A } GB Wee (ESS af ROR ee TOA EW apm F Teas 4 ge = 2 EEG , a ¢ aS ey LA a I ne < DS A xe aoe G BS q 7 a6 oN Qe B) CHV ZG) ey 1G et ed eas x

eel. a Wings for the angels, but feet for men! We may borrow the wings to find the way} We may hope and resolve and aspire and pray, But our feet must rise or we fall again. a sesine ig a “ Only in dreams is a ladder thrown From the weary earth to the sapphire walls, But the dreams depart and the vision falls And the sleeper awakes on his pillow of stone. Heaven is not reached at a single bovad, But we build the ladder by which we tise From the lowly earth to the vaulted skies As we mount to its summit round by round. Josiah Gilbert Holland. ™ . Los 4 Do Ye Ws Do Ys De Do Ds DK De Do » Ye a ee OR nant A. of et I 2 GO . . « | Kt SK Ke DK Ds Ss Ds De De De PD a Follow ‘s example OST business men who operate large fleets of automobiles and trucks keep an accurate record of their hauling costs. Why! Because they find that it pays them to know to a fraction of a cent the cost per mile of everything they buy for their machines. say that Opportunity comes but once. Every morning with the break of day Opportunity comes forth to join with any one ready to accept him. I fancy I hear him as he calls. “They de me wrong who say I come no more. Where once I knock and fail to find you in: For every day I stand outside your door, and bid you wake to rise and fight and win. What a. wonderful thing it is to start off in the morning with an op- timistic step, with your head up and your eye fixed on victory, with cour- age and cheer emanating from your system with every step and action. Yesterday js gone with its successes and disappointments; let us forget it, unless by its experience we are better qualified to meet the business of the day. It was Napoleon who said, when given report of victory won by one of his generals; “Good; what did he do the next day?” I like to quote the following para- graph from an interview with Mr. Armour. “Enthusiasm is the dynam- ics of your personality. Without it, whatever abilities you may possess lie dormant. You may have knowledge, sound judgment, good reasoning fac- ulties: but no one, not even yourself, will know it until you discover how to put your heart into thought and action.” A wonderful thing is this quality which we call enthusiasm. You can’t go wrong in applying all the genuine enthusiasm you can stir up within you, for it is the power that moves the world. There is nothing comparable to it, in the things which it can ac- complish. I can see enough pent up enthusiasm before me to put into op- eration any policy you may desire. We can cut-.through the hardes: rocks with a diamond drill, and mel: steel rails with a flame. We can tun- nel through mountains, and make our way through any physical obstruction. We can checkmate and divert the very laws of nature by our science. But there is no power in the world that can cut through another man’s mental opposition, except persuasion: and persuasion is reason, plus enthusiasm, with the emphasis or enthusiasm. Don’t let it be said of you as was told of a lot of young chaps who at- tended a party; the sister telling of it the next morning said: “Yes, sister Maggie is a fortunate girl. She went to the party last night and played Blind Mans Bluff all the evening. The gentleman hunt around and find a girl, then they must either kiss her or give her a shilling. Yes, Maggie came home with thirty shillings and a war bond.” I am sure none of you were there. If you want to be a power in busi- ness or in your community, cultivate enthusiasm. People will like you better for it, you will escape the dull routine of a mechanical existence, and you wil! make headway wherever you are. I+ cannot be otherwise, for this is the law of human life. Put your soul into your work, and not only will you find it pleasanter every hour of the day, but people will believe in you just as they believe in electricity when they get in touch with a dynamo. And re- member this, there is no secret about this gift of enthusiasm. It is the sure reward of deep, honest thought, and hard persistent labor. In addition to enthusiasm we mus: have tact. It is well to have talent, but the triumph of tact, or just plain common sense, over talent is seen everywhere. Talent, in this age, is no match for tact. We see the failure of talent everywhere. Tact will manip- ulate one talent so as to get more out of it than ten talents without it. Tal- ent lies in bed until noon; tact gets up at six; talent is power, tact is skill; talent knows what to do, tact knows how to do it, Tact is not the sixth sense, but it, js like the life of all the ™, February 27, 1924 five senses. It is the open eye, the quick ear, the judging in taste, the keen smell, and the lively touch. It is the surmounter of all difficulties, and the remover of all obstacles. It is the one thing that will bring results when all else fails. Courtesy and tact are the two es- sentials of a successful man, they go hand in hand. Courtesy costs nothing, but it will be remembered when all we have said will be forgotten. An embodiment of all these business virtues will develop a character that will stand out so prominently that it will attract the attention of those with whom we do business. In such a character we find that indefinable something that gives grace to life. It is the product of all the factors of ex- perience. It is a constructive product. Possibility is the germ. It is men of this sort that are work- ing in an associated effort to better conditions in the grocery business. The members of the association believe the public want service, and they plan their business accordingly. The present system of distribution is being attacked. The assertion is often made that the manufacturer— wholesaler—retailer—consumer meth- od of distribution is wrong; that it is extravagant and wasteful; that it is the cause for the advance in prices. This is a great mistake. The present method of distribution has come down through centuries of evolution and nothing has appeared to take its place. The wholesaler assembles the product of the manufacturer and grower from all parts of the world, and the retailers draw from them in such quantities and kinds as the neighborhood requires. The object of the association is edu- cational. Through an exchange of ideas better and more economic meth- ods of distribution are evolved. People used to say that they paid the bill of the dead beat in the price they paid for their goods. By an ex- change of credit information this’ method if it ever did exist, has gone into oblivion. The live grocer no longer has any losses from this source. No system can function properly when centered on the lone individual, so it seeks to associate. itself, and to work in conjunction with others in constructive effort for the welfare of all: and. without transgressing the rights of the individual, it advocates the fullest co-operation between in- dividuals in order that the greatest amount of good shall be acquired by all the parties interested. It is a mistake to think that the consumer is never considered in the discussion of ‘better business. The success of any retailer depends on the good will of the consuming public, and unless he studiously considers their interest, he may as well close up his place of business. Confidence is the only foundation on which he can build a successful business. Then again, what other business is so saturated with sentiment as is the grocery business. To belittle or ignore this fact is the sheerest folly. Dry facts not quickened by sentiment, by a feeling, by an impulse of some sort, never drove a dollar into action, The one person to whom all the peo: MICHIGAN TRADESMAN ple will turn, and in whom all will confide, is the man who sends to the table the food to nurture and bring up the children of the home. In sick- ness and in health, in adversity and prosperity, he is the one man in whom they place their confidence. What a privilege. Let us ever keep in mind the dig- nity of our business. We can only be as big as we think we are. I con- sider the distribution of food the most important part of the business fabric of the Nation. It is a satisfaction to know that through these great business gather- ings we are doing our part in the great humanizing movement of the world, that movement which proclaims the universal brotherhood of man; and be- cause of which the world grows bet- ter and the individual man feels sym- pathy for his fellow man and the wish to exercise it. I believe that the man who helps his brother along over the rough places and through the knotty business problems, all unconscious of his own doing, will himself reap a rich reward. So, if by a careful study of our busi- ness problems we create conditions that benefit the entire business world, and set in motion influences—the out- come of which will not only benefit the merchant financially—but will make for better citizenship and help all to stand for honesty and integrity” in business for civic virtue and civic righteousness, we shall have achieved more than our most ardent supporters could have anticipated and we shall not have labored in vain. With our wonderful initiative, God born, executed by God’s_ children, seeking with new life and forever working onward and upward, lifting the burden of the world, bringing sun- shine into lives that only knew a sun was shining by the shadow of the past, in the name of the Master splendidly facing this opportunity, we shall do our part in bringing again over the face of the earth the smile of the liv- ing God. What a glorious future we have. May we be endowed with wisdom, confidence, enthusiasm, energy, sym- pathy, courage, friendship and charity, and may the great God guide us in all our deliberations, go that whatever we do shall be for the best interest of all our great. people; and that out of it all will come prosperity, stability and contentment. Oe Egyptians are not giving the world a good impression of their country, in their official meddling and_ fussing with the work of Howard Carter, who, as he dug in the desert sands, has done much to build up that tourist traffic which brings a great deal of money to the Nile Valley. The love of small men set in high places for the petty devices that make outsiders miserable is illustrated in the sniping tactics Egypt’s public works department is using toward one who has done heroic service admired of all the world in bringing to light the ancient glory of Egyptian history. The countrymen of Tut should recognize Howard Car- ter as their benefactor and not treat him as though ‘he were an interloper and a thief in the night. The Merchant-Mind Coming Into Life Somewhere right now there is a young grocery clerk who has a job in a store located in some medium-sized Michigan town. He waits on cus- tomers. He takes his turn opening up mornings. He helps trim the windows. He writes price tickets and signs. He gets up some of the advertisements, when he can get a crack at them. He reads good books and writes a little on the side. Down at the store he gets to know a whole community. The items of merchandise as they move over the counter tell of birth, death, vanity, extravagance, thrift and downright poverty. He is learning to have an affection for merchan- dise that will last him as long as he lives. Hundreds of human meanings begin to attach themselves to things that of themselves are just commercial goods. A new language and a new set of images are filling his imagination. It is the merchant-mind coming into life. The mind that sees goods not merely as something at so much per package or so much per pound or so much per dozen. But the mind that feels all the significance in the human use of the vast variety of articles that come from the factories of modern civilization. He cannot get away from the compulsion to tell people. Along with these comes the fascination of seeing the buying habits of his townspeople revealed. Slip- shod buyers, careful buyers, stingy buyers, wasteful buyers, price-hunters, quality-aristocrats. He is living right in the middle of the great American novel every day of his life. He is preparing himself for a career as a mer- chant, so that when he comes to hang his own sign over the door he will know goods and what con- stitutes service. He will also have become such a student of human nature that he will know men and women and be able to cater to their whims and caprices, as well as their sober senses. When this young man—and he is only one of a type we find in every good sized town—is ready to break into the ranks of active merchants, we hope to be able to furnish him his stock and serve him so well and faithfully that he may find it comparatively easy to accomplish his battle for supremacy. WORDEN (GROCER COMPANY Grand Rapids Kalamazoo—Lansing—Battle Creek The Prompt Shippers. MICHIGAN TRADESMAN February 27, 1924 MOVEMENT OCF MERCHANTS. Detroit—A. W. DeClercg has open- ed a meat market at 6311 14th street. Detroit—H. W. Baum, furniture dealer at 3545 Grand River avenue has retired. Manton—-H. R. Casey L. Thompson in the grocery and meat business. succeeds D. Detroit—Mrowczynski’s meat mar- ket, 5544 Chene street, has been sold to A. Sutkowski. Detroi & Co., tailors at 1266 Griswold street, have discon- tinued business. Fennville—The Hutchinson Hard- ware & Implement Co. has changed its name to the Fennville Hardware & Implement Co. Detroit—-The Howard ‘Flint Ink Co. has increased its capital stock from $37,500 to $75,000. Detroit—Jos. Bandza has sold _ his meat market’ and grocery store to Jonas Smalinskos. Detroit—D. Hiller, dry goods dealer at 4701 Michigan avenue discontinued business on Feb. 23. Detroit—Helen E. Plaock bought the bakery at 8121 Linwood avenue from Lewis E. Humphrey. Hamtramck—Jos. X. Robert, grocer on Trowbridge street, has filed a pe- tition in ‘bankruptcy. Liabilities, $2,598.36; assets, $469.57. Detroit—Max Rich bought the mar- ket of I. Oppenheim, 4508 Milford avenue, a short time ago. Detroit—Jake Koss has sold his tailoring establishment at 2661 Baker street to Harry Unatin. Detroit—The American Butter & Cheese Co. has increased its capitaliza- tion from $100,000 to $200,000. Detroit—William Somers, 8780 Lin- wood avenue, bought the meat market of Bert E. Mooney on Feb. 14. Detroit—Horace W. Zalsman_ has sold the Monica Pharmacy, 7048 Plymouth road, to Earl J. Reeves. Detroit—Mrs. M. Ferguson has opened a millinery store and beauty parlor at 5655 Grand River avenue. Detroit—The fish market conducted by O’Neill & Hoffner at 2205 Wood- ward avenue has been sold recently. Fulton—Floyd Bridenstein succeeds C. D. Weeks in the garage and auto- mobile supplies and parts business. Detroit—Freeman Brothers have purchased the business of Isidore Phil- ips, grocer at 10854 Mack avenue. Detroit—Louis Michael, grocer at 10361 Shoemaker avenue, sold his stock to Attilio Brunette Feb. 25. Detroit—The C. P. Steinheiser Co., 3049 Gratiot avenue, has increased its capital stock from $35,000 to $300 000. Detroit—The grocery at 5827 Has- tings is being run by Israel] Waxler, he having bought it from Ida Share. Detroit—Frank Kanician bought the confectionery at 1316 Hastings street from Ala Hemid and Jim Ala recently. Detroit—Richard Hocking, shoe merchant at 10815 Mack, will retire from business as soon as his stock is sold. Detroit—W. S.. Kutcher and A. J. Ploszai have bought the Temple Gar- age, 23-31 Temple avenue, from George Mohler. Hartford—Hartford Gleaners’ Co- Operative Elevator Co. has decreased its capital stock from $60,000 to $30,- 000. Jonesville—George Baker has sold his tire, battery and auto accessories stock to L. C. Spencer, who has taken pOssession. Detroit—Marian Lepkowski, butch- er at 2234 Mt. Elliott avenue, has transferred the title to his business to his wife, Aniela. Detroit—Victor Jachimowicz has taken over the meat market at 5505 Mt. Elliott avenue from Boleslaw Dzielinski. Detroit—A. L. Thompson and T. J. Ormand have bought the Detroit Packing Box Co. from J. Mankin and E. J. Humrich. Otisville—J. L. Hillman, for the past six years connected with the Hertz Hotel, Saginaw, has opened Hotel Hillman here. Detroit—Simon Shifman bought the men’s furnishings business at 3467 Hastings street from the estate of Aaron Shifman. Detroit—The Detroit Investment Co., 801 Guaranty Trust building, has increased its capital stock from $250,- 000 to $500,000. Bronson—Max Engler, who con- ducts the bakery here, suffered a frac- ture of his lower right arm when it was hit by an icicle. Detroit—Joseph Rosen has sold his interest in the Michigan Herring Sup- ply Co., 2493 Hastings street, to his partner, Rubin Miller. Oakwooc his partner, Wm. C. Lamdre, in the Oakwood Grocery and meat co., 10824 Fort street, recently. Detroit—Margaret I. McGinn and Elizabeth J. Stewart have bought the Hayes Grocery, 3039 Vicksburg av- enue, from H. G. Hayes. Detroit — Alex Muszkiewicz has bought the share of his partner, Stephen Osowski, in the meat market at 1486 East Canfield avenue. Detroit—George A. Paptis bought the grocery business at 9668 Petoskey avenue from James A. Pappas and N. A. Stykos a short time ago. Detroit—Mrs. Elizabeth Bushey, proprietor of a confectionery and cigar 8810 Twelfth street, store at 1576 St. Joseph street, was killed by bandits on Feb, 21. Detroit—J. C. Vermeesch, proprie- tor of the Mack avenue curtain shop, has moved his place of business from 9930 to 9951 Mack avenue. Detroit — ‘Celia Broudy’s delicates- sen, 8806 Oakland avenue, has been taken over by Fannie Horwitz. The change took place Feb. 20. Jackson—The Farmers and Work- ingmen’s Savings Bank of Jackson, has been incorporated with an author- ized capital stock of $100,000. Detroit Nettie Benjamin, milliner at 3119 Hastings street, filed a petition in bankruptcy recently with liabilities of $7,016.72 and assets of $860. Detroit—Charles F. Gray is the new man behind the counter of the con- fectionery at 467 Abbott street, having purchased it from C. H. Stephens. Detroit—Constantine Bellas, fruit dealer, has consolidated his two fruit stands at 321 and 328 Lafayette boule- vard, into one at the latter address. Detroit—A new dairy store will be opened at 660 West Warren avenue by Solomon Goldfeder as the Onsted Dairy Co., incorporated for $1,000. Detroit The assets of the Reeber Furniture Co., 7739 Mack avenue, bankrupt, will be sold at auction Feb. 21. The chattels are valued at $1775.01. Detroit—The Moss Furniture Co., which has been closed for alterations, will re-open March 1 under the same management. Detroit—W. Bird Williams, drug- gist, 7747 Wilson avenue, filed a peti- tion in bankruptcy recently with lia- bilities of $5,415 and assets of $2,250. Detroit—Morris Sachs has sold his interest in the firm of Grossman & Sachs, clothiers at 823 Michigan avenue, to his partner, Max Grossman. Detroit—Pulver Pease is the new proprietor of the Hupert Market, 7739 Linwood avenue, having purchased it from C. C. Hupert and others recently. Detroit—F. J. Haddell is the new baker operating in the bakery at 10350 Twelfth street. He bought the busi- ness from R. I. Petrie and James Sum- mers. Detroit— Koblin Brothers, outlet store has opened in the building va- cated by E. J. Hickey Co. The firm deals in surplus stock and bankrupt stocks. Detroit—Jordan & Jacobs is the name under which the grocery at 7814 Ferndale will be known, since Manetis Jordan sold a half interest to Fred Jacobs. Harrison—The Commercial hotel, owned by Hughes Bros., was totally destroyed by fire, together with all of ilts contents. No insurance was car- ried. Detroit—Joseph Sandweiss has re- tired from the firm of Walok & Sand- weiss, grocers at 8747 Oakland avenue. David Wolak will conduct the busi- ness. Detroit—E. G. and A. J. Riegler have bought the accessory business of R. D. Fontaine, 10801 Mack, and will conduct as the Reigler Tire & Battery Service. Berrien Springs—H. K. Graham & Son have sold their hardware stock and store fixtures to H. C. Angell, re- cently of South Haven, who has taken possession. Kalamazoo—W. S. Isenhart, cigar and tobacco dealer at 901 East Main street, died Feb. 25, at New Borgess hospital of pneumonia. He was 72 years of age. Detroit—The Majestic Trunk and Bag Co. has merged its business with that of the Majestic Credit Co., 1308 Cass. The firm handles clothing and leather goods. Lansing—L. Ray Chase has sold his stock of jewelry, silverware, etc., to S. V. Gaver, who will continue the business at the same location, 110 West Washtenaw street. Kalamazoo—DeBoer & oo Lum- ber Co., has been incorporated with an authorized capital stock of $30,000, $25,000 of which has been subscribed and paid in in cash. Milford—Ansley A. Arms, resident and dealer in clothing and men’s furnishings, died at his home, Feb. 25, as the result of pneumonia. He was 74 years old. Detroit The cigar store at 305 Lafayette boulevard run by Morris Botridson was discontinued recently to make way for a new building to be erected on the site. Detroit—The assets of the Pursell- Grapentien Motor Car Co., Stephens distributors, 3745 Cass, bankrupt, were sold at auction on Feb. 18. The goods was valued at $3,943. Detroit—An involuntary petition in bankruptcy has been filed against John H. Carmody, men’s furnisher, 4546 Grand River avenue, by creditors whose claims total $655.19. Marquette—Lempes Bros. & Kout- simanos, recently of Chicago, succeed George Kampeas in the restaurant and cigar business at the corner of Front street and Baraga avenue. St. Johns—Osgood & Son, furniture and undertaking, have erected a mod- ern funeral chapel of brick at 204 West Cass street. It has a seating capacity of more than a hundred. Detroit—Albert J. Prance is the new owner of the grocery at 8226 Lawton avenue. He bought the stock and fix- tures at an execution sale recently. P J. O’Mara was the former owner. Detroit—Robert S. Gardner has sold his meat business to Jack W. Mackey. Highland Park—Bora Jonski has taken over the Victor confectionery, 26 Victor avenue from N. L. Evans and wife. Ludington—The grocery stock and store fixtures of the Mason County Fruit & Produce Exchange, South James street, has been purchased by L. B. Lyons, manager of the store for the past four years. He will continue the business under the style of the Farmers’ Store. Gobles—Arvin W. Myers, of the drug and grocery firm of Myers Bros., has the sympathy of the trade in the death of his wife, who passed away Feb. 12, after a long illness with heart trouble. The deceased was 69 years oid, having lived in or near Gobles all her life. She was married to Mr. Myers in 1875 and leaves, besides her husband, three children and ten grand- chifllren. She was highly regarded by all who knew her. pioneer 4 cmb } a ¥ tp 1 February 27, 1994 Essential Features of the Grocery Staples. Sugar—Local jobbers hold cane granulated at 9.70c and beet granu- lated at 9.60c. Tea—The market during the week has felt to some extent the effect of the dock laborers’ strike in London. There is some idea that this, if con- tinued, may interfere with shipments of Ceylon and India tea to this coun- try. There are always operators ready to capitalize a situation like this and there have been in this case, although no actual changes in price have occur- red yet. Prices on Ceylons, Indias and Javas are still strong, with a fair demand. Prices on other teas show no change for the week and the de- mand is moderate. Coffee—The market has continued in its upward course during the past week. News coming from Brazil, both as to Rio and Santos grades, is strong and in consequence the market in this country for all of these grades, green and in a large way, has advanced prob- ably a full cent during the week. No. 7 Rio coffee is now held at 15@15%c per pound, green and in a large way, which is a very high price. Mild coffees in sympathy have also ad- vanced probably a full cent during the Past week. The jobbing market on roasted coffee has a sympathetic feel- ing and prices are gradually being ad- vanced all along the line. Canned Fruits—When a general fav- orite like pineapple does not sell as freely as usual for this season some- thing is wrong with the market. Re- tail sales are restricted in this pack and it is admitted that it is not going over the counter as it should. For some reason the consumer does not care to pay, say, 40c a tin for pineapple, but takes peas and other canned foods at relatively the same prices. Similarly, California fruits are quiet in the whole- sale market. Incidentally, both pine- apple and California fruits of the new pack are not going as well as expected on an s. a. p. basis. The whole fruit line is quiet, although there is not a large unsold surplus at primary sources or in the large jobbing markets Canned Vegetables—Efforts to start the local trade to take future Southern or California tomato packs have not been successful. Some large houses say they have not bought a case and others admit that they have done but very little contracting. The local dis- tributing trade regards opening prices as too high, or at least as too uncertain to command immediate attention. Quo- tations are based in the South on a $15 a ton basis for raw material, and traders here think that if canners are able to sell a large volume of futures they will encourage a large planting and ultimately a large production. So far their bearish tactics have not low- ered prices. Spot tomatoes are quiet. Canners are trying to work up twos to a straight $1 basis at the factory and threes at $1.50, but it is still pos- sible to buy at a 5c discount. The de- mand for either size is not heavy. Gal- lons are at a standstill at. $4.75@5 fac- tory, according to the packers. Cal- ifornia lines are affected by some weak local holders who let their 2%s go at sacrifice prices. Future Maine fancy MICHIGAN TRADESMAN Crosby and Golden Bantam corn is now offered generally by the large packers, the former at $1.40@1.45 and the latter at $1.70@1.75 for No. 2 cans. There is some buying, as is natural, in order to give operators the brands upon which they have been accustomed to work. Standard Southern and Mid- dle Western new packs are also offer- ed, generally on the basis of 95c¢ fac- tory. Current packs were unchanged last week. Fancy ruled firm, while standards were steady, with a more or less routine demand for both grades. Spot peas of all descriptions are work- ing higher as stocks on the open mar- ket are withdrawn or are absorbed. Goods for immediate delivery com- mand a premium, as they are needed for immediate delivery. Futures are as firm as ever, with a narrowing of offerings as packers