times dividend requirements of preferred stock. COMMONWEALTH POWER CORPORATION 6% Preferred at 71 to 73 to Yield 814% Earnings for the first six months of 1923 broke all records, being $7.12 on preferred stock or more than the entire dividend requirement for the full year of 1923. Note the high yield at the present market. AMERICAN PUBLIC UTILITIES 7% Prior Preferred at 65 to 68 to Yield 1014% This company controls twelve gas, light and power utilities in four states. For the 12 months ending June 30, 1925, net earnings were equal to over seven times the dividend requirements of this stock. NATIONAL BRASS COMPANY 7% Preferred at 981 to Yield 7.11% Cumulative preferred stock. Tax exempt in Michigan on which dividends have been paid continuously since incorporation in 1912. Net tangible assets of over $400 behind every $100 par value preferred stock. WORDEN GROCER COMPANY 7% Preferred at 834 to 914 to Yield 734% A strong wholesale grocery corporation operating throughout Michigan with a record of uninterrupted dividends on preferred stock since incorporation. Phone or write us or call at our office for further details on any of these securities. We shall be glad to have a representative call on you if you prefer. PERKINS, &- GEl P < @ LL.M. 290. CITZ. 4334 sO Fe Bonos LP ae 11 12 MICHIGAN TRADESMAN September 5, 1923 An "| Zz. > Zz. © > tt) )) WEEE *tt)) ‘Ny aus (Uctereaeeysrant ' No Ground for the Bonus. President Coolidge is reported to be opposed to a bonus bill unless it contains satisfactory provisions for raising the revenue which its pas- sage will make necessary. In the face of the demand for lower taxes, the framinz of such provisions will not be an easy task. The fundamental objection to the proposed bonus, how- ever, lies much deeper than any- thing connected with the method of its payment. It lies in the fact that the bonus rests upon a vicious prin- ciple—the principle that special com- pensation should be granted to spe- cial groups for sacrifices incurred in a; common emergency. To attempt to measure such _ sac- rifices in terms of money is_ to deny the principle of patriotic ser- vice. Ieven the American Legion rejects the idea of accepting payment for defending one’s country. It en- deavors tc justify its advecacy of tie bonus by treating it, rot as a payviwent for patriotite duty perform- ed but as an adjustment of economic inequalitics resulting from that ser- vice. The moral objection to the bonus remains the same. Payment for patriotic service is payment for patriotic service, whether you frankly call it that or whether with more in- genuity but less candor you term it an adjustment of economic inequal- ities. Even if we waive the moral ob- jection, the proposed bonus is fatally defecttive. It does not do what it professes to do. in the first piace, as the report recently issuer by the Natitonal Industrial Conference Board notets, it would be impossible to measure the differences in the sac- rifices made by the various classes of citizens. In the mext place, a direct comparison in economic terms between the amount received by ser- vice men and that received by civ- ilians is a false comparison. The two sets of conditions were utterly different. Food and clothing, medi- cal care, recreation—all these things were provided for the soldier at much less than they would have cost the civilian. An especially weak spot in the borus proposal is its failure to take account of the’ great differences among the service men_ themselves. They were drawn from all occupa- tions; they varied widely in earning capacity; their financial responsibilities were anything but equal. In addition they entered the service at different times, so that the extent to which they suffered through their with- drawal from civil life varied. The bonus bill ignores these differences. The only distinction it makes is between those who served overseas and these who served at home. Thi: distinction is marked by a difference of twenty-five cents a day in ‘the amount awarded—an obviously ar- bitrary sum. The bonus bill will not stand examination upon either moral or economic grounds. Its strength at Washington is due to an entirely different consideration—its supposed value as a campaign argument. Each party is tempted to favor it lest the other party make political capital out of it. We have spent $2,000,000,000 in relief, indemnity, and compensa- tion to ex-service men, and we are gladly adding to this amount at the rate of $500,000,000 a year. In what sordid contrast to this expenditure is the vroposal to give everybody, rich and poor, skilled and unskilled, strong and weak, a few hundred dol- lars as “adjusied «ompensation”! ——_+ +2 France’s Struggle for Reparations. We are frequently reminded that ours is an imperfect world, and one of the most forceful of such chasten- ing reflections lies in the present situ- ation with respect to the French oc- cupation of the Ruhr Valley. Poor France! Caught in a vortex of con- flicting interests by the politicians and big business men of her late Allies and having her own share of these worthies in the bargain, she cleared her whirling head and placted her feet firmly in the Ruhr a: a iast and desperate effort to force a :ettle- Conservative Investments Citizens 4480 PURCHASING INCOME WE purchase for our own account and offer to the public only the highest type of bonds obtainable in the market keeping in mind always absolute safety of princ’pal. May we send you our list? : CORRIGAN. HILLIKER & CORRIGAN Investment Bankers and Brokers GROUND FLOOR MICHIGAN TRUST BLDG Bell Main GRAND RAPIDS, MICHIGAN 4900 An_ individual executor has other things to do than settle your estate. Our principal business is settling estates. When they come to us the de- tails are apportioned to our different specialized departments and each au- tomatically and properly attends to its share of the work. OMPANY GRAND RAPIDS Merchants Life Insurance Company WILLIAM A. WATTS President Offices: 4th floor Michigan Trust Bldg.—Grand Rapids, Mich. GREEN & MORRISON—Michigan State Agents © RANSOM E. OLDS Chairman of Board lr. 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 benk- ing, our institution must be the ultimate choice of out of town bankers and individuals. Combined Capital, Surplus and Undivided Profits over GRAND RAPIDS NATIONAL BANK $1,450,000 GRAND RAPIDS, MICH. September 5, 1923 ment which four years of macy had failed to effect. What has been the result? In- dustrially, the Ruhr is aslép, and England, faced with unemployment and labor unrest, sees her much desired German market go a-glim- mering. A recent editorial in your sagely pointed out that im- ports into that district have almost ceased. It is difficult to see how this could be otherwise; the point is that France may well be excused for ar- resting for the moment the gratifying activity in the Ruhr, which both Ger- many and England found so com- forting, knowing that by so doing she could, afforded a fair chance, compel the payment of the reparations she and her allies need and should have. Much fault may be found with the political and economic structures of to-day. But nobody has yet offered a workable plan for their improve- ment, and in the expectation that the present scheme of things will hold for some time to come, is it not wiser to adopt a less ferocious at- titude towards France? England’s policy seems most short-sighted. For the sake of an immediate boom in her foreign trade she is risking the sympathy of a nation she can ill afford to lose. Germany, with no lack of money to apply where it will do the most good, is busily setting her industrial house in order. The Ruhr workmen, so far from being idle, are improving the physical con- dition of the mines and plants they will not operate. This dispute set- tled, Germany will be found ready to take her place among the produc- ers and consumers with a vigor that will quickly prove the efficacy of ther preparations. England will be well advised to play a waiting game. To force France into other alliances will be to invite disaster to all Europe. To talk of French militarism and French dreams of European supremacy is_ easy. Harder to deny that she has been the champion of right; that she has brought to an end a situation in which the positive gainer has been Germany alone, and the ultimate loser no less surely England, and America, and all the others, than France. W. P. Church. —— diplmv- pages Is the Worst Over in Germany? The announced purpose of the new German government to enter upon a policy of “ruthless” taxation meets with the general approval of financiers on this side. Germany thas reached the point where it must either do this or suffer an economic and poli- tical collapse. The mark has de- clined to such an extent that it no longer serves to ‘finance purchases abroad or to meet the expenses of the Government at home. With taxes heavy enough to cover expenditures for domestic purposes, the printing presses can be stopped. It is not expected that they will be stopped abruptly. Prices will not cease ris- ing the moment the new policy is put into operation, and for a time there may continue to be a “scarcity” of money in the financial centers. Along with the announcement con-, cerning taxation, there comes a _ re- MICHIGAN TRADESMAN 13 port that Hugo Stinnes, after wax- ing rich on inflation, now favors the establishment of a stable currency. The adoption of a plan for paying wages in paper marks but on a gold-mark basis’ is also of much significance. In fact, with prices rising as much as 40 per cent. in a single week some system of stabiliz- ing wages was imperative. Skilled workers now. receive five or. six millions of paper marks per day, but their total daily wage on a_ gold basis is less than what the average skilled worker in this country receives for an hour’s labor. At the moment conditions look more hopeful for a turn for the better in Germany than they have in some time. —————- I Am Your Enemy. I am the ‘ruler of retail reverses. IT am Lord High Potentate of Failure. I am the reason for that downward slant on the profit curve. I am the cause of all the silent sickness that stills the cash register bell. I am the origin of dissatisfied cus- tomers and loss of trade. I am the leaven of uncertainty in the midst of certain profits. I am the element of chance that turns a winning business into a los- ing gamble. I am the fountain. head whence springs the majority of the dealer’s trouble and worry. I am the key to the problem why more than 15,000 retailers fail each year. I am the why and the wherefore, the direct and proximate cause, the germ and genesis of unsuccessful merchandising. I am the Sticker, the Shelf-Loun- ger, the Leftover, the nameless child of an unknown father. I am the unadvertised product! ULLAL LLAMA AAA (LILA hdisshdibsdhe ESTABLISHED 1853 Through our Bond De- partment we offer only such bonds as are suitable for the funds of this bank. Buy Safe Bonds from The Old National WL ddddiaiidicaiiiiiiiaa hishdsdsishsidsissdddddtsiiinitsitiitwitisdilsidsidsissssuistsllliiiniiiiiiiiiiiiiiiiciie ULL dssshdsisiLtidisisissiMiMiAiMisAithhtiMhtiiiitdLtLiLittiiLille 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 Cashier 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 $18,000,000 a RAND RAPIDS VING YANK, S RESOURCES OVER THE BANK WHERE YOU FEEL AT HOME 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 A David H. Brown A RELIABLE FIRM TO EXECUTE YOUR ORDERS IN BONDS AND STOCKS Howe, Snow & Bertles (Incorporated) Fourth Floor Grand Rapids Savings Bldg. GRAND RAPIDS, MICHIGAN =r SIDNEY ELEVATORS Will reduce handling expense and speed up work— will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind of machine and size platform wanted, as well as height. We will quote a money saving price. Sidney Elevator Mnfg. Co., efmith, oT a, tee Se reel Roth Phonos GRAND RAPIDS, MICH Sidney, Ohie 14 Insurance Rates Confuse the Issue. The superintendent of water works in a city of about 20,000 writes: We fully appreciate when making a fire connection that very little water, if any, will be used, however, this ser- vice is “demand service” and while the company may not actually fur- nish water yet the maintenance of its pumping plant distribution tem and organization is necessary in order that this service might be furnished the consumer at any period during the day, month or year. The basis for this charge is the same as insurance. A manufacturer may pay his premium on his insurance from year to year and have no fire, yet he is paying this charge for protection. By installation of the sprinkler system the manufacturer materially reduces his insurance rate by the protection furnished by the Water Company, a nominal charge therefore is only fair and legitimate. These questions may well be asked: Is the “demand service” for a sprinkler system to put out fire any more deserving of a special charge than the demand service for extin- guishing fire on the premises of the property owner without sprinkler in- stallation? Why discriminate? Does the water company “furnish protection” to the owner of a sprink- ler system any more than it furnishes protection to the citizens who do not Sys- have sprinkler systems? Why not charge them a special fee for such protection? Has the fact of insurance rate re- duction anything whatever to do with the matter of determining whether the water company should make an extra charge for serving a sprinkler system? Why not make a charge on all manufacturers or users of water based upon the basis of “benefits re- ceived” if the sprinkler charge is correctly based on this basis? A water company brings its water to the curb in all cities for the pro- tetction of all property owners. If a property owner decides to take his fire protection water in a form under a plan which actually benefits the water comapny and at the same time adds greatly to the safety of the community, why should he be penalized? From the stand- point of the water company, it would appear that the special charges should be made upon those who use the most water in the event of fire. and ——_+22s—__ Hot Water Bottle and Lunch Box. A solid, white metal hot water bottle has just been put on the mar- ket by a novelty thouse, the first one, it is claimed, ever offered at a popular price. It is guaranteed rust- proof and warranted not to leak. It has a capacity of one quart, and is covered with a flannelette bag. The price is $8.75 a dozen, and it is de- signed to retail at around $1. The same manufacturer is showing a school lunch box at $12 a dozen, ‘of enameled tin to imitate grain leather with a pint vacuum bottle and re- movable tin containers for sand- wiches, etc. ——_2-~2—____ Journalists seem more disturbed by the literary style of various Presi- dents in saying things than by what they say. MICHIGAN The Brogue is Still In. ~~ Despite the prediction that the brogue type of footwear for men would pass out in favor of lighter shoes, analysis of the sales made for the present season by one of the best known fine shoe houses in the coun- that they are just as favor with both buyers consumers as ever were. Leaving out styles designed primarily for evening wear, it was found that at least 80 per cent. of the business had been taken either on brogues or on some variation of the brogue idea. Another feature was the large proportion of tan shoes sold in this try shows strongly in and they style. While it is a little early yet to say just what they will do for Spring, the indications are that brogues will continue to show up strongly in the business placed. —____2-+-<«__. A Great Fault. “Do it to-day” is a good slogan but here is a better one: “It Was Done Yesterday.” You cannot put over what you put off. Delay weakens your deter- mination, postponement will push away your achievement. The moment you think of the necessary thing to do, either do it at once, or plan to do the thing at the very first opportunitty. By doing a thing immediately you increase your value to yourself and to others. Get things out of your way. The accumulation of postponed duties is, without doubt, one of the greatest human _ handicaps. No Smoker Can Be Satisfied Before He Has Smoked A Charles the Eighth i Make This — : e gol Next One Merit ae dave Dealers : Citz. Phone Sell Them 27908 Mfd. By Bell, M 182] TRADESMAN September .5, 1923 SAFETY SAVING SERVICE CLASS MUTUAL INSURANCE AGENCY “The Agency of Personal Service” C.N. BRISTOL, A.T. MONSON, H. G. BUNDY. FREMONT, MICHIGAN THE HARDWARE AND IMPLEMENT MUTUALS DIVIDE THEIR RISKS INTO THREE CLASSES CLASS A—HARDWARE AND IMPLEMENT STORES, DIVIDEND 50% to 65% SLASS B—GARAGES, FURNITURE AND DRUG STORES, DIVIDEND 40% CLASS C—GENERAL STORES AND OTHER MERCANTILE RISKS, 30% These Companies are recognized as the strongest and most reliable Mutuals in the United States, with Twenty Years of successful Underwriting Experience. No Hardware Mutual has ever failed, No Hardware Mutual has ever levied an assessment. Ask the Hardware Dealer of your town. '€ Interested, write for further particulars. 