AG 22 cang i); EIR CSS NOME Sp DELO SINE SENS te ee WE SS 7 a: CLI cae eo ea Pa ee Sy e ZX o 0 , __ Drastic Solution of the Race Problem. Detroit, Aug. 19—I have read your editorials on the negro situation Irom time to time with great interest and satisfaction. J am at present prepar- ing a paper on “The Relation of [m- migration to the Growth of Negro Population in the United States,” and 1 feel that an examination of the sub- ject will indicate that with the reduc- tion of immigration we will see a great increase in our negro population, In the first place, the crude figures that tend to indicate that the whites are showing a much greater propor- tionate increase than the blacks have never taken into consideration the in- crease of white population through immigration and through the greater fertility of immigration women for the first and sometimes second generation. Such a consideration would show that the native whites were not increasing to an extent greater than the negro. Secondly, there is much ground to believe that much of the work that was done by the Southern European would have been done by the negro, with its corollary that the further economic Op- portunity given to the negro would have meant a proportionate increase, perhaps greater than the native white race. Limits of space and the know- ledge of the old saw that there are three kinds of liars—plain liars, damn liars and people who offer statistics— make me refrain from quoting figures from a recent commerce report that would tend to indicate that in many fields the decrease of foreigners or children of foreigners in various 1n- dustries has been made up by the in- creased activity of negroes in those in- dustries. Thirdly, that the negro and the for- eigner have been unrecognized po- tential economic competitors may be indicated from the fact that in a very great number of instances there has been an inverse ratio between the negro and foreign populations of lo- calities. That there is some relation- ship between the number of foreigners and negroes is possibly further indicat- ed by a report on the ‘Predicted Growth of the Population of New York,” by Drs. Pearl and Reed of Johns Hopkins University, which in- dicates that from 1860 to 2000 the per- centage of foreign-born whites (with- out the present immigration restric- tion) -will decrease from 45 to 26.93, while the negro population will in- crease in that perio. from 1,434 to 5.083. We seem to be fac’ , a period of ex- clusion of Southe:n Europeans, and a greatly decreased immigration. It seems that the negro will be called on, for economic reasons, to do many tasks formerly performed by .hose ini- migrants. I think that it is a univers- ally accepted fact that the population will grow as opportunity for its sus- tenance grows. The relationship of blacks and whites in any po; ulation will be governed by the economic use by the industries of members o1 cach race. The blacks, I think, will be called on in ever-increasing numbers if the cheaper labor of the lower stand- ard Europeans is removed from the market. Such a tendency is already evident. Two other factors, usually regarded as factors of safety against a more rapid negro increase, should be con- sidered. First, the greater mortality of the negroes, and second, that with increased opportunity will come in- creased standards of living, and a re- sultant decrease in the negro birth rate. Many may have overlooked the fact that a tremendous part of the negro mortality occurs during the first year of the baby’s life. With the in- crease of pre and post-natal care it is inevitable that the negro mortality rate must be greatly decreased. These factors, combined with greater econ- omic opportunity, may Cause a negro population that will demand a settle- ment of the racial problem long be- fore we. are ready for such a settle- ment. An examination of the expected de- creased negro birth rate, caused by in- creased standards of living that must result from increased opportunity, re- veals the fact that to maintain the present relationship by a lower negro birth rate would mean that the negro would have to approach the native American standard of living. Since the negro’s is at present lower than the white man’s, and as we have every reason to believe that the native white American’s standard of living will con- tinue to advance, to catch up with the new standad that will be set the negro’s standard of living will have to advance at a rate more rapid than the white man’s. That I do not imagine is probable in the next century. The removal of the great economic check by the recent immigration legis- lation will, I imagine, cause a growth of negro population that may call for a solution of the race problem not less drastic than that suggested at Toronto. Jesse Bienefeld. Honesty in salesmanship is just as important as harmony in music, and its absence is just as fatal. Howto Sell Your Goods IN THREE CHAPTERS -- CHAPTER TWO By all means, teach fulness, that is, the x your clerks to cultivate resource- ability to meet an unheard of situation in an entirely successful manner. In the clerks’ leisure time let him think up imaginary situations and exemplary sales problems and work out from time to time solutions of the ordinary difficult situations in which the practical salesman finds himself so frequently. In this way, the spirit of resourcefulness can be cul- tivated. The next important quality of the salesman is his ability to co-operate with the other clerks in the store. No matter how striking his talent may be, his success will depend very largely on his ability to merge his personality into the organization of which he is a part. Third. the salesman must learn that determination, patience and the never-give-up spirit are necessary to him. He must never recognize the customer’s “no” as final, but merely as a postponement of the “yes.” He must never dismiss a customer in anger, but always leave the door open for another interview in case the present one should turn out unfavorably. You will recall that when the allied soldiers returned to Paris, they found there an arch of triumph. Now the salesman has also an arch of triumph, the founda- tion of which is hard work. No man must expect to achieve success which is worthy of the name, without intense application. While there may be some who be- lieve that genius is inspiration, most of us who have been through life’s varied experiences believe it to be perspiration, at least in a large measure. The pedestal of this arch, on the left, we shall call “Character,” which is the only sure and safe foundation for business success. The advertising world has adopted Truth as its slogan, which is another name for char- acter. Character in a building makes it able to stand through many storms and many extremes of tempera- ture, so character in a man or a salesman gives him the quality of permanence—makes him one with the order of the universe so that from year to year he stands secure. permanently build. This is the only basis on which a salesman can xX WoRDEN GROCER COMPANY Grand Rapids Kalamazoo—Lansing—Battle Creek The Prompt Shippers MICHIGAN TRADESMAN August 20, 1924 4 SIEWSortHe BUSINESS WORL A atl nT A 7 CS MEATS ime ee — =a Fi pea = 2 ae SS —— ay oF} Movements of Merchants. Detroit—The Quality Food Shop opened at 3104 Woodward avenue re- cently. Detroit—Adelia B. Clark succeeds A. C. Riggs, confectioner at 4918 Hurl- but avenue. : Detroit—Louis Palley has bought the grocery and delicatessen at 2755 Whitney avenue. Detroit—William Wall succeeds Edward Skipper in the confectionery at 2312 Cass avenue. Detroit—Mrs. Cecelia Siegel’s meat market at 8516 Twelfth street has been sol dto M. Goldstick. Detroit—Rieder’s Sweet Shop re- cently opened at the corner of Mack and Van Dyke avenues. Detroit—The Rosedale Tea & Coffee Co., National and Temple avenues, has discontinued business. Detroit—Marie C. Peters has sold her grocery at 1424 Parkview avenue to John Janssen and wife. Detroit— Lillian Moyer has sold her confectionery stock at 8952 Oakland avenue to Anna Brenner. Detroit—Charles Aderholdt succeeds Frank R. Elkins, grocer, in the store at 6267 Townsend avenue. Detroit—The Jean Pharmacy, 3457 Baker street, is one of the drug stores recently opened in Detroit. Detroit—L. I. Schmidt plans to open a men’s furnishings store at 9304 Mack avenue about Sept. 1. Detroit—Abraham Katz — succeeds Bert T. Hunt, meat market proprietor at 11314 Woodward avenue. Detroit—Alberts’ underselling store, men’s clothing and furnishings, opened at 4441 Dix avenue recently. Detroit — Theodore and _ Barney Kruse have sold their grocery and meat market at 201 Henry street. Detroit—F. Charboneau’s’ confec- tionery, 7748 Epworth boulevard, has been sold to Thomas A. Aikins. Detroit—Joseph Brothers, grocers, have opened another store at 87 Sproat street. Paul Joseph is in charge. Detroit—Arthur B. Whale has taken over the Pacific pharmacy, 5100 Pa- cific avenue, from Warren W. Hale. Detroit—The Detroit Starter Co., Inc., 612 East Jefferson avenue, has changed its name to Greenleaf, Inc. Detroit — The Charlevoix-LeMay grocery and meat market opened at 2677 LeMay avenue a short while ago. Detroit—The Marblestone-Davidson Go., Inc., tailors, opened a retail branch at 1253 Griswold street on the 15th. Detroit—The Chinese Blueing Co., 1024 Lakeview avenue, has increased its capital stock from $10,000 to $25,- 000. Detroit—August Lottner has sold his confectionery and grocery stock at 4610 Van Dyke avenue to Alonzo E. Bender. Detroit—Fred Deary is the proprie- tor of the new La Rose meat market, which opened at 7844 Forest avenue, East, recently. Detroit—Reid’s Dry Goods, former- ly located at Lillibridge street, re- moved to 11118 Kercheval avenue a short time ago. Detroit—The Detroit Radio Cor- poration opened a radio store at 6510 Woodward avenue on the 20th. S. Gandy is the owner. Detroit—The J. A. MacIvor Lum- ber Co., 10515 Grand River avenue, has increased its capital stock from $180,000 to $380,000. Pontiac—Fire in the Frank E. Wor- den bakery, South Saginaw and Os- mun streets, resulted in a damage of $15,000 to the property. Detroit—The grocery at 3040 Mc- Clellan avenue has recently passed from the ownership of Albert Markey to that of Leo A. Demers. Detroit—Harry Suffrin, clothier, has purchased Johns Clothes shop, 28 Michigan avenue, and will conduct it under the style Kennedy’s. Muskegon—The Muskegon Storage Battery Corporation, 271 West West- ern avenue, has increased its capital stock from $6,000 to $25,000. Detroit—The Schieber & Jensen Manufacturing Co., 5449 Twelfth street, has changed its name to the Schieber Manufacturing Co. Detroit—Chester D. MHarlein has purchased the interest of one of the three partners in the Arcadia confec- tionery, 3523 Woodward avenue. Detroit—Charles E. Fairweather, furniture, 11,101 East Jefferson avenue, has filed a petition in bankruptcy, with liabilities of $5,721 and assets of $1,454. Detroit—A spectacular fire did con- siderable damage to the stock of the National Wallpaper Co., wholesalers at East Jefferson and Randolph streets, Aug. 14. Bad Axe—The Bad Axe Cash Store has been incorporated with an author- ized capital stock of $20,000, $2,200 of which has been subscribed and paid in in cash. Highland Pork—William S. Hart, furniture dealer at 13828 Woodward avenue, has filed a petition in bank- ruptcy, listing liabilities of $3,940.70, with no assets. Flint—William Seig, pharmacist, dropped dead Aug. 14 at the entrance to a drug store in which he was em- ployed. Mr. Seig formerly conducted a drug store in Detroit. Detroit — Ira O..McCloud has bought out his partner, Harry E. Mitchell, and will conduct the confec- tionery of McCloud & Mitchell, 8432 Linwood avenue, himself. Detroit—The Chinaware Company of America, wholesalers of dishes, 540 West Jefferson avenue, filed a petition in bankruptcy recently, listing liabili- ties of $6,483, with no assets. Detroit—The Forest-Van Dyke con- fectionery opened at 7852 Forest avenue, East a short time ago, under the same management as the confec- tionery at 2647 Gratiot avenue. Detroit—The three Sfire Brothers have taken over the grocery stock at 5963 Woodward avenue from Philip Shapiro. They formerly ran this busi- ness, and sold it to Shapiro several months ago. Detroit—Henry The Tailor, 432 Woodward avenue, has been incorpor- ated to manufacture and sell wearing apparel, with an authorized capital stock of $5,000, all of which has been subscribed and $2,000 paid in in cash. Detroit—Mrs. H. McHugh, who conducts the Children’s fashion shop, 3449 Woodward avenue, expects to discontinue business soon to head the children’s wear department of the Newcomb, Endicott & Co. department store. Detroit—The Dennis Concrete Prod- ucts Co, has been incorporated with an authorized capital stock of $60,000 and 600 shares no par value, of which amount $7,700 and 168 shares has been subscribed, $5,868 paid in in cash and $2,000 in property. Grand Rapids—The’ Couple Gear Electric Truck Co., 1450 Buchanan street, has merged its business into a stock company under the same style with an authorized capital stock of $5,000, all of which has been subscrib- ed and paid in in property. Detroit—The Detroit-Amalgan Fuel Co., 407 Murphy building, has been incorporated to deal in fuel and fuel products at wholesale and retail with an authorized capital stock of $25,000, $12,000 of which has been subscribed and $3,000 paid in in cash. Merrill—The Merrill Mills, Inc., has been incorporated to conduct a gen- eral milling and elevator business and to deal in poultry feed, dairy products, etc., with an authorized capital stock of $12,000, all of which has been sub- scribed and paid in in cash. Hudson—The General Foods, Inc., of Detroit, has begun operating its new pickle salting station in Hudson, just South of the Cincinnati Northern sta- tion. The company is operating for the first time this vear plants in Ad- dison, Onsted and Ridgeway. Detroit—Joseph Abraham, grocer at 4401 Dix avenue, has changed the firm name to J. Abraham & Co. Mr. Abraham has recently acquired the store next door to his present place of business and is now remodeling it to give him increased floor space. Detroit—The Detroit Druggists Service Co., 6101 Michigan avenue, has been incorporated to deal in druggists specialties, sundries, etc., with an au- thorized capital stock of $10,000, of which amount $6,350 has been sub- scribed and $4,000 paid in in cash. Detroit—Jerry’s, Inc., 1452 Broad- way, has been ineorporated to deal in auto accessories, radio supplies, equip- ment, etc, at wholesale and retail, with an authorized capital stock of $25,000, all of which has been subscribed and paid in, $2,000 in cash and $23,,000 in property. Grand Rapids—Joe’s Place, 115 Ot- tawa avenue, N. W., has been incor- porated to deal in automotive, elec- trical, radio, equipment, supplies, auto tires, etc., with an authorized capital stock of $10,000, of which amount $5,- 000 has been subscribed and paid in, $2,512.77 in cash and $2,487.23 in prop- erty. Flint—The Rontsen Supply Co., with business offices in the Doyle building, has been incorporated to deal in forest products, concrete products, building materials, etc., at wholesale and retail, with an authorized capital stock of $50,000, all of which has been sub- scribed, $4,377.75 paid in in cash and $30,000 in property. Muskegon—Henry B. Smith, who was engaged in the grocery business at Muskegon for fifty years, has sold his stock at 146 Ottawa street to James Jespersen and retired from busi- ness. Mr. Smith suffered a stroke two weeks ago and is awaiting the end at a local hospital, as no hope is entertained of his recovery. He is 75 years old. He has been a worthy citizen and an exemplary merchant. He has taken the Tradesman contin- uously for more than forty years. Manufacturing Matters. Muskegon Heights—The Alaska Re- frigerator Co. has increased its cap- ital stock from $400,000 to $600,000. Blissfield—The W. G. White Co., Inc., manufacturer of tire and seat covers, -has increased its capital stock from $15,000 to $50,000. Detroit—The Rocktile Manufactur- ing Co., 1619 Dime Bank building, has been incorporated to manufacture and sell tile, stone, concrete and cement products, with an authorized capital stock of $1,000, all of which has been subscribed and paid in in cash. Schoolcraft—Atkins, Incorporated, has been organized to manufacture and sell automotive parts with an author- ized capital stock of $50,000 and 2,009 shares at $1 per share, of which amount $5,000 and 2,000 shares has been sub- scribed and $2,400 paid in in cash. Kalamazoo—The Lettercraft Paper Co., 500-506 Harrison street, has been incorporated with an authorized cap ital stock of $10,000, of which amount $4,000 has been subscribed and $1,000 paid in in cash. The company will deal in paper, envelopes, tablets and general stationery supplies. Holland—The Holland Ladder Co. will launch a branch plant under the name of the Peninsular Ladder Co. at Mayfield, Calif. The local plant which was organized about nine years ago has had a most successful business. The branch plant will be placed in charge of Gerrit J. Geerds. Detroit—The J. T. Boone Manufac- turing Co., radio equipment, devices, etc., has merged its corporation into a stock company under the style of the J. T. Boone Radio Corporation, 3469 Jefferson avenue, East, with an authorized capital stock of $50,000, all of which has been subscribed and paid in, $3,500 in cash and $46,500 in prop- erty, " August 20, 1924 Essential Features of the Grocery Staples. Sugar—The market has advanced 10 points. Granulated is now held at -7.59c. ; Tea—The market has shown some activity during the past week. This has been particularly so with regard to Indias and Ceylons, which are now leading all other varieties in point of activity. The undertone on _ these lines is strong. Other varieties of tea remain about unchanged, with a satis- factory demand. The consumptive de- mand for tea is good. Coffee—The market for coffee has had rather a quiet week, with the sit- uation still somewhat unsettled on account of conditions in Brazil. The tendency of the market appears to be slightly downward. No market de- cline has occurred in Rio and Santos green coffee, sold in a large way, dur- ing the week, but the tendency is un- doubtedly to ease off. Milds have also marked a slight decline for the week. The jobbing market for roasted coffee remains about unchanged. The de- mand for coffee is rather quiet in view of the present condition of the market. Canned Fruits—The California fruit situation is without change. Most canners are out of the market on as- sortments and on the main varieties under the favored grades. They are too busy attending to their canning operations to think of adding new business. Fruit prices have remained so high that there seems little chance ‘of any change in the quotations on the finished product. Pineapple is not showing much excitement but rules steady. There is only a nominal call for gallon apples. Canned Fish—While there is a better feeling in Alaska salmon, the demand is not extensive. There is a steady de- mand for jobbing parcels of reds and pinks and, taken individually, the sales are not impressive but the aggregate is normal. Canners are not selling new packs to any extent as they pre- fer to book s. a. p. pending a deter- mination of the size of the pack and the establishment of prices. As it looks now reds are likely to be uni- versally priced above $2.35 f. o. b. Chinooks are being used in a routine way. Maine sardines are quiet and featureless on the basis of $3.75 f. o. b. for quarter oil keyless. Shrimp is scarce on the spot and little is avail- able at the factory What new pack is quoted is offered “subject to when and if packed.” California has been light all week and distributors who have not covered are, momentarily at least, on the wrong side of the market. Canned Vegetables — Wisconsin fancy peas are reported to be a smaller proportion of the pack than usual, the run going mostly to extra standards and standards. To make sure of quality some buyers are insisting upon passing samples before accepting de- liveries of goods designed for their private labels. While tomato reports from the tri-states vary, the bulk of them are that the crop is late and poor, indicating a light pack even though canning is carried on late in the season. Canners see no low prices and rather than try for business at Tuna fish pack in’ MICHIGAN TRADESMAN concessions, they refuse to confirm. While some new packs are available their volume is much behind that of other years by the middle of August. Corn is firm on standards on the spot as there are light holdings.in second hands, which is true of extra stan- dards. Fancy are almost out. Future corn, like beans and other new packs, is wanted but is not freely quoted. Dried Fruits—Prunes are again the most spectacular item among dried fruits. While they hold their firm position no radical change occurred, as the development is more toward a hardening in spots and futures rather than in free trading in either field. The cheap old crop in the East has been absorbed, and in California and Oregon prunes, both spot and Coast stocks, are held too high to make much of a speculative demand. In fact, jobbers here are not inclined to buy ahead freely in old or in new packs. The strength at the source is due to a number of factors, the chief of which is the reported short crop in California and the Northwest, running to medium sizes. Foreign markets have been reported buying in Cali- fornia and in Oregon, where 50s have been taken. Old carryover is largely owned by the Association and there is little competition to sell. The Asso- ciation has withdrawn new packs of all sizes, and some Oregon interests are off the market, while others are quoting higher prices. In a word, the market is strong at the source, so much so that the local trade hesitates to respond. The spot movement is fair for the season. Raisins are an- other firm item. Sun-Maid controls the carryover, and as time goes on independents drop out of the market, as they have nothing to offer. The market is stable and there is a con- stant turnover of bulk and package lines. New packs are offered by sev- eral independents, while others are not intending to quote until the Sun-Maid does so, probably early next month. Apricots are virtually withdrawn by all interests, or where offered are priced too high to command much at- tention. Many jobbers are waiting until they are in greater need of stock before covering. Peaches are stiff at the source and there is no pressure to sell. Old pack is quiet. Beans and Peas—The business done in dried beans during the week has been very light, but prices have been maintained on a feirlv steady basis. This applies to all varieties of beans. Green and Scotch peas unchanged; small demand. Syrup and Molasses—Molasses is fairly active, speaking of good gro- cery grades, and prices are steady. Sugar syrup is quiet, with a small pro- duction. Prices are therefore steady in spite of the dullness. Compound syrup is showing a better demand and the situation is fairly strong on ac- count of comparatively small stocks. The market is at present a seller’s market, Salt Fish—The mackerel situation is quiet. The demand is from hand to mouth only and will be for some few weeks to come. Prices are unchanged for the week. Cheese—Cheese is firm, with prices somewhat advanced. The trade is quiet at present for these goods. Provisions—Lard, ham, bacon, dried beef, etc., are all very firm at the pres- ent market prices. School Supplies—Most grocers do a thriving business in tablets, pencils, pens and penholders, pencil boxes and other articles which the children need at the opening of school. With that event just around the corner neat and attractive window and counter displays of these goods now will result in many a purchase when the opening day comes. —_++>____ Review of the Produce Market. Apples—Home grown Duchess, $1.50 per bu; Red Astrachans from Benton Harbor command $1.25. Asparagus—$2 per doz. bunches for home grown. Bananas—6@6%c per lb. Beets—New, $1.50 per bu. Blackberries—$3 per crate. Butter—The receipts of butter are about as usual for this season, consid- erable of the goods showing the ef- fects of muggy weather. The markets are about steady at the present prices. Local jobbers hold extra fresh at 56c in 60 lb. tubs; prints 38c. They pay 20c for packing stock. Cabbage—Home grown 75c per bu. California Fruits—Bartlett Pears, $5 per box for either 135 or 150; Malaga Grapes, $2.50 for 4 basket crate; Seed- less grapes, $1.75 per crate; Giant Plums, $2.75 for 4 basket crate; Honey Dew Melons, $2.75 per crate of either 6 or 8. Cantaloupes—Indiana are now sell- ing as follows: Wombes) 23052. $4.00 Standards 245-00 3.75 Pons ee 3.00 ree 1.50 Carrots—Home grown, $1.50 per bu. Cauliflower—Home grown, $2.75 per doz. heads. Celery—Home_ grown is market, bunch. Cucumbers—Hot house command $1.50 for fancy and $1.25 for choice; Southern outdoor grown, $2 per ham- per. Currants—$2.25 per 16 qt. crate for either red or white. Eggs—The receipts have fallen off considerably and the price is tending upward. The consumption is about normal for August. Local dealers pay 30c for strictly fresh. Egg Plant—$2.25 per doz. Garlic—35c per string for Italian. Green Corn—35@H0c per doz. Green Peas—$3 per bu. Green Onions—Home grown are now in market, commanding 25c for Evergreens and 40c for Silverskins. Honey—25ce for comb; 25c_ for strained. Lettuce—In good demand on _ the following basis: California Iceberg, per crate ~---$8.50 Outdoor grown leaf, per bu. ~---$1.50 Lemons—Quotations are now as fol- lows: now in commanding 40@50c _ per SO ane nn een $6..50 $00 hed Balk. = 6.00 360 Red Hall... __.__-_._____ 6.00 Onions—Spanish, $2.25 for 72s and 5 $2.50 for 50s. 100 Ib. sack. Walla Walla, $4 per Oranges—Fancy Sunkist Valencias are now on the following basis: 100 and 126 2.52. $8.00 Oe 7.50 16 7.50 200) 7.50 AG 6.75 OO eon nee eee ONG a Red Ball, 50c lower. Parsley—50c per doz. bunches. Peaches—Elbertas from Missouri Poultry—Wilson & Company now pay as follows for live: Heavy fowls ...._____....._.._.. 20c Beaierd . 18@25c Light fowls 22.0.2... )....0 15¢ Sisgs oo 10c Doehs oo 17¢ and Illinois command $3.25 per bu. 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. for home grown. Tomatoes—Home grown hot house $1.50 per 7 lb. basket; $2 for 10 Ib. basket. Veal—Local dealers pay as follows: Fancy White Meated ....