WT Bol | x oe San j A aa a aS ay oe aN) BJ " i Coe Se 1 10) Ty on : (Unlike any other paper.) frank, Pree and Fearless for the Good That We Can Do. Each tseue Complete in itself. D VOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly By TRADESMAN COMPANY Grand Rapids B. A. STOWE, Eaitor. - Subscription Price. wee dollars per year, if paid strictly Four dollars per year, if not paid in sn subscriptions, $4.04 per year, in advance. t issues, 10 cents; d, 16 cents; 1883, at the Postoffice second class matter 3, 1879. and meat dealers are joining chants of Ladington for an old fashioned picnic. _ >The Grand Rapids Merchants close - ali day Tharsday, Aug. 7, for a holi- day. No picnic will be held this year, but each is free to go where he pleases. The enclosed clipping from the Lansing State Journal, shows ‘how they do things in that thriving city. a great deal of credit is due the picnic committee for the wonder- ful success but I know that the offi- cers of the Lansing Grocers and Meat Association are the livest have had the pleasure to deal I am sure they were on the minute. They are the fol- - M, C. Gossen, President; George Dashner, Vice-President; O. H. Bailey, Tresaurer; J. P. Schaefer, Secretary. Gentlemen and members of this local association you are to be congratulated on having such ef- ficient officers. ' I would be pleased to get a report of the Muskegon-Ludington picnic and any others which might prove interesting to the merchants around the State. - Paul Gezon., Sec'y Retail Grocers and Gen. Mer- chants Ass’n. The clipping as follows: One of the largest gatherings pure- ly pleasure-seeking to be held in this part of the State was the annual picnic of the Lansing Grocers and Meat Deal- ers’ Association held Thursday after- noon at the Michigan Catering Co.'s re og on the Southwest shore of Pine By actual count, the tally being su- rvised ty’ M. C. Gossen, President above referred to is * SO , 1,100 automobiles were parked at the resort by 5 o'clock in the afternoon. While cach vehicle had transported a load of merry-mak- ers to the lake, the Michigan Electric Co.'s Pine lake line also brought in many on special cars. : a is believed . = Association c compiittee that the outing was the largest ‘ti the ‘history of the or- ganization, although in the carlier GRAND RAPIDS, WEDNESDAY, AUGUST 6, 1924 days, some big picnics were held. The day was cool and perfect for the fun and no accidents were reported. All contests went off as scheduled, the grocers winning the ball game on the new athletic field, but the meat dealers taking the tug of war. It was estimated by the committee in charge of prizes that at least $1,000 worth of useful things had been donated by various business houses to winners.. One of the “eats” events was the half ton of barbecue meat served at 5 o'clock to a hungry multitude. The meat had been roasted in Chicago and was sent direct from the packing house to the park in fireless cookers. Folks who attended the picnic declare it was the finest picnic “feed” ever served. One hundred water melons were also distributed in addition to other edibles. —---.———__ Favorable Reports of Wheat Crop Have Bearish Influence. Written for the ‘Tradesman. There has been a decline of ap- proximately Sc per bushel in the price of wheat futures and 2c per bushel in the price of cash wheat during the past week. The weakening in the price of: wheat has been due, first, to the materially improved prospects of the Northwest- ern crop of spring wheat, and it is being predicted the Government re- port, which will be issued Friday, August 8, will again increase the yield of the wheat crop in the United States. Last month’s estimate was 740,000,000 bushels, Private advices indicate this estimate will be raised to approximate- ly 750,000,000 bushels in this month’s report. In the second place, the vol- ume of export business during the past week has not been as heavy as previously and, in the third place, pro- ducers are marketing their wheat very freely. The above price factors are in favor of the bear, or short side of wheat. Generally speaking, however, the statistical position of wheat as a world-wide basis is strong. An in- crease of 10,000,000 bushels of wheat in the world supply will have more of a sentimental effect than anything else when it is taken into considera- tion the world’s crop is approximately 300,000,000 bushels short of last year's. Marketing of spring wheat will be- gin very shortly on quite a large scale and if there is to be a depression in the price of wheat on this crop, it should come within the next thirty days. Large domestic buyers have not pur- chased flour except as required, but any material decline in the price of wheat and flour will bring them into the market. Those who did not purchase sixty or ninety days’ supply of flour du. - ing the early part of June may find a period during the next thirty days in which they can purchase to advan- “tage for not only prompt but future delivery. Much depends upon the volume of business in wheat for export and whether or not the farmer con- tinues to market freely; furthermore, favorable reports of the North Amer- ican crop showing increased yields over earlier estimates will have a bear- ish influence, while unfavorable reports would tend to strengthen the price. Lloyd E. Smith. — Opening of New Golf Course. Boyne City, Aug. 5—During the past two weeks two events of importance have taken place in our city. The Charlevoix Yacht Club, for the second time, held its annual regatta on Pine Lake and the contestants were entertained at the close of the race at the Wolverine Hotel. Eight entries finished the race, the first and con- solation prizes going to Harbor Springs, while the second was won by the Shaw boys’ yacht. Each captain got a prize, however. The fine look- ing bunch of men expressed them- sarees as being in line for the same stunt next year, when we hope to see them again, with material addition to their numbers. August 1 was celebrated by the opening of the new golf course of the Pine Lake Golf Club. The business places took a half holiday and every- body went out to see the new grounds and take part in the jollification. We don’t know anything about the game, but it looks to us as though a game played on these grounds’ on a sunny day would kberal up the mind of the most confirmed grouch. The opening day was ideal. If the directors had made special arrangements with the weather man, it could not have been better. A clear sky with an occasion- al fleecy cloud, a cool North wind, which set the beautiful lake dimpling and sparkling. The clean washed sward and forest made a picture that was satisfying to the eye and soothing to the soul. There was a big crowd and everybody seemed to enjoy the outing and it promises to be a meeting place for the soul weary slaves of the pen and the yard stick. We doubt very much if we will now be able to do any legal or professional business on any but rainy days for the next three months. It was hard enough to catch them when they had to go to Petoskey, but now with so delectable a place so close by we will have to postpone business until fall. If any weary denizens of - Grand Rapids think we areé spreading the bunk, just come up here and try it out for yourselves. Ou won't ever go anywhere else. Maxy. —_-———— Death of Mrs. Edward Kruisenga. Edward Kruisenga, Vice-President and Manager of the National Grocer Co., has the sympathy of the trade in the death of his wife, which occurred at the family cottage on Black Lake last Wednesday. The funeral was held at the residence of the brother of the deceased, L. P. Hadden, 561 Madison avenue, Friday, Rev. L. R. Vercoe officiating. Interment was in Oakhills cemetery. Mrs. Kruisenga was born in Alamo in 1880. Her maiden name was Inez _a year ago, Hadden. When she was ten years old the family removed to Holland, chang- ing their residence to Grand Rapids three years later. She was married to Mr. Kruisenga Nov. 28, 1900. She Jeaves, besides her husband, mother and brother, a twelve year old daugh- ter, Marion. Mrs. Kruisenga had been an invalid for five years, but bore up under her affliction with patience and Christian fortitude. She was highly respected by all her friends because o! the purity of her fife and the beauty of her character. —_--+-———— Gabby Gleanings From Grand Rapids. Grand Rapids, Aug. $—George W. Ukers, formerly engaged in the manu- facture of batteries under the style of the International Battery Co., business was. removed to Flist about ¢ has returned to Grand Rapids and purchased the residerice at 2312 Madison avenue and will erect a laboratory on the rear of his 35@ foot lot in which he will manufacture bat- teries for radios. Two of Mr. Uker's sons will be associated with him in the business. a See Sidney .F. Stevens and wife ‘have re- turned from the Whitcomb House St. Joseph, where they spent about six weeks. . ea The Proudfit Loose Leaf: Co, has sold the 60 feet frontage on Logan street, adjoining its building on the West, to the Schulze Baking Co. ‘The - purchaser will erect a large thereon for the storage. of its mobiles and trucks. Moses Dark is planning a fortnig! vacation later in the month. He wilt visit Washington in company with his- son, Father Dark, of Saginaw, to bs- ten to President Coolidge’s address to the Holy Name Society, and proceed: to Atlantic City, New York, Boston. and the White Mountains. Mr. Dark seldom takes a vacation, but when he — take one, he makes it a trip worth whe. The McFadyen’s stores hold their annual picnic at Camp Lake to-mor- row. Many new features have been secured for the entertainment of those who take part in the festivities. : John H. Millar writes as follows from Sawyer, Minn.: “We made the grade and enjoyed the trip. Tuesday we drive to Duluth; boat ride from there to Sault Ste. Marie. Had wood- chuck dinner while out on the ranch. High altitude here with plenty of fresh air and some scenery of wild life and indians for neighbors. Back to nature, as it were. ill be glad to get back between the two candy ips next Monday. Natives here say ther- mometer goes 38 to 40 below in winter.” Byron S. Davenport (Judson Gfo- cer Company) narrowly esca death by fire at his cottage at itefish Lake about a week ago. The gasoline stove exploded. Mrs. Davenport screamed and Byron rushed in from the front porch and grabbed the blaz- ing stove, throwing it out of the front door. In making the grade he wag severely burned about the head and face and for a time it was feared he would be blinded. The swelling is clearing up, however, and Byron is now declared to be as good as new— and will be shortly. Pending his re- covery, his route is being covered by William Gibson. What the Tailor’s Union Does To Grand Rapids. -,Grand Rapids, Aug. 5—On account of: thes power: of- the. Tocgl: ahida .:td extott’ ah cunreasosable priée. dor’ the labor of its members, master tailors of Grand | Rapids . pay. .joyrneyman tailors $536 for Makjag.a-pair of pan- taloons. Im .MilWdukée,.ah-.oben shop city, the price paid for service of practically the same character is $3.50. Owing to the unreasonable demands laid on the master tailors of that city seventy-five of their number held a convention and declared their inten- tion to open their shops. A strike which followed lasted nine months, when the tailors’ union, having ex- hausted its funds and its power for thischief, called the strike off, and the strikers, humbled with failure, looked for employment wherever it could be found. During the nine months of the strike the master tailors sent work to Chicago, Racine and nearby towns and were able to meet the require- ments of the customers. They are now supplying pantaloons to custom- ers at a materially lower cost than is charged by the merchant tailors of Grand Rapids. Bert Ema, a local tailor, and his father came to Grand Rapids many years ago and sought for employ- ment. Carlos Burchard, whose shop in an old stone building, located on what is now the center of Campau square, gave them two pair of fine doeskin trousers to make. He warn- ed the tailors that the men who would Wear the trousers were very particu- lar and that the work done must be of the best quality. The men labored conscientiously on the trousers two days and brought the job to Burchard, who approved the work and handed them two fifty cent pieces. They took no more orders from Burchard. Male members of the dramatic pro- LAKE ODESSA | Have you tried Odessa, Ionia and Radio brands | We pack Peas, String Beans, Pork and Beans and Red Kidney * MICHIGAN TRADESMAN fession, in remembrance of Benjamin —he of the coat of many colors—call coats they wear Benjamins. The top coat is the upper and the under the lower Ben, or big Ben and little Ben, to be more explicit. The Indians of the plains exhibit their swarthy forms, “in the good old summer time” coatless. A bandage enclosing the hips is all they require. A Buffalo robe or a blanket is added when winter comes. Pioneer residents of Grand Rapids generally wore top coats made of skins. Bear skins were preferred. Such coats are rarely seen to-day. The skin trade is almost confined to the ladies. Manufacturers appear to control the foot wear trade in Grand Rapids. On Monrce avenue the stores of thirty manufacturers solicit the trade of cus- tomers. It is said that less than a dozen stocks of shoes in the city are owned by independent dealers, Arthur S. White. —_ <---> Demonstrations Held. Methods in candling, grading and packing eggs in accordance with the United States tentative standards and grades for eggs are being demonstrat- ed by representatives of the Federal Bureau of Agricultural Economics to county agents, egg buyers and sellers in a number of states. F. S. Jacoby, of the Division of Dairy and Poultry Products, has been conducting dem- onstrations in Michigan, Illinois, Missouri, Kansas, Oklahoma, Arkansas and Ohio. F. C. Old, of the same division, is visiting a number of West- ern states, where similar demonstra- tions are being made. —— A man is rated by his accomplish- ments—not by his dreams. We invite your inspection of our Sanitary method of packing. Our products are the best that science, experience and the latest improved machinery can produce. Sold Exclusively Through The Wholesale Grocery Trade. LAKE ODESSA CANNING CO. Corn, Succotash, Tomatoes, Apples, Beans. Advertised ‘The BEST KNOWN & MOST. CALLED-FOR BRAND OF CANNED FRUITS, VEGETABLES & FOOD SPECIALTIES IN ALL THE WORLD MICHIGAN « Poetry teat dageveveary MICHIGAN TRADESMAN Prosperity or Adversity Mean Much or Little Regardless of what general conditions may be, the real gage of any merchant's business lies in the local conditions he faces the buying power and the mental attitude of the people in his particular trade territory. It is, undoubtedly, a mark of sound busi- ness judgment for the merchant to keep himself informed concerning general condh- tions, because they are sure to be reflected sooner or later in his own community. How- ever, it is as unwise for him to conduct his business entirely on the basis of general conditions as it is to rely exclusively on what is taking place locally. A careful balance is essential in coping with present day mer- chandising problems. General conditions should be studied and analyzed, because of their effect on local ones, the aim being to conform to those which exist locally, and to prepare for future developments. After all, conditions in a merchant's own territory are the ones which are directly reflected in his sales. As a Nation, we are inclined to go to extremes. When a retail merchant finds himself in the midst of a local trade slump, he is prone to conclude that the whole country has gone to pot, and to adopt a policy which handicaps him when local con- ditions return to normal. Instead of adopt- ing this attitude, he should post himself on conditions which prevail over the country generally, in order to learn when he may reasonably expect a local betterment. He can then intelligently shape his plans to take a quick advantage of his opportunities when the proper time comes. On the other hand, there are many who go to the other extreme. The majority of retail merchants rely entirely too much on what a period of general depression can do to them, or what a general wave of pros- perity can do for them personally. and they pay too little attention to what they can do _ his best effort behind his plans. individually to make their own business and general conditions better. Every week we read of retail failures in prosperous communities or of retail suc- cesses in districts where business as a whole is poor. This would seem to indicate that the merchant's greatest problem concerns himself, rather than that vague, indefinable bug-bear we call “conditions.” When he learns to adapt himself to conditions, his problem will be well on the way to solution. There is always a certain amount of profitable business to be had in any com- munity, regardless of whether times are good or bat This business gravitates to the merchant who is ate. ae to handle it and who goes after it intelligently and vigorous- ly. It is always on tap for the man who thinks clearly, plans constructively and puts ft is foolish to expect that it will come in of its own accord and meekly surrender to the mer- chant who sits and waits. It therefore behooves every retail mer- chant to get the facts on his own trade ter- ritory, to ascertain the present and prospec- tive buying power as well as the mental attitude of the le he does or can serve. This information should be a ted by a knowledge of general conditions and the economic reasons which govern them. The remainder is up to him, because periods of prosperity or adversity, general or local, will mean much or little to any mer- chant, according to the use he makes of them. The merchant who takes advantage of existing conditions by handling goods which give him an assured profit, who keeps his store clean and inviting and who treats his customers as he likes to be treated will be in a position to take advan of the era of prosperity which now confronts us. We have been engaged in the wholesale grocery business fifty-six years. WoRDEN (GROCER COMPANY Grand Rapids Kalamazoo—Lansing—Battle Creek 520+ : Movement of Merchants. Mancelona—S, Coulter has engaged in the boot and shoe business. Boyne City—-W. Hatch succeeds L. C. Fox in the dry goods and grocery business. ~ Fennyille—Warren Bros. succeed Ray Raymond in the boot and shoe business, Detroit—Carl Bollinger succeeds G. P. Cogswell, confectioner, at 10,420 Mack avenue. Charlotte—Harper H. Krebs suc- ceeds Campbell & Seymour in the grocery business. Ann Arbor—Alexander, Inc., 324 South State street, has engaged in the shoe business. ’ Highland Park—.H. E.: Moore open- ed Moore's Drug store at 16,201 Wood- ward avenue August 1. Detroit—Herman A. Zeitlin has en- gaged in the boot and shoe business at 9220 Mack avenue. Detroit—John Kosher has sold the Boston Bakery,. 625 West Willis avenue, to Tomm Ross. Detroit—Peter Leinbach has sold his confectionery stock at 5,109 Helen avenue to Alice Prangley. Detroit—Helen Magyar has opened a grocery store and meat market at 13975 McDougall avenue. Detroit—John and Otto Behrendt succeed Leo A. Demers, confectioner, at 1410 Holden avenue. Detroit—M. Haney succeeds A. J. Coddling and wife, confectioners at 13933 Kercheval avenue. Detroit—-Frank O'Connor has sold the Thirle Sweet Shop, 7616 Four- teenth street, to S. L. Kees. Detroit—Miller & Sklaroff, fish deal- éts at 2493 Hastings street, have sold their business to Max Levin. Detroit—-Crosby Washburne’s phar- macy at 1400 Field avenue has been taken over by Louis Wolff. Detroit—Christino and Charles Sul- tana have taken over the grocery of Joseph Gatt, 2200 Fifth street. Detroit—Frank R. Brophy has sold his confectionery stock at 13312 Ham- ilton avenue to. Thomas Ryan. Detroit—Ben Comrady bought the grocery stock of Frank Bononcini, 11534 Holmur avenue, recently. Saginaw — The Brewer-Nienstedt Lumber Co. has increased its capital stock from $100,000 to $250,000. Detroit—The College Park Paint & Glass Co., 15233 Livernois avenue, J. E. Judson, owner, will open Aug. 9. Reed City—Groves & Osborn, re- cently of Grand Rapids, succeed El- liott & Sons in the baking business. Detroit—-Ralph S. Pulver, druggist at 8652 Oakland avenue, was killed by thugs in his place of business July 28. Jackson—The Wright & Tyler In- corporation, furniture, etc., has chang- ed its name to the Bishop Outfitting Co, Detroit—Josephine Jolly has -pur- chased the confectionery stock at 8606 Gratiot avenue, from Cyril Wright. Detroit—The Even Heat Electric Co., 3435 Piquette avenue, has increas- ed its capital stock from $10,000 to $100,000. Detroit—Morris Shapira and Jacob Mohr have opened the Northeast Fur- niture Store at 2458 East Davison avenue. MICHIGAN TRADESMAN Detroit—Victor H. Gregory, meat dealer, has moved his place of business from 7926 Kercheval avenue, to 7954 Kercheval. Detroit—The confectionery store at 14346 Kercheval avenue recently dis- continued business. Arthur Rjss was the owner. Detroit—Willis Lee Smith and his wife have assigned their notions busi- ness at 19170 Woodward avenue to C. G. Parker. ‘Hamtramck—Roman Krull has sold his grocery stock and meat market to Bruno Ochman. The store is at 2435 Dublin avenue, Detroit—Sam George has bought the grocery stock at 4233 Joy road from Joseph Morry, who was former- ly his partner. Detroit—Nellie Holihan, 1514 Wood- ward avenue, discontinued business Aug. 1. She handled women’s and children’s wear. Albion—The Albion Wholesale Gro- cery Co., 120 East Michigan street, has increased’ its capital stock from $10,000 to $15,000. Detroit—Moses Hannon has bought a half interest in the Grand River Grocery Co., 5636 Grand River avenue, from Anise Atiyeh. Lansing—Emma Weisent has en- gaged in business at 117 West Mich- igan avenue, under the style of the Weisent Millinery. Grand Rapids—The F. H. & D. Co., 432 Bond avenue, has changed its name to the Grand Rapids Dairy Sup- ply & Equipment Co. Detroit—The Pharmacy at 17540 John R. street is now run by Sam R. Buchanan and wife, who bought it from Harry E. Lindstrom. Detroit—Joe Nabot has sold ‘his half interest in the Kirby Grocery, 604 Kirby West to Aaron Takser. Joe Ehrlich is the other partner. Detroit—Max Mrowczynski, meat dealer at 8807 Harper avenue, has filed a petition in bankruptcy, with liabili- ties of $5,603 and assets of $490. - Vermontville — L. W. Loveland, while working in the back room of his drug store, was severely burned by an alcohol lamp, which exploded. Burr Oak—Mrs. Josephine Frazier, for the past 50 years proprietress of the Frazier House, is seriously ill fol- lowing a third stroke of paralysis. Detroit—Ye Sweet Shop, 2615 Grand River avenue, has passed into the hands of Mrs. T. Fort. She purchased the business from Mrs. Mae Rouzee. Detroit—Albert G. Freels has bought out his brother Roy Thomas, who has been conducting a fruit and vegetable business at 9111 Forest avenue East. Detroit—An involuntary petition in bankruptcy was filed against Irving Alexander, grocer at 8100 East Jeffer- son avenue, The claims totaled $660.25. Unionville—Charles Omar Pregit- zer has sold his stock of general mer- chandise and store building to John Beatenhead, who has taken possession. Coopersville — The Coopersville Lumber Co. has been incorporated with an authorized capital stock of $£0.000, all of which has been sub- scribed and paid in in cash. Detroit—Arthur Wisch, tailor, 11646 East Jefferson avenue, filed a petition in bankruptcy on July 23, listing lia- bilities of $1,575.53 and assets of $803.70. Detroit—Samuel Licht bought out his partner, Louis Schwartz, in the firm of Licht & Schwartz, dry goods dealers at 7135-39 Michigan avenue, July 29. Detroit—The furniture store at 5911 Dubois street is in the hands of Wal- ter Magretta and wife, who took it over from its former owner, Michael Budzinski. ‘Highland Park—The Y Shop, con- fectionery, 12358 Hamilton avenue, is now being run by Elmer H. Merkle, who purchased the stock from Mrs. Laura Saladin. Detroit—Beulah M. Higley, who bought the confectionery at 5219 Tire- man avenue from Earl P. Freese a short time ago has sold it to Theodore Gowing and his wife. Highland Park—The Ramson Phar- macy, formerly owned by Morton Gittleman, is now run by Nathan Abramson. It is located at 12340 Second boulevard. Detroit—The grocery stock at 5556 Tireman avenue has changed hands. Joseph Sandweiss, who succeeded Miller Brothers on April 1, has sold it to Jacob Denenberg. Detroit—The cigar store of Leo Mc- Givern and Peter ‘Weisberg, 3547 Third avenue, was recently padlocked by Federal Judge Simons for repeated- ly violating the prohibition law. Detroit—George Asher has purchas- ed the grocery stock at 6547 Wood- ward avenue from the estate of Charles A. Gilligan. He will conduct as the Grand Boulevard Market. Detroit—An involuntary petition in bankruptcy was filed against Harry Shook dry goods dealer at 5559 Rus- sell street, recently, in which three firms claimed amounts totaling $594.24. Bay City—The Superior Fish Co., 520 North Sherman street, has been incorporated with an authorized cap- ital stock of $1,000, all of which has been subscribed and paid jn in cash. Detroit—The Petty & Stommel Hardware Co., 13114 Mack avenue, has been incorporated with an author- ized capital stock of $5,000, $2,000 of which has been subscribed and paid in in cash. Detroit—Tuttle & Clark, leather goods and clothing dealers, have open- ed a branch on the fourth floor of the Washington Arcade building, 1529 Woodward avenue. This store will handle only women’s clothing. Detroit—The Royal Market, 8529 Hamilton avenue, formerly conducted by Charles Ross and Harry Dorfman, and since June 16 by Herbert Horn- stein, has been re-sold to Abraham Friedenberg and Morris Limond. Marquette—Charles Bernstein has moved his department store stock in- to the new building he has just fitted 9, New show cases, shelves and dis- play cases, made by the Grand Rapids Show Case Co. have been installed. Detroit—The Middle West Coal Co., with business offices at 415 Moffat building, has merged its business into ° a stock company with an authorized capital stock of $1,000, $250 of which has been subscribed and paid in in cash. Detroit—The Townsend Sweet Shop Forty-first Anniversary 1525 Townsend avenue, which recent- ly passed from the ‘hands of Archic Bendenberg to those of William Spic- kett, has been sold by the latter to Charles Karis. The sale took place July 26. Detroit—The Dautrick Co. 733 Beaubien street, has been incorporated to deal in hardware supplies, hardware, etc., with an authorized capital stock of $50,000, of which amount $15,000 has been subscribed and $2,500 paid in in cash, Detroit—The Accessory Distribu- tors, Inc., 3169 East Jefferson avenue, has been incorporated to deal in auto accessories, parts, etc., with an author- ized capital stock of $2,500, all of which has been subscribed and paid in in cash, Kalamazoo—Mrs. Ada Moore, man- ager and buyer for the millinery de- partment of Gilmore Bros., has re- signed her position and engaged in the millinery business on South Bur- dick street, under the style of Ada Moore Hat Shop. Detroit—The Guyan Coal & Coke Co., 1705 Dime Bank building, has merged its business into a stock com- pany under the same style with an authorized capital stock of $15,000, $5,000 of which has been subscribed and paid in in cash. Detroit—Frank M. Reszke has merg- ed his drug business into a stock com- pany under the style of the Frank M. Reszke Drug Co., 13223 East Jeffer- son avenue, with an authorized capital stock of $25,000, of which mount $18,- 500 has been subscribed and paid in, $2,500 in cash and $16,000 in property. —_- Detroit—Stewart’s, 1910 First Na- tional Bank building, has been incor- porated to deal in women’s wearing apparel, notions, jewelry and to soloct business for M. I. Stewart & Co., Inc. of New York City, with an authorized capital stock of $1,000, $250 of which has been subscribed and paid in in cash. Detroit—The Scotland Woolen Mills Co. has opened two new _ tailoring stores in Detroit during the past week, one at 724 Gratiot avenue, in charge of Mr. McAdams, and one at 2024 Woodward avenue, in charge of Mr. Hartman. The Detroit headquarters of this firm is at 1408 Woodward avenue. Ishpeming—Elmer Skud, manager of the department store of the Nathan E, Skud Est., is conducting a closing out sale of the entire stock. The Skud store recently observed its fortieth anniversary. Mr. Skud will assume the management of the Skudd store at Wakefield which has been estab- lished for over twenty years, Allegan—Burrell Tripp has sold two of his business enterprises in this city to his two sons. Grover Tripp has bought the business of the Tripp Manufacturing Co., which makes 2 specialty of making auto bumpers for] three or four auto makers. Haroltj Tripp has bought the drug store com ducted here by his father for ovel twenty-five years. Mr. Tripp will cat tinue at the head of his three o stores. i Forty-first Anniversary Essential Features of the Grocery Staples. Sugar—The market is unchanged. Jobbers hold granulated at 7.45c. Tea—Certain grades of India teas have strengthened abroad during the week and this was felt somewhat in this country, although not materially. India teas are not being offered at present very freely. Ceylons and Javas unchanged, quiet and steady. The general demand for tea is very fair. Coffee—The future Rio and Santos market eased off during the week, on account of fresh revolutionary news from Brazil, which seemed to indicate that the Government was gaining. Spot Rio and Santos, green and in a large way, probably lost %c during the week, but still rule on a high basis. The immediate future depends entire- ly on the revolution. Milds have con- tinued firm and about unchanged dur- ing the week; they will follow Brazils rather closely. The jobbing market for roasted coffee is firm and unchang- ed for the week. Canned Fruits—California fruits are the most sensational of all offerings. Many canners have entirely with- drawn. Others are temporarily off of the market until they can check up their outputs and determine their costs, while a few who are open to business are quoting only the ordin- arily slow sellers, which are never in popular demand. Pears, peaches—of the favored grades and varieties—apri- cots, and other items are more or less unavailable at the source. What is noticeable is that all canners have the same selling ideas; and even the small- er factors, who are usually willing to undersell the larger packers, are now cautious sellers. California and North- west *postings indicate a limited pro- duction and next to no surplus after filling contracts. A considerable vol- ume of European business is said to have been booked. Outlets abroad have been depleted of carryover, which broadens the distribution of the new crop. Pineapple was steady but quiet all of last week. Buying interest in gallon apples is nominal. Canned Vegetables—Distributors re- fuse to accept the tomato market as it stands at present and buying new crop at 90c@$1.30 and $4.10@4.25 is limited. On the other hand canners do not see how there can be anything like a normal pack and they are more or less off of the market. Until packing ac- tually is on in full swing it is not thought there will be much change in the market. The demand for old pack is to cover actual orders now in hand. Peas are firm as ever in packing cen- ters. Opinions as to final pack differ. buyers being inclined to anticipate an- other record production, while canners Say that weather conditions greatly curtailed the pack and did not permit of any surplus. On this account buyer and seller are conservative. There are very few offerings of future corn, as this crop is also backward and the final outturn is still in doubt. The un- certainty adds strerigth to old packs. Canned Fish — The demand for Maine sardines is better. General con- ditions are unchanged. Prices are steady. Salmon is in light demand. Alaska pink and red salmon is being bought as wanted, but without inter- MICHIGAN TRADESMAN est and great activity. Prices are in- clined to be soft. Shrimp is scarce. Crab meat and lobster both dull. Tuna is stronger, with no pressure to sell. Dried Fruits—The market has un- dergone a change for the better dur- ing the past week. There is more buying for local and out-of-town ac- count, a hardening in prune prices and a cleaning up of the cheaper stocks of California and Oregon lines which is putting the market near the Coast basis. With less stock here available for jobbing purposes and with the spot market no longer out of line with the source, the tendency is to go to the packers for replacement, something which has not been done in this mar- ket for some time. Prunes are by no means the only improved fruit, but are most striking examples of changed conditions. Also a feeling of con- fidence in prunes makes for a better sentiment also in other commodities. Local jobbers have been acquiring prunes. There has been more interest in Oregon large sizes and in Califor- nia mediums. In the latter crop there are very few large or small sizes, while Oregon prunes run mostly to sizes above 40s. Interior markets have been picking up good sized blocks here and the competition among buyers has caused a hardening all along the line. The Coast is firm on old and new pack. Oregon expects a light percent- age of large sizes on account of dry weather and the same is true of Cali- fornia. Oregon new crop was quite generally quoted last week by all im- portant packers on the same price basis and assortment. “Some business resulted although the assortments have not been as favorable as dealers de- sired. New crop California are held with more confidence than ever. Rai- sins are selling quite freely for pres- ent jobbing needs. No price cutting has occurred on the carryover as the Sun-Maid has the bulk of the stock and meets but little competition from independents. Apricots are quoted too high to attract much attention, but packers will not make concessions and new pack contracts are not being ex- tensively made. Domestic and export outlets are counted upon to absorb the pack. Good old crop is wanted on the spot. Increased strength is to be noted in peaches which packers think will follow apricots. Currants are steady but quiet. ; Syrup and Molasses—Molasses is unchanged. Seasonably the demand is light, but the market continues firm in spite of this. Sugar syrup is quiet and unchanged. Compound syrup is steady and dull. Beans and Peas—The demand for dried white beans is dull throughout the whole line. The undertone, how- ever, is steady to firm. Dried peas are firm and in fair demand. Salt Fish—Mackerel is wanted in a very firm way at unchanged prices and about unchanged conditions. Qual- ‘ity and quantity are both good. Cheese—Cheese is firm, without any particular change for the week. The consumptive demand is good. Provisions—Hogs have advanced in price in primary markets during the week, and in consequence all hog prod- ucts are firmer on account of light receipts. Beef products are also steady to firm. The general demand for provisions is good. All grades of lard firm, with an advancing tendency. —_——_e------—— Review of the Produce Market. Apples—Home grown Duchess, $2 per bu, Asparagus—$2 per doz. bunches for home grown, Bananas—644@/7c per Ib. . Beets—New, 30c per doz. bunches. Blackberries—$3 per crate. Butter—The market is weak and lower. Local jobbers hold extra fresh at 35c in 60 Ib. tubs; prints, 37c. They pay 20c for packing stock. Cabbage—Home grown 75c per bu. Cantaloupes—Arizona are now sell- ing as follows: JOM OR $4.50 EE een $4.25 ON pet 3.75 OO ee 1.75 Carrots—Home grown, 30c per doz. bunches, Cauliflower—Home grown, $2.75 per. doz. heads. Celery—Home grown is now in market, commanding 40@50c_ per bunch. Cherries—Sour, $1:75 per % bu. basket; Sweet, $2.50@3 ditto, Cucumbers—Hot house command $1.75 for fancy and $1.50 for choice; Southern outdoor grown, $2 per ham- per, Currants—$2.25 per 16 qt. crate for either red or white. Eggs—The heat is still affecting the egg supply and the percentage of high-grade eggs is light and _ sells readily at high prices. Other grades are irregular and in fair demand only. Local dealers pay 27c for strictly fresh. Egg Plant—$2.50 per doz. Garlic—35¢ per string for Italian. Gooseberries—$1.75 per 16 qt. crate. Grape Fruit—Fancy Florida now sell as follows: ' ieee eee $5.00 46 . 5.00 OF ee 5.25 G8 and 70 5.25 Green Beans—$1.50 per bu. Green Peas—$3 per bu. Green Onions—Home grown are now in market, commanding 25c for Evergreens and 40c for Silverskins. Honey—25e for comb; 25¢ for strained, Lettuce—In good demand on the following basis: California Iceberg, per crate ...-$8.00 Outdoor grown leaf, per bu. ..--$1.00 Lemons—Quotations are now as fol- lows: Te IEE oon cnenenncn -$6.00 200 Hed Bad .....-......_-...< 5.50 S60 Fak BAU on ccnnssca..-- 5.50 Onions—Spanish, $2.50 per crate; Walla Walla, $4.50 per 100 Ib. sack. Oranges—Fancy Sunkist Valencias are now on the following basis: 100 oc --$8.00 126 and $90 Joo 8.00 176 7.50 200 7.50 Oe ieee heces weaceene 6.00 ee oe a meee tues cece 5.50 ig eer REDE SESE eae 5.00 Red Ball, 50c lower. Parsley—50c per doz. bunches. Peaches—Elbertas from Georgia command $2.75 per bu. Receipts con- tinue fine in quality, Poultry—Wilson & Company now pay as follows for live: Peavy foWW onc coo ol 20c Broiere oo 18@25c Re FOE ois ion neo 15c ii neene enn onenn sce 10c EC 17c Radishes—20c per doz. bunches for hot house. Raspberries—Red, $3.50 per crate; Black, $3 per crate. Rhubarb—$1.50 per bu. for home grown, Spinach—$1 per bu. grown. Tomatoes—Home grown hot house $1.65 per 7 Ib. basket; $2.75 for 10 Ib. basket. Veal—Local dealers pay as follows: for home Fancy White Meated _.....--.--- 15¢ GOOG oo 5 oe ee 13¢ We Oe i 10c a anions 08c Water Melons — 50@75c apiece. Shipments are coming in from Georgia’ <°> and Missouri. Whortleberries—$3 per crate. —oeenaineipieeiieiet + Watch Out For This $10 Bill. . A new counterfeit $10 National cur- rency note on the Federal Reserve Bank of Chicago, Illinois, is reported. The check letter which should appear in the upper right and lower left ends. of the note is missing. Houston B. Teehee, Register of the Tyeasury; John Burke, Treasurer of the. United States; portrait of Jackson on the left end of the note. ——_.---———— Just because the canned food mar- ket so far, since new packs were first quoted has worked out as canners had predicted and directly opposite the course which buyers had anticipated does not mean that the operator who has not covered his requirements is entirely at the mercy of producers, At the moment he may be at a disad- vantage, but there is a long time be- fore the season closes and there is ample time for a reversal of present bullish market conditions. On this account the buyer refuses to be stam- peded into contracting ahead to make up for lost time, with prices of second- ary consideration to securing what he needs from responsible canners on whom he can reasonably count for full deliveries. In fact, some buyers think that packers will-have more of a sur- plus unsold after their season’s opera- tions are concluded than they expect, because they will pack more than they now admit, and it is believed also that they have not sold on actual firm or- ders the quantity they announce hag been taken for domestic and export account. At any rate the local trade has not accepted conditions in packing centers as they exist just now, and while there is an inclination to buy ahead cheaper lines than those now quoted are wanted and since they can- not be procured buying at full prices is being done in conservative volume. ———_.---2— Detroit—The Hurdman Manufactur- ing Co., 48 Edmond Place, has been incorporated to deal in cement, stucco, tile and other building materials, with an authorized capital stock of $2,000, all of which has been subscribed and $500 paid in in cash. a ay te i ag De 6 IN THE REALM OF RASCALITY. od Cheats and Swindles Which Merchants Should Avoid. Ionia, Aug. 2—Can you tell us whether or not the Associated Dealers Co., of 64 East Lake street, Chicago, is a good concern to do business with, We paid them $20 and received tickets inted with our name and other in- ion on, which we were to give our customers with each 25 cent pur- chase, The T-A-D (as they style themselves) were to give premiums for these tickets, accompanied with a small amount of money, each varying with the articles wanted. Now they have never sent our cus- tomers any bulletins, as they agreed to in their contract; neither have they sent any to the store since early in We asked them when the man was here why they didn’t advertise in the Tradesman and he said because it was ' just a Michigan paper and they used the System magazine as an advertising medium. Everything seemed authen- tic then, but they do not reply to our ets now and it looks sus- - We have watched your Realm of Raacality column and it js worth more than.the subscription price. We bit - @m the Chic-o-lay deal and it taught sal ‘ Leo A. Edwards. *-The Tradesman has received many ae complaints about the T-A-D. Co., as calls itself. A merchant at Dorr --. got hooked by this concern about a yeat ago, at which time the Trades- “fman suceeded in getting the manager of the business to return the money paid in advance. No serious attempt Was made on the part of the Chicago concern to carry out the terms of the _ ontract, Literature was not fur- ~ gished, as provided for in the contract, and the few goods sent on as samples ‘were of a very inferior character, The agent agreed to install no other agen- cies. within: six miles of Dorr and then proceeded to locate another agent in the same town and still another with & merchant three or four miles away. The alleged manager of the outfit came to Grand Rapids at the time the Tradesman warned its readers against the concern and threatened dire re- sults for the Tradesman because of the MICHIGAN TRADESMAN exposure. No attention was paid to his threats, however, because “bark- ing dogs never bite.” He promised to send the Tradesman a certificate of good character on his return to Chicago, but the document never reached us. The best course for any merchant to pursue in a case of this kind jis to quickly but firmly direct the representative of the concern to the front door and suggest that Mich- igan air is not healthy for strangers exploiting schemes which call for money payments in advance. L’Anse, Aug. 1—Will you kindly advise us what you know about the International Distributing Company, of 288 East High street, Detroit? They have been soliciting in Upper Michi- gan and they claim to give Rogers silverware free with coupons paid for by the merchant. As this sounds kind of fishy to us, we were wondering what their game is. Also please advise about the T-A-D., 64 East Lake street, Chicago. Paquette Brothers -Company. The Tradesman advises its mercan- tile friends to fight shy of any of the | chaps purporting to handle Rogers silverware as premiums on the coupon plan. There are dozens of cheap scamps engaged in this line of busi- néss (with apologies to the word busi- ness) and while there may be an hon- est dealer in the bunch the Tradesman has never discovered him. No mer- chant need depend on these fakirs to handle silverware premiums. He can buy the silverware at $1.50 per gross and have his local printer make the tickets, thus keeping all the conditions in his own hands, —_+.-.———— Safety in Numbers. A book-keeper applying for a job was being interviewed by ‘his pros- pective employer. “I presume you fully understand all the details of double-entry book-keep- ing.” “I'll say so. Last place I worked I used triple entry: One set showing actual profits for the boss; one set showing no profits for the stockhold- ers, and one set showing a loss for the Income Tax auditors.” Everybody’s Dancing at Ramona Park Casino these days Come out tonight and enjoy a Real Dance and Real Music Dollavo’s Ramona Syncopators Masters of Modern Dance Music ‘They Just Won’t Let Your Feet Behave” Dancing 8:30 until 11:30 “The Best Dancers All Dance at Ramona” Which Would You Rather Sell? 2 ONE MATCH - OR TWO MATCHES |e Mamonad Nee CNC Ct \ (ee Cnn SE Say to your customers: “Here are two boxes of the new, perfected Diamond Match for fifteen cents—the best match and the safest match to take into your- home. They are better value than ordinary matches at six or seven cents per box.” Your percentage of profit on Diamond Matches is larger than on ordinary matches, and your total profit on Diamond Matches—two boxes for fifteen cents—is much larger than on one box of ordinary matches at six or seven cents. And you will sell two boxes almost every time. You may as well inerease your match sales. And you may as well make this extra profit on your match sales, THE DIAMOND MATCH CO. BEECH-‘-NUT Prepared Spaghetti WITH CHEESE AN MUR Uk laa teat = - Ready to Serve! The ideal quality product for the progressive Grocer to sell. Display it, thus telling your cus- tomers you have it. It is nationally advertised. BEECH-NUT PACKING COMPANY i oods and Confections of Finest Fiavor'’ CANAJOHARIE : NEW YORK ce cinne nos e ns Soren ats ee ee SE Cee TES FOP E ESM gd CEN a ALT Catp On te Teese ras e Peat ae et Oe ER DOWD eee Renmei — Dee an ane Deeb Ce oA A RARE The Forty-firet Anniversary MICHIGAN TRADESMAN 7 Are you looking for Bargains in Fine Furniture? i cracems marc tra tas maga crass & KLINGMAN’S ALTERATION SALE | IS THE BIGGEST OPPORTUNITY OF THE YEAR | xX While contractors are busy remodeling sections of our store damaged by fire, we are | | . ALL KINDS OF FURNITURE INCLUDED—Here are representative bargains: $336.00 living room suite. kidney dawenport and round {Stee red! mesdatien center, eset wits plain rea. @inge back chairs covered with fine mehair. Seat taupe medation center, stat with pisin red. een: Sasi ates "ettns DLOGOO SE SSS tint eee | $48.00 $824.00 Living room suite ties covered Overetuffed chair, rocker te match, Sie ipsa i consi, wisp haneeome ae Sr vGataees cone tees §$36.75 a Gale oe armen Sale ——— New Gelid weinut dining room Larye 3-plece overstuffed suite, covered with 225.50 $507 Mex. “Guaec os long. 5 legs. Large RAY Large 2 pines Oren on ures roomy pee, Dp ou’ aun aan ty suene = hm siigecieaqesnee try asm $349.75 $087.00 Overst 3. suite, the new kidney cos pees e high a rered with © combination of arace cnepe monair the bac Seat cushions covered Sollé Walnut suite, 10 pieces, $102.60 Coxwell chair suat and back covered $306 Se Ss aoe ay teensy mest coors wn ine sors $89.50 ¥en $175.00 EASY CREDIT TERMS Ionia Avenue 9 Opposite _ Cor. Fountain St. | | Morton Hotel. East Nationally Known Furniture Store | mchsteea anaateains nero eteneridan enter ENN Te AS as nee Nn Ase iTS SRI Seas eS eNinseeinatnensns Area pmeeseaeaprnerennaaap+s one OSes ASS a oatenienntninaieminniniaiadil inte SNR names MICHIGAN TRADESMAN Forty-first Anniversary FORTY-SECOND YEAR. ’ The issue of last week completed the forty-first year of publication by the Tradesman. The issue of this week celebrates that achievement and also marks the beginning of our forty- second year of publication without change of editorship, ownership or business management. Forty-one years is longer than most men are permitted to pursue a single Occupation devoted to a particular purpose or the exploitation of a single The writer feels profoundly thankful that he has been spared so long to follow the vision of youth and amplify it through long years of faith- ful service and adherence to what he . conceives to be his duty. He also feels deeply indebted to the many thousand patrons who have accorded him such generous support and en- couragement in unstinted measure over so long a period. In many cases “the relation between publisher and ‘> patron has been transferred from fath- to son; in hundreds of instances we are. now ‘serving the third generation of the men whom we started out with more than two generations ago. : See men remain on the firing line is ‘long as I have stayed by the ~ Perhaps it would have been the part of wisdom to have re- ‘fired years ago and turned the duties ‘and responsibilities over to a younger ee p= more energetic man; but candor the statement that I have be- #0-enamored with the work I + to accomplish from day to day et Sere asa - Jabor of love. To abandon it at this oF “time would deprive me of the greatest pleasure which: has ever come into my dife—the feeling that I am pursuing ce a career which yields some measure ze of satisfaction, enjoyment and profit to my patrons, a comfortable living for “gay associates and a margin for myself “Gamnich enables me to make regular dis- S ‘bursements to charitable and philan- ey thropic causes which I could not assist Ea -generously and effectively in the < ae years of my career. 2 "No ‘period. in recent years has ex- emplified the ‘stability of the mercan- ’ ile ‘business as has the past year, “which has been a time of reckoning - for many lines of industry. Inexper- po merchants and those who have dertaken to carry too heavy a bur- of indebtedness have fallen by the Wayside: but the percentage of mer- -eantile failures has been smaller than ‘the record in most other lines of busi- ‘ness activity, proving conclusively that the distribution of merchandise is one of the most stable undertakings in existence. * The greatest menace which ‘con- ‘fronts the mercantile fraternity to-day fis lack of experience, education and whieh ‘ate protected against lightning. 0 S- Large unprotected buildings. Es oh Small unprotected buildings. w thunderstorms avoid the im- “tania vile Hlectric light circuits, lightning con- pei "ductors and downspouts, screen doors and windows, stoves and fireplaces, telephones or any metal object that pre : eens through the walls or roof of the building. ‘If remaining out of doors is unavoid- - able keep away from: *. Feolated trees, wire fences, hill tops and wide open spaces, small sheds and shelters if in an exposed location. “Try to reach thick timber, a cave, a ! ‘depression in the ground, a deep valley or overhanging cliff, if there are any of these in the vicinity. eae Ten Dangerous Combinations. The following ten dangerous com- binations should be avoided at al] times. One or more of them caused death and destruction every month during 1923 in ‘North Carolina; it may be your turn next if you do not exercise precaution “qto prevent fire: Sparks and gasoline. Careless smokers and trash. Kerosene and stoves (lighting fires). Electric wires and nails or metal hooks. Pennies and electric spark plugs. Copper or other wire bridged electric circuits. Clothing and open flames. .- Dry Jeaves and shingle roofs. These are combinations that you should never learn; they are danger- ous, treacherous and fatally unsafe. MICHIGAN TRADESMAN Not Confined To Women. While not critising women for smoking, the State Forester of Califor- nia estimated that “nine out of ten women smokers who drive automobiles throw lighted cigarettes out of their cars and in so doing start forest fires.” And the practice is not confined to California or to women drivers. —_—_~2-2——— Higher-Priced Goods Best So Far. In a review of Fall ready-to-wear buying so far this season it is said that the higher-priced merchandise has done better than the popular-priced goods. While this is usually the case in the early buying, because many re- tailers buy the higher-grade garments for “show pieces,” other market fac- tors emphasize this condition. Be- . cause they feel that they will experi- ence no difficulty in obtaining their requirements, buyers see no reason for covering their needs very far ahead in this class of merchandise. There is also the fact, buyers say, that they will make many trips to the market, even more than has been their cus- tom recently. They will spread their purchases over these frequent visits, which will enable them to have fresh stocks of popular-priced garments as they are needed. —~»13 A turn of the hands rules the wave in the hair and the wave in the air. Forty-first Anniversary Merchants Life Insurance Company RANSOM E. OLDS Chairman of Board WILLIAM A. WATTS President © Offices: 3rd floor Michigan Trust Bldg.—Grand Rapids, Mich. GREEN & MORRISON—Michigan State Agents Howe, Snow & Bertles (INCORPORATED) Investment Securities GRAND RAPIDS Chicago Detroit New York For Surplus Funds 4% Certificates of Deposit oe or longer. ur available at age Pcs 4 notice. It will be EXTRA SAFE because we make no unsecured loans. HOME STATE BANK FOR SAVINGS Monroe Corner /onia A State Su Ban Member Federal Reserve System Assets $3,000,000 rvised AUTOMATIC 4267 BELL, MAIN 2455 A.E.KUSTERER &CO. INVESTMENT BANKERS & BROKERS GOVERNMENT MUNICIPAL PUBLIC UTILITY RAILROAD CORPORATION BONDS 205-217 Michigan Trust Building sh & GRAND RAPIDS LOCAL AND UNLISTED Bonds and Stocks Holders of these classes of securities will find in our Trading Department ap active market for their sale or purchase. CORRIGAN COMPANY Investment Bankers and Brokers Ground Floor Michigan Trust Bldg. Grand Rapids, Michigan Citizens Belt Main 4480 4900 Michigan Shoe Dealers Mutual Fire Insurance Co. Lansing, Michigan PROMPT ADJUSTMENTS Write L. H. BAKER, Secy-Treas. P. O. Box 549 LANSING, MICH. Forty-firat Anniversary Three Fundamental Principles Which Govern Business. In the years gone by the retail mer- chant was not supposed to possess salesmanship qualities, or if he did, no one ever knew it, but to-day the one who is up to the minute must possess salesmanship abilities, tact, judgment, and all other qualifications which go to spell a perfect business man. He must be a master in bending the will of his patrons in line with his own de- sires—the truest form of salesmanship. One customer is but a unit, but get that one customer to patronize your store ten times and we have ten buyers 100 times and we multiply that total by ten, and so on down the line of human endeavor. The alert merchant can make of himself and his store more than a mere trading institution, a place to which the first thought of all his pa- trons reverts to when goods for the supply of table or home are required. He must work along the lines of least resistance and create good will. He should be the friend of every one and the confident of none; liberal in his views but none too liberal in giv- ing voice to the innermost thoughts of his soul. He must know how to appeal to Jimmy, age eight, and Grandpa, age eighty. Women must come in for every consideration, and he must value the sail of a pound of sugar as he would a bedroom suite. Smile with the flippant and be sober with the serious minded, and, above all, do not fail to thank every patron for their mite of trade, for that is the way to make the mite mighty. Women who are troublesome and those who are pleasant to serve must receive equal courtesy; in fact, tite grocer must be a diplomat in a limited way. Of course, we cannot give a fixed set of rules as to the conduct, deportment and points of success to be followed by every storekeeper, but sufficient to state, common sense rules must be the order of the day every day in the year. An orderly clean-cut, efficient man keeps, as a rule, a clean-cut, effective store and creates and attracts similarly clean trade, while the man who keeps a slovenly shop will attract trade of the least desirable class. Many retail merchants wail aud complain of their lot. Some say, “This is a dog’s life,” others sing at their work, and are con- tent. It is all from which angle you view your calling—one man stumbles over obstructions which others use to advantage. It is all very well for the merchant to be called a steady man, a plodder, a man to stick to-his business, but he must add to this a goodly store of originality, he must do the old things MICHIGAN TRADESMAN in a new way or find a new way to present his better business side to the buying public he is called upon to serve. He must be semi-inspired; this does not mean he must be a dreamer; far from it: but he should be alert to seize opportunity, or if none is ready, make one. Look no further than your own store, to dis- cover a mine of knowledge, found, as a rule, right inside your doorway. After all is said and done three funda- mental principles must govern your business. They are: A knowledge of costs and expenses. Care in the extension of credits. Salesmanship. The rest is up to you. ——_—_+--- Courtesy To Customers. The meaning of the word courtesy is “to treat with civility.” Courtesy is defined by the Standard as “politeness exercised habitually.” It is a simple matter to be polite to a customer who agrees with your statements, who ap- preciates your merchandise and speaks well of it, but it is an entirely differ- ent proposition to retain your poise and be courteous to one who seems to doubt your statements, who is criti- cal and perhaps sarcastic. In the pre3- ence of such a customer your ability as a high-grade salesman is in the bal- ance. It is then that the critical test comes. Can you come back with a smile and a happy word? The ma- jority lose their temper more or less, and at the same time lose the pos- sibility of making a sale. To be bet- ter salesmen is to practice courtesy or “politeness habitually,” to the fullest extent. The moment a salesman loses his temper, even in the slightest manner, he loses more ground in a minute than he can regain by an hour of tactful- ness. Myself, as a salesman, have come in contact with customers that were very hard to deal with, but I would win out in the end, by being polite. To give you an example. “A man and his wife came in the store where I am employed as a salesman in the men’s shoe department, to pur- chase a pair of shoes. This customer was very cross and hard to get along with. I finally sold him a pair oof shoes and handed him a card. That customer apologized for being so cross, introduced himself to me and remark- ed that whenever he needed shoes he would call on me.” The buying pub- lic who are the most exacting, critical and hardest to serve are the first to detect courtesy and appreciation. Ben Emden. —_—_>-+->—— The world is full of men looking for better jobs who are not willing to do better work. FO Preferred Lists of Safe Investments constantly revised lists R the of clients this organizatien maintains constan FOR ee Soe that offer ‘unquestionable security plus attractive yield. Lists Supplied Upon Application Telephones: Bell Main 4676. Citizens 4678. HOPKINS, GHYSELS & CO. incecness Bankers and Brokers Michigan Trust Bidg., Ground Floor, Grand Rapids The Michigan Retail Dry Goods Association advises its members to place their fire insurance with the GRAND RAPIDS MERCHANTS MUTUAL FIRE INSURANCE COMPANY and save 30% on their premiums. Other merchants equally welcome. 319-20 Houseman Bidg. Grand Rapids, Mich. Your Jobber Can Supply you with “Miss Grand Rapids” Queen of All Brooms Manufactured by J. VAN DUREN & CO. Grand Rapids, Michigan Conservative Investments Bonds and Preferred Stock FISCAL AGENTS FOR GUARANTEE BOND & MORTGAGE CO. RICHARDS STORAGE CO. RICHARDS REALTY CO. SHANK STORAGE CO. OF GRAND RAPIDS TITLE BOND & MORTGAGE CO. OF KALAMAZOO CHAS. E. NORTON Investment Banker and Broker 210 Kalamazoo Nat’] Bank Bldg. KALAMAZOO, MICH. 521-2-3 Michigan Trust Bldg. GRAND RAPIDS, MICH. _ reading. 16 MICHIGAN TRADESMAN RIDICULOUS BUNK. Horrible Crimes Attributed To Crow and Robin. Written for the Tradesman. : : There are certain interests in this country which have combined to wipe out of existence our feathered popu- lation, beginning first with the much maligned crow, going on down the line with the final extinction of the sparrow and hawk, not excepting the robin. : If we are to make sacrifice of bird life, the robin should not be exempt, since he is the most destructive to certain crops of any bird that wears feathers. I read somewhere not long ago of a farmer who advocated the killing of robins in order to save cherry and other fruit-crops. The Du Pont Powder Co., of Wil- mington, Delaware, has issued a pam- ‘phlet entitled “The Truth About the Crow,”’ which is certainly interesting Some of the statements contained therein would discount An- anias in stories about the misdeeds of the black bird of ill omen: “Starting innocently enough, the _ crow, with numbers increased by the millions, his. cunning keeping apace ~ «with the effort to reduce his numbers, ~ not alone farmers and sportsmen, and | game conservationists, but every man, -.. ‘woman and child in America is af- ("fected by his depredations. The crow aust be controlled, his activity in de- struction to food and animal life nar- yowed to the minimum. This done we may be set for better things and bet- ter market prices on the food com- . IModities of life!” "Phere-you have it in a nutshell, the -awfal nature of the crow, and the *» danger to National life that is threat- ae ened unless he is exterminated through - othe “use of Du: Pont ammunition and > firearms! “\ 0 “The statement has been made, and - “vapparently an authorative one, that crows, per crow, cost Oklahoma a dollar a year. There are estimated to be eleven million crows in Oklahoma.” Then a little further down we come to. the Rev. Noel J. Allen, of Virginia, a noted authority on crows and other -wermin, who believes that there are »-at. least two hundred million crows ' scattered throughout the country. If ~ these black scamps do a dollar apiece damage—the figures are appalling. “Two hundred million dollars put into profitable circulation would make an appreciable difference in the cost of living.” Wouldn’t it? What an amazing ar- faignment of thts black satan which is devouring a quarter billion of the country’s foods every year. No wonder farmers stand appalled and wonder why they had not thought to figure before this gun company got in their stunt, According to these “facts” there are about two crows to one human in the Nation. That would give the people of Grandville about 3,000 crows. I have heard one caw now and then in the dim distance in early spring, but never imagined there was such an army of them. One never knows un- til he reads about these things. According to an authority, five mem- bers of the Boise Fish and Game League, of Boise, Idaho, killed 500 crows in one day, 100 to a man. Brave deed well told. During the month of February, 1921, members of the Wer- nersville, Pa., Rod and Gun Club shot 1100 crows. Catering to this sportsmanlike de- sire to kill, the Du Pont Co. is pub- lishing accounts of the depredations of the horrible crow. It is business before pleasure with the ammunition and gun sellers. If the right of the crow to live is shown to be nil, how easy to advance the financial estate of the company in question. It is a wonder that said company hasn’t entered the religiou3 field and enlisted the ministers of the Gospel on their side, since there can be no doubt that the black crow or- iginated with the wearer of horns and hoofs. It is much easier to prove the des- tructive nature of the robin than that of the crow, yet how many are there in the land who wish to see robin red- breast slaughtered in order to fill the pockets of men who sell powder and shotguns? I lived in the country more than a J. M. Merrill. quarter of a century, among farmers and woodsmen, was a worker of a farm for sixteen years, and judging from my own observation these witnesses who attempt to bolster up the cause of crow annihilation certainly in more than one instance bear false witness against the culprit on trial. It is averred that the crow makes war on all other birds, more particu- larly the quail, destroying the nests and actually killing and eating the young. Also it is declared that hens’ nests have been invaded, their eggs eaten and even small chickens have been devoured whole! Full grown rabbits fall an easy prey to the devastating black imp; pig pens have been invaded and the grain and slop fed to the swine is rapidly de- voured. In fact, there is no known depredation this foul bird has not been guilty of abetting. He not only kills chicks, quails, digs out lambs’ eyes, kills suckling pigs and blinds their mothers, but he steals everything he can lay claws and beak on.. The long list of the crows’ misdoings is enough to. frighten the most hardy son of toil away from the farm to the safety of the city. “When domesticated the crow is a petty thief. He will take and carry off the baby’s playthings, mother’s sewing and crocheting utensils, grand- ma’s spectacles, and even grandpa’s pipe—all without apology—and, hide them somewhere out of doors or in the old barn.” In summing up, the crow-hater de- clares, “He is black. He is a pirate, robber, thief, assassin and murderer, and if so convicted he deserves the sentence of extermination.” Could ridiculous bunk go any farther? Old Timer. ——_-->-s——_ Two Local Houses Now Fifty Years Old. Two Grand Rapids wholesale houses celebrate the 50th anniversary of their founding this year—Judson Grocer Co. and Hazeltine & Perkins Drug Co. The former dates back to 1874, when Cody & Olney engaged in the whole- sale grocery business. The present line-up of the managerial staff is as follows: President—William Judson. Vice-President—Edward Frick. Secretary—Arthur E. Gregory. Treasurer—Henry E. Stanton. Directors—Above named and Mrs. Helen Putman Barnhart, Byron S. Davenport, Peter Lankester, William L. Berner, Cornelius Cary and Edgar H. Johnson. The Hazeltine & Perkins Drug Co. dates back to the spring of 1874, when Charles N. Shepard and Dr. Charles S. Hazeltine engaged in the wholesale drug business under the firm name of Shepard & Hazeltine. Mr. Shepard had formerly been engaged in the re- tail drug business under the style of C. N. Shepard & Co., which firm en- joyed a wide reputation throughout the State through the exploitation of a remedy for fever and ague—then very prevalent in certain sections of Michigan—under the style of Wahoo bitters. The present official line-up of the house is as follows: Chairman of Board—Mrs. Hazeltine. President—Lee M. Hutchins. Vice-Presidents—Cornelius Crawford and Harry Fairchild. Secretary—Harry Fairchild. Treasurer—Wilson Hutchins. Assistant Treasurer and Auditor— Frank Bockheim. Assistant Secretary — William G. Cook. i ———_>-. A Business Man’s Ideal. To have endured early hardship with fortitude, and overcome difficul- ties by perseverance; to have founded or developed a large business, useful in itself, and given employment to many; to have achieved fortune, inde- pendence, position and influence; to have established a character above re- proach; to have accumulated the es- teem, the confidence and the friend- ship of his fellows; to have given largely of money to charity, and of time to citizenship; and to have gained all-this of the world, without losing the soul by avarice, or by starving the heart into hardness—I say, he who has so lived has nobly lived and he should find peace with honor when the shadows begin to lengthen and the evening of life draws on. David R. Forgan. One Way $4.20 Round Trip $7.30 GRAHAM & MORTON GRAND RAPIDS, HOLLAND and CHICAGO RAILWAY Freight and Passenger Line, Leave Grand Rapids Daily, 8:00 P. M. Grand Rapids Time. Leave Chicago Daily, Except Saturday, 7:00 P. M. Saturday 10:00 P. M. Chicago Time. For tnformation Call Telephones Citizen 4322 . COUNTER SALES BOOKS Bell M. 4470 Size of slip torn out 3%x5% inches to fit 25000 White Originals te Or carbonized back. 25000 Yel. Duplicates, Your business card * printed on face of original and publicate and advertisement on back of duplicate as desired, 500 Books for $15.00 f.0.b. our factory. We special- ize on Duplicate and Triplicate Books of all kinds. Let ws quote you. BATTLE CREEK GOODRICH STEAMSHIP ahi ee) To Chicago 8:05 P. M. Daily Grand Rapids Time From Chicago 7:45 P. M. Daily. Chicago Time FARE $4.20 Train Leaves Grand Haven Electric Station 8:05 P. M 1 Block East of Hotel Pantlind Route Your Freight Shipments Tit GOODRICH war “Operating Steamships Every Day in the Year,” and Grand Haven, Muskegon e Electric Ry. OVER NIGHT SERVICE City Ticket Office Corner Pearl and Ottawa Consolidated Railroad Ticket Offices Citz. Phone 64509, Bell Phone M. 554 W. S. NIXON, General Agent Freight and Passenger Department Electric Raltway Station One Block East of Campau Square Phones Citz. 65671, Bell Main 671 L. A. GOODRICH, Traffic Mgr. Boat With Forty-firet Anniversary MICHIGAN TRADESMAN TRUSTS IN GENERAL Most people doubtless associate all the trust service of this Company with death—executorships and testamentary trusts. Yet the “Living Trusts”, so-called, handled by this Company, require the daily service of a large force and bring im- portant results to individuals in many parts of the country. “Living Trusts” are those not created by will,—that do not involve the inter- vention of a Probate Court. That portion of one’s estate which is made the sub- . ject-matter of a Living Trust need never go into the Probate Court. : They have usually been created by very careful persons, who are satisfied that this Company’s financial responsibility and methods are first class and its per- manency assured. What about the financial responsibility and methods of this Company? ist. There are the securities of each particular trust purchased by an experi- enced staff,—set aside by themselves in a huge burglar proof vault, having all the physical and other protection that modern science has suggested. 2nd: Its one million dollars of “CAPITAL STOCK,” representing that amount of cash care- fully invested and wholly unimpaired. 3rd. Still another million dollars, consisting of the DOUBLE LIABILITY OF ITS STOCKHOLDERS under the laws of Michigan. 4th. A “SURPLUS” of half a million dollars, representing that amount of cash, being part of the profits of its 35 years of business, not paid out in dividends to its stockholders but le‘t in the business and likewise invested and likewise un- impaired. 5th. $190,000 of “YUNDIVIDED PROFITS” reserved out of earnings of past years, now largely in cash or its equivalent and constituting part of the “WORKING CAPITAL” of this institution. 6th. THE PROT CTION OF THE STATE BANKING LAWS. While not allowed by law to engage in a general banking business, it is nevertheless examined as a state bank is examined, by the experts of the State Banking Departmnt, who count the cash and securities and examine the books and records, with unlimited freedom, on the possibility of the law having been violated in some respect, and for the purpose of assuring themselves that there is no misrepresentation of assets. The Michigan Trust Company reinvests trust funds without delay, and pending reinvestment it allows each trust interest on its average daily cash credit balance. Seldom do trust funds remain uninvested more than seven days, often less. The selection of securities for the trusts is handled by men of long experience in that work, who are familiar with the circumstances of each trust and with the terms of the trust agreement, and who are equipped to exercise good judgment in such selection. Every selection has the specific written approval of the Treasurer and two Vice Presidents,—and such approval means approval in every respect. The following bears on ITS ABILITY TO BUY GOOD BONDS FOR TRUSTS AT ADVANTAGEOUS PRICES: In the 35 years of its existence, a very large number of trusts, living and testa- mentary, have accumulated. The Company has long been receiving moneys repre- senting maturing and redeemed bonds out of the many millions bought in previous years. Every week, usually every day, such moneys come in, Its duty as Trustee has meant that in all these years its organization has been buying bonds on a large scale, partly for sale but largely for the trusts,—municipal bonds for trusts whose beneficiaries are in the super-tax class and therefore do not require a high rate of interest and who prefer non-taxable securities,—industrial or public utility bonds and mortgage notes, with rates that are higher, more suitable for trusts whose beneficiaries are in need of a greater return. This business has brought it in contact with the large bond concerns of New York, Chicago, Detroit, and else- — who have come to value its large business, and who give it favorable whole- e prices. With the exception of the unusual cases where the Trust Agreement provides otherwise, the trusts have the benefit of these prices. THE SECURITIES ARE PUT INTO THE TRUSTS AT ACTUAL COST TO THE MICHIGAN TRUST COMPANY, with no profit or commission whatsoever. The gain to the trusts due to this fact alone offsets to a large extent, if not entirely, the fees of the Trust Company for all its services. MIcHIGAN TRUST OMPANY Organized in 1889 Corner Pearl and Ottawa renee ak POPE EIT Pe PR FT EL SLO My S ~“ NP UMS METRE ae ; a eR TE = RE Te MICHIGAN Michigan. Retall Ory Goods Association. President—J. B. Sperry, Port Huron. Firat Vioe-President—Geo. T. Bullen, Albion. Geoond Vice-President—H. G. Wesener, etary-‘Treasurer—H. J. Mutrine, Manager—Jason E. Hammond, Lansing. = Fall Hats Are Varied. New things in Fall millinery are al- most as numerous this year as the pro- verbial sands of the sea, according to cable information from Paris that is ‘contained in the bulletin of the Retail Millinery Association of America. “J Monnier,” the bulletin says, “lays stress on felt, either self or rib- bon trimmed, or appliqued on velvet with stitching in contrasting or gold thread, Ribbon cockades and aigretted ostrich are the preferred trimmings. Many hats have tiny eye veils. Black, ‘brown, almond green and a soft gray are featured colors. “Agnes shows novel self-trimming, checkerboards of felt and velvet cov- ering the entire crowns. The felt brims display the same effect in their facings. Jane Blanchot trims some of her ‘jeune fille’ hats with two-inch ofibbon bands and = streamers = run through the slashed left sides of the brims, hanging to the shoulder. The wearer's given name is embroidered across the front of the ribbon. “An ea-shaped piece of white felt, _. placed diagonally at the left side of a white felt turban and rising four inches above the crown, toward the front, forms a unique trimming fea- tured by Isa & Yvonne. Maria Guy trims smal} black felt hats with bands and rabbit's ears of blond lace. The bands are placed across the front of the hat, while the ears protrude in their proper places at the sides. This effect is regarded as very chic and youthful. “Germaine trims a Girondin hat of hatters’ plush, in an exquisite Wedg- wood blue, with squares of gray fur placed at both sides of the crown near the base, from which two-inch gros- grain ribbon rises. The ribbon is placed flat against the hat to the cen- tet top of the crown front, where it forms a fan. Marthe Regnier is in- troducing crown bands of snakeskin in the trimming of some of her hats. These are fastened at the left side by jeweled and onyx clasps. Mme, Loui- son's principal offering is a quadricorne of pheasant brown velvet. Each of the four brim revers is covered with flower forms made of little brown and black wing feathers, glossily shellacked and appliqued in a raised effect.” —— . Women's Dresses Moving Better. Buying of women's dresses is in- creasing, and promises to develop into a strong revival of business within a week or so. The reason for the dull period, which now appears to be about over, continues to baffle manufacturers who say that retailers share their won- der. The latter, according to the manu- facturers, report that consumers are not especially disposed against spend- ing, but seem to be holding back from buying dresses. A factor in this situa- - tion is believed to be the policy of forcing merchandise. at low prices, with the result that there is little field left for the disposal of cheaper mer- chandise. Buyers coming to this mar- ket do not seem to know just what they want, it is said, and they have been accustomed to such low price levels that a figure considered legiti- mate by the manufacturers looks high to them. ieee pre maenen Denim Prices Are Rising. The turn in raw cotton prices has contributed to greater strength in denims. The mills are not producing much goods. The largest, in fact, is shut down until Aug. 11, and stocks on hand are very light. The greater firmness from a price standpoint has been reflected in secondhand trading, and those sellers who a while ago did business in denims at 20 cents are now buying goods at 22@22'4c for resale. The leading company maintains its price of 24%4 cents. It is pointed out that the overall manufacturing trade is showing signs of improvement, which eventually will improve the denim situation. The rise in price of im- portant grain products is a factor of no small importance in increasing the overall demand in the leading farming centers. i Three-Piece Suits Are Varied. Interest in the three-piece suit for Fall continues marked. Dress manu- facturers, as well as coat and suit pro- ducers, are offering many variations of this type of garment. In some cases the 45-inch coat with skirt and separate overblouse is featured, while in others the one-piece dress with coat to match is stressed. Frequently the upper portion of the dress is made of silk, with the bottom of a woolen cloth. The new suede-finished fabrics are widely used in the suits in question, as are lustrous and staple twills and silk failles. Seemann at aatummemmamee “Rayon” Fabrics Doing Better. Manufacturers report that the de- mahad for knitted “rayon” fabrics is improving gradually, and they expect a, good Fall season in these cloths. Siutter green, browns and tan; lead iny the featured shades. Navy, black snd brown, however, continue to be the volume colors. Knitted “rayon” underwear is coming into considerable popularity for wear throughout the year. Peach is the best liked color. TRADESMAN Forty-first Anniversary OUR FALL OPENING is now on and will continue until August 15th OME and see us when you visit the market—. as we would like to know you better and of course we would like to sell you millinery. But if you are just looking for information, or ser- vice, or suggestions, come in just the same, you are always welcome to the best we have to offer. Our primary purpose is to ship each customer's order with a view to future business. CORL-KNOTT COMPANY GRAND RAPIDS, MICHIGAN S Beye f Pas ut. SHANTIES TO PALACES Where barn-like depots once squatted in ugli- ness, railroads today are building stations like palaces. They know that the public sees in beauty a pledge of up-to-date service . .- Alert merchants have learned that good looking stores draw trade—that beauty pays profits. Hundreds of them are putting in Wilmarth Fixtures. The Beauty of Wilmarth Fixtures is a Business Magnet WitmartH SHow Case Co. Pioneer Manufacturers of Retail Store Equipment epaegaeonns' ma IT’S TRUE SWIFT CIGARS | Nothing Fancy Bat the Tobacco Distributed by LEWELLYN & CO. WHOLESALE GROCERS 4 GRAND RAPIDS MICHIGAN: Forty- first Anniversary Some Sam Davis Business Philosophy. The reason why dealers do not push their business more is because they allow their business to push them. They are poor executives. They do not place responsibility on their clerks. You should put them on their own initiative, develop and discover their talents; get good men; get good out of men. People who know how to get maximum results out of machinery or material are quite common, but the power to get the maximum out of subordinates or out of yourself is a much rarer possession. The ability of the real executive lies in using the ability of other men. Remember this, you are valuable in your business only in proportion as you make others val- uable. The planner passes the plod- der because he thinks, and an hour of thinking is better than a day of toil, bat the boss who looks after “every- thing” can't look forward to anything, because he’s always behind. I have met scores of dealers who are so busy making mistakes that they haven't time to make a profit. They are so busy working from neck down ($2 a day) that they haven't time to make’ money from the neck up. What's the use of your bothering to sell a box of blacking downstairs and you don’t know a case of shoes is missing up- stairs? I have seen dealers so busy checking goods coming in at the back of the store that they fai] to get a check on the customers going out at the front of the store. A dealer who does too much $10 a week work works 2 weak $10 business. In other words, he’s cracking peanuts with a sledge hammer. You are not in business to relieve the cashier at funch or to trim the windows, or to keep books, or run the typewriter after the store closes. You are in business to see that shoes are sold or to know why. To see that plenty of shoes are sold properly and profitably. For years the small proprietor has made the mistake of personally wait- ing on the customers, until now the customers wait for the proprietor. In- stead of getting on your knees to fit the feet, get up on your own feet and fit the mind. The successful merchant does not make a training school out of his store. He buys brains. Se a Retention of Moisture By Sugar Crystals. The significant factor in the absorp- tion of commercial granulated sugar, reports the Bureau of Standards, is the presence of a film of impure sirup derived from the mother liquor, and not completely removed in separating the sugar crystals from the molasses. Several measurements of the strengtn of the “caking” produced in the test samples of sugar gave rather convinc- ing evidence, the Bureau says, that the tendency of a sugar to cake is Owing to the character and quantity of the sirup film which covers the sur- face of the crystals. When the film was derived from pure sucrose, the Bureau explains, the sugar failed to cake even after exposure to a relative vapor pressure within 2 or 3 per cent.. of the vapor pressure of a saturated solution of sucrose. | Stock No. 133B 141B 143B 144B 146B The THIEF RESISTANCE IS PROVEN by Case Lock and Trigger Guard, two drill proof Guard Plates in front of lock, weak link in Bolt Mechanism, heavy Door Plate, Steel Jambs MICHIGAN TRADESMAN 19 High 50 in. 40 in. 60 in. 60 in. A REMARKABLE RECORD MEILINK FIRE-PROOF SAFES | With Steel Flanged Door Jambs Have Never Failed to Protect Their Contents In Any Fire. Awarded the seventh consecutive contract by the UNITED STATES GOVERNMENT HOME AND SMALL OFFICE SIZES Regular finish—Dark Brewster Green; can be had in Oak or Mahogany finish at slight increase in cost. Locker can be replaced with 2 plain shelves if desired. *NOTE: No.’s 26'and 30 take our regular interior equipment. SINGLE AND DOUBLE DOOR OFFICE SAFES Regular finish—Dark Brewster Green. furnished at slight increase in cost. Can be had with plain shelves, or any combination of interior ‘equipment. Inside Sizes Apprex, Wide Deep Weight 181% in. 2014 in. 1200 Ibs. 30 in. 1814 in. 1300 Ibs. 30 in. 181% in. 1700 lbs. 30in. 2614 in. 2000 Ibs. 56% in. 454 in. 28% in. 2550 Ibs. and Frames. Write for Descriptive Catalogue, Or Let Our Representative Call. Stock No. High 17 «W7 in. 20 20 in. *25 25 in. *30 30 in. Oak or Mahogany finish Inside Sizes Approx. With 2 Plain Wide Deep Weight Locker Shelves Sin. I5in. 475 lbs. $71.50 $ 68.00 Sin. I5in. 530lbe, 80.75 76.00 1814 in. 20) in. 790 lbs. 95.25 181% in. 201 in. 1000 Ibs. 107.25 Serenata nse UeREENNUNNENSTET EE ELSE TEETER SENN CSTE OSS PSSST SSS STS SSS SES SSIES SESS TSS SOT SSUES SOI eS SD 3 Plain 4 Plain Shelves Shelves $222.75 306.00 $353.50 375.00 Empty 484.00 Empty The Yisch-fHine Co., Complete Office Outfitters PEARL ST. NEAR THE BRIDGE Loose-Leaf Systems GRAND RAPIDS, MICHIGAN A ood Sign: to ‘Follow meantime areca a a MICHIGAN TRADESMAN Forty-first Aniiiversary Factors Which Influence the Quality of Sauerkraut. Sauerkraut is shredded cabbage which has undergone a lactic fermen- “tation in the brine made from its own juice by the addition of salt. The qual- ‘ity of this product undoubtedly de- pends upon several factors. One of these, a very important one, is its acid content. Without acid it would not -be sauerkraut. The very name implies ‘acidity. Without a sufficient degree “Of acidity it lacks the proper flavor, and ‘Yneofar as this is lacking becomes flat and insipid. The degree of acidity ‘which can be obtained in sauerkraut is -Timtted by. the amount of sugar in the ‘ pe woe This is usually about 4 per gent. The group of lactic organisms ‘which are always present on cabbage ‘@¥e capable of converting this sugar ‘dnt acids, chiefly lactic. We should get from the action of these organisms ‘an acid percentage equivalent to about -Onie-Half of that of the sugar present. This is comparable to the results ob- - tained, in the fermentation of fruit where we should obtain as a result of the action of yeasts and acetic ‘bacteria an. acetic acid production eq to one-half of the sugar in ‘the juice: Unfortunately in neither of these fermentations do we, as a rule, get such a result. In the fermentation “of sauerkraut we are sometimes able to get an acidity of 2 per cent., cal- culated as lactic. More often we get less ‘than that. A percentage of 1.8 is “considered a good result. An acidity “of 18 ‘per cent. should, I think, be es- tablished as the minimum which a ~ fully’ fermented product should show. Less than that would indicate cither that the cabbage was deficient in sugar or that the fermentation was not properly carried out. Just why the acidity should e un- duly low in some instances is not al- ways easy to understand. Several factors, however, may be conducive of this result. A low sugar content in the cabbage would, of course, mean a “correspondingly low acid production. It may be said, however, that low _acidities in the fermented product are very rarely due to a deficiency in the sugar content of the cabbage. In the great majority of cases this is due to the failure of the fermenting organisms to utilize all the sugar present. It is “well known that after fermentation has ceased a certain per cent. of sugar sually remains unutilized. The lactic group of bacteria with which we are , concerned in this fermentation is not one simple uniform species, but exists " as numerous grains which differ some- what in their morphology and doubt- fess in their ability to convert sugar .into acids. Bacteriological investiga- tions have shown’ that practically all micro-organisms are influenced ad- versely by the products of their own de- composition. So, with these high acid formers the increasing acidity soon operates to inhibit their activity, ren- dering them incapable of further at- tack on the sugar present. In very many instances the failure to secure a satisfactory degree of acidity in sauerkraut is due to the fact that the essential organisms do not function under favorable conditions. One condition, which is of vital im- portance, is the proper temperature. In my experiments in the fermenta- tion of cabbage under commercial con- ditions reported to this Association in 1920 it was clearly shown that we do not get the maximum results in acid formation unless these organisms are given a temperature which approxi- mates their optimum of about 30 de- grees C. (86 degrees F.) If cabbage goes into a tank cold, as it often does in our Northern cabbage belt unless it is preheated, the fermentation is bound to be slow in starting, the acidity slow in forming, and in the end usually falls much short of the possible production. Another condition which may be un- favorable to acid production is im- proper salting. The group of organ- isms which are essential to the fer- mentation of cabbage are quite toler- ant of salt. Large amounts are, how- ever, to a certain extent inhibitive. Proper salting is a factor which must also be considered in connection with the quality of sauerkraut. This can very easily be injured by the use of too much salt, or by its uneven dis- tribution. Very careful experiments have shown that 2.5 per cent. of salt, based on the weight of the cabbage used, gives the best results. This amount of salt does not prevent the activity of the organisms and at the same time gives that flavor which is most desirable. Under certain condi- tions it may be advisable to increase this slightly, as, for example, in fer- menting cabbage during very warm weather. The amount used, however, - should never exceed 3 per cent. ‘It is equally certain that the kind of cabbage used in making sauerkraut has an influence upon the quality of the finished product. It is not my purpose to discuss the question of varieties of cabbage most suitable for this purpose. Members of this association undoubt- edly understand this better than I do. In a general way,however, it may be said that in order to secure a good product we must have firm, solid heads of cabbage. My own experience and I doubt not the experience of all, is to the effect that you cannot make a good quality of sauerkraut with heads of cabbage which are improperly filled and which do not contain the proper sane t ——9 M. J. DARK & SONS -_ GRAND RAPIDS, MICH. — ann Receivers and Shippers of All Seasonable Fruits and Vegetables Headquarters for | THURMOND GRAY| WATERMELONS | GEORGIA ELBERTA PEACHES| KENT STORAGE ( GRAND RAPIDS _< BATTLE CREEK olesale Grocer. General Warehousing =< Distribu ting E Imported Old Monk The World’s Finest Olive Oil Better Salads---Better health e Judson Grocer Company DISTRIBUTORS GRAND RAPIDS MICH. Forty-first Anniversary amount of moisture and other essen- tial constituents. Two factors which must always be considered in determining the quality of sauerkraut are crispness and color. By crispness we mean firmness, with- out, however, being tough or fibrous. The kraut should be firm in texture and yet should possess that degree of friability which renders it easy of mastication. The color of sauerkraut should always be as white as possible. This is desirable from the standpoint of appearance and also for the reason that lightness in color is indicative of proper handling. Crispness and white- ness being essential to a good product, it is well to consider those conditions and influences which are unfavorable to those qualities. Undoubtedly a slow fermentation is conducive to the tough- ening of the product; therefore, it is always advisable to secure a fairly rapid fermentation. Long holding in the tank is also conducive to the de- terioration of the kraut, both as to its texture and color. Moreover, aromatic substances are formed which are not essential, and are productive of un- pleasant odors in the cooking of the kraut. It should always be kept in mind that the fermentation of sauer- kraut is essentially an anaerobic pro- cess. Therefore, the presence of air is to be avoided as far as possible. For this reason the distribution of sauer- kraut in barrels cannot be considered the most desirable method. Trans- ferring to barrels means the introduc- tion of air and exposure to aerial infec- tion. Yeasts and objectionable bac- teria enter and Jead to secondary changes which may be unfavorable to the quality of the product, rendering it dark in color and strong in flavor and with undesirable odors in cooking. Canning is undoubtedly the ideal method for placing sauerkraut in the hands of the consumer. This prod- uct having a high acid and salt con- tent does not afford a favorable soil for the growth of spoilage organisms, and is, therefore, readily preserved by canning. Care should be taken in canning sauerkraut to see that a proper degree of acidity is maintained. A minimum of one per cent. should be shown by a sauerkraut after canning. If proper methods are followed, this is perfectly possible, even if the initial acidity of kraut is not more than 1.5 per cent. In conclusion, I desire to say that the demand for sauerkraut does not now come from the saloon and free lunch counter, but-the appeal for its use must be made to the housewives of America. These form a large and a very discriminating and exacting clientele. The manufacturers of sauerkraut must, therefore, produce a product which contains the proper degree of acidity, properly salted, and which has the proper crispness and color. Briefly, it should be a clean and appetizing product. Edwin Lefevre. a Big End Up. During the past few years a great deal has been said about the better methods of packing eggs for market. Every dealer realizes that a neat, well packed shipment will command a -better price than poorly packed eggs. The manner of putting the egg into MICHIGAN TRADESMAN the filler may appear as insignificant to many egg candlers, but has much to do with the appearance of the lot. It also has much to do with the quality or condition of the egg. The air cell is located in the big end of the egg. If the egg is placed in the filler big end down, the danger of breaking the inner wall of the air cell is much greater. Probably 60 per cent. of the movable air spaces and loose shell membrane are due to the manner of putting the egg in the filler with the big end up. Improve the appearance and _ pre- serve the quality. —_———~>- 2-2 Better have a reputation for stop- ping at nothing than of never starting anything. 