i X y . DY es ry 2 ZV CTE EEN NES =,
amy Oe a

Pa SS 5 s :

N Oe i ee NS ae i i. eS Fc r ri oT

ANN A et _ q eS 3 MW a \  - nee Al DER JE
(oN

x
iV é aan ( A Ce : ee ae [aS
9 wR BUG ROWS oy a OE
Si @ C= PS RACES ee pee (WS Nee
EPUBLISHED eee oe, ee = TRADESMAN COMPANY, Pats CSUR Est 1883 <
SECS SR SS SOR SSeS T TINS Ga SSS eee

Forty-seventh Year GRAND RAPIDS, WEDNESDAY, MARCH 5, Number 2424

9 CRS NO ZNO LR OLROLZLOLS Oe ROZGROZGR ZX

mA

-

Toe

 

 

a

|
&
CG
@
CG
CG
SS

(

The Human Touch

’Tis the human touch in this world that

 

counts —
The touch of your hand and mine—
Which means far more to the fainting
heart
Than shelter and bread and wine.
For shelter is gone when the night is

SRBRE

o’er,

And bread lasts only a day;

But the touch of the hand and the sound
of the voice

Sing on in the soul alway.

 

 

 

 

 

ROZROGROZROLZR

 

 

 

 

 

 

maybe that
did help

some,”

said Mr. Gray

‘Morning, Mr. Gray, I see you found I was right about
the size of your last Chipso order. I've just put through
that ‘rush’ for you.”

“Good! I guess my customers must have suddenly
decided they wouldn’t wait until Spring to do
their house-cleaning. Never sold so much Chipso
before in all my life.”

“Hold on there, Mr. Gray, don’t pretend you don't
know why you've been selling more Chipso lately.
There’s the answer right over there—that cut-box dis-
play I set up for you last month.”

‘‘Well, maybe that did help some.”
“HELP SOME! You can just bet it did. I can show

you a dozen stores in my territory where displays like
that have doubled a man’s business on Chipso before
they've been up a month.”

“I suppose I don’t get ANY credit!’’

“Sure you do. But it takes more than personal selling
to make even a fine product like Chipso go over big.
You've got to give a lot of the credit to good, consist-
ent advertising — and that includes frequent store
displays. You know, Mr. Gray, there’s one thing we've
never agreed on until just recently—you can’t hide the
goods from your customers and expect that they'll
hunt for them. Hasn't that Chipso display convinced
you that if you keep ‘em out where they can be seen,
your selling job is more than half done?”

“It certainly has, P and G—let’s put up an Ivory
display while you’re here.”

we
3 F- ; “
Caetr tile

As eee eee

Procter &
Gamble

Makers of

IVORY SOAP

GUEST IVORY

IVORY FLAKES

CAMAY

CHIPSO

LAVA SOAP
P AND G THE WHITE NAPHTHA
STAR WASHING POWDER
OXYDOL

CRISCO

The better it’s known, the easier it sells

RC AMNC AMIN MEIN MEIN NEN MEIN SLD NPT NLD NOLO NETO NETO NEI NTR AELD NEI VEIN \OIN/ NOLD/ NLD NLD NPT META

 

 

 

 

 

  

WW tity
a ZN

22!

     
  
 

     
 

 
 

 

Forty-seventh Year

GRAND RAPIDS, WEDNESDAY, MARCH 5, 1930

Number 2424

 

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 1n advance. $4 per year if not paid
in advance. Canadian subscription, $4.04 per year,
payable invariably in advance. Sample copies 10 cente
each. Extra copies of current issues, 10 cents; issues a
month or more old, 15 cents; issues a year or more
old, 25 cents; issues five years or more old 50 cents.

Entered 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.

 

Chain Store Notes.

In this time of chain store hys-
teria, due to the exposure of chain
store abuses and crimes, it be-
hooves everyone who discusses
any phase of chain store methods
to be sure to keep within the lim-
its of absolute truth. The truth is
bad enough in itself, so that ex-
aggeration in any respect is not
necessary to array public senti-
ment against the interlopers who
are doing so much to destroy the
pleasant relations which have long
existed between the regular mer-
chants and their patrons. The
Tradesman trusts that everyone
who discusses this subject at any
angle will keep this admonition
well in mind. One of the chain
stores at Cedar Springs recently
exhibited packages of Maxwell
House coffee in the show window
from which the outside wrappers
had been removed. This suggest-
ed the idea that Maxwell House
was being sold to chains on dif-
ferent style packages than to in-
dependents, resulting in an unfor-
tunate reference in the local paper
which caused much annoyance to
the corporation which is now ex-
ploiting Maxwell House on an
equitable basis.

The Kroger combination has
leased WOOD for a half hour per
week and will be on the air once
a week for a time. If the enter-
tainment furnished is no _ better
than the initial performance few
people will bother to listen in.
Between the so-called musical se-
lections broadcasted, some one
assumes to tell the listeners about
the savings the customers of Kro-
ger are able to effect—13 cents
on every dollar's worth of goods
purchased. The speaker does not
mention the short weights, short
measures and short change the
customer also receives gratis.

According to an official an-
nouncement from Shreveport last

Saturday evening, Mr. Henderson
received over $10,000 that day
as Minute Men contributions. The
orders for coffee at $1 per pound
are coming in faster than they can
be filled. Mr. Henderson has had
written a history of his life which
he is exploiting over the radio at
$1 per copy. Last Saturday night
Mr. Henderson paid his respects
to that despicable character,
Clarence Saunders, in language
which only the air prophet of
Shreveport can command. It was
surely worth the price of admis-
sion and the crook who inspired
the attack received ample justice.

Montgomery Ward & Co. have
a ten year lease in their present
location at the Soo at $600
per month. They have at present
about fifteen employes. They
claim they have made a profit
during the summer, but have been
running at a loss during the win-
ter.

Sears, Roebuck & Co. also
have a ten year lease at $600 per
month and are now employing
about seven clerks. They recent-
ly offered the owner of the store
$10,000 to cancel the lease,
which was not accepted, showing
very conclusively that they are

losing money by the _ handful
every month.
The Omaha retail store of

Montgomery Ward & Co. has
been closed. Inadequate building
facilities with which to do business
was given as the reason for clos-
ing, but those who know say that
the store was losing money at the
rate of $500 per week—$26,000
per year. Mail order houses do
not relish the idea of doing busi-
ness at a loss, which is the case
with nearly all their branch stores.

While officials of the Great At-
lantic and Pacific Tea Co. decline
to comment upon the “‘experi-
ment,’ considerable interest has
been shown by the chain grocery
field in the new Philadelphia store
of the organization, which com-
bines a soda fountain and lunch
counter with the usual food store.
Discussing the development, the
bulletin of the National Chain
Stores Association says it may
prove significant of a new trend
in food stores. ‘Combinations of
delicatessen stores with groceries,
soda fountains and luncheon ser-
vice are becoming quite common
at the points in big cities where
there is a meeting of transient
trade with service to department
districts," the association says,
“but this move by America’s larg-
est grocery chain is taken to mean
that an entirely new type of food

store is in process of being de-
veloped in the chain grocery
field.”

Expansion in number of stores
will not be continued by Sears,
Roebuck & Co. this year, accord-
ing to Alvin Dodd, assistant to
General R. E. Wood, president
of the company. Sears, Roebuck
apparently has been more fortun-
ate in its ability to maintain mail-
order volume while, at the same
time, expanding its department
store organization, than Mont-
gomery Ward, its chief competi-
tor. Sears, Roebuck now has
about 310 department stores in
its chain. Montgomery Ward also
does not plan to add materially to
the number of its stores this year.

——————E
Soundest Argument Against Chain
Stores.

I am not in a position to enter
the chain store fight, but I am in
sympathy with it. I had an op-
portunity to read your latest edi-
tion and | note you, as well as
everyone else, are overlooking
the soundest argument against
them there is and one which will
interest the consumer as well as
the independent retailers. Did
you ever onalyze what the chain
store method of buying has done
to the producer since chains have
become the dominant factor in
food distribution? They abso-
lutely dictate the prices they will
pay for any product, either can-
ned foods or fresh. This immedi-
ately is reflected in the prices
realized by the growers of all
farm products. If supply and de-
mand still governed prices, as in
former years, we would not be in
the mess we are down in Wash-
ington trying to figure out some
method of keeping the farmer
going to produce more food for
these birds to show the big bal-
ance sheet credits on at the end
of the year. It isn’t in their selling
prices that they show their profits.
It is in their buying methods.
Their profit on any commodity
is more than the independent gets.
They make it up taking it out of
the producer and manufacturer.

Take potatoes, for instance.
They have recently beat the mar-
ket down to $3.50 to $3.55 per
ten peck bag and then are retail-
ing at 43 cents per peck—75 to
80 cents per sack profit. Do you
think the grower or wholesaler
makes that much on a sack of
potatoes? This is just one in-
stance. | have known them many
times to advertise to sell way be-
low what the market was on a
commodity, thereby shutting off

all outlet to their competitors (the
independents), resulting in a very
few days in forcing the buying
market down to their figures. This
goes right back to the farmer, as
Paying prices to him must con-
form to prices realized for his
produce in the large consuming
markets.

If some of the leaders of this
fight will dig into this feature and
they will have an argument which
the chain stores will not be able
to refute. Nemo.

—_++-____
Will Turn Farmers Into Peasants.

Chain stores are parasites. They
suck the money out of a commun-
ity and send it to the money cen-
ters in the East. They give noth-
ing to hospitals, they give nothing
to charity, they give nothing to
schools or any community enter-
prise.

They pay not one penny of the
expense of building or maintain-
ing our good roads. Our good
roads are built by the proceeds of
the sale of bonds, the bonds are
paid by the proceeds of the motor
vehicle license fees and the gaso-
line tax. Chain stores boast that
they do not deliver the goods they
sell, have no delivery trucks and
consequently pay no motor vehi-
cle fees or gasoline taxes.

They rob the American boy
and the American girl of the herit-
age which is their birthright, that
of becoming merchants on their
own account, the right to prosper
as such and become useful and
influential citizens in the com-
munities in which they live—the
best the American boys and girls
that are now being educated in
our schools and universities can
expect, unless the chain-store sys-
tem of merchandising is checked,
is a clerkship in a chain store
dressed like a bartender in the
open saloon days and numbered
like convicts and all at starvation
wages. The chain store system
will turn our farmers into peas-
ants. Once the competition of the
independent merchant is removed
by extinction, the chain store will
buy the farmers’ produce at its
own price, the farmer will become
a peasant, farmlands worthless
and the millions invested in farm
mortgages irrecoverably lost.

Otto Lange.
—_¢ <<

 

In the midst of his sermon a min-
ister discovered one of the congrega-
tion asleep. He paused and said to
the janitor: “Will you please wake
that man up?” “Do it yourself,” re-
plied the janitor, you put him to sleep.”

sevemennconn telnet

ft

arama

ASS I ERRORS ack

rasta

 

MICHIGAN

TRADESMAN

March 5, 1930

 

MEN OF MARK.

——

Earle D. Albertson, Vice-President
Security National Bank.

A story was rife some years ago of
Daniel Drew, one time famous head
of an equally famous steamboat com-
pany which bore his name, to the effect
that when standing on the deck of one
of his steamboats, dressed in stoker’s
attire, he was hailed from a neighbor-
ing wharf by a tourist who asked,
patronizingly, “I say, my man, do you
belong to this ship?” No,” was the
answer, “this ship belongs to me.” The
tourist’s enquiry was excusable, inas-
much as Drew’s attire indicated that
he was concerned with minor details
of the ship—as he was. And therein
lay the secret of his success, in large
measure. Through actual contact and
experience he had a comprehensive
knowledge of the details of ships and
shipping and all that pertained thereto.
He was necessarily acquainted with
the whole from a familiarity with its
parts and therefore could intelligently
direct the conduct of practically all the
divisions of that whole.

Investigation into the successes of
men distinguished in business, arts or
the professions will reveal the fact that
largely they are the results of familiar-
ity with detail. Attainment that is
worth while is, as a practically in-
variable rule, predicated upon knowl-
edge of detail. This is exemplified in
every walk of life, from the juvenile
angler who bags his string because of
his knowledge of the effective kind of
bait, the habits of his finny prey, the
utilization of light and distance and
other essentials, to the ruler of a coun-
try, who must be familiar with the
needs and wants of his people, its re-
lation to neighboring states, the arts
of diplomacy and numberless other de-
tails. It may be contended that those
responsible for the conduct of weighty
affairs can not handle them satisfac-
torily and at the same time be burden-
ed with matters of detail. True, but
the very fact of their occupancy of
such positions demonstrates that they
have a personal knowledge of the
minutiae of them or, in the infrequent
instances failing that, have them at
their immediate command through the
resources available in methodically
conducted business affairs of moment.

Earle David Albertson was born on
a farm in Burlington township, Cal-
houn county, near Union City, March
17, 1879. His father descended from
English and German ancestry. His
mother was of Yankee descent. When
he was 7 years old his mother died and
he went to Albion to live with an aunt
for five years. His father having re-
married in the meantime and located
at Athens, he joined the family at that
place, remaining in school until he
graduated from the high school in the
literary course. He then returned to
Albion and devoted a year to the busi-
ness course in Albion College. His
first venture on a business career was
in Athens, where he entered the
private bank of 5. R. Culp & Son, as
book-keeper and general utility man.
The first few months he worked with-
out compensation, but later he received
$20 per month and was advanced to

the position of teller. One year later
the bank was merged into a State bank
under the style of the Athens State
and Savings Bank and Mr. Albertson
became Assistant Cashier, where he
remained until the organization of the
Central National Bank of Battle Creek
in 1903, where he became general
book-keeper and subsequently Assist-
ant Cashier. He remained with this
institution twelve years, when he re-
signed to accept the position of State
Bank Examiner under Banking Com-
missioner Frank Merrick. After three
and a half years in’this position he be-
came Michigan representative for the
National City Bank of New York,
soliciting the accounts of banks and
large manufacturing establishments, A

 

at 1655 Sherman street, Grand Rapids.

Mr. Albertson joined the Masonic
fraternity as a young man at Athens.
He has since taken all the degrees and
orders in York Rite Masonry and is a
member of the Consistory and the
Shrine. He is a member of the Ma-
sonic Country Club, the Peninsular
Club, a director of the Blythfield
Country Club and has recently been
elected President of the Cascade Hills
Country Club.

Mr. Albertson owns up to but two
hobbies, golf and automobiling.

Mr. Albertson attributes his success
to persistency and fidelity to his trust,
and all who know him and his sterling
qualities of head and heart feel no
hesitation in asserting that, in addition

Earle D. Albertson.

year later he embarked in the sale of
bonds for the First National Co., of
Detroit and still later for the con-
tinental and Commercial National
Bank of Chicago.

In 1922 Mr. Albertson removed to
Grand Rapids to take the position of
Vice-President of the Grand Rapids
Savings Bank. He leaves that institu-
tion this month to assume the duties
of Executive Vice-President and
Cashier of the Security National Bank.
His long and varied banking experi-
ence and his eight years’ association
and acquaintance with Grand Rapids
people have fitted him for this im-
portant position.

Mr. Albertson was married Oct. 5,
1921, to Miss Ada Willitts, of Battle
Creek. They reside in their own home

to the qualities he is inclined to exalt
he possesses a delightful personality,
which enables him to meet men of any
walk of life with affability and satis-
faction. He is so thoroughly acquaint-
ed with every detail connected with
the banking business that he will be
prepared at any moment to state the
line of every customer and what por-
tion of his line is being used.

The best examples of American cit-
izenship to-day are the men _ with
humble beginnings who at a tender
age were compelled to earn their live-
lihood and to continue dependent up-
on their own efforts. Investigation
into their modus operandi, as it were
—their system of accumulating wealth
or attaining high position—does not
always reveal the mainspring or cen-

tral force which enabled them to work
out their life problem with steady
progress toward the goal. In the
present instance it is found that these
sterling traits of character, this ability
to originate and carry out a proposed
plan of action, this good judgment and
conservatism, this foresightedness in
fortifying a business against contin-
gencies, are directly traceable to a deep
set determination on the part of Mr.
Albertson to master every detail, to
conquer every obstacle, to make every
customer a friend and to quietly and
firmly assume every obligation peculiar
to the difficult position he will soon
occupy with credit to himself and
satisfaction to his associates.

—_—_—_>-> >

Kent City Hotel on the Map Again.
- Kent City, March 4—A short time
ago the Hotel Bowen was sold to R.
H. Huff, of Cedar Springs. He has
spent nearly a month in cleaning, re-
modeling. re-arranging and_ getting
things in first-class condition. He has
covered all the main floor with inlaid
linoleum, put plumbing and _ lighting
fixtures in first-class shape, put in com-
fortable beds and new equipment in
twelve first-class sleeping rooms, and
the place is spick-and-span from roof
to basement. In addition to a regular
hotel business, Mr. Huff plans to con-
duct a lunch counter and soda fountain
in connection.

Previous to coming here, Mr. and
Mrs. Huff conducted a restaurant in
Cedar Springs for seven years very
successfully. They come here highly
recommended as Christian people and
with good financial resources, also
with a reputation for serving mighty
fine meals and keeping things neat and
clean.

This hotel means a lot to our village
and anything good you may say about
it will be appreciated. We are sure
Mr. Huff will prove worthy.

We assure vou of our full apprecia-
tion of the wonderful work you are
accomplishing through the finest trade
magazine in the country.

A. H. Saur & Sons.

—_++ +
See Doll Orders Developing Late.
Not a great deal of advance busi-

ness has been booked in dolls, man-

ufacturers assert. Purchases have
been largely confined to items for

Spring sale, with particular attention

given numbers to retail from 50 cents

to $1.98. Views expressed indicate
that the bulk of the holiday business
will be late, developing from Septem-
ber on. The mama and infant types

of dolls continue to dominate from a

volume standpoint, but there has been

a marked effort to bring out special

novelties which can be marketed with-

out the intense price competition pre-
vailing in regular lines.

—_++ >
Porch Furniture Orders Taken.
Orders for porch furniture are
reaching local sales agents in better
numbers this week, but the sale of
other types of furniture has been be-
low normal. Requests received from
retailers for upholstered goods have
been limited to merchandise for im-
mediate shipment which can be in-
cluded in current sales. Spring stocks
ordered during the January show have
been delivered to the stores and pro-
ducers have looked for re-orders,
which so far have not materialized.

———_~++2>—_—_
Do your work so well the boss can’t
afford to lay you off,

 

 

mea eases crete

:

 

ics ME cies ABE

4 BN a ee cet

stint Ta,

 

ee

 

‘ ew 1 ibee

 

 

 

 

 

‘
4

March 5, 19380

MICHIGAN

TRADESMAN

 

 

A large RESPONSIBILITY

lifted from you

“I don’t like the looks of that lettuce”
... My! tomatoes are high now”...
“Those bananas you sent yesterday were
too ripe” ... “Are you sure these pota-
toes will do for baking?” ...any one
connected with the sale of food knows
how many times a day the grocer hears
comments like these.

There was a time when almost every-
thing he sold had to be discussed and
recommended. But not any mote.

The responsibility for the quality of
a large portion of items a grocer sells
today has been lifted entirely off his busy
shoulders. His shelves are lined with
familiar names—advertised names. The
customer knows exactly what to expect
in every package. Quality, quantity, uni-

formity, price—ali are accepted without
question. The sale takes only an instant.
It is made by the mere mention of a
name. The wide-spread power of adver-
tising has multiplied the number of
units which every grocer and every gro-
cer’s clerk can sell today

Yes, indeed, food advertising has
helped the grocery business. And Gen-
eral Foods Products have played an
important part in this great development.
It would be a good idea to talk this
over with a General Foods salesman.
He can show ways to profit from adver-
tising and merchandising campaigns.
There is one of these salesmen assigned

to your territory.

Principal products distributea by

POSTUM CEREAL
INSTANT POSTUM
GRAPE-NUTS
POST TOASTIES
POST’S BRAN FLAKES

MAXWELL HOUSE
COFFEE AND TEA

POST’S WHOLE BRAN
JELL-O
DIAMOND CRYSTAL SALT

WALTER BAKER’S
CHOCOLATE

GENERAL FOODS SALES CO., INC.

LOG CABIN SYRUP CERTO
MINUTE TAPIOCA
WALTER BAKER’S COCOA

HELLMANN’S
MAYONNAISE PRODUCTS

CALUMET
BAKING POWDER

LA FRANCE

SWANS DOWN
CAKE FLOUR

FRANKLIN BAKER’S SATINA
COCONUT

SANKA COFFEE

“Ask the General Foods Salesman’’

© 1930, G. F. Corp.

 

 

 

 

4

MOVEMENTS OF MERCHANTS.

Three Rivers—The Worthen Stores
Co. has changed its name to Mc-
Allister’s.

Ironwood—Riteway Stores, Inc., has
increased its capital stock from $25,000
to $75,000.

Marion — Joseph Lowry succeeds
Frank Nelson as manager of the Kent
Elevator Co.

Grand Rapids—William E. Postal
has engaged in the grocery business at
247 Michigan avenue.

Detroit—Frosted Tasties, Inc., 6844
Wagner street, has changed its name
to the Detroit Eskimo Pie Co.

Flint—The Carey Cable Bread Co.,
915 Kearsley Blvd., has increased its
capital stock rom $50,000 to $100,000.

Detroit — Felix Romanowski has
taken over the meat market at 11446
Wyoming avenue. from Theodore Mi-
loch.

Detroit—Ternes Coal & Lumber
Co., 6132 Michigan avenue, has in-
creased its capital stock from $100,000
to $500,000.

Detroit—Refiners Distributing Cor-
poration, 2900 Union Trust Bldg., has
changed its name to Solvents &
Chemicals, Inc. e

Grand Rapids—J. M. Kraft has en-
gaged in the grocery business at 1933
Grandville avenue, opening his store
for business March 1.

Laurium—Michael Hagen is the pro-
prietor of the grocery and meat mar-
ket at 438 Hecla street, which he pur-
chased from Alex Ruelle.

Detroit—The Detroit Orange Juice
Co., 1599 East Warren avenue, has
changed its name to the Kennedy-
Detroit Orange Juice Co.

Grand Rapids—Dick Termolen has
engaged in the grocery ‘business at the
corner of College avenue and Sweet
street. The stock was furnished by
Lee & Cady.

Whitehall—Gee & Car have entire-
ly remodeled the interior of their
hardware store, installing new lighting

fixtures and modern display cases,
shelving, etc.

Kalamazoo—B. M. Jones, furniture
dealer at 232 South Burdick street, is
closing out his stock at special sale
and will engage in other lines of busi-
ness after taking a much needed rest.

Detroit—The St. Clair Furniture
Shops, Inc., 439 East Jefferson avenue,
has been incorporated with an author-
ized capital stock of $1,000, $280 of
which has been subscribed and paid in
in cash.

Big Rapids—Doe & Yeo, dealers in
clothing and men’s furnishings, have
dissolved partnership and the business
will be continued by Russell Yeo, who
has taken over the interest of his
partner.

Detroit—The Grand Riviera Fish
Co., 5028 Joy Road, has been incor-
porated to deal in fish and other sea
foods with an authorized capital stock
of $1,000, all of which has been sub-
scribed and paid in in cash.

Rockford—R. E. Humphrey and C.
B. Caswell have formed a copartner-
ship under the style of Humphrey &
Caswell and purchased the grocery
stock of George Blumenstein. They
will continue the business at the same
location.

MICHIGAN

Detroit—H. C. Ackerman, Inc., 8120
Grand River avenue, has been incor-
porated to deal in motor boats, motors,
motor vehicles, etc., with an author-
ized capital stock of 250 shares at
$100 a share, $6,000 being subscribed
and paid in.

Detroit—Lord’s, 1628 Woodward
avenue, has been incorporated to deal
in general merchandise with an au-
thorized capital stock of $50,000 pre-
ferred and 12,500 shares at $1 a share,
$6,250 of which has been subscribed
and paid in in cash.

Benton Harbor—The Great Lakes
Fruit Industries, Inc. 304 Fidelity
Bldg., has been incorporated with an
authorized capital stock of $750,000
common and $500,000 preferred, $5,000
of which has been subscribed and
$2,500 paid in in cash.

Allegan—The bazaar store estab-
lished here about twenty-five years ago
by A. Peters, of Holland and later
purchased by Klingenberg & Boven,
of Holland, is being closed out and the
firm will devote its entire attention
to its store in Holland.

Charlevoix—The Charlevoix Pickle
& Produce Co. has purchased four sta-
tions from the Libby, McNeil & Libby
Co., located respectively at East Jor-
dan, Boyne City, Central Lake and
Ellsworth, thereby ircreasing the total
stations of the local company to nine.

Kalamazoo—Seaman’s, Inc., of Kal-
amazoo, 217 South Burdick street, has
been incorporated to deal in women’s
and misses’ wearing apparel with an
authorized capital stock of $30,000
common and $20,000 preferred, $40,000
being subscribed and paid in in cash.

Mt. Clemens — Frederick Schutt,
dealer in furniture at 81 North Gratiot
avenue, has merged the business into
a stock company under the style of
the Schutt Furniture Store with an
authorized capital stock of $50,000, all
of which has been subscribed and
paid in.

Detroit—John B. Coffey & Bro.,
7647 Grand River avenue, has merged
their plumbing and heating business
into a stock company under the style
of the Coffey Bros. Co. with an au-
thorized capital stock of $10,000, $2,500
of which has been subscribed and paid
in in cash.

Petoskey—Bathke Bros. have taken
over the stock and fixtures of the
George Paulus grocery store and meat
market and will continue the business
at the same location on the corner of
Jackson street and Ingalls avenue un-
der the style of Bathke Bros. West
Side Store, with Wayne Newman as
manager.

Detroit—Henry Ehms, sausage mak-
er, who has distributed his product
to hotels, restaurants and meat mar-
kets, has incorporated his business as
Henry Ehms, Inc., with an author-
ized capital of $35,000 at $100 per
share, all of which has been paid in in
property. Henry J. Ehms holds 329
shares of the stock and Joseph Scham-
berg and W. C. Moeller hold 5 shares
each.

Lansing—Announcement is made of
the organization of forty-three grocery
stores and meat markets in Lansing
under the name of Redman Brothers
of Lansing, Inc., with a purchasing

TRADESMAN

power of two wholesale houses, one
at Lansing and the other at Alma.
Officers of the group are: President,
H. F. Redman, of the Redman Broth-
ers of Alma; Vice-President, L. W.
Van Deusen, Lansing; and Secretary-
Treasurer, Charles Foster.

Lansing—Establishment of a Lan-
sing store by Montgomery Ward &
Co. is indicated as the result of an of-
fering of $100,000 in real estate bonds
in Detroit recently. The issue, which
is secured by land and building in
Lansing, was underwritten by the
First National Company of Detroit.
The bonds are the direct and individual
obligation of Elijah G. Poxson, who
will lease the business block to the
chain store organization.

Detroit—Chris Schmidt,
manufactured sausages and distfibuted
them among the meat markets of De-
troit and suburban towns for some
years, has merged his business into a
stock company, under the style of
Chris Schmidt Packing Co. The busi-
ness is capitalized at $50,000, with the
stock valued at $10 per share. Five
thousand has been paid in in cash and
$15,000 in property. Chris Schmidt is
president of the company and holds
1,499 shares of the stock. Harley D.
Poet, of Chesaning, holds 500 shares,
and George B. Dunlop, of Plymouth,
holds one share. The plant of the
packing company is located at 1516
Adelaide street.

who has

Manufacturing Matters.

Detroit—The Rinshed-Gagnier Paint
Co., 164 East Congress street, has
changed its name to the Gagnier Paint
Co.

Detroit—The Electric Utilities Cor-
poration, 3098 East Grand Blvd., has
changed its name to the McCormick-
George Co.

Detroit—The Northern Stone &
Granite Co., 4101 Larchmont avenue,
has changed its name to George
Prowie & Sons.

Detroit—The J. H. DuPrey Co.,
2120 Bellevue avenue, manufacturer of
food condiments, has increased its
capital stock from $50,000 to $100,000.

Lansing—The Paul Threadless Bolt
Co., 113 South Larch street, has been
incorporated with an authorized cap-
ital stock of $25,000, all of which has
been subscribed and paid in.

Detroit—The Naylor Tool Salvage
Co., 427 West Congress street, has
been incorporated with an authorized
capital stock of $50,000, $5,000 of which
has been subscribed and paid in.

Alpena—The Cork Cedar Products
Co. has been incorporated to manu-
facture and sell rustic furniture with
an authorized capital stock of $15,000,
all of which has been subscribed and
paid in.

Detroit—The motor Truck Co., Inc.,
312 Post Office Bldg., has merged its
business into a stock company under
the same style with an authorized cap-
ital stock of $30,000, $25,000 of which
has been subscribed and paid in.

Big Rapids—Chamberlain Motors,
Inc., 218 East Maple street, has merg-
ed its business into a stock company
under the same style with an author-
ized capital stock of $20,000, $5,000 of

March 5, 1930

which has been subscribed and paid in
in cash.

Detroit—The Atlas Cone & Candy
Co., Adelaid street, has merged its
business into a stock company under
the style of the Atlas Cone & Candy
Manufacturing Co. with an authorized
capital stock of $10,000, all of which
has been subscribed and paid in.

Adrian—The Titan Electric Co.,
manufacturer. and dealer in electric
motors ‘and other electric goods, has
merged the business into a stock com-
pany under the same style with an au-
thorized capital stock of 10,000 shares
at $5 a share, $30,000 of which has
been subscribed and paid in.

Three Rivers—The Safe Service
Egg Case Co. of Michigan, Fifth and
Pleasant streets, has been incorporated
to manufacture and sell shipping and
packing cases with an authorized cap-
ital stock of 400 shares at $50 a share,
$20,000 being subscribed, $6,000 paid
in in cash and $2,000 in property.

Dearborn — The Metals Products
Corporation, 600 Fidelity Trust build-
ing, has been incorporated to manu-
facture and deal in all kinds of metals
with an authorized capital stock of
2,500 shares at $100 a share, 20,000
shares at $1 a share and 22,500 shares
no par value, of which amount $250,-
000 has been subscribed and $37,500
paid in in cash.

Detroit—The Culver Manufacturing
Co., 7326 McDonald avenue, manufac-
turer of mechanical and electrical de-
vices for autos, has merged its business
into a stock company under the same
style with an authorized capital stock
of 10,000 shares at $10 a share, 2,500
shares of A stock no par value and
7,500 shares of B stock no par value,
$60,000 being subscribed and paid in.

—~+++>___

A Business Man’s Philosophy.

Perhaps two-thirds of success in
business depends on the proper atten-
tion to orders after they are booked.
Getting new customers is only one-
third of the task.

Competition is met outside, but it is
beaten inside.

Salesmen do not beat competition
except on the first order. After that
it’s an inside job—high quality, right
prices, intelligent co-operation, prompt
deliveries. William Feather.

—_—_~2+>—_—_
A Reserve Fund.

Sky: “I hear you and your wife had
some words.”

Hy: “I still have mine. I didn’t get
a chance to use them.”

—_2>+>—___

Out in Long Beach, Calif., they re-
cently made a most interesting test of
the effectiveness of window lighting
in a jewelry store. Before the installa-
tion of a modern lighting system, 17.5
per cent. of the passersby were attract-
ed to the display. During the poorest
night of the week, only 10.3 per cent.
stopped and the best night showed a
count of 20.1 per cent. After new lights
had been installed, 46.8 per cent. of
those who passed paused to look. The
poorest night had a low mark of 44.9
per cent. and the best a count of 48.7
per cent. Is further comment neces-
sary?

 
 
 
 
 
 
 
   
  
  
     

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

tien

 

PG TT RN

reget

  
  

rican iE

 

af RTE OEE HED TINT ENT

5
i

 

 

 

 

 

March 5, 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.

Dried Fruits—Apricots are in fair,
although rather spotty demand. Prices
are steady and showing more strength
in the top grades of Blenheims and
Moorparks. The primary market in
California appears to be about stabiliz-
ed. Extra choice are reported about
cleaned up there, with. packers asking
higher prices. Sales of peaches have
been slow, with the market holding
steady. Prunes showed no change,
but were moving in a normal manner.
New York State dried fruits have been
without important feature. Apples
have sold fairly well with an increased
pick-up business, but slow exports pre-
vent the market from improving to any
extent. There has been some prelim-
inary discussion of future State rasp-
berries, ‘but there has been no trading
heard of yet. Raisin sales are well
maintained, but there is no particular
activity and prices show no change.

Canned Fish—Demand for canned
tuna and pink salmon should show an
improvement about this time of year,
since the Lenten holiday trade ordin-
arily increases the consumption. How-
ever, trading in these two items has
been only spotty in the past week or
more, and buyers have not generally
been anticipating their requirements
during the Jewish holidays. The mar-
ket on sardines has shown no material
change of late. Demand from buyers
here was a trifle better last week, but
no very large sales were reported.
California and Maine packs held to
former levels.

Canned Milk—The situation - on
evaporated milk has improved con-
siderably in the past month, and while
there have been no general price ad-
vances dealers are holding stocks much
closer than formerly. Movement into
consuming channels is satisfactory and
stocks of both advertised and_ lesser
known brands are reported greatly re-
duced.

