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Bee Gees Ocerbeee

What about your business
when you are withdrawn from the helm

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One of the greatest boons which has come to business
in recent years is the protection that has become available
through insurance. No sane-thinking, forward-looking
business man considers his business on solid footing unless
he is amply insured against contingencies.

ete

ts

If you consider your business worthy of a permanent
place in the economic structure of your life, you have
already insured. If you have not taken this important
step, it becomes the paramount issue on your calendar.

S
= @

The New Era Life Association has made business pro-
tection a specialty. An opportunity to investigate the
stability of our policies and the background of our organ-
ization will convince you that insuring with an association
having its home office in your state and community is a
wise method of procedure.

Write for Rates

NEW ERA LIFE ASSOCIATION

(LeeaL REsERvE INSURANCE)
Grand Rapids Savings Bank Bldg. Grand Rapids, Michigan

A Michigan Institution

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CHICAGO. U.S.A. &@

PRODUCTS

etd and approved by housewives

throughout the Middle West, Semdac
Liquid Close has been for years an easy selling
and profitable product to handle. Now, with
the addition of Semdac Furniture Dressing,
you have two products that will sell quickly.

The name Semdac is extensively adver-
tised. Many of your customers have used the
Liquid Gloss—and without doubt liked it.
Those who try Semdac Furniture Dressing
will like it fully as well.

Take advantage of the sales opportunities
that these two products offer you—stock them.

STANDARD OIL COMPANY
910 S. Michigan Ave. (Indiana) CHICAGO ILL.

4124

 

 

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ONE PINT

SEMDAC

MQUID GLoss

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FU RNITUE RE DRESSING
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HIGAN

   
 

A DESMAN

 

Korty-seventh Year

GRAND RAPIDS, WEDNES SDAY, DECEMBER 4, 1929

Number 2411

 

MICHIGAN TRADESMAN
E. A. Stowe, Editor

PUBLISHED WEEKLY by Tradesman Company,
from 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
nonth or more old, 15 cents; issues a year or more
rid, 25 cents; issues five years or more old 50 cents.

Entered September 23, 1883, at the Postoffice of C-a-d
Rapids as second class matter under Act of March
5, 1879.

 

 

 

JAMES M. GOLDING
Detroit Representative
409 Jefferson, E.

 

FOR INJURY. TO ‘FEELINGS.

Josef Knitig told Ambrose Slaven—
this was in Kansas—that he was un-
patriotic. This remark was followed
by the exchange of some unprintable
epithets, during which exchange Sla-
ven struck Knitig on the head. The
battle ended at about that point with
no serious casualties, whereupon Kni-
tig brought suit against his antagonist
to recover damages for injuries.

One of the questions submitted to
the jury, as reported in a summary
by the West Publishing Co., was this:
Did Knitig suffer any physical hurt or
humiliation or mental distress result-
ing from being struck by defendant?
To this question the jury’s answer was
yes. A second question read: Was
plaintiff's head bruised or wounded by
being struck by defendant? To this
question the jury answered no. A third
question was: What damages were
sustained by plaintiff from the en-
counter? To this crucial question the
jury replied that he had sustained no
damage to his person, no loss of time
and no permanent injury, but that he
had suffered hurt in his feelings and
was entitled to damages in the sum of
twenty-five cents.

Kniting appealed from what he re-
garded as a grossly inadequate award,
but the Supreme Court of Kansas up-
held the verdict.

If the proverb about the law’s indif-
ference to trifles is correct, a 25 cent
injury to one’s feelings is not a trifle,
at least in Kansas. It is pleasant to
see the law so sympathetic.

 

PROBING ‘CAUSES C OF CRISIS.

With the return of “normalcy” in
both sentiment and operations, the
reasons which dictated the appraisal
of current conditions are succeeded by
a desire to probe into the causes of
financial and credit stress and the
slackening of industry which brought
about the recent crisis. On the financial
and credit side, the ill-advised policies
of the Federal Reserve System are

‘freely blamed. The system attempted

 

to carry water not on two shoulders
but on three. It wished to aid Great
Britain by keeping rates low. Stock
speculation and “boom” business were
encouraged. Then half-way measures
were adopted to curtail security in-
flation by moving up the rates, while
business was to receive ample accom-
modation at reasonable terms. It per-
mitted the rediscount privilege to banks
which were using its credit to swell
speculation loans.

What the Reserve System might
have done in order to correct the weak-
ness disclosed by its recent experience
was to fix certain ratios for its bor-
rowers between commercial and secur-
ity loans. When the percentage of
commercial to other loans dropped be-
low a certain minimum, rediscounts of
the borrowing bank might have been
curbed or else taxed a premium rate.

Where the slackening of industry
is concerned, it is likely that a careful
survey of developments will show that
the high money rates forced by security
speculation curtailed building opera-
tions sufficiently to bring on employ-
ment losses which affected purchasing
power and markets. The tying up of
money in securities also tended to re-
duce trade volume. Uncertainties in
the agricultural districts probably
brought these adverse factors to a
head. Longer term influences were
technological unemployment, or the
loss of jobs to machines, and perhaps
the increased sums spent not here but
abroad by tourists.

 

CONFERENCES WITH HOOVER.

Conclusion of the Hoover confer-
ences during the past week brought
two kinds of results. The first and
more important was a swing in busi-
ness psychology from a defeatist at-
titude to one of reassurance and de-
termination to “carry on.” The second
achievement was the projection of
definite building expansion programs
which should meet the problem of
keeping employment and_ purchasing
power at a healthy level. The grand
total of building outlays promised for
the near future amounted to five bil-
lions. The meetings, therefore, at-
tained their purposes in restoring con-
fidence and in bringing forward the
work which should act to offset sag-
ging tendencies.

It is entirely too early, of course,
to note any reflection of these moves
in general business progress. The
easing in major lines of industry is
still evident, and, due to the approach
of inventory periods, little change may
be expected for the immediate future.
Steel outputs are further reduced, and
for the month operations dropped some
11 per cent. Building activity, as meas-
ured by contract awards, continues to
show a marked discrepancy when com-

pared with a year ago, the figures indi-
cating a loss of 35 per cent. The auto-
mobile line is curtailed for marketing
reasons, but also for the model changes
customary at this time of the year.

Steadiness in wholesale commodity
prices is still a feature of this phase
of the situation. The drop in the
Annalist weekly index to 140.9 has
been caused chiefly by declines in the
farm and food product groups. Bank
clearings for the week were only a
little below a year ago. Carloadings
have been dropping, but the recent
weather may effect a change in this
trend.

 

DRY GOODS CONDITIONS.

Christmas shopping made its ap-
pearance during the past week and in
a volume that was surprising as well
as gratifying to retailers. Cold weather
needs, of course, brought the bulk of
the demand. The combination of de-
layed seasonal purchases and an excep-
tionally early start to gift trade tended
in certain large stores to cause shopping
congestion. This was a complete re-
versal of what was pictured in recent
fears.

The month ended, therefore, with a
rush of buying which hung up in many
cases two record Saturdays. The spurt
in sales has been remarkable since the
dull pericd, when all attention was
centered on the collapse in Wall street.
The early part of the month brought
rather indifferent results, owing to un-
favorable weather. It is logical to
assume, then, that the November fig-
ures when available will show a fair
gain, since one more Saturday was
included this year.

Detailed figures on the October busi-
ness of department stores disclose the
interesting point that dress accessories
and the home-furnishing lines furnish-
ed the best gains. Despite backward
weather, inventories were no higher
than those at the end of October, 1928,
which placed the stores in a good posi-
tion for the emergency that developed
but now appears to have passed.

 

Dust is nea. Flow mills and
spice-grinding factories have been
blown to smithereens by dust explo-
sives. What a chance some mortals
take in scratching a match in certain
store rooms and show windows we
have seen. But even a match isn’t
a necessary adjunct to a blow-up in a
dust-gathering retail establishment. A
few sparks of resentment from exas-
perated customers can start an ex-
plosion that will blow the offending
junk shop off the cele map.

Don’t be discouraged at a poor be-

‘ginning. It is the finish which counts.

 

A wise man is glad to learn even
from a child.

Index to Special Advertisers.

Pa xe

Allied Power & Light _....
American Light & Traction
eancrart Hotel Co. _..__..__._._
Barclay, Ayers & Bertsch Co.
Bastian-Blessing Co. oo .
Moecen-Nut Co. _......._
Bering Basket Co. ___........
Hoot & Co. _.....

 

Alfred J. Brown Seed Co. f
Brown & Sebler Co. 3. OG
Burnham. Stoepel & Co. ._.__._._... Tif
Citizens Mut. Automobile Ins. Co. __ 134
Clipper Belt Eacer' Co. 4... 45
Colonial Sait Co. ..___......_.Third Cover
Consumers Fower Co. _______. 2, 3G
Detroit Textile Co. - — 99
Detroit Wholesale Merchants Bureau -
© F. DeWitt & Sona _.. 2 3
Beason, Mode & Co =... ia

Penton, Dave & Boyle _.......... Fi
A. Piteeereae ............. = OE
Boley & Co. po 59

 

 

Fremont Canning ‘Co. SL
Prigidaire Co. —_- Looe OE
Ryr-Kyter Co: .___ goa La ee
Globe Knitting Works 2 130
Goodyear Glove Rubber Co. _....._... 57
Grande Brick a ae
Grand Rapids Calendar Co. _____- 42
Grand KManids Gas Co. ..........._.. 53
Grand Rapids Nat’onal Bank Iie
xrand Rapids Savings Bank _____-__ 105
Grand Rapids (Peust €@. os 15
G. J. Haan Calendar Co. __.. ae
Sherwood Hall Co., Ltd. —_ oo 08
Hazeltine & Perkins Drug Go. 0 35
mF Bee Co... CL. CU
Heckman disco €o 2 ag
Herkner’s —-__.- oo
Herold-Bertsch ‘Shoe Co. eo 45
Kent Awning © YFent Co. .___...__ LiL
Ment siotagce Co... 42
Lake Odessa Canning @o. as
bee & Cady 2. eee Ee
Leitelt Iron Works —.._.__- oo.
Te. Eegnarcd @ Sons 2.0 GG
rane, Petter & Cao... CO
John L. Lynch Sales Ge. ee
wosepp PF. Lynch Sales Co. _...._.__. 3
Lou Littman Lo as 3h
Manufacturers & Builders 3 Supply Co. 62
Mart n-Senour Co. __...__- ae
MeConnell-Kerr Co. —.__._. Se
John McNabb & Sons --_- Le
Mich. Bankers & Merchants Mut.

Hine Ene. ©o. 22 41
Michigan Hardware Co. —_- oe
Michigan Mutual Liability Gee 122
Michigan Shoe Dealers Mut. Fire

ms Co. 22. Bese §

Albert Miller & Co. 0
C. W. Seite Paneer Ce. sd
S. A. Morman & Co.
Morton Sal Coe...
Muller Bakeries __
Nachtegal Mfg. C
Nat onal Cash Register ce
National Safe & Lock Co. __________ 12
Newaygo Portland Cement Co. __-___
New Era Insurance Ass'n __Front Cove
Chas. E. Norton
Oceana Canning Co.
Oscar Orwant -_-_.- An
Owen-Ames-Kimbali Co.
RPase Milk Co. _..__
Peerless Glove Co.
Petoskey Portland Cement Co.
Pref. Automobile Ins. Co. _.....
Putnam Bactory . 0 68
Rademaker-Dooge Grocer Co.
Red Arrow Service Co. —____-
W. RR. Reach © €o. 2.
Roseberry-Henry Electric Ce. ee
Rumford Chemical Works —_.______
oo Al Seo & Co. oo

bo Shetaer Co. 22)
Standard Grocer & Milling Co.
P. Steketee & Sons —_______
Pangietost Co. _.....__ ie
Taylor Produce Co.

Toledo Plate & Window Glass Co.
Valley City Millng Co.
Vanden Berg Cigar Co.
Wan Berden Co |
I. Van Westenbrugge _
Winkerpulder €o.
Watson-Higgins Milling CO. 2
Wolverine Shoe & Tanning Corp.

me

 

7D

 

-
100

 

Woolen Spice Co = | gs

Worden €rocat €o, ..9 5. gee

Yeakey-Seripps. Inc. 2. 62
ee

Only those who are “indispensable”

dare take long vacations, and even they
often find they are not seriously
missed.

 

ee

It is fortunate that the women who
are worried about the wrinkles in their
faces can’t see the wedges in their
necks,

   

 

   

2

 

MICHIGAN

 

TRADESMAN

 

IN THE REALM OF RASCALITY.
Questionable Schemes Which Are
Under Suspicion.

When somebody uses your name or
brand on goods of a kind you do not
make or sell, it used to be the general
impression that before you could get
an injunction against him, you would
have to show that he was competing
with you in whatever goods he was
using your name or brand on.

In other words, suppose your name
was Rowland and you were selling
Rowland’s silk, and doing much ad-
Somebody, wishing to get
the benefit of the widespread publicity
which the name Rowland had gotten,
started to exploit Rowland’s shoes.
There is no competition of course be-
tween silk and shoes, and the impres-
sion has therefore been—and there are
some cases which give color to this—
that the shoe man could not be stopped
by the silk man.

vertising.

If this ever was the law, it certainly
is not now, as a very recent case, de-
cided by a United States Court, makes
clear. In this a concern called the
“Master Tire and Rubber Company,”
which was succeeded by the “Armour
Tire and Rubber Co.,” started to sell
“Armour Tires.” It had no connec-
tion with Armour & Co., the Chicago
meat people. The latter asked for an
injunction on the ground that while it
did not make tires, and the tire people
did not make anything that Armour &
Co. made, nevertheless it was a scheme
to get the benefit of a widely known
name.

The court granted the inujnction in
spite of the fact that there wasn’t the
slightest between these
people and could not be. Armour &
Co. produced meat and meat products,
glue, sandpaper, curled hair, ammonia,
fertilizer, soap, dairy products, poultry
and various other things, but no tires.
The Master Tire and Rubber Co. pro-
duced tires alone. Hear the court's
convincing reasoning, however, which
is the gist of the law applying to these
cases:

Defendants (the tire people) claim
the selection of the word “Armour”
was for the purpose of signifying the
tough, stable and hardy character of
the automobile tires; that is, that the
product was in some unaccountable
way “armoured,” and was calculated
to in some way create the impression
of strength. The reasonableness of
this contention is not sufficiently per-
suasive to even require comment.

The inescapable conclusion, drawn
from the tenor of the entire record, is
that the use of the word “Armour” in
the corporate name of the selling com-
pany, and as a brand and trade-name
to the product was selected for the
purpose of taking advantage of the
business reputation of the plaintiff
company, the family name of the or-
ganizer, and of those prominently in-
terested in that company throughout
its existence, in the good will of that
company gained by years of genuine
advertising and the expenditure of vast
sums of money therefor, and for the
purpose of confusing the public and
leading defendant’s patrons to believe
by the use of the word “Armour,” that
its product was of a superior standard
and quality, and to induce other mem-
bers of the public to become patrons
under such a belief. Fraud, or the
attempt at fraud, is discernible as the

competition

underlying and appealing conclusion.

True it is that the plaintiff in all its
history and in the development of its
varied products of manufacture has
never engaged in the manufacture of
automobile tires. There is no absolute
and direct competition in this field.
Under the modern trend of judicial de-
cision, this direct competition is not a
necessary element. The trend has been
to distinguish the character of case we
have here from the trade-mark cases,
and to deal and classify the issue
where it belongs, viz.: under fraud. By
no means the least to concern a court
in such a case is the consideration of
the question of how has, and how will,
the continued act affect the public.

With a practically unlimited field of
distinctive names open to it for choice,
when the defendant lately entered the
tire industry, the fact that it chose to
take a name that had no connection or
association with the tire trade, except
the good will and association which the
plaintiff had given it, shows conclusive-
ly that the name was given to this new
venture because of its established high
regard which had been given it by the
plaintiff.

This rule is usually invoked when
there is an actual market competition
between the analogous products of the
plaintiff and the defendants, and so it
has been natural enough to speak of it
as the doctrine of unfair competition;
but there is no fetish in the word
“competition.” If “B” represents that
his goods are made by “A” and if
damage therefrom to “A” is to be seen,
we are aware of no_ consideration
which makes it controlling whether
this damage to “A” will come from
market competition with some article
which “A” is then manufacturing or
will come in some other way. The
injury to “A” is present, and the fraud
upon the consumer is present; nothing
else is needed.

Certainly this is logical, but courts
haven’t always been willing to decide
this way. Another case involving the
widely known canned fruit brand Del
Monte was recently decided the same
way. Somebody started to pack Del
Monte margarine. The Del Monte
fruit people didn’t make margarine,
nevertheless they got an injunction
against the use of the name. I wel-
come this because it stops a fraud that
could go very far.

Elton J. Buckley.
| Copyrighted, 1929. ]
—__2~--+___

Recent Mercantile Changes in Ohio.

Barnesville — Dallas Wilkins — will
open a meat market.

Cedarville—Mr. Crouse is sole pro-
prietor of the grocery and meat mar-
formerly owned by
Crouse & Thomas, Mr. Crouse having
purchased the interest of his partner.

Chardon—Frank Hiland will open a
grocery and meat market on South
street.

Cleveland—Feber & Keleman,
are in the business at 12208
3uckeye road, will open a branch
market at 11604 Buckeye road.

Cleveland—Hattie Godek has sold
her delicatessen store at 191 East 79th
street to Joseph H. Gemielity.

Cleveland—Frank Ruzicka will opea

ket which was

who
meat

a meat market at 3501 East 131st
street.

Cleveland—A grocery and meat
market has been opened by John

Majernik at 4829 Ardmore avenue.

Cleveland—The Benshaw Meat mar-
ket will be opened at 5016 Lorain
avenue,

Dayton—Bernard Burd has opened
a modern meat market and grocery
store at 125 South Perry street.

Dayton—B. L. Pond has sold his
grocery and meat market at 434 East
Fifth street to Fred Zahn.

New Philadelphia—E. W. Snyder
has opened a meat market on Poplar
street.

Norwatk—Conklin & Hart will move
their meat market from 21 East Main
street to 21 Whittlesey avenue.

Norwalk—A meat market will be
opened by W. L. Bedford on South
Linwood avenue.

Plymouth—The Cornell Meat Mar-
ket will be opened here.

Rogers—A meat market has been
opened by Paul Frank.

Tiffin—The Omlor meat market has
been opened on South Sandusky street
by Omlor Brothers.

Toledo—Leo J. Chudzinski has sold
his grocery and meat market at 3619
Summit street to D. and L. Haas.

Uhrichsville—Chas. Rolli has pur-
chased the meat market of John B.
Maurer on East Third street.

Wapakoneta—Walter & Son are the
proprietors of the meat market which
was formerly owned by Walter &
Hartard.

West Alexandria—Oliver E. Kester,
proprietor of the Kester meat market,
died at his home.

Zanesville—Dallas Wilkin has open-
ed a meat market on West Main street.

Cleveland—John Aber will move his
grocery and market to 10323
Madison avenue in about two months.

Cleveland—Stannard & Blake have
moved their meat market to 2703 Den-
nison avenue.

Cleveland—Walter M. Lampe &
Son will enlarge their grocery and
meat market at 1938 Payne avenue.

Leetonia—George Johnson, proprie-
tor of the grocery and meat market on
Main street, died at his home.

St. Paris—Harry Garver has opened
a grocery and meat market on West
Main street.

Toledo—A modern meat market and
grocery store has been opened at 1256
Dorr street by George Rinkel.

Waterville—Mrs. I. M. Welsh has
re-opened the Bailey grocery and meat
market.

Greenville—The grocery and meat
market of Vance & Son at 438 South
Broadway was recently damaged by
fire.

Rawson—A meat market will be
opened by Bruce Thomas here.

meat

—_—___-»__
Training Youth in Self-discipline.
The infinite quality of life is ex-

pressed in activity. This is common
to animals as well as to mankind, but
man’s prerogative is to guide his ac-
tivity through his thinking. He exists
at the standpoint of opportunity—of
opportunity to elect his acts and to
guide them with his thinking.

Living with others also endowed
with the ability to think and to act,
man is continually faced with prob-
lems. Conflicting situations arise with
almost every gesture.

There is a constant struggle between
the urges of the individual for self-
expression and self-completeness, and
the demands of society for conform-
ance to set standards and controls for

group welfare. It is a case of“ want”
against “You must.”

What happens? A conflict arises.
The individual attempts ways and
means at his disposal to gain-his end.

Society may countenance this effort
for a time, but eventually disciplines
the individual. The way in which this
individual profits by experience deter-
mines the character patterns he forms.

One problem seemingly of para-
mount importance is this: “How can
I be happy? How can I have a sense
of completeness?—of success in life?”

Happiness and success come with an
ability to get along with people. Too
seldom do we ask: “Is there any rule
for getting along with people? And,
if there is, what is it going to cost me
in adjustments and effort?”

Consciousness of the need for a rule
for motives and acts, expressed in these
questions, is a step in progress. Ability
to protect one’s thinking beyond a de-
sire for immediate satisfaction
more advanced step in progress.

It is only through such thinking that
behavior controls are possible. Through
the use of these controls, individuals
can build those qualities of character
which make them socially valuable.

To understand why we act as we do,
we need a definite knowledge of cer-
tain principles of behavior. Our ideas
of why and how behavior is controlled
have changed during the past genera-
tion.

Formerly, prescribed patterns of be-
havior were didactically imposed upon
children by those of greater chrono-
logical and physical strength. Little
importance was placed on what young
children were trying to accomplish
through their undesirable acts or upon
what they were thinking, and the social
attitudes they were building.

Punishment was imposed because a
child had committed an offense. This
punishment had little concern with
reformation of the child’s habits and
seldom substituted a more acceptable
type of conduct.

Discipline has lately been throwing
off the implication of punishment and
has been taking on its real meaning of
education. Webster defines it as the
“treatment suited to a learner—to de-
velop the faculties by instruction and
exercise,” and among the synoyms are
the words instruction and culture.

Such a definition invites participa-
tion in life instead of suppression of
natural drives to activity. Habits of
behavior form the structure which de-
termines character.

Mary Dabney Davis.
—_2+.___
Nothing But the Truth.

The prosecuting attorney had en-
countered a rather difficult witness.
At length exasperated by the man’s
evasive answers, he asked him whether
he was acquainted with any of the
jury.

“Yes, sir,” replied the witness, “more
than half of them.”

“Are you willing to swear that you
know more than half of them?’ de-
manded the man of law.

The other thought quickly.

“If it comes to that,” he replied, “I

is a

am willing to swear that I know more

than all of them put together!”

Forty-sixth Anniversary

  

 

 

en ee

 

 

 

       
 
    
  
  
  
   
   

  
  

  
 
   

   
      
      
  

Forty-sixth Anniversary MICHIGAN TRADESMAN _ 3

 

—E If you want to
.
—fraise money -- :

@
reduce your
stock -- or go
out of business

oases BENE nee atl. :
JosephP Lynch eres
©

‘

@

VOL OLOOLAY/ OL 000

en ee

 

HUNDREDS of some of the highest class retailers in America have
profited through the remarkable merchandising ability of Mr. Joseph
P. Lynch. He has developed a sales plan which is exceedingly effect-
ive for its ability to turn stocks into cash at practically a normal
profit and with no loss of prestige or good will.

@LVOELVOLOLOLOLO?

This is a clean, legitimate, proven plan that will turn your mer-
chandise into a bank account, regardless of business conditions or
the local situation in your town. You can put your inventory in A-|
shape—or if you wish to close out your entire stock at a price which
will give you close to one hundred cents on the dollar, get in touch im-
mediately with Mr. Joseph P. Lynch.

ovele®

weet

He is a merchandising wizard who is recognized nationally by
some of the most prominent authorities as being an outstanding fig-
ure in the special selling field.

Ove

Write or wire at once without obligation for full information and
details of the Joseph P. Lynch 10-day special selling plan.

 

@O0e0e@

0.886.006.0006 2S

© Joseph P. Lynch Co. son?» Grand Rapids, Mich.

 

 

4

MOVEMENTS OF MERCHANTS.

North Star—The grocery and meat
market of John Reha was damaged by
fire.

Jenison — Bert Kraker succeeds
Gemmen Bros. in general trade at
R. R. 1.

Dowagiac—George H.
discontinued his grocery
market here.

South Haven — L. Silverman, 140
Phoenix avenue, is remodeling his
meat market.

Detroit—Joe Fox has sold his meat
market at 3140 Hastings avenue to
Alex Rothman.

Battle Creek—The Sun Drug Co. has
been incorporated with an authorized
capital stock of $14,000.

Fennville—F. L. Stevens, proprietor
of the Stevens hotel, has discontinued
serving meals to his guests.

Detroit—Sidney Goodman has pur-
chased the meat market of Barney
Radin at 5649 Grand River avenue.

Detroit—Fred Bachur has sold his
grocery and meat market at 7930 Char-
levoix avenue to Joseph Kuplersmidt.

Detroit—The La Rose Markets Co.,
Inc., has taken over the meat market
of John Schiessler at: 8010 Charlevoix

Little has
and meat

avenue.

Marshall—The contract has been
awarded for the construction of a new
building to house the First National
3ank of Marshall.

Detroit—H. N. Scofield has moved
his grocery stock from 8303 to 8410
Calahan He announces the
addition of a meat department.

Muskegon Heights—The First State
Savings Bank is remodeling its lobby
thus doubling its floor space. Work
will be completed about Dec. 18.

Escanaba—The Palace Market Co.,
1214 Ludington street, will open a
branch market in the building former-
ly occupied by the Scandia Grocery
Co.

Ishpeming—Fire, resulting from a
grease kettle bursting into flames dam-
aged the Star Bakery to the extent of
about $3,000, which is covered by in-
surance.

South Haven—E. W. Leverton, pro-
prietor of the East side grocery, will
open a branch grocery and meat mar-
ket in the Hale building at 505 Phoe-
nix street.

Grand Rapids—A. A. Meeth has sold
the Wolverine Soap Co. to D. C. Wig-
gins, of Cincinnati. The business will
be continued at the same location un-
der the management of Mr. Meeth.

Holland — The Wade Drug Co.,
which opened its store early in Sep-
tember at the corner of Maple avenue
and 13th street, has installed a modern
soda fountain mechanically cooled by
Frigidaire.

Lansing—M. F. McAdoo is erecting
a store building and apartment build-
ing at 909-913 East Saginaw street.
Mr. McAdoo will occupy one of the
stores with his grocery stock when it

avenue.

 

is completed.

Kalamazoo—b. J. Moss has engaged
in business on North Burdick street,
under the style of the Workingman’s
Store, handling lines of wearing ap-
parel and furnishings adapted to me-
chanics and the laboring man.

Plainwell — The McLarty Motor

MICHIGAN

Sales Co. has been incorporated to
deal in motor vehicles, parts and sup-
plies, with an authorized capital stock
of $20,000, $10,000 of which has been
subscribed and paid in in cash.
Tecumseh—The Lilley State Bank,
conducted here for seventy-five years,
has been closed by order of the State
banking department in order to give
the directors time to work out a plan
to protect the deposit liabilty.
Hillsdale—The Mercantile Stores,
Inc., has been organized to conduct a
wholesale and retail general mercan-
tile business with an authorized cap-
ital stock of $50,000, $5,000 of which
has been subscribed and paid in.
Kalamazoo—George Mentz, recently
manager of the small instrument de-
partment in the Music Shop, has en-
gaged in a similar business at 123
North Rose street, under the style of

the Kalamazoo Musical Instrument
Exchange.
Marquette—Louis W. Katz, 103

West Baraga avenue, has merged his
men’s clothing and furnishings busi-
ness into a stock company under the
style of The Clothes Shop, Inc., with
an authorized capital stock of $50,000,
$3,400 of which has been subscribed,
$200 paid, in in cash and $2,369.87 in
property.

Lansing—Hunter & Co., who con-
duct the self-serve grocery at 333
North Washington avenue, have leased
the corner store adjacent to its present
location, and are remodeling it, adding
new fixtures, electric refrigeration, a
modern steam heating plant, etc., and
when completed will double the size
of their grocery and meat market.

Highland Park—Purchase of a piece
of property at the Northwest corner
of Woodward and Waverly avenues
was announced recently by Fred San-
ders, Detroit confectioner. The prop-
erty has 127 feet frontage on Wood-
ward and is 200 feet deep. On this
site will be erected Sanders’ twelfth
store, which supply Highland
Park with candy, baked goods, ice
cream and lunches.

will

 

Manufacturing Matters.

Kalamazoo—The Goodlin Automo-
tive Equipment Co., 249-255 Portage
street, wholesale and retail dealer in
automobile supplies, has increased its
capital stock from $50,000 to $100,099.

Detroit—The National Broach &
Machine Co. has been incorporated
with an authorized capital stock of
$225,000, of which amount $205,000
has been subscribed and paid in in
cash. :

Detroit—The Progressive Plating
Industries,, 3914 Gladwin avenue, has
been incorporated with an authorized
capital stock of $1,000, all of which
has been subscribed and $250 paid in
in property.

Marcellus—W. H. Nye, recently
from Minneapolis, Minn., has leased
the Marcellus flour mill which has
been idle for nearly three years and is
remodeling it preparatory to opening
in for business Dec. 2.

Cheboygan—Purchase of the Union
Bag and Paper Corporation’s mill by
the Michigan Public Service Co. has
been completed. The new owner is
said to be making an effort to place

-ssatetienlilncvirteneie De reonninisonss

 

TRADESMAN

a manufacturing concern in the Che-
boygan plant.

Detroit—The Michigan Whole Grain
Mills, Inc., 1908 Division street, has
been incorporated to mill whole grain
flour and cereals with an authorized
capital stock of $10,000, all of which
has been subscribed and paid in.

Wayne—A new lacquer and paint
company is expected to occupy the
building of the old “Belt Factory” in
Wayne. It is located on Sophia street
near the Michigan Central Railroad.
The plant is now undergoing remodel-
ing operations. Although no official
confirmation has been made, it is said
that the Chicago firm of Williams-
Heywood Co. will occupy the building.

Lansing—The Jarvis Engineering
Works has been awarded the contract
for the fabricated steel for the twenty-
two story bank and office building be-
ing erected at Lansing by the R. E.
Olds Co. The steel contract repre-
sents the largest sub-contract let by
the Hutter Construction Co., of Fon
du Lac, Wis., which is erecting the
structure. Approximately 1,700 tons
of steel will be used.

Lansing—All real estate, buildings,
equipment of the Standard Casting Co.
has been purchased by the Standard
Aluminum Co., also of the Capital City.
of Standard Casting was
purchased by the same interests six
vears ago, but the property holdings
were not taken over at that time. The
real estate and buildings have been
added at this time with a view to ex-
tending operations of the purchasing
concern which will thus become one

Business

 

Forty-sixth Anniversary

of the largest manufactutrers of alum-
inum castings in the Middle West.
> >
Sometimes It Does Pay.

One big druggist told me that he
was glad to accommodate, at about
cost price, the small druggists in the
surrounding territory. He-said that
while they are a nuisance at times,

they usually send what business they’

cannot handle themselves to him.
Many of the small stores do not stock
tanks of oxygen, expensive biologicals,
trusses or much high priced merchan-
dise as side lines.
they send him some good sales in re-
turn for accommodations granted.
Geo. W. Hague.

Ce —————
A Clean Shirt and Collar.

Yes, we know that it is difficult to
keep shirt and collar spotless in a
busy store.

We don’t expect that.

But they can be clean and neat.

So can the store coat you are wear-
ing.

One large grocery store operator
says to his staff: ““There may be a good
excuse for your being ragged, but there
is never any excuse for not looking
cleaning.”

——-_ es?
Five New Readers of the Tradesman.
The following new subscribers have
been received during the past week:
Henry E. Haan, Grand Rapids.
F. J. Kelsey & Son, Saginaw.
U. S. Grant Hotel, San Diego, Calif.
Red Star Yeast & Products Co.,
Grand Rapids. .
Charles Yehl, Merrill.

 

 

 

66

 

.-. View it

from any angle
MR. GROCER . .

You are ahead of the game when you 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.

Flour milled

There's no finer Cake and Pastry
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 volume 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.

 

 

cake & pastry Gene

Frequently, he said,

 

 

 

 

 

 

 

 

ee ee

hee TOURER EE Rie enero

Forty-sixth Anniversary

MICHIGAN

TRADESMAN

5

 

Essential Features of
Staples.

the Grocery

Sugar—The market is the same as a
week ago. Jobbers hold cane granu-
lated at 5.75 and beet granulated at
5.55.

Canned Fruits—Canned apples pro-
duction is generally expected to fall
considerably below the 1928 pack. The
high cost of raw stock has been a big
factor in curtailing the pack. Some
packers in the Mid-West have been
shading their prices, but in other cen-
ters prices were firm.

Canned Vegetables—Fundamentally,
the canned vegetables market appears
to be in sound shape, and the stock
market crash, while undoubtedly slow-
ing up activities to a certain extent,
has produced no apparent long-lasting
evil effects. Demand during the past
several weeks has been discouragingly
dull, but prices in the main have main-
tained an even tenor, and except for
selling pressure in the Southern to-
mato market, have not declined sharp-
ly anywhere in the list. Shortly after
the turn of the year, local factors be-
lieve, the market will take a more
active turn, and, with a better move-
ment of goods, prices should hold
their own, with possible advances in
certain lines. There are no important
surpluses of canned vegetables in first
hands, and, while jobbers seem fairly
well supplied, they are not really over-
burdened. Last week was productive
of few changes in the local situation,
and prices were about on the same
levels as in the week before.

Dried Fruits—The tone of the mar-
ket is generally steady, with easiness
ruling in a few lines, but with no fur-
ther declines taking place. The colder
weather gives promise of better all-
around activity. In any event, the de-
mand for the Christmas holiday lines
may be prompted earlier on account of
the cold weather, and this would be
taken as a boon by local factors who
have grown tired of seeing their trade
put off until the last minute. Dried
fruit quotations on the Pacific Coast
were rather easy, but did not decline
sharply anywhere in the list. The
raisin market is quiet and rather weak
in the face of a slow demand, with
choice bulk Thompsons selling chiefly
around 5c per pound, Coast. Quota-
tions on 1928 crop Thompson raisins
were running about 34c a pound under
new crop prices. The raisin situation
appears fundamentally strong, with
production of all kinds this year esti-
mated in round figures at 195,000 tons.
This can be compared with last year’s
crop of about 260,000 tons. World
currant production appears definitely
smaller than in 1928, this year’s esti-
mate ranging at present from 152,000
to 156,000 tons.

Nuts—Walnuts and filberts in the
shell have cleaned up remarkably well,
and the market looks to be in strong
shape for the Christmas trade. Both
foreign and California stock is: right
now in rather limited supply. The
cooler weather, if sustained for any
length of time, should start buyers off
on their Christmas holiday purchasing;
at least, such is the general belief. The
current week has been productive of
little except a somewhat firmer tone

on the general list of shelled and un-
shelled nuts. Brazils started the week
easy at the recent lower levels, but
have firmed up in the last few days
at those prices. Shelled nuts exhibit
a firmer tone generally. Bordeaux
walnuts are scarce and in good de-
There is little of the new crop
available, and old crop holdings are
limited. Some exotic halves are being
offered.

mand.

Pickles—Dill pickles of the larger
size are scarce, and demand far ex-
ceeds the supply. Mediums are there-
fore selling in heavy volume, and
manufacturers report that they cannot
keep up with the demand on _ both
medium and large. The market re-
mains unchanged at former quotations.

Vinegar—Very slow movement. The
situation is not weak though, and sell-
ers are steady in their asking prices.
Quotations are the same as last week.

—_——>_.+ + ____

Review of the Produce Market.

Apples—Wealthy command $1.75@
2; Wolf River, $1.50@1.75 (bakers,
$2.25) Shiawasse, $2@2.25; Jonathans,
$2.50@2.75; Snow, $1.75@2; Baldwin,
$1.50@1.75; Talman Sweet, $2.25; No.
1 Northern Spys, $2@2.50; No. 2 ditto,
$1.50; Michigan Delicious, $3.50 for /
grade and $3 for B.

Bagas—$1 for 50 Ib. sack.

Bananas—60Y%@/7c per lb.

Beets—$1.50 per bu.

Brussels Sprouts—26c per qt.

Butter—The butter market is about
the same as a week ago. Jobbers hold
prints at 44c and 65 lb. tubs at 42c.

Cabbage—$1.25 per bu. for white
and $2.25 for red.

Carrots—20c per doz. bunches; $1.25
per bu. -

Cauliflower—$3.75@4 per doz. for Ill.

Celery—40@60c per bunch.

Celery Cabbage—$1.20 per doz.

Cocoanuts—$1. per doz. or $7 per
bag.

Cranberries—Late Howe commands
$4.50 for % bbl. and $8.50 for % bbl.

Cucumbers—$2.35 per doz. for Ill.
grown hot house.

Dried Beans—Michigan jobbers are
quoting as follows:

GC. A Pea Beans 22. 20s $6.75
bight Red Kidney 2.22.0 5.5" 7.00
Dark Red Kidney .-...--_._)___ 7.75

Eggs—Local jobbers pay 52c for
strictly fresh hen’s eggs and 40c for
pullet’s eggs. Cold storage operators
are offering their holdings as follows:

Dos Api see 43¢
ee ee 37c
Cheeks ooo 34c

Egg Plant—15@18c apiece.

Garlic—23c per Ib.

Grape Fruit—$5.50@6 for all sizes.

Grapes—Calif. Emperors are held at
$2.25 per lug for choice and $2.50 for
fancy.

Green Onions—Shallots, 90c per doz.

Green Peas—$5 per bu. for Calif.

grown.
Lemons—The price remains the

same.

S60 Sunkist, (227 2000) ie $16.00

G00: Sunkist (eo 16.00

$60: Red Ball [0 16.00

300 Red Ball 2 oe 16.00

Lettuce—In good demand on the
following basis:
Imperial Valley, 4s, per crate --$6.50
Imperial Valley, 5s, per crate —- 6.00

Hot house grown, per Ib. -------- 12c
Limes—$1.50 per box.
Mushrooms—60c per Ib.
Oranges—Fancy Sunkist California

Navels are now on the following
basis:

0 $7.00
OG 7.00
BAG 425
200 7.50
AIG ee 7.50
257. 0 ea 7.00
206 ee 7.00
620 4.75

Onions—Home grown yellow, $1.75
per 100 lb. sack; white, $2.25.

Parsley—40c per doz. bunches.

Peppers—Green, 75c per doz. for
Calif.

Potatoes—Home grown, $1.50 per
bu. on the Grand Rapids public mar-
ket; country buyers are mostly paying
$1.25; Idaho stock, $3.75 per 100 Ib.
bag; Idaho bakers command $4.15 per
box of 60 or 70.

Poultry—Wilson & Company pay as
follows:

Breayy tOwls 0) 0c 1. 226
Eyebefowls @ 2220 16c
Eleayy broilers |= Be
Piehe beoilers (2.0 oe 18c
Old (ois Ge 20c
NWoung Pons @ 2. 25¢
len) @urkeys ..90 0 te Bbe
PGK oe 16c
Gees 14c

Pumpkin—15@20c apiece.

Quinces—$3 per bu.

Radishes—60c per doz. bunches of
hot house.

Spinach—$1.25 per bu.

Squash—Hubbard, $5 per 100 Ibs.

Sweet Potatoes—$1.75 per bu. for
kiln dried Tenn.

Tomatoes—$1.85 for 10 lb. basket,
Florida stock.

Turnips—$1.40 per bu.

Veal Calves — Wilson & Company
pay as follows:

Haney (et 18c
Gage 15c
Medi © ie
POOn ou 10c
————_+ > >___-
Selecting Lieutenants For Store Re-
quirements.

Somebody, and if my memory is
correct it was Abraham Lincoln—at
any rate he is held responsible for
many of the wise expressions—replied
when his attention was called to the
large number of officers that were be-
ing killed that, if you will furnish the
men [ will make the officers.

The answer sounds very simple and
very easy, all there is to do is to call
a man out of the ranks put a few
stripes on his sleeves and he will be a
full commissioned officer with all the
ability and efficiency of more experi-
enced men.

This would be all right if every man
had the same characteristics, the same
amount of ability and the same train-
ing, but it not being so the hitch is,
that of choosing the right men to ad-
vance. If you are looking for a brave
and powerful army it would be fatal
to choose officers from the irrespons-
ible and careless riffraff that is often
found in the ranks, and the thought
that I wish to bring out is that the
man who can pick the best lieutenants

to promote his endeavors is the man
that is most likely to succeed.

I have known men that have learned
their business from A to Z: but when
it came to picking their helpers, they
were likely to be influenced by outside
appearces. I have also known men
who knew very little about the details
of their business but were good judges
of men and consequently always had
honest and capable men to look after
not only the detail but also the larger
matters.

The former class of men will build
up an organization or business that
will extend only so far as their per-
sonal supervision reaches, while the
latter is restricted by the number of
available men or the limitation of
their capital.

There are often other reasons why
one succeeds and another does not but
the limit to which a chain system can
extend, as with the latter class of men,
is no further than they can select the
proper helpers.

If you are picking a man for work
behind the counter you should get one
that is careful, capable and accurate,
if for the soda fountain one that is neat
and pleasant. Clerks whether men or
women require a good idea of sales-
manship, and above all as with all the
help that comes in contact with the
customers must have an agreeable per-
sonality. The head clerk, manager, or
whoever is left in charge of a store be-
cause he has to assume more responsi-
bility more care should be exercised
in selecting him. The fact that he is
to be left in charge and it is his judg-
ment and supervision to a large extent
as to whether the store will be an asset
or a liability makes it necessary.

He comes in personal contact with
the help, knows who are attending to
their duties and who are not, which
are the workers and which are not.
And it is here, that on the ability of
selecting the proper qualified men, al-
lowing them to use their own judgment
within certain limits, the whole matter
swings.

The question is can you select the
right ones, can you separate the skim-
med milk from the cream?

How often you hear a person com-
plaining about his help, they won’t do
this and they can’t do that, when you
know yourself that he is hiring in-
ferior help. How can he expect to get
first class work unless he hires first
class men, and how can he expect to
hire them if he cannot differentiate be-
tween them. If he finds that he is get-
ting stung it is up to him if he would
succeed to study and school himself
to a point where he will be better able
to do the selecting. The salary enters
into the question to a great extent but
according to my observations the poor-
er men due to their ignorance and
assurance very often land the larger
salaries.

A company with a system of stereo-
typed rules will naturally pick better
men than one without, but it is the
man who has the ability of selecting,
whether he is picking strong and cour-
ageous material to build up his army or
intelligent and efficient men to pro-
mote his business undertakings that
will win out. George Garrie Ging.

 

6

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

Ostrich Farming As Conducted in
California.

Los Angeles, Nov. 29—An industry
which always interests new arrivals to
Los Angeles is the raising of ostriches.
There are two farms in this vicinity, at
Los Angeles and South Pasadena. Any
day in the year you will find hundreds
of visitors at either ranch, a nominal
admission fee being charged. For
years this industry was confined to
South Africa, but after much investi-
gation Southern California was de-
cided upon as a desirable field for op-
erations in this line. The preliminaries
were somewhat complicated in view
of the fact that the African growers
resenting an invasion in their fields,
succeeded in having outrageous export
duties on this species of fowl, in some
cases amounting to $500 on each bird
and $125 per egg, but the enterprise
was established and to-day is a source
of considerable profit.

The processes by which these birds
are propagated and the value of the
output is a matter of decided interest.
The color of the young birds is brown
in general effect and the hen remains
of that hue. The cock, as he nears
maturity, turns a deep, glossy black,
with a row of pure white plumes
among those of jet. Down the front
of each leg is a stripe of brilliant red,
and a ring of the same color surrounds
his big, savage eyes, for the cock os-
trich is a ferocious creature at times,
and even the hens must be handled
with skill. As fast as the birds pair
the couple are confined in a paddock
about an acre in extent. The hen be-
gins to la~ soon after the rains come,
one egg every other day until the nest
—a careless excavation three feet
across, scratched in the san—contains
anywhere from eight to fifteen eggs,
according to her humor or her ability
to count.

The cock does the principal part of
the labor of setting. Every afternoon,
at exactly 4 o’clock he relieves his
mate and never quits the nest until
8 o'clock the next morning, thus
giving the female a short watch of
only eight hours out of twenty-four,
and all daylight at that. The practice
here, however, is to remove the eggs
to an incubator as soon as laid, and
in that case the hen will lay as many
as twenty-five or thirty eggs before
taking a rest. This method of using
incubators has its advantages and dis-
advantages. If the eggs are taken
from the hen as fast as laid, she will
lay from twenty-five to thirty and as
many as ninety in a season in three
distinct lots. Each egg weighs about
four pounds and measures about
eighteen inches in circumference, the
total output of one normal hen being
about 360 pounds in a season. From
this an average of say sixty chicks
will be hatched, forty of them surviv-
ing. While the birds do not lay well
until four years of age, they begin to
pay at six months, when the first
plucking is made, and this is continued
for every six months thereafter. When
two vears old their feathers are valued
at $2 apiece and at four they are at
their highest value.

Various methods of plucking are in
vogue. In some cases the men rush
at the birds and hold them, but usually
they are driven into a narrow walk and
shut in, the feathers being plucked
through the bars. This method re-
quires much experience, as if a feather
is broken it is apt to produce an in-
jury which will seriously affect the bird.

Just now they are offering some
tender young chicks—runts, maybe—
weighing thirty to forty pounds, for
Thanksgiving purposes. They are
said to be a dainty morsel, but I guess
I will take someone else’s word for it.

 

A score of years ago the name of

Madame Helene Modjeska was on the
lips of everyone interested in the
dramatic stage the world over. But
in California particularly was she
known for a period of two score years
as the owner of a magnificent estate
in Santiago Canyon. It is still a
Mecca for travelers though the indi-
vidual who developed it has long since
gone to her reward.

It is a delightful motor ride of fifty
miles from Los Angeles, passing
through Whittier, Anaheim, Fullerton
and Orange, from which latter city one
takes an unpaved but firm-surfaced
road through the canyon and across
the Santa Ana Mountains.

Though now converted into a coun-
try club, it still serves as a memorial
to her greatness, and is known as the
“Forest of Arden,” or “Brook Farm.”
It was here in the early 70s_ that
Madame Modjeska established her
American home, peopled it with her
compatriots, Polish writers, composers,
musicians and other friends, among
them being the famous writer Sien-
kiewicz, who afterwards became fam-
ous as the author of “Quo Vadis” and
other distinguished works. The place
was a museum of souvenirs and art
works, including paintings specially
signed and dedicated, and many hun-
dreds of personally inscribed presen-
tation volumes. One entire room is
devoted to her autograph collection
and photographs, all of which have a
peculiar interest when we realize the
great and wonderful personality of
this distinguished individual.

Some years after her death, the es-
tate was operated as a resort, but
later became a country club, the acre-
age being divided and used as sites for
bungalows of professionals, nearly all
of which are surrounded by olive
groves.

However, the original home was re-
served as a memorial museum, and as
such is much sought after by tourists,
beizg located on one of the most beau-
tiful drives in Southern California.
Nearby is Santiago Peak (5680 feet
high) from the summit of which may
be seen the lights of thirty different
cities on a clear night.

On a recent visit to San Diego I
gave much time and attention to Bal-
boa Park, the second largest public
playground in America with 1400 acres
—Fairmount Park, in Philadelphia, the
site of the Centennial Exposition, be-
ing the largest. It contains a pro-
fusion of 552 separate species of trees,
and many hundreds of wild flowers. It
was here that the Panama-Pacific Ex-
position was held in 1915, and many
of the buildings erected on that oc-
casion are still in an excellent state of
repair, among the most prominent be-
ing the California State Building,
which was erected with an idea of per-
manence. It combines all the best
ideas of Spanish-Mexican. architecture
and contains many American antiques
of great value and interest. From a
200 foot tower erected adjacent there-
to may be viewed the entire park as
well as SanDiego and its immense har-
bor teeming with activity. Also
Coronado Peninsula, which forms
natural protection to the harbor itself,
but devoted to high grade residential
purposes. The Botanical Building is
said to be the largest lath-covered
building in the world and is still in an
excellent state of preservation.

The Musical Pavilion stands on a
high scenic point of land, overlooking
the Bay. The organ, said to be the
finest ever made in America for out-
door recitals, was given to the city by
John D. Spreckles, the sugar king. It
has four manuals and sixty-two speak-
ing stops, and contains cathedral
chimes, concert harp, drums and

cymbals. It cost upwards of $100,000,

and free concerts are given daily
through provisions made bv the donor.
Adjacent thereto is a natural amphi-
theater, a large concrete structure in
the shape of an inverted “U” surround-
ing a quarter mile running track, base-
ball diamond and football gridiron, and
seats 40,000. President Wilson, in
1919, delivered here an address to
more than 50,000. Also there is the
Painted Desert, covering five acres and
including a typical Indian pueblo, oc-
cupied during the fair by Pueblo,
Navajo and Apache Indians. At pres-
ent it is the headquarters of the Boy
Scouts.

 

While it has been in operation for
approximately six months, President
Hoover’s law enforcement commission
has been barely able to scratch the
surface of a huge task, which it now
looks would require several years to
properly accomplish.

Certain members now seem to think
that about the best thing to do is to
complete it with a grand rush of pub-
lic hearings, but I am inclined to think
such a disposition of the matter is not
what the President intended, when he
asked for the commission. What he
wanted was knowledge of the situation
rather than proposed legislation. Pub-
lic hearings do not get anywhere, ac-
cording to my notion. A report, prop-
erly compiled, coupled with sugges-
tions, might be a more adequate re-
turn for the expenditures incurred and
to be made. The personnel of the com-
mission ought to be a guarantee that
beneficial suggestions might be forth-
coming.

 

The strike of union bricklayers here
and in San Francisco is not over any
question of hours, wages or working
conditions. The men, receiving $11 a
day for eight hours’ work had no com-
plaints on this score. They quit work
on orders from Indianapolis, head-
quarters of their international union
issued for the sole purpose of attempt-
ing to impose the closed shop.

The hardships these men _ face,
thrown out of work just before the
holiday season, will not be felt in
Indianapolis, where the leaders who
forced the strike will continue to draw
fat salaries.

Los Angeles will hardly feel any ef-
fect for the reason that it has been an
open shop town for several vears, and
there will be no trouble in supplying
the labor deficiency, but the affair fur-
nishes an answer to a frequently assert-
ed claim that open shon employes are
anti-union. They work side by side
ordinarily, and seldom have any con-
flict. Frank S. Verbeck.

—_2+2s—___—__
Will Era of Mergers Terminate in
Panic?

During the past sixty years, accord-
ing to Ralph Borsodi, writing in a
recent issue of “The Business Week,”
there have been three periods of large
scale consolidations, the third of which
is still in progress.

Each of these periods, he says,
started with rising prosperity, specu-
lation and the entrance of large groups
of new investors tapping new sources
of capital, and the first two ended in
panic.

The present era of mergers cor-
responds to the others in its origin and
its development. It remains to be
seen whether it will be similar to the
other two periods in its outcome.

—__22s—_—__

It isn’t always the loud speaker who

attracts the largest audience.
—_—_22>——_
To get along, help along.

Growing Problems of Rehabilitation.

Rehabilitation is a large human en-
gineering undertaking devised for the
purpose of conserving the man power
of our State. During the past decade
industry has realized that there has
been considerable waste of material
things, and great efforts have been
made to conserve these material re-
sources of the Nation.

It is only within the last ten years
that any attention has been paid to
conserving our human_resources.
Along with the development of the
machine in industry, and the auto-
mobile in our social life, accidents have
increased at an appalling rate.

Every time the clock strikes the
hour it records the death by accident
of twenty-two people in .the United
States. This is figured on a 10 hour,
work day basis. On a 24 hour day it
means death of nine persons per hour.

A study of accident statistics dis-
closes that, as compared with the num-
ber of persons killed, 101 times as
many are seriously injured, disabling
them for a period of one week or more.
This means that two serious accidents
occur every second, or literally a seri-
ous accident occurs with every tick of
the clock.

The State is concerned with the re-
habilitation, training and placement of
those who are disabled through injury
in civil life, with a small Federal aid to
stimulate this interest.

Generally speaking, the 6,200 per-
manent total disability cases resulting
each year through accident, and the
378,800 permanent partial disability
cases, together with 231,000 persons
who are disabled annually by such ail-
ments as infantile paralysis, tubercu-
losis, osteomyelitis, and similar dis-
abling diseases, represent the field in
which a civilian rehabilitation program
may be projected. This makes a round
total of 600,000 persons disabled with
a permanent total or a permanent par-
tial disability annually.

This is the problem that confronts
the rehabilitation service of the re-
spective states maintaining such organ-
ization. In analyzing the 5,000 dis-
abled persons registered with the Wis-
consin State board of vocational edu-
cation, it is found that 36 per cent. are
employment accidents, 17 per cent.
public accidents, 38 per cent. by disease
and for 9 per cent. the disability orig-
inating at birth.

Society has recognized that a person
who has suffered permanent disability
in pursuit of regular employment is
entitled to compensation for such in-
jury. Likewise, he is entitled to such
service as will reinstate him in suitable
employment, providing the injury sus-
tained disqualifies him from continu-
ing at his previous employment.

Fitting a physically disabled worker
to resume the position of a wage-
earner in our economic society is not
only a measure of justice due the in-
jured person and a relief to his de-
pendents, but it is also a factor of
great importance to the community at
large. It relieves the community of
an unnecessary financial burden by
conserving time and money of that
community for other purposes.

George P. Hambrecht.

Sot att

 

Se ee

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7

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Se aera

 

 

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Forty-sixth Anniversary MICHIGAN TRADESMAN 7

 

 

 

.

rh
AANNOUNCEMENT—
i
j Increased sales, faster turn-over, more profits
—all are now available to salt dealers—with
| the establishment of the world’s fastest selling
‘ table salt package as a standard 1c seller.
5

Morton’s Free Running and lodized Salt—
‘‘when it rains - it pours’’—is now offered in

26 oz. packages packed 32 to the container.

Although four more pounds of salt to each
container is furnished, packed in 32 packages

instead of 24, the price per container remains

 

the same.

J . Eight more packages on which to make a

profit.
' The consumer wants the Morton’s brand—the
3 dealer prefers a profitable 1 0c seller. The new

: pack will increase your sales and profits.

 

t | MORTON SALT COMPANY
| Chicago

 

 

 

 

   

 

FORTY-SIX YEARS OLD.

In celebrating its forty-sixth birth-
day, the Michigan Tradesman offers
to its readers only a reminder of its
past policies and a promise of its future.
The present speaks for itself and calls
neither for explanation, self-praise nor
apology.

When the Abbe Sieyes was asked
what he had been doing during the
Reign of Terror, he is said to have
answered, “I lived.” Merely to have
had a life extended nearly to the half
century mark is something of an ac-
complishment in a period of history
which has witnessed changes of so
rapid and far-reaching a nature as
those which have affected almost all
human institutions and those of the
United States in particular.

We have not merely lived, but we
have lived and developed in a tract
or field of trade journalism in which
traditions were less definite and pre-
cedents far from being as clear cut as
in the more beaten paths of the edi-
torial profession. Commercial journal-
ism has its pitfalls and there are many
who have held it particularly subject
to dangers of a special sort. It has,
no doubt, in years past been less well
defended by canons of sound conduct
than has been true of those branches
in which public jealousy for the in-
dependence and truthfulness of news
and opinion is less active. Almost a
half hundred years of experience has
shown that it offers a task of equal
importance, a service to be rendered of
as high and important a quality and
a duty as difficult of performance as
presents itself to the publicist any-
where. To the rendering of such ser-
vice and the performance of such a
duty the Tradesman has single-mind-
edly devoted itself. The belief that it
was a public institution quite as truly
as a private business has been its guid-
ing idea.

The policy of the Tradesman has
been simple and can be corresponding-
ly simply stated—to furnish a truthful
and accurate survey of all current news
which has an importance to the com-
mercial and business world. Honesty,
both in its news and in its advertising
columns, and refusal to subordinate
its opinions to the wishes of special
interests, whether economic or polit-
ical, has been its principal canon of
conduct. It has not hesitated to call
attention to those conditions, whether
in State or Nation, which have been
inimical to the best interests of trade
and business, nor has it spared ap-
proval or support of men or measures,
however unpopular, whose efforts
seemed to be for the common interests.

But since the interests of business
and trade in the best and largest sense
are the interests of the community, the
Tradesman has, through the years,
found its sphere of activity steadily
broadening and has tended more and
more to devote itself to questions
which are of national and international
significance, as well as to the narrower
and more technical matters whose im-
mediate importance to the business
community is self-evident. It has thus
come to include within its scope prac-
tically the whole field of news. The

MICHIGAN

limitation which it has thought best to
observe is not only that of the “fitness”
of news for publication and reading,
but of its value and importance. The
volume of news which has a permanent
worth and is not merely of transitory
interest is so great as to require ex-
clusion of all that is of less value and
importance.

Relationships between the Trades-
man and its constituency have been of
a peculiarly close and sympathetic na-
ture. That this constituency includes
in many cases men whose views and
ideas are widely at variance with those
of the Tradesman itself, would, in any.
case, be inevitable. Yet we believe that
few, if any, readers of this publication
have ever had occasion to doubt its
desire to treat them fairly or its readi-
ness to give full publicity to their
thought, even where there was a wide
difference between such views or opin-
ions and its own. That in these cir-
cumstances it has succeeded in re-
taining a clientele of unusually per-
manent character, consisting of read-
ers, who, for many years, have, in
business matters, relied closely upon
the accuracy of its quotations and the
sincerity of its news and editorials is
a matter of legitimate pride in its past
record, as well as a stimulus to the
maintenance of an equally intimate
relationship with that clientele for the
future.

That our readers have steadfastly
maintained their confidence, support
and co-operation with oureaims, under-
takings and accomplishments we nat-
uarlly regard as an index of public
approval, but we have learned to value
the confidence of our constituency
more truly than their number. From
the purely business standpoint, it has
always been clear that the value of an
advertising medium is far more ac-
curately measured by the character of
readers and their belief in the truth-
fulness of the appeal to them than it is
by the circulation or distribution of
the publication. In advertising, as well
as in news, every trade journal owes to
its readers a duty which can be ful-
filled only by the exercise of keen dis-
crimination in the interest of absolute
truth.

It is past accomplishment which af-
fords the truest forecast of future
hopes and policies. The Tradesman
is to-day better equipped and more
extensively organized for the provision
of prompt and accurate reports upon
all economic and public questions than
ever heretofore. It owes allegiance
to no interest, organization or political
party. It has an eye single to im-
partial and honest journalism. Its
policy is, as it has always been, “the
open field and fair play” in both in-
dustry and commerce. It promises to
its readers in the future as in the past
exclusive devotion to the primary task
of a journalistic public servant—the
providing of accurate reports, sound
and truthful news, and unbiased opin-
ions upon matters of general and pub-
lic interest, paying particular attention
to those questions whch have a direct
bearing and vital influence on the mer-
chant, banker and business man gen-
erally.

TRADESMAN

In marking the completion of forty-
six years in the life of the Tradesman,
there is inevitably a sense of linking
past and present. Several pages of
to-day’s issue are devoted to an account
of the beginnings and to praise of the
men who, in days gone by, labored
with the founder to produce a vivid
embodiment of his ideal conception of
a trade journal worthy of the great
cause it aims to represent. Their names
and reputations hang, as it were, in the
picture gallery of the Tradesman.
Phiilips Brooks once spoke of the
feeling which a man ought to have
standing before portraits of his an-
cestors. They are his, if he lives a
life worthy of them. Should he have
proved recreant and degenerate, he
ought to be overwhelmed by the
thought that they would disown him
if they could.

Approval from friends and fellow
workers still alive cannot fail to stand
high among the rewards which come
to the Tradesman. On other pages are
printed to-day some of the greetings
which have been received by the
Tradesman on this anniversary. They
are noteworthy, both for their source
and their substance. For the appre-
ciation which they express the Trades-
man is deeply grateful. It is likewise
grateful for the suggestions and criti-
cism which appear in some of the
articles.

In this world it is always necessary
to remind ourselves that success does
not imply perfection. Continued life,
whether for a man or a trade journal,
should mean continued self-discipline
in the struggle for improvement. On
this day when so many felicitations are
coming to the Tradesman on what has
been, it sincerely hopes to deserve
them better in the future by demon-
strating that the best is yet to be.

The chief aim of the Tradesman has
been to produce a trade journal which
should be more and more a complete
and perfectly reflecting mirror of the
most important things occurring in
the world in which we live. It has
sought to keep its readers informed
of the best that is thought and done
by the men and nations that most
count. Continually has it striven to
enlarge and make accurate its reports
of what the leaders of world opinion
are saying and achieving. In its col-
umns have been given records fuller
than are to be found in any other trade
journal, serving alike for the immedi-
ate instruction of its readers and for
filing away as sources of future refer-
ence. Still faithful to the ideals of
him who brought it into life, it seeks
to get into print the manifold and ever-
changing story of science and discov-
ery, business trends and mercantile ad-
vancement.

Not all the innovations in trade
journal making have commended them-
selves to the judgment of the Trades-
man. It has had no prejudice against
a thing simply because it is new, but
it has always desired, after proving all
things, to hold fast only to that which
is good. It has tested the new by
enquiring how it would fit into and
make more vivid and efficient the old
and approved addition of high-class

Forty-sixth Anniversary

trade papers. It has wished not to
mistake a temporary swirl or eddy in
the stream for the main current. In
the unremitting effort of the modern
press to rival the Athens of Apostolic
times in going eagerly after some new
thing which might win attention and
extend circulation, many “features”
have been devised which bear plainly
upon their face the marks of freakish-
ness and insincerity.

Standing firmly upon its record of
the past, but with entire consciousness
that fidelity to former standards and
principles means adaptation of them to
the new conditions and problems to
which they must be applied, the
Tradesman will continue to offer its
service to its clientele in the same
spirit as heretofore, but with a broad-
ening basis of service and an increas-
ing recognition of the character of its
duty and responsibility in the greater
economic life of the Nation.

 

 

CO-ORDINATION NEEDED.

What the recent stock crisis has de-
veloped as plainly as anything else is
that, while industry possesses a mass
of statistical data upon its operations,
little progress has been made in co-
ordinating either this information or
various activities. A move in that di-
rection will be started this week at the
meeting of trade executives in Wash-
ington and it is to be hoped that a
helpful plan of co-operation will
triumph over the notions of individual-
ists.

It was not so long ago that the
trade association executive leaned quite
strongly to the “handshaker” type and
trade association affairs were definitely
of the social order. That era has pass-
ed in many cases although it still has
its strongholds. Now the trade organ-
ization worthy of its hire manages to
perform at least some worthy services.
However, the number of executives
who continue to give their best atten-
tion to personal ambitions and to ef-
forts to increase revenues without of-
fering additional value is still far too
large.

Unfortunately for business, profes-
sional jealousies and_ self-aggrandize-
ment in the trade executive ranks have
retarded that co-ordination and co-
operation which would go so far in
stabilizing progress. It would be a
good thing in the checking up process
which is now going on for the directors
of trade organizations to devote some
study to what their group employe
performs and to be particularly critical
if he is of the “yes man” type. It
would be well if these directors in their
analysis should strive to find what
other organizations have accomplished
so that their man could be rated.

Attention to this matter by trade
association memberships is needed. It
should raise estimation for those execu-
tives who are doing intelligent and
sincere work and lead to necessary re-
placement where a trade or industry
has a foe rather than a friend of
progress.

sanesnsmsamusnnausemnumumanmensmnanmmener sen al
noe ee

The small customer of to-day may
be your biggest customer some day—
if you treat him right.

 

ne Se ne ae

 

 

ere

eer eae

 

 

 

| What’s the reason for
| Maxwett House“Turnover *

 

You'll find the answer in
millions of coffee cups!
VER since the days—long, long ago

—when a rare and mellow blend of

coffee made its first public appearance in

Yeanneneeee ne an io » "
Scene tenet eee ie eens a eee ea Deis tine ee rm

the dining rooms of the old Maxwell
House, that same coffee has been prized
and preferred by continually increasing
numbers of people. Today, Maxwell House

is the largest selling packaged coffee in the

a a ee itis

world —and its sales are being boosted still
higher and higher by the largest advertis-
ing campaign ever put behind any coffee!

| MAXWELL
t HOUSE

é © 1929, G. F. Corp.

 

 

10

OUT AROUND.

 

Things Seen and Heard on a Week
End Trip.

The issue of this week celebrates the
forty-sixth birthday of the Tradesman
and also marks the beginning of our
forty-seventh year of publication with-
out change of, editorship, ownership
or business management.

Forty-six years is longer than most
men are permitted to pursue a single
occupation devoted to a particular pur-
pose or the exploitation of a single
ideal. The writer feels profoundly
thankful that he has been spared so
long to follow the vision of youth and
amplify it through long years of faith-
ful service and adherence to what he
conceives to be his duty. He also
indebted to the many
thousand patrons who have accorded
him such generous support and en-
couragement in  unstinted measure
over so long a period. In many cases
the relation between publisher and
patron has been transferred from fath-
er to son; in hundreds of instances we
are now serving the third generation
of the men whom we started out with
more than two generations ago.

feels deeply

Few men remain on the firing line
as long as I have stayed by the
Perhaps it would have
been the part of wisdom to have re-
tired years ago and turned the duties
and responsibilities over to a younger
and more energetic man; but candor
compels the statement that I have be-
come so enamored with the work I
aim to accomplish from day to day
that it has come to be regarded as a
labor of love. To abandon it at this
time would deprive me of the greatest
pleasure which has ever come into my

Tradesman.

life—the feeling that I am _ pursuing
a career which yields some measure
of satisfaction, enjoyment and profit to
my patrons, a comfortable living for
my associates and a margin for myself
which enables me to make regular dis-
bursements to charitable and philan-
thropic causes which I could not assist
so generously and effectively in the
earlier vears of my career.

No period in recent years has ex-
emplified the stability of the mercan-
tile business as has the past year,
which has been a time of reckoning
for many lines of industry. Inexperi-
enced merchants and those who have
undertaken to carry too many accounts
on their books and too heavy a bur-
dent of indebtedness have fallen by the
wayside: but the percentage of mer-
cantile failures has been smaller than
the record in most other lines of busi-
ness activity, proving conclusively that
the distribution of merchandise is one
of the most stable undertakings in
existence.

The greatest menace which con-
fronts the mercantile fraternity to-day
is lack of experience, education and
capital on the part of new aspirants
for recognition as store keepers. This
situation will continue so long as men
insist on embarking in the mercantile
without practical

business previous

MICHIGAN

training and with too meager capital
to enable them to achieve success.
Merchandising should be regarded as
a profession and not as a makeshift.
The man who hangs out his shingle
as a lawyer or doctor must first de-
vote a half dozen years to study and
observation. Unfortunately, the aver-
age merchant assumes he can under-
take the work of distributing merchan-
dise without previously acquiring an
intimate knowledge of the merchan-
dise he intends to handle and—what is
infinitely worse—that he can achieve
success without immediately becoming
a close and careful student of markets
and market conditions. As a rule,
such a man does not post himself to
any extent by the perusal of books
and. trade journals devoted to mer-
cantile topics. As a result of this
erroneous conception of the proper
qualifications for a mercantile career,
our cities and towns are being over-
run with foreigners who open stores
on meager capital, conduct them with-
out any regard for decency or cleanli-
ness, never lock their front doors,
violate every theory of good business
and every tenet of business honor, talk
excellent English when they purchase
goods but are tongue tied when asked
to pay for them. This influx of ignor-
ant foreigners tends to bring the sys-
tem of retail distribution into disrepute,
creating distrust and disgust in the
minds of those who are so unfortunate
as to be compelled to patronize such
establishments conducted by men with
swarthy faces, dirty hands and dirtier
mortals, who recognize no law, human
or Divine; who insist on keeping open
Sundays, holidays and practically all
night; whose stores are utilized as
sleeping rooms and nurseries; whose
goods are contaminated by filth of all
kinds.

The time has certainly arrived when
no one should be permitted to handle
merchandise until he has submitted
to an examination before a competent
tribunal and demonstrated his fitness
to cater to the needs and necessities
of the people in a proper manner.
Until such qualification is demanded
of the merchant, before he is permit-
ted to engage in business on his own
account, merchandising will never rise
to the dignity of a profession, as it
should.

The appearance of new alignments
in the chain store field and the failure
of several chains already established,
owing to their inability to function
properly, leads to the conclusion that
the reign of the independent dealer is
to continue for many years to come.
People of discriminating taste and
large buying power will nearly always
favor the service dealer, no matter
what inducements the chains may pro-
claim in the way of cut prices and low
quality merchandise.
studies the
boastful competitor and profits by the
things he learns by contrasting chain
store methods with his own practices,
he needs lose no sleep over the en-
croachments of the chains.

If the regular

dealer methods of his

Some of my friends in the grocery

TRADESMAN

trade have adopted the chain store
system, so far as the non-delivery of
goods is concermed, and assure me
they are making more money than
they ever did doing business on the
service plan.

When I embarked on the work of
exposing the frauds and cheats who
prey on the credulity of unsuspecting
merchants I assumed that I would
soon free the mercantile fraternity of
crooks of this character. Instead of
the number diminishing, it has been
steadily increasing, not only numer-
ically but in craftiness of design and
boldness of execution. One reason for
this is, of course, the constant influx
of new and inexperienced merchants
who furnish fuel for the flames. With-
out this supply of fresh material the
wicked propaganda of deceit and fraud
would be very greatly curtailed.

If every merchant would follow the
Tradesman’s frequently repeated ad-
vice and never pay any money in ad-
vance to a stranger or sign any agree-
ment without reading every word
above the signature, much of the enor-
mous and humiliating losses which
the mercantile fraternity sustain in
dealing with sharpers would be saved.

I have no patience with the merchant
Such a
man possesses precious little value to
because the man
who does not make good use of his
opportunities in this world ultimately
finds himself in the bankruptcy court
or the poorhouse. He is merely “flot-
sam and jetsam on the wild, rude sea
of life,” as Ingersoll eloquently de-
scribed the no-account business man.

who is “too busy to read.”

any trade journal,

 

I regard this anniversary edition as
one of the most interesting of the
long series of special publications the
Tradesman has put out during the past
forty-six years. Many of the contribu-
tions are timely and didactic, while
others possess historic interest of great
value. I have undertaken to deviate
from the programme of previous years
and present an entirely new set of
topics or at least new treatments of
old topics. I hope my readers will
concede that I have succeeded in
making a while anniversary
edition.

worth

I wish to avail myself of this op-
portunity to extend my hearty thanks
to both the contributors and adver-
tising patrons who have made possible
so comprehensive a compendium of
good things. E. A. Stowe.

————_++.>—___

Sausage Skin Dealers Accuse Racket
Makers.

Sausage-skin magnates of London,
England, are protesting against the
tennis racket makers grabbing all the
catgut to make racket strings. “We
feel strongly about the matter,” one
of the magnates says, “because the
tennis magnates are seizing all the
catgut in the market to make their
strings, and we can hardly get any to
make our sausage skins.” The “cat-
gut,” incidentally, comes from fresh
skins of sheep,

‘Forty-sixth Anniversary

TWELVE CHARTER MEMBERS.

Merchants Who Started With First
Issue of Tradesman.

The Tradesman possesses a most
distinguished roll of honor; of which
it is exceedingly proud. It comprises
the names of btsiness men who have
been on the subscription list of the
Michigan Tradesman ever since the
first issue, forty-six years. ago. The
Tradesman very much doubts whether
any other trade publication can present
such a collection of faithful followers
as the following :

Amberg & Murphy, Battle Creek

Frederick C. Beard, Grand Rapids

F. H. Bitely, Lawton.

E. S. Botsford, Grand Rapids. -

Wi'liam J. Clarke, Harbor Springs

O. P. DeWitt, St. Johns

J. L. Norris & Son, Casnovia

Charles G. Phelps, Alma

Thompson & Co., Newaygo

M. V. Wilson, Sand Lake

O. A. Wolbrink & Sons, Ganges

L. M. Wolf, Hudsonville.

Five years ago there were twenty
on this list. In the meantime five
have died, as follows:

Chas. H. Coy, Alden

Richard D. McNaughton, Fruitport

D. Gale, Grand Haven

Chas. E. Belknap, Grand Rapids

H. P. Nevins, Six Lakes

Three have retired from business,
as follows:

Walsh Drug Co., Holland

Wisler & Co., Mancelona

Milo Bolender, Sparta

co
Asks Curb on Cigarette.

The Board of Temperance, Prohibi-
tion and Public Morals of the Meth-
odist Episcopal church, in a_ recent
publicity sheet, came out against the
advertising methods of manufacturers
of cigarettes and called on Congress
to take action.

After a reference to Senator Smoot’s
recent proposal to proceed against
tobacco manufacturers, the Methodist
Board says: :

“But the time seems to have come
when Congress should go further than
this. There are many people who be-
lieve that the time has come when
Congress should consider the propriety
of protecting the American home and
reserving to American parents the
health education of their children by
excluding from the radio and _ the
United States mails all cigarette adver-
tising.

“There is not the slightest doubt
that such proposed legislation would
receive the support of millions of
Americans who have stood about all
that they can stand or intend to stand.

“It is not contemplated to deprive
the adult users of cigarettes of the
opportunity to purchase them. But
there is a majority sentiment in at
least 300 Congressional districts pre-
pared to demand the protection of
American childhood.

——_2-.____
The law of worthy life is funda-

mentally the law of strife. It is only

through labor and painful effort, by
grim energy and resolute courage, that
we move on to better things.

 

 

 

 

 

 

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN 11

 

Stores and Restaurants Everywhere
have found a way to make more money

 

aes

 

They are cutting

 

 

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L* you operate a store, a restaurant or any
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write for our new free books. Let us show you
how it will actually pay for itself as you pay
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Read the complete story

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111 Pearl St., Grand Rapids. Mich.
Please send me free copfes of books checked below:
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12

FINANCIAL

Listing Adds To _ Desirability of
Security.

An almost complete absence of bids
for a score or more of stocks listed on
the New York Stock Exchange on
several days at the height of the re-
cent voluminous selling raised the
question of the value of listing on a
recognized exchange.

Unquestionably the fact that a se-
curity enjoys a listing privilege adds
something to its value, for most in-
vestors want to know the market
value of their holdings from day to
day and depend on quotations and
records of transactions published in
daily newspapers to keep informed on
market variations.

The fact that a security is listed,
however, does not necessarily always
insure marketability; other factors are
Many

for instance, enjoy greater mar-

unlisted

iportant.

  

than some inactive listed

 

Pointing out that the value of a com-
mon stock and presumably its price

depend largely on the company's earn-

A. G. Becker & Co. say in a com-

 

ment on the subject that there is, gen-
erally speaking, no fixed value under-
lying junior shares—no call price, no
fixed rate of return, to stabilize the

1
market.

“Only stabilized earnings will, in the
long run, do that,’ says the firm.
“In the case of stocks the central
market afforded by a stock exchange
can perform a necessary service. Here,
where trade in common stocks con-
verges, earnings. prospects and other
influences affecting value are taken in-
to account and subjected to the com-
posite appraisal of buyers and sellers,
the resultant being a market price
which over a period of time tends to
be fair.

“With respect to a bond, the
Here the

situa-
tion is somewhat different.
fixed rate or return, the fixed maturity,
the fixed call price combine to hold
market fluctuations within a narrow
range determined largely by prevailing
interest rates. It is estimated only 10
per cent. of transactions in listed bonds
take place on the exchange.”

The inexperienced investor usually
feels his position is strengthened by
holding a listed issue, the firm con-
tinues, but he “should realize that
other unlisted issues may be traded in
just as actively and that extreme mar-
ketability, like other investment fea-
tures, costs something.

“This cost is reflected in a lower
rate of return that must often be ac-
cepted on such issues, as against others
of comparable security which are un-
listed.
extreme

The investor rarely needs such
marketability except on a
small fraction of his holdings.”
William Russell White.
[ Copyrighted, 1929.]
——_-- > --
Rail Shares Acted the Best in Slump.
Common stocks listed on the New
York Stock Exchange fell from 7 to
98 per cent. in value from the high
prices of the year in the sweeping de-
cline of October and November, the
average for 688, virtually all the ac-

MICHIGAN

tive issues, being 53 per cent., accord-
ing to a compilation by Hamershlag,
Borg & Co.

An analysis of this slump brings out
Public
utility shares sank to the greatest ex-
tent as a group, while rails held up the
best, with industrials following a mid-
dle course.

A little-known stock, the Northern
Central Railway, lost only about 7 per
cent., from its peak for the year, while
White Sewing Machine tumbled 98 per
cent., from 48 to 1.

An examination of the stocks on the
basis of price classes shows that the
lowest grade—that is, stocks selling
from $1 to $50 a share—recorded the
sharpest decline—60.3 per cent. All
things considered, this group should
show the greatest recovery on a rally.

The next class, from $51 to $100 a
share, showed a decline of 55.8 per
cent., while the third group, from $101

some ineresting comparisons.

to $150 a share, dropped 49.6 per cent.,
and the fourth class, from $151 to $200
a share, lost the least in percentage,
49.3 per cent. Stocks selling above
$200 a share declined 49.5 per cent.

Although thirty-four stocks were
classed in the $200 group before the
smash, only four failed to dip below
this level: American Express, Peoples
Gas, Hocking Valley and Central of
New Jersey. Of the thirty-two stocks
in the $151-S200 range not one failed
to break the minimum, while in the
third group only four of 104 maintain-
ed their classification.

“Public utilities suffered the great-
est declines,” says the analysis; “next
came the industrials, and those least
affected by comparison were the rail-
roads.

“Among the utilities Detroit Edison
dropped from 385 to 151, Peoples Gas
and Coke from 404 to 208, Standard
Gas and Electric from 24334 to 73%.
Among the industrials Adams Express
showed the greatest loss in points, from
750 to 200 for the old stock; next came
Case Threshing, from 467 to 130, and,
third, Otis Elevator, from 450 to 195.
Among the railroads Hocking Valley
declined 225 points, New York & Har-
lem 224 and Chesapeake & Ohio 120.”

William Russell White.
| Copyrighted, 1929.]

—_2- > _____
Market Psychology Has Been Changed
By Break.

We are witnessing a period of mar-
ket reconstruction similar in respects
to that immediately following previous
stock panics.

Instead of accepting every bullish
report at its face value as before in-
vestors now have questions to ask.
They want to know the hard-pan basis
of values for particular stocks. They
want to know whether present reced-
ing tendencies in business will be
checked soon. They want to know
what industries might reasonably be
expected to weather best a_ possible
They want to
know whether easy money is here to
They want to
know what securities will give the best
return with the least risk. They want
to know whether to buy stocks or
bonds.

recession in business.

remain for a time.

These questions reflect a very dutfer-
ent market psychology from that pre-

Forty-sixth Anniversary

TRADESMAN

 

 

 

The Measure of a Bank

The ability of any banking institution
is measured by its good name, its financial
resources and its physical equipment.

Judged by these standards we are proud
of our bank. It has always been linked
with the progress of its Community and
its resources are more than adequate.

 

GRAND RAPIDS SAVINGS BANK
“The Bank Where You Feel At Home’’
16 CONVENIENT OFFICES

 

 

 

 

 

 

 

 

I> Once up-

on a time, you went
to your banker for
accommodation...
now you go to him
for service. And the
whole evolution of
banking, as con-
ceived by the Old
Kent, lies in that
difference. Do you
know just how far
the Old Kent goes to
serve you? If you
don’t, why not find
out? An investiga-

0oLD
KENT
BANK

Sant

14 OFFICES

RESOURCES OVER
$40,000,000.00

tion might prove
lastingly profitable!

 

 

 

 

 

 

 

ee

 

 

 

 

 

ee

ee

ee a

Forty-sixth Anniversary

MICHIGAN

 

TRADESMAN

13

 

vailing before early autumn. A con-
tinuous bull market for five years had
lulled many traders into the belief that
no major setback would come in times
of prosperity. Old yardsticks for
measuring market values on an earn-
ings basis had been discarded. In the
new era of prosperity it was presumed
that common shares might climb to
almost any level.

The heavy inflow nowadays of odd
lot buying orders from persons with
cash to take up stock indicates plainly
enough that investors have not lost
faith in the future of American cor-
porate business. In the last week or
ten days the financial district has been
flooded with orders of this character.
But the buying now is more intelligent
than it was three months ago and in-
deed more intelligent than it has been
in the past year or two.

Fortunately the financial district is
not attempting to ignore the unfavor-
able factors or to exaggerate those
plainly favorable.
garding the time it will take to re-
capture the market peaks so recently
set. It will be a new experience in
American eventually the
market does not get back to its former
high levels. The country has witnessed
four or five major bear markets in the
last quarter of a century but in every
instance prices finally rallied to levels
even higher than those before the
breaks. Paul Willard Garrett.

[ Copyrighted, 1929.]

ooo _

Opinions differ re-

history if

Thousands of Small Investors Still
Have Funds.

A veritable tide of transfers putting
stock into odd lots these days reflects
the entry into the market of small in-
vestors who can still put up cash.

The rush to buy stock in small lots
resembles in respects the recent
scramble to sell in large blocks. What
is the full significance of the present
demand by investors for five, ten or
fifteen shares nobody can say with
certainty. At least this much is true.
It is an undisputed testimonial to the
great volume of funds still held by
persons in moderate means at a time
when it had seemed that nobody had
anything left to put into the stock
market. It is more. It is eloquent
testimony to the confidence of small
investors in the future of American
corporations.

This cushion of small buying orders
must be accepted as one of the strong-
est evidences of technical strength.
That the entry of the small investor
into the market on a cash basis at
this time indicates a definite turn up-
ward in the market is not a conclusion
so easy to reach. In the financial dis-
trict some good authorities look on the
new .movement as a pretty reliable
sign of improving market conditions.
But other equally shrewd judges re-
fuse to draw any conclusions regard-
ing the long trend.

It is not necessary for the time to
go beyond the observation impressed
on everybody by the inpouring volume
of small buying orders that the re-
cuperative powers of the country ex-
ceed all calculations.

Less than a month ago the stock
market decline was viewed by many

as a calamity from which the rich and
certainly the poor could not hope to
recover for years to come. That with-
in the month in which new record lows
of the 1929 panic were set the financial
district would witness an unprecedent-
ed demand for stock from small buy-
ers was the last prediction ventured by
Yet that fact, its
full significance we must await future
developments to judge. Perhaps it
underlying

anybody. is the

has no meaning beyond

what it shows of the recuperative
powers of a growing country.
Paul Willard Garrett.
[Copyrighted, 1929.]
—_—_2++.>___
Flying in the Antarctic.

Commander’ Byrd's recent
flight in the Antarctic, which carried
the American flag almost within the
shadow of the South Pole, is a thril-
ling example of what modern invention
has done for polar exploration. The
combination of airplane and aerial
photography has made possible scien-
tific observations which in the early
days of expeditions in the Antarctic
could not have been made at all.

As the airplane passed on its flight
south it overtook the geological party
same
destination at the base of the moun-
tains which separate the Barrier from
the two-mile high plateau in the center
of which lies the South Pole. It was
proceeding painfully by dog team at
the rate of about ten or fifteen miles
a day, while the airplane soaring over-
head was flying at 100 miles an hour.
Commander Byrd could do in a day
what the men on foot could accom-
plish only in months.

Nevertheless, this
that the airplane has enterly supersed-
ed the dog sled. The progress of the
latter may be slow and laborious, but
given time it will reach its destination.
What is more, the party on foot es-
capes many of the dangers which con-
front the flyers in storms and forced
landings. It can make camp and await
better weather, while the flyers would
probably find their plane blown away
in any bad storm. If aviation has
revolutionized Arctic exploration, we
are glad to have this evidence that the
dog team still plays an important role.

——_2 2+ >___
Too Late.

A new governor of a Southern state
gave an elaborate reception at the ex-
ecutive mansion, following his inaugu-
ration. Callers left their hats and
wraps in a bedroom in charge of an
old colored servant, the check system
not being in use.

At a late hour a city politician upon
leaving was experiencing much diffi-
culty in locating his hat. Finally, much
embarrassed, he asked Uncle Ned if
he had seen anything of his hat.

Uncle Ned enquired, “What kind of
a hat was youse?”

The politician replied, “Mine was a
brand new one and cost me five dol-
lars just yesterday morning.”

Uncle Ned chuckled and said, “Why,
Good Lawd, Boss, all de new hats has
bin gone foh ovah a hour.”

—__22 >

The greatest waste of time is the
time spent impressing others with our
importance.

most

which was proceeding to the

does not mean

 

 

Investment Securities

E. H. Rollins & Sons

Founded 1876

Phone 4745

4th Floor Grand Rapids Savings Bldg.

GRAND RAPIDS
Philadeiphia

Los Angeles

New York
San Francisco

Boston Chicago Denver

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Investment Securities

GRAND RAPIDS— MICHIGAN
506-511 GRAND RAPIDS TRUST BUILDING

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THE MILL MUTUALS
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Representing the

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14

The Trade Battle of the Future.

If the Federal Trade Commission’s
investigation of chain store merchan-
dising in the United States is suffi-
ciently thorough to determine accu-
rately how far these systems contribute
savings, it will have
served a good purpose. The Com-
mission also has announced that it
will investigate chain store combina-
aspect, to see
whether they comply with the Clayton
and Sherman acts. This, however, is
a matter of legal quibble. Consider,
for instance, the paradoxical situation
if it should be discovered that chain
stores actually are of very great aid
and benefit to the consuming public,
but at the same time should be found
to be operating in violation of anti-
trust laws!

To-day sees 10,000 chain systems,
operating 100,000 stores, in the United
States, with a sales volume last year
of between eight and ten billion dol-
lars. These extend into practically
every line of business—alphabetically
from automobile accessories and bar-
ber shops to sporting goods and wall-
Each system has back
advantages of
economies in cost of management and
operation and quantity purchase prices.
Just as old methods of manufacture
have given place to mass production in
certain fields, notably in the automobile
and allied lines, just so the methods
of selling goods of the past are given

to household

tions in their trust

paper stores.
of it the undoubted

way to mass distribution.

Naturally, the chain systems are
meeting with violent opposition from
rural banks, backers of independent
merchants; these retailers themselves,
certain manufacturers and the various
group buying systems, like jobbers’
chains, resident buyers’ chains and co-
operative groups of independent stores.
The trade battle of the future, how-
ever, as an advertising consultant re-
marked in an address in Louisville,
will not be between independents and
chains, but between chain systems
themselves. This inter-chain compe-
tition may negative the advantage held
by chains over the independent mer-
chant.

More chain systems may be estab-
lished, but it appears probable that
inter-chain competition will result in
a reduction of their number, through
consolidation. One big grocery chain
of the Middle West during the past
year absorbed half a dozen others. The
very nature of the chain, too, is chang-
ing. Shoe chains are taking on hos-
iery and women’s apparel; drug stores
have gone into the restaurant and
candy business; mail order houses are
forming retail chains. Thus competi-
tion is heightened.

But the day of the independents is
not done, despite the fact that many
have been forced out of business. Prob-
ably the independents will be obliged
to adopt syndicate buying methods,
but individuality in a retail shop, im-
proved store arrangement and display,
will continue to be factors in attract-
ing trade.—Louisville Courier-Journal.

—_>-- 2.
The Werk of Landscaping National
Parks.

The National Park Service, which
is charged by law with the preserva-

MICHIGAN

tion of the scenic features of the Na-
tional parks, inevitably is faced with
more serious landscape problems than
any other bureau of the Federal Gov-
ernment. To meet these problems
adequately, from a professional and
public standpoint, it has, as an integral
part of its organization, a landscape
architectural division.

The function of this division is two-
fold: To see that no construction of
any kind is permitted that will dis-
turb a major scenic feature of a na-
tional park; and to insure the place-
ment and construction of all develop-
ments in as unobtrusive and natural a
manner as possible.

No class of developments escapes the
surveillance of the landscape archi-
tects. Where Government buildings
are under consideration, the architects
draw plans that will permit the blend-
ing of the new structures into the
landscape as inconspicuously as pos-
sible; and where construction to house
the activities of the various public
utility operators is concerned all plans
must receive the favorable recom-
mendation of the landscape men before
approval is given the project.

Wherever possible, buildings, both
governmental and public utility, are
constructed of native stone and wood,
which makes for landscape harmony.
Outstanding among the newer achieve-
ments along this line are the new
Ahwahnee Hotel in Yosemite Valley,
which although several stories high
and containing over 100 rooms, viewed
from a short distance seems hardly
more than a bungalow as it nestles in
the trees in front of the great gray
cliffs of the valley; the Grand Canyon
lodge, on the North rim of the Grand
Canyon, so skillfully designed and
constructed that it appears almost to
have grown as a part of the Canyon
walls; and the new administration
building at Longmire Springs, in
Mount Rainier National Park, which
is one of the finest structures ever
erected from national-park funds.

3uilt of glacial boulders to the sec-
ond story window ledge, with long
slabs and a shake roof, it is so located
and constructed that it fits into the
landscape as though it were a part of
the natural surroundings. It is a
striking example of careful designing,
and is a distinct credit to the landscape
architects.

To obtain the best solution of the
questions involved, under authority of
Congress expert advisers were ap-
pointed by the Secretary of the In-
terior to make a study of the entire
matter.

Another interesting study has just
been carried on in Crater Lake Nation-
al Park by Dr. Arthur L. Day, director
of the geophysical laboratory of the
Carnegie Institution, in co-operation
with service landscape architects and
engineers. In this survey especial at-
tention was given to the location of
roads in the park from the point of
view of landscape preservation and
preserving and reaching the elements
of scientific and educational value.

Horace M. Albright.

—_—_++2—____

The man who thinks he is too smart
to learn is too ignorant to know how
ignorant he is.

TRADESMAN Forty-sixth Anniversary
See Gain in Fabric Gloves. slip-on glove and the long mousque-
Business in fabric gloves this sea- taire. In fancies the trend of orders
son has not been up to expectations, booked so far is toward tailored types
the style trend to kid lines and warm with flare cuffs for the new ensemble
weather earlier being cited as major silhouette. Lighter shades will replace
influences on the demand. Spring lines the dark ones of the Fall season, with
now being shown, are expected to do particular emphasis on the light tans,
better. They reflect a tendency to the biscuit and white.

 

Always Sell

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“The Flour the best cooks use.”’

Also our high quality specialties

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Rowena Golden G. Meal Rowena Buckwheat Compound
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VALLEY CITY MILLING CO. Grand Rapids, Mich.

 

 

 

 

 

Phone 86729 Night Phone 22588

THE INVESTIGATING AND ADJUSTMENT CO., INC.
COLLECTORS AND INSURANCE ADJUSTERS
Fire losses investigated and adjusted. Bonded to the State of Michigan.
Collections, Credit Counsel, Adjustments, Investigations
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GEO. B. READER
Wholesale Dealer in
Lake, Ocean, Salt and
Smoked Fish
1046-1048 Ottawa Ave., N., Tel. 93569
GRAND RAPIDS, MICH.

 

 

 

 

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Merchant Freight Transportation with Store Door Delivery
Over Night Runs between Chicago and Grand Rapids

DAILY SERVICE
GRAND RAPIDS MOTOR EXPRESS COMPANY
General Offices 215 Oakes St., S. W., Grand Rapids, Michigan
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Forty-sixth Anniversary

MUTUAL FIRE INSURANCE

 

Bucket Brigades Do More Damage
Than Fires.

Dearborn is a little village in Platte
county, Missouri, its population is
some 550 and the problem of fire pro-
tection is present there the same as any
other. town, city and section.

The Bucket Brigade is Dearborn’s
method of fire protection and it is no
disgrace to have a bucket brigade when
the citizens of the town are fire con-
scious and on their toes every time the
alarm sounds.

The bucket brigade was the first
form of organized fire control of which
we have any knowledge and years ago
it formed the chief defense against
fire in our large cities.

Fire protection, like other systems,
has gone through an evolution and our

modern fire protection system is quite.

a contrast to the bucket brigade. How-
ever, the bucket brigade was the start-
ing point for organized protection and
many hamlets in Dearborn’s class to-
day, will be buyers of fire apparatus
and equipment to-morrow. There are
many towns in that class that will be
the proud owners of a fire pumper and
a volunteer department in a few years
from now.

Thus the market for fire protection
products increases and after surveys
of the fire field one begins to question
whether we have even scratched the
surface of this potential market.

Villages like Dearborn grow into
sizable towns and even though Dear-
born doesn’t grow and isn’t large
enough to purchase a fire truck—it will
be included in some rural service plan
of some nearby city and the bucket
brigade will gladly place their buckets
on the hook never to do a fire service
again.

The important factor is that Dear-
born is fire conscious—the citizens
realize the destructive effect of fire and
are ready at all times to fight the Old
Demon. :

Many of us undoubtedly have taken
part in the activity of the bucket
brigade, which is interesting to watch.

When a fire is reported in Dearborn
the telephone operator is aroused from
her sleep and she immediately plugs
into all the city telephones, ringing
them furiously until everyone has an-
swered her call. As soon as central’s
first round of warning is complete,
lights begin to flash in houses all over
town. Every man jumps into his over-
alls, dashes out to the fire with shoes
untied, often sockless with one sus-
pender fastened.

Then the clanking of the milk
buckets starts and they’re off to the
fire which is a “free for all” and
“everybody’s fire!”

If a member of the bucket brigade
is not sure that he can get water at the
location of the fire he fills the pail
from his own pump or well and runs
to the fire.

When an alarm is received, there are
sounds of closing doors of homes,
creaking of pumps, hurrying of feet
along the street, the cracking of burn-
ing timber, the cackling of hens and
the crowing of cocks.

When the men arrive on the scene

MICHIGAN

they take no time to argue—everyone
is chief and everyone a fire fighter. The
idea is to get as much water as pos-
sible on the fire. A few men mount the
pumps, while others carry and hand
up the buckets of water. Others stand
‘on the roof or points of vantage and
dash the water on the flames.

If the fire is large enough the men
divide into groups, working from dif-
ferent wells and attacking the fire from
as many angles as possible.

Ministers, priests, doctors, teachers,
merchants, farmers, bankers, and
every man within a radius of about a
mile stand side by side to fight the
blaze. No one is exempt.

The bucket brigade still exists—it
always will—it is the forerunner of
better and modern protection in the
countryside.

——_—__>++ +

Interest Developed in New Season
Outing Flannels.

Outing flannel buyers are prepared
to hear about price announcement on
1930 lines during the present week. A
number in the primary market have no
immediate plans in this connection, but
will be ready to start the season if they
find others prepared to lead the way.
More likely, say a number, the move
will be initiated in the fancy field in-
stead of in the plain color and bleached
division.

The plan is to provide for the cut-
ting trade who are accustomed to be-
ing taken care of at the earliest pos-
sible moment consistent with good
merchandising among primary sellers,
Whether. ample returns will follow
upon the offering of new lines is prob-
lematic at this time. Important buy-
ers are desirous of getting their gar-
ment lines priced on a basis consist-
ent with piece goods values.

Buyers say they would be pleased
to see mills reflect a strong selling
attitude, in line with what the period
justifies. Producers have thought out
the problem and conjectures in the
market are to the effect that there will
be materially little price difference be-
tween what has been done on yardage
and what is planned for the new sea-
son.

It will not be before January that the
jobbing interests of the country will
be considered in connection with a
pricing policy. This satisfies this im-
portant division.
ket are prepared .to see jobbers oper-
ate slowly, though they wouid be far
more eager to place contracts if they
believed that mills are not going to
make more goods than they see a rea-
sonable chance of selling.

Many look back over the past sea-
son and gain comfort from the fact
that the merchandising of various lines
was reasonably consistent and best of
all, there was an avoidance of yardage
accumulations. At the present time,
reports state, producers are exception-
ally low in their inventories and are
on the point of benefiting by addition-
al yardage demands on them.

—_—_2+>—_—__

If Lincoln found time occasionally
to smile, even in the midst of war, why
should we go around with chronic
grouches because of our petty incon-
veniences?

Factors in the mar-

 

TRADESMAN

15

 

CANDY FOR CHRISTMAS

7

Christmas Mixtures — Cream Mixes
Chocolate Drops and Specialties

LOWNEY’S Box Chocolates
PUTNAM FACTORY

NATIONAL CANDY CoO., INC. GRAND RAPIDS, MICH.

 

 

 

 

North American Trust Shares

A fixed investment trust, of new, improved type, pro-
viding every good feature desired by prudent investors
SAFETY—No corporation with less than $100,000,000 capital stock was

accepted for the portfolio;
DIVERSITY—28 stocks of the required worth, or more, the aggregate assets
of the corporations being $22,000,000,000;

MARKETABILITY—Through the sectional distributors of North American
Trust Shares, or the Guaranty Trust Co., of New York, shareholders may
convert their holdings into cash at any time;

YIELD—An average of 13% per annum, brought about by the sale of stock
dividends, share splits and rights, and adding the revenues therefrom to
the dividend fund.

A. E. KUSTERER & CO.

303-307 Michigan Trust Bldg.