21 in Fleischmann’s Yeast? THE NEED OF HEALTH Everybody wants good health—a necessity in this age of efficiency. What's better to sell than real, abounding health, the kind that's Fleischmann’s Yeast will bring you regular customers, and they'll be hungry for everything else you sell too. FLEISCHMANN’S YEAST The Fleischmann Company SERVICE MAYONNAISE Made and Guaranteed by Moseley Brothers GRAND RAPIDS, MICH. Jobbers of Farm Produce We are making a special offer on Sc. and 10c. Bars. TRY MLNEE ....__---- 10¢ OH BILE _._._---- 5c CHOC LOGS ----- 5c STRAUB CANDY COMPANY Traverse City, Mich. 407 North Hamiiton St., Saginaw, W.S. ‘‘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 anes | THE BEST FOOD, INC. senet Hydrated Lime n tees than car iots Who make the Famous Nucoa. A. B. KNOWLSON CO. Unless it is We have a real live sales propo- Grand Rapids Michigan C Cc p AR S ONS’ on will put GOLD . it is NOT Write us or see our Salesmen. Bell Phone 596 Citz. Phone 61366 HOUSEHOLDAMMONIA | I. VAN WESTENBRUGGE Sa ee DISTRIBUTOR eens Aaadiae PARSONS AMMONIA COMPANY, Inc. | Grand Rapids Muskegon | | GanSYnaping AY SatigAN THERE IS MONEY a . You Make Watson-Higgins Milling Ce. FOR YOU IN : Satisfied Customers GRAND RAPIDS, MICH. when you sell 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. Chocolates Package Goods of Paramount Quality and Artistic Design Now in Season California Imperial Valley Cantaloupes American Beauty Brand SOLD BY The VINKEMULDER CO. MICHIGAN TRADESMAN es How One Store Started a Big Stove Business. ‘Written for the Tradesman. Until a few years ago, a certain hardware store in a small city put forth very little effort to sell stoves. Stoves were, indeed, carried in stock at all times. But no one section of the store was devoted to them; nor were the salespeople on the qui vive to push sales at every opportunity. The deal- er felt that, though good profits could be made from pushing stoves, the other local dealers were too well en- ‘treiched and too firmly established for a comparatively new firm to make - much jbeadway in this direction. ‘Speaking of.the situation as it was at that time, the present manager of the. stove department said: “We hadn’t made any special efforts to sell stoves at all. A few were in stock, and when customers came in asking for stoves, we showed them what we had. As to whether or not - they should buy, we left that pretty munch to the customers. We didn’t put forth any serious effort to sell them. — na day a traveling salesman came and tried to talk‘me into giving him big order for stoves. I hesitated ‘some time, but I didn’t like alto- to turn the fellow down. Final- I placed an order for twenty-five son the understanding that if, at end of the year, we had not dis- of them all, what remained should be taken back by the manufac- bel d “Our stove trade for the previous year had not been at all large. All told, we had sold only twenty-three stoves. So, at the most, the order for twenty-five stoves represented no great departure.” That venture, however, was the be- ginning of a brisk stove business in that particular hardware store. Within two weeks of the time those stoves ar- rived, every one of the twenty-five had been sold. How did they do it? How did that Wnaggressive store contrive to cram a siormal year's business into the short space of two weeks? : It sounds incredible; yet that is just what the store did. More stove; were sold in those two wecks than had been sold in the entire year previous. Nor was there any sudden change from warm weather to cold to stimulate sales to that extent. The beginning seems to have been found in a changed attitude on the part of the management toward the stove proposition. The stoves were That question represented a chal- lenge to the store and the salespeople; and they took up the challenge. A little spurt of enthusiasm continued until it becomes a habit, combined with some sound determination, will go a long way toward producing results. Success is cumulative. The man who finds he can sell one stove sees no reason why he can’t sell a lot more. In the beginning, slight changes were made in the location of goods in the store, giving stoves at once a larg- er and more prominent position. The new stoves, all highly polished and reflecting everything in the store, gave the department a much more business like appearance. To start the stoves moving out, a full page advertisement was run in the local papers. Throughout the adver- tisement from the first to the last the talk’ was stoves. As a slight induce- ment to make people buy, one stove was especially featured and on this stove the price was slightly cut. This at once served, not only as a special offer to attract people to the stove itself, but as a leader to all the other lines. During the two weeks, every clerk in the store talked stoves to the cus- tomers. No opportunity to make a sale was allowed to pass unnoticed. People read about the stoves in the paper, called to see them and to get a little more information about them, anad in many instances by dint of a good line of selling talk plus the at- traction of the stoves themselves, were induced to become purchasers. Thus, with the aid of newspaper ad- vertising backed by A-1 salesmanship inside the store on the part of every member of the staff, the first lot of twenty-five stoves was soon — out. Following the principle of ““‘We can do it again” further orders were placed with the manufacturer. Stove selling became a real, live issue in that par- ticular store. As the time for winter approached, the dealer became convinced that with careful planning and good salesman- ship he could make a big killing the first cold day. He had noticed that a good many prospect; who seemed, in- terested were holding off from buying. Now he put forth greater efforts than ever to catch the trade: Anticipating a svdden drop in temperatures at any time, a full page advertisement was run One Saturday. As luck would have it, cold weather set in between Saturday and Monday. On Monday the dealer used the tele- Phone to call up every prospect he 2 e "Sy | — — S = 2 22 2 Si 5 rAvWAT = MGC: ; = — : 3 O AND WARE = | Container-wrapper holds shape and = = : - 2 3 = = | keeps paper clean to the last sheet. F = Ss 3 Z Bm £24 Meets definite need = §¥ = ae eets a very definite need among ; business and professional writers, ; If your dealer can’t supply you, just pin a dollar Bill to your letter % for 5 lb. pack to Dept. B. alamazoo ; Something New and proving popu- Vegetable Parchment Co, Wishienn Rete Retait eee ——- there, twenty-five of them. True, if lar—designed to give the user ‘the Vice prcident~-Scott Kendrick, 1 Flint. they were not sold, the manufacturers most good writing paper for his Ke'Faich Secretarg—A. J a would take them back. But why money.” ’ couldn’t they be sold? emaad THE TOLEDO PLATE & WINDOW GLASS COMPANY Mirrore—Art Glass—Dresser Tops—Automobile 601-511 IONIA I" BARLOW BROS. As Kk about our way = and i i ’ ments, sovies and Show Case Glass All kinds of Glass for Building AVE., & W. : sad SIDNEY ELEVATORS i Mich. Se Sidney Elevator Mnfg. Foster, Stevens & Co. WHOLESALE HARDWARE eee 157-159 GRAND - Monroe Ave. - RAPIDS - Michi igan Hardware Company 100-108 Ellsworth Ave., Comer Oakes GRAND RAPIDS, MICH. Wholesalers of Shelf Hardware, Sporting Goods and FISHING TACKLE Purposes GRAND RAPIDS, MICHIGAN 151-161 Louis Ave., N. W. MICHIGAN Kept awake by rattling windows tustall “AMERICAN WINDUSTITE’ Weather Strips and save on your coal bills your house-cleaning easier, get more co your heating plant and protect your Made and Installed Only by 144 Division Ave.. Citz. Telephone 51-916 Gra KEEP THE COLD, SOOT AND DUST pee and draperies from the outside dirt, soot and dat! Storm-proof, Dirt-proof, Leak-preof, Rattle AMERICAN METAL WEATHER STRIP nd _Raplde, FPorty-first Anniversary knew. A good many prospects, how- ever, came without calling. The stoves were there, waiting for them, and the salespeople were fairly on their toes. That Monday was a big day for all stove dealers; but in that store the limit was reached of thirty-nine sales —quite an advance over the entire sales for the preceding year. In the course of the year that fol- lowed the first local effort to push Stove sales, the total number of sales made by that store amounted to more than 150. The next year the dealer went after the stove trade again. Business throughout was brisk—somewhat bet- ter, taken by and large, than the year before-——but no one day's record was made to overshadow that of the cold Monday a year before. Counting on cold weather setting in, full page ad- vertisements were run several times in November. Luck, however, was not quite so favorable as in the first year. On the other hand, there were fewer “hang over” prospects to work upon. From the first of the season, stoves sold more readily. The public had, it seemed, more confidence in the dealer and in the stoves he handled and bought with less hesitation. The dealer is a firm believer in news- paper advertising. No matter what line he wants to boost, he seeks the daily paper as the best medium to help him reach his goal. Another practice which he adopts very frequently is that of giving each line of goods a “leader.” price on this “leader” is cut or not is 2 matter to be considered in each case. Quite often no price reduction is made. One article is selected and featured as a specialty; prominence is given it in the newspaper advertising and in the store. In most cases the leader chosen is an article of moderate price, bemg neither the cheapest nor the most expensive of its kind. This custom of featuring a leader has been very frequently adopted in many lines ig this store; and the dealer has found it to work as well with other lines as with stoves. The stove department is located in the store basement. The stairs lead- ing down to the stoves are at the rear of the hardware department. On en- tering the store, stoves cannot be seen at all; and it is only when the cus- tomer gets pretty well to the rear of the store that he can see the stoves in the well lighted basement at the foot of tie stairs. Thus the location of the department is, according to most ideas, far from desirable. But that only goes to show to what an extent rood advertising and good salesman- ship can neutralize apparent disad- vantages. Victor Lauriston. epee Serious Problems Which Confront Hardware Trade. The greatest problem in merchan- dising to-day must necessarily differ in different localities. 1 will try and give you my views as I see them in my home town, We must all recognize that mer- chandising is entirely different than it was ten years ago, as we have con- ditions and competitions that were not known then, The house-to-house canvassing is Whether the - MICHIGAN TRADESMAN increasing every year. My hardest competitor, the Electric Light Co. employs a man who calls on the fami- ly trade continually, selling all kinds of electric appliances, like washing machines, fireless cookers, carpet sweepers, etc. They sell on install- ments, with small payments down, and they also cut the prices. I have come to the conclusion that the only way to meet this competition is to employ a canvasser and go out after the business. For the last two years I have sent one of my clerks canvassing with a roofing paper agent, and the sales have enabled me to buy roofing ma- terial and paper shingles by the car- load. The lumber dealers are stocking up on wire fencing, paints, builders’ hard- ware, etc., and are selling on a close margin, as they consider them as side lines, The chain grocery stores are selling aluminum ware, ash cans, garbage cans, etc., and with the lines of hard- ware that are being sold by the de- partment stores and drug stores it shows that the hardware dealer is obliged to add new lines of merchan- dise and do more personal soliciting . to keep up his volume of sales. The greatest problem of the hard- ware merchant to-day is his large overhead, which keeps him from get- ting the proper return from his in- vestment and energy he must neces- sarily put in his business. I consider a hardware store is the most expensive business to run, as we must employ good, reliable clerks and pay them for their services. The cap- ital invested is large, which makes the turnover small. Some of the manu- facturers list their merchandise and do not give the dealers large enough profit. I think the hardware manufacturers are overproducing, therefore, they are selling any dealer whether he is class- ed as a hardware dealer or not, which makes unsatisfactory competitors, Another handicap to the hardware dealer in the country is the co-opera- tive buying associations, which sell di- rect to the farmers for cash at manu- facturers’ cost. The only way to remedy some of these conditions which I have men- tioned is for the manufacturers and jobbers to sell only to legitimate hard- ware dealers. But I do not think they will every consent to do this. Arthur C. Lamson. enero ei A Ep cnienie Crisis Which Confronts Hardware Trade. I think the greatest problem to-day, not only in our business, but I imagine in all businesses, is that our business and profits have come too easy in the last six or seven years, and instead of getting back on a practical and eco- nomical basis, most of us are looking for Moses to lead us out of wilderness, when really we should lead ourselves. If we would only realize that we are in for twenty or twenty-five years of declining market. Of course, we will have periods of steady market, with a ‘little reaction in advances, but these will only be temporary, with a more or less extended time of decline and a greater decline with each reaction until we get down to a basis more equal to the rest of the world, Our manufacturers, rather than try to cut down their overhead, make new machinery to increase their output, cut down their expenses, and reduce the price of their merchandise. Most of them are trying to stand what little money they have, and what they ex- Sand Lime Brick Nath as rab! Nothing: as . Makes bog ae for Repairs wr re. Prnet Warm in Wi in men Brick fe Everlasting Grande Brick Co. Grand Rapids perpen “maa nies Junction. = pect to make, in advertising. In our business we have got to do the same an we are advising the European coun- tries to do—get our budges to balance and cut our expenses below our in- come, so we can reduce our taxes. We have got to work a few more hours. We have got to work a little harder, and in every other way econ- omize, so that we can accomplish these things. C. J. Prentiss, OO Hell exists only as members of the human family raise it. - No. 72 for Grocery Stores No. 64 for Meat Markets No. 75 for Florist Shope _becnaY REFRIGERATOR CO. Lake St, Kendativitie, ind. SCHOOL SUPPLIES Pencils Tablets Paints Ruled Papers, etc. WRITE US FOR SAMPLES The Dudley Paper Co. LANSING, MICH. EXchange Bank. Canal Fulton, Ohio Nachtegall Manufacturing Co. Grand Rapids, Michigan Store, Office and Bank Fixtures | sense i MICHIGAN Ten Years Since the Kaiser Precipi- tated Chaos. Ten years ago yesterday the Aus- trian Empire, ruled by the Haps- burgs, declared war on Serbia. Be- hind Austria stood Germany, ready for the work of death. Within ten days a four year hell was let loose on earth, It was followed by a six year purga- tory that still endures. The House of Hapsburg has gone. So have the “House of Hohenzollern and the Gluckeburgs of Greece. The Roman- offs have passed to explore the shad- ows of obscure graves and the dust of a dead empire, Europe's map has changed. New little states struggle _ for life in the war wreckage that covers more than 10,000,000 fighting men’s graves. In part Europe is a world of phantom cities, ghostly villages and _, Mhe wraiths of men and the life of yes- eruption that shook the world has ended; but the crust forming over the Java beds of hate and fear is very thin, and the fires underneath cool slowly. The stability of that remade world is uncertain. Ten. years since the beginning of | Armagedon and nearly six years after the guns fell silent find many of its - Hewaeg unsettled. Germany's dream of “ world power has faded and the Teuton - Hives within a war forged ring. Yet at the end of this momentous decade Germany stubbornly struggles to ¢s- cape the just penalty for her sins against the world; and France and Belgium, the two nations most ag- : grieved by German acts, are almost despairingly asking for justice. Tt was the just judgment of the world in 1919 that Germany should ‘pay, so far as money and materials could pay, for the injuries done and the damages wrought. The story of her evasion is written in the record of San Renio, Spa, Geneva, and the in- numerable and weary conferences of London, Paris, and Brussels. Default after default and evasion following evasion have dragged on to the pres- ent conference over the Dawes repara- tion report in London. The mourning wreaths are gone from memorial statues of Alsace and Lorraine, but for France these later years have been years of illusion, The allies of France have failed her and left her to brood over the white crosses of her dedd and to restore her own ruined cities and her own shell- damned fields. Always the Germans have evaded and France has been forced to find the money for the re- construction that Germany was so stetnly ordered and had so solemnly pledged to pay. Under Mussolini Italy is repaying herself in the Adriatic and the Med- iterranéan for her war sacrifices. Had Russia not wandered away into the Red madness she might have her long- desired warm water gate into the Med- iterranean. As for England, she has forever ended the menace of the Ger- man high seas fleet, now rusting umn der the tides of Scapa Flow. She has added to her goods in mandates, colon- ies and islands. So far as the results of the war could assure safety, it is assured. France comes to the beginning of a new decade, the second decade since the guns spoke at Belgrade ten years ago to-day, in disagreement with her allies. They are weary of her demands for justice, tired of her pleas for what . : is due France and Frenchmen. Be- cause of this her allies have drawn apart from her, The Entente that held through four years of fighting has not endured six years of peace. Meanwhile, the’ iron ring forged around the Teuton grows fusty and wears thin. Italy may be safe and Great Britain may be safe, but France is not safe. The scars across North- ern France have not been healed by the ointment of German reparations. Nor is Belgium safe; nor has she col- lected for the damages and the humil- jation of the years when the Teuton used her as a road and an artillery. yard and not as a country. Grass covers the graves stretching from the Channel to the Baltic; from the Baltic to the beechwoods of Buko- wina, that fringe the Isonzo and the Piave and are sown along the flanks of the Eastern Alps. The memory of the days when death walked under and on the waters and the shore and brooded in the air, of all that time of terror and tears, is fading with the years. But at the end of ten years it is plain that lasting peace can be assured only by the removal of the real ob- stacles to peace. The injustice done France and Belgium by their war comrades and by the brutal, blood- thirsty and unrepentant German is such an obstacle. The failure to give France the security she must have against another avalanche of steel from the North is another. Six years of conferences have not availed, nor will sixty years of talk without action change a situation that is vital with human feelings and with human his- aa York Evening Post, July ed The making of money or the piling up of wealth should be merely an in- cident in business. The main purpose should be that of service in its broad- est and best sense—and the develop- tent of men, TRADESMAN Forty-first Anniversary ‘The Pantlind Hotel The center of Social and Business Activities. Strictly modern and fire- proof. Dining, Cafeteria and Buffet Lunch Rooms in connection. a in | : ’ rare a . : a ll rd: | Bie REM Tt HG Le 550 rooms——Rates $2.50 7 ove and up with bath. Morton Hotel Y ouz cordially invited tot ‘visit the Beautiful New | oe Hotel at the old location mad famous by Eighty Years Hostelry Service. 400 Rooms—400 Baths 4% Menus in English e WILLIAM C. KEELEY, (| Managing Director. | New Hotel jlertens GRAND RAPIDS Rooms $1.50 and $2.00 Bath, Tub or Shower Club Breakfast 20c and up. Luncheon 50c. Union IN THE HEART OF THE CITY Division and Fulton ( $1.50 up without bath eens: $2.50 up with bath CODY CAFETERIA IN CONNECTION | Forty-first Anniversary Featuring SAVE THE FRUIT CROP brings increased sales There is real thrift behind the words SAVE THE FRUIT CROP that makes them appeal to women. That is why for eight years each succeeding season has proved that featuring this idea is one of the surest means of increasing sales on preserving materials. To-day with the accumulated force of all these years behind it, the SAVE THE FRUIT CROP idea is bringing more busi- ness than ever to the progressive dealers who are tying up their stores with it. You can easily get a large share of this increased business and prosperity by devoting a window to canning and pre- serving suggestions—and Domino Granu- lated Sugar. American Sugar Refining Company “© Sweeten it with Domino’’ Granulated, Tablet, Powdered, Confectioners, Brown; Golden Syrup; Molasses MICHIGAN TRADESMAN WHEN IN KALAMAZOO Stop at the Park-Americun teotel Headquarters for all Civic Clubs Excellent Cuisine Turkish Bathe Luxurious Rooms ERNEST McLEAN, Mgr. Corner Sheldon and Oakes; Facing Union Depot; Three Blocks Away HOTEL BROWNING GRAND RAPIDS 150 Fireproof Roome Rooms, duplex bath, Private Bath, $2.50, Never higher Western Hotel BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and |- well ventilated. A good place to stop. American plan. Rates reason- able. WILL F. JENKINS, Manager. » Hotel | Whitcomb Mineral Baths | THE LEADING COMMERCIAL | AND RESORT HOTEL OF SOUTHWEST MICHIGAN Open the Year Around Natural Saline-Sulphur Waters. Beat for Rheumatism, Nervousness, Skin Diseases and Run Down Condition. J. T. Townsend, Mgr. ST. JOSEPH MICHIGAN Lansing’s New Fire Proof HOTEL ROOSEVELT Opposite North Side State Capitol on Seymour Avenue 250 Outside Rooms, Rates $1.50 up, with Bath $2.50 u Cafeteria in connestion. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.50 and up EDWART R. SWETT, Mor. Muskegon tek Michigan 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. HOTEL KERNS Largest Hotel in Lansing | 300 Rooms With or Without Bath Popular ate oe In Connection tes $1 up E. S. RICHARDSON, Proprietor Holland Crystal Creamery HOLLAND, MICHIGAN MANUFACTURERS OF Pure Creamery Butter Also Buyers of Cream We furnish station outfits. Write for our terms Columbia Hotel KALAMAZOO Good Place To Tie To INDIA TIRES HUDSON TIRE COMPANY Distributors . 16 North Commerce Avenue Phone 67761 GRAND RAPIDS, MICH. Henry Smith Floral Co., Inc. §2 Monroe Ave. GRAND RAPIDS, MICHIGAN PHONES: Citizens 66173, Bell Main 173 “A HOME AWAY FROM HOME” THE HOTEL PHELP O. M. BAKER, Prop. Tea Uae een DISTRIBUTORS The Durant Hotel Flint’s New Million and Half Dollar Hotel. 300 Rooms 300 Baths Under the direction of the United Hotels Company HARRY R. PRICE, Manager 6S ce OHA TGR AL IE TREE 7 Set res ees % & Corporations Wound Up. The following Michigan corpora- tions have recently filed notices of dissolution with the Secretary of State: i Motor Co., Kaukesha, Wis.- t. Cc Mt. Clemens ee re Piston Ri Co., Menominee. are nar "‘Detroi it. ae Sewer Bonietuction Co., Detroit. Lake Superior Logging Co., Iron Moun- tain. National Drug are Corporation, New York City-Detro: The Creasey Co., Tosiaville, Ky.-Saginaw. Akron Tire Co., Toledo, Ohio. Waish Construction Co., Davenport, Ia.- Union Charcoal & Chemical Co., Olean, N, ¥.-Cadillac. Fairview Apatrments Co., Detroit. Koss Bros. Manutfact Co., Detroit. Cannon Bilectric Service rporation of Ann Arbor. Charles BE. Roat Music Co., Ltd., Battle Creek. Mapl-Fiake Mills, Chicago. Se “cark a & Eddy, Inc., Bisie. Detroit Shoe’ ra’ Corporation, Detroit. Biate ‘Title ae ner oe Detour Co. Flint. ‘0 an American Amusement Pariors, Lan- Motor Sales Corp., Detroit. ‘ Zeather Co. f, Menominee Box Co., Mari- Bide. Shop, De : —— ‘Now Grouped With Sportswear. ‘Many of the large retailers are -working out the problem of the proper location in the store of. their knitted outerwear merchandise. The question © knitted outerwear should din the sportswear, misses’ m's departments, or have a ‘separate department of its own. A _ few: nonths ago there was only one well-known store that had a separate depertment for outerwear, but now several: either have this individual tor combine knitted outer- ‘ . wearswith sportswear. The latter ac- tion has been taken where the revenue from’ the knitted merchandise is not yet large enough to warrant a separ- ate: ‘department. The grouping of Aniteed garments with sportswear is ming quite general and is said to he working out very well. a : ile Favored For Next Spring. Little doubt exists now as to ‘whether dress linens will repeat in 1925 their success of this season. Lead- ing’ importers here. appear convinced that this will be the case, with the brighter colored linens retaining their leadership. Importers say that prices show conflicting tendencies at the mo- ment, those abroad being higher than local quotations. Due to the restricted supply of yarns and the active demand for them, the foreign mills have made advances of from 10 to 25 per’ cent., depending on the cloth and the manu- facturer. Importers have been doing some buying during the last few days, with more scheduled in the near future. Salesmen will go out to call on retail- ers about the middle of September to book orders for deliveries beginning in the early part of 1925. — Which Coat Length Will Prevail? There is some division of opinion in the women’s coat trade as to whether the forty-five or the fifty-inch length will rule during the greater part of the Fall season. At present the trend is strongly toward coats fifty inches in Jength, but it is believed by some that: this will hold for the early part of fhe season only. The swing will MICHIGAN TRADESMAN then be to the shorter coat in most instances, according to wholesalers here. This reasoning appears to be based on the assumption that the fifty- inch length is too long for many wo- men, who would prefer the shorter coat. The change would also be valu- able to some wholesalers, as it would be in the nature of a division between early season garments and those for later wear. Ne eee Toy Buying Is Improving. Buying of toys, which hag been limited for some time, is now improv- ing, and business is expected to be more active during the next three months than it is, usually. Although from 50 to 60 per cent. of the buying in preparation for the holiday season has been done already, many of the retailers, both large and small, have not placed their advance orders as freely as in former years. It is upon this fact that expectations of good business during August, September and October are based. Dolls, es- pecially the “mama” variety, and wheel goods are selling best at the moment, as it was on these toys that the buyers placed relatively the least business early last Spring. —__--.——— Better Coat Buying Ahead. Little buying of women’s coats is reported at present, but improvement is expected soon. In three or four weeks fair activity is anticipated. While in*some quarters prospects for Fall are not considered altogether bright, it is thought that perhaps by September or October business will have picked up to a reasonably satis- factory degree. Sport coats will be widely worn, and it is reported that some manufacturers are concentrating on:these models. In other than sports coats, quieter colors will predominate, with black and penny brown the vol- ume shades. —~----.———— Ribbon Sports Hats Now Shown. Sports hats of Roman-striped ribbon are now being shown in market, and are regarded especially smart in the type that features the black back- ground with the very bright broad and narrow stripes. The new high crown with the rolling brim that turns up on one side is noted, as is the telescope tip used on the small roll-front brim. In some cases just a simple metal or plain covered buckle acts as the trim- ming, while in others the ribbon is fringed to make a tassel that hangs low off the side brim. —~-.-——— Expect Better Ribbon Buying. Ribbon stocks in the hands of job- bers and retailers are low, and as a result better business is looked for next month by the manufacturers, By Sep- tember buying is expected to become really active. The demand continues almost entirely for narrow widths, nunrbers 3 and 5 being called for most. Among the leading sellers are moires and ribbons with picot edges. Bright colors are favored. After a reduction about three weeks ago prices are be- ing held firm by manufacturers. eesti The man who has not tried it has no idea of the amount of goods that can be sold to customers just by ask- ing them to look at them. It is easy to make extra sales. Forty-first Anniversary We Manufacture Loose Leaf Binders and Sheets For All Purposes LEDGERS CASH BOOKS JOURNALS TIME. BOOKS MINUTE BOOKS COUNTY RECORDS CITY AND SCHOOLS METER READING PRICE BOOKS CATALOGUE COVERS WRITE US FOR DESCRIPTIVE MATTER | Ptcare GRAND RAPIDS, -that sign on Main Street In front of the best grocery store in most of the small towns throughout the country there is a sign reading Selling Agency for Chase & Sanborn's Famous Teas & Coffees Many of these stores have the exclusive agency for our line. It has been profitable for them. would be for you. Why not write us about it? Chase & Sanborn. Chicago MICHIGAN | Probably Forty-firat Anniversary Long Live the Zloty. Not only the map of Europe but her currencies were altered by the world war. Not only new countries but new coins have been created. We have welcomed the advent of the Lithuan- ian lit, the Latvian lat, the Danzig guiden, the Checho-slovak ducat, the Russian tservonet and a whole tribe of new crowns, marks and francs. Now comes the Polish zloty. The zloty is unique in that it is the first of these new units to be manu- factured at the United States Mint. Enough silver and alloys will be sup- plied by four American corporations to make twelve million one-zloty coins and half as many two-zloty coins. The zloty has a par value of 19.3 cents, like the French franc and the Roumanian leu. Since the war Poles have done busi- ness solely with paper currency, and have lacked the comforting clink of coins in the trousers’ pocket. Now all that is to be changed, and the govern- ment is in a hurry to have it changed as soon as possible. So the United States has put at the disposal of its recent associate in war every possible facility for speedy coinage, so that the money, worth nearly five millions of dollars, may find its way quickly into Polish tills. We in this country, who suffered less than any other belligerent from @ currency upset during and after the war, may thank our stars that our metallic money has remained quite un- disturbed. Most of us have a tenden- cy to take our blessings too much for granted. OO Patents Mark Our Industrial Progress Patents to the number of 1,500,000 have now been issued by the United States. It took fifty-seven years after the creation of the patent office in 1836 for the number to reach 500,000. In eighteen years the second 500,000 were issued. The third 500,000 were issued in thirteen. years. Of course, no other country has such a record. In no.other country do patents play so large a part in economic life. In a rough way, the three periods during which 500,000 patents were is- sued mark stages in the development of our economic life. Between 1836 and 1893 the steam engine was per- fected and applied almost universally to machinery and transportation by land and sea, laborssaving machinery took on importance, and generation and utilization of electric power had MICHIGAN TRADESMAN 27 their beginning. Between 1893 and 1911 the automobile, the acroplane, and wireless communication had their rise, and the development of inventions of the earlier period, as in the field of electricity, were striking. In the thirteen years since 1911 the effectiveness of labor-saving devices has had prominence, with emphasis on automatic machinery which almost eliminates direct manual labor and greatly increases production. Perfec- tion and new applications of inven- tions of earlier periods have been no less striking. An example is the broadcasting of radio and means for individual receipt of the broadcasted programs. —_——_2-- “Mark Twain” Eggs. Mark Twain eggs on the principal markets of the United States is the goal of a co-operative marketing or- ganization, known as the Mark Twain Poultry Producers’ Association. It is being organized in Southern Illinois and in Missouri under the direction of the Missouri Farm Bureau Federation. “We are not throwing eggs at Mis- souri’s famous humorist,” remarked A. Lee Ely, chairman of the organiza- tion committee, “but the name Mark Twain always suggests something good, and one seldom thinks of Mark Twain but that he thinks of North- east Missouri in and around Hannibal, made famous in the writings of the noted author.” When the final plans for starting the egg marketing prooject by the Missouri Farm Bureau Federation were worked out, the committe was in session at the Mark Twain Hotel in Hannibal. Various names were suggested, but as the first egg marketing work of the state federation was centering around Hannibal, someone happily proposed the name Mark Twain Poultry Pro- ducers’ Association. The suggestion met with instant enthusiasm, and pro- ceedings have been started to have the name copyrighted and the trademark of the association registered. ——>-2 Where Honesty Failed. In his announcement on a Sunday morning the vicar regretted that mon- ey was not coming fast enough—but he was no. pessimist. “We have tried,” he said, “to raise the necessary money in the usual] man- ner, We have tried honestly. Now we are going to see what a bazar can do.” FALL MERCHANDISE Due to the recent advance of cotton every merchant should buy at least part of his fall requirements. Our prices on Canvas and Jersey Gloves and Mittens have not advanced, there will be no reductions but indications of slight advances. Our fall line of Handkerchiefs is still very complete and if you have not placed your order advise doing so now. Ask our talesmen who are carrying complete sample lines. GRAND RAPIDS DRY GOODS CO. WHOLESALE ONLY SODA FOUNTAIN SUPPLIES Have You Our 1924 Catalogue? If Not, Send For One. It contains Prices on all Soda Supplies, and we carry all in stock. So send for one, 60 pages and all with pictures and prices. Write for one to-day. * SODA COATS Like Picture Shown. No. 338C.S.—-Palm Beach Color, Small Blue Stripe with Black Metal | Detachable Buttons, Each - ~$2.50 No. 338C.P.—Like above, no Stripe, Hach $2.50 No. 321—White Duck (No Stripe) Lavel V. Neck & Rolled Collar, Hach $2.60 Our Coats are well made and stand lots of wear. We have other atyles. HAZELTINE & PERKINS DRUG CO. Michigan Grand Rapids Manistee Increase your summer sales The hot summer weather gives you a fine opportunity to increase the of your biscuit department. For picnics, light lunches and sup- pers—there is a .“Uneeda Bakers” product to satisfy every taste. And don’t forget—clean, fresh stock means satisfied customers, repeat sales and more profits. Don’t overstock—follow the - “Uneeda Bakers” policy of keeping only sufficient stock on to meet current demands. Re-orders will be HM a <> SE ~~~ ~~ Your customers know the Sandwich —they like the delicious creamy cen- ter between two ing chocolate-flavored cakes, Be prepated 0 supply the denmnd. ess ot Oreo a CO NATIONAL BISCUIT COMPANY “Yneeda Bakers” MICHIGAN TRADESMAN Forty-first Anniversary GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mail- ing and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. re =——y ADVANCED DECLINED Canned Pearse Memenet Domestic Macaroni vipat vaabaed Veal Canned Pineapple Pork Cheese Evap. Peaches Lemon Orange Peel Lard = «a a Shred. Wheat Biscuit 3 85 Vita Wheat, 12s 1 80 : Post's Grands. Grape-Nuts, 248 .... -Nuts, 1008 -... 12s = oa ameommnaT = wie Se 2 00 3 36 3 85 Og, case osQe GRO a Sst SBe ne eee se OE Camp Climatic Gem, A ogg ae 2 Snider, No. 1 Snider, No. 2 Van Camp, # i... oe Van Camp, Med. .... 1 16 No. 3 CANNED VEGETABLES. Asparagus. No. 1, Green tips 4 60@4 76 No. 2%, Lee. Green 4 60 W. Bean, cut ........ 2 26 W. Beans, 10 ... 8 60@12 00 Green Beans, 2s 2 3 75 Gr. Beans, 108 7 13 00 Se oak as @ Red o. 2 1 20@1 36 Beets, No. . wh. 1 75 Aaa es2tae eRe ; od 8 z: x Nedrow, 3 0%. don. : NDLES Plmbe Ligne, lbs. 12.1 Plumber, = ibs. .-. 18.8 Ce Geeoceee: it Tudor, 6s, per box .. 30 CANNEO FRUIT. tandard SSaskh ~~ tf aint Biueber’s, N ean 3 eo. ° Blueberries, No. 16 Cherries, No. 2 Cherries, No. 2% ~--. Cherries, so. 1 Loganberries, No. Peaches, No. 1 , Sars i, es, Wai ke la sh) tee es, RTS eae Peaches, N: Same mma 2 .. 5 Ao] = & 9 he oS & ao = Woo e326) £5 8Om 9g 59 60 803 Co nO DOP BCs BARSSSRRSSSARaSSSRRSSS a) 5 Z ° a te i os a 86 -_ Tomatoes, No. Tomatoes, No, 10 CATSUP. B-nut, Small ........ 2 25 Lilly Valley, 14 oz. .. 2 60 Libby, 14 og. ........ 2 35 Libby, 8 os. Lily Valley, Paramount, 24 Paramount, 24, 168 —. 3 40 Paramount, 6, 108 .. 10 00 Sniders, 8 of. ...-co0- 1 85 Sniders, 16 og. —..... 2 85 Nedrow, 10% ........ 1 40 0. Rhubarb, No. 10 ..... CANNED FISH. ’ a 1 CHILI SAUCE Snider, 16 oz. ........ 3 35 ears, : 02, ca 2 y Valley, of. .. Lilly Valley, 14 ox. .. SSsesuesgrasssss BEALE AST FOODS et, 24-2 3 86 oe ' i pat pes £0.08 3 o ~2 OBS ps pes ps BO 69 09 OF OP ps we SISRVaas OYSTER COCKTAIL. Snidersa, 16 og, ...... 3 26 Sniders, 8 og. ........ 2 35 ey ea. 66@1 Tuna, %, Albocore .. Tuna, 4s, Curtis, dos. Tuna, %s Curtis dos. 3 6 Tuna. 1's. Curtis, dos. 7 00 CANNEO MEAT. Bacon, Med. Beechnut 1 80 Bacon, Lge. Beechnut 3 15 Beef,.No. 1, Corned q CHEESE Roquefort .....- sade Kraft Small tins .... Kraft American 1 Chili, small ting ...-. Pimento, small tins... Roquefort, emall ting Camenbert, small tins Wisconsin Old ... Wisconsin new .- Longhorn Michigan New oS EE 23 Full Cream 23 ork Full Cream 26 Kee etianenee CHEWING GUM. Adams Black Jack -... 65 Adams Bloodberry --.-- Adams Dentyne --..... 65 Adams Calif. Fruit .... 65 Adams Sen Sen ~..---.- 65 Beeman’s Pepsin -..... 65 Beechnut ~......-. epee te Doublemint ...-..---- 65 Juicy Fruit —..--.-.---. 66 Peppermint, Wrigleys -. 65 int, Wrigleys .. 65 rigiey’s P-K -.--.--- CO eee eee eet wwe eames Runkle, Vienna Sweet, 248 . COCOA, UNO, 68 anne unte, Ib. - 3 Bunte, 33 *s Dutch, 1 ib... 9 00 Droste'a Dutch, Ib. 4 76 Droste’'s Dutch, Ib. 2 00 ersheys, So ee Oe ersheys, eRe Sal Huyler ..... nechesigeanne 2, AE cece OO 7, MO cceeeee ee Lowney, en we , Bib. cans .... 31 Runkles, # ee ewnene 2 Runkles. oe 36 Van Houten, #s ocean 16 Van Houten, %s ~..-.. 75 COCOANUT. s, & lb. case Dunham 42 s, & ib. case .—_-.... 40 se & %s 16 Ib. case a 6s Bulk, barrels shredded 21 48 2 oz. pkgs., per case 4 15 48 4 os. pkgs., per case 7 00 CLOTHES LINE. COFFEE ROASTED Bulk Rio cena eee ae Bantos 0. 32@34% Maracaibo 37 Gautemala --.......... 39 Java and Mocha .... 41 Bogota ee odie Peaberry .......:-.... 34% emer a mee McLaughiin’s Kept-Fresh Vacuum packed. fresh. Complete line of high-grade bulk coffees. - KF. McLaughlin e Chicago Coffee Extracts mM. Y¥., e 200. "s 60 pkgs. --.. 4 26 Hummel's 50 fib. a 10 CONDENSED aioe Leader, 4 doz. Hagle, 4 doz. MILK COMPOUND Hebe, Tall, 4 doz. —. 4 50 Hebe, Baty, $8 dos. .. 4 40 Carolene, Tall, 4 doz. 3 80 Carolene, Baby 3 60 EVAPORATED MILK ome Quaker, Tall, 4 doz. .. 4 Quaker, Baby, 8 doz. 4 10 Quaker, Galion, % doz. 4 05 Biue Grass, Tall, 48 .. 4 20 Blue Grass, Baby, 96 4 10 Blue Grass. No. 10 .. 4 16 Carnation, Tall, 4 doz. 4 45 Carnation, Baby, 8 ds. 4 35 Every Day, Tall -... 4 46 Every Day, Baby .... 4 35 Pet, T acdc a Pet, , 2 OR ee 6 Borden's, Tall ----- we 4 45 Borden's Baby -—------ 4 35 Van Camp, Tall ---. 4 90 Van Camp, Baby -.-- 3 75 CIGARS Lewellyn & Co. Brands Dixeco 4008. Ge 0 35 00 Wolverine, 50s —--- 130 00 Supreme, 508 -~..--- 10 00 Bostonians, 50s .--. 95 00 Perfectos, 508 --.-.- 9 60 Blunts, 60s -.------ 75 00 Conchas, 608 ------ 7 0G Cabinets, 508 ------ 73 00 Tilferd Cigars Tuxedo, 60s -------- 75 00 Worden Grocer Co. Brands Master ein 60 = 60 Henry George -—~<-<- ddies .. 37 60 Harvester Record B.--75 00 Harvester Delmonico 75 60 Harvester Perfecto.. 96 00 Websteretts .-.----- 37 50 Webster Savoy ---- 76 00 Webster Plaza -----. 95 00 Webster Belmont—-110 00 Webster St. Reges_-125 00 Starlight Rouse 90 06 Starlight P-Club 160 00 La Azora Agrecment 58 00 La Azora Washington 75 00 Little Valentine -.-. 37 60 Valentine Victory -.- = : Valentine Imperial -. 9 io! acl ~-o~-- 30.00 Clint Ford —-- 35 00 Nordac Triangulars, 1-20, per M -.---.- 7 00 Worden's Havana Specials, ie M 75 00 Qualitiy First Stogie 18 50 CONFECTIONERY Stick Candy ee Ee ped .... Pure reg tick 600s 4 26 Big Sti 20 lb. case 31 Mixed Candy Kindergarten .. - a Leader .....<. in oe = ce Oo noe ao oe French Creams ...... 0 Cameo... 22 Grocers .---~. aoe ae Fancy Chocolates 5 Ib. Boxes Bittersweets, Ass'ted 1 76 Choc Marshmallow Dp 1 75 Milk Chocolate A aA.. 2 00 Nibble Sticks -...... -- 2 00 Primrose Choc. ...... 1 36 No. 12 Choc., Dark . 1 76 No. 12, Choc., Light . 1 85 Chocolate Nut Rolls . 1 90 Gum Drops Pails ADIN oe ca he Orange Gums -....... 17 Challenge Gums ~....-.. 14 Favorite ................. 20 Superior -~....-....... 21 Lozenges. Pails Pep. Lozenges 20 Pink Lozenges 20 Hard Goods. Lemon Drops --.-.-..-.. ©. F. Horehound dps. Anise uares Pails 20 20 —enewenw Peanut uares ...... 22 Horehound Tablets .. 20 Cough Drops Bxs. Putnam es o.oo. 1 30 Smith Bros. -.......... 1 60 Package Goods Creamery Marshmallows 4 oz. pkg., 12s, cart. 1 05 4 oz. pkg., 48s, case 4 00 Specialties. Walnut Fudge _....... 24 Pineapple Fudge -_.... 22 Italian Bon Bons —..... 20 Atlantic Cream Mints... 32 Silver King M. Mallows 32 Hello, Hiram, 248 _.. 1 66 Walnut Sundae, 24, Sc 85 Neapolitan, 24, 5c .... 85 Yankee Jack, 24, bc .. 85 Gladiotor, 24, 10c _... 1 60 Mich. Sugar Ca., 24, 6c 85 Pal O Mine, 24, 6c .... 8& Scaramouche, 24-1l0c. 1 60 COUPON BOOKS 80 Eoonomic grade .. 2 100 Economic grade .. 4 4 500 Economic grade 20 00 1,000 Economie grade 37 60 Where 1,000 books are ordered at a time, special- y rint front cover is rnished without charge. CREAM OF TARTAR 6 1. DOEOE mmcennnccun. £8 DRIEO FRUITS Applies Evap. Choice, bulk -.-. 1§ Apricots Evaporated, Choice -... 2% Evaporated, Fancy -..-. 2 Evaporated Slabs -~.... 1€ Citron 10 th OX 2 Currants Package, 14 oz, -.-... 19 Boxes, Bulk, per Ib. .. 19 Greek, Bulk. Ib. .... 16% Peaches Evap., Choice, unp. -.- 16 Evap., Ex. Fancy, P. P. 18 Peel Lemon, American -... % Orange, American --.. Raleins Seeded, bulk, Calif. .. 09% Seeded, 15 oz. pkg. .. 11 Seedless, Thompson .. Seeded, 15 oz. pkg. .. ll California Prunes 70@80, 2 Slb. boxes 60@70,. 25 _ boxes 50-60, 26 Ib. boxes -.@13 40-60, 25 Ib. boxes —@I18 90-40, 25 Ib. boxes ..@16% 20-30, 25 lb. boxes ..' 22 PARINACEOUS GOODS Beans 7 Med. Hand Ficked .. ise : Cal. Limas -.--------- Brown, Swedish -.-- Red Kidney ~--------- Farina 24 packages ...------ 2% Bulk, per 100 ibe. .. 6 § Hominy Pearl, 100 Ib. sack .. 4@ Macaroni Domestic, 20 Ib, box Armours, 2 dos., 8 of. Fould’s, 2 doz., 8 os. Quaker, 3 dos. ...—- Peari Bariey Chester 0 woe Peas Scotch, Ib. —...-----«« Split, ib. yellow ah Split, green emma | Bt Sago : East India —-...---.~-«- ve ' Tapioca oe Pearl, 100 Ib. sacks ..8% Minute, 8 oz., 3 dos. 48 § Drom Inatant .. $8 FLAVORING EXTRACTS: Dos. 4 Lemon v. 120 _. % ounce — 16 1 65 _--1% ounce .. 38 275 -..2% ounce .. 3®@ 240 -..2 ounce .. 3 460 ...4 ounce .. 775 .-.8 ounce .. 108 15 00 ...16 ounce .. 0 29 00 _..32 ounce .. 33@ Arctic Flavorings Vanilla or 1 oz. Panel, dos. --.. 18 2 os. Flat, a0 3 oz. Taper, 40 bot. for ¢% Jiffy Punch 3 doz. Carton .....--- 28 fF Assorted flavors. ‘ Mason, pts., per gross 77% Mason, ats., per gross $¢ Mason, % gal., gross & Ideal, Glass Top, pts. 98 Ideal Glass Top, qts. 108} gallon 2, 15% FRUIT CANS. Mason. Hatt pint owns -- THE One pint ____..--... 18 One Quart —uuuoswess t& Half gallon ........ ue ; tdeal Glass Top. Half pint . 98 One pint _........... 1032 One quart .........0. Half galion ... 2.0.7 Rubbers, Good Luck 1... Forty-first Anniversary MICHIGAN TRADESMAN 29 a Arne i. a acto Dry Salt Meats Baker Salt, 280 Ib. bbl. 4 36 atiracle C., 12 os., 1 dz'2 25 Map Jello-O, 3 doz. oie 245 8 : : S P Belli a. b. Table ..._. 6 07 ' : Michigan, per gal. 2 60 Knox's dos. 3 $s % oz. Jar, bl. doz. 1 60 ellies -. 18 00@20 00 ¢q. Old Dutch Clean. 4 dz 3 40 — : 9 oz. Jar, plain. doz. 2 30 Lard Table ...... 5 67 Welchs, per gal. ..... 2 80 Knox's sidu'd, doz. 2 26 . ’ . ie ts tin 30, to 1b. Table 5 30 Queen Ann, 60 oz. -. 2 40 Minute, 3 dos. ----.. 405 20 0%, Jar, Pl. doz... 4 26 Pure in tierces _..____. 16 28 Ib. baga, Table 40 Ringo, 100 oz. __--.-.. 5 76 TABLE SAUCES. Plymou White ....165 3 oz. Jar, Stu., doz. 1 35 50 | tubs -_..advance oo, Rub No More, 100 ,10 Lea & Perrin, large.. € 00 - Quaker, 3 doz. ......270 6 oz. Jar, stuffed, dz. 2 50 b. tubs ---.advance _ : ang Lea & Perrin, small... 3 3 3 9 oz. Jar, stuffed, doz. 350 20 Ib. pails -_-advance — Rup Ne "th ix. 400 Pepper... - 1 60 HORSE RADISH 12 oz. Jar, Stuffed, 10 Ib. pails ....advance % ate nap ae tater et ub No More, 18 Lg. 4 00 Royal Mint _.........- 2 40 ma 4 50@4 75 Ib. pails ._.-advance 1 pel a Spotless Cleanser, 48, Tobasco, 20s 25 Per dos., 6 oz. ...... 1 15 $ Ib. pails Pr 20 oz 3 85 '” ee aes we: ws 20 oz. Jar, stuffed dz. 7 00 Compenna ----8 oe M S Sani 9 ge ae a doz. .. 226 Sko You, 9 os., dos. 3 70 JELLY AND PRESERVES = PEANUT _ BUTTER. oceans gaa % ORTON Sapotio, 8 ‘dos. 315 A-}. 30 Pure, 30 Ib. pails -... 3 80 auengee Soapine, 100, 12 os. .6 40 A-!, small 336 Imitation, 30° Ib. Bologna -__..____ 13% eae Snowboy, 100, 10 os. 400 Capers, 2 os. 3% Pure $ og, Asst., dos. 1 20 hog aap ammeie Snowboy, 24 Large 4 80 yea. — pork ----- —--—— 18030 Sunbrite, 72 dos. ---. 400 Medium .......--... 30@35 JELLY GLASSES ——— Wyandotte, 48 2". 4.75 Choice 222-7 --. 41968 8 en. per dos. 36 Headcheese .-________ 1¢ SPICES. at a a " Smoked Meate ee ie a Ke. Sifting : weit OLEOMARGARINE Hams, 14-16, Ib, _. 24@ 26 Alispice, Jamaica -..- D =e _Sterage Brands. Hams, 16-18, Ib, _... 28 fanee Zansibar ‘ei a. Gunpowder ae Good Lock, ; ib, ioe So 38 @39 Cassia, 5c pkg., doz. Fancy --.-_-____ 38@40 Good Luck, solid ... 24 California | “Hams_. 130 os 2-22 gues, Ateles -——- Ceylon Git Wager 2 1b. ~~ 38" Hams 7... 30 gaz lodized, 24, 2 lbs. ---- 3.00 Mace. Penang ---gso Pee; medium —_-. 63 Delia, 1 Ib. --..--.. 3 Boiled. Hams .. 35 @38 Worcester ' — 1 oes Congou, Medium ...... 28 Delicia, 2 Ib. .-----. 21% . ~% os Nutmess, tec. @60 Congou, Choice ... 35@36 Swift Brands. 60 Ib. tins ............. 7 Nutmegs, 105-110 _...@58 Congou, Fancy .... 42@43 Gem a“ HS PETROLEUM PRODUCTS Boneless ____ 24 00 | Pepper, Black --.._. = ne B Perfection Senmtee 12.1 — nem 28 oo oe ane —— ores caalce = ce hice is Van. Weatenbr rands ~~ 12. ce, ca fk a Distelbutor Red Crown G @, Condensed No. 1 car, 2 00 Zanz . Sree wee w cena Corieaa Tank Wagon -..... 16.7 Condensed Bakers brick 31 =F Cassia’ _ gs TWINE Gas Machine Gasoline 36.2 Moist in ~ aan 8 00 (Sab Ginger, African ____.._ 9g Coton,t 3 ply cone .... 50 Vv. M. & P. Naphtha 20.6 Pig's Feet r Sea gg Cotton, 3 ply balls .. 52 Capitol Cylinder ..... 42.2 % bbls. -_-._.._.._. Mace, apenas 35 Wool, 6 sarictleieic coats Atlantic Red Engine... 23.2 % bbls, 35 Ibs. -----. 4 00 N lem a INEGAR Winter Black ~_..... 13.2 % bbls. Pepper’ 3 Black _....... 18 Cider, 40 Grain ...... 22 ; : RY e 1 bbl. -----_.-.-----.- 14 15 ake eeu 5 49 Bopper, White _...- @30 White wine, 50 aren a ¢ we So FING = xits. 15 ws. me OC a be foe Gee fa“ wee bbis., 40 Ibs Bbis. 120-2% sks. _. 6 05 — “co a coa, 1 Ib. _-..---.. 2545 % bbis., 80 Ibs 00 100-3 Ib. sks. —-.-____ 05 Seasoning Ryo: % POE BFS eos 28 Nuss 2 ana 8 ib => 38 iron Barrels. Hoge, per Ib. “44942 Bois. 280 tb. Bulk: Chill Powder, 160. 1 35 Na ff te cae te ‘MATCHES ~-~-------~--~--~ 59.2 Beef, round set -... 14@26 A-Butter __.._.... -- 420 Celery Salt, § ox. 95 No. : a oe oe NE aecrcteitieriemennnes 61.2 Beef, middies, set. 25 2 AA Butte , 2 ae Sage, a 6e 90 so: Po SS ---= 20 Crescent, 144 ........575 Heavy —......... -- 64.2 Sheep, a skein 175@200 Plain 60-Ib. blks. 52 ion Sait’ ao Peerless N _ b mee 56 Diamond, 144 box _... 3 00 Special heavy -.------ 66.2 No. 1 Medium bbl... 276 Gerlic -...._....... 135 Rochester, aS SS gent, 144 box 8 00 heavy —._-..-.. 69.2 RICE 7%@7% Tecumseh 70-Ib. farm Ponelty, 8% oz. ---. 3 25 ay lay +4 Bitick,:. 120 1c bxs 6 50 Transmission Oil _... 59.2 Fancy Blue Rose 7% : Oe --- 92 Kitchen Bouquet 450 "ayo. per doz. -..-.. . Red no 144 bx 6 00 Finol, 4 oz. cans, doz. 1.40 Fancy Head ----_- T™%@ Cases, Ivory, 24-2 cart 235 Laurel Leaves _..... 20 WOODENWARE Safety Matches Finol, 8 oz. cans, doz. 1.90 Broken --_---_-.--.... Bags 25 lb. No. 1 med. 26 a 90 Baskets quake ee 475 Parowax, 100, Ib. ____ 7.7 ROLLED OATS Bags as Ib. Cloth dairy " Savory, 1 oz. $@ Bushels, narrow 4: 9% QrO. case Parowax, 40, 1 Ib. .. 7.9 Steel Cut, 100 lb. sks. 3 50 Cloth dairy Thyme, i oz... 90 wire ' 1% eis Bint * EAT 495 Parowax, 20, 1 Ib. “— 81 aoa hace if Rock oa 100-Ib. sacks 0 Tumeric, 2% os. ---- 90 Bushels, narrow band, Libby, ‘ca wet, ib. 22 Mothers, 12s, il'tum § 25 sonal orn ee ae ee ae ore Sacks, 90 Ib. Jute .... 8 60 Export, "box .... 490 Powdered, bags _..... 400 Market, extea ns BO : - Sacks, 90 Ib. Cotton -. 360 Big Four Wh. Na. 100s 3.75 Argo, 48, 1 Ib. pkgs. 390 Soiint. ‘large 2227 3 60 RUSKS. Flake White, 100 box 415 Cream, 48-1 4 89 cine: oman 7 60 Holland Rusk' Co. Fels Naptha, 700 box 6 00 Quaker, 4 wnewe--- 7 Splint, oe ~Z ee tuaee co Coe eee churns, 36 ro ac e8 ..... u v ore 18 roll packages _.... 2 16 Naptha, 100 box _. 4 00 Barrel, 5 each... 3 40 36 carton packages -- 475 Swift Classic. 100 box 4 40 Barrel. to tal, eenan't 18 carton packages .. 240 20 Mule Borax, 100 bx 7 55 3 to 6 gal, per gal. -. SALERATUS ool, 100 box ~.-.... 6 50 Egg Cases. Arm and Hammer .. 375 Fairy, 100 box .._..._ 5 50 No. 1, Star Carrier.. 5 00 SAL SODA Jap Rose, 100 box -.-. 7 85 No. 2, Star Carrier__ 10 00 Granulated, bbls. .... 2 00 Olive, 144 box 11 00 No. 1, Star Egg Trays 6 25 Granulated, 100 Ibs. cs 2 25 Lava, 100 box -....... 4 96 No. 2, Star Egg Trays 12 50 ie Granulated, 36 2% Ib. Octagon ...-..-_... meow § 95 Mo ks ip Rabbit 3 80 packages --.-.....- 2 25 Fummo, 100 box .... 4 85 Trojan spring ........ 2 00 ; re ‘Semdac, i = cans 4 15 COD FISH eetheart, 100 box . 5 70 pse patent spring 2 06 No. neato case & 55 PICKLES Middles —.......-..--- 15% dpa Tar, 50 sm. 2 00 No. 2, pat. hold 3:00 No. to case 5 80 Medium le — 1 Ib. Pure . 19% Tar, 50 lige. 3 45 ee © ue omens! OO No. ‘83 to os. § 00 Barrel, 1, ‘coun ~~ ae "140 Cocoa, 72s, box -. 2 70 16 oz. Ct. Mop Heads 8 00 @ — eo 53 wet igre Bure i Wairbank Tar, 100 be 100 a WM eS No. “to case 4 20 Gi owt ke Wheels Gok 0 a a ome, 100, 10¢, 3 10 qt. Galvanized __._ 2 60 No. B to case 445 30 pation, 3000 ....-- 48 00 Holland Herring wins es ne nominee tied 9s 50 12 qt. Galvanized .... 2 76 No. me to cs. 4 70 “5 gallon, 500 -...---- 840 Mixed, Kegs --_--_- S: Seee ee ee 14 qt. Galvanized ___ 3 00 No. } to ca. 4 00 Dt eee guste {f bbis. _.. $ 25 liams Mug, per doz. 48 12 qt. Flar! Gal. ir. 5 90 vr ‘Brand. , 15 41.60 ueen, a Proctor & Gamble. 10 qt. ate No. - ase 200 Sine PI Eas ilkers, kegs ---.---- = & box lots, assorted 12 qt. Tin cect ---- 5 00 No. @ case 325 Cob, 3 doz. in bx.1 0@120 2 M. Kegs —-------- $00 Ivory, 100, 6 ox. _. 6 60 Trap ag -@ CB. ; o PLAYING CARDS - - Bois. eu a ivory. anes 2 ae aS = Mouse, wood, 4 holes .. 60 0. Oc ce. é Batde Axe, per doz. 2 2 Herring : a Pn Fike.” idde § 800 2% 1% Ib. cans -____- 2 38 Mouse, wood. : holes wai 70 ae te KK & &, Noewar -. 9 Ivory Soap Fiks., 60s 4 10 «, Srygtal White Syrup aa “=. 53 POTASH Cut Lunch -----.-.--- 95 et aenewwee - ma 0¢ Be EeH MEATS + Boned, 10 Ib. boxes -—27, oe i Es ——— BE Hones, Pts =o at rr \ ret? ~~ +o SS. 24 29h 1. cane - © Galvanized 8 50 pon Meeere ee ae Mackerel Penick Maple-Like Syrup Medium Galvanized . 7 50 99 Good Steers & Hf. 14@15% Tung, 100 Ib. tncy fat 12 00 6, 10 Ib. cans 445 Small Galvanized _... 6 50 20 Med. Steers & H’f. 12%@14 qubs, 60 count _-.-_- 5 76 6,20 Ib. cans —-...- 445 ein S Com. Steers & H'f. 10@12% White Fish 2 3% i oS ee Washboarde i. 45 te ee ese 24, 1% Ib. cans _____- 323 Brass, ‘single -_-..... 6 00 SHOE BLACKENING. A te, doz. -. 1 36 Unkle Ned, Glass, single -..-._... 6 2F Z. Combination, dz. 1 $6 6, 10 Ib. cang ....---. 855 Double Peerless --_--- 8 50 Brivitoot G08, 220. 2 00 5 Ib. cans ..--.... 375 Single Peerless ...... 7:60 Bixbys, ~~ sc 1 36 24, 2% Ib. cans ... 2. 3 Northern Queen .-... 5 50 Shinola. a ae 3, 1% Ib. cans —..._ 259 Universal --..-..---.. 25 STOVE’ POLISH. » 10 ab. cans .-.---- 3 20 : Window Cleaners Blackine, per doz. -. 1 36 12 _ eee eek eae i= Black Silk Liquid, dz. 1 40 Blue Karo, No. 1%, a a ~~ 3 50 Peanuts, ‘Vir. ronsted Bommatine Paste, dos. i 3 2 GOK, a oneannn = ae ‘ ° ow! Peanuts, Jumbo, raw Enamaline Liquid, ds. 1 35 ae ee ee as in. Butter -___ § 90 Peanuts, Jumbo, rat: E Z Liquid, per dos. 1 40 =... sea @ ie. eoneewewn 9.00 Pecans, 3 star --.... a Radium, per doz. .... 1 85 Karo, No. 1%. 2 17 in. Butter wo-----=18 00 ‘ean us Bee ee, ie ae go eT FOOT ema g een na mnn n= ename nae, Solitorsia COT mee enn ee Vuleanol, No. 5, doz. 95 80 can cases, $4.80 per cage Red Karo, No. i aa 38 WRAPPING PAPER Fancy, No 1 =..----- 17 = Heavy hogs ---------- 11 = Vuleanol, No. 10, doz. 1 35 —e - 10, 375 Fibre, Manila, white. 056% Jumbo ~----- 28 Medium hogs -------- 12% §tovoll, per doz. .... 3 00 WASHING POWDERS. a See eerreronreen rent ae . wn--~--- 20 > : 48 Spear co Pra ats 96 eos _ oo > = 3 75 6 imt. ee Flavor. - “ita anila -. 03 eerie es i Aa : ; c s enienuenia Spanish, Log Cab., lodized, 24-2 2 ‘0 imsiine 4 408 ieatea, ee i Any 205 Kraft Stripe - 00% iicestintme AO Log Cabin 24-2 om case 28 Grandma, 100, 5c YEAST CAKE PROVISIONS Barreied Pork Glear Back -. 28" 00: Short Cut Clear 24 00 Family... 29 00 30 00 os 95 63 76 Burrer welt PRO th. bhi. ¢ 5A Blocks, 50 Ib. 47 Tran » 24 Gold Dust, 100s ...... Gold Dust, 12 Large Golden Rod, 24 ..... Jinx,:3 doz. .. on La France Laun, 4 ds. Luster Box, & Ce AUS ADDO sSSrssssse Maple. 23 oz., 2 =. sicicicosahe ae Green Green 5% Ib., 1 "dae wine S 46 Maple and Cane Kanuck, per gal. .... 1 65 Mayflower, ber gal. .. 1 75 eas 3 1 Yeast (ay 1% dos. 1 36 YEAST—COMPRESSED Fieischman, rer dos. .. 90 MICHIGAN TRADESMAN MEN OF NO PARTY. The World Has No Use For Pre- tenders. - The world has no use for sea fighters who sail under two flags. Like nature itself, which forbids hybrids to multiply, human nature loathes mon- $trosities. Politics sometimes gives birth to monsters, and the ignorant attribute strange and portentous pow- ers to them, but they are short-lived and usually do little harm. The attempt of the La Follette- Whereler combination to retain mem- bership in the Republican and Demo- cratic parties, while denouncing those parties and striving to destroy them, is comparable to a freak of nature or a piratical foray under a false flag. Voters of each great party resent the attack upon the integrity of their party and the attempt to defeat their party’s nominees. “I am still a Demo- crat,” says Senator Wheeler, as he leaves the party and asks other Dem- ocrats to vote against John W. Davis. “I am still a Republican,” says Senator La Follétte, as he leaves the party and calls upon Republicans to strike down President. Coolidge. ~The average voter will surely put ‘this question to Mr. La Follette: “If _ you area Republican, why do you at- tack your party?” He will ask Sen- ator Wheeler: “If you are a Dem- ‘ocrat, why are you disloyal to your party?” The casuistry of the La Fol- ‘ette-Wheeler arguments does not con- Stitute a straight answer to these questions. The answer will be given by the voters themselves, in simple fashion: “La Follette is not a Repub- lican and Wheeler is not a Democrat. Both are renegades, men of no party.” The La Follette-Wheeler ticket ap- peals for support on the ground that both old parties are rotten and in- competent. No loyal Democrat or Republican can be induced by such a piea to desert his party, but, on the contrary, he will be stirred to greater “ foyalty and activity in behalf of his party. If Senator La Follette clings to membership in the Republican party it must be because he believes in its _- principles. The same motive actuates “Senator Wheeler in retaining formal membership in the Democratic party. . Any other assumption would be an assault upon the integrity of these gentlemen. Believing in their parties, as they do, the proper and loyal thing HO Delicious cookie-cakes and crisp SS Made of whole milk, wheat four % appetizing crackers— There is a 7 . and fresh eggs. Baked and toated Hekman food-confection for every to golden crispness. meal and for every taste. The moisture-proof wrapper keeps them always fresh and delicious. e n Biscuit Co H : s Grand Rapids.Mich. lend, Reade Cone 7 u U Forty-firet Anniversary for each of them to do is to work with- ing his party for its betterment and purification, if he thinks it is corrupt and incompetent. This is a world of direct action and . straight thinking. It is not misled by egotists who cry that “everybody is out of step but myself.” Ridicule fol- lows an attempt by an infantryman to change the step of all his company to conform to his own. Something even more destructive than ridicule follows a captain who deserts his army on the march and calls upon it to re- volt against its general. If he goes over to the enemy he is executed if captured. If he goes out into no man's land alone he perishes. Messrs. La Follette and Wheeler, in attempting to remain within their old parties while seeking to destroy them, have committed one of those ‘blunders which are worse than crimes. They would have been respected for political courage, at least, if they had boldly announced that they were or- ganizing a new party and were done f-rever with the old parties. The new flag, puny as might have been its flut- terings, would at least have been dis- tinctive, and it might have won over other Democrats and Republicans who were ready to join a genuire new party. But what inducement is there for a Democrat to remain a Democrat and yet vote against his party? Why should a Republican, even if he be dissatisfied, leave his party and join individuals who proclaim that they do not constitute a new party, but are still Republicans and Democrats? A dissatisfied Democrat finds no satisfaction in voting for a candidate who claims to be a Republican but who is fighting the Republican party. A dissatisfied Republican is not apt to cast his vote for a candidate who says he is a Democrat except during this campaign. An example of what dissatisfied voters do was furnished in . the last presidential campaign, when millions of Democrats voted for War- ren G. Harding. They wished to make their dissatisfaction effective. They did not throw away their votes on a socialist, or a prohibitionist or an independent; they°made sure that their rebuke would count at the polls. If any Democrat is dissatisfied with John W:’ Davis and the Democratic platform -he can make his opinion count by voting for Coolidge. If any Republican desires to rebuke his party he should vote for Davis. By casting his vote for the opposing great party, a Democrat or Republican virtually doubles his voting strength; but by voting for a nondescript tail-end ticket his vote counts for nothing. As for the floaters, Who have no party, they are so insignificant in numbers, compared with the Demo- cratic and Republican millions, that they merely emphasize by contrast the fact that the American people fight under distinct political flags —Wash- ington Post. : ——o-.-.——_ Near-Music. Said the man who was trying his best to appreciate good music; “When a piece threatens every minute to be a tune and disappoints you, it’s classical.” — . Jae MICHIGAN TRADESMAN Business Wants Department Advertisements inserted under this head for five cents a word the first insertion and four cents a word for each subse- quent continuous insértion. If set in capita! letters, double price. No charge less than 50 cents. Smal! display adver- tisements in this department, $3 per inch. Payment with order is required, as amounts are too small to open accounts. BUSINESS OPPORTUNITY—For Sale —Profitable general merchandise business in excellent community near Coldwater. Suitable terms can be arranged as owner wishes to retire from active business. A real opportunity for profitable investment. Arrange for personal inspection. Address No. 679, c/o Michigan Tradesman. 679 For Sale—Potato warehouse in good location. Building also suitable for mer- cantile purposes. Selling at sacrifice. For articulars, write No. 680, c/o Michigan esman. 680 Wanted—An energetic traveling sales- man to sell USTIKON rubber soles to merchants in the Upper Peninsula. Good commission, W. J. Dancer & Co., Stock- bridge, Mich. 681 HOTEL-—FOR SALE—SUMMER COT- TAGE bargain to close estate. Big pay- ing proposition. Modern. At - Epworth Heights, Mich. Owner, S. E. KEMLER, “Nekstohom,’’ Ludington, Mich. 682 FOR SALE—Drug store, town of about 2,000 population. Invoice stock and fix- tures £6,000 to $6,500. Owner past 70 and wishes to retire. Groceries, dry goods and notions, good country town of about 400 population; main line of G. R. & I. and M18. Doing fine cash business: Might consider city residence in exchange. Invoice about 5,000. Address. BRACE FARM AGENCY, parta, Mich. 683 JOINS THEATER, IN LOCATION OC- CUPIED BY CONFECTIONERY TEN YEARS. NO AMERICAN OPERATED CONFECTIONERY IN_ CITY. LEASE REASONABLE. ADDRESS NO. 684, CARE MICHIGAN TRADESMAN. 6384 FOR SALE—On account of falling health I offer the Tuttle House hotel in Alba for sale. This property is well worth the price asked. Terms to re- sponsible parties. Mrs. C. B. — ba, Mich. FOR SALE—A clean stock of ladies’, children’s and men’s furnishings, goods and toys, For cash only. o trad- ers need apply. Address J. D. Wolpert, 8306 North Ave., Milwaukee, —— FOR SALE—Grocery stock and fixtures on best corner in town of betweer 700 and 800. Doing a good business. Reason for selling, other business interests. Lock Box 70, Litchfield, Mich. 673 Wanted—Stock of gaa merchandise, clothing or shoes. J. Sweeney, Lan- caster, Wisconsin. 674 Dickry Dick sells bdttle caps 18 per Ee Budweiser, Stroh's, Blatz, Puritan Syrup, and kegs and _ supplies. Muskegon, Mich. B76 FOR SALE—CIRCULAR SAW MILL, Capacity 25 M. ft. lumber, 40 M. shingles, six thousand acres timber lands. K Y LUMBER CoO., Sault Ste. Marie, Mich. 677 Stationary engineer and machinery in- stallations. Have machinery for cutting keyseats in line shafting without remov- from shaft hangers. Machinery re- rs and job work specialty. Wm. Geale, orth Park, Grand Rapids, Mich. 678 FOR SALE—A grocery and meat mar- ket in town near good lake resort. Doing business year round. Inventory 400; Price $3,500, if taken at once. Address No. 665, c/o Michigan Trades- man, 665 and furnish- Pay spot cash for clothi L. berman, 1250 stocks, goo Ss : Burlingame ie 1 Every Double Saves MotherTrouble aa etna a GRAND RAPIDS, MICH. Made in Blue Denim and Stifels Rope Stripe—3 to 16 years. Let us send sample dozen on approval. Nea a3 PST aaa SS Seana Forty-first Ann tion of the insects winter on the body of the tree and in the soil. I can gg into almost any orchard during the | fall and winter and find them by the thousands. Watch out for the moths in the early autumn, as well as late summer. They are hard at work in September and October. I find won- derful results may be obtained by washing the body of the trees in the fall. I have found out that it does not take a very strong poison to get the insects if the work is undertaken at the proper time. The tent caterpilalrs! Ah, what gj tremendous victory they are winning | over us this season! We should have | taken measures against them six weeks ago. I have found a very effective. remedy is to dust the affected tree o¢: plant with powdered arsenate of lead, but as a great number of persons do: not have dusting machines, the next: best thing is to spray with eight pounds of arsenate of lead mixed i it 100 gallons of water. James D. Magaregor. eee { A Fresh Clerk. The sweet young thing was exams ining cameras. “What is the name of this one? she enquired of the assistant: as she picked up a. dainty little instre: ment. “That is the Belvadere,” replied te man. For a moment there was 2 chilly si sie lence. Then the sweet young thing pulled herself together and, fixing the assistant with a stony glance, she ew § quired icily: “And can you recom mend the Belva?” os — SF ae TRS ECL SNA Sie ay ei pe ages tis fs a = e sti " 8 St 2 se oh ae ee Sig gehts ie ta? oe Rees rome ns hc ss Forty-firest Anniversary PRACTICAL MORAL TRAINING Character Building in the Schools Is Urged. The recent atrocious crime in Chi- cago is an ominous indication of the inevitable consequences to a nation that neglects the moral training of its youth. Basic character training by the home has been rapidly disappear- ing in recent years by reason of sweeping changes in our economic and industrial life, and for vast numbers of the working population in large cities it has passed beyond recovery. More and more does organized enterprice smother individual initiative and pre- clude parents from directing and super- Vising the activities of their children. Having few, if any, responsible home duties to render, children gravitate to the open, wayward life of the street. Restoration of individual home re- sponsibility and efficiency for the char- acter training of the nation is a vain hope impossible of realization. Owing to this default of the home there has been for many years no major agency engaged in the moral training of the nation, and the alarming consequences are manifest in the daily records of lawlessness and crime. Efforts to meet the serious need by Boy Scout, juvenile club and other such voluntary organizations only touch the surface of the problem. The natural, logical and efficient agency to render this supreme National ser- ‘vice is our public school system. By Statutory enactment all children are brought to the schools for training in preparation for jife’s duties. The tasks and duties of children formerly exist- mum satisfactory grade established. MICHIGAN TRADESMAN ing in the home have been exchanged for the more urgent duty of prepara- tion for that good citizenship which is the only hope of democracy. The vital and basic element of citizenship quali- fication is not found in scholarship and intellectuality, but in unyielding moral character, ever recognized as the su- preme educational aim. The real field of practical moral training is the con- duct of the individual, particularly with regard to his duties and obligations. Conduct is character in action, and through the medium of habit it is also character confirmation and extension. The first duty of the pupil is to make earnest effort to accomplish his tasks. It is his further duty to com- ply willingly with administrative rules and to manifest such fundamental virtues as honesty and truthfulness in all school contacts. There can be no better pupil in a school than one who faithfully ful- fills these duties whatever may be his scholarship record. To stimulate per- formance of these duties and to instill appreciation of their social value are the essential aims of his school train- ing. Upon the basis of these moral aims - discipline is promoted and the technical scholarship aims are ad- vanced,” To accomplish these moral results in our schools it is only neces- sary to establish controlling incentive adapted to the end in view. Such incentive is found in the char- acter diploma based on the conduct ~ and effort of the pupil as above out- lined. Conduct records as now kept can easily be standardized and a mini- _tional purpose. The character diploma should be given to every pupil of satisfactory record as to conduct, including effort to accomp- lish school tasks, and rigidly denied to all others, regardless of scholarship. A simple certificate of scholarship re- sults, unrelated to the diploma and without comment, should be given to every pupil on leaving school. As operated at present, scholarship is the chief aim of the school and good conduct (character in the making) is an incidental matter of discipline with- out official recognition as an educa- In scholarship results teachers and pupils alike find their commendation and reward. The grad- uation diploma is a scholarship trophy. The words “success” and “failure” have significance for the pupil only with reference to scholarship percent- ages, There is no direct incentive in official school programs for the culti- vation of conduct and duty construc- tive of moral character. Moral pre- cepts, codes and appeal that end with words only have little power to im- press the young, and when their rich content goes unhonored on the day of congratulation and reward, . their potency dies. The simple procedure here proposed would convert the present unfruitful department of discipline into the pro- ductive department of practical moral training. It involves no additional ex- pense and would benefit every other school aim. It would carry. the moral motive into the home and effect far - stronger co-operation between . home and. school than can be hoped for relative to scholarship subjects. 37 The principle of encouraging and rewarding good conduct and effort as basic to other and more specific ends is logical and confirmed by long ex- perience. It is the standard practice in good homes and the key to effi- ciency and success in all military train- ing and service. It is the recognized method of character reconstruction practiced by our courts and their as- sociated institutions. Public schools :were not charged with the duty of moral training at their inception, for the simple reason that the home was still recognized as the competent agency for that purpose. But if we were instituting our schools to-day for the training of national man- hood and womanhood, can there be any doubt that the moral end would be the supreme consideration? Economic principles of organiza+ tion fix the proportion of leaders to followers and this proportion varies but little throughout the entire do- main of human activity. Only a few can possibly attain to leadership, even. if all should be qualified. If the peace and security of the State depended alone upon the inteHectuality of. its readers, we might forego moral train- ing. But it is written on every guide- post of history that moral character in both leaders and followers is the es- sential requirement. for human welfare. The sacrifices we make for our schools and their product of scholar-: ship will avail us nothing if character . education is neglected. Intellectual- ity uncontrolled by moral motive and restraint is nothing other than chaotic human power charged with destruction. H. O. Rittenhouse... Barclay, Ayers & Bertch Co. 321-323 Bond Avenue Grand Rapids, Michigan JOBBERS IN PIPE, VALVES, PUMPS, SINKS, . ROOFING, $ ; & 5 ® & i we & < ge ae hs a> oe 38 Use of Lemons in the Summer Time. Many years ago I was in charge of a fountain in a railway station of a large city where the suburban trains carried thousands daily to their homes. These people rushed from work to catch their train but even in their rush thirst was by no means forgotten and we were called on to supply thousands with a cooling drink. These people ‘were always in a hurry and in con- ‘Sequence demanded drinks that were quickly prepared and due to the time ‘required for the production of a lemon- ade those managers who had preceded me at this fountain had not thought it. worth while to serve lemonade. Therefore when people who naturally expected a lemonade to be available at a soda fountain asked for one they ‘were informed that they were not ‘served. > When the conduct of this fountain fell into: my hands I reailized that this ‘demand: for lemonade should be sup- ‘plied, yet I also realized that to pre- pare them in the usual way would require too long to give satisfaction. ‘The first thing I decided was that no -oneé: asking for a lemonade should be -refused—not even in the heaviest rush wand the Tushes were heavy just at train ‘time. “Then I decided that we would have a ‘ask another five cents to make it ‘worth wiiile. The next thing was to “discover. a quick way of preparation. At first’ we kept the extracted lemon Juice in-a bottle, and this simplified the “matter as we did not have to stop to _ express the juice of the lemon each ‘time ‘a lemonade was called for. How- er: this did. not prove entirely satis- tory, as. some customers questioned ia = freshness of the juice. ; - Then another. idea occurred to me ‘a we drew. the simple syrup into a mumber of glasses and squeezed the ‘juice of the lemons into them and ‘&épt them on the counter ready to ‘perve by simply adding the shaved ice “and carbonated water or plain water “to uit the customer. This business started in a small way at first, but uticommon for us to have as many as ~ fifty glasses ready for the demand and -Jemonades at a good price became one of the most popular items on our ‘eno. When the fruit juice extractors of ‘the electrical type first came on the tharket an enterprising dispenser in one af our Western cities saw what the be- Hieved to be great possibilities in a made-to-order lemonade, and so he used the new device as a means of helping to advertise a beverage he ‘knew would de popular. He realized ‘that something more than a new and novel way of extracting the juice of the lemion was necessary to make lem- onades a big success, so he determin- ed on lemonades of superior quality. n.trying out formulas he discovered that a lemonade sweetened with a Jemon syrup in which the flavor of the ‘tind of the lemon was used has a peculiarly delicious flavor and so he @ecided to sweetene his lemonade with lemon syrup. The next idea wa; a glass of generous size. Thirsty people, fe figured, ‘wanted a long drink. Then MICHIGAN plenty of juice, so he used the juice of a whole lemon, selecting lemons of medium size with thin skin, as they give more juice than large, thick-skin- ned ones. Using plenty of fine ice meant cold beverages: and he gave the customer the choice of plain or car- bonated water. This man's lemonades were good and everyone who drank them praised them. Back of these good lemonades he put a good advertising campaign. He had a fine lemonade window, then he followed jt with persistent adver- tising throughout the summer. He featured it in his newspaper advertis- ing, window strips and fountain signs. In one of the larger Eastern cities a few years ago a young man discovered a small place between two buildings on one of the main streets where there was a lot of traffic. He made a good lemonade and from morning to night that stand was crowded with people drinking lemonade. Near this place were two fountains and I doubt either of them used a dozen lemons a day. There was a demand for lemons in their neighborhood but they never thought to go after it. Opportunity is everywhere for the fountain man who will spetialize. Why. not? Orangeade stands were springing up everywhere and a dispenser of the thoughtful type was trying to find a way to get the still drink business without being just like the other man. He was serving an orangeade, but so_ were the other fountains, and he want- ed something the could serve quickly— as his was a rush business—and which would. make a strong appeal. The idea of a ready-to-serve lemonade struck him and he proceeded to carry it out to his profit. He realized that to become really popular his lemonade must be as good as one made to order, that. it must be made fresh daily and oftener if pos- sible. To secure the right flavor he used a pint of lemon syrup, to which he added three pints of simple syrup to give the desired sweetness; to this the juice of two dozen lemons was added and water enough to make four gallons. This could be made without the lemon syrup but the flavor secured from the rind of the lemon in making the syrup gives a flavor to the drink that is decidedly pleasing. Thus fortified with a good drink he sought a way of advertising his lemon- ade that would help to build up a business on the drink, for he realized that unless he could sell a certain amount of lemonade daily it would not pay. This man had a stone well built into the fountain. In the cotner of his counter he had a round thole cut the size of. a five-gallon stone water jar such as is used for ice water in many places. This crock was set in a lined box filled with ice. In this way he assured his trade of a really cold drink, which is what people want in a lemon- ade. Then he had a small sandstone well top made by a local stone cutter, which when placed over the hole in the counter gave it the appearance of a real well. An aluminum dipper was used to draw the ice cold lemonade from the well—the “old stone well.” This man then advertised the fact --that he served the “‘coldest and most TRADESMAN refreshing lemonade you ever drank,” and backed it up in such a way that people believed it. One of his slogans was “Lemonade made from lemons,” and all this ad- vertisements ended with: “Served at the old stone well.” He served it at a reasonable price, a full eight-ounce glass. There wag nothing of the circus lemonade idea in this, but the real article properly made, properly chilled and properly served. The business that this man did in lemonade would astonish many a dis- penser who possibly uses a few lemons a day and thinks that lemonade is an old-fashioned drink and that people no longer want it. One of the best ways of advertising lemonades is to display the lemons from which it is to be made. You may be able to serve the finest lemon- ade ever made, but, until people know it, it has no pulling power. There is no better way of suggesting a lemon- . ade to the person who comes to the counter than to display the lemons. Everyone knows that a lemon means that lemonades are served. A large glass or silver bowl is best adapted for this purpose. With the days now with us which as one made to order, that it must be ties in lemonades and other fdncy lemon beverages, hut I believe from experience that a good plain lemonade ‘well exploited will be the source of a bigger business than almost any one summer beverage that can be placed on a menu. E. F. White. —_———_o-2-——___—_ Get Acquainted With Yourself. Are you on speaking terms with yourself? “Sure thing’ the most of us would say. But, are you? When walking along the street what is your mind doing? Are you like a bunch of cattle bobbing your head from side to side, not really sensing one thing you see. When you see the throngs hurrying by as though the responsi- bility of the nations was on their shoulders, do you single out the dif- ferent types and form your opinion of them? One man you see and instinc- tively move: away from. You don’t give it a thought. Then you are in the class of the dog that takes the outside of the walk when a strange dog comes ambling down the alley. If you are on speaking terms with yourself, you will discover that you are right up in the baldheaded row of the best show on earth. Here comes a man you size up as the sort you would cotton up to nat- urally; he is followed by the type you wouldn’t trust with a last year’s bird’s nest. Then you see the unconscious comedian who of course doesn’t realize he is funny and is screwing his face up into what he presumes is a proof of mental superiority. Going along that way, analyzing, sifting, develop- ing your power of observation is a mighty fine method of development. And you might just as well do it. It costs nothing. You must walk along. Then why not make your walk a man’s walk and not an animal’s walk? Another angle. What is your mind doing when you are at liberty to do as you please? Suppose your mind were “as easy to see as your-coat? Would ~ you still stick to the ‘main thorougin fare or would you sneak down an ak” ley? It's lucky for most of us that our skulls are thick so no one can- see what shape our thoughts are in. This doesn’t mean that the only thoughts worth thinking are serions, Frequently they are the least desir-. able. Edwin Booth used to play com- ic parts to take the starch out of his acting so he could play his favorite tragic parts with more naturalness, The prize bore of all, is the serious gink who can’t sense a joke without a diagram and a cue as to when the laugh comes in. But when a maf gets honestly chummy with himself, - he can have more fun than a barrel of monkeys just watching the way his | mind meanders all over the landscape. “ It’s strange but none the less a fact, that this mental chumminess is reste") ful. It brings one home to supper in the proper mood so that instead of kicking the dog and cuffing the kids, he will start right in for a good romp: ' with all concerned. It will also prow duce a restful sleep that will fit one) for the next day’s work. Perhaps the: most practical advantage of this cub. tivation of one’s own mind is that ite drives out absolutely the germs of | discontent and dissatisfaction that” make so many homes repellent both to? the family and visitors. Nothing can, down the man who is on intimate | terms with his mind for he has re sources that can’t be bought and can't | be lost through speculation, Its duty is to tell the essential truth about the contents of the package. Its privilege is to give information about said contents, which information is not inconsistent with the truth and which may be of benefit to the buyer or seller. ~~ You may ask me what I mean by the “essential truth,” rather than the truth the whole truth and nothing but the ‘truth, and my reply ‘will be that it is . . \possible at times to tell so much truth &s to make negative the good points - desired. The essential truth, ‘to my way of ‘thinking, is an honest description of ithe contents of the package in legally ‘defined terms of the trade, together -Swith the name and address of the Jo Spendor who assumes responsibility for tent the correctness of said description. ‘Phere is considerable difference of ‘Spinion whether the name of the packer ‘should appear upon the label. This, “to my mind is not nearly so important -. ds some would have us think. If I was 4g packer I would hesitate a long time . Before I would put out any of my pigh grade goods under a first dealer’s I probably would not be so omy high grade goods and as little as ‘possible from such a3 I would not be aproed to own. © . On the other hand, if I were a dealer a a am sure I would much rather adver- “ise my own brand which through care- fal selection, judicious advertising, fair dealing and general business efficiency ‘Thad succeeded in placing on the most davorable markets of the country, ‘father than to spend my energies in “pushing the sale of some packer’s ‘brand, without any assurance that I might be doing business with him the shext month. *~ It may be desirable that the packer’s Name appear upon the label, but I fail ‘to see where it is essential or where the consumer is benefited so long as a reliable party assumes responsibility for the product and gives his name to the label as a guaranty therefor. What I do consider the essential truth is an honest description of the ‘contents of the package in legally de- ‘fined terms of the trade. You note I “use the words “legally defined terms “of the trade.” You will pardon me, I am sure, if ‘in the remarks which are to follow I deal with the subject as I found it in " Canada. . ‘Our department collected thousands f of samples of canned foods and after ,& careful comparison of the contents | OF the pacakges, with the statements on the labels of the same, we found that in many instances the contents did not by any means meet the glowing description on the label; indeed, it was not unusual to find the more glow- ing the description on the label the poorer the contents of the package. We gathered what information was available at the time and with it went into consultation with the packers and dealers. Ag a reguit, we decided on four grades or standards of quality, and having agreed upon these we selected four terms used by the trade, four suitable words to define these four grades.. The words selected were fancy, choice, standard and seconds. Following the selection of these descriptive words we carefully defined the qualifications necessary for the food to meet the quality necessary for each descriptive word. Having accomplished this, we then proceeded through a process of legis- lation to make these words and their description the legal—and only legal— description for such foods as are or may hereafter be standardized. But we did not stop here. Having legally defined the four grades or standards of quality we required that the label should show to which of these grades the product belonged. We | furthermore required that this declara- tion of grade should be shown on the main panel of the label using the words “Fancy Quality,” “Choice Qual- ity,” “Standard Quality” or “Second Quality,” as the. case might be, in type not less than three-eights of an inch in height. We also required that the strength of syrup in fruits and the size of peas be declared in type not less than one-quarter of an inch in height. It is our desire that the label shall tell the truth about the quality of the contents of the package; that is, the quality of the goods, the strength of the syrup and the size of the peas, so that the buyer has a reasonable chance to know what she should be getting and also have some basis for legal action if she finds the contents of the package does not meet with the quality claimed on the label. At the Buffalo convention I was discussing this matter with one of your largest packers on the coast. He did not express himself as favorable to legally defined standards of quality. He believed that if the buyer was left to herself she would select only those brands of high reputation and reject those brands which were not proven to be strictly first-class. He claimed that his own brand was nation wide known for superiority of quality and he did not care to lose the benefit of the thousands of dollars which his firm had spent in advertising the super- iority of his product, which benefit he considered he would lose if the Gov- ernment established a legal standard and allowed his competitor, who, pos- « sibly, did no advertising, to claim, legally, on his label a quality as good as he, the advertiser, would be per- mitted to claim on his. I pointed out to him that from care- ful observation made in Canada we had found that declaration of quality on the label had benefrted, rather than in- jured, the business of highly adver- tised products of a really first-class quality, but had a restrictive action on MICHIGAN TRADESMAN the sales of goods of inferior quality offered for sale as “equal to the best in the market.” Strange to say, the afternoon of the same day on which I was talking to the packer just referred to, I was look- ing around a grocery in Buffalo, when I overheard a customer giving an or- der for canned peaches. She said to the grocer “I see — brand (naming the brand of the packer just referred to) is advertised as the finest goods. Do you keep that brand?” The grocer replied, “Yes, we keep that brand and will be glad to furnish goods under that brand to you, but let me tell you something: While no one can question the quality of the goods under that brand you can scarcely pick up a magazine in this country in which that brand is not ad- vertised, let alone the advertisements on thousands of bill boards and in street cars throughout the whole land, and some one has to pay for that ad- vertising. Now, we have a line of peaches on which we put our own label, they are specially selected by us and we have. put the money in the quality of the goods instead of in ad- vertising.” He sold his private brand of peaches to his customer. He also sold a can to me. I had examined thousands of samples of various products put out by the packer of the highly advertised brand and in 95 per cent. or more in- stances I had found them to be “Fancy Quality.” I was curious to see the quality of the goods which had advertising cost put into the goods. Leaving the grocery, I went into the convention hall, where I met a proces- sor whom I have known for the past fifteen years. He is what you might call a “traveling processor;” that is, he never spends more than one or two seasons with any one firm. Since I have known him he has been alternat- ing between New York State factories and Ontario factories. He spied the can of peaches I had and asked me where I got it. I told him. He replied “Oh, I know all about them. We - packed the goods for that firm this year, put them out under their own private label, you know.” I remarked, “They are strictly high class goods, I suppose.” He replied, “Oh, no, they are only standard quality and none too good at that: That firm does not know good canned foods when they see them.” I leave it to you if this was not an instance where a gross injustice was done, not only to the consumer, but to the packer of high quality goods and to the canning industry in general. Legal standards, whether they are State, provincial or federal, are most desirable, but they are of little actual value unless they are declared upon the label. Legal standards without declaration on the label may be of some value in dealings between the canner and the jobber, or between the jobber and the retailer, but they are of value there only in as much as the dealings be- tween these parties are by written con- tract, but as between the retailer and the consumer—who is after all the most vitally interested party—there is only the verbal declaration of the clerk behind the counter, and he may be wise and just or ignorant or dij honest. In the instance which I have just cited there could easily have been 1§) cents a can difference in the cost t6 the grocer for the goods which he offered, but instead of his customer getting the benefit of this difference of: getting what she paid for she received. a product which disgusted her with: canned foods in general and not neces. sarily the brand she received in Pars ticular. 