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. What is A Living Trust? IN arrangement by which money and 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. [RAND RAPIDS [RUST [,OMPANY GRAND RAPIDS, MICH. Ottawa at Fountain Both Phones 4391 September 5, 1923 How a Woman Likes to be Waited On. We hear a great deal about the “pnsychology of selling’ and about “woman psychology,” whatever these two terms may mean. I don’t know and I dont’ believe anybody does. But I buy things just the same. I have to go into stores. And in connection with the treatment I re- ceive when I go into such places I have very, very definite ideas. I am going to tell about some of them. In the first place, I like to be noticed. I like to feel tat my presence is well worth a nod or a congenial “How do you do.” Why should a clerk wait until he gets around to serving me before he ac- knowledges my _ presence? ; am there. I want that fact recognized. But if a “How do you do” is forthcoming I want to feel that it isn’t of the “duty” variety. On the other hand, I do not want it to be a flip greeting. What I like and what I actually look for when I enter a drug store is a cheery “Good morning”; one that is brimful of heartfelt welcome. A. straight-from-the-shoulder smile and nod go a long way toward put- ting me in a buying mood.. A oP be right with you, Mrs. Smith;” any- thing, in fact, so long as I’m noticed. I detest standing around any length of time before being waited on. I realize, of course, that it is out of the question always to be served im- mediately on entering the store, but unnecessary delay is extremely pro- voking. When it comes to standing around for four or five minutes while Mr. Clerk relates his experiences of the night before to Mr. or Miss “Chum, I object. Decidedly. And I have a good memory. When I ask for an article under a general name I like to be shown a variety of makes. I don’t like a clerk to serve me who hesitates to show an assortment. I prefer a talkative clerk; I like to know what the contents are in the cough medi- cine. I want to know how large a dose should be given. Of coure I can read, but I like to be told, too. I expect to be told if the new make of powder is light, medium or heavy; if the knife will hold an edge; if a reduction is offered by taking a quan- tity; how long the article is guaran- teed. In other words I want a clerk that will inform me. Again, if I specify, I want that certain brand. I detest having the clerk beat around the bush or try the substitution game on me. If he hasn’t got what I ask for I want him to tell me so. And after telling me that he doesn’t carry that parti- cular kind, or is temporarily out of it, then I am open to suggestions. His talk on other brands is in order then, but not until then. I don’t like to feel under obligation to buy after a clerk has shown me the different grades of an article, or after he has quoted me _ prices. Rather than impose I would go to some store where I was invited to inspect the stock—and that’s what I do. EERE A ON A MICHIGAN TRADESMAN “ During the holidays I was in the market,’ as the men say, for a razor strop. I didn’t know the first thing about strops of any kind, so I decided to visit a couple of stores and compare prices and apparent quality before buying. But my plans fell through. The first drug store I visited got the sale, for the clerk pulled out a whole lot of them and proceeded to explain how to tell a good strop when I saw it. He told me to look over the assortment, and in the meantime he demonstrated one of the better grades. In contrast he showed me how differently his test worked on the cheaper article Then he quoted me prices. The strop I was partial to was too ex- pensive, but before I had time to express my desire to look around the other stores before buying he offered to wrap it up in a nice gift box for me. I don’t know whether I bought the gift box or the strop, but £ bought. I like a clerk to give suggestions. Especially is this true in stores not departmentized. I have often had clerks get out of patience because I didn’t tell them all of my wants when they were in a certain part of the store. They don’t like to be chased back and forth, I realize, but what is a woman to do when she doesn’t know the layout of the store? It isn’t her fault that they keep things miles apart. Perhaps above all else I dislike to have a young boy try to wait on me. I don’t care in what department he may be stationed, that statement holds true. A short time ago I went into a drug store to ge a thermos bottle. A lad about thirteen years old stepped up and asked me what I wanted. I told him I wanted a thermos bottle. “Oh, them things. I know,” he said. But he didn’t know, couldn’t be expected to know. They weren't marked, and when I finally saw one I rather liked and asked the price of it he ran over to the gentleman on the other side of the store’ with “Dad, how much’s this?” In the meantime I saw a larger size that I preferred, and I asked the price, when he got back. “What’s the damages on this, dad?” he yelled holding it up. I didn’t buy—not there. I want some one to serve me who enjoys showing the stock, who will discuss the articles and help make selections. In other words the clerk that gets my patronage is one that arouses my interest and secures my confidence—that is the kind I like to have wait on me. And I go out of my way to find a clerk who will give me courtesy and treatment of that kind. It is important, this matter of being waited on. It seems to me that if I were running a drug store I should give this phase of my business the thoughtful attention it deserves. Flossie M. Stockford. ———_2.2-. In Sunny Tennessee. Stranger,’ to little boy—‘Say, son, where will this path take me?” “Tt’ll take you to Dad’s still, but it won't bring you back.” 15 CHANDLER & VANDER MEY LOCAL INVESTMENT SECURITIES 707 Commercial Bank Bldg. Citizens Phone 62425 Grand Rapids, Mich. Investigating & Adjustment Co We Successfully Locate Debtors and Collect Past Due Accounts. Special Reports Obtained. Collections and Adjustments Made Everywhere 532Yo and 33 Michigan Trust Bidg. Citizens 64647; Bell M. 111 NATIONAL DETECTIVE BUREAU Investigators A progressive organization, managed and personally conducted, by two widely known investigators, that ren- ders Invaluable service and informa- tion to individuals, stores, factories and business houses. Headquarters 333-4-5 Houseman Bldg. Phones Day, Citz. 68224 or Bell M. 800 Nights, Citz. 32225 or 63081 ALEXANDER MacDONALD STEPHEN G. EARDLEY F.A.SAWALL COMPANY Investment Securities 313-14-15 Murray Bldg. Grand Rapids, Mich. Citz. 62209 Bell M. 3596 Michigan Shoe Dealers Mutual Fire Insurance Co. Lansing, Michigan GENERAL MERCANTILE RISKS Write L. H. BAKER, Secy-Treas. LANSING, MICH. P. O. Box 549 OUR FIRE INS. POLICIES ARE CONCURRENT with any standard stock policies that you are buying. The Net Cost is 30% Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Mich. WM. N. SENF, Secretary-Treas 16 America as the Land of Opportunity. Grandville, Sept. 4—The United States of America, the land of op- portunity! Of all lands on the globe this Re- public is the one greatest and best land for the advancement of civiliza- tion and the engrafting of new ideas in the hearts of the people. Immigrants from every quarter of the globe come here to better their condition. The humblest wood cutter of Holland or Sweden, or in fact from any country in Europe, not excepting the Turk, has his chance to get to the front, politically. No bars are put up against entering any sphere of life save the single office of Presi- dent, and this is open for the son or daughter of immigrant parents. It is right here in the United States that man has his supremest liberty to make of himself whatever he chooses. With all this Irberty of thought and action, there sare those who plot the destruction .f the Government and work in every conceivable way to poison the minds of people against our free institutions. It is such scheming as this that will undermine the Republic if it is ever brought to the fate of Rome and other fallen nations of the East. Abraham Lincoln, the son of poor but honest parents, attained the Presidency, and ‘he had scarcely seen the inside of a schoolhouse. He was certainly as low down in the scale of worldly posssesions as anybody can get, yet he reached the highest position in the gift of any people. Is not this encouraging for the poor- est child in the land? Grant was of Scotch descent, there- fore the Scottish people had a rep- resentative in the White House. Roosevelt and VanBuren descended from the Dutch, so that Holland was almost directly connected with the occupant of the White House. There is alone the Presidency that any immigrant may not aspire to reach, this for obvious reasons, and yet the son or daughter of the im- migrant born on our soil is eligible to fill that position. Where in the world under the shining sun are such conditions as here in America, in the land of Washington? With all these glorious opportunities spread before him, should not the heart of the poor immigrant from any land swell with joy and pride that such a land of opportunity is open to him and his? There are those of foreign lands, coming here to found homes and make of themselves citizens of the United States, who are as determined to keep the stars and stripes in the sky as any native born. To these all ‘honor and praise. ‘But to the sneakin~+ socialist who sees nothine to commend in the Government which gives him protection, and in every manner seeks to undermine and destroy, we should have only the utmost contempt, and when his guilty soul seeks to annul the Constitution of our country, the halter should be his portion. There are no bonds put upon the limbs of any individual not a criminal. The son of the ‘blacksmith, the far- mer, the mechanic, the lowest in the scale of any occupation, has’ the right to aspire, and nobody can deny his right to seek and obtain the Presidency. Then why so much of propaganda? So much of discontent and fault-finding? Individual liberty was never so little interferred with as in this land of tne free, and nowhere under the shadow of the flag has the poor man such a chance to make good. Whom have we for President to- day? A farmer and the son of a farmer. Let the disgruntled tiller of the soil take note of this and govern himself accordingly. Individual liberty, not class domination, is the watchword for America, and we believe Calvin Coolidge stands four square to the MICHIGAN TRADESMAN winds that blow and will render an account for which ‘his friends and the American people as a whole will be proud. There is no distinction here be- tween the workingman and the mil- lionaire. There is no aristocracy in the United States save only the aris- tocracy of brains, all of which we submit is as it should be. Brains, not money, leads the way in Ameri- can advancement to the highest hon- ors in the gift of the people. Such a Government as ours, with a Constitution which acts as a check to sovietism and unhallowed socialism, is the best possible Gov- ernment yet conceived among men. ’ One would suppose that in a Government like ours, in which every man is on an equality with his neigh- bor, there would be no discontent, no appeals to passion and prejudice. Such is not wholly true, however. Sometimes we are led to think that too much of a good thing leads to disaster. For the last few years. crime has run rampant and the punishment has not been as effective as it should be. A few years ago the Mollie Mc- Guires enacted a reign of terror in in the mining districts of Pennsyl- vania. After a time this terrorism became so intolerable the people re- solved to squelch that murdering gang, which they did in a most effec- tual manner. Many of that villanous gang were arrested, duly tried, con- victed and hanged. The effect was salutary. Murders ceased and, al- though many years have passed, no such evil doings have again come to the front. Prompt and effacacious punishment is the remedy for all criminal conditions. The failure of justice at Herrin, Illinois, is a blot on the escutcheon of one of the fair- est commonwealths of the American Union. America, the land of opportunity. May it ever be thus! Old Timer. —_—__.2..__ Sweeping Compound and Preventable Fires. Mr. Merchant, watch the sweeping compound after it has been used on your premises. Too frequently the porter or others get the habit of Sweeping this compound and_ the floor sweepings, which often includes matches, cigarette and cigar stubs, waste paper and other inflammable material, into a corner or basement unnoticed by you, and may cause a fire at any time. Sometimes spon- taneous combustion does the work in this kind of accumulation; we have in mind at this time two fires origin- ating from that very cause, one en- tailing a loss of $65,000. “A stitch in time’ is old advice, but none the less valuable in cases like this. Save your “nine” by insisting that this practice, if indulged in at all on your premises, be discontinued at once. “Just swept there for the time being because he did not have time to pick it up” is an excuse for its existenc often given. Better take time while it is possible, keeping in mind the fact that fire and destruction wait no man’s time. They take their own, and that is often at the least op- portunity temporarily given. At no time, under no circumstances, should a fire thazard be tolerated if you would be on the side of safety and conservation. —~+-.—___ If it is hard for you to write your newspaper advertisements, see whether you have an employe who may like that kind of work and be glad to try a hand at it. September 5, 1923 CITIZENS 4267 A. E. AUSTERER & Co. : BELL, MAIN 2435 INVESTMENT SECURITIES GOVERNMENT, MUNICIPAL, 817-821 MICHIGAN TRUST BUILDING PUBLIC UTILITY, RAILROAD, CORPORATION BONDS GRAND RAPIDS Fenton Davis & Boyle Chicago First National Bank Bldg. Telephones { Citizens 4212 BONDS EXCLUSIVELY G. R. NAT. BANK BLDG. GRAND RAPIDS Detroit Congress Building The Mill Mutuals Representing Your Home Company, The Michigan Millers Mutual Fire Insurance Co. And 22 Associated Mutual Companies. Is Saving 25% or More Insures All Classes of Property ROBERT HENKEL, Pres. AGENCY Lansing, Michigan $20,000,000.00 Assets A. D. BAKER, Sec.