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RAPIDS, WEDNESDAY, FEBRUARY 16, 1927

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Number 2265

 

 

I see in Washington
a great soldier who
fought a trying war
to a successful end,
impossible without
him; a great states-
man who did more
than all other men to
lay the foundation of
a republic, which has
endured in prosper-
ity for more than a

I find in

marvellous

century.
him a
judgment which was
never at fault, a pen-
etrating vision which
beheld the future of
America when it was
dim to other eyes,
a great intellectual
force, a will of iron,
an unyielding grasp
of facts, and an un-
equalled strength of
patriotic purpose. |
see in him, too, a pure
and_ high - minded
gentleman, of daunt-
less courage and
stainless honor, sim-
ple and _ sstately of
kind and

generous of heart.

manner,

Such he was in truth.
—Henry Cabot Lodge.

 

 

 

 

1732-1799

 

 

 

 

 

 

 

 

 

 

 

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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.

DEVOTED TO THE BEST INTERESTS
OF BUSINESS MEN.
Subscription Price.

Three dollars per year, if paid strictly
in advance. :

Four dollars per year, if not paid in
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.

Entered Sept. 23, 1883, at the Postoffice
of Grand Rapids as second class matter
under Act of March 3, 1879.

 

 

CAN OUR PROSPERITY LAST?

This question is asked by a writer
in the London Spectator, Hamilton
Fyfe, who has made a recent visit here
—a visit which unlike most such ad-
ventures, took the visitor as far West
as Iowa.

Mr. Fyfe found Cabinet members
and captains of industry apprehensive
over the possibility that “a period of
large profits, high wages and lavish
spending may be near its end.” He,
however, could discover few signs of
change. One of these signs was at
Detroit. As he watched car after car
slip off the moving platform under its
own power he asked, “How many a
day?” He was told 400. Knowing
that the daily output had been 700, he
decided that he had found the ex-
planation of Mr. ford’s “sudden con-
version to the five-day week.”

Another sign of change was that,
outside of - New York, most places
seemed to have caught up with the
demand for building. Mr. Fyfe con-
cludes that if in the two standard in-
dustries of automobiles and building
there is going to be anything approach-
ing a slump, all other trades will be
affected. But he limits his expression
of opinion regarding an end of our
present prosperity wave to an “if.”

The high wages in this country, ac-
cording to Mr. Fyfe, are paid without
very much grumbling because the
connection between spending power
and prosperity has been firmly fixed
in the American mind. Mr. ford, no-
ticing that his five-dollar-a-day men
bought his cars, “announced that he
was paying high wages in order to in-
crease the spending power of the Na-
tion and to stimulate production by
enlarging the demand for products.
This doctrine caught on at once. It
was new, also it was true. It has been
incorporated into America’s industrial
creed.”

The second factor which Mr. Fyfe

> Ne

GRAND RAPIDS, WEDNESDAY, FEBRUARY 16, 1927

sees in our. present prosperity, the in-
stallment system, has been the sub-
ject of adverse comment in this coun-
try, but our visitor does not criticize
it. Defaulters he finds to have been
few. Purchases are still being made
steadily. “The snag is,” a banker
said to ‘him, “they are being made on
the assumption that wages and all
other forms of earning will remain
what they are to-day.” Naturally,
this is a danger point, as is the ten-
dency sometimes observable to over-
buy.

The doubts and questionings regard-
ing our extraordinary prosperity are
excellent signs. They show a much
healthier state of mind than the over-
confidence of which we have more than
once been guilty. With our increasing
knowledge of the “business cycle,” we
ought to be able to reduce the abrupt-
ness and the extent of the variations
between “good times” and “bad times”
and thus make prosperity

fairly
stable.

ee
TWO OF A KIND.

At the thirty-third annual meeting
of the Michigan Retail Hardware As-
sociation, held in Grand Rapids last
week, Arthur J. Scott was elected
Secretary for the twenty-sixth time.
No such tribute was Probably ever
before paid any Michigan merchant.
With a membership list of 1732 live
dealers the organization is the largest
mercantile association in Michigan and
the largest retail hardware organiza-
tion in the world. This result is large-
ly due to the faithful service and un-
flagging energy Mr. Scott has given
the association for the quarter of a
century he has been identified with
it in an official capacity.

The election of Hon. C. L. Glasgow
as President for the ensuing year is a
worthy honor, worthily bestowed. No
man has done more for the cause of
retail mercantile organization than Mr.
Glasgow. A ready speaker, a sane
thinker and a close student of retail
conditions, Mr. Glasgow is the peer of
any hardware merchant in America in
steadfastness and progressiveness.

crease et

 

Dry Ice Marks Step in Refrigeration.

Some weeks ago we had some in-
formation about “dry ice’ or solid
carbonic acid gas which is being used
quite freely in the large cities for pack-
ing ice cream and similar goods. It
looks somewhat like chunks of lime.
It- has a temperature of 100 degrees
Or more below zero. It does not
“melt” and make a puddle, but slowly
evaporates. Our readers ask many
questions about it. Can it be shipped
for any distance? The manufacturers
tell us they have been shipping the dry
ice from New York to Pittsburg and
Washington for a year. They sent a
shipment of 200 pounds to Jackson-

ANS

  

ville, Fla. This was packed in in-
sulated boxes, which made the cost
heavy. The “ice” melted or evapor-
ated at the rate of less than 10 per
cent. in 24 hours. We should say that
about 200 miles would represent the
profitable limit of small shipments.
One of our people asks if he could
use the dry ice for shipping 5 pounds
of butter at a time to Florida. He
could, but it would hardly be profitable
to make such small shipments. Others
ask if it could be used on a large scale
to cool a storage house. It could with
a special arrangement for building, but
could hardly compete yet with ordin-
ary ice in cost. It is true that this
dry ice has a place in the handling of
food. Just what that place is can only
be settled after long experiment and
use. The use of artificial or manufac-
tured ice is gaining rapidly in the cities
and in many cases is driving out the
old natural ice for cold storage. Per-
haps this dry ice will, in time, mark
another step ahead in refrgieration.
It is sometimes said that improved
transportation has had most to do in
increasing competition for Eastern
farmers. We think cold storage has
had more to do with it—Rural New
Yorker.

Saginaw—About 400 grocers and
meat dealers and their families were
guests of the Schust Co. Monday
evening at its North Saginaw plant,
which they inspected in full operation.
Because of the size of the crowd and
the interesting features of entertain-
ment, Walter H. Loeffler, President
of the Grocers’ and Meat Dealers’ As-
sociation, dispensed with the Associa-
tion’s business meeting and announced
it will be held next Monday at the
Board of Commerce. In groups of
ten and fifteen the visitors were con-
ducted through the establishment from
top to bottom and department heads
explained the various stages of manu-;
facture. Eugene F. Schust presided as
the company representative. After
the tour of the building a buffet sup-
per was enjoyed and the individual
guests were presented with souvenir
boxes of candy.

—_+-—____

Hillsdale—Thirty-five Hillsdale re-
tail grocers and druggists held a get-
together meeting last Wednesday
evening at the Hillsdale Grocery Co.
plant. Supper was served at 6:30,
after which a short talk by Rev. J. W.
Will, of Sturgis, was enjoyed. Rev.
Will spoke of the advantages of get-
ting together and practicing co-opera-
tion. He brought out the fact that
in this way more could be done for
the community and a real service
could be done. Last evening’s meet-
ing was sponsored by the Hillsdale
Cigar Co. and the Hillsdale Grocery
Co,

  

Number 2265

Big Price for Steak

The Hotel Shelborne at Atlantic City
bought the prize beef steer of the Chi-
cago Live Stock Exposition and paid
$3.60 per pound for the steer, on the
hoof; that is, alive. As it will shrink
or loss 40 per cent in the dressing,
that must be added to the net price for
the meat and the bones on the hoof,
dressed. This expensive steer was
finished and sold by the Oklahoma A,
and G. College to Wilson & Co. The
live beef cost over $3.60 per pound
and the dressed beef cost over $6 per
pound by the carcass. A choice por-
terhouse steak would cost about $20
per pound.

——__e+-2___

Pontiac—More than 4,000 men are
now employed by the Wilson Foundry
and Machine Co. to meet the increased
production demands caused by large
dealer orders from the Pacific Coast.
Daily production at the present time
totals about 1,000 engines. This num-
ber will be increased during the next
few weeks.

——_>~-_

Detroit—The A. S. Wicks Co., Inc.,
140 East Larned street, has been in-
corporated to act as distributor for
manufacturers of drugs, chemicals and
sundries, with an authorized capital
stock of $50,000 preferred and 5.000
shares at $10 per share, of which
amount $30,000 has been subscribed
and paid in in cash.

© © __

Grand Rapids — The Sureset Jelly
Powder Co., 258 Division avenue,
South, has merged its business into a
stock company under the same style
with an authorized capital stock of
25,000 shares at $2 per share, of which
amount 2,000 shares has been sub-
scribed and $4,000 paid in in property.

Detroit—The Universal Manufactur-
ing Co., Mt. Elliott and Larned streets,
has been incorporated to manufacture
Steel floor grating, radiators, etc., with
an authorized capital stock of 4,500
shares at $10 per share, $45,000 being
subscribed and paid in, $1,603.80 in
cash and $43,396.20 in property.

—~++>__

Lansing—Driggs Aircraft Corpora-
tion, S01 American State Bank build-
ing, has been incorporated to manu-
facture aircraft and deal in accessories,
with an authorized capital stock of
10,000 shares at $10 per share, of which
amount $2,500 has been subscribed and
paid in in cash.

Zeeland—Milan Huyser, who re-
cently sold his meat market in Zee-
land to Datema & Huizenga of Grand-
ville, has decided to go into the fire
insurance business.

—_+--+__

H. Jaffee, 739 University, E., Ann
Arbor, renews his subscription to the
Tradesman and _ says.
welcome here.”

“Tt is always

    

 

    
       
     
  

  
 
 

 

 

2

IN THE REALM OF RASCALITY.

 

Questionable Schemes Which Are
Under Suspicion.

The Globe Products, Inc., 410 South
Wells St., Chicago, is sending out
large quantities of belts and buckles
to Michigan merchants without leave
or license. The goods thus sent are
usually billed at $12.75. Probably nine
out of ten merchants resent such action
on the part of the Chicago sharks and
either throw the unasked consign-
ments in a drawer and remain silent
or write the shippers they can have
the goods returned to them by the re-
cipient on the payment of $1, which is
the course recommended by the archi-
tect of this department. In either case
the Chicago fakers send their victim
the following form letter:

Chicago, Jan. 10—We are sorry to
see that you have not taken any action
regarding your account with us
amounting to $12.75.

You understand we reserve the right
to offer for sale accounts, notes and
judgments in newspapers in your com-
munity and elsewhere, or by posting
and distributing notices of sale.

Your account is now in such cond:-
tion that it imposes more of a hurden
on us than we are in a position to
carry and, in order to realize on it, we
will be obliged to place it with the
Credit Assurance Company _of the
United States, who is our authorized
agent to represent us through their
advertising department.

It is our desire that you should be
acquainted with our method regarding
the final disposition of your account.

Globe Products, Inc.

If this does not evoke the expected
response, the following threatening
letter is sent out:

Chicago, Jan. 13—Enclosed find
statement of your account which is
considerably past due. This account
will be turned over to R. G. Dun &
Co. for collection on Jan. 20.

Kindly judge yourself accordingly.

Globe Products, Inc.
failing, the following letter
forward from the Chicago
swindlers:

Chicago, Feb. 7—We are in receipt
of your form letter regarding our par-
cel shipped you without order, and
wish to state that this parcel was
shipped to you two or three days after
you received a letter from us stating
that it was on the way. As to ex-
tortion and blackmail we consider
that the reference of it in your letter
reflects back on you.

We do not ask you for our package
or for the amount of $12.75, but we
demand it by return mail. Should you
fail to comply with this request, we
shall bring to test some of the laws
of this country, which in all prob-
ability will cause you a great deal of
inconvenience. Within five days of
date of this letter, we shall commence
operation which in all probability will
cost you plenty of time and money.

Globe Products, Inc.

Of course barking dogs never bite.
R. G. Dun & Co. will not undertake
the collection of accounts incurred as
these accounts are incurred and threats
to turn such accounts over to the me--
cantile agency are punishable under a
charge of threatened blackmail When
this department is appealed to it usuel-
ly squelches any further activity on
the part of the crooks by the follow-
ing letter:

Grand Rapids, Feb. 10—You are
sending out goods unordered and un-
wanted and then undertaking to collect
for same by methods akin to black-
mail.

This

goes

 

MICHIGAN TRADESMAN

You wrote one of our readers Jan.
13 that if he did not pay you by Jan.
20 you would refer the matter to R. G.
Dun & Co. for collection.

If you persist in this practice or
carry your threat into execution, I
shall advise my readers through the
medium of the Realm of Rascality de-
partment of the Michigan Tradesman
to never have any dealings with you,
because of the unethical and unbusi-
ness like methods you pursue.

If you refer any dishonest accounts
to R. G. Dun & Co., I will advise my
readers to sue you for damages.

E. A. Stowe.

Chicago, Feb. 11—We are in receipt
of your letter of Feb. 10 and wish to
inform you of our procedure of send-
ing out merchandise not ordered.

Approximately three times a year,
we have a special number at a very
attractive price that we use for the
opening of new accounts. We choose
names of concerns you are only first
credit and write them a letter telling
them of the belts we are sending them
and asking for their inspection of the
same. We also guarantee return post-
age. Three days after this letter is
mailed, the package is shipped by par-
cel post. If a merchant does not want
to look at these belts, he merely has
to refuse them at the post office, and
there is no obligation on his part to
receive these goods. By this method
we have secured many hundreds of
accounts which have not been touched
by our salesman. Upon request, we
will send you some of the names of
accounts we have secured.

Of course, there are many people
who object to receiving samples even
though they could very easily refuse
them. If a merchant claims to have
never received the parcel, we have no
recourse, but if he bas received it and
admits it, we are either entitled to be
compensated or receive the goods
back. We feel that our business is be-
ing run on an ethical basis and that
we are not trying to collect by meth-
ods akin to blackmail.

We would appreciate a return letter
from you in regards to your decision
in this matter. Thanking you for your
co-operation, and assuring you of our
desire to work with you in this matter,
we are Globe Products, Inc.

Grand Rapids, Feb. 12—I am in re-
ceipt of your self-explanatory letter
and beg leave to state that I do not
recognize the right of any jobber to
send out goods that are not ordered.
This is the opinion held by the best
merchandisers in America. Even
though you pursue this practice you
have no right to threaten a merchant
that you will black list him and refer
the account to Dun & Co.; also
threaten to destroy his credit and im-
peril his liberty. Such conduct might
be permissible in an African savage
or an American Indian, but not when
pursued by a civilized American who
masquerades as a high grade business
man.

Since you have invited this publicity
I will publish your letter in our Realm
of Rascality department next week, to-
gether with a copy of this reply, and
permit the merchants of Michigan to
then decide for themselves whether
they will tolerate such methods on
your part in the future.

E. A. Stowe.

The Stanley Marshall Co., of Chi-
cago, Ill., has been denied the use of
the mails, following alleged misrepre-
sentation in the sale of ladies’ dresses.
The company promised refunds to dis-
satisfied customers but the investiga-
tion shows J. Kruger, its operator, did
not make refunds in numerous cases.

Complaints from Ohio and Pennsy]-
vania disclose the activities there of
purported representatives of the firm
of Reimers & Fielding, Carthage, N.

Y. In one instances a representative
was reported to have obtained an or-
der for sani-paper specialties amount-
ing to $15 for which a check for $6
was given as a down payment. The
check was cashed, but the goods have
never been received by the customers.
In other cases, complaints state that
‘goods have not been delivered although
checks were cashed. Letters address-
ed to the firm have been returned to
the senders. Information from Carth-
age, is to the effect that this firm is
unknown there.

Rapid changes in company names
and mailing addresses have marked
the operations of D. W. Nichols, H.
D. Gaines, and James G. Grimes.
Their latest offering of three hundred
oranges for $3 over the name of “Acme
Farms” led to the arrest of Gaines and
Nichols on Dec. 9, 1926.

In the past two years, these men ad-
vertised grass seed, honey and baby
chicks under some twenty-two firm
names and upwards of sixty mailing
addresses in all parts of the country.
Cash, according to the advertisements,
was to be sent with each order. Prices
quoted for the various goods were
considerably below the market. Mail
sent to the advertised addresses was
forwarded to Atlanta, Georgia, where
the trio maintained headquarters. In-
vestigation by the Postoffice Depart-
ment brought about their arrest on a
Federal charge of using the mails to
defraud on October 9, 1926. They
furnished bond pending appearance be-
fore the Federal Grand Jury. Fulghum
Hatchery, American Hatchery, Gaines
Seed Company and Busy Bee Apiary
were among other names used.

Gaines and Nichols continued to
exploit “Acme Farms” and “Acme
Orange Farms” with advertised ad-
dresses in Florida, California and
Texas until their arrest, in December
by Georgia state officers.

—_2-.___
The Sunday Closing Bill.

Wyoming Park, Feb. 15—We are
putting in some hard work on the
Sunday closing bill. :

We have had the law drafted and the
Legislative Committee met in Lansing
last Thursday and made a few chang-
es which I believe will be agreeable
to all. We then submitted it to the
head of the Department of Agricul-
ture of Michigan and he is going to
go Over it very carefully.

The Legislative Committee meets in
Lansing again Thursday of this week
and, after approval of the work done.
we will get the bill introduced before
the Legislature.

Then it will be published in the

Tradesman.
: We are not making this a religious
issue at all, but are working on the
idea that a seven day week is unfair
competition.

We have made ample provision for
those who keep the Sabbath on Sat-
urday.

I am getting quite a few responses
to last week's request for suggestions
for topics which the writer would like
to hear discussed at the Flint conven-
tion April 26, 27 and 28.

_Just mention anything you would
like us to talk about and mail it to
the undersigned. Non-members who
plan to attend may get in on this.
Paul Gezon,

Sec’y Retail Gro. & Gen. Merchants

Ass’n.

February 16, 1927

Death of C. C. Moore, the Kingsley
Merchant.

Kingsley, Feb. 11—Or Jan. 10
Kingsley and vicinity was preatly
shocked over the sudden death of
Claude C. Moore, the leading clothing
and dry goods merchant of this re.
gion. Mr. Moore had been in appar-
ently perfect health until the moment
of his death. He had greeted every
passer by, that morning with his usual-
ly jovial, “Hello,” and seemed in the
best of spirits, when he suddenly col-
lapsed and sank to the floor, life hay-
ing departed. Death was due to
apoplexy, a malady very rare in one
so young, he being only 41 years of
age. Mr. Moore was really a live wire
ofthe town. He was President of the
village at the time of his death and
had always been foremost in every
civic uplift, entertainment or improe-
ment. In business circles he had al-
ways been admired for his integrity.
Straightforwardness was characteristic
of him in every enterprise. It is necd-
less to say he will be greatly missed in
both business and social circles.

Mr. Moore and family moved to
Kingsley sixteen years ago, coming
from Manton, where for four years he
had been with La Bonte & Ransom.
He first engaged in the grocery busi-
ness, making a decided success, but
later bought out the clothing and dry
goods business of Louis Morris, which
he enlarged. Later he conducted a
second store in the village of Cope-
mish. He was active in the I. O. O.
F. and Masonic fraternities.

Mrs. Moore and son, Dotis, will con-
tinue to conduct the business.

L Wilson.
—_»+~-.__
Two Meat Markets Change Owner-

ship.

Howell, Feb. 15—H. H. Sparhawk,
of Detroit, who recently bought N. J.
Yelland’s Palace meat market, has be-
come a citizen of Howell with his
family. He has greatly improved the
appearance of the market and brought
it up to the minute in its arrangements.
Mr. Yelland bought the market when
a young man and grew old in its man-
agement. He has now retired from
active life.

J. G. Mott, of Laingsburg, recently
purchased the Foland meat market
here. Mr. Mott sold a market in
Laingsburg and comes here with a
successful record in the business.

The Kroger Grocery and Fruit Co.
has leased the store recently occupied
by the postoffice and is fitting it up to
put in one of its chain grocerys.

—_2-.___
Hens Forget How To Hatch Their
Eggs.

Washington, Feb. 14—Hens in Pal-
estine and Egypt have forgotten how
to sit on eggs, so accustomed have
they become to having incubators to
do their hatching for them, according
to Miss Phyllis Young a teacher in an
agricultural school in the Leant. Far
from being an innovation, incubators
have been used in biblical lands for
3,000 years, Miss Young said, and
from “long habitude of letting the in-
cubator do it,” hatching instincts have
been atrophied. Incubation of eggs is
an industry in the region, according
to Miss Young. Proprietors of incu-
bator furnaces buy eggs for lc each
and sell back chickens for 2%c each.
Because of losses during incubation,
the profit, she said, is not exorbitant.

——>-____
Champion Orange Eater Consumes 65
For Record.

Cincinnati, Feb. 14—Harry Murray,
20 years old, is a young Irishman who
loves the orange. He won the Nation-
al title last night by eating 65 oranges.
Patrick O’Brien, his nearest com-
petitor, could eat only 63. Both broke
the record established by Howard
Stribling. of Columbus, who ate 62
oranges in a recent sweepstakes here.
Originally from Florida, Murray said
he could have eaten more, as he had
had considerable experience.

 

ssf hncannahasienntiisi "Goh ~ agama =] oo er

TRAN MONG 3a OR ZS

. — ne

 

 

= eset asaasiatorseninat =" "<p sar > enaienaN = nse sree

Fo OE

RAN EI 2 anerie™ Ptaeaide S

 

February 16, 1927

MICHIGAN TRADESMAN

3

 

WHAT THE DUB THINKS

  

 

Reformers.

A reformer, as 4
matter of fact, is a
person who wants
you to stop doing
everything which he
or she does not want
to do. I didn’t get this definition from
the dictionary—it’s one I just hap-
pened to remember. It brings to mind
the story of the little boy whose father
said to him, “Now, my son, I don’t
want you to do this thing, because I
have done it and seen the folly of it.”
“Well, dad,” was the reply, “I would
like to see the folly of it, too.”

This uplift agitation seems to have
back, 5000 B. K.—
As soon as some of
Geezers got out of the

originated away
Before King Tut.
those old
sticks
themselves—say things, while wander-

they commenced to talk to
ing around carving pot hooks and poor
pictures on the rocks and trees. Later
on they were called soothsayers by
the dubs of that day. They were what
we call ‘Wise Crackers.” Most of
them were old boys with long hair and
whiskers—too old for the chase or the
kill—‘“‘has beens,” we would say. When
you come to thresh it all out, these
rectifiers were just handing out advice.
They were the forerunners of the pres-
ent day reformers.
the most of this army to-day have
reached the golf ball age. They never
seem to develop the urge until they
have experienced about all the thrills
which made Aspirin popular, and hav-
ing seen the folly of it, they don't
propose to allow the rest of us to get
any first hand information.

Strange to relate, tradition has al-
ways linked short haired women and
iong haired men as shock troops in
the reform wave, until suddenly short
hair became popular; then that became
a target for their guns, creating as
much animosity as was experienced
in the old days of the Harlem witches.

Reforming something or somebody
seems to be the white man’s burden,
especially in America. We carry it
to the remote corners of the earth, to
graft our dreams on the natives, in-
cluding our likes and dislikes, diet and
table manners, along with the bath tub
and silk stockings, until these so-called
savages have been compelled to set
up criminal courts and divorce laws
never before necessary in their simple
lives. To put our reforms over it be-
comes necessary at times to send a
bunch of marines, until, as Will Rogers
remarked the other day, we are run-
ning short on marines. ,

As a clan, they sure have the con-
fidence of their convictions, for they
would prefer to kill a victim they
couldn’t cure. Well, anyhow, thanks
to the reformers, we have prohibition.
The Government has put the McNary-
Haugen sign on liquor, making it one
of the most profitable adventures out-
side the auto game. Grapes, apples,
cherries, hops or anything that can be
turned into “juice” has gone up along
with taxes and undertakers’ supplies,
satisfying one bloc, so that’s all. set-
tled. We now have total abstinence—
such as it is.

The next great reform wave will be

You will note that

on tobacco—the filthy weed, if we
pause to consider that ten billion more
cigarettes were consumed by Ameri-
cans in 1926 than the year before,
averaging two per day for every man,
woman and child, including reformers.
While this is one vice this dub never
happened to acquire, should it ever be
prohibited, we feel a good deal like
the old man who remarked: “Oh, weli,
what’s the use—if you don’t smoke
here, you will in the hereafter.”

Every generation has its reformers
and, strange to relate, those of to-day
have acquired about all the vices the
others started out to reform and are
cramping a new line of their own.
Really the thing in itself never was
bad, only from the point of view. So,
taken as a whole, it is just a matter
of one set of opinions against another.

The stage has ever been a fertile
field for the reformer. Most of us
olde: dubs can remember back when
Shakespeare, Ten Nights in a Bar
Room and Uncle Tom’s Cabin consti-
tuted about the sole theatrical jag per-
mitted in good society. Even the cir-
cus, always one of the cleanest of
public entertainments, was taboo. The
only time dad was able to put it over
was when he took the kids to see the
animals.

Not being satisfied with censoring
the movies, they had to put Will Hayes
permanently on the job because when
Hayes was a boy he used to pump a
church organ. Anyway, he hasn’t lost
his sense of humor, to hear him tell it.

You may have noticed the other day
that Olga Nethersole arrived in New
York on a visit, which recalls that
twenty-six years ago she shocked the
whole American people as “Sappho,”
“Zaza” and “Camille”. In New York
she was not only arrested, but lam-
pooned by the newspapers and the
pulpit and practically exiled from the
American stage. Even a little child,
taking a minor roll in the play, was
expelled from the public schools. Oh,
well it’s all over, even the shouting,
and Olga would be a “piker” to-day,
beside a bath tub, a girl and a barrel
of champaign.

Regardless of creeds or opinions,
about every so often the tribe with
the biggest holler puts on a campaign
against Sunday amusements, invoking
the laws of the stone age. The movies
come in for the first jolt, because they
get the crowds, and we are so bub-
bling over with brotherly love that the
barbers, the bakers and candlestick
lock the doors on us
when we get in late, join in with them,
not on account of their Godliness, but
with the hope of freezing out some
poor dub barely able to keep himself
off the town by keeping open after
union hours. But by the time it reaches
the filling stations for both inside and
outside tanks, it “dies a bornin” and
we start all over.

There are so many brands of reform-
ers that I sometimes wonder if life
would be worth the trouble, consider-
ing they all had their way.

Why, we couldn’t go to a theater
or a dance or gaze on statuary with
broken arms. to say nothing of the
follies and the bathing beaches. Neith-
er could we indulge in the old tarkey
raffle, play cards, ring the canes or

makers, who

take a chance on the kewpie dolls or
a box of candy at the fairs. Then there
is sitting on the park benches with
one arm around a girl. This, of course,
wouldn’t bother us dubs; but we hold
fond memories, and we dislike to see
the kids picked on. No wonder they
take to the autos. Then, as stated
above, there is that smoke nuisance;
and as for drinking—well, we can’t
do that anyway, since the three mile
limit has been increased to 140.

Why, if they had their way, we
would even have to cut out eating on
Sunday and stick to the old Saturday
night bath. Couldn’t even buy a cough
crop. About the only recreation after
milking and bedding down the stock
would be Authors, Tiddledewinks,
Jack Straws and “Ma-Jong” or cha-
rades on week days, and Sunday—well,
we could just commune with Morpheus,
if you know what I mean. About the
only thrill we could get would be to
lie down and roll over.

When President Menken, of the Na-
tional Security League, remarked the
other day that “No man is good enough
to do another man’s thinking,” he hit
a great big railroad spike square on
the head. The Dub.

——_>-2 2
Lincoln’s Spirit Richest Legacy of
United States.

President Coolidge believes that
nothing he could say in tribute to
Abraham Lincoln would be better
praise than the Lincoln proclamation
he issued in 1918 as governor of
Massachusetts.

As result the White House, respond-
ing to requests for an expression from
the President, has sent copies of the
proclamation to be read at Lincoln
birthday meetings in various sections
of the country.

In his proclamation Mr.
said:

“Five score and ten years ago that
Divine Providence which infinite repe-
tition has made only the more a mira-
cle sent into the world a new life, des-
tined to save a nation. No star, no
sign foretold his coming. About his
cradle all was poor and mean, save
only the source of all great men, the
love of a wonderful woman. When
she faded away in his tender years
from her deathbed in humble poverty
she dowered her son with greatness.

“There can be no proper observ-
ance of a birthday which forgets the
mother. Into his origin as into his
life, men long have looked and won-
dered. In wisdom great, but in hu-
mility greater, in justice strong, but
in compassion stronger, he became a
leader of men by being a follower of
the truth.

“He overcame evil with good. His
presence filled the Nation. He broke
the might of oppression. He restored
a race to its birthright. His mortal
frame has vanished, but his spirit in-
creased with the increasing years, the
richest legacy of the greatest cen-
tury.

“Men show by what they worship
what they are. It is not an accident
that before the great example of Amer-
ican manhood our people stand with
respect ‘and reverence. And in ac-

Coolidge

cordance with this sentiment our laws’

have provided for a formal recogni-

tion of the birthday of Abraham Lin-

coln for in him is revealed our ideals,

the hope of our country fulfilled.”
a

Moth Balls to Keep Deer Away From
Orchards.
Poughkeepsie, N. Y., Feb. 14—As a
last resort in their campaign to keep
the herds of deer which roam the
Catskills out of their orchards, moun-
tain fruit growers are going to try
moth bails, which, it has been dis-
covered, are as effective against deer
as against moths. Although they have
the permission of the State Conserva-
tion Commission, the fruit growers are
loath to kill the animals. Credit for
the moth ball plan is given to State
game wardens, who used this method
in combating the artificial “salt licks”
of poachers. Salt will draw deer for
miles and poachers using this lure
experience little difficulty in making
a good kill. Game wardens learned
that moth balls will nullify the poach-
ers’ efforts. However a drive to slaugh-
ter the deer will be made next week
if the moth balls fail.
—_>->—

No doctor should have more than
2,500 patients on his list, says a Brit-
ish medical authority.

 

 

 

 

 

 

 

FAVORITE TEA in 1% Ib. lead
packages is a strictly Ist May
Picking and is one of the very
highest grades sold in the U. S.
If this Tea is not sold in your
city, exclusive sale may be ar-
ranged by addressing

 

DELBERT F. HELMER
337-39 Summer Ave., N. W.
GRAND RAPIDS, MICH.

 

 

“Tune In”
W-A-S-H

12:30 to 1:30 P. M.
Monday, Tuesday, Wednesday,
Feb. 21st to 23rd.

Miss Esther Branch, Dietition
of The Best Foods, Inc., will
lecture, also Tuesday and
Wednesday afternoons at

the Food Show.

I. VAN WESTENBRUGGE
“Best Foods, Inc.”

Distributor ao

 

 

 

 

 

 

4

MOVEMENTS OF MERCHANTS.

Fordson—Samuel Igna, dealer in
boots and shoes, has filed a petition
in bankruptcy.

Detroit — Goulait & MacFarlane,
17339 Redford avenue, has changed its
name to the Goulait Motors, Inc.

Grand Rapids — The Home State
Bank for Savings has increased its
capital stock from $250,000 to $400,000.

Detroit—The CC. Mangelsdorf Co.,
9331 Kercheval avenue, dry goods, has
changed its name to the H. H. Wil-
liams Co.

Pontiac—The Pontiac Corporation,
5000 Telegraph Road, dealer in shoes,
findings, etc., has filed a petition in
bankruptcy.

Ann Arbor—The Abbott Gasoline
Co., 600 East Williams street, has in-
creased its capital stock from $50,000
to $100,000.

Lansing—Loren Colton has sold the
cigar stock in hotel] Downey to Ray
Boniac, who is remodeling it and will
extend his tobacco lines.

Detroit — The Springman Paper
Products Co., 1579 East Milwaukee
avenue, has increased its capital stock
from $150,000 to $300,000.

Jackson—The William H. Yocum
Co., Inc., 167 West Michigan avenue,
dry goods, has changed its name to
the Lourim-Yocum Co., Inc.

Hart—Sayles & Co. have sold their
egg and poultry business to H. A.
Purdy, who will conduct it in connec-
tion with his cream receiving station.

Mendon—Frederick CC. Manchester,
recently of Three Rivers, has purchas-
ed the F. D. Estes drug stock and
Store fixtures, taking immediate pos-
session.

Marquette — The Kelly Hardware
Co. is conducting a special sale prep-
aratory to buying the interests of the
heirs of the late Richard J. Kelly, half
owner of the business.

Lansing—The Lansing Supply Co.,
wholesaler of plumbers supplies, is in-
Stalling a modern front in its offices
and remodeling its warehouses on
South Washington avenue.

Jackson—Frank H, McQuillian, of
McQuillian’s Clothing House, died at
an Ann Arbor hospital, Feb. 11, fol-
lowing a long illness. He was one
of Jackson’s oldest business men.

Pontiac—The Welch Tire Service,
Inc., 22 Orchard Lake avenue, has
been incorporated with an authorized
capital stock of $3,000, all of which
has been subscribed and paid in in
cash,

Detroit—Thibeaulth’s Gallery, Inc.,
2033 Woodward avenue, has been in-
corporated to deal in art goods, witi
an authorized capital stock of $20,000,
all of which has been subscribed and
paid in in property.

Holland—John Lokker has sold a
half interest in his grocery stock at
the corner of 19th and River avenue,
to Herman Bros. They have added a
meat market, which will be under the
management of Mr. Bos.

Alpha—Olin & Olin have merged
their grocery and meat business into
a stock company under the same style,
with an authorized capital stock of
$75,000, $50,000 of which has been sub-
scribed and paid in in property.

Detroit—Howard A. Davidson, Inc.,
11690 Cloverdale, has been incorpor

MICHIGAN TRADESMAN

rated to deal in lumber and mills prod-
ucts, with an authorized capital stock
of $200,000, all of which has been sub-
scribed, $150,000 paid in in property.

Detroit—The Federal Waste Paper
Co., 2829 Beaubien street, has been
incorporated to deal in waste materials,
with an authorized capital stock of
$10,000, of which amount $4,400 has
been subscribed and $2,950 paid in in
cash.

Detroit—The Frank Holton Michi-
gan Co., 1425 Broadway, has been in-
corporated to deal in musical instru-
ments, etc., with an authorized capital
stock of $10,000, of which amount $2,-
800 has been subscribed and paid in
in cash. :

Detroit—The Long-Wear Tire Co.,
2040 Grand River avenue, has been in-
corporated to deal in tires, auto acces-
sories, batteries, etc., with an author-
ized capital stock of $5,000, $2,000 of
which has been subscribed and paid
in in property.

Detroit—The O'Donnell Walder Co.,
3440 East Jefferson avenue, has been
incorporated to deal in autos, parts and
accessories, with an authorized capital
stock of $30,000, of which amount $26,-
000 has been subscribed and paid in,
$4,000 in cash and $22,000 in property.

Pontiac—I. S. Corwin has merged
his lumber and fuel business into a
stock company under the style of the
Pontiac Lumber & Coal Co., 50 Patter-
son street, with an authorized capital
stock of $200,000, $150,000 of which
has been subscribed and paid in in
cash.

Royal Oak—Joseph F. Graves has
merged his lumber, builders’ supplies,
etc., business into a stock company
under the style of the Graves Lumber
Co., with an authorized capital stock
of $150,000, of which amount $100,000
has been subscribed and paid in in
property.

Flint—The Trimble Electric Co., 406
North Saginaw street, has merged its
business into a stock company under
the same style, with an authorized
capital stock cf $15,000, of which
amount $10,000 has been subscribed,
$4,900 paid in in cash and $4,900 in
property.

Sault Ste. Marie—Nicholson & Schil-
ling, owners of Deertrail hotel and the
general store adjoining, which burned
to the ground Jan. 10, will rebuild
at once. Work on the hotel will start
as soon as the store building is com-
pleted. Steel and cement will be used
throughout.

Marquette—The Kennedy Automatic
Service Co., 201 Baraga avenue, has
been incorporated to deal in heating
and refrigerating devices, with an au-
thorized capital stock of $20,000, of
which amount $13,400 has been sub-
scribed and paid in, $2,000 in cash and
$11,400 in property

Menominee—Unable to find a site
for a new plant because of the ex-
horbitant prices placed on land, the
Twin City Packing Co. may have to
leave Menominee. The company ex-
pects to erect several new buildings,
but the cost of sites in Menominee is
above the appropriation limit.

Saginaw — Milton’s Clothes Shop,
128 South Washington avenue, has
merged its business into a stock com-
pany under the style of Milton’s

Ciothes, with an authorized capital
stock of $28,000 common and $7,000
preferred, all of which has been sub-
scribed and paid in in property.

