ip NCS ee EGO TIESTO ey Oy ONE A Gas COTES VE NN EZ WAY 2 Ma D) BC) IS Ky ay REC, xe R rs fp\\ Ey ie rn WWE PC ANGER A 1 0/ GE EERE BL NOE a Li /AE TORRY NOME CA AL (AB NRE Mh RZ, ae (COPS NA A (Ce 53 5 yr) PUBLISHED WEEKLY ¥ 775 SST SUING Forty-seventh Year 6) MS Wes? ee £0) anh a (2 x ee a Gi REPU OG PaO ONS GRAND RAPIDS, WEDNESDAY, FEBRUARY 26, 1930 TRADESMAN COMPANY, PUBLISHERS? 5 Z aA Y 3 Se EST. cs L) 5 5 ano NY Se SSA ee . 1883 Number 2423 ROZROG a © BRS @ © e s 9 Ia o a A> ‘ OBR \ A Son’s Letter To His Dead Father. (Published to promote a better understanding between living fathers and their sons) Dear Dad: I am writing this to you, though you have been dead thirty years. From your seat in the Place Beyond I hope you can see these lines. | feel I must say some things to you, things | didn’t know when | was a boy in your house, and things I was too stupid to say. It’s only now, after passing through the long, hard school of years; only now, when my own hair is gray, that I understand how you felt. I must have been a bitter trial to you. I was such an ass. | believed my own petty wisdom, and I know now how ridiculous it was, compared to that calm ripe, wholesome wisdom of yours. Most of all, | want to confess my worst sin against you. It was the feeling I had that you ‘‘did not understand.”’ When I look back over it now, I know that you did understand. You under- stood me better than I did myself. Your wisdom flowed around mine like the ocean around an island. And how patient you were with me! How full of long suffering and kindness. And how pathetic, it now comes home to me, were your efforts to get close to me, to win my confidence, to be my pal! I wouldn't let you. I couldn't. What was it held me aloof? | don’t know. But it was tragic—that wall that rises between a boy and his father, and their frantic attempts to see through it and climb over it. I wish you were here now, across the table from me, just for an hour, so that I could tell you how there's no wall any more; I understand you now, Dad, and, God! how I love you and wish | could go back to be your boy again. I know now how I could make you happy every day. I know how you felt. Well, it won't be long, Dad, til | am over, and I believe you'll be the first to take me by the hand and help me up the further slope. And I'll put in the first thousand years or so making you realize that not one pang or yearning you spent on me was wasted. It took a good many years for this prodigal son—and all sons are in a measure prodigal—to come to himself, but I’ve come. I see it all now. I know that the richest, most priceless thing on earth, and the thing least understood, is that mighty love and tenderness and craving to help which a father feels toward his boy. For I have a boy of my own. And it is he that makes me want to go back to you and get down on my knees to you. Up there somewhere in the Silence, hear me, Dad, and believe me. OS ZOSES Bea | DRESSING Ore tae read tame ee cee ard mea POLISHES RENEWS A ine aa Oe nfs 4s mrliarts : i ole clown PRODUCTS I NOWN and approved by housewives throughout the Middle West, Semdac Liquid Gloss 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. (/ndiana) CHICAGO ILL. 4124 SEM DAC FURNITURE DRESSING LIQUID GLOSS a Cre oe QUID cai | SUPERIOR POLISH Art NO LAT WOODWORK FLOORS « ENAMEL ite gg } i SF (YY > YARNS (SES 6 TC SK, ap ns ADESMAN Forty-seventh Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 26, 1930 Number 2423 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 areas follows: $3 per year, if paid strictly m 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 old, 25 cents; issues five years or more old 50 cents. Entered September 23, 1883,at the Postoffice of Grand Rapids as second class matter under Act of March 3, 1879. JAMES M. GOLDING Detroit Representative 409 Jefferson, E. UNPLEASANT OUTLOOK. Aside of war-time excitements and fierce political controversies the country as a whole was never stirred up to a greater extent than is the case at present over the menace of chain store methods— a dominance which presents a menace to good business, good citizenship and good government. Unless the chain store promoters are curbed in their present deter- mination to absorb the mercantile transactions of America, with the accompanyment of deceit and dishonesty which they have in- sisted on making the fundamental features of their organization, the country is doomed to disaster and the people who look to the mer- cantile business for employment will all become mere puppets in the hands of the most unscrupu- lous aggregation of pirates and cut-throats the world has ever seen. Recent Chain Store Developments Information comes to the Tradesman from an_ authentic source that Montgomery Ward & Co. are so disgusted over the enormous losses they have incur- red in starting chain stores that they will abandon the branch store feature which they launched a couple of years ago. This in- formation is fully confirmed by the annual report of Geo. B. Everitt, President of the Ward concern, who frankly stated that the action of the company would be reversed and that.the opening of new units would be curtailed— perhaps suspended altogether. It is known that Merrill Lum, assist- ant manager of the chain store department of Montgomery Ward & Co., has handed in his resigna- tion under frre. The branch store which Sears, Roebuck & Co. recently opened in Grand Rapids is running be- hind several hundred dollars every day and will certainly cause a loss of at least $500,000 before the concern is able to abandon the field and secure a release from its present contract with the Good- speeds, owners of the building erected under the direction of the Chicago house. The lease runs for twenty years and those who know how “‘easy”’ it is to do busi- ness with the Goodspeeds under such circumstances will readily concede that if the Chicago con- cern is able to extricate itself from its present predicament short of a payment of $250,000 to its landlord it will be extremely for- tunate. The era of unrest now preva- lent all over the country regard- ing the chain stores has produced a large crop of grafting organiza- tions whose ostensible purpose is to fight the chain stores. Nine- tenths of these organizations are bogus, their real object being to pursue grafting tactics on the too indulgent merchant. The advice of the Tradesman to every mer- chant is to give these shyster con- cerns a wide berth. Local organ- izations of merchants, with the as- sistance of the Tradesman, can handle the situation nicely. Mon- ey handed out to strangers in mat- ters of this kind might as well be burned up for all the good the contributions will ever do the merchant. It is bad enough for the chain stores to deplete the resources of the community with- out the merchants themselves giv- ing up good money to unprinci- pled shysters who prey on the credulity of unwary dealers. In buying the Clarence Thomas stores a year or so ago the Kroger outfit paid $375,000 for the Thomas wholesale headquarters on Ellsworth avenue, Grand Rap- ids. The property is on the as- sessment roll of the city at $140,- 000. Now the Kroger Co. is un- dertaking to sell the property for $125,000. If it finds a purchaser on this basis—which is extremely doubtful—it will have to stand a loss of $250,000 on this item alone. This is welcome informa- tion for the stockholders of the Kroger organization. The Great Atlantic & Pacific Tea Co., which has used that name seventy-one years, has nev- er had a store within 1,000 miles of the Pacific ocean, so the name has been a misnomer. Now it pro- poses to invade the Land of the Setting Sun, but it will not in- crease the numerical strength of its organization. For every store opened on the Pacific coast it will discontinue an unprofitable store in the East. The tonnage of the A. & P. into Grand Rapids last month was 40 per cent. less than it was for the corresponding month last year. showing very conclusively that the volume of the company’s business has suffered a_ severe shrinkage. —_+++ Indiana Shoe Merchants Very Much Alive. If every retail shoe dealer in Michi- gan could have attended the Indiana shoe convention last week, I believe he would have a new vision of the possibilities of his business. The writ- er attended the convention held at the Claypool Hotel at Indianapolis for two days and it was certainly the best State convention I have ever attended. Moreover, in many ways, it afforded the average retail merchant more than is to be had from the National con- ventions. The Hoosiers are all business. Every exhibitor closed his exhibit sharply at 12 o'clock noon and attended a lunch- eon in a large banquet room on the same floor of the hotel as the exhibit. Four long tables, each seating 300, ran the length of the room. At the head of these tables was a speaker's table on a raised platform. The mer- chants sat at the two tables on the right, the salesmen and exhibitors at the two tables on the left. These luncheon meetings gave a_ solidarity and unity of purpose to the meeting that can be obtained in no other way. The speakers were all top notchers. E. A. Averill, Educational Director of the National Association of Shoe Re- tailers, spoke very much to the point on methods of a mailing list and the possibilities of increasing the trading area by bringing new customers into the store. He told of a merchant in Abilene, Texas, who wrote a series of letters to twenty-five prospective cus- tomers and in thirty-seven days sold twenty-three of them. He also spoke of the necessity of co-operating with the remainder of the shoe industry in the campaign for Foot Health week, April 20-26, and the development of additional business by the sale of oc- casional shoes—black for evening, tan shoes for day time, patent leather for dress and sport shoes for sport. Nearly one thousand Indiana shoe retailers who attended the convention left with many well defined ideas as to how they can get more business. H. A. Forson, President Herold Bertsch Shoe Co. a The fellow who “gets there” is usu- ally the one who uses his failures as stepping stones jnstead of grave stones, Thirty-seven New Readers of the Tradesman. The following new subscribers have been received during the past week: Preston & Jensen, Grand Rapids. Collin Jewell, Merrill. Ed. Esterman, Middleville. Schoff’s Dept. Store, Cadillac. Peoples Drug Store, Cadillac. George Heald, Webster Bros., Jerry Turner, Lowell. Fred H. Roth, Muskegon. Peter D. Rose, Muskegon. Albert R. Wendt, Muskegon. Harris Milling Co., Cadillac. Chas. H. Kretschmer, Saginaw. J. W. Harvey Co., Cadillac. L. J. Deming, Cadillac. Rice’s Boot Shop, Cadillac. H. F. Dowstra, Cadillac. Jacob Hoffman, South Bend, Ind. E. W. Averill, Coopersville. Claud Sager, Olivet. H. W. Wilson, Holland. F. R. Maxim, New Troy. John W. Johnson Co., Cadillac. John Gunstra, Lamont. H. McClure, Owosso. A. J. Morse, Corunna. Frank Becker, Fowler. Orin Skutt, Maple Rapids. N. D. Rumsey & Son, Maple Rapids. Paul Izakocicks, Bannister. J. C. De Boer, Grand Rapids. A. Vander Molen, Grand Rapids. Bernard Voss, Grand Rapids. Matt Heyns, Grand Rapids. Wexford Ice Cream Co., Rapids. E. J. Frick, Grand Rapids. Roy E. Blandford, Grand Rapids. De Kruyter Hardware, Grand Rapids. +» + 2 Garden Pottery Orders Placed.’ Spring buying of garden Lowell. Lowell. Grand Regular pottery has been started and sales are reported equal to those of previous seasons. Buyers have been in the mar- ket completing stocks which they plan Early deliv- eries have been specified. A new item being offered this season is an adapta- tion of the European “strawberry” jar, a large piece with ten or twelve cup- ped openings on the side in which strawberry or other plants may be grown. It is being offered to retail at from $18 to $25 and is available in both glazed and plain styles. ——_+- + + to put on sale March 1. A new attack has been started against the chains, this time in Nebraska. Some lawyer there has dug up a state statute which forbids the sale of products in one locality at prices lower than in other localities for the purpose of suppressing competi- tion. On the strength of this law a committee of retail grocers and meat dealers has asked the Attorney Gen- eral of the State for an investigation, which he has promised TRADING AREA STUDY. How It Will Be Applied To Western Michigan. Any attempt to present the current thought on the subject of “trading areas,” “marketing areas” or “zones of influence,” as various authorities choose to call them, would hardly be complete without a discussion of the 550 page “Market Data Handbook of the United States” by Paul W. Stewart of the Bureau of Foreign and Domes- tic Commerce. This is an exhaustive work published late in 1929 by the Bureau. Described in its foreword by O. P. Hopkins, acting director of the Bu- reau, as “the result of an effort to as- semble for each of the 3,073 counties of the United States statistical facts indispensable to an appraisement of markets in the profitable distribution of goods,” this book has had general endorsement. Wisely refraining from taking a final stand in the question of how these factors are to be used in specific instances, and apparently not desiring to endorse any one method of area delineation—not even its own “Wholesale Grocery Areas” — above another, it also says, “The material is so organized that it may be applied to specific market problems; the selec- tion and interpretation of the data in any particular case, however, must be done by the individual user.” The choice of this Market Data Handbook to follow the presentation of the International Magazine Co.'s system of sales control in our discus- sion of trading area delineation is particularly appropriate, in that the two prime movers in the earlier de- scribed system (F. K. Anderson and L. J. McCarthy) are also generous contributors to the Handbook. Messrs. Anderson and McCarthy have even permitted an arrangement of their unique system of area delineation along county lines, so that all data in the handbook will be applicable to their system on a more directly comparable basis. Hence the Market Date Hand- book logically follows at this time. Although the wording of the com- ments in the introduction is most skil- ful in its avoidance of controversial points, it leaves no question in the reader’s mind as to the Department’s favoring of the county rather than the “sub-centers around cities” method of data presentation. It says: “In the quest for information, not only Gov- ernment sources were called on, but also private business. Of course it was not possible to publish all the data which have been collected to date, but efforts were made to include as much basic information regarding counties as possible. Obviously there has been a great deal of material which has been compiled relating to states or to cities, but the state was considered too large a marketing unit on the one hand and the city too lim- ited on the other hand. In the process of selection the objective has been to confine the statistics to those which would be comparable for all counties and which would be most representa- tive in their usefulness.” MICHIGAN Later in the introduction it says, “The county was selected as the statis- tical unit, primarily because it is the smallest political unit for which satis- factory statistics are available.” This was followed after an irrelevant para- graph by the following: “The consensus of opinion seems to be that trade areas or territories should be worked out to conform to the in- dividual firm’s operation. It is gen- erally recognized that it is desirable for the majority of distributors to do this in order to check sales and net profits against distribution costs. To assist those organizations which have not already worked out trading areas and to furnish a check to those that have already done so, however, four trading area maps are included as sup- plements to this Handbook. These maps were all worked up from differ- ent points of view and either the maps themselves, or the bases upon which they were made, have been in use by « ~ ‘The Grand Rapids area as shown in the Wholesale. Grocery Study and the Batten, Barign, Durstine & Osborn map of trade areas is the same. The Grand Rapids Retail Shopping Area of the J. Walter Thompson Company only differs from the International Magazine Company's retail area by one county. On the other hand, the Pittsburgh areas are as different as day and night. W’hat is to be done about reconciling these differences? J.” Walter. Thompson areca adds Allegan County. TTA wa International Magazine Company Kent Gratid* ®Rapids TRADESMAN ty lines were strictly adhered to in the maps which appear herein is that the basic statistical data contained in this Handbook do not afford the basis for breaking the county according to the flow of trade. “The Department of Commerce as- sumes no responsibility for the accu- racy of these maps, but presents them as suggestions of possible groupings of counties around trade centers and it is believed they will be of some help to the individual sales manager in laying out his own sales and oper- ating territories and allocating his ad- vertising and sales expenses.” Then follows a detailed description of the data included in the subsequent pages. This will not be discussed un- til later, since we are first trying to get a clear picture of the various methods of area delineation before we go into the question of applying figures of any kind to the areas outlined. The pre- face finishes with a comprehensive Wholesale Grocery Study and Batten, Barton, Durstine & Osborn Grandad Rapids areas are exactly alike. *, ? od MECOSTAl MONTCALS ALLEG. a large number of distributors for a number of years. “Both the wholesale and the retail angles of the distribution system are represented in a general way by two of the maps published in connection with this article. The Wholesale Gro- cery Territories map is a composite of the 183 trading areas outlined in the Atlas of Wholesale Grocery Territories published by the Domestic Commerce Division of the Department of Com- merce in 1926. This study, while based upon the distribution of grocer- ies, has had wide use in the distribu- tion of a variety of commodities. “The Operating Territories map, presented through the courtesy of Batten, Barton, Durstine & Osborn, Inc., delineates fifty major trading areas which are subdivided in some instances into secondary areas, making a total of 187 areas for the country as a whole. The maps from which these reproductions were made show a num- ber of split counties because the actual flow of trade in counties 1s divided in numerous instances. The reason coun- a bibliography of the existing written material on the subject. This bibli- ography does not include, among oth- ers, two important books on the sub- ject. which have subsequently been published, i. e., “Sales Quotas” by Percival White and “Budgetary Con- trol of Distribution” by T. O. Grisell, both published by Harper and Broth- ers, New York City. As an illustration of the similarity of viewpoint which sometimes. exists in the two “wholesale trading area” maps, we call attention to the Grand Rapids areas as shown by the Whole- sale Grocery map, and that of the Batten, Barton, Durstine & Osborn, Inc., map. Similarly for the two con- sumer or “retail” area maps around the same center. On the other hand, if we take the Pittsburgh retail area we find that the J. Walter Thompson “Retail Shopping Area” contains six additional counties or nearly three times the number of counties found in the International Magazine Co. area. In the Pittsburgh Wholesale Grocery area we find twelve counties versus February 26, 1930 seventeen counties in the Grisell out- line. What is to be done about getting all these areas down to a more com- parable basis? As the average layman now stands, he is totally at a loss as to which system he should follow. He tries to fathom the ways in which a given system might tally with his type of product and method of distribution, and finally either lapses back into his old haphazard guessing with a ges- ture of hopelessness, or he dives off the deep end, despite the limitations which one or another of these systems admittedly offers, and becomes an al- most fanatical propnonent of that theory defending or forgetting those points which are weak or contradictory. Is it true, as the Market Handbook says, that each manufacturer must work out a special set of areas of his own to fit his particular product and distribution problem; or is it possible that there are certain general bases which can be established before the specific applications to a given product and problem are made? If so, what are these general bases; and if not, we may all well ask in the vernacular, “What's all the shootin’ for?” We have no desire whatever to pre- cipitate an unnecessary or undesirable discussion. But if an open and general forum will result in a clarification of this moot question in distribution, we will gladly provide the vehicle for such a discussion through these columns. It is up to the readers of the Trades- man to decide. If you want this sub- ject discussed, send in your comments and your questions on the subject at the earliest possible date. Walter Mann. — ++ >__ Uses Map To Emphasize Store Loca- tion. A Pennsylvania town located just a little off of the beaten path, adopted a very effective manner of bringing its location to the favorable attention of the townspeople. In connection with their newspaper advertisements they run a small cut showing a map of the business section of the city, emphasiz- ing the location of the store, with the caption: “Easy to find and well worth finding.” An arrow points directly to the store as pictured on the map. The plan has proved very beneficial to the store. a Black and Silver Ware Favored. The combination of black glass and sterling silver decoration has become so popular in decorative glass table- ware this year that it leads all other types. Buyers have purchased these goods freely and report that they find a ready market with consumers in the retail price ranges from $3 to $12. The articles, including fruit bowls, console sets, vases and other items, are decorated with the silver either by means of electro-plating or by brushes. Those with conservative designs are more in demand than the modernistic type. ———-> 2. __- Take Your Time! “Every time I kiss you, it makes me a better man.” “Well, you don’t have to try to get to heaven in one night.” is weno daa sc ORES IMEI SNARE EIT STE PEA TREE re ARO Re Tr ry Sites co ‘naa Bitaasetet Saetii Fane im MOIR tit Sion pen SRO AGILENT MIME ENR OR AN February 26, 1930 IN THE REALM OF RASCALITY. Questionable Schemes Which Are Under Suspicion, Corunna, Feb. 24—A man subscrib- ed for a real estate course from a stranger in New York. They charged him $75. He paid $20 and turned in a note he had for $55. He endorsed the note without recourse. It will be due in April and they have given it to a collection agency in New York. The agency wrote him and said they would send a receipt in full when they pre- sented the note for collection. Can they come back on the endorser if they have trouble in collecting the note? Have they a right to do business in Michigan? Where can we find out? Or can they gollect from the man who signed without recourse? Lewis Bird. If the words “Without Recourse’ were written above the endorsement on the back of the note, the present holder of the note has no claim on the man who transferred the note by en- dorsement. Any attorney who would undertake to enforce collection under such circumstances would be promptly disbarred ‘by his associates if his act were brought to their attention. Two fraud cases recently concluded by the Credit Protection Department of the National Association of Credit Men are of unusual interest because of the large amounts involved. Liabilities in the two cases totaled approximately $2,000,000. All those involved in these frauds pleaded guilty or were con- victed. Firms which had been selling to Piggott’s, Inc., at Bay City, for a number of years were astonished to learn, about a year ago, that this old and hitherto prosperous concern was unable to meet its bills. Temporary state receivership proceedings were in- stituted, and as the extent of the fail- ure began to be uncovered, this action was followed by an involuntary peti- tion in bankruptcy. The truth was finally brought out that Piggott’s owed more than $1,000,000 to 634 creditors who stood to lose a substan- tial part of their claims. Warren M. Piggott, who had built up the busi- ness from a small second-hand shop over a period of years, disappeared shortly after the bankruptcy. Three investigators for the Credit Protec- tion Department took part in the task of unraveling the tangled skein of evi- dence, and in the search for Piggott. In May, 1929, Piggott was indicted on a number of counts charging use of the mails in a scheme to defraud. Financial statements sent out by Pig- gott only nine months before the dis- astrous failure had claimed a net worth of $929,000. Accountants found this statement grossly exaggerated. The investigators learned that Piggott had gone to Canada under an assumed name. He was finally located at Sarnia, Ontario, and was subsequently arrested at Port Huron, when he crossed the border to meet a friend. Piggott was tried in the Federal Court at Bay City, on Sept. 27, 1929, and was found guilty on thirteen separate counts of the indictment charging mail fraud. Judge Tuttle imposed a sen- tence of five years on the first nine counts of the indictment, and five MICHIGAN years more on the remaining four counts. The court specified that the sentences were to run consecutively, so that the total sentence was ten years. A fraud case of similarly large pro- portions likewise resulted in a verdict of guilty after a seventeen-day trial at Minneapolis. Nicholas M. Constans, former head of the Consumers Whole- sale Supply Co., was found guilty on four counts of an indictment charging mail fraud. He is to be sentenced later, with three other defendants in the same case, who had previously entered pleas of guilty. Constans pro- moted the Consumers Wholesale Sup- ply Co. through a sale of stock to the public. At the peak of the business, the company operated a chain of ninety-six groceries and meat markets throughout the Northwest, though it was a losing venture from the start. In 1929, when the company was in financial distress, Constans_ started negotiations with a Chicago investment house for the purpose of enlisting aid “in a refinancing scheme. He was re- quested to submit a certified balance sheet and merchandise inventory. One witness at the trial told of sup- plying whisky freely to the force en- gaged in taking inventory at the company’s main warehouse in Minne- apolis. He further testified that for a part of the time the inventory was being taken, he wrote down the count on the merchandise, and constantly in- flated the figures. The same witness testified that he had in his desk in- voices amounting to between $130,000 and $140,000, which, at the direction of Constans, were withheld so as not to show up in the liabilities. Other wit- nesses told how the inventories taken in the ninety-six stores were sys- tematically inflated to make a better showing. Letters sent out by the auditors to the retail units, seeking to verify items in the books of the com- pany, were, according to evidence at. the trial, withheld from the mail, and replies tending to bear out the books mailed from the towns to which the enquiries had been directed. As a result of such manipulations, a satisfactory statement was compiled, and Constans was able to keep the company afloat for some time longer, and to obtain further credit. At the time of the bankruptcy, some 400 mer- chandise creditors filed claims totaling approximately $1,000,000. The de- fendants awaiting sentence with Con- stans are Harry W. Reed, former sec- retary of the company; Joe Scharf, former buyer, and Fred E. Anderson, former auditor. —_++>____ Foreign security offerings in this country last year, by Department of Commerce reckoning, amounted to $716,000,000, compared with $1,488,- 000,000 in 1928 and an average of $1,- 390,000,000 in the previous five years. This item has an important bearing on foreign trade because of the large part played in the settlement of trade bal- ances by interest on loans to for- eigners. —~+->___ Be the kind of man you like to meet. TRADESMAN COFFEE What a line! Morton House Quaker Nedrow Imperial Majestic Boston Breakfast Blend =n 0 a) a ae The Quality is Never Questioned > 0-4 0 0 em LEE & CADY 4 MOVEMENTS OF MERCHANTS. Edmore—A. J. Bentsen succeeds William DeLill in the cigar and res- taurant business. Detroit~Harry B. Kahrnoff, dealer in shoes at 5418 Russell street, has filed a petition in bankruptcy. Beulah—The Central State Bank-of Benzonia, has increased its capital stock from $20,000 to $25,000. Jackson—The Jackson City Bank & Trust Co. has increased its capital stock from $250,000 to $300,000. Detroit—The Superior Products Co., 200 Transportation Blidg., has changed its name to the United Concrete Co. Detroit — Bleibner & Rabinowitz succeed Morris Rabinowitz in the boot and shoe business at 6420 Michigan avenue. : Flint—Groves & Co., 723 North Saginaw street, funeral director, has increased its capital stock from $25,000 to $100,000. Detroit—Isadore Wolk, boots and shoes at 7407 West Warren avenue, is offering to compromise with his creditors at 20 per cent. Niles—The plant of the Niles Creamery Co. was destroyed by fire. entailing a loss of $15,000. The plant will be rebuilt immediately. Kalamazoo—Baker’s Cleaners & Dy- ers, Inc., have leased two stores in the new addition to the Park-American hotel and engaged in ‘business. Farwell—Updergraff & Dyer, boots and shoes, have dissolved partnership and the business will be continued by C. Updergraff, who has taken over the interest of his partner. Detroit—The Foot Saver Shoe Shop of Detroit. 