-Treas. CITIZENS TELEPHONE STOCKHOLDERS investment features of the Grand Rapids Mutual Its Five Millions of Assets are secured by Its certificates pay wable upon demand. Should investigate the Building and Loan Association. first mortgages on the highest return consistent with safety and are withdra Over Kresge’s in the Widdicomb Building. improved Grand Rapids real estate. Multigraphing, WATKINS LETTER SHOP Citz. 64989 We say little—Our work and service speak for us. Addressing, Form Letters, 112 Pearl St., N. W. Mailing Lists Bell M. 1433 ® |; “¥ od wd September 5, 1923 MICHIGAN TRADESMAN 17 hat the Industry is doing to help You sell vindenwoar® I Advertisements specially planned and @ designed to put people in a proper buying mood —to make them want to buy fall underwear in late Septem- ber and early October, are being inserted in a large list of general | MAGAZINES and FARM PAPERS. And local NEWSPAPERS will carry advertisements sending men and women to your store in October. The combined circulation of this September and October Advertising is well over thirty-six million. YOUR Patrons cannot possibly miss it. II Thirty thousand Retailers will, during ° September, receive an unusual display card | (“BOZO — His actions speak louder than words”’)—to be | displayed at once and for just one purpose — to make every passerby ask himself the question—““Am I wearing the style, weight and type of underwear best suited to this season of the year, my personal vocation ad my personal health?” Ill This “BOZO” Card and other special ° display material will be delivered in person by representatives of the Association to 15,000 retailers— the other 15,000 will be delivered to the trade by wholesalers and manu- facturers, or will be sent direct, if requested, from the Association. l \ Y With this display material you will receive e a copy of the Association’s portfolio describing in detail our plans to— Sell Knit Underwear to Everybody Everywhere This portfolio contains many valuable ideas that will help you sell more underwear during the year and particularly during NATIONAL KNIT UNDERWEAR WEEK October 8—13 You will get results—increase sales—if you make window and counter displays and use space in your local papers that week to tell about your own lines of underwear — if, in other words, you “tie up” with the MILLION DOLLARS that will be spent this fall by individual Manufacturers and by the Association to sell KNIT UNDERWEAR to every man, woman and child in the United States. A copy of this Portfolio will be sent FREE on request. Address Byron G. Moon, Advertising Director, 65 Fifth Avenue, New York, N. Y. | MANUFAC NDERWEAR WF AMERICW BERS 65 Fifth Avenue, New York, N.Y, SSOCIATED KNIT An Association of Knit Underwear Manufacturers representing 75 per cent of the output of Knit Underwear in the United States MICHIGAN — = =— = - _ ot EH ee sw YY (((QAN DRY GOODS, sy} ACC Michigan Retail Dry Goods Association. President—J. C. Toeller, Battle Creek. a Vice-President—F. E. Mills, Lan- sing. Second Vice-President—W. O. Jones, Kalamazoo. Secretary-Treasurer—Fred Cutler, ——- Manager—Jason E. Hammond, Brushed Coats Going Well. If the last week in the knitted outerwear field thas done anything, it has been to emphasize the demand sweater coats Just as the sleeve- swept all before it Summer, the plain back front, sleeves, is dominating Fall Manu- are already having difficulty made on them especially for and in make The for women’s brushed for Fall delivery. jacket during the Spring and brushed also with and fancy but with business. golf less coat, facturers in meeting demands for these garments, those several of a camel’s hair color, they cannot several weeks. coats are those made yarns, although the in which worsted combined, instances deliveries under most of worsted higher priced ones, and fiber silk are also doing well. popular yarns are Business in Toilet Brushes. Business in toilet brushes has taken a spurt in the last thirty days and indications are good for a brisk holi- day trade. A child’s toothbrush, with celluloid doll attached to the is a big seller, and the orders for holiday sets in ebony and imita- ivory and shell have been about double last year’s. Salesmen have been out about two weeks, and orders for staples, too, are well above seasons. Medium priced with cost at present un- though there are indications advance. Certain raw materials are scarce, notably black bristles and the better grades of long bristles, which it is said are unobtainable. In the metro- politan district, it is said, business in all lines is very poor. a tiny end, tion previous goods lead, changed, of a slight white almost 2 Good Demand for Games. Trade in games is on the increase. Among them is the sale of Mah Jong sets. A wide variety of these is shown by one importer, retailing at from $15 up. He says the total im- portations of these articles in 1922 amounted to only $30,000, while the figure for 1923 is already a million and a half. Factories started all over China, he says, and indications are that the demand in England will in a short time rival that of this country. Bridge and pinochle too, are said to be in great de- mand. sets, >. it a man down in an easy chair and waits for the automobile of success to come along he will never get there. sits have been. Good Gem Season Ahead. The market for precious stones shows little activity at the moment, so far as selling is concerned, but considerable preparations are going on for an active business in the near future. Just when it will begin is problematical, but the general indica- tions are that no real demand for the more expensive gems can be looked for much before the middle of Oc- tober. Income tax payments around the middle of September, coupled with the fact that most of the im- portant consumers of precious stones remain out of the city during Sep- tember, were cited as reasons why this business will start later than is expected in other lines. In the colored gems there are indications of rubies returning to favor, and it is understood that a quiet search for fine stones is now being carried on by prominent factors in the trade. +. Good Sales of Caps. sales throughout the Sum- mer and indications of a big Fall business are reported by a large manufacturer of men’s caps. The cap is being worn to a greater extent than ever, except in the large cities, and even there it is gaining slowly in popularity. The preferred colors are uniformly in the lighter shades of gray, fawn, taupe, etc., and prac- tically all are made with the one- piece top. Shapes are generous in size and in the better grades satin linings in brilliant hues are used. 7-2-2 It is my personal belief that a solution to this one outstanding fu- ture problem of the wholesale grocer is the establishment of a central office to make purchases from some or all nationally advertising manufacturers for all wholesale grocers in a State or section of a State. This plan is followed in Philadelphia to-day through the Wholesale Grocers’ Sales Company of Philadelphia, and, as I understand, by the Indianapolis Dis- tributing Company. ' I believe such an organization could be established that would be both legally and morally right and run throughout any period of time on the same basis. We suggest the solution; we may be wrong. How- ever, we all know that with sugar sold at or near cost; cereals, soaps, tobacco and many other items carry- ing a gross margin of 5 per cent. or even less, the jobber cannot even hope to make a living wage, for these items probably make up more than one-third of his sales. Fred R. Pitcher. ‘Sec’y. Indiana Wholesale Grocers’ Association. Good TRADESMAN Detroit—The Detroit Retail Gro- cers’ association announces its De- troit Pure Food and Household Ex- position, which will be held in the auditorium of the General Motors building from Oct. 26 to Nov. 3. The grocers are enthusiastically sup- porting the show, and expect to have a large attendance. Nearly fifty dis- play booths have already been con- tracted for by various manufacturers and wholesalers. Royal Oak—R. Bowden, dry goods merchant, is preparing to vacate his present location on Washington avenue, after eight years there.. He will eventually locate in another loca- tion nearer Main street. Brown City—Fire recently totally destroyed all buildings and equipment of the Eureka Milling and Elevator Co. here. Loss $60,000; insurance $35,000. —__~+2—____ Window Display Advertising. “Waiter,” growled a customer, “I should like to know the meaning of this! Yesterday I was served a por- tion of pudding twice the size of this.” “Indeed, sir!’ replied “Where did you sit?” “By the window,” customer. “Oh, that explains it!” said the waiter. ‘We always give the people at the window a large helping. It’s a good advertisement!” ——- <6 Nothing is more pitiable than the man who has lost his own self-respect while gambling to buy the respect of others. the waiter the answered from one. trate your buying with us. so close. Most merchants advertise or should. to several advertising services. September 5, 1923 Remarkable Turnover. “Profits in my business depend en- tirely upon a rapid turnover,’ re- marked a merchant in a hotel lobby the other day. “Ts the same in my _ business,” said an athletic looking man who overheard the merchant. “What line are you in,” merchant. “[’m a trapeze artist with Coop & Lent’s circus.” Changing the Basis. “Mr. Grocer,” said a customer, “how is it that you have not called on me for my account?” “Oh, I never ask a gentleman for money.” “Indeed! How, then, do you get on if he doesn’t pay.” “Why,” replied the hesitating, “after a certain conclude he is not a gentleman, then I ask him.” —_~2+2>_—_ The Successful Serenader. “T want a banjo.” “Here is one with a fine tone. it. “I don’t don’t play.” “Oh, it’s for a friend, is “Nope, for me.” “But what do you do with it?” “I take it under my girl’s window and tell her if she doesn’t open the window I'll play the durned thing!” —~++2—__—_ asked the groceryman, time I and Try care about the tone. it?” The commonplace daisy is made im- mortal by the poet and in return the poet is made immortal by the com- monplace daisy. Helping Both o We could both handle probably 50 per cent. with little extra expense. salers until a reason of consequence prompts him to buy mostly more business Most Retailers buy from several whole- We believe we have found the way whereby we can each do 50 per cent. more business and why you should concen- Our stock is complete and freight costs less because we are Many are subscribers We have helped put on sales for our customers and have realized that if all our customers tried, they could increase their business and ours too. Realizing your desire to constantly have something entirely new and different, : we have entered into a contract arrangement with the largest advertising agency in the U. §S-,; one whose publications are read by most retailers, whereby they will prepare for our use exclusively a MONTHLY ADVERTISING SERVICE, so as to give our retailers, the newest and most successful sales plans being used by successful merchants over the country. This Service represents the best in the way of Plans, Layouts, Illustrz$ions, Catchy Headlines, and strong advertising copy. Most display advertising is weakened by its sameness, but this service is different. All display ads are cut from 140 of the leading city newspapers and then a staff of experts select from this mass 7 NIL ROOatn u A at nominal cost. ‘NaNitvay qi tinually thereafter. immediately. of material what they regard as _ the best. is ready a month in advance and is brimming full of new ways of telling the public what you want them to know. This Service sells at $90 a year but by contracting for a large number of copies, we are able to let you have it for $25 a year. The cuts and mats are priced in the Service so you can get them Each monthly issue We will give the October Service gratis so you can try it first at our expense, and we are sure that you will want it con- Just drop us a line and we will forward it We handle this Service at cost as our purpose is to increase the business of our customers and thereby, our own. GRAND RAPIDS DRY GOODS CoO. WHERE SERVICE COUNTS September 5, 1923 MICHIGAN TRADESMAN 19 ENGLISH CREDIT PRACTICE. One of our readers gives us the benefit of his observations during a recent visit to England: From the brief investigation that I was able to make, I think you are right—in England the law protects the creditor instead of the debtor, as with us. The audit by certified accountants occupies an important place—the Goy- ernment requiring an audit for tax purposes and the same one is used for credit. The auditor must be a member of an institute which is very jealous of its standing and would discipline or expel a member found to be careless or doing wrong. The banks place a great deal of weight upon the auditor’s report, al- ways requiring this based on latest statement, when credit is asked. Besides this, they check up by asking opin- ions of two or three bankers who are familiar with the concern, and also get a confidential report from a bankers’ agency—Seyd & Co., Ltd., 38 Lombard street, London. (They furnish reports and_ rating books only to subscribing bankers.) It is extremely difficult for one who has failed, under doubtful cir- cumstances, to obtain credit after- wards—much more difficult than in the United States, I imagine. Everything pertaining to banking and business is done with a careful- ness and thoroughness that is un- known with us and the granting of credits is part of the whole program of carefulness. I suppose one reason is that profits are smaller than with us, beside the fact that it is an older and more conservative community. As examples of their caution, every banker paying out Bank of England notes (i. e., all notes of £5 or over in amount) must list the serial num- bers of the notes in a book. A customer presenting a note for £5 or up, in making a purchase, is Often asked to place his name and address on the note. A check cannot be en- dorsed over to a third party, by party in whose favor it is drawn. ——__+-+2————_ The Real Salesman. Has a steady eye, a steady tongue and steady habits. He understands men and can make himself understood by men. He turns up w:-th a smile and still smiles if he is turned down. He strives to outthink the buyer rather than to outtalk him. He is silent when he ‘has nothing to say and silent when the prospect has something to say. He takes a firm firm’s interest. He knows that he is looking out for his own interests by looking out for his prospect’s interests. He keeps ‘his word, his temper and his friends. ‘He -wins respect by being respec- table and respectful. He can be courteous in of discourtesy. He has self-confidence but does not show it. He laughs at a little run of bad lick, and sees to it that he never has another through ‘his own fault. He knows that he can not expect to sell every prospect, but that he interest in his the face can come very near to Selling every- one. He has no habit that can possibly make his presence at all offensive to the most particular prospect. He avoids discussion of the merits of a competitor, politics or religion. He is a thorough gentleman—frst, last, and all the time. Sen ee aan eae Hats for Early Fall. The gloss of satin and the depth of velvet, together with the dullness of crepes and velours will be the high lights of the materials of the new season, according to the current bulletin of the Retail Millinery As- sociation of America. Velours have supplanted felt in some measure, ex- cept in black, and the softness of MET WEIS HIT ONE FOUNG the former is a thing in their favor for present developments of the hand- blocked modes. The bulletin goes on: “Slipper satin is just beginning to appear—a bit early, but as it pastes to the other side of velvet and alter- nates in sections with the initial presentation of hatters’ plush it is a welcome factor that is both rich and ‘dressy.’ Duvequ is not nearly so active, except in the popular-priced lines. It is more of a late Summer item than for early Fall, however, and the buyer is now looking for merchandise for that period. “Metallic lace will show up well, due to the vogue of embossed bro- cades of gold and silver, for the touch of metal that crept into mid- summer hats has developed into a real revival of last year’s metallic season. Long nap _hatters’ plush and panne velvet, the standard mil- linery fabrics for Winter wear, are again to the fore in presenting the new Parisian line and trimming for the crowning glories of Fall, 1923. “Wide supple velvet ribbons make the entire hat many times over, and the supple chiffon does well for the draped parts of that boast a fabric combination in matching shade, rather than in diverse colors. Chen- ille cloths and bands, alternating with tinsel strands, make another novelty that the quantity converters have taken to. Hatters’ plush, combined with velours, makes the sport hat of the day, but the newer chapeaux hats Chinese embroideriss.” dic: this type are to be developed in NWW/nly as our candies excel for _ the price asked _do we hope to ob- tain your interest ~ and merit your con- -. linued patronage * _ CORPORATION m™ MUSKEGON MICHIGAN 20 MICHIGAN TRADESMAN Wheat Growers’ Compensation. And now a scheme is on foot to give the wheat growers a bonus. It does not amount to much compared with the proposed bonus for ex- service men. All that is asked for the wheat growers is a paltry $51,- 000,000, whereas the ex-service men demand a hundred times as much. Perhaps the wheat belt politicians as- sume that if the Treasury can stand a raid like that it won’t mind doling out an extra 1 per cent. in the form of “adjusted compensation’ to the wheat growers. For strange to say, the wheat growers’ bonus is also sugar coated by being described as a form of “adjusted compensation.” Here is the way it is done The United States Grain Corporation handled wheat in the war _ period after the Government had fixed the price, and when it wound up its work its books showed a profit of some $51,000,000. Now, it is claimed, this was made at the expense of the farmers and they are therefore en- titled to a rebate. The assumption that the farmers would have pocketed this $51,000,000 if the grain corporation had not done so is just an assumption and nothing else. The corporation was a great central marketing agency which bought and sold wheat both here and abroad, and there is nothing to indi- cate that this $51,000,000 which it showed above expenses would have gone into the farmers’ pockets if the Government had not exercised its wartime control over wheat. If what the farmers’ political saviors say is true, all this and more, too, would have gone into the pockets of the “middlemen” if there had been no Government intervention. a Township is the Correct Unit. Failure of the Fond du Lac County Board in Wisconsin to ratify an agreement presented to it by the Fond du Lac city government pro- viding for joint purchase of a county fire truck, on the ground that such a truck could protect only a limited portion of the rural territory in the county, emphasizes the fact that as a rule, the county is too large a unit for a single piece of fire ap- paratus to cover. The township is the natural political unit for furnish- ing rural apparatus protection. Par- ticularly in the east and frequently in all other parts of the country, each township will contain at least one small town. BUTTER to the aus MILK Particular 7 Housewife Reliable. REPLENISH YOUR STOCK NOW BE PREPARED FOR THE FALL DEMAND KENT STORAGE COMPANY GRAND RAPIDS _~ LANSING ~ BATTLE CREEK olesale Grocers : General Warehousin ie and Distributing M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables Frank T. Miller, Sec’y and Treas. MILLER MICHIGAN POTATO CoO, Wholesale Potatoes, Onions Correspondence Solicited Wm. Alden Smith Building Grand Rapids, Michigan Agricultural Hydrated Lime Grand Rapids We are making a special offer on Moseley Brothers NJ ~: in less than car lots. GRAND RAPIDS, MICH A. B. KNOWLSON CoO. Michigan Jobbers of Farm Produce. September 5, 1923 PUPTTTAU TERED EQQTEE EEE EDEDEEEEU REED EE TERED GCEEE EGET TECTED GEE EEE September 5, 1923 Cause for Spoilage in Canned : Lobsters. In the July issue of the American Food Journal, Dr. E. G. Hood, of McDonald College, McGill University, Montreal, is quoted in a recent re- port as to his investigations into the causes for blackening of canned lob- ster and—in view of the trouble which jobbers and retailers encount- er from this cause, also the large amount involved in canned lobster— his general conclusions are worth re- printing. The pack -investigated was that of 1921 and 1922 at North Rustico and Borden, Prince Edwards Island. Throughout the investigation some 4,000 cans of lobster were packed and examined, sufficient to permit of an examination of a number of cans every month for a year and a half after the cans were packed. As re- sults of the monthly inspections in- volve considerable detail, a sum- mary of the various experiments are stated, as follows: 1. All theories advanced by lob- ster packers -as to the cause of dis- coloration, blackening and smut have been investigated by experimental methods. 2. The results of experiments have led to certain definite results as to the causes and prevention of dis- coloration. & The use’ of does not prevent may delay it. 4. A good quality of tin plate is necessary for lobster cans—at least two and one-half pounds of tin to the box of plate. 5. he best packs have been put up in the heavy tin plate discoloration but investigated so-called “sanitary” can, with paper or rubber composition gasket. 6. The enamel or shows no improvement over a good quality parch- ment lining. 7. Tight seams are necessary with lobster cans to avoid entrance of air and consequent formation of rust, followed by blackening. 8. Flux, resin, or soldering prep- arations have no appreciable effect on discoloration. 9. Parchment linings with a good quality of tin plate are better than enamel cans, improving the general appearance and quality of the lobster. 10. Canning of dead lobster pro- duces typical discoloration. 11. Delayed meat, whether in the shell or out on the table or in the cans, increases of dis- coloration. 12 In warm handling of meat in blackening. 13. Where lobster blood is not carefully washed from the meat blue black discoloration follows the pack. lacquered can sanitary can with a the amount weather invariably delay in results MICHIGAN TRADESMAN 14. Leg and arm meat discolor more readily than claw and tail meat. 15. Discoloration is not influenced by the percentage of salt or fresh water pickle. 16. More pickle aids in steriliza- tion, about a half more than is used at present. 7. la paper or is better edge. 18. Cans defective in will. result in a product. with gasket with a raw closing cans, a top rubber composition than a top manufacture complete loss of 19. Sterilization by two to four hours’ boiling at 212 degrees F. is not sufficient to kill all bacteria that may be present, consequently a large portion of boiled cans shows dis- coloration caused by the growth of bacteria. Some bacteria found in sea water, lobster, etc., are killed only by nine hours’ continuous boil- ing, 20. The amount of discoloration in the meat and cans of fall pack lobster is much less than that of the spring pack. 21. Discoloration, blackening or smut is of two kinds—chemical and bacterial. 22. In processed lobster, chemical discoloration accounts for 85 to 90 per cent. of affected cans. 23. In boiled lobster chemical dis- coloration accounts for about 75 per cent. of affected cans. 24. Sea water or well water from near shore or from unsanitary sur- roundings will canner. 25. Unsanitary around the cause trouble to the and dirty floors, tables and utensils, result in increased numbers of conditions in factory, bacteria, which get into and cause troubles, product the meat or cans dis- coloration or other result- Ine i 4a poor and lower value. 26. Cleanliness of pecially of employes, es- those handling meat, is necessary for the same reason as in Zo Caps for confinine the hair. aprons, clean hands and_ nails and clean habits are absolutely neces- sary in a factory dealing with human food. af.’ By the use af acid _ pickle, chemical discoloration may be elimin- ated so that the lobster meat can be marketed as first quality lobster. 28. Different types of containers have tested—glass, zinc tops, etc. Glass is impracticable for small The zinc top has merits: experiments® concerning its use are in progress. a There is in your store one man who can trim the windows better than any of the rest. Is he the man who is doing that work? clean been factories. and 22-24-26 Ottawa Ave. Order a bunch of GOLDEN KING BANANAS of ABE SCHEFMAN & CO. Wholesale Fruits and Vegetables WHEN YOU THINK OF FRUIT—THINK OF ABE. Grand Rapids, Mich. Prompt Service Reasonable Prices Courteous Treatment These three features, combined with a complete stock of the highest quality fruits and vegetables, are the reasons ‘‘we guarantee satisfaction—always. ” THE VINKEMULDER COMPANY The Oldest Produce Firm Serving the Community Grand Rapids, Michigan Watson-Higgins Milling Co. NEW PERFECTION The best all purpose flour. RED ARROW The best bread flour. Look for the Perfection label on Pancake flour, Graham flour, Gran- uated meal, Buckwheat flour and Poultry feeds. Western Michigan’s Largest Feed Distributors. You Make Satisfied Customers when you sell *“SUNSHINE?”’ FLOUR Blended For Family Use The Gueity is Standard and the Price Reasonable Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN 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 |ONIA AVE., S. W. GRAND RAPIDS, MICHIGAN FLOUR Sharing with Con sumers Bread is “dirt cheap”? in America—the cheapest of all foods. Yet some municipal authorities and other reformers are urging a further cheapening of the price of this food. Steps to share with consumers in the lower price of flour should not be taken along cheapening lines. The thing to do is to encourage bakers to purchase better flour and bake better bread. All America, including consumers and wheat growers, would profit from nation-wide buying of high quality flour at quality prices by every baker of bread. Buy Fanchon---Red Star JUDSON GROCER COMPANY DISTRIBUTORS GRAND RAPIDS, MICHIGAN MICHIGAN TRADESMAN September 5, 1923 i ; = == a = [=e £& = == = ea Zz, = = = = 4 = = — - : - - “ eS =. 6 = = = : = > a == ae ee Fe ; 22 2 ; = _ ae . = — ' = STOVES 4xv HARDWARE 2 Pe ee ae - ee = Sf — = = - Se ~— ey —_— ee oe = = ae = 222 f= a = Z z = = 5 in S oes = : . gl = = i ¥ SS SSeS iy = a SD ee, WA Sees | =e oe AN Oe as = ssa} afl 4 ay a Iss i} will bk 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. Cortecnhof, Grand Rapids; Scott Kendrick, Ortonville; George W. McCabe, Petoskey; L. D. Puff, Fremont; Charles A. Sturmer, Port Hu- ron; Herman Digman, Owosso. = Suggestions in Regard to Stove Salsemanship. Written for the Tradesman. Salesmanship is an essential part of store service. Not merely does the store where there are real sales- men dispose of more goods but the attention necessarily devoted to the buying public adds immensely to the prestige of the establishment. Even the customer who would purchase from a mere “order-taker” is pleased to have a real salesman attend to his needs. The hardware salesman will find it good business to prepare beforehand a selling talk on -stoves. At least, he should give some forethought to how he will present the merits of his goods or deal with different classes of customers. This does not mean that he should hand out a _cut-and-dried talk to every prospect who comes along. That is a mistake. The selling talk to be successful must of necessity be adapt- ed to the individual customer. But the salesman should have a logical, definite line of attack. He should study the selling points of the stoves he handles; and should anti- cipate objections and be prepared to successfully meet and overcome them. In this connection the wise sales- man learns by his mistakes: The best salesmen makes mistakes now and then; but he is the best salesman because he profits by his errors. He uses these mistakes as _ stepping stones to success. If a sale is lost through lack of an adequate argu- ment to cover an objection, that means there is a vulnerable point in the selling talk. The wise salesman studies the weak spot till he finds the right answer. Many arguments fail of effect be- cause the salesman neglects to con- sider the customer’s point of view. The man who is buying a_ stove really understands very little, and cares very little, about the various technical processes of construction. It is therefore a sheer waste of time to talk about these processes. What the customer does want to know is what the stove will do for him. If it is a heater, he is interested in the comfort it will provide. That, consequently, should form the basis upon which to construct your sales talk. If there are any special features of the stove that make for greater efficiency in the production and radi- ation of heat, these features will in- terest him, and should be played up. If, on the other hand, the prospect wants a range, the cooking and bak- ing facilities will be the points to feature. A large, roomy oven. is worth dilating upon; also the way in which the heat is distributed to all parts. Just ordinary statements of fact are not sufficient. You must bring your imagination to bear on the matter. You state, for instance, that the stove is a good baker. This bare assertion is correct enough, but it should be elaborated. Picture the delicious pies, cakes, pudding, etc. that .can be made in an oven so perfectly con- structed as this one. You at onec interest your customer because it is the edibles of which he is primarily thinking; and he is interested in the range as an efficient means of pro- ducing them. Again, everyone is susceptible to an argument based on economy. The fuel-saving properties of the stove should always be featured. A handsome stove appeals to the average customer at first sight; but at the same time the housewife is interested in the amount of work re- quired to keep it clean. In your selling talk, therefore, it is well to emphasize that your stove possesses the maximum of appearance with the minimum of work required to keep: it up. That is, if the stove bears out the contention. The average salesman is quite fre- quently brought into contact with the price objection. The prospect may be well enough pleased with the stove itself; he may think it is just the stove he wants; but he has, quite often, expected to get such a stove for less money, and may consider the price too high. Salesmen have various methods of meeting this price objection. Some dilate upon the superior merits of their stove in contrast with compet- ing lines. Others make it a _ point never to mention a competitve line, satisfying themselves with talking up their stove from an investment stand- point. The latter is, of course, the preferable method. To knock a competing product is to advertise at. It quite often occurs that sales are lost through the salesman’s inability to close the deal. It must be re- membered that the buyer is as a rule on the defensive. When he makes his final decision, it means the end of the struggle; one of the two contending forces has struck its flag. Right at this point everything de- pends on the salesman’s ability to clinch the sale. He should never Michigan Hardware Company 100-108 Ellsworth Ave., Corner Oakes GRAND RAPIDS, MICH. Exclusive Jobbers of Shelf Hardware, Sporting Goods and FISHING TACKLE U nited Trocks ‘ax? To Fit Your Business AND STYLE SALES SERVICE ECKBERG AUTO COMPANY 310 IONIA AVE., NW. & J Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. wis , 2 These Hot Days Call For Refrigerators, Ice Chests, Water Coolers, Ice Cream Accessories, Etc. We can serve you in Both NEW and RE-BUILT Grand Rapids Sfore Fixture Co. 7 lonia Ave., N. W. Grand Rapids, Michigan ‘ ‘ g i i ‘ 7 & September 5, 1923 MICHIGAN TRADESMAN N w consider his selling talk complete till this point is mastered, for it is here the fight is won or lost. By a carefully planned, well-executed man- eouver the salesman, even though up to this time apparently beaten, may very well turn the tide in his favor. A single blunder at the critical mo- ment may, on the other hand, lose a sale when it should be won. The dropping of a seemingly chance remark which will convey the idea that you consider the deal closed is quite often instrumental in leading the customer to a favorable decision. Care, ‘however, must be taken to avoid giving offense. It is always good policy to get the buyer to do quite a bit of the talking, immediately be- fore the attempt is made to clinch the sale. The buyer who has aired his objections ‘has, in effect, let off steam; he will be more _ favorably inclined from that very fact. Indeed, the skilful salesman always plans his selling talk with a view to drawing out the buyer. It is almost vitally essential, in good salesman- ship, to get the buyer’s view-point as early as