sell up their an- ticipated packs. Canned Fish—Maine sardines are selling in a very small way at high prices. Salmon is also quite dull. The market on red and pink Alaska is in the seller’s favor, with a prospect of further advances on the coast within two weeks. Fancy salmon is scarce and firm. Other canned fish is steady to firm and in quiet demand. One of the strongest things is tuna. Dried Fruits — Spot prunes are steady in tone and in fair demand for large fruit, but medium sizes are in- clined to drag. One cause of the advance in large is to increase the dif- ferential between the two offerings so as to cause a substitution of medium for large sizes in consuming channels. Apricots are firm at listed prices. Coast buying is not heavy while the spot movement is handicapped by the scarcity of choice, fancy and extra fancy in Royals, but more particularly in Blenheims. Pears are one of the scarcest of dried fruits and are hard to find on the Coast or in Eastern job- bing centers. Raisins are steady. The primary markets are improving, but as there is plenty of stock in sight for nearby needs dealers are not buying ahead in any large blocks. As inde- pendent packs are being reduced there is less price cutting in box and pack- age lines, which causes a better feel- ing in the whole market. Currants are slowly improving on the spot. There is less pressure to sell, while the situation in Greece is even firmer than in New York. Salt Fish—The demand for mackerel has been rather quiet, although there is a fair undertone to the situation and a general expectation of a fairly active demand during Lent. No changes have occurred in any grade of mack- erel during the week. Beans and Peas—The market for all grades of white beans has been dull during the week, but the undertone is steady to firm. Marrows are a little firmer, but with no general advance. Pea beans are very dull at unchanged prices. White kidneys are also some- what stronger at about 25c advance. California limas are about steady and only in small demand. Green and Scotch peas quiet and unchanged. Syrup and Molasses—Molasses is wanted. All grades seem to be shar- ing in the demand, but the best de- mand is, of course, for the finest grades stocks of which are low. The demand for sugar syrup is very quiet for the week, but prices are steady and the market is in a healthy condition. Com- pound syrup in fair demand at steady prices, although stocks are compara- tively large. Cheese—The market is very quiet, with a very light consumptive demand at a decline of about “%c per pound over last week. Stocks in storage are reported to be considerably in excess of what they were last year and the demand is very light. Provisions—The provision market is steady at unchanged prices. Stocks are reported to be large and the trade very quiet. Canned meats, dried beef and barreled pork are steady at un- changed prices. Pure lard is weak, with a light demand at about %c de- cline. Lard substitutes are unchanged and quiet. —_~+-+____ Review of the Produce Market. Apples—Standard winter varieties such as Spys, Baldwin, Jonathan, Rus- setts, etc., fetch $1 per bu. Box ap- ples from the Coast command $3. Bagas—Canadian $2 per 100 Ib. sack. Bananas—9@9%c per Ib. Butter—The market is steady at a decline of about 2c per pound over a week ago. The make of butter is about normal and there is considerable but- ter arriving from foreign countries. Stocks at the moment are ample. The consumptive demand is fair. The aver- age quality arriving is good. Under- grade creameries are extremely scarce and selling very close to the top. The future price depends considerably on the receipts of butter from foreign countries, which are likely to continue. Local jobbers hold extra fresh at 47c in 60 Ib. tubs; fancy in 30 Ib. tubs, 49c; prints, 49c. They pay 20c for packing stock. Cabbage—$3.50 per 100 Ibs. Carrots—$1.75 per bu. Cauliflower—California, $2.25 per doz. head. Celery—75c@$1 per bunch for Flor- ida, crates of 4 to 6 doz., $3.25. Cocoanuts—$6.25 per sack of 100. Cranberries—Late Howes from Cape Cod command $9 per bbl. and $4.50 per \% bbl. Cucumbers—Hot doz. Eggs—The market on fresh has been fluctuating considerably the past week, with a sharp decline of 7c from the buying point a week ago. The future price on eggs depends considerably on weather conditions. Local jobbers are paying 27c to-day for strictly fresh. Chicago dealers are paying 25c to-day. Egg Plant—$3.50 per doz. Garlic—35c per string for Italian. house $4.25 per Grape Fruit—Fancy Florida now sell as follows: SC ee $3.50 AQ ee ee ees ee $75 See ee 4.00 O4 and. 70 2 4.00 Grapes—Spanish Malaga, $9.50@ 12.50 per keg. Green Beans—$4 per hamper. Green Onions — $1.20 per doz. bunches for Chalotts. Honey—25c for comb; 25c_ for strained. 5 Lettuce—In following basis: good demand on the California Iceberg, per crate $3.75 Peal cer idund ... l6c Lemons—The market is now on the following basis: ae Suukist ..... RO SO) Red Ball 2 1 saa S60 Red Balk =. 9 2 4.50 Onions—Spanish, $2.50 per crate: home grown, $3 per 100 Ib. sack. Oranges — Fancy Sunkist Navels now quoted on the following basis: te $5.50 12 gs SS es ee 5.50 Ir 6 20 6 oo 4.50 QUA 4.00 OO 4.00 Kloridas fetch $4.25@4.50. Parsley—65c per doz. bunches. Peppers—75c per basket containing 16 to 18. Potatoes—55@60c per bu. Poultry—Wilson & Company now pay as follows for live: Heavy fouls Ce Heavy suviies CH Eight fouls... Ct 18c¢ Cee66 20 15c¢ PGR oe 18¢ Radishes—$1 per doz. bunches for hot house. Spinach—$2.25 per bu. Sweet Potatoes. — Delaware kiln dried fetch $3.25 per hamper. Tomatoes—Southern grown $1.50 per 5 lb. basket. Turnips—$1.50 per bu. ne Are Not Speaking the Truth. Detroit, Feb. 26—In the laie war I volunteered my services aid was on active duty from the first of June, 1917, until the last of November, 1919. two years of which time I[ served over- seas with the First Division, sailing from this country the first part of August, 1917. As a kaiser’s war veteran I have deeply resented the activities of the group of Legionaires who, for a small personal benefit, either in money or notoriety, seem willing to jeopardize the welfare of the entire country. I do not believe that even a majority of the American Legion desires the payment of a bonus which would nec- essarily carry with it a tag labeled “paid in full.” Even granting that the leaders of the Legion speak the truth when they say that “a tremendous majority in the Legion support the bonus bill,” it is obviously untrue that the Legion represents ‘ta tremendous majority” of the veterans of the war, as a comparison of the membership to the total number of men jn the service during the war will show. And when the leaders in this organ- ization brazenly state that they repre- sent the opinion of 4,000,000 men they must know they are not speaking the truth. Wilbur M. Phelps. ————-» ~~ Detroit—George E. Sherman, metal window screens, weather strips, build- ing accessories, etc., 1422 Washington boulevard, has merged his into a stock company under the style of the G, E. Sherman Co., with an authorized capital stock of $100,000, of which amount $70,000 has been sub- scribed, $15,000 paid in in cash and $5,000 in property. ——_> ++ ___ Detroit—The Wavenlock Perfume and Supply Co. has changed its name to the Wavenlock Co. This concern manufactures Wavenlock toilet ar- ticles. business TEN DOLLAR TOM. How a Jackson Merchant Makes and Keeps Friends. This is not the tale of a big, impos- ing store, but the story of a small store with a big business. The cloth- ing business was not a new venture with us when we started in our own new building over a year ago. We had previously been in business on a side street for five years, and later rented a store in the heart of the busi- ness district. The rents on Main srteet were boosted sky-high, and we decided to build a home of our own. We were fortunate in securing a lot just a few feet off from Main on a side street. directly next to a very popular theater, where we built our two story building. We occupy the ground floor with clothing, hats, furnishings and a small amount of dry goods. We rented the second floor to a shoe store and later expect to rent the basement to an en- terprising young fellow for a grocery store. In marking our goods we always figure that small profits and many of them are better than big profits and few sales. Consequently, we sell at a close margin of profit. We fill the windows with merchandise and mark the price of each article plainly. The name “Ten-dollar Tom” origi- nated several years ago, when we made a specialty of ten-dollar suits. We sold hundreds of them, for at that time clothing was cheaper. We still sell ten-dollar suits; but we carry them as an accommodation to our cus- tomers who want them, for there is little or no profit in them for us. We usually have one of the ten- dollar suits in our window. People will stop, admire and invariably say to each other, “Why that suit is eighteen or twenty dollars at So-and- so’s. It’s only ten dollars here; how can they sell it for that?” Of course we can’t sell it and make a profit, but it causes people to stop and wonder; it draws their attention to other mer- chandise in the window; it brings them inside. And once inside, we make it a strong point so to interest them in ourselves and our goods that they remain good customers forever after! There is always a keynote of suc- cess in every business. Ours is very simple .but it is the most powerful one on earth! It is friendship. We try to make a friend of every cus- tomer who enters our store. The ex- tended hand, pleasant smile and cheery word greet him as he steps in- side. Grim faces relax, iron jaws spread in a surprised grin, bent shoulders straighten, and very often some poor old derelict will say, “God bless you, my boy; didn’t think anyone would bother to shake hands with me!” We give him the cheery word of help and encouragement, not for busi- ness reasons alone, for somehow or other it is our nature to do these things. It is just like this: kindness pays, and pays big ;and the more happiness you give away, the more you have. The first thing we know this poor down-and-out chap comes in MICHIGAN TRADESMAN and says, “You gave me the courage and grit to go to work and start over again; I’ve a good job; and I want a new suit of clothes.’ And we have made a new friend and a customer for life. It surely is wonderful what friend- ship will do for a fellow in business, for one friend has a friend, and our friend’s friend has a friend, and that friend may have forty-’leven he-rela- tives who wear and buy clothing. Among the female relatives of all of these men are cousins and aunts who have husbands, brothers and sons. And so on ad infinitum! It sometimes hap- pens that we are out of a certain kind of article that a customer wants. Does he depart empty-handed? Not he! He takes what we have, rather than buy elsewhere. Salesmanship plus friend- ship! We keep an alphabetical list of our out-of-town customers and the names of their towns. When a new out-of- town customer comes in, we learn where he lives, then consult ur list of customers from the same town. The conversation runs something like this: “Oh, you’re from Jonesville; do you know Sam Jenkins, a carpenter, over there?” “Sure thing! neighbor!” “Do you know Ed Green, a big, tall guy with red hair?” “I'll say I do! for me last spring.” And so on down the whole list. He knows them all and is impressed by the fact that they are our customers. He concludes that if his friends trade here, it is just the place for him. He’s my next door He drilled a well Last summer it happened that one of Tom’s ‘houses was empty, and he was desirous of securing a tenant. This is the advertisement Tom insert- ed in the daily papers: Wanted—Family of twelve children to rent house, 158 Stewart avenue. Four bedrooms, 3 children to a room. Parents can sleep in attic. Rent this home for $50. Come on, Kids, you’re welcome! This advertisement attracted much comment; and needless to say, the house was speedily rented to a family with four sturdy boys, and boys grow up quickly—and buy clothes. Recently we started a new wrinkle. When one of our customers marries, we drop him a few words of congratu- lation and advise him that we have a wedding gift for him if he will call at the store and get it. Mr. Bridegroom calls, and we ‘hand him his choice of a nifty necktie, shirt or suspenders. Does he make a purchase? He usually does! We always tell our customers that we are willing and ready to exchange anything not satisfactory. We never say, “If the factory will make it right, we will make it right with you.” We say, “Bring it back if it is not right. We will stand the loss regardless of what the factory does.” Of course, it happens occasionally that someone takes advantage of this policy and wears an article out, then comes back for a new one, free of charge. If he seems unreasonable, we simply hand him a new article with a smile and “Come again.” No argu- ments, no quarreling, no time wasted. If he is not entirely devoid of brains, he sees that ‘he, himself, is the goat; and he departs feeling too cheap ever to repeat the performance. An instance of this kind occurred a few months ago. A man came in with a pair of stag trousers that he had bought from Tom for $6. Tom glanc- ed them over and said quietly: “Very well, sir; pick out a new pair.” The man picked out the trousers; and as he wanted a cuff on them, Tom told him to take them across the street to the tailor and have a cuff put on. The man left, and in about twenty minutes he returned with the pants; and pull- ing out his purse, he laid $6 on the counter. He said: “Mr. Grant, I want to pay you for these pants. By golly, when I was going to the tailot shop, it struck me pretty forcibly you were one square fellow to give me a new pair of pants; and I felt as cheap as dirt, for the fact of the matter is I burnt those pants with a cigarette. I’ll keep them for every day, and have the new ones for best. Theres no use talking; I just couldn’t be crooked with a man that was so square to me!” Another case similar to this one oc- curred recently. A lady came in one morning and pought two shirts for her husband at $1.50 apiece. In the afternoon, about 5 o’clock, the hus- band came in, threw the shirts on the counter and exclaimed: “My wife bought these shirts here this morning. I don’t need shirts no more than a frog needs a side pocket. I want the money back, for I’m well stocked up, and can’t afford to buy anything even if I did need it.” Tom said: “That’s all right, sir. money.” He laid the $3 on the counter be- tween them; and Tom looked at: the man; the man looked at the money. Then Tom began to talk; On what? His favorite subject—friendship! Then about the new goods just coming it. The fellow grew interested. Tom slipped an overcoat on him; the mir- ror reflected his image very flatter- ingly; and before Mr. Man left, the $3 on the counter had increased to $35. The daily newspapers are our staunch allies, for we advertise with them and also watch them very closely for news of deaths, births and mar- riages. The farmers are constant readers of the rural newspapers, and a great number of farmers are our customers. To illustrate the power of friendship among the farmers, a man came in, bought a pair of sus- penders and enquired: Here’s your “Do you know Charley Green, of Grass Lake?” “Yes: said Tom, “he was in to-day and bought a suit.” “Is that so?’ said the man. “My name is Frey, and I expected to meet Green ‘here in Jackson.” Just then in comes Green, and a great handshaking takes place. “By the way,” said Frey, “there’s a big delegation of Masons here from our part of the country. We will be in later with some friends.” About two hours later Green and Frey appeared with five or six Masons, and a get acquainted” meeting was held. Before _conversation February 27, 1924 they left, Tom had sold them about $75 worth of goods, and has held their regular trade ever since. Friendship again. One day a lady bought a necktie for her husband. During the friendly talk that followed she said that she came to town every Thursday to take an osteopath treatment. She remarked that she would like to leave ther bath- robe at Tom’s store, as it was a nuisance to have to bring it every time she came to town. ‘Tom told her she was welcome to leave it in the store wardrobe, and for several weeks shi came regularly to get it, returning it to its hook after her treatmenat. One day she came in, and this time she was not alone. Her husband, her two grown-up sons and a brother from Dakota were with her. She said sh had brought them all in to be fitted out. “I told ’em there was a clothing man in Jackson that was the friend liest, durndest nicest feller I ever met, and I want ’em to buy their suits here,” she remarked. The upshot of it was that we sold four suits and three over- coats, ‘hats, caps, underwear and over- alls to the amount of about $285. These men are now steady customers of ours. All because we allowed the lady to park her bathrobe with us! Many are the weird characters that come to:Tom’s store. About a year ago Mr. R—, a man of perhaps 55 years of age, entered. He wore or- dinary street clothes, but on his head was a lady’s bright green felt hat. It was wide of brim, with a plain black ribon band. He appeared to be nor- mal in every way, and told of recent- ly coming to the city to live with his daughter. He came in daily, seemed to have plenty of money and was a good spender; and not once did his take an eccentric or queer turn. When asked why he wore such a conspicuous hat, he replied thai he simply wished to see if a person could do an out-of-the-ordinary stunt and get by with it. One day when Tom was selling Mr. R— a new spring top-coat, two officers came in, one a Jackson man, the other an officer from the State Hospital for the Insane at Kalamazoo. He snapped a pair of handcuffs on Mr. R—, much to Tom’s surprise. The officer said that he had escaped from the asylum about two weeks before, and no trace of him could be found until it was learned that a man wear- ing a green hat in Jackson answered his description. Then for the first time Mr. R—exposed his failing. Strik- ing a dramatic attitude, he said: “Tom, my friend, are you going to stand by and allow these miserable curs to drag the King of England off . to prison?” However, the fact that Tom had been kind and friendly to Mr. R— bore its fruit, for a few weeks later he received an order for clothing, socks, underwear, etc., from the old gentle- man in Kalamazoo. Since that we re- ceived other orders for goods and also orders for merchandise for three or four of the other inmates of the asy- lum. Once in a great while Tom gets stung. We do very little credit busi- ness, but sometimes the wrong fellow 4 4 i “ t ee oe a ‘ ' a f ps ere eet ‘ \ Goce - iti Toe February 27, 1924 gets the credit. A case of this kind happened a couple of years ago. This young chap was known to Tom and was considered good pay; so when he bought a suit and overcoat and paid $5 down with the agreement to pay $5 every week thereafter, Tom thought he meant business. He paid the in- itial payment, and that was the end. ‘Wild horses couldn’t drag another cent out of him. He always said, “Ill be in next week,” but he never came. The last time Tom saw him he said he was out of work and just simply could not pay. “Come on with me,” said Tom. “I think I can land you a job.” They both went to Tom’s store, and Tom wrote the following letter of recom- mendation to the manager of the American Express Company: The bearer, Sam Smith, is a person- al friend of mine. He is a young man of good character and bears an ex-- cellent reputation, is strictly honest and upright in all his dealings. Any favors that you can extend to him in the way of a position will be deemed a personal favor to myself. Tom Grant. The fellow got the position, and strange to say that recommendation was the turning point in his life. Just a week ago he came in to do some trading and said, “Tom, I have a con- fession to make to you. The day you got me my position was a red-letter day for me. When I read that recom- mendation, I said to myself, ‘If Tom Grant thinks I’m such a h—I of a fellow, I’m going to show him that I am.’ I don’t owe a man a dollar, and I’ve made up my mind that it pays to pay. I’m going to try to be the man that you said I was.’ Just another happy result of Tom’s unlimited faith in his fellow man. Some time ago we were having a big sale. The store was full of cus- tomers when in comes an old farmer named White. He is a giant, about six feet four in his socks and broad accordingly. He is one of these dyed- in-the-wool pessimists, always growl- ing, “The world is rotten, the people all grafters.” He came towering in, and in a voice that resounded through the place like a fog horn remarked, “Another one of these damned fake sales! All humbug! Just a good. ex- cuse to get rid of a lot of old junk.” Tom, stepping to the old grizzly, shook thands and said, “Hello, Mr. White. Beautiful day, isn’t it? We're mighty glad to see you.” White kept mumbling away, and all the time Tom kept up a steady stream of small talk, at the same time gently shoving the old man to the rear of the store, when he finally sat down. Tom handed him a cigar, saying, “Make yourself comfortable, Mr. White; I'll wait on you later.” The old man glared in amazement, took the cigar—and held his tongue. When Tom was at liberty, he handed him a pretty necktie and a pair of suspenders and said, “Mr. White, won’t you please accept this little souvenir of our sale? I know you are a good friend of mine; and I want you to have this little token of ours as an appreciation.” The ugly old eyees fairly popped out of the old man’s head, he was so sur- incidents of this kind occur. MICHIGAN TRADESMAN prised, and he even had the grace to look sheepish! Need I say that to- day he is one of our most loyal cus- tomers and brings in many of his neighbors to trade with us? He near- ly always introduces his friends with ‘the same formula: “Meet Ten-Dollar Tom, a damned straight feller!” About twenty miles from Jackson is a little village of about five hundred people. One day the minister of the Methodist church there came in to get a new hat. Tom noticed the minister’s eyes fixed longingly on the new over- coats that had just arrived. The old coat he was wearing was shiny and threadbare. It was a crime to see any man wearing such a garment, least of all a minister of God. About three days afterward a pack- age was delivered to the minister. No name was signed to the card attached, which simply said, “Mr. G—, please accept the enclosed garment in the same spirit in which it is sent, just a friendly gift from a good friend.” It was a brand new $25 overcoat. Al- though this man was a total stranger to Tom, he sent the gift where he knew it was sorely needed and would be greatly appreciated. Somehow, some way, the man must ‘have guessed who the sender was, for although it was never mentioned to anyone by any of Tom’s friends, the minister came in one day and said: “Mr. Grant, I have wondered and wondered, and I finally decided that no one but you could thave done this thing.” Of course, Tom had to own up. This little act of kindness was not lost either, for Mr. G— has never neglected an opportunity of sending us trade and speaking a good word in our behalf. Nearly every day little Tom’s motto is to do things “just a little different,” and be surely has a won- derful knack of turning little every-day occurrences into harvest-bearing re- sults. He plays a song of friend- ship and happiness on the keys of his cash register. Mrs. Thomas Grant. —>++—___ Grandma Week. Every store is looking, constantly, for a new slant on customer appeal. “Grandma Week,” at the Windhorst Dry Goods Co., Cincinnati, was one. It was planned around a classification of grandmothers into three types, and merchandise suited to each type was offered. For the real old-fashioned grandmas, for instance, there were such articles as fleece-lined stockings, flannel petticoats, dolman _ capes, shawls, etc. These goods went fast, and it is the opinion of the manager of the store that the old-fashioned grandmother is by no means extinct. The second class of grandmothers is the largest and to these elderly women the appeal was made by garments of a conservative type which combined correct style with simplicity and com- fort. The third class, of modern tastes, was as usual interested in the general stock of the store, and no special preparation was made for her. But it was noted that these grand- mothers were attracted by the idea of a special day for grandma, and came in large numbers. A Peculiar Condition We have just returned from the New York market and we are glad to report conditions at the present time. There has been a period of pessimism lately due to unsavory reve- lations at Washington and to the political situation in England. These conditions combined with heavy winter weather have caused a let up in the volume of business in certain localities. We believe this to be tem- porary as the report shows that the weekly car loadings are larger each week this year than last year. Weekly gains in general business in America were not only held but extended during the past week and news from abroad denotes improvement. In the Cotton Textile trade demand is limited on account of the cautiousness of buyers in all lines as they are operating cautiously and restricting purchases to immediate requirements. The situation is very tavorable and in many respects the Industry is on a sounder basis than last year because the Jobbers and Retailers stocks are very low. Sales are hampered by light stocks and poor selections. Statistics show that the stocks of manufactured goods held by the Mills are decidedly sub- normal as are the supplies of raw cotton. All of this tends to confirm the thought that the Cotton Textile trade is very sound as to funda- mental conditions. : For some time speculators realizing the impending shortage of cotton bought raw cotton heavily and caused a tremendous rise in price. Recently other speculators who have been cognizant of the feeling of pessimism have sold cotton short causing a drop in price. Tiere are now two sets of speculators in cotton, one being those who believe that cotton will not last until the new crop and the others who believe that it will. The first think that cotton will rise, while the others say it will go back to 25c. Statistics can be produced showing that either set is right as it all depends on the cotton