GRAND RAPIDS, MICH. PHONE 4267

 

 

 

 

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.

 

 

 

OUR FIRE INSURANCE
POLICIES ARE CONCURRENT

with any standard stock policies that
you are buying

The Net Cots 2 O% Less

Michigen Bankers and Merchants Mutual Fire Insurance Co.
of Fremont, Michigan

 

WILLIAM N. SENF, SECRETARY-TREASURER

 

 

 

PLAYING WITH LAND.
It Lightens the Cares of This
World.

One day long ago with some com-
panions I dropped down on that won-
derful ocean beach near the Hague to
watch the people gathered there from
all the nations of Europe to enjoy the
seashore. It was in summer and scat-
tered over the beautiful beach were
groups of people. I noticed a little girl
who was playing in the sand, all by
herself, and I judged she was an Eng-
lish giri, so I dropped down beside her
and began talking with her. She was
engaged in changing sand with a spoon
from one receptacle into another, and
when it was filled she turned it out
and filled it over again. I asked her
if she was having a good time and she
said, “I like to play here,” and I called
her attention to a sailboat on the water
which was dancing up and down and
asked her if she didn’t think it was a
pretty boat and she said it was. Then
I asked her about groups of people
she could see and she looked where I
pointed and answered me briefly and
then, as if wearied with my questions,
she went on with her spoon playing
with the sand, dipping it from one
place to another, letting the dry sand
trickle through her fingers and evi-
dently having a most delightful time.

When I was a child about the same
age as this little girl, I visited with my
parents an aunt of mine living near
Milwaukee. All of the land tributary
to Milwaukee is heavy clay and at my
own home this was particularly true,
but at Aunt Elizabeth’s there was a
great pile of sand in the back yard
and I was delighted to take the sand
from this pile and build mountains
nearby and made walks and all sorts
of childish things, and after a time my
mother said, “Charlie, it’s time for us
to go home,” and while I do not re-
member this Mother
years after told me about it and I re-
plied, “I don’t want to go home.” “Do
you like Aunt Libbie better than your
father and mother?” “No.” “Well, then,
why shouldn’t you want to go home?”
“Because it’s easier digging here,” was
my reply. These illustrations graphi-
cally, it seems to me, bring to us the
love of digging in the soil on the part
of children.

One time not many years ago when
I was in ill health and trying to get
all I could out of life by the side of
Lake Michigan, I took a bevy of chil-
dren, boys and girls, for a walk, and
I said to them, “What shall we do?”
and the reply came from several of
them, “Let's play with the land.”
“What do you mean by that?” “Oh,
let's have some fun by making things
out of the land,’ and they led me to
a little rill running down from a
spring toward the lake and finally los-
ing itself in the sand. They said this
was a good place to play. I was sim-
ply one of the children now and al-
lowed them to lead on in the plan of
recreation. One of them said, “Let’s
call this the Rhine River,” and I al-
lowed that that was a good name.
“What are you going to do on the
River Rhine?” I asked. “We are go-
ing to dam it up in one or two places

conversation,

MICHIGAN

and we’ve got some little water wheels
and you know on the Rhine there are
windmills and so we will put these
waterwheels where we have the water-
falls and so we will imitate the meth-
od of getting power to do things.”
Then they suggested the making of
hills along a part of the river and this
was done with earth that was brought
from a little distance away, all colors
and kinds of earth. And then they
made cities by building with sticks and
stones something to represent cities,
and they said they had seen pictures
of vineyards on the side hills along the
river Rhine and they would make a
side hill and grow grapes. And this
was very interesting. They got a lot
of little twigs to make into grape rows
and took sticks and twine to make

 

TRADESMAN

trates how children love to do things
with the soil, and when you have a
combination of soil and water, most
interesting plays can be worked out
which children greatly enjoy.

While in California one year I visited
a vocational school. It was a high
school and I noticed a large area about
it which was devoted to gardening,
and upon enquiry I found that all the
young people attending this school had
little areas of soil upon which they
grew vegetables and fruits. Some were
individual gardens and others were
group gardens. I was told that this
feature of the school was wonderfully
attractive and useful because’ the
students learned about what were the
possibilities of pieces of ground in
growing things for the table. There

Charles W. Garfield.

trellises, and so on. This took a good
deal of time and gave me a chance to
ask the children a lot of questions. I
said, “What kind of land do you think
they grow grapes on?’ Some of them
thought it must be good land and so
they transported the best ground they
could find for that purpose, and in
building the cities they said it was a
good deal better to have nice even
places upon which to locate the cities
because if the land was hilly the cities
couldn’t be built so easily. I said to
them, “What other things are there on
the Rhine River that you think you

ought to put up?” “Oh, there are
castles.” So hills were made and
castles were built on the reliefs of
ground.

All this I tell you because it illus-

were also gardens devoted to flowers
and there was a little nursery of trees.
This commended itself to me as a part
of education of real import and value
to a vocational school.

During the last great war you all re-
call what wonderful feats of gardening
were accomplished all over this coun-
try. The lessons learned in connec-
tion with the possibilities of the soil
were of wonderful educational value.
It is a pity we have not continued
more activities along this linue. I re-
call visiting Boston Commons during
those years and seeing many beautiful
gardens developed by children. I at-
tended a show in the horticultural
building at Boston where these gardens
competed with each other in their
products, and some of the results were

 

 

Forty-sixth Anniversary

extraordinary and the lessons given in
connection with what could be done
with small areas of land were of the
highest value to these boys and girls.

Many years ago the Secretary of our
Grand River Valley Horticultural So-
ciety was W. N. Cook. He was called
the village blacksmith in the early
days of Grand Rapids and after he
had given up his shop he took to gar-
dening. Upon his lot on LaGrave
avenue I saw for many years wonder-
ful results of intensive gardening. He
enjoyed playing with that piece of
land and getting out of it all he pos-
sibly could. It was an object lesson
to the neighborhood and to the city
in the values that could be wrought
out of a small piece of land. There are
men whom you know of this city who
have taken to the soil as an avocation,
a relief from business cares, and have
enjoyed working out results that have
been of great value to the community.
You will remember that Mr. Rindge
had a beautiful farm out toward Grand-
ville and upon this farm he illustrated
in a graphic way the possibilities of
the soil in growing cattle foods.
William H. Anderson who is one of
our most prominent citizens, came
down to the city many many years ago
and took up business of various kinds
connected with the city. But he longed
for something in country life where he
was born and brought up, and he ac-
quired a farm in Sparta township and
has been adding to it all these years.
He has shown to the people of our
countryside how wonderfully a farm
can be developed if business acumen
is put into its management. The farm
is a playground for Mr. Anderson. He
doesn’t play golf, but he takes the
keenest delight working out problems
connected with growing things on the
farm which will be of value to other
people and it is a wonderful place for
people to visit to find out the capaci-
ties of an area of land to develop food
for stock and man, as well as present
a landscape that is a continuous de-
light.

Latterly Noyes Avery has been play-
ing with land at Eastmanville. His
wife and Mrs. Will Hefferan, people
whom we know very well, are having
a wonderful play with pieces of land
which they are developing into rock
gardens, and this gives them an oppor-
tunity to study plants and their adapta-
tion to special purposes. It means to
them a delightful recreation and they
have become expert in this playing
with the land.

Out on Jefferson Drive, just beyond
where I live, Will Roberts, who is a
wholesale dealer in eggs and _ butter,
has been working out the possibilities
of a single lot, and his friends delight
to go to his rear garden and note the
perfection of his methods in taking a
piece of land and working out all sorts
of possibilities. His perennial borders
are the pride of the neighborhood. And
still, all of this is a by-play, so far as
his daily life is concerned. His busi-
ness down town is important and his
evenings and his Saturday afternoons
are spent in loving devotion to his
back yard, and it is a capital illustra-
tion of the happiness which can be

(Continued on page 31)

 

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN 17

 

 

 

 

 

 

Your cheese stock is not
complete without
Velveeta

wh | a ] |

A i} NI
i \~ s W) a

 

ELVEETA is no experiment. Repeat sales to the
consumer have already established an acceptance

for this new health food surpassing every expectation.

For here is a product with a universal appeal. Delicious
in flavor — containing all of the healthful properties of
rich whole milx — slicing firmly when chilled—spreading
like butter—a cheese product which blends perfectly
with all other foods in cooking. A health food for every-
one. Velveeta is highly relished by all who try it.

Velveeta has unusual qualities. It is an attractive, new
item and has big sales possibilities. Now is the time to
get behind its sale. Ask your wagon distributor or jobber.

KRAFT-PHENIX CHEESE CORPORATION, General Offices, CHICAGO
Makers of ‘Philadelphia’? Cream Cheese

 

 

 

 

 

 

ee ee Oe Oe OT Oe TT OO TT TT I IT IT I I I OT IT I IT I I IT I OT IT IT OT IT I IT IT I IT IT IT I IT I I I TT IT

 

 

18

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

DRY GOODS

Michigan Retail Dry Goods Association.
President—F. H. Nissly, Ypsilanti.
First Vice-President — G. E. Martin,

Benton Harbor.

Second Vice-President—D. Mihlethaler,

Harbor Beach.

Secretary-Treasurer — John Richey,

Charlotte.

Manager—Jason E. Hammond. Lansing.

 

Trailing Frocks of Filmy Fabrics For
Evening.

Evening dress for Palm Beach and
the other watering places of the South
is more than ordinarily distinctive this
In the new evening gowns
and ensembles are shown definitely
the return to a natural waistline, ankle-
length skirts, trains, new decolletages
utterly the
fashions of the last dozen years. Each

season.

and sleeves, reversing
couturier launches his individual con-
ception of the new mode, but in all of
them is evident that simplification
which is also sophistication,

Patou is making most of his eve-
ning gowns uncompromisingly long,
the skirts of chiffon or marquisette
panels _ trailing.
the figure
with a supple bodice that extends be-
adds wide ankle-
length flounces, while Worth poses a
bodice inspired by the maillot of a
bathing suit over very long skirts.
Cheruit uses quantities of tulle looped
over taffeta to make an extremely
bouffant dance frock.

Chanel keeps to the lifted hem line
in front in an evening gown of black
lace over black tulle, the skirt very
wide and finished with band at the
bottom of six inches of black velvet.
In this model a narrow scarf-belt of
black velvet defines the Empire waist
line—of which much is heard. The
peplum is employed by several design-
ers in both sheer and heavier fabrics.

For the debutante Lanvin offers a
new version of the robe de style, youth-
ful, bouffant, with the fullness swung
to the back. A chic little dance frock
of black taffeta has a gay touch in
black brocaded with bright nosegay
set in as a panel down the front and

with many © sheer

Blanche Le Bouvier fits

low the hips and

added in two huge panniers and sash
ends at the back.

As for fabrics, nets and laces will
be much worn by debutante and ma-
tron alike. A fine quality of mar-
quisette is being used by some mo-
distes for their Southern seaside eve-
ning gowns, as this fabric resists the
dampness better than tulle, chiffon or
other diaphanous materials. In a pale
banana shade it is especially .lovely.
Prints are fashionable in taffeta moire,
crepe and especially chiffon in pastel
and brighter shades.

Some delightful ensembles emanat-
ing from Paris are shown in gowns of
flowered chiffon, with a long cape in
plain color matching the ground or
repeating some note of the flower de-
sign. The ensemble illustrated, from
the collection of Mme. Louise Selbey,
has a chiffon frock with floral design
in shades of purple on an ivory ground.
The cape, with its deep yoke, is in
two shades of mauve and purple, which

match the print.
—__+++>—___

Now Slippers and Bags Match.

The ensemble in accessories for
evening is so well established as a cor-
rect fashion that bags and shoes and

some times a scarf are chosen with re-
lation to each other and to the whole
Unusually fine and dainty
designs are shown for the Palm Beach
season, fairy-like creations to be worn
with the flowery mousselines and
shimmering silks. Shoes to be worn
with the more elaborate gown are
made of the same material repeating
the scheme of design and color. The
new models are shown in moire, satin,
crepe, quite simply trimmed,
others embroidered, beaded and elab-
orated in different ways.

costume.

some

Evening slippers of crepe de chine
to wear with a flowered chiffon dress
are made in a plain color, reflecting
the general tone in the pattern, or the
background of the material. Bags are
also made of the crepe in the same
shade with a mosaic pattern added in
some sort of needlework, almost al-
color. Shoes of
moire or satin to be worn with formal
gowns of the same goods have little
elaboration, or perhaps an ornamental
buckle.

ways strass, with

Most of the new evening shoes are
touched with gold and silver, with sil-
ver heels and linings and the all-silver
kid slippers are a saving grace in the
new mode and not only are exceeding-
ly fashionable but of especial service
because they, like “Parma violets, go
with any gown.” The shapes are
diversified, but the simpler models,
such as the opera slippers with a slen-
der finish along the edges or a hand-
some buckle are popular because of
their slenderizing shape.

A silver slipper of the low opera cut
has a large buckle of rhinestones set
deep in frosty silver, and with this is
shown a small bag of silver kid pleat-
ed into a frame of silver filigree thick-
ly set with rhinestones.

The shoes and bags shown with the
evening ensembles especially created
for the Southern resort season have
varied characteristics according to
their designers. All of the shoes have
extremely high heels, most of them
being undecorated although matching
the shoe or trimming., Some styles
are extremely ornate, others very
simple. Premet’s formal gowns are
shown with strap sandals, extreme in
cut.

ee . .

A Radio in the Car.

Both the automobile and the radio
are held responsible for great changes
in the American manner of living. Now
that they are to be combined and mo-
tor cars equipped with receiving sets,
still further developments may be ex-
pected in our current styles of enter-
tainment.

We are not sure that a radio in the
back seat will prove particularly con-
ducive to safety on the highway, but
in several respects it might be made
very useful. The common complaint
that the scenery is virtually invisible
because of fast driving and screens of
billboards could be met by radio de-
scription of the country through which
the motorist is passing. It will no
longer be necessary to make even a
pretense of looking at the countryside.
Or, again, if traffic is heavy when one
is hurrying to a football game or even

to the theater, perhaps it will be pos-
sible to tune in while still on the road
and thereby obviate all necessity of
seeing either the game or the show.
For advertisers the equipment of
automobiles with a radio should mean
a field day. But they will have to be

careful. A song of praise for the
gasoline which lasted only half as
many miles as it should have or a glori-
fication of the tire which just blew out
might not strike a very responsive
chord in the hearts of stranded
motorists.

 

 

{

at once.

ee ar re ee eS Ee OS ES Sk Mc eRe Me Lee

 

WHOLESALE

era ee ee ee ee ee ee ee

Holiday Merchandise

CA

Do not lose business during the last few
days before Christmas because your stocks

are incomplete or poorly assorted.

Our stocks are complete and correctly

priced. Come in or telephone for your needs

Ca

Paul Steketee & Sons

a a a a ae ee a ee ee a ee a mmuamnn

DRY GOoos

a as, in i Ain oi einai ins eed en in, ens A ae,

 

 

 

218 W. Jefferson

BUY YOUR HOSIERY FROM HOSIERY SPECIALISTS

We justly lay claim to being Michigan’s largest exclusive hosiery whole-
salers. Single dozens or case lots—you will always find the prices,
quality and service right, and the goods ready for delivery.

BRODER BROTHERS

MEN’S, WOMEN’S, CHILDREN’S HOSIERY
Phone Randolph 7322

Detroit

 

 

 

1217 GRISWOLD ST.

Detroit’s Largest Stock Carrying House invites you to inspect
their line of Ladies’ Coats, Suits, Dresses and Children’s Coats.
Stock always on hand for immediate delivery.

SMALL-FERRER, INC.

DETROIT, MICHIGAN

 

 

ae

) a
<F yy

Phone 93401

 

ASSOCIATED TRUCK LINES

The Outstanding Freight Transportation Line
of Western Michigan.

w State Regulation means Complete Protection.

ASSOCIATED TRUCK LINES

108 Market Av..

Grand Rapids, Mich.

 

 

 

 

 

 

   

a
-

Auta:
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Dey

 

 

 

 

 

 

 

Forty-sixth Anniversary

MICHIGAN TRADESMAN 19

 

SHOE MARKET

Michigan Retail Shoe Dealers Association
President—Elwyn Pond.
V ce-President—J. E. Wilson.
Secretary—E. H. Davis.
Treasurer—Joe H. Burton.
Asst. Sec’y-Treas.—O. R. Jenkins.
Association Business Office, 907 Trans-
portation Bldg., Detroit

 

Two Essentials Not Possessed By
Chain Stores.

The Boot and Shoe Recorder is pub-
lishing each week the story of a
young man named Billy Rogers who
engaged in the shoe business in a New
England town. He was considerably

disturbed over the establishment of

several chain shoe stores in the same
block and sought the advice of a noted
authority on the subject.

After introducing himself, he plung-
ed right into his problem. “Professor
Brinstead, you gave me a lot of help
to-day, for I run a shoe store here in
Fretton and I have four chain stores
on my block. You said that the inde-
pendent store should meet the chain
competition by  individualizing his
store. I didn’t quite understand what
you meant by that. I wonder if it’s
asking too much, for an example of
what you mean?”

Professor Brinstead looked at his
watch, then frowning for a moment,
replied: “Let me see how I can illus-
trate my meaning. You recognize
many chain stores the moment you see
them, don’t you? You can tell a Wool-
worth, Liggett, A. & P., when you see
one, can’t you?) They have something
distinctive about them. Personally I
think many chain stores are crude and
hideous so- far as appearance is con-
cerned, nevertheless they are recog-
nized on sight, and they convey a very
definite impression of what they stand
for. They have individualized them-
selves Nationally. Now, what the
chain store has done Nationally, you
must do locally. You must make the
appearance of your store distinctive,
your advertising must also be distinc-
tive and in harmony with the store ap-
pearance. When you do this, the ap-
pearance of your advertising and of
your store is recognized as yours—no
one ever wonders whose advertisement
they are reading, they recognize its
general make up. Follow me?”

Billy and Grant nodded in unison. A
small crowd had gathered around the
speaker, who then continued. ‘““A good
example of what I mean can be given
in your town. I noticed a small shoe
advertisement with a picture of an old
shoemaker. I've seen it before when
in Fretton. I should say that the peo-
ple must begin to know the ‘look’ of
the advertisement and probably read
the rather clever sayings of the shoe-
maker.”

Billy couldn’t resist it! “That’s my
advertisement you are talking about,
professor!”

Brinstead raised his eyebrows in sur-
prise. “Yours? Well I congratulate
you. It’s a clever idea and if continued
cannot help but individualize your
store. Then of course you must per-
sonalize it.”

“That’s the point I
stand.”

“The chain stores, by and large, lack
personality. No hired manager can
give such a personality to a store as
can a proprietor. Most of the chains,

don’t under-

as I explained, sell on National adver-
tising and price—the drug people sell
Nationally advertised goods at cut
prices, so do the dry goods people—of
course the shoe chain doesn’t unless it
is a manufacturers’ chain, selling the
makers’ Nationally advertised
line. The chain store strength is not
in buying, as is commonly supposed,
but in specialized skill in choosing lo-
cations and in pushing a definite sales
policy vigorously. No individual pro-
prietor can do better than chains in
these particulars—he can’t afford the
high priced specialized brains that the
chains get. Yet the small retailer can
personalize his store by offering that
which the chains are weak in, namely
localized service. The chains realize
this and are working to overcome this
weakness; but they can never equal
the individual’s effort if—and mark
what I say, mark it carefully—if the
individual will think as hard and work
as hard as the chain store management.
Unfortunately, too many small retail-
ers are lazy—they do what they must
rather than what they can, and in con-
sequence they stay small retailers.”

own

“Yes, of course,” Billy agreed, “but
I still don’t see what you mean by per-
sonalizing a store.
definite example?”

Can you give mea

The speaker smiled. “You surely
keep to your point, young man, so I'll
answer you as definitely as I can—and
I'll keep to such examples as relate to
shoes, that I have observed. A metro-
politan store has built up a personality
by discouraging any trade but the most
exclusive—that store is recognized in
its city as the place where you pay top
prices but you get excellent shoes, with
a truly marvelous sales service. An-
other store in an Eastern city has culti-
vated the bankers’ and brokers’ trade.
It advertises only in financial papers
or'the financial page of the daily paper,
using financial terms. It has a ticker
service in the store—the owner was a
former bond salesman. Follow that?”

“Yes sir,” Billy was listening hard,
as he said to June later.

“Then another store specializes in
babies’ shoes. It's recognized as the
place for babies’ shoes. It carries a
larger stock of their specialty than any
other store in its town. You could, if
you wished, become known as the store
for sports shoes; tennis, golf, fishing
boots and so on. You could become
the recognized store for taking care of
difficult foot cases—all these things
I’ve mentioned are beyond the present
scope of the chain stores—and I ques-
tion if it would be good business for
them to be other than general in their
shoe appeal.”

“Ts it possible for a man to person-
alize, as you call it, on two things?
Could I, for instance, combine special-
izing on children’s shoes with taking
care of fitting that the ordinary shoe
store can’t care for?”

“No reason why not, but to do that
you must carry a bigger and more
varied stock of your special styles—if
you follow me—than anybody else in
this town. And you can’t personalize
your store overnight. You have to
grow it—just as a child grows and de-
velops characteristics by which he is
known.”

 

Here’s our story —
and we've stuck to it

We sell to the independent
jobbers, who sell to inde-
pendent grocers who sell to
independent housewives
who want quality without
paying a premium in price.

If that’s your policy, too,
any really good independent
jobber will be glad to take
care of you.

 

President

PURITY OATS COMPANY

KEOKUK, IOWA

NATIONALLY ADVERTISED

a Exclusively

ae Ptr tise

 

MONARCH

Food Products

REID,MURDOCH & CO.
CHICAGO

New York-Boston-Pittsburgh-Wilkes Barre-Tampa-Jacksonville
San Francisco-Los Angeles-Phoenix-St. Louis

It Pays to Feature
MONARCH COFFEE

in January

 

 

 

  

20

 

 

MICHIGAN

Forty-sixth Anniversary

TRADESMAN

 

RETAIL GROCER

Retail Grocers and Meat Dealers Associa-
tion of Michigan.

President — A. J. Faunce, Harbor
Springs.

First Vice-President—G. Vander Hoon-
ing, Grand Rapids.

Second Vice-President — Wm. Schultz,
Ann Arbor.

Secretary — Herman Hanson, Grand
Rapids.

Treasurer—J. F. Tatman, Clare.

Trustees—O. H. Bailey, Lansing; M. C.
Goossen, Lansing; Grover Hall, Kalama-
zoo; O. L. Brainerd, Elsie; Ole Peterson.
Muskegon.

Price Tags Sell Goods.

Do not wait for a customer to ask
for the price.

He may not.
the store.

You can take this as final; the cus-
tomer does not like to ask questions.
Most of all, he hates to ask the price.

He somehow feels that question, and
particularly the direct question of
“What is the price?” obligates him to
buy.

He stands word-fencing,
waiting to learn the price by accident.

The salesman often tells the cus-
tomer everything except what he most

 

He may walk out of

looking,

wants to hear—the price.

So tell them the price.

Of course, it is not necessary to
hurl the price right in the teeth of the
customer.

Prices can be brought in incidental
to showing the article.

Price is not always bad news. It is
usually the best argument in the whole
sales talk.

It should represent quality in the
goods, plus low selling cost, a modest
return on our work and investment and
a decent profit to the dealer.

>.> ___
Makes Money Work.

A good grocer in Marysville makes
a habit of returning change to a cus-
tomer so that she will have nickels and
dimes. If a customer has 50 cents in
change coming, the grocer returns her
a quarter, one dime and three nickels.

Right next to the cash register is a
nice display of candies, gum, etc.—5
and 10 cent sellers. Many times, every
day, the customer returns 5 and 10
cents to this grocer and carries away
some of this merchandise. But if she
had to return the 50 cent piece for
change she would think that it was
too much trouble or too much bother
to the grocer and she would walk out
without the merchandise from the
candy counter. Make it easy for her
to buy.

—_~+2+ 2. ___
One Way To Success.

A man who operates successfully
both a service and a self-served store
in a small Iowa town attributes suc-
cess of the service store to: rapidly
scheduled deliveries; telephone selling,
which accounts for 65 per cent. of the
total business; strictly enforced credit
terms; plain price marks; giving state-
ment of account with each order, which
facilitates check-up by the customer
and induces prompt payment; consist-
ent advertising which is tied up with
daily newspapers and- National maga-
zine advertising.

——_2.+._
How Many People Pass Your Store?
Did you ever count the number of
people who pass your window in five
minutes? Probably not—but just do it
now. Multiply the result by twelve,

then eleven or twelve, depending on
the size of your town. This will give
you a daily “circulation” of your win-
dow. You pay rent for this circula-
tion, so you might as well use it. Be-
gin to study the display used by other
Once you take
an interest in your window you will
be surprised at the number of ideas
and the pteasures you will derive from
the work.
ns
The Vatue of Stock Control.

One progressive merchant, through
a simple method of record keeping, was
enabled to pick out and discard those
items for which his customers made
no demand. He then decreased his
stock of live items to a reasonable fig-
ure and assured himself that he was
neither overordering or underordering.

stores in your town.

There was a net reduction of lines by
32 per cent. Although money invested
in stock was reduced by 8 per cent.,
sales were increased 20 per cent. and
profits increased 50 per cent.
——_—— 2 >
Turning Waste Into Money.

In a certain grocery store, all the
wood packing material is broken up by
a delivery clerk in spare time, all but
the barrels. Into the barrels is put
the broken pieces of wood and each
barrel of this sort of kindling wood
sells for 25 cents and the purchaser
comes and gets it and carts it to his
home. Each fall the customer buys
five or six barrels of this wood and
the grocer is $1.50 ahead instead of
being out the cost of hauling it away.

—_2-.__
Have You Considered This?

An outside delivery service may be
able to do your delivering for you at
less than you can do it yourself. One
concerns gets its packages delivered
by an outside agency for 9 cents as
against a cost of 19 certs when the
delivery was handled in the store.
This delivery service is patrenized by
many large stores in the city of op-
erates at a good profit.

—_2><2-.__
A Drawing Card.

For the same reason that progressive
drug stores always put their telephone
booths in the rear of the store. put
your bread, cake and such articles on a
table there. It will draw your cus-
tomer down through a veritable ba-
rage of good-looking, profitable ‘foods,
some of which will find their mark in

her eyes.
—~t22s____
Average Debtor.

Statistics show that you have abso-
lutely no chance to sell the average
debtor any cash merchandise when he
Owes you a past due account, and the
quicker you force collection the more
chance you have of getting his cash
business, or should be become in better
circumstances —a new and profitable
charge account.

acerca coer
Macaroni Origin.

Macaroni is said to have been
brought. from China and_ introduced
into Europe by the Germans, from
which source the Italians learned of
it. The method of manufacturing it
was considered to be a great secret at
the time.

eo 2. >__
You can’t hit high by aiming low.

Beech-Nut |
Cotfee «

comes to Michigan

backed by the biggest Advertising Cam-

paign ever run for coffee in this state!

Newspapers
Bill Boards
Street Cars

An Advertising Campaign big not only in
size but in the length of time the adver-
tising is to appear. Already scheduled
right through to December 31, 1930!

A Tested Campaign

This campaign has already proved its
strong pulling power. Two years ago
Beech-Nut Coffee was introduced in New
York with the very same series of adver-
tisements—and today Beech-Nut Coffee is
second in popularity and volume in that
highly competitive market.

All tied up with a wonderfully effective
merchandising plan that will make Beech-
Nut your unquestioned leader. Beech-Nut
salesmen are now covering the trade. If
one has not already called, write the Beech-
Nut Company, 1900 E. Jefferson Avenue,
Detroit, Michigan.

 

 

 

 

 

 

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AAS HORA

 

 

Forty-sixth Anniversary

MICHIGAN TRADESMAN 21

 

MEAT DEALER

Michigan State Association of Retail
Meat Merchants.
President—Frank Cornell, Grand Rapids
Vice-Pres.—E Y. Abbott, Flint.
Secretary—E. J. La Rose, Detroit.
Treasurer—Pius Goedecke, Detroit.
Next meeting will be held in Grand
Rapids, date not decided.

 

Cheap Sections Want Cheap Meat.

In the past, large retail marketing
concerns dealing in meats often seem-
ed to think of big business and busy
stores in terms of medium quality and
low prices. In some cases the policy
brought good results, but best results
came when. markets were located
where the people were relatively poor
and had to sacrifice quality to save.
The bad results usually came from
using the same quality and prices in
all neighborhoods where markets were
located.

There are many of the cheap sec-
tions of the country to-day where it
would probably be foolish to try to sell
highest qualitied meats and where
such a policy would not be of any ad-
vantage to the consumers, since it
would mean too much of a burden on
them and they would have to resort to
eating a smaller quantity of meat to
keep within their means. Taking the
country as a whole and _ eliminating
certain sections where prosperity is not
as general as in other places, most
consumers are demanding a fairly high
quality of meat, and many are demand-
ing the best that can be obtained. Sev-
eral of the largest operators of large
retail meat businesses were quick to
see a change in consumer demand and
have changed from medium to high
quality.
an essential part of the marketing
scheme, the prices charged have not
been as low as poorer meat could be
sold for, but quite reasonable for the
quality sold.

This policy, which is followed by
large concerns, is proving to be profit-
able as well as more satisfying to their
customers. The measure of economy
in this country to-day is not neces-
sarily lowest prices in meats, but rea-
sonable prices considering the quality.
In other words, the greatest successes
have come from a relatively high rat-
ing of average consumer demand,
rather than from considering the pub-
lic cheap. Of course, all grades of
meat from the various grades of live-
stock are always consumed, but a high-
er consideration of consumer demand
results in more high quality produced
to meet the demand. This is particu-
larly true as to many manufactured
products. Some of these products can
be made either strictly high qualitied
or lower qualitied in order to sell low-
er in price.

Where capacity business is

—_—_>+ 2 —___
Sale of Half-turkeys Advised.
Sale of half-turkeys, a plan that the
Department of Agriculture will advo-
cate next Thanksgiving season, ac-
cording to an oral statement by Roy
C. Potts, chief of the dairy and poul-
try division of the Bureau of Agri-
cultural Economics, should put turkey
on perhaps twice as many tables, and
should stabilize the market for Thanks-
giving turkeys, he stated.
Mr. Potts said the average turkey
consumption of one -person at one
meal is estimated at six ounces, and

consequently a 10 pound bird seems
more than is required by a family of
average size for one meal, even a
Thanksgiving dinner. One result, it is
estimated by the Bureau of Agricul-
tural Economics is that only one-
fourth of American families now buy
Thanksgiving turkeys, and many who
do buy them find it necessary to serve
turkey hash and other left-over dishes
for two or three days following the
feast day.

The _ half-turkey plan, Mr. Potts
stated, will encourage the grading of
turkeys by Government inspectors, ad-
vocated by the Department to elim-
inate poor specimens.

Sale of half-turkeys would not elim-
inate from either half dark meat or
light meat, or favored portions like
the “drumstick,” because the birds,
Mr. Potts explained, would be split
down the middle. The only portion
of which there would not be enough to
give one to each half would be the
neck, and it was doubted if there would
be much complaint on that account, it
was stated.

Low turkey prices this year, Mr.
Potts stated, have been felt by turkey
producers, particularly in the sections
where low-grade fowls are produced.

Other supplies for the Thanksgiving
table moved to market in most cases
as usual, according to Wells A. Sher-
man, of the Bureau of Agricultural
Economics. The supply of  cran-
berries and Irish potatoes showed re-
ductions, but sweet potatoes were
plentiful, the celery and spinach crops
were about as usual, and Fall cabbage
and turnips were plentiful, Mr. Sher-
man said.

—__+~++—_____
Whales Believed To Drive Fish To
Shore.

There has been considerable opposi-
tion among Pacific coast fishermen,
according to the West Coast Fisher-
ies magazine, to the extensive whaling
operations being carried on in that
region.

The whales, it is believed by the
fishermen, are good for the fish indus-
try. Subsisting chiefly on sardines and
their kin, they perform the function,
the fishermen say, of driving the
smaller fish into the shore waters to
escape their devouring mouths. The
albacore and other tunas, which, like
the whales, eat the sardines, follow
their prey into the shallow water
and consequently the fishermen can
catch them all without venturing on
the high seas.

Grieved Over Turkeys and Commits
Suicide.

Mrs. Margaret Mason, of De Pey-
ster Corners, N. Y.,
cide last week because of grief at
parting with her turkey flock. De-

 

committed sui-

spondent because the turkeys she had
raised were to be killed and sold at the
turkey market for the Thanksgiving
feast, she set fire to the small barn
in which the turkeys were housed and
perished in the flames.

Fortunately for the butcher and the
consumer, most turkey raisers are not

so soft-hearted.
——_. <->

The clerk who sees what's to be done
and does it is always sure of his job.

 

 

 

M.J. DARK & SONS

INCORPORATED
GRAND RAPIDS, MICHIGAN

—

Direct carload receivers of

UNIFRUIT BANANAS
SUNKIST ~ FANCY NAVEL ORANGES

and all Seasonable Fruit and Vegetables

 

 

 

 

 

 

 

 

 

INCREASE YOUR WINTER SALES

Fleischmann’s Yeast-for-Health corrects constipation, diges-
tive troubles, boils and skin disorder to which people are
subject in winter. It also supplies the “‘sunshine’’ vitamin so

much needed in cold weather.

Tel your customers about it and increase your winter sales.

FLEISCHMANN’S YEAST

SERVICE

 

 

VINKEMULDER COMPANY
Grand Rapids, Michigan
BRANCH AT PETOSKEY, MICH.
Distributors Fresh Fruits and Vegetables

Cantaloupes, Peaches, “‘Yellow Kid” Bananas, Oranges,
Lemons, Fresh Green Vegetables, etc.

 

 

GRIDDLES — BUN STEAMERS — URNS
Everything in Restaurant Equipment
Priced Right.

Grand Rapids Store Fixture Co.
7 N. IONIA AVE. Phone 67143 N. FREEMAN, Mer.

 

 

 

 

We now invite you to inspect the finest cold storage plant in America.
We have Charles A. Moore Ventilating System throughout the building
enabling us to change the air every seven hours.

We also carry a complete line of fresh fruits and vegetables at all times.
Won't you pay us a visit upon your next trip to Grand Rapids.

ABE SCHEFMAN & CO.

COR. WILLIAMS ST. AND PERE MARQUETTE RY.. GRAND RAPIDS

 

 

 

 

GRAND RAPIDS PAPER Box Co.

iy}
Manufacturers of SET UP and FOLDING PAPER BOXES

SPECIAL DIE CUTTING AND MOUNTING
G R A N D RA,PIDS, MICHIGAN

 

 

  

HARDWARE

Michigan Retail Hardware Association.
President—W. A. Slack, Bad Axe.
Vice-Pres.—Louis F. Wolf, Mt. Clemens
Secretary—Arthur J. Scott, Marine City.
Treasurer—William Moore. Detroit.

Some Points in Regard To Christmas
Business.

“Feature practical gifts” was, a few
years ago, sound advice for hardware
dealers in catering to their Christmas
trade; and a good many _ hardware
stores at that time profited by the trend
away from the purely ornamental and
toward the practical.

Now, however, conditions are some-
what different. The difference is due
to the fact that numerous articles turn-
ed out a few years ago merely in black
metal are now available in aluminum,
brass or white or colored enamel. So
that the useful and the ornamental are
now in many cases combined in what
the hardware dealer has to offer his
public.

However, the gift possibilities of the
hardware stock are not limited to the
purely ornamental lines or to useful
articles that are also decorative. In
fact, there is scarcely an article in the
hardware store that does not possess
some gift or holiday aspect. Quite
often decorative effects can be added
If the article itself is
not decorative, make the package
Christmassy and attractive.

at small cost.

Thus, among the articles one hard-
ware dealer suggested as possible gifts
were electric irons and food choppers.
The brightly nickeled electric iron is
fairly decorative; the food chopper is
But neither
can be compared ornamentally with a
lot of gifts in the hardware store.

almost entirely utilitarian.

The dealer overcame the difficulty
by providing a few rolls of holly-
decorated paper. He wrapped the pack-
ages with this paper and tied them
with narrow red and green ribbon.
This made a wonderful difference in
the appearance of the package. In fact,
the Christmas aspect of the package
became a strong selling point.

Many lines of this type can be made
using decorative paper
and ribbon in packaging. If little
Christmas tags with the words “Merry
Christmas to. fom _ are
added, so much the better. The cost
is not large, and the saleability of the
line, whatever it is, is materially in-

decorative by

creased.

It is perfectly true that the customer
can provide Christmas wrappings and
3ut when he finds an
alert dealer furnishing these Christmas
accessories with the goods, he appre-
ciates the convenience and shows his
appreciation by
readily.
to show the unwrapped article and the
article in its Christmas package.

If there is any lingering prejudice in
your community against the hardware

cards himself.

buying much more

In a display it is good policy

store as a gift shop, it can be over-
come by the liberal use of Christmas
decorations.

The dingy, gloomy, ill-lighted hard-
ware store of other days is gone. The
present-day hardware store is bright,
clean, well-lighted and attractive. But
at the Christmas season it pays to add
seasonable decorations that bring the

 

 

MICHIGAN

Christmas . idea before

your customers.

emphatically

The Christmas bazaar idea was ap-
parently originated by the big city de-
partment stores. The small city deal-
er will find the ideas of these stores
worth studying. He may not be able
to use them in their entirety; but he
can readily adapt and modify them to
meet his needs and conditions.

A good many hardware stores have
adapted the bazaar arrangement for
handling Christmas business. Such an
arrangement, of course, takes up con-
siderable space; and for this reason
small hardware store might find it im-
practicable. But
utilized it is very effective.

where it can be

An advantage of the bazaar is that
quite often it can utilize space that is
not otherwise conveniently located. A
bazaar is primarily for the purpose of
showing miscellaneous articles at pop-
ular prices. It is meant to be a center
where customers can congregate and
conveniently examine the less expen-
sive gift lines. In some cases hard-
ware stores having a second floor only
partly in use have found it worth
while to clean this out and fit it up as
a bazaar. For a bazaar, the space is
divided into decorated booths, each in
charge of a clerk.

Occasionally hardware dealers cater
to juvenile trade by providing a “Toy-
land” on the second floor, where chil-
dren and their parents can wander
about and look over the gifts for the
younger folk. With a Santa Claus in
charge, such a feature is doubly at-
tractive.

If you hold a bazaar or introduce a
toyland feature, be sure to advertise it
well. Put up signs throughout the
store, “See our Christmas bazaar on
the second floor,” and so on. Take a
good-sized portion of your newspaper
space to play up “Bazaar bargains.”
On occasional days it is worth while to
use your entire advertising space to
feature this part of the business. You
can have 50 cent booths, 25 cent
booths and the like; or you can, for
one day, feature gifts at some special
price. Ring in the changes every day
or two on the bazaar. You will find
your bazaar draws trade, even on the
second floor; and it can be used, not
merely to sell seasonable gift lines, but
to clean out a lot of odds and ends that
might otherwise remain on your hands.

Neat price tickets are valuable at all
times, but doubly so during the gift
purchasing period. In the holiday sea-
son, most of your customers are out
to purchase gifts; and many of these
people dislike to bother a busy clerk
by asking questions when they have
nothing definite in mind.

Very often the prospective customer
imagines that the unticketed article is
high in price. There can be little ques-
tion that a large share of the public
associate the absence of the price-
ticket with high prices; and such indi-
viduals will be more apt to buy a
ticketed article rather than ask the
price of one that is not tagged.

In ticketing your Christmas lines,
use cards measuring about 1% by 3

inches, bearing the inscription “A
Merry Christmas” or “Christmas
Greetings” and surrounded by a holly

inne, pamemtanitenscee sears

TRADESMAN

 

Forty-sixth Anniversary

 

 

 

 

 

From YOUR Side of the Counter

Reena nee ere

Customers will buy attractively displayed merchandise.

Now, take your own viewpoint.

For your own convenience, for economy of space, for easy rearrange-
ment, for adjustability, for appearance, Terrell’s Steel Shelving offers
all these and many more advantages.

Let us help you modernize your store — We'll gladly answer any
inquiries.

TERRELL’S EQUIPMENT ,
COMPANY

GRAND RAPIDS, MICHIGAN

 

 

BROWN &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

 

 

 

 

Michigan Hardware Co.

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

e

Wholesalers of Shelf Hardware. Sporting
Goods and

Fishing Tackle

 

 

 

 

 

SPs.

cei EARS As 8

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Hoe

    

 

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a

Forty-sixth Anniversary

MICHIGAN

TRADESMAN

23

 

border. The blank space on an ordin-
ary card, usually filled with the name
of donor or recipient, can be marked
with the price. The seasonable card
adds to the appearance of the goods on
display, and emphasizes the sugges-
tion of Christmas.

Home made cards can be used if
preferred; but the lettering should be
done in the Christmas colors, red and
green, on white cardboard.

It is not too late to check up your
store and window lighting. Now
when the days are short and dark,
lighting is of the utmost importance;
and relatively small changes in your
arrangements will often result in de-
cided improvement.

One hardware dealer last year was
using a silent salesman to show silver-
ware atid cutlery. He was not satis-
fied with the result. The display was
neatly and attractively arranged, but
the goods did not seem to show up to
advantage. The dealer installed two
show case lamps. The cost was not
large, but the benefits were very mark-
ed. The extra lighting made the show
case stand out, and customers were
arrested by the sight of a glittering
and splendidly arranged display of
these two lines. Goods in the rear of
the case showed up almost as well as
those in the front.

In showing goods, especially cutlery,
cut glass, silverware, brass and cop-
per, pearl-handled articles, and the
like, an abundance of light is neces-
sary to bring out the fine finish. Well-
lighted stores with bright windows
and glistening salesman have a strong
pulling power in. dark December.

In the Christmas rush when the
dealer and his salespeople are work-
ing at top speed to push the sale of the
better class of gift lines, there is a
certain tendency to overlook the cus-
tomer, man or woman, boy or girl,
whose purse is limited. Customers of
As a rule
they would like to spend more, but
they haven't the money to spend.

Merchants and clerks should not
overlook these people. Try to fill their
wants as promptiy and courteously as
you would the wants of your wealthier
There are many articles
in the hardware stock ranging from 25
cents up to $2 that can be sold as
Christmas gifts. Do not imagine for
a moment that all your prospective
customers are looking for high priced
gifts that glitter. Many customers are
looking for essentially practical gifts
at a moderate price.

You can never tell from a man’s
buying power to-day what it will be
a few years hence. There is one thing
pretty sure, however; that customer
who buys carefully rather than go into
debt will, some day, have a_ bigger
purchasing power than he has now.
Don’t slight him because just now he
buys according to his means rather
than according to his hopes. |

If Santa Claus. has not already ar-
rived, he should make his appearance
by the end of this week. Many wide-
awake hardware dealers start their
Christmas selling immediately after the
Thanksgiving holiday. Santa Claus,
to be effective, must make his appear-
ance and hold his reception at your

this kind are numerous.

customers.

store while the season is still young.
The last minute Santa Claus attracts
no attention nowadays.

Remember, too, to put your best
foot foremost—in other words to put
on your strongest and most effective
Christmas displays while the season is
young. Don’t save your best display
until Christmas Eve. By that time
people will be too worried by their
last minute buying to even notice the
decorative display in your windows.
For the last put on stocky displays,
full of gift suggestions and freely price-
tagged. What the customer needs at
the start of the Christmas campaign is
a display that will fill him chockfull
of the spirit of Christmas; what he
needs at the close of the campaign is
a display that will give him practical
help in selecting gifts.

Make the most of every opportunity
to talk over your selling plans and
the lines you are featuring with your
salespeople, and particularly with your
extra helpers. The latter may strike
you as pretty raw and unsatisfactory;
but young people working behind the
counter for the first time need help and
encouragement. See that your more
experienced salespeople are helpful
rather than impatient.

Incidentally, keep an eye on these
extra helpers for future possibilities.
Every now and then you'll find one
whose natural aptitude for selling and
interest in the hardware business makes
him a promising “bet” for a perman-
ent position later on. Sooner or later
you will need someone to fill a vacan-
cv; it will pay you to do a bit of
scouting as opportunity offers, and to
keep promising young
people.

Remember that what your. cus-
tomers need most is practical help in
selecting gifts. If you have not al-
ready done so, it is not too late to get
out some sort of list of gift sugges-
tions for distribution through the mail
and over the counter. One hardware
firm in a city of 16,000 people got out
a 16 page booklet in which the Christ-
mas lines were well illustrated, de-
scribed and priced. Not merely were
the showy gift lines played up, but the
gift possibilities of hardware staples
were also suggested.

A few suggestions in regard to such
a booklet. You can’t illustrate every-
thing, but thoroughly overhaul your
stock of cuts and try to illustrate par-
ticularly the lines you are featuring.
For other lines, a few words of con-
cise description will be helpful. Make
your list thoroughly comprehensive;
and quote prices or at least price
ranges. Incidentally, a little talk on
the wisdom of buying early will help;
so will the assurance that any article
will be put aside for later delivery on
payment of a small deposit.

See, before you go any further, that
everything is in shape for the efficient
handling of your newspaper advertis-
ing. At this busy season advertising
copy should be prepared well in ad-
vance. Also, outline as far as pos-
sible your series of Christmas displays;
and make all needful arrangements to
have these put on and changed with
the least possible disturbance to busi-
ness.

your eve on

Finally, see that your facilities for
making deliveries are the best. Effi-
cient handling of deliveries is very im-
portant at the holiday season; and if
extra clerks employed, see that they
know their business as far as it is hu-
manly possible to do so.

Victor Lauriston.
—————————————
To move ahead, be steadfast.

 

 

ae

When in need of

High Class
Detective Work

call on or wire

DETECTIVE AGENCY
506 Grand Rapids Savings Bank
Building
Phone 65626 Night Phone 32193

Grand Rapids, Mich.

 

A,

 

 

 

 

 

Member Michigan Tourist and
Resort Association.

QUAKER RESTAURANT

THE HOME OF PURE FOOD
318 Monroe Ave.

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 CoO.
Grand Rapids.
SAGINAW BRICK CoO.
Saginaw.

 

 

 

 

 

 

The Brand You Know
by HART

 

Look for the Red Heart
on the Can

LEE & CADY Distributor

 

 

FRIGIDAIRE

ELECTRIC REFRIGERATING SYTEMS
PRODUCT OF GENERAL MOTORS

 

For Markets, Groceries and {
Homes

Does an extra mans 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

 

 

 

 

  
       

 
 

The
ERICAN
ATIONAL
o BANK »

  

 

 

Capital and Surplus $750,000.00

One of two national banks in
Grand Rapids.

Member of the Federal Reserve
System.
President, Gen. John H. Schouten

Vice President and Cashier,
Ned B. Alsover

Assistant Cashier, Fred H. Travis

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

 

 

 

 

EW ERA
LIFE ASSOCIATION

Grand Rapids.

SOUND COMPANY, SOUNDLY
MANAGED BY SOUND MEN.

 

 

 

 

 

 

24

HOTEL DEPARTMENT

News and Gossip Concerning Michigan
Hotels.

Los Angeles, Nov. 29—Somebody
has written me with thanks for the
Southern ham formula, suggesting
that this column could be made more
valuable by adding occasional recipes
from time to time. This I purpose doing
when I uncover something which I
believe, from experience, to be reliable
and useful. That prince of landlords,
the late George Fulwell, who, in his
younger days, was a steward of Na-
tional reputation, favored me with a
collection of cooking recipes which
were especially good. I have passed
them out to many of my friends and
as I see fit will publish an occasional
one, although it was never intended
the hotel column should act in an ad-
visory capacity for chefs.

 

Roscoe Tompkins, who was the first
resident manager of Book-Cadillac Ho-
tel, Detroit, was for several years co-
manager with Pierre Barns in the op-
eration of Hotel Blackstone, Chicago.
He is well known among Michigan
operators who will be interested in
knowing that he has assumed the man-
agement of the Midland Club, Chicago.

 

Some of the tourists camps in Cali-
fornia are models of comfort and con-
venience. many of them being operated
by hotel men, and quite frequently in
conjunction with some hotel. The
Roosevelt highway, in California, is
lined with them. At many, of them one
will find circulating hot water, ice
water, electric cook stoves and all of
those space saving built-in devices that
have recently become the real estate
stronghold in booming apartment
property. There are shower baths and
garages, and even in cases where they
are operated in connection with higher
priced hotels, the charges are reason-
able. The old-time free tourist camp
is almost forgotten and the hotel man,
whose exclusive business is commer-
cializing hospitality, has accepted the
inevitable and is trying to develop a
profit from this class of patronage.

Quite frequently we hear the ex-
pression that the profits in the cater-
ing business are carried out in the
garbage pails, which is true in a great
many instances, and the guest guesses
why it is. Poor cooking has much to
do with the fat garbage pail. and the
discriminating patron helps it along.
Practical food dispensers give a great
deal of attention to the returns to the
kitchen from the dining room. When
they are abnormal he checks up to find
a place to lay the responsibility. In
miany cases the food is served cold, but
more frequently the chef has taken too
much for granted and has failed to
function properly. I should say the
garbage can is one of the greatest
leaks in the whole food-serving prob-
lem.

 

The old problem of the use of the
paper napkin bobs up quite frequently
at hotel and restaurant gatherings. I
hate them and have always maintained
that no self-respecting caterer will use
them. In these modern times when
there are hotel linen organizations to
furnish napkins at a cost of a quarter-
of-a-cent each. the excuse anyone could
give for using the paper variety would
not wash with me.

Mr. and Mrs. Geo. H. Snow, of
Reed Inn, Ionia, have been enjoying a
well-deserved motor trip through the
Canadian provinces. The Snows have
made a wonderful success of the Ionia
property. For some time they con-
ducted the Hotel Belding, Belding,
where they gained a reputation for hos-

MICHIGAN

pitality and fairness, but with the build-
ing of the Reed Inn. they saw an op-
portunity and, accepting it, they have
done well.

 

One of the big motor stage corpora-
tions has started into the hotel busi-
ness as a side line, but are said to be
making a winderful hit with their pro-
gram. They enlist capital to build
these establishments at some of the
chief stopping points along their routes.
They are not of the jim-crow type by
any means, but are real serviceable ho-
tels with every known modern im-
provement, and they are proving as
big a bit as the transportation facilities
which they are offering. When you
plan your stage trip, you can have
incorporated in your itinerary the ho-
tels at which you desire to stop, and
the transportation company attends to
all the reservations so that when you
reach your day’s destination you will
find a room, according to your desires,
awaiting your occupancy. There is
the additional provision of stage reser-
vations the next day. The prices are
reasonable and the combination is cer-
tainly great.

The American Hotel Association
held an executive meeting in New
York last week and I note that among
those present was Walter J. Hodges,
of Hotel Burdick, Kalamazoo, who is
on the directorate of that organization.

 

Samuel G. Holmes, well-known as
maitre d’hotel, at Hotel Tuller, De-
troit, has gone to join hands with
Ward B. James, his former superior
officer, now general manager of Hotels
Windermere, Chicago. Mr. Holmes
was assistant steward at Detroit Stat-
ler, but in earlier days was an assistant
manager at the Morton Hotel, Grand
Rapids.

President Piper, of the Michigan
Hotel Association, called a meeting of
the executive committee of that or-
ganization at his hotel, Madison-Lenox,
Detroit, at which, in addition to regu-
lar program, he appointed Preston B.
Norton, general manager of Hotel
Norton. Detroit and Norton-Palmer,
Windsor, as chairman of the Associa-
tion’s membership committee in place
of Ward B. James. removed to Chi-
cago. I'll savy that this is another in-
stance of the “punishment fitting the
crime,” for nobody knows better than
your humble servant just what the
capabilities are when it comes to se-
curing members for anv association.
He is larvelv_ responsible for the large
number of Detroit hotels on the State
hotel roster, and he certainly was a
veritable whirlwind when it came to
building uv the Greeter Charter in that
citv. And while he is doing this is
holding down several responsible jobs
in his own organization.

 

 

Mrs. Ethel Burlingame has taken
a lease on the building and furnishings
of the Arcadia Hotel. at Alma. and
will conduct the institution herself. Mr.
and Mrs. W. H. Jebb, who operated
the Arcadia for several vears have
taken over a 50 room hotel at Corry,
Pennsylvania.

 

A Michigan hotel manager ordered
a supply of linen and then refused to
accent same.

“T am rejecting the linen because it
is not the kind I ordered,” the man-
ager wrote the seller. whereupon the
Iztter brought suit for damaves bv rea-
son of refusal to accent shipment.

“Did vou examine these goods he-
fore rejecting them?” the hotel’s at-
torney asked.

“T did.”

“Did you find the goods to be of a
merchantable quality?”

 

TRADESMAN

 

 

 

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.

 

 

 

Forty-sixth Anniversary

 

Columbia Hotel
KALAMAZOO
Good Place To Tie To

CHARLES RENNER HOTELS

Four Flags Hotel, Niles, Mich., in
the picturesque St. Joseph Valley.
Edgewater Club Hotel, St. Joseph,
Mich., open from May to October.
Both of these hotels are maintained
on the high standard established
by Mr. Renner.

 

 

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
ee

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 Privat
Bath.

European $1.50 and up per Day.

_ RESTAURANT AND GRILL—

Cafeteria, Quick Service, Popular
Prices.

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

 

 

 

 

 

 

 

 

 

 

 

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

 

 

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 vear around.

HOTEL OLDS
LANSING
300 Rooms 300 Baths
Absolutely Fireproof
Moderate Rates

Under the Direction of the
Continentai-Leland Corp.

 

 

Gerorce L. Crocxker.
Manager.

 

 

e
Occidental Hotel
FIRE PROOF
CENTRALLY LOCATED
Rates $1.50 and up
EDOWART R. SWETT, Mgr.
Muskegon ote Michigan

 

 

 

 

 

 

“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.

 

 

 

 

*

 

2 mc te

 

Forty-sixth Anniversary

MICHIGAN

TRADESMAN

25

 

This question brought the seller’s
attorney to his feet. ‘We object to
the question of any evidence as to the
value of the goods,” he insisted. “On
the grounds that the buyer, having re-
jected the goods on a specific ground,
namely, that the goods were not of the
class he ordered, cannot rely now up-
on an entirely new objection, that is,
to say an objection to the quality of
the goods,” and the judge sustained the
objection. A point very well taken
and assuredly well worth remembering,
in any line of business.

The present tariff fight in Congress
has produced some novel propositions
and arguments, but probably the most
peculiar is that advanced bv a certain
“league” for a tax on bananas which
cannot be successfully raised in this
country. Such a levv was urged on
the ground that “less bananas would
mean a wider market for apples, pears,
peaches and other deciduous fruits.”
Those who advanced the proposition
naively report that “the idea was con-
sidered novel and out of reason by
members of Congress.

If a human being were like a mere
brute, whose stomach needs only to
be filled with something suitable for
health and strength, regardless of
taste or desire, such a contention might
seem logical. It will be a long time,
however, before American citizens
will plan their food on lines laid by
tariff manipulation. Congress may be
able to say just what patriotic citizens
may drink, and may be able to enforce
such a mandate, but I am of the opin-
ion that when it comes to stowing
away victuals the same patriots will
be found adjusting their own menus
to meet their tastes, and if they want
bananas, they are going to have them,
and woe be unto the tariff or other
“league” which interferes with their
constitutional rights in that direction.
Dvspepsia and congressional regula-
tion might fight for the right of way.

Frank S. Verbeck.
——>-+—___
History of the Standard Insurance
Policy Form.

An unconstitutional statute may be
observed for many years, then some
Dody challenges it and the Supreme
Court nullifies the act. One enact-
ment of this kind was in force in Mich-
igan for eighteen years before the
Supreme Court decided that it was un-
constitutional. E. A. Stowe, Grand
Rapids editor and publisher, recalls
the case for he had an active part in
having the statute enacted. This was
the case:

Prior to 1885 there was no standard
torm of fire insurance policies in Mich-
igan. The policies of no two com-
panies were exactly alike. Provisions
were in policies that not many insured
fully understood. If an insured held
policies in two or more companies,
then had a fire loss, he had to settle
with each company on a different
basis.

At the legislative session of 1885 a
law was enacted directing that a stand-
ard form of fire policies be prepared
by a commission of three, the Com-
missioner of Insurance, the Attorney
General and a third member to be ap-
pointed by the Governor. Mr. Luce
was then in the executive chair and
was immediately importuned by the
insurance companies to select an in-
surance man for the third member. Mr.
Stowe made a strong fight for the ap-
pointment of a civilian for the third
place. He won out by proving to the

Governor that every insurance com-
missioner Michigan had had up to that
time was selected from an insurance
office and found employment as an in-
surance official on his retirement from
office. Mr. Stowe urged the appoint-
ment of Charles Buncher, since de-
ceased, who was then credit manager
for Edson, Moore & Co. and who had
made a careful study of insurance mat-
ters, as the third member.
Luce immediately accepted Mr. Stowe’s
suggestion and appointed Mr. Buncher.
Mr. Stowe then raised a fund among
the larger insurance users of Grand
Rapids and retained the late Niram A.
Fletcher to represent the insuring pub-
lic in the hearings of the Commission.
He was opposed by sixteen expert in-
surance lawyers from Michigan and
adjoining. states, but succeeded in get-
ting a form adopted by the Commis-
sion which was fair to both parties.
The Insurance Department put the
standard policy in force without the
Legislature giving it legal status.

All companies used the standard
policy from 1887 to 1905. Then one
company contested a fire loss in Benzie
county, holding that the standard
policy, not having been made a part
of the code by the Legislature, was
but a department regulator, hence void.

The Supreme Court, in a decision
May 25, 1905 the case of King vs. the
Concordia Fire Insurance Co., sus-
tained this point. The case is in vol-
ume 140, Michigan reports, page 258.
The syllabus reads:

“The Michigan Standard policy of
1885 providing for an Insurance Policy
Commission and authorizing it to pre-
scribe a standard form of fire insurance
policy is unconstitutional because to
delegate legislative power is in viola-
tion of Section 1, Article 3 of the Con-
stitution.”

The Legislature, being in
when the decision was_ rendered,
promptly enacted the standard form
into law, making the standard fire pol-
icy a part of the insurance code and it
has continued to be ever since, to the
great advantage of the insuring public.
—John Fitzgibbons in Detroit News.

go
They Do Things Differently in Ber-
muda.

I noted in the bankruptcy proceed-
ings last week that Milo D. Rathbun,
a Grand Rapids dentist, has filed bank-
ruptcy proceedings, claiming $1,075
assets and $40,166.63 liabilities. How
any man can have the nerve to make
such a showing is more than I can
understand. Whenever I have my at-
tention called to such a disclosure I
am reminded of a condition I had
brought to my attention in Bermuda
when I was there in 1911. Bermuda
consists of 365 islands. The population
of the group is about 18,000. There are
law courts and jails at each end of the
group—Hamilton on the West and St.
Georges on the East. When I was
there only one man was in jail, a mer-
chant who had failed so disastrously
that only 18 per cent. of his indebted-
ness was liquidated. Later he received
a large legacy from a deceased relative
and spent it in riotous living. Then
the law stepped in and threw him in
jail, to remain until the balance of his
indebtedness was paid. I sometimes

Governor

session

wish we had a similar law in this
country, so that men like Rathbun who
fail for $40,000 with only $1,000 to
pay with could be placed where they
could not easily repeat the experience
a second time.

No one can visit Bermuda or any
other English dependency without
forming a wholesome respect for Eng-
lish law and English court proceedure.
There is one place where the wealth
of the accused and the dishonest tactics
of shyster lawyers cut no figure.
Everyone is treated alike and dealt
I visited the
law courts several times while I was
in Bermuda and came away.each time
with commendation in my heart for
the absolute fairness of English legal
practice. The petty courts are con-
ducted with all the dignity and de-
corum of a Federal court in this coun-

out even handed justice.

try. The judges wear white wigs and
black gowns and maintain order with
an iron hand. No horse play is per-
mitted. Any lawyer who attempts to
create a frame-up is automatically dis-
barred.

In this country the witness in court
is asked, “What do you know about
this case?’ In Bermuda the first ques-
tion put up to a witness is “What do
you think about this case?”

E. A. Stowe.
——__+ +. ___.
They Are Watching You.

Use scoops or forks, or wax paper
in serving customers with bulk goods.

That’s especially when
serving customers cheese and
other such products.

Customers are thinking a lot about
sanitary practices these days.

They want their bulk goods handled

important
with

without contact with your bare hands.

And they are watching you more
closely than you think.

You know this is a fact. Then do
not forget it and become careless, for
failure to do these things right drives
good customers to other stores.

ee
Easy To Slip On These.

One of the big chain store systems
has this rule. “Whistling, playing,
loud talking, and other boisterous acts
by clerks are prohibited in any of our
stores.”

Maybe it seems to you that in these
days no such rule is necessary.

But it is neccessary. This big chain
store system finds it so; and they en-
force it.

It is easy for many well-meaning
clerks to get sloppy and careless in
their attitude on these things.

And when they do it always costs
the store something.

———_++.

Pool Tables For Homes Popular.

The demand for pool tables for home
use this Fall has been better than the
record volume established last year,
and Christmas orders booked in this
line are equal to those of a year ago.
The chief demand is for tables in sizes
above the mere toy class. Collapsible
models retailing at from $15 to $45
are selling in the best volume. The
Middle West and Eastern States are
best from the point of sales. Deliveries
by manufacturers are keeping pace
with demand at the present time.

 

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. Mar.

 

 

   

HOTEL BROWNING
Grand Rapids
Room & Bath $2 to $2.50. No Higher
Half Dollar Dinners 5:30 to 8 P. M.
Three Squares from Station.
Liberal Parking Space.

 

 

| HOTEL

OJIBWAY
The Gem of Hiawatha Land
ARTHUR L. ROBERTS
Deglman Hotel Co.

Enjoy the delightful Govern-
ment Park, the locks, the
climate and drive.

Sault Ste. Marie

 

Michigan

 

 

 

 

 

 

 

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

 

 

 

 

 

 

 

 

26

DRUGS

Michigan Board of Pharmacy.
President—J. C. Dykema, Grand Rapids
Vice-Pres.—J. Edward Richardson, D>-

troit.
Director—Garfield M. Benedict,

dusky.

Examination Sessions — Beginning the
third Tuesday of January, March, June,
August and November and lasting three
days. The January and June examina-
tions are held at Detroit, the August
examination at Marquette, and the March
and November examinations at Grand
Rapids. z a
Michigan State Pharmaceutical

Association.

President — Claude C. Jones, Battle
Creek.

Vice-President—John J. Walters, Sagi-
naw.

Secretary—R. A. Turrell, Croswell.

Treasurer—P. W. Harding, Yale.

Good Retailing Starts with Careful
Buying.

Since the world began a large per-
centage of the people have always
been opposed to progress—‘just on
general principles.” When the sewing
machine came along the cry went up
that it would put the dressmakers out
of business and at once cut off the
demand for handworkers in the textile
field: when the phonograph came peo-
ple bemoaned the fact that it would
sound the death knell of individually
created music in America—the cry be-
came louder when radio entered upon
the scene, but never before in the his-
tory of the country has there been as
large a percentage of people vitally
interested in music as there is to-day.

When the mail order houses began
to wax strong and prosperous in the
West, retail organizations all over the
country armed themselves for the bat-
tle and in many sections went so far
as to try to pass legislation prohibiting
the mail-order houses from doing busi-
ness by mail in certain localities. The
same thing happened again when the
large direct-selling companies began
to spread their wings.

Sut perhaps that particular trend of
progress which has led to the gradual
but steady development of chain store
retailing has resulted in a_ greater
storm of protest than anything else,
certainly among 80 per cent. of the
retail trade. There is probably noth-
ing that the chain store operator has
not been accused of by their competing
independent retailers. Perhaps some
of the accusations have been fully
merited, but the fact remains that in
every city in the United States to-day
we still can find independent retailers
who are still waxing strong and pros-
perous in spite of the steadily increas-
ing chain competition.

A careful study of the methods and
policies pursued by these successful in-
dependents usually brings to light the
fact that their success is based upon
good merchandising which includes in-
telligent buying and selling—a combi-
nation which is very hard to beat in
any branch of retailing regardless of
the chain store situation.

The claim is usually made that it is
impossible to compete with the chain
stores because of the low prices at
which they sell, but this assumes that
price is the only basis on which the
American public makes it purchases.

Aside from the fact that most chain
stores attract much of their trade
through the low prices at which they
sell, the further fact still remains that
the big attraction is not the low price

San-

 

MICHIGAN

but rather the well-known merchandise
they offer for sale.

Of course, it cannot be denied that
chains buy, as a rule, at lower prices
than independents—but anyone who
has ever had any dealings with chain-
store buying departments knows that,
as a rule, the first consideration of the
buyer is “will it sell” rather than
“what’s the price.” It is obviously true
that chains like any other retailers
make their money on the merchandise
they sell, not on the merchandise they
have on their shelves, regardless of at
what price they may have bought it.

Perhaps the most important principle
underlying. chain store success is the
rapid turnover at a small profit, and
the chain operator knows that only
those lines are profitable which turn
over rapidly. It is really astonishing
how many retailers still persist in the
belief that the greater the differential
between cost and selling price the
larger the profit they make, forgetting
altogether that necessary factor of
turnover, which in the final analysis
is bound to determine the profit they
make.

This common-sense reasoning is par-
ticularly applicable to lines sold in the
average soda founain or average con-
fectionery. The average soda fountain
proprietor operates in addition to his so-
da fountain a confectionery department
where he sells a variety of confections
—hoxed, packaged and in. bulk. Now
confectionery items are perishable
items, which means that stocks must
move quickly, not only in order to
make a profit per sale, but in order
to assure the freshness and palatable-
ness of the merchandise.

A 50 cent box of stale candy, or even
a 10 cent candy bar, if hard and dis-
colored, may easily result in a good
customer taking his or her future busi-
ness elsewhere.

The most important things to re-
member in buying are:

1. To buy the right quantity. Buy
enough to avoid the risk of stock short-
age and don’t buy so much that you
suffer loss through actual spoilage or
are forced to offer unsatisfactory mer-
chandise to your trade.

2. Buy well-known merchandise
for which there is a steady sale among
the class of trade to which you cater.

It is probably true that the retailer
chosen as an example in this case is
not typical. His is a somewhat ex-
treme case and is cited in the hope
that it will cause others in the same
business to cross examine themselves
so far as their buying policies are
concerned—to check over their stocks
and to see to it that their future buying
is done first with an eye to the ready
ca'ableness of the merchandise,

Most successful retailers have prov-
ed that well-known advertised mer-
chandise moves more rapidly and usu-
ally conforms more closely to uniform
standards of quality. Some confec-
tioners have, of course, developed good
business on homemade specialties in
the candy line, but, as a rule, the de-
pendable day-by-day profits are made
on the items the public knows and has
been taught to want.

It has been said that if the average

TRADESMAN

retailer would buy more intelligently
the selling would take care of itself.

— sea
Discourteous Clerks Can Zero Best
Planned Efforts.

The chain unit window display of
gum-drops looked tempting, several
cut in two to show the pink interior.
My latent baby appetite was quicken-
ed. I eagerly wanted half a pound.
“Haven't any—all out,” said the coun-
ter girl; not, please note, “I am sorry,
but we're all out.” “But your windows
are full of them,” I protested. She
knew, but she couldn’t “take any out

of the window.”

But wanting the candy, I hunted
up the manager. He said “All sold
out.” “Why, you’re not out,” I ans-
wered. “Your windows are full of
them.’ “I am going to take them out,”
he answered, “All right, begin now,”
I countered. I want some now.” “No,
I can’t spoil the window during the
day,” he replied. “But you are spoil-
ing trade—offering what you cannot
supply—telling folks to come in for
what you have not got—just as I came
in—and it is up to you to take some
out for me now and remove that dis-
play at once.”

He shrugged his shoulders as if I
were hopeless, and left me.

Contrast a San Francisco Kresge
store. At the counter I was told all
the canned figs were out, although the
display was intact; but on reporting to
the manager, he climbed right in and
got what I wanted.

That the chain management knows
the seriousness of such a shortcoming
was revealed by what the director of
that chain wrote in answer to my re-
port of this incident; for I did report
it, for the sake of fair play. “In your
brief letter,” he said in part, “you told
us considerably more than we get from
our own traveling supervisors. If that
is the impression people get in our
Blankton store, it is very much to our
interest to know it and we are obliged
to you for giving us the information.”

Picture a string of people induced to
enter that store for those gumdrops,
beng told that stock was out, leaving
again silently—for mighty few would
take the trouble I took—feeling that
“you can’t depend on the Jinpsom
stores,” and we can sense the devasta-
tion wrought by such dub methods as
that local manager displayed.

The fact is that virtually every ef-
fort any merchant can make can be
nullified, his advertising wasted, his
planning gone for nothing, if his cus-
tomers are met by ignorant, repellent,
indifferent salespeople. That is why
progressive merchants constantly work
toward mprovement in those who meet
their customers. Endless work goes
into this training. It is approached
from every angle, new angles eagerly
sought for. Paul Findlay.

—_>+ . —___
An Opening Day For the Fountain.

An opening day for the fountain is
an excellent idea. I would not have
it the day the store opens. The dis-
pensers will not be familiar with the
new apparatus and it would be almost
impossible to have everything ready
for a big rush. I have known a num-
ber of fountains that made a bad start

Forty-sixth Anniversary

in this way. It took a long time to
overcome the adverse effect of an op-
ening for which they were not pre-
pared.

There is no trouble in securing a
crowd at a new fountain on the day
of its formal opening. Curiosity, if
nothing else, will bring people in. It
is advisable to have some little special
for the day—a souvenir. It need be
nothing more than a flower. On one
occasion I arranged with a local candy
manufacturer to supply me small boxes
of his fine candies at a small price to
be given free. We handled these can-
dies in our candy department, and they
made a double advertisement. Some
simple thing of this kind is effective.

While curiosity will bring people,
they must hear about the opening be-
fore their curiosity can be aroused.
If your store is centrally situated, I
would suggest the liberal use of news-
paper space in making the announce-
ment. <A large sign announcing the
date of the opening should be placed
in front of the store, preferably over
the door so that it can be read from
a distance. In some locations circu-
lars can be used to advantage, and if
you have a mailing list, be sure to send
special invitations to your regular cus-
tomers. E. F. White.

—eo---o__—

Late Business Changes in Indiana.

Angola—Roy E. Cox has purchased
the West Side grocery and meat mar-
ket from Clyde Zimmerman.

Marion—Chas. Levy, proprietor of
the Levy meat market, died at his
home.

Morristown—Ernest Zims will add
some new equipment to his grocery
and meat market.

Spencer—Taylor & Franklin will dis-
continue their meat business here.

Summitville—Henry Kirkpatrick and
Kenneth Cunningham will open a meat
market here.

Warren—Lee Boulevare has sold his
grocery and meat market to D. V.
Souvine.

Warsaw—John Hall, who is in the
grocery business here, will add a mod-
ern meat department.

Lockport—Luther Wallace has open-
ed a meat market here.

Madison—The grocery and meat
market of John D. Holiday was recent-
ly damaged by fire.

La Porte—The National - Rabbit
Breeders and Packers Association, re-
cently formed by local men, announce
plans for an extensive business in fur
and meats.

Martinsville—Henry Wich & Co.
have sold their grocery and meat mar-
ket to Joe Sadler. The market is lo-
cated in South Main street.

New Castle—A. B. Himes, who is
in the grocery and meat business on
14th street, has opened a branch mar-
ket on South 21st street.

—_>+>—__

Not Unusual For a Married Man.

The Tactful Husband—My dear, a
man was shot at by a burglar, and his
life was saved by a button which the
bullet struck.

His Wife—Well, what about it.

Nothing, my dear, only the button
must have been on,

 

maw -

 

mow +

 

é
i
;

 

 

, ue 2
Forty-sixth Anniversary MICHIGAN TRADESMAN 7
Some Helpful Ideas For Merchandis-_ ries are coming into great favor. The WHOLESALE DRUG PRICE CURRENT
ing Candy. sale is increasing tremendously. Your
This wholesale grocer gives his men stores have a decided advantage over Prices quoted are nominal, based on market the day of issue.
some ideas on how to sell candy and a lot of the other stores because they Cotton Seed ---- 1 35@1 50 Belladonna -.____ @l 44
: : : : : ee Acids Cubeb 5 00@5 25 Benzoin -___-.-._ @2 2
to help their retail customers to sell it: are able to offer this high gr ade, soft Borie (Powd.).. 9 @ 20 eal > ieee eee Genk oa aa
“In connection with your candy center chocolate cherry at a price that Borie (Xtal) -- 9 @ 20 jucalyptus ---- 1 zowi 6» Buchu -_---_-_- @2 ls
Bre ae his E d jus < tes with the bipmest. chain svs- Carbolic ~---._-- 38 @ 44 Hemlock, pure_. 2 00@2 25 Cantharides --_. @2 52
business for this next week and just competes ~ 1 the biggest c oa Gutric ee 62 @ 66 Joniuer Nocian. 4 aaa Capsicum foo @2 28
following up what we stressed at the tems and still make a handsome proft uriatic -------- % Juniper Wood -~150@175 Catechu -__---_- @1 44
: . : , : ¢ Nitric --------- 9 @ 15 Lard, extra _-.. 1 55@1 65 Cinchona --__-___ @2 lo
last sales meeting, here is the new’ on it. There is no chance for any of Ouaite —-- “oo * Lard. No. 1 .--. 1 25@1 40 Colchicum -_____ @1 80
: Ths , cA . st stucle ¢ asthe uiphuric ------ “low __ 25 Cuhebs _.._. 2 76
idea for your table. While we had your merchants to get stuck on either 4 52° @ 60 jaxeuiar ro ¢ mae = oo aa ¢ x
quite a little fun about marshmallows of these commod.ties, because both of Eamon 6 00@6 25 Gentian Ss @1 a3
at the meeting, it did make an impres- them will continue to sell all through . Ammonia Sea oa a ¢ = Gus. oy peony oa aa
sion, and we are sure your merchants the holiday season; and even if the woe - oo -- o PS = Linseed, bid less 1 30@1 43 lodine ~--.__-__- @1 25
. ot ee aa . on ce: 2 Linseed, raw.less 1 27@1 40 fodine, Colorless. @1 50
are going to be sold on the advisability merchant didn’t get started right away, Water, 14 deg... 5%@ 13 siustard, arifil. oz. @ 35 Iron, Clo _--_.__ @1 56
f yin arshmallows not only as he would want a stock of these around eS 20 @ 3% Neatafoot -—_--. 1 26@1 36 Kino ---..----.-- @1 44
"ee ane a ca oe fs ee) ae Chloride (Gran.) 09 @ 30 jive, pure -_-. 400@5 00 Myrrh ___-.-_.--_- @2 52
a staple food commodity but as a re- Christmas time. So if he has a weak Dlive, Malaga Nux Vomica _.. gi 80
lated item to the holiday sales. And _ heart or a feeble effort and finds at the . ~~. oe oreo an 3 00@3 50 one ro b a
. : ae sate opaiba —-.___ ; . aa
so for this table which you got the end of this time that he hasn't dis- Bi (Canaday “2 215@3 00 green -_____ 2 85@3 25 Cofum, Decoders’ @s 40
merchant to let you have, we are go-_ posed of all of his marshmallows or oe ae 5 ons ¢ Geewae, Sweet 9 “o .
; i i i . | CRGw Gs riganum, pure. 2
ing to suggest that this next two weeks cherries, he can still put them into his Tol ___ 2 00@2 25 Origanum, oat 1 00@1 20 Paints

you get him to permit you to arrange
this table so that it will contain a
caddy of marshmallows in the center
and 4 ounces and 1 pound marsh-
mallows grouped around this, so that
it will make a beautiful display, but not
so perfect that people will be afraid to
pick up the packages. The caddy of
marshmallows should be open and ex-
posed so that they can see the quality;
and if they snitch one, it will be sure
to pay profit, because then they will
want to buy some. Each one of these
should have a price tag on it, es-
pecially since it is possible for our mer-
chants to sell the caddy marshmallows
at such a_ remarkable price. We
should inform the consumer of this
advantage.

“This display will not take up the
entire surface of the table, so on the
other end of this table you will get
them to display the 1 pound chocolate-
covered cherries. As suggested by
your own retail customers last night,
nice candies would be a related item
to some of the fruits you are selling
for those special dinners they are go-
ing to have. Chocolate-covered cher-

stock and before the Christmas season
is over they will have vanished with-
out much effort. Of course, this isn’t
the idea in getting him to put them on
the table. The real
to get them out where they can be seen

idea is for him

and then put some sales effort behind
them and rake in the dollars of profit
that are Candy is
trade-building and
given attention.”

bound to follow.
profitable and
should be

A ae
The Ten Marks of an Educated Man.

He keeps his mind open on every
question until the evidence is all in.

He always listens to the man who
knows.

He never laughs at new ideas.

He cross-examines his day-dreams.

He knows his strong point and
plays it.

He knows the value of good habits
and how to form them.

He knows when to think and when
to call in the expert.to think for him.

You can’t sell him magic.

He lives the forward-looking, out-
ward-looking life.

He cultivates a love of the beautiful.

 

HOLIDAY GOODS

 

Grand Rapids

 

Now on Display in
Grand Rapids

Come in and look them over

Hazeltine & Perkins Drug Co.

Michigan

Manistee

 

 

Barks
Cassia (ordinary). 25@ 30
Cassia (Saigon) -. 50@ 60
Sassafras (pw. 60c) @ 60
ey Cut (powd.)

SO eee 20@ 30
Berries

Gubeb 2. ——— .@

eh aan «6G OG

Juniper —...... 11@ 20

Prickly Ash ______ @
Extracts

Edeerice 2.5 60@ 65

Licorice, powd. -. 60@ 70
Flowers

Arnica 2... 1 50@1 60

Chamomile Ged.) @ 50
Chamomile Rom. @ 7

Gums
Acacia, Ist -_.___ 50@ 55
Acacia, 2nd -... 45@ 50
Acacia, Sorts _.__ 85@ 40
Acacia, Powdered 40@ 50

Aloes (Barb Pow)
Aloes (Cape Pow) zaw 3a
Aloes (Soc. Pow.) 75@ 80

Asafoetida -_____ 50@ 60

Pow. —...... 90 @1 00
Carapnor 87@ 95
Goainc ....... @ 60
Guaiac, pow'd __ @ 7
De @1 25
Kino, powdered__ @1 20
Myrrh 2 @1 15
Myrrh, powdered @1 25
Opium, powd. 21 00@21 50
Opium, gran. 21 00@21 50
Shelige 220. 65@ 80
Soeuec 2... 7@ 90
Tragacanth, pow. @1 75
Tragacanth -__.. 2 00@2 35
Turpentine —_____ @ 30

Insecticides

Arsenic —..._._.. 08 20

@

Blue Vitriol, bbl. @ 08
Blue Vitriol, less 09%@17
Bordea. Mix Dry 12@ 26
Hellebore, White

powdered -..... 15@ 26
Insect Powder... 474@ 60
Lead Arsenate Po. 134% @30
Lime and Sulphur

ey 08@ 22
Paris Green _... 24@ 42
Leaves
Buchy ....-.- @l 0%
Buchu, powdered @1 10
Sage, Bulk -... 25@ 30

Sage, % loose __ @ 40
Sage, powdered... @ 35
Senna, Alex, .... 50@ 15
Senna, Tinn. pow. ph 36
Uva Urat 26

Oils
Ae exviaae”

Aad ie
artificial __._. 3 00@3 25
Benen Sweet,

Almonds, sa ition
imita ---- 1 00@1 25
Amber, Y ada -- 1 00@1 25

Amber, rectified 1 50@1 75
Auige: 1 25@1 50
Bergamont ---. 6 50@7 00
saj 2 00@2 25

 

Citronella ~----- 75@1 00
Cloves _-_- | ___- 4 00@4 25
Cocoanut ----—- 7 35
Cod Liver ------ 1 50@2 00

Croton ---------- 3 00@3 25

Pennyroyal -_-. 3 00@3 25
Peppermint -... 5 60@5 70
Rose, pure __ 13 50@14 06
Rosemary Flows 1 25@1 60
Sandelwood, E.
fo 11 50@11 75

Sassafras, true 1 75@2 00
Sassafras, arti’l 76@1 00
Spearmint -.-.__ 7 00O@T 25
Sperm oo 1 60@1 75
Rane 20 | 7 00@7 26
Far USP _ 65@ 15
Turpentine, bbl. _. @ 63

Turpentine, less._. 70@ 83
Wintergreen,

16Ge 6 00@6 25
Wintergreen, anaes

birch oo 00@3 25
Wintergreen, art 75@1 00

Worm Seed ____ 4 50@4 75
Wormwood, oz. .... @2 00

Potassium
Bicarbonate ___. 35@ 40
Bichromate  _____ 15@ 26
Bromide: _._____. by@ $85
Bromide -—_.____ 54@ 71
Chlorate, gran’'d. 23@ 30
Chlorate, powd.

Or Atal oo. oo. 25
Cyanide _.... 90
fogide 2... 4 06O4 28
Permanganate __ 22%@ 35
Prussiate, yellow 385@ 45
Prussiate, red __ @ 7
Sulphate 0 35@ 40

Roots
AlKkamet 222). 30@ 35
Blood, powdered. 40@ 45
Calamus... 35@ 85
Lulecamuipane, pwd. 25@ 30
Gentian, powd. ~ 20@ 30
Ginger, African,

powdered -_-__ 30@ 35
Ginger, Jamaica. 60@ 65
Ginger, Jamaica,

powdered —-____ 45@ 60
ao0ldenseal, pow. 6 00@6 50
lpecac, powd. -_ 5 50@6 00
Hicorice 35@ 40
Licorice, powd... 20@ 30
Orris, powdered. 45@ 60

Poke, powdered._ 35@ 40

Rhubarb, powd --. 1 00
Rosinwood, powd. 50
Sarsaparilla, Hond.

ground ....._.. 10

Sarsaparilla, Mexic. @ 60
Squilis $5

Squillg powdered 70@ 80
Tumeric, powd... 2@ 25
Valerian, powd.__ @1 00

 

Seeds
Anise... @ 35
Anise, powdered 35@ 40

ae, 19 13@ 17
Canary ......._ 10@ 16
Caraway, Po. 30 25@ 30
Cardamon ------ 50@2 75
anne pow. .40 77 26

oe 15@ 20
Fennell = 35@ 50
Wiae 9%@ 15
Flax, ground -. 9%@ 15
Foenugreek, pwd. 15@ 25
Hemp 8@ 15
Lobelia, powd. .- Se 60
Mustard, yellow 17 25

Mustard, black... 20@ 26

Poppy .--------- 16@ 30
Quince 1 25@1 50
Sabadilia —....__. 45@ 50
Sunflower --,--. 12@ 18

Worm, American 30@ 40
Worm, Levant — 6 50@7 00

Tinctures
Aconite: _._..__. in @1 80
Aloes 2. @1 56
Acafnatida —__ mr 2
Arnica... @1 60

Lead, red dry -. 144%@14%
Lead, white dry 144@14%
Lead, white oil 144%@14%
Ucnre, yellow Dbi. G 2%
Uchre, yellow less 3@ 6
Ked Venetn Am. 34%@ 7

Ked Venet'n Kng. 4@ 8
Putty 2 b@ 8
Whiting, bbl ___ @ 4%
Vhleng — 5%@10

L. H. P. Prep... 2 8u@s 00
Rogers Prep. -_ 2 80@3 uv

Miscellaneous

Acetanalid _____ b7@ 7d
Alda 2 Vow iz
Mtuin. DOWd and

SrOung oo. oy@ 15
Biouiutn, Ssuvni-

Chae 2 2 25@2 bz
Borax xtal or

powdered ---. W5q 1%

Cantharides, po. i ovu@s uv
Caluimiel 6OWHS 94

Capsicum, bow d OSw itv

&

Carmme ds UU@9I vu
Cassia Buus -.-. sow 40
Cleves (2 4u@ ao
elidin bk’ repared_ daw dio
Cniorolorm -___. 49Ww dt

Choral Hydrate 1 Zu@1 a
Cocaile ..._. 42 d0W4s VU
Cocoa Butter

a= GUY Yu
CULKS, inl, less SuU-lu tu
i 40-10%
Copperas Vs@ du
Cupperas, Fowd. tw lu
Corrusive Sublin 2 Zo@2 gu
Cream ‘Tartar __ su@ 4a
Cultle bone LL “c bu
Hextrine lo

Dovers Powder 4 overs ou
dumery, All Nos, lew lao
fumery, Powdered @ to
Epsom Saits, bbls. @03%
tupsull Sails, less 3%@ lu
iergolt, powdered __ @4 uv
Blake, White .. 15@ 2u
Formaldehyde, lb. 15%@35
G@latine ....._.... su@ 90
Glassware, less 65%
Glassware, full case 60%.
Glauber Salts, bbl. a
Glauber Salts less 04@
Glue, Brown 20@ 40
Glue, Brown Grd ls6@ 22
Glue, White -... 27%,@ 3d

Glue, white grd. er 35
Glycerine _.___. 18@ 40
Hops -.--...... 15@ 95
Ogine. 6 45@7 00
lodoform ....... 8 00@8 30
vead Acetate _. 20@ 30
face _....... @ 1 60
face, powdered_ @1 60
Menthol -.-.... 8 00q@2 00
Morphine -... 13 58@14 33
Nux Vomica  -... 3

Nux Vomica, pow. 15@ 26
Pepper, black, pow 57@ 70
Pepper, White, pw. 75@ 85
Pitch, Burgudry. 20@ 26
Quassia 12
Quinine, 5 oz. cans @ 60
Rochelle Salts .. 28@
Sacharine 3
Salt Peter ....... ll 22
Seidiitz Mixture
Soap, green -.. 15@ 30
Soap mott cast — @ 26
Soap, white Castile,

cas @1

Se 5 00
Soap, white Castile
less, per bar .. @1 60
Soda Ash __.-._.

3@
Soda Bicarbonate s4@
Soda, Sal %@

0

10
ae 08
Spirits Camphor @1 20
Sulphur, roll _... 3%@ 10
Sulphur, Subl. .. 4%@ 10
Tamarinds  -._..-. 20@ 25
Tartar Emetic .. 70@ 175
Turpentine, Ven. 60@ 175
Vanilla Ex. pure 1 50@32 00
Vanilla Ex. pure 2 25@32 50
Zinc Sulphate. 06@ U

 

 

28

MICHIGAN

TRADESMAN

Forty-sixth 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

Walnut Meats

DECLINED

Bulk Olives
Bbls. Holland Herring

Beef

Smoked Meats

 

 

AMMONIA
Quaker, 24-12 oz. case 2 50
Quaker, 12-32 oz. case 2 25
Bo Peep, 24, sm. case 2 70
Bo Peep, 12. lge. case 2 25

 

10 Ib. pails, per doz. 9 40
15 lb. pails, per doz. 12 60
25 lb. pails, per doz. 19 15
25 Ib. pails, per doz. 19 15

APPLE BUTTER
uaker, 24-21 oz., doz. 2 15
eee 12-38 oz., doz. 2 40

BAKING POWDERS
Arctic, 7 oz. tumbler 1 35

Royal, 10c, doz. ------ 95
Royal, 6 oz., doz. -- 1 80
Royal, 6 oz., doz. -~-- 2 50
Royal, 12 oz., doz. -- 4 95
Royal, 5 lb. ——___--- 5 40
Calumet, 4 o0z., doz. 95
Calumet, 8 oz., doz. 1 85
Calumet, 16 oz., doz. 3 25
Calumet, 5 Ib., doz. 12 10

Calumet, 10 Ib., doz. 18 60

 

Rumford, 10c, per doz. 95
Rumford, 8 oz., doz. 1 85
Rum/ord, 12 oz.. doz. 2 40
Rumford, 5 Ib.. doz. 12 50
K. C. Brand
10c size,
15¢ size.
20c size,
25c size.
= size,
c size
10 Wb. ig 4 _ _. 6 1D
BLUING

JENNINGS
The Oriainal

   
 

Mens Bea
z= . 4 dz. cs. 3 00
wre 3 oz., 3 dz. cs. 3 75

Condensed

Am. Ball,36-1 0z., cart. 1 00

Quaker, 1% oz.. Non-
freeze, dozen _----- 85

Boy Blue. 36s, per cs. 2 70

BEANS and PEAS
100 lb. bag
Brown Swedish Beans 9 00
Pinto Beans 9
Red Kdney Beans
Whte H’d P. Beans 9 90
Col. Lima Beans ---- 14 50
Black Eye Beans -- 16 00

Split Peas, Yellow .. 8 00
Split Peas, Green ---- 9 00
Seotch Peas __-------- 7 00
BURNERS
Queen Ann, No. 1 and
Oh oe
White Flame, No. 1
ane 2. Goz. 2 26

BOTTLE CAPS

Obi. Lacquor, 1 gross
okg.. per gross ...-.. 15

BREAKFAST FOODS

. Kellogg’s Brands.
Corn Flakes, No. 136 2 85

Corn Flakes, No. 124 2 85
Corn Flakes, No. 102 2 00
Vep. No: 224. 2 7
Pep, No. 202 2 00
IXrumbles, No. 424 __. z2 7u
--Bran Flakes, No. 624 2 45
Bran Flakes, No. 602 1 50
Rice hrispies. 6 oz. _. 2 70
Rice Krisp es, 1 oz. __ 1 10
Kaffe Hag, 12 1-Ib.

ANN. 2 7 30
All Bran, 16 oz. _____ 2 25
Ajl Bran, 10 oz. _.____ 2 70
All Bran, % oz. ____ 2 00

Post Brands.
Grape-Nuts, 24s -.-___ 3 80
Grape-Nuts, 100s -... 2 75
Instant Postum, No. 8 5 40
Instant Postum, No. 10 4 50
Postum Cereal, No. 0 2 25
Post Toasties. 368 _. 2 85
Post Toasties, 248  __ 2 85
Post's Bran, 24s __.. 2 70
Pills Bran, 128 ____.._ 1 90
Roman Meal, 12-2 Ib._ 3 35
Cream Wheat, 18 -_.. 3 90
Cream Barley, 18 _... 3 40
Ralston Food, 18 __.. 4 00
Maple Flakes, 24 -... 2 50
Rainbow Corn Fla., 36 2 50
>ilver Flake Oats, 18s 1 40
Silver Flake Oats, 12s 2 25
90 — Jute Bulk Oats, sis

nae New Oata, 24 2
Ralston New Oata, 12 2
Shred. Wheat Bis., 36s 3 85
Shred. Wheat Bis., 72s 1
Triscult, 249 1
Wheatena, 188 ____.-- 3

BBOOMS
Jewell, doz. 5
Standard Parlor, 23 lb. 8 25
Fancy Parlor, 23 lb... 9 25
kx. Fancy Parlor 25 lb. 9 75
Ex. Fcy. Parlor 26 lb. . 00

oy 1 75
Whisk, No. 3 2 75
BRUSHES
Scrub
Solid Back, 8 in. --.. 1 50
Solid Back, 1 in. ---. 1 75
Pointed Ends ~__--.-- 1 25

    

Peerless __-----_--_- ~_ 2 60
Shoe
No. 4-9 2 25
No, 2-0 2 3 00
BUTTER COLOR
Dandelion ~-...---____ 2 85
CANDLES
Electric Light, 40 lbs. 12.1
Plumber, 40 Ibs. -_-__ 12.8
Parafline, 6s... 14%
Paraffine, 128 _...... 14%
Wickig oo 40

Tudor, 6s. per box -_ 30

CANNED FRUIT
Apples, No. 10 — 5 00@5 50
Apple Sauce, No. 10 7 5¢
Apricots, No. 2% 3 40@3 90
Apricots, No. 10 8 50@11 50
Blackberries, No. 10 8 50
Blueberries, No. 10 __ 15 00
Cherries, No. 2 3 25
Cherries, R.A., No. 2% 4 30
Cherries, No. 10 _.. 13 00
Peaches, No. 10 Pie 7 20
Peaches, No. 2% Mich 2 20
Peaches, Cc.

Peaches, 10, .Cal. ____ 10 40

 

Pineapple, 1 sli. _.__ 1 60
Pineapple, 2 sli. ..._ 2 65
P’apple, 2 br. sli -... 2 35°
P’apple, 2 br. sli. _... 2 40
P’apple, 214, sli. -.___ ; 50

P'apple, 2 cru. .. 80
Pineapple, " crushed 3 00
Pears, No. et 2 ee.
Pears, No. * ee
Raspberries, No. 2 blk 3 25

Raspb’'s. Red. No. 10 11 50
Raspb’s Black,

Me. 19 11 00
Rhubarb, No. 10 _____ 4 75

Strawberries, No. 2 _. 3 25
Strawb’s “o. 10 -_.. 13 00

CANNED FISH
Clam Ch’der, 10% oz. 1
Clam Chowder, No. 2. 2
Clams, Steamed. No. 1 3
Clams, Minced, No. % 2
Finnan Haddie, 10 oz. 3
Clam Bouillon, 7 oz._ 2
Chicken Haddie, No. 1 2
Fish Flakes, small __ 1 35
Cod Fish Cake, 10 oz. 1
Cove Oysers, 5 oz. i

2
6
5
5
3

Lobster, No. 4, Star 2 90
Shrimp, 1; wet .. 00
Sard’s, 4 Oil, Key  __ 6 10
Sards, %4 Oil, Key __ 5 75
Sardines, % O.1, k’less 5 25

Red = Alaska_
Salmon, Med. Alaska 2 -
Saslmon, Pink, Alaska 2 1

Sardines, Im. \%, a ae 3
Sardines, Im., 25
Sardines, Cal. __ 1 3502 25
Tuna, %, Curtis, doz. 3 60
Tuna, 4s, Curtis, doz. 2 20
Tuna, % Blue Fin __ 2 25
Tuna, 1s, Curtis, doz. 7 00

Salmon,

CANNED MEAT

Bacon, Med. Beechnut
Bacon, Lge. Beechnut
Beef, No. 1, Corned_
Beef, No. 1, Roast —-
Beef, No. 244, Qua., sli.
Beef, 3% oz. Qua. sli.
Beef, 5 oz., Am. Sliced
Beef, No. 1, B'nut, sli.
Beefsteak & Onions, s
Ch.li Con Car., 1s ---
Deviled Ham, %s ----
Deviled Ham, ¥%s ----
Hamburg Steak &
Onions, No. 1 -_---- 3
Potted Beef, 4 oz. ---. 1 10
Potted Meat, % Libby 52
Potted Meat, % Libby 92
Potted Meat, % Qua. 90
Potted Ham, Gen. % 1 45
Vienna Saus., No. % 1 45
Vienna Sausage, Qua. 1 10
Veal Loaf, Medium ~~ 2 25

C2 DO Ht Go om CO DD C0 Co om DD
anmwrMTonmaronn a]
oouoocounococe

—
on

Baked Beans

Campbells -_-----
Quaker, 18 oz. —
Fremont, No. 2

 

Snider, No: 1. 2. 1 10
Snider, No. 2 —------- 1 25
Van Camp. small _.-. 90

Van Camp, med. ---- 1 lo

CANNED VEGETABLES
Asparagus

No. 1, Green tips ---- 3 75
No. 2%, Large Green 4 50
W. Beans, cut 2 1 75@2 25
W. Beans, 10 .... 8 00
Green Beans, 2s 1 65@2 26
Green Beans, 10s -_ @8 00
L. Beans, 2 gr. 1 35@2 65
Lima aoa 2s,Soaked : 25
Red Kid., 2 1 35
Beets, No. a. wh. 1 75@2 4u
Beets, No. 2. cut 1 45@2 35
Corn, No. 2, stan. -. 1 15
Corn, Ex. stan. No. 2 1 40
Corn, No. 2, Fan. 1 80@2 35
Corn, No. 10 __ 8 00@10 75
Hominy, No. 3 1

Okra, No. 2, whole .. 2 15
Okra, No. 2, cut -... 1 75
Mushrooms, Hotels -. 32

Mushrooms, Choice, 8 oz. 35
Mushrooms, Sur Extra 50
Peas, No. 2. E. J. ---- 1 36
Peas, No. 2, Sif,

JUNG. oo es 1 85
eee
. Fine, French 25

No. 3 1 60@1 75
Pumpkin, No. 10 5 00@5 50
Pimentos, 4, each 12@14
Pimentoes, %, each -- 27
Sw’'t Potatoes, No. 2% 1 75
Sauerkraut. No.3 1 45@1 75
Succotash, No. 2 1 65@2 50
Succotash, No. 2, glass 2 80
Sp nach, No. 1 __._-._ 1 25
Sninach, No. 2_. 1 60@1 90
Spinach, No. 3_. 2 25@2 50
Svinach. No i0_ 6 50@7 fn
Tomatoes, No. 2 ---_-- 60
Tomatoes, No. 3 -... 2 25
Tomatoes. No. 10 -.-- 7 00

_

Bar Goods
Mich. Sugar Ca., 24, 5c 75
Pal O Mine, 24, 5c ____ 75
Malty Milkies, 24, 5c _. 75
Lemon Rolls __ -.-.-_- 5)
Tra Duy. 24; Se oo 7d
No-Nut, 24, o¢ U2 75

CATSUP,
Beech-Nut, small ___. 1 65

Lily of Valley, 14 oz... 2 25
Lily of _ \% pint 1 66

Sniders, 8 oz. -_______ 1 65
Sniders, 16 pe cee 2 35
Quaker, 10 oz. ______ + 35
Quaker, 14 oz. _______ 1 9u
Quaker, Galon Glass 12 50

Quaker, Gallon Tin __ 7 50

CHILI SAUCE

Snider, 16 oz. ~.______ 3 15
Snider, 8 oz. 2 20
Lilly Valley, 8 oz. __ 2 25
Lilly Valley, 14 oz. __ 3 25

OYSTER COCKTAIL

   

Sniders, 16 0z. _____- 3 15
Sniders, & 062, 2..-_- 2 20
CHEESE :
Roquefort 2... 45
Kraft, small items 1 65
Kraft, American 1 65
Chili, small tins __ 1 65
Pimento, small tins 1 65
Roquefort, sm. tins 2 25
Camembert. sm. tins 2 25
Wisconsin Daisy _____ 26
Wisconsin Flat -______ 26
New York June -___ 34
San Sago 2.00 42
BC ee 32

CHEWING GUM
Adams Black Jack —_-_. 65

Adams Bloodberry --_-- td
Adams Dentyne --_____ 65
Adams Calif. Fruit -. 65
Adams Sen Sen --____- 65

Beeman’s Pepsin -__-_-- 65
Beechnut Wintergreen_
Beechnut Peppermint__
Beechnut Spearmint —_
Doublemint -_-_-_---- 65
Peppermint, Wrigleys —
Spearmint, Wrigleys -—- a

suicy. Bruit 200002

Krigiey s P-K 622s 63

Deno. ee 65

Teahaerry o.oo 65
COCOA

Nakhon

CEC ae
Coles i

=)
is

 

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

Checolate Apples -_.. 4 50
Pastelles, No. 1 __-. 12 60
Pastelles, % Ib. ~--_-_ 6 60
Pains De Cafe ____--- 3 00
Droste’s Bars, 1 doz. 2 00
Delft Pastelles ______ 2 15

1 Ib. ppd Tin Bon

Bone) oo 18 00
7 oz. ‘hae Tin Bon

Bons. 9 00
13 oz. Creme De Cara-

Que 22 13 20
12 oz. Rosaces ____--_ 10 80
% lb. Rosaces ___----_ 7 80
% lb. Pastelles _____- 3 40

Langues De Chats _. 4 80

CHOCOLATE

Baker, Caracas, %s —-_-- 37
Baker, Caracas, 4s __.. 35

CLOTHES LINE

Hemp, 50 ft. -__ 2 00@2 25
Twisted Cotton,

ot. 2. 50@4 00
Braided, OO ft. 2 25
Sash Cord a 3 50@4 00

COFFEE ROASTED
Worden Grocer Co.
1 Ib. Package

Melrose 2. oe 34
PAaberty 5 34
Quaker oo 39
Nenrow 2.000 37
- TAOUSO 46

pee Se ee 35
Royal Clue 300 31

McLaughlin’s Kept-Fresh

 

Nat.
Lighthouse, 1 lb. tins. 49

Gro. Co. Brands

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 lb. cases.