Nuts—There has been only a mod-
erate activity in the nut market this
week, and for the most part the situa-
tion has been without important
change since the week before. Shelled
walnuts have been working gradually
lower in the primary market in France
since the first of last month, but ad-
vices received in the last few days in-
dicate that stocks are closely sold up.
Offerings from the source market on
Manchurian shelled walnuts are scarce,
and asking prices are higher than the
trade here is inclined to pay. There
are fair supplies of shelled Manchu-
rians here from resales. Shelled al-
mond prices have declined to the low-
est levels in years. There has been
no further change in the local spot
prices this week, however, and the
trade thinks that any further move
would be upward, but that the market
will hold stationary until demand im-
proves. Much interest is shown in the
early blossoming season, which is re-
ported in all almond-producing sections
of the world. From Spain it is
reported that a frost recently caused
some damage to the coming crop, al-

though to what extent it has not been
learned. Filbert meats have ruled
quiet and unchanged. In the unshelled
nuts, walnuts have moved with a fair
amount of freedom, while other nuts
have been devoid of activity. Brazils
have shown more strength, however,
and prices have inclined upward.

Pickles — The inability . to make
special price drives is said to be re-
ducing distribution this year. Wagon
jobbers have been cutting into the
volume formerly going to regular
wholesalers. Packers, however, re-
port current business about the same
as last year at this time, with a well
sustained market throughout the
spring and summer on account of the
present low stocks. Prices on the lo-
cal market have held steady and un-
changed this week. There are still
many scarcities here.

Rice—Quotations from the Southern
mills are firm in all types and varieties
of rice. Their postings to representa-
tives here are of a decidedly bullish
nature, but the local trade maintains a
skeptical attitude.

‘Sauerkraut—The market is progress-
ing comfortably through a period of
waiting for spring replacement de-
mand. Pressure from outside packers
to clean stocks has disappeared from
the market. Prices show no change
over the week.

Vinegar—The situation remains sta-
tionary. There is not much activity
at this particular time, but spring will
soon be here, and demand should im-
prove. Prices hold steady and un-
changed.

—_~+++—___
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 Ib. sack.

Bananas—5 4c per Ib.

Beets—$1.60 per bu.

Brussels Sprouts—30c per qt.

Butter—Jobbers hold 1 Ib. plain
wrapper prints at 36c and 65 Ib. tubs
at 34c.

Cabbage—$1.75 per bu. for white;
red commands 7c per lb.; new stock
from Texas has arrived, selling at $5.50
per crate of 90 Ibs.

Carrots—75c per doz. bunches for
Calif. grown; $2.25 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
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—$3.50 per doz. for Ill.
grown hot house.

Dried Beans—Michigan jobbers are
quoting as follows:

C. B Pea Beans __----___--__- $6.40
Light Red Kidney -~----------- 6.70
Dark Red Kidney —_--_-_----_- 6.90

Eggs—Local jobbers pay 23c to-day.
Grape Fruit—Extra fancy Florida
stock sell as follows:
NO. 36 oe $4.00

We 46.00 roe 4.25
ING SA see 4.75
IN GA So 5.00
Weg 70) oe 5.25
NOS oe 5.50
INO OG) 5.00

Choice, 50c per box less.

Grapes. — Calif. Emperors, sawdust
lugs, $3.25; kegs, $5.25.

Green Onions—Shallots, $1.10 per
doz.

Green Peas—$5.25 per bu. for Calif.
grown.

Lemons—The price this week is as
follows:

go0 Sunkist 222500 $7.00
SOE Sunkist (0852 7.00
$60 Red Ball -.2...--_- 6.50
200 Red Ball = 6.50

Lettuce—In good demand on the
following basis:

Imperial Valley, 4s, per crate ~---$3.25

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) $4.75
726 2 5.50
SQ 6.50
WG ee 7.00
720) Ee ee 725
Ge 7.29
Oe 8.00
2 8.00
SA eee 8.00
Floridas are held as follows:

(00 ae $4.50
OG 5.00
P50 ee 5.00
7) 5.25
200 5.50
ONG 5.50
OU ee 5.50

Onions—Home grown yellow, $2.25
per 100 Ib. sack; white, $2.25; Spanish,
$2.50 per crate.

Parsley—50c per doz. bunches.

Peppers—Green, 80c per dozen for
California.

Potatoes—Home grown, $1.55 per
bu. on the Grand Rapids public mar-
ket; country buyers are mostly paying
$1.40; Idaho stock, $4 per 100 Ib. bag;
Idaho bakers command $4.25 per box
of 60 to 70.

Poultry—Wilson & Company pay as
follows:

Bleauy fowls ©2925 45 822 25¢
Pieht fowls 295 - -- 2 20¢
Heavy roasters -..-.- = 26c
Hight) broilers 2025/2 18c
@ld Poms = 20c
Young Poms (0.05 90 3 eo 23€
Hen. Puckeys —-.- 22 223 20c

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

Spinach—$1 per bu.

Squash—Hubbard, $5.50 per 100 Ibs.

Sweet Potatoes—$3 per bu. for kiln
dried Jerseys.

Tomatoes — $1.40 for 6 lb. basket
Florida stock.

Turnips—$1.40 per ‘bu.

Veal Calves — Wilson & Company
pay as follows:

Baie) oe ee l6c
Good) oe ee 13c
Medi 20) ee llc
Poor) os ee 10c

Having Trouble With Ensembles.

Reports reaching the Eastern mar-
ket from out-of-town retailers indicate
that they are having trouble with
three-piece ensembles shipped them by
manufacturers who have produced
these garments this season for the first
time. Particular difficulty is had with
the ‘blouses, which many of these man-
ufacturers buy outside and include in
their shipments. The chief complaint
is that the blouses are too small, and
that they are out of proportion with
the coats and skirts. There are also
complaints that some of the skirts are
too tight, and that they are made with
too little material in the seams. One
retailer has suggested that the trouble
might be avoided by having the blous-
es and skirts made a size larger than
the coats.

+.
Jewelry Outlook Improving.

Business in the more popular-priced
lines of precious stone jewelry is said
to be shaping up much better than
had been expected earlier in the year.
Although, in many cases, volume is
below that of a year ago, the discrep-
ancy appears not to be marked in any
case. The feeling is general that the
most crucial two months of the year
have been passed. In diamond-set
merchandise retailing under $150 there
is a steadily increasing call for wed-
ding rings and semi-mounted goods.
There is also a good demand at pres-
ent for “rope "attachments for wo-
Studded with
small diamonds, these are moving well

men’s wrist watches.

in platinum and white gold.

+++
Glass Prospects Improving.
Prospects now appear more encour-
aging for at least a partial revival of
activity in window glass in the new
Considerable progress in the
direction of improved competitive con-

month.

ditions in this branch is understood to
have been made at last week’s meet-
ing of manufacturers in Pittsburgh.
The situation in plate glass is fairly
satisfactory. Orders from automobile
manufacturers are in somewhat larger
volume, and with increased activity in
that industry should show an appre-
Demand on the part of
both the mirror manufacturers and the

ciable gain.

jobbing trade is reported rather slow.
——_—_+~--+___

The statement from the Department
of Commerce that from 1925 to 1928
the consumption of candy in this coun-
try increased 4.07 per cent. and that
the total consumption of sweets here
for 1928 was 1,387,000,000 pounds
ought to be good news both to the
consuming public and to the manu-
facturers. Not many years ago arrests
were continually made of persons who
used poisonous ingredients in candy
sold to children. Evidence of the im-
provement which has been made in
the quality of candy is seen in the fact
that rewards are now offered by one
firm to anybody finding impurities in
its wares. There is no doubt that
America’s sweet tooth has not been
extracted.

—_—_—_+>~-+___

3eing wasteful of material holds

many a man in an inferior position.

—_——_o+>—____—_
The debt habit ruins a man as com-
pletely as the cocaine habit.

 

 

6

MICHIGAN

TRADESMAN

March 5, 1930

 

IN THE REALM OF RASCALITY.

 

Questionable Schemes Which Are
Under Suspicion.

In showing the effectiveness of the
Detroit Better Business Bureau, the
Realm has only to reproduce an ad-
vertisement which appeared in the De-
troit daily papers last Sunday, as fol-
lows:

A CORRECTION

In advertising our “Forced to Va-
cate” sale, the following inaccuracies
have been pointed out to us by the
Better Business Bureau:

Included among the living room
suites advertised as samples there were
a few used or repossessed and should
have been described as such.

Customers, in some instances, were
advised that lower priced suites had
all been sold whereas they should
have been told that the floor suites
were sold, but that additional suites
were still available from the ware-
house.

Walnut dressers and cabinet smok-
ers should have been described as wal-
nut veneers with other cabinet woods.

Articles described as walnut color
were other woods finished to resemble
walnut.

The advertised values on the vari-
ous articles were in some cases Over-

stated. We should have made it clear
that they were our former selling
prices.

Mattresses advertised as all cotton
were made of cotton and jute.

These errors are regretted and dis-
satisfied customers are invited to ar-
range for a return of the merchandise
and receive refunds.

Quality Furniture Co.,
2222 Woodward Ave.

 

One of the business frauds to which
the Chicago Better Business Bureau
addresses its firm and corrective hand
is represented by what is called the
“stuffed flat” advertisement, the in-
stitution being an apartment or other
dwelling place filled with merchan-
dise for sale, which is falsely adver-
tised as the sale of property forced
upon owners by necessity. Here is
one such advertisement appearing
twenty-seven times: “Mother and
daughter going South. Must sell two
beautiful fur coats, seal and muskrat,
perfect condition.” “The Bureau's in-
vestigator was shown five coats and
advised by ‘mother’ that she had four
daughters. Quite obviously this lady
was in the business of selling coats
and not going South.”

 

Laundry soap and soap products
manufactured by three different cor-
porations and advertised as having
naphtha content, when, at the time of
their sale to retail consumers they did
not retain naphtha in excess of one
per cent. by weight of the soap, are
the subjects of three stipulation agree-
ments with the Federal Trade Com-
mission.

The respondents agree to stop use
of the word “Naphtha” in designating
their products, unless there be put in-
to them at time of manufacture a quan-
tity of naphtha sufficient to cause
them to retain naphtha in excess of

one per cent. by weight of the soap or
products up to the time they are sold
to the consuming public in the course
of retail trade.

It was also provided that, if neces-
sary to that end, there be incorporated
in such soap or products upon manu-
facture certain ingredients other than
naphtha which will retain the naphtha
content or prevent its rapid volatiliza-
tion.

The first corporation advertised
“White Naphtha Soap,” which was
found to contain, at the time of sale
to retail consumers, naphtha amount-
ing to only about four-tenths of one
per cent. by weight of the soap. The
second company’s soap, called ‘“Naph-
tha,” retained about seven-tenths of
one per cent. naphtha by weight
thereof.

The third group called its soap
“White Naphtha” and produced also
“Naphtha Borax Soap Powder,” but
the naphtha content of the soap was
practically all lost before reaching the
retail trade, while the soap powder,
composed of finely divided particles,
would not retain a volatile ingredient
so that its naphtha was also dissipated.

—_22+2>___
Shifting Country Hardware Store To
Profitable Lines.*

Mr. Scott, our esteemed Secretary,
wrote to me sometime ago asking if I
would take a part in your programme
at this convention. I was assigned the
subject of “Sources and Kinds of oCm-
petition,” to be subdivided into three
phases, Other Hardware Stores, Non-
Hardware Stores and Stores in Other
Towns, and I was advised at the same
time to read the report of the Henry
Brown studies and conclusions as the
result of the work of the Boston Con-
gress and appearing in the July, 1928,
issue of the Hardware Retailer. This
I did. I read the articles in this splen-
did report twice and I have concluded
that I had never heard or read a bet-
ter and more comprehensive explana-
tion of the great present day confu-
sion in merchandising than that which
appeared in this report. I believe that
if every hardware merchant in the
State of Michigan would study this
report of Henry Brown, retailer, by
the Boston Congress that he will bet-
ter be enabled to visualize the true con-
dition of his business and apply the
remedies of betterment.

I certainly can add little in a general
way to the many good things which
have already been said at this conven-
tion, therefore it may be of more in-
terest to you to hear of some of my
personal experiences as one of the
humble Henry Browns in the retail
hardware business.

We evidently didn’t know what com-
petition was back in the old lumber
days of Western Michigan some fifty-
two years ago, when my father James
J. Gee, started a hardware store. Those
were the days when personality made
friends and friends made the business
and commodity distribution was limited
to a few channels. I have seen many
changes in merchandise and methods
of selling to the public during my
store experience and to compile a list

*Paper read at hardware convention by
L. B. Gee, of Whitehall.

 

of the many good saleable items which
were the backbone of sales volume
during the past thirty years and which
are almost extinct now would be start-
ling.

Our hardware business grew. It
must have grown to be as large as its
environments could make it, so other
department were added. After selling
and outfitting lumber camps and sell-
ing mill supplies a few years the tim-
ber industry began to ebb and farm
lands were cleared, so we added a
stock of farm implements.
ber the old wabble gear mower which
wabbled around between the pine
stumps, cutting the farmer’s thay, and
the grain cradle which you and I
couldn’t operate to-day. We noticed
later that the farmers occupying the
new land built homes and needed fur-
niture so we added a furniture store.
This department did very well... We
helped make many a bride and groom
happy. For $150 we could outfit the
home complete; terms, three notes of

I remem-

$50 each. due each fall for three years.
We kept these notes in the safe to-
gether with the notes we took for farm
implements, collected 6 per cent. at
maturity and losses were practically
nothing.

Business finally reached a fixed vol-
ume and so we decided to add another
department. We bought a shiny black
hearse and a stock of funeral goods and
opened an undertaking department.
This department was slow in getting
started, but eventually grew to a fair
portion of our business volume. It
seemed now that we handled every-
thing from the cradle to the grave.

I can just about hear some of you
say, “Well, what has all this ancient
personal history got to do with the
subject in hand?” Well, just a bit
more of this and I’m to the point of
my opinion of competition. Now about
1908 the automobile became common
on our streets, so we opened an auto
tire and accessory department. Our
small profits from this line went into

 

Always Sell

Rowena Yes Ma'am Graham

Rowena Golden G. Meal

 

LILY WHITE FLOUR

“‘The Flour the best cooks use.’”’
Also our high quality specialties

Rowena Pancake Flour
Rowena Buckwheat Compound

Rowena Whole Wheat Flour

Satisfaction guaranteed or money refunded.

VALLEY CITY MILLING CO.

Grand Rapids, Mich.

 

 

 
  

3

   
 
 
  

a

 

 

 

  
   
 
 

STERPIECES _
OF THE BAKER'S ART

  
  
  
  

Xé
AY

Ow — 0

 

 

 

 

 

 

 

: fn sic

 

 

 

 

 

onic Ce aane OES tn Cast 2 nat a AN AAT ALCOR re

 

lial atnnas: — a —— Son

: a si aici

.

March 5, 1930

MICHIGAN

TRADESMAN

 

tire adjustments. (Tires were adjusted
on a 3500 mile basis) and into lost ac-
counts, dissatisfied customers and un-
salable accessories. One day I was
walking down the street and noticed
that a young man had opened a tire
and battery shop. He wore coveralls
besmirched with talc, had a tire tool
and pliers and was putting a new tire
on for a customer. Right away I caught
the idea that we were all wrong. The
hardware store was no place for auto
tires or accessories We had $1,900
worth of tires at wholesale and per-
haps $300 worth of accessories. We
put on a sale and in two weeks time
had closed out the line.

About this time the trade magazines
began advocating that the hardware
dealer should add auto goods to his
line to fill the place of the hitching
post trade, which was fast disappearing
and the following year one of the larg-
est merchants in the county added the
line, but he. too, soon closed it ‘out.

In 1918 we went out of the imple-
ment business. Prices were high,
sales were few, accounts were slow
and farms were being vacated. These
were reasons enough and, besides, our
total volume was growing every year,
due to a splendid resort business which
was ‘built up around White Lake
through ‘advertising and the combined
earnest efforts of our merechants.

Now comes the greatest confusion
in merchandising in the small town—
the entry of the chain store. Ours
landed in 1927. Something had to be
done, for after this chain grocery came
our town was just about ripe for a
chain variety to enter. Here’s what
happened to us. We decided we could
sell furniture just as well on the second
floor, so on Oct. 1, 1928, we opened
a modern chain type home owned va-
riety store. This new store is as mod-
ern and beautiful as careful planning
and expense could make it and it not
only paid a nice profit last year, but
without increasing our overhead we
increased our sales 24 per cent over the
preceding year.

Following along the line of improve-
ments we are during this present
month having our hardware store re-
built on the interior and installing a
complete new store arrangement and
equipment which will be as up-to-date
as any store we have seen yet. Two
years ago we built a new funeral home
adjoining and directly back of our
stores, but facing on the side street.
At the present time the four lines of
business are under one roof. all op-
erated separately, but with one office,
one phone, one delivery, and our over-
head is the lowest it has been at any
time since 1915. With the exception
of one year our sales have increased
every year since 1900.

Now what about competition of oth-
er hardware stores, non-hardware
stores and stores in other towns? Of
this you have heard, read and experi-
enced much. If a merchant spends
much time letting his mind dwell on
competitors’ stores, chains, catalogue
houses, public utility stores, obsolete
items, advertised brand loss leaders,
specialty salesmen, lumber yards,
plumber and non competing stores car-

rying side lines, he becomes mentally
nauseaied and this condition creates a
slump in courage. Now as to the rem-
edy and the cure. Here is my attitude
in business: I do not consider all
these sources of sale resistance as com-
Instead, I contend that they
If others
I have originated

petition.
are successful business tips.
can, why can’t I[?
a very few sales ideas, I have tried and
used many ideas of others with more
or less success.

One essential characteristic which I
consider necessary in establishing your
standard as compared with other stores
doing a similar business in your town
is that you make some one line of your
merchandise miore prominent, more
conspicuous to the public desire, so
that your store will have the reputa-
tion of leadership in that particular
line. That might ‘be builders’
hardware, tools, sporting goods, paints
or any other important part of your
stock which you prefer to emphasize
and which you may be best fitted to
enlarge upon by personal effort. We
use paint and its related sundries as
our leadership line, giving more space,
effort and display, and from this line
we get the largest volume of sales.
The use of paint, either outside or in,
suggests in itself property improve-
ment, which calls for other merchan-
dise, hence this line offers related ideas
which influence all other lines. You
may lead in some other class of goods.
It is impossible to lead in all lines, but
it is surely a good plan to establish
a strong leadership in some line. The
influence spreads throughout the store
and rates your store as essentially dif-
ferent from your competitor.

Merchandising is that effort neces-
sary to distribute commodities and ser-
vice in your community. Competition
is the division of that effort. How
many ways is that effort split in your
town and what part of that effort can
you claim as business
right? We must look ahead, plan ahead
and get in the lead. It may take some
time, but get there and stay there.
Then you are that much-to-be-feared
thing called competition and every day,
as you work and plan and direct the
energy of your employes, you can say
to yourself, “competition—I’m it!’

Friendly attitude to all of your com-
petitors is imperative, look them all
over, get their viewpoint, then use
your head and do everything a little
better. This will naturally develop sys-
tem in your business, system brings
economy and economy brings profit.
That’s what you’re here for.

line

your earned

— ++
Corporations Wound Up.

The following Michigan corporations
have recently filed notices of dissolu-
tion with the Secretary of State:
Howard Marr Organization, Inc., De-

troit.

Otisville Telephone Co., Otisville.

White Star Roofing Co., Detroit.

Creighton & Raymond, Inc., Detroit.

Gage Brothers & Co., Muskegon.

James H. McKenna Corp., Detroit.

Paco Co., Detroit.

West Michigan Sand & Fuel Co., Mus-
kegon.

Port Crescent Sand and Fuel Co., De-
troit.

Manistee Sand and Dock Co., Manistee

Dr. G. C. Young Co., Jackson.

 

 

COFFEE
What a line!

Morton House
Quaker
Nedrow
Imperial
Majestic

Boston Breakfast
Blend

 

The Quality is Never

Questioned

LEE & CADY

 

 

 

 

 

 

RAILROAD EFFICIENCY.

To a person not familiar with rail-
roading the announcement made by
the Bureau of Railway Economics that
the average daily mileage of a freight
car last year was 32.4 miles will be
surprising. He knows that freight
trains run day and night and concludes
that they must cover a great many
miles in twenty-four hours. But freight
cars stand on the track a large part
of the time. Ten years ago the aver-
age daily mileage of a car was 22.4 and
twenty-five years ago it was not more
than five or six miles.

Long ago the railroad managers
knew that the prosperity of the roads
depended on getting more work out
of the freight cars. The passenger
revenue is less than one-fifth of the
revenue from freight. They began to
study the problem and discovered that
business men in all parts of the coun-
try were using freight cars as ware-
houses. The business man would or-
der a carload of goods, and when it
arrived at his station he would have
the car shifted to a siding and unload
it at his convenience in a week or two
weeks.

The railroads reduced to a minimum
the length of time during which a car
might be used as a warehouse and
charged increasingly heavy fees for
every day beyond the limit. This re-
leased hundreds of thousands of cars.
In 1908, before the reform was intro-
duced, it took 2,100,000 cars to move
1,500,000,000 tons of freight. In 1928,
the last year for which complete re-
turns are available, it took only 2,300,-
000 cars to move 2,500,000,000 tons of
freight. This increase in tonnage with
a small increase in the number of cars
is due in part to the use of larger cars,
but in greater part to the shortening
of the periods during which the cars
were resting on a siding.

It is the persistent and successful
effort of the railroads to get more ser-
vice out of the freight cars that has
enabled them to remain solvent during
the trying post-war years. If the ca-
pacity and daily mileage of the freight
cars last year had been the same as
in 1908, the roads would have had to
spend more than $100,000,000 for addi-
tional cars besides the usual amounts
they have had to spend for replace-
The efficient and economical
use of equipment is what has enabled
the roads to continue their service in
these years of increasing costs.

eee

ment.

A SECONDARY DECLINE.

The theory now finds expression in
some well-informed business quarters
that a lull from “secondary inflation”
is in progress. By this it is meant that
a short rise in activity has been suc-
ceeded by a further quieting down
from which a slow but steady improve-
ment may be expected. Something of
this kind seems to fit the situation
since there is a slight ebb in steel
operations and rather widespread evi-
dences of hesitation in other lines of
industry.

It was rather apparent
start that the over-optimism engender-
ed by the Washington conferences and
outpourings would be inviting the risk

from the

MICHIGAN

of a final facing of facts which would
affect confidence all the more because
of the failure of business to’ bear out
promises and predictions made for it.
Nevertheless the conferences did serve
a useful purpose in forestalling: panic
sentiment even though many business
men are well aware now that the ef-
fects of the business vpset were min-
imized.

In gaining more of a perspective
on the business depression, it is clear
that credit influences were largely to
blame for the decline that began early
last summer. On the other hand, a
very important factor in the recent
trend has been the lack of leadership
at Washington and the rather startling
contrasts in policy which have been
disclosed. For instance, one can
scarcely reconcile promises of Federal
construction work to reduce unemploy-
ment with a recent economy plea to
Congress or a desire to speed tariff
legislation without a clarifying state-
ment which would reduce obstruction
or, finally, condemnation of commodity
price control with the tactics employed
to hold up wheat and cotton.

Undoubtedly these questions are
complex and trying, but their political
rather than business handling is not
helping the situation any if, in fact, it
is not adding to uncertainties and un-
settlement and holding up progress
which might otherwise be made.

og one A

DRY GOODS CONDITIONS.

Stimulated by some of the warmest
days on record for this time of the
year, retail sales in this and other lo-
calities thrived during the last week of
February and results were much im-
proved over the rather discouraging
prospects held out only a few weeks
Buying activities of the public
were spread out over a number of
lines with spring apparel and dress ac-
cessories the chief point of interest.
Clearance sales are now ebbing.

From present indications the month
just closed probably will show a loss
in retail trade under February, 1929,
although, as well posted observers feel,

ago.

the decline will be less than was ex-
pected earlier. The fact that the last
holiday fell on a Saturday would of it-
self reduce the volume, but the busi-
average likewise probably
dropped under last year’s figures, it is
feared. For the first time this year
the number of buyers in the Eastern
market was above the corresponding
period last year and the orders re-
ceived ran ahead of a year ago after
a lower trend for five weeks. Recent
statistics have shown retail stocks to
be well under those held last year at
this time and, while reorders are still
given sparingly, the assumption is that
the demand should grow from now on
until the usual peak is attained before
Faster.

THE COMMODITY COLLAPSE.

For its effect on both export and
domestic trade the price collapse in
major commodities is counted one of
the most disturbing factors in the
present situation and outlook. While
the monhts of credit stringency that
preceded the stock market crash are
held accountable for the difficulties’in

ness day

 

TRADESMAN

which many producers of raw materials
in this and other countries find them-
selves, the basic causes, of course, are
to be found in overproduction and, in
some instances, in artificial market
and price control.

Where export markets are concern-
ed, some of our best customers are
affected and recent declines in our for-
eign trade reflect their loss in purchas-
ing power. Further recessions are not
at all unlikely. However, lower prices
in the end should mean expanded de-
mand and trade when purchasing abil-
ity in the suffering areas is restored
to normal.

At home there is not the distress
found abroad, except in agricultural
and some mining districts. Neverthe-
less, the abrupt decline in a number
of raw materials has a very unsettling
effect. It causes purchasers to hesitate
right through to distributive channels
because of the possibility that values
may move still lower. No doubt many
possible operations are held up until
more stabilizel levels appear.

Regarding this hesitation, it should
be pointed out that there is danger of
overdoing it to no purpose and, in
fact, to disadvantage. Quick turnover
by manufacturers as well as retailers
permits operations on a downward
scale and business may be lost wait-
ing “for bottom.”

FUTURE OF THE SALESMAN.

A time like the present in business
shuld act to accentuate the importance
of the salesman. With every effort
being made.to capture reluctant or-
ders, selling servcies are being utilized
under high pressure, and yet the ques-
tion of the salesmian’s future is not
pushed into the background. It re-
mains a live topic and one that even
the members of the craft find neces-
sary for organized deliberations.

When the various views put forward
are studied, the question of the outlook
for salesmen seems to hang largely on
selling effectiveness. The future is not
at all in doubt where results are sure
and profitable. Cold figures in the end
will spell the salesman’s future, but
before final action is taken by an or-
ganization it should at least analyze
its own part in making selling ef-
fective. If it has done little to provide
the sales staff with real assistance,
then it should mend its own fences be-
fore calling the salesmen to task.

Apropos of the assistance which
might be given to increase selling ef-
fectiveness, many types might be cited.
A striking example is furnished, for
instance, in the case of a wholesale
grocery house which reduced its ac-
counts from 3,500 to 1,400 and thereby
increased its sales volume. One sales-
man calling on 201 accounts. less than
two years ago averaged monthly sales
of $6,000. The house cut these cus-
tomers to forty-six and later he re-
duced them to twenty-eight and yet
he raised his monthly sales to $14,000.

400 YEARS OF NICOTINE.

If there is anything the French like,
it is to celebrate anniversaries. If
there are none readily available, they
delve into history until something suit-
able for commemoration is found. It

 

March 5, 1930

is a popular method of instilling pa-
triotic fervor for the great French
achievements of the past. So it is that
ameng such events for the present
year it has been decided to honor the
fourth centenary of the birth of Jean
Nicot, .sixteenth-century Ambassador
to Lisbon. é

Jean Nicot’s claim to fame, however,
is of. interest to other nations than
France. He was the Sir Walter Ra-
leigh of his country. It was he who
in 1560 introduced tobacco in France
and did much to popularize this strange
product of the New World. It is from
him we get the word “nicotine.” The
name “tobacco” was derived from a
Spanish word which referred either to
the Indian pipe or the primitive In-
dian cigar—authorities differ—but it
was because the name of this French
Ambassador was what it was that as
early as 1646 a poet could sing the
joys of the pipe: “Come my Nicotiana;
weele renew Our free delight.”

There are also more practical rea-
sons why the French should honor
Jean Nicot. As tobacco is a state
monopoly, which last year netted high
profit to the Government on sales
amounting to $173,205,108, this four-
hundredth anniversary has sound busi-
ness significance. Two birds are killed
with one stone.

THE NEW ANTARCTIC.

It is fortunate for explorers that the
Antarctic is so large a place. There
have been at least four zealous seekers
of new lands prospecting in the ice
fields of that part of the world this
year, and not one of them has been
disappointed. If we may form an
opinion from the reports which have
been coming from Little America and
other bases of exploration, there have
been more additions made to the world
map in 1929-30 than in any other year
since 1492.

To rear Admiral Byrd must go the
chief credit for enlarging our horizon
in the South polar regions. But Wil-
kins, Riiser-Larsen and Mawson have
not been idle. Thanks to Wilkins, we
have Hearst Land; thanks to
Riiser-Larsen, the most up-to-date
maps must now include new land be-
tween Coates and Enderby and North-
east of Weddell Sea, and thanks to
Mawson, we have MacRobertson
Land.

Just where all this new territory is
we are not exactly sure, but maps of
the Antarctica will certainly have to
be enlarged to include all the names
with which it has been showered. The
situation is somewhat reminiscent of a
new real estate development in which
all the streets are carefully laid out
and named long before anyone thinks
of building on them.

 

now

What do I consider the nearest ap-
proximation to happiness of which the
present human nature is capable?
Why, living on a farm which is one’s
own, far from the hectic, artificial
conditions of the city—a farm where
one gets directly from one’s own soil
what one needs to sustain life, with a
garden in front and a healthy, normal
family to contribute those small do-
mestic joys which relieve a man from
business strain.—Edison.

 

 

 

 

- era ER

oh

-

a

 

seamen " pemesew:

ees

iiietige

 

 

-

 

otal Saas nay

 

 

 

 

fi ’ March 5, 1930

MICHIGAN

TRADESMAN

 

OUT AROUND.

Things Seen and Heard on a Week
End Trip.

Petoskey friends who have called on
me during the past week state that
there will be a concerted effort made
by the business men of the Petoskey
district to induce John A. Lake, the
long-time merchant, to stand for the
Legislature. The people who are back
of this undertaking say that Northern
Michigan has not received proper
recognition by the State authorities
and that Mr. Lake is perhaps better
grounded on this condition than any
other man in the State, because he
has given the subject careful study for
many years and will be able to do
more work of an effective character
than a legislator who simply does as
he is told, without the background of
accurate information and
which Mr. Lake possesses.

conviction

I do not think Mr. Lake will derive
much pleasure or satisfaction in being
elected to the Legislature, because he
will have little in common with the
diliatary methods of that body and the
manner in which the
time and delay action on important
matters. Mr. Lake is essentially a man
of action. He has little patience with
insincere men or supercial methods.
He is honest. He is studious. He has
poise, which precludes the possibility
of his going very wrong on any sub-
ject. He is a close student of business
and governmental and af-
fairs, which will enable him to dis-
charge the duties of legislator better
than any other man of my acquaint-
ance.

 

members kill

functions

There is no city I like to visit better
than Holland because of the evidences
of thrift I encounter at every turn. No
city in Michigan has received more
complimentary references in the
Tradesman than Holland, every word
of which is thoroughly deserved. Be-
cause of this record I think none of
my Holland friends—which, I hope, in-
cludes every business man in the city
—will take exceptions to a few cau-
tionary words I feel inclined to make
regarding certain shortcomings which
I find too frequently in evidence. One
is the indifference of both proprietors
and clerks to customers who are anx~
ious to be waited on promptly. This
drawback is by no means confined ex-
clusively to Hollend. It exists in many
other cities. Only a few weeks ago
I took occasion to refer in this depart-
ment to one of the largest stores in
Grand Rapids which is remarkably ef-
ficient in its main building, but deplor-
ably negligent in its furnishing goods
department next door. In my call on
my mercantile friends last Friday I
noticed several instances where pros-
pective customers left the stores they
had entered because the clerks were
too busy with the discussion of per-
sonal affairs to attend to business.
I followed one customer of this char-
acter to see where he finally landed.
After making two fruitless efforts to
be waited on in independent stores, he
entered the Penny store down the

street. I waited until he came out,
carrying two large bundles. I hailed
him and asked him why he patronized
a chain store.

“Because I could not get waited on
in a home owned store,” he replied.
“I was in a hurry, but I could not get
the attention of any of the clerks in
the other two stores, although there
was no customer in either store. I
intended to confine my purchases to
$12, but I was treated so courteously
in the Penney store that I bought $18
worth before I hardly knew what I
was doing. I cannot help feeling that
if our independent merchants would
talk less about chain stores and devote
more attention to their own customers
who call to make purchases, they
would be money ahead.” This circum-
stance is in line with the advice I have
been giving my readers since chain
stores came into existence — imitate
the good features of the chain stores
and shun the abuses which should be
avoided like a pestilence.

Another feature I noticed which is
not conducive to good merchandising.
Half the young lady clerks in Holland
stores were chewing gum. This is an
offensive habit which no good mer-
chant should tolerate for a moment.

