Forty-third Anniversary Edition. Price oe ae cents. Meee aN a ERK ESN PDEs PSD} a - Sates ans Y Ly 2 Ka a we LS oc Shes Sf Bt be EL Ge: ZF ( OF Ep Be a G " x “ry y La SS lus ra NEA (A Ce a eA SHUN _. J wy G \ ‘id KC ST BSS: XESS ZAGAS eee es A aE fi IS ANN PUBLISHED WEEKLY AG = Fane oe oe: TRADESMAN COMPANY, PUBLISHERS sk SOS TEST. 1883 4 oF AKG SSNS == G GAG fy 3 pa y < Kee) REN NON O NOOO, LMAO P ON ODODE INS BOSC SC BOSCO ESE SE SCREEN SROOD 5 To Dealers— If you are not now handling eae NET CONTENTS 16 FLUID OUNCES Stan ola REG. U.S.PAT.OFF. Z | (Heavy) | a | let us send i | | you informa- (HEAVY) 9 coal tion about this 6 re ; rh Ny F caine aad | lf Al thu ; . ittit 4 L eral oil. STANOLAX (Heav ee temedy for the relief mer Gomenre erie sumces SP oaavity tion. Its action is pure wos Noat 00's cone Gast alte'r teal. STANOLAX (H K Se nesed || A STANTONAN mineral oi] and has af 5 ACO us pat ofr (HEAVY) for Constipation | A PURE MEDICINAL WHITE MINERAL OIL "tatty ty tener ageaccee” * Having a heavier ba dinary mineral oils S$’ (Heavy) eliminates t leakage. In tts preparation, ci taken to make it confo| S., Br. and other phaq standards for purity. Soe Ne lclaatrs Reatnseteales otal AAS Ee OTHERS AND DOES NOT Wea SaRacting Essen = WIGHEST MEDICAL AUTHORITIES ANULA RECOMMEND MINERAL ONL IM THE TREATMENT OF CONST:PATION ve & g SSS EYP moos Bi i cabo { l 1 HT HUT AAA Monet Stanolax Relieves Constipation It is a fact generally recognized by physicians that constipation j u fact ge onstipation is the most prevalent of all h i Constipation is doubly dangerous, because it not only floods the system with on which should be ha inated through the bowels, but it also reduces the resistance to contagion and infection. At this time of the year, constipation is especial] : year, y common. Few people take enough exercise ; open air during cold weather, and most people eat an excess of concentrated foods tas of i and the eating of concentrated foods are among the most common causes of constipation The best way to prevent constipation is by the use of Stanolax (Heay S ; ; : : : : : . Stanol co i white mineral oil which lubricates the intestines, enabling them to ae the cer pert core ; and easily, thus doing away with the possibility of intestinal poisons passing back into the i : Stanolax (Heavy) does not excite the bowels to sudden and unnat : ) ural action, as d ; gatives. It simply enables them to function normally. It leaves no i]] effects, and is noe pte i a forming. Within a short time the dosage may be decreased, and in most cases, eventually a is ee a . Standard Oil Company [Indiana] EEE RRR Sete Mate At Nae RAMI ea gS OTM Gat ADESMAN Forty-fourth Year MICHIGAN TRADESMAN E. A. Stowe, Editor PUBLISHED WEEKLY BY THE TRADESMAN COMPANY GRAND RAPIDS, MICHIGAN (Unlike any other paper.) Frank, Free and Fearless for the Good That We Can Do. .Each Issue Complete in Itself. DEVOTBRD TO THE BEST INTERESTS OF BUSINESS MEN. Subscription Price. Three dollars per year, if paid strictly in advance. Four dollars per year, advance, Canadian subscription, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. Extra copies of current issues, 10 cents; issues a month or more old, 15 cents; issues a year or more old, 25 cents; issues five years or more old 50 cents. if not paid in Entered Sept. 23, 1883, at the Postoffice of Grand Rapids as second class matter under Act of March 3, 1879. SIXTEEN CHARTER MEMBERS. Merchants Who Started With First Issue of Tradesman. The Tradesman possesses a most distinguished roll of honor, of which it is exceedingly proud. It comprises the names ‘of business houses which have been on the subscription list of the Michigan Tradesman ever since the first issue, forty-three years ago. The Tradesman very much doubts whether any other trade publication can present such a collection of faith- ful followers as the following: Amberg & Murphy, Battle Creek Frederick C. Beard, Grand Rapids Charles E. Belknap, Grand Rapids F. H. Bitely, Lawton Milo Bolender, Sparta William J. Clarke, Harbor Springs Charles H. Coy, Big Rapids O. P. DeWitt, St. Johns D. Gale, Grand Haven J. L. Norris, Casnovia Charles G. Phelps, Alma Thompson Bros. & Co., Newaygo Walsh Drug Co., Holland M. V. Wilson, Sand Lake Wolbrink Bros., Ganges L. M. Wolf, Hudsonville The Tradesman reminded the above named of their status a month or so ago, with the following result: Harbor Springs, Nov. 22—I am re- minded that the December 1 issue of the Michigan Tradesman will mark the anniversary of the forty-third year of its existence, and being one of the still existent subscribers from the first issue of this excellent trade paper I am prompted a few words of com- mendation to the editor who has so persistently and faithfully carried out the policies of the Michigan Trades- man these many years. Time, with its ever changing conditions, presents difficulties in carrying out a definite pdicy for forty-three consecutive years. The Michigan Tradesman, from. its first number in 1883 until the rrescat nun.ber, has been a consistent advocate of all that is good in life’s affairs, a strong deterrent to crooked- ness in business transactions and a faithful friend to the honest merchant. Although retiring from the mercantile field in 1905, I have continued to sub- scribe for the Michigan Tradesman and hope to do so until the Grim Reaper calls time. While not so much interested as formerly in price quota- tions and mercantile affairs, I welcome the Michigan Tradesman on my desk weekly for its splendid articles on busi- ness men and business conditions, but more especially for its front page selections. It is not only a business man’s journal, but an excellent maga- zine for the home and of interest to every member of the family. In the harvest of years, Mr. Stowe, editor and owner of the Tradesman. has fared bountifully in both a financial and physical way and is fully deserving of the best there is in life. His activities along lines of good government and clean business methods, both in his home city and throughout the State for more than forty-three years, have been productive of much good and it is hoped that these activities may be continued for many years to come. William J. Clarke. Grand Rapids, Nov. 24—It hardly seems nearly forty-four years ago since I commenced reading the Michigan Tradesman and that from then until now it has been my constant friend and adviser. Being in the grocery business now and nearly all of that time I have kept in close touch with its columns in regard to successful merchandising and whether I have profited thereby or not, will leave to the judgment of the business world that know me now and have known me in the past years. I have found the Tradesman a great help to me in many, many ways. Not only how to conduct a grocery store, but its high moral standing. I have always en- joyed its upholding the right, and fearlessly condemning the wrong. Have been very much interested in its edi- torials, its information regarding the changes of location of grocers through- out the State, its very accurate mar- ket quotations and interesting letters often written by friends of the Trades- man when away from home in other parts of the world. Old Timer’s let- ters are especially interesting. The advice to the independent grocer not tc be discouraged by chain store com- petition, but by industry, good goods, clean store, gentlemanly bearing will win success, as the Tradesman knows many are doing, even though some in years have gone beyond considerably the three score years and ten. These are they who have not lost their phy- sical powers for work, but who believe that it is real work, real objectives, real interests, that alone can keep young the heart of man; that to cease to be active, to be idling in clubs, sit- ting on city park benches or in cor- rer stores is a very unsatisfactory and unhappy position. The Tradesman has always advocated work and more work, assuring its readers that a lack of this brought business failure, phy- sical and moral decay. It is my wish tc be a reader of the Tradesman at its fiftieth anniversary with others who will be among its first subscribers. We are promised the good time of our lives by E. A. Stowe, who knows how to do things. Until that time as editor, readers, grocers, let us be faithful to GRAND RAPIDS, WEDNESDAY, DECEMBER 1, 1926 our work, which is the balance wheel of life, dealing justly, loving mercy and walking humbly with God. Frederick C. Beard. Grand Haven, Nov. 20—I consider the Tradesman the very best trade paper in the four bordering states, and the Realm of Rascality is worth the price of subscription. I wish you con- tinued prosperity. Daniel Gale. St. Johns. Nov. 22—We being one of the sixteen patrons of your paper for forty-three years, you have asked to give our reasons for continuing the same this length of time, we will say that we consider it the best gublication of its kind issued in the United Sates. We have never seen its equal. O. P. DeWitt & Sons. Sparta, Nov. 17—I have taken the Michigan Tradesman for forty-three years. Why? Well, in the first place I always thought I needed a trade paper in order to keep posted on what is going on in the business world and that a home paper that would tell me what my neighbors were doing was better for me than one published in some far off city. Then, wanting a trade paper I wanted the best, which I consider is the Michigan Tradesman. I have always received good value for every dollar I paid for it and as long as |} can pay tor it, | am going to have it. Milo Bolender. Hudsonville, Nov. 29—June 8, 1883, I went in business with no experience. 1 never had worked in a store or had anything to do with the mercantile business, but shortly after I started in trade I commenced to receive the Tradesman and since then I have never missed a copy of it. When I was South I had it follow me. It has been a great comfort to me since I went out of business in 1907. I still take it for the good it was to me while i made it my rule and guide while in trade. Dun or Bradstreet tell us that out of every 100 who go in business only six are successful, but if more people who launch out in business would consult some good trade paper and profit by what they read, the fail- ures would not be so great. I look for my Tradesman as eagerly now as [| did when I was in business. One thing that proves what I said is to note the reports of failures printed in the Tradesman every week. I think of all the trade papers published Mr. Stowe takes the part of the retailer the best and if more of his subscribers would act on his advice they would gain by it. That was my experience and that is why I am still with the Tradesman and will be so long as I am permitted to live and have my health. L. M. Wolf. Big Rapids, Nov. 24—Why have we taken the Michigan Tradesman so many years? can be answered tersely in a sentence of five words—cannot get along without it. However, I wish to take the oppor- tunity of being explicit at this time. I well remember, away back in 1883, although a very small lad at the time, of my father, the late R. W. Coy, sub- scribing for the first vear’s issue of ‘the Michigan Tradesman, I think on the solicitation of the late David S. Haugh, veteran grocery salesman. a also remember that the Tradesman in EERE BORODIN RN MEA IT Number 2254 the early days was published in. the form of the average country weekly newspaper and not in magazine form, as we now receive it. My father soon learned to depend on it for late news of the merchandise markets and was guided by it in his buying. I remem- ber at one time in these early days, of his buying at the earnest solicitation of a grocery salesman, ten barrels of sugar and the sugar market going off twenty points shortly after he receiv- ed the shipment—a more serious cir- cumstance at that time than it. would be now, for we had no ra‘lroad facili- ties at Spencer Creek (now Alden) and all our freight had to be hauled overland from the G. R. & I. Railroad at Kalkaska, seventeen miles away by team, at heavy expense. Father had overlooked reading the grocery review in the Tradesman for the current week in which he made the purchase, which advised grocers to buy sugar only for present requirements, as the market was. softening. From that time on he always swore by the Tradesman and from it posted him- self on the markets before buying. He was not long in finding out that Michi- gan business men had a real friend at court in the person of the editor, to warn them of impending dangers in legislation affecting their interests un- fairly. Especially was this true as re- gards fire insurance, as well as other matters of vital interest to the trade. Mr. Stowe is a real he man, a fearless champion of mercantile rights, who has fought and will fight for the re- tailer’s interests right up to the last ditch, if necessary. My father always had a high regard for Mr. Stowe up to the time of his death in 1896. It goes without saying that this opinion is also held by the writer. Mv mother, still living, and my wife have always read the Tradesman with keen interest and it has really been a family journal in the Coy familv, as well as a busi- ness journal. The poems appearing each week on the front cover have been greatly eppreciated. express‘ng, as they do, word pictures of great beauty and sentiments of the highest standards. One gets a real uplift in reading them. In the fall of 1923, after a few years of failing health, I was compelled to sell the mercantile busi- ness at Alden and for an entire vear was located in the great Pacific North- west, away from my family. More than ever did I welcome the weekly visit of the Tradesman. ts arrival was like meeting an old friend. There are many other reasons why we have taken the Tradesman continuously for forty-three vears, besides those out- lined—the Movements of Merchants, the Realm of Rascality, Out Around, the Old Timer; but I have already taken up too much of your valuable space. I shall, indeed, esteem it an honor and a great pleasure to attend the anniversary dinner to be given seven years hence in commemoration of the fiftieth anniversary of the found- ing of your valued journal, to the re- maining members of the old guard of original subscribers, as outlined in your invitation in a former letter. That you may live long. Mr. Stowe, and the remaining vears of your life be full of contentment, peace and happiness, a reward you so richly deserve for the dependable counsel given and the un- swerving loyalty in helping the mer- chants of Michigan in solving their (Continued on page meapeienmnnncienen IN THE REALM OF RASCALITY. Cheats and Swindles Which Merchants Should Avoid. Before the National Petroleum As- sociation at Atlantic City last month, Hon. Wm. E. Humphrey, of the Fed- eral Trade Commission voiced the fol- lowing trite remarks on the subject of fraudulent advertising: The people of this country are an- nually robbed of hundreds of millions of dollars through these fake adertise- ments, most of which are plainly false and known to be so by those who take money for their publications. Some of the glaring instances of this class of, fake advertisements are the various “anti-fat’’ remedies, medicines, soaps, belts and other articles—all of them fakes and all of them dishonest, and many of them harmful. Patent medicines for incurable diseases, that are frequent!y injurious, and often, by holding out false hopes, keep the vic- tim from real help until too late. Fake industrial schools, holding out alluring promises of lucrative employment. All of these prey upon the weak and the unfortunate, the ignorant and_ the credulous. There is no viler class of criminal known among men than this. And what of the publisher that for hire publishes these false advertise- ments, knowing them to be false? He is equally guiltv with the principal. He shares in his ill-gotten gains. He acts from the same motive. If in any degree he differs from the principal. it must be one degree lower, for his chances of punishment are less, and his responsibilities greater. The Commissioner ably and forcibly endorses the sentiments which very have been many times expressed in Realm of Rascality. In his address the Commissioner proposes holding the publisher responsible for the fraudu- lent advertising which appears in his columns. He points out that proceed- ings against the fraudulent advertiser accomplishes little as this class of in- dividuals disappear like fleas when the hand of the law reaches out for them, But the disappear Commis- publisher cannot Therefore the against the over night. sion proposes procedure This will reach the foun- tain head of fraudulent More Federal Trade Commission in this work which it’ has undertaken! publisher. advertising. power to the The Federal Trade Commission pro- mulgated the following order under date of Nov. 23: Resolved—That paving higher prices to one class of shippers or sellers than to another, or the payiag of different prices at different points at the same time, except differences occasioned by freight rates and quality of the com- modity bought, or differences made in good faith to meet fair competition, as distinguished from price discrimination, intended to or having the effect of the creation of a monopoly, is hereby de- clared unfair. The Federal Trade Commission has directed the LaFayette Institute, Inc., of Philadelphia, Pa., to discontinue certain misrepresentations in the mar- keting of its correspondence course in business management and administra- tion. The Commission found that the In- stitute, through its advertising and agents, represented to prospective purchasers that it was a large institu- tion occupying the entire LaFayette MICHIGAN building in Philadelphia and that the course was conducted under and through several different departments such as “The Department of Manager- ial Control,’ “The Department of Ac- counting and Finance,’ “The De- partment of Sales and Commerce” and others, when the fact is the Institute occupied but one room in the LaFay- ette Building and furnished only one course of study which was the course in business management and adminis- tration. The Institute also represented, the Commission found, that it had a com- piete faculty when as a matter of fact it had no faculty but the course was conducted from its office entirely by a secretary and two or three sten- ographers and clerks. Further, the Commission found that respondent advertised and represented that the regular price for its course of fe TRADESMAN answer other enquiries the course will be furnished for a smaller amount, thus making a substantial saving. 2. Using the word “Department” in connection with its course in Business Administration, so as to give the im- pression that said course is only one of several different courses offered by respondent. 3. Using or allowing to be used, its trade or corporate name for its business, in such way as to convey the impression that it is connected with, or an extension course of, any university, college, school or other established: institution of learning. 4. That it is the owner or occupant of the entire building, known as the LaFayette Building in Philadelphia, Pa., in which it has its office. 5. Using the names of professors and instructors in various universities, who have prepared text books for re- study was $75, when the fact is the course was always sold at prices rang- ing from $22.40 to $24.80, the pros- pective pupil being deceived into be- lieving that the reduction in price was made in consideration of a letter being written giving an opinion as to the merits of the course. The Commission’s order reads as follows: That respondent, “LaFayette Insti- tute, Inc., its agents, representatives, servants and employes, cease and de- sist, either directly or indirectly, by oral or written statements, catalogues, phamphlets, letters, circulars, or any other form of advertising, from stating: 1. That the course of instruction offered by respondent is usually and regularly given for $75, but that in consideration of the student writing a testimonial letter and agreeing to spondent to use in its course in such a way as to convey the impression that said professors and instructors are connected with, interested in, or em- ployed by respondent in its course of study or the sale of the same.” —__+-+—_- Is Cane or Beet Sugar Better? In the annual report cf the Baking Institute at the recent Atlantic City convention, Dr. Harry Barnard, its di- recting head, answered an enquiry from an allied member es to the rela- tive merits of cane and beet sugar that is worth printing here, as it is a question often raised in recent years: “There is considerable misunder- standing about cane and beet sugar which appears to be quite general. This is due probably to the misleading use of the term ‘cane sugar.’ Both the products known as cane sugar and beet sugar are chemically the same, that is, they are both composed en- Forty-third Anniversary tirely of a sugar the chemical term for which is sucrose. “Tf we examine highly refined beet sugar and highly refined cane sugar in the laboratory we find that they both contain the same amount of sucrose which is ordinarily at least 99.8 per cent. There is therefore no difference in the sweetening power of cane and beet sugar. “Experiments at the University of California outlined in Bulletin 33 have shown that beet sugar and cane sugar give practically identical results in canning and preserving. It is pointed out in this bulletin that practically all sugar used in Germany and France for canning and preserving is made from the beet. “Tt might interest vou to know that sucrose is present in sugar cane juice to the extent of 11 to 16 per cent. and in sugar beets of 13 to 24 per cent. The juices of the sugar cane and sugar beet are refined so that you have the same chemical product, sucrose, from each juice. It is more difficult to re- fine beet juice than the juice of the sugar cane. You can obtain a very high purity sucrose manufactured from beets on the Pacific Coast, especially in California. “In regard to the question of color, if the beet sugar and the cane sugar are refined to the same extent they wil! give the same color in the bread.” —_ +22 Corporations Wound Up. The following Michigan corpora- tions have recently filed notices of dis- solution with the Secretary of State: Central Lath & Lumber Co., Menom- inee. St. Austell Farms, Jackson. Accurate Level Co., Detroit. Jefferson-Gray Sale Co., Detroit. Ionia Metal Polish Co., Ionia. . Milwaukee Tank Works, Inc., Detroit Nickels-Mertz & Co., Saginaw. Exhibitors’ Supply Co., Detroit Caughey-Jossman Co., Detroit. Cereal Products & Supply Co., Bay City. Dacon Realty Corp., Detroit. Pontiac Finance Corp., Pontiac. Christian Electrical Corp., Detroit. Victor Land Co., Ecorse. Berlin Oil Co., Marne. Gordon-Pagel Co., Detroit. Strong Baking Co., Detroit. Northville Condensing Co., Detroit. Liken-Brown-Phelps Co., Grand Rap- ids Fowler Electrical Supply Co., Detroit Sterling Motor Products Co., Grand Rapids. Eli C. Engel Co., Detroit. Tri-State Oil Co., Adrian. Bilver Beach Aerial Swing Co., St. Joseph. Big Jo Baking Co., Iron Mountain Rupright Engineering Co., Grand Haven. Crystal Candy Co., Kalamazoo. Carrington, Inc., Detroit. Maple-Hall Development Co., Albion. American Sign Co., Kalamazoo. Aldrich Realty Co., Grand Rapids. Detroit Steamship Co., Detroit. —~-2->——_ The Boss’ Idea. Stenographer No. 1: you working steady, eight hours per day; I couldn’t think of it. Stenographer: No. 2: I. couldn’t either; it was the boss who thought of that. —~-.-> Heroes are apt to be men who sever | had enough experience to make them cautious, The idea of netiaein Moet i Forty-third Anniversary MICHIGAN TRADESMAN 3 Mr. Grocer! Do you know what's back of Quick-Turnover? It’s Consumer Demand! It is Consumer Demand that has established the nation-wide popularity of MAZOLA. And it’s constant adver- tising of every kind that has created this Consumer Demand for MAZOLA- CORN PRODUCTS REFINING CO. 17 Battery Place—New York 4 MOVEMENTS OF MERCHANTS. Jonesville—Loudon Bros. have en- gaged in the shoe business. St. Louis—E. Batchelder succeeds C. H. Rice in the grocery business. Portland—Edward Fineis succeeds W. H. Earl in the meat and grocery business. Jackson—Jackson’s new $1,000,000 hotel, the Hayes, opened its doors for business Nov. 29. Owosso—The Lewellyn Bean Co. has increased its capital stock from $10,000 to $100,000. Perrinton — Mrs. Morris succeeds Mrs. Margaret A. Baker in the grocery and bazaar business. Detroit—The Wayne Tank & Pump Co., 874 Woodward avenue, has chang- ed its name to the Wayne Co. Ann Arbor — The Faust-Kennedy Co., builders’ supplies, has changed its name to the Faust-Kennedy-Potter Co. Remus—Snider & Flachs have add- ed a grocery stock to their clotning business. The Worden Grocer Co. furnished the stock. Pentwater—Mrs. James Herr has sold the Glendee hotel property to J. Samuelson, who will remodel and re- decorate it throughout before next season opens. Grand Haven—J. Cook, who recent- ly sold his grocery stock, has engaged in the hardware business on Washing- ton street. The Michigan Hardware Co. furnished the stock. Hale—R. Glass & Son, dealer in shoes, general merchandise, etc., have removed their stock to Southampton, N. Y. and resumed the business under the style of Rudolph Glass & Son, Inc. Grand Rapids—The Criswell Furni- ture Co., 50 Market avenue, N. W., has been incorporated with an author- ized capital stock of $50,000, $4,000 of which has been subscribed and paid in in cash. Detroit—The Giern & Anholtt Tool Works, 1320 Mt. Elliott avenue, has been incorporated with an authorized capital stock of $30,000, all of which has been subscribed, $3,586 paid in in cash and $600 in property. Ferndale—The E. F. Fletcher Co., 990 West Drayton street, cut stone, has been incorporated with an author- ized capital stock of $4,000, all of which has been subscribed and paid in, $1,000 in cash and $3,000 in property. Detroit—Rummins & Murray, Inc., 4829 Woodward avenue, has been in- corporated to deal in tools, etc., with an authorized capital stock of $5,000, all of which has been subscribed, $3,000 paid in in cash and $645 in property. Marquette—The Marquette Builders Supply Co., Tierny Block, has been incorporated with an authorized cap- ital stock of $50,000, of which amount $25,000 has been subscribed and paid in, $13,000 in cash and $12,000 in prop- erty. Detroit—The Gottingham-Beardsley Co., 11338 Dexter boulevard, has been incorporated to deal in radio and elec- trical appliances, with an authorized capital stock of $10,000, of which amount $6,000 has been subscribed, $2,500 paid in in cash and $1,500 in property. MICHIGAN Kalamazoo—The Thom McCan Shoe Co., of New York City. has leased the Vandewalker store building on East Main street and will occupy it with a stock of men’s and boys’ shoes, etc., as soon as the modern plate glass front has been installed and the modern fix- tures placed. Maple Grove—E. D. Merkle, who has conducted a general store at this place for several years has traded his stock of goods to Victor K. Brumm for a farm which is situated five miles Northwest of Nashville. Mr. Merkle has moved onto the farm and Mr. Brumm assumed: charge of the store. Howell—Nelson Yelland, who has conducted a meat market here for the past sixteen years, has sold his stock and equipment to Dr. H. H. Sparhawk, recently an inspector in the Detroit food department. Dr. Sparhawk is a Sausage specialist and will manufac- ture that line for the wholesale trade. Detroit—The Bernice Radio Elec- tric Shop, 9816 Dexter boulevard, has been incorporated to deal in radio and electric supplies at wholesale and re- tail, with an authorized capital stock of $10,000, $7,500 of which has been subscribed and paid in in cash. Allegan—A. C. McPhail, claiming Detroit as his home, pulled off a new one here last week. He made arrange- ments with Frank Smith, a carpenter, and Earl Sprague, a mason, to build several houses. Then Sprague intro- duced McPhail to the First National Bank officials, stated he wanted to open an account, which finally result- ed in the bank cashing a check for him drawn on the American Bank of Detroit for $850. McPhail put up as collateral two registered Canadian bonds for $1,500 each, Sprague endors- ed the check and the stranger left. Monday the Detroit bank wrote Mc- Phail had no funds in their bank and now Sheriff Lugten is trying to locate the man, who got out of Allegan by being rushed to Grand Rapids by a local taxi owner in fast time. The bank believes the Canadian bonds are genuine, yet there may be another A. C. McPhail. Sprague now claims he did not endorse the check, but his name is on the paper. Manufactur‘ng Matters. Manistee—The Manistee Shoe Manu- facturing Co., Inc., has sold its stock and plant to the Advance Wool Skin Shoe Co. Zeeland—The Dutch Woodcraft Shops has been incorporated to manu- facture furniture and wood products, with an authorized capital stock of $150,000, $15,000 of which has been subscribed and paid in in cash. Detroit—The Kurth & Knapp Man- ufacturing Co., 641 West Congress street, has been incorporated to manu- facture and deal in sheet steel, with an authorized capital stock of $30,000, all of which has been subscribed, $6,000 paid in in cash and $9,000 in property. Muskegon—The Muskegon Body & Fender Works, Inc., 3-5 Clay avenue, has been incorporated to rebuild, re- model and repair automobile bodies, with an authorized capital stock of TRADESMAN $10,.00, all of which has been subscrib- ed and paid in, $1,000 in cash and $9,000 in property. Detroit—The West Warren Cream- ery, 5921 Proctor avenue, has been in- corporated to manufacture ice cream, deal in dairy products, etc., with an authorized capital stock of $50,000, ot which amount $22,000 has been sub- scribed and paid in, $12,000 in cash and $10,000 in property. Detroit — Gordon’s Certified Ice Cream Co., 1558 Winder street, has been incorporated to manufacture ice cream and deal at wholesale and re- tail in butter and eggs, with an author- ized capital stock of $50,000, of which amount $35,000 has been subscribed and $100 paid in in cash. Flint—Sale of the Flint Motor Axle Co. for $23,500 has been approved by Circuit Judge Edward D. Black, of Flint. The sale will include the ma- chinery, stock and equipment of the company. Fred W. Weiss, Harvey E. Schweitzer, and Carl W. Bonbright are the receivers of the company. Zeeland—The Van Lopic Knitting Co., which suffered a serious loss by fire in October, has resumed the manu- facture of children’s goods on the sec- ond floor of the Van Lopik building on Main street. The good damaged by fire or water are being disposed of at retail on the ground floor of the same building. Detroit—The Superior Body Cor- poration, manufacturer of auto bodies, hoists and winches, has merged its business into a stock company under the style of the Superior Body & Equipment Corporation, 5730 Michi- gan avenue, with an authorized capital stock of $25,000, $3,000 of which has been subscribed and paid in in prop- erty. Muskegon—The Panyard Machine and Manufacturing Co., Detroit, mak- ers of piston rings and other automo- bile parts, will establish a plant at Muskegon, according to the informa- tion given out by George W. Panyard, president of the firm. Between eight and ten acres of land have been pur- chased and plans call for the erection of a $36,000 plant. About sixty men will be employed when operations are started in the factory. Detroit—James L. Lee died Nov. 24 at his residence, 8643 Jefferson avenue. The funeral was held on Sat- urday. Mr. Lee was born in Brigh- ton in 1858 and came to Detroit at the age of 18. He espoused the dry goods business and within a few years en- gaged in the wholesale dry goods trade under the style of Strong, Lee & Co. In 1902 he and W. M. Finch founded the W. M. Finch & Co., man- ufacturer of workmen’s clothing, and built a plant on Gratiot avenue. Mr. Lee was a member of the Detroit Club, the Detroit Athletic Club, Detroit Boat Club and the Country Club of Detroit. —_22-<.—__ _ One of the most important points it a young man is character—once tarnished, it is hard to clear. Shun Iquor, tobacco, strange women .and all bad companions. They are too heavy a load to carry. A little poison will soon permeate the whole system. Forty-third Anniversary Items From the Cloverland of Michi- gan. Sault Ste. Marie, Nov. 30—Those who predicted a mild winter had to admit that 9 degrees below zero on Saturday was going some. The gar- ages catered to a full house, thawing out the different cars which balked at the zero mark. It also made a few of the optimists who have still been using alcohol change to the neverfail Rador glycerine. The four wheel brake cars suffered most. One man driving in from Rudyard on Saturday, after reaching the city limits, found that his front wheels were sliding along the same as runners and his steering ap- paratus was headed only _ straight ahead, frozen solid; but us old timers are still optimistic, as the worst is yet to come. Dave Mitchel, the well-known mer- chant on East Portage, expects to sell out soon to William McDonald, from Pickford, who will continue in the meat and _ grocery’ business. Mr. Mitchel has not as yet announced his intentions for the future. Judging from the large amount of turkeys, geese and chickens carried over from Thanksgiving there will not be any scarcity of poultry for Christ- mas. It is beginning to look as if the high prices had some effect upon the appetite and a goodly number are still on the hog and may continue so, as pork loins have dropped about 10 cents per pound during the past few weeks. Many of the mighty hunters are wandering toward home with com- paratively few bringing back the spoils, but the lucky hunters have the usual thrills to relate. None can excel Eugene Guzzo, of the Canadian Soo, who went after rabbits with a friend near Goulais Bay. They saw a deer lying in the snow. Thinking it was dead, Guzzo lay down his gun, went to the deer and grabbed it by the horns. As he did so the deer jumped to its feet, carrying Guzzo, on its horns, “The deer gave me a merry ride for two miles, but did not go nearly as fast as one would think a deer would go under the circumstances. After riding for what I supposed was about two miles we came to a small creek. The deer cleared it very nicely, only to land in a soft mucky spot along the edge of the creek and ex- tending back some distance. The double weight was too much for the ground to hold and the deer sank all four feet. When I jumped off the deer struggled loose and tore into the brush.” Guzzo wandered around in the woods trying to locate himself. Charles De Paul is now sole owner of the Temple and Strand theaters, having purchased a half interest from George Cook. In announcing his pur- chase of the entire stock of the Soo Amusement Co., Mr. De Paul said that the company had been dissolved. Because of precarious health Mr. Cook has been forced to spend seven or eight months each year in the South, practically abandoning his busi- ness interests here. Mr. Cook expects to leave here next week for Albuquer- que, New Mexico, and will return next June to spend the summer. Mr. Cook was the pioneer motion picture theater owner in the Soo and has made many friends who wish him a speedy re- covery. The milk dealers advanced the price of milk 2 cents per quart last week, but found that the consumption drop- ped off to a marked degree, so that it was decided to reduce the price back to 10 cents again. The many friends of Mrs. John France, wife of our court stenographer, were shocked to hear of her tragic death, which occurred at Detroit last Thursday, when she was run down by an automobile. The funeral was held here on Sunday. William G, Tapert. ai ae nnereteccesniammamceemannasscatsilh i { i | | See rete a 4 4 4 Forty-third Anniversary MICHIGAN TRADESMAN 5 Essential Features of the Grocery Staples. Sugar—Jobbers hold cane granu- lated at 6.95c and beet granulated at 634¢c. Tea—The demand is stimulated by the price strength at primary sources. Japans and Formosas are active. The recent advances on Indias and Cey- lons are still maintained. Canned Fruit—Fruit is moving on the spot in a jobbing way, but Cal- ifornia packs are not in demand for Coast shipment, either prompt or for deferred delivery. Pineapple is about steady for the whole line, but extra sliced is firm and is not readily avail- able. Canned Vegetables—There was only one outstanding development last week, the announcement of a 19,000,- 000 case pack of corn, another big out- put to throw on the market before all of the 1925 pack had been marketed. However, the knowledge that a record supply is in sight has had no effect upon the market as it was already weak and on a hand-to-mouth basis. In fact, the trade was prepared for about 20,000,000 cases. Like peas, there is too much in sight to warrant buying ahead when prices are irregu- lar and unstable and when there is no need of replacements. Wholesale grocers have plenty of these two packs and there is apt to be little buying until after inventories. Tomatoes have also been easy in tone, and with a holiday to break up the week, were neglected. Minor vegetables vary ac- cording to the statistical position of the item in question. Canned Fish—Red Alaska salmon can be bought on the Coast at the low- est prices current so far this season, but there is little demand. Pinks are about steady in Seattle but are hardly that here, since forced sales are be- ing made from the dock. Maine sar- dines are quiet and remain on a hand- to-mouth basis. Light meat tuna is doing better as there is little genuine white meat available. No change in shrimp has occurred. Dried Fruits—Spot prices rule steady and practically unchanged except in apricots, which are firmer. Coast postings are not frequent, and when they do come through denote no radical change at the source. Few apricots are to be had from packers. Indeed only a few have assortments to sell and most of these are deficient in the higher grades. Growers are virtually out. Packers are more hope- ful as to the course of the California prune market but there has been no hardening of values, but predictions are made that the market is on the mend. The Northwestern situation is unchanged. Raisins are steady to firm, according to packer. The larger the packer the firmer are hiz ideas. Many are more or less off of the market. Nuts—The activity of the nut mar- ket prior to Thanksgiving is shown by the continued flow of orders until al- most the dawn of the holiday. Usually orders are mostly placed before Thanksgiving week, but this year there was a call for most varieties un- til Wednesday. The retail and whole- sale trade has been carrying light stocks and while it bought conserva- tively there was widespread interest throughout the list. Reserve stocks are estimated to be about the lightest ever held in many years for the bal- ance of the year. No let up in the demand is in prospect, as the Christ- mas call is expected to begin earlier than usual on account of the uniform strength of the market. The nut meat market has also shown a strong un- dertone, with walnuts leading. Olive Oil—Holders’ ideas of olive oil are generally firm. Replacement costs are on a high basis and little disposition to shade prices is shown by handlers. According to a report from Leghorn, Italy, weather has been ideal since the blossoming of the olive tree and the harvesting of the present crop will start in December and con- tinue through January-February. Rice—Domestic rice has reached a mill basis which millers do not think will be lowered, as some offerings have been at cost or even below that level. Planters have more or less eased their offerings and there are fewer sellers among the millers. Locally the mar- ket is quiet but steady at ruling quo- tat‘ons. Buying is mostly hand-to- mouth. —_—_2+>.____ Review of the Produce Market. Apples — Wagners and Baldwins command 60c@$1 per bu.; Northern Spys, $1.25; Delicious in boxes, $3.75. Bagas—Canadian, $1.75 per 100 Ibs. Bananas—8@8%c per Ib. Beans—Michigan jobbers are quot- ing as follows: Cio Pea Beang 6.8 oe $5.40 tight Med Riduey 8.85 Ware Med Kideey 8.30 Beets—$1 per bu. Butter—The market is stronger and 2c higher. Jobbers hold fresh packed at Slc, prints at 52c and June packed at 45c. They pay 25c¢ for packing stock. Carrots—$1 per bu. Cauliflower—$2.25 per doz. Celery—30@75c per doz. Cocoanuts—$1 per doz. Cranberries—$4.50 per 50 Ib. box of Early Black; $5.25 for Late Howes. Cucumbers—$3 per doz. for South- ern hot house. Eggs — The market on fresh is stronger and probably at the highest point for the year. Local jobbers are paying 60c this week for strictly fresh. Cold storage operators quote storage eggs as follows: Opel Pate 39¢ Oe 38c Seen 36c Cracks and ditties = 32c Egg Plant—$1.50 per doz. Garlic—35c per string for Italian. Grape Fruit—$4.25@4.75 per crate for Seal Sweet from Florida. Grapes—Calif. Emperors, $2.50@2.75 per crate. Honey Dew Melons—$3 per crate for either 6, 8, 9 or 12. Lemons—Quotations are now as fol- lows: BU $6.00 AO Oe MAN 5.50 Om Red Pah 5.00 Lettuce—In good demand on the following basis: California Iceberg 4s, per bu. _.$4.50 Hot house leaf, per Ib. ----______ 12¢ Onions—Home grown, $2.25 per 100 Ib. sack; Spanish, $2.50 per crate. Oranges—Fancy Sunkist California Navels are now on the following basis: Oe $5.75 RO 6.25 A 6.75 eo 7.25 Poo ate ee OU Sg eee te sl ln 7.50 fo Ee Se ane 7.50 oho ee GIES 7.50 FS HVS DEN eee ioc 7.50 oe 7.50 Sunkist Red Ball, $1 cheaper. Floridas command $6.75 for all sizes. Parsnips—$1.25 per bu. Pears—$3 per crate for Calif, Kie- fers, $1 per bu. Peppers—Green, 60c per doz. Potatoes—$1.70@1.80 per 100. Poultry—Wilson & Company pay as follows this week: Peavy fowls 200 20c Dighe Wowie 20) 14c Springers, 4 Ibs. and up ___._____ 20c Peters (OC 22c Turkeys (fancy) young __________ 30¢ ‘Purkey: (Old Poms)... 22c Ducks (White Pekins) __________ 20c (seese eS 14c Radishes—75c per doz. bunches for hot house. Spinach—$1.50 per bu. for Texas grown. Squash—$1.25 per bu. for Hubbard. String Beans—$3 per hamper. Sweet Potatoes—$1.75 per hamper for Delaware kiln dried. Tomatoes—Southern stock, $1.20 per 7 lb. basket. Veal Calves—Wilson pay as follows: & Company re 144%@15c COC eS 14c Medi Oe 12c HOO eee on 09c Wax Beans—$3 per hamper for Florida. — >->—____ Shoe Trading Is Featureless. Except for some increase in the movement of women’s oxfords, which may be due to the coming of colder weather, recent business in the local wholesale shoe district has not been very productive of interesting features. There has been some improvement in the demand for house slippers and other articles of footwear that come into the Christmas gift category, but as yet this appears not to have been large enough to be an important factor in ithe general demand. November sales, on the whole, appear to be smaller than those of October, which, in turn, fell below those of September. The year, taken altogether, has not been an entirely satisfactory one to the secondary distributors, and from present indications December will not do a great deal toward improving things. —_+>++___ Hosiery Demand Is Uneven. In the absence of general activity in the hosiery trade at the moment the nearest thing to a feature is the \un- evenness of the demand. Cotton hose continue to be taken in only a limited way, and the call for seamless goods is said not to be as active as it might be. Full-fashioned hose are moving freely for at once delivery, although. Buyers have not yet come to the point where they are satisfied enough as to values ‘to permit their looking ahead to any extent. In “boot” goods, which are made with a cotton top, the best business is being done in the long “boot” numbers. While reports con- cerning the movement of wool hose for forward delivery conflict somewhat there is little doubt that a nice busi- ness is passing in some quarters in the finer grades of silk and wool mixed goods. ———_+~--+—___ Neckwear Trade in Good Shape. With retailers beginning to feel the benefit of the holiday turnover, re- orders on men’s neckwear are shap- ing up very nicely. Stocks in the hands of the manufacturers are com- paratively light and, with further re- during the next few weeks, manufacturers believe they will close the year in very good cendition. They add that tie silks are not in large sup- ply, even in the kinds which go into the popular priced ties. Ties of heavier silks are doing well right now, par- ticularly the mogadores, crepes and twills. Stripes continue in strong favor, but much consutner demand is over to neat figured effects. colors dominate. Orders for Spring ties are not expected to come in actively until after che turn of the year. orders given Sright —_~+~--____ Confident About Knit Outerwear. Much confidence is being expressed over the prospects for knitted outer- wear during the Spring. A strong re- vival of consumer interest in the mer- chandise, particularly the sports types, is looked for. The trade also has the benefit of a lower price level, which is expected to increase the buying con- fidence of both jobbers and retailers in the goods. The better grades of knitted wear, which have been “out of the p‘cture’ for several seasons, are expected to show up very well. Makers of worsted yarns have already felt the increased confidence of the knitters and they anticipate, at the least, a considerably better season than last Spring or the one before. —_~+---___ Toleration. At a state press association banquet one young editor during his speech gave a rather detailed account of how he, when a boy, used to work in the printing office of one of the oldest editors present and had received one dollar a week for his services, obvious- ly to show that he was a self-made newspaperman. When the elderly editor, to whom he had referred, arose to give his ad- dress, he began by saying: “For sev- eral years now I have listened to Mr. G tell this story about working in my print shop when a boy for one dollar a week, which is very true; and [ just wish to give the rest of the Story, presuming that he does not know it. His father gave me the dol- lar which I paid him every Saturday night.” —_++-__ H. E. Parmelee, dealer in general merchandise, fuel, etc., at Hilliards, renews his subscription to the Trades- man and says: “It is an investment which always pays dividends.” 6 Wisdom of Our American Policy on Debt Paying. Grandville, Nov. 30—As wise a man as Lloyd George is worried over pros- pects of war in Europe. Perhaps a little worrying will do no harm at this stage of the game. To know all is to forgive all. The United States could do a lot in favor of peace by forgiving those foreign debts, shouldering all the expense and making herself a general old mammy to those who hate her. Will this country do this to the tune of several billion dollars? The citizens of America say no, emphati- cally, wherefore there’s going to be continued bad feeling throughout Eu- rope. The British statesman signifies his belief that trouble is brewing between Germany and Italy, and that before long those two countries will embroil all Europe in war. Not a pleasant outlook surely. The outstanding puzzle and fear is Russia, not in her present attitude under Bol- shevick rule, but by the return of czarist imperialism. Is there any in- dication cf this last coming to pass? Lloyd George seems to imagine so, and to the ordinary man such a return of dictatorial power would be the best thing that could happen to the Mus- covite nation. The Russian people are certainly un- fit for self government and the need of a dictator in that unhappy country is seen more and as time passes. When this change comes about, if it ever does, Russia will again take her stand among the nations of the world to be reckoned with. This may come about sooner than many imagine. Such a restoration could in no way prove an injury to the Russian people. “Mussolini's treatment of Germans in the Tyrol, annexed to Italy, will cause war between Germany and Italy and embroil all Europe.” Such is the prophesy of the British statesman, and it is possible he may be right. If so, that war is much closer at hand than the world has been led to expect. : Mussolini's overwhelming ambition to play the role of world conquerer may be the means of involving the na- tions in another world war. He has the ambition of a Caesar or a Na- poleon without possessing the ability to perform what those earlier mon- archs of absolutism did. Think peace, talk peace and there will be peace, says one good citizen who hates war as the deadly viper that is to one day destroy the world. A man of the caliber of Lloyd George ought to be above talking war unless he really sees beneath the surface of European affairs a strong undercur- rent which will eventually jtead to such a catastrophe. No doubt the United States might add a few friends by donating the bil- lions borrowed by our foreign brothers to carry on, yet it would be setting a premium on dishonesty and would in no way enhance the virtues of a few people. By so doing we would do much to precipitate another war; but if we keep the nations of Europe busy paying up the debts caused by the kaiser’s war, we can be practically assured that we will be free from an- other war for a hundred years to come. The elections, continues Great Brit- ain’s sponsor, precludes the hope that the United States will agree to suffer a loss of billions in order to placate her debtors across the water. Such a concession on the part of America would be most imbecile in ths extreme. We should lose our National self respect and feel that we had rob- bed our own citizens of hard earned money, Our refusal to enter the league of nations and also our declining to be made a cat’s paw of though the door of the world court has angered the governments of Europe not a little. MICHIGAN America’s keeping out of all foreign entanglements does not please the old world and it would be foolish for us to try and pacify their discontent. American institutions are not satis- factory to monarchial nations, nor do we care to try and make them so. Men and women who come across the pond to find homes in America are welcome so long as they come with the intention of becoming American citizens, and leave behind absolutely all their preconceived ideas of how to run a government. This is the land of Washington and Lincoln. Over there the land of tyranny and oppression. When these immigrants swap the one for the other they make the best trade of their lives. Keep sweet and keep friendly is our advice to those who owe this country certain sums which they re- fuse to pay. Uncle Sam’s pockets are large and deep, yet they have been pretty thor- oughly drained to aid their fellow be- ings across the Atlantic. Our own citizens must not be taxed to make a French or German holiday, nor an English one for that matter. All we ask is a fair deal and square treatment between men and nations. It would be very annoying should Germany seek war with Italy in the near future, yet stranger things than that have happened, and Lloyd George may not be far out of the way after all in his prediction of early hostilities between those two nations. More and more, as time passes, does it become apparent how wise were our is American leaders in putting a foot down on all bargains with foreign countries. Let the European war dogs rage, America will have none of their quarrels to answer for in the future. A true American policy will keep us out of war. Old Timer. ae ee eee eee ek et Sen Se See Seen Seen oe ee ee ee ee ee) —2 mortgage bonds to yield 6% principal and poe Louse. eee Senses eon a interest asian Damn 2a ~~ insured by old line surety ee = companies AG.GHYSELS & Cp. INVESTMENT SECURITIES Grand Rapids, Mich. MEMBERS DETROIT STOCK EXCHANGE TRADESMAN Forty-third Anniversary ; Well-Displayed Merchandise Sells esse TINS He UNION Display Baskets and ‘ ‘racks enable you to: Increase: — yes double — your sales on the most profitable merchandise. Dispose of slow-moving mer- chandise at a profit. i Kasily and neatly display all af kinds of merchandise. UNION Display Baskets have many desirable features which are not found in other display fixtures. The bottoms of the display baskets may be adjusted to any depth or angle, one stan- dard display basket may be set inside of another to form a double-deck display, as_ illus- trated above, the basket may be collapsed and set inside when not in use. Write for booklet giving prices, illustrations and description of our various display fixtures. UNION STEEL PRODUCTS COMPANY Albion, Michigan SAVE PHILS CO Td A REG.U.S. PAT. OFF. CMLL CL 26 OZ.NET AT LAST MT WONDER WASHING POWDER AND SUV da) a aoe ; A TT Te aa te Day MANUFACTURED BY O0'SO-WHITE PRODUCTS CO Inc LD Doar ilel B Forty-third Anniversary MICHIGAN TRADESMAN 7 Industry Has Cut Labor Costs and Raised Wages. All of the standard curves show that the present upturn in business began two years ago, about the middle of 1924, and that the general volume of business activity has swept forward from a position 15 per cent. below nor- mal to one 7 per cent. above. Usually movements of the business curve bear close resemblance to the long swings in commodity prices but the phenom- enon of the present period of un- precedented prosperity is that business has expanded without the stimulus of a rising price level. As it happens commodity prices at wholesale aver- age almost precisely what they did two years ago and for more than a year the trend has been downward. What is the biggest single factor, then, back of this increased! prosperity? Certainly the increased productivity of labor is one of the outstanding in- fluences and the figures on eight representative industries recently com- piled by the Government reveal in. ro- mantic fashion how industry has been able to work itself into a prosperous condition by limiting labor costs and at the same time increasing wages. The doctrine sounds paradoxical but what it amounts to is that new de- vices have been invented to increase the productivity of labor so that by speeding up output per man industry has been able to pay better wages and at the same time save money. Here are some interesting figures. In the automobile industry one man now can turn out 210 per cent. more than he could in 1914. In technical terms the report shows that the man- hour output in the motor industry has risen from 100 to 1914 to 310 in 1925. That gain is the largest recorded for any group but all along the line marked gains in productivity appear. Similar gains in other industries are as follows: Iron and steel 49.3 per cent., boot and shoe 16.5, pulp and paper 25.7, cement 57.8, leather 28.2, flour milling 39 and cane sugar refining 27.3 per cent. It is this extraordinary increase in the productivity of labor that explains in part advances in wages that exceed by a wide margin the advance in prices. Union wage rates since the outbreak of the war have jumped 138 per cent. whereas the general price level has increased only 50 per cent. The feature of the whole matter that interests Europeans most is the ex- tent to which the consumption of the average wage earner has been expand- ed by his larger earning capacity. In accelerating the speed of business this increased consumptive capacity, coupl- ed with the ability of the worker to finance his wants by use of new credit instruments, must be accepted as an important factor. Paul Willard Garrett. [Copyrighted, 1926] —_ ++ A Shortage of Tin. Tin is a soft, malleable, lustrous white metal, used since the time of Moses. It is mined in England, in the mountains between Portugal and Galicia, and those between Saxony and Bohemia, in India, Chile, Mexico and Peru. It is put to many uses, and is now more than twice as high in price as it was five years ago, when it sold at $600 a ton. Its commonest use is for plating sheet iron or steel from which many kitchen utensils are made, and for roofing. It is highly valuable for these purposes because it protects the baser metal from oxidizing, and does not rust itself, being impervious to moisture. Mixed with lead and laid thinly on thin steel sheets it becomes tinplate, which is generally called tin, although only coated with tin. Tin itself is now used in many commodities in which its presence is not suspected, such as silk stockings, dresses, suits, dyes and calico, and in enamel and pottery works. The London Mail says a world short- age in tin now exists, clearly indicated in its high price. The art of tinning iron plate is said to have been invent- ed in Bohemia in the early 1500's. It was first used in England in 1670. Only during the present generation did tin plate become a product of the United States. It began during the political career of William McKinley, and largely through his efforts. In- deed, one great national campaign had the creation of a United States tinplate industry as a prominent issue. The McKinley career grew out of his special services as a student of tariffs and their application to the fostering of industrial prosperity by protection from foreign manufactures. When he advocated tinplate manufacture here, his political opponents hooted the idea Our tinplate had come from England for generations. His tinplate tariff proposal, by which alone the industry could become an American prosperity asset, was venomously attacked, and those opposed to it sought his political defeat. But his tariff law, passed when he was chairman of the ways and means committee in congress, met overwhelming approval and_ finally made him president. In 1923 we pro- duced 1,687,000 tons of tinplate, and to-day no American would consider the abandonment of that great indus- try for a moment. — +22 Large Plans For Local Food Show.. The annual food show conducted by the Grand Rapids Grocers and Meat Dealers Protective Association will be held in the Waters-Klingman expos’- tion building Feb. 21 to 26, both in- clusive. Eighty-four booths have been arranged for. They will be uniform in construction, being provided by the local organization. They will be made of lumber, Beaver board and oilcloth and finished in a delicate shade of ivory. No such uniformity has ever before been accomplished in any food show conducted in Grand Rapids. All the fixtures will be made so they can be taken apart and installed for future food shows held under the same auspices. Possessing the confidence of the trade to a remarkable degree and with a world of experience behind them, the officers of the organization ought to be able to give us the best exhibi- tion of the kind ever presented to the food buyers of Grand Rapids. The well “fresh guy.” posted man is never a The first fire resisting Asphalt Shingle was made in Grand Rap- ids in 1901 by H. M. Reynolds. ¢ Grand Rapids Trust Company Receiver for H. M. Reynolds Shingle Co. Recommend FRANKLIN DAINTY LUMPS They are exactly the right size and shape for Tea and Coffee. Be sure to talk them during the holidays. The Franklin Sugar Refining Company PHILADELPHIA, PA. “A Franklin Cane Sugar for every use” 8 BACKWARD AND FORWARD. Thankful For the Past—Hopeful For the Future. It has been my custom for a good fracture the editorial undertaken to main- many years to dignity I have tain during the remainder of the year and unbend a little on the occasion of devoting a page or more to a friendly personal talk with my readers. I have nothing particularly new to say along this line this time, but, as precedent is a pretty good line to follow, I have decided to our anniversary edit'ons by devote a page or so to another annual talkfest. The disposition to break over the traces and indulge in friendly conver- sation with and about my customers has found expression during the past year in the introduction of a new de- partment, in which I undertake to pre- sent sidelights on the towns covered and the people visited on my week end trips each Saturday. Sometimes I have in mnd a definite topic I want tc talk but more often I am without much of zn idea of what I am going to say and have a sinking sensa- tion that no theme worthy of the oc- casion will occur to me, and that when the time for comes the next morning there will be nothing ready. This never happens, however. In some miraculous way the ideas come and I grind out my weekly grist with- out difficulty, the only trouble being that I am apt to keep at it until the early hours of the morning and my fingers ache from the long-continued effort. Strangely enough, I soon discovered that my readers appreciated the mat- ter written without premeditation more than the editorials which are the result of much prev’ous thought and sometimes diligent research. The ar- ticles which cause the most comment, if not commendation, are those which about, copy literally write themselves without be- ing deliberated on in advance. The mental exercise of turning out a certain amount of copy which must be forthcoming by a certain ‘hour is I know the readers of the Tradesman and it is a pleasure for me to write for them. I have been writing for them for more than forty years and they have been very good about it and very indulgent. They do not expect anything extra- ordinary from me, and they are sel- dom disappointed. This has created an entente which is mutually satisfac- tory. I feel I can say what I please and they will understand; that I can write as the spirit moves me and they will read it or not, as the spirit moves them, and it will all be on an easy and comfortable basis as between old friends. stimulating and agreeable. There was a time when I cherished the ambition that I might ultimately have the name of every Michigan mer- chant inscribed on my subscr’ption list, but experience has demonstrated that such a thing is impossible of ful- fillment, because there are two classes cf merchants would be of no lenefit to any trade journal—the new merchant who thinks he knows all there is to be known about merchan- dising and the old fossilized merchant who MICHIGAN who has been in trade so long that he has become wise in his own conce't and persists in thinking that uo trade paper can tell him how he can increase his business or augment his profits. Since my long-time subscription repre- sentative went blind, three years ago, 1 have devoted more t'me than ever to the work of calling on merchants, especially those who are not already con our list. I have studied merchants and their methods so closely and so carefully that the moment I cross the threshold of a store I can almost in- variably tell at a glance whether the owner of the establishment is headed for a successful career or doomed to record a failure. This may appear like a broad statement to some, but I have seen my conclusions corroborated so many times that I have come to regard myself as something of a prophet as a prognost’cator of a mer- cantile career. The new merchant, as a rule, is “too busy to read,” “de- pends on the daily newspaper for his market reports” and “hasn’t the money tc spare.” In all cases of this kind T note the name of the merchant in a little book I keep for that purpose and in nine out of ten the mer- chants thus recorded are out of busi- ness inside of two years, so it hardly pays me to take the time necessary to convert such men to my theory of business. The back number merchant is such a wise old owl, as a rule, that he smply amuses me over his smug- ress, self conceit and self content. I can see-rat a glance that he is headed for the financial graveyard and that whether he keeps going months or years depends altogether on how much money he has made and saved in his earlier days or how fortunate he may be in having legacies left him by deceased relatives. Cases This condition, to which I have be- come fully reconciled, impells me to seek support and co-operation almost exclusively from seasoned merchants —men who firmly believe in the utility of trade journals and who frequently prove to be as helpful to me as I am to them. These merchants, as a rule, constitute the well-rated class in every town. They are progressive and en- terprising; they possess open minds which enable them to absorb, assimi- lite and profit by the disclosures I can mzke to them from time to time; they frequently appeal to me _ personally fo. deta‘led information on any project which is brought to their at- tention by strangers and I can usually illuminate the situation in a satisfac> tory manner. So long as I can inter- est this class of merchants—who con- stitute the bone and sinew (as well as the brains) of the retail mercantile field—and retain them as permanent customers, I can afford to pass up the young upstarts who know it all and the aged veterans who are gradually rusting out in their creaky chairs. Give me the live merchants in each locality and I will cheerfully relinquish the adolescent and dead and dying ele- ments. I was discussing this subject with the credit man of a Detroit jobbing house not long’ ago, when he surprised me by stating that, in his initial inter- views concerning the credit of his cus- TRADESMAN tomers, he always asked if they took the Tradesman. He said that an af- firmative reply frequently enabled him to determine whether or not the mer- chant would make a good credit risk; because any merchant who reads the Tradesman regularly would not be likely to be “hooked” by any of the cheats and frauds which are now so prevalent; that he considered the in- formation thus harded out to our readers every week as valuable, in- its way, as the possession of ample fire irsurance by the merchants in reput- able mutual companies. I have oc- casionally touched on this matter in discussing the subiect with credit men in other markets and invariably that similar opinions are held by other au- thorities than the Detro‘t man first quoted. A leading wholesale dealer in an- other jobbing market once told me that the legislation I have assisted in securing, the court decisions I have cbtained on matters vital to the trade and the concessions I have induced manufacturers, jobbers, transportation lines and insurance companies to make in behalf of the retail trade entitle me tc the patronage of every merchant in Michigan. I am not so strenuous cn this point, because I realize that the average merchant cheerfully ab- sorbs and appropriates the advantages which come to him from the activity and energy of others and seldom takes the trouble to even enquire how these concessions were ever obtained. In my fight against the frauds which confront the merchant from every angle I have been greatly handicapped for years because of the absence of any co-operative agency in Chicago. That stumbling block has been re- moved by the organization of the Chicago Better Business Bureau, which is now in working condition. No city ever needed such an agency so badly as Chicago, which has been a hotbed for cheats and crooks for many years. The Tradesman has already establish- ed co-operative relations with the new organization, the same as it has had with similar organizations in New York, Philadelphia, Buffalo, Toledo, Detroit and other cities, and will thus be able to give the merchants who ap- peal for assistance through Realm of Rascality better service than ever be- fore. I wish I knew exactly how much Realm of Rascality is worth to the readers of the Tradesman. If I were to make an estimate of its value I would place it at a million dollars per year. This may look large to some, but I could qualify on such a state- ment if required to do so. Although the Tradesman has been very outspoken in handling cheats and frauds during the past year and has been threatened with several libel suits by those who have been denounc- ed, no actions have been started, prob- ably because of the reputation the Tradesman has always enjoyed for never making any disclosures of a dam- aging character until it is prepared to prove the truth of anything it may say. I still hope to see the day when crooks will be relegated to the scrap heap and shady transactions will be taboo, but it will never do to lie down Forty-third Anniversary on the job or lessen the present de- gree of watchfulness, so long as all kinds of wickedness is so prevalent in the land. The past year has strengthened the conviction I have long maintained that ‘he independent dealer has nothing to fear from the chain store, providing he keeps his house in order and so shapes his career as to avoid the pit- falls resorted to by those merchants who seek to meet the menace by cut- ting prices and handling goods of in- different quality. There will never be a time in this country when quality goods, reasonable prices and superior serv'ce will not enable the merchant who is well situated to win in the race for supremacy. I do not now recall any trade jour- nal of similar character which has so large and varied a staff cf regular con- tributors as the Tradesman has. I do not know of any other trade journal which can draw on so large a list of special contributors for the annivers- ary editions as the Tradesman en- joys. I certainly owe a debt of grati- tude to these good friends which I can never adequately compensate for their services. I wish to embrace this opportunity to express my hearty thanks to our patrons—both subscription and adver- tis'ng—for the generous support they have accorded the Tradesman during the past forty-three years and to ex- press the hope that they may deal as generously with us in the future as they have in the past. I have an abid- ing ambition to be permitted to re- main in my present position seven years longer, so as to round out fifty years as editor and publisher of the Tradesman. There never was a time when the Tradesman felt it was so indispensa- ble to the retail trade as now. There never was a time when the retail deal- er was confronted with so many dif- ficult problems and perplexing condi- tions as at present. This applies to all lines of merchandise and every branch of buying and selling. Mer- chandising has become a science, in which a novice stands small chance of success. In times past a farmer or mechanic could espouse the mercan- tile business and frequently win rec- ognition and success. Such a possi- bility has largely become a matter of history, because competition is now so keen and the fundamental rules and underlying theories of the retail business are so exacting and abstruse that none but experienced men stand any show of succeeding in any legiti- mate mercantile pursuit. I do not feel called upon at this time to make any promises for the fu- ture. The past furnishes a sufficient criterion of what the future has in store. With widened experience and (I trust) expanded vision, with a corps of expert advisers and competent con- tributors, with a rapidly growing circle of eager readers who place ab- solute trust in the integrity and good faith of this publication, the Trades- man enters upon its forty-fourth year full of hope and promise, which it confidently expects to realize and see fulfilled in large measure. E. A. Stowe. eee o® Forty-third Anniversary MICHIGAN TRADESMAN 9 HUNDREDS of MILLIONS of DOLLARS Are spent annually to supply facilities necessary to meet the demand for Gas and Electric service. e Safeguarded By proper equities, with established earning power, and supervised as to issuance by rigid Government regulation PUBLIC UTILITY BONDS Offer the highest type of Investment Securities. e A population in excess of 2,600,000 is served by Utilities affiliated with 7 AMERICAN LIGHT & TRACTION CO. 120 BROADWAY, NEW YORK CITY SHOE MARKET “Serve Yourself” Idea Practical For Shoes. yourself” departments They liave been used “Serve shoe are no novelty. by many stores as a sale feature, or outlet to dispose of old stocks. found as ap Several stores, however, have that selling shoes “cafeteria style” is practical the year around. One of the most successful depart- ments is in a large city store. This store is located in a part of the city populated by workingmen who buy largely on a price basis. The serve-yourself deparment is in a separate room, and has been care- fully planned to make it easy for cus- Shely- ing divides the room into several al- tomers Oo wait on themselves. \round the wal's of each al- shoe in a style num- COVES. cove are the stocks, each box plainly marked with ber, size and price. On a table in each alcove are sam- ples of the shoes to be found in that section; each sample bears a tag giv- The cus- tomer has only to decide on the style then go to the shelves and ing style number and price. wanted, find the size. Down the center of the room are shoes can be tried on. people comprise the salesforce, if such it may be called. One is the man in charge who helps customers find their sizes, answers questions and keeps an eye on things in general. The other is the cashier at the door, who wraps up purchases and collects the where sat SCatS Two amount due. \Ithough such a department would not be practical in many stores, there are others which would find this idea The secret of the suc- cess of the departmen described is that it is not an outlet for old stocks. All shoes sold in the department are bought for this purpose and only good styles are carried. a “gold-mine.” —_~+~--_____ Capitalize On the Weather in Your Advertisements. If you are located in a part of the country where big snows are a regu- lar part of the winter program why not make use of the first one of the year as an advertising feature? Secure data on the date of the first big snow years, and the record snowfall for your town, and. similar storm data of interest and then pre- Pare an advertisement featuring this information and hold it ready to in- sert in the newspaper as soon as pos- sible after the first big storm. We have seen this idea carried out very cleverly, in particular by one Nebraska store qvhich headed their advertisement, “Yes, It Snowed—But We’ve Had Worse Ones!” Depend on it, everyone who sees such an ad- vertisement is sure to read it. —_22-»____ Christmas Bonus Plan For Employes. Most stores make a practice of re- membering their employes at Christ- mas, but many do not do it in a sys- tematic way. The Christmas bonus provides an ideal way to reward your workers, and at the same time to spur them on to do their best during the holiday season. There are countless bonus plans but i previous MICHIGAN one of the best we know of is that used by a Nebraska store. This store gives all employes who have been with the store less than one year a 1 per cent. bonus on all sales made up to Christmas Eve. Those who have been with the store one year and less than two receive 114 per cent., and all who have been with the store more than two years receive 2 per cent. The holiday season in this store is considered as beginning the day after Thanksgiving, and all sales from that day on until Christmas Eve are fig- ured in the bonus. When each employe realizes that every sale adds to the amount to be re- ceived on Christmas Eve, you can be sure there will be a minimum of lost sales during the holiday season. —_~+<-<-.___ Another Christmas Idea. Is it the custom in your town for outdoor Christmas trees in their yards? This very pretty custom is growing in favor, and it adds people to have much to the holiday appearance of the town twinkling with lights are to be seen here and there throughout the residence district. Why not offer a prize for the pretti- est outdoor tree? Or, better still, put the idea up to your merchants’ asso- ciation or Chamber of Commerce and get them to put it over in a big way. Your reward will come in the fact that you've started something worth, while. where trees —_+-.____ Don’t. When you send circulars to your trading territory do you use names and addresses, or just box numbers? Careful check-ups have proved that the circular addressed to a box number is not nearly so effective as the one that is addressed to some person. Better to send out half as many mailing pieces and have those you do send get a reading. —_>~+»—___ Active Call For Linens. What is described as an unusually big business has been done in linens for holiday delivery. In some of the lower priced merchandise, including plain crash table cloths and hem- stitched damask sets, wholesalers are sold up and cannot make anything ex- cept future deliveries. The call has also been good for higher priced linen sets and combinations of lace and linen. Especially good have been Ma- deria and Italian cut-work merchan- dise and Alencon dinner sets and spreads and bedroom sets of Nor- mandy lace. —~++.__ A farmer received a crate containing some fowls. He wrote to the sender, informing him that the crate was so badly made that it had come to pieces when he was taking the hens home with him and they had all escape, and, after much searching, he had only suc- ceeded in finding eleven of them. In due course he received the following reply: “You were lucky to find eleven hens, because I only sent you six!” —_+~--__ The wise dealer drives home the nails of need with the hammer of dis- play. There is no Easy-chair route to Suc- cess. TRADESMAN FOR YOU JOHN COMER A black blucher oxford with wave tip, top sole, harness stitching and flanged heel. Uppers of winter weight calf. The top sole will pro- tect you against rain and slush and it’s the last word in style. Ask your dealer for Style 983. He can get you a pair from stock Nov. Ist. The price will be five dollars at retail. & HEROLD-BERTSCH SHOE COMPANY Manufacturers Since 1892 Grand Rapids, Michigan EASY PROFITS You will find in the numerous Shoe Polish, Laces, Insoles, Arch Supports, Foot Remedies. items such as Our complete stock is at your command. BEN KRAUSE COMPANY 20 §S. Ionia Ave. GRAND RAPIDS, MICHIGAN Watson-Higgins Milling Co. GRAND RAPIDS, MICH. NEW PERFECTION The best all purpose flour. RED ARROW The best bread flour. Look for the Perfection label on Pancake flour, Graham flour, Granulated meal, Buckwheat flour and Poultry feeds. Western Michigan’s Largest Feed Distributors. ———— Forty-third Anniversary HAUUAAUOEOUUCOUUOAUEOUAAUEAUEAUEAUOOAUOOTEATEAERE When in need of High Class Detective Work call on or wire HALLORAN DETECTIVE AGENCY 506 Grand Rapids Savings Bank Building Phone 87712 Night Phone 32193 Grand Rapids, Mich. TOUTE 2 ou THT Ens Winter Vegetables Will Show a Profit When You Have a Vegetable Refrigerator Heretofore the chief objection to hand- ling green vegetables in the winter Season has been that the average deal- er did not have any place or method of keeping them to prevent spoilage. The Crystal Vegetable Refrigerator removes this difficulty. It preserves every bit of your stock in fine condition until it is all sold. NOT A CENT OF LOSS From Spoilage Ice is placed on a wire shelf at the top. As it melts the cold water and the cold air drop over the vegetables. The water washes them off and. the cold air freshens them in a wonderful way. Your customers will want the goods when they see them in such fine con- dition, SOLD BY JOBBING GROCERS and VEGETABLE WHOLESALERS Write to the factory for catalog and further particulars, : CRYSTAL REFRIGERATOR co. Fremont, Neb. Forty-third A nniversary Conclusions Reached From Studies in French Forestry. I will state at once that the ideas here disclosed are derived from study of a book on that subject in conjunc- tion with work in the woods and for- est planting that emphzsized the ap- plication of French experience to the conditions we meet in Michigan. The main part of the book was pre- pared by Theodore S. Woolsey, Jr., most of the material being collected in 1912. He served in Paris 1917-19 as head of the Interallied War Timber Committee and the book was publish- ed in 1920. Two chapters were writ- ten by Wm. B. Greeley, Chief U. S. Forest Service, who also served in the A. E. F. Forest Engineers, Service of Supply. These wartime experiences brought vital educative ideas regarding the supreme usefulness of French forestry in a crisis where anything less thor- ough in results would very likely have led to disaster. Their conclusions are of great worth in their application to our problems that present conditions show need expert advice. The high char- acter and training of these men fit well to make serious study of the economic problems involved and’ pass on to us the results in a form of great usefulness and value. Some of the chapters will be more easily understood by those having a technical training, but even in those chapters a serious reading, by one whose work takes him into the woods, will carry ideas that lodge and hold until some woods experience flashes a light that shows the lesson derived therefrom. The broad general teaching of. the French experience shows the great value of land conservation by means of forestry where the land cannot be well used for agriculture. It shows that the science of forestry, properly employed on non-agricultural land, will be of continual benefit and will render the land a resource for all time when it is put to such use. French experience shows that state forests develop into the main sources of supply for high grade timber. And the book points out the causes natur- ally incident to private ownership that limit the rotation period and therefor cause timber from private forests to be put on the market before the age of highest quality. Also the plans of management for private forests lead to the development of a grade of timber not suited for fine construction use. The French experience shows the vital need of state forests because of the high grade of timber produced and our state is coming to the time when similar economic conditions will con- trol our timber supply ard we are sure to have the same need that can only be adequately met by a supply fur- nished from state forests. Timber is dealt with as a crop and often in the state forests of France the rotation period is 150 years and more—some as much as 360 years. This element of time needed for the production of good timber should lead our thoughts toward a prompt solution of the prob- lems we face and which we must ex, MICHIGAN pect to be greater problems as time goes on. To delay action will mean a con- tinual loss, because there is no speed- ing up process by which to secure more of growth rings on the trees. Speed the beginning now and the re- sults will begin to show. Knowing that the industries of our state will need the good timber and that the state owns land suitable for growing forests, we should understand that prompt action is needed to place that land in control of a competent leader, with power and instructions to plant and secure the highest grade of timber possible on the soil used. On pages 415 to 421, inclusive, there is a long list of important private forests in France. The total acreage I'sted is about 1,700,000, with a very large share having a rotation period of eighteen to thirty years—a few less than seventeen and # very few from fifty to 150 years. These facts show us why the eminent French foresters state it, as a rule, that private forests cannot be relied on to produce the high grade timber for exacting indus- trial and construction purposes. Under the conditions we now find in Michigan and taking lessons from French experience we can see that our state should plan and carry into effect a prompt beginning of forests on all available state land under control of competent foresters experienced in the use of up-to-date methods. French writers aver that state for- ests are an essential part of economic Progress and a prerequisite of any great advance in private forestry there- fore we should also take this lesson from their experience and prepare in our plans a wide distribution of the state forests, using in all the same high technical leadership for the bene- fit secured thereby in the promotion of private forests. Frederick Wheeler, Vice-President Michigan Forestry Ass'n. —_+-+___ Hides, Pelts and Furs. Green. NO. U2 08 Green; No. 2 Oe Cured. NO; fotos 09 Cured No) 2 2 08 Callfakin:: Green’ No: b-2 0 it Calfskin, Green, Calfskin, Cured, Calfskin, Cured, Horse, No. 1 __ WL. Horse, No, 2. 23s Pelts, Re 50@75 Shearinge oo 10@25c Tallow. Prime 07 No. 1 07 No. 2 06 Wool. Unwashed, medium _.__._..________ @35 Unwashed, rejects -__ --~--@35 Unwashed, fine -___..