Ypsilanti — Sumner E. Howe has
merged his fuel business into a stock
company under the style of the Howe
Coal Co., Inc., 26 North Washington
street, to conduct a wholesale and re-
tail business, with an authorized cap-
ital stock of $10,000, all of which has
been subscribed and paid in in cash.

Negaunee — Victor Stenholm, who
conducts a clothing and men’s fur-
nishings store on Iron street, has pur-
chased an interest in Maki Bros. bak-
ery and will assume the management
of it about March 1. It will be con-
ducted under the style of the General
Bakery. Mrs. Stenholm will manage
the clothing store.

Grand Rapids—Leo Sandler’s, 307
Monroe avenue, N. W., has merged
his business into a stock company un-
der the same style to deal in apparel,
and jewelry at retail, with an author-
ized capital stock of 10,000 shares at
$10 a share, of which amount $70,200
has been subscribed and paid in, $200
in cash and $70,000 in property.

Grand Rapids — The Monta Motor
Sales Co., 150 Louis street, N. W., has
merged its business into a stock com-
pany under the same style with an
authorized capital stock of $100,000
preferred and 50,000 shares at $1 per
share, of which amount $10,000 pre-
ferred and 5,000 shares have been sub-
scribed and $15,000 paid in in cash.

Detroit—Frank Stiles of Stiles &
Connor, Detroit, the retiring director
of the National Food Brokers Associa-
tion, advises that at the annual conven-
tion held at Atlantic City the last week
in January, P. Moran, of the Michigan
Brokerage Co., Detroit, was elected
director for Michigan for the current
year.

Saginaw—E. S. Bazley, Chicago,
president of the Bazley chain of meat
markets, including the one at 315 Gen-
esee avenue, has purchased the build-
ing now occupied by the Griggs &
Butenschoen clothing stock, 317 Gen-
esee avenue and will occupy it with
the present Bazley market about May
1, or as soon as a modern tile front
can be installed and other alterations
in the building made.

Detroit—C. L. Connor, who has been
associated with Frank Stiles for a
number of years in the firm of Stiles
& Connor, manufacturers agents and
food brokers, has disposed of his in-
terests to Mr. Stiles and the first of
March will be sales manager of the
Wheatena Co., of Rahway, N. J. Mr.
Connor’s friends throughout the State
will read with interest this word as to
his progress and opportunity to head
the sales department of this old estab-
lished food concern. The brokerage
firm of Stiles & Connor will continue
handling the same general lines in
Michigan territory.

 

Manufacturing Matters.

Grayling—The Grayling Box Co. has
increased its capital stock from $30,-
000 to $85,000.

Alpena—The Alpena Garment Co.,
Inc., has increased its capital stock
from $75,000 to $150.000.

Grand Rapids—The Windsor Furni-

February 16, 1927

 

ture Co., of Grand Rapids, has changed
its name to the Windsor Upholstering
Co.

Muskegon Heights — The March
Automatic Irrigation Co. has let a
contract for construction of an $18,000
factory. :

Munising—The Munising Paper Co.
has increased its capital stock from
$750,000 and 30,000-shares no par value
to $900,000 preferred and 30,000 shares
no par value.

Holland—The Holland Maid Co. has
changed its name to the Vac-A-Tap
Co. and increased its capital stock
from $200,000 common and $200,000
preferred to $400,006 and 400,000 shares
no par value.

Coldwater — The Homer Furnace
Co., Coldwater’s largest industry, em-
ploys 225 men men when in ful] pro-
duction. It is expected that last year's
output of 15,000 furnaces will be ma-
terially increased this year.

Chesaning—The Chesaning Furni-
ture Co., with a capitalization of $200,-
000, has engaged in business in the
plant formerly occupied by the Wayne
Furniture Co. Breakfast tables and
other wood products will be manufac-
tured by the company.

Detroit—The Pitts Shirt Co., 509
Stroh building, has been incorporated
to manufacture and deal in men’s
shirts, etc., with an authorized capital
stock of $10,000, of which amount $7,-
000 has been subscribed, $100 paid in
in cash and $5,900 in property.

Benton Harbor—The Michigan Fire-
proof Skylight Co., 12214 Water street,
has been incorporated to do sheet tron
work, manufacture skylights, etc., with
an authorized capital stock of $30,000,
all of which has been subscribed $1,020
paid in in cash and $15,863 in property.

Buchanan—The Ward Co., Detroit
manufacturers of electric refrigerators,
have set Feb. 15 as the date for the
closing of its Detroit plant and the
moving of its shop to Buchanan. The
Buchanan plant will be opened with a
staff of forty which will be increased
to 200.

Detroit—The Detroit Duntile Sup-
ply Co. Evergreen Road, has been
incorporated to manufacture and sell
building and drain tile, with an author-
ized capital stock of $50,000, of which
amount $39,500 has been subscribed,
$7,000 paid in in cash and $10,000 in
property.

Muskegon—Officials of the Muske-
gon Motor Specialties Co. estimate
that their factory manufactured 190,-
000 shafts for various motor car mak-
ers in 1926. Recently a shaft 119
inches long, to be used in a large
Diesel type engine, was turned out at
the factory. Shafts for everything
from a motorcycle to a motor coach
are produced by the Muskegon factory.

Muskegon—A petition for receiver-
ship has been filed by the creditors
of the Muskegon Wood Products Co.,
one of the new industries financed in
the city early last year. The purpose
of the receivership, as stated in the
bill, is to clear away the present obli-
gations so as to permit the sale of the
controlling interest in the corporation
to another manufacturer who wishes
to be protected against the payment
of present liabilities.

 

 

 

Set

 

See ee eee

 

 

 

 

 

 

 

February 16, 1927

Essential Features of the Grocery
Staples.

Sugar—Jobbers hold cane granu-
lated at 7c and beet granulated at 6.80c.

Tea—The market. is slow but firm.
Everything in fine Ceylons, Indias and
Javas is steady to firm, but without
material advance for the week. The
market in this country remains for the
present about unchanged, but if the
firmness persists abroad, the markets
on this side will be undoubtedly af-
fected.

Coffee—The market for Rio and
Santos, green and in a large way, has
shown further weakness during the
past week, although there has been no
great decline in price. Effort has been
made in Brazil to bolster up the sit-
uation there, but has not succeeded as
far as this country is concerned. Santos
is much weaker than Rio, on account
of the fact that mild coffees, which
compete with Santos, are also soft and
weak. Milds also show further sag-
ging off for the week. Many of the
trade feel that it is a buyer’s market.
Jobbing market on roasted also shows
a soft tendency, reflecting the green
market, but with no material decline
for the week.

Canned Vegetables—While no one
boasts over the business passing in the
general run of canned goods, the fact
remains that much closer attention is
being paid to the much stronger con-
ditions which are everywhere preva-
lent. In reverting to the vegetable
packs it has been long known that lead-
ing handlers faced by a shortage of
about 50 per cent. as compared with
normal, have had no desire to move
them at all excepting at full prices.
Not over 14,000,000 cases remain avail-
able to take care of the requirements
of the next seven months so that it
was not surprising last week that the
situation started to show itself when
prominent buyers had to pay an ad-
vance of 2%c to secure standard de-
scriptions. Stringless beans appear to
have been more strongly placed than
the other vegetable packs. No doubt
there is a big consumption of corn
and peas in progress but the weight
of stocks appears to keep both these
items down. The plaintive cries of
wolf have often emanated from Cali-
fornia fruit and vegetable growers but
last week’s disquieting reports that
asparagus and spinach growing sec-
tions in the Delta sections along the
banks of the Sacramento appear to
have real basis in fact. Local handlers
said that very little California aspara-
gus remained available out of the last
pack. Spinach was in the same posi-
tion and was advanced 10c to 25c for
March-April shipment for 2%s and
10s respectively.

Dried Fruits—Dried fruits are dull.
There is a steady demand, but small
for apricots, and a better demand for
prunes. It appears that the consump-
tion of prunes is steadily increasing.
Raisins are also in good demand, with-
out material change for the week. Apri-
cots are undoubtedly short on the
coast and holders are predicting furth-

er advances within sixty days. Thomp-

son raisins are also firm and tending
upward. Peaches, particularly the bet-
ter grades, are scarce on the coast
and strong. Currants advanced again

MICHIGAN
in primary markets, on account of
scarcity.

Canned Fish—After completion of
an inventory the Maine Co-operative
Sardine Co., of Eastport, Me., has
found that unsold stocks of sardines
in the hands of packers are smaller
to-day than they were a year ago. A
year ago, it will be remembered, there
were precipitate advances during Jan-
uary and March which were sustained
until a new packing season rolled
around. That a sharp advance may
be necessary within the next few weeks
was the opinion proffered, and it was
felt that buyers would be conservative
if they anticipated requirements until
at least the middle of June. Practically
all other varieties of sardines are show-
ing price appreciation. Portuguese are
cleaned in the primary market. Few
California ovals are available but lat-
est reports speak a little more opti-
mistically of the pack as the run has
started in from Santiago to Monterey.
Statistics came out with reference to
the Alaska salmon pack of last season
showing some interesting results. The
buying of pinks has been in fairly
good volume for this season. Reds
have been rather scarce and have not
been active. Fancy Columbia River
salmon have been firmly held all round.
Statistics on British Columbia salmon
pack showed that 2,060,922 cases were
put up in 1926, as against 1,720,620
cases the year before. Stocks of shrimp
along the Atlantic seaboard were re-
ported as light and handlers were ex-
acting premiums.

Salt Fish—The situation in mackerel
is still firm, and this year the trade
need not wait for the Lenten, demand
to boom things. Irish, Norwegian and
American shore mackerel are all very
scarce and tending upward and Cana-
dian mackerel is about the only grade
that can be bought in any quantity.

Beans and Peas—Beans are sstill
weak. Red kidneys and California
limas were perhaps the weakest things
in the line during the week. The whole
bean market is soft. The same ap-
plies to dried peas. All varieties are
dull and easy.

Cheese—The market has shown a
fair demand and steady prices during
the past week.

Nuts—While the season antedating
Christmas is usually the liveliest in the
nut market, this year Easter and Len-
ten demands are going to cut a big
figure. According to all the data that
can be assembled from the handlers
of nuts, there is not much prospect
of any declines from present levels.
Brazils commenced the year low and
have started to climb. California wal-
nuts have been cleared on the Coast,
while with the exception of a few high
grade French walnuts the European
markets are cleared. Spanish almonds
moved up with exchange, while the
remaining stocks of Californias were
being rapidly used up. Filberts were
higher abroad.

Rice—Firm conditions were reported
to be operative in the Southern rice
markets, where the receipts of rough
and cleaned rice have continued in
moderate volume. There is continued
fair demand for the run of cleaned
rices in the local’ market. At New

TRADESMAN

Orleans Blue Rose has sold in a large
way at 45@c, second heads at 3c and
screenings at 2%4c. A steady but quiet
tone continued in the spot market.
Syrup and Molasses — Low grade
molasses has gone off a little during
the past week, but higher grades re-
main unchanged. Prices, however. are
high and many of the trade believe
that they are bound to come down.
Demand for molasses for manufactur-
ing is poor and undoubtedly the con-
suming demand has been restricted by
high prices. There is no demand to
buy molasses very far ahead. Sugar
syrup is still firm, with no pressure to
sell. Demand is fair. Compound syr-
up is in quiet demand, at unchanged

prices.
—_—__.-—_____

Review of the Produce Market.

Apples — Wagners and Baldwins
command 75c@1.25 per bu.; Northern
Spys, $1.50@2; Delicious in boxes,
$3.75.

Bagas—Canadian, $1.75 per 100 Ibs.

Bananas—/7@7'4c per lb.

Beets—$1 per bu. for old; $2 per bu.
for new from Texas.

Beans—Michigan jobbers are quot-
ing as follows:

Co He Bea Beans 22 $5.05
Hient Red: Kidney) 8.10
Wack Red Kidney... 7.10

Butter—The market has not chang-
ed much from a week ago. Jobbers
hold fresh packed at 47c, prints at 49c
and June packed at 44c. They pay
25c for packing stock.

Cabbage—$3 per 100 Ibs. for old;
$3.25 per crate for new.

‘Carrots—$1.25 per bu. for old, $2
per bu. for new from Texas.

Cauliflower—$2.25 per doz.

Celery—Home grown, 30@60c per
doz.; Calif. Jumbo, 65c; Rough Flor-
ida, 4 to 6 doz., $3.25.

Cocoanuts—$1 per doz.

Cranberries—$5.10 for Late Howes.

Cucumbers—$3 per doz. for South-
ern hot house.

Eggs—The market has had a very
sensitive week. First, there was an
advance of Ic per dozen, which was
followed by an increase in the receipts
and declines aggregating about 3c.
From now on the supplies of eggs will
increase and the prices will soften, un-
less interfered with by cold and storm.
Jobbers pay 29c for strictly fresh and
sell storage eggs as follows:

Ae Petras) 2 26c
ORS 0 ee ae 23c
Seems oo e8 oo ee 22¢
Crates ane Ditties 22000 2lc

Egg Plant—$3 per doz.

Garlic—35e per string for Italian.

Grape Fruit—$3.75@4.50 per crate
for Floridas.

Grapes—Calif. Emperors, $6.50 per
keg.

Green Onions—Chalots, 65c per doz.
bunches.

Lemons—Quotations are now as fol-
lows:

CO Sunkest soe $6.00
300) Red Hall 2220 En 5.50
O00, Nea Ball 2250 5.00

Lettuce—In good demand on the
following basis:
California Iceberg, 4s, per bu. ~-$3.00
Hot house leaf, per Ib, ---------- 15¢
Onions—Home grown, $3 per 100
Ib. sack; Spanish, $2.50 per crate.

5

 

Oranges — Fancy Sunkist California
Navels are now on the following basis:
SO $5.50
ROE ss 6.00
A i 6.00
Se 6.00
A es 6.00
es 6.00
Re 6.00
Reese eae 5.50
PRM ea 5.00
SGA es a 4.50

Sunkist Red Ball, 50c cheaper.
Floridas are sold on the following

basis:

i ager ne ne oe INE MR sienasnel 1M av st $5.25
AG ee ee 5.50
1/60) | RSE Se ee ie Se 5.50
0G ee 5.50
A 5.50
Ge 5.50
Ae ee 5.00
ea 5.00
a 4.75

Parsnips—$1.50 per bu.

Pears—$3.50 per crate for California.

Peppers—Green, 75c per doz.

Pineapples—$5.50 for 24s, 30s and
36s.

Potatoes—$1.25@1.30 per 100 Ibs.

Poultry—Wilson & Company pay as
follows this week:

Heavy fowls 22.0020) 24c
Tlaght fowls) (5202) 17¢
Springers, 4 lbs. and up -------- 24c

Radishes—75c per doz. bunches for
hot house.

Spinach—$1 per bu. for Texas
grown.

Sweet Potatoes—$2 per hamper for
Delaware kiln dried.

Tomatoes — Southern stock, $1.65
per 7 Ib. basket.

Veal Calves—Wilson & Company
pay as follows:
Raney 18c
COG ee 16c
Medi 3 14c
OG ee 12c

—__+-+——_—_

Apple Juice as a Beverage.

Well, why not? If we all begin to
ask for it and talk about it? We can
all remember the time when no one
thought of calling for “orange drink.”
The trade for that has been developed
by a combination of orange growers
and juice drinkers. Why is not sweet
apple juice equal to orange juice as
a beverage? We seem to have come
to the conclusion that the orange is
somehow Let’s get right
over that and put the scientific men at
the job of proving the value of apple
juice. The inventors will give us a
little machine which will grind and
press the apple “while you wait,” and
in time, the sales for apple juice as
a beverage will more than help us dis-
Who will join the
foundation

superior.

pose of the crop.
apple juice league? Its
principle will be a pledge to refuse
“soft drinks” and always call for fresh
apple juice. Trade follows the order.—
Rural New Yorker.
ee

The war has been over for some
years now but some merchants are
still making good use of propaganda
to harm business in certain parts of
the country. If business is a little dull
let’s not go about shouting “Business
is rotten.”

 

 

INSTALLMENT SELLING.

Adverse Argument By J. B. Draper at
Hardware Convention.

Installment selling has become one
of the great problems of the day, and
I firmly believe, gentlemen, it is the
greatest menace facing us at the pres-
ent time. Not only is its effect being
felt by the retailer, but by the con-
sumer as well. Of course, we are all
consumers, but, perhaps not. all in4
stallment buyers.

You may be a cash customer and
imagine that you are escaping the car-
rying cost the financing companies
charge, the interest and all the rest
that is tacked onto the initial price.
I am sure if you are a man with ex-
perience and know a little of the cost
of manufacturing, and it has been
necessary for you to purchase some
household article, you felt deep down
in your heart that you have been
touched.

‘Of course, there are always two
sides to a question. I once heard of
a darky who bought a mule, and as
he led it home, he met his friend Sam‘
who said, “Ah, Mose where did you
get that mule ” “I bo’t him sure.”
“What did you all pay for that critter?”
“IT gave my note.” “Huh, you sure
got him cheap.”

Many of our big business men have
expressed their opinions on this sub-
ject, both pro and con. President
Coolidge deemed it important enough
to mention it in his message. He did
not think it a menace to the country,
but rather a stimulant to industry.
However, I note he did not fail to
warn us to be careful and not overdo.
Secretary of the Treasury Mellon, in
his message of December last, had
considerable to say on this subject. He
also could not see that it was having
a demoralizing effect on our country,
but he, too, sent out a warning to go
easy.

We have another big business man
in Washington who comes from our
own fair State and who is probably
one of the best business men in the
country. He has spoken with venge-
ance and in a way that cannot be mis-
understood, the man to whom I re-
fer is James Couzens, Senator for
Michigan, who says that had he been
buying on the installment plan, he
would not have had the money avail-
able to buy stock in the ford company
at the time when he and a number of
the original investors put the few hun-
dred dollars they had saved into this
phenomenally successful company.

I presume most of you are aware of
the action Mr. Couzens took in con-
nection with a certain corporation in
which he was largely interested finan-
cially. After being informed by his
salesmanager that it would be impos4
sible to make ‘the business a success
without selling on the installment plan,
Mr. Couzens announced he was
through then and there. He said he
would not be a party to any business
which made slaves of the American
people and set about at once to
liauidate his interest in the business,
taking a loss of over half a million dol-
lars. Senator Couzens believes that
young people have no chance to de-

 

MICHIGAN

velop self control while buying under
the installment system, ‘because no
matter what they want it can be ob-
tained with a small down payment.
The high pressure selling methods of
the installment houses have got the
consumer’s last week’s dollars and are
now chasing next week’s, next month’s
and next year’s dollars. You have
often read, Buy now, pay 2 per cent.
down, take two years on the balance.
I ask you, how much furhter are they
What if there is
receive?

going 'to reach out?
no consumer’s dollars to
What if illness, loss of employment,
disaster or what not occurs? What
is then going to be done about the
dollars anticipated, but not obtainable?

Gentlement, I would not say to you
that installment buying is entirely and
absolutely wrong; that the consumer
must have the ability to realize his
capacity to meet his payments with-
out injuring his credit or the welfare
of those loved ones, dependent upon
him for support He must be qualified
to resist the effective urge of the high
pressure salesman, who has no inter-
est in him once the sale is made. He
must have a somewhat authentic con-
ception of values. He must be com-
petent ‘to judge whether it is better for
him to pay a high rate of interest for
the immediate use of an article or to
wait until he can put up the whole
amount in cash.

Gentlemen, we know that good
judgment is not being used by a great
many installment buyers to-day. We
know that they are buying far beyond
their capacity to pay and that the day
of reckoning is not far off.

It is my opinion that the problem
will solve itself in one of two ways,
either by the public becoming wise as
to what it costs to buy on the install-
ment plan, or by a general business
slump. I hope it will not be the latter.
In the meantime would it not be a
good idea to spread a little educational
propaganda as to what it costs in or-
der to slow it up somewhat, so that
when it does come it will not hit quite
so hard on the purchasers, dealers and
manufacturers.

Gentlemen, I believe you, the deal-
ers, should be most interested in this
What
good to you is a community which has
been oversold and mortgaged to the
last farthing?

They are afraid to enter your store
because there are so many things they
really need, but they dare not spend
the money It must be saved for the
hungry wolves who have been baying
at their door.

Think of the discontent that must be
in the heart of the wage earner, when
he receives his well filled envelope and
realizes that every dollar is already
pledged in good faith when everything
looked rosy, urged on by a high pow-
ered salesman, whose only interest was
his commission, but things are not
rosy now. It only took two weeks of
unemployment and two or three pro-
fessional calls from a physician to
bring about the existing situation.

This is the position in which thous-
ands of families find themselves to-
day. They are the slaves Senator
Couzens referred to. They are slaves,

problem. It is your very life.

TRADESMAN

indeed, nearly as much so as_ the
Southern darky of seventy years ago.
You may have heard that when Lin-
coln was visiting a Southern city and
for the first time saw a slave on the

February 16, 1927

auction block, after listening to the
auctioneer for a few moments, he
turned away in disgust, and said, “If
it ever comes within my power I will
hit this thing, and hit it hard.”

REYNOLDS
- Slate‘Clad =

  

“BUILT FIRST TO LAST”

  

 

 

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—

 

 

February 16, 1927

MICHIGAN

TRADESMAN

 

MEN OF MARK.

 

E. E. Hewitt, the Well-Known Pro-
duce Dealer.

When Abraham Lincoln on a cer-
tain occasion was asked to give, for
publication, a few of the leading points
of his life, his reply, in a tone as sad
as his heart was then, was that the
poet Gray had already written his
biography in a single line of his fa-
mous elegy:

“The short and simple annals of the
poor!”

The reply was characteristic of the
man and of that class of men who
wonder always, when “the short and
simple annals” have been given, what
there is in the unpretending story to
inspire the pen of the writer or to
thrill the reader’s heart.

On the 19th of February, in 1857, on
a thriving farm in Kent county, not far
from Rockford, was born the man
whose name stands at the head of this
article. It was a pleasant farm, with
a pleasant home, and until the boy
was six years old, there was nothing
to mar the even tenor of the life lived
there. Then sickness came and the
father of the little family, in the prime
of his days, was taken away and the
mother, with two little children, was
left to mourn his loss.

In the whole round of affliction there
is nothing more to be deplored than
that. While neither homeless nor
helpless, the father was gone and the
mother bent her untiring energies to-
wards keeping up the happy home-life
by carrying on the farm herself. It
was no easy task; but, as time went
by, she became more and more ac-
customed to the double duty of house-
keeper and breadwinner; and the little
hands of both boy and girl became
early inured to the gradually increas-
ing duties which fell to each. Trained
thus early to do for himself, and so de-
pend on himself, to his boyish hands
the hard work of the farm came sooner
than it otherwise would have come.
He guided the plow, he swung the
scythe, he wielded the axe, so that,
when he was 13 years old, his days of
apprenticeship might be said to be
over and the real life of the profes-
sional farmer began.

Of course, he went to school. Sum-
mer and winter found him there so
long as the farm could spare him for
both seasons, and, after that, he kept
up the winter work in the schoolhouse
until he was 17 years old. He was
wise enough and ambitious enough to
want and to ask for more; and for
two winters after that he rounded his
school life by two prosperous terms in
the Rockford high school. These left
him grown to man’s estate—mentally
as well as physically—and for five
years longer the farm and its beling-
ings thrived under his skillful man-
agement.

At the age of 24 came the ringing
of “bells, silver bells,” and, with his
bride, he left the farm and began the
life of a trader in a grocery store at
Rockford. That was in the winter of
1881, and the following spring he
formed a copartnership with Wm. G.
Tefft, which continued for a year and
a half. At the end of that time, Mr.

Hewitt sold out to his partner and
traveled for the firm of Smith & John-
son, a commission and produce house.
After a year with them, he worked for
the produce house of F. J. Lamb &
Co. He then bought out the grocery
business of Baker & Baker, at Rock-
ford, and added the handling of fruit
and produce, in which business he
prospered for many years. He subse-
quently purchased the grocery stock
and store building of James Colby, re-
moving his stock to that location. In
the disastrous fire which visited Rock-
ford both store and stock were de-
stroyed. Dismayed but not discour-
aged, Mr. Hewitt leased a small vacant
store near the depot and put men at
work putting in shelving and counters.
He came to Grand Rapids on the early
morning train and purchased a new
stock of groceries, which started for
Rockford on the afternoon freight. The
goods reached their destination in the
evening and by working all night un-
packing the goods and placing them
on the shelves he was enabled to open
for business in the new location with
the loss of only one day. This cir-
cumstance was played up in the
Tradesman at that time at consider-
able length as an apt illustration of
what a merchant can do when con-
fronted with a calamity such as faced
Mr. Hewitt.

Mr. Hewitt retired from the mer-
cantile business in Rockford in 1900
and removed to Grand Rapids, where
he purchased an interest in the whole-
sale produce business of F. J. Lamb.
A year later he bought out his partner
and continued the business on his own
account for ten or twelve years. The
next ten years he acted as manager of
the metal department of the Wolverine
Brass Co.

About five years ago Mrs. Hewitt
died and a year later Mr. Hewitt suf-
fered a stroke of apoplexy, from which
he is slowly recovering. For the past
eighteen months he has been an in-
mate of the Doyle sanitarium on South
Union avenue.

Mr. Hewitt’s married life covered a
period of forty-two years, during
which time four children joined the
family circle—three sons and a daugh-
ter. The latter is unmarried and is a
teacher in the public schools of De-
troit.

Mr. Hewitt is a 3d degree Mason,
but has no other fraternal affiliations.
He is an expert card player and his
memory of past events is remarkably
clear and accurate. During his long
and busy career he made his name a
synonym for uprightness, in conse-
quence of which he is loved and hon-
ored by his fellow men.

—_++2>—____
Savings.

Savings represent much more than
mere money value. They are the proof
that the saver is worth something in
himself. Any fool can waste; any
fool can muddle; but it takes some-
thing more of a man to save and the
more he saves the more of a man he
makes of himself. Waste and ex-
travagance unsettle a man’s mind for
every crisis; thrift, which means some
form of self-restraint, steadies it.

Rudyard Kipling.

 

imiayens mos! SAao0s ro
meric
A ELL

     

       

i
li
5

 
  

  

  

Fancy desserts

and salads are made of Jell-O
with other products.

Jell-O recipes call for dates, figs,
raisins, prunes, fresh and canned
fruits of all kinds..canned meats,
vegetables, salad dressings—

That is why Jell-O is more than
just a one-profit product—it is
a product on which you make
dozens of profits!

POST PRODUCTS CO., INC

© 1927,P.C. Co, New York, N. Y.

 

 

 

 

smi

 

 

 

FRANKLIN GOLDEN SYRUP

for hot cakes and waffles
and the result will be

Satisfied Customers
Repeat Business
Profit On Your Sales

The
Franklin Sugar Refining Company

PHILADELPHIA, PA.
“A Franklin Cane Sugar for every use”

 

 

 

 

THE THIRD-TERM QUESTION.

Congressional pundits have un-
earthed a resolution which was passed
by the House in 1875 expressing the
opinion that the precedent established
by Washington and other Presidents

in retiring from that office at the end .

of their second term “has become by
universal concurrence a part of our
republican system of government.”
The resolution was aimed at the sup-
posed third term aspirations of Presi-
dent Grant, although it was not until
four years later, at the end of the
Hayes Administration, that the at-
tempt to nominate Grant a third time
was made, with 300 delegates holding
firm for him on the final ballot, which
gave the prize to Garfield.

Now it is proposed to have both
House and Senate express themselves
upon a similar resolution, aimed at the
idea of another term for President
Coolidge. The framers of such a
resolution are bound to have difficul-
ties. Grant had served two full terms.
There could not be any question of
what was meant by the reference to
a “second term.” But the matter is
not so clear with respect to Mr. Cool-
idge or to any other man who served
part of a term as President by virtue
of succeeding to the office through the
death of the man who had been elected
to it.

To put the question definitely as it
concerns the present situation. Did the
nineteen months which Mr. Coolidge
served as President following Presi-
dent Harding’s death constitute his
first term or not? The question is
more doubtful regarding Mr. Coolidge
than regarding any other man who
was elevated from the Vice-Presidency
to the Presidency through the death of
his chief, because the time to be con-
sidered is shorter. Roosevelt and
Arthur lacked only six months of serv-
ing the full four years for which Mc-
Kinley and Garfield had been elected.
Coolidge’s first term, if it is to be so
called, was only about half as long as
that of any other man who came to
the office as he did.

If it be argued that the length of
time makes no difference, that the
question is one of principle and that
consequently the part of his predeces-
sor’s term which a President serves
constitutes his own first term, no mat-
ter how brief, then we face the absurd
conclusion that a Vice-President who
became President by the death of his
chief on the last day of that chief’s
term must be considered to have
served a first term of less than twenty-
four hours and, consequently, if the
third-term tradition is to be applied
as extremists would apply it, that such
a President would be eligible for only
one election, although the total length
of his occupancy of the office could be
only a few hours more than four years.

We shall have to recognize that;
there are two kinds of “third” terms.
There is the third four-year term and
there is the third term which can be so
called only by calling a period of less
than four. years a term. It was the
third term following two full terms
against which Washington set a
precedent by declining to be consider-

 

MICHIGAN

ed for another election. The question
as it concerns President Coolidge, of-
fers a somewhat different issue.

One may oppose both kinds of third
terms, but he should realize that they
do not stand upon exactly the same
footing. It is also possible for one
to think that Washington was right
and at the same time to believe that a
man who reaches the Presidency as
Mr. Coolidge reached it is justified in
seeking a second full term following
an abbreviated first term. There is
a genuine distinction between the two
things.

In our opinion, no country should
have a law, written or unwritten,
which would prevent it from availing
itself of the services of any of its
citizens. If the crisis which confront-
ed Lincoln in his first term had arisen
in his second, observance of the third-
term tradition might have proved

disastrous. —
EEE

—_—_—_—_—_—_———
COTTON AND COTTON GOODS.

Final ginning figures of last year’s
cotton crop will not be issue for more
than a month, but this fact did not
deter a very decided advance in quota-
tions during the past week. Prices
went up to a record point for the crop
and much firmness continues to be ap-
parent. A bullish factor was the pos-
sible effect of Federal legislation for
taking care of the surplus crop. How-
ever this may appeal to the cotton
growers or their advocates, it is meet-
ing with decided opposition by the
manufacturers of cotton goods. The
latter point out that one effect of the
measure will be to enable spinners
abroad to get American cotton cheap-
er than will the domestic ones. This
will be a decided handicap on the ex-
ports of cotton goods from this coun-
try, which amounted last year to the
respectable total of more than $112.-
000,000. Besides this, the project will
add to the price paid fer cotton goods
in this country. Dealings in cottons
are still of quite fair Proportions, most
activity being shown on finished fab-
rics. Gray goods, however, are selling
at the advanced prices recently set,
Particularly for spots. Printed and
colored cottons remain in good re-
quest. Certain fabrics, of which
denims are a conspicuous example,
are especially active, with orders
reaching to the second quarter of the
year. Flannels have also been taking
very well. Knit underwear is still a
little freaky. Orders are coming in
for both light and heavy weights. It
is stated that concessions have been
made in some instances on the latter
in the case of large buyers. Only a
fair business is passing in sweaters and

hosiery.
EEE

CHAIN STORE PROBLEM.

More advice has been given to re-
tailers concerning the best way to
meet the competition of chain stores
at several conventions within the past
week or ten days. All of the sugges-
tions, however, were not of a similar
purport. One of them, made to re-
tail grocers by a wholesaler, was for
the former to act co-operatively under
the direction of the latter. This im-
plies that the retailers, while remain-

 

TRADESMAN

ing independent, shall have a kind of
federation and follow the chain store
methods of exploitation, even to the
extent of having distinctive colored
signs. The scheme also involves the
“mass type” of window displays, fea-
turing what are known as “loss lead-
ers” designed to catch transient trade.
It is said that the general plan appeals
to manufacturers who are desirous of
keeping open an avenue of distribution
among independent retailers and not
be confined to the chains. As so much
of the retail grocers’ stocks consists of
what are known as package goods the
appeal thus made is more forcible than
it would be to other kinds of business.
The other side of the question was
called to the attention of the Illinois
Retail Clothiers and Furnishers’ Asso-
ciation by a speaker who scouted the
idea of group buying or any other
chain store method. He said: “The
moment a retailer adopts a chain store
idea, as group buying, he loses his in-
dividuality and might just as well
quit business or go to work for a chain
store.’ The nature of the business
seems to have a great deal to do with
how much of a menace the chain
stores are.

 

 

WOOLS AND WOOLENS.

Wool markets both here and abroad
were rather lacking in features during
the week just ended. This is apt to be
the case for some time to come unless
something unforeseen arises. Taking
the world all over, it appears that the
available stocks of wool are more than
ample for the needs likely to arise.
This applies even to carpet wools, a
lot of which comes from China, where
the hostilities might be supposed to
interfere with the shipments. But
civil wars in China do not have the
effect on trade that they do in other
countries. In this country supplies of
all kinds of wool are fully up to the
average, and shearing, which has al-
ready begun, will be quite general in
the course of the next six or eight
weeks. Imports recently have been
quite large. With the machinery in
woolen mills fairly active in most in-
stances, purchases of the raw
terial are being made from time to
time, usually in small lots.
however, quite an amount of trading
by dealers. No marked price changes
are apparent and holders are not dis-
posed to make concessions. Not so.
much activity is shown in the goods
market as the mills would like to see
Responses to such openings have been
rather slow. Further openings are
scheduled for some time ahead. On
the 21st inst. the American Woolen
Company will show its fancy and
semi-staple suitings and other men’s
wear fabrics. Women’s wear weaves
will not be opened by most concerns
until scme time next month.

[Ee

BETTER BUSINESS METHODS.

That general business ethics have
been improving through the years is
too apparent to be questioned at this
time. This applies with more force
to the selling than to the manufacture
of articles. The old guilds set high
Standards for their productions, which
were hand-made, and there was a per-

nla-

There is,

 

February 16, 1927

sonal responsibility back of the goods
that meant something. In later years
when mechanical power was used to
secure mass production the ideas of
the elder craftsmen still persisted, to
a marked extent and manufacturers
sought to create and earn a reputation
for turning out honest and high-class
workmanship. Dealers mere however,
not so scrupulous. They were intent
on selling and, as price has ever been
a big factor in ‘that, they became im-
portunate for cheapness. This led to
the substitution of poorer materials
and inferior work on them. The old
maxim of caveat emptor—let the buyer
beware—was the natural outcome, The
buyer was presumed to know all about
the thing he was buying and was sup-
posed to take all the risks. In more
recent years this notion has been grad-
ually put in the discard, and a reputa-
ble dealer would guarantee what he
sold to be as represented. In some
lines, such as furniture, for example,
deception is easy because all a buyer
can see is the surface. Articles with
only the thinnest of veneer have been
sold as solid walnut, oak, etc. Some
t'me ago the Federal Trade Commis-
sion conferred with the retail furniture
trade in the United State and adopted
a series of rules for the protection of
buyers. Up to date 901 manufacturers,
dealers and associations have agreed
to abide by them while sixty-five have
refused. This is not so bad a show-
ing for the industry. The recalcitrants
will soon find it advisable to follow
the vast majority and another long
step will have been taken toward hon-

esty in business,
ee

——————_——
BUSINESS INCREASING.

There was a perceptible increase in
the business done in a number of mer-
cantile lines during the past week.
Women’s apparel and accessories still
claim the largest share of attention,
but the buying activity is by no means
confined to these articles. Garment
manufacturers are feeling encouraged
by the amount of interest shown in
their products and by the number of
orders they have been receiving, even
though in most instances the individ-
ual quantities are not as large as they
hoped for. The style trend is. still
one about which retailers are in doubt,
although the uncertainty is being
gradually resolved. The general im-
Pression is that the season will prove
to be a pretty satisfactory one. Dry
goods distributing channels are fairly
active, considering the time of year,
quite a volume of goods moving in re-
sponse to orders. In the primary mar-
kets every effort is being made to
keep up promptness in deliveries, but
there is no striving to anticipate or-
ders or accumulate surplus stocks.
Gauging production to consumption
as nearly as can be ascertained is one
of the main aims of producers for the

time being.
eee re

 

If you are dissatisfied with your
Present job, just remember that “a
rolling stone gathers no moss” but
also take into consideration the fact
that a setting hen lays no eggs. If
you must change jobs, be sure to make
a careful study of yourself and condi-
tions before you make the leap.

 

 

 

 

 

 

 

   
 

February 16, 1927

EDUCATIONAL PROCESSES.

 

They Should Be Fostered With Great
Care.

Written for the Tradesman.

It never occurred to me that there
Was any special divinity attached to the
“little red schoolhouse” which figures
so extensively in discussions upon
methods in education; and still there
are certain advantages which accrued
to the children who had the advantages
of the lines of education fostered there
which are worthy of consideration in
the adoption of types in our modern
educational processes.