I picked up a copy of the Holland
Sentinel and was pleased to see no
flamboyant advertising announcement
by Montgomery Ward & Co. I also
noted the comparatively small spaces
used by the independent merchants in
exploiting their lines and I marveled
that they should be so short sighted
as to confine their advertising to in-
significant proportions in a paper which
is so loyal to home interests as to ex-
clude the announcements of a house
whose success would cause loss and
annoyance to every other dry goods
merchant in the city.

No one will ever accuse me of hold-
ing a brief for the Penney store or
having any sympathy with chain stores
generally, but there are some features
which are made fundamental in some
chain stores which it would be well
for the independent merchants to imi-
tate for their own good and for the
satisfaction which such features will
give their customers. For instance, I
notice that the independents seldom
accord their customers the courtesy of
carrying large packages out of their
stores and depositing them in the
wagons and automobiles of their cus-
tomers. This is a feature which all
chain store clerks are taught to ob-
serve the first day they enter the em-
ploy of the chains—and it is a mighty
good features, to say the least.

 

I do not recognize the right of any
independent merchant to find fault
with any newspaper for admitting the
advertisements of chain stores unless
he is a regular patron of the adver-
tising columns of the paper. And in
the event of the publisher voluntarily
shutting out the chain store advertis-
ing, I think it is incumbent on every
advertising patron to immediately
double the amount of space he occu-

pies, without importunity on the part
of the publisher.

If there is one thing I have to be
thankful for, more than any other, it
is the loyalty of my readers and
patrons. Last week the DeWitt whole-
sale grocery house at St. Johns sent
me $18 for six new subscribers. This
is not, by any means, the first time
the DeWitts have shown their interest
in the Tradesman in this manner.
Martin Houesman, of Lowell, sent me
five new subscribers from that place.
John Schaefer, of Merrill, sees to it
that every merchant in Merrill and
vicinity does his duty by the Trades-
man. Saturday I was in Rockford and
called on my life-long friend. Shoe
Dealer Coon. He grabbed his hat and
commanded me to go with him. Within
fifteen minutes we had three additions
to our list—all good men and true—
who will soon become so interested in
the Tradesman that they would not do
without it if the price was $10 per
year. I hope to live long enough to
“get even” with such good friends.

I met Paddy Welch, the long-time
tobacco salesman, on the street last
Saturday. He was on crutches. He
told me he had recently been discharg-
ed from the hospital, where he was
taken with a broken leg. He was being
driven to Grand Rapids on U. S. 131
and when five miles this side of Way-
land the car was hit head on by a car
headed South, which quickly turned
over on the wrong side of the road.
Paddy slid down in the seat and sus-
tained a fracture of his left leg, just
below the knee. His companion, who
was driving the car, escaped with only
slight injuries. The driver,
who is a grape grower and justice of
the peace at Paw Paw, has never been

lawless

to see Paddy or sent any word of
sympathy for the pain, expense and
idleness he caused. I wish I knew
the name of the chap who would con-
duct himself in such a manner under
the circumstances. I would publish it
in black face type in this department
and petition the Secretary of State to
revoke his license.

Henry ford, in a recent interview at
Fort Myers, Fla., stated: “The prices
of food are too high. Mass produc-
tion is the answer to such questions
as the price of food. We have it in
the chain stores which have developed
tremendously in the last five
Their principle is sound, and
should be encouraged.”

years.
they

All of which goes to prove that the
flivver maker is just as poor a judge
of mercantile conditions as he is of
patriotism and loyalty to America,
which are non est, so far as he is con-
cerned. Henry ford sets himself up as
a person competent to pass judgment
on many things of which he has no
knowledge and on which his judgment
would be of no account, even if he
were familiar with any subject he dis-
cusses. All he is or ever will be is a
money making machine, utterly devoid
of good citizenship, patriotism or ordi-
nary commen sense, E, A. Stowe.

Business Needs New Stimulus.
money
through the revival of security buying

A fresh injection of easy

by the Reserve would be a timely
restorative now just when the business
patient needs a new stimulant.
Federal Reserve authorities were
prompt in meeting the panic condition
in autumn. Lower rediscount rates
were adopted immediately. The sys-
tem between October 23 and Decem-
ber 31 ran its portfolio of Government
from $136,000,000 to

The Reserve's alertness

securities up
$511,000,000.
then perhaps saved the country from
a serious depression in 1930 business.
3ut the Reserve lately has with-
drawn from the market. During the
two months of 1930 to date it has done
nothing with its portfolio of Govern-
Indeed at $481,000,-
000 the system has even allowed its
Has

not the time now come forareturn to

ment securities.
holdings to run down slightly.

the vigorous easy money program so
courageously put into effect last
autumn?

For a time the immediate revival of
strong business seemed assured. Per-
haps that is why the Reserve lifted its
hand from the pulmotor. It reckoned
that the patient. was breathing easily
again. Recently this widespread con-
fidence has been tested sorely by some
reports of disappointingly slow pro-
gress.

That is why the Reserve might with
good reason now resume its purchases
of Government It would
be the system’s way of saying once

securities.

more to the country in no unmistak-
able language that nothing will turn
money course until
the objective is attained. That objec-
restoration of definitely

it from its easy
tive is the
good business over the country.

And the system is in a position to
make this bid for new business faith.
Even the substantial autumn purchas-
es leave the portfolio smaller than it
was late in 1927 when the system was
in the market. Government holdings
then were run up to $604,000,000 in an
effort to check a pending recession
through an injection of cheap money.
Our member banks still are in debt at
the Reserve in the sum of $377,000,000.
By buying Governments the Reserve
would help members rid themselves of
this load which in turn would relax a
money tension that still exists in many
sections of this country.

Paul Willard Garrett.
[Copyrighted, 1930.]
—_—__+ ++

Modern Drapery Designs Gain.

Modern art fabrics are gaining in
importance in drapery and upholstery
departments of stores throughout the
country, according to a survey just
completed by the National Retail Dry
Goods Association in conjunction with
the du Pont Rayon Company. The
largest percentage of sales was found
in rayon and cretonnes.
Gaudy colorings and angular motifs
have given way to graceful designs of
blended colors. Sales of casement
fabrics by the yard were reported to
be declining in favor of ready-made
curtains and portieres. An increase of
about 30 per cent. was noted in sales
of ready-made draperies as compared
with a similar survey made a year ago.

damasks

 

 

   
     
   
  
   
 
     
  

10

TIN MINING IN MALAYA.

 

How It Is Recovered and Prepared
For Export.

Every Tradesman reader uses tin in
some form. The “tins” of the Stan-
dard Oil Co. of America are seen every-
wher in the orient, put to all kinds of
uses, such as the carrying of water
and liquids of various sorts, while they
are also cut up diagonally to form dust
pans and other household accessories.
They are even used as ovens by the
Chinese boys.

We presume that not many of us
have ever been interested enough in
this useful metal to enquire where it is
found and in what state the ore is,
originally, and how it is prepared for
export.

It was while traveling in the orient
that the writer of these “Notes by the
Wayside” began to make something
of a study of tin and it interested him
so much that he ventures to believe
that many Tradesman readers will ap-
preciate it if he tries to tell the story
of tin in Malaya.

Malaya denotes at present the entire
Malacca Peninsula found at the South-
eastern corner of Asia, including
Southern Siam and part of lower Bur-
mah. '

About one-third of the world’s sup-
ply of tin comes from the Federated
Malay States and Southern Siam.

One-fourth of this supply comes
from three islands which look like a
continuation of the Malacca Peninsula,
but which are under the Dutch flag.
We refer to the islands of Bangka,
Biliton and Singkep. In these islands,
as well as in Malaya, tin is found
principally n the old beds of the rivers
which in past ages carried it to the
lower levels, from the higher hills or
mountains in which the regular veins
exist, or are supposed to exist.

In places tin is dredged out of the
sea, notably in the island of Singkep,
near the mouths of the rivers of that
part of the Netherland Indies, and also
at Tonkah, in Southern Siam.

Tin is also found in the mangrove
swamps which fringe the Western
coast of the Malacca Peninsula. These
are, in places, being dredged.

Alluvial tin is obtained in
quantities by the natives by washing
the sand in the beds of the rivers.
They use a large flat wooden dish,
called a “dolong.’. A day’s work by
one woman will realize about a cigar-
ette tin full of tin ore.

On a large scale alluvial tin is won
by dredging or by sluicing. The former
method employs a considerable amount
of capital and is in the hands of the
white races. The latter is usually em-
ployed by the Chinese, although there
are “white’ concerns that obtain tin
in this way also.

A tin dredge raises the soil in a way
similar to that of a harbor or river
dredge, but the spoil is delivered di-
rectly into a revolving screen, which
allows the tin bearing sand to pass
through it. The stones, clay and other
non-tin bearing material is carried
along the screen and is conducted by
chutes to the rear of the dredge.

The sand is run over several long

small

MICHIGAN

chutes, or tables, pumps supplying the
necessary water. Native labor is em-
ployed to rake or hoe the sand con-
tinuously. This allows the heavier tin
ore to settle on the “tables,” the sand
passing over the end of the dredge.

Once in twenty-four hours the
dredge is stopped and the tin “washed
up” and bagged. It is then taken to
the tin shed where it receives a further
cleaning, after which it is then re-bag-
ged and shipped to the smelters.

On some of the newer dredges “jigs”
are used. These replace the tables;
a purer product is obtained and it is not
necessary to stop the dredge to “wash
up.”

The yield of each dredge varies con-
siderably, some ground being richer
than other, and dredges vary in size.

One modern dredge digging one hun-
dred and ten feet deep recently pro-
duced two hundred (short) tons of tin
ore in one month’s working. This is
probably a maximum, as the dredge is
quite new and much larger than the
normal.

The more usual rate of production
is about twenty (short) tons per
dredge per month.

The tin ore as sent to the smelters
is about 73 per cent. pure tin.

Dredges not only work in the rivers
and sea, but in any tin bearing ground
to which it is possible to make suf-
ficient water flow, either by artificial
channels or by pumping.

The dredge digs the ground in front
of it and deposits the tailings behind,
so that the pond, or “paddock,” as it
is called, moves forward with the
dredge and the quantity of water re-
quired is not great.

Dredging for alluvial metals appears
to have had its origin in New Zealand,
where gold was obtained from the riv-
ers, hence many New Zealanders are
found employed by the Malayan dredg-
ing companies.

Sluicing entails the use of water
under pressure. A strong jet washes
the tin bearing earth into a “sump,”
from which it is pumped to the top
of a long inclined table or chute. Here
again the sand is raked and the tin
collected in a similar that
adopted on the dredges.

Underground mining is not usually
adopted in Malaya. This method has
been in use for more than two thou-
sand years in the West of England.
The Phoenicians called Britain the
“Tin Island.”

This method involves the sinking of
shafts at various distances apart, all
being connected below. and the block-
ing out and scoring up of the tin
bearing stratum. This, however, is not
an economical way of doing, since it
means the use of a great deal of tim-
ber, to be used as pillars, and conse-
quent pumping to remove the water
found in such mines.

The ancient method of obtaining tin
is called open cast mining. This in-
volves the removal of the alluvial soil,
carried down by the stream of the old
rivers to get at the heavier and deeper
lying tin deposit.

As an example of this we might
point to the way the gravel deposits
near Grand Rapids must be laid bare

way to

TRADESMAN

Kate. too

March 5, 1930

 

 

Sy
Paes
\

You always look at the
pictures in the rotograv-
ure sections of the Sunday
papers—So do your cus-
tomers —That’s why these
sections carry a heavy

advertising schedule for

Cofiee

RARE FLAVOR
FROM
TROPIC HEIGHTS

 

  

 

 

 

 

 

 

 

March 5, 1930

MICHIGAN

TRADESMAN 11

 

before the gravel strata can be reached.

This alluvial soil was, as a rule, re-
moved by spade labor, in which thou-
sands of Chinese coolies have been
engaged during many years.

Tin is obtained from cassiterite, the
mineralogical term for tin ore, by the
reduction of this ore to metalic state,
in reverberatory or in Chinese blast
furnaces. Tin ore originally occurred
in granite or schistose rocks. It was
when these rocks were softened and
decomposed by atmospheric agencies
that they were carried down stream
as already alluded to.

Pure tin ore occurs in the form of
fine dust, up to lumps of considerable
size. It is found in various kinds of
soil, from stiff clay to light sand.

The alluvial strata above referred
to as covering the tin deposit may be
a foot or so thick or may be as deep
as 250 feet.

After this soil has been brought up
from the place in which it was depos-
ited, the tin ore is subjected to re-
peated raking over in a stream of
water.

In opening up new ground for open-
cast mining, it is usual first to cut
water courses around the area to be
mined in order to obtain the water
used for the working of the mine.

The tin bearing material is raked in-
to boxes through which this water is
made to run, and by means of a long
hoe and careful manipulation of the
water with the foot the Chinese tin
washer effects the separation of the
tin ore from the sand and stone with
which it is mixed.

The tin ore being the heavier, it
sinks to the bottom of the box and
the other materials are carried down
the inclined box by the constantly
flowing water. But the ore is not yét
ready for the smelting furnace as fre-
quently it is found that other minerals,
such as wolfram and magnetite are
closely associated with tin ore, these
metals having a specific gravity ap-
proaching that of tin ore.

To separate these other metals the
partially dressed ore is treated in wa-
ter on sieves of varying mesh, which
classifies the ore. This enables the
tin washer to collect the ore he re-
quires.

Five-sixths of the ore obtained in
Malaya is smeteld within its bounda-
ries im reverberatory furnaces. The
other portion is treated by the Chinese
in primitive blast furnaces in which
charcoal is used as fuel.

On the island of Bangka, above al-
luded to, the Dutch Colonial Govern-
ment works the tin mines.

Naturally they have become a source
of considerable revenue to the thrifty
Hollanders, even as tin mining has
become the main stay of prosperity
in Malaya. Henry Beets.

—_—_++.
Smart Accents in Accessories.

The boutonniere, small in_ itself,
looms large on the fashion horizon as
an accessory of the Spring suit. Even
the severest taileur wears a blossom
in the buttonhole—perhaps a realistic
nosegay, perhaps a flat conventional
spray in stiffened pique or oilcloth,

Patou’s pink and black violets are out-
standing.

Contrasting blouses are featured by
many of the couturiers, with special
emphasis laid upon Patou’s of opaline
rose, which are very smart with the
Spring suit in navy, black or black-
and-white mixture. Printed blouses
also are promised a vogue for Spring.

Cloche hats, of the type approved
by Rose Descat, and many small close-
fitting berets and turbans which are
so perfectly done by Agnes will be
seen with the early Spring suit, with
honors divided between fabric and
straw. The antelope beret introduced
earlier in the season by Reboux is es-
pecially smart with the early Spring
suit in dark colors and on simple
tailored lines.

Very large handkerchiefs — men’s
size, in fact—of sheer fabrics, were
shown by Marynowitsky with her
sports collection, and have already
caught on with Palm Beach, where
they are a feature of every daytime
costume. Plaids, checks, polka dots
and conventionalized floral designs
are shown in these huge squares,
which will add their touch to the
Spring tailleur.

Daytime gloves are simple. In ad-
dition to the classic suede slip-on—
slightly longer than last season—we
have glace kid gauntlets, cut with a
slight flare, which may be turned back
to show a contrasting lining.

Schiaparelli’s hosiery, in fabric
weaves with dull finish, have attracted
much attention as an accessory to the
Spring costume.

———_+ +.
Lowell Merchants Seek Information
From Greenville.

Greenville, March 3—Independent
merchants of Lowell and Greenville
held a convention at Hotel Phelps in
Greenville Friday night, Feb. 28.

The Lowell men journeyed to the
Potato Capital to get first hand in-
formation as to how the Greenville in-
dependent merchants organized and
operated their Home Owned Stores
Association. Not only was this in-
formation fully and freely imparted to
the visitors, but the meeting later re-
solved itself into a general clearing
house of retail mercantile problems
and civic questions common to the
neighboring cities. Much pleasure
was expressed by all present over this
get together party and the Michigan
Tradesman, Henderson, Caslow and
the entire Home Owned Stores move-
ment were heartily endorsed.

Come again, Lowell, we are glad we
met you. €. ©. Clark.

—_>+>—___
Radio Sales Compare Poorly.

Radio departments in many stores
have been making a showing since the
first of the year which compares un-
favorably with the same period a year
ago. Keen price competition in radio
sets, the decline of consumer interest
in more expensive models, and the un-
settling price reductions in the manu-
facturing trade are outstanding causes.
The comparison is the more unfavor-
able because radio sales in numerous
stores were notably on the upgrade
last year, due to the increased demand
for the new types of alternating-cur-
rent sets. A few stores in various
parts of the country have done well
with special purchases, but they are
held to be decidedly in the minority.

 

od py

 

 

When Mary Ann
Grows Up!

A great many problems will face her in the years
to come. How much easier it would be for her to
meet them if she did not have the ‘money prob-
lem” to solve.

By a Trust Agreement, or in your Will, you can
set aside funds to provide an income for your
daughter during her lifetime. Then designate a
strong dependable Trust organization . . . . The
Michigan Trust Company for example, as your
Trustee. In this way you can make certain that the
income will be paid regularly and promptly.

Picture for a moment what this would mean to
your daughter. An unfailing income, an education
and freedom from all financial cares.

Do this for YOUR

daughter by estab-

lishing a Trust
Fund, now.

 

THE MICHIGAN TRUST co.

RAND RAPIDS

FIRST TRUST COMPANY IN MICHIGAN
i) Dy

OS EE

 

 

FINANCIAL

When We Lost Sight of Economic
Law.

 

Present business conditions have set
many minds thinking, as to what is
right and what is wrong, with the
economic situation.

The press of the country has made
a commendable effort to convince us
that the Nation is enjoying a large
degree of prosperity. It tells us that
many of the large corporations have
recently closed their highest year of
earnings, and that the present year
promises them still further prosperity.
This is fine for big business, but what
are the actual conditions of the farmer
and independent tradesmen and the
record breaking unemployment situa-
tion?

If the democrats were in control of
National affairs, it would be easy to
determine what is wrong. The news-
papers and magazines of the country,
which are largely owned or controlled
by big business, would proclaim in
glowing headlines that democratic
mismanagement was responsible for
the present credit panic. They would
recall the “Cleveland hard times,”
which was inherited from a republican
administration, while President Hoover
has received a similar gift, not from a
democratic administration, but from
his own party.

Economic law is greater than any
law ever passed by any Congress or
parliament. It is not a man made law.
It seems to be an instrument of divine
origin, such as the laws which govern
the earth and other planets in their
orbits. If nations or man violate eco-
nomic law, there is a sure penalty.
When the Federal Reserve System was
set up in 1914 its authors claimed
there would be no more panics and
hard times. This was rather a broad
claim. There is no question but what
it has been helpful, but it cannot com-
pletely fend off the penalties of a viola-
tion of economic law.

Leading economists claim the coun-
try is suffering from an abnormal ex-
pansion of credit and huge losses
brought about by speculation. High
powered salesmanship had _ been
brought into play until it had loaded
up every possible purchaser with debts
and obligations beyond his ability to
pay. The channels of business became
choked with notes. Banks and finance
corporations are compelled to stop
making loans or greatly restrict them.
They find it extremely difficult to col-
lect notes and obligations due. This
has put a damper upon business which
will take some time to restore to nor-
mal. The thirst and greed for wealth
knows no limit, and were it not for
economic law a multitude of people
would quit work and try to live by
their wits, through speculation.

About every decade we have to en-
counter a period of hard times. While
none of us like it, yet we are not in-
telligent enough to so conduct our
lives as to avoid this disruption to
business and the hardships that ensue.
We have been told in the past that
prosperity depended upon the political
party in power. It seems as though
it is about time that this delusion

MICHIGAN

should vanish. If political parties
would conduct an educational cam-
paign and teach the people economy
and thrift and to avoid excessive debt,
then there would be hope. However,
the world is moving along so rapidly
these days that each generation looks
upon the older one as a back number.
Their advice, gained by experience of
years, counts but little with the
youngsters of to-day, who want to
start life with all the pleasures and
convenionces acquired by their parents
after years of toil. It is a laudable
ambition for them to do so, but it is
quite apt to bring a sorry lesson later.
Such is the experience of the individual
and of nations when they lose sight

of economic law. E. B. Stebbins.
—_ tI 2 >—_

Safeguards in Issuing Stocks.

Widespread distribution of securities
in recent years has greatly increased
the problem of replacement of lost
certificates. Many investors, unaccus-
tomed to having savings in the form
of engraved certificates, leave them
around their homes to be mislaid.

Registered bonds, when lost, may
be replaced without a great deal of
difficulty, although there may be con-
siderable delay. Obtaining duplicate
certificates for stocks, however, in-
volves time and expense. Satisfactory
proof of loss must be produced, and
an indemnity bond must be provided
to protect the company and transfer
agent against possible loss in presen-
tation of the original certificate.

To protect investors in the prepara-
tion, custody and issuance of securi-
ties an elaborate machinery has been
developed by investment bankers. It
is briefly described in the current
Business Briefs of A. G. Becker & Co.

“The printing of stocks and bonds
is attended by a system of checks and
safeguards second only to those which
surround the printing of actual cur-
rency,” says the firm. “Specially pre-
pared plates, designed to prevent
duplication by counterfeiters, are used,
while every piece of paper assigned for
use in the engraving of the issue is
carefully checked.

“The actual issue of certificates to
shareholders would seem, at first
thought, to be a fairly cimple opera-
tion,’ the comment continues. “It is,
however, along with the keeping of
stock transfer books, a complex and
highly specialized procedure. The
stock exchanges require a corporate
transfer agent for listed issues, and as
a matter of fact, most large corpora-
tions are glad to place this work in
the hands of a bank which is specially
equipped for it.

“Nice questions of law often come
up in connection with stock transfers
where the validity of the transfer is
involved. It is of importance, both
to the issuing company and to the in-
vestor, that these points should be
settled by a specialist.

“The registrar of stock acts as a
check on the transfer agents; specially
it watches to see that no stock is is-
sued beyond the amount authorized.

“Public confidence would be im-
paired and actual losses might well re-
sult were unauthorized issues of stock
to be made. It is to prevent this that
such precautions are taken, both in

TRADESMAN March 5, 1930

Ta ace 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

OLD
KENT
BANK

36

don’t, why not find

out? An investiga-

14 OFFICES
RESOURCES OVER

$40,000,000.00

tion might prove

 

 

lastingly profitable!

 

 

 

The Measure of a Bank

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

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

h

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

 

 

 

 

 

 

 

 

 

 

March 5, 1930

the manufacture and in the issuance of

certificates. All certificates made out

by the transfer agent go to the regis-

trar to be signed, sealed and registered

before being delivered to the owner.”

William Russell White.

[Copyrighted, 1930.]
—_»- + ____

More Stock Owned Outright Than

Ever.

A steady drift of from the
slippery fingers of margined holders
since the panic into the strong boxes
of our stanch old investment institu-
tions has put the market in its strong-
est technical position for years.

What trend in stocks the underlying
movement of business will dictate with
the approach of spring we do_ not
know. The news is mixed. Some is
discouraging. Even the persistent de-
cline in commodity prices to date has
not induced any very serious re-
linquishment in the stock market of
the very substantial ground gained
since last autumn’s crash. The ex-
planation is not to be sought entirely
in the prospect for good business this
year. It lies partly in the shift of
stock from weak to strong hands.

Expressed in another way it seems
fair to say that more stock now is
owned by purchasers who put up cash
for their holdings than any time since
the country went stock minded. From
their panic lows stocks have risen 30
per cent. but this rather impressive ad-
vance has not been built on margined
purchases. From their panic lows
loans have expanded only 5 per cent.
That is what the figures show if we
measure the rise in stocks since
November 13 and the expansion in
brokers’ loans since December 24.

The same conclusion is impressed
even more forcibly on us if we look
at what has happened since November
13 in both stocks and loans. That was
the date on which stocks hit bottom.
Stocks are up 30 per cent. Loans ac-
tually are down 16 per cent. For the
bottom in loans did not come until five
or six weeks later than the bottom in
stocks.

Let us see what has happened since
December 24. That was the date on
which brokers’ loans hit bottom. Since
then stocks have moved up 13 per
cent. Loans 5 per cent.

So viewed from any angle you will
see we emerge with this rather strik-
ing conclusion. The expansion in
loans since the panic nowhere nearly
explains the rise in stocks. While
slow and unspectacular the recovery
in stocks week after week for three
months following the crash represent-
ed buying by investors with cash. We
cannot escape the implications of an
improved technical market condition
in this long period of rising stock
prices without rising loans.

Paul Willard Garrett.
[Copyrighted, 1930.]
—_++>__

Biggest Gains For Year Made By

Industrials.

A more complete measure than here-
tofore was available of 1929 prosperity
is supplied in the reports on net earn-
ings of 600 leading corporations which
last year earned 16.9 per cent. more
than in the year previous.

Early estimates on the flow of net

stock

 

MICHIGAN

corporate earnings always are mislead-
ing for the reason that usually the
companies with the most favorable
showings to report publish their state-
ments first. For some curious rea-
sons those unable to put out a good
statement seem to hold back their an-
nual reports awaiting further auditing
or awaiting an upturn in current busi-
ness to enable them to incorporate
some expression of hope for the future.
But through a compilation of 631 im-
portant industrial, railroad and pub-
lic utility corporations prepared by the
Standard Statistics Company, Inc., we
are now able to give a fairly reliable
picture on 1929 net earnings.

What this tabulation shows is that
the biggest gain for the year was made
by industrial concerns which in turn
gained more than the utilities which
in turn gained more than the railroads.

Specifically the industrial corpora-
earned 18.1 per cent. more in
1928. The utilities 16.9
And the railroads 11.6
In most instances the

tions
1929 than in
per cent. more.
per cent. more.
poorest gains were shown in the final
quarter of the year but earlier gains
were more sufficient to offset
losses late in the year which now goes
down in history as the most prosper-
ous on record.

Most of the industrial
groups shared in the Net
profits for the theater group were 171.1
per cent. greater than the year before.
Railroad equipment 86.3, electrical
equipment 76.5, steel 67.1, motor tires
64.2, agricultural implements 54.7, cop-
per and brass 44.8, and petroleum 41
per cent.

Only a few major groups failed to
do as well as in the year before. A
shrinkage in net earnings was report-
ed by the shipping, woolen, mining
and smelting, meat packing and motor

Paul Willard Garrett.
[Copyrighted, 1930.]

than

important
increase.

groups.

—_—_+ + >—___

Six Good Reasons For Price Tags.

flere are six good reasons for the
use of price tags:

Price tags save time—when the cus-
tomer stops to ask the price it not only
takes her time but the clerk’s too.
They avoid frequent interruptions.

Price tags make sales—plain marked
goods help customers decide that they
can afford to buy. When no price is
shown people assume the goods are
too high. Pricing merchandise encour-
ages customers to look over your stock
more thoroughly. :

Price tags avoid mistakes—Mistakes
in business are costly; not only in the
immediate or actual loss in profits,
but in good will, confidence, loss of
trade, etc.

Price tags build confidence—They
assure the customer of a “one-price”
policy.

Price tags hold business—Customers
do not like to ask the price of every
item they might care to buy. Perhaps
it is a touch of false pride or timidity
that makes them hesitate to ask. But
they go to stores where they know
what they will have to pay for the
goods before they buy them.

Pricing saves embarrassment.

—_» + +—___

“Accident” and “Can’t”
words we ought to banish.

are two

TRADESMAN

 

 

13

 

 

 

Boston

Investment Securities

E. H. Rollins & Sons

Founded 1876
Phone 4745

4th Floor Grand Rapids Savings Bldg.
GRAND RAPIDS

New York
San Francisco

Philadelphia
Los Angeles

Chicago - Denver

London

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

L. A. GEISTERT & CO.

Investment Securities

GRAND RAPIDS— MICHIGAN
506-511 GRAND RAPIDS TRUST BUILDING

Telephone 8-1201

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GRAND RAPIDS NATIONAL BANK

Established 1860—Incorporated 1865 —

 

 

 

Nine Community Branches

GRAND RAPIDS NATIONAL COMPANY

Investment Secur
Affiliated with Grand Rapids

ities
National Bank

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

   
 
  
 
  

 

 

   

 

 

   

14

FORECASTS AND PREDICTION.

 

Hot Shot Eight Months Old Still
Applies.

On July 6 the following article ap-
peared in the East End Advocate of
Grand Rapids. That was a forecast
and a prediction. Since last July we
have had a strenuous winter, the
pleasure (?) of seeing a long bread
line and business seriously handicap-
ped. A-consistent attempt on the part
of a very few loyal Americans to edu-
cate the public has resulted in a forty
ton decrease in A. & P. food shipments
into town this last month. Some doz-
en chain store managers have deserted
the sinking ship and many women are
now actually ashamed to be seen near
the entrances of the chain-pirate hang-
outs. We are now getting some good
hind-sight in Western Michigan and
even though the following is a re-
hash, it shows a little pioneering and
the results are coming; but the chains
are throwing over-board bargain bait
galore and the independents cannot,
for one moment, afford to quiet down.
Here’s that July hot shot—apply it to
what actually transpired during the
winter, not only in Grand Rapids but
throughout the State. It still applies!

Slow taxes are being blamed for
financial troubles in the city hall. Tax
payers, with much higher taxes this
year than ever before, are simply “pay-
ing the fiddler” for economic condi-
tions which the tax payers themselves
are largely responsible for. “Money is
tight.” Were money “easy” taxes
would flow in readily.

Some claim that the lack of sufficient
and varied industries is to blame for
the situation which exists in Grand
Rapids. It is not always pleasant to
openly discuss the truth—but facts are
facts and it is well at times to pause
and squarely face the issues at hand.
As our good mayor has said, “We face
a condition—not a theory.”

Belatedly the Association of Com-
merce is waking to the realization that
a one industry town is not the best
policy and it is hoped some decisive
action will be taken ere long to secure
new industries which will swell the
wages of our workers, add new em-
ployment and new revenue, for Grand
Rapids merchants and manufacturers
and professional men and women.

There are to-day scores of vacant
houses and apartments, hundreds of
stores stand without teneants—desir-
able real estate in all sections beckons
buyers in vain. Bank clearances are
not at the high level they should be.
There’s a big city decfiit and collec-
tions are slow. Men are out of employ-
ment. Where has our money gone?

Let’s dig down under the surface
and analyze this thing.

Forced by economic conditions many
Grand Rapids families patronize cer-
tain types of stores which are bally
hooing “cheap prices.” This natural
inclination is the whip that keeps the
public lined up around the counters
of the chain stores—the mail order
houses. “Cheap—-cheap—cheap—” like
a lot of chickens at the pan of bran
mash. Later on to get it “in the neck.”

 

 

MICHIGAN

There is no argument about the ad-
vantage of buying reputable, good
honest merchandise at low prices—no
criticism of clean, above-board and fair
competition in trade. But chain store
and mail order trusts have their own
peculiar and efficient means of hand-
ling business and weeding out competi-
tion. Grand Rapids is notoriously
chain store ridden and what is the re-
sult?

No matter how much money is paid
to wage earners, no matter how much
money banks pay out in the city—if
$10 a week is paid by each family to
some chain store, in any line, drugs,
foods, clothing, shoes, or for tires,
hardware and dry goods—most of that
$10 goes, not to our banks for funds
to help the city—not to dealers who
help local improvements, pay local
taxes and boost the home town—IT
GOES TO CINCINNATI, NEW
YORK, DETROIT, CHICAGO—or
elsewhere and you cannot continually
drain the pond without it becoming
dry.

Under existing conditions this vast
loss of money, taken bodily out of
town—weakens the economic structure
of the city, it is due for a body blow
and Grand Rapids has it in the solar
plexus right now!

Local newspapers which carry large
display advertising for mail-order de-
partment houses, chain stores and the
outside firms—most assuredly are not
helping matters, they are guilty of
abetting this ruination of local business
fabric. Such advertising is a direct slap
in the face of every home town ad-
vertiser in the same paper. Every sale
made through such advertisements is
just that much money diverted to swell
the coffers of the chain and mail-order
trusts and combinations.

Grand Rapids pretty generally,
seems to have outgrown any sense of
“home town loyalty”—it is degenerat-
ing into the commercial whoopee after
the mighty dollar — elusive dollars
eventually gobbled up and lost in the
gullet of the cut-price bargain bait
barons of Wall Street and Chicago.

It is not a palatable dish, Mr. and
Mrs. Grand Rapids citizen—but if you
choose to select this sort of bill of fare
—if you will not see the light, forget
the bally boo of outside display adver-
tisements and play fair—don’t kick on
“tight money” and lack of progress.
You cannot—and Grand Rapids busi-
ness interests cannot, pay taxes and
bills with money which is not here to
use. If Grand Rapids is good enough
to live in, it shou!d be good enough to
patronize home stores, home factories,
home banks, home churches, home
schools—and if possible, home news-
papers.

—2> s___
Plenty Stuffing.

“I'd like a bite to eat, mum,” said
the tramp to the lady of the house.

“Just sit down, my poor man,” said
the kindly old soul, “and could you
eat a small chicken to-day?”