8956 West Grand River avenue, has been incorporated with an authorized capital stock of $19,000, all of which has been subscribed and paid in. Detroit—The Barack Jewelry Co., 6611 Van Dyke avenue, has been in- corporated with an authorized capital stock of 150 shares at $10 a share, $1,500 being subscribed and paid in in property. Detroit—Pallitz & Greisman, deal- ers in boots and shoes at 8039 Gratiot avenue, have dissolved partnership and the business will be continued by S. Pallitz, who has taken over the inter- est of his partner. Hamtramck — The. Luby Clothes Shop, Inc., 9741 Joseph Campau street, has been incorporated with an author- ized capital stock of $12,000 common and $8,000 preferred, $20,000 being subscribed and paid in in property. Detroit—The Advance Plumbing & Heating Co., 635 First National Bank Bldg., has been incorporated with an authorized capital stock of $1,500, all of which has been subscribed, $600 paid in in cash and $400 in property. Port Huron—The O. K. Laundry Co., Inc., 729 Lapeer avenue, has merg- ed its business into a stock company under the same style with an author- ized capital stock of $10,000, all of which has been subscribed and paid in in cash. Detroit—The F. & P. Heel Holder Co., 15620 Harper avenue, has been incorporated to manufacture and deal in shoe heel holders with an author- ized capital stock of $5,000, all of MICHIGAN which has been subscribed, and paid in in cash. Detroit—The William I. Living- ston Co., 1416 Griswold street, has been incorporated, to manufacture and deal in women’s wearing apparel with an authorized capital stock of $15,000, $8,210 of which has been subscribed and paid in. Flint—The Community Radio Co., 2117 Barth street,-has been incorporat- ed to deal in radio, radio accessories and equipnient with an authorized cap- ital stock of $10,000, of which amount $2,400 has been subscribed and $1,200 paid in in cash. Hancock—Stern & Field 102 Quincy street have merged their general mer- chandise business into a stock com- pany under the style of Stern & Field of Hancock, with an authorized cap- ital stock of $35,000, all of which has been subscribed and paid in. St. Clair Shores — The St. Clair Shores Hardware Co., 23504 Mack avenue, has merged its business into a stock company under the same style with an authorized capital stock of $20,000, all of which has been sub- scribed and paid in in property. Detroit—The Stark Chemical Indus- tries, 6467 Varney street, has been in- corporated to deal in chemicals and proprietary articles with an authorized capital stock of $50,000, $35,000 of which has been subscribed, $6,000 paid in in cash and $24,000 in property. Ann Arbor—The C. W. Gill Lum- ber Co., 524 South Main street, has merged its lumber and building sup- plies business into a stock company under the style of the Gill Lumber Co. with an authorized capital stock of $100,000, $75,000 of which has been subscribed and paid in.> Detroit—Andrews Bros., 1712 West Jefferson avenue, dealers in fruits and produce, have merged the business into. a? stock company under the style of Andrews Bros. of Detroit, Inc., with an authorized capital stock of $100,000, all of which has been sub- scribed and paid in in cash. Traverse City—N. J. McIntosh & Co., 507 East Front street, dealer in auto accessories, tires, gasoline, etc., has merged the business into a stock company under the same style with an authorized capital stock of $75,000 common and $25,000 preferrd, $65,000 being subscribed and paid ‘in. Big Rapids—Stilwell’s Bazaar. es- tablished 31 years ago, has been sold by Russell Stillwell to Scott Stores, _ Inc., a subsidiary of Butler Bros., Inc., of Chicago... Mr. Stillwell has pur- chased an interest in the Judson Hard- ware and a department of radios and wall paper will be added which will be under the management of Mr Stillwell. Manufacturing Matters. Hillsdale—The Alamo Engine Co. has increased its capital stock from $350,000 to $500,000. Detroit—The Huber Tool Works, 2117 Elmwood street, has increased its capital stock from $12,000 to $15,500. Detroit— The Advance Diamond Tool Co., 427 West Congress street, has increased its capital stock from $7,500 to $100,000, TRADESMAN Detroit—The Cooper Spring Ser- vice Co., 477 Charlotte avenue, has changed its name to the Cooper Spring & Parts Corporation. Ithaca—The Ithaca Roller Mills has increased its capital stock from $100,000 common ‘to $50,000 preferred and $100,000 common. Big Rapids—The Hanchett Manu- facturing Co., manufacturer of mill supplies, has increased its capital stock from $200,000 to $300,000. Detroit—The Detroit. Salvage Co., Inc., 1428 Broadway, has been incor- porated with an authorized capital stock of $10,000, $1,300 of which has been subscribed and paid in in cash. Detroit—The Bopp Steel Corpora- tion, with business offices at 40237 General Motors building, has been in- corporated with an authorized capital stock of $500,000, $181,600 being sub- scribed and $50,000 paid in in cash. Detroit—The Wympa Gap Lumber Co., 4-142 General Motors Bldg., has been incorporated to manufacture and deal in wood products with an author- ized capital stock of $25,000, $20,000° of which has been subscribed and paid in in property. Big Rapids—Frank S. Klesner has purchased the plant and stock of the Jones-Green Lumber Co., taking over the management immediately. Mr. Klesner has resigned his position with the Grand Rapids Trust Co., and re- moved to Big Rapids. Detroit—The Superior Products Co., 14400 Mevers Road, has been incor- porated to manufacture and deal in clay, brick, cement and concrete with an authorized capital stock of 35,000 shares at $10 a share, $120,000 being subscribed and paid in in cash. Detroit—The Iron City Engineer- ing Co. 1242 Michigan Theater Bldg., has merged its business into a stock company under the style of the Iron City Engineering Co. of Michigan to manufacture and sell electrical fix- tures with an authorized capital stock of $50,000, all of which has been sub- scribed and $5,000 paid in in cash. Corporations Wound Up. The following Michigan corporations have recently filed notices of dissolu- tion with the Secretary of State: Peninsular Screw Products Co., De- troit. Battle Creek Recreation Co., Inc., Bat- tle Creek. : Terminal Lumber Co., Detroit. Penn-Reka Land Corp., Detroit. Northwood Real Estate Co., Detroit. Peerless Motor Co., Detroit. Central Trust Co., Detroit. Guarantee Oil Corporation, Detroit. Farfall Industries, Inc., Detroit. R. H. Baker Co., Inc., Detroit. Elyria Iron & Steel Realty Co., De- troit. Goeschel-Kuiper Co., Saginaw. Warren-Wyoming Development Corp., Detroit. Iron River Transnortation Co., Iron River. C. H C. Co. of Jackson, Jackson. —_»+.—___ When your back’s up against the wall, you are ready to go forward. —_+->____ A customer isn’t sold unless he’s satisfied. -——_+>++—___ Trustworthiness is essential to true success. February 26, 1930 Sidelights on the Career of E. B. Bostwick. A beautiful lake in the township of Cannon, Kent county, an important thoroughfare and a densely populated section of the city of Grand Rapids bears the name of an early resident of the Grand River Valley—Bostwick. The lake is surrounded with summer homes of wealthy and well-to-do citi- zens who enjoy the magnificent scen- ery, the healthful climate and the prox- imity of prosperous neighborhoods on Silver Lake and vicinity. Bostwick avenue stretches from the Fulton street park to Michigan street. Butter- worth hospital ‘buildings, old and new, adorn the Northern terminus of the avenue. Crescent Park, Woodman’s hall, the Vocational training cshool, Fountain Street Baptist church and Second Church of Christ (scientist), the Young Men’s Christian Associa- tion and the Ryerson Library indicate the character of the avenue. Bostwick’s addition, owned and platted with due regard for the conveniences of future owners, occupies that part of the City lying between Fulton and Wealthy streets, Jefferson and Division avenues, It was of little value during the life of E. B. Bostwick. At present it is worth many millions. Mr. Bostwick purchased twenty-five acres on Cherry street, and erected a modern mansion thereon which was occupied by him- self and family. It is known at pres- ent as Morris Manor. Mr. Bostwick had been a partner in an important mercantile business in an Eastern city. The firm failed during a panic and Bostwick lost a fortune. His wife possessed $40,000. With that sum and with moneys entrusted to his care by confiding friends he came to Grand Rapids and engaged in the transaction of several lines of busi- ness, largely, however, in real estate, He located lands, built mills at dif- ferent points, established a colony on Crockery Creek and indulged in vari- ous speculations, the results of which, in several instances, involved heavy losses. He was elected to occupy a seat in the Senate and rendered important service to the State. He was an ardent student of nature; enthusiasm often overbalanced his judgment and many of his enterprises were doomed to failure at their inception. After fifteen years vigorously spent in the interest of his family, friends and the public, he was obliged to give up the battle for a fortune and started with a com- panion, Canton Smith, on the long, dangerous overland journey to Califor- nia. He died while crossing the great American desert and his remains sleep in an unknown grave. Franklin Ever- ett, who knew and appreciated the manly worth of Mr. Bostwick eulogiz- ed his friend as follows: “Generous to a fault, noble in spirit, he won the esteem and confidence of all whom he met. His personal presence was dig- nified; his mind was highly cultivated, his social qualities were unsurpassable. He was ardent, poetic and sympa- thetic. He was loved and honored.” Arthur Scott White. —_+->___ Soldier on the job and you'll get your marching orders, ic nanan COTE SNN OE OER + * | i February 26, 1930 MICHIGAN TRADESMAN Essential Features of the Grocery Staples. Sugar—The market is the same as a week ago. Jobbers hold cane granu- lated at. 5.75 and beet granulated at 5.55. Tea—The past week has been a-very quiet one for the tea market. No change has occurred anywhere, either in primary markets or in this country. There is a fair every day demand for some grades, which kept on selling right along. Common grades of tea are not moving well and are easy. Coffee—The market for Rio and Santos coffee, green and in a large way, has so far as futures are con- cerned been very weak and sluggish since the last report, barring one small flurry during the week. The undertone is undoubtedly soft. As. to spot Rio and Santos, the market is. exactly where it was a week ago. with the demand dull. Milds are unchanged from a week ago. The jobbing mar- ket for roasted coffee is irregular and soft. Consumptive demand for coffee keeps up well, but that is about the only kind of demand that does. Canned Fruits—California fruits are very slow, with peaches rather weak. It looks like much lower prices for California peaches this season. as pack- ers are beginning to contract for the raw material on a basis far below last year’s price. Canned Vegetables—The past week has brought a slight decline in No. 2 tomatoes, the first for quite «a while. This, ‘however, was not general and was eilminated for the most part by the Governmental announcement of figures covering last season’s pack. This was ‘below the general expecta- tion. Demand for other canned foods is dull. Corn and peas both remain en- tirely unchanged and quiet. Dried Fruits—Sales of. both Califor- nia and Oregon -prunes were limited to small lots, but the movement in the aggregate is generally described as fair. Prices are steady, with only a little shading: here and there among tired sellers. Peaches are devoid of feature, but the market is steady ow- ing to.the limited supply.on hand. The increased. volume of. business which is normally expected at this time of year in peaches has not yet materialized and buyers continue to take on goods in a restricted: way. Raisins show no weakness and sales in certain quarters have been reported as very good for the season.* The Coast market is well maintained. In the last few days Coast quotations on'the grades of apri- cots from extra choice and up have ad- vanced. Stocks of extra choice apri- cots on the spot are small and the market .shows an improved outlook. Canned Fish—There has been no change and. very little demand. Hold- ers are hoping, however, for better demand in a little while, on account of Lent. Ne ‘change thas occurred in any- tinned fish since the last report. Salt Fish—The trade are now inter- ested to some extent in the expected Lenten fish demand, but certainly none of this ‘has appeared as yet Prices are just where they were a week ago. with no change in conditions anywhere, - have reached suprisingly low Beans and Peas—The market for dried beans. is for the most part dull and inclined to be easy California limas and red kidneys firmed up a little during the week. California blackeye peas are scarce in the East and are firm on that account. Canned Milk—Evaporated milk is in a little better demand and shows slight- ly better feeling, but not much. Nuts—Demand for those items in the unshelled nut list which move more freely in the Lenten season show bet- ter activity as buyers begin to antici- pate their requirements more generally. California walnuts are again the most active item, selling broadly at steady and unchanged prices. The desired fancy and large types are cleaning up rapidly. Reports from: the Coast tell of diminishing supplies, particularly in the better grades. One of the most important developments in the market for nuts in the shell recently has been better demand in California almonds. Prices ‘have reached a trading basis at last and the local trade has bought with considerably freedom. Heavier buying of shelled California almonds has been. a feature of the market for nut meats in the last week or so. There has been some fair buy- ing of imported shelled almonds, which price levels. Filberts, both shelled and un- sheled, have ruled quiet. recently. Stocks on hand here are limited, and that accounts for the steadiness that has been shown Brazils in the shell have been devoid of feature. The chief interest in this line is in regard to the new crop in South America, which iis variously estimated between 21.000 and 23,000 tons, as compared with the 1929 production of 32,000 tons. Syrup and Molasses—Sugar Syrup is about where it has been for some time. Fair demand, rather small pro- duction and steady prices. Compound syrup is quiet, without change in price. Molasses is also quiet, but there is nevertheless a steady every day busi- ness. Prices are unchanged. ——__+ +. 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 A grade and $3 for B. Bagas—$1 for 50 lb. sack. Bananas—5'4@6c per lb. Beets—1.60 per bu. Butter—The market is lower than a week ago. Jobbers hold 1 1b. plain wrapper prints at 35%c and 65 Ib. tubs at 34c. Brussels Sprouts—30c per qt. Cabbage—$1.50 per bu. for white; red commands 6c per Ib.; new stock from Texas has arrived, selling at $4.50 per crate of 80 lbs. Carrots—-80c per doz. ‘bunches for Calif. grown; $1.25 per bu. for home grown. Cauliflower — $1.75 per crate for Calif. Crates hold 9, 10, 11 or 12. Celery—40@60c per bunch for home grown; Florida stock is now in market more commanding $4 for 4s and $4.50 for 6s. Celery Cabbage—$1.20 per doz. Cocoanuts—90c per doz. or $6.50 per bag. Cucumbers—$1.75 per doz. for Ill. grown hot house. Dried Beans—Michigan jobbers are quoting as follows: (i Bea Beans 222... 02 0.27 $6.50 Hight Red Kidney _-...--- 6.80 Dack Red Kidney ...2.-- 0) 7.00 Eggs—Local jobbers pay 27c to-day. The market is stronger this morning than it has been for a week. Grape. Fruit—Extra fancy Florida stock sell as follows: IG 0 ee $4.00 Me 4 ee 4.50 INO 94) oe ee ee 4.75 ING) G4 §.25 ING) 20) oe 525 No SQ) 46 G25) INO. 06; 2 ee 5.00 Choice* 50c per box less. Grapes — Calif. Emperors, sawdust lugs, $3.25; kegs, $5.25. Green QOnions—Shallots, $1.25 per doz. Green Peas—$4.75 per bu. for Calif. grown. Lemons—The price this week is as follows: BOO Sunkiseé (200-00 $7.00 SOQ) Sunkist 2250.05 000 7.00 $60 Red Ball 2 6.50 200 Red Ball 2.2. 6.50 Lettuce—In good demand on the following basis: Imperial Valley, 4s, per crate ~---$3.50 Imperial Valley, 5s, per crate ---- 3.50 Hot house grown, leaf, per Ib. ~~ 10c Limes—$1.50 per box. Mushrooms—55c per Ib. Oranges—Fancy Sunkist California Navels are now on the _ following basis: OQ a $4.75 Ge 525 0 6.25 b7G 2 ee ee 7.00 OU 7.25 2G ee 7.50 Bee ee 8.00 Oe eee 8.00 A ge 7.00 Floridas are held as follows: OQ) eae $4.50 (26) eee ee 5.00 PSOE le ee 5.00 TAG) ee 5.25 OU Se 5.50 21 (5 ee es 5.50 QSOs eee eS 5.50 Onions—Home grown yellow, $2.25 per 100° 1b. sack; white, $2.25; Spanish, $2.50 per crate. Parsley—50c per doz. bunches. . Peppers—Green, 80c per dozen for California. Potatoes—Hiome grown, $1.55 per bu. on the Grand Rapids public mar- ket; country buyers are mostly paying $1.75; Idaho stock. $4 per 100 Ib. bag; Idaho bakers command $4.25 per box of 60 or 70. Poultry—Wilson & Company pay as follows: Eleauy fowls 29-9 25c Eiont fowls - 90 20c Pleavy roasters —-_____-________ 26c Tight broilers -.-- 18c Old Toms --._...... 20c 5 Voune Poms 23c Fren Durkeys (2.0 00(0 0 20c Radishes—60c per doz. bunches of hot house. Spinach—$1 per bu. Squash—Hubbard, $5.50 per 100 Ibs. $3 per bu. for kiln Sweet Potatoes dried Jerseys. Tomatoes — $1.40 for 6 Ib. basket Florida stock. Turnips—$1.40 per bu. Veal Calves — Wilson & Company pay as follows: Raney 22 17c Good 22 a 14c Medith (22505 ee 12c POOr 20 10c —__2 An Airing For Reciprocal Buying. Reciprocal buying will come in for a Senate investigation if Senator Brookhart succeeds in persuading the chamber that as practiced between the railroads and certain shippers, accord- ing to his view, it revives the old evil of rebating which Theodore Roosevelt belabored with deadly effect. The Senator’s charge rests on a letter pur- porting to bear the signature of Swift & Co. that urges railroads to use two articles of refrigerator car equipment which the letter says are made by a company owned by the Swift family, and the allegation that Armour & Co. are engaged in “a similar conspiracy.” The letter quoted in the resolution, is a good specimen of a kind of cor- respondence which goes over the desks of many important executives, and is likely to survive anything the Senate may do to make the packers and the transportation companies mind_ their p’s and q's. It is doubtful that proof of illegal acts in the cases brought forward by Senator Brookhart would affect the general practice. The pack- ers and the railroads are subject to special laws to ensure their good be- havior. The ordinary business man has freer scope for expression of his feeling that favors are exchangeable. > + + Unionism Gradually Dying. Trade unions show a loss in their aggregate membership of 112,272, comparing 1929 with 1926, it is pointed out in a statement just released by the Bureau of Labor Statistics, Depart- ment of Labor, the figures being 4,- 443,523 in 1926 and 4,331,259 in 1929, —_> +> ___ A noteworthy anti-chain page ap- peared last week in the Waynesboro, Virginia, News “prepared and_ paid “home-town, home- owned stores.” Like most advertise- ments of the kind, it dwelt mainly on local sentiment, but the argument: was pressed home with unusual force and particularly on the basis of reciprocal interest. The really novel-note was the reference to prices: “We know and can prove that dollar for dollar you can buy just as cheap or cheaper from the Independent Merchant than you can from the chain store. When these foreign stores first opened they indeed for” by sixteen cut prices ‘way down,’ but after the first week they began to tack on a few cents here and a few cents there— until now their prices are just as high as the Independent Merchant’s, and in lots of instances higher.” 6 MICHIGAN TRADESMAN February 26, 1930 State Hardware Convention Largely Attended. The thirty-sixth annual convention of the Michigan Retail Hardware As- sociation was held in Grand Rapids four days last week, from Tuesday to Friday, inclusive. The attendance was about the same as in previous years. The proceedings were interesting, as usual. The President’s address was published in the Tradesman last week, Warren A. Slack, Bad Axe Iox-Pres'dent as were also several papers by experts in their respective ilnes. The remaining papers presented are published in this week’s issue. The convention adopted a resolution requesting the executive board to designate Grand Rapids as the next place of meeting. Experience has dem- onstrated that the attendance of the meetings in Grand Rapids is larger than at any other point in the State. The convention listened to a two Louis F. Wolf, Mt. Clemens President hour talk Wednesday by W. H. Cas- low. His talk was so well received that the members voted to send him $110 to pay for two evening broad- casts over WASH, the Grand Rapids station. Secretary Scott was re-elected for the twenty-ninth year. No other State Secretary has ever achieved such a record as this. William Moore was elected Treasurer in 1907 and has been re-elected every year since that date. One of the features it is proposed to embody in the exhibit department in next year’s convention is a model hard- ware store. It will be a complete edi- fice. 30x100 feet in dimensions, finished and furnished like a regular hardware Such a feature was present-+- ____ Some Purely Personal Remarks. Squire Signal has discovered a trace of humor in the editor of the Trades- man. Probably he would like an ex- planation. Analysis is our pastime and so I give some of my conclusions. Some people seem to never exhibit any humor in ‘business, in society or in any contact with the public and we wonder if there is any fun in their make-up. It may be discovered that some of this class are both jovial and witty at times, Some people from childhood to old age seem bubbling over with fun. Possibly they have their blue streaks, but companionship quickly restores them to humor. Many children are robbed of joy, pleasure and happiness by the severity of their elders or by unfavorable en- vironment. If there be in these boys and girls who have been denied their birthright a good foundation in char- acter, they may concentrate on study, on work and finally on business—an augmented force which leads to achievement, to greater opportunities, to greater responsibilities and, finally, to great reward. After long combat with opposing forces they reach an era where rest may be found. Then the long-denied natural craving for joy and play assert their claims. They exhibit characteristics unsuspected by their associates. Happy is he who can find above the ruts of toil and sorrow a highway of joy, which attracts others to him. In the declining years all become more or less retrospective. If youth- ful experiences were mainly pleasant they live anew in memories, so the grandparent becomes a fit companion for children and youth. How much better this humorous attitude than that so often found in old people, critical, contemptuous, ar- bitrary, argumentative, condemnatory. Out Around is always very interest- 2, Phone WHOLESALE FIELD SEEDS Distributors of PINE TREE Brand ALFRED J. BROWN SEED COMPANY 25-29 Campau Ave., N. W. Grand Rapips, MIcHIGAN ing to me, but when the editor is obliged to stay at home and has to depend on his vigorous mind to make an Out Around trip and record the findings, it seems even better. Being myself in my 70th year and often referred to as “old,’ I do not use the term in a disparaging sense. Mr. Garfield teaches us to find and exhibit joy. E. E. Whitney. —_—_+~-+—___ Winegar & Hartmann, dealers in drugs and pharmaceuticals at Lowell, sends his renewal to the Tradesman and says, “We get more for our money from your paper than anything else.” ———_++. Edson J Benge, dealer in groceries at North Adams, renews his subscrip- tion and says he needs the paper. Automatic 4451 make your Will TODAY IS THE TIME to create a Life Insurance Trust and TOMORROW MAY NEVER COME GRAND RAPIDS TRUST CO. Grand Rapids, Michigan MICHIGAN TRADESMAN February 26, 1930 TO PREVENT UNEMPLOYMENT Steps are being taken in various parts parts of the country not only to reduce the present amount of unemployment but also to minimize unemployment in the future. Speaking of some of these steps, Paul U. Kellogg, editor of the Survey. points out that in Cincinnati the City Manager appointed a city commission which has committees on relief, public works, development of the local employment service, co-oper- ation among industries and other mat- ters. The committee on regularization of employment, which aims to persuade the managements of local industries to view stabilization as seriously as they view shipping facilities, is headed by an employer with thousands of men on his pay roll who guarantees his employees forty-eight weeks of work a year. In Dayton a group of citizens is meeting weekly under expert leader- ship to formulate a plan for meeting the existing emergency and also for use in the future. In Philadelphia the industrial relations committee of the Chamber of ~Commerte thas: devised what Mr. Kellogg terms “the most constructive program on this subject of any business body in America.” The program centers in an institute for the stabilization of employment which is to serve all the industries in the district. Its objective is not the high- est skyscraper but the highest employ- ment score in the country. Its leaders estimate that with full employment the purchasing power of the wage-earners of the United States would be increas- ed by five billions of dollars annually. President Hoover has twice utilized his war-time experience in getting groups of people to co-operate by bringing together industrial leaders to focus their attention upon the problem of unemployment. As Secretary of Commerce he engineered the unem- ployment conference of 1921 and last fall as President he called a confer- ence which speeded up public works and private construction as well. What is needed is a Nation-wide movement for stabilization of employment not merely to meet an emergency but to keep the emergency from recurring. Mr. Kellogg suggests another. ‘Presi- ,dent’s conference with this larger: pur- : pose. : a We shall certainly be shortsighted if we do not set up some, machinery which shall operate to prevent- unem- ployment. to the tinge of propaganda fréquently found in the preparation of ‘ Govern- and reports. which carry or seek headlines that are not ‘supported by the actual text. Special reference was made to a Commerce Department analysis of foreign trade ‘in textiles for 1929 headlining a de- crease of 13 per cent. in exports and an increase of 9 per cent. in imports. . The export loss by the text was shown to be entirely in raw cotton, manu- factures having gained. Similarly. all but a few millions of the import in- ‘ment statements crease was represented by larger re- ceipts of textile fibers. It was predicted at the time that the headline and not the text would be used for partisan purposes and an in- stance is already at hand. The assist- ant treasurer of a Southern cotton mill is quoted im a sorry argument on mill wages to this effect: “High wages last year caused our exports to drop 13 per cent. and our imports to rise 9 per cent., despite the various other reasons given for this fact. We must either impose higher tariffs or our wages must fall so as to meet foreign competition.” The points made by this supporter of present standards in the Southern cotton mills were too ridiculous to warrant comment. Actually, of course, cotton cloth exports have been rising since 1926 and last year were $111,000 and 17,601.000 square yards over. 1928. Imports were dropping in value since 1923 and last year registered the first gain, one of $59,000 or .37 (thirty-seven hundredths of one) per cent. This frac- tional gain‘in money value of cotton “cloth imports was made despite a loss ef 114,000 “square yards in shipments received. Before concltiding these sta- tistics let it be added simply that ex- ports were five times the value of im- ports. But the misleading headline accomplished. its purpose in this in- ‘stafice, as it probably has in others, and muddled thinking is promoted by an agency of the Government which is supposed to be striving for the eco- nomic welfare of the country. BLAME FOR TARIFF DELAY. ~ Discovery by tariff reactionaries in the Senate that the President may be in favor of the work being done by the coalition to carry out his program of revision comes as a shock to them. And yet consideration of Mr. Hoover’s knowledge. of industry, markets and foreign trade should have warned them from the first that he would not be in sympathy. as a business man at least, with the ridiculous rate increases pro- posed by ‘the House and by the Senate committee. On the other hand, it has been un- fortunate that the President’s attitude, if such it is, was so long in doubt. In an effort, apparently, to hold to- gether on some basis the discordant elements of his party which on the tariff, as on other major issues, is woefully ‘split, Mr. Hoover has prefer- red to remain silent except for his expression on the threat of his power aaa . undet “the flexible provisions and the USE MADE OF HEADLINES. . A few weeks ago attention was called . steps he has taken toward expediting the legislation. ‘The coalition in the Senate which has been carrying out the Hoover formula bears the brunt of the com- plaint against tariff delay, and yet that - blame clearly enough attaches to the stubborn resistance of ‘the reactionaries who continue their suppprt of gro- tesque rates even after the country has registered its distinct disapproval. And _a large measure of blame also goes to the President as well who, only after the coalitionists are in unquestioned control, lets it appear that he has been with them right along. This looks very much like betting.on a winner in the homestretch. Nevertheless, the Executive’s views even at this late date should act to hasten agreement in the coming con- ferences. between the House and Sen- ate committees and finally end the long doubt over what our tariff is to be. ADVERSE INFLUENCES. Price weakness, unemployment, weather conditions, tariff delay and the time required to ease credit have been the chief factors in holding down the rate of recovery from the business re- action which set in last summer and which was aggravated by the stock market crash. With the single excep- tion of the weather, these adverse in- fluences are still operative and conse- quently put off the time when real improvement may be expected. The marked declines in commodity prices, and especially in wheat and cot- ton, tighten the brakes on _ business operations and probably hold up trade which otherwise might be undertaken. The Annalist index is down to 137.5 a drop of one point for the week and 9.1 points under a year ago. Only the building material group gained on the week. As was imagined, the optimistic fore- casts from Washington on employment last month failed to dovetail with the final figures of the Labor Bureau, which showed a loss of 1.8 per cent., fractionally more than the seasonal de- cline. -The drop in payrolls was 4.8 per cent., also higher than the seasonal amount. However, the Bureau did not fail to state that from the index period of the middle of the month, the usual upward trend has been disclosed. Open weather has helped trade and it should aid employment, particularly in the construction line. However, the trend of contract awards is still under a year ago by a very wide margin. The steel industry has gained a little furth- er but is not hoping for much further increase in the immediate future since both building and automobile manufac- ture are so slow in expanding opera- tions. RETAIL PRICE RIVALRY. It seems questionable just what ad- vantages are to be gained in the spec- tacular price battles which have been recently staged by some of the large retail stores in the principal American cities. When the smoke of. hourly re- ductions clears away, the establishments may be the gainers by some dubious publicity and the losers by whatever the stunt cost them, The publicity is called “dubious” because in this day and time few customers are fooled into believing that because one item is sold at or below cost other merchandise is similarly available. In, fact the aver- age customer’s reaction.is that the losses. will be made up on other sales. And the average consumer may see a reason for patronizing the cut-price sale and avoiding other purchases. Where the. general price policy is concerned it is well enough for a store to seek public recognition of its values. Nevertheless, to go further and at- tempt to persuade the public that it undersells all