Because great men in the history of
our country had their initial tuition
in the little red school house does not
make the method and experience ideal
in the advantages afforded men and
women, but we may well be proud of
the fact that these primitive buildings
housed a good many children who
look back upon the training received
there as vital in the development of
their character and success.

The country school houses had little
connection with modern methods in
education. Help to the individual was
intrinsic and the personality of the
teacher was a tremendous factor. It is
a long way in evolution from the
primitive educational methods of the
country school to the modern system
of juvenile education and I sometimes
think that we would do well occasion-
ally in framing school work to hark
back to some of the advantages which
were attached to the old fashioned
ways. The machinery of these coun-
try schools did not stand in the light
of the real stuff to be imparted and
the opportunity for the individual to
forge ahead was not hampered by
regulations that applied to all students
in disregard of varied endowments,
tendencies and ambitions. The study
of individuals by the teacher and the
rendering of help comporting with the
needs was a dominant factor—not
having much emphasis in our present
school machinery. In watching the
processes of our present highly dif-
ferentiated system it seems to me we
are minimizing the special individual
needs of the students.

After all that is said and done, the
incidental in education cuts an im-
portant figure as compared with that
which is outlined in the curriculum.
As I review my own relationship to
primary, grammar and high schools
and even college work I am strongly
impressed with the values which came
to me in relationships not outlined at
all in the catalogues or curricula. The
things that I remember with the
greatest satisfaction and which have
been most helpful to me are the as-
sociations with the cultivated people
and the intimate relationship with
teachers and professors; and the cull-
ing out of associates in the student
body for close companionship.

I have forgotten most of my chem-
istry, botany and geology and only a
flavor is left of my language lessons.
outside of English, but there is etched
upon my memory and character the
utterances of great teachers with whom
I had a close attachment and I feel
to day the influence of students older

MICHIGAN

than myself who were my companions
and to whom I looked rightfully for
example and advice. My memory is
not treacherous and I know that the
lessons of most significance that I
took home with me and imparted to
the family during my school days
were not culled from books nor gath-
ered from stated tasks. They were
collateral to the outlined school work
and were the overflow from teachers
suggested by individual hunger for
knowledge, and I can never be grateful
enough to those in advanced classes
who appreciated my desires, anxieties
and ambitions and who were not ham-
pered by class distinctions and pride
of position in lending me a hand.

The acquirement of school values,
as developed in boys and girls, finds
its greatest outlet in resultant con-
duct, which expresses itself upon the
playground and in the home and in
the ordinary associations of student
life. In other words, behavior really
tells the story of educational values.
This almost ignores a lot of carefully
thought out methods of dealing with
children, which are crystallized in
rules and authoritative statements and
touch the hidden influences of human
associations.

I sometimes think that we have a
great many cumbersome details con-
nected with our school work that could
well be eliminated. However, I do not
wish to indicate a faul-finding mood,
for I am as proud as anybody of the
marvelous success in approved process-
es of American education.

The most important purpose of
school life is not the garnering of facts,
but rather the acquirement of a knowl-
edge of where these facts can be
found when they are wanted. We can
fill up with a great lot of stuff that
takes the place of thinking and while
the memory is quickened and develop-
ed, this accomplishment can be secured
just as well in acquiring other things
than simply a category of facts. Most
useful people do not carry a great col-
lection of these things to draw upon
at will, but they have acquired the
habit of learning where to reach for
anything they need at a moment’s no-
tice, so the process of learning to lo-
cate vital things is an important
thought in the educational processes.

I sometimes think that those charg-
ed with the responsibility of educat-
ing our youths are forgetful of two
mighty important considerations: One
is that in this world the first thing we
must think of is getting a living. All
other things are accompaniments of
this process. Our school education
ought to foster permanently those
things which will help the recipients
to a good living. Culture, happiness
and other most desirable qualities
niust be the accompaniments of the
advantages given to youth, that they
may acquire as easily and happily as
possible an honest, satisfactory living;
the second is that in all we give out to
school children we ought to have in
mind very prominently the way the
instruction will blossom in the family
circle. There is where we would ex-
pect to find an expression of the best
the schools can give and in this ex-
pression lies the development of the

TRADESMAN

type of character that will be of the
greatest service and add intrinsically
to the value of lives as attached to
other lives. Thus, in my opinion, mat-
ters of thrfit and proper home build-
ing should filter through all of our
school tuition. I am not forgetting
character culture and discipline, but
my attempt is to point out the fact
that first of all in our gettings we
must secure a livelihood for ourselves
and others for whom we are re-
sponsible and our school days and
their acquirements must have this in
mind as a vital recognition. The plan-
ning of our school processes must take
account of this fact and place upon it
the proper emphasis.

If we wish to promote the highest
type of democracy, it must be fostered
in the school work and on the play-
ground. If we wish the next genera-
tion to have less race, sectarian and
social prejudice than our own, we must
foster with the keenest solicitude the
habits and ideas' which underlie a
democracy. It is easy for us to find
fault with our educational system, in
the light of the fact that occasionally
a college graduate cannot spell or can-
not express himself in good English or
is forgetful of the ordinary amenities
of life, but the system may not be re-
sponsible for these exceptions. On
the whole the boys and girls are bet-
ter spellers and better writers and ex-
press themselves better in good Eng-
lish than ever before in the history of
our country; and still we have a right
to look carefully into the methods
that may be somewhat thoughtless
concerning the expression of what the
youths are expected to acquire in our
schools.

Reading aloud with a winsome voice,
an attractive expression in accent and
emphasis, carrying to others a beauti-
ful impression and satisfaction, is an
acquirement that ought to be fostered
in our education, because of its ulti-
mate value in radiating happiness.
Conveyance in good, serviceable Eng-
lish, either in writing or orally, is a
major feature which should be recog-
nized in every school curriculum.
Methods guaranteed to develop this
gift of expression are well worth the
most careful consideration in our edu-
cational process. I have thought that
the method of exchanging letters be-
tween students in different countries,
faraway from each other, is one of the
most valuable ways of acquiring this
gift, because the students have to
make perfectly clear a wealth of things
which are absolutely unknown to the
recipient of the message and the re-
quirement of giving this information
so that it shall produce the ‘best re-
sults is a splendid equipment for the
future of any boy or girl.

We pay a good deal of attention to
athletics and, judging from the letters
I receive from my boys and girls in
college and the conversations I have
with children from the district and
high schools, most of them seem to
regard it as about the most important
thing connected with our education
to-day. I think that physical educa-
tion is vitally important in our school
and college work and it must be
thought of in connection with health

   

 

9

and happiness and good balance in
education. Over emphasis, however,
in any direction, so as to break up the
balance, is an error in education. Still
it is quite natural that this emphasis
should be given, because we have
specialized in our education so the in-
dividual work of our teachers is nar-
rowed down to specialties. The only
way to keep the proper balance is to
have the association between the
teachers so close and their minds so
open and liberal that they shall have
well in hand co-operation in securing
the educational balance.

Technical training in music is a de-
lightful educational accompaniment
and still if I were to put emphasis on
music as a factor in general school
education, I would attach it closely
to home associations and let it find its
function in the home life and connec-
tions of every student throughout his
career.

In my present association for the
winter which have brought together
people who enjoyed in common the
experiences of primary education sixty
or more years ago, we take the great-
est delight in reviving the memories of
the school songs that were a real fea-
ture of our school days. Any school
exercise that sticks like that is worth
fostering and should never be out-
‘Srown or be replaced by substitutes
that involve greater technique.

If I were to make comparisons, I
would say that it was a great deal
more vital to teach children to be keen
observers than to be close students of
books. The best things in life and
those which are most far reaching in
their influence upon man are delight-
ful associations and they are acquired
through the senses. In the arrange-
ment of the school curricula, this
thought should be given a vital place.

While we are giving thought to the
athletics of our school and the physical
education in the making of good,
Strong, healthy bodies to hitch up to
the acquirements of intellectual values,
we ought to think a good deal about
diversions as giving the proper bal-
ance to life and adding to its zest and
happiness. The class of diversions
that should be fostered with great care
are those attached to the keen de-
velopment of the senses and the satis-
faction which comes from their expres-
sion.

With the development of good ob-
serving powers, a universal spirit of
love of democracy, a willingness to give
and take, a desire for service and a
wish to radiate happiness, we can at-
tune our school methods to life’s ac-
tivities in a way to foster high types
of character, beautiful expression in
conduct and the desire to fill as com-
pletely as possible a place of useful-
ness in human relationships.

Let us, as an aid to professors and
teachers in functioning as school pa-
trons, have some of these things in
mind when we are accomplishing one
of our obligations in visiting and be-
coming acquainted with the life of our
schools and those whose business it is
to control their Management.

Charles W. Garfield.

  

 

 

 

SHOE MARKET

Novelty Styles in
Arctics.

Some retailers are considerably per-
turbed over the possibility of a de-
crease in the amount of their rubber
business in dollars and cents, owing
to the introduction of the new styles
of low cut Owing to the
smaller amount of material in them,
many of these arctics sell at a lower
price than the higher four buckle or
automatic fastener types which have
been in general use. The retailers
argue that a pair of the low cuts will
nevertheless take the place of a pair
of former more expensive arctics, and
that when the total difference is
reckoned in dollars and cents at the
end of the season, the sum will spell
a substantial decrease in their ‘business.

There is probably some ground for
apprehension on this score, but it is
necessary at the same time to bear in
mind that women’s arctics from hence-
forth must be considered in the cat-
egory of style merchandise instead of
objects of utility pure and_ simple.
They will be more or less subject to
the dangers and disadvantages inher-
ent in the merchandising of style ap-
parel. But they also have increased
sales and profit possibilities by reason
of the fact of their style appeal. Re-
tailers t.roughout the country report
a steadily increasing consumer demand
for these novelty types of arctics. They
find that women who have bought
regulation styles of arctics only a few
weeks ago are now buying the newer
designs solely on the basis of their
smart appearance and style appeal.

The important point in connection
with the whole matter, it would seem,
is the fact that the introdcction of these
new novelty styles in arctics places
the rubber business on an entirely dif-
ferent plane with regard to merchan-
dising from that which it has occupied
in the past. Arctics and rubber foot-
wear from now on must be promoted,
advertised, displayed and featured, so
as to emphasize their style appeal and
when this is done it is evident that
their sales possibilities should be much
greater than those of the staple: kinds.

It should also be borne in mind that
a well established rule of merchandis-
ing recognizes the necessity of a kigh-
er mark-up on style merchandise than
on staples, because of the greater ele-
ment of risk involved in rendering the
service of distributing to the public
objects which are subject to frequent
and radical style changes—-Shoe Re-

Merchandising

arctics.

tailer.
——_>->—_

Women’s Shce Sales Improving.

Reports from makers of the better
grades of shoes for women tell of an
improving demand for “at once” de-
livery. In footwear of this kind for
general use the demand is divided be-
tween novelty strap pumps, open ties
and oxfords. Colored, tan and black
leathers are all asked for in the orders
received, including reptilian and other
novelty effects. Most of the latter,
however, are used as trimming. Heels
run from 1% to 1% inches in height in
the most favored models. With the
exception of strap pumps and slightly

MICHIGAN TRADESMAN

lower heels, the favored lines for sport
wear are almost the same as those for
general use. A wide use of colored
leather, much of it in metallic shades,
and brocade is seen in the evening
footwear now selling. Heels are ex-
tremely high, not many under two
inches being seen.

.  — 22s ___

Italy To Grow Medicinal Plants.

The Italian Association for Medicin-
al and Aromatic Plants has appointed
a committee to study the means of de-
veloping the cultivation of plants used
in medicine and industry. It is pro-
posed to form a national syndicate
that will include botanists, pharma-
cologists, physicians, chemists, manu-
facturers and other interested groups,
who will collaborate in attaining the
objects of the association. Markets
will be created for plants used in phar-
macy, perfumery and industry. The
scheme includes the establ'shment of
centers for plant collection, while a
mobile distillery will extract the es-
sential oils from native aromatic plants.

e232. _
Glove Buying Takes a Spurt.
Retailers’ orders for gloves have
been increasing considerably of late,
according to manufacturers. Warmer
weather has increased interest in silk
gloves, and orders for delivery up tc
Easter and even beyond are reaching
manufacturers in good volume. Fabric
gloves have been in good demand for
weeks past and have been actively re-
ordered. Most of the merchandise
being bought is of the novelty decorat-
ed type, the preferred colors being
those matching shoe and handbag
shades.
—— 2.2 .>___
Trends in Spring Handbags.
Lines of handbags for Spring fea-
ture calfskin and alligator leathers, in
addition to various staple grain ef-
fects. The trend is strongly toward
the matching of shoe and leather col-
ors with those of handbags. Some of-
ferings of sil bags are being made,
but manufacturers believe the vogue
for leather effects will continue until
far into the Spring. Bags of imitation
needle point embroidery are being of-
fered at attractive prices. Both pouch
and under-arm styles are being shown
in all of the merchandise.
—_22+__
Offers Novel Effect in Heels. _
With a view to making the ankles of
American women look slimmer than
they really are, one of the prominent
manufacturers of full-fashioned © silk
hosiery has brought out a novel design
in stocking heels. It is really a twin
heel of the cubist variety, consisting
of three triangles knitted into the heel
and ankle of the stocking ii such a
way as to produce an effect ot st'm-
ness to a marked degree.
—_2++.__
Another Advertising Plan.
About 125 of the retail grocers of
Reading, Pa., have organized a co-
operative advertising pool, and under
the joint name and emblem “Keystone
Stores” have made plans to start their
campaign at once. The stores will dis-
play a uniform sign, offer drive sales
at the same time, use joint posters and
local paper advertising and generally
operate with all the outward evidences
of the popular chain stores.

OUT AROUND.

Things Seen and Heard on a Week
End Trip.

If the good Lord ever made a more
beautiful winter day than last Satur-
day it is beyond the scope of my re-
membrance—and I pride myself on the
possession of a fairly good “remem-
berer.” As a young man I rather
cherished the idea of cultivating that
faculty to the extent of never forget-
ting those who had crossed my path
or gone out of their way to play me
scurvy tricks, but as the years creep
on and old age looms up in the dis-
tant future I find it absolutely impos-
sible to forget the people who have
done me good turns and very easy to
banish the names of the chaps: who
rolled stones and stumbling blocks in
my pathway. I am glad this is so,
because if the contrary was the case
I would find myself pretty busy these
days getting even on the old scores
which I would otherwise have to re-
pay with compound interest.

I like a good fighter and I like to
see a good fight, but when it is over
I like to see all concerned shake hands
and relegate the past to oblivion. I
believe a vindicative person is about
the poorest excuse for a man I know
anything about.

At Wyoming Park I found Paul
Gezon, who now conducts hardware
and grocery stores in separate build-
ings in the same vicinity, brimming
over with admiration for the hardware
convention which held its thirty-third
annual convention last week, with its
1732 members and a convention en-
rollment of about 1,100. “When I see
how well the hardware merchants do
things,” remarked the faithful Paul,
“and recall how far behind them the
organized grocers are, I sometimes
wonder if we will ever catch up with
them.” I frequently find it necessary
to console Paul when I find him in
such a mood and I usually succeed in
bringing him out of it by reminding
him that he has been Secretary of the
State grocers’ organization only three
years, while Arthur Scott has occupied
the same position with the hardware
men for twenty-five years. I believe
that added experience and more con-
fidence in himself and the other leaders
of his organization will enable them

 

 

 

 

 

February 16, 1927

to accomplish wonders along organ-
ization lines.

The cement “cut off” through the
Northeastern portion of Grandville is
a great improvement, enabling travel-
ers to avoid the sharp turn which has
been the scene of so many accidents in
the past. Grandville people are be-
ginning to take more pride than ever
in their homes and home surroundings
and I expect to see the village launch
out on a campaign of village improve-
ment some of these days which will
enable it to take rank among the
beautiful villages of Michigan. The
late Mr. Shoemaker pledged the vil-
lage to create and maintain a forty
acre park at the Grandville end of the
Grand River boulevard. If this pledge

— Fe —

Take

Advantage of
we
ogi”

4%

restige!

4

FIRESTONE is the best

known name
in the rubber
industry.

The exclusive Firestone
Franchise may be open in
your community.

WRITE AT ONCE
TO THE

Herold-Bertsch

Shoe Company
Distributors for
Michigan
Grand Rapids
Michigan

 

 

Michigan Shoe Dealers
Mutual Fire Insurance Company
LANSING, MICHIGAN

PROMPT ADJUSTMENTS

Write
L. H. BAKER, Secy-Treas.
P. O. Box 549

LANSING, MICH.

a

 

 

 

ean

  

 

February 16, 1927

was carried into effect it would do
much to start Grandville on the right
track.

At Zeeland I was assured by a
gentleman who is interested in the
venture that the new brass factory,
which recently went into the hands of
a receiver, will be promptly refinanced
and re-organized on a scale which
will provide ample capital for the con-
duct and expansion of the business on
the safe and profitable basis. I was
glad to learn that the promoter of the
undertaking will be given a prominent
place in the new re-organization.

The Lelands have now had charge
of the Warm Friend Tavern, at Hol-
land, four months and have complete-
ly rejuvenated it from the wretched
condition which prevailed under the
management of the incompetent old
grandmother who brought the beauti-
ful property into disrepute and con-
tempt. Under the Lelands the house-
keeping is superb, the meals are great-
ly improved and the service has ceased
to be a joke and has become a reality.
The utterly wretched Chicago wai‘ers
have been discarded and clean and
wholesome conditions have replaced
the offensive practices which marred
the dining room under the previous
(mis) management. Under existing
conditions the hotel is a joy to all
who are so fortunate as to share in
its brimming hospitality. Both Mr.
and Mrs. Leland are entitled to the
gratitude of the traveling public for
rescuing this hotel from the disaster
which confronted it under the previous
regime.

At South Haven I found the main
topic of discussion was the collapse of
the Hotel Janis, which closed down
ninety-four days after it opened for
business because the Board of Public
Works shut off the electric current,
no payment having been made on ac-
count since the hotel opened. I was
told that a South Bend bonding house
sold $100,000 bonds on the hotel, that
there is a second mortgage for $90,000
and liens amounting to $52,000—a to-
tal indebtedness of $242,000. With
only fifty-four rooms in the hotel this
means a cost of $4,500 per room, which
amount will probably be augmented to
$5,000 per room when the hotel is
completed. This is fully twice as
much as should be tthe case in a city
the size of South Haven and indicates
either one of two conditions—that
there was too much graft grabbed off
in the construction of the hotel or too
little actual hotel experience employed
in its planning. Walter A. Dickinson
has been appointed receiver of the
property and will do all he can to
bring about a re-organization which
will protect the interests of all con-
cerned. On the face of things it looks
to me as though the bondholders may
be able to realize 100 per cent. on
their investment, but the other cred-
itors will have to submit to a con-
siderable scaling down—possibly to
the loss of their entire investment. It
is a matter of general regret that so
praiseworthy a project should have
been so conducted as to precipitate 2
fiasco which involves so many people
in loss and disappointment.

When I was in South Haven last

em ee ee eee mien we ere te ww eee ee

MICHIGAN TRADESMAN

summer I chronicled the failure of

, Charles Gerber and commented on the

very unusual attitude assumed by the
local attorney of the busted grocer,
who declined to furnish me any infor-
mation in connection with the failure,
although I held a brief from a Grand
Rapids jobber who was interested in
the failure. I was told Saturday that
the estate paid the creditors 15 cents
on the dollar, which is pretty good,
considering the combination. A dis-
honest merchant and a lawyer who
assumes that creditors have no rights
which a lawyer is bound to respect
frequently precipitate an interesting
Situation for the wholesale houses
which have placed confidence in finan-
cial statements made by the debtor,
which subsequently prove to be false.

A brother of the defunct grocer is
now starting in the same line of busi-
ness at South Haven. If I was a
wholesale grocer I would want to
know something about his associates
in the legal fraternity before granting
him a line of credit.

Because of her easy accessibility to
Chicago, South Haven is evidently
destined to be one of the greatest sum-
mer resorts on the Eastern shore of
Lake Michigan. She has remarkably
good summer hotels, lodging and eat-
ing places and is constantly adding to
the number with great rapidity.

It has seemed to me for many years
that South Haven is so_ peculiarly
situated that she should employ a lan4-
scape architect—a city beautiful plan-
ner—to make a survey of the city and
its environs and present a comprehen-
sive plan of what should be done to
enable the city officials to pursue the
most approved lines in working out
the future development of the city. The
river front is anything but attractive
at this time, yet it possesses wonderful
opportunities for embellishment. Much
of the success South Haven will
achieve as a Mecca for permanent
summer resorters depends on the care,
thoroughness and far sightedness with
which her officials handle this subject
now while it can be formulated with
much less effort and expense than
would be the case five or ten years
hence.

‘Of course, I called on Editor Mon-
roe, publisher of the Daily Tribune,
who whisked me up to the Masonic
Temple erected and maintained by the
members of the local fraternity. The
arrangements and appointments are
certainly all that human _ ingenuity
could suggest along that line. I like
Mr. Monroe because he conducts a
good newspaper and also because he
is the son of a wonderful father, who
did much to assist in the development
of South Haven and stimulate interest
in the fruit industry of Michigan, to
which he devoted all the years of a
well spent life. E. A. Stowe.

—_»++.>__—.
Fatal Mistake.

Travers: A burglar got into my
house at three o’clock this morning,
when I was on my way home from
the club.

Waters: Did he get anything?

Travers: He certainly did! The
poor beggar is in the hospital. My

wife thought it was me.

1)

 

 

 

OUR SERVICE

of nearly forty years and a carefully chosen

tional service in the following lines:

Bonds
Escrows

Personal Trusts

Management of Buildings
Insurance Trusts

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Registrar of Bonds

implied in the functions given above.
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we could be of service to you or could co-operate
you.
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COMPANY

The first Trust Company in Michigan

 

OUR EXPERIENCE

well organized personnel enable us to give excep-

Investments Safe Deposit Vaults Trustee In Indentures
Receiverships Trustee Under Mortgages Administratorships
Real Estate Executorships Registrar of Stocks
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Chicago GRAND RAPIDS

First National Grand Rapids Nationa! Bank Building
Bank Building Phone 4212

 

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FINANCIAL

MODERN METHODS.

 

  

 

Their Application To the Retail
Hardware Business.*

Modern business is being run more
and more upon an analysis of facts
than upon the instinctive “hunch” or
“guess” method. One’s merchandising
instinct should be depended upon only
when quick decisions are necessary
and when facts are not available.

It has been the thought of people in
general that the hardware business was
a safe venture; there was little de-
preciation and that there were few
style changes. This, perhaps, was true
at one time. The hardware business
has gone through panics and booms
for ages without the slightest bad ef-
fect, but since the war there seems to
have been a decided change in all lines
of business. If you will consider a
few of the things which ‘have taken
place in the past ten years you will
agree that there is little to be left to
one’s imagination.

Thousands of our men were taken
from their quiet home life and thrown
into One enormous melting pot. They
were transported from camp to camp
and from one part of the world to
another. They were confined in quar-
antine camps and in crowded ships
where the common pastime was to
exchange ideas and experiences. From
all this developed a state of unrestful-
ness and new desires and when they
returned to their homes they im-
mediately put these new desires and
ambitions into action.

The automobile and good roads have
made it possible for people who in for-
mer years were content to live a quiet
home life to travel great distances,
where they indirectly are influenced by
the more modern methods of mer-
chandising.

The radio has been one of the great-
est factors in bringing the people all
over the country into closer touch with
what is going on in the world. The
farmer of to-day, living in what was
at one time termed the backwoods, is
just as well posted on the topics of the
day as his city cousin and any busi-
ness which has not kept pace with the
age in which we are now living finds
itself facing a grave problem.

It seems, from the articles publish-
ed in the leading hardware publications
that the hardware business is not
keeping step with other merchants.
Reports compiled by the National Re-
tail Hardware Association prove to me
that there is something wrong with
the hardware business. The fact that
I am one of the speakers at this con-
vention does not mean that I have
solved the problems of retail hardware
merchandising and that I have a sure
cure for hardware ailments, but I do
have some information, based on facts.
that if applied to any business will
help it.

How far would an army get in a
battle if every soldier did what he
thought should be done? This com-
parison is, perhaps, a little far fetched,

 

*Paper read at recent hardware con-
vention by Charles J. Crawford, of Port
Huron.

MICHIGAN

because the retail hardware business is
made up of individual stores and can-
not be tied together the same as a
chain of stores, but I say this to im-
press you with the fact that it is for
the good of the retail hardware busi-
ness to have every single store going
ahead instead of behind. There was a
time when a dealer would glory in
the fact that his competitor was going
behind and figured that it would mean
more business for himself. To-day
every hardware business which is not
keeping up with the trend of modern
business makes it that much better for
the department stores, chain stores and
mail order houses. To illustrate this
we will say that at one time the hard-
ware store was the logical place to

buy razors and razor blades, while |

to-day the majority of people think of
a drug store when you mention razor
blades. Why does this condition exist?
I have no figures to base my decision
on, but my answer would be that if
the hardware dealers had all kept a
complete stock of razor blades and
had displayed them where the public
could see them they would still have
a good hold on the razor blade busi-
ness.

There are some wonderful merchan-
disers in the hardware business and
they are just as shrewd as the mail
order merchants and chain store mer-
chants, but I believe there are too
many hardware dealers who are asleep
and the public judges the hardware
industry by these stores and it just
seems that it is up to the more prog-
ressive to spend a little more in in-
stitutional advertising and, where pos-
sible, to encourage the others to at-
tend the group meetings and conven-
tions more. By helping others we
help ourselves and I sincerely believe
that the future of the hardware busi-
ness depends a great deal upon the
education of our members who still
cling to the old traditions of the busi-
ness.

It was my good fortune to gain a
position in a department store where
the most modern methods are em-
ployed in merchandising. This store
was at one time a very small hard-
ware store which started in a very
humble way. The department store
business is not unlike the hardware
business. They have their problems
the same as the hardware merchant
and if the hardware merchant had to
contend with the style changes of
ladies wearing apparel he would throw
the sponge in the ring very soon.

The department stores have thous-
ands of dollars invested in merchan-
dise and equipment to the hardware
dealers’ ten dollars and business does
not just come to them as it would
seem. To me the most outstanding
features of their way of doing busi-
ness is the control they have of their
stocks by using the retail system of
stock control and the stock records
used in controlling their buying.

My time here does not permit me
to go into detail, but I will give you
a brief outline as I see it. By using
the retail system figures are com-
puted on the retail price instead of the
cost. This automatically gives a per-
petal inyentory of the stock on hand,

TRADESMAN February 16, 1927

 

 

 

 

GRAND RAPIDS
NATIONAL BANK

Established 1860—Incorporated 1865
NINE COMMUNITY BRANCHES

 

GRAND RAPIDS NATIONAL COMPANY
i i Investment Securities
ene canter *n@ Affiliated with Grand Rapids National Bank

= SS SeaassaeeasnsaaeesonesenenenOCneeenneses|

ASK MR. STOWE
He Knows What Our Collection Service Is

No extra commissions, Attorney fees, List-

   

al

 

 

 

 

Only one small service charge.
ing fees or any other extras.

References: Any Bank or Cnamter 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 Company of
New York City.

 

 

 

 

 

 

 

We want to Know You.

We want to know personally, the patrons
of this bank.

should know at least one officer of this in-

We believe every patron

stitution. It makes it easier for the cus-
tomer and easier for us where this contact
exists. May we suggest that if you haven’t
done so already you make yourself known.
If you know us and we know you it ought
to help both of us.

GRAND RAPIDS SAVINGS BANK

“The Bank Where You Feel At Home’
16 Convenient Offices

 

 

 

 

 

 

 

 

 

WE BUY AND SELL

MUNICIPAL
REAL ESTATE
INDUSTRIAL and
PUBLIC UTILITIES BONDS

Michigan Bond & Investment Co.
10th Floor Grand Rapids National Bank Building
one

 

 

attri eve

 

 

 

 

 

 

 

 

a

re i sa Na cia ban

February 16, 1927

MICHIGAN

TRADESMAN

13

 

tells exactly the margin of profit or
mark up, as it is termed, and gives a
positive check on leaks and shortages
which eat up profits in dozens of ways.
There is nothing complicated about
the retail system and it does require
the services of an expert accountant
to operate it and yet it is just in the
past few years that it has been put into
practical use.

Just imagine how nice it is to know
at the end of each month exactly how
much merchandise you have on hand
and to know how much margin be-
tween the cost and selling price of
what you have. If you know this you
can tell exactly what your gross profit
was for the month and by deducting
your expenses you know what your
‘net profit was.

We all know that we have items
like nails which we do not expect a
very great margin on and we also
have other items which we enjoy a
good margin on. We have to sell
enough of the better lines to make up
for the lack of margin in the other
lines and the retail system tells you
exactly where you stand. I am sure
that you will agree that this is much
better than waiting until the end of
the year, after the selling is all done,
to know what profit you have made,
if any.

With the retail system you buy your
merchandise and know that you have
it marked to bring a certain margin.
Then all there is left to do is sell it.
The department stores, by keeping a
record of their past sales and by mak-
ing a study of conditions, can tell al-
most to the dollar of how much they
can sell during the month. If condi-
tions seem quiet, if the season is late
or the weather bad, they realize that
some inducement must be made to
force their sales to the mark set. They
know what their mark is and just how
much they can sacrifice and instead of
marking down a number of items they
put a sensational price on a few well
known lines and this is where the poor
hardware man thinks he is being rob-
bed of business that rightfully belongs
to him.

The hardware man can do exactly
the same thing, but let me warn you
tha tbefore you try to put on sensa-
tional sales promotions you must know
the details of your business; you must
first have a margin before you sacri-
fice the profit on the lines you expect
to feature.

Now we will go into the manner in
which the department stores control
their buying. We all know that an
important feature of merchandising is
turnover. If you will compare the
reports given out by your National
Association you will find that depart-
ment stores are far ahead of the hard-
ware stores when it comes to turnover.
To gain turnover you must be very
careful you do not carry it too far, so
that you are out of merchandise too
much of the time from buying too
small quantities. This is also one of
the subjects discussed in the hardware
publications. Let us compare this
situation to an automobile. When the
engine of an automobile has died there
is no question in a man’s mind that
he is facing a real problem and fur-

ther, if he stands and merely looks at
the machine, it will be a long time
before he gets under way. In facing
such a problem the average man will
immediately begin to recall a large
variety of things which might happen
and begin to state the trouble in terms
of the engine, the carburetor, the
ignition system, etc. Contrast this
process with the man who commences
to monkey blindly with the various
levers and screws of his automobile
and who either gets out of his trouble
by mere accident or in most cases
makes the original trouble worse: and
there are hardware men all over the
United States running a business just
that way.

How many times have you tried to
buy a spring order of poultry netting
or wire cloth and wondered how many
rolls of each size to buy? Do you
know how many times you had to re-
order the best selling sizes and how
many rolls of the poor sellers you had
to carry over? How many times have
you said, “Put in a keg of eight penny
nails to make weight,’ when buying
an order from a jobber and at the end
of the year, when you took inventory
found that you had enough eight penny
nails to last another year? The most
interesting thing I have ever seen in
a business is a record showing the
number of cans of the different sizes
and colors of paint purchased during
three years of business. It shows just
how the demand changed from one
color to the other and how much
stock of each one should be carried.
By the use of the stock records the
buying of a great many lines can be
turned over to one of the sales people.
This helps in several ways. It gives
the sales person a greater interest in
his work and it gives the manager
more time for other important duties,
as well as the assurance that you are
not guessing at tie amounts you are
buying.

As I said before, “modern business
is being run more and more upon an
analysis of facts” and it costs you
nothing to have a complete record of
your stocks. Get the habit of con-
sulting your stock records when buy-
ing and your turnover will take care
of itself. During the next thirty days
get out your invoices for the past year
and make a list of the rolls of wire
cloth you purchased and the dates on
which they were purchased. Do same
with poultry netting, nails, barb wire,
lawn mowers and screen doors. Use
these lists to make up your spring or-
ders, it puts new life into your busi-
ness and also makes it more profitable.

——_>--->
Corporations Wound Up.

The following Michigan corpora-
tions have recently filed notices of dis-
solution with the Secretary of State:
Sandwich Manufacturing Co., Jackson
Detroit Postal Station Co., Detroit.
United Millwright & Engineering Co.,

Detroit.

United Home Telephone Co., Luding-
ton.

Independent Aetna Sprinkler Co., De-
troit.

Baldwin Piano Co., Detroit.

Detroit Durant Co., Detroit.

Iron Street Forging Co., Detroit.

 

 

 

Investment Securities

E. H. Rollins & Sons

Founded 1876

Dime Bank Building, Detroit
Michigan Trust Building, Grand Rapids

New York
San Francisco

Boston

Denver

Chicago
Los Angeles

 

 

 

 

 

 

Kent State Bank

“The Home for Savings”

 

 

With Capital and Surplus of Two Million
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.

Banking by Mail Made Easy.

 

 

 

 

 

$5,000 Harrison Co., Texas 5% Road Bonds, full county
obligation, dated June 10th, 1919, due June 10th,
1950, denomination $1,000., interest Arril and Octo-
ber 10th, at New York.

FINANCIAL STATEMENT

ER ECN COS ETEIOR | NEMEC TSA LCS BN i $15,947,410
PURE CRATE 1,476,000

Population 1920 Census—43,565 Opinion Chas. B. Wood, Chicago

Price to net 4.50%

These bonds have already been made tax free in Michigan. If interested,
please write or wire any of the offices below:

VANDERSALL & COMPANY
410 Home Bank Bldg., Toledo, Ohio
29 So. LaSalle St, 1006 Penobscot Bldg.,
Chicago, Illinois Detroit, Michigan

 

 

 

 

 

 

THE OLD NAFIONAL BANK

SP >
on ae

 
            

Raps

It’s surprising how many people write to
the Old National for advice on business
matters. And they always get a friendly,
thoughtful reply!

cA Bank for 6verybody_

MONROE AT PEARL NO BRANCHES

 

 

 

 

 

14

FRAUDULENT BANKRUPTCY.

 

It Is the Favorite Game of Com-
mercial Crooks.

The fraudulent bankruptcy, or
“crooked bust,” has become the fav-
orite activity of the commercial crook
in the past few years. The simplicity
of the crooked bust and the many
factors favorable to its perpetrators are
ample reasons for its popularity.

The crooked bust game is not new.
It has been practiced for years
throughout the country; but not until
a few years ago did the criminal fra-
ternity as a class recognize it as a
quick and easy road to riches. When
they did, the burglar laid aside his
jimmy, the con man discarded his gold
brick, and the high and low of crook-
dom rushed into business in large
numbers.

It is estimated that dishonest busi-
ness failures enriched our commercial
criminal gentry to the extent of $250,-
000,000 in 1925; and in 1926 the toll
was still stupendous, but considerably
less than the preceding year’s figure,
thanks to increased prosecution ac-
tility and more drastic legislation
which are slowly but surely curbing
the evil.

The scheme itself is simple, but the
crooked bust has a great many varia-
tions which make it exceedingly diffi-
cult for the authorities to meet and
overcome. Easy credit, keen business
competition and cheap money combine
with other factors to make it flourish.

A business is set up by the racket-
eers, who get their capital from their
angel. They place in charge of the
business their front, a suave fellow, a
counterfeit business man. They pur-
chase large amounts of merchandise on
credit, sell it to fences for from 30 to
50 per cent. of its value, and then gc
broke, leaving the creditors to try and
get their money.

An illustration of its attractiveness
in crook circles is the case of the three
racketeers who were sentenced to
short terms in jail a short time ago
for participating in a fraudulent bank-
ruptcy which netted them and_ their
accomplices about $150,000. The con-
victed trio served their terms, none of
which was longer than one year; and
upon their release they were free to
spend as they chose their share of the
loot, which they had concealed and
which the authorities could not re-
cover for the creditors.

It was a highly successful business
venture from the criminals’ point of
view. Split half a dozen ways, the
$150,000 gave each member of the gang
twenty-five “grand,” a tidy sum for a
few weeks’ work and excellent pay
for the three who earned their share
by serving time.

This band was but one of many
gangs of commercial crooks who have
been attracted to the fraudulent bank-
ruptcy game by its many elements ‘n
their favor. Many manufacturers
eager for business extend credit on
small evidence of reliability. In‘num-
erous instances, crooked lawyers stand
ready to help the criminals through
the bankruptcy courts by resorting to
all kinds of questionable tactics.

Of greatest importance to the bust-

MICHIGAN

ers is the fence, the buyer of the loot,
who will purchase any kind of goods,
no matter how crookedly they are ob-
tained, provided the price is low
enough.

. The fence, more often than not, is
the root of the crooked bust evil. Often
aS many as ten faked business failures
have been engineered and financed by
a single fence.

In view of the simplicity of the
crooked bust and the many factors ad-
vantageous to its perpetrators, it is
small wonder that so Many criminals
have chosen it as their game; but in
spite of the great opportunity for dis-
honest gain it offers, and in spite of
the alarming proportions to which it
has grown, it is being checked steadily.