4 Now, I submit that had the quality. of the peaches for which she asked | been legally defined and had that quake ity been declared on the label the clerie: would have had difficulty in convine. ; ing her that standard quality of; peaches (even with the price of advers: tising thrown in with the goods) werk: as good as fancy quality peaches, even if a lot of money had been spent in advertising the same. Bs There is a statement of truth many, claim should be shown on the label one I do not consider an “essential | truth” and to my mind the telling of which would be an error of judgment I refer to the declaration of date of packing. ei I can scarcely understand how any | one who really knows anything about. the canning industry could let thit4 claim be set forth without challenging. it. Lessa If canned foods were like wine, im: | proved with age, or like some druga,: deteriorated with age, there might be. something to commend such a claim, : but they are not. There is scarcely i variety of fruit or vegetable, which, if ; properly packed, deteriorates with age. I am sure you will all agree with m&: that from your own experience, caret. fully selected, properly processed and. wi intelligently stored canned foods ar€;, found to be in better condition six, years after packing than are carelessly selected, improperly processed and.’ neglectfully stored goods of the same’ variety six months after packing, i might say here that the best can of! corn which I tasted in 1923 was packed. in 1898, twenty-five years old. A considerable portion of the popue lation of the North American contim ent is strongly prejudiced against can’ ned foods. This prejudice is caused. partly by ignorance concerning theif: value and partly through unsatisfac tory experience which they have had. in buying what was expected to be # first class article but what proved te be “slush.” = The best way to overcome this prejudice is to send a special me’ senger to the buying public with a message of truth about the producty — which you are manufacturing. To my | mind, the best messenger you caa select to carry this message is the one’ which accompanies every package. which leaves your warehouse—the. . label. C. S. Me Gillivray, Chief Canning Inspector for Ontario. ——+--> There is quite a good deal of opposi- . tion to hell, these days, but what everybody knows who has lived longs enough is that if there isn’t any ; there ought to be. emer apace The new broom that. ing clean soon June 26, 4 MICHIGAN TRADESMAN HART BRAND CANNED Fruits and Vegetables Pears Plums | Peas Corn Beets Apples Peaches N Squash Pumpkin Preserves Cherries | |} Spinach Succotash Blackberries | ‘String Beans _ Gooseberries . * » Sauerkraut Huckleberries _.. Pork and Beans Black Raspberries - Red Kidney Beans Red Raspberries Green Lima Beans Hart Brand Canned Foods are prepared from the finest products of the garden, orchard and_- farm. They are gathered in and packed in the most prime condition. Hart Brand Canned Foods are sterilized by heat alone and packed under the most sanitary conditions. 'W.R. ROACH & COMPANY Main Office GRAND RAPIDS - MICHIGAN ___ Factories located at Hart, Scottville, Kent City, Edmore; Owosso, Croswell, Yale. alee CaT 42 BANK INVESTMENTS. How Surplus Funds tuinds Should Be Dis- tributed. ' The question as to the sort of in- vestments banks should make and a Classification ‘of them, raises many in- teresting questions, ; As I have thought it over, I can Bee that it would be a great advantage to bankers to have @ more or less ar- bitrary allocation of funds, at least gome standard to work toward so that in the use of their own capital and their own deposits, they should seek to so diversify their own investments as to at all times keep themselves safe and ready for an emergency. A bank has a mixed motive of course, It @hould have for its purpose first the ; ‘keeping of its own capital and deposits © oe distributed ‘safe and second it should be willing ‘to place back in the community itself the use of such funds to the greatest ‘possible extent. *. I do not think a banker has the right te consider only the first point as stated above and not consider equally ‘the second point. In other words, I ido not think a banker has the right : receive deposits from a local com- x and make all of his investments : a bonds or mortgages which are re- e from his jocal community, and ave nothing to do with it. 7 vie Therefore, it occurs to me that after ’ aside a proper ‘cash. reserve,, . a bank in an average community ‘should be willing to loan on local mort- ‘wages, say 50 per cent. of its time de- (Posits and capital, that. might, at the. ‘same time buy good bonds which are and carefully selected ‘to in amount of t 20 per cent. of its s deposits and capital. I took upon a hese good bonds as a sort of second- ‘ary. reserve for times of emergency “when. they may be either sold or used as ‘collateral for temporary loans. I would then say that a bank can well carry in either United States ds or Treasury Certificates, about "10° per cent. of its deposits, both time ‘and commercial. These would serve “as a quick cash reserve in time of need for any possible demands. e I would then feel that to further “protect commercial deposits, bankers “acceptances tight be purchased to an vamount of 10 per cent. of such com- ‘mercial deposits. I should think all the *palance of capital, commercial and. time deposits might be propefly loaned in ‘serving the community, for mercantile “and manufacturing purposes and for accommodation loans. It is fair to say that no rule can be | interpreted in just one fashion as each -community’s needs differ in some re- “ppects from their neighbors, but I ‘think slight variations of the above - percentages if followed out, would give “bankers a definite basis to guide them ‘ sand would enable them to shift from gone line of investment to another as “they saw they were becoming overly pumas to the detriment of safety. ; Perhaps if all bankers analyzed their s in some such fashion, it would Touabte them to intelligently place ‘Hthemselves in a comfortable bankers’ 'position, ahd would enable them also to decline to further extend one class of loan when it was not the best bank- “Ing..policy..to dont... oo. MICHIGAN TRADESMAN So far as deposits in reserve cities are concerned, they are made usually for the purpose of establishing friendly and firm business relations. They should be more or less concentrated in order that banks with whom they are kept feel the responsibility to render an equivalent service when called up- on. The size of these deposits depend largely upon the commercial needs of a bank and may vary very materially. If a bank has large commercial de- posits, it needs to have a comfortable balance available to be drawn upon, whereas, if the deposits are largely time, a smaller reserve serves.the pur- pose. - Clay H. Hollister. —_—_- Unjust Competition Injurious To the Restaurant Business. One of the big problems confront- Clay H. ing the restaurant industry—and the hotel industry as well—is the competi- tion offered by dining rooms in such places as Y. M. C. A. and Y. W. C. A, _ buildings, banks, clubs and Chambers of Commerce headquarters. _ Suppose we consider first of all the first two mentioned. The Y. M. C. A. and the Y. 'W. C. A. are organiza- tions worthy of the public confidence and public support We could hardly get along without them. Certainly we would «not wish to see their doors closed. But if we, the restaurant men —in common with others—are to con- tribute to their support, I ask, in all fairness, if they should enter the field with dining rooms and take dollars out of our pockets? They do this very thing. They not only give service to their own members, but_to the public as well, and.in every.. way. they. con- duct, as an individual would conduct a dining room. They advertise to draw trade. They locate, in some in- stances, next door to a restaurant. They generally lose money on their dining rooms, it is true, but that does not deter them from continuing in the restaurant business. The deficit, they probably figure, will be at least partly made up by the restaurant men them- selves. And why? Because theirs is recognized as a worthy cause and they do not hesitate to seek a check from the very ones they have competed with. Am I putting it too strong when I. say we are rather stupid to stand for this? I think not. I think it is time we were waking up. As some one has said: “Too much is a plenty.” Now, if these same associations fed Holiiater. only their members, charging a price within the reach of their members’ pocketbooks, it would not call for ac- tion. But they actually become com- petitors and then ask us to contribute to their support. The Elks’ club and a score of other clibs do the same thing. Not only do they maintain dining rooms for their members, but allow members to bring friends to lunch or dinner. That is taking money out of the restaurant man’s pocket. It isn’t fair competi- tion. Neither is it fair for the Athletic clubs to compete in the same way; or “the Chambers of Commerce, either. The latter encourage the building of large hotels, and go into raptures when a fine building is erected that includes a large banquet hall. But it _is no. uncommon thing for that same Forty-first Anniv Chamber of Commerce to erect its’ own building and maintain its own: banquet room. Frequently this room has expensive equipment and furnish- ings. The kitchen may be a model of neatness. Imported chefs may be brought in for special dinners. And then what? Always it is a losing game. The Chamber of Commerce finds its dining room page in the ledger in red ink. But, of course, public spirited citizens will make this good, and the restaurant man, or hotel man, who has had to contend with this cuntais competition will be expected | to dig down deep and help out. Do you still think I am making my argu- ment too strong? I hope not for [| have only started. I want to get it all ’ out of my system. We need the ser-. vices of an alarm clock that will ; awaken us, and at least point the way / to some real thinking bordering of common sense. a It is quite the thing, nowadays, for large banks to put in a dining room, | What is the object? It is because: they feel they under pay their em. ployes, and meals.at cost should be furnished to them? If so, the remedy | is plain. Why not a raise in wages, | rather than enter the unfair field of” competition! Restaurant men of New. York, Chicago, Philadelphia, Bostog | and a dozen other large cities, might well afford to own their own bank They could easily support one. But what a storm of protest would go from the bankers. They want the use of our money. They are glad to have: us deposit our daily receipts. But,’ they operate dining rooms and thereby” enter the unfair competitive field. So I ask you, aS man to man, what are: we going to do about it? Must wey sit idly by and watch this field grog, without a word of protest? oH And when it comes to drug storey —they top the list. Not only is it poé sible to obtain a piece of pie or #7 sandwich in the modern drug storgy, but in many of them you may 0 and have served anything from a of coffee or bow! of soup to ah ing of lamb stew. The small st tables are being wedged in where paregoric and castor oil bottles to stand. Moth balls and catnip are on the mezzanine floor now, bit in their place we find cake and tamales. Do you doubt this? Well, the has not been told, for some stores now serve a full dinner, pea soup to French pastry and | ice. While the clubs and other organi tions pay a certain amount of t they do not figure the taxes nor aly) part of them against their dining. room. Usually no rent nor any em pense except merchandise, help replacement are charged against dinitly rooms, neither do these organization contribute from their dining room: profits to the Community Chest, the: churches, the Chamber of Commerce: and dozens of other civic activitigl which must be borne by commercifh. restaurant operator and must come) from his profits when he gives th When donations are made from @ ganizations, it is from the Genet Fund, and not the dining room (?), as the deficit of the latt be greater if they did. ..: Ps Forty-first Anniversary If these organizations require more revenue why not the Y. M. C. A. put in men’s furnishings and shoes and the Y. W. C. A., Elks, Athletic Clubs, etc., women's toilet articles, shoes, millinery, etc. This would give em- ployment to more worthy people and help provide funds. With no rent nor other overhead, they should get a lot of business in those lines. When I speak of restaurants here, 1 mean hotel as well as independent restaurants because I am writing with a sense of the injustice being done all commercial restaurants, In my own places, I do not cater to banquets, nor dinner parties, so cannot be ac- cused of “sour grapes” in my view- point. Also, as none of these places, to my knowledge, conduct Dairy Lunch Rooms, the competition to my particu- lar type Of business is less than to any other. And who is to blame? No one, fel- low members or the N. R. A., except ourselves. We shave been asleep at the switch and we still are asleep. Thig isnt the solution, however. Just as long as we contribute, either di- rectly or indirectly, to the clubs, so- cieties, Chambers of Commerce, banks or drag stores, they are going to ac- cept our subscriptions and go ahead with their program. For one, I want to go on record as saying I have reached the stage where I revolt. Speaking for myself only, but strong- ly advising you to go and do. like- wise, I refuse to maintain with my hard-earned: dollars, or my influence, those who take this unfair and un- MICHIGAN TRADESMAN ethical advantage. about it? about it? Hundreds of thousands of men and women are paid good wages by the restaurant and hotel industries, and it would seem to me that the least we can do is to point out to our em- ployes—in an educational way—where their best interests—and our best in- terests—lie. We have an army at our command with which to bring these unfair competitors to time. Will we give the word: “Forward, March!” John W. Welch, Past President National Restaurant Association. —--2-———_ Rather Put Out About It. Bill was a salesman—after a fashion, He was selling--when he found a buy- er—a book on “Eitiquette.” At one of the houses in an exclusive section of the city, he pushed the but- ton, and when a very pretty and at- tractively-gowned young lady answer- ed his ring, stepped inside. Bill worked hard and fast with words, reaching the final stretch with: “A study of this book will prove de- cidedly enlightening to you. You'll never make another mistake after reading it. It will help you meet the people of higher social attainments. In short, my dear lady, this book is the way into society.” The lady smiled faintly, opened wide the portal, and then in a voice that chilled him to the bone: “Thank you; and this door, my dear man, is the way out.” What do you think What are you going to do senators pane semen Ideal Vitamin Bread . FTER long experimentation, we have succeeded in producing a bread containing in proper proportions three of the most vital elements necessary to the growth of children and the health of adults—Vitamins, health producing Mineral Salts and Pure Milk. This com- bination enables us to produce the most nutritious bread ever placed on the market. We solicit sample orders from retail grocers who are not already our cus- tomers. CITY BAKERY Grand Rapids, Michigan . renee: Ee as PORE Building Good Will - The continued patronage and favor of your best customers : depends upon the character of the merchandise you offer them. Because Hekman's Cookie-Cakes and Crackers are so in- comparably fresh and delicious, they make friends for you with every sale. Good advertising is constantly strengthening the well- established conviction that the grocery where Hekman’s are sold is a good place to trade. There’s a Hekman for all tastes and all occasions man Discuit (a rand Rapids.Mich. C G “4 CAST OUT DEVILS OF FIRE. Staggering Facts Regarding America’s Loss Ratio. Amsnet disease we inoculate, Floods we fight with great dams and costly ditches. We even hire armed men, and spend millions to purge our holy land of cocktails. But in the face of fire-danger, we are dumb—dumb and stupid as the moth that madly seeks the red flame, and is scorched to death. Once, in pious wrath, we burnt our witches. Even hypocritical Europe shudders, and we sicken, now, and turn away from tales of mobs that burn men at stakes. Yet, every thir- ty-five minutes—day and night the year. round—we burn some person to death. Ninety per cent. of all fires can be avoided—experts say. Yet last "year we burnt 15,000 people—half as many as all our men shot dead in the World War. Forty-one persons slain every day; 37 could be saved, if only you ‘and I were more careful. Tierre del Fuego or “Land of Fire,” one scoffer calls America! We burnt enough buildings last year to make a solid row from New York to Denver. it would take 1,000 tons of gold to yay that loss. A train of railroad reight cars over seven miles long could hardly haul silver enough to pay for the property. we burnt in 1922. Staggering it was—$60,000 an hour, - day and night, the year around! Twice the interest on all our savings bank aecounts. Four dollars and 75 cents for every man, “woman and child in the Union, as against a fire loss of only. a few. cents a head in thrifty, careful Holland. _Prom.the burning bush, a Voice of warning came to Moses. To us 2 stern, fateful warning cries out from this appalling conflagration, this waste and useless sacrifice. To heed it not means the day may come when we shall burn more than we build. Startling; frightful. Yet in curious lethargy, as the absent-minded day- dreamer stares at a fly on the wall, we fead—and forget. Even now, you may ’ pe dropping this, to reach for the pink sporting sheet. But somewhere, peo- ple are burning to death, and property worth millions may be puffing up in ‘gsmoke—because you and I are indif- ferent. Jt was to jar you and me; to rouse us from lethargy, and to inspire us to join every man’s fight against this peril, that “Fire Prevention Week” was put on in October last. “Bat” you argue. “We're all sick of weeks! We've already had every- thing but Beat-Your-Wife and Shoot- Your-Landlord Week. What good did the Fire Week do, anyway?” ~ Listen. The U. S. Chamber—even the President of the United States— heard the very kicks you're making, . yet never faltered. For they knew the power of nationwide educational ef- forts, if pushed by master hands. It is an. outstanding lesson of the World . War... So, using this power, a contest plan is being staged by the National Cham- ber, wherein cities all over America now strive, one with the other, to cast out their fire devils. The year round it goes on, aided MICHIGAN TRADESMAN by local chambers and their members. In 1922, in cities over 20,000 where permanent fire prevention squads were at work, fire losses were $3.27 a head in comparison with $4.75, the average of the Nation. I will prove soon by eye witnesses just how certain big cities are casting out their devils. But first a word of detail about this Na- tion-wide contest. In this race to see who can cut losses most, cities are divided into four classes, according to size. On the city in each class that makes the best showing in decreasing fire waste locally the U. S. Chamber will bestow some fitting recognition. In grading the cities, consideration will also be given to improvements in fire protec- tion methods, improved building con- struction and educational activities. Now nearly two hundred cities are enrolled. Seventy of these were never before active in fire prevention work, Following Fire Prevention: Week, scores of enthusiastic letters were re- ceived from chambers of commerce re- garding their accomplishments during that week. Here is a typical excerpt: “Under the head of publicity came editorials, cartoons, comments and ar- ticles in the news columns throughout the week. Posters were distributed and cards enclosed in correspondence, wrapped in packages, etc., through the co-operation of the business men and the retail interests. The fire chief had the apparatus from his various com- panies pass through the streets in the neighborhoods where they were lo- cated. On the sides of the trucks were suitable signs calling attention to the fact that it was Fire Prevention Week, and that this, that, or the other thing would assist in making it a success. Luncheon clubs had speakers address meetings during the week on Fire Pre- vention. Teams composed of one business man and one fireman each covered retail districts which lay out- side of what we know as the down- town business section. For the most part these communities which were inspected were in the vicinity of public markets where conditions from the standpoint of fire protection are far from ideal. The reports secured from these inspections will be turned over to the fire chief for following up. “The superintendent of our public schools as well as the regent of our parochial schools are both very en- thusiastic on the subject of fire pre- vention, The co-operation which we secured from them was splendid. In about one hundred of the public schools and forty of the parochial schools, speakers addressed the chil- dren. “It may be interesting for you to learn that the fire loss in this city during Fire Prevention Week totaled only $450. We like to believe that the efforts of our campaign were greatly responsible for the exercises of caution leading to an almost com- plete elimination of preventable fires.” Even more encouraging than the re- sults of one week are expressions from chambers pledging continuous action in fire prevention. The following state- ments indicate the earnest determina- tion which prevails among the com- peting organizations to reduce fire losses. A California Chamber writes: “It is the intention of this Chamber to make the work continuous and fol- low the doctrine of preventjon rather than cure by periodic campaigns. Com- mittees have been selected to act in the capacity of a permanent inspection body to report to the Chief of Fire Department any and all fire hazards observed. “We are more than gratified with the work accomplished and are ap- preciative of the assistance rendered through your bureau.” Another in New York states: “We fully realize the importance of this activity and shall certainly stress it this coming year and thereafter.” A statement froma secretary in Ar- kansas concludes: “The campaign is on the basis of continual year-round inspection and enforcement of laws and regultions.” From Pennsylvania comes: “Our Committee feel that they have accomplished a great deal of good during this week and it is their inten- tion to remain organized and be active throughout the year.” One of the several tasks nies by the council is the sponsoring of fire prevention bulletins issued by the Insurance Department of the National Chamber to local organizations. Many of these printed alarms, aimed espec- jally at business men, have been broad- casted. These warnings included “Conflagration and Your Property,” “Your Water Supply for Fire Con- trol,” “Matches, Smoking and Open Lights,” “Fire Hazards in Building Construction,” “Dust Explosions” and “Fire Prevention Week.” Now ‘hear how Cincinnati cast out its devils. W. C. Culkins, of the Cincinnati Chamber, tells this striking story of how his town has worked to prevent fires—and so cut its losses over a per- iod of years that now it enjoys lower premium rates. “We started to teach our people how to prevent fires back in 1911,” said Mr.. Culkins. “We argued that to get lower insurance rates, we'd have to remove fire hazards. To arouse in- terest quicker, we combined our anti- fire talk with appeals to clean up and paint. ; “By using school districts as a basis, we got teachers and pupils interested. School principals called in the Parish priests, the heads of Mothers’ Clubs, civic and improvement associations, to form committees for direct action. “From the State Fire Prevention Bureau we got inspectors. From house to house, trash and rubbish was gath- ered—attics, cellars and backyards were cleaned, and refuse piled in the street to be hauled away to be dis- posed of safely. “Year after year, we kept this up, constantly cutting down our fire loss- es. Then we showed these results to the underwriters, and insurance prem- jums were cut. To-day Cincinnati is saving about $1,000,000 a year in prem- iums alone—as a result of methodical persistent fire prevention habits. I might add that a well organized speak- ers’ bureau carried the message into the public schools, improvement a8$o- | ciation meetings and other gatherings all over the city. The results have been more than a saving in fire insur: ance premiums, because fire preven. tion has saved property and has im proved health conditions in the city, It has also effected a reduction of ac cidents in factories.” Another striking example of show citizens can be trained to conquer careless habits and fight fire perils 4 shown in the case of Indianapolis. ] wrote John Reynolds, General See- retary of the Indianapolis Chamber, and here is his significant story: A city-wide move for “a cleanet and safer Indianapolis” was launched iy 1921. : “As a practical step in minimizing the danger from fire, the city Ash: Hauling Department began, in 1921, a program which has been a each year since then, of devoting its entire equipment to the removal of | rubbish of every kind. “Talks to men in factories and to workers in wholesale stores and busi “ ness offices were made as a drive: against careless habits of all sorts oa the theory that 95 per cent. of all’ fires are preventable and that care lessness ws the underlying cause of most dangerous conflagrations. “In the work of the Fire Prevention Division, twenty-two experienced fire: men were assigned to inspection duty | with directions to visit every building and report unsatisfactory conditions: and direct a clean-up to be made. This work progressed by wards and result ed in considerable rivalry, as the re ports of unsatisfactory conditions in: the various wards were made publ Ej “The practical results were 235 few er fires and a decrease of $152,701 the loss for the six months period ove: the corresponding period of the year 1920. “As preliminary publicity to an | i tensive Fire Prevention Cam which was conducted from Ocuner to 9, 1921, school children distributeg: 60,000 pamphlets on Fire Preventiom : A program on Fire Prevention wa carried out each day. Speakers supplied to all of the noon-day lunct® eon clubs. Schools were visited—dow§ town merchants carried window dit. plays featuring Fire Prevention a placards were placed throughout the city. % “With various same general agencies co-operati with the Indianapolis Chamber @. Commerce, continued in the campaigh’ of Fire Prevention throughout thé year 1921 and of 1922. The es were: 1. A reduction of fire losses in year 1921 of $573,000 from the tota for the year 1920, 2. A reduction in the year 1922 é an additional $350,000 from the of the year 1921. 3. A reduction during a two yea period of 52 per cent. from the total: of the year before the Fire Preventiot Campaign was undertaken, in spite @ a country-wide average increase dui ing the corresponding period, of | per cent. a You City Fathers wo frightful fire losses modifications, - Forty-first Anniversary town a black eye and send your rates up—have you heard Hoboken’s new fire code? It is called: “An Ordi- nance regulating the keeping, storage, use, manufacture, sale, handling and transportation or other disposition of inflammable materials and rubbish, ex- plosives, pyrotechnics, small-arms am- munition, inflammable moving picture films and pyroxylin plastics: and to regulate dry cleaning establishments, garages, fire exits, fire extinguishers, oil burning equipments and storage of inflammable liquids.” This ordinance was in the course of completion at the time of a serious hotel fire in that city—a catastrophe involving the loss of many lives. The need for an up-to-date building code was at once emphasized and, through the co-operation and helpfulness of the Fire Prevention Committee of the Chamber of Commerce of Hoboken, it was completed and ordained. In its preparation all the recognized standards of the American Society of Mechanical Engineers, the American Society for Testing Materials, the Na- tional Fire Protection Association and the National oBard of Fire Underwrit- ers were taken into consideration and formed ‘the basis of the code. Many engineers: and. experts from different companies and manufacturers were al- so brought .into consultation; recog- nized authorities gave freely of their advice, especially regarding explosives, pyroxylin plastics and fire-prevention Many cities in America might well copy this singularly complete. fire pre- vention’ ordinance. MICHIGAN TRADESMAN Fire insurance companies are doing excellent work in the struggle against the fire demon. leaders in fire prevention. As pioneers in this field they early advocated some of the measures now being stressed to-day. For example, they have urg- ed continually the adoption of stan- dardized hose couplings in order that apparatus from outside may be utilized by communities experiencing serious fires. States and municipalities are realizing the value of this and the simple process of rethreading hydrants and couplings is going on in all sec- tions of the country. Realizing the insurance companies were interested in educating the pub- lic to the need of fire prevention, I wrote several well-known leaders in the business to determine just what is being done to-day. First let us see what the president of a large fire in- surance company says in reply to my letters. “You ask what active interest fire insurance companies are taking in the prevention campaign. Through the National Board of Fire Underwriters, territorial and local organizations of fire insurance companies as well as through many companies individ- ually, a fire prevention campaign is being waged continuously. The in- surance companies are vitally interest- ed in lessening the enormous fire loss, and seek to do it through engineering activities and by publicity methods. These activities are carried forward by the stock fire insurance companies at an annual expenditure of many hun- dred thousand dollars. I believe that They are among the © there are no places where educational publicity alone has resulted in a reduc- tion of fire losses which can be iden- tified; but where the educational prop- aganda has been followed by improve- ment in fire-fighting facilities, building construction, correct wiring, cleanli- ness, proper storage of dangerous sub- stances, etc., rate reductions inevitably follow.” “We have no statistics to show the actual value of fire prevention work,” says an official of a leading mutual fire insurance company in Chicago, “But there are many cities which have been able to cut their losses a lot.” As an example of the constructive work insurance companies are actually doing in the war against fire losses, consider the service of the Underwrit- ers’ and Factory Mutual Laboratories. They employ technical experts to test all fire protection and fire prevention appliances submitted by .manufactur- ers who wish a stamp of approval. By encouraging the use of approved ma- terial, the insurance companies are aiding in decreasing fire hazards. Here, then, are fire prevention facts; stories of what insurance companies and the United States Government are doing to help save our lives and prop- erty; stories of results that prove we can cut our losses. But the campaigns must be waged locally. Legislation making individuals lia- ble should be enacted, so that the careless individual may be held legally responsible for his acts. The low fire loss record of European countries is largely attributed to such laws. That organized business has recog- 45 nized in persona! liability legislation a possible means of decreasing fire waste is indicated by the following resolu- tion passed at the last annual meeting of the Nationa] Chamber: “The National loss through the waste of fire mounts upward at a rate which indicates the need of immediate attention in each state and in every city. Within a few years the amount in property values destroyed in the United States by fire has increased un- til it is annually in excess of the entire cost of the Panama Canal. In large part this figure represents waste which can be prevented by effective action’ by states and cities. Personal liability for damages accruing to others through fire caused by gross negligence should be enforced in ways which will bring home to individuals their proper re- sponsibility.” Ponder these simple . statements, Then remember that in the next twen- ty-four hours forty-one people will be burned to death and forty-seven more seriously injured if the average con- tinues, Because you never had 3 fire, ! do you “take a chance” that you never. will have one? Some people in South Carolina a few months ago, attended a school play held in an old wooden school building (like hundreds of oth- er buildings in use to-dy)—and. sev- enty-six of them, burned beyond iden- tification, were buried in a common grave the next day. eee ap eceneeer The reason the speeches come after the dinner is because nobody could ‘ fisten to them before dinner. oe - ? is 41-43 Market Ave., S. W. Grand Rapids, Michigan € C. J. Litscher Electric Co. WHOLESALE ELECTRIC SUPPLIES “Service Is What Counts” oy Se & Se * 46 Authentic Signature of General Lafa- yette, The service rendered the United States on the field of battle by Marquis de Lafayette from 1777 to 1779 and also during the years 1786 to 1781; also his influence in France to secure financial assistance and the reinforce- ment of a fleet and 6,000 troops under General Rochambeau for the Amer- ican cause naturally gives him a high place in the estimation of the Amer- ican people. In August, 1824, he made a visit to this country, upon the invi- tation of the President at the request of Congress, and was received with great acclaim and enthusiasm wher- ever he went. In 1804 Congress voted him $200,000 cash and a township of land; his own. private fortune having been confiscated during the Reign of Terror in France. He entrusted the sale of the land thus given him to James’ Madison who was then Secre- tary of State under President Thomas Jefferson, executing a power of at- torney to Mr. Madison for that pur- “pose. ‘The original document is now ‘in the Library of Congress at Wash- ington. ‘Tvam the happy possessor of - the only ‘official copy made of the ro “power ‘of attorney. The signature on _ the copy is not by Lafayette, but Lafa- ‘yette attested'to the correctness of the copy by his own signature, which ap- fears on the document reproduced in ae Sauile on the same page of this edition of the Tradesman. This prec- “jous document.-was: presented to me ane by. the Aate. Col. William V. Jacébs, of Glencoe, Ill, and it goes without saying that it is one of my most priceless possessions. E. A. Stowe. * SoBe wie” aga Bona oer ek . & Customers buy more when they "are allowed to “browse,” with no sales people to ask them to buy. 2, They handle goods more freely -when displayed on tables than when ithey are on counters. A 42 ‘a crowd just inside the door, < < 4 They make the rest of their pur- chases: in quick succession after they ‘have “broken the ice” with tlcir first _.S. They go farther into the store when display tables are oblong rather than round. «6. Women are attracted to a depart- ament by the judicious use of mirrors “hung so that they can see themselves ‘sonveniently. 9. They pay considerable attention to bulletins posted daily in a desig- nated place. 8. They like to see moving contri- vances—they like to “look behind the scenes.” 9. When you want action you get it more quickly through children than through adults. 10. Doing things in a manner “just a little out of the ordinary” brings bet- ter results. nl Whatever your line, there are peo- ple locking for bargains in that line. This is a fact you can capitalize if you will, The fanny part is that when alens as we do they think learn to they are English. ;» 8, ‘They buy more-when they see —_ MICHIGAN TRADESMAN *, a saver tell mens by thebe resend har AMIS MS Giller. Mike Lafay ete, dan Mbn oo- eel & the army of the. 24,0008 | of Anerica en ne Fav conttituted oe 7 arshitule 1, hn ake. a2 of SMute- of Pha: st 299i tedlala ? x : Or wee wad wate _ 7 oe Lhrse Dretculd ayy rere aiwes Wladidor ay” Cerrerary veding at fashingtor So gee and awfa / CP Morne s Maa e CL J UL p40 bbelf. 40 Fe Jos whl. Con seff | , LM thinK was Vaately poleared lo 5 parnsue” anthe porice-& aoe Ses S few - i Ae —S setevesh/ ; arthevitwe id : state. anda wm ude. all were beds for Vhe bette our 7 fe Said Fae 4s & to tuler wil a uy forte or SheMet b advantayerut /o “ye fe Cretule” js 7 locating or toe SP pesent Paes lj thaunlproper bute Such a Bargin, apie Suet veasmeuts Quad swseltl ar fr aud generally lo Je and cause td Be Beem the Bebo chad 4 f vwg b mys Je wre a & Short? wegerre more dpreral tirtherily Shaw tt Berens Lomi porede ’ sn edenny and obliging my f-by Mhege S Pts ti? SE [aap gerore-achne hy aud ratify the Same aud Vesting my Said CBrraxne wed. gower o Suche Pioneer ond Of fovink one. ore more. Cbttormnie habec love a” rev ohe. phan an— foes f Fretuve. ‘ of Wrtn shy reef ef how frrennle tml Baud & Deal: ate Jats Dernber g Atel of writing whieh aay L lou ee 1 wit att ete) . (7 fu Wy ifhy ht D, hz Dy of SOMO ere oe bard recthaatnd cg fauDte9 and fou r, and of the Anserican Seedeptudan te’ the fen 4 pinthe bow tne hi Stijn ith Comma en tial. ag uate? of the Loeucdtd ated of dames An FAI | Ya elon ypo cared Ny Fe oS Glee Tith e haf attr; Nel we gee S7 (ag or Genre in the: Orrin of! - Yaysted States, sehe yn —— & fore the Sa evibmeg Pte ofowe De Seqn & teak the “frgy Arctium ent), ae bain , own Lith and deed forthe powgeted tio Spreifed. Sn fettimony Wherve my i Boe hn "y eal fre . Le fois th. Lay ry line fern, i f a me} “—T" j hg wed find Seated 7 heyp rtd St hte he wv v "3 2. fo 4 Forty-first Anniversary. RERLER 4 ] : 4 4 ag “ey 4 aha i Ht oh ed a ae uf J “ig oo sd ty Vip #3 ee eh beg ae ‘ 5A 4 BS eA Forty-first Anniversary Automatic Mechanical Refrigeration for the Smaller Users. Mechanical refrigeration has been in general use in the large storage houses and other large users of refrigeration for many years, but until recently has not been adopted generally by the smaller user. This is probably due to the fact that the- average business man has never given the idea any serious thought, believing that mechan- ical refrigerating machinery was more or less a luxury and in any event re- quiring the attention of a man familiar with ammonia machinery to operate a plant. . With this idea in mind, several ma- chines have been built which are high- ly satisfactory to the average owner, inasmuch as they do not require the attention of a skilled operator and are readily operated by the layman. The idea of mechanical refrigeration itself for the small user is now general- ly accepted by meat dealers, grocers, restaurant men and a host of other users who-apply mechanical refrigera- tion to manufacturing processes which provide the refrigerating engineer with a mass of interesting problems. These uses run from the manufacture of golf balls to mixing bread. Another strange use is -that of the morgues. Every day brings in new problems from chemists, photographers, manufactur- ers. People who apparently would have absolutely no use for refrigeration are finding it an exceedingly profitable investment. Within the last few years, another great step forward has been made. Machines have been developed which are absolutely automatic in every de- tail, controlling temperatures by means of electrical thermostats, even going so far as to control the flow of cooling or condensing water through the ma- chine, the pressures of the ammonia gas and the automatic operation of all controlling valves in the system. Pro- tection against even outside troubles such as a failure of the water supply or the electric power | In short, the layman {fs now able to install an automatic mechanical re- frigerating machine which will flood his coolers with crisp, dry air at any temperature he may desire. The ma- chine will automatically maintain the desired temperature with no attention outside of an occasional oiling. The meat dealer can close his shop over the week end and take his family for an outing and have no concern over the condition of his coolers. The dairyman may rest assured that his milk is being held at the proper tem- perature to a degree. The problem of proper refrigeration for the man who is not an engineer, but who demands the advantages of mechanical refrigera- tion, has been solved in a highly satis- factory manner. Another point in favor of mechanical refrigeration is, of course, that it is much less expensive than the use of ice. The average user of ice could install a refrigerating plant and pay for it in a few months time out of the difference in cost between ice and power to operate the plant. Most ma- chines use ammonia as a refrigerating medium and as this is used over and over again no upkeep expense is MICHIGAN TRADESMAN In general, the use of automatic mechanical refrigerating machinery is becoming more and more attractive to the small user as he can provide himself with proper refrigeration at the exact temperatures his product de- mands, do away with the trouble and uncertainty of ice and accomplish all this at a cost much less than he for- merly paid for ice. R. J. Sloane. ———_22-——- Decision in Court Case Affecting Busi- ness. “Opposed to that sense of fairness which is almost instinctive” is the characterization given by the Federal Circuit Court of Appeals to the Fed- eral Trade Commission's procedure in a case in which it had ordered a man- ufacturer to “cease and desist” from statements about another manufactur- er's. products, The manufacturer against whom the . commission proceeded unfairly had submitted his competitor's product to , analyses by independent and compe- tent chemists. The result, to say .the least, was not a favorable advertise- ment for the competitor's product. This analysis the manufacturer sent . to dealers, suggesting they confirm it. This caused the competitor to turn to the Trade Commission, and in time the Commission issued an order direct- ing the manufacturer to stop using “unfair” competition—i. e., undoubted- ly, from the manufacturer’s point of view, to cease trying to protect his own product from being driven off the market by a spurious article such as the analysis disclosed. In characterizing the Commission’s procedure as unfair the court was com- menting upon the evidence the Com- | mission had received upon behalf of the maker of the article which inde- pendent analyses had condemned. Re- specting the evidence the Commission might receive the court was liberal, saying that the Commission might re- ceive evidence not legally competent in a judicial proceeding so long as it is of the kind that usually affects fair- minded men in their conduct and pro- vided the taking of evidence is fairly done. These were the tests which the court declared the Commission had violated. ‘The decision did not turn upon the contlusion of the court that the Com- mission had proceeded in an improper way. The judges thought there was a still more important question before them. They pointed to that part of the law which says that any proceed- ing of the Commission is to be in the interest of the public. Upon turning to the evidence before the commission, the court held it was proved that the article of the competitor was mis- branded and that the Commission’s action was calculated to reinstate this misbranded article in the market. So far from being in the public in- terest, the commission’s proceeding was therefore contrary to it, since the public can have no interest in ad- vancing the sales of a misbranded ar- ticle. iechaieiedle apenas ere Life is all habit, and even the hen- pecked husband gets lonely when his wife is away. LETC ESAS Soa SSSI aes ee AUTOMATIC REFRIGERATION A simple, dependable, full Automatic machine made for the business man and. merchant who is not an “engineer.” Stop Pouring Money Down a Sewer! A Lipman Full Automatic solves your ice problem per- manently, and economicdlly.and turns former ice expense into profit. It pays for itself in a few months out of what ‘it: saves. It is a‘silent partner that protects your profits and does away with worry and uncertainty. Save-while-you-pay Our easy Save-While-you pay plan places the Lipman Full Automatic within the reach of all. You pay your ice bills to yourself. In a few months you have paid for it; from that time on it makes money for you. Invest in a Lipman Full Automatic ~The hotter the weather the more you save— Every day's delay in shifting. over to Lipman Full Automatic Refrigeration means profits need- lessly dissipated. A postal sent today will give us an opportunity to help you solve your specific prob- lem. SEND IT TO-DAY—NOW! REFRIGERATION DIVISION PHOENIX SPRINKLER & HEATING COMPANY DISTRIBUTORS GRAND RAPIDS, MICH. 115 CAMPAU AVE. MICHIGAN TRADESMAN “Double A” CANDY MADE TO EAT THE SIGN OF TRADE MARK MADE BY PEOPLE WHO KNOW HOW Our record of fifty-nine years of continuous growing business not only in Michigan but all over the United States, speaks for itself. Service and Quality Counts MADE IN GRAND RAPIDS BY NATIONAL CANDY CO., Inc. ~PUTNAM FACTORY LET US SEND YOU A COPY OF OUR LATEST PRICE LIST Forty-first Anniversary MICHIGAN WILD CAT BANKS. Most Interesting Contribution To Sub- ject Ever Written. The Lynx Rufus, commonly known as the North American wild cat, is characterized by naturalists as im- placably hostile to man, ferocious and cowardly. The early settlers in Mich- igan encountered another species of “wild cat,” of somewhat similar char- acteristics. That name was given to a class of banks in this State and their issues, which, a little more than eighty years | ago, led a career and brought about a state of things unparalleled in the | history of banking institutions, The first bank in Michigan, was the Bank of Detroit, chartered by the general government in 1806. The com- mercial interests of this region, at that early day, were not of that nature that they required any great amount of money. Detroit was a mere trading post on the outskirts of civilization, at which the hunter and trapper sought their supplies, and to which the Indian brought his furs and skins to be ex- changed for beads, brass buttons, am- munition and firewater. The popula- tion did not exceed a few hundred, and none of the adjacent country was in- habited by white men. Trade was carried on by what was familiarly known as “dicker”—the trapper ex- changing his furs for provisions, and the “noble red man” was enabled to enjoy a week of bibulous hilarity on | the proceeds of a season’s hunt. The Bank of Detroit languished, and after a feeble and sickly existence of three years, its charter was taken away by Congress. That experience with banking seems to have satisfied the | denizens of the town for many years thereafter. There was no attempt to | renew the charter, and the people went | On in their old way, bartering one species of merchandise for another, _ and using only gold and silver as a circulating medium. In the year 1818 the Bank of Mich- igan, located at Detroit, was chartered by the General Government, with a capital of $100,000. It commenced operations in the month of June of that year, Its capital was subsequently in- creased to $850,000. It pursued a long and honorable career, and its day and generation enjoyed a wide confidence and esteem. From that time the settlement and development of the State proceeded rapidly, and banks were established in. various places as fast as, or even faster than, the commercial interests of the community seemed to require. Up to the year 1837, fifteen banks had been chartered in the State, with an aggre- gate capital of $7,000,000. The names of these banks, with their locations, were as follows: Bank of Monroe, Monroe; Bank of Michigan, Detroit; Farmers’ & Mechanics’ Bank of Mich- ‘gan, Detroit; Bank of River Raisin, Monroe; Bank of Pontiac, Pontiac; Bank of Washtenaw, Ann Arbor; Michigan State Bank, Detroit; Erie & Kalamazoo Railroad Bank, Adrian: Bank of Tecumseh, Tecumseh; Bank of Macomb County. Mt. Clemens; Bank of Clinton, Clinton: Bank of St. Chair, St. Clair; Calhoun County Bank, MICHIGAN TRADESMAN Marshall; Bank of Ypsilanti, Ypsilan- ti; Bank of Constantine, Constantine. Several of these banks had branches in other towns than the location given above. They were chartered for defi- nite periods, and the charters of all of them expired by limitation. The hostility of “Old Hickory” to the United States Bank is well known. He considered it a dangerous institu- tion, and fought it with characteristic determination. He conquered; the bank was discontinued, its stock sold and paid into the United States Treas- ury. The banks in the several states were thereupon designated as banks of deposit, and were used for collect- ing, transferring and disbursing the public revenues. There was then a surplus in the United States Treasury, and after a long and exciting debate in Congress, in the session of 1835-6, it was determined to distribute this surplus among the several states in proportion to their representation in Congress, to be deposited in the vari- ous banks for safe keeping. That was one of the wildest eras of speculation. Money was abundant, the coffers of the Government were overflowing, the country was prosper- ous and everybody seemed bent on making a fortune in some other than the orthodox way by hard knocks. This speculation begat wealth, wealth begat pride, and we have the very best authority for saying that “pride goeth before a fall.” When the deposits from the Govern- ment had been received the several banks throughout the State had abun- dant means on hand. They, too, shar- ed in the spirit of speculation which was rampant. As everybody else was bargaining and trafficking and get- ting rich, they determined to make the most of the means at their command. They therefore loaned out the money which had been deposited with them to the red-hot speculators who were buying Government land, and were laying out and building cities in the wilderness, and were connecting them by railroads and canals. These loans were given on what was supposed to be good security, it generally being real estate at its speculative valuation, or city lots in cities where scarce a tree had been hewn down or a spade had pentrated the earth. But the reaction came all too soon. Hard times oppressed the country, the Government had use for its money, and called upon the banks with which it had been deposited to return it again in coin. The banks had it not; they had loaned it out on security to specu- lators. The speculators had been un- able to realize even their investments at the fancy prices at which they had been made. The security proved of little or no value, and the banks were sore distressed to meet their obliga- tions to the Government, since specie only would be received. In this cramped condition the banks, in order to save their existence were compelled to proceed with the utmost caution. Specie payments were sus- pended. The banks called in their cir- culation as rapidly as they could, and refused to throw it out again, prefer- ring to await a turn of events, and not endanger their lives by having a large irredeemable circulation out. The consequence was a scarcity of money, and business was greatly cramped thereby. A little while before there was a superfluity; now there was not enough to supply the necessary de- mands of business. The people were clamorous for relief. There was an outcry against the chartered banks as being moneyed cor- porations which only sought their own selfish ends, and had no regard for the welfare of the people. They were denounced as hostile to the spirit of our institutions. They were declared to be monopolies, while this free dem- ocratic government was never intend- ed to foster monopolies, It was said that this is a free country, without privileged classes, and that conferring chartered banking privileges was fav- oring a few, while the many suffered. Everything else was free in this coun- try, therefore banking should be free. About this time a general banking law had been passed in the State of New York, and numerous banks had gone in operation under it. But our legislators did not wisely wait to see the result of the operations of this law. If they had waited, the mortifying and deplorable events which followed would have been averted. An act entitled, “An Act to Organ- ize and Regulate Banking Associa- tions,” was passed by the Legislature of the State, and approved March 15, 1837. An act amendatory thereto was passed December 30 of the same year. By these acts the privileges and im- munities usually conferred by separate charter on specified companies for banking purposes, were, without dis- tinction, conferred upon any persons desirous of forming an association for transacting “banking business,” by complying with the provisions of the act. As these acts were the ones un- der which the celebrated “Wild Cat Banks” went into existence, and ran their brief and ignominious careers, a consideration of some of their more noted provisions and restrictions is necessary to an intelligent understand- ing on the subject. In the first place, any person or persons, resident of the State, desir- ous of establishing a bank, were. at liberty to meet, open books, and sub- scribe to the capital stock of such bank. A majority of the subscribers authorized a call of a meeting for choosing officers. At this meeting nine directors were to be chosen by the stockholders, after all the prelim- inary provisions of the act had been complied with, and the directors were authorized to choose one of their num- ber president. The stockholders were constituted a body corporate, subject to like general laws governing other corporations, A majority of the di- rectors were to manage the affairs of the association. All the directors were required to be residents of the State, and at least five of them residents of the county where the business of the association was to be transacted. One-third part of the capital stock was required to be owned, subscribed, and to continue to be held by resi- dents of the county where the busi- ness was to be transacted (the county of Chippewa excepted). , 49 Before the bank could commence operations the stockholders were re- quired to execute bonds and mortgages upon unencumbered real estate within the State, which was to be estimated at its true cash value by the treasurer, clerk, associate judges, and sheriff of the county, or a majority of them. They were also to take these bonds and mortgages in the name of the Auditor General of the State for the use of the State. These were to be held as collateral security for the final payment of all debts and liabilities of the association, and for the redemption of all its notes outstanding, and in circulation, after the liabilities of the directors and of the stockholders, and the fund accruing in pursuance of the act to create a fund for the benefit of the creditors of certain moneyed corporations, should have been found insufficient for the payment of the same. The banking capital of each associa- tion was to be not less than $50,000, and not more than $300,000, . divided into shares of $50 each. Before the bank could go into operation, the whole capital stock was required to be subscribed, and 30 per cent. on each share paid in, in specie. Before an association commenced banking it was the duty of the Bank Commissioner, who was required by the association to visit the banking house, count the specie, and make such examinations into its affairs and conditions as would satisfy him that the requirements of the act had been complied with in good faith; and, if he should be satis- fied with regard to these facts, to. make certificate of the same, and give | public notice of it in the State paper, and in the county newspaper, and give a like certificate to the association. The directors, before entering upon the duties of their office were required to take and subscribe an oath or af- firmation that they would once at least every three months, examine fully into the condition and operations of the bank, and write in a book kept for the purpose a true statement of its condi- tion, and subscribe their names to the same; and that they would faithfully perform all the duties of their offices, and faithfully report to the Bank Com- missioner whenever they should dis- cover any violation or abuse of privi- lege granted the association by the act, When the preliminary requisitions of the act had been complied with by the president, directors and stockhold- ers, they were to file a certificate in the office of the Secretary of State, Stating the name, location and amount of capital Stock of the association, of which the Secretary of State was re- quired to give public notice. The amount of bills or notes issued or-.put in circulation as money, or the amount of loans and discounts at any time was never to exceed two-and-a-half times the amount of its capital stock then paid in and actually possessed. Provision was made for the appoint- ment of three disinterested bank com- missioners, whose duties were pre- scribed by law, and every association was prohibited from issuing any bill or note without the indorsement of a bank commissioner's name upon the prereprees come ert PGES OP ay es back of the same, in his offcia] ca- pacity. Before he indorsed any bill or note he was required to examine the vault of the banking association and ascertain the amount of specie then on hand, and admiinister an oath to a majority of the directors to the “effect that a certain amount named was on that day possessed in specie by the bank, and that it was the prop- erty of the bank, that it had been paid in by its stockholders toward the pay- ment of their respective shares, or that the same had been received into legitimate business and not for any other purposes, and that it was in- tended to remain a part or whole of the capital of the association. Bank commissioners were required to visit the banking house of the as- sociation as often as once in three _ months, and at all other times, when requested by the governor, or by any banking association in the State creat- ed by the provisions of the act or subject to the act to create a fund for the benefit of the creditors of certain monied corporations, and to institute such examination into the affairs of the institution as was required by law. It was made the duty of the bank commissioners to require the associa- ‘tion to renew or change the securities given, whenever the safety of the Wublic might require. The books, pa- pers and vaults of the association were to be always open to the inspection of the bank commissioners or commit- tees appointed by the legislature. The rate upon loans and discounts was limited to 7 per cent. per annum, int advance, and the denomination of ‘motes and bills not to be under $1. ‘The total amount of debts the associa- > tion was allowed to owe, exclusive of property deposited in the bank, was never to exceed three times the amount of capital stock actually paid in and possessed, If the association became insolvent the directors, in the first place, were to be Hable in their individual capac- ity to the full amount of all debis the association might owe; and afterward each stockholder- was to be liable to the full: amount of the debts of the “association in like manner, in propor- tion to his amount of stock; and each stockholder was to be so liable for one year after the time he had trans- ferred his stock in the association. The association was prohibited from holding real estate except in certain cases specified in the act; and likewise from trading in goods, wares and mer- chandise, except in cases specified. Every association was to pay its bills and notes when presented, or on re- fusing to pay on demand, it was made the duty of the cashier to record on the back of the same the date of the refusal, and attach his name thereto, in his official capacity, and if the same was not paid on demand within sixty days thereafter, with damages and 10 per cent. costs, the association was to be dissolved. Each stockholder was required to pay in at least 10 per cent. in specie, on the capital stock, annually after it went into operation, until the whole stock was paid in, under penalty of forfeiting to the association the amount MICHIGAN TRADESMAN of stock he had already paid in, and the shares on which the payments had been made. Assignments were not valid until the stockholder making the same had canceled all his debts and liabilities of whatever description to the association. All associations were prohibited from trading in stock of monied, or any other corporations, or to increase or reduce their capital stock without the consent of the legis- lature. The whole amount of loans or discounts made to directors or to any individual was not at any time to exceed one-sixth of the amount which it was entitled to issue. Every association was obliged to pay to the treasurer of the State, for the use of the State, one-half of 1 per cent. of the amount of capital stock paid in, in semi-annual payments. No money was, however, to be drawn from this fund until the funds and lia- bilities of the directors and stockhold- ers had failed and proved insufficient to pay all debts. Every director or officer guilty of any negligence and misfeasance in his office was declared to be guilty of felony, and subject to imprisonment in the State prison for not less than two years. Associations incorporated under this act were to continue until the 4th of March, 1857. Forty-nine associations went into operation after the passage of the act up to April 3, 1838, when an act of the legislature was approved suspending the provisions of the law as to the creation of any new associations, ex- cept to allow one association to be formed in the county of Chippewa. The following is a list of banking asso- ciations organized under this act, with the amount of capital: Name and Location Capital Farmers’ Bank of Homer, Homer $100,000 Bank of Oakland, Pontiac -.-.-- 50,000 Bank of Utica, Utica -..-.------- 50,000 Bank of Brest, Brest --.....-...- 100,000 Merchants’ and Mechanics’ Bank, Monroe one n eno een een ne een ene nen 150,000 Jackson County Bank, Jackson .. 100,000 Bank of Marshall, Marshall ._---. 100,000 Millers’ Bank of Washtenaw, Ann NOP coc le 50,000 Farmers’ and Mechanics Bank, pts UE LT RAMA a tsa acreteceee cobra oe dy 60,000 Bank of Manchester, Manchester 100,000 Bank of Saline, Saline __._..._.. 100,006 Clinton Canal Bank, Pontiac .... 100,000 Bank of Coldwater, Coldwater .. 60,000 Bank of Lapeer, Lapeer —...-__. 100,000 Grand River Bank, Grand Rapids 560,000 Saginaw City Bank, Saginaw .... 50,000 Detroit City Bank, Detroit ...... 200,000 St. Joseph County Bank, Center- ville its 100,000 Farmers’ Bank of Sharon, Sharon 60,000 Lenawee County Bank, Palmyra 100,000 Genesee County Bank, Flint _...__ 50,000 Farmers’ Bank of Oakland, Royal OR 50,600 Commonwealth Bank, Tecumseh... 50,000 Gibralter Bank, Gibralter .....___ 100,000 Commercial Bank of Michigan, Bt. Someon on 50,000 Bank of Niles, Niles ........___ 100,000 Bank of Singapore, Singapore __ 50,000 Bank of Allegan, Allegan _...._._ 100,000 Bank of Auburn, Auburn _.._____ 50,000 Bank of Plymouth, Plymouth ._.. 100,000 Goodrich Bank, Goodrich Mills _. 150,000 Farmers’ Bank of Genesee, Flint 100,000 Huron River Bank, Ypsilanti .... 100,000 Bank of Shiawasée, Owosso ___. 50,000 Forty-first For Silo Filling it’s the Old Reliable DICK’S BLIZZARD ENSILAGE CUTTERS Large stock of new and also rebuilt stock in all sizes. Can be operated for silo filling with from 3 H. P. up. ole E pn ace ca eats ed Sell your customers the BEST ensilage cutter, at the Lowest price, and make a good. profit. OUR PRICES ARE LOWER _ BLIZZARD QUALITY IS HIGHEST © - If you have any cutter prospects send for our catalog and price list. Our representative will gladly call and help you get the business. QUICK SHIPMENTS On some sizes we are getting low so do not wait, but get your orders in now. BLIZZARD SALES CO. J. H. GINGRICH, Manager Commerce and Cherry GRAND RAPIDS, MICHIGAN Also Madison, Wis., and Indianapolis, Ind. Forty-first Anniversary Bank of Kensington, Kensington 50,000 Citizens’ Bank of Michigan, An POU a ec OO OED Bank of Superior, Superior —..._- 100,000 Bank of Sandstone, Barry -...--. 50,000 Merchants’ Bank of Jackson, POOR eee ee ene nescence 65,000 Detroit and St. Joseph Railroad Bank, JGCKNOR 2.324226 eee 106,000 Sxchange Bank, Shiawassee .... 50,000 Bank of Battle Creek, Battle Cr'k 100,000 Farmers’ and Mechanic's Bank, Centervine <...........-.-.--.-- 50,000. Bank of Lake St. Clair, Belvidere 50,000 Michigan Center Bank, Michigan CORURE cane cew ce mere renew eere 50,000 Bank of White Pigeon, White FIZGOR =~... 2 ewe nnn 50,006 Branch County Bank, Branch -... 50,000 Bank of Adrian, Adrian .......-.. 