competitors is taking in too much territory. Thousands of stores are catering to that public. Each one might be selling some articles at cost or less, and to carry out a broad guarantee to meet all this competition would put any concern out of business in quick order. Instead of such attention to what others are doing, it should prove far more profitable for a store to test out the right values and qualities with its customers, bringing down its prices or pushing up its qualities to where in- creasing sales volume testifies to the satisfaction of its patronage. And more energy might likewise be turned to the discovery of new and attractive articles and designs and to the im- provement of sales personnel technique, MORE FAVORABLE WEATHER’ Marked increases in sales are re- ported by some leading stores as a result of the exceptionally mild weath- er which has prevailed for several days. Since this foretaste of spring was rath- er general through the country, it is taken for granted that about the same gains were registered in many _ sec- tions not affected too severely by un- employment or other unfavorable in- fluences. The major activity is found in the apparel lines. The modified styles in women’s wear attract a brisk demand. Retailers have enjoyed about their first opportunity to test out the response to new spring designs. Clearances of men’s clothing are also stimulated, al- though the business on overcoats quite naturally suffered. Furniture sales have been quite successful, conditions considered, and small increases for the month over a year ago are expected. The activity which more favorable weather has brought about in trade may lead to some changes in merchan- dising plans. While the weather has -been accepted as a factor in slowing down sales, other influences perhaps were too seriously considered. At any rate, the pressure on prices may be relieved somewhat and more effort di- rected toward the promotion of new and quality goods at regular values. SS SENATOR DILL A FOOL. John Marshall said that if the Su- preme Court were not to pass upon the constitutionality of acts of Congress there might as well be no written Con- stitution. A political majority in both houses could decide for itself what legislation was valid and interpret the lariguage of the Constitution to suit its purposes. Although able lawyers in the Senate and the House told their colleagues that the child-labor bills were unconstitutional, such bills were passed twice and each time invalidated by a decision of the Supreme ‘Court as an invasion of the rights of the states. Senator Dill’s announcement that he intends to offer a constitutional amendment depriving the Supreme Court of its power to declare a law unconstitutional is, in effect, an an- nouncement that he intends to reduce the Constitution to a mere scrap of paper. Only the mental bankrupt needs constant amusement, anteicpastacis fiocias? February 26, 1930 MICHIGAN TRADESMAN 9 OUT AROUND. Things Seen and Heard on a Week End Trip. One thing is very evident—that the mail order houses are not going to be successful in their effort to establish branch stores throughout the country. Montgomery Ward & Co. opened a store at Traverse City a year or so ago, but ignominiously surrendered and abandoned the field entirely after an experience of about six months. They moved the stock to the Soo, where it is reported they are not doing any better than they did at Traverse City, where their loss is now conceded to have been $90,000. store at Holland two weeks ago last They opened a Saturday with an equipment of from fifty to 100 clerks. dwindled to abandonment of the taking is clearly seen. The payroll has An early Holland under- since eight. Sears, Roebuck & Co. opened a tire and hardware store in Grand Rapids about two years ago. Several months ago they arranged with the Goodspeeds to erect for them a four story and basement building on Pearl street. Be- fore the building was completed they saw they had made a mistake and of- fered the Goodspeeds $50,000 to secure a cancellation of the lease, which offer was refused. They then proceeded to open the store, employing 300 clerks The number has since dwindled every week. the first week. Last week the number on the payroll was reduced to forty-six. This week it is understood it will be further reduced to twenty- three. The establishment is as desert- ed as a graveyard in winter. The man- ager and assistant manager are wait- ing on customers, the same as_ the scattered clerks are doing. The hosiery and underwear departments have been farmed out to a Jewish syndicate which is not at all satisfied with its acquisi- tion. The man who selected the loca- tion and negotiated the twenty year lease was discharged as soon as the head officials found they were tied up to a location which is neither hay nor It is not on a retail street and the surroundings are such that farm- ers » (who vrass. constitute the principal source of patronage for a store of that character—or lack of character) can- not park their cars to any extent with- in five or six blocks of the store. establish These three failures to branch stores in communities which will not tolerate the questionable meth- ods of the mail order houses are in keeping with the experience the Chi- have met in They will continue to meet similar experiences so long as they persist in undertaking to estab- lish stores which they are utterly un- cago promotors many other localities. able to conduct successfully. In discussing this subject in his new and priceless book on Economics of Retailing, Paul H. Nystrom gives the following reason why chain store ideas can never prevail over the indepéndent retailer who does business along cor- rect lines: Much has been said about the possi- ble elimination of independent retailers by other forms of retailing, particularly chain stores. A careful survey of re- tailing, the world over, indicates that the independent retail store has never, so far, been completely eliminated. This type of retailing is able to survive in some fashion under almost all condi- tions. The independent store is to be found in communities too small, too poor or too far out of the way to be of any interest or to offer any possible means of existence for any other type of retailing. The independent retail store has survived the severe compe- tition of chains in communities in which chain stores have apparently al- most reach the saturation point. They have lived through the very active competition of consumers’ co-opera- tives in England. They have continued to exist in the face of governmental charities or to act on any other matters of store operation. There is a personal incentive in the independently owned retail store that. for many people, serves as the greatest incentive to effort in the world. Many people would rather work for them- selves, even in small shops, and devote their entire energies thereto, than to work for others at even higher incomes. Large organizations, through effective personnel methods, aim at the results achieved through personal ownership as an ideal. Under close supervision and effective drive, such results may be approximated but probably never equaled. The close personal contact of the owner and the manager of an inde- pendent retail store with his public is another factor of great importance in its continued success. Customers are received as acquaintances and friends. Paul H. Nystrom regulation and hostility in Soviet Rus- sia. The influence of the independent retail distributor may possible be de- clining in some locations in America at the present time, but it seems utter nonsense to believe that the independ- ent retailer may be completely driven out of existence. That will never come to pass. There are qualities in independent retailing that fit it for survival under almost all conditions. The personal and direct ownership of an independent retail business makes it possible to change its methods or policies whenever such changes may be needed to suit customers. Prompt decisions, respecting any or all matters may be made in such establishments, whether it be to decide to join the local chamber of commerce, to participate in community movements, to employ some one who may be of help in de- veloping the business, to contribute to Complaints may be instantly satisfied, lost sales retrieved and accommoda- tions arranged to suit the individual requirement. Through this close con- tact with his customers, the independ- ent merchant may study their likes and dislikes and in that way closely deter- mine his stock requirements. The close contact with the public and direct personal interest in selling induce a supervision over employes which prevents the raw, crude inci- dents that happen daily to customers served by inefficient salespeople in de- partment stores and chain stores. In small stores the number of customers is not at anv time very great, so that there is a possibility not onlv for alert, aggressive selling but special, personal attention to every customer. The small size of the average inde- pendent retail store has its disadvan- tages, but it likewise permits its owner and manager to have an_ intimate knowledge of his stock, such as can be secured only by the most carefully devised and expensive stock control system in larger institutions. The independent ownership and man- agement of a retail store permits a high degree of elasticity in its policies on when to open and to close shop. Small, independent stores are frequent- ly kept open to serve customers during lone evening hours and on Sundays and holidays. Such policies would be practically impossible in institutions operated by emploves. Small, independently operated retail stores may, and frequently do, carry merchandise such as chain stores and department stores have found unprofit- able. Among such goods are the highly perishable, ready-cooked and ready-to- serve foods, slow turning goods, un- usual qualities in merchandise appeal- ine to local groups of customers and so on. In all theoretical discussions rela- tive to operating expenses in retail stores. it is properly assumed that a ecrtajn volume of business is requisite to the successful operation of a unit and that sales below these minimum amounts must raise operating expenses out of line with ---npetition. Actually, in thousands of instances, it does not work out in this way. As a matter of fact, actual operating expenses in small, indenendent, retail verv low. There is no type of retailing institution in existence that can sell the quantities and qualities of distributed by such stores on the low expense found therein. These exceptions to the theory of retail operating expenses are due to certain widespread artificial conditions. In multitudes of independent stores there are no hired emploves. The owner may not even allow himself or herself a regular salary. During rush periods and other times when the head of the store must be absent, other members of the family assist in his duties, likewise without pay. Rent ts cut to a minimum in a great many small stores by the use of an upper floor or part of the “space occupied by the store itself as a residence. Items of expense. such as for supplies, elec- tric light. heat, water and so on are most carefully controlled. The dis- counts from the regular retail prices obtained on goods consumed by the retailer and his familv are an important part of his income. In many cases, the net revenue obtained from the store is supplemented by income or earnings from other sources. To be sure, if all factors contributing to the overation of retail stores, such as just described, were to be placed on a business basis, and proper charges at market rates set up for each, then the operating expense in stores with small sales would mount to impossible heights. As it is, the operations of these store are conducted on such or- dinarv competitive gross margins as mav be obtained on the sales. These small shops, of which there are multi- tudes, enjov no market advantages when purchasing goods. Having no buving power, they get no quantity or other special discounts. Their gross profit margins average lower than for anv other tvpe of retailer. If condi- tions allowed them to purchase their goods at prices as low as those obtain- Stores are goods ed in larger mercantile institutions, such small shons operated on such narrow operating expenses would be exceedingly profitable, but, as their sales increase and as thev become more successfull. hired help replaces the unpaid services of members of the familv. more space is required, higher rentals expended and so on through the list of operating expenses. In con- clusion, although it may be definitely shown that a grocerv store cannot be onerated on a business basis on sales of less than $25,000 a vear. it is not safe to assume that small shons with sales amounting to $10,000, $5,000 or 10 even less per year, are not successful in their operations. Nor is it safe to assume that the existence of such stores adds to the costs of distributions of goods. It is more than likely that the existence of great numbers of small shops, operated only partly on a strictly self-sustaining basis, results in a competition of services as well as prices from which the consuming pub- lic profits inmeasurably. In the foregoing paragraph, there were enumerated some of the factors pointing to a cont?~ed existence and even strength of distribution of goods through small, independent, retail stores. Where the independent retailer fully utilizes such opportunities as ex- ist for him, he can scarcely be forced out of business, and there is even the promise of some degree of success for those who must effectively meet the difficult conditions of modern trade. One of the means by which the inde- pendent retailer has strengthened his position is by increased education in methods of merchandising. by meeting present-dav requirements for attractive displavs, cleanliness, good lighting and modern eauipment. There is obviously great vitality in the system of distribution through in- dependent retailers. The mortality rate among such retailers *s high and has always been high. Whenever a. re- tailer drops out there is almost always another to take his place to make another trial. Out of the many efforts, an occasional store makes a success, and out of the many efforts lessons may be drawn which, when properlv applied, may guide those who come after. I am so fortunate as to have two Pauls on my list of friends. 30th are very remarkable distinguished men. Paul Findlay has been a regular contributor to the Tradesman for many years I hope he continues as such long after I have gone to my re- ward, because he is very practical in his methods. conclusions and = argu- ments. He gives us a little summary of his life in his regular contribution this week. He has written a little book which every grocer and fruit dealer should have on his desk and consult frequent!y. The other friend is Paul H. Nystrom, who is absolutely the strongest and most argumentative talker on mercantile topics I have ever He spoke before the Mer- chants Congress at Grand Rapids sev- eral years ago and at his evening talk his hearers refused to permit him to stop until nearly midnight. Perhaps he is a little more polished and schol- arly than the other Paul, because of his long asociation with university profes- known. sors and students: yet he does not shoot over the heads of his hearers, as most college men do. but talks in a language which they can readily un- derstand. Starting in life as a farm hand and clerk in retail stores, Mr. Nystrom has had a most useful life, having been a close student of mer- cantile conditions for more than thirty years. As showing how versatile his life has been. I am pleased to submit the following summary of his various connections: 1897-1908. Teacher and high school superintendent. 1909-1912. Assistant Professor of Political Economy at the University of Wisconsin. 1912-1913. Assistant Professor of Economics at University of Minnesota. MICHIGAN 1914-1915. Director Trade Research for U. S. Rubber Co., New York. 1915-1917. Sales Manager .Interna- tional Magazine Co. 1917-1921. Director Retail Research Association. 1921-1927. Professor Marketing at Columbia University. 1927 to date. Business and Market- ing Consultant. In the meantime he has written six very remarkable books: Retail Selling and Store Management, 1913; Econ- omics of Retailing, 1915; Textiles, 1916; Retail Store Management, 1917; Auto- mobile Selling, 1919. For ten years he has been busily employed on two books, entitled Economics of Retailing, which every progressive merchant in Amer- ica should own and read religiously. They cost $10, but they are worth a hundred times $10 to any merchant who uses his thinking apparatus as he should. The books are published by the Ronald Press Co., 15 East 26th street, New York. Every thinking merchant will find these books of price- less value to him. I commend them to the consideration of every merchant who aspires to the highest station it is possible for him to attain in the realm of mercantilism. There is no feature of successful retailing which these books do not discuss with great care and thoroughness. J. Bert Travis, editor of the Gobles News, writes me as follows: “Your attitude as to chain stores has been brought to my attention and I wonder if you class 1.G.A. stores and R. Stores, having a financially inter- ested local manager, in the chain store class and so subject to your criticism?” My reply to Mr. Travis is as follows: “Replying to your enquiry of Feb. 21. I beg leave to state that the R stores advertise themselves as chain stores and the owner as R Chan Stores, Inc. The little interest the managers owns is not in the home business, but in a stock company or- ganized in Detroit and covering other properties as well. The connection he- tween this investment and the local store is so remote as to receive no consideration whatever. “The I.G.A. stores are in a different class, because they are owned by the They simply pay the I.G.A. a certain stipu- merchants who conduct them. lated sum once a week or once a month for the use of the I.G.A. propaganda, The I.G.A. stores can buy goods wher- ever they please, although they are nat- urally expected to handle some of the nondescript brands put up and sold by the I.G.A. “The R stores, on the contrary, are expected to buy everything from the National Grocer Co., which has ceased to exist as a regular jobbing house and has become merely a supply house for its self-confessed and proclaimed chains. “T hope I have made myself clear in thus differentiating as to the two classes of stores.” flamboyant y A few years ago all canned pork and beans were put up in 20 ounce cans. Along came the chain stores, demand- TRADESMAN ing an 18 ounce can, so they could un- dersell the independent merchants who still handled full weight cans. In the course of time independents began buying 18 ounce cans to enable them to meet the price of the chains. Then the latter demanded a 16 ounce can, which is now found on the shelves of all the chain stores. The independents are following the downward trend and six months hence no more 18 ounce cans will probably be produced by any cannery in the country. The reduction in weight has been brought about by the insistence of the chain stores that a package be produced which can be made to sell for ten cents at retail. That result has now been accomplish- ed, but the profit to canner, jobber and retailer is shaved down to the lowest possible limit. E. A. Stowe. —___~+ > >_____ Dr. Julius Klein’s Advice To Dis- tributors. Here is the decalogue for distrilbu- tors—wholesalers and retailers—pro- posed for 1930 by Dr. Julius Klein, Assistant Secretary of Commerce: 1. Improve your stock records and devise some method of inventory con- trol. In a study of failures in one re- tail field over half were directly trace- able to overstocking of wrong items. 2. Use or develop better-trained personnel. One of the important causes of the returned-goods evil is poor selling ‘by untrained clerks. 3. Improve collection policies. Re- cent studies place the average period for which charge accounts must be carried at 70 days—obviously an un- necessary tie-up of capital. February 26, 1930 4. Organize delivery methods and eliminate excessive delivery costs. Good business thought given to deliv- ery can reduce expenses for most of the country’s distributors. 5. Curb the mania for gross sales. The law of diminishing returns sharp- ly reduces profits, swiftly increases ex- penses after sales have passed normal volume. 6. Improve and simplify accounting methods. Too many distributors have inadequate accounting systems and many of the rest have systems too elaborate for their needs. 7. Improve store layouts. __—__ Forces Which Crushed Market Will Revive It. Irving Fisher's new book “The Stock Market Crash—And After’ (Macmil- lan) recalls with vivid detail an au- tumn experience unpleasant to most with the passing of the an- people but storm this Yale other burst of sunshine on the horizon. Essentially what Professor Fisher contends is that the very forces that induced a crash in American stocks were the forces that will restore the bull market. What he means is that a fundamentally bullish market finally economist sees MICHIGAN broke of its own weight. These pres- sures he describes as factors not of de- pression but prosperity. He even goes further. He describes them as factors “iden- tical with those which should bring about the recovery of the long bull market, that had lasted with but minor interruptions from the close of 1922. It was in the main over-eagerness to profit by these factors which produced the crash. The prime fault lay in the credit structure. Just because there were golden opportunities to invest, opportunities for futurevdividends and profits that were not illusory but real, there had been an undue haste, an un- due eagerness to invest, and people had tried more and more to do business on S, borrowed money Professor Fisher on previous casions has been noted for his market enthusiasms but in a chapter on “The Hopeful Outlook” in his new book he further than many commentators would want to go. He makes a study of the relation of stock prices to earnings that leads the “with the exception of two or three preceding the panic, the market was not much, if any, overflated.” Here is what he says on this always “The studies of the relation of stock prices to earnings Oc- goes somewhat conservative him into conclusions that months immediately puzzling relationship. during this period of great increase in wealth and earnings power of corpora- tions, made it clear that the old arbi- trary fashion of estimating ten times the annual earnings as a fair selling price for common shares was inade- With the rapid changes in out- look of individual businesses, the price- quate. earnings ratio becomes meaningless as a guide to investment without that con- stant scrutiny of prospects which the machinery of investment counsel and investment trusts has lately provided. Earnings have been increasing more steeply than formerly and have been discounted further and further into the future. The consequence is that the average justifiable price-earnings ratio For the reasons enumerated in this book it will hardly return to the old level so long as there is still a prospect of rapid future in- has risen. crease in earnings.” Paul Willard Garrett. [ Copyrighted, 1930.] —_—_+-.____ Other Factors Must Be Considered. The price-earnings ratio, which be- came so popular last year as a market indicator, is apt to receive too much attention, though it may be a useful guide within certain limitations. even Such are the conclusions drawn by D. C. Elliott, economist of the Midland Bank of Cleveland, in a_ series of studies analyzing ratio trends of eighty representative common stocks by months from January 1, 1925 to 1930. After deciding that the average ratio over a long period is about ten times earnings, the bank warns against the tendency to set up an arbitrary ratio as applicable to all stocks. Pointing to the difficulties in con- structing a price-earnings ratio index, the bank shows why it decided the best was based on earnings for the pre- ceding four quarters, TRADESMAN February 26, 1930 The Measure of a h 16 CONVENIENT OFFICES 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’’ Bank IS 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- tion might prove lastingly profitable! OLD KENT BANK 3 14 OFFICES RESOURCES OVER $40,000,000.00 q Hi Es Pea aanr ee February 26, 1930 MICHIGAN TRADESMAN 13 Emphasizing the dangers to be avoided in putting .o practical use price-earnings ratios, the bank shows the average for the eighty stocks be- gan at 11 in 1925, rose to a peak of 16.2 in December, 1928; fell to 15.2 last September and then dipped to 9.5 in November before rallying to 9.9 in De- cember. “The principal argument in favor of the price-earnings ratio is that it ties up the price of a stock with the factor of greatest importance in analyzing that stock—that of earnings,” says the bank. “On the other hand, a number of serious pitfalls must be avoided. In the first place, it is constructed only on a basis of past earnings, whereas fu- ture earnings should also be carefully considered in purchasing a stock. One of the most unfortunate errors which crept into the minds of many during the recent bull market was the assump- tion that the record-breaking increases in corporation earnings in 1928 and 1929 would continue without inter- ruption, although history shows that profits are not always rising rapidly even though the long-time trend is upward. “Another drawback is the danger in overlooking entirely the factor of yield. It may be perfectly true that earnings can outweigh yield in im- At the same time, ordinary prudence suggests that the element of yield should not be sidetracked by the earnings factor. “A third danger is in accepting a catchword such as ‘ten times earnings’ or ‘fifteen times earnings.’ Obviously, portance. common. stock of companies having the best earnings record and enjoying the best management, and whose busi- ness is basic or well diversified, are en- titled to sell at a higher price-earnings ratio than the average stock. The same is true of stocks in the industries which possess the greatest future promise as compared with those with an uncertain outlook.” William Russell White. [Copyrighted, 1930.] —_—_>+- Recovery of Penick & Ford From Recent Depression. Interest has been revived in Penick & Ford, Ltd., by suggestions that this company, once controlled by the Corn Products Refining Co., might again re- turn to the old ownership. It was segregated in 1913 in compliance with the wishes of Government officials. Penick & Ford has become the largest producer of molasses and cane syrup in the United States, and its business is quite similar to that of Corn Products. This part of the busi- ness, however, is less important than the manufacture of corn products, such as corn syrup, starch, corn sugar, corn oil, feed cake and gluten food. In this business the company suc- cessfully competes with the Corn Products, particularly in the Southern States. It is a large dealer in black- strap molasses, used for cattle feed and in the manufacture of denatured alcohol. It handles the production of the American Sugar Refining Com- pany, United Fruit Company and others, Earnings have shown a tendency to improve in recent years, after a period of irregularity that followed deficits in 1921 and 1922. As a result, the finan- cial position has been strengthened and suggestions have been heard of an increase in the dividend rate. A funded debt at the end of 1926 of $3,546,800 was reduced to $1,970,305 in 1928. The remainder was called for payment June 1, 1929, leaving the com- pany free of debt. The retirement was accomplished out of earnings, no new stock financing having taken place since 1922. Capitalization consists of $2,867,000 7 per cent. preferred and 424,965 shares of common. Net income in 1928 was $1,293,196, equal after preferred dividends to $2.56 a share. In that year, however, the company charged off $200,000 as a con- tingency reserve, compared with only $25,000 in 1927. Prior to this charge- off 1928 earnings were equal to $3.03 a share. In the first nine months of 1929 earnings were equal to $2.96 a share, compared with $1.55 a share in the preceding year. Third-quarter earnings ‘were equal to 95 cents a share, compared with 50 cents a share in 1928. Dividends, continued in 1927, were resumed in December at the old rate of $1 a share annually. Leading which had been dis- interests apparently had preferred to use earnings available for distribution to enlarge company’s busi- ness. [his policy, of course, con- tributed to the recent recovery. It seems possible a more liberal dividend course may be considered warranted now, however. William Russell White. [Copyrighted, 1930.] ——_++.—___ Why Margin Is Figured on the Selling Price. Because neither margin nor profit is made until the sale is made. Because expenses are always figured in relation to sales. Because total sales are usually avail- able at a glance. Because allowances and discounts are always made on sales. 3ecause mark-downs are always fig- ured on selling price. 3ecause a large part of lost profit in actual cases is traced to figuring mar- gin on cost and expenses on selling. Because this method truthfully represents the per cent. you make on a sale. To base the selling price on cost exaggerates the percentage and is misleading. oe Drinking Fountain Serves As Adver- tising Medium, Drinking fountains are of vital im- portance to every hardware store, but in many instances are not practical, inviting, ornamental, nor serviceable. The Doerr Mercantile Co., Larned, Kan., has taken cognizance of the facts as outlined, and to stimulate interest and attract public notice have provided a mechanically iced fountain—a type installed by their own plumbing de- partment. This, in a sense, kills two birds with one stone, in that it at- tracts buyers to the store and at the same time serves as an advertising medium, GRAND RAPIDS NATIONAL BANK Investment Securities Affiliated with Grand Rapids National Bank Investment Securities E. H. Rollins & Sons Founded 1876 Phone 4745 4th Floor Grand Rapids Savings Bldg. GRAND RAPIDS Philadelphia Los Angeles New York San Francisco Chicago Denver London Boston L. A. GEISTERT & CO. Investment Securities GRAND RAPIDS— MICHIGAN 506-511 GRAND RAPIDS TRUST BUILDING Telephone 8-1201 14 FIERCE COMPETITION In Commodities, Prices and Modern Methods.