__....._- 15¢ Good I3c (070 fay 2 a 10c Bog 08c Water Melons — 50@75c_ apiece. Shipments are coming in from Indiana and Missouri. Whortleberries—$3.25 per crate. —_++>—___ Watch the Flour Market Carefully Written for the Tradesman. The markets during the past week shown a decided tendency to ease off. This is due, in a large meas- ure, to very free marketing of wheat by farmers; and if the producer con- tinues to sell as freely during the next sixty days as he has during the past thirty, we may see additional moderate declines. have Then, too, Europe is harvesting her wheat, so there will not be so insistent a foreign demand for our grain during the next sixty days as there has been during the past two months. All in all, however, the situation has not changed. The world crop is short of a year ago; consumption on the world’s basis is considerably larger and stocks of both wheat and flour are comparatively small; the trade has been buying in a hand to mouth fash- ion; in fact, our largest domestic buy- ers have only purchased in a hand to mouth fashion to cover their immed- iate requirements. It will pay flour buyers to watch the market very closely, as any material decline from the present basis will af- ford an excellent opportunity to make a profitable investment in flour. Lloyd E. Smith. ———_++ + —__- Detroit—The General Screw Prod- ts Co., 1619 Dime Bank building, has been incorporated with an authorized capital stock of $1,000 common and 1,000 shares no par value, of which amount $1,000 has been subscribed and paid in in cash. 6 IN THE REALM OF RASCALITY. Cheats and Swindles Which Merchants Should Avod. A man who gives his name as Win;- low( claiming to reside in Chicago, has been making Grand Rapids his headquarters for some weeks’ while working the retail trade for the T-A-D. Co. He solicits advance payments of $5, $10, $15 or $20, according to the credulity of the merchant, “until he gets his expense check.” Mr. Winslow and his employer (or confederate) are good people to steer clear of. Investigation as to the standing of the United States Commercial Co., of Chicago, discloses the fact that it has no rating whatever in the reference books of the mercantile agencies; yet it is sending out traveling representatives demandng partial advance payment in cash on orders for enameled ware seconds. The remainder is embodied in a draft, which goes forward with bill of lading attached. This arrange- ment forces the merchant to pay for his goods before he can determine what has been shipped to him. C. B. Bush, who recently rented office space at 250 Pearl street, Grand Rapids, has not yet returned to claim the large amount of mail which has accumulated during his prolonged ab- sence. He has all the appearances of a fraud of the first water and mer- chants and clerks who seek an affilia- tion with him evidently do so at their peril. Lansing, Aug. 18—On May 31 my wife sent $65 for a home knitting ma- chine from the Steber Machine Co., of Utica, N. Y. Upon delivery of the machine it was unable to be used and I sent it back to them. They sent check for $32.50 and said they would put it in storage for us because they were unable to sell it at present. I wrote and asked them to refund as much money as they can, and they only sent half of it back. Must we really lose half of the money, as my wife is sick and needs all the money she can get? Can you please do all you can in your powe in this case? C. W. S. The Steber Machine Co. flatly re- fuses to refund the balance of the money paid for the machine, explain- ing that it is contrary to the policy of the company to take back machines after they have been sold and refund the purchase price. The work at home knitting machine propositions are all in the same _ class — easy-money schemes. They sell the machines to needy women and take their money on the representations that the pur- chasers will be able to earn money with the machines. When the deserv- ing women discover the delusion their money is gone. Reputable newspapers and magazines now refuse all this knitting machine advertising. The publications which accept it, after all the publicity these schemes have re- ceived, virtually admit that the ad- vertisers money is of more concern to their publishers than the interests of their readers. The Rochester, N. Y., Democrat and Chronicle contains the following refer- ence to the status of the swindling Home Profits Hosiery Co., Inc.: Only a handful of the nearly 7,000 MICHIGAN TRADESMAN creditors of the Home Profits Hosiery Co., Inc., Rochester, N. Y., were pres- ent at the first meeting of creditors yesterday morning in Bankruptcy Court before Referee Nelson P. San- ford. H Irving Gordon was appointed trustee under a $10,000 bond. Liabili- ties totalling $611,507.63 were listed in the schedules filed with the referee, and the assets total $177,338.54. The buyers of machines, referred to in the schedules as “workers,” paid $3 a week for 10 weeks for machines, when they were delivered with the understanding that the balance of the purchase price would be paid at the rate of $5 a month. Machines were sold to crip- ples, in many instances to widows who expected to make a living by knitting socks, and letters from creditors tell of instances where widows sold their dining room furniture to get the first payment money for a machine, and similar stories. Liabilities listed in- clude the following items: Wages to workers for knitting, $10,500.54; the amount of replacement yarn due work- ers for socks made, at $2.50 per pound, $21,069.05; amounts due workers of adjustments, as express, shortage of yarn, etc., $829.61; refunds due on ma- chine sale deposits through inability to learn to operate machines, $5,334.29; amount due workers on machine parts, $164.27; amount due to those who have paid less than $30 for machines and demand a refund, $449; machine or- ders on hand unfilled with $30 cash on hand for each, $29,498.35; deposits of $3 or more on a machine, $7,131.01, etc. We are not interested in the general creditors, newspapers, etc., which help- ed to defraud the public on this ‘work at home scheme,” but the report of the widows, cripples, etc., who have been robbed of their meager savings is pitiable in the extreme. The home knitting machine scheme has had its day. The Tradesman denounced it from the start, and more recently other publications are on record of having refused to accept the advertising and help promote the delusion. Frantic efforts will no doubt be made by the two or three concerns selling knitting machines on the same work-at-home plan as employed by the Home Profits Hosiery Co., but the public has had sufficient warning to steer clear of the alluring bait. Decatur, Aug. Ls had a very un- fortunate deal last winter and spring with a mail order seed house. It was the Chicago Wholesale Seed Co. They wanted me to represent them in my territory and take orders for grass seed. In the deal I gave them my order for clover seed amounting to $45 and about $35 worth of this seed wasn’t fit to sow. I had it retested and one lot was condemned for sale in this State. I wrote them about it and they have not made me any reply about the seed. They owe me $9 com- mission and say they ‘haven’t the money to pay up all their debts and want to give a note for two years at 7 per cent. interest. They sent a note to be filled out and I wrote them but have received no answer. I received a letter from the post office inspector at Chicago asking if I had had any dealing with this company and if I had to send the papers to him. This J did and have not heard from him. cB. The officers of the Chicago Whole- sale Seed Co. were indicted on May 29 for using the mails to defraud farmers and agents. The principal of- ficer is Edwin L. Rosenberg, who formerly operated the World Seed Co., of Milwaukee, the St. Louis Seed Co., of St. Louis, Mo., the Lawrence Seed Co., of Kansas City, Mo., and other seed companies at Milwaukee, Wis. August 20, 1924 Keep your Automobile | Insured TRAFIC ACCIDENTS ON THE INCREASE F YOU are the driver or owner of a motor car or truck, can you really feel SAFE and SECURE without auto- mobile insurance? Suppose tomorrow you should be held liable in dam- ages to the extent of $5,000.00, would you be able to make an immediate payment without embarrassment? If not With our State Attorneys and why not let our company carry your risks? wide organization of Adjusters, Agents, Officials we are able to assume your risks and give you efficient service. Our company is now finishing the tenth season and we have built up large assets with one yearly payment. Total assets December 31, 1921 ------- $137,392.51 Total assets December 31, 1922 --_---- 225,449.45 Total assets December 31, 1923 __--_--- 407,683.55 Tctal assets August 1, 1924 __--------- 561,543 25 Claims paid since organization --_---- $1,930,195.25 Claims paid the first six months of 192} 222,021.73 The above assets have been accumulated with one an- nual payment per year. The rate charged has been suf- ficient to pay the claims for each year and to add something to the surplus. The company has never made a special assessment and has, therefore been non-assessable by ex- perience. The yearly charge being sufficient to meet the claims each year and to increase the assets, placing the company on a firm financial basis. With a selected membership of over 54,000 policy holders the company is prepared to meet every claim promptly. ‘Insure today tomorrow may be too late.” CALL ON THE LOCAL AGENT OR WRITE THE CITIZENS’ MUTUAL AUTOMOBILE INSURANCE CO. HOWELL, MICH. FOR RENT NEW STORE ROOM DE LUXE IN $100,000 MASONIC TEMPLE AT ANGOLA, IND. Wonderful Store in prosperous town, 42 miles from Ft. Wayne, Department Store on same site, most prominent in town, for over 25 years. 5565 square feet, modern in every respect, extensive show windows, wonderful island case, Terrazo entrance. 65 x 80 basement, mezannine floor 12 x 65. Angola has a. population of about 3000. Excellent schools, modern improvements, Seat of Tri-State College, with hundreds of students from all over the world, Center cf the “Playground of the Middle West,” Steuben County, with its more than ninety lakes: On transcontinental high- way east and west, Custer trail north and south. Banks have deposits of $1,615,000. Rich farming country. No extensive industries. Never had a boom, can not have a set back, but constantly a busier place and will continue to prosper as millions will ultimately be invested in perma- nent improvements at our unsurpassed lake resorts, just now coming into their own. Call, Wire or Write. Waldo Sheffer, L. N. Klink, A. C. Wood, Trustees. Angola, Indiana. o sal pare ecmremenen a 5 . 4 (eR cad ELS ACTA ; August 20, 1924 MICHIGAN TRADESMAN 7 He has been in this business for a number of years, and the banks at Milwaukee suffered a tremendous loss several years ago because of his manipulations. For years he has been defrauding farmers and agents through his seed companies, the post office officials declare. The Illinois Adjusting and Finance Corporation of Chicago has been re- ferred to several times in these col- umns in connection with a fraud that was being perpetrated by Albert G. Illich of New York. This man Illich advertised that for $2 he would place applicants in touch with a strong, re- liable firm that wanted representatives. When he got the $2 he would send the name of the applicant to the Illinois Adjusting and Finance Corporation and give the name of that corporation to the applicant. The Illinois concern was, at the same time, advertising ex- tensively for representatives. So the scheme simply was that Illich collect- ed $2 for sending a person the name of an advertiser that he could have found in any number of publications. In other words, men were paying $2 for the privilege of answering an ad- vertisement. It is believed that Wig- gins was receiving a portion of the $2 that Illich was collecting. Follow- ing are the latest developments in the case: . About July 23, 1924, the Illinois Ad- justing and Finance Corporation went into the hands of a receiver and it was found that, although the company had a large and profitable business, there were practically no assets at the close, Wiggins having dissipated all the funds. Wiggins is a fugitive from justice. It also develops that Wiggins bears a long criminal record. He was con- fined for two terms in the John Worthy School for Boys, once in the penitentiary at Pontiac, Illinois, and once in the penitentiary at Joliet, Illinois. At both Pontiac and Joliet he was paroled and violated his parole. The crimes for which he was sentenced were embezzlement and attempted confidence games, — ++ >—___ Criticism of the Post Office. Detroit, Aug. 19—It is a matter of devout thankfulness that at last so prominent and influential a man as Dr. Eliot has lifted up his voice against the primitive and decadent methods of the United States Post Office Depart- ment. Once, under John Wanamaker, we had a prompt and efficient service. But under Mr. Burleson’s pennywise— rather penurious—administration the service was badly wrecked and has been “rapidly growing no better” ever since. In most business matters of late years the Government has shown a sinful extravagance; why should it display stinginess in a department which is of more vital interest to the business prosperity of the country than | any other? It is perfectly safe to say that the United States Postal Service is the worst of any civilized nation. Let us hope that influential newspapers will continue the movement which Dr. Eliot has so powerfully inaugurated, until we have a modern and really ef- ficient mail service. There is room for reform in the local, or at least rural post offices, as well as in the general service; why must a citizen who has carrier ser- vice be unable, when a holiday or suc- cession of holidays occurs, to get his mail by going to the post office for it? If a National or State holiday falls on a Saturday or Monday, such a one is unable to get his mail for three suc- cessive days. And this in modern, progressive America! In this connection there is one point upon which he does not touch, but to which I think attention should be di- rected. I refer to the custom always followed until a few years ago of stamping an impression on the face of first-class mail by the office originat- ing the movement, giving the date and hour of dispatch, and a similar stamp- ed impression on the back giving date and hour of receipt at the post office making delivery to addressee. This was valuable in more ways than one, furnishing, as it did, irrefutable evi- dence, goed in law, of the time of dis- patch and receipt and so fixing the responsibility in the event of a claim for loss on account of delayed delivery by the delivering office because the evidence was so clear if delay did occur. The reason for the change in pro- cedure was never clear to me. The time saved by the omission of the final impression could scarcely have justified the change. The only other apparent reason is the uncharitable one that the Post Office Department deliberately planned to escape respon- sibility for delays by omitting the fur- nishing of such plain evidence. This inference seems inescapable, but be that as it may, it is difficult to see any valid reason against a reversion to the old custom. I do not think I exaggerate when | say that most business men would welcome such a change. Herbert W. Gwyn. — > 2 >—__—_ Traveling Men to Have Big Outing. Lansing, Aug. 19—Commercial trav- elers of Michigan are planning to do a bit of traveling this month purely for pleasure, and on this particular day the business men of the State will remain uninterrupted by calls from the persistent but very necessary fellows of the road. The date in question will be Sat- urday, Aug. 23, when the first annual consolidated picnic will be held by the United Commercial Travelers at Island lake, near Brighton. The four councils which will join in this jol- lification are Auto City Council, No. 305, of Lansing; Cadillac Council, No. 143, of Detroit; Flint Council, No. 29; and Jackson Council, No. 57. Upon arrival at the lake the dele- gations are to register and receive the official badge. A price will be given to the council] having the largest per- centage in attendance. A big picnic dinner will be served at 1:30 p. m., with the ladies’ auxiliaries in charge. Among the pieces-de-resistance will be free watermelon, lemonade, ice cream, pop, “etc.,”’ which may repre- sent a lot of things. The Lansing council will superintend this leading feature of the day. There will be amusements and nov- elties for the children. Sports will be indulged in during the afternoon un- der the direction of C. C. Starkweath- er, of Detroit, who is regarded as one of the best amusement directors in the State. There will be a baseball game between Jackson U. C. T. and a picked team from the other councils, Jackson council will bring along the Boy Scout band of that city and will also furnish music for the dancing in the evening. Lansing is going after the attendance prize. ——_+ + > Find out what it was drove away that patron who used to come regular- ly, but never comes now. Unless you investigate, the same thing may drive away more customers. —_~+-+—____ Even if the world were not growing better, it always pays to think it is, for optimism is the most profitable of all investments. Not just another cereal but a special health food Recarpinc Grape-Nuts, there is one import- ant fact to keep in mind: Grape-Nuts is not just a breakfast cereal, but an individual and special food. The new advertising is telling your customers about the great health-building qualities of Grape-Nuts. It explains the striking difference between food and nourishment. It will sell more Grape-Nuts because it is every day build- ing new customers. POSTUM CEREAL COMPANY, Inc. BATTLE CREEK, MICH. HOLLAND RUSK Made of whole milk, wheat flour and fresh eggs. Baked and toasted to golden crispness. The moisture-proof wrapper keeps them always fresh and delicious. Holland Rusk Company, Inc. HOLLAND MICHIGAN A Eve: a Delicious cookie-cakes and crisp a HEKMAN’S appetizing crackers— There is a Crackers and Sib f stestten 4 ie-Cakes |. ekman food-confection for every meal and for every taste.. Aman Biscuit (0 Grand Rapids.Mich. | 8 GRADING WOOL AND COTTON. Efforts are being made to establish international standard wool grades in order to facilitate dealings in the ar- ticle and to give more definiteness to contracts made for it. The Agricul- tural Department has prepared a num- ber of grades and has submitted them for approval to the British Wool Fed- eration at Bradford, England. After such approval the grades will be for- warded to other European countries for similar action. Once a _ general understanding is come to, it is going to be easier for buyers to know exact- ly what they are getting. Establish- ing standards of the kind is not so easy as it might at first appear, as there are Many varieties even of such a material as wool. At the British Empire Exhibition now in progress at Wembley, for example, nearly 1,000 of such varieties are shown. When it comes to the adoption of international standards, some difficulties are, at times, encountered. This has been shown in the case of the cotton stand- ards adopted here and sent abroad for approval. A short time ago the Liver- pool Cotton Association, which with others had concurred in the standards, gave notice that it would abandon them at the end of the present cotton year. For this it gave some reasons, one being that a change had been made in them after their adoption. This seems to have been a misapprehension. But another objection appeared to be that the final say in any change would be by the United States Department of Agriculture. Back of the whole matter was a disinclination by the Liverpool body to surrender its former supremacy in such gradings. The Manchester Exchange, on the other hand, favors the American standards, which are likely to prevail. It is hard- ly possible that the Liverpool As- sociation will be able to go counter to every other exchange, especially on a question of uniformity. In_ the end everybody benefits by having a single yardstick. COTTON PROSPECTS. When a few scattering showers in Texas prove sufficient to send up the price of cotton $6 a bale, as happened during the past week, a very good in- dication is afforded of the “jumpy” condition of the speculative contingent. From all accounts, the boll weevil is a somewhat negligible factor this year, and the size of the crop will be whol- ly determined by weather conditions. What the approximate yield will be can hardly be more than guessed at for six weeks to come. Estimates are now from 12,450,000 to 13,314,000 bales, and they may go even higher on later reports of more favorable conditions. Then, too, they may go lower. This makes the matter a good gamble for operators on the exchang- es, but it is not conducive to any large forward buying on the part of spin- ners. The latter are not in the mar- ket except when they must get raw material for immediate needs, which are not large and are not likely to be until the yield of cotton is apparent. Consumption by the domestic mills continues light. In July the mills used only 346,671 bales of lint, which was 4,400 bales fewer than in June, 106,000 bales fewer than in the preceding July MICHIGAN TRADESMAN and the lowest of any month since December, 1920. The active spindles in July were 5,500,000 fewer than in July, 1923. Business in gray goods is quite slow, although prices are. still firm. Finished cottons are moving in smal] quantities. At the beginning of last week a cut of from 2 to 2% cents was made in denims. More activity is shown in knit goods for Fall. Two of the Middle Western underwear mills opened Spring lines on the basis of last Spring’s prices. Other mills are not expected to have their openings until next month. Some bathing suit lines were opened on Friday at from 5 to 10 per cent. below ruling prices. CANNED FOODS MARKET. There is too much indifference on the part of both buyer and seller to make an excited canned food market. Packers can see no reason for booking business when they expect a higher market later on and little or no sur- plus after filling what firm contracts they have already accepted. They ex- pect to dominate the market and to have enough competition for their un- sold offerings to allow them to liqui- date without any aggressive selling campaign in which the element of competition among canners is_ pro- nounced. This is not the opinion of a few packers regarding isolated staples, but the idea of the rank and file and on nearly all commodities. Seldom have canners been so united in their views and they are tying the hands of their brokers so that the best the latter can do is to put up firm bids which are frequently turned down. Jobbers are not deaf to future offerings, but they want them on a better basis than that now quoted and when they do not accept the canners’ terms they go back with counter propositions. There is considerable negotiation going on but not so much business. In_ spot stocks the market is quiet as dealers are covering urgent wants and con- fine themselves largely to small blocks. THE WOOL MARKET. A firmer tone seems to prevail in the wool markets here and abroad. This is chiefly manifested with re- gard to merinos. Much more stress is laid on the réduction of available stocks and the demand for wool] in the Far East. But not so much em- phasis is put on the lessened need re- sulting from the lighter weight of fabrics. The stocks of wool in this country and afloat to it on June 30 totaled 410,381,206 pounds, grease equivalent. This does not include stocks held by twenty-three dealers and twenty-five manufacturers nor a lot which the growers still hold. The chances are that a full year’s supply is available. It is said that Americans will be large purchasers at the coming auction sales of colonial wools in London. Some further slacking up is reported on the part of certain domes- tic mills, although the leader in the women’s wear lines is running at capacity. At the psychiatrist convention, re- cently in session at Chicago, Dr. Ber- nard Glueck presented an interesting point of view. The killing of murder- ers by electrocution he regarded as fatuous and wasteful. He argues that it would be better to keep all murder- ers “alive, study them and learn more about human nature.” To subject even murderers to endless examinations might be valuable and profitable to psychiatrists, psychologists, psycho- analysts and alienists, but the sugges- tion raises the question whether it would not in the course of a year or two come under the constitutional pro- hibition of cruel and inhuman punish- ment, both for the murderers and the general run of readers, who would have to read the reports if they wished to keep up with the day’s news. Men who murder for the fun of the thing are, no doubt, highly interesting to scientists, but society has no other protection from them but a_ short, sharp punishment of some sort. To make sensational murderers a constant source of public interest is quite likely to result in encouraging sensational crimes. The British are engaged in an ener- getic campaign to goad the dominions into contributing something substan- tial to their own defense. They are not particular upon what grounds ‘the dominioners open their pocketbooks, just so they open them and relieve the mother country somewhat of the bur- den of imperial defense. They appeal to pride and to self-interest. They even go so far as to evoke resentment against the London government. Aus- tralians [have been told they must build a war vessel or two, “because England does not care enough about Australia to protect it.’ The other day the commander of the Halifax fortress, after listening to the Rotary Club singing patriotic songs suitable to a defense meeting, remarked: “Can- adians sing ‘O Canada, we stand on guard for thee’ with great gusto. But we stand on guard at the lowest cost Per capita of any country except Bo- livia.” This is the sort of thing cal- culated to make the worthy Canucks see red. it serves to loosen their purse strings. Dancing masters in convention at New York City last week, reaffirmed their intention of making dances more deliberate and dignified, thereby seek- ing to restore the grace and beauty known to ballroom maneuvers ere the “zoological invasion.” Cycles of taste in these matters revolve to bring back rhythms that have been discarded, and all that the teachers of the dance can do is to encourage reform set in mo- tion by the dancers themselves. As- suredly the theorists are right in their - contention that the high speed of many terpsichorean efforts nowadays brings these gyrations closer to athletics than to aesthetics. “Psychological” tests will be applied in the fall to candidates for admission to 100 American colleges. One of them will be directed to ascertaining the would-be freshman’s “ingenuity in using the English language.” That will come in handy when he writes a letter home begging father to pay his garage and taxi charges and his flower bills. It will also be useful in per- suading the dean to allow him to re- main for another terms. To-day’s freshman needs to be much more in- genious than his collegiate ancestors, for they wore out all the old excuses and he cannot use them any more. The British will not mind if © August 20, 1924 WASTING OUR OIL SUPPLIES. Much noise has been heard about the bribes accepted by some function- aries from the petroleum well owners, but it is to be regretted that no one has mentioned the tragedy which awaits the great American Nation in the future when the reserves of oil are exhausted. The colossal working of oil for speculative purposes leads to the attitude that in some fifty years the whole country will be left without oil, which cannot be replaced by any prod- uct in technics. Oil as a fuel may be replaced by coal, coal-gas and by using the powers of rivers, warmth of the sun and so forth, but it cannot be replaced at all as a lubricating material. The high temperature of ignition, which will in a little time be artificially increased to a higher degree, is the most valuable quality of lubricating materials. No organic greases can replace the oil. By depriving the country of the most indispensable materials the manu- facturers commit the greatest crime against the Nation. They dig under- neath the roots on which are lying the power and well-being of our Nation. Getting the oil must be strictly limited. Exportation of the oil and its products must be prohibited by law. The ques- tion of keeping the oil deposits must be placed on a level with other funda- mental laws of the country, America, from exporting, must go to importing oil. OUR LACK OF DISCIPLINE. In the Old World, both East and West, discipline pervades the entire society of a nation. It starts with the ruler’s court, which sets a standard in manners, dress, etc., for the nation to live up to. It may mean sometimes personal discomfort. A uniform is not always pleasant to wear, but it gives the wearer a pride in himself and his appearance. To a lawyer in hot weather a wig is not always comfort- able, but it tends toward discipline and respect for his office. Down to the lowest grade of society there is a feel- ing of respect for law and order. When the foreigner comes to America he is very apt to mistake so- called liberty for license. There is no actual difference in the liberty of the individual in America to-day to that in other countries; in some ways there .is even less personal liberty in this country—and less discipline. The immigrant is not affected by this difference, but his children un- doubtedly are. They are taught that they are free and untrammeled by old traditions, they behave as they like, with no one to correct them; it is no one’s business and no one has the time; and so, encouraged by defects in our system of criminal justice, they quick- ly drift to crime, often as a means to “getting rich quickly.” But the funda mental trouble is lack of respect for authority and, in matters both large and small, a lack of discipline. EEE A great part of all mischief in the world arises from the fact that men do not sufficiently understand their own aims. They undertake to build a tower and spend no more labor on the foundation than would be necessary to build a hut. See te et RE ETE ITI SRE IE IH TED PAS OS ES ac a p August 20, 1924 THE NEED FOR CHEAP POWER. Great Strides Made Since the Kaiser’s War. As an engineer recently arrived in this country from England, it has fallen to me to examine many power projects during the past four years in different parts of the world, including the North American continent. The use of electric power in modern in- dustry has arrived at a stage where its cheap and bountiful supply is a paramount necessity to all countries which live by industrial production, and “the most important national problem in England” is almost equally a problem for all such countries, in- cluding the United States. The keen examination and develop- ment of its own power resources, whether of coal or water power, which the war forced upon neutral and bel- ligerent alike, has cither already brought about, or is on the way to bring, some considerable changes in old trade channels and markets. It should be understood that be- tween the first consideration of a proj- ect and its utimate development sev- eral years may easily elapse, although this formative period has been in many cases considerably, although not al- ways economicalty, shortened by war's insistent demands. Moreover, post- war conditions have forced the sub- ject upon the attention of many coun- tries hitherto content to import their coal or even their power. High primary cost of coal, of water and land transport, awakened national feelings, rearrangement of frontiers have all played their part, both within and without the countries concerned, in urging on local power development. Of European countries, Germany has lost some of her mining areas, but through development work is al- ready back to her pre-war production MICHIGAN TRADESMAN of black coal and to double her pre- war record in lignite, or brown coal. Despite war damages France and Bel- gium are both ahead of their daily pre- war output, and France has in addi- tion deveoped her water-power to about five times what it was in 1913. Poland is rapidly developing her coal resources—the third best in Eu- rope; Czechoslovakia is nearly up to the pre-war record of the whole Aus- trian Empire; Austria, Italy and Swit- zerland have either completed, or have uuder construction or consideration, sufficient water-power schemes to ren- der themselves practically independent of coal imports for steam-power pur- poses in the near future; Norway and Sweden have even overreached their requirements for the time being with the large schemes undertaken during the war. Even little Holland has suc- cessfully developed her coal fields and actually shipped two cargoes to Eng- land this year at competitive prices. In India, Ceylon, Japan, the Dutch East Indies, Australia and New Zea- land I have seen quite recently some of the active examinations and develop- ment of power resources which are being pushed along both by govern- ment and private enterprise. No country which during the period 1914-1920 had brought home to_ it what dependence upon imported coal entailed, when no longer available or else ony to be had in uncertain quan- tities and dubious qualities, and all at excessive prices, is willing to leave it- self open to a similar experience if it can be avoided. Furthermore, the ex- pansion in local industries which all countries engaged in manufacturing munitions underwent during the war has left most of them with increased plant and a_ potential production which must look to external markets for absorption. Generally speaking, the time was ripe for such a world conference on power as has just been held at the Wembley Exhibition. The conference was attended by a large number of America’s most eminent engineers. The advantages to be gained by concentrating the production of elec- tric power into a few and as large plants as is financially and technically advisable have long been known to engineers, and so have some of the disadvantages. As far back as 1917, at the height of the war, the subject had so far progressed and had become of such national importance that the governments of Englands and_ the United States had both appointed com- missions to investigate and report, and this lead has been followed by many of the countries referred to above. The term “super-stations” has taken hold of the public mind, and it is to be feared that some of the possibilities popularly attributed to them should be labeled “super-stition.” The press is not innocent of blame for some public misconceptions, as, for instance, that water-power is nec- essarily cheap power, or that “super- stations” should be placed at the mine’s mouth if they are going to burn coal. There is spectacular and self-evident power going to waste in unharnessed waterfalls or the coastal tides, but the crux of the matter is what it will cost in capital works to make that power available regularly for man’s use. Upon that cost depends very largely the ultimate cost of a unit of electricity to the consumer. Costly production cannot spell cheap con- sumption. Cases are constantly coming before engineers where coal can produce cheaper power than water, although the steam station is literally within sight or sound of the waterfall, or at all events within the range of eco- nomical transmission. 