“IT sure could, mum.”

“And what would you like it stuffed
with,” asked the lady of the house.

“Please, mum, I would like it stuffed
with another chicken,’ answered the
knight of the road.

TRADESMAN

 

 

 

GET FACTS
DIRECT

Let First Hand Information
Rule Your Investments

Petter, Curtis & Petter, Inc. offers

you accurate, thorough and up-to-
the minute information instantly,
on any security you desire.
Stocks and bonds—local, national
and international—listed and un-
listed. Direct wire connection with
Spencer Trask & Company, mem-
bers of New York and Chicago
Stock Exchanges, New York Curb
Market and with branches in all
leading financial centers of the
world.
A capacity to serve that wins
everlasting confidence.

— PHONE 4774 —

ETTER,
URTIS&
ETITER

Grand Rapids Muskegon

   
 
   
   
   
  
   
 
    
  
  

   
 
  

 

 

 

March 5, 1930

Fenton
Davis
&
Boyle |

Lwvestment Bankers

v

Detroit
Grand Rapids
Chicago

Investors in the offer-
ings of this Investment
Banking House HAVE
made friends with their
cold, hard judgment.

 

 

 

 

 

$40,000,000
Invested in

NORTH
AMERICAN
TRUST
SHARES

In Their First
Year

In dividends this first
year, shareholders re-
ceived 11.2 on the av-

erage prices covering
‘the period.

In the same year the
reserve fund which
guarantees a minimum
annual income of 6%
upon the $10 par value
was built up to $2,205,-
600. To this guarantee
is added extra cash divi-
dends, stock dividends,
share splits and rights
which make annual div-
jidends average 10% to
13%,

GEO. B. READER
Wholesale Dealer in
Lake, Ocean, Salt and
Smoked Fish
1046-1048 Ottawa Ave., N., Tel. 93569
GRAND RAPIDS, MICH.

 

 
 

 

 

 

 

The Oldest Investment
Banking House
in Western Michigan
303-307 MicHiGan Trust Bios.
PHONE 4267

 

 

 

GUARANTEED
5Y%2% and 6%

a-
Rate turity
$15,000 American Home

Security Co. -. 6% 1943
Guaranteed 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 ------ 6% 1932
Guaranteed by Southern
Surety Company

$25,000 Illinois Standard

Mortgage Corpo-

Paton: 2 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,
Michigan
Resources over

$5,600,000.

  

   
 

 

 

Fan OR ARES cae

 

 

      

 
 
 
  

 
 
 
   
  
   
        
   
   

  
   
  
  

 

  
 
  
   
 
   
  
  

  
  
  
 
 
  
 
  
  
  
  

   
  

  

 

   
  
 
 

 

pean amar

 

 

    
   
   
 
   
 
  
 
   
  

    

 

PEO a aaa uss ee es

_ policy personally.

March 5, 1930

MICHIGAN

TRADESMAN

15

 

MUTUAL FIRE INSURANCE

Another Instance of Stock Company
Hypocrisy.

Another reciprocal insurance ex-
change has become insolvent and, as
usual, the representatives of some
stock insurance companies are, either
through ignorance or by wilfull pre-
varications, advertising the reciprocal
failure as a mutual failure.

I believe it will be of interest to the
public to know the difference between
a stock company, a reciprocal ex-
change and a mutual company.

A reciprocal exchange is not an in-
surance company. It is merely an ex-
change among policy holders them-
selves and is known by various names,
such as reciprocal exchange, under-
writers and associations of different
kinds, and sometimes by the name of
the attorney-in-fact, and the exchange.
Legally, every policy issued by a
reciprocal exchange carries the bind-
ing signature of every policy holder.
The plan of a reciprocal is very simple.
It is only the agreement of the policy
holders individually to bear each others’
losses. It is impossible to carry out
this agreement without employing
some individual to issue the policies
and sign them for the members. That
the signatures may be binding the in-
dividual so employed is given the
power of attorney, and becomes the
attorney-in-fact for each policy holder.
The signature of this attorney-in-fact
on the policy is as binding as though
the policy holder had signed it him-
self. It is strictly legal, although in
all probability not one member in one
hundred realizes that his legal signa-
ture is scattered around among many
thousands of policy holders, and is as
binding as though he had signed each
That it is legally
binding was proven beyond all doubt
in the recent failure of the Associated
Employers’ Reciprocal. In the United
States Court a judgment was rendered
holding the 14,000 policy holders liable
individually on their personal accounts
for about $3,300,000, the individual
judgments running from a few dollars
to several thousand dollars. A great
many policy holders were held for
several thousand dollars, but we be-
lieve that not a single one of the 14,000
policy holders questioned the binding
effect of his signature. In a reciprocal
exchange ‘the attorney-in-fact has
complete control by virtue of the
power of attorney given him by the
signature of the policy holder, or by a
clause in the policy binding the policy
holder to the contract upon acceptance
of the policy. The policy holders are
bound by any and all agreements
written into the power of attorney,
and the policy by the attorney-in-fact.
Sometimes the attorney-in-fact is in-
corporated, thus securing for himself
the protection of a corporate form
while the members have individual
obligations.

A stock company or a mutual com-
pany is very different froma reciprocal
exchange as both are corporations
operating under corporation laws. They
hold annual meetings and the mutual
company must give members notice
of such meetings. The policy holders

 

in a mutual company elect the directors
of the company, and the directors elect
the officers, as provided by state law.
There is no difference between a stock
company, and a mutual company or-
ganized under the general mutual law,
(Chapter 3, Part 5, Insurance Code)
except that the profits of the stock
company are paid to the stockholders,
and in the mutual company the profits
are paid to the policy holders. Both
are non-assessable and use the same
standard policy. Any and all laws,
rules and regulations applying to one
applies to the other. The mutual
company may, if its board of directors
and policy holders so vote, provide for
a contingent liability under the poli-
cies. The amount of this liability must
be incorporated in the by-laws, and
in each policy issued, and in no event
shall the policy holder be liable for a
greater amount than the amount so
expressed in the policy. This liability
is usually an amount which shall not
exceed one additional annual premium.
In exchange for this contingent liabil-
ity the policy holder receives a divi-
dend which usually varies from 20 to
50 per cent., according to the class of
property insured.

Mutual insurance is the oldest in-
surance in the United States, the first
mutual company being organized by
Benjamin Franklin in 1752, is still do-
ing business, and has a very enviable
record. In every fire conflagration
which has visited the United States
the mutual companies have paid all
losses with a promptness that was
very pleasing and gratifying to policy
holders, while with many stock com-
panies the story is a sad one and the
number of failures of stock companies
is appalling.

No mutual fire insurance company,
after having accumulated a surplus of
$200,000, has ever failed, retired or re-
insured, while stock companies by the
score, with surplus far in excess of
$200,000, have given up the ghost.

The capital and surplus of an insur-
ance company may be considered as
a shock absorber or safety valve to
take care of abnormal losses and is
rarely called upon to meet losses. By
way of comparison we cite the twelve
largest and strongest stock companies
in America, which have a capital of
approximately $1.53, plus surplus of
$3.28, or a total of $4.81 per thousand
dollars of net insurance in force, as
compared with twelve mutual com-
panies represented by a popular mu-
tual insurance agency, doing a Nation-
wide business, and we have a con-
tingent liability of approximately
$12.58, plus surplus of $4.68, a total of
$17.26 per thousand dollars of insur-
ance in force. This comparison:shows
this mutual organization to have a
strength of more than three and one-
half times that of the twelve largest
and strongest stock companies.

It is not the intention of the writer
to cast any reflection on any stock
company or reciprocal exchange or
their representatives, as there are
many representatives of both who are
giving excellent service to their as-
sureds. This article is written only
to contradict the statements which are

(Continued on page 31)

 

 

Have You Received Full Value For Your
Money?

In years past we have all paid considerable money for fire insurance;
have we not? Some of us, however, have gotten out of it much cheaper
than the rest because we have had our insurance placed with THE
FINNISH MUTUAL FIRE INSURANCE COMPANY of Calumet,
Michigan.

This old and strong company shares its profits with the policy-holders
by paying dividends of 40 per cent every 3 years. You can get in on
this too, if you want to. Rates are no higher than anywhere else, and
no extra charges. It will pay you handsomely to look into this.

THE FINNISH MUTUAL FIRE INSURANCE COMPANY
CALUMET, MICHIGAN

444 Pine Street Phone 358

 

“e

 

Affiliated with

The Michigan
Retail Dry Goods Association

Insuring Mercantile property and dwellings
Present rate of dividend to policy holders 30%

THE GRAND RAPIDS MERCHANTS MUTUAL
FIRE INSURANCE COMPANY

320 Houseman Bldg. Grand Rapids, Mich.

 

OUR FIRE INSURANCE
POLICIES ARE CONCURRENT

with any standard stock policies that
you are buying

The Net Cots OVO Less

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

 

WILLIAM N. SENF, SECRETARY-TREASURER

 

 

 

We are now making reservations for April eggs for

storage. Come in and see us for rates.

ee
ABE SCHEFMAN & CO.

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

 

 

 

Day Phones: 86729 - 45052 — Night Phone: 22588
SHANTEAU’S DETECTIVE AGENCY State License No. 68—Bonded
The largest and most modernly equipped office in Southwestern Michigan.
sn aga age ey ee Civil, Criminal, Industrial, Domestic, Store
. . for Individuals, Firms, Corporations, s, F: * i
Companies, Railroads, Attorneys, etc. ee
Shanteau’s Operatives get the informa-
tion or evidence as the case may be.
Suite 407 Houseman Building

Wire or phone our expense—A Repre-
sentative will call immediately.
Grand Rapids, Michigan

 

 

 

 

 

 

16 MICHIGAN TRADESMAN eh ee

 

 

 

 

George E. Kelly.

 

 

Ss

WF

‘philosopher

 

March 5, 1930

 

 

MICHIGAN

TRADESMAN

17

 

MEN OF MARK.

 

George E. Kelly, General Manager
Lee & Cady.

Biography often is a completed or
a nearly completed story, but it is a
question whether the biographer some-
times does not wait too long. We
still are piecing together, a little at a
time, life histories of our ancient phil-
osophers, our oldtime soldiers and our
vanished statesmen. No doubt much
that might have written, and
should have been written, has been
forever lost to record ‘because of our
delay. The chief purpose of biography
is not so much to pay tribute to its
subject as to have in permanent form
a story that will be an inspiration to
others that come after. We do not
draw that inspiration from men’s
achievements merely. It is not enough
for us to know that this general won
a battle, that statesman made a master
stroke of diplomacy or that a certain
fathered some _ occult
theory or discovered some important
fact. Their achievements are interest-
ing, but we find inspiration more cer-
tainly in the intimate story of their
beginnings and struggles. There is as
much story of
Abraham Lincoln’s lowly birth and
hard schooling as there is in the vital
sentences of the Emancipation Procla-
mation. More American boys have
been inspired by the popular picture
of Abraham Lincoln as a rail splitter
than by any other incident in his
It is such incidents that are
in many instances lost in belated bi-
ography.

been

inspiration in the

career.

It is the story of a man’s career
that really shows after generations the
manner of man he was—whether a
child of fortune, swept into position
and prominence with almost no voli-
tion of his own, or whether he went
out and made a place for himself by
application to a definite purpose. Such
a story also displays something of his
personal characteristics. It shows how
well he stood up in adversity and with
how much sense he accepted pros-
perity. His actions are still fresh in
the memory of those who have known
him since the beginning of his inter-
esting life history.

The Tradesman has before this pub-
lished biographies of many men who
still are young in years and fresh in
the field, knowing that such _ stories
would be an inspiration to other young
men who likewise are at the very be-
ginning of life. Such a story is not
only taken from the dead past, but
from the living present. It shows what
man can do under conditions now
existing. The pioneer had great hard-
ships and great opportunities. The
young man of to-day has fewer hard-
shipsh and more competition. The
pioneer was confronted by the neces-
sity of establishing new precedents, of
breaking a road or blazing a trail. The
young man of to-day finds the road
open, but filled with a vast cavalcade
of young men like himself struggling
forward to a common point. He has
as much difficulty keeping his footing
and his place in the forward march as
the pioneer encountered in making that
road in the first place.. There is as

much inspiration in the struggle of the
present as there was in the struggle of
the past; and the Tradesman presents
this week the story of a young man
who has gained prominence under the
conditions that now prevail and that
every young man nowadays must en-
counter.

George E. Kelly was born in Kaia-
mazoo, Jan. 2, 1885. His father’s ante-
His mother
He attended
Kalamazoo,

cedents were American.
was of Holland descent.
the public schools of
graduating from the
course when he was 16 years of age.
He then entered the store of Sam
Folz, clothing merchant, where he re-
mained five years. Mr. Folz was one
of the first merchants in
Michigan to adopt the one-price sys-
tem and Mr. Kelly distinctly remem-
bers seeing him discuss the matter
with his customers for hours at a time
in an effort to convince them that the
one-price system was the proper course
to pursue in handling merchandise. Mr.
Kelly’s next venture was as proprietor
of a cigar store at 318 North Burdick
street. He continued in this business
for six years, when he sold it out to go
on the road for Lee & Cady as cigar
salesman. He continued in this
capacity for six years, when he was
made manager of the cigar department.
This was in 1918. Five years later he
was made manager of the Kalamazoo
branch of Lee & Cady. Jan. 1, 1929,
he was made superintendent of all the
branches of the house outside of De-
troit. Jan. 1, 1930, he was made gen-
eral manager of the entire corporation.
He will continue to make his head-
quarters at Kalamazoo, the same as
heretofore.

commercial

clothing

Mr. Kelly was married June 5, 1911,
to Miss Alice M. Abbey, of Kalama-
zoo. They have one child, a boy 17
years of age, who will graduate from
the high school on the literary course
in June of this year. He plans to
train himself for a career as a whole-
sale merchant. The family reside in
their own home at 605 Inkster avenue.

Mr. Kelly is a Mason, including the
Blue Lodge and Chapter. He is also
an Elk and a member of the Rotary
Club. He is a member of the Cham-
ber of Commerce, having been chair-
man of the committee in wholesale de-
partment. He is a member of the
Maple Hills Country Club and has
held the chairmanship of important
committees in that organization. He
is a long-time member of the U. C. T.,
having occupied all the chairs in the
subordinate council and also in the
grand council. He was grand coun-
cillor during 1923 and 1924. This
position automatically made him a
member of the Supreme Council and
he frequently attends annual sessions
of the Supreme Lodge at Columbus.
He attends the Presbyterian church.

Mr. Kelly owns up to but one hobby,
which is golf. A friend who knows
him well and understands him thor-
oughly says he is the only man who
can make another man play 18 holes of
golf when two would be aplenty.

Mr. Kelly attributes his success to
paying strict attention to business and
to loyalty to his house. These qual-
ities carefully cultivated for many

markable success which has attended
years, probably account for the re-
his career and the frequent promotions
he has received at the hands of his em-
ployers and associates.

Mr. Kelly is a man of pleasant per-
sonality. He is a delightful conversa-
tionalist and is easily approachable to
his friends and acquaintances. No one
can engage in conversation with him
without instantly discovering that the
business side of groceries is his hobby
and that nothing pleases him more
than to talk about the subject with
which he is most familiar.

Mr. Kelly has won his way from
the bottom to the top by hard work,
careful attention to business and nat-
ural commercial genius. In affairs of
business his judgment is sought, ap-
preciated and followed; and his ex-
ample has been the means of bringing
to other men similar success to that he
He has main-
tained his own rights and has respected
the rights of others, and his biography
therefore is a story of earned advance-

has achieved himself.

ment and honorable action.

To those who know Mr. Kelly in-
timately these elements of character
He is admired
also for his lack of ostentation, for his

are even more familiar.

quiet determination and for his inter-
est in problems affecting the welfare
of others. A close student of business
and a steady laborer in his own field,
his love for outdoor life is likewise
known to the people of Kalamazoo and
to all his social and ‘business acquaint-
To know him well is merely to
increase one’s admiration for the man
and his methods of life.
—___++<-—_
Capt. Gunnison, Who Was Kliled By
the Ind’ans.

Capt. John W.
Engineers’ Corps, United States Army,
was killed by Indians while conduct-

ances.

Gunnison, of the

ing an exploring expedition in the
Rocky Mountains.
voured by Capt. Gunnison
was born at Goshen, N. H., in 1812.

His early advantages were good. At

His body was de-
wolves.

the age of 18 he entered Hopkinston
Academy and prepared himself for an
appointment as a cadet at West Point
Military Academy, from which he was
graduated in 1833, with the highest
honors and the rank of
lieutenant of artillery.
assigned for service to the engineer
corps, an occupation for which he was
amply qualified. He served in the
coast survey division of the corps and
conducted several explorations in the
mountain regions of the West. In the
preparation of voluminous reports now
on file in the War Department at
Washington in relation to routes for
railroads to the Pacific coast he fig-
ures conspicuously.

In April, 1841, he was united in
marriage with Martha Delany, of Cam-
den county, Georgia.

During several years preceding his
death, Capt. Gunnison was a resident
of Grand Rapids. He purchased a
tract of land in the Western division
of the city and platted it as Gunnison’s
addition. Lake Michigan Drive cross-
es the center of the tract. He was the
author of an interesting book, de-
picting the lives and aspirations of the

second
Later he was

Mormons and delivered lectures before
lyceums and literary societies,

A wonderful mountain park, a beau-
tiful river and a wealthy county in the
State of Colorado serve to preserve
the name and the activities of a noble
man—John W. Gunnison. His wife,
two daughters and a son, Delany, re-
sided in Grand Rapids several years
captain.
The family moved to Georgia about
1875. Arthur Scott White.

—_+~-+
House Furnishings Trade Slow.
Optimism

following the death of the

born of an unexpected
volume of business last month in the
house furnishings and house wares
field has been dampened to a consider-
able extent by a drop in orders this
month. Selling agents for furniture,
floor

equipment and small articles of home

coverings, household electrical
decoration, admit that the brisk busi-
ness in January led them to expect too
much this month. The recent mild
weather has started enquiries this week
on regular merchandise in all lines of
house furnishings, however, and these
give evidence of developing into an
active business during March.
——— aa
Holiday Card Orders Normal.

Early orders for holiday greeting
cards were up to normal last month
according to reports sent back by
salesmen now on the road with the
1930 Christmas lines. Commitments
made so far specify Sept. 1 delivery.
They indicate a strong preference for
novelty numbers. Cards decorated
with black figures on silver or gold
backgrounds have enjoyed a heavy call.
Prints dealing with Colonial and early
American subjects still hold first place
in the selections made. One company
reports success with a special number
made up in cellophane and decoraied
with hand painting.

>

Blouse Interest Continues Strong.

Blouses continue a major item in
the accessories being actively ordered
at the moment. The call for these
garments reflects the stocking of de-
partments abandoned some _ seasons
ago by some stores and the expansion
of those retained by others. The de-
mand centers largely on_ sleeveless
styles to be worn with cloth and knit-
ted suits.
being sought for
without jackets. Growing interest is
also. reported in separate velveteen
jackets to be worn with skirts. Buying
of these items is developing somewhat
earlier than last year.

Cap-sleeve blouses are also

wear with skirts

oe
Slips Being Actively Ordered.
Retail undergarment buyers have
been placing good orders for new sil-
houette slips and corsets. The business
in the former item is expected to show
a substantial increase over previous
seasons, as the new styles require this
type of garment. Silk numbers in
flesh and white to retail from $1.95 up
are sought for selling during the next
few weeks. Orders for rayon under-
wear have been placed in volume, al-
though stressing popular price num-
bers. Dance sets have. eased off some-
what in popularity, while French
panties have gained in favor and are
cutting into the call for step-ins.

 

i8

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,

Garbor Beach.
Secretary-Treasurer —

Charlotte.
Manager—Jason E. Hammond. Lansing.

John Richey,

 

Promotion of Regular Priced Mer-
chandise and Suggestive Selling.

All stores are looking for a way to
sell more goods. But the successful
ones are those looking for better ways
to sell more goods and sell these goods
at a profit.

In this short discussion I do not pro-
pose to discuss specially priced sale
merchandise, but rather the promotion
of merchandise at regular prices.

Since regular priced merchandise
represents not only the greatest part
of our sales volume in most stores but
also the largest part of our profit, I
believe more consideration should be
given to this portion of our business.
Every merchant here has regular sales
events that are planned from year to
year. Also, he takes advantage of op-
portunities for increased business with
this sale merchandise. But I firmly
believe the sales promotion on regu-
lar lines across the counter is lost in
most stores. This is the merchandise
that requires bare handed selling. The
responsibility for this promotion
should rest entirely on the shoulders
of the buyers and merchandise division.

Let us consider for a moment a
situation that usually precedes every
purchase by the buyer. The two prin-
cipals in a sale are the buyer and a
manufacturer’s representative—usually
a specialist in his particular line. A
buyer should buy, not be sold by the
manufacturer. Buyer must see selling
possibilities of merchandise before he
buys. He should buy what he knows
his customers want—and he should
know. The intelligent buyer absorbs
all the essential information about the
product purchased in the shortest pos-
sible time. He considers the necessary
factors in applying the acid test to
merchandise offered—quality, utility,
variety, style, packing, etc. He real-
izes that this is the time to get the
meat out of the shell.

Although the shrewd buyer sells the
merchandise in his mind as he buys, he
may overlook the real factor in the
promotion of this new or staple mer-
chandise. The real factor is the sales-
person. This promotion is sold to the
advertising and display department in
he picture its merits to the salespeople.
When this merchandise arrives the
freshness of the representative’s talk
has worn off. The buyer’s mind has
drifted to new things. He expects the
goods to care for themselves after the
advertising and display has been ar-
ranged. Sales support is still vital.

No matter how alive the product
may be it is not so gifted that it can
walk and talk for itself in the depart-
ment. The buyer must furnish the
brain power and the footwork and in
mere justice to the product he can illy
afford to forego exercising both to the
Nth degree. If the product is a
worthy one in his estimation, how can
he picture its merits to the salesperson.

 

*Paper read at Michigan dry goods
convention at Lansing to-day by Muir
WwW. Lind (J. L. Hudson Co.), Detroit.

“three thousand salespeople.

MICHIGAN

They must know its present and po-
tential purposes like the buyer knows
its price and profit. He should be
able to give a half dozen honest to
goodness reasons why the salesperson
should sell it and top off with an equal
number of swift selling ideas. Who
should know more about the product
than the buyers, whose business it is
to know and who get paid for know-
ing.

The J. L. Hudson Company con-
siders this merchandise information
for the salespeople so important that
it has established a merchandise train-
ing department, whose six representa-
tives work directly with the buyers
and their assistants. A textile course,
a leather course, a period furniture
course and a color course are among
the many already given to salespeople.
The job of giving merchandise infor-
mation is too great for six people with
The buy-
ers’ assistants in the different depart-
ments are now being trained to do the
job. They can do better work because
they are specialized and closer to the
situation.

A meeting is held once a week in
each department, where merchandise
is discussed with the salespeople. An
outline of the necessary information is
made so that no phase is overlooked.
As an example of what has been done,
the assistant buyer in the men’s shoe
department gave a history of the tan-
ning of leather. I heard several sales-
men say after this meeting that they
wanted more of this merchandise in-
formation. The right salesperson ab-
sorbs all this like a sponge. To make
sure they are retaining this informa-
tion a questionnaire is sometimes left
with each salesperson to be filled out.
The results have shown in many cases
a definite lack of the basic knowledge
of merchandise in their respective de-
partments. Good merchandising as I
see it means the turning of a prospect
into a customer through the proper
application of the following steps in a
sale, which are not always associated:

A. Approach or first contact.

B. Finding out what
wants.

C. Intelligent presentation of the
merchandise.

1. Effective display

2. Specific selling points to justify
the price.

D. Closing the sale, or helping the
customer decide (meeting objections)

E. Suggestive selling.

A. We like to encourage the mer-
chandise approach to a customer. The
other day I found a customer looking
at some size thirteen and a half sale
shirts. I called a salesman, who in-
stead of asking him if he could help
him immediately mentioned several
advantages to be found in these shirts.
It so happened that these points
answered his questions. The shirt he
was wearing was purchased in another
store and although marked size thir-
teen and a half measured a size larger.
The salesman measured his neck, then
the neckband of our shirt. This con-
vinced the customer that the size of
our shirt was right. His collar was
not the right style for his neck and the

(Continued on page 30)

customer

 

 

 

 

TRADESMAN March 5, 1930

 

 

 

MICHIGAN BELL |
TELEPHONE CO.

Long Distance Rates Are
Surprisingly Low

For Instance

50°

or less, between 4:30 a. m. and
7:00 p. m.
You can call the following points and tall: for

THREE MINUTES for the rates shown. [ates to
other points are proportionately low.

 

Da
From Sention<o-Stavon
GRAND RAPIDS to: Rate
KALAMAZOO, MICH. ------------------ $.
BATTLE CREEK, MICH. --.----------- 45
LANSING, MICH. ---------------------- .50
REED CITY, MICH. -_------------------ -50
MONTAGUE, MICH. -------------------- 45
SOUTH HAVEN, MICH. ---------------- -45
HART, MiCe. 50
BIG BAPIDS, MICH. —..-- -45

The rates quoted are Station-to-Station Day rates, effective
4:30 a. m. to 7:00 p. m

Evening Station-to-Station rates are effective 7:00 p. 1. to
3:30 p. m., and Night Station-to-Station rates, 8:30 p. m
to 4:30 a. 1a.

The fastest service is given when you furnish the
desired telephone number. If you do not know the
number, call or dial “Information.”

 

 

 

 

 

 

 

 

 

 

 

ULTIMATE OUTCOME OF
CHAIN STORE DOMINANCE

The Tradesman publishes on its third cover page a circular
which is conceded to be the strongest analysis of the ultimate
outcome of the chain store ever written.

The distribution of this circular among consumers has been
found to do more to cause buyers to avoid chain stores than
any other presentation of the subject ever written.

To any one who would like copies of this circular to dis-
tribute among his trade the price is as follows:

100 copies ___-__-- $ 3.75
500 copies ________ 7.75
1000 copies ___._--_ 12.75
5000 copies ________ 50.00

Both retailers and wholesalers are buying this analysis in

aad to five thousand quantities for distrbution among their
trade.

We shall be pleased to receive your order.

TRADESMAN COMPANY

 

 

 

 

 

 

 

 

 

March 5, 1930

SHOE MARKET

Michigan Retail Shoe Dealers Association
President—Elwyn Pond.
Vice-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.

 

Successful Shoe Selling in 1930.

I am very pleased to have the priv-
ilege of talking to you for a very few
minutes upon the theme of selling in
1930.

Perhaps never before in the history
of salesmanship has such a time ap-
peared which requires the sheer judg-
ment of men of sound _ thinking.
Charles Curtis says, “The leaders of
yesterday are giving way to those of
to-day and those of to-day must give
way to those of to-morrow.”’. And
with the new leaders of to-day, the
old method of doing things passes
away and a new one appears and some
to-day say, “It can’t be done.” But
1930 makes possible these things and
we must follow this impulse and carry
it through to a successful end.

Many years ago, yes, perhaps
thousands of years ago, the beaver cut
down trees and built dams just as he
does to-day. And why? Because he
can’t think and he can’t imagine. And
in this day we find salesmen just like
the beaver. They can’t change with the
times. We find them shutting their
minds and closing their intellects to
the things that are successful and
progressive.

Out of everything we must make up
our minds. From the expeirences of
others as well as our own. A Jew in
Chicago found his business dwindling
away and was so close to his business
that he couldn’t see anything wrong
with it. Some of his good friends
suggested that he clean up the place
and wash the windows. A few days
later he tried this and his business
started to pick up and take on new
life immediately. One Sunday morn-
ing as some of his customers were on
their way to church, they noticed a
carload of flowers being delivered to
the store of the Jew and wondered
what it was all about. After church
they were eager to go back by Mr.
Cohen’s store and as they stopped to
look at his window, their eyes fell on
the wonderful dispay of flowers in-
side the windows, in the center of
which he had a beautiful white cross
with the words inscribed, “Christ is
Risen But Our Prices Remain the
Same.” We must build a new selling
idea.

This is the day to analyze ourselves
and our business.’ In a recent check-
up of a large sales force to find out
why salesmen fail, it was discovered
that they wouldn’t work. They had
no confidence in themselves and all
that remained was alibis. This is a
great day for that. If there is any
place in the world where there should
be no evidence of anything save good
cheer, it is in the make-up of the re-
tail salesperson. No chain is strong
enough to weaken the ‘magnetic pull
of a store with an established record
for courteous and dependable service.
Good advertising and modern sales
policies can be weakened by an in-

*Paper read at Michigan dealers’ con-
vention at Lansing.

 

MICHIGAN TRADESMAN

different attitude and a surly expres-
sion. Traced to its source, poor sell-
ing lies at the root of many a failure.
We must dress and act the part of suc-
cess. Charles Schwab once said that
the considered dress the first important
attribute of a salesman.

Men use only 10 per cent. of their
ability. He who ceases to grow great-
er becomes smaller. He who leaves
off gives up. “The stationary condi-
tion. is the beginning of the end” says
a philosopher of old.

I like to read Shakespeare for in my
opinion he was one of the greatest
salesmen of all time. Great because
of his ability. He wrote thirty-seven
plays and into them wove seven hun-
dred characters, always trying to sell
one another; some idea or another. I
recommend to you the great oration of
Mark Anthony in Julius Caesar. And
that of Brutus selling his ideas to the
Romans over the casket of Caesar.
Mark Anthony selling his points and
always softening himself with Brutus
with these famous lines “and Brutus
is an Honorable Man.” Oh, clever
indeed was Shakespeare.

“To every man the choice is con-
tinually being offered, and by the man-
ner of his choosing you may fairly
measure him,” says Ben Ames
Williams. If our minds are open and
we are eager to forge ahead, we will
not grow stale on the job. Changes
about us will keep us alert, and with
our ear on the ground, we cannot help
but succeed. Kettering, the great en-
gineer of the General Motors, says this
is a day for young men. Why?
Simply because their minds and ac-
tions can be attuned to the way you
want things done.

Too many of us are gathering
barnacles that slow us.down. Great
ocean freighters crossing the Pacific
gather these barnacles and when they
arrive in Seattle, are unloaded and
pass through into Lake Washington,
a lake of fresh water. After a day or
so, these great barnacles that gradual-
ly slow down the speed of the ship
drop off when they come in contact
with fresh water. Some of us could
pass on into the freshness of modern
ways of selling and gain speed.

This is the day that we make a set
up for our customer. It begins with
the character a store is noted for. Its
trail will follow through your adver-
tising; your windows; your attitude
toward customers; your honesty and
treatment, and your merchandise.

This is a day when we must have a
reason for being in business. Don’t
be like Mark Twain who said, “There
has been a lot said about the weather,
but no one has done anything about
it.’ Let’s do things Your customer
has gotten over the day when he
thought that $4 out of every $10 was
profit to you. He knows that he is
paying for light, heat, etc. and he
commands service, and rightly so.

To-day customers want to see things.
“Let me see” says a customer when
he enters your store. Seventy-two per
cent. of the mind retains what the eye
has seen and only 28 per cent. what
comes through the ear. The optic is
all powerful.

(Continued on page 31)

19

 

 

LOBBY AND ENTRANCE TO
GRAND RAPIDS TRUST COMPANY SAFE DEPOSIT
VAULTS, LOCATED ON MAIN FLOOR

PROTECTION FOR YOUR VALUABLES FOR LESS
THAN A DIME A WEEK

GRAND RAPIDS TRUST CO.
Grand Rapids, Michigan

 

 

 

MICHIGAN SHOE DEALERS
MUTUAL FIRE INSURANCE CO.

 

MUTUAL PROGRESS
CASH ASSETS

 / $ 460.29
or... 7,191.96
fee 85,712.11
We 4... 3. 151,393.18
ee 241,320.66

Meanwhile, we have paid back to our Policy Holders,
in Unabsorbed Premiums,

$425,396.21

for
Information write to

L. H. BAKER, Secretary-Treasurer
LANSING, MICHIGAN

 

 

 

 

 

20

MICHIGAN

TRADESMAN

.March 5, 1930

 

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.

 

Proper Education For the Young
Grocer.

The Institute of Certified Grocers,
London, which took its rise twenty-one
years ago on the idea of the original
trade guilds of the Middle Ages, has
equipped many hundreds of young
men and women for success as gro-
cers. What might seem a surprising
feature of its courses is the department
of English language and_ literature.
The books which are required include
such titles as “Westward Ho,” the “De
Coverley Papers,” “Essay on Clive;”
also, as I recall it, Macaulay’s Essays
and portions of his History; certain of
Scott’s novels, like Ivanhoe, and other
works which are apparently far re-
moved from the grocery business.

What’s the idea back of this?
Simply that no education is complete,
no training intended to produce think-
ers is adequate, which is laid out on
narrow lines.

I write this week a sort of sequel to
my last because I think it well to em-
phasize to the young chain manager
who then wrote to me and others who,
like him, feel the stirring of ambition
within them, that there is no notion
that can be more mistaken than that
which leads us to conclude either that
education ever stops—is ever finished
—or that strict specialization is the
highway even to special knowledge.