156,000 Chippewa County Bank, Sault Ste. RIGS oo ne 50,060 The above makes a nominal aggre- gate capital of about $4,000,009. Add to this the nominal aggregate capital of the fifteen chartered banks, viz., $7,000,000, and it makes the nominal aggregate banking capital in the State, in the spring of 1838, not far from $11,000,000. When we remember that the entire population of the State at that time was only about 100,000, we may gather some idea of the extremity to which the banking mania carried the people. The extraordinary character of this rage for banking will still further ap- pear when we add that the population - of the State at that time was essential- ly agricultural and had practically but little use for money. The State was just being settled. Pioneers were hew- ing down its ‘forests, breaking up its oak openings, and shaking their teeth loose with ague chills over its mias- matic marshes. They considered them- selves as doing well if, by hard toil during the summer, they raised enough on their farms to keep their families and their cattle comfortably through the winter. They had little to sell and but little use for money. That there was no necessity and no profitable employment for such an extraordinary amount ‘of banking capital it would seem ought to have been obvious to every one. The amount of notes of these banks in circulation could not have been less than $300 for every man, woman and child in the State. While some bona fide banks were established, it was scon found that. the law was taken advantage of by dis- honest men to practice the grossest frauds and swindles. The law prac- tically permitted these frauds, and the officers of the State, although striving honestly to do their duty, were power- less to prevent them. Banks were established in the most inaccessible places, which it was not likely the holders of bills could ever find, and hence the bank would not be asked to redeem the bills. The law required a certain amount of specie to be kept in the vaults of the bank, but this pro- vision was evaded. The same specie served for exihibition for a dozen banks, at various intervals. The bonds and mortgages which were deposited were upon city lots in the woods, or on real estate at fictitious values. The notes of one wild-cat bank were held as capital by another wild-cat bank. They clandestinely put out a much _ larger circulation than the law allowed them. In these and a hundred other ‘oc a MICHIGAN TRADESMAN ways they evaded the law and prac- ticed outrageous swindles upon the public. Incidents connected with the oper- ations of these banking schemes prop- erly formy a part of this history. Brest was a magnificent city (on paper), situated at the mouth of Swan creek, about seven miles from Mon- roe. An excellently lithographed and beautiful colored map of the city rep- resented it with broad avenues lined with palatial residences and handsome grounds. The extended river front of the city had continuous lines of docks, above which towered on either hand lofty warehouses filled with the mer- chandise of the world. The largest steamers were represented as sailing up past the city, whose docks were crowded with vessels of all descrip- ‘tions, while the streets were thronged with busy life. The ruins of Nineveh or Baalbec are not more desolate than are the ruins of Brest. The contemplative traveler standing there would never dream how great possibilities had been unrealized on that spot. That the wolves do not howl there to-day is because they have been circumvented by the civilization which drove them to the wilds of the North, and not be- cause of any development on the part of Brest itself that wopld tend to keep them out. It is little less a wilder- ness now than it was then. But Brest had a bank with a capital of $100,000. It was a fair sample of a wild-cat bank and an illustration of how its affairs were managed. It is also an illustration of many others. The law compelled the bank commis- sioners to make investigations into the affairs of the banks. Spies dogged the footsteps-of the commissioners, and it was generally found out when they were to visit a bank for inspec- tion. The affairs of that bank were put into favorable shape forthwith. On the second of August the com- missioners examined the bank of Brest, and found that its principal re- sources consisted of loans on bonds, $16,000; bank stock, $10,000; specie, $12,900. It appears that of the specie $10,500 belonged to Lewis Godard, and had been received by the bank the day before examination. The $16,- 000 loan on bond and mortgage was a loan to the trustees of the town of Brest, to secure which the bank re- ceived an assignment of the bonds executed by Lewis Godard for the sum of $35,400, and also of mortgages of 118 city lots in Brest. On the day after the examination the directors as- signed the bond and mortgage back to the trustees of Brest, having re- ceived nothing for the same. Seven days later an impromptu investigation of the affairs of the bank showed that the amount of specie on hand amount- ed to $138.89, while the whole amount of the bills of the bank which were in circulation was $84,241. A few days after the investigation into the affairs of the Bank of Brest the commissioners examined the Bank of Clinton, and found specie on hand to the amount of £11,029.36. On the 51 a glove like this for Here's the work glove you're looking for. horsehide gauntlet glove to sell for grain horsehide, thick, soft and pliable. glove every farmer or workman wants the minute he sees it. At this price you'll never be able to keep enough in stock. Order the Wolverine “Work Horse” today. It's a leader in this fast-selling line. WOLVERINE “Work Horse” All Horsehide with Leather Gauntlet $1.00 RETAIL An all- $1.00. Genuine full- The kind of A Complete Line Backing the “Work Horse”’ is the complete line of Wol- verine gloves with horsehide palms and fingers and can- vas backs. Full horsehide wear at cotton prices. Try this Short Line Try the famous Wolverine short line of work gloves for fast turnover—dquick profits, Let results speak. Send today for this trial as- sortment. The “Work Horse” ‘No. 3040 Genuine, ‘full-grain horsehide. Dries out soft and pliable always. Sewed with 4 cord — shoe thread. Plymouth cut. - ah w Genuine leather gauntlet. Price. $8.00 per doz. No. 3040 No. 1040 “Work Horse” “Work Horse” Plymouth Plymouth All Horsehide All Horsehide Black Leather Black Leather Gauntlet Style Cuff Style Per Doz. $8.00 Per Doz. $7.45 For. those who want horsehide wear with cotton prices and cool comfort of canvas backs. “Morvich” Gunn Horsehide palm “Man O’Weork’ Gunn Horsehide palm Canvas back Canvas back Gauntlet style Knit Wrist Style Per Doz. $6.00 Per Doz. $5.25 A full tine of horsehide work gloves—send for catalogue. WOLVERINE SHOE & TANNING CORPORATION ROCKFORD, MICHIGAN No, 1040 Same as above with 2-inch leather cuff instead of gauntlet. $7.45 per doz. “Harvester” Plymouth Horsehide palm Canvas back Knit Wrist Style Per Doz. $4.50 Forty-first Ann $3 MICHIGAN TRADESMAN nn ea ES ce THE UNITED LIGHT AND POWER CO. | A Maryland Corporation OPERATING OFFICES: EXECUTIVE OFFICES: Davenport, Grand Rapids Chicago, Illinois i i , ire , ‘hase all of the public utility properties of The United Light and Power Company has recently acquired by purchase @ went United Light 4 Railways Cowan’. corporation organized under the laws of Maine, and has assumed all of the liabilities: of that Company. The United Light and Power Company now Owns. and controls | electric light, power and gas companies, serving without competition principally in the States of Illinois and Iowa and, among others, the f Davenport, *Cedar Rapids, Mason City, *Ottumwa, Fort Dodge, Mus- 1 catine and Iowa City, in Iowa; Rock Island, Moline, East Moline and i Silvis, in Illinois; Laporte, in Indiana; *Chattanooga, in Tennessee; | (*Gas Service Only) ‘ : . : ive ight of way, operating also a prosperous, high-speed passenger and freight interurban railway, located on private right | j in and stanceth Gr Rapids (the second largest city in Michigan) and the Lake Michigan ports of Grand Haven Fo .. and Muskegon, oe i The aggregate population served has increased from 340,000 cu. 8 eter Public Utility Properties, composed largely of of like service ninety-hve communities located ollowing important cities: Peceeoaec trees cc Tarot ra. ara Tr ea aioli adn dia aaa . Census 1900) to approximately 625,000, based ‘on (U. S. Census 1920). ae i The Gross and Net Earnings have shown a steady and healthy increase since the organization of the Company Bin i and its predecessor in 1910. oy Consolidated Earnings Statement po | and Subsidiary Companies all | - 4910 td 1924 me Bees 12 Months Gross Earnings Net Earnings After Taxes fl Ended All Sources Insurance and Maintenance i December, 1910 $ 861,600.00 $ 323,375.00 December, 1911 1,057,419.00 406,742.00 a December, 1912 4,672,053.00 1,952,797.00 tf December, 1913 6,053,337.54 2,378,885.25 i\ December, 1914 6,180,240.93 2,382,706.76 pe } December, 1915 6,306,303.28 2,489,041.03 Beer ot December, 1916 6,922,559.63 2,703,173.48 FA ah oh December, 1917 7,863,909.18 2,807,001.73 i i December, 1918 9,176,442.58 2,761,336.51 i : December, 1919 10,169,724.99 2,885,192.75 i December, 1920 11,956,516.55 3,275,251.51 December, 1921 11,372,982.57 3,370,240.20 December, 1922 11,826,643.98 3,835,138.35 , 1923 12,569,141.00 4,313,996.89 : 8 | : Capitalization of a THE UNITED LIGHT AND POWER COMPANY (To be presently outstanding) 5 Wl Market Value J Ht Shares April 26, 1924 be Preferred Stock, Class A, First Series, Cumulative Dividend $6.50 101,000 $ 7,800,000 " | Preferred Stock, Class B, First Series, Cumulative and Extra Divi- : see... __----- +--+ 68,174 3,000,000 : ‘ Common Stock, Class A, $1.60 and Extras__-~--~----------- 135,000 4,000,000 B Common Stock, Class B, (sole voting) $1.60 and Extras ------ 90,000 2,900,000 a Bh Total $17,700,000 All stocks of Compan are issued as of no par value. Class A Preferred Stock is callable at the option of the Com- pany -o - — and in hig ~~ ire at $100 per share. Class B Preferred Stock is callable at ; e option of the Company at per share and in liquidation shall be retire ; i - {i mon Stock share equally in assets and dividends. . ee — Stock certificates are transferable either in New York, Chicago or Grand Rapids. Transfer Agents Registrars | GUARANTY TRUST COMPANY, New York BANKERS TRUST COMP 4 ANY, N THE UNITED LIGHT AND POWER CO., Chicago ILLINOIS MERCHANTS TRUST Go., Chicago . ITED LIGHT AND POWER CO., Grand Rapids THE MICHIGAN TRUST CO., Grand Rapids Operation and Direction of Properties The business and properties of the Compan irecti f i : ¢ he y are under the direction of men who have been in charge of the pro erties a oe’ bois rth ator - we Company. ae eee the direction of a Board of Directors ees of c nts in the securiti ; < i Ta ae Gules wisi, es of the Company and who have been successful in the con- A very large majority of the stocks of the Com indivi i i > ss pany are owned by individuals resident h i the Company and its subsidiar i i ae ie Vee se holdings. y y companies and ninety per cent. of the regular employees of the Company have stock FRANK T. HULSWIT, President R. SCHADDELEE, V. P. & Gen. Mgr. L. H. HEINKE, Secretary Forty-first Anniversary day succeeding the examination $10,- 500 of this specie was drawn from the bank by the cashier, brought to De- troit and paid over to Lewis Godard, being precisely the same specie that had done duty a few,days before in the Bank of Brest. Thus the specie was carted about the country in ad- vance of the commissioners. An examination into the affairs of the Lenawee County Bank showed the requisite specie on hand. Suddenly descending upon the bank a few days later, the total amount of cash in the bank was found to be $34.20. At the same time the circulation of the bills of the bank amounted to more than $20,000. The Bank of Sandstone, in Jackson county, had an extended circulation. A man, whose name is withheld for the sake of his family and descend- ants, who are not to blame for his disreputable transactions, went to the Bank of Sandstone and effected a heavy loan. The security was of the same valuable character as that as- signed to the trustees of the city of Brest, probably being on-city lots of some imaginary city. With the wild- cat money raised on this loan he went through the State buying everything which he could convert. Horses, cat- tle, sheep, swine, produce of all kinds, farms, and everything which could be turned into money he bought at the seller’s price, paying for it in bills of the Bank of Sandstone. As very few persons knew where Barry, which was the seat of the Bank of Sandstone, was, or any good reason why the bills of its bank were not as good as those of any other, it may reasonably be supposed that he had very little trouble in disposing of them. Thus the bills of the Bank of Sandstone got into wide circulation, but the holders might as well have had so much brown wrapping-paper instead. Apropos of the plan of establishing banks at inacessible places is the inci- dent related by a gentleman who, in the wild-cat days, was traveling through the woods of Shiawassee county. The country was very new, with only here and there a log cabin in the woods, surrounded by a little clearing. The road had never heen worked, and was principally indicated by “blazed” trees. Toward night of an early June day he came upon a fork in the road, and was uncertain which track to take. He had not gone far upon the oné which he had chosen before he became satisfied that it was only a wood road, that is, ic had been used for hauling out wood or lumber. But, as the day was wearing late and he had no time to retrace his steps, he determined to proceed in the hope of reaching a human habitation in which to spend the night. He had not pro- ceeded far when in a little clearing be- fore him there loomed up a frame structure, across the front of which was the conspicuous sign, “Bank of Shiawassee.” It was one of the wild- cats quartered in the native haunts of that animal, the depths of the forest. A gentleman in this city, in the way of business, became the unhappy pos- sessor of $1,200 or $1,500 in bills on the Bank of Brest, and it occurred to him that he would go down to the MICHIGAN TRADESMAN bank and get them redeemed. Ac- ccordingly, he made a journey to Brest and brought up at the door of the bank, where he was received by the president in the politest manner possible. The officer invited him in and showed him every attention, cor- dially pressed him to dine with him and opened several bottles of wine, and set before him dishes to tempt an epicure. He conversed volubly on every subject except finance, and rath- er monopolized the conversation to himself. At length the Detroit man forced an opportunity to make known his errand to Brest. The affable of- ficer lost none of his politeness, but regretted with great suavity the in- ability of the bank to redeem the bills just then. Some specie was daily ex- pected, and it was unfortunate that he had not called a few days sooner, be- fore there had been such a run on the bank. But it would be all right in a few days. The holder of the bills took his departure in the midst of a shower of apologies. He is the holder of some of the bills yet. No schoolboy ever saw the name of Singapore on his map of Michigan. It was one of the magnificent cities of the days of which we write, and was located in Allegan county. Its. bank enjoyed an extensive circulation and considerable popularity from the fact that most people supposed it to be in Asia. That was a happy thought in christening this particular wild cat to give it a name with an East India flavor. It inspired respect. The bank would not, by any means, have smelled so sweet by any other name. A gen- tleman who took the bills because of the mellifiluous title of the bank re- latés a mournful story of how the aforesaid bank “busted” while he was traveling about in the Western part of the State looking for Singapore. The Detroit City Bank was started with a nominal capital of $200,000. It appears to have been organized in good faith, and had an actual capital of $60,000 paid in specie. The best men in the city ventured their money in it, and some of them bitterly re- member to this day the experience which they gathered in connection with it. It was to be the great head- center, the king of all the wild cats. Being located at the commercial and political capital of the State, all the other banks were to do_ business through it. It kept accounts with all of them. But it had to succumb with the rest of them. Its affairs were conducted honestly and in good faith, but it was not managed with financial ability. Every cent of money which its shareholders put into it was lost. The law under which all these banks were organized had not been in oper- ation long before it was found to be leading to disastrous results. Banks were springing up all over the State, in unheard-of places, in the depths of the forest, in sawmills, in asheries, and in the pockets of dishonest men. The plain provisions of the law were suc- cessfully evaded. Fraud ran rampant, The greatest farce ever enacted on the financial stage was then before the public. The bank commissioners un- der the law were Alpheus Felch, Dig- by VY. Bell and K. Pritchette. They endeavored to do their duty honestly and faithfully, but the State was large, the swindlers were many, and the commissioners could not be every- where and have their hands on all of them at the same time. The bank commissioners, in their annual report dated January 18, 1839, give in detail the policy pursued by them and the results of their investi- gations into the condition of the af- fairs of the various banks. They say that a brief retrospect of the operation and consequences of the free banking system may not be profitable, and therefore they proceed as follows: “On the 15th of March, 1837, the act popularly entitled the General Banking Law was passed, upon the plausible principle of introducing a free competition into what was con- sidered a profitable branch of busi- ness, heretofore monopolized by a few favored corporations. In little more than one year forty-nine banks were organized, with a nominal! capital of $3,915,000, and-about forty went into actual operation under its provisions. These institutions professed to have an actual and available capital of $1,745,000, 30 per cent. of the nominal capital being presumed to have been paid in according to law, in gold and silver; they were authorized to issue and put into circulation bank bills to the sum of $4,362,500, being twice and a half the amount of capital paid in and possessed. The feature of the act which authorized banking under the suspension law, that is to say, giving the sanction of law to the issue of promises to pay, not liable to redemp- tion in gold and silver on demand, gave an irresistible impulse to their career by opening the door for the debtor to liquidate his liabilities by transferring to the public at large his indebtedness to individuals. The re- sult is too well known, and it is be- lieved that it is not too strong language to assert that no species of fraud and evasion of law which the ingenuity of dishonest corporations has ever de- vised have not been practiced under this act. “The loan of specie from established corporations became an ordinary traf- fic. and the same money set in motion a number of institutions. Specie cer- tificates, verified by oath, were every- where exhibited, although these very certificates had been canceled at the moment of their creation by a draft for a similar amount; and yet such subterfuges were pertinaciously insist- ed upon as fair business transactions, sanctioned by custom and precedent. Stock notes were given for subscrip- tions to stock, and counted as specie, and thus not a cent of real capital existed, beyond the small sums paid in by the upright and unsuspecting farmer and mechanic, whose little sav- ings and honest name were necessary to give confidence and credit. The notes of institutions thus constituted were spread abroad upon the com- munity in every manner, and through every possible channel; property, pro- duce, stock, farming utensils, every- thing which the people of the country were tempted by advancing prices to dispose of were purchased and paid for in paper, which was known by the 53 utterers to be absolutely valueless. Large amounts of notes were hypo- thecated for small advances, or loans of specie, to save appearances. Quan- tities of paper were drawn out by ex- change checks; that is to say, checked out of the banks by individuals who had not a cent in bank, with no secur- ity beyond the verbal understanding that notes of other banks should be returned at some future time. Such are a few among the numberless frauds which were in hourly commission. Thus a law which was established up- on principles well digested and ap- proved, and hedged round with so much care, and guarded with so many provisions that few, it was supposed, would venture to bank under it, be- came, by the base dishonesty and gross cupidity of a few, who had control of the specie of the country, nothing less than a machine of fraud. “The singular spectacle was present- ed of the officers of the State seeking for banks in situations the most .inac- ‘‘cessible' and remote from trade, and finding at every step an increase of labor by the discovery of new and un- known organizations. Before they could be arrested the mischief was done; large issues were in circulation, and no adequate remedy for the evil. Gold and silver flew about the coun- try with the celerity of magic; its sound was heard in the depths of the forest; yet, like the wind, one knew not whence it came or whither it was going. Such were a few of the dif- ficulties against which the commis- sioners had to contend. The vigilance of a regiment of them would have been scarcely adequate against the host of bank emissaries who scoured the coun- try to anticipate their coming, and the indefatigable spies who hung upon their path, to which may be added perjuries, familiar as dicers’ oaths, to baffle investigations. “Painful and disgusting as the pic- ture appears, it is neither colored nor overcharged, but falls short of the reality. : “The result of the experiment of free banking in Michigan is that at a low estimate near $1,000,000 of the notes of involvent banks are due and unavailable in the hands of individuals. “It has been said, with some appear- ance of plausibility, that these banks have at least had the good effect of liquidating a large amount of debt. This may be true; but whose debts have been liquidated? Those of the crafty and the speculative—and by whom? Let every poor man from his little clearing and fog hut in the woods make the emphatic response by hold- ing up to view as the rewards of his labor a handful of promises to pay which. for his purpose, are as valueless as a handful of dry leaves at his feet. Were this the extent of the evil the indomitable energy and spirit of our population, who have so manfully en- dured jt, would redeem the injury. But when it is considered how much in- jury is inflicted at home by the sacri- fice of so many valuable farms, and the strain upon the credit of the State abroad, the remedy is neither so easy nor so obvious. When we reflect, too, that the laws are ineffective in punish- ing the successful swindler, and that 54 the moral tone of society seems so far sunk as to surround and protect the dishonest and fraudulent with counte- nance and support, it imperatively de- mands that some legislative action should be had to enable the prompt and rigorous enforcement of the laws, and the making severe examples of the guilty, no matter ‘how protected and countenanced.” Upon this report the legislature promptly suspended the operation of the act so far as organizing other banks was concerned. But the evil had been accomplished. Worthless bank notes were in the hands of every one. The chartered banks had at first refused to have anything to do with the bills of the other banks, whereat there was a public clamor raised which compelied them to receive such bills on deposit and in the way of business. Thus the regular banks, which had been doing an honest and legitimate business, were engulfed in the ruin which followed. When it became ap- parent that banks were established for . fraudulent purposes, many of them were enjoined. Others, which had been striving to do honestly, struggled along in the hope of being able to redeem: their circulation, and the hold- ers of notes for a long time had faith that they would be able to realize something on them. But at length the law, and all the banks with it, collapsed fatally and forever. ‘The question of the constitutionality of the law was raised in the supreme court,-and the law was decided uncon- stitutional at the January term, 1844, on the ground that the constitution requires that each corporation created by the legislature must receive the di- rect assent of two-thirds of the mem- bers elected, and that it is not a fair compliance when the assent of two- thirds is given to a general statute establishing a system for the admis- sion of voluntary associations to cor- porate privileges. The opinion of the court was read by Justice Whipple, who maintained that it was clearly the intention of the framers of the constitution to prohibit the legislature from passing a general law authorizing the erection of corporations. The law being thus declared uncon- stitutional, of course the personal lia- bility of directors and stockholders under it fell to the ground, and all hope which the holders of the bills may have had of realizing anything upon them vanished forever. The bills were only so much waste paper. Al- ready every one of the banks had col- lapsed, and they had dragged down the chartered banks with them. There was never a more complete financial ruin. When all the banks had been swept out of existence there were bills afloat representing millions of dollars. Many of these were in the hands of bona fide holders, who lost heavily thereby. Many of the bills had never been in use, and were then given: away pro- miscuously. Children used them to play with, and in the rural districts, where paper-hangings were scarce, people used them to paper their rooms. The bills were engraved by Rawdon, MICHIGAN TRADESMAN Wright & Hatch, in the best style of their art, and were printed on a good ‘quality of paper (it is said, by the way, that the engravers and printers never got their pay), so that they made the walls of a log cabin look rather picturesque. They were scat- tered all over the State, thrown into old garrets, closets and bookcases. During the war thousands of dollars of these bills were resurrected and taken South by our soldiers, who found that the people of the South prefer- red them to Confederate money; in fact, they were quite as valuable and superior in point of typographical ap- pearance. Many a soldier was thus enabled to purchase luxuries which otherwise he would have been obliged to go without. Many of these bills are yet preserved by men who took them for their face value, to be shown as curiosities to their children, or to serve as reminders of those exciting times which now they hardly know whether to regard as partaking most ‘of the ludicrous or the mournful. Why the banks were called “Wild Cats” is not known. The bills of sim- ilar banks in New York State were known as “Red Dogs.” Whether the two titles had any relation to each other we are unable to say. Very like- ly the name of “wild cats” was applied to them on some occasion as a jest, and it seemed so peculiarly appropriate that it stuck to them, and was gener- ally adopted. One authority says that the name was first given to them by Oliver Newberry, at one time a lead- ing merchant in Detroit. Some debtor brought in a parcel of these bills to pay up an account. Mr. Newberry re- fused to take them, said that he would have nothing to do with that “wild cat stuff.” Whether or not Mr. New- berry is entitled to the distinguished honor of going down to posterity as having stood sponsor for this species of bank notes we do not attempt to determine. We give the story for what it is worth, only promising that having consulted numerous authorities upon the subject, we have found no other explanation, and only that of- fered in one instance. It is hard to understand how men of ordinary wisdom and prudence were led into this wild scheme of universal banking. But they suffered intensely for it. Individual and state credit were ruined. Michigan, which had just then been admitted into the Union, and was rapidly filling up with a stirring New England population, received a check to her immigration and to her commercial prosperity from which she did not recover for many years. But the lesson was not lost. Upon the ruins of that utterly pros- trated credit she builded so wisely that now no state enjoys greater pros- - perity or has a more enviable reputa- tion for financial soundness. H. M. Utley. Detroit, Mich. -_—~-+.————— Brine For Vegetables. Bringing vegetables is a well-known method of preservation commonly ap- plied to cabbage, in making sauer- kraut, and to cucumbers, in making pickles. In the belief that this meth- od of curing could be successfully used with a number of other vegetables, so that a surplus cared for by the house- wife, the Bureau of Chemistry last year conducted a series of experiments which have recently been completed. The vegetables used were martynias, mango melons, burr gherkins, small onions, peppers, green tomatoes, green beans and cauliflower. Good results were obtained with practically all of these vegetables. For mangoes, gherkins, and peppers, brining is clearly the best method of preservation. For string beans and green tomatoes brining is not regard- ed as the best method of preservation, but it may be substituted to good ad- vantage when canning is not conven- ient. Some of the vegetables brined are more suitable for use in pickles than in any other way. Others can be prepared directly for the table after freshening. Green tomatoes and pep- pers are recommended especially for utilization in this way. Martynias grow wild in great abund- ance in the semi-arid regions of South- western United States and can be grown successfully in many other lo- calities. They are recommended for use in pickles, especially in mixed pickles. Mango melons, known by various names, may be brined either green or ripe. The ripe brined man- goes, when freshened, make excellent preserves, similar to watermelon pre- serves. Burr gherkins are very close- iy related to the cucumber, but are not so subject to diseases and insect pests. They are used for sweet, sour and mixed pickles. Green tomatoes preserved in a weak brine can be eaten immediately. The use of a strong brine is necessary to keep them any length of time. The salt is removed by soaking in fresh water. Tomatoes which develop late in the season and are threatened by frost may be saved conveniently by curing them in brine. Small onions should first be brined before picking. The use of the salinometer, a sim- ple, inexpensive apparatus, is recom- mended in connection with brine cur- ing when many vegetables are to be preserved by this method. ——_- Changes in Range Cattle Industry. Cattle ranching methods in the United States have changed much within the last few years, with the passing of land into private owner- ship and the fencing of range. It will become very intensive, says the United States Department of Agriculture, as capital accumulates, prices of beef rise, and the importance of producing enough forage and providing sufficient range to keep the cattle through the winter becomes more pressing. Ranches, says the department, must be big enough to carry from 100 to 300 head of cattle. This means that in many cases a ranchman must have permits to run a good share of his livestock on forest ranges. It is pre- dicted that large ranches will be divid- ed and that on the other hand small ranches will be consolidated into units of sufficient size for economical oper- ation. Ranchmen are now mainly concern- ed with improvement of the carrying capacity of forest ranges. It is to their Forty-first Anniversi . interest, says the department, 7 that the ranges, instead of being ex- | ploited, should be made more pro- | ductive. —_——_~>>s—— Fighting the Hookworm. Twenty governments In various parts © of the world are now fighting the hookworm, With them is working : the Rockefeller Foundation, an organ- | ization that makes a business of sub- : sidizing “the well-being of mankind throughout the world.” In tropical and sub-tropical zones the hookworm dis- ease “handicaps and enfeebles millions of persons every year, reducing eco- | nomic efficiency, causing unhappiness, and increasing mortality.” No gov- | ernment can exist half hookworm and half free, the Foundation believes, and it has declared war on the worm. : Now, if the Foundation would only set up shop as a better business bu- reau, say, it might find a cure for dry rot—certainly the most advanced stage | of reduced economic efficiency.” But @ good riddance to the hookworm when * the Foundation stoops to conquer. The pesky worms live in a vicious crcle, © they lunch off the flesh of their hu- | man hosts, pass off their eggs to pol- © lute the ground, the new generation | seeks other hosts for board and lodg- | ing. Life in a hookworm country is a continual round of parasites lost and parasites regained. —_.2-—— Discovered at Last. q From Florida, land of everglades © and alligators, comes the cheerful in- formation that the Florida holly fur- nishes material for “an excellent cham- | pagne which is non-alcoholic, though a powerful exhilarant, and leaves no © disagreeable after effects.” This ; would seem to be the one perfect drink ; and the elimination of disagreeable — after effects goes a long way toward recommending it. Illuminated with © holly champagne, the celebrant would converse elegantly and merrily, relate in his wittiest vein that story about ; the Irishman, throw a brick througha - plate-glass window and retire to the = peaceful slumber of the just. The — se nee side ho trouble with this report is that it is altogether too good to be true. powerful exhilanant that does not take | its toll from brain and flesh and spirit | has yet to be concocted. We are will- ing to wager that assiduous applica- tion of any individual to holly cham- pagne will cause the alligators of those far parts to turn a vivid pink. 4 ———_+-~.—___ Sorry He Learned It. Attorney Wm. S. Barnes of San Francisco has a new office boy. The last boy with whom he was associated © resigned a few days ago because the | law business did not suit ‘his peculiar - temperament. “How long have you been here?” asked Barnes, when the small boy The ‘ AD iad SR i hhh ce lids made known his intention to engage : in a different vocation. “Six months,” replied the boy. “And you don’t like the law bus 3 ness?” “Naw, it’s no good and I tell you 4 straight I’m sorry I've learned it.” 4 Tf you can't find the doctor’s houst in a small town, look for the. that has been painted recent! iki teat Mil 6S ' Forty-firet Anniversary MICHIGAN TRADESMAN AMERICAN PUBLIC UTILITIES COMPANY PUBLIC UTILITIES—Gas, Electricity, Trans- portation—are Public Necessities. We all use them, need them; they are almost as essential as food and air. eb Cit Public Utility Companies are very largely under public service commission supervision, regulation and protection. They are not allowed to charge too much for their service; they are required to render good service; and they are protected in order that they may give good service at reasonable rates, with fair profit, and pay investors a good return on the moneys they furnish for construction, development and improvement purposes. Records for thirty years show the risk of.receivership per annum per $100 of securities as follows: Industrial Plants ~___._________ $2.07 Average earnings during same period: Railroads ene 1.84 Rares. .........2.....- 4.5 % Public Utilities _._.._......_____ 37 TRE, owe no ne 7.8 % National Banks ~._____._______ 32 Public Utilities _....__----_-- 8.45% Over a ten year period the gross earnings of the leading public utility companies have shown an average yearly increase of about 8%, and over a period of five years the amount of public utility bonds held by banks increased about 39% as against 28% for all other kinds of securities. The American Pusiic Utitiries Company is a successful and conservatively financed public utility holding corporation, owning gas and electric companies in several states, including the Ceritral Indiana | Power Company and its subsidiaries which furnish public utility service in more than 130 cities and towns located in 29 of the most prosperous counties of Indiana. These communities are connected by 1000 miles of electric power lines and most of the electric current consumed is generated in a super- | power plant of 55,000 horse-power, present capacity, which will grow to 135,000 horse-power within © the next two years. This plant is situated on part of 3,300 acres underlaid with two veins of best In- diana coal sufficient for requirements during the next half century. ‘ A. P. U. Prior Preferred Stock pays quarterly dividends at the rate of $7.00 per share per year. An exceptional in- vestment up to $100 per share. Present market around 80, yielding about 834% return on the actual investment. Only a small bond issue ahead of this Stock. KELSEY, BREWER & CO. — A. P. U. Participating Preferred Stock a quarterly dividends at the rate of- 5.00 per year. Dividend will be increas- ed to $6.00 in 1925 and $7.00 in 1926. After that, this stock will participate up to 8% in earnings on Common Stock. An enhancive investment with good-fu- | ture prospects. Present market about 66. : aa All investment bankers and brokers are prepared to fill orders for either of the above stocks. Operators, Engineers GRAND RAPIDS, MICH. eee 55 MICHIGAN TRADESMAN Forty-first Annj ‘9 Se eeeoaananecenin tt Gs es oe - SESS RAAB 6 Rei WERE Fle 2 Compliete Fly Riddance | TANGLEFOOT means complete fiy riddance. TANGLEFOOT FLY SPRAY kills them wholesale and TANGLEFOOT 4 | ’ FLY PAPER and FLY RIBBON account for those that work their way indoors during the daytime. : e | TANGLEFOOT used in vine store eliminates flies and impresses customers and passers-by with your efforts to keep your Ps | stock and place of business clean. Bee | We recommend that TANGLEFOOT FLY SPRAY be employed when closing the store in the evening and opening it in e i the morning. At all other times use TANGLEFOOT FLY PAPER. It catches the germ as well as the fly and is safe, sanitary and dependable under all conditions. It is especially valuable for use in your show windows over Sunday. i: 1924 PRICES ie Os TANGLEFOOT FLY PAPER TANGLEFOOT FLY SPRAY 4 | NI ERE 2 pint cans .....-.-. 2 dozen in a case— 2 N | $ 4.00 per dozen. aa 1 pint cans _.._--_-_ 2 dozen in a case— S $ 6.00 per dozen. S 1 quart cans __.._-__- 1 dozen in a case— Ni \ $10.00 per dozen. N 1 gallon cans ..._-- 4 cans in a case— Ny $32.00 per dozen. Ni Y pint hand sprayers ___. | dozen in a case— N $ 2.80 per dozen. y (Mouth Sprayers are packed with Per case __._._...$4.50 | the 4 pint and | pint sizes) (250 double sheets) | THE O. & W. THUM COMPANY, GRAND RAPIDS, MICHIGAN. LEFO D INSECTICIDES as Forty-first Anniversary CO-OPERATIVE PRINCIPLE. Fields of Activity Where Mutuality Proves Its Superiority. Experience has established the fact that, here in America, certain sorts of business naturally lend themselves to the co-operative or mutual plan or operation and that others do not. For example, it is a matter of record that the business of insurance, both life and fire, generally gains in efficiency when operated on the mutual plan, while the business of manufacturing or of retail merchandizing do not. This fact seems to have been felt instinctively by our Colonial fathers for, with a single exception (that of the company originally chartered in 1759 under the unique title of “The Corporation for the Relief of Poor’ and Distressed Presbyterian Ministers and Distressed Widows and Children of Presbyterian Ministers”), the old- est New England life insurance com- panies were organized on the mutual plan, the earliest being the New Eng- land Mutual Life of Boston, chartered April 1, 1835. This company, like its six or eight sister companies of that period, started with a guaranty cap- ital stock. It was authorized by char- ter to retire this stock at any time after the expiration of ten years, using a portion of the surplus funds of the company for that purpose. Their capital was retired in 1854, and the company has since operated on a purely mutual plan. This history was repeated in all essential points by the other life companies of New England. The mutualization of the joint stock life insurance companies gained its first impetus in 1905 from the scan- dals arising in the Equitable Life As- surance Society. That society was finally mutualized in 1917 and Ger T. Coleman Dupont, who purchased the controlling stock of the company from J. P. Morgan in 1915, stated his intentons to the Commissioner of In- surance for the State of New York as follows: My desire is that mutualization of the Society be brought about in order to give assurance that its affairs will always be maintained in the interests of the policy holders, fears relating to stock control being forever ended, for I believe that such assurance is recessary if the Society is to be brought to the larger success which seems to be within its reach. The Prudential, the Metropolitan Life, the Home Life of New York, and last, the Provident Life and Trust Company of Philadelphia, have since then re-organized on a purely mutual basis, leaving but a few large life com- panies still operatng on the stock plan. It is significant that all of these life companies mutualized voluntarily and that no calamity howler, either then or since, raised the cry of bolshevism and socialism that we hear so much about these days from the publicity agents of the stock fire insurance com- panies at each fresh advance made by the mutuals. There is still another group of mu- tual life insurance companies which differ from the foregoing, in having been thoroughly mutual from the start; that is, entirely without guaran- ty capital stock. The best example of M..HIGAN TRADESMAN this group is the Northwestern Mutual Life of Milwaukee, one of the most successful companies in the country, At the end of its first fiscal year, Jan- uary 1, 1859, its total cash assets were less than $10,000. Nine years later its assets had mounted to more than $4,- 700,000, while to-day they are $589,- 029,701. The mutual principal in fire insur- ance is much older than in life insur- ance. “The Philadelphia Contribution- ship for the Insurance of Houses against loss by Fire” was organized in 1752. Benjamin Franklin was one of its first directors and policy holders. The company is still doing business and on December 31, 1923, had a net surplus of $7, 471,042, in addition to which it maintains a reserve for un- earned premiums of nearly $1,000,000. This is the oldest fire insurance com- pany of any kind in the United States, antedating by several years the or- ganization of the first American stock fire insurance company. The Mutual Assurance Society of Virginia was organized in 1795, John Marshall, America’s most noted jurist and defender of the American Consti- tution, applied for and secured its char- ter. December 31, 1923, it had a net cash surplus of more than $3,500,000. Thomas Jefferson, author of the Dec- laration of Independence, was one of its earliest policy holders. Mutual insurance is, therefore, a thoroughly American institution, sanc- tioned by men whose names are house- hold words in every home. Mutual insurance is highly individ- ualistic. Each mutual policy holder is a member of the company, and as such, takes a special interest in fire prevention, in the selection of super- ior risks for his company in his im- mediate neighborhood and in other measures, which tend to eliminate needless fire losses. He does these things because he knows that in a mutual company, the fewer losses, the higher will be the dividend returned to him by the company, and converse- ly that severe losses mean small divi- dends. Mutual insurance is the natural and best answer to the demands for State insurance, which have resulted from the continuous scrapping between op- posing groups. of stock fire insurance companies on the subject of commis- sions to local agents. The natural re- action on the part of the public to this discord between stock companies is a demand that the state step in and take over the business of fire insurance in its entirety, forgetting in the mean time that the abuses which they com- plain of are chargeable to stock com- panies alone and that the best rem- edy for those abuses is not in state insurance but mutual insurance. The dangerous tendency of stock company discords is not imaginary, as is shown by the following extract from a circu- lar letter written in October, 1923, by the Hon. W. N. Van Camp, Commis- sioner of Insurance for the State of South Dakota: It is particularly unfortunate that the rupture in the conference relations hetween the Western Union and the Western Insurance Burau should oc- cur at a time when agency forces are bending every effort toward harmony in the field. It cannot but be a source of discouragement to them. Open warfare among the companies: will ex- pose the participants, weakened by di- vergent views and interests, further to the attacks of those who are openly enemies of the business as now con- ducted. Even though the almost in- evitable increase in acquisition cost does not result, still there will be fo- cused upon the companies, and upon the business, the attention of those advocates of state insurance in every section of the country. With ranks temporarily swollen by victims of the present economic disturbance, they present a far more formidable opposi- tion than ever before. Among-the more successful Ameri- can mutual fire insurance companies are the New England Factory Mut- uals, a group composed of twenty- cight companies, These companies have been operating for many years, the oldest of them dating back to 1835. They insure only properties equipped with automatic sprinklers, and con- structed, for the most part, according to their own strict specifications, the result of decades of specialization in factory risks. They have accumulated large cash assets and, after charging themselves with the usual liability for unearned premiums, they show, in each case, a substantial cash surplus. The special contribution of this group of Mutual Fire Insurance Companies to American business js the placing of the duty of preventing fires in a posi- tion of equal importance with that of paying for fire losses after they occur. Their success as conservers of prop- erty and their phenomally low loss record is a lasting tribute to the wis- dom of that policy. Other groups of mutual fire com- panies whose success is limited only by their age and their field of opera- tions are the Flour Mill and Grain Elevator Mutuals,.the Hardware Mut- uals, the Lumber Mutuals and the Mercantile Mutuals. The mutual principle is also success- ful in the saving of funds in small installments. The Building & Loan Associations, whose name is legion throughout the land, amply demon- trate this fact. They are too well known to warrant more than mere mention in this place. It may,. how- ever, interest the readers of the Mich- igan Tradesman to know that in the State of Massachusetts every one of the 196 savings banks is a mutual savings bank. They have no stock holders; every cent of income goes to the depositors in the form of interest, except for necessary running expenses and the amounts reserved for the ad- ditional protection of depositors as re- quired by Jaw. These mutual savings banks are under State supervision. The mutual or co-operative princi- ple has been tried tentatively in vari- ous other branches of business, gen- erally without conspicuous or out- standing success. In farming, in man- ufacturing and in merchandising, the genius of the American people does not seem to express itself naturally through group effort. Co-operative elevators and creameries, after many vicissitudes, and in certain locations, are probably here to stay. Co-opera- tive book stores in University towns are sometimes successful: but, broad- ly speaking, mutuality comes into its 57 own and conclusively proves its super- jority over all other plans of operation, principally and primarily, in the field of life insurance, fire insurance and in the saving of funds by the wage earn- er. Here its efficiency, its economy, its equity and its success are con- spicuous and irrefutable. Luther H. Baker. —_——_--———— “Independence Day” For the Grocer. Phil Staib, president of the New York State Wholesale Grocers’ As- sociation, when recently asked to offer a bit of advice to retailers, hit the nail squarely on the head when he advised them to cease worrying about their competitors and run their own busi- ness in their own way, with all effi- ciency observed ‘but without fear of what “the other fellow” did or did not do, Least of all, he suggested, the “inde- pendent” should be worried about chain store competition. “The independent merchant occupies a most enviable position, wherein he is permitted to give full sway to his business genius and merchandising ability, subject only to his own self- imposed rules and regulations,” he says. “It does seem that under such conditions no man should complain of the lack of opportunity to compete for business. “Systems often do not to any great extent permit the exercise of individ- ual judgment on the part of the man in charge of a store. Herein the inde- pendent dealer has a distinct advan- tage too often overlooked. Here are some of the things he can do or need not do, just as he desires, without con- sulting anybody. “He can open his store at any hour. “He can close his store at any hour. “He can buy when, where and what he pleases. “He can name his own selling prices. “He can change his prices up or down at will. “He can feature any item or items he wants to. “He can sell on credit. “He can demand cash, “He can deliver. “He can decline to deliver. “He can change from one system to another, “He can decline to handle any item. “He can use his own judgment in all things. “He is his own boss—he is inde- pendent.’ 2. oe ‘Good As New. Some people have a subtle way of delivering a knock, and Tom B— is one of them. One day after his fellow workman had made a very stupid blunder, he remarked: “Joe, I wish you would will me your head when you die.” “What do you want of my head?” asked the other unsuspectingly. “Why,” said Tom, “it would be just like a new one; you never use it.” ——_+ When you fail to treat the children well, you offend them and you offend their parents, too. Children are al- ways telling at home about their store experiences. 0 It is often hard to discover who it is that a “leading citizen” leads. 38 IDEALS AND TRADITIONS. Which Have Made Possible Progress of the Past. As always, in times such as these, there are two distinct attitudes toward political problems, one faction rejoic- ing when legislative bodies adjourn, and others anxiously clamoring for more and more legislation. There is an abundance of material heretofore cited to demonstrate that in these days we are merely repeating the blunders of those who have gone before and reaping the whirlwind of our own follies. We will learn noth- ing from our predecessors unless we are willing, with patience and sanity, to understand and apply the lessons they teach. Taking up the case of agriculture, what is likely to be the course of the industry for the next few years, will production probably increase or de- cline, will prices of farm products rise or fall, and what, if anything, in the nature of legislation is necessary to bring about the so-called equalization of the purchasing power of the farm- er's dollar with that of the dollar of the rest of the community; and if this is not accomplished by legislation how is it likely to be brought about? Considering the matter of produc- tion, it does not seem to me probable that in years of normal growing condi- tions it is reasonable to anticipate smatler yields of the principal crops grewn in this country for some years to come, though it is quite natural that there should, and undoubtedly will be, ever increasing diversification of acreage in such way as to increase the yield of some crops and decreage that of others. That there will be, however, an abandonment entirely of any considerabale acreage of tillable land now under cultivation can mean only bankruptcy for present owners, and is not to be anticipated or ex- With the application on the farm of the splendid results achieved in our agricultural colleges along the lines of proper soil fertilization, crop rota- tion and diversification, improved meth- od of seed selection and better cultiva- tion, it seems reasonable to anticipate that increased prices for farm prod- ucts are not to be found in the possi- bility of curtailed production, unless we are to abandon all that we have worked for for the last fifty years in the direction of better farming and agricultural methods. Moreover, the real difficulty of those engaged in agriculture to-day, as I see it, is not one primarily of the price received for the product. More par- ticularly perhaps is their trouble due to unscientific and costly methods of production, and directly to the price they must pay for the things they must of necessity purchase from other producers. The first of these difficul- ties the farmer himself can very large- ly overcome if he will give more at- tention to common sense, businesslike methods of conducting his operations and less to the political claptrap that is offered him in the shape of specific legislative nostrums, which may by temporarily suspending the laws of the will in the end, like the victim of any universe ease his condition, but which: MICHIGAN TRADESMAN other narcotic, leave him worse off than in the beginning. This fact, I think, is amply proved by what has occurred since the defla- tion began in 1920. At that time @ hue and cry went up for larger credit facilities for agriculture and the state- ment was freely made that it was the withdrawing of credit from agricul- ture that precipitated the difficulty. In response to these demands, various credit schemes were brought into ex- istence, including private funds sub- scribed for special relief to distressed live stock producers, the revival of the War Finance corporation, and later the creation of the Intermediate Credit banks. These various agencies have advanced sums to agriculture and to financial institutions in agricultural communities, and yet the magic of in- creased prices and permanent pros- perity for the industry has not mater- ialized. The result of all these operations has been to convince those who have given any real thought to the situa- tion that the actual difficu'ty is not at all one of insufficient credit but quite the contrary; much of the trouble would never have been encountered except for too much and too easy credit. Realizing this fact, there has been in recent months apparently an entire shift of front by those who would legislate the salvation of the industry, and present efforts are di- rected toward vraious false schemes which range all the way from outright purchase and destruction of large quan- tities of staple crops to the unmitigated price fixing proposals for arbitrarily raising the price of all farm products. True, these schemes are beautifully and enticingly disguised as attempts to give to the farmer the same char- acter of protection as is given to those engaged in other enterprises. The dis- guise, however, will not change the practical effect of what is proposed, and the schemes, economically un- sound, if ever put to the test, will fail and in their failure bring a disaster, the seriousness of which is difficult to imagine. Either our whole viewpoint of agri- culture, both state and Federal, for the last half century, has been wrong or the present proposals are wholly unsound, because the attempt of the Government, both state and National, has been to secure larger yields at cheaper prices; while the inevitable re- sult of the schemes now proposed, if successful, would be to stimulate fur- ther wasteful and unscientific produc- tion under the protection of subsidies from the public treasury, which would in turn necessitate heavier burdens through increased cost of living and high taxation. I do not expect to see in the normal couvse of events ma- terially higher prices of farm products in the near future, nor do I believe greatly higher prices to be necessary to agricultural prosperity, nor in the long run desirable or essential to National prosperity; though it is high- ly desirable, absolutely essential, and in my opinion inevitable, that there should be and will be a speedy ad- justment of the purchasing power of the farmer’s product to the level of the buying power of the products of other industries. Why is it that there has been a very complete liquidation of agricultural prices from the high peak of the pros- perous period, and as yet so little liquidation of all other commodities, save credit, from the inflated period? Waiving the innumerable minor fac- tors, it seems to me that there are two or three outstanding reasons. During the period of war activity, and particularly from the time of our participation in the conflict until well after the armistice, two great funda- mental industries, whose activities reach and affect almost every line of enterprise Save agriculture in the coun- try, had been practically without funds to carry on their operations. I refer particularly to the railroads and to the building industry. It was not un- til after the slow-up of 1920-21, when because of forced liquidation of in- ventories and bank credits, credit be- came available for these industries, that they entered the market for very large purchases. It is stated, I believe, that in 1922-23, the railroads made larger purchases than in the previous five year period, and that building permits—exclusive of industrial plants—likewise were larger in these two years than in the previous five years. With the ac- tivity of these industries, with their call upon the country for every ar- ticle which goes into such construc- tion programs, came a call for labor which made it possible for labor to demand and receive wages approxi- mately on a parity with war time figures, and consequently enabled manufacturers and producers of prod- ucts of every kind thus demanded, to exact prices approximating also the war time level. This industrial pros- perity was further stimulated by the enormous issues of tax exempt securi- ties for public improvements, which are sometimes included in the cate- gory of the building or construction industry. While this was going on the farmer lost largely of his foreign war time market and received little or no in- creased domestic demand- notwith- standing his factory, largely expanded and developed to meet war time needs, was still producing in excess of nor- mal requirements. The inevitable re- sult has been only a slight recovery in prices of farm products and practically no decrease in the prices of manufac- tured products. Neither the railroads nor the build- ing industry can with safety very much longer continue at the rate they have been going for the past two years. In fact it is no secret that these indus- tries, particularly the railroads, are now very definitely out of the market for large commitments, and that the building industry is slowing up. But this is not all, the American manufacturer, due to the almost com- plete paralysis of Continental European industries has had little competition for his products in the markets of the world. Just when _ these enterprises will find it possible to re- sume anything like normal activity no one can say, but once they do, and certainly some day they will, they will produce cheaper and in greater quan- tities than ever in their history, and consequentlty will sell at prices far Forty-first Anniversary below the present level of American markets. When that time comes the American manufacturer, whose plant like that of the farmer is geared up for large excess production, will find himself driven from the markets of the world, and despite iniquitous tar- iffs having to fight for his market at home, unless and until he adjusts his production cost and his selling price to the competition he will be forced to meet. That this adjustment will be made is inevitable. It cannot be made, how- ever, until a reduction in the cost of labor is made, and this may not be an- ticipated without a bitter struggle. The next battle for legislative protection is more likely to be from organized labor than from the farmer. But in the end labor wilil not materially suffer, for what the laborer receives is of less consequence than what he pays. If = in the liquidation that comes, the cost of living, rents, foods and clothing is reduced, as certainly it will be, the laborer will have an equal margin of savings although working for a small- er wage. Labor, when this crisis comes, will have a choice of meeting the situation in a spirit of fairness and equity, or of paralyzing industry, which cannot 4 meet the competition of its less ex- pensive competitors, and of inevitable idleness and privation, Labor leaders who have industrious- | ly fought for ever increasing wages may soon face a terrific responsibility if they continue their strong-arm tac- tics of holding up industry for all the traffic will bear. It is one thing to terrorize com- mercial life when there are two jobs for every man. for one job. Therefore, however and whenever industrial liquidation comes about, as it seems to me certain that it will, the farmer will continue to sell at per-” haps near present price levels and will © buy in a market as thoroughly liqui- | dated as that in which he sells. It may be charged that this stg- | gestion of agricultural and industrial price adjustment involves an unhappy and distressing prospect for the fu- ture. I cannot conscientiously deny the charge, and would gladly welcome some other solution, but experience has taught me a wholesome regard for the economic laws of the world. | | believe that similar facts sooner of later produce corresponding results. Present conditions are not new, and! | It is a more difficult : thing to do when there are two men | ae Sabai Mee eb ain Bits odicint ch his sree think there is a precedent for what is | likely to ‘happen in the future. believe that the Nation are best prepared for an ex- | perience, when unafraid and courage: ously they recognize the possible na- I also - individual and the © i 3 ture of the experience and go forward | with meet it. preparation and confidence to © Especially am I not discouraged con- cerning the future of agriculture and | its ultimate relation to the other in- | dustries of our country. tinue to increase and that succeeding It is to be | expected that our population will con- | generations will continue to requifé 3 more and more food. is little or no more arable land {i (Continued on page 65) 4 as We know there Forty-first Anniversary MICHIGAN TRADESMAN 59 one Thomas-Daggett Canning Co. Executive Office, Grand Rapids, Michigan Canneries at Grand Rapids Coopersville Hartford We offer one of the most complete lines of Michigan pro- ducts packed in this state. We will gladly show samples of any of the following items to.demonstrate the fancy quality of our pack. Strawberries Red Raspberries Black Raspberries Blackberries Gooseberries Blueberries Pitted Red Cherries Whole Red Cherries Whole White Cherries Currants Green Gage Plums Lombard Plums Bradshaw Plums Blue Damson Plums Rhubarb. Sliced Yellow Peaches Peeled Yellow Pie Peaches Home Style Yellow Peaches (Whole) Unpeeled Yellow Pie Peaches Peeled Yellow Halve Peaches Bartlett Pears Kieffer Pears Apples Apple Sauce Pork and Beans, Tomato Sauce Pork and Beans, Plain Sauce Light Red Kidney Beans . Dark Improved Red Kidney Beans Soaked Baby Lima Beans Green Lima Beans Fresh White Lima Beans Peas—All Varieties and Sizes Fancy Green Beans—All Sizes Fancy Wax Beans—All Sizes Succotash, with Fresh Lima Beans Golden Bantam Corn Sweet Corn Pumpkin Squash Sauer Kraut Spaghetti, with Cheese and Tomato Sauce Tomatoes Tomato Pulp Tomato Puree Boiled Onions Mince Meat Cut Red Beets Whole Red Beets Sliced Red Beets Diced Red Beets No. 2 Tins Daggett’s Famous Irish Stew SEND US YOUR ENQUIRIES MICHIGAN TRADESMAN 338,000. HORSEPOWER ms) lier is Yours Today-What is it? SHARE! — with over 16,000 Michigan partners, in this public service. INVEST A PART OF YOUR SURPLUS IN Consumers Power Preferred Shares 6.6% Tax FREE in Michigan (The Company pays the Taxes) A Safe, Profitable Investment. Ask our Employees or at any of our Offices. CONSUMERS POWER COMPA You are in a new era of Electric Service. Throughout the land you hear of “Superpower.” And what is it? It is a development of Electric Service that communities served by Consumers Power Company have been enjoying for several years—for this Company has pioneered in it and gives it to you in advance of many American cities. Small Local Plants Outgrown The original way of serving Electric Power and Light to a community was through a a local plant. These plants, splendid and powerful in their day, have gradually been <4 outgrown by the growth of the community and the rapid creation of thousands of uses for Electricity in industry, commerce and the home. This irresistible growth, together ~ with steadily mounting costs of fuel and labor, have made the operation of such local . plants expensive and inefficient. Even local plants of several thousand horsepower, © considered adequate even without the past few years, are fast becoming obsolete. And the intricate variation in the requirements for Power and Light throughout 2 the day does not make it practical to operate larger units for single communities. The Day of Large, Interconnected’ Power Plants Today is the day of large, highly efficient power plants at important points, afl interconnected to form a vast reservoir of power. The cities served are connected with | this system—thus every community is backed by the combined economy and eeliability. of the entire system. Be the community large or small—it draws upon and benefits. from these vast power resources. It gives you better service and helps overcome the © increasing costs which today spell the end of the local plant. This is Superpower—and it is yours now. You are served through a 1500-mile Superpower system—with the waterpower of the north and steampower of the large 1 plants. The local plants now act as reserves. Forty-first Anni 4 es a aie TWENTY-ONE MILLION DOLLARS is being invested now in building greatet ; resources to keep pace with your growing needs and assure you an ample, dependable “Consumers Power Service”. Forty-first Anniversary THE MAN WHO SMILES. He Accomplishes Twice As Much As the Grouch. The other day I had an engagement with the manager of a_ vaudeville house. We were to meet some other men over a business proposition, and my friend was having a shard time getting away. The engineer reported some trouble about the boilers. He got his directions and went away. The programs had to be given the official O. K. There was a boy waiting from the printing office. He was started on his way. A delegation of ladies wanted per- mission to do some begging in the lobby. ¢ They got it. One of the ushers had a grievance. He was listened to. All this time the manager was edg- ing toward the door of his office, but somebody buttonholed him at nearly every step. There is no exaggeration about this. It took exactly one-half hour to get from his desk to the door. Before one individual would get through with his tale of woe, another would be stand- ing ready to grab this chance. All this time the manager smiled. The newspapers of that city say that his powers of good humor are uncanny. He meets dozens and dozens of people every day. And he never fails to smile. “I don’t see how you do it,” I said to him as we finally got away from a long-winded gentleman who wanted to sell something or other. “I shouldn't think you'd feel like smiling.” “I don’t always,’ he admitted. “Sometimes I feel like I'd like to let out a prolonged howl. Sometimes I'd like to bark at people. And I used to do it, too, when the pressure got too heavy. But I'd always bark at the wrong man, or hurt somebody’s feel- ings unnecessarily, so I made up my mind that I’d get the smiling habit, and cultivate it, and see if I couldn’t make a sort of second nature of it.” He has succeeded. You can build character. Tn fact, you must build or tear down. And you can learn to smile. Twenty years ago there was a mer- chant who was one of the best fellows in the world, but who let little things worry him. If he was talking with one of these chaps who wants to tell you his life history, and a prominent customer came in, the merchant would be uneasy. He wouldn’t listen to the little fellow with sufficient interest, or show of interest, and perhaps he'd fail to please him. And when he got around to the big fellow he'd be so nervous that he might fail to make a good impression, and that would set him off into another fit of worry. This man was not a toady. Far from it. He was a self-respecting chap, a man who sincerely wanted to do the right thing. He had a good heart. But he had so many little worries that he could never learn to smile. His forehead had a perpetual pucker. And he had very few friend:. * MICHIGAN TRADESMAN 61 People didn’t dislike him, neither did many of them like him. I saw this merchant the other day, for the first time in years. There were no wrinkles in his forehead. He had a smile. He had taken on thirty pounds in weight. He said he was glad to see me, and I could tell that he was glad to see me. Evidently he saw a question in my eyes, for he spoke up immediately. “I was like an engine running with- out lubricating oil, shaking myself to pieces. I’d worry over this, and worry over that and worry over nothing. One day I had a row with a man. I snapped at the next man who ad- dressed me. He had come in to do me a big favor. And I snapped at him. Never again. I saw it was up to me to make a change.” “You look different.” “I am different. When you figure it out, what does your worry amount to? What were you worrying over this day last year? You cart remem- ber. What were you worrying over yesterday? You can’t remember. In substance it amounts to this—you were worrying over nothing.” “And now?” “The man who has to meet a lot of people every day might as well learn to lubricate the machinery with a smile. He can learn to smile. He can learn to like it. He can get so he really smiles all the way through, right down to the inner core of his ‘heart.” Many sages have said the same thing in different words. It is nothing new. The same thought has come down to us through the ages. Personaly, I can point to several fortunes founded mainly on good humor. “The world is a looking-glass.” So says Thackery. He summed it all up. Show it a smiling face and you'll see one in return. Show it a frown and you get the re- flection of a “frown. We might stand that, but it is the jolting process that hurts. You can’t run a machine without oil. A retired millionaire can do pretty much as he pleases, but the man who has to meet people every day will find it profitable to lubricate the engine with a smile. It saves a deal of wear and tear on the machine. Frank Stowell. —> A Business Man’s Ideal. To have endured early hardships with fortitude, and overcome difficul- ties by perserverance; to have founded or developed a large business, useful in itself, and given employment to many; to have achieved fortune, inde- pendence, position and influence; to have established a character above re- proach; to have accumulated esteem, the confidence and the friendship of his fellows; to have given largely of moneys to charity, and of time to citizenship; and to have gained all this of the world, without losing the soul by avarice, or by starving the heart into hardness—I say, he who has so lived has nobly lived, and the should find peace with honor when the shadows begin to lengthen and the evening of life draws on. David R. Forgan. ——_.-———— “Step on the gas” and step off the earth, Sherwood HallCo., LIMITED Grand-Rapids, Michigan Wholesale Automobile Accessories * Sixty Years Service and Satisfaction in Western Michigan 39 4» ~& C.W. Mills Paper Co. 204-206 Ellsworth Ave. 1 Block South and 1 Block West of Union Station GRAND RAPIDS MICHIGAN DISTRIBUTORS FOR Certainteed and S. P. C. Co.'s Roofing, Ohio Blue Tip Matches, Ohio Fabric Tires, Mansfield Cord Tires, Coleman Lamps, Magic Ice Cream Dishes, Burts Drinking Cups - Reach Sporting Goods. JOBBERS OF Wrapping Paper, Paper Containers, : Crepe Paper, Toilet Paper, Paper Napkins and Towels, Woodenware, Cordage, Clothes Lines, Brooms and Brushes, Printed Sales Books, Gloves and Mittens, Hosiery, Pipes, Purses, and many other specialties. FIFTY YEARS AGO. Pranks Played on Monroe Avenue, Grand Rapids. “Now boys, you have got to let me in on this. I am going to be a part- ner in this business” and, with a chuckle of anticipation, the tall, wiry old man added, “You can just bet, I'll be no silent partner.” When a man starts in to “reminisce” his friends accuse him of growing old, but even with that terrible threat this little, true story of old Grand Rapids which has come into my mind seems worth saving. It must have been “back in the seventies,” anyway it was as far back in the history of Grand Rapids as when it was the regular custom for storekeepers along Canal and up Monroe streets, the two main business streets of those days, to have a good share of their stock in trade displayed on empty dry goods boxes which were ranged close to the build- ings, on the sidewalks in front of the different stores. These boxes were often used as seats and resting places by passers by, or by some of the older residents of those days, who would spend a share of ther time in taking daily promenades along the not too crowded old plank sidewalks, often with wooden awnings built over these walks, clear out to where they joined with the sloping cobble stone gutters which ran along either side and was part of the regular street paving. That old paving was sure long wearing and noisy. And those old-time merchants . of forty and more yearas ago, who -were they? The writer will do his best to re- member the signs along one side of a couple of blocks down the South side of old Monroe, starting. with the old Luce block, where is Herpolsheimers to-day. At the corner of “Justice,” now the continuation of what was then as now, “Ottawa” and Monroe, was R. C. Luce’s general dry goods store; then came John Kendall & Son with millinery and dry goods; then the Nelson & Sons book store. The last member of the firm, George, died two or three years ago at his home, corner of Lyon and Bostwick. Then I think came another dry goods store, was it not John L. Wilkes? Then B. M. Stowe, hats and caps, then L. D. Put- nam’s drug store; then J. C. Wenham, hats, caps and furs; then John Rior- dan’s shoe store; then William Mc- Connell’s dry goods store, and in the corner where to-day is Woolworth’s ten cent store was William S. Gunn, hardware. Across Waterloo street, known to- day as Market avenue, comes first the Rathbun House, to-day Kresge’s ten cent store. Next, if I am right in my bearings, came Tyroler’s fancy goods store; silks, embroideries, etc., and next to it, Jacob Barth, dry goods and millinery. Then came Sears & Merchantst’ retail bakery and next was the Foster-Stevens hardware. Did not Bradford’s bakery fit in next? Then came Carlos Burchard, clothing store, just where Monroe turned at : nearly right angles to old “Grab Coro- ners.” Then follows (I think) Rob- erts’ dry goods store, with Crawford MICHIGAN TRADESMAN Brothers (Al. and Frank) in the old “Checkered Grocery Store’ which, one morning long ago, did not open for business on time for the reason that when the proprietors came in the early hours, they found the whole front of the store filled by one of the old time street cars of that day. The car was usually “parked” for the night up on Monroe, somewhere near Divi- sion, Some young blades, in the wee sma’ hours ‘had started it for a lark and, gaining speed as it progressed own the grade, the boys had evidently found it impossible to stop the car, had jumped from it, the car rushed down, jumped the tracks and banged head on into the front of the store. Next to the Checkered store came a store which I cannot well remember except as being used for the sale of goods at auction. This brings us to the corner of Pearl street, but let us retrace our steps until we reach the Carlos Bur- chard store and sit down for a mo- ment on one of the big dry goods boxes where are displayed articles of clothing and rolls of cloth. Will Hub- bard—or was it Ed. Donnely?—is in the doorway. Both were live wire clerks in the store and we are soon swapping general news with the one on duty at the door when suddenly we - are raised from our seat by the vicious jab of a pin or needle in that part of our anatomy which a moment before was in contact with one of the big boxes which Will (or Ed) had so kindly cleared for us and all of which preliminary sketch leads back to the point where the tall, old-time citizen first mentioned proposes a partnership in the pin and needle game. The two worthies, Ed. and Will, ex-. plain and exhibit to the now eager third partner the inside workings of the machine. It was simple, a piece of cord leading from back in the store, through a gimlet hole in the front— into the drygoods box where the end was attacahed to a little infernal de- vice so that when the cord was pulled from the store end, a needle was pro- pelled through the top of the box at just the spot where a passerby was likely to sit for a moment and gossip. The old man of the story, father of two of Grand Rapids’ foremost mer- chants of to-day, was enough of a joker to fully appreciate the possibili- ties of the layout and at once stated the part he would play in the newly established partnership. “You two boys will work the ma- chine, while I will furnish the vic- tims.” And for a week or more, or until the old man had “worked” his list of crony friends, he could be seen on bright afternoons ostensibly accom- panying some party down old Monroe until the fated spot was reached, when the victim was invited to, “let's stop a bit and sit here on friend Burchard’s box and talk it over” and the air over a certain part of Grab Corners would soon be rent by a mighty roar of laughter and every one in the block would know that another victim had tumbled to the wiles of that forty year old joker. John B. Barlow, RR ee More sunshine will mean more gasoline consumption. Forty-first Anniversg, BELDING BASKET CO. We especially call attention to BELDING, MICHIGAN Manufacturers of Baskets our Line of Baskets Fig. 30 Extra Quality Diamond Market Fig. 32 Common Drop Handle Diamond Markets We also make canvas cases for laundry, factory and shipping purposes. Also full line of Canvas Products..,, No matter what your needs may be we can suppl them. Send for illustrated catalogue and quotations by dozen or the carload. Gibson Running Full Capact Tyee Gibson Refrigerator Co., Greenville, Mich., year have been compelled to enlarge the 1,000,000 square feet of floor space, and employ 760 people. ename! department runs night and day and the output is seventy-five completed refrigerators per hour. Branch Sales offices and warehouse are located in every principal city in the United States and export The Gibson Co. manufactures a complete line of high erators and the folowing officials are in charge: John Lewis, Vice-President and General Manager; ™ J. President and Secretary; Cass T. Wright. Treasurer. The company was incorporated in 1908, and built their main plant which gave them 250,000 square feet of floor space. product has been in such demand that it has been necessary to increase their plant capacity to 1,000,006 square feet. High Grade Refrigerators Much in Demand This Year reports an exceptions Since their entry into the field of industry they: plant until they now have. The porcelain in their line. business is increasing steadily. grade refrig- F. S. Gibson, President; Gibson, Vice- Since then their ya et As a staple, the only difference between nails and Daredevle Lures is that there is money in Daredevles. ener DETROIT, MiC LOU J. EPPINGER 310-316 East Congress DETROIT, MICHIGAN Forty-first Anniversary URGENT PLEA FOR UNITY. Burning Words From President Chris- tensen, of Saginaw. Every Retail Grocer in the State, whether he is a member of the Mich- igan Retail Grocers and General Mer- chants Association or not, is benfited by this organization. Therefore it may seem to you, that, as long as someone does the work and pays the bill, all is well. Quite the contrary is trye, how- ever. Much latent power remains un- developed and many abuses prevail because of this mistaken idea and re- sultant indifference toward trade af- filiations on the part of grocers and business men in general. Expensive and destructive practices cost the trade more each year than five years dues would amount to. If all dealers would join hands in a concerted effort to correst existing evils and abuses, much benefit would accrue to all that cannot now be enjoyed by anyone. Secretary of Commerce Herbert Hoover has long been an outspoken supporter of trade associations of the right kind. Speaking before the Unit- ed States Chamber of Commerce dur- Charles G. Christensen. ing its recent convention at Cleveland, Mr. Hoover is quoted by the Nation’s Business, July issue, as follows: “The test of our whale economics and social system, is its capacity to cure its own abuses.” It ig true that if abuses are -to be cured as they arise, someone must do it. Quoting Mr. Hoover further: “The question we need consider is, whether these rules and regulations which must constitute the cure are to be developed solely by government, or whether they cannot in some large part be deyeloped out of voluntary action of commerce and industry it- self.” No competent and self respecting tradesman expects Government aid or subsidy, neither does he relish, how- ever, costly and detrimental rules and regulations benefiting no one, foisted upon him by politicians and demo- gogues. Furthermore, the greatest grief has come upon the food trade from the lack of mutual understanding and an almost entire absence of col- lective thinking and united action, in matters affecting the trade. MICHIGAN TRADESMAN Crying is the need for an awakening, action must come soon, if the high mortality rate among retailers of foods is to be checked. The problems of to-day are too great for the individual to handle alone. Trade papers cannot do it alone. Let us take our cue from what Mr. Hoover says; let us as it were by united action “at least in some large part cure the abuses existing in our own line of business.” The Michigan Retail Grocers and General Merchants Association can give you very material assistance in matters which are beyond the scope of the individual effort. It is our busi- ness to do this. It merely remains for you to delegate this work to us. With the aid of the Michign Trades- man we are trying to show the manu- facturer the fallacy of playing false to the regular wholesaler and retailer. We are co-operating more closely than ever with the jobber, because we real- ize that they and we retailers are in- terdependent. Both the manufacturer and the wholesale grocer are bound to show greater consideration for the retail merchant as Merchants Asso- ciation show greater strength. The latest activity of the Grocers and Meat Dealers Association has been to affiliate with the Michigan Millers Mutual Insurance Co,, which makes it possible for its members to enjoy a saving of 35 per cent. in its fire insur- ance premiums. This saving alone will pay your Association dues many times each year. The relations be- tween the Agricultural Department at Lansing and the Association are now of a most cordial nature. During the 1924 convention at the Pantlind Hotel, Grand Rapids, we had speakers from the pure food division both during business sessions as well as at the sumptuous banquet tendered the dele- gates on the first evening of the con- vention by the W. R. Roach Canning Co. Secretary Gezon, of our Association, was invited to speak at the standards of weights and measures division con- vention which convened at Port Huron July 9, 10 and 11. Since March, 1923, Paul Gezon, of Grand Rapds, for years himself a suc- cessful. grocer and familiar as it were with all the weal and woe of the mer- chant, has been the Secretary of our organization. Mr. Gezon has had the wholehearted support of the Board of Directors and has conducted the af- fairs of the Association in an eminent- ly satisfactory manner. We have never had a better oppor- tunity for launching an energetic cam- paign for membership, the time is op- portune, the setting is excellent, re- sults are sure if we carefully take ad- vantage of our favorable position. Why this apathy? Your own inter- ests are at stake. Safeguard them by joining an association which is study- ing your needs so that it may assist you in some large part at least, in solving your problems. Send your application for both As- sociation membership and Millers Mu- tual Insurance to Paul Gezon, Secre- tary, Grand Rapids. s Charles G. Christensen. Compare the Flavor of “SHEFFORD” Cream Cheese “SHEFFORD” Snappy Cheese and “SHEFFORD” Limburger Cheese with other brands, and you will understand why we are called a Quality House; and our prices are no higher than others. NOTE the varieties of loaf Cheese we manufacture: “SHEFFORD” 5-lb. Colored American “SHEFFORD” 5-lb. White American “SHEFFORD” 5-lb. Pimento “SHEFFORD” 5-lb. Caraway “SHEFFORD” 5-lb. Swiss “SHEFFORD” 5-lb. Brick “SHEFFORD” 5-lb. English Style Write us for particulars. Shefford Cheese Co., Inc. 124 West Kinzie Street, CHICAGO, ILL. Deliver A-l and Butternut Bread TO YOUR CUSTOMERS Its Quality will keep them friendly to your store Schulze Baking Co. GRAND RAPIDS MICHIGAN TRADESMAN Forty-first Anniver BUILDING CONTRACTORS GRAND RAPIDS, MICHIGAN 7 In every estimate—in every contract __there is incorporated in our dealings that mutual fairness to the owner, the worker and the builder that must obtain in all modern industrial rela- tionships. is For more than a quarter of a century we have left our im- print upon the building of Western Michigan. We have built the humblest of social and industrial shelters and we have erected the largest and most enduring structures. And it has been our experience, through the years, that those who build when there is a lull in the industrial tem- pest, build wisely and well. They are prepared for the steady growth, the natural development which is sure to follow. ¢ All signs point not to a boom but to a steady forward movement. The tremendous responsibilities, social and economic, which will fall upon the American people in the next few years, must include a consequent industrial expansion. This expansion will ‘require room, housing. It will require better factories, better’ schools, better churches, better institutional quarters. It will require better homes, better roads, bridges and terminal facilities. Inventory your own relation to this development and let us discuss with you your building needs, no matter how large or how small they may be. Owen-AMES-KIMBALL COMPANY # i 2 4 Fee Forty-first Anniversary IDEALS AND TRADITIONS. (Continued from page 58) pring under cultivation. Therefore, unless there is to be shipwreck of all the theories and experiences of the past agriculture will speedily come into itg own, and those who pursue it in- telligently and industriously will re- ceive ample reward for their labor. In looking toward the future it seems to. me that there has seldom, if ever, been a time when so large a responsi- bility rested upon the bankers of the country as at the present moment. Is it not high time now that the bankers themselves take the offensive with re- spect to their profession, meet their accusers and before the public demand the preservation and practice of those sound fundamental principles which are so absolutely essential to the wel- fare of the Nation. Ys it not time that we lay our cards om the table, submit our case to the approximately fifteen millions of de- positors who afe entrusting their sav- ings and financial all to our care, and demand that they give us a vote of confidence or drive us forever from the positions we occupy? Because, either we. are honest, entitled to the confi- dence that is reposed in us, and stand parity of the country, or we are guilty all that the politician and dema- use us of and unworthy of a * sid 2 va ‘and business men of country have Bittle right to com- Oe ae “prevalence of unsound pool theories, of radical political tendencies and. paralyzingly foolish. legislation, go long as they maintain the’ silent or defensive attitude which has characterized them in the past. Why. should the employes of large fmancial, commercial: or industrial in- stitutions continually vote for the things which the owners and managers 1 cannot believe ‘that employes would deliberately support proposals which would render bankrupt enterprises with which they get their daily sus- oe * if in simple plain English were advised of just what the - Just now in this state, as in the , We are complaining and de- claiming bitterly and vehemently he ‘burdens of taxation, and e we have little right to It is freely charged, and Ps with some justification, that the home owner and the is paying his unjust propor- tion o ‘aes Under present circum- stances this is inevitable and is likely to continue if we pursue the policy that has characterized us in the past. No one denies that the real and fixed Property,and the assets of the banker are the easy prey of the tax assessor. i I aan he mh Neither does any one deny that the’ intangible wealth of the state, which : Constitutes es hy far the greater amount MICHIGAN TRADESMAN of the property of our people, in a very large measure escapes taxation. And yet a few years ago we defeated a new constitution, under which it would have been possible to have levied an income tax and to have reached intangible property, which naw Pays no tax. The result has been ex- actly what the proponents of the new scheme said it would be, and tangible Property is paying the increased bur- den which it was certain it would pay. In our Federal Government it is certain that the majority of the mem- bers of House and Senate believe that the people of the country want tax measures that ostensibly propose to make the wealth of the country bear the burden of taxation, while at the Same time they perpetuate the shelter of tax exempt securities, which per- mits this same wealth, as reflected in large incomes, wholly to escape taxa- tion; to say nothing of the plain fact that high surtaxes prevent wealth from seeking productive enterprises, there- by curtailing the commercial and in- dustrial activity of the country, which again makes fewer jobs, produces less dollars, furnishes less markets for the products of labor and enterprise al- ready existing. I recognize we bankers are, or think we are, too busy to devote any time to politics, politicians or their eco- nomic fallacies. We might not be be- lieved and our efforts might mean greater failure if we tried, but I doubt if we could make a better investment of our time than to devote part of it to “fighting the devil with fire,” and at least telling the people the truth, whether they accepted it or not. There was a time when we could look to the press of the country to convey sound business and political doctrines. Un- fortunately, that doesn’t seem to be generally true now. A few days ago I heard’a gentle- man, supposedly well versed in poli- tics, say that if the charter of the Fed- eral reserve system were up for re- newal or extension at the present time he doubted very much if congress would prolong the life of the system, and certainly if it did would only do so after such amendments and modi- fications as would destroy the basic principles underlying the present structure. We know that the science of bank- ing is not an accident, that it rests upon principles as fundamental as the laws of the universe, that long, techni- cal and practical experience is ab- solutely essential to the safe manage- ment of any financial institution, and yet what is the result of the political assaults that have been made upon this, the greatest piece of financial ma- chinery n this country. With a gen- uine high regard for the present mem- bership of the Federal Reserve board, with the utmost confidence in their in- tegrity and sincerity of purpose, it is no reflection to say that not an ap- pointive member of the present board is a thorough, technical or practical banker, wiith a long background of practical experience in the everyday management of large financial insti- tutions. And stili the politicians are not satisfied and the people from time to time are electing to office men whose chief claim to their support is that they will see to it that every bank- er is driven from the Federal Reserve board and that the board shall be constituted in a majority or whole of those coming from the particular bloc the politician alleges he represents, I am neither disturbed nor dis- mayed. I think we have gone through similar periods before. Succeeding generations will undoubtedly encounter such experiences again. Human na- ture has ever been of about the same perversity that it is now, and likewse always continue so. Evolution works its slow and tedious progress upward through seasons of turmoil and tran- quility. My faith is strong in the common sense and sound judgment of the American people, and my con- fidence is unshaken that despite what- ever ills may temporarily beset us, we will in the end go forward with a firm grip on the ideals and _ traditions which have made possible the progress of the past. M. A. Taylor. ———+ + Not Necessary. “Say Florence, why don’t you get married,” asked ‘Mollie. “Oh, there-is no need, I have three pets at home that answer the same purpose as a husband. I have a dog that growls every morning, a parrot which swears all afternoon, and a cat which comes home late at night.” J. T. RIDLEY Greenville, Mich. Always in the market for Eggs from | case to car load. 65 When Better Refrigerators are built Ranney will build them. BRANCH. OFFICES NBW YORK — CHICAGO PHILADELHIA — BALTIMORE SPRINGFIELD, MASS.