9 On the other hand, a large steam- j power station cannot be placed at the ; mine’s mouth, or anywhere else, unless there is also avaiable a proportionately large supply of water for condensing ! purposes. What this means in popu- lar language is that for every pound of water turned into steam in the ! boilers several gallons of water are re- quired for cooling purposes from some external source such as a river or bay. Now, Providence has not seen to it that large sources of coal and cool- ing water are to be found together in many instances, and for the pur- poses of a “super-station,” or indeed most steam-power stations, one must be brought to the other. It would astonish the average man to learn the quantities of water required in a large modern steam plant. Suffice to say that the equivalent of the flow of a quite respectable river pours through a 100,000-kilowatt plant, and that the presence of a sufficient water supply } is the determining factor in the plac- ing of the station. The public interest in the question of power, from whatever source, and the wide and increasing distribution of electric utility stocks makes it im- portant that the subject should be cleared of some of the more important misconceptions which are prevalent, and in this none can help more than the press. T. A. Ress, Lieutenant Colonel, A. M. I. E. E. ——_—__+- > Organization. The chief owner of one of the coun try’s biggest and most successful busi- ness organizations, was once asked what he would do if their president died, and his reply was a classic. “Hire a new office boy and go ahead.” This, we think, is what is known a3 organization. G OVER BIG! UNDREDS of live firms have already availed them- Delicious Zion Cocoanut Taffy Bars About 26 to the Ib. Boxes average 26 Ibs, Made at the Home of W. C. B. O. ane — NT selves of this wonderful Cocoa- nut Taffy Special. Quick, easy sales and a fine mar- gin of profit can be realized by featuring Zion Cocoanut ‘Tatty Bars. All we ask is a chance to preve it. If your wholesale grocer can- not supply you write us. Zion Institutions @ Industries @ 7 ZION, ILLINOIS MICHIGAN TRADESMAN August 20, 1924 10 — TCE Ae ~ - 7 oe Loe RY aaa YF ES Ig . LY LOR C * Koa Ze So Make the Present Force a Better One. securing lower selling costs. Rather The following facts may generally apply to many stores. Recently a store employing twenty salespeople made an analysis of selling costs in total and by individuals. This analysis showed the following differences in the individuals: Of the twenty salespeople, the low- est sales were $1,100 for the month, while the highest was $2,400. Draw- ing accounts ranged from $85 to $125 per month, and a bonus of 5 per cent. was paid to all after their quota was reached. This quota was based on 7 per cent. to sale, which must be recognized as a fair average. But the lowest per cent. was 5.5 per cent. and the highest was 13 per cent., and the average 7.5 per cent. The above, therefore, will be seen to be below the general average of the stores reporting to the Harvard bureau. But in the net figures given above, there were other elements en- tering into the profit and loss to both the store and the salespeople as in- dividuals. The 7.5 per cent. quoted was direct to the salesforce for actual selling. In addition there were man- ager, an assistant buyer, a clerical, a head of stock, a repair and button fast- ening girl, a stock boy, a wrapper and a colored maid for all round cleaning and labelling, etc.. or a total of eight people unproductive of sales with a salesforce of twenty people. So the total as charged legitimately to sell- ing, after a deduction charged to buy- ing and management was over 11 per cent., a figure nearly if not quite equal to the Harvard figures. An analysis of individual efficiency in selling showed that the lowest cred- its or returns for an individual was $65 for the month and the highest was 237. Quite a difference there. But it happened that some of the highest returns were against those having lower than average sales, which were $1,600 for the month. St And here we reach the nub of the problem of high selling cost. There are too many round pegs in square They are either not properly trained, or they are not natural salespeople, or they lack per- sonality, do not know the stock, or they lose too much time in lost mo- tion and lack aggressiveness. holes selling shoes. An excess of returns per individual is a sure indication of ineffiency. If a salesperson with a minimum draw- ing account runs to a high per cent of cost then it is a sure indication of unfitness for the work. And it is a kindness rather than otherwise to ease such a man into another vocation. Lowering of drawing accounts, therefore, is not the final answer to it means increasing the standard of the results per individual. First, rais- ing the average pair per day sold by one pair, then two pairs, or faster work, more aggressive selling and closing of sales, and brain work in selling the right shoe and thus cutting down the returns. In the store quoted above the returns run over 10 per cent. to sales, so the work of two salesmen out of twenty went for nothing every day. The things that a merchant or man- ager can do to increase selling effic- iency and lower costs without hiring “cheaper” help, which would probably not be a saving in the end, are many. First, a quota should be assigned each individual based on the per cent. the merchant is willing to pay as a maximum, as against drawing account. Thus, if the merchant decides he will pay 7 per cent. for selling and regu- late drawing account, and pays a sales- man $100 a month, the salesman’s quota would be $1,423 in sales for the month. Divide this by the business davs in the month to reach the daily quota. And the $125 drawing account salesmen would be given a quota of $1,785 for the month. Then as an inducement to reach and surpass the quota, it is common prac- tice to pay a bonus or commission of 5 per cent. on all sales in excess of the quota. Thus, if the $100 man sells $2,000 for the month, he would re- ceive a bonus or commission of $28.10 for the month in excess of drawing account. Instead of 7 per cent. it has cost the store only 6.2 per cent. for selling, so both store and salesman have made a “profit” for the month. The quota gives® both store and salesman something to “shoot’’ at and exceed. But we still have the prob- lem of the individual to meet. Weekly or twice weekly selling talks and of things that need attention are beneficial, when they are inspirational, and not mere scolding parties. Talks with the individual, coaching, instructing, educational facts about the merchandise, pointing out occassional faulty work, and not forgetting a little praise when praise is due, are a help in lifting the plodders into a_ better stride, Have the salespeople bring their daily sales report to the desk and com- pare with the daily quota, and a word or two from the manager stirs some good timber to a better effort the next day. The trade papers always have some- thing of interest for “the man on the floor,” and the dealer or manager who does not pass on the trade papers to each salesperson jis missing a big bet in increasing interest and promoting knowledge among his It may be styles noted marketable salespeople. that you have, or selling experiences, or technical subjects, or even adver- tising. The worst of the round pegs must be weeded out, of course. But in the long run, making the present force a better one is the real answer to lower selling cost combined with greater earning power, and this is the goal to be accomplished.—Shoe Retailer. ———__+ ++ Increasing the Sale of Shoe Polish. What Coolidge said about war can apply in a sense to the proposition of selling shoe polish in greater volume through the repair shops. War will stop just as soon as the peple will it to stop. More shoe polish will be sold through the repair shops just as soon as the repair shops equip themselves in an attractive manner to sell mer- chandise; which is another way of saying, just as soon as they have the will to sell. It is not hard to point out the things that are the stumbling blocks to sales through the repair shops. It is an- other matter when you attempt to make the shoe repairer see that these are real mistakes on his part. The manufacturer of shoe polish and the repairer of shoes do not, in a sense, talk the same language. No matter what the manufacturer tells the re- pairman, he feels that it is merely for the purpose of loading him up with more shoe polish. And, too, he does not believe in the sincerity of the man- ufacturer that it is altogether in the interest of the repairer, no matter how logical it may sound to him to follow this advice. It is a peculiar thing that the shoe manufacturer has an idea to-day that part of his troubles lies in the fact that the repair man is doing so much that it is cutting down his sale of new shoes; while on the other hand the re- pair man will tell you that people are less and less coming to him with shoes to repair. As a matter of fact there are now more repair shops than there ever were, and the competition is not along intelligent lines, but is keen for good locations at moderate rentals, to pick up trade where it looks most like- ly to be found. Intelligent competition would develop trade. None of these repairmen are really getting rich and the prices they get for the jobs they do are generally moderate. To ask a repair man to shine the shoes of his customers will seem to him an added expense that he cannot undertake, and yet for the sake of getting the return sales, or repair jobs that he wants, this is exactly what he should do. In the mistaken notion that he should not do a single thing that he has not got to do, in order to keep down his expenses, he is adding to his expenses by not building any good will for himself and making it easier all the time for a competitor to step in and locate next door to him, and get part, if not all of his trade. It is hard to get this across to a re- pair man, but it is worth trying, and would bring about the sale of more shoe polish, because it would make people think a little more about the appearance of their shoes, if they were shined. Tell the repair man what he al- ready knows, as the entering wedge of the argument. He would not wrap his shoes, that he has just repaired, in a dirty piece of paper. He knows that the customer expects a clean piece of paper, and would be insulted and prob- ably never come back if the paper was soiled. The repair man would tell you that he puts his shoes in a clean wrap- per because he knows it is good busi- ness to do so. It makes his customer feel better about the whole job. Ask the repair man if he thinks the cus- tomer gives any thought to the wrap- per. He does not, for the simple rea- son that it is nothing unusual. He feels entitled to this. Give the cus- tomer something unusual—like a good shine, for instance—and he does notice it and remembers that shop in his next call. That is building good will, or in other words, getting customers who stick. It is rendering the uncalled-for ser- vice that inspires confidence. This confidence will sell for the repair man shoe polish which he has on hand. It would be a good thing if it could be managed to have the repair man place in each pair of shoes that he hancs out to a customer a printed slip saying that they had been shined carefully for him and that it would pay to use polish on the shoes frequently to make them last longer, and that the repair man would be glad to advise just what polish to use and to sell it to him. It should, of course, be quite evident to repair man that it does not help se’! shoe polish to allow it to stand dust laden in a window. It might be the means of calling forth the reply o: the repair man, should his shortcom- ings as a window dresser be pointed out to him, that it was up to the manu- facturer of shoe polish to provide a New Style High Grade Oxford Men’s Full Grain Black Calf, Trouser Creased Oxford, Bend Outsole, Grain Insole, Wingfoot Heel, leather heel-base, leather counter, Good- year Welt. HEROLD-BERTSCH SHOE CO. Grand Rapids, Mich. cece SOARES ARN ERA at August 20, 1924 glass case to put the polish in so that the dust would not get on his cartons. He would not be able to say, prob- ably, how the dust was to be kept off the glass case. : But window dressing is important. The window is about the only means the repair man has of advertising. It is the best means any store has. Ask him how much candy he himself would buy from a store that was dirty. Candy stores are clean from habit and tradi- tion. Shoe repair places are dirty from the same reason. People have no doubt got used to their being that wey, but they don’t often buy shoe drecs- ings there unless they happen to be in the repair shop for repairs. The conditions surrounding shoe re- pair shops would change over night if a shining example in just one revlly fine appearing shop, doing a good busi- ness in the sale of shoe polishes as well as repair work could be started in each city and town in the country. If it was feasible to concentrate on one shop in each city and get this shop into good running order as a seller of shoe dressings and other suitable mer- chandise, all the other shops would perk up and follow suit. Shoe repair shops are not run by merchandisers, but given a taste of the profits of mer- chandising, they would very quickly develop into big revenue producers for manufacturers. In time the repair man will develop into a merchandiser as well as a re- pairer. He certainly is worth cultivat- ing and educating, and to get him to give that shoeshine with every repair job is the first lesson in his A-B-C’s for the sale of more shoe polish, and more profits and good will for him. L. M. Hannum. —_+><>__—_ Sterling Silver Trade. A prosperous holiday season is an- ticipated by the sterling silver trade, although business has been rather quiet of late. There has been con- siderable improvement in the situation in the past two weeks, and it is felt that an optimistic outlook is justified. Price advances are expected before long, as silver bullion has been going up and the labor situation in the trade is critical. There is a great scarcity of labor, and more difficulties are said to have been encountered this year in getting workers than ever before. Buy- ers have been dilatory in placing their orders, and it is predicted that with the labor shortage it will be impossible to fill late orders, as was the case last year. —_ ++ >—__ In rounding up and reporting aliens with criminal records the Government has taken steps to reduce crime in an effective way. This country long has been a haven of refuge for foreign criminals. Small towns, especially in Southeastern Europe, were said to have found it cheaper to let their criminals run to America than to sup- port them jn jails. Our lax adminis- tration of law made our cities ideal places for their operations. No coun- try in the world has been so careless about this as we have been. But then no country in the world takes months to find out if men who commit murder for the fun of the thing are intellectua] infants. MICHIGAN TRADESMAN 11 “Our McCray Refrigerators Build Bigger Business for Us” HAT it is the experience of grocers everywhere. They tell us so in letters which arrive almost daily. McCray refrigerators help you grocers sell more goods. They enable attractive display. They keep your stocks fresh, wholesome and tempting in appearance. Besides, they save you money by cutting down spoilage—and because they are economical to operate whether you use ice or mechanical refrigeration. Ask any McCray user- -he will back that up. The secret of McCray service is in-built quality that goes through to every hidden detail. The patented McCray construction in- sures circulation of cold, dry air through every compartment. Complete equipment in stock for stores and markets of every size—refrigerators, coolers, display case refrigerators. We'll build to order if you desire. Send the post card now for further information. We'll gladly — suggest specific equipment to meet your particular needs. Pay for the McCray as it pays you. Let us tell you about our term payment plan. McCRAY REFRIGERATOR CO. 2444 LAKE STREET KENDALLVILLE, INDIANA Salesrooms in all Principal Cities 36 E. ELIZABETH STREET DETROIT SALESROOM REFRIGERATORS Sor ali Purposes M£CRAY NO. 411 MECRAY NO, 1036 This. is the interior of the Dunn Mercantile Company store, Wichita, Kansas, showing the various units of McCray equipment which the president, H. J. Dunn, writes gives highly satisfactory service, and is eco- nomical in operation. August 20, 1924 12 MICHIGAN TRADESMAN = =. = = = ae = 2» 2. + . sf eg 7 = a > = (Ee FINANCIAL : | fc & : i és = We have just prepared a 4 = pascal = = — ye = = on tee Vr { c » eat. | TAX LEAFLET LO oy Y saccade i ” ° : a3 oe Wi ve LLASN cs of vital, pocket-book interest to every Michigan citizen. Proper Relation of the Druggist and the executive management and the as Dee eaety epovenitinn pt ihete gtr It is the story of the proposed new Mich- There are few druggists indeed, who window. : ; : : : : = do not need to secure special accom- In spite of the fact that loans are igan State Income "Tax as it effects YOU. modation at intervals from his banker. made or refused upon the strength or J i : : When the request is refused there is weakness of one’s business statement, YOU owe it to your State and to your- h always a reason. When it ts granted, vet the human element does enter in. self to become informed so that you can the banker does so because he believes And if our banker is convinced that : ' : that his druggist client is a good moral we are wide-awake, shrewd, progres- vote in your own intelligent self-defense. : and business risk, and will pay the — sive, and earnest in doing our best at money when the obligation matures. all times, he will be more in favor of . ee : ‘ ; a oO IY The banker is in a peculiar position granting concessions, than 1f he knows ASK FOR A FREE ¢ OPY of trust. He is handling other people’s little about us. This is perfectly : an - money, and he is subject to strict bank- natural. of this ‘Tax Leaflet. ing rules and laws with which he Then it is well for us to remember must comply. He is not allowed to that we are so near Our own prescrip- Well gladly mail you one. carry an overdraft on the part of the tion desk, and buying and selling in depositor, and his books at all times front store, that we do not always get must be open to examination, and he a disinterested viewpoint. It is the must be ready to explain his reasons business of the banker to be able to [RAND Rapios [RUST [‘OMPANY for doing thus and so, and to justify size up the business concerns around T j j himself fully to those higher up. him—not only individually, but in re- Consequently, the business man iation to each other. So it is an ad- GRAND RAPIDS, MICHIGAN \ | ’ a should not feel any particular grouch vantageous policy to court the oppor- when he is closely questioned as to tunity to talk to the banker from time his assets and liabilities and the general © time about special problems which eondition of business. and when he is 2% troubling us, or. leases or property ; asked for a statement of his affairs, he purchases which we are contemplating. should be prepared to give it prompt- The banker can often give us valab]e sess IO, ; ly, cheerfully and honestly. It is not honest to suppress part of the facts in order to make the statement appear more. favorable. Nor is it on the square to pad any part on the account in any way. We all feel safer in doing business with a conservative, friendly bank, than with one that is over-generous in its policy. In this ca:e, the financial institution is not likely to be very sound. Few of us like to deal with a bank which is austere and cold in its policy. Our banker knows more about our affairs than anyone outside of our immediate organization, and we like to feel that he respects us and is sympathetic with our policies. It is not so very many years ago when the man going to the bank to borrow money, went as if he was ask- ing a favor. To-day he does not take that attitude. He goes in a straight- forward, and business-like manner, and shows why he is perfectly justified in expecting to be able to hire a given sum for a given time. It is a business transaction pure and simple. The bank is in the market to sell the use of money. The business man has oc- casion to buy the use of money. And so the two come together on satisfac- tory terms. The druggist who is in business will do well to select some bank and to be loyal to it. It is not a good policy to let an employe constantly do all the banking and rarely to be seen in the bank himself. It is much wiser to oc- casionally or even frequently, attend to the banking in person, and to culti- vate the friendship and confidence of points, and he is glad to do it. Then the banker is in touch with many conditions which the business man does not have time or reason for becoming acquainted with, and_ this enables the financial expert to fore- ESTABLISHED 1853 Through our Bond De- partment we offer only such bonds as are suitable for the funds of this bank Buy Safe Bonds from The Old National WLLL dddlldddddddllldilidllddlldlddsddddilssbddddbddddddddsdibsddsss, WILLA Ahhh ddA hhh hddhhhbhdbbddbddar Real Estate Mortgage Loans This company is frepared to make real estate mort- gage loans on residential and other improved property in Grand Rapids and other cities, in large and small amounts, with no limit except as the value of the prop- erty demands. It does not intend to loan more than 50% of the conservative value of the property. Applications for CONSTRUCTION loans especially are invited. Terms will be reasonable, taking into consideration all the circumstances. It has been doing business here 35 years; exrects to be more than that many years in the future; and will endeavor by continued fair terms to earn the good will of all who enter into business relations with it. a. THE MICHIGAN TRUST COMPANY Organized in 1889 CORNER PEARL AND OTTAWA wy August 20, 1924 mICHIGAN TRADESMAN 13 Cast business conditions with reason- able accuracy. Nowadays the ‘banker is learning that his own prosperity depends upon “Sales and service,” just as much as that of the retail merchant, and he is anxious to create Good Will, and to serve his ‘patrons in every way in his power. The advice is repeatedly given, and with good reason, that it is unwise for the business man to wait until he needs money before establishing his line of credit. At the time he wants money, he may want it quickly, and it will hardship him to have to wait for the usual procedure and the delay attend- ant. It is better to establish a line of credit, borrow a sum of money for a short period, and pay the obligation in advance of due date, several times. This makes it certain that the request for funds will be honored without de- lay. and when occasion arises, the druggist knows how much he can get and how quickly. The druggist should remember that his banker is watching several things in relation to his business. First, he is watching very closely, the kind of advertising the drug store is doing. If it is spasmodic, jerky, unworthy, of too limited amount, or of the plunger type, the local banker knows it, and knows just what kind of advertising portends. The local banker is watching the druggists’ bank balance and the size of the daily deposits, and the number of drafts that are made upon him, and whether the druggist is kiting checks or not. All these things are signifi- cant. Then the banker is watching the at- mosphere and personality of the drug store. He knows that these count just as much as the atmosphere and per- sonality of the bank itself. The bank- er has an eye upon whether the drug- gist is “Coasting on reputation” or is really moving ahead on his own power. And what the banker knows, influ- ences him in determining or recom- mending the advisability of loans to the druggist. There is another side of the ques- tion not often taken into account which will best be illustrated by this story. Not long ago, a well-dressed and prosperous-looking man appeared in a certain town. He drove a good car and stayed at one of the best hotels. He secured an introduction to a local banker, and succeeded in making a good impression. He had a couple of good-sized chacks cashed after giving proper identification, and he put through a transaction for several hundred dollars. One morning he asked to see the banker for a brief conference. This was the gist of his remarks: “Mr. Wilson, I came to your town several weeks ago, and it appealed to me. The people seemed prosperous. The. business section is modern. The majority of the homes are well-to-do and the place is attractive as far as I can see from every standpoint. “T am looking for a drug store loca- tion, and as I was not able to remain at that time, I went away. About a week ago, I returned, and I ‘have been doing some scouting about to deter- mine more accurately the properties for starting an up-to-date drug store in your down-town section. If I de- termine to locate here, I shall use your bank if you care to accept my ac- count. I can give you references which will satisfy you, I am sure. On these grounds, I am asking your ad- vice. “T have an opportunity to lease two different locations. One is about four blocks from here and is large and de- sirable. It is the corner location known as the old Salverson block. I can get this on lease at an annual rental of $150 a month. Or I can get a much smaller store in a location which suits me better, but it will cost me $300 a month. I refer to the property now occupied by the Purity Candy Co. In the Salverson block, I have no compe- tition very near me. In the Purity Candy Co. place, I have a drug store directly opposite. “As a financial leader and a man experienced in local affairs, you have a good idea as to how much this com- netition will mean. Is Smith’s Drug Store a heavyweight enough, with a big enough hold on the community to make it poor policy for me to start so near? Or am I right in thinking that the Smith people are not very strong? I will appreciate and hold in strict con- fidence any suggestion or advice you may give me. If I come in here, [ in- tend to succeed, but naturally [ do not want to start with any more handicaps than I can avoid.” Now, the prosperous stranger had deliberately selected the bank in which the Smith people did their banking business. Before he cultivated the ac- quaintance of the banker, he found out which bank this was, and then governed himself accordingly. He knew for a certainty that the man he was addressing was posted accurately and beyond all gainsaying of doubt, on the finances of the Smith people. The banker desired to be loyal to his depositor. He was also business man enough to want a good account of a new firm. He was satisfied from what had been said, that if the stranger came to town, he would bank in this establishment whichever location he chose. The banker was anxious to do the right and the fair thing. He thought the situation over a few moments, drumming thoughtfully on his desk as he did so. He knew that the Smith people were not prosperous. He knew that if he himself were go- ing into business ‘he would choose the candy company property. So the banker replied guardedly yet frankly: “The Smith people bank with us. They are old clients of ours. They have been in business fifteen years and have not enlarged their business or expanded. Just whether this means that the location opposite them would be extra good or only mediocre would depend entirely upon yourself. “Personally, I should choose the Purity candy store in place of the Salverson block, even at the higher rental and with the competition. I do not believe | am unfair to the Smith people in saying this, for the more we build up a business center here, the more all of the retail stores will profit.” The prosperous stranger took his cue immediately. He was equally tactful. “I believe you are right, Mr. Wil- GRAND RAPIDS, MICHIGAN Fourth National Ban United States Depository Established 1868 Capital $300,000 Surplus $300,000 3% interest paid on Savings Deposits, payable © semi-annually. I interest paid on Certificates of Deposit 3 i, %o if left one year. OFFICERS Wm. H. Anderson, President; Lavant Z. Caukin, Vice-President; J. Clinton Bishop, Cashier; Alva T. Edison, Ass’t Cashier; Harry C. Lundberg, Ass’t Cashier. DIRECTORS Wm. H. Anderson Lavant Z. Caukin Christian Bertsch Sidney F. Stevens David H. Brown Robert D. Graham Marshall M. Uhl Samuel G. Braudy J. Clinton Bishop Samuel D. Young James L. Hamilton Grand Rapids National Bank The convenient bank for out of town people. Located at the very center of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of bank- ing, our institution must be