Coffee Extracts

M: Yes per 200 22 12
Frank's 50 pkgs. __ 4 25
Hummels 50 1 Ib. 10%

CONDENSED ee
Leader, 4 doz. -_.___

Eagle, 4 doz. —-..-.-_ 3
MILK COMPOUND
Hebe, Tall, 4 doz. ___ 4 5u
Hebe. Baby, 8 doz. _. 4 4
Carolene. Tall, 4 doz. 3 80
Carolene, Raby ______ 3 50

EVAPORATED MILK
Quaker, Tall, 4 doz. __ 4 00
Quaker, Baby, 8 doz. 3 90
Quaker, Gallon, % doz. 3 90
Carnation, Tall, 4 doz.
Carnation, Baby, 8 dz.
Oatman’s Dundee. Tall
Oatman’s D’dee, Baby
Every Day, Tall .___
Fivery Day, Baby  __-
Pet Pal ee
Pet, Baby, 8 oz.
Borden's Tall ________
Borden's Baby —_____

Bm oe vom nm pba Hee oben te oe
bo
o

CIGARS
G. J. Johnson’s Brand
G. J. Johnson Cigar,
Oe 75 00

Worden Grocer Co. Brands
Airedale 0

Havana Sweets _____ 35 00
Hemeter Champion_. 37 50
Canadian Club ______ 35 09
Robert Emmett -_-_ 75 00
Tom Moore Monarch 75 00
Webster Cadillac ____ 75 00

Webster Astor Foil__ 75 00
Webster Knickbocker 95 00
Webster Albany Foil 85 00
Bering Apollos ______ 5 00
Bering Palmitas  — 116 00
Bering Diplomatica 115 06

Bering Del'oses ____ 120 00
Bering Favorita -___ 135 00
Bering Albas ______ 15u uv

CONFECTIONERY
Stick Candy Pails
Pure Sugar Sticks-600c 4 00
Big Stick, 20 lb. case 18
Horehound Stick, 5c __ 18

Mixed Candy
Kindergarten __________ i;
Pep ger. i i3
French Creams ----____ 15
Paris Creams -_..._____ 16
POCErS 11
Fancy Mixture ________ 17

Fancy Chocolates
: 5 lb. boxes

Bittersweets, Ass’ted 1 75
Milk Chocolate A A 1 75

Nibble Sticks _______ 1 75
Chocolate Nut Rolls _ 1 %5
Magnolia Choc ______ 1 25
Bon Ton Choc. __.___ 1 50
Gum Drops sage
Ase
Champion Gums  --_____ 16
Challenge Gums -_____ 14
Jelly: Strings —._..20.U. 18
Lozenges Pails

A. A. Pep. Lozenges _. 15
A. A. Pink Lozenges __ 15
A. A. Choc. Lozenges__ 15
Motto Hearts —~_________ 19
Malted Milk Lozenges __ 21

Hard Goods Pails
Lemon Drops -___--____ 19
O, F. Horehound dps.__ 2
Anise Squares

Peanut Squares -______ i

Cough Drops Bxs
Putnam's: 2200 i 35
Smith Bros. ~----.-.. 1 60
Puden’s 2c. 1 50

Package Goods
Creamery Marshmallows
4 oz. pkg., 12s, cart. 85
4 oz. pke., 48s, case 3 40

Specialties
Pineapple Fudge ______ 18
Ital'an Bon Bons _____- 17

Banquet Cream Mints. 23
Silver King M.Mallows 1 15
Handy Packages, 12-10c 80

COUPON BOOKS
50 Economic grade. 3 50
100 Economic grade 4 5v
500 Economic grade 20 U6
1000 Economic grade 37 dv
Where 1,000 books are
ordered at a time. special-
ly printed front cover is
furnished without charge

CREAM OF TARTAR
6. Ib. boxes 22200 43

DRIED FRUITS
Apples

N. Y. Fey., 50 Ib. box 15%
N. Y. Fey., 14 oz. pkg. 16

Apricots
Evaporated Choice ____ 214
Evaporated, Faney __ 29
Evaporated, Slabs ____ ze

Citron
100 1b: box Bo 40

Currants
Packages, 14 oz. _____ 18
Greek, Bulk, Ib. -_____ 1s

Dates
Dromedary, 36s ______ 6 75

Peaches

Evap. Choice -----..... 20

Peel
Lemon, American _____ 30
Orange, American _____ 30
Raisins

Seeded, bulk _._.___-__ 10
Thompson's s'dless blk 081
Thompson's seedless,

D 02) oes 09%
seeded, 15 oz.

boxes__@15
. boxes__@16
. boxes_.@17
. boxes._@18
. boxes__w20

18024. . boxes__.@24

Hominy
100 lb. sacks __ 3 50
Macaroni

Mueller’s Brands
9 oz. package, per doz. 1 30
9 oz. package, per case 2 60

Bulk Goods
Elbow, 20 Ib. ~-______ 0814
Egg Noodle, 10 lbs. __ 14

Pearl Barley

Pearl,

Chester: ee 75
0000 2 7 00
Barley Grits ~-.____._ 5 00
Sage
Hast Indiq 22. 10
Tapioca
Pearl. 100 lb. sacks __ 09
Minute, 8 oz., 3 doz. 4 05
Dromedary Instant __ 3 50

FLAVORING EXTRACTS
JENNINGS’
PURE

FLAVORING

EXTRACT

Vanilla and
Lemon
Same Price
dL OR. 2. 226
1% oz. -. 1 80
2% oz. -. 3 OU
3% oz. __ 4 20

 

2 oz. -. 2 60
4 oz. _. 4 80
8 oz. _. 9 OU

16 oz. __ 15 06

3% oz.
Amersealed

At It 57 Years.

Jiffy Punch

3 doz. Carton ________ 2 25
Assorted flavors.
FLOUR

Vv. C. Milling Co. Brands
lily White 22.000). 8 30
Harvest Queen ______ 7 50
Yes Ma’am Graham,

DOB eee 2 20
FRUIT CANS
Mason
F. O. B. Grand Rapids
Half pint) 22 oe 7 50
One pint 2.5 7 75
One quart 0 | 10
Half gallon __________ 12 15
‘one Glass Top
Half pint 20002 9 00
One det ete Se eas er 9 30
One quart __________ 11 15
Half gallon _________' 40

 

ty

4

 

 

ty

se en | ee z

TRADESMAN

 

 

 

 

 

 

 

 

  

   
 

    

Forty-sixth Anniversary MICHIGAN 29
GELATINE ere aro a eo SHOE BLACKENING Brille 2 85 TABLE SAUCES
Jell-O, 3 doz, 2. 2 85 rom Tan Vagon Barreled Pork 2 in 1, Paste, ee Climaline, 4 doz. _.-.4 20 4, P Ee
oe ea 403 Red Crown Gasoline -. 11 Clear Back -. 25 00@2800 jo % Canbination, da ise Grandma, 100, 5c. 3 50 pee & pertim large. ¢
Plymouth, White ____ 1465 Red Crown Ethyl --_-_ 14 Short Cut Clear26 00@29 00 pyri-Foot, doz. _.____ 200 Grandma, 24 Large -. 350 pepper ______________ 1 6
Quaker, 3 doz. ------ 225 Solite Gasoline -_______ 14 Bisbys, Doss, 135 Gold Dust, 100s ---___ ! Royal Mint i. 2 40
Shinola, doz. --_---__ 99 Gold Dust, 12 Large 3 20 -obasco, 2 oz 423
Y AND PRESERVES ae bran Barret eee Bee 38 425 Sho You, 9 oz, doz, 2 25
JELLY A S Perfection Kerosine __ 13.6 Dry Salt Meats La France Laun.,4dz.300 a1 large 78
Pure, 30 Ib. pails ---. 3 30 Gas Machine Gasoline 37.1 D S Bellies __ 18-20@18-16 Old Dutch Clean, 4 dz. 340 4A i’ gmail _........” 3 hi
Imitation, 30 lb. pails 185 Vy.M. & P. Naphtha__ 19.6 STOVE POLISH Octazon, 965 29) = 7 Po 3 30
Pure, 6 0z., Asst., doz. 90 eo Biackne, por doa 135 Rinso, 40s 1 in eee
Pure Pres., 16 0z., dz. 2 40 Black Silk Liquid, dz. 149 Rinso. 24s __________ & 25
hwo seek ai Lard Black Silk Paste, doz. 125 Rub No More, 100, 10 TEA
Pure in tierces —_____ 12 fnameline Paste, doz. 1 35 Se i
JELLY GLASSES _ ie Teen Barrels 60 lb. tubs _._-advance %4  mameline Liquid, dz. 133 Rub No More, 20 Lg. 4 00 Meat Japan ain
8 02.. per doz. .225 | 36 Light warren 77.1 50 lb. tubs ____advance y% E. Z. Liquid, per doz. 1 40 Spotless Cleanser, 48, — a oe ee 37@52
Medium 7.1 20 1b. pails ___.advance % Radium, per doz. -- 1 d» ihe Qo | Gerrans 85 Rance 0 802 TD 52@61
a ------------ { -1 10 Ib. pails ___.advance % ae Sun, per doz. 1 35 Se a ae doz. -_ 2 - ag gi ae ve.
xX. Heavy ---------_-- 7.1 5 Ib. pails ___-advance 1 554 Stove Enamel, dz. 2 30 2apOHO, _ 3 15 : 1 nnn —
OLEOMARGARINE 3 lb. pails __-_-advance 1 Vuleanol. No. 5, doz. 95 Snameae, 100, 12 oz. _ 6 40 | tb. pkg. Sifting -______ 14
Van Westenbrugge Brands @ Compound tierces ____ 12 Vuleanol, No. 10, doz. 1 35 Sue as 10 oz. 4 00
Carload Distributor arine Compound, tubs -____- 6 Se) per ae ee Gueedes 4 a ~~ 7 90 Gunpowder
Sunbrite, 50s ______-. 219 Choice ----------------- 40
Wyandote, 48 ________ 475 Fancy ----------------- 47
i - : Suasages SALT Wyandot Deterg’s, 24s 2 75
i ee eee 18  Colon‘al, 24, 2 Ib. ___. 95 Ceylon
sight -----____________ Go. Liver 18 Colonial, 36-11% 1 25 Pekoe, medium __-____- 57
Medium —-----________ 65.1 Frankfort ---___________ 21 Colonial, Iodized, 24-2 1 50
Heavy —_--_.-__-______ Gol Pork: 2-0 ---. 31 Med. No. 1 Bbls. 2 85 SPICES
Special heavy -__-___- Gol (Veal _.. 19 Med. No. 1, 100 lb. bk. © 95 Whole Spices English Breakfast
Extra heavy --_--_-__ 65.1 Tongue, Jellied ____.___ 35 Farmer Spec., 70 lb. 95. Allspice, Jamaica ___. @25 Congou, Medium -_____
Nucoa, 1 Ib. __________ 21 Polarine EY) _.__- 65.1 Headcheese ____________ 18 Packers Meat, 50 Ib. 57. Cloves, Zanzibar ___. @3S Congou, Choice __._ 35@36
Nucoa, 2 and 5 Ib. -__ 20% Tranmission Oil _____ 65.1 Crushed Rock’ for ice Cassia, Canton 2 aa Congou, Fancy -__. 42@43
Finol, 4 oz. cans, doz. 1 50 cream, 100 Ib., each xsi Cassia, 5c pkg. doz. @10
Finol, 8 O8, ane, doz. 7° Butter Salt, 280 ib. bbl.4 21 Ginger, African’ ____- @19 Oolong
Wilson & Co.’s Brands oan iu ae Smoked Meats Bloek, 50 Ib, 49 Ginger, Cochin __ @25 Medium _______ 39
Gies » 40, 8 Hams, Cer. 14-16 Ib. @24 Baker Salt, 280 Ib. bbl. 4 10 Mace, Penang ______ ESS Ghee ee -
Certified 24 Parowax, 20, 1 Ib. -_ 8.8 Hams, Cert., Skinned 2220 1b. pet bale = 245 Mixed) Ne. 1 . Qe farce =
Nop oe ee 78 16-18 Ih 24 00. 3 Ib., per bale -____ 2.85 Mixed, 5c pkgs., doz. @45 7 eee
Special Rol 19 = Ham, dried beef ie 28 bl. bags. Table ___ 42 Nutmegs, 70@90 ----- @59
ee : ————— Knuckles ________ @42 Old Hickory, Smoked, _ Nutmegs, 105-110 _. @59 TWINE
ene California Hams __ @17% Gol Iho: So 450 Pepper, Black @46 Coton, 3 ply cone _____ 0
AISEIMDAC Picnic Boiled Cotton, 3 ply Balls -___ 42
MATCHES hoes Hams ________ 20 @25 Wook Guy 2 — 18
Swan, 144 000 4 20 sired Boiled Hams ______ @36
Diamond. 144 box _... 5 00 D or eed Hams bo @19 Pure Ground in Bulk VINEGAR
Searchlight. 144 box 5 00 con acon 4/6 Cert. 24 @30 Allspice, Jamaica @35 Cider. 40 Grain _._-___ 22
Mhin Red Tahel. 144 bx 4 20 iw Cloves, Zanzibar ____ @46 White Wine, 80 grain__ 25
Ohio Blue Tin, 144 box 5 00 . Cassia. Canton ______ @2g ‘Vhite Wine, 40 grain__ 19
Ohin Rue Tin. 720-1¢ 4 90 ae Ginger, Corkin _____ @35
*Blue Seal, 144 ______ 4 85 Beef oe. @32 WICKING
*Rel'able, 144 _______ 3 90 Boneless, rump 28 00@38 00 Mace, Penang _______ 139 No. 0, per gross 80
*Federal. 144 _____ 5 00 Semdac, 12 pt. cans 3 00 Rump, new __ 29 00@32 00 Pepper, Black ________ @55 No. 1. per gross SL 1 25
1 Free with Ten. Semdac, 12 qt. cans 5 00 Nutmegs ________ --- @59 No. 2, per gross _____ 1 50
a Pepper Qty > at 80 Dee Fro a
epper, Cayenne ___. @37 Peerless Rolls, per doz. 90
Safety Matches Bese ease 17 Paprika, Spanish ___. @43 Rochester, No. 2, doz. 50
Quaker, 5 2ro. case___ 4 25 PICKLES Poe ae pn eee. No. 3, doz. 2 00
St near ne : tay or
Medium Sour ayo, per doz. ______ 75
NUTS—Whole 5 gallon, 400 count —-_ 4 75 Seasonin
Almonds, Tarragona__ 25 RICE Chili Powder. pi 1 35 WeHEn Want
Haney: Mixed oe 24 Sweet Small ree oe Rose ____ 051% Celery Salt, 3 om __.. 95 Bushels waren teed
Cacao ee ee ee ee oe aNey Fieadg oe my, Se Sa 9 ae s . ,
Filberts, Sicily —--___ 22-16 Gallon, 2250 --.__. 24 60 i hy a on — 90 Wire handles _-__- 1 75
Peanuts, Vir. Roasted 11 5 Gata us. 9 75 Lg = eat aan oe, Gade Si 1 35 ushels, narrow band,
Peanuts, Jumbo, std. 13 " lized, nga om 3 SS Waa I 35 wood handles ______ 1 80
Pecans, 3, star __.___ 95 ! : ive case lots ____._ 23 ica a oz. -___ 3 25 Market, drop handle__ 90
Pecans, Jumbo ______ 40 Dill Pickles RUSK La Cc fs ouquet ---- 450 Market, single handle. y5
Pecans, Mammoth _. 50 Gal. 40 to Tin, doz.__ 10 25 . a. ze Market, extra 1 60
Walnuts, Cal. ____ 27@29 No. 2% Tins ___.____- 2 26 Dutch Tea Rusk Co. BOGAN Guay ta COU Ce eee 8 50
Higtery 07 +32 oz. Glass Picked__ 2 75 Brand. ia. Wives ic & suas foe te
32 oz. Glass Thrown 2 40 36 rolls, per case on Twenty ule Team Pamechs ou aS = SEEN, small... 6 59
18 rolls, per case ___. 22 24, 1 Ib. packages __ 3 25 oe (ae
Salted Peanuts Dill Pickles Bulk 12 rolls, per case ____ 1 50 48, 10 oz. pochanes _. 4 35 Havel 4 Churns
Fancy, No. 1 __________ 5 Gal. 200 20 5 25 12 cartons, per case __ 179 96. % oz. packages __ 4 00 Hare cane each __ 2 40
16 Gal: 600 220 10 25 18 cartons, per case _. 2 68 E ao gal., each__ 2 55
45 Gal. 1200 22 24 00 36 cartons, per case __ 5 00 STARCH o gat., per gal. __ 16
Shelled SOAP Corn *
Almonds Salted ________ 95 Kingsford, 40 Ibs. _. 11% ails
veanuts, Spanish PIPES SALERATUS Am. Family, 100 box 6 30 Powdered, bags 450} ‘It, Galvanized ____ 2 60
is buen W Arm and Hammer __ 375 Crystal White, 100 _. 420 Argo, 48, 1 Ib. pkes. 3 60 14 at. Galvanized 2 85
Bilberte 000 32 Cob, 3 doz. in bx. 1 00@1 20 Biz Jack, 60s ________ 4%5 Cream, 48-1 __ ss 36 a qt. Galvanized ____ 3 10
Pecans Salted ________ 82 Fels Naptha, 100 box 5 50 Quaker, 40-1 _""- 07% «45 at. Flaring Gal. Jr. 5 00
Walnuts Burdo ________ 70 SAL SODA Flake White, 10 box 4 20 at. Tin Dairy _____ 4 00
G 1 Grdma White Na. 10s 3 75
ranulared, 60 Ibs. cs. Jap Rose, 100 box ____ 7 85 Traps
MINCE MEAT PEEUNG CARRS .Gmagaid a | Paley, 100 box 4 00 Gloss Mouse, Wood, 4 holes. 60
None Such, 4 doz. ___ 6 47 Battle Axe, per doz. 2 65 packages _... 1 20 Palm Olive, 144 box 10 50 Argo, 48, 1 lb. pkgs. 3 60 Mouse, wood, 6 holes. 7
Quaker, 3 doz. case __ 3 50 Torpedo. per doz. .-.. 2 25 Lava, 100 box ________ 4 90 Argo, 12, 3 Ib. pkgs. 2 62 Mouse, tin, 5 holes __ 65
Libby. Kegs, wet, lb. 22 Blue Ribbon, per doz. 4 25 Octagon, 120 ____-__- 5 poo - ’ Ib. pkgs. __ 2 97 bee woe 1 00
- Pummo, 100 box __-. 4 85 Silver Gloss, 48, Is __ 111 at, Spring
POTASH COD FISH Gwastheart, 100 box __ 5 70 Elastic, 64 pkgs. seis an Mouse, spring as , =
OLIVES Babbitt’s, 2 doz. ----275 riddles 20 Grandpa Pha - os ae Esco a a ee 30
4 oz. Jar, Plain, doz. 1 35 Tablets e foe ee eee eee oe Oe 06 Tubs
10 om. Jar. Plain. dos 2 35 - ar. 19% yea ro = ‘ » Larne Galvanized ____ 8 75
s4 of, Jar, Pisin, doz. 4 ov FRESH MEATS Wood boxes, Pure __ 30% Williams Barber Bar, 9s 50 ah tia
Pint Jars, Plain, doz. 2 85 Beet a Will i ie SYRUP Small Galvanized ..__ 6 75
Quart Jars, Plain, doz. 5 00 ee Whole Cod __......__ 11% Williams Mug, per doz. i Gada
1 Gal. Glass Jugs, Pla. 2 00 Top Steers & Heif. ____ 24 i Washboar
5 Gal. Kegs, each ___ 750 Good St'rs & H'f 15%4@22 meaninc Blue Karo, No. 1% -. 277 Banner, Globe __ § 50
3% oz. Jar, Stulf., duz. 1 do Med. Steers & Heif. __ 19 CLEANSERS Wine aro, No. 5,1 dz.391 Brass,’ single ___. 6 25
6 oz. Jar, Stuffed, doz. 2 35 Com. Steers & Heif. 16@18 Holland Herring ue Karo, No. 10 371 Glass.’ single _.____-- 6 ov
9% oz. Jar, Stuff., doz. 3 75 Mixed, Kegs —_______ 1 00 red Karo, No. 1% -. 305 Double Peerless ______ 8 50
1 Gal. Jugs, Stuff, dz. 27 Veal Wind hac ce <i Ree Karo, No. 5, 1 dz. 4 29 Single Peerless _.... 7 50
Pop ee 21 Misaa bile : we 50 = ted Karo, No. 10 __ 4 01 Co Queen ______ 5 50
Gogg 2. 19 i os. oes o F PRMVGRSRE 7 25
PARIS GREEN Medium = 0 16 Milkers, Kegs ______ 10 N
Milkers, half bbls. 9 75 3), Imit. Maple Fiavor : Wood Bowls
oe Milkers, bbls. ______ 18 50 e Orange, No. 1%, 2 dz. 3 25 - ba i -----~-- 00
fans FH Urange, No. 5, 1 doz. 499 {2 !n. Butter ________ 9 00
Spring Lamb __-------- a SE eee is 17 in. Butter ________ 18 00
Good) 99 «8 Ib. pails ---_______ 1 40 5 19 in. Butter 25 00
Madium oe 29 Cut Lunch __________ 1 50 Ab i:
Me 20 Boned, 10 Ib. boxes __ 16 rr ‘ -. ome 160 we VRAPPING PAPER
#7 FI 3 ae +o anne Fibre, Manila, whi
emia, Hl F Kanuck, 6 gal. can __6 60 No. 1 Fibre t _ oeie
. — _ Lake Herring ‘ i Butchers DF __ 7 06
Medium .----.---.---. 13 % Bbl, 100 Ibs. ___ 6 50 y “— Kraft Stripe —-----"__ 0934
Woot, oo 8.8 11 oo per _ eas = =
elehs, per gal. .__ E
Mackeral fagic, oo. oC 2 70
Pork Tubs, 60 Count, fy. fat 6 50 Sunlight, 3 doz. ___ 2 70
“at . ‘ i 2 i cae COOKING OIL ‘Sunlight, 1 doz oe ac
i BO cee cmt: OP bee cane Mazola reast Foams 3 doz. ~~} <0
24.1 Ib: Tins oo Shoulders _..-_________ 16 Fints, 2 doz ..-_____ 675 --east Foam, 1% doz. 1 35
8 oz., 2 doz. in case ____ Sparerihs 0 16 : : WASHING POWDERS Quarts, 1 doz, ______ 6 25
1s th. veils: Neck: Hones 2 06 White Fish Bon Ami Pd., 18s, box 190 Half Gallons, 1 doz. — 11 75 YEAST—COMPRESSED
OG th patie oa Trimmings. 22020... . 12 Med. Fancy, 100 Ib. 13 00 Bon Ami Cake, 18s --1 62% Gallons. % doz... 11 30 Fleischmann, per doz. 30

 

  

30

 

Some Thoughts on World Conditions
To-day.

Grandville, Dec. 3—Japan and China
are becoming each month important
factors in the settlement of the world’s
business, such as war and the matter
of how such wars shall be conducted.

Japan it seems is not quite satisfied
with the stand the other powers have
taken in the naval settlement among
the nations of the world. Washington
authorities are said to be disturbed
because of this. Many more disturb-
ing elements will enter into the dis-
cussion of the deleting of navies and
standing armies.

It is comparatively of recent date
that Japan has asserted herself as one
of the nations of the earth to be reck-
oned with. Her separate naval battles
of recent years in which she astonish-
ed the white countries with her valor
upon the sea, has placed her well to
the front in all discussions as to peace
and war in the coming years.

And now China has been heard from
That country is now in the throes of
war with Russia, and the latter seems
to be worsting the yellows. China
appealing to the league of nations to
come to the sescue is a sight to cause
America and England to open their
eyes and take notice.

All those nations that have joined
the league must expect to listen to
such pleas as China is making and
America may well thank her stars that
she is not a member of that league.

The visit of Ramsay MacDonald to
the United States was of a pleasing
nature, and our Washington adminis-
tration talked over naval questions in
a friendly way, yet in no particular did
we engage to stand with England or
any other country in settling the naval
question permanently.

Hands across the sea is a pleasing
sound, but that it means joining in
undesirable bargains with any other
people on earth is a clever fiction.
Uncle Sam asks no odds of the rest of
the world. There never has been a
time when England has not flattered
herself that she dominated the seas,
and that fiction still holds.

Whatever bargains are made, either
in the averaging of armies and navies
of the different nations of the world
this Yankee nation is bound to remain
on the outside and decide all her war
and peace questions on an_ entirely
home basis regardless.

The world is remarkably free from
wars at the present time, that war be-
tween the reds of Russia and the
Chinese being of a sporadic character
which is not likely to lead to a gen-
eral war among the nations of the
world.

It is doubtful if the league of na-
tions takes a hand in this side show
over there in Manchuria. Certainly
we in America have no thought of be-
coming a factor in the game. Russia
is at present a third rate power, wield-
ing little if any influence in the affairs
of the world.

The meeting to take place next
month in England will be attended by
a goodly delegation of American
pacificators, not one of whom, however,
is authorized to cut naval prepared-
ness to the quick.

Really it would have been far better
if America had declined to meet these
world representatives to discuss naval
deletion. Britain is sure to hold to
her former decision to keep a good
supply of ships of war ready at a mo-
ment’s notice to mingle in any war
that may take place on the sea.

The nations of the world are secret-
ly jealous, one of another, and while
such is the fact there is little likeli-
hood of a naval cut being agreed to.
The Russians have dropped bombs on
the Chinese from sky planes, scatter-
ing death and woe over a wide scope

 

MICHIGAN

of country. What will the league of
nations sav to this? We opine nothing
in particular. This league is for the
protection of European countries, the
yellow nations being a secondary con-
sideration.

In all history bargains between na-
tions for the purpose of avoiding war
have been of little avail. Such bar-
gains have more often led to war than
otherwise. We may expect this to
continue for long years to come.

It seems to the common man that
America’s entering into a confab next
month with European countries to se-
cure the peace of the world is one of
the baldest farces ever conceived.
Nevertheless these wise men_ will
doubtless meet and discuss means and
methods for tying up armies and
navies so securely there can be no fur-
ther use for them.

A nation unprepared for hostilities
is like the trusting settler of our West-
ern prairies, erecting a cabin, fetching
his family to occupy it while neglect-
ing to supply himself with a rifle and
ammunition. How could our Western
plains states have been populated with
hostile Indians and outlaw whites on
every hand, had the settler with honest

intentions neglected to prepare for
trouble by arming himself for any
emergency?

Preparedness wins every time. Many
of our wars were unnecessarily pro-
longed because of unpreparedness, the
civil war more particularly. Keep
right on your side, Uncle Sam, and
keep your arms within reaching dis-
tance that you may not be surprised
by an enemy when least expected.

A bargain may be a bargain in civil
life but in time of war such agreements
are usually not worth the paper on
which they are written. It may prove
a godsend to us all if the nation of
Japan insists on retaining certain sea-
going ships; she may influence other
nations to hesitate about opening their
ports to foreign invasion.

Peace and good will among nations
as well as individuals frequently de-
pends on a good supply of men, ships
and gunds. Old Timer.

—_—_»>-.—___

Training of Youth in Part-time Schools
Readers in every phase of profession-
al, industrial or commercial life have
interest the
rapid development of the vocational
education in New York State. They
have seen in it a vital attempt to sup-
plement the work of the older academic

viewed with increased

schools.

It means vitalizing the entire public
school program as it applies to chil-
dren of adolescent age. It has been
well said:

“The part-time school is the work-
ing child’s high school. All who go
to work before attaining the age of 17
must share in its benefits.”

It is an expression of the desire of
this Commonwealth that every child
have equal educational advantage. Last
year 164,000 young workers, between
the ages of 14 and 16, spent four hours
each week in a school organized to
meet their particular needs.

The part-time schools should be
strengthened and improved. They
should be housed in modern buildings.
They should have proper equipment.
They should offer a broad range of
courses’ related to the vocations in
which the working children are engag-
ed or in which they hope to be engaged.

It is only simple justice that the
child who works must be as well cared
for in matters of education as the child
who comes from a well-to-do home

TRADESMAN

and who, consequently, can receive all
the advantages which society has pro-
vided for those who can afford to
share in them.

Agricultural education, guidance of
children, trade schools for highly spe-
cialized trades, vocational home-mak-
ing for the thousands of girls who
will never complete high school, edu-
cational opportunities for every adult
who seeks them, a rehabilitation pro-
gram that adds hundreds of thousands
of dollars to the earning power of
those handicapped industry, a
program that reaches every handicap-
ped child in the State, regardless of
whether or not he is able to attend the
public schools, and a program that as-
sumes to reach into our prisons and
help recreate men and women—these
are ideas that appeal to the imagina-
tion of men and offer great possibilities
for further development in the educa-
tional system.

Adult education has opened doors
for many students. The demands up-
on the schools to meet the growing
needs of leisure time are on the in-
crease. Industry and the social order
will both alike benefit from wider edu-
cational opportunities.

Among the immigrants who come to
our State, night schools are provided
for men and women, and day exten-
sion classes for mothers in order that
they may avail themselves of these
educational facilities. We have hardly
touched the possibilities of education
for the adult.

Every community in the State
should offer a broad program of study
at night, or during leisure hours, for
those adults who desire to improve
themselves along general or special
lines. Herbert H. Lehman,
Lieutenant Governor, New York State.

from

—_—_>> > ___
Itemes From the Cloverland of Michi-
gan.

Sault Ste. Marie, Dec. 3—The Soo
surely got her share of the storm on
Friday and Saturday. Road traffic was
at a standstill, but the trains kept
moving almost on schedule. Navi-
gation suffered most, with ninety-one
steamers clinging to shelter in harbors
and rivers in Lake Superior as the
blizzard of savage violencé, almost un-
precedented, swept over this region.
The river is freezing over rapidly.
Slush ice is forming from Little Rap-
ids out to DeTour. Six inches of ice
is reported at Sailors’ Encampment.
Dredging operations are about sus-
pended for the winter. Crews of
dredgemen are dispersing and _ the
dredges are coming to the Soo for the
winter.

Thirty-three hunters’ automobiles
are marooned in high drifts twelve
miles North of Eckerman. Joe Beach
and a party of eight or nine in the
Betty Bane are lost somewhere on the
Tahauamenon River. Some of the
hunters were reported nearly starved
by conservation officers coming
through from McNarney to Eckerman.
They came across twenty-two cars in
one group, seven in another and four
in another party. The men had given
up the fight against the drifts and sat
huddled around fires.

Mrs. Anna Marion, aged 63, wife of
Charles Marion, the East end grocer,
died Saturday at her home, 1057 Maple
street. The bereaved has the sym-
pathy of a large circle of friends.

One State ferry will continue to op-
erate between St. Ignace and Mack-
inaw City on a three hour schedule,

  

Forty-sixth Anniversary

starting at 6 o’clock in the morning.

Our three banks are distributing
$70,000 in Christmas savings to bring
cheer to 1,250 club members.

About fifteen merchants and others
left last week for Chicago to attend
the live stock exhibition.

The place for the knocker is out-
side the door.

I. W. Malmborg, the well-known
baker, has purchased the building now
occupied by him as a bakery. He has
finished the second story, which he
will occupy as a residence.

The low price of turkeys on Thanks-
giving enabled the markets to clean up
on the large number offered. Very
few were left over to keep for Christ-
mas.

Peter Kotti, the well-known mer-
chant and postmaster at Raber, was a
business caller here last Friday, but
was detained on his return by the

blizzard. He left for home, but had
to turn back a few miles out on
US. 2.

Ham Hamilton, of the Pickford

Grocery Co., at Pickford, was also de-
tained by the blizzard and spent the
night with relatives on the Canadian
side of the river.

William G. Tapert.

——_22.a___

Wide Sheetings Unaffected By Price
Changes.

At the present time the wide sheet-
ing, sheet and pillowcase situation is
unaffected in price by conditions ob-
taining in print cloths and narrow
sheetings. Whether so satisfactory a
state of affairs can last indefinitely
leads to conjectures as to what even-
tualities will be. Optimism prevails
that by the end of January, when it
is possible that a new contract period
will be opened for the benefit of job-
bers and retailers, the situation for the
entire market may have clarified and
no need for change may develop.

Because of such considerations there
is general readiness to act with rare
discretion in the merchandising of
these textiles, to give buyers every
assurance of price confidence and to
keep every contract inviolate in value.
In so far as these measures can be en-
forced there is every purpose to main-
tain them.

In effect, the primary market gained
the impression that buyers were less
active in their covering operations
than their needs justified. That many
are withholding orders because of fears
that price changes are impending,
whether voluntary or involuntary, is
within the experience of various sell-
ers. Were it possible to convince cus-
tomers to the contrary there would be
plenty of additional sheets and cases
ordered.

December is scheduled to be a fair-
ly active month, for a vast number of
distributors must come in to prepare
for their January sales that stimulate
consumer purchasing beyond that of
most months of the year. Were it
otherwise, it would reflect seriously on
the industry. Hopes prevail at present
that nothing can alter the need of job-
bers and retailers. Though many are
covered moderately; there are many
more who have hardly prepared for
early next. year selling. A number are
very amply provided with stock and a
few state they believe they have
enough merchandise to go through
January because of especially heavy
earlier commitments placed with mills.

 

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Forty-sixth Anniversary

PLAYING WITH LAND.
(Continued from page 16)
brought into life by playing with the
land. In my own case I have been
brought up next to the land, and the
greatest delights in my life from the
time I played upon the sand pile in my
aunt’s garden until to-day, have been
connected with doing something with
the land, and mostly it has been a mat-
ter of recreation. For a time I was a
market gardener and the money end
of it made an appeal to me, but in
these recent years I have tried to see
how much I could get out of a small
piece of land, and it has been real fun
and I know that my friends have en-
joyed visiting the garden which has
been especially given up to the grow-

ing of vegetables.

In Argentina, where a large propor-
tion of the meat and hides for the
world are grown, men deal with great
areas of land upon which cattle are
pastured and fed, and from stories I
have read there is a great deal of joy
in the accomplishments upon these
great ranches. The tendency of the
age, however, is toward intensive cul-
tivation of the and men_ have
found that by manipulating the soil in
the very best way, results can be ob-
tained from which
results

soil,

very small areas
favorably

from great domains.

with the

The studies of
the experiment stations of this coun-
try are largely the
problems to secure the greatest re-
sults from the smallest areas of land.
Some of the latest experiments in
California indicate that we can eco-
nomically develop methods of growing
crops which will be multiplied any-
where from ten to one hundred times
what we have called good crops upon
the same areas of soil. We are on the
edge of great developments in _ this
country, and this is the result of scien-
tists playing with the soil.

compare

When I was a boy my father gave
me a piece of ground and told me that
I could grow upon it what I pleased
and sell the products and could have
the money for myself, and several of
the neighbors’ boys were treated in the
same way by their parents, and we
had rival gardens upon which we grew
things to sell. The object was to make
some money, but the enjoyment of
growing things and competing with
sach other in securing results were of
far more import to us really than the
money we secured from our crops. All
this awakened a taste for playing with
the land and trying through skill to
secure valuable results. Aside from
this we took great pleasure in the ar-
tistic side of our gardens. We enjoyed
showing them to people because we
delighted in their beauty.

All these experiences have emphasiz-
ed to my mind the importance of giv-
ing our children the opportunities to
play with the soil and to do original
work in finding out the possibilities of
a piece of land.
is that you who have homes in which
there is an opportunity for a good
sized garden, take the pains to have
your children grow into a knowledge
of what can be grown out of the soil,
and thus give to them information
which will be valuable to them and in-

My final suggestion

working out of

MICHIGAN
creasingly valuable because they are
working out the problems themselves.
And you who possibly are thinking of
acquiring homes and are growing little
families, be sure and have a lot that
is large enough for the children to use
as a playground and to combine the
play with lessons in agriculture and
horticulture
pleasant
and by will be suggestions of import-
ance in connection with the business
of life. The more play we can bring
into our and the
families to lighten up the cares of this

which will not only be

memories to them, but by

lives lives of our
world and the problems of getting a
living, the greater will be the happi-
and [|
the acquiring of

ness of living in this world,
commend to
technical
growing things out of the soil and de-
veloping beautiful and attractive homes
by learning the best ways of utilizing
grass and shrubs and trees and vege-
tables and flowers in having
times in which all the members of the

you

information connected with

good

family can be factors.

Charles W.

Garfield.

—__o-e 2
Proceedings of the Grand Rapids
Bankruptcy Court.

Grand Rapids, Nov. 15—On this day was
held the first meeting of creditors in the
matter of Steve G. Boyer, Bankrupt No.
3933. The bankrupt was present in per-
son and represented by attorney Lucien
F. Sweet. No creditors were present or
represented. No claims were proved and
allowed. No trustee was appointed. The
bankrupt was sworn and examined with-
out a reporter. The first meeting then
adjourned without date, and the case has
been closed and returned to the district
court as a case without assets.

In the matter of Dorr M. Scott, doing
business as Chocolate Cabin, Bankrupt
No. 3609, the truste has filee his final
report and account, and a final meeting
of creditors was held Oct. 21. The bank-
rupt was not present or represented.
The trustee was not present. The final
report and account of the trustee was
approved and allowed. An order was
made for the payment of expenses of
administration, as far as the funds on
hand would permit. There were no divi-
dends to general creditors. No objec-
tions were made to the discharge of the
bankrupt. The final meeting then ad-
journed without date, and the case will
be closed and returned to the district
court, in due course.

In the matter of Stepthen Mezei, Bank-
rupt No. 3664. The final meeting of
creditors has been called for Dec. 6.
The trustee’s final report will be approv-
ed at such meeting. There will be no
dividend for creditors of this estate.

In the matter of R. & J. Drug Co.,
BBakrupt No. 3610. The final meeting of
ereditors has been called for Dec. 6.
The trustee’s final report will be ap-
proved at such meeting. There will be
no dividend for creditors of this estate.

In the matter of Frank MHarwick,
Bankrupt No. 38747. -The final meeting
of creditors has been called for Dec. 6.
The trustee’s final report will be approv-
ed at such meeting. There may be a
small first and final dividend for cred-
itors of this estate.

In the matter of Frank B. Wilcox.

Bankrupt No. 3818. The final meeting of
creditors has been called for Dec. 6.
The trustee’s final report will be ap-
proved at such meeting. There will be
no dividend for creditors.
_In the matter of Charls H. Wilcox,
Bankrupt No. 3707. The final meeting of
creditors has been called for Dec. 6, The
trustee’s final report will be approved
at such meeting. There will be no divi-
dend for creditors of this estate.

Ih the matter of Peter Jensen, Bank-
rupt No. 3718, the trustee has heretofore
filed his final report and account, and a
final meeting of creditors was held Nov.
12. The trustee was presen: in person.
Creditors were present Bidders were
present. The trustee’s final report and
account was approved and allowel. The
balance of the accounts. bills sd notes
ef the esate was sold. An order was
made for the payment of expnses of ad-
riinistration and preferred clairas, as far
as the funds on hand permit. ‘There were
no funds for dividends. No objections
were made to the discharge of the bank-
rupt. The final meeting then adjourned
without date, and the case will be closed
and returned to the district court, in due
course.

Nov. 20. On this day was held the
first meeting of creditors in the matter of
Walter N. Sowa, individually and doing
business as Owl’s Confectionery, Bank-
rupt No. 3938, The bankrupt was present

 

TRADESMAN

in person and represented by attorny S.
Zamierowski. 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 the
ease has been closed and returned to the
district court. as a case without assets.

On this day also was held the first
meeting of creditors in the matter of
Edward Stevens, Bankrupt No. 3923. The
bankrupt was present in person, but not
represented. 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 the case
has been closed and returned to the dis-
trict court, as a case without assets.

On this day also was held the first
meeting of creditors in the matter of
Lynn Lowing, Bankrupt No. 3951. The
bankrupt was present in person and rep-
resented by attorney C. G. Turner. No
creditors were present or represented.
One claim was 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 reurned to the district court, as
a ease without assets.

Nov. 21. We have to-day received the
schedules, reference and adjudication in
the matter of Ralph V. Allen, Bankrupt
No. 3966. The matter has been referred
to Charles B. Blair as referee in bank-
ruptey. The bankrupt is a resident of
Grand Rap ‘ds. and his occupation is that
of a physician. The schedule shows as-
ses of $2,031.50 of which $550 is claimed
as exempt, with liabilities of $6,549.25.
The court has written for funds and upon
receipt of same the first meeting of cred-
itors will be called, note of which will
be made herein.

Nov. 2 We have to-day received the
schedules, reference and adjudication in
the matter of John A. Pointer, Bankrupt
No. 3967. The matter has been referred
to Charles B. Blair as referee in bank-
ruptey. The bankrupt is a resident of
Grand Rapids, and his occupation is that
of a laborer. The schedule shows assets
of $200 with liabilities of $1,360.02. The
court has written for funds and upon
receipt of same, the first meeting of
ereditors will be caled, note of which
wll be made herein.

Nov. 20. On this day was held the
first meeting of creditors in the matter
of Fred Sechnurer, Bankrupt No. 3952.
The bankrupt was present in person and
represented by attorney C. G. Turner.
No creditors were present or represented.
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
closed and returned to the district court,
as a case without assets.

On this day also was held the first
meeting of creditors in the matter of
Rudolph Smith, Bankrupt No. 3937. The
bankrupt was present in person, but not
represented by attorney. No creditors
were present or represented. One claim
was proved and allowed. No trustee was
appointed. The bankrupt was sworn and
examined without a reporter. The first
meeting then adjourned without date. and
the case has been closed and returned
to the district court, as a case without
assets.

On this day also was held the first
meeting of creditors in the matter ©
Louis W. Prestler, individually and as
surviving partner of Prestler & Eagan,
operating as Neu-Pro Station, Bankrupt
No. 3946. 4Th bankrupt was present in
person and represented by attorney Fred
G. Stanley. No cred'tors were present
or represented. One claim was proved
and allowed. No trustee was appointed.
The bankrupt was sworn and examined
without a reporter. The first meeting
then adjourned without date, and the
case has been closed and returned to the
district court, as a case without assets.

In the matter of Fleckenstein Pump
Co., Bankrupt No. 8942. The first meet-
ing of creditors has been called for
Dec. 4.

In the matter of Lee Grose, Bankrupt
No. 3962. The funds have been received
and the first meeting of creditors has
been called for Dec. 5.

In the matter of Julia Purcell, also
known as Mrs. Robert Purcell, Bankrupt
No. 3960. The funds have been received
ad the first meeting of creditors has
been called for Dec. 5.

lin the matter of Julia Purcell, also
known as Mrs. Robert Purcell, Bankrupt
No. 3960. The funds have been received

 

Do You Wish To Sell Out!
CASH FOR YOUR STOCK,

Fixtures or Plants of every
description.

ABE DEMBINSKY

Auctioneer and Liquidator
734 So. Jefferson Ave., Saginaw, Mich
Phone Federal 1944.

31

and the first meeting of creditors has
been called for Dec. 5.

In the matter of Joseph A. Friske,
Bankrupt No. 3958. The funds have been
received and the first meeting of creditors
has been called for Dec. 5.

In the matter of James Carris, Bank-
rupt No. 3613, the trustee has heretofore
filed his final report and account, and a
final meeting of creditors was held Oct.
21. There were no appearances. Claims
were proved and allowed. The trustee's
final report and account was considered
and approved and allowed. An order
was made for the payment of expenses
of administration, as far as the funds on
hand permit. There were no dividends.
No objections were entered by the cred-
itors to the discharge of the bankrupt.
The final meeting then adjourned without
date, and the case will be closed and re-
turned to the district court, in due course.

Nov. 22. We have to-day received the
schedules, reference and adjudication in
the matter of West Michigan Fur Farms,
a Michigan corporation, Bankrupt No.
3968. The matter has been referred to
Charles B. Bla‘r as referee in bankruptcy.
The bankrupt concern is located in Grand
Haven township, and their occupation is
that of breeding and senllig fur bearing
animals. The schedules show assets of
$18,570 with liabilities of $12,948.29. The
first meeting of creditors will be called
and note of same made herein.

Nov. 22. We have to-day received the
schedules, reference and adjudication in
the matter of Frank A. Brooks, Bankrupt
No. 3969. The matter has been referred
to Charles B. Blair as referee in bank-
ruptey. The bankrupt is a resident of
Bostwick Lake. The schedule shows as-
sets of $5,043.12 with liabilities of $11,-
828.21. The court has, written for funds
and upon receipt of same, the first meet-

ing of creditors will be called, note of
which will be made herein.
In the matter of Richard A. Mac-

Donald, Bankrupt No. 3697, doing busi-
ness as Grandville Electric Service, the
trustee has heretofore filed his final re-
port and account, and a final meeting of
cred tors was held Oct. 28. The trustee's
final report and account was considered
and approved and allowed. Claims were
proved and allowed. Expenses of admin-
istration were approved and _ ordered
paid, and a first and final dividend to
ereditors of 17 per cent. was declared and
ordered paid. There were no objections
to the discharge of the bankrupt. The
final meeting then adjourned without
date, and the case will be closed and
returned to the district court, in due
course.

Business Wants Department

Advertisements inserted under this heac
for five cents a word the first insertion
and four cents a word fer each subse-
quent continuous insertion. [f set in
capital letters, double price. No charge
tess than 50 cents. Small display adver-
tisements in this department, $4 per
inch. Payment with order is required, as
amounts are too small to open accounts.

FOR SALE CHEAP—Complete assort-
ment of store fixtures suitable for dry
goods, ready-to-wear, and grocery store.
I. Cohen, Alpena, Mich. 193

FOR SALE CHEAP—100 flat bottom
gondola cars, forty ton capacity, steel
underframe. Can be used as flat cars
by removing sides. HARRY C. LEWIS,
156 Market St., Newark, N. J. 194

FOR SALB—High-class hardware busi-
ness, showing profit on $50,000. Supports

four people. $7,000 cash. Whittemore,
1028 State St.. Santa Barbara, Calif.

. : 195 __
For Sale — Up-to-date store, ladies

ready-to-wear, and millinery. Best lo-

cation, low rent, long lease. Will re-

move fur business.
sing, Mich. :
FOR RENT—One of the finest and
best stores, best location in the city of
Cadillac. Albert F. Fisher, 421 No.
Mitchell St., Cadillac, Mich. 190
TYPEWRITERS; duplicators; adding
machines; easy payments. ¥Yotz €o.,
Shawnee, Kansas. 187
If you are interested in buying a busi-
ness anywhere in the United States or
Canada, wr'te for our monthly bulletin.
UNITED BUSINESS BROKERS, 2365 Ist
National Bank Bldg... Detroit, Mich. 157
For Sale — Solid oak tables, desks
chairs and other office equipment. Used
only a few months in office of a local
broker. Cheap for cash. On display at
our office. Tradesman Company.

Bolt Fur Co., Lan-
19

 

 

I OFFER CASH!
For Retail Stores—Stocks—
Leases—all or Part.
Telegraph—Write—Telephone

L. LEVINSOHN
Saginaw, Mich.
oy ara RA i

Established 1909 °

 

 

 

32
From the Michigan
Metropolis.

J. B. Lederer, president of the Led-
erer Manufacturing Co., 1010 Beaubien
street, is spending a two weeks’ vaca-
tion in Asheville, N. C. He will re-
turn December 15.

Edward M. Mancourt, Detroit bank-
ere and coal magnate, died suddenly
last week at his home at 720 Trombly
road, Grosse Pointe Park. Mr. Man-
court, who was 66 years old, was a
director of the National Bank of Com-
merce and of the Union Trust Co.
He was one of the organizers of the
National Bank of Commerce in 1907.
He had retired as the vice-president
of the Consolidation Coal Co., one of
the largest in the world, but the coal
business had been his life’s interest
since 1890, when he became associated
with the old J. A. Clark Co. in West
Virginia. Mr. Marcourt was born
Aug. 1, 1863, in Terre Haute, Ind.,
and was graduated from Kenyon Col-
lege in 1885. He was married Dec.
23, 1886, to Mattie E. Kenney, in
Sandusky, Ohio. She died in Detroit
in 1926. He leaves one son, A. Lester
Mancourt, who is associated with the
Providence Mutual Life Insurance Co.,
of Detroit.

George Cushing, advertising man-
ager of the Graham-Paige Motors
Corporation, and one of the best known
advertising men in Detroit, has been
placed in charge of the sales promo-
tion department, previously a separate
unit. The new move combines it with
the advertising department.

Late News

Actors and prospective customers
are on the qui-vive in anticipation of
the annual Mid-Winter Cruise of the
Detroit Board of Commerce to be
held Wednesday evening at the Stat-
ler Hotel. In addition to the regular
“sridiron roastings’ the committee
headed by Roger M. Andrews, of the
Detroit Times, promises a bill of un-
usual interest and entertainment. A
big night for the men folks.

The Liggett Drug Co. has completed
negotiations for a twenty year lease
for corner store space in the new C. S.
Harrison building in Ferndale, a De-
troit suburb.

Retail trade in Detroit, while fairly
good in volume, is not up to expec-
tations, due, in a measure, to unset-
tled weather conditions, says the R.
G. Dun weekly trade review. The
larger stores have had a reasonably
good demand, with prospects fairly
good for a more normal turnover with
the advance of the season. Stocks are
full and merchants are looking for-
ward to a_ satisfactory Christmas
trade. There is little prospect of any
material change in the situation so far
as the factories are concerned. Many
of these, chiefly in the automobile line,
are running on short time and this
will, in all likelihood, continue until
after the first of the year. Jobbing
and wholesale houses report customers
buying cautiously, as a rule.

Henry A. Schulte, well known De-
troiter, died at his home last week
after an illness of two days. Mr. Schulte
had been in the banking business in
Detroit for more than fifty years.

MICHIGAN

Twenty-five years ago he entered the
employ of the Home Savings Bank
and at the time of his death was man-
ager of Peoples-Wayne County Bank
at Gratiot avenue and Riopelle street.

Cut yourself a piece of birthday cake
and make yourself at home. On Sat-
urday, Dec. 28, Detroit Council No. 9,
United Commercial Travelers, will
celebrate the fortieth anniversary of
its organization. The event, according
to secretary Perry Newton, will be
carried out with pomp and eclat. Prep-
arations to that end are now being
carried out by the committee in charge.

Ten years ago if a Michigan mer-
chant happened to be in need of mer-
chandise to replenish the stocks in his
women’s ready-to-wear departments he
would slip into a clean shirt, brush up
his clothes and hie himself and over-
night bag to the depot and buy a ticket
to—well, it was seldom to Detroit. Ten
years ago the Detroit market and wo-
men’s outer wear merchandise were
not at all synonomous, at least not on
a scale that would invite buyers for
stores who took particular pride in the
aforementioned departments. True,
there were wholesale stocks that were
designed to care primarily for the
smaller town store trade where stocks
were usually small and the demands
less exasting from a strictly style
standpoint. Usually the stocks were
selected with reference to staples rather
than novelties and newest modes. Dur-
ing the last decade, however, there has
been a metamorphosis in the Detroit
market. The pioneer wholesale houses
have discarded many departments en-
tirely and have improved others and
added new lines to meet competition
from other centers that heretofore was
met with only mild resistance. Spec-
ialty firms, too, with an eye on the
rapid growth of the city and State, lo-
cated here. They prospered even be-
yond the knowledge of many mer-
chants in the city and State. Most
important of this great market de-
velopment was that relative to women’s
ready-to-wear garments, including
dresses, for house and street wear,
coats, suits and furs. A merchant or
his buyer can to-day find ready for
spot delivery in Detroit thousands of
new, bright, up to the minute frocks
and at New York prices. And the
next day if the buyer returns he will
find additional stocks to select from,
for these houses receive new shipments
daily. One of the ready to wear firms
whose growth during the last few years
was little short of phenomenal, is Lou
Littman. Starting in a building on
John R, Littman was compelled to
take on additional space from time to
time. But he finally found even these
enlarged quarters inadequate and the
facilities for handling the business
were not in keeping with his ideas of
modern business. Recently the Litt-
man Company moved to the building
at 133 East Grand River avenue where
the layout is ideal, the additional space
and daylight features contributing to-
ward making his establishment one of
the best.

James S. Phillips, who was a de-
partment manager for Burnham, Stoe-
pel & Co. for many years, is now in

TRADESMAN

charge of the drapery department of
Edson, Moore & Co.
James M. Golding.

 

Live News From State Secretary
Hanson.

January 23 and 24 the Nation-
al Retail Grocer’s Secretaries As-
sociation will hold their mid-
winter convention in Chicago and
all meetings will be held in the
new club rooms of the Chicago
Cook County Retail Grocers and
Butchers Association.

The mid-winter conventions of
secretaries has been held in No-
vember the past two years and
this year is being put over until
January, in order that the Sec-
retaries traveling long distances
may participate in the reduced
railroad rates generally accorded
delegates and visitors to the Na-
tional Canners convention. The
National Wholesale Grocers con-
vention and the National Retail
Owned Wholesale Grocers As-
sociation held in Chicago the fore
part of the same week, although
the meetings will not conflict with
each other.

The Retail Grocers Association
Secretaries’ conventions are at-
tended by Retail Grocer Associa-
tion Secretaries from New York to
California and from Louisiana to
Minnesota. Henry Lohmann, of
Brooklyn, is President and Shir-
ley Haas, of the Louisville As-
sociation, is Secretary- Treasurer.

The program arranged is rath-
er unique, inasmuch as not a
single set address is provided for.
Each session will be in the nature
of a round table discussion, that
will touch every phase of associa-
tion work.

Among other things the secre-
taries will discuss Voluntary
Chains and their effect on associa-
tions, Co-operative Advertising,
the Functions of State and Local
Organizations, Credit Reporting
Systems and Legislation.

Or'a Bailey, Junior Secretary
of the Lansing Local Association,
and the writer are scheduled to
attend and the invitation is ex-
tended to all local secretaries to
afhliate with the secretary's as-
sociation. Every state secretary
is delegated to extend this invita-
tion and receive applications from
local association secretaries.

It is the writer's contention that
the mid-winter convention is most
profitable from an_ educational
phase and the inspirations reflect-
ed to all parts of the Nation. The
aim and purpose is to increase the
efficiency of the Association Sec-
retaries, so that the local associa-
tions and their members may
share in the benefits, and every
retail grocers association secretary
is urged to have a part, so that
the Michigan retailers may also
share in the benefits.

Next week Tuesday, Dec. 10,
Wednesday Dec. 11 and Thurs-
day Dec. 12, the West Michigan
Fat Stock Show will be held at
the Golden & Boter building, 55

 

Forty-sixth Anniversary

Market avenue. On Wednesday
evening Mr. Hartzell, of Chicago,
will give a beef cutting demon-
stration and all retail meat dealers
are most cordially invited to at-
tend. No charge for admission.
The demonstration is being fur-
nished by the National Live Stock
and Meat Board of Chicago and
should be very instructive for all
men engaged in the retailing of
meats.
Herman Hanson, Sec’y.

 

Twelve Points of Window Display.
Twelve rules are laid down by an

expert for the creation of the perfect

grocery store window, as follows:

1. Window glass should be so clean
inside and out that a store would stake
its reputation on it.

2. The woodwork, floor covering,
etc:, should be carefully cleaned.

3. It is much easier to make a dis-
play with one, two or three relating
objects than with a miscellaneous as-
sortment. :

4. Simplicity and common sense are
absolutely necessary to good window
decorations.

5. Size is not the most important
feature of a show window. A small
window properly decorated can get as
good results as a larger one.

6. Windows should be well lighted
with proper lamps and reflectors.

7. Do not fill a large window with
small objects unless they are grouped.

8. Group only articles that go well
together.

9. Every window should have a
background that serves to make the
display stand out and gives an oppor-
tunity to illuminate the display.

10. Windows should be illuminated
at night. Many people who would not
see them during the day have time in
the evenings to view displays.

11. Pedestals in convenient heights
and glass shelves serve to raise a dis-
play off floor and out of the mediocre
class. A convenient size for glass dis-
play shelves set on pedestals is about
12 x 12 inches.

12. It is advisable to have at least
one descriptive card or poster to “get
over” the message to the less discern-
ing.

———_> >

Victor F. Sorg, grocer at 600 S.
Main street, Ann Arbor, renews his
subscription te the Tradesman and
writes: “One journal every merchant
should have, no getting away from this
for facts of truth. Oh Boy! If all the
press would stand by the people in-
stead of the money and political pow-
ers, this would be a different country
for all.”

——_+ +.

Paul Mercantile Co., Frankfort re-
new their subscription and say: “Find
enclosed $3 as an investment for the
Michigan Tradesman, for more au-
thentic knowledge of the ways of the
business world.”

—_+++—____

Lansing—The Buck Funeral Home,
Lansing’s oldest undertaking establish-
ment has closed its doors and the stock
and property will soon be offered for
sale.

eo ______

Being patronizing is not showing

interest,

 

 

Forty-sixth Anniversary

MICHIGAN TRADESMAN

m FRtBUTE

I* THE days when Henry Ford was in his teens; when
whisky was as plentiful as whiskers; when the problems
of, the nation were settled ‘round the old chunk stove in
the corner grocery; when the phrase “Rum, Romanism
and Rebellion” lost the presidency for James G. Blaine—
in those stirring times a young man dedicated himself to
the task of publishing a magazine that would be “frank,
free and fearless for the good it could do.”

Times have changed since the first number of the Mich-
igan Tradesman appeared. The business problems of
1883 now seem as complicated in comparison to to-day’s
problems as the oxcart does to the modern motorcar.
Merchandising methods have changed; standards of living
have changed; competition has changed.

But the ideals of Mr. K. A. Stowe, founder and editor of
the Tradesman have not changed. Not once during his
forty-six years at the helm of Michigan’s leading trade
journal has he betrayed the principles of service that
inspired him to begin his task. Courageously, aggressively
and consistently has he wielded an able pen against the
enemies of business stability; against price-rigging; un-
ethical practices; and the natural human tendency toward
pewer rather than service.

Members of the John L. Lynch Sales Organization have
learned to know and esteem Mr. Stowe during nearly a
quarter of a century of friendly contact with him and his
publication. We take this opportunity to congratulate
him upon the successful completion of forty-six years of
service in behalf of Michigan merchants. And we sin-
cerely hope he will continue his good work for many years
to come.

THE JOHN L. LYNCH SALES COMPANY

Murray BuiILpINneG - - GRAND Rapips, MICHIGAN

An organization that has specialized for more than a quarter of a century in conducting

special sales.

33

 

 

 

34

LOWEST TYPE OF CRIMINAL.

Arson One of the Easiest Crimes To
Commit.

Murder and arson are brothers in
crime. Arson is classed next to mur-
der and often results in a wholesale
murder of innocent victims, because
when a building is “set” no one knows
how many lives will be lost in the fire.

The arsonist is the lowest type of
criminal and the question is often
asked whether an arsonist has any
peculiarities in his physical or mental
make-up. The answer is most em-
phatically no. Delinquency is present
in every strata of society and the pop-
uiar belief that criminals or potential
instantaneously recog-

“ ”

criminals are
nizable by a “criminal face’ through
special features of the face is pure
“bunk.” The “bumps and jaw” theory
of Lombroso, the famous Italian crim-
inologist, does not hold water because,
like theories of crime heredity, it 1s
based on theories that are unscientific.
If a group of persons were questioned
about an arson crime it would be im-
possible to identify the arsonist among
them by “bumps.”

Motives which drive men to commit
the arson crime are, to collect inspr-
ance, pyromania, revenge and to “cov-
er up” another major crime. The first
motive can be prevented while the re-
mainder can only be minimized. “Sell-
ing it to the insurance company” prob-
ably constitutes the
largest percentage of arson crimes.

Arson is an easy crime to commit
and for that reason amateurs
are found among arson criminals; also
it is difficult to detect the crime and
“pin” the job on an individual. Many
times the strongest evidence may be
presented in court but with a weak
prosecutor and a clever defense attor-
ney it is no task to “break down” the
evidence. For that reason I have al-
ways maintained that special arson
prosecutors should be
fight these cases.

The tools of the amateur arsonist
are few—a match, paper and materials
saturated with oils make a good lay-
out. Flashlight photography power,
time clocks and “fixed” defective elec-
trical wiring have also been employed.

Members of the fire departments
careful to preserve all evi-

many

sworn in, to

must be
dence and take official photographs of
the surroundings exactly as found up-
on entering the building. Be careful
not to disturb the arsonist’s layout,
that is, don’t move or touch anything
until the official pictures have been
taken. If the attorney for the defense
learns that disturbed the
layout then it is easy for him to con-
Never per-

you have

fuse the witnesses or jury.
mit an engine company to take big
lines into a place which may be sus-
picioned.

If a suspicious blaze occurs, inves-
tigation should be made into the finan-
cial condition of the business, when
fire insurance was purchased and the
amounts. How much insurance was
carried on the stock and if the stock
and amount of stock insured represents
exactly the quantity and quality of
stock originally insured when the agent
insured it. It has been found that a

motive for the

MICHIGAN

business may have stock material val-
ued at $5,000 and the day before the
fire move $4,000 worth of material
from the store, “set” the building,
have a total loss and collect $5,000.
Arson rings have operated and pros-
pered on that system.

Let us review some interesting arson
cases and also the method used in
tracking arson suspects.

Battalion Chief Bersen of the Rich-
mond Hill division of the New York
City fire department answered an
alarm of fire in a one family house at
9553 115th street, Richmond Hill, early
in the evening of August 27 of last
year.

It was discovered that the fire was
of incendiary Two partly
burned candles were connected to a
long fuse and extending to a pile of
newspapers and rags were found in
There were also

origin.

one of the rooms.
three cardboard containers on the
premises which admitted a strong odor
of alcohol. i

3ernsen immediately notified Fire
Marshal Thomas Brophy and an in-
vestigation was started. Assistant Fire
Marshal Jacob Winkler was assigned
to the case.

The house was owned by Angeles
Marines, who lived in it and kept one
Marines immediately
questioned by detectives and denied
all knowledge of the articles found in
his home and named Peter Maragopu-
Detectives began a
search and in combing the neighbor-
hood picked up a “tip” which was ex-
ceedingly va‘uable. A neighbor lady
said she had observed Maragopoulos
hurriedly leaving the house a few min-
utes before smoke was seen coming
from the second floor. Local detec-
tives furthered their search for him
but were-unsuccessful in their search
and the case was turned over to Man-
hattan.

Peter Hayias is New York’s only
Greek detective, attached to the homi-
cide squad, but since that time has
been transferred to the bomb squad.
Hayias was assigned to the case and
it was up to him to “bring in” Mara-

boarder. was

los as a boarder.

gopoulos.

Throughout the country, Hayias
traveled and searched for the suspect.
Greek haunts in every large city were
scoured by the detective in his coun-
trywide search. Finally he got a “tip”
which proved to be the right “steer.”
He learned that Maragopoulos was a
resident of Orange (N. J.) and lived
there as a boarder at a certain address.
Upon enquiring at this address. Hayias
discovered that Maragopoulos had left
that place for Jamaica, New York, and
he set out to get “his man.” He sped
to Jamaica, where he first spotted him
in a Greek coffee house on Washing-
ton street, and trailed the suspect to
the street. where he placed him under
arrest. Eight months of intensive
search work was conducted by the de-
tective before the arson suspect was
captured.

An interesting case where an actual
arson confession was obtained occur-
red in New York City last February.
A night of terror reigned in the Bronx.
Four fires had been kindled in baby

TRADESMAN

carriages left under the stairways in
four different tenement houses in Mott
Haven. Police sent patrolling parties
through the district and a suspect was
arrested. It was hoped that the in-
cendiary fires would cease. A few
days later five more tenement house
fires were recorded in rapid succession
and in each case the blaze had orig-
inated in a baby carriage which had
been “parked” under the ground floor
hallway. The first three blazes were
of no consequence but the fourth blaze
gained great headway and immediately
after that fire was extinguished, an-
other blaze was reported from the
same cause, and like the first fire it
had gained great headway, necessitat-
ing rescue work of persons gqlmost
suffocated in the tenement building.

A police officer named Seaton was
assisting to keep order in the vicinity
of the building when one of the spec-
tators appeared to display a furtive
expression. The officer recalled that
this same man had been among the
early spectators at the previous fires.
He arrested the man. The prisoner at
first stoutly denied connection with
the fires, but under persistent ques-
tioning, admitted that he was responsi-
ble for all the fires.

About three years ago. in talking
with a detective, who had
worked on a number of arson cases,
I asked him whether or not he had
experienced any unusual cases. He
told of a successful “bluffing” which
company several
paying a

private

insurance
dollars, in not

saved an
thousand
claim.

One day he was handed a note stat-
ing that a certain individual had pre-
sented a claim for fire loss on a small
cottage along a river. The individual
who owned the place not only had a
police record but was bootlegging and
had set other fires but no one could
“pin” him to the jobs.

We knew from “tips” that he had
set the joint, and there wasn’t the
slightest doubt about it. Information
came through that he had collected
several times on fires in other cities,
and at no time could enough evidence
be had to convict him in court.

We investigated his private enter-
prise of bootlegging and found that he
operated from two places—each in a
different state. Secret investigation
revealed that he made regular trips to
and from the joint and had also trans-
ported women “pick-ups” from one
state to another. It was up to the
private dective to protect his client,
and although Sherlock Holmes would
not have handled the case in this man-
ner, it was necessary to deal with this
crook on his own grounds and win the
case out of court. We interviewed the
young hi-jacker about the fire and
casually “spilled” all we knew about
his “racket.”

We knew too much for him to con-
tinue his operations comfortably and
he wasn’t going to corner.a possible
squqeler. The case was dropped and
the claim was never paid.

A master fire bug was operating on
the West Coast from Washington to
California and fired ten prominent
Pacific Coast hotels in addition to

 

Forty-sixth Anniversary

burglarizing, forging and departing,
leaving hotel bills unpaid.

The arrest of a man at San Ber-
nardino giving the name of H. Mc-
Nely, on Jan. 25 of this year, for at-
tempt to put over a fictitious draft on
the Bank of Italy, under the name of
R. B. McCrary, ended a twenty-one
month search. McNely was a man of
many aliases, according to W. A.
Groce, assistant fire marshal, of Wash-
ington, who used the names of Mc-
Coy, Mooran, Moran, Taylor, Mc-
Ekath, Litus, McCray. Barnes, Barns
and others to numerous to mention.

McNely committed these crimes in
ten hotels between the hours of 11
p. m. and 4:30 a. m. and each time
the fires were set in a linen closet or
toilet. Pacific Coast fire chiefs and
police were baffled by the mysterious
crime which left fire and destruction
in its wake.

An instance of a series of mys-
terious fires in a hotel recently occur-
red at Cincinnati. Managers of a very
prominent hotel were much disturbed
over the too frequent visits of the fire
department to the hostlery. Chief
Steinway of the Fire Prevention Bu-
reau knew that a fire bug was responsi-
ble for the blazes and set out to get
him. The fires always occurred on a
tarred court roof.

For several nights Chief Steinway
and his men watched for developments
from windows of dark rooms. which
faced the court. The watch was con-
ducted during the late hours of the
night and the early hours of the morn-
ing. One morning about 3 a. m., a
flash of a lighted match was seen—
the observers watched the arsonist
light a ball of newspaper and toss it
out of his window to the tarred roof
below. A successful traveling sales-
man was placed under arrest and later
confessed that he had a mania for fire.

The nerviest arson job ever pulled
was done by a bungling amateur, after
he had purchased a farm, sold the live
stock and six days later “set” the
place. It took an amateur to think of
something like that because he left his
tracks bare and the “dicks” caught
him quite easily.

After selling his live stock the ar-
sonist proceeded to a nearby country
town and where he purchased an ex-
cessive amount of fire insurance. Upon
his return to the farm he stopped at a
neighborhood oil station, purchased
five gallons of gasoline in a can,
sprinkled the gasoline in all the rooms,
“touched it off’ and sat in the barn
where he watched the house burn.

A case of arson in a poorly fire pro-
tected town, resulted in the entire
business section being burned to the
ground. I was assigned to “cover”
the $200,000 fire for Fire Protection,
wired to the fire chief to meet me at
the railroad station. The chief was
waiting with his car when I arrived
and as we drove into the town I asked
him how the fire occurred.

“Well, it’s a. funny case and I know
somebody ‘set’ it,” he said. “I was
working around in my store about 1
a.m. I hear a terrific explosion.
Rushing to the street. I saw a man
leave the vacant building where the
explosion occurred and shouted to him

~— -

ee

~e.

 

35

    
 
 
    
  
  
 
  

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Forty-sixth Anniversary MICHIGAN TRADESMAN
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Grand Rapids,Mich.

 

 

Forty-sixth Anniversary

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

36 MICHIGAN TRADESMAN
to stop. He ran down the highway, In example, for the $10,000 and $20,-
yelling that the whole town was going (00 rate 20 per cent. is added to the
to burn down and by George he didn’t “five and ten;” for $15,000 and $30,000
miss it much.” coverage 28 per cent. is added; and for
No attempt was made to pursue the $20,000 and $40,000, 33 per cent. Ad- WE MAKE GUN CUT
suspect, who undoubtedly committed ditional, higher coverage also is given Leather Palm Gloves for
the crime. causing hundreds of thou- ©” this percentage premium schedule. ec Sic ade: at
ae . NY mits a oe , a °
sands of dollars damage to citizens in No limits are set by law or prece- J 8 y
that city. dent for damages against motor vehicle Calf-skin palm sewed with
The business of a retail tailor in a «(-OWRETS fOr accidental injury to any heayy shoe thicad: ao
° . are SO 1 e i ’
large city was bad, in fact, it was on person. Sometimes courts have re : :
the “red” side of the ledger. He de- duced excessive awards, but the fact seams in the back to rip;
vised an ingenious plan to burn his remains that in many other cases wery no seams in the front to
store and the plan would have been large awards have been sustained. ae an
successful had not the fast service of When a ‘judgment eo for a larger |
a fire company “nipped it in the bud.” amount than the limits prescribed in
He purchased . quantity of photograph the motorist’s public liability insurance Some are protected with 4
flashlight powder and sewed it into the policy, the motorist must care for the tips and eatches as cuts
seams and creases of trousers. The portion of the loss above those limits. :
ssieccis were hung so that one palit It should be remembered that in some illustrate. Some are made
just touched the other and the line of neene a large awards the tendency of plain. ’
4 the juries appears to be not only to 4
trousers extended the full length of the aa € i :
: : assess the motorist for damages in-
store. When the firemen arrived the on :
a a curred by the persons injured, but also We also make Leather
trousers to the other right down the to penalize for speeding, careless driv- Palm Gun Cut Jerseys.
ie | tee, and so on. i
line. They headed off the fire and oe ee ag cil foe Be sure to write us for
° . C ie service ¢ s
collected enough evidence to send him : ' : ; :
: ; . . scales automobile insurance is available catalog.
a nice long vacation.
—oe oe through the Insurance Department of
—_———_.»>—. a ty a i
: : the Retail Meat Dealers Association
i ainst Automobile Dam- ae : :
Protection Ag of Chicago, at a substantial saving. Aa ‘e
age To Others. : ; : :
P 4 S Sabecabne sellin important consideration in the selec-
roperty damage insurance - : : Loe
< . tion of your automobile insurance
nifies you against loss by reason of sates is ashi ane : facilities, Vou PEERLESS GLOVE
3 company is clz service fa s.
your liability for injury to or destruc- ; s :
: ce may need this service anywhere, any-
tion of any property of others done by ei : ' ae ; COMPANY
i : rn os ime.
your automobile. The standard limit
g : y lan to tour on your vaca-
of protection is $1,000: but some care |, e a P : ‘ its bo aed. Grand Haven
: ion this year or eve ake week- ° 1:
for additional amounts, which can be ae ee ee : Michigan
obtained. This policy also covers the end trips, this is of real importance
ical i ee meey to you. Anyone who has had an ac-
expenses in : :
pee + facuiance provides adem cident away from home, where he was
4 ity ins : m- ; ‘
it i. ae otal loss Bev cracon af not known, realizes how invaluable the
nity for v ins ss by reas : 2 :
ae ieoal liability for bodily injuries help of a claim service representative x
i : : cS Z . Accidents cannot always be
including death, to any person, on ac- sane. be cider sa vee ‘
: avoided, but protection is available and {

count of any accident due to the own-
ership, maintenance, or use of the au-
tomobile insured. The ordinary policy
covers up to $5,000 for injury to one
person, and up to $10,000 for injury
to more than one person. It provides
for expert legal service, all court costs,
judgments, medical and hospital bills,
and the costs of adjustment and in-
vestigation. Under an “L-M-C” policy
any member of your family above the
age of sixteen mav drive the auto-
mobile and vour policy will protect him
or her. No charge is made for this
additional coverage.

In line with the times,
manv business men are brought face
to face with the fact that these old
“fve and ten” limits do not constitute
adequate protection to-day. “Five and
ten” is a policy providing for a maxi-
mum indemnity of $5.000 to one per-
son in an accident, and $10.000 indem-
total to more
Jury verdicts are he-

howeevr,

nity against damages
than one person.
ing returned awarding damages against
motor vehicle owners that make the
“five and ten” policy look small. Hence
policy amounts of $25.000 are com-
paratively frequent; $50.000, $75.000,
and $100,000 are not unknown. These
“excess limits’? insurance, giving pro-
tection for additional amounts above
the $5,000 and $10,000 limits, are pro-
vided at low rates as supplements to
the standard policy.

The Public Liability “five and ten”
rate is used as a basis in establishing
additional public liability coverages.

is a necessary adjunct to the operation
of an automobile.
—ss >
When Should We Insure Stock Re-
placement?

There is usually a differential in the
Use and Occupancy insurance rate for
the inclusion of stock replacement as
against those policies which cover the
period necessary to replace only the
building, machinery and equipment.

Frequently a store can replace stock
within a week, at least in sufficient
quantities to resume business and or-
dinarily there is no occasion under
these circumstances for stock replace-
ment in the Use and Occupancy in-
surance carried. But, in the case of
badly exposed risks there is the possi-
bliity that a fire in the exposing prem-
ises may cause smoke and water dam-
age to the stock in the store of our
member under circumstances which
would cause only a trivial loss to
building. In such cases, the Use and
Occupancy loss could be collected dur-
ing the time the stock was being sal-
vaged and replaced only if the policies
insure interruption pending stock re-
placement.

By looking at the buildings exposing
your store you can decide with reason-
able certainty whether you aré justi-
fied in paying the extra premium for
stock replacement.

———

Ignorance is far from bliss and in
many cases it is tragedy.

Belding Basket Co. | |

Belding, Michigan :
MANUFACTURERS OF BASKETS

 

We especially call attention to
Our Line of Baskets

  

Fig. 30
Extra Quuality Diamond Market.

Fig. 32
Common Drop Handle
Diamond Markets

 

We also make canvas cases for laundry,
factory and shipping purposes. Also full line
of Canvas Products.

No matter what your needs may be we can
supply them.

Send for illustrated catalogue and quota-
tions by the dozen or the carload.

 

 

 

Forty-sixth Anniversary

Claims and Counter-Claims.

There is a good deal of bunk or
blah or hooey or hokum or whatever
you want to call it in the claims of
both sides in the argument of inde-
pendents vs. chains.

Chain efficiency does effect savings
and it is right that they should be
passed on to the customer, with the
reasons honestly stated, but it is not
honest to pass on a saving that is a
loss and tell the customer that great
efficiency makes it possible to sell at
that price.

The independent merchant does dis-
like seeing the chains buying for less
than he must pay, but why shouldn't
a manufacturer—if he wants to do so
—give the chain retailer the benefit of
the savings in marketing costs in sell-
ing a thousand stores at one time in-
stead of one store at a time for a thou-
sand times? How, otherwise, can sav-
ings in the transaction between man-
ufacturer and retailer be passed on
where they should go — to the con-
sumer?

It is logical for the distribution units
in trade to buy and sell as cheaply as
they can—as long as it affects no one’s
distinct rights. Some manufacturers
do not care what their products bring
over the retail counter. All right; let
those products go on the market with
or without a printed price and let them
be sold for any price at all, receiving
the good will or the ill will of the
trade. That is the manufacturer’s busi-
ness. If he does not care, why should
the general public care? It is not
being defrauded if the price cut is hon-
estly explained.

The general public may not be in-
terested in seeing the retailer make a
profit. Better economies may involve
giving the retailer a living profit, but
the popular vote will never award him
any more money than it must. But
price maintenance on the basis of a
manufacturer’s right to protect his
prestige and reputation is sound. It
is so sound that a chain’s opposition
to it must put the chain right where
it would put the independents in the
matter of legislation—on the defensive.

 

———_++>___

Some Facts About Red-Lead.

The chairman of the committee on
standards for the engineering depart-
ment of a great corporation said to
me that the makers of adulterated
paints, whose claims were disproved
years ago, never lose hope that their
products may some time be tried out
on a large scale. He was referring
particularly to paints low in red-lead
content which are attractive to the
manufacturer because they offer a
source of high profit.

Twenty-five pounds of asbestine for
example, costing perhaps 25 cents, has
the volume of a little more than a
gallon and is equivalent in bulk to
75 pounds of red-lead. Each of these
pigments may be mixed to paint con-
sistency with 3-gallons of oil. In
other words, 25 pounds of asbestine
and 75 pounds of red-lead mixed to-
gether with 6 gallons of oil make 8
gallons of paint. At current wholesale
prices, 8 gallons of this mixture would
cost about $14 against about $23 for

MICHIGAN

8 gallons of pure red-lead paint. This
figures out $1.75 per gallon for the
asbestine-red-lead mixture and $2.87
for the pure red-lead paint per gallon.
This is for materials alone. The mak-
er of the mixture can establish its price
at “twenty and ten” under the cost
of the pure red-lead paint and_ still
make a 20 per cent. profit. On the
finished goods, with manufacturing
cost and other charges added, there is
an indeterminate but always consid-
erable profit.

Furthermore, the consumer is assur-
ed that the adulterated paint is not
only just as good but much better than
the real kind although it actually con-
tains only half as much red-lead, the
pigment that gives it its sole protec-
tive value. There is nothing new about
this but always there are new and in-
experienced people to tell it to; and
it does mean a continual warfare for
the responsible engineer. However, it
keeps up the interest in good paint.

The use of pure red-lead paint, con-
taining as high as 33 pounds to a
gallon of oil, twice through a mixer
and twice through a mill, is increasing.
This applies not only in the case of
the priming coat but many of the best
and most responsible engineers use
red-lead for the second or first field
coat. Three-coat work with pure red-
lead is frequent enough now so that it
does not excite comment.

The great steel highway bridges
being built now are almost always
(without exception, so far as the writer
knows) painted with two coats of red-
lead and two coats of white-lead.
Some important recent buildings—the
Stevens and the Palmer hotels in Chi-
cago, for example—had two full coats
of the best red-lead paint on all the
metal work before the concrete was
applied. It is the safe way. Well-
known bridge engineers follow this
method; and I know of one of the
largest railroad
makes this a standard practice.

A. H. Sabin.

ao

companies which

New Process Perfected For Drying
Pineapples.

Perfection of a process for drying
pineapples, which is said to keep the
fruit in good condition for nine months
has been completed by a Porto Rican
after five years of experimentation, ac-
cording to a report to the Department
of Commerce from Assistant Trade
Commissioner Roland Welch at San
Juan.

Under the new method, the report
stated, the pineapples are peeled, cored
and cut in thin slices which are placed
in drying bins heated by electric lamps
and hot air is blown over them, the
temperature varying during the drying
The dried slices are then
treated with a light solution of sulphur
dioxide to prevent fermentation and
pressed together and packed in num-
ber ten tins. Small pineapples rang-
ing in size from 30 to 48 to a crate are
used. One pound of the dried pine-
apple is equal to fifteen pounds of
fresh, and by placing the dried prod-
uct in water, it is claimed, that it will
regain almost its original appearance
and taste.

process.

 

TRADESMAN

37

 

 

MORE MON
IS LOANE

on a building

built of

BRICK

than any other kind!
Why?

BECAUSKH, it is almost everlast-
ing, has no depreciation or dete-
rioration of any moment, and will
not burn down.

THEREFORE, the investment
is always a good one, and because
of no upkeep expense, such as re-
pairs, painting and insurance,
more is paid on the loan and it is

reduced faster.

SAND LIME BRICK is beauti-
ful, economical and the safest and
best material for all building pur-
poses, whether it be“sky-scrapers,”
factories, residences, garages, base-
ments and foundations, porches,
drives, walks, garden walls or any
other construction.

IDEAL WALL construction of
Sand Lime Brick is most econom-
ical type of Brickwork known, and
as low in cost as frame. We will
be pleased to help in any of your
building problems.

GRANDE BRICK CO.

GRAND RAPIDS

 

 

 

 

 

 

 

38

PUBLICITY FOR PHARMACY.

Clearing House For Industrial Busi-
ness and Professional Problems.

As part of my presentation I will
make use of slogans adopted and pre-
pared by me as an_ introductory.
Charles Dickens said: “It is well for a
man to respect his own _ vocation,
whatever it is, and to think himself
bound to uphold it, and to claim for
it the respect it deserves.”

Give me a due and decent esteem
of my profession and of myself, that
I may regard no man’s occupation
higher than mine, envying none so
long as I serve honorably and ‘well the
sick and injured.

Quoting a well and favorable known
member of the medical faculty of one
of the foremost Medical Colleges: “If
we (the physicians) want scientific
pharmacists we must support them.
For the good of the public, physicians
and pharmacists must work in har-
mony.”

No single group in the pharmaceu-
tical activities can stand alone, and 1s
helpless in a degree, without the sup-
port and co-operation of the other
associated and related groups.
have held that

shall be practiced only by those charg-

Courts pharmacy
ed with that responsibility, and this
applies to pharmacists in civilian life
as well as in the divisions of govern-
ment service. A_ soldier is as much
entitled to right pharmaceutical service
as the civilian.

The American Pharmaceutical As-
sociation headquarters is an expression
of yesterday's forethought and to-day’s
assurance.

Flux is the wholesome state for any
worth-while field of endeavor and no
profession which is alive to its re-
sponsibilities stands still.

The foregoing statements, in my
opinion, are important essentials for
pharmacists, physicians and the public
to consider. Each of them would serve
as a text for efforts to carry the mes-
sage of pharmacy to the public, for we
Phar-
macy laws are public health laws de-

are all engaged in its service.

signed to give a certain definite pro-
tection to the public, and pharmacists
occupy preferential standing in the
community in direct proportion to the
degree in which they perform their
duties in measuring up to the require-
ments of professional life.

Repeating, “Flux is the wholesome
state for any worthwhile field of en-
deavor and no profession which is
alive to its responsibilities stands still.”
Apply this to our Associations. The
Texas Pharmaceutical Association was
established in 1879, but for a number
of previous years the need of an or-
ganization was recognized and also the
need of regulations for practicing phar-
macy. The aim of the Association from
its very beginning was to provide a
law which would protect the public
and also serve those engaged in phar-
macy; for such regulations not only
protect but supply the stimulus to
measure up and to further the aims of
the profession. These early pharma-
cists were not willing to let well
enough alone, to conform to establish-

MICHIGAN

ed code, but sought to do more to en-
noble pharmacy and make better its
practice and protection of the public.
Pharmacists realized the dangers of
narcotics and self-medication, and did
not, as some of those pursuing other
activities, advertise their allurements
and thereby secure profits. Instead thet
themselves formulated restrictive laws
for the sale of narcotics and poisons.

The knowledge that inadequate edu-
cation was a hindrance to progress
and a danger to the health and life
of the public prompted the revision of
the first pharmacy law, and
more recently aided in passing the
present law, in which the importance
of education is stressed.

Texas

The organization of the American
Pharmaceutical Association was
prompted by the fact that inferior
drugs and medicines were imported,
and to correct that condition the co-
operation of pharmacists in all states
was necessary: hence the formation
of state associations was encouraged,
not only for co-operative efforts in
passing standardization laws, but for
advancing the status of pharmacy by
higher education.

It was astounding and deplorable,
in a sense, that an effort was made to
passing of a food and
drug law prior to the establishment of
the American Pharmaceutical Associa-
Every forward effort in phar-
macy and drug legislation has been
set on foot and furthered by pharma-

prevent the

tion.

macists themselves, occasionally, hin-
dered by some engaged in these ac-
tivities, happily only a few, and not
always supported by all medical men,
which seemingly is a condition now
obtaining in our effort to pass the
Pharmacy Corps bill. But Congress
will wake up to the justness and right-
ful claim of pharmacists. It may be
said that the Committee on Military
Affairs were attentive listeners to facts
presented to them at the recent hear-
ing and these facts will be augmented
by further reports when the bill is re-
introduced. There is no desire or pur-
pose to force through a proposition
without merit or need, and the im-
portance of higher education is recog-
nized; but any one who will study the
situation without bias or unworthy
motives must come to the conclusion
that best medical service is possible
only by co-operation of physicians and
pharmacists.

Looking back fifty years in the prac-
tice of medicine and of pharmacy we
find conditions quite different from
that of to-day. Medicine has out-
stripped pharmacy in the study and
application of educational systems, but
pharmacy in one division or another
has measured up to the requirements
of medicine. It will not be denied that
pharmacy has pointed the way to and
produced a better materia medica and
a more useful armamentarium for the
medical

The American Council on Educa-
tion is publishing through the colleges
a series of model vocational mono-
graphs for the use of counsellors and
students in American Colleges. The
purpose of the project is to crystallize
the most recent and reliable informa-

practitioner.

TRADESMAN

tion concerning business and the pro-
fessions, and to present facts clearly,
concisely, and graphically when pos-
sible, avoiding in all cases the preju-
dices which so often characterize the
attempts of professinal men to discuss
their own calling.

The American Pharmaceutical As-
sociation in co-operation with the Na-
tional Association of Boards of Phar-
macy and the American Association
of Colleges of Pharmacy is planning
to continue the work begun by the
Commonwealth Fund to learn by ac-
tual study the duties which the phar-
macist is called upon to do in actual
every-day practice. This information
is to be used as a basis for working
out a satisfactory course of study for
collegiate. instruction, depend-
able methods of examination for reg-
istrations and better enforcement of
the laws regulating the practice of
pharmacy. In other words, education,
registration and regulation as applied
to pharmacy should be based on facts
and the actual needs and activities of
the pharmacist rather than on theories.

In this effort these associations have

more

been fortunate to secure the active co-
operation and assistance of the Amer-
ican Council on Education and_ the
studies which will be made will be
carried out under the auspices of the
Council.

The foregoing statements are includ-
ed for recording, if that be necessary,
that pharmacists realize that profes-
sional standing cannot be obtained by
wishing, but by rightful application.
Pharmacy has been somewhat slow in
its advancement not altogether because
of its own neglect, but because its
aims and handicaps were misunder-
stood by the public; hence, publicity
of the right kind is essential for the
progress of pharmacy.

Gcod publicity in the press and lit-
erature is giving the layman a better
understanding of what pharmacy
means, and they are gaining a higher
appreciation of its importance, which
their
mere going to the pharmacy for med-

stimulates interest beyond the
icines and instills a realization that
pharmaceutical education is of great
importance to them because thereby
they will be given a more valuable
service and be safeguarded. They are
beginning to understand what it means
to have standards for medicines; that
there is such a thing as scientific dis-
pensing and that drug handling and
preservation mean very much more
than simply storing drugs. They are
also becoming better acquainted with
the importance of pharmaceutical edu-
cation and the place of pharmacy and
pharmacists in Government service, in
commerce and community life.
Pharmacy is being strengthened by
renewal of faith in its ideals and a
greater realization of the value of its
service; a profounder sense of the
pharmacists’ responsibilities to the
public is being developed. Polyphar-
macy and related practice of medicine
are giving way to a better understand-
ing of drugs and therapeutics; there is
a better understanding of the action of
drugs, and specific medication is prog-
ressing. There is a renewal of the use

Forty-sixth Anniversar1

of drugs; even those discarded years
ago as useless are coming back,
prompted by a better understanding of
their components and their action. Not
only that, but the studies of enzynzes,
vitamins and endocrine glands have
informed us that conditions in the
body are corrected by the use of the
agents referred to. As a result we have
the return of the old-fashioned drugs
such as burdock, horehound, valerian,
etc. We are also reaching a better
understanding of what solvents should
be employed, what temperature in ex-
tracting drugs and the stability and
the activity in certain drugs and prep-
aratins, of such important drugs as
digitalis and ergot, for example.

The foregoing facts emphasize the
need of pharmaceutical education and
also the importance which pharmacy
will attain when the “American Insti-
tute of Pharmacy” becomes a realiza-
tion.

We realize that business is being
largely organized on an ever increas-
ing scale; what the end will be no one
can foretell, but we do know that phar-
macy is an essential arm of medicine,
and human life will never be free
from sickness and death; hence, we
can with confidence say that pharmacy
will survive and the demand for the
best pharmaceutical service will grow.

More than twenty-five years ago I
discussed the possibilities of combina-
tions in my address as chairman of
the Section on Education and Legis-
lation of the American Pharmaceutical
Association. My opinion is the same
now as it was then—that pharmacy
holds an essential place in human
progress, and it will be of growing im-
portance. Whether this will result in
separation of pharmacy from the side-
lines remains for the future to decide;
but of this be certain, the public will
come to a deeper realization of the
service pharmacy can render and will
insist that it be the best possible, un-
der progressive advancement.

 

In a recent address Dr. Emory R.
Johnson, dean of the Wharton School
of Business, of the University of Penn-
sylvania, said in substance that the
present day pharmacy is in many in-
stances largely a mercantile estab-
lishment, the successful management
of which requires wise practice in pur-
chasing, selling, accounting, finance
and personal management; therefore
the head of the establishment must be
both a business man and a pharmacist;
he is concerned with scientific meth-
ods of doing business as well as with
professional standards of conduct. Dr.
Johnson said further, that pharmacy
is a profession, the importance of
which is receiving ever wider recogni-
tion; that pharmacists are health of-
ficers of society.

This leads me to my closing subject,
which is near to my heart and I hope
will be to every American pharmacist,
and for it I ask your continued and
added support and interest. The Amer-
ican Pharmaceutical Association head-
quarters will be publicity for pharma-
cy of a high order; because it ex-
presses faith in the mission of phar-
macy, it will be the outpost of phar-

(Continued on page 46)

 

 

 

 

 

;
ie
y
iF

 

 

 

 

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN 39

A House With A History

 

1873-1929—Fifty-Six Years of Successful Service
to the Drug Trade of Michigan

CWT oO

We enjoy the courtesy of more visiting buyers than
any other Drug house in this part of the country

CWT O

- HAZELTINE & PERKINS DRUG COMPANY

Grand Rapids MICHIGAN Manistee

 

40

MODEL ARSON LAW OF OHIO.

It Has Been Enacted in Twenty-Eight
States.

Recently, I had the privilege of at-
tending the National Convention of
the N. F. P. A. convention at Mem-
phis, Tenn., which I have been attend-
ing for a number of years, which or-
ganization represents in the neighbor-
hood of forty-five hundred individuals
who are members of that organization
interested in the cause of fire protec-
fire control in its various
phases. After having talked to a
number of the individuals, I finally
came to the conclusion there were four
branches of the fire prevention or fire
control forces of America—all of them
important. There are those who are
attempting to decrease the fire waste
of this country through a continuous
campaign of education, through fire
prevention, and = are accomplishing
splendid results; there are others in-
terested in the subject of fire control,
in securing for the various municipali-
ties individual plant organization and
better facilities for combating the fires
when they occur, and those whose
time is given to the study of problems
of construction, and also those en-
gaged in the arson branch, who are
attempting to make it “hot” for the
arsonist, and I might say each indi-
vidual is enthusiastic over his particu-
lar branch of the work. In my talk
before that convention, I suggested
that with the exception of the fire
marshals and the fire chiefs, that ten-
dency was manifest, all through our
force, but the fire marshals and the
fire chiefs are the ones and the only
ones that are actually interested and
engaged in every branch of that en-

tion and

deavor. You are right in securing
where possible better standards of
construction—your aim in_ securing

better facilities and in every case I
know that you are assisting the fire
departments and the National Board
in the elimination of arson.

When I joined the force of the Fire
Marshal's Office six years ago I was
an enthusiast on fire prevention, and
I still am, but I came to the conclu-
sion before long that in order to se-
cure a real reduction in the fire waste
of Ohio, something else was neces-
sary, and I started a campaign to se-
cure better facilities and the co-opera-
tion of the National Board of Fire
Underwriters, together with the Ohio
Inspection Bureau, also the co-opera-
tion from the various municipalities
for combating the fires when they oc-
cur, and as a result of that campaign,
there has been more apparatus sold
in the State of Ohio in the last few
years than they ever dreamed of, and
day after day I received letters and
telegrams from the fire chiefs in all
sections of the State of Ohio that the
pumper to-day and the new fire equip-
ment more than paid for itself, through
the resultant reduction, and it was
done not only through our campaign
of education but very largely through
the better facilities that the municipal-
ities have to-day for combating those
fires. I suggested to the National
Board that if they sent out a question-

MICHIGAN

naire to the forty-five hundred mem-
bers of that organization, asking them
to suggest the principal cause of our
fire waste, that they would receive
forty-five hundred separate and dis-
tinct answers, for the simple reason
they don’t know anything about it.
The reports issued by the National
Board of Fire Underwriters in refer-
ence to eur fire waste should be pub-
lished in “Life’ or “Judge,” because
they are jokes, and many times fire
losses are recorded and based on hap-
hazard fire reports and that many fire
chiefs do not know how to report the
fire cause. I know very well after you
attend a fire you go back to headquar-
ters, you sit down for about fifteen
minutes in a very deep study, and then
report it from spontaneous combus-
tion, defective wiring or a short cir-
cuit. Consequently those reports do
not mean anything. I am satisfied and
I believe that most of these all over
the country, probably 85 per cent. of
all the fires which occur in this coun-
try are the result of somebody’s care-
lessness or neglect. I am also con-
vinced that 50 per cent. of the fire
waste is the result of ‘‘crookedness,”
and in the case of one of these “crook-
ed” fires, when you arrive upon the
scene, the building in all probability
is a mass of flames before you get
there, making it impossible sometimes
to save even the surrounding property,
and if we could eliminate entirely the
crooked fires we could decrease the
fire waste of the State of Ohio by ten
million dollars a year.