—DETROIT LOS ANGELES — ST. LOUIS MAIN OFFICE AND FACTORIES GREENVILLE, MICHIGAN, U.S.A. : RANNEY | Refrigerator Company Refrigerator Manufacturers One-Half Century Crescent Flour has given perfect satisfaction For Bread and Pastry VOIGT MILLING CO. 6 = WASTE. eee PROPERTY Real Purpose For Which Fire Insur- ance Is Intended. Why this continued increase of fire losses? They are becoming a very serious tax on our prosperity. Is this fire waste to grow until our entire prosperity is consumed? There is a cause or reason for this continued gain, as well as for every other exist- ing fact. Unleds this cause is removed the increase will continue. Much publicity is being given to this serious subject. The alarm is be- ing constantly sounded. But we fear that much of this is like the thief who strenuously raised the alarm of, “Thief!” then had. himself appointed detective. We are told that the reme- dy lies in more fire-proof construction, more automatic sprinklers, more auto- matic fire alarms, more high-pressure water systems and more motorized fire departments. The importance of these cannot be over-emphasized, but “to depend on them as a remedy is like relying upon drugs to eliminate ty- phoid fever from a city which uses contaminated water. The cause must be removed before relief can be ob- tained. This is no more true of a typhoid afflicted city than it is of this “increasing fire waste malady. Every property owner is continually importuned to protect himself against ‘this fire-malady by keeping fully in- sured, thus making the insurance com- pany bear the entire responsibility and loss. Insurance is only an opiate to -gelieve the immediate shock of. the loss, but the loss is no less real. In- surance can only advance the money, ‘to be returned over a period of years through insurance premiums. Not only mist the loss itself be returned to the companies in this manner, but the assured must also pay an interest and expense Charge. During the last sixty years, insurance companies have not only levied for all the losses policy- holders have collected from them, but 82 per cent. in addition, to cover ex- pense charges: Rates are, and always will be, made to thus protect the com- panies in this. The application of all the above remedies ‘has been increasing at a rapid rate, but the moet ardent ad- vocate of any one or all of them will be forced to admit that the burning ratios are higher than they were be- fore the public applied any one of these aids. We should continue to in- crease the use of these safeguards, but the best that any of them can do‘is to check the spread of a fire already started. We must do more than ap- ply them. They would not be needed - were the cause of fires removed... Why are there so many more fires now than formerly? agree that nearly every fire represents someone's carelessness and neglect. The reason, therefore, is not physical but psychological. The laws of com- bustion are unchanged, but surely the minds of the people have changed. There is a cause for this mental change also for this increase of personal care- lessness and neglect. It is a well- recognized psychological fact that one who must personally pay the full penalty for his own carelessness is go- - ance. All authorities - MICHIGAN TRADESMAN ing to be more careful than one who feels that his own carelessness can cost him nothing. Too often we hear the expression, “the loss was fully covered by insurance,” conveying the impression that it was of no particu- lar consequence except to the insur- ance companies. Too often there is the expressed thought, and more often the unexpressed thought, “I am fully insured—why worry?” Here you have the real cause of this ever-increasing fire waste. It is, after all, but the natural result of bad in- surance methods. Any insurance meth- od is faulty which removes all incen- tive to care on the part of the assured. He is necessarily the custodian of the property and responsible for its care. If a loss occurs, nine times out of ten it will be due to his carelessness or neglect. For this he should pay some penalty by being required to bear some portion of the loss himself. If every property owner was compelled to bear from 15 to 20 per cent. of his own loss, fire waste would-be reduced tremendously. As insurance men we have a serious responsibility to perform. Our ser- vice is a professional service. We must do everything possible to raise the standard of this service and not be tempted to follow bad practices and thus take the course of least resist- Unfortunately, the business is too largely in the hands of those in- terested only in the size of the insur- anace premium. Were this not the case, many bad practices would be eliminated, including full coverage or so-called modified full coverage auto- mobile insurance. Such insurance is against public policy, against the in- terest of every careful premium payer. In fact, it is against the interest of . every man who does not profit on the amount of the insurance premium or who does not have a good many more accidents than the average driver. The public should learn that the real purpose of insurance is that of a shock absorber, to relieve the assurred from the financial effect of a serious loss. To any man who should own an automobile, there is no real shock to a loss under, $25, or even $50. Insurance to cover such small amounts becomes simply a gamble on the part of the assured as to whether he can have losses enough to more than equal the additional premium paid to cover these small losses. Unless he is a more careless driver than the average, the chances are about three tot one that he will lose, for the cost to the insurance company of handling these smal] claims makes the cost to the companies, about three times the amount of the loss. Such insurance, if it must be called insurance, fulfills no need. It might more properly be called a gamble or lottery. This and all other forms of insurance which relieve the assured of the entire penalty for his own care- lessness is surely against public policy, and every conservative property owner should use his influence against it. So-called modified full coverage in- surance is even worse, in that the company agrees to pay the entire amount of the damage only in case it equals a given amount. Under such —_ a policy it is manifestly for the in- terest of the assured to make the dam- age equal that amount, otherwise be can collect nothing from the insur- ance company. Under this form of insurance, Many damages are increas- ed by two or three-fold in order to recover in full. The cost of all such unnecessary losses, together with the expense of the insurance conrpany must fall upon the careful, conserva- tive premium payer, while the needless waste affects the public at large. As professional insurance men, we must bend our best energies to rescue the important service of insurance from such a gambling lottery. It should be our mission to educate our clients to the real importance of in- surance and the real purpose for which it is intended. The better and more desirable property owners can be interested in: co-operating with us along sane insurance lines such as tend to decrease, rather than increase, property waste. - Weakness of Volunteer Fire Depart- ment System. While not deprecating the volunteer system, the writer was a volunteer from 1893 to 1902, it is generally recog- nized that in a town or City of over 10,000 population a small number of well-trained men constantly employed and being accustomed to act together as well as relying on their individual skill, after training, are better able to handle ordinary fires than a large num- ber of volunteers, although when the big threatening blazes comes, it may be necessary to have a larger number of men to handle the hose-lines which are necessary. As the members of a volunteer fire department are no different in nature and disposition from the members of a paid organization, it goes without question that more attention will be paid to fire-fighting and fire-preven- tion by those whose livelihood comes from it. Also as the head of a volunteer force, who is usually elected by ballot and may or may not be competent to fill the position, is dependent upon the good-will and moral support of the members before any degree of effi- ciency can be attained. The term efficiency is taken here to mean, being familiar with all the apparatus, ladders, hose and other appliances which may have to be used, in addition to knowing in which manner to. ex- tinguish fires with the least possible loss of life and property. Another factor against the volunteer system is the response to an alarm, as the members may be scattered any- where in the neighborhood of a ‘half to a mile radius of the station, con- sequently it is nearly impossible to pick up 50 per cent. of them in the run to the fire. If the fire is of large proportions, then the balance who re- spond are generally of no use for sev- eral minutes in consequence of their exertions to get to the scene, and should there be several companies working it will take some time to lo- cate their particular company. Incidents have been known to occur in: a volunteer force, when members of a company did not respond on their piece of apparatus, although they wi present when the alarm sounded, ing to severe stormy weather. Num ous instances can be cited where me bers went to the station to change their clothing before responding to ae alarm. Again, dependence cannot be made upon the regularity of the attend: ance of the members, or of the beg: among them responding to a call. -& ag Likewise, when there are severg. volunteer companies in a town, theng is nearly always a rivalry that create. distrust and jealousy of each other, which deducts from the efficiency gf the force. Volunteer companies aft: often too large to be easily disciplingg: or directed at a fire. Instances havg occurred when rival companies fougif: while the building burned. "ee Then take the business area of® city, the response to an alarm shoul: be made promptly with all apparatyg! covering that particular section ful manned, which is impossible witha volunteer department, as a few minuig delay might mean the difference of % loss of a few dollars up to $100,000% Naas Me care a % ates 3 more. a Now, as to the economic value to the town or city of over 10,000 populatia The Fire Insurance Underwriter practically penalize a town or cig which relies on a volunteer fire dep ment, from 40 to 50 per cent. addi to the rate, which they would be titled to, if the fire department hab} been full-paid. Instances can be cited) that within the boundaries of a pa fire department the rate on residence 80 cents per 100, and across the st oi or in the next block where a voluntey force is ip charge, the rate is from $1.40 to $1.50. e To summarize—The volunteer fig department is not desirable in a tow™ or city of over 10,000 population, & reason of the following objections; 1. Lack of promptness in responge to alarms. a 2. Generally undermanned at sponse. s 3. Inefficient, by reason of lack 6 drill and discipline. 4, Non-effective in work. 5. In view of the preceding obj tions, the penalty imposed by fire surance underwriters is an econotiil loss to the community. a a es ty fire-preventiag B. V. W. Stewarts ——_—_.2->———_ ad Fire Prevention Efforts Making He F way. a After directing attention to the tag that the American fire loss for 199% as estimated by the Actuarial Bureatj exceeded by eight million dollars til half billion mark, the Committee 0 Statistics and Origin of Fires in its te Port goes on to say that “burn ble: values have materially increased af it may be that we can draw some couragement from the fact that appat ently the proportion of fire losses @ burnable values has in the past ele years shown a decrease. In othe words, fire prevention efforts are nal ing some headway.” a ———_+--2 _ It is all right for the customer to§ ina hurry. You have nothing tod with that, but it is not all right for. to hurry a customer and you Gai afford to do it, It Was Not Gasoline. Thompson, who had run out of on the outskirts of a country te . saw a boy coming along the road @& rying a big tin car. “Say, boy!" yelled: “I hope that’s gasoline th have in that can.” “Well, I hope it ain’t” returned boy. “It would taste like the on ma’s pancakes.” — Forty-first Anniversary MICHIGAN TRADESMAN Michigan Hardware Company GRAND RAPIDS E ARE now in our twelfth year in the Wholesale Hard- ware business. The biggest and most successful we have ever enjoyed. This has been accomplished by being loyal to our customers and maintaining an exclusively wholesale policy and protectin | the retail hardware dealer, whose business we have mel and whom we shall continue to protect. We have added many new lines which will enable us to serve our customers in the future better than ever. We have not curtailed our buying. We have been conserva- tive, but not to such an extent as to interfere in anyway with our serving our customers in an acceptable manner. Our stock is in sells shape, which enables us to fill orders complete. We want to thank particularly every Retail Dealer who took part in building up this business as it stand to-day. MICHIGAN HARDWARE COMPANY “"his*¥= 70 FUNDAMENTAL FALLACIES. Large Turnover Fatal Without Proper Profit. ' Do large volume and quick turnover guarantee profits? Can they not équally guarantee bankruptcy? Does it not rest with the sufficiency of the markup? The old story of the shop- keeper who said he cauld afford to sell goods at cost because he sold so many of them, is far too typical of our pres- ent plan of thinking. Some may point to the idea that the increased volume, even if obtained at a loss, helps re- duce the percentage of operating cost Over the year and thus make possible a larger margin of profit at the end of the fiscal period. Facts would not seem to bear this out, for according to Harvard, stores with a smaller vol- e operate at a lower expense ratio than do their bigger brothers. Is this idvantage offset, as is so often claimed, by the larger purchasing power of the larger stores? Perhaps, but only per- haps. For, in spite of all the adver- tising to the contrary, few of the larg- ¢r stores lead in the volume of any Ghe commodity. Time afier time, you will firid the greatest purchasing power atticle for article, in a smaller but qually up to date shop, that special- tes in its distribution. So that even his showing-for-the-year justification for sales at a minimum or minus mar-. gin of profit falls down. {Is it not fairer to agree that quick turnover, starvation markup,. special purchase sales, very heavily increase T costs? Not only directly in the necessary additional -expense of a MICHIGAN TRADESMAN delivery, service and supply, but in- directly by. seriously increasing the loss from theft, the cost represented by the return of merchandise and the further reduction that must be taken on articles that not even the scream- ingest and most paternalistic sale has moved. Such costs are not accounted for immediately. Our present meth- ods of fiscal control are not flexible enough to make an accurate balance sheet for the feature event, or anni- versary sale by itself, but the con- trollers know to what a tremendous extent these factors of waste and loss creep in during the balance of the season and what a marked effect they have upon the total showing. Moreover there are the intangible, but tremendous increases of cost due to the disruption of the organization itself. The presence of hundreds of new employes hastily selected, sketch- ily trained and doomed to be speedily fired cannot fail to break down the efficiency and morale of the personnel. Particularly is this so when that effi- ciency and that morale are already worn down by the over-exacting de- mands of hectic periods of volume stimulation. To expect the mainten- ance of normal standards of service from the harrassed executives, buyers and clerks at such times and under such conditions is again to offend against the basic principles of common sense. Another favorite justification for general sales is that they tend to level the peaks and valleys: of business. Here is a claim that would well war- rant serious research on the part of every national and local association. Without the evidence, it is impossible to pass judgment. But it is necessary to make a new differentiation at this point. Events such as the “January White Sale,” the February Furniture Sale,” have become established chan- nels of distribution, recognized ap- parently as sound economically by everyone from the manufacturers to the consumers. Perhaps these are the “clearance sales” of whole industries and as such inevitable. Careful study should be made of this whole tradi- tional process—certainly it would seem the purpose of scientific produc- tion and scientific distribution to min- imize the necessity for them. We are dealing here, however, with more sporadic “sales,” held at times of the year when demand is normal and when, if ever, legitimate rather than sacrifice prices could be secured, Summer wearing apparel in May—new furs in July—new straw ‘hats in June! All ideas of seasons have been knock- ed galley-west by the new methods of super-stimulation. Attempts are made to justify these exotically, rhapsodical- ly and ridiculously advertised adven- tures in circus salesmanship on the grounds that they regularize business. Take the other side of this picture. | For the most part the advertisements of these sales proclaim that the manu- facturers are co-operating with the re- tailer in offering their very best lines at far less than the regular price to help in the general good fellowship of the event. I, for one, do not believe this and my disbelief is confirmed by the buyers who tell me not only. of Forty-first Annive the clean up bankrupt stocks, odds" and ends, first class garments copied { by second class factories but also of | the many cute ways the manufacturer | can shave down the quality of the ar. | ticle and hence the price thereof. The | confirmation of the. buyers, like a chart, is but Q. E. D. on an idea that | sounds axiomatic to common sense. Granting lower prices for wholesale quantities is the usual business meth od and is nothing for the retailer to scream about in the papers. But the - idea that manufacturers stand ready to make further price cuts to a store be | cause a founder unlocked the door | eighty years ago or because the press. ent proprietor chooses to move hs” birthday to a more convenient time. for competition—that idea just doesn't § register. “a The most serious charge brought against “sales” is that they destroy’ public confidence. Every statement’ that has been made here—if true— makes this an inevitable corollary. It” is but necessary to indicate the ad” ditional factors of exaggerated or mig: | leading advertising that such pressure 4 merchandising depends upon. This” transcends any question of honesty of | copy. It is without the scope of any J advertising law and beyond the reach; of any Better Business Bureau. Dis! honesty does not exist in the at. nouncements of our reputable stores, j Truth, however, is always plain ant? simple. These attributes can hardly be.’ accredited to the advertising employ” ed at sale time even by the most re” putable. Even if it is true in fact, #7 allows—even invites the public to draw EDSON, MOORE & COMPANY WHOLESALE DRY GOODS DETROIT e FOR FIFTY-TWO YEARS DISTRIBUTORS OF STANDARD LINES OF DEPENDABLE MERCHANDISE CORRECT PRICES ALWAYS & SRNR ETE en GRAND RAPIDS OFFICE, 212 LINDQUIST BLDG. MILO W. WHIMS LOUIS J. PYLMAN Forty-first Anniversary conclusions that may be very far from the truth, When the people are fed to expect more than their common sense tells them is reasonable, they become disappointed, resentful and suspicious. Why shouldn’t they? Don’t you? Aren't you people? The real fault lies in the fallacious concepts of “the public” held by the merchant and considered by him as the justification for sales. Let us general- ize for a minute. Take the concept “the people like to be fooled.” Up to a certain point that is surely true of us human beings, including you and me, remember, as well as the public. Barnum made millions on this theory and the people loved him the more for his humbugging. But that was in the, realm of amusement. Fake promoters often reap as great a harvest of money though not of applause, from trading on our desire to get fabulously rich without effort. Fake medicine men often get us by pandering to our de- sire to get enormous strength or eternal blessedness without deserving it. In the field of amusement we love to be fooled. In the field of quick surcease from our present ills and worries we welcome the illusionment that this time we may not be fooled. But in the field of securing the homely necessities of life and those precious luxuries of dress and fittings we strain our purses for, in an effort to escape the mediocrity of living, we hate to be fooled and despise the fooler. We all do—even when he has made millions thereby. We may kow- tow to his wealth—we are weak be- fore money—but we despse him never- theless. “Don’t we? If the answer be no, then let us at least be honest about it. For the other horn of this dilemma is this. If the people will patronize the mer- chant who fools them, then the suc- cessful merchantts will be those who fool them most. Every trick, every deception, every juggling of facts and figures will but add to his income and his reputation. Except the final act of .self-deception. Conceivably such successful merchants would brush away as childish hypocracies, all pre- tensions of “one price,” “legitimate profits,” “honest advertising” and “sound economic service.” Unless, alas, they found that these also fooled the public and, therefore, paid. True it is that human beings are easily led—aright or astray. For the sharper this presents an opportunity. Upon the merchant it imposes a re- sponsibility. Another fundamental fallacy is that everyone wants something for nothing. That is true but there are two im- portant corollaries that the merchant who over-emphasizes the bargain ap- peal too often forgets. Everyone wants something for nothing. But no @me expects to get it. And each of WS grows immediately suspicious of anyone who offers it to us. This phil- osophy is as essential a concept of our Common sense as is that of time or Space to our reason. « “Sales” endanger the confidence of the public in the integrity of retailing they are in large measure based upon these fundamental fallacies i because, in their announcements MICHIGAN TRADESMAN 7 and implications they run counter to the dictates of common sense. Richard M. Neustadt. ——- o-oo Better Knowledge of Goods Needed. The need of education in retail sell- ing to elevate the plane of merchan- dising was emphasized by Alvin E. Dood, manager of the Department of Domestic Distribution of the Cham- ber of Commerce of the United States, in an address before the National Edu- cation Association. Mr. Dodd cited the example of the canners and food manufacturers who conducted a series of lectures for the instruction of salesmen in the retail groceries of a large city. This course, he said, was organized and conducted by the local retail grocers’ association and was of particular interest because the demand for it originated not with the manufacturers who were trying to sell but with the distributors of com- modities for which there was a ready demand. “There is no reason for supposing,” said Mr. Dodd, “that sales people are ignorant wilfully and, if this is true, it should be true also that they would welcome information about the article with which they live at least one-half of their waking hours and on which their livelihood depends. Certainly a knowledge of their merchandise could not detract from their ability to sell but on the contrary should increase it. “We are justified, at least, in be- fieving that any plan which raises the standard of knowledge will result at the same time in raising the whole plane of retail merchandising.” —>2- Order. It is astonishing how all of us are generally cumbered up with the thou- sand and one hinderances and duties which are not such, but which never- theless wind us about with their spider threads and fetter the movements of our wings. It is the lack of order that makes us slaves; the confusion of to-day discounts the freedom of to-morrow. Confusion is the enemy of all com- fort, and confusion is born of procras- tination. To know how to be ready we must be able to finish. Nothing is done but what is finished. The things which we leave dragging behind us will start up again later on before us and harass our path. Let each day take thought for what concerns it. liquidate its own affairs and respect the day which is to follow, and then we shall always be ready. ——_---.——— Six Salesmen To Avoid. The man who tells you how stock- holders in similar concerns became rich over night. The man who wants your help in “keeping the contract away from Wall Street.” The man who talks about the “transferability” of the stock. The man who says that the stock will later be “listed on the exchange.” The man who wants you to buy because “the price is surely going up. The man whose chief selling points are letters of recommendation from “leading citizens.” BrownG SehlerCo. Is a House of Quality and Service on Automotive Supplies Garage Equipment Tire and. Tubes e Mail orders solicited and treated ‘as personal calls & Watch your mail for our Red Ball merchandizer. & Wholesale only Grand Rapids, Mich. MICHIGAN TRADESMAN 72 SHE WAS A BEAUTY. Reason Why the Traveler Gave Up an Extra Dollar. Managers of hotels are dispensing with the ancient register used for recording the presence of guests. Loose sheets and card systems are used instead. No longer do the hotel loafers assemble in crowds in front of the counter to read in turn page after page of the names recorded and hinder the clerks in the performance of their duties. Room clerks who supply the cards are enabled to register arrivals in much less time than formerly. Any number of cards may be given to guests ar- riving in groups to be filled in at the counter or in the reading room. It has been suggested that duplicates be furnished guests, upon which the price to be paid for rooms or service to be rendered should be written. Such Cards would eliminate arguments be- tween guest and cashier as to the sum to be paid when the guest “checks Gut.” Arthur S. White. A traveling salesman, who later gonceived the duplicate registration plan, arrived at a local hotel recently and was given a card to fill. He asked for rates and selected a room for which he agreed to pay $3 per day. At the end of the second period, he presented himself before the beautifully gowned, onde lady, with marcelled hair, a bunch of smiles and dimples that chas- ed themselves joyfully over a perfect- ly rounded face and a voice so soft and warm that,it would melt an ice- berg. Placing six paper dollars be- fore the vision of sweetness and light, the imperious beauty remarked, “the charge is $7." “But I selected a $3 room,” the traveler rejoined. “The charge is $7," the replica of the Venus de Milo admonished. “But I do not intend to pay more than $6,” the audacious traveler re- plied. ' “The charge is $7,” she of the silvery voice uttered, and calmly. adjusted a sparkler, large as a hickory nut, on her perfectly manicured engagement “But,” the salesman stammered. ‘Association has a large future. “The charge is $7,” still formed the basis of the lady's argument. The salesman, in explaining later why he added a cartwheel to the or- iginal $6, explained: “She was such a beautiful lady, so sure of herself, so charming even in the utterance of her imperious demand for more coin, that I—well, you know, I could not refuse longer. Say, let me tell you, she is such a beautful lady. You know the most wonderful at- tractions to be found in the hotel offices are the lady cashiers. Remem- ber old French Cardinal Richelieu? When surrounded and pestered by a group of beautiful young women, what did he say? Just this: “Tis well I am old. -I am of the class of the Cardinal —Tis well I am old.” And she is such a—.” To subserve my Saisces 4 so far as it may be possible hereafter I shall insist that the charge for rooms be entered upon the cards I, may be asked to sign, and a duplicate given to me. Armed with such a proof of my sagacity I may be able to disprove the utterances of beautiful cashiers when $7 is demanded instead of six. But, remember, she is a gorgeous, lovable, beautiful. lady. Arthur S. White. ——--- Beat Your Delivery Problem With Organization. I believe that the Retail Delivery My belief is based on the fact that there is a fundamental reason for its exist- ence, This organization provides the only medium for an interchange of ideas relating to retail delivery prob- lems. The same reasons which caused its formation exist for its continuance. The delivery problem of department stores is one of the most important questions that confront them. It is useless in this day to discuss the neces- sity of delivery service as a feature of retail store operation. We know that a store that sells merchandise which cannot be carried away by the pur- chaser must provide some method of getting that merchandise to its ulti- mate destination. The progressive merchant of to- day will tell you that many things are being passed into the discard—-old notions, old prejudices, old methods, old materials. We are on the thres- hold of new, bigger and better accom- plishments. Efficiency, despite the odium that may have been attached to it through association and misap- plication, is destined to be the watch- word of business. It will be the test of mental processes as of physical processes, but it will be real efficiency —the kind that comes from careful investigation, precise knowledge, intel- ligent planning, and painstaking exe- cution. In such an age ignorance and all other forms of waste cannot en- dure except at awful cost. The object of the Retail Delivery Association jis to improve delivery metheds and conditions, internal and external, covering all phases of oper- ation, from the time of sale to delivery to customers. The man who stays in his own shop, tackles his own problems and depends upon himself entirely cannot get the enthusiasm worked into his business that another man who talks over all his problems with other men is able to get. The conference held by this Association each year is a meeting of the latter class of men: an opportunity to exchange ideas of value to every one and where problems can be ap- proached in a new spirit. No better idea of what an Associa- tion really means to the department stores can be gained than by reading the minutes of the previous meetings held by the organization. In the broad spirit of modern business progress these men have given freely of their knowledge and experience at the past conferences held by this Association. Turning now to the future of this Association, it may be said that, in view of the comparatively short per- iod of its existence, our problems lie entirely in the future. Without doubt, this Association constitutes a very im- portant and tangible source of strength to the retail store and its delivery- problems and it should be faithfuly supported—its activities fostered by all who wish to secure the best con- ditions possible in the delivery field. With its growth well established, this Association is a model of what may be achieved by the hearty co- operation of the department stores of the country—in fact all retail stores which are interested in the problems of delivering merchandise. We must not overlook the meetings held once each year, at which papers are read by men who are experts in some phase of transportation. Such papers are generally followed by open discussions which enables the individ- ual to solve his own problems by help of expert advice. Helpfulness is the slogan, the actu- ating purpose of the organization—to open a little wider the door of a nar- row life—past. To make this Asso- ciation a greater power for good we need the moral support of every one who believes in its mission, its pur- pose. This Association will pay big dividends and the benefits which you will get from dues paid into the Retail Delivery Association would cost you manyfold if obtained singly and alone. In individual effort there is weakness. In organization there is strength. Therefore, let us bring the organiza- tion of the Retail Delvery Association up to the point of growth this industry demands. J. A. Hanley. —_.~2 Essential Factors in Retail Grocery Success. The report of the Joint Commission of Agricultural Enquiry says: ‘The great number of people who engage in retailing foods find it casy to open a store with small capital and little or no experience. Thig is particularly true in retail groceries, as is evidenced by the fact that there is a retail gro- cer to serve every seventy-two fam- ilies. There are a million and a half retailers in the United States. One hundred thousand make money, four hundred thousand have a narrow liv- ing margin and one million mark time.” Offhand critics are fond of knock- ing the retai) grocer as a man of limited foresight and ability. I do nge agree with this view. But even if: were true it would be far better to help him than to knock him. More. over, if he really is a light weight. then so much the worse for the whole. salers whose success or failure lies jp: the hands of the retailer. If I amy successful grocer to- -day I owe it the grocers’ association, trade papery and wholesale salesmen. 4 Windows are the best asset a reta. grocer has. One of our windows mote than pays the rent of our large st Do you know that there are 800, display windows in the retailers’ stole of the United States and only a small. percentage that are working part. time and some of this for the nt facturer? Es One small store in Fargo sold ly 300 cases of canned goods du * Canned Food Week by using his win] dows and sixty cases of oranges i another week. We use six distinctige! windows in our store and we do fg: let them get stale—they work for a every day. Urge the grocers to adveté | tise through their windows. ft 4 Some few years ago only 8 per cen of the bread eaten in the United State: was bakers’ bread. In ‘his year a: 1924 70 per cent. of the bread Cote” sumed in this country is bakers’ bread, | Bakers all over the Continent hayg: become very enthusiastic over thes. results, because it points to better days. We all realize that too many a prescribing remedies who have nevé served an apprenticeship. Progres sive grocers realize the importance @ * sanitary methods and recognize the emphatic demand of the public protection against unclean food. Anil this demand carries with it the parér mount need of efficient, wholesome and courteous saes people in all des. partments. on , I believe in and endorse established. channels of distribution: from pra. ducer or manufacturer to wholesales, | and from wholesaler to retailer. ‘H:' has endured the test of time, and will continue to perform the functions te distribution more economically thai: aany so-called more direct method. The Pacific Coast jobbers have’ joined with the retail grocers in a fight | against twenty-five Nationally know food products for overstepping theif. vocation, and going out and selling 10 the retailers direct, because they boll: 4 believed that it brought about unit competition in the discrimination Prices. Competition may comets have been the life of trade, but mo’ times it was death to the trader, Now! it is different. E. S. Berthiaume ~ Good Intentions During a coal shortage a manufec- turer received a cargo of coal which: Proved to be mainly stone and slate» The manufacturer wrote the shipper | protesting wrathfully. The shipper. replied stating how much the incident. § Was regretted but their intentions been of the best. The manufacturer answered ter “Hell is paved wth good intention& would be a much more comfe rt Place if 1 could pave it with called coal." ~_ wo Forty-first Anniversary MICHIGAN TRADESMAN a A; D. BAKER, Secretary-Treasurer, LANSING, MICHIGAN The MILL MUTUALS gency Strensth | Economy Representing the Michigan Millers Mutual Fire Insurance Company and Associated Companies COMBINED ASSETS OF GROUP $30,215,678.02 COMBINED SURPLUS OF GROUP 12,306,262.36 ) 1G Bo ; ; 20% to 40% Savings Made in 1923 FIRE INSURANCE-—ALL BRANCHES TORNADO AUTOMOBILE | PLATE GLASS 74 YOU CAN BUY GOOD WILL, But You Must Keep Up-to-date To Maintain It. ‘The good will of a business has been defined by the English jurist, Lord Eldon, to be “nothing more than the probability that the old customers will resort to the old place.” It is a hope, or expectation, reasonable and strong, based upon a state of things that has been fostered and built up through a long period and sometimes been pro- moted by large expenditures of money. The chances are that it is worth all the money and work it has cost, and often a great deal more, yet you can’t put your hands on it. It 1s. nothing niore than a hope founded upon prob- able happenings. © In partnership it is considered in connection with the name of the busi- néss, and is regarded as valuable, as it ig.a partnership asset. It may be sold or transferred. Upon dissolution it: must be sold, if required by a partner for the benefit of the partners. Upon dissolution by the death of a partner it does not go to the survivor alone, but is a partnership asset of value for which he thust account if he is: benefited by it. ‘Since good will increases in value with age, every merchant should build it wisely and protect it carefully. Be- sides being an asset of value, it is an investment with a steady increase in dividends both material and personal. If: you ever want to sell your business the better you've conducted it, the more it will bring. There are many ways and many dif- MICHIGAN TRADESMAN ferent methods of building good will. Original ideas can be added to the standard accepted rules of doing busi- ness. Anything which tends to better satisfy the customer and cause him to resort to the old place strengthens good will. Just a little steady increase of customers, and the gumption to hold them, grows a big business from a little one, like a rolling snow ball gathers snow, getting larger all the while. Unless the old place keeps up-to- date, is willing to change old methods for new, when these have been proven, the probability that the old customers will resort to the old place melts away. Maintaining good will means having the desire and the equipment for ren- dering service. A ‘freezer display counter in a store or market identifies the owner as progressive, and leaves no doubt of his desire to protect his trade with the absolutely clean and sanitary handling of all perishable products. He thus maintains the good will of his regular patrons and steadily gains new additions, Personal optimism is a strong fac- tor in the building of good will. While optimism has a great deal to do with the condition of your business, its effect on you is really what counts. We can’t “exactly see optimism, but we can feel it. It is a state of mind. Someone said: “An optimist is a bar- tender who is still paying dues to the union.” Even so, this shows that he has faith and is not without expecta- tions founded on a strong hope. The same The same reasoning will apply to you and your business. The business optimist makes business good because he goes after it. While the optimist is making improvements, and enlarging, because he expects more business, the business pessimist stands ready to draw in his oars, and cease effort on the slightest provocation. He lacks faith in good will. “As a man thinketh in his heart so is he.” Thinking that there is no busi- ness results in none. There never will be any for those who think that way. They are never surprised by any other kind of business than that which they expect. A certain amount of effort always produces a corresponding amount of business. This is not always apparent, but is a generally accepted business truth despite the gamble without which business would lose some of its attraction. There is more business. Trade is picking up, of course, but those who will pick up most of it are those who are best equipped for the picking up process. An athlete who trusted to luck instead of training to keep ahead of his competitors in a foot race would most likely he left behind; and it isn’t different in the business game either. Also it is well to remember that careful training and the most modern equipment will not pick up the most if- operated with obsolete methods and pessimistic thinking. Optimism has the ability to dis- tinguish between opinions and facts. Facts will build a better business for you. Optimism makes friends for us— our friends make us—we break our- selves. Optimism will help you take Remnenence we coord WARRANT eet SS SAAS 1100R Dish Drainer 8 In. Adjustable Elbow “UNION STEEL PRODUCTS UNION All Steel Electric Welded Hardware is practical and is built to stand years of service. A line of high quality goods that will pay every Hardware Dealer to stock. The ALL-PURPOSE BASKET which is an improved rubbish burner is being used for linen hampers, fruit and vegetable containers, display baskets, park baskets, and a hundred other uses. Every park, school, factory, store, office building, and home should have from one to a dozen of these useful baskets. Dealer can supply them. Every wide awake Hardware DISH DRAINERS, eight different styles, all made of heavy elec- tric welded steel. wire, retinned, and are the best of quality. CANNING RACKS, three different styles, made of heavy steel wire, retinned; very practical and popular wire goods. BOTTLE CARRIERS, for oil, milk, etc., all styles and sizes. BROILERS, a line of electric welded steel wire broilers for every class of trade. ADJUSTABLE FURNACE ELBOWS, from seven to twelve inches in diameter, made of heavy galvanized steel, the best that can be made. Each elbow well oiled and inspected. OTHER LINES are: Cooking Baskets, Jar Lifter, Kettle Stands, Icing Racks, Rotating Oven Racks, Steel Waste Baskets, Sand and Gravel Screens, Coal Screens, Coal Chutes, Truck Casters, Barrel Trucks, Wall Ties, etc. We Are Always Pleased To Quote on Special Products Made of Wire or Light Metal. SEND FOR CATALOG. Union Steel Products Co., LLMITED . ALBION” -- MICHIGAN Forty-first Annive of service. Optimism: how to be friendly with t your employes without having then become familiar, and make you a real ® ' boss, one having both their good wi # and respect. a : It will help you make your place in © fact a store where satisfaction is at certainty. Cultivate optimism, ff builds good will. Corporations are spending thousands dollars in propaganda for creating. good will. The railroads are placing’ large advertisements in the news| papers trying to recover good will los! in bygone days, when “corporations 4 had no souls;”’ and “the public bee damned.” 4 Good will is the politician’s stock in-trade. One senator gives a pica ‘= and free ice cream for 16,000 children: a governor furnishes a barbecue dine ner for a whole state. These men hi RS the merchandising sense: They know popularty alone will draw the fire: customers, influence the first but good will brings the custom back again. If they can keep the goog will of those they represent, they aa} remain in office as long as they tive. Good will in business is not stopped. by death. New owners can take ov@ the business and continue to cash ‘i on what was done by previous pee prietors. It is more than probable, # is certain that the old customers wilt resort to the old place, if the old place keeps up with the procession.“ J. D. Ridenhour, 4 a The European barometer points fairer weather. the ‘ice’ out will teach you of 4 7 \ S ay No. 8 Canning Rack Standard Broiler Forty-first Anniversary Modern Methods To Save Injured Trees. Injuries of various sorts are so com- mon to trees that most persons have become oblivious to the danger aris- ing from neglected tree wounds, or at least they underrate the danger. Every broken limb and every wound that penetrates as far as the inner bark may become the point of entrance of active plant or animal parasites or rot-producing organisms unless these injuries are promptly and properly treated. According to the Department of Agriculture, the best, safest and most economical means of preventing future extensive decay, disfigurement, or pre- mature death of a tree, is to attend to the injury as soon as it occurs. This kind of work is simple and compara- tively inexpensive. As a general rule, tree surgery can be undertaken safe- ly at almost any time of the year when the sap is not running too ac- tively and the weather is not cold enough to freeze cement, if this ma- terial is being used. Cement work will be ruined if it is frozen before it is set. It is not likely to be injured by frost after setting for a few days. Most shade and ornamehtal trees with only a few dead limbs are un- questionably worth attention. Others that have many limbs or decayed areas May not be worth the expense . of repairing them, particularly if they are rapid-growing, short-lived trees. This point should be considered very carefully, according to the bulletin, be- fore any repair work is undertaken. A man who has ‘had experience in repairing mutilated trees may be able to say definitely whether it is possible to save the tree, but the owner who has to pay the bill is the one who will have to decide whether the tree is worth the cost of repairing it. Often the owner will be better satisfied in the end to have a badly diseased or mutilated tree replaced by a healthy, perfect one. In expert hands. the moving of large trees is no longer a hazardous undertaking. If the owner prefers to employ a commercial tree surgeon to attend to his trees it is advisable to have a definite written contract concerning at least certain important phases of the work, in addition to specifying the price and methods of payment. The department suggests the following points to be incorporated in the con- tract, points about which no reliable tree surgeon ought to object: No climbing spurs shall be used on any part of the tree. The shoes worn by the workmen shall have soft soles. In cavity work all diseased, rotten, dis- colored, water-soaked, or insect-eaten wood shall be removed and the cavity inspected by the owner or his agent before it is waterproofed. All cut surfaces shall be painted with shellac ~ commercial cresote followed by thick coal tar or asphalt. The con- tractor shall repair free of expense any defects that may appear in the work within one year. At present tree repair work has not Tecetyed the recognition and approval from tree owners that it deserves, says the department. This at times may be due. to unfavorable experiences with a a ay meee MICHIGAN TRADESMAN dishonest or ignorant tree surgeons, at other times to the reluctance of the owners to spend much money in pre- serving their trees, or from their ignor- ance of the benefits that may result when tree repair work is properly done. Reliable tree surgeons are do- ing much in a practical way to edu- cate the public as to the benefits of tree-repair work, the department .says. ——~>--2 Advertise at Picnics. Purchase one or two gross of paper . advertising hats, inrprinted with your — ——— store’s business card, and send a repre- sentative out to the picnic grounds to distribute these hats to the crowd at picnics, fish frys, barbecues, or old settler days. It is not necessary to purchase more than one or two gross because a better advertising effect is obtained through having the hats scat- tered here and there among the crowd and thus giving a contrast. If too many hats are distributed they be- come monotonous. Advertising hats can be purchased from paper advertis- ROY BAKER WHOLESALE Flour, Feed Bags, Twine | | - Bakers’ Supplies Dry Milk 78 ing novelty firms, or if preferred cloth or felt hat bands imprinted with your store name or store slogan can be used instead of colored paper hats. —__---———— You may regard your present job as only temporary—something to do while you wait for a better thing to turn up. Don’t let that keep you from makng the most of it. The better work you do here and now, the better you will be fitted for whatever thing you tackle next. Bakers’ Machinery Dough Mixers - Cake Machines All Steel 4 Sifting Outfits Hoppers and Tanks Powdered Egg Wm. Alden Smith Building so Grand Rapids, Michigan 1924 Pack Complete information on our package Line will be When a Dealer Sells His Customer an article bearing the name —Be it Self Raising Pan Cake Flour, Golden Valley Corn Meal, Flour for Bread, Pastry, etc., re ne Any Product of the Milling Industry— He knows that he is delivering Quality. This feature is vital to the welfare of his business. sonkees Products Are Always Fair Priced Too! gladly furnished on request by mail. Commercial Milling Company, ~- - DETROIT 76 THE UPPER PENINSULA. Remarkable Development of Most Interesting Section. The motto of our great State is “Tf thou seckest a beautiful Peninsula, look around.” This motto was orig- inally intended to refer to the Lower Peninsula alone. The Upper Peninsula, our beloved Cloverland, was then a perfect terra incognita and was looked upon merely as the home of indans and despised as being the location of irredeemable swamps. Then it was that our great State found itself in a peculiar situation, be- cause, being somewhat interested in a strip of land on the Northern boun- dary of Indiana and Ohio, they could hardly decide whether to insist upon upon “Valuable rights,” or accept in its stead, as a compromise, a terra in- cognita (an unknown land) or as the authorities then believed, the “worth- less lands of the North.” Brief history of the State’s early development records the following: _ “Steps were taken to form a state Government and to mark off the exact limits of the new State, but a dispute with Ohio and Indiana arose concern- ing the Southern boundary. Both states refused to yield their rights to the strip of disputed territory, and Congress, in turn, refused to admit Michigan into the Union as a state until the question was settled. Finally, in order to bring an end to the difficulty, Congress offered Michi- gan the Upper Peninsula, instead of this narrow strip of land, but, at a convention held at Ann. Arbor in 1836, the offer was refused. ‘It was soon seen, however, that nothing was being gained by the delay, and early in 1837 Michigan, enriched by the valuable mining districts of the Upper Penin- sula was admitted into the Union. No one interested in state affairs at that time imagined that the fortuitious bargain mentioned would bring much to our beloved State, a territory rich in lumber, rich in iron ore, the richest copper producing country in the world, rich in fascinating historical interest, rich in natural setting and scenery, and which by logical sequence of its na- tural resources, was capable of inspir- ing those whose foresight and pru- dence suggested to them the advis- ability of making this land of provi- dence their future home. Long before any white man touched the coasts of what is now the State of Michigan, or had gazed with covetous eyes on its magnificent forests, wan- dering tribes of indians loitered along its shores. As early as the first part of the seventeenth century two French trad- ers lured by the game which filled the forests, landed on Michigan shores. Temporary structures were erected from time to time until, in 1672, Father Marquette, a Jesuit missionary, found- ed the first permanent settlement at the Sault De Ste. Marie. Many towns and cities of the Upper Peninsula are as prolific of early American history as many of the New England towns and cities. Wherever you go you will find traces of his- torical happenings with which many of MICHIGAN TRADESMAN us become familiar in school. Es- pecially is this true of the Eastern end of the Upper Peninsula. The old land marks are there to bear silent testi- mony to the activities of the pioneers. Manistique thas its share, just as has St. Ignace, Sault De Ste. Marie and Mackinac Island. Here was the habitat of the indian; here originated legend and folklore; here was where writers of the present generation came and are still coming for local color in fact and fiction. Man- istique was in the path of those early French and Jesuit explorers who sought the great West, following the shores of Lake Michigan, and at one time or another saw most of those who found fame for themselves along the shores of that majestic body of water—Lake Superior, king of the lakes. At Indian Lake, which is about four miles from Manistique, remain the ruins of Father Marquette’s mis- sion, as well as one of the early in- dan burying grounds. It was at this mission church that the principles of Christianity were taught to the aborigines for more than one hundred and fifty years. Indian John I. Bellaire. cemeteries are lost and forgotten for the most part in some sections of the Upper Peninsula, but at Indian Lake one finds plainly visible traces of a spot where the body of the indian brave and his loyal squaw rested when their spirits fled to the happy hunting ground. It is in this cemetery that the chief Ossawinamakee, a Chippewa of note, is buried. That Ossawinama- kee had a charmed life must be taken for granted if the indian definition for the word, “The Chief who could not be killed,’ may be credited. It was in Manistique during the mid- dle of the last century that Longfellow secured much of his material for his poem “Hiawatha,” although the pion- eer, Schoolcraft (for whem our county was named) who mastered many of the indian tongues and especially the Chippewa, and who was a favorite with the indians, lent Longfellow much assistance in learning the habits and customs of the Michigan indians. Many of Longfellow’s other legends find hazy ‘corroboration in the folk lore of the present indians. Stewart Edward White, the writer of many books and fiction stories, laid the scene of the “Bjazed Trail” in the forests around Manistique and the Northern part of Schoolcraft county, spending considerable time here in or- der to obtain the right atmosphere. Those who have read the book and who are familiar with these surround- ings can see the striking similarity be- tween the story and the reality in so far as the stage settings and the cus- toms‘are concerned. Romantic and picturesque is the discovery, exploration and settlement of this beautiful Peninsula. Nearly three hundred years ago the mission- aries of the cross began coming here, and in human interest the story of their hardships, trials and achieve- ments have no rivals in North America. Faced by untold hardships, harrassed by savage bands of indians, the early settlers struggled for what is now one of the most thriving sections of the country, from an industrial viewpoint, and one of the most fascin- ating and interesting sections from the viewpoint of the tourist. The red men of those days who roamed these for- ests and hunted the wild deer have mostly been gathered to their fathers, likewise the first early settlers who worked so hard to make this region the most desired location for a busi- ness and a home in this great ‘country have passed to their reward, but their lives lived in this primeval maze of wild nature have a charm and a fas- cination that holds us to this day. Traders and trappers roamed from post to post amid the forests and along the streams in search, of fur- bearing animals to supply the marts of Europe. The commandants at the forts which were built to protect the fur traders and to shelter the missons early seiz- ed upon the strategic importance of this great Peninsula for the military and commercial advantage of the French crown. Then came the dis- covery of the rich iron and copper mines, which have made the name of this Peninsula a household word throughout the world. Later the lumbering industry came. The value of the timber which has been borne down the rivers of this Peninsula out into the markets of the world is so fabulous that it goes, ac- cording to expert estimates, into bil- lions and billions of dollars. We glean some very interesting figures from an old copy of the local paper, the Pioneer-Tribune, in regard to the magnitude of the lumbering in- dustry, which records the following: “The immense amount of pine which is manufactured into lumber here and at South Manistique and Thompson, suburbs of this village, is truly aston- ishing. Every year 130,000,000 feet of pine is cut, sawed and shipped away. There are three mills, one at South Manistique, one at Thompson and one here. They run night and day, over 2,200 men and 500 teams are employed by the various companies which oper- ate in this vicinity. It is only by making a few com- parisons that one can realize what an immense output this 130,000,000 feet of lumber means. Made into boards sixteen feet long and one foot wide and placed end to end in a continuous line, the boards would reach a dis- tanace of nearly 25,000 miles or nearly Forty-first Annivers . circle the globe around the equat Laid side by side in the form of 9: square, an area of 32,000 square acre & would be covered. Taking the log % as they are brought out of the wood and estimating that it would take fifty & logs containing 5,000 feet to load af: ordinary flat car, it would require y 172 miles long upon which train load them. Calculating at this ra there has been manufactured ig! Schoolcraft county for the past ten years enough lumber to circle the # globe ten tmes with sixteen fodt: boards in the manner above described 4 or to cover an area of 300,000 squate acres or to make a train of flat cate 1720 miles long loaded with logs. Ee & timating that a vessel carried 500, feet of lumber at a load, it would quire 260 vessels to Carry away lumber that Schoolcraft county 9 duces each year. For the amount has been manufactured for the 4 ten years it would require a fleet 2,000 vessels to carry it all aw reaching almost twice across b Michigan, if each vessel were 200 ‘ in length. Besides the lumber that | manufactured here, the lath indus ® might be mentioned, about 28,000,008 | lath being turned out annually.” 2 By reason of its vast acreage virgin, timber, lumbering is to-day premier industry, as it ha3 been {@ years. It s estimated that there are {0 day approximately 40,000,000,000 feet af available timber supply in the Uppard Peninsula, with about one billion fea tributary to our own city. To-day he Upper Peninsula of Michigan cuts e per cent. of the birch produced in ie Michgan; 52 per cent. of the maple} 69 per cent. of the basswood and 2S per cent. of the rock elm. It is he mated that 79 per cent. of Michigan} vast timber acreage is located in Upper Peninsula. Active logging operations in wi may be the last large tract of wh and Norway pine in the Upper P insula of Michigan bring back to ory the extensive lumbering t which but a few years ago led output of products from this territory For seventy years logging has bees. active. It was in 1850 that operatiows were first begun in Menominee cou It was in the early sixties that at: tive lumbering operations actually gun in Schoolcraft county. It was ® that decade, from 1840 to 1850, that: iron and copper were discovered #® the Upper Peninsula. First came CoP per up in Keweena and Houghtes,; counties. This discovery was male ® by E. J. Hulbert shortly after tht] Chippewa indians ceded the lands oe the United States in 1843. Great store: of copper were heard as early as 184% and active prospecting had begun. Ont: day Hulbert, when nearly discouraged & saw some pigs rooting about in & hollow. He went forward as the hog 4 retreated and found that the porker. had been nosing about large chunks of copper. As the result of this pig there stands now over this spot &# shaft house of the famous Calumet & Hecla mine. Two years later came the disco’ of iron ore by Burt, in the central om ; ee are found in large n (Continped on page Or: aay Porty-first Anniversary MICHIGAN TRADESMAN ” AMERICAN LIGHT & TRACTION CO. 120 BROADWAY - NEW YORK Through Its Ownership of Stock in PUBLIC UTILITY PROPERTIES Serves a Population in Excess of 2,100,000 NS) In 1923 ~ 555,273 Gas Consumers 98,301 Electric Consumers used 26,956,500,300 cubic feet of used 126,035,785 k. w. hours of gas an increase of 12.78% over the electric energy, an increase of 9.62% : eee previous year over the previous year 30,296,596 Revenue Passengers were carried by the street railways, an increase of 19.15% over the previous year Properties Affiliated with the American Light & Traction Company Detriot City Gas Co. of Detroit, Michigan Milwaukee Gas Light Co. of Milwaukee, Wisconsin St. Paul Gas Light Co. of St. Paul, Minnesota San Antonio Public Service Co. of San Antonio, Texas Grand Rapids Gas Light Co. of Grand Rapids, Mich. St. Joseph Gas Co. of St. Joseph, Missouri ‘Binghamton Gas Works of Binghamton, New York aS Madison Gas & Electric Co. of Madison, Wisconsin Muskegon Traction & Lighting Co. of Muskegon, Mich. West Allis Gas Co. of West Allis, Wisconsin Wauwatosa Gas Co. of Wauwatosa, Wisconsin South St. Paul Gas & Electric Co. of So. St. Paul, Minn. St. Croix Power Co. of Somerset, Wisconsin Gas Office Co. of Detroit, Michigan White Star Coal Co. of White Star, Kentucky , Same time. 78 -- HE-UPPER PENINSULA. (Continued from page 76) Even to-day news is being circulated of a very valuable deposit of iron ore which has been lately discovered but a few miles from the immense ore d at Escanaba, Delta county. As time went by these three indus- | tries grew to great proportions, and as copper, iron and lumbering increas- ed here along with industrial trade, so farming has grown. ' Owing to the proximity to markets, fine lake and rail shipping facilities and a good growing climate, Clover- land has come to be the most valu- able part of the great State of Michi- gan, with the possible exception of ‘Wayne county. The Upper Peninsula how boasts of one-third the total area of the entire State, has a population ‘greater than Delaware, Idaho, Wyo- ‘ming, Arizona, Nevada, New Mexico, and an assessed valuation of more than seventeen states in the Union. It has thousands of miles of coast line and a water power at Sault De Ste. Marie second only to the great falls at Niagara. . We have here in Manistique, School- craft county, a hydro-electric water -power with a maximum capacity of -8,400 horsepower; the only open water “year around port ih the Upper Pen- insula and on the Northern shores of Lake Michigan. ... . ; Three railroads enter Manistique, as follows: The Ann Arbor from the’ ‘South via carferry from Frankfort in the Lower Peninsula. Its boats, one -6f which is the largest carferry in the - world, operates both summer and winter, making Manistique the logical gateway through which the West and ‘Northwest are joined to the railroads of the East. The main line of the Minneapolis, St. Paul & Sault Ste. Marie, furnishes transportation East and West. ' The Manistique & Lake Superior, connects with the Duluth, South Shore & Atlantic, which traverses the great iron and copper belts of the Northwest. ‘ The great wonder of Manistique, if not in North America, is the big spring “Kitch-iti-ki-pi,’” which has been fre- quently termed the seventh wonder. There is something fascinating and gripping about the big spring. Peering down through a hole in a raft which takes you out into the middle, you can plainly see the sandy bottom, yet you are told; the depth is seventy feet, and sonie three hundred feet across at the top. ' The sides slope toward the center, so that they resemble a bowl. The sensation you experience is difficult to — describe. Drop a coin over the edge of the raft, it flip-flops and zigzags its way to the bottom and yet, even though it requires forty or fifty sec- onds for it to sink, as it comes to rest you think you could reach down and pick it up. You can almost read the lettering, but do not try to recover it. Your coin pays homage to the shrine of “Kitch-iti-ki-pi,” and you stand a better chance of living to tell it. Try to stand up and look down at the As you gaze.you feel a Sensation of being suspended in mid air, and you feel dizzy. At any rate, you will hasten to sit down again. Put ‘your hand in the water. tl MICHIGAN TRADESMAN Not very pleasant, is it? For the waters of the big spring are intensely cold. Look down again and you see seething whirlpools boiling up from the bot- tom. Why? No one knows. Look again, and picture what its history might have been. If you are of a romantic turn of mind you may picture old ruins, landscapes and what not in those chilly depths. A fascinating in- dian love story centers about this big spring, almost “weepy” when told right. A study of the lives, of the early pioneers of this Upper Peninsula and the history of their work in building up the great industries and institutions and laying broad and sound the foun- dations of Cloverland’s prosperity is a study worthy of the best minds and the best purpose of the citizens of the commonwealth. No spot in the United States is so rich n ‘historical develop- ment, so picturesque, so worthy as this Upper Peninsula. The future historian should receive from our hands the records by which this Peninsula can answer his questions fully and intelli- gently for those whom we wish to have hold us in respectful memory long after we have gone the way of all things earthly. John I. Bellaire. | ——_o---2——— Can You Stand Being Jostled? I know a man who accepted a dig job and then resigned in a few days because he found that everything wasn’t going the way he wanted it to That's the trouble with a lot of us: as long as the sailing is smooth we think the water is fine, but at the first indication of a storm we get seasick and want to go back to port. We want to bark defiance at the world, and then sneak down a con- venient alley when we find that the world isn’t frightened at all. forks CHAS. W. GARFIELD, Pres. & RET Pore’ eer 906-912 S. DIVISION AVE. Sometimes the prize fighter who can stand the most punishment puts it all over the one who is the cleverer with his fists. “No man lives with- out jostling and being jostled,” said Carlyle. “In all ways he has to elbow “tf Forty-first Anniv ; himself through the world, givng receiving offense.” Physical backbone mental courage. the gaff or get the gate. is nine-tenth = You've got to stag> i - Jerome P. Fleischman, Grand Rapids Notions Co. 237 and 239 Fulton Street, West GRAND RAPIDS, MICHIGAN - Grand Rapids Refrigerators of all Descriptions. Casings, Tools and Supplies. 5 Ionia Avenue N. W. Michigan tt Jobbers of Dry Goods | and Notions \ THE HOUSE FOR SERVICE| 4 T & CO, B © OC e | Butchers’ and Grocers’ I _Fixtures and Machinery i Di Seas me Raab te wets PCTS: IF ES pestnenteae beet eet cody epics tite ian a ea rea me RAPIDS CALENDAR t Aa i H Hl : q i & 5 OUR NEW HOME ALL KINDS OF ADVERTISING SPECIALTIES G. VAN SLEDRIGHT, Vice-Pres. J. 8. GARFIELD G. J. BROUWER, Sec.-Treas. N. FRED AVERY GRAND RAPIDS, MICH. re gene ep Sha Tet de pee cso ce nce hee ac £ f Sari fc tapast ekt tinct ie : % gis S ll SERS Pi ito Pre. isc at i = b Forty-first Anniversary Some Startling Facts About Foot Troubles. — Foot weaknesses and defects effect- ing almost the entire population of the United States are sad to be the price of modern living and of widespread ignorance or neglect of the proper care of the feet. These have reached alarming pro- portions, if army figures and those of school authorities, army and other ex- perts throughout the United States are to be relied upon. An examination of 356 pupils rang- ing from grammar school grade to the grade of Teachers’ Training Classes conducted under the Health Depart- ment of a large metropolitan city, showed that in the grammar school grades 92 of the girls had weak foot, which was 72 per cent. and 34 of the boys had weak foot, which was 47 per cent., while among the Teachers’ Training Casses, representing older pupils, 136 or 86 per cent. had weak foot: 87 per cent. of the younger girls and 75 per cent. of those in the Train- ing School for Teachers had faulty shoes. Of all the pupils examined only seven of the younger grade school pupils had a carriage which was term- ed “excellent.” Dr. Bacon of the University of Kan- sas stated that 90 per cent. of all students were foot defective, and that among the girl students he had found ony one pair of perfect feet. Among 338 girls, 106 were flat footed, 82 had abnormally curved arches, and 87 had either flat foot or abnormally curved arches, according to W. Gerard, pro- visional podiatrist of the Iowa Nation- MICHIGAN TRADESMAN al Guard in the “Iowa Health Bulle- tin.” The Haskell Institute for Indian Girls, according to this authority, dis- covered that all students had acquired foot ailments after wearing shoes and after walking on cement walks, hard- wood floors and pavements. The most alarming indictment of the country’s feet is published in “De- fects in Drafted Men,” a post-war book summarizing the findings of the army examining boards and prepared under the direction of the United . States Surgeon-General: “An army has to go on its feet and its capacity for going is limited by the capacity of the feet of the men to function. A breaking down of the aarches of the foot, flat foot, is the commonest cause of disfunctioning, and, therefore, the most serious single obstacle in the formation of an effec- tive army from men in civil life.” In some recent special investiga- tion which I had occasion to make among factory employes, I found wide- spread foot defectiveness due to oc- cupationa] causes and ignorance as to the proper selection of footwear. For- eign born women employes exhibited a preference for “showy,” short and narrow-toed and extremely high-heeled shoes, paying as high as ten or twelve dollars a pair for them. Many of these women are of large frame and of types of feet unsuited to extreme styles, and take on increased weight with advancing maturity. They show many cases of bad flat-foot, while hallux valgus, or outward dis- tortion of the great toe joint, with ac- companying bunion are frequently among them. Much standing and little walking, as well as extreme use of the feet, are given as perhaps lead- ing occupational causes of ‘broken down feet, while improper footwear, and especially the selection of other- wise proper footwear, viz., ill-fitting of shoes, is in all conditions the chief contributing cause of foot ailments. Campaigns have been waged for years on defective teeth, bad eyes and tonsils. Schools, factories, public clinics and welfare organizations have responded and are now taking every precaution against such diseases. But how many school teachers, doctors, ex- ecutives and people ever think of their feet? asks. an authority. “Laziness,” fatigue, mental deficiency, and suffer- ing throughout the body can be caused by ailing feet. Just as a huge building requires a solid foundation, so too the human body requires solid, strong walking machinery. No part of the bone structure of man is subjected to such powerful forces as are those of the foot. These forces arise in the body's weight, and exert an enormous pressure upon the foot structures. If we could measure the pressure in foot pounds transmit- ted through our feet in a single active day, we would be amazed. Dr. Wm. M. Scholl. —_--—— Hosiery Sales Tied Up Cleverly With Shoes. From a shoe store in the Far West comes an idea which can be utilized effectively by department stimulate sales of hosiery to customers No. 541—$4 35 Style expressing More Mileage Shoes For the man who cares. A better seller has never been placed on our floors for a dress shoe. For forty-one years we have blazed the trail to Success with honest Footwear. Forty-one years have seen many changes in shoe man- ufacturing but Hirth-Krause Co. will never change their ideals in Fair Dealing. stores to 79 who come into the shoe department. This shop has tied up these closely allied lines in a clever manner which makes an actively suggestive impres- sion upon the prospective purchaser. In the window of this store were displayed shoes in considerable variety. In the background and elsewhere was hosiery in a selection of fashionable shades arranged in rosettes and other attractive forms. From: each pair of shoes a rbbon led to a hosiery unit. In each case the hose tied up with the shoes were of the most suitable match- ing shade so that the customer im- mediately visualized two purchases in- stead of one. . A catchy sign in the window com- pleted the suggestion by stating that the place to buy ‘hose was in that shoe store, because it bought its hosiery especially to match the shoes. There was an irresistable and convincing ap- peal about the ensemble which carried the conviction necessary to make the shopper want both articles from the selection before her. Any store which has a shoe and hosiery department may use this idea just as effectively. A selecton. of matching colors in ‘hose may be placed” in the shoe department or near it for the best results. If that is impractical, the idea may be worked in a window display with the same statements, but the customers referred to the regular hosiery department to complete their purchases. —_-----—-— More Americans than ever before have money in the bank—and life in- surance. No. 470—$3.00 Rouge Rex The Best Known Work Shoe in Michigan Grief Defying ROUGE REX SHOES For the Man Who Works. 1883 = HIRTH-KRAUSE COMPANY apnea GRAND RAPIDS, MICHIGAN Shoe Manufacturers and Tanners Jobbers of GOODYEAR GLOVE RUBBERS —— 1924 TT I oor 4 MICHIGAN TRADESMAN Forty-first Annly ras PROMISE DEPARTMENT. Innovation in Good-Will and Sales Building. Many customers come into our store wanting a certain article of merchan- dise which we should carry in stock. At the moment we are out of. that item or, possibly, have never carried it. Here lies a dangerous possibility of losing sales through our own failure to carry merchandise our customers expect us to supply. Now the policy of our store is not, if possible, to allow any customer to be disappointed in her expectations of our store or its service. In order, therefore, to carry out our self-im- posed obligation, we have created a “Promise Department” to function in such cases as these. The service is working successfully and preventing the loss of many sales which would occur were we not equipped to supply efficiently those things which are not in our stock when they are wanted. The “Promise Department” really comprises two classes of service, the wants and the promises. Every mer- chant is familiar with the meaning of “wants,” but “promises” as we handle them are more or less of a new departure. The underlying principle of out method is an organized and carefully followed up machinery to secure and deliver to the customer the items not in our stock which have been promised to her. The system is operated in this way. The customer asks for certain mer- chandise we are not able to supply from stock. The clerk suggests that we will be very willing to get it. Af- ter impressing upon her our ability to make good on this offer, the clerk takes her name and address on a special form provided for the purpose. This form, the “promise book,” is part of the regular sales book. That is a very important thing! to remember. We recently threw out our sales book covers. They cost around four or five thousand dollars alone. We felt the necessity for having the slip right there in the sales book, so there would be no excuse for not filling it out as soon as the promise is made. Two copies of the “promise slip” are made. They are turned in by the sales people to the floor men each night. One copy is given to the buyer in order to purchase the merchandise. He marks on it the date on which ‘delivery will be made. ‘The other copy goes to our “Promise Department.” It is filed there in a section bearing the date of the day after delivery was promised by the buyer. There are girls in our “Promise De- partment” who take these slips, go to our departments, interview the buyers and find out whether the merchandise promised has actually gone to the cus- tomer. If not, they find out how much longer it will be delayed. The story is written on the back of the promise slip and sent back to the “Promise Department” to be filed un- der the new promise date. Our cus- tomers are kept informed of the situa- tion by the “Promise Department,” whch takes care of all correspondence of this kind. Thousands of such orders are placed with us under this service classifica- tion. Our department now has about twelve people and they have increased the business considerably. But it is not so much that. They have increased our service to the customer, and, of course, enhanced our good will. We were very particular about that. It was not so much the extra business we wanted but to ensure satisfying our customers’ expectations of our ability to serve them—to make it un- necessary for them to go elsewhere. This plan is being extended now wherever possible to our repair de- partments, our manufacturing depart- ments, which also make promises to customers that require follow-up. We are trying to centralize in our “Prom- ise Department” all promise follow-up work with our customers. In addition to the foregoing details, after the buyer is finished with the “want slips,” they also go to the “Promise Department” where a rec- ord is kept, an individual record, on which is listed the number of wants each. sales person has turned in. The head of our “Promise Department” is charged with the duty of taking up with the individual buyers the de- linquences of those sales people who are not turning in wants. After that it is the buyer’s duty to take whatever action considered necessary. We also keep a record of the number of prom- ises turned in and, you may be sure it is very interesting. Take our House Furnishings De- partment. You can appreciate what a tremendous task it is to keep stock on hand. We have about sixty people there. A record of the number of promises they make is kept. If we find that some are turning in promises, but a large number are not, the head of our “Promise Department” reports the situation to the buyer. They work out together some method to increase the co-operation of the sales people who are falling down below the aver- age number of promises. They may be called together for a group meeting, the aid of the Educa- tional Department enlisted to train the clerks in the value of building up promises. Credit for the work that has been done is due largely to the exceptional training the head of the “Promise Department” has had in the store. He has been with us for years and was formerly adjustment division manager. If anybody can appreciate the value of a promise to the customer, it is the adjustment manager. We believe the reason for the success of our “Promise Department” lies in his direction of it. Our clerks, in entering promise or- ders, have a decided disadvantage where the customer has a charge ac- count, for then the customer gives im- mediate permission to charge. If it is a cash sale, the entry is made ac- cordingly in the promise book. We use the quota system in our store, so that we have not had to worry about the possibility of clerks falling down on merchandise in stock and prom- ising to get something a little dfffer- ent. If there is any way to make a sale on the spot, they do it. If the customer is certain she wants some- thing different, we avoid forcing a substitution and then the promise book comes into action. The customer, I may say, is impressed and convinced by seeing the clerk make a formal entry of the promise on the spot. At first thought it may seem diffi- cult to handle the matter of time of delivery on promises. The fact is that, since we are close to the New York market. we have found it practical to establish a standard of ten days. Our sales people know that in the case of china, furniture and such mer- chandise, the delay is longer. When they are not sure, they call the buyer or assistant for advice. All promise slips go first to the buyer, who checks up the time and, if that delivery can- not be made, he makes that notation. Then the “Promise Department” writes to that effect to the customer. We fill more than 90 per cent. of all our promise orders eventually. We have found that it is impossible to fill about 40 per cent. of them on the date of the original promise, but by writing the customer, we almost invariably get back instructions to go ahead and “get it for me.” Merrill W. Osgood. errant aenaene Bazaar Goods For the Little Folks. Written for the Tradesman. An enterprising Southern dry goods merchant has recently put out a news- paper advertisement of. such novelty and merit it has occurred to the writer to tell the Tradesman readers about it. The advertisement occupied four full columns, or just half a page, with cuts of little people from two to four- teen across the top and down the sides and pantie dresses for little girls across the bottom, the reading matter of the advertisement being arranged for the most part in two columns within this nifty border. The cuts were 1 to 14x 2%4 to 3 inches, and they were not jammed together, but so arranged as to provide plenty of white space be- tween. On our second floor we have cloth- es, in a wide variety, for the little folks, the advertisement announced; dainty dresses for little girls and smart little suits for the boys. While the style in clothes for little boys and girls change very little, yet there are many variations to choose from. Every mother wants her children to be well dressed, and yet to be different from other boy and girls. With this in mind we have made selections of little suits and dresses that offer a- wide range in choice of materials that will stand the rough wear, and styles that show many different ideas that are attractive, and in colors and com- binations of colors. For Little Men. The Bazaar for the Little Folks has a fine collection of Wash Play suits for Boys from 2 to 8 years, in Oliver Twist and Jack Tar suits in button-on and middy styles like the illustrations. For Little Women. In shopping for Dresses and Play- time Frocks for girls from 4 to 14 years, one will find a varied collection of Camping Suits, Middy Blouses and Fancy Frocks that is most pleasing to choose from, and there is also a splendid lot of little Pantie Dressa that are unequalled for play wear, For Boys 2 to 3 Years. Jear little suits of Cotton Ponge, § Cloth and White Drilling. Mad & “1 Beach Boy, Oliver Twist or Sailor, § button-on style. Some with flat coll with pleating, some with sport collg’ and all with short sleeves. There ax & white, tan, pink and blue suits anf combination of colors and white Priced from $1.89 to $4.50. Girl's Camping Suits. : This Camping Suit is made of FE strong khaki twill in two-piece modd & shirt and knickers, the shirt .is shor = sleeved and buttons in front; Koickers, have all round belt with brown ‘buck F and has elastic knee. Sizes 6 to i years, price $3.50 to $4.75 5.228 ; For Boys 4 to 8 Years, Smart Jack Tar or Sprague-mak & Suits in button-on and Middy: styl. = made of bleached and unbleacht® twill. A cloth that is strong and wil FE give excellent wear. Colors are blu # and tan and combinations, Thee § suits have wide collar trimmed with contrasting braid, some models have & silk tie, others have cord an Priced from $1.95 to $5. White Middy Blouses? For girls from 4 to 12 , is an ideal middy blouse. of fine grade durable c regulation style, priced at $ braid trimmed collar and tom. Peggy Boys’ Base Balt Sx An excellent play suit, m wearing grey cloth with Made in the regular has embroidered emblem It is a button-on suit and self material. Priced at $ Fancy Little Fro Dainty little Frocks of F in all the soft colors and that the grownups like, p med with organdie collar, hand faggoting, hand emb some laced trimmed. A 81 for dress up wear. Priced Boys’ Sport Blouses. For boys 6 to 13 years we: splendid Sport Blouse in solid color, also white, made of strong fabric, he wide collar, short sleeves and pocat, also shown in striped mae at $1. eee se oe on Girls’ Bathing Sui These are fine quality we one and two-piece style in and in combinations and girls 2 to 14 years, priced Pantie Dresses for Lit These little Pantie D two-piece dress, and are m ty little modes. For a p they leave nothing to Made of smart ginghams, hams and Printed Pongees=# little designs. Priced $2.50 Cc. Le ioe Ps cere woe a en as Discovered. Doctor—You seem to Dé down, Mrs. Peck. Let's tongue. Henry—That’s right, — guessed it right off! “Be sure you're right, ahead,” and discover you W Forty-first Anniversary MICHIGAN TRADESMAN 81 BELDING.