The Bankruptcy Law has been
amended to make the crime punish-
able by five years in prison instead of
four, to extend the limit of possible
Prosecution from one to three years,
and to make the changing of the bank-
rupt’s books and other acts, which
were formerly held as evidence of
crime only, crimes in themselves. In
many cities prosecutions of fraudulent
bankruptcies have been greatly in-
creased.

Another deterrent effect has been the
fund of a million and a half which
was subscribed by business men of the
United States to wage war on com-
mercial crooks. Undoubtedly one-
tenth of the $100,000,000 decrease in
credit losses for 1926 is attributable
to the work of the investigators for this
fund, which has thus paid a dividend
of 600 per cent. in the twelve months
ending December 31.

But the fake failure evil has been
far from stopped, in spite of the pro-
gress made in this direction by more
effective legislation and by the work
of the Federal authorities and the
Credit Protection Fund investigators,
who have secured evidence which has
sent 189 commercial crooks to prison
and who now have 301 indictments
pending in the courts.

The crooked bust is a complicated
machine, notwithstanding its simplicity
of operation. In it are many kinds of
human cogs which add much to the
heavy problems of prosecution.

In the files of the National Associa-
tion of Credit Men, in New York, Chi-
cago, San Francisco and other prin-
cipal cities, are stories of scores of
dishonest bankruptcies in which the
central theme—the crooked bust—is
shown in several variations, with the
principal characters portrayed in vari-
ous roles.

There are stories that tell of failure
forced upon honest business men.
Commercial crooks learn that a small
manufacturer is having a hard time
making ends meet. The crooks place
orders for large quantities of merchan-
dise. The manufacturer produces the
goods; and when the time comes for
delivery the fake buyers say, “We
don’t want ’em.” And the firm is
stuck.

The phoney buyers suggest bank-
ruptcy, and offer to put it through by
dishonest means. The manufacturer,
cornered, agrees. He buys feverishly
on credit as much as he can get; then
sells the goods to his angels for a

TRADESMAN

February 16, 1927

 

 

 

 

 

 

NATIONAL PUBLIC SERVICE
CORPORATION

7% Cumulative Series A Preferred Stock

DIVERSIFIED TERRITORY: National Public Service Corpora-

tion, controls through stock owner-
ship companies furnishing electric light and power, gas and other utility
service to communities in states along the Atlantic Seaboard, namely:
New Jersey, Pennsyivania, Delaware, Maryland, Virginia, North Carolina,
seorgia, Florida and West Virginia. The territory in New Jersey includes
a portion of the great metropolitan district tributary and suburban to
New York City.

CAPACITY OF SYSTEM: The electrical systems have an in-

stalled generating capacity of 237,896
H. P. and 1,968 miles of high tension transmission lines. The gas systems
include generating plants of a daily capacity of 20,140,000 ecubie feet, and
640 miles of gas mains. During the year ended November 30, 1926, the
total energy generated by the systems was 429,632,745 K.W.H., and there
were made 1,631,013,000 cubie feet of gas.

BALANCE OF NET EARNINGS: -After provision for deprecia-

tion but before Federal In-
come taxes, Amortization, Preferred Dividends, ete., was $2,732,560, which
was in excess of 3.41 times the annual dividend requirements on the total
Preferred Stocks outstanding.

Price 96 and accrued dividend
yielding over 7.29%

Complete Statistical Analysis of Corporation's operations
and earnings will be sent upon request for Booklet T-15.

HOWE, SNOW & BERTLES

(incorporated) .
Investment Securities

GRAND RAPIDS

NEW YORK CHICAGO DETROIT SAN FRANCISCO

 

 

 

 

 

 

 

 

 

Keep Your Will A
Living Document

Do Not Permit It To Stagnate
With Out-of-date Provisions.

It should change as the needs of
your family develop. Provisions
which were ideal at one time often
prove utterly unsuitable at an-
other. Sons grow up and go into
business; daughters marry. The
family circle grows and shrinks:
your circumstances change, and

so should your Will.

 

GRAND RAPIDS, MICHIGAN

 

 

 

 

 

 

 

SRA scchapenhenieneeree ake

i

 

 

ss '¢

ee arene ares

February 16, 1927
fraction of their value. Then comes
the bust.

There are other reports in the files
that tell of slick gentlemen who be-
came wealthy through bankruptcies.
The more failures they went through,
the more prosperous they became.
Many of these gentlemen have been
put where they cannot practice the
crooked bust game for some time,
thanks to the Credit Protection De-
partment investigators who prosecut-
ed them. Others of this stamp, still
at large, are afraid to show their heads.

‘Crooked lawyers, too, are written ur
in the files; lawyers who guide dis-
honest bankrupts through the crowd-
ed courts by resorting to sharp prac-
tices. And there are crooked account
accountants, who are expert in doctor-
ing a bankrupt’s books. Friendly
creditors there are in large number;
friends or relatives of the bankrupt, tc
whom he gives a large part of his as-
sets to hold for him until the storm
blows over.

And all of these are dependent in
their nefarious operations on the
fence, for without him they would have
no safe place where they could dispose
of their loot.

The solution of the problem lies in
the ounce of prevention that more
judicious handling of credits would
give. In 1898 the credit losses in the
United States were three hundred mil-
lions. Since that time we have in-
creased the volume of our National
commerce five-fold; and our credit
losses in 1926 were but 66 per cent.
greater than the 1898 figure.

This comparison shows that good
work has been done by our credit ex-
ecutives; but the fact that credit losses
last year were a half billion dollars.
of which at least $200,000,000 might
have been saved by preventive tactics,
shows that the need for increased
prudence and restraint is imperative.

Until our credit managers exercise
the needed caution and thus supply the
ounce of prevention, the pound of cure
necessary to curb the commercial
crook’s depredations is unrelenting
prosecution.

When credit is handled judiciously,
and when creditors prosecute rather
than settle for a few cents on the dol-
lar in fake failures, then we can clean
the white collar bandit out of the
business field.

And when he goes, every person in
the United States will save the sev-
eral dollars he gives every year to
commercial crooks by paying the
higher prices which manufacturers
must charge in order to recompense
themselves for the $500,000,000 yearly
loss through the crooked bust and
other credit crimes. J. H. Tregoe.

—_2+ >
Snap Shots of Former Grand Rapids
Business Men.

J. C. Morhardt is one of several
brothers now engaged in the meat and
provision trade of Grand Rapids. He
was a nephew of John Morhardt, whc
lived in Grand Rapids fifty years ago.
John Morhardt was for several years
the proprietor of the old Bridge Street
House. Splendid meals were served
for 25 cents per meal. John Morhardt

MICHIGAN

was also a partner of John Widoe
dealers in meats. Their location was
on Monroe avenue, opposite the Or-
pheum theater. The best quality of
meats were served at the Bridge Street
House. ‘Several of the nephews were
trained in the market business by
Widoe & Morhardt.

B. H. Hannaford, hotel manager
and cafeterian (retired), read with
much interest an item contained in a
trade paper concerning the display of
foods upon the steam tables of cafe-
terias. The item, supplied by an ex-
perienced cafeterian, conveyed the in-
formation that comparatively a smal’
quantity of pies, puddings and kindred
desserts were sold when placed last
in the line of foods. A customer usu-
ally provides himself with meat, vege-
tables, bread and coffee and when he
has filled a tray with such articles, he
decides that he does not need pastry.
If the pastry attracts his attention 4+
first he may select pie or pudding be-
fore passing on to the meats and
vegetables. In commenting on the
subject of the item Mr. Hannaford
said: “Very little if any profit is real-
ized by the cafeterian on the sale of
meats. The high prices prevailing for
such foods and the shrinkage which
results during the process of cooking,
leaves but a narrow margin, if any.
when sales are made. The largest
profit to the cafeterian is derived from
the sale of puddings, cakes,
cookies, ice creams, ices, etc.”

Successful merchants of the
were good managers. The late A. May
was of that number. Mr. May was
usually stationed at the entrance of
his store with a warm greeting for
customers. No one was allowed to
leave the store without a word or two
of kindly interest from Mr. May. He
did not spend his hours in the solitude
of his private office, but was ever out
in front to meet the people. Mr. May
trained his sons in the art of sales-
manship. On one occasion when a
caller asked the whereabouts of one of
the sons, Mr. May replied: “I sent
him to the Morton House to buy 4
lot of furnishing goods. He has had
no experience as a buyer and _ will
probably order a lot of unsalable
stuff for the store. We may lose some
money on the lot, but the loss will
afford a valuable lesson for my son.”

Col. E. S. Pierce, who spent many
years in the sale of clothing prior to
1886, was aided in the transaction of
his business by several popular and
efficient salesmen. His brother, Capt.
S. K. Pierce, John Morton, I. L. Crit-
tenden and Major Grout (a brother-
in-law) were among the number. Col.
Pierce could, and did, outsell any one
of his employes. When on duty his
position was at the entrance to the
store where he greeted customers as
they entered or bade them “good-day”
as they departed. Colonel Pierce
erected and owned for a time the
Tower building, corner of Pearl and
Monroe, avenue, lately occupied by the
Fourth National Bank.

Arthur S. White.
a

There’s one consolation in being
poor. It costs a lot of money to be
rich.

pies,

past

TRADESMAN

15

 

 

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

 

 

 

 

SAFETY SAVING SERVICE

CLASS MUTUAL INSURANCE AGENCY
“The Agency of Personal Service”

C. N. BristoL, H.G.Bunpy, A.T. Monson

CWO
NEW LOCATION

305-306 Murray Bidg.

GRAND RAPIDS, MICHIGAN

 

 

 

 

 

Affiliated with
THE MICHIGAN RETAIL DRY GOODS ASSOCIATION

An Association of Leading Merchants in the State

THE GRAND RAPIDS MERCHANTS MUTUAL
FIRE INSURANCE COMPANY

320 Houseman Bldg. Grand Rapids, Mich.

 

 

 

Merchants Life Insurance Company

WILLIAM A. WATTS
President

RANSOM E. OLDS

Chairman of Board

 

Of*-es: 3rd floor Michigan Trust Bldg.—Grand Rapids, Mich.
GREEN & MORRISON—Michigan State Agents

Ca

 

 

 

 

 

 

 

 

MICHIGAN

TRADESMAN

February 16, 1927

 

STEMMING THE TIDE.

 

Fundamental Essentials Hardware
Dealers Must Cultivate.*

Choosing a subject that will prove
interesting and that can be even ap-
proximately covered in a period of
forty minutes is not an easy task, par-
ticularly with so critical an audience
as I am facing.

If 1 had a less intimate knowledge
of the problems of selling hardware at
retail I think I might easily have
chosen a subject and discussed it with
more confidence in my ability to sug-
gest a remedy for each and every
problem.

Fifty-one years ago last January 3
I literally shoveled my Way into the
hardware business. That is it was
necessary for me to borrow a scoop
shovel from a store across the street
and shovel snow for an hour and a
half before I could get the front door
open. I am not calling your attention
to this with any thought of becoming
reminiscent but as something of a
background for what I am going to say
in the few minutes allotted me.

At that time the country was just
beginning to recover from the panic
of the early seventies following rather
closely on the heels of the ending of
the civil war. A lot of things have
happened during that fifty-one years.

I have chosen to discuss some of the
things that have happened in that time
that have as I view it directly affected
the retail merchant.

The Grange Store: In the late
seventies or early eighties, I do not re-
call the exact date, the grange store
came into existence. While the farm
problem was less of a problem -then
it is to-day the farmers nevertheless
felt that they were being discriminated
against in the prices they were pay-
ing for their merchandise. The price
of farm products had dropped to the
lowest prices ever known. Hogs, $2
per hundred pounds; corn, 8 to 10
cents per bushel; eggs, 8 to 10 cents
per dozen, and other products in pro-
portion. They decided they could
open their own stores, which they did
in large numbers, and sell merchan-
dise to members at 10 per cent. above
cost. This had a very strong appeal.

As by far the largest part of our
population was on the farms merchants
were very much alarmed. Many of
them sold out to grange stores because
they felt they could not compete and
finally would be forced out. It did
not take many years for the grange
store to find out that it could not op-
erate on the 10 per cent. basis and
when they attempted to increase their
prices many members became dissatis-
fied and withdrew, feeling sure that
the 10 per cent. was all right if the
store had been properly managed.
Jealousy and suspicion had much to
do with the final passing of the grange
store. I have not seen or heard of a
grange store for many years.

Farmers Co-operatives: Along in
the early nineties farmers began or-
ganizing co-operative associations to
erect elevators to handle their own
grain. This finally led to the selling
: *Paper read at hardware convention by
S. BR. Miles, of Indianapolis.

 

of lumber, coal, barb wire, nails, paint
and building materials whic hdirectly
affected the hardware dealers. Some
societies opened general stores. Again
merchants became very much alarmed
and sometimes resorted to the boycott
of wholesalers and manufactures sellers
selling these co-operative organiza-
tions. As the boycott has never been
popular in America this method of
fighting acted as a boomerang. These
organizations claimed, and very often
did, sell their merchandise at. their
cost. It only required a few years to
demonstrate that they could not carry
on and sell merchandise at cost. The
handling of grain and live stock gen-
erally speaking resulted in better prices
to the farmer for his products.

Mail Order Houses: About this
time the mail order house came into
existence. They had ample capital
and adopted aggressive merchandising
methods. Again merchants were sure
their days were numbered unless some-
thing could be done to put this new
competitor out of business.

Many of the earlier efforts to com-
bat them proved good advertising for
mail order houses. Sales increased, and
they sprung up like mushrooms all
over the country.

It is an interesting fact that there
are fewer mail order houses to-day
than there were twenty years ago. In
fact there are only two outstanding
houses to-day. While their business
has shown an increase, much of it in
recent years is due to the increase in
the price of merchandise. And in the
last two or three years to the opening
of retail departments, and sample
stores.

These houses, in establishing retail
departments and sample stores in
smaller towns, virtually admit that the
mail order plan of merchandising has
its weaknesses.

Attempts Fail: Of all the early at-
tempts to displace the retail merchant
only the mail order house remains,
and as I have said, in fewer numbers.

It is human nature to be afraid of
the things we do not understand. As
we studied the grange store, the farm-
ers’ co-operative and mail order house
we feared them less.

It is frequently stated that hardware
associations were. organized primarily
to fight mail order competition. While
this undoubtedly was a contributing
factor the hardware associations would
have never attained their present
standing if there had been no other
reason for their existence.

Chain Stores: Just now we are
hearing a lot about chain stores. are
quite confident that they have solved
the problem of distribution and that
it is only a question of time until they
will occupy practically the entire re-
tail field.

To my mind it is simply the old
story that a new broom sweeps clean
and while this plan of distribution may
continue somewhat longer than the
grange stores, farmers’ co-operative
and mail order plan, it will in time
run its course and business will go
back into the old channels of distri-
bution which have withstood the test
of time. As an evidence of this there
are more so-called independent stores

in this ccuntry to-day than ever be-
fore.

Like the grange store, farmers’ co-
operative and mail order house the mo-
tives back of the chain store are pure-
ly selfish. No business founded on
purely selfish motives has ever been
permanent.

As we study the chain store we find
that they carry only a limited line of
merchandise. The lines that they can
sell at a profit and get quick returns.
Stores of this kind can never serve a
community efficiently. Operated with
complete stocks they could not suc-
ceed. Chain store owners and _ pro-
moters are neither super men or super
merchandisers.

The Department Store: The de-
partment store is the old country or
general store on a larger scale. Their
competition has been comparatively
little felt other than by stores in di-
rect local competition.

I am told that department stores are
feeling chain store competition more
than are the independents.

The chain store idea is getting back
to the single line idea—except the 5
and 10c and 25c to $1 stores, and the
Grant, Penny and similar chains. The
chains carrying a general line feature
moderate priced merchandise. The
kind that you hardware merchants
have hesitated at selling, fearing that
your reputation for selling quality mer-
chandise might suffer.

The chain shoe, women’s ready-to-
wear, candy, linen shops, grocers, meat
shops, auto accessories, cigar, sand-
wich shops claim to sell quality mer-
chandise at moderate prices.

The Drug Store: There is much
complaint of drug store competition.
We need drug stores as much as we
need hardware stores. There are very
few drug stores able to get enough
business on drugs and medicines alone
to keep them in business. They are
compelled to take on other lines or
quit.

The drug store is a friendly store.
It is a neighborhood institution. They
are open seven days a week and for
longer hours than other stores. Not
because they like long hours seven
days a week but because you and I
and the remainder of the public de-
mand this service.

In taking on new ‘lines they have
proven their ability as good merchan-
disers by selecting articles in popular
demand that only need to be attrac-
tively displayed and priced.

The average sales of drug stores is
less than half the average sales of
hardware stores, and their expense
ratio is 3 to 5 per cent. higher.

During the past few months a drug
chain in Indianapolis sold ten gross of
electric corn poppers at 98c each. The
same popper is being sold in hardware
stores of the city at 85c. The hard-
ware stores sold less than a gross.

Honestly I sometimes think we are
making a mountain out of a mole hill
on this “Drug Store Competition.”

Your Business: Now I afn going
to talk about your business. After all
that is the thing that means most to
you. In the face of all of these at-
tempts to find a better method of dis-
tribution you are still here and in in-

creasing numbers with greater sales
than you have ever known except in
the war period.

From the beginning the hardware
store has been a man’s store. We have
been slow to recognize the fact that
much of the merchandise that men
formerly bought in hardware stores
the women are now buying in other
stores.

I can distinctly remember when the
head of the houge was the family buy-
er. The family was outfitted spring
and fall. Father selected the boots—
that was before the day of shoes for
men and boys—and the clothing. The
members of the family were taken
along for things they wanted. I have
sold many a heating stove and cooking
stove to father that mother did not
want at all.

But that situation is now almost
completely reversed. To-day the wife
is the family buyer. Father is too
busy with the details or earning the
family income to bother about spend-

ing it. Hardware merchants have
been a bit slow in recognizing this
change.

There is a marked difference in the
shopping habits of men and women.
Men usually know what they want and
go to a store where they are known,
and buy it as quickly as they can. They
do not like to shop.

Women know what they want, but
like to be sure that they get the pick
of the market. They rely on their
own judgment of values rather than
that of the salespeople. They are more
interested than we inen in making the
family income go as far as it will. We
have come to know this and find it a
matter of economy to let our wives do
much of the family buying.

Women like to shop. Frequent “re-
duction sales” in stores catering to
women have encouraged the shopping
habit. They like to shop in stores
where the merchandise is clean, at-
tractively displayed and marked in
plain figures,

When in quest of a cooking utensil,
they do not like to stumble over a
garbage can in entering the store or
snag their gown on a nail keg, in an
effort to help the clerk find what they
are looking for. And when they find
it soil a new pair of gloves—or at least
their hands—in examining it once it
is located. If your store is of that
type, is it any wonder that much of
the business you once had has gone
elsewhere?

In the last five years your National
Association has made a very intimate
study of more than 7,000 retail hard-
ware stores, located in forty-three
states. These studies are based on
actual figures, submitted by Associa-
tion members. You have received each
year the figures in pamphlet form.
From these figures complete analyses
have been made for more than 500
stores. This is the most comprehensive
study ever made of any retail busi-
ness. These studies have given us a
very clear understanding of the finan-
cial situation in retail hardware stores.
Our conclusions are based on facts,
not theory.

One very outstanding thing that we
have learned is that few stores have

 

 

February 16, 1927

MICHIGAN

TRADESMAN

 

any real knowledge of their business
from records.

I do not know of any business that
has been permanently successful that
did not keep records to guide it in the
right channels.

Lower Expense Ratio: By compar-
ing the cost of selling hardware at re-
tail with similar costs in other lines
we find that with one or two excep-
tions hardware costs are less than in
these other lines. However, by keep-
ing an accurate classified expense ac-
count and carefully studying each
item many merchants have been able
to show a reduction in their expense
account. <A reduction of 1 per cent.
in the expense account is equal to 5
per cent. profit on 20 per cent. increas-
ed sales. Yet I have been told by
merchants that they might reduce their
expense account may ‘be 1 or 2 per
cent., but they did not think it was
enough to bother with.

In January 1925 a midwest member
submitted figures covering his 1924
business. A complete analysis of his
figures showed sales of $81,850. A
margin of $10,262 or 12.54 per cent.
Expense $9,903 or 12.10 per cent. Earn-
ings on sales of 0.44 per cent. In the
analysis a plan for 1925 was worked
out and followed with the result that
1925 sales were $84,676 an increase of
$2,826. His margin was 20.18 per cent.
an increase of 7.64 per cent. His ex-
pense was 14 per cent. an increase of
1.9 per cent. $893 of this increase was
in increased salary to the owner. Please
note the profit for the year was $5,230
or 6.18 per cent. as compared to $359
or 0.44 per cent. in 1924. He bought
and sold on a definite plan. His in-
creased margin was the result of push-
‘ng sales on better margin lines.

You cannot buy or sell intelligently
without a complete expense account as
a basis for determining margin. Sup-
pose we make that application to buy-
ing. You men know, or at least think
you do, the prices at which much of
your merchandise must be sold to
meet competition. I wonder how
many of you use that knowledge in
your buying. That is how many of
you buy back from the selling price.
In other words, if you know that an
article must be sold at a dollar, and
you know that your cost of doing
business is 25 per cent. of the selling
price, deduct 25c from the dollar which
gives you a cost of 75c. If you are
to make a profit you must buy that
article for at least 70c, giving 5 per
cent profit.

It is quite the custom in hardware
stores, and in many other independent
stores to accept whatever price is made
them by wholesalers and manufactur-
ers and then trust to luck to be able
to sell it at competitive prices and
earn a profit.

It is your business as buyers to know
the price you can pay. Your friendly
enemies, the chain store, and the mail

order house, buy on the basis of the’

selling price. That is why they are
able to earn a profit. There is no
element of guess work in their buying.
Thanks to records.

In the past year I have suggested
this plan of buying on the basis of the
selling price to many dealers. Several

of them have told me that it is work-
ing. They have not yet found the right
price on some of their merchandise,
but they are making headway. They
are making headway because they
know what they want and insist on
getting it.

Another problem in buying that has
not been given very much considera-
tion is the grade of quality of mer-
chandise you are buying. Most of
you are buying the same kind of mer-
chandise that you bought ten, fifteen
or twenty years ago. You are doing
this in spite of the fact that there has
been very decided change inthe qual-
ity and kind of merchandise people
are buying. While salaries and in-
comes are greater than ever before in
the history of this or any other coun
try they have not kept pace with the
increased cost of living, or at least
with the way a lot of people are living.
The most of us are finding it neces-
sary to practice economy. This has
created a demand for lower priced
merchandise.

The hardware trade has been rather
slow in recognizing this changing de-
mand and in taking steps to meet it.
Merchants in other lines have recog-
nized this change and have taken much
of the business that belonged to you
and that you might have kept had you
recognized this changing demand.

Until recent years much of the fam-
ily income went into a new home or
into improvements on the old one.
There was a fenced garden, a chicken
house and yard. To-day people are
renting and spending a considerable
portion of their income for an auto-
mobile and its upkeep. They are not
building new homes and equipping old
ones. They are away from home too
much to bother with a garden and
chickens. Ke

Woodworking plants are doing much
of the work formerly done by the car-
penter. This means these mechanics
are buying fewer tools. If volume of
sales have been maintained it is be-
cause there are more mechanics.

All of this has meant a loss of busi-
ness to you. This business has not
gone to some one else, it no longer
exists.

Selling Same. Quality: You have
insisted on selling the same quality
hardware you have always sold. You
might have gone on doing this more
successfully if the World War had not
come along and doubled and some-
times trebled the price of your mer-
chandise.

You cannot get the same mark-up on
quality merchandise that you did when
prices were half or less. That ac-
counts in a large measure for your
lower margin.

Please do not misunderstand me, I
like quality hardware, I like to sell it,
I like to buy it, but the fact remains
that many people are insisting on pay-
ing about the same price for about
everything they buy in the hardware
line, as well as other lines that they
did before war prices hit us.

It may be true that they are getting
only what they pay for, but if they are
satisfied with it, and apparently they
are, they are going to keep on buying
it. Mechanics and a lot of others who

believe in and like quality hardware
are going to keep on buying it, but
the thing that confronts you is, are
there enough of such buyers to keep
you in business.

Why should a householder who uses
a tool or utensil three or four times a
year pay a dollar or two dollars for
an article when a 50c or a dollar one
will answer their purpose just as well.
We can insist until we are black in
the face that he had better buy the
quality article but he is going to keep
on buying the cheaper article just the
same. The question is whether you
want this popular price business along
with your quality business. In fact
the real question is can you get along
without it.

A 10 per cent. increase in sales on
better margin lines will take many a
business out of the red.

This raises the questions, where cary
you buy this popular priced hardware;
A few days ago a successful hardware
retailer told me that the makers of
this class of merchandise and other
sundries were soliciting his ‘business
on the same price basis as the chain
stores. This is a development that is
going to continue. A number of fac-
tories have sprung up to make this
popular priced merchandise. They
have developed a capacity greater than
is necessary to supply the chain stores.
This means that they are going ‘to
seek other outlets.

Hardware jobbers are just as much
interested in the solution of this prob-
lem as you retailers. If the chain
hardware store comes, as many seem
to think it will, particularly in towns
of 10,000 population and up, and as a
result you are forced out of business
the jobber is going to be forced out at
the same time. He cannot now, and
never will be able to sell the chain
store. Short-sighted is the jobber who
does not recognize his responsibility
to himself and to you and promptly
face it.

Personal Contact: There are two
outstanding factors in selling that you
have been rather slow in recognizing
The first is personal contact.

Joseph T. Snyder, until about a year
ago, owner and manager of the
Joseph T. Snyder Cigar Stores Chain,
in discussing the Basis of Chain Store
Success in a recent article in Chain
Store Age, had this to say about per-
sonal contact. “It is only fair and
sensible for us to recognize the fact
that the management or personnel in
chain store operation can only ap-
proach but never attain the effective-
ness of the individual store owner and
operator in the most aggressive form.
There is and always will be a place for
the clever, independent store owner
who will attract and hold business by
the power and distinctive service which
is characteristic of his store and em-
ployes. That atmosphere which often
customers themselves cannot always
define, but which brings them back
again and again and makes them true
friends of the establishment. The
chain store owner cannot guite attain
the same degree of personal pull, and
power, and I don’t think ever will, but
much can be done to approach it that
is not now being done by any but the

 

 

 

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This year marks also
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350 Madison Ave. New York, N.Y.

 

 

 

   

Se SS a eS

18

wide awake firms. House organs for
employes, sales conferences, specialists
for the training of personnel and many
other things help to give general store
organization a degree of this valuable
factor of personality.”

I think there is a wonderful lesson}
in that summing up of the value of
personal contact. If sales conferences,
specialists for training of personnel is|
good in chain stores why not in yours.

Another factor which we have been
slow in recognizing is that of display.
We have been too much inclined to
hide our merchandise in shelf drawers
and to keep it in the original boxes.
Sometimes I think we are afraid that
if we display it someone might buy
it and we would have to go to the
trouble of ordering more.

The old saying that “merchandise
well bought is half sold” should be
changed to merchandise well display-
ed is two-thirds sold. People are buy-
ing largely on sight rather than qual-
ity. The price appeal is a very strong
factor in influencing sales. I cannot
agree that this applies only to a low
price. Buyers are always more inter-
ested in an article that is priced than
one that is not.

Your Association is a pioneer in
bringing to your attention the best
methods of open display. You will do
well to spend at least an hour or two
at your Association booth in the ex-
hibit hall.

You will recall that Mr. Snyder re-
ferred to that atmosphere which often
customers cannot themselves define,
but which brings them back again and
again and makes them fast friends of
the establishment.

The right atmosphere means in ad-
dition to a cheerful personal greeting
a cheerful, attractive store. Start with
your show windows, make them clean,
bright and attractive. Paint your
ceiling a flat white or ivory, your side-
walls a light cream or buff, the walls
back of open shelving a flat white. The
panels of your display doors and the
interior of your open display cases
orange. And you will have gone a
long ways toward creating the right
atmosphere in your s‘ore.

To attract outward attention why
not adopt a standard color for hard-
ware store fronts. Is there a better
combination than orange with a black
trimming? The Milwaukee local as-
sociation has adopted these colors. In
addition they have an attractive cut-
out o ntheir show windows reading
“Better Hardware Stores.”

In closing, let me urge you to make
greater use of your State and National
Associations. Your principal com-
petitors are financed to command the
highest type of merchandising talent
and they are doing it. Against this
you are fighting almost single handed.
Get away from the idea that your busi-
ness and your customers are different
and that therefore methods that have
helped others will not help you. The
fundamentals of retailing are the same
everywhere and in every line. This
is proven by the success of chain stores
whose stores and methods are the
same in every store in a chain. They
do not find these peculiar conditions

 

MICHIGAN TRADESMAN

that many independent stores are so
sure exist in their business.

Raise your Association dues to $50.
Employ or develop men trained in
every department of retailing. Make
your Association office a laboratory
where your problems may be studied
and a solution worked out.

Make it a place where you can go
in person or send your sons and
daughters or employes for a thorough
study of accounting, merchandise, dis-
play, advertising, salesmanship, buy-
ing, etc. Where can you invest $50
that has so big a return?

In the meantime do not forget that
you already have Arthur Scott and
Charley Nelson at Marine City, who
are rendering unusual services to mem-
bers asking for it. If 25 per cent. of
your 1,800 members were to ask Mr.
Scott for personal service they need
you have not given him the help and
equipment to render efficient servicé
promptly.

You are the Association. You can
make it what you will. Make it in-
dependent of outside influence. It ig
your business and your job to ade-
quately finance it. With the help of
your bigger, broader, better Associa-
tion develop your own business to a
higher degree of efficiency and you
will have less need and time to worry
about competition.

——_+-+ + ____
Group-Meetings of Retailers Featured

Following each of the featured ad-
dresses of the speakers at the Better
Merchandising Conference at the Ma-
sonic Temple, Detroit, March 8, 9 and
10, there will follow a ten minute dis-
cussion of same led by merchants.

On Wednesday, March 10, from 2
to 4 p. m., there will be a series of
group meetings, covering drugs, gro-
cery, dry goods, hardware, clothing
and other groups, at which the re-
tailers in each line will gather together
for a round-table conference among
themselves of their problems and to
discuss how to meet these success-
fully. :

Each morning from 9 to 10 a. m., on
the three days of the Conference, re-
tailers will have an opportunity to visit
and inspect the Exposition being run
in conjunction with the Conference
itself and will have many opportunities
afforded to get new ideas as to store
arrangement etc.
S. E. Sangster,

Director of Publicity.

——_ ++

Silk Consumption Shows Gain.

Deliveries of raw silk to American
mills during January rose _ sharply,
amounting to 48,307 bales, compared
with 39,771 in December, according to
figures issued by the Silk Association
of America. Imports during the
month were 48,456 bales, which were
also a gain over December, when the
receipts were 45,119 bales. Stocks on
hand Feb. 1 showed a small increase,
being listed at 52,627 bales. At the
end of January there were also 17,700
bales in transit between Yokohama,
Kobe and New York.

—_22.____

Women inspire some men, and then
head them off before the inspiration
can be carried out.

February 16, 1527

 

RETAILERS: wl

YOU are cordially invited to attend
this Affair. It is for YOU.

A BRASS-TACK, GET-MORE-BUSI-
NESS MEETING of Merchandising
x Talks, Demonstrations and Exhibits—

full of IDEAS.
A SILVER LOVING CUP

is offered Chambers of Commerce or
Retail Merchants’ Associations, based
on population and mileage covered, in

Conary WT cities or towns of over 5000, sending
AA the largest attendance of merchants to

THE BETTER MERCHANDISING
CONFERENCE AND EXPOSITION

to be held in the new Masonic Temple

IN DETROIT, MARCH 8, 9, and 10
Special Entertainment for the Ladies

Plan to come Now—make your reservation immediately.

7 Keys openit

—7
BETTER
BUSINESS @)
Ss
Ny y
4

a

re
TACO TUN

Pia Ge
cesta Le),

 

Auspices of
Wholesale Merchants’ Bureau, Detroit Board of Commerce.

Endorsed by
Retail Merchants’ Bureau and Adcraft Ciub of Detroit.
also by Chambers of Commerce and Retail Merchants Associations of
Flint, Jackson, Saginaw, Battle Creek and many other Michigan Cities.

REDUCED RAILROAD FARES

effective throughout Michigan, Indiana, Illinois,
Ohio, on a certificate plan, of a fare and a half.

BETTER MERCHANDISING CONFERENCE COMMITTEE

 

 

909 Polk Directory Bldg., Detroit, Michigan

 
 
 

 

 

   

is most apt
to occur‘

The. sidewall is the vul-
nerable point of attack on all
tires. Here every jolt and jar
makes an attempt at destruc-
tion.

The CORDUROY CORD is the only tire possessing real Sidewall
Protection. Investigate CORDUROYS for yourself. Obtain this genuine
saving and economy. Test a CORDUROY against the other tires on
your car. Results will convince you. Try it.

CORDUROY TIRE COMPANY
GRAND RAPIDS, MICHIGAN

Corduroy Cords

Sidewall Protection

(REG. U.S. PAT. OFFICE)

Added Reinforcement-An Original Patented and Visible PLUS feature

 

ata

naam sca ers sear contin Baa ah ance

February 16, 1927

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.

nt.
Secretary-Treasurer—F,. H. Nissly, Yp-
silanti.
Manager—Jason E. Hammond, Lansing.

Merchandise Fair To Be Held in May.

Lansing, Feb. 15—All of our mem-
bers have received the Prospectus of
our Spring Merchandise Fair which
will be held in the beautiful New Ho-
tel Olds in Lansing, May 10, 11 and
12. The magnificent ball room will
be made over into an exposition hall
and the booths so arranged that mem-
bers who attend the convention ses-
sions will pass through the exposition
hall to enter the convention hall by
the stairway leading above.

But little personal solicitation has
been given to the selling of the booths.
More than one-third of the booths are
already sold and long before the first
of May all of the 45 booths will be
sold at an average rental of $80 per
booth. We are not quite ready to give
the list of names of those who have
already signed contracts for their
booths, but you will be interested to
know that they are wholesalers and
manufacturers who do _ business in
Michigan.

It is planned to solicit exhibits in
Chicago, Cleveland and Detroit in the
near future unless the booths should
all be taken before solicitation appears
necessary. We have an expert to
supervise the erection of the booths
and their management during the con-
vention. The financial success of -the
venture is already assured.

We believe that May is a desirable
time for the convention and we hope
that our members are already planning
to be in Lansing during the second
week of May. We have a good quan-
tity of the prospectuses on hand and
if any of our members have been care-
less and mislaid the ones we sent out,
we would be glad to send more.

Jason E. Hammond,
Mer. Mich. Retail Dry Goods Ass’n.
++ —
Progress Is Made in Group Buying.

Group buying by retailers is mak-
ing sound and progressive headway
and is now working out satisfactorily
in its relations with the wholesale
trades according to opinions expressed
by executives here. Those in close
touch with actual operation of group
buying see it as a permanent develop-
although naturally subject to
further refinement and adjustment in
accordance with merchandise’ trends

and market happenings.

ment,

While at first there were a number
of objections raised by wholesalers,
particularly in the ready-to-wear
trade, to certain features of group
buying, it is said that these have now
been eliminated or greatly curtailed by
closer co-operation between the buying
groups and the producers. For one
thing, price no longer receives such
stress in the operation of the scheme
as was the case when group buying
first started. Less is heard of the
pitting of one manufacturer against
another. Adequate selection of style
merchandise is becoming its strongest
feature.

: In one particular especially has the
group system worked out to fullest ex-
pectations. This is in the matter of
reducing markdowns for the retailers
participating. Speaking on this phase
of the matter before the convention of
the National Retail Dry Goods Asso-
ciation last week, Ernest C. Hastings

MICHIGAN

of the Hastings Research Group. of

this city cited the example of one
store in this organization’s group
which reduced its markdowns from

1% to 2 per cent. The reduction is at-
tributed almost entirely to group selec-
tion.

This lowering of markdowns, a pro-
cedure of great importance to most
stores, comes about, it is claimed
through the greater accuracy in the
selection of stylish and salable mer-
chandise by a group of buyers, rather
than where the decision of purchase
rests upon the judgment of an indi-
vidual buyer.

It is pointed out that style has be-
come so dominant a factor in almost
every line of merchandise that indi-
vidual selection becomes far more
risky and usually results in greater
markdowns, particularly if the buyer
is not closely in contact with the pur-
chases and demands of consumers on
the sales of the store. Too
often do the selections made by the
individual buyer, it is brought out, re-
flect his or her own likes and dislikes.
Selections made by a committee of
group buyers are far more likely to
be well rounded and to possess the
selling qualities of style.