possible in the game. Therefore, get the customer talking. The more he talks, the more he finds to commend or criticize the more in- tersteed he becomes. And _ interest is a pre-requisite to making a sale. I have known salesman and cus- tomer to argue for an ‘hour or more, often with apparent heat, regarding the merits of a range. The customer would criticize vigorously, and make any number of objections; and the salesman would blandly — explain them away, at the same time bringing out tactfully the strong points of the range under discussion. The upshot being that the customer signed his name on the dotted line. And on the other hand it is not uncommon for a prospect to express the greatest admiration for the range shown him, to agree with the sales- man at every point, and—to remain cold. “Before I sell a man,” says an old stove salesman, “I’ve got to get him interested. If he makes objections and interposes difficulties, I know just what’s biting him, and just what to tell him. But where he stays cold and uninterested, or merely makes a polite and complaisant pre- tence of interest, I can’t get under his shell. f- can't get to him. 1 have no means to knowing what his attitude is. -So it’s my cue to get the customer warmed up as quickly as possible, to get him to talk, to find out what his objections are, and to answer those objections.” It is a good thing, therefore, to ask questions; to find out what ex- periences the customer has had with ranges or heaters, what his difficulties have been,, and so forth. Getting the customer’s view point is immensely helpful in making the sale. Victor Lauriston. —_—_». > 2 —_— KEEP TO YOUR’ COURSE. More people fail because they waste too much valuable time in just wan- dering aimlessly about, darting here and yon instead of determining where they want to go and then making straight for that point, than by reason of actual inefficiency if they would only have the good sense to keep to a fixed course. Some people kill time and lose out in the business game by listless drift- ing, while others spend all sorts of energy just dashing here and there sort of cockroach fashion. They actually wear themselves. out without getting anywhere at all. Im- agine a ship setting out on its voyage with point of landing decided upon and everything properly set, and then making any number of false starts before it actually got away from its dock, and continuing its foolish policy of going in this direction and then in that. Wouldn’t such a ship stand a pretty good chance of being wrecked, and if it ever did reach its destina- tion safely, would the passengers sailing on it tbe likely to want to choose this ship for another voyage? They certainly would not. And no more would the shifting and shunt- ing, the backing and filling type of individual gain or hold the confidence of the public. People of the undecided, uncer- tain type are not to be depended up- on. They may do a job well and do it in good time, but on the other hand the chances are much in favor of their bungling the business alto- gether. Determine on some _ course, not only on what you want and intend to do, but how you will do it, and then go ahead and accomplish the task, saving time and energy by sticking to the course you have laid out. Of course there are exceptions to all rules, and people often change their professions or businesses several times before they find the place best suited to their talents and abilities. But don’t spend a whole life switching from one thing to another. Find the niche into which you will fit as speedily as possible and then fit your- self into it, determine just as quickly as you can where you want to go and then head in that direction. —__-_.---——————— No Man Is_ Indispensable. I eare not what your place may be— A job that’s most laborious With a mighty little salary, Or one that’s fat and glorious; But. be your labor great or small, Of this you must be sensible— Some other guy can do it all: No man is indispensable! When you begin to swell with pride And cater to the gallery, And put on lots of. ‘‘dogs’’ and ‘‘side”’ Because they’ve raised your salary: Why then’s the time you'll tumble quick, Such ways are indefensible; Some other guy can do the trick: No man is indispensable! It’s well enough to know your worth And know just what to do with it, But don’t imagine that the earth Will quit when you are through with it; No it will roll upon its way, And—what seems reprehensible— Some other guy will draw your pay: No man is indispensable! Capture Coffee Trade. There has been a radical change in the quantity of Brazilian coffee car- ried by the leading countries. The American flag has usurped the Brit- ish flag in first place with 29.5 per cent. of total clearances of coffee during the first. half of the current crop and carried almost 100 per cent. more than any other individual flag. —_$§$_~r->—_—_ That success which doesn’t measure up to the Golden Rule is_ short- measure success. CUETO Brooms REFRIGERATORS paral for ALL PURPOSES LINE Send for Catalogue a) Al so No. 95 for Residences No. 53 for Hotels, Clubs, B. O. E. LINE: Hospitals, Etc. sy : No. 72 for Grocery Stores i eee : No. 64 for Meat Markets . : No. 75 for Florist Shops ; Prices : he Special __--__--_$ 8.003 _. McCRAY REFRIGERATOR CO. z No. 24 Good Value 8.75 = 2344 Lake St., Kendallville, Ind. ve > Dhoni = a No. 27, Quality__ 11.00 No.22 Miss Dandy 11.00 = oo No. B-2 B. O. E. 10.502 ~ L ; 2 a Warehouse, 36 Ib. 11.002 e print 5 es ecw : = on PB tb, 10.50 § $3.50 —_— : cash with order ad Delivery in one week Write for particulars and samples. We make all styles and sizes, prices on request. BATTLE CREEK Freight allowed on z shipments of five dozen or more. SALES BOOK CO All Brooms R-4 Moon Journal Bl Battle Creek, Mich. Guaranteed 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. Rich & France 607-9 W. 12th Place CHICAGO, ILLINOIS CUCU OCC Michigan State Normal College Opened in 1852 - EDUCATIONAL PLANT Campus of one hundred acres. Ten Buildings with modern equipment Training School, including Elemen- \ tary and High School Depart- ments. : CERTIFICATES AND DEGREES “NOT AN IMITATION Life Certificate on Completion of Two Years’ Curriculum. JUST A WONDERFUL A. B. and B. S. (In Education) De- grees on completion of Four Years’ Curriculum. SPECIAL CURRICULA Home Economics, Kindergarten, Physical Edueation, Public School Music, Music and Drawing, Draw- ing and Manual Arts, Commercial, Rural, Agriculture, Special Edu- cation. Normal College ~ Conservatory of Music offers courses in Voice, Piano, Organ and Violin. Fall Term Begins, September 25, 1923 Write for Bulletin. Cc. P. STEIMLE, Registrar. Ypsilanti Michigan CREATION” TO SPREAD ON BREAD One Trial Convinces I. VAN WESTENBRUGGE DISTRIBUTOR Grand Rapids Muskegon enna WA P00 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 > 4Blbspouar sean ‘\ Marion, Ind. Salicne. ~—— ee re os MICHIGAN TRADESMAN September 5, 1923 viet —_ = . li {t OMMERCIAL TRAVELER — — — ~ - > | une Asc What Is the Matter With the Old Places? Written for the Tradesman. Two women were standing near me, looking out over the beautiful valley. One was young, with an eager face and what you might call a per- manent smile; only it wasn’t exactly a smile. Her expression had the quality of a smile; but as I tried to analyze it I saw that it was a kind of radiant serenity, as if she had found some inexhaustible fountain of inner happiness, which would not run dry in the desert journeys of life. The other was a good deal older, rather hard faced; and with an ex- pression that made me think she had found sour rather than sweet things in life. “It is even more beautiful than you said it was,” the younger wom- an said. “I think it is the most beau- tiful place I ever saw. No wonder you were happy here.” “That is why you think it is beau? tiful,’ the other woman said. “You never were here before—and happy.” “What do you mean? I’m sure any one would think it beautiful. How could they help it?” “Oh, it is beautiful enough, I sup- pose,” te older woman rejoined. “But it isn’t as I remembered it. I wish I had not come. It is only an- other illusion destroyed. Let’s go back to the hotel.” Not as she remembered it! I un- derstood perfectly what she meant, even though her companion evidently was much perplexed. And later in the day she told me herself. “IT lived here for several summers when I was a young girl,’ she said. “T though it was simply heavenly.” “So it is,” I insisted, obstinately. “Yes, I dare say. But you haven't a young girl’s enthusiasm—an enthu- siasm that you lost long years ago— to compare with the way you feel about it now. I was happy then; I had all my dreams; none of them had been spoiled by experience. I thought the world was a lovely place and that everybody in it was not only good, but my friend. Now I know better; I learned differently—long since.” “Then it isn’t the place that has changed,” said I, “Isn’t it yourself?” “Of course it is. But the place is changed; every thing is tumble-down and overgrown. Look at that old barn—flat on the ground; broken down by the snow I suppose in one of the horrible winters they have up here. And the people are so utterly shiftless.” The place was changed for her, I saw, because she long since had lost he inner power to put anything into her eyes when she looked at it. It was, and is now, just as beautiful as it ever was. Even as she spoke the glorious sunset was painting the sky behind the mountains with incom- parable sweeps of crimson, orange and purple; the lake in front of them was a blaze of fire except in the deep shadows in front of the forest. Even the tumbledown barn took its place in the picture. “I used to think,” she began again, “that this lake was a tremendous body of water—as large as the sea itself could be. And those mountains— really, they don’t amount to any- thing once one has seen anything in the world; to me they used to seem to touch the sky. Now it looks to me like a very small. affair—hardly more than a puddle. And even the people who used to come here; most of them are dead. That fat woman with the overdressed daughter: I use to play ° with her here. She was a very nice little girl, too. I wonder if the place is as much of a disappointment to her as it is to me.” So here it was again. I have seen the same thing, so many times. I I knew what she meant, of course; I have gone back to old childhood places, and found them all shrunken and overgrown and full of strangers who were not even interested in the fact that I used to live there. It brought back to me what a wise old man said once in my hearing: “Every place is what you make it out of the material that is within yourself. It is not a place, it is a state of mind—your own state of mind. You come back to a place where you were happy, and find yourself dis- appointed because you don’t feel that way again. As if a certain grouping of trees, with a certain kind of scen- ery around it, could supply happiness. No place is the same when you go back to it in a different state of mind. The happier you were there, the sad- der you will be now, unless you can take with you the same spirit that you had before.” The beauty of any place is in the eyes with which you look at it. The happiness that you find in any place is something that you put into it, out of yourself and your own reactions to what you find there. That is why it is so important in the home to train little people so that they will have resources within them- selves, and that permanent happiness that shines out upon all the people they meet, and gives to the places where they go a beauty that does not fade or get overgrown, Prudence Bradish. {Copyrighted, 1923.] GW flotel jlertens sep a GRAND RAPIDS BS SING SANG Rooms without bath, RAS Uni $1.50-#2.00; with, show. Ri er or tub, $2.50. Roe RS nion Club Breakfast 20c to oR Ags . c or a la Carte. Ro ES th Stati on Luncheon 50c. . R ayy : oT Dinner 75c. RESIN a Wire for Reservation. _1 . he a. ) io AO ne a +e F som ete eetty 4 ieee RA b\ Fick we eae ILD YT Gee ao ed | a — IN THE HEART OF THE CITY =Division and Fulton { $1.50 up without bath RATES) ¢ 60 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 CoO. 250 Baths C. L. HOLDEN, Manager. $2.50 with Private Bath. The Pantlind Hotel The center of Social and Business Activities. Strictly modern and _fire- proof. Dining, Cafeteria and Buffet Lunch Rooms in connection. a A 550 rooms Rates $2.50 and up with bath. v i as ssa September 5, 1923 Obstacles to Manufacture of Prison Goods. When Governor Groesbeck is ready to begin operations at_ his rattan chair factory in the Ionia prison—which enterprise he is in- stalling solely to injure Fred W. Green, the Ionia rattan goods manu- facturer—he will find himself up against a singular situation. In other words, he will have to purchase his raw material of Fred W. Green, because Mr. Green is in complete control of the market for this staple article. The material is grown only on an island in the East Indies own- ed by England, which has granted Mr. Green ‘the exclusive right to handle the output. Moreover, Mr. Green owns the patents on the only practical machine in this country which will successfully separate the heart of the rattan from the outside portion. If Mr. Green refuses to sell raw material to his criminal competitors—as he would certainly be justified in doing—Governor Groesbeck will have to divert his new factory to some other line of business. The brick shipped to Grand Rapids by the Jackson prison on the order of the Consumers Power Co. will not be used by the purchaser, but will be turned back to the maker. Two reasons are given for this action —the brick are too poor to be utilized in a steam plant and (strange to say) the union bricklayers of the city refuse to’ handle the output of convicts and criminals. What dis- position will be made of the several carlot shipments remains to be seen, but the brick are crumbling so rapidly that they will soon be heaps of junk. Proceedings of the Grand Rapids Bankruptcy Court. Aug. 23. On this day were received the schedules, order of reference and ad- judication in bankruptcy in the matter of Shaheen Slayman, Bankrupt No. 2335. The matter has been referred to Benn M. Corwin as referee in bankruptcy. The bankrupt is a resident of Grand Rapids, and has conducted a dry goods and no- tion business at such city. The sched- ules list assets in the sum of $2812.87, of which $250 is claimed as exempt, with liabilities of $4,552.58. The first meeting of creditors has been called for Sept. 12. A list of the creditors of the bankrupt is as follows: Chattel Loan Co., Grand Rapids__$ 84.00 Baumgardner & Co., Toledo ____ 684.00 Ideal Clothing Co., Grand Rapids 30.00 Mscanaba Mfg. Co., Escanaba —. 68.10 Silbar & Co., Grand Rapids __.. 237.43 Hedge & Ludman, Zanesville Ohio 154.25 Kalamazoo Paper Co., Kalamazoo 30.00 Wolverine Paper Co., Otsego ---. 24.60 Burd Knitting Co., Philadelphia__ 97.50 Wheeler Fisher Co., Chicago —___ 119.25 EE. W.-Hueghes Co., Pittsburgh -— 155.98 Lowell Mfg. Co., Grand Rapids... 29.48 Jos. Tavelaar, Grand Rapids ___. 130.00 J. W. Williams Co., Glastonbury 25.74 American Garter Co., New York. 10.00 Lackawana Overall Co., Scranton 22.35 rettick: Mie. Co. Toledo: = 225. 117.00 Jas. S. Kirk & Co., Chicago _-.- 35:00 Woodhouse & Co., Grand Rapids_. 32.50 Consolidated Pin Co., Bloomfield 27.60 Graham Bros. & Co., Chicago _.__ 10.27 Mrs. Geo. Ellis, Grand Rapids--_- 550.00 Mikeé= saba. Toro 260 3 ee 300.00 Charles Ferris, Charleston, W. Va. 300.00 teynolds & Reynolds, Dayton 105.00 New England Binding Co., Provi- OTC 53.00 Hirth Krause Co., Grand Rapids. 75.00 Ferris Kalill, Springfield, Mass__ 200.00 Herpolsheimer Co., Grand Rapids 70.69 Dr. Louis Barth, Grand Rapids__ 63.00 Dr. Wm. Veenboer, Grend Rapids 32.00 Universal Car & Service Co., G. R. 15.00 Madison Square Garage, G. R._- : Up-To-Date Vuleanizing Co., G. R. 47.00 Brown Seed Co., Grand Rapids__. 18.60 M. Azzar. Grand Rapids. __.