-HALL CO. REFRIGERATORS “The World’s Best” The refrigerators shown are designed especially for delicatessen shops, grocery stores, hotels and restaurants, and careful attention is given to the detail and arrange- ment in order that they may. be compact and convenient. These refrigerators are furnished with glass or solid doors. The glass is all selected, strong, clear and free from defects, and all mirrors are heavy French beveled plate. The hardware used is designed especially for this class of work and is of sufficint weight and strength to insure long service and is constructed of material that will not rust. The refrigerators are tied with steel rods running from front to back to strengthen the entire construction and to guard against their getting out of shape from climatic conditions. All of the above refrigerators are constructed with very. heavy walls, insulated with |? in. granulated cork and also mineral felt. The doors are of similar construction with in. offset. We carry these in stock at all times for immediate shipment . BELDING- HALL CO. Belding, Michigan 4160 :; 23 2 tii ERS. Le—_K_=_ — q 8&2 MICHIGAN TRADESMAN THE SPIRIT OF YOUTH. Exemplification in an Old Horse. I used to have an old horse named Jerry who was the best “companion in philosophy” I ever heard of. The old fellow had a spavin, both shoulders were stiff, his knecs were sprung and about half the hair on his side seemed to be growing the wrong way. I bought him from a man who desper- ately needed the few dollars charged for him, and I shall never forget how, at a word from his owner, old Jerry made a desperate effort to brace up and show himself a horse. For all I know his remote ancestor may have been the animal selected to give Ma- zeppa his free ride in Russia 215 years ago after his insurrection against Peter the Great failed. Bring forth the horse fhe horse was brought In truth he was a noble steed A Tartar of the Ukraine breed Who looked as though the thought Were in h It Found spirit of veins! They tied Mazeppa to the back of this horse “with many a thong” and then sent him off on the run. I did not quite realize as I looked at Jerry that I was to be bound to him in a form of philosophy. Jerry did not look the part pictured in Byron’s poem, al- though abuse and years had made him something of a Tartar. In truth he was only a clumsy old plug, but at the call of duty he tried to forget his stiff and aching leg and gave his best imita- tion of a prancing colt. I did not really need the old fellow, but after ‘his poor imitation of youth he eased his stiff leg, looked at me for all the world like some philosopher glancing over his spectacles and actually shrug- ged his shoulders! I bought him for his philosophy. He was the best horse for cultivat- ing I ever saw. He seemed to have the true spirit of age. Other old- timers might pretend they could pass a colt on the road, or pull a great load out of the mud, or win some prize at a horse show but Jerry knew better. In order to secure his share of oats and hay and be counted a worthy horse he knew he must rise up above his years and do something better than other old horses ever could. You see a man or a horse will soon lose his place in the procession unless he can » himself in the limelight in some Youth and beauty depend on the to bring out their plumpness It does not make so much hat their performance may all that. In age the \only bring out the wrinkles and the faded bloom. No rouge or bobbed hate. effect will fool old time—you must act Wgerpart if you expect to hold your place. iy was one of those rare old-timers who seemed to know that. It was the foun- dation part of his philosophy. He studied the art of cultivating as ania expert watch-maker studies a watch, a - or as an expert salesman analyzes the * psychology of his customers. That old horse knew more about botany than I do. He knew corn, potatoes and the other useful plants. You - could hardly induce him to step on a hill. He could turn around at the end of a row with something like dignity. He invented the. plan of swinging around so as to skip two rows on the “comeback’ and thus work each row twice the same way. Experience taught the old fellow that with his clumsy feet he could not swing around and come back in the same row with- out damage to the crop so he began to _swing around easily two rows away. The driver did his best to make Jerry perform according to orthodox rules, but the old horse persisted and finally convinced all of .us that his way was best. Where he saw a spot of crab- grass ahead in the row ihe would put on more speed as if he knew that extra power was needed to rip those roots out. I am inclined to think that a blind man, or at, least, one with very little vision, could have followed old Jerry through a cornfield and turned out effective work. I came to have something like real affection for this clumsy and homely old horse. When life seemed a little rusty and dull, or when I wanted to think out some hard problem, I would put old Jerry on a cultivator and go to cultivating corn in the weediest field I could find. Perhaps you have known such times. Some- how your debts and your troubles and your years all come crowding in upon you at once until the need of some. re- lief of the spirit becomes overpower- ing. You might go to the minister and talk with him, but most likely he would be busy with his sermon. Your wife probably has cares which seem to her greater than yours. What you need most of all is some blunt, honests “failure” of a friend to walk over the hills with you or to sit on the hillside and watch the sunset and wonder what new worlds are reached through those glowing Western skies! Your old friend doesn’t say much. He hasn't very much to say. He has not found wealth or fame or the things which youth regards as success. But he has found peace and respect by digging out of depression instead of remaining buried under it. That is the sort of companion men turn to as they ad- vance in. years. The spirit of youth helps, but all the time we know that it (vale . mira au is like the pot of gold at the end of the rainbow. We cannot reach it. And so I liked to take old Jerry as a work- ing companion rather than the colt. We made a good team. The horse was a perfect specimen of what we may call an old gentleman in hide. In view of the abuse and neglect which had long been his portion he might have been justified in playing the part of a sour, balking old kicker; blunder- ing on through the few remaining years, infesting the barn with bitter- ness rather than blessing it with good Forty-first Anniversary. example. Old Jerry had sense enough | to know that he never would be se. lected to make a midnight run for the’ doctor in case the baby fell sick. No. one wanted to drive in front of the church behind his shambling and shuffling steps. ‘What young man: would take him for a buggy ride with: his girl? These things were impop sible. Many old men come to much the same point in family or social life, | and they grieve and obstinately fret.’ over it. Jerry accepted the situation cheerfully, but he made himself the’ Some are made plain. to write us for catalog. GRAND HAVEN | : We make Gun Cut Leather Palm Gloves for the jobbing trade only. Calf-skin palm sewed with heavy shoe thread; no seams in the back to rip; no seams in the front to wear out. |; Some are protected with tips and patches as cuts illustrate. We also make Leather Palm Gun Cut Jerseys. Be sure PEERLESS GLOVE COMPANY 4 Fag 2 Rahs i Sa se Sa 3: MICHIGAN | { DISTRIBUTORS Forty-first “Anniversary best cultivating horse in the town, and thus, in his old age, won greater fame than he ever could have done on the track or in the show ring. So I used to chase old Jerry up and down the long rews, thankful for his example— hoping to learn the full secret of his philosophy. Now the old horse is gone. His hide made a good lap-robe which warms physically , while his phil- osophy fife warms me mentally. His bones driven a Baldwin apple fato.a tremendous growth! His a hoe. My favorite job in this year’s strawberry one else on this farm seems to despise this job, and I can- them. 1 evidently made a 9 ‘on this place. It know how weedy T know. now. Great grass have appeared tk some’ of the ragweeds ' characteristics! I ; a cabinet of r one. that grows | book Of personal hear of a man MICHIGAN TRADESMAN are daring me to keep on. There comes a car along the road with a great crowd aboard. Now you don’t catch me wandering aimlessly about the country when there are weeds to be killed! But the car has stopped beside me. “Come on and have a ride!” “Where are you going?” “Oh just around—before supper!” “But look at my clothes!” “We don't care—you can sit behind, come on!” “Is Ma there?” “Sure she is—look at her!” I imagine old Jerry would ‘have said—“Go along—you can kill weeds better for a little ride’—and so I “piled in.” The car was designed for seven but there are nine of us in it as we go whirling off along the pleas- ant country roads. JI must treat the crowd to ice cream cones. My chil- dren are quite indignant when I say that is probably why they wanted me along! We had our ride, got the mail and “saw the country,” and then came back to baked beans and strawber- ries. After supper I went out and watched the sunset. Old Jerry prob- ably would not have done that, but somehow I sleep better with that glor- ious view in mind. Herbert ‘W. Collingwood. ——--+-—___ Brazil to Ship Oranges. Brazil’s orange industry is growing, there now being four districts where this fruit is produced. In the State of Sao Paulo the harvesting season commences during April and May. In the States of Bahia and Rio de Janeiro | the season commences after Sao Paulo, while in the south in the Parana River district it precedes this season. Pro- viding that boxing similar to that in the United States can be arranged satisfactorily and that oranges may be shipped from Santos to New York without refrigeration, growers believe that the United States would offer ex- cellent opportunities for the exporting of this fruit. At present, however, a quarantine now in force would prevent the entry of these oranges into the United States, —_+22———_ The Boy And the Bison. Lord Curzon, who has been cured of insomnia by the Coue method of auto-suggestion, entertains Americans lavishly every season in his fine house in Carlton House Terrace,” said a trav- eler. “His second wife, you know, is an American, and his first wife was _ American, too. “At one of their Anglo-American parties Lord Curzon told a funny story about the American accent, but Lady Curzon retorted with another story about a boy in a London board schoo] whose teacher asked him what a bison was. “A bison,” the boy answered, wot I washes in.” —_~+---——__ The Strongest Only. A woman went to buy some cigars for her husband, who was laid up. “Do you want them mild or strong, madam?” asked the tobacconist. “Give me the strongest you have,” she said. “The last ones he had broke in his pocket.” ae 18 i The fastest growing flours in Western Michigan Perfection The finest blended all purpose flour ~ Red Arrow The best hard wheat bread flour They get the business— and hold it Watson-Higgins Milling Co. Grand Rapids, Mich. Sen ASE AEE eae SELECTING SALESMEN. More Care Needed in Training and Handling Them, Organization is the foundation upon which every successful business is built. It is the keystone of achieve- ment, I do not wish to convey the impres- sion that organization is the only re- quisite in the building of a business, but I am convinced that it is essential to the continued success of any busi- ness, and that the organization upon which the success of the business de- pends should have first consideration. First, I think consideration should be given to a man’s character and standing in his community before giv- ing thought to his ability. One should know something of the public opin- ion of the men on his staff, whether they are of such a character and bear such a reputation as will permit them to properly represent the store with which they are connected. It is not advisable to put any great amount of dependence on written testimonials and letters of recommendation carried by applicants. Many employers re- spond too readily to a request for such letters, and letters of recommen- dation are furnished many times when they ought not to be. Unless the applicant is well and fa- vorably known to you,it is advisable to secure the names and addresses of at least three or four people or firms for whom the applicant has worked, length of service, pay secured and the reason for the applicant’s leaving his former connections. In addition to this information, it is also well to get the names of at least six responsible business or professional men as char- acter references. The social standing of the man making application for a position can to some degree be meas- ured by the quality and character of the references he gives you. A close check-up of these references, either by mail or personal interview, will usu- ally give you a fair line on the appli- cant you are considering and the in- formation thus obtained will be much more sincere and dependable than a whole stack of “pocket” recommenda- tions. While in my opinion an employe’s character should be the first to receive consideration, there is nothing to pre- vent your obtaining information per- taining to his ability while investigating his character. My practice has been to get the names and addresses of the applicant’s last four connections, pro- vided he has severed this many. Where many people are employed and in large commercial centers as many ref- erences as possible should be in writ- ing and these filed for future use. You should know in advance whether the man you are considering is a “drifter” holding a job for only a few months, then quitting—or being required to quit—and moving on to another posi- tion. If a man has made numerous changes and cannot give a satisfactory reason for these changes, it would seem best not to employ him. The expense of training men is too ereat to take any chances on a “float- er.” Your customers object to fre- MICHIGAN TRADESMAN quently meeting new men. They pre- fer doing business with the old “stand- bys” with whom they are acquainted, and the more agreeable you make it for your customers to trade with you the larger the patronage you will have. After satisfying yourself as to the applicant’s character and ability, the next question for consideration is that of compensation. This is by no means a one-sided question. An employee is entitled to fair remuneration for his knowledge and ability as well as his services. It is advisable many times to ask an applicant, before you commit your- self, what he considers his services worth. If he requests or demands a stipulated amount, he should be able to satisfy you that he can earn the wage he demands. If the position being considered does not warrant your paying the wage requested and the applicant has previously drawn a larger salary than you consider the position should pay, there is not much use of spending time on him, for even if hé accepted your position and pay J. Charles Ross. the would only be with you until he found another position with larger re- muneration. It is amusing to note the number of people who apply for a job and, even before knowing what their duties are to be, ask the question: What does this job pay?” To this question I usually answer: “That is the last thing I consider, sir. First, I want to assure myself that you are the kind of a man we want in our organization. Second, I want to know something about your ability. Satisfying myself on these points, we are then in a posi- tion to talk salary.” While it is al- ways advisable to select dependable and able men for every position, a man’s ability cannot be measured by the salary he demands or what he considers himself worth. There is only one sure way of know- ing whether an applicant for a posi- tion is going to fill your requirements, and that way is to try him out. Dur- ing this probation or testing period he should be willing to work for a modified or somewhat lower wage— until he proves his real worth—after which he should be compensated ac- cording to his ability and the service rendered. The matter of character, ability and salary being settled, I consider a very frank talk as to store practises and policies the next thing of importance. Employers should not hire a man and turn him loose to grope in. the dark, if they expect the man to work with them to advantage. They should offer helpful suggestions and co-operate along the line of all right endeavor. They should not outline, circumscribe or bind so tightly that the new man is prohibited from exercising and de- veloping his initiative. Up until a few years ago only the larger and more progressive merchan- disers of this country recognized the advisability and advantages of special training for their employes, especially their sales force. To-day it is univer- sally adopted in all well regulated stores. This line of study and instruc- tion covers a wide range. First, sales people should be taught the value of cleanliness and neatness of appearance. The proper approach to a customer, the necessity for a thorough knowledge of the goods they are selling, correct principles of sales- manship, correct stock and store ar- rangement, window and store dressing, proper method of wrapping and tying various sized packages, economy in use of wrapping paper, string and tape, proper method of handling goods when showing them to customers, cor- rect method of smoothing over a dis- satished customer, the acceptance of unsatisfactory goods returned without disgruntling the customer; number of feet in a pound of various sizes of wire, number of nails to a pound, quantity of nails necessary to lay 1000 shingles; amount of nails necessary to lay a square of composition roofing, num- ber of feet in a pound of rope, quan- tity of staples necessary to erect 100 rods of fence, etc. Employes should be impressively admonished as to the necessity for keeping merchandise free from dust and dirt and in an orderly manner. They should be informed of the deal- er’s responsibility to his customers on account of damage to person or cloth- ing from careless store arrangement. These and numerous similar points of information should be known. The careful wrapping and packing of merchandise to ensure safe delivery, assisting customers with heavy pack- ages, especially ladies, to the door, automobile or other nearby points is one of the little courtesies much ap- preciated by them. All of these and many other important points should be taught the employee. It should not be left for him to find these things out. Sales people should be required to study their lines and know their vari- ous uses and be able to impart the knowledge thus gained to their cus- tomers. Special effort should be made to interest employes in articles to be sold, as the salesman is much better equip- ped for the sales process if he is per- sonally interested in and familiar with Forty-first Annive should be purchased by the dealer, remain his property, but to be use by the employe for reference anf study. It is not my intention to dwell q§ salesmanship, but I cannot from saying a word or two relatives the proper manner of showing tomers hardware items, es scissors, shears, knives, rev tools, etc. Sales people sho taught to hand the article to the tomer in such a manner as will the customer to take the arti the handle and hold for inspecti the natural position and man which he would hold the artic actual use. Too frequently this done. It is surprising to see the the line he has for sale; the vitally interested he is the mo tain of success is he. Proprietors, managers and ment heads should set a good ¢ ple for those under them. “higher ups” fail to function p how can you expect the less imp employes to be 100 per cent. eff In training men, the valu “Please” and “Thank you” sh impressed upon them. Possih other words show training and expe appreciation more forcefully at these three words. All instructa should be supplemented by hé reading matter. Every dealer shg subscribe for one or more good publications and should not only: rs fees Seat ae them himself, but insist on hig: ployes reading them. In addition ¥) trade publications, many helpful be and sales bulletins are obtainable of judgment shown by sales | when showing merchandise. The use of tobacco in any for the chewing of gum by sales while they are waiting on c should be discouraged, if not p ited. oie Store meetings, preferably monty where employer and employes r together and discuss store p without interruption is highly mendable. These meetings showlii held in the evening and should nope ceed two hours in length. They sii not be for the airing of grievant: nor should personalities be indgigr in, but store problems should be f ly and freely discussed. Regardle the size of your force, whether #4 three or 300 employes, men and Woe] en should all be present at these miter ings. It should be considered ‘pat of their duty and they should beh 4 formed of this duty and what you# pect of them when they are hired The practice of taking your @&: ployes with you to hardware gon meetings and, if possible, those. upét whom you put your greatest respoai bility to your state convention, i§ f ommended. If you expect to tree your men to a point where they # relieve you of some of your regg ; bility you must expect to assi in their education. In selecting a man for a position, every point of his should be analyzed. Even after selected him with the greate your judgment may eventug (Continued on page & Forty-first Anniversary MICHIGAN TRADESMAN 85 Featuring SAVE THE FRUIT CROP brings increased sales There is real thrift behind the words SAVE THE FRUIT CROP that makes them appeal to women. That is why for eight years each succeeding season has proved that: featuring this idea is one of the surest means of increas- ing sales on preserving materials. To-day with the accumulated force of all these years behind it, the SAVE THE FRUIT CROP idea is bringing more business than ever to the progressive dealers who are tying up their stores with it. Hundreds of thousands of women are taking advantage of the excellent fruit crop to put up an extra stock of preserves. And they are using sugar, jars, fruit and other preserving materials in enormous quantities. You can easily get a large share of this in- creased business and prosperity by devoting a window to canning and preserving suggestions —and Domino Granulated Sugar. American Sugar Refining Company ‘‘Sweeten it with Domino’’ Granulated, Tablet, Powdered, Confectioners, Brown; Golden Syrup: Molasses : MICHIGAN TRADESMAN ‘ A Statement as of July 1, 1924 ASSETS Money in banks and bonds - -- - -- --.------ $495,072.63 Accounts Receivable __..---------------- 15,006.63 COR... __..-_-.___.--_.-...-- 27,727.44 To eee... 4... ..--- $ 537,806.70 Legal Reserve (40%) eee $406,464.63 Reserve for Pending Claims --_-_-_.-.------ 81,000.00 Surplus for Contingent Losses ------------- 50,342.07 Net Premiums and Income from July |, 1923 ie eee) tee... .......-...-.-- $1,016,161.56 Claims paid first six months of 1924_._____- 222,021.73 Claims paid since organization -_-.....---- 1,886,141.83 __ Why not insure in this well-established company that is now finishing its tenth season of success. All fair claims are paid promptly; unreasonable claims defended. Keep insured and slow down in heavy traffic. See local agent or write CITIZENS MUTUAL AUTOMOBILE INSURANCE COMPANY p HOWELL, MICHIGAN eo Forty-first Anniversary Forty-one years is a long, long time! Why, men grow old in forty-one years, Men who never read much of rhyme Nor cared a lot about other men’s tears. ’ But here is a thought that comes and cheers, Sweet as a song by the angels sung: If our hopes are bright and our hearts are young, What is a matter of forty-one years? Forty-one years! There are men I know Who forty-one years have kept a store, And have watched men come and have watched them go Like the endless waves on an endless shore, What is a year, and, yes, two-score, With the world to serve and your work to do? It all seems little enough to you When you look on life from a merchant's door. COICO COCOCD CDC ED CD CODED CD ECPCPCRCDEDEDEAGD q ~\ \ x MS ‘ Ms K \, YY AS x \ K \ K \ x SS ny | “f MICHIGAN TRADESMAN FORTTYT-ONE YEARS - So many blessings, such busy days, Forty-one years is a short, short while, If getting something besides your gold— Such deeds to do and such smiles to smile There isn’t much time to grow so old. Forty-one years—but a year could hold Such good to do in so many ways, We never noticed the years that rolled. Forty-one years—but another burns Like a rising sun in a sky of blue. Oh, a few grow old—but a wise man turns To another year and its tasks to do. Forty-one years—it may all be true, But we've forgotten the year that’s gone, ‘And we're looking up and we're looking on And we're looking forward to forty-two! —Douglas Malloch WRITTEN ESPECIALLY FOR THE FORTY-FIRST ANNIVERSARY OF THE MICHIGAN TRADESMAN. EN RRR et ae eee SELECTING SALESMEN. (Continued from page 84) found to be poor and he does not measure up to your expectation. He may prove to be a round plug in a square hole. You have spent consid- erable time and money trying to de- velop him for a certain position; while he possess many admirable qualities, he has not made good in the place assigned to him first. What are you going to do about it? ? Let him go or try to find another place for him? If your organization is of sufficient size and magnitude, by all means try to save what you have spent on him in time and money and try him out in some other place. He may be espec- ially suited to some other department where he would make you a valuable man. Training men for the hardware bus'- ness is expensive, Retail hardware salesmen require a higher degree of intelligence than any other line I know of, You may not agree with me, for salesmen may not always have the re- quired amount of intelligence, but it is necessary to success in the hard- ware business just the same. What other line of retail merchan- dising embraces so great a variety of - jtems and for such a wide range of You enter the average de- utility? partment store to purchase a pair of gloves. The jsale is consummated. Your next‘item for purchase is a pair of shoes or some dress goods. Do you ask or even expect the glove sales person to leave the glove counter and show you shoes, much less explain the LEWELLYN & COMPANY CASH AND CARRY PAY CASH AND SAVE MONEY MICHIGAN TRADESMAN relative values, qualities, styles, etc.? No, you would never think of it, ex- cepting in the very small towns. But the same man will step into a hardware store for a few purchases and com- plain bitterly if he is transferred from one sales person to another. He ex- pects the hardware salesman to know everything, from the various ingredi- ents used in the manufacture of paint and enamels, the number of square feet covering capacity per gallon of paint and years of service guaranteed, number of nails to a pound, quantity of staples required to erect forty rods of fence, down to the material used in the blank upon which a certain spoon is silver plated, the thickness of the plate and the number of years it will wear, included. Truly, the real, up to the minute hardware: salesman must be a human encyclopedia. He dispenses more free knowledge than any other class of salesman I know of, It is important that employes be loyal to the organization they are con- nected with. The practice of an em- ploye criticising the firm furnishing him a living is greater cause for dis- missal than many others more com- monly resorted to, Loyalty or lack of loyalty on the part of employes is one of the greatest problems employ- ers have to contend with. Loyalty is something money will not buy nor hire. It is built into character, hence the necessity to look well to character when employing, as previously men- tioned. If an employe is dissatisfied with the ‘conditions under which he is working he’ should go first of all to his employer, where he can talk it over with him and receive or expect to receive action. Failing to convince his employer of his viewpoint, he should resign from the position, but never knock. Difference between partners or between membrs of a com- pany or corporations is a little more difficult to handle, as financial inter- ests are involved, but the “knocking” method is poor practice and is never an aid to business. Our criticism should be constructive, not destructive. A practice, while not common, is resorted to at times by some execu- tives. It is that of going to one em- ploye, then another, or to one depart- ment head and then another, and quiz- zing them as to their opinion of other employes or department heads. This is poor practice. First, it shows a weak mentality on the part of any executive who resorts to it, for no loyal, intelligent person will become implicated in such underhanded meth- ods. He must, therefore, of necessity get such information as is passed on to him from the weak and inefficient, who wish to further their own interest at the expense of others. Second, nothing I can think of will do more to demoralize the morale of an organ- ization than for an executive to quiz members of ‘his: staff in the manner heretofore referred to, and for the pur- pose of getting inside information, and then using information thus obtained against the other party. Third, the executive who resorts to this prac- tice eventually finds himself in disre- STRICTLY WHOLESALE CX Citz. 66736 Cor. MARKET AND OAKS GRAND RAPIDS, MICHIGAN Main 2828 i Across from City Market Forty-first Anniversg spect with his employes and assoc. ates, thereby losing his influence ang usefulness, if, indeed, such a person, could have influence or be of use to his organization. Webster gives as a definition for | initiative introductory: An introduc _ tory or first step; power of commene. ing, etc. If an employe is expected ty develop initiative he must first be given the “power of commencing” or opportunity to put into practice ideas of his own. He must be given re sponsibility and permitted. a reason. able length of time to work out his problem. Responsibility with a reward for achievement is, in my estimation, the best way to develop initiative. Send your men out on minor deals first, then on more important ones. Af | ford them the opportunity of develop. | ing. Allow them the privilege of en deavoring to improve store arrange.’ ment, collect old account or open some. new ones. Do we refuse our sales people per- mission to smoke while waiting ot customers or during business hours, ’ and at the same time indulge in the practice ourselves? Do we prohibit the use of tainted language by our help, yet use foul language in their presence ourselves? I wonder how many of us condescended to ring in and out on the time clock, or require. our sales people to adhere strictly to. price maintenance, yet yield to every | request from our friends for a special 3 price?) Are we always careful about putting stock back in place properly. | q TT, —— Forty-first Anniversary or promptly ringing up a sale or en- tering a charge? If not, then we are not setting the proper example for our employes, and cannot consistently ex- pect the same full-hearted support from them. Remember this, men, every boy, every young man, has some _ ideal, some one person whom he looks up to, whom he admires, whom he imi- tates and whom he wants to be like. Is it you, or you, or you? Yes, it is. I believe every man is the ideal of some youth. Unconsciously we carry a tremendous responsibility. We are the molders of custom, character and ideals. It is a responsibility we can- not shift. We must face it boldly by setting the right example. Man’s efficiency may be tested in various ways. If a salesman, his daily, weekly or monthly sales at a proper mark-up, or his net earnings for the same periods gives you a line on his selfing efficiency. But this is not enough. He may be a splendid sales- man, yet he may be stealing you blind. In addition to a careful compilation of figures showing number and volume of sales, earnings, etc. it is well to analyze carefully as to the average amount of both cash and charge sales. Some clerks grab every easy sale in sight, but seldom try to make the second sale to a customer. These are just as I have termed them, “clerks,” while a salesman always works for the second sale, and it is the second sale that builds up the profit column. P. M’s on obsolete and close out items causes sales people to keep these records separate and permits a check- up on those interested in helping you unload these items. The average amount of each sale for each sales person for a given pe- riod—say, per week or month—is one way. of testing sales efficiency. If you wish to test the efficiency of an employe’ $ ability as a window trim- mer or the arrangement of stock in the store, score by points, allotting, say, tea points for neatness, ten for attractiveness, five for arrangement, twenty. for selling power, etc., then do not depend wholly upon your own judgment, Call in some disinterested parties to view the result of your man’s Figures in the form of sales reports showing actual results obtained is un- doubtedly the best way to test the ef- ficiency of your sales force. : The average number of deliveries per day and average cost of each de- livery as compared with others is one method of testing the efficiency of your delivery man, To test out a collector you consider the percentage collected against the total amount of ‘bills furnished him per week or month. Also the average number of calls on delinquents with'n this same period, or another method, and ‘this one is possibly the best, is to figure tHe cost of time devoted to collections against amount collected. This gives you actual cost per dollar to collect or percentage. The lower the | Percentage cost for collection the t efficient the collector. This could fegardiess of whether col- MICHIGAN TRADESMAN lector spent full time or part time col- lecting. Figures are very necessary in testing the efficiency of employes, but a surer method is personal contact and observation, This seldom fails. This the last point for our consider- ation can be disposed of quickly by requesting the resignation of the in- efficient one after having exhausted every reasonable means at your com- mand to bring the employe up to your required standard. This, of course, turns the party loose on the public to impose upon someone else, Here is where you can render the public and your fellow merchant a service by re- fusing a letter of recommendation to any one leaving your employ under such circumstances. J. Charles Ross. ———_>-+ Twenty Original Names Still on the List. The Tradesman possess a most distinguished roll of honor, of which it is exceedingly proud. It comprises the names of business houses which have been on the subscription list of the Michigan Tradesman ever since the first issue, forty-one years ago. The Tradesman very much doubts whether any other trade publication can present such a collection of faithful follower as the following: Charles H. Coy, Chehalis, Wash. Amberg & Murphy, Battle Creek. J. L. Norris, Casnovia. F. H. Bitely, Lawton. E. S. Botsford, Dorr. Richard D. McNaughton, Fruitport. D. Gale, Grand Haven. Wolbrink Bros., Ganges. Charles E. Belknap, Grand Rapids. Frederick C. Beard, Grand Rapids. William J. Clarke, Harbor Springs. Walsh Drug Co., Holland. L. M. Wolf, Hudsonville. Charles G. Phelps, Elwell. Wisler & Co., Mancelona. Thompson & Co., Newaygo. M. V. Wilson, Sand Lake. H. P. Nevins, Six Lakes. Milo Bolender, Sparta. O. P. DeWitt, St. Johns. —_——_2-. The Latch-String of Opportunity. To be a little more courteous than is necessary—To pay a little stricter attention than most people do and consequently be a little more accurate than they are— To be a little better enfosinel than “the average”— To work a little harder and a little more willingly than “the bunch’— To be neat, modest and yet confident and aggressive— To keep the mind on clean, useful thoughts— To spend a earned— To be happy and yet never self- satisfiied— Summed up, it all means being the rare person who not only gives most but gets most out of the “job” and out of life. For such people the latch-string of opportunity hangs out of many doors. —S. Roland Hall-in Selling Sense. ————_--o———— Courtesy is just as important behind the counter as it is in society. Per- haps it is more so. Make it a cardinal principle. little less than is DIAL Gas Appliances That Give Enduring Satisfaction The DETROIT JEWEL GAS RANGE Whether you select a Low-oven or the Largest Cabinet Type; in plain black or snow-white enamel; you will secure in SERVICE 100 per cent. XN? THE HUMPHREY GAS TANK WATER HEATER Heats water quickly and economically and has in it the materials and workmanship to give lasting service. (WE) THE RADIANT FIRE THE GAS HEATER SUPREME. Economical—Serviceable Heat as soon as lighted—No waits—No kindling—No ashes. Plain Models $35.00 Others to $85.00 : (YE) And a host of other good Gas Appliances always on exhibition at our Show Rooms. GAS COMPANY — sts 47 DIVISION AVE. N. sw SE sete se geae snes HOW CROOKS WORK. Need of Extreme Care in Cashing Checks. Let a man build a high wall to shut off his neighbor's view, and his neigh- bor will make himself a longer ladder; as soon as the makers of armor plate guard a ship so that no shell can pene- trate it, the makers of big guns devise one that will penetrate the impenetra- ble. All of which is true in the warfare between society and those who prey on it. An argument in favor of the bank as against the stocking is that the danger of theft is lessened, but the skill of the forger has almost kept pace with the ingenuity of the men who make protective devices. What tax do we pay for theft and more particularly for theft by forgery? The questiom can't be answered ex- cept by speculation and opinion, for few burglars keep books, nor do forg- ers make income tax returns. But even speculation may be inter- esting. W. B. Joyce, chairman of the National Surety Company, not long ago took the reports of some twenty- five companies engaged in this line of insurance and figured out that steal- ings in this country in 1922 in all lines of crimes against property totalled more than three and a quarter billion —an amount larger than the Federal income tax for the period and, inci- dentally, a figure difficult to believe. The estimated per capita loss to the nation was $300. According to these statistics there are—or were a few years ago—55,000 men in jail serving sentences for crimes against property—enough to fill a good-sized city. “1 talked these figures over recetit- ly,” says Van Zandt ‘Wheeler, man- ager of the forgery insurance division of the Fidelity & Casualty Company, “with a member of the District Attor- ney’s staff in New York City, and he regarded them as conservative. He further estimated that for every man at the present time serving sentence in our prisons for a crime against prop- erty, there are not less than nine or ten at liberty and actively engaged in the pursuit of their questionable pro- fession. : While I do not vouch for the ac- curacy of his estimate, I believe it is reasonable. If true, it would indicate a thieving population of half a mil- lion, or one to 200 of the total of men, women and children in the United States.” These figures are not easy to ac- cept. A population of half a million engaged in theft, and stealing a total of three and a quarter billion dollars would be gathering in about $6,500 a year each, which would seem a con- siderable average income. Whether these estimates be right or wrong it is certain that we pay high toll yearly for theft and that forgery —a crime peculiarly°aimed at business men—accounts for a large part of that total, the estimates ranging from 50 to 100 millions a year. It is equally certain in the opinion of men who devote their time warring on forgery and to handling insurance against forgery that the annual heavy loss by forgery is not decreasing, but MICHIGAN TRADESMAN increasing. In the war of dishonesty against care and protection, the former is not lagging behind. The spread of modern banking meth- ods has offered the forger a wide field. All sorts and conditions of men now keep their money in banks and pay their bills by check. But where pick- pockets once took and still take our money by one form of skill, the forger now takes it by another form of skill —one infinitely more subtle, as well as costly. The forger prefers, when possible, to use the check bearing a genuine signature. He never unnecessarily alters or disturbs it more than is neces- sary to accomplish his purpose. One check automatically lends itself to a change of payee’s name; another sug- gests a raised amount; another, for a satisfactory amount, can be negotiated by means of an altered payee’s name and a forged endorsement. The big operator maintains various bank ac- counts under various aliases. A bank account of this sort is good always for one, sometimes for several transactions simultaneously carried out. In this case a forged endorsement of the name of the true payee is followed by the forger's own endorsement as deposi- tor. He lets the bank collect the item, then closes out his account. Bad check men parallel their broth- ers within the fold of respectability. That is, some business men are pikers and think in terms of ten and fifty dol- lar transactions. Others, big men, think and deal in figures that run high into the thousands. The same prin- ciple works in the world of crime. There are pikers, mediocrities and really big-brained operators. The successful forger does not, as a rule, cate to work with counter checks which are easily at hand in so many banks. He knows that the more busi- nesslike a check is, the more easily it can be passed. Present a check on an ordinary blank in the Forty-fourth National Bank, signed John Smith, and the chances are you will get noth- ing for your pains. But try it again with a check engraved for the use of the Soandso Manufacturing Co., with an appropriate place for the signature of the treasurer and the counter signa- ture of the president; have the payee’s name typewritten, the number printed in red ink and the amount apparently put in by some sort of alteration-proof device, add on a printed and typewrit- ten form showing for what the check was issued and declaring that once endorsed it becomes a receipt for that amount and for that purpose. Then you have a document much more easily exchanged for money. * The successful forger is ever on the alert for just such documents. Rob- beries of the mail, while they may be aimed chiefly at registered letters and packages, provide a readily market- able by-product in the letters which carry, not money, jewelry or negotiable securities, but checks. Checks thus acquired can be used in three ways; they can be cashed, raised or used as a model for other checks to be en- graved in quantities, How important is the appearance of a check is shown by the success which forgers had in passing ofticial- ‘coking checks bearing the names of the “U. S. Geological Burear” in tie Fedaral Government. The Geological Survey (its right name! dees net issue its own checks. Jts payments are inade by United Staces Treasury checks. Another instance of the ease with which specially-printed or engraved checks may be passed occurred not long ago in a Middle Western city. A number of checks of the Chicago and Alton Railroad were passed with little difficulty, although they were crudely made. The effective factor was that each bore in ink not much darker than the surface of the paper a rough re- production of the Chicago and Alton triangle. The effect was at a hur- ried glance something like a water- mark, and little difficulty was found in getting the checks passed, although the whole forgery was crude. It is not difficult for forgers to get checks engraved or printed in any fashion that pleases them, and more than one successful forgery has been carried through in the name of a com- pany that never had an existence and which came into being solely that its name might adorn a pretentious check. Merchants in one city, and not a very large one at that, were victimized not long ago by just such a check. A man, looking like a workman, walked into a store, made some small pur- chases and asked that they be taken out of a rather large pay check. Asked for identification, he showed a brass timekeeper’s disk on which was the same number as that on the pay check. He got goods and money in a number of stores, the merchants learning later that there was no such firm as the one whose check he had presented. Another help in getting cash for bad checks is the certification stamp. The customary uses of the certified check in business are not large. Accom- panying bids, for the purchase of se- curities and in some other circum- stances it is customary or required, -but ordinarily it is not used to pay hotel bills or in exchange for goods over the counter. Yet the certifica- tion stamp makes a powerful appeal to the man who is asked to cash the check. The impressive appearance of the certified check is gained at the slight- est expense. All that is needed is a rubber stamp, and not an expensive rubber stamp at that. A dollar will buy a perfectly satisfactory one, pro- vided a rubber-stamp maker can be found who does not ask too many questions. Efforts have been made by the au- thorities to get rubber-stamp manu- facturers to report orders for certifi- cation stamps; but even H Such a movement were successful, the art of making rubber stamps can be acquired by dishonest men. Checks have been cashed where the stamp showing that the drawer had money sufficient to pay the check had been made with movable rubber type. One lesson the forger and his fel- low who passes the check soon learns is that a check presented in payment for goods but congiderably in excess of the purchase price can be passed with far greater ease than if cash alone were asked. The state of mind of a merchant who doesn't wish to ae ‘forgery Forty-first Ann “Jose a sale” is not hard to understaggi A check for $200 in payment for jgf worth of goods will yield $149 - change much more easily than woug a check for just that amount. : No man ought te cash a check wit out bearing in mind these things: § That a check that looks “busing like’ is not necessarily a good omf Much time and care may have beg spent to give you just that impressig That a check which appears to E certified is no more apt to be goum than one without the stamp. That the fact that a man is prepa ed to purchase goods from you dee not guarantee the genuineness of ty check he gives to you. And above all it is well to bear} mind that the forger and the chej passer are adroit and skillful crimingy They recruit largely from a “what collar” class of society. Often he are familiar with banking and busing methods. They know the way which the overwhelming amount ¢ money in this country is handled ig check. They can invent plaustiy tales to account for the checks th are going to pass. One may speci ize in only one side of the work; tq is, he may confine himself to forge or he may give all his intelligence passing the, forged instrument; bet either case he is apt to be skillfd. We have glanced hastily at & weapons of the forger. What aret means of defense on the part of @ man behind the bank account? J armor plate has he against the forge big guns? Chiefly three: care in keeping ched out of reach of those who might mai wrong use of them; the use of prote tive devices for check-writing, 9 guarded papers, etc.; and the forge bond, which covers all forms of fogm ery and check alteration losses @ mon in banking fraud. Nothing is more useful to the foggy and his partners than a check of samme corporation or individual, and pret ably distinctive and widely-used cht Goods are bought only that they mim be returned in the hope that repaymengy may be by check; mail boxes # rifled; employes are bribed; there #] dozens of methods. One method that has been suceerm fully worked is this: an employ of larage corporation knows tht quant ly the company’s check for $17.54 mailed, say to Webster Bowen, professional outside the office oped bank account in the name of Webs Bowen, keeps it moderately ti 4 Comes the time to send the quart? check, and the dishonest emp mails it to his dishonest. friend, endorses it for collection, deposits! and gets the money. Difficult to# vent, but it goes to show the need guarding checks, both blank signed. Check-protecting devices aft strong aid in limiting the forgets *§ tivities. They are of many kisi safety paper, check-writing machisa® acid-proof inks—all helpful. There remains a third means 4 safeguarding one’s bank account bond, which is a a form of protection. Forgery ina ance is something like fire inell (Continued on page Forty-first Anniversary MICHIGAN TRADESMAN 91 The Old National Bank of Grand, Rapids is co-operating with the banks, business houses and investors of the Wolverine state to help build up our great commonwealth. Broad facilities, the spirit of helpfulness and the - rich experience of more than sixty years are at. your service here. When contemplating investments you can benefit by the experienced judg- ment of our Bond Department. Your banking needs can be served promptly and efficiently by our Commercial Department. | e THE OLD NATIONAL BANK GRAND RAPIDS, MICHIGAN At the Service of Western Michigan Since 1853 nsoarpeprapsacagrenate sanpansngpersir stim . yond the retailer's control. ‘he buys it. VALUE OF A TRADE NAME. Gives a Store an Individuality of Its Own. Some retailers are complaining that they do no longer “own their trade,” meaning that the percentage of their customers upon whom they can de- pend for business, season after season, is becoming steadily less and less. The problem is a serious one, be- cause it is quite obvious that when a store is obliged constantly to seek new customers, the amount of sales and advertising effort which that store must put forth will be relatively high and the cost of doing business will be correspondingly increased. Because it involves so many factors which enter into the present scheme of distributing merchandise, the problem is likewise highly complicated in character. There are some factors entering in- to the situation which are clearly be- For ex- ample, there is the influence of Na- tional advertising. An English mer- chant, observing. retail conditions in the United States, commented recently on the extent to which American mer- chants are losing influence over their trade. In certain lines, such as drugs, ‘for example, it is becoming almost -ynheard of for the customer to seek advice from the retailer. Instead he simply calls for the article which he has seen advertised and the sales- person, no longer an important factor in the transaction, tends more and -more to become an automaton. If a man has his mind made up to buy a certain brand of shoe and sev- eral dealers are selling it, he does not particularly care, as a rule, from whom If he patronizes your store this season and the dealer around the corner cuts the price a few cents, it is more than likely that he will buy his next pair where the price is lowest. He is sold, in other words, on the ’ shoe itself and not on the reputation, individuality or service of the store. The influence of the chain store is another factor tending in the same direction. A man who has bought a pair of shoes at one store in the group knows he can get the same kind at any other store and the in- fluence of the store itself becomes neg- ligible. This tends to make the cus- tomer think of the retailer as a mere distributing agent, and many retailers are conducting their business in a way that encourages the public to re- gard them in that light. Despite these influences operating to undermine the prestige which the re- tailer formerly enjoyed in the minds of the public—influences so much a part of the modern development of business that none of us are big enough to stand in their way—there are some things the merchant can do to stamp the impress of his individ- uality upon the mind of the customer so strongly that the latter will prefer to place his reliance on the retailer's recommendation and become a regular customer of the store. In this connection much has been said and written about service in the shoe store and it is obvious that the shoe merchant enjoys a wonderful ad- MICHIGAN TRADESMAN vantage over dealers in many other lines because the commodity he sells cannot simply be handed out by a name or trade mark. It must always carry with it the element of highly skilled service involved in correct shoe fitting. Shoe store service need not stop with shoe fitting, however. Indeed it should go much beyond that. The customer should be made to feel that the merchant from whom he buys knows his business and that his name stands for a definite standard of qual- ity or value. He should be made to feel that his wants will receive prompt and courteous attention, that his in- dividual needs will be intelligently sat- ised and that there is something in the character and service of this par- ticular store which will make it worth his while to become a permanent cus- tomer. As a matter of fact, many shoe stores are rendering highly efficient service which entitles them to the con- tinued patronage of their customers, yet for some reason that they have been unable to fathom, a large per- centage of these same customers do not remain with them. Even in the jarger stores, where these things are carefully studied, it is recognized that the number of customers that “leave home” is much greater than it should be. Some time ago, a very careful inves- tigation of this subject was conducted by the Research Department of the Filene store in Boston. The results showed that the great majority of customers who slipped away did not die or move out of the city, but drift- ed away from the store because of in- difference. They had not been im- pressed with the store’s individuality in a way that would convince them that their interests demanded they should remain permanent customers. A similar survey in any store of any size in the country would probably show a similar condition. Customers are lost because they have not been sold on the idea that they should re- main. Much of this goes back to the attitude of the sales people. They may have made the individual sale, but they have not sold the store, as an institution, to the customer. As- suming, however, that the sales force has been reasonably efficient and has properly represented the house to the customer, there is still something im- portant to be done by the management in clinching the argument. The name and reputation of the house must be definitely established in the mind of the public and definitely identified so that it will stand out from all the others. The name of the store, as such, is not such a tremendously important factor, yet there are names of retail establishments in the United States whose value is almost beyond reckon- ing. This is not because there is any particular magic about the names themselves that make them better than other names, but because through ser- vice which has been reinforced by the right kind of publicity they have been made to stand for something which gives the public confidence in them and makes them an intangible asset of the greatest importance. Merchants have long recognized that it isn’t enough just to have a name and to advertise it, but that it is highly important to advertise it in some dis- tinctive way. Every store should have a “signature,” that is some distinctive way of signing its name to advertise- ments of every kind which will identi- fy the store to the public just as clear- ly as the proprietor’s individual sig- nature identifies him at the bank. De- vising such a signature is a matter that ought not to be done hastily or without careful thought and consider- ation. It is important that the name should stand out in a way that will command attention, present an attrac- tive appearance and make & favorable impression. If possible, the advice of an experienced advertising man should be sought, because there are technical questions of typography and layout which ought to have careful consider- ation. Frequently a name may be com- bined with a trade mark or device which gives it an individuality of its own, and in certain cases it may be advisable to seek registration at the Patent Office —Shoe Retailer. 0-2 ‘Wages in the Meat Business. At the end of the week, when the retail meat store owner pays the meat cutters and clerks, according to Law- rence A. Adams, assistant marketing specialist of the Bureau of Agricul- tural Economics, he pays about 63 per cent. of the cost of doing business. That is, for every 63 cents paid out for wages and salaries he has only 37 cents for all other expenses, which include rent, wrapping material, ice, etc. For each 63 cents spent for wag- es, the storekeeper spends 3 cents for wrapping material. Wages are twen- ty times as important. Are they watched twenty times as carefully? The employer is paying for every idle minute of his employes. Three employes may be necessary to care for the evening rush, but is there demand for the three clerks during the early afternoon? Perhaps this rush could be cared for -with two em- ployes if the steaks were cut and meat prepared ready for wrapping. Two employes constantly busy, instead of three employes occasionally busy, is the difference between success and failure to some store owners. None of us would intentionaMy pay an em- ploye $40 a week to do work which could be done by a $$20 employe. A well-organized store employs skilled meat cutters and uses them where their skill will pay the most. Skilled butchers are necessary to properly cut up a carcass, but any one can wrap packages and any trusted employe can make change. Are your employes doing the work they are best qualified to do? For each dollar that the storekeeper receives, he retains about 20 to 22 cents which will pay his expenses and give him a profit. If the merchant can find ways of selling more goods, he will naturally have more moncy with which to meet expenses, and his profits will be greater. Courtesy and Forty-first Annivergg good service are the two great means of increasing sales. Advertising # An additional line f ® may do it. profitable to sone = goods has been dealers. f Keep your employes busy by bring ¥ ing in more customers. : What is your wages expense pen: centage? £ It may easily be figured by adding ; together all the money you spend for & wages except delivery wages. Add t & this the amount of your own ve based on what would have to be oa : some outsider to do the same wok ® Divide this total amount of wages by the total amount of sales for the same Be period. The answer is the wages mi pense percentage. a Compare this with the figures @; other merchants. a4 In 1921, in five Wisconsin cities, the “ast prosperous meat dealers had 3 wage expense of from 8 to 12 per cent Those merchants with a percentage over 12 per cent. were at a disad . tage. In 1923, in three large ite 12 to 13 per cent. was the average fo. wages. Smaller cities had an average: under 10 per cent. How does your wages percentage: compare? The 12 per cent. line is ordinarily the danger mark. In medium large cities, the store with less than 12 peg cent. wages expense will have a good chance to make profits. The stor with wages expense over 12 per cent is at a decided disadvantage. The® chances are that it will lose money. 4 a Avoid Sealed Carton Eggs. Beware of eggs in sealed cartom 4 is the advice of a seasoned, successftl grocer. Now complaints are being : received from grocers who in the lt : few weeks have bought and sold thee # “cats in bags.” They point out commission meg make only a few cents profit om “Foose” eggs per case, but by selling! them to grocers in sealed cartons they: get so much more for the cartons that their profit is increased several han: dred per cent. The grocer must past & this increase on to the consumerg Then, if the hidden eggs are under) sized, spoiled, cracked or broken, the grocer, not the commission house, io curs the ill-will of the housewife wit resultant loss of trade. The commis sion house may make good the foss of the eggs, but no one makes good you) loss of customers. In sealed packages you can't ## what you're getting and the custome can't see what she is getting until te: damage has been done. Handle eg in a manner that will permit you % your clerks and drivers to look exgs over quickly before they are de livered. Eggs are too fragile and pet ishable to be trifled with. Keep the in view! oa A BoA ————_+2.>—— Kind words do not cost much. The never blister the tongue or lips. We never heard of any mental trog* coming from this quarter. Th they do not cost much, yet they complish much. They make ot people good-natured, They alwat produce their own image on 2% souls—and a beautiful image it, ty Forty-first Anniversary MICHIGAN TRADESMAN 93 4,500,000 Cans Sold Last Year WHY? BECAUSE Highest Quality Assures Greatest Strength and Richest Flavor Which Means Sure, Satisfactory Results. BECAUSE convincing and continuous national advertising tells these merits to millions of readers. | BECAUSE this quality brand, which includes both the Plain Malt Extract and the Hop- Flavored Malt Sugar Syrup, quickly builds good-will and develops surprisingly rapid turnover for the dealer. Increase Your Malt Extract Sales Write your jobber or direct to us for full information regarding Puritan National Advertising and Dealer Helps. Do it at once—today. You'll want to stock this superior brand immediately and reap the full benefits of a steadily increasing demand. Puritan Malt Extract Company 31 North Market Street CHICAGO, ILLINOIS HOW CROOKS WORK. (Continued from page 90) in this respect; buildings may be, so far as human knowledge goes, fire proof, but they do suffer damage by fire, and then insurance steps in to re- place the loss. With checks every known precaution may be taken and yet somehow a check is raised or altered. No precaution in guarding or writ- ing checks can prevent forgery of an endorsement in a case such as this: An employe of a broker's office in New York stepped up to the margin clerk and asked that a check for $250 be issued to a customer named, let us say, Walter Phelps. Phelps’ account was looked up, found all right and the check issued. The next day a request for the balance of the account led to _ the issue of another check for some $200. Both were certified without question and both were cashed, one at an uptown bank on the strength of an endorsement by a depositor in the bank. This endorsement the depositor declared was foroged, but the bank in- sisted it had paid the money to its de- positor. The other check was cashed in a restaurant. Several weeks later the broker's customer discovered that his money had been drawn out. Cases of forged endorsement make about half of the forged check losses, with forged signatures accounting for most of the rest. In very many cases the check is raised and the signature of the endorser also forged. This would be common with checks stolen from the mails since the signature of the drawer of the check would be genuine MICHIGAN TRADESMAN and the chances of passing it would be better. It is in such cases as this where lia- bility might be disputed and where lengthy litigation might result that forgery insurance plays an effective part. Comparatively it is a new form of insurance. An effort was made about sixteen years ago to write forgery bonds for banks, but the loss rate was high, and the business was not en- couraged. Some insurance of this type was written in England for American firms, and then about five years ago new forms were devised, new rates fixed, and now perhaps a dozen companies are issuing bonds both to banks and to individual de- positors as well as to business men to protect them against accepting bad checks in the course of business. About 300,000 such policies have been written with annual premium intake estimated at $10,000,000. —— Good Enough. Grocers are accustomed to answer- ing penetrating questions about the. merits of their wares. Perkins of Per- kinsville was no exception to this rule. “Are they really fresh?” demanded a woman customer who had come to buy eggs. “They certainly are,” replied Per- kins. “You're sure of that? so frightened of bad eggs. have them really fresh.” “Boy,” called out the grocer to his assistant, “just run to the back room and see if this morning’s eggs are cool enough to sell yet.” Because I’m I must CROSSING THE BRINY. ac eee Findlay’s Eleventh Trip Across the Atlantic. Written for the Tradesman. It is always pleasant and well worth while to call on Charles & Co., the seventy-five-year old grocery house of New York. For here is a retailer who began business when the center of New York was several miles to the South of the present hub of business, who located where he now is in 1872, and who yet is up-and-coming with the youngest of them. The reason, of course, is that the management keeps its eye to the fu- ture. There is no rattling of dead bones, no regretful backward glances or sighing for “conditions” as they used to be, or the “good old times.” Naturally, the man now at the head of Charles & Co. is of the second generation, and he is not exactly a youth; but he is just as ambitious, just as full of vim and vigor and as eager for developments as the man who es- tablished the business. I expect to write more of this house another time; but I can say now that that is the spirit that will keep alive and flour- ishing individually owned, full-service businesses like that of Charles despite any developments of other kinds of retail grocery commerce. Why, only within a few months, this man has shown the vision and sound judgment to take up and push the sale of ZED, the newest health biscuit. This is an item that makes the bran ingredient really palatable—indeed, at- tractive—to all consumers. Already, Charles sells immense quantitie ZED; and it is somewhat remarkagg that this is so, when you consider thal this is a San Francisco product. Incidentally, it were well for gros cers everywhere to wake up and be to take hold of this item in their | for it is destined to become | popular and a ready seller in every = section of the continent before you © first districts; realize what is going on, unless you are unusually enterprising and wake- ful. I mentioned my Toronto meeting last week. As usual, it deserves more than mere mention. ure to meet with them. For Canadian @ grocers are such high grade men, tak- ing them generally, that it is a pleas. It might do to’ say that they were courteous and not 3 only listened to my spiel, but said’ nice things about it afterwards. Bat that is not so important as the way @ they conducted their business sessions. | In this they were businesslike and © snappy. said or asked it—and quit! at the Los Angeles convention of our National Association, from which | had just come, who started to ask a) question-—asked it at ample length, and : then proceeded to argue his point for’: Why the chairman several minutes. Men did not “rise to address -: the chair” unless they had something 5 to say or to ask, and when they did & have something to say or ask, they - By con: / trast, I recall one alleged questioner did not call him to order and make: him sit down, I could not understand There was nothing like that in Tor- onto. The meeting moved forward from point to point, each question be’ 1 ee es es a August Bargain Sale of Notions These prices are good only from August 4th to 16th, and only to the extent of the merchandise on hand. Complete your low stocks now, also take advantage of these prices for fall. Mail orders given prompt attention, Scallop Braide—No. 6498, Packed 24 three yard lengths, $4.00—now $2.50. Taffeta Ribbons—750/120, Regular $3.24 values—now 75c a bolt. In pink and blue only. Sample Purses—Values from $9 to $48 doz—33%% reduction. Corsets—Sizes 20 and 21—$4.25 a dozen. Button Cabinets—48 cards assorted suit buttons, celluloid, Special now at $1.25 a cabinet. Chiffon Veils—All colors, $8.50 value—now $2.00 doz. Girdles—Hickory Brand, all sizes—$4.25 doz. Men’s Wash Ties—Extra fine values—$1.67) doz. Men's Leather Belts—Sizes 30-32, Regular values $4.50 to $7.50—now $3.75 doz. Men’s Soft Collars—Odd lot, only certain sizes—75ec doz. Nail Brushes—No. N4038, Packed 14 gross to a box— now 80c doz. Ice Blankets—75c doz.—now 35c. Mah Jong Sets—Wood blocks, were 70c a set—now 30c. Only 22 sets left. Du-Plex Key Chains—1! dozen on card—35c a doz. Key Containers—Originally $1.50 dozen—now 95c doz. Ladies’) Umbrellas—No. 1300, 26 inch—reduced from $13.50 to $10.50. Embroidery Thread—Peri-Lusta, in scarlet, pink, green, purple, grey, stem brown, 15c doz. balls. Colorite—Solid or assorted colors—$1.20 per doz. bottles. Men's Leather Belts—No. 991, Sizes 30 to 38—-$2.25 doz. Shield Bows—Assorted, packed one doz. to box—75c doz. Stamped Pillow Cases—Fruit of the Loom, hemstitched for crochet-patterns, assorted 45x36 in.—$9.00 dozen. Collar Buttons—Pearl and plated backs, 50c and 75c values _ —15¢ a dozen. : Shopping Bag—Large size, excellent for school bag, special—$1.25 dozen. re Paul Steketee and Sons has advertised in the Tradesman for forty-one years—distinctly a home salts Merchandise—Right Prices and Prompt Service. sone re PAUL STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Michigan | perty-firet. Anniversary ing disposed of—and when disposed of, dropped. In this connection, there was another Man in Los Angeles who, . though @ large storekeeper, a success- fd grocer. and.one would imagine cap- able of thinking clearly, waited until a certain important question had been discussed. filly and disposed of and then reverted. to it long afterward. In ¢, several other questions handled and the chair very enied him any privilege of subject. by another thing: on of really successful, who were pres- gathering. Not “gaen who need help— : did—in attendance, ; and qualified to we there also. Morover, -open in their sug- the grocery business and they talked to tacks style. had bees. oro the Atlantic— ent. The sea has got know it pos- to be. For I no roll. Then wind” from the ur beam, and it gh some of the ir meals a bit. Deen a single blow aid dignify by the Thad made in Jess than a quar- 1 down to around ‘one-fifteenth this a day. Later like this fine public,” are oil hey are also six men to a fed up. Now one to a boiler turns s into a little ‘that the burn- tanks, holding zy fresh water twin engines, "keel, keep the ecially true be- “two feet run- iraw thirty-five en. Either en- rough the water oO fun us along ic ship. Not MICHIGAN TRADESMAN only are there electric lights, but all cooking is done electrically; so is the Steering, for here is a ship with elec- tric, “gyro” compasses, which auto- matically keep her in the track by control of a steam steering gear, on a course vastly straighter than any man could hold her. One thing has been remarkable: the temperature. The wind has been almost steady on our after starboard quarter—-some sea talk, what?—and our personal cabin is forward. Despite an electric fan, therefore, the nights have been warm. One night, the last before the slight breeze I have describ- ed, we voted the hottest we had ever experienced; and this right in the mid- dle of the Atlantic. And of all things a San Franciscan finds it hateful to abide, heat comes about first! But one who sails on such a ship, realizing that it is to-day one of the medium sized ones, at that, must feel proud to think that this is a member of our own American Merchant Marine. It takes very little of such an experi- ence to convince us, if we ever had any doubt about it, that we must keep, foster and expand our shipping. No nation with a seaboard such as ours, no nation with a much smaller sea- board, can properly exist and function if she has not her own facilities for world wide commerce under her own control. It is the most arrant folly for any- one to talk of the “economy” of al- lowing others to do our sea carrying. To listen and act on such a suggestion is to be helpless when we need our strength. Then, when the need comes, we are not only unprepared, but the~ most recent experience shows that then we spend and waste with prodigal abandon many times the money that we have “saved” by the falsest kind of economy for generations! These are some of the things I think of on this, my eleventh, crossing o fthe Atlantic, as we get so near to England that we expect to sight Cornwall to- morrow and possibly reach South- hampton to-morrow night. In my next I expect to talk somewhat on the popular theme: “So this is London!” Paul Findlay. ——_--+>—____ A Showing Up. Former Attoroney General A. Mit- chell Palmer was discussing a war profiteer. “This man’s war profiteering,” he said, “was as plainly shown up as the trolly conductor’s crookedness. “A man, you know—a stockholder in the company—handed a trolley- conductor a nickel, but the conductor didn’t ring up the fare. “A few minutes later the man ex- tended another nickel to the con- ductor. “‘T got yer nickel, sir,’ the con- ductor said. “"Yes, I know you did,’ said the man—and now here’s one for the com- pany.” —_.2.-——_ Inconsiderate of "Em. Friend—“I suppose thee ‘re kept purty busy diggin’ graves?” Sexton—"Sometimes I am, and sometimes I ain't. The trouble is people won't die regular.” Calumet is an “Ace” in the Grocery Line Every retailer knows that on his shelves there are “aces” as well as “jokers.” The “aces” are the products that combine quality with salability, allow the retailer a fair profit—and have been advertised into public favor. Calumet is a Leader Sales 214 Times As Much As Any Other Brand If Calumet Baking Powder is on a top shelf, get it down to a low shelf near the Cash Register, so it will be handy to recommend to your’ cus- tomers. ‘Put a few cans of each size on the counter for extra convenience. You'll be surprised how quickly and easily it sells in good quantity if you give it a little push. Calumet is the World’s Greatest Baking Powder When you push Calumet, you place your efforts behind an “ace.” It’s like a race horse— just give it a little encouragement and watch it respond. Build a window or counter display, use the advertising material furnished through our sales- men—or write the Chicago office for special selling helps. . Write For Special Selling Helps We want to help you increase your sales of Calumet. Let us tell you of the various forceful | selling aids we have to offer. Calumet Baking Powder Company 4100 Fillmore Street CHICAGO ILLINOIS 95 CUT-OVER LAND PROBLEM. Suggestions Based on Life Time of Public Service. Similar experiences to those narrated by you in a recent number of the Tradesman as happening to your Northern merchant friend in his at- tempt to rehabilitate a section of cut- over lands have come into my own life. These lawless seekers after personal enjoyment at the expense of the State and honest citizens infest every com- munity. I have planted flowers and shrdbs along the roadside for the pleasure of the public, given them per- sonal supervision and care and had them filched by people of wealth and standing in the nearby city and planted in their own door yards; I have saved selected trees of unusual beauty along the margin of the public thoroughfare and seen their attractiveness despoiled by land surveyors who slashed them with the axe, destroying their sym- metry that never could be restored, rather than go to the trouble of mak- ing an offset. I have had for years a frontage of seventy rods on the side of a public playground maintained by the municipality for the joyful diver- sions of the public and suffered in- estimable damage to my crops by marauding parties organized while they were beneficiaries of the thought- fulness of the city in furnishing them free recreational facilities; I have had people steal, mutilate and destroy promising trees on a reforested area for Christmas festivities, grape stakes, posts, levers and flag poles. I have had rows of trees of great beauty saved for the delectation of future genera- tions with seventy years of growth destroyed by engineers who made plans for street improvements in the drafting room, refusing to recognize values in trees for public enjoyment and giving no consideration to values outside of easy grades, straight lines and the application of mathematical rules. I have had wealthy people, rid- ing in sumptuous automobiles, drive into my orchards, break off branches of fruit, mutilating trees that had been fashioned with great care for beauty and productiveness and drive away at breakneck speed to avoid meeting the owner. Still I have not lost my faith in humanity, because these exhibitions of lawlessness are on the part of com- paratively few people. The great ma- jority are decent, law abiding, kindly and considerate citizens. Our legal and educational methods of training and developing good citizens are faulty. The case you narrate is peculiarly distressing, like my playground in- stance, because it emphasizes the lack of restraint of a class whose favor the State is coddling by enacting laws for the protection of fish and game, that these law defying citizens may have the privilege of exercising their brutal instincts in the ruthless slaughter of innocent wild life. The plea that in fostering this pol- icy the State is leading people to love the woods and streams and lakes and, through these diversions, grow in —_" MICHIGAN TRADESMAN strength and grace, seeking through an awakened appreciation of nature a closer companionship with the God of the Universe, makes no impression upon me in mitigating their disregard for the rights of others. The method is not properly directed to produce the desired results. We need forests to protect streams, to develop and preserve beauty; to prevent land erosion, and consequent depletion of fertility and loss of ser- vice; to furnish adequate cover and protection for wild life; to meet a nec- essary requirement of our civilization in growing the raw material for fuel, house building and the maintenance of our great woodworking industries, without entailing soil impoverishment. As to remedial and constructive measures, we must start from the ping way the vital importnce to the race of fostering and promoting a ra- tional system of forestry. Ancient and modern history will be taught with some purpose if our youth are guided in this realm of instruction to see that the decline of nations is directly connected with soil impover- ishment and that an adequate system of governmental forestry is a tremen- dous factor in soil restoration and maintenance of fertility. This is not a dream or a guess. It is fully demonstrated through the facts of science and history. We who are tree lovers and forest conservers can expect to accomplish little by attacking the apathy of men who are more absorbed in acquiring the Almighty Dollar than in doing their part for the advancement of Charles W. Garfield. foundation and, through our educa- tional processes, awaken and develop an abiding interest on our most ser- ious and menacing problem. I have two primary suggestions: 1. Demand that in our primary and secondary schools the same emphasis be placed upon tuition in forestry as related to civilization as is now given to physiology and hygiene in relation . to health. Both deal with life problems of equal significance and importance. Looking toward this accomplishment a close alliance should be fostered be- tween the State Forestry Association and the State Department of Educa- tion, the former bringing to the latter the facts and inspiration to the end that every student in our schools shall have brought home to him in a grip- civilization, but it is perfectly prac- ticable to guide the thoughts of the children who are to be their succes- sors in channels of serious effort to stem the tide of National decline by instituting and promoting National ways of restoration largely through simple methods of instruction and leadership in our schools. 2. Inasmuch as there is so little inducement to promote the growth of forests through individual effort be- cause of the blighting influnce of our methods of taxation, we must tackle the problem from another angle. It is perfectly feasible to promote {crest development by municipalities which would eliminate the deadening in- fluence of illogical taxation processes. Examples of success by this method are common in Continental Europe, where the burden of carrying icipal government is largely by the income from forests and q opportunities for securing promisiy results are not equalled anywherg on the globe. 4 Townships, counties, cities and ¢ state go on for generations and ces) turies and forests planted, protects and managed under municipal con re soon become municipal assets sources of income. This is not ti pipe dream of a visionaire; it is j] demonstrable as a geometrical theorey | or any of the modern scientific meth: ods of soil recuperation. The s ‘ony! problem is to awaken the perceptiog of those who are charged with gore ernmental functions and bring ome: to them the obligations of greats moment than their own continy we in office and manipulating the offigg so as to make the job an easy a lucrative one at the expense of tee rest of us. 2 There is another way for the Mid igan Forestry Association to, fun ion by inducing our cities, villages, cow ties and townships to grasp the aval able opportunities at their doors carry on object lessons in forestry t their own great advantage and thi general welfare. The enthusiastic appeal of men andj women gathered in an organization like the State Forestry Association with the cordial co-operation of th State Conservation Department, ougit to be contagious and reach people like the man responsible for the Tradé man’s questionnaire. It is unfortus 3 and disheartening that any measure i success in tree conservation by tt individual is met by a penalizing peg cess of the State and it is well og hopeless to expect any immediate tt lief through constructive legislation # that your friend with progressive 3 nual taxation added to his other tre bles will be compelled. to seek an¥ ternative to his individual efforts & he still has some consciencious sett ples about allowing the land to #% back to the State for taxes, why ca i he not place his holding with a net cipality and put in his “best licks’! induce the authorities to accept obligation of undertaking proper ft and protection, thus contributing & the public welfare and enjoying & satisfaction of seeing the municipal, lay hold of a promising method financing its future obligations ye new and most promising plan? i : i i College men, business men and lumbermen are awakening to & necessity of substituting intelligegy forest tree planting and protection wanton tree destruction. The oblige tion is upon us to guide this arou™ interest in channels of practical dm onstration. ] I trust the suggestions of those have responded so promptly to y% appeal may contribute to the solutttl of Michigan's most serious probleig Charles W. Garfield ———_»-+-2—— You may be morally certain & you are making money, but on 0% to the bank to borrow you will# that moral certainties cut little Sm The bank wants facts based on, ‘orty-first Anniversary MICHIGAN TRADESMAN Do you know whed S back of QuickTurnover? It's Consumer Demand It is Consumer Demand that has established the nation-wide popularity of MAZOLA. _ And it’s constant adver tising of every kind that has created this Consumer Demand for MAZOLA. CORN PRODUCTS REFINING CO. 17 Battery Place~ New York CREDIT TURNOVER. It Is Quite As Important As Stock Turnover. For the last year or two a. great deal of emphasis has been laid on stock turnover. It is true that the number of turnovers a year made by the stock is important. If a profit is -shown by each turnover the aggregate profits will be correspondingly satisfactory. On the other hand, if each turnover represents a loss, the more business you do the worse off you will be. But we do not always consider that credit turnover is equally important. If we permit a large amount of money to be tied up in book accounts, and allow these accounts to stand a cer- tain length of time, business is slowed down and our finances are not as liquid as they should be. This means that we have to borrow money, and pay interest on it, or use reserve funds and pay the interest on that; or ask for extension of wholesale credit; or let our bills drag. Investigations go to show that credit turnover varies greatly in different lo- cations, and that more bills are paid in January and June than. other months. turing of dividends which makes ready cash on hand for people to clean up their charge accounts with The city of Minneapolis has a “very enviable record in its retail business. It is claimed that approximately 70 per cent. of the book accounts‘are prompt- ly met within thirty days. Hf.we figure a minute we will find that this gives a complete account turnover in about forty-four or forty-five days. If we divide forty-five into three hundred and sixty-five, we will find that the Minneapolis merchants have an an- nual credit turnover of eight. Th’'s is most unusual, and is probably due. in part at least to well-conducted cam- paigns aimed to educate the public on their obligation toward the merchant who trusts them, and upon the ad- vantage of keeping their credit good. Chicago’s credit accounts are said to be considerably less active—some- thing like from 37 to 40 per cent. being collected each month. In some locali- ties the credit turnover will be found to be as low as 20 and 25 per cent. and in such businesses the merchants are at a disadvantage in a number of ways. Their own profits are cut down by in- terest and limited buying capacity. It costs a lot of money to keep sending Out statements, for bookkeeping and postage expense must be paid. It is not difficult for a merchant to determine for himself just what his credit turnover is, if he will keep a record. When statements are render- ed at the first of the month the total amount should be listed. Then at the end of thirty days the amount paid in on account of these statements should be totaled. It is then but the matter of a minute to figure the percentage of credit turnover. For example, if there is $1,000 on the books in the way of January charges, and $250 is paid in on these charges, the turnover is only 25 per cent. Care must be taken not to include in the’ thousand dollars any goods charged previous to January, for we want to get at a fair monthly basis. extend huying -credits. This is attributed to the ma- - Continue MICHIGAN this method every month for a year, and strike an average for the month. You may find out why money is not as free with you as it should be. Then while one is about it, it is an excellent idea to find out what per- centage of accounts is paid in sixty days, and in ninety days. If a store averages to collect all its credit ac- counts once in sixty days it shows a credit turnover of six in a year, and that is considered very satisfactory. However, some merchants, and es- pecially those dealing in staple neces- sities, automatically close accounts not in by the 15th of the month, following the presentation of the bill on the first of the month. Others give more lee- way and extend sixty or ninety days of credit before closing the ‘account. Here again tact must be used. For example: In some farming communi- ties the income from. the crops must be awaited, and the goods are sold with that understanding. At the present time there is a mark- ed disposition all over the country to tities of goods are sold on the install- she aa a hice 2 Large quan-. Wealthy and Visser , Monroe and Division cv ». Wealthy. and Division Division and Hall TRADESMAN ment plan. This plan may go under different names, as open book accounts, deferred payments, etc. But the idea is to encourage people to make pur- chases and to pay for them out of fu- ture income. This may or may not be wise. It depends upon circumstances, the line offered, and what sort of a financial risk the buyer is. It is not enough to know that the one who buys goods is honest and well intentioned and will pay if he has the money. When we get right down to brass tacks we should have a pretty clear idea of when the customer will come across with part or all of the price. Many. a man in business has been utterly swamped by trusting out too much. Goods, equipment and supplies for which the cash has not been col- lected may actually represent a liabil- ity. We have to pay for them, if we re- main in business, whether the customer pays us or not. Even if the supplies, furnishings, or whatever they may be, are repossessed, they become second- hand, and we must sacrifice. If the “The Bank on the Square” is to supply depositors with all facilities essential to handling any banking transaction, whether of business or personal nature. Whether an account is large or small we want the customer to feel that with us he has more than “just a bank account.” Ce -cesnamussaneamenpasanmensetennamnnl Grand Rapids National Bank Member Federal Reserve System Member Grand Rapids Clearing House Association COMMUNITY BRANCHES “Each With the Strength of All” Burton Heights Michigan and Grand Stocking and Fourth Broadway and Ninth Fuller Station Forty-first account drags along, profits dis p ta entirely in the tie-up, and all too of forcing the payment of the accoun ve unpleasant and causes hard feeling & In the long run more good willy created by the cautious granting g& credits, and by clearly understood ditions of payment. A great many stores are eager 4 open new accounts, realizing that pe ple buy more freely for many reag when they can say “Charge it.” is a risky policy, for the public is i ly to get the idea that they are ¢ the merchant a favor to let bin oi carn them on his books. It is much bet to stress the policy of the advan and convenience to the customer ¢ once a month payments. 4 The educational campaigns condaf ed in different places have put tm matter up fairly and squarely to & public, and almost invariably such campaigns have been conduct the credit turnover has been gre speeded up. a The merchant must have af credit basis, and to take into consid tion emergencies and what is possi Mv * oon we wwe ee Ne or le 1 Forty-first Anniversary he should use judgment in dealing with customers who are delinquent. However, he should have a system . and see to it that all his charge cus- tomers understand just what is ex- pected of them in the way of payment. He should be ready to co-operate with other merchants in improving lo- cal conditions. He should know for a certainty just what the actual carrying charges are of his book accounts by the year, and on an average by the month. By going after accounts regularly and by using practical follow-up meth- ods, credit turnover can be increased. A great many men rather go and bor- row money than to take the trouble to write letters or make telephone or personal calls. One’s borrowing power is valuable. It should not be abused. Let us get as closely in touch with the credit situation in our own business and.jn the community as a whole as possible. It-often happens that two men side by side will show widely dif- ferent results. Such a case was re- cently met. In a single block, three retail deal- ers showed the following conditions: One store was and is doing business for cash only. One has a large amount out in credits, open book ac- counts, installments and so on. His turnover of book accounts is still drag- ging after two years. The third store collects neatly 9) per cent. of its ac- counts in thirty days, and a substantial portion of the balance is definitely ar- ranged for, or paid by notes, trade ac- ceptances, or definite dates set for cash MICHIGAN TRADESMAN The man who sells for cash only does a modest but healthy business. He has no cause for worry, for he is making a living and putting something away every year. The man with the wide-open credit is considerably in- volved. He is like the undertaker who Says his business is like that of oil and gold, for he has a vast amount of wealth underground. The third man, in spite of his straight-up-and-down policy, is the most prosperous and progressive retail dealer in the city where he lives. Watch your credit turnover! Russell Wilmott. — Making the Best of It. Shortly before Mr. Smith became the president of the New York Central, he had occasion to travel on a N. Y. C. accommodation train running out of Buffalo. A few seats ahead of him was a young man, evidently dreised in his best, with rice scattered over his hat and coat. The conductor, com- ing down the aisle collecting fares, greeted the young man heartily, glanc- ed at a pass he proffered, and slapped him familiarly on the back. “Looks as if he had been at a wed- ding,” observed Mr. Smith when the conductor had reached him and was punching his ticket. “He has,” said the conductor. He’s been at his own. He’s Tom Delaney, the regular fireman of this train, and was married this morning. He's now on his way to Albany and New York to enjoy his honeymoon.” “Honeymoon!” ajaculated Mr. Smith “Where is his wife?” “Home,” the conductor informed him. “This danged road was too stingy to give Tom more than one pass.” . —_>-~--~- Sixteen Rules of Health. 