True education, the aim of every en-
lightened teacher, is the development
of the capacity to think. That means
the ability to consider any question in
its broad aspects; to grasp a subject
in its entirety and not with only a
segment of it in our horizon. There
is no avenue open to all of us which
will lead along the way to attain this
ability—to develop our own latent
capacities—which equals the reading
of good literature.

Let anyone read Macaulay’s Essays.
Let him start right in with the first
one and read clear through the five
volumes and he cannot choose but
think. This because the argument
runs close, intricate and keen, yet so
clear that anyone of moderate capacity
can follow it. Moreover, the reader
can, will and does follow it because no
reading can be more fascinating. It is
at once the finest and the simplest
writing.

Let the young man read certain of
Scott’s novels. Let him avoid the
prefaces and forewords, also the in-
troductions, until he gets to know
Scott. After that, he can be let alone
because then he will so love Scott that
he will gladly read his every word.
But let him start with Quentin Dur-
ward, beginning at Chapter II. Fol-
low with Ivanhoe, Fortunes of Nigel,
the Talisman, Rob Roy, Fair Maid of
Perth and Peveril of the Peak, and

he'll take care of himself with Scott
thereafter.

Next turn to Dumas’s Count of
Monte Cristo,’ Three Musketeers,
Twenty Years After, the series in
which occurs Memoirs of a Physician,
and as many others as he likes—which
will be plenty. Then go after Macau-
lay’s History.

What will the reader get from this?
He will get history, reasoning, a sub-
conscious training in the best English
there is, plus many by-products. For
example, from Dumas’s heroes—not
all, but many—he will be stirred to
self-discipline of the most rigid, un-
flinching, uncompromising character.
Can anything be better for any of us
than that?

But the study of English literature
will discipline our minds in a way we
sadly need discipline to-day. This be-
cause it will offset the depraving, de-
basing and dissipating influence of our
newspapers. Newspapers are a won-
derful institution. We could not live
without them to-day. That we should
see them daily is a proper part of our
lives in 1930. But let us beware of
the debasement of our brains in this
process.

What do I mean? This: That there
is not a thought in any newspaper—
except in the editorial sections of a
few—very few—of the best. There
are perhaps four or five such papers
on the continent with two or three
extra preferred. And even the edi-
torials treat of evanescent things,
hence jump here to-day and there to-
morrow.

So, because a newspaper carries
news, and news is something that is
stale unless hot off the griddle, and
the news of yesterday is dead to-day,
here is printed matter whose effect is
to vitiate thought. That is why you
can find everywhere plenty of men and
women who read—I mean skim—the
papers diligently, often three or four
papers daily, who cannot read a book
and would have difficulty in under-
standing even a simple essay. Such
folks would be lost in an essay of
Emerson, “The Uses of Great Men”
for example.

Again there is the exigency of the
narrow news column. The headline
must fit into that space, since there is
no more of it. Thus we find ‘“Cap-
ture of Capone Seen,” when what we
mean is “capture of Capone foreseen.”
Big is worked to death because it takes
less room than large, grand, over-
whelming, stupendous . We say laud
when we mean praise. A man is said
to be a pioneer who dates back twenty
years because pioneer is shorter by a
space than old time. Thus our
language is impoverished, our sub-
junctive mood rapidly being banished
from daily speech.

Let us read for general education.
No man can say in advance what an-
other will get out of such reading. He
can say with absolute certainty that
the reader will get value—value full
measure, shaken down, heaped up and
running over—but exactly the char-
acter of that value depends on the
reader. Let us read that we may re-
gain our knowledge of inflections. Let

(Continued on page 31)

 

 

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

RAaLSOoM

America’s dinest Bread

 

SANCTUM BAKORIUM \\

NEWS :

Desp‘te the modern trend to

abolish kitchen drudgery,

HOLSUM could never have

achieved its supremacy with-
out the merit of quality.

 

 

   

 

 

The Outstanding Freight Transportation Line
of Western Michigan.
State Regulation means Complete Protection.

ASSOCIATED TRUCK LINES

Phone 93401 108 Market Av.. Grand Rapids, Mich.

 

 

 

 

  

  

§ ROS OE Se
CREAM LC OSDY Es

      
     

RABBIT & DUCK =) #9 4 ASSORTMENT
30 lb. Eggs and 30 Toys.
Place Your

Order Now.

 

The Toledo Plate & Window Glass Company

Glass and Metal Store Fronts
GRAND RAPIDS ee wie MICHIGAN

 

 

 

 

SSS SEES
Ss SSS

SWEET CHURNED
FRESH 4 FRESH
AND a DAILY

 

 

 

WHOLESALE DISTRIBUTORS

KENT STORAGE COMPANY

 

 

 

 

 

 

 

 

 

 

March 5, 1930

MEAT DEALER

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

Advertising the Market As Something
' It Isn’t.

Walter Schmidt, proprietor of the
South End Grocery and Market, spent
$1,000 for newspaper advertising in
1929. It was the first advertising of
this kind he had ever done. He hesi-
tated a long while before committing
himself to the expenditure and agreed
only after the advertising salesman
proved to him that several of his com-
petitors and many other retailers had
increased their sales and profits con-
siderably through newspaper adver-
tising.

At the end of the year, when
Schmidt closed his books and figured
up his profits, he was astounded to find
hat his profits were almost exactly
$1,000 smaller than the year before. It
looked very much to him as though
the advertising had done no good
whatsoever and had reduced his profits
by $1,000. When the advertising
salesman called in to get the contract
renewed, Schmidt pointed out the facts
about his profits and said that he
would not spend another penny for ad-
vertising.

The advertising salesman refused to
admit that the advertising was at fault
and finally obtained the dealer’s con-
sent to let him make an investigation.
The newspaper sent a man_ to
Schmidt’s store. The man_ stayed
there a full week, observing and listen-
ing and asking a few questions now
and then. A few days later the sales-
man called Schmidt and arranged to
spend an evening with him.

“Mr. Schmidt,” the salesman began,
“we have spent quite a bit of time
gathering and analyzing facts and fig-
ures abou your business. We went
to this trouble and expense because
we want to prove to you and to others
who may hear your story that our
newspaper has not been at fault in
this case. And I am going to prove
that. I am going to be very frank in
presenting the facts to you, and I hope
you will pardon me if I seem to be
cretical, but the facts we have as-
sembled will be most interesting and
helpful to you.

“What I am here to show you is
that the fault last year lay, not with
the advertising medium—our news-
paper—but rather with your store
itself. I have some proofs here of
newspaper advertisements. Here are
the advertisements for your store; in
this pile, here, are the advertisements
run by George Bros., which, I think
you will admit, is the finest and most
attractive store in town. Do you no-
tice anything about these two sets of
advertisements?”

The dealer looked them over again,
then said: “They look pretty much
alike. In fact, I did that on purpose.”

“Exactly,” the salesman said. “That
is why I brought them. The average
housewife, comparing these advertise-
ments, would be entirely justified in
assuming that your store is just as
up-to-date and attractive as George

MICHIGAN TRADESMAN 21

Bros. But that isn’t the case. I think
you will admit that their store is con-
siderably superior to yours in many
ways. Isn’t that true?”

The dealer hesitated for a moment
before answering. He wanted to feel
offended, but he decided to face the
truth. “I guess you’re right,” he said,
but he added apologetically, “We don’t
charge the prices they do, you know.”

“That is another point I wanted to
discuss. Read those advertisements.
Compare the statements they make
about their meat and the statements
you make about your meat. Why, the
reader actually would be persuaded
that you carry better meat than they
do. That isn’t the case, is it?”

The dealer shook his head.

The salesman went on: “In other
words, you have been spending money
to tell the people that your store is
something that it isn’t. I know, from
what you have told me, that you did
get a lot of new customers when the
advertising started. Are they still
buying from you?”

The dealer thought about it.
many of them, I guess.”

“T thought not. Your attractive ad-
vertising drew them to the store, but
you couldn’t keep the new trade be-
cause the store didn’t live up to the
standards described in your advertise-
ments. I suppose I should have
caught that, but I must admit that it
didn’t occur to me.

“Now, here’s another thing. Your
advertisements say: ‘The store of
friendliness and courtesy’ Our inves-
tigator was asked to check up on
those points particularly. I am sorry
to say you made a pretty poor record.
During the week he was in your store,
forty-five customers were, or had good
reason to be, seriously offended by
your employes. There again your store
did not live up to the advertising.

“You advertise ‘Personal attention
given to telephone orders. You will
get the same high quality foods when
you order by phone.’ Yet, our investi-
gator reports that fourteen customers
complained because you substituted
brands or sent inferior merchandise to
fill telephone orders.”

The salesman went on for another
hour, pointing out instances of care-
lessness, discourtesy and unbusiness-
like methods observed in the store.
When he had finished, the dealer
thanked him sincerely for the informa-
tion and advice he had given.

“T guess I can’t blame the news-
paper,” he admitted. “The thing for
me to do is to tone down my adver-
tising. I didn’t realize that the ad-
vertising was misleading.”

The salesman threw up his hands.
“That is just exactly what you should
not do,” he exclaimed. “Your adver-
tising is just as it ought to be. What
you ought to do—must do—is to
change your policies and the at-
mosphere and appearance of your
store until they conform to your ad-
vertising. The standards of your ad-
vertising are exactly as they should
be. But your store is way behind the
times. You are making as much now
as that store ever can pay you. Your
competitors are getting ahead of you.

(Continued on page 31)

“Not

 

 

 

 

M.J. DARK & SONS

INCORPORATED
GRAND RAPIDS, MICHIGAN

—

Direct carload receivers of

UNIFRUIT BANANAS
SUNKIST ~ FANCY NAVEL ORANGES

and all Seasonable Fruit and Vegetables

 

 

 

 

 

Likes to Sell Fleischmann’s Yeast
Mrs. L. F. Smith, the wife of a grocer in Salt Lake City, Utah,
says:
‘‘About three years ago | was troubled with gas and consti-
pation. We were invited to see Fleischmann’s motion picture,
“Youth Regained” and | started to eat Yeast the next morning.
Yeast hasn't made me any stouter and | feel better than ever
before.
“I sell more Fleischmann’s Yeast than any other kind and
like to sell it.”

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.

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

URNS

 

 

GRAND RAPIDS PAPER Box Co.

Manufacturers of SET UP and FOLDING PAPER BOXES

SPECIAL DIE CUTTING AND MOUNTING
GRAND RA,PIDS, MICHIGAN

 

 

 

 

 

We Cater to Independent Merchants Only
BANANAS SPECIALIZED
FRUITS AND PRODUCE

D. L. CAVERA AND CO.

THE HOUSE OF PERSONAL SERVICE
Phone 9-3251

 

 

 

 

22

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.

 

Rearrange the Store Interior For the
Spring Trade.

A change is as good as a rest. This
is as true of a store as it is of an in-
dividual. In time the best arranged
store becomes monotonous to regular
customers. A little shifting or even the
most ideal arrangements is worth
while.

The change from winter to spring
outside may well be accompanied by a
rearrangement of the store interior, to
help the spring sales campaign.

The problem of arranging the spring
lines is usually a difficult one. The
dealer cannot afford to treat his store
as a mere warehouse. Yet even the
warehouse aspect of the store has to
be considered. The dealer’s problem
is a two-sided one—first, to so arrange
the stock that any desired article is
readily accessible; and second, to so
arrange the stock that the goods will
attract the favorable attention of the
customer and help to sell themselves.

Both these aspects of the problem
must be considered in rearranging the
store for the spring trade.

Window displays are quite often
spoiled by overcrowding. A _ similar
danger of overcrowding confronts the
dealer who tries to give every one of
his spring lines a fair degree of prom-
inence inside the store. In planning
your arrangements an important thing
is to avoid any suggestion of over-
crowding.

Yet it is necessary to bring the
spring lines to the front. The dealer’s
problem is to achieve this result with-
out creating confusion.

A great deal depends on the store
itself. No specific arrangement ap-
plicable to all conditions can be laid
down. The problem is an individual
one, to be met and solved by the ap-
plication of sound principles; and it
is for the individual dealer to carefully
study his store, to understand its
limitations and its possibilities, and to
make the very most of the opportuni-
ties for window and interior display
which it affords.

Right now the hardware dealer is
well advised to give paint a prominent
place. Spring is the great season for
paint. Then, if ever, the paint demand
is heavy; and it is merely the part of
common sense to keep the goods
where they can be readily seen and
where they will suggest a purchase to
those customers who had not thought
of buying.

Similarly, builders hardware cannot
at this season be relegated to an ob-
scure corner. Conditions, of course,
vary in different communities; but in
nine out of ten stores, builders hard-
ware should be kept well to the front.

Here is a simple spring arrange-
ment usually followed by one hard-
ware dealer. On one side of the
front entrance is the paint department;
and on the other are cases and shelves
displaying fine samples of builders’
hardware. One window is given to a
paint display, and another to a sport-

MICHIGAN

ing goods’ display with seasonable
lines.

The utilization of waste space gives
further opportunity for interior display
in this store. A post about twelve
feet back from the entrance, which
helps support the ceiling, was former-
ly an eyesore. Around this post the
hardware dealer had ‘built a glass case,
to show samples of silverware, cutlery
or the ‘finer grade of small goods.
Necessarily, only a small part of the
stock can be shown in this:case; but
the samples are selected to appeal to
the eye, with the result that this case
attracts a lot of attention and makes
a good many sales.

Further back in the store is a silent
salesman with a fine display of sport-
ing goods. Here, too, only samples
are shown; the main stock is kept still
further back. But the samples are
chosen discriminatingly. They catch
the eye, they interest the prospective
purchaser of sporting goods, and it is
an easy line for the salesman to tact-
fully introduce other lines from the
main stock.

Just behind this show case another
instance is found of waste space turned
to good advantage. The floor arrange-
ment is broken by a circular radiator,
part of the heating system. In spring,
when the heat is off, this is converted
into a stand. About it are arranged
metal and wire door mats, coal oil
stoves and other seasonable lines. Here
again, only a few samples are shown;
but they deliver their message better
than would a large assemblage of
crowded stock.

This method of showing attractive
samples in the front of the store serves
to economize space. The effect pro-
duced is quite as good as if the dealer
displayed a great mass of stock. In-
deed, it is even better. With only one
or two of an article shown, the cus-
tomer’s impulse is to buy right now
before the stock is sold out. With a
great number of any article on display,
the customer is apt to decide that the
article is a slow seller. These psy-
chological slants count for quite a bit
in making sales.

One sporting goods department has
a neat scheme for displaying fishing
rods. A stand has been contrived
which permits the rods to be shown
in the form of a pyramid. Less than
a square yard of floor space enables
the dealer to display a score or more
rods.

A similar stand is very handy for a
display of spades, rakes, hoes and
other garden tools. Garden tools can
take a great deal of space, or on the
other hand their effective display can
be accomplished with marked space
economy. The experience of many
dealers is that a compact pyramid dis-
play not merely saves floor space but
makes a better showing. Shelf stands
can also be used.

For the showing of small household
articles, display tables are excellent
and are coming steadily into more
general use. The flat-topped table
made familiar by the ten-cent stores
is varied in some cases by a series of
tables, one built on top of another in
pyramid style, enabling a wide variety
of lines to be shown. These tables

TRADESMAN

March 5, 1930

 

Whose Birthday is Next?

Does your wife have a birthday soon? What greater
proof of love and devotion could you show her than that
you have provided for her independence? What birthday
gift would carry more of your respect, love and apprecia-
tion of having her as your wife and the mother to your

children, than that of a Life Insurance Policy?

The New Era Life Association has served thousands of
people in Grand Rapids and Michigan. We are an organ-
ization in your community, and represent a part of its
economic worth. Our policies are the finest that may be
had, and we feel confident that you will be interested if
you will give our representative an opportunity to call

upon you.

NEW ERA LIFE ASSOCIATION

(Legal Reserve Organization)
Second Floor Grand Rapids Savings Bldg. Grand Rapids, Michigan

Telephones, 9-3189; Evenings, 8-7797.

 

 

BROWN &SEHLER

COMPANY

Automobile Tires and Tubes
Automobile Accessories

Farm Machinery and Garden Tools
Saddlery Hardware

Garage Equipment Blankets, Robes
Radio Sets Sheep lined and
Radio Equipment Blanket - Lined Coats
Harness, Horse Collars Leather Coats

 

GRAND RAPIDS, MICHIGAN

 

 

 

Michigan Hardware Co.

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

e

Wholesalers of Shelf Hardware. Sporting
Goods and

Fishing Tackle

 

 

 

 

 

 

 

 

 

anal —

ei,

7s
seroerrsin ever leer -

caseaenramguecemenranrann

 

March 5, 1930

MICHIGAN

 

TRADESMAN

23

 

can be easily put together by a clerk
who is handy with tools. As an alterna-
tive, long, flat-topped tables can be
divided into compartments for goods at
various prices, all the way from two-
for-a-nickel to $1 each.

All the spring lines cannot be
brought to the front of the store; but
it is possible to so arrange them that
even those near the back will get their
share of attention. It is good policy
to use clearly-letteref show cards at
intervals throughout the store to di-
rect customers from one department
to another. Then, again, the depart-
ments at the back of the store can be
marked with show cards clearly visible
from the entrance, or at least the
front part of the store. To this end,
try to arrange the intervening dis-
plays so that those in front will not
unnecessarily block the customer’s
view of those behind.

In making your arrangements, give
due consideration, not merely to the
individual display, but to the entire
effect. Try to so group your show
cases, silent salesmen, counters and
display stands that the customer as he
comes in will get a clear and compre-
hensive view of what you have to
offer.

The small store with limited floor
space offers problems all its own. The
ideal policy, of course, when the busi-
ness seriously outgrows the store is to
get a larger building. An alternative
is to restrict the business to certain
lines.

What principles should be adopted
by the hardware dealer whose busi-
ness and stock have outgrown a small
store and yet who cannot immediately
expand his store facilities and who
does not wish to sacrifice a strategic
location?

The policy of attractively “sampl-
ing” the stock seems the logical meth-
od of arrangement. In other words,
the small ground floor space should
be used to feature the most attractive
lines in each department and give the
customer an encouraging foretaste of
what the stock has to offer.

The main stock must inevitably be
kept and displayed on the upper floor
or floors. It is essential that these
be light, clean and easy of access. If
you can’t afford an efficient elevator
at least provide a stair easy to ascend.
The upstairs arrangement should be
systematic to a degree. Each depart-
ment should be easy of access and
clearly indicated. The “sample” dis-
plays downstairs should be accom-
panied by show cards directing the
customer to the more comprehensive
display on the upper floor or floors.

In connection with rearrangement of
the interior for spring trade, it is im-
portant to see that everything in the
store is spick and span. Dirt, dust,
grease and the like should be rigidly
eliminated. The glass of the show
cases and silent salesmen should be
kept perfectly clean; the goods on dis-
play should be dusted at regular in-
tervals. All metal work should be
polished. Go over the woodwork very
carefully, and if it needs to be re-
varnished or polished see that it gets
proper attention. It is well to sys-
tematize the cleaning and polishing

operations so that everything will at
all times be kept right up to the mark.

A word of warning is perhaps worth
while. You have become accustomed
to the everyday aspect of your store
and stock. In such a case you may
readily overlook what are really seri-
ous defects. If you can’t assume a
critical attitude yourself, get some
honest friend to look over the store
and make suggestions for improve-
ment. Such a friend, if he is honest
and frank, will quite often open your
eyes to weak spots and defects you
have persistently overlooked.

Victor Lauriston.
—_»+22>—___
Lace Especially Adapted To Informal
Lenten Wear.

Lace has proved itself again one of
the outstanding modes of the mo-
ment in the recent Paris openings.
Far from being on the decline, lace
bids fair to be more popular than ever,
and is especially apropos at the mo-
ment, as it lends itself perfectly to the
less formal type of evening costume
for bridge and dinner during the quiet
days of the Lenten season.

Many of the lace frocks are made
with scarfs and jackets, so that they
may be used both for formal and in-
formal wear. Frequently, too, the
lace is combined with other fabrics,
plain or printed chiffon and tulle be-
ing featured in combination with lace
by many of the couturiers.

A charming model of lace in
Patou’s new rose shade is made on
slender fitted lines, with a graceful
drapery at the side of the skirt giving
an irregular hemline. A scarf cut in
one with the bodice is draped to form
a cowl neckline and cap sleeves, and
hangs, cape fashion, to the waistline
at the back.

Combining lace and chiffon in a
costume both smart and practical for
immediate wear is a black dinner en-
semble from Marthe et Rene. Mount-
ed on a slender sheath o black chiffon
are very long side draperies with cir-
cular godets of lace which reach the
floor. A little detachable jacket of
lace, with elbow sleeves ending in
frills, ties at the waistline and trans-
forms a dance frock into one suitable
for dinner or formal afternoon bridge.

Chanel, famous for her exquisite
creations in lace, makes a delightfully
youthful model in pale pink, inset with
graduated bands of matching silk net.
The “baby” bodice has insets of the
net and features the new square decol-
letage. The skirt is attached to a
short hip yoke and is ankle length all
around. From the same designer comes
one of the outstanding evening dresses
of all the collections—a model in white
tulle and valenciennes lace, the long
skirt made of a series Of narrow
ruffles of the tulle edged with lace. A
knot of white violets is posed on one
shoulder and a scarf of black tulle, ar-
ranged bertha fashion in front.

—_———ee———
Kitchenware Orders Improve.
Although orders for sales merchan-
dise are still furnishing most of the
activity in the kitchenware field, the
interest in regular Spring stocks is im-
proving steadily, manufacturers claim.
The fact that Spring goods have been
neglected in the last few weeks caused

prices to soften in some lines where
manufacturers, hungry for more busi-
ness, made some slight concessions in
prices and terms. The recent appear-
ance of buyers looking over the new
lines has put a halt to this trend.
—_+--+—____

Want Bright Colored Linoleums.

Interest in hard-surfaced floor cov-
erings which carry designs in bright
colors is keener than ever. The fact
that house furnishings sales are now
in full swing in most retail stores and
departments are well stocked with
merchandise is responsible for their
present lack of business, manufactur-
ers believe.

The Brand You Know
by HART

CHOICE GREEN STRING BENE

 

Look for the Red Heart
on the Can

LEE & CADY Distributor

 

Sand Lime Brick

Nothing as Durable
Nothing as Fireproof
Makes Structure Beautiful
No Painting
No Cost for Repairs
Fire Proof Weather Proof
Warm in Winter—Cool in Summer

Brick is Everlasting
GRANDE BRICK CO.
Grand Rapids.
SAGINAW BRICK CO.
Saginaw.

 

 

 

 

 

c

ERICAN
ATIONAL
o BANK °

The

 

 

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

 

Halloran Detective Agency
High Grade Detective Work

506 G. R. Savings Bank Bldg.
Grand Rapids Michigan
Phone 65626

 

 

 

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

 

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.

 

Jennings Manufacturing Co.
Pure Vanilla Extract
Made from prime Vanilla Beans

1314 Division Ave., South
GRAND RAPIDS, MICHIGAN

 

 

I. Van Westenbrugge
Grand Rapids - M
(SERVICE DISTRIBUTOR)

Nucoa

 

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

 

 

me

 

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

 

 

2a“

 

 

24

MICHIGAN

 

TRADESMAN

 

March 5, 1930

 

HOTEL DEPARTMENT

News ond Gossip Concerning Michi-
gan Hotels.

Los Angeles, March 1—Martin Jen-
sen, the aviator, who won the second
prize of $10,000 in the celebrated Dole
flight from San Francisco to Hono-
lulu in 1928, has made another world’s
record at an Eastern field by flying his
plane upside down and_ backward.
This will probably be considered a
matter of mere news by the public at
large, but to me it has a personal in-
terest. On my trip to Honolulu, three
years ago, I became acquainted with
Jensen and his attractive wife, Lady
Margaret, also an aviator, and I have
fond memories of many happy oc-
casions when I enjoyed their comrad-
ship during my stay there. The finale
of my actual association with these
excellent people was on the day I
started on my return voyage, when
they encircled the ship with their plane
and dropped a lei (wreath) on the
deck of same, inscribed to “Uncle
Frank.”

 

 

A Los Angeles Federal judge sent
another income tax expert to a prison
cell the other day, thereby pointing
the moral to the fact that the enforce-
ment of this law ought not to be so
complicated that the services of an
expert should be required. It is tough
enough to be taxed for the privilege of
living. It ought not to be so com-
plicated that it becomes a nervous
terror in the minds of well-intentioned
citizens. Under the present regula-
tions it is certainly harsh, repressive
and unreasonable. It looks to me as
though the filing of the census returns
will be another problem just as exact-
ing. In case the worthy citizen does
not dig up all the secrets of his life,
he is also threatened with the hoose-
gow. But it is one thing to say Uncle
Sam is going to send them to jail and
quite another to get a jury to bring in
a verdict of conviction. There is, of
course, a legitimate reason for ascer-
taining through a census enumerator
certain facts as to the population and
resources of a great Nation, but ascer-
taining whether your mother-in-law
thought so well of you as to camp with
you for life, is vet another, and pos-
sibly personal matter.

The mayor of Pasadena stirred up
a considerable ripple the other day
when he took a shot at the electorate
of that city, because they—the sad
electorate—wanted the city council to
spend more money than they thought
could be well afforded. “Pasadena is
not in a deplorable financial condi-
tion,” he said, “and is in about the
same position from this standpoint as
other municipalities, but unless elected
representatives are allowed to use their
own judgment, free from public clamor
there will be scores of cities as bank-
rupt as Chicago within a few years.”
The speaker laid the blame for the
doubling of the local tax burden in the
last decade on the taxpayers’ clamor
for expenditures for things in which
they had a selfish interest.

There is so much overproduction of
oil in California that the producers are
alarmed lest they be forced to cut the
price of gasoline. The consumer fears
that the price will not be cut. In the
old days overproduction or a glutted
market meant lower prices to the
users of most commodities taken from
the earth or raised thereon. An in-

 

 

vestigation in the vicinity of Chicago,
recently, showed that agents of whole-
sale produce merchants bought up
whole fields of vegetables and allowed
them to rot on the ground rather than
let the prices fall. The consumer just
keeps on wondering at these things.

Prosecution by the Government of
alleged income tax frauds has at last
given evidence that the fabulous sal-
aries earned by movie directors and
stars are real. There is no other pro-
fession in the world which is so well
paid, where individual effort has been
so highly rewarded without the indi-
vidual investment of capital. And yet
to every director or star who is getting
rich there are hundreds of extras seek-
ing the crumbs from the table. But
that is so in all professional or business
lines.

 

Geo. L. Hobbs, who tramped the
turnpikes of Michigan for years in the
interests of the Chase-Hackley Piano
Co., of Muskegon, and has since been
interested in the oil game, has treked
it out here to California and I have
caught up with him. It always used
to be a matter of contention between
George and “Milt” Steindler, of Mus-
kegon, as to which was coming the
honor of having first registered at my
hotel at Pentwater. I remember they
both arrived at the same time, but my
recollection is that Hobbs, MacTavish-
like, hesitated while he was negotiat-
ing for rates and ‘‘Milt” beat him to it
by a “nose.”

How many times in listening to dis-
cussions over the merits of various ho-
tels and restaurants, do I hear this
expression: “But he does serve good
coffee.” And this notion of “good”
coffee seems to be an obsession with
a large majority of patrons of feeding
places. It is mighty poor economy to
try and put over cheap grades of
coffee on 2 discriminating public. And
beside that, there is no sort of saving
in so doing. Anyone knows, or ought
to, at least, that low grade coffees,
even if they possessed the flavor—
which they do not—are deficient in
“body” and do not go nearly as far.
Anyhow, good coffee is good adver-
tising for any institution, and at its
prevailing cost, should be used exclu-
sively.

 

IT understand the Heldenbrands are
carded to take over the Wigton Ho-
tel, at Hart. I hope they will be suc-
cessful in their negotiations, for Hart
is a live city and the Heldenbrands
surely would fit into the scheme to a
nicety. The Wigton has always en-
joyed a good reputation for its food
offerings, but has been sadly lacking
in conveniences, which I have no
doubt will be promptly introduced un-
der the new regime. “Hildy’s” has
become a watchword among Michigan
travelers, who will be subjects for con-
gratulation if this deal is consum-
mated.

 

Mrs. F. G. Cowley, owner and oper-
ator of Van Etten Lodge, Oscoda, ac-
companied by her son, is taking a trip
through the East and South, I notice
by my hotel paper. She is an earnest
member of the Michigan Hotel As-
sociation.

Detroit hotel men and those from
adjacent cities and, I might say, states,
joined in giving a farewell party to
J. E. Frawley. who for several years
has been managing director of Hotel
Fort Shelby, on the occasion of his
transplantation to the management of
the Park Central Hotel, New York.
Mr. Frawley, during the several years
of his connection with the Fort Shelby,
in addition to his hotel routine, was
active in civic affairs, and the testi-
monial offered him was well deserved.

 

D. M. Cavanaugh has been appoint-
ed manager of Hotel Strathmore, one
of the recent acquisitions to Detroit’s
roster of hotels, to succeed E. L.
Ostrander.

 

 

 

 

 

 

 

YOU ARE CORDIALLY
invited to visit the Beauti-
ful New Hotel at the old
location made famous by
Eighty Years of Hostelry
Service in Grand Rapids.

400 Rooms— 400 Baths
Menus in English

MORTON HOTEL
ARTHUR A. FROST

Manager

 

 

 

 

 

 

 

The
Pantlind Hotel

The center of Social
and Business Activi-
ties in Grand Rapids.

Strictly modern and
fire-proof. Dining,
Cafeteria and Buffet
Lunch Rooms in con-
nection.

750 rooms — Rates
$2.50 and up with
bath.

 

 

ee

 

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.

GrorGce L. Crocker,
Manager.

 

 

Occidental Hotel

FIRE PROOF
CENTRALLY LOCATED
Rates $2.00 and up
EDWART R. SWETT, Mgr.
Muskegon ete Michigan

 

 

Columbia Hotel
KALAMAZOO
Good Place To Tie To

 

 

 

CHARLES RENNER HOTELS |

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

Park Place Hotel
Traverse City

Rates Reasonable—Service Superb
—Location Admirable.

W. O. HOLDEN, Mgr.

 

 

 

HOTEL KERNS

LARGEST HOTEL !IN LANSING

300 Rooms With or Without Bath
Popular Priced Cafeteria in Con-
nection. Rates $1.50 up.

E. S. RICHARDSON, Proprietor

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.

 

 

 

 

“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.

 

 

 

 

 

 

 

 

 

 

—

 

 

 

March’ 5, 1930

MICHIGAN

TRADESMAN

25

 

The assets of the Continental-Leland
chain, of hotel properties, consisting of
various stocks and notes, will be dis-
posed of at a judicial sale in Detroit.
This, as I understand it, in no wise
affects the Detroit-Leland, of which
our good friend, W .J. Chittenden, Jr.,
is the executive head, as this property
was taken over by the Bowman syndi-
cate some time ago and is showing
satisfactory operating results.

 

Plans for the erection during the
coming summer of a 325 room resort
hotel at Lakewood, in Missaukee
county, have been announced by the
Lakewood Development Co. It will
be of modern construction and the
cost is to approximate $2,000,000.

What is now known as the “Michi-
gan Idea” of co-operative advertising,
jointly sponsored by the State and the
various tourist associations, proved so
popular last year, is being agitated in
other commonwealths. By its applica-
tion the State, dollar for dollar, covers
expenses incurred by the associations,
for advertising purposes.

 

 

The Swetts, E. R. and E. R. Jr.,
Hotel Occidental, Muskegon, enter-
tained the Western Michigan Charter
of Greeters at their wonderfully im-
proved hotel, last week. It was a sort
of christening party, as it were.

 

The Clifford Lake Hotel, at Stanton,
destroyed by fire a short time since,
will be rebuilt in greatly improved
form and increased size in time for the
opening of the resort season this sum-
mer. Mr. and Mrs. F. W. McConville
are the operators.

 

The American Legion, Traverse
City, think the opening of the new ho-
tel, on the site of the old Park Place,
should be celebrated with a city-wide
celebration, and are now working to
that end. It would be a grand idea,
in keeping with the spirit which has
been manifested in the promotion of
this wonderful enterprise which will
be a lasting credit to that city and
Northern Michigan as well.

Preston D. Norton, of Hotel Nor-
ton, Detroit, and Norton-Palmer,
Windsor, Canada, has been taking his
first real vacation for a long time, in
a trip through Eastern Canada. One
of its purposes was the purchase of
furniture for their Windsor enterprise.

 

The Douglass House, Houghton, is
being very materially improved, the
venture being justified by the showing
made last year in operation.

Frank S. Verbeck.
—_22+>—__—_-
Good Work Sponsored By U. C. T.

