ec 45th cAnniversary MICHIGAN TRADESMAN DECEMBER 5, 1928 Number 2359 gy tang as satel. a els oceayaeag ESAT K Pa mee e o ERM ‘oe ee _ Tete gag ~~ ~~ Forty-sixth year 8 Fig ce nt er, LOOKING AHEAD Twenty Years Do you know where you will be twenty years from now? Of course, you don’t. But wherever you are you will need money. The surest manner of saving is Investment Insurance. The safest place is with a Grand] Rapids organization. A The NEW ERA LIFE ASSOCIATION offers you the most attractive investment policies now obtainable. Complete protection for every member of the family. ST eae * Business protection a specialty. ne Write for rates NEW ERA LIFE ASSOCIATION LEGAL RESERVE INSURANCE Grand Rapids Savings Bank Building Grand Rapids, Michigan A Michigan Institution Cosmin t tiene To The Michigan Tradesman and to its militant editor and proprietor on the Forty-Fifth Anniversary of this publica- tion. May their many services to the retail interests of the state continue unabated throughout the coming years. The Mili Mutuals Agency Mutual Building, Lansing, Michigan All Kinds of Insurance 20 ‘to 40% Savings Made Since Organization 3 i i} 4 7 ‘ 4 4 DY Bat i $s i 1 a w a] 2 ‘ t f 7 EO PRIN een Bt PR i am os 0% a9 9° 2 — a FORT Y-FIFTH ANNIVERSARY EDITION. SOS YY EISSN a PRICE TWENTY-FIVE CENTS Forty-sixth Year GRAND RAPIDS, WEDNESDAY, DECEMBER 5, 1928 Number 2359 MICHIGAN TRADESMAN E. A. Stowe, Editor PUBLISHED WEEKLY by Tradesman Company, fren its office the Barnhart Building, Grand Rapids. UNLIKE ANY OTHER PAPER. Frank, free and fearless for the good that we can do. Each issue com- plete in itself. DEVOTED TO the best interests of business men, SUBSCRIPTION RATES are as follows: $3 per year, if paid strictly in advance. $4 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 ceiits. Entered September 23, 1883, at the Postoffice of Grand ®apids as second class matter under Act of March 3, 1879. JAMES M. GOLDING Detroit Representative 409 Jefferson, E. _THE HERPOLSHEIMER DEAL. Final Consummation of the Transfer This Week. Arthur Herpolsheimer, head of the Herpolsheimer Co., is in New York this week, to attend to the final steps necessary to turn the Herpolsheimer interests over to the Hahn Dry Goods Co, As usual in such cases, the Trades- man was able to anticipate the daily papers several days in the announce- ment of this merger. The Tradesman had authoritative knowledge of the transfer from its New York corre- spondent last Wednesday and gave utterance to the news on that day. later the Grand Rapids out with the statement that the transfer had not yet been con- firmed. This statement was incorrect, because Mr Hahn—the only person au- thorized to speak for the new organ- ization—confirmed the merger to the Tradesman’s correspondent in New York last Tuesday. Department heads in all of the stores included in the merger are naturally very uneasy over the situation, because they do not yet know whether they will be retained in their present posi- tions under the new regime. Three days Herald came Flint, Dec. 4—The business interests of Flint were completely stunned on the arrival of the Tradesman _ last Thursday, announcing that Smith, Bridgman & Co. and O. M. Smith & Co., leading dry goods establishments, had been absorbed in a merger with the Hahn Dry Goods Co. Some who did not realize the dependability of the Tradesman in matters of this kind were inclined to doubt the statement, but on consultation with Glen P. Jack- son, manager of both houses, the Tradesman’s statement was fully con- firmed. Mr. Jackson is to be manager of both houses, the same as heretofore, which furnishes ample assurance that both business houses will be continued along the same broad and generous lines which have made them so suc- cessful in the past. Mr. Rickter will continue as merchandiser. Lansing, Dec. 4—When the Trades- man reached Lansing last week with the statement that the J. W. Knapp Co. had been absorbed by a merger, there was much wonderment why the Lansing State Journal did not get the news ahead of a weekly trade journal. Enquiry at the Knapp store confirmed the statement of the Tradesman; also the information that J. W. Knapp would retire from the dry goods busi- ness altogether on account of ill health. R. K. Lackey will assume the position of manager under the new ownership. Mr. Shirtlis will remain with the establishment as merchandiser. —_22>__ Items From the Cloverland of Michi- gan. Sault Ste. Marie, Dec. 4—Now that the deer hunting season is over, it is again safe to wander through the woods and drive through the hunting districts. According to reports 3,988 bucks went over the ferry at Mackinaw to Lower Peninsula points, so there will be that much less to consume here. Considering there were over 60,000 hunters on the job, there were fewer accidents than ever before. Drum- mond Isand seems to have been the best place, furnishing more deer than any of the other nearby paces. The game wardens report very few viola- tions and very few does were killed by mistake. Last week was a busy time at the locks after the ore stopped. Shipments amounting to more than 7,000,000 bushels of grain passed through one day last week, which is believed to be an all-time record. It is expected that many vessels will run until the last day of the season, probably December 15 or 16. T. M. Crichton, the well-known merchant at Barbeau, is interested in oil. He had several pipes sunk 20 feet near Channel View. For three months they have been carrying water mixed with oil. It looks promising. M. G. Gulley, geologist for the Eastern Gulf Oil Co., explored the entire region around Barbeau and returned to Pitts- burg, expecting to return to Barbeau again in May. The merchants are going to provide Christmas time scenery on our main streets, slanting small Christmas trees along the street, attach boughs in Ionic clusters to street lamps and string colored lights across the streets, stimulating Christmas shopping. Thanksgiving day was spent quietly here. The churches were well attend- ed in the morning. There were many family dinners, with plenty of turkey. The Great Lakes Mission provided the usual turkey dinner. Entertainment for the children was furnished by the 3oy Scouts. There was considerable poultry left over, which has been put into cold storage for the Christmas trade. Many married men are outspoken— by their wives. Charles Nelson, formerly in charge of the meat department of the Lock City Mercantile Co., has resigned and moved to Bay City, where he expects to spend the winter. Our Civic and Commercial Associa- tion proposes to change its name, at the next regular meeting in January, to the Chamber of Commerce, which will be in line with other business as- sociations of similar character in the United States. The directors propose to send out blanks to all members pre- ceding the annual meeting, the mem- bers being urged to indicate their choice of officers. Those getting the greatest number of votes will be de- clared the nominees. D. Booth, of the Booth Produce Co., met with a painful accident when he slipped on the ice last week, breaking his left leg at the hip. He was re- moved to the war memorial hospital where he may remain for some time. Jake Schopp, of DeTour, was a busi- ness visitor here last week. He is looking for a good trade during the holidays, as work seems plentiful, much repair work to coal docks. A. D. Trempe left last week for New York. From there he will visit Montreal and California. He expects ‘to spend the winter in the West. Allen Bolton, 34, who claims to have been a pilot in the American air forces during the kaiser’s war, is being held by the police here on a charge of pass- ing bad checks on some of our mer- chants. The checks were drawn on a Ewing, Mich., bank. “Ted's wife is a woman who lets out everything, isn’t she?” ‘Yes, every- thing except Ted.” William G. Tapert. ——_>2> Expanding Credit Sales. The suggestion brought forward by a speaker at the recent conference of the financing companies in New York that installment sales be extended to articles opened up interetsing possibilities in more than one quarter. It was pointed out that the finance companies now underwrite about 10 per cent. of the retail country, which were estimated at $55,- 000,000,000. purchases is a commonly accepted one. It is a little difficult to find a major article nowadays that is not sold on the installment plan by some one or or other. The chances are, therefore, that the expanson of the plan, if it is not discouraged by a future deveop- ment, is more likely to take place through the conversion of more sellers to the method than by the addition of further products to the list. In other words, where the plan has been intro- duced on only a small scale it may be embraced by a larger number of more sales of the This figure on installment dealers. The so-called luxury lines have been particularly successful in stimulating sales and perhaps some of the older industries have not profited as they might through this aid to marketing, as wit- ness the belated attempt of the coal men to relieve househoders of a heavy cash transaction. Nine New Readers of the Tradesman. The following new subscribers have through consumer credit, been received during the past week: T. C: De Young, Grand Rapids. R. F. Smith, Grand Rapids. W. S. Nixon, Grand Rapids. Clark’s Dry Goods Store, Greenville. C. H. Dunakin, Grand Rapids. Walter J- Lehman, Grand Rapids. W. T. McNitt & Son, Conklin. Frank Ader, Grand Rapids. William Milhiem, Miner Lake. Index to Special Advertisers. Acme Adjustment Co. —__ a eae American Light & Traction Co. __ 93 American Mutual Accident Ins. Co._. 68 crete, Hote. ae Barclay, Ayers & Bertsch _. oe Belding Basket Co. : 109 Boot & Co. . : : oo ag A J. Brown Seed Co. __. : _ Jaa Brown & Sehler Co. LL OT Burleson Sanitarium —_____- i Gn J. Burrows oe ee Cit zens Mutual Automobile Ins. Co. 108 Clipper Belt Lacer Co. ‘ Commercial Milling Co. — ae Commonwealth Power Co. oo. oS Consumers Fower Co. _.....0 Cordurey tie Co. _............ ll Cox Margarine Co. -- i oo ee Detroit-Leland Hotel — oo Detroit Suspender & Belt Co. ‘roe Detroit Textile Co. Se Ixdson, Moore & Co. __. : 4. fae Detroit Wholesale Merchants Bureau 1/7 Dutch Tea Rusk Co. | 6 Dudley Paper Co. . oo 29 Detroit Wholesale Drapery Co. i ee Fenton, Davis & Boyle - : : — oF Finnish Mutual Ins. Co. oe misher Wall Paper Co. C. A. Finsterwald Co. oo Foley & Co. Se eae Bremont Canning Co. .. 3. Grande Erick Go. ... oe ag Grand Rapids Calendar Co. 90 Grand Hapids Gas ©o. =. Grand Rapids National Bank _...__._ 13 Grand Rapids Paper Box Co. _........ 56 Guarantee Bond & Mortgage Co. ___ 108 G. J. Baan Coo Sherwood =iall & Co, aS Hazeltine & Ferkins Drug Co. _..... 4l Hs. Hens Ce Cea 35 Hickman Biscuit Co. 22.0 Sd Elorkner Jewelry C6. 220 2 a ae Heroid- Bertsch Shoe Co, ............sS7G Halland Crystal Creamery Co. —___- A ae Hlome State Bank Oe Howe: Snow @ €@) oe 7 Kent Storage Co. os ca a ae Kraft--Phenix Cheese Co. lee Lake Odessa Canning Co. ot hee @ Cady 2 ie Le.telt Lyon Werks .____._._. 118 rt. Leonard & sons .......LLU....ULULUDUhCUS Alexander Licht Co. Cine eS Link, Petter & Co. ue a9 Holsum Bakery Co. .._....._...drd cover Manufacturers & Builders Supply Co. 127 Marion Rubber Co. : . <4 MecConnel-Kem Co. ................ ]30 MacNaughton, Greenawalt & Co. _._._ 88 Mich. Bankers & Merchants Mutual pire Eis. Coe oe a Michigan Hardware Co. Se ae Nechican Tyust Co. ._.... 2 Miller Peanut Froducts Co. __._...... 136 Mich. Shoe Dealers Mutual Fire Ins. Co ee =. 42 FEE Mich. Mutual Liab lity Co. ee 7: Albert Willer @ Ce. as © WW. Nils Paper €o. oo =. A. Merman & Ce. __. “ i ae Nachtegal Manufacturing Co. 86 Mating Cand, Co _.......... CS National Cash Register Co. ee Ge National Grocer Co. _. i... Se Newaygo Portland Cement Co. de New Era Life Association _..Front cover Charles IX. Norton ee 86 Oceana Canning Co. ___. ee 38 Old National Bank 22.000 TF Oscar Orwant . Oe Owen, Ames & Kimball _....._ : Pac fe Coast Heras Coa. ............. SG Peerless Glove Co, 200 ee Petoskey Portland Cament Co. _..... $9 Phoenix Sprinkling & Heating Co... 36 Preferred Auto Ins Co. . a Rademaker-Dooge Co. iL 63 George EB. Reader. —..___. 109 W. KR Koach & Co. : i i 43 Rockwood Sprinkler Co ____- oo toseberry-Henry Eleectrie Co. aS Ge ww A. Scott &@ Co. 2... Ce Seely Manufacturing Co. ae I Shetzer Co. ae . fe Shulet Carpet Co. 20 0 ae Schoenfeld & Schoenfeld Se eS Small-Ferrer Co. : 2 Se Standard Grocery & Milling Co. -.-. 126 P. Steketee & Sons Se Symons Bros. & Co. Lo ee Telfer Coffee Co. _ eee €. & W. Tham Co. Soe ee 57 Valley City Millme €o, ..........- TF Vanden Berge Cigar Co. Je Ge oe Van Daren & Co. 126 Van Eerden Co. ee 44 I. Van Westenbrugge - ee Vnkemulier Co. Ce Watson-Hiegzins Milling Co. __...... 4 Wetsman & Shatzen _- Joe | aS Wolverine Shoe Co. 2... Woolson Spice Co. 2 91 Worden Grocer Co. MICHIGAN TRADESMAN Forty-fifth Anniversary NINETY YEARS AGO. Furniture Shop Opened in Grand Rapids. Treating friends and acquaintances with intoxicants was indulged in quite generally by all classes of business and First professional men thirty years ago. The evils caused by intoxication and the results attendant upon the habit were many and in instances serious. George W. Thompson, Myron H. Walker and others joined in the or- ganization of a club in an effort to restrict or at least modify the treating habit. Mr. Thompson was. elected president and Mr. Walker secretary. One thousand pledge cards were print- ed for distribution, which many signed with the secretary. Mr. Thompson and other organizers of the club died and it ceased operation. Mr. Walker was the last to go. Thomp- son was a jolly, rough spoken and fre- offensive man, but he had a heart and many _ unfor- innumerable and filed quently sympathetic tunates remember him for kindly aid rendered when assistance was greatly needed. Copies of the pledge cards may be seen in the Ryerson Public Library. bout ninety ago William Haldane opened the first cabinet shop and undertaking rooms in Grand Rap- ids. Haldane prospered and in the course of time acquired the ground at occupied by the Michigan Trust Company. He erected a hand- some brick cottage upon the property and lived therein a score of years. At the rear of the house he planted a vine- excellent years present vard and made wine of quality. bout 1870 the city authorities de- cided to purchase grounds upon which to erect a hall for the use of the municipality. Ottawa avenue had been opened through that section of Pros- pect hill and Haldanes house was high above the new street level. The ad- joining property of Dr. Charles Shep- that of Col. Amos ard and also upon the site of which the Roberts, home of the Peninsular Club has since been erected, were early acquired. Hal- dane was willing to sell his property and the city purchased it. A year or two later the city authori- ties decided to offer competitive cash prizes, amounting in all to several hun- dred dollars, for plans for a municipal building. D. S. Hoskins, Wm. A. Robinson and Grady L. Waddell sub- mitted plans for a modest little two- story building such as would afford needed in the transactions of the public business. The Grady L. Waddell plan chosen, the awards were paid and then the accommodations was the enterprise was abandoned. Upon the Haldane grounds twenty feet above the street level, a tower 75 } erected for sounding alarms when fires occurred. The bell was later moved to the tower of the feet high was present city hall. The municipal authorities finally de- cided that the Haldane location was too small a site for a city hall and di- rected the mayor to sell it. Finally the properties of A. Lamont Chubb, Samuel W. Young, Christian Bertsch and others, on Lyon street, between Ottawa and Ionia avenues, were pur- chased and the hall that is now owned by the city erected thereon. Julius Houseman, a pioneer in the clothing trade, purchased the lots on the East side of Ottawa avenue, be- tween Pearl and erected the Houseman buildings there- on. Upon that section of Prospect hill, West of the Houseman property, on Ottawa avenue, Daniel Ball, in an early day, erected an imposing man- sion of cut stone in the Colonial order of architecture. Ball occupied the house a decade of years. The bank of which he was the president failed dur- Lyon streets, and retary. A handsome, commodious pavilion was erected, which the furni- ture manufacturers of Grand Rapids furnished. The State was creditably represented in many departments of the exposition. During the year following its close, Weston and Roberts labored in the preparation of a report to the Gov- ernor, detailing the work of the com- mission. A request forwarded with the report for an appropriation by the Legislature of a sum sufficient to pay the cost of printing the same was sub- mitted to the law makers of 1893, which refused to provide the money needed for the purpose mentioned. The report is buried in the archives of the State Capitol. Arthur Scott White. Arthur Scott White. ing the panic of 1857 and the property was sold years later. Upon the or- ganization of the Peninsular Club, the building was leased and occupied by that organization. Its location on the crown of the hill forty feet above the street commanded an interesting view of the city. The ground is now cov- ered by the Klingman-Waters exposi- tion building. The Legislature at its regular ses- sion in 1891 appropriated the sum of $125,000 for use by a commission, to be appointed by the Governor, in pro- viding for a representation of the pub- lic institutions of the State and its natural and acquired resources at the World’s Fair at Chicago. Isaac M. Weston was appointed chairman of the commission and John H. Roberts sec- Profits 38 Per Cent. Above a Year Ago. Nothing short of a catastrophic re- versal this month will prevent 1928 from going on the record as the coun- try’s earnings year. With corporate earnings now on hand for representative concerns in the first nine months, it takes no great stretch of the imagination to see what the full twelve-month period may bring. Two months of the third quar- ter have passed. As we enter the final month of the year the earnings tide In the first quarter of 1928 net profits for 195 industrial corpora- tions exceed the corresponding 1927 quarter by 2.5 per cent. In the second quarter by 16.3 per cent. And in the third quarter by 38 per cent. The bril- rolls on. liance of the comparison display brightens as the year progresses. And if there are those who want the more sober statistics that come in an aggregate of figures during the first nine months such an earnings picture is revealed by Standard’s new compila- tion. Two hundred and sixty industrial corporations reporting their net profits for the first nine months in 1928 have earned 20.1 per cent. more than a year ago. Forty-seven utilities have earned 13 per cent. more. One hundred and eighty-five rails have earned 1.2 per cent. more. Four hundred and ninety- two industrial, utility and railroad con- cerns, if we strike a total of the lot, earned 11.3 per cent. more in the first nine months than a year ago. It is true that the late 1928 com- parisons are accentuated by the cur- rent upswing in earnings at a time profits were falling fast a year ago. Yet industrial whole were only 5.2 per cent. under 1926 last earnings as a year. The conclusion is almost inevit- able that 1928 will set a new record high. Frequently the earnings has been swelled by outstand- flow of corporate ing gains in particular groups. suffi- It is a distinguishing feature of 1928 pros- perity that the earning gains have been Only four indus- cient to offset losses elsewhere. widely distributed. trial groups failed to show a gain over a year ago in the first nine months. Profits reported by the railroad equip- ment concerns fell 35 per cent., coal and coke 30, building and building ma- terial 16 and lead and zinc 1 per cent. In striking contrast to these scatter- ing 1928 reversals have been substan- tial earning gains by the great mia- jority of industrial enterprises. At least six important groups earned bet- ter than 40 per cent. more in the first nine months than a year ago. They are the radio, copper and brass, silk, auto accessories, leather and shoe, oil production and refining companies. That these wholly unexpected and in many cases unprecedented earning gains have exerted their potent influ- ence on prices in the market goes without saying. And in a strange way the companies that have made the sharpest earnings gains have enjoyed the best advances marketwise. Paul Willard Garrett. —_~»~-.___ See Errors in Dress Sizing. In sifting causes for the incorrect sizing of women’s dresses, which is adding to the alteration costs of re- tailers, it has been found that errors are outstanding in shoulder and arm- hole construction in the larger sizes. The shoulders seem to be too long and the armholes too large, reflecting the belief of some manufacturers that these places must be expanded as the size becomes larger: This is not the case, experts say, as in large women the shoulder usually becomes shorter, owing to added flesh. Making the arm- hole larger, it is also pointed out, adds to the difficulty, as this gives a “hiking” effect to the dress when the wearer's arm is raised. ——_2--.__ It takes a big man to help put over what he doesn’t understand. stock “$i PE LOT 2 ote a ee Forty-fifth Anniversary MICHIGAN TRADESMAN | ald Ko SMA Cee aeeee hee ( . = Ft / Ao ES gD {LOPEZ u ls o> Ip Bo — ~ 6-73 Ce ee i | : f ve i. i / SL J eo wa A rae ~ An Ideal and its Achievement at S|) = HE year 1929... just around the corner ... will mark another milestone . . . the Fortieth . . . in the progress of Michigan's first Trust organization — The Michigan Trust Company. From its beginning back in 1889, it has been the ideal of this institution to provide a complete corporate fiduciary service in all its branches, that is at once conservative and progressive. A strict adherence to this policy has made this staunch old organiza- tion the strong dependable fiduciary that it is today. On the eve of a rapidly approaching 40th Anniversary year, it pauses to reflect that four decades of public confidence have materially broadened the obligation which it assumed at its beginning. That it may merit and receive the con- tinued confidence and goodwill of the com- munity, it will be its aim during the next 40 years... and the next. . . to conduct the affairs of its clients in the same con- servative and progressive manner that has characterized its past. tHe MICHIGAN TRUST co. GRAND_RAPIDS 4 MOVEMENTS OF MERCHANTS. Iron River—The Insular Oil & Gas Co., has increased its capital stock from $16,500 to $21,500. Detroit—The D. J. Healy Shops, 1426 Woodward avenue, has decreased its capital stock from $700,000 to $400,000. Detroit—Detroit Rubber Products, Inc., 2841 East Grand Blvd., has in- creased its capital stock from $35,000 to $50,000. Detroit— Turner Resilient Floors, Inc., 311 Coe Terminal building, has increased its capital stock from $50,000 to $75,000. Ann Arbor—The Faust-Kennedy- Potter Co., builders’ supplies, has in- creased its capital stock from $50,000 to $100,000. Detroit—The Drug Co, 14700 East avenue, has changed its name to the Howard L. Green Drug Co. Detroit—The Automatic File & In- dex Detroit Co., 131 East Jefferson avenue, has changed its name to the Office Necessity Corporation. Muskegon—-Ed. Kolkema, grocer at 591 Catharine street, has added a meat market to his equipment. He has in- troduced chemical cooling apparatus. Ludington—The Central Shoe Store opened for business at 104 West Lud- ington avenue, Nov. 28. Frank Wash- atka and Floyd A. Vogel are the pro- Service Jefferson prietors. Harbor Springs—C. E. Reynods, who recently sold his harness shop and stock of leather goods to A. J. Ayers, died at his home, following a stroke of apoplexy. Berville—The Bervlile Oil & Gas Co. has been incorporated with an author- ized capital stock of $10,000, $5,500 of which has been subscribed and paid in in cash. Sparta—The Sparta Creamery Co. has been incorporated with an author- stock of $20,000, all of which has been subscribed and paid in in property. i Kaleva—The Golden Co-Operative Creamery, owned by one hundred and fifty farmers, is now open for business, under the management of Earl F. Por- ter, recently of Jackson. Heights—The General Hardware & Supply Co., 5 East Broad- way, has been incorporated with an authorized capital stock of $25,000, all of which has been subscribed and paid in in cash. Detroit— The Blue Goose Food Shops, Inc., 217 State street, has been incorporated with an authorized cap- ital stock of $15,000, all of which has been subscribed and paid in, $6,500 in cash and $8,500 in property. ized capital Muskegon Freeport—J. E. Harper has sold his hardware stock and store building to C. H. Dunakin, of Grand Rapids, who will continue the business under the style of the Community Hardware, with J. E. Babbitt, as manager. Detroit Reid Auto Sales, Inc., 12709 Gratiot avenue, has been incor- porated to deal in autos and acces- sories, with an authorized capital stock of $15,000, $10,000 of which has been subscribed and paid in in cash. Detroit—Arthur J. Nelson, Inc., MICHIGAN TRADESMAN 8059 Grand River avenue, has been incorporated to deal in autos and auto accessories, with an authorized capital stock of $10,000, all of which has been subscribed and paid in in cash. Charlotte—B. J. Lowrey, proprie- tor of the B. J. Lowrey Calendar Co., wholesale deaer in calendars, etc., has sold the business to J. F. Carpenter, who will continue it under the style of the J. F. Carpenter Calendar Co. Stanton—The tin shop, etc., of the late Alpheus Hunter, has been purchas- ed by Arthur Cliff, of Rockford and Albert Elkins, of Lansing, who will continue the business under the style of the Montcalm Sheet Metal & Plumb- ing Co. Lansing—The Pure Milk Co., 1200 South Cedar street, has been incorpo- rated to manufacture and sell dairy products, with an authorized capital stock of $25,000, of which amount $20,- 000 has been subscribed and $2,500 paid in in cash. Detroit—The Pfent Hardware Co., 14195 Graitot avenue, has merged its business into a stock company under the same style, with an authorized capital stock of $50,000, all of which has been subscribed, $12,500 paid in in cash and $25,000 in property. Marshall—The McKenzie Paper Co., 125 West Michigan avenue, has been incorporated to conduct a general job- bing business in paper, paper boards woodenware and metal supplies, with an authorized capital stock of $50,000, $19,000 of which has been subscribed and $5,100 paid in in cash. Detroit—Louis Wohl, Inc., 1275 Woodward avenue, has been incorpo- rated to manufacture and deal in wo- men’s and children’s apparel, dry goods, etc., with an authorized capital stock of $300,000 preferred and 1,000 shares no par value, $1,000 being sub- scribed and paid in in cash. Manufacturing Matters. Detroit—The Russell Wheel & Foundry Co., Jos. Campau and Belt Line R. R., has changed its name to the Russell Steel Construction Co. Detroit—The Cellized Floor Laying Corporation of Michigan, 4391 Seebaldt avenue, has changed its name to the Flooring Corporation of Michigan. Highland Park—The Vigor-Fount Manufacturing Co., Inc., 190 Victor avenue, has been incorporated to man- ufacture orangeade dispensing ma- chines and to do sheet metal work, with an authorized capital stock of $10,000, of which amount $7,500 has been subscribed, $1,000 paid in in cash and $5,600 in property. —_+-.__ The Biggest Thing in Business. Calling him a “reluctant meat serv- er,’ some publications have bantered Mr. Childs concerning his intense, but unsuccessful, effort to persuade his customers to eat only vegetables. Back of this courageous effort is perhaps the reason for his success. Disgusted with poor food served in restaurants he patronized, Mr. Childs entered the res- taurant business urged on by a passion to provide pure food at low prices. He used many of his mother’s recipes. He believed in those recipes. Some of his great zeal for better food was trans- mitted to others who worked with him. J. L. Kraft, who built the largest cheese business in the world, had a similar passion to provide the world with cleaner, better cheese. The chief motive behind the elder Morgan’s in- terest in steel was not mere money- making, but an intense desire to regu- late and stabilize a fundamental indus- try, to eliminate the violent and destructive fluctuations which held back the industry. Such men are urged on by a motive bigger than mere money-making. This important con- sideration may have been overlooked in the organization of some of the present-day ready-made chains. of stores, and perhaps in some of the banker-controlled enterprises purchas- ed from strong men who built them because they were urged on by high motives. While there can be no quar- rel with money-making as a motive, is it enough to make men take off their coats and fight to build a business, as they did for some of the founders of our great enterprises? Some of these recently founded chains of stores were conceived, organized and _ promoted with money-making as the sole motive. Can they win and hold the loyalty and co-operation of their men? Are they providing a motive good enough to fight mor? We wonder. —_2++___ Women and Children First. Now that the terrible Vestris disaster is still fresh in our minds the Trades- man would like to voice a_ protest against that supposedly chivalrous, but, in reality, most cruel law of the sea— women and children first. We are con- vinced that any and every woman, given the choice, would infinitely rath- er wait until the last boat and be al- lowed to remain with her husband than leave the wreck in the very first with- out him. Surely in such time of peril it is positively cruel to separate the members of a family, giving to the woman the entire responsibility of the safety of her children and adding to it the terrible anxiety as to what has become of her husband. It is incomprehensible that it should be considered chivalrous to pack all the helpless women and children alone into lifeboats and deprive them of their natural protectors at such a time, for what can the few members of the crew in the boat do with so many helpless ones on their hands? The presence of fathers and husbands and_ brothers would help to calm the women and children, to say nothing of the as- sistance the menfolk could render in handling the boats. We will not refer to the specially cruel fate met by the women and chil- dren of the S. S. Vestris, for we all realize that some ghastly blunder must have been at the back of that—unpre- cedented as it is in the history of all disasters at sea. Even under the most favorable circumstances—perfect dis- cipline and a calm sea—it is most as- suredly kinder and more sensible to allow members of a family to remain together. Let us hope that, with the improve- ments in safety devices and the addi- tional precautions aboard ship which will inevitably follow this disaster, this Forty-fifth Anniversary mistaken and stupid law of the sea will be scrapped for more sensible ana humane arrangements and that never again will a family be deliberately torn apart in such times of danger. —_——_—_o 2... Butler Bros. Expand Into Retail Chain Store Field. Butler Bros., one of Chicago’s oldest wholesale merchandising houses spec- ializing in mail order sales to the retail trade, has expanded into the retail chain store field. The company will organize a sub- sidiary known as Scott Stores, Inc., all of whose stock will be owned by Butler Bros. The new stores. wiil specialize in goods retailing for fron 5 cents to $1- The management of the stores will be placed in the hands of a man who for two years has been in charge of the company’s Ben Frank- lin league of independently owned va- riety stores. “The same merchandising organiza- tion which buys goods for the Butler wholesale houses situated in five cities from coast to coast, will also buy for the retail chain,” said Frank S. Cun- ningham, President of the company. “The number* of towns in which we will be free to open stores of our own without coming into direct competition with any co-operating greater than we can take advantage of merchant is for years to come.” Mr. Cunningham added that he does not believe the step will be detrimentai to the company’s present wholesale business. He said that the customers know that the company will keep faith with its assurance not to open a retai! store in any town until every effort has been exhausted to secure adequaie outlet through one or more independ- ent stores. —_2++<- New Christmas Colors. A new note of color is more than ever apparent this year as the stores begin to display their Christmas gifts and a startled city is reminded that the holidays are only three weeks off. No longer are red and green all that may be used in wrapping up the presents which make so colorful a picture as they lie heaped beneath the tree on Christmas morning. We are advised that whatever color one chooses is now deemed appropriate and no less suggestive of the Christmas spirit than the traditional red and green of the holly. French blue and silver ribbon, green with white and_ silver holly, black paper with silver trim- ming, white paper with green stars, gold paper with ribbons of scarlet tulle, even wrappings of Nile green. blue and yellow or combinations of any or all of these colors are now permissible. We have no way to account for this change except that in this age we are finding it necessary to make decoration expressive of personality. We must do it with everything from wall paper to magazine covers. And it would hardly be fair to force any one who felt that red and green were discordant with his personality to wrap his Christ- mas presents in these colors simply because of tradition: Forty-fifth Anniversary Essential Features of the Grocery Staples. Sugar—Jobbers hold cane granulated at 5.85 and beet granulated at 5.75. Canned Fruits—Apples are quiet fol- lowing free trading during the early fall, but holders look for a well main- tained market, as apples are one of the cheapest of the pie fruits. The North- west is so well cleaned up on berries, prunes and pears that little is being offered, while peaches are the only thing to be had in volume and in as- sortment in California. Canned Vegetables—Tomatoes are cne of the few products to materially change in tone. The market is firmer and the inside prices are harder to realize on full standard, well colored stocks. The remainder of the vege- tables are unchanged, but retain their varying positions. Corn and peas are quiet, as there are larger stocks of these vegetables than the other types. Canned Fish—In Alaska salmon the main change was in further weakness in chums on the Coast, with packers Pinks are held at for- ner quotations, but are quiet for ship- ment and on the spot. Reds are sell- ing slowly in the jobbing field, which is not out of the ordinary at this sea- son. Maine sardine canning is now over for the season, with a more liberal production than last year, but this is offset by a liquidation of part of the output as it came on a bare market. The market is steady, but quiet. Tuna is firmer at the source without much added buying reported. Crab meat anxious sellers. continues to work toward higher levels. Dried Fruits—Prunes are selling more freely at retail, Apricots con- tinued firm all of last week, with the tendency in fancy lines toward a high- er basis. Choice is more readily ob- tainable than the other types but the growing shortage of the better types affects the value and tone of choice. The strength of the market has been occasioned more by the statistical position of the article than by the cur- rent demand from consuming outlets as there is no more than a normal quiet movement now under way. Peaches are rather quiet as they also are not active in the jobbing field but there is no selling pressure here or on the Coast. Raisins were quiet all week without material price change. Coast buying remains light but it is persist- ent. Nuts—First hand offerings of large washed Brazil nuts have been prac- tically exhausted and in the opinion of closely posted operators will be entire- ly off of the market in a few days. Re- sale lots are filling the gap but the trade is taking to large medium as a substitute. There was more active trading in these two types last week than in previous weeks and the tenden- cy toward higher prices is forcing up the market on regular mediums. All three sizes are getting down to bare floors and the indications are that there will be a complete clean-up among importers before the end of the year. Many of the interior dealers did not buy in advance for their full require- ments and they are running short only to encounter difficulty in covering. MICHIGAN TRADESMAN Next to Brazils, walnuts were the most active nut in the shell but the strength in that line is confineed more to some of the more popular varieties of Cali- fornia nuts than to the whole line. The short deliveries and the difficulty in getting suitable substitutes has affected the imported market and nuts of good cracking appearance have been in bet- ter request. A lull in buying nuts of all kinds is expected during the next few days, following the Thanksgiving rush, but as retailers and wholesalers are lightly stocked it is expected that the quiet market will be of short dura- tion since the Christmas demand will soon be considered. No change is to be noted in filberts or almonds, which rule steady. Rice—The retail trade did not give especial attention to rice during the pre-Thanksgiving market, but where the article has been featured as it has been by the chain stores it is claimed that satisfactory results were secured. Jobbing stocks are moderate and with the South holding firm holders are in- clined to look forward to gradual ad- vances in the near future. Millers re- port a good domestic and export en- quiry and that there is no accumulation of milled rices in all of the Southern States. Salt Fish—Salt mackerel remains firm in all positions, although business during the past week in the wholesale market was slack, while turkey and other meats were featured by consum- Offerings are limited and in broken assortment with only a few types plentiful enough on the open market to allow for quota- tions. A shortage of stocks is in sight in domestic and foreign countries and holders are disinclined to push the sale of their merchandise. Herring re- mains at former price levels, but is favorably placed and is generally firm in tone. Other fish are as previously reported. ers more than fish. Sauerkraut—The wide range on bulk kraut is occasioned by the difference in quality. Some Western stock is of- fered which is not of uniform quality and is not properly fermented. State and Long Island packs usually conform with the outside figure or close to it. The market is moderately active on canned and bulk kraut. Vinegar—The trade is proceeding cautiousy into the new crop season with a minimum carryover and a firm market on the basis of previous quota- tions. ——_+++___ Review of the Produce Market. Apples — Wolf River, $1.25@1.50; Northern Spy, $1.75 for No. 1 and $1.50 for No. 2; Baldwins, $1.25@1.50; Tallman Sweets, $1@1.25. Hubbards- ton, $1.75; Snow, $1.75; Idaho Delici- ous, $2.75 per bu. basket. Bagas—Canadian, $1.40 per 100 Ib. bag. Bananas—64%4@7c per lb. Beets—$1.25 per bu. Brussels Sprouts—30c per qt. Butter—The market is lc higher than a week ago. Jobbers hold prints at 52c; fresh packed in 65 Ib. tubs, 50c; fresh packed in 33 lb. tubs, 50!%c; June packed in tubs, 47%4c. Butter Beans—$4.50 per hamper for Florida. Cabbage—90c per bu. Carrots—$1.25 per bu. Cauliflower—$2.50 per doz. Celery—40@60c per bunch accord- ing to size. Cocoanuts—90c per doz. or $7 per bag. Cranberries—Late Howe, $4.75 per 4 bbl. box; $9.25 per % bbl. box. Cucumbers—$1.40 per doz. for Illin- ois hot house. Dried Beans—Michigan jobbers are quoting as follows: C H Pea Beans $8.50 Eient Red Kidney ..-. 1. 8.60 Dark Red Kidnéy --2-.0 1. 8.50 Egges—Receipts of fresh are increas- ing daily and the price is receding: Local jobbers pay 45c for strictly fresh. Cold storage supplies are now being offered on the follwing basis: NM Standards 22200 i 36¢ NM Standards .2-..5500.0 (2 4 33€ Checks) 9 30¢ Garlick—23c per Ib. Grapes—Calif. Emperor, $2 per lug. Grape Fruit — Florida, $4.50@4.75 per crate. Green Onions—Chalotts, 60c per doz. Green Peppers—90c per doz. Lemons — Ruling prices this week are as follows: 260 Sunkist 2 8 $7.50 B00 Sunkist 22850 2.50 66) Red Ball 222) 7.00 S00 Red Ball 2 i) 7.00 Lettuce—In good demand on the following basis: Cat. Yeebere per crate -_____- $4.50 Hot house leaf, per Ib. _-_----_-- Ie Oranges—Fancy Sunkist California Navels are now on the following basis: 6 $5.50 0 ee 6.00 M6 eee 6.50 20 ee 6.75 16) 6.75 ee 6.75 Florida, $5 per crate for all sizes. Onions—Spanish, $2.25 per crate; home grown, $4 per 100 tb. bag. Pears—$1.75 per bu. for Anjou. Potatoes—40@60c per bu., according to quality. Poultry—Wlson & Company pay as follows: leacy eowls) 220222 24c Ieieht fowls ©. 16c Heavy Reaster .-_____--..-___.__ 25c Woo Btoilers (oe 18c Quinces—$3.50 per bu. Radishes—20c per doz. bunches. Spinach—$1.40 per bu. Sweet Potatoes—$1.85@2 per ham- per for Jerseys. Tomatoes — $1.15 for 6 lb. basket from California. Veal Calves — Wilson & Company pay as follows: Baney oe 19¢ Good 8 17c NMee@iiiny) (6225028 14c Poon lle —_#_~2 2. .—__ Center Cuts of Pork Loins. The rather insistent demand for cen- ter cuts of pork loins makes prices relatively high in some sections. A lady complained to us the other day because she had to pay 50 cents a pound for pork chops. When we en- quired whether she had expressed any preference as to selection she said she got them from the loin. It is rather interesting to note how many house- wives demand pork chops from the loin. As a consequence many retailers charge considerably more for loin chops than for chops from the ends, or even for rib chops. This is done to equalize the values of the different cuts from the whole loin. The effect of ad- vanced values on loin chops is to di- rect pork chop buyers towards other parts of the loin also. Pork loins are quite reasonable in price now, and it is quite possible to buy pork chops for less than 50 cents a pound. Roasting pieces from the pork loin have been advertised and sold recently for 30 cents a pound. In some cases these loins were slightly heavier than what many housewives demand for small chops, and the roasting pieces were not all from the center loin by any means. After a thorough study of the meat business many persons are in a quandary as to why some consumers should be so insistent for cuts from a particular section when they have to pay such a high price for the selection. There is practically no difference be- tween these cuts and others not so expensive when they are served on the dining room tabe. All cuts from good pork loins are equally delicious, and the matter of size or outline of cut is relatively unimportant. Retailers are glad to cut a loin from one end to the other and sell all cuts at values based on what the whole loin cost them. In some sections of the country this is done, and the retailers refuse to cut the center out of the loins and leave the ends to be disposed of with such trouble as it usually gives them. The Government graders do not consider weight or cut as grade factors, prop- erly speaking. A loin weighing 15 pounds may be just as high in grade as one weighing 8, and a cut from the shoulder end of the loin may be choice in grade. Graders recognize, however, the right of buyers to make such selec- tions as they prefer, whether the pur- chase is made by housewives or by concerns buying thousands of pounds of meat. This talk is given only to help those who wish to economize. —_>+ > No Von Bernstorff. Count von Bernstorff always was an amoosin’ little cuss. He now is beg- ging and praying the world to disarm When we remember Bern- “like Germany.” the horror which Count von storff’s military autocracy forced on the world on August 4, 1914; when we recall the constant stream of lulling lies and acts of war which flowed from Count von Bernstorff’s “neutral” em- bassy at Washington and when we read day by day the testimony as to Germany’s present re-arming, we rank the Count’s disarmament pleas with the patent insincerities of Red Russia. The new Germany should learn that the smooth Von Bernstorff is a bad advocate wherewith to persuade Amer- ica to do anything. —_—_»-.—_____ Applause, like happiness, does not ‘ come by feverish seeking. MICHIGAN TRADESMAN Forty-fifth Anniversary BIG AND BUSY DETROIT. Recent Happenings in the Mercantile Line. Detroit, Dec. 4—On Friday, Dec. 7 one of the largest gatherings of whole- salers and manufacturers of the season will journey to Flint on one of the good will expeditions which are doing much to cement friendship and busi- ness relations with the merchants in the local trading area. The trips, sponsored by the Wholesale Merchants Bureau of the Detroit Board of Com- merce, include the leading houses in the various lines of business in the wholesale field. The meeting on Fri- day, to which merchants from fourteen towns adjacent to Flint have been in- vited, will be augmented by the pres- ence of S. Wells Utley, President of the Detroit Board of Commerce, and Charles Collier, in charge of the com- ing Better Merchandising Conference and Exposition to be held in this city March 13, 14, 15. Harvey Campbell will be one of the principal speakers. Henry Barmby, associated with the C. A. Finsterwald Co., wholesale floor coverings, has been confined to his home by sickness for several weeks. Mr. Barmby has been identified with the floor covering trade for over thirty years and is widely known in all parts of the Central West territory. At a recent meeting of directors of the Finsterwald Co., Meyer Finsterwald was elected Vice-President, a well de- served recognition of his progressive activity in the business affairs of the firm. According to A. Ferrer, of the Small-Ferrer Co., there are located in Detroit practically a dozen specialty firr-- carrying stocks of women’s wear, including dresses, coats, suits, ete. Most of these firms receive shipments daily from the Eastern fashion marts and offer a splendid ready-to-wear market to the trade in Michigan, Ohio and Indiana. Further enhancing the Detroit as a women’s ready-to-wear wholesale center is the new depart- ment devoted to women’s dresses by Edson, Moore & Co. William Hazel- ton, in charge, reports a steadily in- creasing demand on this department from the trade. In the offices of the Detroit Board of Commerce is a compete listing of merchandise lines sold at wholesale in this city. E. E. Prine, Secretary of the Wholesale Merchants Division of the Board of Commerce, is prepared to give this and other information relat- ing to the Detroit market to those who are interested. Another of the many progressive moves of the Wholesale Merchants Bureau. Harry Pratt, President of the De- troit Textile Co., announces the firms acquisition of two nationally known lines of summer wash fabrics for dis- prestige of tribution in Michigan, Ohio and Indiana. Detroit retailers are ready for the Christmas rush trade. From all parts of the city come reports of Christmas selling much earlier than for several seasons past. Stocks, too, are gen- erally heavier in anticipation of an in- creased holiday business. Shortly after the announcement by the Best Foods, Inc., of the appoint- ment of Hickman & Squire, Inc., as distributor in Detroit and surrounding territory, came another naming T. D. C. Johnson as manager of the local branch. Mr. Johnson hails from California, where he establshed a repu- tation as a real go-getter and producer. Nor has he belied the good words which preceded him from the land of flowers and sunshine, as evidenced by the brisk activity at Hickman & Squires, Inc., headquarters, and the in- creased number of trucks used in the distribrtion of Best Food Co. products since his arrival. Osman FE. Fisher, President and general manager of the Fisher Wall Paper Co., announces the opening of a local branch at 9025 Twelfth street and the opening on Jan. 2, of another branch at 9622 Grand River avenue. According to Mr. Fisher, as soon as a suitable location is secured in the Eastern section of Detroit another branch will be opened. “Tom” Brown, formerly with Burn- ham, Stoepel & Co., has become affili- ated with the Detroit Textile Co., of this city and will represent that firm in Western Michigan, making his headquarters in Grand Rapids. Clarence Shuler of the Shuler Car- pet Co., announces the addition of a new department of high grade uphol- stered furniture. Two floors in the building adjacent have been leased to care for the newly-added lines, giving a total of seven floors for display and merchandise storage. This is the third expansion of the company since its inception, nearly eight years ago. One day last week the Crowley, Milner Co., made a “one day sale” an- nouncement and used nine full pages in one issue of a local evening paper. On Thursday of the same week the J. L. Hudson Co., held its annual parade of nursery rhyme and cartoon characters. The parade covered a two mile line of march to celebrate the coming of Santa Claus and his able corps of assistants. The parade included various floats representing the different nursery rhymes. Verily, they do advertise in Detroit. Kern’s department store, which for several months has been building ad- ditions to their store, is ready for the Christmas trade in a store double the size of the establishment of a year ago. Louis Grombacher, Grand Rapids merchant who died suddenly last week in Chicago, was well known in De- troit. His many friends in this city learned of his passing with mingled sorrow and regret. “Doctor of Sales” is a title that may be fittingly applied to the modern traveling salesman. The new salesman must learn much of store management and apply, soothingly and diplomatical- ly, the necessary constructive criti- cisms to storekeepers in need of them. A concerted plan of co-operation and education through which salesmen and retailers can meet on a common ground of striving to please the ultimate con- sumer has the backing and support of th United Commercial Travelers. This is a job that has long been overlooked by many wholesalers who have been solely intent on expounding the virtues of their wares to the road salesmen, with little thought of the method of eventual disposal of the same goods to Mr. and Mrs. U. Consumer. Local U. C. T. committees have been ap- pointed to work with the National or- ganization to carry out the proposed plans. C. A. Finsterwald, President of the wholesale carpet firm bearing his name, returned from a meeting of buy- ers held in New York recently and, as a result of the contacts made at that time, is extremely optimistic over the future of the floor covering business as it will affect the various wholesale dis- tributors. “Important changes in the policy of prominent manufacturers and notable changes in floor covering in- dustry,” says Mr. Finsterwald, “will do much to stabilize conditions and strengthen Detroit, as well as other im- portant distributing centers, as a floor covering market of signal importance in the Middle West. Among other im- portant changes is the abandonment of the annual rug auction sale openings and the placing of the goods on the market in a legitimate selling way. In the future floor coverings openings will be held semi-yearly in January and in July, according to the agreement reached at the New York meeting. The first of these semi-annual openings will occur in July, 1929. There will be a concurrent effort on the part of manu- facturers of floor coverings to co- operate with the distributors as re- gards price manipulation, changes in mid-season of patterns and other ad- justments that will have a tendency to lessen market disturbances.” Mr. Finsterwald says rug prices will be guaranteed against price decline for 60 days, according to the new order of things. The Finsterwald Co. recently took over several thousand additional feet of floor space in the building oc- cupied by them. Surely specialty houses do grow. Comes the announcement of McCon- nell-Kerr Co., a firm less than two years old, of their removal into “much needed” larger and more modern quar- ters after Jan. 1, 1929, at 350 Jefferson avenue, East. The young firm has se- cured many important textile lines, in- cluding linens, white goods, sheetings, etc., of which they are sole distributors in Michigan and Ohio. According to Mr. Kerr, the new quarters will give the firm ample display room for the present lines carried and opportunity for carrying additional brands of tex- tile goods. The firm of Wetsman & Shatzen has announced their removal after Jan. 1 to newer and larger quarters at 210 West Jefferson avenue. A pre-remov- al sale has been advertised for Dec. 4 to 7. The company deals in men’s furnishing goods, men’s and women’s underwear and hosiery. Their present address is 138 West Jefferson avenue, where thev occupy the entire five floors in the building. Edmund Cleary has been appointed manager in charge of the floor covering department of Edson, Moore & Co., succeeding Jay R. Tuthill, who will retire from active participation in the business after forty years of associa- tion with the firm, twenty-six as de- partment manager. Under Mr. Tut- hill’s directorship the department has long been an important factor in the floor coverings market in this section. Mr. Tuthi'! who is a member of the board of directors, will leave after Jan. 1 for an extended trip through the South, accompanied by Mrs. Tuthill According to announcement by C. L. Glasgow, of Nashville, President of the Better Merchandising Association, and William Brown, President of the Wholesale Merchants Bureau of De- troit, H. F. Murphy, Jr., General Man- ager of Standart Bros. Hardware Cor- poration has been named general chair- man of the third annual conference and exposition to take place March 13, 14 and 15 in the new Masonic Temple. Other officers and committeemen named are: Associate Chairman, F. E. 3ogart, President Farrand, Williams & Clark; Julian Krolik, A. Krolik & Co.; A. H. Nichols, Buhl Sons Co.; Treas- urer W. B. Hazelton, Vice-President Edson, Moore & Co.; Recording Sec- retary, E. E. Prine. Adam Lind, well known in whole- sale and retail circles throughout the Middle West, has been named chair- man of the exposition committee. According to previous announce- ment made by Mr. Glasgow, President of the Better Merchandising Associa- tion, F. H. Nissly, prominent retailer of Ypsilanti, has been named chairman of the program committee and is al- ready at work assembling speakers and other features for this conference and exposition. This conference has become a fea- ture in the retail and wholesale life of the Middle West and has annually been attended by increasingly larger numbers of retailers. An entirely new layout all on one floor at the Masonic Temple will be used, and in the opinion of the officers of the conference, it is the finest one the Association has ever had. The crystal ballroom will be used for the conference sessions, with the exhibits, registrations and luncheon grill all on the same floor and immediately ad- joining same. There will be 101 ex- hibit booths, divided into sections for different classes of merchandise, one complete section being devoted to dry goods and allied lines. There will be no luncheon meetings this year, thus leaving the entire, noon hour open for delegates and visitors to see the exhibits. Other important features will be an- nounced shortly. General headquar- ters for the conference and exposition have been set up at Room 302, Fort Wayne Hotel. Charles W. Collier, manager for the past three years, as- sisted by Miss Lois Gibson, will again be in charge. James M. Golding. Automobile News From Detroit. Detroit, Dec. 4—Rapid shifts in the automobile motion picture, proper to the season, characterize the week's history. Increasing aggressiveness in the General Motors program is particu- larly noteworthy. ‘With Chevrolet in the arena of the six, and with the new Pontiac announced for early market- ing as a big six near the price range of a light six, the situation takes on the aspect of a theater all set for a big show. There are many signs that a style that will be permanent for at least the life of a car’s engine has almost been developed. Work along this line is continuous and intelligent. Its prog- ress makes for stability in the industry and benefits the buyer as well. “Last year’s” car is no longer grotesque. In some cases the differences between one year’s model and the next are so minor that it takes a critical examination to pick them out. This tendency is in- creasing and its effect is highly bene- ficial. If the manufacturers could ever come to a definite agreement as to the date for bringing out new lines it would be a boon. Under the present system of individual dating the pub- lic is kept in a constant state of wari- ness, feeling that to-day’s car may be supplanted by a new model without warning. And the man who finds his “new” car an “old” car almost over- night, is bound to feel that he has been made to suffer. To meet the conditions the manu- facturers have gone to new lengths in setting un production methods. A new tool material, that may create as much of a revolution in manufacturing meth- ods as was caused by the development of high-speed steel a few years ago, is available, and plant layout that per- mits continuous travel of raw material from incoming freight cars to the load- ing dock, without the necessity of storage in quantity at any point, has been very largely perfected. Increased use of water transportation is indi- cated for next year and improved, more direct highways are ready for use. Walter Boynton. —_~+~-.___ Hides and Pelts. Green. No. 1 Green, GO, 2 ne Cured, No. 1 a CO Eee | Cirea No 2 410 Catenin, roen, No. i 0 17 Calfskin, Green, No 2 1543 alenin, (ured, Not 0 18 Calfskin, Curde, No.3 16% Horse No Go 4.00 Horse, No. 2 oe ee 3.00 Pelts Be 75@1.25 ae 25@1.00 Tallow. PMO oe ee 06 oe ee Wool. Unwashed, medium ________ 4 Unwashed, rejects es O30 Wawaehed: fine @30 ——_->?-2____ Novelty Chains and Bracelets. Ornaments credited to the ancients and aborigines are affected by some of the ultra-modern, and are shown in novelty chains and bracelets wide as cuffs, made of beaten silver and silver-gilt and woou. Those of wood are finely carved and sometimes stain- ed and painted. Chinese and Indian beads of wood, carved and painted, are frequently worn with semi-sports dress. Forty-fifth Anniversary MICHIGAN TRADESMAN 7 SAN FRANCISCO ce te id lle LE 2 a i 4 are A S Ns . & , — © s =e rr y A 1PAL { P > een { aie : Co ? oa y Q ; = ~ ifr , a - = INOUSTRIAL) 5 4 i Howe Snow &Co. #3 The experience of successful investors has con- clusively demonstrated that the first step in wise investment is to select the right invest- ment banking house — an institution worthy of confidence and one that can meet growing needs with ample facilities for complete service. Howe Snow and Co. Incorporated is equipped to render competent assistance on every con- ceivable investment problem. The variety of its offerings provide a wide diversification of kinds and types of investment. An exception-~ ally efficient private wire system is at your command. Wide scope of operations makes possible originating or investigating invest- ment opportunities in all parts of the country. And with all this size and completeness, Howe Snow and Co. Incorporated has never lost sight of its ideal of intimate personal service for each of its clients. Howe Snow & Co. Incorporated ay Investment Securities |< Grand Rapids New York Detroit Minneapolis San Francisco Chicago Philadelphia 8 ONLY DISTURBING ELEMENT. With the short session of Congress now under way an element usually re- garded as “disturbing” touches on the business situation. In the present in- stance, however, not much anxiety is felt, although there are several major economic issues on the program. It seems to be the feeling that, while these questions may be opened up, not much action is promised. Appropria- tions for the next fiscal year will re- quire most of the positive work. The Kellogg treaty, railroad consolidation and water power may be pressed, but it is doubtful, according to all advices, that tariff or farm relief measures will get very far. The trend in major industry is to- ward the usual seasonal slackening, but at a much slower rate than a year ago, when, to the influences of the season, was added a more or less general re- action. Of significance is the falling off in construction contracts, which may portend that building is finally re- flecting the rise in money rates. Tex- tile improvement is steady in the cot- ton goods and woolen divisions, but the silk industry still finds its produc- tive capacity a handicap. Fears expressed not so long ago that inflation might extend from securities into the commodity markets are scarce- ly borne out in the recent movement of wholesale prices. The decline in the general index that started about mid- September has, with little interruption, continued right along. The Annalist weekly index stood at 147.2 last week, as against 148 in both the preceding week and the corresponding week last year. The drop since September has been 4 per cent. and the index stands where it was early last April. parison with a year ago, however, the textile, fuel, metal and building ma- terial groups are measurably higher. The declines have been in farm and food products and in the miscellaneous list. The depressed industries appear to be moving into better positions, but agriculture is once more losing ground. In com- EXCHANGING EXECUTIVES. Appointment of the chief official of a leather company as head of a huge amusement enterprise draws attention again to the new principle in business which holds that a trained adminis- trator is equally at home directing one company as another. This theme in industry was treated of recently. It was remarked that just now one indus- trial engineer is operating at the same time a very large confectionery com- pany and a public utility. Not long ago the guiding genius of one of the largest mail order companies was en- trusted with the leadership of a large company producing fireproofing and insulating materials. This exchange of administrative talent testifies vividly to the new type of control in business which sets at naught the former insistence upon “experience” in 2 particular line. It contends that the underlying principles of successful operation are the same in all fields. So far the interchange of executives has been confined rather closely to the MICHIGAN TRADESMAN industrial line. More recently, with the increasing knowledge of marketing demanded, there have been retail offi- cials sought for by manufacturing companies. This tendency is apt to become more marked as time goes on. On the other hand, there is the knowl- edge of manufacturing precision which might be applied to retail processes in many instances with decided profit, and distribution companies may soon be calling upon industry for some of its executives. THE GREAT AMERICAN BIRD. Outraged at the insult of calling a bird by the name of their country, the residents of Constantinople have de- creed that what the Americans eat at their Thanksgiving dinner to-morrow shall be known as “indian.” But they are not entirely logical. If we are to be historically accurate, “turkeys” should be “mexicos.” It is on this continent and not in Europe that wild turkey are to be found and it was in Mexico that they were first domesticated. From there they were introduced by the Spanish into the Old World, but by a curious mistake they were identified with what we know as guinea fowl. These were brought from the Guinea coast by the Portuguese and also imported by way of Turkey. They were known inter- changeably as guinea-hens or turkey- hens . When the bird from America the word erroneously retained to African cousin “ouinea-cock” only name of its rival. When Richard Hakluyt speaks in 1599 of things introduced into England as “the Turky cocks and hennes about fifty yeres past” there is no way of telling whether he is referring to guinea fowl or our own turkey. But when Shakespeare writes in “Henry V,” “Why heere hee comes, swelling like a Turky-Cock,” we may be sure that it is the familiar gobbler of Thanks giving day that he has in mind. was brought “turkey” was distinguish it and “guinea- became the new from its hen” or We may lament the confusion which has given a native product of America so inappropriate a name, but it matters little. The turkey by any other name could taste no better. DRY GOODS CONDITIONS. Aided by colder weather, and even the wintry type in some sections, the sale of seasonal goods at retail has been stimulated during the past week. The activity with which the month closed was in contrast to the slow busi- ness of the early weeks. When the November sales results are known they are likely to show little gain on the average over the same month last year if, in fact, some loss is not dis- closed. The warm spell played hob with sales totals earlier in the month. The effect of unfavorable weather was disclosed by the Reserve Board report on department store sales in October, which was issued during the week. An increase of only 3.4 per cent. was indicated for the 510 stores report- ing, despite the fact that there was an extra selling day that month. Of the twelve districts, the stores in seven did a larger business than in October, 1927, those in four did less and one district reported no change. Some idea of how trade conditions vary over the country was furnished by the fig- ures which ran all the way from a de- cline of 15 per cent. in the Minneapolis district to a gain of 7.6 per cent. in the San Francisco area. York better any It was noteworthy in New that wholesalers enjoyed a increase in October than for month in three years. This was due, no doubt, to the merchandise short- ages uncovered by the heavy consum- er buying in the previous month, when the early cold spell was experienced. OUR GIFTS TO THE WORLD. In his speech before the American Society of London on Thanksgiving day Premier Baldwin remarked that there were two things for which he was particularly grateful to America: Virginia tobacco and American detec- tive stories. “I live on them,” he de- clared. It might greatly simplify the speech- making of the statesmen of South America, who are now searching for ways to express their friendly feeling for the United States in receiving President-elect Hoover, if they took a cue from Premier Baldwin’s address. Would it be bathtubs, sewing ma- chines, cash registers, shoes, radios, canned goods, lumber, agricultural ma- chinery or cutlery for which they felt most indebted to the United States? These are among the products through which South America best knows the Colossus of the North, and in the lives of its people they probably seem more important than the intricacies of inter- national politics. South American statesmen could ex- press their feelings toward America so much more picturesquely if, taking their cue from Premier Baldwin, they would simply say, “Bathtubs and American shoes—I live on them.” KEEPING UP WITH THE RUSH. We need not suffer again under the shafts of European criticism of Ameri- can haste, efficiency and purposeless speed. England has gone us one—or, rather, two—better. The Manchester Guardian records that there are on exhibition in London a species of “quick-lunch tablet” by which the hurried diner can get the . equivalent of a square meal in a couple of swallows and “a special electric chair which in three minutes gives the benefits of an hour’s violent exercise.” These two inventions hold out a de- lightful picture of how life might be maintained in the rush of this modern age. If only a method of compressing eight hours’ sleep into ten or fifteen minutes could also be developed all problems would be solved. What we have erroneously considered necessities for health and well-being could be taken care of in a scant half hour. Perhaps our eating, exercising and sleeping might be done on the subway to and from the office and some twenty-three and a half hours thus be saved for work. are really their own selves! Forty-fifth Anniversary CIGARETTES VS. CIGARS. Notwithstanding the return of the 5c cigar, the Internal Revenue Bureau has made the revelation that taxes of large cigars during the first four months of the fiscal year 1929, which ended Octo- ber 31, fell from $8,900,627 in the four months of 1928 to $8,627,250 in 1929. The announcement that for October alone the cigarette output on which taxes were paid totaled 9,921,536,623, against 8,557,397,090 for the same month in the previous fiscal year, an increase of 1,364,139,533, can easily be understood when the ever increasing army of girls and women who have become enamored with Lady Nicotine is considered. But it is not so easy to trace the reasons for the decline in the consumption of cigars. Whether the increased price over pre-war days forc- ed many smokers to the cigarette or the pipe is problematical. Neverthe- less, the consumption of cigarettes is bound to increase further, notwith- standing the efforts of the “antis” to abolish them. CABINET PICKING. “Almost everybody in the country except Herbert Hoover,” says the Journal of Salina, Kan., “is engaged in picking the Hoover Cabinet.” This statement has a large basis of truth. Cabinet picking for the President-elect Yet it is For is a favorite indoor sport. more of a sport than an anxiety. poor Mr. Harding it was far different. The country knew that he needed the ” “best minds” around him, and if he had let public opinion do the entrie job for him he might be alive and well in the White House to-day. try has no such tense anxiety about Mr. Hoover; it will, according to its usual custom, offer him reams of un- solicited advice but hold fast to a con- tented faith that he is quite capable of doing a first-class, bang-up piece of work off his own bat. But the coun- FLETCHER’S MENTION. Ambassador Henry P. Fletcher is indeed, as the New York newspapers say, a logical possibility for the Sec- retary of State’s portfolio. The in- coming President has by a great gest- ure indicated that South America is his supreme diplomatic interest. Am- bassador Fletcher, through long ser- vice in Mexico and in Chile, as well as at Havana, is the recognized South American authority in our diplomatic corps. He has been called in by Mr. Hoover as guide, counselor and friend on the trip to the other Americas. His step up to the Secretaryship of State may well be expected. Perhaps the only thing that can stop it is too early exploitation of the possibility in the press. New Presidents bent on Cab- inet making are often kittle cattle. To be one’s self is at once the worst and best thing in life according to whether one wants to be a fool and have happiness based on ignorance, or ‘an intellectual and have unrest based on understanding. How few people How few of their thoughts are really theirs!— Georges Clemenceau. Forty-fifth Anniversary MICHIGAN TRADESMAN 9 FORTY-FIFTH MILE POST. It has been customary on the oc- casion of each anniversary edition of the Tradesman for the past thirty years to review the events of the previous year which vitally affect the wholesale and retail trade and under- take to form a conclusion as to the conditions which are likely to prevail for the coming year. There seems to be no good reason why that time- honored custom should not be observ- ed at this time. The past twelve months have wit- nessed more changes in the mercantile situation—perhaps revolutions would be a more appropriate word—than any previous year in the history of the Tradesman. The changes have been so frequent, so constant and so radical as to be almost bewildering. In the grocery trade the chain stores have increased numerically to a con- siderable extent, due to the establish- ment of many small chains by oper- ators who planned to acquire sufficient volume to attract the attention of the larger chains and thus unload their stores at a large percentage of profit. This has been the prevailing idea all over the country and has frequently been successful. Herein is disclosed the fundamental weakness of the chain store idea, because the prices paid for these smaller chains have been so out- rageously out of proportion to their actual value as to lead to the belief that ultimate bankruptcy necessarily faces the more pretentious undertak- ings. As a local illustration of the correctness of this conclusion, I have only to mention the Kroger purchase of the 150 stores owned by Clarence Thomas in Western Michigan. Kroger paid $3,000,000 cash for property in- ventoried by Thomas at $625,000. The funds to meet this payment were ob- tained by the sale of stock to gullible purchasers who assumed they were making an investment when, as a mat- ter of fact, they were entering upon a wildcat speculation which must ulti- mately result in disaster for all con- cerned except the crafty promoters of one of the most gigantic stock selling swindles ever perpetrated on the American people. They will, in all probability, “get out” in time before the crash comes. While the grocery chain stores have increased in numbers, they have lost much prestige during the past year by the dissemination of authentic infor- mation to the effect that even the largest chain combinations make a practice of resorting to short count, measure and weight and indulge in dis- reputable and utterly detestible tricks which would bring the blush of shame to any honest dealer. That the prac- tices are countenanced by the men at the head of these chains is conclusive- ly proven by their action in paying the fines of local managers and clerks who dre detected in employing dishonest methods and are prosecuted by the officers of the law, and by still retain- ing the crooks in the employ of the companies. This condition indicates the desperate measures the large chains feel they are forced to resort to in order to make a_ satisfactory financial showing. The average consumer is also be- ginning to realize that patronizing the chains, instead of local merchants, will ultimately result in the starvation of the community, because practically the entire earnings of the chains are sent out of town at regular stated periods and never come back to assist in sus- taining or building up the neighbor- hood or city. The consumer is also beginning to realize that the suprem- acy of the chains would soon result in throwing out of employment many of the men who depend on the success of the regular merchant for continued sustenance. The increase in chain drug stores is rapidly changing the profession of pharmacist to that of junk dealer. If this tendency continues to increase it will ultimately make the term “drug- gist’ obsolete. The chain method in handling cloth- ing, shoes and dry goods is gradually undermining former well-defined ideas of merchandising in those lines. It has resulted in practically eliminating the shoe and clothing jobber and has made serious inroads on the wholesale dry goods trade. The latter industry has also received a body blow in the changing attitude of fabric manufac- turers, who in many cases now go di- rect to the retail dealer for an outlet, instead of confining their sales to regular wholesale channels. The hardware retailer is beginning to feel the effects of the competition forced on him by the establishment of local stores by the great mail order houses. He has lost ground in many cases during the past year by listening to the siren voice of bad advisers who urged him to buy in small quantities and keep his stock low. This has re- sulted in his being out of many ar- ticles which he should have in stock at all times, thus forcing many cus- tomers to resort to the 5 and 10 cent stores for articles which they will never again undertake to obtain from the regular hardware dealer. These conditions, while they are an- noying and in some cases dismaying, are not such as to cause panic or to lead to surrender. On the other hand, they present a distinct mandate to the well grounded retailer that he must face the situation with a stout heart and a firm determination to so set his house in order that he can withstand the encroachments of this mushroom competition which is based on false ideas of business and which must ulti- mately result in failure if the inde- pendent merchants of the country do their full duty to themselves and their patrons in the crisis which now con- fronts them. This involves not only a careful and prayerful study of the situation, with due regard for the peculiarities of each locality, but— equally important—it involves the uni- fication of the retail trade in every community to meet this menace of monopoly and dishonesty. Unless both of these essential requisites are em- ployed to the fullest possible extent the independent dealer will go down in humiliation and defeat. I think much can be accomplished by means of proper legislation. I be- lieve the proposed amendment to the Clayton law prohibiting the present practice of giving preferential prices to certain classes, will place a club in the hands of the independent merchant which will be most effectual in curtail- ing the encroachments of the greedy monsters who now dominate the chain store field in this country. This move- ment is in very competent hands and will result in remedial legislation if properly supported by the men who are vitally interested in the perpetua- tion of independent methods in mer- chandising. When I sound the alarm —as I hope to do in the next few weeks—lI sincerely hope every mer- chant who reads my paper will write letters to his senator and representa- tive telling them in language which cannot be misunderstood where they are expected to stand and vote on this important question—the most import- ant question which has ever been pre- sented to Congress in behalf of the well being of the regular retail mer- chant. One of the most serious aspects of the chain store system is the deleteri- ous effect it has on community better- ment, public spirit, philanthropic effort and civic righteousness. The chain store seldom acquires land or build- ings. It is essentially a renter and has all the traditional irresponsibility of the average tenant. It seldom—almost never—makes any contribution to church, hospital, school, clinic, nursing organization, charity effort or, other local undertaking which functions for the benefit of all the people. The em- ployes are paid so poorly and penalized so heavily for mistakes or inability to maintain certain standards of sales set for them that they are forced to live in poor houses in undesirable neigh- borhoods and must certainly forego many of the conveniences essential to the health, comfort and happiness of the average man. in from other towns seldom become citizens because the uncertain tenure of their employment forces them to become aliens in spirit as well as in reality. In no respect is the useless- ness of the chain stores so apparent as in its attitude toward the community in which it does business. Its account is of no value to any bank, because it is checked out and remitted to head- quarters every week—sometimes twice a week. In buying the chain store never purchases anything at home which can be procured elsewhere at anywhere near the price offered by local jobbers and produce dealers. I regret to note an_ increasing tendency on the part of many mer- chants to become speculators in stock, instead of investors. If they confined their operations to sterling securities— like Reo, Packard, General Motors, Standard Oil of Indiana, seasoned in- dustrials, railroads or public service corporations—I would not feel called upon to sound this note of warning; ‘but in too many cases they are induced by utterly irresponsible stock salesmen, representing equally irresponsible brokerage houses, to purchase trash which no honest man has any business to possess. There is no particular rea- son why a merchant should not share jn the good fortune which has come Employes brought to many investors during the remark- able bull movement which has prevail- ed during the past year, but I am sorry to note the undue risks many of my friends in trade are taking by purchas- ing questionable and unseasonable se- curities, based largely on wind and ex- pectations of earnings which will not be realized, nine times out of ten. If I can ever induce my readers to con- fine their investments to sterling se- curities, I shall feel that I have not lived in vain. A brief review of world conditions can be accomplished in a few words. France still has a heart full of bitter- ness. Germany is teaching us the gentle art of defalcation and is under- taking to erase the universal impres- sion that she started the kaiser’s war for conquest fourteen years ago. Russia is sweltering under a tyranny greater than that ever imposed by the czars. England, never too proud to fight and always too proud to owe, is crushing herself with taxes to pay us interest on our debt. Italy is still the servile tool of the crafty man of des- tiny. America holds the purse strings of the world and is doing her best, by improved machinery, systematic pro- duction and advanced selling methods to keep her neighbors poor. Her great- est achievement is the overwhelming election of the first business man who threshold of the White House, who, because of his re- markable knowledge of economic mat- ters and his world-wide acquaintance with business conditions, will give the United States the greatest industrial experienced. ever crossed the impetus she has ever Lincoln saved the Republic from the Roosevelt turned our people from sordid things to a menace of slavery. higher standard of living and thinking. Hoover will lead our producers out of the morass of overproduction by find- ing new markets and opening up new avenues of exploitation for the goods we produce and the crops we can raise in excess of home requirements. He is the only man in the United States who can accomplish these things, because he knows how. The past year has witnessed the usual number of victories and defeats for the Tradesman. We have had oc- casion to expose many new frauds and condemn numerous cheats who have darkened the mercantile horizon. The fight against the shipment of goods to the trade without authority has been conducted with all the vigor and effectiveness we could command. In most cases we have succeeded in caus- ing the abandonment of the abuse, sometimes resulting in the bankruptcy of those who persisted in the practice. The fight will be continued until this nefarious scheme is stamped out com- pletely. We feel very well satisfied over the varied contents presented in this an- niversary edition. We have aimed to make this issue different than any of its predecessors by suggesting topics to some of our contributors which are along lines which have never before been discussed in the columns of the Tradesman. We believe the perusal of these special articles will afford re- laxation and enjoyment as well as 10 prove to be educational in character. We feel deeply thankful to our con- tributors for the generous service they have rendered our readers. We also feel under obligation to the advertisers who have done so much to make so valuable and comprehensive an edition possible. With the exception of the increasing menace of the chain store problem the past year has not presented any new features which have necessitated any deviation from our long-established customs and methods. We have con- tinued to hand out censure and com- mendation with a fair hand, an open mind and a heart devoid of malice. We have suffered the loss of many old subscribers by death during the past received more than enough new patrons to keep our list year but have up to high water mark. We have aimed to do our duty by our readers. We probably have made many mis- takes, but an indulgent constituency has condoned our errors and acclaimed our accomplishments. Of one thing we are sure: Forty-five years of faithful service lies behind us and the opportunity to serve the retail dealer is just as great as ever. In fact, there never was a time, in our opinion, when the need of sane and sensible leadership was more apparent than now, when the cohorts of greed and would-be monopoly press forward so arbitrarily and arrogantly for mastery. The writer has reached a stage of life where he ought to be considering the idea of retirement, after forty-five vears of strenuous and constant effort in behalf of his patrons, but to turn the duties of his position over to less experienced hands at this time, when seasoned knowledge of the situation is so urgently needed, would be an un- thinkable betrayal of trust. Thoroughly imbued with this idea and steadfast in the determination that he can be of important assistance to the trade dur- ing the years of stress which confront us, the writer will lay aside the call for rest and relaxation until the right of the independent merchant to a place in the world of trade is clearly and permanently established. Let us hope that we may all be spared to participate in this accomp- lishment and assist in celebrating the Golden Jubilee which gleams five years ahead. E. A. Stowe. —___2 > Proceedings of the Grand Rapids Bankruptcy Court. Grand Rapids, Nov. 23—We have to- day received the schedules, reference and adjudication in the matter of Edward J. Luick, Bankrupt No. 3604. The matter has been referred to Charles B. Blair as referee in bankruptcy. The bankrupt is a resident of Holland, and his occupation is that of a laborer. The schedules show assets of $2,026 of which $150 is claimed as exempt with liabilities of $6,160.11. The court has written for funds and up- on receipt of same the first meeting of creditors will be called, note of which will be made herein. ‘The list of creditors of said bankrupt is as follows: Albert Van Kampen, Holland ____$850.00 B. J. W. Berghorst, Zeeland _. $81.20 36lhuis Lbr. & Mfg. Co., Holland 1,608.51 Community Gas & Tire Sta., Hol. 13.87 Corner Hardware Co., Holland __ 67.29 Deur & Zwemer, Holland oo. (Be 85 East End Block Co., Zeeland __._ 20.07 Fred's Garage & Storage, Holland 28.75 John Good Coal & Supply, Holland 15.03 Hamilton Lbr. & Sup. Co., Hol. 1,042.81 Harrington Coal Co., Holland ca 2 Peter Hiemenga, Holland ______-_ 104.00 Holland Tile & Gravel Co., Holland 10 04 Leeuw & Ter Haar, Holland ___... 29.75 Leonard Michaelsen, Holland ____ 535.00 Peoples State Bank, Holland ___-- 189.00 MICHIGAN TRADESMAN John J. Rutgers Co., Holland -_-_ 2.25 Service Oi1 Co., Holland ________ 24.34 G A. Steeeman. Holland —...-. 10 60 M. Tubbergen, Holland _.____.___ 11.40 Van Putten Ins. Agency, Holland 62.48 Van Voorst Bros. & Barendse, Hol. 204.47 Washington Ave. Market, Zeeland 64.20 Zeeland State Bank, Zeeland __-_ 390.00 Nov. 23. We have to-day received the schedules, reference and adjudication in the matter of Russell E. Cole, Bankrupt No. 3605. The matter has been referred to Charles B. Blair as referee in bank- ruptey. The bankrupt is a res.dent of Grand Rapids, and his occupation is that of a merchant. The schedules show as- sets of $5,263 78 of which $500 is claimed as exempt, with liabilities of $17,798.67. The first meeting will be called promptly, note of wh.ch will be made herein. The list of creditors of said bankrupt is as follows: County Treasurer, Grand Haven __$ 20.22 National Discount Corp., Grand R. 250 00 Metcalt Neckwear Co., Cleveland —_ 846.33 Frederick Victor & Achelis, Inc., Now Tok 333.88 Ireland Bros., Johnston, Pa. —... 158.37 AM. BP: Cohen, New York ..._.._.__ 111.20 Gloversville Auto Glove Co., Gioversvile 2. Db George Updigraff & Son, Hagers- rie Oe 111.07 Hughes & Bradley, Philadelphia __ 274.20 Mutual Garment Co., St. Louis, Mo. 463.: Herald, Grand Hapds _.......__._. a3. Henry Smith Land Co., Grand R. 1,962. H. 8S. Cole, Grand Rapids ____.____ 1,000.00 S. R.. Fletcher, Grand Rapids -___ 9,714.66 Enterprise Elec. Co., Grand Rap. 20.98 Mrs. George Zoerhof, Grand Rapids Mrs. H. A. Snyder, Grand Rapids Gertrude Lyle, Grand Rapids an Mich. Bell Tel. Co., Grand Rapids Eaton-Clark Co., Detroit Letha Sims, Grand Rapids —-____- Herpolsheimer Co., Grand Rapids_ 4 Sanitary M.lk Co... Grand Rapids__ MckKenzie-Bostock-Monroe Co., Grand Rapids .....0 3 David B. Hagerman, Grand Rapids Central Tire Co., Grand Rapids __ Mackinaw Trial Oil Co., Grand R. Peter Somerdyke, Grand Rapids __ G. R. Fibre Furn. Co., Grand R. Daane & Witters. Grand Rapids Cc. E. Rowlader, Grand Rap.ds G. R. Radio, Grand Rapids ____._ Hammer & Cortenhof, Grand Rap. Charles Trankla & Co., Grand R. Friedman Springs. Grand Rapids_- John S. Noel, Grand Rapids _____- Elston Packing Co., Grand Rapids 39.00 Hesse, Inc., Grand HKapids ______ 65.5¢ Er. J. Larned, Grand Rapids _..___ 5. G. R. Savings Bank, Grand Rapids 13. Wurzburg Dry Goods Co., Grand R. 354.6: 4.9 2.7 6. 21.81 6. A. ii, 43. A. A. Dutmers, Grand Rapids __.. 39.5% Cc. 35. Appel. Grand Rapds -___ 213. Cherry Market, Grand Rapids ____ 106.7 Chas. S. Jandorf, Grand Rapids —_ 4.5 Guidotti, Grand Hapids ___...____ 4.75 Association of Com., Grand Rapids 15.0 Arthur F. Crabb, Grand Rapids _. 11.7: Highland Country Club, Grand R. 81.2 George A. Anderson Co,, Grand R. 50.0 E. Apsey, Jr., Grand Rapids y Bennett Fuel & Ice Co,. Grand R. P. Steketee & Sons, Grand Rapids 45.4: Henry Smith Floral Co., Grand R. 22.45 R. Earle Smith, Grand Rapids tosa Spohn, Grand Rapids ___... 50. feed & Wiley, Grand Rapids ____ 41.75 Merkine Co., Philadeiphia —.______ 36.0 Chr. Science Monitor, Boston __.. 11.2 Nov. 24. We have to-day received the schedules, reference and adjudication in the matter of John M. Schleicher, Bank- rupt No. 3603. The matter has been re- ferred to Charles B. Blair as referee in bankruptey. The bankrupt is a res dent of Howard township, and his occupation is that of a baker. The schedules show assets of $4,082.46, of which $525 is claimed as exempt, with liabilities of $15,613.33. The first meeting will be called promptly and note of same will be made herein. The list of creditors of said bankrupt is as follows: Newman & Snell's State Bank, I ee $4,000.00 Cc 3. Bowen, Niles ..... 450.00 Niles ioan Co., Niles _ _ 800.00 Century Machine Co., Cincinnati__ 300.00 Bennett Oven Co., Battle Creek__ 50.00 Charics F. Meyer, Chicago _. 735.00 ~% D. Viant, South Bend _______ Associates Investment Co., S. Be x _. 490.00 : , nd 130.60 Alex. Film Co., Colorado Springs 40.00 J. W. Allen, Chicaro _........ ss 1814 soard of Public Works, Niles -_.. 54.16 . 2, Bowen, Nileg oo 42.00 cc. <& Borviey. Giknart .......... 104 28 Hrank 7) Botte, Niles BB BF Chapman Smith Co., Chicago _... 187.25 Geo. E. Corell, Niles eae City Dairy, Niles ~_ u 2 65.91 J. A. Contois, Niles 230.00 W. M. Edwards Co., Cleveland _. 48.49 Micin Mik (o.. Chicago 106.56 Fleischmann Co., Chicago __.__.... 313.65 Fisher’s Meat Market, Niles i BB.2e Frazee Motors, Niles .......... 22 8.75 Marshall Grathwold, Niles —...___. 95.70 G. B. Hammond, Chicago _._.___ 187.01 Hekman Biscuit Co., Grand Rapids 215 Henderson’s Pool Room, Niles —_. 20.59 Hilker & Bletch, Chicago ___ 7.20 Hodges & MacIntosh, South Bend 12.48 Hoosier Wholesale Grocery Co., South Gend ind. 0 aes Alex CC, Mornkoni, Chicago _.... 39.78 C2, Hot, Mies 119.00 Chas. Julius & Co., Niles _....... 5600 Kal. Veg. Parchment Co., Kalam. 33.02 Forty-fifth Anniversary FISHER all Paper Co. 514-520 Randolph Street — Detroit WHOLESALE WALLPAPER-PAINTS BRANCHES IN GRAND RAPIDS, FLINT, SAGINAW, LANSING EO ee 7 From a small beginning to Michigan’s largest wallpaper distributors in the brief span cf 13 years. Bancroft Hotel Saginaw, Michigan fireproof, modern with 300 rooms RATE $2.00 to $6.00 PER DAY : EUROPEAN Popular price Cafe and Coffee Shop Garage in Connection with Hotel Owned and Operated by the BANCROFT HOTEL COMPANY ee 7 Forty-fifth Anniversary MICHIGAN TRADESMAN 11 Lambooy Label & Wrap. Co, Kal. 7.85 Lawrence Baking Co., Lansing _. 19.10 Lockway Stock Paper Co., Benton Harbor oe _ 9.63 Dr EH BR Lowry. Niles | aA Mich. Bell ‘Tel. Co., Niles “ t Niles Gas & Electric Co., Niles - 87.82 Xewman & Snell's State Bank. eS Niles City Bank, Niles __ Niles Auto Sales, Niles Niles Creamery Co., N_les Niles Daily Star, Niles Niles Grain Co., Niles Niles Lumbr Co., Niles North Side Lebr Yard, So. Bend Otis Elevator Co., Chicago Phillips & smth, Niles Ralston Purina Co., St. Louis Niseck Rau, Niles teddink Kstate, Niles Riviera Theater, Niles . Saniwax Paper Co, Kalamazoo K. B. Schmidt, N_les _ Schlosser Bros., South Bend : Schulz Baujan Co., Beardstown, Ill. 7.75 Ad. Siedel & Sons, Chicago 60 70 s. MM. Simpson & Sons, Niles _ Za.11 Schyler Rose, South Bend a a | pio Se Sn! evans. South Bend so AOD Swift & Co., So. Bend LJ 6d a da Dhornton, Niles iota ee ‘Troost Bros,. Niles - _ 201.3 Tate Corp., South Bend 11.50 4% OD. Viant. South Bend DO s7 W. T. Wyant Co., South Bend —_ 45.00 Burl Warren, Niles ue Os) aes Weisburger Bros., South Bend 6 98 David R. Williams, N_les 6,883.18 Nov. 24. We have to-day received the schedules, reference and adjudication in the matter of Harry Garrison, Bankrupt No. 3606 The matter has been referred to Charles B. Blair as refere in bank- ruptey. The bankrupt is a resident of Grand Rapids, and his occupation s that of a proprietor of a meat market. The schedules show assets of $238.23 of which $150 is claimed as exempt, with liabilities of $1,583.87. The court has written for funds and upon reeeipt of same, the first meeting of crel_tors will be called, note o: which will be made herein. The list of creditors of said bankrupt is as fol- llows: City of Grand Rapids 8 G72 H. J. Heing (o., Grand Eapids 9 75 Switt & Co., Grand Rapids 231.95 Kent Storage Co.. Grand Rapids 68 59 George B. Reader, Grand Rap ds 18.24 Harry Mendel, Grand Rapids ' 5.68 A. LL Abend, Grand HKapids . 39.46 Rauser’s Quality Sausage, G. R. 8.96 Thomasma Bros... Grand Rapids 69 41 G. R. Packing Co., Grand Rapids 7 Van Westenbrugge. Grand Rapids 17 74 co. Beiersdorf & Bros., Chicago 46.91 Cc. F Mohrhardt. Lansing 13 81 Franklin Co.: Detroit 10.00 M. M. Kooiman, Grand Ranids 19 12 J. BE. Stexhens Co.. Detroit 51 86 oct & Brady Co.; Grand Kap ds 50,25 Sullivan Packing Co, Detroit 121.87 Lee & Cady. Grand Rapids 23.86 C. M Mills Paper Co..) Grand K. 5.35 Cudahy Bros , Cuday, Wis. {82.03 Herrud & Co., Grand Ranids 129.69 Van Regenmorth Bros., Jamestown 51.00 M. J. Dark & Sons, Grand Rapids 8 63 Armour & Co... Chicago 133.66 Vanden Brin & Son. Grand Rapids 23.12 ath Packing Co.. Waterloo, lowa 100 09 G. BR. Coat & Apron Serv. Co., Grant Ranids 1 Consumers Power Co. Grand Rap. 43.95 Mich. Bell Tel. €Co..- Grand Rapids 17.26 Nov. 26. On ths day was held the first meeting of creditors in the matter of Frank Plant, Bankrupt No 3525. The bankrupt was not personally present, but reoresented bv attorney Homer H. Free- land. Creditors were revresented by Leo Cc. Lillie, attorney. No claims were prov- ed and allowed The matter was then edjourned to Dec. 10 for examination of the bankrupt On this day also was held the first meeting of creditors in the matter of Lafayette P. Deal, Bankrupt No. 3530. The bankrupt was present in person and represented by attorney Harry H. Geog- han. No creditors were present or rep- resented No cla’ms were proved and allowed. No trustee was appointed. The first meeting then adjourned without date, and the case has been closed and returned to the district court, as a case without assets. Nov. 6. On this day was held the first meeting of creditors in the matter of David Cooper, Bankruvt No. 3576. The bankrupt was prese nt in person and rep- resented by attorneys Weston & Fox. No creditors were present or represented. No claims were proved and allowed No trustee was appointed. The bankrupt was sworn and examined without a reporter. The first meeting then adjourned without date. and will be closed and returned to the district court as a no-asset case unon payment by the bankrupt of the filing fee ordered by the referee. Opn this day also was held the first meeting of creditors in the matter of Harold A. Jones, Bankrupt No 3581. The bankrupt was svresent in nerson and rep- resented by attorneys Hatch & Hatch. No creditors were present or represented. No cla’'ms were »roved and allowed. . No trustee was appointed The bankrupt was sworn and examine’, without a renorter. The first meeting then adjourned without date. and the case has been closed and returned to the district court, as a case withont assets. In the matter of Albert Sydney Lynn, 9 99 os sankrupt No 3596. The funds have been received and the first meeting has been called tor Dee. 14. In the matter of Kalkaska Produce Co.. a corporation, Bankrupt No. 3584. The first meeting has been called for Dec. 14. In the matter of John M. Schleicher, Bankrupt No. 3603. The first meeting has been called for Dec. 14. In the matter of Donald Nicholas, Bankrupt No. 3599. The funds have been received and the first meeting has been called for Dec. 14. In the matter of Alfred Poland, Bank- rupt No. 3598. The funds have been received and the first meeting called tor Dec. 12. In the matter of Sven Paul Greenquist, Bankrupt No. 8600. The funds have been received and the first meeting has been ealled for Dec. 14. In the matter of Russell EK. Cole, Bank- rupt No. 3605. The first meeting has been called for Dec. 13. In the matter of DuBo’s-Munn Co., a corporation, Bankrupt No. 3578. The first meeting has been called for Dec. 18. In the matter of Henry Schadenberg, Bankrupt No. 3560. The funds have been received and the first meeting has been ealled for Dec. 13. In the matter of Frank D. Foster, Bank- rupt No. 3601. The funds have been re- ceived and the first meeting called for Dee. 13. Nov. 27. On this day was held the first meeting of creditors in the matter of Noel Scheiren and Ira Scheiren, Bank- rupts No. 3580. The bankrupt partners were present in verson, but not repre- sented. Gertain creditors were present in person. No claims were proved and allowed. The bankrupts each were sworn and examinel without a reporter. C. W. Moore, of Belmont. was named trustee, and his bond placed at $100. The first meeting then adjourned without date On this day also was held the first meeting of creditors in the matter of Walter Kowalezyk, Bankrupt No. 3578. The bankrupt was present in person ane represented by attorneys J. T. & T. McAllister and Hilding, Hilding & T Tike. Cla.ms were filed. The bankrupt was sworn and examined with a_ reporter. The first meeting then adjourned to Nov. 28 for further examination of the bank- rupt. The creditors present and repre- sented elected Seth R. Bidwell, trustee. and placed his bond at $100. On this day also was held the first meeting of creditors in the matter of Benj F. St. John, formerly doing business as Crystal Cleaners & Dyers and doin? bus ness as Central Dry Cleaners & Dy- ers. Bankrupt No. 3571. The bankrupt was not present, owing to illness, but represented by attorney Theodore I[. El- ferdink. Certain creditors were present in person. The meeting then adjourned to Dec. 7. to permit examination of the bankrunt. On this day also was held the first meeting of creditors in the matter o Frank Johnson, Bankrupt No. 35:4. The bankrupt was present in person and ren- resented by attorney Albert D. Wore Certain creditors were present in person. No claims were proved and allowed. No trustee was appointed. The bankrupt was sworn and examined without a re- porter. The first meeting then adjourned without date, and the case has been clos- ed and returned to the district court, as a case without assets. In the matter of Americ an Wooden- ware Co, Bankrupt No. 3248, the trustee has heretofore filed his final report and account and a final meeting of cred'tors and amended final meeting of creditors has been had, the latter on Nov. 15. The trustee was no present in person, but rep- resented by attorneys Belcher & Hamlin. Claims were proved and allowed. The balance of the expenses of administration and a first and final dividend of 2.47 per cent. to creditors were ordered paid. No objections were made to the discharge of the bankrupt. The final meetng “inet adjourned without date, and the case will be closed and returned to the district court in due course. Nov. 30. In the matter of Etta. J. Buck, Bankrupt No 3558, the trustee has filed in said court his report and return of no assets. The case has been closed and returned to the district court as a case without assets. Nov. 30. In the matter of Myrtle Shar- bonow, Bankrupt No. 3490, the trustee has filed his returns showing no assets and the ease has been closed and re- turned to the district court, as a case without assets. In the matter of Holland Chair Co., Bankrupt No. 3368, the trustee has filed his report and account after sale of as- sets, and an order for the payment of expenses of administration to date and for the payment of valid taxes and se- cured claims has been entered. In the matter of Lambert J. Jolman, Bankrupt No. 3533, the trustee has filed his first renort and account, and an order has been made for the payment of expenses of administration, to date. Dec. 4. In the matter of Edmund A. Knauf and Louis J. Knauf, individually and as copartners do'ng business under the name and style of Knauf Bros., Bank- ruvts No. 3299. The final meeting of creditors has been called for Dec. 18. At such meeting the trustee’s final report and account will be axyproved and _ if possible, a dividend will be paid to cred- itors of said estate. Sa < ~ tae 5 fresh ve tabloe 7 How these delicious VEGETIZED Wholewheat wafers vanish! Children beg for them between meals. Mother serves them to her calorie-counting bridge guests. Father likes to munch them while tuning-in on his favorite station. And grandmother finds that these wafers in a bowl of warm milk at night, assure sound sleep! And every wafer contains the health-building vitamins and minerals of carrots, lettuce, spinach, tomatoes ard celery! “a 0, Grand Rapids,Mich. LICENSEES Our new 1929 line of wash goods, dress goods and silks ready for inspection. Including big showings of the popular printed piques, dimities, broadcloths. Direct mill repre- sentation brings to you designs and styles fresh from the looms at the right prices. DETROIT TEXTILE CO 318 Jefferson Ave., E., Detroit THE BEST THREE AMSTERDAM BROOMS PRIZE White Swan Golddond AMSTERDAM BROOM pe tar take - CSP lat ct Cw Sa te ° Amsterdam, N. Y. 12 EMMA ABBOTT'S FATHER. Interesting Sidelights on His Resi- dence at Bridgeton. people of to-day leading recall prima Very few Abbott, the donna of her day. She was one of the best and trod the boards of theatrical houses from New York to San Fran- Emma cisco. i call to mind that she began her career in Grand Rapids, how many years ago I cannot say, yet as a young man in the lumber woods a reminder of her came to me in the person of Seth Abbott, the singer’s father. He came to the lumber woods pleading poverty and invested in some swamp lands of little value not far from the 3ridgeton settlement. His daughter was in the beginning of her theatrical and, conse- the father of the great prima donna was naturally a curiosity to the career quently, lumberjacks of that day. Mr. Abbott was an odd little man J. M. Merrill. and conscious of being a singer him- sell He into our store where I listened to his conver- sation about grand opera with con- He decided to give schoolhouse, providing the director was willing to frequently came siderable interest. an entertainment at the open its doors for such an occasion. The new school building, the pride of the settlement, was freely open for meetings of a religious nature, many protracted meetings being held within Seth Abbott set an evening He would give the denizens of the woods a specimen its walls. for his appearance. of genuine operatic singing and music such as could usually only be heard on a metropolitan stage. As a boy in his teens, I expected a Numbers of the settlers were really anxious for the treat, but, un- fortunately, all were not of like opin- ion. Within the settlement was an element of a rough and tumble order. In fact, a certain crew of men in the treat. employ of a farmer lumberman were so inelegant as to have won the term of “Dad’s Ruffians,” and they usually were ready to earn the title. These ruffians were on hand at the opening of Seth Abbott’s entertain- MICHIGAN TRADESMAN ment. When the little man went upon the stage to sing a groan assailed his He explained what he essayed to do, but, alas for human plans, he never came within sled length of giv- ing the show he promised. There came a cackle of geese, fol- lowed by the squeal of a pig, the bark ears. of a dog. The little showman was an- noyed and tried to stem the tide by asking if there was an officer present. This had the effect of bringing matters to a climax. “Vou little redmouthed cur!” shout- ed a burly woodsman, rising to his feet. let’s throw this ragmuffin out of the house.” A general scramble followed. The ruffians made a dash for the stage, be- hind which was an open window. Seth Abbott, even though the sire of the leading prima donna of the United States, took leg bail for security and crowded his way over the window sill. In the act he lost his hat which he had hastily donned as he made the plunge. It is not to say that there were not law and order people present, but they had no time to act, and were, in fact, in a decided minority in the crowd. With a yell that shook the rafters Dad’s Ruffians broke for the door and were soon outside in hot pursuit of the little might have secreted himself but, instead, ran to “Come on, boys, man who perhaps the river bridge which he crossed in double quick time. The ruffians did not lay hands on the little song man that night. He made good his escape and never there- after attempted to show the lumber- jacks how operate music was done un- der the gaslight of the big city. Seth Abbott remained nearly all winter at Bridgeton looking after his land, letting jobs of long shingle weaving, selling some of the less miry plats to new settlers who came to the new country for the first time. I recall that Mr. Abbott offered the stage driver a cord of stove wood for a ride to Muskegon and back. I do not recall if the offer was accepted or not. The father of Emma Abbott was certainly a queer little man and for- financially embarrassed until many years later, when his prosperous and talented daughter came to the rescue and in his old age placed her father beyond the fear of want. There were many strange characters in the lumber woods at an early day. Men from every quarter of the globe. Some of them were far from being parlor ornaments. Seth Abbott’s last days were days of comfort, I am told of which he was certainly deserving. Speaking about Dad’s Ruffians, they were in a class by themselves. Their employer kept a wayside tavern and sold liquor to any and all who had the price. Many of the woods and mill crews about the settlement did not hitch very well with this whisky crew, and quite often a trial at fisticuffs took place. The pioneer preachers were the worst sufferers from the antics of this band of ruffians. Several religious meetings were broken up and some ministers roughly handled. swamp ever Law and order were not much in evidence. Law seemed to be on the side of those with the most muscle and hardihood. However, there were few killings when we take into con- sideration the number and vindictive- ness of many of the whisky laden lum- berjacks. Emma Abbot’s father was certainly a peculiar little man yet in no par- ticular a member of the rougher ele- ment at the time he flourished in the early settlements of West Michigan. Old Timer. I can add a word regarding the early career of Emma Abbott who fre- quently came to Grand Rapids as a girl when she was fitting herself for the operatic stage. In some way she had formed the acquaintance of the late Aaron B. Turner, for forty years or so publisher of the Daily Eagle. Mr. and Mrs. Turner always entertained Miss Abbott at their home on Sheldon street. Mr. Turner was in the habit of escorting Miss Abbott to the prin- cipal saloons of the city, where he passed the hat among the occupants with the understanding that no one deposit less than $1. He then located Miss Abbott on a chair and started her singing. He stationed himself by the door and as men were attracted by the wonderful harmony pouring out of the saloon undertook to enter, Mr. Turner assessed them each $1, which they usu- ally paid without protest. Mr. Turner told me that he frequently received $500 in this manner to assist Miss Ab- bott in securing her musical educa- tion—Ed. Tradesman. —_——_+-+—___- The Hurried Call To the Meat Market A housewife buyer told us the other day of an experience she had in trying to buy meat for a hurried dinner. It seems that she had either spent the afternoon at bridge or some other form of entertainment and found that she had just about enough time to get home and prepare a quick meal. She stopped at a market near her home for meat, but in her hurry and confusion she could not think of anything suit- able and asked the clerk in the store to suggest something. According to her story the clerk was absolutely helpless to her and simply stood facing her with the knife in his hand, which added to her confusion. Finally she took a small steak which she says she did not have time to properly cook after preparing the vegetables that she felt had to go with it. According to her statement the dinner was late and she was in a bad state of discomfort when it was finally served. Her case could probably be multiplied thousands of times each week in big cities, and brings frocibly to our minds the thought that better organization of ef- forts on the part of dealers and house- wives should be encouraged. It seems to indicate that a retail meat clerk has not reached his maximum of useful- ness until he has learned something about problems in the home and ac- quired some knowledge with respect to suitable meats for meals served under different conditions. Some retail deal- ers say the future clerk in meat stores will be expected to possess expert Forty-fifth Anniversary knowledge along the lines of cooking and meal arrangement as well as cut- ting and waiting on trade. Housewives could, however, become familiar with more cuts of meat and the suitability of prepared meats to hurried meals. As a matter of fact, most women do know a great deal about planning meals, but unless particular attention is paid to studying these things the road to per- fection is a rather long one for the young housewife and it is liable to be marked by many mistakes and em- barrassments. There are literally hun- dreds of kinds of meats suitable to serve cold or warmed up. Canned meats often supply a hurried need. Canned corned beef, sliced and served with cottage fried potatoes is always good for a change and can be made ready quickly. A nice slice of cooked ham, cut at least a quarter of an inch thick and thoroughly heated over a hot fire for a few minutes, is delicious when served with warmed up vege- tables. These are just suggestions of many, many dishes that are always good and quickly prepared. Business Wants Department FOR SALE—An $18,000 stock of gen- eral merchandise in county seat town in Southern Michigan. New double. store. Clean stock. Low rent. Want to retire on account of age. Address No. 980, c/o Michigan Tradesman. 