Dealing with the question of price
in relation to group buying, the point
was made by Mr. Hastings that this
aspect has been overrated. Many mer-
chants, he pointed out, have the im-
pression that store groups were ot-
ganized primarily to secure price con-
In ninety-nine cases out of
a hundred, he said, merchants who
have joined groups with this idea in
mind have been disappointed. There
are, of course, price adantages to be
had where a number of stores are will-
ing to pool their purchases and con-
centrate these with certain manufac-
turers. Even in this case the selec-
tion advantage is held to outweigh
inat of price.

The value of group buying, propo-
nents of the plan say, has been increas-
ingly recognized recently by the
smaller stores, and many of them have
joined various groups represented in
the market here. It is the small mer-
chant who needs the benefits of better
buying both from the standpoint of in-
creased volume and the reduction in
knowledge and experience strongly
markdowns. The importance of group
buttresses the confidence and buying
ability of the buyer representing the
smaller establishment.

floors

cessions.

At the same time, it was added, there
has ‘been no diminishing of interest on
the part of the large stores, which
were primarily responsible for the
creation and initial operation of the
scheme. It is said to be working out
excellently for these establishments,
and some of the highest priced mer-
cantile executives now rule the desti-
nies of the varied groups.

As has been suggested, the objec-
tions raised by manufacturers to the
plan have been smoothed over, and
many of the largest producers of many
lines of merchandise here are extreme-
ly desirous of working with the group
buyers. Various differences which
might make for trouble are dealt with
as they arise by a committee repre-

TRADESMAN

senting the groups and the manufac-
turers of ready-to-wear. In this way
the wholesalers are enabled to put an

immediate check on anything that
savors of imposition. A number of
manufacturers regard group buying

very highly and say their experiences
with the method hae been very satis-:
factory.

The extent of the purchases made by
the groups is very large and includes
a wide variety of merchandise, but
Thus, the
wholesaler who has a’ model selected
by the impartial judgment of a com-
mittee of group buyers is assured a
substantial volume of orders and re-
orders accruing from all the stores in
that particular group.

Moreover, the styles selected are fre-
quently changed so that there is stim-
ulated activity not only in the whole-
sale market, but for the retailer as
well. The ready-to-wear manufactur-
ers are kept strongly on the alert
knowing that new styles if satisfactory
will find a substantial demand imme-
diately. The retailer is able to offer
new models at regular times during the
season, in addition to the initial sea-
sonal ones that are selected.

Copying of the models selected by
the groups is the outstanding difficulty
in connection with the plan, but the
competitive effects of this are said ic
be greatly exaggerated. Actual experi-
ence has proved the value of enabling

particularly ready-to-wear.

group stores to get their styles first
and to secure a certain mark-up and
lessened mark-downs. Thus far copy-
ing and competitive offerings have not
served to affect these two important
considerations——N. Y. Times.

+

Offer Silver Loving Cup.

The attendance
Better Merchandising
which will be held at the Masonic
Temple in Detroit, March 8, 9 and 10
are offering a beautiful silver loving

committee of the
Conference

cup to the chamber of commerce o:
retail merchants’ association in towns
or cities of over 5,000 which send the
largest attendance of their retailers t
the Conference. The award will be
based on population and mileage cov
ered.

Reduced fares, on a cer-
tificate plan, fare and a half, are effec-
tive from St. Louis, Mo., and points
in Illinois, Indiana, Michigan, Ohio
and Pennsylvania. Retailers, in pur-
chasing their tickets, should obtain
from ticket agent a certificate, which
must be validated and handed in to the
special agent at the Masonic Temple
during the Conference, when a half-
fare return will be allowed. Be sure
and get the certificate when purchas-
ing your ticket. S. E. Sangster,

Director of Publicity.

railroad

—_2+.>——
Linen Sales Picking Up.

Holes that were made in retail
stocks of linens by the recent January
sales are now in the course of being
plugged up resulting in a noticeable
increase in the movement of this mer-
chandise. Retail buying of linens is
better than it has been for some time
Household linens of ail kinds are be-
ing taken in good volume, with prompt
shipments specified by most of the or-
ders that have recently been placed.

19

In this merchandise is represented the
more or less staple damasks, as well
as novelty luncheon and other sets.
Towels also have been active since the
beginning of the month. At present
prices the household lines represent
good values, and this fact is apparent-
ly not with the re-
tailers.

without weight

foe See cee

Dance Sets Strongly Featured.

Dance sets, comprising step-ins and
brassieres to match, are the dominant
articles in the Spring underwear lines
for women. Combinations are still be-
ing taken well here, both in tailored
and lace-trimmed lines, but dance sets
are getting considerably more atten-
tion from buyers this season than
The step-ins are shown with
georgette crepe de
chine, according to a bulletin from the
United Underwear League of America
and also in plain designs worked out
in crepes, knitted silks and rayon
fabrics. Lingerie colors show that the
pale shades of green have been em-
phasized more than usual this Spring,
as have flesh pink and the new Deau-
ville blue.

usual.
flounces set on

a

Kasha Coats Widely Favored.
The outstanding development re-
cently in the women’s coat trade has
been the greater favor accorded kasha
garments. Much of the business placed
during the past week has been in coats
of this material. Its vogue is gaining
steadily, and predictions are made that
it will

dominate in the pre-Easter

selling. New models featuring the fab-
ric are being prepared and will soon
be shown. Twill coats are also in good
cemand, although not to the extent
expected because of the sudden rise to
favor of the kasha merchandise. In
the higher priced dressy coats much
attention is given to garments of
jorella, suede and cashmere weaves.
—_++>

Playing Up Two Spring Fabrics.

Manufacturers of children’s an‘
juniors’ clothes are laying considerable
stress on two fabrics for Spring. One
is known to the trade as kasha and the
other as jersey. The former is widely
used in Spring coats, and the better
qualities of jersey are used for two-
piece frocks for both small and large
girls. In the junior lines the three-
piece ensemble is one of the most suc-
cessful items. This type of garment
is worked up in figured silk, combined
with satin, and also in woolen ma-
terials. Where the three pieces are not
used the frock is designed to simulate
skirt and jumper.

a

Twill Coat Demand Improves.

Although twill coats have suffered
somewhat from the increasing com-
petition of kasha garments, an active
demand for the former was reported
yesterday by several manufacturers.
They expressed the opinion that the
call for twill merchandise was now
beginning to reach its stride. Unless
the demand did grow, it was added,
the season would develop
satisfactorily for many manufacturers
who have prepared large lines. Pleats
and pin tucks are outstanding details
of the new twill coats, with some use
of embroidery also noted.

very un-

 

  

<sorccneapaernn cement identi

 

20

RETAIL GROCER

etail 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 Does This Grocer Manage To
Keep Afloap?
Written for the Tradesman.
When I opened the letter that came
which I now
For here was

with the statement to
refer, I got a surprise.
a check for $10. The writer has sent
me his statements for several years.
Now evidently he had just read one
of my recent strictures on merchants
who ask for expensive special service
and crawfish when a fair price there-
for is demanded. For he says that
what he has just read “sort of woke
him from a long nap,” and he sends
the money with request for bill of
extras if this is not enough.

That is refreshing. It renews my
faith in human nature a lot. But the
money went back by return mail.
Why? Well, for one thing because
Statements such as he always has sent
are the best material for my stories.
They are treated in articles, hence use-
ful to all readers. They are not de-
mands for intricate service such as
others sometimes make.

But for another thing, this man is
in hard straights. He needs all the
ten dollar bills he can get hold of,
while those who write for special ser-
vice such as I have indicated have
plenty—could buy this boy’s business
each year and scrap it out of their sur-
plus. I think this last consideration is
what grinds me most.

Anyway, I was not going to be party
to the process of taking nothing from
nothing.

This grocer shows total income—
apparently sales—for 1926 of $13,100.-
39. Purchases during the year were
$10,896.37. Inventory beginning of
year was $3,906.90 and at the end of
year, $3,546.48. This indicates a gross
difference of $1,843.60. Against this
he shows total expenses and expendi-
tures of $2,309.51. Here is a deficit of
$465.91.

Now, it may not be quite as bad as
that for at least two reasons: First,
among expenses he shows “Interest on
business, $167.62.” Also, “freight and
express, $372.30.” That interest may
not all have been paid out in cash, yet
it must have nearly been so since he
owes the bank $3,243, and as for the
freight and express, surely that was
figured into cost of goods. Now, if
the interest was all paid out and this
transportation item was figured into
costs, where it bélongs, the deficit may
be not $465 but about $90—and bad
enough at that.

It seems to me that in previous re-
views of this man’s affairs I have
cautioned him to cut out that freight
and express from among his expenses.
I cannot for the life of me see how
men get that way. How can a trans-
portation item, a part of the cost of
merchandise, be taken and figured as
an item of expense? No wonder men
flounder and get mired who figure or
reason that way.

When a shipment of anything comes
to any store, all transportation costs,

se oti ee

MICHIGAN TRADESMAN

including drayage, whether done by
your own delivery machine or by
a hired truckman, must immediately be
figured against it. If the shipment is
intricate, if it seems impossible to seg-
regate the charges against each item,
use the percentage method. But any
man who watches and observes care-
fully will soon be able to know mighty
close what any goods cost to bring to
his store. Such costs should be fig-
ured widely enough, to be sure and
safe, to include every possible con-
tingency of cost. But then such charg-
es do not belong among expenses.

I am not sure, but my recollection is
that in one respect this man’s affairs
have not perceptibly improved. This
is the equity he owns in his business.

I take his figures at par, although I
feel sure certain items are due to be
scaled down. For example, over 20
per cent. of the total is in fixtures and
that is far too great a proportion. But
anyway, the total is $5,631.60 and he
owes the bank $3,243 and on open ac-
count, $312.96. Together these debts
exceed the value of all merchandise by
about ten dollars. Subtract debts of
$3,555.96 from $5,631.60 and, assuming
that all figures stand as written, here
is an equity of only 36.8 per cent.
owned in the business by the “owner.”

After all these years, something is
wrong. What is it? -All expenses, as
listed, amount to 17.62 per cent. on

sales. That is heavy. At least 2%
per cent. should be cut from that.
How? Well, first, if that ridiculous

item of freight and express does not
belong, it alone will furnish the re-
duction. If it has actually been put
into expenses and not figured into
costs, I almost throw up my hands.

Next, we have “rents, $321.95” which
perhaps, includes house rent. Then
there is “Household use, $775.87.”
Perhaps the total drawings of the boss
figure $900, $75 per month. Modest,
perhaps, but if there is not $75 per
month to draw, why continue to draw
it? The first requirement of any man
is that he live within his income.

Average margin in this business, as
indicated by the figures, is slightly
over 14 per cent. Can you beat that?
I have no means of knowing where
the fault lies, but I find here a business
extending credit and furnishing deliy-
ery and operating on 14 per cent. It
simply cannot be done.

I have in mind a personal experi-
ence which is now nearly thirty-two
years past. I was pinched to the limit
and knew as little of my actual condi-
tion as it seems this boy knows now.
After going over all facts and figures
and grilling me good and plenty while
doing it, believe me, a wholesale gro-
cer wound up his talk with the sug-
gestion that, when all else failed, I
must put up my prices.

That seemed utterly out of the ques-
tion. As well have told me to take a
chunk out of the sky. But necessity
forced my hand and then I found how
really simple the impossible became.
For, as a fact, folks are everywhere
more interested in what they get than
in the price they pay. They will not
pay anybody double what a thing costs
elsewhere. But where service requires
the addition of two, three or four per

February 16, 1927

 

“I URGE MY CUSTOMERS TO EAT
FLEISCHMANN’S YEAST”

“And I do this’, a grocer said, ‘‘because of what it has done
to give me good health and because it brings me good business.
Customers appreciate the service I render them in recommend-
ing it. They, in turn, trade with me regularly; and buy more
groceries because they have healthier appetites.—] always
urge my customers to eat Fleischmann’'s Yeast.”

FLEISHMANN’S YEAST
service

 

 

 

Don’t Say Bread
— Say

HOLSUM

 

 

   
 

LALLA LLL

 

Fe, eR ite ma ena eee eee ee

    

COOKIE CAKES AND CRACKERS ARE
MOST DELICIOUS AND WHOLESOME.

YOU WILL FIND A HEKMAN FOR EVERY
OCCASION AND TO SUIT YOUR TASTE.

STERPIECES

ers Art

M.J. DARK & SONS

INCORPORATED
GRAND RAPIDS, MICHIGAN

—~—

Direct carload receivers of

UNIFRUIT BANANAS
SUNKIST -- FANCY NAVEL ORANGES

and all Seasonable Fruit and Vegetables

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February 16, 1927

MICHIGAN TRADESMAN 21

 

MEAT DEALER

 

cent. all along the line, they pay it
and never bat an eye.

Nobody can render two such ser-
vices as credit and delivery while op-
erating on cash non-service prices.
Get that straight at once. It can not
be done. So get what you have to get
and cleave to the folks who want and
will pay for that character of service.
Let the others go by without time-
wasting argument.

Cut expense. Know what expenses
are. Cut your own living costs to the

bone. Eliminate donations—all of
them. Write again. Paul Findlay.
Pork Loins.

As weather becomes cooler the de-
mand for pork cuts naturally increases.
One of the most popular pork cuts is
the loin. In making this cut it is cus-
tomary to select hog carcasses of the
desired weights, conformation, quality
and finish. All hog carcasses are not
suitable for the making of loins that
are to be sold in retail markets where
they will be cut into chops and roasts.
It is because of their adaptability for
this purpose that a certain type of
hogs are sometimes termed light loin
or pork loin hogs. These hogs are
mostly cut by packers, the loins being
sold to retail dealers. Besides loins,
fat backs, clear bellies, spareribs and,
in the larger packing houses, extra ribs
and extra short clears are usually
made from the sides, and, of course,
hams and various style shoulders are
also made from this type hog. The
carcass is split through the center of
the ‘back-bone, leaving equal parts of
ithe back-bone on each side. The pork
loin is what is left of the side after
the belly and back-fat is cut off. The
loin contains the back-bone, back ribs
and tenderloin, and should have but
a small amount of fat on the outside.
It should have reasonably good shape,
bright color, firm, fine-grained flesh and
good quality of bone. While the loin
is the leading fresh pork cut, it is
sometimes cured and smoked. Then,
teo, when there is a heavy supply of
loins it may be necessary to place
some in the freezer where they will
be available when loins are not so
plentiful. This cut is sometimes mild-
ly cured and the bone and fat remov-
ed, rolled, tied and cooked and sold
as “cooked loin roll.” This loin roll,
when properly cured and prepared, has
a delicate flavor and is considered
quite a delicacy. It is known to the
German trade as “lackeshinken.” Pork
loins are on the market regularly and
may be had in a wide range of sizes in
weights from eight to twenty-two
pounds. The light and medium
weights are the most popular with the
trade and consequently cost more
than the heavier weights. It is, how-
ever, quite possible for the thrifty
housewife to make an excellent roast
from the heavier weight loin with a
considerable saving in cost.

——~
Various Grades of Lard.

Approximately one-tenth to one-
third of the hog carcass is made into
lard in large packing houses; the pro-
portion. will vary, of course, with the
grade of hogs handled and the price

of lard will also make a difference.
The standard grades of lard are kettle-
rendered leaf lard, kettle-rendered lard,
steam lard, refined lard and lard com-
pound. Kettle-rendered leaf lard is
the leaf fat only, rendered at about
248 degrees F. in open-jacketed ket-
tles. It is the highest grade of lard
handled by the retail trade and it is
the whitest in color and finest in grain
and flavor of all grades of lard. Only
a comparatively few packers render
pure leaf lard. Kettle-rendered lard
is usually made from the back fat, al-
though it often contains more or less
leaf fat. It is rendered in either open
or closed kettles, but is not rendered
under pressure nor in contact with
live steam. This is the highest grade
of lard rendered in most packing hous-
eses and is excelled only by the genu-
ine pure leaf lard. Neutral lard is
made from leaf or back fat melted at
a temperature of about 128 degrees F.,
at which temperature the fat partially
liquefies and can be separated from
the cellular tissues. Neutral lard is
made in two grades: No. 1 is made
from leaf fat only; No. 2 is made from
back fat. Neutral lard is a high-class
product. It is used principally in the
manufacture of butterine or oleomar-
garine. Steam lard is made from the
different cuts when being trmimed and
properly shaped, also from the inter-
nal or “killing fats’ and other fat
parts. Steam lard is rendered in clos-
ed tanks under about forty pounds of
steam pressure, the steam coming in
direct contact with the fat. The high-
est grade of steam lard is known as
prime steam lard. More steam lard is
manufactured by far than any other
grade. Refined lard is made from
steam lard by a bleaching and stirring
process. The lard is heated to about
180 degrees F., Fuller’s earth is added
and the lard rapidly agitated after the
Fuller’s earth is thoroughly mixed
through the lard. It is run through a
filter press which removes the bleach-
ing agent. Lard compound is a mix-
ture of lard, lard stearin or other ani-
mal fats and vegetable oil, which is
usually cottonseed oil. The propor-
tion of lard must equal or excede the
amount of the other ingredients com-
bined to be labeled lard compound.

_——-o.2—-+>
Hides, Pelts and Furs.
Green, Now 2 oo ose 03
een INO. a oceans oe 07
Cured; Now te 09
Cured) NO. 28 ee 08

Calfskin, Green, No.
Calfskin, Green, No.
Calfskin, Cured, No.
Calfskin, Cured, No.
Horse, No. 1

 

 

 

 

 

 

 

Horse, No. 2 2 o2cc
Pelts.

Ben Ee a 60@75
Shearlings  - 2... 2. ---- 10@25c
Tallow.

Prime 07
No. 1 07
No. 2 06
Wool.

Unwashed, medium ----..--......_. @35

Unwashed, rejects -~.-...---...._..
Unwashed, fine ~---.._____.__.__...@30
Racoon.

MO. 3 ares ee ee $9.00
INO. i Median 2 oe 7.00
INOS Sr 5.00
Skunk
AO Eee Re sere a $2.50
INO: FE (SROre ee 1.75
Narrow. 2 1.10
Broad -60
No. Twos at value.
Red Fox. ae
No. 1 -Large -- Pee $12.00
INO. Y Mec en 10.00

os 4: Smell sous coo es 8.00

 

 

 

Yellow Kid Bananas

all year around

Bananas are the year ‘round fruit.
They are clean, whoesome, nutritious and
delicious.

“Yellow Kid’ Bananas are uniformly
good. Send in your orders.

The Vinkemulder Company

GRAND RAPIDS, MICHIGAN

 

 

 

 

 

N
N
N
N
Ny
NY
NY
NY
NY
NY
Ny
N
N
NY
NY
NY
NY
NY
NY
NY
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NY
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DELBERT F. HELMER

Importer

COFFEE AND TEAS

Phone 66021
All Work Guaranteed By Over Thirty Years Experience.
337-39 Summer St., Grand Rapids.

Coffee and peanut roasting for the trade.

 

GRAND RAPIDS PAPER BOX Co.

Manufacturers of
SET UP and FOLDING PAPER BOXES

G R AN D RAPES § mM £ Cc Hm 3

 

G AN

 

 

 

 

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

 

 

LALLA AMAA MAMA ddd

 

N

A Nation-wide Educational
CANDY ADVERTISING CAMPAIGN
of large proportions is soon to be started.
It will benefit every CANDY dealer in the United States.

The leading magazines will carry full page colored educational
advertisements at regular intervals and for a long period.

YOUR job is to get your candy cases ready for the biggest
demand for GOOD CANDY you ever had.

The National Confectioners Association of the U. S. and
allied Industries are financing this campaign.

Ask our salesmen for further information.

PUTNAM FACTORY
GRAND RAPIDS . : MICHIGAN

ULL idiiiididdiisdsdddsdiisddslllildilllilillllddllLr

WLLdddlllldillldlldlldlliilililllldlldddllsa

 

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

 

Sas

 

 

 

HARDWARE

Michigan Retail Hardware Association.
President—George W. McCabe, Petos-

key.
Vice-President—c. L. Glasgow, Nash-
ille.

v
Secretary—A. J. Scott, Marine City.
Treasurer—William Moore, Detroit.

 

Featuring Cutlery and Silverware in
Hardware Store.
Written for the Tradesman.

Cutlery and silverware are being
sold more extensively in hardware
Stores than ever before; and while as
gift lines they take a prominent place,
not merely at the Christmas season,
but also in connection with the June
wedding gift trade, it must now be
recognized that they are worth push-
ing as all-the-year-round lines.

In fact, the hardware stores are tak-
ing, year by year, an increased share
of this business; and not only that but
of allied lines formerly the exclusive
field of the jewelry store. Whether it
pays the hardware dealer to invade
what was once the jewelry field may
be questioned by a good many dealers.
The instance is, however, cited of a
manufacturing concern specializing in
watches traveler some
time ago visited a Canadian city of

cheap whose
100,000 people and sold three orders
of $5,000 each, one to a jewelry whole-
sale house, another to a dry goods
wholesaler and a third to a wholesale
hardware firm. The jewelry concern
sold the $5,000 worth of cheap watch-
es, the dry goods firm succeeded in
and the hardware
came more and
altogether disposed of close to $15,000.

Cutlery,to

selling only $2,500,
Wholesaler back for
a certain extent, has al-
ways been a hardware perquisite. Sil-
verware is, to an even larger extent,
a novelty that is now becoming recog-
The

chief difficulty in handling these lines

nized as a staple hardware line.

is that many hardware dealers are not
They push the goods for
all they are worth at the Christmas
make They
fail to recognize, however, that these

consistent.

season and good sales.
goods can be sold all the year round;
and that a fair share of attention and a
reasonable amount of attractive dis-
ply will maintain a steady demand.

Once the hardware dealer recog-
nizes the possibilities, he can be count-
ed on to get results. There is a large
field awaiting development; and all it
requires is intelligent handling. Every
hardware dealer can improve his sales
of cutlery and silverware if he goes
about the job in the right way.

One hardware firm in a city of 20,-
000 people has had notable suecess in
The
quite simple.

handling these lines. methods

involved, however, are
he first essential, this dealer tells me,
is to bring the stock prominently be-
fore the people intent on shopping.

 

This aim is accomplished by means
of a large-sized silent salesman stand-
ing in the center of the floor, in which
attractive assortment of
these lines is constantly on display.

a wide and
Every customer who enters at once is
attracted by this display.
cutlery are both

Silverware and

given a prominent place in window
display, and a fair share of newspaper
The great factor in ad-

selling these lines is,

advertising.
vertising and

SSS PERENNIAL ERATE IAN

MICHIGAN

however, the extra fine interior dis-
play, which is before the public every
shopping day of the entire year.
“That big display brings results,”
the store manager told me. “We did
a great business in silverware this
Christmas. There is a big trade also
in June. But the business is not con-
fined to these seasons. It _keeps up
with us all the year round, and we
find it pays us to give this entire case
to the line, and extra display as well.”
A very effective interior display is,
where the store is wide enough, to
show silverware and cutlery in a long
silent salesman so placed that the
customer will see it immediately he
enters the front door. This involves
placing the silent salesman across the
store. Such a display immediately at-
tracts attention.
The improved
modern hardware store, in comparison
with the white-lead-and-nails empor-
ium of thirty years ago, helps ma-
terially to attract business in this par-
ticular line. The bright and attractive
hardware store characteristic of 1927
caters to the feminine trade; and wo-
men are the great buyers of silver-
ware and cutlery. As a rule they make
the actual purchases; and even where
the man is on hand to shell out the
money and do the dickering, the wo-

appearance of the

man, as a rule, chooses the style or de-
sign. Moreover, women are becom-
ing more and more the buyers of all
hardware lines; and this gives the deal-
er a better opportunity to push cutlery
and silverware.

Why?

a hardware store with the one idea of

The average man goes into

getting the article he wants, and g0-
ing right out again. The woman, how-
ever, is a born shopper; and she is apt
from force fo habit to look at a great
many things she does not intend to
Is this a waste of time for the
salesman? Not at all. For the fem-
inine customer’s casual interest in a
dozen spoons, a silver-plated tea-set,
or a carving set can, by dint of good
salesmanship be converted, in a good

buy.

many cases, into an actual buying in-
terest. She may not buy at the mo-
ment; but she reaches the stage where
she wants to buy. And when a wo-
man wants anything, she usually keeps
it in mind until she gets it.

The great essential in handling
these lines is to keep them before the
the
course sound policy to give the most
But
cutlery and _ silverware, though in es-
pecial demand in June and December,

public all year round. It is of

prominence to Seasonable lines.

are always seasonable, and always
saleable.
front as possible, give them as much
Cisplay as possible, and never let the
public forget that you carry these
lines.

it is worth remembering that al-

though December is the month of
Christmas gifts, and June is pre-
eminently the month of weddings,

birthdays occur every day of the year
and weddings take place every month
of the vear.
anniversaries all the year round. So
even the gift possibilities of silverware
and cutlery—not to mention other
gift handled in the hardware

There are, too, Marriage

lines

'

Keep them as well to the

TRADESMAN February 16, 1927

 

 

THE BEST THREE
AMSTERDAM BROOMS
White Swan Gold Bond

AMSTERDAM BROOM COMPANY
41-55 Brookside Avenue, Amsterdam, N. Y.

Prize

 

 

 

 

Decorations losing freshness
KEEP THE COLD, SOOT AND DUST OUT
install “AMERICAN WINDUSTITE” all-metal
Weather Strips and save on your coal bills, make
your house-cleaning easter, get more comfort from
your heating plant and protect your furnishings
and draperies from the outside dirt, soot and dust.
Storm-proof, Dirt-proof, Leak-proof, Rattle-proof.

Made and Installed Only by

AMERICAN METAL WEATHER STRIP co.
44 Division Ave., North

 

PAE yee
Michigan Hardware Co.

100-108 Ellsworth Ave.,Corner Oakes
GRAND RAPIDS, MICHIGAN

eS.

Wholesalers of Shelf Hardware, Sporting
Goods and

Fishing Tackle

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

BROWN &SEHLER

COMPANY

“HOME OF SUNBEAM GOODS”

Automobile Tires and Tubes
Automobile Accessories
Garage Equipment
Radio Equipment
Harness, Horse Collars

Farm Machinery and Garden Toul:
Saddlery Hardware
Blankeis, Robes & Mackinaws
Sheep lined and
Blanklet - Lined Coats

j

 

 

 

 

GRAND RAPIDS. MICHIGAN |

 

 

 

 

 

 

 

| Pull

: Frog Barrows

 

ARE DESIGNED FOR DEALERS PROFITS
You “‘cash in” on advertising because each barrow sold raises
the neighborly question of where they can be purchased],
One dozen can be stored in a space ordinarily taken up by one.

ex Stevens&Co.

Founded 1837 stiariussenineineshamenanssies

57-59-61-63 Commerce Ave., S, W.
GRAND RAPIDS,

 

 

MICHIGAN

ee SSE SSIIGIE SISTAP*E SRST ORIEN Ct Naas BS a a ca

 

hl tC Se RR

 

Wasi roses

February 16, 1927
store—are not restricted to two
months.

In selling these lines, window and
interior displays are essential. News-
paper advertising is helpful. To clinch
your sales, good salesmanship is ab-
solutely necessary. It is also a vital
matter to keep the goods on display
free from dust and rust, bright and
attractive. Moreover, it is important,
even if you handle some cheap lines,
to be able to feature some goods that
are absolutely dependable, and to push
the quality goods wherever you can.

With a good line, you can advertise
more effectively. Quite often it is
worth while to get out a circular let-
ter or a series of letters to a selected
mailing list. Or, if you are conduct-
ing a direct-by-mail campaign in con-
nection with your general advertising,
cutlery and silverware can be given a
special place.

What can you talk about in your
newspaper and circular advertising?
Here is where a quality line, a depend-
able line, gives you something worth
while to talk about. But apart from
the strong selling points of the goods,
there are helpful ideas you can get
across to your customers.

How many homes in your commun-
ity have a really satisfactory carving
set? How many homes have a carv-
ing set at all? Yet a carving set is
something every home should have;
and it should be complete and de-
pendable. Select a set which you
know to be good, at a price not un-
reasonably high and which yet will
yield you a reasonable profit and play
up that set, and its dependability.
Have more expensive sets for people
who like to spend money for extra
quality and finish, and cheaper sets for
people who insist on counting the dol-
lars and cents; but feature the par-
ticular set likely to appeal to a large
number of customers.

A thing which ought to be a great
advertising point for any store would
be the ability on short notice to fill
out broken set of table silver. There
are in every community a vast major-
ity of sets, originally complete, that
lack a few knives, forks or spoons to
make up the original dozen or half
dozen of each article. Coincidently, a
good advertising feature is to play up
the desirability of every home having
an adequate amount of tableware. Mrs.
Jones, say, got a half dozen knives and
forks as a wedding gift. But the fam-
ily has grown. She needs a dozen,
and spoons to match. Mrs. Smith, per-
haps, has been getting along with
cheap stuff. She would like something
more attractive. Point out to such
people in your advertising that good
guaranteed plated ware, or even ster-
ling silver, is not expensive, and adds
immensely to the attractiveness of the
table, especially when company comes.

In other words, help to create the
demand; then be ready to supply it
intelligently with the sort of goods
that give satisfaction.

Victor Lauriston.
OO
Responsibility makes gray hair and
tired business men but a little of it
given to energetic salespeople makes

for greater efficiency.

MICHIGAN TRADESMAN

In Praise of Lincoln.

A plain man of the people, an extra-
ordinary fortune attended him. He
offered no shining qualities at the first
encounter; he did not offend by super-
iority. He had a face and manner
which disarmed suspicion, which in-
spired confidence, which confirmed
good will. He was a man without
vices. He had a strong sense of duty,
which it was very easy for him to
obey. Then he had what farmers call
a long head; was excellent in working
out the sum for himself; in arguing
his case and convincing you fairly and
firmly. Then it turned out that he
was a great worker; had prodigious
faculty of performance; worked easily.
A good worker is rare; everybody has
some disabling quality. In a host of
men that start together and promise
so many brilliant leaders for the next
age, each fails on trial; one by con-
ceit, one by love of pleasure, or leth-
argy, or an ugly temper—each has
some disqualifying fault that throws
him out of the career. But this man
was sound to the core, cheerful, per-
sistent, all right for labor, and liked
nothing so well.—Ralph Waldo Emer-
son.

 

It is the great boon of such char-
acters as Mr. Lincoln’s that they re-
unite what God has joined together and
man has put asunder. In him were
vindicated the greatness of real good-
ness and the goodness of real great-
ness.—Phillips Brooks.

Lincoln was the greatest president
in American history because in a time
of revolution he comprehended the
spirit of American institutions, grasp-
ed the purpose of the American peo-
ple and embodied them in an act of
justice and humanity which was in
the highest sense the act of the Ameri-
can republic—I:yman Abbott.

 

Abraham Lincoln was the genius of
common sense. In his daily life he
was a representative of the American
people, and probably the best leader
we could have had in the crisis of our
national life. He was a great leader,
because to his common sense was
added the gift of imagination—Charles
Dudley Warner.

 

The life and character of Abraham
Lincoln, and his great services to this
country during the war of the rebellion
will stand as a monument long after
the granite monuments erected to his
memory have crumbled in the dust.—
Thomas A. Edison.

 

No true man falters in his affection
at the remembrance of any mean ac-
tion or littleness in the life of Lincoln.
The purity of his reputation ennobles
every incident of his career and gives
significance to all the events of his
past.—William Dean Howells.

 

Lincoln—that large and generous
soul whose worth was not fully felt
until he was taken from his people by
the stroke of the assassin, in the very
hour when his presence was most
needed for the completion of the work
of reunion.—Henry van Dyke.

 

Henry Smith
FLORAL Co. Inc.

52 Monroe Avenue
GRAND RAPIDS

Phone 9-3281

 

 

 

 

 

“OvencHance —; CLAIMS
BLANKS $1.00 PER PAD

BARLOW BROS.

549 Ottawa Ave.,

N. W.
GRAND RAPIDS, MICHIGAN

 

 

 

Phone 61366
JOHN L. LYNCH SALES CO.
SPECIAL SALE EXPERTS
Expert Advertising
Expert Mrechandising
209-210-211 Murray Bldg.
GRAND RAPIDS, MICHIGAN

 

 

 

Link, Petter & Company
(incorporated)
Investment Bankers

6th FLOOR, MICHIGAN TRUST BLDG.
GRAND RAPIDS, MICHIGAN

ASK FOR

 

R variety for every taste

 

 

INSURED
BONDS

paying

6%

It is just as important to
insure investments against
loss as it is to carry prop-
erty insurance.

You take no risk with the
money you invest in our
6% Insured Bonds.

They are secured by first
mortgages on_ individual
homes worth double and
principal and interest is
guaranteed by U. S. Fidel-
ity & Guaranty Co., with
assets of $48,000,000. Tax
exempt in Michigan.

INDUSTRIAL
COMPANY

ASSOCIATED WITH
INDUSTRIAL BANK

GRAND MICH-
RAPIDS IGAN

 

 

23

THE DEAF
MADE TO
HEAR

The wonder of
the twentieth
century.

  

The smallest
known device for
hearing.

 

The Phonophor

The nearly invisible—no head band.
The noise in your head ceases at once.

A. J. SHELLMAN, Distributor
for Western Michigan.
Send for literature.

200 Gilbert Bldg., Grand Rapids.

 

 

HART BRAND
CHOICE of THE LAND

RED PITTED

 

Look for the Red Heart
on the Can

LEE & CADY Distributor

 

 

 

 

 

 

5 Ib.,
1 Ib.,
VY Ib.,
1, Ib.,

Pkgs.

 

HARRY MEYER
Distributor
_ 816-20 Logan St.
Grand Rapids, Michigan

 

 

 

A COMPLETE LINE OF

Good

Brooms

AT ATTRACTIVE PRICES

 

| SSAC

MICHIGAN EMPLOYMENT
INSTITUTION for the BLIND
SAGINAW W.S., MICHIGAN

 

 

 

 

 

 

24

COMMERCIAL TRAVELER

No Wonder Verbeck Is in Love With
Honolulu.

Honolulu, Jan. 31—Aloha! This
Hawaiian word of deep sentiment has
several meanings. It is the Hawaiian
salutation and farewell. It expresses
both the joy of friends who meet and
the sorrow of these who part. It is
the commonest and sweetest word in
the entire Hawaiian language.

3efore you land you are engulfed
in the warm friendliness of the Islands.
Leis or wreaths of fragrant maile and
lehue flowers are placed around your
neck, the Royal Hawaiian band plays
Aloha, Star Spangled Banner and
Dixie and confetti is scattered galore.

The Roval Hawaiian band is a pub-
lic institution and is subsidized by the
citizens. Also soloists sing to their
accompaniment. Nearly every evening
they give concerts at some one of the
city parks.

Orderly and capable taxi drivers
whisk vou away to your hotel, which
in mv case is the Brookland, one of a
series of cottages and bungalows
situated in a beautiful park of hibiscus,
ferns and palms—royal and cocoa—
with a screened in dining room where
the guests assemble thrice each day
for meals that are worth while. Music
and dancing are continuous or almost
so.

If only one theme could be selected
to explain the popularity of Hawaii, it
would lie in the much overworked
climate, for it is the everlasting sun-
shine of perpetual summer and evenly
distributed rain that garb the moun-
tains and valleys in their eternal ver-
dure. It is the equable climate, vary-
ing but a few degrees throughout the
vear, which imbues the natives with
this proverbial hospitality and friend-
liness, that keeps the sea alwavs pleas-
antly tempered for bathing. It is the
so-called “liquid sunshine,” like dry
champagne, falling upon the just and
unjust, starting without warning and
ceasing in the same manner, followed
by the almost ever present rainbow. It
is the constant and never changing
temperature which permits the wearing
of light summer clothing the vear
round, that provides life in the dustless
open air, that gives an atmosphere of
comfort and contentment.

My write up of Hawaii will be some-
what desultory, about in the order of
making my notes. Statistics, if any,
will be brief and historical facts, ex-
cept when they bear out the traditions
and legends of this Paradise will be
nunus.

Naturally my first thought was the
“Hula Hula” dancers, who perform at
intervals governed by the arrival of
the steamships. We have all had a
false idea abamit them. They are per-
formed by well conditioned girls of
native type, but are in no wise sug-
gestive. In this case we attended one
of the famous Luau or native feasts,
which cannot be adequately described
without giving the menu: :

Kalua Puaa or Laulau
(Pig cooked underground)
la Lawalu
(Fish cooked in ti leaves)
Moa Luau Niu
(Chicken cooked with taro tops anil
eocoanut juice)
Uwala Momona
(Baked sweet potatoes)
Maia Hawaii
(Hawaiian cooking bananas)
Lomilomi Salmon and Poi Timu
(Seaweed)
Hee (Squid and coceanut)
Kulolo (Hawaiian pudding)

Hau Pia (Hawaiian starch pudding)
Kukui Nut (Native nut)
Hawaiian Punch
Pineapples Bananas
Fruits in season

Interspersed througout the meal,
which requires two and one-half hours
to serve, of which nearly every course
is palatable and a surprise, you have
this wonderful dance, the girls being
cosiumed in grass skirts—knee length
—with auxiliary of necklace and ank=
lets of the same material.