consumption in America and the exports to foreign countries in the next few months. Our conclusion is that conditions are sound and we expect to have in stock at all times a reasonable quantity of good selections in every line, as we believe that the business that carries a fair stock in all lines and especially good selections will do a fine volume of business in 1924 and make money. To the contrary we believe that if you neglect keeping up your stock, business will go to your competitor who does. It is up to you to have a good stock and use every effort to make good sales and rapid turn-over. BEECH-NUT PEANUT BUTTER bis ad Pe eae ww | Sales of Beech-Nut Peanut Butter always respond to your selling and advertising efforts. Preferred by discriminating people everywhere. ‘Counter and window displays will stimulate the turnover on this nationally advertised prod- uct. Write for our attractive display material. BEECH-NUT PACKING COMPANY ‘*Foods and Confections of Finest Flavor’’ CANAJOHARIE - NEW YORK | | MAINTENANCE OF PRICE. In one form or another the matter of price maintenance keeps popping up. One day last week the Federal Trade Commission had the matter once more before it on an application by a woolen manufacturing concern seeking a mod- ification of one of the usual ‘‘cease and desist” orders. a definition of how far the manu- facturers could go in trying to find out which of their customers were not maintaining Their right to choose their customers has _ hitherto been established. The Commission took the matter ment. On the same subject came a complaint to the public at large from a well-known silk facturers. It wishes the prices main- tained in the sale of its fabrics, claim- ing that a contrary tends to lower the estimation of its wares by the ultimate consumers. This particu- lar house had an experience in the matter which aired some years ago in the courts and which lends some point to its complaint. Some of its fabrics were included in a general lot of silks offered for sale at retail at very low prices. To the casual reader of the announcement of the sale it looked as though all the fabrics What was sought was prices. discussed under advise- firm of manu- course was were from the house in question, whose The high- class fabrics were used merely as a bait, a very small quantity being of- fered, but it looked as though they had been really cut in price general- ly. In such a case an appeal to the courts put a stop to the practice. In- stances of the kind, however, that there is really more than one side to this question of price maintenance. goods are in high repute. show Fluctuations in cotton quotations during the past week were numerous and often very pronounced. Talk of impending scarcity of supplies was off- set by statements of curtailment by domestic mills. Once more also the accuracy of Government reports of production is being called in question, it being asserted that a few hundred thousand bales are counted twice in making up estimates. But, as what- ever is now done has always been done, a correction now made would not seem to have any very important bearing. A revision to be complete for purposes of comparison would have to be applied to crops of former years as well as to that of last year. In obedience to objections from parties interested it is announced that the De- partment of Agriculture will no longer make public estimates of “intention to plant.” Such estimates will, however, duly make their appearance from private sources, just as estimates of the size and condition of the crop are made. The goods market keeps re- flecting to some extent the shiftings in the price of the raw material. An upward turn in the market tends to keep prices of fabrics firm, while a slump brings out offerings, mostly from second hands, at lower figures. The volume of trading is, however, rarely large and the sales are for near- by delivery. No one is inclined to take chances far ahead. Noteworthy during the week were the openings of ginghams for Fall at what are regard- MICHIGAN TRADESMAN ed as low prices. There has been a further slacking up on underwear busi- ness, and hosiery is also somewhat dull. CANNED FOODS MARKET. The week’s outstanding development is the settlement of the swell contro- versy by the adoption of a flat allow- ance, thus paving the way -to a uniform system of settlement in making con- tracts for 1924 packs. The adjustment of differences between distributors was made just as the trade enters the future market with offerings of practically all important items either at’ fixed prices or s. a. p. While it 1s too early to have much effect on the scope of trading in 1924 packs, the whole trade is more optimistic as to the volume of contract sales. In other respects the canned food market has been featureless. Spot sales have not been as heavy this winter as usual, due to the open winter, and as jobbers have not made extensive inroads into their stocks they are replacing in a conservative way. The whole trade is more or less on a hand-to-mouth basis, with the situation complicated by a demand for items which it is almost impossible to supply either by reason of extreme shortage or that buyers will not pay the asking prices. The lines in more abundant supply, like salmon or fruits, for instance, are not readily salable. canners and ee One of the most signincant develop- ments in the field of merchandise dis- tribution in recent years is the tenden- cy on the part of retailers, jobbers, wholesalers, and manufacturers’ to recognize their common interests rather than to regard one another as natural enemies, as they formerly did. An important agency in bringing about better relations between differ- ent groups of distributors in any given line is the trade association. The do- mestic distribution department of the Chamber of Commerce of the United States has just published the results of a study which it has made of the specific things that trade associations are doing in promoting better under- standing between various classes of distributors. Information obtained from 76 associations indicated that 66 of them, or 87 per cent. were active in promoting better relations within their respective lines of trade; that 57, or 75 per cent. were active in pro- moting mutually understood business ethics, and that 38, or 50 per cent. either maintained central bureaus for collecting, dissecting, and acting on complaints of unfair practices, or at least were carrying on some phase of this work. With this issue of the Tradesman two more papers read at the thirtieth annual convention of the Michigan Re- tail Hardware Association are given place in our columns. This concludes the presentation of the proceedings— barring the discussions—of one of the most remarkable hardware conven- tions ever held in this country. ————————————E—EE————E Why do the soldiers of the kaiser’s war take away their otherwise imper- ishable glory by lobbying for a bonus? TE All men cannot be the best, but every man tafi be his best. BONDS FOR PROBATE JUDGES. It is possible that Michigan law- makers have overlooked a very im- portant matter in prescribing the duties and fixing the responsibilities of pub- lic officers in not providing for the bonding of judges of probate, so that any false motion on the part of these officers may be remedied by appeal to bondsmen. The Tradesman has recently had its attention called to a most flagrant lapse on the part of one judge of pro- bate, who after allowing a $5,000 claim against an estate, failed to make no- tation of his action in this files and then proceeded to distribute the estate with- out reference to this claim. His ex- cuse was that he entirely overlooked his previous action in allowing the claim, but the suddenness with which he closed the estate gives added im- petus to the thought that people who do business with probate courts should have adequate protection against such lapses of memory. The action of the probate judge forced the party holding the claim to resort to the chancery court for relief, which will probably come in due time—at the expense of the owner of the claim. This instance—which the Tradesman is assured is by no means an excep- tional case—indicates very clearly that it is the duty of the Legislature to pro- vide for bonding judges of probate, so that when one of them is afflicted with loss of memory or is careless, the per- son who has to do business with the court can proceed against the bonds- men of the judge and secure relief. VOLUME INCREASING. Whatever else may be told of busi- ness conditions, it cannot be said that enquiries are lacking for merchandise on the part of those dealing directly with the public. Buyers from out-of- town stores continue to be numerous, and they are not drawn to this city be- cause of its reputation as a health re- sort. It is complained that they are doing a great deal of shopping around and are more than ordinarily concern- ed in trying to find bargains or goods to sell at} a price. But with the in- stability of values in a number of lines this is not so much to be wondered at. Even as it is, however, the aggregate of sales is constantly increasing, though the individual transactions are often for such small quantities as to indicate a trying-out process on the part of the buyers. The sensitiveness of the consuming public toward price advances is the cause of this attitude, and this makes it necessary for retail- ers to keep closer tab on what will prove attractive. In staple goods of one kind or another, where rises in price are more easily discerned, it is harder to put over advances than in the case of novelties, where personal preference is the controlling factor. While the position of the retailer has its effect on the buying policy of the jobber, the claim is made, so far as dry goods wholesalers are concerned, that the latter are holding larger stocks than ordinarily. WOOLS AND WOOLENS. Wool markets continue to show strength, although transactions in this country are not many. Holders are February 27, 1924 firm in view of the excellent prices shown at the’ recent auction sales abroad. As the shearing season ap proaches there is a little more dis position to buy wool on the sheep's back, although the views of buyer: and sheep owners are still far apart on the question of values. How large thx demand from the mills will be is yet to be determined. It will be governed largely by the call for Fall fabrics, which is still undefined. Prices for fancy worsteds for men’s wear made during the week are considered low in view of all the circumstances, and they indicate a desire on the part of mills to encourage larger production and sale. Some women’s. wear fabrics have been opened. While a good busi ness is expected sooner or later on these goods there may be a little de lay because of the possibilities of a strike among the workers in the gar- ment trades. So far as prices are con- cerned, it is believed that pretty much the same policy will be shown toward the women’s wear fabrics as is the case with regard to men’s wear and that advances will be comparatively small. Because of the relatively larg- er sales of women’s garments than of men’s clothing there is a better pros- pect of selling the fabrics for the for- mer and there will be a greater drive for pushing them. ee While the staff of the airship Shen- andoah maintains full confidence of the suitability for a circumpolar flight as well as their own ability to make the voyage successfully, the country at large will be inclined to view with unqualified approval the decision by President Coolidge to put upon the Congress the responsibility of order- ing the attempt. Aerial navigation with lighter-than-air vessels has made amazing progress in the last few years; but is none the less in the experiment- al stage, and man’s command of the elements, upon which depends the safety of the airship and its crew, is still far from complete. Moreover, the results to be gained by a_ successful flight in the air across the North Pole are so intangible that a wide differ- ence of opinion exists regarding the value of the achievement and the price that may have to be paid. At all events, the President’s prudent, restraining action opens the subject to discussion and puts upon the representatives of the people the duty of deciding. As Great Britain takes the Russian Bear by the forelock France will amerely watch and wait. Ramsay Mac- Donald admits the Bolshevists into the family, hoping to smooth out dif- ferences in the front parlor. French officialdom is inclined to believe that Moscow will prove recalcitrant now it has all it really wanted—de jure recog- nition. It is not forgotten that Tchit- cherin seemed to get the best of the arguments at Genoa, The Hague and elsewhere. France would like to have some sort of assurance regarding debts, claims and treaties before lay- ing aside her shield of non-recogni- tion. However, if MacDonald’s meth- od succeeds there will be no reason why the French government cannot take advantage of it. 2 —~ be be a A ~B- : i £ February 27, 1924 Income Tax Facts. In making of an income tax return for the year 1923, taxpayers of every class, business and professional men, salaried persons, wage earners and farmers should present to themselves for consideration the following ques- tions: Did you receive any interest on bank deposits? Have you any property from which you receive rent? Did you receive any income in the form of dividends or interest from stocks or bonds? Did you receive any bonuses during the year? Did you make any profit on the sale of stocks, bonds, etc. Did you act as broker in any trans- actaion for which you received a com- mission? Are you interested in any partner- ship or other firm from which you receive income? Have you any income from royalties or patents? Have you any minor children who are working? Have you control of the earnings of such children? If so, the amount must be included in the parent’s return of income. Has your wife any income from any source whatever? If so, it must be included in your return, or reported in a separate return of income. Did you receive any directors’ fees or trustees’ fees in the course of the year? Did you hold any office in a benefit society from which you received in- come? Answers to these questions are nec- essary in the filing of a correct income tax return. If single (or married and not living with wife) and the net income was $1,000 or more or the gross income $5,000 or more, or if married and liv- ing with wife and the coupie’s net in- come was $2,000, or the gross in- come was $5,000 or more, a return is required. The fact that the income may not be taxed by reason of the personal exemptions—$1,000 for single persons, $2,500 for married persons whose net income was $5,000 or less and $2,000 for married persons whose net income was in excess of $5,000, plus the $400 credit for each depend- ent—does not alter this requirement. The filing period ends at midnight of March 15, 1924. Forms for filing returns may be obtained at the office of Collector of Internal Revenue. Per- sons whose net income was $5,000 or “less and was derived chiefly from sal- ary or wages should ask for Form 1040A. Those whose net income was in excess of $5,000, or, regardless of the amount, was derived from business, profession or farming should ask for Form 1040. ——_2+>—___ The Compartment Mausoleum vs. the Private Mausoleum. As the private mausoleum is a step in advance of ground burial, so the community mausoleum is an improve- ment upon the private mausoleum and the compartment mausoleum is a still more modern development of the mau- soleum system. ‘ Whereas comparisons are consider- MICHIGAN TRADESMAN ed odious in many cases, nevertheless, it is a matter of education to compare our improvements of to-day wiith the lack we suffered in the days gone by. Many prefer and appreciate mauso- leum interment rather than to have the remains of their loved departed buried in the earth, subject to the ele- mental and undesirable things incident thereto. wealthy build Unfortunately, Some of the private mausoleums. these small buildings are rather for- bidding places. Usually they are not sufficiently lighted, and, it is obvious, it would not pay to install a heating plant therein. Therefore, in the final analysis they damp, cold, dark and cheerless tombs. Moreover, we are given to understand upon re- liable information, a private mauso- leum costs more to build than it would cost to provide for the same number of interments in one of the modern compartment mausoleums. more comprise The compartment mausoleum is one which provides private family sections and private rooms for those who pre- fer the seclusion afforded thereby. In this respect it is in advance of the or- dinary community mausoleum, which only provides a certain number of tiers of crypts. The compartment mausoleum also has many individual crypts, together with the provision for privacy mentioned above. Moreover, the compartment mau- soleum after the type of Graceland Memorial at Grand Rapids, is a well lighted and heated building, strong, durable and cheerful, so that no thought of the tomb is injected into the consciousness of those who enter its portals. One enters into a mellow, solemn atmosphere of happiness, in a wonderful and beautiful temple erected to the memory. of those loved ones who have passed on. —_—__+~-+—__— Chronic Kicker Living With His Radio. Mears, Feb. 20—Some winter, since Jan. 1! Wow! We are ten feet under snow and a blizzard raging. If it don’t snow and blow there, it blows and snows. I am taking it soft. Cus- tomers come in on foot, so they don’t buy much and, thank the Lord, the traveling men don’t bother me. ’Tts heaven on earth. All I have to do is to mail checks and hope the trains can’t deliver them, then spend the evenings and nights hearing what the remainder of the world is doing, over the radio. Last night when I got tired I tuned in to see how many stations I could get. I got twenty- two clear and loud. The last one [ aim not sure of; but if not mistaken it was Belfast, Ireland, station B-U-L-L, broadcasting the election returns from Cork, stating the city had gone democratic. I am not sure of this be- 9 al cause of the late hour and because | am some dreamer. As usual, I am writing nothing. I simply want you to know I am still living still, so keep the Tradesman coming. I have lots of time to read it carefully now. Hope you don't think I had a bottle to go with the aforesaid Cork. If you can find any sense to this letter, let me know, as after reading it I am blanked if [ can find any. Chronic Kicker. ——_>- +> ___ If you work for a man for heaven's sake work for him. ROBERT HENKEL, Pres. The Mill Mutuals AGENCY Lansing, Michigan Representing Your Home Company, The Michigan Millers Mutual Fire Insurance Co. And 22 Associated Mutual Companies. $20,000,000.00 Assets Is Saving 25% or More Insures All Classes of Property A. D. BAKER, Sec.-Treas. L. H. BAKER, Sec’y-Treas. Michigan Shoe Dealers Mutual ~FIRE INSURANCE CO. Organized for Service, Not for Profit We are Saving Our Policy Holders 30% of Their Tariff Rates on General Mercantile Business FOR INFORMATION, WRITE TO LANSING, MICH. 10 MICHIGAN TRADESMAN V5 Wy Wes ny) Ay (\3in\ vi Fe Uni youe Th’s Is the Day of Man Improvement. This is the day of man improvement brought about by the awakening to the great possibilities of mind. human You can make your life bet- the ter or bitter, according to the thoughts choose and are what you are in business according to you or abuse, you your thinking. You are not going to change for the better until you change thinking for the better. And when I say this is the day of man im- provement I say it is due to the awak- ening to the possibilities of the human mind in business, and when I say mind I don’t mean The newly born infant has its brain, but it hasn't your the brain. its mind. Our insane asylums unfor- number have lost their the tool of the your tunately may be filled with a of brainy people who The brain is minds. mind, and as you use brain in business you are developing your mind for business. That is why we are teaching our mind to mind our busi- ness and mind mastery is not mind mystery. You have to hammer yourself into shape before you are hammered all out of shape trying to achieve something for which you are not fitted. We don't confusion. I want to talk don’t to be like the minister who got rattled. want any simply. [| want He was go- ing to call on Brother Crow to pray and he said: “Brother Pray, 9 please crow for us. The merchant, the salesman, the in- dividual, who can listen patiently, nod smilingly, while the customer or the complainant is talking to you—you are going to win every time, as against the fellow who reveals on his countenance disagreement or antagonism. The dealer who will listen and agree with the party while they are talking, and that is what we notice invariably with the diplomat, and you know there are diplomats and diplomuts. You to get rid of the diplomut in the re- have tail business. It is a strong point in business. Be- cause you cannot antagonize and in- fluence at the same time—oil and water do not mix, and if we want to my friends, we cannot an- We cannot antagonize with a yes so freely or easily as with a no. Stunts are better than grunts anyway. Success is the result of right thinking influence, tagonize. n salesmanship, in buying, in selling. Misfortunes are the result of wrong thinking or rather the absence of con- scious thinking in business. We are mentally lazy, friends, we are in a rut mentally. We are thinking pretty much the same old way, the same old things, every day, because we haven't realized that “J have to criticize my- self, I have to correct myself to pro- tect myself, I must analyze myself.” This fruit dealer in this song, “Yes, We Have No Bananas,” was psychol- ogically correct. He was unconscious- ly yet correctly practicing the law of psychology when he suggested the various fruits or vegetables, because by saying yes he did not jar or an- tagonize or discourage the individual. It makes a positive impression at the start regardless of what you want to Say or are going to say later, but you Say yes, because it is positive. It i not non-consiructive. It encourages and brings out the smile instead of the frown. You na know you never really dressed for business until you put on a smile and if you are not wearing a smile when you come down to your are business, you are not properly or com- pletely dressed. We had better re- member that. Yes carries a smile. No is a non-constructive. It is a walkout word, and if we could only develop the walkouts into call-backs—you pay money foro advertising, and clerk hire and rent—I wonder if you have ever analyzed the walkouts. In Los Angeles a couple of weeks ago one of the most successful mer- chants there showed me his weekly chart of calls, sales, walk-outs, the batting average of each salesman and how he stood. Every week they an- alyze that. I want to digress for a moment in reference to my chat to you of yesterday about your store meetings and you can take these little thoughts and use them as very valu- able texts. This store uses this as a text practically every week. A shoe merchant in New York state had occasion to compliment a young man for making a thirty-two or thirty- six dollar sale in a short time, and he said, “That is good work, nice twenty minutes’ work.” “Twenty minutes—don’t forget I gave that woman an hour and a quar- ter of my time yesterday.” Without that proper dismissal there would not have been a come-back for that walk-out. One of the highest grade stores on Euclid avenue in Cleveland, told me that “We have the greatest percentage of walk-outs of airy store in the city because we do not importune, but we have a far greater percentage of call backs because we dismiss each and every looker so as not to make them feel that they took up our time.” You can turn your back, a salesman can simply remain seated on the stool with a shoe in his hand and the cus- tomer walk out or you can treat that customer as a guest when they leave your store. So we are developing the walk-outs through that very tactful- ness of Yes and a smile. If we will analyze our selling and you can convey this message back to your co-workers if you will analze your selling, whether it is negative or positive, constructive or non-construc- tive, you’re going to sell more shoes. The diplomat, the tactful individual, never argues or disagrees with you at the start. They are tactful because they are thoughtful. They invariably say, “Yes, but.” They don’t say, “No, you are wrong,” or, “That isn’t so,” or, “T can’t agree with you,” because you challenge the other party’s intelligence and if you are tactful instead of sort of hitting them in the nose; this way you get your arm around the neck with that, “Yes, but,” and woozle them right Over to you. Yes, what sort of a part it plays in the matter of adjustments and com- plaints because that is a vital issue in retailing the Lord knows, in the shoe business. A very prominent shoe mer- chant in New York City told me re- cently that they listen, they do not fly up, they listen with a smile to the com- plaint of the customer, let them ex- haust themselves and he says the sys- tem that pays him best is when the customer gets all through, ‘he say:, “Yes, now what would you like us to Well, they don’t expect any- thing like that. Why, why what—what—do you ex- pect to do, what do you think you could do? They can’t say, “I want this, or I want that.” They say, “Why whatever you want?’ And the wo- man is satisfied with one-quarter or one-half of what she came in for be- cause you did not antagonize her. That is why you could influence. dor” These things are just as necessary as buying merchandise, just as neces- sary as knowing all about the cost of our-business. I know of a case of a policeman who came in with his boy in a clothing department. This police- man, of course, was depending largely on his brass buttons and uniform, was going to make a complaint about the overcoat, complaining about the coat of the boy and when he got all throug) the buyer said, “What would you wish? Which do you prefer? Another coat Or your money back?” “You don’t mean to say that you would give the boy his money back or a new coat?” “Anything yon want.” “By golly, you are all right. on, boy, we'll keep this coat.” There you have boosters instead of knockers; “A soft answer turneth away wrath.” John Wanamaker in talking to his co-workers said: “Your conduct at the counter should not be affected by the adverse conduct of the customer, whether the customer is right or wrong.” That is concealing our dis- I'kes or displeasures. Like the lawyer d:spleased with the judge’s decision, started to leave the court room and the Judge said, “Are you trying to e__ Insurance Rates. Based upon the degree of efficiency of waterworks or other fire extinguish- ing agency, and of the fire department, its men and equipment, each city or village is given a certain basis rate of insurance. Whether that basis rate be favorable or not depends on_ the municipality and its attitude on fire protection and also the intelligence and integrity of the men in whom is reposed the rate making power. Beyond this, each individual insurer is largely responsible personally for the rate he pays. Every fire hazard he harbors and tolerates within his We are in the market to purchase an entire issue of public utility, industrial or real estate first mort- building and every exposure from without adds to this basis rate. He is solely responsible for fire hazards within his building, and he can at least protect himself against exposure hazards. If the individual is complacently satisfied with unclean conditions with- in his building, with defective electric wiring, poorly installed heating plants, defective chimneys, poor shingle roofs and other well-known hazards and with entire lack of even the simplest kind of protection, he must pay for his neglect by increased rates. It may be argued that the individual is not responsible for his surroundings and exposures. In part this is true, but he can at least use his influence to have vacant, old dilapidated fire traps near him condemned, thus add- ing to the safety, attractiveness and health of the community. With the help of the fire department he can get the careless neighbor to clean up his back yard and alleys and so remove fire breeders and fire spreaders. In all cases he can protect himself against exposures by installing wired glass windows in metal sash and frame, fire 15 shutters and fire doors and fire resist- ing roof coverings in place of the dan- gerous wooden shingles. All such improvements are reflected in a more favorable rate of insurance. Every man can equip his place of business with simple “first-aid” fire extinguish- ing equipment, such as approved fire extinguishers, water barrels and pails and interior standpipes with hose con- nections. Where large values are in- volved he can install the automatic sprinkler system, the best known pro- tectoin of both life and property. The concession in rates for such approved system will in a few years pay for the installation. Rates must always be sufficeint to pay for all fire losses and for the legi- timate expenses of conducting the in- surance business. —eoe eo As a clerk interested in the welfare of the business, you ought to do all you can to interest your friends and acquaintances in patronizing that store. —_——_+>___ An ounce of your own ingenuity is worth a ton of imitation. New York Howe, Snow & Bertles (INCORPORATED) Investment Securities GRAND RAPIDS Chicago | | Detroit 319-20 Houseman Bldg. 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. Grand Rapids, Mich. SAFETY SAVING SERVICE CLASS MUTUAL INSURANCE AGENCY “The Agency of Personal Service” Cc. N. BRISTOL, A. T. MONSON, H. G. BUNDY. FREMONT, MICHIGAN gage bonds. | REPRESENTING Central Manufacturers’ Mutual Ohio Underwriters Mutual Retail Hardware Mutual Hardware Dealers Mutual Minnesota Implement Mutual Ohio Hardware Mutual National Implement Mutual The Finnish Mutual Hardware Mutual Casualty Co. . N. Senf, Secretary. i ss! A.E. Kusterer & Go. surance business. In starting the com- panies, he exacted a contract with his directors providing for a commission of 40 per cent. for ‘himself on all the receipts of both companies. He never carried a cash balance of any con- _ siderable amount and delayed the pay- were launched by a man who had never achieved success in any line of Investment Bankers, Brokers MICHIGAN TRUST BLDG. We classify our risks and pay dividends according to the Loss Ratio of each class written: Hardware and Implement Stores, 40% to 50%; Garages, Furniture and Drug Stores 40%; General Stores and other Mercantile Risks 30%. WRITE FOR FURTHER PARTICULARS. GRAND RAPIDS, MICHIGAN Phones Citz. 4267, Bell, Main 2435 - § ES 16 ADVERTISING AND SELLING. Twin Functions Available in the Hardware Business.* Efficient distribution is the key to National prosperity to-day. Business will be better when we—the distrib- utors—make it better; and it will con- tinue to prosper, “every day in every Way growing better and better,” in exact ratio to the force and direction of our sales pressure. All business may be divided into two parts: production and_ distribution. Production thas already been brought to a higher state of efficiency in our country than ever before in the his- tory of the world; but production de- pends upon distribution. Production without distribution is waste. And our methods of distribution can be improved enormously. NOTIONS. | \ + Michigan Retail Dry Goods Association. President—J. C. Toeller, Battle Creek. _First Vice-President—F. E. Mills, Lan- sing. Second Vice-President—W. Kalamazoo. Secretary-Treasurer—Fred Cutler, Ionia. Manager—Jason E. Hammond, Lansing. oO. Jones, Ideal Clothing Co. To Retire From Business. Grand Rapids, Feb. 22—We beg leave to advise you that the Ideal Clothing Co., of this city, has executed and delivered to A. D. Crimmins, vice- president and cashier of the Grand Rapids National Bank, of this city, as trustee, a trust chattel mortgage cov- ering all of the property of the cor- poration, consisting principally of ma- chinery, tools, factory equipment, fac- tory and office furniture, safes, ma- chines and office supplies, cloths, thread, buttons and other supplies, overalls and other clothing, manufac- tured and in process of manufacture, all notes and accounts receivable and other evidences of indebtedness and all other property used by mortgagor in. and about its overall manufacturing business. The mortgage was given to secure the payment of the claims of all of the creditors. The trustee has taken possession of the business, default having been made by the mortgagor in the payment of the indebtedness secured. The trustee has already re- ceived one bona fide offer of $7,500 for all of the assets of the company. If this offer is accepted, only about 25 per cent. will be realized for the creditors. It may be necessary to of- fer the assets at public sale. It is advisable to dispose of the as- sets as soon as possible. Any sugges- tions, which you may care to give which may prove advantageous to everyone interested, will be gladly re- ceived. We will be pleased to give you any further information when de- sired. Jewell, Raymond & Face, Attorneys for Trustee. The list of creditors and the amount owing each is as follows: American Thread Co. __________._.$ 514.34 American L. Leaf Mfg. Co. __- 81.84 Broon & Hallagay 2... 273.51 Buriineton Blanket Co. -._.___- 22.42 Central Michigan Paper Co. __-- 72.79 Crowley Bros. 421.81 Dean & Sirk . _ 223.34 Dean anrena (0, 188.25 Meeriasnck (Co. 4 83.20 Foster, Stevens & Co. _____----- 42.52 Franklin Manufacturing Co. __-- 546.87 JnG. A Word 2 .50 GS & Hiectirotvpe Co 157 G. B. Dry Goods Co. .... 31.08 G. BR. Malt. Type Co. 4.89 Hetrick Manufacturing Co. __--- 199.98 Int. Nat. Time Recording Co. 210.82 Kessler-Nobles-Mayo Co. __------ 12:75 lane Cotton Mills 1,437.83 Michigan Tradesman ____._______ 3.00 Marshall Wicide Co. ___. CTL RT Patent Button Co, 260.00 Quimby-Kane Paper Co. ____---- 51.64 (caas. Rubens Co. 2 19.70 S43. Stifel & Sons 2 5,559.40 Paul Steketee & Sons _____._--- 202.53 Scovill Manufacturing Co. __--_-- 496.70 max Bros 33.75 Tiscn-ime Co. = 5.75 Union Special Machine Co. ___-- 6.07 General. muevey for vent = _-$ 505.00 G. R&R. National Bank ___._____-_ 8,900.00 ew a MMM 1,914.00 ot, OS a 309.04 Chas. F. H. Mills, back salary __ 540.10 A... Carrel, back salary —.__ -___ 1737 Hopkins & MaclIntire ___---__---- 8.25 mA ONO 300.00 R. L. Mills, trade account __-- 1,631.99 Chas. F. H. Mills, trade account 1,631.99 A. D. Carrel, trade account “$28, 179.10 Jan. 1 the company showed assets as follows: Cash on Nang 2 $ 75.00 Accounts receivable _ oo BIS i inventory. 6 0 eee ee 6, 348. 07 Machinery and tools -.-_-_- _ 40570197 The loss from operating during 1923 is set down at $7,891.43. —__—_o > 2s____ The Hats and Dresses Match. One of the features of the styles in children’s Summer clothing that is now being displayed in the showrooms of the children’s wear manufacturers is the use of the same material and trim- ming for hats as for dresses. Hats to match dresses are particularly effec- tive in voiles and other lightweight ma- terials. One popular model is of light tan voile trimmed with rows of cream- colored Valenciennes lace. The hat to match is a modified tam of voile, with lace edging. This is a practical as well as good-looking combination, ac- cording to a bulletin sent out by the United Women’s Wear League of America, as both the hat and the dress may be laundered whenever desired. Self-trimmed taffetas in the lighter shades are seen in the “dressier” frocks for Spring wear by children, the trimming taking the form of pleatings. 2 ___. See a Double Season. Because of the lateness of Easter this year the possibility of a double season, resulting in a period of in- creased wholesale activity shortly be- fore that event, is being talked of in the garment trade. It is pointed out that retailers, with the weather favor- able, expect to open their Spring ready-to-wear season in a thoroughly effective manner in the near future and the consumer response is expected to be good. All of the garments sold, ac- cording to this version, will probably be worn immediately, this necessitat- ing other purchases for Easter. Some manufacturers look for a slump after Easter, which will be followed by an- other period of renewed demand. ——_+-<-. ——— No Boom Signs Evident. With the second month of the year approaching its end, wholesalers see nothing on the horizon that indicates a condition approaching a boom. In textile and apparel lines the Spring business has tended to develop on about the same basis, as far as volume is concerned, as that of the last half of 1923. The primary markets are begin- ning to give their attention to the Fall and, as far as that season is concerned, the trend is toward conservatism. In the opinion of leading local manufac- turers the whole year will probably be one in which volume will run about the same as last year, unless circum- stances not anticipated now make their influence felt. Style Tendencies a Factor. One of the most important develop- ments in the cotton goods business in recent years has been the increasing value of style as a sales factor. Not only have lines of these fabrics that come properly under the head of style merchandise been given more attention in recent seasons than ever before, but to an even greater extent this has been apparent in goods _ heretofore listed in the semi-staple class. Great strides have been made in the styling of ginghams in recent years, and the lines offered or about to be offered for Fall are the best styled that have ever been put before the trade. Similar strides have been made in the styling of percales and the new lines of these goods are a far cry from the percales of a few seasons back. That buyers appreciate the change is apparent from recent sales, which have improved ma- terially. One disturbing factor of the style influence, however, is the way sales of bleached goods thave been cut into by the introduction of well-styled cloths converted for lingerie purposes. +--+ Fall Hat Prices May Advance. Manufacturers of men’s felt hats, in covering their hatters’ fur requirements for next Fall, are under some handi- caps. Prices on both the French and Australian skins are somewhat higher than they were a year ago, the quan- tity available is not large, owing to in- creased buying of these grades by the garment trade for trimming, and, fi- nally, the hatters’ reserves are the low- est they have been in several years. The talk in the trade is that, because of strong prices for raw material and high labor and manufacturing costs, prices on Fall hats will be higher. Whether the advance will be made at the coming showings, however, also depends on the manufacturers’ judg- ment of the consumers’ response to higher prices. > 22 More Hosiery Cuts Coming. Rumors are current in the knit goods market that there are some further re- ductions due in artificial silk hosiery. When the general reductions were made two or three weeks ago, accord- ing to the special news letter of the National Association of Hosiery and Underwear Manufacturers, one or two of the more prominent commission houses did not make new prices. When these prices are named, however, it is understood that they will be below the levels established by the other cuts. In the cotton hosiery end of the mar- ket there have been some reductions here and there, but they are more in the nature of a return to levels com- mon before recent advances took place than an actual cutting of prices. a Linen Dresses Lead Demand. Linens are the big sellers in the lines of wash dresses for the new season. Some of the leading wholesalers are having difficulty in filling the orders of retailers for the linen dresses. A representative of one concern, in com- menting on this, said yesterday he could not make deliveries until March 15 or later. The high colors are fav- ored, he continued, and the better grade merchandise is selling well. Voiles are in demand, although not to the full extent, as they sell in more volume with the approach of warmer weather. Broadcloths are being fea- tured in the higher price ranges. Ging- hams are finding a staple demand. oR Lightweight Shoes in Vogue. The vogue for men’s shoes of the featherweight variety, which first mani- fested itself in footwear for sports purposes, is now spreading to shoes for street and afternoon wear. They are of lighter construction throughout than the type of shoe that has been in vogue for so long, but the chief saving in weight is in the soles. These have been reduced from ten-iron thickness to six-iron. The new shoes are made very plain, and one of their features is the incorporation of the broad toe that has been so conspicuous in foot- wear on the brogue order. —_—_ 2 -___-- Religious controversy that stirs up arguments over Biblical points arouses curiosity and makes even the apathetic eager to read for themselves. The figures just given out here by the American Bible Society show plainly that, whatever other effects the cur- rent controversy may be having, it is at least helping the distribution of Bibles, of which 2,395,000 in 109 tongues were issued last year, or double the number placed in 1922. The secretary of the society finds the pres- ent demand greater than at any time in the last twenty-five years. Neither side can complain of this tendency to go back to original sources, and both should be encouraged that the pub- lic interest is so great in the book both sides revere. Ready To Wear Goods Timely Suégégestions for Early Sales Slips, “Slipova”’ GRAND RAPIDS, Large Assortment “Ladies Muslin Wear,” Step-ins, Ladies’ and Children’s Bloomers. Play Suits, Creepers, Rompers. Dress and Romper Combination Camp _ Suits, “Big Yank” Men’s Work Shirts. Boys’ Work Shirts and Blouses. SPECIAL— Men's Cheviot Work Shirt 2... Doz. . 8714 Men’s Blue or Grey Work Shirt __..-_______ Doz. 8.50 Heavy, Grey or Blue Work Shirt 2... Doz 8.25 Call on us when in our city, or write ior samples PAUL STEKETEE & SONS WHOLESALE DRY GOODS Gowns, Skirts, Princess Khaki Knickers. MICHIGAN February 27, 1924 THE NEEDS. OF THE DAY. Continued from Page Eleven) which must challenge even the busi- ness interests of the town. In_ this same town if the records are correct, there has been a gain of five church members in an equal numbér of years. You cannot build a permanent town and country community with this ser- vice left out of your calendar. Some Principles and Implications for the Organization of This Town and Country Community: Three prin- ciples may need consideration in this program of community, town and country relations. First, the medium for such organization ‘is confidence. The turning point is always motive; this implies the great social and emo- tional basis which has been stressed. Second, the stimulation of a commun- ity consciousness can come through recognition of common problems, but through a recognition of the special or group interests, namely that of farmer and of townsman separately. Co-operation is builded upon equalities. The farmer can organize about his in- terests and the townsman about his; then come together as a union of equals, ready to fight common battles. Third, confidence and fellow-feeling are conditioned pretty largely on un- derstanding. This principle. is being recognized and urged by such organ- izations as Farm Bureau Federation, the Grange, the Sidney Anderson Con- gressional Committee on Agricultural Enquiry, and the bureaus of State and National Chambers of Commerce. This result must come about by a sane but constant education on the part of each group regarding the work, the ser- vice, the difficulties and the importance of the other group. also The terminal for this whole discus- sion will be the pointing up of the implications which have been scatter- ed along through. First, for the towns- man, it means that his town must be- come a specialized service station for the larger community. Each town may well specialize with reference to the services it can render most effi- ciently. Round about each town are what may be called concentric zones of service or organization influence. It might be described as drainage basins around each town center. In the zones nearest this center the services are en- tirely discharged or it might be said that the drainage is complete in the direction of the town. In areas further out, secondary systems leading to other towns or to small open-country centers are set up and the social and economic water sheds appear on an ever-widening scale. This means, of course, that a town and its community cannot live unto itself but must work out interrelations with other towns and and their service drainage areas. Second, for the farmer the implica- tion means the assumption of a keen- er responsibility for the larger com- munity rather than holding to a fam- ily or a neighborhood economy. The farmer is in dire need of this larger community organization where his own interests may be safeguarded, and at the same time united with those of h's town or city in order to effect an efficiency commensurate with greatly expanded needs of his day. MICHIGAN TRADESMAN Still Solving the Problem of the Universe. Detroit, Feb. 26—It is announced that the Michigan Agricultural Col- lege will establish new courses includ- ing English, economics, sociolagy, po- litical science, mathematics, drawing and designing. Under these added features I am wondering what is go- ing to become of the clean cut, red blooded farmer boy or girl who pri- marily goes to the M. A. C. to receive instruction as to better methods of farming. Will he or she ever go back to the farm, and if not, why an agri- cultural college, when we _ already possess a State university? 3rigadier General Butler, tempor- arily director of public safety in Phila- delphia—Philadelphia, mind you— made a speech in Chattanooga the other night on the subject of the en- forcement of the Volstead act, extoll- ing his own success in Philadelphia in cleaning up that city and incidentally remarking that “Any marine will tell you that it is a sign of weakness, fool- ishness, absurdity to say that our laws cannot be enforced. They can be enforced and will be enforced. Let it be understood that those citizens who do not like our laws should leave the country.” Gen. Butler, himself of Southern nativity, might have been visibly embarrassed if someone had mentioned “low bridge” during his remarks or called his attention to the fundamental law on “equal rights.” Would he not depopulate the entire South by applying his intimation of deportation for law breakers? And besides to what clime are these native born mutineers and buccaneers to be deported? The Berrien County Ministerial as- sociation does not seem to like Sen- ator Couzens’ expressed opinion as to what he personally thinks of certain features of the Volstead act, though the Senator has told them emphatically that while he claims the right to hold a personal opinion on the subject, the Michigan people have emphatically ex- pressed themselves on the question of prohibition and he proposes to repre- sent them when it comes to perform- ing his official duties. Seemingly a fair enough statement for fair minded folks. As a private citizen the Senator seems to possess the “courage of his convictions,” but he realizes that he was not sent to Washington to repre- sent himself, but his constituency. Cut and dried, boss directed senti- ment seems to prevail in legislative circles, but Senator Couzen’s occasion- al outbursts refresh me exceedingly and I hope he will continue to keep Michigan on the map. It has been a long time since anyone, without refer- ence to congressional directories, could positively state the names of our con- gressional representatives. President Angell, of Yale, seems to be very much in favor of turning out sound minded citizens who will even- tually get beyond the sporting pages of the newspapers, rather than have the universities of the Nation used as training schools for circuses and the movies. He has declared himself against the undue prominence of ethletics in the university and he ad- vances arguments, based on actual ex- perience of institutions of learning. He discloses the fact that while it is commonly said that the universities must get into the thick of the battle for athletic supremacy, for the reason that young men will not affiliate with colleges which are habitually on the wrong side of the score in their games, and that the successful ones attract tre students, is not borne out by ac- tual statistics. On that point Dr. Angell brings to hear figures which go to show that Vale has progressed quite as rapidly when its athletic achievements were mediocre as it did when they were constant winners, and that Harvard’s experience was not dissimular. There is no reason to suppose that what has been said of these two famous institu- tions of learning is not also true of other colleges. But even if it should be shown that some universities have grown most rapidly when their teams have been winning, it does not follow that such growth has been desirable. Young men who allow the record of a college’s athletic achievements to influence them in the selection of an institution in which to complete their education are not likely, when they have received their degrees, to add greatly to the glory of their alma mater, by their after evidences of ac- complishment; and certainly testimon- ials to be found in sporting columns are not particularly appealing adver- tising to the fond parent whose wal- let is approaching depletion to secure for his offspring a better education than the one he has enjoyed and which has made it possible for the boy to have an easier transit through life than he has had. I have never heard the soundness of Dr. Angell’s logic seriously ques- tioned and he will add luster to his career by continuing his analysis of such vital subjects as ethics in educa- tion. Frank S. Verbeck. 2 __ Styles in dogs are as much subject to change as fashions in clothes, al- though this year’s Madison Square Garden (New York) indicates that the shepherd or German police dog is still holding his own in popu- larity. The shepherd replaced the Airedale, still liked, as are all the one- time favorites, Boston bulls, the bull terriers, the and smooth-haired foxes and the collies, which held sway just ahead of the Airedales. Two new Manchester and the riers, both possessing the alert intel- ligence of the whole terrier fam.ly and their good well. Phe Airedale was an ideal dog from many show such as the wire breeds are the Kerry blue ter Manners as 19 standpoints, but these new representa- tives of the ever-popular blood have advantages over their courageous cousin. The crowds that throng the dog show every year and their keen interest not only in classes but also in individual pets, which exhibit their personalities perfectly under the strain of the exhibition, prove that man’s love for this faithful friend does not lessen, even if city life does make their companionship more difficult. —_—_e+.