980 STORES WANTED—lI am in the market for two or three more stores, general merchandise preferred. If your price is right. let me hear from you at once. Give full particulars. G. and C. Folkert. Cass City, Mich. 981 FOR SALE—On account of bad health. which forces me to ret.re from business, I offer my grocery stock at invoice. Goods all fresh and salable. Fixtures will be sold low. My new stand clears me $100 to $150 per month. Act quickly if you wish to avail yourself of a wonderful opportunity. G. C. Frise, Quincy, Mich. 982 ranch, two trout streams, timber and game cover. Clare county. ‘‘Hunt on your own land.’ Price, $2,500. Ww. a. Cooper, Mt. Pleasant, Mich. _ "983 RANCH WANTED—We have buyers for cattle or sheep ranches from 300 acres up; must be accessible to highwys; give full description in first Jetter. Myers, Cooper & Watson, Mt. Vleasant Mich. YS4 FOR SALE—TWO WELL LOCATED GENERAL STORES. CLEAN STOCK. ENJOYING FINE BUSINESS. WOULD CONSIDER TRADE. O. A. BROWN 3170 COOLIDGE, BERKLEY, MICHIGAN. SU Se ae ee a Wanted—Small stock dry goods or gen- eral merchandise. Must be cheap. Greene Co. Jackson, Mich. 977 Proprietor’s Death Necessitates Sale— Of hardware business conducted at pres- ent location for thirty-two years. Clean, up-to-date stock, carefully selected for rich agricultural district and prosperous city of 6,000. Will sell at sacrifice of actual stock value. Buyer will benefit from extraordinary good will. Mrs. A. D. Osborn, Administratrix, Woodstock, Il. 978 “CASH FOR MERCHANDISE Will Buy Stocks or Parts of Stocks of Merchandise, of Groceries, Dry Goods, Shoes, Rubbers, Furniture, etc. ae N. D. GOVER, Mt. Pleasant, | Mich. a CASH For Your Merchandise! Will buy your entire stock or part of stock of shoes, dry goods, clothing, fur- nishings, bazaar novelties, furniture, etc. LOUIS LEVINSOHN, Saginaw, Mich. Consult someone that knows Merchandise Value. GET YOUR BEST OFFER FIRST. Then wire, write or phone me and I will guarantee yov in good American Dollars to get you more for your store or plant of any description. ABE DEMBINSKY Auctioneer and Liquidator 734 So. Jefferson Ave., Saginaw, Mich. Phone Federal 1944. Buyers inquiring everyday— ‘Forty-fifth Anniversary MICHIGAN TRADESMAN 13 IN THE REALM OF RASCALITY. Questionable Schemes Which Are Under Suspicion. The following warnings to bankers have been issued from the Detroit of- fice of Secretary H. M. Brown, of the Michigan Bankers Association: Please refer to our Bulletins Nos. 978, Warning No. 3; 985, Warning No. 3, and 987 and be advised that the party said to be J. D. House, alias F. H. Reed, is again operating in Michi- gan. This party went to Williamston, Mich., claiming to be living in Gaffney, S. C., and wishing to buy a home, de- posited check of $1,000 with real es- tate dealer as down payment also check for like amount with bank as a new account. Checks were drawn on the American State Bank, Gaffney, S. C., where he has no such account. He has in his possession now checks of the Williamston State Bank. He is described as about 60 or 65 years; weight about 170 Ibs., grey hair, wears glasses, blue suit and light cap, about 5 feet 8 inches tall and has index finger off on right hand. He has also been operating in Kentucky, recently. The State Savings Bank, Frankfort, Michigan, write as follows: “A party signing as William S. Armstrong has been giving checks to party by name of George Clark, drawn on our bank, which have been cashed at Beulah and Thompsonville, and are forgeries as we know neither Armstrong nor George Clark From the Illinois Bankers Associa- tion: “A man who last used the name of Goldstein entered a member bank recently and displayed a valuable dia- mond pin with a local jeweler’s esti- mate of value on same. The man put up a splendid talk saying that he had to have the money and have it quick, and attempted to borrow money from the bank with the diamond as security. to be involved in a whisky transaction or some. other project and has to raise money quick- lv. Any bank advancing money on this diamond pin would be left ‘holding the sack’ as his game is to swtich the diamond during the conversation leav- ing a clever imitation which is abso- lutely worthless. This man is describ- ed as Jewish, weighing about 200 pounds, dark com- plexion and a very smooth talker.” He may claim heavy set, very “We do not do business with cou- pons and will not knowingly permit merchandise bearing our standard trade marks to be sold by so-called redemption bureaus.” This is the answer to the Inter- national Silver Company, makers of Wim. Rogers & Sons silverware, to the enquiry of the Merchants Journal as to the Detroit concern which claimed to be representing the “genuine” Rogers tableware in this section. The Detroit scheme was, of course, a violation of the Kansas anti-trading stamp law, and it is quite likely that it is otherwise unreliable. The letter of Geo. H. Wilcox, chair- man of the board of the International Silver Company, to the Merchants Journal also says: “We do not now, nor can we find that we ever sold the American Table- ware Co. of Detroit. We do not find their name on our ledgers during the past ten years; in fact, we never heard of them until the receipt of your letter. Neither Dunn nor Bradstreet report such a firm in existence in Detroit; in fact, so far as we know, “there ain’t no such bird,’ and we can only con- sider them as one of those nomadic which locate for a few months in some locality, ply their trade as long as they can with profit and then disappear and start up again in some other city, perhaps under an- other name. “Referring to the ‘Rogers’ name on knives, forks and spoons, we can state positively that we know of no cheap premium silverware (cheap referring to quality only) of this kind bearing a ‘Rogers’ trade mark, and we do not believe there is any such on the market for had there been, we certainly would have heard of it. However, we do also know that there are plenty of un- principled dealers who furnish mer- chandise which they advertise as ‘Rogers’ and which is not.” The agents who worked in Kansas claimed that they were representing the Wm. Rogers & Sons Silverware Co., and the illegal premium tickets which they were peddling were headed in big letters, “Genuine Rogers Silver- ware.”—Merchants Journal. —_2.—._____ “Hier Wordt Hollandsch Gesprocken” Fifty years ago large cards, bearing the above inscription were displayed within and at the entrances of many stores in Grand Rapids, Holland, Grand Haven and Muskegon and neighboring trade centers. Many of the men and women who accompanied Dr. Van Raalte from Holland to West- ern Michigan in the late forties of the past century unable to speak English and were embarrassed in their efforts to make their stood by tradesmen. John Clancy, a resourceful, shrewd concerns were wants under- Irishman who conducted a combined grocery and liquor dispensary in Grand Rapids, employed a young German, William Hake, who in later years be- came prominent in the business and social life of Grand Rapids. Hake was a keen witted, intelligent man, who aspired to serve Clancy faithfully. He recognized the opportunity of estab- lishing a substantial volume of trade with the Hollanders and prepared to serve them by learning the Dutch language, of which there were many Mr. Hake readily acquired the ability to converse with Dutch cus- tomers and Clancy gained favorable consideration and much of the ample fortune he accumulated was due to the trade he established Hol- landers. Black Lake, the center of the Dutch settlements dialects. with the was an_ isolated section. Grand Rapids was the most easily ac- cessible trading center of the region and local merchants sought their trade. Tn the course of tme the annual influx df Dutch families increased steadily and Dutch merchants opened stores in Grand Rapids. Leonard Dooge, the Steketee’s, Elmer Bleake, Gezon Brothers and Adrian De Young were among their number. Merchants who spoke English only who employed young Hollanders to keep them in sell- ing their stocks displayed the signs inscribed “Hier Wordt Hollandisch Gesprocken.” Mr. Clancy anticipated an advance in prices of the goods he sold previous to the declaration of war between the stocked up for as much available means states and merchandise as_ his would afford. He was richly repaid for his foresight and enterprise. Clancy was a stockholder in the First (now Old) National Bank and John Caulfield was admitted to a partnership with Clancy in the grocery business under the firm name of Clancy & Caulfield. Later Mr. Caulfield became the sole owner of the store. Mr. Clancy aided William Hake in establishing the first wholesale gro- cery store in Grand Rapids. The later years of Mr. Clancy’s life were spent abroad. He lived at different periods in London, Rome and Paris. He also toured the Orient and the islands of the South Seas. While sojourning in Paris he was attacked with an illness which caused his death weeks later. Dr. Tohn local physician, was one of the directors. several ] Brady a summoned to attend the sufferer. Six weeks after he had arrived in Paris Dr. Brady decided to bring his patient Mr. Clancy died a day or two after his arrival in New York. Under the terms of his will Mr. Claney provided a fund of $60,000 to be expended in the erection of the first section of St. Johns’ orphan asylum and $1,000 for a vault to contain his remains. The remainder of his ample fortune was bequeathed to a sister. Dr. John Brady filed a claim for $7,000 against the estate of Mr. Clancy, which the commissioners on and caused to be paid. home. claim allowed Jacob Visscher was well known as an editor of several Dutch publications ten vears ago. He was somewhat ad- dicted to the flowing bowl. Like many of his countrymen he was a vigorous and persistent smoker of tobacco. One day as he passed a store on Monroe avenue he noticed a pipe that caught his fancy and asked the sum for which it might be purchased. “Ten dollars,” the dealer replied. “That is too much to pay for it when T am sober. When I am drunk again TF will buy it.” A few days later, while enjoying a “neach of a spree,’ he purchased the pipe. After leaving the store he fell on the sidewalk. The pipe was broken beyond repair. Arthur Scott White. ——_»-+___ Combines Hardware With Tea and Catsup. In Hamilton, Ont., there is a hard- ware chain of four stores selling at least two lines of tea dealer with a in each, according to the last issue of One of these is a well known brand that is sold across Canadian Grocer. Canada, the other is the store’s own line. The hardware firm referred to is the Mills Hardware Co. Recently a representative of Canadian Grocer no- ticed a display in one of the windows with chinaware surrounding a pyramid of packaged tea offered at 37c per half pound, or approximately the same price at which chain stores were sell- Nelson Mills, of this company, stated he felt that because they were ing it. selling such lines as teapots, kettles and chinaware that tea could readily be sold at the same time. The new line was put into one of the stores and gradually developed until Mr. Mills is also considering putting in a line of coffee to go with coffee percolators. all four are now selling it. For hardware stores to sell grocery products is not new. Some time ago the Winchester-Simmons Co., a chain of several hardware stores in the United States, purchased a large quan- tity of manufacturer and offered it throughout their stores catsup from a at what was considered a very low price. This firm presented an adver- tisement in the Saturday Evening Post and other publications advertising the catsup—a regular 25c line—at two bot- tles for 30c. + + 2 “As Sweet as a Lemon.” Sweet lemons may take their place beside oranges and plums as agtable variety as large as enough to eat without sugar has been developed by Porto Another unusual quality of the fruit delicacy. A new grapefruit and sweet growers in Rico. is said to be a reasonably sweet, pene- trating odor. The lemons are being used as perfume in linen closets on the Cultivators of the fruit claim that the flavor lasts as long as island. new two months. IT’S SPRING In the Argentine, Australia, British Africa—Summer is ‘round the corner! Our Travel Bureau will buy your tickets, make your reservations—plan your en- tire trip. Why not go? b te OLD NATIONAL BANK MONROE AT PEARL SINCE 1853 14 DRUGS Michigan Board of Pharmacy. President—J. C. Dykema, Grand Rapids. Vice-Pres.—J. Edward Richardson, D>- troit. Director—Garfield M. dusky. Next Examination Session—Grand Rap- ids, third Tuesday in November. Michigan State Pharmaceutical Association. President—J. M. Ciechanowski, Detroit. Vice-President—Chas. S. Koon, Mus- kegon. Secretary—R. A. Turrell, Croswell. Treasurer—L. V. Middleton, Grand Rapids. Benedict, San- Attracting Women To Soda Fountain. When there is a noticeable lack of women’s patronage at the fountain it may be due to any one of a number of reasons. Often the fountain people make no particular bid for the feminine trade. Those fountain men who are keen for more business, yet uncertain of just what is needed, may well do a little experimenting. Is it known whether more men or women visit the fountain? At what hours of the day do more men come? At what hours more women? Could not some new features be nstituted to make the foun- tain more popular with the trade you have in mind? A check covering a week, let us say, might be kept. It would be a good move to enquire of customers just why Get the co-operation of the women particular- ly. That in itself will develop more The investigation might be embraced in some sort of they prefer your fountain. trade among them. publicity campaign, or in a prize con- test. With patronage in mnd, three prizes, for instance, might women’s be awarded to women for the best three essays or answers to some such question as: “Why do you like our fountain?” would give a key to further possibilities There might be other interesting questions. “Why should The results women patronize the fountain?” “What is your idea of a popular “What sugges- tions have you that would make our fountain?” fountain more popular with women?” and “What are your ideas concerning our drinks, and, if you think these might be improved, what suggestions have you?” These specimien queries hint at in- Certainly if there is anyone to help the fountain teresting opportunities. man to maintain an attractive, well- liked fountain, it is his customers, or the prospects he has in mind. Prizes might also be offered the men; their viewpoint regarding the feminine ap- peal of the fountain should shed a glowing light on what to many foun- Aside developing publicity, the prize tain men is a vexing question. from contest would also serve to stir up im- mediate trade. Visits, incidently, might be invited; encouraged to call without the need of purchase. In fact, the fountain man, eager to command attention and more trade, particularly if he is just starting a fountain in a people could be strange neighborhood, might offer free drinks on the opening day, at the same time obtaining thoughts of the callers. Names and addresses of the new cus- Later these prospects can be solicited, and sales literature sent to them from time to tomers should be secured. MICHIGAN TRADESMAN time. The fountain man who mails circulars listing the weekly features, paying particular attention to the wo- men’s preferences, will soon find that his trade is picking up here satisfac- torily. A few advertisements might be run in the newspapers, with particular reference to the women’s trade. Let the women know that you are keen for their patronage. At the time of a con- test cards should be distributed, to be filled out by entrants. Questions thereon might be: “What is your favorite drink?” “Do you like the way it is served at our fountain?” “In what ways do you think our services might be improved?” The fountain man can individually include such questions as may suit his own needs. There would be space on the cards for the name and address of contestants; these too could be solicited later. On these entrant cards the fountain man make it known that the names and addresses of other women would be appreciated; these, in turn, A letter or may also could be solicited. two, written in interesting, womanly Each recipient would bring the letter to the fountain would be served a free drink. This would entail but nominal outlay. For the ambitious fountain man, with an eye on big heights, this plan would stand out as an investment. Certainly it pays to spend money, when it is vein, could be mailed. who spent right. Apart from attracting more women to the fountain, the desired object, this would also get interest from people in general. Thus it would serve a twofold purpose. It would make more busy the fountain that ordinarily would have slack business. The initial outlay entailed in a contest or sales plan of any kind, when conducted properly, is insignificant compared to course subsequent returns. A sales-letter campagn might be put under way—and it need not necessarily be of large scale—striving especially for women’s patronage. Therefore we write to the members of women’s clubs of all kinds; there is the telephone book: more names and addresses are procurable at public schools, writing to the mothers; lists could be exchang- ed with neighboring merchants; and perhaps the fountain man has recourse to his own prospect lists. These, of course, should always be kept up to date. Former contestants would repre- sent another valuable list. To all of these prospects individual letters should be written. The differ- ent classes suggest different messages. with women’s patronage in mind, you could point out fountain should be popular with women, what is being done to deserve their patronage, and that you are always keen to adopt new suggestions to earn their trade. This would impress society women with the fact that you are desirous of maintain- ing a high-class fountain, catering to a distinctive class of Certainly the fountain that appeals to discriminating women will not want for their business. Periodically, letters, circulars, blot- ters, and the like, should be mailed to For instance, society just why your modern, patronage. WL 002022:.)22.222adadduaJdibshsbsbsslhdhdssbibhdidshdhsddiddddddddddiddds LLL ddiLLLLiiiiiLiidlilliiiliiliiiililiillilllss Sacer at RIM ANaNE RRL ARITA SAO EAN EAE New Holiday Goods and Staple Sundries Now on Display at Grand Rapids in Our Own Building 38-44 Oakes St., Second Floor You will find displayed one of the most complete assortments suitable for the Michi- gan trade ever shown in both Foreign and Domestic lines, and we invite your careful inspection of this line of seasonable merchan- dise before you place your order elsewhere. Actually Seeing Is Believing Come Early—Write for Appointments Now Hazeltine & Perkins Drug Company GRAND RAPIDS Michiga MANISTEE OTE LLL NEW AND USED STORE FIXTURES Show cases, wall cases, restaurant supplies, scales, cash registers, and office furniture. Grand Rapids Store Fixture Co. 7 N. IONIA AVE. N. FREEMAN, Mgr. Call 67143 or write THE HOME OF Good Flour Good Feed Good Grain We take pride in our splendid Bread Flours Watson-Higgins Milling Co. Grand Rapids, Michigan MONEY dead dollars cannot even raise a whisper. T ALKS on BUT Our new method of collection gets results at a surprisingly low cost. You assign no : claims. Ask us for details. Endorsed by users, this paper, any Bank or Chamber of Commerce in Battle Creek, Michigan, and Retail Dry Goods Association of Michigan. Merchants’ Creditors Association of U. S. Suite 304 Ward Building, Battle Creek, Michigan For your protection we are bonded by the Fidelity & Casualt > New York City. ' er ee eA a GUARANTEED PRODUCTS—Power Pumps That Pump. Water Systems That Furnish Water. Water Softeners. Septic Tanks. Cellar Drainers. MICHIGAN SALES CORPORATION, 4 Jefferson Avenue PHONE 64989 GRAND RAPIDS, MICHIGAN “THE PUMP SUPREME” * tga q { i f j Forty-fifth Anniversary MICHIGAN TRADESMAN 15 the women. Tell about that new drink. Invite a trial. Get the women to tell you about their likes and dis- likes. Every opinion and suggestion relative to drinks would give an inkling of the most popular demand; then the fountain man could pay more particu- lar attention to the existing preference. The fountain owner will develop more women’s patronage when he serves what is wanted, just the way it is wanted, and when wanted, and when people know the service is at disposal. The damper on much women’s patronage is often the result of indif- ference of dispensers. Many times it can be ascribed to rank ignorance of the woman’s real wants. The alert, observant dispenser will show that a man does not take exception to a ser- vice repellant to women. There is a degree of nicety required here that it will pay the earnest dispenser to heed. Awkward and inferior fountain service might escape attention or seem of minor consequence to the ordinary hurrying man, but the discriminating, leisurely women will discern every- thing glaringly. She will watch for the smaller things, the details that far too often are deem- ed of but little or no importance. She disapproves of the dispenser who slides the glass hurryingly across table or fountain top. One little oversight here often causes the new customer to stop subsequent patronage. We must never overlook the fact that particu- larly discriminating women, visiting the fountain for the first time, are ab- sorbing new impressions; they are bound to seek for flaws and sure to find them. The fountain man will do well to manage his establishment un- der such policy as to consider each day’s patrons as new customers—it is an exemplary supposition to uphold. The more outstanding and compelling the features and services of the foun- tain the more certain of success will its owner be. It will never do for the owner him- self to rest on his ambitions. There must be co-operation. His dispensers must be enthusiastic about their work, have a real interest in progress, do what they can to acquire further knowledge of aid rendering high-class fountain service, and be ready to cater to the women’s individual needs. Meet- ings should be held weekly. The dif- ferent experiences of each dispenser can be discussed. What may appear as very difficult problems will not be so after all, once each man’s ideas are obtained for mutual good. Perhaps a certain dispenser seems to have better success when waiting on women. Just what suggestions has he? Perhaps, during the preceding week, some trying experiences were undergone by some of the dispensers in serving particular, mayhap fault- finding women. Yet these were suc- cessfully mastered, to the satisfaction of all concerned, particularly the cus- tomers. What methods. were used? Was it due to poise, extraordinary courtesy, or special service? Did a dispenser go out of his way to furnish a drink to a new customer, a customer of the fountain for the first time? Just what course was followed—and how? All such probings will reveal worth- while possibilities, examples for par- ticularly the younger, inexperienced dispensers to study. The fountain man will be more successful in winning women’s patronage when he sets the goal of each man on his force, so far as possible, as that of his most efficient dispenser. Towards that object experi- mentation and periodical discussion are helpful. Each man will have some- thing to gain and when steadily fol- lowed will bring up the force to a point of efficiency sure to be reflected in in- creased women’s patronage. Separate, special services to the wo- men-—perhaps a ladies’ day might be announced, too—should appeal to the trade in mind. The new customer, coming to the fountain for the first time, will depart, after absorbing pleas- ing impressions, with the intention to come again, and likely to bring friends. Often, what is mainly needed, is special attention to the women, main- taining the fountain in such a way that they are sure to be attracted and be- come steady customers. In every fountain there is room for some improvement; it will pay the manager to have an eye towards bet- terment with women’s patronage ex- pressly in mind. Perhaps a new foun- tain is necessary—and a new arrange- ment. More popular drinks, served in good glasses, by careful dispensers. It need hardly be said, yet there is room as pertains to some fountains, that un- clean containers will never retain dis- criminating women’s patronage. ——_~+~-.____ Hints For the Man Who Drives Him- self. Increase the generator charging rate if you find yourself using the car for an excessive number of short runs in cold weather. A flickering indicator on the am- meter is a warning that the engine isn’t running evenly. Some drivers whose cars are not equipped with en- gine heat indicators accept a steady ammeter as an indication that the en- gine has warmed up. The man ahead may have a good reason for not taking what seems to be an opportunity to pass the car ahead of him. Acting on this theory, it may be wise to stay in line, too. Did you know that the setting of the hand gas control plays a big part in the success of your gear shifting? If the vacuum-operated windshield wiper is not cleaning off snow or sleet fast enough on a hill, hold the clutch out for a moment. One reason why so many car heat- ers smell is because they are not kept clean. Those that fit flush with the floor usually have a trap beneath for cleaning out the dirt. An engine so adjusted that it stalls easily while idling is apt to trick the owner into thinking he has switched off the ignition after garagine the car at night. The speed at which you travel has much to do with gas consumption. Don’t drive fast if you find yourself running out of gas. Frederick C. Russell. Fast Selling Lines mean rapid turnover of stock — less money invested and more profit for you. It is to your ad- vantage to push Baking Powder Same Price for over 38 years 25 ounces for 25c The price is on the package and in all K C Baking Powder adver- tising. Your profits are always protected. The turnover is fast. Millions of Pounds Used by Our Government 16 Are We Making Modern Progress Backward? Grandville, Dec. 4—The condition of life in America at the present time is deplorable, because of the rapidly in- creasing number of killings by our motor trucks and automobiles. Something over 26,000 persons were the death toll last year and that toll will be enlarged this year. Where is it to end? Death in the numerous ac- cidents all over the country seems to attract little comment. It is all taken as a matter of course, aS were the casualties in the days of the civil war. In looking back we find that the kill- ing by our auto system is greater than was that of those old war days. Less than seventy thousand soldiers fell in battle during the four years of that war. Should the present rate of fatalities in the automobile world con- tinue as in the past more than 100,000 men, women and children will fall victims to the automobile in the same length of time. Is not this a startling condition in our country? Death from accident far ahead of death in war, with five mil- lion men battling for the mastery. It does seem that something should be done about it, but what? Every day the newspapers record many deaths from auto accidents and numerous injuries of a serious nature. Were the laws against careless driving strictly enforced no doubt there would be less fatalities recorded day by day. People do not wonder so much when the prohibition law is evaded and made a mock of, but it seems strange that the laws for the protection of the peo- ple on the highways of the State are so often overridden with no comment thereon. It is safe to say that not a day pass- es. winter or summer, that the law against fast driving within village and city limits is not violated from one to a dozen times. How can we expect anything else than loss of life under such conditions? When the mother bids her child goodbye as he or she leaves the family home for the school room a few blocks away, she has no assurance that that dear one may not be brought home dead from collision with a swift flying automobile. A serious state of affairs surely, yet the public seems not to be aroused, as it surely would be if there were a war in the land and half as many sons fell as a result of battles between soldiers armed with deadly weapons. Why this content to let things take their course as though thinking that death beneath the wheels of an unlaw- fully driven auto must needs be, and called an accident? Many of these deaths are not accidents, but absolute homicide. And still we go on permit- ting them with scarcely a comment. The automobile has come to stay and it is making its mark in the land— a mark bathed in the blood of the in- nocent. When we come to consider the number of nitwits in the world, the most of whom drive autos. there is not much to wonder at in conditions that surround us. To settle down to the belief that nothing can be done about this un- fortunate state of affairs is hardly the manly course to pursue. If laws were made and enforced regulating auto traffic in strict accordance with the safety of the public, a large percent- age of killings and maimings would be cut out and our highways would be comparatively safe to travel. The public mind, however, seems to have become deadened to the facts, and numerous “accidents” every day are accepted as a matter of course. War has been pictured in most ghasty colors by the advocates of peace at any price. Well, it may be admitted that war is terrible, yet when a war for the protection of the rights of a nation takes place, how does it compare with the slaughter of the in- nocents in time of peace by the great MICHIGAN TRADESMAN bus driven and auto steered vehicles against the lives of our common people? There surely must come an end to this desire for speed. Half the world does not know how the other half lives, and yet less than half the world is making it dangerous for man or child to cross the road, even in the broad light of day. Peace hath her victories as well as war. People may cry peace, peace, when there is no peace. No peace of mind at least when one goes out to walk to a store or to call on a neigh- bor. We have what is worse than war right at home. Seventy people fall victims each day . in the year to the mistake of auto and truck drivers and we extoll the new era of auto traffic as one of enlighten- ment and progress, all of which may be true, yet. alas, at what a cost. It does seem as though some meth- od might be devised to safeguard the public from its own progressive ideas. Is it really progress to slay seventy persons each day in the year. We scan the pages of the press every day to note if any of our friends or acquaint- ances have gone down to become a martyr to modern improvement. It must be confessed that our won- derful advancement in this modern age has been bought at a dear price, the price of so many human lives, some of them the pick of our humanity. It is useless, however, to argue the point until our bell weathers of law enforcement get closer down to busi- ness and make an example of some of the reckless drivers of the automobile world. Hope sees a star which may yet point a way to a solving of this vital problem. Old Timer. —_22>—___ When On Your Way, See Onaway. Onaway, Dec. 4—And you may reach it by airplane from the Ypsilanti airport in two hours. This feat was accomplished by Pilot Milo E. Oli- phant and Thomas B. Colby, flying a three-place Waco Whirlwind and land- ing on the new aviation field of the beautiful Silver Lake lodge at Black River ranch. This is the plane that won the $5,000 prize cross country from Windsor to Los Angeles, Calif., and the first plane to land on the above named field, just completed and pronounced the largest and best field in Michigan, excepting Ann Arbor. The second arrival and_ successful flight was accomplished by William I. Matheson, of Bloomfield Hills, and Fred Colby, of Detroit, who had no trouble in finding the field, although the territory was entirely new to them. They declare that autos and railroad trains are now too far behind the times for their business, too slow entirely and that hereafter the air will be their mode of travel. The Black River ranch, comprising sixteen thousand acres, partly timber, embracing numerous lakes and rivers and a sheltering place for deer and other wild game is a beautiful place. The main lodge buildings, situated on Silver Lake, are beyond description. They must be seen to be appreciated. They are rustic in every respect and completely furnished with rustic furni- ture and equipment under the super- vision of H. R. Webster and wife, who take great pride in keeping everything spick and span. The stables are worth visiting just to see the fine saddle horses and the sleek coats show what grooming and excellent care will do. When Miss Beatrice Webster and Joyce Clemens were photographed in their aviation suits after flying and see- ing the ranch and surrounding coun- try from the air. they appeared to be about the happiest young ladies on earth. Their exclamations were “It’s simply wonderful.” Squire Signal. ee A busy man has too much to do to waste time nursing a grudge. Forty-fifth Anniversary - nonnincnmneme —That Sign on Main Street in front of the best grocery store in most of the small towns throughout the country there is a sign reading: Selling Agency for Chase & Sanborn’s FAMOUS Teas & Coffees These stores have come to know the value of this sign. It has been profitable for them to handle Chase & Sanborn merchandise and to make that fact known. In the minds of consumers it links up these stores with quality merchan- dise. Probably it would do as much for yours. Why not write us about it? CHASE & SANBORNS SEAL BRAND COFFEE —half a century on the Nation’s breakfast table. No other coffee parallels Seal Brand’s record gmap gn ost The standard for over fifty years Seal Brand Tea is of the same high quality Chase & Sanborn Importers SEAL BRAND COFFEE AND TEA Boston Chicago Grocers Supplied by Chase & Sanborn, 327 N. Wells St., Chicago oe 0: ai Rg . sore WY Qin T Ta oT ~ : Yani ASTERPIECES OF THE BAKER'S ART Om Ty \g/* \ ts, A? We Ar ( pi ys > a U Drone = { ¢ Forty-fifth Anniversary MICHIGAN TRADESMAN 17 To the ~ MERCHANTS OF Michigan,Ohio,and Indiana Many years of intensive study of your requirements, plus many years of service in your territory, have made the large and diversified wholesale stocks in Detroit dis- + tinctly applicable to your locality. Detroit Wholesalers have learned from past experience, and stock accordingly the merchandise suitable for your requirements . the Wholesalers and manufacturers of Detroit have kept If you wish any infor- * apace with the growth of the city and the demands made mation regarding the upon them from all sections. In no other market can Detroit Market, the your especial needs be purchased more advantageously. Wholesale Merchants L No other market can give quicker deliveries. Bureau, is at your - | . The Detroit Market il as Is YOUR Market t onse. : 1 1 ad hai li Wholesale auto accessories, electrical fixtures, radios, office and store fixtures, shoes, dry goods, women’s and children’s wear, millinery, men’s furnishings, hats, caps, floor coverings, groceries, drugs, drug sundries, hardware, furniture, toys, novelty goods, and countless specialty wholesalers and manufacturers to supply your every trade requirement. Th r Wholesale Merchants Bureau Branch of the Detroit Board of Commrece Be sure to attend the Third Annual Better Merchandising Conference and Exposition at the new Masonic Temple, March 12, 14, 15, 1929. Headquarters at Fort Wayne Hotel. 18 DRY GOODS Michigan Retail Dry Goods Assiciation. President—F. E. Mills, Lansing. First Vice-President — J. H. Lourim. Jackson. Second Vice-President—F H. Nissly. Ypsilanti. Secretary-Treasurer — John Richey, Charlotte. Manager—Jason E. Hammond. Lansing. Toy Demand Starts Well. Indications are that the present sea- son will shape up as the best in years so far as toys are concerned. Re- orders already are developing nicely and shortages of a number of items are being freely predicted. Both depart- ment and chain stores are doing earlier business than usual in toys, and in addition to re-orders, requests urge delivery of merchandise already on or- der. In the higher priced playthings the electric train outfits are strongly featured and are meeting with a great- er response than last year. A trend toward pushing scientific toys is noted in the offering of an elaborate micro- scope outfit at a popular price. ——_2.+..>___ Christmas Shopping Days Begin. To many of us the approaching hol- idays are actually dreaded because of our memories of previous shopping tours with their loss of time, energy and not a little money. Yet it is not such a task when rightly handled. In the first place, a complete list is com- piled, with names of members of the family, friends, servants and_ trades people to be remembered, with a small note on the habits or tastes of the individual, and perhaps the amount that can be spent on each gift. Among the many possibilities for gifts put forward by the shops, one may see, for the business or profes- sional woman, lovely negligees. house coats, lounging and hostess pajamas. Colors and styles are as varied as the prices. and there are styles and colors to meet all needs. 3oudoir slippers, as a separate item or with another small gift such as sachet bags, a bit of underwear or a short breakfast jacket, make very at- tractive and welcome gifts. They may be had in soft fine kid with designs in the modernistic manner with several colors blended in the trimming. Or, if the lady is more partial to fluffy things, there are all kinds of mules and pumps in rich brocades with lace and feather trimming; or, again, several new models in plain satins and crepes with rhinestone heels and interesting back straps. For practical wear some of the kid models with new heel sec- tions are very smart, especially when they boast a medium or high heel- 3y careful study handkerchiefs have at last been brought from their ob- scure position in the gift suggestion list. They are much sought after, not merely because their monograms make them seem particularly personal. but on account of their style value. There are some lovely handkerchiefs for evening in large squares of chiffon. Solid colors in pastel shades are com- bined with fine lace edges. The all- black handkerchief with deep lace hem makes a lovely gift. White handker- chiefs to tuck in the black suede hand- bag are featured with new applique work, rolled hems and fine scroll de- MICHIGAN TRADESMAN signs. The colored handkerchiefs have deep borders, block designs, striped and dotted centers. Colored hems are also seen with white centers and cor- ner designs and monograms to match. Stockings, although not a very pic- turesque gift, are none the less wel- come. Boxes of evening stockings of gossamer sheerness with or without clocks are offered, either in a gun metal shade to go with black evening gowns or skin tones to blend with the bright- colored frocks. Unless one is certain of another’s color preferences in stock- ings for day wear, it may be best to send a gift check for them, for these must be selected with an eye to match- ing either dress, handbag or gloves- —_~+-+____ Handkerchief Outlook Good. Excellent business in handkerchiefs for 1929 is presaged by the fine sales volume which has been rolled up so far this year and is swelling daily. Many handlers of these lines are hav- ing the best season in years. Do- mestic goods, in particular, are selling better than for a long while, due in part to the cutting off of a good por- tion of the Porto Rican supply by the storm that devastated the island some time ago. General re-orders so far have been numerous, with boxed goods and the better grades both mov- ing well. Children’s goods of colored silk, set off with printed nursery char- acters and other motifs of interest to young folks, are being re-ordered ac- tively. ———_+~-- Jewelry Promises Active Season. Pre-Thanksgiving buying of jewelry by the retail trade of the country pre- sages one of the most active holiday seasons since the boom period of the war. All indications point to active buying by consumers right up to Christmas day. A large part of the recent buying by retailers has been on memorandum, but the selections this year are not only running into larger volume but into more expensive pieces than ordinarily. An interesting phase of this buying is that it is well spread throughout the country. In some quarters it is attributed to anticipation of the conversion into gifts of Wall Street winnings, which are more wide- spread than usual. ——__2.2.2____ Millinery Survey Nearing End. Final analysis of questionnaires dealing with undesirable practices and sources of friction between retailers and manufacturers of millinery is un- der way. The task is expected to be completed within the next two to three weeks and the analysis will be made the basis for an understanding between the Millinery Association of America and the Trade Relations Committee of the National Retail Dry Goods Association. Standards of trade practice will be developed and are expected to be presented for ap- proval early next year. The Federal Commission, it is understood, will be informed of the standards set up. —_+--___ Don’t wait for the chains of ignor- ance to rust away; use the file of knowledge and free yourself to-day. Forty-fifth Anniversary m= FASHION CENTER BROUGHT TO DETROIT DAILY New merchandise daily at N. Y. Prices COATS — DRESSES — SKIRTS AT POPULAR PRICES Come in! Pick them off the racks DRESSES! SILKS, CLOTHS AND NOVELTY FABRICS $3.75 to $10.75 The largest floor stocks in Detroit SMALL-FERRER CO. 1217 GRISWOLD ST. DETROIT Phones Cadillac 1490-1491 Shuler CarpetCo. 171 Jefferson Ave. E., Detroit WHOLESALE CARPETS - RUGS LINOLEUM EXCLUSIVE MICHIGAN DISTRIBUTOR OVERBROOK MILLS BROADLOOM CARPETS VISIT OUR NEWLY ADDED FURNITURE DEPARTMENT An Extensive showing of upholstered furniture. You are cor- dially invited to pay us a call when you are in the Detroit market. ad pe 5 tS matt Forty-fifth Anniversary MICHIGAN TRADESMAN 19 SHOE MARKET Hosiery Increased Christmas Sales 25 Per Cent. By talking and displaying his hosiery at Christmas time, J. W. Slater, pro- prietor of Slater’s Shoe Parlor, Pueblo, Colorado, increased his 1927 sales 25 per cent. Not only did he increase his holiday sales, but the year round he averaged selling a pair of hose with every pair of shoes. “The time when people only looked for hose in the dry goods stores has passed,” he said. “The modern shoe store has great possibilities in hosiery merchandising, because the public, es- pecially women, desire to match the shoe colors with their hose. If the shoe man makes it possible for a cus- tomer to have a wide choice of hose at the time of a shoe purchase, his chances for selling hose are very great.” At Christmas time all display tables are cleaned and hosiery displays take the place of shoes. Special holiday boxes are used as an inducement to buy. Hose is also featured in the display windows as well as in newspaper ad- vertising. Mr. Slater tries to put across the idea that hose is the most practical and appreciated gift that one ‘erson can give to another. “Talk hose, display hose, and you'll sell hose,” he said. Mr. Slater has constructed thirty- trvo special hose drawers which make it possible for him to quickly match a pair of shoes. He does not have to pull out a number of different boxes to show a customer a wide variety of stockings that will match the new shoes. These cabinets are behind a fine, large mirror, which swings on hinges giving easy access to a large stock of merchandise. The drawers are removable, and when a customer has made up his or her mind on the shoes, Mr. Slater pulls out a drawer of appropriate hose, and sets it on the arm of the customer’s chair. He then takes a shoe and runs it up and down the layer of stockings until he finds a co-ordinating color. “Wouldn’t you like this lovely pair of hose to go with your new shoes?” he ” asks. The answer is usually, “yes. The drawers are just wide enough to admit hose the flat way. The sides slope down from the front of the drawer. This gives greater visibility and makes a more attractive display when it is removed for the purpose of inaking a sale. Each one contains the same size and priced article. The colors are also the same, but the shades differ. For ex- ample, one drawer will contain a dozen or so size 9, $1.50, tan hose in various popular shades. At Christmas time he depends on display in the store and in windows and newspaper advertising to a greater extent than his special cabinets, for at that time people are buying hosiery for gifts as well as for themselves. The more pretty hose they see, the more hey will buy for presents. Mr. Slater designed and built the special drawers himself—Shoe Re- tailer. ——_»-2. Desire Duty on Shoes. Directors of the National Boot and Shoe Manufacturers’ Association have put themselves on record as strongly opposed to a duty on hides and skins, and favoring a reasonable import levy on shoes to offset differences between foreign and domestic labor costs. It is their contention that a duty on hides and leather would increase the cost of shoes to American consumers without benefitting the farmers of the country. This position has been taken following a long study of the situation by the Tariff Investigation Committee, head- ed by J. Franklin McElwain. The de- sire for a reasonable impost on shoes is based on the difference in wages here and abroad. —_++ 2 Say Spring Lines May Be Hurt. Manufacturers of dresses, in offering merchandise for Winter resort and early Spring wear at this time, are working into the position the millinery trade found itself some years ago. At that time the average woman thought she was holding herself in restraint if she did not buy a straw hat prior to Washington’s birthday, with the re- sult that the normal Spring business was seriously hurt. Some of the new dress models are making their appear- ance on the streets here, with promise of more to follow. Were the early dress showing confined to the ranges of merchandise that actually sell for Southern wear, it was argued, the situation might not be so bad. —_. 2 ___ “Household” Gingham Active. _Although the current demand _ for staple and dress ginghams is more or less perfunctory, a constantly increas- ing call is reported for the ginghams of the household type. These are used for curtains, upholstery, etc., and are selling so freely that manufacturers in some cases are behind on deliveries. The goods especially wanted at present are in high black check patterns, the checks ranging from half an inch to an inch and a half in size. Although some business is being done in the finer fabrics of this type, the great bulk of the demand is for goods to retail at 25 to 29 cents a yard. ——_~+2.___ Colored Cottons Advancing. Higher prices are being quoted by leading handlers of coarse yarn col- ored cottons. The upward trend be- gan a week ago with a rise of half a cent a yard on denims, and was fol- lowed by several similar advances on hickories stripes and pin checks. In- dicaticns were that the rise would be general within the next day or two. Rumors are current of an impending advance on work shirt chambrays. These goods, which were reduced quite sharply when the downward trend of cotton was at its peak, are well out of balance with the cost of the staple on its current rise: —_——__>-+ Funny thing about a grouch—it not only ruins the day for others, but ruins your own day too. I. SHETZER CO. 142 Jefferson Ave., E. — Detroit EXCLUSIVE MICHIGAN DISTRIBUTOR m* Buster Brown Hosiery Chalmers Underwear ‘Five Brothers’ Work Shirts ‘Beach Mate’’ Bathing Suits ‘Club Mate’? Sweaters and Sport Coats Add profit to your trip to the Detroit market by paying us a visit. INTO BIGGER QUARTERS Because of our constantly growing business we are compelled to move into larger and more adequate quarters . . . . complete trade approval of service and policy. You are cordially invited to visit us in our new home after Jan. 1, at 210 Jefferson Ave., W., formerly Crowley Bros. building. vv WETSMAN & SHATZEN Men’s, Women’s, Underwear, Hosiery, Furnishings 138 W. JEFFERSON — DETROIT Be sure to attend our big Removal Sale December 4 to 7 Wholesale Women’s and Children’s Headwear We specialize in POPULAR ITEMS and prices for Department Store trade. — TRY US WITH A MAIL ORDER — J. A. SCOTT & COMPANY 28 Ionia Ave., S. W. GRAND RAPIDS “i wie MICHIGAN You are cordially invited to attend the spring opening of Dresses, Suits and Coats. Here you will find complete lines of all new models, excep- tional values and satisfactory service. J. BURROWS Oldest Wholesale Dress, Suit and Cloak House in Detroit 138 JEFFERSON AVE., W. RETAIL GROCER Retail Grocers and General Merchants Association. President—Hans Johnson, Muskegon. First Vice-President — A. J. Faunce, Harbor Springs. Second Vice-President — G. Vander Hooning, Grand Rapids. Secretary—Paul Gezen, Wyoming Park. Treasurer—J. F. Tatman, Clare. Food Shop Displaces Grocery Store. “Will you be kind enough to give me advice as you see it on the fol- lowing?” begins a pointed enquiry just to hand. “I am at present running a grocery business in a college town of about 8,000 population, good farming coun- ry surrounding. I am doing about oo $50.000 business, but wish to enlarge. I have removed a partition separating two stores and now have a fine large store, 40 by 70 feet. I have seriously considered putting in a meat market with electric refrigeration, all under glass “Total fixtures will cost me around $5.000, which I shall have to borrow. Would this 1 i . } n be a wise idea or should I stock with some other line and save the oa I shall have to pay out? “T have no rent to pay, as I own the building. There are now seven meat shops in town, but all small—sawdust floors—old stuff, you see. Would I ot be taking a wise step to go one better than all others, also be up to date?” To-day's ceconngeinid is to gather all foods under one roof. Thus we have the food ae wherein one can buy groceries, bakery goods, perishables, meats and poultry and delicatessen; and such is the plan whether the mar- several ket be departmentized with or owned and run by one man, firm or corporation. This idea is mod- ern and, as such, the right plan for now and the immediate future. sut there are points—many of-them —on which you must watch your step. Electric refrigeration, for instance, is a wonderful thing, provided the in- stallation is precisely what will fit into your special needs. Otherwise, it may easily prove to be a costly disappoint- ment. The system is new and, as such must be investigated with special care to be sure you are right. A meat dealer I know visited a big city on his vacation. There he saw a wonderful food market. It was itments, heavily stock- ed, a hive for business. He noted its handsome refrigerator cases and was told refrigeration was electrical, also that the system was extremely eco- _« nomical. He jumped at the conclusion that it was precisely what he wanted. On his return home he called for a 7 salesman and signed up for installa- tion in all his fixtures, including a big storage box. It would natural for the not have been alesman to object to a juicy order. The meat dealer smiled in anticipation of ease, comfort and negligible expense. \fter the installation was completed his first jolt was a bill for extension of electric current some 50 feet to the machinery. He protested and was promptly shown a clause which obli- gated him to pay for that. Here was MICHIGAN TRADESMAN i. $35 spent on which he had _ not counted. Next came his electric bill—about $22 in place of a customary $2.40. I ome $24 instead of .65. Examination showed that such “hen came water, s costs were excessive, but entailed by having ordered installation in one case not insulated for retention of The eventual result was by the company, after temperature. ‘reposse ssion”’ months of haggling, misunderstanding and mutual loss. I know another meat dealer, a near neighbor to the first one. In his mar- ket there was a big storage box. But he went slow and carefully in his ad- vance investigation. He asked all kinds of questions. He visited others who had plants. He looked up bills and costs. He pretty much mastered the question in advance of any sign- ing on dotted lines. As a result, he Ss nothing in box. He rned that one big the big show case, cities aa would retain a temperature of 33 to 35 de- grees, would provide space for all he would need of stock replenished city- fashion every day or so and could be run on minimum expense. His ex- perience is that the cost of operation is less than $10 monthly all told and he is a happy man. But note that his insulated show case is made with three thicknesses of glass and two air spaces throughout; also that there is a freezing unit in each end of it. Temperature is main- tained so uniformly that he literally never has to think about spoilage. His meats simply improve by the process of additional slow ripening. should in- stall a meat market must be decided Whether this merchant by himself. He knows his clientele better than anybody else can know it. If he goes about the selection of his facilities with care, he should obtain better, more efficient as well as more attractive equipment than his neigh- bors who must have less up-to-date outfits. To be ahead of others is al- ways an advantage and to have a com- plete food shop is in line with present trends, as I have said. If, now, his decision is affirmative, let him go a bit slow on his outfit. Better to add features later than to buy more than you can use to advan- tage or handle economically at once. Put outfits which are required to capacity by the daily business are apt to be good investments. So while $ it can be a relatively conservative sum. That, too, this $5,000 is much money, nerchant must decide for himself. In truth, all things are relative. The big city market could not operate economically with limited equipment. The little meat dealer who does with one showcase saves a lot because he has only to handle his meats once into and out of the one place. Con- sider all factors that you may get them to as close a balance as possible in advance. I incline to think this man will know how to utilize these suggestions properly because already he has made satisfactory progress, apparently. So I do not hesitate to hand him what Forty-fifth Anniversary Women trade where they get dependable products RUMFORD is all that and more--- ae its pure, A. erin : phosphate powder alt uniform cn Nor 4 een lity rand CHEMICAL WORKS and Providence, R.|I. @ economical RUMFORD Rt, "tom Manufactured by th jae CHEMICAL WORKS. Don’t Say Bread — Say HOLSUM attaaincamasapeael seen Sea M.J.DARK & SONS INCORPORATED GRAND RAPIDS, MICHIGAN Direct carload receivers of | UNIFRUIT BANANAS SUNKIST -- FANCY NAVEL ORANGES and all Seasonable Fruit and Vegetables J FEEL LIKE A NEW MAN “T have been in the grocery business for the past 25 years. I always used to feel tired and sluggish until one day I tried Fleischmann’s Yeast. After using it for a month, I felt like a new man,” writes Adolph Zimmerman, of Newark, New Jersey. “My motto and advice to all my customers is eat 3 cakes of Yeast a day.” Every grocer recommending Yeast for Health to customers is giving a health servicec that will make customers regular and better buyers of all groceries sold in the store. FLEISCHMANN’S YEAST Service Ee PN IAS OAS I ES Seemann aad ! Forty-fifth Anniversary MICHIGAN TRADESMAN 21 MEAT DEALER Michigan State Association of Retail Meat Merchants. President—Frank Cornell, Grand Rapids Vice-Pres.—E. . Abbott, Flint. Secretary—E. J. La Rose, Detroit. Treasurer—Pius Goedecke, Detroit. Next meeting will be held in Grand Rapids, date not decided. I say straight. But he has one slant badly out of plumb. Not need- ing to hand out a given sum to another He says he pays no rent. each month gives him a great strategic advantage. A man so situated can stand a lot of adversity and hardly feel it where another could be badly We need not blink any fac- nor overlook its pinched. tor of this situation, strong points, even though we grasp a common fallacy in the statement. 3ecause it is a fact that everybody pays rent. There are no circumstanc- es in which a business does not pay rent. This man can realize that if he asks himself for what monthly income he could rent his store to another, tak- ing average conditions and a term of years into account. Given that figure, he has precisely what he himself pays as rent right now. Careful consideration will reveal the soundness of this contention just as similar consideration will show any man that he pays a going rate of in- regardless of terest on his capital, whether it be owned or borrowed. I bring this out because not to realize it is to fool yourself. And fooling ourselves is not only the commonest business failing but one fraught with serious danger. Paul Findlay. —_~+-. Aging Beef To Make It Tender. Considerable attention is given to the process of aging beef, to make it more tender and more suitable for particular trade. A great many people want their beef, lamb and mutton aged to some extent at least. Practically meat, especially all dealers in meat know of the advantages from aging, but the process usually does not extend be- yond a period of one or two weeks. Meat held for two weeks or less is considered strictly fresh when held un- tender enough for most consumers when pos- sessed of good or choice inherent char- acteristics. 3eyond have mentioned, conditions must be unusu- ally good if the meat is to be free from mold and “high” flavor. When mold develops the meat must be trimmed free of all traces of it before it is served, and this causes losses that add to the cost of what is sold. When meat is sold to extremely critical de- mand the loss of trimming is sub- ordinated to the better eating qualities and prices received are higher than most home consumers wish to pay in most instances. With respect to such a delicate process as aging there are liable to be mistakes unless proper cooling places are maintained and the developments watched with care. There is, of course, a period of aging beyond which it is not advisable to go even under the best conditions. When the process extends for as long as ten weeks, no matter how carefully handled, the minute fungroid growth is pretty apt to extend into the meat, der good refrigeration and what we especially along the connective tissues, and no matter how carefully trimmed there is liable to be a taste of mold in the meat when eaten. Most hotel, club and steamship stewards and those supplying them with meat realize that meat does not gain anything in tender- ness by being aged over four or five strictly epicurean consumers get excellent sat- isfaction from meat aged less than four weeks. What we weeks, and some. supplying say is applicable to home consumers, for there are quite a few among them who insist on aged In one case that was brought to our attention the re- A lady planned a special dinner weeks ahead and had her retalier put away a steer tenderloin and hold it for seven weeks meat, especially beef. sults were not satisfactory. to age. This beef was probably at least ten days old when the retailer put it in his ice box. When served it carried a taste of mold, and one close friend of the hostess told her on re- quest that she had to use a lot of sauce to eat it at all. Too much aging is not recommended. ee Problem of Stale Bread Return. Distribution problems confronting the baking industry and, particularly the problem of the return of stale bread were announced as the main theme of a convention of the Board of Governors of the American Bakers’ Association in Chicago November 19 and 20. From one source comes the comment that, “As long as the grocer knows that a number of bakers will fall over each other to fill his shelves with their products, with the under- standing that everything not sold is theirs again the day following, he has no real reason to become a seller of bread, and been pointed out so frequently, he is a mere handler of it.” therefore, as has Relative to the probable disposal of the problem, the Bakers Weekly states: “The Governors of the American Bakers’ Board of Association should have no difficult in devising ways and means to outlaw the practice of dump- ing bread into the retail stores instead of selling it. Since it does not seem that mere agreements among bakers will have the desired results, it is sug- gested that a uniform law be worked out with the hope of introducing it in the legislature of every state. In quite a number of states committees are al- ready at work to have such legislation In others, no-return-stale laws have been on the statute books for some time, and where they have been honestly and passed. rigidly enforced have proved a decided boon to the industry.” ——__-_-_+>~?>->___—_ No task is too trivial to be well done. Progress lies not in the nature of the work we do, but in the manner in which we do it. Any job offers possibilities far beyond the most dis- tant dreams of the worker. Why? Be- cause every man places the trademark of his hand and brain upon the result of his work, and the searchlight of business is constantly seeking out those who are reliable, sincere and loyal. Become a man who cares. a GENUINE GOLDEN FLAKE THE MOST POPULAR CANDY OF ITS KIND Now Ready to Ship. Order Early. 20 Lbs. to Case. Made only by PUTNAM FACTORY NATIONAL CANDY CO., INC. GRAND RAPIDS, MICH. ORTY-FIVE years ago when the Michigan Tradesman was born, the Seely Manufacturing Company had been making flavoring extracts for nearty 25 years... . . For almost seventy years Seely’s has been a popular household name standing for uniformity and excellence of products. ~e THE SEELY MANUFACTURING CO. Flavoring Extracts — Toilet Goods 1900 JEFFERSON AVE., E. DETROIT ‘The choice of good cooks for nearly 70 years.” VINKEMULDER COMPANY Grand Rapids, Michigan Distributors Fresh Fruit and Vegetables “‘Vinke Brand’’ Onions, Potatoes, Sweet Potatoes, Oranges, Lemons, “‘Yellow Kid’? Bananas, Vegetables, etc. \LIPTONS TEA At the great tea expositions in Ceylon and India Lipton’s Tea Estates were awarded the First Prize and Gold Medal for the finest tea grown. Guaranteed by Tea Merchant by appointment to Tea Planter Ceylon eae M. ne H.M T. M. = KING JING GEORGE THE KING & QUEEN KING OF KING GEORGE V So eee scermanactatob ts 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 CO. Grand Rapids, Mich. ESTES eae ae 22 HOTEL DEPARTMENT lore About the Grand Canyon of Arizona. Grand Canyon, Arizona, Nov. 30— With no intention whatsoever of ad- \ertising any particular place or re- sort I wish to offer the suggestion that anyone making a transcontinental trip without including this wondrous re- - jon in their itinerary suffers from self- inflicted injustice. Make your plans ‘4 advance and work up to them. One ought to come prepared to stay for an ‘ndefinite period, for you will surely be tempted to prolong your stay, no mat- ter what your allotment of time has been. Five days should be the mini- mum, but if you cannot make it five, say three. In any event don't let it be said of you that you passed up this wondrous sight altogether. Even if one day is your limit, it is much better than staying away altogether. Per- haps you can go again. But make the limit as long as you can and you will be well repaid for the time consumed. There are good, in fact ideal, hotel accommodations here, from the tidy room in a pre-historic cabin, at one dollar per person, to the best you know of anywhere, on the American plan at $7 per day and upwards, 2nd when I say the best I mean the best to be found anywhere. For the autoist there is every facility for camping. A free camping ground in the shade of pines, near the rim and hotels, is maintained by the National Park service. There is a general store in close proximity to the camp. There is also a moderate priced cafeteria maintained by one of the hotels. at which you can obtain fine service at prices not greatly differ- ent from those charged at our own Pantlind. All the water used here has to be transported by rail a distance of 100 miles, but they are not at all stingy about its dispensation. A water train consisting of tank cars sufficient for the regular demands, steams in here every day. We have changed our lo- cation from the chief hotel to another where the accommodations are con- fined to cottages, but neat placards ad- vising you that free shower baths for guests are supplied, may be seen every- where. Neither need one worry about com- ing here at almost any season of the year. Of course it might be best to make some enquiry before leaving the main steam and motor trail at Will- iams, to ascertain if weather conditions are satisfactory here. Williams is about sixty miles away. Also there is Flagstaff, a few stations further East. From either of these stations wonder- ful highways lead to the Canyon. We are going over to Flagstaff to-morrow on our way to Phoenix, and perhaps I may have something to say about the place in my next. But, whatever you may finally decide to do, keep your eye on the main show—Grand Can- yon. Yesterday we made the auto trip over the Southern rim trail, a very satisfactory highway, maintained by the Government. First we go West to Hopi Point, whose extensive views are a happy auxiliary to an _ excellent breakfast after a wonderful night of the refreshing brand of slumber. Be- low the Point is a stretch of the Colo- rado River and in the distance are a multitude of gray and green points, in- cluding Havasupai, Sublime and Pow- ell Plateau. Powell monument was erected here by the Government as a memorial to Major John W. Powell, the first Canyon explorer. This mas- sive monument is constructed of mas- sive rock and represents an Aztec sac- rificial altar. Here was held a mem- orable dedication ceremony for Grand Canyon National Park, in 1920. Long will one linger, enraptured, apart from the busy world, as he watches the vivid pinks and _ soft purples as a new world is created by the rays of the ascending sun. MICHIGAN TRADESMAN Bass Camp is a few miles Westward over a fairly good road, which is being constantly improved, where there is another surpassing view from the head of Turquoise Canyon. Here is the Grand Scenic Divide and Havasupai Point, where the character of the scenery changes from that of the sec- tion to the East of our starting point, and the granite of the inner gorge dis- appears from view. On the great North wall the reds and whites are strikingly contrasted; while within the Canyon are the deepest reds and browns, dotted with the greens of the junipers. To the East the Canyon is filled with temples and buttes, but to the West they vanish. On the heights back of the rim are the remains of an ancient Indian village, where many search for broken pottery and arrow- heads, but where few qualify. After descending a few hundred feet into the Canyon, one may look up at pre- historic cliff dwellings, hidden like swallows’ nests in the ledges of the overhanging rock. Havasupai Point, which is about three miles East of Bass Camp, reaches into the heart of the Canyon and commands over forty miles of scenery. It affords unusual opportunity to study the geology of both the North and South walls, while the great mass of Powell Plateau, and the long arm of Point Sublime on the Northern rim seem near at hand, al- though many miles distant. On Dar- win Plateau are the cross-bedded sand- stone slopes of Mt. Huethawali, while Spencer and Huxley Terraces with the Grand Scenic Divide extend to the river. Just below on the left is the vivid red and gray of Fossil Mountain. Much of the granite gorge is open to view and there is a glimpse of the rapids of the Colorado. No point on the Southern rim surpasses the view from Havasupai, although those to the far Northeast are of equal impressive- ness. From Bass Camp there is a trail down to the lower depths of the canyon, but a trip such as this affords would not be so far different from the one we experienced two days since, consequently we decide to return to El Tovar, partake of nourishment and ex- plore some of the territory to the East. Opposite El Tovar is a reproduction of the dwellings of the Hopi Indians and several Navajo huts—“hogans” in Indian parlance. In the Hopi House are installed collecticns of Indian handiwork. Here also live a_ small band of Hopis, the most primitive In- dians in our country. The men weave blankets and the women make pottery. The homes of the Hopis are on the edge of the Painted Desert perched on the crests of lofty mesas (plains) where they live as did their forbears and cling to their high dwelling place. They are industrious, thrifty, orderly and mirthful. Subsisting almost en- tirely by agriculture, in an arid region -* uncertain crops, they find time be- tween their labors for the light-hearted dance and song, and for elaborate ceremonials, or masked dances, poetic and intensely dramatic, especially in the snake dance, of which I have al- ready written. It is said that in their three and a half centuries of contact with whites their manner has not changed perceptibly. However, at El Tovar, they may be said to be much imbued with the commercial spirit, and whatever wares they dispose of go at “long” prices. To the East of El Tovar, one travels for a dozen miles to Grand View through a forest of pines and juniper, where the air is often heavy with the odor of the creasote bush. At Grand View Point the eye wanders over a vast era of temples and follows the Eastern wall of the Canyon with its many fine viewpoints to the mystical Painted Desert far beyond. Through- out the afternoon the scene is painted with an indescribable variety of chang- ing colors. Brilliant clouds gather above it. Here our gaze encountered rainbows of a glorious character, such Forty-fifth Anniversary “We are always mindful of our responsibility to the pub- lic and are in full apprecia- tion of the esteem its generous patronage implies.” HOTEL ROWE Grand Rapids, Michigan. ERNEST W. NEIR, Manager. CHARLES RENNER HOTELS Four Flags Hotel, Niles, Michigan, in the picturesque St. Joseph Valley. Mishawaka Hotel, Mishawaka, Indiana Edgewater Club Hotel, St. Joseph, Michigan, open from May to October. All of these hotels are maintained on the high standard established by Mr. Renner. HOTEL CHIPPEWA HENRY M. NELSON, Manager European Plan MANISTEE, MICH. Up-to-date Hotel with all Modern Conveniences—-Elevator, Etc. 150 Outside Rooms Dining Room Service Hot and Cold Running Water and Telephone in every Room. $1.50 and up HOTEL OLDS LANSING 300 Rooms 300 Baths Absolutely Fireproof Moderate Rates Under the Direction of the Continental-Leland Corp. GrorcE L. CROCKER, Manager. Muskegon “ie Occidental Hotel FIRE PROOF CENTRALLY LOCATED Rates $1.50 and up EDWART R. SWETT, Mgr. Michigan Columbia Hotel KALAMAZOO Good Place To Tie To 60 Rooms with Bath $2.50 and $3 PARK-AMERICAN HOTEL KALAMAZOO A First Class Tourist and Commercial Hotel Also Tea Room, Golf Course and Riding Academy located on U.S. No. 12 West operated in connec- tion with Hotel. ERNEST McLEAN Manager Warm Friend Tavern Holland, Mich. Is truly a friend to all travelers. All room and meal rates very reasonable. Free private parking space. E. L. LELAND, Mgr. Park Place Hotel Traverse City Rates Reasonable—Service Superb —Location Admirable. W. O. HOLDEN, Mgr. HOTEL KERNS LARGEST HOTEL IN LANSING 300 Rooms With or Without Bath Popular Priced Cafeteria in Con- nection. Rates $1.56 up. E. S. RICHARDSON, Proprietor WESTERN HOTEL BIG RAPIDS, MICH. Hot and cold running water in all rooms. Several rooms with bath. All rooms weil heated and well ventl- lated. A good place to stop. Amer- ican plan. Rates reasonable. WILL F. JENKINS, Manager Luxurious Comfort, Appetizing Meals, Reasonable Rates, and Finest Mineral Bath Department in the country, are just a few of the reasons for the popularity of West Michigan’s finest hotel. We invite the patronage of business men and pieasure-seekers. Hotel Whitcomb and Mineral Baths St. Joseph, Michigan 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. Kuropean $1.50 and up per Day. _ RESTAURANT AND GRILL— Cafeteria, Quick Service, Popular Prices. Entire Seventh Floor Devoted to Especially Equipped Sample Rooms WALTER J. HODGES, Pres. and Gen. Mgr. e 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. i 1 Forty-fifth A nniversary MICHIGAN TRADESMAN 23 as one sees in Hawaii and occasionally reads about. The highway which we negotiated in our afternoon trip extends Eastward from El Tovar through part of the Tusayan National Forest to Navajo Point, a distance of some 85 miles, but having previously been a member of a party visiting Painted Desert, and the residue of our present “bunch” not being especially enthusiastic, we de- cide on a drive to Lincoln Point and Desert View, returning by Coconino Rim and the Navahopi road. On the very brink of Cottonwood Canyon there is a limestone cave which seems to be an attraction to many tourists. It is said to contain many passageways but few stalactytes. Also in the vicinity is an abandoned copper mine, but we are neither equip- ped for burrowing, or mentally inclined _ toward this type of exploration, conse- quently forego the chance for subter- ranean observation. To the Northwest of Grand View we have an opportunity of a distant in- spection of the various temples of Cheops, Buddha, Brahma and Zoro- aster. Below, at the left is the suspen- sion bridge across the Colorado, and what is called the Great Bend thereof. In the distance the river is hidden by many high ridges. But it is now approaching the sun- set hour and the sunsets of Grand Canyon are worth the price. The silence of the evening fills us with peace, while the sublime glory of the changing sky makes one feel like tak- ing an account of himself. The sun lingered over the Canyon livening its purple haze with visible golden rays, then it dropped behind a cloud, and the twilight. tragically brief, is upon us, and with it comes the afterglow, when the gorge bloomed again in color and its cliffs flashed with rosy pink. And this is but the end of an- other of those days not arbitrarily per- fect like we throw on the screen at Los Angeles, but possessed with the ebb and flow of the ocean tide at sun- down. Grand Canyon National Park is situ- ated wholly in Northern Arzona. Not only is it one of the scenic marvels of the world, it is a convenient rendez- vous for the great wonderland of the Southwest, that enchanted region which lies in the very heart of Amer- ica’s oldest happenings. Within a day’s ride by auto or pony are the reservations of the Hopis, the Supias and Navajos. In that magic circle are petrified forests and painted deserts, also relics of prehistoric cliff and cave dwellers. You may also climb to the summits of snow tipped mountains. Off the beaten path anything may happen. You see Indians on their ponies racing home You glimpse a solitary camp fire. You hear the far away cry of the wolf and the nearer yelp of the coyote. Here you find the yucca and cactus in profusion. Though aged by time, yet all is new. and unreal as we measure ordinary affairs. Possibly your exploring days are past, or you think they are, but you do feel that a search for peace and quiet would be worth your while, and here you have it. If you are not keen for hiking, here you will find pro- vision for all sorts of auto trips, to all sorts of inconceivable surprises. The high altitude and absence of humidity make this a healthful region and the very atmosphere is full of “pep.” If your appetite lags, bring along a well-filled wallet, for you will forget about the old monotony of three meals a day, and want the almost un- interrupted feeding of the infant. And sleep; well you will beat any record you ever made. How the cedars, junipers and pines load the night air with their fragrance. There are fre- quent showers at this season of the year, which make the flowers look brighter and the rocks look as though they had just escaped from a bath, in a land reputed by geologists and geographers to be a desert. I flatter myself that I have been fortunate in viewing most of the avail- able scenery to be found in this great country of ours, but I am_ thankful that I postponed until the last chapter an acquaintance with the grandeur of this wondrous spot. which makes everything which has come before look as naught. To the scientist the Can- yon offers a bird’s eye view of earthly strata and a wealth of specimens; to the naturalist, the plant life of half a continent within the space of half a dozen miles: to the artist the multi hues of its million acres; to the sensa- tion seeker, thrills of zig-zagging trails; to the average man or woman on vacation bent, an event never to be eclipsed. So far as accommodatons and equip- ment are concerned the Canyon may be visited any day in the year. During the summer the weather is not torrid. On top of the rim you are almost a mile and a half above sea level, with the temperature seldom exceeding 85 degrees, though it may be something like fifteen degrees warmer in the mid- dle of the day at the Canyon’s floor. Mornings, evenings and nights they offer you typical California tempera- tures. During the winter snow falls in the pine forest along the rim, and the upper sections of the trail to the river, but there are very few days when one might be prevented from making the customary trips, comfort- ably. I almost forgot to menton the fact that there is a lookout and restroom at the very head of Bright Angel Trail, which is equipped with binocular tele- scopes in a tower, for the use of which there is no charge whatsoever. With them you can observe the most re- mote distances on land by day and the starry heavens by night. Through these instruments one certainly gets to familiarize himself with the constant changes going on. In the early morn- ing the Canyon starts in with the ap- pearance of a primeval void, hemmed in everywhere, except skyward, by the solid framework of our earth, rocks and cliff some millions of years old. Then Sol appears and paints every- thing with rainbow hues. Then come back in the afternoon and witness a marvelous transformation. Immense forms have pushed out from the sheer walls. They float in a purple sea of mysterious shadows; eluding all sense of perspective or dimension, out- srtetching the faculty of visual meas- urement—and then the sunset which I have previously described. We spent our last evening at the Canyon on its very brink. Drawn up- ward like a great curtain from the depths of the Canyon, the shadow of night traveled slowly across the face of the desert subduing its colors. Then through the absolute silence came the note of a whippoorwill as offering a finale to our pleasure party. To-morrow we are scheduled for a 250 mile trip to Phoenix, the state cap- ita lof Arizona, by way of Flagstaff. It is said of Phoenix that the customary temperature is 120 and that the sun never Sets. At a meeting of the executive coun- cil of the American Hotel Association of the United States and Canada, held at New York last week. an invitation of the Michigan Hotel Association to hold the 1929 annual meeting of the National organization in Detroit next fall was unanimously accepted. It will be held about the time of the next Michigan meeting, probably in Sep- tember. Ward B. James, resident manager of Hotel Tuller, Detroit, and president of the Detroit Hotel Association, has re- cently revised his appointments of committees necessitated by the re- moval of some and the addition of many new operators of various hotels in his bailiwick. William E. Snyder, Seward Hotel, heads the membership committee; J. Henry Pickler, Hotel Statler, finance; Preston D. Norton, Hotel Norton, program. Other com- mittees are headed by M. V. McKin- non, Hotel Wardell, W. MacKay, Fort Shelby, and Chas. H. Clements, Hotel Palmetto. Joseph Rickert, who was manager of the Park Hotel, Mt. Clemens, for thirty-eight years, died in that city, at the age of 80, after a brief illness. Mr. Rickert came to Mt. Clemens as a guest of the hotel he afterwards man- aged, nearly two score years ago. Thaddeus W. Linck, formerly au- ditor of the Book-Cadillac, Detroit, has been transplanted to New York, to a responsible position in Hotel McAlpin, which is under the general manage- ment of Frank Duggan, a former De- troit hotel official. It is reported that Hotel Perry, Petoskey, managed by D. H. Reycraft, will greatly increase its rooming capacity this winter in time for tourist traffic next season. The Hotel Ojibway at Sault Ste. Marie, is putting in three large addi- tional sample rooms for the accom- modation of the commercial men who carry a trunk line. These rooms are large and airy, well heated with plenty of artificial light and ample table space. Frank S. Verbeck. e+. _ To be civilized is to think of others as well as of yourself. CODY HOTEL IN THE HEART OF THE CITY OF GRAND RAPIDS Division and Fulton RATES $1.50 up without bath $2.50 up with bath CODY CAFETERIA IN CONNECTION YOU ARE CORDIALLY invited to visit the Beauti- ful New Hotel at the old location made famous by Eighty Years of Hostelry Service in Grand Rapids. 400 Rooms—400 Baths Menus in English MORTON HOTEL ARTHUR A. FROST Manager Tt i DOV hl ra eer aoe HOTEL BROWNING 150 Fireproof Rooms GRAND RAPIDS, Cor. Sheldon & Oakes Facing Union Depot; Three Blocks Away The Pantlind Hotel The center of Social and Business Activi- ties in Grand Rapids. Strictly modern and fire-proof. Dining, Cafeteria and Buffet Lunch Rooms in con- nection. 750 rooms — Rates $2.50 and up with bath. 24 MICHIGAN TRADESMAN Forty-fifth Anniversary FINANCIAL $3,975 Increases To $20,130 in Ten Years. If any man had been told in 1918 that a small fortune in a decade await- ed him through the purchase of a share of stock in each of twenty leading American industrial corporations he would have viewed the forecast as a fantastic dream. Yet looking back we now know that the purchase of twenty such shares at the beginning of 1918 at a cost of $3,- 979 would have laid the foundation for unbelievable profits with the apprecia- tion in American equity issues. With- out the expenditure of an additional dollar the 1918 investor’s holdings have grown to 185%4 shares. The market value at $20,130 has increased by 406 per cent. It is not so difficult to understand the craze for stocks in this country when the history of leading industrial issues is known. And this “blue list” contains the names of stocks that any conservative investor might have pick- ed. They are American Smelting, Anaconda, Bethlehem Steel, duPont, General Electric, General Motors, In- ternational Harvester, Liggett & Myers, Reynolds Tobacco, Sears Roe- buck, Standard Oil of California, Standard Oil of Indiana, Standard Oil of N. J., Standard Oil of N. Y., Swift & Co., Texas Corp., U. S. Steel, Vac- uum Oil, Westinghouse Electric and Woolworth. The selection is one made by Standard in its new magazine, “Your Money.” The 406 per cent. jump in market value represented for these twenty selected stocks is greater than could have been obtained by the purchase of all stocks listed on the New York Stock Exchange. But the market value of listed stocks in the same period has risen roughly 215 per cent. And it must be recognized that something more than mere earnings has helped to stimulate the value of the twenty leading industrial stocks here mentioned. Between 1918 and 1927 the aggregate earnings available for the twenty shares rose from $550 to $1,027, or 6.7 per. cent. While the 1928 earnings undoubtedly will show a more substantial rise nobody con- tends that the advance in earnings will be in proportion to the appreciation in the market value of the shares. Nor does the appeal lie entirely in increased dividend distributions. Cash dividends grew from $244 on these shares in 1918 to $741 in 1927—204 per cent. Incidentally that produced a 1927 yield of 19 per cent. on the orig- inal 1918 investment in these twenty industrial stocks. That bull markets like the present rise to heights not warranted by cur- rent earnings is a matter of history. Yet such studies as those of Edgar Lawrence Smith on “Stocks as Long Term Investments” and this more re- cent review of what has happened in the last ten years are creating a coun- trywide demand for stocks that is not It dem- onstrates plainly that American equity issues will bring rich rewards to the likely to be easily satisfied. investor that holds them long enough. Paul Willard Garrett. [Copyrighted, 1928.] ——————————— Tide of Wholesale Trade Up. A revival in the tide of wholesale trade is the most encouraging change reported by the Federal Reserve Agent at New York in his December bulletin but the department stores and chain stores likewise did a better business last month than a year ago. In the wholesaie line October sales attained the biggest increase over a year previous for any month in the past three years. Doubtless the addi- tional selling day in October, 1928, ac- counted for a part of the gain, but after allowng for that the month still shows a_ substantial improvement. Wholesale clothing houses for months have been showing smaller sales than a year ago. In October they reported a good increase. Commission house sales of cotton goods ran up more than for any month in a year. The grocery, drug, stationery and diamond trades all reported large sales gains following decreases in September. Even the shoe, hardware and jewelry trades re- ported a smaller decrease than in Sep- tember. Machine tool sales continued in more than double their volume of a year ago. If this somewhat unexpected im- provement in the wholesale trades re- flects a better retail business for com- Federal Agent’s findings must be regarded as a ing months’ the Reserve foundation for better business. Department store sales likewise rosé but instead of a 7.2 per cent. gain re- ported by wholesalers, the retailers showed a 4 per cent. gain. Virtually all groups of goods handled by the de- partment stores were sold in larger volume last month than a year ago. The outstanding gains were made in musical instruments and radio, shoes, home furnishings, books and _ station- ery, furniture and clothing. While the stocks of merchandise rose moderately last month in anticipation of the holi- day trade they were no larger at the end of October than a year ago. The country’s chain store sales last month rose 8.3 per cent. above those of a year ago largely as a result of sharp increases in sales by grocery, variety and 10 cent stores. The num- ber of chain stores continues to mount —there were 5.3 per cent. more last month than a year ago—as does the volume of sales per store. While the Reserve Agent naturally makes no predictions his December re- port clearly points to the probability of a record holiday business. Greater gains were attained last month than had been expected. With the holiday season now near at hand the expecta- tion is for a record-breaking business in the month that lies ahead. Paul Willard Garrett. [Copyrighted, 1928.] —_+-+___ Character is formed, not by laws, commands, and decrees, but by quiet influence, unconscious suggestion and personal guidance. ——__s22>______ The only failure is the man who won’t try. Se CD 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. TS 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 EIFERT, GEISTERT & CO. Investment Securities GRAND RAPIDS ~ MICHIGAN 506-511 GRAND RAPIDS TRUST BUILDING Telephone 9-3395 Fenton Davis & Boyle Investment Bankers GRAND RAPIDS Grand Rapids National Bank Building Phone 4212 Chicago First National Bank Building Detroit 2086 Buhi Building ODIN CIGAR COMPANY Common Stock The stock of this company earned $3.12 a share in 1927 and has been placed on a dividend basis equal to $1.40 a share annually to yield 7.35% on the present selling price. CIRCULAR ON REQUEST A. G. GHYSELS & CO. INVESTMENT SECURITIES Buhl! Building, Detroit Peninsular Club Bidg., Grand Rapids Forty-fifth Anniversary Gushing Oil Wells Will Make Muske- gon Great City. Grandville, Nov. 27—At the mouth of the longest river in Michigan stands the flourishing city of Muskegon. At the time the author first saw the light in that town there were but two frame houses in the placee and the great pine woods up the river had scarcely been tapped. That was more than eighty years ago and now what do we see? A city which has arisen phoenix like from the ashes of the once great pine lumber system. Fora time dullness, a gloomy outlook, then the injection of indus- tries which set the one-time Sawdust City to the fore. Sawdust City no longer, but the Oil City of Michigan. A proud title which, if all signs do not fail, is to bring great prosperity in its trail. Years ago, around sixty perhaps, a small twitter of oil excitement struck Muskegon. It did not last. I think one well was started, but was sunk only a few hun- dred feet, then given up as a bad bar- gain. How stands Muskegon history to- day? Founded by New England and New York State pioneers, it has now outgrown all past records and comes to the front with the greatest oil dis- discovery of recent years. One prominent man _ has _ predicted that, should present indications not come to nought, the one time Sawdust City within three years will number 200,000 inhabitants. Isn’t that going some? Across the lake we have the city of Chicago, which in a comparatively short time has become the second city in the United States. And yet men now living have stood on a muddy sidewalk and seen loaded teams mired in the principal street of that town. Wonderful progress has the world made during the past generation. Mus- kegon has a destiny second to none. The signs of the times point to an- other metropolis on the East side of Lake Michigan. And why not? With two such cities as Grand Rap- ids and Muskegon in Western Michi- gan we certainly have a right to be proud of our progress from a wilder- ness to as great a civilization as ever crowned the efforts of the past citizens of the world. In civil war days Muskegon was a small village, yet it teemed with pa- triotic ardor and sent some of its best citizens to the front at the call of President Lincoln for volunteers. It it well known that the war for the Union was principally fought by vol- unteer soldiers. It had long been the proud boast that this Nation could ably defend itself in time of war by an army com- posed wholly of volunteers. This was nearly true, since drafting did not take place until long after hostilities had started, while in the war started by the bloody kaiser our army was made up almost wholly of drafted men. Methods both in war and_ peace change, however, and it is not likely that America will fight another war depending on a volunteer army to carry the brunt. I imagine that from Mill Iron Point to the head of the inland lake the oil wells are looming into the sky. Gas, oil and fervent hopes commingle along the lower Muskegon. The smell of newly-cut pine has given place to the stronger fumes of crude petroleum. Could the early fathers of the valley rise up now and see the Muskegon of old lumber days looming large as a possible third city in this State, what a feeling of pride would fill the hearts of those old pioneers. Wells are being sunk in many dif- ferent parts of Western Michigan in the hope that the lake of coal oil is of wide extent and that millions are to be made in exploiting what nature has so kindly provided for the use of man. No doubt many eager oil seekers will meet with disappointment, yet so MICHIGAN TRADESMAN 25 far the prospect of abundant oil fields seems to hold out. built sawmills, sent armies of lumber- jacks to slay the giant pines and drive them hundreds of miles to market is not dead. Mcihigan as a state has a wonderful future as the playground of a nation. As the greatest oil producing state in the American Union it will make things jingle and set a glow on every hilltop from Mackinac to Sturgis. The outlook along the old Muske- gon river is certainly promising. To see the city of Muskegon one of the leading ones in the State is surely pleasing to the sons of the early pioneers of the Sawdust City. Not sawdust streets, but those finely paved with cement of latest make is what is coming. Two hundred thousand in three years! What after that? Of course, it all depends on the amount of oil be- neath the earth’s surface, but all indi- cations to date point to a plentitude of that, and so ring the bells and make merry for the good time coming which will fill West Michigan with new en- terprises never dreamed of in the philosophy of the early settlers, Next to Muskegon, Newavgo is one of the oldest landmarks in the West- ern part of the State. What of that busy little burg? Much if this oil boom continues. The great over power seems to have designed the Muskegon valley to have communal interests, so that what booms the city by the lake is sure to go rolling up- stream to the source of the once great- est lumbering stream in the world. West Michigan and Muskegon are mutually interested in this new source of prosperity and will be glad to see the one-time sawdust heaps replaced by oil wells. Old Timer. ——__2+-~<. ____ Card From Esteemed Contributor. Plainwell, Dec. 3—In checking my manuscript covering subject of “An- cient and Modern Milling” the writer finds he made a grievous and inexcus- able error when he said, ‘While Solomon was not doing the milling personally he could lavish some atten- tion on his family, at least when he was not bossing his subjects or getting his Son Absolom out of trouble, etc. Every student of ancient history knows full well that Absolom was a half-brother of Solomon and met a violent and untimely death before his brother Solomon became King of Tsrael. I beg the pardon of your readers for thoughtlessly making this error. Lloyd E. Smith. —_—_-. <-~. Spring Silk Bookings Ahead. 3ooking of orders for Spring silks continues at a good pace and leading producers are now credited with a backlog of orders which compares very well with last year at this time. Manu- facturing schedules are being stepped up and promise to show gains for some weeks. Prints by far dominate the situation and original patterns and colorings are in strong demand and are meeting with rapid exploitation in the resort wear and early Spring gar- ment lines. Contrast is an outstanding feature of the color treatment of the new prints. The outlook for sheer silks, including chiffons and georgettes is considered excellent. ——_—~>~>—____—_. A satisfied customer merely refrains from kicking, while an enthusiastic customer is one who boosts your line whenever he can. —_--—_-~2?—?-->—__. Waste your opportunities to-day and you lessen your chance for achieve- ment to-morrow. The genius that ® we The Oldest Bond House in Western Michigan A.E.AusTeRER & Co. Investment Securities 303-307 Michigan Trust Building A MICHIGAN CORPORATION Capital and Surplus More Than $450,000 ARTHUR E. KUSTERER President LS GEO. L. O’BRIEN Vice President ROGER VERSEPUT, JR. Sec’y and Treas. \K “AUDITS -SYSTEMS-TAX SERVICE” LAWRENCE SCUDDER & CO. ACCOUNTANTS AND AUDITORS 924-927 GRAND RAPIDS NAT’L BANK BUILDING, GRAND RAPIDS, MICH. 313 PECK BUILDING, KALAMAZOO, MICHIGAN 452 W. WESTERN AVE., MUSKEGON, MICH. New York - Chicago - Detroit - Washington - Hammond -_ Boston ASSOCIATED TRUCK LINES Announce complete organization for handling Merchant Freight. We go to 167 Cities and Towns in Michigan, and make deliveries to suit present day requirements. We furnish the greatest aid to successful merchandising, Adequate delivery. All lines are regulated by the Mich- igan Public Utilities Commission. ASSOCIATED TRUCK LINES 108 MARKET AVE. GRAND RAPIDS, MICH. PHONE 94121 Only When Helpful THE “GRAND RAPIDS SAVINGS BANK” feels it is “SERVING” only when the things it does for its customers are helpful to them in their financial affairs -- business or personal. Rendering banking service along broad and constructive lines for 56 years has established this institution in the confi- dence and esteem of business houses and individuals throughout all Grand Rapids. GRAND RAPIDS SAVINGS BANK The Bank Where You Feel At Home”’ The Toledo Plate & Window Glass Company Glass and Metal Store Fronts GRAND RAPIDS “te MICHIGAN MICHIGAN TRADESMAN DAY’S PRIVATE FOREST. Lesson From Which All Michigan Can Profit. David, H. Day’s “private forest” on the hilly shores of beautiful Glen Lake stands to-day as a living monument to his life work in the cause of a reborn Michigan. It stands, too, as a symbol of prom- ise and of accomplishment in the new development whch has come to North- ern Michigan—a development yielding a greater and more enduring prosperity than came from the departed lumber industry; a development more abun- dant and more satisfying in its rewards than agriculture on a reluctant soil. Michigan thirty years ago, when David H. Day was in his prime and when the trees of his “private forest” were just emerging from the sapling stage, was not constructively forest- minded. Lumbering had swept away the woods and was dying because of the lack of the food which it had itself destroyed. The only hope for the North country seemed to lie in turning the stripped and desolated sandy cut- overs into cultivated fields and fruitful orchards. There was no vision of a day when woods, and wilds, and waters would be assets of a new Michigan industry offering opportunities far be- yond the dreams of the old “boosters” and “developers.” But even in those dark and unknow- ing days of thirty years ago David H. Day was pridefully nurturing his hobby—his private forest. This private forest, then only a block of so-called second growth, was destined to grow into a splendid object lesson in reforestation. It was destined also, to act as a leaven of forest-mind- edness, which from a tiny beginning has grown and grown until now it has spread throughout most of Mchigan. It was destined to yield its own ma- terial rewards to the man who had cherished it and protected it through many years, for in his later days Mr. Day found it a precious and comfort- ing property asset. The David H. Day forest was only a block of cut-over land on a ridge be- tween Glen Lake and the Big Sea Waters—Lake Michigan. The original forest had been made up of hardwoods. When the parent trees had gone to the Day mill on the channel between Glen Lake and Lake Michigan to be sawed into lumber, young shoots were left behind to grow into a new forest. All over Michigan there were simi- lar blocks of stump lands where young growth was springing up from roots and from seeds, but all over Michigan this growth was being burned off or cut away or plowed under or grazed by cattle. It was regarded as worth- less and as an encumbrance to the land. But David H. Day had loved the forests of old and he saw in the second growth a forest of the future. So he protected the second growth. He guarded it against fire. He kept the cattle out. Year by year the baby trees grew in number and in size. They progress- ed from striplings to saplings, and from saplings to thrifty young trees, and as time went on, they proved what most » persons doubted in Michigan, that a forest could develop appreciably in stumpage and in vaiue during the life- time of a man. For many years David H. Day’s “private forest” grew in solitude. Glen Lake was then remote and isolated, so far as the remainder of Michigan was It was on the Lake Michi- gan shore on the Leelanau Peninsula. It was accessible only by steam boat and a logging railroad. With the coming of the automobile, however, Glen Lake assumed a place The few visitors who came marvelled at its beauty and spread the word to their friends, and among its attractions was the sturdy young forest covering the Northwest- ern shores of the lake. The woods were listed among the “sights” with the lake itselfi—which has _ gained recognition as one of the loveliest lakes in the world—with Sleeping Bear Point on the shore close by, with the Manitou Islands, with the pictures- que coast lines, and with the mountain- ous Leelanau hills. The first West Michigan Pike tours always included in their itinerary a trip through the forest, and the pub- lic spirited men who went on those tours were infected with the forest spirit and enthusiasm which had so long inspired Mr. Day himself. Later when good roads were built throughout Michigan and the improv- ed M23 opened the Glen Lake region to the world, hundreds and even thou- sands viewed the Day forest each year and became converts to reforestation. Other thousands, who have viewed the forest from away, not realizing what it was'or its significance, have uncon- sciously felt its charm, for it contribut- ed mightily to the lovely landscapes and marinescapes for which the Glen Lake region is famous. Many persons in Michigan have had the erroneous idea that second growth would never amount to anything, at least within the lifetime of those who saw it start. They have figured wrong- ly that it would never return a value to its owner, and possibly, not to his immediate heirs. They have consider- ed that taxes paid in holding it were money thrown away. The David H. Day forest furnishes living proof of the fallacy of his idea and that figur- ing and this consideration, so far as timberlands in a recreational area are concerned. The old idea and the old figuring may still apply to hardwoods grown for timber. But both hard- woods and conifers while growing to timber size, are serving another pur- pose in Michigan to-day aside from storing up timber resources for the future. They are adding to the at- tractiveness of Michigan scenery. They are embellishing the shores of lakes and streams. They are serving as cover for wild life. In other words, they have become prime essentials in the development and_ utilization of Michigan’s natural recreational re- sources. Hence we look upon refores- tation from a different angle than we did fifteen to thirty years ago. Hence we have a new appreciation of the value of forest growth in all its stages. concerned. upon the map. Merchants Life Insurance Company RANSOM E. OLDS Chairman of Board WILLIAM A. WATTS President Offices: 3rd floor Michigan Trust Bldg.