We were able to secure the enact-
ment of the Model Arson Law in
Ohio, and it is now a law in twenty-
eight states of the Union, in practical-
ly the most important states of the
Union—the result has been a material
decrease in the fire waste of those
states beyond comparison of the other
states of the Union.
type of model law has always met
with opposition in state legislatures,
but in no state has such opposition
been experienced and the legislators

Almost every

passed the law shortly after its intro-
duction. The Model Arson Law is
now framed in such a manner that a
man can be convicted for burning his
own propery even though the prop-
erty may be uninsured. (Mr. Magruder
then cited cases where property was
not covered by insurance.) For in-
stance, he related the story of a fire
which Chief Moser of Warren had in
his city, of a colored gentleman, a
preacher, who burned his church, the
insurance being in his own name. Be-
fore the arrest was made, the coon
escape; but he was later found
and they arrested him at once
and took him down to jail. They held
him under $15,000 bond, which he
couldn’t give. Grand jury met and the
prosecuting attorney very carefully in-
structed the grand jury to release him
and not to file an indictment, owing
to the fact that he had burned his own
property and had not applied for insur-
ance. No, of course he couldn’t—he
was in jail.

The insurance feature always had an
adverse effect upon American juries,
in that the council for the defense al-

TRADESMAN

ways played up the idea of a penniless
individual fighting a wea!thy insurance
corporation.

Under the present law to-day we
will be able to convict a man for pre-
paring a building to be burned—for
instance, in Alabama, where the law
was adopted two years ago, there was
a case where a man prepared his build-
ing for fire, and when the fire occur-
red, the owner was in New Orleans.
He is now serving a term in the peni-
tentiary. He called a man in to do the
job, because he was only an accessory
and you can't vonvict an accessory.
Heretofore, gentlement, your prosecut-
ing attorneys have frequently hesitat-
ed, frequently refused to bring an in-
dictment for arson—the law was abso-
lutely insufficient. To-day, I don't
believe the prosecuting attorneys of
Ohio will have any hesitancy in the
future. It’s going to make convictions
more certain, put the fear of God in
the hearts of those committing these
crimes, and will bring about a mater-
ial decrease in the fire waste of our
State. C. S. Magruder.

National Board of Fire Underwriters.

———__~>. >
Fruits and Vegetables in Store Win-
dows.

The time will come when the big-
gest potato, the largest corn, the best
cabbage and the very best of every-
thing in the farm and garden crop line
will be getting the attention of the
general public and that is a good time
for the retailer to make use of what
is close at hand for business builders.

People the world over are interested
in what the other fellow is doing, even
though they may feel that they could
do better or greater things, if they
wanted to make the effort.

That is vanity, but it also indicates
the ever-present human element in life
that the wide-awake merchant can turn
to his own advantage in dollars and
cents.

People will look into a store win-
dow most any time, if they see some-
thing that interests them or if they
know that the window of a certain
business house is a bit unusual.

A hardware store in one of the great
farm and truck crop states won the
prize last year for interesting display
windows in the section. It is inter-
esting to note some of the displays
that brought more than 500 persons
into the store in one week and at least
2,000 to the store window to see the
exhibits and to talk about the store
after they had departed.

Here is the list—

Four twin tomatoes of various sizes
and odd shapes.

One twin potato specimen, named
the “Siamese Twins,’ connected with
a stem about an inch in length. (One
of the rarest potato exhibits ever re-
corded in that section.)

Double peach seed. (Peach had
been devoured before the seed was
displayed.)

Several double ears of both sweet
and field corn, of varied colors and
sizes, making a pretty rainbow-colored
display.

Double apple—a rare exhibit in the
fruit world.

Odd-shaped sweet potato, resembling

 

Forty-sixth Anniversart

snake coiled as if ready to. strike.

Squash that had “tail” twisted
around the remainder of the vegetable,
resembling a boa constrictor coiled
over limb of tree.

Dozens of minor freaks in one form
or another that not only attracted at-
tention and discussion, but provided
the store owner with a fine display
window for two weeks without change.

Variations of this unique window
can be arranged to conform to the sea-
son and locality, but every such win-
dow will turn as neat an advertising
trick as may be found anywhere and
will, in nine out of ten cases, win a
half column free story in the home city
newspaper—if first page, all the better.
—Hardware Retailer.

——_2 2s +s_
Longer Skirts Mean More Looms.

At the recent New York Fall Fash-
ion Show, which was attended by
some 1,500 retailers, it was demon-
strated and decreed that women’s
skirts are to be extended below the
knee. Exactly what this may mean
to the textile industry, assuming that
the decree is generally observed, re-
mains to be seen. We know what the
ascending skirt did to cloth manufac-
turers, and we have been told that all
of them would be transported to Easy
Street if all Chinamen would only be
so good as to lengthen their shirt tails
a single inch. For the nonce it must
suffice to learn that the garment tide,
which has been ebbing with alarming
rapidity in recent years, seems now to
have turned. Even a little change
would undoubtedly set idle spinning
mills and looms in motion and add
many dollars to depleted treasuries.
The incident is only one among hui-
dreds that illustrate the potency of
fashion as a factor in business. But
it is rare in one respect. Most indus-
tries that go down under the weight
of society’s approval pass out or at
best struggle along as well as they
can with little chance of relief. Think
of the carriage and buggy makers,
unfortunates who saw their kerosene
lamps and gas jets superseded by elec-
tric lights, the hairpin kings of other
days, the millinery queens
thrones were built on plumes and all
the festal bedizenments of saucer hats.
Some spark of hope may be kindled
in the hearts of the hairpin men as
they watch the lengthening tresses on
some fair heads, but to most of the
victims of change the only prospect
that is fair is opportunity in some of
the new industries that are constantly
springing up in place of the ones that
are dying out. In the case of the
textile men we see the unique possi-
bility of restoration of old uses of
cloth.

whose

 

en :
The most precious thing anyone,

man or store, anybody or anything,
can have is good will of others. It 1s
something as fragile as an orchid, and
as beautiful, as precious as a gold
nugget, and as hard to find, as power-
ful as a great turbine and as hard to
build, as wonderful as youth and as
hard to keep, intangible something,
this good will of others. ;

— 2+ >___
A bad temper has kept many a man
from a raise,

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN

41

 

 

Michigan Bankers
and

Merchants Mutual Fire Insurance
Company

Fremont - Michigan
Chartered August 14, 1916

a

Safe, Sound, Conservative

Unsurpassed Record for Growth, Strength and Prompt
Payment of Losses

Correspondence

Solicited

e

If your store burns today---could you prove your loss?

Would that loss represent the saving of a lifetime?

Is your earning power decreasing? Would a fire loss ruin
your credit?

In figuring your overhead expense, do you realize that the
item of fire insurance is most important?

For net profit, which would you choose, to reduce your
over-head 1%, or increase your volume 20%? Result
would be the same.

 

If you choose to do one or both, we can help you to a
saving of from 30 to 50% on the item of fire insurance.

For Rates and Terms on any \ \ ] Secretary-
Mercantile Risk in Michigan, write to M. N. SEN 3 Treasurer

 

 

 

 

 

 

42

INSTALLMENT SELLING.

Consumer Credit Represents an Enor-
mous Volume.

To-day 90 per cent. of all household
furniture is bought upon the install-
ment plan; 80 per cent. of all piapos,
sewing machines, electric refrigerators,
phonagraphs and radio equipment
marketed in this country are so'd upon
the convenient-payment plan.

The same is true in regard to 78
per cent. of the washing machines,
67 per cent. of the vacuum cleaners
and 25 per cent. of jewelry sales. It
i $140,000,000
worth of clothing was sold last year

is also estimated that
on the installment plan and that the
total of clothing credits outstanding
is close to $50,000,000.

The resu't is that to-day’s grand to-
tal of consumer credit represents a
huge volume of indebtedness which
rests for the most part on the wage
earners of the country, who, as a
class, do the bulk of installment buy-
ing. No one can compute the exact
total of installment sales for the years
of 1927 and 1928.
disagreement about it. The consensus
of opinion fixes it at about $7,000,000,-
000. The grand total of business cred-
its is estimated at $30,000,000,000. Thus
we observe that the American wage

Economists are in

earners are assuming a great responsi-
bility when they are responsible for
23 per cent. of the entire business cred-
it. But let us see if this situation has
any dangerous aspects.

When the first kind of credit was
Producer credit,
depositors in banks protested against

introduced, namely:

the lending of their funds for the
These
protests at the time of the enactment

financing of manufacturers.
of our banking laws, if taken seriously,
would have halted the development of
our financial system, the vital core in
America’s supremacy in the world to-
day. No man would now question the
imperative necessity of banks or would
challenge the worth of our banking
laws. Yet, similar opposition has been
existent against installment selling.

The next development in credit is
known as distributors’ credit. This
form of financial assistance was needed
by the wholesalers and_ distributors
who handled the mighty bulk of Amer-
ican products. This form of credit
was also opposed in the beginning, but
its economic value was quickly estab-
lished. And consumer credit is now
established after having started its de-
velopment with opposition.

If a mean earns $3,000 per year, he
is worth approximately $112,000 on
assets consisting mainly of his ability
to earn, according to statistics of the
insurance companies. There are 25,-
000,000 workers in America and I
leave it to your imagination to figure
the staggering sum counted as their
assets, according to the insurance com-
panies’ computation.

Producers may dissipate their as-
sets thrugh bad management or poor
judgment in the guidance of their com-
panies and may become bankrupt. Dis-
tributors may do likewise. But the
consumer, whose main asset is his
earning power, can never dissipate that

MICHIGAN

which is a God-given asset; a desire
to live and enjoy the pleasures of
life. And while he is possessive of that
feeling, he must always work. His
assets can never be dissipated, and as
long as he lives, continually producing,
with a desire to work, he is in a posi-
tion to pay a just obligation.

Let us see what has happened dur-
ing recent years when consumer credit
developed so rapidly so that we may
consider whether the workers of Amer-
ica are conscious of the great responsi-
bility which is now theirs because of
consumer credit.

In 1929, at the start of the extraor-
dinary development in installment buy-
ing, the total of saving-bank deposits
was $15,000,000,000. The number of
saving-bank depositors was 22,500,000.
At the end of 1926, deposits reached
the tctal of $25,000,000,000 and the
number of depositors grew to 47,000,-
000.

The admitted assets of the insur-
ance companies tell a similar story.
In 1920, the total of these assets was
$7,300,000,000, and at the end of 1926
the total had increased to the enor-
mous figure of $11,500,000,000. To-day,
incidentally, nearly all insurance is
bought on the installment plan.

No fewer than 4,000,000,000 new re-
cruits have been added to the army
of American stockholders and, accord-
ing to an accepted estimate, 500,000,-
000 of them are employes and 100,-
000 are customers of the stock-selling
corporations. There are 2,500,000 more
among bondholders, according to the
financial authorities, and’a large pro-
portion of the increase recorded has
been recruited from the working
classes.

The building and loan associations
tell a remarkable story. In 1920 there
were 8,500 building and loan associa-
tions with assets of $2,500,000 and about
5,000,000 members. In six years the
number of associations has increased
to 12,500 with assets of $5,500,000,-
000 and a total membership of 10,-
(000,000.

In 1920, two labor banks came into
existence with a capital of $1,000,000.
At the end of 1926 there were thirty-
six labor banks in the United States
with a total capital of $10,500,000,000
and with deposits and total resources
of about $127,000,000,000.

All of these savings were made by
our wage-earners since the history-
making experiment of installment buy-
ing began in 1920. These figures can
mean only one thing; the people are
becoming thrifty; they are beginning
to understand the responsibility of
credit; they are becoming business
people, in a small way, and are being
guided by the fact that they must
budget their incomes to take care
properly of their credit responsibili-
ties and build up a reserve for a rainy
day at the same time.

It also means that the best minds
of this country are now saddled with
the responsibility of reaching the great
army of consumers which is purchas-
ing its needs on a credit plan and is
learning to respect the value of credit.

If the basis of all credit is charac-
ter, then merchants, particularly, are

Forty-sixth Anniversary

TRADESMAN

 

Have you ordered your

Calendars
tor 1930
9

e

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

 

 

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: Corner Ionia and Wealthy. Automatic 65304,
500 Lexington Ave., N. W., Automatic 65376.

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 RAPIES, MICHIGAN

 

 

 

 

 

 

 

nin

 

 

@
weet ma

 

Forty-sixth Anniversary

compelled to help mold the character
of their patrons. Newspaper advertis-
ing is an effective medium for convey-
ing a message to the public, but I
strongly denounce its use by advertis-
ers to lure people into buying things
beyond their means. I particularly ob-
ject to any kind of advertising or prop-
aganda that attempts to sell credit to
the consumer instead of -stating the
merits of the merchandise and attempt-
ing to establish its value; P. T. Bar-
num advertisers is what I call them.
Many such advertisers use the most
objectionable copy and heavy, black
type and, in a bombastic manner, at-
tempt to beguile the minds of pro-
spective customers and lure them into
buying things they don’t
stressing the fact that the merchandise
need not be paid for immediately.
On October 4, 1927, I called on
President Hoover, then Secretary of
Commerce, urging the call of a Na-
tional Installment Selling Conference
under the auspices of the United
States Department of Commerce; a
“round table” discussion, if you please,
at which our leading financiers, econ-
omists, captains of industry and_ busi-
ness men could meet and consider this
gravely important problem of consum-

need by

er credit now developing by leaps and
bounds either for National weal or
woe. At such a meeting of trained
minds, reasonably certain safeguards
could be decided on to check the
growth of abuses in the operation of
the system and perpetuate its clearly
demonstrated values to the American
consumer,

MICHIGAN

President Hoover, in a statement to
the press, agreed cordially in prin-
ciple with the suggestion, but took the
position that such a conference should
be called not by a governmental agen-
cy but by the United States Chamber
of Commerce or a like organization,
nationally representative and directly
identified of the
country.

with the business

And so this important matter stands
to-day—awaiting definite action.

Incidentally, President
one of the firm believers in the eco-
nomic value of installment buying and
his faith is based upon an intensive
About two years
ago, while Secretary of Commerce, he
issued a formal statement through the
Associated Press in which he paid
tribute to the worth of installment
buying as “the backbone of contin-
uing American prosperity.”

 

Hoover 1s

study of the system.

Here is an excerpt from an adver-
tisement that recently appeared in the

newspapers throughout this country:

“You, Not Inc.
ness in the world.

“Not steel nor agriculture nor auto-
mobiles! not any of the great corpora-
tions listed in the stock coumns, but
the firm of You, Not Ine.

“You are the American family, 24,-
600,000 strong. You hold the best
jobs on earth, you make homes, you

The biggest busi-

raise children. You earn more than
any corporation — $70,000,000,000 a
year! You are the world’s best cus-
tomer for almost everything.

“Your credit, however, is the best

in the world. Other firms, ever so

TRADESMAN

large, may fail, go to the wall. Execu-
tives may make mistakes, guess wrong.
But nothing can spoil the credit of
You, Not Inc.

“A member of your firm may may
lose his job once in a while, be pressed
for money, but he can find another
job and again make money more eas-
ily than a bankrupt corporation. Busi-
ness may be bad with some of your
sometime, but with

branches never

your whole firm. Regardless of the
gold supply, the stock market, elec-
tions, depressions, accidents and dis-
asters, our good customers in You,
Not Inc., are going ahead, continuing
to earn money, to buy things, to run
homes and raise families! Unless these
United States are destroyed, You, Not
Inc., will not fail.

“You may only be a junior mem-
ber, but your credit is the credit of
the firm.” Julian Goldman.

> ____
Adventures in Banking

Recent failures of banks in various
parts of the country are indicative of
the sort of carelessness which is en-
gendered by prosperity rather than of
any weakness in the business struc-
ture.
South, unusual developments, local in

In some cases, notably in the
scope, have been the cause. It is evi-
dent, however, that the notable suc-
cess of banks as a whole in recent
vears has attracted to the suburbs of
banking a considerable number of ad-
venturous spirits who know little about
the jobs they undertake, and are eith-
er wholly unscrupulous or fail to real-
ize the peculiar responibilities that fail

43

upon managers of other people’s mon-
ey. Public discussion of the matter
has been curiously circumspect, not to
say reticent. Banking evils are rarely
aired until they become acute, because
of the delusion that confidence may be
undermined by criticism. But in bank-
ing circles no such caution is encoun-
tered. Many of the recent failures are
there frankly ascribed, in anything but
guarded language, to defective super-
vision of banks in many parts of the
country, that permits, if it does not
encourage, banking adventures which
are taboo in every sound banking es-
tablishment.

by furious speculation it is natural that

In a period characterized

people in general should be in a mood
to take more than ordinary chances.
But from this lure all properly man-
aged banks hold themselves aloof, and
it is the duty of supervisory bodies
to see that improperly managed banks
yield to
brought to task, or else, if power 1s

which do temptation are
lacking, to ask legislative bodies for
authority to deal with such siutations.
That there is need of some further
regulatory legislation is not denied in
many responsible quarters.

—_+-.— —__.

Sounded the Same.

They were seated at a table in a
night club. Suddenly there was a loud
crash.

“Come,” he said, taking her hand,
“let's dance.”

Jon't be foolish,” she answered,
“that wasn’t the orchestra. The waiter

d-opped a tray of dishes.”

 

 

THE VINKEMULDER COMPANY

GRAND RAPIDS, MICHIGAN
Founded in the year 1888
Branch Jobbing House at Petoskey, Mich.

Receivers and Jobbers of Fruit and Vegetables

Carlot Shippers of

“Vinke” Brand Michigan Onions and Potatoes

CWT od

AN OLD AND DEPENDABLE PRODUCE FIRM ... NATIONALLY KNOWN

 

 

 

 

 

 

THE GOOD OLD DAYS.

 

Trials and Tribulations Which Con-
fronted the Tireless Traveler.

When an old-timer talks to a young
salesman about selling, this young fel-
low almost always comes back with
something like this. “Well, of course,
it was easier to sell goods in your day.
You did not have all the troubles and
competition we have now. It must
have been a snap to sell goods in those
early days,” etc.

As people grow older, they are rath-
er prone to talk about the good old
times. I have never been in this class.
Personally (while I may not be old,
I must at least plead guilty to being
somewhat autumnal), I am of the
conviction that these present days are
far better than the days I have known
of long ago.

I suspect some of the old-timers talk
about the good old days because they
remember those days with the eyes of
youth, when all the world was a gar-
den of romance, and on every side
there were beautiful maidens to be
rescued from dragons, and lovely cas-
tles that the young, brave and cour-
ageous could capture and call their
own.

Recently at Kansas City, I made an
address before a large number of re-
tail hardware and implement dealers,
many of whom were customers of
mine when I first started out to earn
my spurs as a salesman in the good
State of Kansas. I had a prepared
address. It was on the subject of dis-
tribution, but when I met these old
friends I discarded my formal address
and I talked to them about the good
old times.

A previous speaker had just com-
mented upon the present high cost of
living and of doing business. I took
this as my text. I admitted that when
1 went to housekeeping in Salina,
Kansas, fresh eggs were 25 cents for
two dozen, and a good fat chicken
could also be bought at the same price.
A Swede servant girl worked hard,
doing the washing and all of the
housework, for $12 per month. All
this was lovely. “But,” I added, “at
that time my personal salary was $75
per month.

Here we get back again to Einstein’s
theory of relativity. Nothing im this
world can be considered by itself. In
order to get an approximately fair
view of any situation, you must con-
sider all the circumstances in the case.
3y the way, do you happen to know
that the word “circumstance” is from
the same root as the Latin word “cir-
cus,” which means a circle, and, in
this word, it means all the surrounding
or encircling conditions? Allow me to
say, in passing, that nothing is more
delightful than the study of the deri-
vation and meaning of words. The
next time I retire, I think I shall de-
vote my life to this one study. Noth-
ing could be more pleasant, lead to
more thrilling discoveries, or give one
wider information.

Here again I am reminded of one of
Mark Twain’s sayings. In one of his
books he remarked, “In this book I
give you a great deal of information,
in fact, I ooze information, just as the

MICHIGAN

celebrated otter of roses oozes out
from the otter.”

When I traveled in Kansas, the
average country hotel charged $2 per
day, American plan. In some of the
larger cities, such as Topeka, there
was the exorbitant rate of $3, American
plan. In those days, it was a common
thing for the hotel clerk to say in a
matter of fact way, “I suppose you
will not object to doubling up with
another guest to-night?’ That meant
that two slept in a bed.

If you have read “The Life of Abra-
ham Lincoln,” you will find when, as
a lawyer, he made his circuit on horse-
back from one point to another, it
was a common thing for the distin-
guished legal lights of that day not
only to sleep two, but frequently four
in a bed.

Retiring in those early days was not
the long drawn out and complicated
matter it is to-day. The salesman of
that day did not open his toilet case,
take out his tooth brush, his tooth
paste and brush his teeth, as recom-
mended by all dental advertisements.
The lovely silk striped pajamas some
of our Knights of the Grip sport to-
day were then unknown. I do not
think they even sported any night
shirts in the time of Abraham Lincoln.
When traveling, to remove one’s boots,
trousers, coat and vest, collar and tie
was sufficient for the night.

Now salesmen tell us it is abso-
lutely necessary to have a room with
bath. It would be a mean house which
would instruct salesmen to occupy
rooms without baths, I am afraid such
a house could not maintain their trav-
eling force.

Then I remember in those good old
days when the thermometer hovered
somewhere between 10 and 20 degrees
below zero, we took long drives off
the railroad in an open buggy. How
well I remember, after one of these
trips of fifty miles, landing in Haynes
City, Kansas, and being removed from
the buggy as stiff as a dried mackerel.
They took me into the little room off
the livery stable, stripped me and rub-
bed me down with horse brushes until
circulation was restored. Then I was
given several rather large drinks of
whisky and put to bed at the hotel.
I awakened the next morning feeling
as fit as a fiddle without even the sign
of a sneeze.

Compare such conditions with the
traveling salesman of to-day covering
the territory in the winter time in his
closed sedan automobile with foot
warmers and lap robes. Would these
salesmen go back to the good old
times? I guess not! With an automo-
bile, a salesman is just as independent
as an Arab on his racing camel on
the Sahara. You can come and go as
you please. When you have finished
with a customer, you can depart. How
was it in the old days when there was
only one train a day, and in order to
work two towns with this one train
system, a salesman had to double back
and forth?

Nowadays, with an automobile, a
salesman can eat his breakfast in peace
and take his departure at a sensible
hour. In those good old days, when
trains came at all hours between 1 and

TRADESMAN

6 a. m., you had to be on hand to take
the train, and you could finish your
nap as you traveled. It was common
in those good old days for a salesman
to spend his night in two beds and
sometimes three.

How well I remember in Salina,
Kansas, when on Monday morning I
would arise in the dead of winter at
the witching hour of 4 a. m., and take
a train on the “U. P.” for the West.
We arrived in some hotel at 6 o'clock,
before the dining-room was open. We
would sit and nurse the Cannon stove
until breakfast time, and then we
would screw up our enthusiasm and
start out to greet a customer in a
snappy manner. I never heard a sales-
man of those days complain of the life.
It was considered the regular thing.
Not one of us knew any better, and
if we had been told of the luxurious
manner in which salesmen would trav-
el twenty-five years later, it would
have seemed like an iridescent dream.

There was one good feature about
the old system. It meant the survival
of the fittest. A salesman who could
not stand the life, or who was too
fond of comfort, soon sought some
other occupation. Those who remain-
ed were strong and healthy. Some-
how, I never knew one of these sales-
men to catch cold sleeping in a cold
room and getting up in the morning
and breaking the ice in the pitcher be-
fore performing his ablutions. . I am
inclined to believe our present system
of steam heating sleeping rooms is
not nearly as good for the health as
the pure fresh air we enjoyed in my
youth.

The traveling salesman’s life in the
old days wasn’t all tough breaks, al-
though he did have to travel in all
kinds of weather and make trains at
all kinds of hours.

I might write about the character
of the food in those days. Sometimes
it was pretty bad, but generally, as I
remember, in the smaller hotels, it
was good. And what breakfasts we
did eat! Stop and think of a breakfast
like this: two soft-boiled eggs, a nice
thick juicy steak, plenty of potatoes,
griddle cakes and syrup, and two or
three cups of coffee. How did we
ever manage to digest those Gargan-
tuan meals? Still, salesmen in those
days as a class were thinner than
salesmen of to-day. Frequently in ho-
tels I study the salesmen of to-day,
and most of them appear to be too
soft, too fat and they look overfed.
Nevertheless, I do not believe they
eat as much to-day as they did in the
old days. Therefore, the difference
must be in lack of exercise. Of course,
when a man drives around in a car,
carrying his samples, he does not get
the healthy exercise old-timers did in
carrying heavy catalog cases and grips
of samples by hand and foot power
from one store to another. Missing all
that fine exercise I think is a very bad
thing for the salesman of to-day, al-
though he may not agree with me.

Of course, we hear stories of how all
the old-time salesmen used to drink,
and what a hard lot they were. Nat-
urally, in those days there was con-
siderable drinking among certain sets
of salesmen. There was also quite a

Forty-sixth Anniversary

little poker playing at some hotels in
headquarters towns, but I do not be-
lieve, now that I check. up the sales-
men I knew in those days, that they
were any worse than the salesmen of
to-day.

Of one thing I am sure, and that
is the old-time salesman, as I remem-
ber him, was not nearly as much in-
terested in the ladies as the salesman
of to-day. Women, of course, have
changed since those days. I think
they have become far more attractive.
Whether it is intentional on their part
or not, at the present time the femi-
nine lure, by reason of dress and in
other respects, has been highly de-
veloped. I am quite sure the mind of
the salesman in the old days was left
more at peace by our lady friends than
at present.

I do not remember in the hotels I
visited that dancing was in full blast,
not only every afternoon but all eve-
ning. The modern hotel has become
the center for dancing. It is also the
headquarters of the modern salesman.
It is therefore not surprising that the
young modern salesman has become
more or less tangled up with dancing,
jazz music and charming young la-
dies. In the good old times a salesman
did not have these divertisements.

But, of course, I can well remem-
ber, if, after a hard day’s work, an
old-time salesman felt like being real
devilish, he could go to the roller skat-
ing rink, hire a pair of skates and
skate round and round all evening.
Good Lord, when I remember the way
the women looked in those roller-
skating days, with their puffed sleeves
and long skirts, they certainly were no
temptresses to beguile the innocent
salesman from the paths of rectitude.

Do not think the old-time salesman
was not a gallant. I can remember
one evening arriving at Leonora, Kan-
sas. There was a cowboy dance in
full swing. There were about forty
cowboys and about ten girls. The
modus operandi was for every would-
be dancer to pay a dollar to the hotel
clerk and register in a book. Then he
was given a number. When your num-
ber was called you could enter the
dancing room, pick out a young lady
and proceed to do your worst.

On this occasion, as it was impos-
sible to sleep at the hotel on account
of the noise, I decided to “shake a
foot.” I registered, paid my dollar,
and, when my number was called I
picked out a sweet young thing in a
dask red, tight-fitting jersey. Those
were the days when every young lady
loked as if she had been poured hot
into a form, and it was de rigueur for
everything to fit somewhat tight. After
I had danced with this: belle of Leo-
nora some four times, without dancing
with anyone else, as I walked out in
the hotel office, a cowboy nudged me
in the side and suggested a word or
two. We adjourned to the darkness
beside the hotel. He remarked he sup-
posed I was a stranger and he did not
wish to be discourteous to any strang-
er who had just arrived in town, but
he was quite sure I would be glad to
have the information that the girl in
the red jersey was his girl, and it would

 

 

 

 

 

 

Forty-sixth Anniversary

MICHIGAN

TRADESMAN 45

 

 

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46

not be healthy for me to dance with
her any more.

As this gentleman was wearing
leather chaps, had a belt around his
waist full of cartridges, and as this
belt further supported a .45 Colt re-
volver, I decided I had danced enough
that evening, and I sought the seclu-
sion of my room.

The next morning, somewhat weary,
I was sitting at the breakfast table
when a voice said, “Beefsteak or liv-
er?” There was a certain familiarity
in the tone. I looked up at the charm-
ing young lady of the evening before
and she still wore the red jersey!

The average salary of the hardware
salesman in those days, and I mean a
good salesman, was about $150 per
month. At the Kansas City conven-
tion I met a young salesman who look-
ed quite prosperous. He told me all
about the present troubles of the trav-
eling salesman. I asked him a few
“What,” for instance, “are
your annual sales of hardware?” He

questions.

said that year he would sell about
$150,000 worth of goods. He owned
his own home. It cost $10,000. He
had a garage and two automobiles.
His wife kept a maid at $50 a month
and he was drawing a salary of $6,000
When he told me all this I
I feel like

I am terribly

a year.
said, “My
weeping on your neck.
I suppose that, not-

young friend,

sorry for you.
withstanding all of the competition you
have, you have long since concluded
you cannot sell any goods on Satur-
day and therefore you actually work
only five days a week. You never
have to take a night train, because you
travel in your own car. My dear boy,
your lot in life is a very sad one. Mod-
ern competition is a terrible thing and
you are the victim of the system.”
He. of course, thought I was josh-
ing him, but what are the real facts?
Just compare the salaries and the com-
forts of the present-day salesmen with
those of the old-timers. Compare the
comforts of transportation. Compare
the service given by our hotels. As
far as I can judge, and I still have
managed to retain my eyesight, my
hearing and my taste, I would far
rather travel in these present unre-
generate days than in the good old

days. Saunders Norvell.
————
The Doer.
Some salesmen are thinkers; but

every salesman must be a doer.
Doing clears the mind.
Physical activity has a peculiar ef-
fect upon the judgment.
What we thresh out with our own
hands—
What we suffer in our own hearts—
What we find out with our own vis-

ions creates faith. That is, doing
creates faith.
Those who believe the world 1s

growing better, are they who are try-
ing to make it grow better.

The sweetest of joys is the joy of
accomplishment.

3e kind steadily, persistently, and
you will believe in kindness.

3e mean and you will cease to be-
lieve there is any goodness in the

world.
Get things done.

 

MICHIGAN

PUBLICITY FOR PHARMACY.
(Continued from page 38)

macy and afford the means for com-
bating destructive tendencies, con-
serving and preventing duplication of
effort, and make possible a co-ordinat-
ing force and clearing house for in-
dustrial business and professional prob-
lems; it will mean a new note of phar-
maceutical progress, because behind
all of this stand the co-ordinated co-
operative associations of the drug busi-
ness and of pharmacy.

The sum of $1,000,000 will be. re-
quired to fully complete this great
undertaking for the benefit of phar-
macy so it can better serve the public.
The subscriptions total above $800,000
and represent every division of phar-
macy and every section of the coun-
try. Every state and national phar-
maceutical association has endorsed
the movement and the fact that each
state association has subscribed to the
fund is a most encouraging indication.
Surely every pharmacist will want a
part in it, however, small. It has been
“It can be shown
recent

have

said by another:
that by any one of
associations

several
achievements the
saved all druggists much more than
the amount of their annual dues. We
say all druggists, not merely mem-
bers of the associations. But we have
so much faith in the general soundness
of human nature that we believe there
are few druggists, now outside the
membership gates, who will not wish
to contribute to the success of a move-
ment whose benefits they enjoy.”

A wonderful site on the monumental
thoroughfare of Washington has been
secured, involving with recent purchas-
es about $200,000. It may not be out
of place to say that some individuals
have contributed large sums, but it is
highly desirable that all pharmacists
have a part.

A laboratory has been donated,
which will be devoted to standardiza-
tion work, aiding in the revision of
the U. S. Pharmacopoeia, the National
Formulary, the Pharmaceutical Recipe
Book, etc. The reference Library will
be at the command of the retail phar-
macists and of every other division of
the drug activities and research work-
ers. The Museum will be a service
department also, aiding in the study
of pharmacy, its history, development
and present status. The imposing
structure will advertise the importance
of pharmacy in a way that justifies

our pride, instills confidence and
strengthens our ideals.
G. E. Eberle.
——————->_——

Don’t Crowd Your Customers.

Grocers realize that suggestive seil-
ing increases sales. When Mrs. Rob-
bins buys a loaf of bread, she is likely
to buy a pound of butter, too, and a
jar of jam if the grocer suggests them
to her. But many grocers’ clerks over-
do the suggestive selling act and an-
noy the customer into a de4nite re-
sistance,

Just because most men and women
like coffee or tea to drink, does not
mean that Mrs. Robbins drinks these
beverages. Yet the grocery clerk tried

TRADESMAN

again and again to get her to buy the
special coffee. Mrs. Robbins finally
resented his insistence and went to
another grocery where she knew she
wouldnt’ be annoyed. You see, Mrs.
Robbins was one of a great many per-
sons who cannot drink any stimulat-
ing beverage. Mrs. Robbins never
drank tea or coffee because her doctor
advised against it. But the over-anx-
ious grocery clerk had not discovered
the fact, unfortunately.

Take another case where, on the
other hand, a little business tact kept
an old customer. Mrs. Smith was a
steady customer. So when the grocer
added a fine line of coffee rings to his
bread and rolls, the clerk decided to
force Mrs. Smith to buy some. She
resisted because, to her, a baker’s cof-
fee ring had always tasted dry and
anything but delicious. The grocer
himself stepped up in time to save the
situation. “Mrs. Smith doesn’t like
coffee rings,’ he said to the clerk in
front of the customer. “She would
like some fresh rolls though, I’m pret-
ty sure.” Mrs. Smith rather enjoyed
learning that her grocer knew _ her
prejudices and showed her satisfaction
with a good order, including the rolls.

As a matter of fact, the grocer knew
that his coffee rings were of good
tasting quality and rich enough to taste
fresh the second day. But he knew
also from experience that Mrs. Smith
could not be crowded into buying any-
thing she didn’t want.

A week later, when Mrs. Smith was
ordering groceries for Sunday, the gro-

cer said, “And rolls, of course, for
Sunday breakfast?” Mrs. Smith said
“Ves” through habit, and then ex-

pressed the wish that she could have
something a little different, too, for a
change. The grocer suggested that
she might find one of his coffee rings
delicious with fruit and coffee—espec-
ially as he knew they were quite a
good deal richer and more delicious
than the usual coffee ring. Mrs. Smith,
because she had never been forced in-
to buying by this grocer, consented to
try aring. Thereafter, she ordered his
coffee rings frequently because she had
found to her own satisfaction that a
quality coffee ring is something quite
nice for breakfast.

Suggestive selling is a part of mod-
ern merchandising. However, as these
two simple experiences indicate, sug-
gestive selling to be successful in a
grocery store needs more tact than
crowding.—Missouri Messenger.

oo

Instructions To a Stenographer.

“T have just fired the third stenog-
rapher I have had this year,” exclaim-
ed a credit manager and office man-
ager whose poise is not easily dis-
turbed. “The new one I am taking
on to-morrow is going to receive these
instructions in writing.”

Here he picked up
sheet and read aloud from it as fol-
lows:

1. Although work begins in this of-
fice every morning-at 8 o'clock, this
does not mean you.

2. If a telephone call comes while
the manager is out, tell him about it
later, if you remember to do so.

3. If the manager imparts some

a typewritten

Forty-sixth Anniversary

confidential information to you, do not
selfishly keep it to yourself.

4. Always open the obviously per-
sonal letters addressed to the manager.
The remainder of the mail is not so
important.

5. When you have lost a document
or a letter, ask the manager to help
you find it.

6. In typing letters, remember that
customers do not mind having their
names and addresses incorrectly writ-
ten.

7. The best time to use your lip-
stick is when you are at your desk.

8. Limit yourself if possible to
twelve personal telephone calls during
the business day.

9. Leave no memorandum in the
general file when you remove a folder.

10. Never ask the name or business
connection of a caller before letting
him into the manager’s office.

11. As the dictionary often gives
several ways to spe!l a word, follow
your own taste in spelling,

12. Let the understand
that you are in no way responsible for
the neatness of his desk.

Manager

13. A few postage stamps used per-
sonally will never be missed.

14. If a late party causes drowsi-
ness the following day, remember that
there is a comfortable sofa in the rest-
room.

15. Do not hurry to type a letter
cictated late in the afternoon. The
isanager may leave for the day with-
cut remembering it.

16. Do not let company business
interfere with a prompt handling of
your own personal mail.

17. Never take the initiative in
simplifying the routine of the man-
ager’s work. Jos. K. Drake.

—_2+->__
A Business Man’s Philosophy.

Everyone is interested in trying ty
discover the real source of happiness.

Some think it is freedom from want
and worry; others think it is a philo-
sophical attitude.

I suspect the real source of hap-
piness is the mastery of nature, of our
environment, of ourselves.

Man gains in dignity, nobility and
spiritual stature to the degree that he
dominates natural elements and as-
sumes command of his destiny.

All this boils down to self-expres-
sion.

The happy man is not one who is
leading an effortless life, but one who
is creating works on which his per-
sonality is impressed. He may be
building bridges, raising wheat, tunnel-
ing mountains, isolating germs or com-
posing music. If his work is true and
honest it must bring him an exalting
sense of satisfaction.

William Feather.
_——_ e222...
Efficiency.

It seems that one of the employes
of Henry ford dreamed that Hen-y
died. He dreamed that he saw the
black casket being borne by six of
Henry’s oldest and most faithful em-
ployes. As the casket came by, Henry
raised up, looked around, and offered
the following suggestion:

“If you would put rollers under this
casket, you could lay off. five men.”.

 

 

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN 47

 

ewaygo Portland
Cement

 

 

 

 

= Mammoth and Modern Plant of the Newaygo Portland Cement Company

For more than a quarter of acentury 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
erade true portland cement coupled with painstaking service.

NEWAYGO PORTLAND CEMENT COMPANY

General Offices and Plant: NEWAYGO, MICHIGAN
Sales Office: GRAND RAPIDS TRUST BUILDING, GRAND RAPIDS, MICHIGAN

Ne

 

48

AS SEEN BY HARDWARE CLERK

Each Dealer Knows Best What He
Should Handle.

As a clerk with some experience
behind the counters of a retail hard-
ware store, I like the hardware busi-
ness; if not, I would not have entered
and stayed with it as long as I have.
It gives one an insight to more differ-
erent kinds of merchandise than any
other business I know of. It requires
mechanical knowledge, also constant
study to keep a line on new goods
that are brought out from year to year;
still we must keep in mind the regular
line of merchandise of years gone by.

I have often wondered, after hearing
the different traveling
plain in detail their line of goods to

salesmen ex-

the proprietor as to whether or not
we were supposed to explain them the
same way.

No, we cannot, as we have no spec-
ial training on them. There are too
many and the details too numerous;
for instance, there are tools, cutlery,
electric appliances,
brushes, guns,
hardware, and who knows what else.
These are all lines within themselves,
but we must have a fair knowledge of
them all, and should be able to answer
intelligently all questions asked about

stoves, paints,

ammunition, builders’

them. In many instances I have heard
the traveling salesman talk for an hour
or more, finally he sells the proprietor.
Sometimes they give us a few point-
ers on their line and sometimes not.
If these goods are to be moved we
clerks must read their literature, and
figure out our own sales talk to put
it over.

I have met and taked with many
salesmen; they are a fine
They can and do
give us all a lot of good pointers in
the game; however, I find a number
of them that do not take the time to
give the sales-force the principal sell-
ing points on their products after they
have sold the buyer. We realize, Mr.
Traveling Salesman, that your life is

traveling

bunch of fellows.

not all sunshine; you have troubles of
You
deserve all the business you can get.
If you can give us fellows a tip on
your line it makes more business for
all of us.

When it comes to expressing your
opinion about the man who employs
you, and your article is for publication
with your name signed to it, this is
rather ticklish business for clerks, but
In regard to the
man I work for, I can conscientiously
say it would be hard to find a better
employer than I have. In all the years
I have been with him, he is always the
same; never out of sorts or irritable
whether business is good or bad. I,
like many others, make my share of
mistakes and possibly more. He calls
my attention to these errors in a nice
way, which means, try not to let this
occur again. He is always ready to
meet anyone half way on any proposi-

your own and many of them.

as for me it is not.

tion.
Is he successful in his business?
Certainly he is. He started in a small

room about twenty-five years ago.

Now he owns his own building, a two-
story brick 45 x 70. with basement and

 

 

MICHIGAN

a fine show window across the entire
front. This entire building is well
stocked with good merchandise that
pertains to the business.

The successful hardware store of
to-day is quite different from the hard-
ware store of even a few years ago;
even selling methods and the class of
merchandise are different. The depart-
ment and variety stores have shown
us that the goods sell better when
properly and openly displayed. Our
stores should always be kept neat,
clean and attractive. The show win-
dows are the eyes of the store; they
should be well trimmed and lighted,
also properly taken care of as they are
the silent salesmen; they work day
and night.

Statistics have proven that a large
majority of our customers of to-day
are women: they appreciate the more
modern methods of merchandising, and
it is here that the lady elerk is an asset
to the hardware store, as womenfolk
usually understand each other’s re-
quirements better.

I am sure that manufacturers, job-
bers, dealers and clerks all get a real
inspiration from reading the trade pa-
pers. I find they contain many in-
teresting and practical articles and
suggestions as well as the tried out
experiences of others. After reading
these articles it might be rather em-
barrassing to go to your employer and
make these suggestions as he might
think you were trying to run his busi-
ness. In cases of this kind we clerks
could say to him. “There is an in-
teresting article in Trade Paper on
page so-and-so,” trusting he will read
it and the suggestion will meet with
his approval. Here is where state
group and store meetings play their
part, as we get together, proprietors
and clerks, for the sole purpose of
solving our problems to the best in-
terest of all concerned.

I am sure we all appreciate the co-
operation of the manufacturer, jobber,
traveling salesman and publisher, also
the fine high grade advertising sent
out by manufacturers in the way of
national advertising and high class dis-
play material for window trims and
store displays, which cost them lots of
money, and should be taken care of as
they can be used from time to time
in window display work.

Manufacturers should put up goods
in good strong boxes or cartons, es-
pecially the lines for counter display
purposes. as they protect the contents
and make the stock look better. Many
articles could have tags on them, either
string tags or labels printed as fol-
lows: Place for number, size, cost
and selling price, as some lines have
articles of different sizes and
numbers such as shears, flashlights,
saws, etc. This would enable the one
who marks the goods to put on these
details. It also familiarizes the sales-
force with the line and makes re-
ordering easier, as they have all the
details on the tag, which can be pulled
off, and the order placed on the want
book any time. We have tried this
out and it works fine.

In many instances the guarantee on
various kinds of merchandise is abused
and should not be emphasized too

many

 

 

 

TRADESMAN

strongly. Adjustments of defective
merchandise and unsatisfactory sales
should be made as satisfactory to the
purchaser as possible, and service
should be promptly and cheerfully
given at all times. Our paint depart-
ment is so arranged that we can give
quick and efficient service in regard
to kind, size and color. When we re-
ceive a shipment of paint brushes we
take a piece of fine sandpaper and sand
the varnish or enamel off the handles
at a suitable place to mark them plain-
ly. If they are well marked at the
time we never get mixed up on the
price or kind of a brush, which is apt
to occur where the dealer handles a
large line.

Competition—not such a bad look-
ing word, but the results are felt by all
classes of business. The hardware
merchant realizes we are living in an
age of real competition. Much has
been written and said on this subject
through our various trade papers. I
am sure the average hardware dealer
intends to give his customers quality
goods at reasonable prices: he, too,
can buy the competition merchandise
if he sees fit to do so, but he realizes
when he sells a cheap article and it
proves unsatisfactory, that the custom-
er expects something in the way of an
adjustment that he will not ask for if
the article is bought at a department
store or mail-order house. I am of
the opinion that it would be well to
carry a cheaper line of goods along
with your quality line, but do your
best to sell the quality goods. If you
have the two lines side by side it is
much easier to convince the average
person that the best is the cheapest
in the long run. I trust I will not be
misunderstood in the above statement,
as a dealer could not well afford to
carry his entire stock in two grades of
merchandise, but there are many arti-
cles where this can be done, and each
dealer knows best what. that line
should be. Albert C. Hoffman.

> sa"
Pushed Out But Up.

When the electrical lamp displaced
the gas jet as means of dispelling
darkness the gas industry reeled in
hazardous plight. But to-day, scarcely
a quarter of a century later, the gas
men seem to have more to boast of in
the way of achievement, notwithstand-
ing the marvelous advance of elec-
tricity in mechanic arts. A recently
completed survey found that among
3,203 typical American homes of all
classes there were electric refrigerators
in only 3.9 per cent. and fully war-
ranted the conclusion arrived at, that
the potential market for electric ap-
pliances is still in its infancy in spite
of all that has been said about its
great development. There is obvious
need to enlighten the housewife about
the means which electricity provides
for diminishing the drudgery of her
labors. It is probable also that prices
for power in the home are still too
high to make the saving in toil worth
while to the thrifty. Meanwhile trans:
formation of gas from an illuminant
to a fuel, under the spur of necessity,
proved to be an unmixed blessing to
natural as well as to manufactured
gas. Since the carbon light first made

Forty-sixth Anniversary

its appearance in 1900 consumption of
both has been trebled or more; and
this is due. largely to the diligent
search that was made for new uses
for gas and wide proclamation of these
uses once they were discovered. It is
estimated that to-day gas is an im-
portant factor in no less than 20,000
industrial processes, and the end is by
no means in sight. Indeed plans are
now under way for a National survey
designed to assemble and make gen-
erally available in the trade all useful
information in connection with mer-
chandising and sales management in
the industry to the end that further
expansion can be assured. Discovery
of new uses for old articles is scarcely
less important than supercession of
the good by the better. It is well to
remember also that to be pushed out
is not always to be pushed down, es-
pecially in industry. This was seen
in the experience of the ice companies
with mechanical refrigeration. It was
obvious as soon as the new method
was perfected that among consumers
of high buying power and in apart-
ment houses with many tenants the
likely to be displaced.
Novelty and convenience are factors

ice box was

of irresistible appeal to those who can
afford them. But the peril of loss of
business prodded the ice companies to
new activities in other fields with such
good effect that to-day they are sell-
ing more ice than ever.
—__>+-___
Whoever Uses Tobacco.

For several years we have said noth-
ing about tobacco. Cigarette
sumption is rampant and colossal and
only an astronomer can give us the
figures.

con-

But the time is near at hand
when the women crusaders are going

to assail the habit among women, and

the result will not be in doubt. Fan-
tastic it seems, but fact it will become,
that tobacco will soon be fighting for
its right to be a solace to humankind,
as alcohol has fought and lost. The
manufacturers are advertising as lav-
ishly as the liquor people did the
decade before prohibition came. They
sense something. The utterly bad taste
they show and the outlandish prices
they pay for names and pictures of
persons, many of whom never use to-
bacco, to hoist their brands show their
extremity even in the ensuing plenty.
Medical experiment is all against the
weed, as we demonstrated in the ex-
traordinary clinicle articles that were
published in the Tradesman years ago.
The reactions in
with

those experiments
conducted by Prof.
George E. Dawson, were not violent
or dangerous, as some of our readers
will recall, but they
cumulative and bad. Whoever uses
tobacco habitually in any form, but
especially in smoking, the clinic said,
is not the same person, nor as good
a person as he would be, in body,
mind and spirit, if he let it alone. We
are not arguing about it. We are just
telling the world. And the world is
going to hear much more about it the
next decade.
—_2~-.___

Many an old saw gets its teeth
knocked out in the hard grind of ex-
perience,

smokers,

were palpable,

 

 

a

——r

 

 

rag age agra e

F
}
}
}
}
}
}
}
}
}
}
}
}
}
,
,
,
,
}
}
,
}
}
}
,
}
}

orty-sixth Anniversary MICHIGAN TRADESMAN

fine

CANDIES

 

 

THE STANDARD OF QUALITY
FOR 65 YEARS

BUY
MICHIGAN MADE

Christmas Candies

FOR YOUR HOLIDAY TRADE

BOOST FOR THE MANUFACTURER
WHO BOOSTS FOR YOU

PUTNAM FACTORY

GRAND RAPIDS, MICHIGAN

   

 

ate ce cin -cfn sin. sfe,the..ttin..tte..ttin.site..sie...ste..ste.2ite...stie...ttin...iin...stn..ttin..site...ziin....tie..stie..stte...ete..sie_.site..2ie....ztte...stie....atin...2tte..altie.sitin....,ite.....lten...alin.. 2

 

 

A CARCASS OR A CUT?

 

Individual Retailer Only Can Answer
the Question.

A retail meat dealer is a merchant
distributor of meat. He serves his
customers by having for sale in his
shop the particular kinds of meat they
want to buy. In a sense he is a co-
operative buying agent for those who
buy from the stock in his market. He
works not for a salary, but for the
profits he can make through his ability
to manage efficiently. In other words,
his reward is in direct proportion to
his ability to please a group of cus-
tomers in service, in quality of goods,
and in price.

One of his responsibilities is always
to have on hand the exact cuts his
customers want. In order to have in
his shop the particular cuts for which
customers ask, he must buy the sides
and wholesale cuts from which he can
get the retail cuts wanted by his cus-
tomers. This presents quite a buying
problem as the cuts for which his cus-
tomers often ask do not come always
in just the proportion that his custom-
ers want them. The sides, quarters
and wholesale cuts he buys, contain
retail cuts in a proportion determined
by the breed and conformation of the
animal from which they were taken
and not in the proportion in which
customers buy. Just so many loin
chops can be cut from a lamb or lamb
saddle, just so many _ porterhouse
steaks can be made from each beef
loin. However, as an efficient purchas-
ing agent, a retail meat dealer must
have available for sale all the loin
chops and tenderloin steaks his trade
wants. Buying these cuts most de-
sired by the customers of a market
often means buying other cuts, such as
stewing and boiling pieces, which some
of his customers seldom want, so here-
in arises one of the perplexing prob-
lems of the meat merchant.

The centralization of the packing
business and the development of a na-
tion-wide system of packer distributing
agencies has accompanied other great
changes in the retail meat business.
Parallel with these changes has come
intense specialization in retail meat
markets so some markets cater to one
class of trade while other markets ca-
ter to entirely different classes by mer-
chandising on a quantity rather than
on a quality basis. All classes of mer-
chants have tried to reduce their stocks
and to turn over their meats as rap-
idly as possible. Jobbers have develop-
ed buying and selling services to sup-
ply the needs of many kinds of meat
retailers, while the practices of the
boners and wholesale peddlers have
helped to widen the opportunities to
buy cuts rather than sides. Indeed,
even the packers are now cutting up
many sides so that buying wholesale
beef and lamb cuts is an established
practice in the large communities
served by packers.

From what retailers report these
cuts are often of great service to thei,
and worth the extra price paid, while
apparently the wholesalers find that
they can increase their sales revenue
by cutting up sides. However, the

MICHIGAN

current of opinion in the trade seems
to set strongly toward buying sides,
whether because of tradition or because
of greater profits is not always clear.

As a merchant dealing in meat, the
retailer is primarily interested in giv-
ing service and satisfaction to his trade
and in making a profit for himself.
Whatever buying practice gives him
the maximum of profit and facilities
for best serving his trade will probably
best promote his interest. As giving
service to his customers requires that
a dealer always have on hand the cuts
for which customers ask, a retailer
frequently finds that he needs to buy
cuts rather than sides. A shop in an
apartment house district in the sum-
mer can not hope to sell lamb legs in
sufficient volume to keep pace with the
demand for loin chops. Of course, the
prices on the legs could be reduced
to a point where some _ customers
buy them; but that would make the
selling price of the chops extremely
high. On the whole, it seems better
for the retailer catering to such a
special trade to buy just the lamb
backs and let some other market ca-
tering to an entirely different class of
people, buy the legs and stews.

Of course, this means that loin and
rib chops may cost the first retailer
more than if long saddles had been
bought and sold in the same market,
but it means also that the loin chops
will probably sell for less than if they
had to carry an added cost burden
from the sales of the legs at the very
low price necessary for selling them
in that market where only chops
were wanted.

Since buying wholesale cuts unques-
tionably gives the retailer the supply
of cuts he wants for his trade with but
few of the slow moving cuts which
reduce his turnover, the only remain-
ing problem seems to be whether or
not buying wholesale cuts will give a
profit. If a retailer can sell his retail
cuts over his counter at a price which
gives him an excess of sales income
over costs, including all overhead or
handling expenses, then buying whole-
sale cuts would seem to be the profit-
able procedure. The answer to this
part of the problem then becomes one
of figuring the cost of the cut to the
retailer in relation to his sales income
and overhead costs. Thus a retailer
who was selling loin chops at 70 cents
a pound and rib chops at 65 cents a
pound found he needed to buy more
lamb backs, for lamb legs were mov-
ing in his market only through special
sales. Lamb flanks and stews were
moving slowly also. He knew that
lamb backs could be purchased at 45
cents a pound. As his cost of doing
business was a little less than 25 cents
on the dollar of sales, the following
calculations were made to see if he
could handle lamb backs on this basis:

 

 

 

 

Case Case
Sales Income. No.1 No. 2
4-lbs. rib chops -__------ $2.60 $2.60
4 tbs. vib choos —_....... 2.60 2.60
1-lb. rib end stew -_-_-- 15 not sold
9-lb. lamb back sells for $5.55 $5.40
Wholesale Cost:
9-lb. lamb at 45¢e ~_--_--_ 4.05 4.05
$1.50 $1.35
Margin:
as fraction of selling price 5.18 yy
as cents on the dollar of
Gales: oo -28 25

TRADESMAN

One of these calculations (Case No.
1) was made on the theory that the rib
ends and flanks could be sold; the oth-
er calculation (Case No. 2) was made
on the theory that they wouldn’t be
sold. The calculation in case number
one showed that if the rib-ends could
be sold, then some little profit would
be made. This profit was satisfactory,
for the turn-over on the lamb backs
was very rapid, several being sold each
day, as the demand for chops was
good. However, the very fact that so
many customers wanted chops raised a
doubt whether a pound of lamb stew
could be sold for every eight pounds
of chops.

The calculation in case number two
showed that if the lamb stew could not
be sold then the dealer just about
broke even. The problem of buying
these cuts then forced a consideration
of the problem as to whether or not
the rib ends and flanks could be sold.
Good salesmanship might do it. In
that case a profit would eventually be
realized.

The dealer who made these calcula-
tions felt that it would be good busi-
ness to uphold his reputation for being
able to give his customer loin and rib
chops without question even though
he made little or no real profit. How-
ever, as another dealer pointed out, the
only opportunity for making a profit
in the meat business lies in getting a
wide margin from the high priced
cuts. This last dealer claimed there
was no gain from using high priced
cuts to advertise the fact that less
desirable cuts could be had in that
market. So in this market part of the
problem of buying cuts became one of
good market management and profit-
able merchandising.

A study of this method of deciding
whether or not a cut of a certain kind
should be bought shows that the deal-
er had to know: (1.) What his esti-
mated sales income on that cut would
be; (2.) What his margin on the dollar
of sales should be. To know what his
estimated sales income from the cut
probably would be, the retailer needed
to know at what price he could reas-
onably expect to sell each cut within
a day or so, including the price a
pound, which any retailer should know
for each and every cut he is selling.
It also required that the dealer know
just how he cut so that he knew just
how many pounds of each cut he
made from the piece he was consid-
ering buying. A knowledge of the
margin on the dollar of sales required
for paying all costs made it necessary
that the dealer know just what it cost
to do business in his shop' figured on
the basis of cents on the dollar of
sales. These are the simple things
that each retailer meat dealer should
know in order to make a profit.

This study shows that part of the
answer to the problem of buying was
that salesmanship or ability to  in-
fluence the buying decisions of cus-
tomers was needed. In this case the
dealer who could so display rib-ends
and flanks, or so recommend or sug-
gest to customers the economy, va-
riety, or toothsomeness of the lamb
stew made from rib-ends that he could

Forty-sixth Anniversary

sell all he had, would be making a
good margin considering the rate at
which the stock could be sold. An-
other part of the answer to the prob-
lem was that good market management
was needed. Buying wholesale cuts on
one side often means the purchase of
very high priced cuts and on the oth-
er side service to customers. Good
management of a retail market re-
quires that careful consideration be
given all the cost and income elements
in each problem with due regard to
the possible effect of the decision on
the service the market gives to cus-
tomers.

Apparently the dilemma of buying
a side or a cut almost always must be
solved in terms of profitable manage-
ment and of effective salesmanship.
Dealers consider buying wholesale cuts
because they can not sell all the re-
tail cuts in the same ratio in which
they come in a side. As a merchandis-
er, the dealer has the choice of trying
to sell the slow moving cuts either by
making the necessary price adjust-
ments or by changing his style of cut-
ting, or else by buying the wholesale
cuts which give more of the cuts most
wanted by his customers. Thus hind
quarters can be cut so as to yield not
only the usual steaks from the rounds
but also several additional pounds
from the lower end of the round and
even up into the rump itself. How-
ever, the shanks and flanks are not
necessarily popular in summer, unless
they are ground into hamburger,
which when fresh ground, can be eas-
ily sold when economical frying meat
is wanted. Some of the heavy flank
can be corned.

In some communities the flanks can
be sold to jobbers and to sausage man-
ufacturers. Each of these possibilities
for disposing of the cuts which are not
moving rapidly is an example of the
way in which the managerial problem
of deciding which way of handling the
cut will give the most satisfaction to
customers and the greatest amount of
sales and profit. Occasionally ingen-
uity and resourcefulness are needed
when the usual way of handling such
slow moving cuts fails to work. In
order to meet such situations the mar-
ketman should know what the possi-
bilities are.

In a sense, changing the price scale
so as to reduce the prices on the slow
moving cuts and to raise the prices on
the popular cuts is also a managerial
problem. The changes must be made
so as to leave a profit; so as not to
cause a loss of sales, and so as to con-
tinue to satisfy customers. What 1s
to be the decision on the point depends
upon the kind of market, the kind of
trade, and all the other elements which
make managing a retail meat market
a problem which can be successfully
solved only by those familiar with all
the circumstances.

Entirely independent of these man-
agerial questions is the matter of sales-
manship. Some retail meat dealers
know how to display, how to suggest
and how to recommend their slow
moving cuts in such a way that they
can dispose of them. When slowly

(Continued on page 54)

 

 

 

Forty-sixth Anniversary

MICHIGAN

 

— - -

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—dquarts, pints, 8 and

TRADESMAN

Faster Beating
More Eggs

4 ounce jars. That’s briefly the story of Ivanhoe—
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

 

52

CASE OF THE MIDDLE-AGED.

Changing Business Conditions Cause
Youth’s Preferment.

The age old prejudice appears to be
based wholly upon the assumption
that the great trouble with the middle-
aged worker finding employment is
that a new occupation must be learned.
This limits the problem to the mannal
worker solely, a limit that is not right.
Don Dickinson, in a recent issue of
Printers’ Ink, wrote about “The Dark
Spot on the White Collar,” and dis-
cussed the plight of clerical men and
technically educated men who = are
being thrown out of employment in
great numbers as the result, princi-
pally, of mergers.

The feeling against men over 40 is
merely a fashion. It is leading thou-
sands of men to shave smooth, to dye
their hair and drop as many years
from admitted ages as they believe the
smooth face and the darkened hair will
In the ranks of middle-aged
unemployed can be found men who
have held very important executive
positions and who have earned good
pay. They may be functioning splen-
didly when the business changes hands,
but once out they are out for good.
I have made a personal investigation
and know that many employment
agencies will not register men who

permit.

confess to more than 40 years of age,
no matter how good their experience.
They say that employers do not want
them.

In my opinion the real reason for
the rapid spreading of the fashion to
prefer younger men is the changing
From 1873 to
1898 we were doing business on a con-
Men
trained to do business in those days

of business conditions.

stantly lowering price level.
are now old, or at least elderly. Froim
1898 to 1926 there was a rising price
level and people bought rapidly be-
cause by waiting prices might be too
high. Money was plentiful, in a sense,
and production was speeded up. Sell-
ing became a hectic affair and the
little
more than order takers for products

majority of salesmen became
that were extensively advertised. Ad-
vertising became a very important fac-
tor in all business.’

The peak was reached in 1926 and
since then the tendency has been down-
ward, fluctuating within very narrow
limits for months at a time, but show-
ing a net recession at the end of each
year. Management has become almost
panic-stricken and we have the au-
thority of Herbert Hoover in the un-
employment commission report for
the statement that management is far
more greatly responsible for inefficien-
cy in business than labor.

Management to-day does not under-
stand what is happening. Instead of
the former habit of laying off thou-
sands of workers and reducing wages
mergers are formed to reduce over-
head, which to-day has reach unwar-
ranted proportions in many establish-
Good paying positions filled
by middle-aged and elderly employes
are filled with very young men at low
wages and seasoned executives at good
pay are replaced by very young men

ments.

MICHIGAN

who were their assistants at consider-
ably lower salaries. The workers are
not interfered with to as great an ex-
tent as formerly because present em-
ployers have adopted the theory of
ford, that the employe is not merely
a producer, he is also the ultimate con-
sumer, so must be kept working and
earning in order that he may continue
to buy. When the worker, however,
is laid off or leaves a job, a very much
younger man is hired to take his place.
The young man is hired because Amer-
ican employers are hysterical and. fol-
low the crowd. They are crazed with
“pep” and the gospel of pep and think
that only young blood contains pep.

The present stock market craze is
merely a symptom of conditions that
are affecting our business world. Every-
one has become a little bit insane over
what money procures. What people
want does not appear to be a guaran-
tee of safety after working days have
departed, a haven in age, but those
who earn salaries and wages wish to
live in all respects like people with
inherited incomes. The unjust treat-
ment of workers who have passed the
age of 40 is merely one symptom of
what will go down in history as
“America’s Jazz Age,” a phenomenon
akin to the Dutch “Tulip Mania” and
Law’s “Mississippi Bubble.” The world
appears to be compelled to go through
such periods of insanity when injustice
reigns, followed by years of depression
and remorseful plodding, the tempo of
which gradually accelerates until an-
other attack of insanity follows. The
human race cannot, nor can anything
in nature, progress on an even grad-
ient; there must be humps and_hol-
lows.

For the present generation of mid-
dle-aged there is small hope. There
must be worked up a sentiment for the
display of heart in attacking the prob-
lem, but that will not fully settle the
matter. The present problem is to
keep production at a high pitch with
consequent purchasing at a high pitch.
It can be done only by holding down
to a minimum the number of dependent
persons in the mass of people living.
Were
than those of course too young to
produce, each would spend according
to his means.

The solution lies in compulsory in-
surance. Endeavors to have industry
or the Government, or both, take care
of aged dependents by taxation have
unwittingly done much to cause the
fashion to spread of not employing
those who have passed 40 years. This

every one independent, other

can be all avoided by compelling each
worker to leave with the employer to
be handed to the Government a defi-
nite percentage of the weekly wage
or monthly salary. This money will be
credited in a book carried for the pur-
pose, like a bank book, and good in-
terest will be paid on it. When the
worker becomes uncapacitated through
illness or injury or fails to find em-
ployment after a certain age the sav-
ings will be returned in the form of
an annuity for life. Some aid may
be given by industry and the state, but

the main reliance should be upon

forced contributions on the part of

 

 

TRADESMAN

workers to a retiring fund. Then elder-
ly people will not be a burden on their
children and their gloominess will not
affect current thinking.

Much is heard of the unfortunate
plight of unemployed middle-aged peo-
ple because more people live to-day to
middle age than ever before. Also,
the average person over 40 is far more
active than ever before. Also, and
this is important, the bar against mid-
dle-aged employes affects many whose
education and social standing are far
better than those of manual workers
who chiefly were affected a generation
or so ago. The people now affected
are more articulate than the manual
workers. This is not saying that the
prejudice against middle-aged em-
ployes is apt to lead to a movement
to lay off all those over 40, but it does
mean that to-day when such an em-
ploye does lose a job it is impossibie
to obtain another without the aid of
good friends.

The average man, as well as many
of our most eminent men, appears not
to understand that we are at the be-
ginning of one of the world’s periodic
slowings down in tempo in industry,
because the number of non-producers,
unwilling dependents and actual para-
sites is increasing at too rapid a pace
for the workers to support them and
still enjoy all of the comforts and
luxuries the common people have been
taught to appreciate.

Ernest McCullough.

———_+ +
Have a Grocer’s Training School.
There is a training school for grocers

in California which is doing good

work. It functions in Santa Clara
county and holds regular meetings at
which live topics are discussed from
all: angles. At the last meeting the
topic was “How to Discover and Stop
Leaks in the Grocery Business,” and
its handling was interesting. It was
divided into three separate heads:
First—How to discover leaks.
Second—Cause of leaks.
Third—How to stop leaks.
The first segregation was discussed
under five separate heads, as follows:
1. By an accurate system of rec-
ords.

By rechecking of sales tags.

Rechecking invoice extension.

Checking goods received.

. Checking cash register.

The second division was taken up
under seventeen heads, as follows:
1. Carelessness in marking prices.

mewn

2. Carelessness in making change.
3. Carelessness in extending credit.
4. Carelessness in handling goods.
5. Carelessness in cashing checks.
6. Carelessness in hiring help.

7. Carrying excess stocks.

8. Poor quality merchandise.

9. Poor method of display.

10. Failure to recheck invoices.

11. Breakage in delivery.

12. Failure to check cash register.

13. Shop lifting.

14. Family shopping.

15. Failure to take discounts.

16. Too many items in stock.

17. Failure to check all items in
sale.

The third division, “How to Stop
Leaks,” received the most earnest at-

Forty-sixth Anniversary

tention and was thoroughly discussed
under ten separate heads, as follows:

1. Install an accurate system of
records.
Recheck all sales tags.
Recheck all invoices.
Pack goods carefully for delivery.
Check all goods received.
Careful check of cash register.
Insisting that all goods going
out are charged to some one.

8. Having satisfied clerks.

9. Do not allow clerks to wait upon
themselves.

10. Require applicants for credit to
fill out complete credit application
.orm.

NAMARON

ee
If I Were a Salesman.

Tf I were a salesman I would draw
away from the curse of being just an
average salesman and establish a rep-
utation for excellence in a certain di-
rection; for example, selling a particu-
lar type of product better than the
rest: or specializing on a certain type
of clients.

If I were a salesman I would read
a lot, especially good trade journals
and periodicals, so as to become a
good conversationalist and have some-
thing to talk about authoritatively apart
from matches and molasses.

If I were a salesman I would so
cross-file my customers and prospects
in an index file that they would be
classified by territory as well as alpha-
betically. In this way I could always
prepare a day’s route without waste
of time in assembling the calls, or
later, in making them.

If I were a salesman, even if em-
ployed on commission only, I would
certainly take a couple of weeks vaca-
tion and forget all about the goods I
sell, concerning myself only with the
strength of a fishing line and the fin-
ish of a row-boat.

If I were a salesman I would take
care not to endanger the good will of
any of my customers by overselling
them on any item, remembering that
constant repeat orders are worth more
than a sporadic and uncertain burst
of business.

If I were a salesman I would bear
in mind the elementary rule of psy-
chology, ‘of placing my samples into
the hands of my prospects wherever
possible, their sales resistance being
reduced at least 50 per cent. as soon
as they begin to feel and test them
themselves.

—_+-+__

Right Man in the Wrong Store.

Every now and then one meets a
good business-like clerk in a store
owned by a careless boss.

For there are many careless retailers
the kind who finally fade out of the
picture.

As long as that business-like clerk
who wants to do things well is in that
kind of a store, he needs to be on
guard against acquiring the poor busi-
ness methods and habits of the boss.

He will need to keep his eye on the
goal ahead—that of making a good
business man of himself, and do his
work the best he knows how regard-
less of the influences around him.

Also he will be looking for a better
job in a better store, and he will find it,

Ps

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN f 53

 

 

Solid Comfort

with

GAS HOUSE HEATING

“THE IDEAL FUEL”

ai.

 

Me Ty ee ee eee
MSE) SRE eae De

The little control on the wall

makes you master of tem-

 

 

peratures. You just set it

 

. ‘= vl Le a, :
i —— Sy for the particular warmth
ao — 5
; i that pleases you.

Down in the basement where the heating plant is located
—and where you never have to go unless you desire to do
so—what a change has taken place! ! Instead of coal and
coal dust and a generally uninviting appearance, there
can now be cleanliness and attractiveness. In fact, it’s
just like adding another room to the house. A room for
: recreation or lounging or a cozy den for the man himself.

And the cost of gas heating? More than the cost of
dirtier fuels to be sure—but a cost you can well afford
ay and really want to, as soon as you truly visualize the great

benefits you are bound to secure.

Think of it! Banished forever are building fires and
stoking; coal and dirt; ashes and ash handling. And
what savings are made when it comes to cleaning and

re-decorating.

' OUR ENGINEERS WILL BE PLEASED
TO GO INTO THE MATTER WITH YOU
GIVING ESTIMATES — ALL WITHOUT
OBLIGATING YOURSELF IN ANY WAY.

GAS COMPANY

HOUSE HEATING DEPARTMENT
47 DIVISION AVE., N. PHONE 8-133]

 

 

 

 

 

 

MICHIGAN

TRADESMAN

 

Forty-sixth Anniversary

 

A CARCASS OR A CUT?
(Continued from page 50)
moving cuts are preventing the mak-
ing of a profit, good management re-
quires that these cuts be sold. Good
salesmanship is required to sell to
customers cut which they had not en-
tirely decided upon buying at the time
they started shoppink. Studies have
shown that most women customers
have practically decided upon what
they will buy when they enter a mar-
ket. That is, about 75 per cent. of the
customers of the average market have
decided upon the kind of meat—beef,
veal, ham, mutton or pork—which they
want in order to get the variety or
change they plan to serve. Further,
weather conditions often have caused
them to decide whether they will buy
frying, boiling, or roasting meats. Even
within these strict limits there seems
to be an opportunity for the average
retailer to call the attention of his cus-
tomers to the slow moving cuts which
fall within the general limits of their
plans. If the dealer’s recommendation
or suggestion is tactfully made and
results in a decision on the part of the
customer to buy something she had
not expressly planned to get, then good
salesmanship has been used to help

move some slow selling cut.

If the customer is entirely pleased
with the success of her trial of the
cut which the dealer recommended,
then a situation pleasing to both par-
ties has resulted. This of course is the
result always desired but not always
attained unless the dealer knows his
customer and in addition knows
enough about the cut he recommend-
ed to be certain that the customer
would be pleased with this dish new
to her. As 25 per cent. of the cus-
tomers of the average meat market
admit they are sometimes, or quite
often, influenced by the salesmen, it is
obvious that the retailer has an op-
portunity through his knowledge of
his customers to help influence them
to buy the slow moving cuts.

Recommending cuts is very often a
service to the customer, for these cuts
are usually economical and often un-
known to the customer. This kind of
salesmanship requires a knowledge of
the customer, of the cut, and of how
to prepare and serve the cuts. This
kind of information constitutes one of
the most essential requisites for good
meat salesmanship. Probably one of
the important elements in good retail
meat market management lies in see-
ing that the sales force can give this
kind of service to customers. Markets
which give this kind of service seem
to have solved much of the problem
of disposing of slow moving cuts.

So long as he can serve his custom-
ers satisfactorily and make a reason-
able profit, the average retailer is con-
tent. Changes take place in the meat
trade largely to enable the meat in-
dustry to give more satisfactory eco-
nomical service to customers. The con-
tinual expansion of facilities for buy-
ing wholesale cuts is an evident re-
sponse to the purchasing practices of
retailers who find that they can serve
their customers more satisfactorily and
more profitably by buying on this

basis instead of the additional side or
carcass basis.

In studying whether to buy cuts or
sides, some retailers are often influ-
enced by what they think are low
wholesale prices for cuts. Thus a
dealer to whom loins of the grade he
buys were offered for 20 cents a pound
when sides were quoted at 16 cents
might think the loins were a bargain.
Whether or not loins were low in
price compared with the price of sides
is not a particularly vital question to
him as a retailer. He buys meat to sell.
Whatever meat he can buy and seil
at a good profit is cheap meat to him.
Whatever meat he cannot sell within
a few days at a price enough to pay
for all the overhead is dear meat to
him no matter how much he paid for
it. A dealer who buys loins at 20 cents
which he cannot sell for a week or
more and then only because he offers
steaks at reduced prices is paying too
much. In other words, to a retailer,
wholesale prices are low or high only
in their relation to the prices at which
he can sell the goods within a short
time. A retailer's real base for figur-
ing wholesale prices is thus seen to
be selling prices and the overhead in
the market in which the goods will be
sold. Whenever wholesale prices are
such that the retail price in any mar-
ket will give a good margin, then those
wholesale prices are cheap to the man-
ager of that market. A retailer in
whose market there was good demand
for lamb shoulders and rattles might
think long saddles were a good buy at
the price quoted; but unless he could
sell these saddle cuts at a good margin
he. would not profit nor give better
service to his customers by taking
some of them.

Thus, on the whole, the problem of
buying either cuts or sides is really
one to be answered by each retail meat
dealer in terms of the nature of the
trade in his own market. The first
consideration to every retailer is ser-
vice to customers on a profitable basis.
Whatever cuts can be bought and sold
at a price which leaves a reasonabie
profit are the cuts for a retailer to
buy. If he can get most of the cuts
his customer wants very reasonably
by buying sides, then it may pay him
to buy sides, if he has the salesman-
ship to sell the slow moving cuts. If
the nature of his trade or the sales-
men in his market are such that slow
moving cuts cannot be sold—that the
salesmanship in his market is not equal
to this task—then the retailer had bet-
ter confine his buying to the cuts
which he can sell. The only way for
a retailer to tell whether or not his
salesmen can sell slow. moving cuts
is to make a study of the results of
their efforts; in other words, keep
sales records.

Since what is sold in a retail meat
market determines what should be
bought, sales records of some kind
should be kept to furnish the informa-
tion necessary for answering the ques-
tion as to whether or not sides or
cuts should be bought. Sales records
will tell the rate of turn-over, the
selling prices, the yields from each
major cut, and the kinds of cuts sell-

ing most rapidly and the kinds drag-
ging. They also furnish information
about the success of the efforts of the
salesman to sell the slow moving cuts
which so often absorb much of the
profit. The prices obtained for all
cuts and the yields obtained from each
wholesale cut as well as the overhead
on the dollar of sales are all essential
for determining in the coolers whether
to buy sides of cuts. Good manage-
ment in each shop will provide the
records necessary for obtaining data
so essential for better profits.
——>-2

Mushroom Growing Demands Extreme
Care of Amateurs.

Not every one possessed of a dis-
used cellar is a potential mushroom
grower—not even if he has also a
fondness for this delicacy and is eager
to pry into its semi-mysterious habits.
If he wishes to use his cellar to sat-
isfy his taste and his curiosity, per-
haps even to turn in a profit, he must
be prepared to lavish no end of care
and attention on his crop; for the har-
vest that springs up over night is none
the less exacting for the suddenness of
its appearing.

This warning has recently been is-
sued by the United States Department
of Agriculture, in view of the increas-
ing popularity of mushroom growing.
The rules of the game have not been
easy to ascertain. Colleges and insti-
tutions that furnish all manner of in-
struction along agricultural lines com-
monly leave mushroom raising out of
consideration, and books on the sub-
ject are few. The only people who
know much about the peculiarities of
thte crop are those who have learned
by experience, ofttimes costly, and
mushrooms are not given to passing
their secrets on to newcomers. To
meet the need of the amateur the Gov-
ernment has now undertaken to guide
him in the utilization of idle cellars,
abandoned ice houses and old barns.

Mushrooms do not require a light-
less environment. In England they are
often grown in the open. But because
they have no use for the sunlight,
being non-manufacturing and_there-
fore unable to turn its power to ad-
vantage to make starch for their food,
as do the plants provided with green
coloring matter, they can grow as well
as not in the dark; and so their cul-
tivation in dark buildings has been
adopted in the United States largely
as an economy measure. What is es-
sential to the health of the crop, how-
ever, is a constant given temperature
and thorough protection from drafts.

The locality in which mushrooms
are grown makes no difference so long
as the temperature and humidity suit
them. Where they are produced com-
mercially on a large scale artificial
heating and refrigerating are some-
times necessary. * Commercial grow-
ers also provide specially built houses
of tile, cement or brick, but old build-
ings are advised for the amateur, to
save overhead expenses, if the cracks
can be plugged up and the temperature
maintained between 50 and 60 degrees.
Caves or abandoned mines may serve
as well, if a suitable ventilating sys-
tem can be arranged.

Mushrooms require natural fertilizer
in place of soil, and its quality is a
matter of importance. This must be
painstakingly cured and made _ into
beds from ten to fifteen inches deep.
Instead of seed the grower plants
spawn, and unless he gets good spawn
he will have no crop at all. It comes
in bottles or in bricks. When the
spawn has begun to run, as indicated
by the development of white moldlike
growth, a thin layer of soil is sifted
upon the beds.

The bed usually begins to bear from
six to ten weeks after it has been
spawned. Picked daily, it should pro-
duce for a period of from three to six
months.

Cultivated mushrooms vary consid-
erably in color, from dark tan to snow
white. The color has little to do with
the quality of the mushroom, but dif-
ferent markets, nevertheless, have de-
cided preferences.

——_—_ ++ —___

To Keep You Guessing.

Why is a black horse hard to train?
Because you cannot make a black a
bay (obey).

What never bites with its teeth?
A comb.

When is a pig an expensive animal?
When he’s a guinea-pig.

If apes eat apricots, and crabs eat
crabapples, what would geese eat?
Gooseberries.

Why do the cliffs frown? Because
the sea waves.

What moves all the time yet always
remains in the same place? Your
heart.

How do you know that King Henry
the Fifth’s archers were all artists?
Because they all drew their bows.

What is it that runs all the way be-
tween two towns and never moves?
A road.

When is the worst weather for rats
and mice? When it rains cats and
dogs.

Why is a quarrel like a bargain?
Takes two to make it.

What precious stone is like the en-
trance to a field? A-gate.

What toe can never have a corn?
Mistletoe.

Why isn’t it strange that a man’s
toes grow so long? Because they grow
by the foot.

What is it that never asks questions,
but requires many answers? A door
bell.

Why is the rooster’s neck so much
like a door bell? Because they are
both rung when company comes.

What is everything doing at the
same time? Getting old.

What has an arm, but doesn’t hug
you? A chair.

When is butter like Irish children?
When it is little pats.

What does a lawyer do when he
dies? Lies still.

What’s almost like a cat’s tail? A
kitten’s tail.

What is it which if you ever name
it you break it? Silence.

Why is it tharder to spell purple
than green? Because green is spelled
with more e’s (ease).

Which fish carries a weapon? The
sword fish. :

 

 

 

 

 

 

Forty-sixth Anniversary

MICHIGAN

TRADESMAN

3)

55

 

 

 

The brand

you know,

 

   
 

The Brand You Know

By HART!

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throughout the nation for theirnatural

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-
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Only by controlling all of its produc-
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make definitely sure of its quality!

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vegetables and fruits.

From coast to coast, everywhere in
America, leading grocers sell HART
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GRAND_RAPIDS, MICHIGAN

 

  

56

 

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

How One Merchant Increased His
Coffee Business.

My observations and chats with re-
tailers lead me to believe that many
generat merchants and grocers are
falling down rather sadly in the mat-
ter of cashing in on the sales possi-
bilities of coffee, particularly when one
considers that this item carries a
mighty satisfactory margin, and mar-
gins are the things which are needed
in retailing groceries to-day.

Since sugar and flour and literally
dozens of other items are sold so close
that when the costs which Old Man
Overhead rolls up are scarcely cover-
ed in the spread between cost to buy
and price to sell, it seems as though
when an article pops its head up on
the shelf or in the bins and squeaks,
“I can make you some money if you'll
this small wee

’

Zlve me a chance,’
voice would be listened to and heeded.
Not so long ago I had a chat with
a retailer who figured out that he was
not doing the volume of coffee busi-
ness which he felt he should. Having
reached this conclusion he did not sit
around and lament the fact, but got
right busy seeing what he could do
about it.
doing a little of
would

He started in by
what the highbrow probably
designate as research work, although
my grocer friend did not give it any
such high sounding title.

First off, he figured out as nearly as
possible how many families there were
in his town and in the surrounding
country which really represented a
reasonable trading radius. When he
had a fair approximation he estimated

that each family on the average would
use about One pound of coffee each
week. Thus he had a fair idea as to
the possible coffee consumption in his
community.

Comparison of this approximation
with the actual figures of his coffee
sales during the past six months gave
ample proof of his initial idea, to-wit,
that something was “haywire” with
his coffee business. At least, he rea-
soned, there was a chance of speed-
ing it up a bit.

Again he did not stop here but went
several steps further. He knew,,. for
example, that on one side of his town
Was a community largely German in
nativity, and on another a community
whose residents came from the Scan-
dinavian countries. 30th, he knew,
were rather fond of the cup which
stimulates and gives zest to the daily
meals,

He learned, by enquiry and a few
trips to the local railway freight sta-
tion, that every little- while incoming
freight included. bags of coffee pur-

chased by farmers from peddlers or
agents or salesmen, call them what
you will, who represented certain Chi-
cago firms which sold groceries in this
manner,

30th these facts gave him ground
for a campaign which he put in effect
without delay.

Featured in his store was one cer-
tain package coffee and one bulk coffee
upon which he had placed consider-
able stress for months back. These
formed the basis of his next move in
his battle for more coffee business.

He figured that if he could get a

definite number of these families to
whom he was not selling coffee to give
one of these two star items of his a
reasonable trial, a real start would be
made in his campaign, reasoning as he
did that it’s the taste which tells in
a case of this kind.

Accordingly he took steps at once
to get in touch with the firm from
whom his coffee was purchased. He
outlined to them his idea of serving
coffee hot from an urn in his store, not
for a couple of days but for a period or
at least six weeks. He also told them
of his determination to make it pos-
sible for the families whose business
he desired to have his coffee on their
home tables for a few meals without
cost to them. ‘ i

He told his coffee house that he was
going into this compaign unaided if
necessary, but that he would appre-
ciate any co-operation they might care
to give, with the distinct assurance
that their product and none other
would be featured. “You furnish the
urn and ten per cent. of the coffee
which I use and distribute,’ was his
comback to a query as to what meas-

”

ure of co-operation he desired. On
this basis the community of interests
was worked out.

Selecting from families in the Ger-
man and Scandinavian settlements
about one hundred whose coffee busi-
ness he did not enjoy, he mailed to
sach one a half pound of one of the
two blends featured, with a letter ask-
ing them to give it a trial on their
tables. He said in this letter that he
wanted their honest opinion as to its
cup quality and their business if the

blend pleased them. He gave its
price by the single pound and then
suggested that if they were accustom.
ed to buying in twenty-five or fifty
pound lots the price per pound would
be a certain figure. This move, ob-
viously, was aimed at diverting to his
store some of that freight business
which his trips to the local station had
uncovered.

He also advertised that commencing
on a certain date and continuing in-
definitely an urn of good hot coffee
would be on tap in his store from
morning to night, and invited people
coming to town to come in and drink
their fill, regardless of whether they
were customers of the store or not.
The.campaign starting in the Fall
when mornings were chilly, the re-
sponse to this invitation was im-
mediate,

In telling me of the drive for added
coffee business this merchant stated
that he found the sampling campaign
very effective, it bringing him nearly
fifty new coffee customers, with many
a 25 or 50 pound purchase. Likewise
his coffee serving stunt
popular and productive of business that
it was continued throughout the entire
winter,

His coffee sales increased by better
than 30 per cent. and his profits in
natural proportion. Coffee customers
bought other groceries, as well as mer-
goods and
It was, he

proved so

chandise from shoe, dry
other sections of the store.
remarked, one of the most successful
business getting campaigns which he
ever staged. — Grocers Commercial
Bulletin,

 

 

 

 

arclay, Ayers & Bertsch Co.

321-323 Bond Avenue
Grand Rapids, Michigan

JOBBERS IN
PIPE, VALVES, PUMPS, SINKS,

ROOFING, AND MILL SUPPLIES

 

 

 

 

 

 

 

 

 

si

 

af

Forty-sixth Anniversary

The Merchant Must Meet Competition

For twenty-five years and up to
1920, I contended that the price we
retailers paid was only a small factor
in the retail hardware business and
that a well assorted stock of hardware
bought in a legitimate way and _ prin-
cipally from the jobber, with a good
selling force, simple but complete ac-
counting system, business control, etc.,
was all that was necessary for our
success.

I had only $775 when I began in
business in 1896. If I had failed, it
would have been for the lack of capital;
but I didn’t fail. My store room was
small, only 20 x 50 feet. I had three
strong competitors and they had plenty
of money, good locations downtown—
my store was away out—but those fel-
lows were all money makers. They
sold goods for a big profit and hard-
ware was cheap at that. Some of
them had been in business twenty
years and styled themselves as the old
rehiables; if you
were good they wouldn’t present a bill,
just waited until you got ready to pay.
They bought from the factories by the

sold goods on credit;

carload, paid cash, and some were on
the jobbers’ list. [I had all that to
meet. My friends told me I was fool-
ish for trying to compete with such
strong financial and experienced hard-
ware men, but I had to do something,
for I had a sick wife and I knew when
my 775 was gone that my wife and
three little ones might suffer. So I
went to Little Rock and bought my
opening stock from a jobber near by,
so I could replenish my stock fast—
which I should be doing now. I knew
then just what I know now and I did
the same thing to my competitors in
a small way that the chain stores are
doing to us retailers now in a big way.

The chain store started soon after
the war when our stores were full of
high priced merchandise, They bought
new goods at low prices and we were
like my competitors when I began in
business; we had been selling goods
at such enormous profits that we hated
to turn loose.

My first effort back in 1896 was to
find out what my competitors were
getting for a few staple articles such as
I had. I was confident they wouldn’t
pay any attention to mé, as I was too
small, and they relied upon their cap-
ital, location, competency, good citizen-
ship, big and complete stocks of na-
tionally advertised merchandise of
good quality—they handled no cheap
stuff at all. They occupied the same
position then that we all occupied
when the chain stores opened upon us.
See what happened!

That little hornet’s nest of mine was
very attractive. There were only a
few hornets at the start but we worked
fast and furious. We picked out about
one-half dozen items which nearly
every farmer had to have—8 inch mill
file was priced at 25 cents each by my
competitors; my price, 15 cents; chop
ax, their price, $1, my price, 75 cents;
8 ounce wagon covers, their price,
$2.25, my price, $1.75; plow points
they sold for 85 cents, I sold them for
60 cents; they sold nails at 5 cents
base, I sold them for three cents; they
sold barb wire at $4, I sold it at $3.50.

MICHIGAN

Now, mind you, I made an average ol
25 per cent. margin on my sales. I
knew what I made then. I put it down
in a little book—every nickel’s worth
that I sold; what it cost and what I
got for it. I knew
every night just what I had made.
Some days my sales were $3.60 and
some days $13.60. This month ran
up to—as I remember—$165,

I didn’t guess;

When the people began to talk about
my cheap prices my competitors be-
gan to make light of my little joint.
They told the people that I was sell-
ing re-cut files—seconds in chop axes,
poorly galvanized barbed wire, soft
and brittle plow points. They ignored
me just as we have been ignoring the
chain stores and mail order houses, and
we see what happened! My sales first
year in round numbers were $6,000,
second year $13,000, third year $18,000
and on up and up until I did reach

$850,000. Only one of my competitors
survived. Several have come and gone
since,

If low prices won jin 1896 when

hardware was 50 per cent. cheaper
than it is now, why will not low prices
win in 1929?
dise as cheaply as the chain stores, our
neighbors and friends would buy from
us even though our stores were not
So attractive and fancy;

If we sold our merchan-

but our friends
and neighbors, even our kinfolks, won't
buy from us no difference how pretty
Our stores are or how well the mer-
chandise is displayed if our prices are
not right, and it is foolish and ridicu-
lous to say that they should. And to
say that the mail order houses and
chain stores do not handle any first-
class merchandise js another absurdity.

I heard over the radio last night an
appeal by Montgomery Ward for us
to buy our auto casings from them;
first quality they guarantee for 30,000
miles and their second grade for 16,000
miles, and they pay the freight. When
I heard that I thought to myself that
I had better buy casings for my own
private use from them, for the casings
that I get out of my store don’t run
30,000 miles, and Montgomery Ward’s
retail price is very nearly as low as
our cost; and yet in face of all this
we are told to ignore prices.

If the individual retail stores were
equal in every respect to the chain
stores and our prices were as cheap, a
lot of us would go broke before we
could convince the trade to that effect.
“You can fool some of the people all
of the time; you can fool all of the
people some of the time; but you can’t
fool all of the people all of the time.”

Hamp Williams.
——_+++__
You Know This.

Many good people like to argue.

But argument is the last thing you
want to indulge in.

Your job is to be agreeable and
please, and listen. Let the argufying
customer spill it out of his system as
soon as he can.

Turn the conversation as quickly as
you can.

Talk about the weather, the harvest,
and the health of his family.

But dodge an argument as vou would
avoid the small-pox.

 

TRADESMAN 57

 

 

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 lonia Ave., S. W.

GRAND RAPIDS -t- =i MICHIGAN

 

 

 

 

 

Goodyear Glove Rubber Co.

16 Ionia Avenue, S. W.
GRAND RAPIDS, MICHIGAN

 

Goodyear Glove Rubber Footwear
Keds
Mohawk House Slippers

QUICK SHIPMENTS

 

 

“Get in the habit of
asking for PAGE
Brand Evaporated
Milk, the milk with
the natural milk
flavor. Look for the
blue label.”

 

 

 

 

 

  

A STUDY IN COURAGE.

 

Rapid Growth of Japan During Recent
Years.

It is Easter Sunday, the festival
which perhaps lies nearest to the Chris-
tian heart. I am in Miyajima, the
sacred island of Japan, bound up with
the affections of loyal Japanese by
thirteen hundred years of eventful his-
tory and hardly less significant legend.

The great torii gate stands in the
water beckoning me to the numerous
shrines clustered on the hill-side. The
tame deer stand still and stare at the
stranger as though they were under a
religious spell. The superior crows,
as the Japanese like to call them, caw
loudly from the tree-tops and the
Pigeons are just as saucy and inde-
pendent here as elsewhere. High up
in the mountains are concealed little
shrines where the devout can obtain
a blessing if, and perhaps because, he
takes the climb to reach them. The
Buddhist and Shintoist temples are
built with the idea that the worshipper
must exert himself in going to church.
Religion in the East is not made too
easy for the believer.

A sense of history and sentiment
steals over one here, all the more, prob-
ably, because it is raining, and a sad
and tender stillness rests upon this
holy island. One is reminded of the
courage of the great nation that estab-
lished this island shrine and embodied
in it the hopes and fears of an entire
millennium.

They have achieved so much with
such slender resources. They have
overcome obstacles before which weak-

 

MICHIGAN

er stocks would have surrendered in
despair. They kept on trying when
cruel disappointments repaid their best
efforts. They simply would not give up
the effort, no matter what happened.

To-day the Japanese empire stands
before the world for courage under
unique difficulties, which can hardly
be found elsewhere. It is one of the
great forces for progress in a part of
the world which, apart from Japan,
gave up trying to progress fifteen cen-
turies ago,

We talk, and rightly so, of the mar-
velous advance of the United States
of America, since the close of the Civil
War in 1865, to the headship of the
nations of the world. Denmark can
boast that she has solved the farming
problem of her people and achieved
prosperity in consequence. Germany
may claim that she is the most highly
technically trained nation in the world
and presents the best example of in-
dustrial efficiency.

But Japan has no natural resources
to be compared with those of the
United States of America, she is not
close to the markets of the world as
Denmark is, nor has she had the long
training in culture which Germany has
enjoyed. In 1867 she was centuries
behind in everything which constitutes
modern progress. Japan has still a
long way to go, as the observing tour-
ist readily notices. Progress and cru-
dity, advancement and_ survival of
primitive standards, present themselves
side by side everywhere in Japan, as
the thoughtful Japanese themselves
realize and frankly acknowledge.

But these sharp contrasts, instead of

TRADESMAN

being just grounds for criticism, are
really evidences of her rapid progress
in recent years. They show her de-
termination to put herself abreast of
modern life. The sociologist who
visits Japan to-day is fortunate be-
cause the sharp corners of the past
have not been entirely rubbed off.

The greatest marvel about Japan is
that she ever woke up from the sleep
of conservative contentment in which
the great East apart from her still
slumbers. India has had civilization
forced upon her and is still accepting
it most grudgingly. China would turn
the foreigner out to-day, if she dared.
Japan welcomes the progress of the
West with open arms.

Then consider the uncertain char-
acter of the land upon which the Jap-
onese empire is located. Geologists
describe it as a volcanic mountain
range which has forced its different
summits above the surface of the
Pacific Ocean. The eternal fires which
raised these mountain peaks are still
active and exert themselves repeated-
ly with destructive power. The seis-
mological observatory at the Univers-
ity of Tokyo studies these subterran-

ean movements with a machine so .

delicate that even the human breath
starts yiolent motion. Again and
again cruel surprises come like that
which shook Tokyo and Yokohama to
their foundations in 1923.

Yet the Japanese people rebuild on
a larger scale after every earthquake.
Tokyo has torn down large areas of
congested buildings and laid out broad
avenues which remind one of Paris.
Yokohama is doing the same, and her

For more than Fifty Years Woolson’s
unexcelled coffees, teas, and spices have told
the story of satisfaction in countless thous-
ands of Michigan homes. These products
reached the consumer under the private
brands and names of Michigan’s leading
wholesale grocers.

THE WOOLSON SPICE COMPANY

TOLEDO

 

OHIO

Forty-sixth Anniversary

new docks will be among the finest in
the world. She plans for eight miles
of harbor, and she will need it as the
port of Tokyo, which has two million
people. To-day Japan is using re-
inforced concrete for her _ buildings.
This withstands earthquake shocks.

The third evidence of Japan’s cour-
age is her struggle to maintain a large
population on a small area. She has
70,000,000 population, and yet Texas
could comfortably take in the entire
Japanese empire. Moreover, only one-
sixth of this restricted space can be
cultivated for food. More than one-
half of it is forest. The remainder is
mountainous. Lack of water around
Nikko prevents terrace farming. Japan
has no pasturage for live stock. Con-
sequently fresh milk is scarce and the
dressing upon which American farm-
ing so largely depends is practically
unknown. Yet steps are being taken
to remedy this lack of dressing by an
ingenious use of bacteria acting upon
the straw and leaves which every
farmer possesses. Conservation of the
sewers of the great centers of Tokyo,
Osaka (2,000,000 population) and
Kobe (800,000) will supply the nitro-
gen needed.

‘An American trained specialist, Dr.
Arao Itano of the Oharo Institute at
Kuroshiki, is working on this problem
under the patronage of Mr. Oharo,
who has already given $1,000,000 to
the institute bearing his name. All
sorts of studies into agricultural prob-
lems are here carried out with an effi-
ciency corresponding to our American
Agricultural College Experiment Sta-
tions in each of our states.

 

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Forty-sixth Anniversary

MICHIGAN

TRADESMAN 59

 

The climate of Japan presents an-
other challenge to the courage of its
people. The mountain range which
runs through the islands divides the
land into extreme contrasts of tem-
perature. On the Western side, to-
wards the mainland, snowdrifts fifteen
feet deep occur at the same time that
flowers grow with almost tropical
luxuriance on the Eastern slopes. This
peculiar feature is due to the Japan
Current, which affects Japan as the
Gulf Stream does England. Curious-
ly enough this current crosses the
Pacific Ocean and washes the coast of
California, giving both Japan and
California a similar climate. A cold
current coming down from the North
complicates the problem still further,
by providing variations of climate in
places which are close to each other.

All these factors of climate limit the
amount of land which can be used
profitably. They challenge the cour-
age and resourcefulness of the Jap-
anese people.

Yet the Japanese face all these prob-
lems with a smile which seems to me
to be the supreme evidence of his
courage. He loves his native land in
spite of all the problems it has brought
him. He beautifies it with the beauty
in which he is such a consummate
artist.

We had the privilege of visiting the
home of one of Japan’s greatest artists,
Mr. Kozima, of Kuroshiki, who died
only a short time ago. The funeral
wreaths were still in the room when
his neighbor opened the door to us.
Kozima had the patronage of Mr.
Oharo, who gave him pé€rfect liberty
of action, even to visiting Europe and
America, on the condition that he
never sold any of his own workman-
ship. Now that he has passed away
at the comparatively early age of forty-
nine, it has been arranged that one-
third of his work will be sold in order
to erect a museum which will hold an-
other third. The remainder will be

distributed among his friends. Koz-

ima burnt out his powers, which ex-
tended to all kinds of art, in eager and
joyous productiveness. He built his
home and adorned it with elaborate
wood carving. Even the beams of the
ceilings were carved. He would get
up at 5 o’clock in the morning and
work by candlelight. He picked stones
out of the brook for his mosaic pat-
terns in the floor. His workshop
breathes out his spirit of artistic ex-
pression.