___ 300.00 G. R. Savings Bank, Grand Rapids 200.00 ee ee een Rl a enn Styles in Lighting Fixtures. There is a decided tendency to- ward simplicity in the newest designs in lighting fixtures shown by a prom- inent house. The American Colonial especially, is in great demand on ac- count of the prevalent styles in architecture. Wrought iron is much used, for the first time to any extent in this country, it is said, being in keeping with the rugged scheme of decoration used in many early Tudor and Colonial houses. Cut glass chan- deliers too, are very popular for the more elaborate and formal rooms. But even the most elaborate pieces are characterized by the utmost sim- plicity and slendor elegance of de- sign. For the kitchen and bathroom, diffused lighting by means of ground- glass globes is a recent innovation. Special fixtures are shown which are designed for the low-ceilinged room. —— Gabby Gleanings From Grand Rapids. Grand Rapids, Sept. 4—Grand Rap- ids Council held its first meeting fol- lowing the summer recess last Satur- day evening at the lodge rooms in the K. of C. building on Ransom street. The sudden and frequent showers of the evening prevented a large attend- ance of the boys, but what the meet- ing lacked in quantity it made up in qualitv—and one candidate was in- itiated. From now on the peddlers are expected to be on the job every first Saturday evening in the month. W. O. Cascadden is now the local scribe, so shoot him the news you have. Phone 4310. If he is out, tell it to the girl. a A candy manufacturer who does a large wholesale business once was asked what was the chief value of his retail store. He replied, “It gives us an unlimited opportunity honor- ably to eavesdrop on the public.” Such eavesdropping pays, as many different companies testify. Several manufacturers have arrangements with retailers whereby the manu- facturer pays part or all of the salary Of a high priced clerk who at the same time is a news gatherer for the manufacturer. a The Real Reason. Susie—Papa, what makes a man always give a woman a _ diamond engagement ring? Her Father—The woman. oe Mrs. D. Wakeman, dealer in gen- eral merchandise at Bradley, renews her subscription to the Tradesman and says: “I cannot get along with- out it.’ —_—_-+ 2 If you do not like the business you are in and if you are sure you are not fitted for it, make a change as soon as you can, but don’t mis- take a notion for a fact. ed When trade drops off you naturally buy less, but don’t cut down so much that you cannot supply the demand, or so that you have no incentive to stimulate demand. ——__.—~—-————_ Unless you are doing all you can to interest the farmer trade in your business, you are missing the class that is least subject to the ups and downs of panics and’ strikes. —_—-—-———— “With competition what it is to-day, calling for extra effort and strenuous endeavor, it is a time when business men should fit themselves physically to fight long and hard. MICHIGAN TRADESMAN Corner Sheldon and Oakes; Facing Union Depot; Three Blocks Away HOTEL BROWNING GRAND RAPIDS 150 Fireproof Rooms Rooms, duplex bath, $2 Private Bath, $2.50, $3 Never higher Tax Free in Michigan Graham & Morton Transportation Co. First Mortgage 6% Bonds TO YIELD 645% Secured by a closed first mortgage on property (steamships, etc.) which is readily salable and which has a replacement value of over $3,500 for each $1,000 bond. Howe, Snow & Bertles, inc. Investment Securities GRAND RAPIDS New York Chicago Detroit 4 \ Hotel > Whitcomb & AND on = 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 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. 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 Livingston Hotel GRAND RAPIDS European Rates $1.25 to $2.50 per day TUT Nl LINES 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 Haven 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, Traffic Mgr. Boat OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.50 and up EDWARD R. SWETT, Mgr. Muskegon q<3 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. able. : WILL F. JENKINS, Manager. Rates reason- CUSHMAN HOTEL PETOSKEY, MICHIGAN The best Is none too good for a tired Commercial Traveler. Try the CUSHMAN on your next trip and you will feel right at home. Stop and see George, HOTEL MUSKEGON Muskegon, Mich. Rates $1.50 and up. GEO. W. WOODCOCK, Prop. CHINNICK’S RESTAURANT 41 IONIA AVE. Just North of the Tradesman Office 26 MICHIGAN ~ Mich. State Pharmaceutical Ass’n. nee eeonee H. Grommet, De- troit. Secretary—L. V. Middleton, Grand Rapids. Treasurer—E. E. Faulkner, Middleville. Executive Committee—J. A. Skinner, D. D. Alton and A. J. Miller. Michigan Board of Pharmacy. President—James E. Way, Jackson. Vice - President— Jacob C. Dykema, Grand Rapids. Secretary—H. H. Hoffman, Lansing. J. A. Skinner, Cedar Springs. Oscar W. Gorenfio, Detroit. Claude C. Jones, Battle Creek. Director of Drugs and Drug Stores— H. H. Hoffman, Lansing. Next examination session—Grand Rap- ids, Nov. 20, 21 and 22. List of Successful Candidates of June Examination. Registered Pharmacists. Jack N. Abbott, Mrshall. Clarence R. Bayles, Detroit. J. F. Beckton, Caro. Earl M. Bennett, Windsor, Ont. Charles F. Burkhardt, Ecorse. John Chisholm, Madison, Wis. Jack W. Cummings, Detroit. Omar F. Dickrager, Ann Arbor. A. L. Drabkan, Detroit.. Israel Gedrich, Detroit. Howard R. Georgia, St. Johns. Nathan Goldman, Detroit. Alexander Goldstein, Detroit. James E. Haines, Detroit. Edward B. Hutton, Detroit. Philip Walter Jaffa, Cleveland, C. W. J. McClellan, Detroit. Geo. Patrick McSherry, Hillsdale. Joseph Mereckis, Chicago, III. Alphonse J. Meyer, Detroit. Irving J. Nackerman, Lansing. Burt L. O’Connor, Sandusky. Ralph Hays Pitts, Rockford. Lynn B. Roby, Coldwater. Alfred J. Schneider, Corunna. Sydney J. Shank, Reed City. James E. Shepard, Windsor, Ont. Herbert A. Stewart, Ann Arbor. Nicholas D. Stoyanoff, Chicago. Lorenzo E. Suino, Iron Mountain. Steven F. Tilley, H. P. May F. Turner, Copemish. Ernest W. Vogt, Kitchener, Ont. Adelbert John Wetzler, Detroit. Grace Whitbeck, Allegan. Leon V. Woodford, Detroit. Edward L. Ahearn, Detroit. Harold J. Burchfield, Flint. “Adam J. Cetnar, Detroit. P. L. Currie, Ann Arbor. Miles A. Daugherty, Benton Harbor James A. Eager, Detroit. Harry Donald Hahn, St. Joseph. James B. Holes, Hastings. Odis C. Kuieck, Grand Rapids. George E. Newell, aledonia. William Osbourn, Akron. Forrest J. Rogers, Marlette. Jacob Schneider, Detroit. G. L. Triestram, Kalamazoo. Samuel Wechsler, Detroit. Cecil Irvin Wiles, Centerburg, Ohio. Ernest H. Wolfe, Battle Creek. Registered Assistant Pharmacists. Sadie Abramson, Ann Arbor. Sister Louise Boswell, Detroit. Charles F. Cools, Detroit. | Alfred J. deGuise, Jr., Detroit. Gaillard Dell, Sand Lake. Lorn B. Dickhout, Detroit. L. Ray Duggan, Detroit. John Engels, Detroit. Russell B. Freeman, Flint. Roy Folger Gowman, Detroit. Edgar Halfimann, Fowler. | Harley Bevier Kinne, Nashville. Margaret E. Koon, Ann Arbor. Lloyd D. Lawson, Detroit. Charles L. LeFevre, Detroit. Kenneth J. MacKenzie, Escanaba. Stephanie B. Michalski, Detroit. Thos. Faulkner Mooney, Detroit. Margaret Muir, Almont. Austin J. Parker, Battle Creek. Ernest Lee Parush, H. P. Catherine Protasiewicz, Hamtramck Stanley J. Radziszewski, Detroit. Omer Ragan, Flint. Fred Rassmann, Big Rapids. Maynard J. Reed, Lansing. Isaac A. Schoffhouser, Hastings. Edw. A. Slozinski, Bay City. Norman E. Smith, Grass Lake. Walter Dennis Strother, Ann Arbor Raymond E. Turcott, Detroit. Samuel F. Vander, Detroit. Levor G..Varbedian, H. P. W. H. Vetick, Detroit. Otto James Von Prasek, Brookfield Isadore Weingarten, Detroit. Charles Wilson, Detroit. Russel A. Zimmerman, Detroit. Esther S. Bangham, Athens. Burdette M. Brown, Big Rapids. Ralph E. DeVries, Grand Rapids. John Carroll Dickinson, Carson City Tessie McDaniel, Ferndale. Roy S. Yerex, H. P. Albert J. Zuber, Jr., Harbor Springs 2-2 __ Cleveland Fired Bodily From the Inspection Bureau. “Lansing, Sept. 4—George W. Cleve- 140d, who has been manager of the Michigan Inspection Bureau for some time, and whose policy in fixing fire insurance rates in this State has been under fire of the State Insurance De- partment for some time, has been summarily fired from the position he disgraced. This action was determined upon by the advisory board for Michigan at a conference held here last week. It was made necessary by reason of the refusal of Leonard T. Hands, State Insurance Commissioner, to li- cense the infamous Cleveland under the new State law which became ef- fective last Thursday. It was stated by the advisory board, following its conference, that a new manager for the Bureau would be selected who would make application for the required rater’s license. Charges that the Michigan Inspec- tion Bureau, under the disgraceful management of the creature Cleve- land, was misapplying the unfair and biased Dean schedule in fixing Michi- gan fire insurance rates, and a num- ber of individual instances in support of such charges, were made against Cleveland and the Bureau last year by Mr. Hands. The cases cited were rerated by company and by State raters and in many instances even the company raters reduced the former rates. In all instances the State rates were under the Bureau rates. Then the cases were placed before the Michigan | ‘Anti-Discrimination Commission and hearings were held. The Commission found many cases of wretched discrimination in_ its decision of the matter and_ to give the State more authority over the rating of fire risks the so- called Rating Bureau law was enacted by the Legislature of 1923. Among other things this law, which became TRADESMAN effective last Thursday, requires that all rating bureaus and branch offices and all fire raters must make ap- plication to and be licensed by the State Insurance Commissioner. a Hearing in Co-Operative Bankruptcy Matter. Dowagiac, Sept. 4.—The bank- ruptcy of Nathan Cooperman, who formerly conducted a retail clothing, dry goods, boots, shoes and men and women’s furnishing store at the cor- ner of Front and Beeson, is sched- uled for an airing next week, when the bankrupt appears before Referee in Bankruptcy, Willard J. Banyon, of this district, at the council chamber in the city hall Sept. 12. Less than a year ago Cooperman thad a stock of goods in excess of $20,000, and from papers filed in the Federal Court executed a chattel mortgage to one George H. Little for $8,500 to cover a loan of $7,000. Cooperman it is claimed, increased the stock from $25,000 to $28,000 and was meet- ing his obligations, when some time early in June of this year, Little and the bankrupt agreed that the former should foreclose the chattel mort- gage and b‘d in the property at the mortgage sale. After he had acquired title to the stock he was to hold a special sale and sell enough goods to repay ‘him the $7000 and turn back to Cooperman the remainder of the stock. This, the bankrupt claims, Little refused to do and later sold the remainder of the stock to some Detroit parties for $9,000, leaving Cooperman and his creditors to the amount of some $21,000 to hold the bag. : —~+-.____ A Common Case. “Do you know,” said the success- ful merchant pompously, “that I started life as a barefoot boy?” “Well,” said this clerk, “I wasn’t born with shoes on, either.” School Supplies Are Profitable Merchandise Are you merchants prepared with a good stock? We have a big display of TABLETS, NOTE BOOKS, PEN- CILS, PENS, PEN HOLDERS, BOX STATIONERY, Ftc. In fact, most everything in School Supplies. Biggest Values at Lowest Prices. September 5, 1923 7 STRAIGHT SIZE— i ¥ ZheJohnson Reis Original 10$Cigar MANUFACTURED BY TUNIS JOHNSON CIGAR CO. GRAND RAPIDS, MICHIGAN ee ea a re a ye ne a LORDISOP LVN IC : 4 = Quality Merchandise—Right Prices—Prompt Service | WHOLESALE DRY GOODS PAUL STEKETEE & SONS GRAND RAPIDS, MICH. Pal O’ Mine Picnic Bar Yankee Jack Binamis 5c ano 10c BARS ARE SURE REPEATERS LOTS OF NICE NEW PENNY GOODS FOR SCHOOL TRADE STOCK UP NOW GRAND RAPIDS, MICH. Gladiator By Heck Honey Dew PUTNAM FACTORY “% * co es re Fad) 4} (0s) Ce) RSS wu i wu ed : pes ri fea} i) ‘i 1) [= ee) u ee — oy rey ey ee) ees eee OY Sept embe r 5 ’ 493 M ee GA N T R A D a E SM AN 27 W atts W att. Kni nitted Ti ies Sell B est. WH OLESALE DR UG PRI CE CU RRE NT So be co . cor mpl and mea etely th of part has ‘ lat Civi oO el fo th ivili { th ectri rm 6 2 zati e rical clat ation orld on’s curre ener ‘@ soe 5 a se nal of sy He ere f el ting ekin rd life Ps sed =a ectrici to g m surge Natio “— 3 elec req som ity the ore : '. tio1 nal tha 3 4 sti uentl . ack u no in- n of Knitte h 7 h y: yi niti me eck om ted ave th € in 10 a we n O ee unit ae ns of ace ae ee svet be Msg Th pe of necti wo ron est ake race ea to 2 re e 10 rd the A cE Cc ur 13 A cle sent lectri n wi s 1e ae << fo it a af oT ‘ it cal ith ra Salas ma r p cla- - thr Cc ng ntry He kni ear ts a ougl ause of curr 10 ing i y, r ci nitted th nen’s One oe - electri ent i k os = mae a ties at th , ; e 1 1s om : oO

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Bu u eav 52 ran, po ered 35 @ pears — 22 5 & AY EN ceo es . ; oe 4 09 40 Lycopo« i g on 40 Mi PERKI ae powder 1 66 Anita . iw 70 Mace dium 7 30 16 chi N Ss e, % k red @1 pea dane 2a Menti ais oe ¢ 75 igan Ss DR pera pe baa . @1 . aa nee $ 50 Morphir owder —- £0 so 85 na wd ie 5 — © a aa Ne ne ed UG — ered... @ 30 Canary — _ Vom ae ae 5d. 2 co Seen . - 2 : 40 Caraws SS 38@ 40 ad —-0 ogi a ? Uva Tinn, — 7% 35 Cardamoi wonnnna 13@ 45 P icon black wae Olt 80 G Ural — @ Cc lery, pe ag Ga Wal oe 1 60 ran - po 30@ 30 a . 2 oe .50 0@ 5 Qu ss ur ite w. 179 3 d a Ww. = a ss —_ g . 0 Rapi ‘i Coe 25@ 35 eed der - a ae 2 Hochelte oe undry 33 25 — nell a 2 ids mond: ol 20@ 35 _ ai _ 5 oe - Sacchar a 10 = tr Ss Is 3 lax eget 5 5 It r a 5 u , Bi 5 i -------— 27 4 S Pets ra 12 Al e Bit Fo ’ ee -- 1 @ 0 eidli et e oe 16 monds, B se Fi, op eo = Soap, a — 1201 15 Pease s, Bitter Lobeli eek pov 08% _ Soap’ gr a _ @ 33 ha cial tt 76 M ate ae po --08 @ 0 oa wee ur @ 35 ond: i er, 0@7 Mustar oe Ww. %@ 13 pn note -_ ll 30 e. a * * Mustard, ow 15@ 13 Soap rhite “cuatl 30 22 —— 00@4 2 guince Ee 15 soa ae 30 oe oo Be a soi at is 1 30 Sabaailia eS oe 20 Soda, ae morte 11 Wo adilla ---—- -15 @ = pene Sa sibare 50 Ww rm e -- ~~ 0 @ 2 u ts nr - @ r ee @1 “0 Ip fe A. 1 orm. A == -- 15 5 Su h ¢ ae te 2 meric = ao 9 Sulphur, amon @ 5 American it 3@ 20 mone ur. ain paOF a 10 an %@ 30 a arin Subl. r 3 @1 t 3 T rt nd abi 0 oe a Turper Em - 1 35 n nti 2 ee ig Witch ine. &3 10 i ee Ven. 70 10 Ss or : 2 ul e re 5 5 te a x 338 = To 25 15 28 ing and are intended to be correct at time of going to press. MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mail- Prices, however, are liable to change at any time, and couontry merchants will have their orders filled at market prices at date of purchase. SS = = ADVANCED DECLINED Salmon Corn Syrup Prunes Tuna Fish Barley Barley Grits Bulk Olives AMMONIA BROOMS Beef, No. 1, Qua. sli. 3 35 : _ Standard Parlor, 23 lb. 8 00 Beef, No. 1, B’nut, sli. 5 10 Arctic, 16 oz. ___.__ 175 Fancy Parlor, 23 Ib. 960 Beefsteak & Onions, s 2 60 Arctic, 32 oz, —___ 275 Ex Fancy Parlor 25 lb 10 50 Chili Con Ca., Is 1 35@1 45 IX L, 3 doz., 12 oz. 375 Ex. Fey. Parlor 26 Ib . » Deviled Ham, MS IL : 20 Eareons, 2 aoz. small 6 00 Toy 9 Deviled Ham, %s --_ 3 60 Parsons, 2 doz. med. 4 20 Whisk, No. 3 ________ 3 7 Hamburg Steak & Parsons, 1 doz., lge. 3 35 Onions, No. 1. _... 3 15 Rich & France Brands Potted Beef, 4 oz. _.. 1 40 Special 8 00 Potted Meat, 4% Libby 50 AXLE GREASE No. 24 Good Value -. 875 Potted Meat, % Libby 90 No. 25 Velvet ___._ 10 00 Potted Meat, Rose No. 25, Special _.... 950 Potted Ham, Gen. \% 1 85 No. 27 Quality ____._ 11 00 Vienna Saus., No. % 1 36 No. 22 Miss Dandy —. 11 00 9: 23. No. B-2 B. 1 40 No. 5 — eans to ee oa ees 07% pall re Fike 100s 8 aa SYRUP 4 Splint, palin a - : 60 No 2, pis to pa an er 06 ta 00 s., 50s ‘ ato 0 eee 624 ¢ cas = ee B na, cak 41 nee ee No. 1%, : cans to - 4.15 Semd S ROLL Tae fo ae a 3 65 pasre: os 6 50 A 26 cans to as, 440 S ac, 12 teel Cu ED OA Star . White N oi 296 Barrel, 10 gal., each No - Dinah - 75 Semdac, 12 el cans 270 pd a Ib. bh Stas | No. 13 aptha yer : 3 to 6 gal gal. pe : 40 No. 5 3 cans t an P - cans aker e, 10 Fam. 4 75 Star . Pow es 5 5 \ -+ per gal. —— 55 NO. 9, 7 o cas c ICKL 4 00 Quak , 18 R am. 1 Nap. P 60-16 0 N Eg Pe 16 No. 2% cans to e285 B Medi ES M er, 12s egular - 1 90 Star Nap w., 100 s 3 65 J io 1. 