—Grand Rapids, Mich. GREEN & MORRISON—Michigan State Agents Affiliated with The Michigan Retail Dry Goods Association Insuring Mercantile property and dwellings Present rate of dividend to policy holders 30% THE GRAND RAPIDS MERCHANTS MUTUAL FIRE INSURANCE COMPANY 320 Houseman Bldg. Grand Rapids, Mich. Forty-fifth Anniversary Class Mutual Insurance Agency C.N. BRISTOL H. G. BUNDY A. T. MONSON “The Agency of Personal Service” INSPECTORS, AUDITORS, STATE AGENTS Representing The Hardware and Implement Mutuals— The Finnish Mutual—The Central Manufacturers’ Mutual and Associate Companies. Graded dividends ot 20 to 50% on all policies accord- ing to the class of business at risk. FIRE - AUTOMOBILE - PLATE GLASS 308-10 Murray Building Grand Rapids, Mich. OUR FIRE INSURANCE POLICIES ARE CONCURRENT with any standard stock policies that you are buying rheNet Cots OO LESS Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Michigan WILLIAM N. SENF, SECRETARY-TREASURER Forty-fifth Anniversary MICHIGAN TRADESMAN 27 The David H. Day forest has dem- onstrated to Michigan how rapidly na- ture will accomplish the work of re- forestation when nature is given a fair chance. It has demonstrated that wood of value as wood can be grown in a lifetime. It has above all else, that the protection and demonstrated, encouragement of forest growth yields tremendous returns when it enhances recreational values. The land on the hills above Glen Lake had only a nominal value when David H. Day decided to let them go back to forest and to protect them in their return. That value might have been only a dollar or two an acre. Mr. Day expected a far greater return from his sawmill across an arm of the lake, the whistle of which daily aroused the He also expected a far from the farm which he had cleared at the edges of the for- est. But it was ordained that the for- est which he maintained as a some- what expensive hobby should in the end prove a source of wealth at a time forest echoes. greater return when it was needed. It became a source of wealth not as a timber reservoir, as he had expected, site of waterside forest homes for persons of wealth. The forest to-day is a part of a develop- ment de luxe with the land it covers priced at thousands of dollars instead but as the of hundreds of cents. Michigan has millions of cut-over acres which are worthless for the growing of crops of grains and vege- tables and fruits, but these millions of acres will grow trees, and where the trees add to recreational values they grow dollars. David H. Day in his private forest offered and still offers a lesson from which all Michigan can profit. Arthur W. ——_++2 Elements of a Definite State Land Policy. The Michigan Forestry was organized to search out and advo- cate a National system of forestry in our State. We attain our greatest strength in presenting a logical plan of action that the Stace. Association common sense, citizens can interpretation of generality of our recog- hopeful efforts accomplish- utilization of forestry principles. We show how successful adaptations of forestry in other states or continents will lead to nize as a world wide and ments in the strive to similar good results in our own State when we adapt the known rule to the solution of our local problems. We build ‘on a safe foundation when we conscientiously search out the guiding principles which assure safe progress in reforestation and interpret the rules in the light of justice to all concerned. When we follow these lines of en- deavor we show fully the reason for being incorporated as we are and can press forward to urge the established truth with all our strength. Our Federal Government is making a timbered resource out of thousands of acres that are in the Michigan Na- tional forests. The State is doing con- siderable along the same line on aban- doned land which has been selected as State forest property. There are many scattered parcels, owned by various in- dividuals, amounting to a large aggre- gate area which is not likely to be ac- quired for U. S. or State forests. The privately owned parcels are as much in need of forest development as any now chosen for the public forests and so we can state a definite problem now pressing for public action and that is to secure productive use by indi- vidual owners of non-agricultural land We can by growing needed timber. see the commercial importance of a supply of good timber and we appre- ciate the usefulness of the growing for- ests as healthful, recreational resources of great benefit to the general welfare. Meanwhile there is great need for the development of the best paying use that non-agricultural land can be put to. Insufficient from such lands constitute a drag on the progress of the State. The owners of parcels of such lands are at the point of stopping tax payments because returns many there is no prospect of income there- . from. Changing economic conditions during the last twelve years have borne heavily on families struggling to maintain homesteads on the light soils suited for agriculture and undoubtedly soils too poor to give ade- quate returns during the maintenance of high wages deavor. Altogether the various causes unite in an avalanche of abandoned land upsetting the calculations of many a township and State official. Full use of the sovereign power of the State is necessary to undertake efficient control of such a widespread collapse of land development. The State must establish tax systems and visible object lessons in the best form of land development in order to cope with all the causes which underlie the private and public misfortunes. In conjunction with these endeavors we must take cognizance of world knowledge showing that a goodly per- centage of land surface of any state should be devoted to timber production. The State has the power and cor- porate capacity to make use of all measures which will serve to maintain and increase the general welfare and likewise to stand firm in ways neces- sary to prevent damage from misuse or loss from nonuse of natural resources which can and should be helpful to the welfare of the people. In another article we will show facts which need to be understood in connection with this subject. Frederick Wheeler, President, Michigan Forestry Ass’n. eee Boys’ Leather Coats Sell Well. Calls continue unusually heavy for boys’ leather and moleskin coats, wind- breakers and similar merchandise. Manufacturers have been sold well ahead and quick deliveries are not easy to obtain. While the call for this mer- chandise has helped boys’ departments in some ways, in others it has present- ed somewhat of a problem. The leath- er garments to a considerable extent have competed with woolen suits and overcoats and have slowed down some- what the sale of the latter dise. not well in other lines of en- wisely merchan- ae FRIGIDAIRE ELECTRIC REFRIGERATING SYTEMS PRODUCT OF GENERAL MOTORS For Markets, Groceries and Homes Does an extraimans work No more putting up ice A small down payment puts this equipment in for you F.C. MATTHEWS & CO. 111 PEARL ST. N. W Phone 9-3249 LSU RLS ITN MII Boy on the package THE DUTCH TEA RUSK CO. HOLLAND MICHIGAN Henry smih| 4 FLORALCo, Inc. ‘52 Monroe Avenue GRAND RAPIDS Phone 9-3281 Put wratts surplus funds to work Certificates of Deposit Withdrawable any time. 4% paid if left 3 months. No unsecured loans, hence no losses through bad cred- its. A State Bank and member of the Federal Re- serve System. Capital and Surplus - $525,000.00 Assets over - $7,500,000.00 HOME STATE BANK FOR SAVINGS Tower Clock Building Campau Square Open till 5:30 Daily Oo ae eee <— FEDERAL RESERVE oe President, CHARLES B. KELSEY Executive Vice President, MARTIN D. VERDIER NEAL VAN OSTENBURG Cashier, Sian FEDERAL Sy WHE na, | ae 7 iter 28 HARDWARE Michigan Retail Hardware Association. President—Herman Dignan, Owosse. Vice-Pres.—Warren A. Slack, Bad Axe. Secretary—A. J. Scott, Marine City. Treasurer—Wiliam Moore, Detroit. Fancy Gift Lines For the Hardware Store. In catering to the Christmas gift trade. the hardware dealer has pretty generally stressed the “practical and uscful” idea in Christmas gifts. Twenty years ago or less there was a sort of popular revolt against the idea that a gift had to be something purely orna- mental: and wideawake hardware deal- ers took advantage of this feeling to secure their share of the gift trade sand develop the gift aspects of many staple hardware lines. In recent years a new trend has re- vealed itself. This may best be ex- emplified by a study of the recent lines of gas and electric ranges offered the buying public. At one time the best kitchen range was merely black metal with a little nickel for ornament. It was neat, but its strongest claim on the buyer was on the score of efficiency. Later came the call for white enamel finishes in gas and electric ranges and now we have ranges appearing in all the colors of the rainbow. There has been no loss in efficiency; but the ornamental has been superimposed on the useful. This trend is in answer to a definite and increasing popular conviction that an article does not have to be ugly in order to make a practical gift. In many hardware lines, suitable for gift pur- poses, ornament and utility are now combined: and this fact makes it easier for the aggressive hardware dealer to develop his trade in Christmas gifts. Apart from this trend, there is a pretty definite demand, which seems to be steadily growing, for atractive home surroundings. Perhaps’ the movies, with their egregiously over- done “interiors,” are responsible for this. But many homes, even modest homes, are being brightened with little articles that are purely ornamental. While the hardware dealer’s strong- est line of appeal to the gift trade is the “practical and useful’ appeal— helped out by the new trend for com- bining the ornamental with the useful —in many cases it will be found worth while to cater to the growing demand for ornamental lines. Every Christmas season brings new fads and novelties; but some of these proved so good that they outlast the one season, and become staples. This has been the case with brass and cop-? per ware. Not so many years ago this line was new, but from year to year it is being increasingly sold. It has its distinct gift aspects, and this is one secret of its appeal to Christmas givers always anxiously looking for some- thing new. Brass and copper goods have this advantage, that unlike a great many Christmas novelties introduced in re- cent years, they actually belong in the hardware store. In big city stores, especially those which cater to a well- to-do class of customers, the line is strongly featured. One advantage of the line is that it MICHIGAN appeals to men and women alike. To be sure, kettles and vases are most 3ut at the Christmas season, men are anxious to wanted by the women folk. find out what women want; and are therefore well pleased when the alert hardware salesman proffers something new. It must not be forgotten that, in sell- ing the sort of gifts men buy for wo- men, the hardware store has an ad- vantage over some competitors. The average man feels out of place in the dry goods store, and would rather buy in the hardware store, where he feels more at home. Many specialties now come in brass and copper ware. In one store a show case was devoted to a display of ash trays, cigar holders, copper and brass tobacco jars, and similar lines ex- clusively for men. Here comes the direct appeal to the feminine trade. Women like to buy things of this sort for their men; particularly the woman who is tolerant of her husband’s smok- ing and yet dislikes to see cigar ashes littered on the rugs. Another store features waste paper baskets in full brass and copper—just the sort of stuff for the “den” or li- brary. Brass book ends also make a popular line. All these devices, while decidedly ornamental, have their useful aspect. Moreover, they are not very expensive, and are within easy reach of most purses. More expensive articles can of course be had. The recent vogue in fireplaces opens the way for considerable sale of fire- place equipment. A brass or copper coal scuttle is both ornamental and durable, and fireplace equipment in brass or copper finds a ready sale. Brass trays, inkstands, candle sticks and similar devices are also suitable for gift purposes. Indeed, the line has become a very comprehensive one. To what extent it should be stocked de- pends very largely upon your class of customers. Though generally regard- ed as particularly appropriate where the store has a well-to-do clientele, the vogue for such lines is not restricted to the wealthy. 3ut the spending capacity of your clientele should be a guide as to the class of brass and cop- per goods you put in stock, and the price range you carry. Other ornamental lines which at the same time have their strongly utilitar- jan aspect include silverware, plated ware, cut glass, leather and china fancy goods. Many large hardware stores carry a full range of these lines; and the demand for them is growing. Silver and plated ware of course be- long in the hardware stock, though for this trade a hardware dealer in a small town has to compete with the jeweler. Cut glass, china and leather goods are fairly legitimate hardware perquisites; the old-time hardware store pretty nearly always carried its line of crock- ery and leather goods, and these gift lines are merely a development. The possibillities of these ornamental lines are considerable, where proper selling methods are used. One small city hardware dealer in his first year with these lines stocked a fair range of brass goods and put on a fine window TRADESMAN Forty-fifth Anniversary THE BUSIEST SODA FOUNTAINS in Michigan Are Made in Michigan by THE BASTIAN-BLESSING COMPANY GRAND HAVEN Distributed by HAZELTINE & PERKINS DRUG CO. Grand Rapids ot Michigan t-3 Manistee Automobile Tires and Tubes Automobile Accessories Garage Equipment Radio Sets Radio Equipment COMPANY Harness, Horse Collars BROWN &SEHLER Farm Machinery and Garden Tools Saddlery Hardware Blankets, Robes Sheep lined and Blanket - Lined Coats Leather Coats GRAND RAPIDS, MICHIGAN THE MARSHALL CO. “e, Marshall BED SPRINGS MATTRESSES } PILLOWS Comfortable .... Durable GRAND RAPIDS | Michigan Hardware Co. 100-108 Ellsworth Ave..Corner Oakes GRAND RAPIDS, MICHIGAN > e Goods and Wholesalers of Shelf Hardware, Sporting Fishing Tackle —_~ — Forty-fifth Anniversary display. Then he sent a circular letter to a selected list of young ladies to whom he thought the goods would ap- peal, pointing out that they were both ornamental and useful, and mention- ing that brass goods are exceedingly popular among well-to-do people. The result was a quick and_ satisfactory turnover of these lines in the first season. For these lines there is a all-the-year-round demand, partly for birthday and wedding anniversary gifts, and partly from people who buy in the ordinary course of events to add to the attractiveness of their home So that throughout the certain surroundings. year these lines will yield satisfactory returns if they are kept before the public. At the same time, the hard- ware dealer’s most noteworthy har- vest is garnered at the Christmas season, At this season people spend more freely than at any other time of the year; and with a great many the mer- chant or salesman who can suggest something new in the line of Christ- mas gifts will get the business I have encountered a curious mental attitude on the part of some customers. They say, in effect, “I’m going to spend $5 for a present for So-and-So. That money is gone, anyway. Now, what can I get that will look nice and ex- pensive?” And when it comes to looks, these lines are well above par. Even the cheaper articles of brass ware have a rich and expensive look. If the line is a new one, a circular (carefully Even if it letter. to a prospect list selected) is a good stunt. has been carried for some years, it inay be worth while to send out such a letter, dealing particularly with the novelties appearing for the first time this season, but also briefly referring to the more staple articles. Then, the line should be given some share of newspaper space, in connection with your regular Christmas gift advertis- ing in the local paper. Finally, it should be prominently displayed in- side the store, and given some win- If you have several them dow. display. windows, use brass goods, silverware and cut glass; or if you have a small window, alter- nate these lines, with frequent changes of the display during the season. one of to show These lines lend themselves to at- tractive display, and should be given characteristic Christmas backgrounds. In a showing of these lines, make your window look like Christmas. Get the Santa Claus and red brick chimney into it: or show a model living room with brass and cut glass appurtenances in place. A fireplace in the back- ground, with a red light in the grate behind the coals, is a worth-while ac- cessory. And with a fireplace, it is easy to introduce Santa and show him filling the stockings. You can show a lot of art lines in connection with a fireplace display. In any event, give these lines the best possible setting you can design, so that they will look their very best. Make it easy for customers to examine them. And do not forget to price the articles. MICHIGAN Some dealers believe they have a better chance of making sales where the articles are not priced; and there are probably some stores whose trade does not consider price to any ma- terial extent. It is worth remember- ing, however, that many of these orna- mental lines came strongly into vogue in an era of exceptionally high prices, and that the public has inherited from that period an idea that brass goods and similar lines are inordinately ex- fact, the range of prices is such as to appeal to pensive. As a matter of every purse; and the actual prices will usually be considerably lower than the prices the passer-by or customer will imagine if the articles are left unticket- ed. Production costs have materially cheapened in many cases, and an ar- ticle that looks terribly expensive to customer can be that reach. In any the uninformed ticketed within his Christmas the sort with a price is really event, the rush leaves little time for of salesmanship which will induce a customer to buy an expensive article at twice the price he intends to pay for a gift; and price-ticketing will would other- Save a lot of time that wise be spent in asking questions. Many people shrink from asking prices who would buy if the price was plain- ly marked; and as a rule the dealer lots of them, will gain more than he can pos- who uses price tickets, and sibly lose. Victor Lauriston. — Advance Sweater Buying Fair. Men now on the road with recently opened lines of sweaters for Fall, 1929, are turning in a fair volume of orders on heavy “shakers,” and Pullovers are also sport coats other staple lines. moving fairly well in both crew and V-neck effects. Blacks and navies are the favored colors. Prices for the new season are no higher than last year’s, with here and there a reduction, and this is apparently giving buyers con- fidence in making their early commit- ments. For Spring are coming in delivery, orders fairly well for men’s and women’s slipovers, especially the latter. So-called doing especially well for Spring. baby “shakers” are —_»<+<___— Holiday Shopping Gains Headway. Something of a record for early holi- day shopping by consumers is being set up, according to department store executives. after Ordinarily it is the week which sees the first active wave of consumer shopping but gift promises to be considerably ahead when that period is reached this year. All in all, Thanksgiving purchasing there is much to justify the expectation that the total holiday volume will set a new record, exceeding that of last vear by a substantial percentage. 3uving of seasonal apparel also took a spurt over the week end. ~~ John Lubbers & Co., dealers in gen- East Saugatuck renew their subscription to the Trades- man and eral merchandise at write: “Father alwavs en- joyed your paper so much and we do not feel we can get on without it.” —_»-<.__ Discipline is the foundation of suc- ccss., TRADESMAN COCOA DROSTE’S CHOCOLATE Imported Canned Vegetables Brussel Sprouts and French Beans HARRY MEYER, Distributor 816-820 Logan St., S. E. GRAND RAPIDS, MICHIGAN Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structure Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter—Cool in Summer Brick is Everlasting GRANDE BRICK CO. Grand Rapids. SAGINAW BRICK CO. Saginaw. 29 THE DUDLEY PAPER COMPANY Wholesale Paper Merchants Lansing, Mich. A complete line of high grade Wrapping Papers, Bags, Twines, Gummed Tape and Toilet Papers. Tulip Nestrite Food Containers. K. V. P. Parchment and Delica- tessen Papers. Capitol Series School Supplies. Our central location enables us to give prompt service to all Michigan points. CASH REGISTERS — SCALES NEW AND USED Expert Repair Service Remington Cash Register Agency 44 Commerce Ave., S. W. Phone 67791 GRAND RAPIDS, MICH. I. Van Westenbrugge Grand Rapids - Muskegon (SERVICE DISTRIBUTOR) Nucoa KRAFT( (CHEESE All varieties, bulk and package cheese ‘‘Best Foods”’ Salad Dressings Fanning’s Bread and Butter Pickles Alpha Butter TEN BRUIN’S HORSE RADISH and MUSTARD OTHER SPECIALTIES The Brand You Know by HART Look for the Red Heart on the Can LEE & CADY Distributor 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 Ith FLOOR, MICHIGAN TRUST BUILDING GRAND RAPIDS, MICHIGAN J. CLAUDE YOUDAN ATTORNEY AND COUNSELOR Special attention given creditors proceed- ings, compositions, receiverships, bank- ruptecy and corporate matters. Business Address: 421 Kelsey Office Building, GRAND RAPIDS, MICHIGAN BANK FIXTURES FOR SALE On aecount ot the enlargement of our we offer our present fixtures for sale. They are solid oak, 22 feet in length, with a right angle corner and equipped with metal gates at each end, which makes the space covered about 29 feet. The fixtures are also well equipped with cupboard space and drawers. They sold at a big bargain. bank, will be State Bank of Carson City CARSON CITY, MICH. 1862 - - 1928 SEELY’S FLAVORING EXTRACTS SEELY’S PARISIAN BALM Standard of quality for nearly 70 years SEELY MANUFACTURING CO. Detroit, Mch. 1900 Eact Jefferson. -—— 19 MICHIGAN TRADESMAN Forty-fifth Anniversary GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and merchants will have their orders filled at mar- ket prices at date of purchase. For price changes compare with previous issues. = = ADVANCED DECLINED Japan Tea Pork—Loins, Butts. Shoulders AMMONIA —— No. egg 270 Cod Fish Cake, 10 oz. 1 35 24-12 oz. 50 ran Flakes, No. 624 2 25 Cove Oysters, 5 oz. . 175 Quaker, tod On: Gace 225 Bran Flakes, No. 602 150 Lobster, No.'%, Star 2 90 Bo cl os. un cane 8 Rice Krispies, 6 oz. -. 270 Shrimp, 1, wet ~... 3 85 Bo Peep. 12° lge. case 225 *ice Krispies, 1 oz. .. 150 Sard’s, % Oil, Key .. 6 10 Kaffe Hag, 12 1-lb. : Sard’s, 4% Oil, Key __ 5 75 cams 730 Sardines. 4% Oil, k’less 5 25 All Bran, 16 oz. _.._ 225 Salmon, Red Alaska 3 00 All Bran, 10 o¢. 2. 270 Salmon, Med. Alaska 2 40 All Bran, % oz. ---. 200 Salmon, Pink Alaska 2 25 APPLE BUTTER Quaker, 24-12 oz., doz. 2 25 Quaker, 12-38 oz., doz. 3 35 “AXLE GREASE a ih, 4 35 as ft. 10 lb. pails, per doz. 8 50 15 lb. pails, per doz. 11 95 25 lb. pails, per doz. 19 15 BAKING POWDERS Arctic, 7 oz. tumbler 1 35 o So oOo Queen Flake, 16 oz., dz 2 25 Royal, 10c, doz. —_____ 95 Royal, 6 oz., doz. __._ 27 Royal. 12 oz., doz. __ 5 20 Moga) 6 ib. 2. 31 20 Cainmet, 4 oz-., doz. 55 Calumet, 8 oz., doz. 1 95 Calumet, 16 oz., doz. 3 35 Calumet. 5 Ib.. doz. 12 75 Calumet. 19 Ib.. doz. 19 09 Rumford, 10c, per doz. 95 Rumford, & oz., doz. 1 85 Rumford, 12 oz.. doz. 2 40 Rumford. 5 Ib.. doz. 12 50 K. C. Brand Per case 10c size, 4 doz. _____. 3 7 15c size, 4 doz. _-_.___ 5 50 2c size, 4 doz. —----- 7 20 25e size. 4 doz. ___.__ 9 20 50c size, 2 doz. _._--- R RA £0c size. 1 doz. __-___ 6 R85 10 Ib. size, % doz. _--- 6 75 BLUING JENNINGS The Oriainal Condensed ae Mo 2 oz., 4 dz. cs. 3 00 Am. Ball,36-1 oz., cart. 1 00 Quaker, 1% oz., Non- freeze, dozen Boy Blue. 36s. per cs. 2 70 BEANS and PEAS 100 Ib. bag Brown Swedish Beans 9 00 Pinto Beans 9 Red Kidney Beans __ 11 00 White Hand P. Beans 10 50 Cal. Lima Beans -__. 12 50 Black Eye Beans -. 8 50 Split Peas, Yellow -. 8 00 Split Peas, Green -. 8 50 Scotch Peas ._____._.__ $ 00 BURNERS Queen Ann, No. 1 and 2, doz White ‘ae. Noe. 1 and 2, doz. BOTTLE CAPS Single Lacquor, 1 gross pkg., per gross -_-- 16 Dbl. Lacquor, 1 gross pkg., per gross ---- 16% BREAKFAST FOODS Kellogg’s Brands. Flakes, No. 136 Flakes. No. 124 Corn Flakes. No. 102 Pep, No. 224 Pep. No. 202 Corn 2 85 Corn Post Brands. Grape-Nuts, 24s __-___ Grape-Nuts, 100s -._. Instant Postum, No. 8 Instant Postum, No. 10 Postum Cereal, No. 0 Post Toasties. 36s - Post Toasties, 24s -_ Post’s Bran, 24s --- Pills Bran, i268... Roman Meal, 12-2 Ib._ Cream Wheat, 18 --- Cream Barley, 18 -.-. Ralston Food, 18 Maple Flakes, 24 -._- Rainbow Corn Fla., 36 Silver Flake Oats, 18s Silver Flake Oats, 12s 90 lb. Jute Bulk Oats, Dae Raiston New Oata, 24 Ralston New Oata, 12 Shred. Wheat Bis., 36s Shred. Wheat Bis., 72s 2st, 7458 1 70 bo & bo bo CO Go DS bg fo YO HS OTD GD wo oO Rete tbo ~~) o Wheatena, 18s ------- 3 70 BROOMS iovet, ok. 26 Standard Parlor, 33 Ib. 8 25 Fancy Parlor, 23 Ib... 9 25 Ex. Fancy Parlor 25 lb. 9 75 Ex. Fcy. Parlor 26 lb. 10 " oy ener Whisk, No. 3... 3 7 BRUSHES Scrub Solid Back, $8 in. -... ) 60 Solid Back, 1 in. .... 1 75 Pointed Ends ___..... 1% 25 Stove Shaker 1 80 No. 69 _..... DOES -- 2 00 Poems —_.......__.__ 2 60 Shoe No. 42 2 26 Ne 2... ees ee BUTTER COLOR Dandelion __---..-.... 3 85 CANDLES Electric Light, 40 Ibs. 12.1 Plumber, 40 Ibs. Paraffine, 68 ---.---- Paraffine, 128 —..... —_ a Wicking Tudor, 6s, per box -. 30 CANNED FRUIT Apples, No. 10 Apple Sauce, No. Apricots, No. 2% 3 40@3 90 Apricots, No. 10 8 50@11 00 Blackberries, No. 10 7 50 Blueberries, ~ 1» ° - ----— ° Cherries, No. 2 ..... Cherries, No. % a. € OD Cherries, No. 10 -._ 13 00 Cherries, No. 10 --_. 12 50 Peaches, No. 10 Mich. 3 75 Peaches, No. 2% Mich 2 20 Peaches, 2% Cal. 2 25@2 60 Peaches, 10, Cal. ---. 8 50 Pineapple, 1 sli. --... 1 35 Pineapple, 2 sli. ----._ 2 45 P’apple, 2 br. sl. --.. 2 25 P’apple, 2 br. sl. -... 2 40 P’apple, 2%, sli. -.-. 3 00 P’apple, 2, cru. ..-.. 3 60 Pineapple, 10 crushed 9 00 Pears, No. Pears, No. 2% Raspberries, No. 2 blk 3 A Raspb’s. Red, No. 10 11 50 Raspb’s Black, Mo, 0 15 00 Rhubarb, No. 4 75 Strawberries, No. 2 __ 3 25 Strawb’s, No. 10 __-_ 11 00 CANNED FISH Clam Ch’der, ie oz. : 35 Ciam Ch, No. 2 _..._ 75 Clams, re No. 1 3 00 Clams, Minced, No. % 2 25 Finnan Haddie, 10 oz. 3 20 Clam Bouillon, 7 oz.. 2 &@ Chicken Haddie, No. 1 3 78 Fish Flakes, small —. 1 35 SR LITA A RTI TITAN TE AT OTN a a ne Sardines, Im. %, ea. ms Sardines, Im., %, ea. Sardines, Cal. __ 1 35@2 o Tuna, %, Curtis , doz. 4 00 Tuna, 48, Curtis, doz. 2 20 Tuna, % Blue Fin -. 2 25 Tuna, is, Curtis, doz. 7 00 CANNED MEAT Bacon, Med. Beechnut 8 30 Bacon, Lge. Beechnut 5 40 Beef, No. 1, Corned __ 3 10 Beef, No. 1, Roast ..... 3 10 Beef, No. 2%, Qua. sli. i 60 Beef, 3% oz. Qua. sli. 2 25 Beef, No. 1, B’nut, sli. 4 50 Beefsteak & Onions, s 3 70 Chili Con Ca., Is —. 1 36 Deviled Ham, %s --. 2 20 Deviled Ham, %s --- 3 60 Hamburg Steak & Onions, No, 1 -.-.-- 3 16 Potted Beef, 4 oz. -_. 1 10 Potted Meat, 4% Libby 50 Potted Meat, % Libby 92% Potted Meat, % Qua. 00 Potted Ham, Gen. %& 1 85 Vienna Saus., No. % 1 45 Vienna Sausage, Qua. 95 Veal Loaf, Medium -_ 2 25 Baked Beans Campbells _...... 1 15 Quaker, 18 om 95 Fremont, Na. 2 __.._. 1.25 Snider, No. 1 _..-.._. 95 snider, No. 2 1 25 Van Camp, small -_... 90 Van Camp, med. -_-. 1 15 CANNED VEGETABLES. Asparagus. No. 1, Green tips —-. 3 76 No. 2%, Large Green 4 60 W. Beans, cut 2 1 65@1 75 W. Beans, 10 .._.... 7 50 Green Beans, 2s 1 65@2 25 Green Beans, 10s _. @7 50 L. Beans, 2 gr. 1 35@2 66 Lima Beans, 2s,Soaked : = Red Kid, No. . Beets, No. 2, wh. 1 ig? 4 Beets, No. 2, cut 1 16 Beets, No. 2, cut 1 25@2 35 Corn, No. 2, stam. — 1 18 Corn, Ex. stan. No. 2 1 28 Corn, No. 2. Fan. 1 80@2 36 Corn, No. 10 -. 8 00@10 76 Hominy, No .3 1 00@1 15 Okra, No. 2, whole -. 2 15 Okra, No. 2, cut ..-. 1 16 Mushrooms, Hotels -. 32 Mushrooms, Choice, 8 oz. 35 Mushrooms, - Extra 50 Peas, No. 2; %. J. 2... 1 35 — _ 2, Sift, oo enw on — eee Peas, Ex. Fine, French 26 Pumpkin, No. 3 1 45@1 60 Pumpkin, No. 10 5 00@5 50 Pimentos, %, each 12@14 Pimentoes, %, each __ Sw’t Potatoes, No. 2% 2 Sauerkraut, No.3 1 45@1 Succotash, No. 2 1 65@8 Succotash, No. 2, glass 2 Spinach, No. 1 ~-..-— Spnach, No. 2.. 1 60@1 Spinach, No. 3. 2 85@2 Spirerch, No. 10. Tomatoes, No. 2 1 20@1 Tomatoes, No. 3, Tomatoes, No. 10 7 00@7 ~~ SRSSSsassaar CATSUP., Beech-Nut, small ---- Lily of Valley, 14 oz._. Lily of Valley, % pint Paramount, 24, 8s —.- Paramount, 24, 16s _- Sniders, 8 oz. Sniders, 16 oz. Quaker, Quaker, Quaker, Quaker, Quaker, Gallon Glass 11 00 Gallon Tin —. 7 50 CHILI SAUCE Snider, 16 oz. -....... 3 30 Snider, 8 oz. —........ 2 30 Lilly Valley, 8 os. .. 3 25 Lilly Valley. 14 oz. .. 3 36 OYSTER COCKTAIL. Sniders, 16 oz. _....... 3 3@ Sniders, 8 os. CHEESE. Roquefort small items 1 66 Kraft, American .. 1 66 Chili, small tins -. 1 65 Pimento, small tins 1 65 Roquefort, sm. tins 2 25 Camembert, sm. tins 3 25 Wisconsin Daisy --_. 27 Wisconsin Flat —_--_- 27 New York June ______ 33 Sap Saco -...0 42 ere 34 CHEWING GUM. Adams Black Jack ---.- 65 Adams Bloodberry --_--. 65 Adams Dentyne __------ 65 Adams Calif. Fruit ---- 65 Adama Sen Sen _______ Beeman’s Pepsin -_.... 65 Beechnut Wintergreen. Beechnut Peppermint - Beechnut Spearmint -.- Doublemint o Peppermint, Wrigleys __ 65 Spearmint, Wrgileys _ = Juicy Prat .............. Wrigley’s P-K —...---. $s Teg 2 65 Teenerrty 22... 65 CLEANER Holland Cleaner Mfd. by Dutch Boy Co. 20 in cass ....._ 5 50 Droste’s Dutch, 1 Ib._- 8 50 Droste’s Dutch, % Ib. 4 50 Droste’s Dutch, % Ib. 2 36 Droste’s Dutch, 5 lb. 60 Chocolate Apples -.-. 4 50 Pastelles, No. 1 -.-—12 60 Pastelles, % Ib. .----- 6 60 Pains De Cafe _.-.-. 3 Droste’s Bars, 1 doz. 2 00 Delft Pastelies -.-... 1 lb. Rose Tin Bon poms —15 00 7 oz. Rose Tin Bon Ee Ee $ 00 13 ez. Creme De Cara- SS SS 13 12 oz. Rosaces __----10 80 % Ib. Rosaces __---- 7 80 % Ib. Pastelles __---. 3 40 Langues De Chats .. 4 80 CHOCOLATE. Baker, Caracas, %s8 -.-- 37 Baker, Caracas, %s -.-- 35 CLOTHES LINE. Hemp, 50 ft. ____ 2 00@2 25 ae Cotton, Cees 3 50@4 > Braided, nee Sash Cord -... 3 50@4 00 HUME GROCER CO. ROASTERS MUSKCGOR, MICE COFFEE ROASTED 1 Ib. Package Meirose - Riper Boaner ....... a Near 2 40 = House ------ 49 Rene 2. 37 Royal Clas 2... 41 McLaughlin’s Kept-Fresh Gro. Co. Brands Nat. Lighthouse, 1 Ib. tins__ 49 Pathfinder, 1 lb. tins_. 45 Table Talk, 1 lb. cart. 43 Square Deal, 1 Ib. car. 39% Above brands are packed in both 30 and 50 Ib. cases. Coffee Extracts 25 Hummel’s 1 Ib. 10% CONDENSED — Leader, 4 doz. Eagle, 4 doz. MILK COMPOUND Hebe, Tall, 4 dos. Hebe, Baby. 8 do. Carolene, Tall, 4 doz.3 80 Carolene, Baby -...-- 3 50 EVAPORATED MILK Quaker, Tall, 4 doz._. 4 Quaker, Baby, 8 doz. 4 Quaker, Gallon, % doz. 4 Carnation, Tall, 4 doz. 5 Carnation, Baby, 8 dz. 5 Oatman’s Dundee, Tall 5 Oatman’s D’dee, Baby 5 00 4 4 5 5 5 Every Day, Tall _.__. Every Day, Baby ---- Pet, Tall Pet, Baby, 8 oz. Borden’s Tall ~---.--- Borden’s Baby CIGARS G. J. Johnson’s Brand G. J. Johnson Cigar, $06 cence eae neces 10 OD Worden Grocer Co, Brands Airegaiq 2 35 00 Havana Sweets __-. 35 00 Hemeter Champion -- 37 50 Canadian Club ---.-- 35 00 Rose O Cuba, Slims 37 50 Little Tom - .------ -- 37 60 Tom Moore Monarch 75 00 Tom Moore Panetris 65 00 T. Moore Longfellow 95 00 Webster Cadillac _.__ 75 00 Webster Astor Foil_. 75 00 Webster Knickbocker 95 00 Webster Albany Foil 95 00 Bering Apollos .... 95 00 Bering Palmitas -.. 116 00 Bering Diplomatica 115 = Bering Delioses __.. 120 00 Bering Favorita .... 135 00 Bering Albas -..-... 160 00 CONFECTIONERY Stick Candy _— Stantara Pure Sugar Sticks 600s 4 - Big Stick, 20 lb. case 18 Mixed Candy Kindergarten ---.__-- a 34 lescasrt 14 oe Ee oo ae French Creams --_---.. 16 Paris Creams -.....---. 17 crocerm 11 Fancy Chocolates 5 lb. Boxes Bittersweets, Ass’ted 1 75 Choc Marshmallow Dp 1 7@ Milk Chocolate A A 76 Nibble Sticks -__.--__ 1 85 Chocolate Nut Rolls ~ 1 85 25 Magnolia Choc -.... a ko Bon Ton Choc. —..___ 1 50 Gum DOrops' Pails Ames 2.0 as Champion Gums .-.-.. an oe Challenge Gums ....... 14 Pavorws ........... 19 Superior, Boxes __-..... 23 Lozenges Pails A. A. Pep. Lozenges 16 A. A. Pink Lozenges 16 A. A. Choc. Lozenges 16 Motto Hearts -.---.-- 19 Malted Milk Lozenges 21 Hard Goods Pails Lemon Drops -.------. 18 O. F,. Horehound dps. .. 18 Anise Squares ------ a ae Peanut Squares _....... 17 Horehound Tablets __-. 18 Cough Drops Bxs Putnam's _........._ 1 36 Smith Bros. —_-------- 1 60 Package Goods Creamery Marshmallows 4 oz. pkg., 128, cart. 85 4 oz. pkg., 48s, case 3 40 Speciaities Pineapple Fudge —..... 22 Italian Bon Bons ----- 17 Banquet Cream Mints_ 25 Silver King M.Mallows 1 25 Handy Packages, 12-10c 80 Bar Goods Mich. Sugar Ca., 24, 5c 75 Pal O Mine, 24, 6c -... 75 Malty Milkies, 24, 6c .. 75 Lemon Rolls -.......-- 16 Tru Lay, 24, 5¢ ......... 75 No-Nut, 24, 5¢ __------ 75 COUPON BOOKS 50 Economic grade 8 60 100 Economic grade 4 50 500 Economic grade 20 00 1000 Economic grade 37 60 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR 6 ih: boxes 43 DRIED FRUITS Apples N_ Y. Fey., 50 Ib. box 165% N. Y. Fey., 14 oz. pkg. 16 Apricots Evaporated, Choice _--- 23 Evanvorated. Fancy ---- 28 Evanorated, Slabs ---. 18 Citron 10 Ib. Hoe 40 Currants Jackages, 14 0Z. ------ 20 Greek, Bak; ib. —.... 20 Dates Dromedary, 36s —----- 6 75 Peaches liven, Chuoice 13 Bvap. Ex. Fancy, P.P. 16 Pael Lemon, American -_ --- a0 Orange, American -_--- 30 Raisins Seeded. bulk —._..__ 07 Thomnpson’s s’dles blk 0614 Thompson's seediess, 15 OZ, bau ee ogi. Seeded, 15 OZ. California Prunes 60@70, 25 lb. boxes__.@09 5N@GBO, 25 Ih. hoxes__@10 40@50, 25 Ih. boxes_.@111%4 0@40, 25 lb. boxes__@12% 2NARN, 25 Th. hoxes__@1# 18@24, 25 lb. boxes__@17 Hominy Pearl, 100 Ib. sacks _. 3 5A Macaronl Mueller’s Brands 9 oz. package, ner dng. 1 274 9 oz. package, per cane 2 0 Bulk Goods Flbow,. 20 Ib. Egg Noodle, 10 Ibs. -. 14 Pearl! Barley Chester 220 4 25 00) a. 709 Raricy Grits ...._..._- 6 aA Sage Bast India _ 38 Taploca Pearl. 100 Ih aackea __ na Minute. & oz... & doz. 4 5 Dromedary Instant __ 2% 5A FLAVORING EXTRACTS JENNINGS’ PURE FLAVORING EXTRACT Vanilla and Lemon Same Price a. om, . 1 25 1% oz. .. 1 80 2% oz. _. 3 OF 3% oz. __ 4 29 2 Of, .. 245 ¢ oz, -. 6 00 8 oz. .. 9 00 16 oz. __ 15 00 31% 02 Amersealed At It 56 Years. Jiffy Punch o Ggoz. Carton 2 25 Assorted flavors. FLOUR Vv. C. Milling Co. Brands idly White 2. 8 39 Harvest Queen ______ 7 50 Yes Ma’am Graham, 50s FRUIT CANS F. O. B. Grand Rapids Mason Halt pint _..... =. 1 60 One pint naa 18 One quart ............ § 16 Half gallon __.. 17 13 15 ideal Glass Top. Piatt giv 9 00 One pimt ..... 2 9 30 One Guart 11 15 eeit @alion 4 15 40 Forty-fifth Anniversary GELATINE Jell-O, 3 doz. ~------. 2 85 Minute, oe d08, 0. 4 05 Plymouth, White -.-- 1 55 Quaker, 32 doz, .-. 2 25 JELLY AND PRESERVES Pure, 30 lb. pails _..-3 30 Imitation, 30 Ib. pails 1 75 Pure, 6 oz., Asst., doz. 95 Buckeye, 18 oz., doz. 2 00 JELLY GLASSES 8 oz., per doz. OLEOMAKGARINE Van Westanbrugge Brands Carload Disributor Nucoa, 1 Ib. _--------- 22 Nucoa, 2 and 5 lb. —-- 21% Wilson & Co.’s Brands Oleo Certified ......__--_--- 24 Nut 18 Special Roll ~--------- 19 MATCHES Swan, 144 -.---------- 20 Diamond, 144 box —--- 00 Searchlight, 144 box-- 00 Ohio Red Label, 144 bx Ohio Blue Tip, 144 box Ohio Blue Tip. 720-1c *#Biue Seal, 14% —----- *Reliable. 144 - *Federal, 144 *1 Free with Ten. ee OT OT OT me te Safety Matches Quaker, 5 gro. case. 4 50 MOLASSES Molasses in Cans Dove, 36, 2 lb. Wh. L. 5 60 Dove, 24, 2% lb Wh. L. 5 20 Dove, 36, 2 lb. Black 4 30 Dove, 24, 2% lb. Black 3 90 Dove, 6 10 lb. Blue L. 4 45 taimetto, 24, 2% Ib. 56 76 NUTS—Whole Almonds, Tarragona. 2d Brazil, New -~-------- 24 Fancy Mixed -------- 25 Filberts, Sicily -~----- 22 Peanuts, Vir. Roasted 11% Peanuts, Jumbo, std. 16% Pecans, 8 atar .._.__- 22 Pecans, Jumbo ------ 40 Pecans, Mammoth -- 50 Waimnuts, Cal 7 30@35 Hickory: oo... 07 Salted Peanuts Rancy, No. 1 _..-.---- 14 Shelled Anmongs. 3. 70 Peanuts, Spanish, 125 ib. bags --.-..- 12 5. Filberts ............... 32 Pecans Salted ----- oo 88 Wainned ooo 67 MINCE MEAT None Such, 4 doz. --. 6 47 Quaker, 3 doz. case -. 3 50 Libby, Kegs, wet, lb. 22 OLIVES 5 oz. Jar, Plain, doz. 40 10 oz. Jar, Plain, doz. 80 14 oz. Jar. Plain, doz. Pint Jars, Plain, doz. Quart Jars, Plain, doz. 1 Gal. Glass Jugs, Pla. 5 Gal. Kegs, each ---- 8% oz. Jar, Stuff., doz. 6 oz. Jar, Stuffed, doz. 9% oz. Jar, Stuff., doz. 1 Gal. Jugs, Stuff., dz. Dw pws Ow OW ero oO en +, Qo PARIS GREEN ee 34 2S 32 9s and Ss ---.---..._-- 30 PEANUT BUTTER Bel Car-Mo Brand 2 1 Ib. Tine ...._._.... 8 oz., 2 do. in case.. 16 ip, pele 25 Ib. pails 2 PETROLEUM PRODUCTS. From Tank Wagon. Red Crown Gasoline —. ll Red Crown Ethyl ---._. 14 Solite Gasoline ....._.. 14 In tron Barrels Perfection Kerosine _. 13.6 Gas Machine Gasoline 37.1 M. & P. Naphtha 19.6 -1SO-VIS MOTOR OILS In tron Barrels Ejent ooo 71 Medium 9 77.1 ERGAVY 2 W771 Mx. Heavy o.oo 77.1 larine fron Barrels Poepe oo 65.1 Medium __... ie cease an GOLe RIAGUY oo 65.1 Special heavy -....... 65.1 Extra heavy ..-.. coo. GUL Polarine “er oe Transmission Ofl .... 65.1 Finol, 4 oz. cans, doz. 1 50 Finol, 8 oz. cans, doz. 2 25 Parowax, 100 Ib. __.. 9.3 Parowax. 40, 1 Ib. __ 9.5 Parowax, 20, 1 Ib. .. 9.7 cans 2.76 cans 4.65 semdac, Semdac, 12 pt. 12 qt. PICKLES Medium Sour 5 gallon, 400 count -- 4 75 Sweet Small 16 Gallon, 2250 ~-.-.. 24 50 & Gallon, 760 ._. 9 75 Dill Pickles Gal. 40 to Tin, doz. -- 9 25 Wo, 246 fins 2. 2 25 PIPES Cob, 3 doz. in bx. 1 00@1 20 PLAYING CARDS Battle Axe, per doz. 2 65 Bicvele 2... 4 75 POTASH Babbitt’s, 2 doz. --.. 2 75 FRESH MEATS Beef Top Steers & Heif. ____ 26 Good St’rs & H’f, 15% @24 Med. Steers & Hei. ae Com. Steers & Heif. 15@18 Veal WOO ee 22 Gooa. _...2 21 Mediim 2.2.22. ..- 20 Lamb Spring Lamb --_------ 24 Choa 2... 2 22 Medi oe 20 POOP 21 Mutton S00G) 2 18 Medium 222050 16 POOr ooo 13 Pork Eieht hogs: 14 Medium hogs _-__---- 16 Heavy hogs ......._._ 15 MICHIGAN TRADESMAN Om, MG 2 19 PeGtts) 18 Shoulders: 22 15 BPAreMins 2500 16 Neck bones... 06 Trimmings PROVISIONS Barreled Pork Clear Back .. 25 00@28 00 Short Cut Clear26 00@29 00 Dry Salt Meats DS Bellies __ 18-20@18-19 Lard Pure in tierces _.____ 14 60 lb. tubs -.__.advance % . tubs _...advance % pails _...advance % . pails _...advance % . pails _...advance 1 3 lb. pails ....advance 1 Compound tierces ____ 13 Compound, tubs _____. 13% Sausages Bolgena oo 18 PAVOE 208 18 Brankfort 0200. 21 Ae Headcheese Se 18 Smoked Meats Hams, Cer. 14-16 lb. @27 Hams, Cert., Skinned 16-86 lb 2 @27 Ham, dried beef Knuckles .._.__ @44 California Hams _. @17% Picnic Boiled Mame oo 20 @25 Boiled Hams ______ @45 Minced Hams __ —_ @21 Bacon 4/6 Cert. __ 24 O32 Beef Boneless, rump 28 00@38 00 Rump, new _. 29 00@32 00 Liver Beegt 20 Cait Fee GE 65 OD oo 10 RICE Fancy Blue Rose ___. 05% Fancy Head ROLLED OATS Silver Flake, 12 New Process 2200 25 Quaker, 18 Regular -. 1 80 Quaker, 12s Family _. 2 70 Mothers, 12s, China__ 3 80 Nedrow, 12s, China -_ 3 25 Sacks, 90 lb. Jute —-. 2 85 RUSKS Dutch Tea Rusk Co. Brand. 36 rolls, per case .... 4 25 18 rolls, per case ---- 2 25 12 rolis, per case —___ 1 60 12 cartons, per case -- 1 70 18 cartons, per case -. 2 55 36 cartons, per case -- 5 00 SALERATUS Arm and Hammer —-_ 3 75 SAL SODA Granulated, bbls. -... 1 80 Granulated, 60 Ibs. cs. 1 60 Granulated, 36 2% Ib. packages ..-.2 2 40 COD FISH Middles .2 0 18 Tablets, % Ib. Pure -. 19% G65. 1 40 Ww ood boxes, Pure -_. 30% Whale Cod 11% HERRING Holland Herring Mixed, Keys -—--.---- 1 00 Mixed, half bbls. -. 9 00 Mixed, bbls. —.._.___ 16 00 Milkers, Kegs 2... 1 10 Milkers, half bbls. -. 10 00 Milkers, bbls. ------ 18 00 K K K K, Norway —-- 4 50 S$ Ih. gala 2. 40 Cnt Luneh i 65 Boned, 10 lb. boxes -- 17 Lake Herring % bbl., 100 Ibs. Mackerel Tubs, 60 Count, fy. fat 5 75 Pails. 10 lb. Fancy fat 1 76 White Fish Med. Fancy, 100 Ib. 13 00 SHOE BLACKENING 2 in 1, Paste, doz. -_ 1 35 E. Z. Combination, dz. : & Dri-Foot, doz. Bixbys, Doz. Shinola, doz. STOVE POLISH Blackne, per doz. _.-. 1 35 Rlack Silk Liquid, dz. Black Silk Paste, doz. 1 25 Enameline Paste, doz. Enameline Liquid, dz. BE. Z. Liquid, per doz. Radium, per doz. ~--- i 38 Rising Sun, per doz. 1 35 654 Stove Enamel, dz. 2 80 Vulcanol, No. 5, doz. 95 Vulcanol, No. 10, doz. 1 35 Stovoil, per doz. ___. 3 00 SALT Colonial, 24, 2 Ib. ___ o Colonial, 36-14% __-- 25 Colonial, Iodized, 24-2 3 00 Med. No. i Bhs. 285 Med. No. 1, 100 lb. bk. 95 Farmer Spec., 70 Ib. 95 Packers Meat, 50 Ib. 57 Crushed Rock for ice cream, 100 lb., each 175 Butter Salt, 280 lb. bbl. 4 24 Block, Ib. Baker Salt, 280 lb. bbl. 4 10 24, 10 Ib., per bale -... 2 45 35, 4 Ib., per bale -_.. 2 60 50, 3 lb., per bale _.._ 2 85 28 lb. bags, Table _. 42 Old Hickcory, Smoked, 6-10 Ib. 4 Per case, 24, 2 Ibs. .. 2 40 Five case lots - _---- 30 lodized, 24, 2 Ibs. __-. 2 40 To@ized, per case —... 1 75 Rapid Running —..._ 1 7 BORAX Twenty Mule Team 24. 1 Ib. packages -_ 3 25 48, 10 oz. packages _. 4 35 96. 144 Ib. packages __ 4 00 SOAP Am. Family, 100 box 6 30 Crystal White, 100 __ 4 10 Export. 100 box __.-_. : 85 pie cack, 60s. 75 Feis Naptha, 100 box 5 50 Flake White, 10 box 4 05 Grdma White Na. 10s 3 75 Jap Rose, 100 box __-- : * Fairy, 100 box ...... Palm Olive, 144 box ut 09 Pummo, Sweetheart, 100 box — Grandpa Tar, 50 sm. 2 10 Grandpa Tar, 50 lige. 3 50 Quaker Hardwater Cocoa, 72s, box __.. 2 86 Fairbank Tar, 100 bx 4 00 Trilby Soap, 100, 10c¢ 7 25 Williams Barber Bar, 9s 50 Williams Mug, per doz. 48 CLEANSERS 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, 5¢ ____ 70 Grandma, 24 Large 70 Gold Dust, 100s ____._ 00 Gold Dust, 12 Large Golden Rod, 24 PP or ee to o La France Laun., 4 dz. 3 60 Old Dutch Clean. 4 dz 3 40 Octagon, 968 —......... 90 ines, 409 22000 3 20 Rinse, 246 25 Rub No More, 100, 10 C0 gE el ee 3 85 Rub No More, 20 Leg. 4 00 Spotless Cleanser, 48, O Oe 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, 50 doz. ____ 2 10 Wyandotte, 48 —_____ 4 75 SPICES Whole Spices Allspice, Jamaica ___. @25 Cloves, Zanzibar _... @38 Cassia, Canton -____ @22 Cassia, 5c pkg., doz. @40 Ginger, African _.____ @19 Ginger, Cochin _____ @25 Mace, Penang —_______ 1 39 Mized, No. — @32 Mixed. 5c pkgs., doz. @45 Nutmegs, 70@90 _____ @59 Nutmegs, 105-110 __ @59 Pepper, Black ______ @4€ Pure Ground in Bulk Allspice, Jamaica ___ @35 Cloves, Zanzibar ___. @46 Cassia. Canton ______ D28 Ginger, Corkin _____ @35 Mustard .2. . @32 Mace, Penane _ 1 39 Pepper, Black ....___— @55 Nutmers @59 Pepper, White ____s« @ 80 Pepper, Cayenne ____ @37 Paprika, Spanish ___. @45 Seasoning Chili Powder, 15c ____ 1 35 Celery Salt, 3 oz. _._. 95 Sage, 2 of 90 Onfon Salt ss 1 35 Garie 20 1 35 Ponelty, 3% oz. ____ 3 25 Kitchen Bouquet ____ 4 50 Laurel Leaves _______ 20 Marjoram, 1 oz. ____.. 90 Savory. fon 90 ‘Ehyme, 1 oz. 90 Tumeric, 2% oz. _... 90 STARCH Corn Kingsfurd, 40 Ibs. _.-. 11% Powdered, bags __._ 4 50 Argo, 48, 1 lb. pkgs. : 60 Cream, 48- 1 4 80 Quaker, 40-8 07% Gloss Argo, 48, i Ib. pkgs. 3 60 Areo, 2, 3 Ib pres. 2 62 Areo, &§ 5 tb. pkes. __2 97 Silver Gloss, 48, Is __ 11% Elastic, 64 pkgs. ____ 5 35 Niger. 48-1) 3 30 Siger, SO ibs. 06 CORN SYRUP Corn Blue Karo, No. 1% _. 2 63 Blue Karo, No. 5, 1 dz. 3 67 Blue Karo, No. 10 __ 3 47 Red Karo, No. 136 _. 2 9! Red Karo, No. 5, 1 dz. 4 05 Hea Karo, No. 10 __ < 85 Imit. Maple Flavor Orange, No. 1%, 2 dz. 3 36 Orange. No. 5, 1 doz. 47 Maple and Cane Kanuck, per gal. .... 1 56 Kanuck, 5 gal. can _. 6 50 Maple Michigan, per gal. .. 2 75 Welchs, per gal. _.... 3 25 COOKING OIL Mazola Pints, 2 doz. --6_75 Quarts i dos. 6 25 Half Gallons, 1 doz. — 11 75 Gallons. % doz. ._. UU 36 TABLE SAUCES Lea & Perrin, large_. 6 00 Lea & Perrin, small__ 3 35 POpper o.oo 1 60 Royal Mint _.._....__ 2 40 Tobasco, 2 0z. _------- 4 25 Sho You, 9 oz., doz, 2 25 A-l, tarse 4 75 At Gea 3 15 Caner, 2 of, 3 30 TEA Japan Medium See Cneiee 2 387@52 WOney (20 52@61 No. I Nibis 54 It &. pke. Sifting 14 Gunpowder Choice ices Oe Raney —. Ceylon Pekoe, medium _____.__ §7 English Breakfast Congou, Medium __..__ 28 Congou, Choice ____ 356@36 Congou, Fancy ____ 42@43 Oolong Medium on €heled 45 Raney 20 60 TWINE Cotton, 3 ply cone ____ 40 Cotton, 3 ply Balls ____ 42 Wool, 6 By 18 VINEGAR Cider, 40 Grain ____ 27 White Wine, 80 grain.. 25 White Wine, 40 grain__ 19 WICKING No. 0, per gross ______ 80 No. 1, per gross ___. 1 25 No. 2, per gross __.. 1 50 No. 3, per gross ____ 2 30 Peerless Rolls, per doz. 90 Rochester, No. 2, doz. 60 Rochester, No. 3, doz. 2 00 Rayo, per @oz. ____.. 75 WOODENWARE Baskets Bushels, narrow band, wire handles ______ 1 75 Bushels, narrow band, wood handles ____ _ 1 80 Market, drop handle. 90 Market, single handle. 96 Market, extra ___.__. 1 60 Splint, large — 8 50 Splint, medium ____._ 7 60 Splint, small _...__ 6 50 Churns Barrel, 5 gal., each __ 3 40 Barrel, 10 gal., each.. 2 55 3 to 6 gal., per gal. _ 16 Pails 10 qt. Galvanized ____ 2 35 12 qt. Galvanized .... 3 75 14 qt. Galvanized -___ 3 00 12 qt. Flaring Gal. Ir. 6 00 10 qt. Tin Dairy __._ 4 00 Traps Mouse, Wood, 4 holes. 60 Mouse, wood, 6 holes. 70 Mouse, tin, 5 holes _. 65 Rat, wodd - 100 Rat. spring _.. 1 00 Mouse, spring ___..__ 30 Tubs Large Galvanized ____ 8 75 Medium Galvanized __ 7 506 Small Galvanized ___. 6 50 Washboards Banner, Globe ._.._ 6 50 Brass, single —_______ 6 25 Glass, single -....._.. 6 00 Double Peerless __... 8 50 Single Peerless ._... 7 60 Northern Queen ..___ 5 50 Universal .. 7 25 Wood Bowls 13 in. Butter _..._. 5 00 15 in. Butter _...___. 9 00 If? in. Butter __...... 18 00 1S in. Butter 25 00 WRAPPING PAPER Fibre, Manila, white. an Wo. 1 Bibra 22 Butchera D. F. ...... on Neate oo Kraft Stripe 09% YEAST CAKE Magic, 3 doz. Sunlight, 3 doz. ... Sunlight, 1% doz. Yeast Foam, 3 doz. Yeast Foam, 1% doz. 1 35 YEAST—COMPRESSED Fleischmann, per doz. 30 32 OUT AROUND. Things Seen and Heard on a Week End Trip. Saturday took us to Kalamazoo, which is always a pleasant city to visit unless you seek parking space in the downtown district. I assume the situa- tion is not so strenuous other days in the week but on Saturday afternoons it is difficult to find temporary lodg- ment for a car. My first call was on a life-long sub- scriber and friend, William L. In the fall of 1883 he was conducting a grocery store on South 3rownell. Rose street. I recall the store dis- tinctly as one of the most orderly and systematically conducted grocery stores 1 had ever seen. I approached the owner with some misgivings, because I could see at a glance that a man who could create such an ideal establish- ment as he presided over needed no assistance in the matter of store technique from a trade paper editor. Greatly to my surprise, Mr. Brownell met me in a spirit of frankness and cordiality, signed my order for a year- ly subscription and gave me generous words of encouragement which still ring in my ears and which will be one of my most treasured possessions as long as I live. Much water has gone over the dam during the past forty-five years, but the Brownell name is still on my sub- scription list. Although Mr. Brownell is two years older than I am, I hope it may remain there long after I have been summoned to meet my Maker, because he has raised two wonderful sons to espouse the same business he has conducted with care and thorough- ness for the past quarter of a century and who will carry on the business along the lines of the Brownell tradi- tion as to service. Usually Mr. Brownell’s office is closed Saturday afternoons, but this time I was delighted to find him in. I was also greatly pleased to meet his sons, one of whom has recently been engaged to handle the advertising ap- propriation of the Kalamazoo Trust and Savings Bank. I found Mr. Brownell greatly elated over the success of one of his clients, the Kalamazoo Vegetable Parchment Co., in producing book paper from a new combination, which includes 85 per cent. corn stalks. Several runs have been made with satisfactory re- sults. A sample shipment was made to the Prairie Farmer in Chicago one day last week. If this undertaking proves to be successful, a difficult problem which has puzzled the paper manufacturers of the world for years is likely to be solved. Mr. Brownell is one of the greatest assets Kalamazoo enjoys. Jesides furnishing effective advertising matter for half a hundred of the leading in- stitutions of Kalamazoo, he is the official toastmaster of the city. No post-prandial programme is complete which does not include his name as either director or speaker In addition to his facility as a public speaker, Mr. Brownell is an all round MICHIGAN TRADESMAN HARRY GLASS Who ? When you come to the close of a busy day And you fold your cares for the night, And settle yourself in the old arm chair For the rest that is your right - - - Who talks to you of your fellow man His hopes and aspirations - - - Of fortunes lost and then re-won In tradings’ fluctuations, Who gives full praise where praise is due, Yet with finality Turns full the light that pierces through All dark rascality - - - Who brings to the man at the battle front New hope, new courage and cheer, And gives the vim that naught can daunt? The answer, my friend, is clear - - - The Tradesman. Harry Glass Forty-fifth Anniversary good fellow, a worthy citizen, a Chris- tian gentleman and a loyal friend I found another old friend, J. A. Richardson in the retail store on Bur- dick street conducted by himself and associates. I have known Mr. Rich- ardson ever since he was engaged in the retail business at Scotts nearly a half century ago. He has made a great success of the manufacture of women’s and children’s dreses at his factory in Kalamazoo. I casually mentioned to him that I was on my way to pick up my wife at the store of Elizabeth Porter, whereupon he re- marked: “Miss Porter is the smartest woman in Kalamazoo. She draws more trade to this city from the sur- rounding towns by reason of her re- markable = personality and — expert knowledge of garments and accessories than all the newspaper advertising the other dealers can do.” Recalling that another long-time friend and patron was engaged in the dry goods business at 1310 Portage street, I drove out to the store of B. R. Barber. I found Mr. Barber had gone to St. Petersburg, Florida, for the thirteenth winter, but he had left the store in charge of his son, who appears to take to the dry goods business as naturally as his father always did. The store is well kept and the stock attrac- tively displayed. Other merchants with whom I talk- ed stated that the holiday trade was starting earlier than usual this year and that the volume of business done over the counter was very satisfactory. Excavations for the new fifteen story bank building are well under way. The people of the Celery City appear to be very proud over the showing of ‘banking strength this structure will present. E. A. Stowe. —_—__> 99 —___ Obeying Mother. Mrs. Brown, a member of the par- ent-teacher association, had charged 3illy, aged eight, never to go into the homes of his little friends if a placard was dispaved on the house. He was told he might be exposed to a con- tagious disease. Sending him on an errand to a neighbor not long after, she was surprised when he returned almost immediately, saying, ‘Mother, I didn’t go into that house. The folks there have ‘Hemstitching’.” —_—___> ~~. Owosso—The Owosso Manufactur- ing Co. announces its 28th consecutive annual profit sharing with employes, and checks totaling $17,168.47 have been distributed among 121 employes working upon a day rate basis. A to- tal of $266,968.82 has been distributed to employes since this profit sharing policy was put into effect in 1900 by A. M. Bentley, founder of the com- pany. —_—_s~-—.__ Marshall Davenport, at Milan, re- news his subscription to the Trades- man and writes: “I always get the Tradesman in Friday’s mail. I would much rather go without my dinner on that day than to go without the Trades- man.” ——_++<-_____ A cool brain is better than a warm heart. teh eon si > Forty-fifth Anniversary MICHIGAN TRADESMAN 33 Newaygo Portland ~ Cement ™s tateg “areal. ~ Soe GR he GENERAL OrTice: Ee PPE ave Emvovers Cue — Mammoth and Modern Plant of the Newaygo Portland Cement Company — For more than a quarter of a century NEWAYGO PORTLAND CEMENT has met with conspicuous success and unqualified ap- proval in the building and construction field. It conforms to the most exacting and rigid specifications and is unsurpassed for uniform strength and color. Our facilities are continually being enlarged to meet the ever increasing demand. We offer high grade true portland cement coupled with painstaking service. NEWAYGO PORTLAND CEMENT COMPANY General Office and Plant! NEWAYGO, MICHIGAN Sales Office: BUILDING AND LOAN BUILDING, GRAND RAPIDS, MICHIGAN + eee 34 THE PATH TO GOD. Beautifully Exemplified in the Career of David Livingston- Blessed are the pure in heart for they shall see God. Matthew 5:8. Among the princes of the Christian pulpit during the last century none stand out with a more stainless char- acter than does Frederick W. Robert- son, of the Anglican church of Great 3ritain. He died at thirty-eight years of age from a baffling disease and un- der the fiercest criticisms of the com- munion of which he was a member. And yet his church for a century has not produced a preacher his equal. In schools of religion in both America and Great Britain he is now considered one of the great preachers of the cen- turies. His biography like that of Savonarola is one of sadness. He car- ried the cross through toil and pain with a chastity of spirit like the sun- light falling over religious bigotry. He could not easily conform—he could not accept the creeds of others as having any reality for him- “And though J. Edward Kirbye. chaste as ice and pure as snow he did He found God in the maintenance of the integrity of soul and at last rested his faith in the purity of his own heart. He had only a small church, as prefer- ment came only to to those who con- said the creeds glibly with only outward devotion—but who detached manliness, integrity and pur- ity of life from them. When he threw off the restraints of conformity he went to a religious garden, where he stained the stones with the sweat and blood of his own spirit as he struggled his way to God. In the solitudes of the Aus- trian Tyrol he climbed his Calvary and died to everything—and there came forth integritv of mind; religious utter- ance which was his own. He tested everything in the light of his own ex- perience. He did not blatantly affirm —he did say—“my motto for life, my whole heart’s expression is to have the mind of Christ; to feel as he felt” and to estimate as he did. His was a re- ligious faith within and men and wom- en who have seen the shallowness of professional piety and the failure of not escape columny.” his own formed—who MICHIGAN TRADESMAN intellectual formula have turned with him to the altar within every soul to find faith which is no longer traditional but your very own. Sometimes when it is almost gone you may be nearer to spiritual reality than at any other time. Jesus in this beatitude is resting your thought of God upon the things within- His emphasis is upon the inner life in contrast with the outer. If the com- prehending mind, the affections, the re- flections, the inclinations, the emotions, are baptized into the idealisms of chas- tity so that in the struggle these things give direction to character—if the im- pulses, the longings, the hopes and the enthusiasms can be made to grow into appreciations of beauty and blossom into the achievement of purity—we will know something of the meaning of God as Jesus thought of him in Father- hood. Happy is the man whose health is within, whose purposes are for high and fine things, who loves the beauty of a Mona-Lisa, glorifying the life of womankind; whose emotions respond to the innocence of childhood; who al- ways can see a beautiful flower and vegetable garden in an_ unattractive cabbage patch; who sees in the awk- ward country lad the man of coming power; who sees humanity not as it is in the weakness of its vices, but in its possible character through the redemp- tive influences of school and church; who sees not a warring world with the jungle passions in control; but a world of brothers in which justice and peace hold sway; who sees himself with a lot of selves, but, choosing one, “holds fast to the landmarks that it is better be chaste than licentious; better to be to be generous than selfish; better to true than false; better to be brave than to be a coward;” and when he sees these things through the spectrum of experience the most difficult problems will have been solved. Is not Jesus in this beatutude saying that we see only what we are in beauty, purity, integrity, Christ-God? Beauti- ful landscapes, scudding clouds, the glory of gorgeous sunsets, the entranc- ing fascination of forest and field are seen only by those who have these things within. We read Browning and come to feel that he is the poet of our souls. But Browning is the poet of your soul only in proportion as his heart is your yourt. You see nothing more than your own capacity, stimu- lated by his genius. We see things only through the light which is our own. Our hearts are the mirrors in which we see the world about us. If we have come into a realization of the value of the thinking processes of Jesus we will see something of God and the world in the same terms as he- In making mercy, kindliness and purity the land- marks of your best self, and keeping them enthroned, although the struggle be intense at times, you will find your way to reality. Our estimates, more than we may think, are determined by our fixedness of purposes as to purity, chastity, nobleness, virtue, courage and kindliness. We need have no fears as to our thought of God if we will se- curely keep the hearts of men and women anchored in these verities. Do you say this is unimportant? Was it unimportant when Jehovah was made responsible for the brutal slaying of little children? What are the con- ceptions of moral relation and responsi- bility producing this? Take, for in- stance, the theology of the church dur- ing the days when the Roman empire held sway. The controlling political and economic life forced the thinking of God in the terms of a Divine Caesar. And you can find remnants of that persisting to-day among us. When lust and the impurities of life are made to control over long periods of time hu- manity shapes its thinking of God in those terms. Pagan temples are built and religion becomes the servant of lust. We bring God down to what we ourselves want to be. If our civiliza- tion enthrones only material gain and there is nothing great nor good except material success, sooner or later our thought of God will be merely of a trust magnate. If we in our sectarian narrowness set up our theories, rites and ceremonies and unchristianize all who do not accept them, we have nar- rowed God’s character and life to these things. The Pharisees have always done this. The idea and ideals of God in any particular age to a greater or lesser extent will be determined by the influences which we enthrone and which we consider important. Matthew Arnold has written some fine lines which open to us the proces- sions of the past and the final goal toward which we grope in faith and hope. Before man parted for this earthly strand, While yet upon the verge of Heaven he stood, | God put a heap of letters in his hand And bade him make with them what word he could. And man has turned them many times; made Greece, Rome, England, France—yes, nor in vain essayed Way after way, changes that never cease! The letters have combined, something something was made. But ah. an inextinguishable sense Haunts him that he has not made what he should That he has still, though old, to recom- mence, Since he has not yet found the word God would. And empire after empire at their height Of sway, have felt this boding sense come on, Have felt their huge frames not con- structed right, And drooped and slowly died upon the throne. One day, thou sayest, there will at last appear The word, the order, which God means should be. Ah, we shall know that well, when it comes near; The band will quit man‘s heart—he will breathe free. Our chief part in this begins within. We may feel at times the unimportance and the comparative insignificance of the things we are and do. The immensity of it all; the baffling processes; the vastness and reaches of the the things we do not know may stagger us. But one thing is sure. The scientist affirms that the atom of radium—so small that it cannot be seen—is capable of being exploded into fragments and affecting a wide area in its influence. Are our ves less than this or are they more? We do know that the worst self has disastrous influence and the best self has cumulative power. We do know that a disordered and riotous life with- in gives us anguish for our portion and Forty-fifth Anniversary remorse seeks to draw the curtain to hide the past. We do know tha’ purity gives peace and unity and a sense of God and lightens the path as we wall: the onward way. Several years ago I sgent a day in Westminster Abbey—tne final resting place of the mortal remains of many of England’s greatest men. Here are the tombs of kings and queens and here for centuries the coronations of royalty have taken place. Thousands from dif- ferent parts of the world visit these shrines of Anglo-Saxon fame. As you walk slowly from place to place, trying to visualize the past as names appear upon memorials, none seems to cast the spell over you and cause emotion to rise like the simple words—David 1813-1873. The effect is always the same, whether the visitor is from Dr. Jowett said this spell was upon him as he sat through the [ King George when he came to the throne. Why is it that men and wom- en bow the head in reverence and a Livingstone China or America. coronation services 1 flood of emotion rolls over them as they stand near this sacred spot? David Livingstone, 1813-1873. A Scotch lad of 27 years with the vision of Christ in his heart is going to Africa—dark unknown, unforbidding Africa—a land of savage tribes—a land of black and jungle peoples. On its coasts the slave traders plied and the horrible sore fes- tered and sloughed its victims veritable caldrons of iniquity. A young man and his wife are going forth to try and heal this of the world and to open up a continent to into open sore the influences of a Christian civiliza- tion. His diary reads something like this: “Seven hundred miles into the interior. At Koloberg we left our blue eyed baby in a lonely African grave.” Farther and farther into the interior and unknown he goes—settlements are started—natives are taught to grow new crops and always he is telling the story of Christ. Discovery of rivers which no white man had ever seen; discovery of lakes which no white man had ever beheld; making maps and charts while the wilds fascinated him, but all the time conscious of the futil- ity of his missionary endeavors while white men bartered in the flesh and blood of black men and women, and yet all the time drawn to more heroic endeavor. In a message to the New York Herald, he said, “All I can say in my solitude is, may Heaven’s rich- est blessing come down on every one —American, English and Turk—who will help to heal this open sore of the world.” Months stretched into years and he labored with a zeal which knew no abatement and a courage the like of which there are few records. One shoulder had been torn by a lion and one arm always hung uselessly at his side. At forty-one years his wife died and he was left alone to carry on the seemingly hopeless struggle. Friends at home begged him to give up and return to his native land. He buried the love of his life by the great Zambesi and asked God for grace to finish his labors- More discoveries more sta- tions started— more people to see — duty urges him on. Wasted to a skele- (Continued on page 39) Be ogee 4 i ie Forty-fifth Anniversary MICHIGAN TRADESMAN 35 + _ The brand everyone knows When you handle Heinz goods you are handling a popular brand, as well as a qual- ity brand. You are building up trade - and a quality reputation. Everybody knows Heinz Varieties and every body likes them. They know they have extra quality - extra flavor. So display them at reasonable prices 2 and watch the 57 move, and keep on moving, 2. off your shelves into your customers’ din- ing rooms where they satisfy the most par- j ticular. | Are you getting your share of the bus- iness on the 57 Varieties sold in your neigh- | borhood? j J 7 | Wa eu A 4 te ww THE GOOD OLD TIMES. Contrasts Prove Great Advance Past Seventy Years. In 1844 Dickens published Martin Chuzzlewit. Readers of that exhilarat- ing book may remember that the van 1 who carries Martin to Houns- a 2 i as e cr a 3 mT tells him the story of a friend who iOW 7 went to the United States, made a for- tune and lost it the next day 1n the te af tacenic cis bank Dreaking Of twenty-siX Danks. oe e 7°) e * ret He was a foolish fellow care of his money when he had it,” said Martin. was coe + + + -— oF « Gere summer * < at s = a Coe ok. ft the tf eIcs> ime Vai OF ine a -~né r € tne W = t A, vit xu - was ¥ ak than i c tw wher un e poke c n” as the E + x ¥ < ¢ exist a. €. i. . oF oer Wk o. a ee 7 en - + + $ s ‘ bg Se a Gah gz g g ’ g ; “ be + Ike Ww < es - s was wont to say t the : os "4 Js histor Sout € 5 e " bowed tor i “2s ~ — = : a a> ‘ . Amsterdan London Venetians. th tne § and tT i f ~74 q roo Wed queens, 10Te The S were MICHIGAN money-changers 1 the protect the depositors of goldsmiths of the footsteps of the “running dukes and princes; the | , >o8 1G. Bil ble in aa rctarranae tmnnd > sterring tunds from . the 7 4 j imncred ps - > on. De teers cashes” of poe ef eA. Ue oldsmiths supplied funds for kings and egitimate fore- the notes now issued by the is Of exchange vention of the safe and _ silent one ee > roiden s of false issues tween 1858 and convicted. m were Wilham é anic «Was | vy toretoid Te With W S ae Sitors tre a: s < renenad any c t a Lit Pp 3 stan . -cnaner ct + ¢ I i rs t € Cc pt r : eig s aS , a i. swe ¥ x a ais s 2 € 5 . t t re as specie ‘ - = ~L- * ey => : CK 1s c.. S38 “ rat +3 hanks ‘ - tr Tt tne ¢ 2 a £iDSiS A £it n ers t¢ ein ; ‘ L. =<+ 4+ i atIOT Cc =¢ Xe 2 + ity war wns > : ofc. so $ a a sL1assacnuse < Ss the ¢€ f e a os¢ : ne T ~ 2 - matter. for the was tft rs Tt e w > at ~ She Ro a 1 cone D 1% > CyCid a ni seveit + ther m conte (iit 34 i¢ ct o + ondal éhe - ae a TRADESMAN Forty-fifth Anniversary HOLLAND CRYSTAL CREAMERY HOLLAND , ; . MICHIGAN Manufacturers of Fancy Creamery Butter v Cash Buyers ot Cream both individual shippers and on the station plan Write for further information HOLLAND CRYSTAL CREAMERY S. A. MORMAN & CO. DEALERS IN BUILDING MATERIALS Face Brick. Fire Brick, Metal Lath, Waterproofings and Flue Lining - Lime and Cement — MAIN OFFICES: S. W. Corner Pearl St. and Ionia Ave. Automatic 4647. YARDS: Wealthy. Ww. Ionia and Automatic 65304. Ave., IN. Corner 65376. MICHIGAN 500 Lexington Automatie GRAND RAPIDS - s . THE WHOLE COUNTRY IS AGAINST FIRE LOSS Automatic Sprinklers solve the question and provide a suitable and efficient remedy. Get in touch with us. Phoenix Sprinkler & Heating Grand Rapids, Michigan AROUSED company - - Indianapols Office, 1001 Chamber We of Commerce Detroit Office, Penohscot Bldg Forty-fifth Anniversary MICHIGAN TRADESMAN 37 until it takes a thousand dollars to buy a breakfast.” , From this “wall-paper” currency his own financial genius helped to rescue us. The establishment of a National banking system strengthened the Fed- eral Government. Greenbacks, indeed. poured from the presses and the country wallowed in Treasury printing paper money. But war and paper mon- ey have always been close associates. They could not get along without each other. In this instance California alone, remote in situation and aloof in spirit, remained on a gold basis. She reso- lutely declined the greenbacks and boy- cotted all merchants who invoked the majesty of the law in their behalf. It has been estimated that in 1858 there were not more than 1000 silver dollars in circulation throughout the United States. They had been coined in very small quantities since 1835 and were a great deal more popular then than they are to-day. The first Amer- ican silver dollar saw the light in 1792. It displayed the head of Liberty with flowing tresses and a bosom so un- convered that it would kave scandai- lized prim Queen Anne, who had her bust on the coins of the realm car:- fully and completely draped. The coin- age of American silver was for years a fluctuating process with some rather curious results. The dollar of 1837, for example, being trifle than its official value, went promptly out of circulation. The pretty little gold dollar of 1849 also went out of circulation because it was too small to be found when it was wanted. worth a more The silver dollar deserved popularity. It was the sign and symbol of Uncle Sam’s mounting fortunes. It was the “almighty dollar’ of critics and satir- ists and lampooners. In the once-pop- ular travesty of “Plu-ri-bus-tah” it is represented as crushing the puny form of Yunga-Merraka, too feeble to with- The wealth of the country, with its accom- stand its weight. fast-growing panying love of comfort and convent- ence, flung this sturdy but bulky em- blem from its high estate. People re- Of the many rules and regulations which made fused to give it purse room. Sparta an undesirable place of birth or residence, a currency heavy in weight and light in value was perhaps the worst. At present the silver dollar and the two-dollar note (a deeply ma- ligned bit of paper) of favor. are equally out As a consequence, the over- worked one-dollar notes wear out so rapidly that they represent a drain on the Treasury and experts have specu- lated more than once upon a possible substitute or assistant. Notwithstanding the importance of the role which banks were playing in the history of the country and the heavy seas in which they sailed, there was, prior to the civil war, an air of simplicity and homeliness about these institutions. The spacious formality of the modern bank was as unknown as the stately isolation of the modern banker. A little volume entitled The Banker's Common-Place Book was popular because it dwelt lovingly on the obvious and because it offered the grandmotherly advice which was re- spectfully received in those sententious days. Such a sentence as “The pecun- iary prosperity of his bank should con- stitute the primary object of the bank- er” sounds like a Johnsonian edition of Rollo. Here, however, is a sample of the more intimate counsel which was given by writers and taken—let us hope—by 1858: discover in himself a growing tendency financiers in “Should a banker to irritability, which his position is apt to engender, let him resist it as in- jurious to his bank and to his peace of mind. Should he find himself popular, let him examine whether or not this popularity proceeds from the due dis- charge of his duties. The moroseness which we abhor comes often from a sensitiveness which is annoyed at being unable to oblige, while the amiability which we applaud is apt to be the mark of an imbecility that knows not how to refuse.” If the august heads of banks were thus taken to task, their subordinates naturally fared a good deal worse. It that years ago prizes were as much the is interesting to know seventy order of the day as they are now, and people were stimulated by them to the performance of tasks which might have been wisely left undone. A prize essay on banking, written by Alonzo Sabine, of Framingham, Massachusetts, won for its author a little nroney, a modest fame and—I should imagine—the un- dying enmity of the ‘wrecked and ruined bank officers” by whom he says he was. surrounded. There is a touching artlessness about the advice proffered by Mr. Sabine to cashiers, whose welfare he professed to have at heart. He entreats them to be patient with the public and unexact- ing with their employers. The public, he admits, is ignorant and disposed to be troublesome. It might with pro- priety be rebuked, “were it not for the danger of contracting a and irritable habit of speech. Indulgence of passion is a great fault.” on the other hand, are better than they morose Employers, seem, and cashiers would recognize this fact were they less keen for com- mendation. icated with “You should not be intox- your own merits,” warns Mr. Sabine, “nor overweeningly desir- ous of praise. Be with the Delicate attentions and marks of respect are the surest and content quiet appreciation of others. best manifestations of regard. If you have these, do not pine in discontent and discouragement.’ I should think not! Delicate atten- tions and marks of respect are as price- less as they are rare. Did the cashiers of seventy years ago expect bank presi- dents and bank directors to burst into paeans of applause because officials did their daily work! The personal note was sounded often in 1858 because personal relations were established in every walk of life. Em- ployers and employed had some ac- quaintance with one another. The cook stayed long enough to know what her master liked to eat, which placed them both on a_ natural Parents and harmonious footing. wrote to the heads of colleges about their precious sons and the heads of colleges were actually Barclay, Ayers & Bertsc 321-323 Bond Avenue Grand Rapids, Michigan JOBBERS IN PIPE, VALVES, PUMPS, SINKS, ROOFING, AND MILL SUPPLIES h Co. 38 aware that there were such young men as these sons under the college roof. Shoppers dealt with merchants whom they knew—knew by sight and talked to in the flesh. of rich silk were sometimes laid aside Special importations to be first seen by favored customers. ‘There, however, the favor ended. If the material were a handsome one, the piece was cut at once into suitable “dress lengths,” evenly divided so that there should be no loss on a yard or left-over material. ___ Who Knows? Popular Science Monthly, in its Oc- to ber number, asks and answers the following questions: 1. Where were seashells used for money? 2. What are the ~ 3. Where do natives regularly cook nomads? their food in hot springs? 4. On what island are human beings forbidden either to die or to be born? nswers. 1. This was a custom of the In- United dians of the Northeastern States, especially of those highly or- MICHIGAN ganized and quite civilized tribes who lived in what now is New York State and who are remembered as the “Five Nations.” Under the name of “wam- pum,” seashells bored, with holes so that they could be strung into strings or woven into belts, were used in place of money. 2. This name comes from an an- cient Greek word meaning “wander- ers.” In several parts of the world, especially in Asia Minor, Arabia, and Persia, there are tribes of people who migrate twice each year in order to find food and proper climatic condi- their cattle. They have no settled homes. tions for herds of sheep and These people are called “nomads.” 3. In the islands of New Zealand. New Zealand contains a great many geysers, hot springs, and other evi- dences of recent but expiring volcanic activity. tives cooked food by placing earthen- ware vessels in the springs. Nowadays In primitive times the na- they use tin or granite-ware pots. 4. This curious rule is made by the priests who control the sacred island of Miyajima in the Inland Sea of Ja- pan, west of Osaka. sacred to three goddesses of the Shinto This island is faith, one of the prominent religions of Japan. —_—__++.___— Thinking. Everything depends on how we think. If we do no thinking everything then is wrong. The world is twisted. And so, naturally, we side with the world. Every rule, every act, every impulse is at the beck and call of some thought. The human frame will put up with a marvelous amount of wrong think- ing, but it will bounce upward in health and happiness at every thought that has for its purpose the bettering of this world. A person is able to think himself into most anything. A great engineer once told me that he thought himself into the marvelous success that came to him. He started with nothing, seemingly. He though himself into vast power and influence. We must all think ourselves along. And if the way gei. very rough at times, we must do more and_ better thinking. Thoughts are both the father and mother of deeds. The very membranes and numerous organs of the body are but willing ser- vants to the brain in its imaginings and thinking. The more thinking you do the fewer mistakes you are bound to make and the greater progress you are sure to meet. And if you get into a tight place, don’t fret and worry and run. Think. Calmly think—and then bravely act. The result will take care of itself. The reason why human beings dom- inate and rule is because they think. You can think yourself into a very beautiful world, even though it may dence of great wreckage and disaster. The great God thought this world all out in advance. And when He had established its basic parts it made Him very happy. show before your very eyes the evi- TRADESMAN Forty-fifth Anniversary OCEANA ANNING COMPANY Ne TGR uality Packers of ichigan Fruits Re WR SHELBY MICHIGAN cata “> “> Mn De i 4 yi Forty-fifth Anniversary MICHIGAN TRADESMAN 39 THE PATH TO GOD. (Continued from page 34) ton by the burning fevers—supplies for his stations stolen by the unscrupulous —this man of iron nerve plunges farth- er and farther into the African wilder- ness. There was no one with whom he could speak a word of English except- ing three faithful converts—Susi, Chu- ma and Gardner. In the deeps of Afri- ca he records, “Read the Bible through four times from the beginning to the end.” In January. 1873. wasted to a mere shadow, so that at times his three converts had to carry him on a stretch- er, he crossed rivers, explored new lands, made new maps, preached to other tribes and was still as dauntless as ever in the undertakings of his life. After long and weary marches he reach- ed Chiambo's village in Ilalla. His three converts helped him on to the rough bed for the night. The next day he remained quiet while they watched him silently. The next night, with the candle burning, he was seen to get up and then kneel beside the bed in prayer, and there he died as he had wished in the heart of Africa. Fourteen days his body was dried in the sun after his heart and other vital organs were re- moved. They buried his heart where it always had been—in Africa. His three faithful converts carried the body 1,500 miles to the coast, whence it was brought to England to rest with the great of England’s past. In the pure and spotless life of David Livingstone, Christian faith in the 19th century found one of its high- est expressions. Do you think he failed to see God within or ever doubted that clouds would break? It were as easy to believe in bloody blotches on the sunshine as it were to believe that David Livingstone had not found for himslf an experience of God and that the deepest happiness which is always close to the deepest heartbreaks girded him and sustained him for the toil of the day. Happy are the pure in heart for they shall see God. J. Edward Kirbye. >.> Eloquent Results Accomplished By Retail Merchants Association. “The accomplishments of the Retail Merchants’ Association, of the Board of Commerce, if they were adequately appreciated, would win the active sup- port of every business leader in De- troit,” declared Philip Breitmeyer, president of the Association, at the campaign luncheon of the Minute Men of the Board of Commerce in the Book Cadillac Hotel last Wednesday. “The efforts of this Association to protect the interests of retail business of every kind, everywhere in Detroit, have re- sulted in vast direct benefits to all of the buying public. Every resident or visitor in Detroit has received a defi- nite service from these efforts. “The Association has not alone con- fined itself to the promotion of retail trade. It has interested itself in pro- moting measures to discourage unfair forms of competition. It is now exer- cising a very definite control over char- ity and questionable advertising solici- tation. It has now interested itself in the supervision of transient and itiner- ant vendors and in the initiation of beneficial tax regulation. “Throughout the years of its service to the business and the buying public of Detroit the Association has sincerely striven to promote strictly American methods in the conduct of mercantile affairs.” Mr. Breitmeyer went on further to discuss the many important problems now facing the directors of the Retail Merchants’ Association, and gave special attention to the proposed street lighting plan whereby thirty blocks of down-town business streets are to be illuminated after the fashion of the present Washington Boulevard light- ing system. Portions of the following streets are scheduled for the early com- pletion of this work: Bagley avenue, Griswold street, Woodward avenue, Farmer street, Library avenue and Gratiot avenue. Mr. Breitmeyer stated that property owners in the area indicated have pledged $150,000 to pay for this im- provement. This is the entire cost of the new equipment and its installation up to the point where it is ready for operation. The city is to contribute the cost of furnishing the electricity for the illumination. He declared that the new lights will be ready to turn on before the Christmas shopping season in December. One of the most colorful efforts ever put forth by an organization of mer- chants was the Detroit municipal opera held this summer at the State fair grounds. Despite unfavorable weather, which made it necessary to extend the scheduled run of the show two days, it was a wholesome success financially and an artistic contribution to the cul- tural phases of Detroit's life. The ef- fect of this summer’s municipal opera, Mr. Breitmeyer pointed out, will be a continuing one. already being made for further pro- jects of this kind. Ambitious plans are The Retail Merchants’ Association, in co-operation with the faculty of De- troit City College, has inaugurated a retail merchandising course as a part of this year’s curriculum. The course is planned primarily for the benefit of junior executives in retail stores, but is open to any employe or anyone else who desires to take advantage of its benefits. The instruction covers every phase of retail merchandising and the Association has obtained the co-opera- tion of outstanding authorities in the retail field to conduct this course and extend the benefits of their experience to every student. This, averred Mr. Breitmeyer, is one of the greatest examples of teamwork in business that has ever been offered in Detroit. Mr. Breitmeeyr said he hopes that those actively engaged in the retail business, realizing what has been accomplished and what must be done to keep up with Detroit’s prog- ress, will lend their full aid and co- operation in this phase of Board of Commerce effort. Karl S. Betts. —_—_++.___ A Forced Part. “When did the first Scotchman learn to swim?” “When the first toll built.” bridge was The New No. 6 Clipper S P E. E, D |_acer Will lace any belt up to 6 inches wide in 1% minutes Price of lacer $75 — Stand extra if desired Whatever your shop require- ments may be there is a clipper Belt Lacer to meet them ef- ficiently, from the smallest of belts up to the big 8 inch size. The use of Clipper Hooks and Clipper Pins ensures a perfect and long lasting joint. Try a Clipper right in your own plant on 30 days trial. Name of nearest dealer by request CLIPPER BELT LACER COMPANY Grand Rapids, Michigan THE PAST AND PRESENT. There Is No Occasion For Financial Hysteria. We cannot judge the future without some knowledge of the past. More- over, one is usually too close to the picture to get a proper perspective and is apt to magnify temporary factors of an unfavorable nature. Let us take a glimpse of that great economic era beginning with the Civil War and ending with the kaiser’s war —a period of approximately fifty years -a great constructive period, if you will, that witnessed the development and exploitation of more valuable in- ventions and the things that promote the wealth and well-being of a people than any like period in the history of the world. The pioneers that blazed trails through the wilderness had their coun- terparts in those early men of courage and vision who opened up the treasure house of American resources for the Success did not always immediately follow their gain of later generatins. efforts, but their failures made later success possible. Glance over the record of early rail- road receiverships and then contem- plate the present network of great railroad systems that have meant so much to American progress and pros- perity. So we find it in every phase of activity. Financial rewards usually come to those who have built on the work of the pioneers. When the Civil War country was never more ripe for de- ended, the velopment. Strangely enough, the be- ginning of great economic eras appear to be coincident with great wars. The establishment of the National Banking System was a distinct improvement over the collection of heterogeneous State systems which preceded it. While it was not elastic enough to prevent panics, it stabilized the currency and facilitated the operations if commerce. The business cycle theory found am- ple demonstration during this period. Depressions came and went, but the country continued to surge forward regardless of the recurrent political avitation, financial disturbances and uneconomic statutes. Moreover, the lack of uniformity in our State laws was a distinct commercial handicap. A bird's-eye view of the progress of the country during that period of less than fifty years is illuminating: In 1860 the population of the United States was 31,000,000. in 1914, 98,000,000—an increase of 200 per cent. The National wealth increased from $16,000,000,000 to $200,000,000,000—a gain of 1200 per cent.; the per capita wealth rising from $500 in 1860 to $2,000 in 1914—an in- crease of 400 per cent. Before the Civil War the public debt per capita was $1.91: in 1914 it was $10.41—an in- crease of 550 per cent. The real sig- nificance of these figures, however, lies in the fact that the 1914 per capita debt of $10.41 compares with a per capita debt of $76.98 in 1865, the high point of Civil War financing. succeeding year showed a _ reduction until 1893, when it stood at $13.30. For a few years thereafter it fluctuated Each | MICHIGAN TRADESMAN within narrow limits, but the trend was distinctly downward. So much for that picture, one of achievement and accomplishment that could be possible only in a country of unlimited resources and political soli- darity, and one that opens wide the door of opportunity to everybody. Doubtless this picture was in the mind of the elder Morgan when he coined that famus phrase, “not to go short on the United States’—a slogan that to- day is pregnant with more meaning than ever to every ambitious American citizen. But what shall we say about the advances in science, invention and commercial development since the The importance of the Federal Reserve Banking System is a factor in this post-war development is kaiser’s war? hard to overestimate. In 1914 our National wealth was estimated at $200,000,000,000; to-day it is believed to be from $350,000,000,000 to $400,000,000,000. The population has increased to 120,000,000; 43,000,000 peo- ple are engaged in gainful occupations. Our per capita wealth has increased to about $3,000. The range of industrial activities has so broadened that pig iron or any other commodity or prod- uct can be no longer accepted as a barometer of industrial conditions. The development of the automobile alone has wrought such a commercial change that our economic experts have not yet been able to formulate a working hypothesis for their theories. This increase in financial demands has included a number of new factors. The installment business has grown tremendously: the rise in the values of commodity prices and securities in it- self represents a demand for so much additional financing. With the advent of the kaiser’s war, business in this country began to take on new life. The influx-of orders from markets and turned the flow of gold toward this abroad stimulated our own country. We used that gold, through the facilities of the Federal Reserve System, not only to expand the de- velopment of our own resources, but also to assist in the financing of the obligations of the war participants. Then there arose the demands for financing our own part in the war. Huge bond issues were oversubscribed, and when the high point of Govern- ment financing was reached the United States was carrying a debt of over $27,000,000,000. With a substantial amount of these bonds unabsorbed, it was necessary for the Federal Reserve 3ank to keep the rediscount rate down to facilitate their marketing. At the same time, the dearth of merchandise in our domestic markets stimulated production in practically every line of With the return of confi- dence and purchasing power there was a sudden surge forward in practically all industrial lines, which naturally led to speculation in commodities and a sharp rise in commodity prices. As a business. consequence, the member banks had to carry a constantly increasing load of rediscounts with the Federal Reserve System. We all know how the bubble ex- ploded, just as similar bubbles burst under like conditions. After the period of sudden and severe readjustment, with the natural let-down in business, money rates fell again to a low point. There followed the nation-wide specu- lation in real estate, its inflation and the subsequent collapse in the Tlorida boom, The factor of speculation has been manifesting itself almost continuously for the past ten years. The merchan- dising situation—as bad as it was in 1920-21 was alleviated by the use of our great reserves of credit. Before the advent of the Federal Reserve System, a liquidating panic would probably have been unavoidable. To-day, we do not reach low points in the readjust- ment of business conditions to shocks of this kind. The situation is nursed by the extension of the required credit for the purpose until, in the course of time, a gradual return of normal con- ditions enables the country to absorb and digest a large part of the unfavor- able effects of a readjustment period. The merchandise situation to-day is comparatively healthy. There is almost therein. Merchandise stocks are not large; the continued no speculation employment of over 40,000,000 people at high wages sustains the purchasing power of the country. The diversity of cur industries has made possible re- adjustment in different lines without materially affecting the general situa- tion, so that the factor which has been assuming more importance in the eco- nomic outlook is the financial one. The signs were quite apparent over a year ago; in fact, it was observed that the tendency to absorb our excess banking resources was obvious as far back as 1926. It was plainly apparent’ that the country had to digest an overdose of speculation in real estate, and that there was a strong tendency to carry the same form of activity in other di- rections. Cheap money was being di- verted into speculative channels, for this will always happen when’ condi- tions of general businesstaré not un- favorable. To-day we are feeling one other factor in this financial situation that has not heretofore been emphasized— investments in foreign securities. It is estimated that the investors of this country have put something like $12,- 000,000,000 in foreign loans and invest- ments; but, on the other hand, the income and business secured from these investments has helped to sustain pur- chasing power and prevent depression. In his 1927 report, Secretary Hoover called attention to the fact that during the fiscal year foreign underwriting by American houses exceeded that of any corresponding period in the history of the United States; that our net growth as a creditor nation was perhaps only about one-third as great and that the net amount of American capital going abroad was estimated at over $600,- 000,000. Through these loans and investments we have created tremendous credits in this country for foreign banks. Drawing against these credits reduces our capital savings. While the Federal Reserve System assumes no moral Forty-fifth Anniversary sponsorship for the curbing of specu- lation, it does have an obligation to discharge in its relation to the borrow- ings from its member banks. Ever since our gold reserves as- large there has been a popular idea that credit in this sumed proportions, country is inexhaustible. This idea will have to be revised. Our credit reserves are now needed at home. Our gold reserves are ample for reasonable business requirements, but we cannot continue to deplete them by excessive investments abroad. These take from our banking re- sources funds that we need here, and whose only return is through interest payments or future payments on ac- count of principal, or the resulting in- creased sales of American goods abroad. In this and in speculative chan- nels of credit expansion there must necessarily be a halt. What next? Is the financial situation so strained that it becomes a men- ace to business? Some authorities are inclining to that viewpoint. They say that it will keep down new construc- tion, and that this will spread through- out the business structure with a cor- responding }essening in demand. For our part, we think that business will be benefited. If there is less new construction, there will also be less lines. The overproduction in many financial condition of the country should also become more liquid, as there will be less credit used in assets of a slow nature. The result should mean more stable commodity prices. Correction of an overextended finan- cial condition requires no ruinous meas- ures. It can be accomplished through regulatory methods by by a curb on excessive and indiscriminate foreign investments and by the increase in capital caused by a normal increase A higher money rate is the until the in savings. necessary accompaniment situation is adjusted. We view the future of American business with considerable optimism, and no small factor in our calculations is the fact that the world is getting on its feet, and that means a greater de- mand for the products of our mines, our factories and our farms. Jason Brown. ———_—_+-.____- Certain Obligations. Outstanding developments of the past ten years have been the increase in the practice of taking out life insur- ance for both personal and business purposes, the creation of personal trusts and the making of wills to safe- guard the interests of beneficiaries. A man owes it to his family, of course, but the impressive thing about it is this growing appreciation of one’s personal responsibilities, The indefinite future is no excuse for neglect to make proper provisions to care for those one cares for the most. —_+2+—___ A Question of “Mite.” Little Milton came home from Sun- day school with a mite box. “Why do they call it a mite box, Mother?” asked Milton, “Because,” chirped in his brother, “you might put something in it and you might not.” oh Forty-fifth Anniversary MICHIGAN TRADESMAN 41 A House With A History a “yy Pace | Pi aia - arr ee a ee Unc een wo Corner of Oakes Street and Commerce Avenue. Three Hundred Feet from the Main Entrance of the Union Depot 1873-1928— Fifty-fwe Years of Successful Service to the Drug Trade of Michigan z We enjoy the courtesy of more visiting buyers than any other Drug house in this part of the country HAZELTINE & PERKINS DRUG COMPANY Grand Rapids MICHIGAN Manistee 42 THE TINKER OF ELSTOW. A Little Trip To the Home of John Bunyan. From a village jail in rural England, where John Bunyan wrote Pilgrim’s Progress two hundred and fifty years ago, to the Detroit baseball diamond seems a far cry. But there is a certain connection. An article appeared re- cently in a ppoular magazine reviewing the career of Hughey Jennings, who was for some years manager of the Detroit Tigers. Unlike most men in that calling, Jennings was an educated man, having secured his college train- ing after becoming a professional ball- player. One day on the train a friend handed him a “Pilgrim’s Progress,’ remarking that he might find it interesting. “It’s nice, light reading,” is friend said in a joking way. copy ot An hour later Jennings sought out his friend with animation in his face. “Say,” he exclaimed, “this isn’t any novel. It’s true. He’s made up a story about what every fellow gets up against in life. This fellow Christian is all right. I'd like to have some of these quitting ball-players who get dis- couraged when we lose a couple of games read about him in that swamp.” He had reference, of course, to Chris- tian in the Slough of Despond. Later in the season Jennings bought a dozen copies of Pilgrims’ Progress to send, as he said, to the kids up home. I recently made a little journey to the home of the man who wrote this manual for baseball players. Elstow is the place, and it was merely a hamlet not far from Bedford. It was not dif- ferent from hundreds of other villages in rural England. If we could have dropped in there some two hundred and twenty-five years ago, we would have found on the outskirts of the ham- let the humble cottage where Bunyan dwelt. It was close by the parish church, and it was his enviable task to ring the church bells every day. His father was a tin-and-copper tinker, a mender of pots and pans. John was the oldest child, born just three hun- dred years ago, and christened in the church where he later became bell- ringer. He was always an odd char- acter, and when only a lad he tried to discover some noble ancestry in the family strain, but without success. Ap- parently he was descended from a suc- cession of humble and impecunious tinkers. His father sent John to school for a brief time, but soon took him out to save his morals. It would seem that moral standards were none too high in the very inadequate elementary schools of that time. The boy barely learned to read. If he learned much of anything else, we have no record of it. So he became a tinker, like his father. John was an active, vigorous lad, full of vitality and fond of sports. He loved to wrestle with the young fel- lows of the town, play tipcat on the village green, and ring bells. But he was moody and imaginative, much given to frightful dreams both day and night. From his infancy, according to his own testimony, he was greatly troubled with thoughts of the fearful torments of hell-fire. He was really MICHIGAN TRADESMAN a mono-maniac, that is, one whose thinking is limited to a very narrow range of subjects. He brooded on re- ligious questions only, and usually on the morbid side of those. Remember- ing this we shall be able to interpret more intelligently some of his writings. Much has been said about John Bun- yan's vices. The truth is that they have been grossly exaggerated. We shall have to hold him largely re- sponsible for this, for he bemoaned himself habitually, speaking in harsh terms of what he called his awful wickedness. Later religious writers have kept up the fiction for the sake of the sharp contrast thus aforded be- tween his alleged early, wicked career and his subsequent career as a preach- er, The fact is that Bunyan was quite a decent boy and youth. His worst habit was profane swearing. He has put it on record that he always used an oath before and another behind to make his words have authority. You know men of that sort to-day. But he was not a drinker, in itself remark- able, considering the time; and he ex- pressly avows that he was never un- chaste. But he was prone to self-denuncia- tion. It was his nature to regard as terrible even the most innocent amuse- ments. In this he was the typical, grim, uncompromising Puritan. Like all English villagers, he loved bell- ringing; but after he was converted his Puritan conscience said it was wrong—probably just because he en- joyed it. But often after this convic- tion came upon him, he would betake himself to the church and climb up into the belfry for the sheer joy of seeing and hearing the bells ring. But that abnormal conscience tormented him . He was in terror lest one of the bells should fall and crush him, in pun- ishment of his sin. He would take shelter under a beam, but fright in- variably overwhelmed him and_ he would take to his heels, imagining as he ran that the tower itself was about to tumble down upon him. It is perfectly evident that we have here a psychopathic state of mind. His attitude was the same towards all sports and amusements. When yet quite a boy, he heard a sermon on Sunday, denouncing dancing, oaths and games. His moody mind conclud- ed that it was aimed directly at him, and he was much troubled. After he had eaten his dinner, he went out to the village green for the usual game of tipcat. As he was about to strike the ball, a voice seemed to speak in his ear: “Wilt thou leave thy sins and go to heaven or have thy sins and go to hell?” He stopped instantly, looked up and seemed to see a vision of Christ looking down reproachfully upon him. But he reflected that he had commit- ted so many sins that he would doubt- less be damned anyway, and one more would make no difference. So he plunged all the harder into his play. Bunyan was always a seer of visions and dreamer of dreams. Most of his popular writings were inspired by dreams. His mental equipment was necessarily limited, for his small learn- ing enabled him to read only with diffi- culty. A few penetrating ideas had made a profound impression upon his mind, and he brooded upon these while he worked at his trade. While his hands were busy with hammer and metal, his mind mulled those few ideas over and over again, worrying with them like a puppy with a bone, and creating a thoroughly ill-balanced and morbid psychological condition. Later, his solitary years in prison served to accentuate the same habit. Yet, with his moodiness, he was given an extra- ordinary talent for recording the things he saw. In a word, his was a mind narrow and intense, a mind hovering always close to the border-line of in- sanity where genius is always to be found. There is something tragic about an undisciplined spirit worrying with fixed ideas. A friend once re- marked to me that she was thankful for her university training, if for no other reason than this: it had made her incapable of being caught and victim- ized by fantastic and _half-digested ideas. Bunyan was married at twenty, to a good girl as poor as himself. He says that they had not so much as a dish or a spoon between them. They be- gan housekeeping in the little cottage on the edge of the village where we caught our first glimpse of them. He pursued his tinker’s trade the while his religious fervor increased. He had now become a Dissenter. Up to this time he had been loyal to the estab- lished church; but now he openly al- lied himself with the Nonconformists. He became the preacher for a group of like-minded villagers and proved him- self a vigorous controversialist. He argued with Quakers, Conformists and Catholics alike. Eventually he was thrown into Bedford prison because of his dissenting opinions and his refusal to submit to the established church. For twelve years he was in jail con- tinuously, during which time he had but two books, the Bible, and Fox’s 300k of Martyrs. These he knew al- most by heart. Two other books he had previously read, spelling out the words laboriously one by one. These worn volumes had belonged to his wife. They were The Plain Man’s Pathway to Heaven, and The Practise of Piety. These four volumes make up almost the sum total of his lifetime reading. Were we to draw a word-picture of Bunyan at this time, we would describe him as a rather large, stocky man, heavy, full-faced, with long hair, ac- cording to the custom of the time, part- ed in the middle and falling down over his shoulders, a somewhat bristling mustache and a wisp of a goatee cling- ing to his under lip. Vigor and vital- ity are suggested in every line and feature. While languishing in jail, he wrote a goodly number of his sixty-odd vol- umes of sermons and allegories, toiling meanwhile at making wire-snares to support himself and his family, which included one blind son. Prisoners in those days were not provided food while incarcerated. They had to work or depend upon the charity of friends on the outside. But in this respect Bunyan proved himself better than the hero of Pilgrim’s Progress. Christian started to the Celestial City, leaving Forty-fifth Anniversary his wife and children: to shift for them- selves. How often it happens that men are better than their theology! In discussing Bunyan’s theology, one must consider the times in which he lived, England was then emerging out of Romanism into Puritanism. An in- fallible Book had taken the place of an infallible Pope whom they had re- pudiated. Bunyan accepted without question or doubt the dogma that the Bible is inspired and wholly without error. One text was as good as an- other to him if it only fitted the oc- casion. It was all of equal value. He was fairly saturated with its ideas and phraseology. Naive and literal-minded to an astounding degree, he not only accepted the actual words of scrip- ture, but likewise all the far-fetched and fantastic interpretations put upon these words in that uncritical and un- cultured time. In his apology, or in- troduction, to Pilgrim’s Progress, we find these lines: This book is writ in such a dialect As may the minds of restless men affect. It seems a novelty, and yet contains Nothing but sound and honest gospel- strains. In those days of incredible supersti- tion, Bunyan’s theology was no better and no worse than that of his dissent- ing colleagues. As a single example of the superstition then prevalent, w* have this description of the manner of casting out a devil from one who was believed to be possessed. The victim was laid face downward upon a table, with his head hanging over the end. He was then tied securely, and a pan of burning coals was placed close un- der his mouth and nostrils to smoke out the demon. In this particular case the treatment was unsuccessful, The unhappy man died a little later, un- doubtedly strangled by smoke and fumes. Men’s theology is rarely super- ior to the age in which they live, par- ticularly ignorant and unlettered men. If we would do justice to John Bunyan, we must not forget this. After a dozen years thus spent in jail, King Charles, for political reasons, granted an indulgence to the Dissent- ers, that is, an edict of toleration. It was illegal, but that little fact never hampers politicians. The effect of this was to release those who were in prison for conscience’ sake, and John Bunyan was among those set free. He was at liberty about three years, and all this time he was busy vigorously writing and preaching. Then the in- dulgence was withdrawn and he was once more imprisoned, this time for about six months. It was during this last incarceration that he wrote the first part of his immortal Pilgrim’s Progress. This book has gone through more editions and has been translated into more languages than any other book ever written except the Bible. One hundred thousand copies of it were sold during the author’s lifetime, and it has been rendered into eighty- four different tongues and _ dialects. This is his masterpiece. Only two others from his pen have really stood the test of time, Grace Abounding, and The Holy War. And these would have been forgotten long ago had it not been for the reputation their author won by Pilgrim’s Progress. Pilgrim’s (Continued on page 46) yy Forty-fifth Anniversary MICHIGAN TRADESMAN e brand You BRAND BRAND The Brand You Know By HART! Hart Brand canned foods are known throughout the nation for their natural flavor and uniformly fine quality, for nothing is left to chance in Hart Brand production. Constant supervision and inspection start the moment the seeds are select- ed and planted, and extend until the crop is properly prepared in Hart Brand cans and placed on the grocer’s shelves. Only by controlling all of its produc- tion all of the time can Hart Brand make definitely sure of its quality ! That is why, for more than a third of a century, Hart Brand has stood con- sistently for the utmost in canned vegetables and fruits. From coast to coast, everywhere in. America, leading grocers sell HART BRAND PRODUCTS, the quality goods which bring greater profits. W.R. Roach & Company GRAND RAPIDS, MICHIGAN 44 NOT USED TO FULL CAPACITY. Brain Is Still Only in Intermediate Stage. In this age of scientific progress that man has evolved it is difficult to believe that the human brain will de- velop much beyond its present. state. Yet scientists who are devoting their energies to the study of the brain have found that man is far from having utilized it to its full capacity. Sir Arthur Keith believes that up to the present man has made use of only 50 per cent. of it. Dr. Frederick Tilney, Professor of Neurology at Columbia University, holds that we have a much longer way to go before we have com- pletely developed the potentialities of the brain. At this stage of our pro- gression, he says, we have made use of only one-fifth of it. “From the age when the first known man, Pithecanthropus erectus, made his appearance, some 500,000 or 1,000,- 000 years ago, until the present time, man’s brain has increased in volume and acquired g-eater refinement in structural detail,” said Dr. Tilney in an interview. “With the upward progres- sion of the human race it has become more highly specialized.” Che history of the evolution of the human brain has caused Dr. Tilney to conclude that the brain ef modern man is net a finished product; on the contrary, he believes that it represents some intermediate stage in its ultimate development. When Dr. evolution he does not Tilney speaks of brain begin with the anthropoids and come up to man; he reaches back into the earliest mani- festations of organic matter. To con- sider any of the living apes as the pos- sible ancestor of man is to him an “in- consequential and an incomplete view of the situation.” His researches have carried him back beyond the simians through the ages 1 ap 7 c procession OT in which a mamiunals came and went; back beyond the low- est vertebrates whose shadowy forms moved through the mists of a dawn- ing world. He asserts that it is only by appreciation of this long ancestral line in its many manifestations that a true value of the evolutionary process can be obtained. From his student days Dr. Tilney has been fascinated by the human brain, and has devoted years to its study. the laboratories of the American Mu- seum of Natural History he has sought its secrets, and the results of his re- search work are to be embodied in three books, the first of which, “The Brain From Ape to Man,” has recent- In his own laboratory and in ly appeared, The second book, which he is now writing, will be called “Brain Evolution From Mammals to Man,” and the last, dealing with more remote stages of the brain’s developing, is to be entitled “The Brain From Fish to Man.” “How did the brain come into ex- istence?” Dr. Tilney was asked. Let us look way back,” he began. “Life had a simple beginning. It started with simplicity and has grown into complexity. “The primitive form of animal life was protozoan, like the one-celled MICHIGAN amoeba. chances were open to the amoeboid animals—tiny particles holding in them the spark of life. They increased in number by means of cell splitting, and the free- swinuning forms as they drifted about Many new were subsequently drawn to one an- other. They formed groups; the in- dividual became a part of the colony. “The colony brought its own prob- lems. Some cells were external, others internal. Those on the outside came into contact with light and air and water; those on the inside were more protected from the elements. It is not hard to see that at this moment (a long moment indeed!) differentiation of the organs began to take place. “The ultimate function of all life is reproduction. To assure perpetuation by heredity the process of reproduc- tion was facilitated when certain cells of the entire mass took over the re- sponsibility. Thus these sexual cells, when they came into being, were es- pecially charged with the duty of re- producing. “And now the question arises, Why did heredity prove so untrue to itself? Why did it not invariably produce the same kind of offspring? But heredity is only one of the forces acting on animal life! Organic matter must live according to its environment. Muta- tion and variation are inherent in all As life waxed more complex the living organisms had to adjust themselves to deal adequately with their surroundings. They reached out and grew toward the elements that surrounded them. living organisms. “With the mutation of protozoan into metazoan life organic systems were formed, but even these latter had many heirlooms of their early Skeletons, muscles, diges- tive and respiratory systems, hearts and generative organs at length came into existence and were added to here- ditary Though subject to mutation and readjustment to en- forebears. endowment. vironment, these organs were a cor- Working upon these many parts, the forward porate part of the whole. march of time and evolution brought with it new genera, new families, new orders and new classes. “Pushing onward and ever upward they mounted through invertebrate life, adequately adaptive structures, until they reached or—may we say—produced the vertebrates. “At length the many different kinds of mammals appeared, those whose species are long since extinct and those which are familiar to us. While they maintained an essential similarity both internally and externally, the fight for existence brought about a continu- ous adjustment to their surroundings. The most profound change in their structure took place in the brain. The brain more than all the other organs felt these adaptive modifications to life. acquiring more “Even the lowest of the vertebrates, the fish, manifested a change in the brain as a consequence of the varying influences in which it lived; and behind it was that irresistible momentum that carried the great vertebrate phylum forward through the ages. “T do not believe this can in any way he regarded as_ predestination. TRADESMAN Forty-fifth Anniversary SWE IE at teense ens Recommend with Confidence The Reliable Foley Line if hd ¥ || MeThrea ‘le, () ad Chest pA en DLEY & FOLEY’S HONEY AND TAR Largest Selling Cough Medicine in the World FOLEY PILLS A Diuretic Physic FOLEY CATHARTIC TABLETS A Wholesome Physic Millions of Satisfied Customers FOLEY & CO. Established 1865 945-947 George Street Chicago, Hin pis VAN EERDEN COMPANY WHOLESALE PRODUCE We Specialize in Greenhouse Products . Phone 94370 —94379 201-203 Ellsworth Avenue, S. W. GRAND RAPIDS, MICHIGAN MARION RUBBER CO. GRAND RAPIDS COLUMBUS DETROIT CHICAGO Glove Rubber Footwear Keds Kozy Kick’s Slipper Line UICK SHIPMENTS Forty-fifth Anniversary MICHIGAN TRADESMAN 45 Here again, as with the stars, all in- organic and matter is the working out of innumerable chances with almost endless opportunities for organic combination,” This led Dr. Tilney to the third of his series of books concerning the brain. He referred to the establish- ment of the amphibian type, as when certain fish, possibly they buried themselves in the mud as. the waters receded from former levels, pre- pared to live on land as well as in the water. The senses of sight and smell readjusted themselves to air-born stim- uli, and lungs learned to breathe air. But these cold-blooded animals fell easy victims to the cataclysms that swept the earth and brought the Meso- zoic era to an end. “What is more,’ ney, “they did not have sufficient brain Did you ever because * exclaimed Dr. Til- capacity to carry on. notice,” he asked, “how small the heads of the giant dinosaurs were in com- parison with the rest of their bodies? They did not have progressive brains!” As the ages passed, the mammals came upon the scene, warm blooded and having new powers of resistance. Nature threw out a profusion of forms. Sixty to a hundred million years ago, Dr. Tilney holds, the earth was teem- The heads of some of them were crowned with ing with strange creatures. five or six horns. The queer beasts were both meat-eaters and herb-eaters; they were covered with hair; they had four compartments in their hearts and they suckled their young. Some of them were the ancestors of modern lions, of whales, of seals and of many other mammals known to us. Those of them which longer fight the fight of Their remains have been found in the Gobi Desert, in the Bad North America and in Central Africa. vanished could no existence. Lands of “Again,” said Dr. Tilney, continuing his story of evolution, “nature called forth form after form, each acquiring its own ways and habitat. Mammals no longer content with the earth’s level acquired wings. Man has given these the name of bats and flying squirrels. Others went below the surface of the soft brown sod, and so gophers, moles and their ilk came into being. Among the more progressive mammals two distinct groups are found, the carnivor- ous or predatory animals and the graz- ing ungulates. The last named work hard all day to get their food from the plains; the first devour their fellow creatures and obtain their food supply already prepared, so to speak.” In his second work, “Brain Evolu- tion from Mammal to Man,’ Dr, Til- ney will go into the behavior of the Mammals. He will tell of the habits of the cursorial and migratory animals, such as horses, deer, cattle and camels, which prefer to live in groups and have no predatory instincts except that of fighting for their life and perhaps for their food. He will also tell of the carnivora that are armed for attack. The mammals have certain advan- tages over the birds and the reptiles and the fish, and they have used them They show greater pur- extensively, pose; they are possessed of more in- genuity; they have a whole scheme of deliberate action and show more and judgment in the finding of food and in self-protection. The most important reason, in the opinion of Dr. Tilney, why mammals ascended so far above their fellow creatures was that they suckled their young. better In the nursing period the young maniunal stays close to its mother or parents, and from its elders is able to learn as it grows—to prepare itself to meet life. The period is one in which the brain matures, and gives rise to the type of activity characteristic of mam- mals, which has definite advantages over the old type of motor activity peculiar to primitive animals such as birds, reptiles and fish. The difference between the motor specialization guiding the movements of the mammals and these directing the primitive animals is that the higher Such im- portant conditioning qualities of motor order is able to deliberate. response as 1eflection, sele-tion and the introductio; of the influences of pre- vious experier.ce as well as the ad- higher intelligence are provided for the higher animal, while the lower acts more instantaneously The gift to the higher order is called neokinesis, vantages of and reflexly. “Whales waste their neokinetic gifts in the sea,’ Dr. Vilney said, “bats dis- burn In fact, neokinesis was of little avail to any of the ani- mals until a certain group were forced to climb the trees and to live in hid- sipate them in the air, horses them up in speed. ing among their leafy branches. “And then what happened? “Their paws were turned into claw- A very important thing. They were now ready to discover the like hands. real treasures of the brain, which, as we have seen, were not of great avail until this new key was found to un- lock it. Claws in the end became hands, and hands these keys that unlocked the brain. were very “Other animals sought protection in swimming, flying, running. Similans found it in swinging themselves from branch to branch in their arboreal re- With increasing weight some down nearer to the They assumed an_ upright position. Then their hands were They turned them to new and constructive purposes, “Soon we find that the hands were the instigators of human speech. A gesture was a symbol, but gestures when hands were needed for other usages. Sounds were used to take their place, that hands might be left free. With the acquisi- tion of speech the human treats. of them came ground. freed! were inconvenient type was well on its way toward the far distant goals of humanity.” It is the review of man’s steady ad- vancement that leads Dr. Tilney to put the question: “Ts there still a possibility of fur- ther evolving in the development process so clearly seen in the brain of primates, so reaching its the brain of man—is there still a latent power in the human brain for the expression of yet unsuspected potentialities and bene- ficial progress?”