The International organization called
the Supreme Council of the United
Commercial Travelers of America has
been successfully conducting a series
of meetings throughout the Southern
and Central Western states during the
last few months, working under the
caption of “Teamwork in Business.”
Literally hundreds of these meetings
have been held through the country.
Ralph H. Davis, Supreme Sentinel of
the order, from New York State, has
been very successful in the handling
of these meetings, addressing noon
day luncheon clubs, mass meetings, et
cetera. The local Chambers of Com-
merce in each city have been co-oper-
ating in this movement, looking toward
the securing of co-ordinated efforts be-
tween the manufacturers, wholesalers,
retailers and traveling salesmen. The
response throughout the entire country

has not only been spontaneous, but
very enthusiastic. When it is known
that as a result of the many mergers
together with the operation of syndi-
cate chains that the service of 118,000
traveling salesmen were dispensed with
during the year 1929, one can realize
the anxiety with which the traveling
salesmen’s fraternities. all over this
country viewed the situation.

In line with this work, which is
largely educational, Mr. Davis has
been secured to hold a series of meet-
ings in Grand Rapids, beginning Mon-
day, March 10, when he will address
the Exchange Club on the _ topic,
“Teamwork in Business.” Monday eve-
ning he will speak before the Knights
of Columbus and every day through-
out the week he will address one of
the noon-day luncheon clubs, finishing
up his week’s work with the Sales-
men’s. Club on Saturday noon at the
Rowe Hotel. A large mass meeting
will be held in the ballroom of the
Pantlind Hotel on Wednesday evening,
March 12, at 8 o’clock, which will be
addressed not only by Mr. Davis him-
self, but by several of the outstanding
business men of this city, each repre-
senting some particular line of busi-
ness. The Retail Grocers and Meat
Dealers’ Association is invited and let-
ters are being sent to manufacturers
and wholesalers and it is expected
that every business man in the city
of Grand Rapids, as well as salesmen,
will be present at this meeting. There
are no charges and no collection will
be taken. This is financed entirely by
the Supreme organization at Columbus.
Good cigars will be provided for those
who wish to smoke. The local Asso-
ciation of Commerce is working hand
in hand with the officals of the U. C. T.
and it is expected that the result of
these efforts, combined with the efforts
being made throughout the United
States and Canada, will soon begin to
be felt The Supreme body of the
U. C. T. is a member of the United
States Chamber of Commerce, working
hand in hand with that organization.
Everyone interested in the manufac-
ture and distribution of merchandise
cannot help but be vitally interested
in this project. Don’t forget the time,
Wednesday evening, March 12, at 8
p.m., Pantlind Hotel.

Homer R. Bradfield.

+»
Annual Meeting o Grand _ Rapids
Council.

The annual meeting of Grand Rap-
ids Council, No. 131, United Commer-
cial Travelers, was held in their coun-
cil room in the George Young build-
ing, Saturday, March 1. Convening
at 9:30 a. m. the meeting promptly
swung into line and proceeded to dis-
patch ‘business very efficiently. The
different committees made their re-
ports, followed by the reports of the
executive committee, Secretary-Treas-
urer and Senior Councillor, each re-
port being followed by more or less
discussion. The morning session ad-
journed at 11:45. Nearly all the mem-
bers present then went to the Rowe
Hotel, taking luncheon with the Sales-
men’s Club, where they listened to a
splendid talk given by Rev. George
McClung, of the First Methodist

church, 'this city. Returning to the
U. C, T. hall, the meeting was re-
opened at 1:45. Grand | Secretary
Maurice Heuman and Councillor Lou
Carver and Past Councillor Lewis, all
from Jackson, were present and were
invited to the platform with the Senior
Councillor. Following the election of
officers for the coming year and the
installation of each into his office, each
one of the three visiting brothers gave
a short talk. The election, which con-
sisted generally of moving the line of
officers up one chair went through
very smoothly and _ harmoniously.
Robert E. Groom, who has been the
Senior Councillor for the past year,
was passed on to the chair of Past
Senior Councillor. The following per-
sonnel were then installed into office:

Senior Councillor—Abraham  Bos-
man.

Junior Councillor—Lee L. Lozier.

Conductor—B. C. Saxton.

Secretary - Treasurer — Homer R.
Bradfield.

Page—Clarence C. Myers.

Sentinel—Gerald A. Wagner.

On the executive committee, Robert
P. Dolson and Martin Vermaire were
elected to two years, succeeding
themselves. The newly installed Sen-
ior Councillor then announced for ap-
pointments of committees the com-
ing year. Financially and numerically,
the order has prospered, although we
lost seven members by death during
the past twelve months. The execu-
tive committee’s report showed that
forty-three separate claims had been
paid to as many members, the total
aggregating nearly $4,000.

At 4:15 the meeting closed, every-
one hurrying home to get ready to at-
tend the annual banquet which was
held that evening in the ballroom of
the Pantlind Hotel with nearly 200
people present. A fine meal was served
by the hotel, accompanied by music
from Duin’s orchestra. The singing
was led by Harry Behrman and at 10
o'clock everyone joined in a very fine
dancing party, which lasted until the
stroke of 12, and everyone went home
happy and satisfied that another of
No. 131’s successful affairs had been
pulled out. A campaign is to be put
on during the coming year for mem-
bership and the officers all feel that
No. 131 has a prosperous year ahead.

Homer R. Bradfield, Sec’y.
—_>+>—___
Rare Sight.

“What’s the idea of all the crowd at
church?”

“There’s a traveling salesman down
there confessing his sins.”

—_++>—__—_

W. H. Caslow announced last
week that the Warner chain stores
had decided to become independ-
ent and introduced Mr. Warner,
who talked over the air for fifteen
minutes, explaining how he pro-
posed to make the change. Last
night Mr. Caslow stated that the
Warner stores had not qualified
and that this evening he would
recall what he said in their favor

last week.
—_22+>_

Pleasing personality must accom-
pany expert ability if advancement is
to come.

 

The LaVerne Hotel

Moderately priced.
Rates $1.50 up.
GEO. A. SOUTHERTON, Prop.
BATTLE CREEK, MICHIGAN

 

 

 

 

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.

 

 

 

 

CODY HOTEL

IN THE HEART OF THE
CITY OF GRAND RAPIDS

Division and Fulton

RATES
$1.50 up without bath
$2.50 up with bath

CODY CAFETERIA IN
CONNECTION

 

 

 

HOTEL

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

Enjoy the delightful Govern-
ment Park, the locks, the

climate and drive.
Sault Ste. Marie Michigan

 

 

 

Hotel Hermitage

European
Grand Rapids, Mich.

RATES:
Room and Bath $1.50 - $2

JOHN MORAN, Mgr.

 

 

 

 

DRUGS

Michigan Board of Pharmacy.

President—J. Edward Richardson, De-
troit
Vice-Pres.—Orville Hoxie, Grand Rap-

8.

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
Creek.

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

Secretary—R. A. Turrell, Croswell.

Treasurer—P. W. Harding. Yale.

 

Warfare Against Filth and Unsanitary
Fountain Methods.

For a long time it has been upon
my mind and conscience to enter into
a definite and sustained campaign
against the familiar, not to say notor-
ious, blot on the standard of the retail
soda fountain in this country.

There is no real need for me to state
what this stigma is. It is too well
known to everybody in the industry
including those who are largely re-
sponsible for the disgrace, but in or-
der to give this thing a real point and
drive it home, I am going to designate
the subject of this campaign in the
language which, in my _ opinion, it
merits.

In plain English it is the unwar-
ranted, inexcusable, unbusinesslike, un-
ethical, disgraceful, and in some cases
criminal filth encountered in all too
many soda fountains in Various parts
of the country.

This is pretty plain talk and I real-
ize that someone is going to go up in
the air and maybe come down on me
good and hard. At the same time
everyone in charge of a fountain knows
in his heart that this arraignment of
the retail soda fountain industry is
true and that it is the one outstanding
black mark against the owners of
fountains everywhere.

This does not mean that there are
not plenty of perfectly clean, decent,
self-respecting soda fountain operators.
There are, of course, and the pity of it
is that those fountains which break all
or most of the rules of sanitation not
only injure themselves, but bring dis-
grace upon those who do play the
game right and, furthermore, beyond
any question of doubt injure the retail
soda fountain industry as a whole.

Manufacturers of various materials
—supplies and equipment—have spent
fortunes in advertising to make the
public “soda fountain conscious” and
have succeeded in directing the atten-
tion of a very large proportion of the
public toward the fountain for various
products served there, and it seems a
pity that this fine co-operation should
be neutralized and turned back upon
those engaged in it by negligence and
blindness to self-interest of the bene-
ficiaries—owners and operators of the
fountains themselves.

With the tremendous increase in the
popularity of the soda fountain lunch,
any factor which enters into the ser-
vice of food at the fountain is of in-
creasingly important proportion. If
the public realize that your glasses are
not properly cleansed—and they cer-

 

MICHIGAN

tainly do if this is true—they are not
only going to keep away from your
fountain and lunch counter, but they
are very likely to get an unfavorable
complex against all fountain service,
including food, and the whole industry
will suffer accordingly.

This is not guess work—it is true,
and I am personally familiar with
dozens of cases. I personally know
many people who never patronize soda
fountains at all because they are firm-
ly convinced that no soda fountain
takes adequate precautions in the mat-
ter of cleanliness and sanitation, and
if you put yourselves in their places
for a minute, you will agree with them.

I am using the first and second per-
son in this arraignment simply be-
cause I am talking to you and “you”
unfortunately means—I am afraid—a
majority of the fountains in the coun-
try.

There are many phases to this word
“sanitation” as applied to the soda
fountain, but the most prominent of
all is that phase with which the pub-
lic comes into first-hand contact, name-
ly, the cleansing of glasses and dishes.
Many fountains have answered the
public demand for cleanliness by sub-
stituting paper cup service. Others
have retained glasses and put in dish-
washers.

In my estimation, both precautions
are essential. A certain proportion of
the public prefer glasses. Another pro-
portion prefer paper cups because they
are assured that they have not been
used by someone else immediately be-
fore without proper cleansing.

I have had the argument presented
to me that the soda fountain is as clean
as any restaurant and that this par-
ticular sales resistance does not exist
in the restaurant. This may be true,
but if there is a difference in the atti-
tude of the public toward soda foun-
tains and restaurants respectively, it
is because the mechanical activities of
the restaurant are hidden from view
while they are in full vision of the pub-
lic at the fountain. If you’re “wash-
ing’ your glasses by sousing them in a
filthy sink floating with scraps of bread
and other food particles and discolored
with chocolate, strawberry and what
not syrups, you may be sure the pub-
lic knows it and that your business is
not helped in any way by the fact;
yet in thousands of fountains this is a
common occurrence.

You may or may not know it, but
you are accused of every selfish reason
that can be conceived on the face of
the earth for this negligence—for gen-
erally it is negligence and nothing
else. In full recognition of the diffi-
culties under present condition sur-
rounding the proper cleansing of
glasses, dishes and silverware, it can
be done, and since it can, there is no
possible excuse for not doing it.

One of the things of which you are
accused is the employment of inade-
quate attendants. They say that you
do not care to pay them sufficient
wages to secure good help and, there-
fore, cannot expect to get it.

You are accused of regarding the
precautions necessary to insure. clean-
liness as an expense for which there is
no profit and, therefore, of turning an
indifferent ear to the subject.

 

TRADESMAN

They say that a large proportion of
you are the kind of people who live
“that way” at home and don’t know
any better.

I am not trying to rouse hostility
by shouting these things at you. I
know too many of you personally and
have too warm a regard for you to
want to hurt yur feelings, but I think
it is no more than right that you
should know what people are saying.
These “people” embrace everybody in-
cluding the manufacturers who are
making the things you sell, their sales-
men, and the public.

All of these things, of course, are
not true of any important proportion,
but some of them are true of alto-
gether too many and the sooner you
wake up to the importance of this
thing the sooner business is going to
reach those high levels which the po-
tential volume of sales and the public
preference warrant. You may think
that that point has been reached al-
ready, but I assure you you are mis-
taken, because, as I say, I know of too
many people who never patronize soda
fountains, who do not believe in them
for no other reason than they are not
fit places for fastidious people to
patronize, and who are constantly con-
verting others to the same doctrine.

You must remember that people
probably are fussier about the things
they take into their mouths and
stomachs than they are about anything
else, and they are perfectly right—
they should be.

Discounting the danger of infection,
which is real enough, the idea alone
of taking food and drink from dishes
and glasses which have every evidence
of unpalatable neglect is distasteful to
anyone. The marvel is that anybody
at all patronizes some of the stores I
have visited.

In succeeding articles, I am going
to attack this subject from a number
of angles and when I get through, if
you have read the articles, you will
at least know how I feel about you
and your methods of conducting busi-
ness. John Russell Ward.

—— 22s
Items From the Cloverland of Michi-

gan.

Sault Ste. Marie, March 4—Agricul-
turists and men who are interested in
the promotion of better farming in
Chippewa county have been watching
the results of the use of lime as a fer-
tilizer on lands. As a result, the
knowledge is being gained in strong
measure that limed ground is of de-
cided value and means increased pros-
perity. The Union Carbide Co. does
not charge the farmers for the carbide
lime and the banks pay for the load-
ing on the farmers’ wagons, so that
the farmer has only to haul the lime
to his soil, follow the directions of our
county agriculturalist and reap the re-
ward for his efforts.

Hope Frederick, manager of the
Northwestern Leather Co., left last
week for an extended trip to Germany
on business and pleasure. He expects
to be gone about two months.

From present indications there will
be an early break-up on the river. The
ice on the Canadian side is softening
and breaking away, so that the ferry
Algoming has been removed for re-
pairs and will soon be able to go back
into service, which means much to the
inhabitants on either side of the river.

The world of to-day wants fewer
dreams and more facts, less art and

 

March 5, 1930

more health, fewer problems and more
happiness.

C. E. Lyons, of the Pinnacle Paint
Co., has purchased the Gilhooly paper
shop, which was the oldest business of
its kind here. Mr. Lyons will con-
tinue the business along the same
policy carried on heretofore.

Ferry service between the main land
and Sugar Island started last week,
but not early enough to prevent the
loss of a valuable team of horses which
undertook to cross after the ice be-
came unsafe.

Arthur Nessen, who six years ago
was a well-known business man at
Eckerman, conducting the hotel and
general store, sold out and moved to
California. He later returned and set-
tled at Traverse City, where he now
resides. He and Mrs. Nessen recently
spent several days calling on old
friends at Eckerman and Whitefish
Point.

Clarence Tapert, of the Tapert Spec-
ialty Co., returned last week from Chi-
cago, where he attended the National
Confectioners’ convention.

Mr. Brown, of the Brown Fisheries
Co., at Whitefish Point, was a business
caller last week. He is now making
regular deliveries of fish direct to Chi-
cago via his large truck, which is
equipped with refrigeration.

In an endeavor to augment the funds
which it will require to furnish a room
at the new Plummer Hospital in the
Canadian Soo, the Meat Cutters’ As-
sociation on the Canadian side of the
river announces that it will hold a
dance at the Canadian Legion hall.
The meat cutters decided some time
ago to furnish one of the rooms there
and naturally would like it to be one
of the most attractive in the institu-
tion. The Association has a member-
ship of thirty. In order to make the
function more interesting, a drawing
for a quarter of beef will take place
at the dance.

We can remember when a woman
kept her gray hairs until she died and
not until she dyed.

William G. Tapert.
—__——_-2—______
Proceedings of the Grand Rapids
Bankruptcy Court.

Grand Rapids, Feb. 19—In the matter
of Jerome Hamlin, the adjourned first
meeting of creditors was held Feb. 13.
There were no appearances. The case
was then adjourned without date, and
the same closed and returned to the
district court, as a case without assets.

Feb. 18. On this day was held the
first meeting of creditors in the matter
of Add-Index Corporation, Bankrupt. No.
3015. The bankrupt corporation was rep-
resented by attorneys Taggart & King-
son. Creditors were represented by at-
torneys Travis, Merrick & Johnson. One
claim was proved. Fred Phelps, one of
the receivers in bankruptcy, was present
in person. Fred Phelps was elected
trustee and his bond placed at $25,000.
The meeing then adjourned without date.

In the matter of Frank N. Goodwin,
Bankrupt No. 3086, the report of the
sale of assets has been filed by the auc-

tioneer. The rustee was present at the
sale held Jan. 31. The auctioneer was
present. Several bidders were present.

The stock only wag sold to Louis Silk,
of Saginaw, for $410. The sale was con-
firmed and the meeting adjourned with-
out date.

In the matter of Fleckenstein Pump
Corporation, Bankrupt No. 3942, the sale
of assets was held Feb. 4. The trustee
was present in person. The official auc-
tioneer was present in person. Numerous
bidders were present in Person. The
assets for sale were sold to various par-
cel bidders for the ageregate sum of
$4,513.55. The sales were confirmed and
the matter adjourned without date.

Feb. 17. We have to-day received the
schedules, reference and adjudication in
the matter of Albert Ritz, Bankrupt No.
4029. The matter has been referred to
Charles B. Blair as referee in bank-
ruptcy. The bankrupt is a resident of
Crockery township. The schedule shows
assets of $538 of which $513 is claimed as
exempt, with liabilities of $1,989. The
court has written for funds and upon re-
ceipt of same the first meeting of cred-
itors will be called, note of which will

On this day was held th

meeting of creditors in the oo
Clyde K. Leonard, Bankrupt No. 4003.
The bankrupt was present in person and
represented by attorney L, F. Sweet,

 

 

al

 

 

 

 

 

 

a

 

prepreg

 

 

 

 

 

 

 

 

March 5, 1980 MICHIGAN TRADESMAN 27
No creditors were present or represented. of $100 of which the full amount is claim- W P CE CURRENT
One claim was proved and allowed. No ed as exempt, with liabilities of $828.85. HOLESALE DRUG RI
trustee was See cart ran The court ie a ae eo i a
was sworn and examined. without a re- upon receipt of same e L issue.
porter. The first meeting then adjourned of creditors will be called note of which Prices quoted are nominal, based on mar day
without date, and the case has been’ will be made herein. : Acids Cotton Seed -... 1 35@1 60 Belladonna -..__. @l 44
closed and returned to the district court, In the matter of Frank M. Goodwin, esis 9%@ 20 Cubebs -...._. 6 00@5 25 Benzoin --____... @3 28
as a case without assets. ; Bankrupt No. 3986, the trustee has filed Lath ea of @ 39 Bigeron 4 00@4 25 Benzoin Comp’d. 2 40
Feb. 17. On this day was held the his first report and account, and an or- Carboll -- 33°@ 44 Eucalyptus  .... 1 25@1 6@ Buchu -......... @2 16
first meting of creditors in the matter der for the payment of expenses of ad- ar : iC -------- 52 @ 66 Hemlock, pure... 3 00@2 25 Cantharides -... @2 52
of Clarence F. Fuller, Bankrupt No. 3997. ministration to date has been made. Zo tic --------- 3%e@ 8 Juniper Berries. 4 50@4 75 Capsicum -_.____ @32 28
The bankrupt was present in person and In the matter of Dorr Lumber & Hard- Nitric “7777. 9 @ 15 Juniper Wood - 1 56@1 75 aaee cet aus = 2
represented by attorney Fred G. Stanley. ware Co., Bankrupt No. 3783, the trustee Grane -- — 16 @ 23 Lard, extra __.. 1 55@1 65 Sousa coetceee co
Claims were proved only. The bankrupt jas heretofore filed his final report and faanie ~~ "3%0 8 Lard, No. 1 -... 1 26@1 40 psec — <---=< ao
was sworn and examined without a re- count, and a final meeting of creditors a - 52°"@ 60 Lavender Flow__ 6 00@6 c en a.
porter. M. N. Kennedy, of Kalamazoo, was held Jan. 13. The trustee was not Saas Lavender Gar’n. 1 25@1 50 gitalis ._...... :
was appointed trustee, and his bond jy esent in person. Certain creditors were Lemon -----... 6 00@6 25 Gentian -..-__-.. gi 35
placed at $100. The first meeting then jy resent in person. Claims were proved Ammonia Linseed, raw, bbl. @1 14 paar i oe @: z
adjourned to March 3, for further pro- and allowed. An order was made for the Water, 26 deg... 07 @ 18 Linseed, boiled, bbl. @1 17 : ac, on- @ -
ceedings and examination of the bank- jayment of expenses of administration, Water, 18 deg... 06 @ 16 Linseed, bid. less 1 24@1 37 ao Poorer @1 ss
rupt. ‘ and for the payment of preferred tax and water’ 44 deg. 5%@ 13 Linseed, raw,less 1 21@1 34 = ne, ; colorless. o =
On this day siso was held the Grst iabor claims in full and for the declara- Gotan t. - M . arifil. oz. @ 36 Iren, Clo -.....-_. gi
meeting of creditors in the matter of tion and payment of a first and final Chloride (Gran.) 08 @ 18 Neatsfoot -..... 1 25@1 35 MO oan g 44
Arthur Adolph Roth, Bankrupt No. 4010. qividend to creditors of 28.3 per cent. No . Olive, pure _... 4 00@5 00 Myrrh -...... 2 52
The bankrupt was present in person and  opjections were made to the discharge of Olive, Malaga, Nux Vomica -... @i 80
represented by attorneys Person & Mar- the bankrupt. The final meeting then Balsams yellow .__---- 3 00@3 60 Opium -.--..-... @65 40
shall. Creditors were present in person. adjourned without date, and the case will Copaiba _.___ . 100@1 25 Olive, Malaga, Opium, Camp. -. @1 44
Claims were proved only. No trustee was he closed and returned to the district yyy (Canada) _.275@3 00 green _..... 2 85@3 25 OPium, Deodors'd  @65 40
appointed for the present. The bankrupt court. in due course. Fir (Oregon) -- 65@100 Orange, Sweet 6 00@6 25 Rhubarb -.-.---- @1 92
ion he a os idle anea = In the matter of Fleckenstein Pump Peru ---_____. 3 25@3 50 Origanum, pure- @2 50
fea 3, for further proceedings, and o Pensuet Dosti Se ate Tolu -..----... 2 00@2 25 Ses cot oa » Paints
% ; : ‘ filed his first report an : . ennyroyal __—
‘On this day also was held the first order for the payment of — Barks Peppermint --. 5 60@6 10 [oad Ted dry, — MA@lt%
i f. creditors in the matter of administration to date has been made. Rose, pure __ 13 60@14 00 ry
meeting of cre 9 In the matter of DuBois-Munn Co.,. Cassia (ordinary). 25@ 30 Rosemary Flows 1 25@1 50 ead, white oil. 14%@14%
FRY MKT nt Woe breccnte Pat net reo, Bankrupt No. 3573. The final meeting of Cassia (Saigon) _ 60@ 60 Serdaincoa m Ochre, yellow bbl. @ 24
The bankrupt was present, but not rep- creditors has been called for March 6. Sassafras (pw. 60c) @ 60 L 12 50@12 75 Ochre. yellow leas 3@ 6
resented by attorneys. No cre litors were The trustee's final report will be approved Soap Cut (powd.) oo Red Venet'n A 3%@ 7
reson, OF foureseuted. No ciaime were _. auch meeting, There will'be a final Ge Lo --- 2@ 30 Sassafras, true 2 00@2 25 Red Venet’n Eng. 4@ 8
proved and allowed. No trustee was ap- aividend far ercditore. : Sassafras, arti'l 75@1 00 Putty ___..__ ~ b@8
es inet a ce Se km the matter of West Michigan Fur acs Whiting, bbl -_ @ 4%
examined, without a toper ter, The first Farms, Bankrupt No. 3968. The final erries Vhi sina
meetian (en ppurned ‘gine ae Pa meeting of creditors has been called for Cubeb __________ @ 90 26 LL. H. P. Prep... 2 80@3 00
oer ee Ee, coon clone ene Te Marth 6 The trusteds final report will eR —-_@ w T 5@ 75 Rogers Prep. -- 2 80@3 0U
turned to the district court, as a case be approved at such meeting. There will Juniper ~.....___ 10@ 20 urpentine, bbl. — @ 66
wee Bese ived th be no dividends for creditors. Prickly Ash _.... @ 1% Seoume, less 73@ 86
Feb. 18. We have SS i In the matter of Clarence W. Morgan ntergreen, Miscellaneous
aye Ticronrs Spe ta ‘ea: a Bankrupt No. 3847, the trustee has here- Extracts leaf ~.-.-----. 6 00@6 25 :
ee og Cun te hoe hae been tofore filed his final report and account, icant oo wn Acetanalid _____ 57@ 75
Bankrupt hates Bo referee and a final meeting of creditors was held io ce ---------- 60@ 65 xm —------- 5 6GS MH Alum... UG I
referred to Charles B. Blair as i Feb. 3. The bankrupt only was present corice, powd. -. 60@ 70 Wintergreen, art 75@100 ‘tum. powd and
ee ee eae ee iis in person. One claim was proved and Worm Seed .__. 4 50@4 75 ground -...... 09@ 16
mes oan ot 300 Of which ‘the full allowed. ‘The trustee's final es Flowers Wormwood, oz. -... @2 00 eae Subni-
SS! : : . yas considered and approved an ate ....-.-.. 2 25@2 63
— Fas i apne bogged ea No objections were made to Ghana Sas 2 sg? 60 Bouse 220 @
egret as gees pon pecetut al saan the discharge ee the peat vie aes par Chaimoniic Ron. @1 25 Potassium powdered -... 05@ 13
Se ooo = = Se ee ai Be cloaca and returned to Bicarbonate ___. 35@ 40 Cantharides, po. 1 25@2 0@
called. note Wo bane to-dey received the the district court, in due course. There Gums Bichromate _---- 16@ 25 Calomel 2s Tawa 82
schedules, reference and adjudication in eo for the payment of divi- Acacia, ist ____ Me 6 macs at 7 oe 4 vos HH
the matter o — 7 bohis og toutes ho a ‘the matter of Joe Hirsch, Bankrupt ——— 2. — oo mh Chlorate, gran'd_ 21@ 28 a Buds -... 38@ 45
No. (4031. a eee ie Sear in bank- No. 3765. The final meeting of creditors Acacia. Powdered 40@ 50 Chlorate, powd. 16@ 23 & hh Socttto to - 4u@ 56
to ae bonne is a resident of has been called for March 10. The trus- Aloes (Barb Pow) 32@ 40 é or oa Sf 17@ 24 t.. Preqased. lt@ lo
Wyoming township. The schedules show tee’s final report and account will be  Ajoeg (Cape Pow) 25@ 35 ey e ; 30@ 90 Chaser 7 ha Many 49@ 56
assets of $350 with liabilities of $1,185. ee eee Pichon, ian will “Aloes (Soc. Pow.) 75@ 80 Permanganate __ 22% 3g Cocaine td aaa bu
The court has written for funds = i pee ~ ere Gr foi, Baking Ge. ee 50@ 60 Prussiate, yellow 35@ 45 Cocoa Butter -.. ¢u@ 9v
on receipt of same the first — which Bankrupt No. 3839, the trustee has filed ana Prussiate, red __ @ 70 Corks, list, less 30-lv to
creditors will be called, note of whic his return of no assets and the case has Gyaijac __~ Sulphate ________ 35@ 40 . 40-10%
ee ee ee to-day received the been closed and se to ee district Guaiac, ‘pow'd = Genes "mo “2 a
Sa judicati i s a case without assets. , as, .
Senet etariot Wesley M. TAG, Bankrupt In the matter of Bast Grand Rapids {100 Sowderedc. Ot 8 Roote Conceive Subin 2 2693
: ‘ 2 ‘ é Auto Co., Bankrupt No. 4026. e funds : ain : ri. 35@ 45
cad a ee have been received and the first meeting = powdered et 15 ea acace = 2 — bone ..... 40@ 50
raptey, ‘Whe bankrupt is a resident of of creditors has been called for March Stun, “cowa “a 00@21 50 Calamus ____.___ _ £6 @ mera Powder eee go
Kalamazoo. The schedule shows assets 18. aa gran, 21 ‘sq 50 eat nee =e 30 Emery, All Nos. 10g 15
J entian, powd. - 20@ 30 Emery, Powdered 15
Shellac  -.._..__ 75 90 Ginger, African, Epsom
Tragacanth, pow. @1 75 powdered -.... 30@ 35 ipsom Sale ee auo te
Tragacanth -__. 2 oes 35 Ginger, Jamaica. 60@ 65 -krgot, powdered @4 00
Turpentine -_____ 30 Ginger, Jamaica, Flake, White -. 15@ 20
powdered -.__ 45@ 60 Formaldehyde, Ib. 13@ 35
f aoldenseal, pow. 6 00@6 50 Gelatine ......._ 80@ 90
Insecticides Ipecac, powd. -_ 5 50@6 00 Glassware, less 55%
19 29 Arsenic --------. 08@ 20 pe i eos = < Glassware, full case 60%.
u itriol ss , =
Blue Vieriol, less o9m@it Q's. powdered. 45g go Glauber Salts, bbl. gor
Bordea. Mix Dry 12%@ 23 FOKe, powdered. 35@ 40

quickly.

PRICES can be given.

you,

Grand Rapids

 

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

 

 

Hellebore,

White

powdered ...... 15@ 326
Insect Powder... 471¢@ 60
Lead Arsenate, Po. 131%4@27
Lime and Sulphur

Bry 09@ 23
Paris Green ____ 26144@46%
Leaves
Buchu 222
Buchu, powered
Sage, Bulk ......

Sage, % loose ..
Sage, powdered...
Senna, Alex, .... 50@ 15
Senna, Tinn. pow. 35
Uva Ural @ &

@ 90
ng
g 40
@ 3

Olts
Almonds, Bitter,

UG. oo.
Almonds, Bitter,
artificial _.
Almonds, Sweet,
true <.
Almonds, Sweet,
imitation -... 1 1 26
Amber, crude .. 1 00@1 25
rectified 1 50@1 75
Sat 2 00@2 25
Bergamont -.... 6 50 o

Cajeput ---.. ace
Cassia ...._.... 3 00@3 25

7 50@7 75
3 00@3 35
1 50@1 80

Castor -........ 1 55@1 80
Cedar Leaf --_. 2 00@2 25
Citronella ...... 75@1 00
Cloves: 4 00@4 25
Cocoanut -.---- 27%@ 35
Cod Liver ~----- 1 40@2 00
Croton... 3 50@3 75

Rhubarb, powd __
Rosinwood, powd.
Sarsaparilla, Hond.

ground

3: 80

@1
cormuertte. Mexic. @
u

mem w wens

2

10

60
Squile _. 40
Squillg, powdered 70@ 80
Tumeric, powd... 20 25
00

Valerian, powd.._ 1
Seeds
Anise: 0 @ 35
Anise, powdered ao
Bird, ig SOS 17
Ca eee 0@
Caraway, Po. 30 26@ 30
Cardamon -..... 2 50@2 75
Coriander pow. .40 30 26
0) 20
Fennell ........ 35@ 60
3 > %@ 15
Flax, ground .. 9% 5
Foenugreek, . 16 25
emp... 8 16
Lobelia, powd. .. 1 60
Mustard, yellow 17 25
Mustard, black.. 25
Pons .... og 30
GQuinee ..- @1 50
Sabadilla ~...___ 45@ 50
Sunflower -..... 12@ 18

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

Tinctures
Aconite -...__ pene 3 80
Bigge@ 22 1 56
Acafoetida - ___-- @2 28
Arnica 2. oe @1 60

Glue, Brown ... 20 30
Glue, Brown Grd 16 22
Glue, White .... 27% 35
Glue, white grd. 25@ 365
Glycerine ~..__ - 19@ 40
Ops ---......... 75@ 95
odine -...___.. 6 45@7 00
Iocoform -...... 8 00@8 30
Lead Acetate _. 20@ 30
Mace 2b a
Mace powdered_ @
Menthol 70
Morphine -... 13 58@14 33
Nua Vomica ....
Nux Vomica, pow. 15@
Pepper, black, pow 57@ 70
Pepper, White, pw. 73@ 85
Pitch, Burgudry. 20@ 26
Quassia 13@ 15

on s

Quinine, 5 oz. cans @
Rochelle Salts .. 28@ 35
Sacharine ...... 3 60@375

Salt Peter 0. 32
Seidlits Mixture 30@ 40
Soap, green ... 15@ 30

Soap mott cast. 25
Soap, white Castile,
case @15 00
ess, per ber ..