Kozima expressed the distinctive
genius of the Japanese people. They
have beauty in their soul and find a
passion in esthetic expression. May
they keep this in the industrial and
scientific era which awaits them.

Commercial and business greatness
will come to them in the future. They
are going to prove that they can carry
on commerce and machine production
with the modern nations of our time.
Yet they and the world at large will
be infinitely the poorer if they lose
their artistic power. Tagore of India
is right when he warns them not to
blindly imitate the West and forget
themselves. The tourist who passes
through the vast stretches of monot-
Onous homes, built for mere existence,

 

and almost touching elbows with their
neighbors, without sunlight, and con-
gested in extremely narrow lanes,
which form the outskirts of Tokyo,
Osaka and Kobe, must feel that Ta-
gore points out a real danger. What
shall it profit Japan if she wins the
world and loses her own soul?

A redeeming feature is the erection
of fine hospitals such as a spinning
mill at Kuroshiki has built for its
operatives at an expense of at least
half a million dollars. So too is the
fine nursery built in the same city by
another business concern, where work-
ing mothers can leave their very young
children in the hands of competent
trained nurses and teachers. Milk is
furnished, such as Japan can provide,
for twelve cents a month per child.
The beautiful park which crowns the
heights at Shimonoseki also keeps the
blighting hand of mere business with-
out soul training away.

The numerous Shinto and Buddhist
Shrines, which weary many a tourist
by their great number, also help to
foster imagination in the minds of the
people. When you see a mother pray-
ing for her sick child at the shrine of
an emperor who died one thousand
years ago, somehow believing that his
spirit will help her, you feel the solid-
arity of the nation. Already Nogi, the
great soldier who saved Japan in her
critical war with Russia, is prayed to
by patriotic youths,

East and West alike, the world over,
beauty is needed to make life
worth living. This gift Japan can give
us in especial measure, for she has it
in her soul. It is her distinctive op-
portunity to contribute to the great
family of nations. Henry G. Ives.

—_+~-+__
Subsidies in Selling.

In the perennial race to market with
their goods manufacturers are, in ever-
increasing numbers, countenancing
subsidies and extra allowances of vari-
ous kinds which would have been
laughed out of consideration in other
and, perhaps saner, years.

Some of these selling expenses
which manufacturers have assumed
and which they now find to be mount-
ing at an alarming rate, “when detailed
in -print look too foolish to be believ-
ed.” The fact that they are assumed
at all indicates the highly competitive
condition in which all business now
finds itself embroiled.

That the extxra allowance feature is
by no means confined to a minority
was indicated in a recent study made
by the Federal Trade Commission
based upon the experience of 849 man-
ufacturers. Of this number 27.8 per
cent. stated that rebates, extra allow-
ances and free goods were given for
advertising purposes. Grouped by in-
dustries, manufacturers of tobacco
products headed the list with a per-
centage of 60.

— ++ >. ____

The trained clerk or merchant is
distinguished from the untrained by
his ability to grasp the underlying
principles of a job.

——_>2»____

If you are careless about your pe--
sonal appearance, the boss is iustified
in assuming you are careless about
his work.

 

 

 

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The Reliable Foley Line

 

 

 

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60

Last of Town That Kept Railway
Away.

Pegtown is soon to join the limbo
of Michigan’s departed villages. Its
historic mill is to be torn down, and
then not a stick or stone will remain
of what was a thriving community in
the Tiffin Creek valley, Southeast of
Hudson, before the civil war.

Long before Grant or Lee rose to
fame, Pegtown maintained a coffin and
a shoe peg factory, and had stores,
houses and a real estate development
in addition to the mill. A fitting epi-
taph for the village would be: “Born
1842—died in 1929 because its found-
ers opposed the coming of the rail-
road.”

As a matter of fact, Pegtown vir-
tually has been dead for fifteen years.
In 1914 or thereabouts, Carroll C. Mor-
ris, the last operator, ground his vale-
dictory sack of flour between the an-
cient burr stones of the mill. Since
then it has stood as a shambling ruins,
tenanted only by bats and owls, its
props being gradually washed away by
the spring floods.

So long as the mill remained, Peg-
town had claim at least to a spiritual
existence. But to-day a wrecking crew
is leveling it to the ground.

The site of the village is surrounded
by farm land. The coffin factory has
vanished, and the grass has grown
deeply over the place where the shoe
pegs were made. The dam has crum-
bled, permitting the creek to swirl un-
fettered into the lower levels of the
valley. The houses and stores were
located on what is to-day a sandy em-
bankment or plowed fields. And the
railroad the Pegtowners fought
against, and succeeded in directing
elsewhere, is bringing progress and
prosperity to neighboring communi-
ties.

In 1840 Lauren Hotchkiss built a
sawmill at Pegtown, and about 1844
or 1845 a mill by Nathan Bassett for
carding wool, and later still, for full-
ing, shearing, coloring and pressing
cloth. Weaving also was done in the
establishment. About 1854 Hotchkiss
exchanged the machinery for flouring
apparatus, and began grinding grain.
The mill was afterward the property
of Morse & Christophers, and later
was owned by C. C. Morse & Son.

For years the mill did a heavy busi-
ness, running day and night, with as
many as 200 wagons in line for their
loads. Flour from Pegtown was haul-
ed to Detroit, Monroe and Toledo, and
thence shipped by schooners on the
Great Lakes.

The shoe peg and coffin factories
and the saw mill sprang up several
years later. Although the village was
named Tiffin, it was called Pegtown
in honor of the first named enterprise.
Hundreds of old settlers were laid
away in the walnut caskets manufac-
tured on the creek bank. Great things
were prophesied for the village, and
much additional ground was platted
for additional residents.

In 1847 the Lake Shore, Michigan
and Southern Railroad pushed to Hud-
son, which gradually began to increase
its population. Several years later
what is now the Wabash railroad sur-

MICHIGAN TRADESMAN

 

DOUGLAS MALLOCH

CAMS

Shadows Pass

The shade moves on, I've noticed that
It doesn’t stay the place it’s at—

At morning westward of this wall,

By afternoon not there at all.

The shadow that points west at eight,
If you've the patience just to wait,

Is pointing east at two once more,

There’s sun where there was shade before.

And troubles never hang around

Forever, any | have found.

I've had my troubles, plenty, too—

They do just like the shadows do.

My house, that seemed the darkest one,
Before I knew, was lit with sun;

The ground was bright, the shade was gone,
For all my troubles had passed on.

I never yet have found a way

To make shade run, to make night day,
But I have found the next best thing

The sun to fetch, the day to bring:

I've plugged along as best I could,

When matters didn’t look so good,

And always found, my lad, my lass,
Though shadows come that shadows pass.

[Copyrighted, 1929, by Scott Dowd]

 

Forty-sixth Anniversary

veyed a proposed route through the
Tiffin Creek Valley. When the news
was received at Pegtown, the citizenry
became indignant. They held a large
mass meeting, at which it was de-
cided that the coming of the “steam
cars” would be a great detriment to
the locality.

It is a peaceful place, this valley,
with hills on all sides, wooded knolls
rolling plains. The pioneer Pewtown-
ers, men of great resolution, deter-
mined to keep it so. The snorting,
wood burning engines would frighten
their horses, they believed, and fill the
air with smoke. They would consti-
tute a menace to life and limb, it was
generally held, and the nights wou'd
be made sleepless by the clattering or
cars and the ringing of bells. The
railroad could go elsewhere.

After the mass meeting a committee
of Pegtown citizens rode to Monroe
on horseback to protest to railroad
officials. When the tracks were finally
laid, they skirted the community four
or five miles. The citizens rejoiced
that the peace of the valley was left
undisturbed. Few realized that their
“civic pride” was in reality short sight-
edness and because of their zeal, the
village was doomed.

Gradually Pegtown—a manufactur-
ing community without freight facili-
ties—began to lose her bustle. Fewer
wagons came to the old mill, and a
night shift was required no longer.
The inhabitants moved to Hudson, or
to other shipping points where the
railroad helped newer industries to
prosperity. The peg and coffin fac-
tories: were closed. The store pulled
down their curtains.

The mill continued, however, until
Morris, the son of its later owner, de-
clared it was no longer a paying ven-
ture. For fifty years the old miller,
now ill in a Hudson hospital, had been
its owner and operator. Recently the
property was sold to Fred Gould, a
farmer, who decided to tear down the
ancient structure before it toppled in-
to the creek.

To-day the Morris and Gould fam-
ilies find themselves in an unusual posi-
tion. They are the only inhabitants
of a village which no longer exists.

—_—_>>>—___
The hardest thing to find is the in-
dependent business man who knows
how to get all the factors working to-
gether, and who can so organize them
that he can pay the bills out of the
receipts. That everlasting problem
spoils a good many business enter-
prises. I think I could run almost any
business if somebody would pay the
bills. I talk to a great many radical
clubs. They say that capital exploits
labor, that all the capitalist does is to
hire some labor, underpay it, sell it at
a high price and pocket the difference.
Sometimes I say to them, “Now, if
that is all there is to do, why don't
some of you do that and make money
yourself? The reason you don‘t is be-
cause you can’t. If there are one
hundred radicals present, I am pretty
safe in saying that there isn’t one man
among them who can hire any kind of
labor, pay the current wages, and get a
product that he can sell for enough to
pay the wages. Thomas N. Carver.

 

i
{

ene Pe

Pe ~~

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN

61

 

 

 

The House of Quality

RADEMAKER-DOOGE

Grocer Company
Grand Rapids, Michigan

Distributors of

Peter Pan Peas
Peter Pan Corn
Larabee Flour
Bouquet Tea
Ra-do Teas
Morning Cup Coffee
Old Time Coffee
Chicken of the Sea Tuna Fish
American Beauty Oats
Every Day Evaporated Milk
Elks Pride Catsup

Puritan Malt

The House of Service

 

 

 

 

  

62

 

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

MODERN MERCHANDISING.

 

Most Interesting Era in Retail Hard-
ware History.

In this new era of distribution it is
apparent that the retail distributor of
hardware is engaged in one of the
most interesting business adventures
of his career. There are no secrets or
hidden springs, nor any fanciful Hou-
dini magic invoked by present day
competitors. They burn no joss sticks
at the feet of Confucius in an effort
to wring from this ancient god un-
known methods of merchandise move-
ment. It is all an open book, nothing
is hidden. Every operation is a care-
fully studied outined program of ad-
vancement, destined by good business
judgment, and tried adoptions to pro-
duce desired results.

Turn back the pages of time two
decades to the days of the general
store, and you have a picture of pres-
ent-day distribution sifted through the
sands of the years. A colorful era
attuned to the present-day mode of
living.

With the retailer studying closely
those self-same successful methods and
adopting those that may be aptly ap-
plied to his own business, satisfying
returns should result from such an in-
tensive program of modernistic mer-
chandising.

To profess a preference or choice
for any other method of satisfying
consumer demand would infer an in-
herent lack of vision capable of coping
with problems of retail distribution of
to-day.

No hardware retailer need offer any
apology for his business when he seeks
to serve his customers, with merchan-
dise at a price consistent with quality
demanded.

We have learned much during the
last decade, lines that during some
period of these years were major lines,
have lost all appeal to his customers.
The never ending change in living
conditions, in the mode of satisfying
idle hours of pleasure, increased earn-
ing capacities and a general tendency
to purchase luxury and style merchan-
dise has keyed the present hardware
retailer to a program of advanced ac-
tivity.

In this futuristic age those gigantic
distributors who buy and sell at retail
merchandise of every conceivable type
at a fixed price level, use highly paid
experts, who devise the lure to attract
patronage, they sell for cash only;
have no charge accounts, and cannot
meet the public in the same spirit as
the manager or owner of the individ-
ually operated hardware establishment.

It is with this competition that the
retail hardware distributor is mainly
disturbed. If, instead of complaining
of this new competition, the old line
hardware merchant will co-operate
with his present sources of supply,
he will receive every consideration pos-
sible from these factors who have a
vital mutual interest in the continued
prosperity of the retailer.

While it would appear to be an im-
possibility to meet the new competition
in all lines, the efforts of suppliers +o
offer merchandise at lower than mar-
ket prices, should be appreciated and

considered as a potent action to assist
the retailer in his effort to hold his
trade.

Although the retailer may believe he
can sell such merchandise for more
money than the supplier suggests as a
sale price, it is the duty of said re-
tailer to distribute such merchandise
at the suggested price. He may be
right in his theory that he can dispose
of it at the regular mark-up, but the
very object of the supplier in offering
it would be thus defeated.

It is possible through this medium
of retailer and supplier co-operation,
to maintain a flow~ of merchandise
through the old line retail merchant,
that would compensate for volume in
considerable amount lost to the chain.

Another important decision should
be carefully studied, the advisability
of offering a representative line of tools
for household use. It appears that a
considerable demand has been created
for such merchandise by our competi-
tors. The buying public has been soid
on the value of such offerings to sat-
isfy their needs. If the hardware mer-
chaint fails to take advantage of this
opportunity to increase his volume, it
will naturally find its way into other
channels. It is my vision that a sur-
prisingly large volume of merchandise
is bought by the public when plainly
marked at a price they wish to pay.

Representative suppliers after a
careful studied survey of this market
are building up a line of so-called
household tools and advocating to their
customers the need for such action.
This action would not interfere with
whatever sales of mechanics’ tools the
merchant has a market to supply.

The old line retailer who persists
in following the trend of the times is
carefully selecting his merchandise to
meet the demands of the present era.
He has an innate desire to meet his
competitor and to match his ingenuity
and business acumen against mass
competition. He is imbued with the
idea that he will awaken of a morn-
ing to find himself rewarded.

Many merchants are not mindful of
the fact that their chain store neigh-
bor is a mighty factor in drawing
patronge to the location in which both
are interested.

Chain operation in close proximity
to an established hardware business
may be the means of increasing the
volume of business far beyond the vis-
ualization of the owner.

Alfred Rosenberg.

—_>~»>___

The Tailless Cat To Be Preserved.

Lovers of cats will be interested to
hear that the Isle of Man has deter-
mined to preserve in tailless perfec-
tion the Manx cat. This breed, whose
origin is lost in dim antiquity, is dying
out and it has been decided by the
Manx Board of Agriculture to take
immediate steps against what to a
cat fancier is more than extermina-
tion—mixed blood. Henceforth there
will be strict supervision of the Manx’s
hitherto nomadic life. Manx cat shows
will be held on the island and prizes
awarded for perfect specimens. It is
possible that future purchasers will
receive a complete genealogical chart
with every pussy.

 

 

DISTRIBUTORS

 

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Armstrong's Quaker Rugs and Felt Base
Goods

Bigelow-Hartford and Mohawk Carpets and
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YEAKEY~SCRIPPS !N¢.
~<a 7

156-166 LOUIS ST., N.W.
GRAND RAPIDS, MicH.

 

 

 

 

 

 

 

MICHIGAN POTATOES IN
CAR LOTS

Albert Miller & Co.

(MICHIGAN)
28-30 Ionia Avenue, S. W.
Wm. Alden Smith Building

Grand Rapids, Michigan Telephone 4604

 

 

 

 

 

Manufacturers & Builders Supply Co.
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. Telephone 69323 . Grand Rapids

 

 

 

 

 

 

 

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We take pride in our splendid
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Grand Rapids, Michigan

 

 

 

 

 

 

 

 

 

 

 

 

ee nee

 

Forty-sixth Anniversary

MICHIGAN

 

TRADESMAN

63

 

Like the famous orange cats of Ven-
ice, those beloved pets of the magni-
ficent Doges, the Manx cat attracts
chiefly the person with discriminating
taste. In fact, authorities at New
York’s annimal pet shops assert that
it is sought only by those demanding
the bizarre or unusual in pets. With
hind legs longer than the front, tail-
less and short-eared, the cat is not the
type of comfortable, purring feline
cherished by the average householder.
The Manx cat is haughty, quick-tem-
pered and grudging. Having its fav-
orites among humans as well as among
felines, it does not respond to every
man’s stroking. A litter of nine Manx
kittens brought to a local pet shop last
spring found ready buyers. Not, it
was said, because the breed is so pop-
ular, but because specimens are so
scarce. The youngest kitten sells for
$25, a mature cat for a price that places
it in the luxury class.

Whence came the first Manx cat?
Encyclopedic references state that un-
less the jungle cat can claim the hon-
or, the ancestry of the Manx cat is
still unknown. The strain exists to-
day in certain parts of Russia, and
Siam; Malay, China and Japan also
have a similar tailless variety. It is
generally believed that ships belonging
to the Spanish Armada wrecked on
the Isel of Man brought over the first
Manx cats. At any rate they have
flourished for centuries on that island
and have in more recent years heen
brought in increasing numbers to the
United States. Lately the scarcity of
Manxes has aroused comment and in-
vestigation discloses that their chief
claim to distinction—lack of a tail—
may soon be a thing of the past. For-
getting their forbears, they are mat-
ing with long tails, to the consterna-
tion of the meticulous.

The body of the Manx is stubby and
short. Its head is round, small and
compact, with two bare spots on the
forehead. Owing to its long hind legs
and shorter front ones it jumps like a
rabbit, and this characteristic tends to
bear out the theory that the Manx was
once crossed with the rabbit. The
color of the Manx may be any variety
of cat color and the fur is short and
soft, resembling in texture that of the
rabbit. One handsome speciment, own-
ed by a New York woman who prizes
it highly, is black and white, the black
spots sharply defined against the
white. Unlike some other members of
the species, this cat is amiable, sweet-
tempered and well-mannered.

Some Manxes have the cry of a
jungle cat; others more domestic have
a softer voice. The Manx, so far as is
known, is the only completely tailless
cat. Other cats from the Far East,
including the weird-looking Siamese,
have oddly formed tails—forked, kink-
ed or otherwise abbreviated, but these
tails grow longer with cross breeding.
Occasionally, however, the persistence
of the Manx strain astonishes even the
experienced breeder.

A New York woman who is proud
of her Silver Persians was surprised
to find a tailless kitten among a litter
of pure bloods. Searching the pedi-
grees of the parents, she discovered
many generations back a Manx ances-

tor which accounted creditably for the
little “black sheep.” It is said among
cat experts that striking characteristics
will crop out even “unto the seventh
generation,” although the tailless va-
riety is least likely to endure.
—_>2~2—___
Liability For Injuries Caused by De-
fective Stove.

In King Hardware Co. vs. Ennis,
147 S. E. 119, it was disclosed that a
woman purchased a_ gasoline stove
from a hardware dealer who had pur-
chased it from a manufacturer’s state
agent.

At the right of the stove and at the
top was a tank or receptacle wherein
the gasoline, fed into the pipes leading
to the burners, was store. When the
burners were lighted, the heat caused
the gasoline to vaporize and generate
a gas. When the burners were not
lighted, the flow of gasoline should
automatically have stopped, if the stove
was properly constructed. However,
the stove was defective, because the
gasoline from the tank, which sup-
plied the burners, permitted the gas-
oline to leak into the stove, and as
a results, when the burner was extin-
guished, the gasoline leaked and im-
mediately caught fire and caused an
explosion when the woman attempted
to light it.

The injured person sued the man-
ufacturer, state agent and hardware
dealer for damages. The hardware
dealer attempted to avoid liability on
the grounds that the stove was in the
same condition when he sold it, as it
was when the state agent delivered it
to him. However, the Court held all
three of the sellers liable, stating the
following important law:

“All three of the defendants were
negligent and liable to the plaintiif
(injured person) because of having
manufactured, furnished, and sold to
her husband for her use a defective
appliance. It is the general rule that
the vendor or dealer, who is not the
manufacturer, is under no obligation to
test an article purchased and sold by
him for the purpose of discovering lat-
ent or concealed defects, but that,
when he purchases and sells an article
in common and general use, in the
usual course of trade, without knowl-
edge of its dangerus quality, and with
nothing tending reasonably to call his
attention thereto, he is not negligent
in failing to exercise care to determine
whether it is dangerous or not. In
such a case he may assume that the
manufacturer has done his duty in
properly constructing the article, and
in not placing upon the market a com-
modity which is defective and likely
to inflict injury. However, this is to
speak only of articles which are not
inherently dangerous . . . we think it
may be reasonably inferred from all
the facts alleged that the defect was
one which a reasonably prudent deal-
er should have discovered before plac-
ing it upon the market and delivering
it to a customer.”

——_>->_—_

A business well learned is a career

to be proud of.

—_++2+___
Finding fault is the pride of small
minds,

 

 

 

C.W. MILLS Paper Co.

204-206 Elisworth Avenue
1 Block South and | Block West of Union Station

GRAND RAPIDS MICHIGAN

 

 

DISTRIBUTORS FOR
Certainteed Roofing, Ohio Blue Tip Matches,
Mansfield Cord Tires, Coleman Lamps,
Vortex Soda Fountain Service, Burts Drinking Cups,

Reach Sporting Goods.

 

JOBBERS OF
Wrapping Paper, Paper Containers, Crepe Paper, Toilet Paper,
Paper Napkins and Towels, Woodenware, Cordage,
Clotheslines, 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.

 

 

 

La Valla Rosa Cigars

Selected Leaves

Made in four sizes—10c up Ever increasing in popularity

Whaleback .. Sc

Mild, Mellow, Fragrant

Charles The Eighth . . §c

Sweet, Mild Flavor

Manufactured by

THE VANDEN BERG CIGAR CO.

1055-1059 East Fulton St. Grand Rapids. Michigan

 

 

 

 

 

 

VAN EERDEN COMPANY

WHOLESALE PRODUCE

We Specialize in Greenhouse Products
* *
Phone 94370—94379
201-203 Ellsworth Avenue, S. W.

GRAND RAPIDS, MICHIGAN

 

 

 

 

 

 

 

 

64

CASH AND CARRY OR SERVICE?

Pros and Cons of This Perplexing
Question.

It has been noted that delivery is.

one of the distinctive extras of ex-
pense carried by the service store.
It follows, therefore, that it should
be considered entirely on its own ac-
count and costs charged to it as a
separate business. The delivery de-
partment should never be run at a loss.
No charge should be made against the
general business that properly belongs
to the delivery department. It may
be urged that where costs are not
shown under delivery as such, but are
taken into consideration under other
designations of expense, the purpose
of determining total expense is served.
This would be sound if the sole need
was for information to help determine
the general mark-up for the business.
The danger lies in the fact that de-
livery is not strictly a merchandising
function but rather an extra coin-
modity, and that just as the merchant
figures on the full cost and profit on
any commodity item so must he figure
on delivery cost and add it to the sell-
ing price of his goods. If competitive
conditions are such that this extra
mark-up cannot be added, then the
loss should be shown on the delivery
department and charged off to adver-
tising if the service is so considered.
The chief advantage of such an ar-
rangement would be found in the con-
stant check it would give the merchant
on the actual cost of this function
which enters so largely into his ex-
pense total.

There can be but one purpose for
maintaining ~a delivery service,, and
that is to secure additional volume.
No merchant would maintain this cost-
ly service if he could sell the same
amount of goods without its use. To
secure the extra volume, the merchant
expends a certain amount of money on
his delivery equipment and mainte-
nance. The only point for him to con-
sider then is whether or not the extra
volume secured is enough to justify
his expenditure. The only possible
way for him to be able to know this
with any degree of certainty is to keep
the delivery operator under constant
and searching scrutiny. Failure to
consider delivery service in its true
light as a tool with which to secure
more volume is causing loss to great
numbers of retail grocery merchants.

“The Harvard Bureau of Business
Research found, from examination of
the profit and loss statements of 500
retail grocers, that nearly half of the
houses were without a sound delivery
policy. It was found that, of the 500
stores, 110 operated under a definite
service policy, 46 operated on a defi-
nite cash and carry basis, and 233
operated without definite service pol-
icy. The latter group was able to save
only 3 per cent. on delivery expense
and only 1.6 per cent. on total expense.
This saving, however, was offset by a
loss of volume that made their profit
considerably less than for the straight
service stores, which secured a gross
margin of 21.5 per cent. and a net
profit of 2.1 per cent., leaving them an

ably.

MICHIGAN

advantage of 0.5 per cent. net profit
on gross sales over those stores oper-
ating without definite service policy.
The stores catering more exclusively
to cash and carry custome secured sub-
stantially the same advantages over
the straight service stores, but the
stores specializing in service had a
typical sales volume of $85,000 against
$65,000 of the cash and carry stores.

From this summary two things are
apparent: One is that straight service
stores can compete favorably with cash
and carry stores, and the other is that
the store without definite policy has
little chance of successfully competing
with either of the two types operating
under definite plan.

It must not be understood from this
statement, however, that the mere
adoption of definite credit and delivery
policies will assure increased profit for
the independent stores. The one thing
that determines the desirability or ef-
ficiency of any delivery system is its
costs in relation to its sales. It is not
possible here to lay down a specific
formula for the ascertainment of re-
tail delivery costs because of the pe-
culiar nature of the activity, but it
would seem that the retail merchant
should devote serious consideration to
this item of expense. Realizing its
position in his organization as an ex-
tra and potentially costly service, he
should watch its cost and its results
either in profit on itself as an activity
or in increase of sales volume, with
the purpose of adjusting it to his ex-
act requirements. The percentage of
orders delivered should be given con-
sideration to determine whether or not
such service may be continued profit-
Stores now carry expensive de-
livery equipment whose volume of de-
livered goods does not warrant deliv-
ery service at all. Delivery as a ser-
vice will continue to be required, but
it will be well for the merchant to
know its exact cost and its exact worth
to him.

The store under observation oper-
ates a rather extensive delivery sys-
tem and well over 75 per cent. of its
business is conducted on a credit and
delivery basis.‘ In order to get some
idea of the workings of the system
used, a careful check of delivery op-
erations was made. It was impossible
to carry on these observations for a
long enough period of time to give
an exact cost condition, but the re-
sults obtained may serve to indicate
to merchants generally the necessity
of some such check in the case of their
own business.

The company owns five trucks, one
of them a heavy-duty truck and the
other four for light service, and in
addition uses at times a light coupe
for special orders. The cost of oper-
ating the light coupe as a special de-
livery unit was not considered because
of the difficulty of separating its de-
livery functions. It is used as a gen-
eral service car by the managers of
the store for visiting the market and
other similar purposes, and used for
delivery only in very special instances.
During the time this observation was
made the large truck was not used,
but the four light trucks and the coupe

TRADESMAN

were in operation during the time of
the check.

The delivery expense for the year
was calculated to be $9,161.16, divided
according to the following tabulation:

 

Ralanes (oe $6,240.00
Gas, ol 1,000.00
Auto expenses, repairs ~----- 1,384.00
Depreciation  =--_--.--_____- 306.66
Tnsucance 2022 230.50

Corl 2 ese $330.86

From this the average daily expense
properly chargeable to delivery was
found to be $29.68. Using this amount
as a base, the average cost per order
per day was found to be $0.209. This
figure is subject to some criticism on
the ground that an average cost is
being applied to a particular day. If,
however, the number of delivery miles
for the day be calculated at 15 cents
a mile and added to the labor charge
—four men for twelve hours each, at
25 cents an hour each—the cost will
be found to vary only a few cents
from the figures used. The figure for
average cost per order becomes inter-
esting when considered in connection
with the average value per order.

W. E. Williamson,
U. S. Department of Commerce.
—__o >
Finds Country Bank Must Wage Fight
For Existence.

How country bankers have been
forced through the economic develop-
ment of recent years to place most of
their resources in loans and invest-
ments outside their communities was
told recently at the Mississippi valley
conference on commercial bank man-
agement.

The meeting, which was under the
auspices of the clearing house section
of the American Bankers Association,
was held at the Stevens hotel. So
important did the 1,200 bankers from
twenty states of the valley regard the
information presented them during
the two days that they voted to have
the entire proceedings printed and dis-
tributed to the banking fraternity in
book form.

The change in the conditions under
which a country bank must operate
was summed up by Max B. Nahm
of Bowling Green, Ky.

“Good roads and cheap automobile
transportation are moving the business
of small towns to larger towns where
there are better facilities for trading,
amusements and the conveniences of
life,’ he said. “The era of the coun-
try store is passing away. Country
churches are without pastors, and
country communities have no doctors.
They must send to large towns for
physicians and pay them $12 a visit.

“In thirty years, only six towns in
Kentucky have increased to as much
as 10,000 population and many smail
towns and villages have almost passed
To stay on the map a town
must locate factories or colleges or
attract trade from other places.

“The bank’s problem is to exist at
all in the small town. Chain stores are
evading the territory of the larger
towns and mercantile paper, once the
banker’s mainstay, is becoming uncer-
tain. Farmers of late years are not

away.

Forty-sixth Anniversary

so prosperous and their paper is slow,
sometimes frozen.”

This lack of good borrowing power
in the country—and the entire pro-
gramme was composed of talks by
country bankers to country bankers—
came in for a great deal of attention
during the conference. Good borrow-
ing power to a banker means not only
that the loan will be repaid with in-
terest, but that it will be repaid when
it is due, in order that the interests of
depositors may be properly safeguard-
ed. Loans on farm real estate are
pretty definitely out with the bankers
and most of the speakers recommend-
ed that they be kept to a minimum.

The attack on the problem of how
to get away from low profits for good
banks and failures for the less efficient
took two forms.
to outline plans for internal adminis-

One was an attempt

tration comparable in efficiency to that
of industrial concerns. This included
studies of the variations of personnel
in various banks, the suggestion being
that forces might be cut down. The
second broad classification considered
was financial management, including
means to get funds cheaply into the
bank, the charging for services that
are unprofitable, and the formulations
of standards for investment. Co-opera-
tion for clearing purposes and dissem-
inating credit information also was
recommended.

Quite frankly, some of the country
bankers admitted that they had funds
in the call market. One of these was
Omar Wright, president of the Illinois
Bankers’ Association. There seemed
no question of the morality of this
procedure; the only criterion was
whether such loans were profitable in
comparison with other modes of in-
vestment. Mr. Nahn: stated that some
bankers in small towns who were for-
merly leaders on cali ceased because
the city banks refused to form $100,
VOU pools for them. The same speak-
er, who is a member of the economic
committee of the American Bankers’
Association, soundcd a warning against
the call market at present as being
too risky.

The new system of corporate finance,
with the firms getting in cash by sales
of securities instead of by borrowing,
was pointed to by Dr. Paul M. Atkins
of Chicago as one of the reasons why
commercial loans were no longer re-
quired in large volunte, at least locally.

What, then, does a country banker
do with his institution’s money? If
the statements of those attending the
conference are typical, he sends some-
think like 90 per cent. of it out of his
community. He purchases bonds, ban
acceptances, treasuiy certificates of in-
debtedness and paper of outside cor-
porations and firms. His idea is to
saintain a large secondary reserve of
paper which he ca» collect at need
Saiety and liquidity rather than high
interest rates govern his decisions on
his purchases.—Chicugo Tribune.

——_--~.__

Business is never any too good for
the merchants who belong to the “sit-
down-and-wait-for-customers variety.

They are in the ‘blow-up stakes” be-
fore they start.

 

ee

 

65

   

Forty-sixth Anniversary MICHIGAN TRADESMAN

H. LEONARD & SONS

IMPORTERS & MANUFACTURERS’ AGENTS

Grand Rapids, Michigan

 

 

 

 

Cor. Fulton St. and Commerce Ave.

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THE HOUSE BEHIND THE PRODUCTS

 

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

; patronage.
“+ we wouldn’t ask for your trade. It’s only because we know that we have THE RIGHT
GOODS AT THE RIGHT PRICES that we solicit your patronage. No other house
¥ shows better or more comprehensive lines in—
DOLLS, TOYS and GAMES HOTEL and RESTAURANT SUPPLIES CHINA, POTTERY
BOOKS and STATIONERY “LEONARD” REFRIGERATORS DINNERWARE
WHEEL GOODS and SLEDS HOUSE FURNISHING GOODS SILVERWARE
PARTY FAVORS “COLEMAN” PRESSURE LAMPS “PYREX” OVEN GLASSWARE
NOVELTIES ELECTRIC LAMPS and APPLIANCES TINWARE and ALUMINUM GOODS
IMPORTED FANCY CHINA NOVELTIES CLOCKS and WATCHES

FANCY GOODS

 

Wholesale Distributors F4AD4

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 have a ready sale for prizes and favors are in growing

demand and give a quick, profitable turnover.

UNUSUALLY LARGE SELECTION OF

ig! BEAUTIFUL COLORED FANCY GIFT GLASSWARE AT POPULAR PRICES

Perhaps you will find time, in the early future, to come to Grand
Rapids where we will be glad to show you our complete lines in our
sample rooms arranged for easy buying, and where you will quickly
sense the friendly feeling that exists between the men in this business

and their customers.

WE INVITE YOUR MAIL ORDERS AND INQUIRIES

 

 

 

 

 

 

 

 

66

WHAT WOULD HAPPEN
If I Gave Way To the Practice of
Overselling.

For nearly twenty-five years I’ve
been a retail grocer. My business is
located on Q street near 30th street,
N. W., in Washington, D. C., and sev-
eral years ago I bought the store I
occupy. I guess I’ve been somewhat
more successful than the average inde-
pendent retail grocer, and I expect to
remain in business many years longer.
If a lot of food manufacturers and
wholesalers had their way, however,
my business would be in the hands of
the sheriff in six months.

It took me several years to learn
how to retail groceries, and ever since
then the practices of manufacturers
and wholesalers that tend to kill off
their business and mine have amazed
me.

If the trade papers tell the truth, the
manufacturers would be up against it
if they had to sell all of their produc-
tion through chain stores, and the
wholesalers would all go out of busi-
ness if the retailers went to the wall.
So you would think that both manu-
facturers and wholesalers would do
everything possible to assist us in
building up our retail businesses. The
facts, however, reveal a different story.

As an example, the other day one of
Colgate & Co.’s men spent an hour
or more in my store, handing me a
line of selling talk every time the store
was clear of customers. He first offer-
ed me a deal on Palmolive soap—one-
half case free with a five case order.
I told him that I never bought free
deals, and that I did not find it profit-
able to buy direct from manufacturers.
He argued that I was all wrong, and
then offered me another deal—seven
cases of soap with a case of powder
free.

Although I assured this salesman
that I had learned at considerable cost
that free deals lose money, and that 1f
I accepted either of his offers I would
have enough of his goods to last many
months, he persisted and did his best
to follow his company’s instructions.
His sole purpose was to sell orders,
regardless of how much I lost on the
goods, and there is a large flock of
salesmen like him.
a typical neighborhood store, several

Although mine is

blocks from a shopping center, I have
had as many as fourteen calls from
manufacturers’ specialty salesmen in a
sngle day.

The reason I do not buy free deals
is simple and logical. When I went into
the grocery business I thought my suc-
cess depended on buying cheaply, and
I frequently overbought in order to get
a little better price. After four or five
years I had made just a fair living and
was about where I started. That wasn’t
my idea of what my business should
be, for I was selling a good volume
and giving first-class service.

So I began to study my business,
and one day I read an article in a
trade magazine that put me on the
right track. This article pointed out
that retail grocers were losing money
by duplicating their lines and buying
in too large quantities. It was the first
explanation of profit from turnover I

MICHIGAN

had read. It gave some of the details
of an inventory of a typical store and
mentioned, among other duplications,
six different brands of corn.

Next morning I found that I, too,
had six brands of corn, also about ten
kinds of toilet soap, four or five brands
of baking powder, and similar duplica-
tions from one end of the store to the
other. I at once began to cut them out.
During the next few days I did a lot of
sampling, and I retained the _ best
brands of canned goods and the best
sellers in everything else. I also fig-
ured out a plan of buying that would
give me a profitable turnover on
everything but a few accommodation
items.

The following year showed me a
profit above my living expenses, and
I’ve been making money ever since.
I’ve proved in my own business that
buying free deals costs me consider-
ably more than the profit on them.
During six months I sell about six
cases of Palmolive soap and make a
little money on them, although toilet
soap is not a good item with me. If
I buy five and a half cases at one time,
I have to carry the stock nearly six
months, and I estimate that I lose
nearly two cents on every cake in do-
ing so. To sell that free deal on a
turnover fast enough to show a profit,
a grocer would have to do a business
of six times my volume—and about
one in 5,000 is doing such a volume.

This means, apparently, that manu-
facturers who attempt to force sales
with free deals, by promises of profits
that retailers cannot realize, are willing
to have those retailers lose money in
order that the manufacturers may tem-
porarily increase their volume. They
are building their business on a fallacy.
By causing losses to the retailers they
are tending to close necessary outlets
for their goods, and to the extent that
they sell free deals they are killing
their own businesses. I can’t see the
proposition any other way.

Selling retail grocers direct on quan-
tity bases has the same tendency. My
store is only a one-story structure, and
the ground on which it is built is worth
about $5 a square foot. It is too valu-
able to use as a warehouse or as a
wholesale house.

To make money for me, my goods
must flow through my store as rapidly
For this reason the whole-
saler is my natural and most profitable
source of supply. I have proved this
fact beyond doubt; but hardly a day
passes that some manufacturer does
not offer to sell me direct.

as possible.

He wants me to warehouse his goods
and go into the wholesale business
with only one customer, as I see it,
regardless of the fact that regular
wholesalers can carry surplus stock
much cheaper than I can.

This practice is as detrimental to the
manufacturers’ business as it is to
mine. I could mention a number of
manufacturers whose’ goods’ have
passed out of this market because they
tried to make wholesalers out of re-
tailers. A typical example is the
Beechnut goods, as far as my business
is concerned. I used to handle a great

many of them. My customers liked

 

TRADESMAN

them, and for years I ordered them
regularly from wholesalers.

Then the company began skimming
the cream from the distribution by of-
fering retailers slight concessions to
buy direct shipments. Because of this
our wholesalers found the line unprofit-
able and discontinued it. For a time
I bought direct shipments; but I
found the practice inconvenient and
expensive.

The Beechnut salesman called on me
the other day, the first time since last
September. To handle the goods I
would have to buy six cases, and while
I easily could use the quantity, the di-
rect shipments would disturb the flow
of my business. I would have to make
an exception of Beechnut goods, and
wait for the shipments to come
through. Regardless of all the adver-
tising on Beechnut, I have found that
my trade will buy other advertised
goods or items of high quality just as
readily—porducts that I can get with-
in a few hours after ordering and that
do not reuqire special handling. There-
fore, by selling direct, the Beechnut
people have made it too inconvenient
and expensive for me to handle their
goods, and they have killed off busi-
ness in my case. '

From experience, I am convinced
that anything the manufacturer does
to disturb the kind of distribution that
I must rely on is costly and depressing
to his own business in the end. If half
the money spent on trying to force
goods on the retailer were devoted to
co-operating with wholesalers in find-
ing cheaper and better methods of dis-
tribution, I am sure that we would all
be making more money and giving the
public better service. If there ever
was atime when manufacturers, whole-
salers and retailers should be working
together to trim waste, it is right now;
but a good many of us seem to be
getting farther and farther apart.

Terms that are unfair to the retailer
are also killers of business. For in-
stance, at one time my purchases of
National ‘Biscuit Co. crackers and
cakes were more than they are now,
and in the meantime my volume has
increased about 50 per cent. Then
the company practically had a monop-
oly, although its terms were never
satsifactory to any but the largest re-
tailers. Protests did no good. We
thought we had to have the goods;
“take it or leave it” seemed to be the
firm's policy.

Well, when competing specialties
came on the market a good many re-
tailers tried them out and found that
they sold as readily as N. B. C. goods.
The Edgemont cracker people made
an investigation to find out how the
trade wanted the goods put up and a
lot of other facts. Their goods are of
excellent quality and have taken well.
Cape Cod cookies made a hit, and a
number of other specialties of the
kind, sold the way retailers want them
sold, have gained quite a volume. The
friendship and regard of the retailer
are well worth the manufacturer’s cul-
tivation.

The many ineffective methods of ad-
vertising used by manufacturers is an-
other thing to be remarked. At one
time, for example, couponing was

Forty-sixth Anniversary

good; but the public here, at least, is
sick of it. Yet seldom a month passes
that some manufacturer’s representa-
tive does not try to induce me to
stock his goods to the roof on the
strength of a coupon campaign.

Not long ago, the Crisco people can-
vassed the stores in our section of the
city on a coupon proposition. I told
the representative that it would be a
waste of money; but he painted a
beautiful word picture of the great in-
crease I was going to have on his
goods. They sent people to every door
in my section to give each housewife
a little sales talk and leave a coupon
good for a ten cent rebate on a pound
of Crisco.

My sales of Crisco amount to about
thirty cans a week, and I did not no-
tice any increase. Following the drive
just two coupons were brought to my
store. Other grocers in my _ section
have told me that their returns were
about the same. It appears that the
campaign was a flop, and I know of no
quicker way to kill business than to
waste money.

There are a good many selling plans
that are equally costly and ineffective.
Many manufacturers think only of im-
mediate returns and overlook the fu-
ture sale of their products and the
necessity of making it easy for the re-
tailer to sell those products. For in-
stance, the Sauer Co. has_ recently
placed a salad dressing on our market.
A local advertising campaign announc-
ed to the public that two jars of the
product would be sold for the price of
one for a limited time. I bought two
cases, sold out in a few days, and or-
dered two more; but I know of sev-
eral smaller grocers who ordered large
quantities at the half price in order to
get the extra profit at the regular re-
sale price after the time limit had ex-
pired.

Here, again, the sole desire of the
manufacturer appeared to be to load
up the retailer, with no consideration
for the real business—the resale. In
the first place, we had some trouble
in inducing customers to take two jars
of a new product. If the goods had
been advertised at the regular price
and the loss on the cut price put into
additional advertising, I am sure that
the introduction of the new dressing
would have been much more satisfac-
tory, with the resale better established.

As it is, now that the introductory
cut-price campaign is over, some cus-
tomers say that the manufacturer
must be making an enormous profit on
the product, since he could afford to
sell it at half price. Others cannot
understand why they have to pay
twice the price they paid a few weeks
ago. I believe the campaign made but
few friends among either retailers or
public,

All successful retail grocers realize
the value of new goods. I will buy
any product that is attractive, that
does not conflict with established
goods, and that promises to turn over
rapidly enough to show me a profit.
Like most retail grocers I know, I will
take the time to introduce new goods;
but I think I have a kick coming when
a manufacturer causes me to spend my
time in explaining or excusing his sell-

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Forty-sixth Anniversary MICHIGAN TRADESMAN 67

 

 

 

mn

Truly the Grocer’s friend is the Valley City Milling Com-
pany, working so busily to serve you better. An immaculate
mill housing modern equipment and experienced happy
millers. The place using the choicest golden grains, fully
ripened and plump with mellow goodness. Making the
famous “ROWENA” flours, so popular these days. Your
trade is getting the “Rowena” habit, so order now and be
ready for this demand. And remember, you are protected
by the “Rowena” money-back guarantee, as reliable as the
sun.

Lily White Flour

“The flour the best cooks use”

 

The home of “Rowena” products

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

“True to its name—always the same” is Lily White Flour,
which is so dependab'e in quality and so universal in ap-
plication. In the “Rowena” Family,” also, are the follow-
ing choice flours—the finest that can be milled:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Prepared Wholewheat
Cake and Biscuit Flour
Flour
Prepared Golden ‘‘G”’
Pancake Flour or Gr: —
Buckwheat Compound ea
“Yes Ma’am’’ Pure
Graham Flour Buckwheat Flour

 

 

 

 

“GET THE ROWENA HABIT!”
YOUR CUSTOMERS ALREADY HAVE IT.

=—VALLEY CITY MILLING CO.

Established 45 Years
GRAND RAPIDS, MICHIGAN

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

  

68

 

ing methods. Profitable business can-
not be built up that way.

Another source of surprise to me is
the large number of manufacturers
who have killed their business in the
local market by neglecting both their
trade and their merchandising. Shaker
salt is a typical example. During the
war we couldn’t get any Shaker salt,
although it had been a wonderful seller.
Other manufacturers who accepted
Government contracts took care of
their trade as well as they could; but
the makers of Shaker salt did not, and
I haven’t seen a box of it for several
years.

Similarly Durkee’s and a
number of other excellent specialties
under that brand have just about faded
from our picture. In this case, as in
numerous others, the manufacturer
merely failed to advertise and mer-
chandise his goods, and other brands
gradually replaced them. I don’t care
how big the company is, let it neglect
its merchandising and it will kill its
business.

In the scramble for business, a good
many wholesalers also appear to be
stopping up rather than clearing out
their only channel of distribution. Dur-
ing all my years as a retail grocer, the
constructive, sound propositions I’ve
had put up to me by wholesalers could
be counted on the fingers of one hand,
and frequently representatives of
wholesale houses urge me to do things
that I know would be fatal to my
profits.

There is no doubt that my business
is dependent on wholesale distribution,
and I realize that every wholesaler
must make a profit to be successful. I
also know that my wholesalers cannot
serve my business adequately and
economically if I cause them losses.
Therefore, it is to my interest to con-
centrate my buying and to buy in
quantities economical both to myself
and my wholesalers. So T buy from
two local houses and one in New York;
it is the nature of their business that
makes it necessary for me to split my
buisness three ways. Since the size
of my orders has much to do with

_ the wholesalers’ expense, I take care
that those orders are for profitable
quantities, I make them range from
about $60 to $150.

These are facts that I have proved
and tested, and it is clear to me that
any wholesale grocer’s salvation is to
line up his customers the way I am
lined up with my wholesalers. Yet
wholesalers’ representatives are con-
tinually urging me to split my busi-
ness. They requently offer me “spec-
ials” at cut prices, and will accept $5
or $10 orders, although we all know
that orders that small create losses.
Anything to get me_ started with
them! Of course I recognize the bait.
It’s an old story, and I know that be-
cause the practice is wasteful and de-
ceptive it tends to kill business.

The truth is that a great many man-
ufacturers and wholesalers do not real-
ize what they are doing. They are
merely selling goods by the easiest
methods, regardless of consequences.
That’s not merchandising.

As I see the proposition, the manu-
facturer’s main purpose is to get his
goods into the hands of consumers as

spices

MICHIGAN

economically as possible, and_ the
wholesaler’s only excuse for existence
is to bridge the gap between the manu-
facturer and the retailer in a manner
that will allow both to serve the pub-
lic properly.

The old-established method of dis-
tribution, from manufacturer to whole-
saler to retailer to the public, has had
some severe tests during the last ten
years. Many thousands of retailers
like myself, who depend on this form
of distribution, have proved that we
can survive in the face of mass com-
petition because we serve a large part
of the public the way it wants to be
served.

As we prosper, manufacturers and
wholesalers will prosper, and what we
need above everything else is more
goods of quality that are advertised
and merchandised on sound
business principles. We are slowly
getting more goods of the kind, and
as their number grows we shall be-

sanely

come more successful, because, for one
reason, we will have more time to de-
vote to our merchandising—time that
is now wasted in resisting the prac-
tices of manufacturers and wholesalers
that demoralize our business.
John T. Jenkins,
Retail Grocer, Washington, D. C.

> >
Smaller Packages of Food Find Place
in Pantry.

The American package goods indus-
try, having canned, bottled or boxed
most edibles, has of late turned its at-
tention to packing in smaller containers
and has created a lilliputian series of
cans, bottles and boxes.

The innovation has come gradual-
ly over a period of years. From time
to time a collection of sample-size
packages would present themselves at
the neighborhood: grocers. But the
range of choice was narrow. Now the
miniature package has become a stand-
ard. Five and ten cent sizes are all
that some stores carry; yet the shelves
show an infinite variety, many of the
brands being the same ones long pur-
chased in the larger containers.

There are fruits and vegetables,
spaghetti and baked beans in what
may be considered either individual

portions or double portions, according
to one’s ideas about such things. There
are flour and sugar, tea and coffee,
olive oil and salad dressings.

There is a handy little bottle of
vinegar, one of ginger ale that just
fills a glass, and one of pickles to go
into a picnic basket for two. Many
expensive sauces and drink flavorings
may be had in sample quantity, and
cheeses and cereals packed for single
servings. Entire pantries might be
fitted out in miniature, and doubtless
many of them have been.

In vain have economists preached
to New York the greater saving of
buying in quantity. Experience has
taught it rather the wastefulness of
opening a large can of pimentos for
a bit of salad garnishing. Leftovers
arouse the impatience of the housewife.

The miniature package solves many
difficulties of the kitchenette or ser-
vice pantry. Rather ashamed to re-
quest the weighing and measuring of
fractions of the average order, the
small-apartment dweller delights in the

TRADESMAN

little packages. No doubt they were

designed to fit her needs.
—_—__+-.

If I were a Jobber.

If I were a jobber I would take all
my salesmen to lunch at least once a
month, and at that time I would be-
come one of them, listening to the
problems not as their boss, but as their
sympathetic friend.

If I were a jobber I would keep
up the interest of my men by getting
new lines wherever they would fit in
with my business without conflict or
confusion, provided of course they pos-
sess merit.

If I were a jobber I would employ
a girl who would do nothing else but
co-operate with my salesmen by send-
ing out follow-up letters, confirming
salesmen’s calls, sending polite ac-
knowledgment of orders, because I
believe that this would be a profitable
investment for the men as well as for
me,

If I were a jobber I would do some
sort of advertising constantly, even if
only in the form of a blotter, a ruler
or merely some direct-by-mail letters.
Advertising creates prestige, builds
good will and, even if the results are
not always immediately apparent, it
usually promotes additional business.

If I were a jobber I would instruct
my men to go after the business of
state hospitals, etc., be-
cause they use large quantities of vari-
ous kinds of products—and not every-
body seeks their business.

If I were a jobber I would offer
some prize every month to the sales-
man with the best showing. This would
not necessarily be a money prize, but
a watch one month, an order for a
suit of clothes the next, etc.

If I were a jobber I would make it
a point to keep in personal touch with
the trade by making some calls on
week. This would
give me an opportunity to bring great-
er sympathy and understanding to the
problems of my salesmen.

institutions,

customers every

-_——__» 2 2 —
Six Good Reasons For Price Tags.

Here are six good reasons for the
use of price tags:

Price tags save time—when the cus-
tomer stops to ask the it not
only takes her time but the clerk’s too.
They avoid frequent interruptions.

Price tags make sales—plain mark-
ed goods help customers decide that
afford to buy. When no
shown people assume the
goods are too high. Pricing merchan-
dise encourages customers to look over
your stock more thoroughly.

Price tags avoid mistakes—-Mistakes
in business are costly; not only in the
immediate or actual loss in profits, but
in good will, confidence, loss of trade,
etc.

Price tags build confidence—They
assure the customer of a “one-price”
policy.

Price tags hold business—Customers
do not like to ask the price of every
item they might care to buy. Perhaps
it is a touch of false pride or timidity
that makes them hesitate to ask. But
they go to stores where they know
what they will have to pay for the
goods before they buy them.

Pricing saves embarrassment.

price

they can
price is

 

Forty-sixth Anniversary

Customers often ask the price only
to find the goods too high. The one
course open is to say “no” and let
everyone in the store know they can-

not afford the goods; the other is to

say “yes” and be dissatisfied. Such
customers are usually lost.

Price tags increase profits.
Swedish Colony Thrives in Maine

Potato Belt.

New Sweden, Me., in the heart of
Northern Aroostook county’s great
potato belt, and now a busy, prosper-
ous town, was only fifty-nine years
ago this Fall a wilderness known as
Township 15. The late William
Widgery Thomas, Jr., of Portland,
former United States Minister to Nor-
way and Sweden, knowing the Swedes
to be a thrifty, hard-working, intel-
ligent people, and believing the climate
of Northern Maine similar to that of
their own country, conceived the idea
of a New Sweden in America.

Overcoming many difficulties, Mr.
Thomas, then Commissioner of Immi-
gration, finally was empowered to go
to Sweden and assemble a_ limited
number of Swedish colonists. It is
said that in selecting them Mr. Thomas
investigated the family trees of the
prospective settlers back to their grand
parents. In July, 1870, he and his
band of colonists arrived at Halifax.

In the party were twenty-two men,
eleven women and eighteen children—
fifty-one persons in all. At Fort Fair-
field they were welcomed with salutes
from cannon, flowers, flags and a ban-
quet. The following day they em-
barked over a wagon trail to what was
to become the New Sweden of to-day.

———_>--~>___
Keep Tool Samples Spick and Span.

Now that open type tool displays
are being generally favored by hard-
ware dealers, it will be necessary for
the merchant to see that tool samples
receive better care than when glass
front tool cases were in vogue. Noth-
ing can detract from the sale of a high
grade tool, more than to have the
salesmen proffer a dirty, rusty or shop
worn tool. True, a small rust spot left
on a fine saw by a perspiring thumb
has little effect on the inherent quality
of the saw, but such a rust spot often
has a disastrous effect on the mind of
the customer.

It is a good plan to keep a slightly
oiled rag handy and to make it im-
perative that every salesman wipe off
the metal parts of every tool he has
shown, before he puts them back in
stock. Some dealers, who are using
the open type panels for tool display
have mounted the samples with spring
clips and as the sample on the panel
is the only one shown, it is the one
the customer receives. Dealers who
are using this method assert that such
samples seldom stay on the panels long
enough to become shop worn.

2? >____

My job has always been to take care
of Mr. Edison; to take care that his
home contributed as much as possible
to his doing the work that he had to
do the best advantage. We have al-
ways put his work first—all of us.
And we have tried to organize our
home life to give results, just as much
as the laboratory—Mrs. Thomas A.
Edison.

 

 

 

 

 

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN 69

 

 

| LIGHT'S
GOLDEN
JUBILEE
A

As the sun lifted itself above the horizon on the
morning of October 21, 1879... . . penetrated the
a gray shadows that hemmed the mantle of night. . .
transformed bleak space into natural living colors
.... never did the world dream that this sun smiled
benignantly down upon a building wherein a new light
was to be born that day.

This new light was destined not only to prolong
day .... revolutionize and even create new industries
.... Change the living habits of the world . . . . but to
immortalize the man who created it—Thomas Alva
Edison.

This year marks the fiftieth anniversary of Mr. Edi-
son’s great invention. A half century has passed since
the glow from the first practical incandescent lamp
made possible a world flooded with light at the flip of
a finger on a switch.

In Light’s Golden Jubilee a grateful people finds
opportunity to pay tribute to the father of many hu-

ane

 

 

 

 

 

 

 

poe

 

 

 

 

la man comforts. For Light’s Golden Jubilee brings to

Fdison the greatest tribute ever paid a living man.

HIS SERVICE TO MANKIND

When Rutherford B. Hayes was President of the United
States and women were wasp-waisted, the tallest office
buildings were from four to six stories high; rapid transit
in cities was provided by horse-drawn street cars, and every
little while somebody’s house was burned because an oil
lamp had been upset.

If you will consider the improvements that have come
during the past half century, you will find that many of
them were made possible because of inventions by Thomas
A. Edison.

He invented the phonograph, the motion picture camera,
the multiplex and multiplex telegraph, and the essential
parts by which the telephone and radio were made practical.

In addition to the success of his incandescent lamp, it is
through the application of principles invented by Edison
that many lamps can be used upon one lighting circuit.
Before he applied himself to the task of making this prac-
ticable, scientists were of the opinion that it was an im-
possibility.

Good Light Costs Little

Electric light is less expensive today than it has ever been
in the past.

The charges for electricity have steadily been reduced, and
the best lamps cost only half as much as they did five years ago.

At the same time, lamps have been greatly improved. They
give much more light than formerly, without using any more
current.

Your electric service is the only one for which you pay
less today than before the war.

If you burned candles to get as much light as is supplied
by a 60-watt Mazda lamp, the cost would be a hundred
times greater.

Up to that time burning two or more lamps upon light-
ing circuit caused a reduction of the light produced by each.
The more lamps, the less light at any single point. It was
not until this difficulty was overcome that the electric lamp
became practicable for general use. Edison’s success in
solving the problem was one of his major achievements.
It opened the way for his development of the system by
which light, power and heat are distributed from central
stations.

Owing to radical improvements that he made in the con-
struction of dynamos, they became available for industrial
and domestic uses. Without the dynamo as Edison im-
proved it, it would be impossible to get power from wires
to operate washing machines, sweepers, fans, and other
appliances for bringing comfort into and taking drudgery
out of the home.

Is it to be wondered at that Thomas A. Edison is regarded
as America’s greatest national asset?

This Service Free To You

Many people are paying for light that is not used to the
best advantage.

Unsuitable fixtures, or fixtures that are not correctly
located, are often to blame for poor lighting, eyestrain and
accidents.

Without obligation, one of our lighting specialists will be
glad to tell you how to get the full benefit of the light you
pay for.

This is a service you are entitled to as a user of electricity
for lighting, and it will cost you nothing.

A phone call will bring you this free service promptly.

CONSUMERS POWER COMPANY

 

 

  

HONEY BY THE TON.

 

Harvested By Many Michigan Bee
Keepers.

There are 30,000 beekeepers in Mich-
igan, and not the least of these are
women. Some have set about api-
culture as a hobby, or perhaps for pin
money, but there are striking instances
in which they have been, by force of
circumstances, thrust into it as a means
of livelihood, to maintain homes—to
feed, clothe and educate hungry, grow-
ing children.

Bee culture and honey production
has grown to such importance as to
require that it be taught in Michigan
State College as one of the important
phases of agricultural pursuit. Further-
more, the industry is being scientifical-
ly regulated and developed by a divi-
sion of the Department of Agriculture.
This division is in charge of W. H.
Krebs, chief apiary inspector, whose
staff penetrates to every corner of the
State.

In Michigan there are a third of a
million colonies, or hives, of bees that
have had throughout this year the
most abundant honey flow in years.
The season has been kind to the bee-
keeper, moisture having come at prop-
er intervals to make for an unusually
long period of honey plant growth and
nectar secretion,

Forty-five million pounds of honey!
That is the size of the crop Michigan
was expecting from its bees this sea-
son for hot biscuits and flapjacks this
winter. This is in addition to a suf-
ficient supply to carry the producing
colonies over into next spring. Api-
culturists never rob bees of their hard
earned winter stores, removing sur-
plus only at the end of the main honey
flows.

Among the women in apiculture 1s
Mrs. Florence A. Robinson, of Pell-
ston. She has been engaged in honey
production for twenty years, working
from 250 to 350 colonies each season,
producing in tons, not in pounds. Mrs.
Abe Carson, of East Jordan, has kept
a large number of colonies for years
and has been quite successful. Mrs.
C. E. Halstead, of East Boardman,
runs about 50 colonies. This number
of bees, scientifically handled, can be
made almost to support a family.
Mrs. Frye, of Sand Lake, a widow,
has reared and educated several chil-
dren with the income from her apiary.
These are only a few, names selected
at random from scores of women iden-
tified with the Michigan State Bee-
keepers’ Association, which numbers
more than 800.

Mrs. Robinson became interested in
beekeeping when her husband, J. D.
Robinson, established an apiary. The
busy creatures, indefatigable workers,
fascinated her.

Then it so happened that Mr. Rob-
inson, because of other duties, was un-
able to continue work in the bee yard.
For the last ten years she has been
sole manager and mistress of the Rob-
inson apiaries, assistd by her two sons,
upon whom devolved the heavier work.
In one season her bees produced 25,-
000 pounds of honey. The boys are
nearly grown now. and, realizing that
one of these fine days they will be

MICHIGAN

going out into homes of their own,
she is reducing the number of hives
so that when the time comes she will
be able to handle the work alone.

Once one becomes engrossed in bees
he never gets entirely away from them,
Fascinating, wonder workers! No ar-
chitect ever has been able to improve
upon the hexagon forms of the rhom-
boidal mid-rib of the honey comb; no
mathematician has been able to find
that bees could use less quantity of
material than they employ in building
the cells that cradle the young and
that are used as store rooms for honey
and other hivehold necessities. The
interior of a hive is an exposition of
ceaseless energy and wondrous works
that defy man-made science,

One of the foremost husbandmen of
the State is Floyd Markham, Route 3,
Ypsilanti, but it would not be fair to
give him all the credit for the large
yields from his four apiaries, for his
researches that have given to the bee-
keeping world the results of many in-
teresting experiments in furtherance of
the industry. Mrs. Markham is an
apiculturist in her own right, capable
of performing any task among the
bees, and does when occasion requires,
although she confesses a weakness for
the gladiolus, having an acre or more
of the finest specimens for miles
around.

And queens! Mrs. Markham knows
all about them. As a visitor strolled
into the Markham home apiary the
other afternoon there was issuing froin
one of the strongest colonies a swarm,
producing a joyously alluring sym-
phony. The attuned beekeeper comes
to know and love the song of the
bees, whether it be the soft and dron-
ing hum of contentment within the
hive, the note of warning against in-
trusion, or the piping of the queen al-
ways heard before tbe swarm is about
to leave on a frolicking flight to a new
abode. The air was full of bees, thou-
sands of them, reveling in merry ex-
citement, and there was Mrs. Mark-
ham calmly standing in the midst of
them.

The bees presently started to return
to the hive: They had lost their queen!
Knowingly Mrs. Markham began to
look around, and soon her eyes caught
a little close knit mass of bees in the
grass near the hive. With a deft index
finger she dissembled the cluster, and
there, behold! in the midst was a beau-
tiful Italian queen, golden to the tip.
Nimbly she lifted up her ladyship and
softly imprisoned the luckless creat-
ure in her closed palm.

“I found her, I found her,” she glee-
fully exclaimed as she ran to the honey
house to cage the queen to be used
later as head of another colony, per-
haps displacing a matron who had out-
lived her usefulness.

And so it goes with queens. At the
Markham apiaries, as in all well reg-
ulated bee yards, queens are bred and
reared for replacement and improve-
ment of stock. In this scientific pur-
suit Mrs. Markham is adept and thor-
ough.

Queen rearing is a delightful pur-
suit. Bees are bred for color, for
gentleness, for prolificacy and for
honey gathering proclivities. By ap-

TRADESMAN

plication of this science and the in-
troduction of pure bred stock the
Markhams have developed their own
strain of bees, well behaved and splen-
did workers.

Though the queen is in many re-
spects an empress in name only, forced
often to do the bidding of her some-
times capricious subjects, she is indis-
pensable to the life and welfare of the
hive. Without her no colony can sur-
vive, and upon her prolificacy as a
mother depends the quantity of sur-
plus honey gathered.

There have been individual colonies,
headed by unusual queens, which have
produced 1,000 pounds each of sur-
plus in a single season. Such a Mich-
igan queen, “Honey Girl,” several
years ago, sold for between $300 and
$400 for breeding purposes.

David Running, whose apiaries are
at Filion, in the “thumb” of Michigan,
operating around 1,000 colonies, gath-
ered in 1926 and 1927 an average of
300 pounds of surplus honey per col-
ony. The amount, as well as the con-
sistency of the production, is a tribute
to his queen bees.

Michigan’s honey crop this year will
run into the millions of dollars, and
still it is not the first honey state in
the Union, largely by reason of the
fact that there is so much unoccupied
territory, particularly in the Upper
Peninsula. There, incidentally, condi-
tions are ideal for commercial apicul-
ture.

But Michigan does produce the fin-
est honey in the country. It far sur-
passes the much vaunted orange blos-
som product of California, a fact at-
tested by the premium Michigan honey
draws on outside markets. Clover
abounds in all parts of the State, the
sweet, white and alsike varieties grow-
ing not only under cultivation but wild
in large areas.

Bees, by reason of their industry
throughout the entire season of plant
growth, are the greatest known factors
in the production of large yields o.
fruit. In orchards where bees are ac-
tive as pollen carriers fruit is most
abundant, so scientific pollenation of
fruit bearing trees, shrubs and plants
has become an important part of the
curriculum of the State College of
Apiculture and Applied Science, East
Lansing. This department is in charge
of R. H. Kelty.

The practice of utilizing bees in the
development of large fruit yields has
reached its height in California and in
the large apple growing areas of the
Northwest, where apiculturists are re-
tained at attractive yearly salaries.

Rapidly this science is spreading in
Michigan, the gospel of apiculture
being carried far and wide by the State
Department of Agriculture and the
Department of Horticulture of the
State Agricultural College. Capable
staffs of scientists, teachers and in-
spectors are constantly in the field.

One of a number of outstanding ex-
amples of pollenation activity is to be
found in the beautiful country lying
between Ypsilanti and Ann Arbor. A
part of the vast Edison properties
there is an orchard of 100 acres, the
pollenation of which has been entrust-

 

F orty-sixth Anniversary

ed to Floyd Markham, of Ypsilanti.
He has been engaged to distribute
throughout this orchard during the
fruit bloom period 100 colonies of bees,
one colony to the acre. The results
have been astonishing. The bees love
the nectar in the fruit blossoms and
busily going from flower to flower
unconsciously collect and distribute the
fertilizing pollen. Left to the wind
to carry the pollen, there would be
little fertilization and consequently, lit-
tle fruit.

Back in the dim past hieroglyphics
chiseled on tablets have glorified the
labor and bounty of the honey bee.
Inspired scribes of the Old Testa-
ment drew lessons from them. Aris-
totle wrote about bees, and though his
observations fell short of the facts that
later were discovered by the genius
Francois Huber, who, although blind,
carried on in the eighteenth century
experiments that fixed for all time and
for those who may follow, facts that
had puzzled countless generations. The
ancient Greeks glorified the bee, her
industry and her thrift, by emblazon-
ing her likeness upon the coinage of
the times. Even in the present day
the bee is stamped on an Italian cop-

per piece. Bruce McIntyre.
—————_2 22> ____

Keeping Tools Unsoiled.

The white hickory handles of ham-
mers, hand axes and hatchets, which
have become soiled by grimy hands,
can be cleaned up with a piece of fine
sandpaper or steel wool. A _ special
eraser made of a combination of rub-
ber and emery is a handy article for
redeeming some of the smaller tools.
A little metal polish will make the
dull nickeled tools take on new lease
on life. Any hardware merchant who
has offered a customer two samples of
the ‘same tool—one bright and shiny
and the other only thumb-marked or
slightly shop-worn, know the customer
will take the spick-and-span tool every
time. “An ounce of prevention is
worth a pound of cure’—but if your
tool samples are soiled it will pay you
to clean them up.

eo? ____
Dodging Tariff Barriers.

Revived announcement that the fa-
mous small English Austin cars are
to be made in this country to meet a
supposed demand here for low-price
vehicles that burn very little fuel is
not likely to alarm our makers of han-
dy gadabouts on wheels. But the news
is interesting as another item pointing
to a disposition on both sides of the
ocean to save freight charges and cus-
tom house tolls by export of capital
and ideas in lieu of goods. Both ford
and General Motors are doing this on
a considerable scale. Why should not
Austin follow suit? There is more in
foreign trade these days than meets
the eye in reports of exports and im-
ports.

—_2+-.___

When a man really concentrates on
any problem, he is sure to find ideas
and suggestions of value for its solu-
tion in what he reads, in what he sees,
in the incidents of his daily life, in
everything about him. He has attun-

ed his mind to get what he wants. He
has prepared himself to levy tribute
on whatever crosses his path.

»
«

 

4

—#

 

cuniondienabette a eabeieaion

 

 

 

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN

Michigan Shoe Dealers Mutual

Fire Insurance Company

LANSING, MICHIGAN

 

 

Purely Mutual - Full Legal Reserves

 

 

Originally for Shoe Retailers only, now writing freely
all classes of Mercantile property

 

 

More than $400,000.00 returned to policy holders in

dividends since organization

 

 

PROMPT ATTENTION GIVEN TO INQUIRIES
Address

L. H. BAKER, Secretary-Treasurer

 

71

 

 

 

72

NO MORE HOLIDAYS.

 

We Already Have Too Many in This
Country.

The growing number of holidays
being observed in our country is be-
coming an acute problem to American
business. While it affects the the man-
ufacturer. nevertheless he can more
readily adjust his production schedule
and adapt himself to the situation. The
retailer, however, is concerned primar-
ily with the business of distributing
the necessities of life of the consumer
and these wants must be met three
hundred and sixty-five days of the
year. During the past decade the more
progressive retail stores of this coun-
try, prompted by a humanitarian point
of view towards their co-workers, have
decreased the number of hours of the
business day. Not only has the busi-
ness day itself been shortened. but
merchants to-day have adopted either
the half day closing or whole day clos-
ing each week during the summer
months in order to afford their em-
ployes an opportunity for relaxation
which they deserve. Unfortunately all
merchants have not seen the wisdom
of thus protecting the health and gen-
eral welfare of their employes. The
result has been that progressive mer-
chants in many parts of the country
have been forced to meet the competi-
tion of those stores which remain open
holidays whenever possible, which are
open every business day of the year
regardless of the season, and which
remain open one, and in many instances
every evening of the business week.

Consumer demands know no _ holi-
days. In every trading area there are
always a number of prospective cus-
tomers who will shop at times which
are most convenient to them with no
regard whatsoever as to observance of
holidays which are recognized by the
more progressive retailers of the com-
munity. No one will question the
propriety of all merchants, in fact all
business, observing certain holidays
which have through tradition become
recognized as National in importance.
However in certain states of our coun-
try legal holidays have become estab-
lished, the observance of which is ac-
cepted on the part of the larger and
more progressive merchants but which
is not rigidly enforced on the part of
other merchants who desire to remain
open. Massachusetts in particular has
its share of such state holidays. The
19th of April known as Concord and
Lexington Day; the 17th of June in
observance of the Battle of Bunker
Hill, are examples of holidays held
in the Bay State and not observed
elsewhere in our country. Other states
have such public holidays as; January
8, Battle of New Orleans Day, ob-
served in Louisiana; March 2, Texas
Flag Day, observed in Texas; March
25, Maryland Day observed in that
State only; June 15, Pioneer Day in
Idaho; August 16, Anniversary of the
3attle of Bennington, in Vermont;
Sept. 9, Admission Day in California;
Sept. 12, Defenders’ day in Maryland,
etc.
Nov. 11, Armistice Day, is now ob-
served as a legal or public holiday in

 

MICHIGAN

the states of Alabama, Arizona, Arkan-
sas, California, Colorado, Florida, Mon-
tana, Nebraska, New Jersey, North
Carolina, North Dakota, Pennsylvania,
Illinois, Iowa, Louisiana, Minnesota,
Rhode Island, South Dakota, Tennes-
see, Texas, Vermont, Virginia, and in
other states by the Governors’ annual
proclamation.

November is a month which is es-
pecially “blessed” with holidays for in
many states the first Tuesday after
the first Monday in November is gen-
erally observed as the general election
day, and the last Thursday of the
month is observed in every state in
the Union as Thanksgiving day, by
proclamation of the President.

When days have been set apart for
the observance of patriotic epochs in
our Nation’s history, or to honor the
memory of those who have laid down
their lives for their country, we most
respectfully hesitate to suggest that
the memory of these events should not
be kept alive to posterity through ap-
propriate observance. But we do feel
that many holidays have crept into
our calendar which have more or less
a common purpose in their observance
and that business should give serious
consideration to the merging of these
holidays to the end that they may be
decreased in number. For example,
many leaders in our industrial life
whose patriotism could not be ques-
tioned for a moment have suggested
that Armistice day and Thanksgiving
day be jointly observed in this country
as has been done in the neighboring
Dominion of Canada; others have
maintained, as Ex-President Coolidge
did in 1928, that the day should be
observed with displaying the United
Sates flag and conducting suitable ex-
ercises in churches, schools and other
suitable place and that the observance
of two minutes of silence in memory
of those who gave their lives during
the great conflict of the kaiser’s war
is the most appropriate manner of
paying tribute to their memory. Then
again another group feel that because
there is a similarity of purpose in the
observance of Armistice day and
Thanksgiving day, namely, honoring
the memory of those who have fallen
in all wars of our Nation’s history,
that the proper thing to do is to ob-
serve these two holidays jointly. Of
course, this would not exclude the Na-
tion’s observing the two minute period
of silence and other appropriate exer-
cises on Nov. 11, the actual date of
the signing of the Armistice.

We repeat again, however, that the
problem of the ever growing number
of holidays is becoming more and
more serious to our Nation’s business.
They are becoming a source of great
economic waste which affect not only
those who have their capital invested
in business enterprises, but also mil-
lions of workers whose purchasing
power is materially decreased because
they do not receive compensation for
those forced days of idleness. On the
other hand we must not lose sight
of the fact that some of our holidays
create consumer wants which other-
wise would not exist. We think the
time is opportune when merchants,

TRADESMAN

Forty-sixth Anniversary

 

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GRAND RAPIDS MICHIGAN

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a

Forty-sixth Anniversary

MICHIGAN

TRADESMAN

73

 

manufacturers, legislators, economists,
educators and historians should direct
their attention to this problem of hol-
idays and strive to reach a satisfactory
solution which will uphold the his-
torical tradition of our Nation and at
the same time preserve and maintain
the economic prosperity of our coun-

try—Dry Goods Bulletin.
—_2-2____
Tells How Advertising Managers Make
Plans.

That employes might better under-
stand the workings of this busy and
important department, Bloomingdale’s
(New York) recently explained to its
co-workers in a general way “how we
do our adverising.”

“All department’ stores do not fol-
low the same methods in the prepara-
tion of their advertisements,” the state-
ment read. “Bloomingdale’s, for ex-
ample, is almost alone in the use of
the divisional advertising manager. In
most department stores there is but
one advertising manager, under whom
there are  copy-writers, production
men, layout artists and a regular art
staff.

“We, however, have sponsored the
idea of specialization and there is a
divisional advertising manager for each
merchandise group. This manager and
his assistant write all the advertise-
ments for their departments’ and man-
age the production as well.

“Because of the importance time
plays in our work, everything musi
move with clocklike precision. At the
beginning of each month the buyer of
each department is allotted a certain
amount of money to be spent on ad-
vertising. The divisional manager then
confers with each buyer and they ar-
range a schedule of the newspapers
and dates for the appearance of his
advertisements. From this schedute
the divisional manager works. One
week before the day on which the ad-
vertisement is to appear the buyers
send a short description of the mer-
chandise to the advertising department
and, if the item is small enough, the
merchandise is sent to the art room.

“When the different pieces of copy
sent in by the buyers have all been
assembled, they are taken to the layout
artist. It is the function of the layout
artist to plan the amount of space
each department is to have. This is
based, of course, on the amount of
money they are spending. Once this
has been figured, the artist arranges
these sections in the most attractive
and artistic manner. possible.

“The completed layout, which bears
indications of where. the engravings
are to appear and what size they are
to be, is then given to the art depart-
ment and they are instructed as to
what they are to draw and the manner
in which the work, should be done.

“The art work completed, cae ad-
vertisement is then written and the
production work then follows. The
newspaper in which it is eventually
printed receives the marked up copy
and drawings and follows the type and
engraving instructions. The following
day a proof of the advertisement is
received and the divisional manager
makes his corrections and returns it.
A corrected proof is then seit This

continues until the advertisement is in
good enough condition to run in the
newspaper, and is then released, hav-
ing received the approval of the ad-
vertising head. No advertisement may
appear in any publication without his
sanction.”

 

EU ‘
The Merger’s Discount Problem.
Recent mergers are raising some in-

teresting questions regarding selling

policies. The producer
elect to choose between independents
and chains, giving preference to the
former for the very practical reason

single may

that they still take by far the larger
part of his output. Relatively small
combinations with limited markets and
may feel
equally free to discriminate. But when
it comes to union of great companies
with National
tionate capital structures, such prob-
lems assume a more complex aspect.

no onerous capital burden

markets and propor-

For the merger of large dimensions,
if it is to make a joint return on its
investments, must expand its markets
even more than it must contract ad-
ministrative and operating expenses,
and to do this while playing favorites
in the field of dealer good will is by
no means easy. This is particularly
true in the matter of discounts. Many
companies that allow them for quan-
tity purchases impose no conditions,
merely taking advantage of the broad
power granted by the Clayton Act to
lower prices for large orders. Another
policy holds out discounts as a reward
Still another
makes eligibility for discounts depend
on increased sales in individual stores.
The last-mentioned plan helps the in-
dependent dealer chains must
operate their units as a whole and
cannot easily earn advantages that ac-
crue from isolated effort. As a result
independents in some lines have ac-
tually buying goods on better
terms than the chains.
joinder open to the chains is to with-
draw such goods from special sales
effort. This the manufacturer could
stand with tolerable equanimity as long
as it was his own affair. But when
he became part of a merger compelled
to increase purchaser good will as well
as plant efficiency, inertia, not to say
ill will, on the part of a considerable
group of outlets was no longer neg-
ligible. The question now bothering
some of our mergers is how to keep
dealer good will uniformly abreast of
consumer good will.

for increased purchases.

since

been
The only re-

— > 2 2>___

Curious Throng Stores in Japan.

The development of large depart-
ment stores in Japan is so recent that
the average customer looks upon a
visit to one aS an opportunity to en-
joy an atmosphere of modernity and
luxury. The stores represent to the
Japanese a super-commercial exhibi-
tion. It is not uncommon for great
crowds to go shopping without any
intention of making purchases.

Sight-seeing parties from country
districts, family groups, and bodies of
students from schools may be seen in
the stores at almost any time. In the
summer season all of the principal
stores in Tokio place at the disposal
of their customers large attractive roof
gardens.

 

 

 

  

 

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,

~ THE TANGLEFOOT COMPANY
‘ Grand Rapids, Michigan

 

é

 

 

 

 

 

 

THE MURDER OF NEGA.

 

Trial, Conviction and Punishment of
the Perpetrator.

Among the criminal records of early
days of Western Michigan, the most
important is that which treats of the
murder of Nega, an Indian woman,
and the capture and trial of E. M.
Miller on the charge. It appears that
on Dec. 20, 1842, two men, Miller and
Hovey, were proceeding wtih a team
from the forks of the Muskegon to its
mouth when they fell in with two
squaws, one the mother, the other a
child of ten summers. Miller forcibly
stopped the mother and drew her to a
place near by, where he pitched his
camp for the night. The child, fright-
ened, ran into the woods. In the
morning the woman was found dead.
Miller ran for the lake shore intend-
ngi to escape, while Hovey took the
team back to the starting point. This
murder was perpetrated Dec. 21, 1842.
The murderer broke her neck, then
drew the body into the forest, covered
it wtih brush and, believing that he
could escape, started along the trail
toward the lake shore, thence down
the frozen ice to the mouth of the
Kalamazoo river en route to Chicago.

The Indians of the Muskegon soon
noticed the disappearance of Nega and
entered at once on a search. Savage
intelligence led the searchers to the
scene of the first struggle, and onward
still to the locality where the body of
one of their most favored women lay
cold in death. The Indians halted not
for council, but dashed forward in pur-
suit of the murderer and tracked him
to the settlement at Muskegon. Here
he succeeded in eluding capture. The
murdered woman was the daughter of
the Muskegon chief and wife of a sub-
chief, a very important squaw in the
village circle; theerfore the Indians
cried out for revenge. Failing to ob-
tain a clew to the whereabouts of
Miller, they started for Grand Rapids,
related their story to Rix Robinson and
Louis Campau, and only rested when
they saw that their white friends were
determined to seek out the murderer
and punish him.

Robinson and Campau lost no time
in Observing their promises to the In-
dians. One rode in haste to Grand
Haven, while the other superintended
the scouting parties in the neighbor-
hood of the rapids and along the river.
The former, on arriving at Grand
Haven, waited on the newly elected
sheriff—Thomas D. Gilbert, later of
Grand Rapids—and instructed him to
proceed at once in pursuit of Miller. At
that time Robinson was a most influ-
ential citizen of the county and the
State. An order from him in such a
case as this was claimed instant ac-
tion, so that the sheriff of Ottawa
county had no alternative left but to
obey. Mr. Gilbert was then young and
filled with the enthusiasm of a young
man who succeeded in winning a place
in popular esteem. He exerted all the
faculties which are generally brought
into play by the chivalry when any
serious question is presented and form-
ed the conclusion that Miller did not
halt at Muskegon, but pushed onward
with the intention of reaching Chicago.
Under this opinion he examined the

MICHIGAN

snow-clad shores of the lake for some
miles above and below the estuary of
Grand River, but failing to find even
a track, he concluded to try the glare
ice on the lake. He had not proceeded
far when he discovered the clear ice
stained with tobacco juice. Aware that
the red men did not possess all the ac-
complishments of their white brothers,
he was not slow to conclude that here
he had struck the murderer’s trail.
Pushing forward he soon discovered
another evidence of the tobacco-eater
passing that way, and, following up
the clue so found, traveled onward un-
til the tobacco marks on the ice were
hidden in the darkness of night. Even
then he did not return, but with an
official earnestness determined to reach
the lighthouse near the estuary of the
Kalamazoo river. Having reached
that point he asked the officer in
charge whether a man passed that way
during the day. He was answered
negatively. Then he instructed the
light keeper to send his boy over to
the village of Saugatuck without de-
lay if a man should pass. That night
Mr. Gilbert actually proceeded to the
village, where he had supper and a
rest. Early next morning the light
keeper’s boy came to inform him that
a man had arrived at the lighthouse.
Without loss of time the young sheriff
proceeded thither, entered, and, salut-
ing the stranger, “How are you, Mr.
Miller?” informed him that he was the
sheriff of Ottawa county in search for
the murderer of an Indian squaw.
“Very well,” replied Miller, “I sup-
pose I must go with you.” In return-
ing along the shore, the sheriff pointed
out to the culprit the signs which led
him to follow up the trail and also the
spot where he ceased to observe the
tobacco stains. “Well,” said Miller,
“I turned off the track at nightfall,
went behind the sand hill, lighted a
fire and encamped there during the
night. This is how you missed me.”

The march to Grand Haven was
performed in silence. Arriving there,
the unfortunate prisoner was placed
in irons for the night, and brought on
to Grand Rapids the succeeding day,
where he was placed in jail to await
trial.

While he was in prison, the Indians
came from all parts of the country to
obtain a glimpse of him who murdered
the “pride of the Indian village of
Muskegon.” The warriors appeared
curious, yet did not betray a sign of
deep anger or dreams of revenge
which rankled within their hearts. In
their converse with the old traders they
were earnest in their demands for his
death, stating the facts that justice re-
quired a life for a life and justice must
be done. The assurances given by Rix
Robinson and Louis Campau satisfied
them, but not until after the trial did
they cease to visit the village and
gather round the jail.

The day of trial arrived. Judge
Ransom presided. T. B. Church, as-
sisted by Mr. Clark, of Kalamazoo,
prosecuted. The grand jury was com-
posed of the principal men of the
county. The counsel for the defense
were George Martin, Johnson and
Julius Abel. Chief Justice Ransom
opened the circuit court May 17, 1843.
The grand jury met May 20, 1843, was

TRADESMAN

sworn, and after a short consultation
returned a “true bill” against Miller.
In the absence of the prosecuting at-
torney, Thomas B. Church was ap-
pointed by the Governor to represent
the people. He was then quite a young
man, enthusiastic and determined. This
was his first great criminal case, and
to render the cause of the people suc-
cessful, he left no honorable resource
unemployed. Every statue and ruling
bearing on the crime of murder was
studied in full, the legal documents
were prepared with the greatest care;
neither formality nor technicality was
unobserved, so that when the indict-
ment was read and its varied, salient
features dwelt upon, the counsel for
the defense, though able, realized that
they had to grapple with a tiger rather
than a lamb.

The morning of the trial was dark
and gloomy, yet every hour brought
large delegations from all parts of
Kent, Ottawa, Muskegon and Ionia
to witness the trial. Indians came
hither in large numbers and swelled
the throng. All was intense excite-
ment; the small court room in the
beautiful courthouse of that day was
completely filled; the crowd without
was dense indeed. As the morning
grew toward noon, the clouds grew
darker and the low, rumbling sound of
distant electric explosions could be
heard, giving notice of the coming
storm. Still the people continued to
crowd into the village and to the pub-
lic square, and there each one took a
place, waiting expectantly to hear a
word from the orators within the
temple of justice, and hoping to learn
the result of the trial before returning
to their homes.

About 3 o’clock in the afternoon the
prisoner’s counsel addressed the jurors,
the acting prosecuting attorney re-
viewed the evidence tendered, and
closed his great labors of that day by
a brilliant appeal to his countrymen on
the jury to give justice for justice’s
sake and right the wrongs of the na-
tives, even as they would those of the
“New Americans.” The testimony
closed on Wednesday, May 24, when
Judge Ransom charged the jury in a
solemn manner. He _ reviewed ° the
testimony of each witness, the circum-
stantial features of the murder, defined
the law in the case, and then directed
the jury to find a verdict in accordance
with the facts. The jury retired at 3
o'clock p. m. At this moment the
thunderstorm swept past in all its
fury. Lightning, thunder and rain
aided each other in rendering the scene
terrific in the extreme. The jurors
stood motionless; the judge himself
wondered what all this disturbance of
the upper world portended; the build-
ing was shaken to its fowndations; the
people stood aghast. It seemed to be
the storm-king giving warning to do
justice and the jury took the hint.
After retiring to the room, peal after
peal of thunder rang out; each flash
of lightning seemed to halt in_ its
flight as if to enliven the darkness
which spread over the land; a steady
torrent of rain poured down until it
seemed that Heaven was at war with
the earth.

The jury agreed upon a verdict at
11 o’clock at night and returned re-

 

 

Forty-sixth Anniversary

luctantly to deliver it. Charles H.
Taylor was clerk at the time, and in
reply to the question, “Have you
agreed upon a verdict?” received the
answer, “We have.” “Is the prisoner
guilty or not guilty?” The foreman, in
answering, trembled violently, recov-
ered a little, and had just sufficient
strength left to reply, ‘““‘We find him
guilty of the crime, but recommended
him to executive clemency.” At this
moment the roar of thunder became
deafening. The lurid glare of electric-
ity was nature’s kaledioscope, lighting
up the scene. The prosecuting attor-
ney, counsel for the prisoner, prisoner,
judge and audience were all silent un-
der the influences of the occasion; the
jurors were singularly timid, yet dis-
turbed nature did not show signs of
peace or approval, but continued her
wild show throughout the night.

The following day Judge Ransom
delivered sentence. In view of the
fact that a bill was pending before the
Legislature, providing for the aboli-
tion of capital punishment, the prisoner
was sentenced to be hanged Feb. 25,
1844, so that the judge, who witnessed
the proceedings of the day and the
night previous, would not have to say
in other and later years that he was
the last judge in Michigan to sentence
a fellowman to the scaffold, nor per-
mit the jurors to hold themselves re-
sponsible for his death. The “abolition
bill” did not pass the Legislature that
year, so Sheriff Withey made full
preparations for the execution. <A
scaffold was erected on the public
square in February, 1844, under the
sheriff's orders. However, friends of
the criminal interested themselves in
his behaf and succeeded in obtaining
a reprieve. Before the term allowed
in the reprieve expired, the act abolish-
ing capital punishment was approved,
the sentence of death set aside and im-
prisonment for life substituted. Miller,
however, did not remain in prison
many years. His relatives in Maine
interested themselves in his behalf, and
this fact, coupled with the more im-
portant one that Hovey, the man on
whose evidence the prosecution relied
for conviction and on whose testimony
Miller was sentenced to be hanged,
when dying confessed that he it was
who killed the squaw and not the un-
fortunate man who was in prison. Un-
der such circumstances the Governor
signed a pardon and the victim of evil
company was discharged. To say that
Miller was not equlaly guilty with
Hovey is out of the question; nor is it
possible to become convinced that he
who would consign a neighbor to the
hangman, could tell the truth, even on
the brink of Eternity.

M. A. Leeson.
——_++~>_
Unused Asset.

What is it that every business has
but seldom uses?—asks Cameron Mc-
Pherson. No, it is not a bank account
—it is satisfied customers. Satisfied
customers are taken for granted like
taxes, insurance and charges. But
they should not be taken for granted,
because collectively they are the
greatest force that can be brought to
bear for adding new customers and in-
creasing sales.

’

and

 

 

——

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN

75

 

 

Owen-Ames- KIMBALL CoMPANY
BUILDING CONTRACTORS

GRAND RAPIDS, MICHIGAN

rs

In every estimate—in every contract
—there is incorporated in our dealings
that mutual fairness to the owner, the
worker and the builder that must
obtain in all modern industrial rela-
tionships.

“O)
&

For more than a quarter of a century we have left our im-
print upon the building of Western Michigan. We have
built the humblest of social and industrial shelters and we
have erected the largest and most enduring structures.
And it has been our experience, through the years, that
those who build when there is a lull in the industrial tem-
pest, build wisely and well. They are prepared for the
steady growth, the natural development which is sure to
follow.

All signs point not to a boom but to a steady forward
movement. The tremendous responsibilities, social and
economic, which will fall upon the American people in the
next few years, must include a consequent industrial ex-
pansion. This expansion will require room, housing. It
will require better factories, better schools, better
churches, better institutional quarters. It will require
better homes, better roads, bridges and terminal facilities.
Inventory your own relation to this development and let
us discuss with you your building needs, no matter how
large or how small they may be.

 

 

 

 

 

 

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

OUR NATIONAL IDEALS.

 

Christianity and Education the Char-
ters of Democracy.

The student of history sees two op-
posing forces in the life of our world.
One is the centralization of authority
and the other is the dissemination cf
it. One is aristocracy — the other is
democacy. Standing to-day with the
light of liberty falling across our paths,
we almost wonder whether the worid
ever held the notion of the divine right
of kings. And this doctrine was pre-
eminent for centuries and scarcely any
other deemed defensible. But amidst
the most splendid triumps of this no-
tion, you find one here and there who
was prophetical encugh to view from
Mt. Nebo the Canaan that was afar.
The centripetal forces socially, po‘it-
ically and religiously always sought
the exaltation of the few. But over
against these you must place the cen-
trifugal agencies. At times the glim-
mer of light has been scarcely per-
ceptible, but from the dark afternoon
when on calvary’s brow the divinest

 

 

 

 

Rev. J. Edward Kirbye.

there has been the diffusion of forces
making for democracy. The democratic
spirit, like the evolution of the acorn
into the oak, has been the mightiest
this day with its present promise and
prophetic hope — silently and surely
tragedy of history was enacted, to
force since the Christ of Capernaum
told the humble fishermen that his
gospel was for all the world.

Jesus Christ never mentioned the
word democracy. But the principles
of His kingdom in operation in society
will produce it. He taught the value
of a man—the fatherhood of God—
universal sonship and an infinite solici-
tude that reached to the uttermost.
Such principles as these could not fail
in that evolution of revolution that all
men experience as they come to be-
lieve fully in Him. In the darkest days
of European history, when it seemed
as though aristocracy had throttled de-
mocracy to the death, you find the
church holding the notion that all men
were entitled to its privileges and noth-
ing should stand in the way of the
lowliest coming into his rights in the
kingdom of heaven. Human rights

were not always as fully and clearly
recognized as now, but it showed the
potency of the principle.

The crusades of our mediaeval era
have been the enigma of the historian.
It has been a question as to their
The best blood of Europe has
ineffectual effort to

value.
sacrificed in an
drive the Saracen from the sacred spots
in the. Holy Land. But there is a
while. The
system of Europe

lesson worth crusades
broke the feudal
which was the barrier preventing the
rise of the common people. Feudalism
had spread over Europe and the feudal
Lord was an oppressor beyond the
severity of the vandal or the Saracen.
But he gave his services gladly under
the inspiration of the enthusiasm arous-
ed by Peter the Hermit and Bernard
of Clairvaux. When he became a pris-
oner in the East it was necessary for
him to appeal to those who worked
his lands. Lands were given for ran-
som money and thus the common peo-
ple emerged from a bondage that had
threatened to engulf them. It was one
step in the realization of the demo-
cratic spirit in Europe.

The Saxon character of Germany
was to add to the leaven. Christianity
and civilization had been wending their
way westward. The heroic efforts to
assimilate, absorb, and regenerate the
tribes of Europe form one of the fas-
cinating chapters of history. In the
north of Europe these fierce tribes
baffled efforts for years. They were a
sturdy stock, loving the woods and
independence. Climate and successful
resistance to the elemental forces of
nature had made them liberty loving.
Charlemagne was years in subduing
them. The assimilation of the blood
of these people into the life of Eu-
ropean civilization made the demo-
cratic spirit natural and possible; made
Martin Luther and the reformation of
the sixteenth century in Germany and
helped to mould the liberty loving
character of England. When we study
the influences making for democracy
in mediaeval civilization we must not
overlook the independent character of
the Saxon of north Europe.

The inherent love of man for lib-
erty and his ability to feel oppression
in proportion as he comes into the
larger light of the ages, have saved
him oftentimes from the tyranny of
aristocracy. The rise and fall of the
republics of Europe were prophetic of
the golden age when every man should
share in the smiles of civilization. They
were prophetic of the fact that the
liberties of man are not always to be
upon the scaffold. These insignificant
republics have made their contribution
to the onmarching democratic spirit
of the world.

The Magna Charta of England was
the product of the democratic spirit.
The Saxon blood of England, com-
bined with the benevolent disposition
of the Angle, had produced a charac-
ter well fitted to champion universal
rights. The Magna Charta is an ex-
pression of that character which has
influenced the ages mightily.

The rise of the Pilgrim and Puritan
in England, the Huguenot in France
and the Covenanter in Scotland ac-

celerated in large measure the demo-
cratic spirit. All are familiar with
their struggles against prelacy and the
persecutions that sent them to the
shores of America. The religious and
political aspirations of these people
who settled along the Atlantic sea-
board, in comparison with the achieve-
ments and ideals of the present, reveal
the tremendous potency of the prin-
ciple. Aftr the war of the revolution
had produced the Declaration of Inde-
pendence, you hear a Puritan preacher
standing before the people of a South-
ern colony where church establish-
ment existed, pleading for the larger
liberties to which the people were en-
titled. “Yield to the mighty current
of American freedom and glory,” he
said, “and let our state be inferior to
none on this wide continent in the
liberality of its laws and the happiness
of its people. Men of true sentiment
will scorn political where they cannot
enjoy religious liberty.” And it was
this spirit that triumphed throughout
all the colonies.

There are three great institutions
in American life making for democ-
racy. Each has contributed a share in
the making of our ideals. These three
influences more than any others have
developed the American character and
shaped the laws that govern us as a
people. No one will insist or intimate
that we have reached the ideal. There
are vast areas to cover and colossal
achievements just beyond our reach.
But that the day of democracy has
dawned and the sun approaches the
zenith, all who are careful students of
our economic life will admit.

The first great influence cementing
the colonies and producing our demo-
cratic Americanism was our Govern-
mental ideals. Thomas Jefferson im-
mortalized the Nation when he wrote
“All men are created free and equal
and endowed with certain inalienable
rights, such as life, liberty and the
pursuit of happiness.” It was crystal-
lizing the heroic struggles of democ-
racy in the past, into a sublime creed
which was to master coming ages.
That thought in the life of the people
makes tyranny forever impossible. The
constitution of the republic guaran-
tees the liberties of all and seeks the
welfare of the Nation in the rights of
the many versus the interests of the
few In fact.the notion is gradually
disappearing that there can be any
interest outside the interests of all,

This principle runs through all our
Governmental institutions In theory
at least those who are in authority de-
rive that authority, not from birth or
rank, but because the people have en-
trusted them with their responsibilities.
In the last analysis all are amenable
to the citizen who constitutes the only
abiding authority. The logic of democ-
racy demands the application of this
principle without fear or favor if the
Nation is to endure. However, there
may be some limitations If, for in-
stance, the majority determine that a
certain class of citizenship is incapable
of appreciating the blessings of de-
mocracy and is unable to maintain its
ideals, then it becomes a duty to see
that such a class is prohibited from
doing violence to the whole.

The difficulties of maintaining our
Governmental ideals are many. But it
has been done and can always be done
with vigilance.

And the influence has not only per-
meated our civic life, but has extended
to lands beyond the seas. One of the
most pathetic sights in the Nation to-
day is to witness the moving army of
immigrants landing at Ellis Island.
There are the depraved and vicious—
but there are also thousands who have
felt the old world tyranny and have
heard of the Nation which guarantees
liberty. -

The second contribution to the dem-
ocratic spirit has been from the church-
es. The non-conforming policy was
largely influential in the early days of
the republic. Even those churches pro-
fessing alliance with authorities in Eu-
rope were from the necessities of the
case compelled to take to themselves
liberties denied them. It is not strange
that the government of the township
was modelled after the government of
the church. The polity of the churches
of America, as well as the religious
aspirations of the people have con-
tributed in large measure to our ideals
of democracy. The clergy have in the
main taught the people to think and
this always means liberty. In all great
reforms affecting mankind they have
always been in the vanguard as cham-
pions of the people. It has always been
true in America. The Christian church
is one of the safeguards of our best
ideals.

The third influence emphasizing the

ideals of democracy has been the school
system. The Puritan believed in edu-
cation because he thought it the means
of making other men believe as he
did. There could be no trouble in a
nation if the people believed the same
things. That was a mistaken concep-
tion so far as theology was concerned,
but not so regarding national ideals.