—Virginia Pope in N. Y. Times, obviously present culmination in his package stands for reliability always |) of women rely on the 20 Mule Team Trade Mark as they know it insures purity and safety both for medicinal and household uses. We have a definite re- sponsibility to maintain a high standard of quality in our Borax, and we are meeting it. Every jobber and retailer who handles 20 Mule Team Pure Borax is rendering a service of protection to his customers. To handle the most widely advertised brand of Borax means satisfied customers, quicker turnover, sure profits. The trade mark of quality Pa) Re a) OER hens eam Be ye fy ee ane Tapa Ga 4 vi eS MN PN KS DY Ye) Le Wi MICHIGAN POTATOES!IN CAR LOTS Albert Miller&Co. 28-30 Ionia Avenue S. W. Wm. Alden Smith Building Grand Rapids . Michigan Cold Storage and General Merchandise Warehousing Jobbers of Butter - Eggs - Cheese - Fresh Fruits and Vegetables Packers and Shippers of MICHIGAN APPLES KENT STORAGE COMPANY GRAND RAPIDS, MICHIGAN 46 MICHIGAN TRADESMAN Forty-fifth Anniversary THE TINKER OF ELSTOW. (Continued from page 42) Progress is really autobiographical. In it Bunyan is relating his own experi- ence as he traces the journey of Chris- tian from the City of Destruction to the Celestial City. It is a dramatic interpretation of Puritan theology, an allegorical poem of salvation by grace. Writing of this sort is always trench- ant and vivid. In the letters of Paul, as soon as he begins to speak in the first person, or deal with his own ex- perience, a new element of interest enters. Dickens is never quite as ab- sorbing as when telling his own story in David Copperfield. Every public speaker knows how the attention of his audience picks up when he begins talking in the first person. We might talk endlessly about Bun- yan's literary style. It is naive and unaffected as a child. This accounts for its tremendous vogue. He rarely uses words of more than one syllable, but they fairly throb with vitality. His artistry is so artless that Giant Despair becomes as real as his English jailer. As Taine says in his History of Eng- lish Literature: “He transforms argu- ments into parables. He grasps truth orly when it is clothed in images.” As might be expected, Bunyan has become 2 subject of study by modern psychol- ogists. He is found unerring in his in- terpretation of the human mind as it normally functions. For instance, Giant Despair takes the advice of his wife Diffidence, gets a crabtree cudgel and proceeds to beat up the two un- happy prisoners whom he has locked i1 his dungeon. But to get himself into the required state of fury, the Giant first berates and lashes them with his tongue in terrible fashion. Then he lays on the cudgel with a good appetite. He had got himself in the proper frame of mind. There is a certain simple honesty, toc, in Bunyan’s writings. He is de- tailed enough in his descriptions of earthly things and imaginative scenes along the road his heroes travel, but he is modest and restrained in his pic- ture of the Celestial City. Indeed, he does not picture it at all. When Chris- tian and Hopeful reach the Delectable Mountains, the shepherds point out the way to the City. From a high peak they can see it if they will but look through the glasses which the shep- herds offer them. But the Pilgrims’ hands shook, and they did not see clearly; “yet they thought they saw something like the gate and also some of the glory of the place.” Would that other writers had been as humbly con- servative. Yet much of what Bunyan writes is terrifically convincing, just because to him it is all terrifyingly real. This accounts for its amazing influence. It is the utterance of a soul thoroughly sincere and aflame with a great pas- sion. No man in history has made a greater impact upon the common mind, especially the simple, credulous sort of mind that thinks in pictures rather than in abstractions, It is impossible to measure the in- fiuence of John Bunyan in our own day. There is no use denying that his DOUGLAS MALLOCH The Fourth Friend I had three friends, and one was great; I haven’t seen him much of late. I had three friends, one rich, I know, But that was long, long, long ago. I had three friends, and one was just The sort of friend a friend can trust. Then sorrow came, and times were bad, ‘Then what about the friends I had? The one that I could trust was true, Did all that any friend could do. The friend with money came to see If gold was any use to me. The man of greatness also came As well, and let me use his name. And in my trouble I was glad, And thanked the Lord such friends I had. I thought the great man had forgot, But trouble proved that he had not. I thought to see the rich no more, But trouble brought him to my door. I thought the poor might even fail, But trouble told another tale. So trouble made me really glad— It was the fourth friend that I had. [Copyrighted, 1928, by Scott Dowd] theology is still cherished by multi- tudes of people, and that it has been given a new impetus in the rise of what is called Fundamentalism. Bunyan is the Puritan theology of the seventeenth century personified. His is the accept- ed Protestant orthodoxy of the last three hundred years. Such a man must continue to wield an enormous influ- ence among those who are perpetuat- ing that tradition. As one of his biographers shrewdly remarks: “Per- haps few of the many who believe that the Bible is their sole spiritual guide realize the extent to which they see the Old Testament through Milton’s eyes and believe in the Gospel according to Bunyan.” And we must not forget that Milton and Bunyan were contem- peraries. With the rest of us Bunyan’s influ- ence is no longer doctrinal or theologi- cal, but inspirational. To deny or dis- parage the simple power of this Tinker of Elstow is to betray one’s self as sodden or a bigot. While declining almost in toto his “body of divinity,” every wholesome heart leaps in sym- pathy with his noble purpose and his sure, undeviating aim. His dogmas have been overtaken and displaced by that which is more consistent with the word of Jesus and the need of our times; but his spiritual passion and crystal-clear literary style may well set up a standard for all time to come. Children to-day should read Pilgrim’s Progress, but under proper guidance. Not as I read it, when my Grand- mother placed it in my hands forty years ago. To her it was the last word in revealed truth and the log-book to heaven. Rather let them read it as they do the exploits of the Knights of the Round Table as they went forth in search of the Holy Grail. Not as the science of theology, but as the poetry of the soul in its tortuous and glorious climb towards the heights of the Celestial City. Frank Durward Adams. ——__+_++.—___ What Advertising Has Done For Citrus Growers. Due to the better sales and adver- tising methods of the citrus growers of California the growers receive 38 cents of every dollar spent by the con- sumer for citrus fruits. But the grape growers who until recently have done little in the way of efficient marketing and very little in creating markets or finding outlets for sub-standard prod- ucts receive but 15 cents out of the consumers’ dollar. It is true that the grape growers have had to face an enormous over production—that grapes are more perishable than citrus fruits and that there are certain other prob- lems which seem to indicate that mar- keting grapes is more difficult than marketing citrus fruits, but the fact re- mains that the fine work of the men behind the California Fruit Growers’ Exchange has had a lot to do with the greater percentage of the consumers’ dollar received by the growers. Adver- tising has played a big part, as every- body knows. Why more growers in other lines haven’t profited by the citrus growers’ experience is somewhat of a puzzle, g Forty-fifth Anniversary MICHIGAN TRADESMAN 47 Michigan Bankers a and Merchants Mutual Fire Insurance Company Fremont - Michigan Chartered August 14, 1916 e by Safe, Sound, Conservative Unsurpassed Record for Growth, Strength and Prompt | Payment of Losses Correspondence Solicited @ If your store burns today---could you prove your loss? t Would that loss represent the saving of a lifetime? Is your earning power decreasing? Would a fire loss ruin your credit? In figuring your overhead expense, do you realize that the item of fire insurance is most important? For net profit, which would you choose, to reduce your over-head 1%, or increase your volume 20%? Result would be the same. If you choose to do one or both, we can help you to a saving of from 30 to 50% on the item of fire insurance. T re For Rates and Terms on any WM N SENF | Secretary- Mercantile Risk in Michigan, write to e e 9 Treasurer SAPPORO LE OER EEL EEL ELLEN ELLA ADA AMADA 48 VALUE OF RESEARCH. Develops 140 By-Products From Waste. Research in the packing industry has been largely responsible for the de- velopment of more than 140 by-prod- ucts. The return which the packer ob- tains from these by-products has made it possible at times to sell the meat from cattle for less than the amount which the packer paid for the live animal, Similarly, in the case of hogs and sheep, the development of by- products has made important econ- omies in the prices for food products Science possible. When one understands that the packing industry processes annually from nine to ten million cattle, about fve million calves, twelve million sheep and lambs, and sixty-five million hogs, he obtains some idea of the size of the industry. As a matter of fact, the packing industry is one of the larg- est industries in the country when measured by the value of its product. The entire meat industry of the United States processes yearly approximately ten million tons of meat and lard, which is sufficient not only to provide each person in the United States with approximately one-half a pound of meat per day, but alse to leave over one or two million pounds for export use. The packing industry pays to the live stock producers of the country between five and six million dollars and mer- chandises some $5,000 worth of meat and other products during every minute of every working day. The latest census of manufacturers, that for 1925, the products of the meat packing in- dustry amounted to almost 5 per cent. shows that the value of of the value of all manufacturing in- dustries in the United States. When, in addition to knowing the tremendous number of animals pro- cessed yearly by the packing industry, one understands further the fact that 45 per cent. of an average beef animal, 50 per cent. of a sheep, and 25 per cent. of a hog are waste and by-products, the importance of the results of re- search in the packing industry become fully apparent. Years ago, apart from the hide and fat. all that was not meat was cast out, thrown away, dumped wherever the butcher's man could get rid of it. As centralized meat slaughtering grew up, the increased quantity of waste became a serious problem. At first, the most serious difficulty was how to dispose of it. As the volume of the trade in the early packing centers at Cincinnati and Chicago became bigger and bigger, the more urgent became the need for the proper disposal of its waste, and the greater the competition became, the more urgent became the need for avoiding all waste. At this critical moment, the chemist entered the packing industry and the detailed development of packinghouse by-products began. To-day these is scarcely a particle of the animal which is not used. Many of these packinghouse by- products have become so common that they need not be more than mentioned MICHIGAN here. Among such by-products may be mentioned leather, glue, hair, vari- ous bone products, fertilizer, and oils and greases. One of the most interesting develop- ments in packinghouse by-products has been in the field of pharmaceuticals made from animal glands. Pepsin, obtained from the interlining of hog stomachs by a chemical process that purifies it, is one of the better known pharmaceutical by-products. Red bone marrow, which recently has been found beneficial in the treatment of certain forms of anemia, is another. For sewing wounds, surgeons some- times use ligatures made from sheep intestines. These ligatures have the advantageous property of being ab- sorbed by the tissues, thus avoiding the sometimes painful operation of re- moving stitches. Adrenalin or epinephrin, obtained from the adrenal glands of cattle, is used by the surgeon to prevent hemor- rhages. Lecithin, obtained from the brains of cattle, is sometimes used to counteract the venom of snakes and poisonous insects, A recent discovery in this field that has become known is the preparation of insulin from the pan- creas. This preparation is used for the relief of diabetes. widely In addition to the research carried on by individual firms, an extensive re- search program is carried on by the packing industry through the institute of American Meat Packers, which is the educational, trade and research or- ganization of the American meat pack- ing industry. laboratories are maintained by the institute, one the re- search laboratory, founded by Thomas E. Wilson at the university of Chicago, and the other a service laboratory. In the service laboratory, analyses of products are made for member com- panies for plant control purposes, and sales samples are analyzed, as are ma- terials offered for sale to members of Analyses also are made of various preparations for curing, cleaning, etc., offered the institute. Two the institute. The research laboratory is conducted in affiliation with the science depart- ments of the university of Chicago. In this laboratory a considerable amount of research work bearing on various phases of packinghouse operations is conducted. Dr. W. Lee Lewis, di- rector of the department of scientific research of the institute of American Meat Packers, is also director of the research laboratory. One of the most interesting studies conducted relates to the curing of hams. Through studies made in the research laboratory and in the labora- tories of member companies and of the bureau of animal industry, it has be- come possible to use sodium nitrite as one of the curing ingredients instead of sodium nitrate. The nitrite gives a more exact control of certain aspects of the curing processes, with the use of a tenth to a twentieth the weight of nitrate. The saving in the cost of this curing ingredient is important. Other studies relating to curing, con- servation and lard have been and are being made in this laboratory. In other fields also the institute is TRADESMAN assisting in the conduct of important research activities, At a great Middle Western univer- sity, on funds supplied by the institute, a study is being made of hog types in an effort to determine the exact type of hog that is most economical for both producer and packer and best suited to the demands of consumers. At another scientific institution, in- vestigations are being made into the yalues of meat in human nutrition. Another university is investigating several business problems of the pack- ing industry. Still another university is trying to improve methods of meat cookery, with co-operation from the institute. In addition, the various staff depart- ments and committees of the institute are undertaking other problems. A mention of some of these will serve to show the wide field of research which is being carried on: improved methods of dehairing hogs; cause of soft and oily pork; improvements in curing of hides: studies of insulating material and methods of installation; corrosion; meat penetration and bacteriological studies in meat canning; handling of waste waters: standardization of me- chanical equipment; paints for use on damp walls in the presence of edible products. and decreasing the weight of packages without decreasing the strength. Enough has been written to show that made since wastes at Cincinnati and Chicago first much progress has been accumulations of packinghouse made a problem. As a result of the application of re- search to the packing industry, it has been possible to develop by-products which in themselves not only have made noteworthy utilitarian and hu- manitarian contributions to our mod- ern life, but also have enabled the pack- er to pay the producer appreciably more for his live stock than would have been the case had scientific research not entered the industry. Chas. E. Herrick, President Institute of American Meat Packers, ————— The Bad Debt Waste. Every debtor who is allowed per- manently to keep your money places additional burdens upon the business world, first, by diverting money from the legitimate channels of trade, and second by handicapping honest debtors who pay bills of the dishonest. are but The first class embraces those who obtain credit with no intention, or perhaps a_half- hearted intention, to pay. Generally speaking, there three classes of debtors. The second is that class of debtors who have had circumstances, avoidable or otherwise, into their affairs between the date of receipt of the credit and the date of payment which make it impos- sible for them to meet their obliga- creep tions. The third class is made up of those who had good intentions but who for best and known only to themselves suffer a change of reasons sometimes conscience after they receive a credit and before the account is paid. It would seem therefore that before Forty-fifth Anniversary attempting to collect a delinquent ac- count the creditor should ascertain into which of these classes the debtor comes, and to apply his collection methods accordingly. All collections have for their prim- ary object the payment of the full price with interest. If the full price cannot be obtained, the payment of as much as possible is sought. It is apparent, then, that assignments, receiverships, compromises and bankruptcies are after all only methods of collection. It is difficult to understand why so much effort and money is expended in liqui- dations, and why in comparison so little attention is given to collections. W. B. Layton. —_—_+ + >—__—__ A Word To the Wise. Mr. Employer, a little praise give) to the person who does his work well would be a good investment for you, It might encourage your employes to do still better. But aside from this ecenomic stand- point, it is better to commend those who deserve it, by helping you mak- a good showing in business, than it 1s to ignore their help. You enjoy hearing about your suc- cess from your business friends. It pleases you to receive a compli- ment—why not pass one along? You pay your employes what you think they are There is no other standard of measurement. You feel that it is up to them to give you their best efforts; that they should give value for value received. And that is true. worth. It is only com- on sense. But a means much to the right kind of an employe, and you should not have any other kind. Every working man likes to please his employer. favorable word from you The mere conviction that he would: be discharged if he did not give satis- faction is not much comfort. ——__+++__—_ Stopping Goods in Transit. A California hardware dealer goods, shipped them to the buyer, and took out the bills of lading in the buy- er’s name. sold The steamer on which the goods were shipped arrived at its des- tination, and the goods were delivered to a warehouseman who had orders from the buyer to forward them to him. Then the dealer ascertained that the buyer was insolvent, attempted to stop the goods in the warehouse in transit and the sheriff attempted to levy the goods on behalf of a creditor of the buyer. In a ruling that the transit had not ended, and that the dealer could still stop the goods, the Supreme Court of California said: “The right of the vendor who has sold goods on credit, when the vendee is insolvent, to stop and take them into his possession, at any time before their arrival at the place of destination, and going into the actual or constructive possession well Depositing them at an intermediate point, with an agent of the purchaser for the purpose of being forwarded does net transit,” of the purchaser, is established. terminate the so pede Forty-fifth Anniversary MICHIGAN TRADESMAN 49 Evidence of Effectiveness That Cannot Be Denied! ONCRETE evidence of the soundness and effectiveness of John L. Lynch’s merchandising service is overwhelmingly supplied by the impressive scope of its clientele. An outstanding percentage of Michigan’s most prominent and most successful stores—as will be noted from the partial list shown to the left—rely exclusively upon the John L. Lynch Special Sales Plan, whenever circumstances necessitate a speedy converting of stock into ready cash. And this expressed preference of Michigan’s leading mercantile establishments is but representative of the confidence and respect John LL. Lynch’s merchandising methods have won the country over. 3 5 Michigan Firms Who Em- 1 0 ploy the Services of the It’s a fact that when you employ the services of the John L. Lynch ous John L. Lynch Sales Co. organization you employ the soundest, most effective service of its ‘ RINDGE, KALMBACH & LOGIE, type available. With a background of twenty-five years f experience i RIVERVIEW FURN. | . —with a continual and successful solution of new probiems—with an | ee intensive, ceaseless study of every phase of special sales strategy—the . ) ee eng John L.. Lynch Co. is eminently qualified to give outstanding service MARTIN STORES CORP., Clothing, on any type of special sale, whether it be a going-out-of-business sale, i KAGHR BROS. co. Grand Rapids or a sale to convert surplus or slow-moving stock into available cash - > 2k ee in the shortest time at the greatest margin of profit. a CHAPIN'S INC., Ready to Wear Remember that the John L. Lynch plan not only brings exceptional ee profit returns on a quick disposal of your stock, but that it definitely oo ee increases the prestige of your establishment and educates your sales Grand Rapids : 2 : : 3 WAGNER BROS. FURN. CO, people in the latest, most effective, constructive merchandising meth- Grand Rap‘ds ~ 5 : : mi kg CARR HUTCHINS ANDERSON CLO., ods. Your store’s reputation is absolutely safe in our hands. Grand Rap'ds GROENING & WILDE, Ludington, M. og : : ae . SANDS & MAXWELL. Pentwater, M. Write for details. No obligation. 4 H. C. JURGENSON, Cadillac, Mich. HORACE PRENTICE, Kalamazoo, M. PIGGOTT’S FURN. CoO., Bay City, M. GOINGS-PARKINS, Pontiac, Mich. F f Th h 1 L h ,ASE LBR CO. *, Mich. SOS ae eatures 0 e John L. Lyne ARBAUGH’'S DEPT. STORE, ene Special Sales Plan RYAN’S DEPT. STORE, Lawrence, M. LEVI DE HAVEN DEPT. STORE, Pp Bangor, Mich. THOMPSON'S DEPT. STORE, y y . Sheboygan. Mich. YOU put the prices on all goods. BALDWIN’S LUGGAGE SHOP, Flint. ARTHUR WARD FURNITURE, r Y : Do Owosso, Mich. YOU dictate the general store policy. RAYMOND FURN. CoO., L TR Sa Ste. Marie, Mich. re u us a . bua see YOU O. K. absolutely all advertising and display. : a Ludington, Mich. ' : , a WE clear your stock of dead merchandise. ee fees, a Ailete ob pane Briinese P ee ae ee ee WE build for the future of your business. = TEMMINK HDW. CO., Greenville, M. WE d i oe f | . f t . FRANK DRIBESE, Grayling, Mich. / ‘ 2CeESSArV 6 sales > >» arranging of stock, a, EERE CLO. Con Aan arbor, Mich. © do all necessary t aining of sales people, arranging ck aie. preparation of advertising and supervising of campaign. Our man MABLEY’S CLO. STORE, Detroit. . * ° Be 1 FRAZIBR'S CLO. STORE, is on the job every minute of every day—AND— Port Huron, Mich. ee nh OUR only pay is in commission on actual results; you do not buy : UNIVERSAL STORE, Adrian, Mich. ‘cs : E39? UNIVERSAL STORE, Cassopolis, M pig ina poke . UNIVERSAL STORE, Weslie, Mich. \ l INIVERSAL STORE, Burr Oak, M. TNIVERSAL STORE, Six Lakes, M. SME SMU, ba THE JOHN L. LYNCH SALES CO FIELD'S DEPT. STORE, Muskegon. ° e The John L. Lynch Co. has also NV staged numerous liquidation sales Murray Bldg. for the: GRAND RAPIDS MICHIGAN Grand Rapids Trust Co. Michigan Trust Co. 50 INDEPENDENT BEATS CHAIN. Milwaukee Merchant Cleans Up On Chain Competition. If you lived in Milwaukee you would sooner or later go to the Phillip Gross Hardware & Supply Co.’s retail store on Third street, because it is quite the thing to do in Milwaukee when one wants anthing in the hardware line, and it has been quite the thing to do for nearly sixty years. And when you reached the store, if you chanced to walk over toward the tool and bath- room fixture section, you would see a woman there; and likely as not she would be selling a cabinet or a drill, or perhaps a monkey wrench. A woman selling tools and me- chanics’ supplies is unusual; but then the Gross hardware is an unusual store. You see and hear of many things around this hardware establishment that you do not come in contact with in the usual independent retail estab- lishment: which accounts, in part, for the growth of this company from a little nook in the middle of the block to an establishment that sells $2,000,000 worth of hardware a year out of a single building. There has been a great deal of dis- cussion as to what is to become of the independent retailer. Any number of examples are given of how the chain stores and various co-operatives are steadily gobbling up the independent merchant. The East and Middle West are apparently favored sections for the chains. Not a few have predicted that soon there would be no such thing as an independent retailer, that the inde- pendent would either have to sell out to the chain or become a mere unit in some great buying and merchandising organization. When the owners of the Gross store read such comments they smile. They have every reason to smile, because they know that such prophecies can never come true. They know from ex- perience that there always has been and most likely always will be a place for the aggressive independent mer- chant. They have a formula, that, if followed as they have followed it, can- not but make the growth of the inde- pendent merchant sure and permanent. That formula was gradually discov- ered and perfected by Phillip Gross, founder of the company, years ago. It has been perpetuated by his heirs and kept up-to-date. It makes it possible for the company to show a steady in- crease in volume to-day, as it helped Phillip Gross build the institution years ago. Sixty years ago Phillip Gross found- ed his hardware business. Advertising was in its infancy. There were few “national” advertisers as the term is applied now, but Mr. Gross, even then, recognized the value of whatever ad- vertising manufacturers did to create a demand for their goods. He saw that if manufacturers could afford to spend money to popularize their mer- chandise, the retailer could not afford to overlook the same opportunity. He was one of the first retail merchants in the country to recognize the value of national advertising and to utilize it in selling the merchandise he car- MICHIGAN TRADESMAN ried. That was an important ingredient of the formula that he used to build business; it is an important ingredient to-day. Arthur E. Gross, president of the company and son of the founder, out- lines the present-day attitude toward national advertising value to the retail merchant when he says, “Hardware dealers have been slow to realize the value of carrying nationally advertised products, thinking that a small extra discount or a trifle lower price was to be desired in preference to large turn- over. “That is why hardware stores on the whole have two to three stock turn- overs a year, although the turnover on nationally advertised products is five to six times yearly.” Not long ago a chain store execu- tive said: “The average independent merchant with whom we compete thinks only of the lower prices at which we can buy. In his frenzied efforts to overcome that edge we have on him, they overlook the really important factor that gives us our biggest advantage. That factor is turnover. Taking the year round, we do not buy much lower than the average shrewd independent retailer; but where we get the edge on him is in turning our stock about twice as fast as he turns his. That extra stock turnover we get compensates for the advantages the independent merchant has in being among his own people. It is not the small margin we save on buying that makes the difference.” Long ago the owners of the Phillip Gross Hardware & Supply Co. recog- nized the importance of fast stock. turnover, and as a consequence the company has a turnover rate nearly twice that of the average independent hardware store. This is not the re- sult of hand-to-mouth buying, either, as some independent merchants as- sume. It has been made possible by buying merchandise for which there is a potential demand, and advertising that merchandise when it is in season. There are lines of goods in the Gross store that turn over eight to ten times in a single year, yet they are bought in what the average merchant would call heavy quantities, but at a time when the demand is ripe. They are items which have a reputation that helps to sell them. Recently the company ordered what executives of the National Enamel & Stamping Company declare was the biggest single order ever received from a merchant for garbage cans. The Gross store bought 2,200 garbage cans at one time—enough to fill a ware- house! The store advertised the cans in the local newspapers and sold the lot in little less than a week. The merchan- dise moved out quickly because the line had been advertised extensviely by the manufacturers and was known to be of reliable quality, and because the dealer made no secret of the fact that the merchandise was in stock. “Some merchants use well-known merchandise with which to build up their business and reputation,” said M. Faber, advertising manager of the Gross store. “When they have a Forty-fifth Anniversary Butchers’ and Grocers’ Fixtures and Machinery Brunswick Refrigerating Machines Refrigerators of All Descriptions Casings, Tools and Supplies ~~ BOOT @ CO. GRAND RAPIDS, MICHIGAN C.W. MILLS Paper Co. 204-206 Elisworth Avenue ! Block South and | Block West of Union Station GRAND RAPIDS MICHIGAN DISTRIBUTORS FOR Ohio Blue Tip Matches, Mansfield Cord Tires, Coleman Lamps, Vortex Soda Fountain Service, Certainteed Roofing, Burts Drinking Cups, Reach Sporting Goods. JOBBERS OF Wrapping Paper, Paper Containers, Crepe Paper, Toilet Paper, Paper Napkins and Towels, Woodenware, Cordage, Clothes Lines, Brooms and Brushes. Printed Sales Books, Gloves and Mittens, Hosiery, Pipes, Purses, and many other specialties. OUR AIM Is To Serve and Help the Retailer To Succeed. Unless We Succeed In This—We Will Not Be Successful. ect: eel nausea Pe | Forty-fifth Anniversary MICHIGAN TRADESMAN 51 reputation for fair merchandising, they conclude they are big enough and be- gin discarding the lines that have brought them success for their own brands that mean nothing to the public. “Tt has been our experience that the higher the merchant stands in his community, the more nationally-known goods can help him to grow, because he has a double force working for him; his own reputation, and that of the merchandise he is known to carry. That combination naturally has greater selling power than either one or the other forces working independently. “The minute the independent retail- er fills his shelves with unknown mer- chandise he takes upon himself a double duty. He must create the de- mand for the goods, then let the pub- lic know he has it for sale. The well- known quality lines already have a de- mand established. The retailer’s job is to let the public know that he has them for sale. “Some merchants, who swing to private brands, claim that to build a business with well-known lines of mer- chandise as the basis is to place one’s establishment on the same level with all others carrying the same lines, and that one does, in a manner, place him- self at the mercy of the manufacturers whose products he uses to build his business. But it is our opinion that if a merchant hasn’t the ability to put enough individuality and expert ser- vice into his business to induce his cus- tomers to come to his place for these nationally-known goods rather than go somewhere else, then he certainly hasn’t the ability to induce them to come on the strength of his promise of quality to be found in unknown mer- chandise.” Some contend the independent hard- ware stores will be eliminated because they cannot get the woman’s trade, pointing out that the woman is becom- ing more and more the buyer for the family, whether of groceries, socks, lightning rods or automobiles. The Phillip Gross Hardware & Supply Co. believes at least a part of such a state- ment—the part concerning the im- portance of the woman in the family’s buving. Because the company saw the value of the- woman’s patronage, it began a long time ago to court her favor. To- day, a little more than 65 per cent. of the people who buy over the counters in the Gross store are women. Still some merchants claim that you can- not get women to enter a hardware store! This store works on the theory that women, as well as men, go where they are invited; and it gives its store the appearance of a standing invitation to women shoppers, and its daily news- paper advertisements confirm that in- vitation. Most newspaper copy ap- pears in the style of the better class department store—the style which ex- perience has proved women read most consistently. heart of the downtown retail district. It competes stores, sport shops and United Cigar stores for the fickle passersby, and it does so successfully The store is in the with department because its display windows say “Come in!’ to women as well as men. It is apparent that women like to be served by women, otherwise they would not go to department and chain stores to get the merchandise that they could as conveniently buy in the hard- ware store. Realizing this, the Gross establishment is dotted with women clerks. There is one in the tool de- partment. Enough women patronized that section to justify the firm in train- ing a woman to sell tools and related goods. Sales immediately increased. The company foresaw women were buying more sporting and outing goods than the average hardware retailer realized, buying not only for their own use but for their families. The firm employed and trained a woman to sell sporting goods. Now this department does a big business to women, and it sells a lot more goods to men and boys for whom a woman has previous- ly come in and “made up their minds” as to what to get. In the plumbing department, limited to bathroom fixtures and small me- chanical items, a woman is in charge. She says that 75 per cent. of her cus- tomers are men but, being a woman, she knows what articles to suggest better than men do. For that reason the company is sure she can sell more bathroom fixtures and small plumbing supplies than a man can. The fact that she has more than doubled the business of her department in a year indicates that she belongs there. The company believes that women like bargains ,and it gives them plenty. It watches for special opportunities to buy, and then makes a lead of such ar- ticles to get women into the store. It never overlooks the fact that nation- ally-known and quality merchandise built the business and nothing is bought to sell that cannot stand up to the firm’s slogan, “If It’s From Gross It’s Good.” Women like service. ways someone from the Gross estab- There is al- lishment to go out to a customer’s home and help her get her washing machine, gas stove, vacuum cleaner or electric heater working properly if it goes wrong, although it may be two years before that she bought it. A customer can telephone for any- thing she needs and have it delivered within two hours. Country deliveries are made twice a week. A customer can have the goods sent to his door if he is willing to wait until regular deliv- ery is made to his locality. The firm finds that it pays to be public spirited. something at every industrial function in Milwaukee to remind those present that Gross sells hardware. The store has a large exhibit at every building show for which Milwaukee is famous. It has booths at industrial fairs. Wher- Accordingly, there is ever you see men and women gather to view the signs of progress made by local enterprise, you see evidence of the progress of the Gross Co. The company sells on a budget basis. At the first of each year it takes the total of the previous year’s business, adds 10 per cent. and sets the sum as (Continued on page 58) Above Officers and Fred W. Green ‘Have You Tried We invite your inspection of our Sanitary method of packing. Factory always open to visitors. Our products are the best that science, the experience and Odessa - Bunny Club - Cream-O-Garden - Evergood Ionia - Radio and Little Boy Blue Brands? We pack Peas, Stringless Beans, Corn, Succotash, Red Kidney Beans and Lima Beans. latest improved machinery can produce. Sold Exclusively Through the Wholesale Grocery Trade. Since last season we have erect- ed and installed new buildings. Quality—better than ever. LAKE ODESSA CANNING COMPANY Lake Odessa, Michigan OFFICERS Walter A. Reed, Pres. & Gen. Mer. Alex Robertson, Vice Pres. Stilson V. MacLeod, Sec. & Treas. Earl F. Reed, Asst. Gen. Mer. DIRECTORS Howard C. Lawrence Fred A. Chapman 52 WILL NEVER BE FORGOTTEN. Reminiscences By One of Our Most Distinguished Women. On my way home from Cleveland vesterday morning the stateroom seem- ed a bit stuffy, so I rose about 5 o'clock and went on deck, where the water of Detroit River rippling away from the boat’s prow, the sound of signal bells and whistles, the wake of the two big sidewheels and, above all, the sight of the pilot at the wheel, awaked many memories of my youth and called sharply to mind my first meeting with a real author. It was when I was a green reporter on the Minneapolis Tribune. Samuel Clemens, better known as Mark Twain, was in towu, going to appear in com- pany with George W. Cable in a joint lecture engagement that evening. A reporter had sought an interview. For some reason Mr. Clemens declined to be interviewed. Perhaps he had been offended by something which had ap- peared on some previous visit. Any- way, he didn’t grant the interview— which caused premonitions at the city editor’s desk of a “scoop” by the rival paper. Suddenly the greenest reporter —the only woman on the staff—re- marked that she thought she could get the interview. This failed to appeal to anybody as a likelihood; nevertheless, I was given leave to try. Going to the West Hotel, I sent up my card with this written on it— “Would Mr. Clemens kindly grant an interview to a young woman who has had considerable experience as a Mis- sissippi River pilot?” This changed the situation. It was now “Mark Twain” who wanted to interview me. I’m sure he thought it a ruse, for his questions indicated a good-natured in- tention of eliciting some absurd answer. “Did you cabin in the texas?” “Yes, my father was captain of the boat; all the officers, of course. had quarters in- ’ the texas,’—which to the present gen- eration perhaps needs to be interpreted as the uppermost story of a steamboat just back of the pilot house. He made some reference to the hurricane deck —to see whether I thought it had any- thing to do with hurricanes. I passed this point safely. Still, the chances were I didn’t know a thing about navi- gating a steamboat. So, in the midst of what purported to be a reply to one of my questions about his Mississippi steamboat days, he said, “You know when two steamboats meet, the one going up stream always has the choice of sides,” to which statement I shook an astonished head. He laughed and said, “I give up.” And I told him that though I was a purely amateur pilot I had really taken our boat, The Viola, many times through the open span of Mississippi River bridges—“Even once the Keokuk bridge,” I said, “though with the hand of the real pilot hovering above the wheel.” Of course, this was in the days before the canal and locks did away with the dangerous rapids at this point. I added that we were liv- ing in Keokuk at that time, and that our family were guests on the first boat which passed through the canal. I got my interview, and I was no longer a “green” reporter, having suc- MICHIGAN ceeded where others had failed. I en- joyed this mysteriously won prestige for some time before condescending to disclose the personal advantage which in this instance I held over the rest of the staff. General A. B. Nettleson, afterwards Assistant Secretary of the Treasury, was owner of the Tribune. Colonel A. J. Blethen was editor and Albert Shaw was the editorial writer. He was a very young man to hold such a posi- tion, but his wide and exact knowledge of public affairs was extraordinary even at this time, long before anybody sus- pected he would become the founder and editor of the American Review of Reviews. He lived with his beautiful mother in Minneapolis—a very atten- TRADESMAN at that time a young man somewhat at odds with existing institutions. I can still hear his low growl, when something in the telegraph news didn’t please him, “A, I could drink hot blood!” I’m sure we wasted no par- ticular liking on each other and main- tained purely formal relations. How- ever, thirty years after, when I was testifying concerning Federal Meat In- spection before a Congressional Inves- tigating Committee in Washington, he came down from New York to report it. He called me “Carrie” and almost was I persuaded that here was a long lost friend of my youth. However, I didn’t call him Charles. His several books, especially “Why I am a So- cialist,”” and his latest one, “The Amer- es Rev. Caroline Bartlett Crane. tive and dutiful son. He was tall, slen- der, distinguished-looking, and in the occasional meetings of later years in New York and at his home in Has- tings-on-the-Hudson, [ have always thought that less than almost any person knew. I well remember looking at the very first issue of the American Re- view of Reviews in company with an editorial friend in Chicago—Rev. Jen- kin Lloyd Jones, editor of Unity. His regretful predict that this venture will perish early of too much excellence.” It did really appear too good to last but, thank goodness! it has lasted, and gives no signs of demise. Another member of the staff was Charles Edward Russell, since famous as a Socialist writer and speaker, and time had changed him I ever comment was: “I ican Orchestra and Theodore Thomas,” which won the 1927 Pulitzer prize, have made him widely known as an author. I was doing newspaper work after fininshing college merely because my father sternly objected to my purpose, formed when I was sixteen, of enter- ing the ministry. Upon my own re- quest, I was detailed to report a ser- mon each Sunday morning. I always chose one of the Unitarian churches either in Minneapolis or St. Paul. I thus formed valued friendships with Dr. Henry M. Simmons, Dr. William Channing Gannett (who afterwards or- dained me) and Dr. Samuel McChord Crothers, all of whom encouraged my girlhood purpose and helped me by giving direction to my reading and study. All were authors of books Forty-fifth Anniversary which I prize to this day. Dr. Gan- nett’s son, Lewis Stiles, born years afterwards, whom I knew when he was a baby in Rochester, New York, is now a brilliant writer for magazines of advanced political and social views. Dr. Crothers is widely known through his long connection with the Atlantic Monthly. Among his best known books are “The Gentle Reader,” “The Pardoner’s Wallet,’ “The Un. derstanding Heart.” It has been my privilege to meet Dr. Crothers at in- tervals through all the years since in 1894 he became pastor of the First Church (Unitarian) of Cambridge, Massachusetts. A more gentle, genial man I never knew. He died a few weeks ago; but the Atlantic comforts his many friends by announcing sev- eral more of his essays for posthumous publication. The last issue contains “The Worm Turns,” a contribution in his own whimsical, delightful and at the same time philosophic vein. This deals with the present Menckenian tendency to belittle and satirize the thoughts, actions and aspirations of “the average man.” Among other author-ministers whom I came to know in my youth were Dr. Robert Collyer, known as the black- smith--preacher, who was founder of the Church of the Unity in Chicago, where I spent some months in study and incidental newspaper writing. Dr. Collyer wrote several books of note. among which were “The Life That Now Is,” and his famous “Talks to Young Men.” He was already white- haired when I first knew him, almost gigantic in friend of young men and even a young woman—who wanted to preach. I have several letters from him, some of them written after I was ordained, in which, in quaint Yorkshire fashion, he addresses me as “Dear Lassie” and wants to know how I am getting along. He went from Chicago to be- come pastor of the Church of the Messiah in New York. As he grew old, he was made Pastor Emeritus and the Rev. John Haynes Holmes took active charge. Mr. Holmes developed radical tendencies which greatly dis- mayed many of his flock. But when they came to Dr. Collyer with com- plaints, he warned them, “Don’t you say anything against my boy.” I fancy he didn’t like it any better than they did, but he loved “his boy” and he wasn’t going to see him manacled. This reminds me of a story which Miss Jane Addams told me the last time I met her. They had been celebrating in Chicago the fiftieth anniversary of Unity, a progressive magazine founded by Rev. Jenkin Lloyd Jones and edited since his death by Mr. Holmes. Some- one asked him how it seemed to be always attacked for radicalism. “O.” said Mr. Holmes, “ I comfort myself by thinking of what people will say to my grandchildren. ‘Your grandfather was a fine man,—but a bit too con- servative, I fear’”’ Dr. Holmes has much of literary achievement to his credit, but nothing more beautiful and penetrating than the “Life and Letters of Robert Collyer.” Other preachers, eminent also as writers, whom I came to know in the stature, a wonderfui REN — fb oe : soe Ng fire ans Leica Forty-fifth Anniversary MICHIGAN TRADESMAN 53 | , By iA a Every Meal Eat : HEKMAN S @ Cookie-Cakes and Crackers 8 —<$ oe — i \enaeiiinnesemeeed yy HEKMAN Crackers appetizing, fresh, COM curse 7 { | an Piscuit (0 Grand Rapids,Mich. ft i ih 54 early days of my ministry were Edward Everett Hale, John White Chadwick and Dr. James Martineau, the great English divine and recognized in that country as the leading philosopher of his day, although I grieved to find that in America, outside of Unitarian cir- cles, he seemed to be best known as “the brother of Harriet Martineau.” Dr. Hale was pastor of the South Congregational church (Unitarian) of 30ston; a very tall, cadeverous figure, a deep resonant voice, and one of the most benevolent faces I ever beheld. He had many peculiarities, including, it is alleged, making the crosses to his t’s and dots of his i’s first, before he made the letters themselves. He was a most eloquent preacher, also a vol- uminous writer, the list including nearly seventy titles. That great Amer- “The Man Without a Country,” is his best known _ book, having such an air of versimilitude that it is still popularly accounted as a rec- ord of fact. “My Double and How He ‘™Indid Me” is almost as well known. I was once honored by an invitation to occupy Dr. Hale’s pupit, and after- wards he sent me two dozen auto- graphed copies of “The Man Without a Country” which our church tied up in tissue and red, white and blue rib- bons and sold to help support our in- ican classic, stitutional work. John White Chadwick, for forty years pastor of the Second Unitarian church, Brooklyn, was a preacher, poet and author of fine prose. It was my happy lot to know Dr. and Mrs. Chad- wick very well, and to continue the friendship, since his death, with Mrs. Chedwick, one of the truly finest spirits of this world. His “Origin and Des- tiny” and “The Power of An Endless Life,” as well as his ethically inspiring poems, deserve to be in the library of the present generation. When England the first ‘ime, in the 1890’s, I preached for Rev. Philip Higginson in Manchester. He uncle about it, the uncle happening to be the great Dr. James Martineau whose “Seat of Authority in Religion” and “Endeavors After the Christian Life” influence me more than any other two books I had ever read. I was in wrote his 't had been a great disappointment to “nd he was not at his London home. \s I was about to leave for the Con- tnent, Dr. Higginson forwarded me a Istter received from Dr. Martineau, “If your Miss Bartlett should chance to be coming to the north of Scotland (his summer home) I would be glad to have her pay us a visit.” I had already “done” my tour of Scotland, but that didn’t matter in the least. As soon as letters could be ex- changed, my cousin and I took the train to Aviemore. I knew that Dr. Martineau was well past ninety. Imag- ine my astonishment, on being dropped at the lonely little station, to see a man, more than slightly suggesting Andrew Jackson in figure and physiog- nomy, approach us briskly, to intro- duce himself as Mr. Martineau, seize our hand luggage and after ensconcing us on the back seat of the trap, drive the five miles to his isolated lodge— os if it were all in the day’s work. I expected him to disappear for a season aying, MICHIGAN TRADESMAN of rest after he had presented us to his two elderly daughters who, though spinsters, wore lace caps and were each called “Mrs. Martineau’ after the nice English fashion. (I am not now re- ferring to the caps.) But Dr. Marti- neau was too interested in “something new under the sun” to care to rest. What about women ministers, any- way? How many of us were there in America? What were they (the others) like? Could they really preach? Did I think there would be more? etc., etc. Fortunately I had brought with me the photographs of about a dozen of my women-preacher friends, including Mrs. Julia Ward Howe, president of the Women’s Ministerial Association, of whom of course he knew. Evidently he thought well enough of our looks, for he said with evident relief that “you would never take them for min- isters at all’ My week-end visit with the Martineaus where the night never grew quite dark between the sunset and sunrise, was a never-to-be-forgot- ten privilege. When we left for Lon- don he said, “God bless you! If you ever return to London when I am home I shall want to hear you preach.” Just think of that! When, upon the death of this great man a year or so later, an appeal was made for his let- ters. I was glad and proud indeed to have two to loan the editor who was writing his “Life.” I have spoken of Mrs. Julia Ward Howe. She was a lady of high degree whose elevated eyebrows and Bos- tonese speech might give the impres- sion of disdain of common mortals. But that would be a wrong imprssion. She had her gifted husband, Samuel Gridley Howe (who died long hefore I knew her) were the center of the highest culture and the most forward- looking philanthropy and_ reform. Leaders in the anti-slavery movement, in the struggle for Greek freedom, in the work of educating the deaf, dumb, blind (Laura Bridgman was Dr. Howe's first pupil), in the pioneer movement for woman’s education and woman’s rights, Mrs. a Uni- faith, welcomed the advent of women into the ministry, invited them to be her house-guests when the great Unitarian “May Meetings” were held annually in Boston, and Howe, tarian in when a Woman’s Ministerial Association was formed, became quite naturally our loved and revered president up to the time of her death. While never for- mally ordained, she not infrequently preached in Unitarian and other pul- pits, and thus lent the lustre of her name to our ranks. Mrs. Howe was president of the Boston Authors’ Club from its foun- dation in 1899. She was the author widely-read books. Her lyrical poems, infused with much re- ligious feeling, are, I feel, her best work. The world-famous “Battle Hymn of the Republic,” written early in the civil war after visiting some of the camps, was sung by the soldiers as an aid to victory. Mrs. Howe lived to be ninety-one years of age, and re- tained her health and mental ability almost to the last. To have known her, to have been a guest in her home, to have enjoyed fellowship with her as an of several elder sister in the ministry, was a dearly-prized privilege which grows with the perspective of the passing years. Caroline Bartlett Crane. [Copyrighted, 1928.] —_—__2 +> Advice of Federal Government To Retail Grocers. Irregularity of service is one of the most annoying things to customers. To be greeted one day in one way and differently on another; to get goods on time one week and irregularly the next week; to get correct bills sometimes and incorrect bills other times keeps the customer in too much uncertainty as to what will happen. Regular cus- tomers are always won and kept by a certain quality or standard of service which they expect all the time. To serve his trade well, the grocer seeks to keep the quality of all his services at the same high level all the time. The general level of service given by a store largely determines the class of people whom the store will be success- ful in attracting and holding. A store rendering the highest grade of service and carrying appropriate goods will at- tract those who want the best in ser- vice and goods, but will hold them only so long as goods and service are best. A store with ordinary service and goods will attract and hold only those customers who do not object to that kind of service and are satisfied with ordinary goods. Customers are per- manently attracted to a store only as a result of finding service and goods satisfactory according to their own ideas of these things. Once they are satisfied the problem of keeping them satisfied by maintaining the store ser- vice and merchandise at that point be- comes the primary managerial prob- lem for the merchant. Changes in the quality of service usually means the loss of many of those customers who were satisfied with the service they had been getting. Those who demand high-grade service will stop trading with a store as soon as its service drops below that I®vel. Those satisfied with ordinary service may be lost if the service is too much improved in ways which they do not like. The methods of the high-grade stores are not usually pleasing to those who like the free and easy ways of a lower grade of service. A store may put on too many airs; the salespeople may be too stuck up, the store may be considered too highfalutin for those who pride themselves on being just plain, common people, so they often will not long continue to trade at a store which they think has become too high-toned. The grocer carefully notes just what pleases the customers whose trade he has because of the satisfactory service and goods they get from him. He seeks to give these customers greater satisfaction than they can get else- where. But the standard of his cus- tomers controls, not the standards of some other group of customers or of some other store. In other words, he does not give high-grade service when compared with a high-grade store, but he does give high-grade service when compared with what his customers want. He seeks to serve his group of Forty-fifth Anniversary customers better than they can be served elsewhere, so he studies to learn what pleases them and seeks to keep his store, as a whole, at that point. Having learned largely through ex- perience just what his customers want, and through experience learned how to please them, the grocer makes every effort to see that his store continues to please them. There are certain diffi- cult problems connected with maintain- ing the quality of service and goods: 1. Customers’ standards change; 2. Customers change; 3. Store employes change; 4. Store employes often fall down on their jobs. The mass of customers trading at any grocrey store is probably slowly and surely changing its standards cf living and comfort. As people learn more about new foods, about diet, and about sanitation, and as they get the money to buy a wider variety of more attractive, wholesome, sanitary food, they ask for these at the grocery store. As they learn more about pleasant ways of dealing with people, and be- come interested in being kindly and considerate, they want those who deal with them to act in more kindly, con- siderate, and pleasant ways. As they learn through experience how to use the telephone better, they expect the store telephone service to be improved. As they come to manage their homes better, they ask that the store manage better, that deliveries be sent as order- ed, and that articles arrive undamaged. In other words, as the mass of cus- tomers come to have what are known as higher standards cf living, the gro- cer who wants to hold the trade of these customers improves his service and carries a wider variety and better grade of goods in conformity to the rising standards of these customers, knowing that if he does not they will buy from some store which suits them better. Of course, it is impossible for a store to kep pace with the changing stand- Some cus- tomers raise their standards very rap- idly; some few make practically no change; others progress at a moderate pace. Those customers who demand better service and goods change to an- other store; those who make no change stay with their old store as long as possible; those who progress at a mod- erate rate are often the ones with whom the grocer seeks to keep pace. The grocer needs know only that there are enough people in the social group which he wants to reach and keep to make its trade worth while getting and holding. If he thinks wise, he can try to get the trade of the group having the highest standards; if not, then of the conservatives or even of the moderate progressives. But what- ever group he tries to serve must be served as they will be served and their standards must be maintained by the store. ards of all its customers. 22> ___ Dr. Clarke, a well--known Irish theo- logian, was an early riser. A young preacher wanted the doctor to tell him how he managed to do it. “Do you pray about it?” he asked. ‘“No,” said ~ Dr, Clarke, “I get up.” ea MICHIGAN TRADESMAN 55 Forty-fifth Anniversary New Era for Independent Merchant HE resourcefulness of action of the indi- vidual merchant will always go far toward offsetting the apparent advantage of large-scale operations of the more complicated organiza- tions, whose overhead is so much greater than that of the independent merchant that it pre- cludes the idea that it ean handle goods of stan- dard values at much if any lower prices than the regular merchant. The merchant who refuses to consider the changing order of things by so shaping his busi- ness policy as to meet existing conditions and overcome apparent obstacles must give ground to his more efficient competitor, but the independ- ent business man with reasonable capacity, who is willing to utilize new methods and take ad- vantage of new conditions, has a greater oppor- tunity to-day than ever before. The independent merchant who functions in- telligently as purchasing agent for his commun- ity has a distinct opportunity to render a real social service. To meet these requirements he must keep his stock complete, so as to meet any reasonable demand. He must keep his store clean and inviting, carefully train his clerks to meet the trade with cheerfulness and diplomacy, establish pleasant reciprocal relations with his customers, carefully avoid too liberal extensions of credit, have a good understanding with every credit cus- W. L. GRAHAM M. J. KILEY - J. E. HEFFRON Vv. G. SNYDER A. UPTON - L. L. TAYLOR H. E. DEWEY C. VAN HOUTUM E. J. COVELL EMERY M. JOHNSON - Grand Rapids CLYDE E. RICHARDS tomer before he parts with his goods exactly when the obligations will be liquidated, and con- fine his purchases to one house, so far as possible, so as to make his patronage of sufficient value to the jobber to justify the latter in assisting the retailer to face and surmount the difficulties which now confront them. Of course, this involves prompt payments by the retailer. We both have mutual obligations to maintain. We shall be glad to try conclusions with any merchant in the hardware line who would like to determine the extent of the co-operation we ‘an afford him, providing he co-operates with us to the extent of his ability. All we ask is an alliance of this kind covering the period of a single year. In the nature of things we cannot do so well by a merchant who treats us as a con- venience as we can by one who concentrates the major portion of his trade with one (our) house, thus demonstrating that he has absolute confi- dence in our ability to serve him well and faith- fully and believes in the letter and spirit of the co-operation we are able to give him when he makes it an object for us to do so. We feel no hesitation in making this suggestion, because every merchant who has adopted this system is loud in praise of its advantages and the added profit it brings him. The following are our standard bearers: - Kalamazoo - Detroit - Grand Rapids Grand Rapids - Cadillac - Petoskey - Lansing = - Alma - Grand Rapids “ Yale, Mich. MICHIGAN HARDWARE COMPANY Largest Wholesale Hardware House in Western Michigan GRAND RAPIDS, MICHIGAN 56 THE LITTLE MAN IN BUSINESS Leading Business Expert Sees Hope for Him. The sea has been full of scares for small fish ever since the vasty deep held any life at all. Alarm is the small creature’s chronic state of mind and, of course, this alarm has been the main factor in progress. This philosophy, applied to the small man in business, may be Spartan, but it is as unavoid- able and creative in economics as in biology. In decades past, when the small re- tailer had sunk into lassitude, the de- partment store leviathan came active- ly upon the scene. The little fish at once began to shiver with alarm, to cry “trusts” and worse, but at the same time to raise his own standards of service. By the time he had learned to exist side by side with department stores, the mail order leviathan swam ominously into his ken in 1910, and he There were actually catalogue-burning parties in public squares and legislation to tie the fins of this new big fish. But though the mail order monster grew larger and calmly devoured many littie fish, the net result was another sub- stantial rise in the level of retail pub- was more alarmed than ever. lic service, while there was certainly no marked catastrophe to small fish. The number of those entering the retail field went on undiminished, faster than the growth of the population. Then came quickly, in succession, two more kinds of sea monsters, not in pairs but in formidable schools; first, in 1921, the house-to-house can- vassing firms and, second, the chain stores; the latter literally sweeping the land and frankly avid to eat as many little fish as possible. Once more the result has been, not to exterminate the small fish but to shape him creatively. The present day retailer is astounding- ly more efficient than his predecessor, as one may note occasionally in vil- lages where some old, fossilized, fiy- ridden relic lives on. The chain store is so large a fish that nothing in retailing is quite the same since his arrival. Still the small fish are far from being exterminated. America supports to-day one independ- ent retail grocery store for every sixty- three families, a larger number than before the chain store era. There is one grocery chain unit for every 164 families. In some cities these chain units have from 60 to 70 per cent. of the trade; but a recent survey of forty cities shows the grocery chains still doing only 38 per cent. of the volume of business. Taking the country as a whole, the chain stores of all types have 12 per cent. of the total retail business. It is true, however, that the chain organizations are increasing their busi- ness by leaps and bounds. To deplore this as a threat to the happy inde- pendence of the small man is to ignore the fact that the small man’s lot was never very happy. The census shows, for instance, that in the grocery field (where the chain stores have lately made the strongest gains) more than one-fourth of the independents do less than $5,000 a year volume, which MICHIGAN means the merest pittance as a living, since the averag net profit is only 3 per cent. This condition of the small retailer cannot fairly be charged entirely to big business competition, for the situation was even worse be- fore the big chain store swam into the pond. Years ago it was a widespread condition for thousands of small gro- cers to be economic peons to whole- precarious salers who had = advanced’ cash and credit to set them up in business. These creditor whole- salers forced the small man to take whatever stock they thought best and he was therefore chronically insolvent and unscientifically stocked with goods. He was a complete vassal; indeed, far too weak a business man to cope at all with the chain store when it opened up next door to him. To-day, however, the independent retailer does not belie his name; he is far more efficient. The weak ones were forced out long ago, and even though 50 per cent. of the grocers in eleven cities surveyed by the Govern- ment do less than $10,000 a year each, they are not the unbusinesslike weak- lings of former years. Still many small men in all branches of retailing are wondering what their future may be. They have lately seen the total number of chain store units of all kinds mount to about 100,000, representing about 4,500 chain organ- izations. During 1927 they saw over $100,000,000 in new money invested in chain stores Can they expect to live at all in waters where the big fish are thus constantly growing bigger? The truth appears to be that the so- called big fish do not really eat the small fish, for they are themselves nothing but remarkably organized schools of small fish. Any small fish entering such a school may at any time leave it. Very often he does, set- ting up in business for himself, im- mensely enriched in economic possi- bility because of his training in the school. One of the most remarkable and little-noted results of our era of large scale business has been to pro- vide training schools for small business men; and, more lately, actually to in- stitute units of small business within the large scale organization. Instead of being worsted by big busi- ness, the ordinary man in its ranks has more opportunity to rise, more power, more financial participation and more dignity of function and responsi- bility. Also the small business man, trained under large scale discipline and setting up shop for himself, may be- come the most formidable of all com- petitors of large scale business. Of course, the inefficient, stubbornly individualistic small man is only a her- ring in a school of whales and is most certainly doomed. The average life of the grocer in business has been from five to ten years, and ninty-five out of every hundred have failed. But note how small a part the bugaboo of com- petition plays in such failures. The credit manager of a large Western wholesale grocery firm a few years ago studied five hundred grocery fail- ures closely and found three groups of handicaps responsible. To account TRADESMAN Forty-fifth Anniversary Corduroy Tires MILEAGE RIDING COMFORT GOOD LOOKS CORDUROY TIRE COMPANY GRAND RAPIDS, 2: 2: MICHIGAN La Valla Rosa Cigars Selected Leaves Made in four sizes—10c up Ever increasing in popularity Whaleback .. 8c Mild, Mellow, Fragrant Charles The Eighth . . §c Sweet, Mild Flavor Manufactured by THE VANDEN BERGE CIGAR CO. 1055-1059 East Fulton St. Grand Rapids, Michigan GRAND RAPIDS PAPER BOX Co. Manufacturers of SET UP and FOLDING PAPER BOXES SPECIAL DIE CUTTING & MOUNTING. G R AN D RA PriI.»P 8 M1 Cc H IGAN Forty-fifth Anniversary MICHIGAN TRADESMAN 57 for 65 per cent. of the failures there were the beginners’ handicaps, includ- ing chiefly lack of capital or incom- petence. The second group, accounting for 18 per cent. of the failures, con- sisted of competition and other factors and risks, such as fire, flood. sickness, death, robbery. But here it is signifi- cant indeed to note that competition, usually feared most, shrank under cool analysis to but 1.4 per cent—little more than one-third as threatening a factor as storm, flood or fire or as sickness and death. The third group ot failures came from character-break- down, 17 per cent.; consisting of fraud, neglect, personal extravagance. specu- lation, intemperance. The conclusion is inevitable from these facts that if the small man’s en- terprise is entered upon with mod- erately adequate capital and experi- ence, with good character and wise in- surance against calamity, it has excel- lent chances of success. With credit and insurance facilities such as are available to-day, the only elements of uncertainty are experience and_ char- acter; elements which no one but the small man can provide. Granting the character, how is he to gain the ex- perience? Large scale business has provided the answer; he can train un- der big business for a time and then paddle his own canoe. Many of the great chain firms have provided schools with high priced directing heads who meticulously drill their store managers in the basic principles of retailing suc- cess. The old time corner grocery hardly knew turnover from a sugar scoop; but the live young man who has push- ed his way up to the position of store manager of a chain unit makes turn- over a religion and a science. Soon he marries and chafes at the limits of his career as a chain man, saves money and buys an*independent grocery store. He then virtually turns it into a chain store in appearance and method. Often he takes away with him many of the chain store’s customers. These break- aways are of two types, of course: first, the superior type, the born mer- chant, who makes a splendid retailer after the chain store experience; and second, the over-ambitious upstart who is always looking for a raise and quits in a huff when he is rebuffed. The lat- ter has neither the balance nor the bent necessary for operating a suc- cessful store of his own and he is soon back again after his old job. This process has been winnowing out the good men from among chain store managers, while the growth of new chains is at the same time increas- ing the demand for managers. The consequence is that highly capable men are growing more scarce and (not to pass by the ugly truth) there has been an increase of dishonesty — incorrect addition, purchase frauds from store door delivery, ete. This is why the chains admit that managers are 90 per cent. of their worry; there is an ap- parent man-failure staring them in the face. The chain system is perfected, but the vital human unit is needed and difficult to obtain. Two examples may be illuminating. Jim was a chain store manager, who a vear ago confided to me that he would open store for himself. He was once an independent retailer, but al- though his customer liked him he never seemed able to make a decent living or to be free from serious financial worry. He took a job with a chain and in six months was manager. Freed from financial worry and drilled by the “system,” he became a particularly capable store manager. He is of that blue-eyed Irish type which many chains claim to be the best. He has a family and knows family needs. The women like his kindly, helpful, per- sonal service. He has now mastered his early failings, and his new individ- ual venture combines all the “snap” of a chain ynit with all the convenience and personality of an independent store. He is a success. 3ut not so Walter, the drug chain clerk I know in a Long Island village, who set up his own drug store after quitting the chain when he married. He has grown fat and careless; his store is untidy; there is no inspector or store manager to act as drill ser- geant. He was a fairly live youngster two or three years ago under the stimulation of chain sales lectures, point system contests and the “spoot- ing” of his fellow clerks, but he thought the store ought to raise his salary just because he married and he quit when refused. Now he is letting his wife wait on most of the customers—with a baby on her arm sometimes—while he spends too much time talking with salesmen who oversell him. I give him but six months more life as a retailer. Men who have not the general range of a born merchant’s qualities, includ- ing the rather opposite qualities of cau- tion and analysis, aggressiveness and sociability, do much better to remain employes. Nevertheless, in an era of increasing prosperity, when the price cut—so specialized in by the chain stores of a decade past—weighs less and less in consumers’ eyes and ser- vice and personal interest weigh more and more, the small man, instead of being trodden under foot by big busi ness, may inflict the sorest wound re- ceived by the chain store Goliath. He may “up and leave’, and become a prosperous competitor in the neighbor- hood. Even against the department store Goliath—which E. A. Filene predicts will develop into corporations includ- ing a hundred or more great stores— the small specialty shops have been able to hold their own. Discriminating, well-to-do folk like them. The em- ployes of retailing firms are far more likely to set up as small business peo- ple than the employes of a manufac- turer or wholesaler, because they re- quire less capital. If anything, the small specialized shop has gained in prestige in recent years. The small man’s star of destiny has moved upward in still another way. Some types of large-scale business, operating chains or field organizations upon whose skill and energy the profits depend, are learning that the supreme strategy of man-managemient is to give the local managers the particular stim- ulus, pride and responsibility which the small man feels when everything ‘s OR results never before obtained in combating household insect pests, use Tanglefoot Spray. It gets them all, and kills forever. Tanglefoot Spray is the most powerful andeffective general insecticide that can safely be used indoors under all conditions. It harms nothing but insects. Tanglefoot quality costs no more than inferior substi- tutes. For killing flies, moths, mosquitoes, roaches, bedbugs, ants and fleas it is unsurpassed. Good dealers near you sell it. N THE TANGLEFOOT COMPANY Grand Rapids, Michigan ane “<¢ 0-309 : ~~ ¥, GMa \ / 58 “up to him” and when he operates vir- tually his own business, with his own financial investment involved. How effective this policy has been is seen in the case of several well-known chains, operated on variations of the principle of making local store man- agers actual financial partners, with shares purchased from earnings, with a wide scope of authority and the privilege of training others to open other stores and keep an ownership in- terest. Such managers give to their task that extra value which men give property and money are at They are em- ployes, it is true, but it is equally true that they are owners and general man- only when their own stake. agers. There are two other significant de- velopments among small business men. One is, the hand-to-mouth buying habit, which has so grieved the whole- saler manufacturer, who once habitually oversold retailers and by this means held them in bondage. The small man has rightfully shunted back the source of manufacture and nearer to and to strongr hands than his those risks of business not properly belong- ing to him, under which he once stag- gered and so often was crushed. On the other hand, many independ- relinquishing their ancient suzerainty in favor of ents are individualistic co-operation in their struggle to hold their own. They are entering into of- fensive and defensive alliances with each other. It is not uncommon in American business for local or Na- tional trade associations composed of the “little fellows” to inaugurate group buying, selling or advertising, with the large scale firms in the industry not included. They cannot individually buy or advertise so advantageously as the large firm, so they do it collectively. In a particular sense, therefore, we must admit that the small man has already passed. There is hardly any place for him if he is untrained and being completely isolated, and “on his own.” The small man to-day is either drawing very heavily upon organized knowledge to keep afloat and voluntarily limiting his individuality or else he is actually operating in part as a group member. Only those who resist blindly the in- evitable economic tendency need fear the recent growth of Nationally in- tegrated organizations. No matter how individualistic he may be, the wise man perceives that large scale enterprise means greater economy, service and safety, and that he must find his level within it. Indeed, the whole history of business indicates this process. The small man in business is the cell in the body politic and his health will always be essential to the health of the organism; but, as in the case of the cells in the healthy body, his work must be co-ordinated and func- tionalized And to those who are now crying out against the fate of the small retailer in conflict with big busi- ness chains, I suggest the following: Compare in your own community the home, the cars, the radio, and the gen- eral living conditions of to-day’s chain store manager—who is also part owner insists on non-co-operative business MICHIGAN TRADESMAN —with the living conditions of his pre- decessor, the small proprietor of an independent store, who often lived in penury above it and called upon wife and children to wait on customers. To-day the chain store’s hired clerk can live at least as well as could the average small proprietor himself in those earlier days of the small man’s “business independence.” J. George Frederick. [Copyrighted, 1928, by North American Review]. ———__.+.___ There’s Cash in Your Ideas. Large fortunes have been made out of the word, “proprietaries.” The word means that the owner of the article is the proprietor or the owner of a trade marked article or line of merchandise. Anyone can buy talcum powder and season it with scents but Mennen and Colgate, proprietors of two standard trade-marked talcum powders, worry very little about the 247 other known brands. Every once in a while a bright young man or a. bright young woman stumbles on to something that works wonders. By a little persuasion they induce their friends to try the same article. If these new users report favorably you may have in your grasp the makings of a successful business and one which will call for a trifling investment of money plus a whole lot of head work and foot work on your part. The first thing to do is to assure yourself that you are going to enter a non-competitive field—that you have in your possession something that does something different from anything that has ever before been offered in pack- age form. Nu-Skin and Dioxygen will illustrate my point. When a bright young man took collodion, put it in a bottle and called it Nu-Skin he did the public a service, for it brought the attention of thousands of people to a useful prep- aration of which, previously, they had no knowledge. The man who took peroxide of hy- drogen and labeled it Dioxygen did the same thing. In these cases and many others the proprietors of trademarks made it convenient for the public to buy these articles and through their advertising create many new users for the products. It takes but a very simple thing on which to found a busi- ness built around a proprietary. First choose for your trade-mark a name that any school child can pro- nounce; then select a symbol or illus- tration. Having chosen your name, you will find scores of box, can and bottle makers eager to co-operate, for these men have learned that it is good business to encourage new ideas, as they have seen their biggest accounts grow from small beginnings. Then search about and you will have no trouble in soon finding businesses that make any article for the drug or toilet articles trade exactly in accordance with your formula. Some are equipped to fill your packages, and even go so far as to ship goods for you, and, for a slight commission, do the billing and collecting. All this mean s that you do not have to worry about a factory, book-keeping, shipping or anything else that goes to make up a payroll. A gross, 144 packages, is often enough with which to start a pro- prietary business. Now that you have the goods in a beautiful package you have really start- ed in business. But no one is going to come and snatch the goods from you. Go to the buyers of retail stores; tell them of the virtues you claim for your article; per- suade them to use it personally, and to get them to agree to show it in their stores, and to talk about it. You will do all the gambling your- self and trust to the goods to bring home the money. Show confidence in what you have to sell when you are offering a new article by letting the man, who is going to give you space on his counters, have the goods with the understanding that he will not have to pay for them unless he can sell them. John Daley. —_+-.____ Learned From a Customer. “Twenty years ago I learned some- thing that I never have forgotten,” said Dave, an old-time grocer, “and I want to tell you about it. You know you can always make mistakes, the trick is not to make the same mistake twice. I have never forgotten one les- son I learned. “TI was down at the store a little late one evening when in comes one of our best customers, a Mrs. Puttman. She lived in a big stone house, up on the ridgt. In comes Mrs. Puttman for two pounds of lump sugar. I had the bag pretty near full and I noticed the scales weighed an ounce over two pounds, so I started taking out a few lumps of sugar to balance up the scale, when Mrs. Puttman shouts right out: “*Took here, Dave, what are you doing? Why make yourself so cheap in front of a customer; suppose you do lose a cent, isn’t that better than to lose the good will of those who trade at your store?’ “Of course, Mrs. Puttman wouldn’t have spoken that way to me had we not known each other from childhood. But it sure did teach me a lesson, and from that day to this I have never taken anything off a scale once it was weighed before a customer. I now reverse the order by weighing less than the even pound, and then add the extra ounce or so, as though it were for good measure.” ——_»-2>___ Bread as a Business Getter. Bread, so often called the staff of life, is one of the most often called for articles in your store. And therefore its presence is taken for granted. How- ever, it can be used as a basis for more sales. As you know, profit on bread is very little, often none at all. But by suggesting various things that can be eaten with bread, sales can be increas- ed. When you sell a loaf of bread suggest jam, butter, a spread, etc. Pay more attention to your bread sales. It is one of the few articles that can be eaten with any kind of food. —~+-.>—__ A poor nut can sink a business as well as a ship. Forty-fifth Anniversary INDEPENDENT BEATS CHAIN (Continued from page 51) the quota for the coming year. That quota is divided into twelve parts for each month. Each month’s quota is then divided into as many parts as there are departments. Then each departmental quota is divided into as many parts as there are clerks in the section. Thus every sales person has a quota for the month, and the year. “You are being paid a salary,” the firm tells its employes, “but we are go- ing to make it possible for you to earn more than your salary if you earn for us more than we are paying you to earn. We will pay you 3 per cent. on everything you sell above your yearly quota. If you sell $500 more than your quota in January, we pay you $15 in addition to your salary. Each month thereafter we will do the same, except that if you fall below your quota any one month, you must exceed your quota by that amount during some succeeding month before you earn fur- ther bonus.” Nearly 200 alert, efficient men and women are on the payroll—Ruel Mc- Daniel in Forbes Magaine. —_+++___ Selling Eggs To Keep Out of Trouble. “Fresh” eggs mean fresh when used to describe the quality of eggs sold in Pennsylvania. This is the timely warning to egg dealers issued by the State Bureau of Foods and Chemistry. This is the time of the year the Bureau states when certain cold storage eggs come on the market as “fresh” without any labeling to show how long they have been in storage or just what their character or quality might be, resulting in sales of such eggs as “fresh” when, in fact, many of them are far from being in this desired prime condition. The persons responsible for selling cold storage eggs in crates not prop- erly marked for resale by dealers in the same crates, are the ones responsi- ble for failure to meet the require- ments, according to officials. The law specifically requires that all packages in which cold storage eggs are offered for sale, be marked accordingly. Any person or dealer who buys crated cold storage eggs, properly marked and re- packs them in cartons for resale by local grocers, is required to label such cartons accordingly. It is found that many cold storage eggs which have been shipped by the original ship- pers from warehouses in crates prop- erly marked, find their way into small- er containers and specially prepared cartons which are sold by the retail trade without any attempt to relabel such eggs, as required by the law. Such sales are unlawful and when the Department finds eggs sold under such conditions the dealers are held re- sponsible. ——_»+>———_ Extra Items With Specials. E. T. Jones, an Arkansas grocer, sells extra items with his specials. He says, “When we have a special I find another item in stock to match the special. For example, we had a special on cheese the other day. I put up a nice display of canned pimentos on the checking counter, and sold out our en- tire supply along with the special.” Pee erie gee ees i ee Forty-fifth Anniversary MICHIGAN TRADESMAN 59 I\“‘SSS a > ~< ) |. - a = # LZ Essential Services wee | j Important States | \ : By Metroland ri i — Commonwealth Power Cor = vy csi gincvetys eather N Yj 8 csc than s4forigu counties. 2A COMMONWEALTH oe: \ POWER Y CORPORATION bo Za 77 60 FIX THEIR OWN SALARIES. Latitude Accorded Traveling Repre- sentatives of Rubber Manufacturer. Of the several phases of our busi- ness policy that are considered unusual our allowing our salesmen to fix their own salaries probably excites the most Our salesmen are rather And it is one of the most comment. proud of it. satisfactory policies we subscribe to. I don’t mean to say that it would be a good thing for every manufacturer to allow his salesmen to fix their sal- aries, or that it would be a good policy to adopt without due preparation. In our case it is a natural outcome of previous practices. Naturally, our en- tire policy has had a great deal to do with our growth, and I can say that allowing our salesmen to fix their sal- aries has been one of many contribut- ing factors in reducing our sales force from twenty-four salesmen to ten, dur- ing the last seven years, and increas- ing our business to a most satisfactory extent. About seven years ago we decided to confine our distribution entirely to the wholesale channel. This naturally required fewer men and it necessitated a larger volume for every man. In our business it is not practicable to pay commissions. We have always paid salaries, but for ten years our salesmen have shared our profits. Our men are of the highest type and every man has a specific territory in which he is boss. He looks after all of our business in- terests in his territory, and he serves the organization in several activities besides selling. Therefore, we hold that he should be paid according to his value, and not solely on the basis of the volume of orders he takes. Many manufacturers are represented in much the same way and I am sure that they are continually puzzled in de- termining just what to pay their men. With us, when we employed a new man, it was always something like a game of poker. We wanted to get good men and we wanted to employ them at as low a figure as possible within reason. When a man applied his mind was active in getting as much as.he could and our thought was con- centrated on employing him as reason- ably as seemed right, and the outcome was never entirely satisfactory. Then, after a man had found a place on our force and made good, it was always a problem as to when and how much to raise his salary. If a new man went into a territory that was already developed, and if he increased the business, we were ‘puzzled to know how much of the increase was due to the salesman’s efforts and how much to the various promotional programs we carried on. When a man asked for more money we immediately began to counteract his argument by setting forth how much the office had done to develop his territory and how easy it was for him to sell goods of high quality. Naturally, this sort of thing was not satisfactory, either to the salesman or the office, and there was always more or less of an undercurrent of misunder- standing. Always in the back of my gmind, when I was talking to a sales- MICHIGAN TRADESMAN dissatisfied, was a thought as to the possibility of the Also, under the circumstances, I was always thinking man who was man’s quitting us. about where [ could get a good man to take the place of a good salesman who left us. Therefore, we stood for raises inany times merely because [ did not want to break in new men. In other words, not infrequently our sales- men forced our hand on a basis of meeting competition, and not accord- ing to the value of the service of the men. After going through this unpleas- ant experience in employing men, and repeating it at least once a year with most of the members of the sales force, | grew tired of it. Among other pro- gressive measures we had adopted the practice of allowing all of our cus- tomers to adjust their own complaints. For several years this policy had been very satsfactory; then one day in talk- ing to an applicant it occurred to me to use the same principle in the em- ployment of the salesman. That was about three years ago. The applicant was qualified in every way, I thought, to represent our company. After a long talk with him, I told him that he was employed as far as we were con- cerned, and that he should come to the factory for instruction. He replied that he was thoroughly sold on the company and would like to work for us, but that he would like to have a definite agreement as to his salary. My reply was that he could fix his own salary. I explained our policy regard- ing customers’ complaints and told him that he could go ahead and name any salary he was convinced he was worth and that we would pay it. “Money doesn’t grow on trees here, of course,’ I continued. ‘You have a certain amount of profitable business established in the territory you are go- ing to take over. This business is valuable to us, and it must be taken care of and developed. Although we think you are qualified to do the job for us, we know comparatively little about you. Either you are a worker or a loafer, and either you have the ability and intelligence to carry on our business in the way we want, or you have not. You know more about yourself and your ability than anyone in the world. You have an idea of what you are worth to this company, and we believe your estimate will be more nearly accurate than our own. Therefore, name your own sal- ary and we will try you out at that figure. If you are not worth what you say you are, we will ask your resigna- tion. If you are worth it, we know that you will prove it. And when you are worth more, come and tell us what you think you are worth and we will give you the raise on the same basis of business proving up or quitting.” Well, the chap looked very much puzzled and replied that he came in with a definite figure in mind, but that my proposition was so unusual that he wanted a few days to think it over. As far as I was concerned, the man was hired and I told him so. He came back in a few days, said that he had spent many hours in very carefully estimating his value, and that he had concluded that he was worth three hundred and fifty dollars a month to the company. He went out and made good at that figure, and at the end of the first year he asked for four hun- dred a month and got it. He is still making good and his earnings will con- tinue to increase. A few months later I tried it out on another man. He asked for a rea- sonable figure and he made good. Then we thought it was only fair to allow all of our salesmen to fix their salaries and put the proposition up to them; and I don’t believe a sales force ever did so much heavy thinking as our men did during the next two or three days. Some of them continued at the salaries we were paying them. Several asked for raises and they got them. Since then we have had no trouble in adjusting the remuneration of our sales force. Quite naturally, most of the men were rather proud of the fact that they actually fixed their own salaries. Some of them boasted a little to their cus- tomers and the policy was so unusual that some of the customers thought it was plain bunk. Not long ago one of these customers told me that he had accused one of our salesmen of spiffing him when the man mentioned a bit proudly that he set his own salary. In reply ,the salesman assured him that it was a fact that it was “one hell of a job for the salesman.” Even in extreme cases, the practice has worked admirably. One of our men has a very ambitious wife. She has always wanted him to earn more money, and it was due to her urging, no doubt, that he frequently asked for a raise under the old order of things. When these times came we always had an argument. Sometimes the man got the raise, because he was a good sales- man. More frequently he did not, and the outcome depended largely on whether I thought that he would leave us if he did not get what he asked for. Well, you would naturally think that both the man and his wife would be inclined to go the limit under the new policy. He looked somewhat startled when, on asking me for a raise, I told him that it was entirely up to him, that he could have anything he wanted, and to go ahead and fix his own salary. Like the first man employed under the plan, he asked for a few days to think it over. Evidently he talked it over with his wife, and I have never had a discussion on the subject of salary with that man since. His work has improved and he is undoubtedly devoting a great deal more thought to the interests of the company than ever before. He is a splendid salesman and has not been the slightest bit unrea- sonable in fixing his own remuneration. While our policy of fixing salaries appears to be radical and speculative, it rests on a sound principle. If you put a proposition up to an honest man and leave the way open for him, he will not take advantage of you. This principle has never failed us in our re- lations, both with our customers and our salesmen, and in adopting such policies I have always analyzed myself to determine what the other fellow’s reaction will be. T know that as T am POPS ORC EOI REE Forty-fifth Anniversary faced with the problem of fixing my own salary, I am very much more con- servative and careful about it than I would be if I were in a position to argue for the best salary I thought I could get. That is just the difference. The sharing of profits with our sales- men has nothing to do with their sal- aries. The difference between the highest and the lowest salary we pay to salesmen is about 3314 per cent. Every salesman knows what every other salesman receives and they all know my salary. We have no secrets of any kind. Our men have been with us from about three to twenty years. The new policy tends to keep them with us. When they are offered a raise by a competitor they merely smile and re- fuse it, but I think they are likely to consider such propositions in fixing their increases. Under the new general policy the cost of our selling is decidedly less. Salesmen’s salaries and expenses in all territories amount to from 3 to 5 per cent. of the volume. The policy of fixing salaries, however, has had com- paratively little to do with this, as it is due to our improved methods of dis- tributing our goods, Incidentally, our policy is based on the assumption that every salesman we have is absolutely honest. We never question an expense account. In fact, we never check up an account. Our men know that their accounts are nct audited and their expenses are no higher than they were when they were carefully checked. Furthermore, our men are not required to send in re- ports. All we want is a route list with prompt notification of any changes. Of course they write us about their prob- lems and carry on an interchauge of friendly and informative communica- tions; but the men are distinctly on their own, with each one responsibic for our interests in his territory. I may sum up our policy by sayiuy that it is based on the demonstration of absolute confidence in our salesmen. We have proved that if a man is com petent to look after our business in a sales territory he can be trusted to fix his own salary.—C. TD. Sales Management. —_>+.___ Bees. Twenty-five years ago, says G. H. Dacy, Uncle Sam built the largest bee- culture laboratory in the world, near Washington, D. C., in an effort to solve the mystifying secrets of bees. Already our Government experts have discov- ered more new facts about these little secret-keepers than did the Egyptians, Greeks, Romans in several centuries. Special glass-faced hives which can be lighted at might and which have microscopes attached, through which experts can watch the workings of a busy hive, have solved many mysteries in bee history. The Washington specialists have de- veloped a method of grading honey by color and flavor. A physicist at Johns Hopkins University invented an instrument which grades honey rapid- ly by a simple process of transmitting various wavelengths of light through the honey samples. Garretson in i a i 3 3 bated —_ Forty-fifth Anniversary MICHIGAN TRADESMAN 61 PILES CURED Without the Knife > HMA: | 3AN) RA PIDs, MICHIG GRAND The Burleson ww SY NUMBES: 19 = anu % anit arium of 0 n full for guaranteed cure bove trouble ever 7 : again & essary 10 ents any additional charge- THE BURL exes HE ALON Not One Cent Until Cured We guarantee a cure in every case we accept or make no charge for our services. Also, upon completion of the treat- ment each patient is given a written guarantee reading: “Should the above trouble ever return we agree to give all treat- ments necessary to again effect a cure without any additional charge.”” This guarantee assures you of permanent relief. The Burleson Treatment has been successful for more than 25 years .. -in over 25,000 cases. It is painless and involves no danger to the patient. Furthermore, patients are not confined to a hospital but are guests of the sanitarium . . . free to come and go as they please. Wife Cured By One Treatment “My wife had been suffering with rotruding piles since she was filler, Road Foreman of En- uthern Ry. System, Meridian, Miss., “‘which were cured by three years old,’’ writes Mr. Geo, gines, , Me one treatment at your sanitarium.” ‘Suffered for 28 Years; Cured at Last’”’ “After having suffered with hemorrhoids (piles) for twenty-eight years,” writes Mr. D. O. Steward, Gainesville, Fla., “I can hardly realize that I am cured at ast.” “For five years I was afflicted with piles and hemorrhoids,’ writes M. D. Christic, Druggist, Fairmont, W. Va., and “At times I would be unable to walk or look after my business affairs. A year or more ago a fistula appeared. I suffered torments. Friends advised an operation, as did several physicians. I sent for one of your catalogs, and wrote six people in different parts of the United | States asking them about the institution and treat- | ‘Since My Piles Were Cured, Other Troubles Disappeared” That is what the Rev. E. W. Sprague, 975 West Canfield Ave., Detroit, Mich., wrote, while Dr. S. C. Sims, Sterling, Ill., wrote: “Judging from my professional as well as personal experience I regard your method of treating hemorrhoids (piles) to be the most commendable, when considered from all angles, of any method in ment. I received an answer from every one, saying ~ that they had all been entirely cured and speaking in the highest terms of the Sanitarium and its management, so I lost no time in getting there myself. I spent five weeks there, was entirely cured of the piles, had six hemorrhoids and a fistula re- moved, never suffered any pain, and never went. to bed from the treatment.” The Largest Institution in the World for the Cure of Diseases of the Rectum (EXCEPT CANCER) vogue at the present time.” He is only one of many, many physicians who _ have ae The Burleson Treatment....and all of them feel the same way about it: That the Burleson Treatment is the most successful ever discovered for the cure of diseases of the rectum (EXCEPT CANCER.) **Four Doctors Told Me I Could Never Be Cured, But I Was’”’ Mr. C. S. Holden, Clarksburg, W. Va., was pro- nounced incurable by four of the best physicians in his state, but The Burleson Treatment cured him, just as it has cured thousands of others. Mr. J. B. Harlan, Chief Special Agent of the L. & N. R. R., Louisville, Ky., wrote: “The Burleson Treatment is a quick, sure and permanent cure,” and A. J. Racicot, Webster, Mass., wrote: ‘I am convinced beyond doubt that all cases that you accept can be cured.” We guarantee it, and our Lifetime Guar- antee protects you. THE BURLESON SANITARIUM cxssoetrms" cn. Write for Free Booklet and List of People Who Have Been Cured Send for this booklet at once. Read the amazing facts con- tained in it. It contains all details about the treatment, how administered, facilities for patients (with photographs) pictures of the medical staff and an outline of their experi- ence; also scores of letters from grateful men and women who have been cured permanently by The Burleson Treat- ment. If you suffer from any disease of the rectum, (EX- CEPT CANCER), by all means get and read this wonder- ful booklet. Send for it today. Simply clip the coupon at the right, fill it out and MAILIT.... TODAY SURE. IN@MG. ...