@1 60
Soda Ash ....... 3@ 10
Soda Bicarbonate 3%@ 10
Soda, Sal ..... 03%@ 08
Spirits Camphor @1 20
Sulphur, roll -.. 4@ 11
Sulphur, Subl. .. ¢%@ 10

Tamarinds ...... ®@ 25
Tartar Emetic .. ne 16
Turpentine, Ven. §& 16
Vanilla Ex. pure 1 50@2 00
Vanilla Ex. pure 2 25@2 50
Zino Sulphate .. 06@ 11

ewoeceoesooe

Seam, white Castile

 

  

MICHIGAN

March 5, 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
Canned Beef Mackerel
Vinegar Matches
AMMONIA Kaffe Hag, 12 1-lb. Strawberries
Parsons, 64 oz. --~--- 95 Cane. 6 ooo BO Ge 4 50
All Bran, 16 oz. -_---- 225 No. 1 3 00
All Bran, 10 oz. ~----- 270 Marcellus, No. 2 _.___ 3 25
All Bran, % oz. _--. 200 Pride of Mich. No. 2__ 3 75

per doz.
. pails, per doz. 12 60
. 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, 4 0z, doz. -_-- 1 85
Royal, 6 oz., doz. ---. 2 50
Royal, 12 oz., doz. -_ 4 95
moval, 5 ib. 25 40
Calumet, 4 oz., doz. 95
Calumet, 8 oz., doz. 1 85
Calumet, 16 oz., doz. 3 25

5 lb., doz. 12 10
10 Ib., doz. 18 60
10c, per doz. 95
8 oz., doz. 1 85
12 oz.. doz. 2 40
5 Ib.. doz. 12 50

Calumet,
Calumet,
Rumford,
Rumford,
Rum/ord,
Rumford,

K. C. Brand
Pp

4 doz.
15c size, 4 doz. -...-- 5 50
20c size, 4 doz. —--... 7 20
25ce size. 4 doz. ----.- 9 20
50c size, 2 doz. ------ 8 80
80c size, 1 doz. ---.-- 6 85
10 Ib. size, % doz. ---. 6 76

BLEACHER CLEANSER
Lizzie, 16 oz., 12s ---- 2 15

BLUING
Am. Ball,36-1 0z.,cart.
Quaker, 1% oz.. Non-
freeze, dozen
Boy Blue, 36s, per cs.

Perfumed Bluing
Lizette, 4 0z., 12s -._ 8
Lizette, 4 o0z., 248 -.15
Lizette, 10 oz., 12s -- 1 30
Lizette, 10 oz., 24s -- 2

BEANS and PEAS
100 lb. bag
Brown Swedish anne * 00

size,

es

1 00

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
. eee 1 36
White Flame, No. 1
and 2, doz. ---...--. 2 26
BOTTLE CAPS
Dbl. Lacguor, 1 gross
pkg., per gross ------ 18
BREAKFAST FOODS

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

nkg.. per gross ------ 15
Pep, No. 224  -.--.--- 2 70
Pep, No. 202 --.----- 00

Krumbles, No. 424 _-- 2 70
__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 ..----
Grape-Nuts, 100s ----
Instant Postum, No. 8
Instant Postum, No. 10
Postum Cereal, No. 0
Post Toasties. 368  ..
Post Toasties, 248 --
Post's Bran, 248 -..-
Pills Bran, 128 -_.-... 1 90
Roman Meal, 12-2 tb._ 3 35
Cream Wheat, 18 -... 3 90
Cream Barley, 18 ~-.. 3 40
Ralston Food, 18 4
Maple Flakes, 24 --.. 2
Rainbow Corn Fila., 36 :

2

© 80 G0 fo m OY GO
ne
a

Silver Flake Oats, 18s
Silver Flake Oats, 12s
90 lb. Jute Bulk Oats,
bag -2. 3
Ralston New Oata, 24
Ralston New Oata, 12
Shred. Wheat Bis., 36s 3 85
Shred. Wheat Bis., 72s 1 65
Triscuit, 248 ---..-.-.. 1 70
Wheatena, 188 ------. 3 70

BROOMS
Jewell, doz. ~---------
Standard Parlor, 23 lb. 8 25
Fancy Parlor, 23 Ib.-- 9 25
fx. Fancy Parlor 25 lb. 9 75
Ex. Fcy. Parlor 26 lb. . -

Toy
Whisk, No. 3 --------- 2 75
BRUSHES
Scrub
Solid Back, 8 in. ---- 1 50
Solid Back, 1 in. ---- 1 75
Pointed Ends -------- 1 25
Stove —‘
Shaker ~...---—------
No, 60 —-......__..- -- 2 00
Peerless ~------------- 2 60
Shoe ee
No. 4-0 -----..--------—
No. 2-0 —......______- 3 00

BUTTER COLOR
Dandelion ~.---------- 2 85

CANDLES
Electric Light, 40 Ibs. <

 
 

Plumber, 40 Ibs. -- 12.8
Paraffine, 6s --- -- 14%
Paraffine, 12s ------- 14%
Wicking ---......__.- 40

Tudor, 6s. per box -- 30

CANNED FRUITS
Hart Brand

Apples
Noo 10 5 75

Blackberries
No. 2
Pride of Michigan —_-- 3 2
Cherries
Mich. red, No. 10 ----12 50
10 13
2 2 4
Pride of Mich. No. 2__ 3 65
Marcellus Rose 3 2

Special Pie 2 70
Whole White --------- 3 10

Gooseberries

mm, 2
Pears

19 oz: glans 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

No. 2 3
Pride of Mich. No. 2__ 3 25
Pride of Mich. No. 1__ 2 35

Red Raspberries

Oe 3
Ne. 8 ee a 3 75
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, 10 oz.
Clam Bouillon, 7 oz.-
Chicken Haddie, No. 1
Fish Flakes, small —_
Cod Fish Cake, 10 oz.
Cove Oysers, 5 oz. -.
Lobster, No. %, Star
Shrimp, 1, wet -----.
Sard’s, % Oil, Key
Sard’s, 4% Oil, Key --
Sardines, 14 Oil, k’less
Salmon, Red Alaska__
Salmon, Med. Alaska
Salmon,
Sardines, Im. \%, ea. 10@22
Sardines, Im., , 28. 2D
Sardines, Cal. -_ 1 35@2 25
Tuna, %, Curtis, doz. 3 60
Tuna, \%s, Curtis, doz. 2 20
Tuna, % Blue Fin —. 2 25
Tuna, 1s, Curtis. doz. 7 00

AnocoanIinee

go Oo PF OO bo tO Bo to Co tO DO
a NON & AEN “100
aes AROwN Sse

CANNED MEAT
Bacon, Med. Beechnut
Bacon, Lge. Beechnut
Beef, No 1, Corned __
Beef No. 1, Roast __
Beef, 2 oz., Qua., sli.
Beef, 3% oz. Qua. sili.
Beef, 5 oz., Am. Sliced
Beef, No. 1, B’nut, ali.
Beefsteak & Onions, s
Chili Con Car., ls -..
Deviled Ham, %s -...
Deviled Ham, %s --..
Hamburg Steak &

Onions, No. 1 -.....
Potted Beef, 4 oz. -.__
Potted Meat, % Libby 652
Potted Meat, % Libby 90
Potted Meat, % Qua. 8
Potted Ham, Gen. % 1 45
Vienna Saus., No. % 1 45
Vienna Sausage, Qua. 95
Veal Loaf, Medium -. 2 25

Oo GR MeOMm DODO cob mo
©
o

Baked Beans

Campbells —_......... 1 05
Quaker, 18 oz. —-.... 9%
Fremont, No. 2 ...-.. 1 25
Snider, No. i ..... 1 10
Snider, No. 2 ~....... 1 25
Van Camp, small --.. 90
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, N
2

Baby, No. 2 80
Baby, No; 2.2 1 95
Pride of Mich. No. 1_. 1 65
Marcellus, No. 10 -___ 8 75
Red Kidney Beans
Wo. 10 22002 6 50
No. 5 ee 3 70
No, 2 oes 1 30
Ne. 2 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
Out, No. 40 10 75
Cut Ne. 2 2 15
Cut, wo. 1 8 1 60
Pride of Mich. No. 2_~ 1 75
Marcellus, No. 2 ____ 1 60
Marcellus, No. 10 -_- 8 50
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

0
Pink, Alaska 1 95

TRADESMAN

Cut: No: 40) 22s 10 75
ut NG. 2 ee ee 2 15
Cut Mor tei. 1 45
Pride of Michigan __ 1 75
Marcellus Cut, No. 10_ 8 50
Beets
Small, No. 1 2-2 3 00
Etxra Small, No. 2 __ 3 00
Fancy Small 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) 22 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 ---. 1
Little Quaker, No. 2.1
Little Quaker, No. 1.1
Country, Gen., No. 1__ 1
Country Gen. No. 2. 1
Pride of Mich., No. 5- 5
Pride of Mich., No. 2. 1 70
Pride of Mich., No. 1.1
Marcellus, No. 5 4
Marcellus, No. 2 1
Marcellus, No. 1 1
Fancy Crosby, No. 2.- :

Fancy Crosby, No. 1_- 1 45
Peas

Little Dot, No. 2 ~--. 2 75

Little Dot, No. 1 ---_ 1 90

Little Quaker; No. 10-12 50

Little Quaker, No. 2__ 2 50

Little Quaker, No. 1_- 1 75

Sifted E. June, No. 10_10 35
Sifted E. June, No. 5_. 5 75
Sifted E. June No. 2_. 2 00
Sifted E. June, No. 1__ 1 40
Belle of Hart, No.
Pride of Mich., No. 10_ 9 10
Pride of Mich., No. 2__ 1 75
Gilman E. June, No. 2 1 40
Marcel., E. 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
Ne: 1) ee 50
NO. Cibo as 1 80
MG! 2 oe a 1 45
Marcellus, No. 10 ____ 4 50
Marcellus, No. 2% ___ 1 40
Marcellus No. 2 ___-_ 115
Sauerkraut
No. 19 5 00
NO. 2iG eee 1 60
Mo. 2 oo 1 25
Spinach
NO. 246 2 2 50
Ne. 2 ao 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 _-_-_ 2 15
Tomatoes

No. 10) 6 50

No. 246) es 2 35

No. 2 1 65

Pride of Mich., No. 2__ 1 50

CATSUP.,
Beech-Nut, small -... 1 65
Lily of Valley, 14 oz... 2 25
Lily of Valley, % pint 1 66
Sniders, 8 oz. ~.------ 1 50
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
3

    

Sniders, 16 oz. ~----_ 15
Sniders, 8 oz. ----- 2 20
CHEESE
Roquefort __---_---- 58

Pimento, small tins 1 65

Wisconsin Daisy -__. 24
Wisconsin Flat --_--- 24
New York June --__- 35
Sap Saro 40
Siew fo 25
Michigan Flats —_____ 23
Michigan Daisies ____ 23%

Wisconsin Long Horn 24

[Imported Leyden -_-_ 28
1 lb. Limburger ______ 30
Imported 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, % Ib. —_ 2 40
Kraft Limburger, %lb.
Kraft Swiss, % Ib. -. 2 50

CHEWING GUM

Adams Black Jack -_.. 65
Adams Bloodberry ----. 65
Adams Dentyne ----... 65
Adams Calif. Fruit -. 65
Adams Sen Sen --..--- 65
Beeman’s Pepsin ------. 65

Beechnut Wintergreen.
Beechnut Peppermint__
Beechnut Spearmint --
Doublemint -~-.-..----.- 65
Peppermint, Wrigleys -. 65
Spearmint, Wrigleys -. 65

aiicy. Fruit 65

Krigiey'a P-K 2... 65

Zeno © eee 65

Teaverry 65
COCOA

 

Droste’s Dutch, 1 lb._. 8 50
Droste’s Dutch, 4 Ib. 4 50
Droste’s Dutch, %
Droste’s Dutch, 5 lb. 60
Chocolate Apples -... 4 50

a

Pastelles, No. 1 ---. 12 60
Pastelles, % lb. ------ 6 60
Pains De Cafe -----.. 00
Droste’s Bars, 1 doz. 2 00
Delft Pastelles -___-- 15

1 lb. Rose Tin Bon

Bons 2.2 1
7 oz. Rose Tin Bon x

MB ook 00

13 oz. Creme De Cara-
U6 ee ee 13 20
12 oz. Rosaces ---...- 10 80
1% lb. Rosaces -------- 7 80
% |b. Pastelles -.---- 3 40
Langres De Chats -. 4 80

CHOCOLATE

Baker, Caracas, %s ---- 37

Baker, Caracas, 4s ---. 35

sLOTHES LINE
Femp, 50 ft. --. 2 00@2 25
Twisted Cotton,
BO. th. 3

50@4 00
Braided, 50 ft. -__.___ 2 25
Sash Cord ~--_-. 3 50@4 00
COFFEE ROASTED
Lee & Cady
1 ib. Package
Melrose 22-2 oe BO
Gstberty, 22 ne 18
Quaker 0 33
Nedgrow (2 32
Morton House -_---__ 40
Meng 22202 31
Royal. Club. 2. 27
amperial 2 41
Majestic. 2 3

7
Boston Breakfast Blend 29

McLaughlin’s Kept-Fresh

 

Coffee Extracts

M. Y., per 100 22... 12
Frank’s 50 pkgs. -. 4 25
Hummel’s 50 1 Ib. 10%
CONDENSED MILK
Leader, 4 doz. -_..__ 7 00
Eagle, 4 doz. —......_ 9 00

MILK COMPOUND

Hebe, Tall, 4 doz. -._ 4 50
Hebe, Baby, 8 doz.
Carolene, Tall, 4
Carolene, Raby - .__- 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 Day, Baby _... 4 26
Pet, Dal oe 4 35
Pet, Baby, 8 oz. ---. 4 25
Borden’s Tall __._.___ 4 35
Borden’s Baby --.... 4 25
CIGARS
Airedala: 920 35 00
Havana Sweets ____. 35 00
Hemeter Champion_. 37 50
Canadian Club ______ 35 90
Robert Emmett -.._ 75 00

Tom Moore Monarch 75 00
Webster Cadillac __.. 75 60
Webster Astor Foil__ 75 00
Webster Knickbocker 95 00
Webster Albany Foil 95 00
Bering Apollos __._._ 95

Bering Palmitas -. 115 00

Bering Diplomatica 115 00
Bering Delioses -.._ 120 00
Bering Favorita -... 135 0u
Bering Albas  ______ 150 we

CONFECTIONERY -
Stick Candy Pails
Pure Sugar Sticks-600c 4 00
Big Stick, 20 lb. case 18
Horehound Stick, 6c __ 18

Mixed Candy

 

Kindergarten
eager (22 3
French Creams --..-.___ 15
Paris Creams —._...._. 16
Grocers 22. 11
Fancy Mixture ________ 17

Fancy Chocolates

: lb. boxes
Bittersweets, Ass’ted 1 75
Milk Chacolate A A 1 75
Nibble Sticks  -____ a Gb
Chocolate Nut Rolls — 1 f5
Magnolia Choc ._..__ 1 25
Bon Ton Choc. ______ 1 50
Gum Drops Pails
Anise 22500 16
Champion Gums  -____. 16
Challenge Gums  ______ 14
Jelly Strings 22... 9.) 18

Lozenges Pails
A. A. Pep. Lozenges -_ 15
A. A. Pink Lozenges -. 15
A. A. Choc. Lozenges. 15

Motto Hearts -.________ 19
Malted Milk Lozenges __ 21
Hard Goods Pails

Lemon Drops -_________
oO, F. Horehound dps.__ 18
Anise Squares 18

Peanut Squares es 17

Cough Drops Bxs
Putnam's oo 1 3d
Sinith Bros. 220 1 60
Luden’s  ___.__ ee 1 50

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

Specialties
Pineapple Fudge _._.._ 18
Italian Bon Bons ______ 17
Banquet Cream Mints_ 23
Silver King M.Mallows 1 15
Handy Packages, 12-10c 30

COUPON BOOKS
50 Economic grade 3 50
100 Economic Brade 4 50
500 Economie grade 20 00
1000 Economic Brade 37 50
Where 1,000 books are
ordered at a time. special-
ly brinted front cover is
furnished withovt charge.

CREAM OF TARTAR
6 lb. boxes 43

— FRUITS
Pples

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

Apricots
Evaporated Choice ae
Evaporated, Fancy ____ 28
Evaporated, Slabs _____ 18

Citron
10 1b. box oo 40

Currants
Packages, 14 oz. _____ 18
Greek, Bulk, lb. ______ 18

Dates
Dromedary, 36s ______ 6 75

Peaches
Evap. Choice __________ 19

Peel
Lemon, American _____ 30
Orange, American ___._ 30

Raisins

Seeded, bulk ________ 08

Thompson’s s’dless blk 07%
Thompson’s seedless,

1D OZ. oe 814
10

oz.
Seeded, 15 oz.

California Prunes
25 Ib.

20@30. 25 Ib.

18@24, 25 lb. boxes__@23

Hominy
Pearl, 100 lb. sacks __ 3 50

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

Bulk Goods
Elbow. 20 Ib, ~.-_-._ 08%
Egg Noodle, 10 lbs. _. 14
Pearl Barley
Chester: 203 1

 

 

~~

 

  
    
     
    
  
 
   
    
    
   
  
   
  
   
 

     

= Vw OS OW
=—Vw
ee eee
eet ee i
a a ee
ee ere ae

a

a.

 

 

SN gn ee Tee

~~ 2

 

 

 

 

 
   

 

 

 
  

 

  

 

 

 

   
  

 

March 5, 1930
was MICHIGAN TRADESMAN
ae le PROVISIONS -
> x clear Barmeled Pork ‘ aa BLACKENING __ Brillo 85 T
age ear Back __ 25 00@28 00 n 1, Paste, doz. --. 1 35 Gimalime, 4.40. : ABLE SAUCES
Hest India, 20 == 10 Short Cut Clear26 00@29 00 eo ae dz. 1 35 Grandma, 100, ee Ee ‘ = Lea & Perrin, large-. 6 00
Bi ot, doz. -..... 200 Grandma, 24 Large ao 4 50 Lea & Perrin, small__ 3 38
Taploca caeraoie Dozz. -- 135 Gold Dust, 100s “Gee _1¢
Pearl. 100 Ib. sacks -_ 09 inola, doz. -------- 90 Gold Dust, 12 Large 3 20 Royal Mint --------- 3 40
Minute, R be, 3 doe. 4.05 Dry Salt Meats Golden Rod, 24 ------ 4 55 Tobasco, 2 oz. ----—- mr
romedary Instant _. 3 50 D S Bellies __ 18-20@18-16 La France Laun., 4 dz. 3 60 Sho You, 9 oz., doz, 2 25
STOVE POLISH Ola Dutch Clean. 4dz.340 47) laces 20 4 75
Jiffy Punch Blackne, per doz. 1 35 eine a Ss =e 391 A-1 small ..._._...- 3 15
3 doz. Carton apenet Lace ap ou Liquid, dz. 1 40 ae are a---------- 329 Caper, 2 of. ---------. 3 30
ssorted : aC Ik Paste, doz. 1 25 Rub No More, 100, 10
flavors. Bel Car-Mo Brand Pure in tierces —~----- 12 Enameline Pane — 1 25 ~~ No More, 100, 10 =
24 1 Ib. Tins 60 Ib. tubs ---.adva eae vicuw, ax 1 Se TE
FLOUR 80 a4 Ge oe 50 lb. tub: ae nce %4 ae Liquid, dz. 1 35 non N ae ene wae 3 85 A
Vv. Cc. M z., 2 doz. in case —- . S advance % 4&. 4. Liquid, per d o More, 20 Lg. 4 00 Japan
illing Co. Brands 15 lb. pails a 20 lb. pails --_-advanc Radium : oz. 1 40 Shes Cleanser, 48, Medium
Lay White ---------- 8 30 625 lb. pails Cee 10 ib. pails aa + Rising said doz. --.. 1 35 ae ' 3 ao fe wes
oo Queen ____.- fe 5 lb. pails ___-advance 1 654 Stove En per doz. 135 Sani “Flush, i doz 2 = Rancy 22 52
te rela, PETROLEUM 3 Wb. pails ___-advance 1 Vulcanol Noe dz. 280 Sapolio, 3 doz. 9 e aia vo
oo nnn 20 Oe ae Compound tlerces --— 11% Vulcanol, No. 10, 5 a a bg ogr7 8 13 1 Mb. pkg. Sifting ——----- is
FRUIT CANS oe 19.7 on pac tae - oe 300 Snowboy, bine se
Mason Solite het pial ---- 22.1 Speedee, 3 doz. shit a : - Gunpowder
F. O. B. Grand Rapids asoline ------- 92.7 Sunbrite, 50s ___-_-_- 2 oa Choice — 2. 40
Half pint ----------- 7 50 Suasages SAL Wyandote, 48 ___-___- 475 Fancy Tee ee 47
One pint 775 ~P in Iron Barrels Bologna -.-__ i. Wyandot Deterge’s, 24s 2 i
One quart nt Poe “| 146 Piven (oh ee 18 Colonial, 24, 2 Ib “ . 2
Half gallon ____------ 12 15 ee Gasoline 38.1 Prenton Poon en earan = Colonial, 36-1% _----- 1 25 Ceylon
5 . & P. Naphtha__ 18.8 £97, . cee nNey 2 Colonial, Todized, "24-2 1 50 Pekoe, medium -------- 57
Ideal GI A cen ese Mn ed. No. 1 Bblis. ---- SPICES
Half pint — 9 00 eee MOTOR OILS Tongue, deited 32 Ls No. i, 100 lb. bie ; 93 Whole Spices
Gea gut ge Et ron Barrels eadcheese ---------._- 18 pocka. Spec., 70 Ib. 95 Allspice, Jamaica @25 English Breakfast
GOie Guart) 6 eee 17.1 Caan Meat, 50 lb. 57 Cloves, Zanzibar —— = Cee Medium ---.--
pee a Eee 2 ai m4 rue ee ice en a. “: Suees Chaes __-. 35@36
aaa. gg A as aa Ta a : each 8b assia, 5c pke., doz. gou, Fancy -.-- 42@4
fe are x. Heavy ------------ 71 Smoked Meats Lae aa gi 280 ib. bbl.4 21 Ginger, < pee. com GM ’
so ams, ei @ox. Baker Salt, 280 Ib. bbi. 40 Ginger, Cochin ------ .
Minut 3 doz. ---.---- 85 e ania pak 14-16 lb. @28 Baker Salt, 280 Ib. bbi. 4 10 Mace, Pen hin ------ O23
Shak nodt aoe Ze 4 05 arine 16-18 sie Skinned ac i per bale ____ 2 45 Mixed, No. ey a ey on
; te fA EEES «=— sam. ried beef @27 50. oe bale 222 288 Mixed, Se pkes, doz. 2
Quaker, 3 doz 3 Ham, dried b 28 ale -.... 2 35 xed, 5c pkgs. d
: +o eaa--- 2 25 Knuckl eef 28 bl. bags, Table 49 Nutme -, doz. @45
ce Old Hi ary gS, 70@90 ee
JELLY AND PRESERVES California Hams _- oi IC" gl eat Nutmegs. 105-110 -- 88
Pure, 30 lb. pails 3 3 Iron Barrels Picnic Boiled 7 % | Sersne see 450 Pepper, Black -_-___- @46 TWINE
Imitation, 30 Ib. pails 1 - Hight —-o 2s es 65.1 Hams ------ 20 Q2 Coton, 3 ply cone 40
Pure, 6 oz., Asst., doz. 90 Medium -----~--------- 65.1 Boiled Hams i 5 Cotton, 3 ply Balls __.. 42
Pure Pres., 16 0z., dz. 2 40 on co aI 65.1 aap Hams _____- or Wool 6 nly “7
: e ee tee, mean —
JELLY GLASSE Extra heavy --------- bel mn 4/6 Cert. a 32 Pure Ground in Bulk
8 oz.. per doz s Polarine “FR” __.___- 65. Allspice, Jamaica @35 Ci VINEGAR
dace meas Trasnniasion on acy a 2 Zl O48 White Wine. 8 i
OLEOMARG inol, 4 oz. cans, aaa. Be assia. Canton ______ 1ite Wine, 80 grain__ 26
oS es a, Einol, 8 07, cans doz. 150 Boneless, 1 — Ginger, Corkin ___- pt White Wine, 40 grain__ 19
Garload Distrib ands Parowax, 100 lb 3.3 Rump, . rump 28 00@36 00 Mustard 0 @32
rl utor Parowax., 40, 1 lb. _- 8.55 new _. 29 00@35 00 Mace. Penang _-.-.-. 1 39 WICKING
s ae a te ae fai. ie ee eS ee
- -- & Nutmess 0 0 @ No. 1, per gross _____ 80
Beef Liver Pepper, White ______ ye No. 2, per ross oe 1 &
a 17 Pepper, Cayenne ___- en No. 3. per gross ___-_ 2
Pete oe 55 Paprika, Spanish @45 Peerless Rolls, per doz. 9
ween anna a- + 10 a Rochester, No. 2, doz. 90
Rochester, No. 3, d 9 50
RICE te ae
ka Fancy Bla Seasoning
Nucon, 2 and 8 ib. = 20% fancy Head nor” Chit! Powder, 15e 135 Basket
Free Run’g, 32 2 Sage, 2 oz. -——+ & p Gaskets
Wilson & a Brands ora hts case, iots oo 3 5 30 oe oat 1 35 wie bandos sue
odize 32, 26 2 Wariie Bushele parcaw band. 75
Five case lots ne 3 ac Ponelty, 3% oz. , = pe a sea ah band,
Sota a is Semdac, 12 pt. cane. 3 a RUSK Sa Bess ee 1 umes "ee taaaie*
----------- . at. cans 5 00 Dutch Tea R fausel Leaves See i ma
usk Co. Marjoram, 1 == Mackat e handle. 95
MATCHES PICKL Brand Sav oe ge Market. extra 16
Swan, 144 ____- eae : ES 36 . BORAX Savory, 1 oz. _--__-_- $¢ Splint, large __--—- 0
Diamond, 144 box ___- 4 72 § eslten an cag 18 ne onl pce mee) Tames ‘— 6 oe medium __—-__ ; 80
Searchlight, 144 box__ 4 71 . 400 count 475 12 rolls, per case 2. 1 50 Twenty Mule Team ao a GS OE et ee
Ohio Red Label, 144 bx 4 20 Sweet 12 carto ee Te ees
pel, Ss artons, 24, 1 Ib.
Ohio Blue Tip, 144 box § 00 cone 6 re 2 ee boc ba Se a oe oe i 33 oa « Se
aaa i 720-1c ‘ © 5 Gallon, 750 _-----_- 9 75 36 cartons, per case __ 5 - 96, %4 oz. packages -- 4 00 ous sale on each — 2 40
Re ge) -- RCH = ’ ., each__ 2 55
*Federal, 144 __------ 75 an hie Pickles ee miata pe 3 to 6 gal., per gal. __ oe
Safety Matches No. 2% Tins” —S % 25 Arm and Ham oon Kingsford, 40 Ibe. -- 11% Pail
Quaker, 5 gro. case___. 4 25 a8 on. Giise See 26 mer -_ 3 75 Am. Famil 100 Powdered, bags _--. 4 50 “* 10 qt. Galvani :
a 7 32 of. Glass Thrown 3 40 Crystal White, 100 * 4 30 ae ee oe yo Gatvantued “=~ 3 66
—Whole SAL Big Jack, ie oo 80 at. Galv ;
Almor.ds, Tarragona_. 25 Dill Pickles B sone Fels caer 100 box 415 Guaker, 40-1 ----—. 07% «12 at. Hever ca a ie
Brazil, New -------- 17 5 Gal. 200 ulk 45 Granulared, 60 Ib feue Wiis, 10 bor 4 15 § iat Tin Deby 46
Fancy Mixed -------- 24 16 Gal 60 2 1 Granulated, 18-2 8. cs. 135 Grdma White Na. 10s 3 ee 4 00
Rilberts, Stclly, ———-—5 2 Cae. 1 ee aw eng dae te box - : 85 _— =
ee airy, 100 oe Mo
Peanuts, Jumbo, std. 13 PIPES Palm Olive 1 144. box, oo Argo, 48, 1 Ib. pkgs. $ 60 ae oe «6S
Pecans, 3, star Cob, 3.4 I ui 10 oo Ato, 12, 3 Ib. pkgs. 2 62 Mouse, wood. 6 holes. 70
oT 25 , 3 doz. in bx. 1 00@1 20 COD FISH petty ng -------- . a eee [ 5 Ib pkgs. __ 2 97 nae Gon 5 holes __ 65
ee ae f y20 Silver Gloss, . a _ wooe 0 .
Sena eee ri 50 oo CARDS Middles ___--______ 20 LSsy 98 s00: tex __ 4.95 Ftastic. 64 aa ie sae tao spring —_-_____- 1 00
Hickory _--------- 7 ‘Torped te oe 2s Tee * DP co ae en an ci Teer 1 oe ouse, spring -_______ 30
ee ae per doa. _ se Sete | 19% Guuidne fa 7 an 216 ‘ecr. 5° Us. oo. « :
fc : , fy. fat 5 50 a boxes, Pure | 3014 Trilby Soap, 100, ao : ae Large Gal —
Bancy, No: 1 __.--. _- 14 POTASH Whole Cod _ at Williams Barber Bar, 9s 50 Medium eee _.. § 45
ee oe ee a 11% Williams Mug, per doz. 48 SYRUP Small G ‘alee 7 7S
elle Corn ---- 6 15
Almonds Salted 95 aaieees MEATS HERRING
ee Blue Karo, No. 1% _- Wash
a a sh a Sc Beef : Holland Herring CLEANSERS Blue Karo, No. a7 = 2 a Banner, —
pahea en = et y Gana ae & Heif. ____ 23 Mixed, Kegs -_- 9 ‘ Blue Karo, No. 10 “37 Brass, single _______ 5 50
ries eee a GOS SEE HL mse, nit wo Bie ance ovale — bah Geman 8
Walnuts Burdo -------- 60 Com. ‘Steers & Heif. __ 16 Mixed, bbls. _________ 17 50 = Red aod Bes +2 dz. 4 29 Seen fo ca ae
Z Milkers, Kegs _____ ) : . No. 10 401 Ni ess ----_- 7 50
* jf | Sie aan Ss F} orthern
ue wet a Veal eS i Northern Queen ------ 5 0
Quak oa 4 don, 6 47 [008 Smee, a negli ooo a 18 be eS i ’
a ek Mee Lao B :
Libby. meee oo ‘Tb. : Mea 16 K K K K Norway 19 50 | Orange, No. 1%, 2 dz. 3 25 13 in wen Bowls
2 8 lb. pails a : Orange, No. 5, 1 doz. 499 15 in. a oc 00
OLIVES Spring io Gut Lunch 2 Hl ' 17 in. Butter ee oe
4 oz. Jar, Plain, doz. 1 35 SOA oc Ce 22 Boned, 10 Ib oe 1 50 He 19 in. Butter ________ 18 00
10 oz. Jar, Plain, doz. 2 35 Ned 22 c . boxes __ 16 a: ee ee 25 00
oe ee pa a 1 Foor 20 | K on et WR
es ll 18 A Kanuck, per gal. — 150 mip APPING PAPER
Quart Jars, Plain, doz. 5 00 Mutton ° Lake Herrin e uck, 5 gal. can __6 50 w re, Mastin. white 05%
Gal. Glass Jugs, Pla.180 G % Bb . H ert yn Mae
5 Gal. Kegs, each 7 50 oe . Soe oe 14 1., 100 Ibs. -___ 6 50 u Guichon > a 06%
pa eer 'stuft., doz. 135 Poor ---.-------------- 13 C Maple ek : oe org
6 oz. Jar, oases h00UlUmUlClUm US 11 M Michigan, per gal. 2 16 aft Stripe _________ 009i
9% oz. Jar, Stuff., doz. 3 75 Pork — ackeral Welchs, per gal. ---. 3 25 :
i Gal. Jugs, Stuff., dz. 250 Loin, med. ---- 92 bg i Count, fy. fat 6 00 1 oe ie CAKE
See Go ee Ss, lb. Fan { . ee
: PARIS GREEN r Shoulders oe 21 cy fat 150 980 can cases, $4.80 per case COOKING OIL Gunlient aan oa 2 10
wo------------=-----= pareribs -----.- ~ 46 Mazola - sw
oe 22 Neck bones -------- a WASHIN Pints, 2 doz. - — Foam, 3 doz. __ 2
eo 30 Trimmings ------------ 4 Med Nanas Fish is al . POWDERS Quarts, 1 doz. _-----_ ’ = Teast Foam, 1% doz. 1 <
. Fancy, 100 Ib, 1300 Bon Ami aie te a2 ioe a Lo - 83 oe
A ae ons. doz. ___ 1130 Fiei PRESSED
achmann, per doz. 30

 

 

30

MICHIGAN

TRADESMAN

March 5, 1930

 

Promotion of Regular Priced Mer-
chandise and Suggestive Selling.
(Continued from page 18)
salesman suggested another. His
neck, around his collar was red and I
asked him if this was caused by the
collar or a dull shaving blade. I men-
tioned this because we were in front
of the toilet goods accessory section.
By chance he needed blades. His
confidence had been secured. One ar-
ticle suggested another. Before he
left his purchase was much more than
he expected to make. I recite this in-
cident to show you that. although he
was attracted by a short advertisement
in the newspaper and this advertise-
ment fulfilled its mission by bringing
him into the store, it was not alone
sufficient to satisfy the doubt in his
mind until the salesman had broken
down his mental resistance. This he
was able to do by his knowledge of
merchandise, and his art of helping

customers.

B. Find out what the customer
wants.

1. What occasion were you plan-
ning this for.

2. What color are you planning to
use in your ensemble.

The ensemble idea, is fashion. The
mention of this word offers selling op-
portunities for the salesman. Fashion
today is a greater force than need,
despite the contrary opinion of eco-
nomists. It is an emotional urge. As
an example, we are witnessing a most
dramatic reaction in what is known as
the new silhouette. Women must
maintain themselves in fashion.