______________@30 —__2 >. Pongee Favored For Spring. Natural pongee silk is expected to find considerable favor for Spring in the women’s and children’s wear trade. The fabric is finding increasing use in the latter industry, where it is util- ized for children’s frocks, suits, ete. ‘The 12 momme grade is the kind most sought, and importers here are book- ing substantial business in it for de- livery during the next two months. In some quarters it is felt that later Geliveries on the silk will command higher prices than those which now prevail, TRADESMAN 11 HOLIDAY RUSH ORDERS by | Long Distance To get the goods you want when you want them, use Long Dis- tance. Direct, personal and attention compel- ling, it is the fastest way of replenishing your stock during the holiday busy season. A complete line means more customers and more satisfied custom- ers for you. Long Dis- tance calls can help you to get and keep those customers. The rates are reasonable. MICHIGAN BELL TELEPHONE Co. FINANCIAL Why Not Have More Testimonial Dinners. The Old National Bank’s dinner to Wm. R. Shelby and Wilder D. Stevens, attended by 200 or more officers and directors of the city banks and prom- inent business men, was the first such social session we have had since the Michigan Trust Co.’s dinner to com- miemorate Lewis H. Withey’s thirty years in the presidency. That was six or eight years ago. The dinner was a well deserved compliment to the honor guests, but those who attended are said to be in line for good things that will be all their own, and from which the entire city will benefit. Not for the world would we have it known outside, but right here among ourselves it may as well be admitted that the Grand Rapids bankers have not been as happily harmonious as they might be. Incidents have oc- curred out of which ill feelings have grown and then, with or without cause, there have been rivalries, jealousies, misunderstandings and perhaps some mistakes. It is needless to go into details, but there are factions among the brethren where there should be unison, enmities where there should be friendliness, the hostile spirit in- stead of the spirit of helpful co-opera- tion. Is it not so? The Old National Bank’s dinner brought all hands together for an evening of good will and good cheer. There was a mingling with everybody a good fellow, instead of a chip on every should2r, and a disposition to mix. The influence was distinctly for a return of the old friendliness and cordiality. Why not have more of these social sessions? The Old National has made the start; why should not some of the others help along the friendly move- ment? The Grand Rapids Trust has had an “opening” in its new building; why not have a house warming? The Grand Rapids National could “throw a party” in honor of the completion of its building. The Grand Rapids Sevings and Kent State have officers and directors whom the entire bank- ing fraternity would take pleasure in honoring. “Long live the King,” will soon be in order for the presidency of the Michigan Trust. There is no lack of good reasons upon which to base dinner invitations. Who will be the rext? Speaking of social sessions and din- ners, why is not the Grand Rapids Association of Commerce doing some- thing along this line? Such functions, it is well known, promote friendliness and good will and public spirit—the very things most needed in a com- munity—and yet how rarely does the Association of Commerce act as host, even for a midday lunch. It cannot be said occasions have been lacking for association activities along this line. The Leonard Refrigerator Company, has been a unit in a nationally known electrical refrigerating corporation and the new control is spending something like a million dollars in factory ex- pansion here. Grand Rapids would be pieased to meet and welcome the new control. Why has not the Associa- -a loan, -- ae MICHIGAN tion of Commerce afforded the oppor- tunity? The American Seating Corporation, recently re-organized, is spending a million dollars in Grand Rapids for new factory buildings and equipments and increased employment for Grand Rapids labor; a lunch or dinner meet- ing reception to the company’s offi- cials would give us a chance to say we were glad of it, and greater friend- liress would follow better acquaintance. Several other factories are doing big things in a big way; why not give oc- casional recognition of our industrial progress? And then we have indus- trial and business leaders of long standing to whom _ banquets might well be handed as evidences of ap- preciation for what they have done. The list might well include Chas. H. Leonard, founder of the Leonard Re- frigerator Co.; Gaius W. Perkins, one of the founders of what is now the American Seating Corporation; Charles R. Sligh and Wm _ H. Jones, pioneers in the furniture industry; Mrs. M. R. Bissell, co-founder with her husband of the Bissell Carpet Sweeper Co.; Henry Idema and Wm. H. Anderson, our oldest bankers: Chas. E. Belknap, At. S. White and Herman Van Aal- deren, the oldest, respectively, in wagon making, printing and real es- tate abstracting; Chas. W. Garfield, leader in public spirit and civic right- eousness; Wilder D. Stevens, our old- est merchant; Wm. R. Shelby, our old- est railroad man and who opened Northern Michigan by building the Grand Rapids & Indiana. The list could be extended almost indefinitely. We have no lack of citizens worthy of recognition and in honoring whom we would be honoring ourselves, All that we lack is the initiative and the Association of Commerce would do itself credit and be helpful if it would take the matter in hand. —~+2-__ Max Mills Back on the Road Again. Portland, Oregon, Nov. 21—I be- lieve I wrote you at the time that last June I decided to give up traveling and stay at home, but after four months of hard work around my home —building an addition, putting in hot water heat and some other needed re- pairs—I found I had reduced mv weight from 199 pounds down to 165, and as two younger men had failed to sell only about one-half the amount of soap I had, my former employer told me I must “get back on the iob,” offering me a new car and more Sun- days at home. So I am back again and my customers all seem pleased to have me with them again. This tends to make me feel that, even if IT am nearly 74, I am not a back number vet. I eniov vour Out Around very much, as it takes me back to the days when Frank Parmenter and I meandered along through muddy roads and snowbanks to the same towns you can now make at 30 miles an hour. Twenty years has made a wonderful improvement in highways all over, for which we can thank the automobile. T now have a fine Dodge coupe, which runs like a clock, and I usually drive about 30 miles an hour, which is the highest I promised my family I would make, if they consented to my return to the road. I was supplied an old Maxwell coupe before, which gave me a lot of grief. Lloyd M. Mills. A friend just back from his vaca- tion is 2 poor prospect to touch for TRADESMAN Forty-third Anniversary a With Capital and Surplus of nearly Two Mil- Kent State Bank “The Home for Savings” lion Dollars and resources exceeding Twenty- Three Million Dollars, invites your banking business in any of its departments, assuring you of Safety as well as courteous treatment. Boston Denver Investment Securities E. H. Rollins & Sons Founded 1876 Dime Bank Building, Detroit Michigan Trust Building, Grand Rapids New York Chicago San Francisco Los Angeles OUR OBLIGATION We realize at all times, that it is the duty of this insti- tution to do everything to conserve, protect and pro- mote the interest of its pa- trons. We solicit and accept patronage, fully cognizant of the trust which is repos- ed in our own judgment and integrity. Cor. MONROE and IONIA Branches Grandville Ave. and B St. West Leonard and Alpine Leonard and Turner Grandville and Cordelia St. Mornoe Ave. near Michigan Madison Sv, are and Hall E. Fulton and Diamond Wealthy and Lake Drive Bridge, Lexington and Stocking Bridge and Mt. Vernon Division and Franklin Eastern and Franklin Division and Burton aes feel jou ee OLDEST SAVINGS BANK IN WESTERN MICHIGAN On this basis, may we serve your a “The Bank Where You Feel At Home” Grand Rapids Savings Bank OFFICERS WnLlAwm ALDEN SMITH, Cheianan of the Boara CHARLES W. GARFIELD, Chairman Ex. Com. GILBERT L. DAANE, President ARTHUR M. GODWIN, Vice Pres. ORRIN B. DAVENPORT, Ass't Cashier EARLE D. ALBERTSON, Vice Pres, and Cashier HARRY J. PROCTER, Ass’t Cashoer EARL C. JOHNSON, Vice President H. FRED OLTMAN, Ass’t Cashier TONY NOORDEWIER, Aw't Cashier * ee Forty-third Anniversary Belief That Cotton Has Touched Bottom. A 1926 cotton crop of 18,399,000 bales or more by 2,199,000 than was picked in the previous record year of 1914 is the latest estimate of the Government but on Worth Street in New York the authorities hold to the view that the commodity has about if not already touched its bottom price. Worth Street is to the cotton industry what Wall Street is to finance and what William Street is to insurance: it is the center of activities in that branch of the textile industry. The new figure represents several million bales more cotton for the year than normal but that is not all. It reflects a sweep- ing increase over earlier 1926 computa- tions. Only a fortnight ago the offi- cial estimate was 17,918,000 bales and to that new high it had risen by -egu- lar jumps from a level nct much above 15,000,000 bales in September. Not in all history do the records show a situation so bearish on its face in cotton but, curiously enough, the market in the commodity has not been especially disturbed by publication of the report. Apparently the market had pretty well discounted a record production long ago and is not now much concerned over the detailed figures. At least the view of the cot- ton men seems to be that the com- modity has about fallen to its poorest position and that from this time on the movement will be towards stabil- ization. That the crop will be a record one and that the surplus on hand from last year is heavy everybody knew weeks ago. All that interests the prophets now is to find an answer to the question: What may be expected from 1927? The outlook for 1927 is not, fortun- ately, so dark as the history of 1926 from the standpoint of prices. In the first place it is the abnormal yield per acre even more than the large acreage that swelled production this year and by all laws of averages the yield next year should fall. It now appears that the average yield of cotton per acre this year will be 186.3 pounds as against 167.2 last year, 157.4 in 1924, 130.6 in 1923 and only 124,5 as recently as 1921. An unprecedented combina- About tion of factors favorable to growth, such as good weather and the=absence of insect infestation, explains the large yield and the large aggregate output. If the yield this year had been no more than it was in 1921, for example, there would not have been, even with the large 1926 acreage, any serious surplus problem. Eugene Meyers and the President’s cotton committee have so organized the South that financing of surplus cotton will tend to stabilize the specu- lative markets. That the drop in the price has substantially lowered the purchasing power of the cotton grow- er is plain but no appraisal of the fu- ture can be complete unless it empha- sizes the following favorable elements: (1) The 1927 acreage almost certainly will be cut as the natural result of low prices; (2) the yield per acre, irrespec- tive of the number of acres planted, can scarcely reach the 1926 figure; (3) failure to pick all of this year’s crop may reduce the present estimate, and, MICHIGAN (4) the drop in cotton prices has stim- ulated a new life in the cotton indus- try that may raise it from the doldrums to the benefit of the whcle country. Paul Willard Garrett. ——_2>-»___ New Line-up at the Michigan Trust Co. The Michigan Trust Co. has effected the re-organization made necessary by the recent death of President Fred- erick W. Stevens. Noyes L. Avery is President, John Duffy, Chairman of the Board and Henry Idema Senior Vice-President. The other officers are unchanged, although there may be seme shifts following he annual meet- ing of stockholders in December. This reorganization should be very satis- factory to stockholders, as it places men of assured ability and proven fidelity in the position of responsibil- ity, and it will be reassuring to the beneficiaries of $60,000,000 in trusts which the company holds, to say nothing of the 3,000 more citizens who have entrusted their wills and prospec- tively their estates in the company’s helding. Mr. Avery, the new Presi- dent, is a Grand Rapids product, a son i the late Fred N. Avery and a grand- son of Noyes L. Avery, one of the best krown and most useful of pioneer business men and financiers. He has been with the Michigan Trust Co. since 1911, starting as a minor clerk, advaneng to Assistant Secretary and then to Vice-President. As Vice- President he was given unusual re- sponstbilities during the long absence cf President Frederick W. Stevens while making a trip around the world, and later during his illness, and showed such marked ability that he was first choice for the presidency when the vacancy occurred. Mr. Duffy, the new Chairman of the Board, has been a director since 1911, is a director in the Old National Bank and is well known in business and manu- facturing circles. Mr. Idema has been 2 director in the company since its Organization in 1889 and has been President of the Kent State Bank for many years. Under the re-organiza- tion the company’s policies undoubted- ly will be progressive yet conservative, safe, sane and always forward looking. —_+++—____ The -chief uniqueness of Jesus was, not his enthusiasm for humanity but still more his enthusiasm for God and his absolutely fearless trust in God. The transcendent things which, out of his own experience, he said about God, and about what faith in God can achieve, make us marvel as we study them. They give us a higher vision of the fundamental Realities. We see from them that, in the eternal order of things, our human life is being lived for a Purpose and with a Guide. And, in seeing this, the world becomes a glad place to us.” —_—_+~-<___ Anton G. Hodenpyl, well known in Grand Rapids, is planning an unusual winter trip, accompanied by his wife and niece. The trip will be to Buenos Aires, touching at Rio, with side trips into Brazil and Argentine, then across te Capetown and a two weeks’ side trip into the interior, then up the East Coast of Africa and a visit to Egypt. TRADESMAN 13 Ky em $30,000. Princeton, W. Va., 514% Sewer and Street im- provement bonds due Aug. 1, 1929-47 inclusive, denomination $500., principal and interest payable New York City. FINANCIAL STATEMENT eBeseed Maliabion 2 $8,345,373. Total Debt 176,000, Population, 1920—6,224, Estimated—10,200. Opinion Chapman, Cutler & Parker, Chicago. Price to net 4.60%. These bonds are general obligation of the City of Princeton, W. Va., and we believe they will provide an attractive investment and if interested, please wire or write us. VANDERSALL & COMPANY 410 Home Bank Bldg., Toledo, Ohio 29 So. LaSalle St., 1006 Penobscot Bldg., Chicago, Illinois Detroit, Michigan 4S THE OLD NATIONAL BANK Have your youngsters learned about money and banking? Start them now in the Old National’s 1927 Christmas Sav- ings Club—it’s a liberal education! cA Bank jor Everybody_ MONROE AT PEARL NO BRANCHES INTELLIGENT EXCHANGES IMPROVE INVESTMENT POSITION May we serve you accordingly Michigan Bond & Investment Co. INVESTMENT SECURITIES 10th Floor Grand Rapids National Bank Building GRAND RAPIDS Fenton Davis & Boyle BONDS EXCLUSIVELY Grand Rapids National Bank Building Chicago GRAND RAPIDS First National Bank Bldg. Telephones { Gitizens 4212 Detroit Congress Building I am not very friendly to col- lection concerns, but this one happens to be on the square—— one in a thousand. Mr.Stowe Says Only one small service charge. ing fees or any other extras. References: Any Bank or Chamber of Commerce of Battle Creek, Mich., or this paper. Merchants’ Creditors Association of U. S. Suite 304 Ward Building, Battle Creek, Michigan For your protection we are bonded by the Fidelity & Casualty c New York City. 7 oe No extra commissions, Attorney fees, List- 14 COMFORT AND HAPPINESS. How Both Can Be Obtained in France. In traveling, no matter where, most cf us gain our chief impressions from ihe temporary and fleeting experiences and come home with tales of what the taxi driver did or did not do, of the food we enjoyed at some famous res- taurant, or of how we paid too much or too little for the trifling purchase or accommodations at a hotel. These incidents have human interest whether their educational value is great or not. Soa recent trip of mine leaves many such impressions along with others of more educational value. In going to France one has to take a steamer; to me a steamer trip is a siimulus. The motion is soothing or some thing, the machinery is impres- sive in its size and efficiency, the way down depths of the hold is a regular mine of curiosities filled with all sorts of electric and other devices to furnish light, heat, air, and power. One mar- vels at the tons of supplies including all the things with which to make up the most elaborate banquet. We go on deck and tramp for miles or sit down next to some chap who has a pile of books at his elbow and is ready to discuss anything from Lloyd George and Mussolini to the length of the ship's run. The ship’s run is the topic of real importance going over just as the question of what the customs of- ficer will do is paramount on the way back to enter this so called “free” country of ours. Every once in a while on deck one is interrupted by offers of food. Smil- ing stewards urge it and you help your- self—Jack Spratt and his wife can both be happy. The voyage draws to an end, a light house is seen flashing over the horizon, then the pilot boat with the pilot, then the slow passing up the harbor to the great wharf. On a French liner one has gained a touch of French atmosphere made up of smiling, courteous attentions, good food and French wines. The wharf is alive with porters who carry five suit cases as easily as one. They swarm up the gang plank, grabbing everything in sight, and we follow down to where a nice hardworking woman gives our dunnage the once over and marks the quittance with a piece of chalk. Ten or fifteen minutes is enough for that operation and then we seek the Paris train, find our reser- vations, get our dinner hour checks and watch the late comers. The whis- tle blows and we wander about on miles of sidings until we find the main track and then make a dash for Paris, one stop at Rouen and on again, cul- tivated fields, gardens, flowers, cathe- dral spires, tree lined roads, boat laden canals, one picture following another, all beautiful in detail, charming in the mass. Into Paris—more porters and then cabs and horns. The horns are drowning many of the old street cries, mores the pity! Our mind begins to be confused with the difference in money. We pay the cabman more or less than we should and get out of MICHIGAN to wonder which we did. We assume that the trip so far has been exhaust- ing and search for a good place for 5 o'clock tea. Tea means tea, but it may mean chocolate or lemonade or seventeen kinds of little delicious wa- fers, cakes and sandwiches. We try to remember that dinner is not far away, but we shut our eyes and open our mouths. Let dinner worries solve themselves. Meanwhile we have been listening to good music and looking off into the wooded acres of the Bois de Boulogne, trying hard to realize that this is another world and that we are in it. Paris is one great charming thing after another providing one goes with an open mind and a determination not to be bothered by things that are dif- ferent. Some Americans think that the way to travel is to find fault with everything and it is that type of trav- eler that usually has the least advan- tages at home. If you feel that way, why go abroad? There is enough in Paris to serious- ly interest one for months. To me the country side away from Paris is even more satisfying. One gets out to where things are “hand made” and not machine made. Individuality gets greater scope of action. The small farms are beautifully kept. The fields are alive with men, women and chil- dren, all working. The little towns not far apart shelter their homes to which they return at night fall. Some men by the roadside are cutting down designated trees which had ripened to maturity. Another group are planting new Saplings to replace the old. Twen- ty, thirty or forty years hence another group will be doing the same thing in the same place. Everywhere there appears to be abundant forest land although the cutting is continuous. The new forests are set out in formal TRADESMAN rows but are no less beautiful. All underbrush is cleared away, tied in bundles, used to the last morsel for kindling. This economy of materials is inbred in the French nature. The clothing of the people is simple—there is a great deal of black cloth, too much it seems to us, for it is so sombre. Then we remember the great war, the wreckage of that is not all in the scar- red battle fields and the shattered homes. The great and lasting scars are those to love, friendship and fam- ily associations. The French remem- ber and honor their dead in ways that seem to them most fitting. The cities naturally show much more colour, for the country people being largely agri- cultural, must wear clothes appropriate to their work. Out in the country, the trained fruit trees cling to the houses, the yellow conical stacks of grain adorn the fields. Down in Auvergne, where we spent some weeks, cattle raising is the great industry. The long horned deep red critters spread themselves in countless herds over the hills and mountains. Watched over by the small children or the old people, they graze over the hills during the summer and are driven down to the warmer stabies for the Winter lasts about there, when many fall and winter. six months down Henry Smith Floral Co., Inc. &@ Monroe Ave. GRAND RAPIDS, MICHIGAN PHON®DS: Citizens 65178, Bell Main 178 Phone 61366 JOHN L. LYNCH SALES CO. SPECIAL SALE EXPERTS Expert Advertising Expert Mrechandising 209-210-211 Murray Bldg. GRAND RAPIDS, MICHIGAN Forty-third Anniversary A Guaranteed Income 6% INSURED BONDS These strong features. Hundreds bonds have many of banks who set safety above all else, are buying them for their own invest- ment, for customers and for trust funds. Payment of principal and interest is guaranteed by the U. S. Fidelity & Guaranty Co.,, which has assets of $48,- 000,000.00. They will safe- guard your funds against loss. INDUSTRIAL COMPANY ASSOCIATED WITH INDUSTRIAL BANK GRAND ' MICH- RAPIDS IGAN Link, Petter & Company (lacorporated) Investment Bankers 6th FLOOR, MICHIGAN TRUST BLDG. GRAND RAPIDS, MICHIGAN HERMAN HANSON, Sec’y-Mer. sight in our hotel as quickly as possible _ ATTENTION! PEARL — GRAND RAPIDS RETAIL GROCERS and GRAND RAPIDS FOOD SHOW FEBRUARY 21-26 WATERS-KLINGMAN EXPOSITION BLDG. LYON STREETS OTTAWA — For Paiticulars—Communicate 341 HOUSEMAN BLDG. MANUFACTURERS and DISTRIBUTORS MEAT DEALERS PROTECTIVE ASSOCIATION PHONE 85812 GRAND RAPIDS, MICH. %\ i q i ‘$) Forty-third Anniversary of the roads are impassable. Supplies are laid in by the remote cottages who have access perhaps only by snow shoes to the nearest village. This life produces a hardy race though many never get over fifteen or twenty miles from home. They live frugally with their flocks and herds. They have their simple enjoyments, going to the town markets and rural fairs. They roof their houses with great thick slabs of slate or heavy thatch of straw or both. The volcanic rock gives a grim air to their stone buildings which crouch close to the ground as though built to avoid storm, tempest and ava- lanche. The mountains and the val- leys are intimate and friendly and yet they have their crags and precipices. It’s a great country for the tramper. The air is clear and pure, the waters are health giving. One can find health establishments for the curing of all sorts of distemper and presided over by skilful physicians. Mt. Dore has its cure for asthma where a_ three weeks treatment sends many away with restored and natural breathing. Vichy is again a famous cure for rheu- matism. The healing waters flow from deep down in the earth whre they gath- er their tonic stimulants. The tramper sees these places and mostly avoids the crowds of hooded patients who day by day in every way become better and better. The hillsides attract him. de photographs the carter and the herder, the shepherd boys and girls, the water- falls and mountain peaks, and brings into his album glimpses to enable him beside the fireside to recall this day and that spent in such stimulating and relaxing surroundings. There are many chats by the roadside—glimpses into homes—meals in the back room of the little inns where in the simplest en- vironment is found the fine soup, the delicious cheese, the fragrant wine of the neighborhood. The young man who years before went to the great city and with frugal habit and dili- gent work amassed a fortune, this man now older thinks of the old home and comes back to buy an estate and build a chateau in a sightly spot where he can spend his later yeats. Such cha- teaus dot the landscape along with others of the older construction dating back hundreds of years to the time when a man’s home was necessarily a castle built to protect him, his family and retainers from the assaults of predatory bands. Old walls with con- venient openings to permit adequate defense by arrow, blunderbuss, solid stone balls or boiling water, still stand as monuments of feudal life. We wan- der by with wonder and awe. The beauties of line of structure satisfy us quite as much as modern plumbing. We gain respect for permanent work- manship and again resolve to build no more in stucco and plaster. At Aurillac we found Mon. Maison- obe, the proprietor of as comfortable a country hotel as one would choose. It was seventy-two steps up to our rooms, but the beds up there justified every step. When we entered the dining room we found a spacious oak carved and paneled room with an air of comfort and cleanliness. The maids who had lugged our baggage up the MICHIGAN seventy-two steps were now transform- ed into waitresses; they did both tasks well. After dinner our host sat out- side with his wife and daughters and listened with us “to the band playing on the public square. Beyond the square was the Jordanne river, where once was found a little gold. The moon was as bright as it is at home, but it somehow looked more rested. It cost but a little to stay at Aurillac. It proved again what comfort and happiness can be obtained from simple things. Out from Aurillac run many delight- ful journeys of a day or two. One can always walk, while for longer trips there are busses or steam cars to call upon which penetrate the remote sec- tions and give one a wider field of ob- servation. Vic sur Cere, near at hand, has comfortable hotels and is the cen- ter for excursions. Salers is a typical feudal town sitting high up within a walled enclosure and containing stone buildings dating from centuries back. Murat a picturesque village resting un- der a mountain upon whose summit is a collossal statue of the Virgin watch- ing over her trusting children far be- low. Lioran, with its famous tunnel built in the middle of the last century and connecting vast picturesque val- leys. Ravines, waterfalls, chateaux scattered here and there in lavish abundance. Is this a good place to live? If one can judge from the calm happy faces about thre can be but one answer, for they portray the sturdiness and sim- plicity characteristic of the best French peasant. A nation made up from such a people can never go far wrong, nor fail to do what is honorable and fair. It is worth while to mingle with these people and the beauties of natural sur- roundings can not fail to restore those who need to get away for a time from the vexations of a complicated city life. Clay H. Hollister. —_>-->—____ Tribute to the Memory of Mrs. Harvey Gish. Not a great life, nor a brilliant life, nor unduly prominent in any way, but exemplifying in its simplicity the high- est type of plain goodness, a char- acteristic of her family for eight gen- erations. An old-fashioned attribute, to be sure, growing rarer with the hurrying times, but all the more precious and desirable. In her the almost forgotten adage, “Home-keep- ing hearts are happiest,” found fuli ex- pression, and the home she made was beautiful. Of a faith so strong and serene as to require no argument; of a love so generous as to include every one; of kindly hand and gentle speech, such was she. Charming in manner, cultured in taste, widely read, deeply interested in all human affairs, devoted to her flowers, her friends, her church, she richly merited the admiration and affection of everyone who knew her. She lived a life of unshaken confidence that the world is full of goodness and that it were better to seek out the goodness than to grow weary with the failures. Her good cheer was un- broken by any vain shadows; the past was for her a treasure of pleasant memories and the present an open doorway into promise. TRADESMAN 15 SAFETY SAVING SERVICE CLASS MUTUAL INSURANCE AGENCY “The Agency of Personal Service” C.N.Bristrot, H.G. Bunpy, A. T. Monson CWO NEW LOCATION 305-306 Murray Bldg. GRAND RAPIDS, MICHIGAN You will have no regrets if you insure with THE GRAND RAPIDS MERCHANTS MUTUAL FIRE INSURANCE COMPANY affiliated with The Michigan Retail Dry Goods Association 320 Houseman Bldg. Grand Rapids, Mich. Merchants Life Insurance Company WILLIAM A. WATTS President RANSOM E. OLDS Chairman of Board Off -es: 3rd floor Michigan Trust Bldg.—Grand Rapids, Mich. GREEN & MORRISON—Michigan State Agents OUR FIRE INSURANCE POLICIES ARE CONCURRENT with any standard stock policies that you are buying The Net Costs O%) Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Michigan WILLIAM N. SENF, SECRETARY-TREASURER 16 FROM LAND OF SUNSHINE. Gerrit Johnson Turns Many Things Topsy Turvy. In an article of this kind to the Tradesman, I suppose one is expected to say something about business in general, but it is hard for me to stick to anything, even to a subject. As to business conditions in South- ern California, I would advise anyone contemplating coming cut here not to xpect that fig leaves will clothe them, nor sunshine feed them, for, if you come without money, you may find that it is a long, long watk back home. Of course, I realize that in this year of our Lord, 1926, one is con- sidered just a little queer who tells the truth as he sees it. Our so-called loyalty, especially the loyalty of boosters clubs, makes liars of us all. On the cry of prosperity, California again went Republican. It is surpris- ing and would be amusing were it not so pathetic to see voters with wrinkles in the'r bellies and shirt-tails hanging from their breeches, voting their political party ticket because they have read in the newspapers that they were enjoying prosperity, and it makes no difference whether it be one party or another, the party that owns the newspapers, moulds the avenue of thought and thereby owns the voters. Not long ago I was in Toledo, Ohio, and while there, a newspaper was sold for about four and a half millions of dollars. I doubt if the whole plant consisting of furniture and fixtures was worth twenty-five thousand. Com- mon gossip had it that the new pro- prietors paid his price for the paper’s political influence. We blustering Americans have not yet awakened to the fact that our minds are sold on the market, just the same as a man going on the market to buy jackasses. We talk psychology. We hear psy- chology everywhere, but our actions plainly show that we don’t know what we are talking about and, while we talk psychology, we still have rings in Our noses. Only a few years ago, Michigan got all fussed up about Newberryism. We had been Newberried many times be- fore and were never purturbed until a few newspapers contrelled by the opposite party made a holler and then we became so hysterical that the other Newberries in the United States Sen- ate threw our Newberry overboard and that action appeased our con- science. We really thought we had accomplished something, but see how many Newberries have been elected since. If anybody can see any differ- ence between the election of New- berry in Michigan and Coolidge in Washington, I will agree to walk on my hands all over town. We talk about the English and their lack of humor, not because we have more hu- mor, but it may be that we are so swelled up with exaggerated ego that when we look in the mirror we cannot see ourselves. I said business was dull in Los Angeles, but I didn’t mean all kinds of business, for selling blue sky— things above the blue sky—is a profit- able industry here and I think it is safe to say that there are more re- MICHIGAN ligious cults in Los Angeles than in any place on earth. If anybody has a new religious bug, this is the place to sell it. Even Aimee Semple Mc- Pherson cuts a big swath here. She came here about five years ago and it is said that at that time she was a struggling Holy Roller. You may not know what Holy Rollerism is. It is a religious cult, the members of which let their emotions run wild and when controlled by what they call the spirit they talk in strange tongues and yell, dance, shout and roll around on the floor. I have seen them get so work- ed up they would froth at the mouth. They keep this up until the police rap at the door. Aimee Semple Mc- Pherson has graduated frim this class now and she has become more digni- fied and has started what she calls the Four Square Gospel. It is estimated that she has accumulated around, a million dollars during her stay here of four or five years. We must give Aimee credit, for she is a real psy- chologist. Her audience is mostly made up of people who will walk a mile to save half a cent on a pound of sugar, yet she can take these same people, hold them up by the heels and shake them until every nickel drops from their pockets. And the beauty of it is she makes them like it. I have heard Aimee say before taking up a collection, “Now, friends, I don’t want to hear any money drop!” and then the basket of greenbacks that come to the pulpit would make you think that a basket of money had about the same value as a basket of fallen leaves in Michigan. And the way she appeals to the radio fans is worth while. She will tell them all to send in checks and the checks she gets by mail would make Sears & Roebuck jealous. While Aimee was in the height of her glory, she took a bath in the ocean and her foot slipped, showing us that the re- ligionists may find the narrow path slippery. If she did anything out of the ordinary, let us sympathize with her for, after all, what is more glor- ious than to be simply human. But it is not only the protestants who play the bunk. On my desk is a letter from St. Anthony’s Guide, Franciscan Monastery, Patterson, N. J., containing a booklet filled with sealing stamps s’milar ‘o our stamps sent out by the Tuberculosis Society, asking you to send one dollar and in return they will send you many bless- ings. They promise to kelp your dead friends and relatives out of purgatory. Just why I should get my friends and relatives out of purgatory and leave the rest in is conclusive proof to me that religionists as a whole are damn selfish. It does seem strange that, no matter where you go, religionists al- ways want to exchange their blessings for money. If you lock the world over, regardless of whether it be the yellow or white race, wherever there is organized religion, the heart of the movement is Composed of rascals who live on the fat of the land. Just why Uncle Sam will prosecute a man for using the mails for selling what we call “blue sky” and let such things as these go by unnoticed is beyond me. If there be one religion on the face of the earth that represents the spirit TRADESMAN of Jesus, then I am deaf, dumb and blind. Bt that as it may, one great draw- back in this country is the pensioners who swarm here from the East. Many of them will work at any price in or- der to get what they call “a little pin money” and they become unfair com- petition to the man who has to depend upon his wage. It seems to me that ‘f we are to keep doling out pensions, it should be made a rule that if the pensioner wants to go back to work, his pension should be annulled. I know a man in Grand Rapids who has scraped streets for forty-eight years. When I first knew him he was a physical giant and in perfect health. To-day, in his old age, his body has taken the form of one bent over push- ing the scraper, but street scrapers have no political pull and this man is now thrown out on the scrap heap without the least consideration. Just why such as he should have to help pay pensions to others who are still physically fit and able to compete with the other fellow’s job seems to me like an outrage. If we dole out pensions, why not treat all alike, whether they have been on the police force, fire department, teach school or pursue any other useful occupation. In the Netherlands they have a universal pension law whereby every man or woman at the age of sixty-five years whose income is less than two thous- and gulden (a gulden is about forty cents American) gets three gulden a week. This insurance is paid for by all those who employ labor. It seems to me that we in America still lack that universal spirit, grabbing what we can and to hell with the rest. That seems to be our idea. Now let’s get back to Los Angeles. Here we probably have the finest climate in the world and if it were not for the land grabbing, this would be a paradise. Just think, here are miles and miles of vacant lots and yet it is safe to say that not one producer in a thousand has a place to lay his head that he can call his own. There are thousands of young people who cannot afford to marry because of the greed of man and then we pious pups wonder why prostitution exists. We do not realize that when the laws of man interfere with the laws of God, nature smiles and goes on her way. If ever we awaken to another life and stand before the bar of justice, we may find that those whom we look upon as saints may be sinners and the sinners saints. If we, as a whole, had just ordinary sense, we would know that it is easier to change our tax system than to change human nature. If we would remove all taxes from industry and, instead tax vacant land just the same as land now in use, according to its location value, that would make speculation in land un- profitable. It would give young peo- ple a chance, and do more to elim- inate prostitution than all the prayers ever invented. It is not only Califor- nia or Florida that is afflicted with land grabbing, just hear the whines and moans from the Western farmers! They are now down on their knees, begging Congress for gratuities. Po- litically speaking, that is the trouble Forty-third Anniversary with us. We let things get all mussed up and then we beg. At one time Iowa farmers could compete with the world. It was when land there sold for fifty to one hun- dred dollars per acre. Then land gambling set in and gambling in land is the worst blight that ever struck the farmers. When land was cheap, the farmers asked no odds, but when farmers paid more attention to raising land values than crops, they killed the goose that laid the golden egg. What is the matter with the Iowa farmer? To-day he can’t compete with the Indiana farmer whose land is just as productive and sells at about one hun- dred to one hundred and fifty dollars per acre. Then, too, the farmer has to compete with the werld’s market. Canada farmers are the chief com- petitors of our American farmers and yet good productive land, equal to Towa land, can be bought in Canada for about forty dollars per acre. If a Canadian farmer has two hundred acres at forty dollars per acre, his in- vestment would be eight thousand dol- lars. If an Iowa farmer owns two hundred acres, down even as low as two hundred dollars per acre, he has an investment of forty thousand dol- Jars. Is it any wonder Western farmers can’t compete and are yelling for help? But suppose Uncle Sam should so far forget himself as to help the Iowa farmers, what would be the result? Just as soon as they would show a profit, land gambling would again set in and they wculd be in the same fix that they were before. If we allow our politicians, who are usually without economic sense, to put their hands into the Government mint every time they get into trouble, we would all bust up in business. Sometimes I wonder if you realize how many of your old subscribers live in Los Angeles. Many cf them come into our little office to look over the Tradesman. They invariably scrutin- ize your Realm of Rascality. Some of our visitors have been men who formerly had their names over the doors on Monroe and Canal streets. There are also some manufacturers and quite a number of professional people. It may be there are some among us who are glad Stowe did not Start his Realm of Rascality while we were still in business. Rumor had it that there was a deal on that the Tradesman was to change hands, then more rumor that Stowe was going around looking like a sick cat. It was said that every time he closed his old desk he lost three pounds. Then still more rumor had it that Mrs. Stowe set her foot down and said, “Ernest, you are not going to sell out!” and Ernest, who always obeys what he wants to, called the deal off, so we in California congratulate the Tradesman upon its forty-third anniversary and we also congratulate curselves be- cause Stowe has decided to stay at his desk. Here’s hoping that ihe Tradesman and its editor may have many more anniversaries. G. J. Johnson. —~+22>_____ A mechanical actor, which can do almost everything but talk, is being exhibited in Paris, % W Forty-third Anniversary MICHIGAN TRADESMAN GOOD NEWS To All Merchants who are facing the problem of staging a “special” sale that can absolutely be relied upon to convert a large volume of merchandise into immediate cash! 17 There Is Plenty of Cash Ahead For the Merchant Who Acts on This Suggestion Day in and day out the John L. Lynch Sales Flan is prov- ing a veritable life saver to merchants everywhere. Some of these merchants are suffering from unfavorable local conditions; some are loaded up with slow moving mer- chandise; some are expanding; some are moving into new quarters; others are going out of busniess altogether. But in each instance the John L. Lynch Plan is doing its work in a remarkably successful way. There is One and Only One That is why the hundreds of merchants who have employed our services during the past quarter of a cen- tury take pleasure in endorsing our sales methods and SALES PLAN in recommending us for the greater results we obtain. Though Widely Imitated It is Sel- Before laying plans for a ‘“‘special”’ sale of any type find dom Equalled and Never Excelled out what the John L. Lynch Plan can do for you. for Results, Measured by Merchan- dise Sold — Profit Realized — and Good Will Built Up for the Mer- References Bank references and scores of store references, many near you, will be supplied upon your wired request or upon receipt of the below coupon. Mail it Now! John L. Lynch Sales Company Murray Building, Grand Rapids, Mich. SEND DETAILS of your 25-year tested ‘John L. Lynch” Special Sale Plan as applied to the kind of sale indicated below. Also be specific in giving cost of sale, methods to be employed, time required and volume to be sold. Give name and address of recent sales you have managed. I understand this does not obligate us in any way. SALES COMP SRAND Rapips. MICHIGAS Sicee, Name .ee Addressee es Cry State eOtal Valne it Stocks oe Wate iusiess Was Pstanlisied ye Whattlype of Satc Interest In 18 DRY GOODS Michigan Retail Dry Goods Associatior. President—H. J. Mulrine—Battle Creek First Vice-President—F. E. Mills, Lan- sing. Second Vice-President—G. R. Jackson Flint. Secretary-Treasurer—F. H. Nissly, Yp- Silanti. Manager—Jason E. Hammond, Lansing. Women’s Coat Situation. Women’s coat manufacturers are now beginning to liquidate their hold- ings of Fall merchandise. Successful turnover of these goods, although at price concessions, is aniicipated dur- ing the next few weeks, as retailers make additional purchases to cover their sales needs. Because of the strike and of careful cutting policies, the stocks which accumulated are not large. They are larger, however, than most factors in the trade anticipated because of the sudden stopping of the demand early this month on account of continued cold weather. Production for Spring is now claim- ing the attention of the “style manu- facturers,’ and a number of offerings for the Winter resort and early Spring seasons are already being made. Sports coats in novelty woolens or fab- rics which have an established sports tendency, such as tweeds, crepes and flannels, manufacturers say, are the “safest bets” for the trade to produce. While manufacturers will be free of labor troubles for the new season, they are inclined to go ahead very cau- tiously in production and the purchas- ing of woolens. The Spring season, however, is usually less drawn out, than the Fall, and definite tendencies in style and the buying of retailers are more quickly discerned. The trade will have one advantage over last Spring in that Easter comes almost two weeks later in 1927. This will materi+ ally prolong the period in which con- sumer buying is done and allow the manufacturers and retailers a greater period of time in which to get full prices for coats and other items of ready-to-wear. —_+-- Obection To Novelties. One of the biggest obstacles to the general sale of novelties in a number of different kinds of merchandise, and particularly to the introduction of new things in which the element of style enters, is the contention of many re- tailers that “my trade won’t buy that stuff.” Yet experienced manufacturers know that, except in certain localities that are affected by marked differ- ences in temperature, racial concen- tration or some other factor that sets them apart from the rest of the coun- try, the tastes and purchase habits of consumers all over the United States are sufficiently alike to permit their being sold the same kind of merchan- dise. It is the opinion of such men that most of the dealers who contend that their trade will not like a certain thing are either influenced too strongly by their own particular likes and dislikes, or else are not merchants enough to see the sales possibility of the new things that are offered them. Some retailers, following the human trait of trying to make their work seem more difficult than that of other men, try to make it appear that they have the MICHIGAN TRADESMAN most finicky customers in the world, and it is this desire, particularly on the part of many small retailers, that makes them turn down much of the new merchandise offered them on the ground that their trade “won’t buy that stuff.” So they go on losing sales and wondering why their cus- tomers go so frequently to stores in larger cities for their nierchandise, or else have it brought to them through the mails. ————_»2~_ — Infants’ Novelties Sell Well. In few, if any, lines has the pre- holiday stimulation to business been greater of late than in infants’ novel- ties. Recent weeks have brought the heaviest orders of the year to makers of these articles, one of the most in- teresting of which is a chair with a music box attachment on the seat. This plays a pretty little tune when- ever the child sits down. A number of the novelties are on the border line between toys and aricles of utility, yet many of them have been so work- ed out as to make them suitable gifts for very young children. These include painted toilet sets, ribbon-trimmed dress hangers, small chairs, toys that float in water and many other staples, all of which are made so decorative as to appeal to the holiday shopper. Manufacturers in general can hardly keep up with the orders they are get- ting, and the rush is expected to con- tinue until just before the holidays. —_+++—___ Clocked Hose Vogue Will Hold. In the opinion of experienced hosiery men there is little question that the vogue for shadow clock hose, in both matching and contrasting colors, will last for some time. These effects are particularly favored at the moment in gun metal with black clocking. French clocking on sheer hose also promises to maintain its style strength indett- nitely in the higher-priced lines of this merchandise, particularly those made with a picot edge. These hose, of do- mestic manufacture, are particularly favored a prices rangitng upward from $2.50 a pair. Mauve shades and “nude” verging onto lilac are strong for eve- ning wear, with an increasing demand reported for iridescent or nacre hose. These are knit with two colored threads. ———__ 2... Orders For Silk Underwear. Orders for quick delivery of wo- men’s silk underwear are now begin- ning to reach manufacturers in large volume. Retailers are “feeling” the holiday consumer demand for this merchandise somewhat earlier than usual. Garments of glove silk and crepe de chine are in strongest call, the former dominating in the higher- priced merchandise. Short cut bloom- ers, vests, chemises and ensemble dance sets are the principal items. Lace trimming is much used in the tailored versions, which are now sell- ing on a larger scale than heretofore. Flesh is the most wanted color, al- though several of the very high shades are requested in crepe de chine. For Quality, Price and Style Weiner Cap Company Grand Rapids, Michigan Forty-third Anniversary Pre-Holiday Selling Of D'M:C THE FAMOUS FRENCH EMBROIDERY AND CROCHET THREADS Never before have we had such a wonderful assortment of the big selling articles right at the height of the season. We have concentrated on the articles and colors which our years of handling this line have proven the best sellers in this market: 151 LARGE BALL CROCHET 151/B SMALL BALL CROCHET 115 PEARL COTTON IN SKEINS 117/A 6 STRAND EMBROIDERY COTTON IN BALLS 99/B SINGLE STRAND EMBROIDERY COTTON IN SKEINS Our D. M. C. business for 1926 will be the largest in our history. If you are not stocking D. M.C. you are missing a good thing. Send us an order for our twenty-five dollar assortment. It’s ready for you. EDSON, MOORE & COMPANY 1702-1722 West Fort Street DETROIT VAN LOPIK KNITTING COMPANY Manufacturers of Infants’ and Children’s Goods College and High School Caps Burned Out, But Not Out Of Business! We have opened a new factory, and our line is stronger than ever. Samples sent on request, or drop us a line and our Travelers will call. ZEELAND, - - « MICHIGAN CARTONS AND FOLDING PAPER BOXES Special Designs and High Class Color Work Our Specialty WOLVERINE CARTON CoO. Phone 33961 BURTON and BURLINGAME GRAND RAPIDS, MICH Forty-third Anniversary MICHIGAN TRADESMAN ‘ 19 Death of Ladd J. Lewis, at Adrian. Died, in Adrian Nov. 19, 1926 Ladd J. Lewis, in the 81st year of his age. Mr. Lewis was a resident of this city from 1869 to 1884 and will be remembered by our older residents. He was born Dec. 22, 1845, in the town of Orangeville, Wyoming county, N. Y. His early years were passed upon the farm during the summers and at- tending the district schools in the winters, in which in his young man- hood he taught three terms. On reach- ing his majority he obtained a situa- tion as clerk in the office of a manu- facturing company near Utica, N. Y., where he was for three years, when’ he came to this city and entered the employ of the late Hon. Henry S. Smith who at that time was located at the corner of Kent and Newberry streets, in the manufacture of saler- atus, to which later was added agri- cultural implements. Mr. Lewis be- zan as shipping clerk and passed to book-keeper, traveling salesman, cash- ier, financial manager to partnership in five years. This continued for ten years more, when Mr. Smith died and the business was closed, Mr. Lewis re- turning to the State of New York. While a resident here he was interest- ed in civic affairs and was three times etected as a member of the Board of Education from the then 4th ward of this city. This was from 1876-1882 and in 1879-80-81 he was chosen by the Board as President and at his death was the oldest (in service) ex- President of that body. He remained in York State from 1884 to 1900 when he came back to Michigan and located at Adrian, where he founded the Adrian Knitting Co., a large corporation manufacturing mens, womens and children’s under- wear, of which he was President at his death. He was also interested in another knitting mill at Adrian and also one at Sauquoit, New York. While living here he was married to Miss Alice M. Eldridge, of Warsaw, N. Y., and they were the parents of six children, four of whom were born while living here on Ransom street.) Mrs. Lewis died in 1907 and in 1909 Mr. Lewis was married to Miss Julia A. Saltsman, of Utica, N. Y., who with three children, ten grandchildren and two great-grandchildren survive him. His children are Ladd J. Lewis, Jr., Mrs. J. L. Bush (Alice Louise), of Adrian, and Mrs. John W. Harton, (Frances E.), of Tullahoma, Tenn. Mr. Lewis was for many years a member of the Presbyterian church and died in its communion. Mr. Lewis was one of the most companionable men I ever knew. He loved his friends and never wearied in doing something to make them happy. He was the soul of honor—in his private life, in business, in politics, in civic affairs; in short, in all the rela- tions he was called upon to assume. I never knew a man who was more scrupulous in his dealings with others. I do not think he could be prevailed upon to take the slightest advantage of another, no matter how great the provocation might be. I speak from personal experience, having sold him goods, worked with him on commit- tees and served with him on many matters of importance. E. A. S. —_—_¢2__ Encouraging Report From Northern lorida. Jacksonville, Nov. 26—Since the slump in real estate values and the financial stringency and reported bank failures in the South, we have heard nothing but unfavorable reports from Florida. Then . too, the recent hur- ricane which swept the entire East .and West coast brought about some very exciting reports, which made it appear that Florida was done for. S. J. Godfrey and S. W. Evans, representatives of the Fleischmann Company, Jacksonville, Florida ter- ritory, report that business conditions in Florida are most favorable, and while I have been here only a few days, I note that business in general has shown a wonderful improvement since my first visit to Florida years ago, when there were only a few bakers in the South, and yeast for health was not known to the business world. Now, my friends inform me that they are supplying a large number of modern bakeries, both large and small, which is proof that the people in the South have to a great extent quit eating hot biscuits and corn bread and favor light breads instead. Then, too, the gro- ceries have kept apace, as everyone has excellent refrigeration, which en- ables the consumer or buying public to get fresh, perishable products and Particularly Fleischmann’s yeast for health. I am told that right after the hur- ricane, or catastrophe, if we may call it such, that had it not been for the relief work done through the progres- sive business men of this city, there would have been much more suffering: and while it is not generally known, but nevertheless a fact, . Penascola would have suffered a bread famine immediately following the storm had it not been for the progressiveness of the Fleischmann Company, which made an aeroplane flight from Jack- sonville to Penascola, carrying 400 pounds of yeast and reaching the bakers at the critical moment. My attention was focused on the building program, which has for the fiscal year exceeded all records at the approximate cost of $18,000,000. This Program includes three eighteen-story buildings—the Lynch building, the Barnett National Bank building and the unique George Washington Hotel. also the beautiful twelve-story Carling Hotel. Several new theater buildings have also ben erected, which not only adds to the beauty of this city, but is likewise proof of prosperity. If anyone would have told me forty- two years ago, when I had to peddle yeast on foot in Grand Rapids, that I would see the nowadays modern way of delivering by motor cars and aero- plane, I would hardly have believed it; but my dream came true. L. Winternitz. —~----e—____ Coolidge Prize Turkey Wins Reprieve London. London, Nov. 26—Jim, the much- traveled prize turkey, which was sent last year from the Vermont farm of President Coolidge to make a Thanks- giving holiday in London, is just the luckiest gobbler on earth. For the second time he has escaped the chop- ping block, and this time for good. Jim was destined to grace the festive board of an American banquet in Lon- don last year, but was reprieved when the dinner was canceled because of the death of Queen Alexandria. He was sent to a farm in Kent to fatten up to ‘this year’s Thanksgiving feast of the American Society and now the chef of the Savoy says he’s too tough. So Jim is going back to Kent and the danger of the ax is gone. LOOSE LEAF DUPLICATE STATEMENT SYSTEM PTC RY SQ hs Uh ; SY Wh ES SN Py FOR THE RETAIL MERCHANT The Duplicate Statement System provides an accurate, safe and sim. ple method for keeping the accounts of Grocers, Butchers, Garages, Druggists, Hardware Dealers, Department Stores, Fuel and Feed and all other dealers, where itemized weekly or monthly statements are required. At the end of the month, or at any time when a statement is required, the total month’s debits with the old balance added, less the credits, give the exact balance to date. Largest Retail Stationers in Western Michigan @ e The Tisch-Hine Co., MILO SCHUITEMA, President. OFFICE OUTFITTERS PRINTERS Manufacturing Stationers $e Systematizers Pearl St., Near the Bridae. Grand Rapids, Mich. TELEPHONE 4243. Fuller Engraving Company 40-50 Market Avenue N.W. ciTa. S6S025 GRAND RAPIDS. MICHIGAN Decorations losing freshness KEEP THE COLD, SOOT AND DUST OUT Install “AMERICAN WINDUSTITB” 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, scot 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. Good Motor Service Electric Motors sold, bought, rented, exchanged, repaired and installed. “Guaranteed“ jis too often a shibboleth employed by rogues. We do not use the term but assure all customers satisfactory service based on a reputation of many years fair dealing. LEWIS ELECTRIC Co. “The Motor Firm’ Grand Rapids, Mich. SLL LLL LLL LTTETEETEETTEEEZZZZZZZZZZD a ET Fan SAE SR tc entcaae gen 20 RETAIL GROCER Retail Grocers and General Merchants Association. President—Orla Bailey, Lansing. Vice-Pres.—Hans Johnson, Muskegon. Secretary—Paul Gezon, Wyoming Park. Treasurer—F. H. Albrecht, Detroit. How a Buckeye Grocer Handles Cash and Carry. Written for the Tradesman. A hardware merchant who seems to know about where he is going has shown me the following tabulation of his sales, expenses and’ profits: Advertising ..... $246.89 Rent and Insurance 1198.37 Salumies BRING Heat, light, water ~_146.45 Deliveries __. 834.95 Supplies 81.48 Preipht 1692.00 General Expense ___638.57 $8,657.21 Merchandise at cost ~______ $46,693.48 Merchandise sold _.....___ $59,836.97 These figures show an average mar- gin of 21.95 per cent.; expense of 14.43 per cent.; profit of 6.52 per cent. It seems obvious that, despite his inclu- sion of freight in his expense account, he had figured all costs against mer- chandise in pricing it. But what gets me is that apparently intelligent mer- chants—men who know how to make money—continue to include any trans- portation cost in their expenses. This must be carefully noted; That if a merchant knows precisely what he is doing in these matters, no harm will result, but let him be sure. The best way to be sure is always to in- clude all transportation expense— freight, express and drayage—directly in the cost of the goods. Include, also any special allowance for shrinkage. For example, add directly to cost of sweet potatoes a definite shrinkage al- lowance, depending on the season. Same with cranberries. Bulk goods always shrink in handling. Provide a buffer to absorb such shocks and put *t right in cost, so you won’t fool your- self. No adverse criticism can lie against a man who makes over 6% per cent. net in any retail line. So I write gen- erally, not specifically, using the hard- ware statement quoted to point out what I would emphasize. The Optimist, published by the Campbell Soup Co., is about the snap- piest little paper I see. It surely is the best of house organs. The double page spread in the October issue shows how Campbell advertising never stands still. It shows how 225,000,- 000 full page magazine advertisements will run the coming year—two for every man, woman and child in the country—38,000,000 per month. These will be, as usual, in color. Two cards per car will appear in every surface car in the land and in many subways; ,43,000,000 persons ride daily in those cars, 16,000,000,000 in a year. Grocers are prone to complain about the narrow margin on these goods. Chain merchants do not so complain. Chain men know that goods which are presold are profitable on extremely narrow margins, provided the way is opened for volume distribution. They know that the way to offset narrow MICHIGAN margin and make it yield net earn- ings is to increase the unit of sale. There is no patent on this idea. It is not copyrighted. Anybody can adopt and apply it. It will profit any merchant to learn this lesson in rela- tion not merely to Campbell’s goods, but canned milk, peas, beans, tomatoes, crackers—any line of advertised goods. I stress advertised goods because those are the items which have behind them the marvelously effective work that makes them presold. In our search for the keynote of the mercantile transition that we sense as going on around us, but few of us un- derstand that we have herein the answer to the riddle. For this indi- cates why and how men make money to-day out of sales which bear appar- ently poorhouse margins. Chapman Quality Market, Columbus, Ohio, issues a little four page circu- lar weekly. It is seven by ten, white paper, plain and unpretentious, but ex- ceedingly businesslike in appearance. Evidently it gets across, because the issue before me is numbered 503. From the neat printing and general getup of this circular, I judged it was a full service, credit-delivery store; but I find it is a cash and carry mar- ket. It provides customer-convenience, however, in a novel sort of push buggy, easy to handle, which can be propelled by a woman without her stooping over in an unfomfortable way. So the wives of professors in the Ohio university deliver their own rather generally from Chapman’s. Professors are preferred customers for stores of that kind, because profession- a! salaries are notoriously moderate in general dimensions. Being a store wherein the price- appeal is properly stressed, Chapman stresses it; but he does not stop there. His goods are described adequately and temptingly. This present issue is introduced thus: Very Unusual Event. “This 25 cent week is to be an an- nual event at Chapman’s. This one is our first and getting it ready has proven so interesting that we will not drop it this year. Many high class items show substantial reductions to get them in the class of 25 cent goods. Many 10 cent items are included at three for 25 cents-and many 15 cent items at two for 25 cents. No inferior goods are offered to close them out. We stand back of everything we sell, sale or no sale. Come in and see the goods offered at a special price for this week only. You will feel amply repaid. We will look for you.” Under the bakery department sub- division appear the following descrip- tions, among others: “Marshmallow Layer. Two six-inch layers filled and iced with our best cream icing is our special for 25c week. Each, 25c. “Cream Fried Cakes. Our delicious Cream Fried Cakes that sell regularly at 30c. Per doz., 25c.” This is a species of cake, you may know, that is a cruller in Connecticut, a fried cake in the Pensyltucky-Ohio latitude and a doughnut from the Mississippi Westward. Fried cake is not understood at all in New England. They will think you are talking about Babes TRADESMAN Forty-third Anniversary Don’t Say Bread — Say HOLSUM oe , 4 P sisies Delicious cookie-cakes and crisp ee appetizing crackers — There is a Hekman food-confection for every meal and for every taste. kan Biscuit Co le Grand Rapids.Mich. M. J. DARK & SONS GRAND RAPIDS, MICH. Receivers and Shippers of All Seasonable Fruits and Vegetables te ONE GROCER SAYS: A grocer who benefited himself by eating yeast says: “Inasmuch as your yeast cured me of an annoying stomach disorder I am a sincere Yeast for Health fan. And I have noticed in several cases that my yeast customers are buying more groceries from me which I believe is due to their being healthier customers.” Fleischmann’s Yeast for Health DOES make healthier customers, and = aaa customers always buy and eat more of the groceries you sell. FLEISCHMANN’S YEAST service te Forty-third A nniversary MICHIGAN TRADESMAN 21 _MEAT DEALER pancakes—or hot cakes as they say it in the Far West—if you suggest fried cakes. Chapman continues: “Apple Butter. Lutz & Schramm pure, spicy apple butter in large jars; net weight 1 pound 12 ounces, per jar, 25c. “Blackberries. Silver Bar, delicious blackberries, ideal for dessert or pie making. No. 2 cans, each 25c. “Imported Peas. Genuine Petit Pois, extra fine. Very rich and tender, and certainly a big value at, per can, 25c, wn omatoes. Virginia Beauty To- matoes, an extra standard quality, sold a‘ the special price of three cans for 25c. “Pure Honey. Well filled combs of pure white clover honey at the sale price. Per comb, 25c. “Pineapple. Try a can of Gold Bar crushed pineapple for salad. You will be delighted with its perfect flavor. Can, 25c.” There are many other items and there are two talks. One is on Can- ned Foods Week and the other on a Mammoth Cheese. Both the talks are sensible, bright and interesting. It interests me to notice that the lady who sent me this circular had al- ready checked several items, and these were among the more select, nicely described things. There was no special interest manifested in mere price. Folks want something for their money as well as to save money —don’t forget that. But the chief point of interest about Chapman's circulars is that no item is merely quoted. Nothing is set out with bald trade language descrpition. The werds are few, but they are such as a grocer would naturally use in talking with an intelligent customer—that is, an intelligent grocer would so talk. Hence, this advertising gets atten- tion. It is read with serious interest, I am told that Chapman’s is a busy place, filled with good customers who find good goods in stock. Any num- ber of grocers elsewhere have goods of similar quality in fully as diverse an assortment; but when they try to “advertise” all they seem able to think of is a list of “things and prices.” After a few attempts at this sort of thing, they are apt to quit and tell you that “advertising does not pay.” Paul Findlay. —_—_2-->—____ Braised Short Ribs of Beef. We cannot help feeling that if all housewives knew the excellent quali- ties possessed by that section of the plate usually spoken of as the corner piece demand would be greater than at present. These cuts sell largely to special trade, notably restaurants and hotels. Coming, as it does, from the rib ends, it carries the flavor and ten- derness one would expect to find in meat so closely arranged in ‘the car- cass with the section so generally used for oven roasting. There are many ways in which this cut can be utilized to advantage, and the fact that it is so often served as “short ribs” on menus proves its value. In selecting this cut, as im selecting’ other ~ meats, it is advisable to see that it is from well-fed steers, as will be shown by bright color, a moderate amount of fat, and intermixture of fat through the lean in a way spoken of as marbl- ing. General methods of preparation are slightly different from those used for oven roasts, for it is not quite so tender as the muscle of the loin or the eye of the rib. We give here a meth- od that will be found satisfactory when it is to be served as braised short rbs. Roll, tie or skewer 3% to 4 pounds of short ribs. Sprinkle with sat and pepper and dredge in flour. Sear all sides in melted suet or drip- pings. Place in a roasting pan or pot with a tight cover. Add one carrot, one turnip, one onion, one small green pepper, one stalk celery cut in slices or cubes, one sprig of parsley, and three cups of boiling water. Cover tightly and let simmer for three or four hours. Remove the cover, place medium sized parboiled potatoes around the meat, set in the oven un- covered for forty-five minutes, or until the meat and potatoes are well brown- ed. Remove the meat and potatoes from the dish; inake gravy by thick- ening the liquid with two tablespoons- ful of flour, and more water if neces- sary. Then season. Remove the skewer or string from the meat and serve in a deep platter, with potatoes as a border. Onions may be cooked whole with the meat and potatoes. Other ways of utility are by preparing as boiled beef and serving with horse- radish, cut up, seared and used in stew baking in moderate heat for four to four and a half hours, etc. It will al- ways be found good. —~++.____ Knives Sharpened Free. More and more retail butchers are appreciating that service is expected by people who buy meat, and some of them are introducing original service ideas. There is one butcher who sharpens knives for his customers, without charge. That the service js appreciated goes without saying, prin- cipally, perhaps, because the housewife thinks no one can do a better sharpen- ing job than her meat man. She knows his knives have the keenest edge pos- sible. In her eyest he is a knife ex- pert, and if anyone can put an edge on her knife he is the one. And speaking of service, here is a suggestion that you may take or leave. Why not make a present to your customers now and then of paper doilies, on which to place drinking glasses and other table foods when special dinners are to be served. It is easy enough to know when a cus- tomer has something special on hand. When she buys a lot of extra it is easy to ask—without giving offense—if she is going to have a party, and if she will surely appreciate your giving her the doilies. They won’t cost you much, and they will improve the ap- pearance of her table greatly. You'll get the credit. Just try it. SIDNEY ELEVATORS Will reduce handling expense and Speed up work—will make money for you. Easily installed. Plans and in- structions sent with each elevator. Write stating requirements, giving kind of machine and size of plat- form wanted, as well as height. We .... , ..Will quote a money saving: price. Sidney Elevator Mnfg. Co., Sidney, Ohio ONE MATCH OR @ TWO MATCHES |} ¢ Miamonda eC CS Which Would You Rather Sell? Say to your customers: “Here are two boxes of the new, perfected Diamond Match for thirteen cents —the best match and the safest match to take into your home. They are better value than ordinary matches at five or six cents per box.” Your percentage of profit on Diamond Matches is larger than on ordinary matches, and your total profit on Diamond Matches—two boxes for thir- teen cents —is much larger than on one box of ordinary matches at five or six cents. And you will sell two boxes almost every time. You may as well increase your match sales. And you may as well make this extra profit on your match sales. THE DIAMOND MATCH COMPANY HOLIDAY PACKAGES IT’S A PLEASURE TO SELL Good Candy JOWNEY'S ARE WONDERFUL See OUR line of Hard Candy and Holiday Mixtures before placing your Christmas Orders. Priced right,too DPinamis NATIONAL CANDY CO.,INC. GRAND RAPIDS, MICH. Yellow Kid Bananas all year around Bananas are the year ’round fruit. They are clean, wholesome, nutritious and delicious. “Yellow Kid” Bananas are uni- formly good. Send in your orders. The Vinkemulder Company GRAND RAPIDS, MICHIGAN nt a ne a nt ne rn rt ats ance HARDWARE Michigan Retail Hardware Association. . President—George W. McCabe, Petos- ey. pte President—C. L. Glasgow, Nash- lie. Secretary—A. J. Scott, Marine City. Treasurer—William Moore, Detroit. v Handling Stoves For the Christmas Trade. Written for the Tradesman. Propound the question on to any hardware dealer, “Can you sell stoves around Christmas time?” and he will almost certainly respond with an em- phatic negative. As a rule, business in stoves falls off very appreciably in December. In most cases, this can be traced to two reasons; the first is that people are too busily engaged in their Christmas shopping to think of purchasing, or to afford, stoves; and the second is that the dealer accepts the slump as in- evitable and makes no effort to push this line. There is, however, no valid reason why stoves should not be sold to some extent, even in December. In fact, there are some very substantial reas- ons why they should be played up and featured among the possible Christmas gifts. There is a steadily developing ten- dency to give useful presents, and an equal desire to receive gifts of the same nature. The housewife, who has all year suffered the discomfort of an old and faulty kitchen range, would appreciate above all else the gift of a shiny, brand new, efficient range, with its promise of increased comfort and lessened labor. That would be a pres- ent worth while; but few men realize the fact. The same applies to everything con- nected with the kitchen. A new sup- ply of kitchen utensils would consti- tute a very acceptable present for any housewife. Of course the dealer who undertakes to feature stoves around Christmas time would at once confront the prob- lem of space. There are a host of seasonable lines clamoring to be feat- ured right now. The dealer who is giving as much store and window dis- play space to Christmas lines as he should will find it a difficult: matter to give his heaters and ranges a great deal of prominence. However, by giving the problem close study and by exercising some in- genuity, he should be able to arrange things so that the stove department can be worked into the general scheme of things. In stores where the stove department is separate and distinct, there is no reason why a splendid trade should not be done. Decorate the department with as much care as the rest of the Store, keep it lighted in the evenings, and people will not fail to look it over. If the store arrangements do not provide a separate department for stoves, the problem is a more difficult one; since then it is customary to shove stoves into the background to make way for Christmas lines. In such a case you must concentrate on a few of the most attractive lines. Put them well to the back of the store, so that they will not interfere with the MICHIGAN other arrangements; but don’t. side- track them entirely. Use cards through- out the store to direct attention to them. The possibilities of a household de- partment at this season are worth considering. The idea is to create a special demand before Christmas for articles used in the kitchen, not so much for gift purposes as to assist the housewife in preparing for the holiday festivities. A sale of kitchen utensils— improved cookers, new style cake pans, and everything to make up a complete kitchen equipment—should be held fairly early in December. A good win- dow display, some snappy advertising and show cards, and the interest of the women will be aroused. Empha- size the idea of complete kitchen equip- ment making the Christmas cooking so much easier. Here is a suggested advertisement: “Christmas Cooking Is Rendered Easy If you have a complete equipment of up-to-date utensils. Before making the Christmas cake and the Christmas pudding, find out how Blank’s Hard- ware Store can help you. Our up-to- date stock of kitchen devices will em- phasize the value of complete equip- ment—and so forth.” Some price inducements can be of- fered; but the big idea to drive home is that a complete equipment of up to date kitchen utensils will pay for itself many times over in the work it saves. The advantage of such a sale is that it attracts a great many women to the store. The average housewife lacks many of the latest devices for simpli- fying household labor. In fact, she doesn’t know all the helpful little in- ventions that are available at a really moderate price. Show her what you have; and she will be interested. It may be good business to suggest complete outfits, more or less compre- hensive; to compile lists of outfits for sale at a price for the lot. Quite often you can sell an outfit of a dozen articles as easily as you could sell a single utensil. It may be found a good idea in your sale to maintain the reg- ular price on the individual utensils, but to make your price inducements on combinations of, say, three or more. The window display in connection with such a sale should include the completest showing you can give of such goods. Each article should have the price clearly marked; show cards should be used; and if you are featur- ing combination prices, these should be indicated. Of your Christmas displays, one might feature a range as the center of attraction. If you put on a stove dis- play, make it as early in the season as possible. This is advisable for vari- ous reasons. In the first place, most people would not like to put in a stove just before the holiday. They prefer to have it installed earlier, in order to enjoy the benefit during a part at least of the Christmas preparations. In the second place, no dealer would care to have a large number of installations on his hands during the last few weeks of the Christmas season. His staff is busy enough without that. It is wise, TRADESMAN Forty-third Anniversary Michigan Hardware Co. 100-108 Ellsworth Ave.,Corner Oakes GRAND RAPIDS, MICHIGAN e Wholesalers of Shelf Hardware, Sporting Goods and Fishing Tackle RESTAURANT and HOTEL SUPPLIES ()UR BUSINESS is growing very rapidly in these lines. Chairs, tables, Stoves, counters, dishes, silverware, etc. Give us a call. G. R. STORE FIXTURE CoO. 7 Ionia Avenue N. W. BROWN &SEHLER COMPANY “HOME OF SUNBEAM GOODS” Automobile Tires and Tubes Farm Machinery and Garden Tools Automobile Accessories Saddlery Hardware Garage Equipment Blankets, Robes & Mackinaws Radio Equipment Sheep lined and Harness, Horse Collars Blanklet - Lined Coats GRAND RAPIDS, MICHIGAN exStevens&Co, Founded 1837 —__ememeeene Wholesale Hardware We are busy moving our stock ‘into our new building at 57-59-61-63 Commerce Ave. and at the same time we are taking care of our customers orders and shipping promptly. FOSTER, STEVENS & CO. 57-59-61-63 Commerce Ave. GRAND RAPIDS MICHIGAN * 2 458 Laat LRN va Forty-third Anniversary therefore, to make your bid for stove trade quite early in the season. Yet the stove trade is such a valu- able feature, that at least one good dis- play is justified; and if a purchaser re- quires it, the installation should be made, even at the eleventh hour. Meta- phorically speaking, of course. An attractive idea for a Christmas stove display was used by a city dealer last year. In the corner of the window a range was set up. In the center of the window was a low table, spread for dinner and laden with a most bountiful supply of viands. A fat tur- key, cranberry sauce, vegetables, plum pudding and mince pies were displayed. Everything shown had a well done, appetizing appearance, calculated to de- light the eye of the lover of good things. Over the table was a sign, “This Dinner was cooked on a Range.” Another card had been placed on top of the range somewhat as fol- lows: “You cannot expect your Christ- mas dinner to suit you unless you have a good range and suitable cooking utensils. This range is guaranteed to cook everything to a nicety. Be pre- pared in time. Step in and see what we have to offer.” In the opposite corner of the win- dow was a mantel, equipped with the latest brass fixtures. “An interesting comment on the pos- sibility of stove sales in the Christmas season is furnished by the statement of,a firm of city hardware dealers that they had a good year’s trade in stoves “but still the demand fell off about the third week in December and it occur- red to us that we would have to find some means of reviving interest.” The plan finally adopted was to offer a turkey with every range sold before Christmas. The result was an im- mediate stimulus to business. Not only were a large number of ranges sold for immediate installation, but quite a few people who needed stoves in the spring ordered at once for future de- livery in order to get the turkey. In such cases a deposit of $10 was re- quired; this covered the cost of the moderate-sized turkey supplied and practically assured the sale going through. There was, incidentally, a certain amount of advertising involved it; the widespread discussion of the offer. Another firm ran the following ad- vertisement: “Just Before Christmas” Jack, dear, I don’t want you to get me any jewelry or dresses this year. What I'd like you to buy me is a new gas range. My old one is simply im- possible to cook with.” “What kind would you prefer?” “TI have heard so much about the — Gas Range giving such good results. Mrs. Wilson and Mrs. Mitchell each : They say there is no other Their cooking have one. so good as the and baking is perfect.” Mr. Husband—Let us know which one you want and we will do the rest. ‘Mrs. Wife—See that he doesn’t for- get to come to Blank & Company The stove store of quality. Another firm has a rather catchy way of putting the stove proposition: MICHIGAN “Most people know something about the ——— range. If you don’t please ask your next door neighbor; then see us.” Under the caption “The Best Christ- mas Present” another firm last year advertised: “What better Christmas present could you buy for your wife than a range that will save you half of your fuel bill and give your wife perfect satisfaction every minute of the day?” Victor Lauriston. ——— ++ Silver Gift Novelties. Manufacturers of novelties embody- ing silver have exerted themselves this year to provide unusual things in men’s holiday gifts. For instance, at a certain Fifth avenue shop there is a variety of smokers’ articles, many of which are designed to appeal to golf- ers. One of these is a set of six bev- erage mixers in the form of golf clubs, heavily plated with silver and finished gray, which may be had for $8. They are kept in a miniature golf bag of genuine leather. Also fer the golfer the same shop offers at $5 a set of three sterling silver tees. It also has, at $7.50, a novel combi- nation cigarette holder, ash tray and match receptacle. This is of platinum- finished silver plate, and is set off with a small silver figure of a golfer about to drive. Then, too, there is a cigarette container of silver plate in the form of a golf bag, with strap, and a top that may be raised or loweerd by means of a small silver tee flag mount- ed upon it. This is priced at $6.95. Several gifts of an anti-Volstead na- ture are also offered. Among them, priced at $16.50, is a genuine malacca walking stick containing an inner tube of sterling silver that will hold many a “wee drappie.” The stick is topped off with a sterling silver cap. For the woman who is willing to put all her pin money into a single gift for “him,” this shop offers a 24-inch hand-sewed English fitted case of gen- uine cowhide, at $575. It is equipped with fourteen sterling fittings, with engine-turned design, an eight-day clock with a sterling front and a leather back, a manicure outfit with sterling silver handles, a shell comb, a leather-backed mirror, leather cases for jewelry and cigarettes, a writing case and a safety razor of a well- known make. — +++ Marriage has its limitations, and no- body has ever exceeded them without making a mess of it. yA | aCe ete Unequalled for Stimulating and Speeding Up Cooky Sales Obtainable from Your Wholesale Grocer Zion Institutions & Industries ]. Baking Industry Zion, Illinois TRADESMAN 23 I Have you tried ODESSA IONIA and RADIO Brands ? ® We pack Peas, String Beans, Corn, Succotash, To- matoes, Apples, Pork and Beans, Red Kidney Beans and Lima Beans. We invite your inspection of our Sanitary method of packing. Factory always open to visitors. Our products are the best that science, experience and the latest improved machinery can produce. Sold Exclusively Through The Wholesale Grocery Trade. Since last season we have erected and installed new buildings. Quality—better than ever. 2 Lake Odessa Canning Co. Lake Odessa, Michigan OFFICERS WALTER A. REED, Pres. & Gen. Mgr. STILSON V. MacLEOD, Sec. & Treas. ALEX ROBERTSON, V. Pres. EARL F. REED, Asst. Gen. Mgr. DIREcToRS Above Officers and FRED W. GREEN HOWARD C. LAWRENCE FRED A. CHAPMAN 24 COMMERCIAL TRAVELER News and Gossip About Michigan Hotels. Chicago, Dec. 1—Thanksgiving din- ner at the. “shack,” the country home o: Edward R. Swett, Manager of the Hotel Occidental, at Muskegon. My sixth engagement. Every year this substantial individual officially advises me that I am expected “home” for turkey, and I have never possessed will power sufficient to decline, ap- propos of my theory that the things you like to eat are bad for you, and I am fond of turkey, especially after the completion of Mrs. Swett’s pro- gram of preparation, including that wonderful stuffing and _ cranberry sauce. It all had my approval and I was duly thankful. Tupper Townsend has closed his hotel—the Whitcomb, St. Joseph for the winter. This will be a keen dis- appointment for the traveling fratern- ity, who are wont to patronize this in- stitution, especially on account of its warmth. I will testify to that claim. But one cannot blame the Whitcomb people for closing down and taking a rest during the winter months. Their summer seasons are always satisfactor- ily profitable, but when drear winter comes, the figures for a period of five long months are transferred to the other side of the ledger, and one hates to lose money, especially as there isn’t a chance on earth to make win- ter operation a gamble even. I am not advised of the winter’s program laid out by Mr. and Mrs Townsend, but it is understood they will again be very much in evidence about May 1. About this announcement, I have heard it rumored that next season’s close will inaugurate a building pro- gram for the Whitcomb, a million dol- lar 150 room hotel being in contempla- tion on the site of the present Whit- comb, which from a scenic standpoint is probably one of the most attractive in Michigan, if not the entire Middle Vest. I think every traveler in Michigan, and the tourist as well, has an ecquaint- ance with Seth Frym're. He has been connected with Detroit’s most prom- inent hotels, but for several years past has been active in the management of the Fort Shelby, in that city. Now he sends me an announcement to the effect that the Barlum Hotel, Cadillac Square and Bates street, De- troit, will open about January 1, and he is to be resident manager of same. The new hotel, which is only one block from the city hall, will be strict- ly fire-proof and contain 800 rooms. Every room will be an outside one. with combination tub and shower bath, and the furnishines are the finest procurable. In fact, in every detail the Barlum is up to the moment. with an attractive lobby. lounges, dining and ball rooms. The rates, which start at $2.50, are the most reasonable I know of. Of the organization, John J. Barlum is president; R. B. Kernahan, manag- ing director, and, as before stated, Mr. Frymire, as resident manager. I have known Seth for many years, and he has made a success of every proposi- tion he has tackled. When he went into the Fort Shelby, I felt that it was a lost cause, but he helped pull it out and it certainly is at the top of the “arrival” column. All right, Seth, I may not be there at the opening, but I will tell them what vou have to offer on my next visit to Detroit. Here comes a letter from Alma. The head of their commercial organization suggests that in that town they have a wonderful site for a new hotel, and will IT put them in touch with someone who would build them a new hostelry or “caravansary,” (as my friend Edg- ington, of the Detroit Normandie, would. say.)? I. couldn’t find anvone to do this thing, and if I could I MICHIGAN don’t know of anycne I hate sufficient- ly to suggest such a crazy scheme. Alma has all the hotels it can sup- port. The yhave recently had a boom there, which has probably stimulated the hotel business, but in ordinary times the operation of a hotel there is just as precarious as in a lot of other Michigan towns I could name. In the first place, the Wright House, as conducted by the Elliotts, is a much better hotel than the town deserves or can support in ordinary times. It is, to be sure, an old institution, but it was originally well built, has been im- proved from time to time, and serves most excellent meals. It could make more improvements if they had more -encouragement from the home folks. In the second place, if Alma didn’t have a hotel at all, the cost of modern construction is such that with all the patronage which the town would at- tract there would still be a serious shortage of net earnings, and conse- quential headaches for the townspeople who put their money into the enter- prise. Thirdly, outside of an asylum for feeble minded, you would have a prob- lem to find anyone—after such a ho- tel was built—to operate it. There are too many “burned” children in the game and they are all more or less afraid of the task. Now all this is just my honest opin- ion about the hotel situation in Alma. I: is nice to have a swell hotel in one’s town, but it is nicer to have that rest- ful feeling which accompanies the knowledge that you haven’t got any money invested in one. The Young Men’s Christian Associa- tions of Michizan will be given an opportunity this week to show the State tax department why their prop- erty should not be taxed the same as other real estate holdings. Among other things the Y. M. C. A. will be asked to show where they come under the religious, benevolent, educational o: charitable provisions of the law, which exempts property of such or- ganizations from taxation, and under which the Y. M. C. A. has escaped paying taxes for a long time. The associations will be questioned as to their membership charges and other fees and as to the manner in which their rooms are rented under a schedule of weekly rates to either members or non-members. While the Y. W. C. A. is conducted along similar lines as the Y. M. C. A. this organization will also be given an opportunity to present its case. Mem- bers of the tax department have about decided, however, all property held by these organizations and operated as hotels shall go on the tax roll and it will be up to the associations to show cause why the remainder should not be so taxed. The Y. M. C. A., in addition to many fine association buildings, owns large water front acreages which are used for camping purposes for boys during the summer months. A weekly charge is made for the use of these camps and a list of such property will be compilede and duly and carefully considered during this hearing. One of my _ hotel acquaintances writes and asks me if I can tell him how to operate his hotel dining room at a profit. I wish I could. If I had this faculty I wouldn’t be obliged to worry about feeding anybody for the cemainder of my natural life. But in this case I know somewhat of the situation and here’s my sugges- tion: (One of my acauaintances says that I am the “closest” friend he has and the only thing I ever “give” is ad- vice). But that is neither here nor there. This man has a nice, clean es- tablishment and running on the Euro- pean plan he would make money, but I could never reconcile the fact that his hotel is really popular, with the further one that guests get up in the morning and check out, except that - One his meal charges are too high. TRADESMAN It is the Tuller Facing Grand Circus Park, the heart of Detroit. 800 ame ge rooms, $2.50 and up. ard B. James, Manager. DETROIT, MICH. HOTEL ULLE Forty-third Anniversary HOTEL RICKMAN KALAMAZOO, MICH. One Block from Union Station Rates, $1.50 per day up. JOHN EHRMAN, Manager LARGEST HOTEL IN LANSING 300 Rooms With or Without Bath Popular Priced Cafeteria in Con- nection. Rates $1.50 up. E. S. RICHARDSON, Proprietor HOTEL KERNS 4 jauak ee ia as | ehasiee es abeaee) Warm Friend Tavern Holland, Mich. Under the new management of Mr. and Mrs. BE. L. Leland offers a warm welcome to all travelers. All room rates reduced liberally. We set a wonderful table in the Dutch Grill. Try our hospitality and comfort. E. L. LELAND, Mer. WESTERN HOTEL BIG RAPIDS, MICH. | Hot and cold running water in all rooms. Several rooms with bath. All rooms well heated and well venti- lated. A good place to stop. Amer- ican plan. Rates reasonable. WILL F. JENKINS, Manager REIDS HOTEL SOUTH HAVEN, MICH. - Rates $1.25 and up Bath $2 to $2.50 Single DAVID REID,.: Prop. HOTEL OLDS “ LANSING 300 Rooms 3800 Baths Absolutely Fireproof Moderate Rates Under the Direction of the Continental-Leland Corp. Grorce L. Crocker, Manager. Wolverine Hotel Hotel Roosevelt BOYNE CITY, MICHIGAN Lansing’s Fireproof Hotel Fire Proof—60 rooms. THE LEAD- HOTEL. American Pian, Sebo and 250 Rooms—$1.50 up. up; European Plan, $1.50 and up. Cafeteria in Connection Seen Ee Seer aroun Moderate Prices One-half Block North of CUSHMAN HOTEL ~ State Capitol PETOSKEY, MICHIGAN CHAS. T. QUINN, Mgr. coma eee Try the CUSHMAN on your next trip and you will feel right at home. IVAN WESTENBRUGGE| | Columbia Hotel Grand Rapids - Muskegon KALAMAZOO Nucc Good Place To Tie To Four Flags Hotel The Food of the Future Ry CHEESE of All Kinds 80 Rooms—50 Baths ALPHA BUTTER 30 Rooms with Private Toilets SAR-A-LEE c. L. HOLDEN, Mgr. Mayonaise atttx BEST FOODS cyortans Occidental Hotel HONEY—Horse Radish FIRE PROOF OTHER SPECIALTIES CENTRALLY LOCATED j : Rates $1.50 and Quality-Service-Cooperation EDWART R. SWETT, Mgr. Muskegon ete Michigan G HOTEL DOHERTY IN CLARE, MICHIGAN Absolutely Fire Proof, Sixty Rooms, : | All Modern Conveniences. RATES : from $1.50, Excellent Coffee Shop. : Ask about our way. “Ask the Boys who Stop Here.” § Barlow Bros., Grand Rapids, Mich. ON ips iis Shin Forty-third Anniversary MICHIGAN TRADESMAN 25 who gets a nice, clean room with run- ning water for a simoleon, hates to pay two bits more than that amount for a meal, and yet the meal as con- structed is worth the price. Now, why don’t you cut down your food offerings, I mean in variety, and possibly employ less help? Every time you reduce your payroll by one, you are also reducing your cost of feeding your help. Two girls, who are possibly working their way through high school and glad to work for their board and a possible small stipend, can do all your dining room service and render some assistance in other departments. Also one cook and a dish washer can prepare your food and clean up afterwards. Don’t try to imitate the Book-Cadillac. They have no dollar rooms, and don’t need to worry as to whether people like their . restaurant prices or not. Cut down your service, keep up your Guality and moderate your charges. Mrs. W. H. Schuh and Mrs. G. B. Schuh will open a new eating place at Wayland on Saturday of this week. It will be located at the Schuh home, one block South of the business portion of the village on M 13. Special steak and chicken dinners will be served. The place will be known as Ye Old Home Tea Room. Frank S. Verbeck. —~72.__ Gabby Gleanings From Grand Rapids. Grand Rapids, Nov. 30—Louis J. Koster (Edson, Moore & Co.) who has been ill at his home in Grand Haven for the past three months, was in the city Monday to receive a final report on his ailment from the Blod- gett clinic. .He was taken with the flu the last week in July, but continued his road work for a month, when he was forced to take to his bed. He Js still very weak, but hopes to regain his strength so as to resume his calls on the trade by Jan. 1. His trade in the meantime is being covered by R. E. Messimer, of Charlotte, who finds it necessary to devote a good portion of his time on every call to answering questions regarding Mr. Koster’s con- dition. The United Commercial Travelers, together with the Salesman’s Club of Grand Rapids, held a most enjoyable dancing party in the ball room of the Pantlind Hotel last Saturday. About 125 couples were present. The ball room was artistically decorated; the music was furnished by Lew Caskey’s orchestra and excellent refreshments were furnished by the Pantlind Hotel, all of which made the party a most enjoyable affair. The regular meeting of the United Commercial Travelers will be held in their Council rooms in the Rowe Ho- tel Saturday evening, Dec. 4. The usual Council business will be trans- acted and the initiation of a number of candidates into membership will be accomplished. The ladies attend these meetings and have a delightful time at cards from 8 until 10 p. m., when refresh- ments are served and dancing engaged in until midnight. The games of cards are 500 and bridge, prizes being given only in the game of 500. The meeting of the Salesman’s Club of Grand Rapids at 12:45 p. m. in the Rotary room in the Pantlind Hotel last Saturday was well attended. John MacNaughton, of the firm of MacNaughton-Greenawalt & Co., de- livered an educational talk upon what constitutes a good investment. He stated that it was a part of the busi- ness of investment firms to help edu- cate their clients into making sound investments and suggested the use of financial publications for the layman or professional man with funds to in- vest, that there might be a clearer understanding between the investment companies and their clients, as it is the business of investment companies to assist their clients in keeping their money and adding to it Mr. Mac- Naughton stated that such education tended to prevent people having money from’ investing in wild cat stocks issued by new and unreliable concerns. He further stated that the three primary elements in any good investment are security, earning and management. He assérted that lack- ing these three qualities the invest- ment is on the unsafe side of the speculation line. We regret to report the removal from our city of a very active member of Grand Rapids Council. Milton Smith, who is now working Illinois territory for the Duchess Trouser Co. out of Chicago, has sold his attractive home on Logan street and during the holiday season will remove his family to Peoria, IIl. R. D. Bennett, formerly with the Nash MaKeough Motor Co., is now with the Durfee Embalming Fluid Co., calling on the trade in the State of Michigan, with the exception of the city of Detroit. Homer R. Bradfield, genial Secre- tary of the Salesman’s Club, with his family, spent Thanksgiving holidays in Detroit visiting their daughter. The next meeting of the Salesman’s Luncheon Club of Grand Rapids will be held Saturday, Dec. 11, at 12:45 p. m., in the Rotagy room at the Pant- lind Hotel. It will be in charge of Committee No. 3, L. L. Lozier, chair- man, who has arranged the following program: Lee H. Bierce, Secretary of the As- sociation of Commerce, will address the Club on “Magnetic Michigan.” Paul Estabrook, known in musical circles as sixteen-fingered Paul, will favor the Club with a number of piano selections. Miss Frances Schuitema, who has been very favorably received as a reader before several clubs, will en- tertain the Club with two of her favorite selections. The Scribe. Sureset Jelly Powder Eight Pure Fruit Flavors with a Rich Fresh Fruit Taste. Made in Grand Rapids $3.60 Per Case of 4 Doz. Write for Sample and Deal. Sureset Jelly Powder Company Grand Rapids, Michigan Morton Hotel ye are cordially invited to visit the Beautiful New Hotel at the old location made famous by Eighty Years of Hostelry Service in Grand Rapids. 400 Rooms—400 Baths Rates $1.50, $2, $2.50 and up per day. Menus in English WILLIAM C. TAGGART, Manager The Pantlind Hotel proof. 750 rooms and up with bath. The center of Social and Business Activities inGrand Rapids. Strictly modern and _fire- Dining, Cafeteria and Buffet Lunch Rooms in connection. Rates $2.50 IN THE HEART OF THE CITY OF GRAND RAPIDS Divison and Fulton RATES { $1.50 up without bath { $2.50 up with bath CODY CAFETERIA IN CONNECTION e N 150 Outsid HOTEL CHIPPEWA = yaxts?t Witu. HENRY M. NELSON, Manager w Hotel with ail Modern Conveniences—Elevator, Etc. e Rooms Dining Room Service Hot and Cold Running Water and Telephone in every Room $1.50 and up 60 Rooms with Bath $2.50 and $3.00 250 Room In KALAMAZOO, MICHIGAN is the famous NEW BURDICK In the Very Heart Fireproof of the City Construction The Only All New Hotel in the City. Representing a $1,000,000 Investment s—150 Rooms with Private Bath—European $1.50 and up per Day RESTAURANT AND GRILL—Cafeteria, Quick Service, Popular Prices Entire Seventh Floor Devoted to Especially Equipped Sample Rooms WALTER J. HODGES, Pres. and Gen. Mgr. HOTEL BROWNING GRAND RAPIDS Corner Sheldon and Oakes; Facing Union Depot; Three Blocks Away. 180 Fireproof Rooms Rooms with bath, single te ee Rooms with bath, d ma. « ' 26 DRUGS Michigan Board of Pharmacy. President—James E. Way, Jackson. Vice-Pr-esident—J. C. Dykema, Grand Rapids. Director—H. H. Hoffman, Lansing. Coming Examination—Detroit, Jan. 18, 19 and 20. Bottle-Capping Mixtures. 