-......-- Address ~~ eoueae City: 2 are rt hee THE BURLESON SANITARIUM, Dept yy Grand Rapids, Michigan Gentlemen: Please send me your book, describing The Burleson Treat- ment and containing testimonial letters of those who have been cured a es ee SUAte. gone canna nseae 62 LESSENING THEIR NUMBERS. Effect of Chain Stores on Traveling Salesmen. Are salesmen alive? When you salesmen read this question you will immediately pinch yourself and ans- wer, “Well, I believe so.” But are you? Are you alive to the fact that your job is in peopardy? Are you alive to the fact that nearly 18,000 salesmen are out looking for new jobs? Are you alive to the fact that chang- ing conditions in business mean chang- ing activities and methods of sales- manship? Are you alive to the fact that the “Ordertaker” is a thing of the past? Salesmen who have been resting un- der the delusion that their jobs are in no danger because of the rapid expan- sion of chain stores should come to life and realize what is before them. The Chain Store Business Research 3ureau estimates that nearly 18.000 grocery and drug salesmen have been forced out of the business by the chain- store development. The recent survey shows that due to changes in distribu- tion in 1927 and 1928 there are at pres- ent 17,500 less traveling salesmen call- ing on the grocery and drug trade represented by the 70,000 stores in the various chain systems. If 17,500 traveling salesmen are now hunting new jobs, what will be the re- sult through the consummation of the mergers going on, and those contem- plated for future development? The Chain Store Research Bureau estimates that $87,000,000 annually is passing from the hands of traveling salesmen, and is very materially affect- ing the business of railroads and ho- tels. That there is a definite drift toward monopoly in the retail field can not be denied. Great aggregations of capital operating retail stores of many kinds control a large percentage of the Na- tion’s business. The prosperity, if not the very existence, of the small inde- pendent retailer is menaced by the rapid expansion of chain stores. The traveling salesman’s chance for survival may be measured by his ability to comprehend the situation and to take the steps which now seem neces- sary if he is to survive. The salesman must study carefully the present merchandising conditions and adjust himself accordingly. He must study conditions in order that he may become an educator as well as a salesman. He must educate the inde- pendent retailer in better merchandis- ing methods. The future of the average retail busi- ness must be optimistic. There is no reason for it to be otherwise. The retail merchant is an essential agent of distribution. He renders the public an incalculably valuable service. He is a community asset, whose whole- hearted service is a vital part of the community. The money spent with him stays at home and helps build your home town; he helps pay taxes; he employs local help, at good wages; he helps support MICHIGAN TRADESMAN the churches, schools, lodges, and all community enterprises. There is no doubt that the locally owned, individual retail business will remain as a characteristic American in- stitution. This will be because the retailer renders a service that the con- ssuming public wants and will continue to demand. That he will keep a large part of the retail business there can be little doubt. This will be because the personal service can never be dispensed with. The only limitation on his future depends on his own will and efficiency, and his success will be measured by the degree of will to succeed he exer- cises and the degree of merchandising efficiency he attains. He will lose the business that is bound to go to the non-service, cut-price store. He can not, and if properly informed, will not complain of this. It is the natural working of the processes of competi- tion. But he can restrain and diminish this loss by effective and efficient mer- chandising. He will lose the business which he conducts inefficiently. He can not, and should not, complain of this, for inefficiency is the greatest menace to efficiency. His inefficiency can do him far more harm than the strongest competitive, efficiently managed chain store. But after subtracting the foregoing losses, there is left a vast realm of business that always potentially exists for the efficient service retail merchant, a busi- ness that runs into billions of dollars, and will increase with the natural in- crease in population and standards of living. The individual retail merchant need not be unduly alarmed by the advance of the chain store. Its reasons for existence are clear, economic and have been indicated. He is sooner or later bound to face chain-store competition, since it is an inevitable development of modern business, and this competition will be ultimately his gain. The won- der is not that he has lost business to the chain store, but that he has not lost more or all of his business to it. The inefficiency of the average retail merchant is notorious. No one knows this better than the average jobber or wholesale salesman. It must be borne in mind, however, that this loss of business is greatest in the beginning, and progressively diminishes in pro- portion to the increase in the effective- ness of the competition which the chain store presents, until the point of com- petitive equalization is reached. Whatever else it may be, the chain store is a highly efficient merchant; and efficient competition is wholesome and constructive competition. The ulti- mate effect of the chain-store competi- tion will be to raise the whole retail merchandise business to a higher level of efficiency and service. The individual retail merchant often contemplates his future. In doing so, he should bear in mind that he has eral, definite, concrete advantages over his chain-store competitor. He has the advantage of giving service, and all that it implies in patronage, whereas the chain store is wholly or largely lacking in it. He has the advantage of running a personal business, involving the personal ownership, management and conduct of his store. The chain store, on the other hand, is impersonal and mechanical. He has the advantage of direct daily contact with his own customers, with all the friendly under- standing and immediate adjustment of any difficulties. The chain store is employe-run, and its employes, as a rule, poorly paid. The retail merchant has the advan- tage of being a resident and an import- ant member of the community in which he lives and operates. He has family, social and civic interests and relation- ships, and deals with his neighbors, SINGULAR THINGS IN PLURAL We'll begin with a box, and the plural is boxes, But the plural of ox should be oxen, not oxes. Then one fowl is goose, but two are called geese; Yet the plural of moose should never be meese. You may find a lone mouse or a whole lot of mice, But the plural of house is never called hice. If the plural of man is always called men, Why shouldn’t the plural of pan be called pen? The cow in the plural may be cows or kine, But a bow, if repeated, is never called bine, And the plural of vow is vows, not vine. If I speak of a foot and you show me your feet, And I give you a boot, would a pair be called beet? If one is called tooth, and a whole set are teeth, Why shouldn’t the plural of booth be called beeth? If the singlar’s this and the plural is these, Should the plural of kiss be nicknamed keese? Then one may be that and three would be those, Yet hat in the plural would never be hose; And the plural of cat is cats, not cose. We speak of a brother and also of brethren, But though we say mothers, we never say methren. The masculine pronouns are he, his and him. But imagine the feminine, she, shis and shism. So the English, I think, you all will agree, Is the most wonderful language you ever did see. Forty-fifth Anniversary associates and friends. He is construc- tively identified with the local com- munity life and institutions by having his home and business interests local. The chain store, on the other hand, is a stranger in every community it operates and takes its profits gained there for expenditure elsewhere. With all these advantages the retail merchant has little to fear for the future; it is in his own hands and he may make it profitable or unprof:table by his own efforts or lack of them. His road to success is paved with the will to succeed through service and efficiency. There is no other road to success. An indifferent or fearful at- titude is an open invitation to disaster. Successful competition comes only as a result of uncompromising, fighting determination to succeed. To turn from service competition to price competi- tion is to invite disaster. unless it is but incidentally done to further the intez- est of the service business. Competi- tion by price alone is not for the re- tail merchant, for the very nature of his position precludes it. All any retail merchant can demand is right and equal opportunity and a square deal in competitive business. That is any man’s right, and he can enforce it. Given that right, and he is master of his own destiny; he must work out his own problem. How he can do so has been discussed. Hence, it is idle for the retailer to attack the chain-store idea of doing business in itself. What he can do, and all he can do, is to prevent the chain store from interfering with his equal right to trade by monopoly, undue restraint of trade. or unfair methods of competition. The rank and file of the individual retail merchants find that their most successful competition is best obtained by organization and co-operation, en- abling them to secure the advantages of retail chain merchandising and to operate on the same plane as the chain store. By organization and co-operation alone can they secure able merchandis- ing counsel and direction. And if and to the extent the anti-trust laws are effective to prevent organization and co-operation of the individual retail merchants, then those laws should be amended accordingly. It is not a sound public policy to penalize the small mer- chant by reason of his separate identi- ty, to deny him the ability to do what his chain-store competitors can do by reason of their single ownership. The consideration that has been extended labor and the farmer should be ex- tended the retail merchant for the same reasons. The menace of the chain store is due to the abuse of the great power it possesses. That power, however, is both its strength and weakness; and it always is difficult to refrain from the abuse of a dominating power. Now, Mr. Salesman, after you have read and studied this message, are you alive to the fact that it behooves you to carry it on to retail merchants? It is your duty to help him become a better and more modern merchandiser. Then carry this thought home to your family. (Continued on page 66) sie tee cues + { in The House of Quality nae, Rae ae “i RADEMAKER-DOOGE _ mE bed as: Grocer Company As Bod Grand Rapids, Michigan So PR. Pa | Eh Distributors of gee | Paes Peter Pan Peas nae) | ae Peter Pan Corn 3 ow Larabee Flour — Bow a (ey oy American Beauty Oats nae! 8 Elks Pride Catsup Ce os Morning Cup Coffee et bog Rats RS Breakfast Cheer Coffee oy a Bouquet Tea ow v ow Ra-Do Teas ae wt The House of Service tard ~ Sethe bg sg 64 THE WOMAN OF THE AGE. Her Priceless Possession and Her Opportunity. [ am a woman; that fact is unchange- able. It is the law of nature that, having been created a woman, I must remain a woman to the end of my life, but what I make of my woman's self lies with me alone. God made me a woman; what I make of my woman- hood he has placed in my own keeping. Short hair, clothing, hard coarsening tasks, or the assuming of man’s man’s habits will not make me less a woman, though I may become less wo- manly. No laws can change my wo- manhood: no changes in the customs or in the freedom of my condition can affect this great natural fact. Alarmists may cry out against this new freedom of Men, who have long held womankind subservient women. to their wishes, may look with dismay upon the new consciousness of power which women, the world over, are feel- ing to-day. That does not change the woman's soul within her, nor divert her footsteps from the upward path which she is climbing. There are women whose lives are so hedged in by the dreariness of everyday toil that they cannot see the vision of beauty which God intended all of us to enjoy. There are young women, hopeful, happy, seeing romance just ahead of them, unmindful of the serious realities of life. Here and there is one from whose lustrous eyes hope, love of beauty, and high ideals shine forth with the promise of a God-given destiny. ‘We are all women; we can- not change that fact—but, oh, the other facts of life The dreariness, the rest- less romance-seeking, the ideals of the dreamer—these lie within our power to change. The woman's soul may rise above the drudgery to which the body seeking ro- must submit. The soul mance may find truth. The dreamer with her high hopes may conceive a new philosophy of life. But one and still; change, that cannot change. all are women whatever may [ have a soul with all the infinite possibilities of immortality. My wo- man’s heart directs my way along paths of my own choosing. No laws can take my soul from me. Laws cannot change me: laws cannot make me other than I am if I remain stead- fast in following the path which I have chosen for my soul’s destiny I knew a woman once who had tast- ed the privations of life—a woman who had struggled with many burdens al- most too great for her feeble strength. Her life was bounded by the four walls of her home; her church was her only with the books, fewer diversions, association outside world. She had few but, oh, the wonders of that woman's soul! hun- dreds of little acts of hers which por- trayed her courage; there were scores who had felt the strength of her per- sonality. When she had passed into the immortal life the influences which she had shed upon the lives of others To-day I see in memory) did not diet. Her memory is a trust to many who went into and out from her presence day by day. Life held no burden great enough to crush her wom- MICHIGAN TRADESMAN an’s soul. She labored, but her labor was glorified by her vision of Truth. What of the young women who seek romance; will they find only desola- tion, or, at best, a dull monotony in life? It is a question they alone can answer. The wise will see the flimsi- ness of romance, but how may they be wise? Will they listen when you try to show them the realities beneath the gaudy vestments which romance often wears? No, they will not listen; they alone can find the answer to their quest. She who does not take romance where she finds it, but seeks for it where it is not easy to find may dis- cover true beauty and inspiration for further searching. She may feel the hidden possibilities of her own soul. She may find something that has been worth striving for, and, finding it, see, ever beyond her, greater heights to which she may climb, and, climbing, find the life about her ever more beau- tiful. What of the dreams to bring blessings, not to her- dreamer? Are her self alone but to the world, so that future generations shall rise up and That lies within her heart, her woman's soul. call her blessed? You cannot dream her dreams for her; you can- not give her You dreams lest message to humanity. while she efforts to guide may lead her estray, and the message, which should have stirred the world, fall impotent at her feet. ! am a woman. must remain passive your clumsy What hes within myself to do, God give me courage to What lies within myself to do no other can do. do well. Others may do their tasks better than I; others may live more nobly, see more clearly the path their must follow; others may have strength to climb to the hill- tops while | lives struggle in the valley, but I alone may do those things for which I am created. shirk; powers, Thinking thus, how dare I how dare [I squander those How can I remain passive to the call with- in myself to live my life with all the determination to live it however feeble. which are mine? well which I can muster? It [I handicap of sex, the weakness of my body; if I cry out in futile rage be- whine about environment, the cause my lot in life is not as yours; if I refuse to see the beckoning hand of my soul’s destiny just beyond, then shall I lose that spark of the divine If I do thus I squander those powers which which lies hidden within me. are my only means of achieving that which God intended me to achieve. To-day we hear much of woman’s treedom—the equality of the sexes, the We are eman- inay mean to larger life for women. cipated; whatever that you or to me depends upon the use Man may no longer hold woman subject to his will. Man has no rights which may not have. Man is no we make of this new freedom. woman longer single ruler of the little uni- verse—our world. Ah, but do all these things really change me? J am still a woman, while my power to be myself remains the same. True, I may take my place in the marts of trade, shoulder to shoul- der with the men. True, I have re- sponsibilities of government to bear as well as I can. True, I now have an economic place in the material scheme of things. I may stand before the world and express my fears, my long- ings, and my ideals as I would never have been permitted in any other peri- od of the world’s history. Before me is an open door. But have I actually more power? Has my soul been changed in any frac- tion of a degree by such newly found rights, freedoms, and responsibilities? I am actually the same woman that God made me. I may be better able to develop the powers which God gave me. TI may see before me a_ wider held in which grow and achieve realization. I may my ambitions are to be less cramped by my environment, but all of these changes have not changed the hidden potentialities with- in myself. Those things which I may do, that which I may create—the chil- dren of my body or my brain—may be created by me only. I may enter the treadmill of busi- ness, seek fame in the affairs of state, scatter my thoughts abroad upon the printed page, or go in and out of my home, guiding and directing the af- fairs of that little sphere within its four I may devote myself to my home, my family, building the lives and characters of my children strong and true, seeking no broader fame than to have lived well for those others who shall come after me. I may struggle in the deep waters of experience, un- able to rise above my environment. All walls. these new rights and the freedom of this emancipation may mean only new temptations and new burdens for me to bear. All the legislation, all the uplift, cannot change what T am and what I make of myself. Within myself there is a tiny God- given spark of power; within my soul there is myself to do with as I will, and no one else can do what I may do, for I am myself. So in this age of many changes, when woman's sphere is broader—this age which has given to womankind a great new realm of power, given her new tasks, new duties, new privileges — ] must seek first to know myself, to find the hidden powers within my soul, if I would serve my age with all the gifts which are mine to give. In this age I owe a greater debt to the world that has given me this great- er freedom to be myself. It is my duty to use all my powers to live the Whether I have sought this new freedom as a life that is mine to live. great blessing or feared it as a curse, it is mine and what I do with it may be done by me alone. This is what my womanhood de- mands of me. I am a woman—I would not change that fact—yet I cannot deny the new realms of activity which lie open before me. I must use them. I am the mother of generations yet un- born. That cannot be changed, and I am glad. However my environment, my activities may change, my woman- hood is still my one unchangeable possession, Forty-fifth Anniversary So let me live, that every possibility for good may be developed; So let me act that my womanhood may be a blessing, not to myself alone, but to all those whose lives touch mine, to all those who shall seek to follow in my way. So let me shape my life in this broader realm of woman’s awakening that the spark of divine power within me may grow and become a ray of light, giving brightness and cheer to the brief day of my life. God grant that the tiny spark of “the divine right of womanhood” may grow ever brighter, that I may develop it ever more nobly, that, being a woman, [ shall be the truest, noblest woman that it lies within my power to be. Dorothy Whitehead Hough. a Robbing Salesmen of Opportunities. One reason more salesmen do not develop into top notch men is because their superiors will not let them. In many organizations it is the practice of the sales and district managers to step in whenever a large order is in prospect and help the salesman close it. We believe that this is a bad prac- tice in nine cases out of ten—provided the sales executives really want to de class organization ot velop a_ high salesmen. On the surface this policy of taking important orders out of the salesman’s hands appears to be goo:l practice. But when analyzed and con- sidered on the basis of what it does to the morale of the sales force it is plain that no group of salesmen can be developed into big business pro- ducers if their chances for closing big orders are taken away from them by their superiors in the organization. It is true that such a policy may occa- sionally pull an order, that appears to hbelost, out of the fire. On the other hand, it robs the salesman of a sense ot responsibility, stifles his initiative and lowers his standing with the cus- tomers. Either the salesman should be required to stay away from big buyers or he should be given full responsibil- ity for handling the big orders. Ji he is good enough to call on big buy- ers at all, he ought to be good enough them. The to close sales managers who have developed the best organiza- tions have invariably given their men plenty of advance training, but once they are pitched into the water the men are expected to swim without calling for help the minute they get where it is deep. 2.2. Teach Clerks To Wrap. H. P. Porter tells us a good lesson he was taught some time age. Mr. Porter’s store is in a downtown loca tion and people often buy in large or traffic is congested and most of them go home on the trolley. ders from him. The city For this reason pack- ages have to be wrapped securely. One lady who had traded at the store for a long time and always bought larger orders, one day said: “I'll take only a few things to-day because | have to carry who them on the crowded street car and twice my bundles have come apart.” This started Porter to thinking, and since then all his clerks and employes are given regular lessons in wrapping packages. ar onsen range Forty-fifth Anniversary MICHIGAN TRADESMAN 65 , The Toast Supreme Baked of fresh eggs, finest wheat and whole milk, Dutch Tea Rusk are as healthful as they are delicious. Popular with a spread of butter, cheese or preserves. Delightful as a cereal with milk or cream. Give a new zest to poach- ed eggs and all other dishes where toast is ordinarily used. USK DUTCH TEA RUSK COMPANY, HOLLAND, MICHIGAN 66 LESSENING THEIR NUMBERS (Continued from page 62) The salesman’s wife, who blithely steps into a chain grocery store and saves 2 cents on a can of tomatoes may feel that she is a good business woman by saving part of her husband’s income, but she overlooks the fact that every time she makes a purchase from a chain store she is driving a nail in the coffin of her husband’s future as a traveling salesman. Every chain store which supplants an independent store tends to cut some salesman off the pay roll of the whole- sale or manufacturing establishment which employs him. Every neighbor- hood grocery, etc., which is supplanted by a chain store removes an additional buyer of the commodities which for- merly required the employment of a traveling salesman, because of the fact that the chain store requires but one buying organization, while 100 neigh- boring stores have 100 buyers. The ultimate result of this idea will be to eliminate 90 per cent. of the salesmen selling commodities handled by chain- store organizations. Ultimately the chain organizations will contract direct with the manufacturers and the sales- man will be eliminated entirely so far concerned. WP. >? __—_- No Room For the Dullard or Sluggard In these bustling times when com- petition has a razor edge there is no room in business for Mr. I Don't Know. To give an olden saying a modern twist. “Knowledge is money.” The more a merchant knows and the more his clerk knows about the things that they sell, the greater their capac- itv to sell, and the greater the number of dollars clinking musically— as they are Johnson. In the cash drawer at the week’s end. The clerk who leans dispiritedly Against the counter— And with lack-luster eye— Contemplates the world— Whose conversational resources are limited to The weather Is to all intents and purposes— An automatic sales-registering ma- chine Nothing more. If the merchant could replace him With a machine— He would. But as long as he can’t— He pays him as little as he has to— And considers him one degree above The boy who wraps parcels. “Knowledge is money.” The clerk who is not informed— About fashions— And the dozen and one little things— That relate to his calling— Is worth nothing to his employer— Beyond the purely perfunctory ser- vice— . That he renders— And is paid— Just what he’s worth He is not much better— Than a fixture or showcase— Or any mechanical device For exhibiting goods. Indeed, the fixture or showcase— Is sometimes — MICHIGAN TRADESMAN A better salesman than the don’t know clerk— For, at least, it performs its work Silently and effectively— Whilst its human analogy— To hide his ignorance— Prattles dull commonplaces— Which offend the ear— And affront the intelligence. Talking about the weather— Is generally— The badge of the fool— The mark of the mental pauper— Whose skull is empty— And whose stock of knowledge so attenuated— That he must needs resort to The perfectly obvious and solemnly vapid— To keep his witless tongue a-trip- ping. The mind of the man— Who enters a shop— To buy — Is not on the weather— But on the goods he wants. He is in a receptive mood— And that is the time— To quicken his interest— In what you have to sell. The bungler who dilates On the weather— Or babbles other puerilities— Misses precious moments during which He might double, triple or even quadruple— His sales. Almost every man is interested a bit— In fashion. Some, though, are ashamed— To voice their lack of knowledge— But are willing— To be instructed— Provided the instruction— Be adroitly administered. An intelligent clerk— Whose heart is in his work— Has this information— At his tongue’s tip. He doesn't force it upon an unwill- ing man— 3ut is ready with a hint here— A suggestion there— A tactful word— Guiding the thought of the customer. Into fresh channels— And shaping his preference. The clerk who when asked Some simple question— Pertaining to the mode— Hangs his head schoolboy like And mumbles “I don’t know”— Ts a dullard— Beside whom the lumpish plough- man Shines refulgent. —_—_>>___ What Future Has in Store for Retailer When the question “What has the future in store for the retailer?” arises, there are various kinds of answers coming from all sources, but should you ask me what the future has in store for the retailer, I would say this: Having been a traveling salesman for about 14 years I have observed a change in all kinds of business. When Father was a boy it was a disgrace for any woman to be seen on the street in the early morning hours unescorted. The head of the house was the one who went out to work, to his place of business—the hat shop, the boot shop, etc., or other retail es- tablishments, owned and controlled by him. If he were a hat man he didn’t sell shoes; if he were a shoe man he didn’t sell hats, and so on. Every man was a specialist in his own line. A change has come—the head of the house in many cases goes to his business—the department store where he works, and due to the fact that his, salary is small, he is obliged to take his daughter or his wife to work with him to help support the home. Times have changed since Father was a boy. The retail tobacco store is now al- most a thing of the past—chains seem to have control. The retail hat store is almost a thing of the past—the chains are dominating that field. The private gas-filling station has competi- tion—a “chain store” or two opposite him. The tire shop has these large mail order houses “cheap” (?) compe- tition to meet. In other words the re- tail grocer of to-day has the line of competition that any other business has. Competition is very keen in all lines of business. When you, as a retailer, go out for a drive on Sunday and your gas runs low, do you look for the dingiest and dirtiest filling station along the road for service? No, you pull up to a clean looking place where you know you are going to get service and cleanliness. You don’t care whether or not it is a chain filling station or an independent filling station—just so you get good service and are not overcharged. Then how about the food-buying consumer? Does she not like to enter a clean store, get good service and fair prices? Notwithstanding the fact that there are many chains in all kinds of busi- ness, there are many good retail hat stores, many good retail shoe shops, many good retail gas stations and many good retail grocery stores, all doing good business and making money. When IT maintain as a result of my observation in calling on the retail trade I earnestly and sincerely believe that the modern trend is for quality and cleanliness. I believe in the law of favorable attraction rather than the law of force. Make your place of business a place of cleanliness and attractive- ness. A place of service to your trade so that the law of favorable attraction will attract and hold your customers and your business will then be attrac- tive to you, your son and family, and, as the old adage goes, the survival of the fittest, you may strive to. make your store the fittest of the survival. H. C. Brooks. —-—---_2-2>_____—__ What Kind of a Personality Has Your Store? What a wonderful thing is “person- alitv’; that intangible, indefinable something, possessed by every individ- ual (in a more or less degree), and which is so much appreciated to-day in our daily intercourse, regardless of whether we are laborer or merchant, pauper or king. Forty-fifth Anniversary Personality is not alone in individ- uals. Every business has a personality or atmosphere all its own, which is its greatest asset. You can sense it the minute you step into any establish- ment and to create the proper atmos- phere in and around a store, one that is appreciated by a prospect, one that places purchaser in a receptive mood, is the merchant’s greatest problem to- day. The atmosphere of a retail store is electrified, as it were, by the individual personality of the clerks, the lay-out of the store, the window displays and many other things which some may feel are too insignificant of considera- tion to create store atmosphere, but which may be just the things that are either detrimental or good in placing the prospect in the proper mood of buying. A great many merchants never sense the personality or atmosphere of their store because they live too close to the business. They are somewhat like the fellow standing on the sidewalk, di- rectly in front of a skyscraper, who can’t see and appreciate it because he is too close to it. There are no hard and fast rules set down to obtain the ideal, but much may be learned and applied that will be beneficial by visits to other stores, personal observation, window display, proper shoe display in the store, and careful training of clerks: not in a lot of chatter, but how to get the viewpoint of the prospect so that prospect and clerk are always in ac- cord. Every shoe store, particularly those selling to women, should have some one who can model. A woman will never buy anything that she doesn’t feel is’ becoming her and by showing the shoe on the foot of a model, the proper desire to possess is created. When we realize the story that out of 10,000 housewives interviewed, 85 per cent. declared that courtesy shown by sales people was the chief factor in determining their preference of stores and that 53 per cent. of business fail- ures are directly attributed to the in- different attitude of sales people, you may well appreciate the value of get- ting the proper personality among sales people to create store atmosphere. Window displays to be effective, must create desire on the part of the public and has become a wonderful art among shoe dealers in retailing shoes. But what about the store proper after the window display has started the prospect towards purchase? In the average shoe store, all that greets the prospect’s eyes upon enter- ing the store is a canyon of boxes with a row of chairs, lined up mechanically for try-on. There are no tasty displays in cases to create further desire or that might give prospects time to acclimate themselves before the clerk asks, “Something in black or tan, etc?” Every retail business attempts to display to advantage as much of its wares as possible, with the exception of the retail shoe dealer. Aside from a small window display he keeps his goods his away. J. L. Walter, Jr. Forty-fifth Anniversary MICHIGAN TRADESMAN 67 Don’t Blame Conditions If your business is not what it should be . . . but investigate this NEW MERCHANDISING PLAN that can and will increase sales and profits in any retail store no matter where located ... and regardless of your local conditions. Do it now! WHY NOT PLAN NOW TO MAKE 1929 THE BIGGEST YEAR IN YOUR BUSINESS LIFE? The New Joseph P. Lynch Merchandising Plan has accomplished startling and sometimes almost unbelievable results for hundreds of the leading retail stores of the United States and Canada. Wherever this plan has been used, without exception, it has immediately turned a large percentage of stock into cash at a profit, shown a surprising increase in future business, widened the selling radius, toned up the morale of the store organization and introduced many new and profit- able merchandising ideas. Any merchant who has been puzzled by the merchandising conditions of today can find an answer to all his perplexities by investigating this new Joseph P. Lynch Plan. It is a plan that leaves no bad after effects—but rather builds up the confidence of your public in your store. Its cost is dependent upon the results it obtains for you, and is so planned that the profits of it are controlled by you. All we ask is that you write those who have used this plan and convince yourself that this service can make 1929 a real year for sales and profits. ‘Then write us—but do it now. It costs you nothing but the postage to in- vestigate—surely it’s worth that. You Will Have Further Positive Proof by Writing the following Merchants who have used the JOSEPH P. LYNCH PLAN A. MAY & SONS, Grand Rapids, Mich. BRUSHABER’S, Detroit, Mich. MARTIN STORES CORP., Grand Rapids, Mich. HILLS, McLEAN & HASKINS, Binghamton, N. Y. Cc. F. JACKSON CO., Norwalk, Ohio. L. N. POULIN, LTD., Ottawa, Ont. BLUEM’S DEPT. STORE, Lima, Ohio. Cc. F. ROSENBURY & SONS, Bay City, Mich. DOTY & SALISBURY, Flint, Mich. WESTGATE FURNITURE CoO., Ann Arbor, Mich. JARVIS-ESTES CO., Lansing, Mich. Other Names will be furnished upon request. WINEGAR’S, Grand Rapids, Mich. MAY STERN, St. Louis, Mo. ADAMS FURN. CO., Toronto, Ont. LOWRY & GOEBEL’S, Cincinnati, Ohio. YOUNG & CHAFFEE, Grand Rapids, Mich. SMYTH BROS., Kitchener, Ont. TESHAN FURN. CO., Windsor, Ont. HOOVER-BOND CO., Kalamazoo, Mich. HOOVER-BOND CO., Lansing, Mich. Write these merchants. JOSEPH P. LYNCH SALES COMPANY 320-322 HOME STATE BANK BLDG. GRAND RAPIDS, MICHIGAN CONFIDENTIAL INQUIRY BLANK Please furnish us with details of your New Merchan- dising Plan without obligation. a Oa, AL Sie OF SRC Wein of Stee Addvess genty (00 68 HELPING THE RETAIL GROCER Cold Storage and Buying on Low Markets. It has been said that the retail gro- cer follows the line of least resistance in his buying and buys largely on a hand-to-mouth basis. There is a good deal in that, but in a great many cases his buying ahead is controlled by his bankroll, which is frequently too short to enable him to stock any large amount of merchandise ahead. How- ever, the retailer could make more mon- ey out of his business through buying many lines of merchandise when they are cheap and holding them until the market is more favorable. That is one of the methods of the large chain-store organizations, which use cold-storage warehouses and other facilities for holding cheaply purchased merchan- dise against the time of shortage and higher prices. It enables them to place excellent merchandise on the market and at prices somewhat lower perhaps than those quoted by merchants who have to buy at the current or prevail- ing market prices. The retail grocer has probably never given a great deal of consideration to cold storage, even where he is finan- cially able to buy ahead. Probably it is due to lack of knoweldge of cold- storage rates, methods, etc. For instance, the large retail grocer can buy fresh eggs in March to May at very low prices, as the farmers in many years only receive 18 to 20 cents a dozen for strictly fresh No. 1 eggs, when the market is glutted. Some seasons the price may be around 25 cents a dozen in the spring and held in cold storage until October and No- vember, when chilly weather enables the holder to bring them out without fear of their not holding. will show the retailer a nice profit, as it is an un- usual season in which fresh eggs do not advance at least 15 to 20 cents a dozen between spring and fall, and frequently considerably more per doz- en. Many of the egg handlers, or job- bers, buy eggs and put them away for a profit. Of course, the storage egg will not bring as much money in the fall as the strictly fresh egg. but it will bring a goodly advance in price. The produce and commission trade puts away many carloads of apples in the late summer and fall, to be taken out throughout the spring and_ sold at a considerable advance in price. Onions, celery, potatoes, dressed poul- try, butter and many other commodi- ties are held in cold storage. The re- tailer is in just as good a position to hold merchandise and make a profit on it as to permit the commission or pro- duce merchant to hold perishable and profit by so doing. There are probably many other commodities which would hold for long periods in cold storage, but storage men claim that they have not had much experience with many of the fancy perishables. For instance, one of the big chain- grocery concerns trucked many car- loads of celery from Michigan to Cen- tral territory last season, buying on a cheap market, direct from farmers, and putting it away for a higher market when celery would be scarcer. They MICHIGAN TRADESMAN also buy onions, potatoes, apples, and other items that are held. It is hard to merchandise profitably if buying isn’t done on the right basis. The big organizations buy in quanti- ties and buy at seasons of the year when prices are right. For instance, flour generally sells cheaper in October and November than it will sell in February and March, as Octcober and November are flush periods on wheat, when elevators are full and when there is plenty of wheat. In buying mops the retailer can gen- erally figure prospects rather well from watching the New York and New Or- leans daily cotton markets in the news- papers. If middling cotton shoots up 5 cents a pound, it follows that mop yarns are going to cost the mop man- ufacturer more money and that prices will be advanced from manufacturer to jobber and from jobber to retailer. On a declining or steady market there is no incentive toward buying ahead. However, there are too many buyers who wait for a market to start climb- ing, and fail to get in early enough. A very clever buyer recently remark- ed that when anything is selling too cheaply, or below the cost of produc- tion, it represents a good buy. He contended that there was never much money made on buying merchandise at the top, but buying at the bottom and riding up with it. Even our old friend the banker fre- quently makes this mistake. There are bankers who will lend money on a strong market who refuse to lend money to be invested in commodities that are at rock bottom. However, they would lose less money in financ- ing purchase of merchandise at rock bottom and which has a chance of advancing, than financing purchases of a commodity that is top heavy on a high market and which is much more likely to slump than to show further advances. Some vears ago a flour-milling con- cern failed. The heads of the company were good merchandisers when it came to selling and produced a good prod- uct, but they didn’t know how to buy wheat. A real wheat man came to their assistance and secured them a real wheat buyer. The company got back on its feet and became very suc- cessful. It is claimed that since that time a great deal more consideration has been given to buying wheat than to selling flour, and many years the company would have made more mon- ev in selling its cheaply purchased wheat, secured on a low market, but which could have been sold on a high grain market, than in selling the flour and offal or manufactured product, which entailed a much greater manu- facturing and marketing expense. A good buyer generally makes mon- ey, whether he is in the grocery busi- ness, the dry goods, general merchan- dise, tobacco, or any one of many lines. The produce and commission houses believe in cold storage, especially the successful ones. Loaf about the doors of anv big cold-storage house and watch the trucks of the commission merchants bringing in or taking out perishables. It would probably sur- prise a lot of folks, Forty-fifth Anniversary Cox Margarine Co. 106 Scribner Avenue - Grand Rapids,Michigan DISTRIBUTORS OF Cream of Nut and Oak Grove MARGARINE BLUE RIBBON MAYONNAISE The Largest Selling Mayonnaise Today PART OF 1928’s OVERHEAD CAN BE PROFIT IN 1929 Consider, in the light of your own accounting problem, some of the shifts from overhead to profit that have followed the installation of National Accounting Machines. A Wilkes-Barre electric company is doing with two machines and operators, work that required twice as many bookkeepers. A Washington laundry will show the salaries of two clerks as profit instead of expense this year by using one machine. A nationally known manufacturer of surgical dressings in Chicago saves $11,000 a year on clerk hire. Whatever your accounting problem may be, an investigation of this machine may be the means of shifting a considerable amount from expense to profit. Our accounting machine division representative will be glad to point out the possibilities of this machine. The National Accounting Machine Product of The National Cash Register Company A. J. CRON, Sales Agent 66 OTTAWA AVE., N. W. GRAND RAPIDS, MICH. Electrical Supplies We Stock and Sell Motors and Appliances of Standard Makes. We Buy, Rent, Repair and Sell Used Motors and do Electrical Construc- tion Work. Our Prices are right on everything Electrical. ROSEBERRY-HENRY ELECTRIC COMPANY 503 Monroe Avenue, N. W. Grand Rapids, Michigan ROCKWOOD SPRINKLER COMPANY AUTOMATIC FIRE PROTECTION Estimates on complete installation, meeting insurance requirements, furnished without obligation. Have positive fire protection and reduce insurance premiums. Fire extinguishers of all types. 400 Houseman Building Grand Rapids, Michigan Phone 62674 American Mutual Automobile Insurance Co. 701-2 BUILDING & LOAN BLDG., GRAND RAPIDS — Always Ready to Serve You — AE ECO Se Tete 5 i e a Pee RTI eg co ee Forty-fifth Anniversary MICHIGAN TRADESMAN 69 However, that is what cold-storage houses are for. Capitalists would not invest a half million to a million dol- lars in a big storage house, with ma- chinery for carefully regulated tem- peratures, if there was not a demand for such facilities, nor there would not be the competition in many mar- kets for the business. If there was not money in buying on low markets when certain lines are plentiful and selling later when such lines are scarce and high, the storage houses might as well close up. Of course it must be admitted that there are only a few of the larger grocers in any community who are financially able to buy ahead for months. However, there are not so very many commodities that are to- day going into cold storage, but event- ually there will be more, due to better plants, equipment and _ facilities, plus a gradually improved knowledge of holding merchandise. Some items, like fish and poultry, are not only chilled but frozen and held. The big boys behind the big chain- grocery concerns know all about cold storage and are using it to advantage, and will be pioneers in developing it to include commodities not so held to- day, as they will experiment in a limited way. The small fellow has the same op- portunity as the big one, as rates are based on the hundred pounds. Even some of the bakers, even to retail ba- kers, buy peaches, pears, etc., and put them in cold storage for use in pies and other bakery commodities later in the season, although the majority use canned or evaporated products. There are a great many items that can be purchased right on low markets. Of course, to-day the canners are stronger, are in organizations, and bet- ter financed than formerly, but fre- quently canned goods can be had at reasonable prices shortly after the can- ning season is completed, which will sell at considerable advances later in the season. Frequently the packers are afraid that they are overloaded in the fall and perhaps need some ready money, with the result that they will take a smaller profit at that time. The retailer who is buying in very small lots, a case or two of this and that, and less than case lots in many items, is a poor buyer, unless it is a case where finances will not permit of free buying when conditions are right. On a stiff market the hand-to-mouth buying is the safe and sane thing, but the retailer should have figured out his requirements well in advance and bought before the market jumped. It is mighty hard to break even on sugar bought in lots of five or ten barrels, or less, and compete with the house that diagnosed the sugar situa- tion and bought in car lots. Frequently the grocer would have no trouble in buying even though weak financially, if he went to his banker, played his cards face up on the table, showed the banker why it was a good time to buy, and his reasons for be- lieving it. Although bankers frequent- ly do not think well of loans of a hun- dred thousand dollars or more for big buying on a low market, they will consider the proposition of the re- tailer who is merely endeavoring to cover his requirements from crop to crop at a time when the market is low and when on the law of averages prices should advance. A. W. Williams. —__~+~++___ How To Fight the Flea. When fleas become annoying or dan- gerous to health it is necessary to take steps to alleviate immediate dis- comfort, but the important thing is to act energetically to eliminate the breeding places of fleas, and so put a check on the supply. This is the advice offered by the Bureau of Entomology in Bulletin 897-F, Fleas and Their Control. F. C. Bishopp, author of the bulletin, says fleas breed in greatest numbers on soil or in dust containing vegetable and animal matter protected from rain, wind and sun, but at the same time furnished with a certain amount of moisture. Space under buildings and porches fit these flea requirements, and it is well to prevent all animals and poultry from going into such places. The vegetable and animal mat- ter should be cleaned up carefully, the area sprayed with creosote oil, and the ground where the immature fleas are developing covered with salt and thor- oughly wet down. House infestations may be prevented by eliminating pet animals and apply- ing gasoline to the floors after all rugs have been removed and the floors thoroughly scrubbed with soap and water. Applying powder to pet ani- mals or washing them in a compara- tively weak solution of saponified creo- sote or kerosene emulsion will destroy the fleas upon them. The skin of cats is tender and dips and washes must be milder than for dogs. About 500 species of fleas are known to exist, Mr. Bishop says, but less than a dozen are of special interest as pests to man and domestic animals. “But any individual of these few species, when bent upon satisfying its appetite, fully occupies the attention of its chosen host.” The human flea, dog flea, cat flea, sticktight flea, chicken fleas, and the rat fleas (which carry bubonic plague, are the principal spe- cies that annoy man and domestic ani- mals in the United States. Various cooling applications give re- lief in case of flea bites. A 3 per cent. solution of carbolic acid in water ap- plied to the bites will be beneficial. Menthol, camphor and carbolated vase- line will help allay irritation. Todine in the form of a tincture will alleviate irritation but should not be used by persons afflicted with any form of eczema. Mr. Bishop notes that the greatest horizontal distance fleas can jump is about thirteen inches, and not more than half this distance vertically. It is possible to prevent them from gaining access to a bed by placing sticky fly paper about thirteen inches wide on the floor around the bed, provided fleas are not breeding under it, or by placing the legs of the bed in pans of water covered with a film of kerosene. 2 The man who “knows it all” and can’t be moved, is through. MORE MONEY IS LOANED on a building built of RICK than on any other kind! Why’? BECAUSHE, it is almost evertast- ing, has no depreciation or dete- rioration of any moment, and will not burn down. THEREFORE, the investment is always a good one, and because of no upkeep expense, such as re- pairs, painting and insurance, more is paid on the loan and it is reduced faster. SAND LIME BRICK is beauti- ful, economical and the safest and best material for all building pur- poses, whether it be“sky-scrapers,” factories, residences, garages, base- ments and foundations, porches, drives, walks, garden walls or any other construction. IDEAL WALL construction of Sand Lime Brick is most econom- ical type of Brickwork known, and as low in cost as frame. We will be pleased to help in any of your building problems. GRANDE BRICK CoO. GRAND RAPIDS lL 70 PRIMARY AIM OF BUSINESS. Need of Better Management To In- crease Earnings. Not size, nor volume, but profits is the primary and fundamental objective of all business. The worship of mere size, mere volume and steadily climb- ing sales quotas, unless they bring with them dividends well worth the increas- ed effort, is folly. As our minds run back over the his- tory of business progress we cannot help but admire the creative genius which has distinguished American business. Here originated such great new ideas in management as are repre- sented by our wholesale and retail houses. Here meat packing, the de- partment store, the farm implement business, the clearing house idea, or- iginated or were developed to a new point of perfection. And here must be solved some of the great problems of management in the new era into which I believe we are now swinging. By a prodigal pioneering of our re- sources, we have accumulated a reser- capital unmatched in the world’s history. We are financing great projects in every section of this country, and are contemplating still greater undertakings which men with vision are suggesting—flood control of the vast Mississippi valley, reforesta- tion, and the reclamation of water Supplied now with capital, we are fertilizing more scientifically, mining more deeply, breaking down lower grade ores, revo- lutionizing transportation, tapping more voir of power upon a titanic scale. MICHIGAN TRADESMAN distant sources of supply, equipping plants with machinery of multiplied capacity, intensively developing and perfecting our business and govern- mental methods. Standardization of commodities, simplification of process- es, mass production on an ever larger scale with still lower costs, more rapid transmission of funds, and the speedier turnover of capital in all its forms— these we are developing in a never ending progression. It is natural enough then that in the remarkable development of business in this country the emphasis everywhere seems to be upon size and volume. No wonder we expect every month and every year to excel the last. The science of business has made notable advances in the last decade. Still, however, we have with us an unneces- sarily large number of businesses which are not soundly or profitably managed, some estimates placing the number of concerns operating without a profit each year at more than one out of three. Consolidation will not solve the riddle of profitable operation in all cases. Mere size or volume of sales alone cannot measure up as the ulti- mate aim of business. The business captain who dreams great dreams of commercial expansion, commendable as they are, must in the final analysis justify that expansion by a commen- surate increase in profits. We too fre- quently take it for granted that every increase in our volume, by merger or otherwise, adds to the intrinsic value of a business. In the fast running cur- rent of these days, we need to chal- lenge our worship of mere size, mere volume, and steadily climbing sales quotas—unless they bring with them dividends well worth the increased ef- fort. Each day we need to take a new grip upon the practical realities of business; and I know of no more im- portant business reality than this— that our vision sometimes becomes clouded and we forget that the primary and fundamental objective of all busi- ness is profits. We may set up the greatest retail business, the largest factory, the big- gest jobbing organization in this coun- try, but we have not rendered a per- manent service to the public nor have we met the final test of success unless profits are adequate. Of late years we have learned many startling things about profits, but we have learned nothing more remarkable than that the primary reason for suc- cess or failure to-day is not economic conditions—not environment—not lo- cation—nor any other factor — but management. Good management has made enor- mous strides within the past few years. 3ut even yet, in my opinion, we have not really begun to know the whole meaning of the term. In analyzing our own_ businesses, then, let us apply the typically Ameri- can approach to this problem of good management and adequate profits. By that I mean, let us not compromise with present difficulies, but remove them—let us have a new deal instead of playing out the old hand. Let us Forty-fifth Anniversary emphasize not so much the idea that our business is different, as the truth that all businesses are common in their fundamental operations and objectives. Let us forget that things have to be done a certain way, and examine our business with an open mind. To speak for a moment from my own experience in bank management, let me recall to you that the banks of this country emerged from the war period with problems which seemed insur- mountable. But to-day, in many banks particularly in our larger cities, we find the spirit of scientific management at the controls. Standards are being set up to govern liquidity, quick reserves, interest rates and banking costs. Long and broad experience is being concen- trated into definite policies upon points where management has been uncertain. This progress in management, evidenc- ed by banks throughout the country, is, in fact, a revelation to anyone who delves into the facts. I might specify many cases where intelligent bank management has ac- complished notable results. Our bank in two years increased its operating profits 27 per cent., in spite of an in- crease in gross income of only two per cent. Another increased profits 75 per cent., although gross income ex- acteristic fashion, capable management has squeezed more dollars of net profits from substantially the same business. A commercial banking department in two years increased its operating profits by 257 per cent. A large sav- ings department increased the average THE VINKEMULDER COMPANY GRAND RAPIDS, MICHIGAN Founded in the year 1888 Receivers and Jobbers of Fruit and Vegetables Carlot Shippers “Vinke” Brand Michigan Onions and Potatoes AN OLD AND DEPENDABLE PRODUCE FIRM ... NATIONALLY KNOWN rs i E r E : Forty-fifth Anniversary number of transactions handled per employe 82% per cent.. A transit de- partment increased items per employe 145 per cent. So in detail matters, and in the great matter of profits also, has intelligent, purposeful management proved itself. These examples, more- over, are drawn from the same mar- kets and circumstances where other banks at the same time were not earn- ing an adequate return. Successful management is constantly alert for new and better methods. The progressive manager turns aside from the traditional cow path and cuts his way straight through to his objective. He does not falter or turn back, be- cause a method is: new and hasn’t been tried before. Old traditional methods of determin- ing the policies of business must be replaced by a study of facts, because business to-day is too advanced for guesses or rule of thumb methods. Old processes, machines, and procedure are all being re-examined for the modern executive to-day deals not with opin- ions, but with facts, and facts alone. I recall the case of a candy business where the drying of the candy was handled in the old way. An outside counselor of this business learned that it took 36 hours to dry the product. The management argued that it had always taken that long in the candy business for that step in the manufac- turing process. By cutting through old methods and procedure, a simple machine was built especially for the purpose, and the drying of that candy product was immediately reduced from 36 hours to 5 minutes—a saving of 99.7 per cent. of the required time. May I add that the successful busi- ness executive to-day has no personal feelings, no pre-conceived conviction that something must be done a certain way. There are many avenues along which business may operate in increasing profits. There come to mind such possibilities as simplification and stand- ardization, the elimination of waste, the reduction of costs, greater sales volume, a more efficient personnel, and new products manufactured for new demands. All of us know something of the amazing results secured by the depart- ment of commerce for many industries through simplification and standardiza- tion. We have learned that by center- ing upon one design instead of many we can bring an item within the purse of a much larger market—with in- creased profit possibilities to the quan- tity producer. In my own business, for example, it is estimated that $20,- 000,000 a year is being saved over the country, merely through the use of a few simplified check forms to-day in place of the innumerable sizes and shapes of former years. In many other lines of business, similar results have been secured. Not very long ago we had over 6,000 varie- ties of single bit axes on the market— enough to stock a fair sized museum housing one of each kind. A hardware jobber or retailer who carried only a half-dozen of each item would have had an inventory of 36,000 axes alone. We have reduced the kinds of washing MICHIGAN TRADESMAN machines manufactured from 446 to 18; automobile tire sizes and types from 287 to 32; paving brick from 66 to 5; steel windows from approximately 42,000 to 2,000; range boilers from 130 to 13; and common brick from 44 to 1. What is the significance of all this? It means a reduction in capital tied up in manufacturing equipment and inven- tories. Its effects run throughout an amazing ramification of economies. But no less important, it counteracts the increasing complexity of business and clarifies the difficult problem of man- agement itself. Instead of buying, in- ventorying and selling hundreds of va- rieties, we merely run an endless flow of one simple commodity through a plant—and so, regardless of tremend- ous volume, we have a comparatively simple business. To simplify work means also to multiply the factory worker’s productiveness. For the job- ber and retailer’ it means more com- plete lines, increased business with less space, lower interest, less insurance, taxes, labor costs, etc. Here then we have another funda- mental rule for profitable management: Let us simplify our lines. “In considering the effects of in- creasing volume on profits, I might best illustrate this problem by using a triangle to represent the potential con- sumer demand. With a high priced commodity your market is limited to the few at the top point of the triangle. As you reduce your price you reach the next lower group of consumers which is larger, and as the price goes down further and further, you reach successively larger and larger markets. It is almost an axiom in most busi- nesses that as the cost of the product is reduced, the potential demand broad- ens. Many manufacturers keep their minds closed to the thought of reduc- ing prices, for as someone has said, “You can always cut a price, but to raise it is something else again.” One way to handle this problem is to test the effect of different selling prices in different local markets. I recall the case of a company for which a careful market analysis was made. The analysis showed a larger potential market than was suspected. The company sorely needed greater volume. Five test cities were chosen, and in these cities the product was sold at a reduction of 50 per cent. of its former selling price. This cut in price increased the volume of sales by 500 per cent. over the best previous results. The price of the product was then reduced all over the country. The volume of sales in creased 300 per cent. and profits over 270 per cent. Fur- thermore, an analysis showed that 70 per cent. of the output at the new price was reaching consumers never before sold by any company in that industry. Modern management does not close its mind to any new idea—even that of lower prices. It recognizes that price is frequently an important source of sales resistance, and that tremendous markets may be unlocked whenever price is brought down without shading quality or crippling service and profits. Some men may be managing busi- (Continued on page 74) 71 BROW N AND SEHLER COMPANY AUTOMOBILE TIRES AND TUBES AUTOMOBILE ACCESSORIES GARAGE EQUIPMENT RADIO SETS RADIO EQUIPMENT HARNESS HORSE. COLLARS FARM MACHINERY AND GARDEN TOOLS SADDLERY HARDWARE BLANKETS ROBES SHEEP-LINED AND BLANKET-LINED COATS LEATHER COATS GRAND RAPIDS MICHIGAN 72 ABRAHAM LINCOLN. His Attitude on National Defense Before the War. In contrast with the emphatic and evidently statement of Mr. Hoover in his speech of acceptance sincere concerning National defense, it is worth while to recall the words of Abraham Lincoln in an address at Springfield, course of which he “At what point then Iilinois, in the spoke as follows: is the approach of danger to be ex- pected? If it ever reach us it must spring up amongst us; it can not come from abroad. If destruction be our lot we must ourselves be its author and finisher. must live through all time or die by As a Nation of freemen we suicide.” Does this mean that Lincoln was a pacifist? Yes, in the same sense that Jesus was a pacifist. If ever an ig- nominous falsified a thing of noble character, it is the word pacifism. This word has been used to cast con- most courageous act of man from the beginning of human life to the present day—the act of self- control, of overcoming resentment in the face of injury and insult. This is the act which Jesus commended in his words regarding what has been false- ly termed non-resistance. It is any- thing but non-resistance that Jesus taught. He taught the supreme cour- age of self-control in the face of sud- word tumely on the den injury. Instead of non-resistance he taught the courage of control manifested in the refusal to strike back when one is struck. No No greater courage than this is pos- cool self- sible to an individual or to a nation. It was this that Abraham recognized, lived and advocated. He was true to it in every new emergency With srasped and applied it in that greater Lincoln that arose. especial force he hour and greatest speech of his life at the Major's Hall which organized the Republican Party in Bloomington, Ill., in May, 1856— Herndon declared he was convention in in which “baptized’—the speech that ultimate- ly put him in the White House. In the course of this truly inspired address, in which he swung the con- vention completely to his side, he de- clared: “Do not mistake that the bal- lot is stronger than the bullet. We will say to the Southern disunionists, we won't go out of the Union and you shan’t. There is both a power and a magic in public opinion. To that let us now appeal; and while, in all prob- ability, no resort to force will be need- ed, our moderation and will stand us in good stead when, if forbearance ever, we must appeal to battle and to the God of Hosts.” The Gettysburg address, great as it is, does not reveal the mind of Lincoln as does this, in which the impassioned prophet spoke as the Spirit gave him utterance. In these words there is a complete repudiation of anything like preparedness for self-defense. If bat- tle becomes necessary it must be with the means at hand after both cheeks have been offered to the enemy. Lincoln had the insight and wisdom to apply this principle of determined good-will to both National and inter- MICHIGAN national relations. We have lost the very idea of it (or rather we never had it, outside of a few individuals like William Penn and Woolman = and Whittier and Lincoln), as has every other Christian nation on earth, and until it is regained there can be no true international peace. one will say, “did not Lincoln resort ‘But,” some to arms in the great struggle between North and South? mander-in-chief of the armies of the United States?” Yes, but that was in application of his principle that the battle must be waged within the soul of the man himself or the nation itself. The great struggle of the Civil War was not in self-defense but for self- healing, and the final victory was like that of a man who after a great inner Was he not com- struggle gains the victory over him- self. “But what then,” ene asks, “would you have us do in the present some TRADESMAN ’ IT would have our Govern- “We do not believe in the principle of self-defense. situation?’ ment openly announce: It has been the mother of wars and standing armies from the beginning of civilization to the present day. There can be no lasting peace on the earth until the fear of aggression is entirely abandoned.” Our Nation is in a posi- tion such as no other nation occupies to adopt the principal of disarmament and to lead in carrying it out. did so others would follow. If we After pro- claiming this stand, requiring a cour- age and a faith in God and man which never yet has been manifested by any nation, I would then have Congress pass a measure gradually and system- atically and navy for a period of years until it reducing our National army would become of sufficient size only for use in possible emergencies within our own National voundaries. John Wright Buckham. Forty-fifth Anniversary As Good as the Incentive You Give Him. One of the leading organizations of sales recently sent out a questionnaire to ascertain what sub- managers jects were most important to their members. The problem of compensat- ing salesmen was voted the most im- portant by a majority of the members. Enquiries for data on plans for com- pensating salesmen are coming into our office at a rate that indicates a general study of compensation plans. Everywhere sales managers are plan- ning to improve compensation methods. It shows that sales executives fully realize the im- This is a good sign. portance of giving their men the right sort of incentive to work. —_—_2++.—__—_ Lot’s wife, who looked back and turned into a pillar of salt, has nothing on my She looked back and turned into telegraph pole. wife. Vanishing Private Brands. Evidence continues to pile up that private brands unaided by advertising are being pushed aside by competing brands which have the benefits of ad- vertising. Just a few weeks ago one of the largest wholesalers in the country approached a textile maniifacturer, who is one of the leaders in advertising textiles, and offered to drop his own private brand if given selling rights on the manufacturer’s well-advertised brand. This wholesale house has long been looked upon as one of the strong- holds of the private brand idea, . yet when an advertised brand appears on Forty-fifth Anniversary the horizon this wholesaler is only too glad to drop private ones. Without going into the merits or demerits ot private brands from the standpint of the wholesaer who fosters them there seems to be no question that private brands have seen their best days. The intense effort to cut down the number of brands on dealers’ shelves, the de- mand for quick moving merchandise and the unwillingness of dealers to take chances with merchandise which must be pushed by means of “p.m.’s,” bonuses to store salespeople and sim- ilar methods have helped put private brands on the toboggan. But the chief reason is that the manufacturer, hav- ing built up good will and acceptance for his product in the minds of the public, has built up a force which is more powerful and potent than the arguments of all the private brand sellers combined. Any manufacturer of a good product who goes direct to the public with his story so fortifies him- self that even the gigantic chains must bow to the force of this advertising and give their private brands a back seat. ——_22 > Woman’s Idea of Man. “My dear,” remarked Jones, who had just finished reading a book on “The Wonders of Nature,” “nature is mar- yelous! When I read a book like this it makes me think how puerile, how insignificant is man.” “Huh!” said his wife. doesn’t have to wade through four hundred pages to discover that.” “A woman 1,200. Larger rooms. elevator service. shopping district. DETROIT-LELAND HOTEL WILLIAM J. CHITTENDEN, JR., MANAGER BAGLEY AT CASS AVENUE —— FOUNTAIN ROOM COFFEE SHOP Kaa Detroit’s new hotel with good accommodations for Modern sample rooms. Downtown in the new theatre and Near the interstate Bus Terminal. Instant: CALL RANDOLPH 2300 FOR RESERVATIONS SRE ache - BSE SEE IS. seeped on ssesautNal : # Forty-fifth Anniversary MODERN PHYSIOTHERAPY. No Antagonism Between It and Phar- maceutical Medicine. The renewal of interest of all per- sons in the new physiotherapy has awakened both intense advocates and opponents. The general practitioner has felt that he will be side-tracked by lack of equipment, and the specialist in one or another of the medical branches has felt that he may be super- seded by machinery in the officers of the general practitioner. The ardent physiotherapeutic appliance salesman cannot see the need of the prescription pad of the physician, nor the phar- macy of the dispensing doctor; and the purveyors of pills, powders, biologicals, and whatnot have been watching the encroachment of drugless healers in the ranks of regular physicians and sur- geons. Is there need for alarm? Should one regard physiotherapy as an undiluted blessing or menace? Hardly. It seems to me that there is room for both. And I do not write this because of any nattral tendency to side track, or be- cause the middle of the road is my one purpose in existence. But from the point of view of a medical practitioner, who for a decade has been especially interested in the twins of medicine, dermatology and syphilis, it is my con- viction that the physician and surgeon to-day must learn or relearn the tools which the pharmaceutical students, and the physicists can and do supply. As one who has dabbled in the his- torical aspects of the fields of medicine in which he is interested, I can say that physiotherapy has been practised since the dawn of man. Our own Hip- pocrates, universally regarded as the Father of Modern Medicine practiced physiotherapy, utilizing as he did the natural agencies of sunlight, air and water. No practitioner of medicine in any age, including the present, would assert that he has not used this trinity in his practice. So we hav> al! been physiotherapeutists, have we not? The past decade has seen a tremendous ad- vance in machinery to supply substi- tutes for the radiation from the sun; to give heat which is native to the solar body; to ‘make more convenient the application to human ills the penetrat- ing rays of light which are invisible to the eye but which we found emanating from heated bodies as the hot water bag, the heated salt, the hot pack. Me- chanical skill has given us the electro- thermic method for surgery. It is safest to use the high frequency sector for certain forms of malignancy. It is pos- sibly less likely to lead to recurrence if one properly applies _lectrocoagula- tion than the hot point cautery of a generation of doctors ago. Roentgen would be sainted if the medical fra- ternity canonized its leaders. The Curies, husband and wife, did their share for the amelioration >f untold human suffering. Is there any reason why the physi- cian to-day should not have available for his patients the fruits of the vic- tories of these and such as these? On the other hand, have we advanc- ed so that we can use a substitute for MICHIGAN quinine in malarial invasion of the hu- man host? I had my share of malaria, Is there some honest physical agert which can sup- plant Have we learned enough of the physical re- actions of the body to be able to find and I used quinine. modern chemotherapy? and offer some suitable physical sub- stitute for the sedative action of mor- phine when and if morphine is the drug which is indicated? So in a review of matters, the old- timer in medicine still has a place, for he can learn to use the best modern modalities. He will from pure prac- tical experience still insist on sunlight, fresh air, and water, all physiothera- peutic measures which fortunately are beyond the patent control of the most grasping. The generation of new medical men will lack the pharmaceu- tical knowledge and background of their elders. Is it not true that if no specific is known that the empiric standardized hackneyed prescriptions of the clinic formulary find themselves on the bedside tables of the patient? So each has something to learn. The one must relearn his physics and the application of physical agents to hu- man beings; the other must learn pharmacology and the principles un- derlying the action of drugs. Somewhat between the two schools of which I speak, I have had to learn both lessons. I am still studying, and it is only because I have taken my own medicine that I feel free to write as I have done here. Medicine and surgery have always taken the best from the new, retaining the best of the old, and made new combinations which surpassed what had gone before. Every physician and surgeon seeks what will do his patient most good; every phy- sician and surgeon has and continues to battle on the front which is digging in and destroying the need of doctors; prevention. For this, the highest reaches of service in the practice and art of medicine, we shall continue to use the tools of nature’s garden, the fruits of man’s laboratory studies. There is no antagonism between phy- siotherapy and pharmaceutical medi- cine; allies for one cause are not op- ponents! Herman Goodman. a Checking a New Theft. In its establishment of a bureau for the registration of designs, the Silk Association of America professes to see the practical abatement of design piracy. The notion that imitation is the sincerest flattery is now likely to react unpleasantly against the imitator of a competitor’s art. Warning and vigilance come to a sharp focus in the words of E. Irving Hanson, spokes- man for the Mallinson Company: “We have unmistakably proclaimed that in imitation of our designs there is no flattery, .but real danger to all who monkey withe buzz saw.” Difficult as it may be for the mind to associate the hardness of saws with the softness of silk, there is the ad- monitory emphasis of precedent in that old respect for the iron hand beneath the velvet glove. 2-2 It takes more than a five-foot shelf to make a six-foot man. TRADESMAN 75 In the following Widths and Sizes: ‘6 99 AAA-A and AA Bin sizes 7 to 12. A-C, The Tor on B-D, C-E, and E-EEE in sizes 6 to 12. hoe In Black Kid, either high or low cut $4.25 In Brown Kid Oxfords. ..... $4.40 ‘In Brown Kid Shoes. ...... $4.50 THIS is the Shoe this year that is making more net profits for dealers and more satisfied repeat customers than any other. An arch support shoe with exclusive features. WRITE AT ONCE TO The Herold-Bertsch Shoe Co. : GRAND RAPIDS, MICHIGAN Buy Che Best Colonial Cottee Celfer Cotiee Company Detroit, Michigan 76 SEVEN AMBITIONS OF WOMEN Observations By Most Popular Woman Writer in America. “A woman’s longing for a career,” I said to Maud, “is either a manifes- tation of abnormal vanity, pinching poverty or domestic misery. The nat- ural woman cares little for fame or philanthropy and when she starts out on a still hunt for the laurel wreath or undertakes to reform the sins of the world, you may depend upon it that there is a pebble in her shoe some- where and that she is trying to distract her thoughts from her sufferings by outside diversions. “Generally speaking, therefore, the interests of a girl who has a good home, and a gocd father able and will- ing to give her frills and frivols, con- cerns herself with matters of the af- fections. She wants to be loved. She expects to make love her career in life and she starts out with these seven ambitions: “First—To be loved madly and ro- mantically. “Second—To be the Only One. “Third—To be loved. “Fourth—To marry her ideal. “Fifth—To get married. “Sixth—To be a perfect wife. “Seventh—To get along in reason- able peace.” “It is rather a sliding scale, isn’t it?” asked Maud dubiously. , “Most things in life are,” I replied, and then “When a girl first begins to think of love,” I said, “her standards are those of the novel and the stage, and she wants to be wooed in sizzling language by a lover who will clutch her to his manly breast in a way that will loosen her back hair. This is a time when good little girls, who do not mean any harm in the world, answer advertisements in the papers, and have clandestine appoint- ments with men their parents never heard of, and then they write letters that their fathers have to pay out good money to get back sometimes. They are simply hypnotized—drugged—dop- ed on romance, and like Lydia Lan- are ready to marry anybody who will elope with them. I went on: guish, “While this frenzy lasts a girl will pass up a worthy, honest-hearted young fellow who really loves her and would pay her bills for her the balance of her life without complaining, but who halts and stumbles and threatens to choke on his Adam's apple in his lovemaking, for any kind of a handsome and pic- turesque wretch a glib tongue. This is a time when she thinks love is enough and that it would be simply sweet to starve with a man who pas- sionately adored her, but wouldn't work for her, or to live in a garret with an unappreciated genius and be his inspiration. Nothing short of a man threatening to commit suicide if she won't return his affection goes with her, and it fills her with bitter scorn to observe that after she has refused a suitor he goes on eating three meals with a day and apparently enjoying good health. Fortunately, most girls have sensible mothers who see them safely through this crisis of their existence MICHIGAN and they live to marry some man who is short on poetic language but long on faithful affection and who pops the question across beefsteak and onions at a restaurant by saying, ‘Say, Sallie, I’ll furnish the grub for life if you'll come and sit opposite me. What do you say? Is it a bargain? “By the end of her first season the girl has generally abandoned her first ambition to be madly, poetically and romantically loved. She’s begun to get a little acquainted with the world as it really exists and she has found out that romance is a blanket that covers a multitude of vulgarities. It does not strike her as romantic any more to meet a drummer in the park or get letters that are addressed to a false name. It seems downright common TRADESMAN unkind or unsympathetic, but it affords her exquisite rapture to believe that should she say ‘no’ then his life hence- forth would be dust and ashes and that he would never love again. “This curious vanity of women, in wanting to think that they are the only ones who could inspire affection in a man, is so well recognized that men generally head off the inevitable question: ‘Did you ever love any other girl,’ by the mendacious assertion that the girl they are courting is the first one. My dear child, do not believe it, if the man is over 18, and it does not make any difference, anyway. Love is not like a garment. It is not made over to fit each individual. It is always new and fresh. The quality that at- tracted a man in his first love and the Dorothy Dix. and indecent and servant-girlish. She has also ascertained that whatever oth- er charms and fascinations the average man has, making picturesque love is not one of his accomplishments. No American can do it. built that way. They and forceful Englishman or They are not can be earnest enough enough, but they can not get down on their knees withou feeling idiotic and looking the part. “In consequence of all of these draw- backs the girl revises her ambition; she does not care so much for the mere words of love, but she yearns to be the Only One. She feel that up to the time a man met her his heart was an impregnable fortress wants to that women had stormed in vain or that he had gone through life seeking an ideal creature until by chance he discovered her. She is not heartless or quality that holds him in his last may be entirely different, for love is prog- ressive and the calf love of the boy is no more to be compared to the deep passion of the man of 40 than water is to wine. “Only debuntantes, it may be said, believe a man when he tells them he never loved before, and by the time a girl reaches her second or third season, she is not so particular about being the first. She has found out that love is not so common or so easy to get that one can be too particular about it, and so her ambition becomes a chastened one. win some faithful heart, to be loved truly and honestly and loyally. She is willing to cut out the romance and the passionate wooing and even accept a lodging in the much-occupied heart of a three-times widower, if only she can She only wants to Forty-fifth Anniversary be assured that the affection she is getting is genuine. “She still clings to one idea tena- ciously, however, and that is that she will not marry until she finds her ideal. She does not know exactly what that is, but it is something between a demi- god and a Count of Monte Christo. He must be big and strong and able to command events. He must be so stern that others tremble at his frown, yet she must be able to bend him to her slightest wish. He must rule her, yet never let her perceive it. He must be soulful and intense, yet able to make money, only, of course, you must not be able to smell the grocery or the dry goods on the money. He must be a man of the world, yet a model of all the virtues. “She does not find that kind of a man. She could not. He does not ex- ist, and although it comes with a wrench, she finally tears the ambition out of her heart to marry her ideal. She begins then to think of matrimony on a common-sense platform and to realize that a plain, practical husband who is willing to stand for her shop- ping ticket is worth having, even if he has not any yearnings after the whatness of the what, and knows more about the price of salt codfish than he does about Browning. Moreover, she begins to find out that she can be ex- ceedingly fond of a fat, freckled-faced, sandy-haired man, who does not come within a million miles of realizing her girlish dreams of the sort of a man she would permit to lead her to the altar. Now and then, it is true, as long as she lives in times of domestic stress, she will think tenderly of the ideal she did not find and who would have un- derstood her, but she never really re- grets him. “There is one thing remaining—her fixed intention of being a perfect wife. Strange to say, no woman ever doubts her ability to do his until she marries. When a girl looks at a married woman and sees that she has gotten dowdy and slouchy in appearance, that she has lost that ineffable that comes from a woman trying to please, that she nags and frets at her husband and shows him all the unlovely angles in her character, and that she has ap- parently come to look upon the man she is married to as nothing more than a piece of household furniture that it is indispensable to have about, but not valuable enough to take care of— when a girl, I say, sees a married woman in that state of disillusion and disillusioning, she is honestly shocked. She no more believes that she could reach that state than she believes she could become like the ragged beggar woman on the street or the criminal behind the bars. “She sees herself always attractively gowned, welcoming a husband home with a sweet smile to a dainty dinner, always amiable, serene and competent, managing a home that runs along on greased skids, and it is only after she is tired worn with wrestling with in- competent servants and teething ba- bies and a husband whose temper is like a train of fireworks, that she real- (Continued on page 78) charm 4y Ia eee eee rereap rae Praca aan vt eA A RGAE Seow hE PN NN Lk ARMRRN ASSAM OR ah Tia aM SSSR Se eC WS A Forty-fifth Anniversary MICHIGAN TRADESMAN 7 7 HE effect of politics upon prosperity always has been overestimated. The welfare of Western Michigan depends upon what men are planning and doing in Western Michigan. Here’s a furniture factory whose line makes good in the Grand Rapids market. More men are needed. That’s good for prosperity. Here’s a new hotel in a resort town. Its service, rooms, and food are above re- proach. Tourists are pleased. That’s good for prosperity. Here’s a growing cannery, selling West Michigan fruits and vegetables to the na- tion. That, too, is good for prosperity. Back of everything, making everything The possible, stand the banks of Western Michigan, furnishing sober counsel and ready capital to men of energy and vision. The Old National of Grand Rapids occupies an eminent position in this f- nancial structure. For 75 years it has watch- ed its territory grow, and helped to guide this growth. And as the years have passed, it has or- ganized a variety of services unique in Western Michigan and unusual outside of the very largest metropolitan centers. Its friendly helpfulness and construc- tive co-operation are recognized alike by sister banks in surrounding cities, by great business enterprises, and by indi- viduals who are beginning their careers. OLD NATIONAL BANK Monroe at Pearl since 1853 GRAND RAPIDS, MICH. oO #8 STATESMEN of PROSPERITY Y 78 SEVEN AMBITIONS OF WOMEN (Continued from page 76) izes that she, too, has fallen short of her ideal, and failed in her ambition to be a perfect wife. “Her last ambition, and the only one of all she started out with that she ever achieves, is when she finally makes up her mind to accept life and love as they are and to make the best of them. By this time she has discov- ered the hollowness of things. She knows romance is nothing but the glamour youth throws over common: place objects, and that like poor sil- ver plating it soon wears off; that one’s ideals are broken reeds on which to lean, and that love has to be bolstered up on bread and butter. By that time, also, a woman learns to quit trying to reform her husband’s little ways, and making him take soulful views of things. She takes him as he is, and when the hour arrives when instead of sitting up for him at night with her heart in her mouth, imagining some- body has waylaid him, she can g» calmly to sleep, it marks—” “The end of things,” said Maud, with a shudder. “Qn the contrary,” I replied, “tt marks the beginning of peace, etc., real enjoyment of life and matrimony.” Dorothy Dix. —_~2+>____ Small Thing To Have Made a Lunatic. Having five hours between trains the other day at Kalamazoo, I hunted up my dear old friend, R. G. White, and inveigled him into taking me out to the Insane Asylum, which I never had seen before and had a great desire to visit. R. G. is well acquainted with those in authority and we were shown every courtesy. We went through corridor after corridor, confronted on every hand with dreadful specimens of mind-disease in every form, except the ” upon whose floor visitors are not allowed. Leaving the “male department,” we “incurables, were strolling along toward the exit, admiring the languorous blossoms of the magnolia tree silhouetted against the sky, when we heard behind us the uncertain shuffling tread of a squad of the poor unfortunates out with a couple of the attendants for an airing. Stepping aside to allow them to pass, we scanned their faces curiously. Most of them looked stolid or in- different, some of them wild and ugly. One face especially attracted me, that of a tall, finely-formed young man, evidently about thirty years of age. R. G. also appeared particularly inter- ested in him, for he said, as they passed us, “Notice this tall young fellow at the end. T’ll tell you about him later.” Resuming our interrupted walk, my friend seemed unusually thoughtful for _the gay, debonair fellow he always seems. When we reached the road we found we had just missed the street car and were in for a half hour’s wait for the next. The air was delightfully balmy and we threw ourselves on the grass. nothing loth to continuing our visit amid such beautiful surroundings, We watched in silence a plump robin hobnobbing with a saucy chipmunk close by. The soft wind bore on its MICHIGAN TRADESMAN JACKSON D. DILLENBACK The Spirit of Grand Rapids The city has a spirit composite Of all who ever lived and toiled in it, Rejoiced or sorrowed sheltered by its roofs, Of which its every rooftree holds a bit. Its homes, marts, workshops, temples, we can see, Its walled-in-stream that once flowed fast and free, Making sweet music in the wilderness: The sum of all its souls—what mystery. The silent Indians filtered through the trees, Alert their prey of beasts and birds to seize, For ages till the bold explorers came, Fell harbingers of changing destinies. Fur traders next the land of promise found; Then soon the falling forests sharp resound To the keen axes of the pioneers, Uncovering the fertile virgin ground. Brave pilgrims from the East who won the West, Of sturdy manhood were their Souls possessed ; Their spirit lingers in this later day, Though years ago they entered into rest. Gone is the hardy, stalwart lumberman, And in his place the busy artisan, Has spread to farthest lands the city’s fame, Making it far and near a household name. As did the guilds of many an ancient state, Workers in wood have made the city great: Theirs it has been to furnish forth the home, Haven where parents dwell and lovers mate. And they have builded well their own homes here: City of homes, methinks there doth appear Much of the city’s spirit in these words, I, absent-long, hold it supremely dear. J. D. Dillenback. Forty-fifth Anniversary wings the voices of the madmen play- ing ball over in the shadow of the big red building. “Strange such a little thing as a wo- man’s kiss should have unsettled his brain and landed him in an insane asylum!” mused my friend, evidently pursuing a train of thought suggested by seeing that tall young fellow in the crowd of lunatics. “But it’s no won- der he fell in love with her,” he went on savagely, “for many a man had done so before him, and to his sorrow. If ever there was a flirt, John, Sadie Atherton is one. At the time I’m speaking of—five years ago—she had been a widow for three years. Young, beautiful, accomplished, I may say rich, fascinating—what more would you? She wasn't to blame that men loved her, to be sure; but then, she needn’t have played with them like a cat with a mouse!” R. G.’s face darkened and he flipped a pebble viciously at the chattering chipmunk. “Well, to make a long story short,” he continued, “she went on a visit that summer to some of her dead husband's relatives, in the country, whom she never had seen before. It always amused her, she said, the way she made her appearance at their home. The letter in which she had announced her coming had miscarried and there was no one to meet her at the train; so she accepted the offer of a neigh- boring farmer to let her ride on his load of mealbags. Sadie always was a versatile creature—could adapt her- self to any circumstances. “When they reached the borders of her destination she caught her first glimpse of the young fellow you saw back there. He was plowing in the field and his back was toward her. Although in regulation farm clothes, he was yet as handsome a young man as one could wish to look upon, and possessed a careless, easy grace pecu- liarly his own. “Well, he met Sadie at ‘supper,’ as they call it in the country, and from that time it was all up with him. How could he help it, poor devil! After she’d look at a fellow with those glorious eyes of hers there was but one thing for him to do—capitulate. No choice in the matter. Those eyes! One minute you’d swear they were blue, the next green, the next black— unfathomable, always. And the pret- tiest pink cheeks and red mouth—why, a man could no more resist wanting to kiss her than he could help loving the sunshine!” “Why, old boy,” I broke in, “you are raving so over this dashing young widow that one would think you'd been hard hit yourself.” : He flushed slowly. “Once she kissed him,” he went on, “and that finished him. He’s over there now.” “Ah, well!” he ended, abruptly, “I was one of the poor fools that pro- posed to her twice.” Jean La Vigne. —_2--.___ So far this season not a single loco- motive has been seriously injured by coming into collision with an automo- bile at a grade crossing. erent ae ~¢-— | | | i ' | r t ~¢-— Forty-fifth Anniversary —?= v i] 4 ) N eae) y “ =) y » Ney A AN MA * = \ = } Ni i lad de MICHIGAN TRADESMAN 79 ys x / / f ff S| yD eee A 2s i 1 \ i) 1 WL 3. = [ — ‘A: io FERRE 1) (ORPLEEREFE bi | PS patronage. WRITE FOR CATALOG GRAND RAPIDS, T IS just a matter of where you can get the most for your money that decides your If we couldn’t give you just as good or better values for less money we wouldn’t ask for your trade. It’s only becaus GOODS AT THE RIGHT PRICES that we solicit your patronage. No other store shows better or more comprehensive lines in— TOYS and DOLLS HOTEL and RESTAURANT SUPPLIES SILVER WARE WHEEL GOODS “LEONARD” REFRIGERATORS DINNER WARE SLEDS and SKIS HOUSE FURNISHING GOODS PYREX WARE PARTY FAVORS “COLEMAN” PRESSURE LAMPS TINWARE NOVELTIES ELECTRIC LAMPS and APPLIANCES ALUMINUM GOODS FANCY GOODS IMPORTED FANCY CHINA NOVELTIES CLOCKS and WATCHES Gift Goods That Sell Every Day Our Gift Goods lines include the most attractive and most interesting novelties from all over the world, in well-balanced assortments and in open stock. Gift novelties that sell in quantities for prizes and favors are a grow- ing demand and give a quick, profitable return on your investment. UNUSUALLY LARGE SELECTION OF BEAUTIFUL COLORED FANCY GIFT GLASSWARE AT POPULAR PRICES Come to Grand Rapids and to Leonards to make your Selection — We are in the best position to give you Attention Prompt Service Low Prices H. LEONARD & SONS IMPORTERS AND WHOLESALE DISTRIBUTORS foot NUN = } —a==D DE A] Lael ))E iD ));) wo Jn = ae —! e we know that we have THE RIGHT CORRESPONDENCE SOLICITED MICHIGAN 80 TEA AT THE SODA FOUNTAIN. By All Means Serve It in the After- noon. “Why don't people drink more tea in this country?” I was asked by an Englishman a few days ago. This set me to thinking, so I decided to study the question and find out. I have spent most of my life study- ing and working on soda fountains. I remember the time when the fountain meant soda water and chocolate, both very poor, the service sloppy and often dirty and unsanitary. What a transition you find in the fountains of to-day. man rarely patronized the fountain. To- Time was when a day thousands of men take their first meal of the day—breakfast—at the fountain, where orange juice, cereal, coffee and toast are served at 35 cents. Bacon of the best quality and eggs of the freshest can be included in your order which you can secure at the drug store right in your office building. Many men find it more convenient and far healthier to catch the train a few minutes earlier, get the air through their lungs, and then get their break- fast served hot and fresh at the drug store and then stroll into the office. This means there is no rush to catch a train after a hastily swallowed meal and all attendant evils. The modern soda fountain that does not go after the breakfast is missing a live bet. But there is waiting for every properly conducted another opportunity drug store in the country—city and suburban alike—and that is afternoon tea. Realizing this, I set out to study the tea question. The first thing I found was that everybody was putting out Orange Pekoe and yet I found the drinks varied like a woman's whims, so IT went to a tea broker and asked him what kind of tea Orange Pekoe was— was it black or green? Did it come from some particular part of the world, and how was it so-called Orange Pekoes were so different. Then I learn- ed several things that surprised me. First, that all tea was green, as na- ture produced it, in whatever country it was grown, but that black tea, as it is known in England, came mostly from India and Ceylon and simply turned black by a process of curing after the tea was plucked. Pekoe grows on every tea tree the world over and was simply the name of a grade, that I could Orange Pekoe from any tea garden but the qualities Second, I learned Orange import varied as much in teas as in any other product of nature. IT also Pekoe came from India simply because learned the finest Orange the finest tea came from India, which is the ancient motherland of tea, so I set out to find a blend of India tea which would give me what the soda fountain needed—the finest cup of tea which brewed quickly and gave out a delicious aroma and good thick liquor. I arranged with a packer to blend a fine Darjeeling three parts and Trav- ancore one part, which is making such a name for our fountain that before long I anticipate selling as many cuds of tea as we do coffee. MICHIGAN TRADESMAN As I remarked earlier in this article, we are developing a wonderful break- fast trade. At lunch we have all the trade we can handle, working always to full capacity. We intend putting a grill in our basement to serve dinner from 5:30 to 8, but I am looking for a way to use up the waste overhead from 2:30 to 5. I think I have found it. The remark of the Englishman who dropped into our store and asked for afternoon tea gave me an oppor- tunity to discuss with him this Eng- lish custom. My reply to his question was, “Oh, everybody is so busy here, they would not take teh time!” He burst out into a loud laugh, and then said, “Well, I know both sides of the Atlantic well. I notice the Ameri- cans who go across do not wait until they get to London to get the tea habit. Perhaps they find it soothing while they are getting their sea legs but I notice by the time they hit dear old London they are confirmed tea drink- ers. True, many of them, when they get back to their native sticks, fall away, but that is because they cannot get the same he-man drink on this side. Most of the teas in this country are thin and washy compared with the teas we drink in England. The great trouble here is they have not been educated as to how to use tea and not abuse it. Most of the tea served on this side is never first, because at the average soda fountain and even many high class hotels they do not know how to make tea properly—or do not care. Many soda dispensers will put a tea ball in a cup or pot that is wet, then use water that is just warm. Little wonder a thin, washy, tasteless drink is the result. While at a big hotel in the Middle West on my trip a swell waiter brought my afternoon tea with two pots of boiled water and a tea ball laid on a plate. “When I asked, ‘Is this the way you serve tea in this country?’ he bridled up and wanted to know wrong with the service—I presume he meant the silver, china, etc., all of which was the finest. “Then I asked, ‘What am I to do with this?’ pointing to the tea ball. ‘Oh he replied, ‘that is the way we serve the tea, as we find some customers do not like it strong. They put the bag in themselves and take it out when they have the desired strength.’ “Ye Gods! Can you wonder Amer- ica is not a tea-drinking country when such ignorance is displayed in one of the finest hotels of the country. I asked him how far it was to the kitchen and found it took an average of two minutes for an order, after leaving the cook, to get into the hands of the waiter, then another minute for him to get the order to my table. What kind of tea would anybody who knew anything about brewing tea expect to get out of that water? “Every hotel, restaurant, coffee shop and drug store in the country should be taught to take the tea to the boiling water. Don’t bring the water to the tea. Further, fresh boiling water should be poured on the tea. All tea should be allowed to stand five to six minutes, then after the substance is extracted, water can be added, without brewed what was destroying the flavor, if it is too strong for the individual taste. “You attend to these essentials, and on my next trip I'll bet you will have built up an afternoon tea business that will keep you busy in the afternoon. And by-the-bye, talking of not taking the time to make tea, I'll send you some data from England that will open your eyes. Data on the refreshing, in- vigorating action of 4 o'clock tea on executives and help alike has produced such results on the jaded nerves of the executives, and the lagging energies of the office worker and toiler alike, that most English firms consider 4 o’clock tea the best investment they have.” My talk with that casual English customer has given me an idea. The details are not quite clear yet, but where there’s a will there’s a way. How can I get my customers right here in this big office building to come to afternoon tea? That is the question I've been asking myself. The only solution I can get is—when the moun- tain would not come to Mohammed at his bidding, Mohammed went to the mountain. Here is my plan—I am going to solicit permission from the firms oc- cupying this building where I am lo- cated to serve afternoon tea in their offices between 3:30 and 4:30 free. This I will do for one month, at the end of which time I'll make a charge for those who want to have the ser- vice continued. If there is anything in this English- ran’s theory about soothing tired nerves of executives, invigorating jaded stenographers or refreshing the toiler, I'm going to know it and incidentally advertise my store. Tea incidentally contains a mildly stimulating chemical known as caffeine and in fact is the source of supply for commercial caffeine, although it is the popular impression that coffee furnish- Charles E. Smith. 2... Parable of Two Merchants. Now, it came to pass that in the days of Keen Kompetition the great ruler, that two men desired to go into busi- ness. And these men went to the whole- saler of the goods which they intended to handle and said, “Show us your wares and tell us the price thereof.” Then this man, even the wholesaler, took them into the warehouse and showed them all that he sold. And he pointed out to them saying, “Now these goods cost you many shekels, but the quality thereof is great and peradventure a woman sayeth unto you, these goods have a bad taste and we like them not; then you may say unto her, bring them back and we will refund you your money. and should she do this I will repay you. “But, behold, these goods, which seemeth as the others, are low in price and thy shekels will buy many of them. But thou buyest them at time own risk; and behold the spoiled ones belong to you.” And one man said, “Send me of the cheap kind and I will tell the buyers, even those that go past my door, that they may buy 3 cans for a shekel or 10 for 49, es this. Forty-fifth Anniversary “And the people will crowd my store and say, “Aha, we have found a place that is cheap.’ ” But the other man said, “Behold, | will take the goods that are high in price; but rich in value. “And, peradventure, those who buy from me when they entertain their friends or their kinsmen or kinswomen, and as they sit at the table, these guests will say, ‘This is so good, where did you get it?’ and I will go there also” And each did as he had said. And, behold, he bought the cheap goods opened his store and he sold at 5 for 25 and 10 for 49, and his store was crowded the first week; but the next the people passed him by. who “For,” quoth they, “We threw much away and the taste pleases us not; and though he is low of cost, we cannot eat of his wares.” And his store was empty; and_ his cash register bell tingled not. But the other man charged more and sold goods which were of good taste and firm withal. And the few who came to his store the first week said to others in the neighborhood, “Go to, for this man selleth goods that please the palate and make one ask for more.” And they crowded into his store. Now it came to pass, that after som days, the man who sold cheap goods went to the other man, even the whole- saler, and asked, “Why do not the women come to my store, as they did the first week?” Then the wholesler said, “You are like unto two men who built houses. “And when they came to enquire the cost thereof, it was exceedingly high. “So, when they asked of the builder why so high a price was asked. he told them that the ground around there was shifting sand, and that it was necessary to dig down to a rock foun- dation. “One paid the price and built his house on rock; and storms and winds and gales could not move it. The other saved money and built his house on the sands and a gale came, even a mighty wind, and tore the house from its foundation of sand and shattered it. the everlasting “You in your business life did the same thing. You built on the shifting sands of price, rather than on the rock foundation of quality. “Price is a good one-time bait, but a business that is built on quality can- not be moved. Bargains that have to be thrown away are no bargains. Qual- ity guaranties satisfaction and a satis- fied customer is the best advertising medium.” ———_2+>____ A Precaution. “What did you do with that letter that was on my table?” asked a man of the colored boy who dusts his office. “T tuck it to de postoffice, sah, and put it in de hole.” “What did you do that for? Didn't you see there was no address on the envelope?” “T saw there was no writin’ on de ’velope, but I ‘lowed yer did dat on purposs, so’s I couldn't tell who yer was writin’ to.” i j \ ‘ Sing ga es Pari Ste RE RENNES 81 TITITTTNITILITTITE TER TIIT RTT ET IEEE TERETE TED TET ETAT TERT IP RED IP PDI RP DD EDOPREDPPISOD ICI PISDRN MONA AMO RE DODODDDERRERETEEREEETEE TEETER EE UEC oe A — o - MICHIGAN TRADESMAN ~~ : N \ N Wwe IN See er PEE EEE Et Crith) > ; , Yj a PSs pen; "(PN a os = = i- t- ied supply of sound and prof able Investment Opportunities - + - Fenton Davis & Boyle An institution bringing to Michigan if Banks and Individual Investors ad vers Russell J, Boyle, President * DETROIT * CHICAGO sili Ss sa Zz ey z E ~” La > = | | 1 ON yuh | } NY | IS | ————— —= | l 4 | p Tm ¥ i ll it FH \y i e€ itr eI ia Al COTE EEE Forly-fifth Anniversary 82 THE BOYS IN THE STORE. Duty Merchants Owe Their Clerical Employes. I doubt if there is a line of human endeavor in which the success or fail- ure of the owner is as intimately inter- woven with his relations with his em- ployes as is the case in retail trade. A retailer requires both intelligence and technical knowledge. This applies, of course, to the owners of the stores as well as to the men who work for them, but it is particularly true of those employes who are entrusted with the filling of orders for hotels, contractors and factories as well as being placed in position where their judgment or advice are sought by the customers on every-day requirements. It is characteristic of the boys on the floor, that really painstaikng effort on their part has been exerted to give the customer what was best suited for the purpose required. We talk of the retail trade often as a “fraternity,” and surely it does seem that the relations of men in the store does develop a sort of fraternal attitude—with the business itself as the fraternity and those engaged in it as the brother members. Perhaps this condition exists in other lines of busi- ness but it is an outstanding feature (to me) in our own trade. No class of employers expect so much from their men as do merchants. Mistakes in our line hurt; they can be overlooked less gracefully than in other lines because they usually involve dis- turbance somewhere else and ,perhaps, a loss of time for an employer and for workmen temporarily hindered in their work. So, accuracy as well as loyalty are demanded in large measure from our fellows. Yet the training given to the average young fellow starting to work in a store is sadly neglected. Usually he is left to his own devices or to the mercies of some senior clerk who had to find out things for himself as he came along, and who isn’t keen for acting as an instructor—so the youth’s education is often acquired, if at all, not because of his associates, but in spite of them. We have some dumb ones, of course —and we always will have that kind— but there has come up through the years a corps of really fine fellovs in the retail stores, sincerely devoted to their firms and to their work, who ought to be encouraged to succeed, for their own sake as well as for that of their employers. Our boys in their private lives and their habits don’t differ greatly from men in other fields. The same tempta- tions to go astray and the same avenues for moral and mental improvement are to them. They are “ave:age” fellows, just as you and I, some of them worthy of advancement and with the stamina to get that recognition: more of them plodders as they would have been in any other vocation. open Training is necessary in stores. It should be given carefully and kindly with recognition of the fact that men- talities differ and some grasp ideas slower than others. It should be the MICHIGAN TRADESMAN duty of the boss to see that his repre- sentatives know their stories and have whatever technical instruction is essen- tial—and above all, that his men should not be afraid to come to him or to some other qualified person in the house when they are not sure on a problem. Confidence in a chief and belief in the kindliness of the chief will do more to hasten knowledge of the business than volumes of essays on salesman- ship. Schools for training salesmen in stores have rarely brought about the conditions employers have hoped for, yet they have in many cases accom- plished all the employer should have expected. They have failed chiefly be- cause the “boys” were not convinced that the boss proposed to give his help the recognition they deserved, if by reason of their application in classes and later on the floor, they succeeded in making the firm’s business more profitable and satisfactory. In other words, it was too apparent that the firm alone was meant to profit by the extra time and effort in attending these schools. So if schools are held, and if special instruction is to be given with hope of its general acceptance, some recog- nition of the effort ought to be made if a lasting impression can be hoped for. Where this has been done, re- sults have usually proved satisfactory all around. Few merchants are frank enough with their salesmen. By this I mean that few get before the boys the cor- rect picture of what is required that he (the owner) may stay in business and what they (the boys) must do to perpetuate their jobs. It is quite common for the boys to think that the boss is “making all kinds of money” if sales are running good —when the reverse may actually be the case. And it is equally common for a boss to take the position that results in the store are none of the boys’ affair so long as he provides their weekly pay. Both these attitudes en- gender a sort of antagonism which isn’t healthy and usually it can be avoided by the proper move on the part of the employer. An employer really invests money in a salesman; he does not merely “hire” the fellow. From that investment he has the right to expect a return or a profit just as much as on the merchandise he sells. Failing to realize that profit, he is just as much justified in releasing the man as he is in unloading unprofitable merchandise. But as in the case of the merchan- dise, the clerk is entitled to know what is the minimum he must produce for his house week by week, or month by month, in order that his employer can make a profit on him. And here is where many employers fail in their duty to themselves and to the men in the house. Every merchant knows, or should know, his expense, his margin and his net profit, and what percent- ages of each the salaries of the sales- men bear to these figures. And with these figures he is able, or should he able, to tell a salesman how much the salesman has to produce in sales and profit or its equivalent each week or each month. If the boys all knew this regularly, there would be little occasion for grumbling on their part, and as little occasion for a “grouch” on the part of the boss. Few of us want to accept charity— the way to be self-supporting and self- respecting is to know what we must accomplish to be worthy of our hire. Honesty among salesmen is, of course, essential. It should be de- manded by every employer and given freely by every employe. Little need be said on this subject. Honesty is a part of the contract between the parties and to violate it does and should de- serve dismissal. But there is and there ought to be on the part of the em- ployer complete recognition of his own obligations to pay a wage sufficient for the employe to live and maintain his family decently, and a little more (or much more, as the case may be), in order to minimize the temptation to dishonesty. And the word honesty, so far as the owner is concerned, carries a still deeper meaning. By this I mean that example is our most potent teacher for both good and for evil. So if an employer expects his boys to play fair with him, he must set a good example for them in his dealings with his cus- tomers and with his supply houses, so there will never be an occasion where a clerk may say to himself, “Well, the boss trimmed Smith,” or “the boss made an unfair claim for shortage,” or “the boss received more goods than were billed and he didn’t report it.” Amy act that lowers the respect of an employe for his superiors, particularly in matters of honesty, opens wide the avenue for temptation on the part of the employe to do likewise. So, as a matter of self-defense if not of prin- ciple, a good example must be set for the “boys in the store.” Now and then a real disturber will get into an organization; his presence makes itself felt quickly. In justice to the rest of the force and indeed to the business itself, such a person ought to be uprooted quickly. He is the fellow who will tell another boy that the boss is “putting something over on him,” or that “I wouldn’t do this or that,” or by careless example undermines the ambi- tion and loyalty that another otherwise good young fellow really wants to show. We don’t have many such in the retail trade, but even one of them is too many. Experienced merchants know what radical and swift changes have occur- red in the retail trade in recent years —and they know, too, how reluctant many store owners have been to move with the times. We have some really “old fashioned” store owners, men of sterling character, men who want to do the absolutely right thing by their customers in supplying them with the best possible article in the market for a given purpose and who know the way they have always done business was a good way (results proved it)— so why change it? And I know—and I am sure you stores where modern methods are retarded by the attitude of men know Forty-fifth Anniversary employed in stores, who like their bosses, think present day trends are merely spasms and unworthy of notice by a group as professional as the aver- age merchant. Indeed, I know several stores where the owner would like to modernize, but is held back by a really antagonistic attitude on the part of his men toward what they call “new fangled ideas.” And these men in sev- eral stores, with which I am particular- ly familiar, are not disloyal; far from it, they really love their employer and their work, but they can’t understand the changes which have and are still taking place. They look on their work as a profession and resent the com- mercializing of it. wonderful attitude, but, it is making itself felt in the shrinkage of sales in the stores. Men of that type present a problem. They are usually veterans in their places of employment and drawing pretty good wages, based upon years of service and past accomplishments. They must be brought into step with to-day’s methods or surely, if slowly, they will pass into the discard; a con- dition that you and I will both regret out of our real regard for these fellows if for no other reason. In a way this is a Some merchants welcome sugges- tions frm oa traveler to the clerks, and if the traveler has good advice or in- struction to give, he is a really welcome visitor. Other merchants resent fa- miliarity with their clerks on the part of travelers—and resent it spitefully, though the same men may be very dilatory in giving their own employes proper instruction. We have all kinds of people in this great business of ours, challenging the ingenuity of the com- mercial traveler every moment of the day. But there is a real opportunity for you to serve and instruct as you plod your joyful (or weary) way and I know you want to do your part now not only for business but for the satis- faction in your own hearts of having done a thing well. I say nothing of your relations with one another. Your creed or platform is and should be an inspiration to eth- ical conduct with one another which not even intense competition need cause men to violate. One more thought on retail sales- men and I am done. I put it in this form of a question. “Is there ever an occasion when a traveler is justified in helping a clerk change employers?’ I imagine that nothing startles you more than to have a really good fellow ask you to help him make a change. The request implies dissatisfaction, while at the same time it is, of course, an expression of regard for your judg- ment and perhaps for your friendship. You may know a place where the fellow would fit with more salary for himself and more satisfactory service to the new employer. At the same time, by helping him change you may be doing an injustice to his present employer, and jeopardazing your rela- tions with that employer. To the credit of the trade as a whole, my experience (Continued on page 87) Forty-fifth Anniversary MICHIGAN TRADESMAN y COFFEE Salesmanship may cause a Light House Coffee drinker to switch brands once — but never again. Here is a blend that meets the taste of buyers who know good things and get them. The one sure way of winning and holding such “|: patronage is to stock Light House Coffee and : put it out in front! Light House is the only advertised Coffee roasted in and distributed throughout Michigan. NATIONAL GROCER COMPANY iw, ~~ a fy Beas a 4 7 " aa 2 eka FS ~ IIIIIIIIII bg gg. Sy Aline cc esse - ———— s 84 THE GREAT OUT-OF-DOORS. Relation of Scholastic Education and the Countryside. When I was a lad in high school a group of boys became greatly interest- ed in natural history. We took our diversions usually in the country. Rev. J- Morgan Smith was pastor of the First Congregational church, a lover of nature, a tremendous worker in his church, and after an arduous day on Sunday, he loved to take to the country and the woods on Monday morning. He loved boys, so it was a great pleas- ure for any of us to be invited by him to join him in his country recreations. One morning this group of boys went to Professor Strong and said to him that Mr. Smith had invited us to go in the country with him on Monday morning if we could get excused from school. and we asked him if we could go. He unhesistatingly said, “If you can go out in the country with Morgan Smith, you will learn more than you possibly could from any books you might study or any classroom in which you are used to reciting.” Often on Mondays we took these excursions and, as I recall the things which were most valuable in connection with my high school work, these excursions stand out as monuments, and I can well un- derstand now what Prof. Strong meant when he estimated the value of close and the inter- things to be contact with this man pretation of visited in the country. I broke away from high school and taught country school. My first effort was in a rural district some distance from town: It was immediately fol- lowing the civil war. Several of my pupils had been deprived of five years of school training and wanted to take one term before they should tackle the business of life. There were other pupils also who were older than more I and who were desiring to get all they could ut of a last term of school. They weren't used to hard study; I knew it would be difficult for them to settle down to real intensive study, and so it occurred to me to attach these studies in some way to things they knew some- thing about and would enjoy talking about. There was a great tract of tim- ber oppsite the schoolhouse of three hundred acres. They were chopping cordwood and getting out logs and doing many things in the utilization of forest products. I took my school into I had them measure cord wood and measure logs and learn to pace distances accurately and connect- ed all sorts of interesting things in the outer world with the studies inside the building. The plan worked. The tuition in connection with learning to the woods. see things and use their senses in the acquisition of knowledge fitted in beau- tifully with the training in arithmetic, algebra, grammar, rhetoric and other studies which the young people wanted to take up. My second school was entirely dif- ferent. It was nearer town. The popu- lation had increased quite rapidly and the school facilities had not kept pace with the increase in numbers. I had MICHIGAN a building 24x36, with a capacity of six- ty-eight pupils, two in a seat; but my roll called eighty-one names. It was a perilous situation for a young teacher and my solution of many of the prob- lems was in relating the school work to the great out-of-doors. The study of geography was the study of the school district. The pupils of that knew the location of every house in the district; they knew the types of houses, the surroundings of the houses; they knew the trees of the district and the accompaniments of a creek which school ran through one part of the district- When I was at my wits ends to make them interested under the unfortunate idea of forming a museum suggested itself, of in school, conditions, the things they could gather within the TRADESMAN Many years ago I took a trip through Europe on my bicycle and spent a con- siderable time in Froebel’s country in Southern Germany and some days in the home town of Pestalozzi. While in Zurich we decided to climb the Ut- liberg mountain. Our party started in the early morning, and not being used to mountain climbing, we soon became somewhat exhausted and felt like rest- ing. We took a great deal of enjoy- ment in the scenery, and when we were half way up the mountain, a whole group of young people with a teacher sped past us as if it was nothing to climb a mountain. We watched them and they were gathering flowers and chatting in German about the things they saw and we concluded without asking any question that it was a bot- Charles W. Garfield school district. success. It was a phenomenal of the of the district objected that we weren't giv- ing enough attention to books and the things that are expected to be taught in a country school; but when they saw the interest of the pupils in the things we were doing, they held back any criticism of my Some parents wonderful method. The children learned to gath- er botanical and mount them, gather insects and mount them, stuff birds and small animals so that they look sorts of ways became thoroughly ac- specimens would natural, and in all quainted with our environment; and I was able to connect this information gathered with the ordinary school cur- riculum so that it added interest and enthusiasm to the school work, any class or possibly a class in some But when we arrived on a piece of table- land toward the top of the mountain other branch of natural history. upon which there were scattering trees, we found each pupil had a tree, and we gathered from the instructor who spoke in broken English that it was a class in trigonometry and they were each, by triangulation, finding the height of a tree. I said to him, “This is a new way of studying trigonom- etry, and he said, “Well, it is our way of teaching anything and everything, to attach in some way the tuition given to the countryside.” The next take a trip around Lake Zurich. We had gone only a little ways when we found another class of apparently high morning we decided to Forty-fifth Anniversary school students, boys and girls, and the teacher was a good English scholar and we were glad to chat with him about the class. It was not a class in natural history; it was a class in liter- ature, and they were studying poems with titles attached to flowers, and the teacher told the same story: “We at- tach our school work as much as pos- sible to the out-of-doors, and our pupils spend more time in connection with nature than they do in the school room. We find that in everything we teach, if we can connect it with the outside environment, we awaken interest and enthusiasm and make more telling ef- fect with our processes than we could the within the walls of a school building.” The Saviour of great teacher, and as we read the story of possibly do by confining work men was a His ministry in the various gospels, we find that His most valued illustra- His truths to the minds and hearts of people were from tions in carrying the countryside. The work of teach- the In equipping students for life ers is charging of storage bat- teries- service, the methods pursued are such as will be most effective in storing up in the minds and hearts of pupils the things which will stay with them and give them happiness during their life- time and through this happiness to be of the greatest service. The awaken- ing of the five senses to alertness in the acquirement of information is of vital importance and there is no field so rich as the countryside in things which will awaken delight through the senses and aid in the storage of infor- mation and suggestions which can be carried into the various avenues of life work and make that work effective. In the field of education, the matter of college degrees seems to cut quite find reaching after an added college degree a figure, and I many teachers threugh work that is carried on in col- leges during their vacations from their own school work. I have no fault to find with this: but I have often wished that some institution had the authority acquisitions to confer degrees for through a study of the countryside and the wonderful revelations which can be found nowhere else in life. First-hand information gathered through observation is the type of ma- terial that children and young people in school enjoy receiving. When a teacher says, “I saw” or “I heard,” it means a great deal more than when he says, “I have read;” and so I am imbued with the thought that teach- ers who are equipping themselves for better work through study under the auspices of some collegiate institution wisely to by taking the same time in the study of things in the countryside at first hand. A few months spent in connection with nature in her various phases, asking questions and getting the answers through the might possibly add more their equipment for work avenues of the senses, can be made to play a very prominent part in carrying on to others things that will delight them and be valuable in the educational methods. (Continued on page 86) e 2 Forty-fifth Anniversary MICHIGAN TRADESMAN 85 900 PER CENT Increase in Sales in One Year !! Is the Record of MORTON HOUSE COFFEE Advertising helped start this. Our faith in Morton House Coffee and yours in our recommendation helped, too. But the People who drink Coffee made this growth possible and are increasing it every day. Morton House Coffee has proved itself a trade winner and those who use it always come back. A year ago we issued an iron-clad, money - back guarantee on Morton House Coffee, and to date, not one ounce has been returned, so far as we know. We have practically a 100% distribution eR : a GRAND aa ne a of Morton House Coffee in Western RAPID S Michigan. Morton House Coffee Is a Big Trade Winner for the Community Grocer WORDEN (jZROCER COMPANY - Wholesalers for Sixty Years THE HOME OF QUAKER PRODUCTS Ottawa at Weston The Michigan Trust Company, Receiver Grand Rapids 36 THE GREAT OUT-OF-DOORS. (Continued from page 84) I have always been impressed by the method of Agassiz in giving instruc- tion to his pupils who were taking post-graduate work with him having in mind a richer equipment for service in the field of education. He did not send his pupils to the library to do their work, but he sent them out to study nature: and they soon found that in py arrying out his instructions in their drst-hand study of things in nature, they needed to know a lot of things that they could find in the library: The stimulant for this library investigation in the material that they garnered was ander Agassiz’s direction in close con- tact with life in the open. About a year ago at our Rotary Club we entertained the crippled children of this city, and each Rotarian had one or two of these children at the dinner table, having in mind giving them as zood a time as possible and treasuring in their memories something that would give them joy in years to come. \ boy and a girl were assigned to me, and in seeking to interest them, I ask- ed a good many questions about the studies they were carrying on and their expectations in life. These chil- dren were perhaps twelve or thirteen years old. In answer to my question as to how he expected to get a living, “T want to be a farmer. My mother has a piece of land and my teachers tell me they think if I study pretty good and get all I can in the school, I can perhaps go on this piece of land and get a living, even with my handicap, and I think I would enjoy doing things in connection with the soil better than anything else in the world.” Turning to the girl on the ther side of me, I said, “Well, what do you think of this boy’s plan?” She said, “I think it is fine. I want to live in the country; I wish that I might be a housekeeper in the country. Of course, I wouldn’t like to marry a fel- low like that boy because two crip- ples in the family would be too many; but I would like to be a home maker ind particularly to have a garden and xe out of doors and grow things and enjoy animals and everything that makes the country attractive-” I said, the boy said: “Do you talk to your teachers about this, and what do they say about it?’ She said, “Our teachers are people who like the country and they seem to think that this is a good thing for me ‘o think of in connection with my life, ‘or I will always have limitations on account of my physical difficulty.” The conversation with these children inter- sted me very much and emphasized to my mind the value of the country- side as connected with their education ind the ideals which the teachers could assist these children in formulating by diving them hopes of enjyment in ac- ivities connected with country life. During the last year I have had many interviews with men who are 4yromoting the idea of putting into the chools a textbook of religion. I have iad very many conferences with them ind have listened attentively to their MICHIGAN pronouncements. My sympathies have not been awakened for this method of teaching religion to children attending the public schools. I feel that religion should be an atmosphere in the school, that it should be attached to the ap- preciation of the wonderful things which come from the hand of the Creator: that seeing God through na- ture and the wonderful things which are revealed through the senses by the aid of the microscope and the tele- scope, develops in young people an ap- preciation of the wonderful work of a Great First Cause. And instead of teaching religion through formulae or written text, I would attach the re- ligious training to everything that is taught in the schools and connect it very largely with the things which come directly from the Creator, rather than having it attached to buildings and man-made things. I can well un- derstand that that Swiss teacher who was giving tuition in trigonometry and incidentally giving his pupils a splen- did equipment of nature study would have the right thought in the teaching of religion through the creation of an atmosphere which should pervade the whole realm of instruction. In emphasizing the things of the countryside as attached to the educa- tional field I am aware that there are many views that will not accord with the one I have expressed and by peo- ple in whose judgment I have a great deal of confidence; but in my pro- nouncements I am simply giving a view that has grown up with long years of pleasant relationship with edu- cational methods and educators: Chas. W. Garfield. ++ > __—_ Starting It Right. “How much postage will this pack- age require?’ asked a woman at the window of the postal station. “Thirteen cents,’ was the answer. >?” “Just exactly 13 cents: “Tes. “Think it will go all right?” “Sure!” “Wouldn't i tgo for 12 cents?” “No, madam.” “Hadn't I better put 14 cents on it?” “What for?’ “Thirteen is unlucky, Wouldn’t it get lost?” “Scarcely.” “Wouldn’t it be sure to fetch up at the deadletter office?” “Hardly.” “Some pilfering clerk would steal itr “Uncle Sam’s clerks are honest.” you know. “Well, that may all be, but I’m not going to start that stuff away from here with a hoodoo amount of postage sticking to it. The address would rub off, it would get smashed in the mail, even if it didn’t roll out of the car and get under the wheels. That’s not all. If the woman to whom it is addressed discovered that it came to her house for 13 cents she’d find fault with the goods, be cross for a week and finally throw the whole thing into the fire. Here’s another cent; make it 14 and start it right.” TRADESMAN Forty-fifth Anniversary WESTERN NATIONAL BANK, YORK, PA. Manufacturers of High Grade Bank, Store and Office Work. NACHTEGALL MANUFACTURING CO. 237-245 Front Avenue, S. W. GRAND RAPIDS, MICHIGAN We Offer Our Unsold Participation in $15,000,000 FEDERAL LAND BANK 44% BONDS (Instrumentalities of the United States Treasury) Exempt from Federal, State, Municipal and local : taxation. Price 100% and Interest MacNaughton, Greenawalt & Co. Conservative Investments Michigan Trust Building, Ground Floor Dial 4791 INVESTMENT BONDS @% Principal and Interest Guaranteed by Two large Surety Companies CHAS. E. NORTON, Stock and Bonds 522 Mich. Trust Bldg., Grand Rapids, Mich. OSCAR ORWANT Eggs at Wholesale 343 MT. VERNON AVENUE, N. W. ic PC I OE CONNER TEI Forty-fifth Anniversary ASOD ER ME HUN Erde eRe DA NEN ECAR Hah RD Vt Hann Ne MICHIGAN TRADESMAN 87 THE BOYS IN THE STORE. (Continued from page 82) has been that they don’t take one an- other’s good men—and to the credit of the retail salesmen, I don’t find the good ones anxious to make changes except with reason. But occasionally a really meritorious case comes to the surface, requiring real judgment and real friendship on your part to handle. Only in such cases is a traveler justified in acting and even then he may be bringing on his own head retribution that will cause him trouble: {t is far better to see if the condition giving rise to the wish for a change cannot be remedied right where the man works—sometimes the mediation of a friend will straighten out the dif- ficulty; an adjustment of salary or of working conditions or both; really a mission for a diplomat—but that’s what you are, aren’t you? John B. Foley. —_—_2. > __—_ How To Handle the Disagreeable Customer. If all people whom the salesman meets were angelic in temperament, this world would be rather a tame place, so perhaps we ought to be thankful for the disagreeable customer. The people in one city in the South have raised a monument to the boll weevil on the ground that if this in- sect pest had not driven the Southern farmer to raising diversified crops, he would still be devoting himself ex- clusively to cotton and making no profit whatever a good part of the time. The disagreeable customer, like the boll weevil, has his uses. First of all, if people can afford to be disagreeable, we can afford to let them- Maybe they are built that way and cannot help it. Maybe they are temporarily irritated by something and are foolish enough to vent their spite on everyone. Pos- sibly they are the type of people who like to show their importance when they think they can get away with it. Why fuss about it? The wise sales- person simply ignores the disagreeable one, as well as the snappy remarks of such an individual. It takes two people to create an argument or to develop a disagreeable situation. The salesman who is self-possessed friendly, but quietly dignified, always has the advantage of the person lack- ing these qualities. We must not for- get that the skillful salesman is and must ever be, the leader in the business transaction in hand, and we cannot hope to control others unless we have mastered the fine art of first controlling ourselves. Disagreeableness usually expresses itself in several ways- The customer argues about value or states that the same goods can be bought more cheap- ly elsewhere or enters a definite com- plaint about something previously pur- chased or some servicec which has been at fault. A complaint sould always be lis- tened to cordially and the complainer thanked for giving the establishment a chance to make what is wrong right. Frequently this attitude will disarm the complaining customer and the disagree- able mood will melt. It is much better to conserve Good Will than to sacri- fice it. When the. disagreeable shows a tendency to argue, the watch- ful salesman will always find some points or points with wihch he can heartily agree, and until there is a reasonable measure of agreement, there is no hope whatever of making a sales. customer “Highway robbery!” barked an an- gry customer when shown some goods he wished to see. ‘Why, it’s an out- rage to ask such prices! you'll pile on all the traffic can bear and keep on getting away wtih it, do you? It’s extortion. Sir—it’s extor- You think tion!” The salesman smiled genially and returned, “High prices do grate, don’t they? Only yesterday I paid a bill for repairs at the house which made my hair stand on end. But I don’t see any way out of it. The high cost of labor, the expense of raw materials and trans- portation charges make the price of these goods just what they are We are making less money on them than we used to, for we have to pay more for the supplies, and rent, and help, and everything else costs more, so the profits are pretty well shaved down. But you have the satisfaction of know- ing that you are getting the best value possible here, and as charges go to- day, these goods are very reasonably priced. You are a good judge cf mer- chandise so I’ll leave the quality to you.” +. Death of a Humanitarian. Old age has claimed the last of one set of veterans of the kaiser’s war that were very young and tireless through- out the struggle. This is no paradox, for these veterans were dogs attached to the German Red Cross, and the longest-lived of them all is just dead at Hamburg. He had attained twen-+ ty years, and since he was demobilized the dog had been surrounded by com- fort in a good German home. Nearly everywhere in the white man’s world, and in many parts of Asia and Africa, there are former sol- diers who remember with gratitude what these Red Cross dogs meant to them when they were lying wounded in places where the hospital corps was unable to go. Sometimes it was an exposed shell-hole, sometimes it was underbrush. Into these places went the Red Cross dogs of Germany, carrying first aid in their packs and ministering as best they could to afflicted man. The sight of these fine humanitarians, creeping along to avoid the danger in the air, or running gayly with the full knowledge that no marksman would aim at them, has been properly d:- scribed by many German veterans as the finest they ever saw in their lives. —_2>++___ An Old Pastry Explained. Small Boy: What is college bred, pop? Pop (with son in college): They make college bred, my boy, from the flour of youth and the dough of old age. Schoenfeld & Schoenfeld 158 Jefferson Avenue East, Detroit Distributors of Bedford Tailored TROUSERS AMERICA’S BEST Every Pair Guaranteed WHEN IN THRE DETROIN MARKET PAY US A CALL. VISITING MER= CHANTS ALWAYS WELCOME. .. Holiday Merchandise Our stocks of holiday merchandise are still complete. We are showing the greatest assortment we ever had. An inspection by you will be convincing. DOLLS NECKTIES GAMES SCARFS BOOKS SHIRTS TOWELS HOSIERY ART GOODS INFANT'S WEAR STATIONERY GLOVES PERFUMES SWEATERS JEWELRY DRESSES HANDKERCHIEFS FLOWERS IMPORTED NOVELTIES XMAS CARDS, CORDS, SEALS, PAPER AND BOXES PAUL STEKETEE & SONS Wholesale Dry Goods GRAND RAPIDS MICHIGAN 88 MICHIGAN TRADESMAN Forty-fifth Anniversary LOVE YOUR WORK. Popular Theory Not Always Practi- cable or Desirabie. It seems to be a popular idea that the prime requisite for success in any calling is a love for the work. Love your work, or rather, choose the work you do love and succeed. That is the main thing. This applies to everybody. Everybody should be engaged in an occupation which is delightful to him. Parents, guardians, and all who have the privilege of directing youth should see to it that those under teachers their care are helped into the work which will please them. Young people, the world is open before you. Take When the people are happier the world will be better. When the world is better the people will be happier. help make the your choice. Therefore world better by being happy. Choose the work you love and be happy and successful. E. E. Whitney Advice is usually thrown away un- less it is agreeable to the recipient. “Choose the work you love” is agree- able advice. It promises reward for doing as one pleases. It is approved because it accords with the natural in- It is says: “Please yourself.” clinations. popular bccause it At first thought this popular idea seems all right; but as we follow up the matter Deep-rooted in the minds of students of human nature is the conviction that self-seeking, pleasure-seeking, selfish desires do not tend to make one hap- pier; neither does it help to make one’s we meet with obstacles. associates happier. Again, when we study various vo- cations we find more or less disagree- able features in nearly every These are unavoidably connected there- with. We can hardly concecive the idea of any one enjoying the perform- one. ance of certain portions of such work. Still, some one must do it. As we look a little deeper into the matter we discover that it is not the work but the fruit of that work—the result — which gives pleasure. It is the finished product which pleases. It is the cleanliness, the tidiness, the attractiveness of the room accomplished or the house which leads the housewife to sweep and dust. It is the anticipa- tion of the end sought which makes the worker cheerful. It is the wages which enables the workman to provide for self and loved ones which gives satisfaction, not the toil and sweat, the smoke and grime of the factory which is loved. Choose the work you love is an ideal toward which every one has a right to aspire. But in everyday life it is not always possible to do so. When- ever and wherever the question arises: “What shall I do?” it must often be decided by some other standard than, “Do as you please.” What is my duty? What are my _ natural capabilities? What is best for me? Am I or can I become qualified for the work which seems most inviting? These and sim- ilar questions must be considered. Many times there is left no choice to do as one pleases, or, in other words, to gratify individual preferences. Persons who seek pleasant occupa- tion are usually not long content with They are frequently changing—never satisfied. He who al- any situation. ways considers personal likes and dis- likes, physical discomforts, unpleasant features of his vacation, will not accom- plish great results. The all-important question is not whether one likes his work, but can he perform it satisfactorily? Not, is it pleasant, but is it profitable? Does the work allow the worker to progress? Is skill, knowl- Does it incite him to study to he gaining experience, edge? mind, his manners, his Does it strength, confidence and other desir- improve his social standing? develop able qualities? If so, the unpleasant or disagreeable features may be tolerated. One point worthy of serious con- sideration is: Is the occupation health- ful or unhealthful, no matter whether it be the work itself or the unsanitary conditions which employers will not strive to remedy? Poorly-lighted, illy- ventilated, cold or overheated rooms might furnish justification for strikes among employes in many cases; still those who desire to benefit the work- ing people in such respect usually find better methods to secure their ends. It is a question if it would not be far better in the majority of cases if parents or others of mature years and of good judgment should choose for the young man or young woman an occupation. The instances where par- ents or others force or influence youth into occupations to which they never were or can be adapted, we believe, are small in comparison to the number who fail because allowed, unadvised, to choose for themselves. A worthy aim in life may lead one through a long, hard, disagreeable course. The final achievement may be possible only when one has strugg!> hard to overcome obstacles. The abil- ity necessary in the desired position may not be acquired in any other way except by unpleasant experience. De- velopment of great value may not be possible in any easy vocation. Every one should have a noble pur- pose, a definite aim in life. It should be in harmony with one’s natural abil- ities. It should be the center around Health, enjoyments, which all his plans revolve. physical comfort, social recreation and all such considerations have their proper place. They should be auxiliary to the central purpose of life. Not every pleasant experience is helpful to success. The individual must shape his course accordingly as his environments seem to dicate, as from his standpoint he sees most advisable, not blindly follow the dictates of a popular theory. Love of home, family, country, hu- manity and right; regard for one’s du- ties and obligations; submission to Divine Providence; endeavor to follow manifest destiny, cause people to press forward regardless of unpleasant, dis- agreeable conditions, formidable obsta- cles and even sorrow and suffering. Life is a battle. Only soldiers and heroes win. Pleasure seekers miss the true purpose of life. Much may be said in favor of love for one’s work, but reason and com- mon sense should guide. To be so engrossed in one’s chosen occupation that other worthy objects are entirely lost sight of is not desirable. It is usually greed or unworthy am- bition which leads people to work be- yond their strength and Sometimes it is necessity. endurance. Sometimes it is a habit, a form of dissipation, which allows the worker no vacation, no respite, no easing up of the strain, no time for social enjoyment or men- tal culture. desirable. Such love of work is un- The reader may continue investiga- tion of this subject according to his own experience and observation, and may conclude that popular theories in this as well as other matters are not always practicable or desirable. E. E. Whitney. ——_—>~--—____ Must Accept More Regulation of Our Personal Habits. who have benefited mest through the abolition of the saloon are the motion-picture owners, the autc- mobile producers, the building trades, the radio manufacturers and concerns providing sundry sports and_ recrea- tions. The consumption of milk, root beer and ginger ale has shown a re- markable increase. Those There has been no similar gain in the consumption of tobacco, tea or coffee. The large in- crease in cigarette consumption is ac- counted for by factors unconnected with prohibition. The majority opinion of several thou- sand corporations that submitted re- ports set forth a number of interesting facts: “Blue Mondays” are less in evi- dence, and the discharges for drunken- ness have decreased. Industrial acci- dent rates have been reduced. The farmer's only important loss from the enforcement of the law has been in the restriction of his market for hops and barley. In 1914, only 1 per cent. of the country’s production of wheat, oats and corn went into the production of alco- holic beverages, and 9 per cent. of the rye was so used. But the total loss to agriculture has been offset by substan- tial gains in other directions, the most striking being a larger demand for milk and an enormous increase in grape consumption, partly perhaps, for home- made wine. All of which helps to ex- plain why the farmer is an ardent sup- porter of prohibition, No matter what his personal prefer- ences may be, the impartial investigator cannot avoid the conclusion that, from a purely economic standpoint, the ad- vantages are largely with prohibition. The future is uncertain. Considering the question from its purely ethical and political aspects, we must recognize the ‘ruth that some of the ev‘ls resulting from prohibtion are now showing an upward trend. There has been a steady. uninterrupted growth in violent crime 1919. increased and political leadership has since Governmental costs have not improved The experiment has not been completed. The next few years challenge us to prove that our increas- ed economic power, which in consider- able part has resulted from prohibi- tion, has been purchased at a cost that leaves the credit balance on the side of National progress. The fact is we must prepare to ac- cept more regulation of our personal habits and business methods in the future than we have had in the past. All activities that in any way touch public welfare will be subjected to re- strictions. New motor laws will force us to utilize our streets and highways for the full 24 hours of the day. Truck- ing traffic will be compelled to adjust itself to night hours, and there will be penalties for drivers who increase con- vestion by moving too slowly Auto- mobiles engaged in through travel will be forced to use by-pass roads, thereby avoiding the towns and cities that lie along their routes. ++. Says Merchants Cut Stock Too Far. Hand-to-mouth: buying by merchants has been overdone, declares a woman reader who has been trying to shop in New stores, including two carrying higher- York. She visited a number of priced goods. She was in search of a coat. Her experience was the same in every store. They were able show only two or three samples along the lines desired, covering only one or two sizes and one or two colors. In each instance it was explained that a selection could be made from the samples and that a garment could be furnished in the color and size wanted—in two weeks. A visit to a wholesaler, a brought the information that even high-grade stores were insisting upon having orders for one or two coats friend, filled immediately from his samples. This shopper decided that, if she could not get immediate delivery of what she wanted, she had better go to a custom tailor and be measured for exactly the kind of coat she had in mind. All of which suggests that inven- tories can be cut too far for the good of a business. —_———- oo Mexico is handling herself better. » Forty-fifth Anniversary MICHIGAN TRADESMAN 89 PETOSKEY CEMENT is being used in the Detroit-Windsor Ambassador Bridge and Leading Structures in the Middle West SCHOOL BUILDING—MUSKEGON HEIGHTS, MICH. PETOSKEY PORTLAND CEMENT CO. PETOSKEY 90 LOOKING AHEAD. It Lights Life’s Road For the Younger Men. I think if there is anything in the world that an aspiring, ambitious and reasonably honest young man needs it is to be told by someone who has been over the road something of what the road looks like. I know if, when I was twenty-five or thirty or thirty-five or even forty, somebody in whom | had confidence and who I. believed was honest and frank had told me some ot the essential things of their experience it would have been helpful to me. lam going to discuss this subject on the assumption that most of my read- ers are men young in spirit, many of you young in years and perhaps young in experience, who are looking ahead to the time when some of the things which are with you now by hopes, by dreams, shall in that day be actualities. I want you to know a little how I think you will be looking at life when that time comes, and so I have no apologies to offer because I shall be rather per- sonal in some things and I shall speak a good deal as if I thought I knew Whether I am right or wrong is not the point. what I was talking about. The point is, I am going to be honest with you and I am going to tell you what I think of the opportunities in life. It will soon be thirty-six years since I started teaching in a public school. In that school. which was in a pros- perous farm community, there were four boys, and two of whom could have taken me on their shoulders and thrown me through the windows, so teacher had to be good- No doubt about it. Any of you who have attend- ed country school know what I mean. As a part of being good and getting the interest of the young people I had roll call in the morning answered by quotations. One of the boys was an orphan living with a tenant farmer under very unfavorable conditions. I found out later that he was brought from an orphanage near Boston when he was three years of age and given to the farmer. He knew nothing about his father and mother or where his brother was. One morning in roll call Allie Saw- yer’s name (the orphan boy) was call- ed. He responded with this quotation: “The world offers to every young per- son a choice from all the desirable things of life, provided he will pay the price.” I was startled by this response. 3v that time I knew Allie’s surround- ings and circumstances, and while only a youngster of 17 I had visions and was dreaming dreams and having hopes and the phrasing of that quotation caught me, and I said, “What is that, Allie?” And he recited again, “The world offers to every young person a choice from all the desirable things of life, provided he will pay the price-” “1 said, ‘Do you believe that?’ He said, “Yes, sir” “Well 1 said, “I do! And I am saying to you to-day, thirty- six years after, years that have been full of discouragement and disappoint- ment and heartache and fight and drive and all that, I tell you that more than MICHIGAN ever I believe that the statement is ab- solutely true. “The world offers’—all right. Has the world these things in its giving? Yes, because if you will stop to think everything outside of the little family circle where you live is known as the world, and that is where you are going out to give your effort and to obtain your return. So whatever we get comes from that indefinable, indistinguishable thing outside of that little life that we live, which we call the world, and it is in its keeping. “The world offers”—I don’t know who wrote this statement, but he knew how to use English; “the world offers’—it doesn’t give it, it doesn't force it, but it offers it. “The world offers to every young person’— every, every young person. Thank God it doesn’t make any difference under the Stars and Stripes, at least, who you are or what you are, you are in that group to which the world of- fers. “Every young person”—That is well put- Who is young? Well, I hope to live the allotted span. I am past fifty now and I am rather young. I find it out to my sorrow every once ina while. I wonder if I ever will harden up and season up. I wonder—oh, | have got gray hair, got a lot of experi- ence of one kind or another, but thank God I am young, and I am going to keep so, and it is in that determination or in that consideration of it, that this man had it in mind, and so I say to you men who have come along to forty, forty-five, fifty, fifty-five, who have not yet realized the things you started out for, don’t lose heart. The game isn’t played yet. We aren't through with it. We are still young. What does youth have? Youth has strength, vitality, very little of experi- ence. It has ambition- It has a willing- ness to go to the problem and solve it. So I say I am young. I am going to keep so. So are many of you, and as long as we are young in heart and in spirit and in thought that statement applies to us. “The world offers to every young person a choice from all the desirable things of life’ — a choice. Whose choice? Why, my choice for me, your choice for you, and nobody else has anything to do with it at all. I am not losing sight of environment. I am not losing sight of these many influences which we all meet, but it is a matter of free choice, a choice from all the desirable things of life—all of them. Why, it is all out there- Go get what you want. Desirable? Who is going to say? Why, I am going to say for myself, and I am going to make lots of mis- takes, and I have lots and lots of mis- takes, and I have, lots and lots of mis- I did. When I got it in my hand it was nothing but tinsel, a bauble. I said, “Well, Will, your judgment isn’t really good, is it? Take another And so you will do, and so every man has done. Why, thot is a little of what adds to the joy of ‘ving. Is it in having it in your hands? No. No. Not at all. It is in the fight and in the onward reach for it. chance.” Forty-fifth Anniversary TRADESMAN Have you ordered your Calendars tor 1929 ~ C4 Don’t forget we carry all kinds of Advertising Specialties Samples and Prices on Request GRAND RAPIDS CALENDAR CO. 906-912 South Division Avenue Grand Rapids, Michigan Phone 31732 I. Van Westenbrusse GRAND RAPIDS — MUSKEGON Distributors “BEST FOODS” Thousand Island — Relish Spred Mayonnaise — ‘Fanning’s Bread and Butter Pickles’ KRAFT CU) CHEESE | Alpha Butter — Ten Bruin’s Horse Radish and Mustard We cover Central-Western Michigan with weekly truck delivery service. QUALITY -- CO-OPERATION -- SERVICE wae & cae ae & Forty-fifth Anniversary The world offers to every young person a choice, his choice of all the desirable things of life, absolutely free, and you may have it provided you pay the price. Something for nothing? No, sir, that is not good business. It is not sound business, and if you ever got anything you really, honestly to your- self, know that you didn’t pay for, bid it good-bye. It is not going to stay with you. It ought uot to stay with you. And if you have something that somebody else says you got for noth- ing, forget the fact of his statement, Nothing that vou get stays with you except you pay because he doesn't know. the price. Well, what is the price? I like to know: to tell you. I don’t know. know. You must take the chance. Do would I am not going to try You can’t you say, I am not going to do this thing unless I am sure what I am going to get and know what I am going to pay for it? All right. The price tag isn't given there. The price tag isn’t there so that you can know. The value of it isn’t there so that you can know. You have got to take some things on faith. You have got to believe in some general principles of life. The price isn’t marked on it. Yet you will get it when you have paid the price. Oh, yes. When? When am I going to get it? You are going to get it at the in- stant, and not until, you have paid to the last degree the invisible price mark which God Almighty has set on it. Now I what I am talking about. That statement the little orphan know TRACI NER, EACLE ENEMA RED SDN ee an rN MICHIGAN TRADESMAN boy gave me back there is true. Do you say to me that it is not true, and that this man yonder has not been amenable to those laws? I tell you, if you say that, you don’t know. For one case which, with all the facts be- fore us, we could say was an excep- tion to the rule, I can bring you out of my Own acquaintance 999 to prove the rule. If there be such cases, and I doubt it, they are only the exception that prove the rule. I believe in having a fixed yet plia- ble plan that contemplates action in the future: Fixed? Yes. My mind is made up. [ see where I am going. Oh, yes, and it is green fields and running brooks and singing birds and friends; oh, it is a beautiful picture, and I am going to go in a straight line to the goal? No, I have not gone by a straight road yet, but I am going to arrive. That is why, in the light of my experiences in having to shift and change my plans, taking the facts as they are and having my feet right flat on the ground and doing a day’s work each day, one day following another, that is the reason why I say that, and the plan may, as it has in the past, weave around a little bit and change, but it is all heading ir to the final goal. How Six Men Failed to Restore a Fainting Woman. The woman fainted, and these are some of the things that the half-dozen men in the room with her did, says the Baltimore News: Two of them made a dash for the dining room to get water, and fell over each other at the door of that apart- ment. One hastened to a neighboring drug store for a mixture of vichy and am- monia. One appeared suddenly with a glass of whisky, obtained no one knows where. In endeavoring to raise the gas two able-bodied and excited masculines put it out and left the party in total dark- ness for at least a minute, while every one of them fumbled in his pockets for a match. Four men fanned the invalid with music, handkerchiefs or whatever was at hand. One held a pot-pourri jar under her nose under the mistaken impression it would be reviving in its effects, al- though it was not. Another said, “Here, dear,’ and tried to wipe her brow with the fan he held, instead of the handkerchief that was in his other hand. Four of the men called her “little woman” and entreated her to be calm. Two said, “There, there’? and looked at each other and asked, haggardly, if she were quite dead. One put his arm around her tenta- tively, not sure that the corpse would not sit up suddenly and smite him for his temerity. Another called the servant man who had appeared in answer to his urgent calls a “blundering idiot” because he did not understand what was wanted when he was told to “Run for. the nearest hat without any doctor.” This sounds like quite an army of men, but in reality it was only six active ones who did all these things. And just as they were in despair a woman came into the room. She took in the situation at a glance, and gave her orders coolly. “Let her lie down,” said she, “and stand from around her, so that she may get some air. She’ll be all right in a minute. Take away that whisky and let me have the water. There you are.” And there she was, sitting up and blinking. -_—__o +o -__ The Bossy Woman. “Have you ever driven a car?” the lady applicant for a license was asked. “One hundred and twenty thousand miles,” put in her husband, who was standing near-by, “and never had a hand on the wheel.” would only have a after all.” omg ¢ Jp arameioomsertn aac GaSe aT NEN AURA A SIR te ARR Sm NO Forty-fifth Anniversary MICHIGAN TRADESMAN 93 | a American Light @ Traction Company 7 (Organized in 1901) Controlling, through its ownership of stock, Public Utility Properties Serves a population of 2,940,000 with Gas 340,000 with Electricity 310,000 with Street Railway Service wut ong In 1927 Gas Sales increased 8.09% Electric Sales increased 23.76% Street Railway Passenger Revenue increased 7.06% { ® x American Light & Traction Company 120 Broadway New York City a WORN LERT IT a Bec v ere SCE BOR EE A I A AF AE Ti — LOOKING AHEAD. (Continued from page 91) years ago, I saw a fellow with a great big button to attract attention. The type was big and the words were these: “Don’t tell me your troubles; I’ve got some of my own.” Now, then, I have got to hold true to my plan. I must be true to my ideal, and I am blue, discouraged, disheartened. The fellows I was counting on have turned me to That’s life. If you haven't got it vet you will get it some time, the wall. for the most of us have had it, and we That’s life. But there are sources of inspiration. will get it again. What excuse or justification is there for me to talk to you people in this very frank, open, heart-to-heart way? it takes a little moral cour- Well maybe after the curtain is dropped for me some of you Believe me, ave to do it. will be still plugging along and you will say, “I heard a fellow, I have for- gotten his name, but he said something I have remembered?” inspiration. There are sources. of Where are they? From the lives of other men—living. you get it from as- sociation: dead, you get it from their biographies, and the greatest book of them all is the Bible. Get acquainted with it. There you will read, “Eyes have they but see not, ears have they but hear not-” Some of vou fellows are going to say, some of you who know me, “Well, Bill is certainly opening out his heart to-day.” You will know that the things I am telling you are the things which I have lived, and you know that you and I are more nearly kin than you ever dreamed of before, but there are that don’t you turn to biographies there are eyes that read and don’t see We can go into certain cicrcles in life ears here hear. So when very much. and use languages and communicate with each other and those that are there don’t know what we are saying. “Eyes have they but see not, ears have they but hear not.” Then I! get inspiration from poetry. Poetry! Men are not going to be ashamed to let it be known that they are men of ideals, men of sentiment, men of vision, men who believe there are things worth while, and men who know that they can be a success in their business, that they can do all the job requires, that they can live in and meet the conditions of life abso- lutely as they are, and yet be true to the ideal. would civilization be now and where Unless that were true where would it be in the future? I appeal to you who are young according to the definition which I gave, I appeal to you to remember what I am saying as the from one who knows honest words what he is talking about. My father was woods when he was three years of age. brought into the My grandfather went across the ice on the Detreit river with his ponies in the year 1840 or 1841- Father did not have much chance, but he was rather observing and rather retentive. He went to a circus in the very early days and a painted beauty came out and sang (they called it singing). Her voice MICHIGAN proclaimed the life she had led and the words were thus: This world is a world of deception, Th's world is an outside show; This world is a world of corruption. I've tried it and I know. I tell you the story as emphasizing some of these things that I have been saying to you to-day. I’ve tried it and I know. If you don’t believe it you can try it and you will know. Am I interested in your habits, per- sonal habits? Not directly. Will it be a better world for me if other men are as decent as they can be? Yes, and in that indirect way I am interested. But you go and be just as big a fool as you want to. That is your right; that is your privilege. That is what the rest of us over the road The only difference is we didn’t want to be the same kind of fool that you may want to be. who have been have done- Having all that in mind, what is it that is going to bring you these things in life? What did God Almighty: give you to start out with? Why, he gave you heredity, manifesting itself perhaps in brain power, certainly a physique and probably in nervous energy. What has the young fellow got to start out with? He has three things, and he ac- cumulates the fourth, and the product of them is the eventual answer of suc- cess or failure. Heredity give him per- haps his mentality—certainly he has a mentality, he has a nervous organism, he has a physical organism—and after a while and from day to day he begins to have experience and judgment. Whatever you do your physical possi- bilities are Jargely fixed, your nervous energies are largely fixed, your orig- inal store of intellectual power and pos- sibiliy is largely, not entirely but large- ly, fixed, the results of additions or multiplication between them can’t be changed very much. Now, then, if you have got a phy- sique represented by ten, and you take six points and use them in business and the other points going out and raising merry hell because young fellows do do that sometimes, you are not going to get your six points of efficiency be- cause you have not only wasted four points of your effectiveness, but you have used them in such a way that they will detract from the power of the six. Go on and do it if you want to. That is your business, because the world offers you your choice and it is your choice and you do just as you please, but I say that from the standpoint of economics it does not pay to go out and indulge in riotous living. Now you go and do it if you want to. It is no- body’s business but your own- Oh, yes, your folly will hurt your family and friends, but what young man_ thinks about that? The same way as to the use of certain stimulants of one form or another, not so easily got now, some of them, but still available old habits, those are your business. God gives you the big back of your head that fur- nishes the drive and force and passion and all those things that stimulate and urge us on. All right. Take them and go down to the red light district if you want to and pay that terrible price, TRADESMAN but before you do it very many times go into some of the insane asylums and some of the special clinics and see the price some other fellows have paid. Then remember your loved ones. Learn to control your temper, learn to control your passion, learn to have them so that when the job is there you can stay on the job eighteen, twenty hours a day, day after day and week after week, if necessary, as a part of the price. That is what the other fel- lows have done. They won’t admit it. They are not interested. They are too busy about something else to and take the time to tell you those things but it is true- So I say among the desirable things of life, first is health; second, a job well done, the consciousness at night when you leave your desk that the day’s work is done. It is a job well done. You have got to sleep with yourself. You sometimes wake up and look yourself right square in the face and perhaps you lie to yourself a few times. Then you stop and say, “What is the use? I am not lying to the other fellow. I am lying to myself.” When you come to that point nothing that any- body else can say or do will offer you the return and the comfort that a job well done will give. Next, time and a developing mind. These young fellows we are talking about are going to be on the job when the hammer drops and the voice o1 the Almighty says. “You are through. Come on over.” And their minds are going to develop right along through to the end. An increasing circle of friends. TI can talk at length on the two things that life has to offer and the only two things. One, a home and friends. two, a job that you may have money enough to have that home and spend a little time with those friends, an increasing circle of friends and helpful work for others. Thereby you will prove your- self out of the ordinary, out of the common run, a consciousness of un- selfish service for the common good. The Bible says, “There is that scat- tereth and yet increaseth and there is that witholdeth more than is mete but it tendetht to poverty.’ Now I am not preaching, for a minute: I am trying to tell you what is in my heart as a result of over forty years of being out where I had to answer for myself- Now, then, you can’t live unto your- self alone, and you can’t get anything worth while for yourself if you are looking all the while to see what is there in it for you. Life doesn’t hand things out that way, fellows. You do your daily job and then find some- thing that you can do with your spare time other than smoking cigarettes and strutting around the streets—oh, you know better than I do. Now do as you like about it, fellows, and I bring this all to you under the caption of “Looking ahead.” I hope that you will go out ready to do your part and be- lieve that only death can stop you from getting your desires. William R. Moss. stop - Forty-fifth Anniversary Negroes Cling to Life. “Men are inclined to marvel at the scarcity of suicides among members of the negro race,” said an observant man, “but when you come to think of it there is nothing strange about the matter. The negro is a happy-go- lucky sort of a creature. He is not as quick to feel the pricks of pride as the white man and life’s little reverses do not affect him in the same way. But lately the increase in suicides among the negroes has been a matter of seri- ous comment. The observation has been made that a few years ago a negro suicide was unknown. The negro simply lived out his natural span in a natural sort of way. Suicide is a de- parture due to the abnormal and which environ superficial conditions the individual. “The negro lives awfully close to na- ture. Such departures as he may make are due to his imitativeness and they are often grotesque and extravagant. Living naturally, he dies naturally, as arule. Mainly, the scarcity of suicides among negroes is due to this love of nature and this natural way of doing things. It may not be inapt to remark in this connection the absence of any- thing approaching pessimism in the philosophy of the black man and an unfaltering devotion to a religion of some sort. Did you ever hear of a negro infidel? “Did you ever hear of a negro ag- nostic, negro atheist or a negro who was the least bit skeptical about the hereafter, the immortality of the soul and the other things which go with faith? I dare say you have not. I have not and I have been a pretty close student of the race, and living in the black belt of the South, have had a splendid chance to become acquainted with the traits of the race. All these facts may, in some measure, explain the negro’s antipathy for any violent interference with the natural course of things. So, after all, there is nothing particularly strange about the fact that the negro does not take kindly to the suicidal impulse. Life may be hard with him at times, but he is easily cheered up and so he goes laughing his way, allowing life to wear itself out in nature’s way.” —_»-~-__ Sentiment. The Mistress: Mary, what is that old paint pot doing on the corner shelf? The Cook: It belongs to the man who worked here last spring. The Mistress: You may throw it away. The Cook: Ill do nothing of the sort, mum. It’s all I have to remem- ber him by. —_+~-.____ Uncle Reuben Says A man’s integrity should be such as to place him above suspicion, but when you’ meet a pusson in an alley on a dark night wid fo’ chickens in a bag it does seem dat he orter observe dat he has bin out huntin’ rabbits an’ had good luck, ———— The great Roman historian Tacitus wrote many centuries ago: “The worse the state, the more abundant the laws.” PSE NRBET hme ARORA 8 Forty-fifth Anniversary MICHIGAN TRADESMAN 95 A million-dollar | tribute ....and what it means to Michigan tradesmen. Since the Company’s announcement of its new Preferred Shares a few weeks ago, the people of Michigan have proved the popularity of this partnership by purchases in excess of $1,250,000. . This tribute adds evidence to the popularity of this public partnership, instituted in 1920, since which time the public has through investment acquired an interest in this business valued at more than $40,000,000. This vast investment is at work right here in Michigan communities in light, heat and power facilities for store, industry and home. Michigan’s forward march must not be stopped. One essential to commercial and industrial business is the assurance of an adequate, reliable and economical electric and gas supply. Hence the mutual benefits of customer- a, ownership—the placing at work of invested funds in your public service by your fellow citizens and an income re- payment to these same partners, whose investment works for the common good. Serving 344 Cities and Towns 411,000 Electric and Gas Customers 3,000 Industries 1,500,000 People This Company’s progress and yours are related. CONSUMERS POWER COMPANY he ff ee ee To the merchant, the character and quality of the public service rendered can constitute a direct benefit as a selling asset in his business; and an indirect benefit through con- tribution to the development of the territory. 96 BRASS AND INDEPENDENCE. They Are Not Always Sterling Busi- ness Qualities. There were two traveling men, each something over twenty, Marston being the elder by at least five years Resi- dents of the same town, they had long known each other and when they met on he train that morning they natural- lv got into the same seat. After the few usual personal statistics, following the immediate “How are ye,’ Marston put out his hand with a rather peremp- tory, “Le’ see your order book, Bart- lett. I'll bet I double on you.” There not being any movement to- ward the pocket containing the said volume, the speaker looked at his ac- quaintance a moment. “Don't want to let me see it? I thought as much. The fact is, Bartlett, you'll have to give up that dumb-as-a-clam policy that you've always had. It'll do in the high school, as it will in most places, but when you get into business up to your eyes, you'll find it don’t pay. No business man’s going to pry your mouth open to get you to talk and that reserve of that you still pride yourself on is going to piay the dickens with your order book. See here:” and, suiting the action to the word, Marston offered his open order book to his fellow traveling man. Bartlett back “I beg pardon; but there is nothing there to interest ‘doubled yours drew your me. You may have on’ me, as you call it, a dozen times That's no affair of I’m not as old as you are in business and over. nine. am not supposed to have learned how; but your way is not my way and I shall have to get there on my own feet at not complaining. cait. I'm The house seems to be satisfied with my own me, my list of customers is constantly increasing and they belong to the class the house like. ‘Rome wasn't built in a day, and the trade I’m building up has got a good, broad, tion. So firm founda- I'm satisfied.” “All right as far as it goes, old man; but what's the use of being satisfied with laying one brick when you can You something you'll lay two? That’s over. are too conservative. have to get Of course, I’ve not been in busi- it, but I’ve gone far enough to know it. but Ive gone far enough to know that modesty isn’t a business quality. Why, Bartlett,, bragging, I can go all around you and you'd never know it and I'll bet you five dollars that I’ll go into the same town with you and give you the inside track and the without next day I’ll have more orders than you do. two to one. Take me?” “Humph!” “Shocked you, haven’t I? All right: here’s at you again. What in thunder. if you’re going to be a traveling man, do you dress for all the world like a la-de-da? Two-dollar-and-a-half ties and things to match don't cut any ice in a office. It smacks too much of tan-colored kids and take-off- yvour-hat style for the average business man. They don’t like it. What they want is somebody they can’t put off: and nothing pleases me more than to business MICHIGAN TRADESMAN load up a man with a lot of goods he doesn’t want. I’ve got a lot of men on my list that give up everything the minute they see me. They say I’m the worst man on the road. It’s a matter of training. I’ve schooled ’em to it. Take Hawkins, of Grand River. He cantankerous Couldn't touch him with a ten-foot pole when I went for him first. Now, I’ve only to put my head in at his window with a ‘What is it?’ and the order is ready for me. was a cuss. “Now you never could do anything with a man like that. I don't like to talk about myself, but the fact is, I made a study of Hawkins and at last I landed him. I found that he leaned toward the unusual and I gave it to him. I used to dress on the subdued order. Necktie, hand- me-downs all had to be of the—well shirt pattern, not too loud order, but striking, you know. That’s what made me say what I did just now. You're coming to it! Then I simply insisted on being waited on when I came—not when he got ready. That hurt but, man alive! he had to give in, and now the other fel- low may be deep with him in samples and what not: but I give him the nod and there we are. Hello Is_ this Grand River? Sure as guns! Well, so I sha’n’t charge you anything for any advice, but you'll find it’s I’ve practiced what I’ve long. good’s gold. been preaching now for ten years and you don’t find any flies on me, do you?” “No, I can’t say that I do; but if you'll let me be half as candid as you've been with me I must say that in my opinion they have left you pretty well specked up!” If there had been any reply, the stopping of the train and the rush to leave it put an end to the talk and each traveling man in his own way found himself on the platform and so, ready for the business before him. Grand River was one of Bartlett's favorite towns. Early in his traveling career he had liked it and the business men he found there. There seemed to be between them and him something of that touch of human—their—nature which at once made them kin. They liked the quiet. gentlemanly young man who looked them in the face when he was talking to them. His handsome figure in its quiet, well-fitting, good clothes appealed to them and without knowing why hardly a man of them but found something so satisfactory in the rich, subdued colors of that young necktie that they in- sisted on knowing where such toggery could be found and bought it. Then, too, they liked his unobtrusive ways. fellow’s costly He never seemed to forget that they were gentlemen. A business office seemed in his estimation to have the —well, sanctity is a pretty strong word, but that is the idea his manner conveyed, and the way his hat would come off the moment he came intensi- fied that thought. Of could be but one reception for such a like that and the nod and the sinile and the “Have a seat for a mo- ment, Mr. Bartlett,’ were usually the prelude of the coming order. course, there man So in spite of the advice which he had just received from the experienced Marston, young Bartlett with his grip started for his hotel, where he took his usual time in getting ready for his round of work. He washed and he brushed and changed his collar and gave Marston a pleasant thought as he put on an aggressively offensive tie and after a number of profitable busi- ness calls stood hat in hand in a little back office of Hawkins & Co., where the senior partner of the firm, with nervously beating fingers was sitting at’a table covered with little trays con- taining samples of all sorts of mer- chandise and on the other side of it was Marston with one leg over the arm of his chair, his hat pushed back from his forehead and a dead, half- smoked cigar between his fingers, in a “don't you forget it” voice and man- ner insisting that certain articles would have to go down on his rder list if he had to talk all night. “IT beg your pardon, gentlemen, but the boy told me to come in. I—” “Tt’s all right, Mr. Bartlett. Step into my office. In response to the pressure of an electric bell the “boy” appeared. “Tell Judkins to come here at once,” and when that underclerk came in he found Hawkins standing by his’ just-vacated chair. “Sit down here, Charley, and hear what Marston has to say about these goods. I'll see you later, but don’t interrupt me. Good day, Mr. Marston. Judkins and I will talk over your samples later.” A few minutes afterward there was a hearty handshake in the private of- fice, a pointing to an easy chair by Mr. Hawkins, who taking his choicest brand of cigars from his desk re- marked, as the blue from both curled skyward: “The coarse-grained, half- trained drummer who bores me and who insists upon selling me stuff I do not want will never get any of Here’s your list, Mr. Bartlett. Take it along with you. I have a duplicate. What I and don't want to understand is why these fel- my trade. You see, I’ve kept it for you. can't understand lows who come in here, as that Mars- ton that every time they do what he’s been doing for the last seventeen hours and a half they drive a nail in their commercial coffin every time they do it? Oh, well, he'll learn in time. does, can’t see It’s so near the time for luncheon you'd better go home with me. Mrs. Hawkins is always glad to see you. It'll rest me to walk.” As they turned the corner the smoke from those cigars, blue as the noon- day sky overhead, was wafted by the lucky air right across Ben Marston’s He turned and loked and saw the smokers and said something which sounded very much like “D—n it!” and I am satisfied that’s exactly what he Richard Malcolm Strong. ee What Does the Woman Look For? I think the first thing a woman looks for is attractive surroundings and es- pecially is this true where food is be- ing purchased. She is impressed by surroundings kept clean and in order, nose. said. Forty-fifth Anniversary It makes a very poor impression for a woman to go into a store and to look around and see dust on the woodwork, and to look at the display window, if there is one, and to see soiled papers in the bottom of the window and the display there having the appearance of not having been changed in months, shelves showing goods badly placed and confusion everywhere. She might go into this store and she might purchase once, but she would certainly look around in your neigh- borhood and find a grocer whose stock was kept in an attractive manner so that it would appear to her in an ap- petizing way and give her a little in- spiration to supply her family with something different or perhaps a little bit more elaborate than she had come into your store with the intention of purchasing in the first place. You know beauty is of paramount importance to-day as we take it for granted that utility has been consider- ed. Henry ford lost a lot of business when he refused to recognize this de- mand for appearance by the American public. To-day he is making his ap- peal along beauty lines along other manufacturers. with A great deal depends also on the friendly manner and the painstaking of a clerk and the lack of impatience. An impatient or surly manner will drive away many a customer who will seek a store where there is a cheery wel- come and a smile and a little personal interest taken in the requirements of the purchaser. I imagine a good many orders to a grocery over the telephone and if the voice is pleasant and the “Good Morning” a cheery one, the salt and vinegar order may be in- creased to sugar, peaches and cream. The clever grocer will learn the names of his customers and be able to call them by name when they come into the store and have a little pleasant word for them. come In other words, what I mean is to make your customers feel that your store is their store and that vour greatest ambition in life is to serve them and look out for their in- terest and to make them happy. In other words, make them beheve in your integrity by giving them a just and honest weight and fair treatment and convince them of your desire and ability to serve by promptness and cor- diality in your dealings with them. I think that people in general are very apt fo get into a rut when they are interested in one particular line and to pay very little attention to the rest of the world. It is a good thins every once in a while to jog us up and get us out of that rut and force us 0 look around to see what the rest of the world is doing. Florence H. Stone. —_+--+__ Comb Again. Josiah Brush, a traveling man Who sailed the briny main, Was “Mr. Brush’ in England, And “Senor Brush” in Spain; The Frenchmen called him “Monsieur Brush,” But the Germans were his bane, For they always called him “Herr Brush,” Which filled his soul with pain. Forty-fifth Anniversary MICHIGAN TRADESMAN 97 (Grocers, this is ~ Your New Baby [The advertisement below is adapted from the two- thirds page Good Housekeeping advertisement in No- vember announcing Gerber’s Strained Vegetable Products. Other advertising is appearing in Children, Child Life, Junior Home, Many months of preparation the medical profession. and publications reaching have preceded the announcement on these products. They are new! They everywhere! ] meet a demand that exists egetables for Specially Prepared Strained an Ready - to- Serve OF vital importance to mothers of young children are these new strained vegetable products. With adso- lute safety they meet the daily problem of baby’s vegetable feedings. And they save the many, many tedious hours spent in cleaning, cooking and straining vegetables for baby. With Gerber’s Strained Vege- table Products the wholesome vegetable supplement to the milk diet becomes as accurate and simple as A-B-C. Approved by Leading Authorities Steam pressure cooked and sealed — sterilized at high temperature — Gerber’s Strained Vegetable Products retain most of the valuable mineral salts and vitamin elements lost when vegetables are cooked at home in open vessels. Particularly they conserve the important Vitamin ‘C’ in which milk is so deficient. All have been tested and approved by Good House- keeping’s Bureau of Foods, Sanitation and Health; the Institutes of The Delineator, Modern Priscilla, Child Life and Junior Home; and leading pediatric authorities. Gerber’s Strained Vegetable Soup is based on a famous professional formula. A Balanced Diet Rich In Vitamins Gerber’s Products are conveniently and economically packed for two full size feedings. Vegetable Soup—Strained Spinach—Carrots—Peas—and Prunes af- ford the variety required for a balanced vegetable feeding schedule—rich in tooth, bone and body building vitamins. Wit the normal baby, feedings should begin at from 6 to 8 months. Consult your Doctor for the best feeding schedule for the individual problem of your own baby. [A New Product of the FREMONT CANNING COMPANY] Special Introductory Offer You must try Gerber’s Products your- self to appreciate how good and how con- venient they are. ‘The entire Gerber line will be available at leading grocers—25¢ for the 1014 Ounce can of Soup—15¢ for the 414 Ounce can of Strained Vegetables. If your grocer is not yet able to supply you—send us today the attached special offer coupon. For your grocer’s name and $1.00, we will send postpaid our in- troductory package containing 2 cans of Soup—and 1 can each of Strained Spin- ach, Carrots, Prunes, and Peas—enough for a week’s supply. Clip and mail the coupon today! Gerber's*® STRAINED VEGETABLES Free samples gladly sent on re- quest to physicians or hospitals. Your New Market Gerber’s Strained Vegetable Soup —Strained Spinach, Carrots, Peas and Prunes open up for you a spe- cialized market you are missing today. They give you new busi- ness—and compete with nothing in your store at present. They are specially prepared for babies—and give you a steady daily market in approximately 1/10th of all the homes in your city. Children started on these products by mothers on the doctor’s order get fed every day. The new Gerber’s Products equip you with a new product scientifically planned and produced to meet the problem of these daily vege- table feedings for young children. Your New Profit Gerber’s Strained Vegetable Prod- ucts are packed 24 cans to the con- tainer. The strained Vegetable Soup is packed in 1014 oz. cans that retail for 25c a can. Gerber’s Strained Spinach, Carrots, Peas and Prunes are packed 24-44 o2. cans to the case. Each can retails for 15c. Gerber’s Strained Vegetable Soup per case costs you $4.00. You sell it for $6.00, making $2.00 profit, or 33% % on the selling price. The Strained Vegetables cost you $2.40 and their selling price is $3.60, making you a profit of $1.20, or 33% %. Send Order Today GERBER PRODUCTS DIVISION, Fremont Canning Company, Fremont, Michigan. Gentlemen: I can see the opportunity in the new Gerber Baby as a high grade, profitable specialty. Send me CASES PER CASE eee Gerber’s Strained Vegetable Soup —-- __.@ $4.00 ________Gerber’s Strained Spinach -- : . ee C _@ 2.40 ae Gerbers Stramed Carrots —_-_____-.______ _@ 2.40 aa Gerber’s Strained Peas __._.___- : ! oe @ 2.40 See Gerber’s Strained Prunes -—.._- ee Ll @ 240 My Jobber is ---- I ee ceo es : Se Mane =... a —— _ Address ee ca ie City ~--.---------------------------------------- State__ : coe We will also send you suitable display material and leaflets. 98 FINEST CITY IN THE WORLD. Graphic Account of Transition of Washington From Wilderness. To me there has always seemed something heroic about the early be- ginning of Washington. When we re- member that at that time the entire country had a population of less than six million; that communication was difficult and the Government almost without financial resources, we marvel at the courage and vision of men who proceeded to build a city in a wilder- ness and to project it along lines so magnificent that even to-day we do not find it easy to carry their plans to com- pletion. The new capital was established in accordance with a provision inserted in the Constitution; and it thus became one of the first duties of the newly formed Government to carry this pro- vision into effect. You remember how both the Northern and the Southern states desired that the Federal Capital should be located in their territory. The final decision was made in a way that settled another question than agitating the public mind. Alexander Hamilton, as Secretary of the Treasury, had succeeded in hav- ing the Federal Government assume the payment of all debts incurred by that Government in the prosecution of the Revolutionary War. But the as- sumption of the debts incurred by the states was another matter. The states with small debts felt that it was unfair to ask them to help discharge the larg- er debts incurred by other states, and opposed assumption by the Federal Government. As it happened, the states with small debts were mostly in the South, where it was ardently desired the capital should be located. Hamilton felt that assumption of the debts was a vital part not only of his financial policy for establishing the public credit, but of that larger pur- pose involved in tying the states to- gether in a firm and indestructible union. He determined, as someone has remarked, to resort to the expedient of “siving a civility in exchange for a loaf of bread.” He asked Jefferson, who represented the Southern party, to give a dinner. At this dinner party, it was arranged that the capital city should be located in the South and in return the South agreed to support as- sumption of the State debts by the Federal Government. Subsequently Congress authorized the capital to be established on the Potomac River and that President Washington be allowed to select the exact spot. He did so, with the aid of Jefferson and Madison; and these two, with the three commissioners appoint- ed to prepare the new seat of govern- ment, gave to the city the name of Washington and to the district the name of Columbia. Washington, him- self, throughout his life always mod- estly referred to the new capital as The Federal City. The President’s next step was to se- cure the services of a man who should design the city. He chose Major Pierre Charles L’Enfant, a young French en- gineer officer, who had served in the army during the Revolutionary War. MICHIGAN TRADESMAN L’Enfant was eminently suited for the task. He knew Europe and was un- doubtedly familiar with landscape arch- itecture as practiced there by that greatest of all landscape architects, Le Notre, whose designs at Versailles and elsewhere have been followed through- out the civilized world. LV’Enfant threw himself into the work with enthusiasm. With Washing- ton and Jefferson he worked out a plan for a splendid city, with a system of streets running from North to South and from East to West. Superimposed upon this rectilinear arrangement were those diagonal avenues radiating from the Capitol and the White House, as do the spokes from the hub of a wheel. He sought to locate all public build- ings in appropriate landscape settings and with especial regard to preserving the avial treatment, which is an out- standing feature of Le Notre’s work. These buildings were to be grouped along a beautiful park a mile long, con- necting the Capitol building with the President’s park South of the White House. A great avenue was to border this park, flanked on one side by pub- lic buildings, and, at the point where the axis of the White House intersect- ed the axis of the Capitol, was to arise the monument to Washington already voted by the Congress. It was a noble plan; and, if carried out will give to the City of Washington that sense of unity and grandeur which so impresses one in Paris to-day. During its first hundred years, the City of Washington suffered many vicissitudes. It struggled into exist- ence as best it could with little regard for the plan of L’Enfant or any other plan. On the removal of the Federal Government from Philadelphia in 1800, the new city was almost as much of a wilderness as it had been a little earlier when the Indians of the Powhatan tribe held their councils at the foot of Capitol Hill. Fortunately, the Capitol building and the White House had been started be- fore the death of Washington, and so the main axes of the new city had been fixed. Both buildings were badly burn- ed during the British raid on Wash- ington in 1814, but were soon restored in accordance with the original de- signs; and, in the case of the Capitol, the wings and dome were added a few years later. During this same period of good taste, the Patent Office was built and also the present Treasury Building, two of the architectural glories of Washington. The building in which the Treasury was originally housed was destroyed by the British in 1814. The new build- ing, erected in its place was destroyed by fire in 1833; and finally, in 1836, the present building was begun on the site designated by President Jackson. It was commonly reported that, becom- ing wearied of the delay in selecting the location, General Jackson planted his cane one morning at the Northwest corner of the present site and said “Here, right here, I want the corner- stone laid.” And it was laid there, not- withstanding the fact that, when finally completed in 1869, the South wing was interposed between the Capitol and the White House, and shut off the vista at that end of Pennsylvania avenue. The White House is so perfect in proportion and design that it merits special comment. But what has seem- ed to me remarkable is that a building which was planned for a small and struggling nztion and situated in what was at that time a backwoods capital, should have proved adequate for the needs of one of the greatest and most powerful nations in the world to-day. Such things do not come about by accident. It was surely due to the ex- traordinary foresight of someone, and that person was Washington himself. Following the adoption of Hoban’s plan for the White House, Washington directed that the size of the building be enlarged one-fifth over the original plan, notwithstanding the difficulty of meeting the increased cost involved. The President’s reason shows his in- tensely practical mind. He said: “I was led to this idea by considering that a house which would be very proper for a President of the United States for some years to come, might not be considered as corresponding with other circumstances at a more distant period, and, therefore, to avoid the inconveni- ence which might arise hereafter on that subject, I wished the building to be upon the plan I have mentioned.” ‘Washington’s views were carried out, and so we owe one more debt to that great man, who, more than any other single individual,, gave us not only our country but our National capital as well. Unfortunately, after his death there was no driving force, either in Con- gress or elsewhere, which could carry out his plans for the city’s develop- ment. The end of the Civil war found it a badly built, struggling town, large- ly unpaved, with a few streets lighted by oil lamps, and the areas reserved for parks overgrown and neglected. Later President Grant induced Congress to give the city a territorial form of gov- ernment, and under Alexander R. Shepherd, a man of extraordinary en- ergy, courage and vision, who became Commissioner of Public Works, the city was transformed. He succeeded in grading, paving and lighting the streets: the old Tiber Creek was en- closed in a sewer, and thousands of trees were planted, thus laying the foundation for that growth of trees which is now one of the glories of Washington. During this period one great work, the half-built Washington Monument, was carried to completion in 1884. But the Mall on which it was placed had never been properly de- veloped, and throughout the entire city the effect for which Washington and 1’Enfant strove was entirely lacking. Such was the condition of the Na- tion’s capital in 1900, when the one hundredth anniversary of the establish- ment of the seat of government in the District of Columbia was celebrated. At the invitation of President Mc- Kinley a meeting was held in the White House, attended by many high officials of the Government and by the members of the American Institute of Architects then meeting in Washing- ton. Interest in the L’Enfant plan was revived, and shortly afterward Senator McMillan secured authority from Con- Forty-fifth Anniversary gress for the appointment of a special commission of experts, who should recommend a plan for the beautification and development of Washington. That commission included Daniel H. Burnham and Charles F. McKim, architects; Augustus Saint Gaudens, sculptor, and Frederick Law Olmstead, landscape architect. After a careful study of Washington and its possibili- ties, these men presented a report, known as the Plan of 1901. In it they recommended a return to the original plan of Washington and L’Enfant, with such extension of it as might be required to meet modern conditions and the city’s growth. After submit- ting their report, the commission pass- ed out of existence, but its members were consulted unofficially by Presi- dents Roosevelt and Taft with regard to the location of public buildings and memorials. Later Mr. Burnham and Mr. Olm- sted, who were the only members then living, were made members of the Commission of Fine Arts, a body cre- ated by Congress in 1910, to serve in ar expert and advisory capacity regard- ing questions affecting the development of Washington. This commission is now doing splendid work for Washing- ton and the country. The commission has adhered to the Plan of 1901 as a restatement of the authority of the L’Enfant Plan and has insisted that this plan must con- tinue as fundamental in the develop- ment of Washington. In more than a quarter of a century since the Plan of 1901 was presented, much has been accomplished. The unsightly railroad tracks have been removed from the Mall; and a great Union Station has been built. The station and also the beautiful city postoffice adjoining it have been placed in a position subordinate to the buildings on Capitol Hill, but in a harmonious and vital relation to them. In this way a traveler arriving in Washington gazes first across a beau- tiful plaza to the great dome of the Capitol and to the Library of Congress beyond. To-day this station stands like a great city gate at the entrance to the city, and, while much remains to be done in clearing off the space intervening between it and the Capitol, the Union Station, itself, in its archi- tectural and landscape treatment, has already helped to establish a precedent by which railroad stations in this coun- try have come to be recognized as pub- lic buildings of the first importance. The Plan of 1901 considered the Capitol as the dominating feature to which all structures in the legislative group must be subordinated. The Li- brary of Congress, facing the Capitol, had been built in 1897, but in the lat- er structures, such as the white marble office buildings for the use of Senators and Congressmen, the prin- ciple of subordination in grouping has been observed. It will be carried out in the erection of a building for the Supreme Court in the vacant space facing the East front of the Capitol and flanking the Library of Congress. At the foot of Capitol Hill, looking toward the Treasury and the White (Continued on page 106) | . ! \ ae ee en ‘ ‘— : 2 ae ~~~ : < Forty-fifth Anniversary MICHIGAN TRADESMAN 99 New Warehouse being built for Kroger Grocer and Baking Company by OWEN-AMES-KIMBALL COMPANY General Contractors GRAND RAPIDS - - - MICHIGAN NOODUODDOOUOOOOOOOOOOOoOoOoOoOOOOOoOoORReOHees 100 MICHIGAN TRADESMAN Forty-fifth Anniversary THE MILLING OF WHEAT. How Ancient Practices Lead To Modern Methods. The milling of wheat into flour is the oldest known manufacturing indus- try; an industry older than known civ- ilization, if at that time it might have been termed an industry, with apol- ogies to the term in its present day in- terpretation. Certainly it was not the result of organized effort, but of in- dividual enterprise solely; and hardly enterprise but rather a preference for the pestle and mortar in conjunction with jaw bone effort in breaking up the kernels of grain to ensure better and more thorough mastication. In those days teeth were used for the pur- pose of chewing food, rather than “chewing the rag,” or for improvement of personal appearance or providing an occupation for the ultra modern ortho- dontist and dentist, who, coupled with the beauty doctor, the tailor and shoe- maker, are the bane of existence of the average modern man with a family of half a dozen lively, hungry, growing youngsters, possessing social and vari- ous other ambitions, the greatest of which is to have dad foot the bills. There were no charge accounts in those days. They were fortunate in that respect, those pre-humans, who went forth with the stone axe or stone spear or bow with flint-pointed arrow to provide meat for the evening meal, raiment to adorn the ladies and bone- made toys to amuse the children. The table conversation was limited in those days of earliest “milling;” there was no “kicking” on the part of His Majesty about his steak being too rare or too well done or because the bread was dark and heavy or other- wise. For two reasons there was no verbal complaint, at least about the , cooking. The first reason was because humans lived for centuries (that is what scien- tists tell us) before verbal conversa- tion came into existence. If some- body didn’t like the way somebody acted with their hands or facial ex- pression, somebody hit somebody else over the head with a stone axe with- out conversation or hesitation, and that A motion with the finger or might cause a was that. an inarticulate grunt murder but it wouldn’t precipitate an argument: chronic kicking was certain- lv taboo. That was another advantage of the early day. The second reason there complaint about the baking is because there was no baking, except by the heat of the sun: fire was not discovered for hundreds of vears after the first operation of “milling” wheat was per- formed by pre-historic man, conse- quently most everything was “as jis.” as they sav when thev sell us a second-hand automobile. with more satisfaction derived from the term then was no eaten than now: far more. The milling implements of eight thousand years ago consisted of wood- en pestles and wooden mortars, also of stone or copper or iron, shanened somewhat after the modern druggist’s pestle and mortar, in which he mixes those abominable concoctions our fam- ily physician calls prescriptions, the taking of which will cause any intelli- gent life insurance company to reject the recipient’s application for insurance. Yet, likely, wheat was first ground by pounding between two sticks or be- tween stones, a crushing process, and later a rubbing action was developed between two surfaces, probably of stone, to break up the stock more even- ly and to better advantage. It was about the dawn of civilization, nearly six thousand years ago, that the twisting motion in pounding was found to produce better results than a down right blow; this caused less and less pounding and more and more twisting or rubbing of surfaces together to re- duce the kernels of wheat to a pulp. From this idea the saddle stone was developed, this equipment being com- thought to have been about 3500 B. C. and apparently continued until well in- to the Christian era. Nothing, of course, but hand power had been em- ployed up to that time in the operation of this milling equipment. Generally speaking, fellows like King Solomon, King Nebuchadnezzar, King Tut and the Pharaohs possessed enough slaves to operate their mills, so were amply provided with suitable materials, the times considered, to bountifully supply the “staff of life.” They also had their bakery, which, by the way, is not a modern institution, but one of very long standing. This slave question had not reached a point in civilization where it was the least objectionable, but was a two-fold blessing to King Solomon, at least, Lloyd E. Smith. posed of two stones, the lower one having a flat or slightly concave upper surface, generally inclined — slightly away from the grinder, while the upper stone was in the form of a roller, some- what longer than the extreme width of the lower stone. Whether this upper stone was rolled or pushed back and forth stone has never been definitely deter- over the surface of the lower mined, but probably both motions were used. Anyway the upper stone had a backward and forward movement which produced more of a rubbing ac- tion than pounding action, the grain thereby being reduced to flour or, rather, a coarse meal by attrition. The saddle stone was used in Egypt during the period of the third dynasty, about 2300 B. CC. Its. first use is who possessed six hundred wives; his didn’t have to run themselves “ragged” doing the baking, but could spend the time keeping “prettied up” to keep His Majesty interested (there have competition among 600 queens all under one roof or thereabouts), while he by not doing the milling personally could lavish some attention on his family, at least when he wasn’t bossing his subjects or getting his Son Absolom out of trouble or entertaining the Queen of Sheba. Yes, there were social activities those days; they had not up to that time discovered the game of golf. Up until 116 B. C. or thereabouts the saddle stone had been the most effi- cient type of mill. However, at the date mentioned, the Greeks developed wives must been some a revolving mill of the two-stone type. The lower stone was stationary and the upper stone revolving, having a circular action instead of a thrust ac- tion. It had been difficult to obtain anything like rapid production from the saddle stone, but the development of the revolving mill materially in- creased the output of the mill, and mills in those days, it must be under- stood, were operated generally by an individual. In other words, some of the large estates had as many as twelve sets of mills, each operated by a servant or slave. For two or three hundred years the thrust mill and the revolving mill were worked side by side, and while the thrust mill appears to have been in quite general use by householders well into the Christian era, the revolving mill rapidly replaced it in commercial activities, particularly where grain was ground in reasonably large quantities. The earliest form of revolving mill or quern, as it was subsequently called, consisted of a cup-shaped lower stone which was stationary and a globularly shaped upper stone, large enough to nearly fill the lower cup-shaped one, and fitted (the upper stone) with wood- en handles with which to revolve it. The revolving type of mill was im- proved from time to time until the ef- mill corrugations on practically flat ficient, rather modern two-stone with surfaces general principle of which was not ma- terially changed for over 1700 years or came into general use, the until the advent of the steel roll within the past century and within the past fifty years in the United States. In fact, the first good-sized flour mill to equipped with steel rolls in the United States was put in operation in Minne- apolis about 1878. Such a type of mill had been operated about a hundred years before in London, England, with marked success, the London mill hav- ing been the first one to operate by steam power and thus was placed in a position to use the steel roll with other refining because of the added power efficiency. machinery, Human power had been used almost exclusively in operating the primitive wheat until about the Christian era, either slaves, grinding equipment up prisoners or servants, depending on whether the operation was conducted by estates, communities or household- ers, and then some lazy but ingenious Grecian or Roman conceived the idea it would be easier to harness a donkey to the mill-stone handle and let him do the pulling and walking; thus began the power development phase of mill- ing, making possible another method of increasing the output and of further refining the operation and improving the quality of the product. Animal power, better known as horsepower in our day, was followed where practicable by water power, about which we hear so much to-day. This was developed, as nearly every man and woman, boy and girl, knows, by flowing a stream of water over or through a large wheel with fins, the water striking these fins in such a man- ner as to force the wheel to turn. The origin of the water wheel is quite unknown. It began to be used a; pcarrrenedlen es: Te. cenesdisoreeat ny mcsramien. e SS ee en ne Forty-fifth Anniversary MICHIGAN TRADESMAN 101 Stop - - It represents a nice profit and such a volume that you can, if you like, eliminate a couple of poor sellers. Ivanhoe is backed by a large and consistent advertising campaign in local papers. You can bank on the certainty of an A-No. | product and sure sales. In all conventional sizes—quarts, pints, 8 and Faster Beating More Eggs 4 ounce jars. That's briefly the story of I[vanhoe— the mayonnaise that won’t stay on your shelves. Ivanhoe is Rich and Creamy because of more eggs and faster beating. All the flavor and taste that the most critical housewife insists upon—plus all the convenience she demands in today’s food. LEE & CADY Grand Rapids, Michigan guessing about a mayonnaise - - se// IVANHOE 102 MICHIGAN TRADESMAN Forty-fifth Anniversary about 100 B. C. and the first authentic reference to a water-driven mill is in an epigram by Antipater of Thesalon- ica, a Greek poet, who flourished about 85 B. C. He bids “the maids who labored at the mill” to cease their toil, for “Ceres has commanded the water nymphs to perform your task, and these now throw themselves against the wheel, forcing round the axle and with it the heavy millstone.” The early American grist mill, gen- erally speaking, was a water power mill, and much romance and poetry, and even civic life, has been woven into and associated with the earliest history of American water power flour milling. Greek and Roman history indicated flour of various qualities had been pro- duced by them. It is a fact that from the days of the Roman emperor, in the first century or two of the Christian era, to the commercial development of roller milling, 1700 years or more later, there was no fundamental change in the actual milling process. The prin- ciple of the revolving stone, the use of flat, grooved stones and the separation of the products of milling into fine flour, coarse flour and bran were per- fectly well known to the Romans of Nero’s time, and thereafter the me- chanical growth of flour milling was almost exclusively concerned with the application of the different forms of power applied to turning the mill stone. In fact, bolting of flour was a very early development used not only to produce a fine flour, but still more to separate the flour from the particles of stone chipped off from the mill stone, and also from the sand which was fre- quently mixed with the grain to facili- tate the grinding process. At this point is also an interesting phase of ancient milling, for the prac- tice of flour adulteration was by no means uncommon at that time. The millers of Campania made a special point of mixing chalk with their “meal” to give it an added whiteness, a fact attested not only by Pliny, but by a decree of the Emperor Augustus, au- thorizing an annual payment for the lease of a certain hill where “this par- ticular kind of chalk is obtained.” Thus, in addition to proving the antiquity of supposedly modern flour grades, it is plainly shown that the de- mand for white flour and a custom analogous to bleaching existed nearly 2000 years ago. The developing of the revolving flour mill, driven either by human labor or by beasts, opened the way for many operations on a scale previously im- possible and in Rome at the beginning of the Christian era we find three main types of mill: the public mill, managed by the authorities and operated by slaves or criminal labor; the household mill, likewise generally operated by slaves, but maintained by the wealthy owners of large private establishments, and, finally, the commercial mill, run as a business enterprise and employing at any rate a portion of free laborers; hired laborers. As already suggested, milling opera- tions were limited somewhat, due to the power problem, and until the de- velopment of steam power along in the latter part of the Eighteenth century and early part of the Nineteenth cen- tury, mills, generally speaking, were of small capacity, but with the develop- ment of steam power a flour mill of al- most any size could be built, and oper- ated most anywhere, particularly with the development of rail transportation, making it possible to merchandise and deliver flour to the trade in rather wide areas, extending considerable distances from the manufacturing plant or the mill. Thus we see the development of the milling industry and refinement of the product manufactured keeping pace with the development and organization of society. In other words, the ad- vance in milling methods kept pace with the advance of civilization. The reason for the rather late devel- opment of the roller process for mill- ing was not, as it is generally assumed, the failure of milling engineers to recognize the superiority of rolls over mill stones, but rather the mechanical one of inadequate power transmission and power development. Even though water power were available, rope and belt drives, very well understood in principle for cen- turies, were really not developed in a practical way until the Nineteenth cen- tury, so that the development of trans- mission equipment together with im- proved water wheels and steam power made possible the developmnet of -the roller mill, which replaced quite rapidly the revolving stone mill during the last quarter of the Nineteenth century. As stated, the steel roller mill was not a new thought in the last quarter or half of the Nineteenth century; in fact, as far back as 1588 or thereabouts Augustino Ramelli, a military engineer in the service of Henry III ,of France, published a design for a flour mill em- ploying a corrugated iron roller. Haz- litt describes a sort of roller mill in his book on husbandry, published in 1651, and Isaac Wilkinson actually took out a patent for a roller mill, using “a new sort of cast metallic rolls,’ in 1753; however, as applied to practical flour milling, nothing was done with the roller process until the second quarter of the Nineteenth century. One of the first large mills in the United States to be equipped with the patent roller process, steel rolls, was a plant lo- cated in Minneapolis, the date of in- stallation being 1878. The demand for an improved product in flour of whiter color and higher quality all the way around, together with increased opportunity for wider distribution on account of increased population, improved transportation facilities, etc., resulted in commercial- izing the flour business of the United States on a large scale. . Thoroughly efficient cleaning ma- chinery began to be installed in the various plants throughout the country, as well as improved methods of bolt- ing, purifying and bleaching. Competition was keen in this com- mercial enterprise, as in other lines, which resulted in continued improve- ment in milling equipment, power equipment and distributive methods; also continued improvement in the quality of the product, until to-day the white flour produced by the standard mill in America has no superior in the whole wide world; in fact, the flours of to-day, both the hard wheat flours and the soft wheat flours, are better and more efficiently milled than ever be- fore. The American public is obtain- ing when purchasing the product of a modern mill more for their money than was ever obtained before from this particular product. ‘(Out of the one-man-power saddle stone mill of 2500 years ago, has come the 15,000 barrel patent roller process flour mill of to-day, but the change from the primitive equipment of twenty-five centuries ago to the superb machinery of the modern mill is less remarkable than the transformation of the household slave into the head of a vast corporation, extending his com- pany’s business into every land where bread is the “staff of life.” From the first crude mills in opera- tion in America, one hundred years ago, Americans have developed the world’s greatest flour producing equip- ment, turning out in excess of 125,000,- 000 barrels of flour per annum, the re- tail value of which exceeds one billion dollars per year. This production is spread over a total number of about five thousand mills, whose product is shipped to all corners of the world, to the United Kingdom, Europe, West Indies, Central America, South Amer- ica, China and other Asiatic countries, and even Japan, besides feeding the people of the U. S. A. Most of us, probably thoughtlessly, bestow less value upon the advantages we possess than those advantages yet to be obtained; few of us appreciate the important place in the life of the average American occupied by the milling industry of the country; few of us ever stop to visualize the calamity which would follow the destruction of the milling industry. It would, indeed, be a calamity, of tremendous propor- tions to deprive the civilized world of its daily bread, for wherever we find a high state of civilization there also we find wheat bread eaters. In fact, the discovery of wheat itself is coeval with the knowledge of civil- ization; the Chinese of the stone age attributed the origin of wheat to a di- rect gift from heaven. The ancient Egyptians and Greeks, who cultivated wheat five thousand years ago, believed it originated from some of their Deities among them being Demeter, the God- dess of Agriculture. Franz Unger, an Austrian botonist, discovered kernels of wheat in a brick taken from the pyramid of Dasher, the date of the construction of which is placed 3,359 years before Christ. The wheat taken from this brick bore marked resemblance to that found in the debris of the lake hut dwellers, the aboriginal Swiss, who also cultivated this grain during the stone age. The importance played by the mill- ing industry of the country, the prin- cipal raw material used by which is wheat, can be best understood when it is known that a sum of money equaling 90 per cent. of the market value of wheat may be borrowed from any sub- stantial financial institution in the country. As, against this, ordinarily 50 per cent. of the value of real estate, and very, very seldom over 60 per cent. of its value, may be borrowed. Hence, the importance of bread, a product of wheat, which continues to be the most nutritious and valuable of human food, is greatly under appreciated and under- valued as the foundation stone of hu- man existence. It will be seen from a resume of this short story of the milling industry, that while equipment and product have been greatly mproved, wheat bread in one form or another was as essential to the existence of human kind ten thousand years ago as it is to-day, and, in con- sequence of the importance of bread to both ancient and modern humans, we salute the farmer, the baker, the miller. May their prosperity increase in pro- portion to their expenditure of honest effort and diligent enterprise. Lloyd E. Smith. —_~+++_____ Twice Zero Is Zero. Three men were in the office, a buy- er, the advertising man and the owner. The buyer had complained about the advertising department, During the preceding month he had been given more than his usual quota of advertis- ing. The new month had seen a re- duction in this expenditure. The chief listened attentively, as the buyer stated his case, and with equal courtesy to the advertising man in justifying his action. Suddenly the buyer sated, that dur- ing the period he had received more than his advertising quota, the business had doubled over that of the preceding year. The owner, who is an expert in mental arithmetic, asked the buyer to repeat his remark. Then he drew from his desk the figures of that buyer’s department. He asked the buyer if he was sure. The buyer reiterated his statement. With a quizzical look the chief said, “So you say your business during the last month was double what it was in the same month a year ago?” The buyer gleefully admitted this. Then once more noting the figures, the chief calmly, with a note of sarcasm, said, “Mr. Black, twice nothing is noth- ing. I feel that we can support the procedure of our advertising depart- ment.” Optimistic salesmen have the habit of registering their value by quoting “gains.” Until you know positively the relation of figures, they are of little or no value. John Fletcher. —_+>>—___- Cooking Requires Accurate Measures. Correct measurements are absolute- ly essential to assure successful cook- ery, and inexperienced cooks must fol- low certain definite rules to have their cookery results please them. The measures in recipes found in the new standard cook books, woman’s maga- zines and most newspapers are level. Careless measuring makes’ waste. Half-pint measured cup, pint and quart measures, and teaspoons and _ table- spoons of regulation size should always be used. —_—_—__¢~2>.