The Nation has evolved its public
school system because it desired an in-
telligent citizenship. An _ intelligent
citizenship means the prevention of
aristocracy. Autocracy has only been
enabled to maintain itself when the
masses have been illiterate and in-
capable of justifying their rights. In
America the attempt is made to lift
the children of its citizenship into an
intellectual atmosphere, giving a strong
mind capable of being and doing what
the complexities of life demand. It is
the safeguard of the rights of the peo-
ple. In the public school the children
meet upon a common level. Social
distinction will always exist. But in
the school room the lowliest boy learns
that “the heights by great men crown-
ed and kept were not attained by sud-
den flight: but they while their com-
panions slept were toiling upward in
the night.” Nothing stands in the way
of ambition. The common school, the
high school, the college, the university,
make their contribution to the main-
tenance of the spirit of democracy.

These are the influences which have
created our ideals and these are the
influences that must continually call
the wayward to repentance and the
slothful to devotion.

J. Edward Kirbye.

 

 

>

Forty-sixth Anniversary MICHIGAN TRADESMAN 77

 

 

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PETOSKEY MICH.

 

Petoskey Quality and Service continue to attract the approval

of discriminating Architects, Engineers and Builders

 

USE PETOSKEY CEMENT
FOR APPEARANCE - STRENGTH AND PERMANENCE

 

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Petoskey, Michigan

 

 

 

 

78

MICHIGAN

Tradesman Company Is
Important Factor In
Business in Michigan

 

Publishers Play Big Part in Commercial Field—
Make National Reputation as
Bond and Stock Printers

 

Reprint from the Grand Rapids Herald

Outside of financial and mercantile circles, the name
Tradesman Company signifies but little to the average citizen,
any more than as publishers of the Michigan Tradesman,
and even in the printing industry few realize the part it has
taken in the building up of the financial, mercantile and com-
mercial end of the business in this city and state.

Starting away back in the
eighties, the career of the
company illustrates what vi-
sion, energy and perseverance,
coupled with an indomitable
spirit, can accomplish. Com-
ing to the city as a printer,
K. A. Stowe held editorial and
managerial positions on the
old Democrat, Eagle, Leader
and Times, merely as stepping
stones to visions he saw ahead.

His entire ambition
centered on the establishment
of a mercantile trade journal
and he was interested in the
mechanical end of the business
merely as a means to an end.
It was only a short time be-
fore his association with busi-
ness men enabled him to
realize that the newspapers of
that day were not represent-
ing the fast growing financial,
commercial and mercantile in-
terests of even that time, and
he visioned a class journal in
the interests of the wholesa!
and retail trades which would
be a leader in the field.

was

On broaching the subject to some
of the principal business men of that
day he was given little encouragement,
but his earnest and enthusiastic ap-
proach ultimately won their co-opera-
tion and they volunteered to support
him with advertising patronage and
subscriptions. The struggle of his life
then started and there were times when

 

one with a less dominant spirit would
have given up the battle. However,
the Tradesman soon scored the suc-
cess it deserved. Later on he brought
into his organization the late Warren
N. Fuller, the first commercial artist in
Grand Rapids to engrave illustrations
on wood for printing purposes, which
was the only method of illustration in
that day.

This proved and advantageous com-
bination and from that time on the
Tradesman company took first> place
in commercial printing and illustrating,
making many furniture catalogues, not
alone for the furniture manufacturers
in Grand Rapids, but in other parts of
the United States as well.

The company has always aimed to
keep pace with modern ideas and meth-
ods and later on added a complete en-
graving plant to its equipment.

While Mr. Stowe at this time paid
little attention to the commercial end
of the business, it was his idea, from
constant contact with merchants, that
something was needed to improve the
keeping of accounts and he devised
the Tradesman coupon book, which
enabled the merchant to put the ac-
counts of his customers in one entry
by means of a five or ten or twenty-
dollar book which could be used as the
equivalent of money by any member
of the family, thereby eliminating the
constant annoyance over disputed store
accounts incident to the pass book and
other antiquated charging systems.

Through all these years the Trades-
man built up a reputation for integrity,
honesty and fair dealing, long before
the word “service” became so common.
Mr. Stowe became interested in large
corporations and manufacturing inter-
ests and, as a natural consequence, the
company commenced to specialize in
printing stock certificates until at this
time they print a large portion of the
corporate stock issued in Michigan and
also for many companies in other
states,

TRADESMAN

While, as before stated, Mr. Stowe
has taken little interest in the com-
mercial end, he has taken especial in-
terest in the fitness and character of
the men placed in charge of it. Short-
ly after the war, when conditions made
it necessary to secure a new manager
for the printing department, F. A.
Wiles of Detroit, with a lifetime ex-
perience in paper stock and printing,
was selected for the position.

This connection clearly demonstrates
Mr. Stowe’s ability to pick a winner,
Mr. Wiles having developed certain
specialties in the prining line which
have given the Tradesman company
great prestige and Nation-wide recog-
nition. It now has customers in near-
ly every state for the specialized prod-
ucts which have been developed un-
der the administration of Mr. Wiles
and his carefully selected associates
and assistants. :

Mr. Wiles was not long on the job
before he saw the opportunity of add-
ing bonds to the printing of corpora-
tion stocks. Only those with experi-
ence in this line of work can realize
the prejudice to overcome when it is
known that nine-tenths of the bonds
printed in the United States were
handled by two large firms who kept
representatives on the job continually,
and many who bought bonds were
afraid to trust such important work to
an inexperienced printer.

Forty-sixth Anniversary

Here, again, the reputation of the
Tradesman company, with its trained
force, corporate experience and reputa-
tion for painstaking service, won out
and gradually overcame these preju-
dices until to-day nearly every large
bond issue in the State passes through
their hands, as the accompanying il-
lustrations will testify. Bond issues
have been sent to New York, Cleve-
land, Detroit, New Orleans, Kansas
City, Duluth and one very large con-
signment has been sent to a California
company.

As an illustration of the efficiency
and service of this company it may be
stated that an order received by long
distance phone at 10 a. m. one morn-
ing was delivered by special messen-
ger at 8 o'clock the next morning in
Chicago.

The mechanical work of printing a
bond is a small item, compared with
the technical training and legal under-
standing which have to be exercised in
order to safeguard the issue relative to
its legality, which responsibility cannot
be thrown on the shoulders of the at-
torneys altogether. Up to the present
time no work has gone out of this in-
stitution containing errors that might
affect the legality of the instrument,
and it can be truthfully stated that the
company has the entire confidence and
respect of all attorneys, banks and
trust companies with whom it has done
business.

 

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Incorporated.

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Forty-sixth Anniversary MICHIGAN TRADESMAN

   

79

 

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The reputation of the Tradesman company is now nation-wide. Clients in nearly every state in the union call
upon the company for this highly specialized work. Above are reproductions of some of the certificates printed.

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80

MICHIGAN

TRADESMAN

 

Forty-sixth Anniversary

 

The Future of the Independent Store.

Advantageous Location — For in-
stance, the factor of advantageous lo-
cation! What is there in the nature
of independent or chain stores which
gives either type as such any advan-
tage over the other? Often times the
independent store may have a most
advantageous location merely through
having been first in the field. On the
other hand, the chain is apt to pick its
location more scientifically for its own
particular needs and offset any neces-
sary disadvantage because all of the
best locations have been already taken
up, by so increasing its volume and
turnover as to lower its rental per-
centage on sales to a small figure.

Environment and Atmosphere —-
Again, the factors of environment and
atmosphere fitting the type of store!
This is simply a question of capital,
brains and taste, none of which are
inherently
independent

characteristic of chain or
stores. All
mentation in layout and
display characteristic of some success-
ful chains is possible in kind, if not in
degree, by any independent store.

Effective Use of Publicity—Another
factor, the effective use of publicity in
(1) display to take advantage of traf-
fic and (2) advertising to create traf-
fic!

Aggressiveness, progressiveness and
originality in publicity occur or fail to
occur in stores, regardless of whether
stores are independent or chain.

Mass Buying — Another important
merchandising! In buying at
least, there is no doub that chain stores
have gone ahead of most independent
Mass buying

the experi-
systematic

factor,

stores in their methods.
does sometimes mean lower cost prices.
On the other hand, independent stores
are increasingly making the savings
of mass buying through group co-
operation. When we consider, how-
ever, the rapidly improving taste and
discrimination of American women and
the growing percentage of stores’ total
lines which are style and semi-style
in their nature, superiority in selection
and buying have little relation, on the
whole, to type or size of store.

Merchandise Control—From the an-
gle of effective merchandise control,
chain stores have simply
earlier than most independent stores
to the sales and profit possibilities of
best selling price lining, fashion fore-
casting, model stock planning, com-
plete stocks within these definite lim-
itations, unit and classification
control and above all turnover.

Here the chain store has made a
real contribution to the science of mer-
chandising which progressive
pendent stores are slowly but surely
adopting.

In accounting control. I believe the
independent stores through the Na-
tional Retail Dry Goods Association
and Controllers’ Congress have done
quite as much as chain stores to work
out and adopt effective systems.

Advantage of Home Management—
In that most important factor of man-
agement, the high overhead of the
central officers of chains too often
leaves available a payroll which can-
not command the same high ability or

awakened

stock

inde-

ambition in managers—and sometimes
personnel in general—that the home-
owned independent store commands,
while the local owners and managers
of an independent store draw out in
salaries, profits, dividends and bonuses
more money to spend locally than the
chain store owner.

There is still another advantage in
home management that the chains are
just now realizing that chain stores
lose good will in a community or per-
haps it might be better to say fail to
gain a certain amount of good will,
because their outside managers cannot
or will not give the same time, energy
and money to local charitable and
civic interests which is given by the
independent store heads and lieuten-
ants. In such giving, the independent
store heads and lieutenants are gain-
ing the prestige, executive experience
and a knowledge of the nature of their
communities, which is a great factor
in building up and strengthening the
good will of a strictly local business
like a department and specialty store.

Supply of Capital—As for the fac-
tor of capital, this is a bumper period
for chain stock flotations, so
that chains may be said on the whole
(temporarily at least) to have a far
larger and more available supply of
capital than independent stores. Of
course, it’s true that chains have been
showing an aggressiveness and pro-
gressiveness characteristic of too few
independent stores up to date, yet is it
exceptional for any successful inde-
pendent store to make and get all the
capital it needs?

So far as I can see, therefore, there
seems to be no fundamental advan-
tage enjoyed by either independent or
chain stores in these previously men-
tioned factors which deter-
mine their success, unless it is in some
cases with the independent store be-
cause of the personal and intimate
contact which it can maintain with its
customers.

The same might be said of any one
of the following factors.

Need of Leadership—First—there is
a very great need in retailing for an
entirely new type of vitalizing, inspir-
ing, co-operative leadership, retaining
no vestige of the old fashioned store
Not to dwell too lengthily on
this point, may I recall to your mind
just one and only one compelling rea-
son for this need of change.

Divided Leadership—At the head of
any well managed store to-day there
is a divided leadership—a leadership
of divided authority and responsibility
which must also be united in action. It
is a combination leadership of several
heads as opposed to the old fashioned,
autocratic single-headed boss. Please
don’t misunderstand me and think that
I do not realize that there always must
be a single personal head in this di-
vided leadership. But you all know
that in most successful stores, regard-
less of the number of officers or mem-
bers of the firm or whether they or
lieutenants fill these positions, there
are four distinct jobs heading four dis-
tinct phase of store management—the
controllership, merchandise, publicity
and operating management. It is be-
cause of this divided leadership that

store

obvious

boss.

stores hold so many conferences. It
is because of the lack of training in the
new type of leadership that so many
conferences and management meetings
are ineffective and time wasters.

The new type of leader will be able
in store conferences to get the best
ideas of each and everyone present and
without waste of time weld these in-
dividual ideas into effective collective
action for promotion of sales and
profits.

Value of New Co-operative Leader-
ship—What holds true regarding the
new training, the co-operative attitude
and the new divided authority and re-
sponsibility of leadership at the top,
holds true of the great body of minor
leaders in a store.

It is too much an axiom and too
little an action of present day store
heads to acknowledge that everyone
worth employing in a store has some
worth while ideas, judgment, initiative
and other qualities of leadership which
stores need to use, but which they too
often throw away.

The Store of the Future—It needs
very little observation of the more suc-
cessful better managed stores of to-
day to realize that one is not a vision-
ary when one says that the successful
store of the immediate future at least
will be more and more an educational
institution, leading and educating both
its employes and its public in how to
get the most out of work and play by
giving one’s best to work and play, in
helping both to live more largely, to
get more out of leisure, to see and sur-
round themselves with all the beauty
and best of life.

As authority and responsibility are
being more and more divided in stores
so must ability and training in leader-
ship be more and more cultivated in
the most minor executive of a store.
Do you honestly believe that you get
the best ideas, the best judgment, in-
itiative, co-operation and other execu-
tive qualities out of any of your buy-
ers, floor managers or non-selling de-
partment managers? If so, why your
difficulty in holding down the high
cost of doing business? Perhaps be-
cause of its lesser specialization and
looser, more flexible organization and
the opportunities for more varied ex-
perience, that the independent store of
moderate size offers the best field for
practical training in both major and
minor executive leadership in modern
retailing.

This, in spite of the fact that chain
stores and large independent stores
may sometimes have an advantage
through larger investment and superior
personnel in their training depart-
ments. No factor in both independent
or chain store management is so su-
preme in importance as both major and
minor executive leadership of the new
co-operative type.

Supreme Importance of Intelligent
Personnel—Everyone of us knows that
the least expensive salespeople we have
are nearly always the best paid and
best treated. You also know that this
is not simply because you pay them
most but because they are picked peo-
ple, trained Topsy style for the most
part, it is true, but nevertheless more
than commonly intelligent and inter-

ested in their customers, which most
salespeople in most stores to-day cer-
tainly are not. Too many stores most
of the time even to-day leak like a
sieve at nearly every customer contact
point—but especially the selling. Ask
any customer and that means every-
body! I challenge any merchant here
—I care not how far ahead of the
crowd his store is in its personnel work
—to make any impartial, adequate test
of any average group of his  sales-
people which will not show a chief
reason for lost sales, markdowns,
shortages, high expense ratio and red
profit figures.

“The Man Behind the Gun, More
Important Than the Gun’—I once
heard it said of one of the largest
stores in America that it goes to great
lengths in picking and training its per-
sonnel and that it could take even a
moron and fit him or her somewheres
into its organization where he or she
would be an effective unit in the ma-
chine.
ons and the fault that so many of them
act like morons lies with their store
heads—not the salespeople. Sargeant
York taught the world—is teaching it
now in his remarkable educational
work—that the man behind the gun is
more important than the gun. History
and retailing ‘both prove that this same
is as true of women as of men and
most store employes to-day are wo-
men,

Most salespeople are not mor-

Creating Loyalty and Co-operation—
I might also stress as factors for store
success or failure worthy of more seri-
ous thought and study by the heads of
independent, as well as chain, stores
three outstanding human qualities of
our generation. These are (1) the ac-
celerated pace of life, (2) the youthful
point of view of consumers (3) the
widening love of the beautiful in all
things. These have been described so
ably and so stimulatingly by Ernest
Elmo Calkins and others that I will
not dwell on them, even though they
be of great importance. But I do want
to stress just one other factor which
in greater measure would surely be
helpful to chain and is absolutely es-
sential to independent stores. This is
the inside store loyalty and team work
from top to bottom of a store’s per-
sonnel or fellow workers! Likewise
the outside co-operation which moves
non-competing independent stores to
share their figures and facts, their suc-
cesses and failures, their strength and
their weaknesses with other stores in
groups or associations—retail associa-
tions for co-operation in non-compet-
ing activities within a city and group
of non-competing stores in scattered
cities for co-operation in every pos-
sible way in which the chain stores
otherwise enjoy an advantage.

I want to emphasize that funda-
mentally the real conflict is not be-
tween efficiency and inefficiency in re-
tailing. It just so happens that chain
stores have gotten the jump on most
independent stores in some ways.

Frederick W. Aldred.

—_2+>—___
Do right because it is right and not
because you are afraid to do wrong.
——— +2 2>__
The price of progress is
problems.

more

ey

oe!

 

 

|

+~

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—

. +

ey

Fovty-sixth Anniversary

new

 

MICHIGAN

u the
~ Grocers:
baby is

(Growing

THE new Gerber’s
Strained Vegetable
Products were first
announced to the
public through ad-
vertising in the Nov-
ember issue of Good
Housekeeping. This
announcement came
after months of in-
vestigation covering
every detail of the
preparation of the
products in the man-
ner that would insure
the greatest measure
of approval by leading domestic
science institutes, pediatric authorities
—and mothers.

The reception given the first adver-
tisement exceeded any expectations.
Over 1,500 coupons from this first
Good Housekeeping advertisement
had been sent in for complete assort-
ments of the product before a month
had passed. Many of these inquiries
came from physicians. Many came
from jobbers and grocers direct.

The first advertisement of the

 

product in The Jour-
nal of the American
Medical Association
brought a similar
outstanding response.

Before the prod-
ucts had been on the
market six weeks,
stocks were in the
hands of leading job-
bers throughout the
United States. Ship-
ments had been
made on unsolicited
orders from Mexico,
India, China and
other remote places. Repeat orders
are coming in fast.

The new Gerber’s Strained Vege-
table Products promise to score an out-
standing success in a highly specialized
field—a field that gives the grocer a
scientifically planned product that
pays him a substantial profit and
identifies him with the most modern
and progressive tendencies in infant
care. It’s non-competitive —it’s
profitable—it’s a real baby—and it’s
growing fast!

 

 

Gerbers

STRAINED VEGETABLES

333% Profit

, Gerber’s Strained Vegetable Soup
is packed 24 1014 Ounce cans to
the case, retailing at 25¢ per can.
The case costs you $4.00. It sells
for $6.00. Your profit is $2.00.

Gerber’s Strained Spinach, Carrots,
Peas and Prunes are packed 24 414
Ounce cans to the case, retailing at 15¢
per can. Your cost is $2.40. You
sell it at $3.60. Your profit is $1.20.

Approved

Each product carries the seals of
approval of Good Housekeeping,
The Delineator, Modern Priscilla,

Child Life and Junior Home. Adver-
tised in The Journal of the American
Medica! Association.

Packed Right

The net weight for each package was
determined by consulting physicians,
domestic science bureaus—and moth-
ers. The cost to the mother is less than

the cost of preparing the equivalent
materials in her own home. The
sterilization of the product approaches
perfection. The package is right.

 

TRADESMAN

Advertised

Nationally Advertised
11,636,060 advertisements on the Gerber’s Strained

Vegetables are reaching mothers month after month
in the pages of Good Housekeeping, Modern Pris-
cilla, Ladies’ Home Journal, McCall's Magazine,
Woman's Home Companion, The Christian Science
Monitor, and The Delineator. Doctors are being
reached regularly with full-page space in The Jour-
nal of the American Medical Asseciation, American

and Medical Journal and

Journal of Nursing,

Record.

Send For This Special
Introductory Assortment Today

The Gerber Products are regularly packed 24 cans
to the case. Your regular cost in the case of 24 cans
—414 oz. size—is $2.40. In order to make it easy
for retailers to stock an introductory order repre-
senting a complete assortment of the entire line—
we are making this special introductory offer of a
case containing one-half dozen cans of each of the
six products in the 4!4 oz. size at $3.75—
EXPRESS PREPAID. This complete introductory
assortment costs you only 5c per dozen more than
the regular case price.

81

GERBER PRODUCTS DIVISION, Fremont Canning Company, Fremont, Mich.

Attached please find our check for $____~_-__-

for prepa’d express shipment

of __________ eases of your special, assorted case containing six 4% oz. cans
Gerber’s Strained Vegetable Soup, Strained Spinach, Strained Carrots,
Strained Peas, Strained Prunes, and Strained Tomato at $3.75 per case.
Se .

Address 2.3. Ae
Cee dees ae eS i State

 

 

 

82

MICHIGAN

TRADESMAN

 

Forty-sixth Anniversary

 

THE LAND OF SUNSHINE.

 

How It Affects a Former Michigan
Banker.

Your invitation to write an article
for the forty-sixth anniversary num-
ber of the Michigan Tradesman is a
very pleasing complement, even though
you are a bit reckless in failing to at-
tach some strings as to subject and
propriety. However, as to that, I
hereby grant you the full powers of
referendum and recall.

I am now living where censorship
is considered necessary and where the
climate is thought to especially feed
the imagination, but this article has
nothing to do with California. My
situation reminds me of the young
lady who, being asked how she hap-
pened to be born in Georgia, replied:
“So she could be with mother.” I am
living in California, so I can be near
my children. All I have in mind re-
lates to Michigan and the Tradesman.
(If I can put it in suitable words to
pass the editorial giasticutis).

I have been behind a bank counter
in various parts of Michigan almost as
many years as the Tradesman cele-
brates and during the most of that
time it has come regularly to my desk.
In trying to determine just what ap-
peal the Tradesman had to my inter-
est as a banker, I quickly come to
that feature of its service, which is
headed In the Realm of Ras-
cality. Not that it has failed to be a
strong magazine in all the field it
seeks to cover, but here is a particu-
lar service which, to my thinking, has
saved more pecple from loss of money,
calling attention to some
awakening a

now

either by
specific instance or in
general caution on the part of those
who read the articles, than all the
newspapers in Michigan.

Most publications have what they
term a “policy” and its utterances are
whittled and sand-papered to that end.
The Tradesman may have a policy,
but it also has a personality, and that
is a quality which is being covered up
too rapidly in the combinations, trusts
and mergers of our every business in-
terest. High powered salesmanship
requires other attention than the Se-
curties Commission can render, and
the Tradesman has performed splen-
didly in this field.

One of our leading scientists said
the other day, “It is farther from to-
day back to our grandfather than it
is from our grandfather back to King
Tut; and when you recall the methods
of communication, transportation and
merchandising of only a few decades
back, you must grant the truth of what
he said.

Let me illustrate this fact by re-
ferring to our history:

The next year after Cornwallis sur-
rendered, Daniel Webster was born.
Chauncey Depew was 18 years old
when Daniel Webster died and Mr.
Depew died but recently. George
Washington rode to his inaugural on
horseback. An English pilot claims
to have traveled 368 miles an hour a
few days ago.

I am not claiming that this swift-
ness is always an advantage. Prob-
ably George Washington made a much

better address because of the inspira-
tion he gathered from his nearness to
nature and the greater time for prep-
aration than he could have made if he
had been jerked through the air at the
rate of sixty or a hundred miles an
hour, although after riding on horse-
back for several days I don’t under-
stand how he could stand up to deliver
anything. I can recall (not very an-
cient history either) taking my girl
out riding in a “classy” buggy, pro-
pelled by a one horse power gray mare,
when the difficulty was to hold the
young lady in the seat, (roads were
rough then) and at the same time keep
the lines from getting under the tail
of the “engine.” The danger was not
collision, but when the steering gears

Frank

got confused we were apt to skid into
a mudhole. Now I see young men
riding forty miles an hour, performing
the same service for his girl with little
apparent trouble. Nevertheless, the
danger has increased with the speed
along every line of our activities and
it requires more frank and fearless
council to keep safe.

The aeroplane has brought in a new
word which impresses me as mighti'y
needed in to-day’s vocabulary. They
manage the machine with what they
term a control stick. This is not ex-
actly a new word. We had one in
our family and it performed a some-
what similar function. too. That is,
it started in the air, but always made
a rather rough landing and was ac-
companied by more or less noise. The

 

association of the two words covers a
need in to-day’s life, Nationally and*in-
dividually. That we need control is
conceded, but we also need a force
which the stick stands for. Men need
it. Let us acknowledge it and incor-
porate it in our program of life. Busi-
ness needs it. The Nation needs it.
A law, as a rule of action, has little
value without a penalty attached for
its violation. Control-Stick! That’s it.

California offers a splendid illustra-
tion of what I have in mind. The
real estate business had become a sort
of joke. in the way it was conducted.
Its motto seemed to be, “Let the buyer
beware.” It became necessary to have
a control-stick, which has been sup-
plied through a law enacted by the

Welton.

legislature and a code of ethics adopted
by the Real Estate Board. Now, in
order to go into the real estate busi-
ness, one must pass an examination
on both the law and the code and a
violation of either forfeits his license
to do business. I wrote two hours to
answer twenty-five questions and my
paper was sent on to Sacramento for
marking, the same as any other school-
mom. It passed. :

We are confusing the two words
growth and development. Growth fre-
quently means mere bigness. Develop-
ment means advancement and strength
as well. Your business may be grow-
ing bigger, but is it growing better?
Who handles the control-stick? Your
children are growing larger and ac-
quiring information, Don’t take too

much credit for that. But are they
growing in strength and _ acquiring
judgment? Is there what corresponds
to a control-stick in the family? Not
necessarily a “gad”, but surely fre-
quent, frank, fearless counsel, not dele-
gated to the preacher or to the school
teacher. They deal with the raw ma-
terial you send them.

Optimism and pessimism have be-
come distorted terms in these days.
Frequently they stand for the extremes
of mental laziness and general hali-
tosis. Traveling fast requires keen
vision and clear thinking, and we are
traveling fast. We have developed a
marvelous power to “go” and that de-
mands an equal power in the brakes.
Optimism says go ahead. It is prob-
ably all right. Pessimism says it
means destruction, we must stop. It
is rather a question of adjusting our-
selves and our business to inevitable
changes which though they have come
rapidly, after all did not come in a
bunch. It is like the incident of the
census taker. He asked the lady if
she had ten children in her family al-
together. and she replied, “No, one
at a time.”

Science has done much to make life
more interesting, but it has left more
for us to do. If you are growing too
stout, you can’t reduce by rubbing
yourself with vanishing cream. It
takes exercise and regulated diet. Life
is not easier. It is more strenuous,
but it thrills with new meaning if—.

My congratulations and felicitations
to the Michigan Tradesman. May it
long continue with the same _ frank,
fair and fearless control-stick in the
editorial chair. Frank Welton.

Hollywood, Calif.

——_2>++___
An Object Lesson.

An Episcopal clergyman, who was
visiting several small communities in
Ohio, stayed over a few hours in one
of them.

His train being due shortly, he hur-
ried to a barber shop near the station
to save time. The shop was run by
a negro, who was well under the in-
fluence of liquor. This fact was not
noticed by the clergyman until in the
chair, and being shaved. By passively
submitting to a somewhat uncertain
shave, the clergyman survived the or-
deal with a few small cuts. As he was
adjusting his collar, the clergyman
thought he might teach the barber an
object lesson. He, therefore, pointed
to the cuts on ‘his face, and in a stern
voice said, “Young man that’s what
liquor does!”

The colored barber, not the least
abashed replied, “Yes Suh, Boss, it
shure do give you a tender skin!”

+22
Take Care of Your Machine.

The human body like a great, com-
plete machine weakens and slows with
age and neglect. Age must come but
neglect may be cheated of its toll in
body health through periodical phy-
sical inspection.

A person who has so much vitality
as to lead him to defy the laws of
health and to boast that he pays no
price no matter how he lives, is likely
to be the very one to exhaust his ac-
count of health prematurely.

gies aoews

lai eae Rene

 

 

 

 

 

 

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ae

Forty-sixth Anniversary

 

 

 

XFv-rourtn YEAR—20 PAGES.

Jack
FAL FOR NEW [paeaares. ve roor Pee sce =

 
 
   
 
     
 
  

We do not, as a rule, favor
superlatives, but this is an oc-
casion where results have given
us the right to do so. First we
concentrated every effort of our
entire organization on making
HOLSUM just what we claim
for it: “America’s Finest Bread,”
and then, when we were sure
that no other bread could suc-
cessfully contest its superiority,
we proceeded to advertise that
fact in one of the broadest, most
consistent, and most care-
fully planned publicity
campaigns on bread ever
released in this territory.

  

Tareeae 'F tit

"#2" THE JACKSON CITIZEN PATRIOT

SON, MICHIGAN, TUESDAY, SEPTEMBER 10, 192).

MICHIGAN

TRADESMAN

 

Exra Quaurpe>
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THE NEWSPAPER
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——— So =

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An Unbeatable
Combination

Better Bread
Advertised in
a Better Way

ROALSOM

Balti, Creek Enquirer, ard

  
  
  
  
      
      
      

     

   

Gesieree
PRICE Fe
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AITER ASsurT
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Even at this time, though the
advertising campaign is only
two months old and will con-
tinue with unabated vigor, the
results have been extremely
gratifying. Holsum_ popular-
ity is increasing by leaps and
bounds—which, after all, is not
so surprising since there is no
getting away from the fact that
any superior product, adver-
tised in a superior way, makes
an unbeatable combination. We
know it to be true of
HOLSUM BREAD
and HOLSUM. adver-

tising.

Neversay bread Say Holsum instead

America’s finest bread is baked in several sizes to suit every family

 

84

THE SEA OF CHANCE.

Christopher Columbus as the First
Traveling Salesman.

Christopher Columbus, George Wash-
ington and Abraham Lincoln were all
salesmen. They did not actually sell
goods but they embodied all the men-
tal and spiritual elements that involved
salesmanship, including a thorough be-
lief in their proposition. A man who
does not believe in his proposition,
either as a salesman or asa public
character soon degenerates into a con-
fidence gamester. Every’ discovery
and every reform involves the sales-
man’s qualities and devices.

George Washington built up a reg-
ular modern business organization
around his revolution, with himself as
the general manager doing the heavy
work. He had department heads in
the way of Ben Franklin, as financial
man who looked after the credits,
money for the pay roll and monthly
supply bills; and Tom Paine as adver-
tising manager who wrote the pamph-
lets, books and made speeches—kept
them all “het-up” with publicity and
“reason why” to a point of excitement
exhibited in a dry goods store on bar-
gain day.

The character with the
quality more highly and conspicuously
developed was Christopher Columbus.
He started out to sell a continent, a
thing in which he believed implicitly,
but all the Europe
thought it blue sky. He started out
All ac-
counts say he was a good weaver ex-
cepting he had “shifting feet.” That,
by the way, was a term applied to
country

salesman

monarchs — of
in life as a weaver, in Génoa.

printers around the news-
paper offices a generation ago. Many
of them were good printers, but they
had “shifting feet”—that is, they would
work well and faithfully—but after a
time their feet would begin to shuffle
while standing at the case and in order
to give them exercise would have to
pedal off to the next town.

3ut to Columbus, the

salesman.

return to
The only means of long
distance travel in those days was by
ships, and “shifting feet” led him to
the sea where he became the greatest
navigator the world has ever known.
Nowadays navigation is a comparative-
ly easy science—by means of the
Greenwich chronometer and a modern
The only means in Colum-
bus’ day was by dead-reckoning and
his skill became developed almost to
He could make a
known port in the
A course once sailed by him-
self or accurately charted by another
ship’s master was like a well-known
country road to him.

Some time after his thirtieth year
he entered partnership with his broth-
er and opened a shop in Lisbon as a
sea-chart and map-maker. It was in
this profession that the vast expanse
of unknown seas impressed itself upon
him and his feet began to shift just
a little. His shop naturally became a
hang-out for ship-masters, and a pos-
sibility of a continent or chain of
islands in the West was often the sub-
ject under discussion. Then later some
of these masters reported seeing land

quadrant.

a point of instinct.
landfall in any
world.

MICHIGAN

birds while sailing to the extreme West
of charted waters. Columbus’ feet
shifted a little more.

Like all men with a big idea, he did
not start to develop it in a small way
and went first to the best prospect—
the King of Portugal. There is said
to be three different stages to a sale—
the approach, 'the presentation, and the
appeal. Columbus used political friends
in- the way of his wife’s relatives for
an audience in court—this was the ap-
proach. He was strong on presenta-
tion for he used selling reasons. He
told his majesty that the world was
round, a fact that the King would not
dispute, that there was a way from
East to West and from West to East.
He quoted from the Apocrypha that

 

TRADESMAN

their reading of what Columbus had
to say and they rendered the King an
adverse decision. While these high
brows were reading and thinking about
worlds, Columbus, who was a fool in
their eyes, went away and discovered
one.

After the: first turn-down, with the
salesman’s turned to
other prospects—the King and Queen
of Spain. He was again strong on
the approach and presentation for he
got on the royal pension list. Ferdi-
nand and Isabella were engaged in
war with the Moors. They believed

persistency he

in Columbus’ theory to the extent of -

a desire of keeping him away from the
other courts of Europe. Finances
were a consideration and by keeping

David Gibson.

only one-seventh of the earth was cov-
ered by finally all the
stories of the floating. branches, land-
birds, the strange ‘boats hollowed out
of logs and bodies of the strange race
found therein he presented as reasons
from every possible point of view, to
the religious spirit of the ‘time—even
to suggesting as a closing appeal that
lands

water, and

the natives of these modern
might be converted to the Christian
faith.

Columbus had the pen in the ink and
ready for the King to put his name
on the dotted line, when the King
bucked at the last minute, and called
in a committee of three
These men tickled their own vanity by
reading of what they approved on
astronomy and science of worlds. Ob-
viously there was nothing in any of

highbrows.

him fed and entertained at court they
gained time for this consideration.

After six years waiting around the
back yard of the court of Spain, and
following the King from place to place,
he was again referred to a committee
of wise ones who had learned much
from books that wasn’t so and _ this
meant another turn-down. Sore and
disappointed but not discouraged, he
set off on foot across country, without
friends or money, for the court of
France.

A man with an ambition will realize
it, by the law of average, if he holds
to it long enough.

All forces in nature are not negative
They may not be in the major-
ity but the forces to success are in the
air, somewhere, and we meet these
positive forces to success by seemingly

ones.

Forty-sixth Anniversary

mere chance. Prentiss Mulford used
to say that thoughts were things—that
a prayer was a desire—when you de-
sired a thing you at once created an
unseen force to that end. A lot of us
who have had ambitions and early
struggles can recall that tthe turning
point in our lives and to success was
when we least expected it—the result
of meeting a man on the street or
some other simple incident.

Take General Grant as an illustra-
tion. After being cashiered out of the
old army for drunkenness, at the out-
break of the civil war he was employ-
ed by the State of Illinois mobilizing
troops. These troops were all sent to
the front and ‘Grant was again out of
a job. Sick with disappointment he
stood in the entrance of a hotel in
Springfield, Ill, one night, and by the
merest chance met the one who had
the desire and power to place him in
the current which carried him to the
head of a great army and ruler of a
great Nation.

But to return to Columbus; the un-
expected came unto him by the merest
chance, and as the result of this
chance we are all here to-day. On his
way across the country to France, he
stopped one night at the door of the
monastery of Our Lady of LaRabida
for food and lodging. The door open-
ed to a New World. The isolated
monks welcomed the stranger. They
found Columbus most interesting with
his news and gossip of the court. The
monks were good listeners. Colum-
bus with his salesmanship overalls still
on, told his oft-repeated story. One
of the monks, who was at one time
the confessor of Isabella, was so forc-
ibly impressed with the idea of land
beyond the seas, that he held Colum-
bus in the monastery, until he could
get the machinery at work that finally
gained the appropriation from court.

Columbus was a good deal like a
traveling salesman who just stopped
in somewhere, got to gossiping about
trade and conditions, picked up the
news of a possible order and the wedge
to it. After Columbus returned home
from his first voyage he applied ad-
vertising principles by organizing a
street parade with natives, parrots and
strange animals from the new world.
He even carried nuggets of gold high
on sticks. By these means he raised
the money for a larger fleet in his sec-
ond voyage and for stocking the
colony.

The general nature of any success,
whether it be practicing a profession,
politics, discovery or the selling of
goods, embodies about all of the same
elements. There is publicity, approach,
presentation and appeal—we all apply
them in one form or another. No man
who has attained success has seen in
advance the working out of the means
by which he attained it. He has seen
the final result but not the means. It
is simply casting out on the sea of
chance until the positive forces appear
by ‘the final law of average.

David Gibson.

-—o-2e-2____
Square thyself for use; a stone that
fits in the wall is not left in the way.

A knocker soon knocks
tight out of the picture.

himself

 

—

‘
nee
a

 

 

 

 

 

Zz Forty-sixth Anniversary MICHIGAN TRADESMAN 85

 

 

 

Our Obligation
To You

“‘We have the utmost faith in the future of the independ-
ent merchant. We realize that our success is linked with his.
We recognize that our obligation to him is not only to give
| effective sales co-operation; not only to give the very best
possible service; but also to give him that protection which
will enable him to reap the full benefit of his efforts. This
y obligation we gladly and willingly assume.”

Independent retailers will always find a place in the busi-
ness order of things, particularly when they offer the pub-
lic what it wants, when it wants it, and gives good service.
Personality is the greatest single asset of the retail hard-
ware merchant and that personality is the best factor in
placing quality and service above price in the selling of

 

 

 

| goods.
4
t THE FOLLOWING ARE OUR STANDARD BEARERS:
W. L. GRAHAM - - Kalamazoo
EMERY M. JOHNSON - Detroit
M. J. KILEY - - Grand Rapids
J. E. HEFFRON - - Grand Rapids
V. G. SNYDER “ . - Cadillac
A. UPTON - : . Petoskey ;
L.L. TAYLOR - - - Lansing |
H. E. DEWEY = - _ Alma |
C. VAN HOUTUM - Grand Rapids |
E. J. COVELL - - Grand Rapids |
CLYDE E. RICHARDS - Yale, Mich. |
‘\

 

MICHIGAN HARDWARE COMPANY |

Largest Wholesale Hardware House in Western Michigan

 

 

 

GRAND RAPIDS, MICHIGAN

 

 

|

 

 

 

86

MICHIGAN

 

TRADESMAN Forty-sixth Anniversary

 

MICHIGAN TRADESMAN

 

Its Readers Become Better Merchants
and Better Men.

An anniversary is a time to measure
achievement. It is most appropriate
that the man who for more than forty-
six years has conducted this journal
that is “unlike any other paper” should
take a backward survey and recount
what his periodical has accomplished.
It is also fitting that subscribers should
size up the benefits of one kind and
another that they have received. Some
have had the Tradesman five, ten,
fifteen or twenty years; a few for the
entire term of its publication. It is
safe to assume that practically all who
have read it for any considerable
length of time have done so with seri-
ous intent. What kinds of service and
how much help has the Tradesman
rendered?

Week by week it has furnished fresh
and dependable matter relating to prices,
market changes, fashions, new kinds
of goods, together with all sorts of
interesting facts about the various
wares handled in ordinary stores. No
dealer can learn too much about the
merchandise he carries. All this has
been useful, even essential. Mercan-
tile and manufacturing news keeps the
reader informed, and good _ short
stories, bright little quips, and bits of
boiled-down wisdom amuse and refresh
him.

Legal points and court decisions
having a bearing on business are fre-
quently given, while turning the light
of publicity on any swindlers who are
attempting to prey on the retailer has
long formed a regular feature of each
number.

Hints, suggestions, methods that
others have tried out and found suc-
cessful and which any storekeeper can
adapt to his own situation, have been
found every week.

The thorough departmentization of
much of the matter is a great conveni-
ence. A busy reader can turn quickly
to those pages in which he is most
vitally interested. And there are so
many brief articles—some only a
single paragraph and others not more
than two or three paragraphs—that one
who picks up a number for five minutes
or even less, always can find something
of value that can be read complete in
the brief period at his disposal.

Many times the space available for
this article might be filled with even
a very condensed account of how cour-
ageously and persistently this period-
ical has upheld the rights of the re-
tailers and defended them against
those who through malevolence or
greed have sought to do them wrong.
This was begun years ago, before mer-
chants were organized. Then the in-
dividual was helpless before his
enemies, so the Tradesman did for the
storekeepers what they could not pos-
sibly do for themselves.

All that has been thus far spoken of,
together with much that has not been
touched upon at all, is so well known
that we will give it only this passing
mention. We will go on to the less
obvious and more intangible but not
less valuable benefits that have resulted

from reading the columns of this jour-
nal.

First a question. What type of mer-
chant has been held up as an example?
While the Tradesman never has been
given to lengthy dissertations and dry
preachments about its ideals, every
reader has a clear concept of the kind
of storekeeper of whom it approves.
This concept has been formed mainly
from terse Tradesman pointers and
from its comments and criticisms re-
garding specific instances of well-
earned success and inevitable failure,
or about moral stability and yellow
streaks. The answer to the question
would run like this:

The merchant who can be looked up
to as an example is forceful and ener-
getic. He is a pusher. The grass
does not grow under his feet but still
he does not confuse mere activity with
the getting of results.

He is not afraid to work with his
hands. Whether or not he himself
does much of the actual manual labor
of his business, depends on the size
and kind of establishment he is con-
ducting. But it is a cinch that he
works with his head. He does not
shrink from drudgery when, as _ is
often the case, drudgery is necessary,
but he does not plod along unthink-
ingly, nor without advancing his pur-
poses.

He is a man of strong character,
upright and scrupulously honest. There
is not the least trace of shadiness in
his transactions. Customers are safe
in his hands. He never “puts any-
thing over” the most unsophisticated.
He would not stoop to make gain by
any sacrifice of integrity.

He is cleanly in person and dresses
neatly and appropriately. His store,
whether a small shop or a large em-
porium, is clean and inviting. His
windows are shining and trimmed in a
way to awaken interest and _ bring
patronage.

His business is on a sound financial
basis. His orders are sought after by
wholesalers and jobbers. He discounts
all his bills. If he needs to borrow,
his note is good at his bank, for his
promises to pay never exceed what he
can well handle. If he grants credit it
is only to responsible customers, and
he attends to collections promptly.

As a buyer he is shrewd and judi-
cious. He buys enough and not too
much. He keeps the goods moving and
does not allow dead stock to accumu-
late. He maintains the right propor-
tion between the amount of merchan-
dise carried and the turnover. He ex-
ercises due economy in all expendi-
tures, and sees that the overhead is
not greater than it should be, but he
is not penurious.

He is kindly and genial and culti-
vates a magnetic personality. More-
over, his suavity and graciousness are
not all reserved for customers, nor for
those from whom he may want to gain
favors. The last and least of his help-
ers has reason to know his forbearance
and pleasant ways and goodness of
heart.

Still he is not “easy.” He is thor-
ough. Things are done and well done,
not just so as to “get by.” Efficient
himself, he holds his employes to high

 

BROWN

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

 

 

 

 

 

 

 

 

 

 

 

 

 

Forty-sixth Anniversary

MICHIGAN

TRADESMAN

87

 

standards of efficiency, not by harsh
and needless faultfinding and nagging,
but by arousing in them enthusiasm
for their work and pride in its faithful
performance. He encourages initiative
on the part of those on his pay roll,
and freely recognizes merit in the
ideas and suggestions theY may ad-
vance.

This typical merchant is enterprising
and up-to-date and ever watchful of
the shifting trends of mercantile ac-
tivity. He meets changes in demand
by changing the lines he offers for sale.

He grows in knowledge and in abil-
ity, and with every passing day his
outlook becomes broader, his vision
keener, and he sees for himself greater
and greater opportunities for useful-
ness,

Not many who engage in trade are
by nature so gifted and so well bal-
anced as to measure up to this descrip-
tion. Some fall short in one respect,
some in another. But by patient and
well-directed effort, faults may in large
measure be corrected, weak places may
be strengthened, capability that is only
rudimentary may be developed. And
the Tradesman puts it into the minds
and hearts of its readers to try to im-
prove themselves and become mer-
chants of the kind that has just been
described. In short, it is a continual
urge toward betterment.

It is its tonic, stimulating, inspiring
quality that enables it to be just this.
Nor does it have the effect of causing
its readers to give slavish adherence
to its views and counsels. If someone
has in his mind what seems .o him a
more excellent type of merchant than
the Tradesman type, he will be im-
pelled toward his own ideal, only mak-
ing sure that it is a practical working
model. While ever ready to give aid
to its readers in every possible way,
the Tradesman gives them that be-
sides to which their natural reaction is
to become able to help themselves, to
follow their own judgment and act on
their own convictions. Could it con-
fer any greater benefit than this?

When we say that the Tradesman
has actuated its readers to become
highly proficient as merchants, it is
telling only part of the story. Its urge
toward betterment is not confined to
improvement in their vocation alone,
but makes for their all-round and sym-
metrical mental and moral growth.
Few have failed to note how many
editorials and articles it contains that
have to do only indirectly or maybe
not at all with matters of business.
These relate to public questions, issues
of right and wrong, and the duties of
citizenship and of private life. And
where can one find nobler sentiments
than are seen in the choice selections
of prose and poetry that appear on its
cover page?

How does the reader react to all
this? He escapes for a time from the
routine and monotony which his call-
ing, along with almost every other oc-
cupation, necessarily imposes. He gets
out of his intellectual ruts. Perhaps
he finds he can not endorse some posi-
tion taken by the Tradesman. Then
the outspoken and positive expression
of its views stimulates him to clear
thinking and to forming his own opin-

ion with as good logic and as sound
reasoning as he can command. He
finds much with which he cannot help
but agree. New thoughts and feelings
and interests are aroused. His con-
science is quickened. While he wants
to be a merchant of the highest type
possible, he wants to be more than the
embodiment of his calling. He feels
that it is very much worth while to be
and do his best, right where he is, in
all the various relations of life.

In this age of specialization no one
should diffuse his energies too widely,
or try to be or do everything. But as
a correction for the ills of specializa-
tion, some variety of activities is
needed.

Voicing a personal impression, it
seems to me that in one important par-
ticular the influence of the Tradesman
has changed from what it used to be.
Thirty years ago it was strong for
working not only with intense applica-
tion, but extremely long hours. It
seemed to carry the idea that to gain
success, recreation must be cut to the
minimum. But for scme time back its
guiding genius has come to see that
more work and better work results, and
also healthier and happier living, when
physical well-being is looked out for
and relaxation and play are given their
rightful place on the daily program.

In the field of developing its readers
vocationally and in mentality and char-
acter as well, what other trade paper
has made a score that will for a mo-
ment compare with that of this period-
ical? Subscribers can thoughtfully re-
gard what it has done in this way as
the greatest benefit they have received
from it, while the Tradesman may well
class the same as its supreme achieve-
ment.

May the good work go on!

Ella M. Rogers.
—__2-.>___
Compulsory Insurance For Motorists.

It is my firmest belief that com-
pulsory insurance as provided in the
Commonwealth of Massachusetts will
not have any efiect in reducing auto-
mobile accidents.

Insurance can be relied upon to in-
demnify for injuries resulting from au-
tomobile accidents. Instead, I am
strongly in favor of what is generally
known as financial responsibility law
which is presently in existence in at
least thirteen different states.

Most of these laws vary to some ex-
tent in their language. They were all
designed primarily to encourage oper-
ators to be covered with insurance.

Those representing the great institu-
tion of insurance should be willing to
co-operate in any way possible to reach
a solution to the Nation-wide vexing
problem of reducing automobile acci-
dents. It is entirely erroneous for in-
surance companies to advance insur-
ance as an instrument that can be ef-
fectively relied upon to reduce auto-
mobile accidents. John E. Sullivan.

—_+ 2+ ___
Mary’s Little Lamb.

Wife (reading): It says here they
have found a long-legged sheep in the
Himalaya Mountains that can run
forty miles an hour.

Her Hubby: Well, it would take a
lamb like that to follow Mary nowa-
days.

 

QUALITY DID IT

GIYL’O

Quality built up the demand for
Heinz goods—and keeps it up. Heinz
has worked for quality for years—and
achieved it. Women know. They ask
for Heinz Varieties. They go to the

stores that carry them.

The quality flavor of Heinz 57 Va-
rieties is extra help for you. Extra help
because it pleases new customers and
old. Extra help because it cuts down
time spent in selling. Extra help be-
cause it helps you build a quality store

reputation.

HEINZ

 

 

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

ILLEGAL DIVIDENDS.

 

Cases Where Cash Disbursements Are
Dangerous.

“Enclosed please find check for divi-
dend number 100. No receipt neces-
sary nor desired.

These words have a prosperous ring,
the stockholders reads them with “live-
ly satisfaction,” as the financial reports
say, and when he cashes the check and
spends the dividend, not one share-
holder out of a thousand stops in the
spending process to consider how the
dividend was earned nor whence it
came.

“That's up to the company, and if
they didn’t have the money and the
dividend wasn’t proper, it certainly
wouldn't have been declared,” the
stockholder argues.

The question is no mere academic
one, however, as it is a basic prin-
ciple of dividend law that ordinarily
a company cannot declare dividends
out of capital, or when the capital
stock is impaired; it follows that stock-
holders receiving an unlawful dividend
may be, and have been, compelled to
pay it back. The question is an im-
portant one to company, stockholder
and creditor, and the salient legal rules
governing such cases in as brief a
compass as possible will repay a cas-
ual perusal.

What dividends are illegal?

1. Dividends beyond the power of
the company—“ultra vires” dividends,
as the lawyers say.

2. Dividends paid out of the cap-
ital.

“Such a dividend is reducing the
capital to the detriment of the cred-
itors,” is the basis of the rule.

Certainly under such circumstances,
no company could justify the payment
of even the smallest dividend,” is a
statement from the Manitoba courts.

3. Dividends which impair the cap-
ital stock, cr dividends paid when the
corporation is insolvent.

“An incorporated company cannot
confer on holders of stock a right to
be paid dividends, if the capital of the
company will thereby be impaired or
the demands of its creditors  post-
poned,” says a leading authority.

4. Dividends paid to the exclusion
of the bonded debt.

5. Dividends paid to one class of
stockholders to the exclusion of an-
other having prior rights.

Probably the weight of authority is
in favor of the general rule that a
stockholder may be compelled to re-
pay a dividend paid out of capital, or
one which impairs the capital or paid
when the company is insolvent.

In an English case (reported in L.R.
1 C.D. 682) a stockholder sued to re-
strain a dividend and the court inti-
mated that if the dividend was improp-
er, and the company was wound up,
the creditors could compel the stock-
holders to refund.

The American law on the same point
is also pertinent on the account of the
amount of American stock held in
Canada, and there are many cases in
the American reports where the stock-
holder was compelled to refund his
illegal dividends.

“The whole capital stock is a trust
fund for the payment of the debts con-
tracted on the faith of it, which the
stockholders cannot divert by distrib-
uting it as dividends,” say the Georgia
Courts.

“All the circumstances clearly indi-
cate that the payment in question was
the withdrawal of the same from the
company on account of its insolvency,
and for the purpose of preventing the
payment of creditors. Such withdrawal
was fraudulent and void,” says the
Arkansas Courts, and the same rule
has been laid down by the Courts of
the Kentucky, Massachusetts, Michi-
gan, Minnesota, New Jersey, New
York and other states.

The United States Supreme Court
has ruled, however, that if a dividend
is paid out of capital, but the com-
pany is not insolvent at the time, and
the stockholder receives the dividend
in good faith, he cannot be compelled
to repay.

“The fact of the declaration of a
dividend is in effect the assertion by
the board of directors that the divi-
dend is made out of profits. Believing
that the dividend is thus made, the
stockholder in good faith receives his
portion of it. Can it be said that in
thus doing he withdraws or permits
to be withdrawn any portion of the
capital of the company? We think
he does not withdraw it by the mere
receipt of the dividend. The withdrawal
was initiated by the declaration of the
dividend by the board of directors, and
was consummated on their part when
they permitted payment to be made in
accordance with the declaration,” is
the reasoning of the Supreme Court.

“Establish the rule that creditors
may compel the stockholders to refund
dividends received in a fair course of
business, and no man would be safe
in holding stock,” say the Georgia
Courts on the same point.

1. The company itself,

“The dividends received by a stock-
holder contrary to the law are but the
property of the company, and upon
every principle of law and every reason
of policy, the owner should have right
to recover it by direct action,” says
the Wisconsin Courts, while the Min-
nesota Courts have ruled, however,
that the company itself cannot recover
dividends paid out of capital, on the
ground, apparently, that the company
could not repudiate its own wrongful
act.

2. A receiver or trustee in bank-
ruptcy.

“Now this is a suit to follow and
recover a part of the capital stock
wrongfully paid to and received by the
stockholders, this liability to repay this
fund was an asset of the company, and
passed to the receiver,” says another
authority.

3. Creditors.

“Nor can we question the right of
the creditors to compel stockholders
to refund dividends made to them out
of the capital stock itself,” says an-
other court.

If the creditor’s claim accrued be-
fore the unlawful dividend was de-
clared then, logically, the creditor has
an absolute right to complain, as the

dividend interferes with his vested
rights.

“It is a breach of trust to divert
any portion of the fund from the cred-
itors of the company to pay dividends
to its stckholders, and any funds so
diverted may be followed by the cred-
itors,” is the concise statement of the
rule.

In the case of subsequent creditors,
whose claims accrued after the illegal
dividend was paid, the law is not so
clear.

“The dividend has been paid and
the capital had been depleted when
you gave credit to the company. so
you can’t say you did so on _ the
strength of the dividend money,” the
sotckholders argue, and the United
States Circuit Court of Appeals has
upheld this connection, while the courts
of Minnesota, New Jersey, New York,
Wisconsin and other states hold that
it makes no difference when the claim
arose—that subsequent creditors have
as good a right as prior ones.

“The capital of a corporation is a
fund pledged for the payment of its
debts. Each person who gives credit
to it does so in the confidence that the
fund exists for his protection and se-
curity against loss. If the stockholders
secretly withdraw it, under the false
pretence of dividends on profits when
there are none, it is obvious that as
great a wrong may be done to the fu-
ture creditors as to existing ones. In
either case the stockholders hold a
part of that fund, which is pledged to
the payment of the creditors,” says the
New Jersey Courts in a case of in-
volving the rights of subsequent cred-
itors.

It follows that, if the company real-
ly owns the improper dividend, repay-
ment must be made to the company
or to its proper representative—to the
source from which the dividend came.

Finn vs. Brown, a decision of the
United States Supreme Court reported
in 142 U. S. Reports, is a strong case,
as it appeared that X and Y were both
stockholders in a National bank, X
transferred some of his stock to Y,
without Y’s knowledge or consent—
the bank declared an unlawful divi-
dend, credited it to Y on the bank
books, Y ordered that the stock be
re-trasnferred to X, and gave X a
check for the dividend thereon.

Then the receiver of the bank sued
Y for the dividend.

“But I paid it to X,” Y argued.

“That cuts no figure—pay it to me,”
the receiver retorted, and the Supreme
Court ruled that Y was the victim.

“Y did not get rid of his liability
for the dividend by drawing his check
in favor of X individually. The money
belonged to the bank, and must be
restored to it,’ said he Court.

When the stockholders are scattered
from Dan to Danbury and the directors
are in a single office in Toronto, it is
sometimes very convenient to let the
small fry frizzle and go after the men
at the top of the elevator.

The law on this point is not easily
summarized, but the better opinion
is that the directors are not personally
responsible for dividends which impair
the capital, if they acted in good faith

and without negligence, but they are
liable for a dividend paid negligently
or knowingly, as, for instance, in the
Ontario case reported in 37 A.L.R.
611.

Naturally, the stockholder objects
to paying back cash that he considers
is his own, and may set up one or more
of the following defenses:

1. Good faith.

As has been pointed out, if a divi-
dend is paid when the corporation is
solvent and the stockholder receives
it in good faith, some American Courts
have ruled that in such cases the divi-
dend cannot be recovered.

2. Liability of directors.

The New Jersey Courts have ruled
that a statute making the directors lia-
ble for an illegal dividend does not
relieve the stockholders from their
obligation to repay.

“The legislature does not say that
the stockholders shall be at liberty to
keep the money, and that the creditors
must look to the directors alone,” says
the courts of that State in dealing with
a case on the point.

3. Transfer of the stock.

A stockholder cannot escape his lia-
bility to refund by transferring the
stock on which he received the unlaw-
ful dividend.

“Liability for the wrongs or mis-
conduct of a stockholder does not pass
to the transferer,’ says one court in
considering this question,

“Even when a statutory liability is
imposed on stockholders, it rests only
on the stockholder at the time the
wrong was done,” says another au-
thority. !

The foregoing ‘paragraphs do not
give nor pretend to give all the law
on the subject, but they do cover some
of the salient rules, and may be of
some benefit to the unfortunate stock-
holder who is called upon to refund
his dividends—after they have been
spent and dissipated.

M. L. Hayward.

—_~+-+>_
Gospel of Selfishness.

To preach selfishness and to prac-
tice selfishness beget poverty, misery
and woe.

To preach unselfishness and to prac-
tice selfishness beget hypocrisy, hate
and greed.

To preach unselfishness and to prac-
tice unselfishness beget justice, prog-
ress and prosperity.

To preach selfishness and to prac-
tice unselfishness beget useless pleas-
antry. They are waste of effort and
idleness of time. They formulate
futility.

Who denies that he is selfish reveals
that he is. Of such are the liars and
the operators of deceit.

Who decries the selfishness of
others proclaims his own. Of such
are the hypocrites.

Who denies selfishness to others has
altruism or greed. Of such are the
parasites, the thief and the robber.

C. A. Bowsher.

ee
Monkey Business.
Mrs. Newife: I’d like to buy a
wrench.
Hardware Clerk: A monkey wrench?
Mrs. Newife: Er—no—I think my
husband wants the big baboon size.

 

 

 

Be
bel
ski
tha
for
anc

cor
tell
wei

smi
sm:
Six!

duc
abl
bro

rea
fille

pa}

 

7 Forty-sixth Anniversary MICHIGAN TRADESMAN

SAVE MONEY.. FEEL COMFORTABLE

,| Wear Only WOLVERINE Shell Horsehide
COMFORTABLE!-SAY!-] Work Shoes!

NOW | KNOW WHY OVER
A MILLION FARMERS HAVE
CHANGED TO WOLVERINES J

 

.

 

 
 
 
   
 
 
  
 
   

 

 

 

 

 

What Shell
Horsehide Means

Shell Horsehide is the longest
wearing leather known to tan-
ners. This shell is found only in
the one-sixth of the hide around
a horse’s hips and consists of a
tough substance like a cow’s
horn. It doesn’t begin to wear
until the outside skin wears off
—then it smooths off and shows
no sign of wear for a long time.
Wolverine Work Shoes, soles
and uppers, are made of Shell
Horsehide.

“ig They Stay Soft and

+ Scuffproof

a and Outwear Shoes Made
of Any Other Leather

HY have over a million farmers changed to shell

horsehide work shoes as tanned only by Wolverine?
Because Wolverines often outwear ordinary work shoes un-
believably. And here at last are uppers that stay soft as buck-
skin despite all weather conditions. Here, too, is a work shoe
that always looks neat and dressy. For the secret Wolverine scar ,
formula has made the uppers scuffproof, with strong resist- eS Lc |
ance against acids. :

   
     

When you’re buying work shoes, ask questions about the
construction and the type of leather used. Your dealer will
tell you that Shell Horsehide as tanned by Wolverine out-
wears any other leather because it has two wearing surfaces.

“@ When you’ve worn down the outside skin, the shell remains, iis ye bind of cedey that leingv extra work shoe
smooths off, and shows no sign of wear for months. Only a customers into your store—and keeps them trad-
- « small part of horsehide contains this shell—only the one- ing as satisfied customers. We have an unusually

sixth of the hide around the hips. interesting proposition to offer you at this time.
' Write for full details without obligation.

Wolverine tans the bulk of shell horsehide leather pro-

duced in America. No wonder, then, that Wolverine was
WORK GLOVES

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. brought house slipper comfort, permanently soft uppers and

' money-saving wear to work shoes. Your favorite style is
& Tanning Corp.

ready for you now—ankle lengths to knee highs—grease
MICHIGAN

DEALERS

filled or flexible soles . . . at no higher prices than you now WORK SHOES

s
pay for other good work shoes. See your dealer at once. Walceda. Shas

ROCKFORD,

     

 

 

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

THE OTHER FELLOW.
To What Extent Are We Responsible
For Him?

“Am I my brother’s keeper?’ was
asked many centuries ago. What sug-
gested the enquiry was a statement
made which implied that the question-
er was, to a certain extent, responsible
for the well being of others.

That question remains unanswered
to many, because they refuse to as-
sume the responsibility which a reply
in the affirmative would impose.

Personally I have never believed
that business demanded that we should
do more than exercise a friendly and
sincere interest in our fellowmen. ex-
cept possibly by the influence of ex-
ample, by which we all are bound and
which, at times, may demand sacrifice
of selfish ambition or personal pleas-
ure. There are many things which
prevent us from entering into this re-
lationship and others which encourage
it.

I fear that a spirit of envy, selfish-
ness or personal pride prevents some
people from acknowledging the good
congratulating

qualities of others or

even their friends for their successes
and accomplishments.

Words of appreciation and encour-
agement to the living give greater evi-
dence of friendship than costly flowers
banked around the the casket of the
dead. To be able to think and live
these better things while participating
in the mad rush for pleasure, fame or
gold is a rare gift and too few there
are who possess it.

My memory takes me back forty
years when I had the pleasure of mak-
ing the acquaintance of a young man
from Grand Rapids who had become
fully convinced that the retailer was
not living up to the full measure of his
opportunity and that he was not re-
ceiving a sufficient remuferation for
the capital invested or service render-
ed. By a careful study of conditions
he became convinced that retailers as
a class were poor advertisers, poor
collectors, careless in extending credit
and not sufficiently watchful of over-
head and that therein lay quite largely
the cause of their discouragement, lack
of interest and final defeat.

Believing these. conditions could be
improved, he, at his own expense, be-
gan visiting cities, villages and towns
surrounding Grand Rapids, calling on
the merchants and inducing them to
get together and organize business
men’s associations for the purpose of
discussing with him and later among
themselves better methods of handling
credits, more effective advertising, bet-
ter business management and such im-
proved conditions as would discourage
useless and expensive practices which
find expression in red ink at the close
of the year. Some of these organiza-
tions were successful and productive
of great good. That all did not con-
tinue and prove equally successful did
not discourage this young man, for he
returned again and again, re-establish-
ing and strengthening the weaker ones
by his words of encouragement and
wisdom.

As I look at it now and note the
State and National organizations repre-

senting nearly every line of retail trade
which are carrying on successfully the
work he started, I wonder if those with
whom he worked so enthusiastically
in the years past remember. Fearing
they all do not, I was led to pen these
few lines, ‘Lest we forget.”

The success of the several organiza-
tions but testify to the clear vision of
this man and the correctness of his
conditions, for there is
all association
work the very principles he enunciated
forty years ago and which later were

analysis of

incorporated now in

approved and enlarged upon by the
brainiest men in the retail field.
Incidentally this young man edited
and published a very creditable trade
paper. I do not recall, however, that
he ever referred to it or solicited sub-

 

criticising friend and foe alike if con-
vinced they were indulging in unfair
or unethical practices. He was a
most vigorous persecutor of schemers,
and users of deception and promptly
exposed them through the columns
of his paper. Many a business man
has been saved financial loss by the
warnings sounded in his paper and
many others have been assisted in
making recoveries after their own ef-
forts had failed to produce results.
Many a faker who would prey on the
credulous retailer would find his busi-
ness pedigree in the department headed
In the Realm of Rascality.

While not hesitating to indulge in
just criticism, no man was or is truer
to his friends than this young man,
“now grown older with the service of

Cassius L. Glasgow.

scriptions for it at any of the meetings
he held, but in its columns he contin-
ued, week after week, to emphasize
the necessity of better merchandising
by retailers if they were to successfully
meet changing competitive conditions
and succeeding events. Business ex-
perience has proved the wisdom of his
advice and to-day it is admitted by
many that they are still in business
because of the strict observance of the
rules and practice he advocated.

Among the outstanding virtues this
young man possessed was sincerity and
this quality endeared him to all who
knew him and gave value to his oft
repeated suggestions.

Another quality was courage which
enabled him to both say and write
whatever he believed the fact to be,

,

years.” The sterling qualities and high
ideals he possessed and which found
expression in the columns of his paper
have merited and gained the approval
of manufacturer, jobber and retailer
until that paper is recognized now as
the best trade journal in the United
States.

Thus far I have not mentioned the
name of this gentleman or his publica-
tion, although I believe most of you
have guessed who he is, for it was
none other than our genial friend,
Ernest A. Stowe. His paper was the
golden colored Michigan Tradesman—
that splendid defender of the retailer.

Few editors are as willing as he to
publicly commend others, and nearly
every issue of his paper sets forth the
good qualities and splendid record of

some person whose ideals and manner
of living have met his approval, men
engaged in trade preferred, whether on
the road or at home. He is most gen-
erous with his friends, but exacting and
descriptively analytical of his enemies.

. He has fought the battles of the re-

tailer in and out of court at his own
expense and has fairly earned their
sincere gratitude and thanks. As this
issue celebrates the forty-sixth anni-
versary of the Tradesman I know all
retailers will gladly join with me in
congratulating Mr. Stowe on his won-
derful success and wish the Trades-
man under his splendid management
may continue to increase its circula-
tion and prove as continuously prog-
ressive and educative as in the past
and that its editor may be given many
years of health and strength in which
te enjoy his fighting proclivities in
behalf of “the other fellow.”
Cassius L. Glasgow.
—_ + ++—__
Mal This in Letter To Your Cus-
tomers.

The individual grocer is more than
just a grocer. He is your friend and
neighbor.

The individual grocer sells his goods
at a fair price and carries a large stock
to please your every desire.

The individual grocer fosters a com-
munity spirit and is interested in your
public affairs and institutions.

The individual grocer has no private
brands of goods that he tries to give
you in place of staple articles.

The individual grocer is a man you
know—a man who has as great an in-
terest in local prosperity as you have
and who can be depended on to supply
you with the best quality of merchan-
dise. The money spent with the indi-
vidual grocer remains in your city, re-
mains in your banks, and makes for a
bigger, better and more prosperous
city or town. It is not sent out of
town to enrich some other city.

The individual grocer is always on
his job, rain or shine, snowing or blow-
ing, ready to serve you. He is as close
to you as your telephone. You can
sit in comfort at home and have your
food delivered to your pantry shelves.
Why burden yourselves by carrying
your packages home when the individ-
ual grocer will give you this service?

The individual grocer pays a living
wage to his employes, supports your
churches and lodges, and is always in-
terested in the community and is an
asset to your entire neighborhood.

The individual grocer takes pride in
giving you service and in knowing that
you are getting the best food obtain-
able at a fair price. Why not give the
individual grocer all of your business
and show him you appreciate him as a
citizen of your city, as a community
leader and booster and that you ap-
preciate his courtesy, honesty and

service.
2-2

Life is like a game of cards. Re-
liability is the ace, industry the king,
politeness the queen, thrift the jack;
common sense is playing to best ad-
vantage the cards you draw. And
every day, as the game proceeds, you
will find the ace, king, queen, jack in
your hand and opportunity to use
them.—Ed. Howe.

 

 

 

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2

-

 

, Forty-sixth Anniversary MICHIGAN TRADESMAN 91

 

 

 

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Sold Exclusively Through the Wholesale Grocery Trade.

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2

LAKE ODESSA CANNING COMPANY

Lake Odessa, Michigan

OFFICERS
: WALTER A. REED, Pres. & Gen. Mgr. STILSON V. MacLEOD; Sec. & Treas.
J HOWARD C. LAWRENCE, Vice Pres. MERLE C. MORGAN, Asst. Gen. Mgr.
DIRECTORS

Above Officers and FRED W. GREEN and FRED A. CHAPMAN

 

 

 

 

 

 

MICHIGAN TRADESMAN Forty-sixth Anniversary

rc cS SNES

eee reer eee eee

The Late Capt. Charles E. Belknap.

 

 

i

 

Forty-sixth Anniversary

MICHIGAN

TRADESMAN

93

 

REINDEER OF THE SOUTH.

gare :

Celebrating Christmas Day Near
Savannah in Wartime.

‘In all the Christmas lore for ages
past, Santa Claus comes from the land
of ice and snow with high-headed rein-
deer adorned with many pronged ant-
lers. Who has not seen in the frosty
air of Christmas night in the North the
reindeer sledge and heard the music of
the bells and the voice of the ancient
mariner of the air?

But who has seen the reindeer of the
South? Only a few of the soldier boys
of Sherman’s Army, for who but the
“bummer boys” would have thought of
putting a pair of antlers on a pack
mule’s head and driving about an
enemy’s country filling the stockings
of hungry babies. It was nearing Christ-
mas day of 1864 when the Captain,
with ninety men in command, received
instructions to proceed at once to the
relief of the citizens of a little village
North and West of Savannah.. Both
armies had foraged the place and its
people were without food.

The orders were concluded with the
information, “Straggling bands of the
enemy are pillaging. Caution and
promptness are important.

One hundred mules were packed
with hard bread, pork, coffee and sugar
and, guarded by the ninety mounted
men, filed up from the harbor wharves
through the congested streets Of Sa-
vannah where fifty thousand refugees
from the surrounding country, as well
as most of Sherman’s army, and _ its
town people were assembled.

The road leading out into the coun-
try passed over wide marshy rice fields
or along palmetto bordered sandy
roads, where, having to travel single
file, made the train half a mile long.
Great flocks of rice birds came out of
the marshes. Wild ducks whirled over-
head. Lazy alligators slipped about on
the muddy banks. At times we wound
through the forests of live oak where
long sprays of gray moss in festoons
waved dreamily about in the wind. In
places groups of magnolias with clus-
ters of white gave out a
fragrance under the clear sun of the
Southern winter.

blossoms

All this was so new to the men of
the North who led the column in ad-
vance with their carbines ready for
action against a possible enemy who
might be sheltered in the great stretch-
es of palms upon either side.

Many of these nien had missed for
three years the Christmas in the North.
Said one, “I am singing to drive away
the homesickness that is eating the
heart out of me; and_ the Captain
answered, “Sing a song for me, for I
am thinking of the stockings hanging
by the chimney at home. Drop out by
the side and tell the boys as they come
along to sing. Damn them if they do
not.” And soon the trailing line with
the clank of the bell on the lead ani-
mal, the shouts of the drivers, the
crack of whips and the chants of the
soldiers, were filling the air with their
medley. The shades of night were fall-
ing when we reached the village in the
pines, The voices of mothers soothing
their hungry children came from many
a home where roses were blooming in

the gardens, but there were no lights
in the windows. The tramp of animals
and the voices of the drivers marked
another invasion of hungry soldiers and
in alarm the doors had been closed.
There were no welcome greetings,
their last bit of food for man or beast
had disappeared.

The corral and camp were made in
the village square.
lighting up all about, the odors of fry-
ing pork and boiling coffee filled the
air and, as the Captain had expected,
mothers were soon coming with their
children and grouped about with the
soldiers, sharing in the rough fare.

Fires were soon

 

Then the Captain said to them—and
it was the first speech he ever made—
“Uncle Sam is not making war upon
women and children and has sent us
with the best he had in store that you
may have a Christmas dinner and will
fill your tables with enough to carry
them over until you can be cared for
in other ways.”

There was such a touch of home
about it all—the women and children
and the campfires, the Christmas spirit
—that those fairly
bubbled over with happiness. Men join-
ed in with the songs who had never
‘tried a note before in their lives when
the fires burned low. The town people
trailed away to their homes and the
soldiers and mule packers rolled up in
their blankets under the trees. Along
toward the first rays of morning light,

bummer boys

when sleep is so sweet, especially to
the weary soldier, the camp was
startled by a new order of Christmas
music, by the loudest and most space
penetrating bray they had ever heard.
A moment passed and the bray was re-
peated in a deeper key; then ‘another
and another, each with a different
modulation. Then all the mules in the
corral volunteered in the operatic roll
and the morning air quivered with the
notes. Sometimes all the mules but
one would cease and he would execute
the solo part, the rest. coming in by
way of chorus. We had the soprano,
the first and second tenor, the baritone,
the basso profundo and the falsetto.
One would attempt a florid passage
and the others would come in with ap-
plause or. ridicule.

All the rest of that Christmas night
the bell mule with a shake of his neck
gave out the key, or, as Big Hank, the
boss: packer, said, “Set the chune.”

We knew from experience that mules
were vicious, but were now convinced
they were totally depraved, that they
had not the true Christmas spirit, but
were possessed of a devil and they let
him out through their mouths. These
reindeers of the South were on strike
for corn and their Christmas chimes
kept agoing until they got their rations.

The particular reindeer that started
that concert had once before made a
record with the command and we
loved him not, but needed him in our
business. I remember well when we
grafted him into the army. We were
making through
the hill rough trails
where wagons could not be used and
all equipage was transported on mule-
back. The boss mule packer was a
contraband, known as Big Hank, who
was grafted into the army from a

strenuous marches

country, over

plantation’ where he had inherited
much mule training. One night, while
in camp near the “Acorn
came in with a roan mule about seven-
teen hands high, a wild-eyed, long-
eared animal, with a tail full of burs.
That was a bad mule sign, but as we

3oys,” he

were in great need of pack animals we
felt obliged to keep him, although he
had kicked down a company line of
shelter tents before he was anchored
to a tree for the night.

The command had made camp the
evening before in a side hill forest,
near the banks of a creek, not know-
ing just where they were, but it hap-
pened a part of Joe Wheeler’s confed-
erate cavalry were camped on an op-
posite hill about a mile away. At
daylight next morning Hank tried to
pack that mule and there occurred an
interesting dispute. The animal's head
was well anchored to a tree, but his
fighting end was
standing two to one in favor of the
mule, as against the packer,
armed with a club, was kept
dodging heels.

busy—the ‘score

who,
busy
He had the advantage
in the use of cuss words, but they
made no impression on the animal's
sense of military discipline. It was
this disturbance that aroused the enemy
on the opposite hill and they came out
to investigate and that led to a fight.
Finally, the pack was made up, blan-
kets, coffee pots, frying pans, a music
box that played four tunes and, last,
but not least, three game cocks which
One,
Sheridan, had licked everything in the
I4th army corps.

were ‘champions. known as
Another was called
Killpatrick, because he would sooner
fight than eat corn.

If it had not been for that roan mule
we would have gotten away from the
camp without a fight, but just about
the time the last hitch was made, the
music box grinding out, “Jordan's a
hard road to travel” and the game
cocks crowing defiance at each other,
the first shell from the enemy's guns
came crashing through the tree tops.
It exploded near the pack mule and
he, being a new recruit, tried to climb
the tree to which he was tied. Not
succeeding in that, he slipped his
halter, charged down the hill into the
creek, where, under an overhanging
tree, the pack saddle with its load
dumped into the water. Half the
command were at once in pursuit and,
lined up behind trees, were fighting
with the Johnnies for possession of
the duffle in the creek. Those game
cocks, the music box and the coffee
pots were salvaged. In the confusion,
the mule, under full head, braying that
forlorn and penetrating air that had
Christmas morning,
went away into the forest to escape

wakened us on

for a time the terrors of war.

So now on Christmas morning in
the little Southern village Big Hank
and his aides cinched his pack saddle,
trimmed his halter with pampas grass
plumes and loaded him to the limit
with army rations. To the music of a
cowbell they led a parade from house
to house with their gifts until every
woman and child was cared for.

These reindeers of the South have
faded out with the trails and home-
sickness of long ago and the Bummer

Captain with his great grandchildren

at his side joyfully awaits old Santa

Claus and his reindeers coming in on

glistening paths of ice and frost.
Charles E. Belknap.

ee

The Importance of the Credit Man-
ager.

One of the important developments
in retailing that is making for sound
credit and increased sales is the in-
creasing regard which merchants gen-
erally are developing for their credit
managers—men who, a few years ago,
looked upon as clerks, order
stampers or “hard-boiled collectors,”
so loaded up with routine and detail
work that they had no time to think
big thoughts,

were

expand or develop—
damned when they declined an account
and damned when they took on a slow
or questionable risk.

To-day, however, the credit man-
ager is an executive, chosen for his
keen observation, judgment,
executive

sound
courtesy,
ability.
He sits at the council table of store
department heads.

consistency and

He is given every
opportunity to expand by association
with fellow credit managers in retail
credit organizations. He is relieved
of detail and made a business builder.
Because of his having under his care
a large part of the store’s assets in the
form of accounts receivable, his is a
most important position.

He is considered the salesmanager
of that part of the firm's business
which is credit and gives much of his
time to soliciting new accounts, reviv-
ing inactive ones and increasing sales
to active patrons.

Credit is a greater aid to retail dis-
tribution and sales volume than any
other service in the store and mer-
chants who will profit most by its use
are those who will look upon their
credit departments as selling ones, not
as nonproducers. With an increased
understanding credit and the methods
for its safeguard, it takes its place as
the most important feature in retailing

to-day. David J. Woodlock.
——-_-_s2?->__—__
Seven Reasons Offered For Failures

of Stores.

There are several reasons why re-
tailers fail. Among them are the fol-
lowing: (1) Too many stores for the
population. I believe that distribution
to-day is overcrowded. I don’t mean
the grocery business especially; I think
that shoe stores, hat stores dry goods
stores, and all those lines are over-
crowded. (2) Carrying too many lines.
The Louisville Survey will prove that
if you analyze the Survey data. (3)
Selling nonadvertised goods on which
no permanent business can be built.
(4) Injudicious credits. (5) Insufficient
advertising and sales promotion effort.
(6) Casual book-keeping, not knowing
exactly how business stands financially
at all times. (7) Selling cheaper goods
when customers can afford better
grades and would gladly purchase mer-
chandise of superior quality if proper-
ly presented.

—_—__++>—___
Just keeping up means you are not

the man you once were.

>>
The clock of life is wound but once;
use every second well.

 

 

94

FOOD FROM CRUDE OIL.

 

Petroleum Expected To Yield Leather
and Rubber Substitutes.

Research is being conducted which
in all probability will result at some
future time in the production of sub-
stitutes for butter and lard, leather
and rubber, from by-products of crude
petroleum, it was stated orally Oct.
21 at the Bureau of Mines, Department
of Commerce.

Fatty acids will likely be the source
of butter and lard substitutes, while
aromatic hydrocarbons will probably
furnish artificial leather, it was stated.

The fatty acids may also produce
soaps and edible fats, it was added,
and aromatic hydrocarbons may be
manufactured in the future into picric
acid, dyestuffs, drugs and motor fuels,
in addition to explosives, perfumes, an-
tiseptics, saccharin, and xylol.

It may be that petroleum will even-
tually be developed through these re-
searches into such commdities as arti-
ficial rubber tires, druggists’ supplies,
waterproof clothing, electrical insula-
tion and cements, the Bureau pointed
out. Substitutes for varnish and lin-
seed oils are other possibilities, it was
said, and from alcohols may be de-
veloped products for cleaning, lighting,
heating, fuels for motors, as well as
esters, preservatives, solvents, chem-
ical reagents, acetic acid and chlorofo-
rorm. Some of these prospective prod-
ucts may be made in commercial quan-
tities, while others may not, it was
stated.

By-products of petroleum that have
already been developed are now used
in commodities ranging from chewing
gum to paving materials, according to
information furnished by the Bureau.
There are several hundred by-products
of petroleum with widely divergent

uses, it was stated, for each by-prod- ©

uct may be divided and subdivided into
other by-products. The Bureau sum-
marized these products as follows:

Hydrocarbon gases, light, intermedi-
ate, and heavy distillates, residues, and
refinery sludges are the products into
which petroleum is first turned. Hy-
drocarbon gases are then made into
liquefied gases, petroleum ether, alco-
hols, gas black, fuel gas, and light
naphthas. Liquefied gases are used
in metal cutting and for illumination.
Petroleum ether is used in laboratories
and for priming motors. Alcohols are
used according to the Bureau, in lac-
quers, soaps, phenol, gums, and re-
sins.

Gas black is used in making rubber
tires, inks, and paints. Fuel gas, as
its name implies, is used for fuel.
Light naphthas, as well as naphthas
obtained along with refined oils from
light distillates, are made into light,
intermediate, and heavy naphthas. It
is from the intermediate and heavy
naphthas that gasoline is obtained.

Gasoline is used not only as fuel in
motor boats, motorcycles, trucks, air-
planes, automobiles, tractors and sta-
tionary engines, but also as a solvent
for dry cleaning, in linoleum manufac-
turing, in the leather industry and for
heating. Other products of intermedi-
ate and heavy naphthas are commer-
cial solvents, such as rubber and fatty

 

MICHIGAN

oil solvents, blending naphthas, dyers’
and cleaners’ benzine, naphthas used
by varnish makers and painters, tur-
pentine substitutes and soaps.

Light naphthas are made into gas
machine gasoline for domestic illum-
ination, pentane for candlepower stan-
dardization, hexane for laboratory uses,
and chemical solvents for drug ex-
traction.

Refined oils, according to informa-
tion provided by the Bureau, furnish
kerosene for lamps, stoves and motors,
oil to be used in railroad signals or
lighthouses, and mineral seal oil for
coach and ship illuminants and gas
absorption.

From intermediate distallates are ob-
tained gas oil and absorber oil. The
latter is used for gasoline and benzol
recovery. The former is used in car-
buretion of water gas, for cracking
into ‘gasoline, for metallurgical fuels
and fuels for industrial establishments,
furnaces, deisel engines, power plants,
locomotives and ships, and for heating
and lighting.

Heavy distillates are subdivided into
technical heavy oil, wax, and lubricat-
ing oil. Technical heavy oil produces
white oils, and white oils are divided
into technical and medicinal oils. From
technical oil is manufactured oil for

bakers’ machinery, candy makers’ oil,”

fruit packers oil, egg packers’ oil, and
slab oil. The medicinal oils are used
externally in salves, creams and oint-
ments and are also taken internally.

Also obtained from technical heavy
oils are saturatign oils for wool and
twine, emulsifying oils for cutting,
electrical oils for switches and trans-
formers, and flotation oils used in
metal recovery processes.

Waxes are made into still wax, wax
tailings, and roofing material, into can-
dy makers’ wax, candle wax, detergent
and ironing wax for laundering pur-
poses, sealing wax, etchers’ wax, sat-
urating wax used in cardboard, match
and waxed paper making, chewing
gum wax, wax for medicinal purposes,
for electrical insulation, and the can-
ning industry.

Lubricating oils, which come from
residues, as well as heavy distillates,
are made into floor oil, meter oil, sew-

ing machine oil, spindle oil, knitting-

oil, cylinder oil, tractor oil, airplane
oil, auto oil, air compressor oil, gas
engine oil, red engine oil, dynamo oil,
turbine oil, harvester oil, ice-machine
oil, journal oil, black oil, compounded
oil which is water soluble, and grease
compounding oil for making greases
for general lubrication.

Residues, in addition to furnishing
lubricating oils, also provide grease,
residual fuel oil, pitches and road oils
and coke. Grease is made into petro-
latum for medicinal uses in compound-
ed products, salves, creams, ointments,
and petroleum jelly, and into petrola-
tum for technical purposes such as
coating metal and lubricating. Grease
is also made into gear grease, cup
grease, axle grease, cable grease, ele-
vator grease, transmission grease, track
grease, fiber grease, and pzper-mill
grease.

Residual fuel oil is used as boiler
fuel and in gas manufacture. Pitches
and road oils are made into oxidized

 

Forty-sixth Anniversary

BOOT & COMPANY

Butchers

TRADESMAN

 

 

SUPPLIES AND EQUIPMENT

Refrigerators and Fixtures
CTD

Distributors for

BRUNSWICK-KROESCHELL and VILTER
REFRIGERATING MACHINERY
AND EQUIPMENT
FITTINGS AND SUPPLIES

115 Fulton St., W.

GRAND RAPIDS “te MICHIGAN

 

DN NO ee OT ee ee a nar ar ar ar ae

 

 

 

 

 

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

BANCROFT HOTEL COMPANY

 

 

 

 

\
i

os

 

 

 

 

 

 

Forty-sixth Anniversary

MICHIGAN

TRADESMAN 95

 

and steam-reduced asphalts. The as-
phalts, in turn, are utilized for pipe
covering, insulation, in roofing paper,
shingles, paving, protecting metal, wa-
terproofing, felt saturating, rubber
making, briquetting, and in_ plastic
composition.

Coke is used in making calcium:car-
bide, artists’ crayons, graphite, carbon
electrodes, battery carbons, electric
light carbons, fuel briquettes, and as a
domestic fuel. Acid coke, obtained
from refinery sludges, is also employed
as a fuel. Besides acid coke, refinery
sludges are also the source of sulpho-
nic acid used in saponification and
demulsifying agents; oils and pitches
used in fuel oil, asphalts, saturants,
and binders; and sulphuric acid for
use in manufacturing fertifizers.

—__--—___
Banishment of Road Signs Sought As
Traffic Peril.

Rural outdoor advertising is dis-
played to attract the attention of per-
sons on public highways. There is
little evidence that the motoring pub-
lic desire it but it is inseparably con-
nected with highway operation. There
is nothing to show its real necessity.
It has accumulated at first gradually
and later in certain sections with
amazing speed. It was in the begin-
ning ignored, later tolerated, and now
it must be combated with legislation
and regulation.

It would seem that outdoor adver-
tising is for the highway departments
an important element of highway op-
eration. Outdoor advertising screams
loudest on the most densely traveled
roads. These are the expensive roads
built and maintained and largely oper-
ated by the State highway departments.
These are the roads where the operat-
ing job, already difficult, is growing
constantly more difficult. These are
the roads where the states are strain-
ing every effort to improve the condi-
tion of travel. These are the roads
where grade crossings must be elim-
inated with expensive structures. On
such roads we know the state depart-
ments are alive to conditions of opera-
t.on. constantly — better
eliminated, de-

There’ is
maintenance—dust is
tours are improving, washouts are re-
paired with convincing dispatch, snow
is removed with constantly increasing
efficiency. Yet it is on these roads
that rural advertising thrives and con-
fuses the driver.

An examination of the fifty typed
pages of the State laws throws much
light on outdoor advertising. There
has been considerable progress. Forty-
two states have specific statutes relat-
ing to the subject. Many of the laws
are new but too many reflect condi-
tions of the horse-drawn vehicle days.

There is in the legislation much vari-
ation. No state absolutely prohibits
the display of advertising within pub-
lic view of the highways.

There is, in many laws, an interest-
ing note of caution. One gains the
impression that advertising along the
road has acquired a vested right; that
although it is objectionable and even
dangerous, it must be dealt with most
carefully. In fact one state makes it
a misdemeanor to remove advertising
signs from the right of way. Recent
legislation is obviously the result of

motor traffic; it tends to be
stringent in the older states when traf-
fic is densest.

There is, in the newer laws, a mark-
ed evidence of the recognition of
danger at curves and at railroad grade
crossings. Many state laws forbid
signs along the highway within a dis-
tance varying from 300 to 1,000 feet of
such crossings. Some states weaken,
however, and permit legal officers to
tolerate signs even within the danger
limit when judged not obstructive to
view. This tolerance is characteristic
of the caution in many laws. Obvious-
ly a driver needs his whole attention
on the road and crossing signals when
approaching a grade crossing. Any ad-
vertisement may distract him. Similar
provisions, with similar exceptions, ap-
ply to highway intersections and sharp
highway curves. The incongrutiy of a
warning flash displaying advertisement

more

. in the right of way is similarly ob-

vious and yet several states, apparent-
ly to escape the cost of installation,
permit such warning
authorized.

It would seem that highway officials
could demand that the rural right of
way be entirely free of any outdoor
advertising eliminate
further the advertising nuisance, wider
Where such
wider ways cannot be secured, a “set-

signals—when

whatever. To
rights of way would help.

back” line inside the property would
help eliminate dangerous, distracting,
and disfiguring signs. A combination
of set-back lines, say 100 feet from the
center line, and a restriction as to the
maximum size of any outdoor adver-
tising would markedly reduce the
nuisance.

Wisconsin has an original ‘‘setback”
provision for
protection:

“The triangles bounded by two ad-
jacent intersecting highways and a line
drawn between the points on the cen-
ter lines—1,000 feet from the intersec-
tion of their center lines, are declared
prohibited ground for the erection of
any danger producing advertising
signs, where such intersection is be-

highway intersection

yond the corporate limits of any city
or village.”

Connecticut prohibits signs within
fifteen feet of the right of way line.
Probably we can, as far as the rights
of way themselves are concerned, hope
for constantly tightening restrictions.
Those states that now regulate only
with fees and penalties have the power
to be more and more severe and fol-
low the lead of the others that have
taken advanced positions.

When we consider the details of out-
door advertising on private property,
we find a more difficult situation. We
know that such advertising interferes
with highway operations, that it mars
the scenery, and that at times it is
even dangerous. Dr. L. I. Hewes.

2+. ___

If you seek apples, don’t shake a
peach tree, for apples do not grow on
peach trees. Shake an apple tree, pick
up your apples and carry them home.
And don’t attempt to gather apples
and peaches at the same time. Peaches
are all right in their proper place, but
they decay quickly, and if mixed in
with the apples they will spoil the
apples, too.

 

CANNING
COMPANY

in.

Ne
He

OCEANA

uality Packers

of

ichigan Fruits

 

SHELBY
MICHIGAN
{

 

 

 

   

96

THE INDEPENDENT DEALER.
Waste Greater Menace Than Chain
Store Competition.

“What are the problems retail busi-

ness must face next year?”

You are asking a most wonderful
and hard question as the retailer is in
an unusual position. He has been ad-
vised by his fellow merchants that
hand-to-mouth buying is the only ad-
vantage in the administration of his
business and when you come to outlin-
ing it, there has been very little quan-
tity buying in the last three or four
years and the hand-to-mouth buying
has been very much exaggerated. He
is also advised to hook up with in-
stallment buyers, as a means of in-
creasing his volume, and that it is prac-
tical way of buying at this time.

Then a Columbia professor whose
story on the subjejct states that he is
thoroughly convinced that the power
of time buying practice will not be
able to weather a pressing financial
period, also predicts a critical develop-
ment in the history of this country.
These expressions have a tendency to
make the average retail merchant
wonder. He is not alone confused by
the mass of contradictory statements,
especially those statements that con-
cern his business. He is also told that
volume is not necessary, but a very
bad practice; and then he is reminded
that it is the only way to decrease his
overhead.

He also warned against the attitude
pertaining to the number
policies and regulations of his store.
Just about the time he has settled a
conviction that the price element
should be subordinate to his merchan-
dise plans, he is immediately told and
informed by the Better Business Bu-
reau that price is the pinnacle position
and the reason for customers’ purchas-
ing preferences.

He is informed that the customer is
always right in all her business rela-
tionships to the store and when at-
tending the average trade convention,
some speaker informs him that the
customer is not always right and that
she is an unseasonable soul, always
seeking benefits and making claims to
which she is not entitled.

Then comes the fellow (there seem
to be many of them these days) who
says that every organization should
be detailed and controlled in all its ac-
tivities, then warned that over-system-
ization will be a costly experiment that
can only spell ruin for its firm or or-
ganization by adding unnecessary
overhead.

Now comes the great cry of style
and these fellows all seem to be argu-
ing the necessity for a style advisor.
On the other hand you are informed
that going in for style and not sticking
to staple stock and eliminating fads
and fancies, you are up against it. One
day it is a dignified kitchen and the
next it is a modern one, with all the
pots and kettles and curtains to match
the floor coverings. So the wheels
turn, and so does the merchant's head
turn, a cycle of contradiction, all up
and down the line of supposed infor-
mation with a result that the average
merchant would like to know where
he is really at.

of rules,

MICHIGAN

Organization is the word that spells
life or death to the retailer. It is the
open sesame that is going to show
him the way to success or that will
doom him to failure.

The future of the retailer, particu-
larly the independent retailer, depends
upon his vision to see and his ability
to set up and operate local retail as-
sociation, national trade associations in
miniature. The retailer has been told
—and believed it, that the major ad-
vantage of the chain store was in its
buying power but he is slowly learn-
ing that buying power is a minor fac-
tor, that exchange of experience, quan-
tity records, better business methods,
in other words, collective effort and
group endeavor furnish the power be-
hind better stores.

Fortunately the retailer has a grow-
ing consciousness that suspicion, mis-
trust and unfair competition are handi-
caps that hinder business success and
there is an increasing realization that
co-operation (not competition) is the
life of trade to-day, that chain store
organizations are nothing he
cannot do by working with his fellow

doing

merchants.

The existence of the retailer depends
upon his ability to adapt the methods
and practices of national organizations
to the needs of his home community.
Retail credit association have fortified
the retailer against predatory cus-
tomers who abuse charge accounts but
the retailer hes done practically
nothing to protect the reputation of
his own advertising against the pirate
and the sharpshooter.

The retailer fiddles while falsehood,
cxaggeration and misrepresentation are
burning up the whole advertising sys-
tem. He wails that his “advertising
does not pull the way it used to,” or he
sobs “there ought to be a law passed,”
or he merely pays his increased adver-
tising bills and says nothing.

The retailers of every community
must organize; they must study what
national organizations have done; they
must adapt the experience of national
organizations to local conditions; they
must, as it were, decentralize the Na-
tional Better Bureau; they
must set up, in miniature, a retail dry
goods association, a retail grocer as-

Business

sociation, a retail furniture association,
etc., united with one executive head,
but servicing local retail groups as na-
tional organizations service national
groups. Ohio leads in such organiza-
tions and where Ohio has shown the
way, others may well follow.
Summing up the whole
from my own point of view, I wish to
state most emphatically that our own
good friend, something
when he stated, “Merchandising is not
a war between independents and chain,
but a war against waste. Retailers all
over the country must reduce costs if
they hope to survive.” We are enter-
ing a period of competition in which
a terrific fight is being waged for the
consumers’

situation

Filene said

dollar and our factories
naturally must endeavor to make the
customer’s dollar bigger by eliminating
waste. Not alone a waste in distribu-
tion, but waste in every kind of busi-
ness, be it manufacturing, wholesaling,
jobbing or retailing.

No one need fear chain stores. If

 

 

TRADESMAN

he is managing his business personally,
he can outdo the chain stores if he has
any personality whatever, from the
fact that the chain stores cannot hire
anyone who can furnish the valuable
element of personal management. In
other words, the great businesses that
have been built in our country so far
have been built by personal contact,
both as regards the employes and ex-
ecutives of that business.
all kinds show how and wherein you
are making or losing money by per-
sonal contact.

Systems of

The merchant has al-
ways and will always do the building
of the business.

I am thoroughly a believer in the
advantage of the average merchant
over the chain store if he has the brains
and ability to put across that advan-
tage; he must establish his store
policy in the minds of the trading pub-
lic; it should be promoted in and out
of season through the store and out-
side agencies. If the standard prin-
ciple is economical, that point should
be everlastingly brought forward. If
the dominant quality is to be in style
or modernism, the advertising copy
should carry that thought, providing,
of course, that the merchandise han-
dled by the store and the personnel of
the selling force have been worked out
and trained along those lines.

If the store takes more than aver-
age interest in the community, whether
social, civic or industrial, that should
be stressed through its windows, its
newspaper advertising and
mail literature.

through
In fact, whenever the
store, organization or its executives
come in contact with the public, it
should not hesitate to let the public
know of its purpose in the community
as the guiding principle of service;
that fact should be published through
all available mediums. It should do
everything in its power to let the pub-
lic know fhat it is not alone interested
in the town and city but has its inter-
ests at heart to the extent of subscrib-
ing to every kind of community fund
and other local benefits.

It is strictly essential that the mer-
chants of to-day must have the right
kind of merchandise at the right prices
and in the right assortment, so I say
to you, in conclusion, that the great
menace is not in the chain stores, but
an honest effort to do away with the
terrible waste which seems to be going
on before the merchandise is really in
the hands of the consumer.

J. W. Knapp.
——_>+2____
Mergers and Individualism.

Many people dismiss the subject of
mergers and consolidations with the
observation that it is a present eco-
nomic development which cannot be
stayed or counteracted. Timid indi-
viduals add that it will be only a few
years more before everybody will be
the employe of a large organization
formed by the present consolidation
movement. Again, others point out
that we are entering upon the stage
of capitalistic development that im-
mediately precedes the socialistic gov-
ernment ownership and control of the
means of production and distribution
described by Karl Marx some sixty
years ago.

But let us take hope. Individualism

ae

Forty-sixth Anniversary

was never so strong in the United
States as it is just now, and there are
virgin commercial and industrial fields
that await the person who by ability
and temperament is qualified to con-
duct a business of his own. The pen-
dulum of economic progress may soon
be expected to swing the other way.

The present consolidation movement
is born of the ready availability of
large sums of money and fostered by
a desire to eliminate waste in the shape
of overhead expenses. The immense
savings of the American people dur-
ing the past six years crave an outlet.
The average person leaves his savings
with the bank, the stock broker and
the investment house. Unfortunately,
the present tendency of the stock mar-
ket permits large gains not supported
by commerce and industry—gambling
gains. It is idle just now to show that
some of these savings should be used
to support small, meritorious enter-
prises, but in due time this transfer
will be made.

The savings that may be effected in
the purchase of materials for the con-
solidated concern are generally over-
rated, and too much stress is laid on
the increase in sales that will resu't
from the new management. Quite
often these economies are more than
eaten up by the excessive formality and
red tape inherent in the larger organ-
izations.

At times the consolidated concern is
obliged to take recourse to a slash in
the payroll to effect the
sought. It is unnecessary to say that
this is an economic evil. If real
economies cannot be effected in a con-
solidation, no individual owner of a
should surrender his indi-
viduality and become a small cog in
the larger wheel of commerce or indus-
try. The age of personal service is in
the future, not in the past.

Martin Kortjohn.
—_——__+>-.>___

The Weakest Point in Retailing.

In spite of the work of a number of
sales training schools, retailing at the

economies

business

customer contact point in most stores
to-day still shrieks to heaven of in-
efficiency because retailers have been
so slow to realize the supreme import-
ance of better selected, better trained,
better paid, more inspired personnel,
particularly at the customer-contact
point of selling.