1. Soak seven pounds of good gela- tin in ten ounces of glycerine and sixty ounces of water and heat over a water bath until dissolved, and add any de- sired color. Pigments may be used, and various tints can be obtained by the use of aniline colors. The resulting compound should be stored in jars. To apply liquefy the mass and dip the cork and portion of the neck of the bottle into the liquid; it sets very quickly. 2. Gelatin 28 1 ounce Gum arabic ~-----__ 1 ounce Boric acid __....-_ 20 grains Blatch 2 1 ounce Mater 22 16 fluid oz. Mix the gelatin, gum arabic, and boric acid with 14 fluid ounces of cold water, stir occasionally until the gum is dissolved, heat the mixture to boil- ing, remove the scum and strain. Also mix the starch ultimately with the re- mainder of the water, and stir this mixture into the hot gelatin mixture until a uniform product results. As noted above, the composition may be tinted with any suitable dye. Before using, it must be softened by the appli- cation of heat. Shellac 2 3 ounces Venice turpentine. 1% ounces Boric acid _____ 72 ~—«s grains Powdered talcum ~ 3 ounces Hither 2 6 fluid drs. Aicohal — 222 12% fluid ozs. Dissolve the shellac, turpentine, and boric acid in the mixed alcohol and ether, color with a spirit-soluble dye, and add the talcum. During use the mixture must be agitated frequently. ——_>-2-2 Doing One’s Own Thinking. An amazing number of Americans permit others to do their thinking and control their beliefs. The president of Wesleyan University at Middleton, Conn., struck a keynote when he said in his baccalaureate sermon “it is par- ticularly important that men should be trained to think and act for them- selves.” We send our boys to college to get an education. But education will not make a man a success, whether it be business or professional. It is what he does with his education. “The real test of education is the application a man makes of it, what he himself says and does with the knowledge he has acquired.” That is true. We knew an honor graduate once, especially profi- cient in history, mathematics and Latin. But the uses he made of his education were trivial compared with what they should have been. He taught school a little, tutored a little, and lived his life in health for forty years with earnings that did not average $400 a year. He was a village oracle, but got little out of his life, and made college education a thing to laugh about among men less favored educationally. Of course, this man lacked ambition and energy. He shied at real work. He saw men who did not possess one- MICHIGAN tenth of this intellectual power and equipment accumulate property and win influence among their fellows. But he would not apply his education to industrious effort. He thought for himself, but he would not work for himself. His life, long ended, was an incentive to industry; not as an ex- ample of the rewards of industry, but oi the penalties of indolence. —_»2++—___ Imitation of Antique Silver. Plated articles may be colored to resemble old objects of art made of solid silver. For this purpose the deep- lying parts, those not exposed to fric- tion, are provided with a blackish, earthly coating, the prominent parts retaining a leaden but bright color. The process is simple. A thin paste is made of finely powdered graphite and oil of turpentine (a little blood- stone or red ocher may be added, to imitate the copper tinge in articles of old silver) and spread over the whole. of the previously plated article. It is then allowed to dry, and the particles not adhering to the surface removed with a soft brush. The black coating should then be carefully wiped off the exposed parts ‘by means of a linen rag dipped in alcohol. This process is very effective in making imitations of ob- jects of antique art, such as goblets, candlesticks, vessels of every descrip- tion, statutes, etc. If it is desired to restore the original brightness to the object, this can be done by washing with caustic soda or a solution of cyanide of potassium. Benzine can also be used for this purpose. —>2~+—___ Carelessness. Adds to your troubles. Subtracts from your earnings. Multiplies your aches and pains. Takes interest from your work. Discounts your thoughts. Lessens your chances for success. Cancel me—and I add to your hap- piness. —_»~7<.— — The death rate for whites in Ma- nila is about half the New York City rate. TRADESMAN Forty-third Anniversary GOOD Merchandising begins with GOOD Buying The good merchant must first be a good buyer. He must be able to select merchandise of sound value, which will fit his cus- tomers’ needs and give lasting satisfaction. The successful investment house must be able to select securities which will measure up to the requirements of its customers. Above all, it must see to it that every security offered represents a sound value, so that its endorsement of any issue will be a factor of prime importance to the clientele it serves. We are unusually careful in the selection of our securities. They are chosen with a view to the requirements of our clientele, and in every case represent good values. This sound business policy insures the confidence of our customers and their continued patronage. HOWE, SNOW & BERTLES (Incorporated) Investment Securities GRAND RAPIDS NEW YORK CHICAGO DETROIT SAN FRANCISCO All information given herein is from official sources or from sources which we regard as reliable, but in no event are the statements herein con- tained to be regarded as our representation. Always Sell LILY WHITE FLOUR “The Flour the best cooks use.” Also our high quality specialties Rowena Yes Ma’am Graham Rowena Pancake Flour Rowena Golden G. Meal Rowena Buckwheat Compound Rowena Whole Wheat Flour Satisfaction guaranteed or money refunded. VALLEY CITY MILLING COMPANY Grand Rapids, Michigan Clean, Comfortable Partor CoacHEs all through West Michigan to Chicago New Heating Units have been installed increasing warmth fifty per cent. New Winter Schedules, just issued, give full details on all divisions. Rates, views, time tables. Get yours at any Grey- hound Station or from any Coach. “Ride the Greyhounds”’ Forty-third Anniversary MICHIGAN TRADESMAN 27 WHOLESALE DRUG PRICE CURRENT Prices quoted Acids Boric (Powd.) _. 12%@ 20 Boric (Xtal) __. 15 @. 25 Carbolic: 02 384 @ 40 Care 50 @ 65 Musiatic 2 34%@ 8 GIG 9 15 Oxalie = 22 oo. 16%@ 25 Sulphurie ____-- 3 8 Tartanc 40 @ 50 Ammonia Water, 26 deg.__ 06 @ 16 Water, 18 deg._. 05%@ 13 Water, 14 deg.__ ane 11 Carbonate __~--- @ 25 Chloride (Gran. Fe @ 20 Balsams Copaipa 23 85@1 25 Fir (Canada) __ 2 75@3 00 Fir (Oregon) _. 65@1 00 Perm. 3 00@3 25 PO see 2 00@2 25 Barks Cassia (ordinary). 25@ 30 Cassia (Saigon)_. 50@ 60 Sassafras (pw. 50c) @ 50 Soap Cut Te . BOG oe ea 25 Berries (NOD eos @1 00 ROR ss @ 25 suniper: 12@ 25 Prickly Ash -._... @1 25 Extracts Tucorice 60@ 65 Licorice, powd. ___ 50@ 60 Flowers Arion @ 40 Chamomile (Ged.) @ 60 Chamomile Rom... @ 50 Gums Acacia, Ist 220: 50@ 55 Acacia, 2nd __.. 45@ 50 Acacia, Sorts __. 20@ 25 Acacia, Powdered 35@ 40 Aloes (Barb Pow) 25@ 35 Aloes (Cape Pow) 25@ 35 Aloes (Soc. Pow.) 65@ 70 Asafoetida —_-_ 50@ 60 Pow. o20. 0 75@1 00 Camphor ....-_. 1 05@1 10 Guaiac 220 @ 80 Guaiae, pow’d —_ @ 90 Meno) @1 10 Kino, powdered__ @1 20 Myrrh @ 60 Myrrh, powdered @ 65 Opium, powd. 19 65@19 92 Opium, gran. 19 65@19 92 Shellac 22 65@ 80 Shellac Bleached. 70@ 85 Tragacanth, pow. @1 75 Tragacanth __-__1 75@2 25 Turpentine —___-- 6 30 Insecticides Arsenic _. 08S@ 20 Blue Vitriol, bbl. @07% Blue Vitriol, less 08@ 15 Bordea. Mix Dry 138@ 22 Hellebore, White powdered ___-.- 18@ 30 Insect Powder __ 35@ 45 Lead Arsenate Po. 18@ 31 Lime and Sulphur ry 8@ 23 Paris Green ___-- 20@ 37 Leaves Buche 85@1 00 Buchu, powdered_ @1 00 Sage, Bulk __---_ 25@ 30 Sage, % loose __ @ 40 Sage, powdered__ @ 35 Senna, Alex. _... 50@ 75 Senna, Tinn. pow. 30@ 35 va Ursi 2... 20@ 25 Oils ea. Bitter, Ei amanlaieed 50@7 75 ae Bitter, artificial ______ 3 00@3 25 Almonds, Sweet, Ue oo 1 50@i 80 Almonds, Sweet, imitation -—_.. 1 00@1 25 Amber, crude __ 1 25@1 50 Amber, rectified 1 50@1 75 Amine (220 1 40@1 60 Bergamont __--11 “e 75 Cajeput <2). 1 50@1 75 Coote 4 00@4 25 aator 62 1 40@1 65 Cedar Leaf __-. 1 75@2 00 Citronella __----. 1 25@1 50 (Cieves <2 3 oy 25 Cocoanut —------ 25@ 35 Cod Liver __---- 1 75@2 00 Croton =... 2 00@2 25 are nominal, based on market the day of issue. Cotton Seed ____ 1 25@1 Cubebs oo 6 50@6 Bigeron 0. | 9 00@9 Eucalyptus ____ 1 25@1 Hemlock, pure__ 1 75@2 Juniper Berries_ 4 50@4 Juniper Wood ~ 1 50@1 Lard, extra ____ 1 55@1 Lard, No. 1 ____ 1 25@1l Lavender Flow__ 7 50@7 Lavender Gar’n_ 85@1 Demon 2 4 25@4 Linseed, raw, bbl. D Linseed, boiled, bbl. @ Linseed, bld. less 98@1 Linseed, rw. less 98@1 Mustard, artifil. oz. € Neatsfoot ______ 1 35@1 Olive, pure ___. 3 75@4 Olive, Malaga, yellow. 2 75@3 Olive, Malaga, green 2... 2 75@3 Orange, Sweet _ ees Origanum, pure_ Origanum, com’! 1 oi Pennyroyal ____ 3 25@3 Peppermint -. 10 50@10 Rose, pure __ 13 oes Rosemary Flows 1 25@1 Sandelwood, E. Le 10 50@10 Sassafras, true 1 75@2 Sassafras, arti’l 75@1 Spearmint ______ 9 00@9 sperm 2. 1 50@1 Tany 9 00@9 Tar USP 65@ Turpentine, bbl. @ Turpentine, less 1 01@1 Wintergreen, pat 2 6 00@6 Wintergreen, sweet Direh. | ooo 3 00@3 Wintergreen, art 75@1 Worm seed __-. 8 00@8 Wormwood --_-__ 9 00@9 Potassium Bicarbonate -.-. 35@ Bichromate ____~ 15@ Bromide ______-- 69@ Bromide 2.2. 4@ Chiorate, gran’d 23@ Chlorate, powd. or: Xtal 16@ Cyanide =... 30@ Iodide =. 4 66@4 Permanganate _-._ 20@ Prussiate, yellow 40@ Prussiate, red _ @ Sulphate __._-__ 35@ Roots Alkanet 22 oo 30@ Blood, powdered. 35@ Calamus _______ 35@ Elecampane, pwd. 25@ Gentian, powd... 20@ Ginger, African, powdered ______ 30@ Ginger, Jamaica. 60@ Ginger, Jamaica, powdered ______ 45@ Goldenseal, pow. @8 Ipecac, powd. __ @6 Edcorice | 35@ Licorice, powd.._. 20@ Orris, powdered. 30@ Poke, powdered. 35@ Rhubarb, powd.-_- @1 Rosinwood, powd. @ Sarsaparilla, Hond. PYOUNG: oe Sarsaparilla ee 3 Glycerine —_... @ Souilis 22 n= 35@ Squills, powdered 60@ Tumeric, powd... 20@ Valerian, powd.__ @1 Seeds AMIS! oo @ Anise, powdered 35@ Bird: ts oe iso Cagiany jo Caraway, Po. ses 250 Cardamon ______ 75@4 Coriander pow. “30 ae Dip 2 15@ renneu .... 25@ Wak oo 08@ Flax, ground _-_ 08@ Foenugreek, pwd. 15@ Hemp {2 8@ Lobelia, powd. _. @1 Mustard, yellow 17@ Mustard, black__ a Poppy 15@ Quince © -2.... 2 1 25@1 Bane 33 as @ Sabadilia Ces 50@ Sunflower —- _---- 114%@ Worm, American 30@ Worm, Levant _ 4 50@4 Tinctures Aconite 2 @1 BIGGs 26s @1 Arnica © i @1 Asafoetida ----_. @2 45 75 Belladonna _____. @1 35 Benzoin 2. 210 Benzoin Comp’d_ 2 65 BUCH 2 @2 55 Cantharadies ___ @2 85 Capsicum __..____ 2 20 Cateehu 2 1 75 Cinchona 2 10 Colchicum oe 1 80 Cubebs 2 D3 00 Digitalis: | @1 80 Gentian 2.0 1 35 Ginger, D. S. __ 1 30 Guaige oo 2 20 Guaiac, Ammon... @2 00 Fodine | oo @ 95 Iodine, Colorless @1 50 ron; Clg. @1 35 MnO: @1 40 Myrrh @2 50 Nux Vomica ____ @1 55 Opin) oo 3 50 Opium, Camp. @ 85 Opium, Deodorz’d @3 50 Hhubarv 22 @1 70 Paints Lead, red dry __ 15144@15% Lead, white dry 154%@15% Lead, white oil__ 1544@15% Ochre, yellow bbl. @ 2% Ochre, yellow less 3@ 6 Red Venet'n Am. 3%@ 7 Red Venet’n Eng. 4@ 8 Putty 5@ 8 Whiting, bbl _. @ 4% Whiting 5%@ 10 L. H. P. Prep._. 3 05@3 25 Rogers Prep. _. 3 05@3 25 Miscellaneous Acetanalid _____ 47@ 55 Pe 08s@ 12 Alum. powd. and gerouge ... o9@ 15 Bismuth, Subni- trate. 20 3 87@4 07 Borax xtal or powdered _... O07@ 12 Cantharades, po, 1 50@2 00 Calomel __._.___ 2 22@2 43 Capsicum, pow’d 35@ 40 Carmine ________ 7 00@7 50 Cassia Buds _... 35@ 40 Cloves ooo 50@ 55 Chalk Prepared. 14@ 16 Chloroform __.. 51@ 60 Chloral Hydrate 1 35@1 85 Cocaine ______ 12 10@12 80 Cocoa Butter __ 55@ 175 Corks, list, less. 40-10% Copperas ______ 2%@ 10 Copperas, Powd. 4@ 10 Corrosive Sublm 1 80@2 00 Cream Tartar _. 31@ 38 Cuttle bone _____ 40@ 50 Dextring «2020 6@ 15 Dover’s Powder 3 50@4 00 Emery, All Nos. 10@ 15 Emery, Powdered @ 15 Epsom Salts, bbls. @ Epsom Salts, less 3%@ 10 Ergot, powdered __ @2 50 Flake, White _. 15@ 20 Formadehyde, lb. 15@ 30 Gelatine 80@ 90 Glassware, less 55%. Glassware, full case 60%. Glauber Salts, bbl. oe Glauber Salts less 04@ Glue, Brown _.. 21@ 20 Glue, Brown Grd 15@ 20 Glue, Whte -_-_ 27%@ 35 Glue, white grd. 25@ 35 Glycerine _____- 36@ 56 owes 70@ 85 TOGiInG or 6 45@6 90 Iodoform ______- 7 35@7 65 Lead Acetate _. 20@ 30 Mate | 2 @1 50 Mace, powdered_ @1 60 Menthol ~_-__--- 7 50@8 00 Morphine ___. 11 18@11 93 Nux Vomica ____ 30 Nux Vomica, pow. 17@ 25 Pepper black, pow. 40@ 50 Pepper, White, pw. 50@ 55 Pitch, Burgudry 20@ 25 Quassia __....._ 12@ 15 Quinine, 5 oz. cans @ 59 Rochelle Salts . 30@ 35 Sacharine —_---- @ 80 Salt Peter -_____ 11@ 22 Seidlitz Mixture. 30@ 40 Soap, green _... 15@ 30 Soap mott cast. 22%@ 25 Soap, white castile CARS 22 @12 50 Soap, white castile less, per bar _ 1 45 Soda Ash __--_-_ 10 Soda Bicarbonate 3%@ 10 Soda, Salo. 02%@ 08 Spirits Camphor @1 35 Sulphur, roll _-_-_. 34@ 10 Sulphur, Subl. —__ e 10 Tamarinds ____-. 25 Tartar Emetic — 700 75 Turpentine, Ven. 50@ 75 Vanilla Ex. pure 1 75@2 25 Vanilla Ex. pure 2 50@3 00 Zine Sulphate _. 66@ 11 HOLIDAY GOODS We are showing this year a wonderful line and you had better hurry along for it is now on display at Grand Rapids in our own building 38-44 Oakes St. We still have a most excellent supply of: PERFUMES, TOILET WATERS, SAFETY RAZORS, VA- CUUM BOTTLES, HARMONICAS, TOILET SETS, WHITE AND FANCY IVORY SETS, ATOMIZERS, INGERSOLL WATCHES, BIG BEN CLOCKS, BOX PAPERS, BOOKS, KODAKS, YALE FLASHLIGHTS, PARKER FOUNTAIN PENS, POKER SETS, PIPES, CARDS IN CASES, LEATHER GOODS, MUSIC ROLLS, INCENSE BURNERS, CANDLE STICKS, MEMORY BOOKS, SMOKERS ARTICLES, BOOK ENDS, WAX SETS, TOY BOOKS, BIBLES, RATTLES, GAMES, TISSUE PAPER, XMAS CARDS, TAGS, SEALS, PAPER NAPKINS, DECORATED XMAS CREPE PAPER, CANDLES, ETC., ETC. We would be much pleased if you would inspect our line at once while complete. Hazeltine & Perkins Drug Company Wholesale Only MICHIGAN Manistee Grand Rapids THE TOLEDO PLATE & WINDOW GLASS COMPANY Mirrors—Art Glass—Dresser Tops—Automobile and Show Case Glass All kinds of Glass for Building Purposes 601-511 IONIA AVE., S. W. GRAND RAPIDS, MICHIGAN STRENGTH ECONOMY | THE MILL MUTUALS AGENCY Representing the MICHIGAN MILLERS MUTUAL FIRE INSURANCE COMPANY AND ASSOCIATED COMPANIES Lansing Michigan Combined Assets of Group $33,389,609.28 20% to 40% Savings Made Since Organization FIRE INSURANCE—ALL BRANCHES Tornado— Automobile — Plate Glass 28 MICHIGAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mail- ing and are intended to be correct at time of are liable to change at any time, filled at market prices at date of ADVANCED Canned Apricots Canned Tomatoes purchase. DECLINED Hard Candies SEE going to press. Prices, however, and country merchants will have their orders Sac nn AMMONIA 3 daz. cs. 2 dz. cs. 1 dz. es. case Arctic, 10 oz., arctic, 16 oz., Arctic, $2 OZ., Quaker, 36, 12 oz. 03 0 He 6 omo-) coco AXLE GREASE OS, 2 Uh ee 4 35 ees th 6 00 10 lb, pails, per doz. 8 50 15 lb. pails, per doz. 11 95 25 lb. pails, per doz. 19 50 BAKING POWDERS Arctic, 7 oz. tumbler 1 35 Queen Flake, 16 oz., dz 2 25 Royal, 10c, doz. __. 95 Royal, 6 oz. de. =. 28 a Royal, 12 oz., doz. __ 5 20 Royal, 5 th. 31 20 Rocket, 16 oz., doz... 1 25 K. C. Brand Per case 0c size, 4 doz, _____ 70 ‘5c size, 4 doz. _.____ 5 50 20c size, 4 doz. 7 20 aoc size, 4:doz. 9 20 bee size, 2 doz. ______ 8 80 80¢ size, 1 doz __- 8 = 10 lb. size, % doz. ____s& 7 Freight prepaid to jobbine point on case goods. Terms: 30 days net or 2% cash discount if remittance reaches us within 10 days from date of invoice. Drop shipments from factory. BEECH-NUT BRANDS. Mints, all flavors ____ 60 mn a7 Byiit Drops 70 Caramels . 70 Sliced bacon, large __ Sliced bacon, medium Sliced beef, medium _ Grape Jelly, large ___ Grape Jelly, medium__ Peanut butter, 16 oz. Peanut butter, 10% oz. Peanut butter, 6% oz. Peanut butter, 3% oz. et het DO DO ROO oT o or Prepared Spaghetti __ 1 40 Baked beans, 16 oz.__ 1 40 BLUING The Original Condensed 2 OZ., 4 dz. cs. 3 00 43 oz., 3 dz. cs. 375 REAKFAST FOODS Kellogg’s Brands. Corn Flakes, No. 136 8 45 Corn Flakes, No. 124 3 45 Corn Flakes, No. 102 2 00 2 2 Krumbles, No. 424 ___ 2 70 Bran Flakes, No. 624 2 45 Bran Flakes, No. 602 1 50 Post’s Brands. Grape-Nuts, 24s _____ 3 80 Grape-Nuts, 100s ____ 2 75 Instant Postum, No. 8 5 40 Instant Postum, No. 9 5 00 Instant Postum, No. 10 4 50 Postum Cereal, No. 0 2 25 Postum Cereal, No, 1 2 70 Post Toasties, 36s __ 3 45 Post Toasties, 24s __ 3 45 Pest’s Bran, 24s __ 2 70 BROOMS Jewell, doz... 5 25 Standard Parlor, 23 Ib. 8 25 Fancy Parlor, 23 ib... 9 ZS Ex. Fancy Parlor 25 Ib. 9 A Fey. Parlor 26 Ib. 10 00 O09, 2 1 35 Whisk, No. 3 20 2 15 BRUSHES Scrub Solid Back, 8 in. ____ 1 50 Solid Back, 1 in. ____ 1 75 Pointed Ends Stove Shater oo No. 90 POCMIORS (oa Shoe Np. 6) 2 25 No, 200 3 00 BUTTER COLOR Dandelion sk 2 85 CANDLES Electric Light, 40 Ibs. 12.1 Plumber, 40 Ibs. _____ coe Parattine, 6s 9 14% Paraifine, 128 144% Wicking 9 40 Tudor, 6s, per box __ 30 CANNED FRUIT Apples, 3 lb. Standard 1 Apples, No. 10__ 4 75@5 Apple Sauce, No. 10 8 Apricots, No. 1 1 —_ Apricots, No. 2 3 00 Apricots, No. 2% 3 40@3 Apricots, No. 10 8 50@11 Blackberries, No. 10 8 Blueber’s, No. 2 2 00@2 75 ° Blueberries, No. 10__ 13 50 Cherries, No. 2 _-. 3 75 Cherries, No. 2% __-_ 4 50 Cherries, No, 10 ___ 14 00 Loganberries, No. 2 __ 3 00 Loganberries, No. 10 10 00 Peaches, No. 1 1 50@2 10 Peaches, No. 1, sliced : 25 Peaches, No. 2 — 2 75 Peaches, No. 2% Mich 3 25 Peaches, 2% Cal. 3 00@3 25 Peaches, 10, Mich. __ 8 50 Pineapple, Logo es 1 75 Pineapple, 2 sl. _____ 2 60 P’apple, 2 br. sl. ___. 2 40 P’apple, 2%4, sli. _____ 3 00 FP'apple, 2, cru, 2. 2 60 Pineapple, 10 cru, __ 9 50 Pears; No. 2 2 3 15 Pears, No. 24% 2. 25 Plums, No. 2 __ 2 40@2 50 Plums, No. 2% 2 90 Raspberries, No. 2 blk. 2 90 Raspb’s, Red, No. 10 13 50 Raspb’s Black, No. 40 2 12 00 Rhubarb, No. 10 4 75@5 50 Strawberries, No. 10 12 00 CANNED FISH Clam Ch’der, .* oz. Clam Ch., No. Clams, Bieseon No. 1 Clams, Minced, No. 1 Finnan Haddie, 10 oz. Clam Bouillon, 7 oz._ Chicken Haddie, No. 1 Fish Flakes, small __ Cod Fish Cake, 10 oz. Cove Oysters, 5 oz. — Lobster, No. a Star 2 90 Shrimp, i, wet: 90 Sard’s, 4% Oil, ‘Koy -__ 6 10 Sardines. wy Oil, k’less 5 50 Smoked igs Sardines, 4 Salmon, Warrens, ©O G2 DD OT HO et et Bn bO Co OO ND OD wo on Salmon, Red Alaska 25 Salmon, Med. Alaska 85 Salmon, Pink Alaska 1 90 Sardines, Im. %, = 10@28 Sardines, Im., %, ea. 25 Sardines, Cal. __ 1 “G5@1 80 Tuna, %, Albocore __ 95 %s, Curtis, doz. 2 20 %s, Curtis, doz. 3 50 7 00 Tuna, Tuna, Tuna, Is, Curtis, doz. CANNED MEAT Bacon, Med. Beechnut 3 Bacon, Lge. Beechnut 5 40 Beef, No. 1, Corned __ 3 10 Beef, No. 1, Roast ____ 3 10 Beef, No. 2%, Qua. sli. 1 50 Beef, 3% oz. Qua. sli. 2 00 Beef, 5 oz., Qua. sli. 2 75 Beef, No. 1, Br nut, sli. 4 50 Beefsteak & Onions, s 3 45 Chili Con Ca., 1s 1 35@1 45 Deviled Ham, \%s ___ 2 20 Deviled Ham, 1a _.. 3 6D Hamburg Steak & Onions, No 1. 22." 3 15 Potted Beef, 4 oz. ___ 110 Potted Meat, % Libby 52% Potted Meat, % Libby 92% Potted Meat, % Qua. 90 Potted Ham, Gen. % 1 85 Vienna Saus., No. % 1 45 Vienna Sausage, Qua. 95 Veal Loaf, Medium __ 2 65 Baked Beans Campbells, le free 5 __ 1 15 Quaker, 18 oz. ___.__ 85 Fremont, No. 2 | 1 20 Spider, Noo Toe 95 pnicer, No. 2 1 25 Van Camp, small ____ 85 Van Camp, Med. ____ 1 15 CANNED VEGETABLES. Asparagus. No. 1, Green tips __ 3 No. 2%, Large Green 4 W. Beans, cut 2 1 45@1 W. Beans, 1 75 Green Beans, 2s 1 45@2 Green Beans, 10s __ @7 L. Beans, 2 gr. 1 35@2 Lima Beans, 2s, Soaked Red Kid, No. 2 2 Beets, No. 2, wh. 1 75@2 Beets, No. 2, cut 1 10@1 Beets, No. B Cut 3 a Corn, No. 2, stan. __ 1 Corn, Ex. stan. No. 2 1 Corn, No, 2, Fan. 1 80@2 Corn, No. 10 __ 8 00@10 Hominy, No .3 1 00@1 Okra, No. 2, whole __ 2 Okra, No. 2, ont oo 8 Dehydrated Veg. Soup Dehydrated Potatoes, Ib. Mushrooms, Hotels Mushrooms, Choce, 8 oz. Mushrooms, Sur Etra Peas, Noe, 2, ©. 3. 4 Peas, No. 5, Sift, gaitie 1 Peas, No. 2, Ex. Sift. i 4. 2 cx. Fine, French Pumpkin, No. 3 1 35@i Pumpkin, No. 10 4 00@4 Pimentos, Pimentoes, %, each __ Sw’t Potatoes, No. 2% 2 Sauerkraut, No.3 1 40@1 Succotash, No. 2 1 65@2 Succotash, No. 2, glass 2 Spinach, No. 1 Spnach, No. 2__ Spinach, No. 3__ Spinach, No. 10_ Tomatoes, No. 2 Tomatoes, No. 3, Tomatoes, No. 10__ CATSUP., B-nut, small oo 1 Lily of Valley, 14 oz.__ 2 Lily of Valley, % pint 1 Paramount, 24, 8s _..1 Paramount, 24, 16s 2 Paramount, 6, 10s __ 10 Sniders, 8 Quaker, Gallon Glass 12 CHILI SAUCE Snider, 16 02.0 oo 3 Snider, 8.02.) 00. Lilly Valley, 8 oz. __ Lilly Valley. 14 oz. _. 3 bobo OYSTER COCKTAIL. Sniders, 16 oz. ______ 8 Sniders, 8 oz... 2 75 50 75 60 75 %, each 12@14 27 25 50 50 80 1 25 90 50 00 30 25 00 90 60 75 45 TRADESMAN CHEESE. Hoguefort 52 Kraft, small items __ 1 65 Kraft, American 65 Chili, small tins __ 1 65 Pimento, small tins 1 65 Roquefort, sm, tins 2 25 Camembert, sm. tins 2 25 Wisconsin New ____ 24 lbonghorn 2) 28 Mich. Flat Full Cream 26 Mchigan Daisies ____ 27 New York New 1926 __ 30 BA BASO 2 38 Ci a 30 CHEWING GUM. Adams Black Jack ___. 65 Adams Bloodberry ____ 65 Adams Dentyne _____ 65 Adams Calif. Fruit ____ 65 Adams Sen Sen _______ 65 Beeman’s Pepsin ______ 65 Beechnut Wintergreen_ Beechnut Peppermint _ 75 Beechnut Spearmint ___ 70 Doubloming 65 Peppermint, Wrigleys __ 65 Spearmint, Wrgileys 65 dicey, Brit) 65 Wrigiey's P-K - 65 WENO 22 65 Pegperry 2 65 COCOA. Droste’s Dutch, 1 Ib.__ 8 50 Droste’s Dutch, % Ib. 4 50 Droste’s Dutch, %4 lb. 2 35 Droste’s Dutch, 5 Ib. 60 Chocolate Apples ee BD Pastelles, No. 1 _____12 60 Pastelles, oe 1b, 2 6 60 Pains De Cafe 3 00 Droste’s Bars, 1 doz. 2 00 Delft Pastelles _. 15 1 lb. Rose Tin Bon Bonk 18 00 7 oz. Rose Tin Bon Bong) 22 00 13 oz. Creme De Cara- que —- oe 13 20 12 oz. Rosaces ______ 10 80 4% Ib. Rosaces ______ 7 80 4 lb. Pastelles ______ 3 40 Langues De Chats __ 4 80 CHOCOLATE. Baker, Caracas, %s ____ 37 Baker, Caracas, 4s ____ 35 COCOANUT Dunham's 15 Ib. case, %s and \s 48 15 Ib. case, 4s ________ 47 15 tb. case, 4s 46 CLOTHES LINE. Hemp, 50 ft. ____ 2 00@2 fo Cotton, 50 ft Braided, 50 ft. Sash Cord HUME GROCER CO. ROASTERS COFFEE ROASTED 1 Ib. Package Moeterse 6 36 Peery 2 os 28 hetniet ok 43 Nedrow oo. 5 41 Morton House _________ 47 ONG 38 Royal Clap 20: 42 McLaughlin’s Kept-Fresh Vaccum packed. Always fresh. Complete line of high-grade bulk coffees. W. F. McLaughlin & Co., Chicago. Maxwell House Brand. a ab: tins 2 49 a ib. ting 20 1 44 Telfer Coffee Co. Brand Bokay Coffee Extracts M. ¥., per 100... 12 Frank’s 50 pkgs. __ 4 25 Hummels 50 1. Ib. 10% CONDENSED MILK Leader, 4 doz. __.___._ 6 75 Eagle, 4 doz. _..... 9 00 MILK COMPOUND Hebe, Tall, 4 doz. _. 4 50 Hebe, Baby, 8 do. __ 4 40 Carolene, Tall, 4 doz.3 3 Carolene, Baby <-| 3 50 EVAPORATED MILK _ Quaker, Tall, 4 doz. Quaker, Baby, 8 doz. Quaker, Gallon, % dz. Carnation, Tall, 4 doz. Carnation, Baby, 8 dz. Every Day, Tall __.. 5 00 ivery Day, Baby ___. Pe. Tal 00 Pet, Baby, 8 oz. _. 4 96 Borden’s Tall Borden’s Baby 1 RR OR OTR OTR ot ap wo Qo Van Camp, Tall _ 90 Van Camp, Baby -__ 3 75 CIGARS G. J. Johnson’s Brand G. J. Jobnson Cigar, DOG a ee Tunis Johnson Cigar ea Van Dam, 10c ______ 75 00 Little Van Dam, 5e _ 0 50 Worden Grocer Co. Brands King Edward 50 Master Piece, 50 Tin_ 00 Canadian Club 35 00 Little Tom 7 50 Tom Moore Monarch 75 00 Tom Moore Panetris 65 00 T. Moore Longfellow 95 00 Tom M. Invincible 115 00 Websteretts _____ 37 50 Webster Cadillac ____ 75 00 Webster Knickbocker 95 00 Webster Belmont__ 110 00 Webster St. Reges 125 00 MMON AD jo 30 00 CONFECTIONERY Stick Candy Pails ptandard 2) 16 Jumbo Wrapped _____ 19 Pure Sugar Sticks 600s 4 20 Big Stick, 20 Ib. case 18 Mixed Candy Kindergarten Leader ee (a6 Of2 ee 12 French Creams ________ 16 CANO ees 19 (arOCers. 22 11 Fancy Chocolates : 5 lb. Boxes Bittersweets, Ass’ted 1 70 Choc Marshmallow Dp 1 70 Milk Chocolate A A 170 Nibble Sticks ________ 1 85 No. 12, Choc., Light _ 1 65 Chocolate Nut Rolls — 1 80 Magnolia Choc ______ 1 15 Gum Drops Pails PRA 16 Champion Gums _____-- 16 Challenge Gums _______ 16 Paverite) 22 19 Superior, Boxes ________ 23 Lozenges Pails A. A. Pep. Lozenges 18 A. A, Pink Lozenges 16 A. A. Choe. Lozenges 16 Motto Hearts 19 Malted Milk Lozenges 21 Hard Goods Pails Lemon Drops 18 O. F. Horehound dps. __ 18 Anise Squares = Peanut Squares ___.____ - Horehound Tablets Cough Drops Putnam’ s Package Goods Creamery Marshmallows 4 oz. pkg., 12s, cart. 85 4 oz. pkg., 48s, case 3 40 Specialties Walnut Fudge _________ 22 Pineapple Fudge ______ 21 Italian Bon Bons ___._ 17 Banquet Cream Mints_ 28 Silver King M.Mallows 1 Walnut Sundae, Pet 5c 80 Neapolitan, 24, 5¢ ______ 80 Mich. Sugar a 24, 5c 80 Pal O Mine, 24, be coo BO Malty Milkies, 24. 5c __ 80 Bo-Ka-To-Ka, 24, 5¢ __ 80 COUPON BOOKS 50 Economic grade 2 50 100 Economic grade 4 50 500 Economie grade 20 00 1000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR 6 lb. boxes Forty-third Anniversary DRIED FRUITS Apples N. Y. Fey., 50 lb. box 15% N. Y. Fey., 14 oz. pkg. 16 Apricots Evaporated, Choice __ 30 Evaporated. Fancy _. 32 Evaporated, Slabs .. 26 Citron 10 1b. bot oe 48 Currants Packages, 14 oz. _... 15 Greek, Bulk, Ib. _.____ 15 Dates Dromedary, 36s ____ 6 75 Peaches Evap. Choice, un. —__. 27 Evap. Ex. Fancy, P. P. 30 Peel Lemon, American ____ 24 Orange, American ____ 24 Raisins Seeded, bulk 093 Thompson's s’dles blk 9% Thompson’s seedless, 45 0S. 10% Seeded, 15 027.) 12% California Prunes 90@100, 25 lb. boxes__@08 60@70, 25 lb. boxes_.@10 50@60, 25 Ib. boxes__@11 40@50, 25 lb, boxes__@12 30@40, 25 lb. boxes_.@15 20@30, 25 ib. boxes_.@22 FARINACEOUS GOODS Beans Med. Hand Picked __ 05% Cal iimas oro 12 Brown, Swedish ______ 08 Red Kidney 20) 12 Farina 24 packages ________ 2 50 Bulk, per 100 lbs. ____ 06% Hominy Pearl, 100 Ib. sacks __ 3 50 Macaroni Mueller’s Brands 9 oz. package, per doz. 1 30 9 0Z. package, per case 2 60 Elbow, 20 lb., bulk __ 09 Egg Noodle, 12 Ibs. __ 2 22 Ege Noodles, 6 oz. __ 2 60 Macaroni, 9 oz. ____.. 2 60 Spaghetti, 9 of. 2. 2 60 Quaker, 2 doz. _.... 2 00 Pearl Barley Perea oe 50 O08 | 00 Barley Grits 5 00 Peas Scotch, 16 05% Split, lb. yellow ______ 08 SDUL green: os 09 Sage Mast Andia. 23. 10 Tapioca Pearl, 100 lb. sacks __ 09 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant __ 3 50 FLAVORING EXTRACTS Doz. Doz. Vanilla PURE Lemon d30 4: % ounce — 1 35 180 __ «1% s ounce... 1-86 3 20 ___ 2% ounce ___ 3 20 300 2 ounce | 3:60 bb0 4 ounce | § 5p UNITED FLAVOR Imitation Vanilla ounce, 10 cent, doz. ounce, 15 cent, doz. ounce, 25 cent, doz. ounce, 30 cent, doz. Jiffy Punch doz. Carton He CODD et wo FLOUR Vv. C. Milling Co. Brands hee White eee : 90 Harvest Queen _____ 9 80 Yes Ma’am Graham, Ole es 2 40 FRUIT CANS F. O. B. Grand Rapids Mason dat pint 8 40 One pint : 7 One quart Halt gallon” 4s 60 ideal Glass Top. Rubbers. Malt pint 9 50 ORG OINt oe 9 80 One Guart 11 75 Half gallon ____ 45 76 Forty-third Anniversary MICHIGAN TRADESMAN GELATINE doz. case __ 3% oz., 4 doz. case__ 3 60 One doz. free with 5 cases, gello-O, 2 doz. ....... 3 46 Minute, 3 doz. __....... 4 06 Plymouth, White ___. 1 55 Quaker, 3. doz 0 256 HORSE RADISH Pee Gon. 5 of... JELLY AND PRESERVES Pure, 20 Ih. valle _...3 30 Imitation, 30 Ib. pails 1 75 Pure, 6 oz., Asst., doz. 1 10 Buckeye, 18 oz., doz. 2 00 JELLY GLASSES 8 O2., per G07. 02200 BT OLEOMARGARINE Van Westenbrugge Brands Carioad Distributor DMCOR Tilt, ee Nucoa, 2 and 5 tb. __ 261% Wilson & Co.’s Brands Certifed = 6 oF 25% Nut . Special Holl) 35% MATCHES Swan, 14 — & 15 Diamond, 144 box _.__ 25 Ohio Red Label. 144 bx Ohio Blue Tip, 144 box Ohio Blue Tip, 720-1le 4 50 Safety Matches Quaker, 5 gro. case__ 4 25 MINCE MEAT None Such, 4 doz. __ 6 47 6 Searchlight, 144 box __ 6 25 4 € Quaker, 3 doz. case __ 3 60 Libby, Kegs, wet, Ib. 22 MOLASSES Gold Brer Rabbit No. 10, 6 cans to case 5 No. 5, 12 cans to case 5 No. 2%, 24 cans to es. 6 No. 144, 36 cans to cs. 5 Green Brer Rabbit No. 10, 6 cans to case 4 No. 5, 12 cans to case 4 No. 2%, 24 cans to es. 4 No. 1%, 36 cans to es. 4 Aunt Dinah Brand No. 10, 6 cans to case 3 00 No. 5, 12 cans to case 3 25 No. 2%, 24 cans to es. 3 50 No. Hag 36 cans to es. 3 00 New Orleans mi bow =] KoUo Hon moon. oo Fancy Open Kettle ___ 74 Choice _-_ “A _ 02 ar 41 Half barrels 5c extra Molasses in Cans Dove, 36, 2 lb. Wh. L. Dove, 24, 24% lb Wh. L. Dove, 36, 2 lb. Black Dove, 24, 2% lb Black Dove, 6 10 Ib. Blue L. Cre Go OTE Palmetto, 24, 2% Ib._ 25 NUTS Whole Almonds, Tarragona__ 25 Prag, New 16 Pancy Mixed __......... 2 Filberts, Sicily _ Peanuts, Virginia Raw 09% Peanuts, Vir. roasted 10% Peanuts, Jumbo, rstd. 10% Peanuts, Jumbo, std. 11% Pecans, 3 star _....... 25 Pecans, Jumbo __--__ 40 Pecans, Mammoth —__ 50 Walnuts, California 2 Salted Peanuts Fancy, No. i _.- . 14 Tbe. ee ee Shelled Almonds - 2 10 Peanuts, Spanish, - 125 1b. bags oo. 11% Pilberts 20 sae Paeans ..--......_. F140 Walnuts . ..-------- ~ 8 OLIVES Bulk, 5 gal. kee ____ Quart Jars, dozen __ Bulk, 2 gal. keg 2) Bulk, 3 gal: kee oi: Pint, Jars, dozen: .___ 4 oz. Jar, plain, doz. 542 oz. Jar, pl., doz. 9 oz. Jar, plain, -doz. 20. OZ. Jar; -Pl: doa... 3 02. Jar, Stu.; doz. 6 oz. Jar, stuffed, dz. 9 oz. Jar, stuffed, doz. 12 oz. Jar, ee doz. : an 4: 50@ 20 oz. Jar, stuffed dz. PARIS GREEN Bel Car-Mo Brand 24 tib. pauls 2 8 oz., 2 do. in case__ >». pails, 6 in crate PETROLEUM PRODUCTS Iron Barrels Perfection Kerosine Red Crown Gasoline, Tank Wagon oo Solite Gasoline _______ Gas Machine Gasoline 7. M. & P. Naphtha 2 Capitol Cylinder =) oo: 3 Atlantic Red Engine__ 2 1 Winter Black 2.7 Iron Barrels Bight eo Meditim: 2.0 PIGAVY) oe pecial heavy os Sextra heavy 99: Transmission Oil Finol, 4 oz. cans, doz. Finol, 8 oz. cans, doz. Farowax, 100° Ib. 2. Parowax. 40, 1 Ib. Parowax, 20, 1 Ib. Semdac, 12 pt. cans Semdac, 12 eat. cans PICKLES Medium Sour Barrel, 1600 count __ 17 Half bbls., 800 count 5 gallon, 400 count __ Sweet Small 30 Galion, 3600 _.. 42 5. Gallon, 500° 2... Dill Pickles 800 Size, 15 gal, ____ 10 PIPES Cob, 3 doz. in bx. 1 00@1 PLAYING CARDS Battle Axe, per doz. 2 Bievele 4 Se 4 POTASH Babbitt’s, 2 doz. FRESH MEATS Beef Top Steers & Heif. __ Good Steers & H’f. 4@ Med. Steers & H’f. 13% Com. Steers & H’f. 10@1 Cows Top. eae ee COO oe Medium - , on Common Top he O00) fo es mewn (a Sprine Lamb: ...--.-. 24 COO oe 23 Moeaiiia, ooo 22 POOl: fli oon Be Warw on Co tO He DO RA et Co a Prerrer 1 RR AIRMARMH POC NOWRA mD NoIwnswnwNMwwr Mutton Good 14 Medvamt 20 12 Poor oe ao Pork Hisht Whees 25252 16 Medium boss 0) 16 Heavy hogs 2... 1g omnes, Med, oo 23 te oo ee Shoulders Spareribs ee Neck bones... 68 PROVISIONS Barreled Pork Clear Back __ 30 00@32 00 Short Cut Clear 31 00@33 00 Dry Salt Meats S P Bellies __ 28 00@30 00 Lard Pure in tierces 1416 60 lb. tubs ___.advance % 50 Ib, tubs _._._.advance 4% 20 lb. pails _._advance % 10 lh. pails ___.advance % 5 Ib. pails _...advance 1 3 lb. pails ___.advance 1 Compound tierces ___. 11% Compound, tubs ______ 12 Sausages Poors 15 ie 14 RrankiGrt: obo a a9 POre Coe Be 26 Mea 19 Tongue, Jellied —2-_._ 35 Eleadcheese .) 18 Smoked Meats Hams, Cert., 14-16 lb. @30 Hams, Cert., 16-18 lb. @31 Ham, dried beef Ronuekies (2 @32 California. Hams ...- @19 Pienie Boiled Meee 36 @37 Boiled Hams ____ 46 @47 Minced Hams ___-_ @19 Bacon _..... 1. 26 @ay Beef Boneless, rump 26 00@28 ¢0 Rump, new _. 27 00@30 00 Mince Meat Condensed No. 1 car. 2 00 Condensed Bakers brick 31 Moiet im eiAss 8 00 Pig’s Feet Cooked in Vinegar . doe |. Se 68 a2 Bhis.: 35 -Jbs. 22 4 50 ie DIS. ose 10 00 ee 25 00 Kits, 19. Ibe. > 2 1 75 PDIS., 40° IDS. 3 50 % Dbis:, 80 ibs: 2 5 00 Casings Hogs, Med., per lb. _.@57 Beef, round set ____ 23@36 Beef, middles, set__ @1 50 Sheep, a skein __.. @2 65 RICE Fancy Blue Rose ___. 06% Paucy ead 2) Og Bronwen 2 0334 ROLLED OATS Silver Flake, 12 Fam. Quaker, 18 Regular __ Quaker, 12s Family -- Mothers, 12s, M’num Nedrow, 12s, China _. a OE ol 5) bo ou Sacks, 90 lb. Jute __ 20 Sacks, 90 Ib. Cotton __ 3 25 Steel Cut, 100 lb. sks. 50 RUSKS Holland Rusk Co. Brand 18 roll packages __... 2 30 36 roll packages —__ 4 50 86 carton packages __ 5 20 18 carton packages __ 2 65 SALERATUS Arm and Hammer __ 3 75 SAL SODA Granulated, bbls. ____ 1 80 Granulated, 60 Ibs. es. 1 Granulated, 36 2% Ib. Packages 2202 240 COD FISH Midgets 2. 15% Tablets, % Ib. Pure __ 19% em 1 40 Wood boxes, Pure __ 29% Whole -Cdd 22." 0 ye HERRING Holland ree Mixed, Keys - soe 88 Mied, half bbls. 9 50 Mixed, bbls ol Oe Milkers, Keg 1 Mi kers, bait he _-10 25 Milkers, bbis. 202. 19 00 K K K K. Norway __ 19 50 8 ibe: pails. 1 40 Cut tigen oo 1 60 Boned, 10 lb. boxes .. 15 Lake Herring 4% bbl, 100 Ibs. _. Mackerel Tubs, 100 lb. fney fat 24 5 Tubs, 60 count Pails, 10 Ib. Fancy fat 1 75 White Fish Med. Fancy, 100 Ib. 13 SHOE BLACKENING 2 im © Paste, doz. EK. Z. Combination, dz. 1 Dri-Root, doz. 3. 8 Bixbys, Doz. Shinola, doz. STOVE POLISH Blackine, per doz. __ Black Silk Liquid, dz. Black Silk Paste, doz. Hnameline Paste, doz. Knameline Liquid, dz. BE. Z. Liqnid, per doz. Radium, per doz. ____ tising Sun, per doz. 654 Stove Enamel, dz. Vuleanol, No. 5, doz. Vulcanol, No. 10, doz. Stovoil, per doz. ____ SALT Colonial, 24, 2 Ib. 2. __ Colonial, 36-1146 _____ Colonial, Iodized, 24-2 Med. No. 1 Bbls. Med. No. 1, 100 lb. bg. Farmer Spec., 70 Ib. Packers Meat, 50 Ib. Crushed Rock for ice cream, 100 Jb., each 3utter Salt, 280 lb. bbl. Block, 50 lb. Baker Salt, 280 Ib. bbl. ¢ 100, 3 lb. Table __: “0, 4 1b. Table 2a, 40 1D. Fable 28 lb. bags, Table Per case, 24, 4 Ibs. __ Five case lots ______ Iodized, 24, 2 lbs. _ SOAP Am. Family, 100 box Export. 120 — Se Big Four Wh. Na. 100s Fels Naptha, 100 box Flake White, 10 box Grdma White Na. 10s Rub No More White Naptha, 100 box Rub-No-More, yellow Swift Classic, 100 box 20 Mule Borax, 100 bx Mog 100 Tox 2 Jap Hose, 160 box ____ Fairy, 100 box Palm Olive, 144 box 11 Bava, 100 bo 0 Cletacon Pummo, 100 box. Sweetheart, 100 box _ Grandpa Tar, 50 sm. Grandpa Tar, 50 lge. Quaker Hardwater Cocoa, 72s, box |) | Fairbank Tar, 100 bx Trilby Seap, 100, 10c Williams Barber Bar, 9s 5 Williams Mug, per doz. CLEANSERS 80 can cases, $4.80 per case WASHING POWDERS 09 69 bo ooto a Ooo oe Rins Dutch ‘ean d TW WOO tO RROD RO. b ey ie Cleanser, DO et et et et bt et et om -] PRO CO OO om Ginger, African Pure Ground in Bulk Cassia, Canton Pepper. Binek 5 pet bet boroe AOS he oD n cow a we LO 1 eC oS La Cle co bo wo CN D IARI oO 1 er Im bo ww Imit. Manle Flavor we ee OD Maple and Cane Mayflower, per gal. TABLE SAUCES 29 TEA Japan Medium (2. Baga Choice |. h6STe a Fancy a 54@59 No. 1 Nibbs e Bah ae? I Ib. pkg. Sifting poe 13 near Choice oe i ee ee Fancy eee i ag Ceylon Pekue, medium _...._.. 35 Gants Breakfast Congou, Medium _-__-_ Congou, Choice Ley Congou, Fancy Oolong Blodiah 2 ae Choice pg ie 7 4o Fancy ce Oe oor Coffee Co. Brand ee oo TWINE Cotton, 2 ply cone _.... 33 Cotton, 3 ply pails _.... 35 Wool, 6 ply ei ee VINEGAR Cider, 10 Gram .. 36 White Wine, 80 grain__ 25 White Wine, 40 grain__ 20 WICKING No. 0, per gress | 75 ING. 1, per gross .._ £ 35 No. 2, per gross __.. I 56 No. 3, per gross 2 00 Peerless Rolls, per doz. 90 Rochester, No. 2, doz. 50 Rochester, No. 3, doz. 2 66 Rayo, per doz. _... ss 1G WOODENWARE Baskets Bushels, narrow band, wire handles ___ I Bashe!s, narrow band, wood handles ______ 80 Market, drop handle_ 90 Market, single nandle_ 95 Market, extra = ¥ 60 Splint, large Coe a ae Splint, medium Ot at Splint, smali _. 6 50 Churns Barrel, 5 gal., each 2 40 Barrel, 10 gal., each. 2 55 3 to 6 gal, per eal __ 16 Egg Cases No. 1, Star Carrier _ 5 60 Ne. 2 Star Carrier _ 10 00 No. 1 z Trays 6 25 No. 2 Trays 12 £0 Mop Sticks Trojan spring ed Eclipse pateat spring No. 2, pat. brush hold Ideal No. 7 Co bo DO DO bo w o 12 oz. Cot. Mop Heads 2 55 16 0. Cot. Mop Heads 3 20 Pails 10 at. Galvanized .. 50 12 qt. Galvanized Wbobp a 1 14 qt. Galvanized ____ 10 12 qt. Flaring Gal. Ir. 5 00 10 at. Tin UOairy _._. 4 06 Traps Mouse, Wood, 4 holes_ 60 Mouse, wood, 6 holes_ 70 Mouse, tin, 5 holes __ 65 mat. wood ld a Ac, Spring 2 Ee Ge Mouse, spring aes 30 Tubs Large Galvanized ____ 9 25 Medium Galvanized __ 8 00 Small Galvanized ____ 7 00 Washboards Banner, Globe . & 50 Brass, single - 6 00 Glass, single ae © oO Double Peerless _- & 56 single Peerless _..__ 7 50 Northern: Queen _. 5 50 Universal: 2s i 25 Window Cleaners iA ee 5 oe te 10 Pe ae Wood Bowls is in, Butter 00 i i, Butter 2 9 00 if im Butter 20 18 00 19 in. Butter 25 00 WRAPPING PAPER Fibre, Manila, white_ 05% ING: 2 Mibye 2220 as Butchers Manila _____ 06% Kraft oe ae ae Kraft Stripe aune O8% YEAST CAKE Maric, 3 doz. __ 220 sumicht & dog. 270 Sunlight, 1% doz. _. 1 35 Yeast Foam, 2 dom. _. 2 70 Yeast Foam, 1% doz. 1 35 YEAST—COMPRESSED Fleischmann, per doz, 30 30 SIXTEEN CHARTER MEMBERS. (Continued from page 1) problems and fighting their battles all these years, is the earnest wish of your sincere friend Charles H. Coy. Grand Rapids, Nov. 26—For more than forty years without the miss of a week, the Tradesman has found its place on the desk of the writer. In all those years, the Golden Rule has been the guide of the Tradesman’s manager. It has been fearless in handling the problems of the many years—oftimes problems that threatened the very ife of the country. Professional labor agitators met a man of vision, courage and common sense, a leader of business, to combat the evil that was un-American in its creed. No business paper in America faced the professional labor agitator with more courage and no publication stood up more manfully for the Ameri- can working man’s right to be a free citizen. It was a wise old man who said, “A sucker is borne every minute.” Alike the cluster of lightning rods that stand out on the peak ends of many farm buildings are those oft repeated headlines, Realm of Rascality. How many suckers have been saved from rascality bait. One would think that we are all from Missouri. We must be shown and the Tradesman is the educator, the lightning rod that saves our Thanksgiving turkey. It always has been and always will be a leader of right thinking. Its manager is do- ing the work he likes to do, which is the best guide to a long and happy life. It is the good we do while living that marks the man. The Tradesman is far more friendly than is the hard- head slab of granite at the side of the road. So we congratulate the people of the Tradesman. May they carry on forty and odd years more. Captain Charles E. Belknap. Casnovia, Nov. 27—I wish again to congratulate you over another anni- versary of the Tradesman and as one of the sixteen who have been sub- scribers since the first publication would say that it has always been a very welcome visitor to my desk and home, as my wife looks for it as much as I do, and we feel that it has bene- fitted us financially and morally all through the past and we trust will for many years to come. J. L. Norris. —~+2>—___ Proceedings of the Grand Rapids Bankruptcy Court. Grand Rapids, Nov. 23—On this day was held the sale of assets in the matter of Glenn H. Johnson, Bankrupt No. 2999. The bankrupt was not present or rep- resented, The trustee was not present. Smedley & Connine were present for creditors. 3idders were present in per- son. The fixtures were sold to A. W. Hirsch for $2,650. The merchandise was sold to A. W. Hirsch for $1,000. The sales were confirmed and _ the meeting adjourned without date. In the matter of Nicholas Heyns, Bank- rupt No. 2976, the trustee’s final report and account of the trustee will be passed upon and administration expenses paid as far the funds on hand will permit. There will be no dividend to general creditors. In the matter of Ross Il. Renwick, Bankrupt No. 2789, the trustee’s final re- port and account has been filed and a final meeting of creditors has been called for Dee. 6. The final report and account of the trustee will be considered and passed upon, administration expenses ordered paid as far as the funds on hand will permit. There will be no dividend to general creditors. Nov. 22. We have to-day received the schedules, order of reference and adjudi- cation in the matter of Orville R. Wak- ley, Bankrupt No. 3035. The matter has been referred to Charles B. Blair as ref- eree in bankruptey. The bankrupt is a resident of the township of Orange, and his occupation is that of a farmer. The schedules show assets of $1,088 of which $510 is claimed as exempt, with liabilities of $1,291.06. The court has written for funds and upon receipt of the same, the first meeting of creditors will be called MICHIGAN and note of the same made herein. The list of creditors wil’ be called and note of the same made herein. The list of creditors of said bankrupt are as follows: Minnie B. Deatsma, Portland ____$ 35.00 Claude Carpenter, Lake Odessa __ 125.00 Chester Randall, Lyons __________ 200.00 Byron Diehl, Muir 10.95 Barton Bros., Portland ___________ 15.00 Portiand Vulcanizing Works, POrganG 56.80 Loyal McIntyre, Portland ________ 124.00 Willard Motor Co., Portland ____ 21.90 Cook Motor Co., Ionia ~.___________ 21.22 Green & Spitzley, Portland ______ 12.75 Clarence Delaverns, Portland ______ 4.25 Peak & Youngs, Portland ________ 13.00 William Earl, Portland __________ 45.00 Carl Bywater, Portland ____________ 12.00 Chester Blanchard, Portland ______ 9.00 Portland Elevator Co., Portland __ 175.00 John McClelland, Portland ________ 19.00 Maynard Allen State Bank, Portland 53.00 Dr. Brandfield, Portland __________ Dr. HK. Alton, Portland 8.00 Roy Dawdy, Portland ______________ 5.00 Jewel Clothing Store, Lansing ____ 44.49 Jesse Norris, Sunfield ~___--______ 33.00 Schilds Battery Shop, Ionia ______ 10.50 Frank Griece, Grand Ledge ________ 25.00 Roy Phillips, Clarksville __________ 23.00 Geiser Tire Shop, Ionia ___________ 35.70 Croel Bros., Portland 8.00 William Schavery, Grand Ledge __ 95.00 Hope & Son, Grand Ledge —_______ 5.50 Ray Patterson, Collins __________ 5.00 Nov. 24. We have to-day received the schedules, order of reference and adjudi- cation in the matter of Roy Culver, Bank- rupt No. 3036. The matter has been re- ferred to Charles B. Blair as referee in bankruptcy. The bankrupt is a resident of Grand Rapids, and his occupation is that of a merchant. The schedules show assets of $363.99 of which the full inter- est is claimed as exempt with liabilities of $1,133.72. The court has written for funds and upon receipt of the same, the first meeting of creditors will be called and note of the same made herein. The list of creditors of said bankrupt are as follows: : Commercial Credit Co., Grand R. $ 26.56 Firestone Tire & Rubber Co., Grand Rapids 23 218.68 Hood Rubber Co., Grand Rapids __ 335.23 Add Index Corp., Grand Rapids __ 263.00 U. 8. Tire & Rubber Co., Grand R. 145.00 Scott & Mothan Elec, Co., Grand R. 24.00 G. R. Calendar Co., Grand Rapids 8.50 Duttmore & Roth Oil Co., Saginaw 9.00 Textile Lather & Metal Preserver (o., Malamazoo 2.20 8.11 M. J. Dark & Sons, Grand Rapids 6.00 Polk’s City Directory Co., Grand R. 12.00 Spraks, O’Niel & O’Brien, Grand R. 21.00 DeWitts Hardware Co., Grand Rap. 4.64 Grant & Huizenga, Grand Rapids 11.00 Lewis Electric Co., Grand Rapids 41.00 Nov. 24. We have to-day received the schedules, order of reference and adjudi- cation in the matter of Joseph M, Avery, Bankrupt No. 3037. The matter has been referred to Charles B. Blair as referee in bankruptey. The bankrupt is a resi- dent of Lamont, and his occupation is that of restaurateur. The schedules show assets of $150 of which the full interest is claimed as exempt, with lia- bilities of $1,928.81. The court has writ- ten for funds and upon receipt of the same, the first meeting of creditors will be called and note of the same made nerein. The list of creditors of said bankrupt are as follows: G R. Gas Co., Grand Rapids os $ 2p.04 Swan Elec. Appliance Store, G. R. 45.80 Heyman Co., Grand Rapids: __.. 3.00 White Sewing Machine Co., Grand AS 2 a eae 50.00 Mrs. George Fish, Grand Rapids__ 82.06 A. P. Cattin, Grand Rapids _____ 10.00 Dr. H. C. Wolfe, Grand Rapids __ 10.00 Bon-Marche, Grand Rapids ______ -- 46.00 Dr. Hutchinson, Grand Rapids ____ 9.55 Dr. Cilley, Grand Rapids ____ 280.00 Strongs Bakery, Grand Rapids __._ 4.51 Dr. Pedden, Grand Rapids. 1.50 Dr. F. A, Johnson, Greenville ____ 50.00 Mills & Healy, Grand Rapids ______ 8.01 Pipe & Raap, Grand Rapids.) 21.15 Dr. McBridge, Grand Rapids ______ 58.00 Dr. Warren, Grand Rapids _______ 15.00 Mr. Hentzelman, Grand Rapids __ 9.17 Ed Strom, Grand Bade 9.715 Arthur Crabb, Grand Rapids ______ 3.50 Madison Sq. Adv., Grand Rapids 4.50 Brunswick- Balke Collender Co., AvOUOM es 9.48 G. R. Awning & Tent Co., Grand R. 12.00 Mich. Bell Tel. Co., Grand Rapids 32.50 Gray Beach Cigar Co., Grand Rapids 2.98 x Cigar Co., Grand Rapids 205) 12.25 Woodhouse Co., Grand Rapids ____ 450.93 Worden Grocer Co., Grand Rapids 45.18 National Grocer Co., Grand Rapids 265.77 Holland Cigar Co., Grand Rapids 26.25 Stuart J. MecCrath, Grand Rapids 11.17 Vanden Berg Cigar Co., Grand R. 99.49 Ferris Coffee House, Grand Rapids 6.20 Crystal Candy Co., Grand Rapids__ 7.20 Lee & Cady, Grand Rapids ______ 19.73 East G. R. Fuel Co., Grand Rapids 50.75 Kent State Bank, Grand Rapids_ 148.90 Nov. 24. We have to-day received the schedules, order of reference and adjudi- cation in the matter of Norman R. F, Johnson, Bankrupt No. 3038. The matter nas been referred to Chas. B. Blair as referee in bankruptcy. The bankrupt is a resident of Grand Rapids and his oc- cupation is that of a laborer, The sched- TRADESMAN ules show assets of $200 of which the full interest is claimed as exempt, with lia- bilities of $1,344.71. The court has writ- ten for funds and upon receipt of the same, the first meeting of creditors will be called and note of the same made herein. The list of creditors of said bank- rupt are as follows: Consumers Power Co., Grand Rap. $ 90.00 G. R. Gas Light Co., Grand Rapids 45.00 Mrs. Stater, Gelding 2202 500.00 Maude Struick, Belding __________ 41.00 Peoples Savings Bank, Belding __ 36.50 Eimer Kingsbury Grocery, Belding 10.00 Orleans Bank, Orleans ______--___ 100.00 Fen Ol Co:. dorie, Pa, 2 8.89 Winegar Furn. Co., Grand Rapids 59.01 HHerpolsheimer Co., Grand Rapids 49.93 Perkins & Water, Grand Rapids __ 10.25 Kent State Bank, Grand Rapids __ 140.00 G. R. Savings Bank, Grand Rapids 75.88 City State Bank, Lowell __________ 60.00 Lowell State Bank, Lowell ________ 100.00 City Coal & Coke Co., Grand Rap. 10.25 In the matter of Earl Woodhams, as Woodhams Sheet Metal Co., Bankrupt No. 2/626, the trustee’s final report and account has been filed and a final meet- ing of creditors has been called for Dec. 7. The report and account of the trustee will be considered, administration ex- penses ordered paid and a final dividend directed paid to general creditors. In the matter of Regent Theater Co., of Grand Rapids, Bankrupt No. 2958. The trustee has filed its final report and ac- count and a final meeting will be held at the office of the referee Dec. 7. The report and account of the trustee will be considered and passed upon. There are no funds in the hands of the trustee at present, the funds having been paid over to the claimants under the mort- gages. Nov. 26. On this day was held the sale of assets in the matter of Rex-Rob- inson Furniture Co., Bankrupt No. 2993. The bankrupt corporation was not rep- resented. Frank Van Maldegem, secre- tary of the company was present. The trustee was present in person. Bidders wre present in person. The property was sold to R. L. Dickinson for $550. The offer included only the balance of the physical property and excluded the re- clamations to date and the accounts and bills receivable. The meeting then ad- journed without date. On this day also was held the sale of assets in the matter of Jay Oberley, Bankrupt No. 3009. The bankrupt was not present or represented. The trustee Was present in person. Bidders were present in person. The property was sold to Peter De Mann and A. De Mann, for $525. The sale was confirmed and the meeting adjourned without date. In the matter of Russel W. Feldt and Andreas Edward Feldt, doing business as Feldt & Feldt, Bankrupts No. 3034, the first meeting of creditors has been called for Dee. 13. In the matter of Andrew Nassiff, Bank- rupt No. 3033, the first meeting of cred- itors has been called for Dec. 13. In the matter of Edwin Bostwick, Bank- rupt No. 3028, the funds for the first meeting have been received and such meeting has been called for Dec. 13. In the matter of Frank M. Hogle, Bank- rupt No. 2887, the funds for the first meeting have been received and such meeting has been called for Dee. 13. Nov. 29. On this day was held the first _ meeting of creditors in the matter of Henry Bosscher and Robert Westveld, individually and trading as De Young Bros. and De Young & Co., Bankrupt No. 3029. The bankrupts were present in person and represented by Francis L. Williams, attorney for the bankrupt. Creditors were present in person and rep- resented by C. W. Moore and Grand Rap- ids Credit Men’s Association. Claims were proved and allowed. The bankrupts were sworn and examined, without a reporter. Edward De Groot was elected trustee and his bond placed at $2,000. tao first meeting then adjourned without ate, _ On this day also was held the ad- journed first meeting of creditors in the matter of James Monahan, Bankrupt No. 3015. The bankrupt was not present or represented. Claims were not proved and allowed. The meeting then adjourned to Dec. 6. Nov. 30. On this day was held the first meeting of creditors in the matter of William F. Hadder, Bankrupt No. 3012. The bankrupt was present in person and represented by attorney George B. Kingston. Claims were proved and ai- lowed. The bankrupt was sworn and ex- amined, without a reporter. No trustee was appointed. The first meeting then adjourned without date and the case has been 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 Ethel Rosenberger, Bankrupt No. 3025. The bankrupt was present in person and represented by attorney M. Den Herder. One creditor was present in person. Claims were proved and allowed. The bankrupt was sworn and examined with- out a reporter. C. W. Moore was ap- pointed trustee, and his bond placed at $100. The first meeting then adjourned without date. Forty-third Anniversary The ambition of an editor worth his salt is to serve and to lead. He must help every man and woman in his district to get the utmost out of life. He is interested in the store, the shop, the factory, the laborer; in the doctor, the lawyer, the spiritual leader; in the parlor, the kitchen; the milk cellar. Sometimes he may be wrong; but al- ways he is honest. Often he must go against the popular clamor; for he is a leader, not a trimmer, a teacher of life, not an idler in the market place. 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 irsertion. If set in capital letters, double price. No charge less than 50 cents. Small display adver- tisements in this department. $4 per inch. Payment with order is required, as amounts are too small to open accounts. For Sale—Established business suitah’e for middle-aged man or woman—profits $200 to $300 monthly. $1,500 down, $8006 balance easy terms. Owner widow leav- ing for California Jan. 1. Act quickly. 1603 S. Washington Ave., Lansing, Mic). 431 For Sale—Grocery and meat market in city of 6,000. Good industrial center and farming community. Well established business in center of business district. Address No. 432, c/o Michigan Trades- man. 432 For Sale—Cottage and lot in Nobleton, Florida, 57 miles north of Tampa, nine miles northeast Brookville. Fine location for winter home, fishing and hunting. Lights and water. Property title O. K. This was not purchased on speculation. $900 cash. Would consider trading for Michigan resort property. S. F. Brunk, Eaton Rapids, Mich. 428 FOR SALE—Gereral country store, lo- eated in North Thumb of Michigan, on good road. Doing good business. Delco lights, electric cream and egg tester and water heater. Ford truck and all other equipment. Reason for selling, poor health. Address No. 429, c/o Michigan Tradesman. 429 FOR SALE—Sheet metal stock, truck, and tools less than $2,000. Established. Only shop in town of 7,000 population. Good paying business. Best of reasons for selling. Write or come to J. H. Hop- kin’s Tin Shop, 1420 Loenst St., Eldorado, Illinois. 430 FOR SALE—Only restaurant in town of 3,000 for ladies. Located close to court house. Business reasons for selling. Ad- dress No. 425, c/o Michigan Tradesman. 425 FOR SALE—One share of Grand Rapids Wholesale Grocery stock. Cheap if taken at once. If interested, phone 247-358 or write No. 2339 Lincoln St., Muskegon, Mich. 426 I WILL PAY CASH for part or whole stocks of General Dry Goods, Shoes, Furnishings, Clothing, an1 Bazaar Goods. Call or write Jack Kosofsky, 1235 W. Euclid Ave., Northway 5695, Detroit, Mich. Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 1230 Burlingame Ave., Detroit, Mich. 566 CASH For Your Merchandise! Will buy your entire stock or part of stock of shoes, dry goods, clothing, fur- nishngs, bazaar novelties, furniture. etc. LOUIS LEVINSOHN. Saginaw. Mioh. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter—Cool In Summer Brick is Everlasting GRANDE BRICK CO, Grand Rapias. norman BRICK CO., JACKSON-LANSING BRICK O., Rives Junction. || Forty-third Anniversary MICHIGAN ¥ @ a qd a a a 3 TRADESMAN a heath a igh ah be ee cs eb Dafoe ns’ America’s Most Prosperous Territory Western Michigan, of late years, has been recognized nationally as the one section of our country where good business conditions are the ru rather than the exception. To the h standards of Western Michigan Banking practice, much of this prosperity must attributed . . . For 73 years, the National has helped its sister banks in rounding cities to supply sound counsel ready capital for the solid growth of this ritory . . . It has accumulated a wide fund of experience and information regard- ing the business possibilities and oppor- tunities here to be found . . . And it placed this knowledge freely at the disposal of those who desire to use it in a conscientious, worthy and_ constructive el oe ee ee Oo Fe es eect etait le, igh be Old sur- and ter- Dace oak eae es tei coe Ge eae in ey SG INE nea se ee ae cas 1 + 4 » 32 FORTY-FOURTH YEAR. The forty-third anniversary edition is issued later than usual this year in order to avoid the hot weather of summer, so far as the preliminary work of preparation is concerned, and enable the publisher to enjoy the ad- vertising patronage which is usually more generously bestowed in Decem- ber than in September. The Tradesman is beholden to no one and to no interest for its growth and prosperity, except to those who have favored it with good will and patronage in the legitimate channels of its business, and to the loyal and able men and women who have been em- ployed in producing it and in pro- moting its business. The Tradesman is on a firm finan- cial foundation. It has no_ bonds, mortgages or any other form of in- debtedness and its controlling shares are free and unencumbered. It has been the policy of the man- agement to plow into the business 95 per cent. or more of its earnings. Con- sequently it has been safeguarded against ulterior influences or avarice, and has the supreme satisfaction of being its own master. The ownership and management take greatest pride in knowing that the remarkable success of the Trades- man is a vindication of its fundamenal ideas of service, conclusively proving, as it does, that generous support will come to a trade journal which appeals with sufficient force to the intelligence, the confidence and the respect of the business public. The management does not flatter itself by thinking that the Tradesman of to-day cannot be improved or that in contents and make-up it has at- tained the best that can be developed in the trade paper field. No one knows better than its management its shortcomings and faults. Thus all its resources are dedicated to producing an ever better journal which will pre- sent a stronger appeal to its readers and thus increase its influence and usefulness. This spirit animates all departments of the paper—the business, advertising, circulation and mechan- ical, as well as the editorial staff. And it is, after all, through its editor and his associates that the soul of a trade journal must find its expression. The success of the Tradesman has demonstrated that there is a place in this world for the weekly trade jour- nal, even with the immense develop- ment of the daily newspaper, and it is a hopeful sign of the times that business men as a class are placing more and more reliance on a publica- tion which is prepared with the care, thought, thoroughness and delibera- tion which are necessarily denied the tireless workers of the daily press. With this declaration of pride in its past and faith in its future, the Trades- man enters upon its forty-fourth year of life, with a firm determination to continue to conduct a high-standard publication—clean, dignified and trust- worthy—which will receive the hearty commendation of thoughtful, practical and pure minded people; presenting the ideas of both editor and contributor jz concise and attractive form, in MICHIGAN TRADESMAN language which is permissible in good society. The Tradesman claims reward only for success based on honesty, watch- fulness, earnestness, industry and practical knowledge, applied with common sense. It counts unhesitat- ingly upon its friends, old and new, to aid it in successful service to the business*men of to-day. Of what value is this review of the years that have gone? Of no value at all if allowed to remain a mere re- view. The purpose of this annivers- ary celebration is not only com- memoration but also consecration. We look to the past for our inspiration, but to the future for our opportunity. And opportunity plus ability spells obligation. —_++->—___ Clothing For Children. There seems to be little question that Christmas is playing a more and more important part in bridging the span from one season to another in the apparel trade, and particularly in those branches of it which are devot- ed to the production of children’s clothing, negligees and underwear. The great factors in developing business in children’s wear at this time of the year are the number of holiday parties that call for new frocks, the general increase of the style ele- ment in these garments and the great- er interest of children—more particu- larly girls—in their clothes. At pres- ent the Christmas demand is stimu- lating an interes tin fine cottons, dim- ities, dotted swisses and other dainty materials in garments for the younger children, and in silk ard velvet and combinations of the two for the older ones. Business in these lines has been very active of late, and many new models have been brought out to meet this expected activity. Among manufacturers of negligees and underwear Christmas is not only a season highly productive of profit, but one that encourages the produc- tion of more elaborate and expensive lines. The demand encourages makers of these goods to turn out the best they can to make use of fine ma- terials and to employ laces ribbons and other trimmings lavishly. At this sea- son, according to a bulletin from the United Women’s Wear League of America, buyers are willing to pay more for their merchandise, and it is said that the trading-up tendency has received definite impetus in the pre- holiday business that has been placed in these lines to date. —__©2__ Glove Orders Show Up Well. Although lack of continued cold weather has had some effect on re- orders for men’s gloves, manufactur- ers say there has nevertheless been a satisfactory volume of such business coming through. Retail turnover, with holiday buying ahead, is expected to show up substantially better during the next few weeks. One of the more notable things about the demand has been ‘the increased favor for higher priced gloves of out-of-the-ordinary leathers such as pigskin, buckskin and specialties of leading manufacturers. Capeskin and suede gloves as staples continue, however, to have the larger portion of the popular-price buying. asian tect arnt SUDDEN SUMMONS. Frank E. Strong Called To Meet His Maker. H. W. Spindler and Charles M. Alden went to Battle Creek Saturday to attend the funeral of Frank E. Strong, the hardware dealer, who passed away early Friday morning as the result of a sudden ard unexpected heart attack. Mr. Strong was excep- tionally well on Thanksgiving day and retired at 11 o’clock in apparently the best of health. Two hours later he had passed to the Other World. The funeral was held at the residence of the deceased and was largely attended. Deceased was a life-long member of the Methodist church. He left a wife, a son and three daughters as im- mediate relatives. Biographical. Frank E. Strong was born on a farm near Burlington, Calhoun coun- ty, Oct. 11, 1858. He resided on the farm with the family until he was 14 years of age, when his father re- The Late F. E. Strong. moved to Tekonsha and engaged in the hardware business. Mr. Strong attended school at Tekonsha until he was 18 years of age when he received a call from B. F. Goodrich, of Homer, to learn the tinner’s trade and hard- ware business in Mr. Goodrich’s hard- ware store. He accepted the call and after two years he was placed in charge of a branch store owned by the same gentleman in Tekonsha. Three years later he returned to the old store, where he remained three years longer, when he was offered an op- portunity to purchase the business. He accepted this proposition and, in partnership with a younger brother, Samuel D. Strong, engaged in the hardware business under the style of Strong Bros. This partnership rela- tion lasted many years. In 1904 Mr. Strong removed to Battle Creek and purchased an interest in the hardware stock of W. A. Wattles and the busi- ness was continued for several years under the style of Wattles & Strong. Jan. 1, 1913, Mr. Strong purchased the interest of Mr. Wattles and took in as partner Fay Baker, who had been ’ President. F orty-third Anniversary identified with the store for many years. The firm name was subsequent- ly changed to the Strong Hardware Co. Mr. Strong was married Feb. 16, 1881, to Miss Nora V. Thorne, of Homer. He had been a member of the Methodist church since he was 21 years of age. He had been a member of the First Methodist church at Bat- tle Creek ever since he took up his residence there. He had been trustee for about ten years and treasurer for many years. He was a member of the Masonic fraternity up to the third de- gree. He was also a member of the Maccabees and Woodmen. Mr. Strong had long been a member of the Michigan Reta‘l Hardware As- sociation and at the annual meeting in 1914 he was elected First Vice- At the annual meeting the next year he was elected President, and he gave the office his best thought and best effort. At the conclusion of his term of office he followed the cus- tom of all past Presidents of the As- sociation and became a member of the Advisory Board. Mr. Strong liked his home and fam- ily first, then he liked his business and all that pertained to it, his friends, his church, good music, good reading and everything that tended to elevate the race and to the betterment of mankind. Mr. Strong concluded after many years of successful business that the price of success is hard work, strict atten- tion to business and honest service. Personally, Mr. Strong was a man with unusual charm of manner and an engaging personality. He was kind- ly, courteous in his attitude toward everyone. There was nothing of the spectacular in his useful life. His was a career of simplicity, energy and di- rectness—forging always ahead by the straight clean road. —_2+._ One of the most important requisites for a happy and successful business career is a clean mental and physical concept of life. ———_>~~__ The man who is continually at work is the man who is happy and continu- ously successful. —— TheVan Leeuwen Dry Goods Co, | | Are Distributors Of The Following Lines | of Utica Knit Springtex, 25%, 50% ; 75, 100% Wool. Lambsdowne and Allthere Underwear. — A A Nace a Forty-third Anniversary MICHIGAN TRADESMAN 33 MALTY MILKIES ry ne cig chy * Me eget sting: ape Nickel Seller CrV aay ae The Best One of Its Kind QHE Putnam Factory of the National Candy Co. has been in business since 1865. Putnam goods have always been quality goods and have won for themselves an outstanding reputation for popularity. This policy and experience have enabled them to develop Malty Milkies. There is no other chocolate flavored malted milk candy lozenge on the market equivalent in quality and repeating power. Malty Milkies sell all the year ’round, summer and winter, and sell at a profit. It has taken four years to develop Malty Milkies to its present standard of excellence. It’s a big value for 5c—17 pieces for a nickel. Get Malty Milkies in your line. Malty Milkies can be purchased from any of the following factories of the National Candy Co. Buffalo Dallas Louisville Minneapolis Chicago Duluth Detroit Nashville Cincinnati Kansas City Mt. Clemens St. Louis St. Paul PUTNAM FACTORY NATIONAL CANDY CO. Bc Grand Rapids, Mich. 34 THE TEACHING OF THRIFT. Economic on the Effort It Has People. I am going to begin by making a very frank confession. You know they say that confession is good for the soul, and my soul can stand it, even if, as a good Episcopalian, I have just come through Lent, with some abstinence from the ways of tha world, the flesh and the devil. I have dreaded this speech more than any other I have made this winter. It was not very hard to tell a conven- tion of co-operative bank men about the future of their industry. I knew as much about it as they did, and one man’s guess is as good as another’s, anyway. And it was not very hard either to tell some savings bank men of Maine and Massachusetts and Rhode Island about the early days and the present ideals of mutual savy- ings banks. They were as ignorant of the beginnings of mutual savings banks as the Irishman was as to who invented his pick and his shovel; ard they were as tickled to have some- one praise their ideals as a mother is to have you praise her children, And it was not so very difficult, either, to tell a lot of Rotarians about the ethics of business—perhaps because like the farmer, who gazed open-mouthed at the giraffe, they doubted whether there is any such animal as the ethics of business. But for a layman to lock a group of teachers in the eye, and tell them that they have been falling down on part of their work, and then to try to tell them how they ought to do their work—that takes courage of the first order. I have been willing to do it, only from a real sense of duty, because as chairman of a school committee, and as a representative and a Senator of Massachusetts, I have known. some- thing about the aims of our school system; and because, more recently, as editor of a banking and financial paper IT have learned, at first hand, where our savings bank arrangements are weak and where, therefore, they need to be fortified. The school man and the bank man do not know half enough about each other. For this very reason, just like the man_ that Josh Billings did not like, “They know a heap that ain’t so.” You think of savings bank men as selfish, pred- atory lot. I am going to give you a surprise on that point. They think of you, some of them, as a lot of the- orists, who move about with your heads in the clouds, far removed from the practical, hardening work of this every-dav world. They are mistaken, too. So I am undertaking like a Moses, to lead you two out of this wilderness of ignorance to a sphere of intelligent work, because Massa- chusetts has a task, a big task, of crying necessity, that cannot be done properly, unless you two are yoked in a common cause. Now about this thrift teaching. Sometimes I almost share your feel- ing that the banks are wearing our patience to a shred, with their ap- peals. There isn’t an hour of the day when they let us alone. They send their booklets in our breakfast table MICHIGAN mail and spoil our coffee with re- minders to conscience that we spent too much money on the pleasures of the night before. We used to look through their windows and see the money of our neighbors rolling up in- terest, every minute, at 4% or 5 per rcent.; but now the windows are ob- structed by posters, which show us the house that we ought to be saving for, instead of for a flivver. If we take to the street cars, the signs re- mind us how foolish we are not to be saving for old age and for the rainy day. If we go to the theater at night, to forget sordid business, even there the savings banks appeal through ad- vertisements in the program that bawl TRADESMAN sure whether I believe this to be true or not, and at any rate, it isn’t what I have in mind at this minute. I am referring instead to a change in the old stock, the people who have been here since Mary Chilton stepped on Plymouth Rock, if she did, and since John Winthrop threw the gangplank ashore, for the first time, at T wharf. They are moving from country to city, and they are becoming a radi- cally different people. I can remember when the little town in Maine where I was born had 1,000 people. To-day it has a few hun- dred. I wander down its roads in the summer and I meet scarcely a soul, for mile after mile. I pass the old school- EP SS OS FS PS 9S PSS eS 9s PS PS 9S PPS Ps Ss Ps This Side the Hills This side the hills and right close by The richest, rarest treasures lie; We need not seek them far away Nor in their search beguile a day, For they await us neath the sky This side the hills and right close by Are found the treasures that supply The needful things of priceless worth and right-close-by. & ! ! l l l } l f ] This side the hills { l ! t l ! l ! ! Unmeasured by the gold of earth,,— Your world is worth what you descry This side the hills and right-close-by. This side the hills and right close by The waiting, ripe’ning harvests lie, The mission fields where gracious toil May far outyield a foreign soil; There’s ever need, some pleading cry This side the hills and right-close-by. This side the hills and right close by Are those demands that fully try The moral fibre, strength and nerve To loyally and truly serve The cause that may on you rely This side the hills and right-close-by. This side the hills and right close by The best 1s yours, O, why then sigh For that which may be far away And thereby cheat each passing day! There’s deeds in which you too may vie This side the hills and right-close-by. The stars are just as bright on high As seen from anywhere on earth And some may gleam of special worth And thus for you This side the hills and right-close-by. Fak OS Os FN 6 PS PS PS OS PS FS PS FNS OS BS PS OS Fa SPs Fs Fn 6 Sn 6 Ps Fs Ps ss, in capitals and shriek with italics. They keep conscience stirred up, all of the time, and I don’t blame you, and a lot of other people, if you think that the savings banks are giving the pub- lic just about as much thrift teaching as frail human patience can stand. But the trouble is that something is happening—a great big something— that makes a lot more thrift teaching than this necessary. This America of ours is being made over, and some of the changes are positively alarming to those of us who keep in constant touch with thrift movements. I don’t refer to the big swarm of immigrants we have received, in this generation, which is said to be diluting our ideals and lowering our standards. I am not { j i i ! _ This side the hills and right close by / ! i j j j B the brighter sky L. B. Mitchell. ! l l l l l l l l l ( ! l l l l l l l l l l ! l ! l l l l l l l ! 3S house, and there is no longer the drowsy hum of many children study- ing within. I look out over the fields and the grass stands unmowed, for lack of hands to mow it. All of them have gone to the city, and they think they are happier there. I used to be- lieve that only in my forlorn little corner of Maine was this movement occurring, but I find that the same event is happening in every agricul- tural section of the whole United States. Kansas and JIowa and the Dakotas are feeling it. Those fertile prairies that drew millions of our people to the West, directly after the Civil War, no longer lure our popu- lation. The lure instead is city life, with its lighted streets, its attractive Forty-third Anniversary stores, its numerous entertainments, its social life and its weekly pay en- velope. From 1910 to 1920 the cities gained 12 million people, while the farms gained less than 2, and all that tiny gain of the farms has been lost to the cities since then. The control of the United States is squarely in the hands of the cities now, because the majority of our people are living in cities. If the present rate of move- ment from the farm to the city shall continue, then the farmer will pres- ently be almost a minor factor in American affairs. Now I could suggest a number of changes that this is making in the kind of people we are. I will mention just two, because I have time for no more. First, millions of our people are being changed from home owners to home renters. The farmer, stand- ing in the midst of his fields, and looking toward his home could almost invariably say: “This is my own. I have earned it with the sweat of my brow and the labor of my hands. God willing, that house shall be finer and these fields broader and more produc- tive, when I am old.” But when the moves to the city, his home belongs to another and usually many families share the same roof with him. He has changed from householder to cave dweller. He lives in a flat or half a ‘house and because of that, he usually becomes only half a citizen. At his farm home, he was a person of conse- quence among his neighbors. He was a factor in local affairs. He talked in town meetings. He received his tax bill direct, and knew what the ex- penses of his town were, from seeing his tax with his own eyes. In the great city, he is not a factor. He is only a fraction instead of a unit. Gov- ernment is remote, and centers about a city hall where officials treat him pretty much as a stranger. As_ for tax bills, he never sees them, for his taxes are mixed up with other mat- ters in a hodge-podge called rent, and he does not know and really does not care whether his city is run efficiently or with hopeless extravagance. Here you have the condition that makes for poor citizenship—the condition that re- sults in strikes and the industrial un- rest for which many communities ar more or less famous. A crying need is for something that shall restore oun people to a condition of home owner- ship and to a feeling of direct per- sonal relation with community welfare. Second, this movement is taking millions of our people out of the thrifty atmosphere of the farm into an extravagant, spendthrift atmosphere. They become the victims of a veritable conspiracy of salesmen. The store window, which used to be only a modest factor, has become a silent salesman of great power, and the wo- man is a hero who can pass some of these modern dry goods store win- dows without throwing every thought of thrift to the winds. The news- Paper columns are more cleverly used to stimulate buying than ever before. And as for the human salesman, it does appear that the Rotarians and the Kiwanians and the Lions and the Realtors are engaged in one grand (Continued on page 42) aN Forty-third Anniversary MICHIGAN TRADESMAN 35 The Largest Institution in the World for the Treatment of Piles, Fistula and All Other Diseases of the Rectum (Except Cancer) SAE CURE PILES, FISTULA and all other diseases of the rectum yey] (except cancer) by an original painless dissolvent method of our o> | S >) xs ) KE 2 wees own, WITHOUT CHLOROFORM or KNIFE and with no % danger whatever to the patient. Our treatment has been so successful | { ee eh | E that we have built up the largest practice in the world in this line. Our 4 treatment is no experiment but is the most successful method ever dis- a covered for the treatment of diseases of the rectum. We have cured many os cases where the knife failed and many desperate cases that had been given j up to die. ; WE GUARANTEE A CURE FOR EVERY CASE WE ACCEPT | OR MAKE NO CHARGE FOR OUR SERVICES . E HAVE cured thousands and thousands from all parts of the United States and Canada. We are receiving letters every day from the grateful people whom we have cured, telling us how thankful they are for the wonderful relief. We have printed a book explaining our treatment and containing several hundreds of these letters to show what those who have been cured by us think of our treatment. We would like to have you write us for this book as we know it will interest you and it may be the means of RELIEVING YOUR AFFLICTION also. You may find the names of many of your friends in this book. We are not extensive advertisers as we depend almost wholly upon the gratitude of the thousands we have cured for our advertising. You may never see our ad again, so you better write for our book to-day before you lose our address. The BURLESON SANTTARIUM 150 FULTON ST., E. GRAND RAPIDS, MICHIGAN Forty-third Anniversary 35 MICHIGAN TRADESMAN GRAVEYARD GF GOOD-WILL. ton dancers of to-day. Danderine has we its deotees, but the age of bobbed hair WR Sales Recede as Manufacturers Dis- spurns the Sutherland sisters’ exuber- continue Advertising. ance of hirsute adornment, as it does Since about 1900 modern advertising the wares of the hair-pin and hair net and merchandising methods have car- caster. Have ou ordered our ried now one, now another company’s Wrigleys exercises the teeth of our YU Y products to the crest of popularity. Of | generation, B. G. Adams once impress- this shoal of companies, many are to- ed their jaws. The Oliver Typewriter CALEN DARS day in the grave, some are in a living once was among. the great, to-day Or death, some or jogging along at a among those enjoying mediocre fame. modest pace, while others have real- The Corona is a household word for a ized the most sanguine hopes of their small typewriter, but once the Blick- 1 C) 2 T stockholders, have come to dominate ensderfer was synonymous with such their fields and are to-day continuing a small machine. their great growth. Analysis of those And who among the Rinso and Lux ? that fell by the wayside, and those consumers thinks of once potent Pearl- : that kept on marching ts the great ine—‘good morning, have you bought need of the present day buyer of sucii some?” Some firms fell from grace securities. When he finds, for ex- like Kirkman’s Borax soaps, but picked D ’ fe ample, that in 1910 it appeared that themselves up in time. But Satin Gloss on. t orget we Carry Grand Union stores would far surpass © struck the Charybdean rock, while Fels . Atlantic and Pacific, yet to-day the Naptha negotiated the shallows. all kinds of latter has far surpassed the Grand But the survivors. The Brownie Union stores (owned by Jones Broth- raised his stature to the Kodak, Unee- + ’ . ers) when he no longer hears much of — dg biscuit became the cry of a nation, Advertising Specialties Pear’s soap but finds that Ivory has children who had_ hitherto not been long since passed it by, when he con- vocal about brands learned to Say sumes Coca-Cola and has but the va- “Uneeda Biscuit.” “It floats” gave rise Samples and Prices on Request guest memory of Moxie, if he remem- to a hundred ghost stories and mil- bers it at all) he must see that the lions i, profits to Procter & Gamble. past is strewn with companies that (Coca Cola refreshed the younger gen- Sd have not realized expectations, and eration while root beer declined, and that the field is full of danger. He the Victrola became the popular name can also see that fabulous profits have for the gramophone, GRAND RAPIDS CALEN DAR CO. bee) Addai - cens geek a fe oe ISL I REE te HR! Cantor ion the stock exchange to 906-912 South Division Avenue § ip. os vs day while Mrs. Winslow's Soothing i ae which such success or failure can be Syrup has been hoist with its at Grand Rapids, Michigan forecast: petard and sleeps well. To take random samples from many How could the stockholder in 1905 Ne xe years ago. Moxie was the outstanding have foreseen these developments? The st WS soft drink. Among. scouring soaps, Sapolio was almost alone in scope: “Spotless Town” and all the adver- tisements thereon were almost a nurs- ery legend. To-day, Sapolio does its business but its name is less often heard amid the blare of competitive advertising. Who does not remember the 1mprecation “See that hump?” that was the slogan of De Long Hook and Eye? Do consumers of Cream of Wheat, which is as potent to-day as in the days of the Spanish war, deign to recall Force and Sunny Jim? Who that eats his Quaker Oats, that sturdy veteran, recalls its once mighty protagonist, but now moribund com- petitor Egg-o-See? Among the dead there is the Pope-Hartford bicycie reign. Yet. it is not so much that the vogue of the bicycle declined, for other brands maintain a fair business. Every old motorist remtmbers whea the signs of Diamond tires strode like a Colossus over the tire world. Its followers are with other brands. Dr. Woodbury has his followers, but he is confronted with Resinol, and the once lordly Cuticura to-day faces the plebian shield of Palmolive. Smith Brothers seek to entice a clean shaven age with their beards, but with Life Savers, Pep-o-mints and Beech Nut tablets around, their fame, relatively, is waning. Once mighty Per-U-na, the savicr of mankind’s health leaves a weakened population to regret its decline. Kilmer’s Swamp Root may ease the rural body, but the cities principally follow new gods. Humphrey’s innumerable specifics and Hostetters Bitters seduced the admir- ers of Dewey more than the Charles- foregoing list does not indicate that many of those which are less famous comparatively to day may not. be grossing more or advertising more, as an absolute quantity than at that time. But the stockholder would assuredly have fared better to have invested in those that have taken the lead. Since the foregoing list is made up not so much of those who have died as of those whose growth has not been such as might have been anticipated many years ago, a second factor en- ters. It is not so much which good- will companies will fall by the Wway- side, as which will not repay the in- vestor for the great risk of holding them. Let us eliminate the dead first. Two great classes of good-will com- panies that have gone down have been those that ceased to advertise, and those that manufactured nostrums. The latter group fought a losing battle with Dr. Wiley, and after the pure food and drug act of 1906 their fate became sure. True, many proprietary preparations, some nostrums, etc., retain a good business, but the inevitable capitaliza- tion of responsible science by chemical and pharmaceutical companies having large capital will eventually reduce their market. Such preparations are not likely to show long continuing profits. A second group are such products (like alcoholic drinks disguised as med- icines) whose use is likely to be estop- ped by direct legislation. Incidentally it may be mentioned that wherever a soft drink contains a stimulant speci- ally introduced, such as caffeine, such legislative action, however ill-advised, cannot be dismissed as a possibility. Sherwood Hall Co. LIMITED Grand Rapids, Michigan Cr Oss WHOLESALE Automobile and Radio Supplies CF A Over Sixty Years Service and Satisfaction in Western Michigan . i bad Nc OE Forty-third Anniversary Also with the wide prejudice against cigarettes in many Western and South- ern states, there is a possibility that the successful prohibition campaign against alcohol may envisage tobacco limitations. In other words, all good-will stock which is dependent upon a certain dif- fusion of scientific knowledge, or which counters any widespread ethical preju- dices may pre-hazard investment. This does not apply to such proprietary medicines as are harmless in their con- stituents, although somewhat extrava- gant in their curative claims. “Puf- fing’ is legitimate, but misrepresenta- tion not. In the those second place we may list that from advertising, confident that they had the market in their control. Oc- casionally this proved true. For a long time after de Long Hook & Eye dis- continued their advertising, little dif- ference in their noted. But for one such instance, ten are di- rectly contrary. Sapolio diminished their advertising, believing that mere prestige coupled with admittedly tigh companies have desisted business was quality would retain their leadership. They were compelled to reverse their tactics. The successful good-will com- panies have been those who have never assumed that past advertising, with- out present advertising would lead to continued good-will. Kodak, Uneeda Biscuit, Cream of Wheat, Quaker Oats, Elgin Watches, National Cash Regis- ters have been relentless advertisers. When past advertising is capitalized as good-will, the book entry is signifi- MICHIGAN cant only so long as a similar volume of advertising is continued. The mo- ment the advertising down, the good-will resulting from past budget is cut advertising diminishes in a geometrical ratio with every year that lapses. Ad- vertising in 1920 has little effectiveness left in 1926. After all, the majority of good-will companies manufacture secondary pro- Soft trums, etc., belong to the first division, household ducts. drinks, cosmetics, nos- products, soaps, washing powders, etc., to the second and house- hold appliances, toys, etc., to the third. Either the product is not essential, as is structural steel or machine tools, or, it is not especially distinguished, or it mereiy promotes convenience, as vacuum cleaners, and enters after nec- essities have been taken care of. Hence continued stimulation of demand, or, in better terms, manufacture of buying demand, is their principal occupation, their products being secondary. Such, for example, is not the problem of U. S. Steel. The exceptions to this statement are stocks. Mail order houses and chain stores, for the merchandising good-will example, are not primarily dependent One does not read W oolworti. The growth of such corporations is ob- upon advertising. advertisements of F. W. viously dependent upon management. Among items of such management is a skillful real estate policy, transter of surplus funds daily from one city to an- other, or other ancillary factors. As in all though, sheer managerial ability together with con- merchandising, TRADESMAN tinuity of policy is much more itmpor- tant than is merely advertising expen- diture. Of course, the foregoing two types of corporations do not exhaust all the possible sources of good-will. Long established sometimes is suffi- That Steinway’s pianos need some advertis- name cient. Tiffany's jewelry and ing and some sales stimulation is prob- ably true but names like Tiffany and undoubtedly Dealer makes for good-will, often, as does an Steinway possess some value. organization as such enthusiastic and capable selling staff. But nearly all such instances when col lected together will be seen to be but economic a small segment of the circle. The two great classes—good- will stimulated by consistent advertis ing, and good-will consequent upon merchandising skill remain the two im- portant categories for investors. Valu- ation of earnings of such good-will companies is then the crux of the ques- tion of the value of their stocks. Ob- viously their earnings cannot be ap- praised in the same manner as those of a steel company, or of a_ public utility. Courts have differed in their valua- tions of good-will. Some have heid to the old British idea that the past three years’ average profit is a fair valuation of good-will in an old going concern. In other words, if the past three years’ average earnings per share of common were $5, British courts would value good-will at $15 per share. In the United States generally, the tendency has been to value such good- 37 will at from three to six times average annual profits for an equivalent period in the past. Such valuations wouid apply only where the good will were impersonal, as isolated retail stores are rarely sold for as much as three years’ profits. It is worth comparing such a valuation with the market for Coca Cola at moment of writing (161). Average earnings for last six years have been $8.24 per share of common. Tangible assets per share common are about $10. Deducting 80 cents per share, as 8 per cent. per annum on tangible assets, good-will is valued at more than 21 times $7.44 the average earnings due to good wili alone for the last six years. earnings It will be objected that the of Coca-Cola have shown an upward curve and that a valuation is unfar the earnings o: that lumps together six years ago and of to-day as a basi for valuation of good-will. The an- swer is simply that earnings have to be taken over a period of several year before a trend is assured, since very often a mere two-year spurt may dis- guise an underlying tendency towards receding earnings. Hence it is fair to take a six years’ average, or at least a five years’ average of earnings as a basis. Of course, the stock market 11 bull periods confines its attentions to the earnings of the preceding year and the anticipated earnings of the present year, and neglects the rest. But in bear markets the market pays more at- and continuity of | tention to history earnings, so that while inflated goc will stocks are not a short sale merely Ask for CLIPPER BELT HOOKS [100% Staggered | 4,000,000 Sold Daily Circular No. 15 More than 225,000 CLIPPER BELT LACERS Giving Perfect Satisfaction in Every Important Industry All Over the World CLIPPER BELT LACER C GRAND RAPIDS, MICHIGAN Staaducdixe on CLIPPER LACERS, HOOKS and CLIPPER PINS for Increased Production, Economy and Satisfaction OMPANY 38 because o their excessive quotations, ultimately they are bound to sell at considerably lower prices. The most important danger in most specialty manufacturing stocks is a di- minished volume of advertising. After a generation in which the merits of dinned into that advertising their wares have been American ears, it is estimated newspaper and magazine alone last year amounted to the fol- lowing for several important concerns. Victor Talking Machine, 3 millions; Wrigley, 1.25 millions; Postum Cereal, 2.1 millions; Palmolive 1.1 Calumet Baking Powder 1.4 millions; Campbell’s Soups, 1.5 millions; Heinz, 1.2 millions; Liggett & Meyers Cig- arettes, 1.5 millions. The gigantic billboard and miscellaneous expendi- tures are not listed here. Among drinks, Coca-Cola spends over $500,000 in such newspaper and magazine ap- millions; peals, Canada Dry, $450,000; among cereals, Cream of Wheat, $525,000, Shredded Wheat, $350,000; Quaker Oats, $932,000; among pharmacals, Lis- terine $919,000; Pond’s Extract, $645,- 000; Vick’s, $200,000. Soaps show Fels-Naptha at $539,000; Old Dutch Cleanser at about $500,00; Gold Dust, $379,00. When grocery premiums, prizes, contests, throw-aways, samples, free lettering and signs for tradesmen, calendars, etc., are added, as well as theater programs, school publications, posters, etc., the above figures would in some cases be dwarfed. When markets were local there was not the need for extensive advertising. 