8 g Case 6 . 2 « , a i , Es 3 » otar s. No 11s, 24 cans aes 3 10 arrel, 1,20 um Sour s others, ae - 130 ap. Pw., 2 19s 3 $5 Bay No. 2. 8 r Carri tae 80 Cee o cs. 3 35 Half bbls. 0 count ilver Fl 12s, Ill’num 2 65 » 24-608 4 ¥, eg Rs au a1 5 0 : oe s. . n 8 7 Y Yo. 1, Ste Carrie 0 EF New O to es. 2 90 10 gallon. 600 count 16 00 Sacks, ht 18 a 3 25 CLEAN 5 \ LOH No. 2, Phe Eee eae 10 0U Haney Open a kegs t 9 00 Sacks, 90 by Tote eg. 1 45 SERS IC fae ae Trays 466 > ae a a : ee Tray Fa. i eet: Kettle _-_ 55 30 sation a0 Small 6 75 . Cotton __ 2 75 GOLDEN-CRYSTALWH p Trojan Mop Stick rys 9 00 Dat Gans ie extn 42 5 gallon » 3000 - Ar SALE -- 2 85 C Penick ITE>MAPLE Eclipse spring s ge 28 10 gallon 500 — 80 ne ae N 7 10 Ib. Jo vamas Syru ey . eer 2 00 R olasse ra : lols 50. «(Gr SAL er __ 5 Ib. ms p Gai a = 2 00 a aoe wc a eae, Nag 3 75 ENZE 24, 2% “cans —====--- 2 90 12 oz. Got, M ‘hes < en, 24, 2 = 20 a , G ated S. __- R 24, 2% Ib. cans ------ 349 16 02. oO -—— | Ga a 12, 2% oo oe aranulated, ats para ot fe as 77 Mop ieage 55 aes CG 6, 1 -_ 3 00 z. in bx skages -____-- : 6, 1 stal Wh oo 2¢ 3 ot. © Palle s 3 00 eee Cake oe lb. 27300 8 PLAYIN 00@1 20 Middl COD FISH. 5 12, 0 Ib, cans ate Syrup 12 qt. Galvanized pind Cake, 24, oe Ib. 3 00 nig ah G CARDS Tabl ag ISH 50 24 5 ib. a 46 14 at Galvanized nee 2 60 : ger Cake, 12 2% Ib. 3 90 Bicy Ribb per doz. E Saleuipg cis pao | 24. ap. lb. ea — 2 +U 12 et yalvanized aaa Aiper Care, * Pts Ib. 3 60 a ad i a oO Ib i aay - P 1, th cans 360 10 at oe Gal 3 25 i | oe Ib. 5 aoe ee WwW + eee : Pure, enick ee 2 8 12 ne im Dai r 8 See 24- 3% oe oo Bab Pig do al 438 Whole boxes, Pur oon 40 ee a syrup at ‘Pin Dairy Zo § 30 O : 12- ca 9 7 OZ. - oS = re -- 2 24° ? b. neil acai Mo ~ or 4 2 c. oa eS = FRESH MEATS. 375 Milk Holland H Sse 2t - 234 i ae one aoa wade 5 00 tom 36, 3 lb. Wh. L. Ae eS Beef AVS YM kegs erring — a 4, 1% Ib en i $3 Mowe. wood, 6 holes __ 6 Dove, 96 nen Ee 20 Goa aicers ‘Hei ¥. M. Kegs —------- 14 ans 150 Rat, w wood, § Som 7 Dove, bye lb. ek 5 20 ae a & pers ues ¥ooM. Ei 0 1 aa Blue tans Corn oo Ou Rat, weed — = a Dove Ib: 4 30 ‘om. S ‘dl & Wat @18 se a 8 2 doz. , No. 1% hie ce ine 1 Dove. 6, 10 lb. oe 3 90 teers & ap 14@15 K KK i ietring 16 oe a Karo - — , : oui 0 1 = = 1b a5 Top Cows. ars a Ib. pail Norway a co 5, 1 dz. 3 15 Large G ‘ihe 30 NUTS. ee Good Se i oe tha Lunch Sane cs i ” 00 Red io o 3. — Medium Careartes Almond Whole ee area 13 oned, 10 Ib | 1 40 80 can ca aaa. aro, No. 14, 2 80 Small a Cale 2 § 3 Brazil, s, Terregon Medium | --------—------ 1% % Db Lake oo cl Tg ses, $4.80 p Red K: ---- 2 alvanized Dae eo Fancy aoe wi ae - ee 09 bl., 100 ane : nee er case Red Hare. No. 5, 1 250 Ban Washboards _ 7 00 ee xed --------- So Zo oo 08 Tubs, 7 Mackerel ---- 6 50 Bon —_ Pd eee oe No. 10 ae s 3 os ' eanuts, Vi ee 1 ped T Ib on Ami , 3 dz. bx 3 75 sa a eee ee oe Virginie ae 5 Good —--------------—— 17 ubs, 60 co fancy fatl a aaa Cake, 3 a 3 915 Or: imt. Mapl » 299 D iss, Single a 6 00 recast oy Vig. - 4 10% a ee 15 Med Wine oe 1 a Grandma, fee es : 25 ane. No Ou Flavor sie Peerl ae ° 50 Peanuts, 7uan asted 12% Good mes 1B Dott ig 125° Grandma, 24" "Lai ——_ Xo. 1h, 2 doz. 2 Single Perl ess. 9 BO Fema, ip falas aye eaiae oe ein sie t ian 28 Seer rece te ec: ; ar —- a 6 fedium | -------—-------- ; K GQ us ees = 3 La Me a rsa : Sea A ee Ee cee it Yap * pate on 2 oe! $3 Ongena Rae gay HY reat Sanna 1 89 - a eee 80 heal Mutton, 20 Bixbys, ination. 06 2 g, 8 doz. ———_ 438 reen Label 1s == 6 69 1 Giana -- + cea 3ixbys cee Eas Fe erence teen, © : E aro, : apa Sie — — Medium _-W-----——- 15 Bixbys, Doz. ------- 2 00 Ee ote: oes, : 50 x ck doz. ---. 11 40 ,f 1 65 Site aen 17% 2 13 STO eo 35 : a anuck, and Can Oe ee 85 Se ae B eS meee 375 SU per g2 e 13 i Wo nets Almonds Shelled QO” Media — 08 Black sii - o ” oe . : wer Hird. ee 15 in. Butter Bowls a eanuts, Spanis! Lig m hore 20 6. Bl Silk Li OZ. 1 aia Pr Sugar Bird, 8 0 17 in. atte, 0 . Spanish, 5 Might § eg - 08 ack Si iquid 35 Varo Bird, eS Butter ----_—_—_ 00 eee —o 5 Loins Boge oo M1 Enamaline Paste, doz. 1 40 preety doz. eae oz., 4 oo 19 in. Hadise —— F 00 Rilberts | ------------ -- 13 soins ---------------~ malin aste, d : 5 a a 2 0 id ene ces 00 Pecans _--_----—-—-- ~- sO i ——_ a pe ad ga a ; = Michigan — . ne P a oe iis mera 06 S : TS wanna a 3 Risi m, per d r doz. 1 4( elchs, pe pal N re, Manil: APER Se AG Sparse ee 121%6 654 ing Sun, an 40 Mir c pal 2 50 Seg 1 — white. eck oe 18 Stov per 85 acl TAB 2 60 itcher 053% as 09 Vuleanol- tae et es 135 Old e C., 12 oz., 1 d Bea & . SAUCES rete Man 07% Gis Goa 05 ulcanol, ‘oe. 5 ? i 2 Rs D ” z2 25 Lea errin . eek € eg “4, Stov ; , a On ute & Perri , ISE ie 61 tovoil, es 10, a 95 oucen oe ee 4a Pepper errin, a 6 00 ie ba 09 4 dos - 185 . 100 » 60 02 z 4 00 Royal Mi ---------- -- 3 35 Magic, : AST CAK — 2 60 ub No — 249 Lobasc ie 1 60 Sutin 3 doz 2 M = oO eas Honk fa os. ore, 1 aa © 4 Tobaseo 5-5 249 53 ight, 3 Sewn » 100, 1 0 ei ae ae Suntinnt al ce sca O94 0 ‘met, a 9 ag ght s 70 lar, oz., d 75 Yeast ang 1% a 2 A-1 ana as OZ ; 70 Yeas Foam 2 an 70 Cape con es ast Foam, doz. __ 1 35 rs ea cicaenel m,. 1% 2 27 pT ER vessr—compnesse Z Fleischma OMPRESS nn, pe ; ED r doz hashes 30 MICHIGAN Chenille Embroidery in Millinery. Helmets, slightly roll-brimmed sailors, all of 4 mushrooms, pokes and them with short backs, make up the shape variations in the chenille-em- broidered velours line that is found to be so popular by a manufacturer of moderately priced hats. Accord- ing to the current bulleyn of the Re- tail Millinery Association of America, the crowns are large and soft—plain with rounded tips, or dimpled or belled or square. The i soft in some cases and stiff in others. “The chenille bulletin continues, “is the emphatic embroidery,’ the feature, in a tone or color to con with the body of the hat, or in mass of many colors. Flowers or conventional motifs are liked equally well. The brim edges are overcast with the chenille in solid border stitching or in clusters of stitches. Cross crowns, and stitches cover many _ side when this is done is done the tip is given a wheel spoke motif with the chenille strands radiat- ing to the edge. The daisy motif is perhaps the most wanted. The favored colors sand, sumatra, wood green, black and Copenhagen blue. include gray, brown, sage The bands are either ‘made of clusters of chenille strands or of narrow rib- bon, with the staple tailored bow. One attractive medium-sized model is embroidered with two large asters on the soft crown, centered by clusters of sand ribbozene matching the tone The ribbozene covers the top of the brim in spider web fashion. Black velour is used for a _ helmet shape, with a high crown and small of the hat. brim. Four blue and gray daisies are embroidered on the crown. Al- ternating gray and blue stitches over- cast the brim edge, while the is a narrow bit of moire ribbon with ilored loop on the right.” —_~+- + Novel Clocks and Pens. A traveling clock at $8 wholesale is a ta one of the best selling novelties of a leading house, which claims that it is equal to any clock at $25 hereto- fore put on the market. It comes in a case of ecrase leather in red, blue and alligator, and is about six inches ° + . c 1 high. It has a twenty-four hour movement, radium dial and _ hands. The same house is having great suc- cess with the pen and pencil sets, at around $19.50 a dozen. The articles are gold-plated, and come in styles for men and women. The Baby Grand Fountain Pen, about 21 inches long, is also popular. It comes in a set with pencil and sautoir r bbon and sells at $15 a dozen. Paper production are making new One good sign: and consumption records. New Things in Waxed Paper. Among the newer forms of waxed paper for household and other pur- poses lately put on the market by a prominent local manufacturer are rolls of the material, 125 feet long, a foot wide and of heavy quality, that e retailed profitably for 50 cents. The feature of this paper is that it can be unrolled without taking it from the box, and therefore it does not get wrinkled. Another useful novelty i sin the form of envelopes containing folded sheets of luncheon paper 12 by 14 inches in size. Eighty i these sheets come in an envelope extremely low prices. Each sheet may be withdrawn with- soilec ar POL OF out disturbing the others, thereby them all clean and_ fresh. To retail at 5 cents for an ounce box, the same manufacturer has brought out a special shredded waxed paper Christmas trimming purposes. In green, pur- in green and red _ for ple and white this paper has been used at Easter time for lining candy baskets, etc. The concern in question cy JQ is also bringing out a yel- low paper for Easter use. The Net That Gives You 20* More Profit than any other advertised brand of hair nets. And the superior quality of DURO BELLE produces a volume of sales that makes this the best hair net proposition for any druggist to push. More sales and greater profits for you on Duro Belle HUMAN HAIR NET Demanded by women after one trial because they are really better and outlast any other hair nets. It’s all in the tiny Duro Knots that exclusive DURO BELLE feature that makes this the best human hair net in the world. Our Dealer Helps Will Increase Your Sales Most elaborate and complete advertising dis- play ever produced for promoting hair net sales. Display cabinets, counter cards, win- dow trims, posters, etc., all beantifully litho- graphed in many colors—supplied FREE by your jobber. National Trading Co. 630 S. Wabash Ave. CHICAGO, ILL. TRADESMAN For Your them cheer. nourishing. RAISED BISCUITS Seald 1 pt. milk, or milk and water. Add 2 teaspoons but- ter or lard, 2 teaspoons sugar and 1 teaspoon salt. When luke warm add % yeast cake discolved in cup water. Add Lily White flour to make a soft batter. Mix well; add flour to make a dough. Knead. Let rise until it is double in size. Knead again and_ shape. Let rise 1144 hours. Bake in @ quick oven 20 minutes. The Kids Will Tell You! Youngsters are frank. They speak loudly what they think before they think. They are fond of bread— naturally. They like Lily White Flour because good breads meet with instantaneous and noisy approval. Try baking with Lily White Flour. It is guaranteed to be the best flour for all general baking you ever used. Give the kiddies some of that wonderful light bread, or those luscious raised bisucits, or cinnamon rolls, and hear Lily White Flour can’t hurt them. finest wheats grown in America—clean, wholesome and Lily White ‘‘The Flour the Best Cooks Use’”’ Your Grocer Sells Lily White VALLEY CITY MILLING COMPANY GRAND RAPIDS, MICHIGAN “‘Millers for Sixty Years” Ads like these are being run regularly and continuously in the principal papers throughout Michigan. You will profit by. carrying Lily White Flour in stock at all times, thereby being placed in position to supply the demand we are help- ing to create for Lily White Flour. September 5, 1923 It is made of the OUR GUARANTEE We Guarantee you will like Lily White Flour, "the flour the best cooks use" better than any flour you ever used for every requirement of home baking. If for any reason whatso- ever you donot, your dealer will refund the parchase price. He is so instructed. Signs of the Times Are Electric Signs Progressive merchants and man- ufacturers now realise the vaiue of Electric Advertising. We furnish you with sketches, ae and operating cost for the as THE POWER CO. Bell M 797 Citizens 4261 Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proef Weather Proef Warm In Winter Cool in Summer Brick is Everlasting Grande Brick Co. Grand Rapids Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction The Old Reliable (o- ee ca0 in West Michigan New System Dentists. We've taken pain and high price out of Dentistry and substituted comfort and economy. After ail, there’s no place like the New System. 41 Ionia Ave. in G. R. Just a Step South of Monroe Ave. One Flight Up; Write for Information. ( $ * * ‘ ‘ e.- - %, & t ~~ é , t a>. September 5, 1923 MICHIGAN TRADESMAN 31 Proceedings of St. Joseph Ban:ruptcy Court. St. Joseph, Aug. 27—In the matter of Raymond D. Philips, operating as the Empire garage, bankrupt, of Kalamazoo, the first meeting of creditors was held at the latter place and as no creditors, who had filed claims were present or represented and there being no assets above the bankrupt’s exemptions, an order was made that no trustee be ap- pointed and that the bankrupt be al- lowed his exemptions as claimed. The bankrupt was sworn and examined with- out a reporter, whereupon the meeting was adjourned without day. Unless cause to the contrary be shown the es- tate will be closed within the thirty day period. Aug. 28. In the matter of Cornelius Brown Co., a corporation, of Hopkins, bankrupt, the final meeting of creditors was held at the referee’s office and the trustee’s final report and account ap- proved and allowed. he administration expenses were ordered paid in full and a first and final dividend of 5% per cent. declared and ordered paid on all claims filed to date. The trustee was author- ized not to interepose objections to the bankrupt’s discharge and the referee made a certificate favorable to its dsi- charge. The final order of distribution was entered, whereupon the meeting was adjourned without day. Aug. 29. In the matter of Nathan Cooperman, bankrupt, of Dowagiac, an order was made calling the first meeting of creditors at the latter place on Sept. 12 for the purpose of proving claims the election of the trustee, the examination of the bankrupt and the transaction of such other business as may _ properly come before the meeting. In the matter of Merle F. Payne, bank- rupt, formerly doing business with others under the name of the Elite ga- rage, at Kalamazoo, the referee entered an order calling the first meeting of creditors at the latter place for the pur- pose of proving claims. the election of a trustee, the examination of the bank- rupt, and the transaction of such other business as may properly come before the meeting. Aug. 30. In the matter of William F. Traver, bankrupt, and George W. Merri- man, bankrupt, both of Hartford, the trustee’s have been directed to file their fifth reports and accounts for the pur- pose of taking action relative to reduc- ing the remaining assets to cash, in or- der to call the final meeting of creditors tor the payment of a final dividend and the closing of the estates. Aug. ot. In the matter of Raymond D. Phillips, bankrupt. of Kalamazoo, no cause to the contrary being shown, an T order was made closing the estate and regommending the discharge of bankrupt. The record book and _ files were returned to the clerk’s office. Sept. 1. In the matter of Emanuel R. Kuhn, doing business as the A. M. Young Co., bankrupt, of Kalamazoo, the final meeting of creditors was held at the referee’s office and the trustee’s final report and account were considered, approved and allowed. A final dividend of 5% per cent. making total dividends of 10%, per cent. was declared and ordered paid. The administration expenses were ordered paid in full and the bankrupt, in lieu of his specific property exemp- tions, allowed $250 in cash. The final dividend list of creditors were filed. The trustee was authorized not to interpose objections to the bankrupt’s discharge and no cause having been shown it was determined that such favorabale certifi- cate be made. The final order of dis- tribution was entered, whereupon the meeting adjourned without day. Made Good. Angry customer—‘“‘Here! I am returning that box of blink blank cigars you sold me. Clerk—‘Smatter with Angry Customer—‘Awful! You told me they’d take me back to my 7em?” boyhood days, and they made me sick as time!” Clerk—Well, wasn’t that the way cigars acted on you when you were a boys ———_—_.