Every merchant knows that the
least expensive salespeople he has are
nearly always the best paid and best
treated. He also knows that this is
not simply because he pays them most,
but because they are picked people—
trained Topsy-style for the most part,
it is true, but nevertheless more than
commonly intelligent and interested in
customers, which most salespeople in
most stores to-day certainly are not.

Too many stores most of the time
even to-day leak like a sieve at nearly
every customer-contact point—espec-
ially selling. I challenge any merchant
and I care not how far ahead of the
crowd his store is in its personnel
work—to make an impartial, adequate
test of any average group of his sales-
people which will not show a chief
reason for lost sales, markdowns.
shortages, high-expense ratio and red
profit figures. Frederick W. Aldred.

p

 

orty-sixth Anniversary MICHIGAN TRADESMAN 97

 

 

 

 

 

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MARY LINCOLN.

 

An Attempt To Answer a Difficult
Question.

Of all the many questions that have
been raised as to Abraham Lincoln
and his career, few if any have arous-
ed more curiosity than the one as to
what manner of woman was the Eman-
cipator’s wife.

There are two schools of extreme
belief on this question. Allowing the
dead as well as the living to partici-
pate in the debate, we may start by

recalling that “Bill” Herndon, Lin-
coln’s law partner and_ biographer,
said she was a she-wolf. Turner R.

King, one of Lincoln’s strongest polit-
ical supporters in Illinois, declared she
was “a hellion, a she-devil.” Former
Senator Beveridge says John Hay,
Lincoln’s secretary during the war,
once referred to her by a worse term
than Herndon’s.

But Honore Willsie Morrow, one of
the latest investigators of Lincoln lore,
insists Herndon was viciously preju-
diced and that his statements should
be given no weight, while Katherine
Helm, Mary Todd Lincoln’s niece,
who has written a book to set her
aunt right in the pages of history, is
willing to concede only that she had
“little tempers,” which quickly passed
away.

Perhaps it is best to hear all the
worst first. It has been generally be-
lieved that and Mrs. Lin-
coln were enemies, and while that may
not be an exact way of stating it, they
certainly were not of the same mind

Herndon

MICHIGAN

on many things. It appears that the
wife didn’t think Herndon, a tavern-
keeper’s son, a roisterere, a sort of
atheist, was good enough to be Lin-
coln’s partner—and, as a matter of
fact, other people have thought the
same thing. Anyhow, they seem to
have rubbed each other the same way,
and in his biography and elsewhere
Herndon has left a very unfavorable
picture of her, although he does not
anywhere deny that she had charm
and notable mental gifts.

But his attitude is indicated by the
backhanded compliment he paid her
when he said she made her husband a
great man by nagging him so unmer-
cifully that he found home life intoler-
able and went out on the circuit, prac-
ticing law and dabbling in politics in-
stead of staying at home in easy con-
tentment. He also said it was his be-
lief that her treatment of her husband
was the cause of the latter’s periods of
depression, and recorded, although he
did not publish, one story to bear this
out, -which. just recently has been
printed by Rev. W. E. Barton. The
story was that Lincoln came.to their
office in a state of black melancholy
and finally told his partner that he and
his wife had quarreled, that he had
finally self-control at her
tongue-lashing, and had cursed her.

lost his

Several recent biographers refuse to
take the Herndon view, but one very
prominent the late Albert J.
Beveridge, seems to have accepted that
side of the story quite without reser-
vation, which will doubtless surprise
many people, and should not be dis-

one,

 

TRADESMAN

missed too lightly, as the ex-senator
made very wide enquiry and investiga-
tion into Lincoln’s history, and par-
ticularly explains that he has dis-
regarded mere gossip and tales he
thought possibly inspired by spite.

He declares that “accounts of her
(Mrs. Lincoln’s) violence are numer-
ous and unimpeachable.” He quotes a
Mrs. Hillary A Gobin, widow of a
former president of De Pauw Uni-
versity, as saying her parents lived
very near the Lincolns in Springfield,
and that she had heard her mother
say Mary was frequently seen to chase
the future president of the United
States from the house with a broom-
stick.

Dr. Barton, who is no extremist,
tells that Lincoln was compelled to
write a humiliating letter to a Spring-
field publisher explaining how it came
about that his wife had cancelled a
subscription to a newspaper after Lin-
coln had subscribed for it but had not
dared to admit as much to his testy
spouse.

There is various testimony to the
effect that Mrs. Lincoln often, if not
habitually, quarreled with her domes-
tic help and had the reputation of
being a very difficult mistress. One
girl who was employed in the Lincoln
household for a longer term than most,
later explained the reason for her ex-
tended stay by the fact that Lincoln,
on the side, slippedsher an extra dollar
a week with an exhortation to do her
best to endure her trials.

Another story that comes from more
than one source is that Mary was re-

 

Forty-sixth Anniversary

garded by merchants and grocers and
druggists as an unreasonable customer.
She is said to have had the habit of
sending purchases back for small cause,
and of doing a good deal of complain-
ing. Women acquaintances, including
at least one relative, said she was stin-
gy and especially so in her kitchen.
She saved there, they declared, to
make a display in her clothing.

Although Lincoln was a_ sociable
man and loved company, there never
was much company at the Lincoln
home. Judge David Davis, one of
Abraham’s closest friends and later
appointed by him a justice of the Unit-
ed States Supreme Court, testified
that he was never invited to the Lin-
coln home for a: meal, and Henry C.
Whitney, another warm friend, told
the same story. These men and oth-
ers believed the reason was that the
putative master of the house knew
guests would not receive a warm wel-
come from “the little lady.”

Of course, there is another side of
the picture, which is stressed by those
who don’t believe Mary was so bad.
Their attitude is that the wife was a
cultured woman, brought up in the
best society of Bourbon Kentucky,
while Abe was a frontiersman by birth,
early environment, and temperament.
He knew little about the niceties of
life, as Mary Owens argued when she
decided not to accept his offer of mar-
riage. They think we shouldn’t mar-
vel that his wife sometimes lost pa-
tience with a man who couldn’t learn
that the servant and not he .should
go to the door to admit guests, who

 

 

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Forty-sixth Anniversary

once told some “high-toned” lady call-
ers that Mrs. Lincoln “would be down
as soon as she had her trotting har-
ness on,’ who persisted in using his
own knife in the butter at table, who
went about the house with his trousers
held up by one old “gallus,” who had
no idea when mealtime was, who was
careless about all sorts of “little”
things — often forgetful, abstracted,
sometimes melancholy. Hardly any of
them attempt to deny that she some-
times “had her say,’ and they are in-
clined not to blame her so much.

Just how serious the friction was,
is hard to decide. Davis, Whitney,
and other companions of Lincoln on
the circuit thought he often stayed
away from home over Sundays when
he didn’t need to, and they suspected
it was from choice. The rest of them
went home, as a rule, and they thought
it significant that he didn’t.

Some who ought to have known tell
a more moderate story than the ex-
tremists. James Gourley, who lived
next door to Lincoln, thought Abra-
ham and Mary got along “moderate-
ly” well. That’s not putting it very
enthusiastically, to be sure, but Gour-
ley thought she had redeeming traits.
Probably he had in mind the: claim
made by others that she did her hus-
band and the country a great: service
by her jealous care for his health and
comfort. She kept his clothes in or-
der, they say, saw that he had~ good
food (which was something he
wouldn’t have had of his own volition,
for he was remarkably indifferent as
to when and how and what he ate)
and in general mothered him as mother
looks after a careless and forgetful boy.

In dealing with his wife’s peculiari-
ties, Lincoln, according to some ob-
servers, employed a clever and droll
tactfulness that was quite character-
istic of the man. He didn’t believe in
“stepping into trouble’ when it could
be avoided. Carl Sandburg has some-
where dug up an account of how the
representatives of a Springfield fire
company—it was in the days when
there were no municipally supported
fire departments—came to Lincoln and
asked for a subscription. He described
how he would manage it, by asking
his wife at supper that night if she
didn’t think they ought to give $50
to the fire company, whereupon she
would say that was an unreasonable
amount, that $25 was ample—and of
course $25 was the amount he really
thought of subscribing. Sometimes, it
is said, when a domestic storm arose,
Lincoln would take one of the children
and go for a walk. Maybe it would
be clear weather when he returned—
maybe not.

But there was another charge against
Mary Todd Lincoln, daughter of a
Kentucky slaveholder—a charge, it is
true, that has not persisted like that of
her bad temper, but which at the time
of the war was perhaps as widely be-
lieved and doubtless made her far
more trouble. This was the story that
she was pro-slavery in her sympathies.
This was bandied about in Illinois be-
fore Lincoln became president, which
is really not surprising when one re-
members the bitterness of those times

MICHIGAN

and the fact that among the abolition-
ists and even the more extreme repub-
licans, Lincoln himself was not at that
time regarded as sufficiently orthodox
on the question of slavery. You do
not find modern writers, at least of
standing, trying to prove that this ac-
cusation against Mary was true, but
that it was current and swayed many
minds can be easily judged from read-
ing the reports of congressional de-
bates even in reconstruction days, when
the charge of disloyalty was openly
hurled against Abraham Lincoln’s wife
by members of the house and senate.

Probably a majority of readers
would be willing to take the word of
that excellent analyst of human char-
acter, Gamaliel Bradford, who “psy-
chographed” Mary Lincoln in one of
his inimitable books and declared he
could find no evidence whatever that
she sympathized with the South during
the war. It is possible that she may
have had different ideas earlier. On
one occasion she is reported to have
remarked that if Mr. Lincoln should
die, she would not long be found re-
siding outside a slave state. But this
was at a time when apparently she
had been having a typical difficult with
her “help,” and anyhow, the remark
may have been made partly in jest.
It is certainly not the sort of testi-
mony on which you would hang a per-
son, but it does not seem that anything
more tangible is available.

The charge of disloyalty was loud
and furious at times during the war,
and in considering it at that time, we
find it necessary to note something of
the situation in which Mary Lincoln
found herself as mistress of the White
House during the period when the
Federal Government was trying to
conquer the Southern confederacy.

Mary had five brothers, of whom _

four were secessionist and one union-
ist. All four of the former were in
the confederate army, while the latter
was an invalid and died before the
war was ended. The first fatal news
from the battle front for Mary was
that her brother Sam, whom she had
carried and cared for when he was a
baby, had been killed at Shiloh. Be-
fore the same year was ended, she re-
ceived word that her brother David
had been mortally wounded at Vicks-
burg. The next August, her youngest
brother, Alexander, was killed at
Baton Rouge. The following month,
her brother-in-law, Brigadier-general
Ben Helm, of the confederate army,
fell while leading his men at Chicka-
mauga, leaving her young sister Emilie
a widow.

Now during all this awful time, en-
thusiastic, not to say fanatical, sup-
porters of the Government in Wash-
ington were watching the Kentucky-
born lady in the White House to see
whether she made a false step. If
she failed to applaud the victories in
which her relatives had fallen, she was
accused of being a rebel herself. She
had to listen to the exultation and the
celebrations of union triumphs and on
the other hand, when she drove about
the city in her carriage, Southern wom-
en, recognizing her, would rush _ to
their pianos and play Dixie and Mary-

 

TRADESMAN 99

 

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land, My Maryland so that she could
hear.

These secessionist sympathizers ac-
cused her of being callous and hard-
hearted because she did not openly
lament her losses. She was caught
between two fires. But if you read
the account given by the Emilie just
mentioned, you will feel that her at-
titude was really as near correct as it
could have been. She was not callous,
by any means, nor on the other hand,
was she untrue to her husband’s cause
or principles. Mrs. Helm shows that
the sisters did not dare confide com-
pletely in each other at this time be-
cause they realized they did not agree:
Mary was for the Nerth, and Emilie
was for the South.

Even these troubles were not all. In
1862, the Lincolns lost their son Wil-
lie, the second of their four boys to
die, Eddie having passed on some years
earlier at Springfield. They were heart-
broken. As the oldest son, Robert,
came of military age, Northerners,
even a senator, complained bitterly to
the parents because the boy was not
He wanted to go, but his
mother almost frantically objected.
Lincoln saw that this would not do,
and Robert became an aide on Grant’s
staff, where he was doubtless given
assignments. The
harassed parents certainly due
that much consideration. Yet Mrs.
Lincoln continually worried about him.

But as a matter of history, nobody
has ever brought forth an item of evi-
dence to show that Mary Lincoln was
disloyal to the North or to her hus-
band’s policies in conducting the war.
The contrary seems to have been the
fact.

In one respect there is ample testi-
mony that Mary's attitude was beyond
reproach. She thought much about the
wounded soldiers and made frequent
trips to the many hospitals about the
city, where the inmates came to know
her for her kind words and gifts of

in uniform.

few dangerous
were

fruit and delicacies.

In managing things as mistress of
the White House, Mary does seem to
She allowed the
wives of democrats—Mrs. Stephen A.
Douglas and Mrs. Crittenden, of Ken-
places at

have made mistakes.

tucky, to have prominent
White House functions, which made
some republicans suspicious and jeal-
ous or both. The explanation was that
she knew both the ladies, and as a
matter of fact, they were “true blue.”

Another source of trouble is said to
have been that well-intentioned North-
erners, thinking the Lincolns ignorant
backwoods people, tried to give Mary
advice about her duties as White
House hostess. It is even said the
Zachariah Chandlers, of Detroit, made
this error. It was an error in two
ways: Mary knew more of social life
than they supposed, and besides, she
was not a person to be “bossed.”
Probably her sharp and tactless ton-
gue made new enemies because of her
pique at the well-meant offers of as-
sistance. She thought she knew how
to play White House hostess, and

probably she did as well as many of
the others.

“Dr. Russell,” probably “Bull Run”

MICHIGAN

Russell, the famous British war cor-
respondent, is quoted as saying that
“her manners would adorn a court”
A certain Willis Steell, who seems to
have been an eye-witness, tells in rath-
er favorable terms of her White House
career, but says she was disappointed
and satiated in the end by her success-
ful effort to secure social success and
popularity. Mr. Bradford, who quotes
Steell, is not so sure he is correct
about all this.

It seems that during the first year
of the Lincolns’ regime in Washing-
ton they “pulled off” a big reception
or party with formal invitations, which
was against recognized precedent, any
parties given at the White House being
supposedly accidental. Helen Nicolay,
daughter of Hay’s fellow-secretary,
says “society was rocked to its center”
by this. Some, it was said at the time,
were furious at not being invited,
while many who were asked did not
come. One version was that it was a
“very respectable success.” This was
probably the most talked-about func-
tion at the White House during the
administration. Later, Mrs. Lincoln’s
afternoon receptions and the Presi-
dent’s public levees were held regular-
ly during the winters, but they were
not especially jolly affairs, as may be
imagined. In general, it has been re-
corded that Mrs. Lincoln was undiplo-
matic and prone to offend people, but
on the other hand Mrs. Helm records
that she heard her sister exercise re-
markable restraint when cruel remarks
were made to her by a senator.

One author records that there was
much criticism because of the char-
acter of people Mary invited to the
White House, some of them being
politicians of very questionable stand-
ing. The assumption that she did this
out of bad taste or ignorance is re-
pudiated by another observer, who says
Mrs. Lincoln told a friend at the time
that she was planning so as to secure
the political support of these hangers-
that after
throw

on for her husband, and

he was re-elected she would
them over. Whether she did drop them
seems not to have been recorded.
Besides giving Lincoln good advice
regarding his own career, as she did
fo example when she advised him not
to accept the position of Governor of
Oregon Territory, Mary was a keen
judge of character—although perhaps
rather than sound
reason that guided her. She early de-
cided that McClellan wouldn’t do, de-
claring that “he talks so much and does
so little.’ Lincoln is said to have cred-
ited her with possessing better ability
to size up people quickly than he.
As intimated above, Mary had more
than her share of troubles. One of
her heaviest crosses was the loss of
Willie, the son who died in 1862. She
became almost frantic, refusing to en-
ter the where his body lay
awaiting the funeral. She became so
wild in her talk that Mr. Lincoln led

it was prejudice

room

her to the window and pointing to
the insane asylum, which was in plain
view, said: “Mother, do you see that
large white building yonder? Unless
you control your grief I am afraid we
shall have to send you there.”

TT I I Te a Oe ae ee ae

TRADESMAN Forty-sixth Anniversary

 

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MICHIGAN

TRADESMAN

101

 

That was an ominously prophetic
statement, which Robert Lincoln, the
oldest son, may have remembered la-
ter, if he knew of it. In fact, one may
come to wonder whether there was not
already a germ of insanity in her mind.
Was it an evidence of this that be-
fore she left the White House she
became so unaccountably extravagant?
With no need for remarkable trous-
seaus, in the sad times of 1864 and
1865, she bought great quantities of
clothing, without the president’s knowl-
edge. She found that merchants,
largely in New York, were glad to
give her ample credit, and she bought,
unil, after Abraham’s death, she was
owing what was then the huge sum of
$70,000—approximately the presiden-
tial salary for three years? This doesn’t
seem the work of a_ wholly sane
woman.

She exhibited another trait that may
be taken to point in the same direction.
That was her jealousy, a_ character-
istic that was probably natural, but
seems to have become more _ pro-
nounced as she grew older. After
going to Washington she became sus-
picious of old friends and even of her
sisters. But perhaps that could be
explained on the score of the feverish
and unreasonable passions of the
times.

Not so easy to account for was her
jealousy of her husband. One story
has it that she made up a blacklist
of women to whom she didn’t want
Abraham to talk. The most. circum-
stantial evidence on this score, how-
ever, is in connection with the Lin-
colns’ trip to visit Grant’s headquarters
in the early spring of 1865. On that
occassion, according to Dr. Barton,
Mary “went off her head” twice be-
cause she thought the wives of two
prominent generals, Griffin and Ord,
had each seen the President alone.
She is represented as saying angrily
to Gen. Adam Badeau, “Don’t you
know I never allow any woman to see
Mr. Lincoln alone?” and as ranting
about the alleged offense until every-
one within earshot was terribly em-
Both the ladies in question
were of unimpeachable character, and
the outbreaks were of course wholly
without cause.

barrassed.

The blow of the President’s assassi-
nation was of course enough to shake
a sane mind, and whatever her previ-
ous mental state, Mary was terribly
shaken by the tragedy. Perhaps it
was mere stubbornness that was large-
ly responsible for her poor judgment
in quarreling with the Springfield peo-
ple over the location of Lincoln’s mon-
ument. Showing no humility, modera-
tion or reasonableness, she declared if
they didn’t come to her terms she
would remove the body to Washing-
ton. She won her point, but lost
friends.

A year or so later she gave another
exhibition of exceedingly poor judg-
ment, to say the least. Her creditors
having become troublesome, she need-
ed more money than was available,
even after she received the unpaid
amount of the President’s 1865 salary,
which amounted to $22,000. But in-
stead of going to Lincoln’s close

friends, or to her son Robert, who
could have handled the problem for
her, she consulted only her mulatto
dressmaker, Mrs. Lizzie Keckley, and
went with her to New York to sell
some of her jewelry and other valu-
ables. The affair couldn’t have been
worse mishandled. Mary’s agents, af-
ter telling her the property was not
sufficient to raise the sum she wanted,
suggested that an appeal to the re-
publican leaders be made, and so the
story was stupidly given to the demo-
cratic New York World, which glee-
fully published it, angering the repub-
licans and stirring much gossip and
slanderous talk about Mary.

Senator Charles Sumner, always a
good friend of Mrs. Lincoln, intro-
duced a resolution in Congress for a
$5,000 annual pension for her, but that
stirred her enemies to renewed vitu-
peration. Senator Yates, of Lincoln’s
own State, declared in open debate
that Mary had been untrue to her hus-
band and had been disloyal to the
Union, and others said equally slan-
derous things. The resolution was
killed, but the next year, Sumner got
one through for $3,500 a year, by a
close vote which certainly reflected
no great credit on the Government

which owed so much to Abraham
Lincoln.
Mary went to Chicago, bought a

home and lived there for a time, and
then went to Europe with the younger
son, “Tad,” who was in poor health.
After she came back, “Tad” grew
worse, and died in Chicago, not long
before the great fire which swept that
city. This was another awful blow,
and Mary’s condition became steadily
worse in the years following. She
still had the craze for buying things
she didn’t need or use, and Robert
at times returned large quantities of
goods to Chicago stores. By 1875 she
was in so bad a state that on the
advice of friends and relatives, he
started proceedings to have her ad-
judged insane, which was done quietly
in Chicago. After thirteen months in
a sanitarium at Batavia, Ill., she was
declared sane again, which was prob-
ably an erroneous decision, although
it was perhaps just as well that it
should have been that way. For sev-
eral years she was in Europe, some-
what estranged from Robert, who did
not always know her wh:ereabouts.
About 1880 she returned to the United
States, and those who are interested
in the tragic circumstances can find
quoted in Barton and other books an
account from the New York Sun tell-
ing how the Emancipator’s widow was
told to stand aside on the dock while
Sarah Bernhardt and the other ac-
tresses of her company splurgily made
their way ashore under the eyes of
an admiring crowd.

In 1882, Mrs. Lincoln, while at the
home of her sister, Mrs. Ninian Ed-
wards, at Springfield, the same home
where she was married, suffered an
apoplectic stroke and died shortly af-
ter. Her physician, Dr. Thomas W.
Dresser, after a postmortem, announc-
ed that she had for years been suf-
fering from a cerebral disease. Just
what length of time the expression

 

 

  

 

 

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102

MICHIGAN

TRADESMAN

 

Forty-sixth Anniversary

 

“for years” meant, was not explained.
None of the biographers makes a
really clear and satisfactory statement
regarding Mrs. Lincoln's finances. She
thought she was in straightened cir-
cumstances. Her understanding was,
a year or so after the war, that her
income would be about $1,700 a year,
whcih she correctly said was not suf-
ficient to educate “Tad” and maintain
herself. Later she was given $3,500
annual pension, as related above.

The appraiser of the President’s
estate reported it as worth $110,000.
Whether this included the $22,000 ad-
ditional salary is not explained. Nor
do we know just how Mrs. Lincoln
settled with her creditors, although
apparently she did not pay them the
full $70,000.

After she was dead, there was found
tucked away in her dresser drawers
$6,000 in cash and about $75,000 in
United States Presumably
there was other property, for Lincoln
owned some real estate, although this
is not made clear. It would seem as
if the unfortunate woman had either
underestimated her resources when she
complained of penury, or that she lived
in very frugal fashion during her wid-
owed years—or both.

Besides the money and bonds, she
had accumulated, in spite of Robert's
precautions, huge quantities of cloth,
dresses, hats and various garments, in
crazy contrast to the fact that she
never, after the assassination, wore
anything but mourning garb.

bonds.

Mary’s insanity evidently centered, -

quite about clothing.
Did it hark back to the times when
she skimped in the kitchen to buy pret-
tier dresses?——N. H. Bowen in Detroit
Saturday Night.

a

Give Coffee a Prominent Place In

Your Store.

Nearly every grocer that we Bul-
letin representatives call on is inter-
ested in ways and means of building
up a good coffee trade.

Most grocers have it well in mind
that when customers know the store
can furnish the kind of coffee they
want, those customers are almost sure
to give that store a nice share of their
grocery business.

So there are a lot of progressive in-
dependent grocers aiming to get more
good coffee business. Some use one
method and some another. A lot of
good practical coffee-selling ideas are
found in action in Northwestern gro-
cery stores.

But it is noticable that in prac-
tically all grocery stores that have
built a good coffee trade, and are plan-
ning to get more, the coffee depart-
ment is given a prominent position in
the store. It is one of the store’s
outstanding lines.

Usually the coffee line is found well
up front in store after store visited.
But whether it is in the front, the
rear, or the middle part of the store,
it has a position where it gets the
quick attention of customers, in most
stores that have built a good follow-
ing for their brands.

This is a point of first importance
to those grocers who are wondering
why they do not hit a real stride in

considerably,

 

coffee sales. Such grocers should
determine whether the coffee stock in
their stores has been given the im-
portance it should have.

If the coffees are in a place in the
store where they are easily overlooked,
then they are not getting the attention
they should have either from the cus-
tomers or the store staff.

Giving any line or item extra good
display in the store brings results by
two routes: It pulls the attention of
customers in that direction, also it
constantly suggests itself to the clerks
as they go about their daily work, and
in their talks with customers, face-to-
face or over the phone, they almost
unconsciously suggest that line or
item.

To sell coffee as well and as much
as they should, clerks must feel well
acquainted with the line by coming
often in contact with it. They need
to bump into it as they walk around
the store, to have the display of the
line call coffee to their attention daily.
They must feel and know that selling
coffee is a very important part of the
daily work of the store.

If coffee or any other line is arrang-
ed or placed ever so neatly in a not-
very-prominent position on the shelves,
and if it gets no special display, it re-
ceives just the kind of attention that
its position in the store indicates. Un-
der such conditions, when customers
ask for coffee it gets attention. When
they don’t it does not get much atten-
tion.

But put coffee where it stands out
prominently in the shelving scheme,
and give it special counter or floor
display, and some window display, and
keep on doing it, then coffee becomes
more prominent in the thought and
attention of the whole store staff; they
do more work on it, think more about
it, suggest it oftener to customers, and
that results in more sales.

The items which a clerk suggests to
customers in his daily selling are usu-
ally the result of suggestions that come
to him from his daily contacts in the
store.

In his contacts with his employer he
may be told to push, recommend, and
suggest a certain coffee.

In his contact with the coffee stock
in the store, seeing it in a prominent
place and well displayed, he gets the
suggestion that he should push coffee.

In his contact with customers who
are pleased with certain brands of cof-
fee carried by the store, he gets the
suggestion to recommend those cof-
fees to others.

The representative of the coffee
roaster may arouse the clerk’s interest
in coffee; or he may receive an im-
petus from reading a trade paper, or
from recollecting how he pushed cof-
fee in the past, and thereby realizing
that he ought to be doing it now.

So to get the results on coffee that
you are aiming for, you will have to
do what other stores do that sell lots
of coffee — put the line where it is
prominent in the store.

Customers who call at the store
thereby have their attention promptly
directed to it, and it has the prodding
effect on the clerks’ minds noted above.
—Grocers Commercial Bulletin.

Range of Study in Public Schools
Broadened.

The efforts to secure equalization of
educational opportunity have account-
ed not only for the establishment of
the free public school system, but also
for its marvelous growth and expan-
sion. In the beginning the battle was
to open schools to the children of all
classes, to admit girls as well as boys.

The evolution of the free public high
school is one of the most interesting
chapters in the story of the history of
education in our country. It is now
being repeated on the college level in
the public junior college movement.

Now the problem is to provide the
training which will give each one a
chance to develop according to the
limits of his own ability. This cannot
be done by a program which puts the
same trade mark on all individuals.

Equality of opportunity will never
be reached if it means the same organ-
ization, the same material equipment,
or the same curriculum for all. It can
be reached if it means an equal chance
for all to advance according to the
limits of his capabilities.

Schools are not robot factories, nor
are they engaged in mass production
on the same trade mark levels. They
are tor the purpose of helping chil-
dren to achieve lives of rich signifi-
cance. Dewey says that they exist
for the purpose of transmitting to chil-
dren the great social heritage of the
race so that they may reconstruct their
experience in such a way as to enhance
that heritage by new contributions to
civilization.

If the sole aim of the public school
is preparation fer college, then it serves
only 10 per cent. of its enrollment;
if its purpose is training for life out-
side the school, then 90 per cent. are
also included in the service. The
school of yesterday subscribed to the
former theory and educated a selective
group for the professions; the school
of to-day reaches out for all the chil-
dren of all the people, while the school
of to-morrow will carry this compre-
hensive program forward to more
specific success.

What does all this mean to you as a
vocational group here to-day? It
means everything to you. What does
it mean to you that seven cardinal ob-
jectives of education have been
adopted?

The attempts to solve the problem
of equalizing educational opportunity
begun with the establishment of the
public high school—the first big con-
crete expression of the demands of the
people for the education of the masses
—are now being done along the lines
of needs brought about by modern
civilization. All the chapters in the
story of making the schools better
serve the needs of all the children are
and yet completed, but there are
enough to prove that significant prog-
ress is constantly being made.

The expansion of the curriculum to
include such courses as commercial
subjects, vocational agriculture, home-
making, trade and industrial education,
and normal training departments as
well as classical courses show the con-
tinual adjustment to a more balanced

program. The provisions for the es-
tablishment of part-time, continuation
and evening schools, classes for handi-
capped children, and the vocational
rehabilitation of physically and voca-
tionally handicapped persons are furth-
er attempts to equalize educational op-
portunity and to salvage the individual.

Out of the need and as dynamic con-
t-ibutions in the solution of the equali-
zation problem have come the voca-
tional education and_ rehabilitation
se-vice. They are therefore not a thing
apart but an integral part of the pub-
lic school system. Their effectiveness
is not a matter of guesswork.

Certainly a program which taps new
sources cf information in the solution
of our complex social and economic
problems and in the conservation of
natura! and human resources is as im-
portant as any other phase of public
education. The splendid results of
college vocational work in the fields
of medicine, engineering, law, and oth-
ers, are being duplicated on the public
school levels in the courses and ac-
tivities now being carried on for the
90 per cent. who do not enter the pro-
fessions and who never go to college.

Agnes Samuelson,

Superintendent of Public Instruction
for Iowa.

———_+-2+
Requirements of a Good Display
Window.

1. Window glass should be so clean

inside and out that a store would stake

its reputation on it.

2. The woodwork, floor covering,
etc., should be carefully cleaned.

3. It is much easier to make a dis-
play with one, two or three relating
objects than with a miscellaneous as-
sortment.

4. Simplicity and common sense are
absolutely necessary to good window
decorations.

5. Size is not the most important
feature of a show windcw. A small
window properly decorated can get as
good results as a larger one.

6. Windows should be well lighted
with proper lamps and reflectors.

7. Do not fill a large window with
small objects unless they are grouped.

8. Group only articles that go well
together.

9. Every window should have a
background that serves to make the
display stand out and gives an oppor-
tunity to illuminate the display.

10. Windows should be illuminated
at night. Many people who would not
see them during the day have time in
the evenings to view displays.

11. Pedestals in convenient heights
and glass shelves serve to raise a dis-
play off floor and out of the mediocre
class. A convenient size for glass dis-
play shelves set on pedestals is about
12x24 inches.

12. It is advisable to have at least
one descriptive card or poster to “get
over” the message to the less discern-
ing.

—+-.+—_____

The finest education is the education
that has been acquired by daily labor,
by saving; not so much money as sav-
ing what is still more precious—time
and opportunity—J. Ramsay Mac-
Donald.

 

Se aangmrencc oes

en,

 

 

 

 

 

Forty-sixth Anniversary ° MICHIGAN TRADESMAN

103

 

 

The
WHOLESALE MERCHANTS

BUREAU
of
THE DETROIT BOARD OF COMMERCE

COWS

‘Always At Your Service’’

The Wholesale Merchants Bureau is comprised of over
300 of the leading wholesale firms of Detroit whose aim
is to be helpful to the retail merchants in the successful
conduct of their business.

Through the efforts of the Wholesale Merchants Bureau,
motor truck lines are giving overnight service and are
making store door delivery to over 400 cities and towns
within a radius of 250 miles. More than 70 responsible
trucking companies who have received permits from the
Michigan Public Utilities Commission furnish this service.
A regular railroad service also covers this territory.

This means that the Detroit market offers not only
complete, diversified stocks that meet every requirement
of the retail trade, but deliveries unexcelled by any market
in the country.

For Your Benefit Trade In The
DETROIT MARKET

CIWS

If you wish any information regarding the Detroit market, a line to E. E. Prine, secretary, Detroit Board

of Commerce, will bring a prompt response.

 

 

 

 

 

 

 

 

104

MICHIGAN

TRADESMAN

° Forty-sixth Anniversary

 

GROUP BANKING.

It Represents the Onward Trend of
Progress.

To define or even comment upon
banks and banking in the sense of their
relation to community economics, one
must consider practically all uses of
money and all purposes for which
money is used. The subject, however,
embraces two distinct viewpoints—the
bank from the standpoint of its own-
ership, as a stock company doing
business with a view of making profits;
as a private enterprise in which those
are most interested who own shares,
and as it relates to the service it ren-
ders the community, the public trust
it must have and hold and the posi-
tion it occupies in the progress of its
constituencies.

The first viewpoint may be dismissed
with the thought that, as a business or
corporation, a bank functions under
practically the principles that
apply It takes the
same risks, meets the same hazards, is
affected by the same economic fluc-
tuations and takes relatively the same
profits that come to the average busi-
ness enterprise. There is not, as has

same
to all business.

been so commonly believed,
thing mysterious about banking. There
is no golden wand or magic touch in
principals.

A relatively few, either in this country

some-

banking that enriches its
or Europe, have amassed great riches
through Far greater
fortunes have been made in creative
manufacture and

banking only.

enterprises, in the
sale of public commodities than have
come to those who have directed most
of their energies to the business of
banking.
that other enterprises prosper that a

It is only in the proportion

bank shares in the conduct of all busi-
ness. It does not share in the busi-
ness profits of its clients. It renders a
service to all industry and business for
which it is paid, as industry and busi-
ness are paid, for what they create and
sell.

It is therefore the second viewpoint,
that of the bank’s relation to the com-
munity, that looms large in the finan-
cial life of society. A bank could not
exist without that relation because it
is almost entirely dependent upon and
holds in trust a very considerable part
of all the money which circulates in
bank could not
depended only upon the
profits earned by its own capital. It
is only when that capital is supple-
mented by the deposits and loans of
others that its usefulness begins not
only to itself but to the community.
And in the proportion that it admin-
isters this trust efficiently and hon-
estly it prospers and profits, or neg-
lecting to do so, it fails. These prin-
ciples can never change so long as the
moral fabric in the economic structure
of our civilization remains intact.

While the essential principles of
banking always have and undoubtedly
will remain the same, methods of bank-
ing have many and_ frequent
These changes are made
necessary by changes in business, by
the advance or decline of prosperity,
by vicissitudes of trade and National

its community. <A
exist if it

seen
changes.

and international credits. Almost in-
variably you will find that in these
changes there has been a reaching out
for greater security, added strength
and more prudence in the handling of
the community’s or the country’s
finance. When our state banks were
organized in the early days of our
Government, certain safeguards were
thrown around them to make them
more beholden to public authority.
There was much and strong objection
from the private banker who consider-
ed his bank his own business and the
money he held in trust, his own in-
dividual responsibility. He wanted to
be the sole administrator of his own
and his neighbor’s funds. But the

 

tional Banks were required to become
members of Federal Reserve System
and State Banks were permitted to
become members if they desired to do
so. Now there are 1300 State Banks
and Trust Companies who are mem-
bers of the Federal Reserve System
and enjoying its protection and ad-
vantages.

These departures and changes in bank
functioning are mentioned principally
to direct attention to the increasing
understanding of bank responsibility as
it relates to the great banking system
of our country. The measures enumer-
ated have been beneficial to all bank-
ing, to all credit and to all business.
If conditions in all cities and localities

Eugene Richards

state idea prevailed and who can deny
its benefits?

When, likewise, in 1864 the National
bank act was re-enacted for permanent
operation, the state banks showed lit-
tle or no inclination to become Na-
tional banks. The tendency toward
unit control was still strong. The state
had become its own banker and hon-
estly believed that no greater benefits
would accrue from National control.
Still, the National bank has found a
place in the financial structure of our
country without which the Govern-
ment would have no orderly channel
for its financing and no stability for
its currency. The act gave greater se-
curity all banks, state or private, be-
cause the Government added its
weight and responsibility to the bul-
warks of bank protection.

As the act was originally drawn, Na-*

were the same; if we all lived the
same business lives and had the same
problems, a set of rules could be adopt-
ed for all banks with little or no varia-
tion and we could all go happily on our
way and enjoy the protection and per-
fection of a standard banking system
that admitted of no error. But condi-
tions are not the same. Our whole
civilization is built upon the “group”
idea which, beginning with the family
retains its identity through the village,
the city and the state. Each of these
groups has its own problems as gov-
erned by production, industry, agri-
culture, mining or whatever activity
serves to unite its common interests.
The bank must meet these conditions.
The bank has always been, is now and
must always be a “group product.”
It must serve the group before it can
align itself with larger activities. It

must profit from the operations of lo-
cal business before it can buy bonds
or securities in other directions. This
recalls the great principles employed
in banking before referred to, namely,
that the bank must be a part of the
community it serves, that it must be
known to the people of the community,
trusted by it and, directly or indirectly,
administered by community effort.

These requirements have developed
in the United States under the State
Banking laws and later under the Na-
tional Bank act of 1863 what has be-
come known as “Unit Banking.” One
of the best descriptions of unit bank-
ing was contained in an address de-
livered by Hon. John W. Poole, Comp-
troller of Currency, before the Mary-
land Bankers’ Association, May 23,
1929,

“The business of a unit bank” said
Mr. Poole, is derived from the com-
munity in which the bank is situated.
This includes such business as may be
afforded by the commercial activities
of the city, town or village and by the
outlying farming communities. The
president of the unit bank is ordinarily
a prominent local citizen and under
the old economic regime he had an
opportunity to become interested in
local industrial enterprises and local
public utilities.

“Under the system of horse trans-
portation for the rural communities—
a system which ended with the close
of the pioneer life of America—the
unit bank was in a much stronger
position than it is to-day. Apart from
the question of their great contribution
to the up-building of local communi-
ties, they were profitable as operating
corporate units for the reason that they
were normally integrated with the lo-
cal economic situation. The president
of such a bank was a personage in the
community and the bank fostered and
financed local enterprises. The banker
was a factor in the local street car
company, the local telephone company,
the local gas plant, the local power
plant and the like. If I were asked to
pick out a single type of institution
which has contributed the most to local
community independence and thereby
to the foundation of our National de-
velopment, I should choose the unit
bank. It is most representative of
the genius of the American people.

“Looking, however, at the unit bank
from the viewpoint of present day
economic and social conditions, the
question is being raised whether the
unit bank can survive. The unit bank
like many other types of local enter-
prise, was made possible by the great
distance between the local settled com-
munities. Distance has now _ been
abolished and as a consequence of this
one factor, the unit bank finds itself
face to face with difficulties that seem
to be almost insuperable. The old
opportunities for the local banker to
have a hand in local enterprises have
passed away because the local enter-
prises have become to a large extent
merged into larger National opera-
tions. Every phase of the public util-
ity business has passed from local
control into the hands of great cen-
tralized corporations which are able

 

 

 

” Forty-s:xth Anniversary

MICHIGAN

TRADESMAN

105

 

 

    
    

 
 

Mf el

= > SSX
SS SO
SS SS SS DF

 

(i).

 

- Strong enough to protect you
Large enough to serve you

Small enough to know you

 

 

 

Pen i: 4
ee in ihe}

|
ry

(e
ee

 

16 CONVENIENT OFFICES

MAIN OFFICE OPEN UNTIL 5:30 DAILY
EXCEPT SATURDAY

 

ja hoeaicd acai
BRANCHES OPEN SATURDAY
- EVENINGS 6 TO 8

 

 

 

We SERVE EvERY PATRON

As AN INDI

We, at the Grand Rapids Savings
Bank, regard each of our over 75,-
000 satisfied customers as an individ-
ual, entitled to individual service.
We train our bank personnel accord-
ingly.

Rarely does a new customer come

into “THE BANK WHERE
YOU FEEL AT HOME” the
second time without receiving some
evidence of recognition. We feel it
our business to know our patrons—
and to recognize them.

VIDUAL

We are growing, but shall never per-
mit size to alter the warmth and
friendliness of this institution. Our
policies are constant. Our ideals do
not vary.

You will always be considered as an
individual here. Your patronage and
your friendship will be valued and
respected.

 

 

= 7.

OFFICERS

WILLIAM ALDEN SMITH

Chairman of the Board

CHARLES W. GARFIELD

Chairman Executive Committee

GILBERT L. DAANE

President

ARTHUR M. GODWIN
Vice President

EARLE D. ALBERTSON

Vice President Cashier

EARL C. JOHNSON

Vice President

ORRIN B. DAVENPORT

HARRY J. PROCTOR

Assistant Cashier

H. FRED OLTMAN

Assistant Cashier

TONY NOORDEWIER

Assistant Cashier

DIRECTORS

Arthur M. Godwin
Charles M. Heald
John Hekman

J. Hampton Hoult

Noyes L. Avery
Gilbert L. Daane
Charles W. Garfield
William H. Gilbert

Tom Thoits

A. H. Vandenberg

Winfred J. Wallace
Fred A. Wurzburg

Charles J. Kindel
Harry C. Leonard
John B. Martin
William Alden Smith

 

i

Rapids Savings Bank

“THE BANK WHERE YOU FEEL AT HOME”

 

106

to give better and more efficient ser-
vice. The financing is not done in
the rural communities but in the large
cities by the metropolitan banks. The
unit bank being therefore thrown back
upon its own resources has to face the
rising cost of management with a rel-
ative decrease in income. Many of
them are now unable to offer to young
men entering the banking business
either salaries, or the prospects of a
career of sufficient attractiveness to
obtain the highest type of management
personnel.”

Anyene who is at all familiar with
the great changes which have taken
place in business economics within the
past fifty years will see at a glance
how these changes have affected our
system of bankking as it has served the
group or unit from the time of its es-
tab‘ishment in the early history of the
Republic. With all the State and Na-
tional protection and advantages, it
has still depended upon its individual-
ity and isolated identity while other
business has progressed through ex-
pansion as a whole.

As a result and as a necessary con-
sequence, we are now witnessing a
concentration of
It is called

similarly
control over unit banks.

necessary

group banking.

The movement is not peculiar to
any locality or any designated part of
the country. It is country-wide. Banks
are realizing that they must avail
themselves of universal trends. They
must economize where economy is
necessary and pool where prudence re-
quires more safeguards. In an orderly
and efficient manner banks are uniting
under a central management and per-
sonnel for the purpose of operating as
nearly as possible under a single sys-
tem, yet having all the advantages in
capital, credit, influence, economies and
administration of concentrated bank-
ing service.

While, at first sight, this system may
seem an unwieldy one to the man or
business who has been a depositor or
borrower at the local unit bank, it is
being brought about without the loss
of “local color,’. after the manner
speaking, as it effects the group or unit
habits. The bank must still live on
through local patronage. The group
idea does not change this fundamental.
A group of banks cannot live without
the confidence of the individual or
unit bank. Each bank must continue
to be conducted as banks have been
conducted since banking began, ad-
herent to the needs of its clientele, of
the town or city it serves and of the
individuals who make up the com-
munity.

The arrival of “group banking,”
therefore, is merely a development
along with the trend of conditions, the
same as the State and National Bank
and the Federal Reserve System were
forward steps toward better banking.
It is a readjustment of the bank into
modern progress that is as necessary
as it is prudent in order the better to
serve its community and along with
that service to be a progressive unit
in the onward trend of progress.

Eugene Richards,
Vice-President Old Kent Bank.

eI Ee NS SF SESE ADDU SE CE SS RRR aR a a

MICHIGAN

WINDOW TRIMMING.
High Lights on a Most Important
Subject.

Every day makes greater demands
on merchants to survive by ability.
Ability, boiled down, might be said to
be the use of judgment to the end of
knowing what to do, or what not to
do, and the quality of carrying out
decisions. which have been made after
study and planning.

The above qualities rightly used,
make an ab‘e buyer, an able adver-
tiser, and an able merchant. They are
the tools of the man who knows.

An able advertiser is one who by
keeping himself informed as to adver-
tising mediums, space, when to adver-
tise and. when not to advertise, the
correct use of words and figures, cor-
rectly laid out. Further, advertising
ability and merchandise ability is ex-
pressed through knowledge of how to
attract attention, develop an appeal,
create a desire to possess, and make
sales through the medium of display.

Why do peop!e buy? A leading peri-
odical in the merchandising field states
that buying is done to fill a need, or
for comfort, or for luxury, or for a
combination of two or three of these
primal causes. A sale is nearest made
when a person desires to possess. A
sale is made when he or she decides to
possess. Because the thing desired 1s
at hand and can be seen, handled and
inspected, almost at the same time
that desire becomes a fact, makes dis-
play the most direct method of sale
through advertising.

Window display can be a silent part-
ner, a tireless servant, and unsalaried
clerk, who will work for you twenty-
four hours every day.

Beside the direct sale value of dis-
play, you can make it express for your
store, all of the desirable qualities of
good business. On the other hand
carelessly trimmed and poorly cared
for show windows may tear down the
results of much effort that may have
been made to create a favorable im-
pression.

A poet wrote, “The eyes are the
windows of the soul.” Store windows
are very apt to reveal what stands in
back of them. Truth in advertising
may be an unwritten slogan com-
pletely covering a store front.

What are you paying for the privi-
lege of sidewalk, or to be near the pas-
sers-by? Rent, taxes, and many other
store expenses are based on the fact that
the store has display windows. How
many stores are getting a just return
for what they pay for the privilege
of showing merchandise to the public
—close-up?

The automobile has greatly widened
the area of shopping centers. While
it may carry away some of your neigh-
borhood business, it also gives your
store the opportunity of drawing trade
from distant shopping centers. This

opportunity is increased or decreased,
to a large extxent by the impressions
—favorable or unfavorable —that are
made on the minds of the passers-by.
A store, by the condition of its front,
can convey “a pleasing personality,”
an inviting atmosphere, courtesy, hon-

TRADESMAN

esty, good will, service and good man-
agement, as well as other desirable
business increasing qualities. And just
as surely the elements of poorly and
carelessly managed business will be
shown up in the lack of care and at-
tention to the display windows.

People use personal appearance to
cover impressions of prosperity, neat-
ness and order to their associates. The
impressions of good business qualifica-
tions can be conveyed with equal cer-
tainty by the appearance of window
display.

An ordinary cut of meat, correctly
garnished, will look the equal of a
superior cut, which is displayed ina
commonplace manner. An article sell-
ing at cut price—with decoratives cor-
rectly used to leave the impression of
full value—will have much better
chance to be sold then where the same
article is displayed in a hodge-podge
manner.

The value of advertising space is
not the space itself—it is what is in it.
Likewise, display windows cannot be
valued by square footage and loca-
tion, but by the displays in them.

Any grocer or butcher, who would
be reluctant about trusting his car to
be repaired in a garage, whose win-
dows were poorly trimmed and where
there was a lack of order in the gen-
eral appearance of salesroom, stock
room and repair shop, should remem-
ber that an automobile man may also
get his impressions from the appear-
ance of other stores than his: own.

So much for the ethical side of dis-
play. Let us now look into some of
the usual and accepted habits of dis-
play as applied to the average food
supply store.

The use of dealer help or National
advertising displays is one that needs
careful thought.

Too often a retailer allows the use
of one or more windows to the stere-
otyped class of manufacturers’ displays
without due consideration to the sales
creating possibilities of the display
material to be furnished, and its cor-
rect usage. Favoritism to a product—
its jobber or manufacturer, can be an
invaluable reason for using display
space. If a retailer uses what he con-
siders good judgment in_ selecting
space in newspapers, and periodicals,
basing his conclusions on circulation,
etc., he should employ reason in select-
ing displays to occupy the advertising
space in his show windows—basing his
conclusions on window circulation
possibilities, and sales creating possi-
bilities. ‘When you buy newspaper
advertising space, you have to buy it
with the circulation as it is at the time,
but you can increase the window cir-
culation of your own store windows
and window sales and profits in pro-
portion.

There is some advantage in display-
ing a product, Nationally advertised in
a hook-up with a campaign, but to
merely allow use of windows, to get a
free window trim without due regard
to the “punch that sells” in the dis-
play cannot be considered good and
wise procedure.

The subject of price is one that
needs careful attention as regards to

Forty-sixth Anniversary

display. To-day price counts so much
in sales making that probably no win-
dow should be planned without due
consideration as to the use of price
cards. The following illustrates a
point in favor of using the price card
even with a dealer help window trim.
Mrs. Smith sees a display of R brand
mince meat in Jone’s store window
as she passes by. Her attention is ar-
rested to the display but no price is
mentioned. Then she remembers that
she can get X brand mince meat at
Brown’s store for 21 cents. So while
the desire to buy or possess became a
fact with her as a result of seeing
Jone’s display, still she bought of
Brown’s because of the price.

The show window is the most val-
uable space in a store. If you would
not give up space for storage to man-
ufacturers or jobbers without just com-
pensation of one kind or another, cer-
tainly you should not allow your most
valuable space to be used without
prospect of value.

Getting back to price tickets. The
appearance of the price cards can do
its part to create a correct impression
just as much as a properly trimmed
window can do. A window display
has been described as a huge adver-
tisement which is laid out with mer-
chandise and window trimming acces-
sories and decorations in place of
printer’s type and illustrations. If a
store owner would not tolerate careless
typography, composition, layout, and
poor cuts in advertising on the printed
page, he should not allow poorly made
price tickets or show cards in his win-
dows, nor tolerate careless window
trimming.

When a store takes as much inter-
est in the subject of trimming its
windows as in any other selling or
advertising method, the result in profit
for the amount of money and time
expended will be in excess of what is
anticipated.

The most successful retail business
institutions are those who carefully
plan and execute their displays. The
failures in most cases are among those
which failed to realize the import and
necessity of giving display its rightful
attention.

Window display is the cheapest kind
of advertising. Figure it out for your-
self. A. Fred Tracy.

—_+--~- __

A few years ago the discussion of
women centered around the length of
ironing boards and the height of
kitchen sinks. To-day those discus-
sions include the length of wheel base
in motor cars and the position of brake
and clutch pedals. In other words,
women are no longer merely kitchen-
minded. They are no longer strictly
home-minded. They are thinking in
broader circles, which include every-
thing from bobbed hair to politics, and
from household problems to golf
hazards. Also, they are doing the
spending for the family, and the way
they think governs their buying. Mean-
while a lot of retail merchants are
still merchandising in terms of kitchen-
minded females and income-spending
males.

—_+--____

Use spunk, not bunk.

   

SRL Re

 

 

 

 

 

1

 

 

 

‘
4
3

ie eee

 

 

Forty-sixth Anniversary

MICHIGAN

TRADESMAN

107

 

OU are the man, Friend Dealer, who meets the public

and gets the knocks or boosts. That’s why we say—
“You be the judge.” What you tell your customers carries
authority—you must make good. On your recommendations
depend your prestige and profits.

We will send you—absolutely free of charge and without
obligation—a one-pint can of Monarch 100% Pure Paint.
We would like you to put this to every conceivable test you
wish. Compare it for purity of whiteness—hiding and spread-
ing capacity—easy working qualities. “You be the judge.”

#e MARTIN-SENOUR &

J Be
we aoe ay 7

PURE ore

 

 

 

 

You can expect to get out of a can of paint only what you put
in the can. Monarch’s forty year old formula, appearing on
every can, is your assurance that Monarch has withstood the
test of time and that scientific research has failed to discover
a better paint.

Pure carbonate of lead, pure zinc oxide, pure linseed oil, pure
turpentine and turpentine drier and the necessary pure coloring
matter—nothing else—no adulteration—no substitution.

Let us also tell you about the Martin-Senour Successful
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ESTABLISHED 1878

Chicago - -Lincoln- Brooklyn -SanFrancisco -Los Angeles -Houston -Boston

 

 

108

UTTERLY USELESS WOMEN.

Observations By Most Popular Woman
Writer in America.

There are times, I suppose, when
all of us are filled with intensest envy
of Adam before Eve was created, be-
cause there were no women in the
world to bother him. There were no
female reformers, no women. with
missions, no mothers of infant prodi-
gies, no ladies with careers, and life
must have been to him one glad, sweet
song of untrammeled freedom that
the balance of us can never know.

Of course, this mood does ‘not last.
We are bound to have women, if for
nothing else than to have someone to
complain to and somebody to-lay the
blame on when things go wrong. They
are, so to speak, a blessing thrust
upon us. Nevertheless, it is sadly true
that woman is far from being always
the soothing presence that she is
poetically reputed to be, and there is
no denying that a considerable pro-
portion of our feminine fellow creat-
ures exist as a kind of mustard-plaster,
whose chief mission seems to be to iri-
tate and raise a blister upon society.

To aver this is rank heresy. These

are the days of woman-worship,- when

woman regards herself as a guardian
angel with a divine commission to run
the universe, and the suggestion that
she does anything but add to the
sweetness and beauty of life will be
hotly resented.

Nobody is going to question human-
ity’s debt to woman in general. But
for her we would not be here at all,
or have the privilege of working, or
the diversion of taking patent medi-
cines. Still, great as has been the sex’s
service to the world, the individual
woman is frequently an affliction that
reconciles us to the brevity of life,
and in our secret hearts we all keep
a little list of the women who never
would be missed did an inscrutable
Providence see fit to remove them.

First and foremost is the woman
who has a mania for tendering un-
sought advice. Whenever there is a
call for a Solomon in any community
she always bobs up, ready to answer
all the conundrums for everybody
around her. It makes no difference
that she has not ordered her own
affairs successfully; that her house is
notoriously ill kept; that her children
are badly reared. that she is chroni-
cally out of a servant. She may not
know what she ought to do herself
under all circumstances, but she knows
what you ought to do, and she has no
hesitation in settling the great prob-
lems of your life for you, gratis.

Do you contemplate moving to a
new house? She takes an afternoon
off to come and tell you that you
should move to such and such a street
because of its being a fashionable
neighborhood. or being high and dry,
or she counsels you not to take the
place that you had picked out—and
all without knowing anything of the
reasons that have caused you to select
some particular locality. Are you
changing servants? She is sure to
hear of it, and toddle around to tell
you that you ought to hire an Irish

MICHIGAN

woman, or a 5tvede, or a colored girl,
or a Jap, when the truth is that all
nationalities look alike to you if they
know jhow to cook and to sweep un-
der the beds. Have you a child so
delicate and nervous that a_ harsh
word almost shatters its sensitive or-
ganism? She makes no bones of -im-
pressing on you that it is your duty
to whip its nonsense out of it, although
you may know that a blow would al-
most be fatal.

She knows—and she alone—if you
are unfortunately married, .whether
you ought to get a divorce from your
husband, or suffer and be strong. She
knows how high your grocery bill

ought to run, and’ whether a new dress
. is rank extravagance or necessary self-

respect.. Only she knows whether you
should encourage young Brigsby. who

TRADESMAN

ures and little habits. She has an iron-
bound code of ethics that consists of an
unfaltering belief that everything that
she does not enjoy is wrong. This
is a nice, optimistic self-conceited the-
ory that is all right for the one who
possesses it, but is pretty hard on the
victims to whom it is applied, for such
a woman is utterly incapable: of ‘arising
to the generosity of allowing. other
people to have as good a right to have
their own point of view, and..to run
their. own consciences to ‘suit them-
selves, as she has. She is the Standard
ef correct conduct and unimpeachable
morals. and the only Christian virtues,
and she has no false modesty about
setting herself up as an example.
This world is, alas, a vale of ‘tears
and sorrows, and in it-none can hope
to escape visits from the Standard,

 

 

 

 

 

Dorothy Dix

is honest and worthy but poor, to visit
your daughter, or turn a cold shoulder
on him in favor of old Gotrocks, who
is rich but decrepit; and whether you
should send your son to college to
study the profession of football, or put
him in a grocery store where he can
acquire the price of salt codfish.

The old proverb that fools rush in
where angels fear to tread was written
with special reference to the woman
with the free-advice habit. She is one
of the greatest pests of society, and
although an epidemic among her would
cut down the census report 10 per
cent., how heroically, nay, how cheer-
fully, wouQld we do without her.

Close akin to her is the estimable
lady who feels it her sacred duty to
censor all your amusements and pleas-

even if one does not have to live with
her, as is the unhappy lot of many.
She comes, and no matter how happy
and cheerful and above reproach you
may have esteemed your family life
to be, her eagle eye immediately per-
ceives the weakness and laxness and
general decadence into which you have
fallen, and that you are automobiling
along on the downward grade at about
ninety miles an hour.

“Maria,” she says, sternly—for she
is not the coward to refrain from say-
ing an unpleasant thing merely be-
cause it would hurt your feelings—“is
it possible that you allow your hus-
band to smoke in the parlor, and that
you have wine on your table, when
statistics show that rum and tobacco
pave the way to a drunkard’s grave?”

 

Forty-sixth Anniversary

Or, she takes you sternly to task for
reckless extravagance,. and a wanton
cultivation of a frivolous spirit, be-
cause you have put a few fluffy ruffles
on ‘little Susie’s dress; and she bitter-
ly prophesies that your  half-grown
son will bring your gray hairs in sor-
row to the grave, because you are
foolish enough to trust him with a
latch-key and put him on his honor
about his conduct, instead of keeping
him a close prisoner under home sur-
veillance, which she is confident is the
only proper. way to raise a boy.

It is idle to exploit to the Standard
your own theories of domestic expe-
diency—that the man who is permit-
ted freely to do as he pleases in his
home stays there of an evening; that
it vis’ cruel to force a child to wear
ugly: clothes when it may just as well
have pretty ones; that the boy who
can not go openly out of the front
door always sneaks. out of the win-
dow, and that there is no way to
make the fruits of forbidden pleasures
so tempting as to build a high wall
about them. These are not the Stan-

-dard’s theories, and consequently she

knows that you are wrong. No doubt
the Standard has her uses in keeping
us chastened and. humble, but we could
worse spare a worse woman and it is
observable that men who have been
married to this kind of a wife always
bear up with a remarkable fortitude
under her death.

The lacrimose woman is another
sister that we could do without. There
are women who always salt us down
in their tears every time we meet
them. They wear depressing’ black
gowns and funereal gloves and weepy
veils, and they talk with a sniff in their
voices. This kind of woman is melan-
choly and dyspeptic by nature, and
she would not be happy if she could.
A death in the family is a positive
treat to her, a secret sorrow that she
can tell to everybody is a luxury,
while a husband who is a drunkard
and starves and beats her is a perfect
joy forever for the excuse he gives
her for going on a perpetual debauch
of sorrow.

Our melancholy friends would not
be such an affliction if we could al-
ways remember, what is really the
truth, that when they are pouring
their tale of woe into our ears and
sobbing on our necks they are really
enjoying themselves, and that when
we pity them most they are having
the most fun. They would not be
comforted for pay. They nourish their
griefs by dwelling on them, they feed
their sorrows by talking about them,
they keep their wounds sore by always
pulling them open when they show a
sign of healing; and they are so utterly
selfish that they do not perceive they
are taking their pleasure at our ex-
pense, for there are few things that
are a greater drain upon us than the
never ending call that is made upon
our sympathies by the women with
perpetual sorrow that we are impotent
equally to ren.ove or to assuage. In
a world that has trouble enough for
even the luckiest of us, the woman
with the ever-flowing tear-duct is the
drop that makes the cup of misery
run over, and if she could be gently

 

 

:

Forty-s'xth Anniversary

MICHIGAN

TRADESMAN

109

 

 

 

 

 

 

THE experience of successful
canners has conclusively demon-
strated that the first step in proper
canning is to select the proper loca-
tion, a location preferably where
not one but many items of quality
may be profitably grown.

A location naturally adapted
with proper soil and weather con-
ditions will naturally produce
superior flavor and quality.

Lake Odessa Canning Com-
pany, located in Southern Ionia
County in the heart of a vast terri-
tory suited to the growing of a gen-
eral line of vegetables specializes
on just those vegetables which

are particularly succulent at the
proper harvest time. The variety
of its pack provides a diversifica-
tion of items and thereby enables
the buyer to obtain the minimum
rate of freight without the neces-
sity of warehousing straight cars
of single items.

This institution, created with
the idea of being better able to
serve Michigan Wholesalers and
retail dealers through geographic
location, better service, and further
cooperation, has doubled and treb-
led its capacity during the past
eleven years in the effort to keep
pace with the growing demand for
properly processed products.

BRANDS

Odessa, Ionia, Radio,
Little Boy Blue, Bunny Club, Pontiac,
Cream O’ Garden, Commonwealth

LAKE ODESSA CANNING COMPANY

Lake Odessa, Michigan

 

 

 

 

 

110

and painlessly removed no one would
regret her.

The woman who achieves the repu-
tation of a fine conversationalist is
another of the bores of society from
which we would gladly escape if we
could. She is Cultured, with a big
C, and she feels that a charge is laid
upon her to enlighten the world. To
her all places are a rostrum, and every
gathering of people an audience. She
never talks. She never gossips. She
is never betrayed into a colloquialism.
She always orates, in sounding periods
and polished phrases, and she never by
any chance lets you get a word in
edgewise. She never takes into con-
sideration that the. sweetest earthly
music to all of us is the sound of our
own voices, and that we would rather
babble about our own affairs than lis-
ten to the eloquence of a Demosthenes.
She assumes that we consider it a
privilege to sit in silence at the feet
of one so gifted as she, and so she
maunders on, upon conversational
stilts, without pity or regard for the
suffering depicted in every face about
her.

Like Samson, the brilliant conver-
sationalist has slain her thousands with
the jaw-bone of an ass, and it is a
singular proof of the restraining in-
fluence of civilization that nobody has
retaliated upon her with her own
weapon.

Another woman that we could do
without is the unconventional woman.
Conventionality is the set of rules that
society drew up to keep us from tres-
passing on our neighbors’ rights, tread-
ing on their corns, and in consequence
being in perpetual shindy with them,
but the unconventional woman refuses
to play the game of life according to
Hoyle. If she lives near you, she is
always popping in at the kitchen door
instead of the front door. If she comes
tc visit you, she invariably surprises
you, metead of waiting for an invita-
tion, and-the result is inevitable. You
hate her for it.

You ask her to dinner, and she ruins
your table by bringing along a morn-
ing’s patching, and she runs in un-

ceremoniously, instead of waiting for.

your At-home day. She asks you im-
pertinent questions, and tells you home
truths that your own mother would
not dare to utter—and all because she
is so unconventional. There is noth-
ing in your house secret or hidden from
her, and if you could, oh, how gladly
would you shut her up in the closet
with the family skeleton and lose the
key.

Perhaps, though, after all, the two
women that we could do best with-
out are the women who are paragons
themselves, and those who are the
mothers of infant wonders. The
woman who is a model is hard to bear
because she presents such a contrast
to the general faulty and dissatisfied
lot—a contrast to which she is never
weary of calling our attention. She
has the perfect house, the perfect ser-
vants, the perfect dressmaker, the per-
fect doctor, the perfect preacher; or
if these were not perfect aforetime,
they become perfect the minute they
pass into her possession. Her touch

MICHIGAN

is the Midas one that turns inferior
metal into gold.

“You should have Mme. Celestine
make your frocks. She does mine,”
she will say, with a complacent glance
toward her own commonplace dress
and a sniffy look at yours that bears
the sacred name of a Parisian house
on its belt. “I don’t see how you can
bear to live in town when the suburbs
are so much more desirable; of
course where I live is the only real
place,” she will remark. “Is this the
way your cook dresses her salad?”
she will ask at dinner; “now the right
way, and the way I do it is so and
so.” Such vanity is its own reward,
but common humanity demands that
such women should be shut up in sol-
itary confinement.

Quite as wearing, and more numer-
ous, is the woman who is the mother
of wonderful children, and what we
are all called upon to suffer from in-
fantile bons mots, and the precocious
performances of our friends’ children,
must surely be accredited to us for
righteousness by the recording angel.
Who knows a house in which there
are children where the whole conver-
sation is not inspired from the nurse-
ry? Who has escaped having to hear
little Johnnie read, with the elocution-
ary effect peculiar to seven, or who
has not had to applaud little Mary’s
recitation mendaciously, or to perjure
himself politely after writhing under
little Sallie’s strumming on the piano?
Who does notk know the woman who
spends hours and hours in a mono-
logue that you dare not interrupt, in
which she exploits the genius of each
particular child, in one of whom she
sees a Bernhard, in aoother a Gibson.
in a third a Rockefeller, in a fourth
a presidential certainty of the future,
and in none of them the common-
place, ordinary little creature that it
is?

We forgive much, for the world is
more charitable than it is reputed to
mother-love that makes a woman see
swans in all her ugly goslings; never-
theless there are very few of us who
are not ready to take to the woods
when the mothers of infant prodigies
dawn on our horizon.

Nor are these all of the women that
we could do without. From the wom-
an who giggles, from the woman who
tries to be vivacious, from the woman
who has an illusion that she is a
fascinator of men, and from all women
who talk of dress, disease and domes-
tics, good Lord deliver us!

For they never would be missed.

Dorothy Dix.
Sr arr re

Selling Fans To Other Merchants.

A great many merchants use fans
for various kinds of window displays,
to get a motion effect. For instance,
a toy dealer displaying a new idea in
put-together toys, had a _ merry-go-
round and a windmill turning by means
of a concealed fan. <A coal dealer, try-
ing to attract the attention of those
whose bins needed replenishing, show-
ed a red devil standing over a coal-fire,
the flames of which were represented
by red tissue paper strips, blown by a
fan beneath.

Forty-sixth Anniversary

TRADESMAN

 

 

 

John McNabb & Sons
Builders

 

Since the year 1888 the name of John McNabb
has been synonymous with ‘‘big building”’ in

Grand Rapids and Western Michigan

203 MURRAY BUILDING
GRAND RAPIDS, MICHIGAN

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SNe ee eg a ae a a a a

MEN:

Don’t put off until the last
minute in selecting a gift

ete
Se

“The name of Herkner on the box adds prestige’”’

N making a selection of a gift, no
I matter what the price considera-
tion may be you will find our
display embraces a suitable one for
any member of the family.

Diamonds and jewelry are always
appreciated and Herkner standard
values are based on their real worth.
Silverware a most outstanding sug-
gestion, either a single piece or en-
tire chests of silver.

 

 

An extensive showing of novelties
of every description.

 

Herkner’S

Established 62 years

SN Na a ae Na ae eee ee ee a nee He ae
Se ee ee ee Na ae ae Ne ae ee eee eee ee

is

Se ee ee ee a ee i ee ang ae ate eee ee

ous

‘

 

 

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Forty-sixth Anniversary

MICHIGAN

TRADESMAN 111

 

THE SMALL INVESTOR.

 

Safeguards He Should Throw Around
His Savings.

The importance of a strong diversi-
fied list of securities for the average or
small investor can not be too greatly
stressed. It is more important that
the investor with from $5,000 to $25,-
000 should safeguard his investments
than the man with a large list of hold-
ings. A loss of $1,000 is usually a
greater hardship to the person owning
$10,000 in stocks and bonds than a
loss of ten times this amount would
be to the large investor.

When I speak of the small investor,
I mean the average man with from
$5,000 to $25,000 for investment, and
in this article I am referring to in-
vestors, not speculators.

The question arises as to why the
small investor will buy a stock or bond
upon the advice of an uninformed par-
ty, put it away in his safety deposit
box, and forget about it.

When a merchant invests in a lot
of merchandise he checks his merchan-
dise with his bill, inspects the quality,
workmanship, etc., to see that it is
worth what he paid for it and then
puts it up for sale.

What happens if it does not move?
He tries to find out the reason. Is the
merchandise too high priced? Is the
pattern, style or color wrong? Or what
is the trouble? He immediately makes
some move to dispose of this merchan-
dise without a loss.

Does he do this with his securities?
As a rule, he does not. He buys a
stock or bond upon the advice of some
other investor or friend, then puts his
certificate away and waits until some
one tells him that his security is high
enough to sell or that the stock or
bond has gone bad and that he had
better get what he can out of it.

Why does he not take the same at-
titude towards his securities that he
does toward the suits and shoes which
he buys? He should ask himself the fol-
lowing questions: 1. How long has
the company whose securities he plans
to buy been in business? 2. What
does the company manufacture? 3. Is
there a demand for their product?
4. Is that demand going to continue?
5. How much does the company earn?

6. What policy do the directors take

towards the stockholders?

We now come to the question of
what securities the small investor
should own. Under ordinary condi-
tions, the individual with a total cap-
ital of less than $5,000 would do well
to put it into certificates of deposit
in a good state or National bank.

A keen interest in investments has
been created in the last few years by
consolidations and mergers. This has
caused a desire on the part of the pub-
lic to want to share in the profits of
the leading corporations of the country.

If the public would invest in nothing
but good corporation securities, it
would be all right, but a great many
investment houses have seen the op-
portunity to re-finance “partly going”
concerns at a great profit to them-
selves. In some cases, the new man-
agement has been able to make a suc-

cess of the business, but in hundreds
of cases any letting up of the business
would lower their earnings and the
public would be holding the bag.

In summing up the foregoing state-
ments the best rules to follow are as
follows:

1. Do not buy promotion stocks,
but limit your investments to stocks
and bonds in the leading companies
which have proved their ability to earn.
Go back over their earning and divi-
dend statements of several years to
learn this.

2. Buy the securities of a company
manufacturing an essential article, not
a fad that may be in big demand to-
day and not wanted to-morrow. Be
sure that the industry chosen is sound
as well as essential.

3. Diversify your list so that a
drop in the earnings of one or even
two groups does not serious affect
your income.

4. Buy stocks and bonds which are
marketable and seasoned and buy only
from a reliable investment house or
your bank. Sidney Medalie.

——_—_2+.___
Suggestions As To Clerks.

An employer named Shelby R.
Smith, who is well known in the West,
makes the following suggestions as to
clerks:

1. Are clerks employed without be-
ing required to give references?

2. Are they made to feel that prem-
ium will be placed upon the traits of
honesty and courtesy?

3. Does the employer dignify the
work by carefully examining the ap-
plicant’s antecedents?

4. Is the necessary attention given
to the moral fiber of applicant?

5. Does the employer consider it
worth his time to enquire as to the way
applicant utilizes his spare time; what
time is given to reading and mental
improvement; what type of amuse-
ment is required to interest him?

It is worthy of mention here that
one of the Nation’s most successful
employers of men required of every
employe a sufficient knowledge of the
Book of Proverbs for applicant to re-
cite from memory three chapters. If
he could not recite three he was re-
quired to learn them before becoming
a member of the organization.

It might be interesting to investi-
gate the background for the honesty
of Lincoln which earned for him the
name of “Honest Abe” and of whom
the incident is related that upon dis-
covering a small error he had made
in weighing an article he had _ sold
while clerking in a country store he
walked several miles to rectify the

mistake.
—_22>—__

Politeness.

The sweet thing turned to a polite
young man who was showing her
through the factory and said, “What is
that big thing over there?”

“That is a locomotive boiler.”

“Why do they boil the locomotives.”

“To make the locomotive tender.”
And the polite young man continued
to look straight ahead.

—_++2—___

Birds teach us that though we may
have failed to feather our nest we may
still be happy.

 

I. SHETZER CO.

142 Jefferson Ave., E. — Detroit
EXCLUSIVE MICHIGAN DISTRIBUTOR

Quality Lines, Ready for Spot Delivery

Buster Brown Hosiery
Chalmers Underwear

‘Five Brother’’ Work Shirts
‘Beach Mate’ Bathing Suits

“Club Mate’ Sweaters and Sport Coats

You are cordially invited to visit us in our newly remodeled
quarters.

 

 

 

G. J. HAAN Calendar Co.
OF GRAND RAPIDS

wishes to advise you that they can still take
‘are of your 1930 requirements.

Calendars, Novelties,
Greeting Cards

Write or wire us

PHONE 31040

1229 Madison Ave., S. E.

 

 

 

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.
RADIOS—We sell Radio Corp. Products.

ROSEBERRY-HENRY ELECTRIC COMPANY

503 Monroe Avenue, N. W. Grand Rapids, Michigan

 

 

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 38 states.

 

 

 

 

 

Phone 61366
JOHN L. LYNCH SALES co.
FOR HOME AND OFFICE SPECIAL SALE EXPERTS
Truck Covers Camp Equipment Expert Advertisin
Telephone 3-1275 Expe

“« —
JOSEPH E. VOGT, Proprietor 209-210-311 ‘urray Big. ‘
702 Jefferson Av.,S.E., Grand Rapids QRAND RAPIDS, Mi GAN

Kent Awning & Tent Co.
COMPLETE AWNING SERVICE

 

 

 

112

Thrift Habits In the Hardware Store.

It is usually a difficult matter to
draw the line between thrift and par-
simony. and on the other hand it is
just as difficult to draw the line be-
tween intelligent spending and waste.
A story is told of the elder Bennett
hiring an office boy for the New York
Herald. Each applicant for the job
was invited to demonstrate how he
would open a tied parcel.

One boy, brought up in the sound
ideals of Horatio Alger, patiently un-
tied the cord, wound it into a little
ball, wrapped up the paper neatly,
and, all this done, handed the contents
of the package to Mr. Bennett.

The second boy, confronted with
the package, whipped out his knife,
quickly cut the cord,*crumpled cord
and wrappings into a ball which he
flung into the waste basket, and hand-
ed the goods to his would-be employer.

“You're hired,” said Bennett. ‘In
this business, time is money, and sec-
ond hand twine and brown paper are
waste.”

The story, which may be apocryphal,
is often cited to illustrate the stage
where ingrained thrift may become
parsimony.

The tendency of the present age
is in the opposite direction, with waste
dominant. In many a hardware busi-
ness the unconsidered and unrecog-
nized leaks run away with the greater
share of the potential protfis. While
the hardware dealer does well to guard
against the petty thrift which costs
more than it is worth, he should be
even more on his guard against the
leaks which can readily be prevented
by mere thrifty habits of business.

It is important, though, that the
entire staff should get the thrift habit.
Many a merchant, himself thrifty, finds
his best effort completely offset by
wasteful helpers. It is, indeed, waste-
ful for the merchant to busy himself
with petty detail when there are big
things demanding his attention. Yet
in many hardware stores the boss is
so busy fussing with petty detail that
he leaves his competitors to land the
big things.

Systematic methods—not too elab-
orate—will enable the proprietor or
manager to delegate to his helpers a
lot of routine duties and responsibili-
ties. It has often been said that the
small things in life and- business are
the ones that count, and this is very
true in many cases; but it does not
necessarily follow that the small things
in business have to be attended to by
a man whose time can be used to
advantage in going after the bigger
things.

The up-to-date merchant will have
a system in his store whereby much
of the petty detail will be attended to
by those in his employ, whose time is
not or should not be as valuable as the
merchant’s time. A store without
system, and where all the responsibil-
ity is placed on .one man, is full of
leaks. An employe without responsi-
bility of some kind in connection with
the business will not give the service
that should be given, and that would
be given if he were made to realize
that responsibility rested on him and

MICHIGAN

confidence was placed in his efforts.

The majority of men have a feeling
of capability, and the wise merchant
who wishes to get the best efforts out
of his helpers will place on them cer-
tain responsibilities that will make
them feel they are part of the business.
The employe who feels that a certain
share of the success of the store de-
pends on him is always much more
willing and enthusiastic than the man
who is afraid todo anything of his own
initiative for fear of making an error.

The placing of responsibility on in-
dividual members of the staff is there-
fore a very important item in store
organization. It produces better men,
adds to the efficiency of the store, and
gives the dealer time to plan bigger
things ahead.

Did you ever notice the expression
of the young boy who has just started
to learn a business, when he was sent
out with the responsibility of getting
a $10 bill changed? Did you ever no-
tice how careful and painstaking the
young clerk is when given the respons-
ibility of taking stock of the paint?
If the reactions of your helpers under
such circumstances have escaped your
notice, try them out some time. Hand
over to them some minor detail you
are now attending to, and see how
they react?

In endeavoring to check the leaks
in his business, one of the first things
the hardware dealer should do is to
organize his entire staff, and to pass
on to them a share of the responsi-
bility. He can’t do much to check
leaks when he essays the entire job
himself. The workers must get the
thrift habit as well as the boss.

There are many individual leaks in
a hardware store. While each of these
may appear small in itself, the aggre-
gate losses run to a considerable sum.
A few such leaks may be enumerated
thus:

Loss through breakage, occasioned
through careless handling of merchan-
dise.

Loss through unnecessary burning
of lights.

The use of large sheets of wrapping
paper when much smaller sheets would
prove sufficient.

The habit of using letter-heads and
other expensive paper for scribbling
paper.

The waste of oil through leaving
measures partly filled.

The waste occasioned by winding
numerous strands of twine around
parcels. This waste is often unneces-
sary, and spoils the appearance of the
parcel.

Using new hammers and_ hatchets
for opening cases, thus _ preventing
their sale as perfectly new goods.

The careless manner in which some
clerks replace merchandise on the
shelves after showing it to customers.

Loss occasioned by having to tell a
customer that goods asked for are
“Just out.”
through
delivery system.

Loss of merchandise through theft
by dishonest customers.

Loss of business through not being
courteous to customers.’

Loss carelessness in the

 

TRADESMAN

A leak often experienced in hard-
ware stores is that of being out of
stock in certain lines of staple goods
for which there is a steady sale. Thus
recently a painter called on a hardware
firm for six packages of 00 glazier‘s
points. The clerk told him that they
were just out but would have lots of
them next week. The painter then
went to another store and purchased
sufficient points for the job in hand.
The following week he dropped into
the first hardware store and again the
clerk told him they did not have the
points in stock.

The clerk blandly explained that a
shipment of goods had arrived but the
points were missing. What actually
happened was -that the clerk had for-
gotten, about the shortage; and as no
regular system of stock-keeping was
established in the store, the order sent
to the jobber failed to include the gla-
zier’s points.

The item was of course a relatively
small one. Yet a good customer was
disappointed, inconvenienced and pos-
sibly antagonized. Delays of this kind
are very annoying to customers, and
are not infrequently responsible for
such customers going elsewhere.

A simple solution of the problem is
the use of a want book or want list
And this system should be
not merely established, but kept up.
There should be a want book or want
pad in every department; so that the
clerk who notices a shortage can note
it down at once. Where only one
want book is used, it is often out of
reach of the clerk at the time a short-
age is noticed. He makes a merely
mental note of it, and quite often for-
gets to put it on paper when the
chance comes. When a book is kept
in each department it is always easily
accessible, and there is no excuse for
failure to make the needful entries.

Losses are quite frequently due to
neglect to keep posted regarding price
changes. It may often happen that a
merchant will purchase a supply of a
certain line of goods and a consider-
able price advance may occur a short
time afterward. In many cases the
merchant does not take advantage of
an opportunity that would justify him
in advancing the retail price.

I remember a case that came to my
attention a good many years ago. Cut
lace leather cost 70 cents a pound and
a certain retailer on the basis of this
cost was selling it at 95 cents. The
wholesale cost continued to rise. When
it reached 80 cents the dealer increased
his retail price to $1 a pound. As he
had bought a good stock of the article,
he did not bother any more about price
until he ran out of a few sizes. Then
he found that it would cost him 95
cents a pound to replenish his stock.

A great many hardware lines fluc-
tuate up and down; and it is worth
while for the dealer to watch the prices
in order to protect himself. More than
that, a careful eye on price fluctuations
and a study of price tendencies en-
ables him to buy to better advantage.

Losses sustained by retailers through
neglect on their own part and on the
part of their clerks to charge up goods
probably run into large aggregate fig-

system,

 

Forty-sixth Anniversary

ures. One small town dealer met this
difficulty by establishing a rule that
every clerk had to keep tab of every
lot of goods that went out, whether or
not he made the sale. .Thus, if a cus-
tomer came in for some goods bought
earlier in the day, or telephoned for,
and the clerk who made the sale was
out, and the clerk who saw the goods
go out was temporarily engaged and
unable to determine whether they were
charged or not, this clerk was never-
theless required to make a note of the
customer’s name and the goods and
later check up the item with the clerk
who made the sale.

“Tt is just one constant checking up
another from
night,” the dealer told me. “Of course,
it is understood the clerks are to watch
the proprietor just as closely as the
and check
Sometimes I

of one morning to

proprietor watches them,
him up just as_ hard.
catch them napping, but not often. Oc-
casionally they catch me.
tem we can feel pretty sure our losses
through failure to charge items are
practically nil. But the number of such
transactions indicates that before we
adopted the system our losses must
have been heavy.”

An expensive leak, and one that
often effects the efficiency of a hard-
ware business, as well as involving
financial loss, is the neglect to change
newspaper advertising regularly. I re-
call one instance where, on January
17, I happened to see in a newspaper
an advertisement offering season's
greetings to friends and neighbors and
stating that a big sale of certain lines
would continue until the end of the
year as the store was preparing for
stock-taking,

By this sys-

That of course is not a typical in-
stance, yet it actually occurred. Here
was newspaper space used for fully
eighteen days during which the adver-
tising had no value whatever.

Advertising waste is more often due
to failure to change the advertising
often enough, or regularly. One hard-
ware dealer in my town has a small
space but he makes a practice of
changing his “copy” twice a week.
Thus each advertisement receives three
insertions. Consequently, the reader is
never given anything stale; the repeti-
tion is just sufficient to be effective
and not sufficient to lose its effect.

People nowadays are reading adver-
tisements more closely and more reg-
ularly than ever before; and firms
which pay attention to their adver-
tising are sure of a good hearing. At
the same time advertising costs are
higher; and it behooves the hardware
dealer to make his space pay him the
biggest dividends possible. To do
this, he must give his readers live
“copy” and change it frequently.

This involves systematic habits of
accumulating ideas for advertising, of
preparing copy, and of changing your
advertising. Have a definite time for
this work; and you will find that when
the time comes, you will prepare your
copy with less effort and get better
results. Victor Lauriston.

—~>+>___

Getting along with others is the first

step toward success.

t
+
'

lj ?

 

 

~~ ee

le > ~

Forty-sixth Anniversary MICHIGAN TRADESMAN

113

 

SS  ———————

 

 

 

 

“The Bank on the Square”
Established 1860.

BROAD FACILITIES

ALERT, PROGRESSIVE POLICIES

The business-like attitude and complete equipment of the Grand Rapids National Bank
is appealing to both the large and small depositor. Every banking facility is available.
The officers are experienced. The personnel is well-trained, courteous, and efficient. The
uecounts of banks, bankers, corporations and individuals are solicited.

The Grand Rapids National Company—owned and controlled by the stockholders
of the Grand Rapids National Bank—-sells high-grade investment securities and ren-
ders seasoned investment counsel.

BRANCHES

MONROE AND DIVISION
WEALTHY AND DIVISION
DIVISION AND HALL
BURTON AND DIVISION

DUDLEY E. WATERS, Chairman of the Board
CHARLES H. BENDER, Vice President

J. D. FARR, Assistant Vice President

B. VANDER MBULEN, Assistant Cashier
MAHLON A. SMITH, Assistant Cashier
HARRY LUNDBERG, Assistant Cashier

F. I. CARD, Auditor

Martin J. Dregge
Grover C. Good

D. M. Amberg David H. Brown
Charles H. Bender John K. Burch
Joseph H. Brewer Alvah D. Crimmins

 

A. B. Herpolsheimer
H. C. Wilmarth

MICHIGAN AND EASTERN
STOCKING AND FOURTH
WEALTHY AND VISSER
BROADWAY AND NINTH

1408 PLAINFIELD, N. E.

GRAND RAPIDS NATIONAL BANK

JOSEPH H. BREWER, President

ALVAH D. CRIMMINS, Vice President and Cashier
BENJAMIN DeGRAAF, Assistant Vice President
JOHN LARSON, Assistant Cashier

A. T. EDISON, Assistant Cashier

A. K. GIBSON, Assisant Cashier

DIRECTORS

Lee M. Hutchins S. A. Morman Charles Trankla
Earle S. Irwin Charles N. Remington Dudley E. Waters
Norman McClave D. C. Steketee Dudley H. Waters

 

 

 

114
BOYNTON AND WESSELIUS.

———e

Disastrous Careers of Grand Rapids
Railway Promotors.
Jeremiah W. Boynton and a partner
named Hale opened and operated a
grist mill at Alaska, Kent county. It
was not a money maker for the own-
ers. One night flames reduced it to
ashes. It was stated that Boynton had
caused its destruction. Boynton and
Hale were charged with arson, arrest-
ed, tried and acquitted by the verdist
of the jury. One of the firm’s former
employes testified that he had set a
torch to the property for a financial
consideration, but the jury refused to

believe his statement.

Having no employment for an active
brain and a vigorous body, Boynton
decided to construct a railroad to con-
nect Grand Rapids with Reed’s Lake.
He was without means, but owners of
property adjoining the route Boynton
had chosen approved the project and
tendered aid in the form of notes, pay-
able on June 30, 1894, provided the
track should be constructed and a car
run over its length from Fulton street
through LaGrave avenue, Wealthy
street and Eastern avenue on the date
named. Moses V. Aldrich, a private
banker, would discount the notes and
furnish the funds necessary to con-
summate the project. Boynton ex-
cavated trenches for the tracks, pur-
chased timbers to support the rails and
made a contract with a rolling mill
corporation at Cleveland for the iron
needed to put the track into operation.
Delays in the shipment of the rails oc-
curred and banker. Aldrich was in
danger of an attack of nervous pros-
tration. Time was passing rapidly and
failure of the enterprise seemed in-
evitable. Boynton, in desperation,
went to Cleveland and gained the as-
sistance of men who could expedite
operation at the rolling mill. The rails
were produced, loaded on flat cars and
pulled out of Cleveland. Boynton,
provided with a basket of food and a
revolver, took a seat on one of the flat
cars and threated to shoot any person
who should interfere with the progress
of his shipment to Grand Rapids. The
rails were delivered in Grand Rapids
on June 27 and Boynton lost no time
in placing them on the tracks. Aldrich
became calm while he watched Boyn-
ton and a gang of men at work on La-
Grave avenue on the morning of June
28. Rails were hurriedly laid and
spikes driven in their ends to the tim-
bers. At the close of the first day
(work had been in progress all night)
Boynton and crew crossed Wealthy
street hill and at 11:45 on June 30 the
first car used in construction pushed
by hand reached the Eastern terminus
at Sherman street. Mr. Aldrich saw
the last spike driven before going to
his home for needed rest. The notes
would be paid.

On July 4, four enclosed cars, pur-
chased by Mr. Aldrich, drawn by
horses hired for the purpose, made
their appearance on the line. Many
persons gave vent to their pleasure by
riding over the new route. Carryalls
conveyed passengers from Eastern
avenue through Sherman street to
Reed’s Lake and return. Boynton or-

MICHIGAN
ganized his enterprise and spent a year
in selling stock and soliciting bonuses.
With the money so acquired he ex-
tended the line to Reed’s Lake.

The territory traversed by the Boyn-
ton cars was but sparsely settled.
Residents of LaGrave avenue were so
near the center of business that they
continued to travel on the hoof, in-
stead of in the newly provided street
cars. Between Jefferson and Eastern
avenues only fourteen buildings, most-
ly houses, had been erected, At pres-
ent the number is about 500. The
Mills farm, the Morris estate and the
Colton addition were devoted to horti-
culture. Beyond Eastern avenue the
region was devoted to the production
of field crops and fruits. There was
very little patronage in that section

 

TRADESMAN

ant treasurer, were Medbury’s agents

in Grand Rapids.

James H. McKee, assisted by his
sons, one of whom is a resident of
Grand Rapids, operated the road for a
season in the interest of creditors of
Boynton. Mr. McKee, a partner of
John Ball in the practice of law, was
quiet, modest and honest. In every
respect he was a worthy gentleman. He
had served school district No. 1 as a
director and in later years as an effi-
cient secretary of the Board of Educa-
tion. -It is said that to Mr. McKee was
due credit for the employment of Prof.
E. A. Strong, A. J. Daniels and
Charles Chandler as principal and
teachers of Central High school. All
were able and popular instructors.

Boynton became a veritable pan-

Arthur Scott White.

for a street railway. On summer Sun-
days and holidays considerable travel
was noted to and from the lake. Boyn-
ton obtained a right-of-way over the
tracks of the Grand Rapids Railroad
Co. and operated cars through Fulton
and Monroe avenue to Division avenue.
He also constructed roads on Lyon
street, Bond avenue, Bridge street and
Scribner avenue to Leonard street and
operated cars thereon with moderate
success. Boynton lost control of his
company to Samuel Medbury, of De-
troit, who placed dummy engines on
the Reed’s Lake branch and operated
trains from a station he had caused
to be erected for that purpose at the
junction of Sherman street and East-
ern avenue. George W. Thayer, man-
ager, and Ebenezer Anderson, assist-

handler. He borrowed money from
friends or strangers indiscriminately.
He did not intend to repay them. Many
who admired his enterprise and pluck
parted with small sums for Boynton’s
benefit forever. Little Jack Reeves,
in the practice of law, was frequently
reminded of the fate of the little bull
which attempted to toss a passenger
train off its track. The bull showed
pluck, but bad judgment. In building
a railroad from the city through the
farms to Reed’s Lake, Boynton dem-
onstrated pluck, but bad judgment.
His railroad, however eventually con-
tributed valuable service in the de-
velopment of the city and suburbs.
Sybrant Wesselius—dubbed “Wes”
by his intimates—was a big man, men-
tally and physically—physically too big.

Forty-sixth Anniversary

Men of elephantine proportions seldom
‘live to the ripe old age that less im-
pressive specimens of humanity do.
Parents wished “Wes” to prepare for
service in the ministry. As an obedi-
ent son he entered Hope College at
Holland, after due preparation had
been accomplished for advancement in
the public schools. ‘“Wes” was not as
pliable as the dominies of Hope had
expected. His agnostic mind was fill-
ed with ideas which were not approved
by his teacchers, and he was invited to
transfer himself to some _ institution
which would tolerate him. “Wes” en-
tered upon the study of the law and
in due time a sheepskin placed in his
possession permitted the holder to
practice his profession, in which occu-
pation he was quite successful. ‘““Wes”
was jovial; a pleasant man to meet.

olitics attracted his attention and ac-
tive service rendered in behalf of the
G.O.P. won him a seat in the State
Senate. Hazen S. Pingree admired the
big fellow and after he had been elect-
ed to the office of Governor of the
State of Michigan, ‘“Wes” was ap-
pcinted Commissioner of Railroads.
Out of office four years later, “Wes”
looked about for a big job to con-
quer. He finally decided that an elee-
tric railway uniting the city and its
principal suburb, Reed’s Lake, was
needed. <A few friends were persuaded
to buy stock of a company “Wes” or-
ganized, and a route commencing at
Ottawa avenue and running through
Fountain street, Eastern avenue and
Fulton street and the farm lands lying
East of the city limits was projected.
The road was constructed between the
cemetery and the Northern shore of
Reéd’s Lake, at which point a power
house and terminal station were erect-
ed. “Wes” applied to the common
council for a charter which would per-
mit him to extend his tracks to the
proposed Western terminal on Ottawa
avenue. When an attempt to accom-
plish a purpose in a wrong way is un-
dertaken it is usually compared to the
attempt of a man to move his vehicle
by placing it before his house. An-
other comparison that “Wes” failed
to heed is that when one desires to
cook a hare, the first act to be taken
is to catch the hare. The council re-
fused repeatedly to grant the charter
asked for. ‘Wes” pleaded in vain for
kindly consideration. His road would
be much shorter and it could be oper-
ated much cheaper than the Boynton
line. Passengers would be carried
from the lake in much less time than
had been required to travel over the
old established route. Still the council
refused the charter “Wes” desired.

“Operation of the road from the ceme-

tery was undertaken, but it proved to
be unsuccessful and was finally aban-
doned.

“Wes” resumed the practice of the
law and engaged in the sale of real
estate. He was so occupied when death
suddenly closed his earthly career.

Arthur Scott White.

——_3.->_____
There’s no nourishment in getting

people to swallow their words.
—___o-22>

The fellow who is always getting
het-up is liable to be fired.

 

 

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t Forty-sixth Anniversary MICHIGAN TRADESMAN 115

 

  
        

  

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Dependable Secondary Defense

When the line crumbles, and the opposing backs hurtle through, football fans

know that only a strong secondary defense can avert an enemy score.

Likewise, in investing, when great expectations and high hopes fall, it is the

strong secondary defense of good, sound bonds that provides a comforting

 

assurance of safety.

Build your defense to meet individual needs. Determine the proportion of
bonds required—for many investors, bonds should constitute the entire ac-

count—and, make sure that bonds of the right kind are chosen.

The Grand Rapids Trust Company sells dependable bonds. It will counsel

a with you in selecting the right issues for your particular requirements.

GRAND RAPIDS TRUST COMPANY

=

 

116

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

WASTE IS THE WORST ENEMY.

 

Chain Stores Are Not Nearly So
Deadly.

Every independent retailer in the
country to-day is confronted with a
dangerous and destructive enemy, and
unless that enemy is destroyed the re-
tailer will soon be put out of business.
No, it is not the chain store. A man
in Chicago told me the other day that
if I wanted to stand well with the in-
dependent retailers I should denounce
the chain stores. But that is not my
purpose. In some respects the chain
stores are the independent’s greatest
friend. They have pioneered in show-
ing what can be done through scien-
tific management. They have done
what you or I would have done had
we thought of it first.

For a score of years prior to the
advent of the chain store, industrial
leaders had been introducing a series
of revolutionary refinements in manu-
facturing. Mass production, functional
control, scientific planning, budgeting,
standardization, despatching, and a
graduated scale of wage incentive were
introduced and became the common
practice in production management.
During this time merchandising and
distribution made little or no headway.
Haphazard methods and guess work
continued to hold the center of the
stage. The average retailer had at
best a meager understanding of cost
analysis, to say nothing of predeter-
mined results through cost control.
Management was a matter of buying
at the lowest figure obtainable through

 

shopping and dickering, selling for as
much as the trade would allow, and
hoping there would always be some-
thing on hand with which to meet
emergencies.

The time was ripe for a new type of

merchandising management. Then
along came the chain stores. They
seized the opportunity which was

everywhere apparent, took advantage
of the public’s resentment toward ris-
ing prices, applied scientific manage-
ment and rode to quick success on the
same principles that had revolutionized
production, plus mass buying, low
prices and quick turnover.

The chain store idea was first de-
veloped in a store like your own where
the manager combined daily study
with his daily work, made more than
the usual profit, and believed he could
increase his profit by running another
store on the same plan. He tried it,
and the same principles and methods
that made the first store a success
worked equally well in the second.
That was the beginning of the chain
store plan. Woolworth started on a
still smaller scale with a single counter,
and later multiplied his success ten

thousand fold. To-day the chain stores,

are doing approximately 40 per cent.
of the retail business. :

This marvelous accomplishment was
not the result of a sudden overnight
upheaval but a gradual change brought
about by patient, persistent study of
ways and means to improve merchan-
dising methods.

It seems to be a normal trait of hu-
man nature to hate anything that is

getting the best of us, instead of ana-
lyzing it to see wherein lies its strength.
We hate the chain sores chiefly be-
cause they beat us to it and in hating
their success we despise the methods
they have used, at the same time shut-
ting our minds to the cause of their
success. What if the chain store is
gaining headway? More power to it.
Douglas Fairbanks in a characteristic
happy mood declares that, “The worst
thing that can happen to you can be
made the best thing that can happen
to you providing you don’t let it get

the best of you.”

This is no brief for the chain stores.
They are having their day and have
plenty of sins of their own to account
for. Wherever they miss the mark they
will have to pay the penalty. Through
their mergers they are already becom-
ing top-heavy and realize that some-
thing is wrong. The big mergers are
striking head-on against the law of
diminishing returns, and some of them
are barely making 6 per cent. on their
investment. Now is your turn to take
advantage of their mistakes, just as
the chain stores have profited by your
mistakes. Keep two jumps ahead of
the other fellow—that’s success.

Upon careful analysis I think you
will aggee that your chief enemy is not
the chain store, as annoying and in-
convenient as it is to have them around
and swarming as they do each year
like bees in the spring. The chain
store is merely your pace-setter. There
is another and greater enemy that
made the chain store possible, and that
is waste—not individual waste alone,

 

but economic—a waste that can only
be overcome through collective action.
In 1925 Herbert Hoover, then Sec-
retary of Commerce, prefaced a trea-
tise on “The Problem of Distribution”
with these words: “The outstanding
problem of our distribution system
can be summed up in one question.
Can we reduce the margin between
our farmer and manufacturing pro-
ducers on one side, and our consumers
on the other? I am convinced that
we can. I believe that it can be done
without reduction of wages or legiti-
mate profits. I believe that in doing
so we can make the greatest contribu-
tion to the improvement of the posi-
tion of our farmers and that we can
make a contribution to lowered cost
of living. I believe it can be done by
voluntary co-operation in industry and
commerce without Governmental reg-
ulation. It can be expedited by an ex-
tension of the friendly assistance of
the Government agencies in organiza-
tion and information. These possibilities
lie in the elimination of waste.”
There are two kinds of waste in
every organization—visible waste and
invisible waste. Visible waste occurs
when something is lost from the tan-
gible values in your possession—food
spoilage, shrinkage, overweight, theft
of money or merchandise, breakage,
loss in transit, refunds and excessive
overhead. Actual values have been
subtracted from your resources in
hand. They were listed among your
profits, but now you count them as
losses. You can name such losses by
the hundreds in every line of business

 

 

 

Preferred Automobile Insurance Company

Capital $250,000
Assets $735,000

 

Your Home Company

 

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Get protected by people you know. Don’t wait for mail controversies when
you are in trouble. Settle losses at home verbally and quickly.

Grand Rapids National Bank Bldg.