3ut since these good-will stocks de- pend upon retail sales at low unit re- ceipts per sale, widely diffused adver- tising must take place in order to pay for itself. The enemies are numerous and swift. Powerful as Uneeda Biscuit , were National Biscuit Co. to relax its advertising for a moment, Loose- Wiles might soon be heir to the su- premacy. is It is these tremendous defensive ex- penditures, wholly unescapable, that make skepticism possible about good will stocks. Unless they have ex- cellent surplus position, in other words large net assets per share, their ad- vertising in bad years may be a drain sufficient perhaps to keep the firm alive but not greatly assist profits. In such years the concern may go either to the wall, or, what is more likely, senior obligations fioated, new banker control substituted or the shareholdér so discouraged that he sells out at thg bottom. A great many such concerns met an untimely and despite tremend- ous advertising, in the 1907-8 indus- trial depression. Hence last year’s or next year’s earnings of a good-will stock, based on publicity, is not one- half so valuable as a study of their publicity budget in relation to possibice bad earnings over an extended period. Those that disburse dividends too free- ly in times of prosperity are not fund- amentally sound investments. Those like National Biscuit and Eastman Ko- dak that followed the unattractive path of conservative finance, escaped all danger and ultimately enriched their shareholders all the more. But these had built equities behind the shares. Equities are always old-fashioned ‘n MICHIGAN times of prosperity, and always vital in times of adversity. It must also that whereas prior to 1914, this country suf- fered from a shortage of goods, to-day this country has surplus production capacity and salesmen and advertisers are in the saddle. The job is to sell Competition has increased. The be remembered goods. successes of pre-war days much more favorable good-will operated under conditions. As competition increases stocks are not likely, upon saturation of the field, to show better profits than high assets stocks. the good-will This latter logic also is applicable to chain stores and mail order houses. National Cloak and Suit is too recent in Gur memories, as is the long record of poor earnings once characteristic of Montgomery Ward, for any mail order house to escape the implications of this reasoning. And since saturation point for profits is most likely nearer among chain stores than almost any other type of enterprise, it follows that a good cash position and a true profit and loss surplus cannot be dispensed In these systems the question of holdings is often with. leases and reality paramount, and those that load up with corner lots at hold-up prices are to be avoided as against those whose realty has been a source of constant to War- policy prefit. rant investor con fidence, A chain store system, should have more than an organization and s-c=t- It should have tangible real estate or cash. tered fixtures. assets cither as Those that pursue the path of rapid expansion, generous increase in cap- italization and generous dividends will look like better and better earners on the margins now existing but they will fall all the harder when the props are pulled from under this margin financ- ing.—Geo. B. Collingwood in Maga- zine of Wall Street. ——_—_»>- 2. A Magic Market. Perhaps there’s no money in the grocery business at retail, but one would have hard work convincing the Boston grocers of it after the example of the “Upham’s Corner Market,” of that city—the market that has out- stripped the whole Boston field. like magic. According to the New England Gro- cer, the business started in 1914 with ten employes and a cashier—the part- ners being three young Italians—Jolhn Cifrino, Paul Cifrino and M. Cataldo— who hoped to “establish a nice little business which they could personally take care of and supervise and take things easy.” Well, to-day, after only twelve years, the place, still a retail market exclu- sively, has 400 employes, occupies 2%4 acres of floor space (27,000 of it on the ground floor) and has a business run- ning more than $3,000,000 a year. The concern manufactures its own smoked meats, dressings, peanut butter, bread, pastries, pies, ice, etc., operates two restaurants on the premises, has the largest vegetable market in the coun- try and generally thrives by the qual- ity of its fidelity to what the customer wants. 2. We have a right to our own opinion, but we have no right to force our opinion on others. TRADESMAN Forty-third Anniversary { MICHIGAN POTATOES IN CAR LOTS Miller Michigan Potato Company Wm. Alden Smith Building Grand Rapids ‘ Michigan Quality goods to satis- Rely On } fy your trade and help you your business; .: 6 . A-1 BREAD —a better bread SCHULZE BAKING COMPANY Grand Rapids, Michigan Butchers’ and Grocers’ Fixtures and Machinery Brunswick Ice Machines Refrigerators of All Descriptions Casings, Tools and Supplies ye BOOT & CO. 5 IONIA AVENUE, N. W. GRAND RAPIDS, MICHIGAN Rt MANISSE 4 ot e wt YY MEN’S HATS Manasse Brand FELTS AND STRAWS Quality Goods GLOVES and MITTENS Latest and Up-to-the-Minute Styles Prompt Attention Given To All Mail Orders 28-30 IONIA AVE.--Wm. Alden Smith Building--GRAND RAPIDS. MICHIGAN i ALT Forty-third Anniversary Grocers Do Not Lack Educational Opportunity. Speaking of educational courses for grocers, the recent pamphlet (Bulletin 107) issued by the Federal Board for Vocational Education is almost a course in itself for any man who needs to open his mental windows to the educational value of a broad economic landscape. It is just out and may be had from the Superintendent of Docu- ments at Washington for 25c The first forty pages of the book tell the story of how leading retail grocers and the Government got together on the enterprise, something of their dis- cussions and a great deal about what they hope to do and how. In detail the second part outlines the instruc- tional material for conference self- instruction, under the following topics, which indicate how broad the plan of the course is: National Association Course. 1. Essentials for increasing salaries. 2. Increasing sales to satisfied cus- tomers. 3. Satisfying customers with the store service. 4. Satisfying customers with the telephone service. : 5. Satisfying customers with the delivery service. 6. Satisfying customers with the credit service. 7. Personal interest in customers as an aid to increasing sales. 8. Maintaining and adapting service. 9. Team work for increasing sales. 10. Salesmanship as an aid to in- creasing sales. MICHIGAN 11. Suggestive selling in increasing sales. 12. Increasing the average sale. 13. Training help to increase sales. 14. Buying to increase sales. 15. Window displays as an aid to increasing sales. 16. Special sales for business. 17. Publicity as an aid to increas- ing sales. 18. Special sales. 19. Keeping up to date helps to increase sales. increasing ways for increasing 20. Managerial ability determines increase in sales. Boston Has a Course. Boston University has just announc- ed a course for grocers, principally for executives, but illuminating for em- ployes as well, in fourteen two-hour lectures (at a fee of $21), and in it the following are the listed topics for discussion: 1. Meeting Price Competition — Effective methods of securing and holding neighborhood trade. Service values. Convenience. Strength of community store. 2. Attracting Customers.—Window displays. Signs. Advertising. Rela- tive values of various mediums. Mail campaigns. 3. Principles of Salesmanship.-— Counter sales. Quantity selling. In- creasing customers’ purchases. Value of suggestion. Sales arguments. 4. Principles of Outside salesmen. Salesmanship.— Wagon men. So- TRADESMAN liciting new business. Use of the tele- phone. 5. Principles of Salesmanship.— Selection of employes. Training meth- ods. Discipline. Wage systems. 6. Principles of Salesmanship.— Special _ sales. Stunts. Features. Premiums. Making a casual customer permanent. 7. Determining What and When to Buy.—Merchandise planning. Se- lection of items. Seasonable preblems. Relations with manufacturers, jobbers and distributors. Interviewing sales- men. 8. Merchandising Control.—Esti- mating quantities required and stock limits. Keeping stock fresh. Increasing turnover. Price fixing. Stock records. Inventory methods. 9. Customers’ Service. — Delivery. Adjustments. Returned goods. Spec- ial orders. 10. Credits and Collections.—Basis for granting credit. Information need- ed. Co-operative credit associations. Collection methods. 11. Store Systems and Accounts.— Sales slips. Charge accounts. Profit and loss statements. Purchase records. Invoices. Payments. 12. Problems of Financing.—Rela- tion with ‘banks. Retail budgeting, Determining where profits are made. Tax problems. 13. Interior Decoration, Equipment and Display.—Show cases. Wall cas- es. Merchandise display. Lighting. Counters. 14. Community Problems—Neigh+ borhood interests. Trade associations. 39 Relation of store to competitors. Re- lation to public. Value of co-opera- tion. eg What Is Your Experience? Statisticians assert that grocery gross sales are proportioned approx- imately as follows in the average store: 13.6 of your gross sales are sugar. 12.9 of your gross sales are butter. 7.6 of your gross sales are canned milk. 5.6 of your gross sales are fresh fruit and vegetables. 5.5 of your gross sales are eggs. 4.2 of your gross sales are butter substitutes. 2.6 of your gross sales are flour. 1.9 of your gross sales are coffee. 1.8 of your gross sales are canned salmon. 1.5 of your gross sales are canned corn, peas and tomatoes. 1.0 of your gross sales are cheese. .7 of your gross sales are raisins. .2 of your gross sales are canned fruit. —————— Hardly His. Is that your car?” bellowed the traffc cop. “Well, officer, since you ask me, con- sidering the fact that I still have fifty payments to make, owe three repair bills and haven't settled for the new tires, I really don’t think it is.” —_- 2 2. There is one business expert whose advise we often need, whose advice is obtainable free, whose advice we too seldom seek. That expert is our banker. factory requirements. A Typical Leitelt Freight Elevator Car. This car may also be furnished with steel enclosure, steel flour or other equipment to meet particular requirements. Standard designs have been developed for garage and large Founded 1862 Is All Your Floor Space Accessible You may have a basement or an extra floor which you cannot use to advantage with only the stairway available for handling the material. That space may be made valuable to you by using an elevator which will meet your particular requirements. Why not call upon us to study your conditions? We have worked out similar problems to the advantage of many building owners. This service is available without cost or obligation to you. It may result in making that extra floor space of real value to you. Elevators for Every Requirement LEITELT IRON WORKS Grand Rapids, Michigan | 40 LITTLE PLACE IN HISTORY. Originators of Baldwin Apple and Concord Grape. Col. Baldwin may be cal ed the foste- father of the Baldwin apple, while E. W. Bull originated the Concord grape. These two fruits have, we _ believe, added more to the comfort and wea th of this country than any other two things that ever came out of New England. Baldwin and Bull have, as the years have demonstrated, doze more of actual value than Daniel Web- ster and any half dozen soldiers and statesmen that the Northeast corner of this country have produced. You may call this extravagant lan- guage, and it will not be popular with some direct descendants from May- flower stock, yet, speaking as one who can claim a pedigree running close back to the famous “rock,” I will stand by the statement. I may be called old- fashioned and badly out of date, but, and especially when Autumn brings her golden shadows and brilliant colors of harvest, I come back to the senti- ment of Whittier’s poem: Give fools their gold and knaves their power, Let fortune’s bubbles rise and fall; Who sows a field or trains a flower Or plants a tree is more than all. I regret that the world does not see it quite that way, but that is no good reason why those of us who believe in such things should change our views to suit the majority. Of course I real- ize that the tendency now is to stand- ardize knowledge and sentiment. We are expected to act and think as the “authoritieis” decide that we should. The result of all this is that we have many a man— Who, born for the universe, narrowed his mind, And to party gave up what was meant for mankind. I sometimes think that these in- ventors and originators work in closer touch with God and nature than the rest of us do. For they, it would seem appear to be the medium through which the great Supreme Power or Ruler of the universe, passes on new and needed gifts to the world. Very likely most of these fortunate people who introduce these new things take little thought of the power that lies be- hind and works through them, and at- tribute their success to their own hu- man powers. I do not know how the world in general views these things, but somehow I have always regarded the inventor and the originator as peo- ple who come carrying a gift from the strange, mysterious world wh'ch we cannot penetrate or understand. Asa rule, the great inventor is well pro- vided for, since he may obtain a patent. The “originator” has no protect’on. I have known several of them who after giving pricel-ss gifts to the world, slowly walked through faltering old age. eaten up by disapnoin‘ment and pride-destroving poverty to their death. It is -aid that the Baldwin apple was found in 1740 as a chance seedl’ng on the farm of John Ball near Lowell, Mass. One can imag’ne some hunter wandering through the woods, cominz suddenly upon this seedling tree. It may have been in October—the time of harvest—when the ground was well covered with mellow red apples. One can imagine such a hunter, thirsty and MICHIGAN hot, biting into one of these mellow apples. There were probably no cod- ling worms in those days to scar the fruit. We have no doubt that hidden away in the tangled forests of New England other seedlings have sprung up, matured wonderful fruit, passed through their life and passed out of be- ing. This red apple lived. It was near the habitation of white men, and it was needed. It was variously called Wood- pecker. or Pecker, and Butters. It finally came to the attention of Col. Baldwin, who, I presume, was some- thing of a nurseryman for that day, so that it was “introduced’as early as 1784. It was then given the name of Baldwin and has carried that honorable name ever since. What a life the old tree must have led—standing there in the forest, feeling as it must have felt, that it carried a gift almost divine to humanity—fearful that it might die be- fore that gift could be spread abroad among men. Let us suppose that John Ball, on whose farm the original tree was found, could have secured a permanent royalty on all sales of this tree. His heirs today would own prac- tically the whole of New England. I should like to know something more about the character of this John Ball. I wonder if he was like his namesake who in England took part in Wat Tyler’s rebellion in 1831. Ball seems to have been the orator of that crusade for equal rights, and his favorite text for his sermons was: When Adam delved and Eve span Who then was the gentleman? He probably never found out. The American John Ball seems to have dropped quietly out of history. He let this apple, the great red gift of nature, get away from him. The abler and far-seeing Baldwin lives in history. It is said that he fought in the War of the Revolution, but his ‘ battles are forgotten, while wherever the red apples color in the Autumn sun—his name goes marching on. E. W. Bull lived at Concord, Mass. That little town has been the hive which sheltered many famous men— Emerson, Thoreau, Hawthorne, Alcott and many more. Mr. Bull lived among these famous men. I judge that he was one of those gentle, impractical char- acters who work among garden plants and flowers and fruits, not as practical farmers do for gain, but in the hope that they may give the world s-me- thing better than it has known. Per- haps you have noticed how most in- ventors and experimenters are various- ly called “cranks” or it may be “queer.” I hardly see how they can well be otherwise when we consider that their work is done in try‘ng to harness or harmonize mysterious forces which are really gifts from another world. At any rate Mr. Bull made manv experi- ments with grapes, and finally pro- duced a new variety of great value and promise. I understand it came as a seedling from seed of the common wild grape, and was named Concord. One with strong imagination may con- sider that original Concord vine grow- ing in Mr. Bull’s garden, confident that within it lay powers which were to give it a place in the sun. For na- ture had taken out the musky “tang” of the wild grape, added sweetness and flavor and retained the wild physical TRADESMAN strength which was to carry the vine on through the years. Many of our grapes are superior in quality yet they lack vigor—like a great brain in a feeble body—but the fierce wild strength in Concord drives it on as the unseen power in some old ancestor may drive a human being past all ob- stacles. Few of us in this age realize the importance that grapes and wine- making at one time promised to as- sume. New England was never an ideal agricultural region. The climate was too severe and much of the soil too sterile and rocky. England would not encourage sheep raising on a large scale. That would have interfered too much with English agriculture—wool being at that time the chief product. The policy of England was to encour- age, in her colonies, the production of those things which would interfere least with English products, but which would make her free from foreign im- ports. Engand was importing great quantities of wine from Spain and other countries of Southern Eurcp2— her natural enemies. Early in the set- tlement of New England the great ‘crop sof wild grapes were noticed and efforts were made to encourage wine making in that region. It was rea- soned that this would make England independent of Spain and Portugal and provide a permanent industry in the New World. The experiment was tried and considerable wine was sent to the mother country. It failed to satisfy the wine-drinkers—for the wild grapes were not of a qulity to make good wine. The failure to find an gricul- tural crop that would feed the New England people and provide an export surplus led Cromwell to attempt to transfer the inhabitants to one of the West India Islands. They would not leave their cold and rocky home. One may imagine how the history of America would have been changed if the Concord grape had been “orig- inated” at about that time. It would probably have solved England’s wine problem and made New England into a cold and bleak California. In such a case it is doubtful if what we call the New England charcter would ever have been hardened and tempered as it has been. Much stronger things than that have before now been dis- solved in wine. The Baldwin and Greening and Williams apples, the Con- cord grape and Bartlett pear must have been in Wittier’s mind when he wrote: God gives us with our rugged soil The power to make it Eden-fair, And richer fruits to crown our toil Than Summer-wedded islands bear. Of these fruits the Bartlett pear was imported, the others may justly be called “a gift of God.” It is not likely that Mr. Bull had any idea of what was to follow when he planted those wild seeds and selected the most prom- ising seedlings. He just had that subime, dogged faith which has sus- tained the vis’onaries and wor!d-help- ers of all times. No one can begin to figure how many billions of vines of the Concord grape have been distributed and planted. And every vine traces back to wood from the original— ~ strong, vigorous and prepotent. There have been many new varieties brought out during recent years. They are in some respects superior, but plain, Forty-third Anniversary homely Baldwin and Concord still carry the flag for practical worth, and have added greater value to the wealth of America than all the gold and silver mines in the land. Mr. Bull like most other people who have given the world such princely gifts, was obliged to go to a charitable institu- tion in his declining years. Could he have received a permanent royalty on every vine of Concord grape that has been distributed since it fruited his es- tate would be greater than that of either ford or Rockefeller. In the last years of his life the writer undertook to raise funds for E. W. Bull and fcr Peter M. Gideon, the originator of the Wealthy apple. Our proposition was that fruit growers should contribute one cent for each Wealthy tree and Concord vine they had planted. I am almost ashamed to tell how few pen- nies were contributed. Those who have even seen the older Joe Jeffer son play Rip Van Winkle will neve- forget his powerful line as he comes; back from his long sleep: “Are we so soon forgotten—when we are gone?” But at any rate we may all know who Col. Baldwin and E. W. Bull were. They were humble men. They have little place in popular history— yet who is more deserving of remem- brance?—H. W. Collingwood in th2 Rural New Yorker. > 2 Sheep and Lambs. Nearly all animals have some pecu- liarities of habits or appetites that dis- tinguish them from other species Sheep and lambs are very particular about the condition of their food, and if it shows any signs of taint they will not eat it unless forced to do so by withholding other food. By taint, I mean that hay or grain must be fresh and clean, although they will eat a great variety of grain or roughage. greater perhaps than any other class of domestic animals. One of the most distasteful taintings is hay that has been “blowed on,” as the sheepmen call it. This is hay that has been ex- posed to the breath of sheep or lambs It appears thaf no poison could be more disliked by them than this hay no matter how good it may have been that has been placed before them in quantities too large for immediate con- sumption and thus unduly exposed to exhalations from them. Contrasted with this apparently fin- icky habit is the fact that sheep and lambs will eat and relish a wider variety of common weeds and wasteful foliage than any other class of live- stock. It is a remunerative and prac- tical usage to clean fields and hedges with sheep and lambs, for they will eat and thrive on many of the com- mon weeds that grow wild and cruwd out useful crops. The things they want and must have to develop normally are salt, water, exercise and fresh feed, whether it be concentrates like corn, oats or barley; or roughage, as hay, corn fodder, grass or straw. Grass, of course, is usually fresh, but too close a confinement in a small area soon pollutes the grass and it becomes distasteful, with its corresponding unfavorable effect on growth and profits, 2 A ’ A Forty-third Anniversary MICHIGAN TRADESMAN 41 A HOUSE WITH A HISTORY STS wssssassonacal 3 = oRUGGI HAZELTIN ae ; Seer 7.082 DRU E & PERKINS DRUG Co. Corner of Oakes St. and Commerce Ave. Three Hundred Feet from the Main Entrance of the Union Depot v 1873-1926 ~Fifty-three Years of Successful Service to the Drug Trade of Michigan Vv We enjoy the courtesy of more visiting buyers than any other Drug house in this part of the country v » HAZELTINE @ PERKINS Las led COMPANY GRAND RAPIDS, MICHIGAN MANISTEE 42 THE TEACHING OF THRIFT. (Continued from page 34) union to glorify him above all other human creatures in the universe. We have even perverted the word, selling, until it has become so swollen in its conceit that Webster’s Unabridged Dictionary would scarcely know it. The preacher no longer leads us to the throne of grace. He sells us the gospel idea. The teacher no longer guides us along the highway of knowledge. She sells us the arithmetic or spelling scheme. Even the office boy is said to be selling himself to me when he hustles nimbly to take my coat in the morning, or gets to the post office bright and early for my mail, provided he does. We actually have built up the glory of salesman- ship, until our young people think that above such ordinary virtues as primary honesty, and _ consideration for others, stands the virtue of per- suading people to exchange their money for goods or for ideas. Into such an atmosphere the farmer comes, when he moves to the city, and that atmosphere is doing more than _ its share to break down the old Yankee spirit of thrift that used to be world- famous. The pity is that not enough is be- ing done to preserve the spirit of thrift that used to flourish in the country but that languishes in the city. All of this advertising of the savings banks, which seems almost to overdo the thing, is after all nothing but a small, inadequate voice crying in the wilderness. To offset the mis- MICHIGAN TRADESMAN chief that is being done by this move- ment of our people from country to city, some powerful influences sim- ply must lend a hand, and I know of no influence that needs to have its pulses quickened to a greater extent, than that influence whose delegates are meeting in this very room at this very moment. It is not I who charge you and the school system generally with delinquency. It is a body of men the latchet of whose shoes you and I are not worthy to unloose. The in- dictment is drawn against you by the fathers of Massachusetts, who wrote its Constitution, by the law-makers of 1789, who lived in the spirit of the American Revolution and the ideals for America that it engendered, by every body of law-makers who have revised our statutes from that day to this. Ever since 1789, our law books have borne the injunction upon our educators that they shall not fail to teach thrift. Among the primary vir- tues, the statutes placed it, right in the same category with patriotism and with honesty, and that law still stands, as a demand upon every teacher, from the president of Harvard College, down to the humblest teacher in the most remote corner of the Berkshires, that his or her teaching shall include some positive instruction in thrift. The record of what has been done, by teachers in this work, is not inspiring. It does not make a pleas- ant story of obedience to either the letter of the spirit of law. From top to bottom, the teaching profession hag been inclined to wipe its hands of the whole problem. It has been very easy to say that the banks will do the work. So far as I can find, in practically every place where any sort of worth- while school saving system is operat- ed, it is because some bank has had the initiative and the enterprise to push the movement, and the school depart- ment, often with little enthusiasm, and usually with real reluctance, has then taken part. Certainly, the law does not say that thrift teaching shall be given only in places where the local bank happens to be willing to start it and to bear the expense of carrying it on. It never has been the Massachu- setts theory of education that children shall receive instruction or not, accord- ing as some prosperous institution ‘n the same community is willing to do much of the work and pay most of the cost. There are some figures that are disturbing, too. There are 196 mutual savings banks in Massachusetts, and yet only 66 of these are handling school savings. Seven others would be but for lack of co-operation be- tween the schools and _ themselves. And there the record stands, with all of Massachusetts neglected, except for what these 66 are accomplishing, I think I can anticipate your comments. Why aren't the other 100 savings banks, or more, asserting themselves and doing their part? The frank an- swer might be, why should they? The law does not say that they must teach thrift to our children. It says that you must do so. I suspect that you suffer from the Forty-third Anniversary same confusion as to savings banks that I find very general all over Mas- sachusetts. The mutual savings banks of Massachusetts are remarkable or- ganizations. They are the most un- selfish concerns that I know in the entire business world. They are not conducted for private gain. I told you, several minutes ago, that I could tell you something about our savings banks that would surprise you. Please note that I am referring to our savings banks, and not to our trust companies, which are conducted for private gain. In a real Massa- chusetts savings bank, there is no cap- ital stock to receive dividends, no group of insiders to skim the cream off the profits. Every dollar of profit is paid to the depositors, except for a tiny addition every year to a guar- anty fund, to protect the depositors irom loss. Only a few states have a banking system like this, but Mas- sachusetts is one of the few. So you are wholly mistaken if you think that the savings banks ought to do all of the planning, and all of the urging and all or most of the labor, in this school savings work. To my way of thinking, they ought not even to bear the expense of it. They are public in- stitutions, just as much as the school system is, and about the only dif- ference between them and the public schools is, that the law makes every child and his parent patronize the public schools, but does not make every child and parent patronize the savings banks. The savings banks and the public schools are both wards arclay, Ayers & Bertsch Co. 321-323 Bond Avenue Grand Rapids, Michigan a JOBBERS IN PIPE, V ALVES, PUMPS, SINKS, ROOFING, azd MILL SUPPLIES i ¢ S 2 iy Forty-third Anniversary of the state, and curiously enough, the state has said that of these two wards, it is the school system that must be responsible for teaching thrift to all of our people. The figures I have just quoted are a challenge. Massachusetts deserves more loyal service from her institu- tions than that. To the best of my knowledge and belief, the first step toward a cure must be taken by you. The other 130 savings banks include some who are indifferent, and some who are ready to help any good move- ment, but I doubt if any of them are willing to force their services on you. The law under which they operate distinctly says that savings banks “may” go into this work, but the law distinctly says that you “shall” exert your best endeavors to teach frugality. It is plainly to you that the public must look to take the initiative, from now on. Only by so doing, will you conform with the law. We have distinguished testimony from the highest possible source that conformity to law is a lesson that our people need to learn. In setting an example of conformity the school system will be fulfilling its natural and its usual function. In the matter of thrift teaching, there is a still more inspiring incentive than that of mere obedience to statute. This extrava- gance of city life, this weakening of the spirit of citizenship because of de- creasing home ownership—evil things like that must spur any group ot gcod Americans to action. Savings bank men are not a selfish and predatory lot and you are not a group of the- orists. Both of you are eager to do your part, in the great work of mak- ing Massachusetts, and its people, all that they ought to be. I am confident that if you choose a committee to deal with this problem, the hand that you will stretch forth, as token of your readiness to serve, will find the hand of the savings bank, already stretching forth to clasp your own. Frank P. Bennett. ——__—_+ +2 —- Heated Banana Case Designed For Retailers’ Use. A new heated banana case has been designed for the use of retail dealers, and has met with the approval of the Fruit Dispatch Co. Heretofore, banana sales have fallen off in the Winter and it is in order to maintain sales and help the dealer to make more money that these cases have been introduced. Banana jobbers have been asked to arouse the interest of retail dealers so that they will enjoy the benefits to be derived from having such a case installed. They are requested to put in their orders at once. If this is done, it is believed they will have a means of avoiding the usual slow period in business during the Winter months. The case takes up little space and can be placed on a stand, a display table or on acounter. It is both useful and ornamental—giving an air of distinc- tion to the store. The bananas are displayed in an attractive manner and are kept from chilling as well. Fir, gum and oak are woods used in this case. The oak, the only visible wood, has a fine natural finish, which can easily be restored whenever neces- MICHIGAN TRADESMAN 43 sary by using some liquid wax and then giving it a brisk rubbing with a dry cloth. The outside dimensions of the case are 36 inches by 24 inches, and the depth tapers from 16 inches at the back to 11 inches at the front. It is exceptionally roomy and has ample space for 12 large hands of bananas. Two electric light bulbs supply the heat that gives the necessary protection to the bananas, even when the tem- perature of the storeroom is low enough to chill the fruit were it not protected. The bulbs serve a double purpose. They illuminate the glass paneled case so that customers are bound to notice the fruit and they also heat the case so as to keep the bananas from chilling. Ventilation is provided by vents at both sides, which may be opened or closed at will by means of sliding panels. The bananas rest upon a re- movable tray which has an air space between it and the base of the case. It has been made in this way so that there will be good internal circula- tion of air. Another advantage is that the tray can be lifted out and cleaned. The Equipment Department of the Fruit Dispatch Co. will give full in- formation concerning the place of man- ufacture, shipping weight substantial- ly crated, price and terms. The cases are said to be reasonable in price. ——_+-<.____ Fruit Going To Waste. What can be done to stop the waste of ripe fruit and vegetables, which can be seen lying neglected in such abun- dance in most orchards and gardens? The present season has been notable for its bumper crops of apples, pears, plums and various vegetables. Re- ports from the fruit belt tell of the ground in many places being literally a carpet of blue or red from the re- markable berry crop, much of which rots on the bushes. Along the country roads one often passes a tree with several bushels of ripe apples lying abandoned on the ground’and bunches of ripe Concords already shriveling on the vines, while the early frosts have prostrated the tomato plants, leaving their health- giving fruit on the ground to be de- voured by snails or pecked at by crows and other ‘birds. Add to these the large quantities of pumpkins, cabbages and so on, lying apparently to rot, and a serious question is forced upon one. Is America so prosperous and its citizens so well supplied with food that literally tons of fruit and vege- tables can be allowed to rot? Here is a good opportunity for conservation- ists to exercise their powers. In cases where the owner has a superabundance of these articles of food, what may he do to utilize the surplus? Are we Americans wasteful by nature and habit? If so, what can be done to reform us in this respect? Thomas L. Elder. —_—__-+ Extravagance is strictly a human element. It is always with us in one form or another. The curtailing of in- stallment selling will not change hu- man nature one iota. The man who wants to mortgage his income in ad- vance will always find a way to do it. rOoKkS HOCOLATES e A. E. BROOKS & CO. Manufacturers of High Grade Confectionery GRAND RAPIDS, MICH. EGGS Wholesale For the fine business enjoyed in 1926, we thank our many customers, and extend most cordially the season’s greetings for the new year just around the corner. W. E. ROBERTS 49 MARKET S. W. Marion Rubber Co. Wholesale Rubber Footwear ® Exclusive Handlers of GOODYEAR GLOVE BRAND IN MICHIGAN COMPLETE STOCK Orders Filled Same Day Received e@ Detroit, Mich. Columbus, O. Marion, Ind. Chicago, I11. GRAND RAPIDS, MICH. D. L. CAVERA & CO. Sole Distributors of Ideal Xmas Tree Stands Fruits and Vegetables 91 South Market Ave. | B 44 MICHIGAN TRADESMAN Forty-third Anniversary SELLING IS GREATEST GAME. No Other Vocations Offer Such Opportunities. Salesmanship is the most honorable and ancient of the professions. It came ahead of law and medicine and engineering and all of the others. A successful salesman has the right to be proud of his vocation, to glory in it, to demand adequate compensation for his services if well rendered and he should use every means possible to in- crease his knowledge of how to sell, where and who tto sell. There are several characteristics which should be a part of the make- up of every successful seller of mer- chandise, no matter what his line. One of the important ones is a good pres- ence, which means perfect self pos- session, pleasant address and extreme neatness of appearance. All of these things go to secure for a man a recep- tive audience from his buyer. It is rather easy for a buyer to say “No” to a bashful man and it is even easier to say “No” to a sloppy man, but not easy to the man who is well dressed, who comes in with perfect assurance and self possession and who knows his business. One of the greatest assets that any salesman can have is the ability to smile genuinely. I do not mean by this the grin that is assumed, because in- tuitively a buyer knows a genuine from an assumed smile. Nothing will open the heart and loosen the purse strings of the buyer so quickly as an infectious and genuine smile brought into the front door by a salesman. “A smile on the lips, going no deeper, is only tem- porary in its effectiveness, but if that smile originates in a man’s heart and comes gurgling up through the vari- ous tubes and on to his lips, then it ts irresistible and I have known many instances where salesmen who were not expert salesmen, but who were natural smilers, have sold more goods than the expert who was either a chronic grouch or who grinned me- chanically. Nature has meant us all to be happy. Most of our unhappiness is caused by our own mistakes. The world resents unhappiness and dis- likes an unhappy man and will not have business dealings with a man whose nature is one of gloom and sourness and frowns. The physiologists tell us that to pro- duce a frown there are required and used sixty-four muscles of the fore- head, the face, the nose, the mouth and chin. To produce a smile only thirteen muscles are used. I fear that a large percentage of the world overworks its sixty-four muscles. If a man’s third vest button is in a visible position, so that he can see it himself when he glances down, it is an indication that his chest is out, that he is self-possessed, that he has good health, that he is confident of himself, that he looks for, expects and will get success. If his third button is not visible through the fact that he is stooped over, with shoulders drooped it is a very clear indication of the op- posite condition of the man_ both mentally and physically. His shoulders droop because he is hopeless, because he does not believe in himself, because success is not in his mind’s eye. I ask you, can any man who comes into a business office with his shoul- ders down, his lower lip hanging, a look of defeat in his eye, and if his third vest button is not visible, is there any hope of that man having any success in selling any kind of merchan dise? The greatest present day salesman, to my mind, is the man who as a mas- ter salesman sold the entire world on the need for quicker and better and more effective transportation. That man is Henry ford, who first sold the idea for the necessity for hetter means of coming and going, then he produced his merchandise and has since been selling it. His latest accomplishment was the turning out of 9,127 cars fia- ished to a turn in one day. I maintai: that Henry ford is to-day’s greatest salesman. My idea of good salesmanship appeal is the custom made kind, the kind tha> originates on the spur of the moment in the back of the head of a man whc was born with initiative and gifted with a quick thinker. This is different from the canned kind which the fellow learus by note like a book agent from a pamphlet. It is a universal fact tha‘ every man, every buyer, must be ap- proached differently and that the suc- cessful salesman must be psychologist enough, with enough of grasp of ideas to be able to first know what kind of approach to make and, second, how to make it: for the closing of an order is merely the final incident of the gooxc impression for himself, for his house and for his goods which the salesman must first make upon his prospectiv: buyers. Men who sell often wonder them- selves why it is that there are certain people and a large number of them. who are hard to approach, who are variable in their manner and methods and who are hard to convince. I an} going to let you into a secret that wil’ explain what it is that makes the sales- man’s job anything but a bed of roses. When the Uinted States began to pre- pare for war in Europe the medicz, men of the army examined, physically and mentally, about four million men. A careful record was made of these examinations for future use and the scientific men who were students of humanity added these findings to othey records of two or three million human beings and their final conclusions dis- close a queer condition. They found that 5 per cent. of the entire population of the United States are idiots, whose mentality is about that of a normal child two years old. They found another 5 per cent. of our population are imbeciles, beings whose mentality ranges from that of a child of two up to that of six or seven years old. Then they found that there is a great mass of 60 per cent. of our popu- lation which these scientific men called A moron is a human being whose mentality may range from that ef a child of seven up to that of a boy of nineteen, some of one class and some of another and some in between Then there was found a section of 25 per cent. of our population of peopie morons. who were strictly normal, mentally, intelligent, quick of perception and understanding—I should say people of my caliber. Then the scientific men found that the last 5 per cent. of the population are geniuses, super men and women mentally—shall I say people of your class? Now I leave it to you to draw your own conclusion, which is that 70 per cent. of our entire population are un- der normal mentally and that 60 per cent. make up the large percentage of the people whom our salesmen must meet daily and who are positively un- der normal mentally. Their sub- normality must be considered, excused, and dealt with by the salesman. In this 60 per cent. of morons there are many men who are competent of con- ducting businesses and who often make money, but there is a crochet some- where in the mentality which calls for patience on the part of those who have business dealing with them. The moron, in other words, is the man who is variable, undecided, stupid, stub- born or disagreeable. I have always maintained that sales- men are born and not made. My long experie>ce in watching the world of salesmen indicates to me that the man whose natural bent is to be a book- keeper or an artist or an engineer cannot become a producing salesman. Such men sometimes have some suc- cess in selling, but usually they are only able to sell to people who are in real need of their merchandise. They are not creative, they do not make new business, they do not put into the mind of the buyer a desire which he did not originally have for their wares. They are order takers and usually zo through life unsuccessfully. The same man in a job which would suit him and for which nature originally de- signed him might be a brilliant suc- cess. To paraphrase an old saying, “As salesmen certain men are won- derful shipping clerks.” At any rate, the selling game is a wonderful game. The man who sold has always followed the axe-carrying pioneer. No sooner did the man with the axe and the oxcart cut his way into the depths of the forests than he was followed by some intrepid seller of merchandise, who established in a tent, in a long hut, in a leanto, a store with merchandise in it to sell. These men were the builders, the founders of the towns and the great cities of our country. They were master salesmen and all of the lore and selling which is now extant, all of the books on salesmanship which are now being eagerly read, all of the lectures on how to sell, are based on the fundamental principles of honest, shrewd and con- vincing selling that were originated by these men of higher type pioneers in the art of salesmanship, the cross roads general merchant. Robert E. Lee. a Origin of “Dollar.” It was in 1792, just 134 years ago, that the Congress of the United States authorized the establishment of a mint in Philadelphia. With the founding 9f this institution the almighty dollar be- gan to come into its own. The Span- ish dollar had been common in Amer- ica for years, and when Governor Morris attempted to harmonize all the moneys of the States he took the do!- lar as a standard. Some sample dol- lars were exhibited in Congress. The plans of Morris were later amended by Jefferson, who proposed to strike four coins upon the basis of the Span- ish milled dollar—a gold piece of the value of ten dollars, a dollar in silver, a tenth of a dollar in silver, and a hundredth of a dollar in copper. While America borrowed the dollar from Spain, its origin was really Ger- man, the word “dollar” being the Eng- lish form of the German “thaler.” It was just four centuries ago—in 1519—- that Count Schlick of Bohemia began to issue silver coins weighing an ounce each. These were minted at Joach- imsthal, in Bohemia, and thus become known as Joachimsthaler, later short- ened to thalers. In the sixteenth cen- tury, through trade with the Dutch, these coins became common in Eng- land where they were known as “dalers’” or “dollars.” Shakespeare mentions ‘dollars’ in the second scene of the first act of “Macbeth.” The dollar is now the standard value not only in the United States, Canada and Newfoundland, but in British Hon- duras, the Straits Settlements, Liberia, the Domincan Republic and Columbia. The paper dollars of Colombia, how- ever, are worth less than a cent in gold, while the dollar of the Straits Settle- ments is worth about 57 cents. ——_+ + 2 Read and Learn. A retired banker recently committed suicide because he was unable to con- duct a small grocery store on a profit- «ble basis. He probably could have handled a small batik successfully, be- cause he krew the banking business. He failed in the handling of groceries hecause h< did not khrow the grocery business. Knowledge in any business is essen- tial, and knowledge in one line of en- deavor does not necessarily imply knowledge in some other line. Each business requires a knowledge of its own. Fortunately there are two ways of acquiring individual business knowl- edge. One is by personal experience. It is good, but it takes time and is ex- pensive. The other is by profiting from the experiences of others. This method is quicker and comparatively inexpensive. If the retail banker re- ferred to had studied the grocery busi- ness, enlisted the aid of traveling sales- men, and constantly read a good trade paper, he might have been alive and successful to-day. —_2-+—___ A real estate salesman tried to sell a house to a newly mairried couple. Said the wife: “Why buy a home? I was born in a hospital ward, reared in a boarding-school, educated in a col- lege, courted in an automobile, and married in a church; get my meals at a cafeteria, live in an apartment; spend my mornings playing golf, my after- noons playing bridge: in the evening we dance or go ta the movies; whea I'm sick I go to the hospital, and when I die I shall be buried from an under- taker’s. All we need is a garage with a bedroom.” oa a - s ; 4 neces fae ee ae Forty-third Anniversar y MICHIGAN TRADESMAN 45 1 & mM OUSE O F ef ALITY? Wholesale Grocers RADEMAKER-DOOGE GROCER COMPANY GRAND RAPIDS, MICHIGAN e Distributors of PETER PAN PEAS PETER PAN CORN AMERICAN BEAUTY OATS LARABEE FLOUR CLASSIC - PRIZE - SUPERBA CANNED GOODS 7 HE HO USE O F 7" ERVICE _| 46 CHAIN STORE COMPETITION. Its Growth Depends on Independent Store Management. The success of the independent gro- cer depends upon the management of If the store is well man- it will or to his store. aged, it will lose out to the some more efficient rival. So says Paul Nystrom, probably the greatest living expert on retail mer- succeed; if not, chain stores, chandising. Dr. Nystrom was formerly head of the school of business at Wisconsin University. Next he went to the Uni- versity of Minnesota. Now he is in New York, employed as a merchan- dising expert and investigator by a group of big mercantile concerns. Dr. Nystrom has written a number of books on the subject of retail mer- chandising which are standard text- books. In a 22 page pamphlet issued by the Domestic Distribution Department of the United States Chamber of Com- merce, Dr. Nystrom carefully weighs and compares the advantages enjoyed by the chain stores and by the inde- pendent stores, and concludes that there is no reason why the independent store cannot compete successfully with the chain. Discussing the growth of the chains, he finds there is continued room for growth on account of the enormous size of the field and the poor merchan- dising methods of the great number of retail grocers, and due also to the fact that the grocery chains have so far given most of their attention to the larger Henceforth, they are likely to spread into the smaller cities. cities, in which, he says, there seems to be ample room to grow. The total ganizations is said to be considerabiy volume of all chain or- in excess of three billion dollars, and estimates have been made that within the grocery field 12 per cent. of the total business is now being done by the chains. In such cities as New York and Philadelphia probably more than half of all food products going to the consumer are sold by chain stores, and there has been a considerable move- ment the establishment of chain store units in the smaller towns. He declares it looks as if this move- ment would go on. towards However, coming to the sales of chain store organization, he finds that these have not kept pace with the in- crease in store units. On the contrary sales per store have materially de- creased. Taking 1916 as the basic year and the basic figure as 100, he il- lustrates the average sales of the stores in grocery chains as follows: mig 100 My 2 103 IG 103 Ot) 106 020 127 BOE i 93 i 79 oe 81 ee 77 During the same years, and also using 1916 as the basic year at 100, the number of chain stores has grown from 100 in 1916, to 402 in 1924. Thus it will be seen as there has MICHIGAN been a steady increase in the number of chain stores, it has been followed by an equally steady decline in the sales per store. As covering the cost of doing busi- ness by the chain stores and the in- dependent retail grocers, he says that the figures are not very conclusive, but from the figures at hand he finds that the average cost of doing business is about the same in both types of stores. The independent store, he finds, buys its goods largely from wholesale gro- cers, while chain stores in many cases buy direct from producers. Therefore, it might be urged that to the inde- pendent’s cost of doing business there should be added the wholesaler’s cost of doing business. This, he says, is a TRADESMAN sible for any store granting credit to eliminate about two per cent. of its ex- penses by going on a cash basis. It should also be possible to eliminate an additional two per cent. of expense by adopting the plan of having cus- tomers carry their own goods. By the standardization of stocks and_ the elimination of perishables and of slow sellers, it may be possible to cut the expense in independent stores another two per cent. or three per cent. By adopting sales policies along these lines independent stores should be able to cut expenses from 6 to 7 per cent. of sales. So he concludes that considering that chain stores usually do not offer credit, deliveries and other similar ser- Paul Nystrom. fair condition. The total cost of dis- tribution on goods passing through in- dependent grocers’ hands, to which is added the wholesaler’s cost, he states, averages 21 to 23 per cent. of sales, against the average of 15 per cent. for chain stores. Here, then, is an apparent gain of from 6 to 8 per cent. in the costs of distribution through chain store chan- nels. Before concluding that this ap- parent gain of chain store channels over retailer-wholesaler channels is a real gain, he says that other factors must be considered. Independent gro- cers, as a rule, grant credit, make deliveries, handle wider varieties of goods, including perishables, and in many cases keep open longer hours than chain stores. He declares that it should be pos- vices, it will be seen that the costs of selling through independent stores, in- cluding the wholesale margin, differ- ences in service considered, closely ap- proximate, indeed if they do not fall below the costs of selling in the chain stores. He takes the Piggly Wiggly as a type of chain store that has reached the acme in reducing sales cost. But even the low cost of selling based on minimum service as reached by this type of store has been equalled or beaten in certain independent stores, he declares, and adds that practically any chain store cost, covering any sys- tem of service, can be matched or even beaten by independent stores operating in a similar way, giving the same ser- vice. What, then, is the cause of the suc- Forty-th'rd Anniversary cess of the chain stores, he asks? He gives six reasons for their success: convenient locations, suitable building, efficient sales people, specializaticn in goods handled, detailed accounting systems and scientific buying. In speaking of the advantage in buy- ing possessed by the chain store over the independent grocer, Prof Nystrom says there is no doubt they enjoy a de- cided advantage in this respect, and cites cases where large chains buy as much as $10,000,000 in one year from a large cracker manufacturer, and other large purchases, such as 50,000,- 000 pounds of coffee, 200,000,000 pounds of sugar, and 200,000,000 cakes of soap. On the other hand, he says, there are limits to the reduction of prices based on quantity purchases. There is a point up to which increased production results in economics, but beyond which no further savings ac- crue. In fact, he declares that it is the ex- perience of many manufacturers that taking additional business beyond nor- mal capacity results in increasing rather than in diminishing the cost of production. When this point is reach- ed it no longer pays the producer to offer his goods for less money nor to accept orders for greater quantity. This has been the experience of many manu- facturers who have had dealings with the chain stores. Nor is the difference between what the independent grocer and the chai: store pays all pure profit for the latter. In buying quantities, the chain must assume other expenses, such as ware- housing, stock-keeping, transportation, depreciation, etc. In forecasting the future of the chain store, Professor Nystrom comes to the conclusion that their success hinges a great deal on the management dis- played by the independent dealers. “Chain organizations are certain to in- crease and to grow,” he says, “as lonz as the average managing ability of in- dependent store managers is lower than the organized ability of chain organ- izations, and as long as the buying power of chains gives them an ad- vantage over independent stores.” ——_>--___ Pickles Fewer This Yea. This season’s crop of pickles is about 40 per cent., compared with last year. In some sections the percentages ran higher, in others as low as 20 per cent. It is estimated that 80,000 acres were planted in cucumbers this year. The National Pickle Packers’ Association estimates as to yield is lower than that furnished by the United States De- partment of Agriculture, because the Government estimate was made before the crop was harvested in many sec- tions and heavy rains in the North cut down receipts considerably. It de- veloped that 3,200,000 bushels, this season's pack, taking in all sections of the United States, is nearly correct. The estimated carryover is 3,000,000 bushels, which places us in a comfort- able situation as far as supplies are concerned until the next crop is har- vested. The pack of dill pickles as compared with last year is two-thirds less. In other words, this year’s pack is approximately 30 per cent. 4 4 ] Saino sie JReSoo tthe a aaa Se RIESE _ i agi ate Forty-third Anniversary MICHIGAN TRADESMAN 47 THE MICHIGAN SHOE DEALERS MUTUAL FIRE INSURANCE Co. LANSING, MICH. GF Michigan’s Leading Mercantile Mutual INSURES ALL MERCANTILE CLASSES 7 HAVE YOU HAD OUR INSURANCE AUDITING SERVICE ? —Address— L. H. BAKER, Sec’y-Treas. P. O. Box 549 LANSING, MICH. 48 TALE OF TWO TREES. Object Lesson For Lovers of Our Fair State. Written for the Tradesman. It would give me keen pleasure to give you the complete tale of the two trees in the accompanying engrav- ing, but, unfortunately, the early stag- es of growth were only known to the native Americans sojourned in Northern Michigan and whose knowl- edge of and interest in trees was not of a character to be passed on to other who generations. This picture is a reproduction of a bit of ground on Walloon Lake, with its treasures of sylvan growth in evi- dence. The two trees which are most strongly in evidence belong to a gen- eration of a forest growth which has been largely obliterated in our State. The wave of timber destruction in the interests of commercial lumbering has passed them by until now, and they had already been marked for the axe and the saw when the late Henry S. Jordan, of the Michigan Chair Co., who owned a farm and beautiful re- sort home adjoining the property up- on which the trees stand, learned of the probability that very soon the value of these trees would be measur- ed by the foot in lumber at the saw- mill. He had been too long associat- ed with these monarchs of the forest not to recognize a larger value than can be computed by this mode of measurement, and when he learned they were about to be sacrificed he entered a protest and placed before the owners of the property, Cobbs & Mitchell, of Cadillac, a very graphic description of the values which would be realized by coming generations of tree lovers if these noble specimens of our virgin forests could be preserved for their highest use and influence. The late Wm. W. Mitchell gave thoughtful attention to the plea of Mr. Jordan and, in a communication to this tree lover, said that he would gladly direct that in lumbering opera- tions upon this tract this little group of trees should be preserved for gen- erations to come. . It delights the heart of a genuine tree lover to recognize this bond of sympathy existing among men and which recognizes the value of beauty as a factor in this world for the better- ment of mankind. These trees have already been admired by a great many resorters in that attractive territory tributary to Walloon Lake, but the numbers who will derive satisfaction from them and be inspired by them in the future, as these relics of our for- mer forest greatness gradually pass into history, will be multiplied greatly as the years go on; and if these mag- nificent specimens can be retained for a few generations the men who were concerned in saving them for posterity will be remembered as benefactors. Putting the matter entirely utilitarian ground, no investment could be made with the money taken for these trees to be turned into wood manufactures which would compare with the commercial values which will result from saving these splendid specimens of our primeval forest in the resort trade which will be encour- aged and fostered by their existence. upon MICHIGAN This resort business is getting to be a tremendous factor in Michigan and it depends largely upon our clear waters and beautiful landscapes and es- pecially upon the beauty and variety of the sylvan growth which borders the attractive lakes in the Northern part of our Southern Peninsula. As interested citizens of Michigan we do well to recognize this future in- dustry, and especially is its importance magnified by the fact that while we are conserving those attributes of our State which are most greatiy in the interests of this trade, we are adding to the beauty of our State and preserv- ing to it values which can not be com- bank puted in dollars or accounts. Therefore, I say, all honor to men like Jordan, Mr. Mitchell and Mr. who TRADESMAN Names of the Days and Months. Who knows the meaning of all the days of the week, and of the months? The days of the week, as we know them, are called after the gods of olden times. The Romans, who arranged the calendar as we use it to-day, named the months. Some of the names do not fit as they did at first, because the year began with March instead of with January. Sunday is the day dedicated in cld times to the sun or its worship. Monday was dedicated in the same way to the moon. Tuesday is the day of Tiw, the Saxon god of war. The French ca'l it Mardi, from Mars, the Roman god of war. Wednesday is the day of Woden or were willing at some present sacrifice to recognize the great needs of the future and lend their influence toward making our Peninsular State true to the motto upon its shield. Chas. W. Garfield. —_—_——_>-.___ Unlucky Points. From the point of view of efficiency the following are very unlucky: 1. Arriving ten minutes late. 2. Quitting work ten minutes toa soon. 3. Starting a job before planning it. 4. Spelling a customer's name wrong. 5. Putting the blame on some one else. 6. Making the same mistake twice. 7. Taking eight hours’ pay for six hours’ work, Odin, the chief god of the Saxons. Thursday is the day of Thor, regard- ed by the Saxons as the god of thun- der. Friday is the day of the goddess Frig, Odin’s wife. Saturday is the day of Saturn, a Roman god. This is the only day of the week called after a god or goddess not belonging to the Saxons. January was the month dedicated by the Romans to their god Janus, who had two faces, so that he could look backward at the same month of the year forward and time. The first seemed to look back over the past year and forward over the coming year. February means “the month of pur- fication.” The great Roman feast of purification, called Februa, was held on the fifteenth of this month, and gave the month its name. Forty-third Anniversary March is named after Mars, the Ro- man god of war. April means the month when the earth “opens” and softens. The Latin aperio means “I open.” May was the month sacred to the goddess Maia, the mother of Mercury. June is possibly the month sacred to Juno, whom the Romans thought the queen of the gods and goddesses. * July is called after Julius Caesar, who was born in this month. Before his time it was called Quintilis, ‘the fifth month,” because the year used to begin with March, and July was then the fifth month. August is called after the first Ro- man emperor, Augustus. It used to lhe the sixth month and was called Sextilis, meaning sixth. September was named when it was the seventh month, from the Latin septem, seven. October was named when it was the eighth month, from octo, eight. November was named when it was the ninth month, from novem, nine. December was named when it was the tenth month, from decem, ten. — — What To Do When You Ge: a Goo! Idea. 1. Make ycur plan in writing. 2. Compare it with the methods c: the most successful men. 3. This is most important: Have your plan criticized in advance by those it will affect and by anyone else who Our plans are bound can be helpful. to be criticized, either before or after they are put in operation. If we have them criticized in advance the chances are than they will be more favorably received, and even defended as_ their own ideas, by those upon whom they depend for success. 4. Put it into operation. 5. See that it keeps itself in opera- tion until rescinded. Until your plan keeps in operation automatically you have not organized it. 6. Keep the plan open to revision, but do not allow it to be changed ex- cept after the most careful reasoning. Edward A. Filene. —_——_+-~»—___—__ Questions. Suppose that you spend half an hour this month in thinking of the word-- Control. Let me ask you— 1. Do you control your own mna- chinery, or do your foremen do as they please with it? 2. Do you control the sale of your own products or are you always at the mercy of the market? 3. Do you control the methods of your salesmen, or do they act inde- pendently, as though they were all Robinson Crusoes? 4. Do you control your employes, there only a relationship of mutual fear and dislike? 5. Do you control your own busi- ness policies, or are you blown about by circumstances? Herbert N. Casson. —_22.__ Patriotism is not measured in terms of brawn. Neither is might the sole factor in a question of right. The keen mind and the clean heart come first in the plan of life. The statesman will always rank higher than the prize fighter in the minds of those who think, or 4s pitiniaas Re paw mee } 4 ' For'y-third Ann‘versary MICHIGAN TRADESMAN 49 “Proud of your store, aren’t you?” “T sure am!” You are just the man this is aimed at. You will fully understand it. “VISITORS WELCOME” These two words appearing on the front of our plant have proven to be a star salesman. They have been on the job for twenty years. This is not only an inspection service of the highest order, but it has been a source of great pleasure. We are proud of our plant and our products and feel sure that Fremont, Miss Michi- gan, and Bean State foods will aid you in taking still greater pride in your store. The Worden salesman will be happy to tell you about our— PEas PEACHES SPAGHETTI CHERRIES Lima BEans RASPBERRIES SAUER Kraut STRAWBERRIES STRINGLESS GREEN BEANS GOOSEBERRIES ’ StrRInGLEss Wax BEANS Curt Con Carne Fancy Pork AND BEANS Fancy Rep Kipnrey Brans Boston Marrow SaQuasH DistrRipuTED IN GRAND Rapips sy WorpdEN Grocer COMPANY FREEMONT CANNING COMPANY FREMONT, MICHIGAN Eassisiecaneeeeeenmieesertieene 50 OBLIGATIONS OF CITIZEN. Respect For Law and Reverence For Authority. Any discussion of citizenship should be understood to relate to citizenship in popular government. That is to say, “Government of the people, by the people, for the people;” government where the people are sovereign and the officials are the servants; govern- ment where the people are responsible for the character and quality of gov- ernment. Good citizenship is not merely a matter of good behavior, obedience to law and keeping out of trouble. It involves knowledge of the purposes and the machinery of gov- ernment and active participation in the means whereby those purposes will be subserved and the machinery of popu- lar government be made to function. The character of the American peo- ple seems to be radically changed by the influence of our participation in the world war. The forces of right- eousness have hardly held their own against the forces of evil, and the agencies of good government and law enforcement have found it more diffi- cult than ever before to protect per- sons and property from the aggressions of the criminal classes. We are in a period of industrial unrest, of business and social disturbance, of personal and governmental extravagance, high liv- ing cost and high taxes. A wave of crime and radicalism unparalleled in its magnitude prevails throughout the length and breadth of the land. All of these things have prompted a closer study of the problems of citizenship than ever before and business and pro- fessional men have sought to promote their study by the organization of civic luncheon clubs and many other com- mendable agencies of similar char- acter. In times of peace and prosperity and when social and economic conditions are normal, we scarcely realize that there is such a thing as government. We know that our reasonable wants are supplied and that as a rule we are justly dealt with by our fellow men, but it does not occur to us to enquire into causes and effects. It is in time of war and stress, or abnormal social and industrial conditions, or distrust and contempt of law, or the prevalence of crime and radicalism that we study the problems of statecraft and en- deavor to weigh and measure the true responsibility of participation in gov- ernment and the true relation of the citizen to the law. : A citizen is defined as a private per- son as distinguished from a public offi- cial. From every standpoint this is a sound definition as far as it goes, but it should not be understood that the status of the citizen is so private and individualistic that he owes no duties of public service whatever. Neither should it be understood that merely because we have public officials whose sworn duties are clearly defined and whose services are compensated, that all public duties and functions should be discharged by them unaided. Our public officials unaided by the rank and file of the citizens could no more succeed in fulfilling and performing the purposes of government than an MICHIGAN TRADESMAN army could successfully wage a battle without the aid of its private soldiers, or an industrial establishment could keep up its normal production without the aid of its common laborers. Any great military hero will readily con- cede that the private soldiers are the real winners of battles, and any great captain of industry will concede that manual laborers are the real economic producers, and by the same token, it must be admitted that private citizens are the real builders of good govern- ment. No government of the people can progress beyond the average edu- cation and enlightenment of its citi- zens. Ordinarily, men think of the law only in its relation to wrong-doers or as a means of settling quarrels. This conception of the law and citizenship is fundamentally wrong. The law does something more than merely fur- nish work for lawyers and courts. All unconsciously to the average citizen it is constantly and silently operating in our behalf and for our protection. We rise in the morning and go to our usual places of business and remain all day and return in the evening and sleep soundly through the watches of the night, knowing without realizing that the law has all the time been a full protection. Men sometimes boast that they have never had a lawsuit, and they feel that they have been fortunate, and all per- sons will agree that they have been fortunate, and yet in the light of our knowledge of human nature we can- not help believing that there must have been sometime in the life of any busy citizen who has escaped litigation al- together, when he has failed to main- tain certain rights which are guaran- teed to him by the law. We have heard other men boast that they have never consulted a lawyer, and again we are compelled to feel that such a man must at some time in his life have been confronted by business or social problems where the advice of a man trained in the law would have been worth while to him. We have heard men boast that they have never been a witness in court. Surely every worth while citizen must at some time in his life have known facts and cir- cumstances which would have been beneficial in helping to ascertain the truth in litigation between his friends and neighbors. We have heard other men boast they’ve never been inside of a court room. This boast prompts the statement that such a man has merely negiected a part of his civic education. It is the duty of every man to attend court occasionally, if for no other reason than to get a bet- ter knowledge of the method of in- terpreting and enforcing our laws. We have heard other men boast they have never rendered jury service. If it is meant by such a boast that they have never been called for jury service, it is a very doubtful compliment. If it means that they have evaded service after being called, it only proves that they have been slackers in citizenship. The average citizen has too little knowledge and devotes too little of his time and energy to participation in our government. We take a just pride in our country Forty-third Anniversary | Best for Retailer and Consumer PERFECTION FLOUR Best Quality Blended Flour RED ARROW FLOUR The Finest Bread Flour They get the business WATSON - HIGGINS MILLING CO. Forty-third Anniversary and it is our boast that we have the best government on earth, and yet in civic matters the indifference of the average citizen is monumental. We - frequently elect and re-elect some cor- rupt party leader to office and fail to see the economic blunder, rendering our own and the community situation more difficult and at the same time ex- erting a degrading influence upon the moral sense of the community. We frequently stand by and see unscrupu- lous individuals exploit our cities’ franchises, and again we fail to see that we are thereby imposing additional burdens upon our taxpayers and at the same time cheapening the moral self- respect of our citizens. We fail to see that clean streets, honest officials, effi- cient public service, and a_ sensitive community conscience are indispens- able foundations and backgrounds to good citizenship. It may not be gen- erally known, but the fact is, that in 1920 the census taken that year dis- closes that there were 54,421,832 men and women in the United States of voting age, and the results of the presi- dential election held that year show that only 26,657,866 persons attended the polls and actually cast a ballot for president, and that 27,763,966 persons of voting age failed to vote. It would be impossible to suggest a more strik- ing evidence of indifference to the duties and obligations of citizenship than this fact. Surely there can be no high ideals in popular government when less than half of those who are eligible actively participate in the exercise of the bal- lot. Surely there has not been an ex- pression of the popular will in the choice of men and measures when the affirmative vote is frequently only a fraction over 25 per cent. of the eniire electorate. It suggests the ease with which an organized minority may con- trol and dominate the policies of an unwilling though indifferent and ques- cent majority. That fact suggests the further possibility that many of our civic ills can be traced to an active, well organized, although selfish and arrogant minority. There can be no doubt of the intelligence of American ciizenship, or of the soundness of public opinion, or of the fitness of our people for self government. There is, however, grave doubt whether the choice of men and measures through the exercise of the ballot expresses the average intelligence of the people, or whether public opinion is accurately reflected. It may be that the voting minority includes a larger number of the uninformed and a relatively small- er number of the intelligent, educated citizenship. We are still in the period of recon- struction following the disturbing in- fluences of the world war and we are s‘ill wrestling with the numerous prob- lems which always follow in the trail of every great conflict. Our own country is less disturbed than any oth- er country which participated in the war, and yet these influences have tended to break down the forces of righteousness and have produced in a measure a contempt for law and con- stituted authority. A very large number of our citizens MICHIGAN TRADESMAN have the false notion that they should respect and obey only those laws which they approve and that they may con- demn and defy those which they dis- approve. False notions of personal liberty are entertained, which amount in their last analysis to unbridled li- cense. John Jay, the first Chief Justice of the United States, on April 4, 1790, and before that court had ever heard or decided any case, and while the Chief Justice was sitting and holding court, as he then had a right to do, in the New York circuit, made the following declaration concerning civil liberty in its relation to prosperity and stability of government: “It cannot be too strongly impressed on the minds of all how greatly our individual prosperity depends on our national prosperity, and how greatly our national prosperity depends on a well-organized, vigorous government, ruling by wise and equal laws, faith- fully executed. Nor is such govern- ment unfriendly to liberty—that lib- erty which is really estimable. On the contrary, nothing but a strong government of laws, irresistibly bearing down arbitrary power and licentious- ness, can defend it against those two formidable enemies. Let it be remem- bered that civil liberty consists, not in a right to every man to do just what he pleases, but it consists in an equal right to all citizens to have, enjoy and do, in peace, security and without molestation, whatever the equal and constitutional laws of the country ad- mit to be consistent with the public good.” There is no lack of provisions under our Federal Government or of the government of any of the states of the Union to guarantee and even enforce the good behavior of our citizens and yet it must be acknowledged that the best guarantee of good behavior lies in respect for law and reverence for the authority which declares the law. Governmental institutions must rest for their financial security upon the self-restraint of those who love liberty too much to destroy its essential foun- dations. Archbishop Hooker once said: “Of law it cannot be less acknowledged than that her seat is in the bosom of God, her voice the harmony of the world. All things in Heaven and earth pay her homage, the very least as feeling her care, the greatest not ex- empted from her power.” Large numbers of our citizens are moved by a desire to get rich quickly by short-cut methods rather than the old-fashioned means of slow accumu- lations and conservative investments. Worthless stocks find a ready sale, while Liberty bonds are selling below par. It is less than a year ago that fifty brokerage firms failed in New York City, due to the fact that they were speculating on margins. James A. Devine, Secretary of the State Or- ganization of Building Associations, says that there is one billion dollars face value of worthless stocks held by the pepole of Ohio and that 500 millions of worthless stocks are sold (Continued on page 58) 51 COLD STORAGE Merchandise and General Warehousing CWT od Wholesale BLUE GRASS BUTTER CHEESE PRODUCE EGGS FRUITS Cw od KENT STORAGE COMPANY GRAND RAPIDS, MICHIGAN C. W. Mills Paper Co. 204-206 Ellsworth Ave. | Block South and | Block West of Union Station GRAND RAPIDS MICHIGAN DISTRIBUTORS FOR Certainteed and S. P. C. Co.’s Roofing, Ohio Blue Tip Matches, Ohio Fabric Tires, Mansfield Cord Tires, Coleman Lamps, Magic Ice Cream Dishes, Burts Drinking Cups, Reach Sporting Goods. JOBBERS OF Wrapping Paper, Paper Containers, Crepe Paper, Toilet Paper, Paper Napkins and Towels, Woodenware, Cordage, Clothes Lines, Brooms and Brushes, Printed Sales Books, Gloves and Mittens, Hosiery, Pipes, Purses, and many other specialties. OUR AIM Is To Serve and Help the Retailer To Succeed. Unless We Succeed In This—We Will Not Be Successful. 52 MARSHALL FIELD & CO. RULES Brief Synopsis of Regulations Gov- erning Employes. Rules of the Marshall Field store in Chicago are embodied in a well print- ed little book of forty pages. It starts off with this introduction: - “The object of these rules is not to abridge the rights of any one, but to point out the path which we believe it is wise to follow. The man who is traveling over unaccustomed roads is grateful for the guide-post which points the way to his destination. He never complains when the sign at the cross- ing tells him to go the uphill way, because he knows he is on the right road. “The spirit is the important part of any rule. By understanding the wis- dom and necessity of this or that rule, we grasp its meaning and see the rea- son for its existence. No rule seems hard or exacting when we are con- vinced that it is wise—worked out from experience, made necessary by existing conditions. “Back of these rules, we wish you to see our earnest desire to conduct this great institution in the most har- monious manner; to give the benefit of long experience; to save you the retracing of unguided steps; and to help you grow in the knowledge of those sound business principles which will enable you to become a credit to yourself and to the house.” The rules first set forth the hours for business—8:30 a. m. to 5:30 p. m. “Tt is essential” say the rules “that we be thoroughly equipped for business at every minute of the day. To that end we must insist that as far as possible you be punctual in attendance.” The book says that the store is in hearty sympathy with the law of Illinois which limits the hours of la- bor for women to ten a day. If for any reason any of the women em- ployes must remain in the store after 6 p. m., a special permit must be ob- tained from the management. Those who are required to stay after 6 p. m. shall not be required to report for work until noon the next dav. Here are a few of the more interest- ing rules, selected from the book: Whenever it is necessary for you to be absent you will first make arrange- ments with the section manager or as- sistant. If you are absent through some unforeseen cause, you will com- municate with the section by telephone or otherwise, giving the cause and probable date of return. Upon returning to the store, report to the floorman or person assigned to check up your time, who will see that an absence report is properly filled out, signed and sent without delay to the Timekeeper’s office, third floor; if the cause is personal illness and you have been absent three days or more, the signature of the house physician will also be necessary. The timekeeper will deduct’ full time for any absence indicated on the time-clock and un- accounted for by an absence report. This rule does not apply to “special” employes. : When leaving the store during busi- ness hours, except for luncheon, you MICHIGAN TRADESMAN manager or assistant and have it coun- tersigned by a floorman. For stock boys or stock girls, the signature of a section manager or assistant is suffi- cient. Never leave the section on any ac- count without informing the floorman. Such leave means permission to be absent from the section for a sufficient length of time to carry out the thought for which it was granted, and you will return as quickly as possible. You will not allow your friends to consume your time by visiting with you; and you will spend as little time as possible in the washroom or else- where from the section. Books and papers others than those relating to the business must not be read during business hours. Letter writing, while on duty, cannot be al- lowed when the letters do not relate to the business of the house. You will have your personal mail sent to your home address. Personal shopping must be done, for the most part, before 10:30 a. m. and after 4 p. m. When it seems neces- sary to make purchases at other than these prescribed periods, your section manager or assistant will allow you to explain why and then issue a special green shopping card or not, as seems best in his judgment. A vacation of two weeks with pay is allowed during the summer months to regular employes working on fuli- time schedule, providing they began in the house on or before July first of the preceding year. One week with pay is allowed to those who began on or before the second of January preced- ing. This rule does not apply unless the employe expects to remain with the house, as vacations are given to prepare employes by rest and recrea- tion, for the more strenuous business months that follow. ___ Items Which Cut Into Net Profits. One of the most troublesome prob- lems now before the executives of de- partment stores all over the country is to find some way of increasing net profits. Under the stress of modern competition, and with the steady growth of service features piling up the cost of doing business, the point has been reached where the net returns of numerous stores are by no means commensurate with the time and ef- fort, not to speak of the money, that are put into these enterprises. Theoretically, the desired end can be reached through increasing sales volume and reducing expenses, but this is not so simple as it might seem. It has been found by more than one Store that constant forcing of sales volume has been offset to no small ex- tent by an increased overhead result- ing from this forcing, so that the final result, as indicated by the net profits of the business, has scarcely been worth the trouble. The secret of swelling the net would seem to lie in fostering a normal increase of sales from year to year, at the same time analyzing carefully the various costs entering into the overhead and paring these costs in every possible legitimate way. Laying aside the question of sales volume, if an executive or group of executives starts analyzing business costs with a view of reducing them wherever possible, where shall a start be made? The answer is, anywhere. Take, for example, the question of stocks. While this sap to net profits does not exist now to the extent it did even a few years ago, due to the so- called hand-to-mouth style of buy- ing, it is a fact that interest charges on a too large stock, especially if that stock is carried for any length of time before its ultimate disposal, will in themselves put a decided crimp in the net profits of the business. Present- day competition has put a limit on the extent to which expenses of this kind can be put on the shoulders of the customers by way of increased selling prices, and the stores are finding it more and more necessary to bear for themselves the cost of errors they make. Let a store for instance, have an average stock throughout the year that is $500,000 larger than is neces- sary for the volume of business done and right there is an interest item of $30,000 to be taken care of somehow. The remedy for such a situation, while it may be somewhat difficult to ap- ply, is none the less obvious. The topheavy stock situation is particular- ly in need of curing if a good part of the surplus merchandise is of the “sticker” type, particularly in jewel- ry, furniture and other things that run into big money quickly, and on which interest piles up rapidly because of this. Another source of depletion of net profits due to leaks or inefficiency is the advertising department. Probably in no other part of the store is it more difficult to determine leakages or to run them down. Merchandising au- thorities are agreed, however, that the store which spends a large part of its appropriation trying to correct its mer- chandise errors is wasting money. This is not because that type of advertis- ing has long since lost its appeai to the customer. Nowadays a customer desires a store to tell her what it has that she may want to buy, not what the store thinks she should puy. There is also the loss of net profit that arises through the cost of inef- fective advertising. Sometimes this is the result of inability on the part of the advertising staff, but more fre- quently it results from lack of co- operation between the buyers and the advertising department. Usually it is due to the inability or unwillingness of buyers to give the proper assist- ance in building up an advertisement that tells the story it is supposed to do, and not infrequently it is due to the attempt of some buyer to “pass the buck” at the expense of the advertis- ing manager and his assistants. In care instances, however, does this hap- pen in any really progressive store, large or small, for in these establish- ments the view was long since aban- doned that the advertising department is a necessary evil and that it is not to be taken any too seriously. Another of the more or less intangi- ble sources of detriment to net profits lies in the selling employes, particular- ly those who are either unable proper- ly to do what is expected of them or who have not properly been taught the routine of their jobs. Aside from the question of lost sales, there are several types of employe errors that not only cause annoyance and loss of good-will on the part of the customer, but which are a source of direct loss to the store. Even so simple a thing as a misspelled name or an incorrect ad- “soldiering.” Forty-third Anniversary dress plays a part in denting the net return for the year. Although, in a general way, these things are provided for in the overhead, no store can tell with any degree of accuracy just how large an allowance should be made. In every store of any importance it is possible for the executives to check up on the salaries of sales persons and see if the latter are making a proper return, in the form of sales, on the in- vestment in them. With non-selling employes, however, it is exceedingly difficult, if not altogether impossible in many instances, to tell if they are earning the wages paid them. The result, if the direction of these em- ployes is not what it should be, is This means the hiring of more employes than are really neces- sary to do a given amount of work which, in turn, means increased ex- pense and a lowered net profit. Strik- ing a happy balance in the number of non-selling employed required by a large store, incidentally, is not a sim- ple matter. Indiscriminate selling at special em- ployes’ discounts is a somewhat infre- quent and, perhaps, not very important cause of lost profits, yet it is one of the factors which contribute to a low net return in some instances. There are known cases of “his sisters and his cousins and his aunts” being sold at the special discount as well as the employe himself. In such cases it is not difficult to picture a slump in profits. One very fruitful source of decreas- ed profits is the use by a store of many different things when a few standard ones would do. These range all the way from tiny price tags to the large and elaborate forms used by many stores for inventory purposes, and from bags used for “wrapping” small articles to the large boxes in which ready-to-wear garments are de- livered. The whole question of store supplies and the savings that can be effected by standardization and elimination has only in recent years been receiving the attention that it rightfully deserves. An estimate of the average cost of store supplies places it between 7 and 8 per cent. of the entire overhead, so it is obvious that in the case of a large store considerable money can be saved if this item can be reduced. Some very important savings have been effected by co-operative purchas- ing of standardized supplies by prom- inent stores located in different cities, and similar savings might be made by merchants in actual competition if they were farseeing enough to confine their “dog eat dog” tactics to the actual selling of merchandise and_ service. The proof of this is the success which is being had with a co-operative en- graving plant that has been in oper- ation in an Eastern city for some time. In this case the stores forgot com- petition for the mutual good, and there is little reason why this idea could not be extended in scope and copied with profit by stores in other cities. —— 7. Any education which does not teach a man to work is a poor education, sanneaainneeicen Riera Forty-third Anniversary MICHIGAN TRADESMAN Le SU EU PUELUPELCLO ELLECOO OL TEE EEE Eee eee i Ht rr trl ad | | Me erie res A ON Mi NIH of try | ve ream nu ie rH NRG} i! ON AT a a ae Mature judgment, broad experience and complete facilities for special investigation and research are always at your command. Fenton .Davis & Boyle CHICAGO GRAND RAPIDS DETROIT Russell§J. Boyle, President i=, rd) al FTE Toe = fi 56 THE SPENCERIAN SYSTEM. Was Introduced By Its Founder. American handwriting is on a down- hill slant. The hasty American scrawl has become notorious. Gone is the delicate, evenly shaded script that was the pride of our ancestors; and as for “flourishing,” it is a lost art. Pen- manship has fallen far from the lofty standards of grace and “elegance” set by Platt Rogers Spencer, the man who taught America to write—originator of the famous Spencerian “hand,” and the man for whom Spencerian pens were named. And now—as if typewriter, multi- graph, mimeograph, addressograph and telephone had not done enough— educators are proposing to banish the present style of handwriting alto- gether. In its place they plan to teach the rising generation a system of printing, executed with a broad pointed pen in the manner of the medieval monks. If they are success- ful (and already experiments in cer- tain schools have shown that the idea is practical), penmanship in the best American tradition, the tradition es- tablished by Spencer, will definitely take its place with spinning wheels and goosequill pens. One hundred and twtnty-five years ago, on Sept. 7, 1801, when type- writers had not yet been thought of, Platt Rogers Spencer was born, on a poverty-ridden farm in the little set- tlement of East Fishkill, Dutchess county, N. Y. The century and a quarter that has passed since then has seen the triumphant rise and ignom- inious decline of the art of penmanship in America. But up to the present day the principles Spencer advocated have held their place among innumerable succeeding systems of writing. He taught his first writing class when he was 14 years old, in a one- room log schoolhouse in Ohio, where he was a pupil. That was in 1815. In 1850 Spencerian copybooks were spread over the entire country, and half a century later the Spencerian system was still popular. Spencer, who was probably the finest penman in the “grand manner” Amer- ica ever had, started life as the eleventh and youngest child of a poor, up-State New York farmer. His father, Caleb Spencer, was a native of Rhode Island and had fought in the Revolution. It may have been de- spair at the increasing size of his fam- ily, or a post-war let-down, or just the customs of this time, but Caleb Spen- cer developed a weakness for the whis- ky jug. In 1806, when Platt was 5 years old, his father died of hard work and hard drinking. Widow Spencer was of sterner stuff. Before her marriage she had been Jerusha Covell of Chatham on Cape Cod, and possessed the courage and common sense that go with Down East ancestry. She sold the farm in East Fishkill and moved her family across the Hudson to the sparsely settled community of Windham, in Greene county, New York. How It In spite of her labors as the man- ager of a farm she took a keen inter- est in developing the minds of her MICHIGAN TRADESMAN children, passing on to them the fruits of her own. scanty education. When Piatt first began to form letters with charcoal on a board she recog- nized his ability and encouraged him in his writing. Up to the time he was 7% years old, the boy had not had a sheet of paper. What little paper the Spencer family possessed was too valuable for him to waste in experimenting with pen and ink. One day he was able to earn a penny and with it he decidd to fulfill th wish of his heart. He entrusted the penny to a lumberman who was making a trip in to Catskill, twenty miles away and commissioned him to purchase there a full sheet of paper. Bedtime came and the lumberman had not returned. Full of apprehension, Platt was at first unwilling to go to bed. Finally, he revealed the secret to his mother, who comforted him and promised to take great care of the paper if it should come when he was asieep. At midnight the lumberman knock- ed at the farmhouse door. From in- side his shirt he drew forth the sheet of foolscap, rolled up and tied with a piece of black thread; it was wrinkled from the journel and the heat of his body. The widow took it and thanked nm. Next morning she gave it to Piatt. The small boy was bitterly disap- pointed in his first attempt to write on paper. The soft point of the goose- quill he used for a pen responded to his shaky, inexperienced fingers by dropping ugly blots of the oak-gall ink. For fear of spoiling all his paper, he ceased before the sheet was half coy- ered. At that time Western emigration was in the air. The war for independence well out of the way, the Pioneer in- stincts of the people grew active again. In 1806ithe first canvas-topped Cones- toga wagons, laden with household furniture had trailed across the Alle- ghenies into the far West of Ohio, at that time called the Western Reserve. Finally Widow Spencer came to a brave decision. She consulted with her older sons. Preparations for sell- ing the farm, hiring a covered wagon and pushing on to the Western wilder- ness were begun. In 1810 Platt Spencer travleed West- ward with his mother, brothers and sisters. After many days of slow, difficult going over roads where mud, rocks and stumps combined to dis- courage emigrants, the Spencer family arrived in the Western Reserve. They halted in the forest at a little collection of log cabins the beginnings of the town of Jefferson in Ashtabula county, Ohio. There it was decided they should settle. In this pioneer settlement Platt grew up, helping on the farm in the summer and in the winter combining household chores with reading and writing. Paper was unprocurable, but he wrote in the snow and on the sand; with charcoal on the floor. The traveling cobbler who visited each farm in the winter to make a year’s supply of shoes for the family. left the boy his chalk and let him wrne on the large pieces of sole-leather that were waiting to be cut up. The fam- Forty-third Anniversary Mechanics Trus' Co., Harrisburg, Pa. rs NACHTEGALL MANUFACTURING CO. GRAND RAPIDS, MICHIGAN e Store, Office and Bank Fixtures “LMM ddd ddd dddddddddddttEEZZZZEZZZZZ. LMLIULILL LLL LLU LLL Lhd ddl EZZZZZ “Mansfield”? Double Palm CANVAS GLOVES Dependable-- Wear Twice as Long Each pair is branded “Mansfield.” We brand and guarantee this glove absolutely, so “‘Mans- field” Double Palms have to be right’ Made Knit Wrist, Gauntlet and Band Wrist. dozen is boxed in card board container. tails for 25c, 30c and 35c. Jobbers everywhere. Each Re- Distributed by Manufactured Exclusively by Tue Onto Textig Propucts Co. MANSFIELD, OHIO iisidddde LAbddddbddddddddddddteseCCACOAAELEEEZE, ddddddddddddiddsdbddiLiemecencenccecececccccahADE LLMMMA MALL LLL, Forty-third Anniversary inca gn seas neeeniecenee MICHIGAN TRADESMAN 57 ily was proud of his skill and, as a special treat, on Sundays his mother allowed him to write her tavorite Scripture texts in ink on the flyleaves of her precious Bible. When Platt was 12 a district school was opened in Conneaut, ten miles away. It was only a one-room log cabin. A broad stone fireplace pro- vided heat; slit logs were used for desks. A young Vermont Yankee was the schoolmaster. Platt walked the ten miles to and from school threugh- out the winter. He was not a particularly sociable youth, and being serious-minded he partitioned off his desk in one corner, where he devoted much time to his beloved writing. The schoolinaster soon discovered this pupil’s bent and kept him occupied furnishing copies of lessons for the school, textbooks being expensive and very difficult to procure. Spencer himself walked twenty miles barefoot in the late fall to get a copy of Daboll’s Arithmetic that he had heard was for sale cheap. On the way home he slept in a barn, as he was too bashful to ask for lodging, and his only food was a raw turnip. During his third winter he taught his first writing classes in the log schoolhouse. When summer came he ended his school career to become clerk and book-keeper in a_ general store. Those three winters of school- ing were all the formal education ne ever had. It was through his own efforts at study that he was able, in 1821, to become a schoolteacher, and later a college professor. He was largely instrumental, as well, in found- ing the business colleges of the United States and in promoting their growth and development. When he was 22 he contemplated entering college, with a view to pre- paring for the ministry. But he reck- oned without his ancestry. A taste for liquor, jinherited from his father and aggravated by the _ prevalent drinking customs, was too strong for him. He failed to pass the entrance reuirements. If Spencer had not been a hard drinker, the course of penmanship in the United States might never have felt the influence of his brilliant pen. When the ministry was closed to him he turned to teaching handwriting and traveled through Ohio from town to town and even from farm to farm, gathering pupils around him. William Gaskell, a popular and clever penman of the 80s, whose work was derived directly from Spencer’s, gave an interesting sketch of the pioneer’s early achievement. He wrote: “Spencer, the originator of the Spencerian system, was, without doubt the most successful itinerant of his time. Wherever he went he was sure of a large and enthusiastic school. His manner of advertising was peculiar, all his ‘bills’ and ‘posters’ being done by himself, in his own hand and placed in conspicuous positions in stores and other places of resort on winter evenings. “Spencer was an earnest, faithful teacher, a true friend and a chiro- graphic genius. Thoroughly in love with the art he taught, he never failed to impress upon his pupils its import- ance and its beauties. Long before the publication of anything ‘Spencerian,’ he had become famous. His arrival in a village was heralded as the event of the year.” If ever a man was born to the pen it was Spencer. He did not follow rules, he made them; and the versatil- ity of his imagination was the despair of those who imitated him. His brain was particularly fertile in the invention of varying forms for the same letters. One of his speci- men sheets shows the capital letter S written in ten different ways, all simple, graceful and legible. Beyond simple handwriting Spencer was a genius in the fascinating art of “offhand flourishing.” This was the use of the swinging. pen stroke to create swans, eagles, stags and palm trees, full of intricate shaded lines and swirls. The ability to make these drawings and designs flow from his pen increased the admiration in which he was held by his contemporaries. He believed, however, that “flourish- ing” of this sort was a separate art and rarely introduced it into his c»pybooks for the purpose of “showing off,” as did many less talented penmen who came after kim. In 1832 temperance hit Ohio and Spencer became a_ total abstairer. When it became definitely known that he had reformed, popular approval took shape in his election to the office of Treasurer of Ashtabula county, an office he held for twelve years. Spencer published his first copybook in 1848, long after his fame had spread through the East and Middle West. The volume was tremendously popu- lar and firmly established Spencer’s fame and fortune. Penmanship be- came the study of the Nation and Spencerian copybooks could not be published fast enough to meet the de- mand. He traveled about the United States teaching and lecturing. Finally, the man who has failed to get into college as a student because he drank accept- eda call to Electric Institute at Hiram, Ohio (to-day Hiram College), as pro- fessor of penmanship. While he was there a poorly clad, self-taught farm lad came to the college as a student. He supported himself by ringing the college bell and sweeping out the buildings. He studied under Spencer and later in life wrote a letter to one of Spencer’s sons praising his father. The letter was signed “James A. Gar- field.” He died on May 6, 1864. Business colleges throughout the country draped his portrait in black, and former stu- dents wrote encomiums in their best Spencerian hand. Then the latent jealousies that had grown up between the teachers of Spencerian and the newer systems of penmanship sprang into fierce activity. Spencer’s sons published a pamphlet claiming that Spencerian was the real, though unacknowledged, basis of all succeeding systems, with covert refer- ences in particular to the copybooks put forth by Payson, Dunton & Scrib- ner. Somehow the latter secured ad- vance printer’s proofs of the pamphlet and immediately published one entitled apes fea] A FEW FACTS FOR & INVESTORS TO REMEMBER 2 o> > cw ee) Me a be re ee! 1—Responsibility and experience are the ( fundamental requirements in a relia- | ble investment banking house. @ > 2—A. KE. Kusterer & Co. devotes its time (jj strictly to buying and selling invest- 4 ment securities. 