the ultimate choice of out of town bankers and individuals. Combined Capital, Surplus and Undivided Profits over $1,450,000 GRAND RAPIDS NATIONAL BANK GRAND RAPIDS, MICH. Fenton Davis & Bovle BONDS EXCLUSIVELY Grand Rapids National Bank Building Chicago GRAND RAPIDS Detroit First National Bank Bldg. Telephones | 7'/7°%5_ 47"? Congress Building “By their works ye shall know them:” NACHTEGALL MANUFACTURING COMPANY GRAND RAPIDS, MICH. BANK, STORE & OFFICE FIXTURES Gentlemen: Your work changing over old and installing new fixtures in our office having been finished I desire to express our very great satisfaction at the way in which the work has been done. It is first class in every respect and your men have shown themselves to be not only gentlemen in manner, but workmen of high ability. The entire job is fine in every detail. Very Truly, Ww. L. HAMMOND, Vice-President, The First National Bank of wudington, Mich. THE CITY NATIONAL BANK of Lansing, Mich. Our Collection and Bill of Lading Service is satisfactory Capital, Surplus and Undivided Profits over $750,000 “OLDEST BANK IN LANSING” 14 son,” he said, “and if I go into busi- ness here, I hope Mr. Smith and I will be real neighbors, and each one ready to help the other. That will be my attitude.” The competition of the man from out of town came in. He kept his word and is doing business with the bank in question and, moreover, he is succeeding beyond his wildest ex- pectations. Now the banker could easily have steered the mewcomer farther away had he felt justified in doing it, but knowing the Smith’s finances, he reckoned that it was only a matter of time when that store would die a natural death anyway unless its policy changed. And he reasoned that its policy would remain the same unless it was frightened into taking more aggressive steps of some character. This is just what happened. The Smith store woke up to the fact that it must make a more earnest effort for business if it were to remain upon the map, and to-day the Smith store is more prosperous than it ever has been before. It was heroic medicine for the banker to give, and probably in many cases the results would not have been as good. If you do not want your banker to favor a newcomer in your locality, see to it that your business is handled in a strong enough way to impress the banker with your ability to handle the trade in your field. The druggist who is far-sighted will have a watchful eye upon his profits. There are two kinds of profits. The first are immediate or close-at-hand profits. The other kind are slower profits which are insured for to-mor- row and all future time, by a sound and wise business policy to-day. The banker has small respect for any retail man who is ready to kill the goose to- day that would lay the golden eggs to-morrow. He sees the end and the early end of such a concern. A great many businesses are short- sighted in considering only immediate profits, and not planning for future growth and patronage. The druggist who is simply handing over what peo- ple want and taking their money in exchange, is looking at the immediate profits. The one who is disinterested to the extent of working for the wel- fare of the community where he lives, who is taking part in the public health program, and who is establishing con- fidence and good will, is the one the banker will put his money on every time. Then, if a druggist is scattering his energies in ill-advised ways, he jeopardizes the dignity of his business. And the man of finance knows that the chances are, many of the “foreign” departments are not paying, when all the concealed overhead is brought to light. “No,” said a banker recently, “we cannot get behind that man becausae he has so many irons in the fire that he cannot keep track of them himself. His business is too big a risk for us.” There are some druggistts who be- come more or less hidebound, partly because of the long hours and the lack of opportunity for wide business con- tacts. The result is that they get into a rut and follow a routine policy, year in and year out. MICHIGAN TRADESMAN Any business which succeeds must be ready to change its policy whenever circumstances demand. To go on do- ing what is unprofitable, or merely to mark time, or to carry one department at the expense of another, is to lessen the business just that much. The banker may not take the time or trouble to analyze closely the de- partments of the drug store, but his experience with business as a whole tells him when something is wrong as well as when everything is going all right. So the druggist should not hesitate to ask for suggestions and advice, and if need be, to put the cards on the table. The very fact of doing so will help to clarify the situation and will comm(‘t the druggist to follow a sound- er business policy in the future. When we drive a car, we keep an eye on the motor meter, on the oil gauge and the gas tank. We also listen for knocks and other sounds which tell us when things are right or wrong. The various gauges and sounds are the governor, as it were, which indicates safety or danger. We do not feel be- littled to be guided by the advice given. The banker is in the position of a safety governor for the business man. Let’s make us of his help whenever we can, to the end of larger prosperity for ourselves. In that case, the bank- er as well as yourself, will profit. Russell Wilmot. —_+ 22> A Trifle That Triumphed. A certain company manufacturing musical instruments had for some time been sending out a neatly prepared and, to all accounts, well written let- ter. Yet the returns were nothing to brag about. Naturally, the company was anxious to find out just where the trouble lay. Feeling that no im- provement could be made in the let- ter itself, they decided to “improve the wrapper.” With each letter there was enclosed an order blank, plus a self-addressed envelope. Directly un- derneath the flap, just below the glue, were printed the following three sen- tences: “This stamped envelope is enclosed for your convenience in answering. Please let us have a prompt reply. If you were the seller and our positions were reversed, we'd certainly do the same for you.” The results were truly amazing. The use of this little addition to the en- velope was begun the latter part of May. During June the increased re- turns amounted to 31 per cent.; in July to 26 per cent. The increased business during those two months was respectively 11 per cent. and 13 per cent. H. T. Monson. —_—_2 +> Some day, perhaps, our learned leg- islators will come to the conclusion that it will be best to limit the number of divorces one person is entitled to. To permit stage beauties to change their husbands as they change their stage contracts has a tendency to bring our divorce laws into contempt and to make the martial relation a jest. Nor does it enhance respect for the law to have our courts dragged in as part of a publicity stunt for a show. Throwing a few of these trivial divorce cases out of court would go a long way toward curbing the activities of press agents. CAREER ELLER LER LLL LL IGLESIAS ELE August 20, 1924 AUTOMATIC 42067 A.E.KUSTERER &CO. INVESTMENT BANKERS & BROKERS GOVERNMENT RAILROAD 205-217 Michigan Trust Building MUNICIPAL CORPORATION BONDS BELL, MAIN 2435 | PUBLIC UTILITY | s&s & GRAND RAPIDS Howe, Snow & Bertles (INCORPORATED) Investment Securities GRAND RAPIDS Chicago New York Detroit Merchants Life Insurance Company WILLIAM A. WATTS President Offices: 3rd floor Michigan Trust Bldg.—Grand Rapids, Mich. GREEN & MORRISON—Michigan State Agents ) RANSOM E. OLDS Chairman of Board LOCAL AND UNLISTED Bonds and Stocks Holders of these classes of securities will find in our Trading Department an active market for their sale or purchase. PRIVATE wis” | CORRIGAN COMPANY ne . I cca Bankers and Brokers itiz F ichi 4480 oes eee SAFETY SAVING SERVICE CLASS MUTUAL INSURANCE AGENCY “The Agency of Personal Service’’ A. T. MONSON, FREMONT, MICHIGAN C. N. BRISTOL, REPRESENTING Retail Hardware Mutual Hardware Dealers Mutual Minnesota Implement Mutual National Implement Mutual Hardware Mutual Casualty Co. We classify our risks and pay dividends according to the Loss Ratio of each class written: Hardware and Implement Stores, 40% to 50%; Garages, Furniture and Drug Stores 40%; General Stores and other Mercantile Risks 30%. WRITE FOR FURTHER PARTICULARS. H. G. BUNDY. Central Manufacturers’ Mutual Ohio Underwriters Mutual Ohio Hardware Mutual The Finnish Mutual EA EEE TE nN August 20, 1924 Fire Prevention Week. Fire Prevention Week this year has been scheduled for the period of Oc- tober 5 to ll. In order that as early a start as possible may be made in preparation for the annual observance, the Na- tional Board of Fire Underwriters has ready for immediate distribution a quantity of its so-called Red Shield stickers—the official emblem of the occasion. These proved so popular lost vear. being used on letterheads, packages and the like, long in advance of the start of the week, that an edi- tion of more than a half million was entirely exhausted. It is expected that the demand for them will be still heavier this year, so that, to insure prompt delivery, an early order is ad- vised. Stickers are to be had at 25 cents a thousand, postage prepaid, put up in convenient, perforated rolls of 500 and 1,000. Last year, it may be remembered, celluloid-faced buttons, with pin, also carrying the Red Shield, were offered; and a number of thousands were or- dered by agents and others, at the cost price of 90 cents a hundred. This year it is hoped that a button, pin or other lapel device can be produced and sold at a figure considerably lower. However, as the ultimate cost depends upon the quantity to be manufactured, the suggestion is made that those who anticipate using this attractive means of keeping the week in the minds of school children, especially, place their orders at their earliest convenience. No money need be sent until after the buttons are delivered. As in previous years, there will be snecial display posters prepared by the National Board. These will be supplied in reasonable quantities, gratis, on request. And, along with other material, the August issue of Safeguarding America Against Fire will contain, as usual, full plans and suggestions for the widest possible ob- servance, to the end that the approach- ing Fire Prevention Week may be the most resultful thus far. ——_+++___ Mutuals Write Majority Rhode Island Business. Mutual companies wrote over 50 per cent. of Rhode Island’s fire insurance business last year, according to a pre- liminary report of the insurance de- partment of that State. The mutuals wrote over $1,000,000,- 090 of the $1,800,000,000 fire insurance written, twenty-one Rhode Island mu- tuals and forty-seven mutuals of other states handling this great volume of business. The stock insurance companies se- curing the minimum. amount of the total volume of business consisted of 142 companies, including forty foreign companies. The great advantage of mutual in- surance over stock insurance is dem- onstrated in the fact that while the stock insurance companies collected over $5,000,000 in premiums they had to pay out over $3,000,000 of this amount in losses, while the mutual companies collected $6,700,000 in prem- inms and had only a little over $700,- 000 in losses. The tremendous percentage of sav- ing of mutual insurance over stock in- MICHIGAN TRADESMAN surance through its better system of protecting itself from carrying poor risks is one of the great factors that enables mutual companies to save their This factor, together with the better and policyholders such a large sum. more economical as well as more scientific business methods employed by mutual insurance, are features that have made mutual insurance show a decided gain in American insurance business during the past year, while stock companies have shown a decline. ———- o-oo A High Average. Outstanding in the fire record of dry goods stores for the vears 1920, 1921 and 1922 is the amount of the mean loss on each claim, which stood at $4,462—not unprecedentedly heavy, indeed, but unusually so. To the per- ishable character of the merchandise handled in this class of shop is to be assigned this exorbitant average. It points directly to the need for more energtic and intelligent salvage meth- ods on the part of proprietors and, in some instances, of municipal fire departments. No occupancy in this prodigal land is free from the need for effective salvage work—in itself a genuine thrift measure—and least of all those establishments where spoil- age of contents by fire and water is quick and complete. seo Import Ban on Sewing Machine Parts. Attention was called in these col- umns some months ago to the action taken by the Treasury Department in barring from importation into this country certain parts used in the make-up of the singer sewing ma- chines. These parts are manufactured in Scotland by a subsidiary of the American company. The ground of exclusion is the refusal of the Scotch concern to permit Treasury agents to inspect its books in order to ascertain production costs as a basis on which to duties. The British Govern- ment has taken up the matter with the State Department and it is now under discussion.” The action to exclude was taken in accordance with a provision tariff law hitherto only been invoked in connec- tion with certain lace imports from Madeira. The right of this country to exclude what importations it wishes is beyond ispute. The policy of doing so, however, is one that is not so clear. In advance of any which French manufacturers are con- cerned, France has interposed a pro- test against the provision in question. What the outcome of the British rep- resentations may be is uncertain, al- though the language of the tariff pro- vision is mandatory in form. It is worth noting, however, that the Tariff act imposes duties of from 15 to 30 per cent. on imports of sewing machines or parts thereof. of this isto protect the domestic man- ufacturer. Under the circumstances it looks rather odd that a manufacturer should go abroad to have there made parts of the machine in the sale of which he is protected here. —_++>>—____ University women are internationally assembling at Christiania, Norway. They meet in a clime that, however rigorous it is for outdoor pursuits in prisoners in Russia he did much to assess in the present which has case arising in winter, is invariably bland and genial to those in quest of culture. It is fit- ting that Dr. Nansen should extend the official greeting. By his humane effort to ameliorate the lot of alien earn the gratitude of other countries. 15 He is a world citizen who speaks the universal brotherhood, tolerance, and constructive effort for peace, and in that established language of char- acter he will be received with sym- pathy by educated women of all lands. OUR FIRE INSURANCE POLICIES ARE CONCURRENT with any standard stock policies that you are buying the Net Cots O70 Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Michigan WILLIAM N. SENF, s ECRETARY-TREASURER Assets 44.11 per 1000 of risk. F. M. Romberg, Manager, Calumet, Michigan. FINNISH MUTUAL FIRE INSURANCE CO. CALUMET, MICHIGAN ORGANIZED IN 1889. This Company has returned A DIVIDEND OF 50% For 29 consecutive years. HOW? By careful selection of risks. By extremely low Expense Ratio. Agents wanted in the Larger Cities. FOR FURTHER PARTICULARS WRITE Finnish Mutual Fire Insurance Co. Surplus 30.89 per 1000 of risk. Class Mutual Insurance Agency General Agents Fremont, Michigan. Lansing, L. H. BAKER, Secy-Treas. The avowed purpose @ Michigan Shoe Dealers Mutual Fire Insurance Co. PROMPT ADJUSTMENTS Write P. O. Box 549 Michigan LANSING, MICH. ——— Preferred Lists of Safe Investments FOR the guidance of clients this organizatien maintains constantly revised lists of bonds of all types that offer unquestionable security plus attractive yield. Lists Supplied Upon Application Telephones: Bell Main 4676. Citizens 4678. HOPKINS, GHYSELS & CO. Investment Bankers and Brokers Michigan Trust Bldg., Ground Floor, Grand Rapids 16 RELIGION AND BUSINESS. Both Should Go Along Hand in Hand. The word business has a_ broader definition than it used to have. In its older and narrower sense it was restricted to commercial transac- tions, to buying and selling in the mar- ket place, where the custom was described in the Bible by a verse which reads: “It is naught! It is naught! saith the buyer, but when he is gone his way then he boasteth.” To-day business includes all persons engaged in honest, gainful occupation, work by which they and those depen- dent upon manufacturing, pursuits. The boy who sells newspapers on the street corner is a small merchant and may in time become a great mer- chant. The motorman who drives a street car is a business man. Please carefully note that I said that business means honest, gainful occupation. I do not include quack doctors, shyster lawyers or editors of filthy and obscene publications, in a class with business men. I classify them with pickpockets, confidence men and thieves, for they are not business but merely criminals. The biblical definition of a high- grade business man is found in another well-known verse of the Bible, that great and all-embracing book: “Seest thou a man diligent in his business, he shall stand before kings, he shall not stand before mean men.” Thank God for that verse! It is a true definition of the highest business character, for diligence means assidu- ously careful and attentive, and the Latin word from which it is derived means to esteem highly. them live, in commerce, farming, professional men, Business or honest gainful employ- ment is the universal means through which men acquire the resources by which all religious organizations are maintained. Business profits are ‘behind the con- struction and support of every church, every theological school and every mis- sionary enterprise. Business profits and thrift were just- ified and commended in the Savior’s parable of the Talents. The servant who was entrusted with five talents doubled them and was warmly praised. There are many personal examples of the accumulation of great fortunes un- der the rules and ethics of righteous- ness and the use of such fortunes for righteous and beneficent purposes. The world’s history and the history of the church are replete with such personal examples. Enemies of business profits and cap- ital or accumulated wealth, who have visions of equality of wealth among men and think that the destruction of the present structure of civilization and the substitution of communism in its stead will bring equality of wealth to all men are wrong and are flying in the face of the constitution of the un verse. Inequality is no chance happening, no accident. It is one of nature’s in- eradicable, unchangeable, and ubiquit- ous laws. The race is not always to the swift or the battle to the strong, but usually it is and men become un- MICHIGAN TRADESMAN equal as they go through life physical- ly, morally, mentally, religiously, through education, training, environ- ment, will power, ambition and _ life consecration to a purpose, and so in- equalities of wealth as well as other inequalities arise. Business is the most powerful enemy of poverty and poverty is the direst foe of human kindness, and earthly progress, which shortens life and en- genders more suffering and crime than all other causes combined. The Bible says, “The destruction of the poor is their poverty.” Sound business training makes men and wo- men useful, industrious, thrifty, and fits them for service to their fellow men and to God. It is inconceivable that such an influence in the world should not be good for church and state. There is one profession which I hold in the very highest esteem which I do not classify as a business. It is represented by the man among us who like his great Master goes about doing good. He has deliberately chosen a life of unselfish sacrifice and usually a life of self denial and poverty, but though humble his lot and almost hopeless in respect to providing for the disabilities of his old age, he is the richest man among us and his savings account is greater than that of the wealthiest of all, for he has taken liter- ally the advice of his Master, “Sell all that thou hast and distribute unto the poor, and follow me, and thou shalt have treasures in heaven. Sometimes, and more frequently than people real- ize or know, his condition in life is the same as that of his Master our Savior when he said: “The foxes have holes and the birds of the air have nests, but the Son of Man hath not where to lay his head.” His treasure, however, is being laid up in heaven “where neither moth nor rust doth corrupt, nor thieves break through and steal.” God bless our ministers, for they bless us with their lives and help by their influence and prayers to restrain the impatience of God and his wrath because of the foolishness and wicked- ness of the world. Now that we have defined business, let us define religion. The dictionaries say that religion is a belief in God, a supreme being and creative power, all powerful in control of our lives and happiness and our destinies. The apostle James said: “Pure re- ligion and undefiled before God and the Father is this, to visit the father- less and the widows in their afflictions and to keep oneself unspotted from the world.” The Christian religion is a belief in God the Father, Jesus as His Son, and eternal life through Christ’s vicarious death and intercession for our forgive- ness from sin. Religion and its teachings convey to us the manner of right living and teach us morality, honesty, sympathy, cheerfulness, charity, unselfishness, and all the best characteristics of existence, as well as a hope of eternal life. It has been said that religion and right- eousness are inconsistent with business and gainful occupation and are a hindrance to the honest accumulation of wealth. That is a vicious and ig- norant lie. Milder words do not fit the case, and harsh terms must be used. There is nothing in the Bible or the teachings of Jesus which approved in- dolence or thriftlessness or improvi- dence or wastefulness. Jesus did say that a rich man shall hardly enter into heaven, but he applied it to one asking him for a short and easy road to sal- vation, who rather than devote his life to the doing of good as a follower of Jesus, clung selfishly to great wealth, merely for the power and comforts it gave him, and had no sense of steward- ship as God’s agent. There are no pockets in a shroud and a rich man cannot take his wealth with him. If he clings to it with death’s miserly and covetous grip, lov- ing it better than life or the promise of eternity, God help him, for only God’s great and abounding mercy can help him, God never intended that the world should be populated and possessed by loafers or thriftless idlers. There is no morality or anything else to be admired in communism or bolshevism or any other ism’ which has for its support the substitution of might for right, thievery for honesty, or lawlessness and crime for industry and honest business methods. Religion is the infusion of the spirit of God into the souls of humanity. Re- ligion is a journey to God and eternal life. How then shall we combine religion and business? God’s people must be fed and clothed. The small pioneering merchant and business man, has _ al- ways led the way into the wilderness and his store has always preceded stability of government, the school, the church and the factory. The men of commerce, of agricul- ture, of manufacturing; men of busi- ness, have occupied the land and civil- ization and its blessings have followed. Men of business working with their brains, their tools, their plows, their pens, are the instruments of God in his divine purpose of equipping man- kind for life and wider usefulness. I hold that the bringing and keeping of one’s religion into one’s business, which means into one’s daily life and possible and feasible, but that it is essential to one’s happiness and success. activities, is not only Religion is both scientific and ar- tistic. It is scientific because it is founded upon absolute and undeviating laws. God’s laws. If the supreme aim of religion is to live happily here and progress to eternal life, there are laws which are immutable and un- changeable for the attainment, just as absolute as the laws which regulate the rising and the setting of the sun, or the revolution of the planets, or any other of God’s scientific laws. The laws are repentance, and a desire to be forgiven of our sins, belief, confession, baptism and obedience to God’s com- mandments and Christ’s teachings. The word science is from the Latin word scio, meaning to know, and we know the indispensable requirements to salvation and eternal life. That is the scientific part, God’s part of re- ligion. Religion is also an art, just as the painting of beautiful pictures, or the August 20, 1924 carving of a beautiful statue out of a piece of unshaped marble, and the art consists in the adaptation of our lives and work to God’s commandments and the Savior’s teachings. The artistic part of religion is man’s and woman’s part. We find it in our happy homes, our educational institu- tions, our honest and orderly govern- ment, our hospitals and orphan asyl- ums, and other eleemosynary institu- tions. We find it in all the great phil- anthropies of the world. In the mil- lions of churches and the charities and the helpfulness which they extend to those who need their help. We find it in the open doors of the churches where “whosoever will come may come,” where the lowly and the sin burdened are not rejected, where sympathy and help are extended to the weak and fallen, the only refuge on earth where the sin stained and bur- dened can find succor and sympathy. Where the sinner can come when the great fraternal orders have repelled him, when Godless agencies have denied him succor, and where his ap- peal to communism, and to tatter- demalionism havé been made in vain. The artistic part of religion, means the part of honest gainful occupation and industry which sustains the church and its glorious part in the humanities of the world. Now what do communism, anarchy, bolshevism, infidelity, agnosticism, al- holism, loafers, burglars, and thieves do for humanity? Nothing, absolute- ly nothing! God help me if I am un- just, but I cannot see or feel other- wise. And so there is a direct co-opera- tion for the betterment of life and the uplifting of ‘humanity between re- ligion and business. How can we take our religion into our business; into our daily lives and pursuits? We can do it by starting the day earnestly with prayer for help and strength of purpose. By giving hon- est measure in goods or labor or ser- vice for our compensation, by being just and fair and truthful and kindly to those we meet, and by considering no day complete in which we have done no kindly deed. Can it be done? Will it pay? Will a business thrive into which one em- kodies his religious principles? My ex- perience is that it can be done, that it will pay, and that it will thrive, and I am older than most of you and have had a varied life’s experience in busi- ness, “T was young and now I am old, but yet have I not seen the righteous forsaken nor his seed begging bread.” I will answer those questions from the negative side by asserting that a business which thas not the principles of righteousness in it will not succeed, but will fail, for if it is conducted, dis- honestly, untruthfully or unjustly, it may for a time seem to be successful, but those conducting it will become deeper and deeper imbedded in the morass of temptation and bolder in their dishonesty, losing all self respect and conscientiousness until failure at last overwhelms them and they seek the hiding places of the world, which in these days are very few, and their (Continued on page 31) August 20, 1924 : MICHIGAN TRADESMAN 17 MICHIGAN TATE FAIR DETROIT ¢ mummers 18 MICHIGAN TRADESMAN woe =n =O OONCCUl (qe t _ = — = = — DRY GOODS, FANCY GOODS ~” NOTIONS: ssn} Z Michigan Retail Ory Goods Association. President--J. B. Sperry, Port Huron. First Vice-President—Geo. T. Bullen, Albion. Second Vice-President—H. G. Wesener, Saginaw. Secretary-Treasurer—H. J. Maulrine, Battle Creek. Manager—Jason E. Hammond, Lansing. To Promote Modesty in Dress. The National Council of Catholic Women, 700,000 in all, is asking its members to sign a pledge to observe modesty in attire and to exert their influence on their friends to the same end. A crusade of this kind is apt to have far-reaching results, and the senti- ments expressed in a resolution of the council along these lines are most com- mendable and important. If the wo- men of other organizations, both sec- tarian and non-sectarian, will ask the same pledge from their members, and follow the example of the National Council of Catholic Women, a wide- spread campaign against immodest at- tire can be created and much done to get away from the extreme dictates of fashion, which is tending more and more toward the wearing of as little clothing as possible. It is important by the action of such an organization as the National Coun- cil of Catholic Women to create an effective public sentiment which may be aroused through concerted action with other similar ‘bodies, and to start at the same time an agitation against the most degrading and vulgarizing in- fluence of the one-piece bathing suit worn by women, as well as the im- modest postures of many men and women at some of our seaside resorts. Such concerted effort on the part of women’s organizations should not, of course, be in the direction of regulat- ing the private and personal conduct of others in their homes, but only where their manner of dress and con- duct is forced upon the attention of the public. Because these indelicacies are forced on the unwilling attention of modest, decent people, and the im- possibility of preventing such objec- tionable dress and conduct by law, the appeal naturally must be made to the inherent sense of propriety and mod- esty of the public. The question of what is considered immodest in dress and conduct is’ a moot one, and there is not always general agreement upon this subject, but it is a safe rule that a woman who attires and conducts herself in such a way as to attract attention by the