—___ Mussolini has sense enough to know that at election must something more than a sure-fire party. The Fascisti will elect him and any other man he indicates; but among those elected he wants seasoned lead- ers, especially leaders of the old re- gime. Former Premier and Foreign Minister Orlando is one of those that he has persuaded to run on the Fascist ticket. In Parliament he will add con- siderably to Fascist strength. There is also another point. has never been so strong in South Italy and in Sicily as in the North. In the South even the Fascist party itself has rent by dissensions. Orlando will help bring the South to Fascism. This will go far toward obviating a danger that Mussolini has faced since the. beginning of the movement, the growth of sectionalism. time he have Fascism been Oo All businesses worth while—and that is enduring—is based on superior ser- In primitive business, one man raised corn, another hunted pelts, and The basis was “You work for me, I'll work That has never al- Every sale or every purchase, vice. they exchanged their products. for you. basis tered. every business alliance should be based on service only. If this is faulty, or if it is superlative, men will find it out. And the verdict will fix your place.” nD TE OSDIR DARE, VS OARS SSA —— AA Se Sa =A OS AR PANETELLA e /New. (Java Wrapper) 2 for25¢; PERF ECTO (SumatraWrapper) 10¢ STRAIGHT SIZE (Java Wrapper) 10¢ BLENDED AND MANUFACTURED BY il TUNIS JOHNSON CIGAR CO. GRAND RAPIDS, MICH. y Ass SS EEE => = MICHIGAN TRADESMAN February 27, 1924 ~~ — — = = — = = Turning Egg Losses Into Pro‘ts. The important part which the humble egg plays in the business of the retailer of foodstuffs, and the loss- es which accrue from breakage, im- proper handling, and other causes. makes pertinent the suggestions ad- vanced by the Retail Grocers Advocate recently as to ways and means where- by some of these losses may be fore- stalled and some at least may be turned into profits. Here’s what the Advocate has to say relative to the matter: Average gross profit on eggs is about twenty-five per cent. Principal inroads made upon this profit are breakage, which can largely be cur- tailed through efficient store methods. Possible gross profit on eggs for re- tail grocers runs from 20 per cent. to 30 per cent., according to the market price, while 25 per cent. is a fair aver- age. The principal inroads made up- on this profit are breakage, neglecting to grade and neglecting an economical method of packing and delivering the eggs. Most of what really amounts to a loss in the handling uf eggs can be curtailed by efficient store methods. There are not enough grocers who place the importance on eggs that they should. Too many regard eggs simply as staples that they must handle be- cause there is a steady demand for them—not because they believe there is any real money to be made on eggs. Many grocers put up with a trifling profit on eggs, and suffer excessive losses through breakage and_ineffi- cient store methods, because they mis- takenly figure that “the egg business doesn’t amount to much anyway.” As a matter of fact, few, if any, goods the grocer handles affect his entire business more than eggs. Let him acquire a reputation for selling poor eggs or for giving poor service on egg deliveries and his trade will begin to desert him at once. If, on the other hand, he becomes known for the high quality of the eggs he sells, and for satisfactory delivery service, without breakage, his business booms. New customers come to him. His old customers stick to him, and do all their grocery buying at his store. Statistics compiled by United States Government investigators show that grocers throughout the country lose about $25,000,000 every year through egg breakage and yet there are gro- cers who, when asked, usually say that they have little or no breakage to contend with. If this is so then they have adopted a proper method of handling eggs. A recent house-to-house canvass of more than 2,500 housewives in a large city, brought out these amazing facts: That 76 per cent. of those receiving eggs in cartons reported breakage and that 84 per cent. of those receiving eggs in bags reported breakage. Actual cash loss in the broken eggs themselves runs into money. In deliv- ering only 5,000 dozen eggs in paper bags the average breakage loss is $34. These figures are based on one broken egg in every 3 dozen 25c eggs—2 7/16 per cent., though reliable statistics show breakage loss of from 7 per cent. to 10 per cent. And carton delivery statistics show 5 per cent. to 7 per cent. breakage. No matter how carefully the eggs and containers are handled, breakage occurs constantly when either bags or cartons are used for delivery purposes. Neither of these containers is designed to give the eggs any real protection. Even if the eggs are safely placed in the container the trip in the wagon is likely to prove costly. Cans of vege- tables, for instance, have a way of dropping upon egg packages and if the wagon back too sharply to a curb or crosses the car tracks too hurriedly some smashing is bound to occur. Some form of carrier is needed that will give eggs protection in delivery— a carrier that can be filled rapidly without danger of breakage and that will present the eggs in an attractive manner to the customer. Loss due to selling eggs without x¥rading them as to size is considerable. A grocer retailing five cases of eggs each week, or 7,800 dozen eggs per year, loses roughly $5 per week or $260 yearly if he sells them at a fixed price per dozen, ungraded as to size and color. He is literally throwing money away. Candling should be regarded as an absolute necessity by every grocer. It is required by good business every- where, for no grocer can afford to risk complaints on the quality of eggs he sells. The contents of every case of egg; may be divided into two classes—the smaller or standard size egg and the large or select egg. In- vestigation shows that the select con- stitutes two-thirds of the case. Only one-third are of standard size. It is the standard size egg on which the retail price per dozen is based. There is nO more reason for the grocer to sell large and small eggs at the same price, than for him to charge the same for large and small oranges. The very regularity in size of graded eggs is an advantage in itself. It carries a suggestion of higher quality. It should be borne in mind too that three or four small eggs do not make the rest of the broken dozen look larger. On the contrary the small eggs shrink still more by comparison. The grocer is entitled to and should “What I, as a Salesman, Can Do for National Canned Foods Week” g I CAN inform every consumer that National Canned Foods Week [March 1-8] is backed by the National Canners Associa- tion and every other prominent organization connected with the sale or production of canned foods; that it is going to arouse new interest in the consumption of these foods. JUDSON GROCERY CO. GRAND RAPIDS . MICHIGAN M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables We are making a special offer on Agricultural Hydrated Lime _Iin less than car lots A. B. KNOWLSON CO. Grand Rapids Michigan Moseley Brothers GRAND RAPIDS, MICH. Jobbers of Farm Produce Lipton’s Coffee Ask for Yellow Vacuum Can Always Fresh Distributed by LEWELLYN & CO. WHOLESALE GROCERS GRAND RAPIDS MICHIGAN Ms AD tN wases A v 1 z s February 27, 1924 receive at least 5@10c more per dozen for the select size eggs than for the standard size. As eggs run two-thirds large and one-third small this would mean that for every dozen he sells at 25c for example, he should sell 2 dozen at 30c, and this added 5c per dozen on the 20 dozen large eggs means a clear gain of $1 on each case. That it runs into money in a year’s time is self-evident. If the grocer sells only 4 cases a week, or 6,000 dozen a year, he is ahead $4 a week or $208 a year. The grocer who not only grades his eggs but sells the select under a brand name of his own, is still more up-to- date. The brand name increases the saleability of his eggs and justifies a price increase of from 5c to 10c per dozen over his standard size unbrand- ed eggs. The matter of branding is important. Eggs are not like coffee or breakfast food, where the roasting and blending or a particular process of manufacture governs the quality. An egg is a natural product and like meat it is perishable. The quality of eggs when delivered to the customer depends on the care with which they are handled by the seller. The re- tailer is held responsible under the law. This makes it necessary for him to grade the eggs himself and for his own protection to put them out under his own brand name—a brand which can be obtained at his store only and not at any of his competitor’s stores. In this way, a good grade of eggs can truly be made a trade-puller. In selecting egg handling equipment the grocer should investigate all dif- ferent methods bearing in mind these four important points — convenience and safety in filling—safety in deliver- ing—service to the customer—and low met COST. —__++.>____ High Cost of Delivery Service The common cost of retail deliver- ies is about 1.5 per cent. of net sales, according to the domestic distribution department of the Chamber of Com- merce of the United States. For some establishments they have reached a maximum of 3 per cent. The cost of delivering parcels is thus seen to be a considerable item in the retailer’s expenses. The matter in the opinion of this department of the chamber, de- serves more attention than it has yet received, and for stimulating inter- est in the problem the department has issued a bulletin entitled “Economies in Central Delivery Systems.” It urges that in every city in which mer- chants conduct their own deliveries an investigation should be made to de- termine whether a more economical method may not be adopted. Three plans of central delivery are discussed. These are co-operative deliveries, privately owned deliveries, and the use of the parcel post. The co-operative method has already proved successful. It is diffi- cult to secure efficient management for it, and merchants are distrustful of one another, fearing that their com- petitors will get more advantage from the system than themselves. The methods of centralized delivery that have worked best are privately owned. Here the manager is working for him- self, and individual initiative has more central MICHIGAN TRADESMAN chance for free play. The parcel post delivery system has been utilized to a limited extent in a number of cities, but restrictions as to the size and weight of parcels make it not al- together practicable. It is pointed out that every town has one or more truckmen or trucking companies, which might be used as the nucleus for a central delivery system. Conditions differ so greatly in different communi- ties that no hard and fast rules can be laid down, but for each one there is a best method, and the high cost of delivery by individual establishments should justify more study being given to the question. a Women Tell Why They Buy. A few months back the extension division of one of the large state uni- versities queried, by means of a ques- tionaire, a large number of women, residents of both farm and city, with to ascertaining the relative power of the various influences which cause them to buy. The questions with their replies were carefully separated as between the two groups of women, making it possible in analyzing the results to determine just the rank which each of the several buying influences was en- titled to in the case of farm and town women. The results are worth con- sideration by retailers who may find therein that which will indicate that too little emphasis has been placed upon one factor and too much upon another. The replies coming from the women residing on the farms, when analyzed and tabulated, showed the result to be as follows: 1. Shopping from store to store. 2. Recommendations of friends. 3. Window displays. 4 5 a view Newspaper advertisements. Recommendations of merchanis. 6. Mail-order catalogs. 7. Samples. 8. Circulars through the mail. 9. Demonstrations. 10. National magazine advertise- ments. 11. Billboards. 12. Street car signs. City Women Respond Thus 1. Window displays. 2. Newspaper advertising. 3. Shopping from store to store. 4. Recommendations of friends. 5. Recommendations of merchants. 6. Samples. 7. National magazine advertise- ments. 8. Demonstrations. 9. Circulars through the mail. 10. Mail-order catalogs. 11. Bill boards. 12. Street car signs. The survey is enlightening. It re- veals both the strength and the weak- ness of the average merchant in the average community. Study of it will give interesting counsel to any retailer from which he may derive ideas for bettering his store and his service, i1m- proving advertising and “stepping up” his salesmanship power. —_2>2>___ The man who waits for business to come to him and does not advertise while he waits, has a long wait ahead of him and not much at the end of it. Beating Them To It. A Caliornifornia grocer named George W. Caldwell, is trying an ex- periment that I recommended to the readers of this paper several months ago. With Mr. Caldwell, however, it is no longer an experiment; it is a success. The scheme is to sell goods both ways—in the service way, using credit, telephones and delivery, and in the cash and carry way. I think I said that this might possibly be done in the same store, but that it could be much better done with two stores, pre- ferably adjoining. The point is that by cash and carry trade for yourself you, of course, prevent somebody else from getting it. Mr. Caldwell runs two stores, one a typical service store, the other a typical cash and carry store. He does about $300,000 a year in both places, but the service store does more than half. I should think this would give Mr. Caldwell the greatest possible satisfaction. If the stand he uses as a cash and carry store is as good as that for him, doubtless some petitor would have seen its possibilities too, if Mr. Caldwell hadn't used it, and would have taken over $100,000 of business from him. In other words, if he hadn’t done what he did, his busi- ness would be about $175,000 instead of $300,000. The most profitable game in the world is beating people to things. Elton J. Buckley. re a keeping the com- Rising out of the commonplace is possible to every man who will do it. 9 Chocolates Package Goods of Paramount Quality and Artistic Design 21 You Make Satisfied Customers when you sell ‘“SUNSHINE”’ FLOUR Blended For Family Use The Quality is Standard and the Price Reasonable Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN Watson-Higgins Milling Co. GRAND RAPIDS, MICH. NEW PERFECTION The best all purpose flour. RED ARROW The best bread flour. Look for the Perfection label on Pancake flour, Graham flour, Gran- ulated meal, Buckwheat flour and Poultry feeds. Western Michigan’s Largest Feed Distributors. “The Wholesome Spread for Bread” The standard by which all others are judged HIGHEST QUALITY 100% CO-OPERATION SNAPPY SERVICF I. VAN WESTENBRUGGE DISTRIBUTOR Grand Rapids Muskegon tT “Health’s Best Way, Eat Fresh Fruits and Vegetables Every Day” California Sunkist Oranges Florida “Oke” Grapetruit Imperial Iceburg Lettuce Fancy “Yellow Kid” Bananas Four inexpensive fresh foods that are wholesome and full of vitamines. delicious, nutritious, ‘The Vinkemulder Gosicans GRAND RAPIDS, MICHIGAN MICHIGAN TRADESMAN a — — = = Michigan Retail Hardware Association. President—A. J. Rankin, Shelby. Vice President—Scott Kendrick, Flint. Secretary—A. J. Scott, Marine City. Treasurer—William Moore, Detroit. Good Buying a Pre-Requisite To Good Selling. Written for the Tradesman. A prime requisite to successful sell- ing is successful buying. This is as much a fact in the hardware business as in any other line of trade. Moreover, a prime requisite of suc- cessful buying is accurate knowledge. The hardware dealer should know his goods, should know what he has in stock, and should know what his cus- tomers are likely to require. The annual inventory is exceeding- useful in the buying department, the hardware dealer will take its lessons to heart. He will find in the annual inventory what lines he has overbought for the sake of a “better price.” The inventory will. also in- dicate the slow-selling lines and the quick-selling lines. ly J f It is only by studying the lessons of experience, and by keeping closely in touch with his stock and his sales, that the hardware dealer can secure that intimate knowledge of his goods and his customers that particularly equips a merchant to buy successfully. Hardware buyers are unconsciously handicapped by an old tradition. It is the time-honored tradition that a hardware stock is perfectly safe be- cause hardware cannot depreciate or deteriorate, and is unaffected by style changes. That was true enough in the days when the hardware stock consisted largely of nails, glass, locks, hinges and everyday working tools. But the hardware stock in these times is a de- cidedly different proposition. New farming implements, new mechanical devices, kitchen utensils and house- hold goods, art goods, hammered brass, cut glass, alarm clocks—the modern hardware store carries lines as widely varied as those of any other store, and as susceptible to deprecia- tion and to changed public demand. Under such circumstances, the first requisite in buying for the hardware store is careful and judicious selection. Selection is more vital even than price. The article with a small margin, bought so carefully that it finds a sure sale, brings the merchant a bet- ter profit than the article allowing a wide margin of profit but which, be- cause it was bought heedlessly, on the shelf. stays Quality and quantity are bot‘: im- portant factors. Quantity brying hes tripped up many a supposedly shrewd hardware dealer. Quality, on the other hand is even more important. The hardware dealer’s problem is to know, and to buy not the best article, or the cheapest, but the one which his public will buy from him. He must know the demand of his customers for regular lines. a still more difficult problem, to ap- proximate their capacity for absorbing specialties. He must also neither over- estimate nor underestimate his own ability to persuade his customers to buy the goods he stocks. Price is often a pitfall. The lure of a big margin of profit has frequently led to the purchase by the dealer of goods in larger quantities than his trade can easily absorb. Overloading is dangerous. It ties up capital that should be turned over frequently. Quick turnovers with apparently sma!l profits often represent better business than slow sales with supposedly gen- erous profit-margins. It is from the goods he sells that the merchant must draw all his profits. The goods that stay on the shelves not merely bring him nothing, but reduce his profits. Price is, of course, vital. Goods should allow a decent margin. Here, again, to the hardware dealer, knowl- edge is power. In this case what he requires is knowledge of the markets. It will pay any dealer to closely watch not merely the actual price fluctuations but world conditions that may, per- haps months hence, bring higher or lower prices. One hardware dealer I know keeps a card index of the more important prices, posting them every day. “T really believe,’ he told me, “there are hardware dealers, even in times like these, who try to carry all the price changes in their heads. I’ve always made it a practice to relieve my mind of that sort of burden by jotting a change down where it would be con- venient to find it when I wanted it, and never in the way at other times. Formerly I used an indexed book, but that proved cumbersome so I resorted to the card index. “The cards are arranged in alpha- betical order, each card being devoted to a particular article or line. Thus, it is a matter of just a moment to en- ter each price change as it comes to my notice. If there’s an advance, say, in turpentine, I take out the turpen- tine card under “T’ enter the change with the date, and replace the card. Of course, I have all the latest cata- logs filed away; but this system helps me to keep tab on all other quotations. It is more convenient than the book system, for when a card is filled I can start a new card for the same article and throw the old one away. “I find that I save quite a bit by keeping closely in touch with the mar- kets and following the trend of prices. February 27, 1924 THE TOLEDO PLATE & WINDOW GLASS COMPANY Mirrors—Art Glass—Dresser Tops—Automobile and Show Case Glass All kinds of Glass for Building Purposes 501-511 IONIA AVE., S. W. GRAND RAPIDS, MICHIGAN RICHMOND STAMP WORKS RUBBER STAMPS Brass Stencils—Steel Stamps—Stencil Cutting Machines 8 SOUTH IONIA AVENUE CITIZENS 51518 He must also be able,: Foster, Stevens & Co. WHOLESALE HARDWARE ieeon 157-159 Montoe Ave. - GRAND ~- RAPIDS - 151-161 Louis Ave., N. W. MICHIGAN Michigan Hardware Company 100-108 Ellsworth Ave., Corner Oakes GRAND RAPIDS, MICH. Exclusive Jobbers of Shelf Hardware, Sporting Goods and FISHING TACKLE ————————————————— Motor Mite dl trucks ‘xo To Fit Your Business AND STYLE SALES SERVICE ECKBERG AUTO COMPANY 310 IONIA AVE. NW. Kept awake by rattling windows 4 Keep the Cold, Soot and | ust Out Install “AMERICAN WINDUSTITE” all-meta'! Weather Strips and save on your coal bills, make your house-cleaning easier, get more comfort from your heating plant and_ protect your furnishings and draperies from the outside dirt. soot and dust. Storm-proof, Dirt-proof, Leak-proof and Rattle-proof Made and Installed Only by AMERICAN METAL WEATHER STRIP CO. 144 Division Ave., North Citz. Telephone 51-916 Grand Rapids, Mich. is "a * aver AR rica le i MRS . a ¥ > & * 4 # , h on EE NOE a wrod ett NRE ab ] i j ° a ¥ . * a 4 February 27, 1924 MICHIGAN TRADESMAN 23 In this the trade papers are a big help.” Another helpful accessory in caring the needs the hardware buyer is the want book. of Various systems are used by differ- ent dealers for keeping track of the “wants”. The book system is the original, but here again looge leaf and. card systems are also. useful One store has little pads printed in red, yellow and blue. If an article asked for is out of stock and has not been in stock before, the salesman notes the item on a red slip and sends it to the cashier’s office. If an article usually carried is out of stock, a blue slip is used. If an article in stock is seen to be getting pretty low, so that im- mediate re-ordering is advisable, the name and particulars of the article are with a nota- Every for an article out entered on a yellow slip, tion of the quantity time a call is made of stock, or almost out of stock, a slip is filled out and turned over to the cashier’s office. At regular intervals he dealer himself goes over the slips. They afford some idea as to the de- mand lines not stocked, the call for goods that have gone out of stock and the demand-for lines that are run- in stock. for ning low. For ordinary purposes the want book properly kept, is ample. It is a good scheme to provide four or five hung in different parts of the so that the salespeople will be books, store, able to enter the want immediately it comes to their notice without having to go to some other part of the store or to trust, temporarily, to memory with the chance of forgetting the item entirely. With his list of the even quotations handy, of wants, and his knowledge status of the stock, the hard- ware dealer is well equipped to buy when the traveller comes. One man makes it a practice, on receipt of the notice of a traveller’s pending visit, to material together and make out his list. Thus he knows what he needs, and how much he needs, and is not left to guess work, or apt to be swept off his feet by argument, jolly- ing or the lure of a quantity price. Of keeping systems are large stores, and have their value; but for ordinary purposes the problem ca be handled with the very simple ma- chinery I have indicated. his market get his stock- many course more. elaborate in use in Knowledge is assuredly the corner stone of successful buying—knowledge of your stock, of of your customers, the demand for specific lines, of the prices at which you should be able to buy, and of your own ability to put » lines in case you decide to up. Victor Lauriston. ———_>-e o> __ Silverware Buy:ng Irregular. across new take them Although reports from the Maiden T.ane district of New York indicate some irregularity in the business done of late, in that certain concerns have fared better than others, they further show that the orders taken are, on the whole, fairly satisfactory. Sales are in some instances smaller than they were at this time last year, but this is charged against the lateness of Easter this year and the consequent shorten- ing of the April matrimonial season, It is confidently expected, however, that this shortage will be made up dur- ing June, when a larger than usual crop of brides and grooms is looked for. Cautious buying by retailers in other lines is reflected in silverware trading, and this, too, has been some- what of a factor in keeping sales down so far this year. —— Are Placing Good Toy Orders. Toy orders so far placed are sub- stantially ahead of last year at this time. Manufacturers exhibiting at the National Toy Fair in New York say they have been booking good business since the fair opened, and the indica- tions are that the remaining weeks of the event will see the totals still fur- ther enlarged. In dolls almost the en- tire interest of buyers has centered in the mamma variety. Competition in the doll line is described as keener than for years past, owing to the increased number of manufacturers. Wheel goods are selling well, the demand for this showing marked gains because of increased consumer popularity. Little talk is heard of German competition at the moment, the percentage the German goods ‘o the total sold being small. merchandise of Plumbers’ Calking TOOLS H. T. BALDWIN 1028 Fairmount St., S. E. Citz. 26388 SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily in- stalled. Plans and_ instruc- tions sent with each elevator. Write stating requirements, giving kind of machine and size of platform wanted, as well as height. We will quote a money saving price. Sidney Elevator Mnfg. Co., Sidney, O. REFRIGERATORS for ALL PURPOSES Send for Catalogue No. 95 for Residences No. 53 for Hotels, Clubs, Hospitals, Etc. No °? ..r Grocery Stores N. ¢+ for Meat Markets N\>. 