—-—————— Not for a Nickle. It was a country store in Arkan- sas. A one-gallus customer drifted in. “Gimme a_ nickels worth of asafetida. The clerk poured some asafetida in a paper bag and pushed it across the counter. “Chage it,” drawled the customer. “What’s your name?” asked the clerk. “Honeyfunkel.” “Pate it,” said’. the © clerk. OF wouldn’t writ asafetida and Honey- funkel for five cents.” Kitchenbrite ® Dirt and grease scatters be- fore this better Cleanser. It dissolves greasy, dirty de- posits other cleaners can't touch. SKAT KITCHENBRITE has innumerable household uses —in every cleaning and brightening up task it sur- passes all others. Made by a special process, of neutral ground.soap and a powdered detergent. Guaranteed to be satisfac- tory in every way on a ““money back’’ basis. 66 SKAT 9 STOCK BOTH PUSH BOTH SELL BOTH PROFIT BY BOTH SKAT PRODUCTS Hand Soap Smoking factory chimneys prove that industry is fast reviving and means that thousands of pairs of dirty hands must be made clean ceveral times a day. Put the job up to SKAT HAND SOAP. It has prov- ed its ability to quickly re- move grease and dirt from mechanics, blacksmiths miners, engineers, auto owners. and_ everybody's hands. SKAT is comfortable to use —won't hurt the most ten- der skin. THE SKAT COMPANY connscncor the . BUSINESS WANTS DEPARTMENT Advertisements inserted under this head for five Insertion and four cents a word for each subsequent continuous if set in capital letters, double price. display advertisements in this department, $3 per Inch. Is required, as amounts are too small to open accounts. No charge less than 60 cents. cents a word the first Insertion. Small Payment with order For Sale—An old established dry goods store in St. Louis, Michigan. Owner moving to California. For information, address Mrs. C. C. Tuger, St. Louis, Michigan. 293 stock and _ store farming com- FOR SALE—General in small town. Good munity. Positively an A 1 proposition. Owner desires to. retire. Also other buildings for sale. Wm. Fisher, Custer, Mich. 297 Wanted—Stock general merchandise in country town in exchange for good, im- proved farm. Address No. 299, c-o Michigan Tradesman. 299 Wanted—To hear from owner of good business for sale. State cash price, full particulars. QQ. F. Bush, Minneapolis, Minn. 233 SKIRTS—Complete line of LATEST materials, in most desirable style at lowest. prices. Wool tweed knickers $2.50. Write for samples. Robinson, 346 Sixth Ave., New York. 309 GROCERY—Established trade, fine lo- cation, town of about 2,000 population close to Grand Rapids. Doing about $30,- 000 annually. Sell at invoice. Address 30x 57, Sparta, Mich. 310 Country store. general stock, good store building with living rooms, garage, wood house, gasoline service station. In- voice about $2,500. Stock and fixtures. Lump at $4,500. A BARGAIN. Address No. 311, c-o Michigan Tradesman. 311 Confectionery—Doing fine business, fine fixtures, clean stock, doing about $20,000 annually. A money maker. Will lump building and fixtures and invoice stock. Address No. 312, c-o Michigan Trades- man. 312 Ss want to buy an established store in a thriving locality. Robert Tarzwell, 48 Gingwell Coourt, Pontiac, Mich. ale S FOR SALE — Only restaurant in hustling town 2,000. Doing $20,000 an- nually. Frank R. Reed, Carsonville, Mich. 314 For Sale—General stock and _= store building in Polish neighborhood. In- cluded in property are dwelling, garage, wood and coal house, chicken house, and warehouse. Stock worth about $6,000: real estate cheap at $4,500. Rare oppor- tunity for right man. Enquire of Wor- den Grocer Company, Grand _ Rapids, Mich. 315 Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 1250 Burlingame Ave., Detroit, Mich. 566 For Sale—Two first-class combined restaurant, ice cream and confectionery stores, doing good business. Located in two busy towns. Reasonable. Address S. A. Crosthwaite, Jonesville, Mich. 303 For Sale—Two Detroit automatic gro- cery scales, one 100 pounds capacity, one 30 pounds. Both in good condition. En- quire G. J. Linten, Kingsley. 304 FOR SALE—Country store, with good living rooms in connection, doing be- tween $500 and $600 a week business. Large stock of groceries, dry goods, shoes, some hardware, etc. In a very good farming country. Ill health reason for selling. It will take $12,000 to handle. Address No. 306, c-o Michigan Trades- man. 306 FOR and fixtures. dress No. 308, SALE—Ready-to-wear, millinery, Sickness. Must leave. Ad- c-o Michigan Tradesman. 308 For Sale—87 foot frontage on main street, 180 foot frontage on side street. Fine maple shade on side street. Store 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 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. Economic Coupon Books They save time and expense. They prevent disputes. They put credit transactions on cash basis. Free samples on application. Tradesman Company Grand Rapids, Mich. CHICAGO $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 INDIA TIRES HUDSON TIRE COMPANY Distributors 16 North Commerce Avenue Phone 67751 GRAND RAPIDS, N.!CF:. Th Ask about our way BARLOW BROS. Grand Rapide, Mich. 9 Chocolates Package Goods of Paramount Quality and Artistic Design 32 MICHIGAN TRADESMAN ’ September 5, 1923 JUSTIFIED ITS EXISTENCE. The Citizens Telephone Co. Ac- complished its Purpose. The Citizens Telephone Co. came into existence twenty-five years ago as the result of a threat indulged in by the then Manager of the Michi- gan Bell Co. that Grand Rapids people would not be permitted to engage in the telephone business on their own account; that if they did launch an opposition company it would simply be a “question of book-keeping and good interest” At that time the service rendered by the Bell Co. was a joke. Patrons were compelled to pay three months for service which was frequently interrupted for weeks at a time. Any one who complained was treated with the utmost con- tempt. The Bell Co. refused to operate under a franchise and recog- no law, human or divine. It was a law unto itself, amenable to no one but an arrogant and unscrupu- lous manager and a subservient board of directors. There was then no machinery in the law by which the octopus could be restrained or forced to do business in a business like manner. Under the circumstances there was no other course open but to organize in advance nized a competing company, which met the most violent opposition of the corporation already in the _ field. Every obstacle possible was thrown in the way of the indepedndent or- ganization. Even criminal methods were employed to defeat the will of the people, but the new organiza- tion kept to its course and soon had more patrons than the Bell Co. had ever enjoyed. This leadership con- tinued up to the time the Citizens Co. retired from the field when it had three many subscribers as its great competitor: The Bell Co. would never have had competition in the local field if it had given good service and accord- ed its patrons a living rate. As soon as competition stared it in the away below the figure demanded by Grand Rapids people, without gaining times as anything thereby. Then it accorded absolutely free service. Any one could have a Bell telephone for the This attracted a few per- sons of no standing in the com- munity, but the substantial portion of our citizenship refused to be bribed or cajoled by the tender of free ser- Such methods could end in but one place—the bankruptcy court —and here the Bell Co. found itself as the result of the reckless methods which accomplished nothing in a material way. On the re-organization of the Bell Co. a period of sanity superceded a wild career of recklesamess and criminality. Sensible business men took the places of crooks and wreck- ers. The Bell Co. never gained any foothold to speak of in Grand Rapids —and never could without eating the bread of bitterness ‘by taking over the Citizens Co. on a far aud equitable basis. For some years a divisions of territory was seriously considered; in fact, such an arange- ment was practically decided upon; asking. vice. but later on, as the changed policy of the Bell Co. became more mani- fest, the officials of the Citizens Co. agreed to consider the overtures of the Bell Co. for the purchase of the entire capital stock on a par basis and the assumption of the banking and bonded _ indebtedness. Negotiations were conducted on ‘both sides with the utmost dignity and decorum and last Saturday marked the retirement of the Citizens Co. from the field, after having accomp- lished all it set out to accomplish. Having served a useful purpose it retired from business with credit and satisfaction to the community and its stockholders. It saved the people of Western Michigan many millions of dollars. It is claimed by men who are fa- miliar with the situation that if the Bell Co. of twenty-five years ago had been dominated by men of wisdom and foresight it would have saved from $15,000,000 to $20,000,000 which was more than wasted by the miser- able creatures who deliberately plung- ed the Bell Co. into bankruptcy, thus destroying the confidence of the people and inflicting heavy losses on the investors who had been wheedled into buying bonds dhd stock of the defunct organization. The Bell Co. is now in complete control of the situation. The charac- ter of the men now at the head of the organization leads to the belief that the business will be conducted along sane and honorable lines. Time only will disclose whether these men prove faithful to their trust. If they do not prove faithful, the remarkable career of the Citizens Co. can be re- peated. E. A. Stowe. — 272 >—__ A chance for some interesting and useful ‘business research is suggested by a question recently raised with regard to changes in consumption following changes in wages. There has been some valuable material col- lected along this line in previous years, but since the war price levels, wage payments, rents, and standards of living have been subjected to such a severe shaking-up that the further usefulness of pre-war data is ques- tioned. Hitherto it thas been as- sumed that as the income increases, the percentage of income spent for clothing remains approximately the same. Studies of numerous fam‘ly budgets -supported this conclusion. It is now claimed however, the increase of house rent and the advent of the automobile have disturbed this re- lation. In other words, when a wage- earner or salaried worker receives increased compensation he does not spend more proportionately for cloth- ing, but puts his extra money into a car. If he already thas a car, he will plan to trade it in for a more ex- pensive one, and so on. Consequently no more is spent for clothing than before, and instead of the expen- ditures for this item remaining at a fairly constant proportion of the total it rather tends to diminish. The creation of new wants has thus up- set the existing relationship between expenditures for different groups of items. All of this sounds reasonable but what are the facts? KATE DOUGLAS WIGGINS. s Mrs. Kate Douglas Wiggin, who died August 30 at Harrow, Eng- land, was one of America’s most popular writers for more than thirty years. No painful self-analysis or revolt against environment troubled her sunny-spirited characters whose youthful adventures were inspired primarily by the joy of being alive. Changing styles in literature troubled Kate Douglas Wiggin not a bit. Since she began writing in 1888 there have been many literary discoveries. Sex, main street, psycho-analysis, and so- cialism found their way into the novel, but her girls continued to struggle with the weightier prob- lem of dress and occasional exur- sions among the thrills of being a tomboy for a few hours. difficult to say just which of her many books comes most readily to mind, but probably it is the character of Rebecca, who appears in both ‘her books and her play, “Rebecca of Sunnybrook Farm.” That wistful and delightful young lady preserved the illusion of eternal youth for her creator sas well as herself. It is almost impossible to think of Mrs. Kate Douglas Wiggin as 64 years of age. It would be interest in her literary almost completely ob- scured her devotion to the kinder- garten as an institution, but Mrs. Wiggin gave liberally of ‘her time and funds to its development. She established the first free kindergarten Popular production for poor children on the Pacific Coast and wrote several books on the subject. Her kindergarten “Principals and Practice’ appeared in 1896 and her interest in this subject continued throughout her life. WHERE ARE THE PROFITS? In current discussions of business conditions one hears more and more talk on the subject of profits. The volume of business is large, but where are the profits? Studies of operating expenses in_ retail shoe stores by the Harvard Bureau of Business Research show that in 1922 the “typical shoe store showed neith- er a profit nor a loss.” A survey of 442 wholesale grocery firms by the same agency showed a net profit in 1922 of only 0.5 per cent. These are not rare and exceptional cases. Vol- ume and turnover show improvement but profits have dwindled. Evidently prices and production costs are out of adjustment. Domestic competition is so keen and consumer demand is such a fickle thing that it is not easy to bring a new alignment. That is one reason why many business men are not altogether cheerful in spite of the fact that they are having one of the busiest years in their history. SMALL AND LARGE STORES. A study of the operating costs in 1922 of nearly 500 department stores by the Harvard Bureau of Business Research shows some significant dif- ferences between the larger and smaller establishments. The stores were divided into two groups. There were 340 with net sales of less than $1,000,000, and 151 with- sales ex- ceeding that figure, The larger stores paid out a greater proportion of the proceeds from their net sales for salaries, wages, rent, and advertis- ing, and their total expenses were slightly greater than those of the smaller establisments. “These differ- ences, however, were not very strik- ing, as the percentages of expenses for the large and small stores were respectively 28.6 and 27.8. On the other hand the difference in the rate of stock turn was quite pronounced. For the large’ establishments it amounted to 3.5 times a year, com pared with 2.4 for the others. In the matter of profits the difference was still more striking. the large establishments it amounted to 3:4 per cent. of net sales and for the smaller ones 0.7 per which is to be considered in nection with the more rapid rate of turnover. and for the smaller ones 0.7 per cent., a fact which is to be considered in ‘connection with the more rapid rate of turnover: CANNED FOODS CONDITIONS. Hope in the of the canned food market the fact that liquidation cannot go on forever with- out restocking and that there is a limit to the declines which can cur. When the buyer is assured that the bottom has has bare floors he will buy future. That the food situation is at the Distributors are buying the line but in a limited way question of an overpack pretty settled iby For cent. a. fet COT- future lies in Oc- reached and he for the canned been is the way moment. general and the been condi- has well crop tions and the high cost of production. , Canners are of the opinion that their products cons‘derablv more money next spring than at present and as they are limiting their packs they inclined to. carry their surplus over contracts. This makes for firmness, which is develop- ing in some lines. will be worth are ROADS AND THE PEOPLE. More than 90 per cent of the population of the United Sta'tes will in the next few years, by virtue of Federal aid to the state highways. live within ten miles of a Federal aid road. You need system in your store, but don’t have so much of it that there is no time left for doing business. You can overdo the recommenda- tion of your goods in your advertis- ing or sales talks. Hides, Pelts and Furs. Hides. ' Green, No. 1 2 SS se 06 BVCCR. ING Bee Cored. Noo 1-23 a ee Cure NO. 2 ee BG {alfekin: Green. No, xl 7 2 ee Calfskin, Green, No. 2 7 Ny Calisktin. Cured No. 1 222.00 5 13 Caltsiin: Cured, No: 2 oo. ae 11% gorse NO es 3 hu Horse, No. 222 2 50 Pelts. O10 Wh oGr 1 00@2 00 TONS cee eee es ae 90] Td Shearhnes = oo es S 2540 50 Tallow. Pre eee its DR ee @t ING. 2 ee ee @3 Wool. Unwashed,