3—No other business of any nature claims any of the time or effort of this organ- G ization. (ws) 4—For almost fifteen years this has been f the unvarying policy of the Kusterer {fj interests. ej 5—A. KE. Kusterer & Co. has ample finan- ch cial resources to conduct an investment | banking business. ft a) 6—To give efficient and courteous service b to every client is a primary aim of this ty institution. i) ; i A.E.KuSTERER & Co. INVESTMENT BANKERS AND BROKERS 205-217 MICHIGAN TRUST BUILDING DIAL 4267 MAIN 2435 I-BEAMS, H-COLUMKS, CHANNELS, GRAND RAPIDS STEEL & SUPPLY COMPANY BAR ANGLES STRUCTURAL ANGLES, e ROUNDS, SQUARES, FLATS, BANDS, REINFORCING PIPE, CULVERTS, GALV. SHEETS, Warehouse and Fabricators BLUE ANNEALED SHEETING 21 SOUTH MARKET AVE. 58 “Payson, Dunton & Scribner’s Refuta- tion of the Absurd Claims of the Spencerian System to Originality.” The fight was on. Every one be- gan to accuse every one else of steal- ing his system of penmanship and all tried to discredit Spencer. Then the indefatigable trio, Payson, Dunton & Scribner, dropped a bomb in the Spen- cerian ranks by announcing that Platt Rogers Spencer’s famous lecture on the art of writing had been largely “cribbed.” The bitter truth was that Spencer, like many another man who has had to speak on a historical sub- ject, had gone to the encyclopaedia for help and copied a goodly portion of his lecture verbatim. It was a knock-out blow and would have meant the finish of a less original and forceful genius than Spencer. The implied slur on his integrity, however, brought thousands of former students to his support, Garfield, from the House of Representatives, wrote: “I knew him intimately for many years and always admired his enthusiasm and originality.” | Spencer’s name and fame were upheld—Wm. H. Wells in N. Y Times. —— 7+. ___. Union Persuasion. John Goytan worked for the Enter- prise Foundry at San Francisco. He had a little home, a young wife, a seventeen months old baby. He was earning good wages and happy; he had improved his time and worked up to be foreman. Another baby was ex- pected and he was pleased that he had a good job and that the future looked secure. Then along came the union delegate and the picture shifts. He ordered Goytan to join the molders’ union. Goytan couldn’t see it; it did not seem sensible to trade his job and the contentment it was bringing him for a card which would throw him out of employment and had only a fictitious value. John knew something of union methods and was on his guard, never- theless, on his way to work July 8, the hired gunman which all unions keep on their payroll shot him dead. —~+22—___ Most men will view with alarm the proposal of the Retail Millinery As- sociation of America to develop hat consciousness among women. The milliners declare that the hat a woman is wearing this fall must indicate where she is going or where she is coming from. The result is to be ob- tained by insisting on a special form of hat for each of the various things in which women are interested, and the preference will be for higher crowns and broader brims. Doubtless it will puzzle the average man to distinguish between a tea hat and a matinee hat, but the higher intelligence of women will enable them to determine that point at a glance. The problem of storing such hats is likely to become serious. A group of large hat boxes scattered about an ordinary apartment in this city will make navigation at home as difficult for men as it is now in the streets. Five hundred years ago the Venetian Senate was compelled to pass a law limiting the number of gowns a woman might possess. We may yet have to pass a law limiting the number and size of hats. MICHIGAN TRADESMAN OBLIGATIONS OF CITIZENS. (Continued from page 51) throughout the United States every year. Ponzi of Boston, Bischof of Chicago, Lindsay of New York, Kirby of Cleveland, Cassie Chadwick of Oberlin and Dollings of Columbus, have in turn swindled the people out of millions, and yet no lesson has been learned. lt is estimated that more than two billions have been invested by the peo- ple of the United States during the past four years in German marks, which have been proved to be worth- less. The German government has been enriched to that extent, and yet this costly experience has apparently taught no lesson. A bank cashier of Springfield, Ohio, embezzled a million dollars from a single institution and was able to escape bank examiners for a period of years before he was finally spent in prospecting for every dollar discovered. It is estimated that $2 is of returns in oil production, and though this fact is well known there is no difficulty in selling worthless oil stocks to the people of this generation. We have stringent blue sky laws to prevent fraudulent transactions in the sale of securities, and although our public officials are making strenuous effort to enforce these laws, it has been found that the trouble lies deeper, and that the remedy can only be found in the changed character of the people. The divorce evil has assumed alarm- ing proportions and one divorce is now granted for every seven marriages in the United States. In the State of Nevada there are more divorces than marriages. Throughout the United States the number of divorces has in- creased 20 per cent. during the last six years, while during the same per- iod the number in England decreased 33 per cent. If this rate of increase should continue in the United States for the next sixty years the number of divorces would be equal to the number of marriages. One divorce is decreed on an average of every four minutes in the United States. In the State of New York, a judge granted forty-one divorces in one day, and a judge at Houston, Texas, not to be outdone by New York State, estab- lished a record of granting 212 divorces in six hours. This record was made by submitting to the entire class of applicants a questionnaire and then granting the papers in much the same manner as college students’ test pa- pers are graded. Evidently the ques- tions were not difficult, because all applicants received a passing grade on won the prize of liberty from one entanglement and the opportunity to immediately try another. Crime has increased to an alarming extent. In the United States 9,500 homicides were committed during the year 1922; throughout England and Wales only 63 homicides were com- mitted; throughout France only 585. In the United States, out of a total of 9,500 homicides. only ninety-four murderers were executed. During the year 1921 there were eighty-three lynchings; during the year 1922 there were sixty-one; in 1923 only 32. This reduction is due not so much to a moral awakening as to the alarm in the Southland over the emi- gration of negroes to the North and a wide-spread propaganda for more and better justice in favor of the colored race. The records show that forty-six other lyunchings were narrowly pre- vented by the authorities in 1923 and that in only eight cases out of thirty- two was any attempt made to punish the members of the mobs and only two persons were sent to the penitentiary. In the city of Greater New York there were 2,600 burglaries and only 329 convictions. As an example of the greater efficiency in the adminis- tration of criminal justice, it is report- ed that in England and Wales there were 115 burglaries and 115 convic- tions. The speed laws are disregarded on every hand, as a result of which there are more than 14,000 deaths annually by automobile accidents and more than 100,000 lesser injuries. From all causes there are more than 75,000 acci- dental deaths annually in the United States and probably more than 500,000 lesser injuries. Legislators have sought to meet these problems by increased legisla- tion until we have reached the point where an average of 15,000 new laws are enacted annually in the United States. Cities and villages throughout the United States create more than 200,000 new ordinances each year. It is estimated that in the 134 years of the organized government of the Unit- ed States more laws have been passed by Congress and by the states and by the cities than in all the rest of the world in 6,000 years. It is estimated that it would require one-third of a lifetime for any man to read the laws especially applicable to him and that it would require any lawyer three years of time to read the decisions rendered by the courts of last resort throughout the United States during a single year. In the year 1923 more than 26,000 de- cisions of courts were published con- taining more than 275,000 pages of printed matter. It is estimated that this is a larger volume of reading mat- ter than any lawyer could understand- ingly read in four years of time. It is apparent, however, that many reforms cannot be compelled by law and that they must come through the changed character of the people. They cannot come alone through agencies of government, but must come through the moral and intellectual training of the people. They must come through the influence of the churches, the schools, the Christian homes, the news- papers, magazines, lectures, good liter- ature and through the scores of civic organizations which have been organ- ized throughout the cities and villages of our land. A distinct encourage- ment is found at this time in the rap- idly growing numbers of civic organ- izations of men and women whose Purpose and thought is to give closer study. to the problems and obligations of citizenship. These organizations have their separate mottoes, but it is ; suggested that there is one common Forty-third Anniversary motto which should be kept in mind by each and all, to-wit: to keep ever present before the eyes of the Nation the purpose and faith of the founders. Citizens may be compelled to do right, but the real remedy for our present problems is to teach them to desire to do right, and this must come about, not through compulsory obedi- ence to law, but through voluntary re- spect for law, and reverence for the authority which declares the law. Carrington T. Marshall, Chief Justice Supreme Court of Ohio -_—-_2o.2- o> The proper treatment of convicted criminals is as much a subject for dis- cussion to-day as it has been for a score of years. Recently the number of violent crimes has led many persons to advocate a return to the drastic methods that formerly prevailed in our penal institutions. Not a few urge the restoration of the whipping post as punishment for certain crimes. On the other hand, there is no falling off in the number of philanthropists who contend that crime is merely a disease and should be treated as other dis- tempers of the mind. The solution of the problem lies midway between these two extremes. At the annual meeting of the American Prison Association in Pittsburg William G. Shepherd read a paper which is worthy of further con- sideration. He pointed out that the State prisons throughout the country are becoming pleasure resorts and that the inmates are often provided with luxuries at the expense of the State, while their families suffer in dire need. As a practical reformatory measure Mr. Shepherd suggested that a sen- tence would make a greater impression upon the prisoner if it compelled him to earn a certain amount of money at labor before he could have his free- dom, thus forcing him to earn his own living just the same as though he had never been convicted. There is much to be said for a plan that makes the time allowance of a con- victed felon depend more upon his in- dustry than upon his professions of reform. ——_2+--.___ For the present, at least, Soviet Russia seems definitely to have aban- doned any hope of that world revolu- tion with the dreams of which the Red leaders used to entertain themselves and their followers. Stalin’s recent victory over the Trotzky group car- ried with it the definite abandonment by the Soviet of international propa- ganda. Having failed flatly with its Proposal to have the rest of the world adopt its peculiar ideas of government and economics—and that, too, in the face of its own living example—it now seems evident enough that Russia is Swinging back to conservatism. The country finds it rather difficult to get along in a world where the hated cap- italistic system, instead of being un- dermined by Soviet Propaganda, is more firmly entrenched than ever. In other words, Jim is beginning to real- ize that he is out of step and that in- stead of trying to make everybody change feet he must make the change himself. —_~2+-___ Wind against bare masts does little good, Sy aA te ala Nisin a RR deals Forty-third Anniversary MICHIGAN TRADESMAN 59 MICHIGAN SUGAR COMPANY A MANUFACTURERS OF PIONEER BRAND SUGAR A GUARANTEED FOR CANNING AND PRESERVING USE : Grown by T Michigan Farmers A SAGINAW MICHIGAN SUNDAY SELLING. © Pennsylvania Grocer Delivers Smash- ing Blow Against It. One of the live retail grocery firms of Washington, Pa., is the Paul Gro- cery Co., Inc., which in every way open to it, exerts an educattonal in- fluence upon the public life of the town. For instance, Sunday been under discussion in Washington, Pa., and the Paul Co. took an active part, running a series of advertisemente on Sunday closing over its own name. that constituted some of the stronges blows against the Sunday opening « i grocery stores which have ever bec ; delivered. Copies of four of these 2 vertisements are reproduced: Proper Sunday Observance. We may not all be of exactly the same opinion when it comes to some of the smaller affairs concerning ex- actly the last detail in proper Sunday observance. But we feel quite sure that all who have any interest in the church and what she stands for will agree on the following: That. it is :absolutely unnecessary for stores to be open on Sunday to sell such items as groceries, meats, tobac- co, cigars, dry goods, cigarettes, shoes, clothing, ice cream, hardware, auto- mobiles, gasoline, tires, bread, candy and many other items too numerous to mention. There is absolutely no excuse for not being prepared with the necessities of life during the six legitimate shopping days. Stores are open on Sunday because it is profitable. If there were no buyers there would be no stores open on Sunday. Paul’s Associated Stores. How Do You Spend Your Sunday? What are we coming to? What is going to become of the church? These and many other questions are passing through the minds of the ministers, the church-going people, and yes, many of the folks who neglect the church are beginning to think seriously about it. closing has The time has arrived when it is necessary to stop and think, and seriously. Are you planning to go early Sun- day morning on a motor trip that will carry you 100 miles from home, from church and from rest, or are you plan- ning to go to Sunday school and church in the morning, and possibly take a short motor trip in the afternoon and reserve enough time during the day to talk to your family, to get bet- ter acquainted with them, and take that much needed rest? There is only one thing in this world that we cannot get along without, and that is the church. You can take any other thing out of any person’s life, and they will manage to get along, but take the church away, clear out of existence, and we could not exist. What then should we do? We should not only support the church, but we should attend the services reg- ularly. Paul’s Associated Stores. Sunday Observance! What About It? The time has arrived when it is MICHIGAN TRADESMAN necessary for each and every one of us to stop and give serious considera- tion to this one thought. There are in the city of Washington and on the outside adjoining the city a number of stores that make special arrangements for Sunday shoppers. This is a direct violation of city or- dinances and also the law of God. We close our doors and a great ma- jority of other merchants do the same, and we try to be law-abiding citizens. The reason the stores that are doing it now stay open on Sunday is because the buying public makes it possible. If there were no buyers there would be no stores upen. We do not refer alone to grocers and fruit merchants. We mean every line. Why should it be necessary for us to buy gasoline, tires, oil and, in fact, every item usually carried in a first- class garage? Why should we depend on the drug store for dozens of items that are not classed as drugs and most certainly are not classed as a necessity? Why should it be necessary for us to wait until Sunday to buy candies of al! kinds? “he reason for all this is that we g =: little concern to the day, but ac- cept it as a matter of fact day, coming once a week as all other days do, and the one day that most of us are privi- leged to stay away from our places of business, while a few prefer to remain at their shops or stores and make that additional profit. There is, or should be, proper city regulation to make our Sunday what it is intended to be. One class of folks respect the law. For the other class let us have laws with teeth and then let the proper officers enforce the laws or elect ones that will do so. Paul’s Associated Stores. Sunday—What It Is Not For It is not for the selling of groceries, It is not for the selling of meats. It is not for the selling of candies. It is not for the selling of hardware. It is not for the selling of clothing. It is not for the Selling of auto- mobiles. It is not for the selling of gasoline. It is not for the selling of accessories It is not for the selling of tobacco and cigars. It is not for the selling of soft drinks, It is not for the selling of fruits. It is not for the selling of real estate. It is not for the selling of insurance. It is not for the selling of live stock. It is not for the trading of horses, It is not for the trading of automo- biles. It is not for the baking of bread. In short, it is not ‘for the selling, trading or bartering of anything that is not an absolute necessity. See next Saturday’s papers what Sunday is ‘intended for. Paul’s Associated Stores. As propaganda for a good cause this paid and as advertising for the Paul Stores it paid, at least that is what Lewis M. Paul, treasurer and general manager, claims. He says: “I have had hundreds of personal comments on the stand which we ‘had taken on the Sunday observance. We had a number of letters that came in through the mail with favorable comments, also had some letters from secretaries of ——_={{={=z=qE_k_=_==—_—_ Corduroy Cords Let TE Forty-third Anniversary Your Next Tire Be a Corduroy Built as good | as the best and 4, then made better |: by the addition of Sidewall Protection THE CORDUROY TIRE CO. GRAND RAPIDS, MICHIGAN Sidewall Protection (REG. U. S. PAT. OFFICE) Patented and Visible Plus Feature Added Reinforcement. An original } HART BRAND CHOICE or tHE LAND pe = LOMBaRD PLUMS Look for the Red Heart on the Can LEE & CADY Distributor | : 5 lb. Teen : get an ea aa 1 Ib., VY lb., Y, Ib., i at aT One AUTOMOBILE ACCIDENTS Increase in Winter Months The wet slippery roads in the fall and winter months are re- flected in an increase of auto- mobile accidents. With the traf- fic congestion on all main high- ways, it is unsafe for any man to drive an automobile without automobile insurance, The leading automobile insur- ance company of the state has had twelve seasons of experience. It has the largest number of automobiles insured of any com- pany in the state and therefore is able to give good service in every city and county. Its busi- ness and assets have increased with the years until it now has over $800,000 of admitted assets. It has paid out since organiza- tion over $3,500,000 in claims and includes among its policyholders state and county officers, law- yers, bankers, farmers and busi- néss men in every portion of the state. If not insured, call on the local agent or write to W. E. ROBB, Secretary of the CITIZENS’ MUTUAL AUTOMOBILE INSURANCE CO. Howell, Michigan Pkgs. rn. 4 HARRY MEYER Michigan Employment Institution for the Blind SAGINAW W.5S., Ask for these KNOWN QUALITIES Distributor er 816-20 Logan St. For Wrapping— Grand Rapids, Michigan THINWRAP SPARTAN KRAFT XLO KRAFT Bags— A COMPLETE LINE OF WAHA SAMPSON (good Brooms AT ATTRACTIVE PRICES CAWAD MICHIGAN Seommmemnammriens ies ie DS SIRS SOR He Nin a Pca ek Toilet Papers— SNOWHITE Bleached Crepe DUPACO, 1M Sheets Crepe KYBO, 1M Sheets Best Quality Tissue Lansing, The Dudley Paper Co. Paper Merchants Michigan ASK FOR CORRE omer SARaRgaT MEMES Co For‘y-third Anniversary organizations who had recognized the value of this work. Moreover, from a. financial standpoint there is no doubt but that the Paul Stores have profited in a very definite way.” — 2+ so The Joys of Business. An honest man is entitled to hap- piness in his work. It is the one sure sign that he has found his true voca- tion. He greets his work each day with a singing heart and loves his business. Love is the greatest thing in the world, and love for one’s busi- ness is as natural as love for one’s family. Indeed, love is the great part- ner of success in life. There can de no joy without it. The morning tells an intelligent man many things. Generally, it rules his day. If it starts wrong for him, the day is spoiled. A headache in the morning tells him he is not living right. A dislike, on the part of a healthy man, for beginning the work of the day, is usually a sure indication he is not in the right place. The Psalmist declared “weeping may en- dure for a night, but joy cometh in the morning.” If joy does not come, then to the man in business he may be sure something is radically wrong, either with his habits, his health, or his occupation. When a young business man wakes in the morning with regret that he must get up and go to work, he may as well understand that a vital neces- sity of success and happiness is not his, and that it is high time for him to make a change in something—in his diet, his conduct or his vocation—for he is certainly off the road that leads to prosperity. Business brings joy to more people than any other occupa- tion because it comes nearest to being universal. It is above labor and the trades in rank, and does not require the prolonged: preliminary educational training necessary in the prefessions of law, medicine and general science. It is therefore open to a vastly greater number. But there is one thing ab- solutely necessary to any great suc- cess in it, and that is the commercial instinct which is born in the true busi- ness man. With it a man will educate himself by observation and experience in all things which promote profits, and become industrious, acquisitive, economical, and learn to know the goods he handles or manufactures, and their markets. In this education and work he will find constant joy, wheth- er it be in production, manufacture or distribution of commodities. He will love what he makes, sells or handles, be it newspapers, groceries, dry goods, machinery, drugs or what not. Where there is love there will be success, because love creates eagerness to do and work and think for the thing loved, in order that it may prosper. The young man in a job only for the pay check, who confesses that he “does not care a damn” for his work, has, if he but knew it, only discontent and unhappiness ahead of him. He may, if he will, learn to love his work and so become loyal to it and change his entire outlook ahead to joy. ——_>+>—___ There is no objection to watching the clock to see how much you can do in a short time, MICHIGAN Recent Improvement in Small Town Retailing. Although several things impressed him not a little, two in particular left their mark on the memory of a sales executive of a textile concern who recently took his first trip in several years through many of the smaller cities and towns supplied by his house. The merchandising strides that most of the retailers in these places had made since his last visit, he said re- cently were very noticeable. “Not only did I find stock assort- ments, though smaller, as full of variety as those of the metropolitan stores,” he said, “but I was much sur- prised with the way the retailers in the towns I visited moved out their goods. Their display methods and their advertising made a_ particularly good impression on me. “One thing in particular that took my eye was the number of stores even in the smaller places, that have abandoned the old, street-line type of show windows for what, for want of a better name, I call the lobby type of display windows. The latter type, of course, not only greatly increases the amount of space in which to show merchandise, but also enables better and more attractive displays to be ar- ranged. “Newspaper advertising. also im- pressed ine favorably in most cases. Not only was there a great deal more of it in the local papers than I noted on my last trip, but it was well and attractively put together. Most of :t had real; sales appeal, and. in very few instances did“ I see the old-time business| card type of advertising. “One ‘thing that~ impressed me ad- versely, however,. was the failure of most small city and town merchants to realize the. sales-building value of lighting the shaw.windows when the store is closed: In one town I visited the lack of lighted windows was es- pecially noticeable. In a business sec- tion that embraced three long blocks, only one store had its windows illumi- nated, despite the fact that quite a large number, of townspeople were on ihe street all through the evening and the number: of cars parked along the curbs indicated that many persons from the surrounding territory were in town to attend the ‘movies.’ “The only store that had its windows lighted was an infants’ and children’s supply shop, and the contents of its windows certainly came to the direct attention of many prospective cus- tomers.” —_—__+ +2 In China there has been adopted a speedy, if somewhat harsh, method of sustaining the value of military cur- rency issued by the authorities of the Fengtien province. Brokers who do not agree with the government’s finan- cial policies are executed forthwith. Within three days fifteen unfortunates of this type have been decapitated or otherwise deprived of existence. Asa consequence, many have fled to the protection of Japanese concessions, while others have been content to forego personal opinions and quote ex- change rates at official figures. oe’ Fear nobody--if you are doing right, TRADESMAN 61 rumor ith) UEC funds to work ertificates ae « Deposit You might just as well be getting 4% on your surplus.money. We pay 4% on funds left three months, but you can withdraw your money anytime you wish. Many people out- side Grand Rapids rut their money into our 4% certificates. This is an eszecially safe bank, because we make no unsecured loans, hence’have no losses from bad credit. Resources over $5,000,000.00 HOME STATE BANK for SAVINGS GRAND RAPIDS, MICHIGAN Corner Monroe at Ionia i mm Gare ert 2 oa Sr st eel President, Charles B. Kelsey Executive Vice President, Martin D. Verdier Cashier, Neal Van Ostenburg €2 TWO GOOD EARS ONE NUBBIN We Need More Patriots and Less Politicians. It was five o’clock on the afternoon of a chilly, nasty, drizzly November day and as old man Hudson looked out of his office window down on the wet and slimy pavement, he came as near to being blue and discouraged as it was possible for a man to be who was naturally a genial and optimistic temperament. “What does it all amount to?” he thought. “Here I am sixty-five years old, I have worked hard all my life to build up this business with the thought in mind that after I was through my boys would have some- thing to carry on with, a business that was clean and solid and substantial, but somehow I seem to be out of joint with the times and I guess I might as well throw up the sponge, call myself whipped and let it go at that. Well, I’ve played the game on the square, I can say that and I guess maybe that’s the trouble. I—oh, hello George, come in old boy and rest your bones! The worid and I are not on very good terms to-night and maybe you can set us right.” “Well, this is rather a strange mood to find you in,” said George, “when- ever my spine gets weak I always come over for you to stiffen me up and now it seems you are the sick man and I must play doctor. What’s happened anyway? Have you lost an account? Ts your rheumatism bothering you again or have you been soaking up all this stuff in the papers about every- body being a crook and the world go- ing to the how-wows? You remember the old camp meeting song, Jim, ‘Speak and let the worst be known, speaking may relieve you,’ so just un- load your troubles on me, old man, while I look wise and disagree with you and that, of course, will help your heart action.” “Don’t joke, George, I tell you things are serious. Why do you know that right now you can’t trust any- body. Every morning when you pick up the paper you read that a half dozen more Government officials are charged with every crime in the cal- endar except murder and it just makes a man sick at heart when he thinks what a wonderfully fine world this would be, if folks would only play fair and tote square and then when he realizes what an awful mess we've made of the whole business, he wishes the time would hurry up when the few friends he has made will walk slowly past the reviewing stand and say, ‘Well, he made a lot of mistakes but he meant well; I am afraid though he didn’t leave very much for his fam- ily’.” “Well you sure have got ’em Jim,” said George. “I never knew you to be in just this state of mind before. What vou need is a good dose of liver medicine or a long vacation or a hair cut or something in order to change your viewpoint.” : “That's all right,” said Jim, “you can laugh if you choose, but I tell you that there isn’t any such thing any more as old fashioned honesty. Take it in business, for instance, why, great MICHIGAN TRADESMAN Scott man, we can’t compete any more, you and I with the chaps in our line who make shoddy goods and sell ’em for first-class simply because they use a lot of putty and no conscience. No sir, things are all wrong and they are getting worse every minute. If I could get out of business I’d like to go out on a little farm and raise chickens and, believe me, I’d never come into town again only when I had to in order to get a few groceries or a little smoking tobacco. I tell you, George I’m plumb discouraged with everything and everybody.” “Jim,” said George, “you're an old fool, but I love you. I wasn’t in- clined to take you seriously when I first came in, but I see that you think you mean all you say and now I want to tell you something for your good who are too big to pass through are our friends. “The trouble with you and me, Jim, is this. When men reach your age and mine, they are quite apt to be- come standardized. They set up standards of business and morals and religion and everything else under the sun and then they become so opinion- ated and self-righteous that they hon- estly think those who do not measure up to their standards are crooks, per- verts and pagans. . “Now, as a matter of fact, you and I know down deep in our hearts that, man for man, there are just as many honest men in_ business to-day as there were years ago, when we first started out, but right here is the dif- ference. Everything to-day is broad- casted. If a prominent man in San William L. and mine too, I guess, because while I am not laboring under just the kind of brainstorm with which you are suf- fering at this minute, nevertheless, I too have spells of slipping off the main track and so here goes. “You and I are about the same age and we have been factory neighbors, you in one line and I in another for a good many years. We are old friends, Jim, and we have weathered the storms of life together. You were the first man who came to me with sympathy and help when my boy lost the way and nearly broke my heart and when your daughter died I re- member you cried like a baby on my shoulder and at that time I got a peek at your soul and knew you for the big man that you were and that you still are to-day, in spite of what you say. Yes, Jim, trouble is a sieve through which we sift our acquaintances. Those Brownell. Francisco slips on a banana peel at 8 o'clock in the morning, when the noon edition of the New York Papers is printed the fact is mentioned and if he happened to be a man in a Govern- ment position, or one who was rated high in financial circles, the item will break both his legs, jab out his eyes and dislocate his spine for him. You, of course, remember Charlie Gushcomb who used to run the shoe store over on Grand street when we were young fellows. You will remember that Charlie failed very frequently. When he came down to the store in the morning if he was feeling kinda blue and out of sorts he would yawn and say, ‘Well, boys, I guess I'll fail this afternoon,’ and he did. One of these times he met uncle Ed. Newcomb on the street and Ed. said, ‘Charlie, I see you've failed again” ‘Yes’ said Charlie, ‘I’ve failed again.’ ‘What are Forty-third Anniversary you going to pay this time,’ said Ed. “Well, said Charlie, ‘I guess you'll laugh, Ed., and maybe think I am get- ting religion, but I’ve made up my mind to pay twenty-five cents on the dollar this time if I have to pay part of it out of my own pocket.’ “No, Jim, you’re wrong. You never saw a crib of corn which did not have a few nubbins mixed in with the good ears, but in our small circle you and I know hundreds of business men who are absolutely reliable, men whose word we would take just as you take mine and I take yours. Of course, I’ll agree with you that a few more pa- triots and a few less politicians would not harm us any right now, but I'll bet you dollars to doughnuts that you would not trade your country just as it is for any other country on the face of the globe, with all of the balance of them thrown in for bad measure, and I'll just bet you another thing, Jim, if some man from across the pond should come over here and throw the hooks into our Government represen- tatives, claiming that they were dis- honest and a bunch of crooks, you would get right up on your high horse, shake your fist in his face and tell him that for every crooked one he could pick out you would show him a hun- dred who were straight and you would be right about it. “If business takes a slump in this country, Jim, it will be because men like you who really know better, ex- press themselves as you have to me this afternoon. “Business is good or business is poor depending very largely upon the kind of thought men like you broadcast, and so shake yourself, Jim, put on your coat, go home to your good wife and your fine boys and thank God that you live in the best and mos! Prosperous country on the face of the earth and this, too, in spite of an oc- casional spoiled berry at the bottom or perchance on the top of the box.” Wm. L. Brownell. [Copyrighted, 1926] —>+._____ Prize For Safety S‘gns. Herman Richter, a twelve-year-old boy of Springfield, Mass., has devised Pavement warning signs of such or- iginality and cleverness that he has received a prize from his home city in recognition of them. The boy’s idea was to try to safeguard children at busy street crossings near schools, and to this end he illustrated the warn- ings, “Stop!” and “Look!” A comic figure with hands upraised warns chil- dren to “stop”; while another figure, with head turned to watch approach- ing traffic, urges the children to “look.” Both figures and letters are painted large enough to catch the eye from afar. —_2-~__ Fortune Finding Hen. Recently a hen, scratching for food in a Kentucky garden, solved a mys- tery of sixty-two years’ standing. Her industrious search uncovered a gold piece that was a part of a $1,600 treas- ure buried by a man as he went to war in 1864. He died in prison with- out telling his family where to find his buried gold. The piece uncovered by the hen led to the finding of the entire amount. ae Forty-third Anniversary MICHIGAN TRADESMAN 63 The coffee choiceof | Flavor ‘‘Gentlemen prefer-----’’ Light House Coffee. Be Sales prove it. Aroma That makes it the choice of Michigan house- Bo wives who do the family buying. When Light House Coffee is on a grocery list, : ity, somebody’s ‘‘regular customer’’ goes to the store that sells it. e That’s why Light House dealers say business is great. NATIONAL GROCER COMPANY Git House oe COFFEE EQUALLED ONLY. BY ANOTHER CUP ECONOMIES AND WAR. New Conceptions of National Rights and Sovereignty. The basic argument for world peace is that the welfare of humanity re- quires it. War is an immoral and un- economic method of settling disputes. This is generally admitted. But moral considerations are cast aside when a nation is oppressed or over-crowded or seeking raw materials to keep its in- dustries going. Economic interest, real or fancied, is the great cause of modern wars. If all peoples were Prosperous and economically secure, it is doubtful if many wars would be started in these days. Political oppres- sion in the shape of despotic monarchy is practically overthrown throughout the world. There is no way to remove the economic causes of war except by deal- ing with economic needs in the light of the changes that have taken place in recent years. 2¢—___ Common sense is not a conspicuous characteristic of the discussion of pro- hibition, but it marks an editorial in the Oil, Paint and Drug Reporter on the danger of using industrial alcohol as a beverage. Twenty years ago the prohibitionists fought exemption of in- dustrial alcohol from the internal revenue tax as if it were a drinkable. To-day the anti-prohibitionists are at- tacking the law relating to industrial ‘alcohol on the ground that it makes the Government particeps criminis jn the deaths of those who are so reck- less as to swallow what is not meant for the stomach. The new onslaught on industrial alcohol is no less fanati- cal than the old. As the editorial to which we refer points out, freeze- proof liquid for hydraulic jacks and other non-drinkables were used as beverages long before National pro- hibition was a live issue; “its manufac- ture is no more contributory to suicide than is the manufacture of rope.” It is ridiculous to argue that poison is put into industrial alcohol for the purpose of punishing those who drink it. It can be denatured only by the employment of such substances as will not interfere with its use in the arts. Even a rabid partisan ought to be able to see a fact like that. Forty-third Anniversary MICHIGAN TRADESMAN t Square Dealing Honest Values Good Service - Wt GLADLY avail ourselves of this opportunity to express our appreciation to the trade for the gener- ous patronage accorded us and to express the hope that it may be continued in unrestricted measure so long as we are worthy of same. We are represented in Michigan and Northern Indiana by ten of the strongest hardware salesmen it has been possible to secure. All of these men are top notchers and richly deserve the generous patronage they are accorded by the hardware trade: 7 W. L. GRAHAM - Kalamazoo \ EMERY M. JOHNSON - Detroit M. J. KILEY - Grand Rapids J. E. HEFFRON ~ Grand Rapids V. G. SNYDER - Cadillac A. UPTON - Petoskey L. L. TAYLOR - Kalamazoo H. E. DEWEY - Alma CHAS. WILL, Jr. - Grand Rapids LYMAN M. KATZ - — Grand Rapids a Michigan Hardware Company Largest Wholesale Hardware House in Western Michigan Grand Rapids, Michigan 66 WHY HE BECAME BOY SCOUT God Beckoned Him To the Great Out Doors. Why did I become a Boy Scout? That query has often been asked of the writer. It is not quickly answered, for it is a world wide topic. I think it was Shakespeare who said, “To thine own self be true, and it must follow, as the night follows day, thou canst not then be false to any iman.” When the Scout oath and law were being formulated as the goal for Boy Scout development and became the basis for Scout obligation, the com- mittee in charge obtained much of the material from the Scout movement in England, as well as from the leaders of our own boys in America, and sub- mitted their findings to the presidents of 4500 colleges in our own land. This selected body gave back to the committee their best thought on what should be the obligation for the American Boy Scout. In less than 500 words they gave an obligation that is broad enough, deep enough and high enough for the de- sire of any one. The Scout Oath. On my honor I will do my best to do my duty to God and my country and obey the Scout law. To help other people at all times. To keep myself physically strong, mentally awake and morally straight. There are twelve Scout laws: 1. The Scout is trustworthy. 2. A Scout is loyal. 3. A Scout is helpful. 4. A Scout is friendly. 5. A Scout is courteous. 6. A Scout is kind. 7. A Scout is obedient. 8 A Scout is cheerful. 9. A Scout is thrifty. 10. A Scout is brave. 11. A Scout is clean. 12. A Scout is reverent. With may hope to develop leadership in boys, such an obligation we but we must have the proper leader- ship among men who embody in their own lives the moral and social prin- ciples which are being taught to the boy. Any man who falls short of this is not worthy to lead boys. Where would you expect to find such leaders? Where would you ex- pect to find a home for the troop if not in the school or church? Boy Scout Education. Many people think scouting is mere play. They think it is giving the boy a good time. We are glad to have fun and recrea- tion. We plan to give him a program in action, doing things he likes to do. We try to develop an interest to make a man out of him before he makes a failure out of himself. A Scout is a Scout just so long as he wants to be. He may go to school because the truant officer is after him and he may go to Sunday school be- cause his parents send him, but he will come to the Scout meeting only be- cause he wants to come and because MICHIGAN the Scoutmaster gives him things to do that he likes to do. The Scout program is a boy-centered program. It has had many years of success with more than two millions of boys. Scouting is a program about ninety per cent. learning by doing. The boy of Scout age is more interested in doing good than he is in being good. Some one has said that “Scouting has eliminated the gang.” Scouting has capitalized the Pane. it is 4 world wide brotherhood among the boys of all nations. The sun sets on the uniform of the Boy Scouts of the world. never Our American Boy Scouts returned about one year ago from the second TRADESMAN able to bring the world together in friendly competition because men who are forty and fifty years of age can- not change their ways of thinking; but these boys of the world had been able to come together. Work together, play together and compete with each other, and come away with the strong- est ties of friendship for each other. The League of Nations thought it was so important to have this friend- ship among the boys of the world that they sent representatives to our world conference, and these men said, ‘““‘We hope you will organize scouts so completely in every nation as to reach every boy in the world, because through this comradery in scouting we believe you may give a soul to the Hon. Charles E. Belknap. world jamboree, which is the Olympic games of the Boy Scouts of the world. They brought home the highest honors —trophies they had earned by fair, square play. Our Scouts were winning the canoe race when they looked back and noticed the Dutch Scouts stuck in the mud, with their collapsible canoe. Our boys cast a line and pulled them out of the mud; then went on and won the race with a good turn to their credit. At the end of that week of compe- tition, when the Olympic games of the Boy Scouts of the world were ended, there was the finest spirit of comradery and friendship. The press of Europe commented on the fact that the mili- tarists, bankers, statesmen, authors and international tradesmen had not been NSS NES! form and machinery of a League of Nations.” Scouting Is National Building. First, there is the physical benefit. It teaches personal health, public health, hygiene and sanitation. It takes the boys into the out of doors where there is sunshine and fresh air, woodland and water. It gives the out door life in which our pioneer race developed its strength. Nineteen per cent. of our youth were rejected in a selective draft as physically unfit for service in our armies in time of war. Forty per cent of our young men were put into deferred classifications for physic: handicaps. The Chitd’s Welfare Magazine pub- ‘.tement that 82 per cent. born physically lishes the ¢ of our ‘2bies are Forty-third Anniversary sound, but only seventen per cent. ar- rive at the age of 21 without a physical handicap. Scouting has a very plain program for vocational guidance. There are seventy-three merit badge subjects, covering many of the arts and trades. In winning merit badges, many a boy discovers his gifts or na- tive ability for what may prove his life work. The Boy Scout is the emergency man. Following his training, he is prepared to bind up a broken arm or leg, to stop a bleeding wound, to save a life from drowning, to aid the police or fire departments. In time of dis- _ aster, to aid the Red Cross. Everything the Boy Scout does, from tying his tender foot knots to the seventy-third merit badge test, in- creases his personal efficiency for com- munity service. The Making of a Boy Scout. Physical educators tell us that the best way to train the boy and girl is to train the senses, by live moving pictures, by living birds, wild flowers, trees and talking life over with the brook or it may be by creating things with tools, expressing one’s mind with the pencil and paint brush, hiking through the hills, paddling the canoe on a lake and stream where the arm and leg muscles work with the brain to cultivate friendship. Keeping on good terms with one’s self. Some people do not know that God is out of doors. How well I remem- ber that when a small boy I used to wander away in the mornings before school or on Saturday’s and Sundays, to hike along the shores of Grand River, miles down stream, away from traveled roads or beaten trails, or sometimes threading my way through the forests to some land locked pool which thrilled my heart by the magic of Nature’s wonders. My father, a good church man, did not try to correct this habit, for he, too, saw God in the dusks and dawns and twilights and noons, indoors and out at toil and on holidays. Thus I found where the fringed gentian and the Indian pipe grows and where the sycamore stands in win- ter and where the ducks wing ike ghosts through the night skies, heard but unseen; the trees where the birds nest and the birds that nest there; the white sea gulls and the robin with its song; the dune land that borders the inland sea and the marshes where the wild rice grows and the river sleeps. They all belong in God’s out of doors and God is out there looking His premises over. And as I looked His way to ask Him if I might go, He looked my way, saying, “Come on, boy, let us go into the out of doors.” With a river bank sapling for a road, I have cast a lure and listened to the music of the trees, the chirp of the wren, the notes of the reed bird, the war cry of the king fisher. What matter if the king of the pool snapped the cotton line. Even from the Izaak Waltons of to-day with their store tackle the big ones get away. And so, readers of the Tradesman, you will see a few of the reasons which cause the writer to be a Boy Scout. Charles E. Belknap. r ? 4 . * +. gee ap nL, TT A OI, ———_4+-—-- a Forty-third Anniversary ——— ee = Sp —— ———— et = omermeren} ———— ——— == ————— —— = _ ———— a —— ————— ——— —————4 ———" med ——— —" = —=| amo ——— = -—= = — At very Meal Eat MICHIGAN TRADESMAN me er = mn — eee fff = — mn \ Q\\\"\((u(@& SSsss a ~, “ae = y, ~, | V Lag, | ayy HEKMAN Crackers appetizing, fresh, i a ST companions to the first di x ‘ ) ___ How I Got a Raise. I got to work and forgot the clock. I gave my employer the benefit of my brains, even though I knew I was only being paid for the work of my hands. I got ready for my promotion long before I saw the remotest possibility of being promoted. I fell in love with my job. Are you in love with yours? If not, my advice to you is—Fire yourself and get a job that you can fall in love with. Jason Swift. “Mind your owln business” means: Keep your mind on your job and stop woogathering. Forty-third Ann versary MICHIGAN TRADESMAN , 73 e 3 e If it’s done with heat-- e o You can do it Better with \J : at | » ih tinan ci hi Li ae a | ii ei. ul ns = : & The alee dependability of gas as an industrial fuel has resulted in its use by great newspapers. Here may be seen gas-fired stereo- type casting equipment where about 1,500 stereotype plates are cast every day. Gas Service Never Fails! J as Service Ne s! Let the Gas Company holders be your fuel bins—let the Gas Com- pany assume your fuel problems. You can always count on gas not only to furnish constant, controllable, clean heat in any quantities and instantly, but also to bring down production costs, increase efficiency, and insure accuracy and precision in your plant. G AS — the Economical Factory Fuel Phone 81331 for an expert industrial engineer to call on you and talk over your fuel problems, tell you something about Gas as the most Economical Factory Fuel. No obligation to you. n hAS COMPANY 47 DIVISION AVENUE, N. Seer % WHE: 5G DOROTHY DIX. Paid Woman Writer in United States. [Dorothy Dix wrote the Woman’s World department of the Tradesman every week for over twenty years, re- linquishing her connection with the publication to conform to an exclusive contract she entered into with a New York publication. ] The Woman Who Laughs. The announcement, recently made in a society journal, that a class had been formed in New York for the purpose of studying the art of laughing, will suggest to many people of refined sensibilities that a long-felt want is about to be filled, and they will cherish a lively hope that it will find many imitators throughout the length and breadth of the country. We are often told that God’s crowning gift to man- kind was the ability to laugh, but when we hear the shrill, mirthless cackle or the boorish guffaw that is so often made to do duty for laughter, we can but wonder if we shouldn’t have been as well off, and a deal more peaceful if mankind had been left on the same plane with the other animals in this respect. Yet how we should miss it if we had no laughter? It is the music to which the world dances and above all, in man or woman, is the one undistin- guishable, betraying characteristic touch of nature they can never hide. If “smile and smile and be Highest a man may a villain still,” a woman’s smile is even more deceptive. No sensible person would ever attempt to judge a woman It may mean anything or nothing. It may be her quick ap- preciation of an amusing incident or by her smile. the bright herald of a joyous thought or merely a mask she holds up between herself and the world and_ behind which she sits impenetrably concealed. Many a woman has smiled to hide a broken heart, but she has never laugh- ed. Laughter does not lend itself to deceit. It must bubble up from a spring of mirth or else it is a fraud so palpable that even a child can tell ‘t. In the expressive slang of the day our laughter is “a dead give away,” and this is even more true of women than men. No doubt one reason of this is because women, as a rule, laugh far less than men. When men get to- gether they tell good stories and jokes. Women sit solemnly around and dis- cuss their clothes and ailments. Men’s love of a laugh even goes to the extent of playing idiotic practical jokes on each other; but no woman would ex- pect to find any comedy in a practical joke of which another woman was the victim. Instead, she knows well enough it would be nothing but tragedy from start to finish and that she would have made an enemy for life. Any one who is rash enough to try to tell the average woman a funny story knows it is one of the most dis- couraging things in life. One-half of the time she doesn’t see the point and the other half she looks at you with a weary expression that seems to Say, “Oh, I see what you are driving at, and it makes me very, very tired.” Mark Twain used to say that he tried all his new jokes on his wife, and that MICHIGAN TRADESMAN when one of them made her smile he knew it was funny enough to con- vulse the rest of the world; and it will be generally found, I think, that any- thing that makes a woman laugh is genuinely, uproariously amusing. Perhaps this is why women’s laugh- ter is apt to be so characteristic. Per- sonally, I have a theory that there is no other thing that is quite so good a key to a woman’s real nature as her laugh. Just take, for instance, the woman who laughs merrily and easily and heartily. You may depend on her every time for being a satisfactory friend—true, loyal, honest and con- siderate—such a one as it is a com- fort to know and a pleasure to live with. She always sees the funny side of things, and you couldn’t put her in almost atone for overdone steak and underdone bread. As a wife, she is incomparable. If I were a man contemplating matri- mony I shouldn’t ask to see a girl’s church letter or her diploma from the cooking school. I should simply listen to her laugh, and if she could do that honestly, heartily, infectiously, I should embrace the opportunity and take the chances on her other faults. I should know that she had too keen a sense of humor to run off with cranks and fads and too much percep- tion of the ridiculous to expect a plain business man to go about posing in stained glass attitudes like absurd heroes in novels. I should also know that she would be capable, upon oc- casion, of looking at life from a man’s Dorothy Dix. such adverse circumstances that she couldn’t extract a gleam of amuse- ment out of it and a ray of sunshine for herself and others. Go ona journey with her and she doesn’t leave a trail of lamentations as long as the railroad schedule behind her because the porter didn’t devote his time exclusively to her or she couldn’t regulate the hotels where she stopped. Get caught in a rain with her and she doesn’t scowl at you like you were personally responsible for ruining her best skirt. Instead, she finds amuse- ment in watching people crossing the street or her own bedraggled condition appeals to her mirth and her infectious good humor is like a rift in the storm. A bad cook or an incompetent servant doesn’t reduce her to pessimism and tears. On the other hand, her amus- ing anecdotes of their short comings point of view and sympathizing with it, and that she was a feminine phil- osopher who would make the best of everything, me included. All the schools in the world cannot teach that kind of woman anything about the art of laughing; but if they can teach others that accomplishment the world will have reason to rise up and call them blessed. This kind of laughing is not to be confounded with giggling. The wo- man. who giggles is the greatest bore in the world. She is silly and shallow, and is the kind of friend who wears your affection out by her unreasonable demands, and who, when she finally gets married, leaves off giggling and goes to whining about everything that goes wrong. There is neither mirth nor intelligence in a giggle. Tell a woman afflicted with this malady grows Forty-third Anniversary something funny and she giggles. Tell her something sad and she giggles again. It is all the same to her. The woman who “snickers” is of an- other type. This kind of laughter may not be catalogued in the dictionary, but every woman knows it. It is a little flicker of sound and it generally belongs to a woman with steely-look- ing eyes and thin lips and a general ability to “get there.” She never laughs outright. She never laughs with people, but always at them. The things that strike her as amusing are always the little peculiarities of others and her laugh stings like a blow in the face. We all know her and fear her. The sweet young matron with no pre- tensions to be literary, but who is do- ing her honest best to make her club a success, looks up from the paper she is reading and, catching the wintry gleam of that “snicker,” falters and miserable with dread. The young girl who has only a fresh, un- trained voice, but who is singing some homely ballad with all her heart, hears the ghost of that laugh and stops sud- denly, her pleasure all spoiled and her innocent enjoyment gone. At a crowd- ed reception the hostess has only to hear one note of that malicious, hate- ful sound to know that her refresh- ments are being dissected and her decorations shredded. Beware of mak- ing friends with a woman whose laugh is a snicker. The day will surely come when she will turn upon you and rend you. The woman whose laugh is cold and mirthless is generally insincere. It is a shallow little sound with no bright- ening of the eyes to bear it company. She laughs because she thinks it is the proper thing to do, and by the same token she chooses her friends in the same way, and with an eye single to what they can do to advance her in- terests. When she courts you, reflect on what she expects of you by way of return. You can count on her be- longng to the fashionable thing in the way of societies, that she will patronize the most fashionable church and that her theories will do credit to an angel. But you will seldom fiad her giving alms to the beggar at her back door or helping the poor creature who, all unworthy as she may be, is still hungry and cold and of one clay with us all. You can count on that part of the role being filled by some woman whose laughter and tears lie so close together she finds no difficulty in rejoicing and weeping with all who are happy or oppressed. It is often said that a woman’s greatest weapon is her tears. I don’t believe it. In a little while we grow everlastingly weary of complaints and mourning, and the person who con- tinually weeps is, as Mr. Mantalini used to say “such a demd damp, moist, unpleasant body” that we flee from her; but we never grow tired of bright- ness, of a brave, cheerful spirit that, however the world goes, still turns a gay face up to the sunshine and finds something to laugh about. No other charm equals that; no other spell can be laid upon us so potent; and in ail sober earnestness, there is nothing bet- ter worth a woman’s studying than the art of learning how to laugh, Forty-third Anniversary MICHIGAN TRADESMAN 75 a aya) Home of “QUAKER?” Products “Quaker” Food Products are known brands and sell themselves and they stay sold to the housewives who use them because their quality does not vary and they always give satisfaction. ruins fdr Keep a full stock of these “Quaker” winners. “QUAKER” “QUAKER” Coffee Corn Peas Rice Mince Meat Salmon Pineapple Candy Peaches Tomatoes Baked Beans Catsup Evaporated Milk Q U A K " R 7 0 0 D P R 0 D U F | ) Extracts Currants Jelly Stick Candy Pickles Spices Prepared Mustard A R E ; an E i Fig Bar Cookies Vienna Sausage BEST VALUE FOR THE PRICE Chip Beef Apple Butter Salad Dressing Vinegar Corn Starch Sandwich Spread TIAA LTC Red Kidney Beans Lunch Rolls Maraschino Cherries Pepper Sauce and many others They make friends for the dealer! Known for years as “The Prompt Shippers” we are better prepared today, than ever be- fore, to co-operate with you in every way for the success of your business. Worden Grocer one any Wholesalers for Fifty-seven Years Ottawa at Weston The Michiein Tran Company. Rec Grand Rapids 76 HELPING RETAIL GROCER. How Jobbing Salesman Can Render Valuable Assistance. The question frequently arises as to how the wholesale grocers’ salesmen can aid the retailer in merchandising his goods. This subject is both broad and long, but can really be answered in a few words. In the first place the salesman for the jobber must be something more than an order taker. He must know scmething about mer- chandising, display, premium market- ing, window display, the merchants stock, his condition, etc. There are salesmen who blow in with: “Anything you need to-day?” and they are gone in a hurry. They take orders if the merchant offers them. Then there is the salesman who pays the store a visit. He drops in, shakes hands like he is glad to see the mer- chant, talks to him about community conditions, agricultural or industrial conditions, or whatever conditions make for good or poor business in that particular district in which the mer- chant is located. He asks him about slow-moving merchandise, and aids the merchant in displaying and get- ting the slow-moving stuff moving. Some years ago the writer was con- nected with a suburban retail grocery in a large city, helping with the books, the buying, handling the organization, and even soliciting and helping handle anything from collections to waiting on store trade. It was a good store, in a good location and with a good business. A great many salesmen dropped in, from local jobbers and from outside concerns who sent in men to place new merchandise through the leading stores of the district. A great many of the salesmen were order takers and nothing else. There were a few who knew their merchants and knew merchandise. Such men were valuable to the merchant. A good salesman came in one day and noted a large quantity of canned goods stored in cases in the rear of the store. He remarked on the amount, and was told that there was three times as much in the store room. He then asked: “What are you do- ing toward moving it?” He was told that there had been nothing done as yet, and that the stuff wasn’t moving. Naturaily it wasn’t, because the merchant had not sent out hand bills, hadnt put in any special window displays, or done anything else to start it. The salesman offered to install a window display, pulled off his hat and coat and went to work. There was a big window running clear across the store with a raised platform and also a side window on the other side of the corner entrance. He stack- ed several large pyramids of canned goods, with the window covered with crepe paper, installed some hand let- tered cards, etc., and drafted up a dodger, which was printed and dis- tributed throughout the neighborhood by boys. Canned goods started mov- ing and released some tied-up capital. At that the merchant had over- bought and was long on canned goods. The salesman knew it, and he also MICHIGAN TRADESMAN figured the market was due to advance and advised the merchant to hold on to his surplus stock, and found him a buyer, who took it off his hands at a profit. In this case the jobber’s salesman helped a merchant out of a tight place and’ showed him how to better gauge his purchases in the future, and how to display and start merchandise movy- ing. A great many retailers know nothing about window display, window cards, and never think of getting out dodgers. A lot of salesmen don’t know much about merchandising and never sug- gest anything, or help the merchant sell. They pass in and out and only pick up an occasional small order. The salesman who spends some time with the merchant and helps him sell, be- comes a favorite and picks up the big orders. There are plenty of retailers who probably have never heard of premium marking of merchandise, under the plan whereby the clerks get a percent- age on all sales of so-called stickers, that the merchant is anxious to sell. Perhaps the merchant is long on boxed fruits, such as prunes, apricots, peach- es, etc. If he doesn’t dispose of them before hot weather they will go bad. Then there are goods in which weevil will cause trouble, or an oversupply of cheese will become wormy. In the butcher shop there may be an accumu- lation of ends from smoked meats. There are lots of things that can be moved if the salesmen are suggesting them to customers and really trying to sell them, and the salesman will try to move them if there is special in- ducement to help the salesman. There are salesmen who come into the store and who are hardly known except as the representative of such a house. The merchant may know their name and perhaps he doesn’t. Then there is the salesman who comes in and who is known as Harry or Tom to manager, clerks, and everyone. The chances are that Harry or Tom has been making that store’s troubles his personal troubles. He is an ace high favorite, because of the fact that he is not only interested in selling mer- chandise to the store, but in seeing that his merchandise sells, as well as any other merchandise that is sticking on the shelves, and keeping the merchant’s capital inactive. It pays the salesman to work in this way. The success of the merchant means more and bigger orders for the salesman. If the merchant fails the house represented by the salesman is fairly likely to lose some money, and the salesman loses a customer. The successful jobber’s salesman to- day is a man who studies merchandise and merchandising, display, soliciting, collecting, etc. Some of these jobbers’ salesmen know a good deal about law and are able to offer some very valu- able suggestions at times regarding matters pertaining to collections, etc. The jobber’s salesman thas to know his own business as well as that of the merchant who buys from him. In fact he should know more about the mer- chant’s business than the merchant does himself, probably not in dollars and cents, but wherein he is falling down, and how to remedy the situa- tion. One successful jobbing salesman used to spend a lot of time in preach- ing to retailers against the policy of taking on new, unadvertised and un- known lines of merchandise. Concerns with new lines hire high-pressure sales- men, whose entire business is that of getting new merchandise into stores. They will come in, present a fine pic- ture, offer long datings, easy terms, and paint a beautiful picture of how the merchandise is going to sell and how it is to be backed by a local and national advertising campaign. Fre- quently there isn’t much local or na- tional advertising. The promoters fail to get enough business in the district to warrant the advertising, and the retailer is stuck with a supply of un- known merchandise which he has a hard time selling, even on the argu- ment that it is just as good, or better, than some known and_ advertised brand. There are merchants who will stock any new tobacco, cigar, cigarette, brand of canned goods, macaroni, spaghetti, condiment, or other item that a high-pressure salesman offers them, on long dating. Go into a good mary stores that have been running say 5 or 10 years, and you will find plenty of buyer’s mistakes on the shelves. There will be 9 or 10 out of an original dozen of this or that, which have been on the shelves until the containers are faded and yellow, or the labels are fly specked and browned until they are hard to read. Perhaps the stuff is as good as the day it was placed on the shelves, but it is hard to convince the housewife that it is, and she will buy some brand that she knows. A lot of grocers get tired of having to perscnally eat up their buying mis- takes, for which they have no sale. In the case of cereals, macaroni, spaghet- ti, etc., the stuff may go bad or get loaded up with weevil long before it can be sold. Frequently the retailer can rip off the packages and place such merchan- dise on sale as bulk goods, and sell it readily, whereas the couldn’t sell it in the packages, especially if the pack- ages have become soiled looking. The chain stores have made it a harder problem for independent re- tailers to survive, and the independent to-day has to use a lot of ingenuity, hold his expenses down, and be very careful in his buying, to get results. He can’t afford to carry too many brands of merchandise, as it means taking up too much shelf room and too much of an investment, with the increased danger of losses on mer- chandise which fails to move. Before stocking a new line of merchandise a close check of the number of enquiries should be made—also of the number of sales missed, where the customer would not accept some other brand. High-pressure salesmen sometimes in an effort to get their merchandise into a store will arrange for a number of persons to go into ‘that store and ask for a given line, and walk out. Then the H. P. salesman walks in and catches the merchant in a wondering attitude, and finds him rather easy to Forty-third Anniversary sell. Later the merchant wonders why he had all of those enquiries before he stocked the line, and none after- ward. Some merchants to-day have pads located at convenient places about the store. Every item asked for and not in stock is marked on a slip and placed in a box. If the customer walks out without buying, that also is checked, and if it is a regular cus tomer, or stranger, that likewise is checked. If several calls come from regular customers it is fairly certain that the enquiry is a legitimate one, and not a ballyhoo stunt for some high- pressure artist. The writer was recently talking to a retailer who operates a considerable grocery, confectionery, bakery, deli- catessen and lunchroom business, oc- cupying about four adjoining and con- necting stores. The retailer remarked that he hardly knew what to do about stocking the many, many brands of malt syrups that were on the market. He stated that he had been stockign practically every brand called for, and had about forty-cleven different varie- ties. If these are carried in dark, light and bock it means a considerable stock. Some malt concerns put out five or more varieties, including hop-flavored, and separate boiling varieties. If the merchant endeavors to carry all of these brands he shortly has a consid- erable investment, and a lot of shelf room tied up. He may carry three or four of the ones which are being asked for the most, but he has to draw a limit somewhere, or soon he will find that he is operating a specialty malt shop, instead of a general grocery store. The jobber’s salesman generally knows quite well what lines are get- ting the call and can give the retailer some valuable advice regarding buy- ing. The jobber’s salesman who has made a real friend of his customers, is frequently asked for information on a wide variety of subjects. Therefore he has to be an expert on buying and selling. One old German grocer reached a point where he depended to a con- siderable extent on a salesman named Wheeler. He wouldn’t buy and stock any line of merchandise until he had discussed it with “Mr. Veeler,” as he called him. In fact it became a joke that to get a line into that store it was first necessary to get Mr. “Veeler” to endorse it and then get Mr. Schmidtt to okeh the order. That is what may be termed real co-operation of jobbers’ salesmen and retailers. A. W. Williams. — ~-2.