* When I was asked to talk on the subject of competition, it was under- stood that I would discuss the subject as it applied to my own store. Location of a store naturally has considerable to do with its competi- tion, so I will tell you briefly about my store. Business was established in 1885, located on one of the main thor- oughfares Detroit and To- ledo, four from the center of Detroit on an East and West street. South of this street for nearly a mile, only railroad tracks, a railroad terminal which is five blocks long and a body factory almost four blocks long. My business is derived mostly from the homes on the North side of the street, some transients, a few coal yards, trucking companies and small factories. Within a few minutes’ drive you can reach three shopping districts. Each has from three to five chain stores of some kind. Seems to me that if I told you that we have fifty-seven va- rieties of competition in Detroit that would be putting it mildly. First, let us consider the factory mechanic, of which we have many thousands in our city. In addition to we have any number of exclusive tool stores, which because of their large and varied as- sortments, draw trade from all over our city. Some of these stores pool their buying, thereby being able to buy as cheap and sometimes cheaper than the jobber, the result being that they sell to the consumer for the same price I must pay the jobber, for in- stance, 6 inch Nicholson files, 2 for 25c; No. 4 Stanley planes for $3.75; No. 30 Yankee screw drivers for $2.25; Starret tools at 30 per cent. off. instances a jobber made a concession of an extra 10 per cent., which makes it possible for me to compete with the tool store, though with only a small margin of profit. Some of these tool stores also carry a complete line of sporting goods and I can recall one of these, advertising Win- chester pump guns in one of our lead- I can recall another instance, where a clerk in a sporting goods store offered to allow a traveling man, who was a per- fect stranger in this store, the use of a Remington rifle over a week end, without so much as even a deposit, thereby hoping to make a sale. Every community has its small one- repair man who builds a few houses now and again and does general repair work. If he has a house to build he naturally goes to the supply yard first, here he buys the necessary cellar stanchions, bell traps, ash pit doors and glazed steel basement sash. The lumber yard glazed roll roofing, ashphalt shingles and sheathing paper; they also sell nails, builders hardware, paint and anyone can buy a combina- tion door glazed for $6.50. between miles homes There are no our hardware stores In some has rifles, guns and ammunition. ing dailies for less than my cost. horse contractor or general supplies sash, *Paper read at hardware convention by Fred A. Harms, of Detroit» MICHIGAN Another necessary evil of every community is the painter and decorator and mine is no exception. Regardless of his financial standing, whether he maintains a shop or buys just enough material for a job at a time, he feels he is entitled to and nearly always buys as cheap as I do; if not from a Detroit jobber, there are scores of out of town salesmen who are always eager to make a sale. Drugless drug stores are located about four blocks apart on my street. It is needless for me to enumerate all the lines of hardware that these carry. Coal yards, construction contractors and small factories are supplied either by a local jobber or an exclusive con- tractors supply house of which we have a good many. They sell nails, bolts, hose, pipe, wheelbarrows, shov- els, picks and heavy hardware at the regular wholesale price. One of our jobbers makes a differential of 10 to 20 per cent. between the dealers and price, so that on some buy from this house compete. the contractors’ goods that we we are able to Perhaps one of the worst pests we have to contend with is the purchas- ing agent of a manufacturing concern. I do not feel inclined to deny him the privilege of buying at wholesale for his own private use, but it does not seem fair that he should buy refrig- erators, lawn mowers, cutlery, sport- ing goods and what not for an army of relatives and friends. Days have been spent in talk and volumes written about selling the wo- man shopper. Truly, much of this is praiseworthy, but in a city the size of Detroit try to compete with several of the world’s largest department stores, which sell practically everything which a woman needs, displayed under ideal conditions, who have several full page advertisements in the leading dailies and who have sales of some kind al- most every day in the year. Not only that, but her home is canvassed daily by agents who sell anything from a vegetable brush to an electric sewing machine. She saves coupons for a set of Speakers Oats aluminum ware or has been persuaded to buy a $150 set of cast iron club aluminum. Try to sell a gas range when the gas company sells them for less, give a year free service and the purchaser pays only $3 per month with the gas bill. On account of the intensive house to house campaigns put on by ex- clusive electric appliance shops, it has been almost impossible to sell electrical appliances, they not only sell from house to house, but they provide luncheon parties at which they demon- strate their wares. Not only is the hostess given an electrical appliance gratis, but in case they entertain a club or society of some kind they re- ceive 50c per person for all who at- tend. Old appliances are taken in ex- change, and the sale terms are more liberal than the hardware merchant can give. . Our leading daily newspapers, dol- lar-a-week jewelry and_ installment houses have sold and given away about all the coaster wagons which my com- munity can absorb. These are sub- TRADESMAN standard wagons, of course, but are cleverly advertised and they get away with it. From what I have said you will think I am a super-pessimist, but not so. It has always been the policy of my store to stock a reasonably suffi- cient quantity of the class of mer- chandise that my community demands, always of a quality that I can stand back of and make good if necessary. Of course it is necessary, too, to adopt modern merchandising and dis- play methods, just as much so as it is to have the goods and price. For some time to come I expect to make my living selling good merchan- dise, well displayed, at the proper price, with proper service. —_+ + >—__ Boys’ Wash Suits in Active Call. Buying activity in boys’ wear at the moment is largely concentrated on wash suits and separate shirts and blouses. The orders for wash suits in sizes 3 to 10 favor the flapper type with self belts. These styles are wanted mainly in linens and_ broad- cloths in blue, white, tan and natural shades. The business in shirts has been developing nicely, with major at- tention accorded types of the same ma- terial and style as those for larger boys and men. Practically all of the junior shirts are of the collar-attached type in solid white, blue and tan and fancy The blouses being bought are almost entirely of the but- ton-on variety. ——_—__> ++ The earnest man is not always seri- ous. patterns. Direct Wire Petter, Curtis & Petter, Inc. offers investors instant ex- ecution of orders through direct wire connections with Spencer Trask & Company, members of New York and Chicago Stock Exchanges and New York Curb market — with branches in the leading financial centers of. the world. PETTER CURTIS q& PETTER INC. Grand Rapids Phone 4774 Muskegon February 26, 1930 GUARANTEED 5Y2% and 6% Ma- Rate turity $15,000 American Home Security Co. -. 6% 1943 Juaranteed by Metropolitan Casualty Insurance Com- pany of New York $35,000 Central Secur- ities Company__ 6% 1940 Guaranteed by United States Fidelity & Guaranty Co. $ 5,000 Federal Home Mortgage Co._. 542% 1938 Guaranteed by National Surety Company $11,000 Union Mortgage Company ------ 1932 yuaranteed by Southern Surety Company $25,C00 Illinois Standard Mortgage Corpo- ration... 6% Serial Guaranteed by Metropolitan Casualty Insurance Com- pany of New York $10,000 National Union Mortgage Company 6% 1946 Guaranteed by National Surety Company The Industrial Company Associated with Union Bank of Michigan Grand Rapids, Michi Resources over $5,600,000. Fenton Davis & Boyle Lavestment Bankers Yy Detroit Grand Rapids Chicago Buy that which CONTRIBUTES to ownership. Such a policy is im- portant, particularly in Investments. GEO. B. READER Wholesale Dealer in 1048-1048 Ottawa Ave., N., Tel. 93569 GRAND RAPIDS, MICH. EB mS Bs : q February 26, 1936 MICHIGAN TRADESMAN 15 MUTUAL FIRE INSURANCE Don’t Take Chances on Your Insur- ance Policy. Where a retail merchant takes out insurance upon his stock of goods, and the great majority of prudent mer- chants do, he should know beyond any doubt just what his policy covers. And, needless to say, the way to this infor- mation lies through an examination of the policy, and not through putting it away ina safe until after a loss occurs. And further, a merchant is not al- ways safe in placing a blind depend- ence in the construction placed upon a policy by the agent of the company issuing it, as to what it covers. Es- pecially is this true in mercantile pol- icies, which frequently contain pro- visions excluding liability for loss of particular kinds of goods. By the same token, a form policy that might cover the average hardware, paint, dry goods, or other stock, may prove inadequate in case a merchant carries a heavy sideline of perhaps a more expensive line than is usually carried in a store of his class. The importance of care on the part of a merchant in situations of this kind should not be overlooked when insur- ance is being taken out. For example: A dry goods merchant applied to a local insurance agent for a policy cov- ering his stock of goods which con- sisted for the most part of clothing for men and boys. The policy appears to have been a standard form covering stores of this class, and stated upon its face that it ‘did not cover goods made of silk. The merchant noted this provision, and called the local agent’s attention ‘to it stating that at certain seasons of the year he carried a considerable stock of silk shirts, and of course wanted them covered. In reply, the agent stated that since the policy covered clothing and gent’s furnishings, the silk shirts would come in under this provision. The agent was, it appears, honest in his opinion, and the mer- chant relied upon it without going fur- ther. All right. A loss occurred which included about $1,000 worth of silk shirts. The insurance company admitted liability for the clothing, and other goods lost, but denied liability for the shirts on the ground that they were made of silk and expressly excluded in the policy. The merchant then came for- ward with what the local agent had told him, about what the policy cov- ered, and contended that the company was bound by the agent’s construction. The insurance company denied this contention, and the merchant filed suit. Upon the trial of the cause, the court held that since the terms of the policy were plain, and excluded goods made of silk, they would stand. Further, that the local agent of the insurance com- pany had no authority to change these terms, and that his opinion about what the policy covered did not bind his company. In another case, a merchant took out a policy covering his stock, and the policy contained a provision for- bidding the keeping of gasoline, ex- cept in certain quantities, on the prem- ises. The merchant did not read his policy, and after a loss it developed that he had permitted a larger tank of gasoline to be kept in a store room. The insurance company refused to pay because of this violation of the terms of the policy, and the court up- held this contention. Taking the position, that the fact the merchant did not know his policy contained such a term did not relieve him from its operation, that it was his duty to read his policy, and then comply with the terms therein, or if they did not suit his business to obtain insurance that did, and that he could not evade the plain terms of the policy on the ground that he had not read them. The foregoing cases are taken al- most at random from the books which contain hundreds of cases of this char- acter; cases in which merchants have lost heavily because of their failure to know just what coverage their insur- ance policy gave them. And, in a ma- jority of these cases, this failure to know was caused either by reliance upon what someone else told them was intended by the terms used, or a complete neglect to even examine the provisions set out. In the light of which, common busi- ness prudence would seem to dictate that when a merchant receives a policy covering his stock that he take a few minutes’ time, and look it over care- fully. If it clearly suits his needs well and good. If there are doubtful pro- visions, a letter to the insurance com- pany is in order, asking for its con- struction of the terms, to the end that after dsputes may be avoided in case of a loss. Leslie Childs. —_—_ 2 >—__ For the Prevention of Fires. Several serious fires in the scaffold- ing of buildings and bridges during construction have resulted in large property loss and delay in completion. The Bureau of Standards has re- ceived frequent enquiries relative to methods that can be employed to de- crease this fire hazard, and some tests were undertaken employing several types of treatments meeting the spe- cial conditions involved. Impregnation or coating with many of the chemicals generally used to produce a fire retard- ant condition are objectionable on ac- count of irritating effects on hands of workmen, particularly in case of in- jury. Also, no coating can be applied to the surface of the timber so opaque that it obscures defects that have a bearing on strength. Preliminary tests with various chem- icals applied to the surface of the wood was insufficient to obtain any appreciable fire retardant effect. Of accepted surface coatings, sodium silicate (water glass) appeared proim- ising, and further ignition and spread of flame tests were conducted with this treatment. The specimens for the ignition tests consisted of pieces of short-leaf or loblolly pine, Western pine, or Douglas fir, 10 inches square and 3 inch thick, and for the spread of flame tests the specimens were 2 inches wide, 18 in- ches long, and 34 inch thick. Except for a 3 inch length on one end of the long specimens, they were coated on all sides with one brush coat of sodium silicate of specific gravity 1.38, thinned with water to specific gravity 1.33. The ignition tests were conducted by applying safety match flames, 1 inch yellow bunsen burner flames, and 8 inch blue bunsen burner flames for periods of one minute to the corner, edge, or flat side of the specimen. Burning continuing for one minute or more after removal of the igniting flame was considered as_ ignition. Ignitions using safety matches were obtained in 63 per cent. of the trials with the untreated specimens and in 14 per cent. of the trials with the treated specimens, the results being averaged for the three species of wood. Specimens exposed to the weather for about three weeks and subjected in this time to three rains, were ignited in 39 per cent. of the trials. With the 1 inch bunsen flame ignition was ob- tained in 78 per cent. of the trials with the untreated specimens and in 3 per cent. when coated with sodium silicate. The 8 inch bunsen flame gave 97 per cent. ignition with untreated specimens and 12 per cent. when treated. In the spread of flame tests with the pieces held vertically the untreated 3 inch portion was ignited with a bunsen burner flame and the spread of flame on a l2 inch length of the treated por- tion noted. Taken as an average for the three species the flame spread over the 12 inch marked length of the un- treated specimen was 8 inches, and only .7 inch for the treated pieces. The effectiveness of the treatment (Continued on page 31) OUR FIRE INSURANCE POLICIES ARE CONCURRENT with any standard stock policies that you are buying The Net Cots OVO Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Michigan WILLIAM N. SENF, SECRETARY-TREASURER 444 Pine Street THRIFTY PEOPLE who insist on getting the most for their money place their fire insurance with the Finnish Mutual Fire Insurance Company of Calumet, Michigan. WHY? Because this company furnishes them with insurance at cost. This is done by paying the policy holders a rebate of 40% of the paid premium when the policy expires, thereby reducing the cost of the fire insurance to only 60% of what it would cost in any stock company. You're welcome to join us too, and save money. THE FINNISH MUTUAL FIRE INSURANCE COMPANY CALUMET, MICHIGAN Phone 358 Affiliated with 320 Houseman Bldg. 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 Grand Rapids, Mich. 16 BIG FACTOR IN HIS STORE. Impression Created in the Mind of the Customer.* The story of Henry hard- ware man, s one of the most human Brown, business stories ever written. Henry had been in business over a number of years, some good ones for him and some mighty poor ones. During the last few things with him had been slipping and his decision to attend the National Hard- ware Association meeting at Boston resolve on his part to try and years Was a get a picture of what it was all about. He attended that meeting and heard a great deal about the things that a fellow named Brown was doing and losing ground and he also listened in- tently to what others were doing and gaining ground. He sat through the first day’s ses- sion and his sympathy was very keen for that hardware fellow, Brown, who seemed to be floundering around like an aviator up in the air looking for a solid place to land. Something said in the second day’s session started him thinking. Was he the Brown all the programme was Was his store the old- ashioned, poorly arranged store the speaker was calling the attention of his audience to? What were methods, budget and _ stock controls and was there any money in adopting them? Henry resolved he would at least try them and now we find Henry ina equipment, well directed at? modern merchandising store with modern lighted windows and interior, stock at- tractively arranged and plainly priced, clerks well groomed and at their dif- ferent stations and Henry looking out the front door and saying to himself, “Now I am all ready for business, who and where are my customers.” He left the front door and started walking around the store and his eyes lit on his stock of paints and he said to himself, “There is an article that can be used on every building, every auto, every piece of furniture, every fence and every home in this town. Paint made known to every man and woman in possibilities are being this town who subscribes or buys a magazine of any kind and every mag- azine reader is a potential customer of my store.” This line of thinking was arousing his enthusiasm and he was becoming a new Henry, departing from the role of store keeper and entering the stage again but this time as a merchant. Henry did not stop at the paint de- partment but went through his entire stock visualizing selling possibilities that had never before entered his mind and he reached the conclusion that every person in his town who had a dollar to spend might be developed into a customer for his wares. He realized his job had suddenly become a big one and if he was to succeed he must develop a program for action. He sat at his desk and started to think out a plan. The possibilities he had sensed had aper “read at hardware | convention by R. J. Atkinson. of Brooklvn. N. ; MICHIGAN greatly dazed him with its almost un- limited field. Was his a manufacturing commun- ity or an agricultural one? Henry knew that the answer to this question must largely determine his selection of stock. -There was another question in his mind and that was the buying power of his community. How much did the factories pay out in salaries and how much did the farmer receive for his products. He had read that the average per capita income in the average community was $840—multi- plying this by the number of families which he ascertained from the post- master and census report he had a fair picture of the buying power of his community, Searching further for information he had found out that about two dollars in every hundred is spent for those items which a hardware store ordin- arily stocks and that about six dollars of every hundred is spent for articles that could be fitted very nicely into hardware stocks. This gave him a pretty general idea of the purchasing power of his community and a goal to work for. Here was his chance for increasing his business, His next thought was what influ- goods, and his answer was the creation of a demand ences people to buy or desire. This demand or desire he attempted to create by paying particular attention to purchasing those goods which his experience and judgment had told him were the most salable and then dis- playing them in his windows, chang- ing the displays frequently and also paying particular attention to the ar- rangement of them inside his store. He also inaugurated a system of di- rect mail advertising and newspaper advertisements that told in his own way the story of his store and what he had to offer. He further supple- mented this by personal calls on his customers not so much to sell goods as to get a good picture of their needs and desires. By this personal contact he learned that different living conditions were reflected very much in the wants of his customer. The farmer was no longer interested in the side bar buggy but talked enthusiastically about his auto and the newer accessories that he ought to have for it. The town and city man spoke less about his job than what he would do on the shorter day and the Saturday holiday. tunity to create a desire for sporting goods, fishing tackle, etc. Frequently during these talks the activity of the wife as a buying power would come up as the husband men- tioned that his wife bought this or his wife bought that. This occurred so often that he began to realize that if he was to get a share of that family’s This offered him an oppor- income he must take into account very largely her purchasing power and also the class and type and type of goods she would want and very definitely the kind of store she would prefer to buy in. This brought another problem to his mind and that was that his store had not been getting the number of TRADESMAN women customers that he had seen go- ing into chain and other similar types of stores. In order to solve this problem he visited those stores which were enjoy- ing this woman’s trade and studied their method of display and pricing. He found that by some rearrange- ment of his store and stock he could make his merchandise look just as at- tractive and inviting and that by care- ful buying he could match most of their values. He also discovered many February 26, 1930 stock that would prove as attractive to women buyers iteihs in his own in his store as in the chain store when such articles were invitingly displayed and properly presented by intelligent salesmen. He began to see that management must be the big factor in his store and that what the customer thought of his store would only be what impression the result of his management created in the mind of his customer. His study of conditions had proved Uncle lake Says — money for the user. “The world owes a living only to the man who earns it, hence a lot of people are getting head over heels in debt.” KVP DELICATESSEN PAPER has a wonderful earning power. protective qualities of this sheet will actually earn The many uses and If by the quality of this sheet and the service we give you, we do not earn the right to ask for your business, we have no right to expect it. KALAMAZOO VEGETABLE PARCHMENT CO. KALAMAZOO, MICHIGAN cm i sr NEF OG Winns i a ums f & Cookie- and Crackers ASTERPIECES G E THE BAKERS ART Sy DA FS or every occasion > UT i® any || D x . ip PTS 2 ce @ vn oa oo ! 7 Co SHANTEAU’S DETECTIVE AGENCY Checking, ete. for Individuals, Companies, Railroads, Attorneys, ete. Shanteau’s Operatives get the informa- tion or evidence as the case may be. Suite 407 Houseman Building Day Phones: 86729 - 45052 —- Night Phone: 22588 State License No. 68—Bonded The largest and most modernly equipped office in Southwestern Michigan. Making Confidential Investigations, C ivil, Firms, Criminal, Industrial, Domestic, Store Corporations, Banks, Transportation Wire or phone our expense—A Repre- sentative will call immediately. | Grand Rapids, Michigan 4 February 26, 1930 MICHIGAN TRADESMAN 17 to him that there were many factors competing for that two hardware money and for some part of dollars of the other six dollars of potential mer- chandise money that might be avail- able to him. success he could not afford to spend the time criticising what the other fel- low was doing, but must be constantly alert and change in merchandise and the condi- tions surrounding it, so that when he That if he was to reach take advantage of any went through his town he would be greeted by the customers as “My hard- ware man” and he in turn could say “My Customer.” ——_++ > ___ “The Money Illusion.” Prof. Irving Fisher of Yale is quite sure that most of us have a mistaken comprehension of money and its value, which leads us into all manner of er- roneous conclusions, to the end that a man may think he is making money when he is actually losing. He has written subject to prove his volumes on the contention, from which I will cite a couple of examples: He takes the case of a man who, in 1896, deposited $100 in a savings bank, where it was allowed to remain, com- pounding, until 1920, drawn out, together with the accumu- lated interest of $200—$300 in all. He thought he had done well—had made $260—but Prof. Fisher claims that, not only did he lose his interest but that he actually lost $20 of his principal. because a dollar in 1920 was equivalent when it was in purchasing power to but 2673 per cent. of the dollar of 1896. Applying the same principal, sup- pose the man had put his $100 in his stocking in 1896, had hidden it away until 1920, and had then taken it out to spend. It is easy to see that he would be far worse off, because his $100 of 1896 would buy but $26.67 worth of goods in 1920. . Based on the same reasoning, prior to 1896 Hetty Green and Russell Sage made large fortunes by lending money at low rates on a falling commodity Had they done this in the have market. 1896-1920 _ period thought they were making money, but in reality they would have been losing all the time, and at the end of twenty- four years been poorer than before. they might —_—__>2>2>___—_ A Business Man’s Philosophy. One of the encouraging indications of the growth of artistic sense and ap- preciation in the United States is the improvement in clothes and interior decoration, Any one who is in downtown streets at noontime or visits places of popular recreation must be impressed by the taste that is shown by young women in the selection of their clothes. Shop girls and office girls manage, despite slender resources, to obtain striking and delightful effects in color and line. Such achievements, which are so com- mon as to be almost universal, would be impossible were these girls not close observers, and had they not de- veloped a sense of fitness and an eye for color. Further, the items that go into mod- ern homes are not only of superior de- sign and quality, but in the arrange- ment of furniture amazing improve- ment has been made. Any art that is worth while must begin and end in everyday life. .Too much emphasis has been placed on the art that is housed in museums and listed in Many who pride themselves on a fine art catalogues. people, sense because they are familiar with the technique of a few old masters, actually possess a duller sense of color harmony and a cruder appreciation of a beautiful line than thousands of men think of spaghetti when they hear the name Botticelli. William Feather. 2-2 Discretion in Marking Goods Widens Margin. Discretion in marking goods is of prime inrportance to the hardware dealer, asserts Fred W. Swannell, of Baird-Swannell, Inc., and women who Kankakee, Ill. This merchant says that just because two articles happen to cost the same is no reason that they should be sold at the same price. He advocates the use of good judg- ment in marking merchandise and the placing a higher mark-up on articles which appear to be worth more than others whose actual cost is the same. The merchant can be guided by his knowledge and experience, and if he is prudent, he can widen the margin on many lines without objections on the part of customers. ——__+- + ____ Long Glace Gloves Stili Sought. While the late delayed purchasing of women’s gloves Easter has led to by many retailers, some improvement in buying has developed recently. Con- fidence is being expressed regarding the possibilities of the long glove. At the moment a strong call continues for the long glace glove, stocks of which are in very limited supply. In some quarters the belief is held that the strong vogue indicated for short sleeve or sleeveless dresses will help glove sales materially during the com- ing season. Novelty slip-on styles of kid and fabric are being bought mod- erately in the new colors. The out- look for white gloves for pre-Easter selling is considered good. 2+. Silk Orders Showing Spurt. Settlement of the strike in the dress trade has been productive of a sub- stantial reaching silk manufacturers during the last few increase in orders days. A new peak of seasonal demand is likely to be reached in the near fu- ture in the expectation of producers. While the price situation notably competitive, stocks are in bet- ter shape than prior to the dress strike, owing to the curtailed operating sched- The call for flat crepe continues good. Printed silks, however, are steadily gaining in de- mand from both the cutting-up trades and retailers. Chiffons are particular- ly strong in sheer silks. ——_—_~+ +> Simkins, salesman continues ules of many mills. CC. S. for the Rosedale Memorial Park Association, this city, renews his subscription and writes: “Your stand on combines and square dealings makes it a pleasure to pay this bill and read your Trades- man,” No matter how good your store may be, you won’t do a real business unless the people know about it. It’s the same with your stock: Not only are MUELLER PROD- UCTS the finest of the kind ever made, but: — all your customers know it. C. F. MUELLER CO. JERSEY CITY NEW JERSEY 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 MICHIGAN TRADESMAN February 26, 1930 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, arbor Beach. Secretary-Treasurer — John Richey, Charlotte. Manager—Jason E. Hammond. Lansing. White Coats Started Earlier. So marked is the faith of coat manu- facturers in the good prospects of white coats for late Spring and early Summer wear that they are being put in work about a month and a half earlier than last year. Many more white coats will be sold this season than pastels, which were so strong a year ago, and for this reason manu- facturers are rushing them into pro- duction. Advance business has _al- ready been booked on them in flannels, wool crepes and rough weaves. The increased vogue for suits is held large- ly responsible for the improved posi- tion of white coats, which, manufac- turers say, can be effectively combined with blouses and skirts for cool weath- er wear. ———_>+ + Not Many “Bootleg” Dresses Seen. Despite the difficulties which have faced the production of dresses during the past two or three weeks, manu- facturers say that little “bootleg” mer- chandise has made its appearance here. This is the name given to garments turned out in shops in which little at- tention is given to production details or sanitary surroundings during manu- facture. The better manufacturers are glad of this, for garments of this type are rushed out regardless of the wear they give the ultimate buyer and detract seriously from the prestige of merchandise produced under ideal con- ditions. Most of the “bootleg” seen so far has been confined to the lower price ranges. —_~++.