When the Hula dance is mentioned

MICHIGAN

one who has never visited Hawaii
usually recalls with some disgust some
erass-skirted fairy in the East doing
a combination of muscle dance,
shimmy and salome to the wild strains
of the tom-tom or the accompaniment
of saxophone or banjo. Here we have
the soulful ukelele and castanets, in
somethng like the following order:

Hula Uliuli—danced with  small-
seeded castanets.

Hula Kalaau—with Hawaiian cas-
tanets.

Kui Molokai—the oldest of the hulas

Hula Puili—rhthmic dance with
bamboo sticks.

Hula Pai Ipu—with a large gourd.

Mele Kalakaua—a potpourri of all.

No suggestiveness; every move a
picture, with some sentimental or
legendary significance.

You are picked up at your hotel and
returned thereto for the nominal
charge of three dollars.

The guests, not necessarily “high
hatters,’ are high grade persons of
both sexes. There is nothing to be
ashamed of and you may well say you
have been entertained.

You will be told upon arrival here
that Mark Twain once said that the
Hawaiian group was “the lovliest fleet
of islands anchored in any. ocean,”
which will bear out the old truism
that “many a truth is spoken in jest.”

Fort street, the principal thorough-
fare of Honolulu, reminds one of any
principal street in almost any Western
city, Detroit for instance. Many of
the buildings are typically American
in architecture and the stores and
shops are. strictly metropolitan, as
good as any in Grand Rapids, with
prices of merchandise averaging like-
wise.

But the service is dainty and quaint
with the oriental touch in every move-
ment. As clerks the Japanese pre-
dominate, especially the females, with
that slow, gliding motion which en-
dears vou to the tropics. They are
polite in the extreme.

It is in the residence districts that
the continental type of architecture
loses its identity and you are reminded
of Los Angeles and environs.

In attempting to describe the floral
beauties of Honolulu one feels there
is much lacking in the English lan-
guage. Ordinary adjectives are tame
for the objective required, describing
what one sees. If one single flower

“was called to your attention, you

might encompass some description
which would convey an idea, but to
have multitudes of varieties tumbled
into your notice at one full swoop sub-
jects you to descriptive embarrass-
ment. In succession of blooms it is
hard to determine where one season
leaves off and another begins.

Hibiscus is the official flower and
these we find everywhere in a profu-
sion of varieties, some of which are
so rare as not to be seen in any other
portion of the known world. We have
the scarlet flame colored ponciana, the
pink and golden shower of the cassia,
the lavender jackaranda, magnolia,
oleander, smaller blooming plants
and the eternal roses of every shade
and potency of fragrance.

Then there are the trees—the great
banyan, or umbrella tree, expanding
for a hundred feet or more; cocoanut
palms in full fruitage, roval palms, tall
stately and symmetrical, the pepper
tree with its pungent aroma.

In shrubbery we have poinsetta and
at night blooming cereus, the last of
the cactus familv.

Raw fruits, including bananas in a

score of varieties, avocados, dates, and ‘

the papava, a fruit resembling the
muskmelon in appearance as well as
taste. which grows on trees.

There is, however, an entire absence
of citrus fruits of every kind, apples,
peaches, etc. In addition to the cocoa-
nut, there are almonds which grow
profusely.

Hedges of hibiscus surround near-
ly every home and stone walls are

TRADESMAN

 

February 16, 1927

 

HOTEL
CHIPPEWA

HENRY M. NELSON, Manager
European Plan
MANISTEE, MICH.

New Hotel with all Modern Con-
veniences—Elevator, Etc.

150 Outside Rooms
Dining Room Service

Hot and Cold Running Water and
Telephone in every Room.

$1.50 and up
60 Roms with Bath $2.50 and $3

 

 

 

 

Columbia Hotel
KALAMAZOO

Good Place To Tie To

 

 

Four Flags Hotel
NILES, MICH.
80 Rooms—50 Baths
30 Rooms with Private Toilets

c. L. HOLDEN, Mgr.

 

 

“A MAN 1S KNOWN BY THE
COMPANY HE KEEPS”
That is why LEADERS of Business
and Society make their head-
quarters at the

PANTLIND
HOTEL

“An entire city block of Hospitality”
GRAND RAPIDS, MICH.
Rooms $2.25 and up.
Cafteria -:- ° Sandwich Shop

 

 

Occidental Hotel

FIRE PROOF
CENTRALLY LOCATED
Rates $1.50 and up
EDWART R. SWETT, Mgr.
Muskegon -t- Michigan

 

 

 

 

CODY HOTEL

GRAND RAPIDS
RATES—$1.50 up without bath.
$2.50 up with bath.

CAFETERIA IN CONNECTION

 

 

 

 

MORTON
HOTEL

Grand Rapids’ Newest
Hotel

400 Rooms -t-

 

400 Baths

RATES
$1.50, $2, $2.50 and up per day.

 

 

HOTEL KERNS

LARGEST HOTEL !N LANSING

300 Rooms With or Without Bath
Popular Priced Cafeteria in Con-
nection. Rates $1.56 up.

E. S. RICHARDSON, Proprietor

 

 

 

 

 

 

 

e
Warm Friend Tavern
Holland, Mich.
Under the new management of Mr.
and Mrs. E. 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, Mgr.

 

 

It is the Tuller

Gor

Facing Grand Circus Par!

the heart of Detroit. 8
leasant rooms, $2.50 and up.
ard B. James, Manager.

DETROIT, MICH.

HOTEL

ULLE

 

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

 

NEW BURDICK

KALAMAZOO, MICHIGAN
In the Very Heart of the City
Fireproof Construction
The only All New Hotel in the city.
Representing
a $1,000,000 Investment.

250 Rooms—150 Rooms with Private
Bath.

European $1.50 and up per Day.

RESTAURANT AND GRILL—
Cafteria, Quick Service, Popular
Prices.

Entire Seventh Floor Devoted to
Especially Equipped Sample Rooms
WALTER J. HODGES,
Pres. and Gen. Mgr.

HOTEL OLDS
LANSING
300 Rooms 300 Baths
Absolutely Fireproof

Moderate Rates
Under the Direction of the
Continental-Leland Corp.

GrorGE L. CROCKER,
Manager.

 

 

 

 

 

Wolverine Hotel

BOYNE CITY, MICHIGAN
Fire Proof—60 rooms. THE LEAD-
ING COMMERCIAL AND RESORT
HOTEL. American Plan, $4.00 and
up; European Plan, $1.50 and up.

Open the year around.

 

 

 

CUSHMAN HOTEL

PETOSKEY, MICHIGAN

The best is none too good for a tired
Commercial Traveler.

Try the CUSHMAN on your next
trip and you will feel right at home.

 

 

 

ica OIA CHD

j
f

 

 

February 16, 1927

MICHIGAN

TRADESMAN

 

25

 

invariably covered with night bloom-
ing cereus.

Before I go any further and foryet
it I want to sound this note of warn-
ing. If you have not the means to
travel for pleasure do not come to
Honolulu. There will be no job await-
ing you, and if you perchance secured
one the wages would be inadequate to
afford you a living. The lure of the
Islands brings many here who hope
to find employment, but with the al-
most uniform result of disappointment.
There are jobs here which pay just
as well as in the States, but the “home
guards’ are always taken care of at
the expense of the transient, and while
there is little poverty, there is short
shrift for the moneyless.

My existence here has been one of
unalloyed joy ever since I arrived, and
promises to be during my sojourn
here, for I have formed many warm
friendships through which I have been
supplied with facilities for research as
well as entertainment. From the time
the leis was placed around my throat
at the wharf up to the time of writing
this, every spare moment and move-
ment has had a “meaning all its own.”

For the benefit of my friends who
feel that the advent of Volstead was
untimely -and unfortunate,I will say
that the native beverage, a spirituous
production, is known as oke. It is
said to be made out of tea roots, which
grow profusely in every nook and
corner of the Islands. It is not dis-
similar to the Kentucky classic and is
supplied at practically pre-war prices
for the latter. In a movement on just
now for the purpose of ousting certain
police officials, every variety of mal-
feasance in office was charged up to
them, except laxness in prohibition
enforcement. which was not mention-
ed. They are all conscientious in their
observance of the law, except in one
particular. There are no hold-ups or
murders, but they crave their “toddy.”

To-day they held their annual
funeral, or, at least, this was the way
I get it. There are no deaths here, so
once a year they knock some Methu-
selah in the head so as to keep the
undertaker and sexton in_ practice.
With the enforcement of the Volstead
act and the introduction of govern-
mental poison tainted alcohol, there
would be a greater demand for mortu-
ary services and funeral baked meats.

In mentioning the climate here I
forgot to state that people of mature
age are living here who, never having
left the Islands, have never seen snow.

Likewise there are no birds in a
wild state. The only ones seen are
the miner bird, about the size of a
robin, but a great pest, in that they are
responsible for the absence of plumed
creation on account of their habit of
destroying the eggs and young of
other varieties, and the English spar-
row. There is one other variety simi-
lar to our mourning dove and the
catalogue closes.

Nobody walks. Such an act savors
oft plebeanism and the Hawatians are
of royal extraction. Hence they have
more automobiles to the square inch
than any place you ever heard of.
Haven’t seen a horse since I came,
but found some water-oxen in a paddy
field when out riding the other day. A
paddy field is where rice is grown.
Milk is 20 cents per quart; cream one
dollar.

One cannot help but love the names,
the language and the people. That is
most of the people. The Japanese do
all the work; the others live off them.

In our hotel Japanese help is used
exclusively. The maids are neat and
romantically garbed in kimonas, with
the auxiliary of barefoot sandals.
They are anxious to please and grieve
if your appetite becomes a trifle lax.
Your room is the pink of neatness and
if you are late to breakfast you will
find something tasty packed away for
you, for which service gp tip is re-
quired or expected.

On and in the Islands there are no

mineral deposits; no coal or oil. For
fuel oil and gas are mostly used, with
occasionally some ill-favored wood or
what they call wood. No heat is re-
quired at any season of the year. The
windows are not glazed; just screened.
Have seen no flies, but some mos-
quitoes, for which there is no “closed
season.” Also for the benefit of my
lady constituency I can truthfully con-
vey the information that like the
Emerald Isle, Hawaii has no snakes
or reptiles of any description.

Everything is open and above board
here, hence no locks are in evidence
anywhere. If one commits burglary,
he cannot steal a ride in a side door
Pullman and sneak away. If they
catch up with him they stigmatize him
a “naughty boy” and render him for
lubricating purposes. They have a
grass covered institution called a jail
and for exercise malefactors are used
in driving taxicabs. At least from the
charges made when you don’t make a
contract in advance, I would think so.

But the cost of living is another
thing. The most extravagant thing
you can say about it is that it costs no
more to live in Honolulu than in the
States. You can get a nicely furnished
apartment for one-half the amount
you would be requested to pay in De-
troit, or, think, in Grand Rapids.
Servants who give service can be se-
cured at nominal wages. Milk and
cream are the only articles of excessive
cost. Island meats are fairly good and
reasonable, and fish of many varieties
and plentiful. Vegetables are plenti-
ful and fruits (with the exception of
citrus varieties which come from the
Coast and are sold at Grand Rapids
prices) are abundant.

One or two of the larger hotels here
charge what I would call unreasonable
prices for what is almost universally
claimed unsatisfactory service, ‘but
there are plenty good ones which are
run on the “live and let live” plan.
American plan hotels at $2 to $3 are
plentiful and have a scenic setting un-
approached by any we ever find in the

States. Cafeterias and restaurants run
about the same in their charges as at
home. There are some places here

where you can get a meal for a nickle,
but they do not provide napkins. Paper
napkins are taboo. The introduction
of same is considered a justifiable rea-
son for capital punishment. Here the
boiling oil method takes the place of
the gibbet.

On the street cars you get four rides
for a quarter and the conductor thanks
you when you liquidate. If he passes
your street he immediately apologizes
and signals to back up.

Traffic rules are the same as in Los
Angeles. The pedestrian follows the
same regulation as the driver of a
motor car. Driving is limited to 25
miles an hour in any part of the Island
and this is one rule that is enforced.
Violate this rule and you are trans-
ported to the leper colony on Molokai.

The population is decidedly cos-
mopolitan. In the territory of
Hawaii, which comprises all the
Islands, the census shows about 300,-
000, one-third of which is in Honolulu.
Near two-thirds of the population in
this city is of oriental origin, but are
being rapidly Americanized. Japanese
comprise 40 per cent. of the whole and
inter-marry with other races. So do
the whites. Last year the records
show that of 416 white males who mar-
ried only about one-half chose white
wives.

But they are all highly educated.
They hage a wonderful school system,
equal to any I have found anywhere,
where all races are educated on an
equal footing, and there is not the
slightest evidence of class hatred. And
this democracy extends to the business
man as well. At both the Elks and
Commercial Clubs here, there is an
absence of racial lines and there is one
happy family. This feature also is
embraced in religious work. There
has been a consolidation of many

creeds, and there are now fewer, but
emphatically better churches.

However, Hawaii has her “fly in the
ointment” and if statehood is ever ac-
corded to her thare may be an over-
throw of the government by a revolu-
tion of ballots. Not unlike Mexico,
the people here have submitted to a
sore of declatorial policy, i. e. a sort
of “taxation without representation,”
to the extent that a few individuals
have always applied “caucus” methods
in governmental offices and sort of
“follow the leader’ routine has been
accepted. But the oriental is brainy,
crafty and politically ambitious. State-
hood would give him his opportunity,
according to my deduction.

I would feel somewhat remiss if I
did not acknowledge extraordinary
courtesies bestowed upon me by F. J.
Childs, Manager here of the Blaisdell
Hotel, and proprietor of Child’s res-
taurant operated therein. Believing
me to be only an ordinary hotel oper-
ator and not knowing of my connec-
tion with a great moral and upbuilding
periodical, he has placed his motor car
at my disposal, with himself as chauf-
feur, driven me mile after mile, show-
ing me all the points of interest, made
me acquainted with the floral kingdom
and given me much information which
I craved. His hotel, the Blaisdell, is
modern, well equipped and reasonable
in price, notwithstanding the fact that
he does a capacity business most of
the time. His room rates run as low
as $1.50. His restaurant is one of the
most popular in Honolulu. For 40
cents you are served a_ satisfying
luncheon, and he gives you this dinner,
served in a real palm garden for 75
cents:

Loganberry Fruit Cocktail
Radishes Olives
Roast Capon, with Sage Dressing
Mashed Potatoes String Beans
Combination Salad
Pie or lee Cream Coffee

Simple, appetizing and well served.
Also in much demand or he couldn't
afford to serve it.

Frank S. Verbeck.

a
Items of Interest To Grand Rapids
Council.
Howard Insley formerly with P.

Lorillard & Co., of New York, has
resigned his position as salesman in
Grand Rapids territory and has joined
the sales force of the Lady Grey Co.,
He will work Indiana un-
der the direction of Perry
who is. field

of Chicago.
Larrabee,
manager for the Lady
Grey Co,

S. D. Bennett, who is traveling sales-
man for the Durfee Embalming Fluid
Co., of Grand Rapids, has been under
the care of a physician for the past
few days.

The last dance of the season was
held at the Pantlind Hotel ballroom
Saturday night and a thoroughly good
time was had by the 200 persons pres-
ent. The committee wish to express
their appreciation of the co-operation
of the many friends and members who
have made the series of dances a suc-
cess.

The next affair is the big party
March 5, the occasion being the
twenty-fifth annual banquet and ball
of Grand Rapids Council. The ar-
rangement of tables for the banquet is
along the most modern lines. There
will be ten tables with thirty plates,
each table bearing a number, and the
tickets are coupon tickets. As each
guest passes the door, his ticket is
taken and the coupon is handed back
to the guest, when he will be met by
a boy scout in uniform who will usher
him or them to the proper table as
indicated by the coupon. We will not

be oversold and when you have pur-
chased your ticket you will be abso-
lutely sure that your
awaiting you on your arrival. The
tickets to sell

place will. be

members who have the
are as follows:
Kf
J. C. Laraway,
W. G. Bancroft, 1447 Byron street.
W. A. Shriver, 593
Thos. D. Stafford, 4
H. G. Millar, 352
Dan Viergever, 35 Home
P. F. Crowley, 326 Cherry street.
Perry E. Larabee, Hotel Rowe.
1321 Hope street.
The Scribe was recently shown one

1450 Lake drive.
712 Bagley avenue.

Jarnes,

Cass avenue.
36 Bond avenue.
Carleton avenue.

street.

Ernest Ghysels,

of the souvenir programs of the last
UU €. Ff.
the summer of 1913. I presume one
of the best
rapidly business has progressed is to
study the advertising of a few years
ago. Even the last fourteen
marks quite a change, not only in the
method of doing business, but also the

convention held in this city

means of learning how

years

commodities which were advertised

and sold. The souvenir booklet re-
ferred to carries a full page advertise-
ment of Grand Rapids Brewing Co.,
annual capacity, 250,000 barrels, our
“Silver
Scribe was not living in Grand Rapids

special brew, Foam.’ ‘The
but making enquiry a few
e merits of the above

at that time,
days ago as to th
surprised to see the
husky
“them

brand, he was

tears start and with a voice

with emotion was assured that
were the days.”

Mrs. Harry
genial member, Harry Downing, living
at 1962 Jefferson avenue, was called
to Ohio last week by the sudden and
father.
proprietor

Downing, wife of our

serious illness of her

John R. Kelly, John
R. Kelly Plumbing and Heating Co.,
of Owosso, attended the
dealers’ convention last week and was
right royally Henry
Koessel, who Utica

hardware

entertained by
represents the
Heating Co., of Chicago, IIL

Mrs. E. E. Kraai, wife of brother
Ed., and her sister, Mrs. Maud Gard-
ner, have opened a millinery store on
Fountain street, which will be known
as the Smart Shop. The Scribe.

—_~» +.

What folly it is to think you can
make yourself good by calling others
bad!

a

Instinct keeps people straight better

than reason.

 

 

HOTEL BROWNING
150 Fireproof Rooms
GRAND RAPIDS, Cor. Sheldon & Oakes
Facing Union Depot; Three Blocks Away.

 

26

DRUGS

Michigan Board of Pharmacy.
President—James E. Way, Jackson.
Vice-Pr-esident—J. C. Dykema, Grand

Rapids. :
Director—H. H. Hoffman, Lansing.
Rapids,

Coming Examinatios—Grand
March 15, 16 and 17; Detroit, June 21,
22 and 23.

Junk the Old Fountain.

We are coming to a new year, and
a new year somehow suggests new
improvements along all lines of busi-
ness activities and certainly the soda
water department should not fail of
any that may be needed.

In my travels I discover a lot of
stores that are hanging onto an old
fountain that should have been junked
long ago. A fountain that has out-
lived its usefulness or is inadequate to
the demands of the business costs a
lot of money to keep in a store; even
more than that new one which costs
more than you feel that you can af-
ford to invest. If you need a new
fountain secure it at the best prevail-
ing price, run it right and it will prove
to be a profitable investment. Buy a
good one and it will be a joy long
after you have forgotten all about the
cost of the thing.

Few people realize the value of hav-
ing the right equipment with which
to do business, and a lot more never
can seem to realize that equipment
which is sufficient when they first en-
tered the business may be worthless
when the business has been developed
a number of years. You may love
antiques, but as yet there is no prem-
ium on antique fountains in a drug
store, nor is there likely to be. If
you need a new fountain and do not
buy it you certainly are going to pay
for it in other ways and have nothing
to show for the money. Why not get
the good of the money you spend and
have a new fountain too.

One thing supreme'y done is the de-
mand of the hour. Everyone associat-
ed with a soda fountain should know
that the one supreme thing connected
with a successful fountain is service.
Service is—let me put it in a concrete
form—‘suiting the customer.” To ac-
complish this the utmost care should
be taken to see that every one who
comes to the fountain secures what he
Aaim to please the customers
and be sure that there is a way in
which it can be done. In my experi-
ence I have met but few people who
could not be satisfied but I have dis-
covered that far more people left a
fountain dissatisfied simply ‘because
those who were paid to do the serving
did not care to take the trouble neces-
sary to give satisfaction. So many
dispensers have the notion that they
must do things the way that they like
to do them and get hurt when they
have to give in to the whims of the
customer. The man with one of these
tender spots in his makeup is as use-
less behind a soda fountain as a bull
pup.

Get a new fountain and get a new
service at it and see the business grow
if there is a good reason to believe that
one would be an improvement. Don’t
be discouraged over the past; if it
has not been all that it should have
been there is a reason; it may be the
fountain, it may be in the service. The

wants.

MICHIGAN

greatest lesson in life is to learn how
to get victory out of defeat and suc-
cess out of failure.

With the dispenser as with all
others, what the heart longs for the
head and the hands can obtain. Fail-
ure is more often the result of being
sure that you are going to fail than
anything else. So for the coming
year believe that you are going to
have a greater success than ever and
you will have planted the seed of that
success, but it may be that it will have
to be planted in a new fountain if it
is to develop all that it contains as a
seed. Seeds have to grow, the seed of
success is no exception, it does not
reach full growth in a minute.

E. F. White.

— 2-2.
Selling Bulk Ice Cream.
There are certain facts about ice
cream with which the average foun-
tain owner is familiar, but with which
it is difficult to impress the dispensers.
It is a well-known fact that ice cream,
if properly made, has a certain per-
centage of air cells in it. These are
necessary if the ice cream is to be
If they were
not there, it would simp!y be either
a hard frozen mass, or-a heavy sodden
substance as unappetizing and lacking
in appeal as the mix before it is frozen.
A fair idea of ice cream without the
air cells can be obtained by sampling
some that has been partly melted, and
then frozen in the container. It is
sandy in texture, and seems to have
lost much of its flavor; it is altogether
in an undesirable and unpalatable con-
dition, and one that would not encour-

age patronage.

With this true, it has become the
custom at most fountains, when ice
cream is sold in pint and quart cartons,
to scoop it from the can, press it into
the carton, and then proceed with the
exercise of great care and some
strength to force from it a considerable
portion of the necessary air bubbles
that the conscientious manufacturer
has put into it. Usually the dispenser
heaps it up over the top, and then,
with the presses it down as
The result is, of
course, that an inferior quality of goods
is delivered to the customer, who is
made to believe he is receiving a large
quantity.

The only way to avoid this condi-
tion is by careful and painstaking in-
struction of those responsible for pack-
ing. This should be done without loss
of time, because custom is being lost,
or at least jeopardized, every time a
poorly packed delivery is made. There
have been occasions on which cus-
tomers have expressed themselves as
believing that two grades of ice cream
were carried by certain fountains; one
which was used for service at the
fountain, and one for bulk sales. The
impression was caused by the unskill-
ful method used in packing bulk ice
cream. Such a reputation hurts both
the bulk trade and the fountain trade,
for it is assumed that the
ment is undependable, and is taking
advantage of the fact that bulk ice
cream is consumed off the premises.
Ice cream has a food value of about
three times its weight in good milk.
It cannot be satisfying, then, to the

smooth and palatable.

scoop,

hard as he can.

establish-

TRADESMAN

consumer to have this further con-
densed by the compression that is
caused by the usual packing methods.

2-2-2
Changes Which Time Has Wrought.

Grandville, Feb. 8—Although the
month of February is the shortest in
the year it is by no means the least
important.

Two of our great Americans were
born this month—Washington and
Lincoln—than whom no other two
men ever made so wide a mark in
history. :

The month of February was also the
brizhest month in the history of the
civil war. Up to February, 1862, the
war for the Union had languished: for
want of efficient commanders on the
side of the National forces. Mc-
Clellan’s indecisive battles served to
discourage the heart of the North.

It was at a time like this, February
12, that a light broke in the West
when the Federal army, under the ob-
scure Grant, made an assault on Fort
Donelson. That assault was a suc-
cess after a four day siege, and the
rebel General Buckner surrendered
about 14,000 men.

It was a glorious victory, serving to
cheer the flagging spirit of patriotism
throughout the North, and from that
hour the name of Ulysses Grant was
on every lip. A new light had arisen
in the West, whose flame was to in-
crease until the end came in the sur-
render of all the insurrectionist forces
at Appomattox.

As a boy I threw up my hat and
cheered the name of Grant. From
that day onward his star continued to
rise higher and higher until the end
came under that famous apple tree
when the war against the Union went
down in utter defeat.

February is also groundhog month,
although that worthy beast has made
for himself a record most unreliable.
It was the bear with early settlers, but
in either case the beasts as weather
prognosticators have proven very un-
certain.

That old time superstition has gone
out to keep company with planting
potatoes in the moon and other super-
stitions no longer recognized by
sensible people. It was said that a
lot of shack in the woods.
acorns, beechnuts and the like fore-
told a hard winter. I call to mind the
fact that the most open and balmy
winter I ever saw the woods were
literally over-burdened with “Shack.”

It has been said that history re-
peats itself.

Although this may be true, IT am in-
clined to doubt. It has been a long
time since we have had one of those
old fashioned winters where the
ground froze to the depth of many
feet and snows were often four feet
deep on a level. I easily recall a
March fall of snow that ‘buried the
loggers’ skidways and interfered very
seriously with logging operations.

February however, is a skittish
month. At one time the severest of
the winter at another balmy and pleas-
ing as May.

It is a known fact that many of
our best people were born this month,
not to mention the two greatest names
in history.

The delights of winter, such as
sleigh-riding, coasting, skating and
snowballing have gone the way of the
Indian, never more to return. It is
sad to recall these ancient delights and
realize that such sports and pleasures
are wholly of the past. We are tread-
ing a new era, better or worse than
the old time will tell.

This is an era of bossism most pro-
found. The rights of the individual,
once so dear to the American heart.
have been overborne, while the State
takes supreme command and_ tells
every individual where he gets off at.

It is not pleasant to reflect on the
dimming of the luster of our boasted
independence. Our forefathers stood

ibody

such as.

February 16, 1927

shoulder to shoulder in defense of lib-
erty, won it and wore it for more than
a century, to finally give it over to a
few strutting imperialists disguised as
State officials and college aristocrats
who believe the sun rises and sets in
their immediate vicinage.

Even our girls are told where they
can have their hair bobbed. In ye
olden times Ma could do that and no-
kicked. To-day human rights
as our fathers understood them have
been delegated to a few superior high-
brows whose toplofty assurance is
beginning to disgust all fair minded
folk.

February is the briefest winter
month, for which most people are
thankful, since March is on the way,
to be followed by finicky April and
balmy May.

There is one custom that has gone
out which must be a source of much
regret, and that is the deflation of pri-
mary schools and the killing off of
country churches. There was never
too many of these. To-day they are
comparatively a thing of the past.

As there is no argument against the
abolishment of the saloon, so there is
none against the rural schools. They
were in the past the backbone of this
republic. What the future has in store
for us, with schools and churches in
the discard it may be hard to tell to-
day, but the time is not far distant
when the American people will recall
regretfully the dismantling of the rural
school and church.

Everything moves to-day at top
speed under a regime of petty bossism
which is nauseating to finer minds, and
fast making us a people little better
governed than the soviets of Russia.

They will tell you, these new
evangels of modern life, that the coun-
try schools and churches were out of
date and that a new regime has come
in which has a better understanding
of the wants of human beings who
once were satisfied with square dances

and country schoolm’ams. Perhaps
this is true. At any rate, time is
grinding on and we shall see.

Old Timer.

Lime Freeze.

In the creation of thirst quenchers
nothing has proved itself of more value
than the juice of the lime and many
of the most popular thirst-quenchers
owe their popularity to this small but
valuable fruit.

Formulas for this drink are numer-
ous but this one is my favorite:

Into a 12-ounce glass draw
ounce of pineapple half an
ounce of orange syrup and a quarter
ounce of add_ the
juice of a lime and a quarter glass ot
fine ice; then fill with carbonated wa-
ter, mix and decorate with two cher-
ries on tooth picks.

—_2.>——_
Extra Profit in Toast.

Instead of selling at 10 cents, the
toasted sandwich should always bring
15 cents, sometimes 20. Almost 12
cents of this is profit, including the
investment in the machine. The food-
satisfied animal always drinks, and the
man is like that. He tops off the
toasted sandwich, many times, with
another fountain drink. Another profit.

——>-2>——_
Eat Ninety Dishes of Ice Cream An-
nually.

According to Fred Rasmussen, exe-
cutive secretary of the National Asso-
ciation of Ice Cream Manufacturers,
in a meeting in Detroit recently, the
consumption of ice cream in the Unit-
ed States last year averaged ninety
dishes for every man, woman and child.

one
syrup,

spearmint syrup;

 

:
3
4
;
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yruary 16, 1997
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on ire becaus ervice, partic ae z (ovegan -- 2 =e 25 ao 3 15@4 50 a @1 50
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shed. service iers. demat ays, . dukes, st . 3 25 oe em @2 44
: and such 25 Sriganim, "par 8 00@s 25 Opium ee . 80
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canta ordinary Ponnyroyal =~ 3 a gi i
a Sass (Sai i ap Ro ypermint ___- 3 25 0 wwe nnn : ps 40
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7 25 Sassafras, true 10 ead, red
Ss, 50 Lei d dr
Cubeb Berries eer true 1 “oe 75 Lend! white fs 14%4@15
oe Spearmint artil | 15@1 00 Genes, yale oll. 1444.@15
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sh - 2@ 26 SP -- 9 00@ 75 Red V et'n A 3@ 6
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: as yentine rb. q i Whiting’ Sb ing. 4@
: | Licorice Extracts Wintergreen less anaet a Whiting HE 5@ :
a , z ’ 1 0 =
AM - oceans 60@ 65 Wintergreen, sweet oF oe 549 10
| ! --- 50@ 60 WY birch sweets ¢ Prep. 2. 2 8093 05
jintergreen, ar 3 -- 290
| | a Flowers wae io art eae 26 @3 05
| | Chamomile “(Ged.) @ ormwood _--- 9 00@6 25 a
, | momi ed. 45 ---- 90 : iscel
| , ; nile Saal 9 60 0@9 25 Acetanalid laneous
: i 50 P . ee .
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har hut fe a Biehromate | oe wo oe 7
6 Ronee. Sade 50@ pee Ae ig 40 mith «6Suhni 09
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! CANE WALKER Aloe a, Powdered 20@ 50 Shlorate, gran‘d aa 85 tax xtal or 2 10@:!
| 2 DY CORP. | Mae = kde 35@ - Chlorate, — ae ya (3. Raw seree or * 70@3 $0
\ . or xX 2 owd. ae 30 har. oo. a
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i GRAND KEGON Asat (Soe. P w) 25 35 Jyanide 2 ee ee 46 12
SIAEAMAZOO co ee sco 35 ioe oes aon 25 paces es 2 oe 00
a Camph ae 50@ o permanganate 4 bp 90 Causa 5 . 350, z
| | | Guaiac “T oot 60 Prussiate, yellow 20@ 20 Cassia Buds ——- 7 00@7 50
| uaiac 1 eclduate on 80 Ch: eee 5
| i Kino - pow’d __ @ c ee Oa : @ a Chiarote repared_ 500 55
PARKER’ fe a8 ee tera
S wen tos - @1 = Gucta 4 ee ae 60
: | powdered 20 Alk: Root oleh B ics ba oe P1 Tb
PENS, PENCI Gua oo ¢ 60 a ae Ss a. ce a — 80
LS AND DESK oe Shellac Dean, (19 coats 92 Eslaniud we ot Cannas Yak ee
Statics ici 5@19 dlecampane, pw - 35@ 40 Cornea wan 2%@ 10
as PAI SETS eeadae Bleached. 65@ 92 Gentiar ane, pwd. 35@ 15 Cr rosive S d. 1@ 10
i canth ed. 7 80 ou Ala . 2@ 3 Cream T: Sublm 1 10
Mm RKER’ [ Tragac , pow 0o@ 8 ger, Afri a. 3 @ 30 Cuttle artar 80@2
P : , S Pp x Tur anth . @1 9 powder frican 0@ 30 Dex e bone _ o@ 00
HAT F ARKE ’ - KN pentine 1 16 75 Gin rdered ne extrine 38
\ n’s I LINE ees ae ae 3 ee re 109 5
ly \AA\ Pp & Ju ay —— @ inger amaica 0@ 35 BR r’s Powder 6G 50
AA \ | ARKER JOFOL 30 powd Jamaica, 60@ ° mery, A ywder 4 @ 15
iN P KER'S Past D PENs Ar Insectici Get soles ' ee Nos. Lb 50
VLBA : ARKER’S Ta STEL SHADE Sears icides oo ae 45@ 50 = wane Gee. g 15
Ti (res > R's JADE L cS Bl a Withiol. DBL 08 Hicoric powd. _. @8 50 E om Salt Is 15
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Rs B p Bord viol. less @07 i. id 26 00 Flake powder %x@
th LACK & HW ea. Mix ess 08 % Orris, , powd. 35@ 40 Fc e, Whit ea ._ 10
ih eae ct & Gorp Pex Ae 88 3g Rhub “jowaered. 10@ 40 Formaldehyde, Ti ms a
ALR “4 N a 4d 49 Glass ue 5Y%
nant above ributors pay Ca 1 saeiees powd 35 Glassware, less 5 4@30
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" P ] th Lim enate Po 35@ rsaparill: powd. @ 09 Gia re, ful %.
i ( ens and ie of Parker Dey ace Sulphur 15%O27 ~ ground a Glauber cates, Bo go
a ick 3 P or ca” ‘avila Ment Hu Salt
quick shi them all : FY a-nn=nn---- 8@ 2 Glycerine ~ Siczioan,@ Give, er Salts less oS
€ pmer f rt. 2 3 cect ge emt ’ G Brow --- 21
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or salen ny | BS gra ~ Tumericn pew. 20g) 35 giveérine an Bo i
or ever oints s : Sage, »ppowdered_ 85@1 00 +-- @1 ae oe sigan “7 56
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aiso Ss ge, powd se Hee 30 Ani Seed M t Acetate ee 00@8 00
Made i Wirn R ENCIL carry senna, Alex. =. % i Anise, po : ee cogs 20
e J Sennz lex. @ nise, powdered taan wawdowad @ 3
Li i” all col ING OR W . oo wae 09 7 on ean @ 3 Ment! powdered. @1 50
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Mal old Li arene | eet 9g 5 Caraway, Po sig 0 Nev Vomea 098 §
ake une ens. 35 Cardamo! ots ee Nux Vomica -. i1'18@11 93
up your , Black o Pastel Sh Al oil Coriander eae 16 Pep veces. iow oie 3
P valle Sets of P Red Line ade, Jade mente we 7 der pow. a an 4 Papper black . a 25
: Co a - Biteh. hit - 40@
A ci e : Auer ee ‘ennell ne @ 2% ¢ itch, ite, 50
With - RKER D ns and Penci mmonds, Bitter, 50@ So i. 2 Sake Me Ss
ith Ball : UOFOI encils studs & any 775 Flax, ground 3@ 4 ane ie y 20@ 25
Se geet ene chek H .D DESK SE1 ntrue a et ane 5 Bech ioe cans 1g 38
sales old E true o--ao-——-= Lob Pee wa. 18Q@ 25 aaeraree mS 300 36
H men for pri ers, the kind se wimitation "= Se, wees os 5@ 25 Seiaiita 3 -----= 2 60@2 15
azelti ices or : that a ao crude _. 1 00@1 2 Mustard, yellow @1 60 Soap, g ixture_. 11@ 22
Manis ne writ ppeal A er, rect _. 1 25@ 5 Popp , black 17@ ‘2 Soa Breen C 30@ 4
tee Pe e for c Ss. aie a ified 1 50 1 60 ent cee — 20@ = pp winit cant. 15@ =
rkins Dr oe Rergamont it, HgTe Mapes fe ar am a Ko
i Ca Mo ‘sagt Sabadi ier @1 26 Soap, white ca
kins Drug Com ee Sie ee sa
Pee aia 1 75 ae 20 ess, per castile 50
meee Sedan tat singe te Worm hevant” 6 ugg 2 Se Be a
r 35; ; ee thnaaani
pids oer se ea : He be evant . 5 ans 40 pubes arene 2 gia 10
Coc aes 1 9 Spirits Camphor 2 10
ee rie are
Croton er 25 35 Aconite tures Sulphur Ss | ease ma 20
ee 1 90@2 10 ot Tamarinds ae ne 10
2 00@2 26 ie @1 80 oer eatio BO am
7.4. @1 56 urpentin ie. 7 25
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@ 1

 

 

 

 

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 going to press. Prices, however,
are liable to change at any time, and country merchants will have their orders
filled at market prices at date of purchase.

 

DECLINED

 

 

 

 

ADVANCED
= Sa ——————SE—E——ESE ee
AMMONIA Post’s Brands.