->—___. Success, - Many people think of success as they think of a four-leaf clover. If they are the chosen favorites of for- tune, they think they will find it. But success is not luck. Success is play- ing the game; playing on the team. Organized effort will produce a more far reaching brand of success than in- dividual work. It is a curious con- tradiction of nature that the greatest help towards the success of one’s self is unselfishness, and he who works best for all certainly works best for himself. L. M. Boomer. dd BS Forty-third Anniversary MICHIGAN TRADESMAN 77 oster Stevens&Co, Founded 1837 WHOLESALE HARDWARE NESCO GASOLINE and OIL STOVES UNIVERSAL ELECTRICAL and VACUUM GOODS WINCHESTER GUNS and AMMUNITION FISHING TACKLE RU-BER-OID ROOFING CORBIN BUILDERS HARDWARE PYREX WARE " DEITZ LANTERNS | EVEREADY FLASHLIGHTS DRY CELLS, HOT SHOTS RADIO BATTERIES ROYAL ENAMELED WARE WHITE and WHITE ENAMELED WARE CEL-O-GLASS MAYDOLE CARPENTER and MACHINISTS HAMMERS DISSTON and ATKINS SAWS MACHINE SHOP SUPPLIES CABINET HARDWARE New Lines Being Added Weekly. We Ship Promptly. FOSTER, STEVENS & CO. 57-59-6163 COMMERCE AVENUE, S.W. GRAND RAPIDS, MICHIGAN 78 ELECTRICITY ON THE FARM. (Continued from page 70) a ‘hired girl’ and is willing to concede ‘kitchen help’ as a necessity.” The fact that electricity on the farm is likely at any time to develop im- portant surprises of great value is 1il- lustrated by its application to the cur- ing of alfalfa. A relatively inexpensive machine has been perfected, which, ac- cording to those who have subjected it to severe tests, is capable of curing alfalfa, as it is cut, more perfectly than if it is sun-cured even in the ir- rigated sections of the country where there is no rain at the time of cutting. This curing is done by the application of electricity and is accomplished in a short time. My authority says: “Within about fifteen minutes from the time the sickle cuts down the green alfalfa it is a perfectly cured product of higher food value than any sun- cured alfalfa on the market. This not only eliminates the element of chance from the curing, but it insures a prod- uct of the highest quality. This is one reason why big producers and dis- tributors of raw milk which supply New York City and other large centers of population in the East buy this electrically cured alfalfa in preference to sun-cured alfalfa.” Another reason for this preference is found in a further application of electricity to the handling of this “won- der crop.” From the electric curer it is passed to a grinder, also electrically operated, ground fine and sacked. This permits it to be shipped at much less expense than if it were baled. When it reaches its destination at the big Eastern dairy farms it is combined with other food elements in a form which is convenient to feed and is an ideal milk-producing ration. In many sections of our country alfalfa is little grown because of the extreme difficulty of curing it by the ordinary method. This is a double loss to the farmers of those localities. As it yields two to four cuttings a season and is a wonderful milk pro- ducer, the primary loss in not being able to harvest it successfully is great. There is, however, a secondary loss of great importance. As a_ nitrogen gatherer the alfalfa plant is a wizard. In other words, it prepares the ground for the heavy production of other crops in a manner that nothing else will prepare it. This one contribution of electricity to agriculture is perhaps the most novel that has yet appeared. It sug- gests that other applications may fol- low which are not thought of at the present day. Much ingenuity and re- sourcefulness are constantly being exerted to make the more ordinary applications of electricity easier and less expensive. The electrical mission- aries of the power companies are con- stantly working on problems of this character. For example, the mounting of a farm machinery motor on a sl-d¢ which makes it easily portable, has in many instances saved farmers frotn purchasing added equipment. In other words, it has extended the use of electrical power to a wider variety of tasks. Farm life as symbolized by the kero- sene lamp and the smoldering lantern MICHIGAN TRADESMAN is not the brightest thing in the world. No wonder the farm boy and farm girl were tempted to desert to the “bright lights” of the town and city! And small wonder that “Mother” se- cretly yearned to follow them and leave behind the dimness and the drudgery of the farm home! Now that the electrical wizards have brought the bright lights to the farm, along with the electrical pump, washing ma- chine, cvokstove and a score of other labor-saving devices, the mother on the farm sees not only her own drudgery, but also a bright hope that the exodus of her children to the town may be checked. And the farmer himself is entitled to hope for an equal portion of libera- tion from hard and wearing toil as a result of the coming of electrical power to the farm. He may not be able at once to afford the equipment necessary to permit this strange force to perform its full repertoire of serv- ice, but an electric pump, hoist, corn sheller and feed grinder will, he well knows, take a heavy load off his own back. The electric thresher or milk- ing machine may come later. Some- thing to look forward to! With greater economies in the gen- eration and distribution of electrical current and the. placing of American agriculture upon a sounder economic basis he may well hope to make elec- trical energy serve him in many ways not now available to him. At the present moment he needs to look at all the cheering signs which the horizon affords. He can do worse than to re- flect that the genius of his country which has given him this marvelous farm power should, in all reason, be able to devise a plan of crop distribu- tion which will equalize the farm dol- lar with the industrial dollar and give him a fair chance to enjoy a modest prosperity. Who shall say that a country which originated a financial shock absorber as beneficient as the Federal Reserve Bank System is unequal to the task of dealing successfully with the farm surplus problem? Let the farmer turn on his electric light and take hope. It’s not a bad symbol of cheer. Forrist Crissey. —_++>—____ Teaching From Actual Tests. The best way to convince the house- wives of the low cost of cooking by electricity is to have actual tests made of the amount and cost of power used when cooking certain standard dishes on the various types of electric stoves or grills advertised. The domestic science teacher at the local high school or someone recognized in the com- munity as an authority on household economics could no doubt be got to conduct the tests, while the local power company, which will profit di- rectly by every article of equipment sold to the public, will no doubt be glad to lend the services of one of its employes for the calculation or verifi- cation of the calculations of power consumed and costs. These tests should be given the wid- est publicity possible, both through newspaper advertising ard the distri- bution of the data in leaflet or booklet form direct to the housewives. Managed To Make Odd Moments Useful. Once upon a day, Thomas A. Edison was hammreing away at a telegraph- key. It was at the time when he was a telegraph operator at a cabin near a tank where the enginges would come up rumbling and jerk to a stop, take on a few hundred gallons and puff their way out again. It was a small job with salary to match. But he thought, in his odd moments. Between messages he planned the first of the inventions which have brought him millions of dollars. He used the by-products of his job: spare moments of time. Time—how many volumes could be written around that little word! All things are produced and judged by time. You will sometimes hear talk about “killing time,’ but the men who kill time kill their own chances in life. *Way back in the seventeenth cen- tury, auctioneers used to hold “Time auctions.” Anything from a wagon to a “wench” was put on display, an inch of candle lighted and the sale was on. “Only a half-inch of time left, gentlemen!” As long as the candle flickered you could bid, but as soon as the candle went out the goods or the girl was knocked down. There was a time when it took fif- teen yards of material to make a woman’s dress. Those were the days when they had nickel movies, 5-cent sodas, $3 shoes, and 50-cent dinners. Dinners—seven courses—it’s hard to think back that far, but in those days you could get a seat on the baldheaded You paid $5 a week for board, and the butcher would hand you a chunk of liver for the dog—for nothing. Now, try and get it! How time changes! Once it took six weeks to get from England to America. Now it takes six days. Shades of Jules Verne! Once it was the Pony Express. Now it’s the night flyer. While a woman pow- row for $1.25, and no tax! ders her nose, or while a sluggard sighs, a ’plane, weighing tons, wings through two miles of space. To-day, time is a vital factor. A few years ago we should have had to wait for our sport results or stock market news until the presses could grind it out. To-day, we pull the switch and station WXYZ describes the actual scene through miles and miles. of nothing. What does it all mean? Will mental decay set in because things are to easy? Is time going to make it possible for us to earn our daily bread by simply knowing the right mechanical combination? The answer is no! Some of our institutions have been shaken in this machine age, and our morals may have been slightly bent by the gain of playtime over worktime and the consequent struggle to digest knowledge mechanically. But time is the only thing we pos- sess and the progress of the world de- pends upon the use of it, and its by- products, the odd moments. Edison used his odd moments, so did Franklin. In a hundred different Forty-third Anniversary ways he managed to make the old moments useful and productive. —__+-+____ Do You Consider Small Sales Import- ant? Do you consider small sales im- portant? I am asking this question of the men behind the counter as they are the ones who have to make such sales. Most inerchants realize the im- portance of small sales, but I feel that in many instances, salesmen are in- clined to give them too little thought and too little importance. They seem to think that a five cent sale does not amount to enough to call for more than a passing notice, yet the Wool- worth company relies entirely upon the small sale for its business. I believe that it is just as important to cater to the purchaser of small quantities or small items as to those making large purchases. This type of buyer is a customer regardless of the amount of his purchase, is entitled to the same service whether his purchase be a 10c roll of tape or a $10 purchase of tools. I contend that when a sales- man shows marked indifference to the purchaser of some small item or re- fuses to sell a small quantity of goods he is working for the interests of competitors more than for his own em- ployer. Some one is always willing to sell this type of ‘buyer his wants and the store that caters to the small pur- chaser stands to get his business when he has larger purchases to make. I was in a hardware store recently when a young man came in and asked a salesman for five cents worth of shellac, evidently to be used in “set- ting” a bicycle tire. Five cents worth: was all he needed for his job at any rate, but the salesman refused to sel! him so small a quantity, explaining that a half pint was the smalles: amount which he was able to measure out. I will admit that 5c worth of shellac, at present prices, is a pretty small quantity and that it would have been somewhat of a bother for the salesman to put it up. Still, I believe it would have been worth while. At any rate, if he had, the young man would not have left the store dis- gusted as he did when he met with re- fusal. In refusing this fellow the salesman not only lost that small sale but he lost a customer for the store. I have no doubt that someone sold him his shellac and it is quite likely that that someone will get his busi- ness in the future. A small sale does not mean very much profit in itself although a vol- ume of such sales have made some men rich. But my point is, that re- tail salesmen should realize that when the sale of a small amount of goods means a service to a customer, that customer should receive the same at- tention as any other. It tends to keep them there. In short, it is good busi- ness to cater to the small purchaser, it creates friendly feelings and good will. Charles Scott. —_>->____ Suggesting a Cure. “T have been suffering from loss of memory,’ said the patient. ‘What shall I do?” “Why don’t you lend money to your acquaintances?” asked the doctor. “Then you'll have a perfect memory.” | 2 hi ei Forty-third Anniversary MICHIGAN TRADESMAN 79 | a a Michigan Bankers and Merchants Mutual Fire Insurance Company Fremont - Michigan Chartered August 14, 1916 e Safe, Sound, Conservative Unsurpassed Record for Growth, Strength and Prompt Payment of Losses | Correspondence Solicited e If your store burns today --- could you prove your loss? Would that loss represent the saving of a lifetime? Is your earning power decreasing? Would a fire loss ruin your credit? In figuring your overhead expense, do you realize that the item of fire insurance is most important? For net profit, which would you choose, to reduce your | over-head 1%, or increase your volume 20%? Result would be the same. If you choose to do one or both, we can help you to a saving of from 30 to 50% on the item of fire insurance. For Rates and Terms on any WM N SENF Secretary- Mercantile Risk in Michigan, write to ° ° 9 Treasurer 80 SEARCH FOR THE PASSAGE. Discovery of Michigan While Looking For India. Written for the Tradesman. When Columbus sailed out of the harbor of Palos, Spain, on the third day of August, 1492, he had not the slightest idea of discovering a new world. He simply sought a passage to Eastern Asia, called India, by sail- ing West. He was correct in his theory that the earth was round, but he, with the others of his day, be- lieved the distance around the globe was very much shorter than we know it to be to-day. On the twelfth of October, when Columbus landed, he supposed that he had succeeded in the undertaking just as he had planned and called the natives Indians. It was not until his third voyage that Colum- bus found the main land and even then he had a theory that there was a passage about where the isthmus of Panama is located. During his fourth voyage he first landed in North America. By 1507 there were two distinct opinions in Spain, formed, no doubt, from several voyages, the only record of which is certain maps which come from that period. One side of this controversy maintained that North America was the Eastern side of Asia, and the others declared that some- where would be found a _ passage through America to India. In 1513 Balboa ended the contention that such a passage existed where we know the isthmus of Panama to be and sent the hunt for the passage to the North. As late as 1541 the idea that America was part of India still had its followers, as the king’s commission to Cartier for his third voyage in the interest of French discoveries spoke of the vicin- ity of the Gulf of St. Lawrence, here- tofore explored to some extent at least, as “making and end of Asia on the Western side.” Cartier, however, seems to have been of the other great school of thought in his day and devoted much energy to various attempts to discover the passage through America to Asia. On his first voyage in 1534 Cartier made quite an exploration of the Gulf of St. Lawrence, but a heavy fog shut out his view of the river. In two places he thought he had found the passage, but more thorough exploration convinced him of his mistake. Just before sailing for home he enticed two Indians aboard his ship and carried them with him hack to France. These Indians proved a great incentive to another voyage. When they learned to speak French they told that they were only visiting in that region when they were brought away; that their home was in the interior which was reached by a great river which Cartier believed was really the passage he sought. This belief was strengthened when they told of great bodies of water beyond the great river and could find no words to tell how many days jour- ney one could go on these great inland seas of which they really had little idea of their extent. This led to an- other backing of royalty for a voyage of Cartier, to investigate the stories of the Indians. Incidentally it is inter- esting to show how sure were the MICHIGAN TRADESMAN early voyagers that the Gulf of St. Lawrence was but the opening of this passage to India, that it had not yet been named and was not for many years. The St. Lawrence River did not receive a name until 1552, and was generally referred to as the great river of Canada, so sure were they that it was part of the much sought passage. Cartier’s vessels were separated in the stormy weather coming over, but they all made the Gulf of St. Lawrence and started up the shore, when the Indians recognized their surroundings. When they arrived opposite where Montreal now stands, the Indians con- ducted their visitors to the top of Mt. Royal. From there they gave Cartier to understand that the St. Lawrence was obstructed by rapids, but that an- other river, the Ottawa, branched and could be traveled many days to Great Lakes. Unquestionably the Indians intended to tell him that they went that way and portaged across from one lake to another. Catching the idea from them that no matter which river they followed they came out at the same place, Cartier thought that the land between the two rivers was an island and a number of maps of that period so show it. Cartier had been given a piece of copper. The Indians told him that in the land at the end ot this passage, on the great lake there, they could find red _ copper, white copper and yellow copper, mean- ing gold, silver and copper. Beyond question this was the first reference to any white man of the land we now call Michigan, Oct. 2, 1535. Before returning to France the next spring, Cartier raised a cross with an inscription declaring that the king of France owned all the land drained -by the great rivers and their tributaries. Considerable pains was taken to im- press the Indians that all that this cross and its inscription meant was the real truth of what he had accomplished. Little did he realize the trouble and bloodshed he was preparing for in that act of taking possession. Some of the Indians about him were Iroquois who could never understand how people could own land. Even to this day a thoroughbred Iroquois will tell you that land was made for everybody and could be no more sold and owned than could the air we breathe. A hundred years later when the French really tried to settle Canada and work to the interior, the Iroquois had moved to the region South of the St. Lawrence River, but their fathers had taken great pains to impress them that if the white man came he would own the land. They rallied to that tradition and placed themselves as a wall along the St. Lawrence with the slogan, “No white man must pass.” Cartier was an ardent Catholic and made some attempt for the conversion of the In- dians to that faith, but his planting of the cross and taking possession of the country created the most bitter enemy to the work of the Catholic missions which they ever had. In fact, Cartier himself with his two subsequent at- tempts at settlement, met the Iroquois hatred and was obliged to turn back to France. During the last third of the sixteenth century the theory that the Great Lakes were part of the much-sought passage to India was generally adopt- ed in England and Sir Humphrey Gil- bert became the leader of all who sought for the passage. He thought out and presented the theory that in the interior of America were the great lakes which formed a sort of reservoir from which rivers flowed in both direc- tions, thus forming the passage. In 1583 Hakluyt, an English writer, made a lengthy study of this theory, not only visiting scholars and navigators of England but also of France, and wrote an elaborate treatise favoring that theory. Hakluyt devoted a great deal of time and labor to a careful study of all that developed during the follow- ing years. French fishermen and traders and other unlicensed sailors made many voyages to the new world. Hakluyt went to see all of them he heard of and gradually developed a series of writing and maps upon which he made numerous changes, as the in- formation slowly developed. France made some attempt to secure the ser- vices of Henry Hudson, but before it was brought about the Dutch East In- dia Company stepped in and sent him to America to find the passage to India. When he found the river which bears his name he eagerly explored it, think- ing he had succeeded in finding the much-sought channel. While Hudson was busied another Frenchman enter- ed the search and succeeded in chang- ing a whole lot of conjecture to real knowledge. Samuel Champlain ex- plored the St. Lawrence and found the Great Lakes. The journal of his voy- age in 1603 is colored with two great errors with which his mind was cloud- ed. He had gathered from the Indians that the last of the series of great lakes was salty water and he believed in the theory that the lakes were a great reservoir with rivers running to - the sea in each direction. In 1615 Champlain reached the op- portunity he had so long sought and made his trip to the interior, during which he thoroughly examined the Ottawa River to its source, discovered the shore of Georgian Bay and coursed for some distance along the East side of Lake Huron. Whether he also saw Lake Ontario upon this trip is un- certain, but from the information he took back to Quebec maps were drawn which show the East shores of those lakes practically as we know them. Upon this trip Champlain became acquainted with the Huron Indians in person and returned to Quebec wound- ed, because of assistance he gave them against a party of Iroquois, another grievance which the Iroquois treasur- ed against the white men and especial- ly against the French. Champlain died on Christmas day of 1635, but he lived in America long enough to dis- pell the theory that the Great Lakes were the great interior reservoir on the passage to India as well as to ac- complish much which led to the first settlements in what is now Michigan. A. Riley Crittenden. _———2.o- oo When a youngster comes into your store to learn the business, you assume a responsibility toward him and _to- ward your line of business. _not be talked about. Forty-third Anniversary Gossip. To most people when they hear the word, gossip, comes a mental picture of two women exchanging scandal over a back fence or an afternoon tea with a general tongue-wagging about someone’s character or behavior, but the women are not always the worst offenders in this respect. My experience has been that there is altogether too much gossiping in retail stores. A customer comes into a store, makes a purchase and im- mediately after her departure, the salespeople begin discussing her fam- ily history, her clothes, her husband, or something that need not and should Perhaps the evil would not do so much harm if the conversation was always confined to the salespeople, but oftentimes it happens that another customer hears the gossip or enters the conversation too, and the customer usually realizes that the or she is just as likely to be talked about as any other customer. I believe that most of us have plenty to do if we tend to our own affairs, and if we do a good job at that we will not find time to bother with the other fellow’s. Gossiping in a retail store harms the store, the ones who gossip, and the persons who are talk- ed about. So, it would seem that anything that can harm as many as that at one time is something that should not be done. I would suggest to salespeople who have this habit that they do something more profitable with their spare moments, and to em- ployers who have clerks who indulge in gossip, I would suggest that they break up such conversations and put their clerks to work. John T. Brown. — >> Loyalty. Loyalty is its own reward. The man who will not do his best under all circumstances, who will not render the highest service of which he :s capable, is not only disloyal to his employer, but he disregards the dic- tates of his own highest self. Re- member that it is a much greater thing to build a life than to make a living. Whatever you do for the in- terests of the man who employs you, reacts upon your own life and char- acter. Every new idea or method you originate, and every bit of exceptional Service you render, is of infinitely greater value in the way of develop- ing your own possibilities than it can possibly be worth in the way of im- mediate financial reward. The man who is disloyal to his employer de- irauds him, but what is much worse, he robs himself. “We make a living by what we get, but a life by what we give.” Most people are so busy think ing about what they can get, that they have little time left to think about what they are going to give. If they stopped to analyze the situation they would know that if they placed the emphasis on the giving and the ser- vice they ought to render, their get- ting, or income, would take care of itself. —— >. If you are an easy boss, letting mis-. takes and carelessness go unnoticed, who is to blame if mistakes and care- lessness increase in your store? ey Sipe ce . _— ? Forty-third Anniversary MICHIGAN TRADESMAN 81 .. LIES NEWAYGO PORTLAND CEMENT MAMMOTH AND MODERN PLANT OF THE NEWAYGO PORTLAND CEMENT COMPANY For more than a quarter of a century NEWAYGO PORTLAND CEMENT has met with conspicuous success and unqualified ap- proval in the building and construction field. It conforms to the most exacting and rigid specifications and is unsurpassed for uniform strength and color. Our facilities are continually being enlarged to meet the ever increasing demand. We offer high grade true portland cement coupled with painstaking service. NEWAYGO PORTLAND CEMENT CO. General Office and Plant: NEWAYGO, MICHIGAN Sales Office: BUILDING AND LOAN BUILDING, GRAND RAPIDS, MICHIGAN 82 TRADE RULES THE WORLD Three Rules Comprise Book of Business Righteousness. When the great Lombard merchant, Dinde Desponde, said to the Duke of 3urgundy: “Trade, my lord, finds its way everywhere, and rules the world,” he spoke the words of wisdom and of truth. Even in the fourteenth century, Italy understood what Great Britain learned later on—that trade broadens a nation’s experience while it increas- es her resources, and that it feeds her sturdy pride no less than her sturdy sons. It was long the boast of Lon- don that, after the great fire of 1666, not a single merchant evaded his liabilities; and if ever a city had cause for pride, London was that town. Four hundred closely built-up acres lay in ruins; but there was not a shopkeeper who did not hold his honor too high for defalcation. The history of trade has been a trifle scamped, because the history of con- quests and the history of governments have filled up the historian’s pages; but back of the conquests and back of the governments stood ever and al- ways the supporting wall of industry. It was the English merchants, not the great English Queen, who fitted out a. tind.” force and sent it at their own expense to help the revolting Netherlands in their despairing struggle with Spain. It was an American merchant, Robert Morris, who raised on his own promis- sory notes over a million dollars with which to feed and clothe Washing- ton’s needy army. It was the un- daunted courage of the British mer- chant marine that saved England from a blockade in the great war. And it was a little group of American manufacturers who, only a few months ago, asked the rampant American Senators to consider more lenient, and therefore more practicable, terms in the settlement of Europe’s debts to the United States. For generosity, as well as for justice, we must turn to the records of trade. The conditions of American life are largely determined by the American business man. In emergencies he must act, and act with speed and judgment. In easier days, which yet are none too easy, he must make possible the com- mon ways of living. Sheer necessi- ties and foolish frills come from his distributing hand. Huxley said that the professional man is one who ap- plies science and education to meeting the wants of men. This is what the business man does along other, but no less essential, lines. The wants of men are as the sands of the sea, and they must be met on terms profitable alike to buyer and to seller. The headlines of a recent editorial in a weekly paper ran thus: “Is there a sound way to make customers want to buy?” As though there were any possible way, sound or unsound, to prevent cus- tomers from wanting to buy. They may be unable to buy (a great many well-disposed customers are in this predicament); but they want to nong the less, and they never wanted to more than they do now. If we may believe the old adage, money has al- ways burned a hole in the pocket; but to-day it burns out the pockets them- MICHIGAN TRADESMAN selves. To its other amiable qualities it adds the charm of the transient. Business statesmanship is a great asset to a nation which is handling the biggest business interests of the world. There is a wide reach be- tween the simplicities of banking (which was little more than money lending) in the days when the first Lombard Jews brought their wealth and their keen wits to London, and the complex system which now rules and regulates the finances of civiliza- tion. Credit is the life blood of com- merce, nourishing and sustaining all classes of citizens. The administration of credit is a task too vast for meas- urement, and the administrators rule the social system under which we live in something akin to security. To compare the measured and orderly processes of banking and_ of trade with the befuddled extravagance of State and Federal legislation is to un- derstand once and for all the dangers of governmental control. The more business can be let alone, the better it does its work. For the matter of that, the more men can be let. alone, the better they run their lives. “Freedom in the blood, and a long tradition of common sense in the There is the best recipe for citizenship. The reformers who see in paternalism the remedy for all ills would fetter us socially and finan- cially. Their faith in leading-strings is based upon the assumption that—so led—we shall come to no harm. The fact that we do not get anywhere gives them no concern. Individualism is the keynote of business as it is the key- note of all effort and of all progress. It is essential to creative work, and it is essential to man’s desire to work. He is part of a whole; but he is also a vigorous entity, pushed forward by his own needs an daspirations. It took England a long time to learn to let business look after itself. She was much given to passing laws for its restraint and encouragement—laws as absurd as any upon the statute books of nations. The retention of Friday as a fish day after the Feformation, which was designed for the benefit of the fisheries. The compulsion to bury the dead in woolen shrouds, which was designed for the benefit of the wool- growers. England knew then, as we know now, that the welfare of a nation depends on the welfare of its indus- tries; and she earned later what we are learning now—that the economic blundering of a government does more to destroy such welfare than the in- dividual and highly instructive blun- dering of private citizens. When President Coolidge intimated to the New York State Chamber of Com- merce that he thought business could now worry along without Federal in- tervention, he struck a note of su- preme common sense which reached the altitude of wisdom. Mr. Hoover’s phrase, “constructive self-government in business,” indi- cates his agreement with the Presi- dent. No one has known better than Mr. Hoover how to co-operate with business instead of interfering with it, and how to save it from being hampered too heavily by the solicit- ous oversight of Federal bureaus and Forty-third Anniversary MORE MONEY IS LOANED on a building built of BRICK than on an other kind! Why? BECAUSE, it is almost everlast- ing, has no depreciation or dete- rioration of any moment, and will not burn down. THEREFORE, the investment is always a good one, and because of no upkeep expense, such as re- pairs, painting and _ insurance, more is paid on the loan and it is reduced faster. SAND LIME BRICK is beauti- ful, economical and the safest and best material for all building pur- poses, whether it be “sky-scrapers,” factories, residences, garages, base- ments and foundations, porches, drives, walks, garden walls or any other construction. IDEAL WALL construction of Sand Lime Brick is most econom- ical type of Brickwork known, and as low in cost as frame. We will be pleased to help in any of your building problems. GRANDE BRICK CoO. GRAND RAPIDS t e 2 Forty-third Anniversary MICHIGAN TRADESMAN $3 departments. The saving he reports of $500,000,000 to the American busi- ness world is the best possible guar- antee of his methods; and he paves the way for the request of Senator William H. Butler, Chairman of the Republican National Committee, that the Government should credit the busi- ness men of the United States with common honesty and reasonably good intentions, and that it should decrease rather than multiply its supervising agencies. The work of such agencies is apt to be negative and inhibitory rather than stimulating and helpful. They create hostility because they are prone to prejudice. “Without fair- mindedness,” says Voltaire, “there is nothing.” Business and business men, being dependent upon law and order, have always stood as a bulwark against those sudden and violent changes which are started by the well-inten- tioned, and play into the hands of tyrants. Small tradesmen were anath- ema to Soviet Russia. She permitted her aristocrats to escape, and her in- telligentsia to die peacefully of star- vation. The class she warred with was the bourgeoisie. Revolutionary France was ostensibly the Nemesis of the aristocracy, which stood in need of chastening. But the lists of the condemned in Paris, during the Reign of Terror, are congested with the names of shopkeepers, barbers, wine- sellers, manufacturers and clerks, men and women who never had a chance to even serve the aristocrats in the whole course of their lives, but who were guillotined because of their ineradi- cable preference for security. Santayana says that the test of American education is not whether it produces enlightenment, but whether it produces competence and_ public well-being. This is a just and fair criticism. Enlightenment is, and has always been, the possession of the few. Competence and public well-being spell content for the many. President Wilson said that America was made for the ordinary man, and there were those who demurred at his dictum; but without narrowing the designs of Providence to this extent, we know that America produces the environ- ment in which the ordinary man thrives best, and is of greatest service to the State. He wants more than he has ever wanted before. He spends freely, and he gives freely. His stand- ard of living is a decent one. Com- fort is his quest, and education is his hobby. If the ordinary man be poor, he is none the less determined to keep his children at school as long as they can extract anything useful from the schooling. If the ordinary man grows rich, and enters the class of the ex- traordnary, he begins at once his long career of endowing educational insti- tutions. An incredible number of schools and colleges all over the coun- try are asking for a still more incred- ible number of new laboratories, new libraries, new gymnasiums, new audi- toriums, new dormitories—and the business man is kept at work provid- ing these indulgences with a patient prodigality that has no equal on the earth. So trade “rules the world,’ because it serves the world. Credit rests on it as on a sure foundation, and lends it in return its powerful aid. Glenn Frank has compressed into three short lines the whole duty and the whole value of business to civilization. Effi- ciency in the production of wealth. Justice in the distribution of wealth. Wisdom in the consumption of wealth. These rules comprise the book oj business righteousness. Agnes Repplin. ——_~+~- -___ The Vanishing Farm Wagon. The doom of the farm wagon carries with it a moral which no business man in any line of industry can afford to ignore, in the opinion of E. W. Mc- Cullough, manager of the Department of Manufacture of the Chamber of Commerce of the United States. The moral is that no particular line of busi- ness is certain to last forever. The business man who does not count his costs—the moving finger that writes his destiny—does not know what the future hold for him. “It seems but yesterday,’ Mr. Mc- Cullough told the American Foundry- men’s Association, “that I entered the business of making farm wagons. It was an indispensable necessity twenty- five years ago. The sixty or seventy manufacturers were turning out 600,- 000 farm wagons annually. The buggy and carriage makers produced fully 1,500,000 horse-drawn vehicles. In ad- dition there were the horse accessory lines—whips, harness, blankets, horse shoes. “To-day these lines have practically passed out to make room for the rap- id-moving automobile and truck, and even the wayside smithy is replaced iby a garage. “T could enumerate a hundred lines of business this evolution has wiped out, and lines without number which have changed in materials, construc- tion and form. Progress has always promoted changes, but never have we moved at so rapid a rate as now. “The ideal of manufacturing is the conversion of natural resources into the greatest number of useful com- modies at the lowest cost. The manu- facturer who does not know his costs is like one who sails a hazardous course with a rudderless ship.” ——_—s- The More the Merrier. A very High Church missionary— a good and devoted soul—was sent to the Adirondacks, where most of the people had grown up Baptists. An old man of that persuasion died and his family wanted him buried from the church. The missionary, uncertain whether he might use the church for an unconfirmed sectarian, telegraphed to the bishop, asking what he should do. Back came the cordial answer: “Bury all Baptists possible.” > Compiling a Directory. “But, lady,” a marriage-license clerk explained to a movie-actress appli- cant, “the law compels me to record all previous marriages before I issue a. license.” “Great guns!” exclaimed her pros- pective husband. “And I’ve got a taxi waiting!” Dealers everywhere are making big sales increases by advertising this brush offer. A beautiful and practical JAP ROSE FLESH BRUSH with every purchase of 3 cakes of JAP ROSE SOAP—all for 59c. JAMES S. KIRK & COMPANY JAP ROSE FEEL ALIVE If you want new skin vigor, new beauty and soothed nerves, try this Health Flesh Brush with JAP ROSE. You can do it too! With every box of JAP ROSE SOAP 100’s, you are allowed 20 of these very useful brushes which are billed to you with the soap at a figure below the actual cost of the brushes. brush order that you sell—and give your customers a real bargain—merchandise valued at $1.30 for only 59c. Write us today about this business getter so that you can get your sale started. CHICAGO, U. S. A. | es You make an extra profit on every yew Beauty te, Qi M Cn, 84 MICHIGAN TRADESMAN #F orty-third Anniversary STOLE SEVENTEEN THOUSAND Loot of Crooks Filled Four Big Vans. (From the Fairbury, Nebr., News.) The grand larceny case of the State vs. Mrs. Effie Austin is progressing rapidly considering the amount of work to be done. It was hoped the work of invoicing the large stock taken from the Cliff Crooks store would be finished so that the hearing could be held last Tuesday, but on that day the inventory was a little over half finish- ed and the hearing was postponed un- til some future date. As district court opens Monday and the lawyers will be busy with numerous cases in the higher court the hearing will probably be held after the close of district court. According to a statement made to the News by Mr. Kramer, since taking over the bankrupt stock of the Jenkins- Crooks Dry Goods Company about three months ago, goods had been dis- appearing from his store and there was no record of these goods ever being paid for. He began a quiet in- vestigation and saw Mrs. Austin tak- ing packages out of the store. She would wrap up packages that were presumed to be phone orders, place them in a drawer in the rear of the store and then take them out making no record of the transaction. Satur- day morning he became confident that this was responsible for the leaks oc- curring in his inventories and asked for a search warrant to search the W. P. Austin home at 925 H street. At first the authorities were reluctant to grant the request as Mrs. Austin had been employed in the store for a long period of years and had always been considered a trustworthy employee. About 10 o'clock Sheriff Tippin and I. Kramer went to the Kramer & Gross- man store and asked Mrs. Austin to accompany them to her home. Upon entering the Austin home the sight that met their eyes was almost unbelievable, the home was simply a store house for merchandise. Thou- sands of dollars worth of dry goods were piled promiscuously about the house, some rooms being so filled with goods they could hardly get into them. Merchandise was piled upon the beds and the floors of some rooms were so covered with dry goods that it was necessary to walk upon them to ei the rooms. Sheriff Tippin summoned the other officers of the city, employed a mon- ster moving van and began taking the goods that were alleged to have been stolen. One large van load was placed in a room in the court house and find- ing this room would be inadequate to hold the merchandise, the Steel build- ing on the south side of the square, formerly occupied by the Nu-Wae Mercantile Company, was secured. The officers worked until late in the eve- ning and placed three van loads in this building. In the meantime they ques- tioned Mrs. Austin for over an hour regarding this unusual amount of mer- chandise in her home, she maintained that she had bought and paid for every article in her home, stoutly de- nying that she had acquired any of the goods in any other manner. At first she implored Mr. Kramer to set a value upon the merchandise that was alleged to have been stolen and she would pay anything he asked in order to settle the affair without any public- ity. When this was refused she de- clined to give out any information other than that the goods had all been bought and paid for. She was re- leased under $2,500 bonds. The work of invoicing the large stock that is being held by the sheriff in the basement of the court house and in the Steele building on the South side of the square has proven much larger than anticipated. From six to eight clerks have been working since a week ago Monday. They began at 8 o'clock or 11 o'clock each evening. The work was made more difficult and tedious because the stock first had to be sorted and placed in piles, then these goods had to be measured or counted, if there were no price tickets on them the clerks had to place a price similar to the price marked on them at the time they were placed in the Jenkins-Crooks stocks. The in- ventory was made as nearly as possible according to the retail price of the goods at the time they were placed on the shelves. All merchandise that had been worn or laundried was re- turned to Mrs. Austin, and this was a considerable amount, the balance, all brand new merchandise was invoiced and held by the sheriff. Last week County Attorney A. J. Denney filed a charge of grand larceny against Mrs. Austin, this week he is preparing to file several other charges. He will charge her with embezzlement, conspiracy, and conspiracy against the State of Nebraska to defraud the State out of tax monies. The county attor- ney claims that the majority of this $17,000 stock of goods was in the Austin home on April first when the tax assessors assessed the Austin’s per- sonal property and that Mr. Austin failed to inculde this in his statement of taxable property. The maximum for this offense is a fine of $2,000. Following is the complete inventory of the goods which were taken from the Crooks store and found in Mrs. Austin’s home: 100 shields 22500 $51 716 spools of thread ____________ 53 580 D. M. C. cotton, etc. ________ 43 108 cards safety pins ___________ 10 S08 lace collars =. 487 2s) cardé of snaps 25 eee eo 7 841 handkerchiefs __________ 202 158 jewelry ornaments, misc. ____ 76 189 miscl. and notions __________ 97 54 flower ornaments ____________ 34° Sl Gand tee 223 160 bunches seed beads _________ 30 80 bottles of beads ______.._____ 34 Bead trimmings 7 Sy come 6 ON em oo 5 i omboilas 91 63 bead necklaces ______________ 85 16 sera yore 54 67 packages needles ____________ 7 2s Windsor tieg 2 16 MONE 7 Sanitary belts, aprons and powder Pulte 24 2956 cards of buttons ~____-____ 681 98 pairs kid and fabric gloves _. 255 61 long silk gloves ~_.-________- 146 114 short silk gloves ~_--_______ 178 110 paper patterns ~-____________ 26 365 yards trimmings ___________ 146 MNoions = 22k 9 279 -eust crath 82 3235 yards lace and embroideries 743 1319 pieces stickers, rick rac, bins, tape, cotton tape, silk braid, kid cufiers, hair pins -.-- 263 611 yards silk ribbons __________ 210 157% yards velvet ribbons _____ 67 Fur trimmings and beltings __.. 45 232% yards military braids ____ 42 491 ‘hair nets 2200 57 Netions ea 2 76 yards veilings -.... 38 130 leather belts _._.._ 75 Se hair switches 000 5 Bathrobe blankets and 20 yards cConduroy (222 32 23 hed spreads: 28 153 ee OR 6 7 oes 60 a Drassietres 20 7 290 yards white flaxons ________ 156 66%4 yards silkoline and canvas. 21 44 towels and lunch cloths ______ 23 33 yards Jap drapery ___________ 13 14 dozen Jap napkins __________ 14 42 Jap lunch cloths ____________ 124 272 yards table linens __________ 894 19 patterns table cloths ________ 85 15 dozen linen napkins __________ 101 48 vards art limen 58 1692 yards fancy white goods out- ings, art linens, plain white goods, 36 inch bleached and brown. muslin: 2-22. 790 325 vards muslin and wide sheet- ee 142 125 sheets and cases 99 324 suits knit. undewear ________ 680 1381 yards curtain nets _________ 1218 O49)3 yards sik 2 8 2156 OS Sulrtwaists 177 55 pieces muslin underwear ___. 72 cones 36 2 eee 80 2 es 5 + Deere 35 151 pieces muslin and outing un- Gerwear 2 261 67 house dresses and aprons ____ 60 20 silk petticoats 76 Os house dresses 126 tO pieces fancy Gnen 103 a0 SOs hoes 787 70 yards linen finish suiting _-__ 35 Jo Gets Marge 80 126 yards miscl. piece goods ____ 50 Oe yas eae 47 (Om yards Unies 108 oe yares yous 492 304 yards cotton wash goods ____ 123 162 yards printed crepes and dim- Oe 60 222 yards silkolines and cretonnes 111 59 yards fancy ticking __________ 38 O4 yards cretonnes __.- 21 108 yards cotton and crepe poplins 66 Pemmaits 220 9 420 yards ginghams _____________ 89 189 yards percales ______._______ 45 386 yards ginghams ____________ 216 810 yards tissue ginghams ______ 416 7 a Wi 14 toe wos wage 200 18 Oo tomes oo - 65 with : Mildness VAN DA TUNIS JOHNSON CIGAR CO, i ANN inn Saas GRAND RAPIDS, MICH. cnet +} Ce ee 7 - sal Bott #2 Forty-third Anniversary MICHIGAN TRADESMAN 310 yards toweling ~...-.__--.-_ 87 334 yards of wool piece goods -- 966 +) yards of velvet 20305 103 Miscellaneous items ~-_.-.------- 338 Approximate total inventory $17,200 —_>-.—___ The High Cost of Children. It costs about $6,150 to bring up one child from and including birth to the age of 18, according to the Metro- politan Life Insurance Company, which is making a series of studies on “the value of man’ based on the ap- proximate expenditures in dollars and cents for a growing child during the nonproductive period of life. This total is reached by adding to the initial “cost of being born,” esti- mated at $250, the sums of $2,500 for food; $1,620 for rent, reckoning the share of the child as one-sixth of the total so expended; $300 for fuel and light, $351 for furniture and house- hold maintenance; $144 for first cost of installation of the home; and_ for clothing, $912 for a boy and $1,002 for a girl. Now, somebody ought to go ahead and figure out the just value of a ma- tured boy or girl to his or her com- munity. ——_*-+ Our Republic Safe. The republic is not an experiment, it is a fact; it can even withstand the outbursts of the superheated patriots who are mere jingoes masquerading as statesmen and leaders. Democracy has proved itself in America: for, with all the little faults, we make and magnify—our country is the most blessed on earth. Charles W. Eliot. ——— +2 > Long strides have been taken in the direction of the protection of forests from fires during recent years, although the losses still remain great enough to occupy a principal place in the recent Nation-wide discussion of the whole problem of fire prevention. During the present season more than 906,000,- 000 feet of timber have gone up in smoke, the material for some 90,000 dwellings. The careless camper, once so grave a source of danger to the forests, has learned his lesson; recent studies of the problem show that the inhabitants of timber country are more often responsible for fires than are visitors. This reform may well be charged to publicity, which has kept the menace of neglected campfires so steadily before the eyes of tourists that they have at last learned to be careful. Lightning sets more fires than any other agency, and not even the power of publicity can cope with that factor, but increased patrols can min- imize the resultant losses. Forest fires, like other kinds of conflagrations, are rarely difficult to cope with in their in- fancy. It is estimated that an expen- diture of three cents an acre would afford practical protection for our for- ests, the total expenditure being fig- ured at $13,000,000 as compared with the $3,000,006 to $5,000,000 at present, a reasonable enough increase in pro- portion to the value of the property concerned. President Coolidge’s in- terest in the problem gives special hope for improvement in the near fu- ture. on) VOW Eccccccccccccccccccccccccccccccccccitcteadttaadaaadaiiiiadailddddidddilissidddbhdddddliddddhbddddddbddddddbddhdddddbddddddshddddddddddddiddadadiidddddddddddddddhddbdddddhddhbde E> kLdddidisdidisiiidddddiidlidddiddiddiiidldddidillididlllllldldluaillllullllllaldlulaisls op This Company Was Organized in 1889 for the Express Purpose of Acting as EXECUTOR ADMINISTRATOR GUARDIAN TRUSTEE ASSIGNEE RECEIVER AGENT Cy Bis was the first Trust company organized in Michigan. Being a corporation, it never dies and always is in its office. Its complete organization enables it to give the best possible service to large and small estates at minimum cost. Its officers and department heads many years’ experience. It is not susceptible to illness, death or change of residence, as is an individual. Property such as real estate, mortgages, bonds, stocks or business undertaking immediately is distributed in its various departments, and placed in the charge of experts. Being a corporation, this company is impersonal and is not influenced by family disagreements. The intricate task and worry of the administra- tion of an estate would be a burden to impose upon your wife, child or friend. This company will not resign or refuse to act because of a caprice or simple request of the person to be protected, but can be depended upon to see that your wishes and instructions are car- ried out to the letter. It gives the same careful attention to a small estate that it does to a large one. It renders regular reports of all Trusts to the beneficiaries and also to the Court having jurisdiction. Its system of accounting is simple, accurate and complete. Many Trust companies have endeavored to copy it. This company is equipped to handle estates and properties in any County in Michigan. It has qualified for doing business under the laws of many of the States and in British Columbia. have had ge LU Ej bh o rE i 2 i i! This often is a great advantage in handling estates having property outside of Michigan. It keeps the property of each estate entirely separate and distinct from its own assets and from the assets and property of every other estate. It confines its energies and efforts to doing a Trust business. It is not a bank and does not do a commercial nor savings bank business. Its experts personally investigate all investments made by it of Trust funds. It has a ready market for investments made by it of Trust funds which enables it to meet the requirements of beneficiaries. Its charges for administering estates are regu- lated by law and are the same as allowed to an individual. Its charges for acting in other capacities may be and usually are designated in the Trust Agree- ment. In all estate matters it is under the control of the Probate Court having jurisdiction. Where conditions will warrant, it advances funds to an estate or Trust whenever necessary to pre- vent its assets being sacrificed. It will give your estate and affairs immediate, careful attention upon your death, relieving your family of this burden at this most critical moment. It will give your estate the benefit of all of its experience and all of its machinery for handling such proceedings without additional expense. It is subject to frequent and thorough examina- tions by its own directors and by public authori- ties. All investments for Trust funds are made AT COST and WITHOUT PROFIT to the Michigan Trust Company. OO ) We would like to send you the last issue of our booklet “Descent and Distribution of Property” THE MAcHIGAN [RUST COMPANY GRAND RAPIDS, MICHIGAN The first Trust Company in Michigan ty Kkiddddddiddddidddddddddddddddddddddddddddddddddliiinadddddsdddddddddddddidddiddsddddddddddddddddddddsdddddaéddicdiu5c354anuqunzgznu 86 SERVES MANY INTERESTS. Business Scope Undertaken by the Michigan Tradesman. The Michigan Tradesman serves many interests. Bankers, investors, brokers, commission salesmen, pack- ers, underwriters, importers, exporters, jobbers and retailers of all forms of merchandise consult its pages for in- formation desired in the management of their various lines of business. Deal- ers in dry goods, clothing, footwear, groceries, house furnishings, table ware, fruits, vegetables, meats, medi- cines and kindred necessities consider the Tradesman as valuable as a source of business intelligence as the diction- ary and the encyclopedia are to the student. Manufacturers of tools, ma- chinery, supplies and equipment for industrial plants find in the pages of the Tradesman facts of unmeasured value in the operation of their factories. The foregoing paragraph imperfect- ly describes the interests that are served by the Tradesman. Its readers do not, and could not, comprehend the labor and care involved in the collec- tion and printing of the information that fill its pages from week to week; information that must be accurate to serve the purposes of those who use it. Hundreds of news agencies must be consulted. The telephone, the radio, the telegraph, the mails and messen- ger service, almost constantly in use, are necessary to enable the publisher to serve his readers. I have been interested in the Trades- man since the initial number was printed and distributed, forty-three years ago. Mr. Stowe had been em- ployed in the editorial department of the Grand Rapids Eagle. When he stated his purpose to undertake the publication of a trade journal, that stiff-necked old iconoclast, E. F. Har- rington, of the Eagle, was reminded of the experience of the little bull that tried to toss a locomotive off the rails with its horns. He admired the bull’s courage, but damned its judgment. Alfred Baxter, the genial managing editor of the Eagle, added the story of the boy and a dog. The boy had pursuaded his father to get down on all fours and fight the dog. During the tussle the dog caught one ear of the man and refused to loose his hold. Father cried aloud for help and the boy responded, “Never mind, Dad. It will be the making of the pup.” The first issue was a small folio of four pages. It contained reviews of market conditions in various lines of trade, current trade news items, well written editorials and other features of value. Mr. Stowe continued his work on the Eagle, spending about nine hours a-day in such employment, and ten hours in the collection of news for the Tradesman and in setting the type upon which it was printed. Long hours at hard work did not seem to affect the efficiency of his rugged body, nor the dynamic spirit which enabled him to accomplish tasks that few would undertake. The field he had determined to occupy with the Tradesman was not an inviting one and many friends predicted his failure. He was accorded more sympathy than encouragement. His dogged deter- MICHIGAN TRADESMAN mination, his unequalled mental and physical resources, his never-lagging energy and his confidence in the ulti- mate success of his undertaking served to develop a publication of great value to the business world and to earn for its owner a competence. % Arthur S. White. —_2.+>__ — Fuel Conservation. Raymond Orteig, who offered a $25,- 900 prize for the first non-stop flight from New York to Paris, was talking about the new auto speed record of three miles a minute. “These new automobile and airplane speeds,’ he said, “are as fantastic as Sinnickson’s story.” “‘*VYep.’ said Sinnickson, ‘I got my, I put in pat- car in good shape now. Kansas May Oust “A. & P.” on New Issue. Reference in this column a few weeks ago to the unwisdom on the part of the A. & P.—or any other pre- ponderant factor in the food supply trade, for that matter—riding the big- ness idea too strong, lest it invite reac- tionary legislation or other retaliatory measures, appears to be developing in fact: for out in Kansas a_ suffering competitor grocer of the singie-store variety has kicked back in what looks like a very potential legal issue. It appears that he has brought charges of violation of the Kansas anti- discrimination law with the Attorney- General of Kansas against the Atlantic & Pacific. It is claimed that the A. & P. store in the Seventh Ward of the Arthur S. White. ent spark plugs guaranteed to save me 30 per cent. I followed this up with an axle saving 40 per cent. With all a carburetor saving 45 per cent. and these savings on gas—115 per cent., I have to stop the bus every hundred miles and bail out the gas tank to keep her from runnin’ over.’” ———— He Was a Quick Worker. Mrs. Smith was expressing her re- grets to Old Epp, whose wife had passed on. She had been Mrs. Smith’s Washerwoman for many years. “T don’t know what I am going to do for another laundress,” Mrs. Smith was saying. “Now nevah you mind, Mrs. Smith,” Epp broke in. “Ah’s co’tin again, and ah co’ts rapid. Jes’ you wait a week or so.” city of Topeka, formerly the town of Oakland, is cutting its prices on many items, much below the prices charged in the other Topeka A. & P. stores, for the purpose of driving out of business the “H. S. Riddle store,” one of its competitors in that section. The anti-discrimination law provides that any concern which, for the pur- pose of destroying competition, sells at a lower rate in one community than it does in another, freight rates being equalized, shall be liable to a fine of not over $5,000 and its officers or agents may be sent to jail for not over one year. Under the provisions of this law the Attorney-General may bring a criminal action against the A. & P. Co., or can file ouster proceed- ings. Forty-third Anniversary Mr. Riddle says that he can cite many specific examples of price dis- crimination on the part of the store at Oakland. One example, he claims, is Loose-Wiles Krispy Krackers in three-pound cartons, which are sold at all the A. & P. stores in town, except Oakland, for 48c. In Oakland the A. & P. cut the price to 40c, then to 39c and then to 38c, which is ‘below cost of handling. The Loose-Wiles people claim they are sorry, but can’t do anything to stop it. This is an issue of greater impor- tance than the local situation in To- peka, for other states have similar laws and some of the Federal anti-trust laws contain substantially similiar pro- visions. The only surprise is that no one has ever before invoked this statute in chain store competition for it is a comparatively common recourse in lo- calities. {t was one of the traditional tricks of the old Standard Oil Company to cut prices in one locality after another until small traders had been forced to the wall and then preempt the location for itself exclusively at profitable prices, even extortionate prices. It is one of the tricks of which not only individual grocers, but even somez chains complain. It was substantially the same issue which has cropped out at the Chain Store Grocers’ conventions as an ac- cusation against the prodigiously big systems, used to drive out smaller chains; along with outbidding small stores for choice locations, opening stores in neighborhoods of limited trading capacity to kill off others and then retire, hiring away clerks and managers, etc. Price slashing has al- ways been a choice weapon, according to the complainants, neighborhood price war, not uniform in a whole town, or county or state. But until now, no such determining issue has been raised with a prosecut- ing official. The issue will be watched with National concern. ——_—_> +. —__- Americans in London Will Eat Coolidge’s Big Bird. To eat what at present is. repute: to be the world’s biggest and worst tempered but, it is hinted, will not prove to be the world’s tenderest, tur- key will be the duty of Ambassador Houghton when ‘he takes the chair at the Thanksgiving dinner of the Ameri- can Society of London, to be staged at the Savoy Hotel on Nov. 25. The turkey, named Jim, was raised on the presidential farm in Vermont and was sent to London by the President's father, Colonel Coolidge last year. Jim was reprieved when the dinner wag cancelled because of the death of Queen Alexandra. The over due din- ner guest has since been living in re- tirement in the country, where his size has increased and his temper has de- teriorated. —>-+>—___ Probably Correct. The class was studying magnetism. “Robert,” asked the professor, “how many natural magnets are there?” “Two, sir,” was the surprising ans- wer. “And will you please name them?” “Blondes and brunettes, sir.” nat AMA em AN POMBE aman: Forty-third Anniversary MICHIGAN TRADESMAN 87 Sere HI NRE ERR me avi nee aE ae Always Sell bie ,| LILY WHITE 1 ‘The Flour the Best Cooks Use’’ | because when you sell Lily White Flour to your trade, you sell them more than just flour. ~ You sell complete satisfaction, the highest possible quality and guaranteed baking [ results. Everybody knows Lily White Flour is good flour. Those who know it intimately say it is the best flour made. Repeat orders are what you want, not promises, not trouble nor disappointment, and “once a Lily White customer, always one” is a common expression among the trade. Flour lying in the store means expense, not profit, irrespective of how cheaply you bought it. Lily White Flour sells and sells and sells. That’s why it is one of the most profit- able flours for you to handle. Furthermore, Lily White Flour is sold under a guarantee your customers will like it better than any flour ever used. Under this guarantee we will refund the purchase price if for any reason whatsoever they do not. I Let your next flour order be a “LILY WHITE” order. Our new Portland plant is in full operation. We are now in position to render first-class service. | VALLEY CITY MILLING COMPANY GRAND RAPIDS, MICHIGAN | EGG BREAKAGE. Reduced From $5,900,000 To $600,066 Per Year. In 1920, losses incurred by breakage of eggs in transit were estimated to be slightly in excess of $5,000,000. In its report, just issued, covering the first quarter of 1926, the Freight Claim Division of the American Railway As- sociation states that “there have been received at New York 698 cars of eggs from South and North Pacific Coast points, containing a total of 362,323 cases of thirty dozen eggs each, all of which were delivered to consignees without breakage. These eggs were packed in standard California cases using cup flats and cardboard fillers.” Improvements in packing and ship- ping methods during the past few years have been instrumental in re- ducing the country’s egg-breakage bill to the extent where trade estimates place the total loss for 1926 at a figure around $600,000, as compared with a total of almost ten times that amount in 1920. Probably the most important factor in this reduction of breakage has been the introduction of suspen- sion methods of packing, which is now used for more than 75 per cent. of all eggs shipped within the United States and for export. The principle of suspension packing is that articles are supported in such a manner that the ends are protected while the more fragile sides are pre- vented from moving in such a way as to touch any other substance which would cause breakage. Articles thus packed are arranged so that no two can touch each other, and the space between articles is clear, so that the possibility of damage by impact is en- tirely eliminated. Columbus, who first demonstrated the difficulty of breaking an egg by pressingits ends, may be credited with being the real inventor of suspension packing, which may be one possible reason why the system was first tried out with eggs. Now, however, develop- ment of the method is being worked out for innumerable other fragile or perishable commodities, such as lamp chimneys, electric light globes, radio tubes, china and glassware, fruits, etc. Co-operating in the erection of fac- tories fully equipped for the produc- tion of suspension-packing equipment are the General Electric Company, the International Paper Company and the Holed-Tite Packing Corporation. The basic idea behind suspension packing is that if the ends are pro- tected the surface will take care of itself. By holding the article rigid enough to prevent lateral movement, chances of crumbling are eliminated, because shocks, transmitted only to the ends, are absorbed. Any shocks received by merchandise in transit can come only from the outside; by pre- venting each article from touching its neighbor there is no danger of disas- trous impact. Suspension containers for eggs, com- monly known as “flats,’ resemble in appearance nothing so much as an or- dinary muffin tin made of waste pulp, identical in texture with the material used in making printers’ matrices. These flats, their cup-like indentations MICHIGAN TRADESMAN ee ee ; ; ' fitting over the ends of the eggs, are soft and resilient, so that they absorb shocks, yet they are thick enough and firm enough to hold packed articles firmly in place so that there is no slip- ping or sliding within the outer con- tainer. There are many advantages to this method of packing, aside from the pre- vention of breakage. The air surround- ing each article provides ventilation, which in many cases, particularly where food stuffs are concerned, is im- portant to prevent spoilage. As it eliminates individual wrapping for each article, suspension packing permits packers to attain a maximum speed with a minimum effort, thus re- ducing the labor cost. This same fac- tor is also valuable in reducing mate- rial costs in packing, as it eliminates excelsior, tissue paper and other ex- pensive packing materials. The sus- pension flats, being made of the waste otherwise discarded and destroyed by paper mills, are much cheaper of them- selves than any other known packing materials. Designing of different types of sus- pension packing equipment for dif- ferent commodities is extremey simple, requiring nothing more than molds of the proper size and shape. The same flats that are used for eggs, for ex- ample, may be adapted without change for many types of radio tubes. Ordi- nary waste paper or paper mill residue, ground to a pulp and molded into suit- able forms, constitutes the entire equipment necessary for the packer who employs the suspension system. These molds are in the shape of trays with annular rings or cups which fit into or over the ends of the articles to be packed. In packing eggs in suspension, each tray or flat is molded with thirty-six cup-shaped raised rings. A ring at the top and bottom of each egg supports the egg so that it cannot shift in the case. As these raised rings give suffi- cient cushioning to absorb all shocks encountered in commercial transporta- tion, it has been found possible to elim- inate the excelsior padding formerly, required for all egg shipments. Being raised, these trays also act as a trough, so that if a cracked egg is packed through oversight, the leaking con- tents will not smear the other eggs in the case. About six million eggs are stored in New York each year, and each indi- vidual egg must be candled before being put away in storage. Under for» mer methods of packing for storage, handling costs were enormous, but since the introduction of suspension packing this expense has been reduced materially. In the case of eggs, formerly packed with no more protection between layers than a thin layer of strawboard, un- molded, the suspension method of packing has added a cost of about 3 cents per case of thirty dozen eggs, or one-tenth of 1 cent for each dozen eggs. To offset this added cost of ma- terials, it has reduced the breakage cost by 90 per cent. Another article now being packed successfully in suspension is the glass lamp chimney. More than 100,000,000 chimneys are manufactured annually. 9 Forty-third Anniversary 1862-1926 ea et PK 64 Years Of Fair Dealing Honesty, Service, Quality and Price have been responsible for our steady growth. They are the foundation upon which this busi- ness was built, and the standards which this institution will continue to follow. CWT od i PAUL STEKETEE & SONS ¢ Wholesale Dry Goods GRAND RAPIDS, MICH. IPMG OLS 6 Erk SORT 4 Forty-third Ann‘versary Under old methods chimneys, packed seventy-two dozen to the case, were each enclosed in a corrugated conical sleeve to protect the surface. With suspension packing no wrapping is used. The trays are so embossed or molded that the cups fill the top and bottom of each chimney, supporting it at the ends in an upright position. The cups act as cushions to absorb the shocks, and chimneys are held apart so that they cannot touch each other or the sides of the case. Lamps thus - packed are easily handled without the delay incident to covering and uncov- ering each individual chimney. Suspension packing offers innumer- able opportunities for development; the trays can be molded to fit almost any product. Work is now under way to develop a means of suspension packing for electric light bulbs and radio tubes, which offer a particularly difficult problem because of their fragile, easily broken filaments.—N. Y. Times. ——_-- > _____ Key West Turtle Center. Although Key West, Fla., is popu- larly known as the terminus of the ‘railroad on the way to Cuba or for ‘ts cigar industry, one of its most pictur- esque activities has never received much public attention. This is the ‘turtle industry, and Key West is said to have the only green turtle canning factory in this country. It also ships live turtle via Mallory Line steamships to New York. Te supply the demand for the toothsome turtle in the North four crawls have been built by the turtle company which can accommodate 1,500 head pending shipment. It has been nearly a decade since the waters of the Florida keys supplied enough green turtle to meet the de- mand of the company, and as a result they are brought from as far away as - the Mosquito Islands off the Nicar- aguan coast. Turtles from Grand Cayman, in the Carribbean, make practically all the catches for the com- pany. Four schooners make regular trips here with loads of green turtle, and sometimes they arrive so closely together that the crawls are taxed to their capacity. Particularly at low tide there have been times that the crawls were so filled with turtle that they could barely move about, while in the corners they were stacked one above the other, so that when those underneath wished to come up to blow there were mighty commotions in the water. That condi- tion, however, lasts only a few days, because the daily demand of the fac- tory and the New York trade speedily cuts down the surplus. Green turtle at one time were so plentiful in the waters of the Florida keys that catching them was hardly worth while commercially. But de- spite the State’s stringent laws for their protection, their numbers have been so depleted they are almost a rarity except during the laying season, from the middle of May until the latter part of June. —_+>-+>—___ The Dutiful Son. “Now, Joe,” said the fond mother to her son, “if you ever have any questions to ask, come to me instead of asking your little friends.” MICHIGAN TRADESMAN A few days later Joe dashed up to his mother. “Mamma, will you tell me the answer if I ask you a ques- tion?” “Yes, Joe, if I know it.” “Promise me, mamma, that you'll tell the truth.” “T promise.” “But will you tell me everything?” he insisted. “Yes, everything,” replied the anx- ious mother, a bit worried as to the outcome. Then there was a long pause, at the end of which Joe en- quired eagerly: “Mamma, how do they make bricks?” —_+--_____ It is only in the achievements of science that our civilization differs from the civilizations that flourished hundreds or even thousands of years ago, Professor Robert A. Millikan de- clared in one of the three Terry lec- tures at Yale this year. In this one field, where there has been a real and discernible advance, America has long held a high position, especially in ap- plied science. Dr. Vernon Kellogg returns from Europe with the news that there is a great opportunity open to our savants just now to take up the work in pure science which was in progress in the laboratories of Europe before the World War put a stop to all such things. Hitherto we have re- lied upon European scientists to do the pioneer work and have followed up their findings with practical applica- tions; now this important and_inci- dentally expensive work—much of it, of course, not directly remunerative— is crippled because of the lack of money in Germany, France and the other nations whose names stand high on the rolls of science. We have the money here, the laboratories and the intelligence. Dr. Kellogg thinks we must do the work to save our indus- tries. If we can benefit ourselves thus directly and at the same time advance the cause of science for the whole world we shall have lived up to what appears a magnificent opportunity. In time the great European research or- ganizations will be back at work, but there is a breach to be filled and America seems the logical nation to furnish the men and the money to fill it. —_>++2—_—_ The wealthy tourist from Chicago found himself stranded in .a small backwoods town in Northern Minne- sota on his tour and was forced to stop overnight at the local hotel until he could get more money in the morn- ing by return wire. Upon arising he sought some way to take a bath, there being no bath in connection with his room. As soon as he explained what he wanted the clerk promptly yelled toward the kitchen. “Hey, Olaf, here’s a gent wants to take a bath. Bring the fixin’s out, will ya?” A tall, yel- low-headed Nordic promptly appeared with a bar of laundry soap, and a pick- ax slung over his shoulder. ‘“What’s that pick for?” asked the guest in as- tonishment. “Yu skoll tank yu want bath,” explained the Swede patiently. “Vell, yust take das pick and dam oop crick.” — +2 > Nothing can take the place of com- mon sense, 89 lee & Cady Grand Rapids Branch Distributors PEERLESS TEA FancHon F1Lour La Paina C1iGars Hart Cannep Foons Puriry Roitiep Oats Wuatrt Hovsrt Correre Bick Crystal SALT Heart Deticgut Prunes Sun-Ray Pancake FiLour Hunt's Catirornia Frutrts Rep Cross Macaroni Propucts Lutz & ScHRAMM PICKLES AND PRESERVES Dersy Branp or Meats in Giass AND TINS 90 HAND-TO-MOUTH BUYING. Present Tendencies and the Outlook for Future. This practice to a certain extent con- forms to the slogan so often seen, “Safety First,’ but which I believe has been applied too promiscuously and often unwisely. When one seeks an answer to the question “why?” he may well jnter- rogate himself, and close examination may disclose to his surprise that he too is guilty. There appear to be many reasons for this practice of “hand-to-mouth buying” and among them I would name the following: 1. Excessive caution or conserva- tism. 2. A mistaken idea as to “turnover” and a desire to obtain everything asked for by the customer instead of selling what we have in stock. 3. Accounts with too many manu- facturers or jobbers. 4. Expectation of decline in price. 5. Local conditions. 6. Too many retail stores in a given community. C. L. Wiasgow. 7. Suggestions through trade jour- nals to go slow and cover reasonably immediate needs only. 8. Inability of jobbers to fill orders. Taking these in their order, I would state: 1. There are people who lack cour- age, who hesitate to venture, who by nature are extremely conservative and who are willing to do a small business in a small way and be satisfied with small profits, and to them hand-to- mouth buying is natural. 2. Some dealers figure that profit is largely determined by “turnover” and the smaller the stock, the more often and more easily turned, and they carry just enough stock to justify keeping the sign over the door. This theory most dealers know to be false, for the profit lost by reason of so often being out of articles called for and which automatically limits one’s volume without the offsetting reduc- tion of overhead does not add to profit but does add to expense, because it requires buying often, and in small quantities. Some dealers attempr to substitute individual service by obtain- MICHIGAN TRADESMAN ing direct any article called for instead of having it in stock. To be “out” of regular and standard goods after one has incurred all the expense inci- dent to getting the customer into the store, is to my mind the most inex- cusable blunder a dealer can make. 3. Many dealers like to be a good fellow with the traveling men and are thus led to open too many accounts. They are not able, therefore, to buy in quantities profitable either to them- selves or the jobber, and hand-to- mouth buying results. They defend this practice on the ground that small bills are easier to pay, also small ac- counts promptly paid established a bet- ter rating than large accounts where Payments are deferred. 4. The sudden close of the war found manufacturers, jobbers and deal- ers with high-priced stocks on hand, and by common consent prices were maintained for some time following the war to enable all parties to dis- pose of these goods without too great sacrifice and while the price of some classes of merchandise was reduced. There were others that did not re- spond to the general demand, and this maladjustment of commodity prices is still in process of correction. Dealers waiting for this new and_ stabilized general level of prices are taking few chances and buying very conserva- tively. Another condition justifying this manner of procedure is the fact that in agricultural sections the farm prod- ucts group have declined below the average, measured by the merchandise group, until the relation now is 145 agricultural to 151 merchandise; the agricultural group having declined considerably in the last nine months. This having lessened the farmers’ abil- ity to buy “everything except automo- biles’”’ causes the dealer to slow up, not accumulate large stocks, but buy m small quantities and often until it has almost become a habit. 5. Naturally, local conditions have much to do with quantity buying, drouth, excessive moisture, hot winds, frosts, etc., affecting as they do the productiveness of agricultural sections and depressions in the manufacturing and industrial lines lessening the de- mand for labor all find their reaction in a lessened demand for merchandise, and if assortments are kept up it neces- sitates buying often and in limited quantities. 6. The average community has too many retail stores, where five hard- ware stores would be ample often eight are found, and where three would sup- ply the need, usually five are in opera- tion and so on. An acknowledged ex- pert on this subject referring to gro- cery stores makes the statement that there is a grocery store for every twen- ty-six families and that fully one-half the expense of operating those stores is loss and waste and to a large extent I believe this to be true of hardware s ores as well: The volume of business possible in such communities is not sufficient to sustain so many stores, and each must be operated with light stocks often replenished. 7. Manufacturers and trade jour- Forty-third Anniversary HOLLAND CRYSTAL CREAMERY HOLLAND - - - - MICHIGAN Manufacturers of Fancy Creamery Butter v Cash Buyers of Cream both individual shippers and on the station plan v Write for further information HOLLAND CRYSTAL CREAMERY Wholesale Millinery We Carry A Large Assortment of Popular Priced Hats for Women, Misses and Children on the Floor for Immediate Shipment. Mail Orders Receive Prompt and Careful Attention. vs J. A. SCOTT & COMPANY 28 IONIA AVENUE, S. W. Order a bunch of GOLDEN KING BANANAS of ABE SCHEFMAN & CO. Wholesale Fruits and Vegetables 22-24-26 Ottawa Ave. Grand Rapids, Mich. WHEN YOU THINK OF FRUIT—THINK OF ABE. OSCAR ORWANT Eggs at Wholesale 343 MT. VERNON AVE., N. W. - I a ST A PE nT quent sj Forty-third Anniversary nals have from time to time cautioned dealers against overbuying, carrying too large stocks for the amount of business done, and suggested the wis- dom of buying oftener and keeping as- sortments up, and I believe dealers have been influenced by such articles. 8 While discussing this question from the dealers’ standpoint, I am led to believe that we are not alone in the practice of hand-to-mouth buying if the failure of jobbers to fill orders completely is any evidence. I believe we all realize the added expense which this practice entails and the higher prices that must of neces- sity prevail. To carry an assorted stock that will reasonably meet the needs of our re- spective communities and avoid “out” excuses is the important problem deal- ers must solve. I believe dealers should, within safe limits, anticipate their needs and give orders for what are called futures. It, however, produces a rather unpleasant feeling to find at the close of the seas- on a substantial percentage of such goods on hand, to be, with added car- rving charges, set aside for another season a year hence. We all enjoy the thrill of having cleaned up on seasonable merchandise, but often this results in the manufac- turer or jobber holding the bag, this latter experience being the more en- joyable. It tends toward an increase of the practice which no business argu- ment can stop, and in the end it may prove not only an evolution, but a revolution in business methods which both manufacturer and jobber must be prepared to meet. I am advised that some large manufacturers are now studying the situation with this thought in mind, and if it results in fewer business failures and a healthier financial condition, although with slightly lessened profit, it may be worthy of serious consideration and may not prove more disastrous than have many of the business changes in policy which the older members have witnessed in the last forty or fifty years. We cannot stand in the way of progress even though unready to adopt at this time—C. L. Glasgow in Hardware Retailer. 0 Scraps and Discarded Lasts Make Shoes For Tropics. Although many of the citizens of Porto Rico and the Philippines are shod with the latest styles of footwear, not a few cling to old customs. Porto Rico, especially in the mountain region, seems to be the principal market for shoes out-of-date elsewhere. The traveler is apt to smile when he sees a jibaro (white peasant) wom- an stepping out in shoes of a style popular in New York twenty years ago when hair pins were also button hooks. The poorer hill people prefer to go barefoot on their precipitous farms, and wear European laced peasant shoes on their. infrequent visits to town, or for festal occasions. Such shoes are unknown in _ the Philippines, where men and women of the poorer class wear chinelas or buk- yoks. Both are heelless slippers, but the sole of the chinela is composed MICHIGAN TRADESMAN of leather, that of the latter being of wood. Sometimes the tips are of leather as well, but are more often cut from scraps exported from the United States. These scraps have been salvaged from various kinds of material, and mostly come from junk dealers who have bought worn out Pullman cush- ions and curtains, discarded theatrical costumes, uniforms, and bits of gold and silver lace. The more striking the color the quicker the slipper sells. The wooden soles of the bukyoks are fash- ioned ‘by experts who use only a bolo, a short, heavy, chopping blade. The wood selected grows only in the moun- tains of Cavite province and is of a cork-like texture. The inner soles of the bukyoks are hand painted in floral designs usually selected from American calendars, and are edged with a red pigment which rubs off when wet, thus imparting to bare brown toes of native maidens the rosy tint which is so much desired by the stockingless country folk. — +> The Automobile and the Country Store. The automobile has ‘been added to the mail order house, the house-to- house canvasser and the chain store, as being responsible for one of the newer buying tendencies in the vortex of which the small town merchant and the country general store keeper are caught up. “Roadside business,” the Department of Domestic Distribution of the Cham- ber of Commerce of the United States finds has led to changing conditions. “This happens all the time,” it says in response to an enquiry, “never has ceased from the beginnings of distri- bution, and so far as we anticipate, never will cease; but the fact is un- alterable that the good merchant—the intelligent merchant—not only sur- vives, but prospers under conditions which injure or destroy the business of those who are less alive to opportunity. “But there are compensating factors. An immense business, the magnitude of which is unknown, has developed in the roadside sale of fruit, poultry and fresh vegetables, principally bought by city people; and this should be taken in some abatement of the city pur- chases made by the rural] population. Again, it is apparently an unrecognized fact that throughout the driving season enormous purchases of hot weather merchandise are made by automobil- ists. and the money left with country garages and supply stations must amount to an enormous sum annually.” —__—>->—____- Taking Grease Out of Marble. One method recommended is to ap- ply a small pile of whiting or fuller’s earth, saturated with gasoline, and allow it to stand for some time. More gasoline may be added as the pile dries but do not add more than enough to keep it thoroughly moistened. Another recommended method is to apply a mixture consisting of one part of pumice stone, one of chalk and two of washing soda, finely powdered and made into a paste with water. Rub this well over the marble and finally wash off with soap and water. 91 ALL NIGHT and DAY SERVICE The Pantlind Sandwich Shop Never Closes Se STREET ENTRANCE -- MONROE AVE. Just north of hotel main entrance. NOW-- This Rounds Out The Circle of Pantlind Service— The Best Rooms. The Finest Appointments. The Most Up-To-Date Cafes. Highest Quality Barber Service. And Now, the 24-Hour Service Sandwich Shop Eat Without Wait After the Show After the Dance After the Party If you work at night If you go Hunting early in the morning Before catching a train SANDWICHES Toasted—Plain Special Menus each Morning—Noon—Night Pies—Ice Cream Certified Milk—our own dairy Coffee that is COFFEE PANTLIND HOTEL CoO. THE ONLY CLASS A HOTEL IN GRAND RAPIDS OLD-TIME DRUMMER. He Has Had His Day on the Broad Highway. The greatest minister of commerce is a changed man. He has reduced his belt line by many holes, his neck- ties have lost their flame, even the tint of his nose is different. No longer does he smoke “fat, black cigars” bearing a rich band of red and gold. His laugh long since ceased to echo throughout the stores of the land, for the old-time drummer has carried his last sample case. In his stead we have a crisp and businesslike young man who goes direct to the point and sells his wares by system in place of a smile. It would be worth while to stand behind a stack of brooms in a grocery store and watch the emotions regis- tered by an old-time drummer as he listened to a modern salesman present a modern appeal to buy. The selling process has become a science. What would the man of yesterday think of one who discussed National advertis- ing as the power to restore the use of hairpins? Would he understand— or faintly grasp—the significance of “consumer appeal” and such new- fangled ideas? Even the language of the latter-day salesman must sound unfamiliar, adorned by words no dic- tionary has owned. How would a drummer of thirty or forty years ago feel upon the subject of a man who talked about “contacting” with the public? But commerce changes, and the drummer as well. His name is frewn- ed upon by the knights of the sample case. They say that it is undignified, that their vocation has no association with a drum, the root of drummer. A long time ago peddlers went from town to town in England and an- nounced their arrival by beating upon a drum—whence drummer, and finally that aristocrat of the road, the com- mercial envoy. Although those drums have sounded their final tatto, it may be permitted to regret the drummer, for we never shall see his like again. It mattered little what he sold, his type was legion, his view of life unvarying. He knew mankind well, especially the mankind that kept stores in America when America was younger. But beyond all this, behind and above the demands of trade, the drummer was a good sort. How often did he give a man credit “to tide him over” when his sense of caution cried aloud? The day that a drummer came to town was one of considerable impor- tance and no little commotion in any community of yesterday where the mud clung to the wheels of the farm- ers’ “turnouts” and their teams were hitched around the central square. Everybody knew the drummer. He was not a man to be overlooked. Although he beat upon no visible drum, the noise of his coming might be heard afar. An old-fashioned dray was required to haul his trunks from the station. Usually he had three or four of them; trunks bearing iron strips and many brass nails—the em- blems of treasure. They always had MICHIGAN TRADESMAN: big white letters on the ends. and many hotel stamps. No sooner did the drummer arrive in the best hotel than he began to demand service. He also was a man who knew the secret of getting it. He had a cigar for the clerk, a dime for the waiting palm of the porter and another for the boy who took his bags. Even a quarter might be forthcoming to the man who opened the sample room. If it was occupied by a display of another drummer, the new arrival could be placated by an offer of the front parlor. Then his cheery whistle sounded through the hotel while he performed the rite of opening the treasure chests. And wondrous things they contained. ~ Hats to make a maid-servant ‘stare as one who looked upon visions of Para- dise. Or it might be shoes, or hose, or lacy things of many kinds. The trunk of a drummer was a kind of Pandora’s box, but there was happiness in the bottom. When a drummer had traveled his territory for any length of time he knew everybody and almost everybody knew him. He had a memory for faces and a gift for names. He was something of an actor. From long cultivation of the expansive smile and the sturdy handshake he had come to believe in them. Thus his art also became his nature. After the sample room had been duly decorated with the contents of the trunks, the drummer went forth to call upon his trade. Then ensued such a chorus of “Hello, Sam!” and “Howdy, Joe!” and such a slapping of backs that the whole county knew Sam was in town, ready for business, But it was an odd thing that nobody associated business and the coming of Sam. The affairs of commerce were incidental. His stock-in-trade of great- est interest was a new crop of vivid stories. The opening of the little drama that Sam played in every town always took place with his back to a counter, his broad face smiling its broadest smile, his eyes gleaming their merriest twin- kle, his nose shining like a coal. Then he would say: “Boys, have you heard the one about—” and away he would go, while the world paused to lend heed. : But his loudest laugh was reserved for the joke that his customer told when the store resumed business. No matter how old that joke might be, Sam could work up a laugh to resound through town. Many a storekeeper has earned a reputation as a humorist by virtue of Sam’s laugh. Friendships cemented in this way could not fail to produce orders. And Sam never failed to remember the clerks with his fat, redolent cigars, He knew their names and much of their family history. He also knew if it was safe to produce a flask from his deepest pocket and invite the boss behind the stack of brooms to take a nip. It was not often that Sam’s jokes, his cigars and his liquor failed to yield an order. If a storekeeper seemed in- clined to resist these blandishments, — 3 ) } SP ome os pes ems ee Forty-third Anniversary Pb FS Ps PS Oh Ok Fs PS Ps FS Ps FS OS PS PS Ps Ps Ps PS Fe Ps Pe 6 9 Fs Ps os 3 Attention! Milliners! Reed Brothers, Cleveland, Ohio, is the largest millinery house in the United States. The splendid resources of this great firm are i immediately available at all times to our Michigan customers, j through our branch store in Grand Rapids. i You have a fine assortment of up-to-the-minute styles from i | & which to select, at popular merchandising prices. MAIL ORDERS RECEIVE INSTANT ATTENTION B. E. Morey, Manager Fred Hurd, Representative REED BROTHERS AND COMPANY Grand Rapids, Mich. Phone 69226 aS 9S PS a6 Pg PS PS PS FS 6 aS Pa 6 6 Ps Pn ss OG Ong O-PS Pn 6 Ss Os On sg Automatic Sprinkler Systems Heating and Power Plant CoOL PHOENIX HEATING AND SPRINKLING CO. Grand Rapids - - - Detroit - - - Indianapolis SOUND SECURITIES FOR CONSERVATIVE INVESTMENTS = LINK, PETTER & COMPANY (INCORPORATED) Member of The Harriman Wire Service MICHIGAN TRUST COMPANY BUILDING GRAND RAPIDS, MICHIGAN Soes iinet ase i; eee Forty-third Anniversary Sam had a way of growing serious just as an actor does in the play, tell- ing his customers why he should buy a bill of goods. - He did it convincingly, persuasively. It was not his method to stress the fact that he desired a sale, but to impress upon his customer the need of a purchase. But the drummer who knew his trade seldom argued. He had fine percep- tions. Often he was friend and coun- selor of his customer. He considered it a part of his code never to sell a man things for which the man had no need. Upon occasion he would empty shelves of his own goods if they failed to sell, risking his job and bringing _ down black words from his house. Sam shook off objections from any source with an ease to be admired. He al- ways seemed to be whistling, smiling, smoking or snoring in a hotel chair, a handkerchief over his face, while the world rolled by. Whatever the position of Sam might be—high or low—when night came he settled down to commune with his gods. Under how many flickering gaslights of how many forgotten hotels have the Sams of yesterday written home to their folks? How often have they explained to the house that John Smith couldn’t pay his bill just then, but John was all right and would pay when he could? Drummers and credit men were natural enemies. One who heard Sam sigh over the letter to his “missus” or the apology for John might well have doubted that he was the same Sam of the booming laugh and the hand calloused from slapping many shoulders. Once the letters were written Sam would look around for diversion. There were two distinct sides to his charac- ter when bent upon relief from the day’s problems. One side inclined to the lodge meeting, held in a gloomy hall over the hardware store, with cer- tain mystical emblems cut into the stone. When Sam went there he was a sobered and reverent sort of Sam and walked back to his hotel, a dif- ferent look in his eye. Lodge meet- ings mean a lot to some men, and Sam was one of the kind. If that other side of his character moved him he might be found sitting in a stuffy hotel room, facing three or four other men, dimly seen through billows of smoke, each one striving MICHIGAN TRADESMAN to read favorable signs upon certain pieces of pasteboard gripped in their hands. Sam was the high priest of poker and a devotee whose ardor never wearied. He would bet his pay, his expense money, sometimes the trunks themselves. Poker to him was the essence of life, the spirit of the great adventure. As all things must end, so the poker games of Sam also came to a con- clusion. Then off to bed, often a cold, uncomfortable bed in a cheerless room. Hotels of that kind commonly had broken panes in their windows and rats in the walls and many other things that kept a man from sleep. The particular abomination of Sam was the early train and the anxiety that he would not be called in time. But, like the evening shadow, the night clerk or the porter always beat upon the door about 5 o'clock and stirred Sam from his dreams. Only one who has lived the life of Sam could know the pain of rising morning after morning to catch an early train. Trains in the lives of drummers always departed at 5 o'clock in the morning or near midnight. Evi- dently the railroads never ran any trains in the daytime on the lines that Sam traveled. He was by force of schedules a man of darkness and dawn. But Sam seldom missed a train, al- though he often must depart without breakfast and lend a hand with his trunks. In that case he would smoke a big, black cigar, showing the com- placency of spirit indispensable to a drummer in the olden days. The next town, an hour away, would offer break- fast and friends. The prize joke would be told again, the echoing laugh would roar through a quiet community and the order book would have new en- tries by nightfall. It is not unlikely that some of the jokes told by Sam long ago are yet current among the clan of salesmen. But Sam himself has departed. He began to go with the ascendency of advertising, the remodeling of busi- ness generally. Storekeepers are fairly busy men nowadays, even in small towns. They read the trade papers and go to the movies. There is more of movement and communication be- tween -town and country. Sam for- merly represented a tie that brought the city to the town. But the town of the present is a city in miniature. The list of changes is endless. The science of selling has been put upon a new basis. So many factors enter into this science that the layman feels himself lost in the maze. How could any storekeeper weigh the many prob- lems of advertising, “consumer appeal,” the value of discounts and a lot of other strange subjects unknown to Sam? In other times buying consisted of getting the longest credit possible at the lowest price and hoping that Providence would provide the money to pay up. But all that has changed and Sam has gone on to his glory. Good old Sam! genial romancer, actor extraor- dinary, superb poker player , there are 93 those who mournfully miss him.— James C. Young in New York Times. 2-2 A progressive young fellow who left the farm and got a job in the city wrote a letter to his brother who elected to stick by the farm, telling him of the joys of the city life, in which he said: “Thursday we autoed to the country club, where we golfed until dark. Then we motored to the beach and Fridayed there.’ The brother on the farm wrote back: “Yes- terday we muled out to the cornfield and gehawed until sundown. Then we suppered, and then piped for a while. After that we staircased up to our room and bedsteaded until the clock fived.” i Looking for praise is a bad habit. Norris Building The Guarantee Bond & Mortgage Co. of Grand Rapids Capital $2,500,000 Equipped to do everything in connection | with the transfer of real estate CARAS Our Specialty | Abstracts of Title and Title Guarantees A guaranteed title means peace of mind and safety Always at your service. 