OFFICERS AND DIRECTORS
FRANK S. GOULD, President
HARRY E. RODGERS, Vice-President and General Counsel
EUGENE D. CONGER, Secretary-Treasurer
HAROLD A. CUTLER, Claim Manager

HEBER W. CURTIS
JOHN D. MCNAUGHTON
HARRY E. RASON

 

 

 

 

 

 

se

 

mantititeae ie.

 

 

oe

se

 

ena i

hi IN PI nl

 

 

Forty-sixth Anniversary

 

MICHIGAN

TRADESMAN 117

 

—waste of money, waste of materials,
waste of rental space, waste of machin-
ery and equipment, bad collections,
waste of salary and wages. These
wastes can be audited and shown in
your profit and loss statement. If you
are operating on a 2 per cent. net
profit basis, for every dollar of such
loss you must do fifty dollars in busi-
ness to make up for it.

By far the greater portion of busi-
ness losses never appear on the books.
They are so covered as to be invisible
and so difficult of measurement as to
be called intangible, but they are none
the less real and far outweigh the vis-
ible wastes in volume.

Some of these wastes that cause
costly losses may be roughly catalogued
as follows:

1. Waste from speculative buying.

2. Waste from misdirected effort
due to lack of standard practice.

3. Waste from seasonal losses due
to over-buying seasonal goods or fail-
ure to provide what the market will ab-
sorb.

4. Waste from lack of knowledge
of stock on hand.

5. Waste from lack of standards of
quality and grades.

6. Waste from unnecessary multi-
plication of brands, sizes and varieties.
(The Department of Commerce re-
cently made an exhaustive study of
chain grocery stores as compared with
independent grocery stores. They
found 2100 items in the independent
store against 700 items in the corre-
sponding chain store, and it required
six times as long to inventory the in-
dependent store as it did for the chain
store. After reducing the number of
items in the independent store the
profits began immediately to increase.)

7. Wastes due to deterioration or
shrinkage of commodities.

8. Waste due to duplicate transpor-
tation and warehousing, inefficient
loading, checking and shipping, and
unnecessary haulage.

9. Waste due to disorderly market-
ing, particularly of perishables with
its attendant gluts and famine.

10. Waste due to too many links
in the distribution chains and too manv
chains in the system.

11. Waste due to bad credits.

12. Waste due to destructive com-
petition of people who are in fact ex-
hausting their capital through little
understanding of the fundamental busi-
ness in which they are engaged.

13. Wastes cue to enormois ex-
penditure of effort and money in ad-
vertising and sales promotion etfort,
without adequate basic knowledge on
which to base sales promotion

14. Waste due to unfair practices of
a small minority.

15. Internal management waste due
to unused energies and abilities in the
sales and service organization.

16. Waste of time, materials, and
space in receiving, storing, checking,
handling, and delivering merchandise.

17. Waste of the sale that might
have been made, cr of the custorrer
who was displeased and did not return
again and whose trade would have
meant several hundred or several thou-
sand dollars a yezr.

18. Waste due to incomplete anal-
ysis of the local trade area and the
failure to reach many possible cus-
tomers.

19. Waste due to lack of personal
contact with customers by those in-
terested in the store’s success, and to
inattention to waiting customers

20. Waste due to inadequate and in-
efficient store layout and to the con-
sequent time lost in serving custom-
ers.

Have we said enough on that point
to enable us to see that the unseen
potential profits that are daily slipping
through the fingers of the average re-
tailer in the form of invisible losses
amount to enormous sums in the course
of the year?

The Engineering Council has esti-
mated that the distribution losses from
all sources as we have named amount
to 25 to 30 per cent. of the total retail
price of merchandise. On a forty bil-
lion dollar annual volume of retailing
the total losses due to this waste in
distribution would be ten to twelve
billion dollars a year—more than half
enough in one year to defray our
country’s entire share 6f the cost of
the kaiser’s war.

What wonder that the chain stores
saw an opportunity to make great
sums of money out of salvaging some
of that waste! The chain stores are
the effect of which inefficient retailing
methods and an inadequate distribution
system are the cause.

It is plainly evident that these wastes
cannot all be eliminated by individual
effort and enterprise. However. there
1s enough difference in the manage-
ment of individual concerns to make
the difference between a small strug-
gling store that is barely making ends
meet and the million dollar depart-
ment store across the street that has
been no longer in business and had
no more capital to start with.

In checking for wastes, think of
them, not as occurring once, but pos-
sibly several times a day, 300 days in
the year. Even a five cent !oss, wheth-
er visible or invisible, occurring ten
times a day amounts to $150 a year—
the profit on a 2 per cent. turnover
basis from $7,500 in sales. That is
the amount of sales it would take to
make profit enough to cover that one
source of loss. When you have effect-
ed enough saving of waste to give you
a 4 per cent. net profit on turnover,
similar loss will require only halt the
sales volume to cover it. Then again
some of those wastes materially affect
the rate of turnover. By effecting the
two advantages at once the profits soon
begin multiplying at an as*onishing
rate.

The future of the independent re-
tailer depends on the zeal with which
he wages unrelenting war on waste.
The chain stores have destroyed a
large portion of the management
waste in their own camp, but now the
waste is creeping back in a new form,
that of chain store duplication—too
many competing chain stores in a
neighborhood. Now they are after the
enemy of duplication and are seeking
to destroy it with mergers. The mer-
gers on the other hand, are imposing

 

 

 

 

a ae ee ee ee ee ee

ESTABLISHED IN 1875

For more than fifty years our floor covering
department has always been an outstanding
example of the right kind of merchandising

service for the floor covering trade.

DISTRIBUTORS OF

Cocoa Mats and
Mattings

Rag and Chenille
Rugs
Hooked Rugs

Chinese and Oriental

Puritan Lining, Stair
Pads, etc.

Armstrong Linoleum

and Quaker Felt

Bigelow - Sanford
Carpet and Rug
Co.'s
Complete Lines of
Carpets and Rugs

Scatter Rugs
Ozite Lining

Pa ae ae ae ae ae ae ae ae ae ae a a ee ae a a ee a ee a ee ee ee Ee

————

 

Send for catalogues and samples

 

When in the Detroit market you are cordially

invited to pay us a visit.

BURNHAM STOEPEL & CO.

Burnham Stoepel & Co. Bldg.

Jefferson Avenue, East—at Beaubien Detroit, Michigan

We maintain a Complete Cut Order Carpet Service

 

 

 

  

118

an additional burden of overhead
which will take some time and much
careful management to eradicate.

In addition to the losses sustained
by the retailer from general distribu-
tion waste and from waste :n manage-
ment, he is being continuously set upon
by outside forces that are making seri-
ous inroads on his business. They as-
sume the nature of specialized forms
of competition, each in its own way
endeavoring to iustify its existence
through the elimination of waste.

There is a constant struggle between
these various plans cf merchatdising.
All of them are edging in on the in-
dependent retailers’ business, with the
result that both vclume of business
and new profits are being jeopardized.

Isn’t it about time for the indepead-
ent retailer to step out of the de-
fensive position into which he has fal-
len and take the lead in more con-

structive methods of merchandising?

Isnt it better to accept modern ideas
than to reject them merely because

“My grandfather didn’t do it that
way?”
Secretary of Commerce Lamont

stated in a recent radio address that
the decennial census of 1930 for the
first time in history will include a
distribution census covering the move-
ment and marketing of commodities.
showing costs of the various stages oi
moving comziodities from the produ-
cer to the consumer. This census, he
said, should give us definite informa-
tion that will result in locating many
of the causes of high prices that arise
from excessive distribution waste and
give facts of great value to manufac-
turers, wholesalers and retailers.

In the meantime the independent re-
tailer can at least do the obvious things
that are necessary to safeguard his
business and gain a fair advantage in
the face of all these forms of com-
petition. It is a question of how far
he is willing to go in adapting man-
agement methods to prevailing condi-
tions. It requires a certain degree of
flexibility to do this. Unless you have
plenty of oil in the bearings you cannot
expect much speed out of your auto-
mobile. Rheumatic joints and muscles
have no place in the boxing ring. If
you are unwilling to bend you cannot
well complain of going broke.

You are facing many kinds of com-
petition—cost saving competition, price
cutting competition, management com-
petition, service competition, organized
capital competition and co-operative
competition. What is your defense?
All forms of competition can be suc-
cessfully met through co-ordination of
interests and co-operation of efforts.

Arthur G. Taylor.
—_.2>—_—_

Putting off until to-morrow what
should be done to-day is merely a mat-
ter of habit. When you find yourself
getting this habit, pull yourself to-
gether and break it. Every day is
long enough to do the tasks of the day.
An excellent way is to plan so many
things to accomplish each day and do
them. Inside of a week you will be
surprised at the time you have for do-
ing other things. Don’t fight your
work—conquer it without a fight.

MICHIGAN

UNDER GROWER OWNERSHIP.

 

Ambitious Project Hatched By Am-
- bitious Men.

Considerable publicity has been
given in recent weeks to a proposed
formation of an organization through
which it is proposed, by the use of
Federal funds, to take over “ten of
the largest fruit canning plants along
the Like Michigan shore from Trav-
erse City to Benton Harbor,” quoting
the press dispatches, presumably em-
anating from an authoritative source.

The new corporation is to be known
as the Great Lakes Fruit Industries,
Inc., and its announced purpose is to
own and operate,” under grower own-
ership and control,” fresh fruit pack-

 

TRADESMAN

careful study and represents a consid-
erable investment. In one case, within
the information of .this writer, the
largest pea canning plant in the State
was removed, entire, almost across the
State to a section better adapted to
that particular crop.

Some plants have already in produc-
tion, or in growth, large acreages of
fruit, sufficient for their operation and
demand and could not well be with-
drawn from a varied line which rounds
out their season of activity.

Some of the canning concerns evi-
dently intended to be included in the
proposed group because of their loca-
tion, their volume of operation and the
quality of their product, sustained over
a long period of years, have developed

Harry M. Royal.

ing and canning plants, now doing a
business of $10,000,000 annually.

It is understood that only fruit op-
erations — particularly cherries, black
raspberries and kiefer pears—are con-
templated and that canning plants en-
gaged in other lines are not desired.

Many of the details are, apparently,
yet to be worked out. Some of the
canning concerns own several plants
operated at various points upon differ-
ent products, the locations being se-
lected with the purpose of picking the
product best adapted to the soil and
climatic conditions, and, all together,
making up the varieties which enter
into their line of canned foods, Na-
tionally advertised and universally sold
and consumed under their especial
brands.

This has been a matter of long and

a large business by specializing in vari-
ous lines and fostering profitable and
pleasant relations with the trade which
handles these specialties. Agreeable
relations with the trade is an essential
to the success of any merchandising
effort and a very valuable asset in any
business.

It is understood to be the purpose of
the proposed corporation to retain the
“key men” in the various plants, as
neither the promoters of the proposed
combination nor the growers therein
are experienced in the important fac-
tor of plant management.

In the publicity given out by those
promoting the enterprise the greatest
emphasis seems to be placed upon the
“grower owned and controlled” feature.
Neither the marketing trade nor the
consumers, who are intimately con-

Forty-sixth Anniversary

cerned in the process of distribution
and the ultimate disposal of these
products, are particularly concerned,
one way or the other, about production
c ntrol. Their chief concern and de-
mand is that they have a quality prod-
uct at an equitable price. Their in-
terest is as vital to them as is that of
any other factor along the line from
production to consumption. And, after
all is said and done, the consuming
public is the factor which fixes the
price and profit all along the line.

The sum estimated as needed from
the Federal Treasury to make the pro-
posal effective is $3,000,000. From this
money the various plants are to be
bought at prices agreed upon. It has
been stated in numerous published ar-
ticles that appraisals will be made to
establish the price on’ the various
plants and it is intimated that where
the price is unsatisfactory to the can-
ning plant owners that “arbitration
will follow if the canneries do not ac-
cept the appraisals.” This is some-
what ambiguous, as it does not explain
the basis of the appraisals, nor what
will happen if the arbitration does not
succeed in a meeting of minds.

All of this is but casual comment
upon the published statements con-
cerning an interesting proposal and of-
fers no argument, either pro or con,
upon the feasibility of the undertaking,
as the writer is in no position to state
just how the canneries interested might
react to the proposition.

In his opinion there are some owner
companies who would not stand in the
way of a slogan financed by Federal
cash—if there was enotigh of it. Con-
trawise there are some whose estab-
lished interests and civic relations put
them out of the position of consider-
ing investment and profit as the major
factor.

The working out of this project
should prove a very interesting under-
taking, both on the general proposi-
tion of what may be considered as a
proper functioning of the Federal Farm
Board and the result over a period of
years as concerns growers and con-

Harry M. Royal.
—_—_ ++.

Cheaper Money a Mixed Blessing.

Easier money conditions may not
prove an unmixed blessing in their
effects on the textile trades. High
money rates, while disadvantageous in
some respects, served as somewhat of
a check rein on overproduction and
expansion. With the return of lower
financing costs, this check rein is
loosened, particularly on the opera-
tions of smaller producers. Such a de-
velopment will tend further to intensify
competition, diminishing some of the
constructive benefits of cheaper money.
The silk and woolen trades are cited
as lines which may reflect the adverse
results.

sumers.

—_>-+-—_—
In my wide association in life, meet-
ing with many and great men in vari-
ous parts of the world, I have yet to
find the man, however great or ex-
alted his station, who did not do bet-
ter work and put forth greater effort
under a spirit of approval than he
would ever do under a spirit of
criticism.—Charles M. Schwab.

 

 

 

44
Ll
*
i

2
2a
ae
a

ae

e

 

 

 

 

 
  

 

 

  
     

 

 

A Forty-sixth Anniversary MICHIGAN TRADESMAN 119

 

 

 

———4
Nc a ae TOSS eee

Sine

 

Conttoence

A priceless Asset to any business - -

Our many customers feel that our Investment Services
merit it - -

aaa RE ee rae ~—
al APS ae TE

They are given a conscientious and reliable personal Service.
It is this which has inspired their CONFIDENCE in the
ability of our Company to capably handle their Investments. - -

 

eT OT ae OO OT TT eee

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 follow-
fs ing direct by 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.

 

 

Private WIRES to

Albany - - - New York Indianapolis - - - Indiana
i Atlanta - - - - Georgia Jacksonville - - - Florida
Baltimore - - - Maryland Kansas City - - Missouri
Boston - - Massachusetts Louisville - - - Kentucky
Buffalo - - - New York Milwaukee - - Wisconsin
Chattanooga - - Tennessee Minneapolis - - Minnesota
Chicago - - - - - Illinois Omaha - - - - Nebraska
Cincinnati - - - - Ohio Philadelphia - Pensylvania
Cleveland - - - - - Ohio Pittsburgh - - Pennsylvania
Detroit - - - - Michigan St. Louis - - - Missouri
New York - - New York

LINK, PETTER & COMPANY

Occidental Hotel Building 7th floor Michigan Trust Building
Muskegon, Michigan Grand Rapids, Michigan

ij 6 +

 

ee elaine _cfin_.citn..sin tft tle nell, «tlie atl Ae ntl altel elie ltl tl tll tl tl ln tl nl ll le AO elle ee te ts ee etn ot ce ie i ee ee et a the etn, Oh titi titties:

 

 

ae alin ale cs sient At Aint adinat tin tintin nate

 

 

120

CALENDAR REFORM.

 

Reasons Why Radical Changes Are
Not Advisable.

A few years ago a considerable agi-
tation arose among a few Eastern men
with reference to the calendar which
is in common use, not only in this
country, but throughout the leading
countries of the world. We refer, of
course, to the three hundred and sixty-
five days of the year, twelve months
of the year, and so forth. We are
well aware that there are fractions and
that the fourth day of July, as well as
other memorable days, do not occur
upon the same day of the week in the
succeeding years.

On account of this agitation, the
United States Chamber of Commerce
appointed a committee to study this
matter and put it into as concrete a
form as possible and submit it by ref-
erendum to the members of the United
States Chamber of Commerce through
this country and then use the results
of that referendum to approach Con-
gress in regard to this great question.

We had the pleasure and interest to
listen to the first paper delivered by a
distinguished Eastern man before the
United States Chamber of Commerce
a few years ago, when the annual
meeting was held in Cleveland. It
was a very exhaustive paper and it put
forth many good ideas along the line
that a better calendar could be created
and put into operation than our pres-
ent one. After due deliberation. the
Chamber of Commerce of the United
States put forth the following pro-
posals:

First. That the present calendar
should be so changed as to bring
about a greater comparability in busi-
ness records for periods within a year
and for periods from year to year.

Second. That the form which
changes in the calendar should take
should be determined through inter-
national conference.

Third. That the Government of the
United States should participate in an
international conference to determine
the form of changes to be made in the
calendar.

For many hundreds of years what
was called the Julian calendar was, and
we might say in ancient times, in gen-
eral use. Later, the Gregorian system
was substituted and was promulgated
in 1582 A. D., because the former cal-
endar had gotten out of adjustment
with relation to the seasons and we all
known that time of the seasons is
largely astronomical and largely sea-
sonable. The former calendar had
gotten out of adjustment by practically
ten days and the Gregorian system
in its present operations only brings
an error of one day in thirty-three
hundred and twenty-three years.

Now as to the interest and action
of the United States Chamber of Com-
merce, it would submit this question
with proper discussions for and against
to a referendum and then the results
of the referendum would be reported
to Congress. The referendum, how-
ever, would not be reported, unless a
certain majority percentage of the re-
plies should be either for or against.

Now as common every day folks,

MICHIGAN

we will admit that the above is too
complicated and too profound for us
and we actually believe that if this
matter were to be submitted direct to
the average man, that he would vote
against any further consideration or
adoption of a different calendar than
we now have. We are obliged to ad-
mit that some of the leading men of
the Nation are quite thoroughly con-
vinced that a change of the calendar
must take place. It is said, “that there
is nothing impossible, “but there are
things which are possible and which
are brought about that not only create
a great amount of confusion, but do
not work out in the end as well as is
calculated by those promoting the
scheme.

Since this question has been agitated

 

TRADESMAN

and so several nations have come into
the Gregorian calendar within the late
centuries and it would be ruinous to
disturb them. Many reasons have
been given by different branches of
industry, trade, etc., some having gone
so far as to ask that the calendar con-
form with their fiscal years of doing
business. The cattle raisers and the
meat producers of the country have
their reasons for even changing the
beginning of the year from January 1.
Some of the fanatics in regard to the
change of calendar have gone so far,
as we stated above, to suggest a blank
day and some of them in their calcu-
lations figured that there would be as
high as three blank days in a year.
Such a thing is not possible.

From our own “back to the farm”

Lee M. Hutchins

in the United States, there have been
produced by men in different parts of
the world almost two hundred sug-
gestions as to calendars. It would
seem at first sight that these have
been projected without thinking the
matters through as thoroughly as has
been done by the committee of the
United States Chamber of Commerce,
or to illustrate, our present calendar
was not adopted by some of the Eu-
ropean nations until within the last one
hundred years, and that among the
leading nations of the world we come
nearer operating on one calendar than
has ever occurred in the history of the
world.: To give a startling illustration
of this statement, Japan adopted the
Gregorian calendar in 1914 and Great
Britain did not take it on until 1752,

observation, we are inclined to refer
at first to the interference which would
occur with religious occurrences. We
must remember, that our present cal-
endar, as we have been using it for
centuries, dates backward from the
personage of Jesus Christ and forward
from the same personage. There are
scores of observations based upon cer-
tain days in our present calendar and
even upon astromical observations and
settings, that would be very badly dis-
turbed and practically wiped out of
their historical and religious settings.
Some of us may think that this is of
no conquence, but there are millions
upon millions of people who would be
very badly disturbed by any of these
changes.

In order not to be too long in this

Forty-sixth Anniversary

homely comment of ours, we will step
over for a moment to the events of
our own Nation and consider the days
we observe and which have been fixed
practically by historical occurrences,
and refer, as well, to thousands of oc-
currences, which are now commemor-
ated in personal histories. Then again,
there are public libraries and private
libraries and even events of society,
all of which would be thrown into
chaos by a change of calendar. An-
other startling objection grows out of
business affairs. Before we make a
comment upon this, may we remind
you that the new calendar is proposed
for thirteen months for a year, four
weeks to the month. This would work
out all right with one day to spare
each year, which would be called a
holiday and marked as “nothing” in
the affairs of life. In this considera-
tion of one day that would be “noth-
ing,” an eminent writer makes this re-
mark, “that there is no such thing
possible as making one day nothing.”

Now if we were to take a fresh
start with such a calendar, with no
history of the past, it would not be so
difficult, but think for a minute of the
millions upon millions of ‘business
transactions in court and out of court,
in business and out of business in the
affairs of life, which occurred before
the change of the calendar and based
pue ainjny ay} OUI ay Jo sporsad uo
try to grasp the difficulty of arriving
at a day under the new calendar when
such matters shovld be consummated.
After a period of a few years this
could be worked out, but we venture
to say that at the very beginning that
there would be more confusion and it
would cost the world more than any-
thing else that has ever occurred. At
first it was thought that the United
States would inaugurate this and then
ask other leading nations to follow.
It was then realized that this would be
very foolish because, for instance,
with the leading nations of Europe
who with the same calendar that we
now have, just stop for a minute to
think and calculate what could be done
with a business transaction in trying
to handle it under the dates of two
calendars, which differ in their arrange-
ment. Of course, in these days of im-
proved methods of almost everything
from the day in which we laughed at
Darius Green in his flying machine up
to the day when we conclude at break-
fast that we will fly to Chicago and
take lunch there, we are a little fearful
to make a comment, but such things
are transitory. Religious holidays,
business transactions, court transac-
tions, etc., are fixed and the waste
that would occur, the extra expense
that would be necessary in the transi-
tory period and the confusion that
would arise is beyond all calculation.

Take, for instance, a note given to-
day or a contract made to-day upon a
period of three years and five months,
and then suppose that the calendar
changed the first of January, 1930, and
then try to figure out what day three
years and five months from to-day in

.the new calendar these papers would

be due. Such a transaction is simple
as against matters of court and the
confusion that would arise in unsettled

 

-

 

 

-

Forty-sixth Anniversary MICHIGAN TRADESMAN

 

 

American Light & Traction Company
~~ Organized in 1901}

Controlling, through its ownership of stock,

Public Utility Properties

Serves a population of

3,060,000 with Gas
360,000 with Electricity
325,000 with Street Railway Service

In 1928

Gas Sales increased 10.19%
Electric Sales increased 22.95%

Street Railway Passenger Revenue increased 9.81%

American Light & Traction Company

105 West Adams Street, Chicago 120 Broadway, New York

 

 

 

 

122

MICHIGAN

TRADESMAN

Forty-sixth Anniversary

 

estates, bankrupt cases, stocks, bonds,
etc. Of course, nothing is impossible,
but just to introduce the subject, we
are willing to say that we believe that
we should hope to have our calendar
remain as it is, because in all phases
of American individual life, court life
and business life, we are thoroughly
adjusted to the years, the months and
the days and we believe we would
regret the disturbance of the same.

As we have stated, if this disturb-
ance shou!d only apply to the United
States, we possibly might find some
argument for the change, but even at
that, our relative business dates with
foreign countries would be in confu-
sion at once and not only religious
and astronomical fixing
of dates and seasons, but the. vast
multitude of court transactions would
be in very great confusion.

Lee M. Hutchins.

Addenda—When the writer began
the compilation of this article upon
Calendar Reform, the Referendum of
the United States Chamber of Com-
merce was out and among its mem-
bers. Since that time the referendum
has had to the National
Chamber and the number of votes
lacked a considerable amount of being
necessary to even formulate a report
to be presented to the United States
Chamber of Commerce. Therefore,
this subject must rest until the United
States Chamber of Commerce sees fit
to put forth another referendum or
some other aggregation of men, or
association of some kind, sees fit to
take up the question once more.

observations

 

its return

Retailer With a Daughter Discusses
Fashion Situation.
This is a true story regarding pres-
ent-style dresses. :
My daughter has been trying for the
last three weeks to get a few dresses.
After looking in various stores and

trying on garments, she found that

they did net look well on her and tried -

other stores with the following results:

At four different times she ordered
from cne to four dresses at various
shons, had them charged and sent to
her home for her husband to look at.
As. she like a freak in
dresses they were returned in each in-

locked these

stance. She was finally compelled to
buy goods by the yard, get a dress-
maker and have her dresses made. Six
of her friends had similar experiences.

Results to retailers: Ten hours’
waste of time of salespeople; expense
in book-keeping; calling for the gar-
ments; repressing them and _ putting
them back in stock.

It is not the fault of the retailers.
It is the fault of manufacturers who
are trying to force on the American
women styles they do not care to wear.
Ask a manufacturer how business is
and he answers, slowly, that “business
is fine.”’ Ask a retailer how the dress
business is, and he, with a sigh, says,

———_>- >>

Aid in Marketing Farm Crops.
The criticism is often made that
all assistance from state and Federal
departments is along the lines of pro-
duction and that little has been done
to aid the grower in profitable mar-
keting of farm and garden crops.

No one can deny that a tremendous

>

amount of research and work has been
done to aid in intelligent production,
and no one can successfully maintain
that this information has not been for
the good of the growers. The truth
is that if nothing has been done to aid
the growers along the lines of pro-
duction, we would have very inferior
grains, fruits and vegetables to put
on the markets.

To be able to produce abundantly
and successfully is the first require-
ment before any marketing system
can be had. Old and new varieties,
best and most economical ways to
grow them, how to secure the largest
yields, and the best and most eco-
nomical ways of producing any of our
farm and garden crops are both ele-
mentary and fundamental.

It always has been a subject of de-
bate, how far the State can or should
go in promoting business activities.
Under our State constitution, the State
is specifically prohibited from entering
into this field, the theory being that
government is primarily for the pro-
tection of life and property.

In recent years more and more de-
mands have been made on the State
and Federal Governments to aid and
assist in those activities where the
people generally have difficulty in
helping themselves. Most states in
the Union have created departments
of agriculture and marketing to aid
the producers in many ways.

The Federal Government is just
launching the most gigantic and revo-
lutionary marketing experiment ever
attempted by arf nation in the world.

grain, cotton,

The whole country is addressing itself
to the solution of our agricultural trou-
bles. Agriculture is organized—it has
a board of directors.

Whether one favors this legislation
or not, he must not lose sight sight
of the fact that it is the law. The

. time has gone by when we can act as

individuals. With 27,500,000 farmers
in one organization and with $500,000,-
000 of Government money to aid in
the stabilization of farm products,
something is going to happen.

The plan is to aid in the marketing
and stabilization of all farm commodi-
ties, fruits and vegetables, as well as
tobacco and_ livestock.
The marketing of perishable products
will likely be one of the last and most
difficult with which to deal.

It is generally admitted that it is
more difficult to lay down hard and
fast rules in the marketing of vege-
tables than in other commodities. Bet-
ter grading, more uniform packs, and
marketing while in good condition, all
stimulate trade. The department can
assist in practically everything, ex-
cept the actual handling of the com-
modities on the market.

N. J. Holmberg.

——+-___
Raisins Have High Degree of Food
Energy.

A great many grocers apparently

still think of raisins as a confection,
but those who have taken the trouble
to find out that raisins are a tremend-
ously important energy food are doing
more raisin business with a consequent
more rapid turnover and better profits.

 

 

Grand Rapids

Kalamazoo

 

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Dividend Paying

 

 

 

 

 

 

mete

 

 

 

 

 

§

 

 

 

Forty-sixth Anniversary

When Substitution Does and Does
Not Pay.

Should a retail food dealer attempt
to influence the preferences of his cus-
tomers?

This question cannot be answered
merely with yes or no, because there
are several factors which must be con-
sidered carefully. In the first place,
it must be granted that no dealer is
ever justified in giving a customer one
brand when she has definitely request-
ed another, unless the customer is
properly notified of the substitution.
Moreover, a dealer is not justified in
persuading a customer to buy another
brand which is higher in price but no
better in quality than the one she re-
quests or in persuading her to pay the
same price for an inferior brand.

These practices not only are unfair
but also unwise, because the customer
in the majority of cases will discover
the facts and feel unfriendly toward
the dealer.

The question must be considered
from three points of view: The welfare
and good will of the customer, the
effect on the dealer’s sales results, and
the effect on the manufacturer or
wholesaler.

When a dealer can induce a house-
wife to buy another brand or a sim-
ilar article which costs the same and
is identical or superior in quality, but
which gives the dealer a better mar-
gin of profit, or which has a higher
price because of better quality, the
dealer is violating none of the prin-
ciples of good business ethics. How-
ever, unless he succeeds in convincing
the customer that the article he
recommends is the best, or as good as
the other, he may lose the good will
of the customer and eventually lose
much more than the slight difference
in the margin.

A dealer’s profits often depend to a
great extent on his ability to concen-
trate the demand of his customers on
a reasonably limited number of brands.
The Louisville Survey showed clearly
that many retailers were carrying
numerous brands for which they sel-
dom or never had a call.

From the ethical point of view, no
one ever has criticized dealers for try-
ing to sell a can of beans when he is
out of canned peas. And, to our
knowledge, no one would criticize a
dealer for trying to sell a customer an-
other brand of any item if he did not
carry the brand called for.

However, no matter how ethical a
procedure may be, the dealer will not
profit from it unless he is able to
satisfy the customer completely. Sub-
stitution has been so much overdone
and so tactlessly handled by many or-
ganizations that housewives become
suspicious when a dealer attempts to
sell them something other than what
they asked for. They are afraid that
the dealer is trying to sell them in-
ferior merchandise.

If the dealer knows that the brands
he wishes to substitute are superior
to those which his customer orders,
he often can persuade the customer
to take his word for it by explaining
the differences. Even if the quality
and value of both is identical, a frank
explanation of the fact that he is try-

MICHIGAN

ing to concentrate demand in order to
buy to better advantage will be accept-
able to the more intelligent customer.
The possible explanation that the
dealer cannot afford to handle the
other brand because too few customers
call for it will suffice with other cus-
tomers.

Every dealer, of course, has some
customers who want exactly what they
ask for and nothing else. The dealer
either must sell them the brand they
prefer or else suggest tactfully that
they buy elsewhere. He must figure
out for himself whether the customer
is valuable enough to warrant stock-
ing the brand requested. '

Dealers should be exceedingly care-
ful about permitting their employes to
attempt to influence customers’ pref-
erences. Not all employes in retail
food stores are sufficiently experienced
to attempt it. A poorly conducted
attempt to substitute will drive cus-

tomers away. Everett B. Wilson.
——_2><.___

Salesmanship Is Reverting To Old
Essentials.

A few years ago, we used to hear
a great deal about scientific salesman-
ship which included miuch  pseudo-
psychology and pseudo-psychoanalysis.
Very little is heard about such  fliff-
fluff and piff-puff nowadays. Salesman-
ship has reverted to the old essentials
which are familiar to everyone, as is
shown in the following from a sales-
manager’s bulletin:

“The step between successful selling
and failure is so short that we will
scarcely be aware of the difference and
may think we are in the one and find
ourselves in the other. Success does
not come handed out on a silver platter
just for the asking. We succeed not
by Divine right, as it were, but as a
result of our efforts if directed along
the right line.

“Merchandise is sold by honesty,
perseverence, tact, and a hell of a lot
of hard work. Firms do not sell mer-
chandise. It is sold by the personality
of our salesmen made up of the above
traits combined. with the co-operation
of our organization and the quality of
our products. In quality we include
service for the value of an article is
determined by the many factors that
make up its serviceability to the buyer.

“Without work the rest comes to
naught and as above stated it takes
a hell of a lot of it. Take stock, sir,
and see if you are making a 100 per
cent effort. If you are succeeding you
have nothing to do other than you are
doing providing you are laying the
foundation for your continued success.”

—_»+ >.
Toy Trade Closing Year Well.
Late orders being received for toys
indicate the wholesale trade will wind
up the year with a comparatively small
carry-over. Shipments to retailers are
being completed, with medium and
popular price toys practically unaffect-
ed by cancellations. The experiment
of featuring department store toy sec-
tions early in November, instead of
after Thanksgiving, is credited with
meeting with fair results. The num-
ber of stores adopting this plan is ex-
pected to be larger next year. Offer-
ings of specials in steel toys at $1 or
slightly less has helped early volume.

TRADESMAN

Doubly Good
RUMFORD

The Wholesome
BAKING POWDER

Is Profitable
=> for you--

because your customers get
real value for the money
they expend—and that’s
what builds good will.

is Economical
= for Your lrade

because every spoonful in a
can of Rumford contains full
perfect, leavening power.

| RUMFORD CHEMICAL WORKS, Providence, R. 1.

         
         
         
     

 

123

 

GE OT OI IT IT TT I I OT TT TT OT TT OT

 

CONGRATULATIONS

on the
46th Anniversary

of the

Michigan Tradesman
). A. StrowE, Editor

From the first issue—to the last—always,
an aid to The Progressive Grocer

Offered by

Distributors of the
DEFIANCE BRAND
Correr, TEA, Spice, SALT, Sours and

CANNED Goops

O. P. DEWITT & SONS

Wholesale Grocers

St. Johns Michigan

 

 

 

 

 

 

124

MILLIONAIRE PHILOSOPHER

 

Finishes Taking Medicine and Pre-
scribes For Others.

To be told to get out of bed after
ten days of the flu and write an article
for the Michigan Tradesman’s forty-
sixth anniversary is a good sized or-
der for one who is a novice in that
line of work. And we all know that
after taking a bushel or two of pills,
although they may have a stimulating
effect, they are not liable to stir one’s
After I paid the doc-
tor he looked solemn and wise and
told me to go slow. He did not tell
me this, however, until after I had
paid him, but then what are doctor’s
orders compared to a command from
Stowe? So if perchance some gentle
reader should get wrathy reading the
stuff which flows from my pen, kindly
remember that the doctor’s dope is
probably not quite out of my system.

When kids are kids, birthdays are a
joy, but when kids get to be old goats
it is different. and an anniversary re-
minds me of another year added to my
already accumulated years. I somtimes
Just think how
This

goes to show the frailty of human

sense of humor.

envy a man in jail.
long a year must seem to him!
beings. We are never satisefied in or
out of jail. And have you ever no-
ticed when we o/d fossils retire from
business we are apt to have great
dreams? One man is going to write a
bcok. just as though the world was
waiting for a book. Others are going
to retorm the world and then they
find the darn thing doesn’t want to
be reformed. Then there are those
who buy expensive automobiles and
ride hither and thither, and they find
that a boresome job. In some Euro-
pean countries when a man retires he
is expected to offer in service to so-
ciety society. They
figure that when a man retires he will
have enough of this world’s goods so

what he owes

he’ will be less greedy and that his
business experience may be of some
public value. In our country that is
qualifica-
We want to know
whether a candidate is a Catholic or
Protestant, whether his ancestors were
Polish, Irish or Dutch. We pick our
political candidates like our juries. If
a man shows the least bit of intelli-
gence we will not let him serve. And
unless one is filled with the “bull” he
cannot enter the political arena. So
about the oaly things a retired busi-
ness man can do is to pitch horse
shoes or play solitaire. Isn’t that an
awful fate?

The writer is a bone dry; in fact,
so dry that he is shriveling up. Yet
sometimes in my wicked moments I
wonder if our Government could not
be induced to offer us old fellows a
little of the old time liquor so when we
get together we could slap each other
on the shoulders, and with arms around
one another sing “Coming Through
the Rye.” Oh, well. never mind. Let
me put the cork into this hilarious
state of mind for I might say some-
thing that would shock the natives.
So again I get back of my long face.
Sometimes when I look into a mirror
I laugh, for from what I appear to be

different. Experience and

tions do not count.

MICHIGAN

and what I am there must be two of
me. Then I wonder if we are not all
built that way? Maybe we are all
more or less actors in that play called
“Strange Interlude.” But let’s get back
to Stowe.

He is the man who can make dull
week-end trips read like romance.
What an inspiration he would have in
new fields. Supposing Mr. and Mrs.
Stowe should take a trip around the
world, and he might as well do it now,
for some day they are going to carry
him out, and even though he is gently
laid away in a beautiful mausoleum he
will find himself as dead as a dead
mackerel. I sometimes wish that
Stowe could go to the spirit land for
about sixty days and then come back
and edit his rascality column. I bet

 

TRADESMAN

drink and be merry, the orchestra play-
ing and the passengers singing, while
they ride the ocean waves. Yet as an
experienced sailor I would advise
Stowe to take along a piece of string
and tie one end to his teeth and fasten
the other securely to his button hole,
for he will find the ocean is like the
rest of the world, it has its ups and
downs. When they arrive in Eng-
land, they will enjoy the natural re-
finement of the English, which is so
hard for us to understand. for they
have a knack, without bluster, of mak-
ing a stranger within their gates feel
at home. Our vaudeville artists have
always been telling us that the Eng-
lish have no sense of humor, but in
their travels the Stowe’s will learn
that they will unlearn a lot of things

Gerrit J. Johnson

all those who have been making a
living selling the “Beautiful Isle of
Somewhere” would take to the woods.
May I make so bold as to predict that
in the near future we are going to drop
our different creeds’ and come to a
full realization that before we can ex-
pect to enter into a perfect kingdom
above we will have to serve as an
apprentice to establish “Thy Kingdom
Come on Earth” and any old skinflint
who hands over part of his loot to
scme church and thereby expects to
get into heaven with a hop, skip and a
jump is going to stub his toe and land
on his nose. But let us forget that.
Supposing the Stowe’s were to take
a trip, if only to Europe. Imagine
them as comfortable as a bug in a
rug, wrapped up in their steamer chairs
with nothing to do but relax, eat,

over there they learned over here.
From England they will go to
France and attend one of the finest
theaters in Paris, just the same as I
did. Upon the stage will be a hun-
dred young women so adorned that a
fig leaf would look like an evening
gown. The Stowes will feel embar-
rased and shrink down in their seats,
but after a while they will cautiously
lok around from the corner of their
eye, and to their surprise they will
see everyone seems to be enjoying the
show. Then they will wonder if the
French are really so frivolous or is it
our Puritanical mind that makes it
seem so: for we all know that it was
not until Eve covered herself with a
fig leaf that truth became indecent.
Then they will visit the tomb of Na-
poleon and as they stand there they

F orty-sixth Anniversary

will realize that what the civilzed part

‘of the world calls patriotism is a poi-

son brewed in Hell and stirred by the
devil. But we can forgive France for
her fetish worship of Napoleon, for
she also gave birth to Voltaire and
while Napoleon spread darkness and
gloom it was Voltaire who with the
light of reason helped to illuminate
the world.

- From France they will go to Ger-
many and linger in Berlin and Flor-
ence will say to Ernest “These Ger-
mans are not so bad after all, are
they?” and Ernest wil growl “Oh,
well, guess the bad ones have all been
killed.” And Florence, being a wise
and dutiful little wife, will not press
the question further. From Germany
they will go to Holand. Wish I were
there to show them around; that being
the land of my birth naturally I am
just a little bit chesty. For way back
in the fifteenth century when the
Christians were persecuting the Jews
Holland was their only place of refuge.
When the Puritans were being perse-
cuted because of their religious views
they also fled to Holland. Even to
this day Holland is a haven for polit-
ical refugees. Of course Holland is
wise. She realizes that heredity counts
and that no country deports anyone
unless he has brains. Maybe that is
why the Hollander to-day can publicly
take a drink, go home and mind his
own business while in our own coun-
try when we take a drink our brains
begin to rattle and we get into a car
and try to climb a telegraph pole.
That is the reason I am a Prohibi-
tionist. In Holland they have public
clinics where they teach birth control.
These are open to the rich and poor,
while in our country birth control is
taboo to the poor. Just look around
and you will notice that it is the well-
to-do who usualy have small families.
Recently in Memphis, Tennessee, there
was a baby doctor convention. Some
interesting facts were brought out.
among them being that in this country
thirteen mothers die for every two
thousand children born, which is the
highest death rate of any country in
the world, while in Holland only 2.3
per cent. of the mothers die for every
two thousand children born, which 1s
the lowest death rate of any country
in the world. In our country when
men and women come to the slowing
up age they become subjects of charity.
In Holland at the age of sixty-five or
seventy, I have forgotten which, they
receive a pension. If I had my way
I would have Uncle Sam take every
high school graduate for a trip around
the world, for travel is apt to make
our heads grow smaller while our
minds grow bigger. If our students
found what handicapped nations were
doing they might have a political awak-
ening and be better Americans. But as
long as we cannot afford to do that
and build battle ships we might send
Stowe as an emissary. He would make
the Tradesman so interesting that not
only merchants but boys and girls
coming home from school and dad re-
turning from work would say “ma,
what did you do with the Michigan
Tradesman?” Gerrit J. Johnson,

~
=e nen

 

Pep Matias 039

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Forty-sixth Anniversary

MICHIGAN

TRADESMAN

125

 

   

 

Copper

Mnitting a

 

 

ECONOMIC
BALANCE

The territory served by the Commonwealth
and Southern Corporation group of public
utility properties is one of economic balance.

The operating companies are located in
Michigan, Illinois, Ohio, Indiana, Pennsylvania,
Tennessee, Georgia, Alabama, South Carolina,
Florida and Mississippi. The sections served
in these states have a population of over

7,500,000.

Service is being supplied to approximately
1,200,000 electric and gas customers. These
customers required, for the 12 months ending
October 31st, 1929, an output of more than
6,300,000,000 kilowatt hours of electricity
and nearly 10,000,000,000 cu. feet of gas.

A total of 3,080,000 horsepower in electric
generating capacity is available for public
utilization. The daily gas manufacturing
capacity totals 50,000,000 cu. feet.

The companies associated in the Commonwealth
and Southern Corporation group of public
utility properties are devoting their resources
and energies to the supply and maintenance of
adequate, reliable, economical public service.

TENNESSEE H\ Y

 

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Dirigibles
Steel Ex @
Road Building

Equip Mazda
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Tank “Sign G Py

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Clay
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Vegetab/ t
Oils, Meals (Ts : Brod
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Textiles God Hs aL
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food

 

Products

Rail Road Equipment

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Turpentine aC

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Beverages

   

 
  

COMMONWEALTH ann SOUTHRERS

CORPORATION

 

 

126

HIGHWAY TRANSPORTATION.

 

Price Cutting a Menace To Its
Success.

In the Nov. 18 issue of the Detroiter
you will find a list of the services offer-
ed by long distance truck operators
giving over-night service at approxi-
mately railroad rates and in most cases
including pickup and delivery to the
Detroit trading territory.

It must be remembered that this
form of transportation is only about
seven years old and the first permit
was issued by the Michigan Public
Utilities Commission which was given
power to regulate the operation of mo-
tor vehicles on the highways after the
Detroit Board of Commerce had taken
up the. matter of regulation with the
administration at Lansing. Prior to
the regulations that were handed down

by the Commission, motor vehicles fol- _

lowed the lines of least resisance by
operating over improved highways with
no schedules, rates being charged at
about whatever the tonnage would
stand and in most cases no cargo in-
surance was carried.

The Public Utilities Commission
with its regulation brought about a
complete change as to the responsibil-
ity of the carriers. Now when appli-
cation is made for a permit it is neces-
sary that the carrier prove the question
of public convenience and necessity for
such a line, prove his responsibility,
carry. cargo insurance, file a copy of
his tariff with the Commission, and
also state the frequency of his service.

From one authorized carrier in 1923
at present there are more than 70 com-
mon carriers with lines radiating from
Detroit to points as far West as St.
Louis, South to Cincinnati and East to
Pittsburgh and Buffalo. Such lines
are the exception rather than the rule
as the majority of the carriers confine
their operations to points within a
radius of 175 miles of Detroit.

In that territory we now have an
overnight service to more than 400
cities and towns and. in most cases
freight is hauled at railroad rates, in-
cluding pickup and delivery. This ser-
vice has educated the many shippers
and receivers. that they need no longer
tie up so much capital in merchandise
as formerly but can purchase more
often because of this speedy and re-
liable delivery.

This service has also enabled many
Detroit houses to reclaim business that
had been lost to competitive markets
on account of inadequate service from
Detroit. There is also a considerable
saving in packing and crating by mo-
tor truck transportation; also in many
cases carriers bring orders from re-
*tail merchants to Detroit wholesalers
and manufacturers where goods are
packed and shipped the same day.

Receivers of merchandise are now
purchasing in dozen lots where at one
time they purchased by the gross.
This has relieved a definite amount of
capital which has enabled the retail
merchants to carry a more complete
line of merchandise and at the same
time increase turnover which eventual-
ly results in better profits.

At the present time we have ap-
proximately 70 lines operating out of

MICHIGAN

Detroit which have up-to-date ter-
minals located in convenient shippers’
sections of the city hauling over 50
per cent. of the L. C. L. freight to
points in the Detroit trading area. In
most cases their offices are oper-
ated by experienced railroad men who
are familiar with rates and classifica-
tions and the necessity of the prompt
handling of freight.

The Highway Department is doing
a fine piece of work by keeping the
highways free from snow during the
winter months, which has enabled the
motor truck operators to cover their
routes on a clock-like schedule during
the winter as well as the balance of
the year.

There are only a few states that
regulate the operations of motor trucks

 

TRADESMAN

rier who has cut his rates below a point
where the carrier cannot make a rea-
sonable profit, is going to help break
down the service that has taken seven
years to build unless some careful sur-
vey shows that railroad rates are ex-
cessive. e

We believe that the railroad rates
should be used as a basis and that the
Commission should see that the com-
mon carriers live up to the rates that
have been placed on file with that
body.

In many cases the long distance op-
erator is operating in connection with
electric lines having through rates.
We believe that other truck companies
should look into that phase of the busi-
ness and should arrange to interchange
freight at junction points by means of

E. E. Prine.

and Michigan may be proud of the
fact that our Public Utilities Commis-
sion has established regulations that
other states are copying. As you
know, the Commission is not a rate-
making body, yet it does have the
power to regulate rates, and that being
the case, we believe that it is now time
for that body to investigate the price
cutting practices that some common
carriers and contract carriers engage in.

Price cutting has been brought about
by the carriers. If it is allowed to
continue, within a few months the
shipper will suffer more than the car-
rier, as it will have a tendency to break
down the service. The carrier must
make enough profit on his operations
to keep his equipment in good condi-

trailers which would extend the ser-
vice and give the shipper the advantage
of through rates to more distant points.
I believe this was mentioned some
time ago by Commissioner Dunn when
considering a request for a permit.

The Commission has had trouble de-
fining the difference between a com-
mon carrier and a contract carrier. A
common carrier must offer practically
the same service as do the railroads,
while the contract carriers confine their
operations to one, two or more ship-
pers at a specified rate and do not
come under the jurisdiction of the
Public Utilities Commission.

In that way they are not required
to pay for a permit, nor are they com-
pelled to carry insurance, which has

tion, Any shipper patronizing a car-‘“'relieved them of considerable expense.

Forty-sixth Anniversary

I think that the Public Utilities Com-
mission should be given authority to
compel contract carriers to file copies
of their contracts with the Commis-
sion, just as a common carrier is
forced to file tariffs, and that the dif-
ference between a common carrier and
a contract carrier be defined so that
truckers who are actually common
carriers may not escape lawful taxa-
tion by posing as contract carriers.

The motor truck as a means of
transportation saves the shippers of
Detroit hundreds of thousands of dol-
lars per year in cartage charges alone.
At the same time it has extended the
Detroit trade area to such a degree
that no other nearby competitive mar-
ket offers an equal service.

The motor truck has helped the
manufacturers and wholesalers to in-
crease their -business, and it is now up
to the shippers to protect this form of
transportation from legislation that will
further tax the motor truck operators.

As an example of the amount of taxa-
tion imposed upon a common carrier
operating trucks over the highways,
the following table shows what the
State takes from a two and one-half
ton truck, weighing 6,820 pounds:
Permit tax, $1 per cwt. ------ $ 68.20

 

License $1.25 per cwt. -------- 85.25
Gasoline tax (average annual

Operation) 2222. ee 462.09

POtal $615.45

In addition to those taxes the com-
mon carrier must carry insurance, not
only on his equipment but on each
cargo. E. E. Prine,

Sec’y Detroit Wholesale Merchants’

Bureau.
——_.2.>———__—

Everything in life is more or less a
gamble. Timidity never accomplished
anything in this world. Faith is the
mainspring of enterprise. It is the
easiest thing in the world to reason
the merit of a new idea. The man
who “gets there” is the man who has
the courage to make the plunge when
the thought’ is fresh in his mind—to
strike while the iron is hot. Ideas,
like time and tide, wait for nobody.
They must be taken at the flood. The
man who attempts to argue all the
way to the finish is lost. Difficulties
are not at their worst in perspective.
The world’s real benefactors are its
brave men—the men who have the
soul to dare, to risk everything—for-
tune, reputation and life itself—Frank
A. Munsey.

—_——_o. a

Will Rogers gives two Coolidge
stories, as follows: In March, when
Mr. and Mrs. Coolidge were packing
to leave the White House, the former
President asked Mrs. Coolidge what
she was going to do with her dresses.
I’ll just put them in a cupboard,” she
said. “You'd better put them in the
room and we'll live in the cupboard,”
replied Coolidge, according to the Am-
bassador. Ambassador Morrow, when
he left for Mexico City, expected hun-
dreds of words of instructions and
policies, but his mission was not men-
tioned until just before be boarded
the train, when President Coolidge,
after a brief “good-bye,” said: “Dwight,
don’t jump on Mexico. Just keep Mex-
ico from, jumping on us:? - .

 

ts.

Pg

a

- Ww

 

 

 

 

 

 

 

 

 

 

Forty-sixth Anniversary MICHIGAN TRADESMAN 127

ga ei

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RIVER | Lingard STATE BANK

 

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128

STORE CONSOLIDATIONS.

 

Some of Their Potential Advantages
and Limitations.

The first great advantage of con-
solidations or mergers is the possibil-
ity of obtaining large amounts of cap-
ital through public participation. To-
day it is much easier to raise large
sums of money through commercial
banking institutions or through bank-
ing houses, investment houses, houses
of issue which are in that particular
business, than it is to go to your bank.

Especially is this true in cities that
haven’t large banking institutions, the
banks of which often refuse or are
obligated to decline large loans or sub-
stantial loans for capital purposes.

It is a difficult thing for private
concerns to finance on that basis and
so more and more public financing is
taking place because of the opportunity
to secure these large sums for pur-
poses of expansion, and all that it is
necessary to show is that you have a
reasonable opportunity of success.

Of course, there is a great oppor-
tunity for profit through acquisition
and growth. For instance, one con-
cern merges with another and it grows
just by the amount of the business of
the other concern and so secures a

larger growth in an institution than

you can possibly get by the ordinary
methods of business.

Such a merger has its limitations as
well. but the opportunity is extraordi-
nary for growth and also for profit;
and inasmuch as the situation to-day
in our financial system is such that it
is being based on earning power pretty
much. there is less difficulty in accom-
plishing these growths if you can show
profits. That is being done, as we
know, in certain mergers that have
taken place and others similar to them
that will undoubtedly develop.

Furthermore, we have the merger
or the large combination which has
the opportunity of very great purchas-
ing power; this of course, is a decided
advantage if it is properly used.

If I may digress for a moment, at
the present time, the purchasing power
of large units and large organizations
is one of the things that is disturbing
the producers. It seems that the in-
telligent thing for these large corpora-
tions and consolidations to do is to see
that the producer’s mind is set at rest
about these large companies and large
corporations using their power to
crowd out the producer or not to give
him an opportunity to make a decent
living and a decent showing. Unless
they do this then, of course, retaliation
is bound to result, price agreements
will come and combinations of manu-
facturers will develop and make it all
the more difficult.

I do not see how this industry can
succeed if the industries that are sup-
plying it with the merchandise it sells
do not also succeed. It seems to me

the enlightened and intelligent thing to
do is to give the right opportunities
and so organize and constitute your
buying power that producers, manu-
facturers and suppliers of merchandise
can also make a decent living, so that
they will be helping to boost this sort

MICHIGAN

of thing, instead of condemning it. I
want to assure you at the present time,
from my experience, that there is a
great deal of doubt on the part of the
producer as to what is going to hap-
pen to him with respect to his future.

Of course, large consolidations can
have very effective management. They
are in a position to secure the best
talent available, and we all know one
of the most important things in these
large concerns, is to have the right
kind of personnel—the right sort of
man power. These corporations, of
course, will be in a position to get that.

One of the chief advantages of con-
solidation, composed of a number of
units, is the opportunity for one unit
to check the other. We are all hear-
ing about departments and businesses
in their entirety and of the wonderful
things they are doing. We tell our
buyers and merchandise people about
it. They say, “That is all bunk, that
is just hearsay. We don’t believe it.”
But when you get down to facts, and
have before you the actual operations
of these various units, you can check
them up and call your people and say,
“This is what that person is doing”,
or “This is what that concern is doing,”
and you get not only a healthy com-
petition but you get more, you find out
pretty quickly whether you have the
right kind of a department and you are
in a position to find just about what
is the matter with it.

That seems to be one of the most
important things that is taking place
in these consolidations. Anyway, if
it isn’t, it should be, because it is of
inestimable value.

There seems to be a belief in the
minds of some people that consolida-
tion by itself will be a panacea for
weak stores, that if they consolidate and
form a combination with some stronger
stores, this will remedy their weak-
ness. In the last analysis, no organ-
ization can stand very long with that
kind of thing. Unless there is some
contribution that can be made by any
concern that is taken in, such a con-
cern soon loses its value and we
know what will happen.

Anyone who thinks that he can put
any kind of a business, even if he suc-
ceeds in doing it, into an organization
or combination and believes that he has
thus solved his problem, is much mis-
taken.

Before any store goes into any or-
ganization or any consolidation or
combination, it ought tu have its own
house in order and have something of
value it can contribute. If the store
does not, it seems to it won't
last long in an organization that is
properly managed.

it must be perfectly clear that while
it may not be true in a great big com-
bination that the chain is only as
strong as its weakest link, the fact of
the matter is. if it has many weak
links, the chain won't be strong. I can
conceive an organization that can
stand one weak link or two weak
links, but it can't stand very many!

It is very much a question of how
much time and effort should be spent
by successful units in this large or-
ganization in trying to pull up con-

me,

TRADESMAN

cerns that are weak and whether they
haven’t paid a great price, in taking
in any weak links whatever.

When consolidations are effected
they ought to be careful that they are
getting value received, and that the
concerns that are being taken_in are
well worth while. It doesn’t neces-
sarily follow that because a concern
can make a fine financial statement,
or does make a good financial state-
ment, it is the type of concern that
will be successful in a combination. It
may be standing still. It may have
large capital and large assets and small
liabilities, but the fact remains that
it may not be progressing at all. The
fact may be that it has altogether too
many assets and not enough liabilities.
This is not always true, but sometimes
it is. I know of many instances, as
all of you do, where a concern is very
strong financially, but certainly it is
not very progressive.

With the growth of a movement
like this, individuals are bound to
stand out, and anyone who thinks that
an organization can be managed alone
from a centralized control or from a
centralized administration, seems to
me to be riding for a fall because
every unit must make its own contri-
bution. If each can’t stand on its
own feet, sooner or later the whole
structure will go wrong.

Anyone who believes that centralized
management can manage local busi-
nesses, is making a great mistake.
What combinations require just as
much as individual stores, is strong
local managemgnt with centralized
government to supplement it. Also
the centralized government ought to
be helped by the local people. Again
success depends to a great extent on
how well the local store can do, and
how well it can work with the central
organization.

Another thing that enters into these
combinations, is the personal element.
When you start combining with some-
Gne else, it is a good deal like getting
married. You know, unless you can
have a pretty happy time at home, life
isn’t worth very much. When you
form these unions and these consolida-
tions of clashing spirits, of people who
don’t hitch together, or who haven't
proper respect for each other’s ability
or their character or what not, the
fact remains that it is going to be very
difficult. We all know when these
differences arise in our organization
and our personnel how difficult it is
to straighten them out, and what a
disastrous effect it has on the organ-
ization, and naturally upon the busi-
ness itself.

So it is necessary for anyone who
is going into a combination to make
very sure he can get on with the per-
son he is going in with.

In the present financial era, it is
perfectly clear that everybody, includ-
ing the chauffeurs (and in our estab-
lishment the bootblacks) is watching
the stock market, and the stock mar-
ket is becoming an essential part of
American industry. But it must also
be remembered that it is only one part
of it and therefore is not in control
cf industry at all.

Forty-sixth Anniversary

If emphasis is tc be put on anything
I say, I should like to have it put on
this statement, that industry still is
an operating problem and not one of
financial manipulation.

I strongly urge everyone whether in
a consolidation or not, or whether
he is going into one, to keep his eye
on operations and operating statement
instead of keeping it on the ticketr. He
will be a lot better off.

Louis E. Kirstein.
A Business Man’s Philosophy.

The ne’er-do-wells in business fall
into two classes:

1. Those who operate on such a
niggardly basis that they will not
spend $1 to make $2.

2. Those who operate on such a
lavish basis that they spend $2 to
make $1.

To strike the golden mean of these
two policies would seem perfectly
simple, yet observation indicates that
it is not common.

The majority of people “make”
money by using three-fourths of their
time doing jobs that could, be done as
well by someone employed at lower
salary. They suffer from economic
myopia.

The other group is composed of men
who are overcharged with ideas of
efficiency and system. They know
that a large office, handsomely furnish-
ed, has value in establishing confidence;
that the monthly wage of a clerk can
often be paid by the profit on a single;
that one idea, generated in a private
office, will pay the rent for a year.

The trouble is that these overhead
burdens are assumed too soon, before
there are customers, sales or ideas to
justify them; the enterprise becomes
weighted with unnecessary expense,
and fails. William Feather.

———__++2>——__
Twinkle Twinkle Little Star.

Common and yet mysterious thing
Your shining here to-night
Still keeps me ever wondering
From whence you draw your light
And if you truly are a world
Or will in time one be
After up yonder you have whirled
Beyond your infancy.

What does it mean you had a birth
Will you in ages grow

To be sedate like our old earth
And not keep twinkling so;

Or do you really cherish fears
In yet unmeasured space

Of being wrecked by other spheres
Who run a swifter race?

I know they call you just a star
Whose home is in the sky

But tell us truly what stars are
Do stars like people die?

Or shall you live forever on

_ Till Time some day will see

You brighter shine han you have shone
In his old nursery.

Perhaps you are a heavenly lamp—

Like here we light the street—

To lead eternals to their camp

And guide their winged feet
Beyond the space where spaces wa't

On others yet unknown
To end where opes the inner gate

Before your starry throne.

Charles A. Heath.
Trade Secrets.

Two English Cockney broom ven-
dors met on a London street and
started at once to talk business.

“Ang it all,” said one. “I don’t see
how you can sell these ’ere bloomin’
brooms for a shillin’, I steals the brush,
and I steals the wire, an’ I steals the
’andles, an’ I can’t sell ’em for a shillin’
and make any money on ’em.”

And the other replied: “Why, I steals
‘em ready-made.”

 

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Forty-sixth Anniversary MICHIGAN TRADESMAN 129

ANOTHER YEAR

IIIA
In the 1928 Tradesman Annual
we called your attention to an increase of

900 per cent in one year
in the sale of

MORTON HOUSE COFFEE

SINCE THAT TIME THIS
BIG TRADE WINNER

has been marching along to new records

 

 

ww

and has madea place for itself with thou-

sands of new friends.

Within the past few months, alert gro-

  
 
 
  
  
 
  
  
  
  
 
  
  
  
  
 

cers from neighboring states have been
sending to us for MORTON HOUSE,
the coffee which has been such a winner
for leading Michigan merchants.

CANAD

OUR IRON-CLAD GUARANTEE

on Morton House coffee still stands.

 

CAMS

Stock Morton House for Satisfaction.

 

) : CANS
GRAND Raping MI s1GA* Morton House Coffee Is a Good Will
“aoe = a Ambassador for the Grocer
7 Beco \oueneat _

\WorDEN (GROCER COMPANY

Wholesalers for Sixty-One Years
THE HOME OF QUAKER PRODUCTS

Ottawa, at Weston The Michigan Trust Company, Recevver Grand Rapids

 

 

 

 

SF I a I ae ae a a a Oe I I I I TT I IT I I TT IT TT I I TT OT OT OT OT OT

 

130

ANCIENT PROFESSION.

 

Study of Meteorology Undertaken by
Prehistoric Prophets.

The study of the weather is called
the science of meteorology. The
weather is of vital importance to the
human race in nearly every part of
the world; it always has been since the
dawn of creation and always will be
a subject of interest and value.

Atmosphere in which weather chang-
es take place is the chief element in
man’s physical environment; it is the
breath of life. As influenced by the
sun it provides his food and drink.
Against its changes he must provide
himself with protection or suffer the
consequences.

It is indispensable alike for his bod-
ily warmth, for all his own physical en-
for that of his transport,
his camels, sailing ships,
steamers, motors and airplanes. The
greater part of man’s life history con-
sists in his efforts to adjust himself
to the ways of the atmosphere in re-
spect to weather changes.

It is reasonable to assume that the
weather is coeval with
that of civilization and is intertwined

ergy, and
horses,

story of the

with its records and legends.
Some students of anthropology ad-
that
beginnings in

civiliza-
ancient
subcenters in

vance the view human

tion had its
Egypt, and with the

Babylonia, and India, spread from

thence over the world. This view is
based on the fact that the Egypt of
the early Egyptians is that part of the
world independent of

most nearly

 

MICHIGAN

weather changes and what we term
weather in general.

That regian draws its water supplies
from the Nile and takes nothing but
dew from the skies. The husbandman
has only to scatter his grain on the
slime and ooze as the floods recede
and shortly afterwards harvest his
crop.

Primitive found in ancient
Egypt a country which has, practically
speaking, no weather changes, but a
supply of water from the Nile and a
sky so serene and congenial that pro-
tection against weather was of little
importance.

The importance of the water supply
of the Nile was early recognized and
studied. Measures of the Nile go back
3,600 years before Christ. The greater
the flood the more extensive the crops
and the better the yield. However, the
floods of the Nile depended on weath-
er changes in the regions of its source.

When the Hebrews migrated from
Egypt they cut themselves adrift from
the security of the’great river Nile and
actually entrusted their whole future

man

to the permanence of meteorological
conditions of which they could have
only the vaguest knowledge. There-
fore it is evident that besides being a
great law giver, Moses must have been
endowed by the Ruler of the Universe
with an extraordinary knowledge of
meteorology.

For the land selected for the chil-
dren of Israel is at least semiarid, it
has no adequate rivers for irrigation,
and forms a tongue between two des-

erts. So different from the valley of

TRADESMAN

the Nile! Here everything depended
on the weather and weather changes.

That the location was a good one is
a matter of historical record. The
climate here developed great intel-
lectuality.

Thus it appears that the dawn of
meteorology came some time after the
dawn of civilization. And there is this
further point of interest, that although
the locations of genial climate, plenty
of water and no severe weather are the
easiest for human beings to live to-
gether in, such climates have not prov-
en to be the best in the long run.

The civilization that spread out from
these favorable localities, carrying with
it what had been learned, developed
more rapidly when it faced and met
the vagaries of climate and weather
changes. Notwithstanding the dawn
of civilization may be traced to the
region where weather changes are un-
known, we must look upon the region
with decided weather changes as the
more favorable for the development
of human energy.

Greek mythology teems with refer-
ences to the weather and they studied
the weather. Hippocrates, some 400
years before Christ, in his writings
gives evidence of the treatment of the
experiences of weather according to
the method of scientific enquiry, which
is the guiding principle of natural
philosophy at the present day and
which forms so important part of the
legacy of Greece.

Hippocrates discloses a definite con-
ception of climate and its possible in-

fluences. The Greeks had sculptures

 

Forty-sixth Anniversary

of the eight winds, Boreas, north wind;
Kakias, northeast wind; Apeliotes east
wind; Euros, southeast wind; Notos,
south wind; Lips, southwest wind;
Zephuras, west wind; and Skiron,
northwest wind.

Aristotle about 300 years before
Christ wrote the first treatise on mete-
orology, and his pupil, Theophrastus,
wrote treatises on winds and on weath-
er signs. He gives some eighty dif-
ferent signs of rain, forty-five of wind,
fifty of storms, twenty-four of fair
weather, and seven signs of the weath-
er for periods of a year or less.

Here we see that the importance and
value of weather forecasts was recog-
nized before the beginning of the
Christian era. The age of weather lore
begins here and many popular proverbs
have been handed down to the present
day.

Very few if any records are avail-
able showing the checking and veri-
fications of the weather proverbs with
the actual weather which was recorded.
Very few weather proverbs have any
sound basis for their, existence.

Isaac M. Cline.

——_$_ <a

Be an addition, rather than a sub-
traction; better yet, be a multiplica-
tion, rather than a division. Be an
addition to the sales department, rath-
er than a subtraction of expense ap-
propriation. Take part in the multi-
plication of orders, rather than divide
the possible business catch with the

man who follows you.
2.
Listen, then adapt your arguments
to the prospect’s inclinations.

 

 

GLOBE KNITTING WORKS

Grand Rapids, Michigan

315 Commerce Avenue

MAKERS OF TAILOR-MADE UNDERWEAR

for men, women, boys and childern,
in cotton, cotton and wool, wool,
cotton and rayon, wool and rayon, and rayon.

Women’s Full Fashioned Silk Hosiery.
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A card will bring sample lines or a salesman
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GLOBE KNITTING WORKS
GRAND RAPIDS, MICH.

Telephone 81401

 

 

 

 

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Forty-sixth Anniversary

MICHIGAN

TRADESMAN 131

 

Legal Machinery Out of Date.

We have on every side complaints
that the progress of the law is not
commensurate with that of human so-
ciety.

At no time in history have such
means of thorough and systematic edu-
cation been afforded to lawyers as in
our time; yet the delay of justice in
civil as well as in criminal cases, is
greater than in any other civilized
country of the world.

Circumscribed by ancient laws, both
substantiative and adjective, regulated
by a myriad of uncertain legislative
acts and reluctant ever to cast aside the
death grip of doubtful precedent and
unsubstantial technicalities, the legal
profession—courts as well as lawyers—
have been unable to speed up the
administration of justice to keep pace
with modern business.

The problem of how to eliminate the
delay of the law arose centuries ago
almost with the law itself and has
been with us ever since.

Shakespeare makes Hamlet enumer-
ate the law’s delays among the un-
supportable ills of life, and the magna
charta contained a solemn promise of
the king, for himself and his successors
that he and they would not sell or deny
or defer right or justice to any men.
Of course a delay of justice is in effect
a denial of justice.

William Howard Taft, during all his
long career, has recognized the im-
portance of eliminating delay and un-
certainty in the administration of jus-
tice. In 1911, when President, he
said:

“Tf we are asked in what respect we
have fallen farthest short of our ideal
conditions in our whole Government, I
think we would be justified in answer-
ing, in spite of the glaring defects of
our municipal government, that it is
our failure to secure expedition and
thoroughness in the enforcement of
public and private rights in our courts.”

We are familiar with what he has
successfully done as Chief Justice of
the Supreme Court to secure this ex-
pedition and thoroughness in the Fed-
eral courts.

It is the duty of the legal profession
to find a way to meet this problem in
the several states. The courts, the
constituted legal authority of the State,
must be, and they have been for more
than a century, the refuge and the
remedy for wrongs and the seat of
justice. It should not and must not
be necessary for business to establish
arbitration boards and bureaus to se-
cure that which the Constitution says
the courts shall give. The problems
can and will be met by the lawyers
and judges.

It was said about 50 years ago, by
an eminent judge in England, that it
was impossible for an honest litigant
to be defeated by any technicality, any
slip or misconducted step in the litiga-
tion, for the law there has ceased to be
a scientific game which may be won or
lost by playing some particular move.
I do not know whether the foregoing
statement is or is not accurate, but I
am sure that our own law has not yet
progressed to this point.

It will be interesting to take up the
latest volume of our reports and the

latest volume of Massachusetts or
Pennsylvania and compare them. It
will be found in the latter that ques-
tions of pleading and practice are infre-
quent, while the bulk of our decided
points relate to the adjective law. It
seems that the judges in the states
whose jurisprudence is farthest ad-
vanced discourage the decision of cases
upon practice points.

I believe that investigations into his-
torical jurisprudence will disclose that
extreme technicality is the sign of an
undeveloped system of law, in which
legal rights are subordinate te the pro-
cedure to enforce them, wherein the
substance is secondary to the form.

The demand for simplicity in pro-
cedure is a step in the advance of pro-
gressive jurisprudence, and does not
spring only from ignorant and radical
reforms or iconoclasts.

Clarence R. Martin,

Supreme Court, State of Indiana.

—_+~+.+__
Ninety Miles an Hour.

The gentleman who is aggrieved be-
cause the car that he bought will not
go ninety miles an hour, as promised,
is entitled to his day in court. A con-
tract is a contract, and if he was in-
duced to buy on false pretenses the
lawyers will make the most of it. But
neither they nor he can expect much
public sympathy, unless he has a
private track, or a beach of his own
in Florida. Loose on the public high-
way he would be a menace to life and
limb. Even under present speed limits
there are dangers enough.

If the facts are as alleged, the com-
pany is in a rather difficult position.
Its agent is said to have represented
that the car was capable of making 95
to 100 miles an hour. Even with a pro-
fessional driver, however, it could not
be pushed beyond 87 miles, ‘although
it did make 93 miles down a steep
hill.”

Perhaps the defendant will be com-
pelled to fall back on the time-honored
formula by which the Smithsonian In-
stitution defends the Langley plane—
that it was capable cf flying, even
though it did not actually fly. Or is
the complainant really a refo-mer in
If he has chosen this means
to stop the

disguise?
advertising of reckless
speeds, he may be performing a public
service.

—_—_++-.

Workmen’s Cost of Liv'ng Stud‘ed.

The Bureau of Labor Statistics of
the Department of Labor is undertak-
ing a semi-annual survey of changes in
cost of living in workingmen’s families
in 32 localities of the United States, it
was stated orally Nov. 26 by Ethelbert
Stewart, Commissioner of the Bureau.

The survey will develop data rela-
tive to the cost of food, clothing, hous-
ing, fuel and light, furniture and house
furnishings, and various miscellaneous
items of expenditure, according to Mr.
Stewart.

Ten experts of the Bureau will be
assigned to this work, which will be
taken up immediately and will be com-
pleted by the end of the year, it was
stated. The results will be tabulated
and published in the Monthly Labor
Review, Mr. Stewart said.

—_——_--_____
Sloppy thinking makes sloppy work.

 

GROWTH!

The Results of Unusual Values and Service

 

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PH HE A Rcd oc oe |
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YU Geano Pwer ba FU ei
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DRESSES - COATS - FURS

When you buy here you buy direct from the largest and
most prominent New York manufacturers at New York

prices.

YOU DON’T HAVE TO GO
TO NEW YORK NOW
We bring the New York Market here!

We are not jobbers

LOU LITTMAN

133 E. Grand River Ave.
Phones Randolph 2694-2695

Detroit

 

 

 

 

 

CITIZENS NATIONAL BANK, BELLEVUE, PA.

Manufacturers of High Grade
Bank, Store and Office
Fixtures.

NACHTEGALL
MANUFACTURING CO.

237-245 Front Avenue, S.W.
GRAND RAPIDS, MICHIGAN

 

 

 

 

 

132

INSURANCE IN OLD BABYLON.

Indemnity for Unavoidable Risk as
Old as Civilization.

Most people regard insurance as a
modern economic development of the
last hundred years, whereas, as a mat-
ter of fact, the idea of obtaining in-
demnity in connection with certain un-
avoidable risks of trade and commerce
is nearly as old as civilizaticn itself.

Latest historical research leaves lit-
tle doubt that the greatest commercial
center of ancient times was in the val-
ley of the Euphrates at Babylon. As
early as 4,000 B. C, it was famous
as a metropolis of trade, manufacture
and finance as well as of wealth and
luxury.

In finance it attained a
which could not be reached in any of
the Egyptian centers, owing to religi-
ous prejudices. On the clay tablets
recently found near the site of ancient
3abylon are recorded many loans and
other financial transactions.

Among them have been brought to
light the earliest record of an insurance
transaction in the form of a contract
of what is now known as bottomry or
Respondentia, such as in later years
became common in connection with
marine risks. But in this particular
case it was concerned with the risk

position

of robbery on land.

It would appear that a practice had
grown up among Babylonian mer-
chants and manufacturers of financing
the operations of traders who trans-
ported their, waires into distant coun-
tries for sale or exchange. One of
the principal risks to which tnese trad-
ers were subject was that of highway
robbery.

As the trader was not usually a man
of substance, he could not make good
a loss of such a nature, so, in making
a loan to him for the purpose of financ-
ing his venture, the rate of interest
was fixed at a very high figure, some-
times as much as 100 per cent., to be
paid on his return, with the condition
that in the event of the loss of the
goods by robbery the trader would
not have to repay either the principal
or interest.

In this way the merchant or manu-
facturer making the loan became the
insurer of the risk of robbery, and the
difference between the rate of interest
charged the trader and the normal
interest rate represented the insurance
premium charged for the robbery risk.

It is thus evident that as far back
as the reign of King Hammurabi, the
citizens of the great city Babylon, with
its hundred gates of brass, were not
without a certain form of insurance
protection when they sent their ships
and caravans on trading ventures to
the other countries of the ancient
world.

Among other goods insured in this
way by the great Babylonian banking
house of “The Sons of Egibi,’ called
the Rotschilds of those far off times,
were the slaves purchased in the Ba-
bylon market, the owners being cov-
ered against death or theft of the
slaves during a certain period.

Historians have traced this type of
bottomry or respondentia loan from

MICHIGAN

Babylon to the ancient Hindu civiliza-
tion in India, where it was applied to
sea and land risks, and, by another
route, to Greece, where at the time of
Demosthenes in 350 B.C. its principles
well-established in
with maritime trade.

One authority has stated that the
contract of Botomry propounded by
Demosthenes in a speech against Lac-
ritus was identical in nature with the
contracts in regular use up to the
middle of the 19th century.

The Romans also made use of simi-

were connection

i?

_

—

tm a

peu fay aa ace

 

lar contracts, and records of the time
show that shippers of goods who
wanted to obtain insurance, but did not
need a loan, could borrow money on
a contract of Respondentia and then
place the money with bankers at the
current rate of interest, the difference
between the interest they paid and the
interest they received constituting the
insurance premium for the risk.
From inscriptions on clay tablets
and cylinders dug up in Assyria from
the ruins of ancient cities, it is appar-
ent that there was a primitive form
of fire insurance in existence about

Forty-six Years of Service

am the dream of the men who made me

I am the work of the hands of men
I am to--day as their thought arrayed me
am the thing which they saw back then,
I am the creed which their lips have spoken
am their pledge of the past come true
I am their promises kept unbroken
I am the deed which they vowed to do.

am the lives of the men who gave me
Life and strength for the days to be
am the courage they spent to save me,
When there were dangers surrounding me.
am their pride and their self-denial,
I am their faith and their honor, too;
am their days and their nights of trial,
I am all that they hoped to do.

am the lessons they daily taught me,
Lessons of hope and of faith and cheer,
am the smiles which they daily brought me
I am their heart-ache and sigh and tear.
am their forty-six years of living,
I am the child of their brawn and brain,
am their serving, their taking, giving,
I am the goal which they hope to gain.

Vast to-day are my aisles and spaces,
Wide my windows which greet the sun.
Gone the gentle and smiling faces
Who dreamed of me in the years, long done.
But I am them—body and soul and spirit—
Grown to greatness by council true,
Voicing their creed that all may hear it,
Serving mankind as they’d have me do.

Only a paper! I am man and woman,
I am the lives of a splendid throng.
1 am a breathing thing and human,
I know laughter and mirth and song.
I am my people’s best endeavor,
I am the deeds which they hoped to do,
I am their creed to be kept forever,
I am the dream of the past come true.

TRADESMAN

twenty-five hundred years ago. In
case of fire in those days, the magis-
trates, judges and priests, were em-
powered to make up the loss by assess-
ing all the members of the commun-
itv. In modified form, this method of
distributing the fire loss still exists
in China and parts of Russia. It would
seem also to contain the germ of state
fire insurance as developed under the
bureaucratic and autocratic Germany
of yesterday.

However far back we may trace the
insurance idea, there is no question

Edgar A. Guest.

 

that insurance has become absolutely
indispensable to modern civilization,
as without it our trade and commerce
would come to a standstill over night,
for the unprotected hazards of trans-
portation and storage would make it
Without

insurance, manufacturing would get a

impossible to obtain credit.

death blow, as capital could not be
obtained unless plant and goods could
be protected against loss from fire.
The money-raising value of property
would also be largely gone, and the
uncertainty of life would preclude any

Forty-sixth Anniversary

credit based on individual earning ca-
pacity. George Gilbert.
—_s. ~~. —_—_
Automobile Body May Be Cast in One
Piece.

New.supplies of aluminum clay are
being developed in Missouri. Many
do not yet realize just how rich Mis-
souri is in aluminum.

It is predicted that aluminum will
one day largely replace iron, because
it is about the most plentiful metal
there is, in clays in all river valleys,
swamps, and some hills and plains. It
makes up about 8 per cent. of the
earth’s crust, where iron varies from
2 per cent. to 4 per cent. or none.

Aluminum will alloy like the best
non-iren bases—brass, bronze, nickel,
magnesium and monel-metal—and dif-
fers from iron only in melting point
and some other properties unfavorable
for aluminum. But its lightness brings
it in demand for airplanes, automobiles
and important parts of some  ma-
chinery.

Difficulty of extraction holds back
the mining of it in greater quantities,
making it too expensive for the capital
of a small firm to develop. Patents
cover the best method of extraction.

Aluminum utensils are used in every
home. The old-fashioned iron pots
and kettles are a thing of the past, ex-
cept in isolated cases.

Recently Swedish chemists came for-
ward with the discovery of how to ex-
tract aluminum from common clays, by
a method that does not use the costly
Greenland clays now required in the
United States. :

Magnesium is a rival of aluminum,
being as light and of as great tensile
strength. Its alloys are superior to
aluminum in both lightness and tensile
strength.

We also have lots of magnesium in
Missouri, in fact, too much of it in our
drinking water. It is common in this
State in our dolomites or magnesium
limestones, and may some day give
birth to a wholly new series of indus-
tries.

At present, aluminum fills a long
want in die casting, where bronze and
brass will not profitably answer. Alum-
inum fronts for the mammoth busses,
which you see humming over the new
highways to Kansas City and St. Louis
and to either coast, have been cast
from aluminum. Such a front weighs
200 pounds, perhaps the heaviest alum-
inum castings yet made.

If it were not so hard to drive them
out of the molds, entire bus bodies
might be so created. Zirconium may
yet fill this need. Then, automobile
plants will begin to stamp out auto-
mobiles like cork makers stamp out
corks, until there won’t be room on
earth for all the automobiles.

This should tend to cut auto costs
in half, bringing autos in the reach of
all, like bicycles a few decades ago.
Will the death rate increase according-
ly when papa, mamma, Johnny, Sister
Sue and the baby each run their own
private car? Certain it is that the
tensile strength can be so improved
that they will not smash up much
easier than the all-steel Pullman
coaches in a wreck on the railroad.

A. C. Burrill.

 

} >.

i

©

§
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¥

 

 

MICHIGAN TRADESMAN 133

_ Forty-sixth Anniversary

 

 

 

$150,000,000 Worth of Farm Property

GOES UP IN SMOKE EVERY YEAR
What Would You Do in Case of Fire?

Fire Hazards on Farms Prepare for a farm Emergency

The two major fire hazards on the farm are the barn
and the house. The barn is subject to danger because
it is frequently the storage place for highly inflam-
mable material such as hay and grain. Spontaneous
combustion may take place among such stores and the
barn, usually burnable in itself and poorly pro-
tected from fire, becomes an easy prey to fire. The

Several important things can be done to prevent
these tremendous losses by fire. The first and most
important is to have portable fire extinguishers at
hand. The first five minutes are the most important
in fighting fires in farm buildings. In 95 percent of
farm fires, a fire could be stopped quickly if there
were good portable fire extxinguishers at hand for

house is often ignited from the
barn as well as other outbuild-
ings, although often fire origin-
ates in the house from stoves,
ranges, lamps, matches, grease,
oil, gasoline, kerosene, electric
fires, etc. The farm garage fol-
lows closely to the barn and
house hazards with its valuable
equipment and its stores of oil
and gasoline.

The farm fire hazard is much greater than
is found in city property. The loss
of farm buildings by fire is a serious
problem due to the heavy cost of replac-
ing them and the serious manner in
which a fire, either of house or barn,
interferes with the business.

 

 

THIS 1-QUART
SUPER

(Anti-Freeze )

Is especially adaptable to use in
the house or garage. It is a
carbon tetra-chloride extinguish-
er, fool-proof and panic-proof.
It carries the label of Under-
writers’ Laboratories. Operates
by air pump and shoots a stream
20 to 25 feet. The Super is con-
sidered the most efficient fire
extinguisher on the market for
electrical fires, also for Gas, Oil
and nearly all classes of fires.
This machine is recommended
for use in Automobiles as stan-
dard equipment.

 

use. A fire is usually beyond
control within ten minutes,
therefore, the first five minutes
count in fighting farm fires.

Kyr-F yter has specialized in ex-
tinguishers adaptable to farm
fire hazards. Our Super and
Instant models are able to re-
tain their fire-quenching chem-
icals over long periods of time
as well as being able to operate
efficiently at temperatures of 40

degrees below zero.

PERFORMANCE COUNTS
IN THE “INSTANT” LINE

(ANTI-FREEZE

Under tests at Underwriters’ Laboratories, this extinguisher put out in nine
seconds a fire which requires from 25 to 35 seconds with other type extin-
guishers.

It not only puts out any kind of a fire in a minimum of time, but does hot
support cmbustion afterward.

The 134-gallon Instant is recommended for use around barns and outbuildings
or for fires which may start outside of buildings, such as roof fires, brush
fires, fires in garages, sheds and all those which have been started from
spontaneous combustion or, in general, all classes of fires which may occur
in and about the farm. Approved by Underwriters’ Laboratories. Operates
efficiently at 40 degrees below zero. Also built in 1-gallon size.

The 20-Gallon Instant Chemical Engine operates similarly to the 1 and 134-
gallon Instant, using the same liquid and is adaptable to the same classes of
fires. It being a one man operated engine, it has many advantages over the
smaller portable equipment, especially where fire hazards are a very important
factor. Recommended for use around unheated buildings, warehouses, tobac-
co sheds, dairy barns, poultry sheds and buildings, stock farms, large country
estates, country clubs, summer resorts, public buildings, schools, churches,
colleges and many other places where a powerful 20-Gallon Engine is needed.
Write for additional information on how to combat farm fires. We will gladly
explain Fyr-Fyter’s definite points of superiority.

 

“INSTANT”

1 1% Gal. Size

| The Fyr-Fyter Company
1934 Fyr-Fyter Building
Dayton, Ohio

20 Gal. “INSTANT” Engine

' We have openings in some choice farm territories for experienced
woo salesmen, positions pay around $3,600 a year and up to men of se"
ability. For particulars write H. E. Krieg, Farm Territory Manager.

 

 

 

 

 

 

   

134

Carrying Lamp of Learning Into Dark
Places.

Four little boys living on the Florida
key are playing all day long in the
sand on the seashore. There is noth-
ing else for them to do, except perhaps
to help mother occasionally with the
housework.

There is no shadow of a truant offi-
cer on their path demanding of the
mother and father that these children
be sent to school. There is no school.
Some time in the future there will be
one, but so far the children and the
three R’s have never made acquaint-
ance.

Two little children, a boy and a girl,
live in a lighthouse on one of the many
islands that lie along the coast of
Alaska. Through all the long Sum-
mer hours they run about over the
island, free and happy. During the
short Winter days they sit around the
fire in the house and listen to the waves
as they dash against the beacon tower
and vainly wish that their lighthouse
station lay within the circuit of the
visiting teacher.

Another boy has been a cripple all
his life of 15 years and cannot get
away from the room where he lives,
sitting at the window from morning to
night wishing for strength to carry
him out into the lives of the boys and
girls who pass and repass on their way
to school.

Many agencies are trying to reach
such children as these and to offer
them the opportunity of an education.
The lighthouse service employs a trav-
eling teacher who calls regularly at
these stations and instructs these shut-
in children leaving books and pictures,
games and magazines for their enter-
tainment and study.

The State departments endeavor to
reach the isolated children in their
states by providing transportation
facilities for those who live too far
away from the school to reach it un-
aided.

But, in spite of these efforts, there
are sometimes many of these children
who remain at home throughout the
year with no lessons to learn, no books
to read and no glimpse into a world
outside of their own narrow environ-
ment which might uplift and inspire
them.

Into this field the Department of the
Interior, through its Office of Educa-
tion, has essayed to enter and by its
correspondence courses to reach some
of the children who live in such isola-
tion that they are entirely without edu-
cational advantages. Already through
the co-operation of the departments of
education in the several states and the
Federal Departments of the Govern-
ment the machinery for conducting
these courses is being set up.

Application forms for the parents
and approval blanks to be signed by
the commissioner of education in the
state where the pupil resides are being
prepared and lines of general pro-
cedure for the home laid down. Lesson
plans for all grades are being formu-
lated, work sheets prepared for testing
the pupils and answer sheets for their
responses.

No particular effort has been made
to announce this service but in a few

MICHIGAN

_ weeks the Office of Education has re-
ceived many enquiries from parents

who, by necessity, are living many
miles removed from a school. Dis-
tances all the way from 45 to 90 miles

are recorded in these letters. Men in
the Forest Service, in the United
States Customs, agricultural . experi-

ment stations, and foreign consulate
service are represented by these ap-
plicants. Florence C. Cox.
——_232.2>—____
The Cocksure and Ignorant.

Mr. H. S. Carlson has made a study
of a group of college boys and girls to
seek the correlation, if any, between
their information about political mat-
ters and their attitude toward them.
He was particularly interested to dis-
cover whether women can get along
with less information than men, ar-
riving at the same conclusions and
holding their opinions with an equal
degree of certainty.

Students at the University of Iowa
were examined during a recent politi-
cal campaign. On information, the
boys tested slightly higher than the
girls. On the strength of convictions,
the girls tested slightly higher than
the boys. Freshmen of both sexes
were not so well informed as members
of upper classes, yet were proportion-
ately firmer in their judgment of can-
didates and issues.

Intelligence tests previously given
were used for further comparisons.
The more intelligent students rated
higher on information, but as a whole
they were just as fixed in their opin-
ions as the less intelligent. Apparently,
the more factual knowledge an under-
graduate has, the greater is his uncer-
tainty of opinion on it. This theory
might be applied to persons in other
walks of life.

——_—_>--
Massachusetts Takes To Turkeys.
The Thanksgiving turkey is raised

with difficulty in an uncongenial cli-

mate. Yet the New England bird finds
favor if brought to prime market condi-
tion. Vermont lays claim to provid-
ing such turkeys, but in general New

England farmers admit discourage-

ment in that line.

At Sherborn, Mass., where an ex-
periment in.turkey raising has proved
successful at the farm of Richard Sal-
tonstall of Boston, skilled methods are
employed. Mr. Saltonstall has had the
co-operation of Professor Tyzzer and
Assistant Professor Fabyan of the
Harvard Medical school. They have
provided remedies to cure the young
birds of their ailments. At first 50 per
cent. of them died. Later survivors
rose to 70 per cent., still later to 95. It
was found that isolation, wire plat-
forms and careful feeding worked won-
ders. Semi-solid buttermilk afforded
the best nourishment. This year 1,300
turkeys were sold for Thanksgiving
tables.

Turkey raising in the Saltonstall
style would be regarded by the average
farmer as too expensive. But with the
aid of the Massachusetts Agricultural
College 30,000 turkeys annually reach
maturity elsewhere in the State.

——__-<-___-

Help the man ahead of you up the
ladder. He leaves a place for you to
step.

   

TRADESMAN

 

nage ma

rye
Or pore i occasion

 

 

 

Forty-sixth Anniversary

 

 

 

1600 deaths by automobiles
in Michigan in 1929

Over a quarter million automobile accidents in

Michigan

Mr. Automobile Owner, with the large death rate,
a quarter million accidents, damage to automobiles,
losses exceeding several million dollars, cooperate by
driving carefully and keeping well insured.

State-wide service, over $1,000,000 in assets, 15th
year of experience, is the record of the

CITIZENS’ MUTUAL AUTOMOBILE
INSURANCE COMPANY

HoweE.., MicHIGANn

 

 

 

The Toledo Plate & Window Glass Company
Glass and Metal Store Fronts

GRAND RAPIDS wie ote MICHIGAN

 

 

 

 
 

  

 

  

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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Forty-sixth Anniversary

MICHIGAN

TRADESMAN

135

 

Difference Between Intellect and In-
telligence.

If you call a man an intellectual are
you praising him or damning him?
Lowell called them “stern men, with
empires in their brains.” We are apt
to dismiss them as highbrows. When
you think about it seriously you know
that we wouldn’t have the kind of
world we live in, and the benefits which
you and I share every day and hour,
except for the triumphs of intellect.
Knowledge is power, though not every
mind full of knowledge is a power-
house.

Your’ gentle suspicion of the high-
brown is directed toward the man who
tries to live on ideas alone. We can’t
live by bread alone, though it is the
staff of life; nor by ideas alone, though
they form the substance of the life of
mind. Intelligence is intellect with an
edge, a block of steel isn’t a tool,
though it has the makings of a fine
one in it. How to convert intellect
into intelligence is the problem, or is
it to get them to live congenially to-
gether?

Intellect we associate with studies
by learning and absorbing knowledge
for its own sake and getting so absorb-
ed in the game of ideas as to forget
the bigger game of reality out of which
it arose. You need not read far in the
story of the intellect to find the vast
records of learning that were wholly
without profit; in fact, led to error and
confusion. That doesn’t mean that we
must always be bent on practical re-
sults. What we call pure science must
always be cultivated. The reason why
we have X-rays isn’t that some prac-
tical mind thought it would be a fine
thing to see through the human body
and let the surgeon know the condi-
tions before operating, but because
some scientific mind was_ interested
enough to investigate what kind of
rays there might be. That intellect
used its powers intelligently.

Intelligence we associate with com-
mon sense, but common sense will not
solve a fraction of our problems. Un-
common intellect will. However, for
the great majority of us the practical
problem is to see as far as we can by
the aid of what knowledge we can ac-
quire and yet remember that the wise
use of that knowledge is the test of in-
telligence. Knowledge should not be a
burden to be carried, but part of the
strength that carries. Intelligence gives
direction as well as strength, skill
counts as well as muscle.

The fact that it isn’t easy to place
the boundary lines of intellect and in-
telligence has given rise to the notion
of intuition as some rare power fo
catch solutions on the wind. A more
practical view of intuition would make
it just that intelligent use of knowl-
edge that sees things in right rela-
tions and separates the important from
the unessential. Learned men are not
always the wisest. Whether we know
much or little, our common problem is
to make good use of what knowledge
we have and to seek knowledge intel-
ligently, A taste for knowledge is an
intellectual appetite well worth culti-
vating, a well-digested knowledge
makes for intelligence.

Intuition has often been associated

with the mental ways of women, at
times inscrutable to men. The power
of handling ideas is common to men
and women, though each may have
favored and favorite interests and
methods. The cause of mental fitness
is served by both intellect and intel-
ligence. A fair conclusion is that of
an American biologist who says:
“Those who wish to live at peace with
the world may take refuge in the
formula that the male is the more in-
tellectual, the female the more intelli-
gent of the sexes.”
—_—_++.—__

Legislation Against Joy-Riders.

Although “joy-riding” is an Ameri-
can slang term, it covers a practice
current also in England. The habit
of borrowing a car in order to steal
a ride has become so common that the
British government is introducing a
bill in parliament making such “bor-
rowing” a misdemeanor.

At present there are no means of
bringing to account a man who rides
off in a car not his owr if, when he
is stopped, he declares that he had no
intention of stealing it but was s‘mply
using it as a loan. The new hill pro-
vides heavy penalties for such high-
handed borrowing: three to
twelve months’ imprisonment or a fine
not to exceed $500, or both imprison-
ment and fine.

The culprit is defined as any “per-
son who takes away from any place
any motor vehicle without the con-
sent of the owner.’ A similar bill
previously introduced by a private
member made an exception in favor of
a wife borrowing her husband’s car,
or vice versa, “unless such act was
committed by a husband or a wife
when deserting or about to desert the
other.” The objection has been made
that such a provision is “wanton inter-
ference with conjugal amenities.”

Even in the pioneer days of auto-
mobiles there were no such violent
prejudice against the man who stole
a car as there useed to be against the
man who stole a horse. There was
never any license to “borrow” a horse.
The man who exacted such a forced
loan was regarded as a horse thief,
and the penalty, according to the
Vigilantes’ custom, was hanging. Per-
haps the lesser animosity against the
motor thief is due to the fact that a
man who loses his car can generally
take a trolley or a taxi, while a man
who lost his horse had to walk.

from

——_—_>~- > __
Hardware Sales Improve.
Complaints of a lack of normal
business in the hardware field are par-
tially dispelled this week by a general
increase in all branches of this trade.
Sales of upholstery hardware took a
spurt late last week and have been
holding up since. Kitchen accessories
have also enjoyed a_ bigger sale.
Wholesalers report retailers as show-
ing more interest in Christmas items
and a number of orders for holiday re-
quirements have been placed. Christ-
mas-tree stands in the medium and
low price ranges have sold well. The
higher priced and more elaborate
stands, however, are being neglected.

—_—— ooo
To command respect, first be worthy
of it. :

 

 

More Profit to

by increasing turnover. When you sell

goods with an established price which
protects your margin of profit — then

rapid turnover makes you money. In

Baking
Powder

Same price for over 38 years

5 ounces for 2 BF

(more than a pound and a half for a quarter )

pushing

 

with the consistent quality and price
advertising behind it — with the price
plainly shown on the label — you can
increase turnover and get more profit

on your baking powder investment.

Millions of Pounds Used by Our
Government

 

 

 

 

 

MICHIGAN TRADESMAN

Forty-sixth Anniversary

 

 

The Breed of Men

You talk of your breed of cattle,
And plan for a higher strain,
You double the food of the pasture,
You heap up the measure of grain;
You draw on the wits of the nation
To better the barn and pen,
But what are you doing, my brothers,
To better the breed of men?

You boast of your Morgans and Herefords,
Of the worth of a calf or a colt,
And scoff at the scrub and the mongrel
As worthy a fool or a dolt;
You mention the points of your roadster
With many a ‘wherefore’ and “when,”
But, ah, are you conning, my brothers,
The worth of the children of men?

You talk of your roan-colored filly,
Your heifer so shapely and sleek,
No place shall be filled in your stanchions
By stock that’s unworthy or weak.
But what of the stock of your household?
Have they wandered beyond your ken?
Oh, what is revealed in the round-up
That brands the daughters of men?

And what of your boy? Have you measured
His needs for a growing year?

Does your mark, as his sire, in his features
Mean less than your brand on a steer?

Thoroughbred—that is your watchword,
For stable and pasture and pen,

But what is your word for the homestead?
Answer, you breeders of men!

Rose Trumbull.

 

 

 

 

sh a DR ANEIMD enn BARN AOC, ia aaiat ets

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;

 

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ersar

 

 

 

 

IT. I OT I OT IT TT OT Or OT Oe

 

———

 

e
naan eeenanee

COLONIAL
Iodized and Plain Salt

in Round Packages

Retail Grocers,
Gentlemen:

A reminder! We are NOT packing Salt in
26 oz. cans. We ARE packing Table Salt in FULL

WEIGHT Cans of 2 lbs. (32 oz.) the same as we
have packed for many years.

 

 

PLEASE NOTE

Our 2 lb. FULL WEIGHT Round Package
can be sold to your customer at as low a price as
the 26 oz. package being offered, and with a satis-
factory profit to you.

 

 

 

 

-

The reason - - the PRICE to you is a FAIR
PRICE. —

COLONIAL - the Highest Grade of Table
Salt for 30 years.

THE COLONIAL SALT COMPANY
Akron, Ohio

There is a Colonial Salt for every purpose

 

—hocti atta sihn ttn clin. clan alte tite. -shen. alee. attest att. clan, cm ctlttractitentiltnettitannttitiee tnt cttitaccttttte tliat ttn linn ttn itn tinne ltt Arne tlt A Ann ne ee A AO I

 

alll.

 

 

 

   
   
 
   
 

 

 

 

BES:

  

 

RED ARROW

THERE IS A CHEST OF GOLDIN
EVERY TRADE COMMUNITY.

THE CHEST MUST BE BROKEN
TO GET THE GOLD.

IT CAN BE BROKEN.
RED ARROW DOES IT.

i -
rr ©
RED Cth

SERVICE CO

AACA \_/
OP AK) ~\

  

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NOTE: Any store, large or small, in any line of business may
successfully operate the Red Arrow Institution. The program is
simple but very comprehensive. The Red Arrow Game has a
cumulative growth from week to week. If you are near a city in
which Red Arrow is in operation, motor over and see it.

RED ARROW SERVICE COMPANY
Springfield Illinois