—__ If you are a self-starter, the boss won't have to be a crank, Forty-fifth Anniversary MICHIGAN TRADESMAN 103 a — 2g argo eee ee NS Sooo This Is the Big Season for NUKRAFT Your customers have been reading the remarkable story of Nukraft in the Saturday Evening Post, Ladies Home Journal, Good Housekeeping, Modern Priscilla, Forecast, etc.—magazines of national circulation, and right now is the season of greatest sales for this product. Nukraft is the successful new Kraft food that tastes like cheese, looks like cheese, but because of added valuable whole-milk ingredients— milk-sugar and milk minerals—it has much greater food value than cheese. Mothers buy Nukraft for their children. It builds sturdy bones, strong teeth, healthy bodies. Keep Nukraft displayed. The beautiful display carton will sell Nukraft for you. Just tell your customers about Nukraft. KRAFT-PHENIX CHEESE COMPANY, CHICAGO Makers of ‘Philadelphia’? Cream Cheese ASS ao SS ___.._.__ ee 104 MICHIGAN TRADESMAN Forty-fifth Anniversary NO SIGN OF EXHAUSTION. Ever-Increasing Appreciation of Work of Creation. There is no sign of exhaustion of new, raw materials, nor of scientific and constructive principles. If there is anywhere failure to continue the ad- vance in general welfare, whether in a material or in a purely spiritual sense, it will certainly be due to inapprecia- tion or lassitude on our part, rather than any deficiency in the limitless possibilities of nature. If we control our fears and taboos, as now seems possible through more educated inquisitiveness, we may look forward to interesting occupations for every one, mechanical work every- where, but only for machines, and per- haps permanent world peace. As babies, we start right. The nor- mal child begins life intensely inquisi- tive and appreciative. Whoever knew a healthy baby that did not taste everything it could get into its mouth? They seem to know that the world is particularly theirs to test and develop new tastes. Every one has wondered how man learned that raw oysters were edible. showed them. Man never needed food Certainly an inquisitive baby seriously enough to investigate such things; they have to be discovered first and then found worth while. Encouraging men in every field to devote effort to material investigation is productive beyond measure or con- temporary comprehension, because what is learned in any one field always and forever forms part of the founda- tion on which all the following work in that field has to be built. Beyond that is the immeasurably great effect which one branch of science exerts upon all the others, because each builds with reference to the rest. I feel quite powerless to explain adequately this point, but I will digress just enough for an illustration. At this moment, science knows very little about the two most fundamental things in life, the chlorophyl of plants and the protoplasm of animals. The chemist is getting excited over a few facts which we might call his present ignorance of these chemical compounds. He is almost frightened at the consequences of what a clear understanding of this subject might involve. What is it to understand the life process? The physicist and the astronomer, looking at the subject as a radiation problem, contribute new knowledge of specific radiation, wave lengths, whether they be ultra-violet light, the ever-present radium emana- tion, radio itself, or the newest cosmic rays. The biologist makes his corres- ponding experiments, and the expert on heredity takes the contributions of these diverse fields and applies them to his researches. Finally. his conclu- sions are tentatively extended to heredity in man. In this way our prog- ress becomes exponential. It rises as the nth power of the number of even widely remote investigators. This may be expressed in another way. With our shortsightedness, we cannot see the paths along which we shall finally proceed in any particular progression. Take, for example, arti- ficial illumination. If we knew nothing more about it than we see in the pres- ent systems of lighting, we would probably confine our attempts to im- prove artificial illumination to what I call the contiguous areas—those that call for no great external scientific contributions nor surprising disclosure —such as hotter gases, or more re- fractory metals- But when we draw from comparisons of radiations the fact that light should be capable of much more perfect and economical production, we begin to look at our present lamps as devices which only feebly punctuate the darkness—small spots which no one could possibly mis- take for real daylight. Radio broadcasting, a radiation phe- nomenon, has been developed in a dif- ferent field, but now we wonder wheth- er light, being but a very short-wave radio, could not be benefited by con- tributions from the radio art. We turn to astronomy and there find a won- derful analysis of the production of light which might also direct the next steps in artificial illumination. Through the correlated investigations of modern astronomy and atomic physics, then, we are rapidly acquiring a new concep- tion of light and its generation. This could not have come to us through any extension of incandescent lighting studies. ordinary All light, in its infinite wave lengths or colors, is apparently generated in accord with partially understood elec- tro-mechanical laws. In some way, most wonderfully pictured as the re- adjustment of electrical charges in or- bits of atoms, light waves are sent through space, just as are radio waves when suitable motion of more massive electric charges is produced by some sending station. We supply energy to our broadcasting stations, whether they light waves, but modern astronomy is showing that the light energy for the sun and stars is taken directly from matter itself; that produce radio or is, probably from the potential energy of the electrical charges of the atoms themselves. Thus our daylight is due to the partial neutralization of positive and negative charges which in their proper orbits constitute atoms, but which, by their occasional neutraliza- tion, emit their electrical energy as the radiant energy we call light. Here, then, atoms become light, and matter is changed to radiant energy: It has been estimated by Jeans that the light from a 50 horsepower search- light, if it burned like the sun (i. e., was not supplied from a power sta- tion). would turn matter into radiant energy at a rate which would cause it to lose about 1% grams in weight per century. As the sun radiates about that much energy per square inch, it is decaying from the electrical state which we call matter into the imma- terial thing we call radiant energy at the rate of 360 million tons daily! If the sun were not built on rather a generous scale, this rate of loss might be quite serious to mankind. Fortun- ately its rate of loss is still quite low compared to its stock in hand. If astronomy had no other wonders to expand the mind, it would still be our greatest scientific field, because the one thing which seems to delay or impede progress is our failure to ap- preciate magnitudes. We have long been used to million dollar Congres- sional appropriations, but in very re- cent years we had our first billion- dollar Congress. Slowly, but surely, our understanding of numbers grows, but astronomical numbers (values) rise always beyond our grasp. Thousands and tens of thousands were once the peak, myriads were later an upper lim- it; a light-year was once almost incon- ceivable, but now universes a hundred million light-years away are things of nigtly observation. What is more interesting than that the laws of celestial affairs are directly applicable to, and adequate in explain- ing, the general properties of matter, the structure, so-called, of the elemen- tary atoms? It will be surprising, in- deed, since matter is electrical and light is attributable to certain defined mo- tions or changes of electrons obeying electrical laws, if the final efficient ar- tificial light process is not traceable to astronomical studies. Willis R. Whitney. —_22>__—_- Sulphur Insecticides. Sulphur has long been recognized as a valuable agent for the control of many pests and diseases of plants. It has generally been used as a dust, com- posed either of pure sulphur or com- bined with various inert, additive or extending materials, or in the form of various liquid combinations, such as lime-sulphur and polysulphides. Spec- ial interest, therefore, centers in the development of commercial collodial sulphur, which gives in effect solutions of sulphur without caustic action, and of activity many times in excess of the powdered sulphur preparations hither- to available. This colloidal sulphur is marketed as a concentrate to be used by diluting with relatively large vol- umes of water and applied by means of sprays or dips. It has been pre- pared in the form of pastes and pow- ders which, when dispersed in most ordinary waters, produce milk-like solutions that persist almost indefinite- ly. For horticultural use these colloidal sulphur concentrates are activated by special means so as to give greatly en- hanced bactericidal, fungicidal and in- secticidal properties. The dilutions used vary over a wide range. Highly promising results have been obtained for the control of various moulds, rusts, smuts and mildews, red spider, various mites (colloidal sulphur seems to have definite specific action against acari of many species) nematodes, root worms and many varieties of insects. These preparations have been developed by a British manufacturer, and the follow- ing particulars are of interest: Con- centrated colloidal sulphur jelly con- tains an average of 24 per cent. pure sulphur. At ordinary temperatures this preparation is a jelly and will not dis- perse in cold water except with diffi- culty, therefore it should be first thor- oughly mixed with 3.5 volumes of warm water (not hotter than the hand will bear) and then with the necessary additional amount of cold water to give the final dilution required. Colloidal sulphur contact insecticide is a jelly or thick paste at ordinary temperatures, and if the diluting water to be used is cold it will not disperse; therefore, the preparation should first be diluted with 5-10 volumes of warm water (not hotter than the hand will bear) stirred thoroughly, and then the necessary cold water added to give the final dilu- tion required. The extent of dilution will depend upon the insect or other pest to be treated. For many uses it will be found that no spreader or wetter is required with either of these preparations. If, however, the diluted material does not wet satisfactorily certain types of waxy leaves, a small quantity of neutral soft soap will remedy the difficulty. —_>-.___ To What One Man Attributes His Rise. Readers sometimes ask us to tell of what they call “moderate successes,” rather than confine stories of achieve- ment to super-giants of the Rockefel- ler, ford type. Here, in brief, is a story of one man’s advancement to a posi- tion of responsibility—and his own ver- sion of the reasons for his promotion- D. Murray Stewart, a Scottish account- ant, arriving in this country in 1913. first joined an accounting firm in New York, later became comptroller of a large steamship company and_ here earned his way to the position of sec- retary and treasurer. In 1922 he joined the Reuben H. Donnelley Corporation of Chicago as comptroller. He did so well that he was sent to New York to manage that office. Now he has just been called back to the head office in Chicago to look after all the finances of this large corporation, with the title of treasurer. When asked why he had been able to climb the ladder so satisfactorily, Mr- Stewart summed it up thus terse- ly: “I attribute such advancement as has come to me to, first loyalty; sec- ond, devotion to duty; third, thorough accumulation and mastery of statistical detail; fourth, strict accounting meth- ods, and finally—most important of all —to trying always to see the other man’s side.” In other words, no extraordinary qualities are stipulated as necessary to rising to a position of responsibility. Growth is so common in this virile, young country that it is within the reach of almost every capable, indus- trious, ambitious man to make credit- able headway. Super-men are few, but only the diligent exercise of a normal amount of brains is essential to win- ning at least a comfortable measure of success. oo --— Well Stated. Angry Customer: These eggs aren’t fresh. Indignant Grocer: Not fresh? Why, the boy brought them from the coun- try this morning. Customer: What country? I bees I hEMs Saeeeddnnenantaneeruekoemcoaba Forty-fifth Anniversary MICHIGAN TRADESMAN 105 Che Finnish Hlutual FIRE INSURANCE COMPANY Calumet, Michigan Year Ending December 31, 1927 ASSETS $333,569.85 SURPLUS $262,788.67 RISK ONLY $9,054,928.00 We have MANY TIMES more assets and surplus per thousand of risk than any of the leading stock companies. ‘In the history of mutual insurance in the United States of America no cash plan mutual having acquired $200,- 000.00 in cash assets and $100,000.00 in cash surplus has ever failed or made an assessment.” The Finnish Mutual, is a mutual company in the full sense of the word, and is organized with no other object than mutual benefit, and has a record of 40 to 68‘ dividends for 33 consecutive years. DIVIDENDS PAID TO POLICYHOLDERS SINCE ORGANIZATION -— - $644,495.23 LOSSES PAID TO POLICYHOLDERS SINCE ORGANIZATION - - $436,637.02 Any property owner in Michigan, of good character, can become a member in our company, and share the big divi- dends we pay our members. The assessment liability in our company is limited to the amount of your annual premium. Membership in our company for three years saves you more than this contingent liability. Our risk, however, is so reinsured in districts where we insure the heaviest that we could pay the biggest conflagration with- out declaring an assessment, so with our surplus we are practically ‘assessment proof’. MICHIGAN STANDARD RATES MICHIGAN STANDARD POLICY NO MEMBERSHIP FEE CHARGED Write for further information F, A. ROMBERG, Msgr. CLASS MUTUAL INS. AGENCY Home Office General Agents CALUMET, MICHIGAN 308-9-10 MURRAY BUILDING, GRAND RAPIDS, MICH. 106 FINEST CITY IN THE WORLD. (Continued from page 98) House, the Plan of 1901 contemplates that there shall be a great open plaza with monuments and fountains some- what like the Place de la Concorde in Paris. It was intended that this space should provide a dignified entrance to Pennsylvania avenue and also into the Mall leading Westward to the Wash- ington Monument a mile away. The memorial to General Grant has been located in this space in accordance with these plans, but there progress has stopped. The development of the plaza and the Mall has been delayed until ar- rangements could be made for the re- moval of the Botanic Gardens to larger and more suitable quarters on land to be acquired on the West front of the Capitol. The State of Pennsylvania has erected a memorial to General George Gordon Meade, as a companion to the Grant Memorial, and in doing so has also provided for suitable land- scape setting in accordance with the Mall plan. Thus these two memorials will stand in the great Union Plaza at the head of the Mall and the way will be open at last to complete the devel- opments required to make the Mall in- to a beautiful park. First, it will be necessary to demol- ish the temporary buildings and the smokestacks erected during the war. Then a great avenue of greensward, bordered by drives and lines with four rows of stately trees, will be projected through the Mall, leading Westward from the Capitol and the Union Plaza to the Washington Monument and the Lincoln Memorial beyond. Along this avenue, at intervals, will be such build- ings as the Agricultural Department, the Freer Gallery, the National Mu- seum, and the Smithsonian Institution. This avenue will end at the Washing- ton Monument, and, beyond the monu- ment, at the point where the new axis meets the Potomac, has been placed that beautiful white marble structure, the memorial to Abraham Lincoln. From the foot of the Lincoln Me- morial a great bridge, commemorating the Union of the North and South, is now in process of building. When completed it will lead across the Po- tomac to the slopes of Arlington, where, surrounding a mansion once the home of General Robert E. Lee, are the graves of those who died in their country’s service, including that newly erected National shrine, the Tomb of the Unknown Soldier. From Arling- ton a boulevard will stretch to Mount Vernon, the home of Washington; and all of this region and the section known as Potomac Park, with its river drives and famed cherry trees, will be joined, under plans now being carried out, with Rock Creek Park and that section of the city where the great Gothic Cathedral is rising on the wooded heights of Mount St. Alban. All of this will take time, of course. But Rome was not built in a day, nor, for that matter, was Paris. Paris has passed through many stages, each dis- tinct from the other. The Gothic Paris is as different from the Paris of the Renaissance as the Paris of Louis XIV differs from that of Napoleon III. Go MICHIGAN TRADESMAN about in modern Paris and it is with difficulty that one can trace the land- marks of the past. Yet somehow, in spite of her vicissitudes and of having no fundamental plan from the begin- ning, as Washington had, Paris pos- esses that sense of unity and complete- ness so rare in any great and growing city. All its principal buildings seem to fit into the landscape and to be part of a general plan so magnificent in con- ception ard execution that it makes one wonder whether an effect equally satisfactory and on a scale and design suited to our needs can ever be pro- duced in Washington. And yet Washington has many ad- vantages in so far as its future devel- opment is concerned. Its life centers around the Government, as those who planned the city intended it should do. There is no manufacturing; and the engineering and industrial problems, which have to be met at such expense and effort in great industrial centers like Pittsburg and Chicago, are entire- ly absent. Washington is still a city of moderate size, notwithstanding the fact that its population has grown from 75,000 at the time of the Civil War to about half a million to-day. But so long as it remains chiefly a seat of government, it will retain its unique character among the cities of the country. More and more it will be visited by people who will go to Wash- ington because of its beauty and their feeling of pride and personal owner- ship in the Nation’s Capitol. As it be- comes more beautiful and its fame grows, people will visit it from all parts of the world and Washington will find, as Paris has done, that architectural and landscape beauty can be a source of profit, as well as pride and satisfac- tion, to a city. But there are weightier reasons than that why we should give our support to the effort to rebuild our National capital. Until recently America has been in the frontier stage as nations go. We were too busy about the hard realities of existence to have much time for the amenities. But now we have the opportunity and we have also the resources to raise the standard of taste in this country; and the extent to which this is being done has no parallel at present in ary country in the world. Nowhere are the arts of architecture and landscape being prac- ticed more extensiyelv and successfully than in America. It has been said that in evolving the skyscraper we have made the only or- iginal contribution to architecture since the Gothic. Certainly, in adapting architecture to the needs of modern conditions and crowded spaces, we have produced something that is ex- pressive of human aspiration and hu- man need. Judged by that standard, the Woolworth building is a work of art, both hecause it is beautiful in itself and because it expresses the needs and aspirations of a great people. If we can give to our office buildings some- thing of the beauty of Gothiic cathe- drals or model our banks and railroad stations afte: Greek temples, we shall, in time, provice a magnificent setting for the requirements of modern civil- ization. Andrew W. Meilon. LEISURE AND VARIETY. They Constitute the Essential of Correct Living. Ours is a reckless, purposeful, dy- namic age. It is ceaselessly exploring, challenging, discovering, conquering, developing. At no period in history have changes been so rapid, so decisive and so far- reaching, of such vital effect upon the ways of living, the manners and con- cepts of the people, as they have in the last fifty years, and more particularly in the last twenty-five in this country. One of the most characteristic changes and one of the most far-reach- ing in its effect upon the race is the increased amount of leisure which, of late years, has come into the life of a large portion of our population, espec- ially that of working men The signifi- cance of that development is accentuat- ed by the abolishment of the saloon. I need not point out the very great importance of the use which we make of our leisure hours. Dean Inge, the famous “gloomy dean” of England, did not exaggerate when he said re- cently: “The right use of leisure is, no doubt, a harder problem than the right use of our working hours. The soul is dyed the color of its leisure thoughts. As a man thinketh in his heart so is he.’ Apart from those lessons which we learn from our daily experience in the routine affairs of our existence and in our regular occupations, it is not too much to say that our individual de- velopment, the very contents of our lives, are largely influenced, if not de- termined, by the uses to which we de- vote that part of our time which is not absorbed by the demands of what government statistics term “gainful occupations.” As a matter of fact, I know no oc- cupations more “ganful” in the truest sense of the word than those having no relation to mere monetary returns. To quote Dean Inge once more: “Every impersonal interest has a universal quality about it. It makes life as a whole worth more to us, and opens avenues which enlarge our minds.” Being given reasonably good health —and the use of our leisure hours has much to do, of course, with the mak- ing or marring of our health—I doubt whether the world has ever known a time when such bountiful opportunities were available as there are now for making the life of the average man in the leading countries full and rich and interesting and stimulating, more es- pecially in our own country. I have been quoted in the press, re- cently, as saying that my “recipe for keeping young is overwork.” That is not quite what I meant to express in the casual interview from which that sentence was culled. What I intended to advise is: intensity of work, multi- plicity of interests, diversity of occupa- tions. It is astonishing how much we can crowd into the waking hours of our day, without fatigue and overstrain, if we but vary our activities. The one thing to avoid is to make machines of ourselves, to permit our- selves to sink into a state of sluggish, incurious, unimpressionable routine. Se ae TR ANT aL NA NNR Forty-fifth Anniversary The one thing that causes deadening fatigue is to use continuously one set of the “muscles” of our brain, and to use not at all or altogether too little the “muscles” of our soul. The thing to strive for is to keep keen our zest, broad our interests, warm our sym- pathies, responsive our sentiments for life and humankind. Of course, there must be one chief occupation which commands our pri- mary activity and principal energy. To scatter oneself over too many things, without concentrating pre-eminently on one or two, is to be a dilettante in everything one does, and proficient and effective in nothing. But, neverthe- less, the old Latin saying uttered 2,000 years ago, “Nihil humani a me alienum puto” (Nothing human is foreign to me)—which means: don’t narrow your field of thought, feeling and action, meet all sorts and conditions of people, touch life in many aspects—is still a maxim of both truth and_ practical wisdom. It is open to everyone, however humble his circumstances, to enrich his life by partaking of its inner con- tents, by grasping, even though it be merely vicariously, its thrill, romance and adventure. To be sophisticated is not to be superior. To be blase or cynical is not to be a philosopher. To be level-headed, even hard-headed, does not mean being hard-boiled. To be a snob, vis-a-vis of life, indicates—like being a social snob—lack of right feeling, of robust- ness, self-assurance, poise. To put all the eggs of your aims, interests and occupations in one basket is not to be a good manager. To see life merely photographically is not to see it whole, because it does contain certain essen- tial “imponderables” which no lens, other than that of our inner sight and understanding, can reproduce. It has been said that variety is “the spice of life.” But it is much more than that. It is one of the very essen- tials of a correct diet of living, just as variety of food is an essential of a correct diet of nourishment. As the soil of agricultural land re- quires rotation of crops in order to produce the best results, so does the soil of our inner being require variety of treatment in order to remain elastic and fertile, and to enable us to produce the best of which we are capable. Otto H. Kahn. ——_>+ + England Passed Out of Coffee Cups. Eighteen century England practical- ly grew out of a coffee cup. Each class, trade and profession had its own coffee house, where every member went daily for his indispensable re- freshment. So thoroughly did the coffee houses become part of the town life that not even King Charles’ proc- lamation, suppressing them in 1675 be- cause they “nourished sedition and spread lies,’ could keep them closed for more than a few days. ——_~2-->_____ Misinterpreted His Meaning. “Did I ever tell you what a fright I got on my wedding day?” “Tut, tut, man; you should not speak that way of your wife. i ; ' Forty-fifth Anniversary MICHIGAN TRADESMAN ssl | | ae Ae | fem, © = = A\\\I WP BEE ol] | A Permanent Armistice from Inconvenience! When you install All-Gas Equipment in your home the battle with inconvenience is over! No longer is your house- hold at the mercy of the whims of unruly servants, either human or mechanical. Gas appliances do what you want when you want it—and as you want it done. And they're never too tired, or busy with something else. With gas enlisted in your aid you can retire from the strenuous task of marshaling incompetent assistants and enjoy the pleasure of a smoothly run household. The truly modern home is equipped with Refrigerators Incinerators Steam Radiators Ranges Radiant Heaters Washers Water Heaters Furnaces Ironers CoMPETENT ENGINEERS will gladly advise with you relative to the type of equipment your home requires. AN ATTRACTIVE CREDIT PLAN FOR PAYMENT AWAITS YOU GAS COMPANY 47, Division Avenue, N. Phone 8-1331 107 108 JOHN BUNYAN AS A SAINT. He Means Much To the Christian World. John Bunyan means a great deal to the world of Christendom to-day as a saint. He has received the rank of sainthood through the common ap- proval of all who have studied the burning fervor and devotion of his life and read the record of his message as he has left it to us in his books. He was not always a saint. When we first see him as youth he is far from saint- hood. He was the leader of the village gang of boys. somewhat of a rowdy. given to mischievous pranks. He cursed and swore and distressed the good peo- ple. But he was essentially healthy minded and with his tremendous gift of imagination he could hardly have avoided a turbulent adolescent period. His sainthood was a growth, a qual- ity of life that he found only by suc- cessive stages. The first change came with his marriage. We do not know his wife’s name or where she came from. We know only that she had a profound influence upon his wild and restless nature and that soon after his marriage he gave himself, as he worked among his pots and pans, to the search for a satisfying experience of Divine Power. He was twenty-one when he married and for the next four years he passed through an agonizing spiritual crisis. Outwardly he was a respectable citizen. JInwardly he was full of trou- bled questionings. The next change came when Bunyan fell in with a small group of dissenters who worshipped in Bedford. They were poor and without influence and suffered social ostracism. But in their company Bunyan found a sense of the Divine presence which he found nowhere else. The next change came when he read Luther’s “Commentary on Galatians.” It lighted up the dark places of his soul and gave him a confidence which never left him. tie was twenty-six when he read this book. More than one-third of his re- maining years were spent in prison for conscience sake. He toiled without ceasing to proclaim his message. He lived nobly for the sake of his ideal. He gave himself generously to all in need. His death, at sixty, was caused by over-exertion as he journed on a long ride in a rainstorm to effect the reconciliation between a father and son. John Bunyan means a great deal to us to-day as a preacher. There still survives a seventeenth century etching of him preaching in front of the Mote hall at Bedford. It is a rather crude work, but exceedingly vivid. The streets are deserted and a crowd of about a hundred men and women are listening to the gospeler as he stands, erect and commanding, his right arm uplifted in gesture, his face aglow with eagerness. It is probably a faithful portrait. If the villages and lanes about Bedford could speak to-day they would tell of many such gatherings. From 1672 to 1688 Bunyan was pastor of the dissenting group to whom he owed his own spiritual deliverance. 3ut that was not the only scene of his pastoral endeavor. He founded more MICHIGAN TRADESMAN than a score of such fellowships in the nearby districts. Once a year he rode up to visit London and at seven o’clock on a winter morning twelve hundred people would gather to hear him preach. It was by his preaching that Bunyan helped to win for us of to-day the right of religious freedom. When he began to preach at the age of twenty-seven it was illegal to hold any public relig- ious gathering in England outside the authority of the state church. One had to worship in public as an Angelican or not at all. It was ecclesiastical ty- ranny and Bunyan resented it. With his overwhelming spiritual experience and with his gift of speech it was in- evitable that he should preach. His sense of deliverance meant too much to him to keep still. And so he preach- ed and people listened to him gladly. The authorities arrested him because he preached. For twelve years he lay in prison because he refused to sur- render his right to preach. Then came the Declaration of Indugence in 1672. Bunyan belonged to the small group who were ready to die for the ideal of religious freedom. He means much to us to-day because he dared to be a preacher. John Bunyan has a message for us to-day as a writer. He had no more schooling than Lincoln, but, like him, he became a master of prose. He wrote some sixty books and pamphlets of which at least three burn with the pure flame of genius. The greatest of the three is “Pilgrim’s Progress.” It is a classic in the world’s literature. It has been translated into a hundred dif- ferent languages. For more than two hundred years it has been a “best seller” outstripped only by the Bible. It is a book of perfect spontaneity, marked by the simple freedom of life, its characters drawn with power. It is a book of humor and humanness without a coarse or unclean page. But its chief appeal is not its literary style or its imaginative coloring. The secret of its charm and meaning lies in its message. It is the simple and clear expression of one man’s soul as he has found in the revelation of Christ the answer to the problems of his experi- ence. As such it is an immortal, date- less, timeless book, a prose poem of the Christian faith. Dealing with the fundamental reality of living in frank and fearless fashion “The Pilgrim’s Progress” will never become antiquat- ed. It will always have a message for the time. It has a message for our time. This great allegory represents the most important phrase of Bunyan’s teaching. In this book and in his quaint autobiography, to which he gave the title “Grace Abounding,” he expounds the meaning of Christian salvation for the individual. But Bunyan also had a well developed conception of the meaning of Christian salvation for so- ciety. The books in which he ex- presses this conception do not rise to the same level of genius as the two al- ready mentioned, but they are well worth reading to-day for the timeli- ness of their message. “The Life and Death of Mr. Badman” Forty-fifth Anniversary THE GUARANTEE BOND & MORTGAGE CO. of Grand Rapids Capital $2,500,000 Equipped to do everything in connection with the transfer of real estate Our Specialty Abstracts of Title and Title Insurance A guaranteed title means peace of mind and safety Always at your service NORRIS BUILDING 107 LYON ST., N. W. Established 1877 DETROIT WHOLESALE DRAPERY CO. KAPOCK FABRICS — FRINGE — SILK DAMASK DRAPERY HARDWARE 23 W. Jefferson Avenue Detroit, Michigan THIRTEEN YEARS FINISHED AUGUST 30 The company has made a consistent growth in business and assets year by year until it now has total assets of over $950,000. It has a state-wide organ- ization to adjust and give service. It has more automobiles insured than any other company operating exclusively in Michigan. If not insured, it will pay you to write Wm. E. Robb Secretary of CITIZENS’ MUTUAL AUTOMOBILE | INSURANCE COMPANY HOWELL, MICHIGAN a Damas nie Forty-fifth Anniversary and “The Holy City” contain para- graph after paragraph dealing directly with the economic injustice and mu- nicipal graft of his day. Bunyan was not merely a specialist in the approach of the individual to God. prophet of social righteousness as well. He believed that Christianity dealt with a man’s relationship to his Creator and He was a also with a man’s adjustments to: his fellows in the whole round of his daily experience. In the scope and balance of his conception Bunyan has a pro- found meaning for all earnest Chris- tians to-day. A saint who won his sainthood by the desperate searching of his soul and the rigid discipline of his conduct, a preacher who uttered his message with passion and suffered imprisonment for so doing, a writer whom George Ber- ranked with Shake- style and who dealt with nard Shaw has speare in heights and depths of spiritual experi- ence that lay beyond Shakespeare’s ken—that is why we gladly honor John Bunyan in tercentenary month of No- vember, 1928. Rev. Frank Fitt, Pastor Presbyterian Church, High- land Park, [1f —__~+2e__ The Appearance of Evil. It is strange how small a thing can give a fellow a black eye- Of course, there is always a chance to get down on your knees and creep into a door knob, but it's hard to make such a story stick when you have a “shiner,” and it takes just as much raw beef to take the color out of an accident as it does to remove rainbow tints created by a bunch of fives. hangs its Circumstantial evidence quota regularly. Vindication after the necktie party may be very pleasing to those who are left behind, but it doesn’t reach the dear departed. The old prophets told their people to avoid the appearance of evil and that was before silk hosiery was the rage. Naturally, they weren't referring to the flappers who are heading back to the fig leaf. They had other ‘“ap- ’ pearances” in mind. Possibly they were thinking of some customer “Ides of March” and didn’t deliver them until ‘ merchant who promised a chariot windshields on the ‘Yom Kipper.” They might have referred to some farmer whose big apples or potatoes accidently happened to be all on the top of the basket, or the prophet’s wife might have started the idea by crack- “strictly storm ing a bad one in a dozen of Whatever the warnings were issued, and the state- fresh.” cause, ment has never been retracted: I once knew a fellow whose wife di- vorced him because he was seen com- ing from a house of ill fame, and her lawyer was clever enough to remind seek such places to pray. The appearance of evil has a kick like a mule. the jury that men didn’t There are a few wild-eyed independ- ents who don’t give a whoop what the neighbors think, but most of us realize that a good name is worth guarding. We like to eat in restaurants that have a reputation of cleanliness. We put MICHIGAN TRADESMAN our money in banks that are solid and we trade at stores that always come well over the half way mark to make good. It takes years of right living to build a good reputation. It’s like a bull mar- ket when prices are going up, or an airplane headed skyward. They go up slowly, but they come down in a hurry if anything goes wrong. It doesn’t pay to let a little thing like appearances jeopardize a big thing like a good reputation: If Nero hadn't fiddled while Rome was burning, he could have collected his insurance and bought more strings for his ’cello. ——_>->__ If Your Friends Are Too Attentive: Nothing else will start a clerk’s sales to climbibng like a growing circle of the right kind of friends, the friends who come to your store and to you in particular, for merchandise. Friends who are glad to listen to your recom- mendation concerning this thing and that thing. The more friends you make of this order, the better. There is another kind of friend, though—the friend who so cares for your company that he insists on “visit- ing’ with you in store hours. He hangs around after making a small purchase. He gets into the habit of dropping in when there is nothing he wishes to buy. He brings along a friend or two. If you don’t look out, you'll have a gang on your hands: The way to handle this problem is to grasp it firmly the moment it begins to develop. Don’t take the time to gossip and swap stories with the friend who shows indications of growing into a store loafer. Find something to do—even if it is dusting where no longer is any dust, or putting to rights a shelf which is already well to rights. “Smoke ’em out,” is a plan I’ve used. I'd insist on trying to sell them some- thing. Conversation along this line quickly palls—they leave. —_—_>--___ When the Woman Prospect Wavers. High pressure salesmanship has its limits when it comes to selling wom- .’ said an Eastern hardware dealer the other day- ‘‘Whenever I notice one of my sales clerks having a difficult en time trying to close a female prospect and when I see that she is dubious about making the purchase, I take the liberty of intervening.” ““Now, I wouldn’t buy that article myself if I wasn’t sure that I’d be thoroughly satisfied with the purchase,’ I'll tell the wavering prospect and in almost every case a smile is my re- ward. The strained, perplexed feat- ures become placid again because the pressure has been removed and the woman can once more do her own thinking and arrive at her own con- clusions without further sales urging.” “And it’s a funny thing,” this hardware dealer, concluded “most of the time these women make better ‘buys’ for the house without another sales suggestion from anyone. The human mind is a queer thing and too much salesmanship is worse than too little at times.” i 109 DIAL 93569 G. B. READER DEALER IN LAKE, OCEAN, SALT AND SMOKED FISH 1046-1048 OTTAWA AVE., N. GRAND RAPIDS, MICH. elding Basket Co. Belding, Michigan MANUFACTURERS OF BASKETS We especially call attention to Our Line of Baskets Fig. 30 Extra Quality Diamond Market Common Drop Handle Diamond Markets We also make canvas cases for laundry, factory and shipping purposes. Also full line of Canvas Products. No matter what your needs may be we can supply them. Send for illustrated catalogue and quota- tions by the dozen or the carload. 110 IN A SHOE STORE. What Happened in the Course of an Hour. Mr. Fitem had packed up and gone away for a little vacation and before he went he said to me, “Hi,” he says, “I wish you'd write something while I’m gone.” Im not much used to. writing for magazines and I don’t know just how to go at it and so I asked Mr. Fitem what to write and he said, “Why, just take an hour in the store and write just exactly what happens. The people who come in, what they say and how they look and what you say and what you think and the fel- lows will understand it all right and maybe like it. We all have about the same experiences and human nature is about the same the world over.” So I got a large sheet of paper and put it back by the do-up counter and I’m going to write down everything that occurs here for a while and call it An Hour in a Shoe Store. Now I’m starting the story. It is just ten minutes past nine o’clock and there have been no customers to speak of yet. The scene is calm and beauti- ful. The beaming morning sun is ris- ing higher and higher. I cannot see it, but I know it is because it is be- gining to shine in on the window trim and I must go and let down the awn- ing, for if Mr. Laster comes in here and sees the nice kid goods in the window stewing the oil out of them- selves in the hot sun I shall certainly get hell. Now I’m back from letting the awning down. I am all alone. Mr. Fitem has gone tripping, Mr. Laster is not down vet this morning and little Sizer has gone out collecting with the batch of bills which Mr. Fitem made out for him to collect while he is gone. The sun is shining on the glass in the front doors, although it doesn’t strike the window trim and, my gra- cious, how dirty it shows that window up to be. The glass looks all clean and nice when the sun does not shine on it, but now it looks as streaked as the surface of the Allegheney river below Oil City. I hope the sun gets high enough so that it don’t shine through when Mr. Laster comes in, or it’s shoe laces to button hooks that he tells me to wash them and wouldn’t that be a nice note on me with little Sizer safely out of it? If there’s one thing I hate o do it’s to wash—Hello, there comes a cus- tomer. I must describe her, I suppose. She is an over-grown little girl and is standing timidly in the doorway. She toes in a good deal, but while that is usually an indication of meanness in a man it may be only bashfulness in an over-grown girl. Her mother has given her three dollars and twenty-five cents to come down here and get her- self a pair of shoes. She probably wears a 2% and I will have a deuce of a time trying to fit her at the price. She will be awkward in trying it on and her stockings will bunch all up at the heel where it has been darned ‘little brother. MICHIGAN TRADESMAN so many times and—but I must go up and wait on her, I suppose. I’m back now. All she wanted was: “Got any o’ them fans yer givin’ away?” I’m not so much of a mind reader as I thought I was. While I was get- ting the fan for the girl a colored man came in. A fellow that works in a ga- rage. He said he wanted a pair 0’ shoes powerful bad to wear to the dance to-night and he’s sure pay us on Saturday as soon as the boss gave him his wages, fore God he would, but I wouldn’t let him have them and he said all right with an emphasis on the all as though he intended to go right out and ruin our trade with the fellows who work in the garages all over the county. A nice sweet, modest little girl came in while I was talking with the colored man, and came in so quietly that I didn’t see her or hear her. When I looked around to come back here she was sitting as snug and nice on the settee as could be. She was dressed as neat as could be, but her clothes were too heavy for this time of the year and she carried a pretty little cloth muff. Just think of that? Some one must have given it to her and she carried it because it was pretty and she was dressed up. I should think it would make her hands sweat to-day. She said just as quiet and business like as could be: “I would like some shoes for my He is almost 5 years old and the number on the lining of his old ones is ten, but they seem a little tight and I think you had better give me elevens. I would like some that will do for nice and every day both and will wear well, for he is very hard on his shoes. Mamma gave me a dollar and ninety cents to get them with. I would like the best ones you can afford for the price.” Wasn’t that nice? I didn’t do a thing but give her a pair of shoes worth a good two dollars and fifty cents of anybody’s money only they are a little damaged because I used them too long one time in a window trim and the sun blistered them and the flies put a few of their kind of blisters on them, too, but they’ll wear little brother all right and they'll look better than anything that I can give her for $1.90. I wish all of our customers were as good as the nice little girl. Now I’ve been alone for almost ten minutes and it got so still in here that the little mouse that lives in the wall back of the rubber rack came out and sat up on his hind legs on the ledge, looking all around and then scam- pered back when I stirred. There is a big thumping at the back door. It was the truckman with a load of goods. The freight was $2.90 and the cartage was 75 cents. We have an arrangement with a truckman that he is to charge 75 cents a load, no matter whether it’s one box or all he can get on the truck. This time we made well out of him because he had a pretty solid load. If I wasn’t writing this story I would go out and open some of those boxes, for we are short of goods that I know are coming in that order. Here’s old Judge Gouty coming across the street. He’s an old crony of the boss and he’s a nice old fellow but it’s a tough proposition to try to sell him anything. I hope he won't come in here. If he does I hope he won't want to buy anything to wear himself. No one in here can handle him but the boss. Oh! goodness! Here he comes. Good bye, boys, I’m n for it. Just twenty minutes later. Well, the judge is gone and Im glad of it. He was all right but he’s certainly a ten- derfoot if there ever was one. Here is the way the dialogue went—about: Me—Good morning, judge. The Judge — Good morning boy. Where’s Laster? Me—Not down yet, sir. The Judge—Time he was. Time he was. Fitem in? Me—No, Judge, he’s on a little trip. The Judge—Young business men trip too much now-a-days. Where’s that little scamp—Kizer—or Heizer— Me—Little Sizer? The Judge—That’s the rascal. He in? Me—No, sir; he’s out collecting bills. The Judge—He won't get ’em. I’ve told Laster a hundred times not to trust out so much. he’ll ruin himself. Me—Is there something I can do for you, Judge? The Judge — Don’t suppose you know anything about shoes, do you? Me—Well, I work here and sell a good many. Something for your own wear? The Judge—(Sinking on a settee with a grunt and a groan and raising one foot on to the fitting stool with a grimace.) Yes, I’ve got to have some- thing. Take that damn shoe off, boy, if you can; it’s murdering me. The shoe that was “murdering” him was about two sizes too large, of soft kid and was slit down the upper in three or four places, besides. The Judge—O-o-w-wow Ge-go-wow- reuch-ow. Glam! se-wup! Grover Cleve-LAND! boy, but you near kill- ed me. Me—Feet rather tender, aren’t they? The Judge—Tender! Well, you bet- ter believe they’re tender. Now I want something comfortable. Me—Here’s a nice kid shoe with a turned sole. Low cut, you see, and very broad across the ball of the foot. Now, I’ll just slip this on and you'll say— The Judge—Hell and damnation— hold on there — Jeupghk-wow-zilp! Good heavens, boy, I can’t wear a great coarse shoe like that. Ain’t you got nothing else? Me—wWell, these are about as soft and comfortable as anything I can think of. The Judge—There’s something up there on that paper box. Now, there is the very thing. Me—I had no idea you would care to go so high as $15 for a pair of shoes. : The Judge—I don’t care what a pair of shoes cost if they give me the satis- faction I know these shoes will. Forty-fifth Anniversary I learned something from this sale which I have never forgotten. It has been worth much to me and contribut- ed greatly to my success. —>-->___ Cheerfulness As An Asset. If to be gloomy, irritable, and grouchy is an often wnder-estimated liability to business workers, a resolute cheerfulness is an asset few workers are in danger of over-estimating. Few, for that matter, really appre- ciate its value, especially its value in times of business crisis and depression. Yet it is precisely then that the cultivation of cheerfulness is most to be desired. When anxiety is permitted to grip the mind certain untoward physical and mental consequences inevitably fol- low. There is a general enfeebling of all the bodily processes—digestion, nutrition, circulation, and the rest— with resultant ill effects on the men- tality as well. This because of the dependence of the brain, the mind’s supreme organ, on the quality of the blood supplied to it. When the blood is laden with the toxic products of indigestion and con- stipation, necessarily the brain func- tions below normal. Then thinking, likewise becomes difficult, less vigor- ous, less effective than usual. But let the worker, no matter what his business circumstances, cleave to a cheerful attitude, and behold what happens: The whole organism pulsates with new life. And in proportion as the vital powers are raised, thinking be- comes easier and increasingly effective. No matter what the problems to be solved, the obstacles to be surmounted, cheerfulness contributes measurably to a successful outcome. Or, to phrase the situation psychologically, cheerful- ness is dynamogenic, both stimulating to greater effort and releasing energy in the one it stimulates. How to be cheerful in anxious times. One aid is deliberately to smile. As a noted psychologist has explained: “It makes a great difference for the mental state whether a man has the corners of his mouth up or down. If the corners of the mouth are allowed to droop, the glumness and depression are likely to grow deeper.” “Tf the lips are curved upward in a smile, even though it be a forced smile, the inner feeling will soon yield to it.” And, of course, there should be a simultaneous refusal to dwell on thoughts that depress. Else it may be found impossible to keep the lips from drooping the mo- ment conscious effort to look cheerful ceases. The best way to avoid this is by acquiring a habit of sidetracking unpleasant thoughts as soon as they intrude. Which may be done by various methods. Especially would I recom- mend the method outlined by Charles C. Peters, incidental to a discussion of the psychology of moods: “One may set oneself to counting one’s blessings instead of one’s mis- fortunes, or one may prove his power to succeed by turning from gloomy forebodings to vigorous work.” fH. Addington Bruce. Sa s ee ae ere eo } Forty-fifth Anniversary MICHIGAN TRADESMAN 111 INSURE - with Michigan Shoe Dealers Mutual Fire Insurance Company LANSING, MICHIGAN We write Fire and Tornado Insurance on High grade property of all kinds CASH ASSETS December 1, 1927 $151,393.18 DIVIDENDS TO POLICYHOLDERS Since, 1912 $370,418.50 Write to L. H. BAKER, Secretary-Treasurer Mutual Building Lansing, Michigan 112 MICHIGAN TRADESMAN Forty-fifth Anniversary PROFIT INSTEAD OF VOLUME. Concentration Produces the Highest Economic Return. Profitable business rather than vol- ume now becomes the measure of achievement in American business. Evidence abounds to testify to both the theoretical soundness and the practical profitableness of this principle out of which the idea of simplification was born. The idea means nothing more than concentration of effort where it produces the highest economic returns. The experimental census of distribu- tion taken in eleven cities last year collected the inventory and distribu- tion totals for all wholesale and retail establishments in those eleven cities. It revealed that approximately two- thirds of the business was done by about 5 per cent. of the number of es- It revealed that 33 per cent. of the retail establishments in one of the cities were doing less than $5,000 worth of business a year. We did not enumerate any store doing less than $500 worth of business a year— and passed some up for this reason. One of the medium sized cities had 11,000 retail establishments 33 per cent. of 11,000 is 3,630. Let us review the analysis of an industry and see if we find the same principle at work. The paving brick industry, after ana- lyzing the demand for sixty-eight sizes found that approximately 80 per cent. of the demand could be satisfied with tablishments. eleven sizes, to-day even that number has been reduced to six, less than 10 per cent. of the original number. Bedsteads, springs and mattresses were reduced from seventy-eight sizes and varieties to four, after a similar analysis to reveal where effort could be most economically applied. “he average for twenty-five industries, after an analysis of the demand in each case shows that approximately 29 per cent. of the varieties and sizes accounted for approximately 80 per cent. of the dusi- ness. Let us now review an analysis by a manufacturer of his customers’ ac- counts and see if the same principle holds true. A manufacturer of leathcr products who sells directly to consum- ers analyzed the accounts of his 10,- 000 customers and found that 6,600 purchased less than $100 worth of his products annually; 1,400 accounts rang- ed from $100 to $300 and the remain- ing 2,000 purchased over $300 worth annually. The 2,000 customers, or 20 per cent. of the total number, accounted for 90 per cent. of the sales. A worth while saving resulted from discontinuing di- rect contact with the 80 per cent. that accounted for only 10 per cent. of the sales and diverting this business to wholesale houses handling their line. Let us take next a wholesaler. A hardware merchant analyzed his inven- tory in 1919 and found he was carry- ing 12,000 items which represented the products of more than 700 manufac- Analysis revealed that 71 per cent. of the total business was done in turers. products from only sixty-two manu- facturers. The remaining 29 per cent. were scattered over 600 manufacturers’ lines. To-day with the inventory re- duced to 6,500 items from 450 manu- facturers, 60 per cent. of the sales are on the products of only 60 manufac- turers. This principle held true not only in the distribution of his commodi- ties, but also in the division of business among his customers. When the vol- ume of business done with each of his 1,432 customers was measured against the volume determined upon as neces- sary to produce a satisfactory profit, he found that only half of the accounts came up to this measure. Approximate- ly 700 of the accounts were unprofit- able. The unprofitable accounts were dropped, shrinking his volume of sales 33 per cent., and reducing the size of his sales total also 33 per cent. He found, however, that after a three year operating period in the restricted area, with the reduced line. that his dollar- volume of net profits had increased 35 per cent. Hsi cost of distribution was reduced from 20 per cent. to 16 per cent. of his gross sales. I recently examined the sales records of a wholesale sash and door company covering a vear’s receipts, shipments and stock on hand of two-panel fir doors. They carried twenty-two sizes. Analysis revealed that five sizes or 22 per cent. of the line produced 75.2 per cent. of the income from the entire line. These five sizes represented 70.1 per cent. of the total inventory value and 75.2 per cent. of the gross profit. It was found that these five sizes turned over on an average of 3.36 orders per day. Contrast this turn-over with thir- teen sizes, or 59 per cent. of the line, which accounted for only 11.5 per cent. of the sales income. The average turn- over of these thirteen sizes was one order every twenty-seven days. In a wholesale grocery analysis pre- pared by the department of commerce it was diccovered that the wholesaler in question carried 2,100 items in his inventory. Representative grocery chain-store warehouses handling an even larger volume of business carried as few as 700 items in their inventories. Why this difference? Let us see. The chain store warehouse secured stock turns of twenty times annually, while the wholesale grocer secured a stock annually. What is that but concentration where turn of only seven times it produces the highest returns? In the wholesale grocery the four items, to- bacco, sugar, provisions, and flour, sup- plied 49 per cent. of the total sales, but required only 17 per cent. of the inventory investment and 15 per cent. of the total warehouse space. Four ad- ditional groups, canned vegetables, can- ned fruits, condiments and spices, and canned meats, added only 14 per cent. to total sales, but required 42 per cent. of the inventory investment and more than 50 per cent. of the warehouse space. From these facts it is obvious that a mark-up based on the average expense of doing business causes cer- tain items to bear a disproportionate share of the operating expense. Let us turn now to the retailing field. Again we find the same tendencies and the same need. An analysis of toilet goods sales over a period of six months in a well-man- aged city drug store of the residential type reveals that 74 per cent. of the total sales were made on 159 items of 474 carried. An independent retail grocer’s busi- ness is now being analyzed. The figures show that 50 per cent. of his trade is in five classes of merchandise; butter, bread, coffee, eggs, and sugar. These five classes require just 10 per cent. of his inventory. Nine other classes of merchandsie require nearly 50 per cent. of the inventory and bring in only 14 per cent. of the sales. Studying. individual commodities shows, for example, that the grocer has on his shelves forty-two items of tea. Six of these forty-two items have near- ly 50 per cent. of the total tea sales, leaving the other thirty-six items to compete for the remaining half of the tea business. It is possible that idle merchandise stocks on the shelves of retailers con- stitute one of the outstanding wastes in retail distribution. Merchandise which sleeps on the shelves gradually accumulates costs, such as storage, in- terest. insurance, taxes, shrinkage, de- preciation, and obsolescence. Further- more, it ties up a retailer’s capital and depreciates his credit, making it dif- ficult or impossible for him to take advantage of cash discounts. The problem confronting the retailer is to buy in such quantities and varie- ties as to provide a steady, even flow of merchandise to the consumer with- out building up unnecessary surplus stocks. In the light of the foregoing, can’t the same be said for the whole- saler, or the manufacturer? While this means increasing the number of stock turns, it must be remembered that too great an acceleration in stock turns will cause the merchant to run out of items—also an _ undesirable situation. Therefore, the merchant seeks for a method which will enable him to oper- ate with a minimum amount of capital and carry a rapidly moving stock of merchandise, yet be protected by a fac- tor of safety which prevent him from being out of stock. The exigencies of business call for a method which is easily understood, simple in operation, and requires little if any additional help. The general manager of distribution for a well known manufacturer of elec- trical products who found after ana- lyzing several thousands of orders, that 40 per cent. of his orders accounted for 91 per cent. of the total sales income, and that on the 60 per cent. of his orders which represented only 9 per cent. of his sales income he incurred a net loss averaging $1.63 on each order, is quoted as follows: “When we know the production and the distribution cost of each thing we market, when we know the profitableness of the account of each jobber we serve, and when the jobbers and wholesalers know the profitableness of the account of each retailer they deal with, then and not until then, will there be fewer factories in which the same thing is made, fewer distributors who vend their articles in the wholesale mart, and fewer dealers who pretend to serve the buying public. Then and not until then, shall we have solved the question as to why produc- tion and distribution costs are high.” Whether or not his assumption is correct the evidence does seem to lead to the conclusion that analysis and control pays. Doesnt’ it also lead to the conclusion that successful mer- chandising whether by a manufacturer, wholesaler, or retailer depends largely on his keeping in step with constantly changing conditions of competition and markets—upon being conscious of the fact that ingenuity and resourcefulness are his principal competitors and that progress is a moving thing, not a sta- tionary condition—that this is a chang- ing world not as between one age and another, nor one year and another, but day by day. H. C, Dunn. ——_+~--+ Constructive Salesmanship. “Why don’t you write an editorial for the boys on the road?” asked a traveling salesman who dropped into our office one day last week. We accepted the suggestion with en- thusiasm for a number of reasons, one being that we always get a real thrill out of swapping ideas with the sales- men. A good many of them drop in to see us in the course of the week. They always bring a fresh viewpoint, a new angle on some phase of the complicated business of merchandising footwear. And that suggests the key- note thought for this little message to the Boys on the Road. The business of the traveling sales- man, like that of the retail merchant, has undergone a transformation thz.t seems almost incredible in the past ten years. The salesmen, to-day, have their problems, even as the retailer has his, It is infinitely more difficult to sell goods on the road to-day than it was a decade ago- So hard, in fact, that many of the “old timers” have drop- ped out of the game. But selling goods, nevertheless, still offers to the man of ambition and ability an occupation that is interesting, dignified and remunerative. With the traveler as with the retailer, it is main- ly a question of adapting one’s self and one’s methods to new conditions. In one respect, the profession of the trav- eling salesman hasn’t changed. In the old days, the traveler was the friend and trusted adviser of the merchants upon whom he called. He should con- tinue to be that, as well as a seller of Indeed, the travelers still are the confidential ad- visers and counsellors of their cus- shoes. most successful tomers on questions of style, merchan- dising, sales promotion and what not. They recognize that now, as never be- fore, the retailers need their advice. their counsel and the fresh viewpoint they can bring to retail problems. This is constructive salesmanship, and suc- cess and prosperity still come to the and the merchant — whose along constructive, salesman business is built well-planned lines- —_+ 2. John L. Wright, confectioner at Onaway, says: “The Tradesman is one of the few periodicals that we cannot afford to be without.” : | + ‘J ; 5 7 4 So rae eee Forty-fifth Anniversary MICHIGAN TRADESMAN 113 Morton's SALT WHEN IT RAINS-IT POURS Over 80 years of experience in the manufacture and distribution of Salt has enabled our chem- ists to determine the best grades for each sepa- rate purpose. a * ee ee If you are a manufacturer and use Salt in your product, the experience of our chemists is of value to you. Youcan secure prompt service on the product most suitable for your use. ae en If you are a merchant and buy Salt for resale, you will find additional value in the continuous advertising we have been giving our product for years. Your trade prefers to buy products that they know are packed by reliable manufacturers. PEELE ILE SNS NATE * GREE ae ates ee MORTON SALT COMPANY Chicago 114 A KINDER HUMANITY. Will Bring a Little More of Heaven on Earth. Every one is born with equal rights to life, liberty and the pursuit of hap- piness. This is not a mere sweet sound- ing phrase, it is the basis of the Gov- ernment of our United States. Now the question arises, why does it appear that everyone has not had an equal chance in life? Is it any concern of ours if our brother has hard sled- ding? Are we “our brother’s keeper?” I think we are. I do not mean by this that our charity should encourage in- dolence. The only the real charity is that which helps one to help himself. That ancient question might have caused less controversy had it been worded differently. ““Are we our broth- er’s helper?” might have been better understood. Most of the sorrows in the world are caused by unkindness. Many fail- ures may be traced to discouragement and bitterness caused by unkindness and thoughtlessness. A kind word of encouragement and a helping hand just at the critical time might have resulted in success and a more useful career. What the world needs is a kinder humanity. We can overcome big trou- bles. There is a courage in us all that rises to meet a calamity; but the little irritations of life. the indifference and lack of interest in the welfare of each other, wears us down, just as constant dropping wears a rock away. have attained greater freedom in entering the various professions, humanitarian movements Since the women have received a great impulse. The women have struggled valiantly for their freedom and they are winning their way, inch by inch, not because we men have helped them, for we have not, but because they have seen that the world needed their point of view as wives and mothers and have per- sisted courageously, in spite of opposi- tion from men who feared they would lose some of their power to dictate. But right persisted in always wins in the end and we men have found that we have lost nothing by sharing the vote with the women or by sharing places in industry with them. Just be- cause the women have not cleaned up politics since they have had the vote is no reason for claiming they have failed. In the first place, they have not had a very good example set them by their predecessors; and in the second place, if we are so anxious to reform politics, why do we leave all the clean- ing jobs for the women? We might lend a hand and together we might accomplish results we could be proud of. When we men help the women, it is not only the women who are bene- fited. The men themselves are better when they take a stand for justice and a square deal for women. Women have always had the heaviest end of the load to carry, and the men have seemed quite satisfied to let them continue to carry it. “Man’s work is from sun to sun, a woman’s work is never done.” A man’s character is best judged by the way he treats his family. MICHIGAN TRADESMAN Kind consideration of one another, doing as we would be done by, will prolong life, make everyone more suc- cessful, and will bring a little more of heaven on earth. It is all right to look forward to a future heaven; but un- less we have a little of heaven here, we won’t know how to act when we get there. Solomon Levitan. A Jewish immigrant from Russia has worked his way up from the wearying toils of an itinerant pack peddler to the point where he is an outstanding figure in Wisconsin’s politics. This man, Solomon Levitan, has just been re-elected to the office of State Treasurer by a majority of more than two to one over his opponent. He has held the office since 1922, and has risen in popularity each year. in 1898, and remaining affiliated with the progressive wing of the party throughout his career. He did not seek to hold office himself, however, until after the kaiser’s war, when he became State Treasurer. His regime, friends say, has given Wisconsin one of the most economical governments in the country, the State’s entire business of more than $64,000,- 000 being handled at an annual expense of only $35,000. ———_~ >> __ Taking the Joy Out of Life. It is not true that the American people never lived so well, as the Re- publican machine wants to put over. They never lived so shabbily nor worse. This sounds like a lie, but it is not. We have neither horses, car- riages nor even oxen as we used to Solomon Levitan. Few men in politics to-day have a more colorful past. Levitan came to the United States in 1880, penniless and friendless, unable to speak English. He worked on a street paving gang in Baltimore for a time, picking up the language and sav- ing what he could out of his wages of 60 cents per day. Then he became a peddler at the age of 18, shouldering a pack and trudging through the small towns of Pennsylvania, Maryland and Virginia. His migrations landed him in Wis- consin, where he settled down and op- ened a store. This venture prospered and became a chain; then Levitan in- terested himself in a bank. In the 90s he entered politics, help- ing nominate La Follette for governor have for conveyance, and the major- ity of us have no automobiles. We have de luxe steamships and railroad trains, but we cannot afford to pat- ronize them. The modernists have taken away our religious faith, We may not go to Heaven when we die, nor to hell, but must take tickets to some nearer, cheaper place. My great-great-great-grandfather — “ve wheelwright of Ipswich’—soldier in King Philip’s war, lived like a fight- ing cock in comparison to his luckless descendant, who manages to keep body and soul together. We used to have beefsteak for breakfast besides the por- ridge or chops or ham and eggs and top off with buckwheat cakes. What now? Why, some miserable synthetic cereal with skim milk and a possible Forty-fifth Anniversary drop of cream from the top of the bot- tle. Coffee at 55 cents is prohibitory except on Sunday—and bread. This used to be prison fare. Turkey and duck are out of the question. A single chicken at Christmas or Thanksgiving is all we can afford. We used to have wines, which we couldn’t buy now even at the pre-war prices, and they were pure, which they are not now. There are no good middle-class res- taurants any more. The food is often unwholesome and the cooking execra- ble. They have artificial ways of serv- ing and quick eating to ruin the di- gestion. We cannot go to the real theater, but must choose the counter- feit pictures instead. We used to have a house designed by an architect at a cost not exceed- ing $5,000. Now we have to put up with any kind of domicile. A new house would cost $15,000. We have no radio. Do you know what it costs to keep one running? We have no orthophonic victrola. We have a fur- nace, but cannot afford to run it ex- cept during the blizzards to keep the plumbing from freezing. We huddle in two rooms; the rest of the house is a frigidaire. We have electric lights but dare not use them except in our two rooms. Every winter we fear we shall not survive it. We used to have several suits of clothes. Now we have but one which is presentable—one pair of shoes and one hat. We used to be able to en- tertain occasionally—not now. If Eu- rope or other parts of the world think we are a very prosperous nation that is because they “mistake the throbbing of an abscess for the beating of a heart.” John T. Stanton. —__2-+____ Early Suggestions For New Year Resolutions. To be so strong that nothing can disturb your peace of mind. To talk health, happiness and pros- perity to every person you meet. To make all your friends feel that there is something in them. To look on the sunny side of every- thing and make your optimisim come true. To think only of the best, to work only for the best and to expect only the best. To be just as enthusiastic about the success of others as you are about your own. To wear a cheerful countenance at all times and to have a smile ready for every living creature you meet. To give so much time to the im- provement of yourself that you have no time to criticise others. To be too big to worry, too noble for anger and too strong for fear. To think well of yourself and to pro- claim this fact to the world—not in loud words but in great deeds. To live in the faith that the world is on your side so long as you are true to the best that is in you. —__~2+-____ To render the best service, a road must have good foundations and a good surface. So with the individual. —_+--—_____ Getting up in the world isn’t made easier by staying up all night. —— Se a tent, a ae Forty-fifth Anniversary MICHIGAN TRADESMAN 115 or HigH GRrapvE CANDIES A NEW IDEA for the Christmas Cree Gahran SANITARY HANDY PACKAGE Sipe” QUALIFIED Over 25 VARIETIES EKacu Kinp PAckEp OnE Dezen TO THE Box They make a beautiful appearance on the Christmas Tree. The assortment contains‘all the popular favorites of the family. A display stand with special Christmas card and tree fasteners given FREE with each 12 box order. Mr. Candy Dealer, DON’T MISS OUT ON THIS BIG SELLER. Sample and price on request. NATIONAL CANDY CO., INC. PUTNAM FACTORY Grand Rapids, Michigan 116 MICHIGAN TRADESMAN Forty-fifth Anniversary THE NEW COMPETITION. Meet It With Vision, Initiative and Ingenuity. Since the war, American business has feasted its full. Concede the fact or not, records disclose the most gen- erous period of prosperity which has ever fallen to the lot of American busi- ness. Generally speaking, any business which has been unable to make money curing the past ten years is so mani- fesily inefficient that it should close its doors. I am speaking of business as a whole, for even in times of great prosperity there are certain industries and certain classes which do not share in the general conditions, as witness the coal, textile and woolen industry or perhaps agriculture. This past quarter of a century has witnessed the overthrow of many pet economic theories. General panics, which we felt were bound to re-occur with the regularity of a census are now passe. The fact is, that general panics and our Federal Reserve Systems are incompatible. Business cycles no long- er seem to function with mathematical precision. Prosperity is now acknowl- edged to hinge on consumption rather than production. There was a time when we felt that peak production spelled prosperity, but this is not true in this day of hand-to-mouth buying. It is as much the executive’s job to- day to figure out ways and means to fatten the pay envelope of his em- ployes as it was labor’s plea a quarter of a century ago. Good sized pay en- velopes means high consumption and high consumption with our productive organization at its peak spells pros- perity. Executives are figuring on more leisure hours for men rather than long- er hours of work—more leisure hours in order that workmen may be afford- ed an opportunity to do more buying. The old order is passing, business is rapidly changing and the changes were never so frequent as in the past few years. Tradition which stands in the way of real progress has been broken industry, and it industry American throughout down by is this thought which has caused these rapid changes. And generally during this time management, speaking, was never more efficient. There have been exceptions, of course, and in such cases inefficient management too often has drifted with the tide of prosperity. But. drifting days are over; individual alertness and competency are going to be prime requisites of management in the years ahead of us. Management, let me re- peat, in the past quarter century has been ingenious, resourceful, its judg- ment has been unerring; it has revo- lutionized business during this period of time: but skilled and adaptible as it has been, when compared to the in- genuity and resourcefulness that will be demanded of it in the next decade. the task it performed seems child's play. Why, you ask, are conditions funda- mentally unsound? Dismiss the thought. Every factor on the business horizon save the temporary flurry in the money market, which situation un- doubtedly will be corrected, points to a continuance of prosperity. Funda- mentally the footing is unusually solid and the fall of 1928 will find a large measure of prosperity—make no mis- take about that. Is it because of a Presidential year? No. That bugaboo has long since been exploded. Then why? It is because of the arrival of a new era of competition. A competi- tion not of price, nor yet of commodi- ties, but a competition brought on by the changes and ingenuities that follow in the train of scientific knowledge ap- plied to business tasks and problems. The future prosperity will be more selective, the rewards going to the scientifically alert while those who slumber along in the old way are headed for certain extinction. The business man of to-day and_ to- morrow must keep his eyes peeled and his ears open to the new order of things which is dissecting, analyzing, changing, destroying and creating busi- ness. First of all, something of this new development may be attributed to the impatience of science toward rusty and cumbersome means and methods in business. Scientific method is abroad in the business world of to-day, sug- gesting, enlightening, devising; if tak- en as an ally it will lead to new heights of prosperity; if unheeded, it will scrap ruthlessly. At no time has the scien- tific laboratory and research depart- ment been so essential to sound busi- ness. That management is aware of this fact is evidenced by our expendi- tures of over two hundred million for research by private business during 1927. ness seemingly sound and solidly en- And science moves fast; a busi- trenched may go to bed at night in un- ruffled confidence, only to wake in the morning to find its foundations shifting and the imminent peril. A new discovery has been made overnight or a new invention devised, and that which yesterday seemed firm- ly based as the Rock of Gibralter is obsolete and valueless. Let me illustrate: Some few years ago few businesses had the stability of superstructure in the ice industry; failures were rare; The ice dealer, handling a staple commod- profits reasonable but certain. itv, seemed to be riding the calmest of seas. The trade winds filled his sails. Then, almost overnight, electrical re- frigeration appeared and the old-fash- ioned ice business started its descent; volume was reduced and_ operating costs went up, consequent upon small- er sales. The ice business had hit the toboggan. With electric refrigeration pushing the old natural ice business off the map, few things seemed more certain than that the new method was here to stay —almost a final method—but science had not said her last word on the sub- ject. As a matter of fact, she never does. Now she has come forward with dry ice, which is compressed at 110 be- low Fahrenheit into blocks of solidified carbon-dioxide. So compressed is this dry ice and such are its refrigerating properties that one pound of it will take the place of fifteen pounds of old- style ice. Already it is being used in refrigeration of freight cars, where shipments are made across the Con- tinent, eliminating the former re-icing en route. The manufacture of small cubes of ice which will last as long as two weeks for ordinary household ice sup- is quite within the range of prac- tical possibility. What housewife will put up with the nuisance of the daily ice delivery when a small block will last two weeks? Furthermore, the dry ice does not drip—it evaporates; what chance has electrical refrigeration against this? Just as electrical refrigeration cast the old iceman into the discard, so it would seem the newcomer will have to yield to this latest arrival, which in its turn one day will become obsolete. When Stephenson, the inventor of the loco- motive engine, was asked by a skep- tical critic what would happen should his steam engine collide with a cow, he replied, “It'll be bad for the cow,” and much the same may be prophesied of those that stand in the way of speed- ing science in business. Safety and success lie in alert alliance with the conqueror. Had you been in the textile business some years ago, when rayon was first discovered, do you not think it would have paid to spend time and money seeking out its possibilities? And if you were in the rayon business to-day, would you not consider the possibilities of its manufacture from corn stalks? There are problems, however, not so easy of solution. In the examples quoted there is constant and increas- ing demand, the question being as to the scientifically best way of meeting that demand; some there are in which the crux of the situation lies in the de- creased demand, owing to changes in habits and fashions; even in such cases it is well to grasp the truth as to the situation, since then compensation may be sought in other directions. Let me give a few illustrations. The bobbed hair nearly ruined the hairpin industry for a time, then the industry got busy and introduced the hairpin that is now used in the bobbed hair. Cigarette lighters substantially de- creased the use of matches. On the other hand, short skirts have doubled the sale of stockings, but what did it do to woolens? Perhaps when the directors of the American Woolen Company first glimpsed the dresses which have since become the general fashion, they were amused rather than appalled, supposing that extreme brevity was but the mode of the passing hour, borrowed tempor- arily from actress and chorus girl in their warpaint and described as short enough to be interesting, yet long enough to cover the subject. Had one of their number suggested that short dresses and changes in habit would seriously curtail the demand for wool- ens, he would have been deemed eligible for the asylum, and the prophet who intimated that the consumption of wool would fall from 741 million pounds in 1918 to 626 million in 1926 would have been viewed as having gone “plum loco.” Yet recently the American Woolen Company was forc- ed to pass its preferred stock dividends for the first time in a quarter of a cen- tury, because of the severe curtailment in the demands for woolens, due to the shortening of women’s dresses and their changing mode of dress, using as they did more rayon. Whether the old fashions will ever return or not is on the knees of the Gods, but the pos- sibility is so remote and intangible that the opposite may be assumed and its grim fact allowed for. Here the per- sonal human equation has entered the problem with all its characteristic whimful changeableness and has per- force to be reckoned with in all intelli- gent calculations. Just a few years ago, phonographs were all the rage. Along came the radio and practically cut the sales of phonograps in half. Several people in the phonograph industry, however, called on science to assist them, and by bringing out a better phonograph or a combination of phonograph and radio were able to keep in step with the times. If you were in this indus- try now, either phonograph or radio, would you not find it profitable to make a thorough study of television? Just as science has introduced better and more means and just as fashion has inter- fered with a demand which expeditious methods and seemed constant as the atmosphere we breathe, so changing phases of business cam- paigning have altered basic conditions. About a year ago an association of credit men, whose past president I happen to be, took over an assignment of a wholesale grocery business. It had assets of over $300,000 and at one time had been a flourishing concern, its dividends secured, its bonds gilt edged. but along came the chain store era and one by one the customers of the old firm went over to the rival. The di- rectors of the established business did not appreciate the necessity of putting their house in order, meeting the new competition intelligently, adapting new means to a changed end. Soon per- sistence in the old ways led to figures in red on the books and the assign- ment followed as a matter of course. The business was shortly disposed of to a group of men who were alert and on their toes. They immediately met this new competition by organizing the independent stores in such a way as to give them the benefit of the chain system of advertising and general pur- chasing. The business, as a result of this move on the part of the new man- agement, is again on a profitable basis. Chain stores are here to stay. All the laws in the world directed against them will be of no avail, for aside from its unconstitutionality there has never yet been any legislation which will defeat an economic law. Chain stores last year did six billion of business or about one-sixth of the total retail busi- ness of the country. In larger cities grocery chain stores do one-half of the total grocery business, while chain drug stores do one-fifth. The chain store development brings about a shift in trade financing from country banks to investment houses, thus affecting the business of both of these institutions. These are cases in point, chosen more or less at random from many others in the realm of business, which urge the necessity of watching science and following its lead. The wise busi- aed ee eS ee Se <. era —— cael Tae Spann t DES games Forty-fifth Anniversary MICHIGAN TRADESMAN 117 This is the big, modern home of the famous h — LILY WHITE FLOUR — ay ‘“THE FLOUR THE BEST COOKS USE’’ Where happy Millers work with the latest equipment known to modern science Merchants can have complete confidence in this efficient, conscientious mill and its highly-popular, perfectly-blended product— Lily White Flour ‘The flour the best cooks use”’ When you carry LILY WHITE FLOUR, you're selling a business-getter that brings customers back. If, for any reason “Lily White” is not satisfactory, we allow our dealers the full purchase price of it. Investigate! TER hess So “ae o cuenenunaincnenantten.