Arctic, 10 oz., 3 dz. cs. 3 75
Arctic, 16 oz., 2 dz. cs. 4 00
Arctic, 32 oz., 1 dz. cs. 3 25
Quaker, 36, 12 oz. case 3 85

 

10 Ib, pails, per doz.
15 lb. pails, per doz. 11 95
25 lb. pails, per doz. 19 60

BAKING POWDERS

Arctic, 7 oz. tumbler 1 36
Queen Flake, 16 oz., dz 2 25

Royal, 10c, doz. -... 95
Royal, 6 oz., do. -... 2 70
Royal, 12 oz., doz. —. 5 20
Royal, 5 ib. ________ 31 20
Rocket, 16 oz., doz._. 1 25
K. C. Brand

Per case
10c size, 4 doz. -...-. 3 70
lic size, 4 doz. ----.- 5 50
20c size, 4 doz. _.-.-- 7 20
25c size, 4 doz. __---- 9 20
60c size, 2 doz. ~.---- 8 80
80c size, 1 doz. ------ 8 85
10 Ib. size, % doz. __-- 6 75

Freight prepaid to jobbing
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
Ce eee 70
Fruit Drops .--..----- 70
fo es 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.
Prepared Spaghetti --
Baked beans, 16 oz._- 1 40

et 4 ft DO oh PO HH DO OO OT
o
a

BLUING
The Original
Condensed

12 oz., 4 dz. cs. 300
#113 oz., 3 dz. cs. 3 76

 

BREAKFAST FOODS

Kellogg’s Brands.
Corn Flakes, No. 136
Corn Flakes, No. 124
Corn Flakes, No. 102
Pep, No. 224 .------- 2 70
Pep, No. 202 1 75
Krumbles, No. 424 --- 2 70
Bran Flakes, No. 624 2 45
Bran Flakes, No. 602 1 50

Grape-Nuts, 24s -----
Grape-Nuts, 100s ----
Instant Postum, No. 8
instant Postum, No. 9
instant Postum, No. 10
Postum Cereal, No. 0
Postum Cereal, No, 1
Post Toasties, 36s —-

to Oo bo to me Cot
nr oo
a

Post Toasties, 24s -. 3 45
Post’s Bran, 24s ---. 2 70
BROOMS
Jewell, doz. .___-___ 25
Standard Parlor, .. lb. 8 25
Fancy Parlor, 23 1 9 25

Ex. Fancy Parlor oS 1b. 9 75
Ex. Fey. Parlor 26 lb. 10 00
Toy 1 75
Whisk, No. 6 2 75

BRUSHES
Scrub
Solid Back, 8 in. ---. 1 50
Solid Back, 1 in. ---. 1 75
Pointed Ends -------- 1 26
Stove
Shaker 1 80
No. 60 ..__..._._._ ___.- 2 00
Peeress .._-_.______— 2 60
Shoe
No. 4) 2 25
No. 20 .......__ 3 00
BUTTER COLOR
Dandelion ___.._..___._ 2 85
CANDLES

Electric Light, 40 Ibs. 12.1
2.

Plumber, 40 Ibs. ~---- 8
Paraffine, Se 4%
Paraffine, 12s ~.---.-- 14%
Witkin —..........___ 40

Tudor, 6s, per box  -. 30

CANNED FRUIT

Apples, 3 lb. Standard 1 50
Apples, No. 10 -. 4 50@5 75
Apple Sauce, No. 10 8 00
Apricots, No. 1 1 ee .
Apricots, No. 2 --...-
Apricots, No. 2% 3 i0@3 30
Apricots, No. 10 8 50@11 00
Blackberries, No. 10 60
Blueber’s, No. 2 2 00@2 75
Blue berries, No. 10_. 14 00
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, ~ 1, sliced 1 =
Peaches, No. 2 .---.. 27
Peaches, No. 2% Mich 3 3
Peaches, 2% Cal. 3 00@3 25

Peaches, 10, Mich. —- ; =
Pineapple, 1 sl. ---_-

Pineapple, 2 sli. --.. 3 $0
P’apple, 2 br. sl. -... 2 40
P’apple, 2%, sli. ---- 3 00
P’appic, 2, cru. _-.- 2 60
Pineapple, 10 cru. -. 9 Gf
Pears, No. i
Pears, No. 2% ~----- 3 50

2%
Plums, No. 2 -. 2 40@2 50
Plums, No. 2% ------- 2 90
Raspberries, No. 2 blk 3 25
Raspb’s, Red, No. 10 13 50

Raspb’s Black,

No. 2
Rhubarb, No. 10 4 75@5 50
Strawberries, No. 10 12 00

CANNED FISH
Clam Ch’der, 10% oz. 1 35
Clam Ch., No. 3 _.....- 3 50
Clams, Steamed, No. 1 2 00
Clams, Minced, No. 1 3 25
Finnan Haddie, 10 oz. 3 30
Clam Bouillon, 7 oz._ 2 60
Chicken Haddie, No. 1 2 75
Fish Flakes, small .. 1 35
Cod Fish Cake, 10 oz. 1 35
Cove Oysters, 5 oz. 1 65
Lobster, No. %, Star : =.
Shrimp, 1, wet ------
Sard’s, % Oil, Key --
Sardines, 4 Oil, k’less 5 50
Sardines, 4% Smoked
Salmon, Warrens, %s
Salmon, Red Alaska
Salmon, Med. Alaska
Salmon, Pink Alaska
Sardines, Im. \%, ea. 10@28
Sardines, Im., %, ea. 25
Sardines, Cal. __ 1 65@1 80
Tuna, %, Albocore __ 95
Tuna, %s, Curtis, doz. 2 20
Tuna, %s, Curtis, doz. 3 50
Tune, 1s. Curtis, doz. 7 00

——5
CANNED MEAT
Bacon, Med. Beechnut 3 30
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, B’nut, sli. 4 50

Beefsteak & Onions, s 3 45
Chili Con Ca., 1s 1 35@1 45
Deviled Ham, %s --. 2 20
Deviled Ham, %s --. 3 60
Hamburg Steak &

Onions, No, 1 __.--. 3 15
Potted’ Beef, 4 oz. --. 1 10
Potted Meat, \% Libby 52%
Potted Meat, % Libby "—
Potted Meat, % Qua.
Potted Ham, Gen. &%& 1 SS
Vienna Saus., No. % 1 45
Vienna Sausage, Qua. 95
Veal Loaf, Medium -- 2 66

Baked Beans
Campbells, 1c free 5 -. 1 15

Quaker, 18 oz, ~--.--- 85
Fremont, No. 2 ~--.-- 1 20
Snider, No. i ._.__-.-- 96
Snider, No. 2 ...-.. 1 25
Van Camp, small ..-_ 86
Van Camp, Med. ---. 1 15

CANNED VEGETABLES.

Asparagus.

No. 1, Green tips -. 3 75
No. 24, Large Green 4 50

W. Beans, cut 2 1 45@1 75
W. Beans, 10 ~.----- 7 50
Green Beans, 2s 1 45@2 =
Green Beans, 10s -. @7 5

L. Beans, 2 gr. 1 35@2 4
Lima Beans, 2s, Soaked 96
Red Kid, No. i 25
Beets, No. 2, wh. 1 75@2 40
Beets, No. 2, cut 1 10@1 26
Beets, No. 3, cut ~.-- 1 60
Corn, No. 2, stan. -. 1 26
Corn, Ex. stan. No. 2 1 65
Corn, No, 2, Fan. 1 80@2 36
Corn, No. 10 -. 8 00@10 75
Hominy, No .3 1 00@1 15
Okra, No. 2, whole -. 2 00
Okra, No. 2, cut -.. 1 66
Dehydrated Veg. Soup 90
Dehydrated Potatoes, Ib. 45
Mushrooms, Hotels ~~ 38
Mushrooms, Choce, 8 oz. 48

Mushrooms, Sur Etra_ 60
Peas, No. 2, E. J. _.-- 1 65
wag nd Tei 2, Sift,

June _.... -. 1 85

Peas, Ex. Fine, French 26
Pumpkin, No. 3 1 36@1 60
Pumpkin, No. 10 4 00@4 75
Pimentos, %, each 12@14
Pimentoes, %, each ._ 27
Sw’t Potatoes, No. 2% 2 26
Sauerkraut, No.3 1 40@1 60
Succotash, No. 2 1 65@2 50
Succotash, age 2, glass 2 80
Spinach, No. 1 1 25
Spnach, No. 2-. 1 60@1 90
Spinach, No. 3.. 2 10@2 50
Spinach, No. 10_ 6 00@7 00
Tomatoes, No. 2 1 20@1 30
Tomatoes, No. 3, 1 90@2 =
Tomatoes, No. 10__ @8 00

CATSUP.

B-nut, small 1

Lily of Valley, 14 oz.-. 2 60
Lily of Valley, % pint 1 7
Paramount, 24, 8s --- 1 45
Paramount, 24, 16s _. 2 40
Paramount, Cal. _.-- 14 00
Sniders, 8 oz. 1

Sniders, 16 oz.
Quaker, 8% oz.
Quaker, aoe ~ ca 2 oS
Quaker, 14 1 90
Quaker, Gato Glass 13 00

Quaker, Gallon Tin __ 9 00
CHILI SAUCE
Snider, 16 oz. —~------- 3 30
Snider, $ 08. ~~... 2 30
Lilly Valley, 8 oz. -. 2 25
Lilly Valley. 14 oz. -. 3 25

OYSTER COCKTAIL.
Sniders, 16 oz. _.------ 3 30
Sniders, 8 oz. -.----- 2 30

TRADESMAN

CHEESE.
Roquefort __-.---.-.... 58
Kraft, small items 1 65
Kraft, American -. 1 66
Chili, small tins -. 1 65
Pimento, small tins 1 65
Roquefort, sm, tins 2 25
Camembert, sm. tins 2 25
Wisconsin Flats and

Datsies oo 29
Tengen 30
New York New 1926 —. 31
Sap Sago ....__.......... 38
Breck 2 30

CHEWING GUM.

Adams Black Jack ---. 65
Adams Bloodberry ---- 66
Adams Dentyne __------ 65
Adams Calif. Fruit -.-. 65
Adams Sen Sen -_---.. 65
Beeman’s Pepsin ------ 65
Beechnut Wintergreen. 70
Beechnut Peppermint - 70
Beechnut Spearmint --- 70
Doublemint -_---------- 65

Peppermint, Wrigleys __ 65

Spearmint, Wrgileys __ 65
sey Mrait 65
Wrigleys P-K  ........ 65
OT 65
Teavermy .....-.-._. 65

COCOA.

Droste’s Dutch, 1 lb.__ 8 50
Droste’s Dutch, % lb. 4 50
Droste’s Dutch, % Ib. 2 35
Droste’s Dutch, 5 lb. 60

Chocolate Apples ---- 4 50
Pastelles, No. 1 ----.12 60
Pastelles, % Ib. ------ 6 60
Pains De Cafe __--- — 3 00
Droste’s Bars, 1 doz. 2 00

Delft Pastelles
1 Ib. ore Tin Bon
Mons 22 18 00

q sa “Roe Tin Bon
SG Coe een 9 00
13 a ‘ana De Cara-
ane 13 20
12 oz. Rosaces ---.--10 80
% Ib. Rosaces —..- 7 80
Y% lb. Pastelles ~_---- 3 40
Langues De Chats -. 4 80
CHOCOLATE.
Baker, Caracas, %8 ---- 37
Baker, Caracas, 4s ---- 35
COCOANUT
Dunham's
15 Ib. case, %s and %s 48
15 lb. case, 48 -------- 47
15 lb. case, %8 -.------ 46

CLOTHES LINE.

Hemp, 50 ft. _.__ 2 00@2 25
Twisted Cotton,
of 3 50@4 00
Braided, 50 ft. ~---- 2 25
Sash Cord __-. 3 50@4 00

 

COFFEE ROASTED
1 Ib. Package

Molrose ..2. 35
tiberty 22 25
Quaker -------

Nedrow -.---—.

a House

Reno 2 37
aval Clap 2000 41

McLaughlin’s Kept-Fresh
Vaccum packed. Always
fresh. Complete line of
high-grade bulk _ coffees.
W. F. McLaughlin & Co.,
Chicago.

Maxwell House Coffee.

Coffee Extracts
M. Y., per 100 ~_---- 12
Frank’s 50 pkgs. -. 4 25
Hummel’s 50 i 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 80

Carolene, Baby -_-.-. 3 50

EVAPORATED MILK

Quaker, Tall, 4 doz. __ 4 75
Quaker, Baby, 8 doz. 4 65
Quaker, Gallon, % dz. 4 60
Carnation, Tall, 4 doz. 5 00
Carnation, Baby, 8 dz. 4 90
Oatman’s Dundee, Tall 5 00
Oatman’s D’dee, Baby 4 90
Every Day, Tall -.-. 5 00

Every Day, Baby --.-. 4 90
Pet Tal 5 00
Pet, Baby, 8 oz. ..___. 4 90
Borden’s Tall ------- : 00
Borden’s Baby ------ 90

Van Camp, Tall __--- 4 90
Van Camp, Baby --- 3 75

CIGARS
G. J. Johnson’s Brand

‘ J. Johnson Cigar,

0c, oe 75 00
Worden Grocer Co, Brands
King Edward --.-- 7 60
Master Piece, 50 Tin 35 00
Canadian Club .---.- 35 00
Tittie Tom _......-__ 37 50
Tom Moore Monarch 75 00
Tom Moore Panetris 65 00
T. Moore Longfellow 95 00
Webster Cadillac .._. 75 00
Webster Knickbocker 95 00
Webster Belmont... 110 00
Webster St. Reges 125 00
Bering Apollos -... 95 00
Bering Palmitas -. 115 00

Bering Delioses _--. 120 00
Bering Favorita -.-- 135 00
Bering Albas ----.. 150 00.
CONFECTIONERY
Stick Candy Pails
Stendara 22 16

Jumbo Wrapped ----- 19
Pure Sugar Sticks 600s 4 20
Big Stick, 20 lb. case 18

Mixed Candy

acne a 17
Meader: oo 14
a L. oO ee a2
French Creams --..---- 16
Paris Creams ~--------- 16
Grocers ..25...----_.. ao ag
Fancy Chocolates

5 lb. Boxes
Bittersweets, Ass’ted 1 70
Choc Marshmallow Dp 1 70
Milk Chocolate A A 70
Nibble Sticks ~------- 1 85
No. 12, Choc., Light ~ 1 65
Chocolate Nut Rolls — 1 80
Magnolia Choc 1 16

Gum Drops. Pails
Anieg 16
Champion Gums ---..-- 16
Challenge Gums ------. 16
Favonte 22.2 19
Superior, Boxes -------- 23

Lozenges Pails

A. A. Pep. Lozenges 18
A. A, Pink Lozenges 16
A. A. Choc. Lozenges 16
Motto Hearts 19
Malted Milk Lozenges 21

Hard Goods Pails

Lemon Drops a= 38
OQ. F, Horehound dps. .. 18
Anise Squares -------. 18
Peanut Squares ----~- as an
Horehound Tablets __-- 18

Cough Drops Bxs
Potnam a -. 1 36
Smith Bros. —.-------- 1 50

Package Goods
Creamery ——."

4 oz. pkg., 12s, car
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 50
Walnut Sundae, 24, 5c a
Neapolitan, 24, 5c ~.----

Mich. Sugar Ca., 24, Sc $0
Pal O Mine, 24, 5c -... 80
Malty Milkies, 24. 5c __ 80
Bo-Ka-To-Ka, 24, 5c —. 80

COUPON BOOKS
50 Economic grade 2 60
100 Economic grade 4 60
500 Economic 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 tb. bores 2 38

February 16, 1927

DRIED FRUITS

Apples
N. Y. Fey., 50 lb. box 15%
N. Y. Fey., 14 oz. pkg. 16
Apricots
Evaporated, Choice -. 27
Evaporated, Fancy -. 30
Evaporated, Slabs .. 25

Citron
10 ib. bok =... oes
Currants
Packages, 14 oz. -... 15
Greek, Bulk, Ib. ~.---. 16
Dates
Dromedary, 36s -.. 6 75
Peaches
Evap. Choice -...-... 31
Evap. Ex. Fancy, P. P. 30
Peel
Lemon, American —... 30
Urange, American —.-. 30
Raisins

Seeded, bulk —~_-..._-- 09%
Thompson's s’dles blk 9%
oo s seedless,

Captorens Prunes
90@100, 25 lb. boxes..@08
60@70, 25 ib. boxes..@10
50@60, 25 lb. boxes..@11
40@50, 25 lb. boxes._.@12
30@40, 25 lb. boxes..@15
20@30, 25 lb. boxes__.@22

ee GOODS
Bea

Med. Hand Picked -- 06

Cal. Limas -_---- 0

Brown, Swedish

  

Red Kidney -------.. 11
Farina

24 packages ----.--. 2 50

Bulk, per 100 Ibs. ~.-. 06%
Hominy

Pearl, 100 lb. sacks -_ 3 50

Macaronl
Mueller’s Brands
9 oz. package, per doz. 1 30
9 oz. package, per case 2 60

Bulk Goods
Elbow, 20 lb.
Egg Noodle, 1 Olbs. .. 14

Pearl Barley
a See 50
Se 7 00
Eaiey Grita 5 00
Peas
Scotch, 1b, 22220. 05%
Split, lb. yellow -.--.. 08
Split green =. -.__.__ 08
Sage
Hiaat India 22 so 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
135 _. % ounce --. 1 85
180 _.. 1% ounce -.. 1 80
3 20 _._ 2% ounce -.. 3 20
300 _.. 2 ounce ___ 3 00
550 _.. 4 ounce -.. 5 50

UNITED FLAVOR

Imitation Vanilla
1 ounce, 10 cent, doz. 96
2 ounce, 15 cent, doz. 1 25
3 ounce, 25 cent, doz. 2 0¢
4 ounce, 30 cent, doz. 2 26

 
 
  

Jiffy Punch
3 doz. Carton --..---- 2 2
Assorted flavors,
FLOUR
Vv. C. Milling Co. Brands
iiiy White —._.....-- 9 90
Harvest Queen -...-- 9 80
Yes Ma’am Graham,
S08 2 4u
FRUIT CANS
F. O. B. Grand Rapids
Mason
ait pint 2. 8 40
One pint —... 8 60
One quart __.-......_ 9 60
Half gallon —__-.--..-- 12 60

Ideal Glass Top.
Rubbers.

Half gallon _..-__-- _- 15-76

 

 

pis iocent aitei

February 16, 1927

MICHIGAN

TRADESMAN

 

29

 

GELATINE

   
 

26 oz., 1 doz. case -- 6 00
3% oz., 4 doz. case_. 3 60
One doz. free with 5 mee

Jello-O; 3 doz. _-__--_ 45
Minute, 3 doz. ___----- 4 05
Piymouth, White ---- 55
Quaker, 3 doz. ------ 2 55

HORSE RADISH
Per doz., 5 0Z. --------
JELLY AND PRESERVES
Pure, 30 lb. pails ----3 30
Imitation, 30 lb. pails 1 75
Pure, 6 oz., Asst., doz. 1 10
Buckeye, 18 oz., doz. 2 00

JELLY GLASSES
8 oz., per doz.

OLEOMARGARINE
Van Westenbrugge Brands

Carload Distributor

 

Nucoa, ft ip, 0. 21
Nucoa, 2 and 5 Ib. -_ 20%
Wilson & Co.’s Brands

Oleo
a ee 25%
AUS Ns GER aia pe 19
Special Mou ov 20
MATCHES
Swan, 144 2... 4 75
Diamond, 144 box ---- 6 00

Searchlight, 144 box__ 6 00
Ohio Red Label, 144 bx 4 20
Ohio Blue Tip, 144 box 6 00
Ohio Blue Tip, 720-1c 4 50
Blue Seal, 144 ------ 5 60
Reliable, 144 ___----- 4 35
Wederal, 144 .._____-_-_ 5 80
Safety Matches
Quaker, 5 gro. case_. 4 25
MINCE MEAT
None Such, 4 doz. -. 6 47
Quaker, 3 doz. case -. 3 60
Libby, Kegs, wet, Ib. 22
MOLASSES

 

Gold Brer Rabbit
No. 10, 6 cans to case 6 20
No. 5, 12 cans to case 6 45
No. 2%, 24 cans to cs. 6 7d
No. 114, 36 cans to cs. 5 50
Green Brer Rabbit

No. 10, 6 cans to case 4 95
No. 5, 12 cans to case 5 20
No. 2%, 24 cans to cs. 5 45
No. 1%, 36 cans to cs. 4 55
Aunt Dinah Brand
No. 10, 6 cans to case 3 25
No. 5, 12 cans to case 3 50
No. 214, 24 cans to cs. 3 75
No. 114, 36 cans to es. 3 20
New Orleans

Fancy Open Kettle --- 74
Choice (222... 62
har oo 41

Half barrels 5c extra
Molasses in Cans
Dove, 36, 2 lb. Wh. L. 5 60
Dove, 24, 2% Ib Wh. L. 5 20
Dove, 36, 2 1b Biack 4 30
Dove, 24, 214 lb. Black 3 90
Do ve, 6 10 Ib. Blue L. 4 45
Palmetto, 24, 2% Ib._ 5 25

NUTS Whole
Almonds, Tarragona__ 27
Brazil, Meow 18
Fancy Mixed __------- 23
Filberts, Sicily ------ 22

Peanuts, Virginia Raw 09%

Peanuts, Vir. roasted 10%
Peanuts, Jumbo, rstd. 101Q
Peanuts, Jumbo, std. 12%
Pecans, 3 star ------ 20
Pecans, Jumbo __---- 40
Pecans, Mammoth -- 50
Walnuts, California -- 38
Salted Peanuts
Fancy, No. 1 -------- 13%
Jumbo —.-------------- 16
Shelled
Almonds aoonaer posse 70
Peanuts, Spanish,

125 lb. bags ------ 12%
Filberts ------------ 32
Pecans ------------- 1 05
Walnuts -_---------- 90

OLIVES
Bulk, 5 gal. keg ---- 9 00
Quart Jars, dozen -- 6 00

Bulk, 2 gal. keg ----
Pint, Jars, dozen -~..-
4 oz. Jar, plain, doz.
5% oz. Jar, pl., doz.

9 oz. Jar, plain, doz.
20 oz, Jar, Pl. do... 4 26
3 oz. Jar, Stu., doz. 1 35

6 oz. Jar, stuffed, dz.
9 oz. Jar, stuffed, doz.
= vad Jar, Stuffed,
be a eee 4 50@4 75
20° on Jar, aes dz. 7 00
PARIS GREEN

CNH RNR OOM
w
a

a. 31
160 29
2a-ang Se 22 27

PEANUT a

RL CA i} 1/1)

Dr rene)

PEANUT

 

Bel Car-Mo Brand
24 1 ib. pails 2
8 oz., 2 do. in case.
5 lb. pails, 6 in crate
12° 2 lb. patis 2... 2--
14 i pais 2.
50 ib. tine ... 2
25 1p. palls: 02

PETROLEUM PRODUCTS

Iron Barrels
Perfection Kerosine —. 14.6
Red Crown Gasoline,

Tank Wagon ~--...- 10.7
Solite Gasoline ~--_--_ 22.7
Gas Machine Gasoline 40.1
Vv. M. & P. Naphtha 21.6
Capitol Cylinder ~-_--- 39.2
Atlantic Red Engine-- 21.2
Winter Black 12.2

larine

Iron Barrels

Wiehe, 225

Medium 2000.20 os 6
Heavy 2.20022 6
Special heavy -------- 6
extra heavy —__...--.-_ 70.
Transmission Oil —--- 62.

Finol, 4 oz. cans, doz. 1
Finol, 8 oz. cans, doz. 2
Parowax, 100 lb. -_--
Parowax. 40, 1 lb. --
Parowax, 20, 1 lb. --

POO py QNORARN
Acie O10 bY Dd bo fy be

 

Semdac, 12 pt. cans 2 70
Semdac, 12 qt. cans 4 60
PICKLES

Medium Sour
Barrel, 1600 count -_ 17 00
Half bbls. ., 800 count 9 00
5 galion, 400 count -. 4 75

Sweet Small

30 Gallon, 3000 -_---- 42 00
5 Gallon, 500 —___.__ 8 25
Dill Pickles
800 Size, 45 gal. _.__ 22 00
1000 Size, 45 gal. -- 22 50

PIPES
Cob, 3 doz. in bx. 1 00@1 20
PLAYING CARDS
Battle Axe, per doz. 2 75
Bieyele oe 4 75
POTASH
Babbitt’s, 2 doz.
FRESH MEATS
Beef
Top Steers & Heif. -- 17
Good Steers & H’f. 14@16

Med. Steers & H’f. 134%2.@15
Com. Steers & H’f. 10@12%

Cows
On oo. ee 14
Good. eee 13
Medan 202 12
Common: o... 10

Veal
TON 19
GooG 2 18
Medium 14

Lamb
Spring Lamb -------- 24
Goce: 3.2 23
Medium 223500 22
Peor ..... 4 22

Mutton
Good 2 14
Medium 2... 12
OOt 10
Pork
Taehkt hoes... 16
Medium hogs —.-..... 16
Heavy hoes ..._-._-.. 15
Ooms, Med, oT 23
MC ee 22
Showers 22. 18%
Sparernps — 2 =. 18
Neck bones ---------- 07
PROVISIONS
Barreled Pork
Clear Back __ 30 00@32 00

Short Cut Clear 31 00@33 00

Dry Salt Meats
DS Bellies __ 18-20@20-22

Lard

Pure in tierces ------ 14
60 lb. tubs .._--advance %&
50 lb. tubs _._--advance %
20 lb. pails _.--advance %
10 lb. pails __-_-advance %
5 lb. pails _..-advance 1

3 lb. pails --.-advance 1
Compound tierces -.-. 11%
Compound, tubs —_---- 11%

Sausages
Bologna 2 15
Paver 23 14
Frankfort —.._-..-._-_- 19
Mone 22 “es
Veou
Tongue, Jellied ------ 38
Headcheese —--------- 18
Smoked Meats

Hams, Cer., 14-16 lb. @30
Hams, Cert., Skinned

ois Oo oe @31
Ham, dried beef

myuekied @32
California Hams --_. @20
Picnic Boiled

Plame 33 @35
Boiled Hams _--. 45 @45
Minced Hams ---- @19
Bacon 0 24 @36

Beef

Boneless, rump 28 00@30 00
Rump, new -~ 29 00@32 00

Mince Meat
Condensed No. 1 car. 2 00
Condensed Bakers bri: * -
Moist in glass —_.__.__

Pig’s Feet
oo in Vinegar
2 50

o/s pbls., 80 lbs.
Casings
Hogs, Med., per Ib. --@55
Beef, round set ---. 23@36
Beef, middles, set-__ @1 50
Sheep, a skein -.-. @2 65
RICE
Fancy Blue Rose ---. 06%
Fancy Head --------- 09
Broken: 220-1 03%

ROLLED OATS
Silver Flake, 12 Fam.

Quaker, 18 Regular -. 1 80

Quaker, 12s Family ~. 2 70

Mothers, 12s, M’num 3 25

Nedrow, 12s, China —. 3 25

Sacks, 90 lb. Jute -_ 3 35

Sacks, 90 Ib. Cotton -- 3 40
RUSKS

Holland Rusk Co.

Brand

18 roll packages ----- 2 30

36 roll packages -~--- 4 50

36 carton packages -- 5 20
18 carton packages -- 2 65

SALERATUS
Arm and Hammer -- 3 75
SAL SODA
Granulated, bbls. -.-. 1 8¢
Granulated, 60 Ibs. cs. 1 60
Granulated, 36 2% Ib.

packages ....-.. 2 40
COD FISH
Middies 15%
Tablets, % lb. Pure -_ 19%
G02. 22 1 40
Wood boxes, Pure -. 29%
Whole Cod...) 11%
HERRING
Holland Herring
Mixed, Keys __._._____ 00
Mied, half bbls. ---- 9 50
Mixed, bbls 2)... 17 00
Milkers, Kegs ------- 1 10
Milkers, half bbls. --10 25

Milkers, bbls. ------ 9
K K K K, Norway -- * =
8 lb. vo oo

  

Cut Lunch i 6
Boned, 10 lb. boxes -. 16

Lake Herring

46 DDL, 106 lbs. 6 50
Mackerel

Tubs, 100 lb. fncy fat 24 50

Tubs, 50 count _____. 9 00

Pails, 10 lb. Fancy fat 2 00

White Fish
Med. Fancy, 100 lb. 13 00

SHOE BLACKENING

2 in 1, Paste, doz. ._ 1 35
E. Z. Combination, dz. ; 35

Dri-Woot,. doz. ....._. 2 00
Bizbys, Doz. ...... 1 35
Shinola, doz. _..._..__ 90

STOVE POLISH

Blackine, per doz. __
Black Silk Liquid, dz.
Black Silk Paste, doz.
Enameline Paste, doz.
Enameline Liquid, dz.
BE. Z. Liquid, per doz.
Radium, per doz. —-_--
Rising Sun, per doz.
654 Stove Enamel, dz.

OH RHR Hee eRe
>
o

Vulcanol, No. 5, doz. 95
Vulcanol, No. 10, doz. 1 35
Stovoil, per doz. __-- 3 00
SALT
Colonial, 24, 2 Ib. .... 96
Colonial, 36-1% —---_ 25
Colonial, | 24-2 2 00
Med. No. a wu. 2 60
Med. No. 1, foo. ‘tb. bg. 85
Farmer Spec. , © Ib $0
Packers Meat, 50 Ib. 57

Crushed Rock for ice
cream, 100 lb., each 85
Butter Salt, 280 lb. bbl. 4 24

Bieck, 60 Ib. 40
Baker Salt, 280 lb. bbl. 4 10
100, 3 le, Zable _____. 5 75
10, 4 Ib. Pable 3... 5 25
28, 10 1b. Vable _.._.- 5 00
28 lb. bags, Table —. 42

Old an Smoked,
6-10

 
 
 
  
 
 
  
 
 
  
 
  

Per case, 24, 2 lbs. -. 2 40
2

Five case lots ------ 30
Iodized, 24, 2 lbs. __-- 2 40
SOAP
Am. Family, 100 box 6 30

export. 120 box
Bie Taek, 60a
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

NAIKHVIA TE WRT PE
oe
on

Wool, 100 box ----.- 50
Jap Rose, 100 box -.-. 7 85
Bairy, 100 box ..._-. 50
Palm Olive, 144 box 11 00
Lava, 100 be 4 90
Octagon 22 6 00
Pummo, 100 box -.-- 4 85

Sweetheart, 100 box — 5 70
Grandpa Tar, 50 sm. 2 10
Grandpa Tar, 50 lIge. 3 50
Quaker Hardwater

Cocoa, 72s, box __-. 2 85
Fairbank Tar, 100 bx 4 00
Trilby Soap, 100, 10c 7 30
Williams Barber Bar, 9s 50
Williams Mug, per doz. 48

CLEANSERS

|
Ea
AAD
2

wr

cba

 

80 can cases, $4.80 per case

WASHING POWDERS
Bon Ami Pd, 3 dz. bx 3 75
Bon Ami Cake, 3 dz. 3 25
Brillo

Climaline, 4 doz. -.-- 4 20
Grandma, 100, 5c --.. 4 00
Grandma, 24 Large —- 75
Gold Dust, 100s oo. © oO

Gold Dust, 12
Golden Rod, 24
wits, & GOe, 2605
La France Laun., 4 dz.
Luster Box, 54

Large

Sb csi wk Go
rn
=

Old Dutch Clean, 4 dz 3 40
Octagon, €0q —.........., 4 00
Medeo, 408) 2 3 20
Rinso, 24s ~ Oa
_ No More, 100, cs
Se ae 3 85

Rub. No More, 20 Lg. 4 00
Spotless Cleanser, 48,

56°68 3 85
Sani Flush, 1 doz. -. 2 25
Sapolio, 3 doz. -..... 3 15
Soapine, 100, 12 oz. — 6 40
Snowboy, 100, 10 oz. 4 00
Snowboy, 24 Large -- 4 80
Speedee, 3 doz. ~----- 7 20
Sunbrite, 72 doz. -.-. 4 00
Wyandotte, 48 ----.. 4 75

SPICES
Whole Spices
Allspice, Jamaica -... @24
Cloves, Zanzibar -... @40
Cassia, Canton  -_--.. @25
Cassia, 5c pkg., doz. @40
Ginger, African -_---- @15
Ginger, Cochin -..._. @30
Mace, Penang ---..--. 1 10
Mid, No, 1 @24
Mixed, 5c pkgs., doz. @45
Nutmegs, 70@90  __-. @78
Nutmegs, 105-110 __-. @70
Pepper, Black ....._ @45

Pure Ground in Bulk
Allspice, Jamaica -_. @18
Cloves, Zanzibar _... @46
Cassia, Canton _____. @26
Ginger, Corkin —- _-~-- @38
Mostara. 2. @32
Mace, Penang —...... 1 30
Pepper, Black -_------ @50
Nuoers 2. @75
Pepper, White  --_---- @60
Pepper, Cayenne -... @32
Paprika, Spanish -_-. @42

Seasoning
Chili Powder, 15c __-_ 1 35
Celery Salt, 3 oz. _.... 96
Soge, 2.02. 2.0. 90
Onion Sar — 1 35
Gapic ooo... 1 35
Ponelty, 3% oz. ---- 3 25
Kitchen Bouquet __-- 4 50
Laurel Leaves  __----- 2
Marjoram, 1 0z. ~----- 90
Savory, 1 of ...._... 90
‘ive, - eZ. ....- 90
Tumeric, 234 oz. .... 90
STARCH
Corn

Kingsford, 40 lbs. —_-- re
Powdered, bags —_-.--

Argo, 48, 1 lb. pkgs. i 80
€rveam, 48-£ __._.._-__ 4 80
Quaker, 40-1 ______.. 07

Gloss

Argo, 48, 1 lb. pkgs. 3 60
Argo, 12, 2 Ib. pkes. 2 96

Argo, 8, 5 lb. pkgs. ~. 3 35
Silver Gloss, 48, Is -_. 11%

Elastic, 64 pkgs. __-. 5 35
‘Mga. 48-. 3 50
‘Piver, 60 (ba; ~. U.K 06

CORN SYRUP

Corn
Blue Karo, No. 1% __ 2 36
Blue Karo, No. 5, 1 dz. 3 23
Blue Karo, No. 10 __ 3 03
Red Karo, No. 1% -- 2 64
Red Karo, No. 5, 1 dz. 3 61
Red Karo, No. 10  -. 3 41

Imit. Maple Flavor

Orange, No. 1%, 2 dz, 3 09
Orange, No. 5, 1 doz. 4 31
Orange, No. 10 —.-.-. 411

Maple.
Green Label Karo,
Green Label Karo __ 5 19

Maple and Cane

Mayfiower, per gal. __ 1 55
Maple
Michigan, per gal. _. 2 50
Welchs, per gal. _-. 2 80
TABLE SAUCES
Lea & Perrin, large_. 6 00
Lea & Perrin, small_. 3 35
Pepper: 2 1 60
Roval Mint ........- 2 40
Tobasco, 2 67. ....-__ 4 25
Sho You, 9 oz., doz. 2 70
Bot, REGO oo 5 20
Ast, amie... 3 15
Capers, 2°08. —........ 2 30

Prt Fig rare

On raee vi (acme cols
Netuttietatarcmevare
Speeding Up
Cooky Sales

Obtuinable from Your
Wholesale Grocer

|
|
|
|

Zion Institunons & Industries

shale industry

 

Mediam __..._...... 7i@as
Choice Sows -. 37@46
Fancy ... ce 54@59
No. 1 Nijhe
1 Ib. pke: Sifting OnE 13
Gunpowder
CHOie = i 40
Pane Go 47
Ceylon
Pekoo, medium .......... 67
English Breakfast
Congoau, Medtum —_.... 2
Congou, Choice __-. 35@36
Congou, Fancy ---. 42@43
Oolong
Mega 200 39
Cuglcee (3... 45
Paney _.......... 50
TWINE
Cotton, 3 ply cone -... 33
Cotton, 3 ply pails --.. 35
Wook @€ ply 2 18
VINEGAR
idee, 40 Grain ......... 20
White Wine, 80 grain. 26
White Wine, 40 grain_. 20
WICKING
No. @. ner foes ....... 15
No. 1, per grosg ._... 1 26
Wo. 2, per gross ..... I G@
No. %, per gross __... 2 0
Peerless Rolls, per doz. 90
Rochester, No. 2, doz. 50
tochester, No. 3, doz. 2 00
Rayo, per ¢om. ...... 75
WOODENWARE
Baskets
Bushels, narrow band,
wire handies  ...... 75
Bashe!s, narrow band,
wood handles -..-.-- 1 80
Market, drop handle. 90
Market, single handle 95
Market, extra ....... 1 60
Spnt, large 8 50
Spunt, medium -...... 7 50
Spine, small 6 50
Churns
Barrel, 5 gal., each 2 40
Barrel, 10 gal., each. 2 55
3 to 6 gal., per gak ... 16
Pails
10 at. Galvanized _.-- 2 40
12 qt. Galvanized  -._. 2 60
14 qt. Galvanized -... 3 00
12 qt. Flaring Gal. Ir. 5 00
10 at. Tin Dairy __.. 400
Traps
Mouse, Wood, 4 holes. 60
Mouse, wood, 6 holes. 70
Mouse, tin, 5 holes .. 65
mat, Wood 2... 1 00
Rat, sorte .......... 1 00
Mouse, spring _...... 30
Tubs
Large Galvanized — so
Medium Galvanized _. 7 25
Small Galvanized —_. 6 50
Washboards
Banner, Globe ----. —. & SO
Brace, single . 2... 6 00
(ase, ainele ....... 6 00
Double Peerless  -.-.. 8 50
Single Peerless __.... 7 60
Northern Queen -..-_. 5 50
Universal... 7 25
Wood Bowls
id in. Butter 5 06
15 in, Batter ....... 9 00
I? in. Batter _........ 18 00
19 fe. Hutter _...__.. 25. 00
WRAPPING PAPER
Fibre, Manila, white. 05%
NO. 1 Fibre ..... 08
Butchers D. F. ...... 06%
Merete oe 07%
Kraft String ...... 09%
YEAST CAKE
meee ¢ ak ....... 2 70
Suntight, 3 doz .... 2 70
Sunlight, 14% doz.  .. 1 35
Yeast Foam, 3 doz. -. 2 70

Yeast Foam, 1% doz. 1 35

YEAST—COMPRESSED
Fleischmann, per doz. 30

 

30

MICHIGAN

TRADESMAN

February 16, 1927

 

WELDING WEAKEST LINK.
Address By R. W. Carney Before
Hardware Convention.