—____ Dresses Hurt By Suit Demand. Not a little of the apathy which many buyers of dresses are showing toward those garments at present is due to the increasing call for two and three-piece suits. The latter are ap- parently having one of the best sea- sons in some time, and this fact, coupled with the late Easter, is held principally responsible for the lack of a rush demand for dresses. The com- petition of suits as a deterrent factor in dress buying was said further to be indicated by the fact that frocks for formal occasions, which do not face this competition, are selling better than those for street and less formal wear. Just how long this situation will ob- tain was held to be problematical. ——_>++___ Leather Trades Still Cautious. While a degree of stabilization has been reached in the leather, both tan- ners and shoe manufacturers are oper- ating cautiously. Tanners are facing cheaper futures, while leather users are being quoted prices which in a number of instances are lower than at any time in the last two years. While shoe manufacturers are covering their immediate and near-by needs only, some of them hold the view that leath- er quotations are not likely to go much lower, with the possibility that a slight rise may evenuate. The lowness of real leather has tended to cut down the use of imitation leathers for vari- ous purposes. ——_2>-~—___ Sales Neckwear Still Sought. The delayed purchasing by retailers of men’s Spring neckwear is explained in the trade as due to the lateness of Easter this year. Most retailers are said to be making fair progress with clearance sales, this being indicated by the continued demand for sales mer- chandise noted in the market here. Solid colored merchandise is outstand- ing in the Spring orders which have been placed. In fancies the trend has been to smaller designs, the belief be- ing quite general that the larger effects will not meet with general consumer favor. Stripes are also being featured in both narrow and wide effects. ——_>+2—___ Show Dollar Leather Slippers. All classes of stores have been plac- ing orders for solid leather boudoir and house slippers which can be profit- ably retailed at $1. These slippers are made with high Cuban heels of wood and are reinforced at the arch by a steel shank. Four different leather grains are being shown in _ black, brown, red and cocoanut. An all- suede slipper in the d’Orsay style is also being brought out to sell at $1 and is said to be meeting with a good re- ception from buyers. This slipper is being made in six colors and is trim- med with ribbon bow to match the lining. > ___ Low Priced Dinner Ware Bought. Low-end dinner’ ware, retailing around $3.50 for thirty-two piece sets, is being purchased freely by buyers of popular-priced merchandise. The sets are wanted chiefly in light shades of green, although styles showing com- bination of colors, such as ivory with green, blue or red trimmings, are or- dered in good quantities. ‘Sales mer- chandise is still of most interest to the retail stores and constitutes about 60 per cent. of current business. Claim- ing that color preferences will show a decided change in early Fall buying, one manufacturer is bringing out a complete line of bisque sets. ———+ +. Silverware Jobbers Here Early. The vanguard of buyers for whole- salers of plated and sterling silverware are now in the Eastern market in search of regular merchandise. These buyers usually defer their visits until the first of March, but have come in earlier this season in order to go over all lines thoroughly. ‘So far orders have been small and a note of caution has marked the purchasing. Products suitable for sales purposes are still be- ing purchased freely. Plated ware with ornate decorations and priced at $5 retail is in good demand, while pewter ware in Colonial patterns is also selling well. ——_—_—__2 American Reduces Staples. The American Woolen Company announces a reduction on men’s wear staples, as follows: “The continued de- cline in the wool market has been sufficient to justify a readjustment of prices on serges, unfinished worsteds, chevoits, Frenchbacks and serge pen- cil stripes, which were placed on the market for Fall, 1930. The new prices on these fabrics in departments 1 and 2 will be effective at once.” Un- officially, it was learned that the com- pany. is “tired of holding the umbrella” for the rest of the market. Officials indicated that the reductions would be “substantiated.” ++ Lamps Follow Furniture Styles. Colonial and early American ‘styles in lighting fixtures are in more de- mand this year than for some time past, and lead all others in both the high and low retail price ranges. The importance given to the same styles in furniture this year is said to account for the increase. Orders in the lamp field generally have been limited, and few buyers have been in the market this week. There have been some scattered orders for fixtures adapted to ‘Summer requirements, but these have been confined chiefly to the lower grades, ————_o-+ Spring Hardware Now Selling. An early buying movement among retail hardware dealers has’ brought about a decided improvement in the sale of regular Spring merchandise by wholesalers. The early orders are at- tributed both to the fact that stocks are exceptionally low in the retail stores and to recent warm weather. Trading up to last week, it is admitted was subnormal and still is below that of last year, but the situation is im- proving steadily. Garden implements, screen wire, and other hardware equip- ment is being ordered freely this week for delivery next month, —_++>—__ Mohair Upholstery Orders Lead. ‘ Orders on upholstery fabrics con- tinue to show up well. Mohair fab- rics, especially, have been in demand and in some cases producers are from a week to ten days behind on deliv- eries. Solid colors are receiving the best call. Taupe outstrips all other shades, but henna and rust are also popular. A trend toward prints has been manifested in some quarters and is expected to grow in importance in the next six months. Prices on mo- hairs are under those of a year ago. ++ Chain Buyers View Kitchenware. Kitchenware buyers for both de- partment stores and chain organiza- tions have been active in the market this week. The latter are inspecting merchandise which will be listed by them for purchase during the year. The lists must be ready by March 15. The newest items in kitchenware lines are being given special attention. De- partment store buyers are still giving their main attention to goods intended for sales purposes and their orders for regular merchandise have been limited. — 72 >__ Electrical Appliances Inactive. Sales of household electrical ap- pliances have eased off to a noticeable extent during the past week. Manu- facturers report that buyers are few in number and those who do buy confine themselves to inspecting regular mer- chandise. The demand for sales mer- chandise has also fallen off. Retail stores are now in the midst of their house furnishings sales and are under- stood to be well stocked with mer- chandise, Do You Want Big Volume, New Customers, Large Profits, Brisk Future Business? Or If You Want To Retire From Business —Then You Want a Jos. P. Lynch 10 Day Sale. A large immediate increase in sales, no drastic mark- downs, and hundreds of new customers at practically a normal advertising cost. That is what a Joseph P. Lynch 10 day sale can do for your store. Furthermore — a Jos. P. Lynch sale tones up store morale, and actually creates tremendous good will which results in larger future busi- ness. May we furnish definite, con- vincing proof of how the Jos. P. Lynch 10 day sale achieves success in any store, large or small, regardless of where located, or local busi- ness conditions? Write to- day For Full Details. There is no obligation. Nationally known merchan- dising expert, whose origin- al, dignified and high class sales methods have won the endorsement of hundreds of leading stores from coast to coast. The JOSEPH P. LYNCH SALES CO. 3rd Floor Home State Bank Bldg. GRAND RAPIDS, MICH. February 26, 1930 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. BE 100 PER CENT. AMERICAN Pérsonal Appeal To the Cadillac Editor. When dollars are staked against loyalty, when personal needs are hanging in the balance, any newspaper editor is put in a dickens of a mess. I don’t believe any fair-minded editor in Mich- igan wants to sell his plant for a mess of pottage. | am a newspa- per editor and publisher. | know exactly how the fraternity feels about the question Mr. Stowe has stirred up in his Out Around in the Tradesman. It’s tough when you have to live and are forced to accept money from a syndicate trust which you know means your eventual obliteration and _ the downfall of your town. We newspaper chaps honestly believe in our communities and home towns. Of course, we want the fellows who are doing busi- ness in our sections to realize we can and will help them. But when we point out to them such splen- did business triumphs as John Wanamaker, Marshall Field, Proc- ter & Gamble, Royal Baking Powder Co., American Tobacco Co., Douglas shoes—and count- less others—all due to advertising these dealers have in times past made us plumb sick and discour- aged. Not all of them, or we wouldn't have any newspapers, but now the chains are applying the same business principle, right in our own midst. The independ- ent dealer has had his eyes opened loca'ly to the fact that “it pays to advertise.” Mr. Stowe about a month ago, took occasion to commend, in the Tradesman, my published state- ment that I would accept nothing but independent advertising. The territory served by my paper has over 150 stores, including more than the usual number of chain _ outfits. I am running at this time featured front page articles edu- cational in character, revealing the truth about the chain syndicate store menace. I run many edi- torials in this regard. Yet only recently a grocer said to me, “Harris, the work you are doing is great. It is benefitting me, but so long as you are doing this work anyway, why should | spend any money with you?” I believe Mr. Cadillac Publish- er, you haven't had much worse than that handed to you—and you haven't even inserted two lines against the chains. Yet | shall not swerve from my course, for I know that the chains are more deadly and vicious than the merchant who bites my hand. If the chain syndicates domi- MICHIGAN TRADESMAN nate my community my paper goes out. If you as a publisher continue to advertise and support the chains, it will be but a matter of time when you will be forced to join the ranks of the more than 100,000 traveling salesmen who were forced out of their jobs last year by monopolistic domination of industry. Get that? I know small town dealers. They are much the same as the community dealer of the larger towns. I know country publish- ers. Our problems are mutual. | talk asa ‘““member of the family.” Right here in Grand Rapids many chain store managers are leaving the syndicate stores and entering on an independent business career of their own with magnificent suc- cess. They offer clean, heaithy competition and stimulating ad- vertising. What is happening right here in this town can and will happen in others if newspaper publishers wake up. You as a publisher must have money to keep the wolf from the cocoa mat, and the chain money is a big help. Times are changing. Dealers realize to-day there is hope for them. Once they feared the chains would wipe them off the face of the earth. These deal- ers, your friends and neighbors, who may not have advertised as you know they should, need your help now. If you could not edu- cate them in the past some one else is doing it for you now. The public is on the job—and every publisher knows a darn sight bet- ter than to buck public opinion. I venture to assert if any real editor forgets his grievances, real or imaginary, and lays his cards on the table with his home town dealers, and agrees to do his part the local firms will kick in with at least enough to offset the chain store revenue. The trouble lies not so much with the dealer of to-day, but with the newspaper man who is scared to death because every advertising contract, no matter what strings or consequences at- tach to it, looms up like a light- house in a fog. How many of the old timers remember the smooth patent medicine man who came along with his advertising-contract at his own figure? How many of you fell for them? I secured doz- ens of them myself, long ago, so I know. Postal rules do not compel any man to accept any advertising he cares to refuse. You can _ turn down whomever you please on advertising. It is up to you. Re- member it is good newspaper practice not to permit the adver- tising columns to influence the editorial department. This being true, it is also very possible to show your home folks you are with them, and not against them, by exercising your editorial type- writer in their behalf. Exercise that independence laid down for you by the constitution. If the chain stores feel that they must continue to advertise, and you care to run their stuff, they can- not complain about your editor, ials, unless they own your paper, body and soul. When these firms—independ- ent local business concerns and individuals—find out you are man enough, with the “‘guts’’ to stand up for them and for yourself and your town, you may find a re- sponse you have been dreaming was impossible. I am fighting the same battle. I have the tough breaks, the ingratitude, indiffer- ence and utter disregard of com- mon business sense in many in- stances, but believe me, brother, I'd rather fight along the age-old lines of salesmanship and scrap for every piece of copy than to shut up the little old shop entirely. If we newspaper men really have half the confidence and be- lief in the power of the press that we boast to others of, it is high time we exercised that power. The chain monopolies need advertis- ing now more than they ever did —maybe in spite of the editorials, (or on account of them) you can hang on to the chains long enough to get the independents lined up —but show your home friends that you mean business. Give the local dealers the break they de- serve and note what actually hap- pens. You've got to come clean yourself before you can expect the rest of the world to fall in line. Times have changed—the chains are just beginning to be shown up—more National radio hook-ups, more newspapers and more folks who have suffered from the syndicate sy:tem are spreading the truth. Don’t let it be said of Michigan that her news- papers were not 100 per cent. American, did not know how to come clean. The reward is there and don’t imagine it isn't! Hugh King Harris. Not Relying on Bare-Leg Vogue. Those makers of women’s _ full- fashioned hosiery who feel that repre- sentative manufacturers of hose are basing their proposed trade promotion plan on a repetition of last Summer’s vogue for bare legs, which seamless 19 the seamless goods simulated, are on the wrong track, Managing Director H. L. Kinne of the Hosiery Guild, as- The manufacturers in the guild Mr. Kinne added, are planning to cap- italize the fact that improved circular knitting machines have made it pos- sible to turn out fine-gauge seamless hose more serts. economically than full- fashioned goods can ‘be produced and in every way equal in quality, fit and full-fashioned merchandise. Plans for the guild’s advertising cam- style to paign are to be discussed at a meeting of the Board of Directors. so? > B. F. Peckham, dealer in groceries, etc., at Parma, renews his subscription to the Tradesman, and says: “By far the best investment I can make. Keep up the fight.” Salesmen Are Coming with forty-two styles in Men's and Young Men’s Shoes for Spring. Five and Six Dollar Retailers Carried In Stock. sh Herold Bertsch Shoe Co. Manufacturers of Quality Footwear Since 1892. Grand Rapids, Michigan. L.H. BAKER, Secy-Treas. MICHIGAN SHOE DEALERS MUTUAL FIRE INSURANCE COMPANY FIRE AND TORNADO INSURANCE Ne $200,000.00 Saved to Policyholders Since Organization __-_-_-_-_- 380,817.91 Write to . Lansing, Michigan 20 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. How Ambition Stirs in Chain Unit Managers. Here is an interesting letter: “Dear Sir—I write you for a little information. I am 19 years old. I have been working in grocery stores for the last five years. At the present time I am manager of a Blank store doing a fair business, I have read a lot of your articles in the Tradesman. I have come to the conclusion that promotion in chain grocery stores comes very slow. I would like to learn something that in a few years I would have a good position. “Could you tell me how I could learn to be an expert merchandiser like yourself or Mr. Moffatt? Is there any course you can take or any firm you can learn it with? I am hoping you can find a few minutes of your busy time to tell me if it is a good thing for a young fellow to learn and how to learn it.” Undoubtedly, the Mr. Moffatt he re- fers to is the former vice-president of the Dominion Stores, Limited, of Canada, who recently went to New York in a similar position with United Cigar Stores at a salary reputed to be $50,000 a year. What a reflection we have here of the impatience of youth! How we are reminded that when one is young, with all his life before him, he is irked by the thought of five years’ time; and how, when he is over forty, ten years seems short and little time enough for any worthy accomplishment! For here we have a boy—little more than a mere child. He went into a grocery store at 14. Now, at 19, he is manager of a chain unit. From my standpoint, that looks like fairly rapid progress. I incline to ask: What do you expect—to leap into fame and for- tune? I do not know how Mr. Moffatt be- gan or progressed to his present posi- tion of eminence in the trade, but I can sketch how this writer attained some measure of success. Let my young friend note the steps—and the years. February, 1877, I began to work in a little grocery store in my eleventh year. Learned to make grocery pack- ages—no bags in those days. May, 1878, permanently installed in my father’s little store in which, with slight intermissions, I worked until he died in 1893. I continued the busi- ness steadily until 1906. Graduated in- to some outside work because of cir- cumstances extraneous to the business, but always an up-hill task. Business run by others until 1912. Run by my- self 1912-1914 when closed out after I had put in thirty-six years as grocor. January, 1902, began to write trade articles. Have continued ever since. Obviously, my education was self- MICHIGAN attained. It began with a “five foot shelf,” which was less than two feet long—a few cherished books, supple- mented by endless readings from the public library. During ‘half a century —I mean by that 50 years—I have myself to sleep every night; whether at home or on a sleeper or a steamship. During the day there is not a minute—not a space of 60 sec- onds—which is otherwise vacant that I do not fill with some reading. It may be a line or a paragraph; but it is worth while, hence self-building. read You will thus understand me when I say that I know there is no royal road to progress in any department of human endeavor. My young friend asks where he can learn. I answer: Right where he is. He must have done something already to have reached his present position. In fact, there can be no better school than the business in which he finds himself. This is not only true in principle but, because he has invested five years therein, it is more especially true in his case Opportunity lies at hand on every side. To do a better job every day where this boy now works will prove as resultful an in- vestment of his time and energy as he can make. For if he does this, one of two things must result: Either he finds the way of advancement opening before him or he saves his money and goes into business for himself, as thousands of young chain managers are doing everywhere at this writing. As I read this boy’s letter I am im- pressed with several points. One is the unformed hand, plus ignorance of capitalization. It is exactly my own writing when I was fourteen. How did I overcome that and form a hand which for years has been admired as a model of uniformity, plus extreme legibility? By good reading. And please remember that education is something which is never acquired and finished. No man progresses except as he educates himself daily from the cradle to the grave. About the time I became conscious and ashamed of my bad writing, I read Thadeus of Warsaw. What did I get out of that book? Well, not what Miss Porter expected to give me when she wrote it. For the hero-stuff was rather poor—not nearly up to Scottish Chiefs, for example. What I found in the book was a young man who wrote wonderful let- ters. I discovered that he took time and pains to tell what he saw, what he observed and what the thought. Without then being familiar with Bacon, I got the idea that “Reading maketh a full man; speaking maketh a ready man; writing maketh an exact man.” I determined that I’d write good letters. So in my correspondence with my grandmother, over in Glasgow, I thereafter put time, thought and end- less pains into the formation of even, clear writing. A chum of mine in the store who once saw me writing said he never could have such patience. But he could and later did, even as all of us must have if we are to do any- thing worthy. The result of this was (Continued on page 31) TR ADESMAN February 26, 1930 SWEET CHURNED FRESH FRESH AND DAILY WHOLESALE DISTRIBUTORS KENT STORAGE COMPANY CHICAGO—GRAND RAPIDS ROUTE 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 Chicago Terminal 1800 South Wentworth Ave. In More Homes Everyday AROLSOM America’s finest Bread \ “pT SANCTUM BAKORIUM \ NEWS . If a man makes a better bread than his neighbor he should tell the world about it. We do—both. ASSOCIATED TRUCK LINES The Outstanding Freight Transportation Line of Western Michigan. State Regulation means Complete Protection. ASSOCIATED TRUCK LINES Phone 93401 108 Market Av.. Grand Rapids, Mich. RABBIT & DUCK 30 Ib. Eggs Place Your ASSORTMENT and 30 Toys. Order Now. MICHIGAN February 26, 1930 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. Value of Complaining Customers. The standards adopted by most peo- ple are subject to change according to immediate influences. This does not mean that these standards could be lowered ‘by influences beyond arbi- trary points established by individu- als, for when such a condition came about or threatened to come about these people would rise up and refuse to be ruled by the influences. Most people do not wish to assert them- selves in matters that they consider trifling, and even when they are more than trifles it is quite natural for most of us to submit without complaining if the condition is of a temporary nature. When conditions get too bad and continue so for a long time we are al- most sure to do something effective about it. So it is with standards for meats. When general quality is high and full satisfaction resulting from the meat we buy we are happy as far as meat is concerned, and even when the quality commences to fall a little below what we most desire we accept what we get without complaint in most cases. But when there is an apparent indifference for our needs extending over a period of considerable length we are pretty apt to start making things so uncomfortable for our meat retailer that he corrects the condi- tion by buying better meat and when he finds it hard to get the quality de- manded he sends the message all the way down the line. So, in the final analysis, consumers control the quality they use, and when it falls below a satisfactory point it is so in most cases because they have waited too long before complaining or were too timid and weak in their com- plaints. We would not like to develop unnecessary or nonsensical complain- ing on the part of consumers, but on the other hand we _ believe that it would be better for everybody if con- sumers expressed themselves as to their wishes with respect to meat qual- ity often enough to keep producers well informed as to what they really do want. Unless some complaints are received it is more than likely that standards become lowered until genuine dissatis- faction results It is much easier to keep standards thigh than it is to get them high once they have been drag- ging too low. The one who complains is never the most popular person in the community, but with respect to all un- pleasant tasks someone must do them if they are to be done. On the whole, we have compara- tively little to complain of regarding meat quality in this country. Low grades are sold here, to be sure, but there is always considerable of the highest quality for those who want it. Most consumers in ordinarily prosper- ous circumstances say they want high qualitied meats. There is no reason why they should not get what they MICHIGAN TRADESMAN 21 want, and they are pretty sure to get it if they keep their dealers well in- formed as to their demands. Such customers ought to help the retailer and not hinder as many believe. —_>+ + Try a Friday Fish Display. Because you are a grocer or meat merchant do you let your customers go around the corner to buy their fish at the fish market on Fridays? Or do you realize that your own shelves can be stocked with almost every edible fish from the sea—in cans or packages —in far greater variety than the fish market can offer? If you have psycho-analyzed women customers you will know that most of them prefer to do as much of their shopping as possible in one store, pro- viding the food is satisfactory and the prices economical. They may like to shop in half a dozen millinery stores before buying a hat, but there is no real kick in tiring oneself out to stock up with provisions, Why not institute a Friday Fish Display, preferably one on rollers that can be wheeled out on Friday and wheeled back on Saturday? It can be made a real educational display to many housewives who did not know that cans contain the very best grades of shuch delicacies as Japanese crab- meat, lobster, down-East clams, Rus- sian caviar, tempting fish flakes, ready- to-fry cod fish cakes, etc., besides the staples such as salmon, tuna fish and sardines. With these, of course, you will show your best grades of salt mackerel, cod, etc., in box and pack- age. Especial attention should be called to the variety of soups and chowders, and the oft-repeated question: “Is there such a thing as a ready-prepared clam chowder that is good?” can be answered in the affirmative. with these you can advertise your Along package saltines, pilot crackers, oys- terettes, etc. Relating these foods will insure the sale of both, and it would be equally good, along with your shrimp, crabmeat, etc., to display your best bottles of cocktail sauce. Women are more and more combin- ing foods, and since certain fish com- bine so well with vegetables in souf- fles, salads, etc., you might group some of these favorites together—such as salmon and corn, shredded codfish and rice, tuna and crisp celery. —___o 2 ___ Lightest Champion Hogs on Record. The lightest hogs that have ever won the carlot championship at the International were Albert Kuenster’s Poland Chinas from Glen Haven, Wis., which were awarded the purple this year. The hogs averaged only 245 pounds, and the award met with the approval of the critics who have been protesting against the custom in re- cent years of giving the championship to loads that averaged around 350 pounds. This year’s award is more in line with trends of to-day, which in all classes of meat are toward the smaller, quicker-maturing types. —_—_~+ + >___ Edson J. Benge, grocer at North Adams, renews his subscription to the Tradesman and writes: “I need your paper.” We Cater to Independent Merchants Only BANANAS SPECIALIZED FRUITS AND PRODUCE D. L. CAVERA AND CO. THE HOUSE OF PERSONAL SERVICE Phone 9-3251 M.J. DARK & SONS INCORPORATED GRAND RAPIDS, MICHIGAN ~~ Direct carload receivers of UNIFRUIT BANANAS SUNKIST ~- FANCY NAVEL ORANGES and all Seasonable Fruit and Vegetables “1 OWE A LOT TO FLEISCHMAN’S YEAST-FOR-HEALTH” Mrs. Michael Marich, proprietress of a grocery store in Chi- cago, says: “I consider that I owe it to the health of others to te!l of the wonderful good | derived through taking Fleisch- mann’s Yeast-for-Health. “I will say that I owe a lot to Fleischmann’s Yeast-for-Health.”’ 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 GreenVegetables, etc. GRIDDLES — BUN STEAMERS — Everything in Restaurant Equipment Priced Right. Grard Rapids Store Fixture Co. 7 N. IONIA AVE. Phone 67143 N. FREEMAN, Mar. URNS GRAND RAPIDS PAPER Box. Co. Manufacturers of SET UP and FOLDING PAPER BOXES SPECIAL DIE CUTTING AND MOUNTING G R AN D RA,PIDS, MICHIGAN HARDWARE Michigan Retail Hardware Association. President—Louis F. Wolf, Mt. Clemens. Vice-Pres.—Waldo Bruske, Saginaw. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. The Hardware Dealer’s Plans For the Month of March. “What to do next month,” is a problem that every hardware dealer should carefully consider with the close of each month. To secure the best results, it is important to give the new month a good start, and to work throughout according to a fairly well determined plan of campaign. Buying should be carefully watched. In good buying lies half the success of any retail business. You must have the goods to meet the prospective de- mand; you must have them when the customer wants them; and you must watch the markets closely to buy to the best advantage. In this connection the hardware dealer must be systematic in at least two respects. He must have some definite and workable system of keep- ing track of prices and, when a trav- eling salesman canvasses him for or- ders, the hardware dealer should him- self know the market conditions af- fecting each commodity and the price he ought to pay. That is one thing to be systematized. The other is the prospective and prob- able demand. In this connection, a want book is. useful. The hardware dealer should have some system of stock-keeping, so that he may know at a glance what items are out, what items are low and what items are amply stocked or overstocked. “Beware of bargains’ is good ad- vice, as a rule, especially if the extra low price quoted is in consideration of your taking an extra large lot. Ar- ticles losing their popularity, or being displaced by newly introduced novel- ties, often come in this guise. At the same time the merchant who knows market prices and knows just what his customers will be apt to absorb can often take advantage of real bar- gains. In March the hardware dealer should find time for a little outside canvassing. It pays any merchant to get outside the store now and then and meet folks on their own ground. Go over your prospect lists. Pick out the names of people it may be worth while to interview. Perhaps your salespeople can, individually, reach some prospects you yourself can't reach. Plan to get in touch, per- sonally or through some member of your staff, with as many prospects as possible. For instance, farmers can be can- vassed regarding wire fencing, spray- ing materials, fertilizer and other spring needs—not overlooking paint. Then there are paint prospects in town. There are athletic organizations and builders. In fact, a lot of good missionary work can be done outside the store right now. This work should, however, be done with a minimum expenditure of time. Spend as much time as may be desir- able with each individual on your call- ing list, don’t be afraid to gossip a little, but cut out waste motion be- MICHIGAN tween calls, and do not let the calls themselves overrun a decent limit. Helping in this outside canvassing is good experience for your salespeople, but it is usually best to send them out on specific calls, rather than on a rov- ing commission. This outside canvassing may not produce results immediately. But it paves the way for bigger results in April and May, and, indeed, through- out the rest of the year. Watch the newspapers for items re- garding new buildings, changes in ownership, prospective renovations, and the like, and canvass personally and at once for builders hardware, paint and similar lines. Another good field for outside can- vassing is the local factories. There are, inevitably, paint, glass and repair items to be sold, often you can sell tools, and some dealers who have studied the line do well with leather belting. One of the important departments in late March and April is the sporting goods department. With springtime, every healthy young man’s thoughts inevitably turn to athletics. Baseball, shooting, tennis, golf and similar out- door pastimes are all popular, not to mention fishing. The younger lads will have their local ball leagues the minute the snow is off the ground, and the older chaps always feel young enough to want to get outdoors and do something. Plan to play up the sporting goods department in March. Bring the goods to the front, put in a live window dis- play, and do a bit of advertising. See that your stock is up to the mark, too, for the outdoor enthusiast is generally in a hurry to get the article he wants. Remember, too, that the merchant who shows the goods a week or two in advance of the season is a better business-getter than the merchant who shows the goods a week or two after the season has opened. This holds good with regard to all seasonable goods. Toward the end of March, and even earlier, depending on the weather, spring housecleaning will start in a host of homes. The house cleaning season, in fact, covers four or five months, depending on the individual. Determine now the lines along which you will appeal to your feminine customers. Is a special sale advis- able? Look over your stock of house- holds, and think up some new ideas for featuring them. A lot of articles can be hitched up very nicely with your spring cleaning campaign. There are step ladders, curtain stretchers, vacuum cleaners, carpet sweepers, mops, scrubbing brushes, pails, wash- ing machines, wringers, ‘polishes, varnishes and a lot of other articles. To start this line moving, put on a good window display. A good way to open the season is by putting on a demonstration of one or two lines. This does not absolutely require a professional demonstrator. An _ intel- ligent salesman, or even a housewife, can often develop the knack of dem- onstrating very effectively. For instance, spread a stretch of carpet in one of your windows, litter TRADESMAN it with dust or ashes, and have some- one run a vacuum cleaner up and down during those hours when the streets are crowded. Use plenty of dust, bits of paper, cotton and other incidentals; clean them up, empty the sack, and repeat the process. Al- though not a word is said, the pan- tomime will usually jam the street, or at least the sidewalk. A few good show cards in the corners of the win- dow will provide any necessary ex- planation. On a more elaborate scale you can demonstrate the vacuum cleaner, wash- ing machine or some other article in- side the store. Send out formal in- vitations to customers and prospects, Telephone to individuals in- viting them to come. Advertse the af- by mail. fair. Have a radio going, and serve tea if you like. A demonstration of this sort can be run three days or a week for certain hours of the day. One of your salespeople can handle it; like the outside canvassing, it’s good ex- perience. Of course the paint trade is a big factor in spring business. Just when the demand will begin depends on weather conditions; but it is well to commence featuring and advertising paint some time in advance of the de- mand, By this time your follow up direct- by-mail campaign should be mapped out, your newspaper advertising at least outlined and your window dis- plays mapped. All this work ‘can and should be done before the paint cam- paign starts. Your prospect lists should also be in shape. February 26, 1930 It is a good stunt to spend a little time teaching your salespeople to handle the paint objector. There are stock objections which paint pros- pects are bound to raise when they are canvassed. Time and again I have seen a junior flounder helplessly and end by calling in some more experi- enced clerk. That isn’t good either for the junior or the business. One merchant trains his people in a simple but very effi- cient way. He personates the paint objector and tries out this, that or the other clerk. When he has thus found out what the clerks can answer and what they cannot, he has a senior clerk impersonate the objector, turns the less experienced clerk loose upon him, and coaches the latter how to answer. It’s an amusing game, it’s educative, it develops a warm, friend- ly spirit in the staff, and it gets re- sults in actual paint sales. Later in the season will come gar- den seeds and garden tools. It is often worth while to show these lines early, especially the seeds. Quite a few peo- ple make a practice of starting plants this month in hotbeds or window box- es. Now is the time to show seeds for this purpose. Incidentally, when the real gardening season is under way, it is a fine time to have a few boxes of your own with sprouting plants to work into your window dis- play. Start these three weeks at least before you expect to use them. One dealer used a long, flat box filled with good ‘black earth, arranging cori kernels so that when they sprouted, the green shoots spelled the slogan, Michigan Hardware Co. 100-108 Ellsworth Ave.,Corner Oakes GRAND RAPIDS, MICHIGAN Wholesalers of Shelf Hardware, Sporting Goods and Fishing Tackle Automobile Tires and Tubes Automobile Accessories Garage Equipment Radio Sets Radio Equipment Harness, Horse Collars BROWN &SEHLER COMPANY Farm Machinery and Garden Tools Saddlery Hardware Blankets, Robes Sheep lined and Blanket - Lined Coats Leather Coats GRAND RAPIDS, MICHIGAN BA nan pi a eae eens ¥ i i February 26, 1930 MICHIGAN TRADESMAN “Our Seeds Grow.” A stunt like that attracts attention, but you’ve got to do your planting ahead of time. Sit down now and plan your month’s work. Determine as nearly as you can what lines to play up, and how you will play them up. How many window displays, how much advertis- ing space, will you give each line. If possible, outline your displays and ad- vertising copy beforehand. You may not be able to carry out your plans to the very letter; but having a plan to guide you will enable you to accomp- lish a great deal more with a great deal less effort. Victor Lauriston. ——_——_-e .____ Forests and Public Welfare. The State, as representative of the interests of the public, has a standing in court to protect the atmosphere, the water and the forests within its ter- ritory, irrespective of the assent or dissent of the private owners of the land most immediately concerned. U. S. 206, page 349. The State has the power to prescribe regulations to promote the health, peace, morals, education and good or- der of its people and to legislate so as to increase the industries of the State, develop its resources and add to its wealth and prosperity. U.S. 113, page 27. These are statements founded on Supreme Coure decisions which have a bearing on this subject. To protect the forests, the State must require that a requisite growing stock be maintained; that the annual cut be no greater than the equivalent of the annual growth and that from the proceeds of the annual cut shall be reserved a sum equal to the annual charges for the upkeep or mainten- ance of the growing stock. It is evident that the State cannot cut into the growing stock by a tax any more than it can allow the owner to cut into it for individual use. It is evident that the owner will get the net income only. To protect the forest the tax must be imposed only on the net income. These are ele- ments of forest protection which are in harmony with the inherent natural laws of forest growth. It is evident that where the State has power to legislate for the conmmon good it is the duty of the State to up- hold that power by enactments which will assure more of resources and prosperity. Therefore, it is the duty of the State to have its laws safe- guarded and promote any and all land use which will contribute to the gen- eral welfare. Each acre made more useful by means of forestry will add to the general welfare. With millions of acres on the verge of abandonment, Michigan has mil- lions of definite reasons for doing its duty in safeguarding and promoting the use of forestry for the betterment of the general welfare. What Michigan has heretofore done to encourage private forestry has largely failed, because the principles of timber production were not made to apply in their natural mode. Ideas brought down from past dealings ‘with virgin timber areas were allowed to dominate, whereas study should have been made of accomplished facts in regions where forestry had built up thriving communities on veritable waste land. A competent authority has pointed out that European experience is worth millions of dollars to America, if we go after the facts. One dominant fact seems to be that, over there, it is per- ceived that land used in forestry has on it a large amount of potential wealth not for personal reasons of the owner, but because the timber produc- tion business can only be carried on by means of such a stock of growing for- est that it must be held there for that purpose as nature demands and the State must see that nature’s require- ments are fulfilled. Therefore, the governments are in the timber produc- tion business to safeguard the growing stocks and taxation does not touch the standing timber as wealth reserved for personal benefit, but as wealth which forestry requires to be held in that form as the basis of timber produc- tion and to be taxed only on the net income. Michigan State Constitution, Sec. 1, announces “All political power is in- herent in the people. Government is instituted for their equal benefit, secur- ity and protection.” Every acre not capable of its best use, because of inaction or faulty ac- tion on the part of the Legislature be- comes a standing appeal for action and true decision on the part of the people. Millions of acres doing little or nothing for the general welfare cry shame on the inaction which allows the condition to continue. It is evi- dent that there should be State action safeguarding all attempts to make such land productive. It is equally evident that we need a law providing for the registration of all land on which the owners will un- dertake to maintain productive forests. That law is needed in order to safe- guard and protect the growing stock on which production will depend and without which production will not con- tinue. This process of timber produc- tion is bound up with the utilization of that type of land and, consequently, is bound up with the general welfare and progress of our State. The values in tree growth stored on such land as a preliminary to any production requires an adequate registration law defend- ing that growing stock in all ways ade- quately. The work of maintaining that growing stock must be assured under such a registration law and taxa- tion imposed only on the net income after that maintenance work is pro- vided for. Such a registration law, justly and equitably framed, will be the most safe and sane method of enlisting land owners in intelligent efforts to develop productive forests. When we face wide areas of unpro- ductive cutover land it is evident that there should be State action in order that the public shall benefit from the use of forestry in development of con- structive use of that land. The pub- lic benefits very little from those vast areas where so much is left unproduc- tive. There is no manna which descends on those deserted areas. It remains a problem in statesman- ship. We are to use our intelligence in search for the ways in which for- estry can be effectively used on such land to produce something of value for the general welfare. Obviously the State should institute the laws needed to place the develop- ment of forestry on those vast areas on a sound basis, so that the best ef- forts of individuals shall be enlisted in co-operation with scientific activities under State auspices. Frederick Wheeler, President Michigan Forestry Asso- ciation, —_—_2>+ + The first indication of cotton blan- ket prices for the new season came to light with the report that quotations had been made confidentially on one of the less important lines on a basis about 2% per cent. under the corre- sponding 1929 opening figures. The only previous information which had been available on 1930 blankets was that prices on standard lines of jac- quards and specialties had been cut 5 per cent. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structure Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter—Cool in Summer Brick is Everlasting GRANDE BRICK CO. Grand Rapids. SAGINAW BRICK CO. Seginaw. 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 Phone 61366 JOHN L. LYNCH SALES CO. SPECIAL SALE EXPERTS Expert Advertising Expert Mrechandising 209-210-211 Murray ia GRAND RAPIDS, MI GAN 400 Varieties Dahlias 100 Varieties Gladiolus Field Grown Bulbs and Roots Write for Catalog SPRINGHIILL FARM, A. T. Edison R.F.D. No. 2, Grand Rapids, Mich. EW ERA LIFE ASSOCIATION Grand Rapids. SOUND COMPANY, SOUNDL MANAGED BY SOUND MEN. Jennings Manufacturing Co. Pure Vanilla Extract Made from prime Vanilla Beans 1314 Division Ave., South GRAND RAPIDS, MICHIGAN 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 - M (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 When you want good cheese ASK FOR KRAFT({) CHEESE 24 MICHIGAN TRADESMAN February 26, 1930 - HOTEL DEPARTMENT News and Gossip Concerning Michi- gan Hotels. Los Angeles, Feb. 21—W. E. Def- fenbacher, a former manager of Hotel Whitcomb, St. Joseph, has been ap- pointed National administrator for the purpose of creating an “endowment fund for the Greeters’ organization. Mr. Deffenbacher was a former Na- tional president of the organization and has devoted much time, without any form of.compensation whatsoever, to the Greeters’ cause. It is reported that E. S. Richardson, who recently renewed a long lease on the Hotel Kerns property, Lansing, will enlarge the rooming capacity of that institution considerably during the coming year, if his plans carry. The Kerns already has 300 rooms, but has been doing a capacity business for a long time notwithstanding the fact that two other large hotels, the Roose- velt and Olds, have been erected in the capital city since his original lease was made. Some years ago, when the Olds Hotel was in contemplation I made the statement in these columns that so far as Mr. Richardson was con- cerned, he would never feel the effect of added competition, and later de- velopments have proved the correct- ness of my prophecy. The Richard- son administration of the Kerns, aug- mented by that of his son-in-law, “Dick” Murray, is an outstanding epoch in Michigan hotel history. These folks introduced some years ago cer- tain features in hotel operation which have proven the worth of their judg- ment...-Hospitality and fairness were their watchwords, and they certainly proved wonderfully successful. I be- lieve the cafeteria at the Kerns was the first in Michigan to be operated di- rectly by a hotel. It was a success from its very incipiency and many other hotels in the State have ven- tured into the same field with satis- factory results. “_E. W. West, night clerk. at Hotel Hayes, Jackson, has resigned to ac- cept the position of assistant manager at Hotel Reeves, New Philadelphia, Ohio. The-statement has been published to the effect that Cleveland hotels will co-operate in the publication of half a million pamphlets to be devoted to advertising the attractiveness of the various hotels in that city. If Cleve- and hotel men succeed in distribut- ing satisfactorily that number of book- Jets they will prove themselves magi- cians, and successful adventurers in a field that has been fraught with dis- mal failures. After you have induced your guests to come to your hotel, through the regular advertising chan- -nels, it will be.a very- good scheme to -supply them with these. pamphlets to ‘send to the folks back home, but the mailing list which conveys these mediums to prospective patrons has not yet been discovered. E. J. Bradwell, who has been con- nected with Hotel Fort Shelby organ- ization, Detroit, for the past ten years, has been selected to. assume the posi- tion of managing director: of that property, recently made vacant by the resignation of J. B. Frawley, who goes to the Park Central Hotel, New York, in a similar capacity. Manager Bradwell has announced several pro- motions in his staff, among them be- ing the advancement of J. E. Curtiss, chief clerk, to assistant manager, to share that rank with J. D. Hollings- worth. J. B. Bedford will succeed Mr. Curtis as chief clerk. F. J. Gignac, recently named man- ager of Hotel Otsego, Jackson, is making a number of improvements in that hostelry, including new tile ‘baths in the older part of the hotel. The Indian Grill which was. established last year has proved highly successful, with a daily patronage in excess of 300. Mr. Gignac was formerly con- nected with Hotel Olds, Lansing. Richard Wren, formerly connected with the front office force of Hotel Pantlind, is now room clerk at Hotel Vincent, Benton Harbor. The Union Hotel, at Oxford, has gone out of business, leaving the 30 room Hotel Oakland to fill the gap. The management of Hotel Pantlind reports that the* new dining room policy at that house, with dinner danc- ing from 6:30 to 8 p. m., and supper dancing from 9 p. m. to 1 a. m., is meeting with a hearty response from the Grand Rapids public, and in many instances has made it necessary to turn away an overflow list. Harold Sage, managing director of Hotel Tuller, recently elected presi- dent of the Detroit Hotel Association, enjoys the proud distinction of being the youngest member ever having been elected to a similar position anywhere. You can rest assured, however, that he will be very substantially in evi- dence during his term of office. Appliances for opening bottles, for use in hotel rooms, still continue to be featured in the, advertising pages of the various hotel. publications. Pre- sumably to be.used in conjunction with Pluto water. Another hotel for Pontiac is talked about. A hotel for every guest seems to be about the way they figure it out over. there. It is to have 96 rooms, and to be modern in every respect. Its name has not yet been announced. Possibly they may not be able to think of one and will resort to numerals. Thos. .P. Ryan, for three years as- sistant manager of Hotel Vincent, Benton Harbor, has been appointed manager of that house to ‘take the place of John R. Dignan, who recently assumed management of Hotel Plaza, Danville, Illinois. William Cavanaugh remains with the institution as night manager. The Ritz-Carlton people are going to build another hotel in Hollywood. Of course this arganization has a clientele all its own, or it would never consider another hotel at this time. With the exception of about half a dozen hotels in the Los Angeles sec- tion, most of the operations here are signified with the display of red ink. One of the largest in Hollywood has changed lessees four times in the past year and nobody real happy. Some hotels resent the competition of church suppers and there is much talk about it. Now, when we were boys, the church supper might have been real competition for the small town totel. Remember it? The wo- men of the community were eéverlast- ingly paying off a mortgage on the church or raising part of the preach- er’s salary—if you might call it such. In the winter time it was an oyster supper, ostensibly. and in summer a strawberrv festival also so-called, hut my what a contact. In those days any enterprising ladies’ aid society, if occasion demanded it, could make a draft on every kitchen in the commun- ity and what a spread there would be. The oysters ‘and strawberries were side issues. The cake makers vied The LaVerne Hotel Moderately priced. Rates $1.50 up. GEO. A. SOUTHERTON, Prop. BATTLE CREEK, MICHIGAN “A MAN IS KNOWN BY THE COMPANY HE KEEPS” That is why LEADERS of Businesa and Society make their head- quarters at the PANTLIND HOTEL “An entire city block of Hospitality” GRAND RAPIDS, MICH. Rooms $2.25 and up. Cafeteria -t- Sandwich Shop “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. CODY HOTEL GRAND RAPIDS RATES—$1.50 up without bath. $2.50 up with bath. CAFETERIA IN CONNECTION Sagi sasanitin mate ee tte tisue ately ‘iit Cae wESSUR iG Miirci weasaitatsed aia 33 8 ET 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. NEW BURDICK KALAMAZOO, MICHIGAN In the Very Heart of the City Fireproof Construction The only All New Hotel in the city. Representing a $1,000,000 Investment. 250 Rooms—150 Rooms with Private Bath. Buropean $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. Wolverine Hotel BOYNE CITY, MICHIGAN Fire Proof—60 rooms. THE LEAD.- ING COMMERCIAL AND RESORT HOTEL. American Plan, $4.00 and up; European Plan, $1.50 and up. Open the year around. HOTEL OLDS LANSING 300 Rooms 300 Baths Absolutely Fireproof Moderate Rates Under the Direction of the Continental-Leland Corp. Georce L. Crocker, Manager. MORTON HOTEL Grand Rapids’ Newest Hotel 400 Rooms “i 400 Baths RATES $2.50 and up per day. Occidental Hotel FIRE PROOF CENTRALLY LOCATED Rates $2.00 and up EDWART R. SWETT, Mgr. Muskegon -t- Michigan Columbia Hotel KALAMAZOO Good Place To Tie To ' = ea. 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. 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 12:15 p. m. 1:30 p. m. 3:30 p.m, February 26, 1930 MICHIGAN TRADESMAN 25 with each other in seeking popularity for their wares and your. degree of popularity was based on the number of helpings you would absorb. The more the happier was the catering lady. The ordinary male individual who went to the church supper to pro- mote the cause of religion used to eat two or three helpings of friend chicken, much country ham, eight or ten sour milk biscuits, seyeral varieties of salads, cake of all the colors of the rainbow, with pie added, then stagger out to the cashier and lay down a quar- ter, happy in the thought of a well- performed duty. Now this was some competition for the home-town hotel, or would have been were it not for the fact that none of the participants in the eating contest ever patronized a hotel. The female contingent work- ed overtime, used much good raw ma- terial, and sold food for sweet char- ity’s sake on the basis of one dollar’s worth of grub for every twenty-five cents received. But so long as they were happy what difference did it make? Nowadays though! How dif- ferent! The mantle of “charity” may well fall over the menu which the Ladies’ Guild, er some other organiza- tion offers. Salad, consisting of one lettuce leaf, with a few crumbs of salmon swimming in a dressing, made up principally of cottonseed oil. One thimble-sized croquette surrounded by a “deluge” of, say, three green peas. One juvenile size bun. Small wine glass nearly full of sherbet, but remin- iscent of water. Coffee guaranteed not to burn the tongue og keep one awake. And this so-called supper priced any- where from 75 cents to $1.50, and no change back. Now can anyone hon- estly say that a hotel man or cafe manager has any kick coming over such competition as this? Wouldn't the patron of the charity supper be in fine fettle for a square meal as soon as he had squared away from the charity lunch room? For shame boys. Don’t complain about the inroads of the charitable offerings of the char- itably disposed ladies. Frank 'S. Verbeck. Mrs. F. G. Cowly, owner and pro- prietor of the Van Ettan Lodge, Os- coda, accompanied by her son, is making an extended tour of the East- ern Coast with Savannah, Georgia, as her ultimate destination. — +2 >__ Programme For Lansing Convention of Dry Goods Dealers. The following programme has been prepared for the dry goods convention to be held at Lansing, Tuesday, Wed- nesday and Thursday of next week. Tuesday. 9:30 a. m. Registration of members, exhibitors and guests. Official opening of merchandise ex- position, Reception by officers, directors. and convention committees.» r Luncheon in ;the wisteria room on the second floor. President Fred H. Nissly presiding. Short address. Inspection of merchandise booths, ushered by officers and di- rectors. . ‘3 p. m.’. Official welcome and intro- duction of President. Response and address. of President, F. H. Nissly, Ypsilanti. The Department’s aids to business in 1929 and plans for 1930, R. L. Whaley, Detroit, Commercial Agent, United States Department of Commerce, 4 p. m:. Discussion by members, col- lection and assignment of for eve- ning round table discussions. 4:30 p. m. Get acquainted with ex- hibitors, guests and with each other. Members and guests wear blue badge and exhibitors red. 6:30 p. m. Joint supper of both as- sociations in the wisteria room. EI- wyn Pond, President Shoe Dealers, presiding. Speaker 30 minutes, J. G. Pattee, Crowley Milner & Co., Detroit. Subject, the Part the Retailer Plays in the Reduction of Cost and Dis- tribution. Discussion, J. G. Sandry, Edson, Moore & Co., Detroit. Round table meetings in two sec- tions. Shoe dealers will cross the hall into the East dining room. Wednesday 10 a. m. Inspection and purchase of merchandise in ball room and hotel lobby. Call to order by President F. H. Nissly. 11:15 a. m. Brief address, Who is your Credit Master—You or Your Customer? by Paul Ungrodt, Secre- tary-Manager Ypsilanti Board of Commerce, followed by playlet en- titled “Charge It” by employes of Ypsilanti Board of Commerce. Discussion and announcements. 12:15 p. m. Luncheon in the wisteria room, with dry goods men of Lan- sing Civic Bureau. George E. Martin, First Vice-Presi- dent Michigan Retail Dry Goods Association, Benton Harbor, pre- siding. Brief address on the Winning Man by Harry L. (Gatling Gun) Fogle- man, Chicago. 12:15 p. m. Luncheon in the East din- ing room by shoe dealers and guests. J. E. Wilson, Detroit, Vice-Presi- dent Michigan Shoe Dealers, presid- ing. Brief address on Personality by Wm. Pidgeon, Jr., Rochester, New York. This session of the shoe dealers con- tinuous after a brief recess (to visit exhibits) through the afternoon. This meeting will be addressed by Wm. Pidgeon, Jr., Rochester, New York, Miss Rhea Nichols, stylist, of Bos- ton, and Stephen J. Jay, manager and buyer of men’s and boys’ shoes, R. H. Fyfe & Co., of Detroit. Business meeting and election of officers. Afternoon Program—Dry Goods Ses- sion, Visit exhibits and each 1:30 p.m. other, Patronize those who help support our Associations. i 2:30 p. m: Brief address by Muir W. Lind, of J. L. Hudson Co., Detroit. Topic, Sales Promotion and Sugges- tive Selling. ‘Discussion, questions and answers. 3:15 p.m. Washability — Proper handling of fine fabrics by Miss Helen Healey, Lux Laboratories, Cambridge, Mass. 7 p. m. Annual banquet of both as- sociations—informal. President F. H. Nissly presiding. President Elwyn Pend, Toastmaster. Invocation by Rev. D. E. W. Bishop pastor Plymouth Congregational church, Lansing. Responses — Miss Rhea Boston, Nichols, James L. Fri, Director Merchandise Managers’ Group of the National Retail Dry Goods Association, New York. Thirty minute address—Harry L. (Gatling Gun) Fogleman, Chicago. Music—Dancing. Thursday. 10 a. m. Address on some current merchandising problems by James L. Fri, National Retail Dry Goods Association, New York. 10:30 a. m. Taking the Guess Work out of Merchandising, the Sure Way to Greater Profits, by W. M. Hill, Principal Hamilton, Hill & Co., Saginaw. lla.m. Election of officers. Adjournment. ——_-o-+____ Items From the Cloverland of Michi- gan. Sault Ste. Marie, Feb. 25—With the thermometer above forty degrees for the past few days business has been lively for the garages which have wreckers for service. Most of our side streets are just soft enough to let the cars cut through and stick fast. Many cars are left in the streets during the night, unable to move and await their turn for the wrecker, but we will have a better feeling now that the extreme cold weather has let up. Especially in this time of the large majority of people who cannot go South for the winter. The American Legion will have a home of its own for the next five years. Again we can thank former Governor Chase S. Osborne, who induced the State and Government to agree to permit the Legion to use the fish hatchery at the Government park which was recently abandoned. This will make an ideal location for their new quarters. It has been announced that the C. M. T. camp at Fort Brady will open July 18 this year, with Colonel Otis R. Cole in command. The popularity of this training camp is proved by the in- creasing number of applicants received each year. Although these camps are designated as military training camps, they are good citizen camps as well. The greatest stress is placed on cor- rect living, correct eating, physical training and the principles of the Gov- ernment. Wholesome entertainment, properly supervised by army officers, is provided. Social functions are also held during the camp period. A lamb is a mammal and a sucker is a fish, but in Wall street you can’t tell them apart, . Miss Dellia Donnelly, of the firm of Donnelly & Donnelly, meat merchants at Mackinac Island, was a visitor here last week, this being her first visit in many years. She was surprised at the activity and business here during the winter, which had far exceeded her expectation, The Soo Hardware Co. branch at Marquette is moving into a new and larger building, in which it will be able to care for its increasing business there. Ralph Marks, formerly overseer of the Sault fish hatchery, has been ap- pointed overseer of the Watersmeet fish hatchery, near Manistique, where he was assistant. He will succeed J. G Marks, who has been appointed overseer of the Marquette hatchery. The Watersmeet station is one of the best in the State and devoted mostly to the propagation of brook trout. Motorists get into the most trouble nowadays, not in trying to keep up with the Joneses, but in trying to pass them. Chippewa county is fast becoming more of a dairy county. The January report on butterfat shows a marked in- crease. Dairying is the backbone of this community and we hope that the increasing receipts wil! continue. William G. Tapert. ———_+ +. Muskegon Awake on Chain Store Menace. Muskegon, Feb. 21—About six weeks ago the meat dealers of Muske- gon organized to fight the chain stores. Wed. Feb. 19 this organization called a meeting of home merchants in most lines. About fifteen different lines of business were represented, unofficially and officially. Most of these lines did not have organizations of their own; for example, hardware and drugs. What was said at this meeting is pretty we'! covered in the enclosed newspaper write-up. There are some minor errors, otherwise the account holds. We are looking forward to the mass meeting Mar. 6 to be addressed by Caslow. W. A. Pierson. The Muskegon Chronicle refers to the awakening of Muskegon on this subject as follows: Committees and individuals of vari- ous organizations and groups identified with the business life of Greater Mus- kegon—about 200 men all told—Wed- nesday p. m. launched a campaign to promote the welfare of independent business enterprises of the community as distinguished from chain or syndi- cated business. A general committee was named to meet next Wednesday in the Labor temple, at 85 West Western avenue, to further the movement, W. H. Caslow, of Grand Rapids, who has been combatting the develop- ment of the chain movement through the microphone, will address a mass meeting here Thursday, March 6. An effort will be made, it was said Wed- nesday, to obtain the Junior College auditorium for this meeting. The meat dealers took the initiative in the campaign and called yesterday’s meeting at the K. of P. hall on Clay avenue. Addresses making up a sym- posium that. constituted the program were not lackine in force or earnest- ness. The consensus, as expressed, was that the campaign should be one to promote co-operation among inde- pendent merchants and home business interests generally, and to educate the public to discriminate by placing their business with those who will keep the money in Muskegon instead of sending it to outside capitalists. It is planned to have a series of mass meetings pursuant to this and an ef- fort will be made to induce W. K. Henderson, the Shrevesport, La., radio broadcaster and arch enemy of the chain stores, to come here. It was stated that until recently the county poor commission had been giv- ing orders to chain stores in buying commodities for relief of the poor. Members of the meat dealers’ com- mittee had taken this matter up with the commission, it was stated, and this business is now beine given to inde- pendent merchants. —_—_>+>—___ Partial adoption of sealed paper containers for liquid milk by the prin- cipal New York distributors is an in- novation that may have far-reaching ramifications. It affects the glass in- dustry, the growers of spruce (the fiber of which is used in making the seal cones), and, because of conveni- ence and economy in handling, may add to milk consumption. How it will influence other food packing re- mains to be seen. DRUGS Michigan Board of Pharmacy. President—J. Edward Richardson, De- troit Vice-Pres.