1. Ventilate every room you occupy. 2. Wear light, loose and porous clothes. 3. Seek out-of-door occupations and recreations. 4. Sleep out, if you can. 5. Breathe deeply. 6. Avoid overeating weight. 7. Avoid excess of eggs, meat, flesh foods, salt and highly seasoned foods. 8 Eat some hard, some bulky, some raw foods. 9. Eat slowly. 10. Use sufficient water internally and externally. 11. Evacuate thoroughly, regularly and frequently. 12. Stand, sit and walk erect. 13. Do not allow poisons and infec- tions to enter the body. 14. Keep the teeth, gums and tongue clean. 15. Work, play, rest and sleep in moderation. 16. Keep serene. ee Desirable Woolens Running Short. That there will be a marked short- age of desirable woolen fabrics for Fall is the opinion of both women’s garment manufacturers and the Jeading mills. The former recently have come to take this view, adding that in one way it will be a good thing, as it will mean a more stable market for finish- ed garments. Production at the mills has recently spurted, but it is held that and over- ae Concentration 99 demands for delivery will be hard to meet later on, owing to the shortening of the production period by the lack of early buying. Fabric prices are be- ing increased in some instances, and in three particular cloths the advance has amounted to about 10 per cent. The strengthening tone of the general market is also indicated by the better prices paid for bolivias, which prac- tically went begging some months ago. >.> What Research Does. Should you ever be tempted to damn the great electrical companies, your condemnation may be delayed a minute or two if you remember that the American electric light bill to-day is about $500,000,000 each year; but if the equipment of forty years ago were used to produce the same amount of illumination, it would cost us some- what over $3,000,000,000 each year, or nearly $6,000,000 a day. The reason we are getting so much greater ser- vice to-day than we did forty years ago is because of the research work done in the laboratories of the great electrical companies. In 1882 the in- candescent lamp retailed for $1 each. To-day a lamp six times as good can be bought for 35 cents. —_——_-.- It pays to give time and attention and real thought to complaints. “The customer who is good enough to tell us why he stopped buying from us ‘is our very best friend,” says the sales manager, “and we feel that nothing should be left undone that will bring him back to his regular page on our ledgers.” of our efforts has enabled us to offer that which the times and the trade require— SERVICE A complete stock of Hood Rubber Footwear, com- prising everything in light weight Dress Rubbers, Boots, Arctics, Lumbermen’s Pacs and Bootees— STOCKED IN GRAND RAPIDS for the MER- CHANTS OF MICHIGAN. Send tor our illustrated catalog and prices. Hood Rubber Products Co., Inc. | GRAND RAPIDS, MICHIGAN 100 TACT AND DIPLOMACY. Will Bring Settlement o° Many Out- stand'‘ng Accounts. There is nothing like having a clear understanding and there is no better way to do that than sitting down with a customer and talking it over. Notice when you go into a law office to con- sult an attorney, he invariably will tell you that a lawsuit is like a race horse, and it's always better to settle your case out of court. I venture to state that nearly 50 per cent. of the retail merchants to-day would have 50 per cent. less delinquent book accounts, that are worth but a few pennies on the dollar, if they had in time made a personal visit to their customers and explained what a crime it would be on the backs of their wives and children to avoid an honest ob- ligation. As I told a retail merchant the other day who desired to increase this loan at the bank, “You have been in busi- ness a great many years—you have a host of friends—your trade would fight for you, but you lack the stamina to go to your debtors when their bills are past due and talk the matter over. We all know the older a bill gets the harder it is to collect and that is where delays prove dangerous. I have had merchants tell me, “If I did go after my. collections I would lose trade.” I have never found that to be the case when you do your collecting along the right lines. If you write a man a letter and cal] him a dead beat because he has not been prompt, you will of course lose his trade, but that | | J. ee MICHIGAN TRADESMAN is not the method to pursue, and if you have not got time to personally call upon your debtor, call him on the phone. Ccerboay likes to give a little advice so when you get your one time friend on the phone (because he must have had a little friendly feeling for you to buy your merchandise) and if you have lost his friendship, I would ask him the reason by stating: “Mr. Brown, I have always considered you a friend to our store, and I don’t want to lose your friendship. We have missed you dropping in and also I want Mrs. Brown to know that we are dis- appointed in not ‘having her pay us a visit some time, the same as she used to.” Enquire about the family, ask if there is any improvement you could make in your store service, qual- ity of merchandise, price, ¢tc., that would meet with their approval. I would suggest that the first call be a friendly phone message, about a week later call again and then in a diplomatic manner, try to make an ap- pointment to visit at their home. My experience has been that proceeding along diplomatic lines like that, I have always been able to collect nearly every account. If your debtor has children, try to recall some of the good features of the children as we all know that we have the best children in the world and we like to have other people tell US $0. Ever so many people have regarded their indebtedness as a mere bagatelle the last few years so it’s a case of matching brains in different ways in order to combat the barriers that are placed before a merchant. You not only lose a customer's account when he has an overdue charge on your books but you may lose his business and many times their friends’ trade, so there is a triple loss connected with washing out your book accounts. There are thousands. of retail mer- chants to-day that could sweep away their worries caused by their liabilities if they could only collect the accounts past due on their books and there are thousands of merchants in the past few years that have been compelled to cease doing business at all through not being able to realize the value of sitting down with their customers and talking it over. A very good friend of mine who conducts a large retail store and ex- tends considerable credit, follows a plan that has been very successful. He starts in the proper way at the begin- ning and as we know, a good start in anything is to be desired. When a customer wishes to open a charge account he has a thorough un- derstanding with that customer before a dollar's worth of credit is extended. He sits down and talks it over at the beginning—he doesn't wait until the account is long past due. This is the method he pursues— “Now, Mrs. Brown, you are mak- ing application for credit at our store. I think it is always best to have a thorough understanding at the begin- ning, for you see it’s this way, Mrs. Brown—we are compelled to carry a large stock of merchandise to meet the demands of our friends as well as a large number of new customers with a Forty-first Ar whom we always cement a friend ha Be as soon as they know our policy gm doing business. Our stock inventotigl in the neighborhood of $100,000. Noek you see if we sold this $100,000 word of merchandise on credit we would & compelled to have $200,000 inveag because we would have to buy anothe = $100,000 worth of merchandise to pF place the goods sold on credit. Oye capital is only $100,000 and of coum # Mrs. Brown, that is a lot of mong! so when we sell goods on credit e% first rule is that our customers pay 97 in thirty days time. e “All bills are due the first of the month, but we give four days leeigy after the “rst, making all bills payali the fifth of each month. If at am time you cannot pay your account’ the fifth of the month, we are rei compelled to discontinue giving y credit. We have got to have money on the fifth if we are to cessfully carry on this business be cause we do not charge you any mbt for merchandise purchased on craig] than we do when purchased for atl —we give you the same advantage at E that is why we must be strict abog] demanding all bills paid the fifth. “We buy our goods on a cash } ey and thereby save you from paying) high prices for dependable m chat dise and this store will match up te! stock of any merchandise organi ation in the country, including the largel stores in the big cities. In order ee continue giving our customers the best merchandise at the lowest pe sible | prices, we have got to pay our a: counts by the tenth of the month ast 5 aoe eee La) oie SK H. DuPRreY CoMPANY DETROIT MASTER BRAND Mustard, Pickles, Vinegar, Olives i Ketchup, Relishes forty-first Anniversary through collecting from our customers the fifth of each month, we are in a position to meet our obligations promptly on the tenth, whereas if we allowed a single customer to get care- less, it would mean that there would be no system to our business, so we treat all our customers alike—no one shown any favoritism. The smallest child can come into this store and buy goods at the same price and of the same quality and be accorded the same treatment as yourself. “If you want to sign this agreement, which all our customers attach their signatures to yearly, and if your refer- ences are perfectly satisfactory, we will be very happy to do business with you, but we want you to feel that if our methods are too stringent for your finances and resources in re‘erence to a charge account, we would under no consideration urge you to open an ac- count if it should embarrass you finan- cially as we belong to the Credit As- sociation and it’s customary for us to report any debtor who fails to pay his account promptly there on the fifth of each month. “We want your business—we want your friendship and your good will and we will extend ourselves alonog busi- ness lines to the extreme and give you the best store service possible as well: as the highest quality of merchandise at the right prices, in keeping with the highest grade stores in the country.” This merchant tells me that having a thorough understanding at the very beginning has proven a great asset to his business for he shows them where he can’t afford to carry delinquent bills on his books on any account after the fifth of the month through his capital stock being $100,000 and he buying merchandise to that amount. A lot of financial loss will be avoid- ed if a merchant will carefully investi- gate each customer before extending credit. Some people who are in the habit of avoiding their liabilities are mighty good sales people. If they would use the same ability in refer- ence to extending themselves for their firm they would bring big results along the Golden Rule route, whereas a great many people try to obtain credit for the purpose of defrauding their creditors. I wonder if a merchant realizes that before one of these fly-by-night cus- tomers approaches him on the subject of credit, he thas carefully studied this merchant's hobbies as well as his weak points and has prepared a selling talk to fit the merchant who is taken off his guard through not yet having had time to investigate the customer. It therefore behooves a merchant to take sufficient time for a thorough investi- gation before saying “yes.” It’s the merchant who can say “no” at the right time who is the most successful, like the bank officer who can turn down a customer when he wants to borrow money and make that customer feel that he does not need the money and prove to him that you are doing him a favor by refusing the loan. Such a man is a successful banker—the same with a retail merchant. And this turn- down must de done in such a way that the customer still remains your friend. This takes in the art of salesmanship to.a high degree. For instance— MICHIGAN TRADESMAN ae = “Mr. Brown, you feel that you are entitled to credit and I really believe you are but I am going to offer you a suggestion and a bit of advice that I think is going to save you some money. You know it’s the easiest thing in the world to buy a lot of merchandise and while we are here to sell goods, still at the same time that is not our only aim—we are building this business along constructive lines—along lines that will benefit our customers in every way. The moment that you open a charge account you will buy from 15 per cent. to 20 per cent. more goods than if you were to pay cash for each purchase, so permit me to suggest that you give our store your trade but in place of having your good; charged, pay for each bill at the time of pur- chase. “Do not think, Mr. Brown, that you are the only one I have suggested this to—in fact I have given similar ad- vice to ‘hundreds of people whom we would be only too glad to give credit each month, but as I said before, al- though our business is to sell goods it ig not our purpose to place a burden upon our customers in the form of a charge account which must of neces- sity be taken care of by the fifth of each month, and these hundreds of customers to whom we have given this bit of advice, are following out our suggestions of paying cash with each. purchase and time and again they have come to me afterwards, thanking me for putting them on the right track. “We imagine at times that we must make purchases of different lines of merchandise and we do not hesitate to satisfy this imagination when we have a charge account, whereas if we had promised ourselves that we would buy only what we could pay cash for, it would be a different story—we would let our wish go by unheeded thereby being much better off and eventually our savings account would grow be- yond our fondest expectations.” Explaining the matter in a diplo- matic way, similar to the above, usu- ally hits the nail right on the head and retains the good will of this pros- pective charge customer whereas if he were turned down in a cold, indifferent mananer, his pride would be injured to the extent that he would never again return to your store. It has always been said that where there is credit there is loss, but a great deal of this loss can be prevented in sitting down and talking it over. It has been very noticeable that when you find a retail merchant who is watching his business closely and knows the collection end of the busi- ness, keeping the financial end of the business at his finger tips, he usually makes his business show a substantial profit. Being a good credit man I think is one of the most difficult pro- fessions in the world and involves an unlimited amount of research work. It also requires brains and good common sense to the highest degree. It’s so easy to lose money through extending credit if ultra precaution is not used. It's not a bad policy for a retailer to proceed with the utmost caution in extending credit to any customer— find out what the customer’s resources are and if indications point to the fact HOW MANY TIMES A YEAR WOULD A_ CLIPPER SAVE iTS COST IN YOUR PLANT? One Michigan factory reports a saving of $2500 a year, since the adoption of the Clipper method of belt iaci A textile mill in Georgia $817.64; a metal working plant tn Pennsylvania $1230; another In Ullnots 8014.36; and so on. Soild Everywhere by Authorized Mill Supply Dealers. CLIPPER BELT LACER COMPANY Grand Rapids, Michigan, U. S. A. Anyone can lace a belt with the Unquestioned Safety Is the most important consid- eration when selecting a bank | with which to do business. The Peoples Savings Bank Offers unquestioned security, having served the people of Western Michigan for more than three decades. Accounts of city and country merchants, manufacturers, and bankers are solicited. - The Peoples Savings Bank Grand Rapids, Michigan 102 MICHIGAN TRADESMAN Forty-first Anni . that this customer is at times financial- ly embarrassed, by all means do not extend credit as it is bound to result in a great deal of grief later. A bank requires a financial statement from a firm before making a loan—why should not a retailer expect the same from his charge customers? ' In these times of jazz and more money being spent for luxuries than necessities, it requires skill to carry on a business successfully. I dare say the last year or two has seen more busi- ness men age beyond what they should than ever, through the difficulties they have had to face and overcome, and a great deal of grief could be avoided if the matter of credit were given due consideration before it is extended—sit down and talk it over with your cus- tomers. I prepared a set of collection letters some time ago for a merchant friend of mine. These proved very successful and I will be glad to send any mer- chant these letters which will help clean up his book accounts. Do you know how to turn down a man and still retain him as a friend? Do you know when to say “No?” It is said that you can call a man a liar and say it in such a way that you are paying him a compliment and still te sincere. It’s all in the way it is said —use a little tact, salesmanship, di- plomacy. I would like to have many merchants after reading this article look over their book accounts and pick out half a dozen accounts that are past due, get in touch with these customers and sit down and talk the matter over with them in the manner I have suggested. I am sure it will be the means of hav- ing less loss registered on their income tax statements next year. T. K. Kelly. —_——>--- The Story of Two Saleswomen. Friday afternoon and she was going away on Saturday. She just absolutely had to have a sweater to wear while she was on her vacation and she hadn’t been able to get away from the office as early as she expected. So she dashed frantically into the first shop she came to, arriving at about a quarter to 5, and asked for a sweater. But this was one of those shops that close, so help them, when the time comes. The time had almost come and the shop was getting ready to close. Maybe this particular salesgirl would have been just as reluctant to make a sale earlier in the day, but it seemed as if she had made up her mind to go home and couldn’t carry more than that one idea at a time. Whatever the cause, disposition, or time of day, she was unmistakably sorry to have to make a sale. She had nothing in 36. No, nothing. Yes, there was one in the window that the customer had seen as she came along. The salesgirl went out and looked it over, then took out one that was en- tirely different and displayed it with what might have been mistaken for enthusiasm. But the sleeves, customer wanted long The girl didn’t think they had any. And as far as she was concerned that closed the transaction, but she reckoned without the staying powers of her would-be customer. There must be a sweater like that in 36 with long sleeves. So she had to look. And the only one was about a 44. And it was spotted, like the one in the window. In desperation the shopper left. She could imagine the salesgirl talking it over with lifted brows after she went out—the idea of a woman 00098009 000000 008 Ge @ Ge Ge @ @ Co @ @). @ > @ @ @ @ @ Ge > @ & cs > @ @ @ Go Forty-one Years of Service am the dream of the men who made me 1 am the work of the hands of men am to-day as their thought arrayed me I am the thing which they saw back then, am the creed which their lips have spoken I am their pledge of the past come true am their promises kept unbroken I am the deed which they vowed to do. am the lives of the men who gave me Life and strength for the days to be am the courage they spent to save me, When there were dangers surrounding me. am their pride and their self-denial, I am their faith and their honor, too; am their days and their nights of trial, I am all that they hoped to do. am the lessons they daily taught me, Lessons of hope and cf faith and cheer, am the smiles which they daily brought me I am their heart-ache and sigh and tear. am their forty-one years of living, I am the child cf their brawn and brain, am their serving, their taking, giving, I am the goal which they hope to gain. Vast to-day are my aisles and spaces, Wide my windows which greet the sun. Gone the gentle and smiling faces Who dreamed of me in the years, long done. But I am them—body and soul and spirit— Grown to greatness by council true, Voicing their creed that all may hear it, Serving mankind as they’d have me do. Only a paper! I am man and woman, I am the lives of a splendid throrg, I am a breathing thing and human, I know laughter and mirth and song. I am my people's best endeavor, I am the deeds which they hoped to do, I am their creed to be kept forever, I am the dream of the past come true, pleasant smile and a promising look. “Pm afraid it's awfully late,” apo!- ogized the late-comer. “That's all right,” smiled the pleas- ant person. “Store’s open until five and it’s only five minutes of.” They had a sweater with sleeves, clean, 36, and, more than that, they had another table of blouses and one of those was bought, too. And so the customer was able to go long home with the corners ‘of her mouth up, after all. It had been a lost day she thought when she left the first shop. All that OOG BPG OBO GGG GO GGG 00009008 Edgar A. Guest. ODIGOGGBEO0GG060% coming in there to buy anything! Some saleswomen seem to have that idea. You can see what a shock it is to their whole constitution when you ask them for something. But there was ‘another store still open, and as our heroine went by the open door she saw pile upon pile of sweaters, all neatly. folded and put to bed. She took a chance and went in. Nobody called a policeman. She ad- vanced toward the table, and still not a woman screamed. Indeed, one stepped forward with a hurry and flurry just to get up there and be treated like an alarm clock that went off too early. And on top of that the prospect of shivering through a whole vacation or wearing an ancient and faded sweater. Oh, it was all wrong! And so the sight of a smiling per- son, perfectly willing to part with one piece of the stock or two or three if she wanted them, was just twice as welcome as it would ordinarily have been and made a regular day out of what might have been just the hours that followed dawn, ‘The moral of all this being a obvious and equally valuable. t The Profit in the Last Sal. & Surely you have heard street vendeni on the city streets call out, “Your hehe chance! This is the last package yf have of this wonderful corn cure. Wig is going to get it?” while all the ting you feel morally certain they have couple dozen other packages tucks away and hidden from. sight. Tele street vender knows that there is tig! buying incentive behind the fear thy one may not be able to buy the kg of a supply, quite without regard ioff its worth or quality. But the stregie vender knows something else eveg more—that his real profits really fea in the last two or three packages team sells. If he quits with them unsoifj his day's work may have consisted « merely getting back his capital inves ments, not in making a profit, : But do you realize that very thing Mr. Retail Merchant do you teach you: clerks to realize it? The tendency wiht the average retailer, boss or clerk, ig to pat himself on the back at® consider that he has done mighty wel when he has managed to sell all bute few, remaining packages of a ship ment, while the business may realy have only reached that point where 1% has managed to get back its invest: ment in the stock and be only stand! ing at the threshold of possible profit To close out the remaining package at a cut price means that the busines: will in the end only get half its legit mate profit. And to put them on tm back shelf for possible sale “soma day” only means to defer taking thog™ profits which have already been ear f ed. It's the last lap of a race thi counts most; and it is the last fag sales of a lot of goods which involta the most of the profits. g —_.-22——— Improvements Made in Anesthesia j Reports of new anesthetics att; of new and more effective, or sale’ combinations of old ones are frequett.; just now, and a lot of gratitude is d& served by and much will be given to the investigators who are devoting ther i energies and intelligence to the finding ! of means for the relief or abolition & pain. People still alive can remember whtag® every surgical operation involved the infliction of almost intolerable agot}. and the screaming victim strugglt with the cords that bound him to tg operating table. The good surges then was the man who could do bis cutting rapidly, and many of the opett; tions now common could not be #, tempted at all. Credit for the chant g® has several claimants, but the weigihg® of evidence gives it to the America® Morton. j A dispatch from Paris tells of a 2e¥. anesthetic that has the highly desit able merit of safety through maty® hours of administration and of beitg followed by none of the usual disturb- ances and dangers. That, if confi in general practice, marks an importanhy advance of medical science and potety tialities, 4 Se Graeme The best tonic for sick bu advertising, Good , pretty nearly .¢¢ corpse. \ Forty-frst Anniversary MICHIGAN TRADESMAN 103 Specialize in Your Business Business nowadays is not a performance but a profession. Renting a building, stocking goods, sweeping out, dusting up and waiting for trade to come to you is not business in this age of keen competition. It is waste—waste of time and waste of interest on your investment. To get what you want, you must go after it—because the other fellow does. Teach your clerks how to sell goods; in other words, how to create business, as well as to take orders. Display your goods attractively; keep your store neat and clean; make salesmen of your windows; manufacturers will cooperate with you. Give yourself and your employees special training on the talking points of every line you handle; feature those talking points at every possible opportunity. When it comes to flour, we suggest you specialize on LILY WHITE “The Flour the Best Cooks Use” because when you sell Lily White Flour to your trade, you sell them more than just flour. slag sell complete satisfaction, the highest possible quality and guaranteed baking results. Everybody knows Lily White Flour is good flour. Those who know it intimately say it is the best flour made. . : Repeat orders are what you want, not promises, not trouble nor disappointment, and “once a Lily White customers, always one” is a common expression among the trade. Flour lying in the store means expense, not profit, irrespective of how cheaply you bought it. Lily White Flour sells and sells and sells. That’s why it is one of the most profitable flours for you to handle. Furthermore, Lily White Flour is sold under a guarantee your customers will like it better than any flour ever used. Under this guarantee we will refund the purchase price if for any reason whatsoever they do not. Let your next flour order be a “LILY WHITE?” order. Our new Portland plant is in full operation. We are now in position to render first-class service. Be VALLEY CITY MILLING COMPANY GRAND RAPIDS, MICHIGAN 104 CLERKS CAN GET AHEAD. By Showing an Interest in Their Work. A young writer sometimes arrives at the conclusion that editors are not interested in the efforts of beginners, and some young writers appear to think that editorial barriers are ac- tually put up against them. As a matter of fact, every editor is delighted to find new contributors with some- thing of merit to submit. The editor rejoices in a “find.” That is a large part of the editor’s job. In after years the young writer may become an edi- tor himself. He often does. Does he then automatically become a barrier to beginners? These conditions apply to all walks of life. Many a druggist can look back upon the time when he was a junior clerk and recall antics he per- formed that made no hit with the boss. “Now and then I get peeved at my junior clerks,” says one old-timer. “But, gosh! What a negligent cub I was and how I must have worried my good old boss.” That's the whole story. This is written for the clerk and is intended in a spirit of helpfulness. Why do some young men get ahead? Why do others fail to get ahead? Is there a general conspiracy to pre- vent young men from getting ahead in life? You have often heard youngsters say that the world was against them. “I have had my trials and tribula- tions,” remarks another old-timer. “Looking backward and trying to be honest, I must admit that 90 per cent. of my troubles were due to my own foolishness. More than once I have quit a good job because the boss gave me a reproof that I richly merited. I have worked for men who were call- ed hard taskmasters. Every one of them treated me much better than I deserved.” How is that for a frank admission? Young men make mistakes. So do older men, for that matter. Older men do not, as a rule, make nearly s> many. Why not? Because they have been badly burnt from time to time in their younger days. Watch a child at play. A laughing boy will run into the street after a ball without looking to see if the thoroughfare is free from automo- biles. He has a narrow escape and gets a lesson. Watch a middle-aged man. He pauses. He looks up and down the street. Unless the coast is clear he will not attempt to cross. These precautions apply to life in general, They are due to experience, Now, young man, do you want to get ahead? Do you want to be a star, or will you be content to class as a second- rater? The man who is willing to be a second-rater won't have any trouble about qualifying. All he needs to do is to drift. Bear this in mind. Cir- cumstances will from time to time hand you a buffet that you can’t help. You will make honest mistakes. Who doesn’t? Have something on the oth- ~ MICHIGAN TRADESMAN er side of the ledger to balance mis- takes. Nobody wants to hire a man who makes nothing but errors. Would you? : There was a young fellow who had an accounting job with a big whole- sale house, and it was a good job, too. It paid him $200 per month. One of the officers of the company was his friend. The young fellow was competent, but he made plenty of mis- takes, and when he made a mistake he let somebody else do the worry- ing. Also the correcting. In course of time ‘his powerful friend went the way of all flesh, and then the young fellow very promptly lost hig job. Too many mistakes. Nothing on the other side of the ledger. A green junior clerk got a new job, and was anxious to make good. But he had a nervous temperament and his very anxiety to please apparently caus- ed him to make blunders. That is the way his immediate superior looked at it. It was a very busy store and the pace was fast. “TI think he’s too slow for us,” de- clared the head clerk. But the proprietor had been watch- ing, as he always did. “The boy is slow,” said the big boss. ‘“T think it will take us at least year to break him in. But he has never been late a minute since he started in, and he has a pleasant way with cus- tomers. He'll make a salesman. I'll give him the extra time.” The boy had something on the other side of the ledger. Now, we can’t ali be clever, but we can all be prompt. The dullest boy can be prompt. Does being prompt count for any- thing? Ask people who employ help. ‘That fellow is as quick as lightning when it comes to waiting on custom- ers,” was the verdict of one of these employers, “but he’s always twenty minutes late. I have warned him re- peatedly, but I can’t seem to cure him. His continual tardiness has a Forty-first Annive; bad effect on the other clerks. | gem no way out of it. I'll have to let hig: go.” Not enough on the other side of th # ledger. : The way for a young man to ge. ahead is to show some interest in hf work. He should be prompt and y§ should be agreeable. These conditiun & are not onerous. Any young man cn f | make a try at them. A pleasant pe. sonality will carry a young man fy § | in life. Many have won success with hardly any other asset. A sulky ho § is going to have a hard time of + and, as Franklin suggested, had bette & keep out of retail business. ' Take an interest in your work, young § fellow, if you want to make a big hy: with the boss. Ask questions. Try to show an improvement from we to week. A man makes mistakes, by he need not keep making the sam! mistakes over and over. Have some | thing on the credit side of the ledger’ and mistakes won’t keep you frog. getting ahead. are known as The Men’s Wear House }f of Michigan | We specialize in the needs of Men and Boys Your Servants It is because Michigan Merchants appreciate a Men’s apparel House that our trade is growing and we gf laa are G1, Se 3 Rites tee te ne a Our salesmen visit every point in Michigan Get in touch with Daniel T. Patton & Company GRAND RAPIDS The Men’s Wear House of Michigan Forty-first Anniversary No Trace of Mongol in Finns. In common with many thousands of Americans who have been following the Olympic Games, I read with much interest the intelligent and individual- istic article on “Finland Has Led as Nation of Athletes,” by S. T. William- son. Needless to say there was much in the comments and sidelights to make the article well worth while. There was one statement, however, that might have caused possible mis- apprehension regarding the racial an- cestry of the Finns, viz.: “They were of the same wild Mongol strain that penetrated Southern Europe and are seen in the Magyar and Turk. Trace of their dim origin may be seen in the resemblance of the Finnish language to the Magyar tongue.” May we quote the following from Prof. W. Z. Ripley’s epochal book, “The Race of Europe,” in explanation of the confusion that has arisen about the Finns’ ancestry: “The Finns described to us by Ret- zieus, Bonsdorff, Elisyeef or Meinof are among the tallest of men, with fair skin, flaxen or tow-colored hair, and blue eyes. They speak a non-Ary- an Finnic language, the same as the Lapps, who correspond closely to the type of people we commonly regard as Mongol. ‘These latter are all dark or black haired, with swarthy skins, round face, bullet head, high cheek- bones and squint eyes. (The Finns also happen to speak a tongue similar to the Magyars.) “In any classification according to physical characteristics, we must set aside all the evidences of language as MICHIGAN TRADESMAN untrustworthy. Philologists have be- fogged the question of physical descent by grouping together various races who speak the same tongue. Could there be any type further removed from the real Finn than the Mongol Lapps, who are the most broad-headed of men? “The Magyars, among the finest representatives of a West European type, are no more like the Mongol than the Australian bushmen. “If our Finns are proved to be long- headed blonds, ofttimes very tall, if just across the Baltic Sea the main center of this peculiar racial combina- tion is surely located in Scandinavia, and, finally, if in every direction from the Baltic Sea these traits extend, how can we deny that they are offshoots from the same trunk? A direct phy- sical relationship between the three, re- ferring them all to a so-called Nordic race, is confirmed by the latest and most competent authority” (Deniker, Talko-Hryncewicz, Taylor, etc.). From an examination of the photo- graphs that have appeared in Spald- ing’s Official Almanac and the daily press of the Finnish athletes such as Stenroos, Porhola, Nurmi, Saaristo, Myyra, Tuulos, Lehtonen, etc., one will notice that there is no Mongol trace, but in fact confirmation of the conclu- sions above stated. Selden Goodwin Noyes. —— +2 ——_ The Fly Pest and Food Products. In the handling and selling of food supplies, the problem of the fly pest is always one that should receive the greatest attention of marketmen. It would be well for these to Feed the advice of experts of the Bureau of Entomology of the United States De- partment of Agriculture, who say: “There is strong circumstantial evi- dence that in addition to typhoid, dy- sentary, and other intestinal germ dis- eases, known to be transmitted by flies, tuberculosis, anthrax, yaws, oph- thalmia, smallpox, tropical sore, and the eggs of parasitic worms may be and are carried by them from one per- son to another. Actual laboratory proof exists that flies have carried over thirty different disease organ- isms and parasitic worms either on their legs or bodies or in their own alimentary canals, whence these germs or worms are later deposited on hu- man food. “The principal effort to control this dangerous insect must be made at the source of supply—its breeding places Absolute cleanliness and the removal or destruction of anything in which flies may breed are essential. It is al- so often, necessary to catch or other- wise destroy adult flies, or to protect food materials from contamination and persons from annoyance or danger; hence the value of fly papers and poi- sons, flytraps, and screens. ‘Windows and doors should be carefully screened during the summer months and supplementary use made of sticky fly papers to catch the stray flies that get in when doors are open- ed. It is important to keep food sup- plies screened or otherwise covered so that flies can gain no access to them. This applies not only to homes, NEWAYGO PORTLAND CEMENT The Faultless Building Material The quality of our product and the service that goes with it has pro- duced an increase of 600% in our capacity, during the last quarter of a century—fro m2,000 sacks per day to 12,000 sacks per day. And we are still growing to meet the ever increasing demand. Newaygo Portland Cement is car- ried in stock by reliable building material supply dealers every- where — -NEWAYGO PORTLAND CEMENT COMPANY General Office and Plant NEWAYGO MICH. Sales Office Commercial Savings Bank Building GRAND RAPIDS, MICH. 10S but also to stores, restaurants, milk shops, and the like. Screening, of course, will have no effect.in decreas- ing the number of flies, but at least it has the virtue of lessening the dan- ger of contamination of food. Screens should be well made and durable. In dry climates black or painted screen wire will last fairly well and give sat- isfaction: in moderately moist clim- ates, however, it will rust, and it is better to use the best grades of gal- vanized wire; and in humid regions, especially if near the seacoast, bronze wire or monel metal wire is undoubt- edly the least expensive in the long | run. A screen having a mesh of four- teen strands to the inch, the kind com- monly sold, is satisfactory for exclud- ing flies, if unbroken, but a finer mesh is necessary to exclude the smaller mosquitoes.” eee pe Bad Enough on This Harth. “Not long ago I attended a prayer meeting in a church in a neighboring community, and Deacon S. was asked to offer prayer. He often loaned mon- ey, but was prone to exact high rates. Becoming stirred by his religious fer- vor, he lifted his vaice to a high tone and roared: “*Q Lord, give us greater interest in heaven!’ “A young fellow outside heard h's supplication and sang out through the open window: “Hold on, Deacon; you're getting 5 per cent. a month down here. Don't holler for anything worse up there!’” CHICAGO BOARD OF TRADE. Wherein It Is a Benefit To the There are two institutions in these United States of America concerning which a heated argument can be start- ed more quickly and last longer with- out advantage accruing to either side, than most any other subjects cussed or discussed, unless the subject be William Jennings Bryan, Billy Sunday, the League of Nations or the Klu Klux Klan. These institutions are Wall Street, commonly called “the Monied Interests,” and the Chicago Board of Trade, better known as “the Wheat Pit.’ Furthermore, there are very few subjects about which the general public knows less than these self-same organizations. Possibly that is the reason they are so much and so violently argued; the most glib talker gains the supposed advantage because of his ability to talk rapidly and re- peat the greatest number of words in the shortest possible time. Men well versed in. financial affairs recognize Wall Street as the center of the money market of the world; those familiar with grain and its value con- cede the Chicago Board of Trade is the center of the grain markets of the world. The fact that money (our present medium of exchange of values) and bread ate essentials of life, and always have been in one form or an- other, is, seriously speaking, the real reason for the public interest in these organizations, but before the public denounces these institutions, or any others, it should acquaint itself with the basis for their existence and their functions. It is the easiest thing in the ,world to condemn, but up to this time no one has been able to perfect or create organizations that will do the work of the Chicago Board of Trade and Wall ‘Street, and similar organ- izations, as well or as efficiently as they are doing it. When we ‘mention the Chicago Board of Trade we naturally think of wheat, and wheat may truthfully said Ao be the basic food of civilized peo- ples; that is, wheat and the products of wheat. Wherever you find a high state of civilization there you will also find bread eaters, wheat bread eaters. Wheat has grown in a wild and culti- vated state for a known period of more than five thousand years. The dis- covery of wheat, in fact, is coeval with the knowledge of civilization. The an- cient Chinese of the stone age at- tributed the origin of wheat to a di- rect gift from Heaven. The ancient Egyptians and Greeks, who cultivated wheat five thousand years ago, believed — it originated from some of their deities, among them being Demeter, the God- dess of Agriculture. Franz Unger, an Austrian botanist, discovered kernels of wheat in a brick taken from the pyramid of Dasher, the date of the construction of which is placed at 3359 B. C. The wheat found in the brick taken from this pyramid bore marked resemblance to that discovered in the debris of the lake huts of the aborigin- al Swiss, who also cultivated this grain during the stone age. In fact, as stated heretofore, the history of wheat is as old as the history of civil- *Talk given before the Grand ids ~, = Grand Rapids Credit MICHIGAN TRADESMAN ized man, and then as now his basic food. The value of wheat can be easily understood. For quite a period of time during the reign of the Pharaohs the wealth of their country was based on wheat. Then as now it was stored, at that time in the temples instead of in elevators, as it is to-day. When we go on a journey to-day we do not take our bank account with us, but check book instead and draw an or- der on the funds back home as they are required. In Pharaohs’ time a man’s bank accouont was his store of wheat, and for quite a period of time it was actually the medium of ex- change, the real measure of value, and an order on the store of wheat could parison with ancient times, and it con- tinues to be the most nutritious and valuable human food. Many prom- inent financiers maintain wheat is still the real measure of value; that to lose a world’s crop would be a great catas- trophe, and would result in a_ tre- mendous financial upheaval, accom- panied by revolution and bloodshed. We remember reading how Christ at the Last Supper broke bread and gave his Disciples, reminding them as often as they did so in His name they did it in remembrance of His broken body, and ever since bread has ‘been used to memorize Christ’s sacrifice at communion services. During the late war it was wheat flour the Govern- ment reserved and conserved for the Lloyd E. Smith. be used, and was used, as our check book is employed to-day. If Pharaoh desired a few additional rubies or sap- phires or pearls he would exchange so many measures of wheat for them; if he wanted a new golden chariot he would do the same thing. Wheat was the measure of valuc; the medium of exchange. The present value of wheat can be better understood when it is known that a sum of money equalling 90 per cent. of the market value of the wheat may be borrowed from practically any substantial financial institution in the country. Ordinarily only 50 per cent. of the value of real estate, and very, very seldom over 66 per cent. of its value, may be borrowed; hence it can be readily seen wheat has lost none of its intrinsic or collateral value in com- soldiers, and it is wheat bread the starving children of Europe are crav- ing for to-day, so it is no wonder there is a grave concern about the practices of any institution or organization that has any influence on the marketing and distribution of the cereal from which the “Staff of Life” is produced, and such institutions have a serious re- sponsibility, and owe the public the best service that can be rendered in living up to their responsibility. What is the Chicago Board of Trade? The Chicago Board of Trade, like all other grain exchanges, is a corporation. It was incorporated un- der a special act of the Illinois Leg- islature passed Feb. 18, 1859. This act incorporated the then existing Board of Trade, which had its early begin- ning in 1848 as a voluntary associa- Forty-first Ann tion. It was not until 1856 that th trade in grain was important enough or on a large enough scale to warray the conversion of the Board of Trag into a real grain exchange. The objects of the Chicago Boan of Trade are set forth in its by-law as follows: First, to maintain a com. mercial exchange; second, to promot uniformity in the customs and usage of merchants; third, to inculcate pri & ciples of justice and equity in trade: i fourth, to facilitate the speedy adjus. ment of business disputes; fifth, to ac quire and disseminate valuable com & mercial and economic information; § sixth, to secure to its members th benefits of the corporation in the fy. _therance of their legitimate pursuit, & The Chicago Board of Trade as 4 corporation does no trading. It dogs. own a building. In short, it furnishes a first, a place for its members to trade; second, provides rules governing th: transactions ,and third, provides ma] ket reports and information by the es’ ployment of experts in their respectin % lines to obtain market and crop, well as financial reports, which, d} course, have a direct bearing on th value and marketability of grains ¢. all kinds in various sections of th: world. The members, as individual @® trade among themselves and act o) agents. for many thousands of ne members, particularly those engaged the storing and merchandising of grit! and grain products. In 1919 the Cit cago Board of Trade had a member ship of 1617, 1198 of whom lived ifj Chicago and other sections of Iflinow, the remaining 419 members were &} tributed over thirty-one states, afi England, ranging from 131 member: in New York State down to one #} Oregon and one in London, England the distribution of membership cor responding fairly accurately to the le cation of the larger terminal markes and to the important consuming cm, ters. How did our principal grain & change happen to be located in Chi cago? In the first place, Chicago s the greatest railroad center in the: world: in the second place it is sit % ed at the head of the Great Lakts§ making possible and economical the transportation of grain by a combine tion of lake and rail route to the Eat ® ern seaboard, as well as by an all-ral route; in the third place, Chicago 8! easily accessible to the greatest ant best agricultural section of the United States; to the greatest grain producg ing sections of our country, and mot than 400,000,000 bushels of grain wt received at Chicago annually. As result of these conditions a great ma? elevators and warehouses of tremené) ous capacity have been erected in near Chicago, all of which, of court add to Chicago Board of Trade prt tige. Agricultural development of ie country has caused grain exchanges spring up in Minneapolis, Duluth, & Louis, Kansas City, Milwaukee, Om ha, Peoria, Toledo and Detroit, of 3 portance in the order named. Mineee apolis has occasionally received m4 wheat than Chicago, but the total Gm. all grain received by Chicago is doubll F that received at any other of the poi named. In recent years a numbeg (Continued on page 110) Forty-first Anniversary MICHIGAN TRADESMAN | c nh | \ | as ; es x : ° eee Hee Hl > \ Nise oe Seen ; j ANE : tas: en ‘ Hl i i Pe er x H N iy ee i ah . { i : q HTH TaN TA renee ne i | fi H ene tye eet a Sreaarel o q i F A i i A Our three offices are fully equipped and each headed by a principal competent to serve in all matters of safe and sound investing. Fenton Davis & Boyle CHICAGO OFFICE GRAND RAPIDS OFFICE. DETROIT OFFICE Directed by Directed by FREDERICK R. FENTON RUSSELL ELL J. BOYLE WILLIAM L. DAVIS First National Bank Building Grand Rapids National Bank Building 130 Congress St., W. Congress Building Phone—Central 2507 Phones—Citz, 4212. Main 656 Phone—Main 6730 UNVUUNUUNUTUUTINUNUTUVUVUN NTNU NINN QO NON UUN NUON NUR RT RON OQ OQ HOO NUON CRON CN ON UN ON RO ONEN COUN ER OQ ENRON OQ Q ON ONO UDO A AON ON CQ OQ WK CO NOON OC ONAN CN WRENN ORO NOONE O RO OOO EIST TTOTNTUTNURURTRYOT NT NUIN NATO OTET ONO UD RON ONT RT NORIO NW NUON ORR UN OOM AON NNN RON UO ES TTT TTT TTT TTT TEE mv AUULALLLUELAAAODLRREROARRAROLAEAALEAUERUORUERIORDINEPIN ATID {EE DB}; HUTTE EEE Sill 107 108 STORY OF THE U. C. T. Some Things the Organization Stands For. The order of United Commercial Travelers of America was not a thing of accidental or freakish conception or growth. The foundation was laid broad and deep, and the superstruc- ture has been reared with grace and symmetry and has grown in prestige and solidity with the passing years. The plan of organization in the Order of United Commercial Travel- ers of America conforms closely to the usages of the standard secret and fraternal bodies. The basis of the plan is the subordinate council, which may now be found in all the principal commercial centers of the - leading States of the Union, with several flour- ishing bodies across the order in Canada. It is in the subordinate councils that the degree of the order is exemplified, no further degrees being required for advancement into the two higher bodies of the order. Building about the order's tenets of Unity, Charity and Temperance, the ritual used in the initiatory ceremony is capable of a beautiful and an impres- sive exemplification, strongly imbued with elevating lessons and thoroughly in keeping with the order’s character, aims and purposes. The annual meetings of the grand councils are made the occasion of a happy reunion of United Commercial Travelers and -their families. Enter- taining councils vie with each other in ‘extending the most gracious hospital- ity to visiting brothers, and the result is a delightful and fraternal occasion, ’ free from all extravagances and ex- cesses of every kind. The Supreme Council is made up of representatives from each of the grand councils. The meetings of the Su- preme Council are held annually, opening on the fourth Tuesday in June, at the Supreme headquarters of the Nationa] law-making body of the order. Its sessions are in the nature of an annual meeting of a corporation. As avowed by the articles of incor- poration, issued under the general cor- poration laws of Ohio, Jan. 16, 1888, “The purpose for which the order of United Commercial Travelers of America was formed, is: 1. To unite fraternally all commer- cial travelers of good moral character. 2. To give all moral and material aid in its power to its members and those dependent upon them; also to assist the widows and orphans of de- ceased members. 3. To establish funds to indem- nify its members for loss of time or death resulting from accidental means. 4. To secure from ali transporta- tion companies and hotels, just and equitable favors for commercial trav- elers as a class. 5. To elevate the moral and social standing of its members.” To partially compensate for the so- cial privations that are of necessity as- sociated with life on the road, the Order of United Commercial Travel- ers of America encourages the great- est social activities in all subordinate and grand councils. To the pleasant social affairs, which are held frequent- MICHIGAN TRADESMAN ly by all councils, every member of the order in good standing is invited, whether he is a member of the enter- taining council or not. His member- ship vouches for him socially; and, if he possesses the social instinct, as most commercial travelers do in a marked degree, there is nothing to prevent him from entering as fully into the pleasures at hand as any of those pres- ent. A feature highly prized by members of the order of United Commercial Travelers of America is the care of the widows and orphans of deceased members. Through the provisions of the orders Widows and Orphans’ Fund, no beneficiary who is the wife, mother, daughter or unmarried sister of a deceased member is ever allowed to come to a condition of actual want, and the children of deceased members are cared for and educated up to their sixteenth year. The order en- ters into no legal obligation to do this. This assistance is not something that may be demanded, like an annuity or pension; but, where need exists, it is never withheld. In this way the order disburses the sum of about $150,000 every year, and has paid out since its organization nearly $850,000 for the relief of needy widows and orphans. In the payment of a death loss, $5,- 000 is paid the beneficiary in one check immediately upon receipt of satisfac- tory proof of death by accident, and the beneficiary is given an income of $25 a week for fifty-two weeks ad- ditional. These weekly payments are intended to provide the beneficiary with current funds while the principal sum of $5,000 may be accumulating interest or until arrangements can be made to so place it as to provide for a permanent in- come, For total loss of time resulting from immediate, continuous and total dis- ability from accident, the order pays an indemnity of $25 for a period not exceeding 104 weeks, and for partial loss of time resulting from accidental injuries the order pays an indemnity of $12.50 per week for a period not exceeding five weeks. The order is under the insurance de- partment supervision of practically every state in the Union, and many of the Canadian provinces, and can, therefore, be sued in the member's own county should necessity therefor arise. Forty-first Anniverss The widows and orphans’ regulation! provides that, should a member de® leaving a widow or minor children ip & destitute circumstances, they are pro & vided for from this fund in sums not} exceeding $50 at any one time and not! GUARANTEED MANUFACTURED BY ei UE TT} Wa ImcoRrPoReTLO CRAND RAPIDS.MI\CH- The Airtight Tin Package keeps “Bel-Car-Mo” de- licious to the last morsel. LET YOUR CUSTOMERS KNOW THAT YOU. CARRY THE DELICIOUS “BEL-CAR-MO”. ITS A QUALITY PRODUCT THAT LENDS ADDED DISTINCTION TO YOUR STORE. —All Jobbers | | ee a 7 Ionia Ave. N. W. We are Office Desks and Chairs. Grand Rapids Distributors for Russ Fountains. Your valued inquiries will receive prompt attention. Grand Rapids Store Fixture C , Headquarters for Western Michigan | for 1 Store Fixtures Restaurant Equipment, Soda Fountains and Supplies, New and Used t Forty-first Anniversary in excess of $250 in any one year. This is in addition to the accident insur- ance provided, and is a provision against penury or the poorhouse to every member's beneficiary coming within the terms of the constitution. The Michigan Grand Council was incorporated June 24, 1893. It was petitioned for by the officers and mem- bers of Detroit Council, No. 9; Flint Council, No. 29, and Saginaw Council No. 43. The charter of the Grand Jurisdic- tion of Michigan was signed by W. A. Johnson as Supreme Counsellor and Charles B. Flagg as Supreme Sec- retary. The first grand counsellor for Michigan grand jurisdiction was Albert Myers. To-day we have twenty-one councils in the State with a membership of 4673, located as fol- lows: No. 9—Detroit, 230 members. No. 20—Flint, 155 members, No. 43—Saginaw, 723 members. No. 51—Bay City, 328 members. No. 57—Jackson, 338 members. No. 116—Hillsdale, 109 members. No. 131—Grand Rapids, 560 mem- bers. No. 143—Cadillac members. No. 156—Kalamazoo, 280 members. No. 186—U. P., 193 members. No. 218—Owosso, 96 members. No. 235—Petoskey, 36 members. No. 253—Battle Creek, 195 members No, 305—Auto City, 241 members. No. 361—Traverse City, 127 mem- bers. No. 404—Muskegon, 101 members. No, 420—Adrian, 95 members. (Detroit) 588 Bran must make good quae o make sales There is only one selling If it doesn’t, the first sale is the last. Part bran can be only part effective. 100% results. Doctors know recommend Kellogg's Bran, coo BRAN! Eaten regularly, it will bring permanent relief in the most chronic cases. You can guarantee this. REPEAT SALES ARE SURE WITH KELLOGG’S BRAN! nollot Ra, Cooked and Krumbled Ready-to-Eat stipation. Fry (EA MICHIGAN TRADESMAN No. 452—Coldwater, 60 members. No. 462—Port Huron, 112 members. No. 616—Escanaba, 77 members. No. 638—Marine, 29 members. C. C. Carlisle, Grand Counselor of Michigan. _—_o--———_ Preventing Complaints Is Wiser Than Arguments. How are we going to prevent com- plaints? We lay a lot of stress in getting in touch with all the com- plaints possible. We feel that the superintendents on the floor, mingling with the customers, get a pretty good line on what the customers are saying and what they think. We have a ' system of superintendent’s complaints. They make it out. They send it up t ous and we have it typed in five or six different copies. If it is some- thing immediate, they send with it a call tracer to the adjustment office and they fix up the customer. Then. we start in to find out what the trouble is. The usual practice is to get the sales check, that gives you the date of the purchase, by whom it was sold. Then the next thing is to find out when it was sheeted for de- livery, so that you get the date of the sale, when the charge was authorized, and when it was sheeted and when the customer receive dit. And you can start from the beginning to the end and you will find your weak point. I remember when I was new on the work and had a chance to get around the store more than I have now, we had quite a few complaints where charged sales were being delayed. The reason was that possibly a customer erection had been a little slow in paying and they put a stop on the account. There being a stop on the account the charge was referred to the credit manager, or one of his assistants, and they even- tually passed it, but in the time taken to pass the charge we missed the de- liveries, so we had quite a few on that one item. I went down and I looked over the indexes and I found a lot of stops on accounts, and I asked the credit manager how many of those stops he thought should not be there. He thought there were a lot of them. So I got busy on that, and we found that part of the system was breaking down on account of change of system and change of personnel. We had that corrected. So far as the unusual case is con- cerned, believe me I am very cautious before I tell a customer she is wrong. I know there are people who feel dif- ferently about it, but I can only base it on the policy of our store and my own experience. In our office, the adjustment we make is final and we have the hearty support of the firm. I don’t remem- ber a case yet where we have made an adjustment that we have been criti- cised for it. Of course, if it gets up into tremendous lange amounts we take it to a member of the firm. Benjamin White. — Synthetic Lumber Coming. We will all live in thermos bottles some day, according to B. G. Dahl- berg, of Chicago, who says the day is coming when synthetic lumber will take the place of natural lumber for building houses, and that its insulating 109 quality is such that homes built of it will be veritable thermos bottles. Syn- thetic lumber, as described by Mr. Dahlberg in a recent address at Chi- cago, is made from the waste fiber of . sugar cane, and while its manufacture is still in its infancy, with the rapid depletion of our forests it is bound to become one of the world’s greatest in- dustries, . Two qualities it has in an unusual de- gree, he says. It is a great insulator and a sound deadener. m “Tt has the insulating value of cork,” he continued. “Homes built of it are warmer in Winter and cooler in Sum- mer than houses of natural timber. This means a material reduction in the Winter coal bill. It also means more comfortable homes. “Its sound-deadening quality is im- portant. Social scientists have demon- strated that much of the world’s in- . sanity, delinquency among children and ill health due to nervous diseases are directly traceable to jarring noises which are a necessary part of this in- dustrial age. In deadening these noises synthetic lumber will save the world’s nerves and thereby increase the world’s health. “While this new artificial lumber is for the mansion as well as the cottage, it is primarily the poor man’s home- building material. It is cheaper, to build with it than natural lumber. It weighs only one-fourth as much as. pine board, which reduces transporta- tion charges. It makes it possible for the poor man to own his own home. So, finally, when the world begins to live in a thermos bottle, it will at least live comfortably.” that. — for bran—it MUST relieve con- It takes ALL BRAN to bring That is why doctors everywhere ked and krumbled. Kellogg's is ALL 110 CHICAGO BOARD OF TRADE. (Continued from page 106) interior markets, so-called, have de- veloped, such as the Indianapolis Board of Trade, the Little Rock Board of Trade, the Wichita Board of Trade, etc., none of which, however, compare with Chicago as a trading and dis- tributing center, but all of which are patterned after the Chicago Board of Trade. Canada has developed several gtain exchanges. One of the most im- portant being Winnipeg, and these will increase in importance as the agri- cultural districts of Canada develop. One of the oldest, and for a time the largest, grain exchanges is at Liver- pool, England. In fact, for a number of years it’ was said that Liverpool made the price of wheat, which state- ment, literally speaking, was far from the truth, as Liverpool] did not make the price of wheat, but on the other hand merely reflected the world’s value of wheat that the world’s supply and demand had created: for then as now whatever a great many wanted became valuable, while what only a few desired in time of excessive sup- ply became cheap in price. Liverpool did then what the Chicago Board of Trade is doing to-day, reflected the price of wheat on a world’s basis. When we speak of the Chicago Board of. Trade we not only think of wheat, but think of speculation in wheat. True it is, that there are those who do speculate in wheat, or; to be more explicit, specu- late on the future value of wheat, but a great many of the transactions in the wheat pit are exclusively protec- tive, just the opposite of speculative, in that the buying or selling is of a hedging nature. To make this state- ment more clear, we will say a certain flour milling company having a capac- ity of 1,000 barrels per day of wheat flour sells its output of flour ahead for ninety days; in other words, sells 90,- 000 barrels of flour for scattering ninety day shipment. This mill, we will say, has sufficient storage capacity to store 200,000 bushels of wheat. Now it will be seen that approximately 450,000 bushels of wheat must be bought to cover the sale of 90,000 barrels of flour, figuring in round numbers, five bushels of wheat to the barrel of flour, consequently the miller must purchase 250,000 bushels of wheat in excess of what he can store in his own elevators, unless he desires to go short of the market 250,000 bushels of wheat, which no sane experienced miller does. What does the miller do to cover his flour sales in excess of his storage capacity? He will probably go to the Chicago Board of Trade, and through a mem- ber of that organization, acting as the miller’s agent or broker, buy 250,000 bushels of July, or September, or De- cember or May wheat, which with the 200,000 bushels he has bought and stored in his own elevators will make a total of 450,000 bushels of whtat; a sufficient quantity to cover his flour sales. That description of the pur- chase of future grain represents thous- ands of actual transactions every month in the year on the Chicago Board of Trade. The purchase of the future wheat is protective, not specu- lative, as can readily be seen. But somebody hears Jones the miller has MICHIGAN TRADESMAN bought 250,000 bushels of wheat in the wheat pit, and immediately the word is passed along, maybe to Jones’ banker, that Jones is speculating, and he at once becomes a suspicious char- acter, when as a matter of fact he was protecting himself. Now, of course, Jones cannot grind future wheat, so as rapidly as he grinds up the cash wheat he bought and stored in his own ele- vators, he will buy more cash wheat to keep his elevators full of grinding or cash wheat, and as fast as he buys in the cash wheat he will sell out, through his Chicago broker, the fu- ture wheat he had previously purchas- ed, again protecting himself against price changes in wheat and at the same time supplying cash or grinding wheat with which to operate his mill. But again somebody hears Jones, the mill- er, is selling future wheat in the Chi- cago wheat pit, and he is again brand- ed a reckless business man, a fellow who is speculating in the necessities of life, and soon obtains the reputa- tion si being an undesirable citizen. The milling company with which I am connected passed through just such an experience during the period of the war. Wheat and flour were advanc- ing rapidly in price, the consumer was buying flour heavily, anticipating high- er prices, which caused the merchant to buy heavily from the mill. The company's sales of flour totalled ap- proximately 60,000 barrels for scatter- ing sixty day shipment, and naturally we had filled every available space with wheat to cover the flour sold. As the wheat market advanced we advanced flour prices comparatively, and some- one in our employ obtained the idea we were making a tremendous profit on both wheat and flour, knowing we had all our elevators full of wheat, much of which had been bought at a lower level of price, and felt the com- pany should be reported to Federal authorities for profiteering, so one day in walked a representative of the De- partment of Justice, direct from Wash- ington. Naturally, the Government investigator was given free reign, the company’s purchases of wheat and sales of flour were checked and, of course, we were completely exonerat- . ed; The man who made the complaint was sincere and believed he was serv- ing the best interests of the Govern- ment. His fault lay in the fact that he did not know the whole truth. He did know we had some low priced wheat and that we had advanced the price of flour materially; he did not know we had enough low priced flour sold to offset the low priced wheat. This is only one instance among thousands where thoroughly reliable business firms have been unjustly ac- cused of wrong-doing by sincere, well- intentioned but uninformed people. In our company’s experience no particular harm was done, but many others have not been so fortunate, Of course, there are brokers and grain dealers who speculate in wheat; some millers do so, undoubtedly, and in most instances without injury to the general public, but most always with considerable loss to themselves, par- ticularly if the practice is continued. You know they say there is a “new one” born every minute and in many cases. experience is the only teacher ‘minimize and eliminate that gets a hearing. Then, too, based on the law of averages, there are a certain number of dyed-in-the-wool crooks in the milling and grain busi- ness who are out to beat anyone and everyone they can, and there probably will be as long as the old world stands. They will be found in every line of endeavor, and there are just enough of them so all of us must know what we are doing and why we are doing it if we expect to escape the penalty of carelessness. Happily there are laws that tend to correct the evils that may creep into the milling as well as the grain business, the same as there are laws to protect society in general from the depredations of thieves and mur- derers. Even so, most of us lock both the front and back doors when we leave home, or even retire for the night. The Chicago Board of Trade is gov- erned by capable business men of un- questioned honesty and integrity, yet occasionally dishonest men become members, although they do not remain members after their dishonesty is dis- covered. Again, occasionally dis- honest men do business through the Board of Trade, and this class is more difficult to eliminate, unless they can actually be caught with the goods. As has been suggested by the sub- ject discussed, one ‘of the principal ob- jections to the Chicago Board of Trade is speculation in grain, particularly wheat, and while a majority of the transactions in the wheat pit are pro- tective rather than speculative, and without a question 99 per cent. are strictly legitimate, there have been several instances of attempted corners for strictly selfish reasons that were pernicious in their influence and in- jurious to the public welfare, although all attempted corners did not work out that way by any means. The three big corners or attempted corners that stand out in the public’s mind are the Hutchinson corner of 1888; the Leiter corner of 1898; the Patten corner of 1909. Hutchinson made considerable money, as he was fortunate enough to be on the right side of the law of supply and demand. Leiter failed, losing between $2,000,000 and $3,000,000 because he was on the wrong side of this immutable law. In fact, Leiter did not have enough money to settle up with his creditors and was indefinitely suspended from the Board. Patten, like Hutchinson, was on the right side of the market and made a fortune. The corner of 1887 is still fresh in the minds of some. This was known as the Harper deal and the Kershaw failure. The opera- tion turned out disastrously, as the market went against the operators, and a prominent Cincinnati banker, who obtained funds from his bank il- legally, was sentenced to ten years’ imprisonment in the penitentiary, fol- lowing the failure of the bank. Many attempts have been made to illegitimate trading. Federal legislation has been enacted to prevent those who are not actually engaged in the milling or grain trade from trading on or through the Board of Trade, and the Board has made some changes which have proven very effective in preventing attempted corners. For instance, the fewer Forty-first Anniv Se grades of wheat delivered on contrag the easier it is to work a corner, agg in the early days when corners were | more often attempted only one grade, wheat was deliverable, that being Na. 2 spring wheat. At the present tinge twenty-one grades of wheat are deliy,. erable on a future contract, making an attempt to run a corner very haz. ardous, indeed. Then, besides, tran: portation and _ information-spreading facilities are so efficient now-a-days that any attempt to force any marke above the actual value of any grain will immediately result in an over. supply being shipped to that marke to the discomfort of the operator. However, there has always bees: speculation and there probably a ways will be, not only in grain but & practically every line of business. Ty. purchase of the Louisiana territory iy. the U. S. Government was a specnle’ tion and a very profitable one; so wa] the purchase of Alaska, and furthesd more, they were perfectly legitimsé: The individual who purchases a parce} of real estate in his city or near it, ay: ticipating a growth of population and} consequent increase in the value of th: property purchased is a speculator is, every sense of the word. This is legi- timate and many times very profitable.’ The farmer who holds his wheat, i. corn, or oats, for higher pricesis’ speculating. It is a legitimate opera tion, although not always profitable’ by any means; in fact, the farmer i; forced to take chances in planting bs. crops when he knows the risk of dam} age or complete loss from frost, heat4 flood and drouth, is real and sof; fancied. How about the young mat: who starts out on a business caret, | beginning in a small way and hopin by thrift, hustle, courtesy and com sense, to build up a remuneratived ness, which will be subject ta competition, and increased takai There is certainly speculation inv@ ore in such enterprises. In fact, is then anything absolutely certain on this ofl earth except taxes and death? Th} facts are there is an element of spect: lation and adventure in almost every’ human occupation, yet this is no & cuse for destroying the occupation, but] rather is an incentive to place the 0: cupation on a more sound and sth’ stantial footing or foundation, striving’ always to eliminate the evils that creep in from time to time, and improve the; good. The Chicago Board of Trade ret) ders a most valuable service by ptt mitting the buying and selling of ft tures, not by providing an opportunity | for speculation, but by affording solutely necessary protection to tht, thousands of millers of flour and and grain dealers throughout the cout try and, in fact, throughout the world. who are desirous of operating thet various enterprises on a safe and basis, as free from speculation ap sible. The grain exchanges not only =f vide protection for legitimate mies: chants against advances and declins & in prices of grains, but are a wonde ful source of information on crop ditions throughout the entire gl If there is a drouth in Russia, a in India, a black rust dev lop ; (Continued on page Forty-first Anniversary MICHIGAN TRADESMAN 111 Stevens&Co. — 86 Years on Campau Square GRAND RAPIDS REEL CASES Case, for Stiff Leather Chamois Lined Casting Reels, $1.60. Soft Leather Calf Skin Bag for Automatic and \ \\ Single Action Reels. \ $1.50. TACKLE BOXES The Box pictured is our No. 614 Ken- aedy Tackle Box, like a satchel in shape, convenient -to carry and of ample size. Made of steel, brown baked onamel finish, fitted with Corbin Notch Lock and brass patches. Electrically welded seams. Two trays with numerous compartments and apace underneath for lunch and Thermos bottle. ‘With trays removed it makes a tg ease for shells and hunt- imgth 14 in, width 7 in., height 9 in. No. 621—Tackle Box, size 21 in. x 6 in. x 6 in, $7.00. No. Box, size 12 in. x 6 in. LC Tin Tackle Boxes with and without trays, four sizes, 85c, $1.25, $1.65, $3.50 i Samson Casting Reel illus- trated, a high grade reel for bait. casting. Nickel plated, quadruple; multiplying with temovable. spool; end of reel is fastened to frame with a hinge which prevents all pos- ability of loaing this part. free running spool and bal- anced handle. $3.50. ’ Casting Reels—Montague City; Heddon; Meek; Meisel- bach; South Bend, $2.00 to $50.00. STUBBY ROD AND REEL. A rod and-ree] combined, two 12 inch sections, 23 inches long when jointed single action reel of aluminum, holds 50 yards of line and has spring drag. earry in your tackle box for emergency use. Can be used for FLIES You will find here the largest and best as- sorted stock of Flies in Western Michigan. Eyed and Snelled, Dry and Wet Flies, or Sproat Hooks, sizes 6, 8 10 and 12. Tied with extra heavy hackle. Including dif- ferent makes, we have a ae of patterns. Per doz. 80c, $1.25, $1.50, $2.00, $2.40, $2.75, 33.35. $1.50 to $80.00, ; BOOTS AND WADERS LANDING NETS RUBBER FISHING Goodyear Sporting Thigh Boot, Light For both bass and trout SHIRT a. .... $7.00 _ fishing. Collapsible and Light weight; slips over Goodyear Boot Foot Waders __.---------- $20.00 solid in both kinds. Sizes head; draw string neck : : from 20 to 36 inches. and wrists, about 36 in. English Stocking Foot Waders -.---------- $19.00 pea long, $10.25 MICHIGAN This department of our store is headquarters for sportsmen of Western Michigan ~™ Fishermen are certain to find here many things which the average sporting goods store could not supply. \ Camping and Touring _ "\ Equipment ) Folding Furniture ... Auto-Tents AU ~ Rowboat Motors i) bea al LINES Invincible—Huron— _ Cuttyhunk—Wolverine 30c to $2.80. MINNOW BUCKETS Floating and Plain). galvanized and tin; round and oval, 8, 10 and 12 qt. sizes, 90c to $5.50. CREELS. Whole and Split Wil- low, plain and leather bound. From 9 to 30 lbs. capacity. $1.50 to $7.90. HEDOON'S , COWAGIAC A complete line of H Tips 35 ‘in. long; Butt Sporto Boots—A heavy all-rubber shoe or boot with 12 inch upper for use over English Waders ~--------- $7.50 eddon Rods in two-piece, with and without extra tip. Joint varies, 4, 4%, 5, 5% and 6 ft. Rods. Ittustration shows Heddon Rod designed for average casting line. - : +3 $7.00, $9.00, $14.00, $16.00, $20.00, $35.00. Other Bait and Fly Casting Rods—Hardy, Montague City, Divine, Bristol, BAITS. Al Foss “Shimmy Wiggler."" Made of brass, nickel plated with Bucktail Streamer and may be used with or without pork rind. One of the best baits for basa and wall-eyed pike, Two sizes, % o2. and % 0oz., $1.00. We carry hundreds of other baits including South Bend, Bas-O-Reno and Surf-O-Reno in two sizes; under water minnows; Dowagiac. Plugs; Moonlight Baits; Lowe Star Spoons, Skinner Spoon; Kidney and Fluted Spoons in many makes; 18¢ to $1.50. Sone RODS. FLY BOXES. Eyed Boxes in tin and bronze with Clips, wi Clips mounted on aluminum leaves. Various sizes. $1.00 to $4.00. FLY OILER Hunting Case Oiler for dry flies. Sha lik a@ watch case with felt pads inside. seo, r LINE GREASER Made of heavy pig skin with glove button fast- ener. Felt greasing pad inside. 60c. * 112 - OUR CANNING INDUSTRY. Michigan Never on More Safe and Sound Basis. Man prospers as he is provident of nature's provisions, Nothing enters so immediately into the daily life of all living creatures as does their food supply, and man’s ad- vance in civilization is marked by the degree of wisdom with which he adapts to his use the bounties of nature. All agencies contributing to the bet- ter provision of man’s needs and a larger enjoyment of the good things of life in all climates and in all seasons lend to the advancement of civilization and to the happiness of the human race. . The development of the industrial age, the grouping of large populations in limited areas, the increase of the urban population and the dependence of a larger percentage of the people upon food supplied by others is made possible by the easier production, more efficient conservation and wider dis- tribution of food supplies. All of these are a development of a comparatively recent period, and nochange in the method of distribution is more marked than the form in which food is sup- plied to the consumers. No agency has contributed. more largely, efficiently and acceptably to this new condition than the canned foods industry. And in no section of this’ country, or in the world, is the canning industry on a higher plane than in Michigan. The canning industry of Michigan is operating under the most restrictive regulations regarding the goods to be used and the most exacting require- ments as to the quality of its product. These regulations are more rigid than the requirements of the Federal laws, and are self-imposed by the can- ners of Michigan, whose State organ- of foods from harvest est has been practiced from the early days of the race, and the preser- perishable foods has been more or less practiced in various ways various peoples. But it is only the last century that foods in hermetically sealed containers have come into general use. The invention of the process is credited to a French man named Nicholas Appert. Legend credits it to the urge of the great Napoleon, whose sage declaration that “armies travel on their stomachs” is still axi- omatic of armies and peoples alike. It is also stated that Appert's investiga- tions were aided by English financial assistance. So there may be some confusion over the National prompt- ings concerning the inventions, but there can be no dowbt about the great boon it has been to the whole human race, Accredited authority states that it was first introduced in America from England by Ezra Daggett, who estab- lished a business in New York, about 1818, and some years later, 1825, se- cured an American patent. At about the same time Charles Mitchell came E MICHIGAN TRADESMAN to Boston from Scotland and intro- duced the process there. The Appert method at that time made use of glass containers and the Scotch process used tin cans of a crude sort, puncturing the tin after the first cook and soldering before the second cooking. The development of the industry from that day to this is one of America’s industrial romances. For, though of foreign invention, it is in America that the industry has made the greatest development in extent and in the application of scientific re- search. Research laboratories are maintained by the National Canners’ Association, the investigations and technical know- ledge of which are open to the mem- bership. Similar service, on a lesser ter serve their customers who have yet to learn that canned foods com- bine economy and convenience, Some merchants have yet to ac- cept the economy argument of the goods on their shelves. So common an article of food as beans is an example. For the meal of the small family, or for the lunch of a larger one, a can or more of any of the many brands of this food serves both convenience and economy. The whole process of preparation for con- sumption has already been performed —except the final heating for the meal, The consumption of canned beans has increased to such an extent that, according to Prof. J. F. Cox, of the Michigan Agricultural College, ap- Harry M. Royal. scale, is furnished by manufacturers of canners’ machinery and supplies, particularly the large can manufactur- ing companies, Hence the operation of canning plants is based upon experience and technical information of a highly de- veloped sort that insures wholesome- ness of the product, and the condi- tions under which they operate pro- vide economy and convenience to the consumer, Canned foods supply the needs of Most consumers in a more economical way, more convenient in form and more wholesome in nature than in any other manner, Readers of the Tradesman who sell this idea to their patrons will add to their own volume of business and bet- proximately 35 per cent of Michigan's bean crop now goes into tins, and the proportion is increasing each year. Michigan's beans are recognized as the best in quality and flavor for this use. And if a crop like beans, which may be stored and conserved in the dry state, may be canned for the con- venience and economy of the public, what may be shown and said of foods of a more immediately perishable na- ture, and to which Michigan's soil and climatic conditions are peculiarly adapted. No housewife who thas the fruit or vegetables to buy, can pack them as cheaply as they may be bought in the finished state, and no kitchen equip- ment will enable her to equal the prod- Forty-first uct of the up-to-date canning 4 operated under license by the Sans Michigan, and under constant vision and inspection. ee It might not be tactful for the & er to emphasize the latter statens to his patron in such bald frank but he can emphasize the ecg proposition and, after a few jam there will be few who will put da pride of skill above the conveni and quality—of the factory p This fact was illustrated wti past year to a good many n of the Michigan State Grange. of them thad consulted a prog leader in the order, who lives ig@ fruit belt, about buying and shipggs them some fruit for canning. J man, being familiar with the mg and products of the canning pk his section, demonstrated to thet quirers, with a little primary amg metic, that the canned product bom rom distributors in the quantities their home canning operation involve, was cheaper—and deli than would be the product of @ shipped or trucked from a d and canned in the home. The sue of the Michigan Patron, « organ of the Michigan State contains an article upon this As the industry develops in cy and economy home canni go the way of home shoemaking = The advantages of commercial ge neries over the individual effory. fundamental, both as to quality a cost. In the first place their ra terial comes direct to the factory the field, tree or bush. It is usw contracted article and the can prepared for its immediate care No skill known to man or can restore the freshness or fla withered vegetables or detefi fruit, This raw product for factory subject to State law regulation Michigan, as to its character and ness for sale. And this law i forced by State inspectors. And the moment the product enters receiving house of the canner under the strictest regulations sanitation. All with the hearty: #% operation of the canners, for this 6% assurance of quality, to which the @ ning industry of Michigan is coma ted. a Quality and economy are the thi; which the canning industry of Midd gan is prepared to furnish the i and the much courted, oft-abused, ar mate consumer. a To carry this proposition of em, omy more directly to Trades readers in this line it might be 0% that they urge case lot distribution # Michigan canned goods—an ecoo0mt both to the dealer and the buyer. The emphasis in this article is © ing put upon Michigan canned —their quality and economy—bec® that is vital to the industry. Michigan people need to be “silt on Michigan. The Good Book tells us that prophet is not without honor save his own country.” And just a8 seal it seems, a state is not always KAg™*, by its own people, About how many readers of (Continued on page 114) ‘ porty-first Anniversary £ ies rt { )) Ce { )) (oy ye Ge yr { yT4 i Ce )) 7 } 4 f s*¢ fl ) ¥ ) “a iC 2) 7, { ye : ee ‘ : d Rapid § Grand Rapids Trust Company : e Managed by Men you Know. «eR Capital and Surplus $500,000.00 o OFFICERS y ~~ Robert D. Graham, President > , 63. Lee M. Hutchins, Vice-President Henry C. Worfel, Treasurer ; oe . Joseph H. Brewer, Vice-President Arthur E. Wells, Secretary a MICHIGAN TRADESMAN 113 m ._+~+=Alexander W. Hompe, Vice-President 3 James R. Hooper, Vice-Pres. and Trust Officer Frank G. Deane, Vice-President Elmer F. Birdsall, Vice-President mt id erie 4 H] ee Nell : = © Melville R. Bissell, Vice-President Bissell Car- Joseph B. Ware, Assistant Secretary Frank V. Burrows, Assistant Trust Officer Herman W. Veneklasen, Manager Bond Department : DIRECTORS Lee M. Hutchins, President Hazeltine & Per- ee pet Sweeper Company kins Drug Company _ 9, -:__ Joseph H. Brewer, President American Public William H. Loutit, Capitalist, Grand Haven ; a Utilities Company Joseph Murphy, Lumber and Timber, Cadillac a ‘3’ =: Thomas F. Carroll, Attorney Ellis ini ss oe Ranney Refriger- < Frank G. Deane, Vice-President ee ee a: \ ee ' ‘ , Furnitur =a “A, -—Ss—sté« GVGeerrriit' J. Diiekemaa, A\ttorney, Holland ~~ om. Eretiont —_— rae . < ..