sug- gestiveness of such dress or conduct may be considered immodest. Women are most feminine and most charming when modestly and becom- ingly attired. A refined woman will not care to attract the unwholesome and unhealthy attentions of men. Jules Goldburg. Hosiery Prices Are Stiffening. One sign of strength in the hosiery market is the apparent firmness of prices. About the only shading being done, according to the special news letter of the National Association of Hosiery and Underwear Manufactur- ers, is in infants’ socks and this is be- lieved the case in inferior goods only. Manufacturers of staple cotton hosiery are even raising prices somewhat. During the week there were advances on staple numbers amounting to 2% cents a dozen, ‘while other increases on women’s cotton hosiery are report- ed to range from 5 to 15 cents. Wool hosiery for Fall is beginning to make its appearance, but so far is not gen- eral. There seems to be a demand for hosiery without clocking or lace ef- fects, retailers reporting a call for the plainer varieties. Many sellers here believe that when price revisions on silk hosiery are due, the trend will be distinctly upward. ——__+ +--+ Features of Sports Coats. Mannish effects in sports coats are waning somewhat, it is found by a concern which handles moderate priced garments in a special material which it controls. This firm has great- ly enlarged the amount of business which it has done in past years in the same territory and finds a continual increase in the demand for its line. Semi-mannish styles are the best thing this year, with fur trimmings in strong favor. A lot of raccoon fur is being used, and natural lynx and baby fox are also wanted in collars and cuffs. Plain and convertible collars are feat- ured. Two tone effects prevail, with browns, tans and grays moving best. Diagonal and herringbone stripes, new this year, are succeeding nicely. There is a slight upward trend in prices. ————E— SSS Trends in Fall Petticoats. The demand for fall petticoats is starting off fairly well. That season is generally the one in which the greater volume of the year’s business is done and the expectation in the trade is that orders will prove of a satisfac- tory nature. The new styles in these garments are designed to adhere close- ly to the narrow silhouette. Trim- ming most frequently takes the form of embroidery, especially scallops at the hemline, while some models show the application of flat ruffling of the same material. Radiums, satin-back crepes and milanese silk are the fav- ored materials in the higher-priced lines. Tricolette garments are good sellers in the popular-priced merchan- dise, —_—— oe Types of Men’s Neckwear. Various tones of blue predominate in the better lines of men’s neckwear that are now selling. In the fine trade there is a strong trend toward greens, with those of the sage cast doing especially well. The fine trade is also taking to purple. Reds are doing bet- ter than they have been in the past year or two. No changes in shapes are due for the fall, although there is an inclination toward slightly wider ties. Weaves are preponderant, par- ticularly moires. Grosgrain silk fin- ished fabrics are selling well. Batwing ties are still popular, but have not been selling as well as had been ex- pected. Stripes, in great diversity of widths, are standing out. Prices are remaining about the same. ——_ + <____ Skirt Demand Has Picked Up. Quite an improvement has been no- ticed lately in the demand for fall skirts. Sports skirts in particular have been called for, buyers showing strong interest in wrap-around models made of fine imported fabrics. These skirts are intended for wear with the loose- fitting sports coat and also with sweat- ers and tailored overblouses. In the fabrics used two-toned effects in Rodier cloths and Scotch and English cheviots and similar rough weaves have taken well. Plaids are coming to the fore and promise to be used largely during the fall. Browns, tans and russet shades lead in color pref- erence, with greens being strong con- tenders of these shades for popularity. ——_+ +. Outlook For Knitted Scarfs. Indications appear that the coming season will not be a very good one for knitted scarfs. The garment styles ap- August 20, 1924 parently will not be favorable to the wearing of them, and the bob collared sweater coat, which is progressing with great strides, will also militate against the scarfs. Some scarfs are being sold now, in cashmere and brusned wool. But, when the cooler weather makes heavier garments necessary, the scarfs, it is thought, will probably drop al- most entirely out of sight. ———_»+>—__ Good Season For Luggage. With an exceptionally good season for bigger pieces of luggage drawing to a close, or in some cases entirely over, selling of smaller goods is be- ginning to pick up and buyers are pre- paring for the Christmas trade. Boar skin, a new leather offered by one of the larger concerns in the fine goods field, had a fine season. Fitted hold- ing tray cases were featured. Leather handbags are doing better than silk ones in the fine trade. Prospects seem to be for leather goods to go up. —_ ++ >—___ Kimonos and Negligees Moving. Better buying of kimonos and negli- gees in medium and higher lines has occurred lately, with the past week the best there has been for some time. Orders are mostly small at present. A good Fall business is looked for, as stores are said to be in need of the merchandise. Corduroy and quilted robes are doing best. Applique trim- mings and also marabous are well taken. High colors are most popular. Plain quilts are lower in price now, be- cause of silk quotations, although it’ is predicted that they will rise later. Breakfast coats are selling very well. assured. late now. wheat $1.36 per bushel. the usual size. in sight for several years. Fall. is much more favorable. PROSPERTY o> BE —~ i —~ t (> f. > @ > 4s t ip fi. » a > August 20, 1924 Stout Women Now Using Garments For Reducing. The stout woman is not the only one who concerns herself about reducing, it appears from the sale of rubber re- ducing garments, for a strikingly large proportion of such articles are sold in medium and smaller sizes, according to Samuel D. Weintraub, New York advertising manager of the Model Brassiere Company. And few there are who cannot manage to gratify their desire to buy a device to reduce in the place which they think should be slimmer. It seems that no matter how little income they may have, women who want such things contrive to get together the cost, Mr. Weintraub finds. In former times when women want- ed to reduce they rolled on the floor or did other exercises, which might serve the purpose, but usually not without an undesired result in some parts of the body which were not in- tended to be affected. Their faces or necks would become thinner than de- sired, for example, and consequently it was a difficult and not altogether agreeable procedure to take off weight. But now, it is claimed, a woman may reduce without any of the old discomfort simply by wearing a corset or other garment which will be so comfortable that there will be no un- pleasantness whatever in connection with its use. By wearing this garment perhaps only a few hours a day, or even less, she may take off almost any amount of weight wherever she pleas- es, it is maintained by the manufac- turers, and she can obtain the de- sired effects through the investment of a few dollars. While most of these reducing gar- ments are made of rubber, a new ma- terial which is finding wide favor is rubber silk. It is made by covering rubber on both sides with Jersey silk. A special non-rip edge solves an im- portant problem by preventing pulling away at the seams. The edge pulls with the rest of the material and pre- cludes breaking. For the large woman is sold a corset brassiere, which combines the corset and girdle and makes it necessary for her to wear only one garment instead of two. This is winning wider recog- nition and is selling well at present. Tt fulfills the need for a lighter weight for the brassiere, with as great reduc- ing qualities, and laces down the back in such a manner that it may be tightened as the wearer reduces. A specialty in this line is a model having a criss-cross boning arrange- ment in front to restrain and reduce the roll of flesh which some women have trouble with above their corsets. Another novelty is a small girdle for slight and medium figures. It also has 2 criss-cross section in the front, and, fastening at the side, leaves a straight unbroken line in the front. A big response is being received to an offering of a cup form brassiere for slight figures, which is adjustable by means of ribbons, and meets the need for a light garment with the particular advantages wanted by slender women. —N. Y. Times. es Chintz and Mohair Draperies. A brisk demand for chintz figured damasks for draperies is reported. MICHIGAN TRADESMAN Cretonne for draperies and slip covers is moving fairly well, though there is a good demand for imported linens for the latter, the public apparently being desirous in many cases of swinging away from cretonnes to linen stripes. Mohairs are predominating for furni- ture uses, brocatel damask being fav- ored for combination with mohairs. Manufacturers are reported to be breaking away from mohairs alone and to be using the damask for cushions and mohairs for backs of furniture. Heavier buying in these lines is looked for early next month. Prices are not expected to change to any extent. ++ Celluloid Vanity Cases. Novelties in vanity cases offered by a leading concern include a celluloid number having a compartment of that material inside the handle for eyebrow pencil and another in a tassel under- neath for lipstick. Another in cellu- loid is oval shaped, opening length- wise and having silk compartments in- side for powder and change. There is also a mirror in the cover. It has a silk cord handle and a silk tassel and comes in various solid colors and com- binations, including stripes. Other vanity cases of this house are in fancy decorated celluloid and have mirrors and cases for powder and rouge. They have silk handles and are made with and without tassels. ——_e +--+ Business in Boys’ Wash Suits. Business in boys’ wash suits has been backward this year, due to a change in styles. There is fair buy- ing now, however, the situation being much the same as it was a year ago. at this time. The popularity of vestee suits and woolen suits with men’s vests for young boys has been the greatest factor in the situation which has developed in the wash suit line. There has been little variation in the styles and materials so far disposed of, the regular lines being sold through- out. Oliver Twist styles and Balkans have perhaps done slightly better than others. The most favored fabrics have been madras, silks, pongees and broad- cloths. —_—_+~-+ 2+ The Late Unpleasantness From the Allegan Standpoint. Allegan, Aug. 18—I have talked with nearly every merchant in Allegan on the subject of your leading editorial in the Tradesman last week. To a man they pronounce it the fairest state- ment which has appeared in any Grand Rapids publication concerning the con- troversy between the motor club and the Association of Commerce of your city and the people of Allegan county. Briefly stated, we attribute this difficulty to three different interests in your city, as follows: 1. The motor club, in sending out warning notices all over the country, notifying mobilists that we were main- taining a “speed trap.” If the of- ficers of the motor club were law abid- ing citizens themselves, this would not be so bad; but President Northrop openly boasts that, when he goes through the country in company with Lee Bierce, he travels at the rate of 65 miles per hour. Surely such a man is in no position to rebuke the officers of any county for attempting to make automobile travel safe to those who obey the law and believe in law en- forcement. 2. Lee M. Bierce, who rushed to the support of the motor club in its crusade against law enforcement. In communicating with a Saugatuck busi- ness man, he said: If you were familiar with the man- ner in which the Allegan county sheriff has been conducting his activities against tourists in that county as the motor club is, you would come to the conclusion that the only difference be- tween the sheriff and Jesse James is that James used a horse and the sheriff had a car. Or, in other words, if you had all the facts and were familiar with both sides of the case, the probabilities are your sympathies would be with the motor club. We construed this as a direct attack on the constituted authority of Allegan county. Sheriff Hare is carrying out the instructions of the Board of Super- visors to enforce the State Law. We did not make the law, but we believe it igs just and fair and that our Sheriff is doing his duty with as little red tape and annoyance as possible. In under- taking to enforce the law, we are en- gaged in the work of saving human life and we do not recognize the right of any other county to make slurring remarks about our efforts or our Sher- iff, who is a man of high character and is actuated by a keen sense of duty and responsibility. We do not think the Grand Rapids Association of Commerce will com- mand any respect in Allegan county— or any other county where law enforce- ment is at issue—so long as such a man as Bierce is kept on the payroll and permitted to act as the mouth- piece of the organization. In his talks before the Allegan Commercial Club in times past we have come to regard him as a wind jammer of the most egotistical character. We never took him very seriously, because we always regarded him in the light of a joke, but his utterances to the Saugatuck man above quoted did more to create bitter- ness in Our hearts against Grand Rap- ids than anything which has ever hap- pened in this community. Many o. us have made a solemn _ resolution never to buy another dollar’s worth of goods in Grand Rapids as long as Lee Bierce is retained in any capacity by the Grand Rapids Association of Com- merce. As a Civic asset we estimate that he is costing Grand Rapids $5,000 a day in loss of trade which woul otherwise go to that market. If Grand Rapids jobbers can afford to stand this loss, certainly we can. 3. The Grand Rapids Press, which advised tourists to “go through Allegan county without stopping,” which meant that they were to boycott the business establishments of the county. This “advice” gave added impetus to the boycott we levied as the result of Lee Bierce’s attitude toward us. We did this solely as a matter of retaliation. We felt that our dignity was offended; that our motives were maligned; that the integrity of our position ‘was on trial. We agree with the Tradesman that the boycott is a nasty proceeding; that it is undignified and illegal; that it is more likely to injure the innocent than the guilty; but the attitude of Bierce and others apapears to have left us no other alternative. In the meantime the laws governing motor travel are being enforced in Allegan county. Retail Merchant. —_—_+- > Finis. He went out into the world And made his mark, His name becoming a _ target For envy. And now he has gone back to the be- ginning: His people. They greet him with the same irreverent: “Hello, Johnny!” And he is chagrined, For with all his importance He has not acquired sufficient humor To save him from the spectacle Of the old actor Who still would strut Though the play be ended. Le Baron Cooke. ee There are several shaky bridges on the road to success. 19 NASHVA BLANKETS A complete line of grays and tans, cotton plaids, and woolnap plaids. Also ESMOND BLAN- KETS, baby © blankets, blanket comfortables, In- dian blankets, bath robe blankets and plaid woolen double blankets. Let us send you samples for your inspection. las PAUL STEKETEE & SONS Wholesale Dry Goods Grand Rapids Michigan Bell Phone 596 Citz. Phone 61366 JOHN L. LYNCH SALES CO. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN WhenYou Sell OurLine of Popular Priced Trimmed Hats ut You are offering your customers big values for their money, and still maintaining a good margin of profit. You are increasing your store prestige and gaining that mouth to mouth advertising which a store enjoys when its satisfies its customers, Let us convince you. an assortment. ut Write for Cor_-Knot Company. Grand Rapids, Mich. 20 MICHIGAN a TRADESMAN August 20, 1924 L— — = ee BREN a niaiiema Px Df, Some Sound Talk on Selling Tea. To sell tea intelligently, either to the retailer or the consumer, a man must have an exceedingly sensitive taste, a keen sense of smell, and good eyesight. He should have a knowledge of teas and of the gardens that make the best blends and produce teas most suitable for the particular class of trade he sells, because in many ter- ritories, even in the U. S. A., there are various kinds and varieties of tea used, and whole Orange Pekoe sells well in one section, Japans may sell better in another, and so on, with other varie- ties; neither will all teas blend -well together. The tea industry is growing, having been greatly handicapped in America by the large quantity of cheap and badly cured teas dumped on the mar- ket, which in appearance often look equal to high grade teas, but do not possess fine flavor, always creating a bad impression on the tea drinker, and never showing a lasting profit or re- peat business. Unless you can sell quality tea, don’t bother with it. Only fine quality teas will bring repeat orders. The day of building up a tea business with cheap tea and premiums is past. We know of no house that his built a successful tea business following that line. Never sell old or stale tea to your trade regardless of price. Never store teas near kerosene oil, onions or anything with a strong odor. Never let any liquid insecticides be sprinkled or sprayed near tea. Teas are much like milk—absorbing odors quickly, and are easily injured by contact with strongly smelling sub- stances. Teas that are allowed to get old or kept in cellars, and not in a dry place are sure to get musty. All teas de- crease in value very materially after they are a year old. We ask our cus- tomers not to purchase teas covering their requirements for a longer period than six months, because after this period they begin to lose freshness and flavor, no matter how efficient the container may be. Tea is imported in sealed cases to keep foreign odors from contaminating it. It is packed either in chests or cases, lined on the inside throughout with heavy tinfoil or lead paper. To be kept properly tea should ‘be packed in an all metal tin friction top canister. The friction top enables the housewife to close the package air-tight, each time after using, and in this way keeps the tea fresh, and to keep any cooking odors from penetrating the tea and ruining its aroma and flavor. The dark colored liquor of some teas which is especially pronounced in low grade Javas, Indias and Ceylons, is no criterion of strength or intrinsic worth. The most desirable are those picked from gardens in high altitudes, which produce fine quality teas, with a smooth delicate flavor and full body. The correct drawing of tea is most essential. It is hard to get a good cup of tea at many first-class restaurants or on Pullmans, etc., because of ignor- ance on the part of those who make it. One should always use a china or earthenware teapot. Do not overlook that a tea sale car- ries with it the sale of crackers, sugar, lemons and mints, therefore, it is a leader for other business. ———_—_~-~ Looks Like 40,000,000 Pounds Excess. The government report of stocks of storage butter in the twenty-six selec- ted cities at the close of business Aug. 8 indicates a further substantial in- crease in the excess over last year. The stock was 108,994,619 pounds on the above date against 102,039,423 pounds on Aug. 2 and an estimated stock Aug. 1 am. of 100,564,306 pounds. twenty-six cities has increased by over 8,000,000 pounds since the first month. If the increase outside the twenty-six cities has been equal to the increase in the twenty-two cities outside the four large markets that are included in the twenty-six it would mean an increase in the country’s total excess since the first of the month of over 11,000,000 pounds. If we estimate the twenty-six cities’ total on Aug. 9 (a.m.) as having been 76.5 per cent. of the whole it would give a total stock on that date of 142,476,000 pounds, compared to ap- proximately 102,100,000 pounds on the same date last year, a present excess of over 40,000,000 pounds. Unless more unfavorable weather conditions soon prevail throughout the butter states it would not be surpris- ing to see the September 1 surplus close to 50,000,000 pounds. The holdings of cheese in the twenty- six cities on Aug. 9 (a. m.) were 55,- 248,164 pounds., this being about 2,- 400,000 pounds increase since Aug. 1. Evidently the input in warehouses outside the four large markets was heavier than in these four cities. It is probable that the excess over last year in the total stock has been further in- creased during the first eight days of August. It is now estimated as close to 12, Produce Review. ——_+- Jury Decides Decomposed Fish Unfit For Food. In a recent case involving the seiz- ure of spoiled canned salmon by the Bureau of Chemistry United States De- partment of food and drugs act, Agriculture, under the the attorney for Evidently the excess in these Significant Factors for Con- sideration of Flour Buyers being absorbed by the for example, it is record arrivals of larger elevator’ wheat are In Kansas City, cent of the near purchased by the Enormous quantities of elevator trade at terminals. estimated that over 75 per 6,368 cars last week were trade. The remarkably attractive premium basis was the factor in the broad absorption of wheat, in which mills also were active. Incidentally, this is a significant fact for the flour buyer. While the futures market has recorded sharp gains in the past few weeks, cash premiums have receded from an abnormal differential to the lowest basis in some years. In addition to the low premiums as an argument for buying flour, the baker or grocer who is weighing the various influences affecting prices should also consider the abnormally high prices for clears and cheaper grades, now selling at the highest level in several years. The higher clear basis adds to the advantage of the domestic consumer who is buying short and standard patent. Feedstuffs values also have recorded important gains since the start of the crop year, the present basis being fully $8 above the level at which the first new crop transactions in feed were made. Fanchon - - Red Star Judson Grocer Company DISTRIBUTORS GRAND RAPIDS MICH. M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables ° Headquarters for THURMOND GRAY WATERMELONS GEORGIA ELBERTA PEACHES KENT STORAGE COMPANY GRAND RAPIDS ~ ae ~ BATTLE CREEK CREEK olesale Grocers General Warehousing and Distribu ting a e~- | be ~~ dl > August 20, 1924 MICHIGAN TRADESMAN 21 the canners contended that it had never been shown that decomposed salmon was injurious to health. The defense even went so far as to con- tend partly decomposed salmon was actually fit for food, citing that Alaskan Indians preferred fish after it had been buried in the sand and undergone spoilage. Many men are of many minds and of many tastes, but this argument did not appeal to the jury which decided that the Government inspectors were perfectly right in seizing this canned fish. After the trial one of the jurors said that the twelve men were unani- mous for the Government on the first ballot. They asked themselves, he said, if they would care to eat that kind of fish. The decision each man arrived at before he reached the jury room was that he would not eat that kind of food no matter what persons in other parts of the world may think is edible. They decided the case on the basis of the sort of food they thought was considered fit for the American market. ——_+2>___ Canned Fish Exports Larger. Shipments of sardines from the United States during the five months of 1924 show an increase of over 68 per cent., or nearly 11,000,000 pounds, compared with the same period in 1923, according to the foodstuffs division of the Department of Commerce. The greatest foreign demand this year was in February, when over 6,700,000 pounds were shipped, while last year the biggest month was April, when 4,708,000 pounds of canned sardines were sent abroad. The large increase this year over the same period of last year is chiefly accounted for by the increased purchases made by three countries, Argentina, which bought during the first five months of this year considerably during the entire twelve months of 1923: the Straits Settlements and the Philippine Islands, which increased their purchases of canned sardines by 73 per cent. and 50 per cent. respective- ly, during the first five months of this year, as compared with the same period of last year. more than it did a Commercial Apple Crop Smaller This Year. The prospective commercial apple crop has shrunk 2,910,000 barrels since July 1, according to the August Gov- ernment crop report issued Thursday of last week, which forecasts the com- mercial yield at 29,383,000 barrels com- pared with 34,405,000 barrels last year, 31.945,000 in 1922 and 21,557,000 in 1921. The total or farm crop ‘s esti- mated at 183,691,000 bushels against 196,770,000 in 1923, 203,628,C00 in 1922 and 99,002,000 in 1921. There is considerable difference in some of the states from the July re- port. New York shows a decrease during the month of 1,340,000 barrels, yet is estimated to have a larger crop than last year. Virginia, Pennsylvania, West Virginia and some of the other barrel states show a decrease from the July estimate, while an increase is shown in a few of the Central states since July. Washington also shows a gain over the July forecast, while Oregon shows a Slight decrease, Stabilizing Seasonal Business. The merchants of Lake Geneva, Wis., a thriving resort city, ninety miles North of Chicago, were facing the situation that most resort cities have to contend with. The summer trade rushed them for three months, during which time the farm trade was forced to accept the difficulties of pur- chasing that immense crowds made. To escape the rush and waning, many of them turned to other trading cen- ters. The result was that in the fall the merchants at Lake Geneva dis- covered that they must evolve some method of attracting surrounding trade back to their city. The Chamber of Commerce, an or- ganization alive and supported by the majority of merchants as a means of advertising the city as a resort, was successful in bringing summer vis- itors. Why not turn to it for a revival of the farm trade? Thus was formed the idea of holding an exposition, with each member decorating a booth and displaying his wares, adding a few bargains of real interest. After one of the members offered the use of his garage, a huge structure, some “teaser” advertising was sent out, asking the cryptic question: What? Nov. 10 Lake Geneva! qi 2 204 The remainder of the campaign con- sisted of the circulation of small fly- ers, a booster trip and parade of autos eecorated with huge signs and_ the placing of large posters. Here are some of the special feat- ures introduced in the exposition it- self: Various prize contests were held, securing an excellent mailing list; thousands of useful souvenirs handed out; the local public utility company served waffles during ‘the entire exposition to advertise an elec- tric waffle iron; a bakery gave out doughnuts and offered a big cake as a prize for the best couple in the prize dance: «ne grocer served a_ special brand of coffee, another gave out miniature loaves of bread, and so on. The evenings during the staging of the exnosition were devoted to enter- tainment and dancing. were Nothing at all was sold. Flye-s an- nouncing special sales at the stores in town were given out, and resulting business equalled and in many cases surpassed the best days of summer. ee -e—— The Soviet executive committee at Moscow, to signalize the tenth an- niversary of the opening of the World War, chooses to read a fantastic lec- ture to the United States for the grave offense of doing all that was humanly possible to restore peace. Each act of ours in the direction of suppressing the ruthless militarism of the German Empire is interpreted as the sinister deed of capitalism. Perhaps the most remarkable feature of the document is in its statement that 2,000,000 farmers are throwing away their farms in the shadow of economic catastrcphe. One has to be thousands of miles away from the United States to tind out so many things about this -ountry that are not true, “Yellow Kid” BANANAS always give complete satisfaction DELICIOUS NUTRITIOUS WHOLESOME Mail orders solicited and given prompt service. The VINKEMULDER CO. GRAND RAPIDS, MICHIGAN STEADY SALES GOLD MEDAL We are making a special offer on Agricultural Hydrated Lime In tess than car lots A. B. KNOWLSON CO. Grand Rapids Michigan over BIG. Moseley Brothers GRAND RAPIDS, MICH. Jobbers of Farm Produce DISTRIBUTOR Grand Rapids We have a real live sales propo- sition that will put GOLD MEDAL Write us or see our Salesmen. I. VAN WESTENBRUGGE Muskegon MAYONNAISE Made and Guaranteed by THE BEST FOOD, INC. Who make the Famous Nucoa. The Quality P You Make Satisfied Customers when you sell “SUNSHINE” FLOUR Blended For Family Use is Standard and the rice Reasonable Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills NEW PERFECTION RED ARROW Poultry feeds. The best bread flour. Watson-Higgins Milling Ce. GRAND RAPIDS, MICH. The best all purpose flour. Look for the Perfection label on Pancake flour, Graham flour, Gran- ulated meal, Buckwheat flour and Western Michigan’s Largest Feed Chocolates Package Goods of Paramount Quality and Artistic Design PLAINWELL, MICHIGAN Distributors. @ THERE IS MONEY FOR YOU IN e 5c. and 10c. Bars. TRY RE icine inne 10c occ a 5c CHOC LOGS __-_-_- 5c STRAUB CANDY COMPANY Traverse City, Mich. 407 North Hamilton St., Saginaw, W.S. MICHIGAN TRADESMAN - )) yer = Mal Michigan Retail Hardware Association. President—A. J. Rankin, Shelby. Vice President—Scott Kendrick, Flint. Secretary—A. J. Scott, Marine City. Treasurer—William Moore, Detroit. How One Dealer Went After