73 for Florist Shops McCRAY REFRIGERATOR CO. 2444 Lake St., Kendallville, ind. STORE Nachtegall Manufacturing Co. 2 37- 245, Front Avenue, S. W. BANK _ OFFICE FIXTURES and FURNITURE Grand Rapids, Michigan Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co. Grand Rapids Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction. PROFITS ARE LOST if you fail to keep an accurate record of your sales. Try the one writing sys- tem by using sales books. If you don’t write us for prices we both lose. Let us bid on your next order? We make and sizes, request. BATTLE CREEK SALES BOOK CO R-4 Moon Journal BI Battle Creek, Mich Q. E. FAUSKE GENERAL pence AND BARDWADS © Berwn, &: B. 2. awa i | all styles prices on Signs of the Times Are Electric Signs and man- value Progressive merchants ufacturers now realize the of Electric Advertising. We prices asking. with sketches, cost for the furnish you and operating THE POWER CO. Bell M 797 Citizens 4261 INDIA TIRES HUDSON TIRE COMPANY Distributors 16 North Commerce Avenue Phone 67751 GRAND RAPIDS, MICH. NG " BARLOW BROS. Swe Grand Rapids, Mich. Ask about our way BOND SIX SNAPPY COLORS and WHITE MEETS THE NEEDS OF THE HOUR alamazoo Vegetable Parchment Co. alamazoo, Mich. 7 lonia Ave., N. W. Russ Soda Fountain Special We have two 6 foot, two 8 foot and one 10 foot Russ Fountains on which we can quote a very low price. Also used Fountains, Chairs, Table and Supplies. CASH OR TERMS Grand Rapids Store Fixture Co. Grand Rapids, Michigan February 27, 1924 24 MICHIGAN TRADESMAN Fr = me MORTON HOTEL z= : = = = . Zi You are cordially invited to vist the Beautiful New Hotel at the old e = = = = =2 location made famous by Eighty Years of Hostelry Service. sEHE COMMERCIAL TRAVELER | | "=== eae 4 == aes, — b WILLIAM C. K , Proprietor. ; = iegeePe : = Se SSN) (noe . OR a ty Si See in sh es The Center of Social and Business Activities \ => ag : ai a sal THE PANTLIND HOTEL | Ee a Tes Everything that a Modern Hotel should be. News and Gossip About Michigan Hotels. Detroit, Feb. 26—At the forthcom- ing district - meeting of the Michigan State Hotel Association, to be held at the Whitcomb Hotel, Joseph, on Saturday, March 8, one of the subjects to be taken up and discussed will be that of mutual fire insurance for hotels. The hotel men of Michigan, in com- mon with everyone else who buys in- surance, are the victims of an insur- ance trust with very vicious tenden- cies, fostered by the State. _ Years ago the State Legislature was imposed upon and the most outrageous insurance regulations were adopted. It was claimed afterward that this bill was enacted through oversight, but the fact is the insurance purchasing public of the State are being gouged every time they pay an insurance premium, and no one seems to have taken interest enough in the matter to have attempted to secure the repeal of the law. Hotel operators have been hit par- ticularly hard, and as several states have taken up the question of mutual insurance with decided benefits to in- surers, the Michigan Association has decided to look into the matter. Farmers’ mutual insurance com- panies have been a pronounced success in Michigan for over thirty years and in many other states for a much longer period. The millers, lumber- men , hardware and other mercantile interests have their Own companies in successful operation, with decided benefits in the shape of lower prem- iums, sometimes equivalent to a sav- ing of 50 per cent. At the Lansing meeting. A. C. Mar- tin, of the Hotel Steel, at St. Johns, brought up the subject, but the pro- gram was so full that the subject could not be discussed at length. In Massachusetts the Hotel Mutual Insurance Co. is already in existence and the New York State Hotel As- sociation appointed a committee to in- vestigate same, resulting in the follow- ing report, which will be of interest to Michigan operators: 1. That the records of many state insurance departments show _ that many mutual insurance companies have been formed by various indus- tries and with highly successful re- sults. 2. That because of the large num- ber of hotels in operation, in our opinion, a lucrative field is presented for the successful operation of mu- tual insurance companies. 3. While it is a fact that our (New York) Association, as such, cannot legally organize and conduct a mutual insurance company, nevertheless we realize that a large number of the members, as individuals, are willing to write their risks with mutual com- panies, therefore your committee recommends the formation of such a company and that the individual mem- bers give it all possible support, upon the condition, however, that our As- sociation is relieved from all obliga- tion in connection therewith. 4. Irrespective of the direct ad- vantages of a mutual company in reference to dividends, we believe that such a company could be a strong fac- tor in causing the reduction of the basic rate for such insurance. As before stated, every hotel man is interested in this subject and it ought to be the means of drawing out an in- teresting discussion. The St. Joseph meeting is one of four distinct gatherings, the first of which was held at Lansing, in Decem- ber. All hotel men in Southwest Michigan, whether members of the State association or not, will be the complimentary guests of Landlord Townsend, of the Whitcomb, the only requirement being that they send in their names so that Mr. Townsend can make suitable reservation of ac- commodations. The meeting is pur- posely called for Saturday in the be- lief that most hotel men can absent themselves from home on that day. By the way, the most recent report of the Secretary shows that the State roster will contain the names of fully 90 per cent. of representative hotels of Michigan, and efforts will not cease until it becomes 100. In union there is strength. Detroit's latest offering in the hotel line is the New Lexington, which will be opened for business in a short time. J. William Porter, a former assistant manager of the Hotel Statler and Sec- retary of the Michigan Greeters, will be landlord. Mr. Porter possesses all the qualifications necessary for the op- eration of a large establishment, be- sides an extensive acquaintance, and his colleagues in the hotel game pre- dict that he will make a success of this undertaking. The new hotel is located at 2970 West Grand Boulevard, near the Gen- eral Motors office building, and con- tains 104 rooms. Landlord Montgomery, of Battle Creek, announces that the next State convention of the U. C. T. will be held at' the Post Tavern, June 5 to 7. Greenville has two spanking good hotels and it is a genuine pleasure to stop at either of them. The Phelps House is operated by Messrs Burns and Baker, is conducted on the European plan, with a cafe where meals are offered at exceeding- ly low charges, and are certainly well prepared and served. An appetizing breakfast can be selected at an ex- penditure of half a dollar and other meals proportionally reasonable. Its rooms are modern, well furnished and attractive, and the establishment does a most satisfactory business, thanks to the service offered. The Winter Inn, conducted by M. J. Welch, strictly on the American plan, has been thoroughly renovated, with running water in all rooms. Baths are in evidence in several rooms and the whole establishment gives one the impression of prosperity and hospital- ity. In visiting Greenville the traveler has the advantage of knowing that he will make no mistake in his selection, for they are both attractive and good bargains. Messrs. Lowry and Wacha recently acauaired the Hotel Montcalm which I visited at Stanton and where I was served with a very satisfactory din- ner. These people have 30 rooms, ma‘ly with running water, and make a rate of $3 per day on the American plan, specializing on holding their best Rooms $2.00 and up. With Bath $2.50 and up. 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 | Turkish Baths WHEN IN Excellent Cuisine KALAMAZOO Stop at the American Srotel Headquarters for all Civic Clubs Luxurious Rooms ERNEST McLEAN, Mgr. EARL P. RUDD, Mgr. Detroit, : Mich. _ HOTEL WILLARD Detroit’s Largest Bachelor Hotel 448 Henry Street Attractive Weekly Rates Cafeteria and Dining Room Open 6 A. M. to 1 A. . SPECIAL DINNERS—75 Cents 300 Rooms The Durant Hotel Flint’s New Million and Half Dollar Hotel. 300 Baths Under the direction of the United Hotels Company GEORGE L. CROCKER, Manager Stop and see George, HOTEL MUSKEGON Muskegon, Mich. Rates $1.50 and up. GEO. W. WOODCOCK, Prop. 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. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.50 and up EDWART R. SWETT, Mgr. Muskegon tes 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. fel ke ae a RE PROOF One half block Zast of the Union Station GRAND RAPIOS nich 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- Bell Phone 596 Citz. Phone 61366 JOHN L. LYNCH SALES Co. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN Columbia Hotel KALAMAZOO Good Place To Tie To _\ Hotel = Whitcomb 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 HOTEL KERNS Largest Hotel in Lansing 300 Rooms With or Without Bath Popular Priced Cafteria in Connection Rates $1.50 up E. S. RICHARDSON, Proprietor CODY HOTEL GRAND RAPIDS RATES § $1.50 up without bath 2.50 up with bath CAFETERIA IN CONNECTION AK « a - ihe” is x on tas co fens @ xscsomusa i east sce o ater ’ < ’ February 27, 1924 rooms for their commercial trade. The Montcalm has had its vicissitudes and many landlords, but the town people seem to appreciate what is being done for them and I am inclined to the be- lief that the new proprietors will make a eo of it. The Waverly Hotel, at Lowell, re- cently changed owners, John J. Bre- zina disposing of the property in en- tirety to Peter R: Vry, formerly of Grand Rapids. This hotel has modern equipment and the charge, American plan, is $2.75 per day. Breakfast and supper, 50 cents; dinner, 65 cents. A short time ago Fred DeCou bought out the Dixie Inn, at Wayland, and now calls it the New Wayland. It is a new building and is certainly a gem. Mr. DeCou is doing a good busi- ness at $3 per day, American plan. All meals 50 cents. Whenever mine host, with a certain degree of confidence, tells me that he is running an American plan hotel I usually catechise him and in many cases I discover to a dead moral cer- tainty that he is not. Strictly speaking, an American plan hotel is one which supplies a room and three square meals a day for a certain stated price, and that means that during the entire occupancy of the room, a charge is made for all meals, served whether they are eaten OF Not. The mistaken idea of an American plan establishment is when there is one charge for the room and a certain stated price for each and every meal, usually served on the club or table d’- hote plan, There is every difference in the world between the two methods, al- though the latter might be called a “modified” American plan. The hotel man who assumes to con- duct on the first mentioned basis fools himself amazingly when he allows a guest to occupy a room and permits him to check out for any or all meals, although a possible exception might be made for a single meal when the desk is notified in advance. American plan rates are based on a combination of profits of rooms and meals. The rooms are customarily rated at a lower price in order to en- courage the sale of meals, the theory advanced being that where a hotel knows approximately how many meals will be required it can prepare them with less chance of loss. In other words, it can do so with less waste and more economically. When the epidemic of European ho- tels started some years ago it was re- stricted to the larger cities where good cafes were in abundance, but as it spread to the smaller towns where the restaurants were of inferior quality, the traveler began to route himselt for the larger cities, for the reason that while small town lodgings were satis- factory, the meals were not. Hence tne drift away from the smaller hotels. There is a tendency to drift back to the American plan, especially in the Kastern and Southern cities, and many o; the leading hotels in these sections are making a charge for breakfast in connection with room sales. A cer- tain sum is specified. If you eat less than the amount allotted, you lose the difference; if more, you pay the dit- ference, and it has been discovered that in most cases the guest who tells you he never eats any breakfast, is the one who is very careful to encompass all, at least, that he has paid for. In a hotel I visited the other day was a card posted on the door of each room: “This hotel is run strictly on the American plan. No meals checked out. - Guests will be charged for all meals from the time of arrival unti! their departure, together with the room. Please do not ask us to deviate {rom this rule.” : Which is. strictly American plan. The landlord has scaled down his room MICHIGAN TRADESMAN rate, expecting to make up the differ- ence on meal profits, and he is very foolish to sacrifice this advantage ex- cept in the case of checking out for an occasional meal when he knows his customers will be unable to be there at meal time. Charles W. Norton, head of the ex- ecutive staff of the Hotel Norton, De- troit, has taken a few weeks off and is doing Florida. He deserves a rest, for seldom do you visit that institu- tion without catching a smile from that genial hotelier. (Hotelier, Charley, is a new name recently invented to cover that class of landlords who can afford to take a vacation.) He has, fortunate- ly, a husky bunch of boys to run the place while he is absent and he should worry. Conrad Gottleber is the presiding genius at the Hotel Jackson, at Jack- son. He runs a good place and makes money but he is unselfish and has finally decided to share it with some- one else. This accounts for the an- nouncement of his marriage with Mrs. Marie Verburg, of Detroit, which oc- curred a few days ago. The bride is well known in Jackson, where she has been employed as a buyer for several years by one of the large department stores. Their wedding trip was taken to New York, Washington and other Eastern cities, where they were royal- ly entertained by “Con’s” hotel ac- quaintances, and next week they are going to Florida for a short visit. They will receive the congratulations from the membership of the Michigan State Hotel Association, of which “Con” is one. The Hotel Clifton, at Battle Creek, is undergoing a thorough renovation, which shows that its manager, M. E. Magel, has an eye to the comfort of his guests. The Clifton now has numerous comfortable rooms with running water, a fair proportion of which are provided with baths, and has much more than a speaking ac- quaintance with commercial men and tourists. It is all right. Someone has corrected my _ state- ment that Detroit shad 3,000 hotel rooms or one for every 330 of its population. It is claimed that 10,000 rooms is much nearer the mark or a room for every 100 inhabitants. At this there is a dearth of hotels as com- pared with other cities in the State which I have previously spoken of. And there are many other get-rich- quickers who are envious to get into the game when all is income and no outgo. And yet doubts have even been expressed as to the sanity of Barnum. No truer statement was ever made than that of President Coolidge in his famous New York address, a few days ago, when he said: “To reduce war taxes is to give every home a better chance.” And the hotel man, who supplies homes to the millions of men, women and families throughout the entire land ought to realize that his guests will have a “better chance” if the pro- posed legislation eventually becomes a fact. It may be that before this reaches Tradesman readers this much dis- cussed problem will have been dis- posed of, but unless it results in lower taxation—much lower—the effort will be barren. High taxes and high everything else are what cause seemingly high charg- es for hotel accommodations, and yet there is no other legitimate business known where the profits are So com- paratively small on the volume ot business transacted. I had the pleasure of an interview with C. C. Shants, the new manager of Hotel Tuller, Detroit, the other day. Mr. Shants has really a National ac- quaintaance on account of his connec- tion with the old Cadillac Hotel, which he operated for many years, and, as we all know successfully. Under his supervision the Tuller is undergoing many changes and improvment's, and as soon as his complete program is carried out, will be among the best. It is over 800 rooms and can comfort- ably house twice that number of peo- ple, especially since the new addition has been completed. Its various din- ing rooms already show the magic change due to the Shants touch and its business improves accordingly. The Tuller has adopted the policies of placing rate cards in its rooms, which always meet the approval of the trav- eling public. In last week’s Tradesman W. S. Bastar takes exception to a statement I recently made concerning the pro- motion of the Vincent Hotel enterprise, at Benton Harbor, which seems to have been spontaneous and not the result of any mercenary financiering. I am glad to make the correction and to take note of the fact that this new hotel will be made possible purely through local enterprise. Frank S. Verbeck. > Gabby Gleanings From Grand Rapids. Grand Rapids, Feb. 26—Arthur W. Olds, head of the fixture and soda fountain department of Hazeltine & ‘Perkins Drug Co., who has been ill for two weeks, is back at his desk again. Arthur De Jongh, confectioner at Holland, has purchased a soda foun- tain of the Hazeltine & Perkins Drug O. Arthur D. Hudson, druggist at Kal- amazoo, has purchased a new set’ of fixtures of the Hazeltine & Perkins Drug Co. John A. Green, the venerable repre- sentative of the American Sugar Re- fining Co., was an honored visitor of Grand Rapids last Thursday. During the evening he delivered an address at the annual banquet of the Grand Rapids Retail Grocers Association. During the afternoon he called on Fred C. Beard, the Wealthy avenue grocer, who enjoys the unique distinc- tion of being the only grocer in America who turns over his stock thirty-four times each _ year. Mr. Green was pleased to learn that Mr. Beard was born in England, which country also greeted Mr. Green when he made his first appearance in this world. Mr. Green is growing old gracefully, retaining the vigor of youth to a remarkable degree. Charles A. ‘Coye, who has been en- gaged in the tent and awning business here all his life, succeeding to the busi- ness established by his father more than sixty years ago, is seriously ill at his home on South College avenue. Mr. Coye has lived a blameless life, which gives ground for the belief of his friends that he may be able to overcome his present! malady, which is due to some affection of the heart. Mr. Coye is only 64 years old and should live to round out another twenty years of energy and usefulness. Herman C. Meyer, the Boyne Falls general merchant, is in the city this week for the purpose of attending the consistory and shrine activities. Mr. Meyer enjoys the unique distinction of being an ardent advocate of the con- solidated school system, having work- ed incessantly to secure such an in- stitution for the town where he has resided for the past twenty years. Wm. Judson, President of the Jud- , son Grocer Co., leaves March 3, ac- companied by Mrs. Judson, for Jack- sonville, Florida, where they will re- main until March 20, returning to Grand Rapids on March 22. Myron H. Hopkins, Manager of the O. & W. Thum Co., left last week for Babson Park, Florida, where he and his wife will remain about a month. R. A. McWilliams, Grand Rapids druggist for many years, died recently. Mr. McWilliams was formerly from Newburgh, N. Y. The newest feature in red-tape to 25 burden the druggist is a $1,000 bond to be required of all soft drink places to insure against the handling of al- coholic liquors. This feature is being advocated by the powers that be in the city of Grand Rapids. While it would be an additional burden and expense to the average small merchant, the bootlegger would only laugh at such a requirement. The Style Show which will be held here six days next week will be one of the most comprehensive exhibitions of the kind ever held in the country. All classes interested in the affair are bending every energy to make it so complete and dazzling that no one will regret the expenditure of 75 cents to see what Grand Rapids can do in that line. It will be held at the Armory. ee President Christensen’s Summary of His Intentions. Saginaw, Feb. 26—Regarding the annual convention of the Retail Gro- cers and General Merchants’ Associa- tion, to be held in Grand Rapids in April, I beg leave to state that we have prepared what we call a business man’s program, carried on mainly by the merchants as speakers, and by discussions of problems facing the merchants of to-day. There will be just enough new thought, constructive criticism and ad- vice injected by a few qualified, out- side speakers to make it interesting. Secretary Gezon has been hard at work for several weeks, enlisting the support of wholesalers and manufac- turers in getting out a year book or an official program. Only such houses are invited to advertise as you may consistently support, because of their friendly attitude toward the _ inde- pendent wholesaler and retailer. The independent retailer or, rather some of them—is here to stay. We hope that you are among those who expect to remain in business, regardless of competitive stress. If you do expect to remain in this class, it will be be- cause of correct methods and hard work. Not only the retail grocer and meat dealer is having a hard time in making a success of his business, but the swift progress that is being made in our time is making business more complex for everyone. Join us at this convention in work- ing out some of the complicated problems which are facing the mer- chant to-day. Charles G. Christensen. ———__>- > —___ Suspend Judgment. The Tradesman last week published a bulletin sent out by the Michigan Bankers Association to the effect that Charles F. Howard or some aliases of his had passed forged checks on the banks at Hudson, Waldron and Concord. Mr. Howard immediately called at the Tradesman office and em- phatically denied the charges. Pending a complete investigation by the Tradesman and the Michigan Bankers Association, the Tradesman asks that judgment be suspended in the matter for the present. ——___-o 2 If put to the pinch, an ounce of loyalty is worth a pound of cleverness. Self government means self support. LIVINGSTON HOTEL Largest Hotel Rooms in Grand Rapids Centrally Located GRAND RAPIDS, MICHIGAN 26 MICHIGAN TRADESMAN February 27, 1924 Fay. = <= —— Three other auxiliary fire lines about what such a policy represents as a ei SSS S ae) sis which the druggist is not too well in- business interruption form of insur- S$ af = formed are those of Rent insurance— ance it can be stated that it is more = — = * : ¢ : ae g 57 y E > e = = = = Rental Value insurance—and Lease- or less a manufacturing proposition. A td ’ > © 2 = ~ DRUGS“” DRUGGISTS SUNDRIES mn ih ( We SA), aoa re tS ee ) fy Mich. State Pharmaceutical Ass’n. President—D. D. Alton, Fremont. Secretary—L. V. Middleton, Grand Rapids. Treasurer—A. A. De Kruif, Zeeland. Executive Committee—J. A. Skinner, Cedar Springs; J. H. Webster, Detroit; D. G. Look, Lowell; John G. Steketee, Grand Rapids; Ellis E. Faulkner, Mid- dleville; George H. Grommet, Detroit, ex-officio. Michigan Board of Pharmacy. President—James E. Way, Jackson. Vice-President — Jacob CC. 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. Business Interruption Forms of Insur- ance for the Druggist. Nearly every druggist, as a retail merchant, at some time or other is approached on the subject of Business Interruption Insurance. Such forms of insurance written by fire insurance companies—‘policies which begin where the standard fire policy leaves off’—are being widely applied to business to-day. We refer to such forms of insurance such as Use & Occupancy insurance (also known as Business Interruption In- demnity); Rent, Rental Value and Lease hold; Profit insurance; Explo- sion and such lines of allied fire insur- ance. While these types of insurance cov- erage are written to afford protection in the reimbursement of loss, they ap- ply to the druggist in an even more broad way. From a merchants point of view these forms of insurance represent business shock absorbers. Not only is their value to be found in the financial protection offered—their importance and usefulness is to be considered from the angle of distribut- ing shocks. Every kind of insurance you can afford acts as organized dis- tributors of losses. The shocks are taken up in the prevention of business interruption through acts of God (policy term) and then the cost dis- tributed in partial and reduced pay- ments over long periods instead of at some certain and perhaps inopportune time. The druggist cannot look at business insurance entirely from a protective standpoint but rather from its value in permitting systematized finances—the organization of “outgo” so that it will not at any one given and unexpected time exceed the “income” through cause of commercial accident. The first form of insurance designed for business interruption purposes is Use and Occupancy. U. & O,, as it is known, is known to the druggist by name yet its real function is not gen- erally understood in full. Use and Occupancy insurance protects against loss you can sustain to net profits in the continuance of fixed expenses as notwithstanding an interruption of your business by means of a fire, explosion, riot, civil com- motion and also from sprinkler leak- age. In other words, it protects you gainst the loss of your general main- tenance expense which would have to continue should your business be in- terrupted by a fire. Such expenses as salaries and wages, expenses contract- ed for advertising, taxes, interest on indebtedness, insurance premiums, royalties and general business expenses have to be met when your business stops. One thing which should be clearly understood and that is Use and Oc- cupancy or Business Interruption In- demnity, as it is known, covers only for the actual loss sustained and in no case for more than the amount of the policy. It does not protect loss of profit on finished merchandise or the time that it would take to reproduce such merchandise. It does not cover any loss of business interruption due to the shutting down for example, of your local electric light plant. That would be considered a consequential interruption which as a matter of in- formation can be insured through the arrangement of an endorsement to a Use and Occupancy policy and a small additional premium. Your fire insurance policy protects you for the actual value of your store and its contents according to the way the policy is written. Use and Oc- cupancy policies protect you against loss brought about by continued ex- penses of a fixed nature and which naturally would produce a loss in case of business interference when there was no income to balance it. It is just as it' is now named—Business In- terruption Insurance. Use and Occupancy insurance, to- gether with organized Fire insurance, creates a continuity of protection to the druggist and a protection against loss of business as well as loss of in- vestment. In other words, Use & Oc- cupancy insurance is more or less of a credit proposition. The amount of insurance, insurance companies will issue to a druggist is limited to the anticipated earning for the year to come. To this they add the estimated fixed charges and expenses which could not be discontinued in the event ef interruption. There is also a form known as Contingent Use & Occu- pancy insurance but this has no par- ticular attraction for the druggist as it is mainly for manufacturers who are dependent upon the output of other plants. The rates for Use & Occu- pancy insurance are promulgated and rated by the same schedule of rating which applies to ordinary Fire insur- ance and compares favorably to fire insurance rates. tornado, a hold insurance. Each of these forms of insurance is different. Rent insurance is a form of finan- cial protection which pays or reim- burses you for the loss of rent which would cease from a building when the destroyed by fire. A Rent policy is drawn up by the insur- ance company to protect against loss of income of rent resulting