—Orville Hoxie, Grand Rap- ids. Director—Garfield M. Benedict, San- 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. Michigan State Pharmaceutical Association. President — Claude C. Jones, Battle reek. Vice-President—John J. Walters, Sagi- naw. Secretary—R. A. Turrell, Croswell. Treasurer—P. W. Harding. Yale. Cc Salesmanship Versus Service. Three years ago I found myself at a loose end through a variety of circum- stances. With the object of providing a little useful and profitable employ- ment I inserted an advertisement in a trade paper offering. to ‘take a financial and working interest in any scheme likely to yield results. Eventually I fixed up with a firm of multiple chem- ists who wished to get rid of an un- profitable branch. The argument (a fairly correct one) was that after pay- ing managerial expenses there was lit- tle or no balance left for the benefit of the shareholders, but that, under per- sonal management, the turnover would be bound to increase. I took over the branch, and provided a certain amount fo capital, on the express understand- ing that my drawings were to be negligible until such time as the con- cern had been put on a paying basis. Bear in mind that I had never been behind the counter of a retail store during the whole course of my career. Most of my working years had been passed in a laboratory, the balance in a dispensary. Several handicaps were mine from the outset. I had nothing of the salesman’s “address.’’ On the contrary, I was in some ways typical of the proverbial scientist—embarrass- ed by the presence of strangers and inclined to be absent-minded. My prac- tical knowledge of the goods I had to dispose of, or, indeed, of selling any- thing direct to the public, was nil. On the other hand, I had a thorough knowledge of drugs, a working ac- quaintance with the theories underly- ing medical practice, and a profound distrust of modern selling methods. Before the first week was out I had decided what was wrong with the MICHIGAN pharmacy. The public were suspicious. Suspicious of me, of my goods, of the firm, of everything connected with the shop. A little enquiry elicited the fact that customers had been fleeced, even beyond the usual limits—had been subjected to the whole gamut of sell- ing tricks. If a man came in for a penny-worth of Epsom salts he was asked, first of all, to buy an expensive proprietary, and then the “associated sales” idea was put into operation. I don’t know what my _ predecessors would have regarded as an appropriate suggestion for a “companion sale” to Epsom salts—an enema, probably. Whatever it was it would be tried, and the customer would retire, poorer in pocket and aggrieved in mind, prob- ably vowing to avoid the Phar- macy in the future. My program reversed everything. Not satisfied with supplying the cus- tomer with exactly what he asked for, I often recommended a smaller size than that demanded, on the ground that it would prove sufficient. “Sui- cide!’ I hear many pharmacists ex- claim. But was it? Within the first year I, an amateur salesman, laboring under several disadvantages, had in- creased, by 33% per cent., the turnover of a store which trained men had fail- ed to make good. I had, inch by inch, gained the confidence of the people— mostly very poor and very ignorant— with whom I came in contact. I was chemist, doctor, lawyer, amanuensis, and even money lender to many of them. Anxious mothers consulted me regarding the future of “Little John- ny.” I became quite expert in estab- lishing the claims of ex-soldiers and ex-sailors to pensions, and won lasting esteem among their female relations by ‘introducing a pennyworth of loose powder, and ditto of carmine, instead of an expensive compact or lip-stick. I solved, not alone medical and toilet questions, but also household, legal, and business troubles. I was consult- ed on every conceivable topic, and had become, at the end of the year, more indispensable to my customers than they were to me. The result was marvelous. Many of them, when I sold a cheaper article than had been asked for, were first of all skeptical as to my motive, then reassured, and_ finally amused at what several of them frank- ly termed my “softness.” But they bought. Moreover, they told their friends, and by the time I had been TRADESMAN there fifteen months the confidence of the local inhabitants was such that they would have taken my word for any- thing. They could have been sold the worst rubbish—for a time—if I had cared to break my trust. And _ this happy state of affairs was reached simply by replacing “trained salesman- ship” with a commonplace, but useful and convenient service. Unfortunately, the experiment was concluded shortly afterwards, when my energies were again directed into wider channels, and I returned to the service of a manu- facturing house. But my idea that those pharmacists who emphasize the necessity for “salesmanship” are “bark- ing up the wrong tree” received con- firmation, and I now proffer this heretical belief for the criticism of my professional brethren. Jason Strong. —_2+>—___ Some Success Commandments For the Fountain. 1. All soda dispensers should be pleasant, and should keep all fountain utensils in good condition. 2. All drinks should be of the best quality as well as appearance. 3. Never allow the hand to touch the rim of the glass. 4. Always use a spoon for fruits when decorating a fancy dish. 5. Do your best in showing polite- ness to customers. 6. Greet your customers with a smile and thank them after serving. 7. Never refuse a customer a glass of water. 8. Ifa drink does not satisfy a cus- tomer, always change it with pleasure. 9. Never serve your customer more than is purchased, as that is not good business. 10. ‘Be quick to try and understand the customer that wants better service. 11. Always show politeness by serving ladies first. 12. In mixing egg drinks, never break the egg in the shaker, but always break it in a dish and in the presence of the customer where he may see for himself. 13. If you do not understand the customer the first time, never say “What,” but “I beg your pardon.” 14. Never start a conversation with a customer. 15. Your best policy is to answer all questions politely and rapidly. 16. When serving a family or a party, try to serve them all at once. February 26, 1930 17. Never remove the dishes until the customer has left. 18. If the customer is not satisfied with the first serving, always try doubly hard to please him with a sec- ond serving. 19. It is better for a customer to re- ceive no service than to be displeased with the service that you offer. 20. Never lean on the counter; but stand erect. 21. Always try to please the cus- tomers that are hard to please and never let them leave with a_ bad opinion, 22. The customer comes for his purpose and not to correspond with you. 23. Never make a disturbance with fountain utensils. 24. Never whistle or sing or make a disturbance while behind the foun- tain. 25. Never shave secrets between each other while in the store. What you can say to one, be able to say- to all. 26. Try always to do your duty and to stay at your station. 27. Employes are not allowed to use the telephone while on duty unless they have special permission. 28. No vile or profane language al- lowed in the store. 29. Never break the rules of the house. —_—___+-+—__- Poultry Needs Cod Liver Oil. Cod liver oil has an important place in the winter ration for laying hens that are kept away from the sunshine. Under such conditions, good cod liver oil is very essential to the poultry ra- tion. Too many poultrymen, however, consider cod liver oil as a cure for all diseases and ills which befall the poul- try flock. The fact of the matter is that cod liver oil should be fed as a preventive and not as a cure. It is a wonderful substitute for sunshine, and ‘because of this fact, its use is es- sential in rations that are fed during the winter and early spring. In a paper published by the Ameri- can Pharmaceutical Association not long ago, the following facts were pre- sented as a result of a very significant experiment: “There was a difference of 2.4 per cent. in the fertility of eggs from hens fed cod liver oil as compared to hens that were not fed cod liver oil.” FTYTITI NTR e Nn QT PTS Cc Succeeding GRAND RAPIDS SHOWCASE CO. ITI I ATIVTITPTIUTITIT ITT TILTED PTT GRAND RAPIDS STORE EQUIPMENT CORPORATION GRAND RAPIDS ~ MICHIGAN PTR WELCH-WILMARTH CORPORATION PURER} DRUG STORE PLANNING Recommendations fo fit individual conditions. DRUG STORE foe} FIXTURES : 4 Planned to make every —— foot of store into , sales space. TTT s => a February 26, 1930 27 MICHIGAN TRADESMAN eS aid ie wate ated mene WHOLESALE DRUG PRICE CURRENT 2 by auto for the farm home of his par- onstrated beyond doubt that hatch 101 : e cS ying soon after ability is greatly increased by the ad- Serine ae fannie Prices quoted are nominal, based on market the day of issue. . dition of cod liver oil to the ration. In o¢ chimney standing, the house hav- Acids Cotton Seed ae 1 3501 60 Beliadonns ..—. . “a one test there was a difference of 34 ing burned, injuring his mother so Boric eevee o49 = Bigeron ~~... 4 00@4 25 Benzoin Comp'd. @2 rr 7 ii. : : ie > 2 [ 4 Oric a. cas 7 ech per cent. in the hatchability of eggs badly that she died pte — and Carbolic -.__.-_ 38 @ 44 ioe 5 0n8 = Cantharides .-. @2 52 onfined hens fed cod liver oil his wife arrived. An earlier telegram = G@ytric 2 m6 6 yo GS “in Goan O32 23 from c ; : as S ; - a sg telling of the tragedy went astray anc Muriatic ___...__ % Juniper Wood .156@175 Catechu __ @1 44 over those which did not receive it in oe eee) Oe —a UU 9°@ 15 Loi ions a. oa se ae. : Sauire Signal, Siiphuiie—- Sa Leen dee rw- sags some GE Chicks produced from eggs laid by ee Tartaric __..____ @ @ tiveuder Gara 1 25@1 60 Digitalis eee Rona g2 04 hens which had been fed cod liver oil Business Philosophy. ee oe aS “oe aoa CU were stronger, more vigorous and the Forty years ago loafers and loung- water 96 jaa 4 @ it Linseed, polled, bbl. @t 1 Goalae, Ammon... = - se se : Es inseed, A a ine --....-... mortality was much lower. The eggs ers used to tell us that if unmarried MS rial yl — eee = Linseed, raw,less 1 21@1 34 aoe < . did not have any unusual odor or favor men would spend their earnings in- Cake. 20°@ 35 estate. arifil. om. al 35 i — gi - i iver Oi f “colt; . mn” it w Chloride (Gran.) 08 @ 18 Gyo oe each 3 52 as a result of feeding cod liver oil. stead of “salting them down” it would Olive, pure _.-. 4 00@5 00 Myrrh ___.--..._. : SA ea Olive, . Nux Vomica -... @1 80 =... help make business good. According as 0 ptr Bae aia eat seetu C. gs When On Your Way, See Onaway. to their philosophy to save a dollar ¢opaipa ____ 1 00@1 25 Olive, Malaga, Opium, Camp. -. - Th has b : : : i d een 2 85@3 25 Opium, Deodorz’d @5 40 Onaway, Feb. cpa at - €- was to retire it from circulation and Lc tone -- 2 ear ‘ oe 2G 00@6 25 Rhubarb -_-_____ @1 92 . - J x 3 p ee -- . come of the ease ‘ pre - : e tend to hard times. The opportunities pery 36G@S66 Organun pare. @2 50 and when did it go? Transformed from ; Wea ie Tee 00@2 25 Origanum, com’! 1 00@1 20 Paints Mew Sern ie . for spending money then were at the : g eorere eS: OF belo Zeno wealee | heat 1 liv fp cate came a lad ren dey. 1040105 : owe 4 we se s ol rooms, theaters and liv- mer ; : ue with many feet of snow into a week saloons, pool rooms, the Barks io SS Sooke 09 Lead, white dry 144%@14% of warm sunshine, bare pavements, ery stables. Cassia (ordinary). 25@ 30 Rosemary Flows 1 25@1 60 ead, white oil 144 @14% running water and grassy lawns and The business prophets of to-day Cassia (Saigon) .. 50@ 60 Ochre, yellow bbl. bare fields, all within a week. It is like traveling from Michigan to Flor- ida. “Can it last? We'll pay dearly for this,’ are the common remarks to be heard. James R. Snody attended the an- nual meeting of the Development Bureau held at Greenbush last Mon- day and reports a good attendance and perfect weather for the winter sports program. Attorney Arthur E. Devine, a resi- dent of Onaway for the past twenty- eight years, passed away at his resi- dence last Thursday. Mr. Devine had been Prosecuting Attorney for Presque Isle county several terms and was at- tending Circuit Court in Rogers City when taken suddenly ill, although he had been in ill health for a number of years. Mr. Devine was City Attorney of Onaway for a number of years and active in the government of the city. His son, Buell Devine, who until two years ago acted as City Clerk, arrived with his wife from Cincinnati in time to see his father before he passed away. : Vern Tran, the barber, received a message that his mother could not live. look to the continued manufacture of automobiles and the same rate of pur- chase to maintain general business, but when it comes to a choice of buy- ing autos, gasoline and repairs, or food to eat, the latter will prevail. The banker says: “Save your sur- plus, deposit in the bank and it will be loaned to essential Then it will not go out of circulation and it will increase for you and form a re- industries. serve for emergencies or future plans.” This orgy of ‘buying on installments, going in debt for non-essentials, de- frauding landlords others; letting the city lot or farm merchants, and tract be sold for taxes, will result in a landless, homeless, wageless, penniless population, dependent for existence on the favors of the wealthy who gather the money they have thrown away. E. E. Whitney. ———_—_--~>>~?>-->——__—__ To be accurate is better than to be quick. quickly. PRICES can be given. you. Grand Rapids 1929 MODELS SODA FOUNTAINS We have in our control and for sale a limited number of Soda Fountains. as described above, and which are regular in every particular and equipped with Frigidaire for Refrigeration. This information has just come to us from the factory and as it will be given to other Distributors, these Fountains will move very If you are interested, you should phone or write us for an appoint- ment and visit the Factory with us and have the opportunity of looking over these Fountains and making your choice. These are subject to our usual terms of Sale and SPECIAL The proper plan is to buy the Fountain right, and then buy the Ice Cream right, and ultimate profit will be satisfactory. We will appreciate an opportunity to demonstrate these facts to Hazeltine & Perkins Drug Co. Michigan Manistee Sassafras (pw. 60c) @ 60 Soap Cut (powd.) e606 fo. 20@ 30 Berries Cubep @ 90 Bish oo. a Ge a6 dunijer _ 10@ 20 Prickly Ash __.... @ 1% Extracts Eicarice: oo 60@ 65 Licorice, powd. __ 60@ 70 Flowers Arnica 3 Chamomile Ged.) Chamomile Rom. @1 00 Gums Acacia, Ist 50@ 655 acacia, 2nd __.. 45@ 50 Acacia, Sorts _.__ 35@ 40 Acacia, Powdered 40@ 50 Aloes (Barb Pow) Aloes (Cape Pow) 2y 3a Aloes (Soc. Pow.) 75@ 80 Asafoetida ______ 50@ 60 Pow. ..-. 90 @l1 00 Camphor —__._____ 87@ 95 Guaiae @ 60 Guaiac, pow'd __ @ 70 Kino 2 : @1 25 Kino, powdered__ @1 20 Myrrh 2 @1 15 Myrrh, powdered @1 2 Upium, powd. 21 00@21 50 Opium, gran. 21 00@21 50 Shellae: 2 65@ 380 Sheliae . 75@ 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@ 265 Insect Powder_._ 474g@ 60 Lead Arsenate Po. 134%@30 Lime and Sulphur Dey oo 08 23 Paris Green ___. 24@ 42 Leaves Bucky 2200 @ 90 Buchu, powered @1 00 Sage, Bulk __.__ =“ 30 Sage, % loose __ 40 Sage, powdered__ @ 35 Senna, Alex. __.. 60@ 17 Senna, Tinn. pow. 30@ 35 Uva Uraf 20@ 26 Oils Almonds, Bitter, rue 7 50@7 75 Almonds, Bitter, artificial __._. 3 00@3 365 Almonds, Sweet, true) oo 1 50@1 80 Almonds, Sweet, imitation -_.. 1 00@1 25 Amber, crude -. 1 00@1 25 Amber, rectified 1 50@1 75 Anisg 260 2 00@2 25 Bergamont -... 6 50@7 00 Cajeput _.....__ @2 2 Cassig:, 2 3 00@3 25 Castor... 1 55@1 80 Cedar Leaf -___ 2 00@2 25 Citronella -..... 75@1 00 Cloves 2... 4 00@4 25 Cocoanut ------ 27%@ 35 Cod Liver ------ 1 40@2 00 Croton... 3 50@3 75 Sandelwood, E. I 12 50@12 75 Sassafras, true 2 00@2 25 Sassafras, arti’l 75@1 v0 Spearmint -..___ 7 00@7 26 SPCrm 1 60@1 76 Tang 20 1 00@7 25 Rar USP. 65@ 75 Turpentine, bbl. __ @ 66 Turpentine, less 73@ 86 Wintergreen, leat 6 00@6 25 Wintergreen, sweet birch _o. 3 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 69@ 85 Bromide 54@ 71 Chlorate, gran’d. 21@ 28 Chlorate, powd. 16@ 23 Or tar 1i@ 24 Cyanide i 30@ 90 lodide (220 4 06@4 23 Permanganate __ 22%@ 35 Prussiate, yellow 35@ 45 Prussiate, red __ @ 70 Sulphate 20 35@ 40 Roots Alkanet 30@ 35 Blood, powdered. 40@ 45 Calamus 2 35@ 85 Klecampane, pwd. 25@ 30 Gentian, powd. _ 20@ 30 Ginger, African, powdered _____ 30@ 35 Ginger, Jamaica. 60@ 65 Ginger, Jamaica, powdered 60 soldenseal, pow. 6 00@6 50 Ipecac, powd. __ 5 =" 00 Bicorica ._.. 5@ 40 Licorice, powd._. 20@ 30 Orris, powdered. 45@ 650 Poke, powdered_. 35@ 40 Rhubarb, powd __ @1 00 Rosinwood, powd. @ 650 Sarsaparilla, Hond. ground Sarsaparilla, Mexic. @ 60 Squills Squillg, powdered 70@ 80 Tumeric, powd... 20@ 25 Valerian, powd.__ @1 00 Seeds Anise 2. @ 35 Anise, powdered 35@ 40 Bird, iq 2 13@ 17 Conary 10@ 16 Caraway, Po. 30 25@ 30 Cardamon __.-__ 2 50@2 75 Coriander pow. .40 30@ 25 Oe 5@ 20 Fennell __....__ 35@ 60 Kiaw ooo 9%@ 15 Flax, ground __ 9%@ 15 Foenugreek, pwd. 15@ 25 Hemp ... 8@ 16 Lobelia, powd. .- g} 60 Mustard, yellow 17 25 Mustard, black.. 20@ 26 Peppy ....____.. 15@ 30 Quince @1 50 Sabadilla -______ 45@ 50 Sunflower -__.... 12@ 18 Worm, American 30@ Worm, Levant - 6 50@7 00 Tinctures Aconite -...___ —< 1 80 Aloee: 1 56 Acafoetida -___-. 2 28 Arnica oo @1 50 @ 2% Ochre, yellow less 3@ 6 Red Venet’n Am. “— 7 Red Venet’n Eng. t@ 8 Putty .... ——aa O@ § Whiting, bbl ___ @ 4% Viiting ... . | 5%@10 L. H. P. Pre 2 80@3 00 Rogers Prep. -. 2 80@3 00 Miscellaneous Acetanalid _____ 57@ 75 De W@ 12 ium. powd and gtound _.... 09@ 16 Bismuth, Subni- ate 2 25@2 52 Borax xtal or Dowdered -... 05@ 13 Cantharides, po. 1 25@2 00 Caluine® _ ool 2 tows 32 Capsicua, pow'd 62m 75 Carmine -____ -—- 8 0U@9 ov Cassia Buds 12 33yw 45 Cleves aQVOS — 4u@ 54 sualikK Prepared_ l4@m ilo Cnlorotorm ___ 49@ Choral Hydrate 1 20@1 5¢ Cocaine eet ries 1Z 8aq@is ov Cocoa Butter ___ oUW yu Corks, list, less 30-10 to : 40-10% Copperas ________ OS@ lv Copperas, Powd. 4m lu Corrosive Subim 2 253@2 3u Cream ‘Tartar __ so@ 45 Cuttle bone ..._ 4u@ 60 Jeatrine 6@ Jover's Powder 4 OU@4 50 kmery, Ail Nos. lew 15 Einery, Powdered @ 15 Epsom Salts, bbis, @03% 4upsum dSaits, less 3%@ 1U krgot, powdered __ @4 00 Klake, White —. 1b@ 20 Formaldehyde, lb. 13@ 35 Uelaline Glauber Salts, bbl. @02% Glauber Salts less 04@ 10 Glue, Brown -... 20@ 30 Glue, Brown Grd 16@ 22 Glue, White -... 27%@ 35 Glue, white grd. 25@ 35 Glycering _ 19@ 40 Hogs 95 Oging 200 6 45@7 00 ToLoform 2... 8 00@8 30 Lead Acetate 20@ 30 Mace @1 50 Mace powdered_ @1 60 Menthol ...- 7 00@8 00 Morphine -.._ 13 58@14 33 Nua Vomica 2. Nux Vomica, pow. 15@ Penper, black, pow 57@ 70 Pepper, White, pw. 75@ 85 Pitch, Burgudry. 20@ 26 Quassia __...___ 122@ Quinine, 5 oz. cans @ 60 Rochelle Salts _. 28@ 35 Sacharine ....._ 2 60@375 Salt Peter ...... 30 32 Seidlitz Mixture 30 40 Soap, green __. 5 30 Soap mott cast _ 25 Soap, white Castile, CHGe@ 62 @15 00 Soap, white Castile less, per ber —_. @1 60 Soda Ash _....__ 30 Soda Bicarbonate 83%@ 10 Soda, Sal -_.._ 02%@ 08 Spirits Camphor @1 20 Sulphur, roll _.. 4@ l1 Sulphur, Subl. _. 4%@ 10 Tamarinds ____.. 2O@ 25 Tartar Emetic _. 10 7 Turpentine, Ven. 65 16 Vanilla Ex. pure 1 50@2 00 Vanilla Ex. pure 2 25@2 60 Zino Sulphate __ 06@ 11 MICHIGAN TRADESMAN February 26, 1930 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 z= —_. —— ADVANCED DECLINED Salmon Beef AMMONIA re Hag, 12 1-lb. Strawberries ase 30 “ag 2 4 50 All an. iS oF. 2. 2 25 0 3 00 All Bran, 10 oz. ~----- 2 70 Seeecciiin: INO. 2h: 3 25 All Bran, % oz. ---_ 200 Pride of Mich. No. 2__ 3 75 10 Ib. pails, per doz. 9 40 15 1b. pails, per doz. 12 60 25 lb. pails, per doz. 19 15 25 lb. pails, per doz. 19 15 APPLE BUTTER Quaker, 24-21 oz., doz. 2 15 Quaker, 12-38 0z., 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 ib. —______ 25 40 Calumet, 4 oz., doz. 95 Calumet, 8 oz., doz. 1 85 Calumet, 16 oz., doz. 3 25 Calumet, 5 lb., doz. 12 10 Calumet, 10 lb., doz. 18 60 Rumford, 10c, per doz. 95 Rumford, 8 oz., doz. 1 85 Rum/Zord, 12 0z.. doz. 2 40 Rumford, 5 Ib.. doz. 12 50 K. C. Brand Per case 10c size, 4 doz. --.... 3 70 15e size, 4 doz. ....__ 5 50 20c size, 4 doz. ---..- 7 20 25c size. 4 doz. ----.. 9 20 60c size, 2 doz. ------ 8 80 80c size. 1 doz. ------ 6 85 10 Ib. size, % doz. ---. 6 76 BLEACHER CLEANSER Lizzie, 16 oz., 128 ---- 2 15 BLUING Am. Ball,36-1 oz.,cart. 1 00 Quaker, 1% oz.. Non- freeze, dozen ------ 85 Boy Blue, 36s, per cs. 2 70 erent Bluing Lizette, oz., 12s -- 80 Lizette, 4 oz., 248 -. 1 50 Lizette, 10 oz., 12s -- 1 30 Lizette, 10 oz., 24s -. 2 50 BEANS and PEAS 100 Ib. Brown Swedish Beans 9 00 Pinto Beans 25 Red Kdney Beans -- 9 75 White. H’d P. Beans 8 2 Col. Lima Beans ---- 14 50 Black Eye Beans -. 16 00 Split Peas, Yellow -. 8 00 Split Peas, Green ---- 9 00 Scotch Peas 7 00 BURNERS Queen Ann, No. 1 and 2, do White Flame, No. 1 and 2, dom —..,.... 2 36 BOTTLE CAPS Dbl. Lacguor, 1 gross pke.. per gross -__--- 18 "BREAKFAST FOODS Kellogg’s Brands. Corn Flakes, No. 136 2 85 Corn Flakes. No. 124 2 % vkg.. per gross ------ 15 Pep. No. 224 21 Pep, No. 202° --.----- 2 00 Krumbles, No. 424 _.. 2 74 _-Bran Flakes, No. 624 2 45 Bran Flakes. No. 602 1 50 Rice Krispies, 6 oz. -. 2 70 Rice Krispies, 1 oz. -- 1 10 Post Brands. Grape-Nuts, 248 ..---- 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 Post Toasties, 248 -. 2 Post's Bran, 2 Pilis Bran, 12s Roman Meal, 12-2 tb.- 3 Cream Wheat, 18 ---- 3 Cream Barley, 18 ---- : 40 2 2 1 2 8S ---- Ralston Food, 18 --.- Maple Flakes, 24 --.- Rainbow Corn Fia., 36 Silver Flake Oats, 188 Silver Flake Oats, 12s 90 - Jute Bulk Oats, eaeins New Oata, 24 27 Ralston New Oata, 12 2 70 Shred. Wheat Bis., 368 3 85 Shred. Wheat Bis., 728 1 55 Triscuit, 248 ~--....-.- 1 70 Wheatena, 188 ----.- 3 70 BBOOMS Jewell, doz. ..-------- Standard Parlor, 23 lb. 8 25 Fancy Parlor, 23 lb.-. 9 25 fx. Fancy Parlor 25 lb. 3 75 _ Fey. Parlor 26 lb. “ 00 wow nnn ooo moe eee= BRUSHES Scrub Solid Back, 8 in. ---. 1 50 Solid Back, 1 in. ---- 1 75 Pointed Ends -------- 1 25 Stove Shaker ... 1 80 No. 6) -- 2 00 Peerless ---.---------- 2 60 Shoe No. 4-0 ----..--------- : . No, 25 __.. BUTTER COLOR Dandelion ~.---.------ 2 85 CANDLES Electric Light, 40 Ibs. 12.1 Plumber, 40 lbs. -.-.- 12.8 Paraffine, 6s ~----..--- % Paraffine, 12s --...-- 14% Wicking 40 Tudor, 6s. per box -- 30 CANNED FRUITS Hart Brand Apples ni. CL 5 75 Biackberries No 2002 75 Pride of Michigan __-- 3 25 Cherries Mich. red, No. 10 __--12 50 Red, No. 10 13 00 Red, No. 2° 4 25 Pride of Mich. No, 2-- 3 65 Marcellus Rose _-_---- 3 25 Special Pile —..______ 2 70 Whole White _-__----~- 3 10 Gooseberries No, 390 oo 00 Pears 19 og. CIAsS 5 65 Pride of Mich. No. 2% 4 20 Plums Grand Duke, No. 2% _ 3 25 Yellow Eggs No. 2%4__ 3 25 Black Raspberries Nae, 2 3 75 Pride of Mich. No. 2__ 3 25 Pride of Mich. No. 1. 2 35 Red Raspberries ef 2 3 25 re Be 5 ID Marcellus, No. 2 _.__- 3 75 Pride of Mich, No. 2_- 4 25 CANNED FISH Clam Ch’der, 10% oz. Clam Chowder, No. 2. Clams, Steamed. No. 1 Clams, Minced, No. Finnan Haddie, lv oz. Clam Bouilion, 7 0z.. Chicken Haddie, No. 1 Fish Flakes, small -. Cod Fish Cake, 10 oz. Cove Uysers, 5 oz. —. Lobster, No. %, Star Shrimp, 1, wet ----.. Sard’s, % Oil, Key -.. 6 10 sards, 4% Oil, Key -- 5 75 Sardines, % Oil, k’less 4 75 Salmon, Red Alaska__ 3 35 Salmon, Med. Alaska 2 60 Salmon, P.nk, Alaska 1 95 Sardines, Im. \, ea. i eee Sardines, Im., %, 25 Sardines, Cal. _- 1 3802 25 Tuna, %, Curtis, doz. : 2 Tuna, \%s, Curtis, doz. 2 Tuna, % Blue Fin -. 2 3b Tuna, 1s, Curtis. doz. 7 00 NHK rH wr Cotte ao c CANNED MEAT Bacon, Med. Beechnut Bacon, Lge. Beechnut Beef, No. 1, Corned. Beef, No. iL Bnut, sli. Beefsteak & Onions, s Chili Con Car., ls Deviled Ham, %s -... NANSNweOKWAO c ne B: uni huniwiine SRSSSRGTA oo Onions, Potted Beef, 4 oz. _-.. 1 10 Potted Meat, % Libby 52 Potted Meat, % Potted Meat, % Potted Ham, Gen. % 1 46 Vienna Saus., No. % 1 45 Vienna Sausage, Qua. 95 Veal Loaf, Medium -. 2 25 Baked Beans Campbells --~--------. 1 05 Quaker, 18 oz. --..- Fremont, No. 2 ------ 1 25 Snider, No. 1 ~.....-. 1 10 Snider, No. 2 -----.-- 1 25 Van Camp. oo ae Van Camp, med. ---. 1 15 CANNED VEGETABLES Hart Brand Baked Beans Medium, Plain or Sau. 95 No. 10, Sauce —-_.----. 6 50 Lima Beans Little Dot, No. 2 --. 3 10 Little Quaker, No. 10-14 00 Little Quaker, No. 1__ 1 95 Baty, No 4) 2 80 Baby, No. 1 .._-..--. -. 195 Pride of Mich. No. 1__ 1 65 Marcellus, No. 10 __-- 8 75 Red Kidney Beans 10 6 No: 10. 50 No: 620 ee 3 70 NO: 2 oe 1°30 Noes ooo a 90 String Beans Little Dot, No. 2 _--- 3 45 Little Dot, No. 1 __-- 2 50 Little Quaker, No. 1__ 2 00 Little Quaker, No. 2__ 3 00 Choice Whole, No. 10-13 25 Choice Whole No. 2_. 2 60 Choice Whole, No. 1-- 1 80 Cut. Ne. 10. 75 Cut, Me. 2 15 nt ONO. 08 60 Marcellus, No. 2 2 1 Pride of Mich. No. 2-- 1 75 1 Marcellus, No. 8 Wax Beans Little Dot, No. 2 __-- 2 80 Little Dot, No. 1 __-. 2 10 Little Quaker, No. 2__ 2 70 Little Quaker, No. 1__ 1 95 Choice Whole, No. 10_13 25 Choice Whole, No. 2__ 2 60 Choice Whole, No, 1-. 1 75 Cut. No; 40 22 10 75 Cut. No. 2) ee 2 Cut, No. 4 1 Pride of .Michigan -- 1 75 8 Marcellus Cut, No. 10_ 8 50 Beets Small, Wo. 1 2.2 3 00 Etxra Small, No. 2 -_ 3 00 Fancy Smail No. 2 -- 2 50 Pride of Michigan -- 2 25 Marcellus Cut, No. 10_ 6 75 Marcel. Whole, No. 2% 1 85 Carrots Diced, No. 2 —_.._--—_— 1 40 Diced, No. 10 ~------- 7 50 Corn Golden Ban., No. 3-- 3 60 Golden Ban., No. 2_- 2 60 Golden Ban., No. 10-10 75 Little Dot, No. 2 ---- Little Quaker, No. 2_ Little Quaker, No. 1- Country, Gen., No. 1__ Country Gen. No. 2-- Pride of Mich., No. 5 Pride of Mich., No. 2- Pride of Mich., No. 1_ Marcellus, No. 5 ---- Marcellus, No. 2 ---- Marcellus, No. 1 ---- Fancy Crosby, No. 2-- Pe ek pak et ode tat pk OT et et et bt «1 o Fancy Crosby, No. 1-- 1 45 Peas Little Dot, No. 2 ---- 2 75 Little Dot, No. 1 --_- 1 90 Little Quaker, No. Little Quaker, No. 2-_ 2 50 Little Quaker, No. Sifted E. June, No. Sifted E. June, No. 5__ 5 75 Sifted E. June No. 2__ 2 00 Sifted E. June, No. 1 Belle of Hart, No. Pride of Mich., No. 10_ 9 10 Pride of Mich., No. Gilman E. June, No. 2 1 40 Marcel., EB. June, No. 2 1 40 Marcel., E. June, No. 5 4 50 Marcel., E. Ju., No. 10 7 50 Templar E. Ju., No. 2-1 35 Templar E. Ju., No. 10 7 00 Pumpkin hm i. 50 NG.) 256 ee 1 80 ING. 20 1 45 Marcellus, No. 10 ____ 4 50 Marcellus, No. 2% --_ 1 40 Marcellus No. 2 -__-- 115 Sauerkraut Ne. 20 eee 5 00 Ne 2 1 60 NO 2 ee 1 25 Spinach INO. 206 ee 2 50 ING y 2, oe ee 1 90 Squash Boston, No. 3 ------ -- 1 80 Succotash Golden Bantum, No. 2 2 75 Little Dot, No. 2 ---- 2 55 Little Quaker —~--_---- 2 40 Pride of Michigan --_-- 215 Tomatoes 6 50 2 35 a 1 65 th., No. 2 25 Pride of Mich., No. 2__1 50 CATSUP, Beech-Nut, small --.. 1 65 Lily of Valley, 14 oz... 3 26 Lily of Valley, % pint : 66 Sniders, 8 oz. Sniders, 16 oz. Quaker, 10 oz. Quaker, 14 oz. ~~... 1 90 Quaker, Galon Glass 12 50 Quaker, Gallon Tin -. 8 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 oz. ~.---- 3 15 Sniders, 8 oz, ------ 2 20 CHEESE Roquefort ---------- Pimento, small tins 1 65 Wisconsin Daisy ---. 24 Wisconsin Flat ------ 24 New York June ---- 35 Sap Barge 2. 40 Bree ee 25 Michigan Flats - __- 23 Michigan Daisies __.. 23% Wisconsin Long Horn 24 Imported Leyden --_-. 28 1 lb. Limburger -___-_ 30 {mported Swiss —_--_. 58 Kraft Pimento Loaf. 32 Kraft American Loaf 30 Kraft Brick Loaf.____ 30 Kraft Swiss Loaf --- 37 Kraft Old Eng. Loaf 49 Kraft Pimento. % Ib. 2 40 Kraft American, % Ib. 2 40 Kraft Brick, % lb. _. 2 40 Kraft Limburger, lb. 2 40 Kraft Swiss, % Ib. -. 2 50 CHEWING GUM Adams Black Jack --.. 65 Adams y seawall a OD Adams Den Adams Calif” "Fruit -. 65 A Sen Sen 6 Beeman’s Pepsin ------ be Beechnut Wintergreen. Beechnut Peppermint-- Beechnut Spearmint -- Doublemint Peppermint, Wrigleys -. 65 Spearmint, Wrigleys -- 6a Juicy Eruit 65 Krigley’s P-K -..—-..- 65 Deno | oe 65 Teanerrmy =... 65 COCOA lanes an sian i Droste’s Dutch, 1 Ib._. 8 50 Droste’s Dutch, % Ib. 4 50 Droste’s Dutch, % Ib. 2 35 Droste’s Dutch, 5 lb. 60 Checolate Apples -... 4 50 Pastelles, No. 1 --.. 12 60 Pastelles, é 1D. 6 60 Pains De ee Droste’s Bars, 1 doz. 2 00 Delft Pastelles _----- 1 Ib. oe Tin Bon ee 8 00 7 "Rose Tin Bon Que 222 12 oz. Rosaces 1% lb. Rosaces -- ¥% lb. Pastelles ------ 3 Langnes De Chats -- 4 80 CHOCOLATE Baker, Caracas, %s ---- 37 Baker, Caracas, 4s ---- 35 SLOTHES LINE Femp, 50 ft. --. 2 00@2 25 So Cotton, 50.16. 2. 3 50@4 00 Braided, 50 ft. --.--_- 2 25 Sash Cord ____-_ 3 50@4 v0 COFFEE ROASTED Lee & Cady 1 Ib. Package Melrose ___-_.2._ ae Tiberty —....-- 18 Cy pee i eS ad 33 Nedrow renga House Boral Club —_..___ Imperial Majestic 2 se 37 Boston Breakfast Blend 29 McLaughlin’s Kept-Fresh . Coffee Extracts M. Y., per 100 Frank’s 50 pkgs. Hummel’s 50 1 Ib. -- 4 25 10% CONDENSED MILK Leader, 4 doz. 7 Eagle, 4 doz. MILK COMPOUND Hebe, Tall, 4 doz. -.. 