the Paint Trade. Written for the Tradesman. A good many hardware dealers, in the handling of the paint department, are content to sell paint ona purely price basis. Others go further and talk quality; with the result that their sales are as a rule a good deal larver than where the dealer merely stresses price. Still other dealers base their appeal to their paint prospects on the results they can assure their customers. Brown was a hardware dealer with ambition. He was doing pretty well, sufficient to get him a good living, meet his drafts, and build up a little reserve in the bank. But he was not satisfied with that. He wanted to get the most possible out of his business. The returns from one branch of the business in particular left Brown dis- satisfied. He found he wasn’t doing very much with paint. He was sell- ing a fair quantitv:. and, as he was wise enough to eschew price-cutting, he was making a fair profit. But when Brown strolled through the town in his off hours, or motored through the country, the turn over in the paint department looked small in comparison with the opportunities. On every side he saw buildings fairly falling to pieces for lack of paint. The possibilities in the paint line were so great that Brown determined on new and aggressive methods of pushing the department to the front. Now it is one thing for a hardware dealer, with paint to sell, to realize the wisdom of using paint; but it is a different matter and a more difficult one to convince the average property owner that the regular use of paint is beneficial, The property owner has to pay for the paint used; and if there is one thing the average man dislikes, it is paying for things he does not particularly want and believes he can do without. The average man will let matters slide for a long time, even when he realizes it is a mistake to do so, be- fore he will spend his money. Thus, in the matter of paint, property own- ers are prone to neglect their build- ings rather than spend a little money to have them re-decorated. It re- quires educational work on the part of the paint dealer to show them where they are making a mistake. Brown soon realized this when he began to work on the men he consic- ered good paint prospects. Their properties needed paint—were fairly howling for paint—but the owners he approached took the attitude that Brown was interested for selfish reas- ons alone; that while there was a good deal in it for him, there was practi- cally nothing in it for them. Brown then took a new tack. He made enquiries and collected a prac- tically complete list of properties for sale and to rent. Then he called on the owners, one after another. “Do you want to sell (or rent) your property?” he would ask. “Of course I do.” “Well, you can do it by making the property more attractive. You know, don’t you, that people will rent or buy a house twice as readily if it appeals to them—to their sense of the beau- tiful? Spend a few dollars to have your house freshly re-painted; and you can add a good deal more to the price or get it back on the instalment plan in the morithly rent. It will im- prove your property to paint it; and you will get your money back, if not immediately, then almost immed- iately.” That was his “opening gun.” He had back of that a whole battery of arguments with which to bombard the skeptical. He believed what he was saying: and that went a long way to make his line of talk convincing. Some of the men Brown approached on the subject refused to consider his seriously. They could, they declared, rent their property any- way. Painting might or might not help them. One thing was certain, it meant outlay. Others gave him a hearing: and of these some were convinced, and de- cided to try out the idea. And they got results. The houses which were painted as a_ result of Brown’s solicitation were in practically all cases sold or rented almost im- mediately. Their fresh anpearance made them attractive to home-seekers, in preference to the dingy places of- fered by other property owners. This was just the beginning of Brown’s campaign, however. With proposition _his proofs of actual results to back him up, he went to the property-own- ers who had_ previously refused to listen to his arguments. He carried with him a list showing the dates on which certain house had been painted and the dates when they had been e‘ther sold or rented. “You did not see this naint propo- sition my wav before” he began. “Now. T have the proofs to show you.” And he would proceed to give them. The result was that Brown gradually convinced the majority of property owners that if they wanted to dispose of their houses, either by selling or renting, that they should as a prelim- August 20, 1924 Michigan Hardware Company 100-108 Ellsworth Ave., Comer Oakes GRAND RAPIDS, MICH. Wholesalers of Shelf Hardware, Sporting Goods and FISHING TACKLE i Decorations losing freshness | KEEP THE COLD, SOOT AND DUST OUT Install “AMERICAN WINDUSTITE” all-metal Weather Strips and save on your coal bills, make your house-cleaning easier, get more comfort from your heating plant and protect your furnishings and draperies from the outside dirt, soot and dust. Storm-proof, Dirt-proof, Leak-proof, Rattle-proof Made and Installed Only by AMERICAN METAL WEATHER STRIP CO. 144 Division Ave., North Citz. Telephone 51-916 Grand Rapids, Mich. THE TOLEDO PLATE & WINDOW GLASS COMPANY Mirrors—Art Glass—Dresser Tops—Automobile and Show Case Glass All kinds of Glass for Building Purposes 501-511 IONIA AVE., S. W. GRAND RAPIDS, MICHIGAN Motor Trucks To Fit Your Business SALES SERVICE ECKBERG AUTO COMPANY 810 IONIA AVE, NW. nite AND STYLE SIDNEY ELEVATORS Will reduce handling expense aad speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating require- ments, giving kind of machine and size of platform wanted, as well as height. We will quote a money saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio No " BARLOW BROS. Grand Raplds, Mich. Ask about our way Foster, Stevens & Co. WHOLESALE HARDWARE IO 157-159 Monroe Ave. - 151-161 Louis Ave., N. W. GRAND - RAPIDS - MICHIGAN > ad ney ach re- rell ey 1io > August 20, 1924 MICHIGAN TRADESMAN 23 inary step have them repainted. This was more or less a revolution in meth- ods; the previous plan having been to sell the house if possible and let the new owner paint it, if he wanted to. Which, as a rule, he wouldn't. However, all concerned were satis- fied; the owners because they sold or rented; the newcomers because their home surroundings were attractive; and Brown most of all because he had worked up a big trade in paint. But Brown was not through by any means. The homes which had been painted as a result of his solicitations had been rendered so attractive that neighboring houses looked old and dingy in contrast. Even a miser will seriously consider re-painting his house when the man next door sets the example; for none of us likes to be outdone in such things. Brown had many customers in this position, people who were neither selling nor renting, but to whose pride he could appeal with good results. He did not neglect to prod them up on every possible occasion. “So-and-so’s house is looking pretty nice,” he would remark. “By the way, are you going to paint up this year?” His sales increased and multiplied. But the best part of it was, he was building his business on a permanent basis. He was convincing his cus- tomers of the value of paint, and convincing them so thoroughly that they would remain convinced. This, however, was not all. Brown conducted a vigorous campaign in his store as well. His stock was placed well to the front of the establishment. Dust, dinted tins and discolored labels were conspicious by their absence. Everything was in A-1 order, well sorted up, fresh and attractive. Paint was frequently featured in the store windows. At least once a month Brown arranged a display of paint, varnish, brushes or accessories. This plan he adhered to, not merely dur- ing the active painting season, but throughout the year; with a view to l-eeping the department constantly be- fore his public. Paint figured prominently in his newspaper advertising; his attractive “copy” being helped out by cuts sup- plied by the manufacturers. Finally, Brown pushed the sale of quality paints. He featured a_ thor- oughly dependable brand on which he could rely to give satisfaction; and though he occasionally had to let sales go elsewhere when customers wanted a low-priced paint, they bought such raint against his recommendation and afterward as a rule remembered his advice. This policy of featuring the quality line he stuck to rigidly, being convinced that he could build a per- manent trade only by giving abso- lute satisfaction, He did not want customers coming back in a few months or a year to tell him that his oaint was no good; he preferred to have them, a little later, bring him re- peat orders. Victor Lauriston. — More Buying of Aluminum Ware. Aluminum ware buying has improv- ed considerably in the last two or three weeks. General-economic conditions are giving buyers more confidence and they are placing orders for September and October sales. Stocks are dimin- ishing in stores, and the buyers who are planning to stimulate business in the next month or two are preparing by placing orders now in this market. Paneled wear offered by a_ leading house is in big demand. Prices, it is said, will rise from 5 to 10 per cent. within a few weeks. Many factories are closed or operating on reduced schedules, but the improvement which is taking place promises to demand greatly increased production. ——_»2.>—___—_ Lack of Enthusiasm in Present Day Campaigns. Grandville, Aug. 19—Lack of en- thusiasm is what makes for a dead and alive political campaign. Even in the ‘business world lack of enthusiasm has a deadening effect on trade. A man or woman who has no enthusiasm for anything isn’t of much worth in the world. Political campaigns in later years have been anything but inspiring. How would it seem to start something like the stirring meetings of the sixties when Old Abe Wideawakes were in evidence at almost every country crossroads? Even later on, when Blaine and National honors, there was no lack of enthusiasm. It might be well to note that a change of 600 votes in New York would have elected Blaine. The heart of that great chieftain was broken over his numerous defeats, the goal he sought going to smaller and less capable men. The stay-at-home vote is nearly always sufficient to decide re- sults at a Ntional election. : Henry Clay was a master mind in the Nation, yet he failed of the Presi- dency because of the defection of a few abolitionists who really wanted the Kentucky giant, yet would not vote for him as a matter of principle. This matter of principle has dished more than one aspiring candidate. The Blaine and Cleveland campaign was fought with much enthusiasm. If we had that “git” among the voters to-day there would be no danger of a pacifist third candidate messing things, as there is at the present hour. People went forty miles to attend a mass meeting. / It would surprise the most of us if many now went across the street to hear the greatest American. The Blaine men staged a big meet- ing in Grand Rapids, with torchlights, bands, firing of cannon and the like. Marching companies kept the meeting at a white heat of enthusiasm. Later came the Democrats, with a Cleveland blowout, that included thousands of the ‘best citizens roundabout. The writer was present at both these demonstrations and surely was well re- paid for the time he spent. While Blaine was the magnet draw- ing Republicans from far and _ near, General Rosecrans, the hero of Stone River, was the drawing card for Democrats. Those were halycon days for political parties, and until they come again we may look for miserable failures in governmental affairs. People who do not enthuse enough over party nominations to get out and vote are not in truth good citizens of the Republic. Now what is the trouble? There are two sources of miscon- duct which ought to be rectified. When women were given the franchise it was supposed that they really wanted the ballot and would make good use of the franchise. Have they done so? Decidedly not. Of the 50 per cent. absentees from the polls every year at least more than half are of the gentler sex. And why is it? Not half of the women desired the ballot when it was given them. Some there are who incline to believe Cleveland contended for | that the enrfranchisement of women was a mistake. However that may be, it is a solemn fact to-day and cannot be rescinded. Another great hindrance to decent political action is the fraudulent primary election law. It has been dis- counted at every turn. It has proven to be the tool of mercenary dema- gogues; so palpable, in fact, as to have disgusted a large percentage of the voters, Of what use has the primary been to honest government? Taxation has ‘been enormous during the past few vears and this primary has been added to the burden, without serving the interests of the common people. Two elections every year is a little too much. The expense 1s doubled without benefiting honest politics. If the whole people will get out once a year to select officials of Gov- ernment, surely that ought to be enough. Instead the primary has to be enacted for choosing men to repre- sent us at Lansing and Washington, and such a farce as it has proved to be ought to turn the. stomach of any honest citizen. Talk about the old caucus conven- tion system. It was far and away in advance of this botch of primary selec- tion. The expense attending caucuses and conventions was borne by the parties interested: now the taxpayer has to foot the bill. For several general elections we have lacked that essential for bring- ing out the vote—enthusiasm. We haven't had it, nor are we likelv to get it with conditions as they are. There is a sameness in all political meetings which palls on the senses. There must be something to interest and enthuse the people if we would have a genuinely old-fashioned elec- tions. Torchlight parades, roman candles, the throb of drums and shouts of an enthused and interested people in Government are things of the past; nor will there be a change until the mischievous primary law is wiped off the statute ‘book. That much to be desired object will come sometime. Why may it not be this year at the assembling of the next Legislature? The caucus of townships to choose delegates to county, and county to State conventions, is as surely coming back as is winter after the reign of good old summer time. Why not? Nothing could be near- er the people. However much schem- ing politicians worked the caucuses and conventions, there were never the scandals that have attended the work- ings of our primary election laws. Go back to the old order and see how quickly there will be a change for the _ better in our voting population. Old Timer. —_»---__ From a Battle Creek Viewpoint. Battle Creek, Aug. 17—I have just finished reading the forty-first anni- verssary edition of the Michigan Tradesman and I cannot refrain from offering you my hearty congratulations. It is not given to many men to work at such a responsible job as your for forty-one years without a break. Carlyle said that it is the first of all problems for a man to find out, what kind of work he is to do in this uni- verse and then to expend every particle of strength that God Almighty has given him in doing the work he finds the is fit for; to stand up to it to the last breath of life and do his best. You have surely found the work you are fitted for and, from what I know of you, I predict that you will stand up to it to the last. This anniversary edition is very il- luminating and the large volume of advertising it carries is a revelation to me. More power to your elbow! John I. Gibson. (Political Advertisement) Primary Day September 9, 1924 Last Day to Register August 23, 1924 FRED P. GEIB Candidate for Nomination Prosecuting Attorney Republican Ticket “Only Votes Count” Born November 26, 1877, on Grand- father's farm, Gaines Township, Kent County, Michigan. Kducated: District No. 8&8, Gaines Township; Caledonia High School; Grand Rapids High School ’'98; University of Michigan ‘04. Public Service: Alderman and Super- visor 1910-1914; Charter Commissioner 1915-1916; Sergeant Co. C, Michigan State Troops 1917-1920; Assistant to Prosecutor Hoffius 1916-1924. Signs of the Times Are Electric Signs Progressive merchants and man- ufacturers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 Henry Smith Floral Co., Inc. 52 Monroe Ave. GRAND RAPIDS, MICHIGAN PHONES: Citizens 65173, Bell Main 173 Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Rapids Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction. Brick Co. Grand USED SHOW CASES For the first time since the war we have a good supply of used show cases. Look them over. GRAND RAPIDS STORE FIXTURE CO. 7 lonia Ave., N. 24 MICHIGAN TRADESMAN =— = - = = HE COMMERCIAL TRAVELEB: Mute =— = = = 2 Eve sve yyy ; CW Side Lights on the Fast Growing City of Muskegon. W. A. Pierson, the Houston avenue grocer, who was undergoing an oper- ation for appendicitus while the State grocers convention was in session in Grand Rapids last spring, has com- pletely recovered and now feels better than he has for years. Mr. Pierson has been engaged in the grocery busi- ness for only three vears. Prior to that time he was an educator. He prefers the mercantile business to his former profession. The success which has attended the $1 beefsteak dinner served by the Oc- cidental Hotel every evening logically leads to the enquiry, Why not also serve a fish dinner for $1.25? The Occidental has long been noted for the excellence of its fish dinners, owing to the superior manner in which its fish cook prepares this staple for the table. Now that exceptionally good whitefish are being lifted every morn- ing by a Lake Harbor fisherman, there would seem to be no good reason why Landlord Swett should not specialize on fish dinners at popular prices. M. E. A. Aamodt, who has been engaged in the grocery business at the corner of Jackson avenue and Erick- son street for thirty-two years, is com- pleting a remarkable store building on that corner, 55 x 100 feet in dimen- sions. It is composed of concrete brick and hollow tile and is unusually attractive from an architectural stand- point. It comprises five stores. One the owner will occupy himself. The other four are designed for use as dry goods store, meat dealer, druggist and barber. Mr. Aamodt is entitled to a great deal of credit for creating so beautiful and useful an addition to the gradually growing activities of Jackson avenue, which is developing rapidly since the two miles of new concrete roadway was completed. Ore of the greatest handicaps the stranger faces in Muskegon is the lack of identifying signs at the street absence of street down town = and establishments. corners: also. the numbers on both suburban mercantile In some of the new sections of the city this lack is being remedied to some extent, but not with sufficient rapidity and thoroughness to make much impression. On the whole. Mus- kegon has made wonderful strides in the improvement of her streets and sidewalks, causing her to take on the appearance of a metropolitan citv, but in the matter of street signs she is still in the big village class. E. A. Stowe. —~+22s—____ A thing done right to-day means jess trouble to-morrow. How Does a Salesman Spend His Time? Henry S. Dennison, of the Denni- son Manufacturing Co., has found up- on investigation that his salesmen di- vide their time approximately as fol- lows: in traveling, 40 per cent.; in waiting to see prospects, 15 to 20 per cent.: in miscellaneous clerical work, 25 per cent.; and in the actual pres- ence of prospects, 15 per cent. How to manage the time of the man on the road—how to increase the per- centage of time he spends in contact with customers and prospects and how to heighten his efficiency, once he es- tablishes that contact—is many a sales manager’s most important problem. Toward the solution of that problem, the Dennison concern has adopted this plan: Transfer as much as possible of the salesman’s clerical work to the clerical forces in the branch offices. Plan the salesman’s work in advance. List his prospects in geographical order, so that, in calling upon them, he may follow a short-line route. prospect, in the proper order, provide a simple report slip on which the salesman may record, in the briefest form possible, the result of his call. Select, in advance, the samples of mer- chandise most likely to interest the prospects on whom the salesman is to call. When he returns to the office at noon, relieve him of his forenoon’s re- ports and the samples he isn’t going to use, equip him with a new outfit-pros- pect list, report slips and samples— and start him out again. For every Reinforce the salesman by acquaint- ing him, in advance with the salient facts concerning each customer or prospect—what has been accomplished in previous calls, what has been pur- chased and so on. can be typed into record cards, plainly and simply designed, to yield all the facts at a glance. The record card will save ten minutes of asking ques- tions on call. Before he confronts each prospect the salesman knows what’s what. Sanford Jordan. —_~++>___ You And Your Store. Afrive on time in the morning. Keep up your personal appearance. Serve customers courteously. Make sales checks legible. Treat co-workers with consideration. Keep the stock clean. Feel that your merchandise is equal to or better than competitors.’ Talk and suggest your store to all friends you meet. Feel that you are serving the fairest and best store in the country. Make each day a day of special at- tempt to excel in your efforts, ‘CHICAGO — 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 Information Call Telephones Citizen 4322 Bell M. 4470 EE we Ree One half black fast of the Union Station GRAND RAPIDS NICH August 20, 1924 OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.50 and up EDWART R. SWETT, Mgr. Muskegon sas Michigan HOTEL KERNS Largest Hotel in Lansing 300 Rooms With or Without Bath Popular Priced Cafteria in Connection Rates $1.50 up E. S. RICHARDSON, Proprietor INDIA TIRES HUDSON TIRE COMPANY Distributors 16 North Commerce Avenue Phone 67751 GRAND RAPIDS, MICH. The Durant Hotel Flint’s New Million and Half Dollar Hotel. 300 Rooms 300 Baths Under the decctenn of the United Hotels Company HARRY R. PRICE, Manager This information HUA ND LINES To Chicago 8:05 P. M. Daily Grand Rapids Time From Chicago 7:45 P. M. Daily. Chicago Time FARE $4.20 Boat ‘rain Leaves Grand Haven Electric Station 8:05 P. M. 1 Block East of Hotel Pantlind Route Your Freight Shipments THE GOODRICH way “Operating Steamships Every Day in the Year,’ and Grand Haven, Muskegon Electric Ry. OVER NIGHT SERVICE City Ticket Office Corner Pearl and Ottawa Consolidated Railroad Ticket o Offices Citz. Phone 64509, Bell Phone M. 554 W. S. NIXON, General Agent Freight and Passenger Department Electric Railway Station One Black East of Campau Square Phones Citz. 65671, Bell Main 671 L. A. GOODRICH, Traffic Mgr. With Columbia Hotel KALAMAZOO Good Place To Tie To Lansing’s New Fire Proof HOTEL ROOSEVELT Opposite North Side State Capltol on Seymour Avenue 250 Outside Rooms, Rates $1.50 up, with Bath $2.50 up. Cafeteria in Connection. 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. 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. CODY HOTEL GRAND RAPIDS $1.50 up without bath RATES { 2.50 up with bath CAFETERIA IN CONNECTION \ Hotel | Whitcomb Mineral Baths THE LEADING COMMERCIA AND RESORT HOTEL of SOUTHWEST MICHIGAN Open the Year Around Natural Saline-Sulphur Waters. Best for Rheumatism, Nervousness, Skin Diseases and Run Down Condition. J. T. Towngend, Mgr. ST. JOSEPH MICHIGAN cy ->> =e = August 20, 1924 MICHIGAN TRADESMAN 25 Gabby Gleanings From Grand Rapids. Grand Rapids, Aug. 19—The Reed & Wiley Co. has sold lettuce and to- matoes during this season to the amount of $1,000 per day. They are operating both their Madison and Eastern avenue greenhouses to full capacity. This company recently pur- chased the three-story and basement building at the Southeast corner of Ottawa avenue and Louis street and is putting it in shape for two new oc- cupants. The top floor will be util- ized by Frank Brogger as a bowling alley. The basement, first and second floors have been leased by Allen & Dorthy for use as a garage and auto- mobile sales office. David E. Keyes (Judson Grocer Co.) and Mrs. D. E. Stearns were married Saturday at Wyoming Park. Mr. Keyes will relinquish his home at 241 Charles street and take up his resi- dence at the home of the bride, 321 State street. Mrs. Stearns was the widow of D. E. Stearns, who was en- gaged in the dry goods business at Big Rapids twenty-five years and sub- sequently traveled for the Broadhead Worsted Mills, Jamestown, N. Y., for many years. She is the proud mother of two sturdy sons, who have both made their mark in the Government service. The happy couple are spend- ing their honeymoon at the summer home of the bride on the South shore of Black Lake. Allan F. Rockwell (Brown & Seh- ler Co.) has returned from Wall Lake, Barry county, where he and his wife spent their summer vacation in their own cottage. During the time they were absent from home they stipulated they were to receive no letters and no daily papers. Allan evidently believes that the only way to obtain real rest is to get away from all the refinements of civilization. Bathing, boating and other forms of out-door sport will entertain the mem- bers of the Travelers’ Protective as- sociation and their friends at the an- nual outing of post A next Sunday at Morrison’s lake. The picnic will be held on the grounds of L. C. Harris, of Grand Rapids, who has offered the use of the place on the lake front to the association. Arrangements are be- ing made for picnic tables and other picnic equipment. Annually, the mem- bers of the T. P. A. arrange a great outdoor picnic as their fraternal social event, and, this year, Gerald R. Ford, past president of the post, and general chairman of the outing, promises something new in the way of enter- tainment, regardless of the weather conditions. Notices have been mailed to members asking them to bring their own baskets with the necessary uten- sils, while the post will furnish peanuts, ice cream and soft drinks. “Bob” Teale, the playman, will super- vise the sports which will be designed to accommodate both young and old. About 500 are expected to attend the picnic. alee Items From the Cloverland of Mich- gan. Sault Ste. Marie, Aug. 19—Walter Smith, of the Soo, has purchased the Dausen cafe and restaurant, at Trout Lake, which he will conduct under the name of Smithy cafe and restaur- ant. Mr. Smith has been connected with the Belvidere Hotel here. The tourist business here is on the increase and our famous camp site is called the tented city. On Aug. 5 there crossed the Straits 246 automo- biles; 179 of this number came to the Soo, where they usually prolong their stay, there being so many beautiful side trips out of the Soo that can be made in a day or two, with the Soo as headquarters. Reuben Erikson, of Manistique, who for several years was employed in the jewelry department in the Putnam store and later moved to Muskegon, has decided to engage in business for himself in Norway, where he has rent- ed a store and will open for business in a short time. The grocery store of Harry McIn- tyre, at Oak Ridge, was destroyed by fire last Sunday. As there were no fires in any of the stoves at that time, it is thought that the fire was started for revenge by some of the moon- shiners who have been trying to get even, as Mr. McIntyre joined the State troopers some time ago. Being well posted as to where the stills were in operation in his vicinity, he made a record catch, rounding up many of those engaged in the manufacture of moonshine. Mr. McIntyre was at Ne- gaunee at the time of the fire and his wife and children had warning that something might happen, so they slept at one of the neighbors the night of the fire. What this country needs js more women in the home and fewer in pol- itics. Charles O’ Hearn, year conducted a men’s furnishing store on Ashmun street, has sold his stock and discontinued ‘business. He is a candidate for sheriff and_ will spend his time campaigning until after election. When a man is still too young to die and too old to have any fun, he becomes a philosopher and sets out to tell others how they should behave themselves. The Hewett Coal Co., which has been engaged in the coal business for the past two years, has dissolved, John Bell withdrawing and _ transfer- ring his interest to Frank M. Hewett and Austin Lipsitt, who will conduct the business hereafter. George Thomson and _ family, of Bay City, spent ten days here visiting relatives. This was Mr. Thomson’s first visit to the Soo. He was much pleased with our city, as it far ex- ceeded his expectations. He had heard of the many advantages and delightful scenery, but could not see it all in the time alloted. He has seen many places in his travels, but tells us the Soo has them all faded. The Upper Peninsula Medical So- ciety held a two day session here last week. Dr. Frank P. Bohn, of New- berry, was elected President and Es- canaba was selected as the place for the session next year. Most things are governed by the law of supply and demand, but making mistakes isn’t. It will be good news to the travel- ing public to learn that the Wolverine Hotel, the only hotel at DeTour, is being redecorated and refurnished and will be open to the public about Aug. 31 under new management. Mr. and Mrs. Oatis Wilke have leased the hotel and will cater to the public. Mrs. Wilke has had two years’ experience in the hotel business and has been serving meals ever since the Hotel DeTour was destroyed by fire some years ago. She has a reputation for fine home cooking and the traveling public will appreciate the accommoda- tions which are so badly needed at DeTour. William G. Tapert. —_~+~+-__ A Case of Mistaken Identity. Mears, Aug. 19—Long time since I bothered you, eh? Was going to write you regarding the big anniver- sary paper of a week ago, but it took me so darn long to read it I did not have time to write. I am getting so darn slow in