from your fire either when your building is va- cant Or occupied at the time of the fire, or it can be drawn up to repay for the loss of rent from just the portions which are occupied. Rent insurance protects you against loss of income from rent from the time your place be- comes destroyed by fire until such a time when it is rebuilt. It is written in two forms. One is based on the en- tire annual income or rental value of the property and the other on the Rental income or Rental value for the estimated time necessary to rebuild a building and put it in a tenantable con- dition. building was Rental Value insurance is designed for the druggist who owns and oc- cupies his own building. Rental Value insurance insures you in the amount of “Rental Value” your building is worth at a time of fire and as agreed upon in the policy. If your business or residence burns up it is necessary for you in the meanwhile to go else- where and pay rent. In the mean- while your taxes, mortgage interest and other property expenses continue t's against loss of this Rental Value that a Rental Value policy protects. Leasehold insurance is again differ- ent. If you hold a lease written for a number of years, a lease which by rea- son of its long terms means you are enjoying a lower rental than if you were on a month to month agreement you have a “leasehold interest.” And it can be insured. A leasehold insur- ance policy agrees to return to you the amount of rental difference you would have to pay between the pres- ent rent as enjoyed under lease and that which you would have to pay at another place in the event your lease was broken by fire making it necessary for you to seek other quarters. Or you may have a “profit” you are en- joying by reason of subleasing under your present lease. This you can be insured on the Leasehold form of policy. The druggist should remem- ber that Leasehold Insurance only acts when a lease is terminated by fire or lightning or explosion and does not have any effect in case of the termina- tion of a lease through legal recourse or condemnation by the Municipal De- partment. It is a form of insurance now widely accepted although its very nature leads insurance companies to choose only their policy holders most carefully. Quite a few druggists who have stores in buildings they own themselves or places which they have leased and then subleased in order to make an income hhave used Leasehold to good advantage in protecting their investment. ‘ : Profit insurance is something which is seldom written for a druggist. In order that you may have some idea of Profit policy in the case of a manu facturing plant reimburses for th prospective profits that would resul: on the sale of finished stock over and above its cost of production including charges of every character. The or- dinary Fire policy pays the loss of the entire cost’ of the stock in its finished condition. The Profit policy pays the difference between the entir¢ cost and the expenses for which i: had been sold but not delivered. In other words, the Profit policy reim- burses for contracted profits but which was interrupted by fire. Another form of Business Interrup tion insurance of interest to the drug- gist is that of Explosion insurance. An Explosion insurance policy covers against financial loss resulting from an explosion due to the cause of care- lessness, lawlessness or from damage from an explosion occurring at a dis- tance. It is important for the druggist to know that the policy does not cover explosions originating within steam pipes, boilers, fly wheels, or electrical machinery as those things are provided against with separate policies. The main hazards it protects against are explosions from gas, gasoline and chemicals, and miscellaneous incident- al explosions. During the past year several gashouse explosions made themselves widely recorded. Damage to a druggist’s store from such a con- dition would be covered by Explosion insurance. Riot and Civil Commotion is the name of a form of insurance which protects the druggist against direct loss or damage caused by a riot or a riot attending a strike, an insurrection, civil commotion or explosion caused by these results. A sort of an Ex- plosion policy is incorporated in a Riot and Civil Commotion policy. Such a policy is drawn to supplement the Standard Fire policy. Many druggists have carried this form of insurance temporarily when riots and _ strikes have taken place. Generally, the in- surance when bought at that time is high priced due to the existing haz- ard. When bought as a regular pro- tection to be carried along it can be secured at lower rates. In connection with such a policy, with an Explosion policy, the insurance companies now also write protection covering the legal liability of the owner of property, insuring him against loss which could result from claims made against him for damage to property of others caused by an explosion originating on his own property. One thing which has brought this form of insurance in- to demand is the many gasoline sta- tions being installed about the country. There are many forms of Property insurance for the druggist—but the particular coverages explained and described in this article come mainly under the classification of Business Interruption insurance and are pre- sented as a matter of business informa- tion for reference and knowledge to the druggist who figures the interests of his business from all angles. Clarence T. Hubeard. © » vo ; be 4 wa oJ r be * i February 27, 1924 MICHIGAN TRADESMAN 27 First Aid Treatment For Burns. i : it i if : ike substance, Keep it moist, for WHOLESALE DRUG PRICE CURRENT "very mother should know the allowed to dry it irritates the burned proper method of treating burns. When surface. When blisters have formed, Prices quoted are nominal, based on market the day of issue. the skin is simply reddened, exclude treatment may be the same, but if air by a thin paste made with water h isteri i : : : é pHe D4 ainse : 1 02 mA dinary vaseline, or carbolated vaseline, children, are especially dangerous and Citric ______--_-- a @ 70 poe bld, lees 09@1 22 Bisitalis .. @1 80 : - 2 ee ; 7 ainseea, LW, ; ( j olive or castor oil, and fresh lard or should be treated by a physician. oo 3*6 3 Linseed. ra. less 1 o@l 20 a ne = zo cream are all good. One of the sub- ee Gabe oo 20%@ 30 Mustard, artifil. oz. @ 60 -— - * - @ ie : : : a Sulphuric 3%@ 8 Neatsfoot --____ I 35@1 50 Guaiae —__...__ @2 20 stances mentioned should be spread Human memory is a fallible thing ‘fpartaric 40. @ 50 CEs: Eure peice 3 75@4 50 Guaiac, Ammon. @2 00 over the burned part and on a cloth and good will dies quickly unless kept ae Toile i i 75@3 09 Jedine ----------- @ 9% used to cover it. If using a thin paste alive by repeated acts of friendship and g Olive, "Malaga, Iodine, Colorless @1 50 ) Water, 26 deg. -. 10 @ 1 green 275@3 00 |] Cl nas made from soda, starch, flour or any _ service. Water, 18 dee. .. $4@ 13 Goce Sweet 400@47% —. DO Cee ee @l3 : Water, 14 deg. -- 64%@ 12 Oyiganum, pure eis Mino (ia AC Cornenets ara ae g 36 «Origanum, com’! 1 00@1 20 Myrrh ----------- @2 50 rue dale a : s0O8 = Nux Vomica __-- @1 55 eppermint ____ : Balsams Rose, pure ___10 soq@ig 90 CRfUm ——-------- @3 50 Cepaiba —______ 60@1 00 Rosemary Flows 1 25@1 50 Opium, Camp. -- @ 85 Pe oo i. 2 ae - eataces, E. ‘ena Opium, Deodorz’d @3 50 ir regon BPE GO Eo 2 a USKEGON Pera 2 3 00@3 25 eee true 2 75@3 00 Rhubarb -----.--- @1 70 HIGAN Dol 2 3 00@3 25 Sassafras, arti’l] 1 00@1 25 Spearmint —_..__ 4 00@4 25 Paint M k Barks Sperm Lo ee 1 80@2 05 = a aa 64 To 6 00@6 25 _.. : os akes oo ees be & Tuer ag & lant na a — MRO Sassafras (pw. 50c) @ 45 Turpentine, bbl. @114 head, white dry 14%@15% Coo Soap Cut (powd.) eomente. less 1 22@1 35 Lead, white oil. 144%@154 25 intergreen, 30¢ ~------------ “o> 00@6 25 Ochre, yellow bbl. @ 2 hocolates Berries Wintergreen, sweet Ochre, yellow less 24@ 6 @Gubeb 2 @1 25 we —— ; 3 Soot o Red Venet’n Am. 3%@ 7 ee ge 2@ 2 intergreen, art__ : Vb 2s gg aE 7@ 15 Wormseed -_--_ 9 00@9 25 Red Venet’n Eng. 4@ 8 Prickly Ash ___--- @ 30 Wormwood __-_ 9 00@9 25 Putty ----------- 5@ 8 Whiting, bbl .... @ 4% Extracts Potassi Whiting 5%@ 10 LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LLL LSS Wicorice 2 60@ 65 otassium i. HP. Peep. 2 Mea 0 N N Eleusica powd. _._ T7@ % picarhonate _____ 35@ 40 Rogers Prep. -_ 2 80@3 00 N N Biehromate -____ 15@ 25 N N Flowers hands 47@ 60 : N ! Apies 25@ 30 Carbonate ___-__ 30@ 35 Miscellaneous N N Chamomile (Ger.) ae 40 Chlorate, gran’d 23@ 30 : : : N N Chamomile Rom. _-._ 175 Chlorate, powd. : Acetanalid —__.__ 47%@ 58 N N or Xtal 16@ 25 Alum ....0 08 12 N N Gum Cyanide ------__- 30@ 50 Alum. powd. and N N Moacia, Ist 2.2. 50@ 655 Tedide 4 61@4 84 ground @ 15 N N Acacia, 2nd ------ 45@ 50 Permanganate __ 30@ 40 Bismuth, Subni- N N Acacia, Sorts --_ 22@ 30 Prussiate, yellow 65@ 75 trate --_---__ 3 85@4 00 N N Acacia, Powdered 35@ 40 Prussiate, red -- @100 Borax xtal or N N Aloes (Barb Pow) 25@ 35 Sulphate -------- 35@ 40 powdered _._.. 07@ 13 N N Aloes (Cape Pow) 25@ 35 Cantharades, po. : 00@3 00 N N Aloes (Soc. Pow.) 65@ 70 €alomel — 1 76@1 96 N N Asafoetida —.-._— 65@_ 75 Roots Capsicum, pow’d 48@ 55 N N Pee. 25 1 00@1 25 Carmine _.__.____ 6 00@6 60 N N Gampnhor —.- 1 20@1 3 Albaget. . 6 25@ 30 Cassia Buds _-_.. 25@ 30 N N Guaise o2) . @ 60 Blood, powdered. 35@ 40 Cloves .._____ 50@ 55 N N Guaiac, pow'd -- 75 Calamus -----__. 35@ 60 Chalk Prepared. 14@ 16 N Ni Kino = @ 85 HElecampane, pwd 25@ 30 Choloroform ____-- 57 @67 N N Kino, powdered__ @ x qo pow. -- 20@ 30 Chloral Fiysrate, a, ae 25 Ny N Wevrriky @ xyinger, African, Z @Cacaine 60@12 N AN IRRESISTIBLE 10c BAR N oak powdered @ 90 _ powdered _.-. 29@ 30 Cocoa Butter __ 55 N LET US INCLUDE A BOX OR TWO IN YOUR NEXT ORDER QV Opium, powd. 13 70@13 92 Ginger, Jamaica 60@ 65 Corks, list, less 101050% N N Opium, gran. 138 70@13 92 ringer, Jamaica, : @Canneras 2 10 N NATIONAL CANDY CO. INC. N Shellac = ; coi “ é hewaesed ae i. . a ones: aaee : “ae, a N i ichi N Shellac Bleached roildenseal, POW. o OV@o0 ¥ orrosive Sublm N PUTNAM FACTORY, Grand Rapids, Michigan i Sak ow. @175 Ipecac, powd. -- _@3 75 Cream Tartar -... 33@ 40 N LLL TITTLE Tragacanth -._- 1 75@2 25 Licorice -.----__- 35@ 40 Cuttle bone -.---- 40@ 50 WLLL LLL LLL LLL LLL M oeancntae @ 25 Licorice, powd. “a 6 4. lO 5@ 13 Orris, powdered 30@ 40 Dover’s Powder 3 50@4 00 Insecticides Poke, powdered 30@ 385 Emery, All Nos. 10@ 15 a i : S Avsenic 2.0 20 @ 30 Rhubarb, powd. 85@1 00 fmery, Powdered 8@ 10 “Mi h 99 M S Blue Vitriol, bbl. @ 07 Rosinwood, powd. @ 40 Epsom Salts, bbls. @ 3 1C igan oney aving Blue Vitriol, less 84@ 15 Sarsaparilla, Hond. _ Epsom Salts, less 3%@_ 10 Bordeaux Mix Dry 14@ 29 Sround —-_______ @1 00 fergot, powdered -. @1 50 . Hellebore, White Sarsaparilla Mexican, Flake, White -.___ 15@ 20 IC h R t powdered __---- 20@ 3 wae _@ 60 Formaldehyde, Ib 15%@ 30 as egis ers Insect Powder -. 70@ 90 Squills -----.---. 35@ 40 Gelatine —_-_---_ 25@1 50 Lead Arsenate Po. 26@ 35 sae owe oe 70 Glassware, less ee ‘asl : i and Sulphur umeric, powd. ‘@ 49 Glassware, full case 7 “Michigan” No. 7 Detail Adder for Small ee a a Son P oak ve ee ol ee oar, Stores, Cigar Counters, oe eae Wa Grosn 33@ 48 Glauber Salts less o@ i 19 etc. Height 21 in, Width 9% in., Glue, Brown __.. 21@ Depth 17 in. Nickel Finish, 2 Keyboard — neares s ines Seeds Glue, ents og 20 Arrangements. See below “RP” and “E.” eusia powdercd @175 Anise @ 38 Glue. white gerd. 25@ 35 PRICE $40.00 EACH Sage, Bulk ------ - a a powdered = 35@ = Glycerine ------ a “ : : Sage, %4 loose --_ G@ 0 ird, 1s ----_----- o@ DS Hops 2 You see them all over the State. A ae. powdered__ : @ 35 canary a <2 _ lodine 6 soge 1 i i ice. Senna, Alex. ---- 75@ 8 ‘araway, Po. . lodoform _.____ % 5 good Register at the Right Price. as Se. ie is Cardamon 24 Co CL No. 7 Key Arrangement. Senna, Tinn. pow. 25@ 35 Celery, powd. .45 .35@ 40 Lycopodium __--_- 60@ 75 Two Styles a Gee 20@ 25 Coriander pow. Gee ne SS ws @ 80 oO ; = eo ag z Mace, powdered he e ichi .7, Key A ements Oils ennel -. 3. Menthol _..._ 18 00 0 Se ee Almonds, Bitter Wee 07%@ 12 Morphine -.-. 10 33@11 60 60) @0) @o) (10) (10) 60) (is) ) (2) cee 7 50@7 75 Flax, ground ___ 07%@ 12 Nux Vomica _... @ 30 Anos Bitter, Foenugreek pow. 15@ 25 WNux Vomica, pow. 17@ 25 Gs) ©) artificial _----- 4 00@4 25 Hemp ----------- 8@ 15 Pepper black pow. 32@ 35 © a Almonds, Sweet, Lobelia, powd. -- @125 Pepper, White -. 40@ 45 No. 7 Keyboard “"F”’ No. 7 Keyboard ““E” true ------------ 80@1 20 Mustard, yellow__ = aa Pitch, Burgundry 10@ 15 : 1.00 Almonds, Sweet, Mustard, black -. 15@ @uassia 12@ 15 Registers Amounts from Ic to 50c or 5c to $1. imitation —---- 60@1 00 ROORY . 4. cence 22 25 Guin 72@1 33 Amber, crude -- 1 50@1 75 Quince --------- 1 75@2 00 Rochelle Salts __ 28@ 35 Amber, rectified 2 00@2 25 Rape moore nino 5@ 20 Saccharine —---.. @ 30 USE THIS ORDER Wise 1 00@1 25 Sabadilla Sa 23@ 30 Salt Peter ___ 11@ 22 Bergamont ----- ‘ oe < saga ee Wag 15 Seidlitz Mixture s0@ 40 oo i on Be Cajeput -------- t Form, meric Soap, green --.. 3 Gentlemen—Please ship me at ce by Cae 4 eet = Worm, Levant ---- @5 00 Soap mott cast. 2k@ 25 - ister. @acter 75@2 Soap, white castile TEE ny New 7 Coen hee Cedar Leaf ---- 1 75@2 00 : lee 11 50 Keyboard Arrangement No._------------- Citronella ------ 1 50@1 75 Tinctures Soap, white castile @leves 22. 3 75@4 00 : less, per bar 25 Cocoanut ------- 25@ 35 Adams Sen Sen Beeman’s Pepsin Bepermut 70 eee 65 Doublemint Juicy Fruit 6 Peppermint, Wrigleys__ Spearmint, Wrigleys —. Wrigley’s P-K Zeno Teabensy Fils rc Se ce AC CHOCOLATE. Baker, Caracas, %S — Baker, Baker, Baker, Premium, \4s Baker, Premium, ¥%s — Hersheys, Premium, bs Hersheys, Premium, %s 36 Premium, % 31 ys 34 Vienna Sweet, 24s -.. 2 10 Runkle, Runkle, Premium, No. 10 _.7 50@16 1 vU@1 Okra, No. Z, whole — z No. 2, cut _.2. i Choice * __ . Fine, French 25 No. 3 1 35@1 50 No. 10 4 50@5d 60 each 12@14 ach ow. 2 Lilly Valley, 14 oz. _. 2 60 £4 BE. nance a Caracas, %48 .. Premium, 8S -. COCOA. Baker's +48 22000 40 Bakers 48 2. 36 Bunte, . 8. .......-.--- 43 Bunte, Z ib: 2 35 Bunte, th. 22 32 Droste’s Datel 1 ib. 3 00 Droste’s Dutch, % lb. 4 75 Droste’s Dutch, %& Ib. 2 00 Hersheys, 2 See 33 Hersheys, Bo 28 Fiver 36 Lowney, 458 —...._..__-- 40 Lowney, oe oe 40 Lowney, %45 ——...__.-- 38 a a 5 ib. cans. —... 31 outen, Ys ._.... 75 von Houten, %s ------ 75 COCOANUT. %s, 5 lb. case Dunham 42 4s, 5 lb. case %s & Ys 15 lb. case__ 41 Bulk, barrels shredded 24 48 2 oz. pkgs., per case 4 15 48 4 oz. pkgs., per case 7 00 CLOTHES LINE. . Hemp, 60 ff ..0 00 Twisted Cotton, 50 ft. 1 75 Braided, 50 ft. ..--_._ 2 75 pasp Gord _-.2 3 50 HUME GROCER Co. ROASTERS MUSKEGON, MICH conre uoeeree Rio 2 wanton. = Hon Maracaibo: 33 Guatemala 2 34% Java and Mocha -____. 41 BorOta 34% Peaverry 2 27 McLaughlin’s Kept-Fresh Vacuum packed. Always fresh. Complete line of high-grade bulk coffees. W. F. McLaughlin & Co., Chicago Coffee Extracts MY... per 100 = 12 Frank’s 50 pkgs. ___. 4 25 Hummel’s 50 1 lb. __ 10% CONDENSED MILK aric, 4 doz. 9 00 Leader, 4 doz. ~.-_.__ 7 00 MILK COMPOUND Hebe, Tall, 4 doz. _. 4 50 Hebe, Baby, 8 doz. __ 4 40 Carolene, Tall, 4 doz. 4 00 Carolene, Baby eee 3 50 EVAPORATED MILK Quaker, Tall, 4 doz. __ 4.90 Quaker, Baby, 8 doz. 4 80 Quaker Gallon, % doz. 4 70 Blue Grass, Tall, 48 6 09 Blue Grass, Baby, 72 3 75 Carnation, Tall, 4 doz. 5 25 Carnation, Baby, 8 dz. 5 15 Every Day, Tall ____ 5 25 Every Day, Baby -___ 4 00 Goshen, Tall ......___ 5 00 Pet, a 5 25 Pet, Baby, 8 oz. _.-. 5 15 Borden’s, Tall --.-... 5 25 Borden’s, Baby -_.._. 5 15 Van Camp, Tall ____ 5 25 Van Camp, Baby -__.. 3 956 CIGARS Lewellyn & Co. Brands Garcia Master Cafe, 1008 37 50 Swift Wolverine, 50s ____ 130 00 Supreme, 50s _______ 110 00 Bostonian, 50s _____ 95 00 Perfecto, 50s. 2... 95 00 Biunts, 606 - 75 00 Cabinet, 50s: 73 00 Tilford Cigars Clubhouse, 50s __..__ 110 00 Perfecto, 50s —.._.._ 95 00 Tuxedo, 50s ___.-_— 75 00 Tilcrest, 50s ---.-... 35 00 Worden Grocer Co. Brands Henry George Harvester Kiddies -- Harvester Record B._.75 00 Harvester Delmonico 75 00 Harvester Perfecto-- 95 00 Websteretts -—------- 37 50 Webster Savoy ---. 75 00 Webster Plaza ----.. 95 00 Webster Belmont_—-110 00 Webster St. Reges_.125 00 Starlight Rouse —-_-- 90 00 Starlight P-Club -_ 150 00 La Azora Agreement 58 00 La Azora Washington 75 00 Little Valentine --.. 37 60 Valentine Victory -- 75 00 Valentine DeLux -. 95 00 Valentine Imperial —_ 95 00 Tiona 2 30.00 Clint: Bord 2. 35 00 Picadura Pals Qualitiy First Stogie 18 50 Vanden Berge Brands Chas. the Highth, 50s 75 00 Whale-Back -...50s 58 00 Blackstone ~-.---- 50s 95 00 El Producto Boquet. 75 00 El Producto, fPuri- tano-Finos --_-.-_. 92 00 CONFECTIONERY Stick Candy — Standard 20 Jumbo Wrapped Pure Sugar Stick 600s i 95 Big Stick, 20 lb. case 21 Mixed Candy Kindergarten ----... 19 eager: 2 as x L Of 22 15 French Creams —._... 20 Cameo (2.52 22 Grocers 222 a Fancy Chocolates 5 lb. Boxes Bittersweets, Ass’ted 1 75 Choc Marshmallow Dp 1 75 Milk Chocolate A A. 2 00 Nibble Sticks ~~... 2 00 Primrose Choc. ...... 1 36 No. 12 Choc., Dark .1 75 No. 12 Choc., Light .~ 1 85 Chocolate Nut Rolls — 1 90 Gum Drops _s Pails ARING 20 ay Orange Gums —------.. 17 Challenge Gums __-... 14 Favorite —...... See Superior 220 Bi Lozenges. Pails A. A. Pep. Lozenges 20 A. A. Pink Lozenges 20 A. A. Choc. Lozenges 20 Motto Hearts -.. 21 Malted Milk Lozenges 23 Hard Goods. Pails Lemon Drops -.-.. 20 O. F. Horehound dps. 20 Anise Squares — Peanut Squares -._. 22 Horehound Tablets -. 20 Cough Drops Bxs. Putiam's 2.2002 1 30 Smith Bros, 2... 1 50 Package Goods Creamery Marshmallows 4 oz. pkg., 12s, cart. 1 05 4 oz. pkg., 48s, case 4 00 Specialties. Wainut Fudge —_.... 24 Pineapple Fudge ______ 22 italian Bon Bons ____ 20 Atlantic Cream Mints 32 Silver King M. Mallows 32 Hello, Hiram, 24s _.__ 1 50 Walnut Sundae, 24, 5c 85 Neapolitan, 24, 5e¢ .... 85 Yankee Jack, 24, 5c .. 85 Gladiator, 24, 10¢ coun & OO Mich. Sugar ‘Ca., 24, 5c 85 Pal O Mine, 24, be caue Se Scaramouche, '24- 10c 1 60 COUPON BOOKS 50 Economic grade .. 2 50 100 Economic grade __ 4.50 500 Economic grade 20 00 1,000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly print front cover is furnished without charge. CREAM OF TARTAR 6 2b. boxes 222 35 DRIED FRUITS Apples Evap. Choice, bulk ____ 16 Apricots Evaporated, Choice ____ 18 Evaporated, Fancy ____ 22 Evaporated Slabs ______ 14 Citron a0. 16. Dok 2 48 Currants Package, 15 oz. _._.._ 1 Boxes, Bulk, per Ib. _ 17 Greek, Bulk, Ib. -... 15% February 27, 1924 Peaches Evap. Choice, unp. __.. 12 Hvap., Ex. Fancy, P. P. 18 Peel Lemon, American ____ 25 Orange, American. ____ 26 Raisins Seeted, Bulk 2202). 10% Seeded, bulk Calif.__ 09% Seedless, 15 oz. pkg. 12 Seedless, Thompson __ 11 Seeded, 15 oz. pkg. __ 12 California Sulanas __ 09% California Prunes 90-100, 25 lb. boxes _.@08 80-90, 25 lb. boxes _.@09 70@80, 25 lb. boxes __.@10% 60@70, 25 lb. boxes __@11¥, 50-60, 25 Ib. boxes _.@12% 40-50, 25 lb, boxes _.@14 30-40, 25 lb. boxes __@17% FARINACEOUS GOODS Beans Med. Hand Picked __ _* Cal. Limas Brown, Swedish —___ 0s Read Kidney — Farina 24 packapes 9 = 2 25 Bulk, per 100 lbs. __ 05% Hominy Pearl, 100 lb. sack __ 2 75 Macaronl Domestic, 20 lb. box 08 Armours, 2 doz,, 8 oz. 1 80 Fould’s, 2 doz., 8 oz. 1 80 Quaker, 2 doz. ~_._ 1 80 Pearl Bariey Chester 2 oo 4 25 00 and :0000 —= 6 00 Barley Grits =. 05 Peas ecoteh, 1b) es 7% Split, lb. yellow -____. 08 Sago Mast IMdig 22 12 Taploca : Pearl, 100 lb. sacks __ 12 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant __ 3 50 FLAVORING EXTRACTS Doz. Vanilla 1 20 __. % ounce __ 1 65 165 _..1% ounce __ 2 20 275 _-.2% ounce __ 3 60 240 22 ounce .. 5 30 450 ___4 ounce .. 6 00 11 8 ounee ._ 10 40 15 00 -.-16 ounce __ 20 00 29 00 __.32 ounce __ 37 40 Arctic Flavorings Vanilla or Lemon 1 oz. Parnel, doz. 2 oz. Flat, doz. 236 02, JO. 2 2 25° 3 oz. Taper, 40 bot. for 6 75 Smith’s Flavorings 2 Of. Wanillg 22) 2 2 00 2 02:; Lemon 2 40 4027: Vania 2: 3 50 Jiffy Punch = doz. Carton (2. 2 25 Assorted flavors. FRUIT JARS Mason, pts., per gross 7 80 Mason, ats., per gross 9 10 Mason, % gal., gross 12 10 Ideal Glass Top, pts. 9 20 Ideal Glass Top, qts. 11 00 Ideal Glass Top, % Salon 15 70 GELATINE Jelle-O, 3 doz. _-.... 3 45 Knox’s Sparkling, doz. 2 25 Knox’s Acidu’d, doz. : 25 Minute, 3 doz... 4 05 Plymouth, White __-- : 55 Quaker, 3 doz. ~__-_ 70 HORSE RADISH Per doz, 5 02. (22 =. 15 JELLY AND PRESERVES Pure, 30 Ib. pails __.. 4 00 Imitation, 30 Ib. pails 1 90 Pure 7 oz. Asst., doz. 1 20 Buckeye, 22 oz., doz. 2 10 ° a Fe ebruary 27, 192 4 JE 8 oz LLY G +, per Po iechais OLEO oo B M MA : el Ca Ic K RG oz. r-M H ene Rea Gas 24 ee doz. af goo IGAN T Good Le 1 Ib. Brands. y 2 Ib. Sa oo sm RADE a 8 Sy oo 5 14 Ib. oe oo — Zane more Meats SMAN Gilt Bake, a aoe 25 Ib. Lone in crate ee Jo Te te L , 2 --— . ai i eae rie } _ = Pelicia, 1 : og ea abe 25% = Ib. a oe ene jee beef 21@ 26 Worcester cia ae 5 cH eget rnia Hams 3 : a a a TROLEUM PRODU aan Boiled BO 1 Rub No Mor ie ae P D iam a Spotless C ©; som Nut t Brands. 1% por cuon Iron ave Boiled -H cae 3 0 ess Cleans 18 Lg. 4 25 2 mcg? County boll “y oo oa arrels inced a ao Gant piuah i er, 48, 9 wear since roll. 27 Gas Wagon 5 eats ae Du au Sapotio, "do aes Med Plc tiene soy em : a fe Medi rload he gaia veh Gasoline ar ae oe Snowboy, eer’ bi. 3 is Choice. Peace Atlanti Cylind phtha 93.6 Dp, new __ *o3 00@2 Peace a: 10 6 40 mo eae 30@35 Wint ic Red a ae eines | 23 00 4 00 peedee, 24 a cai i Sigg nn 41@58 er Black — 212 conten’ oa Meat @24 00 Sunbrite, ‘i= es 4 80 1 Ib. Nibte aos 62@70 @olarine soe a ee is tings Wart ass me tea] ee A G arine =i = nega note See tS ti ' a oe ee sete ana ae Basia) 1 ent = ron Barrels “a a 4 i Cassia. Zanzibar ses 38@40 ucoa, 2 Ib. Medium — ee : oe 1 o Cassia, apa @40 Pekoe, rm Ceylon i ol ia 25% fpecia es Kits, 15 — | Ginger, se "pis., dox. (40 nedintm eee ATCHES — Eade heavy ee % bbls., ae we ao on a English ---- 52 Searenlig 144 box __ Pransmission 2 66.2 ioe 80 tee. =] i Mixed ee eas G20 Cana a ae one Daa a i. aa ha gpd pe 3. ------ 3 e Mixed, No. 1 —— @75 Congou, Medium Red Pianeaa: Me tea | 00 ee cans. doz. B92 Ghee ce ees Be 4010 a) Nataces rye0” doz. O45 | Fancy 7 Beds nd, S 5! Pa vax, 10 s, doz. 1. Sheep, ¢ oP! set_. 25 026 3bls. 60-5 sks. SO eeeS: )-30 __- : Medi --- 42@4: Quak Safety . bx 6 00 Parorac. 40,1 7 eas eels Lz 25@i0 aa he ais 6 40 nepues. a ns o% eae “=e : — oe wax, 20, 1 Ib. co Ban RIC 15@2 00 Heth i ae sks. 5 55 Pure G Ss -- @40 ee Non MINCE ease 4 75 : im 0 8a Blue. Head E yess 280 oo 605 ao ed i 8 @15 se. UU oan 36 ose Ln oe ee 5 OE oe es oe i 7 e Lin ey ne Sutter ee Ae a, ZAibar --- W@ N Gitker oe. eee 3 i ceiuea Ms gd cen, Gran cotton, 2 HE » wet 2.3 50 steel Cut D OAT a, INO: 1 Me b. biks. 23 £96 Mustart African @25 Wo mS y cone MOLASSES Ib. 22 Paley eo Ib. iS Fegumseh 70 yee 52 Mace - ----- @33 om, © oe a balls _. 55 Z pooped 18 Foes Fam. , ie a 0-Ib. farm 2 75 ro enang - es 28 ‘ cada: Nees = ake : 475 Cases, Ivory, 24 » ae ci ae _ es 4 =m Mothers iis Famiy N 2 Bags 25 Ib No. 1 meat we Eepber, Whit @80 White W on Sever Flake. MPa § 75 OB: zs 25 Ib vo. 1 me 2 35 epper, ite - @ig Whi : he 30 aeain 9 oT ae es 2 aac Ib. Cloth ay 36 Paprika Cayenne ___- @29 aa ee a0 are a Sacks, 90 ad Jute g@. 1 45 ek Se’ 1 Sloth dui 40 , Spanish —. @ag and Vinege grain 17 — SALERATUS 3 10 NonIb. sacks 10 eae wo oe kee anes Pickle and H US 2 ‘ eler er, 15 Bl TATA A Ss am Ss y Salt Se slue R pple C exe SAL S mer .. 3 75 a6 ou ee Son 6: 1 35 arta aoe 2 25 aa oe Am. F oe Garlic Salt oe NO chasse f Pickling a : n Salt ----------- . Gaur 100 Ibs. cs zs Bxport, 120" 100 bo Ponelty, 3% oz. oe 1 35 ~ iin 20 Semda package F 36 2h s 2 25 lake W box . © 6 00 cakes. 8 0 aoe - sg % Spli a a 5 MP aa he Os 52 Bz teen 4 2? ed, 10 Ib. boxes __ 1 a Williams i oe 8 00 iger, 50 a aa ee -- 9 35 une eat Ce 1 40 sc gigs an cpr 32 abbitt’s 2 To — ba ae Moccin: -- 28 " P se va oe 50 COR s —_-__ : 2 ee ph ape a : 60 ola a extra OF os 00 ng r Z. N oe 5 Mec ee we FRESH MEATS 275 T 109 Ibs. —-— octor & G - wc ae a @ 60 Dove, 24, Big To geen oe ga Sip es hee ee amble. alaber ey ee 0 Dove, , 2% lb Wh T,. 5 60 G p Steers ubs, 60 fney f I ry, 100 Ss, asso 3 rel, 10 ., each a oe Gone: Steer "e ‘eit. 13g19 _™ bbls at 24 50 Byers, 100 Pi ice oC ant. cel ouch oS Dove. 6. 2% Ib ack 4 30 ed. Stee Heif. 1 19 ed. F ite Bish 5 75 ory, 50, on 6 50 . ner oak 55 oe EEE . Black 3 9 Con. Ecc & Heif. 6@17 ancy, 100 " Ivory So: “anc te Ne 1 oe ee --- 16 tto, 2 . Blue L 3 90 eers & H 1 12@13 2 SHOE ib of Ivor cap Flks., 100s No. , Star ses. eg 48 Gan oe ay "BLACKENING - y Soap Fike, 50s 4 00 No. i) Star cartier — 5 00 Ss. : so . Z Co , doz. . -» 50841 No. 2, r Eg ag cree. bso So emacnat ee 12 Dri-foot,, doz. a : 35 0 _ Eee a 4 = So eS ES i oe CLEAN Troja op St ys 9 00 as fe ia ce oe 09 a eC SERS GOLDEN-C Blips. spring sain ilberts, Lees a ee Peo mat ea ga us oe 35 : ~CRYSTALWH Eclipse patent spring Peanuts, ao eee Good BERETS io — cnn oie ak Se tcaar hon 2 00 emia, oo raw 093 oe a eS Black Si Loe! gil 12 a — Syru 12 02. Cot. ‘ hold 2 00 Poe oe 09% Good anno nnnn o ai Silk Liquid, dz. i 12, & Ib, cans —————— ~ cot. Mop Heads 1 25 Pecan s, Jumb , raw 13 Medi ot fs ae amalin aste ‘a . 40 24. 1 b. eee 3 . Mop H s 2 56 f s, Oo, 4] * ed ----- En : elk OZ. [my 7 1 Ss -- 9 10 1 eads — ‘oo. ee Medium -------------- < = 7 te rica - i pines oe ee 3 20 i ae Gabon ee alnuts im a a 22 Radiu uid, ; az. 1 6.2 al Whi —- 220 . €alva izeq __ | its, California —- ce Geee Z “aac. 16 Rising ‘Sun, peal doz. 1 a 12, : a cans ite Syrup 12 aE Galvanized eee 2 a cy, N nuts. - ao 354 Stov , = 24° 21% | eane 5 10 Mlaring ed _-.. 2 Jumbo -- o. 1 ______ Poor eae Sees 12 at re Pe doz. 1 s o4. a lb. an ee 3 40 12 at Tin D: Gal. Ir. 3 00 ------- - 18 oe 10 aoe No 6 i da 2 a 3 2 cu . qt. Tin Dairy se A Sh a Heavy So S anol, N . 6, doz. 95 enick es 3 79 aie 50 Poeee. 7 Heavy hogs. tovell, ‘per dom doz, 133 6, 10 Ib. Manie-t tke CM Mouse, Traps, a OM oo Spanish, _ eo fae hogs Poe ee ee ae 3 00 24, 5, cans = "a i Mouse, wood, 4 holes _. 60 ert: sche ‘ight hogs --------—-- : 24, 2% lb. cans ——__ 7% & . tie 6 a Pecans: ee — ieee Lice . : ae Cabin 2 i . - » 1% Ib. a ; - oe wooed 5 hoe a cans aoa . oO Se eee pene - 7 + : ST Bea canes, ——?. ie oO Hams ~~ an 12 -_— he - sean ia 90 Blue Maco. ove =a 4 Uo Mouse auoine ee : 00 oS so. eee jos aaa 10 rmer Sp 0 Ib. bg. 80 2 do o. 1 eee 0c. Bulk OLIVE N ag Pa Spe b. bg. B ae %, hav T nS Bulk, 4 gal. om - tbs a----------= bn Poeoe Meat, 10 tb. = 80 ce Blue Karo, No. 5. 