— 49 #35 | VALLEY CITY MILLING CO. Established 44 Years GRAND RAPIDS, MICHIGAN +3 s+ + : BY ALL MEANS ORDER SOME LILY WHITE FLOUR : MILLERS OF LILY WHITE FLOUR, ROWENA PANCAKE FLOUR AND BUCKWHEAT COMPOUND ee 118 MICHIGAN TRADESMAN Forty-fifth Anniversary ness concern will give larger appropria- tions, rather than smaller, for research work, realizing that in this age of rest- lessly inventive science and natural evolution nothing but taxes is sure where business is involved. But it is not only new scientific methods which are bringing on this new competitive era in which the lag- ger is lost. Business of its own voli- tion, in its casting about for results, is getting out its yearly models, and whether these are good or bad you have to keep up with the Joneses or be out of the procession; you and your goods have to be kept in the limelight if dividends are to be paid and in the dividend is the crux of the business problem. Last month I looked over some fig- ures for a retail furniture business; re- viewing sales and earnings I found that the former totalled $12,000 for the month, a little over $800 of this amount being in cash, while the remainder had been in the form of installment sales. The figures were impressive and sug- gest their own interpretation. I recog- nize there has been a great deal of criticism of installment selling and I do not deny that in some instances, such as for instance the sale of clothing on credit, installment sales may be poor economy. However, any fair minded man must admit that a great many of the abuses which crept into installment selling in its early days have largely been with the industry. Neither can it be denied that install- ment selling has contributed largely to distribution and consumption and with overproduction in this Nation the questions of distribution and consump- tion become your real problems. I am firmly convinced that installment sales have added materially to prosperity. corrected Does this installment method strike your business? If it does, it simply puts force into my original statement as to the necessity of meeting the new competition, whatever its form may be, with vision, initiative and practical in- genuity; as the strife becomes keener the greater will be the necessity for scientific vigilance and executive ac- tivity. The means insoluable, while it is harder to solve. problem is not by any Let us presume for a moment that you have adopted the installment sys- tem of selling. Wouldn’t it behoove you to check carefully into the present high money rates and weigh seriously the effect it might have on installment sales? There is no doubt that if money rates were to continue at present levels, it would have serious effect on install- ment selling and, as a consequence, slow up consumption of goods and, of necessity, production. Then social evolution must be watch- ed if you are to keep abreast of the times. All of us recall the time when Sears, Roebuck, Montgomery Ward and others of the same school were regarded as family stores down on the farm and their catalogues as family Bibles. While these firms have held their own the rate of their progress has been checked, for the growth of the chain store has recently been much faster than that of the mail order house. Improved highways, cheap automobiles and higher standard of living have each cut into the mail or- der business. Any family can grab its ford and within an hour or two be in a central market. The old convenience of put- ting a mail order in the rural free de- livery box and getting a package back five or six days after does not loom so large on the farmer’s horizon, when he can by expending an hcur or two on the road, see the goods displayed in the nearby city and make his selec- tion with the rival allurements before him. The management of these large mail order houses, as you know, were alert and immediately begin introducing re- tail stores, with a result that they have met this situation. About six months ago a manufacturer of a line of wom- en’s articles complained to me that his market was being stolen away from him almost over night. Individual stores, he said, were being absorbed by the chain systems and the chain systems were eliminating not only the jobber but manufacturer as well, choos- ing to do their own manufacturing. How was he to meet the situation? His company was prosperous and reported an investment of two million dollars. Fortunately it had a cash reserve of $50,000. I recommended one of two things: Either that he form an alliance by way of an exchange of stock with some of his new competitors or that he take this cash reserve and invest it in chain store stocks, which at the time looked like bargains. He adopted the latter plan, which, incidently, I thought was perhaps the poorer plan, because it only looked like a temporary solu- tion. Nevertheless, by adpting this plan, he has realized out of these in- vestments the equivalent of three years earnings in his own business. This, of course, is unusual and his realiza- tion was really beyond the realm of expectation at the time the investment was made. He now, however, has three years to try and carry out the first plan I recommended. Still another matter bearing upon the general problem in 1920: When deflation arrived, you recall the large inventories that were on hand and were the cause of a lot of the suffering. Most of you know what has occurred since then, how a fundamental under- standing of economics and the progress of transportation has brought on an era of hand-to-mouth buying, with consequent low inventories. Take the case of transportation: Suppose you had been in the rail equipment indus- try with indications showing that the railroads would be unusually prosper- ous round about 1926 and 1927. Would you not have gotten your shop in or- der, in anticipation of the influx of business? That is what some of the railroad equipment companies did. Yet during past few years shops of Bald- win Locomotive Works, and American Corn Foundry Co. have been on part- time schedules and it is only in recent months that there is an increased ac- tivity in these lines. Fortunately the railroads have been officered-by executives able to put their TAT LEITELT HOISTING —SHOWING 3 SIZES Leitelt Elevators FOR EVERY REQUIREMENT ELECTRIC FREIGHT ELEVATORS ELECTRIC PASSENGER ELEVATORS HAND POWER ELEVATORS SIDEWALK ELEVATORS DUMB WAITERS Inspection, Repair and Maintenance Department fully equipped to care for all elevator service. LEITELT IRON WORKS ESTABLISHED 63 YEARS GRAND RAPIDS, MICH. OUVCGUAUAAOTAASYAAOTOGAULUUOOAGSAAOETUAAATUOAUGGEOAGAT TO OOAEAUU TEENA Sherwood Hall Co. Ltd. GRAND RAPIDS WHOLESALE AUTOMOTIVE AND RADIO SUPPLIES Are these supplies being properly retailed in your vicinity? If not, get in touch with us. es Over Sixty Years Service and Satisfaction in Western Michigan Forty-fifth Anniversary MICHIGAN TRADESMAN 119 own houses in order. After the roads were turned back by the Government, an era of railroad economy was brought in, the like of which railroad history has never paralleled. Although the roads are hauling tremendously more freight and many more passen- gers than at any time in their history, they not only have a larger supply of empty cars and reserve locomotives, but have actually placed fewer orders for new equipment during this period of intense activity than when they were in the throes of financial difficulties and were hauling much smaller ton- nage and fewer passengers. Much of the prosperity of the Nation during the past seven years is due to the economic efficiency with which the roads have been operated. The result was that the railroad equipment companies have had to sit on their haunches and wait for busi- ness, unless they looked towards other fields. But this new and keen competition is not wholly explained by the advent of science, the making of inventions and more efficient methods. New feat- ures appear in the problem and strange antagonists meet you in the squared circle of your business. Brick com- petes with lumber—beef with sugar— rayon with textile—woolen. with silk— cement with steel and so on all down the line. A quarter of a century ago the average consumption of beef in this Nation, per capita, was nine-tenths of a steer, this year it is but one-half. How do you account for it? By the change which has taken place in the problem’s human factor. When the strict emigration law was put through, ingenuity had to work and devise labor saving appliances —- make machinery take the place of hard physical labor. .So satisfactory have been results that we have been effecting record produc- tion with hardly any shortage of labor. Comparatively speaking, there is but little hard physical labor done in the country to-day. It is plain that the man who works physically needs meat, while the man whose tasks are mental has less craving for meat and more for sugar. One of the best illustra- tions of the increasing use of machin- ery in place of manual labor may be seen in the fact that four and one-half horse-power to every wage earner was used in industry in 1926, compared with three and one-quarter horse-power in 1919 and two in 1899. In meeting these new problems some of the less alert industries are fighting a losing battle, while others are going about the matter scientifically, discov- ering new uses for their productive power and thereby are succeedinv. The use of cement has increased over 350 per cent: as against a 60 per cent. increase in the use of oil and a 25 per cent. increase in lumber. Science, the great magician, waves its wand and new objects appear and new uses for the old ones emerge. Who would have thought five years afo, that hand-to-mouth buying would become the common business prac- tice. We may or may not agree with those who claim that it eliminates high and low extremes in production, pro- motes more frequent turnovers with less capital employed, takes the busi- ness mind from speculation in raw ma- terial and focuses it on specialization; or we may side with those who claim that in the handling of seasonable prod- ucts and many small orders larger in- ventories were required. The fact re- mains that the lessons learned in 1920 and more recently from the spectacle of the new efficiency of transportation have put us on a hand-to-mouth sched- ule which from all indications is here to stay. Changing practices in business call for the exercise of keener judg- ment, since the old landmarks and guide posts no longer direct efficiently and have lost significance of time past. The unfilled tonnage of steel, for ex- ample, which appears in the records of the United States Steel Corporation, means nothing except as_ indicating hand-to-mouth buying. Falling com- modity prices have always been known to bring about lower earnings and, con- sequently, lower prices for stocks, and also lower wages, but here we see almost continuously falling commodity prices, with the stock market at an all-time peak and wages holding fast or actually advancing. How has this seeming anomaly been possible of ac- complishment? To begin with, it was impossible to reduce wage levels, and Big Business, contrary to the general belief, does not want to see wages re- duced since this implies an all-round impairing of purchasing power. Then it was impossible to raise prices ma- terially without hurting trade. Under these conditions industry volume of had to find some way out of the di- lemma and to its credit, through ef- ficient operation, it was able to effect the most impressive reduction in unit cost that history records, while main- taining wages at high level and pro- ducing, generally speaking, satisfac- tory earnings. Machinery took the place of labor, stepping up production to such purpose that on a dollar and cents basis the products manufactured in 1925 were slightly higher than those of 1919, despite the fact that the 1925 values are based on commodity prices carrying a decline of from 20 to 25 per cent. in commodity prices current in 1919. Furthermore, this higher pro- duction was accomplished by 7 per While this workers cent. fewer wage earners. was effected factory wer? given 10 per cent. larger returns for their labor in 1925 than in 1919. Horse-power employed in factories in 1925 was 22 per cent. larger than in 1919. has increased thirty-two fold in the past quarter of a century. Cost of unit production and labor in a great Electrical energy generated many instances under machine meth- ods is only a fraction of what it used falling commodity to be. Despite prices, business attacked the problem so efficiently and kept its inventories so low, thus insuring a rapid turn over, that it was able to produce satisfactory earnings. There is no real comparison between the efficiency of business in 1928 and 1920, and I venture the opinion that there will be no comparison between the efficiency and economy of business PREFERRED AUTO INSURANCE CO. Capital $250,000 {Started in 1921... Copied another Company’s policy for a start and has seven times since then made changes to the advantage of the insurance purchaser §Our business has grown from $1,800 in 1921 to $400,000 in 11 months of 1928. Must be some reason? Why not let us confer with you? PREFERRED AUTO INSURANCE CO. 120 MICHIGAN TRADESMAN Forty-fifth Anniversary when 1924 is placed side by side with 1928. The effect of overproduction in the country, coupled with easy money, has been inevitably to bring about consoli- dations. Already the cry is heard that the poorer individual will never again have the opportunity to enter business, since business is getting to be a gi- gantic combination. Muckrakers, so- cialists, bolshevists alike decry this consolidation movement. Undoubtedly consolidation may be abused, and per- haps an alignment such as was pro- posed by General Motors and United States Steel would be going too far. But, on the whole, combinations and consolidations mean economy in busi- ness, prosperity for the wage earner, and so far from preventing the indi- vidual from entering business, actually provide him with surer opportunities. Of this we may be certain, consolida- tions will continue to take place just so long as they are economically de- sirable. Generally speaking, they are practical and economical in businesses which have rapid growth. Wherever much duplicating effort may be elim- inated, as in such businesses as relate to the automobile, radio, refrigeration and home equipment, they serve an excellent purpose. Then their economic utility is apparent where a business has decayed with age. where there is tremendous overproduction, as in the boot and shoe business and coal min- ing, for example; where business has become unbalanced by reason of con- solidations in closely allied fields and is practically forced to combine or suffer—instances of this necessity being seen in the textile trade, wholesale department store; where a business is big by its essential nature and requires large capital. You may expect increased consol- idation in the motor industry to such an extent and purpose that every single price that goes into a car will be made in the company’s own plant; that every company will be able to offer a style and price range of automobile to meet the needs of every class and purse; that every company will finance its own installment paper. Consolidations have been going on for quite some time, but it is only recently that they have been unusually numerous, so much so as to compel attention. If we look over the records we will find that there was a decrease in industries in this country from 213,000 in 1919 to 187,000 in 1925, indicating the extent of this consolidation movement; one of the most remarkable facts disclosed by the records is that while there was a decrease in wage earners there was an increase in the volume of produc- tion. What better evidence could be found of the economy effected through consolidation? But what about the opportunity of the small business man? Are young folks to be able to enter business if consolidations are the order of the day? In answer, let me say that there are some businesses which cannot consoli- date economically. There will always be opportunities in these lines. In ad- dition to this, the very consolidation movement will make opportunities for men who seek to enter business. As to the businesses that cannot con- solidate—the woolen industry is a case in point in that it does not lend itself to consolidation, because the style fac- tor largely individualizes it. In other words, a highly successful concern to- day must choose between mass produc- tion of a standardized article or it must make a specialized product; there can be no straddling the two products if the business is to make progress; the first lends itself to consolidation, the other will always remain an individual business. In the first named the am- bitious young man will find one of the alternative opportunities; in the second lies the other opportunity—furnished by consolidation. Who owns the cor- porations in the last analysis? Con- solidation, instead of preventing the young man from getting into business, actually makes a partner of him. In this country there are three million holders of stock in corporations, most of whom are parts of the big consoli- dations, working for their interests and profiting by their success. Just to illustrate by using one con- cern and not the largest one at that. Back in 1900 there were only 13,000 shareholders in the United States Steel Corporation. At the present time there are over 100,000 shareholders, and if I had used the American Telephone and Telegraph, the comparison would have been even greater. Big Business has been the life saver of this Nation, for it and not the sword, has driven barbarism into the wilds and developed civilization. It has been accused—and especially consoli- dated business—of being a mere ma- chine, ruthless and soulless and as such developing of its slaves a materialistic Nation, lacking culture and refinement; yet there are more young people at- tending colleges and universities in this country to-day than at any time in its hstory, and I would remind you that our colleges and universities could not exist were it not for their financial en- dowments supplied by business. On the broader matter, it should be kept in mind that about 80 per cent. of the total taxes paid in the country come from business. So it comes to pass that where you find business in pros- perous condition, you will find educa- tion, culture, and the refinements flour- ishing nearby. It is something of a paradox that where business is small and comparatively insignificant, the people laud it, but wherever it is found operating greatly it is made the target for political and social marksmanship. Has there ever been a period in our history when workers, as a_ whole, whether union or non-union, were bet- ter off than they are to-day? Consid- ering actual buying power, they are much better off than before the war, and we have had fewer strikes during the past year than in any year during the last quarter century. This is the record of big business times and achievements. True, Big Business in its wage advance to the worker has demanded that there be corresponding increase in the worker’s productivity, but that is soundest doctrine within linens. BATH TOWELS Mills, Somerset and other standard Cannon Mills, makes. SHEETS, CASES, SHEETING Distributor of “Dwight An- chor’ and _ ‘‘Alexander’’ brands. BED SPREADS A complete line of Bates Mfg. Co. spreads and other popular makes. Detroit McCONNELL-KERR Co. after January 1, 1929 at 350 Jefferson Ave., E. Larger and more adequate quarters to care for our growing business. WHOLESALE DISTRIBUTORS Household Linens, Towels, Crashes, Sheets, Cases, Wide Sheetings, Bed Spreads. Michigan and Ohio representatives for A. S. Hermann & Co., Inc., New York, Linen im- porters and American distributors for some of the world’s greatest makers of household Complete stocks carried in Detroit. You are cordially invited to pay us a visit in our new home. Mc CONNELL-KERR CO. RUFFLED AND FLAT CURTAINS We represent the New Eng- land Mfg. Co., who rank among the leaders of med- ium and popular priced cur- tains. CRASHES Stevens all linen crashes in all the new pastel borders and plain white after Jan. 1, also in ready made towels. Michigan C. E. Long & Co. WHOLESALERS OF Men’s Furnishings Specializing on Neckwear, Hosiery and Underwear 16-20 Ionia Avenue, S. W. Grand Rapids, Michigan Forty-fifih Anniversary MICHIGAN TRADESMAN 121 which lies the secret of prosperity for employer and employed alike. There is still another factor that the business man of to-morrow must re- gard, and that is the matter of savings standardization will effect; some claim an annual saving of twenty billions; think of it—twenty billions of dollars, practically the value of the railroads, more than the total of our National debt! Who can doubt that a quarter centure from now parts of various ma- chines will be interchangeable? That it will be possible to take a small part from your automobile and find it ser- viceable in a locomotive. Not only will machine parts be in- terchangeable, but there will be a sane regulation, through trade practices, of the number of items produced. From the standpoint of alone, the savings possible through standardization are incalculable. On the general question an automobile company has reduced the number of boxes and crates required for ship- ments, through standardization from 600 to forty-five. A_ tool brought down its number of varied tools from 850 to thirty-two. Then standardization will benefit the con- sumer since it will give to him better quality and fitness; it will lower pro- lower inventories company duction cost and this, in turn, will re- It is estimated that the Bureau of Standards of the Government saved no less than a hun- duce distribution cost. dred million annually by purchasing to standard rather than by name. Why standardization can be applied to some things which for me to even mention might destroy your confidence in what I am telling you unless I ex- plained. Take the matter, for instance, of train whistling for crossings. Trains use to whistle with two long toots and then as they got close to the cross- ing, they gave two short whistles. Now they changed this, giving the two short ones at some distance from the cross- ing and two long ones immediately be- fore they get to the crossing. The rail- roads are going to standardize this. Seems ridiculous, doesn’t it? Well, let me tell you how ridiculous it is. The first railroad which adopted it had twenty-eight fewer accidents at cross- ings the very first year it was put into effect. During the past quarter century a great deal of the selling in business has been unscientific and advertising has been a loaded expense, with a flow of persuasive words as to the merits of the article, rather than practical ef- forts to produce a manifestly better item of goods. Selling will have tu undergo a change; advertising will have to stick to facts rather than soar into the real or wordy fancy; the con- sumer is going to learn to purchase ac- cording to standards rather than by names. Trademarks will still have great value, providing the goods are marketed at reasonable price and have quality. In selling we have scattered shot far too much and have overlooked our best hunting grounds. In the future there will be close concentration and a more scientific analysis made of sales possibilities. The old idea of volume business to insure profits will have a thorough airing. A maker of children’s toys recently discovered while he was advertising Nationally, 90 per cent. of his business came from sections around New York, Chicago and few other metropolitan areas. He was manufacturing a toy which was very high priced and he aroused to the fact that the purchasing power for such a toy was not in the small and scattered communities. In- vestigation showed that he was spend- ing more on advertising in these dis- tricts than the total receipts from his sales in the territory. He revamped his sales program, con- centrating his advertising and was able to maintain his production while in- creasing his profits 50 per cent. The entire plan of distribution will have to undergo scientific treatment, with econ- omy as its objective. Selling is in for analysis and dissection. Nor must the matter of foreign com- petition be left out of the discussion. I do not believe this to be the bugaboo which many dealers affirm. As Europe gets to its feet its standard of living will rise, with the result that a tre- mendous market will be opened to the United States. Our exports are small ;7hen compared manufacturers of the with our domestic business—one might say almost infinitesimal, despite the large dollar and cents balances. Twenty-five years from now it would not surprise me to see 25 per cent. of our manufactured goods geing into foreign markets. The old idea that we are isolated and have nothing to do with Europe strikes me as being on a par with the thought of the Indian when the white seller arrived here. He felt he was isolated and self-sus- taining and drew back more and more from contacts; so the Indian has long since degenerated as an individual and dwindled as a race. We do not wish to be involved in European politics, but in business we are tied hand and foot now and the relationship is bound to grow rather than diminish. We are financing the countries of Europe and while helping them to their feet we are making valuable customers. True, we will buy more of their goods, but we will sell in larger quantity, since there will be a vast increase in consumption of world goods, due to Europe's bet- terment in every way—not least in its standard of living. If European standard of living even closely approached that of ours the greatest potential field for sales expan- sion the American manufacturer has ever known will be found in Europe. You remember how a few years ago facts and figures were presented to prove that America would soon be overwhelmed by competition in all for- eign markets? Well, six years have passed since then and our export busi- ness has increased by more than one billion. When our army was in Europe andl we transported our equipment, France saw the air-brakes on our locomotives. This year our manufacturers of air- brakes have exported extensively to France, and so it will be with other products as foreign trade comes in for DISTRIBUTORS OF: Armstrong Cork Co., Linoleums—Rugs—Felt Base Alexander Smith & Sons, Carpets — Rugs The Barrymore Seamless Wiltons, Inc., Carpets — C. H. Masland & Sons, Incorporated Carpets —_ Rugs A. & M. Karagheusian, Incorporated Carpets —_ Rugs Rugs Hampton Court Broadloom Carpets; Gulistan Deluxe Wiltons See our 34 plain carpets from $1.35 to $2.00 per yard Bates and Congress Streets C.A. FINSTERWALD CO. MICHIGAN’S LARGEST EXCLUSIVE RUG - CARPET AND LINOLEUM HOUSE Detroit WHOLESALERS — IMPORTERS WORKROOM AND ESTIMATOR SERVICE FOR CUSTOMERS ON SPECIAL SIZED CARPETS AND LINOLEUM JOBS ANYWHERE IN THE STATE DISTRIBUTORS OF: Oriental Rugs Saniline Carpet Cushions Ozite Carpet Cushions Cocoa Matting & Mats Rubber Matting and Mats Linoleum Cement Linoleum Lacquer Brass Nosing and Edging. 122 a larger share of our recognition and attention than formerly. You hear a great deal to-day about It is my opinion that the farmer is simply going through a period of revolution. Migra- tion fromthe farms will continue and, the trouble the farmer is in. as a matter of fact, if all farming was on a scientific basis and modern ma- chinery were utilized you would need only one-half of the farmers to produce the same amount of crops we now Farming is facing the work- nigs of the law of the survival of the fittest. money. The exceptional farmer, work- produce. The average farmer is losing ing.side by side with the average farm- Legislation is powerless to help the farmer unless it er, is making money. helps by appropriations to try and ex- pand his market, and by this I mean, try and find industrial uses for prod- ucts. We can only eat so much food, but we can use as many material things as our purse can purchase. Industry expands its market by raising the stan- dard of living. I really think the higher the standard of living, the less food At least food the farmer is interested in. The only kind of legis- lation which will help the farmer is an consumed. appropriation for research work to find new uses for farm products, so that the farmer can go out and cultivate his acreage for industrial consumption, rather than for stomach consumption. Neither political party can do anything for the farmer. This farm situation is a talk in itself which requires fully an hour, so I am not going to say any- thing further about it. MICHIGAN TRADESMAN In conclusion, let me in a brief sum- mary, emphasize the fact that business is in a period of reveolution brought on by science, invention, the changing character of markets, standardization, and foreign competition. What our sit- uation will be depends on our vision, ability and energy. Forty per cent. of the corporations have failed to make money during this great period of pros- perity, showing the selectivity of busi- ness, and how it depends upon indi- vidual competency. Several years ago when I was down on my farm in El Dorado, Arkansas, a tenant of mine, who was about as lazy as an Arkan- sas tenant can be, was lounging be- side a tree when his wife came by car- rying a bundle of clothes. She had gone to the spring to do her washing, although there was an abundance of water right next to the house if the husband would have taken the trouble to drive down a pipe which I had agreed to furnish. She was about to drop the wash, when within a few feet of the house, and she called pleadingly to her husband for help. “Hamp, cain’t you all help me tote this wash? I’m about to drop it.” With great effort he replied without stirring from his comfortable position, “Ah, Mirandy, cain’t you make it? I’m sittin’ mighty comfortable now.” Many business men who think they are sitting mighty comfortable now will wake up one morning to find their trade vanish and their business ob- solescent unless they keep their eyes open, their energies alert, and take time to think. The thinker was never at so high a premium as to-day, and it is thinking that issues in action, that is going to cash in heavily during the next quarter century. Henry Heimann. > An Aerial Marvel. Every one familiar with aviation knows that what is called the ground speed of an airplane flying into the wind is less than the speed indicated by the number of revolutions of the engine. A steamship running against a river current or an ocean wind is likewise retarded. The result of an experiment made by an airplane pilot in Chicago gives an impressive idea of the effect of the wind. The pilot rose from the landing field and discovered a sixty-mile gale in the upper air. He turned his plane to face the wind, throttled the engine down to a sixty-mile speed and, according to the dispatches, remained well-nigh sta- tionary for an hour. The force of the wind and the power of the engine bal- anced each other, and the pressure of the wind on the wings of the plane kept it afloat as though it were moving through the air. It is this deterrent effect of the wind that has made flying across the Atlan- tic from east to west so difficult. The prevailing winds are from the west. A plane capable of 100 miles an hour is slowed down to fifty miles ground speed when it encounters a fifty-mile head wind. Likewise, when it has a tail wind, as in flying from west to east, its ground speed is increased above that indicated by the engine. While Forty-fifth Anniversary these facts are well known, the ability of a pilot to pit his engine against the wind and remain “stationary” for an hour strains credulity. —_~+>—____ This Will Never Do. Much is being said these days about the effect of modern scientific inven- tions on human happiness. Some think they promote happiness, others think they hinder it. Be that as it may, there is one new invention, at least, that promises to be anything but a_har- binger of joy. It is called the “spec- trophotometer.” As explained by its sponsor, Profes- sor Arthur T. Hardy, of the Massa- chusetts Institute of Technology, it “takes all the gueswork out of match- ing colors.” Indeed, so marvelous is this device that “by its aid a wife may cable from Paris asking her hus- band ta match in the home town a shade of color which strikes’ her fancy.” Did the husbands get that last? And can they imagine the state of affairs when wives would be able to slip a spectrophotometer in their husbands’ pockets as they started for the office in the morning with orders to buy silk that matches an evening gown, braid to match a dress, ribbon to match a hat, stockings to match certain shoes and heaven knows what else? If the wives ever get on to the pos- sibilities of this newest scientific gadg- et, what will become of their bands’ lunch hour and afternoon golf? Have a heart, professor! hus- BURNHAM, & ( CO. ei Established 1875 NORTHWEST CORNER OF JEFFERSON AVENUE, EAST, AT BEAUBIEN STREET - - dk IMPORTERS and ~ WHOLESALERS a Ph FLOOR COVERINGS and DRAPERIES CARPETS, RUGS, LINOLEUMS LACE CURTAINS Write for Catalogue - DETROIT, MICHIGAN Forty-fifth Anniversary MICHIGAN TRADESMAN 123 MISTAKES IN SELLING. When Misquotations Can Be Collected By Law. Here is an interesting enquiry from Indiana: North Liberty, Ind., Oct. 16—On September 10, 1928, a customer of ours came into our store and purchased six cnsilage cutter knives (two sets of three each). Our clerk in looking up the price made a mistake in quoting a price of $5 per set instead of $5 per knife. Our customer asked several times relative to the price and our clerk maintained that $5 per set was COFEECT. Shortly the writer arrived and our clerk made enquiry with reference to the quotation and upon learning that he was wrong, immediately wrote the customer, explaining to him his mis- take and notified him that his account was charged with the balance of $20. Our customer made the following comment by letter upon receipt of a statement sent him Nov. 1: I can’t see how I owe you $20. I paid just what you said was the price of those knives. I asked the third time. If you had told me they were $5 apiece I’d not have bought any, as I had talked with a man from another com- pany of trade, and when I found I could repair my cutter at a reasonable price, I didn’t trade. If the price on those knives were more than you charged me, why that is your loss. I can’t look after everyone’s interests, my.own is all I can take care of. J. W. M. Should we demand the balance? Any information on this particular situation would be appreciated. North Liberty Silo and Concrete Co. In my legal practice I have heard. of many cases like this. They look like careless merchandising, of course, but everybody is liable to get hold of a clerk who isn’t posted on prices. I have noticed, however, that these er- rors don’t happen with merchants who clearly display their prices. I did know of an old-fashioned merchant who used code selling prices, and who accident- ally learned one day that one of his clerks had been for two weeks selling on the wrong code, one that made the retail selling price somewhat less than cost. Jsually when mistakes in selling price are discovered, the retailer charges it up to profit or loss and lets it go, on the theory that the mistake being his, he must suffer for it. Some- times that is so, but not always. I had a case submitted to. me a few weeks ago along this line. A woman went into a hardware store to buy a vacuum cleaner, the price of which was $37.50. A brother of the proprietor waited on her. He knew nothing about the stock, being there only on an emergency, and prices were not clearly marked. Somehow he got the idea that the price was $27.50 and sold it for that. When the proprietor found it out he demanded the other $10—the woman had paid cash—but she refused saying that she didn’t know the price and depended on the representation that it was $27.50. The case was re- ferred to me for an opinion and I ad- vised the dealer that unless he could show the woman was aware of the mistake. and took advantage of it, he could not recover. It is very hard to show this knowl- edge on the buyer’s part in these cases. In fact, it is almost impossible. Never- theless that is what you must show in order to collect the additional sum which you claim is due you. Take the case submitted to me above. Can you prove that the buyer knew the price To be sure, he asked three times—why did he do that if he didn’t have a doubt? I do not believe, however, that this would be enough to was wrong? convict him of knowledge. It is very strongly persuasive, however. The thing to do in this case would be to sue him, and at the trial call him for cross examination. Ask him point blank whether he had any knowledge of the Whether he had anybody else, price of these goods. asked the price of whether he had béen quoted by any- The chance is that unless he wants to commit per- jury you may smoke him out and get a verdist. body else, and so on. The rule in cases where mistakes in quoting prices have occurred, is this: If both buyer and seller are ignorant that the price asked and paid was wrong, the seller cannot recover from the buyer. As one text book says: “If the offerer makes a mistake in stating the price and the offeree is aware of it, there is no contract.” (And if the of- feree (buyer) keeps the goods, he must pay the full price.) “But if the mis- take of the one is not known to the other, it has no effect on the contract.” Elton J. Buckley. [| Copyrighted, 1928.] ——_2--____ Only 50,000"Years Old. The world is a billion years old. Mankind has been doing business on it for only. 50,000 years at most, but can probably count on occupying it for an- other billion. This is the rather ter- rifying prospect which is held out to us by Dr. Robert A. Millikan. It is terrifying because of mankind’s relative youth and the long old age which stretches ahead. of us, Dr. Milli- kan points out it was only about a minute ago, if we reduce these millions of years to more understandable terms, that man began to peer out through the slats of his crib to wonder about the external world around him. Carry- ing on his simile and having mankind gradually grow up, he declares that in the next million years we should learn to live a million times more wisely than we live now. But the trouble is that, while man in his individual life may learn to live more wisely as he grows older, he does not necessarily live more happily. In fact, there is a tradition that the care- free days of youth are more stimulat- ing and exciting than old age, however contented it may be. If this is to be paralleled in the growth of the human race, those millions upon millions of years after we have passed piddle age do not sound too inviting. Fortunately, we do not need to worry about it. That is a problem for descendants so remote that we some- how can’t quite visualize them. Dr. Millikan’s lesson simply teaches us that we’re pretty lucky to live in an age when mankind is not too old and wise but still young enough to have something of the wonder and curiosity of a child. Ra 6 Pe Ps Fa BS PS ls Fs Pe Pg OS Ps Ps Pes Fs PS FS FS mete HE Alfred J. Brown Seed Go. 25 Campau Avenue GRAND RAPIDS, MICHIGAN Oo > . Growers and Importers of PEAS, BEANS and GARDEN SEEDS Distributors of DICKINSON’S “PINE TREE” FIELD SEEDS SWIFT’S “VIGORO” PLANT FOOD DUBAY SEED DISINFECTANTS FANCY LAWN AND GOLF COURSE 3¢ { | GRASSES xt Se ss ms rs is Ps ts Pt PS SS PS PS hs PY Ht PR a Ps Ps Ps Fo Os FS PS PS Ps Ph PS OS PS Ps Fs BG Ss Os OS Ss Os es Pd FS Ps OS ES OS Os PS es OS For your protection look for the Gruen name VERY watch that bears the Gruen name on the dial is a worthy product of the organ- ization which has for over 50 years won a well earned reputation and countrywide prestige. Atany price,a GruenW atchassures you the greatest value obtainable. We now have ready for your in- spection—a variety of choice de- signs—priced at $27.50 to $500. Our reputation as author- ities on fine timepieces assures their value. J. C. HERKNER JEWELRY Co. Grand Rapids, Michigan 124 MICHIGAN TRADESMAN Forty-fifth Anniversary FUTURE OF THE RETAILER Discussion of Situation By a Noted Authority. What is the future of the independ- ent retailer? The same old story, The same old song and we wait for results O, Lord, how long? Yes I know this is old stuff. We have read it in trade papers, in the dailies and in the local weeklies, heard it sounded by high powered speakers at so much per, by convention leaders, at group meetings until it haunts us in our dreams, and in most instances that is about all. When I refer to the retailer I do not mean the owner or operator of a big department or chain store in our large cities, or branch catalogue hous- es, which sell everything from tooth picks to ox yokes or garden hoes to threshing machines, but to the honest- to-goodness independent retailers lo- cated in our smaller cities, towns and villages who do not attempt to dictate the retail price but who now have such prices dictated to them by the big fel- lows in every line. I am aware that this question has been asked a great many times and is being asked oftener as the years go by. Many dealers are asking this ques- tion outwardly and nearly if not all of us are asking it inwardly. Those who are not asking this question are either most fortunately situated, have oodles of money or are not fully awake to the situation as it exists. There are two classes directly in- terested in the answer to this question and two others who ought to be but apparently are not. The two who are vitally interested are the retailers themselves and the jobber whose agents and distributors they are. The other two are, first, the manu- facturer who is willing to sell any- body who can buy in large quantities or in original packages and who claims he is not dependent on the re- tailer, for if the retailer goes out of business he will sell to his successor, whoever or whatever he may be. Some manufacturers will not yet do this, but are true to the jobber and retailer, but many manufacturers are now and have been supplying catalogue houses and chain stores in direct competition with the jobber and retailers. Second, the retailer's customers also care little about the retailer and many of them use him when they want their pur- chases charged (at the same price asked by the stores who demand cash) and when they do have cash to spare they trade at the chain store or send it to the catalogue house. The retail- er to them is too often a matter of con- venience when they are out of money. It would be useless here to repeat all that has been said or written on this subject, but suffice it to state that it is one that is engaging the attention of expert merchandisers who are pro- ceeding on the theory that something must be done and that promptly. Some business men do a sufficiently large business to enable them to pur- chase in large quantities and enjoy quantity discounts, have plenty of cap- ital to enable them to take advantage of all discounts offered. Own their own places of business (although this should not be material, as a charge equal to what it would rent for should be made), but I appreciate that in case of a pinch it is easy to overlook this expense item. Years ago several lines of business I am advised were able to yield or pro- duce a net profit of 25 per cent., but increased competition, larger salary list, more expensive store equipment, increased taxes and other added ex- penses all along the line have reduced this net profit so that there are few lines of retail business to-day but what, if the investment was in tax free bonds, would earn a better net profit than re- sults from using the same amount in retail businses. no contributions to public need. If these conditions are not enough to dis- courage him, along come the chain stores in flocks, also doing a spot cash business, making no deliveries, furnish- ing no telephone, carrying nu accounts, sustaining no losses, and yet the inde- pendent retailer under a decreased vol- ume and lower margin continues to conduct his business, pay his bills, help support schools, churches, lodges, clubs, etc., which make up the society of his community. If he continues to do a credit business, careful though he may be, there are losses in accounts and expense in carrying charges that cannot be avoided and the question is how long will this combined competi- tion (sustained, in part, by his cus- tomers and friends) allow him to live honestly and decently? These are not theoretical questions or conditions, but Hon. C. L. Glasgow. When the retailer finds a large num- ber of his customers (those whom he has been furnishing merchandise to and carrying their accounts through the year) sending the money they owe to one of the catalogue houses (who contribute not one cent in taxes or to buy any other need of his home com- munity), thus reducing his volume of business and correspondingly his profit and yet is asked to meet the reason- able demands of the community in which he lives and contribute to the needs of the unfortunate, which ap- peals to every good cit#zen, he begins to believe that the limit has been reached, but he is mistaken, for along comes a branch of the catalogue house and opens up right Leside him and as close to his customers as he is. The catalogue house does a spot cash busi- ness, granting no favors and making real live experiences in every day busi- ness life. Yet we retailers drift along, apparently depending on luck or fate to relieve us, wondering if we can hold out until they do (and they never do). It is always easy to give advice, but in too many instances the wisest sug- gestions born of experience fall on deaf ears. The older men are in a business rut, which they hesitate to leave. The younger men lack the courage to adopt advanced methods. There are excep- tions to both of these and the excep- tions are the successes. The local branch of the big cata- logue house and the chain stores are operated on a less expense per sale than the average retail store and in view of their reported success I be- lieve it would be well for retailers to study their manner of doing business and try and improve upon it, for it is certain that we cannot continue to ex- tend the accommodations we have in the past, render the service we have, stand the losses we do and hope to successfully meet such competitive conditions. It should take no argu- ment to convince one of this, for all that is necessary is to continue to con- duct our business in the old way and the results will supply the necessary evidence. Catalogue and chain stores are nice- ly painted in some attractive if not startling color. The stores are bril- liantly lighted. Goods are clean and attractively displayed. A goodly por- tion of their stock is in fancy paste- board or paper cartons, requiring no wrapping. The business is a cash and carry proposition. In other words, they exchange their merchandise for their customer’s cash with the very least ex- pense possible. They spend no money for statements, postage or time pre- paring same, no drives into the city or country making collections. No trading for wood, potatoes or honey. When the day ends they have two things on hand—stock for to-morrow and the cash for to-day. Well this is the old, old story that every business man knows, the story that the Tradesman (the most faithful ally of the retailer) has told again and again, year after year, yet how many have believed or, believing, have acted upon it to their advantage? We have, as I have previously stated, hung on, hoping something would turn up to bring health again to the retail business. We are like the old lady who knew there was something wrong, but did not know what. She began taking patent medicines, first one kind and then another, to find one that would fit her case, but before she got around to all of them she died. I do not believe in a multitude of remedies, but I do believe we have made some discoveries that will lead to the adop- tion of better business methods and greater success. Now I have said not a new thing and there is nothing new to say. It has all been said in many different ways, varied enough, it appears to me, to fit any ordinary case. I am im- pressed with the idea that we retailers must wake up, analyze our business, find and stop the leaks in our business, carry a better assortment rather than a larger stock, display our goods more attractively, add a few lines carrying a better profit, study the science of buying and buy wisely and carefully, study where to reduce overhead. If you make the attempt you will be sur- prised at results. Reduce our line of credits and cut out the long and lazy ones entirely, try and make collections oftener and study again to make more profitable sales by giving our employes an opportunity to exhibit their sales- manship. It is pretty generally admitted that the competition of to-day establishes the retail price, especially on standard goods. This being true we must look elsewhere for relief or assistance. Our overhead, our store policy, our adver- tising expense, our handling of credits, etc., are in no way under the influence nner SSOP NON a Lt cer RRR ee Forty-fifth Anniversary MICHIGAN TRADESMAN 125 AT YOUR SERVICE for over half a century established - 1875 Symons Bros.&Co. Wholesale Merchants ALMA SAGINAW 126 MICHIGAN TRADESMAN Forty-fifth Anniversary of or subject to the dictation of com- petition, therefore it is in these that we must exercise our merchandising skill. In the matter of expense—and I should have referred to it earlier in this article—I question if the average retailer who does a credit business has ever figured his loss on charge sales, that is, the loss due to tieing up so much capital in charges which are never again of as much value as when made. Some debtors move away, some get sick and die, some get hard up and compromise, others offer security which entails considerable expense to keep track of and collect. Some deal- ers try to offset this expense by charg- ing interest on overdue accounts. This is better than nothing, but it has its drawbacks, for it weakens the debtor’s moral obligation and he feels that be- cause he is paying interest he is en- titled to a little more consideration and he takes it at our expense. If we mark our goods so that the cash and time or (charge it) customer pay the same, it is plainly an injustice to the cash cus- tomer, we have realized no profit from the charged sale until it is paid and placed on the same basis as the cash sale. There comes what might be termed a “profit vanishing point” in accounts, a point where the carrying charge becomes a liability and eats in- to the profit on the sale, where the sale has remained as an account so long that the interest on the same un- paid reduces the value of the charge and subjects it to a large percentage of business accident. The cash customer furnishes the funds with which to do business, at least in part, and pays the expense of collecting from the other fellow, I be- lieve if we were to determine the amount of interest that the sum total of charge accounts would yield, had the money represented been invested ly, it would prove a most pleasant wise contribution to our profit and could be used to pay taxes, rent, fuel, light, etc. I look upon the tendency to lengthen credits such as “a dollar down and a dollar a week,” or “your terms are our terms,” etc., as a menace to sound re- tail business and has only been jus- tified on the ground that it increas- es volume. It has been demonstrated many times, however, that it is pos- sible by such methods to increase vol- ume without a corresponding increase in profit. Now the average retailer who reads this (if he has the patience to do so) will say: “This is all bunk, for we have all tried to observe all these rules and regulations for some time.’ But that dear reader, is where you are all wrong we are not all doing that now, nor have we been in the past, and it is to the “not doer” that this article is address- ed. That we are not all doing this, or have been, was evidenced by numerous questions put to retailers at the sev- eral meetings held by organizations representing various lines of trade during the last six months; in fact, many retailers admit that they have been observing but few of the accepted good principles of merchandising which are to-day believed to be posi- tively necessary if we expect to be able to meet the present and ever new com- petition that live business men will originate, and it is with the earnest hope that altogether these suggestions which I have simply repeated may prove of benefit to some. Cassius L. Glasgow. > Production Rather Than Big Margins Bring Largest Returns. Narrow profit margins in competitive industry and trade have come o stay because they are an inevitable charac- teristic of the trend toward large scale enterprise and mass production which has grown out of the progress and gradual mechanization of industry. This is the conclusion of the National Industrial Conference board of New York. This organization bases its con- clusions on the comprehensive analysis of profit ratios to sales and capital in- vestment of more than 4,000 large and successful industrial, mercantile and other corporations over a period of post-war years, 1918-25, made as a requisite to the study of the possibility of shifting the corporation income tax onto the customer. The results of the study go to em- phasize not only the hazard inccurred to-day by all competitive business, large and small, because of narrow profit margins, but also the potential profitableness of efficient large-scale production. Sales at prices closely ap- proximating cost of production, the analysis discloses, are the dominant factor in determining commodity prices, forcing producers and merchants to seek profit by volume rather than profit by individual sale. Approximately half the sales of the large and successful corporations se- lected for analysis annually was made at less than 5 per cent. profit in most of the manufacturing industries; in trade, particularly the wholesale trade, more than half of the sales were made at a profit of less than 5 per cent. or at a loss. The average amount of sales at low profit rates or at a loss for all corporations is estimated to be even greater: This condition, however, it is point- ed out, does not necessarily result in a low return on capital invested, but rather tends to accelerate turnover of capital and thus may result in high re- turns, although half the output is dis- posed of at prices very close to pro- duction costs and a portion even at a loss. Corporations operating at the lowest ratio of profits on sales were found to have ordinarily the highest turnover of capital and often therefore are among those enjoying the highest return on capital. The exact proportionate amount of the total business of all corporations transacted at a loss cannot be deter- mined with the at present available statistical data. Almost every cor- poration, however, the board finds, makes a portion of its sales at a loss even though a net profit is realized on the grand total. Although the more than 4,000 select- ed corporations, whose transactions were specifically studied by the con- ference board, include almost all of BROOMS GET THEM, MADE BY VAN DUREN, AT YOUR JOBBER. If he cannot supply you, write us. J. VAN DUREN & COMPANY GRAND RAPIDS, MICHIGAN CALENDARS If you have not ordered your 1929 supply “Do It Now” ? “DONT FORGET” THE G. J. HAAN CALENDAR CO. For Advertising Novelties, Specialties, Calendars, Etc. 1229 Madison Avenue Grand Rapids, Michigan Phone 31040 Manufacturers & Builders Supply Go. JOBBERS OF Complete Line of Supplies for Furniture Factories and Metal Working Plants. OUR SPECIALTY We manufacture Band and Jig Saws from genuine Swedish band saw steel. 240 FRONT ST., S. W. GRAND RAPIDS Standard Grocer and Milling Co. Holland, Michigan Supply Depot for Independent Grocers Alliance of America | An organization of Independent wholesale and retail grocers operating in 33 states. Reliable up-to-date Collection Service of Commercial Accounts General Collection Service in and out of the City ACME ADJUSTMENT CoO. E. O. GATES, Manager Phone 68333 303 Home State Bank Bldg. Grand Rapids, Michigan seamen ! ye i ; ! T i ; Forty-fifth Anniversary MICHIGAN TRADESMAN 127 the large successful corporations in the country, every year during the period considered the total operations of some of them resulted in a loss; on an aver- age corporations operating at a loss handled about 5 per cent. of the total sales of all of the selected corporations under scrutiny. When all manufactur- ing corporations in the country are considered as one group, it is found that those operating at a loss trans- acted about 13 per cent. of the business of the group; trading corporations op- erating at a loss transacted about 18 per cent. of the total business of all trading corporations: The study contains a graphic sum- ming up of modern industrial produc- tion methods and their relation and ef- fect upon competitive market condi- tions. “Production and the amount offered for sale increase under competitive conditions until the price set for the output is equal to the cost of producc- tion. Producers will increase the vol- ume of their output as long as market prices hold forth a promise of any profit at all. The volume offered for sale which results from this process will tend to lower prices. When prices become so low as to yield no profit, production will be curtailed. The mar- ket price is normally one about which the last additions (of increase in out- put) to the market are offered at a bare minimum of profit, or at no profit, or at a small loss. “In some plants the volume of pro- duction may be so large in relation to capacity that these final additions ten- dered to the market may be produced only at an increasing cost per unit of output. In other plants the volume relative to capacity may allow produc- tion of additional amounts at constant or decreasing costs. If all the plants were in the former situation, a growing demand would cause a higher market price, whereas, if all were situated as the latter, the enlarged demand would be likely to result in a constant or fall- ing price. The actual situation in the case of most commodities, most of the time, is that these expansive and con- tractile portions tendered on the mar- ket came from both types of plants: In the case of manufacturers since the war, the capacity of plants, equipment and organization has generally exceed- ed what the market could absorb— that is, the manufacturers have operat- ed at less than capacity, and additions to output could be produced at decreas- ing costs per unit. “Obviously, whether operating under increasing, constant or decreasing costs, the producers whose profits are lowest or non-existent are the least efficient, the high-cost producers. If the market price falls, these producers feel the pinch most, for it may spell their ruin, whereas the more efficient producers may find their total profits lowered, or unaffected, creased by the fall of price. The lower or even in- price may give to these more efficient producers the sales formerly made by the less efficient, and, furthermore, at the lower price, their total volume of sales may expand so much that, even at a lower profit per unit, their total profits may be further augmented, if through the greater volume of output production costs fall faster than market price. “Through the commodity thrown on the market, the competition of producers tends, there- fore, to lower the price, and to elim- inate the highest cost producers strat- um by stratum. The depression of the large volumes of a price by the additions tendered at cost, or at a loss, is furthered by the amounts offered by the profitmakers who are struggling for the economies of mass production, and for a more prominent position in the market. Under competi- tive conditions, expect a large proportion of sales to therefore, one may be made at a very low profit, at cost, or at a loss.” ————— The American Language. Some one hundred dignified mem- bers of the faculty of Columbia Uni- versity, listening to the phonographic records of twenty renditions of the now famous story of Grip, the baby rat, have decided that the version of a gentleman from Missouri represented the well of Americanese pure and un- defiled. They reached the weighty de- cision that the speech of St. Louis was the typical United States. We are not told how this decision language of the was reached or why the tone and pro- nunciation of Missouri high honor. And while we hold no brief for the Yankee twang, the South- deserve this ern drawl or New Yorkese, we are skeptical. Is there such a thing as a manner of speech which could be de- scribed as standard in a country the size of the United States? It might be proved that this was the that average American whom research and mathematics final- language of ly located some months ago in the Middle West, but doubtful. even this seems OU More Jobs For Workers. Reports to President Coolidge from the Department of Labor convince him that seasonal unemployment will not throughout the during the coming winter as in recent be so large country vears. Secretary Davis has noted an increased demand for labor during the last six weeks. This improvement has taken place in a number of leading in- dustries. The brighter outlook for labor was predicted, in effect, by reports from the Department of Commerce, the Na- Manufacturers tional Association of and other sources a few weeks ago concerning the general improvement in business and industry. In many lines of manufacture new records for pro- Naturally, The building industry also is less affected duction were being made. more workers will be required. by the cold weather than formerly and numerous new construction projects are announced. All of which is good news for the country as mid-Novem- ber awaits winter's early arrival. Ht Life is thought. HOME OFFICES Cherry 4800 MICHIGAN LIABILITY RESOURCES MORE THAN $4,000,000.00 DETROIT Washington Boulevard at State Street z President DEPENDABLE AUTOMOBILE INSURANCE WORKMEN’S COMPENSATION PUBLIC LIABILITY AND OTHER CASUALTY LINES NON-ASSESSABLE DIVIDEND PAYING BRANCH OFFICES Grand Rapids, Lansing, Saginaw, Port Huron, Flint, Kalamazoo, Pontiac, Jackson, Munising. UTUAL OMPANY DIVIDENDS TO POLICYHOLDERS $2,700,000.00 MUTUAL HOSPITAL—DETROIT 2730 East Jefferson Ave. Telephone Edgewood 4240 128 A NATION OF WORKERS. Some Features Which Tended To Make America Great. Every necessity, every comfort, every luxury and convenience enjoyed by the favored few of the world’s popu- lation who live in this country repre- sents the hard labor and applied thought of our remote predecessors. Those who laid the country’s foun- dation, those who built on that founda- tion and those who smoothed out and furnished the superstructure were all apostles and practitioners of hard work. They labored not only that they might enjoy the material fruits of their labor, but that they might also enjoy its spiritual fruits, for the founders of this country, the great builders of in- dustry and business organization, were believers in the philosophy, which says that “man finds his greatest and most sustained pleasure and spiritual satis- faction in the contemplation of work well done.” It was from this conception of life that the Nation drew its hardiness and its vigor, and it is only by adhering to that conception that it can hope to pre- serve and develop those qualities which have made our Nation great in the eves of the world. Too many of us easily accept and attempt to live by the standards of others. Nearly every nation has contributed something to the progress of the world and nearly every custom and standard of life found in the world to-day is either the expression or the survival of qualities that were developed in the course of making those contributions. No age in all history has contributed more to human progress and material welfare. than our own, and no nation has had a greater part in that contribu- tion than ours. It can be easily discerned that the above statements refer to the period of time in our country, from the Revo- lutionary War closely up to the be- ginning of the 19th century. About fifty years now pass over the experi- ences of our Nation, in which there are slow and mature developments along the lines of American citizenship, together with industry, agriculture, etc., through what might be called “slow and sure processes.” The question of slavery becomes uppermost. Some of the leading men of the Nation take decided issues with each other upon this question and con- ditions surrounding the colored people of our country. The clock strikes twelve and Amer- ica must act. Shall we divide ourselves into small units or shall the intent of the constitution and the plans laid out for a unity of states without secession of any kind be preserved? The clock strikes again and the question is settled through years of bloodshed and strife. This had its ef- fect, not only upon our own country, but upon the question of slavery in many nations of the world, and we at once become international. Since the revolutionary war, the civil war proved itself to be the greatest force in the forward step towards a democracy, with liberty and opportunity branded upon every undertaking. MICHIGAN TRADESMAN In the beginning of this 20th century the kaiser’s war takes place. The is- sue as regards the nations involved is practically none of our business. The only right we have to discuss and pro- pose is from the standpoint of peace and good will, not only among men, but among nations, but while war has always existed, yet it has had in all instances a depressing and degenerat- ing influence. Our Nation stands free and clear without any real responsibil- ity from a financial or material stand- point. The clock strikes again and we offer our assistance to several of the leading nations of the world. That sturdiness of character, imbred amongst our fore- fathers with principles so fundamental ested in what our diplomats, together with our houses of Congress, had to say in regard to international matters, and to-day they are not only reading but signing those things, which are worth while. The reader may ask, why repeat all this? The reply is, that the positions which we assumed, the task which we undertook and accomplished and our ability to not only do the work, but to finance the same is a proof that we are a nation of workers, both mentally, morally, physically and financially. If we had not been diligent during the last one hundred years, especially, if we had not realized that we must work if we desire to win, we would not oc- cupy to-day the position which we do, Lee M. Hutchins. that they cannot be easily disturbed, that desire on our part that all the civilized and leading nations of the world should cease war, and that we were practically the only nation of in- fluence, wealth and ability to enter the conflict, we extended the right hand of fellowship at the right time and war ceased. The average reader knows just as much about this as the writer and we have this to say, that previous to this act, our international movements and our diplomats when they went abroad, were discredited, but after we had be- come, bankers of the world, after we had shown our ability to accomplish in less time an important thing than any other nation could accomplish, the na- tions, especially which were engaged in this conflict, readily became inter- not only nationally, but internationally. Into the welding of the great ham- mer that drove the foundation stakes of this country went something of the spirit of every age. We have just cause for pride in our own National qualities, and nothing is more import- ant to our future welfare than the preservation of the conceptions which developed them. Idling sons of industrious fathers represent a first step toward degenera- tion. Wealth is not an open sesame to a life of gentle ease—it is a badge of responsibility. The idea of the leisure class is for- eign to our National conceptions; every man and woman who inherits the responsibilities of wealth must either adhere to the foundation con- cepts, which are the Nation’s life, or Forty-fifth Anniversary be a party to the decay of the qualities, which were the pride and the boast of his or her forebears. The youth of the Nation should be trained to look forward with eagerness and impatience to the day when they must take up the tasks of their fathers. This country cannot tolerate laziness and laxness and live. It was created and developed by hard work and it is only through labor and constant ap- plication of thought that it can be pre- served and further developed. Lee M. Hutchins. ———_» ++ New Scarfs For Evening Wear. Fur scarfs for evening wear, accord- ing to some authorities, go well with the present mode. This is especially true of the double white fox scarfs, which may be worn with an ermine wrap or one of Bombay lamb and even wraps of brocaded metallic cloths. Sil- ver fox scarfs are to be seen this sea- son, it is predicted, with evening wraps of velvet in ivory, red and pastel shades. Sables have been used by some designers on evening coats of rich gold lame or metallic cloth, particular- ly where gold is the predominating color. An unusual model in the shawl scarfs is one of metallic cloth brocaded with large flowers and leaves in tones of rose, blue, mauve and green. The scarf is in two pieces, joined with a wide section of mauve chiffon, and 1s worn like a cape across the back and divided in front. Metallic fabrics, which because of their lightness and sheer texture are now called tinsel, are very fashionable. Scarfs in large squares and oblongs of net in colors and black are traced with all-over pat- terns and finished with borders of gilt or silver thread. Transparent scarfs for wear with the new evening wraps, whether they be of fur or the rich brocades, are noted in new hand-embroidered, metallic thread and hand-painted designs in striking Although the tri- angular shapes seem to predominate at the moment, designers expect the large squares to be popular later on colors. because of the greater possibilities of- fered in the draping of a square scarf. These scarfs are lined with chiffon and sometimes bound with silk or a fine cording. Combs for evening wear are shown in new lengths. Rhinestones and fine marcasite work are noted on the tops in simple and elaborate designs. These combs are made for those who are al- lowing their hair to grow and need a comb long enough to hold all the short ends in place. For those with long hair there are some short and deeper combs with fine stone settings in vari- ous color combinations. ———_e—| The Wife Balked. Hubby broke the news that he was going hunting the next morning at 3 o’clock and would like breakfast be- fore going out. Wifie replied: “If you can go hunt- ing at that hour of the morning, you can ‘hunt’ some breakfast, too!” —_———__oe-a——— Do your best and you will succeed in happiness even if you fail in all else. permmccsy Forty-fifth Anniversary MICHIGAN TRADESMAN Private WIRES to Albany - - - New York Atlanta - - - - Georgia Baltimore - - Maryland Boston - - Massachusetts Buffalo - - - New York Chattanooga - Tennessee Chicago - - -~ - Illinois Cincinnati - - - - Ohio Cleveland - - - - Ohio Detroit - - - - Michigan New York - - Indianapolis Jacksonville Kansas City - Louisville - - Milwaukee - - Minneapolis Omaha - - - - Philadelphia - Pittsburgh New York Grand Rapids, Michigan Reilidence A priceless Asset to any business— Our many customers feel that our Investment Services merit it — They are given a conscientious and reliable personal Ser- vice. It is this which has inspired their CONFIDENCE in the ability of our Company to capably handle their Investments.— This is largely responsible for our ever increasing volume of business, and to it we attribute our SUCCESS. In connection with the personal Service which we offer our customers and friends of the Michigan Tradesman, the following direct Wire connections enable us to get for them the latest markets or any statistical information which they might desire on any securities which they hold or propose to buy. Indiana Florida Missouri - Kentucky Wisconsin Minnesota Nebraska Pennsylvania - Pennsylvania St. Louis - - - Missouri LINK, PETTER & COMPANY 7th floor Michigan Trust Building 130 MICHIGAN TRADESMAN Forty-fifth Anniversary THE WHOLESALE GROCER. He Is a Necessary Factor in Econom- ical Distribution. There have been columns upon col- umns written and published in trade and other magazines relative to the recessity of retail dealers and the man- ner in which they operate, but there has been very little, if anything, writ- ten concerning the work and the value of a jobber of merchandise. As long as twenty years ago the general public, and many retailers, not understanding the position which the jobber occupies in the economic dis- tribution of merchandise, set up a hue and cry that the jobber or, as he might be termed, the middleman, should be eliminated. This propaganda reached its peak during the kaiser’s war, but since the signing of the armistice it has gradually dwindled until at the present time it is very seldom that you hear any person making the assertion that the jobber of merchandise should be eliminated. It was asserted by the general public that the wholesale gro- cer particularly could be eliminated, and the consumer would thereby be able to purchase merchandise from the retailer at a considerable saving. This, however, with the thinking public and the well informed retailer, is conceded to be a wrong theory. The buying public has not in the past and does not now fully appreciate the methods of production and the methods of distribution. The average consumer has a vague idea of the man- ner in which a manufacturer or pro- ducer purchases his raw products, for which he must pay a fair market price, and that he must carry on hand the raw products until they can be put through the manufacturing process. They know that in order to obtain the finished product it is necessary for the producer to maintain an establishment equipped to turn out his prod:ct. and that he has a certain amount of labor expense and other overhead. They also know that the cost of transportation must be added to the finished product. The wholesale grocer having borne the brunt of the hue and cry to elim- inate the middleman, it might be well to state the place that he cccupies in the distribution to the retailer and his place in the economic distribution to the ultimate consumer. There is no doubt that, if the general public were fully informed concerning the work done by the wholesale grocer, that the ideas which now are held by many consumers would be radically changed and they would appreciate the value of the wholesale grocer, and would realize that there is no possibility of eliminating the wholesale grocer as one of the factors in the economic distribu- tion of the articles required daily in the home. The public and, unfortunately, many retailers have not yet learned that it is absolutely impossible for a manufac- turer or a producer to sell his products either direct to the retailer or to the consumer, economically. There are 4 few isolated cases where a producer of certain items handled by a retail grocer which are not perishable, can sell direct to the retailer or consumer. I know of several soap manufacturers who are sellling direct to the retail trade and not selling through jobbers and also I know of several other soap manufacturers who are selling direct to the consumer, eliminating both the jobber and the retailer, but so far as I know, the soap manufacturers who have attempted to sell direct to the consumer have found that the cost of distribution is so high that they cannot make a profit. The proposition seemed without a flaw in theory, but when put to the actual test in practice, it has not worked out to advantage, either to the consumer or to the manufac- turer. The majority of people do not realize performed by the economic. service the wholesale grocer. Many overlook supply the retailer when the demand for seasonable items is made by the consumer. In addition to maintaining a ware- house, an operating force, a sales force and a fast operating delivery depart- ment, the jobber also extends credit to the retailer, and this alone is a heavy burden. It is common practice for the wholesale grocer to extend credit to retailers without, as would be done by a bank or financial institution, requir- ing the retailer to deposit collateral to cover his purchases, and yet the mer- chandise delivered by a whole grocer to a retailer represents to the whole- sale grocer the actual amount of mon- ey, which the merchandise is valued at. Retailers could not go to any bank or financial institution and get the same W. A. Gilleland. the fact that the wholesale grocer as- sembles merchandise from all parts of the world, carries in his warehouse a large stock of merchandise of all va- rieties in order to properly serve the retailer with any of the numerous items which he may need. The retailer ex- pects—and rightly so—the jobber to have on hand the merchandise he re- quires, as he demands immediate de- livery, in order that he may in turn promptly supply the consumer. The wholesale grocer purchases the large majority of the merchandise he handles in carload lots and, in turn, distributes this merchandise to the retailer in case lots. The jobber must also anticipate the demand for seasonable items and purchase same prior to the season at which the items will be in demand and have such items on hand in order to amount without collateral or good en- dorsement on their paper. This simply means that, in addition to carrying a large stock of merchandise on hand, the wholesale grocer has advanced on time to his trade a large amount of money without securing interest on same. A few years ago the big meat pack- ers decided that they would combine the functions of manufacturing, whole- saling and distributing many items which were foreign to their lines as meat packers and were from an eco- nomic standpoint handled by wholesale and retail grocers. The United States Government stepped in, however, and by the Consent Decree excluded them from commerce and dealing in the commodities unrelated to the meat packing business. The chain stores, which have in recent years become a factor in the distribution of food stuffs, particularly to the consumer, combine both the functions of retailing and wholesaling, but merely these functions under one ownership does not eliminate any of them. The report of a committee composed of both manufacturers and wholesalers presented to the National Distribution Conference, held in Washington in 1925 under the auspices of the United States Chamber of Commerce, had this to say in regard to the middleman: “In general, the functions performed by these intermediaries are necessary; and even should distribution be effected under single ownership, the functions would still have to be performed. Con- fusion of the functions performed with ownership of the agencies performing them leads to loose thinking and to unwarranted conclusions. combining “Indeed, it is just here that the con- fusicn does arise and the unsound con- clusions are formed.” Some vears ago, the American Wholesale Grocers Association, through the services of an able advertising man, made a survey of the misconceptions existing as to the functions of the wholesale grocer. The survey showed that ignorance of the wholesale gro- cery business and resulting hostility to the wholesaler was widespread among consumers, newspapers and magazine;:, and among the representatives of city, state and National governments. In general, the survey disclosed that the wholesale grocer was regarded as a parasite, performing no necessary work. but merely adding to the costs of the food of the people. The net profit of the wholesale gre- cer is small. It ranges around 2 pe: cent. of net sales. A review made a vear or so ago by Niles & Nites, cer- tified public accountants of New York City, revealed that the consumer’s dl- lar spent for groceries is as follows: Producer or manufacturer, $.729; wholesaler, $.088; retailer, $.183, and the wholesale grocer’s part of the dol- lar is the lowest of wholesalers in coal, dairy products, drugs, fruits and vege- tables, hardware, meats. groceries. It is evident from the above that the middleman cannot be eliminated or, rather, should he be eliminated, the work he does cannot be. Distribution, of course, is not perfect—far from it. It is subject to many wastes which should be and are now in the process of being corrected, but these wastes do not come from the parasitic greed of middlemen or from any dark and crooked manipulation by them to the robbery of the public. shoes and There has been no concerted effort by the wholesale grocers of the Unitea States made to enlighten the general public as to the necessity of having a middleman, who is in reality only the assembler of the various items required by the retailer, and I feel certain that if the general public were better in- formed as to the work done, the sug- gestion made, not by an ignorant pub- lic, but by an uninformed public, that the jobbers be eliminated would be forever quieted. Then the public would f —— ~ ar aoa aR EE a m-. << st ——_ snes A ¢ Forty-fifth Anniversary MICHIGAN TRADESMAN 131 ’ | 4 ‘ ; ei Hl Ve 4 B a H wv Fy hy | \ og) H : Jct Wh? ‘aes o it =. ‘M | ak ba | — “The Bank on the Square” Established 1860. RESOURCES OVER TWENTY-TWO MILLIONS aa a ee Commanding - Influential - Helpful Serving Western Michigan’s Every Banking Need DUHLEY © WATERS LLU President Coates = Benes LULU Vice President A, D. CRHIMMINGS oo oes Vice Pres:dent and Cashier The Grand Rapids National Company is owned and controlled by the stockholders of the Grand Rapids National Bank, and is operated to give investment counsel, guided by the experience of the Bank. Morton H. Luce, Manager GRAND RAPIDS NATIONAL BANK With Nine Community Branches at MONROE AND DIVISION, MICHIGAN AND EASTERN, WEALTHY AND DIVISION, STOCKING AND FOURTH, DIVISION AND HALL, WEALTHY AND VISSER, BURTON AND DIVISION, BROADWAY AND NINTH, 1408 PLAINFIELD, N. E. DIRECTORS D. M. Amberg John K. Burch Ph. C. Fuller Lee M. Hutchins D. C. Steketee Dudley E. Waters S. A. Morman Charles H. Bender A. D. Crimmins Grover C. Good Earle S. Irwin Charles Trankla Dudley H. Waters Fred Z. Fantind David H. Brown Martin J. Dregge A. B. Herpolsheimer Norman McClave Victor M. Tuthill H. C. Wilmarth Charles N. Remington een dient 132 realize that the wholesale grocer is a necessary factor in an economic dis- tribution of food stuffs. Although sur- vey after survey has been made by National organizations, colleges and statisticians, no one has been able to propose a plan which is more eco- nomical to the ultimate consumer than the distribution through the channels of: manufacturer and producer to the wholesale grocer, in turn, to the retail grocer and distributed by him to the consumer. There is no short cut to this most economical avenue of dis- tribution. The successful wholesale grocer of to-day has been compelled to keep pace with the times, to analyze his business, and to establish the least possible over- head operating costs. The methods of operating a wholesale grocery house are entirely different to-day than they were twenty years ago and, although there are not as many jobbers to-day as there were in the past, the whole- sale grocer of to-day is in a position, better equipped and better fortified, to place the merchandise he sells in the hands of the retailer than at any time heretofore. Were the general public fully informed as to the vast amount of work done by the wholesale grocer, I feel certain that the general expres- sion would be that the wholesale gro- cer is well entitled to the small remun- eration he receives on his investment and for the service he renders. W. A. Gilleland. —_—_—_~+-.____ Pitfalls To Watch When Buying a Business. When a retail merchant buys an es- tablished business, there are certain outstanding points that he should for his after protection have in mind, and see that they are properly checked up before the deal is closed. Points which if not gone into and clearly settled, may cause him serious trouble there- after and perhaps substantial loss. To begin, if the business purchased is located in rented or leased premises the question of the term and period of the time of the lease should be a first consideration. And, in obtaining this information, it is usually a good plan to interview the landlord and have him verify the statements of the seller, in respect to the provisions of the lease if it is oral, and of course the lease itself should be examined if it is in writing. Following this, the buyer should look carefully to the title of the seller in any and all fixtures that are to go with the place; ascertain whether or not they are fully paid for, and if not the balance due upon them, and if necessary the seller of the fixtures should be communicated with on thjs point, so that there may not be any aiter difficulties over the payment of any balance due. And, needless to say, while on this phase of the deal, it should be definitely ascertained wheth- er or not there is a mortgage, or any other incumbrance, against the fix- tures. So far so good, and now we come to one of the most vital points in the sale of any going business, i. e., the extent and nature of the debts and ob- MICHIGAN TRADESMAN ligations of the seller, that may be a lien upon the business. In this con- nection, the buyer should have a care and see to it that the bulk sales law of the state, if there is one, is complied with. These laws have been enacted in many states, and require certain acts to be performed when a sale of a going business is made. And if such provisions are not complied with the buyer of the business may be held liable, to the extent of the value of the business, to the seller’s creditors. In brief, bulk sales laws usually re- quire that the creditors of the seller of a business must be notified of the con- templated sale, and thus be given an opportunity to protect their accounts. These statutes vary somewhat in their terms, but generally state how the no- tice shall be given, and the time with- in which it shall be given before the sale is made. And if these terms are complied with, the creditors of the seller will have no after recourse upon the buyer of the business. On the other hand, as noted hereto- fore, if the state in which the business is located has a bulk sale law, and it is not complied with the buyer of the business may be held liable for the debts of his seller, to the extent of the business. This is true because, statutes of this kind usually provide that a sale of a business, which is not made as re- quired by the statute, is void in so far as the seller’s creditors are concerned. When buying an established busi- ness, don’t be in too great a hurry to close the deal, and take whatever time is necessary to deal properly and safe- ly with the important points connected therewith. And especially does this apply when one is dealing with a stranger, and is, as the law puts it, at arm’s length. Make sure that the lease to the premises is as represented. See that the fixtures and other equipment is free from liens of incumbrances, and the seller can pass good title thereto. Have a care that the bulk sales law of the state wherein the business is locat- ed is complied with according to its provisions, and, if the business is be- ing bought with the understanding that it is free from debt, it’s usually well to have the seller make an affi- davit to that effect when the transac- tion is closed. The foregoing are salient pitfalls in the buying of an established business, the overlooking of which may easily prove a source of after dispute and perhaps substantial loss to a buyer. In fact, it is believed, the majority of lawsuits, growing out of the purchase of growing concerns, arise through failure to attend to one or more of these points. It follows, that the time and attention required to dispose of them in a businesslike manner, will usually pay good dividends in the form of insurance against subsequent controversy that may easily arise through their neglect. Leslie Childs. —_+ 22> If you wish your influence to be permanent, restrict yourself to funda- mentals. —_+2<..___ Without logical connection, ideas are dangerous. Forty-fifth Anniversary 66 o © © sell Henkel’s Velvet. First look at your margin of profit! You can meet price competition with this quality product and net a profit that’s worth your while. There’s no finer Cake and Pastry Flour milled than Velvet. Once you get your customers to try it they come back for more. Push this advertised product—every day of every week— you'll build a nice vol- ume that will pay you a handsome profit. For prompt deliveries call the nearest Commercial Milling warehouse or jobber. Sell them Henkel’s Pancake Flour for delicious pancakes. from any angle Mr. GROCER .. You are ahead of the game when you iew it TI a EXTRA FANCY —~ Cas cake & pastry flour WE MAKE GUN CUT Leather Palm Gloves for the jobbing trade only. Calf-skin palm sewed with heavy shoe thread; no seams in the back to rip; no seams in the front to wear out. Some are protected with tips and patches as cuts illustrate. Some are made plain. We also make Leather Palm Gun Cut Jerseys. Be sure to write us for catalog. e PEERLESS GLOVE COMPANY Grand Haven Michigan coe nen CON tr tte eet ch etme POE ns Forly-fifth Anniversary MICHIGAN TRADESMAN 133 MICHIGAN TRADESMAN. The Logical Reason For Its Great Success. In this edition, marking its forty- fifth anniversary, it is a fitting thing to analyze the of the Tradesman, and_ to Why has it attained its notable suc- somewhat achievements enquire, cess? Another question may also be asked, Why was it a happy and _ for- tunate day for the business men of Michigan and the surrounding states when in 1883 the Tradesman launched out on its career as their helper, in- structor, adviser and the fearless champion of their rights? At first glance these enquiries may appear entirely distinct, but that they are closely related is shown by the fact that one answer covers both, that answer being: During all its long term of publication, the Tradesman has giv- en to its clientele a service unusually large in amount and admirably high in quality. Ever since its beginning it has func- tioned, not in an abridged and stinted manner, but fully and completely as a trade paper, giving each week depend- information regarding markets, practical displaying and selling goods, together able prices, buying, methods of with constructive criticism and friend- ly hints—matter that has greatly aided its readers in conducting their mer- chandising ventures so that their year- ly balances would show on the right side of the ledger. In short it has helped its constituents make money. Moreover, by its stern and inde- the frauds of all kinds, it has saved great fatigable efforts in exposure of numbers of honest persons from loss- es which would have aggregated huge sums. So much for its showing in things which relate primarily to dol- lars and cents. But the Tradesman has not restrict- ed its endeavors to the promotion of financial gain alone. To prove this we have only to cite the fact that by its untiring labors for good highways, community development, the beautify- ing of cities, towns, and country land- scapes, co-operation among merchants and getting-together movements it has exercised a powerful influence in that middle ground of thought and action which has economic bearings on oné hand and social and educational fea- tures on the other. Here no attempt will be made even to name over the many interesting and valuable which go to make up each issue of the Tradesman, nor will many of its salient characteristics 3ut the writer cannot refrain from a word of commendation for the elevated moral tone which always has pervaded its columns. features be described, however briefly. By its clean aims and high principles, by the honesty and integ- rity shown in its example, as well as in the precepts it has advocated, it has been a strong force of uplift. Because of its teachings its readers have been more loyal as friends, more genial as neighbors, more conscientious as citi- zens, more considerate as employers, more faithful as workers, selfish in their homes. more un- 3esides being an unusually success- ful trade journal, the Tradesman has To this the scope of its activities and its accomp- been much more. wide lishment bears abundant witness. And all has helped in filling up and round- ing out the measure of service it has given its readers. As has been said, its service explains But if we go farther and ask the reason for the success of the Tradesman. the reason, if we want to know why this service is all that it is, we soon the the Tradesman and come to man who founded forty-five years ago who always has guided its destinies. It has been aptly said that a great publication is the lengthened shadow In a peculiar sense the Tradesman. It would be hard to imagine how any of a great man. this is true of periodical could be a more accurate reflection of a human_ personality. When Mr. Stowe is mentioned, one thinks of the Tradesman. When the Tradesman is spoken of, one thinks of Mr. Stowe. He always has liked to keep in close personal touch with his subscribers— interests. He never has been too busy to give them of his time and attention and to do them any favors which lay in his to make their interests his power. During these later years a man of different type would have dropped off these kindly offices, devoting him- self to concerns of a more public and Mr. Stowe has preferred to continue in his old way, going out and mingling freely with the people whose cause he so long ago conspicuous nature. espoused. Inseparable as he seems from the Tradesman, still with his great and Mr. Stowe doubtless would have achieved a signal success in some other field of effort. varied abilities, 3ut one can hardly believe that he would have found great that he could have gone on with anything else for so long a time with such un- diminished enthusiasm. such pleasure, or If it was a happy day for the busi- ness men when he started the Trades- man, so was it a happy day for Mr. Stowe when he found his life work— one of the kind that is the only life work that is really worth while: one that furnishes an opportunity for do- ing real service to humanity. May there be many happy returns of the Tradesman anniversary! Ella M. Rogers. —_+>--___ Muskegon—The Rodgers Boiler and 3urner Co. has completed its new plant on Southern at the Pennsyl- vania Railroad tracks, Muskegon. The company has increased its capital from $10,000 to $100,000 and changed its name to the Stee! Fabricating Co., of Muskegon. The new plant replaces the structure which burned last June. The new building is 65 by 150 feet and cost with about $25,000. Brick, glass and steel were used in con- avenue equipment struction, making it as nearly fAreproof as possible. . —_2-.__ When you profit by the experience of others you save drudgery for your- self. Exquisite lingerie fashioned froma new, improved rayon fabric and identified for your protection by the name Fleuray Undersheens. Fleuray Undersheens, designed by a noted fashion expert, are soft in texture and beautifully finished in every detail. Each garment is knit to full size on a separate cylinder and not stretched to fit as is the case with many other rayons. This assures correct fit, satisfactory laundering and longer wear- UNDERSHEENS PCG VS PAT. OY, co Some Pouplar Numbers For HOLIDAY SELLING Style 5601 Vest. Shoulder straps of self-fabric with top hem, Ficot edged. Reg. sizes 36 to 42, per dozen ____ $8.00 Ee. sicea 44 toe 46. per dagen 9.25 Style 5614 Bloomer. Extra seat room, reinforced gusset of special design; best quality elastic; beautifully finished in every Geta Ree. sizes 36 to 42, per doz. ________._____ $12.00 Bu see 46 to 70 per dot _. 13.75 Style 5643 Cuff Bloomer. Yoke top, with e!a:tic in black; cuff knees. Reinforced Gusset in seat; full size. Reg. sizes Be 60 A Ge ae $12.00 Es aes 44 ta OU oper doe LL 13.75 Style 5677 Panel Suit. Tailored garment with crotch well reinforced and leg opening, shoulder strap of self-fabric and top hem pecot edge. Reg. sizes 36 to 42, per doz. __ $16.50 Es. aczee 44 ta 46, bes doz. 18.00 No. 5624 Bandeaux Bloomer Suit. Bandeaux top, double cloth, elastic bloomer knee, with opening on one side. Reg. a AO te OE ee ee. $21.00 Style 5610 Gown. V-neck with little rose bud at point of V, sleeveless. Neck and arm pecot edge. Reg. sizes 36 to 44, SO $24.00 Style 5612 Pajama. Tailored V-neck, satin rose bud at point of V, neck and arm finished pecot edge, pocket in coat. Hea. anes 36 lo 44, pee doz. __..... $30.00 EDSON, MOORE & COMPANY 1702-1722 West Fort Street DETROIT 134 MICHIGAN TRADESMAN Forty-fifth Anniversary DAVID HENRY DAY. Deserved Tribute To a Pioneer and Patriot. In the passing of D. H. Day the State of Michigan, and especially the Northwestern part, has suffered an ir- reparable loss. He was possessed of vision and foresight in a marked degree. Long before any organized effort had been made to call attention to the agri- cultural and resort possibilities of Western Michigan, Mr. Day’s was the voice crying in the wilderness. He realized that some concerted effort on the part of our citizens should be made in order to give Michigan her rightful place in the sun. Back in the seventies and the early eighties he was deploring the condi- tions which existed in the Northern part of our State. He saw that our citizens, especially the farmers, were leaving for Canada and the North- western states in large numbers, being lured away by the effective publicity and specious promises of the railroad agents and real estate dealers. In sea- son and out of season he preached the necessity of close co-operation and united effort on the part of Michigan- ders, in order to stem the tide and de- velop the latent possibilities of West- ern Michigan. Mr. Day was largely responsible for the establishing of the Western Michigan Development Bu- reau, in the operating of which I was closely associated with him for nearly ten years, as Secretary-Manager. The Bureau originated at Ludington, Mich., March 26, 1909, and was incor- porated under the law sof the State May 1, 1912, as a corporation not for pecuniary profit. Its purpose, as stat- ed in its by-laws, was, “The encour- agement of agriculture, horticulture and the mechanic arts in Western Michigan.” This included the bring- ing of settlers and investors from the outside into Western Michigan, to the end that the latent agricultural and in- dustrial wealth of the region might be fully developed. The founders of the Bureau realized that the soil is our greatest resource and that its conserva- tion and improvement is our most im- portant duty. The slogan adopted by the Bureau was “Every possible acre working all the time at that for which it is best adapted.” Mr. Day gave freely of his time and money to the work of the Western Michigan Development Bureau. He was its President from its inception, in March, 1909, to the time of his death. A brief synopsis of some of the ac- tivities of the Bureau during the ten years in which I was closely associated with Mr. Day as its head, will furnish a fairly accurate picture of the works of this citizen which should, and will live after him. When this child of Mr. Day’s enter- ed actively on its work in the fall of 1909 the agencies for agricultura) bet- terment, in the State. were few and far between; there was little efficient organization, no co-operation to speak of, and the knocker was abroad in the land with very few to say him nay. Worst of all the farmers in the North- ern part of the State were leaving in large numbers for Canada and the Northwest. There were no county ag- ricultural agents or demonstration farms, no farmers’ co-operative mar- keting associations and no good roads or good roads organizations such as the West Michigan Pike Association and the Mackinaw Trail Association. The Western Michigan Development Bureau was the first organization of its kind in the State. It was actively behind nearly every betterment move- ment in Western Michigan during the ten year period referred to above, ren- dering service to all the people freely and without stint. Mr. Day had in mind that one of the first and most important things to be done was the carrying out of an in- tensive campaign of home missionary work among the farmers, showing the advantages possessed by Western Michigan, so that they might not fall an easy prey to those who were hold- ing forth such high sounding allure- ments for them to leave Michigan, for alleged greener pastures. The first big job was the putting on of an exhibit of Western Michigan ag- ricultural products, with special em- phasis on apples, at the Land and [r- rigation Exhibition which was staged by the Chicago Tribune at the Coli- seum, Nov. 20 to Dec. 4, 1909. This was a great success, especially from an advertising standpoint. It was the first time that such a large and com- prehensive exhibit of Michigan farm products had ever been made to such a large number of people. The attend- ance ran over 300,000. The first edi- tion of the Western Michigan Booklet, consisting of 250,000 copies, was print- ed and distributed on this occasion. This was followed by another ex- hibit in November, 1910, at the Second Land and Irrigation Exposition put on by the Chicago Tribune at the same place. This second effort was even more successful than the first one, in the size and variety of the farm prod- ucts shown, and the much larger at- tendance of visitors to the Land Show. A second edition of the Western Mich- igan Booklet, 150,000 copies were printed and distributed on this oc- casion. For the purpose of bringing home to the people of Grand Rapids and Western Michigan, the great possibili- ties of the fruit growing industry in this region, two apple shows, on an ex- tensive scale, were held at the Colli- seum in Grand Rapids, the first one in November, 1911, and the second one a year later. Both of these shows were successful, as to attendance, interest and advertising value. These four exhibits, together with the lectures, illustrated and otherwise, and the large number of local exhibits, made at county fairs, farmers’ insti- tutes and other places in Michigan, re- sulted in the planting of thousands of acres in Northwestern “Michigan to apples, cherries and other fruits. The next move on the part of Mr. Day was to send the Manager of the Bureau on an extensive publicity cam- paign consisting of lectures, moving pictures and agricultural exhibits. This campaign lasted more than three years and covered a wide range of territory in Ohio, Indiana, Illinois, Iowa, Wis- Grand Rapids — Detroit THE SCHUST COMPANY DISTRIBUTING POINTS BUTTER JUMBLES made creamery BUTTER — Lansing — Saginaw WHITE HOUSE COFFEE Make This Test Yourself! Your own home is representative. The tastes of other families are pretty much like yours. Try out White House Coffee on your own table. You will find it so good that you'll feel en- thusiastic about selling it to others. The ‘Flavor is Roasted In / DWINELL-WRIGHT CO., Becton, Mass., Chieage, tit., Pertemeuth, Va. Then you will appreciate the real selling punch that lies in this flavor that is “roasted in.” Then you will know why White House is BETTER coffee—and a mighty profitable coffee for you to get behind and push. COFFEE | OTe tha tole hs ONE POUND NET G v ‘ 4 ( TR eR NS 5 RE me TEE ~ gS a re = ea} .) wees -_— +} - aati lie ees alle ore SS as = ™ ==> -_— +} ~ Forty-fifth Anniversary MICHIGAN TRADESMAN 135 consin, Missouri, Arkansas and Massa- chusetts and Great Britain and Ireland. As a result, many new settlers came to Western Michigan. Time would fail me to tell of all the activities for the betterment of West- ern Michigan, in which Mr. Day was interested, and in the furtherance of which he gave freely of his time, and his wise counsel, such as the “Stay in Michigan” and “Remain on the Farm” campaigns, Alfalfa, Sweet Clover and Good Roads campaigns, efforts to con- vince people at home and abroad that Western Michigan was a good cattle country and that it was well adapted to sheep raising. He urged the im- portance of maintaining permanent ex- hibits of the farm products of Western Michigan at Chicago, Detroit and also Grand Rapids. Mr. Day was deeply interested in the establishing of state parks. He gave the first park to the State and was one of the first State Park Commissioners. In addition to the foregoing activi- ties, Mr. Day managed his own ex- tensive business and farm, and set a good example by establishing a Fries- ian-Holstein Dairy, by planting alfalfa and sweet clover and by caring for his large orchard in a scientific way. One of the outstanding accomplish- ments of Mr. Day was his foresight in allowing and produce on the shores of Glen Lake, encouraging nature to _ the best stand of second growth tim- ber in the State, which now is a beau- tiful forest covering about two thou- sand acres. The foregoing, in brief, are some of the things which go to show what a useful citizen Mr. Day was. he was sincere and a loyal friend. “Take from a man every gift but sin- cerity; let him be blind and deaf and lame; let him stammer in his speech, lack education and good manners; handicap him as you please, so you leave him sincerity, and he will com- mand respect and attention. His work The world which is al- ways looking for the real thing will will endure. gladly overlook all his infirmities.” John I. Gibson. ——_. ~~. When Is a Steak Tough? In going through the wholesale meat markets daily we hear a great many things of interest about meat. There are many opinions expressed and vital things discussed. Some things we hear are new and many are dressed up in new clothes to make them appeal- ing. To-day we heard something that sounded indeed unusual and inconsist- ent. -a_____ Nothing Wrong With Her Nerve. Into a store came a woman with a bottle, which she handed to the pro- prietor. “Ts this all right to take?” she asked. The chemist carefully inspected the bottle. “You didn’t buy it here,” he said politely. “Oh, no. It’s a nerve tonic I saw advertised, but I thought you'd ell me whether I ought to take it.” The chemist handed the bottle back. “T don’t think,” he replied, “there is any necessity for you to take it. There is nothing wrong with your nerve.” No Time For Celebration. She was crossing the Atlantic from Europe for the first time and she was quite aged, too. Midway on the ocean the ship encountered a severe storm which buffeted the ship for Finally it sprang a leak and the cap- tain ordered some rockets sent up as S. O. S. calls. The old lady looked at this proceeding with growing alarm and trepidation. Finally she mustered up her courage to approach the cap- tain, and in a voice tinged with a mild reprimand said: days. “See here, Captain, this ship is about to sink and here you are shooting sky- rockets up in the air. This is no time for celebration!” —_—_ ++». Blessed be the man who thinks and talks with facts! He is needed in the world to-day, being wasted and more money spent by doing where more is things wrong than by not doing them at all. fers greater resources, greater responsi- To the man with facts life of- bilities and more satisfactory achieve- ments than at any period in history. 1996 GRATIOT AVENUE MILLER PEANUT PRODUCTS CO. Michigan’s Greatest Exclusive Feanut Products Manufacurers and distributors to the Jobbing Trade OUR LEADING BRAND — PLAYERS PEANUTS DETROIT, MICHIGAN DETROIT =i DETROIT SUSPENDER & BELT CO. Manufacturers of Suspenders, Belts, Garters and Arm Bands =i MICHIGAN Nearly Fifty Years of Experience in Match Making has Produced THE DIAMOND BRAND petition. can be made. Diamond Matches bette eee od Vere aoe] Ree tad oa gquality,satety aes Py seit g pase You will build prestige for your store by selling this high quality brand, avoid price cutting and inferior quality com- You will serve your community by securing the best and safest match that A match is made to produce fire. It therefore can be an element of danger. The Diamond Brand has the high repu- tation of the makers behind it. THE DIAMOND MATCH COMPANY satisfaction CHILDREN’S DRESSES 23 West Jefferson Ave. We are enjoying the largest business in our history — Let us help you do the same! Children’s dresses—we specialize in them—for the holiday trade, a big showing of the 1929 models in silks and velvets to retail at $5.95. A trial order will explain our rapidly growing business. ALEXANDER LICHT CO. CHILDREN’S DRESS SPECIALIST CHILDREN’S DRESSES Detroit, Michigan 136 THE MEASURE OF A MAN. Was Professor Blumenthal Wrong in His Diagnosis? What is the ineasure of a man? Is it the length of his coat or trouser seam or his circumference at the waist line or the size of his collar, his shoes or his hat? Or will calipers applied to his cranium determine it? Has humanity developed a science that by casual, or even definite applica- tion will enable another person to just off-hand declare this measure ? Can it sound the depths of human determine and emotions, determine their relations to heart throbs or mental reactions and state the measure? Is it possible that the soul and spirit of a man can be analyzed, except as he reveals himself in the work of his life over a long period of years: Can another person pronounce such measure, except by long association and thus reading through the lens of understanding truly state it? The above enquiries relate to a re- cent occurrence, the settings for which the writer will attempt to establish if the reader will kindly follow. During October this writer enjoyed the appreciated privilege of being a guest at two house parties at the sum- mer home of the Tradesman editor and his delightful co-partner and help- meet. This home is, let us recall in passing, the realization of a boyhood dream, the fruition of an ideal and hope carried through three score years. (The writer refers to it here because it is one of the settings of evidence by which he expects to prove to the read- er his final conclusion and statement.) The last of the two parties was a gathering of the Tradesman operating force, the men and won.en who carry to productive completion the initiative, purpose and ideas of the Tradesman idealist. It was the Tradesman clan in happy social association, where there was a complete disassociation of social caste, where neither creed, color .9r condition of servitude entered in. It effected for the day and hour the long 3ackward And the head of the institution, senior of the gather- Sackward, Turn oh Time in thy flight.” sung plea, * ing and host of the occasion, was but mid-way among the brae lads and bonnie lasses assembled on the _hill- side. (I have satd “institution,” rather than organization, because the Trades- man is, to its fannly and force, an in- stitution above a mere organization rating.) West of the beautiful Swiss chalet, which was On the greensward to the home for the party, an exciting game of baseball was played, participated in by all in some capacity—and some without much. The Tradesman edi- tor, among the most enthusiastic of the participants, performed prodigious feats with bat and feet, leading his team to victory—as usual—without questioning the decisions of the self- appointed umpire—not quite so usual. (I cite this, too, as one of the settings of evidence essential to the case.) The quiet and quaint village of La- mont seemed quite undisturbed by the MICHIGAN produced by Howig’s celebrating Sheep Skin Band, which simply tore the harmonious atmosphere into har- discordance of noise celebrated and monic and detonie shreds. (This evi- denced the confidence of the staid townspeople in their neighbor, as vouching for his guests, which is an- other stone in the foundation of con- tributing evidence.) We returned to the home overlook: ing the beautiful Grand River and the charming countryside for long dis- tances. Up and down its placid sur- face we could see its waters moving steadily to their destination in the sea. On the plateau across and above are fertile fields and farm houses of pros- perous appearance, indicating industry TRADESMAN “Henry,” the colored man of general efficiency. There were three colored people at the tables, all, apparently, as much at home at the board of their host—and working associates—as were Irish and the Germans, Bohemians, Dutch. Each appeared to have an equal acquaintance with the forks and spoons, knives, dishes and the half of Where else on earth could finer a chicken. example of true (Kindly remember this as a part of my evidence.) be found a democracy. After dinner there was a short pause in the program to take stock of gas- tronomic conditions and to prepare for the finale of a perfect day. Under the direction of Teacher” little Charlie and Flossie, Billy and Bess, “Dear Harry M. Royal. and plenty. It was a bright, late Oc- tober day, when nature gives to Mich- igan an atmosphere and color fit to make the the seasonal gods envy glories which we enjoy. And here a home, a quiet spot for communion of where inspiration heart and_ soul, comes and fancy springs, where to contemplate the labor of life and man’s duty to his God and to his fellowman. And then to dinner, served in the commodious basement club room. A feast fit for—I neyed expression “the gods,” might use the hack- whirh would be true, but I will say, rather, the people for whom it was prepared, and also true. No one seated on a pedestal, nor even set apart from his At my secretary of the ex- fellows by a “speakers’ table.” right was the chequer and directly across was Ernie and Harry and all the rest were back in “School days, good old golden rule days,” with accomplishments that would surprise the unfortunate victims of present day devitalized three R's for the now over emphasized three P’s— powder, paste and parade. The melod- ious voices of Henry and his wife fur- nished the classic feature of the pro- gram, but everybody contributed something and all were equally joyous in this epocal event, the recollection of which will ever remain a fragrant spot in the garden of memories. One of the company and a partici- pant in the program, pleasingly and modestly, is a professor of one of the modern sciences, and when, after the merrymaking, the male members of the party, as is their wont, mostly gravitated to the association of their Forty-fifth Anniversary gender, this gentleman of eagle eye made a statement which prompted this article. Our psychoanalyst friend, with a characteristic abruptness, which seems to be a sort of formula in keeping with that of the family doctor who com- mands, “Stick out your tongue,” said to our host, “You are a nut, you all the time want to fight with somebody; you abuse peoples in your newspaper!” I took this to be a “reading’—a pro- fessional verdict—of our host’s inher- ent temperament and _ professional practice, and so reacted to the point of discussing the statement with the pro- found and interesting professor. I should have left the matter there and not carried it into the printed page had the occurred that other people might be equally in error in their estimate of the man whose life work has been written large in his home city and in the journalism of the State and Nation. If the practicing professor of a science supposed to cor- thought not rectly analyze men and their motives, impulses and reactions, makes so grave an error—as I assert this statement to have been—it is likely that other per- sons, superficially reading the Trades- man, may entertain a similar delusion. And, if so, I want to correct it. From a personal contact for several years at a highly impressionable age, followed by an association of interest and understanding for many more years, the writer feels a qualification for positive declaration on the matter. The Tradesman editor hates fraud and sham, deceit and false pretense. This has been fundamental in his edi- torial From the initial issue it has been the Trades- expression always. man’s policy to fight them. But it is always, first of all, the principle in- volved and not the person. This writer will challenge anyone to find in it during all the years of its existence an unprovoked personal at- tack by the editor of the Tradesman. Always a principle is involved which overshadows the personal element. | do not believe that he ever deliverately picked a fight with anyone, nor, by the same token, ever ducked one. He does not side-step issues nor individuals. He simply hews to the line and if some- one gets a chip in the eye it is that someone’s fault in being in blameable proximity to the hewing. Critics of the Tradesman editor— and they are not many—simply do not One must know the charitable and sympathetic heart; the kindly impulses; the careful consideration; the never failing loyalty read him understandingly. to friends and worthy causes; the in- tegrity of mind, which would not per- mit him to do an intentional injustice; the fervant desire for usefulness; the demand for truth; the regard for high professional ethics; yea, one must un- derstand all of the things here related to surely say, this is the measure of a man. Harry M. Royal. ———_>+ 2 Things taken for granted are very apt to act up and do what we least expect. —_>+.___ Prejudice is the weed in the garden of industry. ea | | | Lt") > =~ S Ruf RES “FN ar = Off ——— DS Fi oaS Zs WY Ne y gf? = a Thanking You for your Patronage and Co-operation in 1928 and Wishing You a Happy and Prosperous 1929 iat. HOLSUM BAKERY, Grand Rapids, Mich. MUSKEGON BAKING CO., Muskegon, Mich. KALAMAZOO BREAD CO., Kalamazoo, Mich. MULLER BAKERIES, INC., Jackson, Mich. MULLER BAKING CO., Battle Creek, Mich. a ey ite y th ——. 2 ms ¢ Ye =< ™ © ; YS SSeS 2 , a a — — 7 A QE P IN DAG 67 ars Ml ESR a) ee 7 eG My, HasYourlnvesti The facts and conditions which make one bond safe and another susceptible to weaknesses are complex. All investment literature for selling purposes, by its nature, tells a plausible story. Naturally, unfavorable points are not under- lined or written in red ink to attract attention. Unless one is experienced and constantly and closely in touch with current investment offerings, even ordinary pit-falls may escape notice. In view of this, safe and satisfactory investing is chiefly a matter of where you buy your bonds. As a source of sound investments, the Grand Rapids Trust Company deserves your confidence because the fundamental purpose of its business is the wise management of money. Both in supplying securities to individuals and in- vesting funds left in trust, this institution must exercise principles of conserva- tism which will assure its good reputation for generations to come. It is concerned with continuing relationships rather than immediate gain. If you feel your investing should be more successful, it will ray you to consult an institution definitely interested in continuous sound investment rather than the mere sale of securities. Grand Rapids Trust Company