The weakest link in the entire chain,
from the producer of the raw material
on through the manufacturer, jobber,
wholesaler and dealer to the consumer,
is the last link, the one which it is
within your power to mold and forge,
How to weld that link is
of vital importance and most profound
interest to the trade. The retail clerk
is the most important and not you, the
dealer. The retail clerk of to-day, as

your clerk.

a general rule, is the least recognized,
the least emphasized and the least re-
spected. He no longer is a retail sales-
man, but just a plain ordinary clerk in
spite of the salient fact that he is the
only salesman who sells direct to the
consumer. It is no wonder to me that
the retail hardware clerk is anxious to
get away from his job. Because he
has sold or knows a little about re-
frigerators, stoves and ranges, lino-
leums and such, he looks ahead to the
time when he can leave the hardware
store and get a connection with a fur-
niture store.

He is not trained to use his imagina-
tion to create more an dlarger sales
through the power of suggestion, but
merely spends his time waiting on cus-
tomers and selling them only what

I chanced to be in a
hardware store when a customer came
in and asked for some paint. The
clerk waited on him, made the sale for
which the customer paid and walked

they ask for.

out of the store. On going into an-
other hardware store I met this same
Had
the first clerk been taught or trained
to use his imagination, he could have
sold the paint brush with the can of

customer buying a paint brush.

paint. Not one in a thousand cus-
tomers take the proper care of a paint

brush with the result that invariably

when they buy paint, they also need

a brush to go with it.

Going still farther, had this particu-
lar clerk realized his sense of obliga-
tion to his employer and had he been
trained to use his imagination and ex-
ercise the power of suggestion, he
could sold more than the one
can of paint. Enquiry might have dis-
closed that the paint was needed for
painting the house. How about paint
The garage or other
IT can
tell you that there is a great deal of

have

for the fence?
building within the enclosure?

negligence and inefficiency in present

day retail selling and the dealer is
solely to blame.
with a clerk he

In a conversation

told me that he was engaged to be

married, but did not know how he
could marry the girl unless the boss
raised his salary. He had been ex-
pecting a raise in pay, the boss knew
of his forthcoming marriage, but the
pay envelope did not contain the much
needed increase. I told this clerk that
the boss had nothing to do with raising
his pay; that it was solely up to him
to sell
more for his boss and he would raise

more merchandise and make

I pointed out to him

his own salary.
the importance of his having thorough
knowledge of the goods he sells, their
value and of knowing the needs of his

customers. His attention was called
to the great importance of effective
display of the win-
dows; the great influence that window
displays have upon sales, especially at
night to attract the people who would
not see them during the day. Suc-
cessful stores in the larger cities are
more than willing to pay high rents
for locations that afford particularly
good window space.

There is a vast difference between
a wrapper clerk and a real retail sales-
The majority of these salesmen,
so-called, are nothing but wrapper
clerks and many of you dealers sit
serenely and watch business going out
of your store through the weakest
link. You dealers simply hire clerks,
stick them behind your counters and
then take everything for granted. This
is the worst kind of a gamble. You
must bear in mind that a sale is made
only when the customer goes out of
your store with more goods of a better
quality than he expected when he came

merchandise in

man.

into your store.

“There is nothing more decidedly
sickening than to hear that shopworn
phrase used by most of the clerks,
“Anything else to-day?” There is no
such thing as a natural born salesman.
Good salesmanship is just a matter of
hard work, common sense and a de-
sire to serve. There are no open se-
sames for good salesmanship. The ad-
vertisements we read of correspond-
ence schools which practically guar-
antee to take a ditch digger out of
his environment and through their
courses make a salesman out of him,
are all the bunk. Your clerks can be
trained through proper books, the
reading and study of progressive trade
journals and membership in success-
ful merchant or dealers associations.
The clerk must know his goods and
study his merchandise constantly in
keep up with the general
progress of trade.

There are seven very important
points the clerk should know about
merchandise before he can sell it suc-
cessfully. He must know something
about the raw material of which an
article is made and why these materials
are better adapted for the particular
product; purposes for manufacturing
the article; features of construction or
manufacture; design, the artistry of
the article; some specific instances of
service for which it was made; who
makes it, the character and reputation
of the manufacturer and last some in-
teresting fact connected with its man-
ufacture, some interesting thing about
the article that may please the cus-
tomer and create a desire for posses-

order to

sion.

Many of the dealers could make this
weakest link, the clerk, the strongest
in the chain and reap the harvest of
increased sales and profits if you paid
less attention to other things and more
attention to your clerks. Do not treat
though were
sweepers. This
you neglect
them or ignore their relative import-
ance in sound, modern, efficient mer-
chandising. Permit them, after a
proper training, to work out some of
their own problems at times. They

clerks as they
porters or

you certainly do when

your
janitors,

may make mistakes, but we all do,
and they surely will profit by them as
we all did and do. Then, and only
then, will you have real salesmen in-
stead of common ordinary clerks or
wrapper clerks.

—_—_+-+ +
Proceedings of the Grand Rapids
Bankruptcy Court.

Grand Rapids, Feb. 3—In the matter
of the Music Shop, Bankrupt No. 2922,
the trustee has filed his first report and
account and an order for the payment of
expenses and for the declaration and
payment of a first dividend of 5 per cent.
to general creditors has been made.

On this day also was held the first
meeting of creditors in the matter of
Michigan Box Co., Bankrupt No. 3057.
The officers of the bankrupt corporation
were not present or represented. H. H.
Smedley represnted petitioning creditors.
Claims were proved and allowed. George
D. Stribley was elected trustee and his
bond placed at $5,000. The first meeting
then adjourned without date. After the
meeting of creditors the sale of assets
was taken up. Several bidders were pres-
ent in person. Upon offering the property
for sale it was discovered that several
liens were fastened upon the property
and the sale was adjourned to Feb. 8
to permit hearing and determination to
be had on the liens,

In the matter of Andrew Moutsatson,
Bankrupt No. 3066, the trustee has filed
in said court his report of the receipt of
an offer in the sum of $700 from Berrien
County Bank, of Benton Harbor, for all
of the fixtures of the estate, which are
appraised at $2,638.27. The fixtures con-
sist of the usual fixtures for the conduct
of a confectionery and are located at
Benton Harbor. The date fixed for sale
of the property is Feb. 14. The sale will
be held at the referee’s office in Grand
Rapids. An inventory is in the hands
of the referee and also the trustee. All
‘interested should be present at the date
indicated.

Feb. 3. On this day was held the final
meeting of creditors in the matter of
Herbert N. Talcott, Bankrupt No. 2821.
The bankrupt was not present or repre-
sented. The trustee was present in per-
son. No claims were proved and allowed.
An order for the payment of expenses of
administration, as far as the funds on
hand would permit, was made. No divi-
dends can be paid. The bankrupt was
determined to be entitled to his discharge.
The final meeting then adjourned with-
out date, the case will be closed and re-
turned to the district court in due course.

On this day also was held the final
meeting of creditors in the matter of
Joseph M. Avery, Bankrupt No. 3037. The
bankrupt was not present or represented.
The trustee was present in person. Claims
were proved and allowed. The trustee’s
final report and account was approved
and allowed. The bill of the attorney
for the bankrupt was approved. An order
was made for the payment of expenses
of administration as far as the funds on
hand would permit. There were no funds
on hand for dividends. No objections
were made to the discharge of the bank-
rupt. The final meeting then adjourned
without date and the case will be closed
and returned to the district court in due
course.

In the matter of Harry A. Filkins,
Bakrupt No. 38081, the first meeting of
creditors has been called for Feb. 18.

In the matter of Harry H. Davisson,
Bankrupt No. 3080, the first meeting of
creditors has been called for Feb. 18.

In the matter of Henry W. Ogden,
Bankrupt No. 3079, the first meeting of
creditors has been called for Feb. 18.

Feb. 3. We have to-day received the
schedules, reference and adjudication, in
the matter of Fred Sutton, Bankrupt No.
3088. The matter has been referred to
Charles B. Blair as referee in bankrupt-
cy. The bankrupt is a resident of Grand
Rapids, and his occupation is that of a
grocer. The schedules show assets of
$250 of which the full interest is claimed
as exempt, with liabilities of $1,978.01.
The court has written for funds and
upon receipt of the same, the first meet-
ing of creditors will be called, and note
of the same made herein. The list of
creditors of said bankrupt are as follows:

 

 

Samuel Petersen, McBridge __. $1,400.00
Worden Grocer Co., Grand Rapids 16.90
Symon Bros., Saginaw —_____._... 60.50
Redman Gros,, Alam —.._..- = 86.40
Schust Co., Sacinaw 15.00

Hekman Biscuit Co., Grand Rapids 47.18
National Grocer Co., Grand Rapids 36.50
Walker Candy Co., Owosso __ 34.25

Vanden Berg Cigar Co., Grand Rap. 7.50

National Cigar Co., McBride __ 13.00
Mich. Produce Co., Carson City -_ 312.00
Proctor & Gamble, Detroit ~-.----. 37.00
G. R. Calendar Co., Grand Rapids 12.00

Cc. W. Mills Paper Co., Grand Rap. 30.33

Armour & Coe., Chicago ._._._...... 14.70
Neff’s Bank, McBride ---_-------- 380.50
John Hale & Sons, Ionia —_-_-_------ 20.00
Van Eenenam Bros., Zeeland --_. 35.50

Neff’s Bank, McBride —-.---------- 700.00
In the matter of George E. Hawk, in-

dividually and doing business as Hawk
Dairy, Bankrupt No. 3083, the funds for
the first meeting have been received and
such meeting has been called for Feb. 21.

In the matter of Ben Harrison Cramer,
3ankrupt No. 3084, the funds tor the
first meeting have been received and such
meeting has been called for Feb. 21.

In the matter of Nick Vander Velde,
Bankrupt No. 3085, the funds for the
first meeting have been received and such
meeting has been called for Feb. 21.

In the matter of Wilber Pease, Bank-

rupt No. 3082, the funds for the first
meeting have been received and such

meeting has been called for Feb, 21.

In the matter of Johner Sisters, etc.,
Bankrupt No. 3077, the first meeting ot
ereditors has been called for Feb. 21.

In the matter of Leo Kraus, individually
and as Burton Heights Paint & Wail
Paper Co., Bankrupt No. 3061, the trustee
has filed his final report and account,
and the expenses of administration to
date and the exemptions of the bankrupt
have been ordered paid.

Feb. 8. We have to-day received tie
schedules, reference and adjudication in
the .matter of Homer H. Conrad, Bank-
rupt No. 3089. The matter has been re-
ferred to Charles B. Blair as referee in
bakruptcy. The bankrupt is a resident
of Grand Rapids, and his occupation is
that of a laborer. The schedules show
assets of none with liabilities of $671.82.
The court has written for funds, and
upon receipt of the same, the first meet-
ing of creditors will be called, and note
of the same made herein. The list of
creditors of said bankrupt are as follows:
N. J. Rovick, Byron Center iS LLU
A. Scheaffer Co., Byron Center —_ 5.10
S. A. Weaber, Florida ____-_- 385.00

S. A. Weaber, Florida ve _... 365.00
Addie B. Keiser, Petoskey -__-__- 15.00
A. Van Aldern, Grand Rapids -__~ 16.60
Peter Platt, Grand Rapids __.___ 4.00
Thomas St. Dairy, Grand Rapids_ 3:15
Benjamin Omm, Grand Rapids 10.00
Fred Holmes, Grand Rapids ~- 30.00

National Clothing Co., Grand Rap. 10,95

Memter Clothing Co., Grand Rapids 22.45
Basch Jewelry Co., Grand Rapids— 30.60
Hlenbaas Bros., Grand Rapids 14.00
Cc. L. Boelio, Petoskey —_- a 16.10
Fotchman Dept. Store, Petoskey 45.00

)
Mr. Hoffer, Petoskey —-_-_-. ;
K. J. Mashun, Grand Rapids 3
Feb. 8 We have to-day received ti
schedules, reference and adjudication in
the matter of Clarence F. Young, Bank-
rupt No. 3090. The matter has been re-
ferred to Charles LB. Blair as reteree in
bankruptcy. The bankrupt is a resident
of Moline, and his oceupation is that o/
a laborer. The schedules show assets of
$254.56 of which $225 is claimed as ex-

U.oo
2 9-

---~ v.20

empt, with liabilities of $536.47. 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 iist ot creu-
itors of said bankrupt are as follows:
Industrial Mortgage and Investment

 

Co;, Grand Kapids os 50,00
Wilcox-Kuennen Co., Grand Rapids $1.00
William Graczyk, Dorr (22) oo 12.50
Hopkins Coal & Lumber Co., Hop-

amas ee 5.70
Mr. Punch, Hopkins 2). S04
William Dendel, Hopkins 2.34
Ben Ellinger, Hopkins oo 5.90
O. Mera, Hopkins 4.00
Claud Free, Grand Rapids ~ 100.00

 

Wiiliam Breen, Grand Rapids an _ 100.00

Peter Beuakma, Dorr a a2) 20100
Fred Herps, Grand Rapids ol 9.50
e008 Faerpe, Dorm: oe a 00
Hen Mulder, Uecps _._.._.......... 30.00
Wards Garage, Plainwell — ____ : 9.49
Byron Center Co-operative, B. C. B.2o
Mosick Bank, Mesick _._......_.___ 121.00
Shauntz Implement Co., Grand R. 7.50

Feb. 4. (Diayed). On this day was
held the final meeting of creditors in tle
matter of A. H. Roberts, Bankrupt No.
27/5. The trustee was present in person.
Claims were proved and allowed. The re-
port and account of the trustee was ap-
proved. IXxpenses were ordered paid.
No dividends were possible from the
funds on hand. No objections were made
to the discharge of the bankrupt. The
meeting adjourned without date and the
case will be closed and returned to teh
district court in due course.

Feb. 4. (Delayed). On this day was
held the final meeting of creditors in the
matter of Irving Hurtwitz, Bankrupt No.
2937. The trustee was present in person
and represented by attorneys Jackson,
Fitzgerald & Dalm. No creditors were
present or represented. Claims were
proved and allowed. The trustee’s final
report and account was approved and
allowed. The bills for expenses of ad-
ministration were approved and ordered
paid, as far as the funds on hand would
permit. No dividends will be paid to
general creditors. Objections were filed
to the discharge of the bankrupt and
the referee will make a certificate calling
attention to such objections, but recom-
mending the discharge of the bankrupt
as no act committed before the referee
would justify a different report. The
final meeting of creditors then adjourned
without date and the case will be closed
and returned ‘to the district court in
due course. :

 

1 RF ER A REI IA

 

+ eT EE IEE

February 16, 1927

MICHIGAN

TRADESMAN

31

 

SALESMANSHIP WHICH SELLS

 

How To Sell More Hardware During
1927.*

We should all be equipped with a
rear-view mirror, prepared so that we
can see what is coming and can de-
cide whether to let it pass us or beat
it. All of the live ones want to beat
it, of course, and remain in the lead.

I was driving along a road one day
—and I am a fast driver, too—when
a car loomed up out of the horizon
back of me. I miscalled it a car. It
was anything but that—just a flivver.
Looking at it again I noticed it was
gaining on me. I stepped on the ac-
cellerator. Still it kept creeping up
on me. I again gave it more gas and
was making fifty-five and a little bet-
ter. The thing kept gaining slowly
and steadily until it passed me. To
say I was amazed is putting it mildly.
I was dumbfounded until I found out
the flivver had a special set of gears.
We can readily see that in the present
day of keen competition, we really
cannot afford to overlook the seeming-
ly insignificant little things. We must
be able to adjust ourselves to a situa-
tion as soon as it arises, not after it
has made its appearance. Your com-
petitor may be equipped with special
gears.

There is only one kind of salesman-
ship through which you can sell more
merchandise and that is comprehensive
and aggressive salesmanship. Much is
being made of the present day competi-
tion—the department stores, the chain
stores, the 5 and 10 cent stores, the
house to house canvassers and the
catalogue or mail order houses. Instead
of consigning them to perdition, we
should learn some of their methods of
modern merchandising, appropriate
their ideas and make them applicable
to our ‘business.

The house to house canvasser is
here because a certain situation or
condition permits him to be here. Many
of the jobbers are not salesmen and
the manufacturers, in order to get
their products to the ultimate consum-
er, must employ the solicitor to get
his merchandise to the consumer.
Manufacturers voice their displeasure
because they cannot get jobbers to
push their goods. Very fsw jobbers
realize that they are salesmen, that
they should educate the retailer to
sell twenty articles where he has only
sold ten before.

I made the money that paid for my
college education by house to house
selling during vacations—money that
many of you who now are here should
have gotten into your cash registers. I
am going to talk straight from the
shoulder—that is why I am here. I
sold aluminum kitchen utensils back
in 1909 when there were high in price.
I did not sell prices but quality goods.
I went into a hardware store and asked
to see kitchen utensils. The merchant
showed me enamel ware. When I
asked about aluminum ware, he reach-
ed up on the top shelf and brought
down some pieces with a sort of
apologetic explanation that they were
high in price. You hardware men need

by Paul W. Ivey, professor of Northwest-
ern University, Chicago.

not apologize—not when you sell qual-
ity goods. Price is only secondary.
You may thing or believe that you
know the income of your customers
and gauge your price accordingly, but
I am going to tell you that the Ameri-
can housewife always wants something
better and you should talk quality and
not price.

Traveling through the State of Iowa
on business I called on a merchant and
asked him how business was. “Rotten,”
he answered. “You know the farmers
have no money. They are burning
their corn because of the low prices,
so we cannot expect them to buy mer-
chandise. In another store I met a
college friend and asked him the same
question. He told me that his busi-
ness (he was selling phonographs) was
fine—larger than any of the previous
years. Asked for an explanation, he
said that every night he took a num-
ber of phonographs and canvassed the
farmers. He would play the machines
for the customers and leave them there
for a week with the understanding that
if they did not like them or were dis-
satisfied, they could return them. lf
they were satisfied, they could buy
them for a small down payment and
so much per week or month. His
sales broke all records. That is ag-
gressive salesmanship. Do not wait
for customers to come to your store,
but go to them when necessary.

If you know what you are going
after, you can fight for it. Make a
survey of your town’s population. ‘Can
you sell a larger percentage of the
people in your territory? Can you
sell a larger quantity to the customers
who come to your store? Let me tell
you how one man in Strassburg, Ohio,
population of 850 souls, does a volume
of business of a million dollars annual-
ly. It sounds unbelievable, but is,
nevertheless, true. This man makes
a most thorough and extensive survey
of his territory within a radius of sixty
miles around. During school vaca-
tions each year, he hires high school
boys and girls to make a canvass of
every house in this sixty mile territory
and they report to him what every
house needs. This information is
tabulated and when the customer
comes into his store to purchase mer-
chandise, the merchant calls the cus-
tomer’s attention to his or her needs.
This also is comprehensive and ag-
gressive salesmanship. This merchant
knows each and every resident in his
territory. He knows when a baby is
born and when any one dies. Every
baby born in his territory receives its
first present from this merchant. In
the case of a death, the merchant sends
a message of sympathy to the family.
Persona! contact is maintained always
and this man’s business is builded and
rests on a foundation of good will.

Going back to the catalog or mail
order house business. The catalogue
houses have the same overhead as you
have. What you spend for salesmen
or clerk hire they spend for advertis-
ing. Their merchandising methods is
what you have to learn and educate
into your clerks. Let me illustrate
with a story. During one of my sur-
veys I stepped into a hardware store
and asked to look at hammers. The

clerk handed me what he said was the
best hammer in the store. Questioning
on my part elicited only this: “It is a
fine hammer; a real hammer; you can’t
go wrong on this hammer.” That is
all the clerk knew about the hammer.
I went into a hundred stores in ten
towns and the information I received
was substantially the same.

Now, let us go to a catalogue sent
out by a mail order house. What do
we find out about so common a tool
as a hammer? First, we learn that
the hammer head is fully nickeled;
second, that it is made of crucible cast
steel; third, that the handle is mahog-
any finished; fourth, that the face and
claws are tempered just right to insure
against the breaking of the claws or
splitting or chipping of the face; fifth,
the claws are slit to a fine point, so
that the smallest nails or brads can be
pulled; sixth, the handles are made of
selected second growth hickory and,
seventh and last, the handles are driven
in with iron wedges so that they will
not come loose.

Nine out of ten customers do not
see what they look at. They see only
what you make them see. There is
no value in any article until the cus-
tomer sees it and it is up to you to
make him see it. In order to increase
your sales, it is up to you to know
the quality and value of your merchan-
dise and to make your customer see
just what you want him to see. Many
merchants know value so well that
they believe or take it for granted that
their clerks and customers know it,
too. I went into a store to buy a pair
of shoes. My selection narrowed down
to two pairs which looked alike, but
one was priced ten dollars and the
other pair twelve. I asked the clerk
what made the difference in price. He
said that one pair was better than the
other. I asked him to be more specific
and he told me that the difference was
there in the higher priced shoes and
that was all he could tell me. The re-
sult is that both pairs are still there.

I repeat, know your merchandise,
the value and quality and educate your
clerks or salesmen and also your cus-
tomers. Paint the picture in such a
way that your customer can see the
value and he will surely respond. It
is a common saying that a salesman is
born not made. I do not agree with
this. A salesman can be educated,
trained and drilled. Analyze your
sales methods and know why you do
not sell more goods, then improve
your methods, work hard, intelligently
and aggressively and you are bound
to increase your sales in the future.

I do not know nor understand why
the University of Michigan, an insti-
tution of learning second to none in
America, does not provide instruction
for business men and executives which
would materially help to solve some
of the existing perplexing problems.
Why, there are five states, Minnesota,
Wisconsin, Iowa, Kansas and Nebras-
ka, so far ahead of Michigan when it
comes to teaching business men how
to solve their problems that you men
in this State can’t see their smoke.

a

Originality is simply a pair of fresh

eyes.

 

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 inserticn. If set in
capital letters, double price. No charge
less than 60 cents. Small display adver-
tisements in this department. 384 per
inch. Payment with order Is required, as
amounts are too small to open accounts.

 

FOR SALE—One fifteen-foot Sherer
grocery counter, one National cash reg-
ister, one set Dayton computing scales,
and other show cases and counters. All
in A-1 condition. Frank A. Wieber, Fow-
ler, Mich. 477

For Sale—A variety store, doing a good
cash business. Will sell stock and rent
building, which has fine living rooms and
garage. Store is centrally located, and
only variety store in the city. Inquire
John I. Bellaire, Manistique, Mich. 475

ROAD PAVING OUTFIT—Complete. A
real buy. Cash, or will trade for good
farm. Also have grain elevator and feed
mill near Coldwater, Mich.; also 520 acres
virgin timber land located in Mackinac
county. Cheap for cash. Write R. E.
Reed, 17 Norwood Court, Toledo, Ohio.

479

VIRGIN TIMBER LAN]—160,000 acres
within 400 miles from Grand tapids,
Mich. Want to sell one-half interest.
Have equipment on land now for work-
ing that will take out over 10,000,000
feet per year. Over 500,000,000 feet on
this acreage. Takes money to handle
this, but it is a wonderful proposition.
This will bear the closest investigation.
Write R. F. Reed, 17 Norwood Court,
Toledo, Ohio. 480

UNDERTAKERS OR PHOTOGRAPH-
ERS. A BUSINESS OPPORTUNITY AND
AN INVESTMENT. You will be inter-
ested in this large house on main thor-
oughfare in the business section of a
city of 25,000, twelve miles Southwest of
Detroit. The price quoted to-day will
show a profit of $300 to $400 a foot in
a short time. J. H. Wood, 28 St. Josepn
Ave., Trenton, Michigan. 481

For Sale—After 41 years in business
have decided to retire. Well established
clothing and men’s furnishing business.
A clean stock, good fixtures. Centrally

located. Store can be leased for term
of years. Excellent opportunity for any-
one wishing to go into business. Act
quickly. Erickson KBros., 241 Monroe

Ave., Grand Rapids, Mich. 456
SAW TIMBER ON FORTY ACRES—
Most species native to locality. 5S. F.
Bennington, La Rose, Ill. 474
FOR SALE—A four-drawer National
cash register, No. 1,769,928 and 942(2) R.
S.—E.L.4C, in good condition, for $525.
Redman Brothers, Alma, Michigan. 473
FOR SALE—Dry goods store. Eastern
Michigan. Stock, $12,000; sales $40,00v.
Will consider good farm as part payment.
Address No. 466, c/o Michigan Trades-
man. 466
FOR SALE—Stock of general merchan-
dise, and fixtures, to settle an estate.
Wallace Bros., 159 Pipestone street, Ben-
ton Harbor, Mich. 468
Pay spot cash for clothing and furnish-
ing goods stocks. L. Silberman, 1250
Burlingame Ave., Detroit, Mich. 566

CASH For Your Merchandise!

Will buy your entire stock or part of

stock of shoes, dry goods, clothing, fur-

nishngs, bazaar novelties, furniture, etc.
LOUIS LEV!INSOHN. Saginaw. Mich.

 

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 requiremerts, 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, Ohlo

 

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.
SAGINAW BRICK CoO.,
Sa we
JACKSON-LANSING BRICK
Cc Rives Junction.

oy

 

 

 

eae mTOR cos a a

 

32

Gabby Gleanings From Grand Rapids.

Grand Rapids, Feb. 15—-Willard K.
De Neut has been engaged by Delbert
F. Helmer to exploit his tea and coffee
lines in Kalamazoo, the Holland
Colony and Lake Michigan points. Mr.
De Neut was born in Grand Rapids
Aug. 8, 1902, his antecedents being
Holland on both sides. He attended
the public schools of Grand Rapids,
graduating from Central high school
on the literary course and from Junior
high on the business administration
course. His first experience in actual
business was with the Sligh Furniture
Co. in the office and selling force.
Two years later he entered the em-
ploy .of the Shaw Furniture Co. as
office assistant. Six months later he
connected himself with the furniture
department of the Columbian Ware-
house Co. as salesman. He devoted
eighteen months to this position and
a similar length of time to the work
of the Big Brothers organization. He
likes the tea and coffee business and
expects to achieve success in his pres-
ent occupation: He was married Aug.
16, 1924, to Miss Helen Burgess, of
Grand Rapids, and resides in his own
home at 214 Barclay avenue. He is a
member of the Central Reformed
church and York Lodge, F. & A. M.
He owns up to two hobbies—golf and
fishing.

The inmate population of the Michi-
gan Soldiers’ Home, Grand Rapids, as
shown by a statement of the board of
control, dated Jan. 31, this year is
considerably less than it was 15 or 20
years ago, and less than it doubtless
will be at the end of a like period in
the future. This for the reason that,
with 80 years as the average age of
veterans of the Civil War, the death
rate of the old soldiers has increased
materially year by year the past
decade; that Spanish War armies were
far smaller than the Civil War armies,
hence there never can be as many de-
pendent veterans of the war with
Spain as of the war of ’61 to ’65; and,
for the further reason that the high
tide mark of World War dependent
veterans iS years in the future. The
capacity of the home is represented as
about 1,500. Yet, on Jan. 31 the num-
ber of inmates was 632. A small num-
ber were temporarily absent on leave.
These 632 included 268 wives and
widows of war veterans and three
World War veterans’ mothers. The
Civil War widows number 209.
Twenty-five of them are there with

their husbands. Two Spanish War
veterans also have their wives with
them.

Frederick C. Beard, the Wealthy
street grocer, is spending a month at
Howey-in-the-Hills, | Florida. He
writes the Tradesman as follows un-
der date of Feb. 12: ‘Am down here
in the sunshine. having a restful time
and enjoying it. The thousands of
acres of orange and grape fruit groves
are a fine sight. The frost in this
locality has done but little damage.
The weather is wonderful. I miss the
Tradesman. Expect to be back about
March 1. Was at Orlando yesterday.”

—_~--.
Hardware Convention a Great Success

The thirty-third annual convention
of the Michigan Retail Hardware As-
which was held in Grand
Rapids last week, was in continuous
session—either in the assembly hall,

sociation,

the hotel corridors or the exhibit hall
—from Tuesday afternoon until Fri-
day afternoon. ‘The enrollment was
the largest in the history of the or-
The proceedings
marked by moderation and progres-
siveness, in keeping with the best
traditions of the Association. No
radical change in the policy of the
organization was suggested or adopted.
The election of Hon. C. L. Glasgow
as President means that the guiding

ganization. were

MICHIGAN TRADESMAN

hand during the next year will be
along the lines of efficiency and up-
building. The selection of Detroit as
the next place of meeting is probably
for the best interest of the Associa-
tion. Grand Rapids has been honored
eight consecutive years and cheerfully
relinquishes the honor to her sister
city. Detroit will probably present a
larger enrollment and may have more
exhibits, but the attendance at the
meetings will not be so large, owing
to the many conflicting features and
distractions peculiar to the larger city.
The officers elected for the ensuing
year, in addition to the President, are
as follows:

Vice-President — Herman Dignan,
Owosso.

Secretary—Arthur J. Scott, Marine
City.

Treasurer—Wm. Moore, Detroit.

Executive Board (Term expiring

1929)—L. F. Wolf, Mt. Clemens; John
G. Oom, Grand Rapids; H. W. Black-
well, Gladstone; George W. McCabe,
Petoskey; Chas. H. Sutton, Howell.
—_22>—_—_
U. C. T. Council News From Kala-
mazoo.

Kalamazoo, Feb. 15—Saturday eve-
ning at 6:30 our Council, together
with the ladies auxiliary and families,
met for a delightful supper prepared
by Mrs. G. E. Ranney and her com-
mittee, after which a fine program
was given by talent all our own.
Brother Cross and wife and children
are to be congratulated upon their
ability as entertainers; also our newly
made brothers, Strass and Foley.

After the meal and entertainment,
Mrs. L. B. Putney, President of our
auxiliary, introduced the President of
our grand auxiliary, Mrs. E. W.
Schoonmachey, of Battle Creek, who
with her “chauffeur husband’”—who,
by the way, enjoys the distinction of
being a member of our Grand Execu-
tive Committee—droe over from the
Creek on an official visit.

The ladies entertained themselves at
cards, while the Council was in ses-
sion. Several new applications were
voted upon, one of which is deserving
of especial mention, that of Brother
J. F. Foley, who holds policy No. 1112
and was a charter member of Zanes-
ville, Ohio, Council. +»

Considerable discussion was given
over to the charity ball for Pretty
Lake vacation camp, which takes place
in two weeks, also committees ap-
pointed for our annual meeting in
March, which will be held in the after-
noon, followed by a banquet to the
officers and ladies, as has been given
in former years.

Our Council is going to show a sub-
stantial gain this year and a soodly
portion of the credit is due our Senior
Councillor for the interest he has
given the work during the vear.

F. A. Saville.
—_2+2>____
Two Co-operative Stores Which Have
Succeeded.

Deckerville, Feb. 15—Find enclosed
clipping taken from the local paper of
last week. It might be interesting to
know that there are still a few co-
operative institutions operating suc-
cessfully in the State.

We own and operate two stores, one
at McGregor and one at Deckerville.
During the ten vears we have been in
operation we have never failed to show
a healthy increase. This we did last
vear, one of the hardest years many
merchants have experienced. Bad
crop conditions the past two years
have been largely to blame for this.
We owe our success to the earnest co-
operation of our stockholders, who, in
turn, have always received a 6 per
cent. dividend on their stock. We be-

 

lieve in the principle of co-operation.
It cannot but be a success if properly
executed. Jas. W. Broughton, Mgr.

—_2 2+
No Place For Workers or Speculators.

Lake Worth, Fla. Feb. 9—I have
been receiving the Michigan Trades-
man and I assure you we have enjoy-
ed it very much. It always gives me
pleasure to read Mr. Garfield’s ar-
ticles in the Tradesman.

We are having wonderful weather
here and one can hardly realize that
it is winter. The people who came
down here to speculate or work are
cisappointed, but those who came to
get away from the cold winter can-
not say too much for Florida.

Most of the tourists at Lake Worth
are from Michigan and Ohio. There
are two large organizations here, one
from each State.

I have my cottage nearly completed
and will move in next Monday.

February 16, 1927

Juniors’ Coats Well Bought.

A nice business is being booked in
junior and children’s Spring coats, ac-
cording to wholesalers. Offerings of
the merchandise are described as more
comprehensive than in past seasons.
Much of the early demand has been
for tweed garments. It is expected
that reorders will stress garments of
novelty and plain cloths, with par-
ticular attention given to velours. In
higher priced merchandise the gar-
ments are replicas of adults’ coats.
Many are fur trimmed, with leather
also used for trimming purpoess.

——_. 2
Friends you attract are worth more

than friends you seek.
——_-———__—__
Most men have the same opportun-

ities, but only a few see them.

 

 

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Reo Motor Car Company finds a
widened market wherever the tele-
Phone lines reach.

Long distance expedites service to
customers and speeds shipments.

 

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MICHIGAN BELL
TELEPHONE CO.

Long Distance Telephone

Service Helps Sell “'The Flying Cloud,’

“yGoR

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WoRrRDEN GROCER COMPANY
The Prompt Shippers

 

 

KEEP THIS IN MIND

QUAKER FOOD PRODUCTS
ARE BETTER

BEST VALUE FOR THE PRICE

a) ye ee

 

and many customers know it

 

 

WoRDEN (GROCER COMPANY

Wholesalers for Fifty-seven Years
OTTAWA at WESTON GRAND RAPIDS

THE MICHIGAN TRUST COMPANY, Receiver

 

 

 

 

 

 

WHITE HOUSE COFFEE

To help you during the new year, the great-
est advertising campaign ever run on White
House Coffee has begun in national publica-
tions. It will run throughout the year and
throughout the United States. Beautiful
color advertisements in a dozen leading
magazines will broadcast the goodness of
White House Coffee to 20,000,000 readers.
In addition, over 400 newspapers will build
White House Coffee sales in local stores.
Tie up with White House Coffee. Tie up
with this advertising campaign. If you do,
you will ring up a mighty fine profit on
coffee this year.

The Flavor Is Roasted In!

 

 

     

fi
a

COFFEE y
Dae eaa che eZ hd |

ONE POUND NET

DWINELL-WRIGHT COMPANY Boston ~ Chicago

Portsmouth,

 

 

Your
Selling Cost

is less when you stock goods of
known value. Especially when the
price has been established by the
manufacturer and you realize your
full profit as you do on

 

Same Price

for over 3§ years
25 Ounces for 25c

A fair price to the consumer and
good profit for you. Why ask your
customers to pay War prices?

It will pay you to feature KC

Millions of Pounds Used by the

Government

 

 

 

 

 

 

 

 

 

 

 

 

MECC K

 

 

 

 

MOCO

The Mill Mutuals Agency

Lansing, Michigan
A. D. BAKER Secretary and Treasurer

Representing the

Michigan Millers Mutual

Fire Insurance Company

and associated companies

Combined Assets of Group $33,389,609.28
Combined Surplus of Group 12,306,262.36 |

Fire Insurance—All Branches

Tornado Automobile Plate Glass

 

20 to
40%

 

 

 

 

SAVINGS MADE

Since Organization