1 dz. 2 25 Mediu Galeanie ” Bulk. 5 gal. keg ___- 3 50 idilae 05 the Wo. for ice pa 63 can cases, $4.8 UY — No. 1 dz. 3 15 Sm: all i, oe GA Quart, ee keg eee 5 0 00 B VISIONS Becks a se 80 per cas Red ac a ° 4G, oo J @ 50 gee Sars, dosen -- 6 e c~ perce Pork ao Salt, ab es 95 Gn ase doz o, No. 1%, 2 995 Banner ->_--——— Dr. Lazybones in Evidence at Los Angeles. Honolulu, Feb. 7—The run of seven days from Balboa to Los Angeles was smooth and pleasant, arriving at San Pedro outer harbor at 8 a. m. We were delayed by the non-arrival of the doctor for two hours. The Los Angeles ‘Chamber of Commerce might furnish the doctor an early breakfast when 600 people arrive for a day’s stopover. It would give the travelers two hours more to drive around and be appreciated much more than the oranges and flowers they were kind enough to present us on arrival. The weather was on its good be- havior and everybody came back to the boat in love with the climate. The Chamber of Commerce were happy be- cause they did not have to apologize and tell us the weather was unusual. They have spent twenty-five millions on the harbor and the tremendous amount of work they have done shows they have had a good run for their money. From the number of ships loading and unloading they must be pleased with the result. Boats were unloading from Australia and from South American ports and there were any number of lumber and oil boats. We left at midnight. Clark gave us all a fine auto ride and dinner at the New Biltmore, which is the pride of Los Angeles and is the latest and finest thing in hotel construction. We steamed Southwest for 2,200 miles, a six day’s run to Honolulu. The Pa- cific was on its good behavior and was as calm as Reed’s Lake on a June day and all on board were well and happy. Arriving at Diamond Head at 6 a. m. the doctor was more considerate than the doctor “lazybones” at Los Angeles and came out promptly and we landed at 8 o’clock. Honolulu ha; improve:l and grown since I was here some years ago and seems busy and pros- perous and I am impressed with the February 27, 1924 fact that a Clark trip of this kind ‘s the ideal trip for people who have never traveled, for can you imagine Grandpa and Grandma making a trip alone having had no experience in traveling, stopping off here and hiri: a seven passenger car and taking a drive out to Pali, Bishop Museum, Kapiolani Park, up Round Top and over Tantalus, with a stop off at one of the most wonderful aquariums in the world. Then for lunch at the Moana Hotel, at Waikiki Beach (a lunch that would cost $2.50 per plate) then dinner at Young’s Hotel costing them another $2.50 each, yet that is what Clark did for all his passengers. Nothing cheap about it. Everything arranged. . All you have to do is to remember the number of the car which takes you, so you can take it at every stop off. Honolulu has a fine Y. M. C. A. and a good Y. W. C. A. and good publi schools. We _ noticed one of bungalow type of small recitation rooms around a square, with the ad- ministration building in the center Every recitation class has a_ littl bungalow of its own. Honolulu is getting to be more of a Winter resort every year. The thermometer hovers around 75 most of the year, getting up to 85 and down sometimes to 55. I_noticed th~ stock market and think there were some twelve different sugar companies, to say nothing of pineapple stock com- panies and sugar refineries on the board for sale or purchase. To show what a fixed determination to achieve will do. They tell of a man here who for ten or twelve years tried to raise and can pineapples with little success on account of different bugs and diseases, but he finally overcame these handicaps and his pineapple com- pany last year, after paying income tax and other taxes, paid 18 per cent. on its capital stock and carried $3,000.- 000 to surplus. If at first you don't succeed, try, try again. There are 12,000 autos in the city and our driver said parking down town was getting to be a serious problem. So Grand Rapids is not the only cit” that has to worry over its traffic laws One of the sights o» the dock ‘s the vendors of floral necklaces in all colors and the first proper thing O- landing is to buy two or three for the ladies to wear—yellows, reds and lavenders until the party looked like an old fashioned garden in the height of its bloom. Some of ow: party are so in love with the climate. the city and the views that they sav they are sorry they are going ary farther: but me for new sights. C. Follmer —_222s—___ The Absence of Speculation. A feature of the situation in textiles and allied lines is the absence of specu- lation. Where it is apt to crop up 12 garment manufacturers’ ranks, strons advice is promptly given against it. The condition contrasts sharply wit" that of last year at this time. Back of it are three things. Foremost is hel! to be the lack of confidence in presert prices on the part of retail merchants. They are forced to this by the attitude of consumers who want value for their money which, in the case of apparel, they are making go as far as possible. Apart from these two considerable factors is the general textile uncer- tainty. If, for some cause not evident now, there should be a spurt in buying it is pointed out, the lack of confidence in prices would be eliminated entirely and stages of early inflation entered into. —————_>+. The greatest of all joys is finding something that can’t be done, and then doing it. ° February 27, 1924 The Boy Scout movement has just celebrated its fourteenth birthday. Its growth in the United States has been remarkable. There are nearly half a million boys enrolled at present and the number is increasing—it would in- crease even more rapidly if sufficient leaders could be found, for every- where there is a shortage of scout masters. The movement has suceeded because it is properly grounded in the psychology of boyhood; it converts the gang spirit into something useful. There are still some eight million boys of Scout age who have not felt the benefits of the movement princi- pally because of the lack of leaders. —_-+-+-> + __ Hides, Pelts and Furs. Hides. Green. NG. Eo 06 Green. NO. 2 ee Op. 4 Cured: NO. Fe 07 Cured; (NO. 2) 6 ee ee 06 Calfskin. ‘Green No. bo. . pes - Calfskin, Green, No::2)) 2 22 11 @alfiskin, “Cured, -Nov 122) 5) 2) i Calfskin, Cured; No. 2 220 11% Horse, No: jo oo se 56 Hlorse, NO. 2 ees 2 50 Peilts. Old Wool. ee 1 00@2 00 eampSs 220 ee 75@1 25 Shearlmes 2200 50@1 00 Tallow. Prime 06 No. 1 05 No. 2 04 Wool. Unwashed, medium 2.) @40 inwashned, rejects 622.0000 @30 Boawashed, fine 002 @40 WM. D. BATT FURS Hides, Wool and Tallow 28-39 Louis St. Grand Rapids, Michigan MICHIGAN TRADESMAN ‘BUSINESS WANTS DEPARTMENT If you are going to make an ad- justment of a customer’s claim, make it quickly and cheerfully and get cred- it for it. To haggle is to disgust the honest customer. Nodce of Chattel Mortgage Sale Default having been made in the con- ditions of a certain Trust Chattel Mort- gage, made and executed by The Ideal Clothing Company, a, corporation, of Grand Rapids, Michigan, to A. D. Crim- mins, of xrand Rapids, Michigan, as trustee for all of the creditors of said mortgagor, dated the 21st day of Febru- ary, A. D. 1924, and filed in the office of the City Clerk of the City of Grand Rapids, Kent County, Michigan, on the 21st day of February, A. D. 1924. Notice is hereby given that by virtue of the power of sale contained in said mortgage I have taken possession of and will sell at public auction to the highest bidder, on Monday the third day of March, A. D. 1924, at 10 o’clock in the forenoon, at the office and factory of said, The Ideal Clothing Company, Nos. 158-164 Louis Street, N. W., in the City of Grand Rapids, Michigan, the property covered by and described in said mort- gage as follows: All of the property of every name, kind, nature and description belonging to said mortgagor, consisting principally of ma- chinery, tools, factory equipment, factory and office furniture, safes, machines and office supplies, cloths, threads, buttons and other supplies, overalls and other clothing, manufactured and in process of manufacture, all notes and accounts re- ceivable and other evidences of indebted- ness, and all other property used by said mortgagor in and about its overall manufacturing business. Dated at Grand Rapids, Michigan, Feb- ruary 25th, A. D. 1924. A. BD. CRIMMINS, Trustee, Mortgagee. CHOCOLATES PN ts Made in Grand Rapids for 35 Years or township clerk. is as follows: TITLE RETAINING NOTES Under a recent decision of the Michigan Supreme Court, title notes are not valid unless recorded with the city, village This means that they must embody affidavits setting forth the conditions under which the notes are uttered. We have had our attorney prepare proper drafts of notes covering this requirement and can furnish same in any quantity desired on short notice. Wee 1 TRADESMAN COMPANY GRAND RAPIDS pe $6.75 Son eal renee $8.25 Our price for these notes 31 Advertisements inserted under this head for five cents a word the first insertion and four cents a word for each subsequent continuous Insertion. If set in capital letters, double price. display advertisements in this department, $3 per inch. No charge fess than 50 cents. Small Payment with order is required, as amounts are too small to open accounts, For Sale—A flourishing dry goods and grocery business located on one of Grand tapid’s best business streets. Also build- ings and real estate, including house, store, and large barn. Good reason for selling. Must be seen to be appreciated. Address No. 490, c/o Michigan Trades- man. 490 _FOR SALE—Hotel Traverse, Traverse City, Michigan. Reasonable lease. For particulars, write First National Bank, Traverse City, Mich. 491 FOR SALE—Clean dry goods and gro- cery stock and fixtures. Corner location. Front and side entrance. A good busi- ness at invoice. Address No. 492, c/o Michigan Tradesman. 492 “Have resort hotel property. Excellent condition. Will exchange for stock of merchandise. Address No. 493, ¢/o Mich- igan Tradesman. 193 For Sale—On account of sickness, stock of groceries, dry goods and meats, includ- ing store and dwelling house. Garage in connection. Terms to suit purchaser Faris Nickola, Boyne City, Mich. 463 For Sale—Out side drug store in city of 40,000 inhabitants. An old established and well-paying business. Address No. 494. c/o Michigan Tradesman. 494 For Sale—Grocery stock and fixtures. x00d location for grocery and meat mar- ket. 3argain if taken at once. Reason for selling, other interests. Raub Bros., Big Rapids, Mich. 495 EXCELLENT BUSINESS OPPORTUN- ITY—For sale or rent two new stores, 12x60 and 18x60, in A-1 factory town of 1,500. 30x 500, Rockford, Mich. 496 For Sale—Good shoe repair outfit and small shoe stock, also some harness fit- tings. Owner will never work again. Write the Vermontville Echo at Ver- montville, Mich. (2xc) 497 For Sale—In Kalamazoo. Mich., a leader specialty shoe shop. Invoice about $3,300. All new goods. Best location in city. A fine chance for a young shoe man who wants to go into business for himself in the best city in the state. Address L. E. Shirley, Bank Block, Kalamazoo, Mich. 498 For Sale—Old_ established hardware, fifty years in the same place. i Fine farm- ing country, fourteen miles to nearest town. Stock invoices at $15,000. Finest equipped store in Southern Michigan. Will sell or rent building. Great oppor- tunity for a live man. Address No. 499, c/o Michigan Tradesman. 499 FOR SALE—Hardware_ stock, $5,000 eash. Will rent building, or sell on easy terms. A. C. Abraham, Knowles, Wis- consin. 500 REDUCTION SALES—CLOSING OUT SALES—MERCHANTS: My plan will fill your cash drawer every day. Reasons why Merchants employ me—No men in my employ. Lower terms than ordinary sales companies. Flat rate or commis- sion. Personal service, backed by years of experience that get results. Referenves —banks, wholesale houses. and hundreds of satisfied merchants. Can handle any kind of a proposition. from a reduction sale to a “Closing Out.’’ Address W. A. Anning, 429 Galena Boulevard, Aurora, Tllinois. 501 WANTED-—Stock of general merchan- dise—will trade good rental property or land, and pay cash difference. PHILLIPS, Manchester, Tennessee. 479 FOR SALE—Stock of groceries, dry goods and shoes at Covert, Van_ Buren county, Michigan. On West Michigan Pike. Also: small fruit farm and store combined, consisting of coal sheds for nine cars coal, barn, combined house and store, hay scales, and stock groceries, hardware, mill feeds and coal at Packard, on Pere Marquette railroad in Van Buren eounty, Michigan. Address owners, J. R. SPELMAN CoO., South Haven, Mich. 480 Apartment house, exchange for stock of merchandise. One of the finest in city of 50,000, in Central Michigan. Stock must be in city not less than 5,000 popu- lation and invoice from $15,000 to $30,000. Give all particulars in answering. Ad- dress No. 481, c/o Michigan Tradesman. FOR SALE—High-class pool room out- fit and three-year lease; sixteen tables and equipment. Doing good _ business. Reasonable rent, excellent location. Must sell, ill health. Reasonable terms. Por- ter & Wyman, 112 W. Western Ave., Muskegon, Mich. 82 FOR SALE—Ice cream, confectionery, cigar and tobacco business, including stock, fixtures and lease. Splendid busi- ness, very well located in manufacturing city population 15,000. Porter & Wyman, 112 W. Western Ave., Muskegon, a 483 Wanted—Fine opportunity for young man with dry goods experience to assist in buying. Can become a regular buyer in a few months. Apply Paul Steketee & Sons, Grand Rapids, Michigan. 484 For Sale—Good, going dry goods, shoes, and grocery business in a live town (1500) in Southern Michigan. Sales 1923, $70,- 000. Reason for selling, death of owner. Stock buyers, don’t write. Henry Stearns, c/o Edson, Moore & Co., Detroit, Mich. 485 For Sale--Cash and carry grocery, with modern living rooms above rents for $50. Good price on small stock and fixtures. Well located in live resort town. Bessie Kunkel, Spring Lake, Mich. 486 WANTED—To buy a good three or four-drawer cash register. Also a Na- tional account file. CC. Glen McBride, Rockford, Mich. 489 WANTED—A CANNERY. FINE LO- CATION, soil adapted to FRUITS, VEGE- TABLES. BOX 215, MIDDLEVILLE, ~MICH. 468 TYPEWRITERS—AIl makes, _ slightly used, $20 up. Easy payments. Free trial. Guaranteed two years. Write’ today. Payne Company, Rosedale Branch, Kan- sas City, Kansas. 471 For Sale—By owner. Double _ store, fixtures, and five-room cottage. Best lo- eation,: in excellent farming country. Price $4,500, with $2,500 down, balance terms to. suit. Address No. 473, ¢/fo Michigan Tradesman. 473 FOR SALE—‘The Big R’’—tourists’ cafeteria—at the gateway of Cloverland— population 1,000. Inventory $5,000, build- ings $6,000. Famous for chicken dinners. Grocery and drug stock side line. Will sell for $9,000, part down, easy terms if taken at once. Address Dr. C. F. White- shield, Sheridan Road, Powers, Michigan. 474 WE WILL trade Florida land clear for merchants’ surplus merchandise, original cost price, match any size stock. Write for particulars. Land Market, Palatka, Florida. 456 FEW more pairs of registered Silver Black breeding foxes for sale. Will take care of breeders and their offspring un- til next Sept. 1; will sell with guarantee of increase or without. Also I am taking orders for spring pups, delivery Sept. 1. Armstrong Silver Fox Ranch, Alanson, Mich. 459 CHARLES I. KELLY Merchandise and real estate auctioneer Grelton, Ohio. 448 l’ay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 1250 Burlingame Ave., Detroit, Mich. 566 For Sale—Flour, feed and _ grocery business doing a fine business. Also buildings and real estate. Located on finest corner in the city. 87 feet on main street, 180 feet on side street. Store building 22x100. Hay barn, two small warehouses, large store shed, small store building on corner occupied as a millin- ery store. Good reason for selling. Ad- dress No. 208, c-o Michigan Tradesman. CASH ‘Fe Your Nievchicebtaat Will buy your entire stock or part of stock of shoes, dry goods, clothing, fur- nishings, bazaar novelties, furniture, ect. LOUIS LEVINSOHN, Saginaw, Mich. Henry Smith Floral Co., Inc. 52 Monroe Ave. GRAND RAPIDS, MICHIGAN PHONES: Citizens 65173 Bell Main 173 “lll INVESTIGATORS Private Investigations car- ried on by skillful operators. This is the only local con- cern with membership in the International Secret Service Association. Day, Citz. 68224 or Bell M800 Nights, Citz. 21255 or 63081 National Detective Bureau Headquarters | 333-4-5 Houseman Bidg. 32 MICHIGAN TRADESMAN February 27, 1924 IN THE REALM OF RASCALITY. Cheats and Swindles Which Merchants Should Avoid. A daring fraud perpetrated on the public by house-to-house canvassers has been brought to light by the Na- tional Retail Dry Goods Association and steps taken to round up the of- fenders. The fraud consists of the sale of a large bottle of what is claim- ed to be Coty’s L’Origan perfume, but which proves to be an odorless liquid when the bottle is opened. This fraud was first discovered in New York. A _ bottle of the worth- less liquid, which seemed a _ perfect reproduction of the real article and had been sold to a consumer for $8, was secured, the American distributor of Coty’s notified, detectives put on the case and country-wide publicity initiated to warn consumers to be on their guard. The following statement was sent to the Tradesman: : _Complaints have come to the Na- tional Retail Dry Goods Association which indicate that operations on a considerable scale are being carried on in the territory about New York City for the sale of bottles of worth- less colored water represented as ex- pensive imported perfumes. The stuff is being sold by house-to-house can- vassers. a The Association now has in its pos- session a bottle which bears the exact counterpart of the label of a_ well- known French perfumer. The con- tents are quite worthless but the glass stopper appears to have been scented by soaking in the genuine perfume. This bottle was sold for eight dollars to an unsuspecting consumer at her home door. The value was represent- ed to be $30. The purchaser was in- vited to smell the stopper and quite unsuspectingly purchased the “bar- gain.” The matter has been brought to the attention of the American rep- resentative of the French perfumer and attempts will be made to run the matter to earth. It is timely to sound a note of warn- ing to all consumers that extreme care should be exercised in making pur- chases from house-to-house canvassers. Usually it is not possible to locate the door-to-door seller if goods pur- chased are not satisfactory. Un- sponsored merchandise may prove to be more costly than goods bought at a reliable retail store and may also prove a menace to health. The prompt action taken has been successful in discouraging the per- petrators of this unique swindle. It is possible, however, that efforts may be made to move on from the New York territory to other cities in the expectation that the public will not have been forewarned. The bait is tempting and the product so known that the price immediately se- interest. well- cures the consumer’s Adrians, Feb. 26—I ask your opin- jon in regard to the stock selling scheme of American Business Build- ers, 1133 Broadway, New York. They are headed by one Wesley W.. Ferrin as president, and associated with him are Walter Ostrander and Seth Moyle. Selling mail order courses is their busi- ness and probably you known some- thing about them. I would appreciate your opinion. tT. B. A. According to our information Wes- ley W. Ferrin was the moving spirit of the Independent Corporation, at one time a respectable and influent’al publication. Under Mr. Ferrin’s. di- rection the company made a specialty of advertising and selling correspond- ence courses such as “Roth’s Memory Course,’ Efficiency Courses,’ etc. These easy-money schemes have been pretty well worked out as far as the public is concerned and now it ap- pears that Mr. Ferrin has joined forces with W. M. Ostrander and his “Sim- plex System” in forming the American Business Builders, for stock selling purposes. This project has no con- nection with the ill-fated Jas. W. EI- liott “Business Builders,’ which top- pled around the ears of its author about a year ago, but the two organ- izations are formed for the same pur- pose of catching suckers. Ostrander, besides earning the reputation of the worst shark that ever operated a fake real estate game, is an old hand at stock promotion of get-rich-quick en- terprises. He swindled numerous peo- ple on the Dunlap Carpet Co. stock of Philadelphia, Magic Curler Co., and W. M. Ostrander real estate enter- prise. If anyone who invested in any of Ostrander’s promotions ever saw a cent of the money so invested again, we have failed to hear of it—but some of them were played for suckers the second time by trading their stock in for lots which Ostrander promoted and were swindled a second time. This is what the present-day promotor calls “reloading.” We do not know Seth Moyle, but he is in bad company. Anyone turning any money over to these pirates had better kiss it good- bye before parting with it. Marshall, Feb. 26—Marshall mer- chants were defrauded for the second time in the last two weeks, when a stranger passed three worthless checks late Saturday. Presenting the checks after banking hours, the forger ob- tained $20 from Fred Kaller, Frank S. Collins and John Taylor. All three called for $22.50. The checks, pur- porting to be signed by John H. Howard, local automobile dealer, were given in payment for small amounts of groceries. —_ 22> __ Wholesalers To Visit Owosso. Detroit, Feb. 26—Further impetus to the movement on the part of De- troit wholesalers to keep for Michigan jobbers their home state will be given this week when the sixth trade promo- tion trip of the Wholesale Merchants’ Bureau of the Detroit Board of Com- merce will be held in Owosso, Thurs- day. Merchants from towns within a radius of twenty miles of Owosso may be invited to the banquet, which will close a day of busy activity on the part of the Detroiters. Customers and prospective customers of Detroit wholesalers living in the following towns may be invited to the dinner which will be held at 6 p. m. in the Eagles Hall: Corunna, Durand, Gaines, Laingsburg, Oakley, Chesaning, St. Charles, Morrice, Bancroft, Vernon, Ashley, Bannister, Henderson, Ben- nington, Lennon, Garland, Burton, Elsie and Perry. The Detroit party will leave in a special car by the Grand Trunk Rail- road at 8:45 a. m., city time. Stops will be made at Gratiot avenue, Mil- waukee Junction and Highland Park stations for those wishing to board at these points. Owosso will be reached at 10.30 a. m. The return trip will be by the Michigan Central Railway, the Pull- man arriving here at 7:10 a. m. Fri- day morning. The cost of the trip will be $35 per representative. ———_>-> A whole lot of people will second a motion who will not make one, Plenty of Snow and Ice at Onaway. Onaway, Feb. 27—Russell Nitzert has purchased the ice business former- ly conducted by Eli Jarvis and has en- gaged practically every available team to haul ice from Black River. The ice is as clear and pure as one could wish to look at; free from slush or dirt, as there has ‘been no thaw all winter, and it runs about 22 inches in thickness. Consumers will be assured of excellent service this season, as “Rus” is a rustler and as accommodating as he is energetic. Bob Cram has purchased the pool and billiard parlor formerly conducted by Eli Jarvis. “Bob” is far from be- ing a stranger in Onaway, having been employed at the big rim plant for a good many years and is noted for his open countenance and ever present smile. His face is a regular broad casting station and you “tune in” and catch the sentiment at every look. Be- ing located adjoining the Hotel Chandler, Bob is sure to secure a lot of the transient trade, as well as the resident business. Reports are coming from adjoining territory that the numerous deer are finding it hard to secure sufficient feed this winter and that the kind hearted residents are sharing their hay with them. The deep snow has covered the ground to a depth of several feet and the forests have been cut to such an extent that the natural winter supply of browsing is getting scarcer. The more man interferes with nature the more we are obliged to resort to ar- tificial means for existence. The pheasants are wintering inside the city limits and are being fed with our do- mestic fowls. It is to be hoped that the efforts of the Conservation and Game Department will be successful in propagating the partridge. It may be done with the quail, but a young partridge is about the wildest proposi- tion we have. They will run for cover with part of the shell on their backs and the matter of food is a still greater problem. We are afraid that the experiment will terminate as with the poor reindeer in the U. P. At any rate the first season’s attempt is sure to destroy more young lives than will be saved. Just one little round spot on the sidewalk cleared of snow by the sun’s reflection. A little wet, of course, but what of that? The seats and knees of the urchins’ pants will absorb all that moisture very readily, because marbles are in order. How many “migs” have you and how will you trade for my glass alley? Wild geese and robins may herald the approach of spring, but how about “Skinnay” and _ his marbles? A wonderful piece of homesick poetry comes from »Coronado Beach, Fla., written by Frank A. Ramsdell, entitled “Longing for Michigan.” We know Frank personally and we are sure that the sentiment that prompted his desire to write that poem came from the heart of a real homesick boy with a bad headache as well as heari- ache. It takes Michigan atmosphere to stimulate the spirits of a despondent actor and a Michigan born boy like Frank should come North instead of going South. The Federal Court of the Eastern District of Michigan, Northern di- vision, has disposed of ove~ 100 cases, mostly liquor violations, at a special session just completed in Bay City and it is quite probable that still an- other special call will be made for a reconvening of the Federal grand jury to be held in that city on March 7. Thi: work is all in addition to the regular terms held in this District during May and October of each year. Signal Squire. —_+2>—__ One thorn of experience is worth a whole wilderness of warning. DIRECTION- SALADIN TEMPLE Featuring Spring and Summer Styles Shown by Grand Rapids Leading Merchants 30 LIVING MODELS § Vaudeville Acts An All-Professional Show ADVANCE TICKETS 50 GENT At the Gate 75c. SS a