4 50 Hebe. Baby, 8 doz. -- 4 40 Carolene. Tall, 4 doz. 3 80 Carolene, Raby LL oeoee 3 50 EVAPORATED MILK Quaker, Tall, 4 doz. -. 3 90 Quaker, Baby, 2 doz. 3 80 Quaker, Gallon, % doz. 3 80 Carnation, Tall, 4 doz. 4 35 Carnation, Baby, 8 dz. 4 25 Oatman’s Dundee, Tall 4 35 Oatman’s D’dee, Baby 4 25 Every Day, Tall .--. 4 25 Every oh Baby ---.- : 25 Pet, Tall 2. 4 35 Pet, Baby, 8 oz. --.. 4 25 Borden’s Tall ~_------ 4 35 Borden’s Baby ------ 4 25 CIGARS Airedale «2.0. 35 00 Havana Sweets ----. 35 00 Hemeter Sone 37 50 Canadian Club -.__-. 35 "0 Robert Emmett --.. 75 00 Tom Moore Monarch 76 00 Webster Cadillac -... 75 Webster Astor Foil_. . Webster Knickbocker 9 Webster Albany Foil 4 Bering Apollos ...... 95 Bering Palmitas -.. 115 00 esses Bering Diplomatica 115 00 Bering Delioses ..-. 120 00 Bering Favorita ~ 135 Gv Bering Albas --.-__ lbu ue CONFECTIONERY Stick Candy Pails Pure Sugar Sticks-600c 4'00 Big Stick, 20 lb. case 18 Horehound Stick, 5c -. 18 Mixed Candy Kindergarten --..-..__- li Header. 222 13 French Creams --.-..-.. 1s Paris Creams ---.-..-... 16 AT OCOIS oe 11 Fancy Mixture ee 17 Fancy Chocolates 5 lb. boxes Bittersweets, Ass’ted 1 75 Milk Chocolate A A 1 75 Nibble Sticks -.__. anh 1S Chocolate Nut Rolls — 1 f5 Magnolia Choc ---.-- 1 35 Ben Ton Choc. ---... 1 50 Gum Drops Pails Amine 2 ls Champion Gums .-.-..-.. 16 Challenge Gums -.-_-_.. 14 Jelly Strings .......... 138 Lozenges Pails A. A. Pep. Lezenges -. 1d A. A. Pink Lozenges .. lo A. A. Choc. Lozenges. 15 Motto Hearts --_--...-- 1g Malted Milk Lozenges -. 21 Hard Goods Pails Lemon Drops ------.--- 1 O, F. Horehound dps.-_- 1s Anise Sauares -.---.-. 13 Peanut Squares -_----- li Cough Drops pe Putnam's 250 coe Smith Bros, ......... i 60 Lhudens <->... 1 50 Package Goods Creamery Marshmallows 4 oz. pkg., 12s, cart. 85 4 oz. pkg., 488. case 3 40 Specialties Pineapple Fudge Italian Bon Bons ---.-- 17 Banquet Cream Mints_ 23 Silver King M.Malliows 1 15 Handy Packages, 12-10c 80 COUPON BOOKS 50 Economic grade 3 50 100 Economic grade 4 50 500 Economic grade 20 00 1000 Economic grade 37 50 Where 1,000 books are ordered at a time. special- ly printed front cover is furnished without charge. CREAM OF TARTAR G iM. poxes: 2 43 DRIED FRUITS Apples N. Y¥. Fey., 50 lb. box 15% N. Y. Fey., 14 oz. pkg. 16 Apricots Evaporated Choice ---. 22 Evaporated, Fancy ---- 28 Evaporated, Slabs ----. 18 Citron 10° 1b: hex | 40 Currants : Packages, 14 oz. ---.. 18 Greek, Bulk, Ib. ------ 18 Dates Dromedary, 36s ~.---- 6 75 Peaches Evap. Choice ~-.------- 19 Peel Lemon, American ----- 30 Orange, American --..- 30 Raisins Seeded, bulk ------.. Thompson's s’dless blk 07% ene 's° seedless, eee Seeded, 15 024. oo 10 California Prunes 25 Ib. boxes__@13% . boxes..@14% . boxes..@15% . boxes..@17 . boxes._.@19 . boxes__@23 Hominy Pearl, 100 lb. sacks -_ 3 50 Macaroni Mueller’s Brands 9 oz. package, per doz. 9 oz. package, per case 2 60 ot Goods Elbow, 1D: 08% Ege Noodle 10 lbs. -. 14 Pearl Barley Chester oe - $ 75 ame February 26, 1930 MICHIGAN TRADESMAN 29 po ; bee en ebececene al i ' PEANUT BUTTER badder iad SHOE BLACKENING Brille 2 85 TABLE SAUCES rley: Grits ......... arrele or! Climaline, 4 doz. -_-. 4 20 : €e@ Ges Sa amass ht ee Soe 135 Ganime. 100, bo 350 Lee S roe Se a . Z Combination, dz. 1 35 Lea & Perrin, small... Sage : Short Cut Clear26 00@29 00 Dri-Foot, doz. _---- 00 Grandma, 24 Large -- 350 pepper -.----------- 1 East India ~.-..----.- 10 Bixbys, Dozz. ---_---- 135 Gold Dust, 100s --__-- 400 Royal Mint __-------- 3 40 Shinola, doz. —-_----- 90 Gade 1 1 Large 3 = Tobasco, 2 oz. ------ _ 4% ieee. ee ee ee gg rence Laon, 4 & Sho You, 9 oz., doz, 2 26 Pearl. 100 Ib. sacks __ 09 Dry Salt Meats ae Chak’ a ae 3 A, ae —_— 4 15 Minute, 8 oz., 3 doz. 4 05 D S Bellies .- 18-20@18-16 STOVE POLISH Octagon, 968 _- "39, A-1 small ------------ 3 15 Dromedary Instant -. 3 50 Blackne, per doz. -. 1 35 Rinso, o_o 20 Caper, 2 of, ---------- 3 30 Black Silk Liquid, dz. 140 Rinso, 24s ----__---- 25 Jiffy Punch Lard Black Silk Paste, doz. 1 25 = No are. 100, 10 TEA 3 doz. Carton —~_-_--- 2 25 Pure in tierces 12 Enameline Paste. doz. 135 —0z, ~-----~----.------ Assorted flavors. Bel Car-Mo Brand 60 Ib. tubs advance ¥% Emameline Liquid, dz. 1 35 Rub No More, 20 Le. 4 00 94:1 Wb. Ting lc 50 lb. tubs _.--advance 4% © 4. Liquid, per doz. 1 40 a Cleanser, 48, FLOUR 8 oz., 2 doz. in case ___- 20 Ib. pails ___-advance % po aiataage tora doz. a : - 20 6e 85 a Vv. C. Milling Co. Brands 15 lb. pails ------------- 10 Ib. pails ----advance % = ¢:) = a a 3 ss Sani ‘Fiush, ian 38 5. ita 54 Lily White -_-_.---_- 8 30 25 Ib. pails ------------- 5 lb. pails _...advance 1 tove Enamel, dz. 2 80 Sapolio, 3 doz. ---_-- 15 1 tp. pkg. Sifting _------ 14 Harvest: Queen ___... 7 50 3 lb. pails ____advance 1 Vulcanol, No. 5, doz. 95 Soapine, 100, 12 oz. - 6 40 Yes Ma’am Graham, PETROLEUM PRODUCTS Compound tierces -... 11% Yulcanol, No, 10, doz. t #3 Snowboy, 100. 10 0% 3 8s 66a as 2 20 From Tank Wagon Compound, tubs _____ 12 ovo, Per Coz. ----- 0 Snowboy, 12 — -- 2 = Gunpowder ae ao Gasoline -- 22 Series ap ae FRUIT e rown Ethyl ---- : 7 = ye a Solite Gasoline ------- 2.7 SALT Weandot Dete e's, 45 218 F, 0. B. Grand Rapids : oo enn Half pint, 2208 oo in tron Barrels Colonial, 24, 2 lb. ---_ 95 ann on 57 One: pint — o-oo ; 7 Perfection Kerosine —_ 14.6 Colonial, 36-14% ------ 1 25 Pekoe, medium -------- One quart ___---..--_ 9 | Gas Machine Gasoline 38.1 Colonial, —— 24-2 1 50 SPICES Half gallon --------- 1215 V. M. & P. Naphtha__ 18.8 Med. No. 1 Bbls. ~-_- 2 85 Whole Spices a as Gs 8 Med. No. a. 100 lb. bk. 93 ieee oe os 6 Soaiae Seenktoes ISO-VIS MOTOR OILS » SOIC --~ naan = armer Spec., 70 Ib. 95 ’ ---- @a ongou, Medium ------ toate ee . ‘a iron Elarcels Headcheese ----________ wee ee ae oe ee Se oo oS * aa ao 2 fe 17.1 Crushed Rock for jee oe a ae at ae Congou, Fancy ---- 3 ne quart v1 t Medium «2.2... 77.1 cream, 100 Ib., each 8 Gin er. Aerie leg 08. @18 Half gallon __........15 40 Heavy -------------.-- 77.1 Butter Salt, 280 Ib. “pbl4 24 Gi er, Cc cee 7 25 ! Ex. Heavy ------------ 17.1 Smoked Meats CS Eater ee ae os Oolong GELATINE Sola Gert. Si Ib. @28 Po ee aa Med No.1 Oe Jell-O, 3 doz. —2.-___- 85 <= 16-18 i inned 50. 3 Ib.. per bale _... 285 Mixed, 5c pkgs., doz. @45 Minute. 3 doz. _----- 4 05 arine Ham arte a “beef 28 bl. bags, Table ____ 42 Nutmegs, 70@90 ____. @59 Plymouth, White _--_ 1 55 Toa Old Hickory, Smoked, Nutmegs, 105-1 10 @59 Quaker, 3 doz. __--__ 2 25 E108 -—--———- 42 6-10 tb) 50 Pepper, Black -___--- @4 Tere California arms @I ere Coton, 3 ply cone ----- 40 JELLY AND PRESERVES Iron Barrels oo Cotton, 3 a I -—- Pure. 30 lb. pails _-_. 330 Light ------..---.-_--- boava won 20 oF Wool, 6 ply ---------- — 18 Imitation, 30 Ib. pails 185 Medium oiled “Hams ~~... Pure, 6 oz., Asst., doz. 90 Heavy Minced Hams ----_- Pure Ground In Bulk VINEGAR Pure Pres., 16 0z., dz. 240 Special heavy _ Bares 4/0 Cort. 2 @32 Allspice, Jamaica --- @35 Cider, 40 Grain 22 Extra heavy -- Cloves, Zanzibar -.-. @46 White Wine, 80 grain__ 25 JELLY GLASSES Polarine Cassia. Canton ---_-- @28 White Wine. 40 grain__ 19 8 og:, per dog. 20! Tranmission Oil -_--- 8a Beef Ginger, Corkin ----- @35 [ Finol, 4 oz. cans, doz. 1 50 - Mustard -____--------- @32 WICKING OLEOMARGARINE Finol, 8 oz. cans, doz. 2 30 Boneless, rump 28 00@36 00 Mace, Penang ------- 139 No. 0 ‘ Van Westenbrugge Brands Parowax, b _...83 Rump. new __ 29 00@35 00 Pepper, Black ________ a6 2 7 0 Carload Distributor Parowax, 40, 1 lb. —-~ 8.55 Nutmegs__--_--- ----- @50 No. 2. nee ba oo. i 0 Parowax, 20, 1 Ib. __ 8.8 Pepper, White ______ @380 Ne 2 per +.>___ C. W. Tollson, dealer in groceries and meats at Alpena. writes us as fol- lows: “Please renew my subscription to.your splendid paper. I would not be without it. It is a constant source of inspiration to me.” February 26, 1930 MICHIGAN TRADESMAN 31 For the Prevention of Fire. (Continued from page 15) was somewhat greater for the West- ern pine and Douglas fir than for the short-leaf or lobolly pine, possibly be- cause of greater penetration. An ad- ditional coat would undoubtedly have increased the fire retardant effects considerably. The tests with the specimens exposed to the weather in- dicated loss of a considerable amount of the coating in three weeks’ time, hence the treatment can be considered useful mainly for inside scaffolding. It should be noted that the test con- ditions duplicate only those incident to the initial start and spread of the fire, and while a treatment that pre- vents ignition and retards the spread of fire from small sources is of value, it should not be understood as giving protection after the fire has attained any considerable volume. At the high temperatures incident to the latter condition surface coatings are readily destroyed or their effects otherwise nullified, and they cannot retard ap- preciably the further spread of the fire. —_—_o + How Ambition Stirs in Chain Unit Managers. (Continued from page 20) far reaching. The folks overseas wrote back enthusiastically about my “famous letters.” But there was much else. My entries in the store gradually got clear and precise. My counter book became a model. kept, without erasures or alterations, that it set the pace for others. Then my mental arithmetic improved sur- prisingly. I learned that it was just no trick at all to add mentally one sum to another as I collected a farm- er’s order. ’ Soon after I started all this I waited on a farmer one busy day. He pur- chased a lot of goods, money being vastly more expensive then than now. When he said that was all, I promptly told him the sum: Say $6.29. He was amazed—also skeptical. He had me write down the items. I did so will- ingly, promptly and with a smile, The sum was correct. It was not a re- markable trick at all, but it seemed to him amazing. Thenceforth he wanted me to wait on him and, though he checked me once or twice thereafter, soon he took my computations with- out a question, It is not a big necessary that this young man become a writer of such stories as I put in these papers. My point is that to become painstaking in any job at hand is to perfect oneself in a thousand collateral ways. Once one begins to think, to observe, to read good literature, there is no telling how far one many go. He is absolutely certain to get somewhere. Boy, you have time—time—on your side. You have not used a fraction of your allotment. Have patience. Per- fect yourself in your work where you are now. Believe me, you will not then have to seek very hard for the big chance. Paul Findlay. —_2+>__ An employe should be suspicious of the honesty of any man or organiza- tion whose basic principle is sowing distrust of the employer. It was so well . Proceedings of the Grand Rapids Bankruptcy Court. Grand Rapids, Feb. 12—We have to-day received the schedules in the matter of I. Fine & Son Upholstering Corporation, Bankrupt No. 4002. This is an involun- tary case. The schedule shows assets of $4,933.18 with liabilities of $30,654.93. The first meeting will be called promptly and note of same made herein. The list of creditors of said bankrupt is as follows: American Parlor Frame Co., Sheboyean, Wis. 2 -. $128.00 Anderson Flax Fibre Co., Buffalo 236.70 American Auto Felt Corp., G. R. 96.77 Blumenthal & Co., New York ~-_-2,627.86 A. F. Burch Co., Grand Rapids -- 469.78 o~1- James Bayne Co., Grand Rapids -_ 15.52 Bay State Thread Works, Spring- ficld, Mass. 20 57.46 Burton Dixie Corp., Chicago ~---~ 193.11 Luke B. Babin, White Castle, Pa. 71.30 @ &. Baum Co., Chicago. __-_.___ 84.60 Baldwin Mfg. Co., Chicago ------ 84.60 Baldwin Mfg. Co., New York -_-- 236.98 Buffalo Weaving & Belting Co., ERUEEE SOLO) 84.00 Baur Tack Co., Indianapolis, Ind. 138.47 Barbe McKenzie Co., New York 93.39 Chicago Upholstering Co., Chicago Craftex Mills, Philadelphia ~_-_-_-- 474.74 Colonial Furn. Co., Grand Rapids_- 231.33 Chicago Trimming Co., Chicago -- Continental Cushion Spr. Co., Chi. 201.44 Decorative Fabric Corp., N.. Y.__ 546.86 Doetsch & Bauer, Chicago ~--.---- 270.00 Engel Lumber Co., Grand Rapids__ 239.31 Marshall Field & Co., Chicago ---- 414.85 Fashion Trimming Co., New York 211.00 C. J. Farley Co., Grand Rapids .. 1.15 Fein & Rosenfield Bros., New York 151.50 F. G. Faskett, unknown -_-_------- (i Fairhill Pile Fabric Mills, Phila. 85.95 Foster, Stevens Co., Grand Rapids pe Fay McKinnon Co., Detroit ------ 347.21 Foster Bros. Mfg. Co., Utica ---__- 121.60 G. R. Bedding Co., Grand Rapids 141.45 Garfield Felt Corp., Grand Rapids 347.28 Montague Gabelin Corp., New York 121.50 Golden & Boter, Grand Rapids ---. 80.05 G. R. Wood Finishing Co., G. R. 56.35 Great Lakes Thread & Yarn Corp., Peta: 36.50 Golden, Kagan & Whiteside, Detroit 10.00 . R. Factory Furn., Grand Rap. 679.55 A. Hoenigsberger, Chicago -_-_--_ 149.05 E. B. Hawkins, Grand Rapids --_. 75.10 Henrose Co., New York -___--_-__ 270.90 Hartman Malcom Co., Chicago —_ 262.50 Imperial Carving Co., Allegan ____ 147.42 Indian. Carving Co., Indianapolis 166.88 Illinois Felt Co., Chicago ___-_--- 186.78 International Looms, Inc., Chicago 342.54 Inter. Merchandise Syn., N. Y. 182.82 Jacquard Fabric Mills, ‘New York 209.07 Kessel & Haber, New York -_---- 802.58 Kornella Mills, New York -------- 72.50 Klise Mfg. Co., Grand Rapids ____ 169.00 LaFrance Textile Ind., G. R. 3,095.01 Logan Sq. Parlor Furn. Co., Chi. 642.75 Landers Corp., Toledo __-__-._--_- 142.28 Ralph M. Levey, New York ~----- 80.50 Louisville Cotton Batting Co., TOOUIS VIG, 72.21 Lussky, White & Coolidge, Chicago 520.34 Leopold, Colomobo Bros., N. Y.-~ 171.00 A. H. Lee & Sons, New York _.._ 73.63 Monarch Textile Co., Chicago —_._ 302.90 Moss Rose Mfg. Co., Philadelphia 556.01 Midwest Mfg. Co., Hamilton, Ohio 150.48 Earl Warren Masden Co., Chicago 174.88 National Marshall Spring Co., G.R. 508.63 Newman, David & Sons, Philadel. 427.86 Northern Feather & Down, Newark 150.00 North Wales Tapestry Mills, North Wales, Pa. o-oo ee 24.75 Pick & Heller Co., Chicago —_____ 237.71 Progressive Furn. Co., Grand R. 65.00 Payne & = Co:: Dayton: 2.00 294.06 Peters Trimming Co., Chicago __ 46.50 Penn. Plush Weavers, New York 402.93 Quimby-Kain Paper Co., Grand R. 16.50 Richmond Stamp Co., Grand Rap. 85 Ritchie & Co., Philadelphia ~___.___ 50.00 M. H. Rogers, New York —...__._ 280.25 Royal Textile Co., Boston ~-._---. 169.77 Rosenfield Bros., New York _____~ 360.12 Rose Carving Co., Grand Rapids” 2.40 Standard Moss Co., Plaquemine, Ia. 35.16 Standard Mohair Plush Co., Boston 4.87 Horace D. Shields, Grand Rapids 4.00 Stewart. & Sparry, New York ___-_ 184.93 Sumergrade & Sons, New York __ 108.76 Timmer & Tepper, Grand Rapids 41.66 Textile Supply Co., New York ____ 875.32 United Tapestry Mills, Philadelphia 208.35 Union Paper & Twine Co., Detroit 76.45 United Felt Co., Chicago _____ _. 980.88 Geo. Willcomb Co., New York __ 48.34 Waddell Mfg. Co., Grand Rapids __ 62.00 Weston Co., New York Ca 270.42 Wissahicken Plush Mills, New York 17.50 Wilson & Co.. Chicago ........__ 11.50 Wilson Storage Battery, Chicago 59.90 York Feather & Down, Brooklyn__ 267.75 Schwing Moss Co., unknown ____- 325.25 Peoples State Bank, Middleton __ 442.13 Morris M. Berman, Grand Rapids_ 200.00 Crescent Transfer Co., Grand Rap. 111.00 Western Union, Grand Rapids ____ 3.60 Mead Publishing Co., Grand Rapids 5.00 Cleveland Jewish Orphan Home iIBlds.. Cleveland: 20 20.00 Balish Mfg. Co., Grand Rapids __ 256.50 G. R. Realty Co., Grand Rapids... 75.00 Bernard Katz, Grand Rapids ____ 141.00 In the matter of I Fine & Sons Uphol- stering Co., Bankrupt No. 4002 the first meeting of creditors has been called for Feb. A In the matter of Marvin G. Spayde and Vinton BE. Cooley, individually and as co- partners under the name of Spayde & Cooley, Bankrupt No. 4023. The funds have been received and the first meeting has been called for Feb. 28. In the matter of Vern L. Hyde, Bank- rupt No. 4006. The funds have been re- ceived and the first meeting of creditors has been called for Feb. 27. In the matter of Hollis E. Drew, Bank- rupt No. 4020. The funds have been re- ceived and the first meeting has been called for Feb. 27. In the matter of Joseph Mishall, Bank- rupt No. 3950. The funds have been re- ceived and the first meeting of creditors has been called for Feb. 27. In the matter of Rubye Richason, Bankrupt No. 4017. The funds have been received and and the first meeting of creditors has been called for Feb. 27. In the matter of Morris Winick and George Winick, individually and as co- partners doing business as Winick Bros. Metal & Iron Co., Bankrupt No. 4018. The first meeting of creditors has been called for Feb. 27. In the matter of John W. Norris, Bank- rupt No. 4005. The funds have been re- ceived and the first meeting of creditors has been called for Feb. 27. In the mater of Durabilt Metal Products Co., formerly known as Michigan Toy & Manufacturing Co., Bankrupt No. 3542, the trustee has heretofore filed his final report and account, and a final meeting of creditors, as adjourned, was held Oct. 9. There were no appearances. The trustee’s final report and account was ap- proved and allowed. Claims were proved and allowed. The expenses of adminis- tra.on and preferred labor and tax claims were proved and allowed and ordered paid. A first and final dividend to gen- eral creditors of 14.91 per cent. was de- clared and ordered paid. No objections were made to the discharge of the bank- rupt. The final meeing of creditors then adjourned without date, and the case will be closed and returned to the district court, in due course. In the matter of Dorr Lumber & Hard- ware Co., Bankrupt No. 3783, the trustee has heretofore filed his final report and account, and a final meeing of creditors was held Jan. 13. The trustee was not present or represented. Certain creditors were present in person. Claims were proved and allowed. An order was made for the payment of expenses of admin- istration and for the declaration and pay- ment of a first and final dividend to gen- eneral creditors of 28.3 per cent. Prefer- red creditors were paid in full. No ob- jections were made to the discharge of the bankrupt. The final meeting of cred- itors then adjourned without date, and the case will be closed and returned to the district cour, in due course. Feb. 12. We have to-day received the schedules, reference and adjudication in the matter of G. R. Auto Co., Bankrupt No. 4026. The matter has been referred to Charles B. Blair as referee in bank- ruptey. The bankrupt concern is located at East Grand Rapids. The schedule shows assets of $602.02 with liabilities of $12,066.51. The court has written for funds and upon receipt of same the first meeting of creditors will be called, note of which will be made _ herein. In the matter of Earl Mol, Bankrupt No. 3977, the trustee has filed his return of no assets and the matter has been closed and returned to the district court, as a case without assets. Feb. 13. We have to-day received the schedules, reference and adjudication in the matter of Alfred H. Rooker, Bank- rupt No. 4027. The matter has been re- ferred to Charles B. Blair as referee in bankruptcy. The bankrupt is a resident of Wayland. and his occupation is that of a contractor. The schedule shows assets of $64.15 of which the full amount is claimed as exempt, with liabilities of $1,396. 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. Feb. 17. On this day was held the first meeting of creditors in the matter of Gardner-Muskegon, Inc., Bankrupt No. 4007. The bankrupt was present by its secretary and represented by attorney John G. Anderson. Creditors were rep- resented by attorneys Travis, Merrick & Johnson; Dilley & Dilley and Rogoski & Landman. Claims were filed only. Bernard E. Cook, of Muskegon Heights, was appointed trustee, and his bond placed at $1,000. The first meeting then adjourned to Feb. 19, for further pro- ceed ngs and for hearings on several pe- tition: for reclamation filed. On this day also was held the first meeting of creditors in the matter of Thomas B. Carlile, Bankrupt No. 4014. The bankrupt was present in person and represented by attorney Willis B. Per- 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. kins, Jr. No creditors were present or represented. Claims were proved only. The bankrupt was sworn and examined, without a reporter. No trustee was ap- pointed for the present. The meeting then adjourned to March 3. On this day also was held the first meeting of creditors in the matter of Harry R. Rupert, Bankrupt No. 4018. The bankrupt was present in person and represented by attorneys McAllister & McAllister. 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 ease has been closed and returned to the district court, as a case without as- sets. In the matter of Ben J. Harjer, Bank- rupt No. 3931, the trustee has filed his return showing that there are no assets in this estate. over and above exemptions of the bankrupt and mortgages, and the case has been closed and returned to the district court, as a case without assets. Feb. 17. We have to-day received the schedules, reference and adjudication in the matter of Frank Duso, or Dusseau, Bankrupt No. 4021. The matter has been referred to Charles B. Blair as referee in bankruptcy. The bankrupt is a resi- dent of Grand Rapids, and his occupation is that of a laborer. The schedule shows assets of $300 of which the full amount is claimed as exempt, with liabilities of $1,665. 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. a A good night’s sleep makes a good day’s work. 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 less than 50 cents. Small display adver- tisements in this department, $4 per Inch. Payment with order is required, as amounts are too srnall to open accounts. FOR SALE — ENOUGH CYPRESS STUMPAGE to produce five thousand sticks of long piling. W. C. COOKSTON, Winnfield, Louisiana. 239 Position Wanted—Wood working me- chanic, rod making, or any other part of work from rough lumber to cabinet room. Address No. 240 c/o Mich'gan Trades- man. 240 VENEER LOGS WANTED—Birdseye and curly maple, carlots or less. Write FRED KNIGHT oo & PANEL WORKS, Falconer, N. Y 241 FOR SALE—The first $250 I receive takes my $300 Grand Rapids Wholesale Grocery stock, which saves you straight 8 per cent on all the goods you buy. J. W. Aldrich, 900 Sheridan ____ Profits and Commodity Prices. There is a persistent tendency in some quarters to find basis for pessi- mistic inferences in the relatively low commodity prices which are an out- standing phenomenon of the present period, not only in this country but throughout most parts of the world. By some observers recessions in wheat, cotton, rubber, copper and steel prices are referred to as characteristic evi- dence of business recession. By others, notably Prof. Irving Fisher, they are associated with a theory that gold sup- plies are not expanding rapidly enough for growing requirements. The most obvious explanation is the one we hear least about, namely, that the movement of deflation from. the abnormal post-war levels of 1919-1920 is not yet completed, and that im- proved methods of production have more than kept pace with enlarged ability to consume. In either case, it is obvious, we are in the midst of a process of readjustment. . This does not mean by any means that business enterprises are suffering or are likely to suffer if price sagging should con- tinue. On the contrary, the most notable effect of the movement up to the present time is to increase operat- ing profits, except where decline in the price of raw material has been so abrupt and radical—as in the case of coffee—as to force new price levels for the finished product. Most pack- age foods are selling at prices which do not reflect conditions in the com- modity markets, and something of the same sort is true of manufactured goods generally—a fact which accounts in no small degree for the many ex- cellent earning statements which are now coming from our large industrial companies. When, as in 1919, these companies bought very large quan- tities of raw material on a speculative basis, price changes had an unsettling effect. Under present conditions this factor is absent. 22>. Bok’s Interpretation of Credit. Edward W. Bok in a talk two years before his death, gave his interpreta- tion of credit in these words: “The ‘first principle that Dutch par- ents try to teach their children is the importance of meeting every obligation that is assumed. And Dutch parents always make sure that their children live this principle. Perhaps that is largely the reason why Dutch people are among the best credit risks in the world. I remember one time my father said, ‘My boy, the vanes on the wind mills out there would not turn without the force of the wind. The man who always keeps his word pos- sesses a force much more powerful than the force of the wind that turns the vanes.’ The fact that truth could be stronger than the wind that turned the vanes of the windmills lodged in my boy-mind. I have never forgotten it. Long before I thought of making a million dollars I am sure that my credit was good for that amount. I often made it a rule to measure men’s chances of financial success by their credit potentialities,” Mr Bok also gave his favorite maxim: Give to the world the best you have and the best will come back to you. This is another interpretation of the life-principle that one of the best ways of “getting” is through “giving.” ——_+ +. ___ Low Price of Butter Due To Chain Stores. Sebewaing, Feb. 25—No doubt you have read or heard of the depression in butter prices. Now the Michigan Farmer prints an article where a sub- scriber writes, “Merchants can be urged to mention butter in their ad- vertising and quote prices. Most of them now encourage greater demand for butter substitutes in this way, etc.’ Who started this barrage of oleo advertising? Who is forever pushing 2 for 25 cents and 2 for 27 cents oleo? Take our town, for instance. Fifteen years ago we had some call for oleo and took out a license. We did not sell enough to pay our license, so dis- continued its sale. For the next ten years not a single dealer in this town sold oleo until—with the coming of the chain store and their loud adver- tisements of 15 cent, 17 cent and 2 for 25 cent oleo—came the gradual de- mand _for oleo which grew and grew until several of us independents had to take out licenses and stock oleo to keep our trade from going tu the A. & P. for it. During the summer of 1929, when butter was at peak price, a con- servative estimate shows that about 800 pounds of o'*0 per week was sold in this country town. No doubt hun- dreds of towns have had the same ex- perience. Farmers and dairymen sold their cream and milk and bought oleo. Why not ask your country mer- chants to write the Tradesman and give their experience with oleo—and when you have enough “dope” of this kind, furnish it to the various agencies now forming to broadcast radio talks on the “Chain Store Menace?” John Rummel & Co. —_222___ Gabby Gleanings From Grand Rapids. Frank S. Myers has engaged in the manufacture of Old Dominion salad dressing, which is meeting with a hearty reception at the hands of the trade and the consumer. It was a foregone conclusion that the Grand Rapids Savings Bank would not accept the offer of the Guardian Detroit Union Group, Inc., to affiliate that institution, so the ac- tion of the directors Tuesday oc- casioned no surprise. In addition to turning down the -proposed alliance the directors authorized an increase in the capital stock from $750,000 to $1,000,000 and the surplus from $750,- 000 to $1,000,000. In the stock split each present shareholder will receive five shares of the new for one share of the old, the par value being placed on the basis of $20 instead of $100 per share, as formerly. In addition, stock- holders will be given a stock dividend of 20 per cent. in new stock. Present stockholders will be permitted to sub- scribe on a pro rata basis for 5,000 additional shares of the new stock at $100 per share, or five times its par value. Under the new capital struc- ture, 50,000 shares of stock will be issued, and it will be ready for the stockholders about March 20. Shares of the Grand Rapids Savings Bank which have been deposited with the Guardian Trust Company of Detroit pending settlement of the proposed merger will be returned. —_—___»<--———— Setting Many People Thinking. Carson City, Feb. 24—The cam- paign you are conducting through the Tradesman and the talks going out over the radio are setting many peo- ple thinking. They are in the position’ of many dairymen, who. complain of the price of milk and butterfat, but do not stop to think that buying substitutes has brought about the reduction of prices upon their own commodity. . Many are beginning to see that loyalty to their own products and to their own town are necessary in sus- taining their best interests. Your re- quest to local newspapers to join in the campaign to awaken the people, is commendable. In all my business experience, I have never seen money as close “s at pres- ent. Too much credit buying has been done. The channels of business are choked with notes which the makers cannot pay when due. It will take some time for them to get caught up. E. B. Stebbins, Cashier and Merchants State Bank. Farmers —_>-+___ Our behavior depends on the habits we have formed. ——_-_—_- 2 You draw your pay for product, not for excuses, Tanase aap SS PEE er al ES i ti - Modern cuts from the forequarter of beef Making the Neck Roll The use of the neck need no longer be limited to ground beef. The method described here not only adds to the attractiveness of this cut but also materially to its palatability. 1. Cut neck from chuck in line with rib side 2. Roll the neck into shape and cover inside of chuck. surface with pounded cod fat. Re AE ed OU a, 3. Tie cod fat securely, completing the neck roll. Preparing Pounded Cod Fat The application of pounded cod fat to lean meat cuts adds materially to their palatability and attractive- ness, besides furnishing the retailer a profitable outlet for cod fat. re by 1. Cut cod fat into double slices about 34 of an 2. Pound fat with mallet until it is reduced to the inch thick. desired thickness. "ip: Making Large “7” Steaks from the Chuck Large “7” steaks contain a limited amount of bone and are uniform in size throughout the chuck. en “ | Cut large ‘*7"’ steaks beginning at rib side of chuck with vertebrae removed but blade bone left in. vs STRENGTH THE MILL MUTUALS Lansing AGENCY Michigan Ce Representing the MICHIGAN MILLERS MUTUAL FIRE INSURANCE COMPANY (MICHIGAN'S LARGEST MUTUAL) AND ASSOCIATED COMPANIES Combined Assets of Group $45,267,808.24 20% to 40% Savings Made Since Organization FIRE INSURANCE — ALL BRANCHES Tornado—Automobile—Plate Glass The'Brand You Know by HART Fancy PALER GER uaticy aie Wan) CANNED FOODS aa Nel TNL Fruits Look for the RED HEART On The Can W. R. ROACH & CO. General Offices Grand Rapids, Michigan = ih ECONOMY Vegetables Your Customers Know that the quality of well-advertised brands must be maintained. You don’t waste time telling them about unknown brands. You reduce selling expense in offering your trade such a well-known brand as K C Baking Powder Same Price for over 38 years 25 ounces for 25c The price is established through our advertising and the consumer knows that is the correct price. Furthermore, you are not asking your customers to pay War Prices. Millions of Pounds Used by Our Government