my old age that it takes all my spare time to peruse the Trades- man. I was amused at your attack on speed maniacs in the last issue. Sure, people will confine themselves to 35 miles per hour just as soon as the law requires the manufacturer to gear machines to that. Say, E. A, how fast can your new car go? If I am not mistaken, I recently was saun- tering along on a good pike near Grand Rapids on a serene Sunday af- ternoon at 35 per hour and a car went around me like a high geared airship who for the past ‘and was out of sight in a split second. Up to reading this article in the Tradesman | would have sworn it was you, but in the light of your editorial condemnation of speeders, | see now how mistaken [ was. It could not have been you at all. Say, how could a fellow, say, leave the Tradesman office after lunch, drive to Shelby, stop and hunt up Charlie Churchill; then go on to Hart and visit Carl Flood; then proceed to Juniper Beach, have a picnic meal, then stop at Mears to locate the Chronic Kicker and then return to Muskegon with a_ short stop, and back to Grand Rapids in time for regular dinner—and_ keep within the 35 miles limit? I suppose this could not be done on any regular day, though it must have been done about July 4, 1923. Every one has his own solution of the 35 mile limit. Mine is this: I drove a tack through my guage at 35 and it can’t register more, although I sometimes have a_ hard time to convince some rube cop with a tin star. When driving through Al- legan county I am careful that the needle in the guage don’t hit the tack. Yours for less speed. Chronic Kicker. —_+---+—___ Renewed Activity at Boyne City. Boyne City, Aug. 19—The W. H. White Co. has completed the over- hauling of its mill at this place and has its logging equipment in the Up- per Peninsula in shape to ship timber. Manufacture of lumber will commence Monday, Aug. 25. Some of us have in the past been peeved as the early morning whistle disturbed our beauty (?) sleep, but a goodly portion of Boyne citizens will be glad to hear it again. The furnace of the Charcoal Iron Co. of America is being overhauled preparatory to blowing in again, which is welcome news to the business in- terests of the town. It is hoped that the company will find it to its advan- tage to keep this important industry in operation for a good period. Boyne City has enjoyed a good resort trade this season, but there is nothing that can replace the everyday income of ¢ good going industry in building up a community. Maxy. a New Store For Ishpeming. Ishpeming, Aug. 19—Levine Broth- ers, well known Negaunee merchants, have secured from the local lodge of Od Fellows a lease to the store build- ing which is shortly to be vacated by the Skud Estate, which is closing out its business. The new store will be an exclusive readyxto-wear and dry goods establishment, with complete lines. New fixtures are to be installed and the place made very attractive. Levine Brothers have been engaged in business in Negaunee for some years and have been quite successful. Their father, the late B. Levine, was one of the pioneer merchants of Marquette county. Last Saturday evening thieves en- tered the store of C. F. Sundstrom, in Michigamme, by forcing open one of the rear windows, but they found less than two dollars in the cash register, this being appropriated. Fine Delaine 48c Medium 46c Ship Your Wool to TRAUGOTT, SCHMIDT & SONS 560 MONROE AVENUE, DETROIT, MICH. and get the following high prices F. O. B. Detroit: Fine Clothing 38c Rejections 36c 400 Rooms—400 Baths MORTON HOTEL When in Grand Rapids you are cordially invited to Visit, this new and Beautiful Center of Hospitality. At Rates from $2.50 W. C. KEELEY, Managing Director. Dine or Dance in Menus in English Rooms $2.00 and up. The Center of Social and Business Activities THE PANTLIND HOTEL Everything that a Modern Hotel should be. With Bath $2.50 and up. Excellent Cuisine Turkish Baths WHEN IN KALAMAZOO Stop at the American Tote! Headquarters for all Civic Clubs Luxurious Rooms ERNEST McLEAN, Mgr. Corner Sheldon and Oakes; Facing Union Depot; Three Blocks Away HOTEL BROWNING GRAND RAPIDS 150 Fireproof Rooms Rooms, duplex bath, $2 Private Bath, $2.50, $3 Never higher HOTEL CHIPPEWA European Plan HENRY M. NELSON Manager MANISTEE, MICH. New Hotel with all Modern Conveniences—Elevator, Etc. 150 Outside Rooms Dining Room Service Hot and Co!ld Running Water and Telephone in every Room $1.50 and up - 60 Rooms with Bath $2.50 and $3.00 Sober vecx 26 MICHIGAN TRADESMAN — > DRUGGISTS SUNDRIES F 5 Does Personality Count in the Drug Store? Not long since an article came out in a well-known leading publication ad- vocating the elimination of personal- ity from the individual business. The arguments advanced were rather plaus- ible. It was pointed out that person- ality really meant a one-man business in which good will and confidence cen- tered about the individual, and made this asset of precarious value in the even of the death or withdrawal of that person for any reason. The idea was urged that it was a safer plan to build up an organization which could be handled in large meas- ure by capable subordinates, thus leav- ing the time and energy of the prin- cipal of the business for the executive work and constructive, forward-look- ing plans. Now all good advice must be taken strictly in relation to the situation un- der consideration. It is rather unsafe to lay down hard and fast rules and to declare them applicable to all business. What may fit in some cases may not in others. A factory or a large industry built up in the main along departmental lines may be handled successfully, in some cases at least, according to the plan above suggested. But the aver- age drug store is a different proposi- tion altogether. Here we have a busi- ness which is actually built up about personality. Almost inevitably the success of the apothecary shop depends upon the man at the head of it, the following he has built up, and the ideals he has incorporated into the dif- ferent parts of his business. In this connection it must be re- membered that the great majority of drug stores are represented by an in- vestment of from three to ten thous- and dollars, so that the personality of the proprietor easily and_ rightly dominates the conduct of affairs. Even when we step up into the next class of stores representing an invest- ment of from ten to thirty thousand dollars, this remains true. People know the proprietor, look upon him as a friend, have confidence in his judg- ment and rely to a surprising degree upon his opinions and advice. When we get into the large drug store class where one or two hundred thousand dollars are represented in fixtures, stock and assets, personality is less apparent to the casual observer. Nevertheless it counts. The man who is at the head of such a business is rather certain to be the leader in com- munity progress and enterprises. His personality is felt in big affairs. Fre- quently he has begun as a small drug- gst and because of merit and atten- tion to business, his affairs have pros- pered and grown into a business of large size. The writer can recollect such stores where the superficial on- looker would have said, “That busi- ness will carry on by means of its own momentum. The public at large does not pay any particular heed to who is captain of the ship, so long as they are served to their satisfaction and everything is bright and attractive.” several Yet in many cases when such busi- nesses have changed hands, there has been a gradual letting down, and a complete change expressed in the per- sonality and personnel of the estab- lishment. In not a few instances such businesses have ceased to pay, and a complete change of ownership or pol- icy, or discontinuance of the business altogether have been necessary. In the case of chain store units, the situation is somewhat different. As far as possible, everything is standard- ized or worked out according to a given pattern. Of necessity, a more or less uniform policy obtains, and so_per- sonality and individuality are a factor much less likely to be present. Even where resident managers are employed it is almost impossible to make the same personality impression as where the owner of the business himself is on the job. This condition is true in part at least, because the drug business is a delicate blending of the commercial and professional. The public is not so particular who measures its rib- bons, fits its shoes, and sells its gro- ceries. But when it comes to the dis- pensing of medicines, the selection of drug supplies and the discriminating choice of toilet goods, perfumes, rub- ber goods, stationery, camera fittings, sponges and chamois—and all the rest, then the customer wants to feel that he is being served by some person who really knows what is what, and who can be relied upon to give satis- factory value, and skilled professional service. Charles H. Schwab advises business men who would succeed to cultivate personality. He “Personality is to a man what perfume is to a flower.” says: Personality is what makes you and me different from the ten thousand other people about us. It is the way —the peculiar way—we think and talk and act and smile. It is the manner in which we react to people about us. It is the degree of friendliness which we show, the amount of interest we are capable of putting into anything which we give our attention. It is the judgment we display based on the experience we have had. It is the amount of nervous energy we put into a job. It is the ability to know when to persist and when to stop. The personality of a certain great man is a matter of constant remark. He undertakes big enterprises, and they do not always succeed. When he finds that a venture is clearly a doubt- ful or losing one, he proceeds to dis- pose of that lame duck. His argu- ment is “Why keep it?’ On the other hand, if an enterprise is promising or can be promoted by reasonable shrewd- ness, he presses his advantage. The secret of this man’s personality is wide-awake resourcefulness. In the drug store the hours are so long, the details so many, and the re- sponsibility so great that the druggist is in danger of not realizing that there is such a thing as sticking to business too closely, or sticking to one’s task too long. To be sure, concentration and sustained effort are necessary to get anywhere—but we want to be sure that we are concentrating on the right thing, and that our sustained effort is of the right type. Many a druggist would get farther ahead in point of personality and profits if he would get out more, have a little more fun, and become a better mixer in the com- munity. Said one druggist: “I see most all the folks in this town right here in my own store. I don’t need to go out to mix with them.” That druggist was wrong. If he wants to meet people on their own ground, he must go where they are. He must learn their interests and be- come acquainted with them aside from the restraint of business. He must learn to know people in their own en- vironment, and then he will discover that the individuals he has thought drab and uninterestiong are fascinat- ing and amazingly intelligent in their own fields. He will cultivate friend- ships and find where he can serve to better purpose than he has ever served before. Many a druggist holds himself to staying in his prescription room or be- hind his counter, when he would get farther ahead to go home and take a nap, or to get out into the air for a time. There is no particular virtue in plugging away stolidly when a brief respite would brighten one up mental- ly and make it easier to smile and to be pleasant. One of the surest ways to cultivate a happy personality is to be physically fit. The druggist must practice what he preaches. Yes, personality counts in the drug store, and no man who is ambitious to succeed can disregard it. Personality has a distinct relation to the size and fatness of our bank accounts. Let’s remember that and cultivate person- ality—the perfume, the essence, the ac- tive principle of the joy of the job. Personality wins and holds. Bruce F. Richards. ——_ + .____- What Should a Pharmacist Know? From the beginning the chief duty that has characterized the pharmacist is the compounding of physicians’ pre- scriptions. This duty in conjunction with the ordinary sale of drugs over the counter made it highly necessary for the pharmacist to acquaint him- self with a vast amount of specific knowledge regarding drugs, if he hoped August 20, 1924 to discharge his duties properly. In the study of pharmaceutical edu- cation from the functional point of view it was decided, first, to make a thorough canvass of the knowledge required to compound prescriptions properly, taking into account every- thing from the method of receiving the prescription until it leaves the hands of the compounder as a _ thor- oughly finished product. The vast amount of information often required to compound even a fairly simple prescription is astonish- ing, and a consideration of the ma- terial afforded by a study of thousands of prescriptions should furnish a basis for determining the specific knowl- edge necessary for their safe and effi- cient compounding. In a like manner the questions asked of the pharmacist in the daily routine of drug store practice will be grouped and studied with the idea of determin- ing the background necessary in order that the pharmacist may answer these questions intelligently. The Latin of the prescription, modes of manufacture and knowledge of physiology and anatomy will all in turn be exhaustively considered. In addition there will be the matter of the necessary apparatus or equipment for the pharmacist which will be based upon the actual needs in general drug store practice. Since a proper equipment of ethical principles is a prime requisite for a well ordered career, and since a knowledge of sound business principles is essential for the successful conduct of any enterprise, the ethics and econ- omics of the store must be carefully studied. Convinced that first hand informa- tion is desirabe, which information can be secured only by actual visit to the pharmacy, the committee has com- menced the survey of one hundred pharmacies in each of fifteen centers in the United States. This will in- clude cities in the East, West, North and South and drug stores of all repre- sentative kinds, such as, rural drug stores, neighborhood stores, ethical pharmacies, Polish, Jewish, Italian, Negro stores, etc. The question of research in all its applications will be studied to deter- mine, if possible, the extent to which encouragement of the spirit of researc’ is necessary and desirable in order that the pharmacist and his profession may progress in keeping with his needs and deserts. Further, a summation of the knowl- edge a pharmacist should possess, in the opinion of physicians, dentists, vet- erinary surgeons, health officers and manufacturing pharmacists will fur- nish valuable material for study. This data together with the material indi- cated above, should, if properly in- terpreted, serve as a satisfactory basis for determining the specific knowledge a pharmacist should have in order to serve the public fully. ——~++ > Out of Kilter. “Mama, is it lunch time yet?” No, darling, not for another ‘hour.” Well, then, my tummy must be running on fast time.’ —_>+<-__ People who get to the top are not afraid of up-hill work. > ~ <> od mes a > Aug ust 2 20. 1998 tC M Ic HI | GA INK O N cin ae PEN S TRAD PAS oe INCIL Te PP] ESM Ene : bee as ecg LEAD KILLING 3LETS | WHO AN LT PEN 7 Bl CON CILS MENT INCI UANKS MPOS L eau miele oe LANs iene : Pri ESALE P a a ee eX is eee oe aiteeeine — DR AINTS JACK T GU IXTR RTD tS. PE . INKS ted U TH oe sein - = i: oS MENTS = = Eons A are no P 5 UMB TA BE a RD Hg pe ae we . COM- cant Powa) minal, Me RICE 20X ACK AINT ASE , STAN LOPE ) - = XES, N OKs I NTS, R SERS LATE PELLIN LDER olic ~ ne 15 @ sed on CU LEZ NOTE RAW RULE , CE PEN — | is 2 Lav ma RR 27 AF ER WIN JER TALK NCI PEN . 44 @ 5 Li end rk Pp NOT Poa GT iS, S KS LS aN - gi o ar F et th EN ADS, ¢ rE BC 2 Wisconsin Wisconsin new Lonenerb 20 2a Michigan Full Cream 23 New York Full Cream 26 Sago eee ee CHEWING GUM. Adams Black Jack ---- 65 Adams Bloodberry ---- 65 Adams Dentyne ------- 65 Adams Calif. Fruit ---. 65 Adams Sen Sen ------- 65 Beeman’s Pepsin ------ 65 Bocehnnut 2... 70 Doublemint 65 Juicy Fruit _._-____- 65 Peppermint, Wrigleys -- 65 Spearmint, Wrigleys -- 65 Wrigley’s P-K -------- 65 Viene 2220 oe 65 Teabperry 22.22) i 65 CHOCOLATE. Baker, Caracas, %&s -. 37 Baker, Caracas, 4s -. 35 Hersheys, Premium, s 36 Hersheys, Premium, %8 36 Runkle, Premium, %s_ 29 Runkle, Premium, %s_ 32 Vienna Sweet. 24s _.__ 2 10 COCOA Bunte, %e —_-_-_..__. 43 Bunte, % 1b. __._______ 35 Bunte, 1D, oo Be Droste’s Dutch, 1 lb.__ 9 00 Droste’s Dutch, % Ib. 4 75 Droste’s Dutch, % Ib. 2 00 Hersheys, ¥%8S --------- 33 Hersheys, %8 --------- 28 Muyler 22 36 Lowney, 48 —----__-_.- 40 Lowney, Be 40 Lowney, Ss oe 38 Lowney, 5 lb. cans --.. 31 Runkles, Se 32 Runides, %s8 2. - 36 Van Houten, 4s ------ 76 Van Houten, %s ------ 15 COCOANUT. 4s, 5 lb. case Dunham 42 %s, 6 Ib. case ------— 40 %s & %s 15 Ib. case__ 41 Bulk, barrels shredded 22% 48 2 oz. pkgs., per case 4 15 48 4 oz. pkgs., per case 7 00 CLOTHES LINE. Hemp; 50 (f. 2 25 Twisted Cotton, 50 ft. 1 75 Braided; 50 ft. -______ 2 75 Sash Cord — 4 25 HUME GROCER CO. ROASTERS MUSKEGON, MICH COFFEE ROASTED Bulk Rip 22 25 Santos oe 38@35% Maracaibo __.._--.___ 37 Gautemalia 39 Java and Mocha -__- 44 Bogcota: - 3s 41 PEADEITY — 35% McLaughlin's Kept-Fresh Vacuum packed. Always fresh. Complete line of high-grade bulk _ coffees. W. F. McLaughlin & Co., Chicago Coffee Extracts M.. ¥., per 100 — 12 Frank’s 50 pkgs. ---- 4 25 Hummel’s 50 1 lb. -- 10% CONDENSED MILK Leader, 4 doz. —----- 6 75 Eagle, 4 doz. -------- 9 00 MILK COMPOUND Hebe, Tall, 4 doz. _. 4 50 Hebe, Baby, 8 doz. -. 4 40 Carolene, Tall, 4 doz. 3 80 Carolene, Baby ------ 3 50 EVAPORATED MILK Quaker, Tall, 4 doz. __ Quaker, Baby, 8 doz. Quaker, Gallon, % doz. Blue Grass, Tall, 48 —_ Blue Grass, Baby, 96 Blue Grass, No. 10 —_ Carnation, Tall, 4 doz. Carnation, Baby, 8 dz. Every Day, Tall pom pee pe pe oe te ee te ee _ or Every Day, Baby ---- 4 4 Pot, (all. 50 Pet, Baby, 8 oz. ----. - 4 40 Borden's, Tall _--_-_— 4 50 Borden s Baby ——_--__ 4 40 Van Camp, Tall ---- 4 90 Van Camp, Baby ---- 3 75 CIGARS Lewellyn & Co. Brands Dixeco 100s, 5¢ 2 35 00 Wolverine, 50s ---- 130 00 Supreme, 50s ------ 110 00 Bostonians, 50s ---- 95 00 Perfectos, 50S ~----- 95 00 Blunts, 50s —---_-- 75 00 Conchas, 50s —----- 15 06 Cabinets, 50s ------ 73 00 Tilford Cigars Tuxedo, 508 2--__- 75 00 Worden Grocer Co. Brands Master Piece, 50 Tin- 37 50 Henry George 60 Harvester Kiddies ~~ 37 50 Harvester Record B.--75 00 Harvester Delmonico 75 00 Harvester Perfecto-. 95 00 Websteretts -------- 3 Webster Savoy ---- 75 00 Webster Plaza -.---- 9 Webster Belmont__-110 00 Webster St. Reges_-125 00 Starlight Rouse 0 06 Starlight P-Club -- 150 00 La Azora Agreement 58 00 La Azora Washington 75 00 Little Valentine 7 60 Valentine Victory -- 75 00 Valentine Imperial —. 95 00 iona 0.0 8000 Clint Ford —-_______- 35 00 Nordac ‘Friangulars, 1-20, per M= 5 00 Worden’s Havana Specials, 1-20, per M 75 00 Qualitiy First Stogie 18 60 CONFECTIONERY Stick Candy Pails Standard: oo oe a7 Jumbo Wrapped ---- 19 Pure Sugar Sticks 600s 4 20 Big Stick, 20 lb. case 20 Mixed Candy Kindergarten =. 18 leader: 2200 17 RE Oo 14 French Creams ------ 19 Cameo oo 2 ee 21 Grocers: = 2 12 Fancy Chocolates 5 lb. Boxes Bittersweets, Ass’ted 1 70 Choc Marshmallow Dp 1 70 Milk Chocolate A A-_- 1 80 Nibble Sticks Primrose Choc. No. 12° Choc., Dark — 1 No. 12, Choc., Light — 1 75 Chocolate Nut Rolls — 1 75 Gum Drops Pails Amine 17 Orange Gums -------- 17 Challenge Gums ~------ 14 HMavorite —._ 20 Superior, Boxes ~----- 24 Lozenges. Pails A. A. Pep. Lozenges 18 A. A. ink Lozenges 18 A. A. Choc. Lozenges 18 Motto Hearts 2 Malted Milk Lozenges 22 a arene a Hard Goods. Pails Lemon Drops 2 20 O. F. Horehound dps. 20 Anise Squares —------- 19 Peanut Squares —_---- 20 Horehound Tabets —-~ 19 Cough Drops Bxs. Puenam's, 2 1 30 Smith Bros, -. 1 50 Package Goods Creamery Marshmallows 4 oz. pkg., 12s, cart. 95 4 oz. pkg., 48s, case 3 90 Specialties. Walnut Budge 00 23 Pineapple Fudge —_--_- 21 Italian Bon Bons _-_---- 19 Atlantic Cream Mints_ 31 Silver King M. Mallows 31 Walnut Sundae, 24, 5c 80 Neapolitan, 24, 5c _.__ 80 Yankee Jack, 24, 5c __ 80 Mich. Sugar Ca., 24, 5c 80 Pal O Mine, 24, 5c ___. 80 COUPON BOOKS 50 Economic grade . 2 50 100 Economic grade __ 4 50 500 Economic grade 20 00 1,000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly print front cover is furnished without charge. CREAM OF TARTAR 6 lb. boxes -.-.___ iman 38 DRIED FRUITS Apples Evap. Choice, bulk __-- 15 Apricots Evaporated, Choice __-. 20 Evaporated, Fancy ---- 26 Evaporated Slabs ---_. 16 Citron 10 Ib. box 22005 48 Currants Package, 14 oz. ~----. 19 Boxes, Bulk, per Ib. -. 19 Greek, Bulk, lb. ---- lo& Peaches Evap., Choice, unp. --- 15 Evap., Ex. Fancy, P. P. 18 Peel Lemon, American -_-~ 25 Orange, American —_-~ 26 Raisins Seeded, bulk, Calif. _. 094% Seeded, 15 oz. pkg. -. 11% Seedless, Thompson __ 094% Seeded, 15 oz. pkg. —. 11 California Prunes 70@80, 2 5lb. boxes ~--@08 60@70, 25 lb. boxes _.@08% 50-60, 25 lb. boxes ~-@11 40-50, 25 lb. boxes ~-@15 30-40, 25 lb. boxes __ 16% 20-30, 25 lb. boxes ~_@22 FARINACEOUS GOODS Beans Med. Hand Picked ~~ 05% Cal. luimas’. --- = 13% Brown, Swedish —----~ 08% Red Kidney —__----- 08% Farina M4 packages oo 210 Bulk, per 100 lbs. ~~ 05 Hominy Pearl, 100 lb. sack ~. 4 00 Macaroni Domestic, 20 lb. box 09 Armours, 2 doz., 8 oz. 1 80 Fould’s, 2 doz., 8 oz. 1 90 Quaker, 2 doz. ---—- 1 80 Pearl Barley Chester 22236 a e425 00 and 0000 __-.---~-- 6 06 Barley Grits __-_-.. 0 Peas Scoten:, Ib. 07% Split, lb. yellow ---.. 08 Split, green 20 Sago Hast India = 22.0 11 Taploca Pearl, 100 lb. sacks -- 11 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant -. 3 50 FLAVORING EXTRACTS 1 1 2 2 450 ___4 ounce .. 6 00 775 _..8 ounce —- 10 90 15 00 ..-16 ounce -- 20 00 29 00 __.32 ounce -_ 38 0¢ Arctic Flavorings Vanilla or Lemon 1 oz. Panel, doz. ---- 1 00 2 oz. Flat, doz. ~_--.. 2 00 3 oz. Taper, 40 bot. for 6 76 Jiffy Punch 3 doz. Carton -----.__ 2 25 Assorted flavors. Mason, pts., per gross 7 70 Mason, qts., per gross 9 00 Mason, % gal., gross 12 05 Ideal, Glass Top, pts. 9 20 Ideal Glass Top, ats. 10 80 Pallon 15 25 FRUIT CANS. Mason. Tait pint oo oe 7 10 One pint (2 7 55 One quart 2.2. 8 85 Malt gation 9... 11 10 Ideal Glass Top. Halt pint ao 9 60 One Pint 10 10 One quart 2 10 90 Half gallon _________ 15 10 Rubbers. Good Luck ~.______ 75@80 <> ace aw i o~ tro bh -_ na>owrr ou we euooeo es ee ee a. August 2 st 20, 1924 MICHIGA N TRA DE SM AN 29 Jello- O, ce Euox's " sparkit x Pi s Sparkling, doz. in a ~— ag doz. 2 :¢ 4 oe sg ol doze alec doz doz. 2 ze 5% aS ar, pl zen — lymouth, White -—- g 9 02. SE ger ogee 3 doz. @ ---- i - 20 ae ie oon ata : 30 o ce a, 3 . a ‘ in, ° By Per ? ee "306 6 02, iar, Bl. Pc 2 ae SP Pc Si oe . : c u. ‘-- Ss a. eG gmc. H io p-siae a 1 = Pure a Ales 18 00@2 Bake P AN ---- 11 oz. J stuffed, dz. 2 50 een 00. ae r Sal ure, 3 D PR be ar, Stuff Scie i st ae ie’ t, 280 Ib. ure , 30 Eads Pp r, st 1 FF, 50@ 0 i ails ~-2aave ce Y, 9 . Ib. — Rone el Buck 6 oz. Ib. pails 3 8 EAN uffed d 4m & . pails ___ ad ance % 8 ania. "¢ 07 Mira eye, 2 Asst., Is 19 UT B z. 70 Ib. ls —_ -advan % ' la 5567 O cle C , 22 oz doz. 1 0 < UTTE 0 3 1b pails _-adva 2° 5 la D ., 10 ” 20 R. Gann pai ~---a nce % 30 @ utch Z., 1 wT amLLy auaeees = err 2s --- Cc so, , : ‘ : — me pasa Sausage ee *5y _— No M es oT ‘0 woe _— ooner— st v72 o pore ale ’ . Hsp cee = Liver ———-------- : e Rub Ne ms Se a ent RGA OF ub Wo Mor 10 a gal ua G St RIN P ee 12% ec shane d : ABL ee 50 on Rng ig? Br . ot fort ---------- = in oe a if Le 2 86 —_ a Pp E SAUCES. 2 80 Good Lu if Ib. ands. Ts wane 18 - s 0 eo ee a 4 ea . Perrin S. a — 2 Ib. ___. 25% seen aoe — igen eee — oo 48, 00 Pepper Perrin, ong 6 Gilt Edge, god on 25 B smi NEUE | ——-—--------- 11 Fe 3 a; doa 3 85 or ee mall_. 3 00 Deli Edge, - _ 2 8 oz ea tins Smok ee aR 11 ALT er : oem ~ $s Tobasco, 2 wenn 3 35 a ce ite on o Brand Home moked Meats 14 Seecnee i on 2 A-l You. 8 i 40 i 2 oe ae” ig a ae coinage ee _——_ ee 0, 10 oz. 6 40 a> = a a eae 9 fy lb. pai ils ase m, dr 18. it a 2G Od a Speedse » 24 ra oz. 4 1 rge ., doz 25 foo me Corgi 14 Ib ea aie one, ied beef a7 WS Sunbrite 3 doz ie AcL. small 30 Special Coun 8. 25 Ib. pai in crate Pi ifornia He = andot yaaa mall —----——- Country Tr Ib. ils erat icni ia Hams 38 otte, an 7 20 cea 315 Van W untry roll__ 24 50 Ib. _ --------- . Hain PE acai _ pol oa 400 M TEA -—- #% c esten -- 27 P pails ---------~ Boile ie @ ft : A Ww ICE --- 4 75 Mediut Japan artoad brugg eae Mi on Wa : 3 Per Uspic hole Horace a n. oe I LEUM PRODU Baca Ham 2 oo i. ee eee Fancy ps or -erfecti oD mo. a. 35 @38 lodiz vase lot bs ‘assia, Zanzibs a No. 1 25@30 Red oo oo aoe a “— @15 nr i. aie au 2 40 Cankin. Pstreyecead -- -- @13 1 “ip 1 Nibbs sg 44 Tank Wa Oe aceitan 4 a Beef 18 @30 don WE sere 7 = Ginger 5c. pkg ano oe . pkg. Sifti err age ee soline, mt r new — 23 00@2 orcester 3 00 Ginger, African’ doz. Sa. enetes Baas 53 T ganas . as « Mace ’ ‘ochi ae J Te . 2 Capitol “C ne Gasoline 38° Condensed” N 28 ones 00 Mixed Penang —— a cas tle ph 2 iden ed No. . cece. oe _ @36 FP Oe, oe re Ww — edn uae 20.6 Moist ea, Bakers be a Nutme 5e Eo = gs Pekoe, neyo ss@10 Nuco: la gine__ % Pi ass rick Nutr gs, 70 8., wae 22 >diun , ol nial et Q * e-- 23. a 8 ena Pap 2 @45 & Eng! = ‘oa, 2 ===} — @olarin 2 4b i Feet 8 00 epper cae Dey 5 Congou ish B es cee! — Polarine 13.2 % ie 4 Pp . Bk 5-110 " es foe - Medi nian 2 Bib 251% ol bbls A0Be Wig os , Pure ack aoe Cc sou, Cc ium st Crescent, Me beg arine 1 bbl. paste Alispice, “Jama _— p ongou, a Jae 98 Diamond, 144 _ Li ' Kits, 15 F ss passa Booey eux oe pre soa 35@36 ear , 14 --- sigh ron 1s , 25 ripe i . ia : zibar nelle C lium on @43 oe ae yrs a 8 Sg tiga Barrels % che, : Ginger, Canton -- Gi oe ae Red ‘ick, , 144 box. 8 0 Heav ry eet : bbls., A) omnes 4 ustar yy 2 ol meas @45 ncy (pees Ht Mog ig ee a ee 5 pee Bb i ae 2% Su is bx . ach ‘feayy ae Beer’ S| pay ene oe ipa Toe Nutmegs i... @28 Coton.t 3 TWINE a 8 atc 00 frans ce - Ss mid Bee @ Ss. 12 Sg ska . per -- cos. Gee otton, 3 ply c No MIN gro. oe Finol mission = a 66.2 heep, a dles, . iauaae he ae a ef a oh = ack c Coe. @%5 W ial ¢ 3 ply we ae Quak oe aoe 4 75 Finol, oe ae oe skein 1 754 2530 ae oe ron gs S. -. 6 05 Papeik: White —---—. @18 - alls” ~~ 82 uake “h, T arov ° s, doz. ‘9 OF: 7 A-Butte . i e eee Piles Rania 4 g Cide VINEGAR | af Libby,” K (2 ee Parowax, “100, Ib. a] Fancy Blue Ro: “7 AA-Butt eee aot aa a Sean @s on ow -- 20 , Kegs, - 5 Pa vax, 40, b. 190 F ee Rose 7 ‘lain 5 esac anerea nanan ai 39 Whi wine” af , wet, It 3 60 rowax, 0, 1 ---- roken ead se 74@7 No 5O-ib. | Biles. -- 4 20 Chili Sea --- @3 rite wine’ ce: aenie 2 MOL » Ib x, 20 Ib 7.7 e airy, T a tledh ima Celer Po son 38 Vine gr: 2 A Seige of = 1 sugq ROLLED CA Tec Med ks. ao Sele >wde ng / e, 40 ain 2! — be — 2 Save ROLLED OAT 8g 9 oT ium bbl. _- 52 Sage, Salt, j Ibe _- No: & per ee grain 11 Silver ee 100 on 3% Came. eo -lb. farm 2 75 Onion § oz. on 13 No. 1 per Lise ie i Quaker, lake — sks. 3 Bags 2 »dvory, 2 eee Garlic OR. annnnnnnn 95 No & per gros eae ' Qua 18 E Fam. 3 50 Bags a lb. , 24-2 nl — 90 a per g ss eke ker, Reg um. 2 I BS 25 No cart 2 Ki oly, ik ay 3 eros __. 1 1 Moth 12s F ee Bags 50 7 oo ta ora 35 Peceies Holt . 10 Silver ¥ 12s amily N 1 85 Rock 50 Ib. oe dai é 36 penny Wau: OZ. ie 1 35 oe Hel. ws \ 1 60 Beene ke Re bts nan ae @ See ais sitter Ns OF doe i f Sacks, 90 a pe 3 25 i oo 76 Gave liga Sse tye er, No. 2, dos. 90 s, 90 lb. Fa ne : 1 45 a 60h s 70 Thyme, 1 oz. oe a 20 per doz. 3, doz. 2 50 Holl PA lta -- 3 50 . ao) Matas P oe! OF n------- 90 sauaeniea ase 00 : and R a. 60 a mily, 10 ie. 90 ENWA 80 26 Yr 3 usk' C sig F 120 60 bo ee 90 Bushe Bas RE 18 roll A decree Co. Flak ge Wl box x 6 00 : STARC a 90 a els, nar kets 36 re esi 2 bie Ohl a. Na. a 4 90 Kingsford Ps Guahal handles. band G Se 18 aren meg 4 25 Grdme aptha 100 box 3 75 owdered, 40 Ib wed narr ec No .. Brer eee] 2 carton pacendes 215 Rub N White Ne oa aT 43." ea eras 111 Bushels handles band, 17 No. 5 , 6 can Rabbit =} Arm oe eee -- 475 , Napth: More a. 100 5 00 Cuahe: oe Ib. ‘an Market, wide 8 ate Se 5 Soma oe LERATUS — 2 40 aoa Eoin ‘White 4 00 ie pkgs. 3 90 Market, drop ane 1 se a2 oc = a Gra s nr M assic oe : eo 390 « arket. sing landie 0 aes Pe — oe 5 = Sods, z pt Granulated, SODA Se hres Dos ; 00. ATE 7 4 80 Splint ” _— oon a i 0 . . ca anul: - bbs te ( x, 2 Arg : - Splint. ae > 95 No. 10 8 Br 8 to cs. é = Pl a as 2 80 Ses 100 1 id ae 100 box - 00 bu 7 . Argo. 48, 1 — Snuet aad le 1 50 No. 5, 6 ca er Rabbi 00 Bz Me CKLES s41E packe ed, 36 lbs. cs ! 80 Pal Rose ee ee 6 55 Silv , 851 ». Dkgs int, s hr 8 ) N ~ bs 12 ns to bit arrel dium ages 2% s 2 00 alm , 100 1 oe 6 50 Bk er Gi b. pk gS. ae a 50 ‘0. 21% cans case Half , 1,200 Sou Mi Cc aa lb. Lav. Olive OX . § 50 Mastic lloss cgS. 2-75 B: ees _ 7 60 No. 1%, 24 ca to ca 429 10 bbls., count . Middles OD FISH © 9 Oc a, 100 b 144 bo 7 35 Tige co, 64 1 a ie 3 10 perce _ Churn J @G§ — 36 oe to iy 4 45 gallon pots nak 19 25 Tablets ee ISH. 2 25 Pa box 2! box 11 a ree 48-1 pkgs. x te Barrel, t gal. 8. 0 No _ Di ans to es. 470 39 & ewaer = c nt 10 50 ablets, 11h Pure 151 Beata sia bew 4 90 zer. 50 Ibs. se 3 to 6 Be: gal., each... a. No. 0, 6c nah Bran 400 5 allon, 30 Small _ 9 50 doz. % Ib. ure ae os ia 5 95 CORN SYF men Bae To “ ‘S og = pac to oa gallon, _ Wood ws Pure, 91% ae ‘ irae 485 N SYRUP. 0514 No. 1 Ego 7 ma Ss No. 24 Oe ee 200 °° B00 43 0 ole cae pee Qu: dpa T r, ot _ 5 % No. 2 Star -Ases. wd ca ‘ 0 0 8 i nes 0 Cc Pu 2 uake T ) D 70 vo. 2, S Carri %. 36 cans oc 4 oie Ee orga -- 840 Mix Holtar oo 28 tices Hard 50 Ige. 2 00 a Star Ci __.., New Orleen Sie oe ca 110 HL hahaa 8 waitbani “a oe? No. 1 Star Bag ave 6 f eer Ore oo. euaw Fin bx 0 Queen: ie hk rilby S Pe OE be ee ees i Fair na Kettle ee C Anos . 20 miler’ fees a wicket “ae ine 4 60 Eclipse Mop Sticks 12 50 fae eter ce sees slue e ’ a Be sensi - rc 3 iar a . ree , Cc, N se s i eae ax » eet a eet g SH ort f Ec a ol avd a in Butter owls 30 6% 5 ear rreled . N BI case I oy Aen Pa, : ERS ed Ki No. | ce 7 ie i. Shor Back Po Farm o. 1,1 oIs. i“ = mi Ca 3 dz ne dc aro, N 5, 1 a ee in. Bu eo 5 0 t Cut ie rk P. er S 00 lb. 28 G malin ‘ake - bx 3 75 We o. 10, dz. % 95 & in ¥ ioe 0 Clear 25 00@2 nclere. Meat ie ee se ra 7 oF 3 75 ee oc : 9 00 24 0 6 00 Crush Meat. 70 95 ata a ae . 