107 Lyon St., N. W. Main Street or Michigan Boulevard It makes no difference---reliable grocers everywhere supply their particular customers with this famous coffee. CHASE & SANBORN CHICAGO ainsi e DUNE COFFEE _ ee 94 LAWYERS DELAY JUSTICE. Bench Not To Blame For Imperfect Administration. My object in writing this letter is to call public attention to a miscon- ception as to duty to clients, which largely prevails among us lawyers. I am fully aware, that in writing as I intend to do, I shall call down upon my head much criticism from my pro- fessional brethren. But having reached and gone several years beyond my three-score years and ten, I shall re- ceive their animadversions in good part. The time has come for sane thinking and plain speaking. Whether my thinking is sane is for others to say. My speech is going to be very plain. The administration of justice in this country, especially criminal justice, is in a parlous state. The first thing to do is to find the cause, and then ap- ply the remedy. We lawyers have met in our various bar associations, and have passed sol- emn platitudiness resolutions that the administration of justice, civil and criminal, is gravely at fault. We there- by imply blame, either upon our law, or upon the administration of it by our Judges or juries. We are woe- fully silent as to shortcomings of our own. We are so anxious to remove the mote from a neighbor’s eye that we are unmindful of the beam in our own. It is always easier to propose to reform another man than to re- form one’s self. Let me come to my point, without further circumlocution. The fault in the administration of justice in this country, to which may be traced most of the delays in our courts, is not due to the bench but to the bar. The root cause is an erroneous idea, which pre- vails among us, as to the duty which a lawyer owes to his client. Let us take up first, the administra- tion of criminal justice. The criminal lawyer proceeds upon the notion that he owes a duty to a client, who is charged with crime, not only to defend him against the accu- sation, but also in case of conviction to aid him to evade punishment. Whether a given lawyer who seeks to Save or prolong the life of a con- demned murderer by means of some quirk in the law is stimulated more by the hope of resulting glory to him- self, and subsequent retainers from other criminals, than by an honest be- lief in a supposed duty to the client is not for me to say. It is entirely im- material. For that no such duty exists. The only duty a lawyer owes to a person charged with crime is to see that he has a fair trial, that the evi- dence against him does not contravene the rule as to reasonable doubt, to introduce any evidence in his favor, and to urge legitimate argument in his behalf. If his client is convicted, then upon the sentence the lawyer’s duty to his client ends. If he honest- ly believes that the evidence is insuf- ficient to warrant a conviction, or that the Court erred in any ruling on a question of law, he mav so advise his client and will be justified in taking steps to reverse the conviction. In MICHIGAN TRADESMAN. doing so, however, he has no moral or legal right to invoke frivolous tech- nicalities merely to prolong the life of the client. Glance, secondly, for a moment at the administration of civil justice. Our calendars are crowded with accident cases. It is a notorious fact that a large percentage of them are brought by lawyers who know that there is no ground for action and simply bring it in the hope that the defendant will make a settlement to avoid the expense of litigation. If such lawyers had a Proper sense of the duty which they owe to the State as citizens not to crowd its courts with unmeritorious cases, the administration of civil justice sense. They owe a paramount duty to the State not to take up the time of its courts, criminal and civil, in pass- ing upon points which are wholly de- void of merit. In short, let the bar look to itself for the cause and for the remedy. Let its members ever bear in mind that in the performance of their duties as law- yers they also owe a duty to the State as citizens. That duty is not to take up the time of the court with the consideration of frivolous points. Of course, in passing on the question as _to the validity of a given point, they may properly give their client the bene- fit of any doubt. But to spend the time of the Court upon frivolities sim- te es es PPE SST PS EIT Ph 9 Pk 9S 9s PS Ss es 17 The Lesson of the Leaves The leaves so brown and tinged with hues of gold Now take their place upon the mother-mould; The breezes waft them to their resting place, And carpet it with seeming careless grace. And so they lie beneath the autumn sun As “earth to earth” as they’ve their laurels won. And there’s a sound, the rustling that we hear Unlike all else known to us mortals here; We love it and as we scuff through the banks We can but note that one brief year has flown Since in like way the ground was with them strown. And there’s for us a mystic lesson told In this, the round of nature’s green and gold; Each one has helped to win the season’s prize, The growth, the fruits, the shade and beauty rare They held, as such, within their special care. And now they fall in nature’s way to earth And all so soon since May-days gave them birth; But ’tis in sweet accord to nature’s plan To make of earth a trysting place for man, To grace the home wherein its conscious part Might feel the throb of her own loving heart. And so in these, the autumn’s fairy days Dame nature tints her picturesque esSays, And we should learn, or at the least, should try To catch her thought and trust her lullaby. O, mother dear, may we to you be true And thus live more while “faring on” with you! | ! B would not be, as it is now, so impeded. In short, the real cause for most of the delay in the administration of crim- inal or civil justice is due, not to the bench, but to the bar. Who is it who occupies the time of the Court in re- spect of frivolous technicalities? Is it not the lawyer? How many lawyers give consideration to the question as to the validity of their technicalities? Do they not say, that is for the Court, not for them, and with solemn face urge in court propositions which in their hearts they know to be devoid of merit? The only excuse they can make is that they are under a duty to their client to do so, My answer is, Non- l ! ! ! ! l ! ! | ! ! Of leaves on walks as winds have played their pranks, { ! ! ! | ! ! l ! ! ! i l ! ! ! ! l | Each leaf has filled its mission ’neath the skies, i l l ! l | ! ! { ! ! ! ! ! 38 L. B. Mitchell. Cee ee ee ee ae el ate AOA 09e5o Te 60 Ee So ote ce ences ply for the purpose of delaying a trial on the merits, or postponing the exe- cution of a judgment, civil or criminal, is without any justification in law or morals. Our duty to our clients is to see that they get justice in the courts. It is not our duty to engage in attempts to defeat justice to the other party, whether such other party be an indi- vidual in a civil, or the State in a crim- inal, case. If we lawyers will take this to heart and act upon it, delay in the courts arising from multitudes of hear- ings of groundless objections will dis- appear. May I add a personal word? I have no thought of playing the role of a Forty-third Anniversary lecturer on morals. In a long prac- tice of fifty-five years I may have erred in doing the very thing which I am now condemning. My sole object is to induce serious thought on the prop- osition that in discharging our duty to our clients we lawyers owe a duty to the State not to spend the time of its courts upon clearly untenable propositions. I have selected a trade paper, rather than a bar association, as my forum in order to reach a larger audience, consisting not only of law- yers, but of business men in particular and serious-minded persons generally, who are greatly concerned over an evil which is widespread, not confined to any one locality, and which unless cut out by the roots will in turn in- crease the disrespect for law and order now so sadly prevalent. John Brooks Leavitt. —_——_»-.—____- New Yeast Competition. The big and predominant place of the Fleischmann Company in the Na- tion’s supply of yeast has been chal- lenged. Anheuser-Busch, Inc., intends to enter into the manufacture of com- mercial yeast, according to an an- nouncement of August A. Busch, pres- ident of the company, and a plant for its manufacture has been added to the grain conversion industries of the com- pany. The yeast department is the third important grain conversion in- dustry added since prohibition to util- ize the manufacturing capacity of the plant. “We have added the yeast depart- ment for a number of reasons,” Busch said in an interview. “Our plants were originally constructed for the conver- sion of grain into beverages, which were really food products. There is a very large demand for yeast, and steadily increasing. The annual con- sumption of yeast in the United States is now in the neighborhood of 200,000,- 000 to 300,000,000 pounds. “We are already manufacturing large quanti- ties of malt sirup for the bakery trade, and the addition of yeast, which is also largely used by the baking industry, gives us another product for the same industry. “While we have never before manu- factured yeast for commercial pur- poses, we have always propagated or manufactured our own yeast for our beverages. For more than sixty-five years we have propagated an original yeast culture that my father, the late Adolphus Busch, brought from Ger- many. “Our chemists not infrequently put the yeast culture ‘to sleep’ for twenty years and then ‘wake it up’ and have it active in three or four days. For commercial purposes we make yeast entirely different from that we use in our beverage industry. In preparation for the yeast, we sent our chief chem- ist to Europe to make a thorough study of the most modern methods of man- ufacture.” ——— << —___. Where the Nickels Go. Scene (Sunday morning in a drug store)—Can you give me change for a dime, please? Druggist—Certainly, and I hope you enjoy the sermon. I a nee Forty-third Anniversary MICHIGAN TRADESMAN 95 Farry Grand Rapids has reason to be proud of the large number of beautiful and mod- ern buildings erected during the past ten years and the Owen-Ames-Kimball Company is proud to realize that a great majority of these stand as monuments to the successful effort of its organization. . - tne te tll come eee a RR AR A es Pie eS Grand Rapids can certainly feel well satisfied with its adequate equipment of Hotels, Schools, Churches, Hospitals, Office Build- ings, Stores and Industrial Plants. With re- markably few exceptions the owners or promoters of these buildings have shown their confidence in the existence of a local construction company capable of carrying out any size contract satisfactorily, by en- trusting their work to the OQuwen-Ames-Kimball Company | 96 Agree To Label “Imperfect” All De- fective Hosiery. Seventy-five per cent. of women’s full- fashioned hosiery and fifty per cent. of the circular knit product manufactur- ed annually will be affected by the de- cision of manufacturers and distrib- utors to carry plainly to the public the frank representation “Imperfect” on the sale of goods that do not come up to first quality. Not by governmental regulation nor by the mandatory influence of any competitive group was this accomp- lished. The industry itself, under the guidance and with counsel of the Na- tional Better Business Bureau, has ac- cepted a recommendation with this provision to wipe out the loss in costly good will and profits which has in the past arisen through the repre- sentation of one grade of goods for another. To the retailer, regardless of his voluntary observance of this recommendation will, in the opinion of the National Better Business Bureau. be wholly to his profit. size, Briefly, the history of the recom- mendation and acceptance dates from last February. The National Better Business Bureau, with the help of the affiliated local Bureaus throughout the country, sought the facts and obtain- ed them. In May, a meeting was held in New York. From the data accumu- lated, the Bureau made four recom- mendations: That all goods not of MICHIGAN TRADESMAN first quality be indelibly marked on the toe of each stocking; that the marking consist of one of four terms, —‘“seconds,” “imperfect,” “sub-stand- ard” and “irregular;” that the National Better Business Bureau communicate with the trade and find which of these terms was generally preferred; and finally, that whatever designation was agreed upon as a matter of perman- ent policy be frequently stated in the advertising of these goods. All these resolutions were unani- mously adopted. Here the National Better Business Bureau reported the result of its survey; that “Imperfect” was the word acceptable to most. On that same date, it recommended to the whole trade, manufacturers, jobbers and retailers, that the standard be im- mediately put in force—iHos‘ery Re- tailer. —_>--—____ How Many Stores Do We Need? The multiplicity of stores, many of which are not needed and sooner or later join the ranks of the business failures whose demise is marked by the “to let” sign, is one of the prob- lems with which, according to the Civic Development Department of the Chamber of Commerce of the United States, many cities are now struggling. It arises as a phase of zoning. “In several cities,” says the cham- ber, “zoning authorities are studying this problem and coming to tentative conclusions as to how large a propor- tion of the street frontage in a given area should be allocated to business. The problem is the same as that of the retailers, wholesalers and manufactur- ers who are concerned over ignorant competition and business failures. But the different angle from which it is approached should provide a valuable means of checking results. “In one large city of the Northwest, for example, it is believed that sub- business centers, outside the down- town area, should have not more than 2 per cent. of the street frontage of a given area. Studies made in the Los Angeles metropolitan district in- dicate that retail business will occupy only about 5 per cent. of an area al- though from 11 to 18 per cent. has been allocated to it by the zoning regulations. “The basic question is, of course, how many families it takes to support a store. The answer, naturally varies with the kind of store.” : —_>»—___ His Majesty the Retail Salesman. In the hands of the retail salesman, the man behind the counter, lies the success of the manufacturer, of the jobber and of the retail merchant. The many millions of dollars spent each year by manufacturers to further the sale of their products, the heavy expense of the jobbers’ sales forces and the constant, patient effort of the retailer to build up prestige and a profitable business are in vain if the Forty-third Anniversary retail clerk who forms the point of consumer contact for the great and complicated machinery of the indus- try behind him does not have or does not develop the selling ability to function efficiently. That ability can be acquired by any serious-minded, ambitious retail sales- man. The boss is glad to help, the jobbers’ salesman is glad to help and representative manufacturers are al- ways trying to help such salesmen grow and develop in selling power and ability. —_——_2-2 Umbrella Ants. Found in South America, umbrella ants, probably so-called from their method of carrying their loads over their heads like a shade, are a particu- larly interesting species. As a base of operations, they build large mounds from which they make well-beaten paths, four or five inches wide, leading into the forests in search of food. It is not uncommon to find one of these paths lined with busy, burden bearing ants, leading from the swarming home mound to a doomed tree over which other swarms work. A colony is made up of queens, drivers, workers, and builders, and it is an easy task for one colony to undertake the stripping ot good sized orange tree in a_ singt: night. These ants dislike water, and when it begins to rain they hastily umbrella loads and seex drop. their shelter in the home mound. VIEW OF GRAND RAPIDS IN 1886 above view of Rapids was The the city of Grand and en- graved on wood in the year 1886. It represents the East side as it was between Bridge street and _ the Grand Rapids & Indiana Railroad bridge North of the bridge. Running to the river is Pike street, on the right side of which is the county jail. Between the jail and the river the Citizens Telephone Company erected a large and handsome building used for operating the system and for of- fices. Beyond the jail, extending to Ottawa street. several large business structures have been erected, The drawn low building on the left side of Pike street was formerly the Michigan Iron Works. The vacant space on the North, fronting on Pearl street, is now five-story building Kelsey and used The steeples on smokestack of the Michigan Iron Works are those of the former Fountain street Baptist and Second Reformed churches. The open North side of Peare street have been filled by the erection of the Raniville building, the Wil- marth & Morman building and the extension to the Hotel Pantlind. North covered by the erected by C. B. for storage purposes. each side of the spaces on the of the Raniville building, fronting on Lyon street, the Street Railway Com- pany erected a power plant and oper- ated the same a number of years. The plant was sold to Felix Raniville twen- ty-four years ago, who enlarged it, and it is now used by manufacturers. On the opposite side of the street may be seen the factory and former ware- house of the Nelson & Matter Furni- ture Co. The warehouse, which was destroyed by fire in 1888, was five stories high and did not cover but one- half as much ground as the warehouse now in use. Between Pearl and Bridge streets the Bissell Carpet Sweeper Co., the Leitelt Iron Works and the New England (now Grand Rapids) Furni- ture Co. have filled in the vacant spaces with large factories, while im- mediately north of Bridge street the station of the Grand Trunk Railway is located. The County Court House, the City Hall, the Berkey & Gay fac- tory, the Michigan Trust Company’s building, the Blodgett block, the Her- polsheimer, Widdicomb, Gilbert and other important structures devoted to business have been erected since the drawing was made. Arthur S. White. ae = i Xt j ~ ? Forty-third Anniversary MICHIGAN TRADESMAN 97 aay \\ N N porte aoe \ rN , Fi NS , . WHY MORE THAN 32,000 MICHIGAN PEOPLE ARE PARTNERS HERE 4 Because— Savings invested here pay a good cash income— Investment here means ownership in busy property of proved earning power— With an unbroken record of every dividend paid in cash when due— The business is continually growing— Thousands of customers and many communities earn this income for investors— te This is the true public partnership, paying a direct cash return to citizen owners from their public service— Small savings can be profitably invested each month or | oftener— Savings earn and grow for future comfort and protection. INVEST IN CONSUMERS POWER PREFERRED SHARES Paying you Cash Dividends from a Public Service to a Million Michigan People in 219 Cities and Towns Ask any of Our Employees — or at our nearest office | CONSUMERS POWER COMPANY 98 SOME BUSINESS METHODS. They Built Third Largest Retail Business. Persons who should know the facts say that William Arthur has the third largest business of its kind in the United States. That statement, standing alone, isn’t especially impressive. This next sentence has to take it by the hand— Arthur's business is in Canton, Ohio, and Canton’s population is not more than 85,000. The store taking first rank is located in New York City, with its population of 5,000,000 or 6,000,000. The store taking second rank is lo- cated in Kansas City, Missouri, with 450,000 persons to draw from. Arthur has been in business only seven years —the other two merchants have been in business a great deal longer. Arthur’s volume of business is in excess of $300,000 yearly. He has built that business by sound merchan- dising principles—and knowing his business, not from the groun up, but from underneath the ground. “I was twenty years old before I knew what a suit of underwear felt like—on my own back,” says Arthur. “Poor! My father was in the leather business when I was born. I grew up in it. I grew up in it and had to learn it because there was nothing else to do. I had to help. Out of sheer necessity I learned how to make the most out of every piece of raw ma- terial my father bought. It was a hand-to-mouth business and when | was a boy I learned, from my father, how, for instance, to cut a twenty-four inch strap out of twenty-inch material. “IT don’t know how many leather goods men in the country there are who could do that, or how to begin to do it. I found out how to do it. I can do it yet. Cut the short materiai on a curve and then put the crescent- shaped strip through a pressing ma- chine, to straighten it. That’s how I learned the leather goods business— we had to make use of every scrap because we couldn’t afford to waste. even a five inch strip of leather. I was a slave to my business. I had to be. If I didn’t work I didn’t eat. “I was thirty-five years old (I am forty-eight now) before I knew what it was to have two dollars rubbing against each other in my pocket. When I hit the thirty-five mark I sat down one day all by myself, and had it out —with myself. ““Bill Arthur,’ I said, ‘you're thirty- five and in physical assets you're worthless. The only thing you know is the leather business and you haven’t made a dime at it. You'd better get out and into something else.’ “But—I didn’t get out, because I didn’t know anything else. “I heard of a business in Goshen. Indiana, that was for sale. I found, out it could be bought for $2,000. I looked around Canton and found a man who would loan me the money. I went to Goshen, looked over the business, bought it and returned to Canton. Then I went back to my financial angel, borrowed another $100 for moving expenses (I had a wife and two sons, besides a few things in MICHIGAN household furniture) and went back to Goshen.” Arthur was in Goshen only a little while when he sold out at a profit of $4,500. He returned to Canton and invested the money in a leather goods manufacturing business. He was dis- appointed in his investment, learning after he was into it, that the concern was operating on a losing basis. For two years Arthur worked like blazes— eighteen and twenty hours daily to get back his money. And he got it back. He looked around for a_ leather goods business in Canton. He found one that was badly run down at the heels. The business inven‘oried be- tween $10,000 and $11,000 (mostly old stock) and he made an offer of $4,500 for the place. His offer was accepted, and he paid down $100, and signed an agreement to meet the balance of $4,- 400 within thirty days. The first thing he did was to put on a sale. Goods that had cost the former proprietor $10 were marked, by Arthur, to sell at $5. The former owner, who sat around on a chair “to see how things were conducted and to see that he got his $4,400” complained. “You can’t do business that way!” he lamented. Arthur paid no attention. The former owner visited the stores of his old neighbors. He whispered to them what Arthur was doing—sell- ing goods below cost—and they,too, were grieved. It wasn’t a good thing, they argued,. to have stuff sold so cheaply. It hurt their business; but, they comforted themselves by predict- ing: “This upstart won't be in business thirty days!” Arthur heard those predictions. A banker even went out of his way to call on him and tender a bit of advice. Arthur answered the banker by sell- ing him some of the marked-down merchandise. , At the end of thirty days the stock was cleaned out. The $4,400 was paid to the former owner and Arthur had a cushion of $3,000 (what he had rez ceived during the sale) on which to settle back and get new merchandise. He had no credit. He set about es- tablishing it. He made one dollar in cash do the work of five, in credit. He got in quite a bit of new stock and went to the bank where he and his wife had a small joint Savings account and asked the cashier for a loan. “But you haven’t much money in here.” “I know it—and I’m not asking for much,” responded Arthur. “How much do you want?” “Five thousand dollars!” The banker threw up his hands. “But—I don’t want it now,” Arthur went on. This wasn’t the same bank- er who had come to advise Arthur. But because Canton was a small city, this cashier knew Arthur’s circum- stances and knew of how he had cleaned up the old stock. He knew because his wife had bought some of it. “When do you want it?” asked the banker. TRADESMAN Forty-third Anniversary THE WORLD'S GREATEST BAKING POWDER ae OTe > Gls 2° WOES LLP sy pureg ‘Qin on i A p moo MAKES BAKING EASIER Calumet’s never-failing qualities make it popular with the housewife. Successful bakings encourage the use of more profitable baking ingredients—flour, butter, sugar, eggs, etc. Double action insures perfect results, and does away with complaints against your flour and the many other ingredients used in baking, thus estab- lishing confidence in your goods. | LA VALLA ROSA CIGARS é Made in four sizes Ever Increasing In Popularity & Made by THE VANDEN BERGE CIGAR Co. GRAND RAPIDS VAN EERDEN CoO. Wholesale Produce DIAL 94379 We specialize on all greenhouse products. Correspondence solicited. 201 ELLSWORTH AVE., S.W. GRAND RAPIDS, MICH. Sener i RE to cue en . Forty-third Anniversary MICHIGAN TRADESMAN “In three months,” answered Arthur. The merchant then showed the banker how he was making one actual dollar do the work of five future dol- lars. He proved that he knew the leather business. He showed him sales slips—how their number had in- creased with each passing day. He kept nothing back—starting his talk by telling the worst and ending it with the best that was in him. He told the banker that he would need the $5,000 in three months because, then, the Spring merchandise would be com- ing in and he would need cash to make payments—that for every dollar he paid, in cash, he could save himself a like amount by making advantage- ous terms. The banker was convinced. He told Arthur to come back “in three months and the money would be waiting.” To-day, at that same bank, Arthur’s credit is good for twenty times that first five-thousand dollars. “I mark everything in my store in plain figures, and on plain price tags,” says Arthur. “Everything in the win- dows carries a price tag, in plain figures. When a merchant displays frankness in his price tags he gains the confidence of his customers. I do not put only high-priced articles in the windows. If I put a high-priced traveling bag on display I also put a medium-priced one and a low-priced one alongside it—so the ‘window shop- per’ can fit his desires into his pocket- book—so he can come inside and ask for exactly the article he wants. That is one reason why we have few ‘lookers’ in here; the percentage of sales shows that 97 of every 100 per- sons who enter the doors buy before they leave. “IT have eighteen salesmen on the floor all the time. The first thing these salesmen must learn is to be pleasant. Not ingratiatingly pleasant —but to mean it! To smile. The salesman who cannot smile—and smile genuinely at a customer—has no place here. “Tf there were 200 customers in this store it would not be 200 seconds be- fore every one would be spoken to or waited upon. A word from a sales- man, or myself, puts the waiting cus- tomer at ease—makes him know that we know he is there and that we are striving to reach him as quickly as possible. “It’s the smile of friendliness from the salesman that does more than any- thing else to make that customer a patient waiter and, afterwards, a zenuine booster. One or two of the best salesmen I have didn’t know how to smile when they came here. They did nothing else for a week or two after coming but to learn. It’s a knack not an art. I am always searching for good people and when I find one I offer him five or six dollars a week more than he is getting to come with me.” Not many weeks before this article was written a traveling man came into the store and asked Arthur if he would sell a handle for a safety razor. “Sure,” quickly responded the mer- chant. The customer displayed what was left of his shaving device, explaining he had left the handle on the window in a Pullman car washroom. Arthur fitted another handle to it and the traveling man laughed: “Tim Mullane was right,” he said. “T was in Ccranton last week and I met Tim in the hotel lobby. I was just going out to buy a razor and Tim went aong with me. On the way I told.him of the accident. “‘What’s the use of buying a new razor? protested Tim. ‘You're going to Canton to-morrow so just drop in on Bill Arthur. He'll sell you a handle.’ “What are you giving me?’ I snap- ped at Tim. ‘Who ever heard of a storekeeper. selling just a razor handle?” “P’m telling you straight stuff, de- clared Tim. ‘Arthur’ll not only sell you the razor handle, but he'll sell you a half dozen tacks out of his office chair, or a strip of the steel ceiling in his store, if you want it: And here Iam. How much do I owe you?” Arthur estimated the cost and the traveling man paid the bill, and went out—pleased and satisfied. “T didn’t lose anything on that sale,” recalled Arthur. “It was a simple mat- ter for a stenographer to write to the manufacturer and get another handle. One day a lady telephoned saying she had lost the cork out of her thermos bottle. She said she had telephoned to half a dozen drug stores about town and they all told her that she would have to buy a new bottle. She didn’t. We sent the cork to her by a special messenger and got another one, for ourselves, from the manu- facturer. “Another accommodation many mer- chants don’t think about is the ac- commodation of mothers, and fathers, who bring children with them when making purchasing expeditions. Just yesterday a mother and her small daughter came into the store. The mother wanted to buy a pocketbook. She examined several and from the back of the store I noticed that the attention of the customer was continu- ally distracted by the small daughter who kept tugging away at. her mother’s skirt and exclaiming: “*Oh, Mamma, look at this!’ “I walked up, picked a child’s purse off a counter and gave it to the youngster. Immediately the little girl’s attention was focused on the gift. She stopped annoying her mother and the woman finished by buying a number of articles. “That child’s purse cost me fifty or sixty cents. But it made selling easier for the salesman. The mother ap- preciated my thoughtfulness—and the youngster, getting the present home talked cf it, not only to her parents but to all the visitors in her parents’ home. But, just the same, I like to give things away. I have never kept track, but I daresay I give away $10,- 000 worth of presents yearly in just such a manner. If a boy comes in with his father the boy gets a football, or baseball. That boy, and that boy’s parents, immediately become my best advertisers. : “Another thing we do is to supply (Continued on page 111) Do not let a cus- tomer ask for a Heinz product that you do not carry. Remember that the sales of the quicker sell- ing Heinz prod- ucts are creating demands for the rest. e HEINZ 100 GRAND RAPIDS FURNITURE. Early History of Our Most Impor- tant History* The furniture industry of Grand Rapids had its birth in the system prevailing seventy or more years ago in the smaller towns throughout the country. The cabinet maker produced by hand the simple pieces of furniture required, offering them for sale in his own workshop, or, when the business was sufficiently advanced, a small salesroom adjoining. Usually the cab- inet maker was both workman and merchant. All of the earlier efforts at furniture making in our city were of this character. The first cabinet maker to appear in our valley was William Haldane, so long and pleasantly known as “Deacon” Haldane. His home and little cabinet shop were located where now stands the Michigan Trust build- ing. Archibald Salmon came at about the same time and had a shop near Deacon Haldane’s. Samuel F. Butler appeared not long after, locating on Kent street, near the present Bridge Street House. Several years later Abraham Snively established a little furniture store in a building where the Morton house now stands. Dea- con Haldane only of these men re- mained permanently in the business, passing away at a good old age not many years ago. At about the time of Deacon Hal- dane’s arrival David Wooster, Zeph- aniah Adams and John L, Smith had a chair shop about where the pres- ent gas works are located, for which power was afforded by the small stream running down from Division srteet; and here was the first furni- ture produced with the aid of power. There is little evidence now that a stream sufficiently large to furnish power existed at that spot, yet I can clearly recall the brook which entered Grand River just below the lower boat landing, after meandering through the lowland. The dam had entirely dis- appeared, but some of the timbers and other evidences of the water power were there in my earlier days. It may Surprise you to know that a stream of this magnitude existed where now there is not the slightest trace of such stream, nor even the valley through which it flowed. In this little water power shop chairs were made to be peddled around the country among the few settlers. It is said this power was used as early as 1834 by Smith, yet further enquiry which I have made does not confirm this fact. Deacon Haldane always claimed he was the pioneer cabinet maker of the valley. These earlier settlers were followed by Loren W. Page, James T. Finney and Nehemiah White and, later on, by William T. Powers, Albert Baxter and Cyrus C. Bemis. Baxter’s His- tory of Grand Rapids states that Pow- ers and Haldane introduced working by machinery about 1847. This first *Paper read before the Historical So- ciety of Grand Rapids at its meeting on April 21, 1909, by the late William Wid- dicomb. MICHIGAN use of power was on the Canal in a portion of the sash and blind shop which Deacon Haldane’s brother was then operating, and was simply the use of the machines the brother had in the sash and blind business. About 1853 the Deacon set up a small steam engine on the bank of the river, where his cabinet shop had been located for several years, at the place now occu- pied by the Weston building. The first furniture manufacturing of any magni- tude with the aid of power was estab- lished by William T. Powers on the Canal bank at Erie street. E. Morris Ball became a partner of Mr. Powers in 1851, with a store on Pearl street where now is the Rood block. Mr. TRADESMAN 1857 compelled the Winchester Broth- ers to transfer their business to C. C. Comstock, which date represents Mr. Comstock’s connection with furniture manufacturering. Mr. Comstock suc- ceeded in keeping the business alive during the strenuous times and condi- tions prevailing after the 1857 panic until the greater activity appeared re- sulting from the war, and in 1863 formed a partnership with Messrs. James and Ezra Nelson, the name be- coming Comstock, Nelson & Company. In 1865 T. A. Comstock, Mr. Com- stock’s son, was taken into the firm, also Manly G. Colson and James A. Pugh, who were foremen in the manu- facturing departments, the firm name Deacon William Haldane, Powers retired from the firm in 1885 and the business was continued by Ball, Noyes & Colby. It is well known that at about this time one or two of the Pullman Brothrs appeared and conducted a small furniture establish- ment upon Canal Street, opposite Bronson street, E. W. and S A. Winchester built a factory at the foot of Lyon street, where the excavation had been made for a lock at the time the canal was built, the original intent of the canal being an improvement in Navigation rather than a factor for producing water power. The Winchester Broth- ers’ store was upon Canal street where the present Nelson-Matter Company’s office is located, The severe panic of changing again to Nelson. Comstock & Co. In 1857 George Widdicomb rented a room in the pail factory, south of Bridge street bridge then operated by David Caswell, having his store on Canal street directly opposite Bronson Street, now Crescent avenue. The present Godfrey residence, east of Fulton street park, was occupied during the early war days by Henry Wilson as a cabinet shop. He was the first cabinet maker to produce furni- ture of the finer quality. No doubt there are yet in Grand Rapids pieces of the furniture which he made. Prior to that time any expensive furniture was shipped from the East by way of the Lakes and Grand River to the Forty-third A nniversary city. I recall some very sumptuous furniture brought here by Dr. Shepard about 1858, it having been seriously injured in transit, and my father was called upon to make the necessary re- pairs. While my father had shipped furni- ture to Milwaukee prior to the War, the manufacturing business, as we un- derstand it to-day, was established by Julius Berkey in 1860, with Alphonso Hamm as a partner, in a small shop on Erie street, Chicago being the market for what they produced. The partner- ship was soon dissolved, for Mr. Hamm was an exceedingly visionary man and there could be no accord between him and a man of Mr. Julius Berkey’s ener- getic and prudent character. Later Julius Berkey occupied a small por- tion of the second floor in a factory building built by William A. Berkey ni the fall of 1857, where the present Berkey & Gay Company’s factory now stands. It was a great barnlike struc- ture of two floors, 50 by 100 feet in dimension, used as a planing mill and sash, door and blind factory. William A. Berkey was a very hopeful man and felt confident the day was not far distant when he could develop suffic- ient business to Occupy these great premises. The times were very strin- gent and this hope was not realized until in the years following the war. Julius Berkey’s smal] part of the sec- ond floor was enclosed from the re- mainder of the open lofty building, and there he engaged in making a wal- nut table which was soon known as the “Berkey table,” a little, inexpensive af- fair and the origin of the widely-known and magnificent Berkey & Gay busi- ness. Mr. Berkey continue the busi- ness with a fair degree of success and in 1862 formed a partnership with Elias Matter, Mr. Berkey, perhaps, having the experience and Mr. Matter a very small sum of money as capital. Let me say a word of my personal recollection of each of these two men. I came to Grand Rapids: October 1, 1856, and found employment imme- diately with the Winchester Brothers, boarding at a small place on Kent Street, where stands the recently built Bertsch building. My mechanical in- stincts led me down to the sawmills on the canal in the evening after the work of the day. There, in a planing mill on the south side of Erie street where now stands the Bissell Com- pany’s office, I saw a fine looking, stalwart young man feeding pine strips into a flooring planer. As I watched the work with much interest the young man greeted me pleasantly, and I re- marked that I had worked some in a planing mill at Havana, New York. I made other visits to him during the fall, and thus my acquaintance with Julius Berkey began. From that day to his death our acquaintance was in- timate and pleasant, Mr. Berkey’s cour- tesy and ability always commanding my respect and esteem. Before the war days Elias Matter .was working as a chair maker in the Winchester shop where I had found employment, and during the winter months, when business was dull, he took up the occupation of school teach- RANT, cm, Forty-third Anniversary MICHIGAN TRADESMAN 101 “SOMETHING WORTH WHILE” There is much to learn in this old world but do you know that the Class Mutual Insurance Agency is an old established Agency, consisting of three highly trained, fire and casualty msurance men, experienced in auditing and inspection service and represent as State Agents some of the largest and strongest Mutual Fire and Casualty Insurance Companies doing business in the State of Michigan, saving policy-holders thousands of dollars on their yearly insurance premiums on fire, tornado automobile, plate-glass, liability, compensation, safe and residence burglary insurance, what we do is for your benefit and convenience as we have grouped together various Mutual Companies that write on the different classes of risks, maintaining a dividend record that averages between 25 and 50% saving, according to the nature and class at risk, how we do it is not only reasonable but equitable as well, you will agree that not all property is good property, we have in fact a prohibitive list of over 157 risks that are not acceptable, now, stop and think just for a moment, somebody is helping to pay for losses on this undesirable property, but they are not our policy-holders because our business is of a higher class with a lower loss ratio and the saving is a direct result, you should congratulate yourself if you now have or can secure insurance in the Retail Hardware Mutual Fire Insurance Company Hardware Dealers Mutual Fire Insurance Company Ohio Hardware Mutual Insurance Company Minnesota Implement Mutual Fire Insurance Company National Implement Mutual Fire Insurance Company Hardware Mutual Casualty Company Finnish Mutual Fire Insurance Company Central Manufacturers’ Mutual Insurance Company Ohio Underwriters Mutual Fire Insuranse Company National Retailers Mutual Insurance Company Merchants & Manufacturers Mutual Insurance Company Grocers Mutual Insurance Company Ohio Millers Mutual Insurance Company Lumbermen’s Mutual Casualty Company you no doubt will ke pleased to know that we operate on the full legal] reserve plan and all policies are issued with the participating feature and the good news is that the Companies are rated by Alfred M. Best as A 1 and approved by your State Insurance Department and endorsed by various State Mercantile Associations and recommended by Wholesale and Jobbing firms and accepted by Banks, Trust Companies, building and loan Associations, not only as collateral on loans but by direct policies on their property, these organizations and financial institutions have made their investigation and are satisfied so may we kindly inquire, how about you, will your business property, your home, your past record of automobile experience measure up to the standard that we demand, if so, then you can secure insurance through us and save money, now that you have read this, it is up to you to act, so write us or call 55465 and let us tell you what class you can be placed in and the savings that you should enjoy. CLASS MUTUAL INSURANCE AGENCY “The Agency of Personal Service” C. N. Brisro. H. G. Bunpy A. T. Monson 305-06 Murray Building Grand Rapids, Michigan 102 ing—was a successful country district school teacher and, as I clearly recol- lect, a man of exceptional energy. I recall when he was teaching district school at what is now known as Ra- venna, then Crockery Creek. He taught school for $18 a month and five eve- nings out of the seven gave writing lessons in several district schools from his own school, at $1 per term of Matter would walk this distance each evening after his own school was closed, teach the writing school until 9 o’clock and walk back to where he happened to be boarding under the old system of “boarding round” for the teacher. Mr. Matter accumulated a modest sum in this manner, and this was the money which enabled him to become Julius capital being about the same as the value of Mr. Berkey’s machinery, which had been made almost entirely by his own hands. I will have a word or two more to say later on regarding Mr. Berkey’s vigor- ous personality and the manner in which he so successfully developed his twelve lessons. Mr. Berkey’s partner, his business. Buddington & Turnham made an effort at manufacturing sometime in The early residents yet living will recall the Commodore who con- ducted an auction store on Monroe Street in a little building adjoining the Rathbun House. As I was in the war I have no knowledge what persuaded the Commodore to enter into a busi- ness of which he was totally ignorant, unless it were Mr. Turnham’s persua- sions. They were an illy assorted pair 1862. and did not continue long in existence, but did produce two of the capable fur- niture manufacturers of our city, E. H. Foote and John Widdicomb, who, when they came from the Army, took their earlier lessons there. The first directory of Grand Rapids was published in 1865. It shows Wil- liam Widdicomb the only additional name to those which I have already mentioned, and Berkey & Matter changed to Berkey Brothers & Com- pany. This directory has an interest- ing account of our earlier days by Prof. Franklin Everett, descriptive of our progress to a city of then about 10,000 inhabitants; yet in all of this long article there is not a single line about furniture manufacturing. It is evident our infant industry was not of sufficient moment to command any at- tention from the Profssor. The next directory, issued in 1867, notes Berkey Brothers & Company as Berkey Brothers & Gay through the addition of Geo. M. Gay to the firm. Widdicomb & Capen and Span- jer & Son are listed as manufacturers and E. W. Winchester resumes busi- ness. In 1869 our City Directory mentions Widdicomb Bros. & Richards, “Manu- facturers of Bedsteads” at Fourth street and G. R. & I. Railroad, and Atkins, Soule & Company, corner Ot- tawa and Fairbanks streets, as manu- facturers of chamber furniture. The five men composing this firm were a partnership of workmen from Nelson, Comstock & Company’s who were not successful and made an assignment in MICHIGAN 1870 to William A. Berkey. Mr. Ber- key continued the business for a time, eventually organizing out of it the Phoenix Furniture Company as manu- facturer of parlor furniture, which was the origin of the present Phoenix Fur- niture Company. Several changes occurred at about this time: Elias Matter withdrew from Berkey Brothers & Gay to enter Nelson, Comstock & Company through the purchase of T. A. Comstcok’s in- terest, and that firm became Nelson, Matter & Company. The two junior partners, Mr. Pugh and Mr. Colson died and their interest was purchased by Stephn S. Gay. In 1872 William A. Berkey with- drew from Berky Brothers & Gay. de- voting his entire the attention to Phoenix Furniture Company’s affairs. More, Richards & Company also ap- pear, composed of More, Richards, De- Land, Foote and Baars, doing business at the corner of Canal and Trowbridge Streets. Richards and DeLand retired and More, Foot & Baars continued the business on Butterworth avenue, build- ing the factory premises now occupied by the Valley City Desk Company. The Grand Rapids Chair Company was incorporated in October of 1872 and the buildings erected in 1872 and 1873. For a time the City Directory was published intermittently, and the direc- tory for 1872 in its announcement says “a good directory is a necessity in a city like this and the town is large TRADESMAN enough to require an annual publica- tion” ; yet this necessity was not so urgent as to call for a classified list of its business concerns and industries. I did not find any additions to the manufacturing for that year. In 1873 Berkey Brothers & Gay were incorporated as the Berkey & Gay Furniture Company, and Widdi- Brothers & Richards. as_ the Widdicomb Furniture Company. In 1874 we find More, Foote & Baars changed into the Grand Rapids Furniture Company, Fred Baars with- drawing from the firm and taking an interest with the Widdicomb Furni- ture Company. eral additions to the business: Sylves- ter Luther & Co., Michigan Furniture comb That year lists sev- Co., and John Bradfield, upper Canal street, the origin of the Luce Furniture Co. Some six or eight workmen not mentioned in the directory formed a co-operative concern in 1875 which did not continue long in existence. It is peculiar that no manufacturing of this character has succeeded in this city, while nearly all the manufactur- ing establishments of Jamestown and Rockford originated in this manner. I must now take time for historical mention of the new concerns or ad- ditions and changes to those already established for each year to 1909, as follows: 1876 No additions; strenuous times, Forty-third Anniver. Hy 1877 Wm. A. Wight, Erie street, 1878 E. A. Roberts, 28 Mill street. 1879 Folger & Ginley, 28 Mill street; Roberts Brothers succeed A. Roberts. 1880. Wolverine Furniture & Chair Co. Pearl street. Kent Furniture Co., North Front street, L. H. Randall, President; J. H. Wonderly, Vice-President; C. W. Watkins, Treasurer; E. C. Allen, Sec- retary. McCord & Bradfield, R. C. Luce, President; T. M. McCord, Vice-Pres. ident. New England Furniture Co., suc- ceeding Ward, Skinner & Brooks, sash and door manufacturers. Sligh Furniture Co., L. H. Randall, President; Chas. R. Slight, Secretary. Stockwell, Bryne & Co. John Waddell & Co. Stow & Haight. 1881 Wm. A. Berkey & Koskul, Lyon street. F. L. Furbish, Oriel Cabinet street. Co., North Front 1882 The Folding Chair & Table Co. Ford Furniture Co., Wm. Winegar, President; J. L. Shaw, Vice-President; Chas. H. Hooker, Secretary and Treas- urer, The Luther & Sumner Co. Worden Furniture Co., Henry Fra- lick, President; A. E. Worden, Sec- retary and Manager. Winchester & Moulton. 1883 Stockwell & Darragh Furniture Co. Nathan Strahn. The Union Furniture Co. Fogg & Higgins. 1884 Stephen Cool & Co., Fourth street. S. E. Allen, 44 Mill street. Peninsular Furniture Co. 1885 West Michigan Furniture Co., Third street. Wm. A. Berkey Furniture Co., suc- ceeding Berkey & Koskul. 1886 Stow & Davis. Strahn & Long, composed of Harry W. Long, John E-. Moore, Nathan Strahn. Union Furniture Co. Grand Trunk Junction, successors of S. Luther & Company, with A. S. Richards, E. G. D. Holden and Cyrus E. Perkins as officers, Grand Rapids School. Furniture Co. E. F. Winchester & Co., 34 Mill street. 1887 Wm. T. Powers again enters the furniture business, LC. Sas, 7 Darragh and Jos. Penny doing business as the Ameri- can Dressing Case Co., Canal street. Empire Furniture Co., 32 Mill street. S. L. King, Pearl and Front streets. Welch Folding Bed Co, Strec:: Geo. W. & Hiram Gay, 434 Canal i i t : i : I f t : 3s Forty-third Anniversary 1888 Clark & Hodges North Canal street. 1889 Valley City Rattan Works. J. H. White, T. Bedell and H. Bedell, doing business as the Crescent Cabinet Co. Grand Rapids Cabinet Co., M. C. Burch and B. DeGraff, officers. Grand Rapids Parlor Furniture Co. Grand Rapids Table Co. Martin L. Sweet. 1890 Klingman & Limbert Chair Co. Birge & Shattuck. Grand Rapids Enamel Furniture Co. Universal Tripod Co., the original of the Royal Furniture Co. Michigan Chair Co. Furniture Co., MICHIGAN TRADESMAN 1895 J. A. Anderson & Co. Grand Rapids Seating Co. H. N. Hall Cabinet Co. Grand Rapids Standard Bed Co. Hansen Bros. Retting & Sweet. 1896 Hake Manufacturing Co. Arlington Cabinet Co. Grand Rapids Bookcase Co. Grand Rapids Fancy Furniture Co. Luce Furniture Co., succeeding Mc- Cord & Bradfield. Fred Macey Co. Michigan Art Carving Co. Grand Rapids Wood Carving Co. 1897 Retben H. Smith. John Widdicomb Co. Julius Berkey 1891 Cc. E. Amsden. Richmond & Lyman Co. Standard Table Co. Valley City Table Co. 1892 Stickley Bros. Co. Central Furniture Co. Mueller & Slack Co. Royal Furniture Co. McGraw Manufacturing Co. 1893 Cc. A. Berge Upholstering Co. Grand Rapids Church Furniture Co. 1894 Cc. P. Limbert & Co. Valley City Desk Co. Grand Rapids Wood Carving Co. Ryan Rattan Chair Co. Grand Rapids Carved Moulding Co. 1898 Novelty Wood Works. Boyns-Morley Co. Gunn Furniture Co. Wernicke Furniture Co. 1900 Chase Chair Co. Raymond Manche Co. Chas. F. Powers Co. Wagemaker Furniture Co. 1901 Furniture City Cabinet Co. C. S. Paine Co. Standard Cabinet Co. Van Kuiken Bros. 1902 Century Furniture Co. Grand Rapids Show Case Co. Grand Rapids Table Co. Nachtegall & Veit. G. S. Smith. 1903 Burnett & Van Overan. Ideal Furniture Co. Imperial Furniture Co. Linn-Murray Furniture Co. 1904 Grand Rapids Cabinet Co. Greenway Furniture Co. Hetterschied Manufacturing Works. Michigan Order Work Furniture Co. 1905 Cabinetmakers Co. C. A. Greenman Co. Michigan Desk Co. Retting Furniture Co., Retting & Sweet. Shelton & Snyder Co. 1906 Veit Manufacturing Co. Grand Rapids Cabinet Furniture Co. succeeding 103 facture of fine grades in furniture have been successfully established in the United States within the past ten years. There is no business demanding such unremitting personal attention as our industry, and it may well be asked, “Why was the business so successfully What circumstances established in Grand Rapids? peculiar condition or has given this town its prominent posi- We had no natural advantages Lumber was abundant, but tion?” originally. it was equally abundant anywhere and everywhere in the Northern country. Water power was as free as the lum- ber, yet water power was to be found also all over the Northern States. Not only did we have no special natural advantages, but we were placed at an exceedingly inconvenient location for George W. Gay Grand Rapids Parlor Furniture Co. Kelley & Extrom. Luxury Chair Co. John D. Raab Chair Co. Raab-Winter Table Co. Sweet & Biggs Furniture Co. 1907 Grand Rapids Upholstery Co. 1908 Criswell Keppler Co. Dolphin Desk Co. Michigan Seating Co. Rex Manufacturing Co. Ttal 1908—49. The surprising number of manufac- turing efforts with the moderate num- ber that have survived is, perhaps, a true indication of the vicissitudes which attend the furniture manufac- turing business. I might mention further that not more than three or four new institutions for the manu- manufacturing furniture, with but one railroad and that terminating at the Lake upon one side and Detroit upon the other, with no connections what- ever to other portions of the United States, the river and lake our only practicable method of transportation to the then growing West. When, eventually, we did have.a connecting railroad with the Michigan Central and Lake Shore & Michigan Southern our whole product was freighted through towns where many well-established competitors were lo- Ceutral were Buchanan and New Buffalo, both cated. Upon the Michigan manufacturing upon a larger scale than ourselves. Upon the Lake Shore wete to be found La Porte, Mishawaka and South Bend, each having one or more successful furniture factories. Chicago MICHIGAN TRADESMAN Forty-third A nniversary wa ee PTE ae Tene eo et agi ace ce | ie a. ee hh nar) 4 bea man (em mel | a] i ' Composite View of the Plants Producing THE OUTPUT OF THIS GREAT PLANT NOW DEMANDS REPRESENTATION IN EVERY TOWN IN AMERICA From $225 to $6,000 per suite retail! Over 100 differ- ent suites to select from! The biggest selections in the lower price range! Many of the fastest selling patterns ready for quick shipment! Every single piece bearing the coveted Berkey & Gay Shop Mark! Every single piece a charming example of Berkey & Gay craftsmanship! By far the largest production in Berkey & Gay’s his- tory! Beautiful color pages in the world’s most far-reach- ing message carrier—the Saturday Evening Post— announcing these facts to more than five million readers a month. These are a few of the reasons why Berkey & Gay now require immediate representation in every town and city in America—and plan to establish it! Write at once for illustrations, prices and full par- ticulars. $225 retail for a full Berkey & Gay dining room or bedroom suite! And remember—these new prices indicate no relaxa- tion in the high and established quality of Berkey & Gay furniture. Forty-third Anniversary MICHIGAN TRADESMAN 105 ants Producing Berkey & Gay Furniture Think of it! A name that rings like the name Tiffany or Rolls Royce in the ears of every housewife. A name that for 60 years has stood for all that is finest and most exclusive in furniture-craft. Couple your own good name, known locally, to Berkey & Gay’s distinguished national reputation, and you have a combination that will establish you with that class of customers who are inclined to visit the larger cities when they need furniture. Every town big enough to support a furniture store is big enough to make this line pay real profits! 4 * be-=4 " ta ce ney Fei Ba eo ee me ce “oe 3 b Cah) w fe ee There is only one standard of workmanship at the Berkey & Gay plant. This standard applies alike to suites retailing at $225 and to those that retail at $6,000. Berkey & Gay features of construction and finish will be found in all suites—regardless of price. And as always, Berkey & Gay will protect you, abso- lutely, on the Berkey & Gay suites you purchase. Each pattern purchased by you is confined exclu- sively to your store. Competition in your city on patterns is thus automatically and entirely removed. [ Again we urge you to write at once for illustrations, prices and full partic- | ulars—you can’t get these remarkable values on your sales floor too quickly BERKEY & GAY FURNITURE COMPANY, cranp raping, micnican mesa pee 106 was the distributing point, and there were, as at present, other and strong- er competitors, yet the city of Grand Rapids rapidly passed all of them. During these same days Boston was the Eastern manufacturing point for all fine chamber furniture, and Cin- cinnati was equally prominent. Several large and eminently successful con- cerns were in operation in both cities which eventually passed out of exist- ence, the Boston people maintaining that this was due to the ruinous com- petition of Grand Rapids and one or two other Western towns—competition they could not meet; yet they had all the advantage in prior possession of the field, abundant capital, fine factor- ies and a near location to the market. In the face of all this, Grand Rapids steadily developed, both in the char- acter of its product and the magnitude of its works. It is one of my theories that it is not so much location or natural advan- tage that secures exceptional business success, but, rather, the personality of the men who happen to originate and develop it, and to this very feature do I ascribe the importance which Grand Rapids achieved in furniture manufac- turing. Fortunately for Grand Rapids, its pioneer furniture manufacturers were the happy possessors of those im- portant characteristics required for suc- cess in their own industry, and among them no one man displayed such pre- eminence in energy, industry, original- ity and business prudence—all the fac- tors that are demanded for our busi- ness—as Julius Berkey. Mr. Berkey had all of these to a marked degree, and I doubt whether he knew the meaning of the word “discourage- ment.” George W. Gay was equally capable. While Mr. Gay may have had at first but indifferent technical knowledge in manufacturing, he did possess the tal- ents which make men prominent among their fellows. He had shown energy and earnest zeal in business affairs up to the time he entered the Berkey & Gay Company, and the years imme- diately following Mr. Gay’s entry were epoch making for the industry which was to render Grand Rapids so famous. Within a short time, from 1866 to 1873, Berkey Brothers & Gay develop- ed into an institution of such magni- tude as to warrant capitalization at a very large figure. When I glance back over those days—days that cover the early struggles of our industry— I can not refrain from amazement that such work could be accomplished so rapidly. I see them occupying the original factory on the canal, then occupying the upper floors of the build- ings now used by Gardner & Baxter; from there to several buildings on Canal street opposite Bronson, receiv- ing first premium at the State Fair, opening a branch in New York city, taking a high position in the Eastern trade, and all this prior to 1875. Mr. Berkey possessed the. instincts of the manufacturer to a marked de- gree and Mr. Gay gave evidence of equally keen insight into the mercan- tile portion of the business while rap- idly acquiring skill and exceptional LS CN aS Riedel Net tea = torn Se reece otereertnte teenie enn ntit eons, MICHIGAN TRADESMAN judgment in the artistic designs for which they were widely known. They also had that quality of human nature which enabled them to employ men successfully, securing their good will, their earnest co-operation; in fact, they were indefatigable in their atten- tion to all the details of the business; nothing too large to grasp, nothing so small but it received attention. For those early stages both Mr. Berkey and Mr. Gay developed exceptional originality and enterprise. They were the first to introduce expensive im- provements. in machinery,, the first to display originality in designs, the first to employ skilled designers and the -first to bring skilled mechanics from other sections. of our country, and even x She Was Too Sudden. The wind was clawing and clutching at nature’s possessions with its invisi- ble talons. The rain was pouring down in torrents. The sleet, so ter- rific in its velocity, was blinding. The lightning was crashing merrily. They were alone in his car, far from any habitation. He was handsome and ritzy-collegiate while she was young, beautiful and even innocent. The car was warm and cozy, while outside blasts of sleet and rain vainly endeavored to pound in the windows. There was a keynote of contentment within the auto .and yet something seemed to grip the hearts of the two companions with a weird and fearful anxiety. Charles C. Comstock from foreign lands; no difficulty ever deterred them when they had once de- cided their business required improve- ment and skill beyond which our own workmen could furnish. Their ability and progress were a stimulus to every other manufacturing concern in Grand Rapids; their competition of that straightforward business character every fair minded man is willing to meet. I give especial credit to that firm for our development in those early days. Very soon equally capable men appeared, organizing and conducting other concerns, which added to the strength and individuality of our busi- ness and our progress was steadily promoted until the position of Grand Rapids before the United States was assured. eS aia Ee A eet ean ear Suddenly a terrific blast, even more terrific than the others, shook the automobile to its foundations. She clutched him passionately about the neck with her snow white arms. In- stinct prompted him to stop the car immediately. As he did so he gazed wistfully into her shining eyes. “I wonder,” he began. “Ye-es?” she answered, her voice thrilling with passion. “I wonder,” he said, “if it would be too bold of me to ask you to work my windshield cleaner while I drive, so that I can see the road?” —__2+-<-__ More than a merely seasonal eclipse has fallen upon the activities of that picturesque figure, the iceman. Pur- veyor of one of the absolutely neces- séry commodities in our civilization, Kadeseromere, Forty-third Anniversary his place in the scheme of things is seriously menaced by mechanical prog- ress. When every home makes its own ice in a private refrigerating plant, what are the future Red Granges of the Nation to do for a living during the summer? What will become of the noisy iceman, so sturdily independent, backed by the knowledge of his rights to the monopoly of his route? It seems only yesterday that the first re- frigerating plant in miniature was ad- vertised, but the development of any device or invention that will add to the comfort of American homes goes on with amazing swiftness. No sooner had the automatic refrigerator operat- ed by electricity become as standard a part of the equipment of modern homes and apartments as the radio set than it was announced that a gas machine had been perfected in Eu- rope which furnished refrigeration and ice with a minimum of machinery and therefore of attention. So important a part does ice play in our lives that this announcement has a vital interest for every housekeeper. Not so many years ago we were depending upon the “spring house,” words that will recall an alluring picture to the minds of the older generation; then came the ice- man, and now we are making our own coolness right at home. Again we stand to lose in picturesqueness, but to gain in efficiency. —_~+--.—____ A good deal of misapprehension still exists on the subject of vivisection. It has been hard to realize the truth of the situation regarding scientific ex- periments on animals, because the op- ponents of this method of adding to the sum total of human knowledge have been inclined to be more than a little unreasonable. Dark hints about the terrible things that go on behind the tightly closed and locked doors of laboratories have given many a sentimental lover of animals night- mares, but there is no longer any nec- essity for innuendo and suspicion. The worst may be known at first hand. Most medical laboratories, including the animal rooms, have been discover- ed by the American Association for Medical Progress to be open to the public, and in many instances special invitations are sent regularly to the officers of humane societies to attend experiments or to investigate the con- ditions under which animals are kept. Here and there a laboratory imposes slight restrictions, but the general rule is that a responsible person may, if he wishes, find out for himself the exact status of the matter. The rules re- garding animals, now in vogue ‘n medical schools and research labora- tories all over the country, are as thor- oughly humane as any one could ask— any one except the extremist who op- poses on principle the use of any ani- mal for experimentation. And _ the open privilege ‘of inspection gives every assurance that the rules are carefully observed. ——+~--___ I sent my boy to college, With a pat upon his back. I spent ten thousand dollars, And got a quarterback. —_+<--___ “They say” is the biggest liar in the world, we Forty-third Anniversary MICHIGAN TRADESMAN | 107 The Finnish Mutual Fire Insurance Company Calumet, Michigan Organized for Mutual Benefit Dividends of 40 to 68% for 31 ‘years Michigan Standard Policy---Michigan Board Rates More assets and surplus per $1000 risk than leading stock companies r, P % ae < Re Write for further information ? F. A. ROMBERG, Mer. CLASS MUTUAL INS. AGENCY : H Of General Agents ‘ oe. 305-306 MURRAY BUILDING i. CALUMET, MICHIGAN GRAND RAPIDS, MICHIGAN 108 OLD-TIME PHOTOGRAPHER. He Is Now Consigned To the Scrap Heap. Getting “a picture taken” isn’t what it used to be. The old-fashioned pho- tographer who sold a dozen cabinet- size reproductions from life for $3 has evolved into an artist. Just what the cabinet size implied is a matter some- what obscure, but no really “tony” photograph ever was anything else. At special seasons, such as the dull weeks in August, the small-town pho- tographer commonly sent coupons to everybody, in envelopes marked per- sonal, thereby entitling the holder to a dozen “cabinets” for $2, if and when the coupon should be presented, not later than the final bargain day. But even the small-town photog- rapher has taken notes from his col- leagues in the big city. His studio has become an atelier. It breathes a subtle suggestion of art. More like- ly than not the decorative scheme is in the latest Russian manner, imported direct from New York. All of the curlicues, the zigzags and blind-man’s staggers are reproduced with a fidelity no Russian would recognize. Incense that outdoes joss sticks is a familiar bit of local color—or should we say local scent? Certainly the photographer himself is a changed man. He has taken to yielding collars and neckties with drooping ends. His discourse resounds of lights and shadows and still other tall talk about “temperament.” For all of this he receives at least $10 a dozen instead of the former $3, and proofs are extra. But the change is not entirely hap- py, because the modern photographer must live up to his new role. He has laid aside his standing of other days, when he ranked as a professional man. He is an artist and must suffer accord- ingly. In other days there were only one or two experiences in life that sur- passed the great day on which the family’s picture was taken. A mar- riage or a funeral might stir more interest, although the advantage was slight. Vaccination or a call upon the dentist could not be shared. But the “taking” of a family photograph was a communal occasion, usually arranged when Aunt Betsy arrived for her an- nual visit. And if she timed her visit with the photographer’s coupons, so much the better. Early upon the morning of this shin- ing day Aunt Betsy would appear in a rustling silk dress, hair dressed high on her head and a big knot at the back, topped off by an odd little bon- net having strings that tied underneath the chin. She always wore glasses and looked a trifle severe. But she was mother’s own sister and a person to be respected, even by father, who stayed home from the store that day and grumbled a lot about having to put on his Sunday best, including the long-tailed black coat and stiff white shirt. As for mother herself, she came forth in her best dress, one of those lacy dresses having ruffles around the bot- MICHIGAN TRADESMAN tom. And everybody said how young she looked, and mother smiled and chided the flatterers and smiled more. Then there was a great washing of faces, a buttoning of little coats and straightening of dresses, and finally the hired man brought around the sur- rey. It never would have done for the family to walk through the dust on photograph day. After everything was made ready and everybody had climbed in, care- fully protecting their finery, father would take the reins and drive along to the studio. Ordinarily this was up one flight of stairs, always on a cor- ner of the main street, where the whole town might see the party. The family Ft oe ONS Ok 1 Ns 1s OG PS PS 1S 9 Ot 8 OG Ps Ps tS 9G Ps Ps Ps Pe Ps OT SN on the way upstairs passed the show- cases filled with photographs, some of them “hand colored.” It was hand coloring that brought about the ruin of many an honest photographer and landed him in an atelier. No man could be a photographer, either of the old brand or the new, unless he had some sense of drama. Thus it was no part of his role to meet customers. Instead he had a refuge somewhere behind mysterious screen- ings. If the young Jepsons laughed, Aunt Betsy said “Sh-h-h.” The day of having a family picture taken was the day to be as sad as possible. After father had walked around the studio once or twice adn mother had The Coin of God Not mere existence counts forth worth, We came, we're here as parts of earth, As parts of its all nature plan To live and act as conscious man. But there should higher values be Than those of mere nativity. And for these values we should pay The price beyond the right to stay, The price above the normal need Or privilege for which we plead, The price that pays for something worth More than the sordid gold of earth. These values we must meet in things Beyond what just mere living brings; Our entries on life’s balance sheet Must for its higher needs be meet, And if thereon there’s credits made ’Twill show that we in kind, have paid. And just as we invest in gold, The soulful things of worth untold; Just as we pay the price of life Above its elemental strife By just so much will worth appear, The Coin of God, so precious here. exclaimed about how “natural” the photograph looked, the photographer appeared. He always rushed out as a man surprised in the midst of engross- ing occupations, although he had been waiting an hour, and affected a delight even greater than required. There would be a series of hand-shakings and head-pattings and much talk about the “lovely day” to take the prized picture. It was a ceremony. A funeral might be said to last longer, but a marriage hardly so long. And the taking of a picture had the aspects of a solemn rite. One knew the feeling of being preserved for those yet to come. And Aunt Betsy looked just that way. Her face was “set” from the moment of l l t l l l { | l l l l ! l 8S PS PS Md ONG PS Os Os PS Os Os Os L. B. Mitchell. } arrival, as if she would preserve in her person the dignity of her sires. Slowly the drama got under way. First the photographer arranged two chairs, side ‘by side, and just so many feet from the window, where the light was best. In one chair sat mother and in the other Aunt Betsy, holding hands as sisters should. Behind the chairs, in the center, stood father. his stiff black derby held like a sceptre in one hand. Father was uncomfortable. It took courage to face a photographer with- out flinching. Even the interest of posterity was nothing compared to that creepy feeling, standing there on one foot, holding the derby, afraid to Forty-third Anniversary breathe. Around the two women were ranged the young Jepsons, a manoeu- ver involving no little skirmishing, cackling and giggling. If there was a baby—and family photographs always seemed to include a baby-—-sundry wailings were inevitable. After ten or fifteen minutes every- body was settled and the photogra- pher became master of their faces for one of the great quarter hours of life. After warning them not to wiggle so much as a finger he retreated behind the strange apparatus which loomed before them like some weird creature with one big, round eye. Then the black cloth was thrown over the pho- tographer’s head and the manoeuver- ing for position began. First the camera tripod was moved forward an inch, then backward two, and sidewise three. Off would come the black cloth, surprising the youngsters by the sud- den reappearance of its master. Screws would be unscrewed, angles adjusted, lenses cleaned, and numerous matters attended to in the photographic ritual. Meanwhile every one clung to the pose and the prepared smile. Another period of juggling and shuffling en- sued until at last a hollow voice or- dered, “Now, everybody, keep your eye on the camera. Don’t move, smile —that’s it.” While the little group held its breath until Aunt Betsy’s silk dress crackled and young Bobby began to grow red in the face, the photographer made mo- tions with one hand, held aloft, as though flagging a train. His real meaning, of course, was silence, and few men have ever been better obeyed. When Aunt Betsy had reached the place where she must take another breath and Bobby had begun to see things before his eyes, the photograph- er would pop out again from his black cover, a little red himself and say glee- fully, “Great picture, folks; the best I ever took. Proofs to-morrow.” And the chorus of breathed relief might al- most have been heard on the sidewalk below. Inspction of the proofs was the turn- ing point of the drama. Joy or despair might follow. One of the boys was sent to the photographer’s next morn- ing, returning home, breathless, bring- ing two strange squares of reddish, glazed paper, bearing the images of even stranger-looking folk. Who, for instance, was this dour and scowling man, turning his sullen face upon the world? And who—for mercy’s sake!—was the prim woman on the right, with mouth down at the corners and hands folded in smug sat- isfaction? But any one might recog- nize mother, for her smile was like no other, although she did not look so young as everybody had said. And the ugly ducklings around her knee! While neighbors were exclaiming over the proofs and declaring that a handsome man seldom took a “good” photograph, and a pretty woman never, father arrived from the store. Just by way of revenge he would say that the proofs were “fine, the best he had ever seen.” Whereupon Aunt Betsy flounc- ed out of the room. It was here that the photographer proved himself a diplomat. He always ssi Forty-third Anniversary MICHIGAN TRADESMAN 109 S c <=> > mf ib aS } N LIT N SSE FRUITS = VEGETABLES os . The patent office issues an average of a dozen patents a week on radio in- ventions. Dick’s New “Blizzard” Ensilage Cutters “The Gears Run In Oil’ 1926 shows large increase in sales. We are contracting with dealers now for 1927. Attractive proposition. The most popular machines on the market. Sold through best dealers everywhere. Dick’s “Famous” Fodder Cutters for Hand or Power Enormous demand this fall for these popular ma- chines on account of the short hay crop. Made in four sizes—cut one-eighth inch to one and one half inches. Every poultryman needs a “Famous” cutter. Get our prices. The Joseph Dick Mfg. Co. Since 1874 J. H. Gingrich, Pres. and Gen’! Mer. Canton, Ohio Michigan Branch— 737 Bond Ave., Grand Rapids, Mich. Fe aCe the past decade. ous 112 DISCOVERED LAKE SUPERIOR Story of the First White Man in Michigan. April 15, 1609, Champlain, who had had previous experience in the new world, sailed from Harfleur, France, with what was considered a full equip- ment for the founding of a colony. The site of Quebec was selected. With him, as a sort of private secretary, was a young lad named Entienne (Stephen) Brule, whose life story in many re- spects has the strongest tinge of sad- ness of the many strangely pitiable lives in those years of adventure. Brule was only 16 years of age when he landed in the new world. He was a young man of much more than usual ability and promise and there was every prospect that he would develop into a leader in the new world affairs. Champlain’s mission was twofold. He was not only to make a permanent settlement, but he was to explore the interior and forever settle the many conjectures which had been formed from what had been learned by previous explorers. On a previous voyage he had ascended the St. Lawrence River to the mouth of the Ottawa and had climbed the mountain just as Cartier had done over sixty years before. Up- on the face of it there seemed to be little gain from his previous voyage. It had given Champlain a personal knowledge, however, which he had had time to think over and analyze. He recognized that he must somehow se- cure men who had some knowledge of the Indian manners and customs, as well as language. There must be some way devised to train these men. They could not be educated in France for the purpose and then brought out. All the information he had pointed to the Northwest, rather than to the South- west along the St. Lawrence. In that direction were the Algonquins and scattering bands of Hurons. To the Southwest was a territory in which the Hurons and Iroquois had main- tained a war of extermination. The Iroquois’ aready had a grievance against the French and showed signg that they would not care at all to be friends of the new comers. With these questions confronting him Champain was visited one day in 1610 by an Algonquin chief, who was friendly to the new settlement, Before he returned an agreement was entered into between this chief and Champain by which each was to loan to the other one of his young men who was to live a year with the strangers, learn their language, customs, etc., and then return to his own people. Champlain selected Brule to go with the Indian chief and the young Indian who went to live with Champlain was named Savignon. Champlain’s own account of this matter, as written in his jour- nal, is as follows: “I had a young lad who had already spent two winters in Quebec and who desired to go out with the Algonquins (and Hurons) to learn their language. I thought it well to send him in that direction, because he could see the country and the great lake (Huron), observe the rivers, the people, the mines of which I had heard from the Hurons and other rare things, so as MICHIGAN TRADESMAN to report the truth about this. He ac- cepted the duty with pleasure.” Among historians of to-day there seems to be three theories as to just what happened. One ot seem to think that the arrangement was made wth- out the knowledge or consent of Brule and while he went about it wth as good a showing as possible, he thor- oughly resented it. Another group are sure that in the impulse of youthful adventure he went into the thing with all kinds of enthusiasm, but when he got into it he grew homesick; the third group talk about reverting to type and argue that when Brule associated in a close way with the savages he just went back to the savage instinct in his nature. Whatever it was that hap- pened when he went away the young man who came out of the woods when the year was over was a far different one. He had wandered with the Indians in the triangle between the St. Law- rence and Ottawa rivers and been the first white man to look upon Lake Huron, but that promising character of his had soured until he just simply had nothing in common with human- ity. During the next four years Brule acted as interpreter for Champlain, but was discontented and dissatisfied with everything. He returned to France, but the wanderlust was upon him—the call of the woods. In 1615 he was again in Quebec and went with Cham} plain on his trip to the interior. When a messenger was wanted to go through the Iroquois country to summon help for the party, he volunteered. He was captured by the Iroquois and put to torture. He was tied to a stake, his beard was torn out piece by piece and his body singed from head to foot. He wore some kind of a charm about his neck for which one of the Indians reached. Brule warned him that if that was taken from him their whole tribe would be killed. The Indian grunted a reply and again reached for the charm when, as if in answer to some power of Brule’s, a thunder storm burst upon them. The Indians fled in panic. After the storm was over the Indians returned, dressed his wounds and started him for his home at Quebec. In 1618 Champlain sent Brule upon another mission. The Indians had given him several specimens of copper and he had read of the copper given to Cartier about a century before. Brule was to go beyond the region which Champlain had gone, try to lo- cate the copper mines and secure, as far as possible, a knowledge of what was there. Brule proceeded up the Ottawa to Lake Nippessing, thence across the divide and down the river to Georgian bay. There he turned to the North- west and can be traced to the vicinity of what we now know as the North Channel, where Butterfield believes he spent the winter. When one thinks of the conditions it seems hardly prob- able that he did not go a little further and spend the winter at what is now Sault Ste. Marie. He would be but a few miles away from the Soo. The waters there never froze and the In- dians for many miles around were in the habit of gathering there for the winter, because food in the shape of fish were sure all during the winter. The Hurons, with whom Brule was traveling, knew all about this and it can hardly seem that he would spend the winter within only a few miles from the Soo where he woud not only be sure of food, but would have the Indians from a wide range of country for his companions and neighbors and thus an opportunity to gather a fund of information from them. The fact is that Brule carried back to Champlain in 1620 quite an amount of information relative to Lake Su- perior. In 1621 Brule was again sent out to make an attempt to go further than be- fore. There is no question but that Brule spent that winter at what we now know as the Soo, the first white man in Michigan. Upon this trip Brule pushed on to the shore of Lake Superior, the North sea of Champlain’s dreams, but alas! as Brule eagerly tasted its waters, the one great element was lacking. There was no salt. It was not an arm of the ocean. He had not found the passage through America to the Indias. By this time the fur trade had de- veoped to quite a large extent. Cham- plain had had his two battles with the Iroquois, in the first of which he had assisted the Hurons to victory, and in the second of which he was glad to escape with his little force back to Quebec. There were two great traffic ways for the fur of the Northwest. The Iroquois fostered and really main- tained one by trading with the North- western Indians themselves and con- veying the furs across their own coun- try to the Dutch of New Netherlands. A receipt has been found where Brule was paid $200 for his efforts to secure this fur trade to go down the Lake Nippissing-Ottawa route to the French at Three Rivers and Quebec. Fr. Sagard saw Brule in this ter- ritory in 1623, when Brule gave him several specimens of copper and other proofs of his visit to Lake Superior. Fr. Sagard says of Brule: “This poor Brule is not very devout and not much given to praying.” It is claimed that Champlain reproved him for not going further when Brule returned to Que- bec in 1620, and this probably added to his old grievance against his superior. For the next ten years after he dis- covered Lake Superior, Brule develop- ed into such a character as no other has been known in American history, He was employed by the English as an interpreter in 1629. He must havq wandered “hither and yon,” just as fancy struck him. He was probably the first white man to go South in win- ter and North in summer. tained himself as an adventurer. hunt- ing and trapping a little as occasion offered, but with a respect for the rights of no one. With a brute cour- age he feared nothing. His genial, Promising boyhood character was gone and in its place was that which outsavaged the savages, who came to hate him to the extreme. In 1633 he was captured by the Hurons at To- anche, a Canadian village, and there he was killed. The Hurons were not cannibals by regular practice, but they had a belief that when one eats of the He main- Forty-third Anniversary flesh of any animal he partakes of the nature of the animal itself. When Brule was dead the chief insisted that he be allowed to eat his heart. Brule’s body was roasted. The chief's desire was satisfied and the braves divided his body among them, that they might partake of his courage. Lest we condemn him too much let us remember that every historian who has carefuly studied the life of this first white man in Michigan, stops to drop a tear in the memory of this mere boy who felt himself illy used and al- lowed his character to sour. As far as is known, Brule wrote no word. Had he told the story of his travels in manuscript there is no ques- tion but that to him would go the story of more discovery, far more, than to any other. He drew away into him- self and his memory only remains in the scattered references which have been gathered and pieced together to form this story of his life. A. Riley Crittenden. —— >. ___ Cane Cream, a New Food Product. Lovers of cane syrup will now be able to obtain the genuine sugar cane flavor in an entirely new form. A new product called “cane cream” has been originated, as a result of experiments by the Bureau of Chemistry of the United States Department of Agricul- ture, and 1,000 cases of this new prod uct are to be made by a Louisiana sugar factory during the present season for trial distribution to retail trade. The new product is made entirely from the juice of the sugar cane. Nothing is added and nothing is taken away. It has the color of cane syrup and the smooth, attractive consistency of the soft centers of chocolate coated cream candy. In fact, cane cream is made by the same proess as is used in candy factories for making candy cream centers. Cane cream can be made of widely varying consistency, but it always has the same attractive smoothness. When made of thinner consistency it flows like thick syrup, and is used exactly like syrup on bread, hot cakes, waf- fles, ete. Cane cream fits the taste of those who like a thick syrup. When made of thicker consistency cane cream is excellent in sandwiches, and also makes an attractive ready- made cake icing with typical cane flay- or. All that is necessary is to melt it in a double boiler and pour. Cane cream can also be used at soda foun- tains as a topping for sundaes. A lim ited amount of cane cream will be available this season through grocery stores. —_~+<-.__- One man who knows what he is talk- ing about can and does contro! hun- dreds who merely guess in the dark. He may be directing a_ business, preaching from a pulpit, voting in Con- gress, inventing in a laboratory, or editing a great newspaper. No matter what he does, his continued influence depends on his knowledge of facts and events. The moment he substitutes guesswork, people lose their respect for him. —_>.+___ Obstacles are the doors to achieve- ment. Forty-third Anniversary . MICHIGAN TRADESMAN Thanking You for your Patronage and Co-operation in 1926 and Wishing You a Happy and Prosperous 114 HERITAGE OF AN AMERICAN. It Has Its Opportunities and Re- sponsibilities. From the rugged, rock-bound shores of the Pine Tree State on the Atlantic to the Land of the Red Woods and the Golden Gate on the Pacific; from the picturesque shores of beautiful Lake Superior to the Land of Eternal Summer, balmy breezes and fragrant flowers, bordering the Gulf of Mexico, comprises a_ territory whose snow- capped mountains and green valleys, whose prodigious forests and fertile plains, whose silvery streams and mir- rored lakes, whose rough-hewn bould- ers and entrancing landscape, whose sweet-toned songsters and bewitching wild life, mingled with the silence of the wilderness and the music of rip- pling, rushing waterfalls, provide an enchanting setting for home, workshop, playground of one hundred ten million people, ingenuity has revolu- tionized the habits and occupations of the whole civilized world; whose in- dustry has astounded, whose energy whose has amazed, whose progress has set the pace for, old world competition. The wealth of America is parable. Solomon in all his glory was a pygmy compared to her captains of industry and her financial giants, Socrates was an infant compared to her scholars; the throb of her engines of production and commerce are heard from the equatcr to the poles and as far as the East is from the West. The products of her farms are found in nearly every clime; she is an important factor in feeding, clothing, and enter- taining many nations; she finances the enterprises of foreign countries and foreign business; the output of her factories, her mines, her brain, per- meate the commerce, the industry, the educational institutions and the political organizations of the whole wide world. Her freedom of religious thought and practice is bringing light and hope to millions who have suffer- ed themselves to be bound by narrow, incongruous creeds. Her people are the best educated, the best fed and clothed, the best housed, the most prosperous; enjoy the liberty of religious and thought, the greatest freedom of ac- tion, of any people on earth. That, in a few words, describes the United States of America—our heritage. incom- blighting, greatest political Our total wealth is approximately $320,000,000,000, from which we have an annual income of $70,000,000,000. Our gross income for two years equals the total wealth of the average Eu- ropean nation. The average annual income of the wage earners of the United States is $1,500 in round figures, or $5 for every working day. In Great Britain the average for the vear is around $800, or $2.67 per day. There are 640,000 miles of railroads in the world, of which the United States possess 250,000 miles or 40 per cent. of the total. We are now producing 90 per cent. of the total number of automobies manufactured, and 80 per cent. of the total production is sold to people liv- ing in the United States. There are 43,000,000 people living in England, MICHIGAN Ireland, Scotland and Wales who own 300,000 automobiles; Michigan’s 4,500,- 000 population owns a million auto- mobiles. There are slightly more than two billions of people in the world, and according to a recent statement the world’s stock of gold in circulation or held in reserve as bullion or in the form of coins, is $9,500,000,000; in the United States there are one hundred ten million people, who have in their possession or in the country’s treasury approximately $4,000,000,000 in gold or over 40 per cent. of the total. We are particularly favored in na- tural resources. The World’s Geo- logical Congress, which met in Tor- onto, Canada, a few years ago, esti- TRADESMAN in America is not only available; it is compulsory. Cortrast this condition with that of certain sections of Russia, where many people are living today as they did five thousand years ago, wholly illiterate, in mud huts, wearing the skins of animals and eating the flesh thereof, working with stone-age impements, and who have no medium of exchange, no educational advantag- es, and are without facilities and guid- ance to improve their condition. Our newspapers, magazines and books pro- vide a liberal education in themselves, and are available to all. Again, Ameri- gan inventive genius is without parallel. During the past one hundred yearg Americans have contributed more to the convenience and happiness of the Lloyd E. Smith. mated the total coal reserves of the earth to be 7,500,0060,000,000 tons; that of continental United States at 3,800,- 000,000,000 tons, or more than 50 per cent. of the earth’s total. -According to their estimate we pos- sess 20 per cent. of the total available iron ore, and out of a total world’s pro- duction of pig iron per annum of 65,- 000,000 tons, our furnaces turn out 40,- 000,000 tons or two-thirds of the total production per annum. In addition, we possess extensive gold, silver, lead, zinc and copper deposits and tremend- ous reservoirs of oil. We have the best, most efficient, and most readily accessible to the gen- eral public educational system of any country. There are over two million five hundred thousand students in the high schools of America. Education human race through invention of labor saving and pleasure giving devices than were developed during the previous period of known civilization, or five thousand years. America is the Land of Golden Op- portunity for every normal boy or girl; each may realize reasonable ambitions and acquire at least moderate wealth. What we all need to comprehend is “that they who would succeed in any chosen business or profession must necessarily lead a life of strenuous en- deavor.” We should be inspired by the fact that back in the nineties the world’s greatest manufacturer was working at a bench in a bicycle shop for a mere pittance; that the proprietor of Hotels Statler was employed as a bell boy for his board and room; that America’s steel king was stoking a Forty-third Anniversary blast furnace; that a prominent inter- national banker was firing a locomotive that a great railroad president was pounding a telegraph key for $30 per month; that President Coolidge was strenuously laboring to properly equip himself for future responsibilities; that there is more room at the top of the heap than at the bottom; that America provides young men and young wo- men with greater opportunities than any other land under the shining canopy of Heaven. Truly, we are a favored peope. May we prove worthy. Then, we enquire, why worry about the future? None are as well off as ourselves, “let us eat, drink, and be merry.” That's the trouble; we are so well off we are becoming careless. Of financial subjects? No. Of indus- trial operations? No. Of education? No, we are better educated than ever before. Of normal stamina and es- sential discipline? Decidedly so. In fact, there have always seemed to be more people who could stand advers'ty without losing their moral stamina and without chafing under proper discipline than there were, or are, who could or can endure great prosperity financially without suffering from a moral or dis- ciplinary standpoint. The Romans once stood at the head of the world; could not endure prosperity. When the Greek nation was at the zenith of its power and _ influence, Demosthenes, the great Greek orator and statesman, pleaded with his coun? trymen to continue active in the best interests of Greece and home. They did not listen or heed and the glory of the Greek nation is but a memory. Will this be the history of the United States of America centuries hence? Only the activities and behavior of Americans between now and then can answer that. One thing is certain— wealth, strength politically, religiously industriously, bring their responsibili- ties, which, if accepted and fulfilled, wll return greater blessings and larger successes; if rejected and repudiated, will ultimately end in failure and dis- grace. That outcome is an inevitable law of nature from which none may escape, consequently while our en- viable position among the peoples of the earth brings wonderful opportuni- ties, it also imposes strict and definite personal, as well as National, obliga- tions, of which we will mention the more important of the former. they Our first obligation is to think. We all remember the rhyme about the young robin which was caught by the wily cat “because it didnt think” and the most of the grown-ups, as well as the youngsters of the human race get “caught” for the same reason. We all know it is impossible to develop the muscles of the body without proper exercise, and, of course, how impos- sible it is to advance mentally if we do not think things out to a conclusion. In other words, we should not guess the whys and wherefors of any -re- sult; we should study results and de- termine the reason therefor. If we are succeeding we should know positively why and if we are failing we should also know the reason as well as the remedy. Learn to approach any and every subject with an open mind; not that we should not have any opinions ‘ a _ a Ts eer mn Reccre, ae —4— Seen on eet Forty-third Anniversary MICHIGAN TRADESMAN 115 Se LEADERSHIP is your safest recommendation when you choose a Trust Company because LEADERSHIP is the result of dependable achievement. Look for LEAD- ERSHIP and you will be hunting the vital elements you need in the Steward to whom 7 you entrust your Estate in life or death. Find LEADERSHIP and you have found the Institution which must have done for others what you wish done for you. * * * | If your affairs can have the counsel and attention of men who have already won LEADERSHIP in ' their own affairs—men whose capacity and experieace shows them the right course, and whose courage and integrity keep them in this course—you can be content that their LEADERSHIP will be equally 74 reliable for you. The Grand Rapids Trust Company presents its Directorate and Staff as its prime | LEADERSHIP credentials—and it offers their services to you in any capacity you may require. * * * This LEADERSHIP of the Grand Rapids Trust Company—vwritten in phenomenal growth and ex- ' pansion—is visualized for you in its sturdy new Building. It could not have earned the right to this Building, significant of strength and vision, except by proven usefulness to constantly multiplying patrons who find in it the reliance they seek. Among these patrons are numerous men of deliberate judg- ment who—finding here the LEADERSHIP they want—choose the Grand Rapids Trust Company to handle their affairs and to conserve their Estates. * * * This LEADERSHIP is at your service, be your problem great or small. We welcome you to any consultation, and we offer LEADERSHIP to you as a warrant that you will be satisfied. GRAND RAPIDS TRUST COMPANY JOSEPH H. BREWER, President OFFICERS DIRECTORS ; ae i E . Bi ll, Vice-President Melville R. Bissell, Jr. Charles N. Remington Lee M. Hutchins, ae chiexnanoas tase oe oo den Joseph H. Brewer James BR. Hooper Charles R. Sligh Alex W. Hompe, Vice-President Ace Wate, Gacetars Louis A. Cornelius Lee M. Hutchins Paul Frederick Steketee rice-Presid ide , Frank G. Deane William H. utit Clarence J. Van Etten ' Paul Uredeciok Bikes: Ye te sa: Joseph B. Ware, Ass’t Secretary Gerrit J. Diekema Joseph Murphy Lewis T. Wilmarth James R. Hooper, V.