__ Theron H. Goodspeed, President American Box Pay] Frederick Steketee, Paul Steketee & Sons x Oe Board Company Lewis T. Wilmarth, President Wilmarth-Mor- 2. @}. +. _—~- Robert D. Graham, President man Company : \ ... Alexander W. Hompe, Vice-President Kent David Wolf, Lumber and Timber \ a = —ti‘(té«SS tattle: Ban Samuel D. Young, President Grand Rapids oA 4 James R. Hooper, Vice-Pres. and Trust Officer Show Case Company \e Oe 3) : ’ # \ > : : We have the organization, the men, the facilities, the ability and the disposition to transact any and every kind of trust business promptly and efficiently. c We act as Agent, Administrator, Executor, Guardian, Receiver or Assignee, Registrar and Sounna pay Transfer Agent, Trustee and in every fiduciary capacity. Entire bond issues of Corporations and Municipalities underwritten. High grade Bonds for Conservative Investment. : eS S [;RAND RAPIOS [RUST [;OMPANY | Ottawa Avenue at Fountain Street GRAND RAPIDS MICHIGAN 3 ee Send for Booklet on Disposition of Property of Residents of Michigan dying without a Will. 114 OUR CANNING INDUSTRY. (Continued from page 112) Tradesman know that the Creator, in his wisdom and beneficence, fitted through soil and climatic conditions, the region along the East shore of Lake Michigan as the best naturally adapted location in the whole world for a great variety of fruit of superior flavor and quality? Is it generally known, by even Michigan people, why a fruit supposed- ly adapted to only the most moderate of temperate zone conditions, like the peach, grows to perfection and un- equalled flavor along the shore of Lake Michigan? Or that from the Indiana line North along this shore to the Northern counties of the Lower Peninsula every county has one or more fruits which it grows to superior advantage and in great abun- dance? . Lake Michigan is 300 miles long and eighty miles wide. ‘The tempering in- flwence of this great body of water, which never freezes over, and with the prevailing winds from the West, make a difference of around twenty degrees of temperature between the West shore of the lake and the East shore— a difference that freezes the tender tree of the peach in one instance while permitting long life and abun- dant production of superior flavored fruit in the other. Soil conditions are also important and favorable, and together with this favorable climate and soil combination, there is a sufficient natural supply of moisture—without irrigation—for the needs of the crops. Hence nature has supplied the first and necessary es- sentials to this important part of Michigan's canning industry—abun- dant production and unequalled flavor _—while man has supplemented nature by planting in quantity and canning for quality. Much of the fruit grown is primarily a canning proposition. It is produced in-such abundance that it could not be distributed with profit by the growers tior cared for as green fruit except by the canners. Yet, in this connection, it should be understood that canneries are not the channel for the disposal of inferior quality products of the field or orchard. Inferior quality is unprofitable al- ways. It is particularly unacceptable by canners, whose permanent pros- perity must be based on quality, and @towers of off-quality products meet with distinct discouragement at the door of the canner, The canning industry, like most en- terprises—particularly those closely as- sociated with agriculture—has gone through the experience of deflation in the past few years. All wars, since the inauguration of the industry, have been boom periods for the canning business, and, likewise, the reaction has been in proportion to the extent of the boom. The last War was no exception. ' This deflation has been a trying ex- perience, fatal to some, but on the whole, healthful to the industry, be- _ Gadse' it is reduced to the hardpan of basiness ‘efficiency, and, in- the last analysis, brought about the survival of the fittest. The chief reason for the existence of any industry or any business is its service to the public, and service alone entitles it to consideration and profit. The canning industry of Michigan is the manufacturing contact between the producers of the raw materials—chief- ly per:shable foods—and the public. It is the channel by which essential food needs may be procured, the palate pleased and health conserved. It is the convenient and economical means by which wholesomeness and nutri- tive value is insured. There are upwards of seventy can- ning plants in Michigan which can a great variety of products. Corn, peas, tomatoes, green and dry beans, succo- tash, kraut, peaches, plums, prunes, preserves, apples, cherries, spinach, milk, mince meat, cider, apple butter, jam, jelly and berries of: all kinds are among the articles canned. The canning industry of Michigan has gone through various stages of action and reaction. Canneries have in numerous cases, been located as purely promotion projects, with no other warrant for their existence than ‘the willingness of the community to finance the project in evidence of civic enterprise and the hope of community growth. Only occasionally have such enterprises proven successful under- takings. Next to intelligent business practice the first essential to success in the canning industry is the location of a plant within convenient reach of the crop that it is designed to handle. Naturally soils and locations vary in their adaptability to canning crops. Sometimes a crop which thas been successful in a particular locality will meet with some obstacle that makes its continuance unprofitable. An in- stance of this sort may be cited in the removal of the laragest pea cannery in the State to another location a couple of hundred miles distant becauase the pea aphis had invaded the fields in its original location and made the under- taking unprofitable there. However, this particular concern continued in another line at its first location with mtich success--the location being adapted to the line continued-—and the newly located plant proving likewise successful. In some cases a group of plants are owned by a single corporation, these producing a varied line of products. Some factories are co-operatively owned and operated by growers’ or- ganizations. These are chiefly devoted to cherry canning. For the most part the plants are single enterprises, each owned by ofie corporation and individ- ually managed. The plants vary in size and output from those of small capacity, employ- ing bit few persons, to those conserv- ing the product: of many acres, em- ploying many hands and oing a dusi- neis up to the seven figure mark. Some operate upon but few products with but a short season, while others can a succession of crops and continue for a considerabale portion of the year. All, however, are under the same re- quirements as to quality. _ Some products require the applica- tion of the human fingers, for which invention and science has found no (Continued on page 116) MICHIGAN TRADESMAN "M ‘Wemso1p 7 AlaUUBD “OD F Yowvoy “Y ‘uesyyOT uy AaouuTo 48910] ‘gvad jo saseo goooog Aqoed"O JenuUY “prio 34} UT Asguuws vad 4ysasiv'y] Amis = Forty-first Anniversary MICHIGAN TRADESMAN 115 Fifty Years as Distributors of Foods at Wholesale 1874-1924 President—William Judson. Vice-President—Edward Frick. Secretary—Arthur E. Gregory. Treasurer—Henry T. Stanton. Directors—Above named and Mrs. Helen Putman Barnhart, Byron S. Davenport, Peter Lankester, William L. Berner, \ Cornelius Cary and Edgar H. Johnson. : 3 pagers “et ee Rae nes 116 ' OUR CANNING INDUSTRY. (Continued from page 114) substitute, while others are largely a machinery proposition. The machinery equipment of a mod- ern canning plant is a matter of won- der to the uninitiated and a pretty con- stant source of expense—in replace- ment for improvement—to the canner. Throughout every stage of the process the strictest regulations of sanitation prevail. The raw material is washed and rewashed, cleansed and sorted. Michigan is surrounded by the Great Lakes, and water is plenti- ful and cheap. The water consump- tion of a cannery in cleansing opera- tions usually proves one of the sur- prises to first time visitors. And visitors ate welcome and invited to Michigan plants. It is regarded as the most effective way of “selling” the factory product in illustrating the su- periority of the article. Much of the work in preparing foods for canning is perforomed by women to whom the requirements of the law governing handling is extended. For instances a woman handling foods in process of canning in a Michigan fac- tory must wear a cap covering her head—and not even a bobbed hair maiden may escape this regulation. Employes must be tidy in their apparel and the plant cleanly in every way. And nothing is left to guess work in the processing of the product. Nearly every variety of product re- quires a different treatment. With many foods the least possible cooking that will insure their preservation is desired to best retain their natural CEANA CANNING CO. MICHIGAN TRADESMAN flavor and content. With others a dif- ferent condition is presented. All are handled as research and experience has determined. The processor is an integral figure about a canning plant, and the insignia of his profession is a quick-acting thermometer. The canner guarantees his product against swells—fermentation—for a sufficient period to cover their distri- bution and consumption in the ordin- ary course of trade. Thus he is con- fronted with the danger of loss from under sterilization on one hand, or in- feriority through an over-cook, or some other cause that will lessen his repu- tation or ruin his trade. Hence every reason prompts constant care and an assured quality. Altogether the canner’s bed is not exactly one of roses. His operations must be reduced to as nearly an exact science a8 is possible. He must buy right, can right and sell right to in- sure a profit on his operations, or even a continuance in the business. It is an undertaking that involves technical knowledge, industrial effi- ciency for business acumen. Canning industry in Michigan succeeds in pro- portion as it evidences these qualities. The cunning industry of Michigan was never on a more safe and sound basis, even though it has a consider- able distance to go to reach that ideal state where all is joy and happiness and worries are no more. The industry sustains a State As- sociation which is functioning for the betterment of trade conditions, a wider usefulness and a greater service to in- dustry and to trade. Harry M. Royal. EGG GRADING. It Is No Cure For the Marketing Evils. The hundreds of millions of people of this great and glorious universe, from the “Select Ten” down to the “Common Masses,” have eaten of this Fruit of the Fowl, as far back as you or I can read into history, and yet, have we ever heard or read of a sin- gle scientist, doctor or dietician, or have we ourselves been able to detect the difference in the taste and quality between a large egg or a small egg? There may be a detectable difference from different breeds of fowls or caus- ed bythe different kinds of feed, but, absolutely none on account of the size of the egg. ao This, then, being the case, we must all concede that the new sizing regu- lation of grading eggs has no bearing whatever on determining the quality of an egg, as the quality is determined in the candling of the egg, and not in the sizing. The candling of eggs is an old process which has been in use for years and is the means by which one is able to determine the freshness and quality of an egg and no doubt is very well understood by all buyers and sellers of produce. Those who actually know the merits of the can- dling process also know that an egg cannot be classed as junk on account of its being undersized, nor can an egg be called quality on account of being just a hair's breadth too large to pass through that much talked-of galvanized instrument, called the sizer. SHELBY, MICHIGAN PREMIER PACKERS MICHIGAN FRUITS _ Forty-first Ann If that were true we surely would ie to meet that brilliant’ genius—its ge ventor. | ak. As I read the sizing regulations #— is plain to see that it was not intend, by its originators that sizing shou E. have any bearing on deciding the qui ity of an egg, but they intended ¥ sizing should determine the value | : quantity. While the intention mighy | have been the very best, in arrivigg] at the quantity value of eggs by te use of the sizer, it is proving very gy fair to buyer and seller alike, as wai as a big loss in time to the merchg Ks Time in these days is money and te merchant who is going to continue ® business, with head above water, mag! cut his over-head in every possi wav, and that means that more kee cannot be employed at the presaa: rate of salaries to be wasted on fie sizing method of determining 4 quantity value of eggs. If that is ; by the merchant it must simply mei that this expense must be taken q of the price of eggs to the pro¢ I predict that if the sizing m continues in practice in order to § somewhere near the real value of egg and to do justice to both produ and consumer, it will be necessar use six or more sizes in place of & one which is now being tried out some buyers. How easy would # be to cut out all this waste of ¢ fuss and muddle by the very sim weighing method, which takes ms tically no time, hence, no waste ; expense and at the same time the exact quantity value of any gage wd Ve 7 ‘a 7 — a nek a a Te SB Sa. end Jobbers’ Choicest Brands a Specialty Forty-first Anniversary number of eggs in the same time as it takes to weigh in a jar of butter or anything else. Oranges, lemons and apples are practically the only other articles, in this enlightened age, which are not bought and sold by weight, and these are run over gtading or sizing ma- chines without any injury to the fruit, but in-as-much as eggs cannot be run over a sizing machine, why not han- dle them by the standard of weight and cut out the time wasted in shoot- ing’a game of crap with cach lot of eggs that is taken in, through the six or more sizers that will be neces- sary. to arrive at anywhere near the value of eggs brought in by the farm- er or sold to the consumer. The. candling law is a commendable, fair atid just law and should be ad- hered to by all buyers and shippers of eggs. If money is paid for rots which we all know are less than worth- less, as it costs: for transportation and a ctly good temper of the erwise good: housewife who has or ah and quality price for it, and. then. to have her sense of smell so grossly. offended and the waiting fam- sr breakfast so suddenly cen, way. Marketing spoiled eggs is then “tio. better and no worse than selfing spailed: ‘meat or anything else ie ‘the g care should be given to éggs by the producer, in marketing them paver yen enough,: while fresh, and careful ‘candling and handling by the buyer ‘to ensure and raise the standard of quality ‘which in turn will make for better prices. The new sizing regulation of buying eggs which is being used by some ers through the propaganda ‘and: efforts being used by the big ‘commission: and produce merchants, is not Jaw.and as far as can be explain- ed, it hasn't the merit in it to become a te and we believe should be dis- ‘be ‘bandied with a minimum of ‘and time. us. just see how the present works out to an unfair loss to yome and aa unfair gain to others. tee se BES HF . some Ti “paid in using the present sizing regu- fations “for determining the quantity “Falue of a dozen eggs: _» First, let us take two dozen eggs “that are classed as No. 2 sizing. Tom brings in a@ dozen and so does his “meighbor, Dick. Tom's eggs are of the very smallest and only weigh 16 ounces to the dozen. Dick’s eggs are of the medium size and weigh 23 ounces to “the dozen, just lacking the ounce of being in the No, 1 class and being a on breadth too small in circumfer- Be ton, and yet Dick gets no more the 23 ounces than Tom does for ons egg value. In other ) from passing through © | MICHIGAN TRADESMAN cent. of what he has rightly coming in proportion to what Tom is getting for his eggs. This goes to show that the smaller your eggs the better price you get for them if in the No. 2 class. The following week Dick brought in another dozen of eggs weighirg 23 ounces and sizing No. 2, and was paid the No. 2 price, or 14 cents, as before. This time his other neighbor, Harry, was in the store with a dozen of eggs. Harry also had a medium size which happens to be but a hair’s breadth larger and weighs only one ounce to the dozen more than does Dick's, so for this one ounce more to the dozen Harry gets 6 cents more for his eggs than does Dick because Harry’s weigh- ed the regulation 144 pounds, or the 24 ounces which classed them as No. 1 eggs, bringing 20 cents. The two experiences of getting beat on every turn disgusts farmer Dick with the egg business and he goes home and coops up all his hens and ships them, at a low market price for fowl, to get rid of the pesky aggra- vating No. 2 grade egg layers and straightway goes and buys a flock of the largest size egg layers known. The following week when he gath- ered his large eggs, which were prac- tically the size of a big duck egg, he brought them to the store feeling confident that with his big eggs this time he could “bull” the market, for his eggs were the largest and finest he had ever seen and weighed on his scale at home over 36 ounces to the dozen, and places the basket on the merchant’s counter with pride running up his spine. At this moment in comes neighbor Harry with a dozen of his No. 1 eggs, 24 ounces to dozen size. Mr. storekeeper takes both batches out, candles and sizes them, and brings in the verdict, No. 1 eggs, price 20 cents for Dick's eggs and 20 cents for Harry’s eggs. This broke Dick’s pride and losing his temper, he demanded of the storekeeper, why it was that he did not get a better price for his eggs than Harry when his eggs were so much larger, weighing fully 50 per cent. more than does Harry’s and hoth in the No. ] grade. All the store- 117 keeper could explain was that he was buying according to the sizing regula- tions and paid the same price for eggs in Grade No. 1 whether they weighed 13%4 pounds to the dozen, or twice that much, and the same price for eggs grading No. 2, whether they weigh three-fourths pound to the dozen or up to 1% pounds. “Well,” says Dick, “I am absolute- ly through with the egg business if that is the way I am to be treated, when I have gone to the trouble and expense of disposing of my flock of chickens and buying high-priced birds, so as to get the finest and largest eggs possible.” Dick was right and surely had cause for grievance for he surely was being jipped at every turn of the road, in spite of the fact that he was honestly doing his part in raising the standard of eggs. What incentive or inducement is there for Tom, Dick and Harry to raise the grade of their eggs by producing larger when figures prove that the smallest eggs in each respective grade, No. 1 and No. 2 (Continued on page 128) Make that inaccessible space pay That extra floor is valuable to you— if made accessible You may have goods on your second floor which are now obscured from your customers’ view—goods which would sell if you could display them. You may have a basement which you need for storage—and this space is valuable to you if you could move the material there quickly. You may need more display space for your merchandise—and merchandise properly displayed is half sold. A small store elevator has solved: many problems of this kind. We have a special elevator which is de- signed for this particular need. Why not call upon us to study your con- ditions to see if that extra space may’ be made valuable? Let us explain the application of this elevator to your particular problem—without cost or obligation to you. Founded 1862 LEITELT IRON WORKS Grand Rapids, Michigan Elevators for Every Requirement 118 CHICAGO BOARD OF TRADE. ' - (Continued from page 110) Canada a severe loss by winter-killing in Indiana and Michigan, a grasshop- per scourge in Nebraska, a deprecia- tion of the wheat crop in Kansas on account of hot winds, a serious loss in the Argentine, the Chicago Board of Trade disseminates the information through its various connections to practically every. section of the world. If there are improvements made in various sections that information is given the world. In fact, dealers and consumers are kept informed of the progress and probable yield of every wheat crop as well as other cereal crops. Of course, the Board of Trade cannot tell in advance just when and where or whether there will be dam- age’ done by any ‘possible source of trouble, and that is the reason why no living soul can accurately forecast price tendencies or the price value of any crop of wheat. Neither can the Board of Trade guess whether the faramer is going to sell freely at har- vest time or some other time; whether the flour buyer will purchase heavily for future delivery or buy from hand to mouth to supply day-to-day require- ments of his trade; whether exporters will purchase at any particular time or spread their buying over the entire crop year. The Board of Trade does tell what is happening along these lines, and it is worth a great deal to the grain and milling trade, as well as the producer and consumer to know | that much. Such information at least makes better guessers. The Board of Trade also publishes daily statements of stocks of the vari- ous kinds and varieties of grain in dif- . ferent sections of the country, and in ‘the different countries of the world. Tt provides information that makes it plain whether there will be enough wheat or corn or oats to go around and gives the probable surplus or shortage showing where supplies are insufficient to meet trade requirements as well as where they are too abundant, thus making it possible to properly dis- tribute the various crops of grain, pre- venting famine conditions with result- ant prohibitive prices in the section of under production, and eliminating waste and bankrupt prices where there has been an overproduction. In other words, the Chicago Board of Trade distributes information obtained from every section of the world, to every ‘other section, making it possible to equalize the price of wheat: for wheat is a world-wide commodity, and the price is based on the World’s produc- tion rather than on the production in any one section. Of course, efficient and economical methods of transpor- ‘tation are a tremendous factor in the equalization of price. Nevertheless, the grain exchanges provide information about sources of supply and sources of demand, thereby rendering an in- valuable service to humanity. The grain exchanges have also es- tablished uniformity in grades and weights of grain. This is of the great- est importance, as it enables even a novice to go into the open market for grain of any kind and be assured of ‘obtaining just what he buys by simply asking for official inspection, which is provided at a very nominal fee. Official MICHIGAN TRADESMAN inspection enables the purchaser to recover if goods are not up to grade, or grants the privilege of rejecting the shipment altogether. The U. S. Government is working hand-in-hand with the various boards of trade and grain exchanges by pro- viding official inspectors of grain, beans, etc. These men have to pass an examination to determine their ability to accurately gradg grain, and their decisions are fair and impartial, being based wholly on the published schedules of grades. The Grand Rap- ids Association of Commerce has a grain and bean inspection department, the head of which is an official Fed- eral inspector. This assures this mar- ket of Federal protection in purchase of grain and beans, and practically eliminates the dishonest dealer from this section, as all purchasers of grain in this market and immediate vicinity can for a small fee have questionable grades tested; as a consequence the dishonest grain merchant is mighty careful about shipping any off-grade grain into this market; he will, instead ship it to some market where there is no Federal inspector. The grain ex- changes by establishing various stand- ards of grades and by co-operating with Federal inspectors have made possible and easy a fair and unpreju- diced settlement of disputes arising every now and then from the hundreds of thousands of transactions in grain throughout the country. They are rendering a splendid service. The grain exchanges also keep a record and publish it, of the various grades of grain sold in their particular market, and at what price, so that various mar- kets soon become known for. certain variety of grain sold in that market. This is of material value to purchasers of grain as it enables them to procure just what is desired without delay or expense, and in whatever quantity de- sired. Of course, the distribution of price information is if the greatest impor- tanace to all producers, handlers and consumers of grain and grain products, and the grain exchanges have very clearly demonstrated they are by far the most efficient and most economical mediums ever devised to render this important service. In fact, no less an authority than Herbert Hoover says, “The grain exchanges are the best, the most efficient and most economical mediums yet devised for the marketing of grain.” Did you ever stop to think that every man, woman or child who can read and takes, or has access to, a daily paper may know every day what the price of wheat, corn or oats is deliver- ed at any of the important terminal markets of the world? Do you realize that an American grain merchant lo- cated in China or Japan may learn by cable what the price of any grade of wheat is delivered Chicago, New York, Minneapolis or Winnipeg, or delivered practically any foreign port, within three hours after the market closes in Chicago? Furthermore he may know at the same time about the size of. stocks, crop conditions, and the price tendency. With the further develop- ment of the radio the distribution of price information will be even more complete and efficient. To epitomize the work of the Chi- cago Board of Trade, and similar or- ganizations—first, they are more Ppro- tective than speculative; second, they provide the most efficient grain mar- keting machinery yet devised; third, they have developed methods of jus- tice and equity in grading grain; fourth, they facilitate speedy and just settlements of disputes by working hand-in-hand with the Federal in- spectors; fifth, they distribute valu- able information pertaining to sources of supply and sources of demand, mak- ing possible a fair distribution and equalized price; sixth, they provide the most efficient machinery possible for the distribution of price information and reports of general market condi- tions. As stated heretofore, an occasional scoundrel makes his way into the Chi- cago Board of Trade, and other simi- lar organizations, and “pulls” transac- tions that are highly unethical and grossly fraudulent. Scoundrels also get into the church, the lodge, yes even the home, but they are in the vast minority, and are continually be- ing weeded out. The good outweigh the bad a thousand fold, and surely we would not condemn or destroy so- ciety because there are some bad and crooked people in it. Neither should we condemn or destroy any other or- ganization because a crook occasion- ally invades it, but rather aid in elim- inating him and correcting defects as they are discovered. “The price of Liberty is Eternal Vigilance;” so is the price of honor, in- tegrity and efficiency, the foundation stones of every substantial lasting in- stitution, whether social, financial, ed- ucational, political or religious. There- fore we must watch, not waste; build, not destroy. Lloyd E. Smith.* | ci Devotion To Cigarettes. Arthur Brisbane says that in the first four months of 1924 the smokers of the United States consumed 2,000,- 000.000 more cigarettes than during the same period of 1923, and got away with 5,000,000,000 in the month of May alone. Of all the lingering habits of the race that are worse than useless, the tobacco habit is the most common. The number of people who use tobacco grows less, but the quantity of tobac- co that is used grows more. This means that the users are more in the grip of the weed. We find less mental resistance than formerly among smok- ers to the proposition that smoking is unnecessary and wasteful, not to say uncleanly and socially in bad taste. Women use tobacco, it is true, and we have no doubt some of them are ladies. But it was not so among the first wo-. men in our own day who smoked. They were distinctly of the demimonde at least in America, and even to-day the habit has not taken on generally among such of womankind as we pre- fer to regard with great respect. The quite bewildering figures of Mr. Bris- bane remind him and all of us of the several ways we can use our time and energy. “If young gentlemen,” he says, “devoted to other tasks the con- centration and careful attention and choosing that they devote to cigarettes, what a world this would be for ac- complishment!” from a business standpoint, the The Importance of the Radio Indy To those who believe that rag still a fad, adopted only by a@ minority of the public who a perimentally inclined, the fol statement by Roger W. Babson, ness statistician, will prove intere It has been my experience tha few people realize just how impogi industry has become. | Just beca industry is comparatively new ig a reason for assuming that it important. The radio industry ig4 but it has grown so rapidly in two or three years that it cor very favorably with many of t portant long established indust On the basis of figures for the 1923 it is probable that the Amer people will spend approximately 000,000 for radio equipment duri present year. A conservative of the business in vacuum tubes is about $50,000,000. At least times as much, or $250,000,000, spent for radio sets and parts. sales of batteries, both dry cel storage batteries, will very amount to over $45,000,000. laneous equipment such as } chargers, loud speakers and special may easily account for $50, more, ‘ It is interesting to see how the industry compares in dollars and with other large industries. Av figures on sporting goods, ei etc., show a value of about $1850 000 annually. Sales of radio ¢qiije ment are running nearly ty large as all kinds of sporting ga The value of radio business 1s ly twice as great as that of the and rug business. For every spent on furniture 33 cents is spe radio. For every dollar spent boots and shoes 25 cents Is spent: radio. For every dollar spent: musical instruments of all kinds; cluding phonographs, pianos, ete, 75 cents is spent, for radio. value of the radio business amouni nearly three-fourths of the Jev business as a whole, including ¢ watches and novelties. The above allustrations are gi emphasize the growing importance radio from a business standpoint. not necessary to mention the tance of radio from an educational} social] standpoint. The wonderful variety of ente ment available to the owner of ceiving set is sufficient to insure. permanency in our present day There is no more chance of it classed as a fad than the telephone automobile. Radio, however, has additional claim to its position in our civilization. [at entertainment it furnishes is only small part of its possibilities. It already being used as an aid to cation. Police departments are Us it with great success. Probably greatest possibilities lie in its ap tion to humanitarian work, and feel sure that many interesting intr dents will develop in this connection 4 ; M. F. Flanagal -@ es ; How It Happened. a An Indian having been picked.W4 ollowing an accident, was asked up? recovering how it had occurred. following is his description: Drive out big car. Buy gas. moonshine. Fill up on both. Step. - 2 rees and fence fly by heap f e big bridge coming down Turn out to let brid * € ass. - Here I am.” Se ~ Forty-first Anniversary MICHIGAN TRADESMAN 119 a ; . ' 9 3 . & .& The Most Beautiful Radio Receiving Set } : & acgdio meceliving et a « CB 1 _ ae | ae

c . ‘oa roy j } 5 ' be Aad g 8) 120 HISTORICAL ST. IGNACE. Why It Was First Settlement in Michigan. While making an excavation for a trench in which to lay a water pipe, on the point, in the Southeastern portion of St. Ignace, about a year ago, the workmen discovered a number of ap- parently very old skeletons, including those of men, women and children. Other skeletons which have been found in that immediate section in an area of several rods seemed to me when I learned of them to indicate that an indian massacre had occurred there. Near the base of each skull, at the rear, is an injury which leads me to think of tomahawks. I confess to you that my first interest in this find was much in the same spirit that I used to enjoy sitting at one side of a chess table for half a day or so, with a good player upon the other side. After a time, however, I became con- vinced that I. was treading upon ground of great historic value. I am reasonably certain this find uncovers the trace of the first attempt to make a permanent settlement in what is now Michigan. I shall not undertake to lead you through the long maze of suggestions and theories which were waded through in the early part of my study, but will introduce you to what seemed to me to be ground to stand upon, step by step. The first really substantial find was a. single word in the account of the first coming of Frs. Marquette and Dabdion to St. Ignace in 1671, as it ap- pears in Regic’s History of the Dio- cese of St. Mary’s and Marquette, when the author there says: “To again ‘establish a mission at that place.” That word again seemed to me to be very suggestive and I went off in search of a possible previous mission at St. Ignace. In 1615 Champlain, then ‘governor of New France, invited the Order of the Recoliection, a Spanish order then getting a foothold in France, to send missionaries to America for an effort for the conversion of the indians. Four priests at once responded and came to Montreal, where they spent three years in a study of the language and customs of the indians and then be- came missionaries to the Hurons. I cannot find the record of the coming of others, but from the volume of work where I find them and the others whom I have found I am led to be- lieve there were more additions to that little group than are credited in the published records, s0 far as I have yet traced. When the French came to America they found-a war of extinction going on between the Hurons and Iroquois. What was its cause or how long it had been going on no one knows. In 1632 the Hurons destroyed a number of trading posts and missions belonging to the Iroquois. Soon after this the Iroquois, having secured about 400 guns from the Dutch, led the Hurons into a decisive battle in which the Iroquois were complete victors. The Hurons sought safety in flight in five bands, one of the largest of which settled in the vicinity of Georgian Bay. Tn Vol. 1, page 588, col. 2, of the MICHIGAN TRADESMAN Handbook of American Indians, I found this significant account: “Find- ing that this place did not secure them from the Iroquois, the majority filed to Michaelmackinac, Michigan, near which place they found fertile lands, good hunting and abundant fishing.” Just when this movement took place I have not been able to de- termine, but from quite a large num- ber of references, I am inclined to be- lieve that it was from three to five years after the dispersion above cited, or from 1635 to 1640. The same ac- count from which the above quotation is made traces the Hurons, after their settlement here was broken up, as- far as LaPointe, where Fr. Marquette found them and from where. he came to St. Ignace in 1671, which is the regularly accredited founding and sup- posed first settlement at St. Ignace. Before passing from this authority I desire to quote their account of the return, from the second column of page 589: “While the Hurons, who had not forgotten the advantageous situation which Michaelmackinac had previously afforded them removed about 1670, to a point opposite the island, where they built a palisaded village, and where Marquette estab- lished the mission of St. Ignace.” Without taking your time to quote other authorifies as to this first set- tlement I have detailed, which ac- counts for the presence of the Huron indians at the site of the find a year age, there comes the pertinent ques- tion as to whether there was anyone with them sufficient to give it the name of a settlement. Before we proceed further in this study I desire to call your attention to the fact that this region has depended almost entirely upon the Jesuit rela- tions for its earliest history. The first Jesuit priests I have been able to trace to this region were here in 1641 and their real work in this section com- menced about 1660. The settlement at what is now St. Ignace was destroy- ed before this latter date. It is, there- fore, no matter of wonder that the Jesuit relations only contain meager reference to it. : Wood's Historic Mackinac, Vol. 1, page 10, after detailing the dispersion of the Hurons and their coming to the Strait of Mackinac, says: “These dis- asters affected the traders as well, for with the indians gone, it was neces- Sary to follow them to their retreats to open up new fields of trade.” In Shae’s edition, Vol. 2, page 105, a report had reached Fr. Christian Le Clerq, a Recollect, that the first settle- ment at the Strait of Mackinac was upon the island. In this reference he is quoted as writing a letter, in which he makes it very plain that this was not the case, but that the place where he and his brothers of the Order of the Recollection had labored, was “on the North side, where the straits be- gan.” I have not been able to secure a copy of this letter as yet and can only give the reference as it has come to me, While it is true that the Recollects were supposed to turn over their mis- sions to the Jesuits soon after the lat- ter order came here, it is known that at some of the far interior points this was not done until] a number of years ~ ‘translated it “inhabitants.” afterward. The Recollects were at work in this section as late as the visit of LaSalle in 1679, when a ser- vice was held in the old mission chapel, the report of which speaks of the scar- let robe of LaSalle, the black robes of the Jesuits and the grey robes of the Recollects. When Cadillac found- ed Detroit he was accompanied from St. Ignace by two Recollect priests and one Jesuit. I have tried very hard to locate the exact dates of this first settlement. While a patched argument from twenty Or more slight references seems to settle it quite definitely to me as about 1635 to 1649, the only dates of people I have been able to find definitely here come from the Bibliotheque Na- tionale of Paris, the French institution corresponding largely with our Smith- sonian Institution. In the course of my enquiries I wrote the War De- partment at Washington, asking cer- tain questions, some of which were answered. They thereupon referred me to this French authority, with the suggestion that this territory was then under French rule. Writing under date of May 22 of this year, a letter from that institution cites authorities for some of the facts I have already given you, as translated for me by Prof. Canfield, of the University of Michigan. This letter also says that the mission at what is now St. Ignace, Michaelmackinac or Mackinaw, was visited in 1641 by two Jesuit priests. They refer to a note in the Jesuit Re- lations in connection with this visit. I have carefully looked up this note and find that one of the priests in question was taken sick at the Soo and went to “the Huron Mission” from there. It has always been supposed that the Huron mission referred to in this note was in Canada, but this em- inent French authority seems to think otherwise. The same French letter says there were inhabitants at Mackinac in 1648. When I first received the letter I had it translated by one of the “French War Brides” who resides in St. Ig- nace and she read it “French inhabit- ants.” Fr. Holland, of St. Ignace, translated it the same way at first reading. After more careful thought, however, he said that “Habitant,” as it appears in the letter, might just mean “inhabitants.” Prof. Canfield I submit in all fairness: The question which I had asked the French authority was whether there was a settlement at that place known to be between the years 1635 and 1649, and they replied that “inhabitants” were known there. There is only one construction to be placed upon their information. I do not be- lieve they would have called an indian village “inhabitants.” A very old history of Michigan which I have had since boyhood, “The Pen- insula State,” by Tuttle, speaks of “the mission at St. Ignace, Michaeliimaci- nac, in two places and the “Huron mission at the straits’ in one place some time before it tells the story of Fr. Marquette, but is not very clear as to dates. I am frank to say, however, that I have found errors in this book and give it only as accumulative, for what it is worth. The question of just who were re- Forty-first Anniversary) i, sponsible for the destruction of thi & settlement, and when, has been Very interesting. When Fr. Dablon cam to St. Ignace, about the time Fr. Mar. quette came, the indians told him oj | how the Iroquois, flushed with ther victories in what is now Canada, came to St. Ignace and destroyed the se. & tlement here. Under date of May 2 last I received a letter from the Smith. sonian Institution, Ethnological De partment, in which they refer me t j the Handbook of American Indian; for accounts of four distinct india, & massacres, two of which occurred on & the point, and the other two in the immediate vicinity of St. Ignace, and give considerable detail of each. Whik - not definitely deciding, and not par. ticularly clear upon massacre, they lean to the idea that #: there was a settlement there, this ticular massacre was done by the Ne trals, an ally of the Iroquois, and off confused with the, Iroquois props who did much of the work of driviz everyone else out of the Lower Pem insula and keeping it inviolate for the great hunting ground. From this at other authorities it seems quite prob able to me that these indians who we unquestionably with the Iroque proper in their extensive raids in ada in 1649 stopped to do this job ¢ their way home. The Canadian were in the spring of 1649 and, if theory be true, the date would be very definitely settled. I do not believe the Iroquois proper were ever in the vicinity of St. Ignace, if at all, uot 1656, and I have some doubts whe it was really Iroquois who are erally credited with being here at time. The skeletons found last year under a little over two feet of groun Relics of the old chapel, burned in ! are under about two feet of earth 7@ While I have followed this matters by persistent letter writing since F became interested, I have not be where I could make a careful res personally, in a good library. M thanks are due especially to Dr. Hist dale. Prof. Canfield and the library #, force at the University of Michigag | for considerable research they hav 5 made for me, but a research clerk, answer a definite question, might easily pass over valuable matter knowingly. I am planning to make a thorough research of at least thret) good reference libraries during coming fall and winter to satisfy my: self in this matter. Born and reared in Southern Michi: gan, I have often wondered why section of the State was settled. long before that section. As I have this particuky % studied this problem I have found d three or four adequate and to me it] teresting answers. eration in this country, from English stock, I had the viewpoint of English settlement which was to provide ho where each could worship God In the eighth gen dictated by his own conscience. The French idea was as far from this prin: 3 : ciple as it would be possible to goa Their settlements and practically the; whole colony for nearly all the time of their occupancy was commercial. Tt J threw out trading posts into the / derness where fur abounded. (Continued on page 124) ead ' Forty-first Anniversary MICHIGAN TRADESMAN ist me. ee. A oe a @ ecole ; 3 a ‘ _ Oe ‘ : a it @ Our Toy and Holiday Goods Exposition—the bi ygest and most important thing of its kind in America—has been in full ‘swing since July Ist. No merchant who sells any Holiday Goods at all can afford not to consult the _ lines of the biggest Holiday people in America. : The merchant who comes to our Exposition sees the cream of 96 lines of Amer- ~ scan-made dolls and 25 lines of wheel goods. He sees the cream numbers chosen from - $0,000 samples of European dolls, 4,800 samples of tree ornaments, 1,000 games. He sees hundreds of new imports seen for the first time on this side of the Atlantic, hundreds of brand new American-made Toys and Christmas things never before pre- sented to the trade, and many exclusive things which can be bought nowhere else in the world. It matters not how big a buyer you are or how strong your competition, Butler Brothers can save you money and make you money on your Holiday Goods. Come to our Exhibition and see the cream numbers of all the lines of the earth, exclusive specials which you can see nowhere else, and hundreds of nationally adver- tised Toys and Holiday things at lowest distributors’ prices. : | Come to America’s biggest and most complete Toy and Holiday Goods Exposi- 7 tion now. Po ee : - Si -, ao o eRe ERR ER a “owe a we. Se ES es eet i Se 8b 1 BUTLER BROTHERS || Randolph and Canal Streets ee CHICAGO Exclusive Wholesalers of General Merchandise a Five Great Distributing Houses: . NEW YORK CHICAGO ST. LOUIS MINNEAPOLIS DALLAS iy? Sample Displays in GRAND RAPIDS On Display from Aug. 15th to Sept. 15th, Sample Display in DETROIT Ready ot! Ready August 15, Lindquist Bldg., 620-622 East Genesee Ave., Corner ‘Weadock August 15, 349 E. Jefferson Ave., Bet. Te Opp. Union Station. 1 block East of Town Clock SAGINAW. Randolph and Brush. FIFTY DOLLAR LOAN. It Resulted in a Million Dollar Estate. This being the forty-first annivers- ary of the Michigan Tradesman, con- gratulations are in order and, because of the Tradesman, I also congratulate myself. Way back somewhere—it seems as though it might have been the first time I was on earth, and yet as yester- day—we had a panic and I was out of a job and borrowed fifty dollars from a boyhood friend to start in business. Looking back now I can see where my friend took an awful chance, for I was greener than grass and had. an idea that going into business was like go- ing up to a pie counter. It is.common- ly said that there is no such thing as luck, yet we must admit that there are’ a lot of accidents, for I can see that I was just kicked along the road called prosperity. In the first place I had the good fortune of being a poor cigar- maker—an inferior workman. Life is so funny. Did you ever notice that when hard times comes knocking at our doors, the poorest workers are laid off first, the boss holding the best me- chanics as long as possible. The poor mechanic gets desperate and by hook ‘or crook tries to get into business for himset®, and then he hires the good ‘mechanic to work for him. * During the struggling days much depends upon the wife. If she is will- ing to get along with her old dress, old furniture and doses with castor oil in- stead of calling in the doctor, that is a great aid to the struggling business man, urday when running a little shop on Broadway near Leonard. I had a few dolars standing out which could not be collected until the following Mon- y, but outside of that I was broke, ‘and the only hope in sight for im- “mediate relief was an order for fifty ‘cigars for Dayton's drug store on ‘Wealthy avenue, near East. I walked four miles to deliver that box of cigars, hoping and praying that Dayton would pay me the dollar twenty-five. Luck was with me, and I walked back four ‘miles to save another nickel. Now, “when I find my head swelling I go to Broadway and Leonard and from there ‘to the spot where Dayton’s drug store ‘was on Wealthy avenue and East and then back to Leonard. «+ From Grand Rapids we moved to ‘Lowell, where we lived about three years. The time spent there is a happy memory. If I had to live my life over ‘again, I would probably choose a small town. It might mean less Money, but people in smaller towns ate apt to be more human,. From — we moved back to Grand Rap- ids. In days gone by, many of us strug- gling young business men took our troubles to Stowe, and in his office rtraded off our burdens for a lighter load. I think it was Elbert Hubbard who said, “If you look trouble straight in the face, it disappears.” Stowe simply took our troubles, turned them inside out, and we left his office un- afraid. Well do I remember my first attempt’for a loan at the bank. I had been doing business with that ‘bank _ for some time and asked for a credit How well I remember one Sat- - MICHIGAN TRADESMAN of five hundred dollars. After due con- sideration, I was informed that three hundred dollars would be my limit. As usual, I went to Stowe and he im- mediately took me to another bank, and there he must have hypnotized the bank officials, for they gave me a loan of one thousand dollars. “One of the big lessons I learned from Stowe was his advice when he said, “Always lay your cards on the table face up to your banker and, if possible, let the bank be the only one you owe-’ While I did not always strictly adhere to that, still I do not think there were many times when our company could not have gone to the _bank and borrowed money to pay its debts. Banks are such funny critters; when you are in need of money, they right people around you, things are apt to run so smoothly that you lose interest and sell out. _After a man achieves a competence, retires from business and looks over the road he has trod, he realizes that the way has not always been a smooth asphalt pavement, but there has been many a bump, and friends in the past have acted as shock absorbers. I do not want to get personal, yet I would like to have Stowe take what I have said as a bouquet picked from the garden called appreciation. For -a good many years, not being burdened with too much money, I attended to my own advertising and had to make every move count. I often slept with a pencil and pad un- der my pillow and would wake up in Gerrit J. Johnson. are apt to balk, but when you are go- ing along on Easy Street, they want to load you up. But then they are no different from the ordinary ‘business man, for he, too, wants to sell his wares where he is pretty sure of re- turns. , ‘Business after all. is a queer thing, for the bigger it grows the easier it seems to run along, and, if it gets big enough somehow or other it goes along as if run by perpetual motion. How often have you seen a little boy sitting on his father’s lap driving an automo- bile? He thinks he is doing the steer- ing, but he does not realize that there is a hand on the wheel. I think that is the big thing in business. Let those around you do the steering, but keep your hand on the wheel and your eye On the bank account and, with the the middle of the night with an idea. I never knew where it came from, but to this day, when I have something on my mind, I wake up early in the morn- ing and, as a rule, the problem solves itself. I am not a ready writer and my friends say that when I get up at such unearthly hours, God is. still asleep and that is the reason I run wild and say the things I do. I never could understand why the average business man is so afraid to express himself on public questions. If someone stopped smoking my cigars because of some public statement I had made, there were generally two to take his place. I do not mean by this that one has to bellow like a bull; one should consider that the other fel- low also has a think. I know that sometimes I have skated along on tasted the same. Forty-first pretty thin ice, yet I have always) i a pretty fair skater. For j during the kaiser’s war some dg friends wanted to eat a live Gemuet for breakfast every morning wd | was a vegetarian. I had been % there” and knew that the c people of Germany are no dif from those of Belgium, Fran land and the United States. Ik that patriotism is not a questi t right and wrong, but simply ¢ om tion of “Where was I born?” ig Germans had been born in the Ugg States and the Americans had t born in.«Germany, both sides have been just as patriotic. The mon people are not supposed why they fight; all they have is just to pay the cost. I troublesome days the German a went to church every night—nightay night, week after week and yearg year. bended knees with their faces upward and, with tears down their wan cheeks, imp to protect their sons. The French, English and American’ ers, also, with their tear-stain asked God just as earnestly tf tect their sons, and if we cout tasted those tears, they would In times of we all talk of walking in the of Jesus, but in times of tro all get out of step. It seems: our great troubles is that we selves too seriously. If we one@ more sense of humor, we could $e real kick out of life. Religiously speaking, one things that always mystified m the way the reformers wanted {a the souls of the help in our _ They never enquired into the Gm tion of our lavatories or asked: help was getting enough in keep body and soul together. thing strange, the well-to-do want to save the souls of the From personal observation, I ¢ is safe to say that the morals factory girl average up pretty # with the morals of girls in be school or convents. I could hundreds of cases of heroism sacrifice made by factory gif! would wring your hearts. Let you of just one case: Carrie camey us a mere slip of a girl. She “ F youngest in the family and her pate were quite old. Her mained : feeble and her father had had @ cident and could no longer work s had brothers and sisters, but the a families of their own and were nt position to help. There was 4 0% gage on their little home, but Gm was industrious and, besides | care of the family, she paid of @ mortgage. Carrie had a beau asd wanted to marry her but, whe % proposed that they live with her # ple, the young man said that he OF intend to marry the whole & i: Carrie loved that man, yet she! him go. She continued working int factory, doing the housework ma ings and evenings. No one ever he Carrie say that she was making? sacrifice, for she always a smile. Three well-groomed came into our office one morni requested the privilege of pray™ Forty-first Anniversary our girls during the noon hour. I told ‘them the story of Carrie, then asked, “Which one of you ladies wants to pray for Carrie?” It seems to me, we should have an understanding of the law that governs economics before we can expect to understand the law of God, as one is a key to the other. Do young people need reforming as badly as they need a chance to live natural lives? Have we not yet to learn that a man may be a better man if he owns one lot on God's footstool than ten acres in the promised land? To-day there are thousands of young people living un- natural lives because of economic bar- riers and, to remove this evil, all we have done so far is to moan and groan. It is the lazy. who get down on their skinny knees to whine and pray, while those filled with the spirit of God are op and doing. May I quote from the Annalist? Sarely no one would call this financial paper radical, yet here is what it says in part about our social problems: “Individually and quite aside from these industrial and commercial as- _pects, unemployment has important social effects which ought not to be allowed to escape notice. Marked declines in buying power bring in their train changes in the suicide and the marriage rate; still births and in- fant deaths; crimes against property; prostitution; and expenditures by poor relief organizations. Nor is this state- ment of the social effects a mere theory spun out of thin air by the cloistered economist and socialogist. These things are facts, which are be- ing coolly demonstrated by the ordin- ary measurements of the facts as they ec When a conservative paper like the Annalist recognizes that our state of morals does not so much depend al-. together upon the individual; because - * -it is the sin of society as a whole, I feel like shouting “Glory Hallelujah!” . Why not mix a little business sense- ‘with our religion by removing all taxes which act as barriers to mankind and instead, take in taxes increasing land values which are created by the com- ‘munity, which now goes into the pockets of the land speculator? Sin- ‘gle tax would remove ail taxes from improvements created by the labor of man and instead, tax vacant lots and vacant lands just the same as lots and lands which are in use. That would thake the holding of idle lots and idle land unprofitable; people would want to get rid of them, instead of holding them. That would stop land specula- hon and give young people the same chance as the birds of the air to build @ nest in any place not in use. This would help solve part of our social problem. Yes, let us mix a little busi- ness sense with our religion and give Ged a chance. Reading Henry George's “Progress and Poverty” is like seeing the little ray of light such as Paul saw on his way to Damascus; it shows the whyfore and wherefore of things; it gives hope for the future, and as long as we have hope, it is fun to be alive. Gerrit J. Johnson. —~e--- « Tf you would not have affliction vist é You twice, listen at once to what it MICHIGAN TRA DESMAN RAs ke oe = nt Yi ree a eos Oe me Sauaideamenmal = ~ ag ‘yee f antl ee ye ke aa Cry Mt. Pleasant Ice Cream La Imperial Cigar Co. ad CIGAR DISTRIBUTORS Fred Buth -----------------~---------------- Menominee, Mich. fn Bo Cleesewerck & Sek ...UW neo ne Kalamazoo, Mich F I Burkhard Bros. ....20500~ 6 een we encoe St. Joseph, Mich. Diamond Lake Bottling Co, ..--.-.------------- Cassopolis, Mich. m. Pals Ce. oc eee Benton Harbor, Mich. Gray-Beach Cigar ieee eee Grand Rapids, Mich. Tia & Solan 2. we ees en Jackson, Mich. Francis Jiroch 8 Muskegon, Mich. Kidd, Dater & Price ........~.—..--..44----- Benton Harbor, Mich. Michigan Cigar Co. ....----------------------- Big Rapids, Mich. Petoskey Cigar Co. ---------------------------- Petoskey, Mich. Ruggles & Rademaker -~..---------------------- Manistee, Mich, Ceo. c. Runyan Tobacco Co. ee Sturgis Mich. | W. Smith Co. ........-. ++ - en em Adrian, Mich. Symons Bros, -..------+----------------------- .--Alma, Mich. . Van Tongeren Caer Oe. 22 Holland, Mich, John T. Walsh oo ocala ae Owosso, Mich. Otto Ziegler & Co. _------- Co ee ae Lansing, Mich. Kyer & Whitker ea Ann Arbor, Mich. BLENDED AND MANUFACTURED BY THE TUNIS JOHNSON CIGAR CO., GRAND RAPIDS, MICH. aes ee £3" a0) ete Pk eck 3 eal “. = & Confectionery Co. _.---~- Mt. Pleasant, Mich. ee eee South Haven, Mich. FAN GE ey cetera eae cet ake eee OY pe Ee Sis of the Times | | Electric Signs | | Progressive merchants and man- ufacturers now realize the value | of Electric Advertising. =. We furnish you with sketches, prices and operating cost for the asking. é ——— | THE POWER CO. Bell M 797 Citizens 4261 Motor Mite dl Trucks A SIZE e e ax> To Fit Your Business SALES SERVICE ECKBERG AUTO COMPANY $10 IONIA AVE, NW. ¢ 124 HISTORICAL ST. IGNACE. (Continued from page 120) Catholic church saw the opportunity and the priests kept company with the traders in practically all territory. Their missionary zeal is to be com- mended in the highest terms. To fair- ly study settlements in this vicinity, this rule must be kept in mind. The first reason which turned set- tlement this way from Montreal was, no doubt, the rapids of the St. Law- rence River. Leaving that stream the Ottawa went into it almost directly from the West, and when it was fol- lowed it was buf a short distance to the upper end of Lake Huron, and over here. Just a glance at any good map of this region will make this reason very plain. The second reason why French traders went up the Ottawa River, in- stead of the St. Lawrence, was the fact that the Iroquois inhabited the region of Northern New York and up to the St. Lawrence, and the Iroquois were determined that the white men should not pass. They made friends with the Dutch and English long be- fore they did with the French. Against invasion of Lower Michigan they and their allies stood as a stone wall. I have called your attention to this becaause my attention has been called to another interesting question from some of my discoveries as I have studied this prior settlement idea. Among others of the interesting places I have studied have been visits with indians who live in the vicinity of St. Ignace. They have told me the story of how Iroquois used to come across the Straits and raid the tribes MICHIGAN TRADESMAN in the vicinity of St. Ignace and pre- cipitate many big fights. Finally, the indians on this side got tired of the whole game and formed an alliance. One day a big band of these raiders came across. When they reached the shore on this side, they said the chief kicked his canoe to pieces and told his followers to do the same, saying they would take enough canoes to go home with when they got ready. Indians in wait watched them doing the job and then, when the raiders started up the shore, rose up from their ambush and commenced the attack. Only a very few escaped and they fled to the cave, a big rock with a cavern in it, about a mile away, and their bones were found there a long time after. There's the story as told to me in substance. According to Smithsonian correspon- dence, the Iroquois or their allies, came across the Straits in 1656 and achieved a great victory on the point, and for that reason the point carried the name of Iroquois point from that time until Frs. Marquette and Dablon named it Point St. Ignace in 1671 when their settlement was started and they raised a rude cross there, which was their rallying point and place of worship until the chapel on East Moran Bay was finished. If the battle of 1662 was of the nature which these indians tell, it seems to fit in with the history I have been able to find, to indicate that the Neutrals were pretty nearly annihilated about that time. I have been able to wonder if this was not the opening wedge which led to the peace with the Iroquois in 1670, because of which the Hurons came back to St. Ignace. It might have been the entering wedge which made it possible a little later to open South- ern Michigan for settlement. A third reason why settlement came this way instead of to Southern Michi- gan was the fact that the beavers were not only more numerous, but their fur was of a better quality than in South- ern Michigan, where these animals grew too fat. It was -really beaver skins in profusion which attracted set- tlements to this section. The beaver should be the Michigan animal, in- stead of the wolverine. In 1670 troubles with the Sioux at LePointe, coupled with the recent peace with the Iroquois proper, led the Huron indians there to leave for their old home at Mackinac. Fr. Mar- quette spent part of the winter at least at the Soo, came down through Les Cheneaux and joined Fr. Dablon, his superior, who camped at the island during the winter. Together they ex- plored the region and selected the site on East Huron Bay for their settle- ment. In the spring of 1671 this set- tlement was started. When Fr. Mar- quette first arrived he “beached his canoe,” as one writer puts it, “at the site of the old town on Iroquois point.” There he set up a cross, as I have al- ready detailed, and there he sum- moned his followers to worship until the chapel was completed. In my dis- cussion of the former settlement I have taken nothing from the laurels which should surround Fr. Marquette and his work here. He was a man of mar- velous power and tremendous devo- tion. The stories of this settlement have been told so many times that I shall take time for only a few items Forty-first Anni which have especially interested a: Within a year or two from the fi it was established Fr. Marque founded a school here. So far yi have been able to trace, this was i first attempt to establish a schog¢ any kind West of the Allegheny mega tains. I was very much surprised a research which was made for me the University of Michigan libraty™ serted that this school had at one tng a faculty of eleven and a student hope of 300 to 500. The story of the leaving from settlement of Fr. Marquette and Salle, on their trip in which they covered the Mississippi River, often been told. Because of eighteenth ame history there is a chapter here is decidedly interesting. I have in my possession for some of th I am about to tell and have seen during the past year. In 1688 Pierrott, who was th mander at St. Ignace, repo fortifications at “the brow of of ground in the rear of the ment.” A careful study of the: there shows a circular embanks most obliterated, which is und ly what remains. The state or government ought to take it protect it. When Cadillac became com a few years after that, he fo idea of developing the empire France here. Going back from# fort to a rise of ground, he constt what must in its time have beea an extensive fort. The- th trenches are still there, but ha allowed to grow up to und - ec aas et reir arrnceal a anne reer rean - Michigan Bankers and Merchants Mutual | Fire Insurance Company 7 FREMONT, MICHIGAN CHARTERED AUGUST 14, 1916 SAFE, SOUND, CONSERVATIVE Unsurpassed record for growth, strength and prompt payment of losses. Correspondence Solicited. WILLIAM N. SENF, Secretary- Treasurer Forty-first Anniversary some of which are now quite trees. It is Hittle. less than sacrelige that this ground is not taken care of and made a State or National park. The field in front of it was cleared and used by the squaws for raising indian corn when the white people first came—a field in Michigan which has been un- der cultivation for over 250 years. About the time Cadillac became commander the priests at St. Ignace put up a fight in the interests of their wards, the indians. Their claim of how the French traders, especially the uniicensed ones, would give the in- dians rum and then rob them of their furs and otherwise debauch them was carried to the mother country and a decree was secured that no rum be allowed in this settlement. This was absolutely the first prohibition I have been able to find in this country. Cad- illac maintained that he could not maintain an army without regularly issuing rum. His report on this ques- tion is interesting in several particu- lars. He says there were sixty-two houses here, over 200 soldiers, and $,000 to 6,000 indians living within a pistol shot—a population of 6,000 or over, the largest in the history of the town. The final outcome of this con- tention over rum was the real founda- tion of the permit to Cadillac to found a new settlement. He visited Mon- treal in 1701, left St. Ignace with about thirty canoes, on the trip for founding of Pontchartrain, afterwards named Detroit. Eighteenth amendment advocates would find much of interest should they study the history of St. Ignace after rum was finally restored here. MICHIGAN TRADESMAN The conditions became so bad that the priests were finally obliged to abandon the field, which they did in 1707, burn- ing their chapel to prevent its desecra- tion. With the priests gone things went from bad to worse uatil their final return. So full is this interesting old town of things of historic interest, that vol- umes might be written. The “gate- way city” was the gateway city way back when Fr. Dablon summed up its advantages for a, mission location in 1670. The fact that 19,824 automobiles were ferried across the strait at this point last year, besides the train and foot traffic, indicates that it is still the gateway. Fr. Dablon said in 1670 that it seemed to be “the home of the fish.” Commercial fishing has been carried on here since civilization. The aver- age daily shipment of fish now amounts to several tons. A. Riley Crittenden. —_—-.-2.-.— Facts Grocers Should Know About Vitamines. To assist in the spreading of the doctrine “Eat More Fresh Fruits and Vegetables,” R. S. French, general manager and secretary of the National League of Commission Merchants of the United States, has prepared a list of items, which he is sending to mem- bers of the league, in order that they might reproduce them in the form of stickers, inserts, etc. They are in part as follows: Vitamins—What they are and what they do. Vitamins are believed to be chemical substances necessary for the best growth, and are indispensable for balanced nutrition. They seem to be required for normal development, in tissue construction and in the main- tenance of bodily welfare. Vitamins are known as Vitamins A, B, C and D. The latter vitamin has only re- cently been discovered and very little is known about it yet. Vitamin A is necessary for growth of youth, and for adults. Its absence in the diet often causes languor, in- efficiency and susceptibility. This vitamin is found in apples, bananas, string beans, raw beets, cabbage, cauli- flower, carrots, raw potatoes, lettuce, fresh peas, tomatoes, cranberries, spin- ach, parsnips, chard and peanuts. _The absence of Vitamin B in the diet may mean loss of weight and im- paired digestion. This vitamin is found in the same commodities as Vitamin A, and also in pears, dried peas, celery, turnips, grapes, raisins, oranges, lem- ons, limes, cooked potatoes, grapefruit, prunes, raw onions, dasheens and orange ‘juice. Vitamin C appears to be necessary to prevent infant scurvy and’ many other maladies. This vitamin is found in raspberries, cooked onions, grapes, raisins, oranges, lemons, limes, cooked potatoes, grapefruit, prunes, raw on- ions, dasheens and orange juice, Mineral matter not only serves the purpose of building worn out tissue, which makes for strong, healthy bod- ies, but also has a decided influence on the proper digestion and assimila- tion of all foods. Our richest supply of mineral matter comes from fresh fruits and vegetables. There is a growing feeling through- 125 out the Nation to-day that what we need is not more medicines or more skillful surgeons but wiser eating. That diet is a safe diet which con- tains a generous proportion of fresh fruits and vegetables. —__2.--2———_ Free Taxi Ride For Oreck’s Cus- tomers. Oreck’s, Inc., Duluth, put over an original advertising stunt when they announced that all patrons on a given day would be sent home in a taxi free of charge. Every customer, no mat- ter how small or how large her pur- chasé, on displaying a sales slip, was taxied home whether she lived in the nearby residence section or on the out- skirts of the city. Since Duluth is twenty miles long with a residence section at either end, this was some accommodation. There were plenty of cabs ead no crowding was permitted, although sev- eral rode together when they lived in the same neighborhood. The store featured the cab company in its ad- vertisement and secured lower rates than the customary fare. Mr. Lyle Oreck, the store manager, expressed himself as much pleased with the results from both the adver- tisirig and sales standpoint. The vol- ume of sales showed a material in- crease on the day of the free taxi ride. — Men who are longest remembered . and whose memories are most highly revered are not those who made the most money, but whose hearts were gentle, whose sympathies were broad, and who best served humanity. _ Stimulate your business and increase sales volume and profits by handling NA eter ee renee eee a NT TT eT Sauce, Onaise Relish, Etc. COOK’S CANNED MEATS PREFET SARDINES BILLY BRAND ORAN GES Book your fall order now for PENICK JICK CORN SYRUP and MOLASSES. Get our prices before placing your order. KENT STC GRAND GRAND RAPI DS General Wareho Wholesale i gi aes Wholesale Grose ing We are still able to furnish you with Berry Crates complete. (COMPANY BATTLE CREEK. Blue Grass Butter and Blue Grass Evaporated Milk, Paramount Salad Dressing, Pickles, Chili SS 126 NAMEKAGON WATERS. How They Responded To a Chicago Contributor. In far Northern Wisconsin, forty miles South of Ashland, on the Chi- cago & Northwestern Railway, Ash- land division, sixty miles from Lake Superior, is Lake Namekagon. It is named for a great Chippewa Chief who had his home on an island in the lake, still called Namekagon Island. The lake is about twelve miles long and is really a chain of lakes connected by broad navigable channels, and ‘has a shore line estimated at 120 miles in length, which includes that of a num- ber of jslands. The lake is the source of a fine river, the Namekagon, which meanders Southwest a long distance to empty in- to the St. Croix, which, in turn, emp- ties into the Mississippi. Castle Garden Resort is at the East- ern end of Lake Namekagon, fourteen miles from Cable, a station of the Chi- cago & Northwestern Railway, and an automobile meets you at the train and takes you to as comfortable, modern and hospitable a “home in the wilder- ness” as can be found anywhere. Its proprietor, Otto Lorenz, has in- John A. Lee. vested a lot of, money, time, thought and work in his place. There are auto- mobiles, electric lights, row boats for transportation, also motorboats, min- ‘nows and frogs for bait, a tennis court, “barn yard golf’ (quoits), a large recreation and dance hall for the use of guests only, fine drives, trails and walks through the primitive woods and scenery, and the finest fishing to be found anywhere. The food is excellent and abundant and the water, from a deep-bore well, is glorious and so much better than our chlorine flavored Chicago water that it was worth the trip to enjoy it, and it comes from the earth icy cold. There is a fine ever flowing spring near. There is a sandy bathing beach and a diving pier. The capacity of the main house is thirty and of the cottages fifty, with screens and running water and bath room convenient. There are no mos- quitoes on the lake, as the wind sweeps them away, but there are some in the deep woods, but screens exclude MICHIGAN TRADESMAN ae them from the house and cottages. A number of families from Chicago who visit the lake every year were there and seemed to think it an ideal place for a vacation. I saw several fine strings of black bass brought in by visiting Chicago anglers. It is also said that the hunting is unsurpassed in the Fall, but, not being a hunter, I am going to talk about the fishing. During my stay of nine days from July 1 to 10, 1924, I counted at various times and places around the lakes twenty-two wild deer, and the driver of the flivver that brought me to Cable on my way home chased a wild buck and could have ‘caught it, I am sure, as there was a wire fence on one side of the road and a swamp on the other, and the deer did not seem to care to negotiate either, but pre- ferred to “run for it” until he came to open woods. The driver put ‘his heel on the gas and blew his horn constantly, and that deep stretched himself like a Derby winner and seemed to be in a hurry to get somewhere. The flivver only touched the high places and was over- hauling the deer when the fence ceas- ed and he turned off into the woods. I sarcastically remarked to the driv- er that I was a fisherman and not an automobile deer chaser, and as he had been fined a few days previously for speeding in the town limits of Cable, I told him I thought the fine was too light and should be duplicated. The roads are excellent, however, and the experience had its compensat- ing thrills and excitement. I saw partridges in the road several times and several porcupines, and it is said that there are plenty of mink, muskrats and some beaver, while sev- eral black bear were killed last winter around the lake, one weighing 450 pounds. The waters are favorite breeding places for all kinds of wild ducks. I saw many broods of young ducks just learning to swim and fly. Now for my fishing experience! I belong to the Izaak Walton League and the Lincoln Park Fly and Bait Casting Club and was looking for black bass. I found the Pike Perch or Wall Eyed Pike fishing so superb, however, that I neglected the bass fishing, but caught a few while casting for the Pike Perch. Namekagon is said to be the finest fishing waters for that fish in the United States. I had several breakfasts of speckled brook ‘trout, which my guide caught in Castle Garden Creek, near the resort, and had served for me, but I ° did not fish for trout, although I was told that Rainbow Trout and Brown Trout of large size could be caught in Namekagon River fly fishing. I had a boat with an Evenrude motor and had Henry Richter for my guide. He has lived on the lake for thirty years and knows every weed bed or grave] bar in it, and is one of the wisest and most competent guides I ever had. I hooked a black bass that Richter said weighed six pounds and played him alf around a beaver house in the edge of the lake. The water was full of logs and he got under one and said farewell. Richter, the guide, does not swear, but the used strong language in vr 1 tw Fm eye Ae eee a ee iene “te en eed OE a ee nee aa ay Pe yer Se hone eee ee en get new business—profitable business. They 2 pay for themselves. The put new life in your | store. Ask us for proof. 4 Dayton Display Fixture Co, 1834 West Third Street DAYTON. OHIO Patented Favoritas C72 FROM SCIENTIFICALLY CURED AND BLENDED TOBACCOS MANUFACTURED BY TUNIS JOHNSON CIGAR CO. GRAND RAPIDS. a ag rr ay failure to land the fish. pike perch while fishing took my frog on the Jog. I could not bring e. the pool being deep. lead him around to open water, and _ doing so, and then him tired out and hy him to the gunwale of the € arid made the mistake of raising 4a little above the water. “paile an effort.to get him in ¢ small Janding net, but the ¢ 2 scared tush for the bot- f tore the hook loose. Richter and I said a few un- ce words to each other, hardly fit for publication. would have been the largest of the season if landed, and eighed twelve to fifteen ed him for telling me the log, and he abused candor, as I jaw and came i wide open, or racoon perch, te, for the young- [the big fish to eat, p very large muska-.. ‘bat but they did not ist followed jt up to t and waved fare- a.good supply. I used Silver Minnow ly stocked every Federal Govern- about 300 large ‘were put in the lake the influence of the jatden resort and Columbia River? t of the restock- salmon will be FE HRA BRIE AEE IAN it METEOR TI I ‘aters are just a or six, South shed, and there ler lakes within to which one'can noted for some. par all of them, but i these kinds of fish ake. and all the other Wisconsin were e great glacial period #5: to have been about ago, somewhat be- ‘of mountains high, ‘bats, muskalunge, and Mr. Lorenz ° MICHIGAN TRADESMAN crushed down from the Arctic regions and scooped out the thousands of lakes found in that section, until climatic conditions changed and the glaciers were driven back to the drear North. Great boulders and rocks rounded by glacial friction and called Indian Heads are plentiful to prove the geological theories. The season in the Namekagon Waters thas been late—about three weeks—and the time for fishing is abaut thirty days late because of cold and heavy rains and the fish were late in spawning. Those who know the waters say that fishing will be good all during August and until the middle of October and that the hunting season begins October 1. I have no interest in the Namekagon Waters or resorts other than that of one who has enjoyed the fine fishing, and the genuine comforts and hospital- ity of Castle Garden resort. John A. Lee. —_.2->——_- Our Lynching Record. The following statistics on lynching for the first six months of the year 1924 have been compiled by the De- partment of Records and Research of Tuskegee Institute: Total number lynched ------------ 5 Offenses charged: Rape -.------------------------- 3 Attempted rape ---.-------------- 1 Killing officer of the law -------- 1 Record by States: .“Plorida --=+--------------+-=---- 2 Georgia .u.---~4is------------<<5 2 South Carolina ------------------ } Comparison of records: First six months of 1924 -------=-5 First six months of 1923 ------- ~15 First six months of 1922 -------- 30 First six months of 1921 -------- 36 It is gratifying to note that the record thus far for the year 1924 is the lowest for the first six months of any of the forty years during which the record has been kept. It is an encouraging sign of progress toward the elimination of this evil, which is condemned by public opinion. It is an indication of the growing sentiment against lawlessness in general, and in my judgment a result of the spread and influence of inter-racia] co-opera- tion. All of the persons lynched were Negroes. R. R. Moton. —_-+o——— Practical Skirts Lead For Fall. Practical styles dominate Fall lines of separate skirts, the chief aim being. “to design garments for actual sports wear. While the wrap-around type - -Jeads, the open skirt of the Spring sea- son has been eliminated from the new showings. Most of the new skirts are at least a yard and a half around, and_ the bottoms are. twelve inches from the ground. Skirts. of this type are closed either with buttons from top to bottom or are stitched together at athe bottom. _ There is a marked ten- dency toward circular skirts, which are fgirly wide at the hem and shaped at the hipline. The fabrics are varied, according to the United Skirt League of America, with rough weaves pre- dominating. nt Fast mail service is all right in a way, but too often one’s checks get back before one can deposit the money to protect them. No Smoker Can Be Satisfied Before He Has Smoked a VAN DEN BERGE CIGAR CO. — Grand Rapids, Mich. The &. J. HAAN CALENDAR 60. 1229 Madison Square GRAND RAPIDS. ‘MICHIGAN: We have a large line of Advertising Novelties and Specialties for Every Occasion. We are in a position to take care of your advertising requirements for Conventions Fairs Banquets Picnics and Home Comings Openings. Phone 31040 or write us and representative will call. We are still carrying a complete line of calendars for 1925 delivery. Order now before lines are broken. EGG GRADING. : (Continued from page 117) (according to the size grading regu- lations( bring just as big a price as does the largest eggs in their respec- tive grade? None, whatever. The above incidents did not really happen, but are merely used as an example to show how unfair and ridic- ulous are those grading regulations by sizing, both as to getting at the cor- rect value or encouraging the farmer to improve the size of their eggs. By using the standard of weight method of handling eggs all these difficulties, differences and injustices tan be over- come and.an accurate price can be placed on eggs according to their ac- tual food value. It would encourage the production of larger and better quality eggs, as the larger and heavier the egg the more the food value and the bigger the price in exact propor- tion to the size of the egg. There is no argument in favor of the sizing regulations and never will be that is not fully contained in the weighing method, as the weighing ‘method covers every point of merit and will make for.a perfect satisfaction and justice to producer, dealer and consumer alike. The producer will “get paid for the exact egg value he sells, the consumer will pay for the - exact egg value he buys, and the mer- chant will waste no time and expense in handling, which, otherwise will have to react in the price of eggs. Candling for quality and weighing for quantity ‘is the best and only correct method of buying and selling eggs, and should be encouraged by all inasmuch as it wilt be a benefit to all concerned. : G. G. Anderson. ——-. >> ——— Trend in Aluminum Wares. In aluminum ware, articles with paneled sides in the Colonial style are Yeading at the moment. All types of cooking utensiles are being made in this fashion. A large portion of them is also made now with “swell bottoms” which afford a greater heating surface. One firm is featuring a new “number” consisting of a small roaster for apart- ment use. It is about half the size of the regulation roaster, and was brought out to meet the needs of a small fam- ily. It is equipped with self-basting and ventilating holes in the top, and wholesales at $6 per dozen. General ‘business in aluminum ware is quiet, with retailers expected to do consider- ably more buying over the next two months. Manufacturers say prices may be advanced about 5 per cent. soon, Owing to three advances so far this year in the price of sheet aluminum. cee, Know the “Success” Family. The father of success is work. The mother of success is ambition. The oldest son is common sense. Some of the other boys are perse- verance, honesty, thoroughness, fore- sight, enthusiasm and co-operation. The oldest daughter is character. Some of her sisters are cheerfulness, loyalty, courtesy, care, economy, sin- cerity arid harmony. The baby is op- portunity. Get well acquainted with the “old man” and you will be able to get along pretty well with all the rest of the family. MICHIGAN TRADESMAN N this Fifty-fifth Anni- versary of Sapolio we wish to extend to our friends of the grocery trade our sincere appreciation of their past co- operation. The relations we have enjoyed with the trade have made busi- ness a pleasure and we hope the coming years will continue to add to these friendships. ENOCH MORGAN'S SONS CO. ESTAGLIGHED 1800 439 West Sracer, New Yoru er ere eee oa aur DISTRIBUTORS RNIN STIFF g A 7 Sign- ~ “Fo My la