3 25 as ces __WRA open 18 0¢ ace we eres Rock 56 o 95 ene oT fo 4 20 Pe Maple 3.79 Fibre, ava or a miter Si 100 foe jee 63 «G& ust Laree 1 00 Orange, No. 114 Flav No. Manile PER r Salt, He ioe pie Dust 100s ge _ 4 00 ige, No 1%, 2 Flavor. as Fibre a, whit 80 io. bb 7 aod st, 12 Large ak: - 30 shers -- e_ 05%, . bbl 4 2 a4 Roa - Large : 00 ireen .. Maple doz. 4 05 ee Manila ae 7 tan & ms areen 4 doz a YEA Onn 0 Laun, 4 dz. — oe Resi 5 stasue EAST CAKE 09% z. 3 6 a t € aro, 19 Sun ic, 3 doz CAK A 0 ka Map! Gn 2 ‘ oeeaee a — E ae — Can —_ Yeast i 1% _ aa 270 ’ 1 Yeast Foam $8, =~ i oa eo 65 sae 1% ‘ 2 * OMPR z. 1 35 ESSED Quar t Jar 8, doz z en i Clear F : amily 9 -- 29 00@ 30 00 Blocks » 50 Ib ea Se Luste: r Box . 54 on een 2 1 Mayfio i wer uF, POF gal pat. —. 1 7H Fle Fleischman . yar 4 _ — 3 30 SOUTHERN PINE FOR PULP. Great Storehouse For Future Supplies of Paper. Your interesting editorial review on the possible future sources of raw ma- terial for the paper industry omits what is probably the most important future source of paper pulp; that is, the pine forests of the South. One of the leading paper mill en- gineers of the country undertook some years ago a systematic investigation of the great problem that faces the paper industry—the future source of its raw materials. He examined more than two hundred which have been proposed at various times for making paper. By a process of elim- ination he found that wood was by far the largest and most valuable source of supply available for the future. The development of the process in Sweden a materials Southern pine sulphate dozen years or more ago made possible the utiliza- tion of long leaf pine for paper mak- ing. The engineer above referred to built twelve years ago the first large paper mill in this country to operate with this process at Moss Point, Miss. Since that time there has been a great development in paper manufacture in the South, and paper made from South- ern pine now dominates the Kraft paper market. The chief difficulty in the use of Southern pine for paper making has been the large amount of resin in the wood. The engineer above referred to, with a group of leading paper mill ex- perts, has carried on during the past four years extended research to over- come the difficulties in the use of woods with high resinous content for paper making. More than $200,000 has been expended in this work, with the result that it is now possible to extract the resin from Southern pine, convert it into commercial resin, tur- pentine and pine oil and use the wood for pulp and paper manufacture. There are in the South more 32,000,000 acres of cut-over where the pine forests have been cut off and the stumps, heavily impreg- nated with These stumps are preserved from decay by their resin and must be re- moved to fit the land for agriculture. Surveys of typical cut-over Southern than lands resin, remain. content pine lands in Eastern Texas show that the stumps removed from an acre of land would yield on an average 7% cords of wood, from which could be extracted about $250 tur- pentine, pine oil, resin and pitch. After extracting the resin from the wood it could be converted into Kraft paper, yielding over 3% tons, worth at pres- ent market prices over $375. The experiments to process were carried out not merely on a laboratory scale, but a semi-com- mercial plant was built and operated to thoroughly test out the process and prove its practicability. Not only will it be possible in the future to utilize the enormous quan- tities of waste wood in the South where the sawmills have removed the standing timber, but there are large areas in the South where the land 13 best utilized in growing wood. The Southern pine has a far more rapid growth than the Northern spruce. The worth of develop this MICHIGAN TRADESMAN average annual growth of long leaf pine in Georgia is about double that of spruce in Maine. With proper for- estry methods, the annual growth of Southern pine would furnish an aver- age of over a cord of pulp wood per annum per acre. For newsprint paper, it is true, the main source of supply of the Eastern United States for many years to come will probably be the spruce forests of Eastern Canada and eventually of Lab- rador and Newfoundland. higher priced Kraft paper, which is chiefly used for mechanical purposes where strength is desirable, the paper made from Southern pine will inevit- For the ably take the leading position in the market. and magazine paper will be produced from the same raw material, The pulp and paper mills of North- ern New York and New England are rapidly being forced out of business by the heavy cost of their terials. Their place will be taken by mills in the South; and a very large part of the paper industry will in the Mason Eventually, high grade book y, gn ge Taw Ma- future be located below line. Charles Whiting Baker. near and Dixon’s ——_> 2. Wisconsin Pea Pack One Cases Short. from Million Reports Wisconsin pea can- ning districts further confirm the early news of the damage due to storms and floods. It is reported that one cannery in that State was destroyed by storm, including buildings and crop in the field. A field driving through a heavy pea canning that State, reports that canners think that the output of the State in canned peas for 1924 will be 1,009,000 cases by the conditions described. On the Milwaukee brokers are quoting stan- dard peas at $1@1.05 f. o. b. canneries, broker, who has been section of decreased at least other hand, circulars from for the large sizes of sweets and Alas- kas, but buyers are a little incredulous as to the quality, having seen no sam- ples, and fear that the offerings are from canneries where the crop has been bunched and hastily packed. Merritt Green, of the Marshalltown Canning Co., Marshalltown, Towa, states that in his opinion, prospects for a large vield of canning corn in that State were doubtful, as there had been considerable damage from various causes, that the crop was nearly thirty davs late, which would throw the gath- ering and canning into the frost season. Southern Michigan canners are sell- ing a few canned tomatoes of the 1924 pack, and jt is reported that they will have a fair crop. They state that their erowers got their plants out early and have had fairly good weather. Pro- duction that State is usually small, however. and not of suf- volume to affect the general market. Even canneries in the South- ern part of Michigan are too far North to get the heavy supply of sun- shine requisite to the abundant growth of tomatoes for canning purposes. The crop is making fine progress, and as it comes on the market so late usually that it cannot be gotten to the mar- kets in crates soon enough to compete with sections farther South, it must chiefly be used for canning purposes. of tomatoes in ficient August 20, 1924 Sets that Sell Quickly and Stay Sold Last season we were never able to catch up with the demand for MRC-2. Michigan Midget S One Detector and one-stage Michi an ets. Amplification _______.____ $32.50 aie Factory space doubled — and still the same was conditions. Of all the thou- sands of sets ship- MRC-11. Michigan Midget ce Al ped out and sold, $30.00 returns from all electrical causes were less than one set for each 1000 —— shipped. What MRC-12. Detector and 2- stage Amplifier _________ $57.00 does that mean to the dealer — few returns, less ex- pense, more pro- fits. The 1924-5 line is the most ad- MRC-3. Michigan Detector and two-stage Amplification vanced electrical- $87.50 ly—most reason- ably priced and the most beauti- ful in America. Write for illus- trated folder. MRC-4. Michigan ‘“‘DeLuxe’’ 4 Tube Receiver. [The most beau- tiful set in America_______ $150.00 Licensed under Armstrong Pat. 1,113,149 and Letters of Patent Pending 807,388. Michigan Radio Corporation Grand Rapids, Michigan > a aah Av } ome f* = OC ar & © >- N- id ‘I- ong s of r >» "Out a August 20, 1924 MICHIGAN TRADESMAN 31 RELIGION AND BUSINESS. (Continued from page 16) sins will find them out cowering in their misery. The conclusion of the whole matter is aptly given in a brief verse from the Bible. Courage is the basis for busi- ness success and the man who feels that he is right has it. “The wicked flee when no man pur- sueth, but the righteous are as_ bold as a lion.’ ‘| John A. Lee. Proceedings of the Grand Rapids Bankruptcy Court. Grand Rapids, Aug. 16—In the matter of Fred W. Forrester, Bankrupt No. 2541, the funds for the first meeting have been received and such meeting will be held at the referee’s office on August 27. Aug. 18. On this day was held the first meeting of creditors in the matter of George Angeles, Bankrupt No. 2536. The bankrupt was present in person and by atto.ney, Willard G. Turner, Jr. One creditor was present in person. Claims were proved and allowed. The bankrupt was sworn and examined and it appeared that the estate had no assets which had not been taken on chattel mortgages prior to the date of filing the petition in bankruptcy. There was no. trustee appointed. ‘ihe first meeting was then adjourned without date and the case closed and returned to the district court as a case without assets. On this day also was held the first meeting of creditors in the matter of Roy M. Hurd, Bankrupt No. 2535. The bankrupt Was resent in person and by attorneys, Searl & Searl. of St. Johns. No creditors Were present or represented. No claims were proved and allowed. The bankrupt was sworn and examined with- reporter. Cc. CC. Woolridge was named trustee by the referee and. the amount of his bond placed at $100. The first meeting was then adjourned with- out date. Aug. 19. On this day were received the schedules, order of reference and ad- judication in bankruptcy in the matter of Almont Stewart, Bankrupt No. 2542. The matter has been referred to Charles B. Blair as referee in bankruptcy. The bankrupt is a resident of the city of Grand Haven, and is a battery repair and radio dealer. The schedules filed list assets of $1,797.99, of which $250 is cleimed as exempt to the bankrupt, with liabilities of $2,838. The first meeting has not been called as yet, and when the same is called a note of it will be made here. 2> Hope For Havana Cigar Smokers. If the cigar smokers of the country were as well organized as the sheep growers, more fuss would have been made about the movement to prevent various concoctions of cabbage and other leaves being labeled as “Ha- vana.” A good deal of this, kind of nusrepresentation has been going on, much to the disgust of smokers. The nicotine haters may welcome this about like the anti-saloon men do the presence of wood alcohol in bootleg liquor, but to the fastidious smoker it When he Havana cigar he wants one made of Cuban and he when he gets one in which domestic or Manila jis incorporated, for the real is anathema. asks for a tobacco, is disgusted connoisseur tastes the leaf he is smok- ing as well as inhales its flavor. Tastes and there are those who profess to enjoy the tobacco of Connecticut, of Porto Rico, of Manilla or elsewhere; but there must be some- vary, Of course, thing especially alluring about the ap- pellation “Havana” or else it would not be so much counterfeited. Some hope is now held out that the long- practice of deception continued may come to an end. The matter has been taken up by the Federal Trade Com- mission, which has issued a warning at the best, it will take some time to correct to cigar manufacturers. Even the evil, because this will involve quite at is achieved, the Commission may expect to receive the blessing of dis- criminating smokers. —_+<-. The Land of Michigan. Written for the Tradesman. “Through the central portion of Mich- igan from Saginaw Bay, S. W., there is a broad low tract of country which would be transformed into a strait, leaving the country to the north as an island, should the waters of Lakes Michigan and Huron be raised 75 feet. When Niagara broke through the Great Lakes lost their outlet to the sea through the Illinois-Mississippi channel.’’—Appleton’s Cyclopedia. Like the pearl that oceans made Like the flower that forests shade Like the snow, like falling rain, Like the dawn with hope again Like old vales when lakes began Is the land of Michigan. that oceans knew Born of seas Glad she mighty forests grew, Vigilantes of her gifts Saline springs, ledge, mineral drifts; What a Providence for man Is the land of Michigan. Fairer far each day begun Fairer fields obeyed the sun Fairer scenes would ever ope In her great kaleidoscope; Rich as Sheba’s caravan Is the land of Michigan. Opulent each avenue Leads us to some rendezvous Of delight. until it seems Truth is fonder than our dreams extensive change of Jabels and wre hetore us in the van brands. But when the result aimed ee ee eS cash Syne é‘ £3 B d Mark. **Double A’’ ZHNDY Stands the warm weather NATIONAL CANDY CO. ISS Putnam Factory Grand Rapids, = Michigan Something New and proving popu- lar—designed to give the user ‘“‘the writing for his most good paper money.”’ Pe rchment Bond The Universal Whiting Pape a for the Home-School-Office Container-wrapper holds shape and keeps paper clean to the last sheet. Meets 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 Ib. pack to Dept. B. ‘alamazo [4] Vegetable Parchment Co. : Keen Mich. MUSKEGON MICHIGAN Makes Good hocolates 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 insertion. If set in capital letters, double price. No charge less than 50 cents. Small display adver- tisements in this department, $3 per inch. Payment with order is required, as amounts are too small to open accounts. FOR SALE—General stock and_ store building. Included in property are dwell- ing, garage, wood and coal house, poultry house, and warehouse. Stock and fixtures worth about $6,500; real estate cheap at $4,500: with Delco electric lighting plant. Rare opportunity for right man. H. E. Parmelee, Hilliards, Mich. 688 FOR SALE—A stock of general bazaar goods and groceries (cash and carry) lo- cated in live town in good farming sec- tion of Michigan, doing a business of $30,000 last year. Address No. 689, ¢/o Michigan Tradesman. 689 FOR SALE—About $8,000 clean stock of dry goods and shoes in a progressive town of 6,000 located in one of the best agricultural and = industrial communities in Central Michigan. Price 70c on the dollar. Store buiding can be leased for any term of years. Store building is 26 feet wide, 120 long, two-story brick. Living rooms up. stairs. Address No. 690, c/o Michigan Tradesman. 690 EXCHANGE—Fine improved eighty acre farm and $3,000 7% real estate mortgage for stock of general merchan- dise. D. H. Hunter, Box 71, Rockford, Mich. 691 FOR SALE—Small hotel, restaurant, and pool room combined. Terms extra reasonable. Wm. MeGowan, Dowagiac, Mich. 692 FOR SALE—On account of failing 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. Tuttle, Alba, Mich. 671 Dickry Dick sells bottle caps 18e per gross, Budweiser, Stroh's, Blatz, Puritan Malt Syrup, and kegs and_ supplies. Muskegon, Mich. 676 Stationary engineer and machinery in- stallations. Have machinery for cutting keyseats in line shafting without remov- ing from shaft hangers. Machinery re- pairs and job work specialty. Wm. Geale, North Park, Grand Rapids, Mich. 678 FOR SALE—A grocery and meat mar- ket in town near good lake resort. Doins good business year round. Inventory $4,400; Price $3,500, if taken at once. Address No. 665, c/o Michigan Trades- man. 665 Pay spot cash for clothing and furnish - ing goods” stocks. L. Silberman, 1250 Burlingame Ave., Detroit, Mich. 566 CASH For Your Merchandise! Will buy your entire stock or part of stock of shoes, dry goods, clothing, fur- nishings, bazaar novelties, furniture, ect. LOUIS LEVINSOHN, Saginaw, Mich. TYPEWRITERS Used and Rebuilt machines all makes, all makes repaired and overhauled, all work guaranteed, our ribbons and car- bon paper, the best money will buy. Thompson Typewriter Exchange 85 N. lonia Ave., Grand Rapids, Mich. 32 Indifference the Only Danger Which Confronts America. Grandville, Aug. 19—“It is high time the people of this country woke up be- fore it is too late.” Extract from a letter referring to the torpid state of the public mind with regard to the political situation in this country to-day. This is no false alarm, but a proper call to the voters to wake up and take heed to what is going on about them on every side while they comfortably doze un- der the narcotic influence of the haze thrown out by the element that plots and plans for the overthrow of our National Government. Were we now in a state of war much of the propaganda carried on under various names would not be tolerated. The people of America are a long suf- fering race. They plead for peace, plead to be let alone, even while this undermining of constitutional restric- tions is going on. It is up to the American voters to say who shall administer the Govern- ment for the next four years, but if they are as neglectful of their duty as they have been in the past, no end of troublesome complications may arise. It fs simply shameful that the normal American So little values his privileges as to stay at home on election day and play checkers or go off to some lake tor a fishing jaunt. Undoubtedly it is not lack of patriot- ism which influences the voter. His sense of responsibility is very much deadened by the thought that it does not matter who runs the Government so long as itis run. There is not much difference between the two parties so why worry? Even if this were true there is an- other element fast growing up in America which owes no allegiance to either old party, but is kindling a fire under our liberty tree that, once it gains headway, may require an enor- mous cost of blood and treasure to bring back the old order of things. We have heard so much about the “interests” dominating the country to its hurt. There are flings at “big busi- ness,’ and praise for union labor monopoly. Would a labor trust be one whit better for the Nation than the falsely named Wall street rule? Gompers has led the third party candidate to believe that organized labor will stampede in a bodw to the Wisconsin idea. Even if this should be true, what assurance have we of a better administration of the Govern- ment? According to the New York World. organized labor is coming to the front by taking a more active part in run- ning the country. It seems to be a new scheme hatched for the purpose of placing the Nation under the thumb of union labor. Will it work? Not likely, you say. But don’t be too sure of that. This organization has behind it the socialistic and anarchistic ele- ments of the Nation. It has all the labor union sluggers, slackers and pacifists of the war period, working to get clutches on the Government posi- tions throughout the country, and it would not be surprising if they suc- ceeded, providing the American voter still confinues his cataleptic repose, trusting to luck to bring everything out bags The kaiser’s war bred a lot of social anarchists who seek the dest-uction of the Government. In an appeal to the poor, as against the rich—of labor against capitalism—a seeming argu- ment is made that the “Interests” dom- inate both parties, and that the only way out for the Goddess of Liberty is over the ruins of the Supreme Court and the Constitution of our country. To lead in this great uprising these socialistic reformers have picked as a leader a man, who while posing as a Republican, seeks to undermine and destroy everything that party repre- sents. It is party treason of the bald- est sort, and yet on a par with the fellow’s ‘attitude during the war period MICHIGAN TRADESMAN when he was considered, not a sup- porter of the Government, but an ardent advocate of the kaiser. Allied with him is a_ professed Democrat aiding in knifing his party, that he may become one of the elect in the new regime. These men are strictly within their rights, no doubt, when they set out to revolutionize conditions in this coun- try, and yet when they accept as good members in the new organization the very worst elements of society—the disloyal elements who chafed our Gov- ernment while the kaiser’s war raged —it doesn’t seem possible that patriotic Americans will sit idly by and let the undermining go on. There is a sufficient difference be- tween the two old parties to attract the attention and service of our voting population, and if they do not come out and yote, there’ll be something do- ing that will be very unpleasant for the people at large. The World sees in this movement of the A. F. L. an effort on the part of organized labor to secure the reins of power, that they may enact laws for the benefit of union labor as against the remainder of the country—a whol- ly wrong and stupid idea, which can- not be carried to fruition save only as our citizens resign themselves to lazy inactivity on election day, permitting the socialistic element to win out. The statement made that labor is in no way connected with the socialistic ele- ment is pure bunk, because Boss Gom- pers has thrown the whole labor or- ganization to LaFollette and his co- conspirators. Now the fact is that no danger can result, even if union labor adheres to the anti-constitutional party providing all voters go to the polls in November and register their choice for President. In that event we will be sure to elect an American to the high office of chief executive and the plans of the Red agitators will come to naught. Speakers for the old parties should sound the alarm and work for the polling of the full registered vote of the Nation. Old Timer. —_——_~+->___ Paste This Name in Your Hat. Pentwater, Aug. 19—I have some- times wondered what the Tradesman thinks of parties who send goods to people who have not ordered them and then expect them to be paid for. A few years ago some ink manufacturer sent me a lot of ink by mail, and I was the remainder of the summer per- suading them that I had no intention of paying for it. Peter J. Schuur, of Kalamazoo, deluged me with requests for an order, then sent a postal that he will send my former order of celery last year unless I wired him not to do so. I did wire him to save him the expense of shipping what I would not accept, and he refused to pay for the telegram. Note correspondence herewith. I think it a small way of doing busi- ness and wonder how much goods are sold in this way. In this case the cost of the telegram is slight, but the annoyance is con- siderable. Elizabeth Verbeck. The correspondence referred to is from a celery grower of Kalamazoo, who wrote the Pentwater boniface that he would resume shipments of celery to her, the same as last year, unless she wired him to the contrary. She sent a negative message and the celery grower refused to pay for it. Buyers of celery in the Kalamazoo market would do well to remember the name of the man—Peter J. Schuur—and govern themselves accordingly. —_2»+>—___ It is hard to succeed when you do not feel cheerful, and it is difficult to be cheerful when health is not good. Health jis the basis of permanent suc- cess, Sidelights on the Old City of Prague. Prague, Bohemia, July 22—I am still in the old town. It has many interesting spots and points for me— my birthplace—and the only town I lived in until I was 31 years of age. I migrated to old Grand Rapids in 1884. No wonder I like to linger around here. It may be for the last time. Who knows? While I was at the exposition grounds last Sunday I listened to a local congressman’s speech and I took a snap shot at the crowd. I took the picture to the local Bohemian newspaper and they appreciated my work and will repro- duce it. The editor remarked, “You show American enterprise all right. A local amateur would not be liberal enough to go to the trouble and ex- pense to give us the picture.” To-day | took a river trip on one of the larger steamboats and enjoyed the trip very much. We left here this morning and returned in the evening. If anything reminded me of the holy river, Ganges, in India, it was the bathers on both banks of the local river, Vetaya. Hundreds of mothers with their kiddies spend the day bath- ing and sun bathing. They get sun- burned and bleach their linen. At the end of the trip up the river we visited the Ph. Haase paper mill and wallpaper printing establishment at Vrane—a factory which has been es- tablished nearly 100 years and now is one of the most modern institutions. There are also large cement factories on the river and all are at work. July 24—I visited a large flour mill here, which conducts its own bakery in connection with the mill. Every- thing is modern and they have a strange way of supplying some of their trade. Their place of business is at the end of a street car line and they have a few street cars of their own which are used as trailors. They re- semble a small baggage car, out of which they deliver baskets as they go along. They even take the whole car off the tracks and hitch it on the next train again. The living in this old town is com- paratively reasonable. One can get along on $5 per day very comfortably. I pay for a nice room with running hot and cold water, clean bed and qmaiee, $1.05 Complete dinner, soun, fish, meat, vegetable, pastry, coffee __--__ 60c A vegetarian dinner —._.___2_-__ 24c (Cofiee or tea 22 oo an Bread or colis 205 eee A ime bath 2 oe sic Street car fare, including transfer 4c Hair Cat oe 18&c Moanicute: 2255 18c Tipping, about 10 per cent. They have plenty of fresh fruit, fine cherries, etc., and they sell them on the open market. They have very good sausagse, cheese and plenty of beer, but I have not seen a drunkard yet. I am stopping at the Hotel Paris and notice several French officers live in this house. I found out they are stationed here and teach the C. S. Rep. soldiers French militarism. Some system! Formerly they had German officers doing it, but now it is “nix mit Deutsch” here. Aug. 4. It is the the same old town. Loafer must be my middle name. Get up—breakfast —read the morning paper (Bohemian) avd the Paris edition of the Chicago Tribune and New York Herald, so I know what is going on in the world, take a walk, shoot a picture or two (which is rather an expensive luxury here), call on some of my friends and, after lunch, I am to be found in the park. I go to a place where I spent my younger days with my father— sweet memories of earlier days. The old trees are most the same as they were sixty years ago and the floral displays are kept up in modern ways They try to display the national colors (red and white) wherever possible. same old song in August 20, 1924 There were at least a thousand people there, young and old, listening to a military band concert and enjoying out door sports of all kinds. Autos are barred from the park. Pedestrians and baby carriages have the right of way. You. see kiddies everywhere. The crops after the war were rather good. | expect to leave here for Carlsbad in a few days and then I may be able to write you some more about the watercure. Winternitz. ——_+->—_—_ Rather a Lame Explanation. Lansing, Aug. 16—In reply to your letter of Aug. 10 to Mr. Rogers, we are sincerely sorry that you and other motorists were inconvenienced because of the detour conditions which existed for a time South of Manistee. This condition was caused by Manistee’s unwillingness to carry M 11 traffic over one of their county roads. The extreme conditions noted in your letter were not known in this office. Immediately upon receipt of your letter our representative in that district was notified by wire to correct those conditions, so far as possible. At the point where you state that one of our men insisted that you turn to the right over detour, a large sign has been erected advising North bound traffic, that tourists may continue North over a gravel road into the city of Manistee. We question whether or not it was a State highway Department employ who insisted that you turn to the right. Inasmuch as the county was interested in keeping traffic off of the through road to the North, I am inclined to believe that it was a Manistee county employe who was so insistent that you turn East. The writer was over this same piece of road two days ago. I agree with you that at that corner the detour East looks forbidding, although I found it in fair condition, and gravel .is being placed in the ruts and holes. There will be some Southbound traffic which will inevitably follow trunk line 11 South out of Manistee and they will have to use this one poor mile. From now on, however—thanks to your let- ter to us—Northbound traffic will not be obliged to go over this piece of road the new sign giving them full informa- tion and the detour arrow carrying Northbound traffic East having been removed. We appreciate your criticism and while the reforms your letter has brought will not make amends for the inconvenience you were caused, your letter served to call this condition to our attention and has saved later Northbound tourists from suffering the same inconvenience. We_ very much regret that you had this experi- ence and thank you sincerely for call- ing it to our attention, E. J. Vaughan, Michigan State Highway Department. —_—_>- Big Sawdust Pile Is Treasure Trove. Cheboygan, Aug. 19—Michigan’s sawdust mountain, covering thirteen acres of land here, is being moved. It is reputed to be the largest sawdust pile in the world and is estimated to contain 125,000 tons. Six carloads a week are being shipped from this heap to two of the mills of the United States Gypsum Co., one at Grand Rap- ids, the other at Fort Dodge, fa. Should all of the sawdust prove usable, the pile would produce 1,666 000,000 square feet of wallboard. Out of each carload of sawdust more than 200,000 square feet of wallboard will be manu- factured. No contract exists between the gyp- sum company and the owners of the sawdust mountain for the outright purchase of the. material or for the continuous shipment of it. The wall- board factories will continue to use Cheboygan sawdust so long as its quality continues high. Should all of it prove usable, the resultant 1,666,000.- 000 feet would supply the country’s demand for less than two years, it is estimated. ~~ s