-Pres. & Trust Officer Frank V. Burrows, Ass’t Trust Officer Theron H. Goodspeed Edwin Owen David Wolf Frank W. Schmidt, Ass’t Treasurer Alexander W. Hompe Ellis W. Ranney Samuel D. Young Frank G. Deane, Vice-President 116 of our own; we must have opinions or be a nonentity, but we must form opinion from as the ough a knowledge of the subject as we can acquire, in- stead of forming it through prejudice or sentiment. Forming opinions on hunches, which are nothing more or less than sentiment, or prejudice or desire, or all three combined, is dangerous even though a “hunch” or premonition might occasionally be correct. One cannot think straight and permit prejudice to enter the field of thought or investigation, for, gen- erally speaking, instead of seeking the exact truth under those conditions we will seek an excuse for thinking as we des‘re. The same principle applies to “sentimental” thinking, or rather act- ing. Accurate thinking must be based on knowledge, and immediately we arrive at that point we begin to make progress instead of mistakes, for to think right is to act right, and that is the foundation stone of every success. The physician who treats a pat‘ent for ‘what he thinks ails him, without actually knowing what ails him is gen- erally followed by the undertaker who buries the doctor's mistake. The busi- ness man who bases his costs of do- ing business on what he thinks they are or ought to be, instead of on what he actually knows they are is general- ly followed by the receiver's or the sheriff's sale. Two farmers of aver- age general ability each own a farm, one just across the road from the other where the soil conditions are the same ,the temperature just as hot or just as cold, the wezther just as wet or dry, the soil as heavy or light, yet one succeeds and the other fails. They both do more or less thinking, yet the successful one knows what he thinks is correct through investigation and experiment, while the other thinks what he thinks is correct because he heard somebody say so, or because h‘s father did it that way when he was a boy, and fails because he plants un- tested seed in the full of the moon instead of planting tested seed in prop- erly prepared seed beds.. Many people think they are thinking when they are only guessing and half guessing at that. This same principle applies to all lines of human beliefs and endeavor, but effort under all cir- cumstances without knowledge for a guide is like a ship without a rudder on a storm-tossed sea; driven about by every wind that blows, to ultimately land on the rocks, a derelict. Our first obligation to ourselves, and to our community, is to think and think right, through investigation, study and experiment, which gives us knowledge, the proper application of which is wisdom, through the possession of which certain men of all ages have be- come renowned. Our second obligation is to act right, which is a direct result of right think- ing. This is a persona! and public duty from which no member of any community may be excused without loss to that member and the com- munity. The fact that some one else fails to live up to the standard of good citizenship is no excuse for me not to do so, but on the other hand is an added reason why I must be doubly diligent. We have no right to demand MICHIGAN TRADESMAN others be law abiding or efficient in chosen occupations unless we are both, for precepts without examples are worthless and_ retroactive, actually harmful. It is our bounden duty to be law abiding and efficient in our vari- ous lines of endeavor, remembering we are an important part of the commun- ity, the state, the nation. In the language of the Master we must “ren- der unto Caesar the things that are Caesar's, and unto God the things that are God's.” We miust act right. Our third obligation is to bring up our children in the way they should go, with a correct understanding of right and wrong, and with the knowl- edge there is decidedly both right and wrong in the world, the one to be courted and the other shunned. This is a serious responsibility, for the fu- ture honor and integrity of the Ameri- can home depends upon its being done, and the prestige, continuance, and glory of our Government depends upon its being done. Again we discover the necessity for correct thinking and correct acting, for parents may not do one thing, live one kind of a life and expect their children to do otherwise. If dad swears, sc will brother Bob; if mother lies so will sister Nell. It has been so since the world began and will continue to be until it ends. We must watch our step, for a good example is worth a dozen whippings and as many lectures. Let none be deceived by the idea the school teacher, the Sunday school teacher, the preacher, the nurse maid or anybody else can take the place of Dad and Mother in the hearts of their children, provided they are normal parents. Normal fathers and mothers are the sun, moon and stars, the breath of life, to normal children, who love their daddy best in rollicking, frolicksome games, and mother best when they stub their toe, or pinch their finger, or fail out of the cherry tree behind the woodshed and bump their nose, or something else. Then comes the eventide when darkness crowds around and a tired little boy or girl are held on dad’s and mother’s knees and put their little hands in theirs, or around their neck to hold tight while thev listen to the ever welcome bed-time stories; then are tucked in a cozy bed by tender, lovng hands and hopeful hearts, with a prayer that the Great God Above protect and keep them from all harm, and cause them to grow up into good men and women. Have you forgotten the time when mother frst taught you to pray.” Now I lav me down to sleep? Would to God grown men and women had the faith of little children and the frankness, the sincerity, the lack of hypocrisy. What are we doing for our children? Not in money or fine clothes or expensive toys or nurse maids, al- though these are all proper in their place, but in honorable example, in kindly discipline, in righteous teach- ing, in loving care? Those are the things that count and none but Father and Mother are wholly suited to pro- vide them. It is only a step f:0m the nursery to the school room, but it 's an important one. How many fathers and mothers know anything about the young lady Forty-third Anniversary wy" ALLBRAN READY TO EAT sp youroe Sa #ifiliny Vv CoM! PANY BELLO CE x nicnioAN “and include a package of Kellogg’s ALL-BRAN” Grocers have heard that order millions of times. Consistent and intensive sales work throughout the country has made ALL-BRAN a national staple. There is no “off-season” for Kellogg’s ALL- BRAN. A customer once, is a customer always, for Kellogg’s gives satisfaction. 100% satisfaction. IT’S 100% BRAN—THAT’S WHY! Newspapers throughout America are carrying the Kellogg message of health, and this intensive adver- tising is supplemented by the most intensive sales and promotion work ever placed back of a food product. Now is the time to recommend and suggest Kel- logg’s ALL-BRAN to your customers. ALL-BRAN WE ARE HEADQUARTERS FOR WESTERN MICHIGAN for STORE FIXTURES Restaurant Equipment, Soda Fountains and Supplies, New and Used Office Desks and Chairs. Grand Rapids Distributors for Russ Fountains. Your valued inquiries will receive prompt attention. GRAND RAPIDS STORE FIXTURE CO. 7 Ionia Ave., N. W. Forty-third Anniversary teacher who is to come into the lives of their children? It is not only up to parents to give their children per- sonal attention; it is also their re- sponsibility to see to it that teachers are employed who are vocationally suited, as well as technically and ethically, to the task in hand. Not every one capable of obtaining a life diploma is suited to teaching, for ac- quiring knowledge is one thing and imparting it to another is quite a dif- ferent one, and for some very difficult. Technical ability and vocational adapt- ability coupled with correct moral standards and ethics are very essential to teaching of children, and a few paltry dollars, or favoritism, or nothing else, should be permitted to stand in the way of acquiring this type of teach- er in our public schoo!s, for “as the twig is bent so is the tree inclined” consequently in addition to proper home influences we must insist that besides teaching book inowledge, our public schools teach high moral stand- ards, respect for the laws of God and of country; that high character is the basis of all things worth while, and it is indeed gratifying to know that in thousands of school rooms this very principle is being impressed upon the mind of the youth. We shall soon pass out of the picture and those who are children now will then be occupying positions of import- ance and responsibility; their ability and desire to function properly at that time depends upon what they are taught, and how they are taught, now. Nothing is of more impcrtance to the future of America than the proper and efficient training >2f our children, ir- respective of their profession or occu- pation. This responsibility is ours; let us unreservedly pledge ourselves to accept it and fulfill it. We owe it to our children; we owe it to our coun- MICHIGAN try; we owe it to civilization; we owe it to God. Let us do a good job. It is self-evident we must live up to the responsibilities mentioned before we are qualified to accept the fourth obligation—that of aiding in the guid- ing and the influencing of the lives and performance of others, by personal example and colleciive effort, for the general good and best interests of the commonwealth. If personal example is immoral, degrading, it would be sheer hypocrisy tu even claim to desire to aid in the betterment of the com- munity. House cieaning begins at home, as well as charity. Good example is the first influence men and women should exert on so- ciety, political, educational, industrial or religious, and the most important influence. Word-of-mouth is open to criticism and difference of opinion; a good example is pure gold tried in the furnace of human temptations, and cleansed of all dross, so in our indus- trial and collective or organized efforts let us not forget ihe value of high per- sonal character; of good example. While example is personal and in- dividualistic, and must remain so, ef- fort should be collective or organized to produce the desired results. The criminal does not fear the high-minded individual; he does fear virile, en- ergetic, organized effort to put him out of business or behind the bars. The Government does not fear the single criminal; it does dread organized crime, which to-day is permeating every line of human endeavor to a greater or less extent. This is not because there are more criminals than honest people, as there are ten honest men, probably more, to one dishonest or criminal one, but the crooks are better organized; they function better than honest people in their organiza- tions. DEL MONTE ~ ASPARAGUS California’s supreme vegetable delicacy--- backed by special DEL MONTE advertising in national magazines The color page shown here is just one of our special advertisements on Det Monte Asparagus Tips. It recently appeared in The Satur- day Evening Post with a circulation of over 24% million copies. Det Monte Asparagus advertis- ing is distinctly apart from our ad- vertising on Det Monte Fruits and other items. Supported by a strong cooperative campaign of California asparagus canners, it offers every dealer a particular good opportunity for new asparagus volume. TRADESMAN Right at this point is where Ameri- cans are weak; we join some society or organization for the reformation of the world or something else; some- times the real object appears rather vague and visionary, and then expect the work to go merrily on without in- dividual activity or support or without a definite purpose or routine. That idea failing, we ask Congress or the legislature or the board of supervisors, or the city or village council to pass certain laws to correct certain evils or provide additional opportunities, and then forevermore forget the law and let it try to enforce itself without per- sonal example or individual support. Nothing could be more fallacious or more demoralizing. Our Government is an organization of individuals and groups of individuals, created for the purpose of advancing the individual interests of its citizens by guaranteeing them the greatest pos- sible liberty of action and effort, with- out permitting encroachment on _ the fundamental rights of any; for the pro- viding of greater individual opportun- ity through public schools and depart- mental bureaus for the dissemination of information and intelligence, that the youth of the land may become competent thinkers and scholars, and the business and projfess‘onal interests be supplied with dependable informa- tion pertaining to their particular busi- ness for the purpose of protection from foreign aggression by obtaining com- plete and thorough co-operation and co-ordination of the efforts and ener- gies of its members or citizens, di- rected unitedly instead of separately, along a definite ccurse. Therein lies the strength of organization—co- ordination and co-operation of the units thereof along a definite course. With- out united effort, organization becomes wasted effort. 117 We do not need more organizations; we do need to function better through those we have. We do not need more laws: we must have respect for the law. We need the individual effort of the good citizenship organized; we need the good example of men of high character moulded into public opinion, then we can repeal two-thirds of the laws on the statute books and enforce the one-third. During the past one hundred years the states and Federal Government have enacted over two million laws; during the same time England has placed less than one hundred laws on its statute books, yet in the United States there is one mur- der committed to every eight thous- and inhabitants, with only 25 per cent. of convictions, while in England there CHRISTMAS SUGGESTIONS ~e Play Tents Umbrella Tents Folding Chairs Camp Stoves Camp Equipment Oiled Coats Flags Folding Stools and Chairs Ready for decorating aa CHAS. A. COYE, Ine. CAMPAU AVE. and LOUIS ST. GRAND RAPIDS, MICH. gucci Te Nett er di PY e( SLU sas eh Wh 118 is only one murder to every six hun- dred thousand people, while ninety- seven per cent. of convictions. In Eng- land the people respect the law, and in America the people enact laws, and as promptly forget them and forgive the offender. Lack of law enforcement is due to several reasons: 1. We have too many laws; how are we going to enforce two million of them? Most of us have a lot of trouble keeping the Ten Command- ments. 2. There are too many _ shyster lawyers who, for a consideration, will betray any and every law, many times obtaining freedom for hardened crim- inals. 3. Many of our laws are improperly and carelessly drawn, making them practically unenforceable. 4. We have too many soft-headed sentimentalists who are forever de- crying aggressive action against and deserved punishment of criminals. Whenever it has been necessary to defend American rights against foreign aggression or insult we have not hesi- tated to sacrifice hundreds of thousands of the lives of the flower of American young manhood, but when it comes to the defense of our own laws we be- come suddenly sentimental. Crime must be curtailed by adequate punish- ment of the criminal. That will create respect for law. 5. There is too much politics in the election of the judiciary and enforce- ment offcials; too many of our judges and sheriffs and district attorneys owe their election to a questionable element due to the lack of active interest and organized effort on the part of the good citizenship. 6. There are altogether too many pardons, paroles and commuted. sen- tences; criminals nowadays have no idea they will have to serve out their full term if convcted. 7. Many of our prisons provide bet- ter homes for criminals than they en- joy when at liberty; there is too much reformation attempted and too little punishment provided, and.as a conse- quence too many criminals are created on the outside by information from the “inside” that “it’s not so bad after all; better take a chance.” 8. The burden of proof is placed upon the law; we prosecute our cases in such a manner, o1 attempt to prose- cute them, that it is easier to free an offender than to convict him. What are we going to do about it? Live up to our obligations as citizens. That would give us an awakened pub- lic opinion; a greater interest in good government by every self-respecting citizen—and they are in the vast ma- jority; a renewed determination to “clean house.” We must place a premium on quality service on the part of all public cfficials, and attach the stigma of shame to any who dare betray their trust in public or private life. é Law is inanimate except when ani- mated by public opinion and we must respect the law abider and stop jest- ing with the offender of law. The time has arrived when every decent, self-respecting man and woman must insist that criminals be punished in- MICHIGAN stead of pardoned; that laws be en- forced instead of invalidated on the merest technicalities; that courts be made as free from political influence as possible; that honor and justice re- place greed and graft; that rich and poor alike shall pay for their misdeeds; that soft-headed sentimentality be re- placed by a just and strict discipline; that law making stop long enough for law enforcement to catch up; that at- torneys be taught ethcal standards and loyalty to the constitution of the United States when acquiring a knowl- edge of law, and be forced to defend the law as well as the individual, in- stead of invalidating the law and cir- cumventing justice; by choosing en- forcement officials who have more re- spect for the American home and the constitution than for a few paltry pieces of silver, and last, but not least, by the practice of a higher standard of ethics in the business, professional, political and religious life of the country. Every line of human endeavor has its crooks and always will, but their numbers may be materially reduced by the organ- ized efforts of the fair, square shooters. We know it is easy to say what should be done and very difficult to do it, nevertheless let us earnestly en- deavor to live up to our responsibili- ties; let us follow the example of Paul, fight a good fight; let us, too, run a good race; may we personally abstain from those things which cheapen and degrade, and indulge in those activities that build up the individual, the com- munity, the country; let us serve the right by example and collective effort, and fight the wrong openly, energeti- cally, unceasingly, for the sake of self, for the sake of home, for the sake of our neighbors, for the sake of God, and that posterity may inherit as great a heritage as we have. As we do these things may we keep in mind these significant words of Webster— “If we work upon marble, it will perish; if we work upon brass, time will efface it; if we rear temples, though of granite, they will ultimately crumble into dust; but if we work on immortal souls, if we imbue them with the prin- ciples of right and justice, with the love and fellowship of man, we engrave on those tablets something which will greatly enrich our own lives, and shine throughout all eternity.” To falter is a human weakness; to criticise is a human fault; yet we learn to walk by faltering, and acquire wis- dom oftentimes through being criticis- ed, so out of the weaknesses and faults of human nature men acquire strength and greatness, and Here’s to the men who are true as gold Though temptation’s strong and friends grow cold: Who dare do right and despise the wrong, Though the pay is small andi tasks are long; Who are true to both their State and own, And love their home more than world renown. Here’s to the men who can lose and smile, Though loss be great, severe the trial: Who know to win is not all the gain, But more in the way they play the game; Who would rather fail than be unfair, And win, when losing, by playing square, TRADESMAN Forty-third Anniversary JOSEPH P. LYNCH Are You Going Out Of Business? Do You Need Ready Cash? Do You Want More Business? If any of these questions interest you send the coupon below for full details of the Jos. P. Lyncu 10 pay SpeciaL SALEs Pian ror Rerarm, MERCHANTS. These Stores in Michigan Have H ad Us Conduct Sales for Them, Why Not You? oO. Mey & Some. Grand Rapids pears Blores Grand Rapids Schmitz & Shroder_.._ Detroit meee Grand Rapids mom oe. oF Kalamazoo — — — — — — COLPOS JoOsEPH P. Lyncu Sates Co. 4th National Bank Bldg., Grand Rapids, Mich. Please send me full details of your 10 day Special Sales for Retail Stores—we are interested in: | | | | | | [_] Business Building Sale [_] Removal Sale | ry Going Out of Business Sale j Executors Sale | | | | | | | | Wie Was The Joseph P. Lynch Sales Co. 320 Fourth National Bank Bldg. GRAND RAPIDS, MICHIGAN ASL: Forty-third Anniversary Here’s to the men who will stand their ground, When the clouds of doubt and fear surround; Who'll face the sneer of the thought- less crowd, For the sake of truth, and love of God: Who'll never quit till ther tasks are done, And will fight and fight till right has won. Here’s to the men who believe man- kind, When the others scoff, and knock, repine; Who are willing to aid, comfort, cheer A brother who’s down, when others | sneer; Whose faith in themselves, and fatih in men, Renews their strength, and hope to them. brings Here’s to the men with an open mind, Unpoisoned by creed of any kind; Who dare to face the facts, untampered, To strike the shackles from the ham- pered; Who will speak the truth so perfectly, As to make Mankind forever free. Here’s to the men with a faith in God, That frees men’s souls from their earthly clod; Whose hope’s so strong and so true, so sure, Humanity knows that it’s secure, And clearly sees, as with Divine eyes, The Eternal Home in Paradise, For they are the sort of men, I say, the whole world needs the most, to- day. Lloyd E. Smith. —_~+++——— Merchant Should Promptly Present Checks For Payment. As a general proposition of law, where a merchant receives a check tt is his duty to present it for payment within a reasonable time, or he may have to bear any loss caused by his delay. Of course the question of what constitutes a reasonable time for pre- senting a check is usually one of fact, and will depend for its answer upon the facts and circumstances of each particular case. However, aside from general rules and the facts of any particular case, it may be stated broadly that the hold- ing of checks for any unreasonable time after they have been received should be avoided. And, as an illustra- tion of the possible danger to a mer- chant in situations of this kind, the following example, taken from an actual case, may prove of interest and profit. In this case a business firm received a check in the sum of $600 to be ap- plied upon an account. The check was drawn July 24 upon a bank in the town where the firm was located. The firm did not present the check for pay- ment at that time, but forwarded it to another bank some 200 miles away for collection. This bank in turn for- warded the check to the bank upon which it was drawn, but it did not reach such bank until it had closed its doors, which was on July 28. On this state of facts the drawer of the check claimed there had been an unreasonable delay in presenting the check. The drawer set up that had the business firm presented the check the same day it was received, or upon the folowing day, the check would have been paid because he had a sufficient balance for that purpose. In view of which the drawer took the position MICHIGAN that the business firm must bear the loss, caused by its delay in presenting the check. The business firm would not con- sent to bear this loss, and brought suit against the drawer of the check. Upon the trial of the cause this com- plaint was dismissed, as the trial court in effect held there had been an un- reasonable delay in presenting the check. An appeal was taken to the higher court, and here, after a review of the facts as they have been outlined the court in passing upon the question raised, among other things, said: “Was this check presented within a reasonabe time after its issuance? If not so presented, then the drawer is released from liability, and he would be entitled to charge the same against the appellant [business firm] or, in other words, to have it credited to his account, regardless of whether appel- lant received the proceeds of the check. Forwarding a check by a circuitous route may, as a general rule, be said to constitute negligence, except where the check reaches its destination as soon as if sent direct to the bank. “Tt is a well-settled proposition cf law that, where a person received a check in the town where the drawee bank is located, it must be presented before the close of the next business day. Ordinarily the question of wheth- er presentation of a chec has bees made within a reasonable time is a fact question. This case being in equity by the application of the above rules governing such matter, we are abundantly. satisfied that said check was not presented with in a reasonable time. This being true, the loss which occurred must fall upon appellanj [business firm].” In conclusion, the court affirmed the judgment of the trial court, holding that the delay of several days in pre- senting the check rendered the busi- ness firm liable for the loss caused by the failure of the bank before the check was presented. In other words, since the drawer of the check had ample funds to meet it had it been pre- sented within a reasonable time, he was entitled to credit for the amount of the check, despite the fact that it was not paid because of the failure of the bank. The foregoing holding was well rea- soned and is without doubt in accord with the weight of authority on the question decided. So, taken all in all, the case constitutes an apt illustration of the importance of promptness ir presenting checks. Certainly a mer- chant receiving a check should not hold it. any longer than is necessary, for by so doing he may be taking an unnecessary risk which may be avoid- ed by the exercise of promptness in the matter. Leslie Childs. —_7-2___ Properly Disqualified. “I want to be excused,” said the worried-looking juryman, addressing the Judge. “I owe a man $25 I bor- rowed, and as he is leaving town to- day for some years I want to catch him before he gets to the train and’ pay him the money.” ' “You are excused,” replied the Judge, in icy tones. “I don’t want anybody on the jury who can lie like that.” TRADESMAN 119 Al. (EF FE al | a “The Bank on the Square” PARTNERS A big business is almost always a corporation or a partnership. It is run by a board of direc- tors, for many heads are wiser than one. Yet most men do their planning and deciding alone. The farmer, the professional man, the man who works for a wage or a salary—these men too often hesitate to go to others for coun- sel. They have no partners; they work alone. The officers of the Grand Rapids National Bank, experienced, competent, helpful, are here to be partners for all such men in the busi- ness of real, permanent progress. They are very much interested in you and in your work. For they know that this bank’s success is bound up in yours. They are here to help you. The Grand Rapids National Com- pany is owned and controlled by the stockholders of the Grand Rapids National Bank, and is operated to give investment counsel, guided by the experience of the bank, to the public. Grand Rapids National Bank Established 1860---Incorporated 1865 Nine Community Branches Our bi-weekly “EXECUTIVES BULLETIN” will be sent free on request. 120 “MY FATHER” What He Meant To Michigan’s Fore- most Citizen. “There’s Father” was the exclama- tion of a couple of little girls in a neighbor's family and I looked up and saw the greeting that they gave their father as he came home from a short sojourn in a distant town. The meet- ing was so beautiful and the love, re- spect and admiration expressed was an epitome of a beautiful relationship in the family. It was in a political meeting not long ago with a well filled house and a stage upon which there appeared the chairman of the meeting and the speaker of the evening and some re- porters and two or three distinguished guests. As they came upon the stage, the audience became at once very quiet and a little voice piped up, “There's my papa,’ and the man who was just about to say a word as chair- man of the meeting, was not at all abashed by it, but waved his hand with a smile to his little boy who sat with his mother or one of the front The entire audience applauded seats. and showed its appreciation of the beautiful relationship thus expressed by a child. Just a few days ago, while I was going down Jefferson avenue from my home toward the city, I met a truck belonging to the telephone company upon which were a number of line- men and they were all looking up at the lines and attachments to the poles as if they were very near the scene of their day’s operations. Evidently one of the linemen lived in this immediate locality, for a little boy with two or three companions who had just started off to school looked up at the vehicle and this lad exclaimed: “Oh, Oh, there’s my daddy,” and one of the men looked down and saw his little boy, took off his hat and waved it and said, “I hope you will be a good boy to-day,” and the child responded, “I will, Papa.” This not only was an exhibition of a beautiful relationship, but in the heart of both father and child there was a song that would go with them during the day. The privileges and glory and re- sponsibility of metherhood are the subject of addresses and journalistic articles; in truth, the air is redolent with beautiful expressions concerning motherhood; but the ideal relationship between father and children is not given so much prominence. There may be a reason for this, because the influence and partnership of the father with children is, perhaps, not so pro- nounced as that of the mother. My earliest remembrances of my father and his interest in his little boy are the most beautiful things I dwell upon in these later years. I think oc- casionally about his authority and the way he exercised it, but it was always tempered with such perfect loving kindness that there is nothing dis- agreeable for me to recall in the way I was managed by my father. When I was perhaps three years old, we moved from the log house into the new domicile, and everything seemed very beautiful to me. It was such an epoch in my life that many things are MICHIGAN TRADESMAN imprinted upon my memory. The window sills were just the height to be even with my mouth when I stood up to look out of the window, and, childlike, I opened my mouth and was about to imprint my teeth upon the freshly painted window sill when father said, “Charlie, don’t bite the wood, because it will make marks that will stay always.” I turned around and looked at him and then immediate- ly bit with all my might into the win- dow sill, and I was picked up and punished by my father until I cried, and then he lifted me up on his shoul- der and carried me around the room and made me laugh and said, “I wouldn’t take a thousand dollars for my little boy.” Father never made me a promise that he didn’t fulfill, When he told me that if I would be a good boy until he came home at 1ioon he would bring me something that would please me, I knew it would come. No matter how busy he was, he never forgot his prom- ise to his little boy. I began very early to ask questions, and, while I Samuel Marshall Garfield. Born—June, 1816. Died Jan., 1876 was turned down by a good many peo- ple who could not bother with me, father never put me away or put me off, but answered with perfect courtesy and interest everything that I asked him about, and the rapidity with which I acquired information in those years was the result largely of father’s will- ingness to talk with me and explain everything until I understood as well as a child could what we were talking about. Father was superintendent of a saw- mill and carried on the farm as well and filled offices of public trust, so he was a very busy man during the early years of my boyhood. He oc- casionally took me down to the mill, and I recall ‘with zest to this day the rides I had on the carrier when he placed me in charge of the head sawyer and how the dangers were explained to me and I was given very careful instructions how to behave. The lead- ing mill hands boarded at our house, so that I became acquainted with them, and, as there was a day and night shift, my mother had to arrange for meals at midnight and we were supposed to Forty-third Anniversary A MANUFACTURER Of national distribution takes this opportunity to say to the retailers of Michigan that the Michigan Tradesman and the policies for which it stands are unquestionably doing more to help the re- tailer solve his prob- lems than any other factors, and this same manufacturer sub- scribes wholeheartedly to this policy, urging retailers to co-operate to the fullest extent. ae Forty-third Anniversary be as quiet as possible during the fore- noon, so that the men would not be disturbed in their sleep. One fore- noon, seeking for something interest- ing to do, I saw that the nails in the fence leading from the house to the road were, many of them, loose and had drawn away from their holdings, and I got a hammer and spent a good deal of the forenoon in pounding these nails into place. It was a delightful diversion and I liked it because I enjoyed the noise I was making. When the head sawyer came downstairs at noon, he said to mother, “That child of yours made such a racket that I couldn’t sleep this morning and I don’t think I will let him ride on the car- rier any more.” This was said so I could hear it and when my father came hom I told him about it and he ex- plained very fully why I should be careful not to disturb the men in their sleep and that they couldn’t do good work unless they had their regu- lar rest, and he hoped that I would be very careful hereafter, and that he would talk with the head sawyer and explain to him that I wouldn’t do it any more and that I would be al- lowed occasionally to take a ride on the carrier. Often, while in the mill yard, while father was taking notes concerning logs and the ownership and putting marks on them, he showed me the dif- ference between maple logs and oak logs and showed ine the way to tell one kind of timber from another, and he explained to me the reason for piling logs just as they were piled in the mill yard, and while he was at his regular duties he never failed to answer my questions and gave me bits of information which I cherish to this day. It was in the out-of-doors when father had leisure moments to spend with his little boy that I had my best times during those years. He would put me on his shoulder to look into bird’s nests and count the eggs; he would tell me the way to identify the male bird from the female bird; he would pick leaves from difterent trees and explain to me the differences and how we could tell the names of trees by their leaves. He liked to show me toads and frogs and snakes and sit down with me and watch the tadpoles in the little ponds of water near the river and never tired of tell- ing me about everything along the rich river bank. I recall the lessons he gave me, particularly Sunday after- noons when we had time to wander along the Menominee River, which made one border of the farm, watch- ing the dragon flies and other insects that frequented the surface of the water, noting the fish as they came up to catch the bugs that fell in the stream, gathering wild flowers and noting, particularly, the bugs and beetles that we dug out of old rotten logs, and all of the wonderful things that can be found upon the bank of a river which is bordered by a forest. Father used to like to read aloud to me and many of the things I could not understand, but I liked to hear the rhythm of his voice and I would sit quietly for a long time listening to the reading of things I could not MICHIGAN comprehend but still enjoyed. When something simple was read, he would always say, “Now, my little boy, you can understand that, can’t you?” and he would get me to tell him about it. He seemed, as I remember it, to take just as much interest in the things that I talked of to him as he did any conversation with grown-ups and it was because of this treatment that I held him in great respect and affec- tion and worshipped at his feet. I wanted to be like my father, I wanted to learn to do the things that my father did so well. I recall when he sowed grain that he gave me a little cup with the wheat or oats or clover seed, and I would follow after him imitating his movements, and he taught me to sow right and left hand- ed and explained to me how import- ant this was, particularly when the wind was blowing. When I entered the Michigan Agricultural College, and was sent out on a windy day to sow a field of oats (this was before we had drills), I sowed the field: right and left handed so as to get an even distribution of the seed, and I was commended by Dr. Miles for know- ing how to handle the seed under ad- verse conditions ard secure its even distribution. I was glad then that my father had taught me something that was commended even by a college professor. I have had occasion thousands of times in my life to be grateful for the things that my father taught me, which have been of great use to me in the avenues of service which I have filled. Even in my early boyhood, before I had reached my tenth year, father used to talk with me about the plans of the farm and the ways he kept his records of the mill, and would ask me as if it was a particular kindness to him to read to him from my school books, and he would comment from time to me upon the things I read, which led me to feel that I could get more good by reading to father than reading to my teacher in school. Dur- ing those years he expressed his great interest in everything that was con- nected with my school lifz, and every night, if he could secure a few minutes, he would take me on his knee and have me tell him the story of the day. This habit has been of great value to me in many ways during my entire life. We moved from the bank of the Menominee River, near Milwaukee, to Michigan when I was ten years old and it was a great event in my life. Everything was 30 different here in Michigan from my experiences in Wis- consin. Our neighbors were largely German in the Badger State, and the neighborhood we entered here in Michigan was entirely made up of native Americans. There was one Irish family and there were two Hol- land families in our school district; otherwise, all the people with whom we had relationships were American born. At the age of ten, I felt that I was an important factor in the family life and began to have responsibiilties placed upon me. I have always felt that a boy brought up on the farm with the right kind of a father had (Continued on page 128) TRADESMAN 121 FLOURS Bring YOU Repeat Business WHY? Made Good Since 1885 ‘e Commercial Milling Co. Detroit, Michigan Recommend with Confidence The Reliable Foley Line FOLEY’S HONEY AND TAR Largest Selling Cough Medicine in the World FOLEY PILLS A Diuretic Stimulant for the Kidneys FOLEY CATHARTIC TABLETS A Wholesome Physic Millions of Satisfied Customers FOLEY & CO. Established 1875 2835-45 Sheffield Ave. Chicago, Illinois 122 THEN AND NOW. Changes Time Has Brought To Gro- cery Business. Things are changing in all lines of the retail and wholesale business of to-day. There was a time when we depended entirely on our own judg- ment on whom to trust and what to buy. Now it is different. The retailer must be governed by the wants of his customers. By that I mean by selling the goods for which you have the most call. Select your stock, the best stock money will buy, and stand back of your merchandise. Do not buy an article unless it is fully guaranteed to you and do not over buy. It ties up too much money and by over buying you are bound to have some stale goods and some which will pass out of fashion the same as styles pass. The people of to-day tell the retailer what they most desire and it is up to the alert merchant to please and suit the customer, as we all know the cus- tomer must be the first consideration, and that consideration is that the cus- tomer is always right. I believe that is the first start for a successful career in any line of business to-day. We have all seen the retailer, whole- saler and jobber come and go. The successful merchant is likened to the things of nature, such as our streams, trees, flowers and fields. There is a time of the year when they are beau- tiful and there is a time of year when they seem chilly and cold, same as our business, and other times when every- thing seems bright, cheerful and pros- perous. Let us all forget the gloomy part of business and always look at the bright side of things in our daily duty. This we owe to our customers and ourselves, and there will be no such a thing as business failures if we only use our heads which the good God has put on our bodies for that purpose and no other. Think it over. If, for any reason, we -find that we are not adapted to our business, don’t kick, get grouchy and hate yourself. For God’s sake and your own sake, get out of the business and give some- one else a chance. You will find your calling if you only keep on trying. There is a place in this wonderful world for all of us and a way for each and every one of us to make a good living and some money if we will only try. Now then in the past—and by the past I mean some thirty years ago when rice and sugar, rolled oats, spices, tea, in fact most bulk goods, were done up in the old brown rag paper—sacks were too expensive to use except for candy and special articles. Who ever thought of buying his meals in tin cans at that time? I’m sure my moth- er didn’t. It was a sack of flour. bushel of potatoes, crock of butter, pail of lard, gallon of corn syrup, sack of pure buckwheat—no compounds at that time for her—and in the meat line it would be a shank for soup meat, a slab of bacon or whole ham. My mother was ambitious. She could slice the ham and bacon herself. She did not say “slice it, please,” “remove the rind’, “bone the ham”, as we have to do to-day. MICHIGAN Wages were low and profits were small. It didn’t require the amount of capital to do business then that it does now. Ifa family had a horse and bug- gy they were considered in pretty good circumstances. But what of to-day? You must have a car and by that I don’t mean the cheapest car on the market. A man with common sense ‘buys something besides trouble and expense is in up-keep. I know from experience. My Dodge delivery will buy one cheap car every year and then have money left to pay repair bills with. We may all feel justly proud of our State Association, for from the six different trade papers which I take I find no other State Association which has made a greater stride in legislative and co-operative improvements than our own Association and I attribute a whole lot of our success to our Mr. E. A. Stowe, who so graciously keeps us well informed through his Trades- man, which is published each week and which every man in the retail gro- cery business should have on his desk at all times. There is no better refer- ence in regard to markets and prices than our own Michigan Tradesman. The price of this paper is only $3 per year, but it is worth a hundred times the price to a successful merchant. I could not do business without the aid of our trade paper. O. H. Bailey, Pres. Retail Grocers and G. M. Ass’n. —— r+. —__ Greetings From the Tall Saginaw Merchant. Saginaw, Nov. 26—You are closing another year of the perennial success in the publication of the Michigan Tradesman. Many publications have come and gone, but the “apple of your eye” as it were, is now probably at the height of its popularity and success. As they say to-day, “Such popularity must be deserved.” I am certain that in your case it is deserved. Not with a view to making it popu- lar, but selfishly, many of us have looked forward to each number to get something that we wanted out of it. You have striven, unconsciously perhaps, but striven none the less to produce something worth while and in so doing you have given to your subscribers and readers a very valu- able service. In my case for instance, I might cite an instance, where the actual money saved by avoiding frauds bore absolutely no relation to the sub- scription price. even if multiplied by ten. I congratulate you very sincerely, I wish the editor and his valuable pub- lication, the Michigan Tradesman, many more years of uninterrupted success. As long as it is published and the Lord is willing and I am alive and able, I shall be a subscriber—out of selfishness. When you reach the Golden an- niversary year in the life of the Trades- man, I will celebrate with you, by coming over to Grand Rapids, and go for a ride about the city—without luncheon—if I’m invited, of course. Charles G. Christensen. > —____ If some merchants would spend as much time on advertisements as they will spend on a _ cross-ward puzzle, they would evolve an appeal that would produce nearly 100 per cent. re- sults. : — ++ +____ Peace in industry comes when em- pleyer and employe understand each other’s problems. TRADESMAN Forty-third Anniversary Preferred Automobile Underwriters Co. Grand Rapids, Michigan v Legal Reserve Non-Assessable A policy such as you imagine it should be— free from those mean technical- ities and legal phrases Write for a copy—‘“Story About Insurance” Agents Wanted in Western Michigan Belding Basket Co. Manufacturers of Baskets Belding, Michigan Fig. 30 Extra Quality Diamond Market Fig. Common Drop Handie Diamond Markets We especially call attention to our Line of Baskets. We also make -canvas cases for laundry, factory and shipping purposes. Also full line of Canvas Products. No matter what your needs may be we can supply them. Send for illustrated catalogue and quotations by the dozen or the carload. 1 ae roncenner epaanttans ASR. Forty-third Anniversary Store Keeping Has Been Displaced By Merchandising. All authorities agree that selling is the most important function of the re- tail grocer to-day. None the less the trite old saying, “Goods well bought are half sold,” still bears some re- lation to the success you achieve, Nat- urally a low cost makes possible an attractive selling price. You cannot overprice your goods and expect to sell readily. While there still are peo- ple who do not know the price they pay for a can of pineapple or a pound cf cheese, they are few and far be- tween among thcse who pay their bills promptly. The retailer to-day who is able to sell a large volume for cash or to first-class credit rsks at high retail prices is rare. In cases where a merchant has in vogue the old hit and miss pricing method without rhyme or reason and incidentally places too wide a mark-up on many items, he frequently loses his best trade to some enterprising com- petitor. In mne cases out of ten this store’s credit losses are very large, in Charles G. Christensen. many cases large enough to wipe out his net profit. However, if you price too low without heed to cost and ex- pense you lose your capital. Paradoxical as it may sound, must sell at a low price in order to make much profit. Therefore, it is imperative that you do as large a volume of business as possible at your locat'on and with your facilities. It will be impossible for you to sell every- thing at reduced prices and make a living wage, to say nothing of actual- ly making a profit, nor is it necessary. There is much to learn about pricing in order to speed up turnover without curtailing profits, and still bear the reputation of selling cheap. In the Tradesman of Nov. 10, 1926, Paul Findlay touches upon the magic of proper pricing. For instance, says this authority, “In many cases 19c is better than 18c or 17c and even 15c.” Many department stores employ high priced talent to solve the mystery of pricing. you The success of chain stores is due largely to the fact that they have mastered the art of pricing. Still many n:erchants place very little signfficance en this matter—l0c, 15c and 25c (five MICHIGAN cenis and a jump of a nickle) are the range of their pricing system. In the measure that the independent retail grocer masters the principal of pricing scientifically will he succeed. You must buy right, no doubt, in crder to compete at all with present cay ‘ntense competition; but, as it is conceded that selling is the most im- portant function of your business, study that end even more than buying. if you buy right make capital of it by pricing correctly. Certain price ex- pressions, as certain color combina- tions, attract more than others. When you have mastered the art of pricing to advantage, use price tags and signs to the limit. Mere storekeeping has been displaced and merchandising is now the order of the day. Charles G. Christensen. NET weir ONE POUND TRADESMAN Trends in Costume Jewelry. - Re-orders on novelty costume jew- elry continue to be of large propor- tions. Stone set merchandise is out- standing and one of the most popular types is set with a close imitation of a star sapphire in the grotto blue shade. This “star sapphire” set in varied filigree mountings of platinum oxidized finish is being featured in brooches, pendants, necklaces, bar pins, slave bracelets, cigarette cases, pow- der compacts, etc. The star effect is also shown in an imitation amethyst under the name of “violet ray’ in the same goods. A jade-colored. stone is likewise meeting with favor, the arti- ficial stone having all of the appear- ance of Chinese jade. Wholesale prices of the above merchandise are such that 123 the items may be retailed from 50 cents to $20 each. I Very Favorable Raw Silk Level. With raw silk below the $6 basis, consumption of the fiber during the next two months, whic hare the early manufacturing months for the Spring, is looked for in the silk trade. Manu- facturers admittedly find the present price basis very satisfactory, particu- larly as it comes at a most opportune time. Production of Spring silk goods is now increasing and there is every that consumer favor for during that will be Flat crepe is the outstanding indication silks strong. season plain fabric so far, and will have an excellent run of popularity, manufac- turers believe. candies excel for _ the price asked do we hope io ob- _ fain your interest and merit yourcon- tinued patronage 124 BILLION DOLLAR FORTUNES. Flivver Accumulation Easily Heads the List. A contraption of steel and wood and rubber that moves, a thing whose very name possesses the power to stir the risibilities of all civilization, much ridiculed but not in fact ridiculous, the Ford car, in brief, has made possible the accumulation within less than a quarter of a century of what probably is the greatest individual fortune ever put together. Henry ford, father of all the flivvers which inhabit the earth, thriving in the wet Sahara as in the dry United States, has a billion dollars at his command and the end is not yet. Besides the ford pile the fabulous riches of history and legend lose the glamor of stupendousness. Take any four of your ancient men of wealth and put them in a poker game with Henry, and he’d clean them out. He couldn’t help it. Of course, he’s an American, and poker is the National indoor sport, whereas Croesus and King Midas, for example, haven’t that inherited advantage. But, irrespective of skill, the difference in their rolls would be so great that in the end the law of average winnings would termi- nate the game in Henry’s favor. The others couldn’t stand the gaff. A billion dollars is a lot of money— more than most people suspect. Be- fore Eve led Adam out of Eden he owned the world, but in its then un- developed state—even the most select suburban sections hadn’t yet been rid of snakes—it wasn’t worth a large fraction of what Henry ford to-day controls. His isn’t the gold that the alchemists sought, but it’s a fortune convertible into gold sufficient to pro- vide kings’ ransoms for all the royalty of the earth—and that includes the kaiser when he talked of “me and God.” Even since the twentieth century started there has been a lot of loose talking in these parts of billion dollar fortunes. Million dollar bank rolls had become so common that the American people were put to it to express great- er wealth. “Multimillionaire” served fairy well, but it was indefinite, and it didn’t quite get the idea across. “Bil- lionaire” sounded better and it came into common usage without specific appreciation that a billion meant a thousand million. People used the term indiscriminately and with the same hazy idea of its actual significance as the younger generation has in bet- ting a “milion, billion dollars.” The war taught the American pub- lic something of what a billion dollars stands for. The Government sold Lib- erty loan bonds in blocks of several billion dollars, and that part of the population which didn’t go across learned how many subscriptions it took and how hard it was to save the money they had subscribed. They realized then that they had been talk- ing pretty wildly and came to under- stand that a billion was something a little beyond the comprehension of any one man. Yet Henry ford has built his fortune to the billion dollar level; What is a billion? You know how long a minute is, that there are sixty * The MICHIGAN TRADESMAN minutes in an hour and twenty-four hours in a day. This is the year 1926 A. D. and a billion minutes have not elapsed since the Christian era got under way. In less than a billion minutes, the glory that was Caesar’s has faded into the romance of the Middle Ages, and that period of gal- lantry and knighthood has been fused in turn into the hard, cold facts of a flivver-ridden civilization. Almost 20 centuries have passed and three dis- t:nct stages in the development of man- kind have been registered in history. If ford cashed his fortune in dollar bills he couldn’t count it. He might, if he hired enough men, have those dollar bills laid end to end around the world. From Detroit to New York to London the path could be stretched and the pile of raw material would still be virtually intact. The contin- ents of Europe and Asia would makg some inroads into it, but crossing the Pacific and continuing across the states to Detroit again the bill layers would begin to get discouraged. There would remain to be laid more more than $750,000,000, and before they had finished their job they would have circled the globe almost five times. On the final lap there would not be quite enough bills to carry them back to Detroit to be paid off; which would be hard luck. Henry, meanwhile, could be counted on to have amassed an- other fortune with which to meet the payroll and might send them trans- portation to the home town. It is significant that the first billion dollar fortune should have been built up on the idea of giving the people something they want at the lowest practicable price. Other men, using other means, have approached the bil- lion mark—John D. Rockefeller and the late Andrew Carnegie are popular- ly supposed to have reached it. The claims advanced for them—they have made no claims themselves—are ren- dered open to doubt by their habit of giving. Even while they were ac- cumulating they were dissipating. Mr. ford has never acquired that habit. It isn’t that there is any inhibition in ford’s nature against giving. Rather, he works on the theory that by put- ting his money back into industry, providing employment for more men and cheaper cars for the multitude, he is doing greater service to humanity than if he went into the endowment business on a wholesale scale. As a result, the public thinks of Carnegie in terms of libraries and of Rocke- feller as a founder of foundations, but it knows ford chiefly by the car he makes. The ford Motor Company, ranking as the tightest little billion dollar cor- poration in the world, represents the greatest part in the ford fortune, and it is only through the meager financial statements which it issues that an in- sight is to be gained into the man’ holdings. The amazingly swift rise and growth of that company, which started operations only about twenty years ago, comprise an unprecedented and sensational chapter in American industrial history. The ford billion appears as the result of one man’s fol- lowing an industry from its small be- ginnings, when. faith was more es- Forty-third Anniversary M COs ©2598 COD_O_2S9 GE V_ SOG EE U_ ES OVD V_E Zz ‘ « for CTitennne of 1926 ou can make this Christmas the happiest of all, by proper selection of gifts for your loved ones. And of all the thousands of gifts you have to choose from, there is not one that has the appeal of a fine diamond exquisitely set in platinum. This Christmas we have assembled the largest and most artistic collection of diamond pieces ever shown in our shop. Most of the designs are exclusive---the prices reasonable. Readers of the Tradesman will find it to their advantage to consult us if contemplating the purchase of a Diamond. PRICED $25 TO $500 and upwards J. C. HERKNER JEWELRY COMPANY GRAND RAPIDS, MICHIGAN LF OD EF DW EEF A DWNAT QO MWCF OW er amok FODDER EEF AD CFO WCET AWK aaa ; ; a GLASS---Automobile Windshields and Doors MIRRORS.---Church Windows, Leaded Glass = GRAND RAPIDS ART GLASS AND MIRROR WORKS Front and Fulton Sts. “GEE! It’s Great! It’s Real Coffee!—”’ HOLLAND HOUSE COFFEE STANDARD GROCER & MILLING CO. Wholesale Distributors W. W. Potter, Pres. E. B. Caldwell, Sec’ y-Treas. AMERICAN MUTUAL AUTOMOBILE INSURANCE COMPANY 701-702 Building & Loan Building Grand Rapids, Michigan Complete Coverage against Accidental Loss or Damage. Policies issued on an Annual Premium Basis. Low Rates, Prompt and Pleasing Adjustments. Get Our Full Coverage-Non-Deductible Policy * Seen got NH eS ae, a ee a: * Petes Scincwee -+ Pa I OR cin tan ans Boe aoe RN LC Sn ae Forty-third Anniversary sential than money, to the attainment of its full growth. Rockefeller did it with oil, Carnegie with steel and Henry ford has gone them one better with automobiles. He has ridden the flivver for all it was worth from the time when the automobile industry was in its experimental stage and a car a luxury. Twelve other stockholders shared with ford the ownership of the original company, which was started on the basis of an idea, confidence in that idea, the will to work and not much else. Among them they managed to raise $49,000, and they decided to take a chance with it. They probaby knew that they could double their money by the time they were old men if they put it into the savings bank or put it in safe securities, but the drive for thrift business hadn’t really got under way then, and the lure was not par- ticularly strong. They ‘speculated. Five years ago ford, who held 5814 per cent. of the stock in the company from the outset, bought out the minor- ity stock holdings. They cost him in the neighborhood of $205,000,000. The increase in value of the Ford company, which has been at the rate of roughly $50,000,000 a year, has been largely predicated upon its monopoly of the class of cars it manufactures. This monopoly has been acquired naturally and without the purpose that underlay the trusts of the old days, which was to stamp out competition and enlarge profits by charging the public excessive prices for their prod- ucts. Mr. ford has gone at it from a different angle and there has yet been MICHIGAN TRADESMAN no suggestion of criticism from a gov- ernment that is generally regarded as hypercritical. His aim has been a small margin of profit on a large vol- ume of sales. As the company’s pow- er has grown—it is conceded that the chances to compete with the ford successfuly are exceedingly slim—he has lowered the price to the public, reduced his profit per unit, but increased his aggregate profits. It is the twentieth century model of in- dustry and the essential for its suc- cess is mass production. Mr. ford ge‘s that. Last year he turned out more than 2,000,000 cars, trucks and tractors and added $37 to his surplus for every unit sold. To-day ownership of the ford com- pany rests exclusively with Henry and his son, Edsel, and, however brilliant the offspring, the credit of building up the fortune, and the fortune itself, may properly be assigned to the older gen- eration. It is strictly a closed cor- poration, accountable only to two owners (and the government for taxa- tion purposes), and makes no public reports of its earnings. These are nevertheless ascertainable from the periodic balance sheet which it files as a matter of public record in the State of Massachusetts. Richard Field Griffen. >>> __ Every man who believes in himself, no matter who he be, stands on a higher level than the wobbler. 2 —___ It requires more than twenty-five years for light to travel from the star Vega to the earth. concern A New Year’s Thought. And as they journeyed toward the City of Ideals they came upon a Pil- grim plodding aimlessly along the road. “Whither art thou bound, brother?” asked the first of them, for he perceived this man did not go their way. “Nowhere,” rplied the Pilgrim listlessly; “just traveling.” Idle some day and watch the World and his Wife go by. How readily you can perceive those who have a desti- nation and those who have not. With purposeful stride the former quickly pass your range of vision. With lag- ging step and hesitant air the latter slowly move along. You can write it down that no man was ever successful who did not have an objective—a goal to reach—an attainment to achieve. Years ago, when I was at a most impressionistic age, I had the good fortune to have a real business man for a mentor. Of his good advice I recall much, but nothing so vividly as this: “Set a goal for yourself; attaining it, set another. And keep your sights raised high.” He started life as a clerk in a little two-by-four store. His goal was to He attained it. His was a specialty store. The nat- ural result—the next step—was to be- come a manufacturer of the specialty he sold. He attained it. become proprietor. From that point to become the lead- ing manufacturer in his line—first, in his county, next in this country, final- ly, in the world. He attained all those. I have not talked with him for years. I do not know what goal he has set 125 for himself now. But I do know that he has a goal, for he knows better than anyone else that the success he is to- day is directly traceable to setting a mark, An objective in life gives you pur- pose, poise and push. You work for You prog- ress because you have a definite point to reach. You get there, because when you are headed in a certain direction and keep moving you are bound to finally arrive. Simple, isn’t it? The man without an objective can be lik- ened to the traveler who takes a train without knowing—or caring—where it goes; buys $5 worth of mileage and is ultimately put off at a water tank or a junction. The prospect of such devil- may-care adventuring may be alluring, a cause and for an effect. but it creates no firesides whereat. one may warm the shins in old age. If I were starting my business life to-day I’d set a goal with my watch this morning. It might be no higher than that of the next clerkship in line, but at least it would be something def- inite to tie to, something tangible to work for. And after I’d reached it, I'd sight another objective. And so on and on until the possibilities and were exhausted. Then I'd seek new field to conquer, for once the habit of setting a goal becomes opportunities established, there are no boundary lines. All of which may bring the natural query: “What is your goal to-day?” To which I will cannily reply: “I shall not tell you.” You might try to beat me to it. Let me counter—‘What is yours?” THE VINKEMULDER COMPANY GRAND RAPIDS, MICHIGAN Founded in the year 1888 Cr_O_=359 Receivers and Jobbers---Fruit and Vegetables Carlot Shippers “Vinke” Brand Michigan Onions and Potatoes ON) An old and dependable Produce Firm, nationally known 126 AS OLD TIMER SEES IT. Sympathetic Appreciation of the Tradesman’s Career. A consistent, conscientious course in one line of endeavor for four and more decades is certainly worth while. It is this that has made the Michi- gan Tradesman what it is to-day—the best all round trade paper in America. Founding a newspaper is comparable to the founding of a nation. Our fore- fathers founded the United States of North America; Horace Greely found- ed the Tribune, the greatest newspaper of its time, as E. A. Stowe started the Tradesman as a little by-product which has grown into its wonderful develop- ment of to-day. These wonderful outgrowth come from the brain of man. Not mere me- chanical outputs, but living, breathing entities, which make for the good or evil of many generations of our peo- ple. Greeley was both hated and loved for the greatness of his soul. His masterful fight against the en- James M. Merrill. creachments of the slave power did as much as any other one element to make of the Western Republic a free and cleansed nation, in fact as well as in name. The fact that “if you see it in the Sun it is so, heralded the power of Dana’s :ntelect to all the world. The Sun and Dana were one and indivisible, as we come to know the name of Stowe and Michigan Trademan. It is inconceivable that the business - world could get along without the genius of k. A. Stowe to dish up what is going on in that business world, and make glad the way places where ignorance and imbecility need have no excuse for existing. Stowe and the Tradesman are as sndissolubly linked as were the Tribune and Greeley. The one led a great crusade for liberty and righteousness in national morals, the other leads in business acumen and has a pleasing way of mak'ng the paths straight for puzzled business men. No well regulated business dares to get along without the Tradesman as helper and friend along the path of successful accomplishment. Among the frivolous mass of trash MICHIGAN that said under magazine colors, the Michigan Tradesman stands head and shoulders above the whole mass, a clean, faithful counselor and friend to the man in business. The Stowe pub- lication is a whole library in itself where the matter of getting ahead in the world is concerned. Although more particularly devoted to mercantile interests, the Tradesman appeals to the best in family life, and the women of the household are fre- quently seen enjoying the wholesome reading within its covers. To mention the name of Stowe js to hold up the Michigan Tradesman to the view of your audience. cne is supplementary to the other. A dreamer lives forever while a worker dies in a day. Forty-three years ago the dreamer cast ‘his little boat upon the waters of business life, dreaming, perhaps, of great things to come about in the fu- ture, yet hardly comprehending how the small craft was to grow and in- crease in strength until it became a necessary part of every business man’s life. Not alone men and wemen in the mercantile trade read the Tradesman, Lut those wholly outside of these lines have come io know and seek the trade journal for its sterling soundness in the everyday affairs of life. E. A. Stowe has made his mark on the world of business. Even though the Tradesman is non-partisan in the fullest meaning of the term, yet where great interes‘s are at stake and where msaits in political life have caused much discomfort and expense to the public, Stowe does not fear to show his hand in telling sentences from his pen, which cut to the quick and riddle the pretentions of scalawag political shysters, of whcm we have too many in our goodly State of Michigan. Now and then a clergyman may find it profitable to take up the magazine and find subjects for a pulpit sermon. The good that Mr. Stowe has done through the columns of the Tradesman is inestimable, and as the years count upward that good still grows as a leaven for much that is unpardonable ‘1 our everyday life. A farmer who could not read the Tradesman with profit must be a dense one indeed. Clergymen, merchants farmers and those laborers who are worthy of their hire can enoy an hour of converse with our good old Michi- gan Tradesman and rise from the per- usal very much enlightened as well as entertained. Had E. A. Stowe sought political honors he might have mounted high ir the National life where politics reign supreme, but not for him are the petty squabbles and heart-burnings ef such an existence. He reigns su- preme in his cwn chosen sphere, not even a Mussolini is able to compete with him in the hearts of the people. The Tradesman has grown all these forty odd years with the advancement and growth of the whole country. To-day it is an indispensable art’cle of weekly use in the hearts and homes of a large clientele of the best mer- chants of the country. Stowe’s exposure of fraudulent firms and individual rascals has been The - TRADESMAN Forty-third Anniversary |COFFEE Baek Lime 7h DWINELL-WRIGHT COMPANY Boston, Mass.; Chicago, II!.; Portsmouth, Va. No. 1022 Bd This McCray Counter Re- fri ge rator affords splendid display, enables prompt and convenient service tocustomers. Its fine appearance attracts and holds trade, gives customers confidence in your sanitary standards. Styles and sizes of refrigerators, coolers and display cases to meet every need. McCRAY REFRIGERATOR SALES CORPORATION 639 Lake St. Kendallville, Ind. Salesrooms in all Principal Cities Detroit Salesroom—36 E, Elizabeth St. Grand Rapids Salesroom—20 W. Fulton St. Kalamazoo Salesroom, 324 W. Mair St O o) REFRIGERATORS Sor ail purposes ree ~ rea ra + ES Sa Pps ee Forty-third Anniversar y of great benefit to his readers. Thous- ands of dollars have been saved to the pockets of unsuspecting merchants by consulting the Realm of Rascality columns of the publication, and for this one item alone he is entitled to the abounding gratitude of a large clientele. Forty-three years of strenuous busi- ness life as the head of a great pub- lication is something to be proud of. There has just died out in Iowa a man who made his mark in the newspaper business. The influence of Lafe Young in the West was considerable in early political days, yet his influ- ence in shaping the public mind along party lines was not so great as thas been the power of E. A. Stowe in the world of business. Business ethics are worthy of the profoundest study. To this Mr. Stowe has given much of his time and talents since he launched the Tradesman ox the sea of public life. He has made a successful and friendly captain while piloting his craft through the troub'ed waters of business life, and now that he is nearing the half century of his publication we may expect even better results than ever before. - Many are the derelicts of fate alone the foamy waters of that life which Stowe has so successfully nav gated. We feel like giving him the right hand of fellowship and wishing him anothe- twenty years of good work for the struggling good fellows of our busi- ness community. J. M. Merrill, Old Timer. —~--.___ Greetings From Secretary Gezon. It is indeed a pleasure for me to send in a message of felici‘ation to you and your staff on this your 43d anniversary. I read your paper with a great deal of joy each week, in fact, I have read Paul Gezon. it more or less steadily since I was a boy. When I was very young I got a lot of inspiration from chance reading of the Tradesman and what little success I have had in business and in Association work I give mest of the credit to you, Mr. Stowe, and tc the kindly Christian men with whom I have been associated. Some of our members appear to be somewhat frightened by chain store encroachments. While they are dis- MICHIGAN agreeable to have about at times, yet they can make of you a better mer- chant if you are made of the right kind of stuff. I thave learned much from them and I do not hesitate to put it into practice. Just now in Grand Rapids twenty- five of us have joined together in a collective advertising group under the neme of Quality Service Grocers and we are very enthus‘astic over the re- sults. More about this at the Flint convention in April. I hope that the Tradesman will con- tinue to throw out the gauntlet to the unfair trader and to the crook for many years to come. Paul Gezon, Sec’y Retail Grocers & General Mer- chants Ass’n. 2-2. The Measure of Jesus. His life is the perpetual rebuke of all time since. It condemns ancient civilization. W'se men we have had, end good men; but this Galilean youth strode before the world whole thous- ands of years, so much of divinity was in him. His words solve the questions of this present age. In him the God- like and the human met and embraced, and a divine I‘fe was born. Measure him by the worll’s grea‘est sons— how poor they are! Try him by the best of men—how little and low they appear! Exalt him as we may, we shall yet perhaps come short of the mark. But still was he not our broth- er; the son of man, as we are; the son ot God, like ourselves? His excellence —was it not human excellence? His wisdom, love, piety—sweet and celes- tial as they were—are they not what we also may attain? In him, as in a mirror, we may sée the ‘mage of God, and go on from glory to glory, until we are changed into the same image, led by the spirit that enlightens the humble. Viewed in this way, how beautiful is the life of Jesus! Heaven kas come down to earth, or, rather, earth has become heaven. The Son of God, come of age, has taken posses- sion of his birthright. The brightest revelation is this of what is possible for all men, if not now, at least here- after. Theodore Parker. —_>->____ Man’s faith is not built upon rea- son, but upon conviction, and that conviction may rise from a series of assumptions and accepted as in the case of natural laws. In brief, we cannot prove that there is a God, but cur conviction of His existence may be arrived at by progressive assump- tions. By no effort of our imagina- tion could we picture Him more pre- cisely than as a Spirit, omnipotent and omnipresent. We perceive His ex- pression in the beauty and wonder of the material world. A sunset may be, in technical language, a mere collec- tion of colored lines and spots, but it may bear for us a spiritual significance inexpress‘ble in words. We are con- vinced that however it may be ac- counted for by natural means, it is a spiritual sign and symbol. It betokens a vast eternal controlling Power, who cannot be expressed or imagined in finite language. More and more as the years have passed, we become con- vinced that the love of God is every- thing, and that if a man possesses this, all other things are secondary. TRADESMAN 127 Speed Up Sales by featuring properly advertised lines The manufacturers are creating the demand and saving your time through their advertising. You realize a maximum profit with a minimum of effort in selling KG Baking Powder Same Price for over 35 years 25 ounces for 25c Your customers know it is a qual- ity product— that the price is right. Why ask them to pay War Profits? It’s up to you to show them that you have it. Millions of Pounds Used by the Government “MY FATHER” (Continued from page 121) opportunities of tremendous import- ance in shaping his life that were not enjoyed by the boys in the city, and my own experiences, perhaps, led to the belief that I have as a factor in my catechism that it is a great thing for a boy to be brought up on a farm. My father, soon after coming to Michigan was elected supervisor of his township, and he held this office for many, many years. In the assessment of property very often the work came during the spring vacation in school and father took me with him and I became acquainted with everybody in the township and the location of farms and schoolhouses and knew something of the appraised values of farms and buildings and livestock and things of that kind. I felt that I was of great use to my father because he so often asked me questions, saying, “How much do you think it would cost to build that house, Charlie?” or “What do you think that pair of horses is worth?” But the most _ interesting things connected with my travels with father in this duty of appraising prop- erty were connected with the woods. He had a very high appreciation of woodland and he loved to travel in the woods. In visiting the farms in the township, he would often go across through pieces of woodland and he would call my attention to the trees and the quality of the land as indicat- ed by the forest growth and many things of that kind which were very important in my education. And then after a while, he gave me the job of copying assessment rolls and I went with him to town meetings and listened to the discussions of township affairs. He was always interested in the schools and was a district officer dur- ing all my early years, and matters of education were discussed in the house- hold and I was a party to many of these discussions, and the beauty of it all was that father seemed as anxious for me to express my views with re- gard to things as if I were a person of some importance. I think that this attitude of my father gave me con- fidence as well as information, and made him so close a companion in all the matters of our country life that the value of school tuition seems far less vital in gathering my equipment for life than the instruction which came from this intimate relationship with my father. He was not manda- tory in what I should do, so that when decisions were to be made that were connected with my life, I was made a party to the discussions; and when I went to high school, the matter of my studies and what I should do in life to which these studies were aimed, were matters of conference that were etched upon my memory. Punctuality was impressed upon me as a vital thing connected with every- thing I had to do in ife, and I felt that it was a crime to be late at school or a delinquent at any gathering at a stated time. Then, there came a time whea the question had to be decided whether I should finish my high school course or teach a country school. I had already secured my certificate and warrant for teaching school in the MICHIGAN TRADESMAN country just as a matter of education, not expecting particularly to become a teacher; but my acquaintance in the township was such that the pressure was very great upon me to take a country school, and, although I was only a lad of seventeen, it was a most important decision in my life. And of the sacrifices made in our household, while I was engaged in teaching country school, are among the things that I remember with feel- ings of gratitude. But the question as to whether I should take a college course or enter directly upon the busi- ness of farming was another matter of serious discussion in which my father’s counsel dominated, although I was led to think at the time that I made the decision. some It was during the period of the civil war that I received deep and lasting impressions concerning my father’s character. He felt it incumbent upon him to enlist and take his part in the support of the Union; but, upon ex- amination, he wis very promptly re- Charles W. Garfield. jected and was told that under the rigors of army life he probably would never arrive at the field of action. His response was, “Then I will spend my energy and my time and my money in aiding the families of those who do enlist and leave their loved ones in trying to do their part for the salva- tion of the Nation.” It was this work that he undertook, and to which a good deal of the time I was a party, which revealed the character of the man to me in another capacity of great value to my own career. It was a very delicate commission that my father took upon himself n looking after these wives and their children, and still, he did it in a prompt and very thoughtful way. He was a busy man and most of these visits had to be made evenings, and he always took either my mother or me on_ these visitations, and I had an opportunity to see the wealth of his emotions as affecting the benevolence he had un- dertaken. This, he felt was the great- est responsibility he could possibly have as long as the war lasted, and he not only got under its burden, but carried it on long after the war was concluded with the families of those whose natural provider never return- ed. This sacrificial work and its re- sults made a deep impression upon me in forming my own plans of under- taking responsibilities in life. There was a time, when father was elected to the Michigan Legislature, in which I was brought into his con- fidence in a very unusual way. I had finished my college course and was then engaged in an official capacity with my Alma Mater and living at the college. Father, in serving his State in the Legslature, was in Lan- sing, and the same old close relation- ship existed and I was brought into conference with him upon most of the maiters with which he had to deal in his official capacity. He was in poor health and it was a struggle for hi2 to perforra ‘he duties which he felt were incumvert upon him, and when an aggravating political contest came up in the Legislature in connection with the election of a United States Senator, because of the independent position that my father took, he was assailed by crafty politicians and men of party influence in such a way that I know it had a great bearing upon his health; and I can see now that the tremendous pressure which was placed upon him to secure his vote and hits desire to live up to his convicticns shortened his life. During those the relationship of father to son was, I think, perhaps as valuable to the father as to the son, and I am proud to-day that I was the son of my father and that I had the experiences which it seems to me are quite rare in this re- lationship, the result of which has made a continuous impress upon my life in determining the style of ser- vice that I should give. I think that my own independence of action upon matters of importance is largely a legacy from my father, and, as I re- call the events in my life from my earliest boyhood until his death, it seems to me that there was no factor so great in influencing my life and its purposes as the intimate relationship of father and son. We hear a great deal about Mary, the mother of Jesus, and she is a dom- inant factor in a great church body, and I have great respect and rever- ence for the worship of the mother of Jesus. The influence of that mother- hood, the ideality of it, cannot be overestimated. And still I sometimes wonder why we are so forgetful of Joseph, the father, and his influence upon the career of the great Son. I sometimes think of what must have been the life of Jesus Christ in its con- nection with His father, Joseph. He shared all the sacrifices of the early dangers that came into the life of our Saviour. He found the manger when there was no other place on account of the crowds, in which to domicile the mother of his boy. It was he who worked out the plan of saving his boy by going into a far country. It was his influence that during the thirty years developed the wonderfully bal- anced man who became the Saviour of mankind. During those years in thg carpenter shop and the relationship to the larger affairs of a capable artisan Jesus Christ was developing in a grand way the capacity to accomplish won- derful things, and I love to think that ? Forty-third Anniversary it was his father joseph who, because of the beautiful relationship of father and son, helped in a masterful way all of the factors leading to the most re- markable career in history. Jesus recognized this relationship when he added a new thought to the ideal of Deity. Bruce Barton expressed the thought beautifully: “Moses exploited to the children of Israel the idea of one supreme being, Amos followed by inculcating among men the idea of justice as a dominating factor in Deity, and Hosea mellowed the justice with the tremendous thought of God’s goodness; but it remained for Jesus to proclaim to the world the ideal re- lationship of Deity to mankind—as that of the father to his children.” And so, in running over some of the in- cidents of my life and my indebtedness to my father, I have a keener appre- cation of the tremendous importance of the revelation of our Saviour when he brought to mankind the ideal of the fatherhood of God. If I have the cpportunity to mee‘ Joseph, the father of Jesus, sometime, I am going to ask him, while he ap- preciates thoroughly all the wonderful things that have been said about hi: wife, the mother of Jesus, in connec- tion with the relationship of that grea: personality to mankind, if sometimes he hasn’t felt that the splendid work which he did in the formative years of that great personality had not been somewhat neglected; and perhaps if the relationship hetween father and son had been dwelt upon with some emphasis, it might have made a bet- ter balance in the development of proper ideals of the family relation as illustrated in this marvelous family. Charles W. Garfield. —_2->____ Photographs and Character. Before a careful photographer takes a picture, he first makes sure that thereZ’ is no disturbing note in the scene. He arranges everything just so, sees that there is no litter in the ‘foreground, no untidy elements in the background, nothing whatever to spoil the final re- sult. It may take him a little while to get “set;” but he knows that his picture is to be made for all time and that the inconsequential thing, if neglected, will “ mar the picture’s beauty forever. So with character. If we’re #fot care- ful of the thoughts we have to-day, thy will show on our faces to-morrow. If we don’t put ugliness and meanness in the discard, then ugliness and mea~- ness will crowd our lives until Mr. John Undertaker undertakes to under- take us. The smiling soul radiates beauty forever. The happy thought we have to-day leaps into the great Infinite to herald our coming when life’s job is done. And in like meas- ure some ugly, uncorrectd spot in our lives will fasten itself upon us and handicap us until the crack of doom. Let’s watch for the seemingly little bad spots and remove them from the scene so that the picture of our char- acter will smile back at us and radiate beauty and gladness for all time to come. ——_22.____ No man ever went broke by spending less than he earned. a 3m Ce ae eevee TANGLEFOOT means complete fly riddance. TANGLE- FOOT FLY SPRAY kills them wholesale and TANGLE- FOOT FLY PAPER and FLY RIBBON account for those that work their way indoors during the daytime. Jsed in your store, TANGLEFOOT destroyers eliminate | . | l yee | i — _, ra yy yA flies and impress customers and passers-by with your efforts 5 - eS car ee Feats x ar = ‘ ; to keep your stock and place of business clean. Best results are obtained by using TANGLEFOOT SPRAY AT GROCERY FLY SPRAY-FLY PAP night and morning. During business hours, and when the t¢ DRUG STORES store is closed, as on Sundays and holidays, use TANGLE- FOOT FLY PAPER in your windows and elsewhere. TANGLEFOOT QUALITY costs no more. It has been : standard the world over for more than 40 years and is well : worth demanding. a ae. J THE TANGLEFOOT COMPANY GRAND RAPIDS, MICHIGAN Backed by a a name and Ye 2 reputation known around Ds, = the world J AOSQUITOES, BEDBUGS & FLEAS TA ANGLEFOQOT-KILLS FLIES, M MOTHS ‘FLY SPRM RE you aware of the unusually large assortment and the very large stock eo we carry of the lines suitable for your business? May we ask you to tour through our convenient display rooms—compare our prices and note the irresistible bargains that will reap you a neat profit. It does not matter how large or how small your transactions with us may be, you will always receive benefits that are the results of long experience and pains- taking care. 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