C. Intelligent presentation of mer-
chandise.

1. Handle merchandise to increase
the appreciativeness of the customer
for the merchandise.

2. Specific selling points as to
quality, durability, launderability, etc.

D. Closing the sale or helping cus-
tomer decide, actually putting out of
sight the merchandise in which the
customer is not interested.

1. Meeting effectively
mer’s objections.

E. Suggestive selling.

1. Make definite suggestions.

A few months ago, while having
lunch in our store, the waiter asked
me if there was anything else before
he rang up the amount. The next
time I ate at the lunch counter I
asked him why he didn’t suggest
something that was especially good.
He made a suggestion which I ac-
cepted. Ever after that he has sug-
gested my whole lunch. This is sug-
gestive selling—an important phase of
salesmanship that interests and pleases
every customer.

How can this all be accomplished
if the basic knowledge, and all essen-
tial information is not given to sales-
people?

In 1870 79 per cent. of the population
lived in small towns or on a farm.
Each family still supplied many of its
own needs, and practical experience
had taught people to judge the quality
of the goods they bought.

But to-day we go to the stores for
everything we need. We _ know
nothing about the production of the
goods we buy, We distinguish be-
tween them by brand only, and that

the custo-

is why, much more than the consumer
of forty years ago, we must be told by
those who do know just what the
brand represents.

It is difficult to get anything but
approximate figures on sales elements.
Some years ago at a round table meet-
ing of six prominent advertising men
and several department heads, the
question was asked, ‘What are the
relative pulling powers of all the ele-
ments necessary to a successful sale?”
One man exclaimed, “No such statis-
tics exist.” Someone then suggested
that each man write down his ideas of
the pulling power of the component
parts of a sale. The concensus of
opinion gave evidence that 75 per cent.
of the results came from the interest
of the salespeople.

A questionnaire sent to two thou-
sand former patrons of a certain store,
asking why they stopped buying there,

brought some of the following
answers:

1. Indifference of salespeople _--. 470
2. Forcing of substitutes ~------- 180
3. Overinsistence of salespeople... 160
4. Delay in giving attention _-____ 130
5. Tactless handling of customers 110
G. Disorderly stock: 2.292 90
7. Ignorance concerning stock -. 60

No matter how well laid out your
merchandising plans, how judiciously
the policy ‘has been chosen, nor how
well arranged the floor and stock, the
chain is no stronger than its weakest
link. the salesperson.

Competitive merchandising revolves
entirely around price. Constructive
merchandising is that process whereby
a sale is built up, not necessarily at a
higher price, but perhaps with an added
service, an increased use, an improved
container or any one of a number of
constructive features added to a worthy
product or service. In my opinion
there will always be an increasing per-
centage of the buying public or con-
sumers more interested in service than
in price.

Dr. Paul Nystrom said in his book
“The Economies of Retailing,’ when
asked, “Who are consumers? What do
they want?’, “The consumers of the
country are its hundred million of
men, women and children. What they
want depends upon their respective
ages, sex, habits, social and personal,
and their occupation, and how much
they want depends largely upon their
incomes or wealth.”

We all want a share of the business.
To do this we must not only maneuver
for the accomplishment of this pur-
pose, but must adopt a policy for the
course of this action if our aim is to
be accomplished.

We do not sell clothing, shoes, etc.
to-day. We sell the comfort, utility
and satisfaction that the customer will
get from owning the merchandise. If
we can create a new market; show
consumers how they can use more
merchandise and do the prospect a
service, you will be rewarded with
more sales. The consumer is king.
He can only be overruled through an
autocracy of service. This is the reason
that it is necessary to have the sales-
person know the product and the
means of selling it.

How many times have you heard

salespeople say they sold one hundred
dollars to-day. In reality they didn’t
sell that amount. For a certain amount
of that they only took the customer’s
order. They only sold what the cus-
tomer didn’t come in to buy.

In New York there is a cigarette
machine that delivers a package of
cigarettes and an automatic voice-re-
producing record in the machine says,
“Have you matches?” Whether the
purchaser is so surprised or pleased at
the thought of this suggestion, re-
mains to be answered. But the proof
of the effectiveness is that 50 per cent.
of the purchasers insert a penny for
matches.

Whether we will ever have machines
to sell staple merchandise, only time
will tell, but the fact that this machine
offers more suggestive selling than
most salespersons is one step in its
favor. We are not always thoughtful
of the expense required to bring in
customers. When they are in our store
we should treat them as we would
guests in our home. The time spent
in our store should, from their point
of view, be both enjoyable and profit-
able.

“Why don’t you sell your brushes
through the retailer,’ was asked an
executive of the Fuller Brush Co. at
a convention. He said, “We sell direct
to the consumer, because we can sell
more brushes.” Our customers’ minds
are not diverted by competing lines
of merchandise, or by merchandise in
general. We perform a service for
them in that we make buying easy.”

In our stores to-day we have the
time, the place and the customer. The
opportunity for more sales on regular
priced merchandise is knocking at our
counters. Our only salvation is mer-
chandising the minds of our sales-
people. When a customer purchases
an article, this article should associate
itself in the minds of the salesperson
with some other piece of merchandise
in the department. How many times
have you heard a salesperson say, “Is
there something else.’ Of course.
there isn’t anything else unless an ad-
ditional purchase was planned before
entering the department. Other
thoughts than merchandise in the de-
partment are uppermost in their minds.

Advertising may not sell anything
entirely in itself. It almost never does,
just as lubricating oil is not in itself
a power, but it conserves power by
making things run easily.

If the buyer knows exactly what the
thing is and all about it, the sales-
person has this information conveyed
to him in advance, and when every
customer has been informed through
advertising, the product gallops
through the channels of distribution,
more profit is shown and more sales
per salesperson are made.

But advertising doesn’t try directly
to sell goods. It tries to create, faith
and confidence in your store and the
goods you sell. And of course adver-
tising isn’t worth anything unless your
merchandise and your service make
good the impression that the adver-
tising creates.

Encourage suggestive selling. Look
back over the history of manufacturing

where two ideas sold as one. A lead
pencil plus the constructive idea of a
piece of rubber made a fortune. A
hook and eye plus the idea of a hump
accounted for another merchandising
success. Water proofing an ordinary
fabric created a new market. Inform
salespeople about your merchandise
and encourage them to associate their
immediate sale with other merchandise.
This not only pleases and touches the
pride of the customer, hut makes the
customer more satisfied with ‘his pur-
chase. If the merchandise suggestion
is good and the extra sale is not made,
you can expect him back in the very
near future.

Sales resistance will be overcome if
a consumer can get a larger usefulness
and a greater service out of the prod-
uct he buys.

— ++ .___

Will Rogers on Radio March 12.

With Will Rogers, America’s favor-
ite “wisecracker,” as master of cere-
monies, and with John Philip Sousa
and his Band and Madame Louise
Homer supplying the music, the out-
standing radio program of 1930 so far
will be broadcast from 9:30 to 10:30
o'clock Wednesday night, March 12
throughout the Middle West in con-
nection with an announcement which
the Standard Oil Company of Indiana
is making of a new scientific and man-
ufacturing achievement.

Edward G. Seubert, president of the
Standard of Indiana, will greet the
radio audience briefly and make the
announcement.

Radio stations carrying this program
from 9:30 to 10:30 p. m., March 12, in-
clude WGHP, Detroit; WOWO, Fort
Wayne; KMOX, St. Louis; KFH,
Wichita; WMAQ, Chicago; KMBC,
Kansas City; WCCO, Minneapolis;
KSCJ Sioux City; WFBM, Indian-
apolis;, KOIL, Council Bluffs; WISN,

Milwaukee; WMT, Waterloo, and
K:LZ, Denver.
—~+~-.___

Shortage of Long Gloves.

Increased demand for long gloves
for evening wear, particularly in the
imported 12 and 16 button styles, has
resulted in such a scarcity of the mer-
chandise that deliveries ranging from
ten days to May 1 have to be asked on
new orders. French kid gloves of
these types to retail at $7.50 to $10 are
especially scarce here at present in
such shades as eggshell, powder pink,
white and black.

Supplies of imported kid gloves for
street wear in the grades to retail at
$2.95 to $5 are more plentiful, but an
excellent demand is reported for them
for immediate delivery. Tailored ef-
fects with leather appliques at the
wrist are especially in favor for wear
with suits this Spring, and there is
also a good demand for novelty cuff
effects. These two types together
make up 50 per cent. of the volume of
business now being done. ‘Forty per
cent. of the remainder is being done
on slip-ons, with long gloves account-
ing for the final 10 per cent.

——_>--—____
A Choke That’s No Joke.

“Is it true that you murdered your
last four wives?”

“No, indeed. They were just victims
of a practical choker,”

 

 

ere eeceeeee

 

 

 

Tiulatiecsapiaanaen ame cctin

=
ae coe

a}

SRP

—

a o eet

March 5, 1930

Successful Shoe Selling in 1930.
(Continued from page 19)

A world traveler was desirous of
matching a ruby and after searching
the world over and being unable to
find a match for it, was told there was
a most unusual little jewelry store in
Washington, D. C., where he chanced
to be and where he might obtain the
ruby that he desired. After the sales-
man had fallen down on the sale, the
proprietor stepped in and by putting
a part of his heart into the sale, it was
made. It is great to put into every
sale the proper spirit of confidence.
The Master of Gallilee said “Great is
he who serves.’ We have: an oppor-
tunity to serve.

There is a baby born every thirty-
three seconds in the United States.
What a wonderful opportunity to serve
our growing generations by the care of
feet. Sixty per cent. of boys feet and
70 per cent. of girls feet of school age
are affected, and 90 per cent. of all feet
in America are far from being good,
sound feet. What are we going to do
about it? Are we going on down
through the ages with this condition
existing, or are we going to make a
greater effort to help to make better
feet. It requires 1nore intelligence and
better judgment in our fitting service.
Better is the store with many less
styles and more sizes because then we
can fit feet. Why, gentlemen, there are
in our country Foot Hospitals being
erected for the care of feet. Just think
how serious this condition is. The
chiropodist is doing his bit to help
remedy some of the mistakes of fitting
service, but if we continue, there will
not be enough to take care of the foot
trouble we cause.

We can make selling much easier
in our selection of lasts. Too little
attention has been given to this item.
We must give the foot an insole wide
enough for the foot to spread out on
—a good foundation to pound our 712
pounds a day out on, because accord-
ing to a check-up, that is what the 150
pound mian pounds into his shoes every
day he walks five miles.

Are we selling Price or Quality?
God help the man who has nothing to
offer but price. While it is a fact that
only 5 per cent. of the people have
an income of $5,000 and over, there is
still quality for all. Too much time is
spent on cost. I heard recently-of a
couple who were admiring their little
baby as it lay in the crib kicking its

- little feet in the air and prattling away.

The mother looking on was thinking
of the future of the little fellow. Some
day he would grow up to be a college
graduate and then into law and then
into the chair of the President of the
United States. As she looked at her
husband, she said “What are you
thinking of John?” and he replied “I
wonder what it cost to make that
crib.”

Arthur Brisbane says “No matter
how well you are doing, do better.”
Nineteen-thirty opens up with that
challenge. Take advantage of every
opportunity to serve, and serve well.
I recommend to you Emerson’s Essay

-on Prudence, in which he says, “Let

him learn a prudence of a higher

MICHIGAN

strain. Let him learn that everything
in Nature, even mates and feathers go
by law and not by luck,” and that what
he sows he reaps.” Let us sow right-
ly in this year so that we will not look
back over the months and regret that
our efforts have only been half done.
Continue on until we catch a sight of
the goal of success. Return to the
anvil of selling. Keep close to the
hearts of your customers and they
will reward you for your honesty and
sincerity of purpose.
—_e+>

Proper Education For the
Grocer.
(Continued from page 20)
us read that we may avoid “I ought
to have knew” and “Where has it
went?” Let us read that we may re-
tain the word “whom” in our language.
Let us read that we may expand our
vocabularies. Let us read, incidentally,
‘because not only shall we get all these
things, but because the process is the
most delightful experience there is.

High grade novels such as I have
indicated—and of course including a
selection of Dickens—entertain, in-
struct, enlighten. History fascinates
and gives us the background of our
race. Read Macaulay’s third chapter
in the history, pick it out and read it
alone and by itself, just to get the
most striking contrast between how
the most civilized Britons lived in 1685
and how we live to-day.

Biography shows us how men and
women met in their own experiences
the perplexities we think began with
ourselves. No study, no entertainment,
to my way of thinking equals well
written biography because here I meet
on familiar, closely-acquainted terms
with men and women the most worth
while in all the world.

Every item of all this will be good
for the grocer. Improvement in his
ability to think will help him every
day in working ovt the problems
which come to every business man.
The capacity to read a sustained nar-
rative or essay will enable him to
grasp any treatise on any branch of
the food business and that means to
get the meat out of another thinker’s
mind and add it to his own store of
useful knowledge.

Anyone who reads Two Years Be-
fore the Mast must be struck with
two features: The simplicity, the trans-
parent clarity of the story, and the
way in which the narrative gives one
a grasp of our country. Every word
of good reading will always help every
man to be a better grocer.

Paul Findlay.
——_>->___
Advertising the Market As Something
It Isn't.
(Continued from page 21)
Your store and your policies are
obsolete.

“T suggest that you take a couple
of weeks off to look around at the new
stores in this city and places nearby.
See what other dealers are doing. Then

Young

‘come back and get up-to-date and

keep that way. Now, about your ad-
vertising. Let’s let it drop for say,
two months. Then, we'll start in
again, with a store that is worth adver-
tising and that will live up to the sort

TRADESMAN

of advertising you did last year. What
do you say?”
Mr. Schmidt will be ready to re-
sume his advertising in a few days.
Everett B. Wilson.
——_>- +.
Another Instance of Stock Company
Hypocrisy.

(Continued from page 15)
being spread abroad by representatives
of stock companies, who are either wil-
fully or ignorantly making the false
statement that reciprocal exchange
failures are mutual company failures.

The foregoing is a plain statement
of facts and will not be denied by any
reciprocal exchange or stock company
representatives who know the funda-
mentals of insurance.

L. A. Winchester.

—_——_+ ++
Cheaper Candy Gains.

So marked has become the demand
for small package candy, particularly
of the 5 and 10 cent varieties, that esti-
mates place its volume at about 67 per
cent. of the entire volume of business
done by the industry. There is also
a growing demand for 60 to 80 cent
per pound goods, and some of the high
grade manufacturers are now making
up special lines at those prices. At the
same time, it is claimed by a repre-
sentative of one of these concerns,
there has been no definite curtailment
of the demand for confectionery to re-
tail at $1.50 or $2 per pound.

There has,
off in the consumer call for two to
five pound boxes of candy of this grade
and the present demand is_ confined
mostly to the one-pound size. An oc-
casional order for a ten-pound box is
received, it was said, but there are far
less of them than there used to be for
boxes twice that size. There is also
an absence of single $1,000 to $1,500
consumer orders that used to be fairly
frequent a few years back.

however, been a falling

—_—_2+ +
Lightweight Underwear Sought.
While manufacturers of men’s and
boys’ underwear who make both
heavy and light weight lines would like
to see more orders for the former on
their books, they are not suffering
from lack of business. Due to the
jobber demand for lightweight lines
that has developed, the more important
producers are from three to four weeks
behind on deliveries of rayon and cot-
ton styles in pullovers and shorts.
Lightweight ribbed shirts, drawers
and union suits are not in such active
demand, and better deliveries are ob-
tainable on them. The trend in rayon

merchandise is strongly toward simpler
patterns.

  

Do You Wish To Sell Out!
CASH FOR YOUR STOCK,

Fixtures or Plants of every
description.

ABE DEMBINSKY
Auctioneer and Liquidator
134 So. Jefferson Ave., Saginaw, Mich
Phone Federal 1944.

_

Business Wants Department

Advertisements Inserted under this head
for five cents a word the first Insertion
and four cents a word fer each subse-
quent continuous Insertion. {f eet in

  

 

 

 

   
       
       
 

31

capital letters, double price. No charge
less than 50 cents. Small display adver-
tisements in this department, per
Inch. Payment with order Is required, as
amounts are too small to open accounts.

 

FOR RENT—Up-to-date store building,
47 x 80 feet, all in one room. Ideal loca-
tion for general store or dry goods,
clothing, shoes. Fully equipped with
elothing cabinets, show cases, counters
and tables, electric lights, water and fur-
nace. Located in center of business dis-
tric. Best store building in town. Prac-
tically no competition. For rent April,
1930. Live merchant can do from $60,000
to $70,000 per year. Reasonable rent with
good lease. Write or phone E. F. BLAKE,
MIDDLEVILLE, MICH. 244

A GOOD BUSINESS OPPORTUNITY—
For rental or lease for a term of years
the PIERSON BUILDING, at STANTON,
MICHIGAN, county seat of Montcalm
county, on the Pere Marquette R. R. at
the junction of M-43 and M-85. Main
street paved. Building is of brick and
stone construction, two stores, plate
glass fronts, three floors, including ce-
ment-floored basement. Stores are each
22 x 100 and are connected by arches.
West store fitted for hardware and used
for this line forty-three years, east store

 

for furniture for twenty years. Over
12,000 square feet, besides a two-story
brick annex building 24 x 34. Buildings

have city water, electric light and steam
plant. Elevators connect the main floors.
All well adapted to mercantile or manu-
facturing business. Rent reasonable. Full
particulars on request. John W. 8. Pier-
son, Stanton, Michigan. 245
This publication accepts my advertising
because the publisher knows that DAVIS
SALES are sincere efforts and convert
stock into CASH. Make all signs and
conduct the business in a straightforward
manner. References from bankers and
merchants of five states and of Canada.
E. E. DAVIS, 608 Pines St. phone 214,
ALMA, MICHIGAN. 246
WANTED—A position as grocery clerk
or general store. Best of references.
Address No. 247, c/o Michigan Trades-
man. al 247
For Sale—Clean stock of men’s and
boys’ clothing and furnishings, good town
in Southern Michigan. Modern fixtures.
Have been in business in this location
over twenty years. Selling for other
reasons. Address No. 248, c/o Michigan
Tradesman, | 248
For Sale—V ariety “stores located in
good tow ns. Small investment, good turn-
over. Address No. 249, c/0 Michigan
Tradesman. 249
FOR SALE—HOT DOG barbecue ma-
chine, used three months. Will sacrifice
for 1/3 of cost. Sunoco Gas Station,
C. Beall, Webberville, Mich. 250

FOR SALE — ENOU GH CYPRESS
STUMPAGE to produce five thousand
sticks of long piling. W. C. COOKSTON,
Winnfield, Louisiana. 239

VENEER LOGS WANTED—Birdseye
and curly maple, carlots or less. Write
FRED KNIGHT VENEER & __
WORKS, Falconer, N. Y.

FOR SALE—Men’'s and boys’ ge
furnishing, and shoe store. Old established
business. Also furnished cottage at
Greenbush, on Lake Huron. W. H. Parry,
Vassar, Mich. 43

 

 

 

 

 

 

For Sale—ME AT “MARKET, r, fully e equip-
ped. Located at Monroe, Mich. Long
lease. Address B. M. Bitz, Monroe, Mich.

237

 

For Sale—Garage business in connec-
tion with Dodge Agency. Fred Bertram,
Ludington, Mich. 238

FOR SALE —Store building and general
stock representing an investment of $12,-
000 in strong country town about twenty
miles from Grand Rapids. Doing a busi-
ness of $20,000 per year. Will exchange
for improved real estate in Grand Rapids
or other growing city. Address No. 231,
c/o Michigan Tradesman. 231

FOR SALE — AN ESTABLISHED
BUSINESS OF AN AUTOMOBILE AC-
a P. O. BOX 316, TOLEDO,

232,

If you are interested in buying a busi-
ness anywhere in the United States or
Canada, write for our monthly bulletin.
UNITED BUSINESS BROKERS, 2365 Ist
National Bank Bldg., Detroit, Mich. 157

For Sale — Solid oak tables, desks,
chairs and other office equipment. Used
only a few months in office of a local
broker. Cheap for cash. On display at
our office. Tradesman Company.

 

 

 

° I OFFER CASH!
For Retail Stores—Stocks—
Leases—all or Part.
Telegraph—Write—Telephone

L. LEVINSOHN
Saginaw, Mich.
Reo ry tae tack hg
Established 1909

 

 

 

MICHIGAN

TRADESMAN

March 5, 1930

 

GONE TO HIS REWARD.

 

Samuel E. Symons, the Saginaw

Wholesale Grocer.

Samuel E. Symons, the well-known
wholesale grocer at Saginaw, died at
his home Friday, Feb. 21, aged 78
years. He was planning to leave the
city on a pleasure trip, but was taken
ill on Monday with pleurisy, which
later developed into pneumonia. The
funeral was held at the family resi-
dence the following Tuesday, being
conducted by Rev. Mason, pastor of
the Presbyterian church, who resides
in the house adjoining the home of
the deceased. His twin brother, John
W. Symons, was in New York City at
the time, slated to sail on a trip to the
Carribean Sea two hours after death
occurred. He was located in New
York just in time to enable him to re-
turn home and attend the funeral.

Mr. Symons’ wife died several years
ago, leaving five children. All have
made homes of their own except the
oldest daughter, who is a graduate of
Wells College, who acted as hostess
and companion to her father as long
as he lived. In addition to acting as
director and treasurer of his company,
he was a director and vice-president
of the Peoples Savings Bank of Sag-
inaw. He was a Mason and a member
of the Rotary Club. He was credit
man for his house for several years
and was well versed on business mat-
ters in many lines and numerous di-
verse branches.

The following biographical sketch of
Mr. Symons appeared in the Trades-
man Dec. 4, 1895:

The successful salesman whose por-
trait brightens this number of the
Tradesman was born May 13, 1851, at
Mount Clemens, that Mecca of health
for those in need of its healing waters.
The son of a merchant, he was not
only to the manner born, but he was
early made acquainted with the prin-
ciples of trade and their application to
successful business. When he had
passed the fifth milestone of his life
the family moved from Mount Clemens
to Flint and here the boy began to go
to school. It was a long journey upon
which he entered, and for fifteen years
his name appeared upon the school
registers of Flint. It is a record
which speaks well for the boy, for it
indicates a tenacity of purpose, sure
to come in play in a commercial life.
It is a fact to be deplored that the rank
and file of trade is not filled up with
boys and young men who have been
overtrained in the schools. In too
many instances they take the earliest
opportunity to turn their backs upon
their greatest ‘benefactor and for the
remainder of their days are sorry for
it. Necessity too often is the reason
for the early school-leaving, but, be the
cause whatever it may, the untrained
boy is hampered by his ignorance of
whatever pertains to learning and that
ignorance is sure to leave its impress
upon thought and speech and action
to his dying day. When, then, this
boy clung to his school and his books,
it not only showed a parent who was
able and ready to give the boy all that
the schools could do for him, but it
exhibited a spirit on the boy’s part

which argued well for the work which
fell to him and for his place in the
world outside of the lines of business.

It must not be inferred that for
these fifteen years he did not take a
hand in the work and the life going on
in his father’s store. He began early.
There were bundles to carry and he
carried them. There was other work
in and around the store and he did his
share of it; and so, when the exactions
of the schoolroom permitted, he learn-
ed to become familiar with the store,
in the back room, behind the counter
and at the books. He may not have
been born a_ merchant — mercator
nascitur—but he grew into one during
those fifteen years of training, and at
the age of 20 he stepped from the
schoolhouse to the store and began
there the life of a tradesman.

For three years he was his father’s

clerk. Early and late he was found
at his post. He was faithful to his
trust. He earned and he saved, and,

when the three years were over, he
was admitted as a partner, a relation
which he continued with profit until
he was 28 years of age—a period cov-
ering five years.

Believing, then, that he could enter
with profit upon the arduous life of
travel, he connected himself with
Malthy, Brotherton & Co., wholesale
grocers of Bay City, a relation he sus-
tained with them for four years; and
then, with his increased experience
and the revenue therefrom, he pur-
chased an interest in the wholesale
grocery house of Symons, Smart &
Co. Two years of prosperity saw the
end of this, and the firm sold out to
Rose, Lewis & Co., went to East Sag-
inaw, and, under the same firm name,
purchased the wholesale grocery busi-
ness of Remington & Stevens. At the
end of four years Mr. Smart retired
from the firm and the business was in-
corporated under the name of Symons
& Co. (Mr. S. E. Symons being made
a director and Vice-President), under
which style the business has grown
until it has become one of commanding
importance.

In addition to his official relations
with Symons Bros. & Co., Mr. Symons
is a stockholder in the Genesee Coun-
ty Savings Bank of Flint, and in the
American Commercial and Savings
Bank of Saginaw, being one of the in-
corporators of the latter institution.
He was, also, one of 'the incorporators
of the Elm Lawn Cemetery Co., at
Bay City, and still retains his interest
in the corporation.

While there are in this brief sketch
many eatures which the Tradesman
especially commends, the pen lingers
longest with the story of this man’s
preparation for his life work; and the
reader who reads between the lines of
the biography will, naturally, form the
conclusion that Mr. Symons’ success
—socially as well as financially—is
due, in no small degree, to the solid
foundation laid at that time, and that
the same spirit of persistency which
led him to devote fifteen consecutive
years to school work served him to
most excellent purpose in his subse-
quent successful battle for position in
the world of trade.

Hansom Attends Two Live Meet-
ings.

On Wednesday evening Feb.
26, the new local Retail Grocers
and Meat Dealers Association of
Ann Arbor, with an enrollment
of seventy members and under the
leadership of Leigh Thomas, a
young, energetic retail grocer,
sponsored a dinner meeting in
the Masonic Temple dining
rooms, which was attended by
over 400 retailers, their wives and
clerks, of Ann Arbor and neigh-
boring cities.

The writer had the privilege of
addressing the meeting with ref-
erence to Association activities
and extended an invitation to at-
tend the State convention of retail
grocers and meat dealers, to be
held in Saginaw, April 21, 22
and 23.

George Schulte, editor of the
Interstate Grocer, of St. Louis,
who is reputed to be the man
who sold W. K. Henderson on
the idea of broadcasting the pro-
grams which have stirred up the
entire country against the syndi-
cate chain systems, was the prin-
ciple speaker of the evening and
gave a very interesting talk on
the system of the syndicate chains
and the effect of the publicity
with reference to same on the re-
tail business throughout the United
States.

On Thursday evening the writ-
er was again privileged to attend
a meeting of the Lansing Retail
Grocers and Meat Dealers Asso-
ciation, which was held in the new
store of Schmidt Brothers, on
East Michigan avenue, in Lansing,
which can no doubt be classed as
one of the finest equipped stores
in Michigan.

The Lansing Association was
completing their arrangements for
a mass meeting to be _ held
Wednesday, March 5, and an au-
thorized representative of W. K.
Henderson is scheduled to be the
main speaker, which is also to be
followed up with large _institu-
tional advertisements in both
Lansing papers.

On Friday the writer called on
Beeman & Co., who have just
moved into their new store on
East Michigan avenue, near Penn-
sylvania avenue, and which
speaks well of the aggressiveness

of the owners as well as the trend —

of the independent retailing busi-
ness of Lansing.

The writer also called on M.
C. Goossen, the loyal veteran re-
tailer of Lansing, who was pre-
paring to leave on a trip to the
South in company with his wife,
whose health has been somewhat
impaired. The business will be
continued under the management
of his son, M. C. Goossen, Jr.
The writer enquired of Mr. Goos-
sen when he expected to return
and he replied by enquiring when
the State convention would con-
vene in Saginaw, which will, no
doubt, mark the time of his re-

 

turn, for Mr. Goossen never miss-
es a State convention, is regular

‘in attendance at the local associa-

tion meetings and seldom misses
a National convention.

In behalf of the retail grocers
of Michigan, I wish him a pleasant
trip and the speedy recovery of
Mrs. Goossen’s health.

Herman Hanson, Sec’y.
—_~++-—___
Enemies To the Community.

I. Real estate dealers and
property owners who lease build-
ings to chain store organizations.

2. Banks which accept the
deposits of chain stores on terms
which involve no profit to the
banks.

3. Newspapers which accept
chain store advertising containing
cut prices on a few staples which
are acquired below the regular
price by reason of mass purchase.

4. Managers and clerks who
accept positions with chain stores,
knowing that they must stultify
themselves by putting up goods
short weight, short measure and
short count in order to overcome
losses in the fresh fruit and fresh
vegetable departments.

2c?

Thirty-two New Readers of
Tradesman.

The following new subscribers have
been received during the past week:

Old Kent Bank (Cherry St. Branch)
Grand Rapids.

Bert Baker, Ada.

Harvey Collier, Lowell.

J. L. Barden & Sons, Ithaca.

Wit & Van _ Andre, Muskegon
Heights.

Elmer M. Pierson, Cadillac.

Kryger-Currier Furniture Co., Cad-
illac.

Johnson Hardware Co., Cadillac.

Whitney Hardware Co., Merrill.

Miles & Co., Glace Bay, Nova
Scotia.

T. Louvis, Milford, Ohio.

P. R. Campbell, Grand Rapids.

Lester B. Clark, Ionia.

Wm. Viening, Grand Haven.

A. H. Allen, Lansing.

C. F. Sears Co., Rockford.

Humphrey & Caswell, Rockford.

Finch Brothers, Rockford.

William Ernst, Cadillac.

H. C. Jorgensen, Cadillac.

J. & H. DeJongh, Holland.

George Thompkins, Fostoria.

Samuel Velich, Flint.

M. E. Kenney, Cass City.

E. S. Hull, Cadillac.

V. H. Matthews, Grand Rapids.

Stanley Lesinski, Grand Rapids.

Dewey W. Craword, Grand Rapids.

Harm Kooistra, Grand Rapids.

C. E. McCauley, Grand Rapids.

Samuel DePree, Grand fRapids.

Herbert Bird, Grand Rapids.

the

—_++
Music vs. Finance.

“That tenor has a wonderful voice.
He can hold one of his notes for half
a minute.”

“That’s nothing. I’ve held one of
his notes for two years.”

—_++->—___
Pay is based on ability, increase
your ability and the pay will take care
of itself.

-

 

 

 

 

 

   
 
   
 
 
 

  

 

 

SLOW BUT SURE STARVATION

Dominance of Chain Store Must Necessarily Result in Impoverishment
of the Community.

I have been accused of many things of which I had no knowledge during the time I have con-
ducted the ‘Tradesman, but one accusation has never been laid at my door—that I have an inordi-
nate love for the chain store. I have fought this menace to legitimate merchandising with all the
vigor I could command ever since the viper showed its head. I shall continue to oppose it as long
as I have any breath in my body, not because it has no good features to commend it, but because
the bad features outweigh the good. Under existing conditions it has but one fundamental theory
—to make money for the owner. Such features as service to the public, duty to the community,
and fair treatment to clerks are entirely overlooked by the chain stores in the mad endeavor to
make as much money as possible and get the money so made out of the town in which it is made at
the earliest possible moment. Money made by a legitimate merchant usually finds lodgment in
the local bank and is utilized to assist in meeting the payrolls of local factories, from which it
comes back to the merchant in never ending procession and succession, but no local banker dares
to use the deposits of chain stores in meeting local calls and necessities; because he knows that
such action on his part will force him to either suspend payment or go on a borrowing expedi-
tion day after tomorrow or week after next.

The independent retail dealer sends out of town only sufficient funds to cover his foreign

purchases. The remainder of his bank deposits, which represent the profit he has made in his

store transactions, remain in the bank until invested in a home, devoted to payment on a home
already purchased on time, applied to the purchase of additional home furnishings, needed addi-
tions to his store building, desirable additions to his stock or fixtures or investment in local manu-
facturing enterprises which give employment to home people and thus contribute to the growth
and prosperity of his home town.

The chain store, on the contrary, sends the entire receipts of the store (less rent and wages
paid the store manager and his clerk) to the headquarters of the chain system in Detroit or else-
where, to be immediately transferred to New York, where they are absorbed by high priced
executives and clerks and divided among the greedy stockholders of the organization.

This steady stream of money, constantly flowing out of town every week, NEVER TO
RETURN, must ultimately result in the complete impoverishment of the community. It is a pro-
cess of slow but sure starvation.

This is the strongest indictment ever presented against the chain store—an indictment which
precludes the possibility of a defense, because there can be no defense to a charge of this kind,
based on the logic of events.

This indictment effectually outweighs and overcomes any possible advantage which can be
presented in favor of the chain store, because of its low prices on some lines of goods, alleged uni-
formity in methods and prompt service.

In the light of this disclosure, which no one can successfully contradict or set aside, the con-
sumer who patronizes the chain store, instead of the regular merchant, is effectually destroying
the value of any property he owns in the town in which he lives, placing an embargo on the further
progress of his own community and helping to bring on a period of stagnation in business, real
estate and manufacturing which will ultimately force him to accept less pay for his services and
reduce the level of living he enjoyed under conditions as they existed before the advent of the
chain store.

The decadence of the town, due to lack of employment and the diversion of all available
capital to the headquarters of the chains in Eastern money markets, will cause a depression in farm
products, due to lack of local demand, which will ultimately result in the impoverishment of the
farmer. He can still ship his wheat to Liverpool, but there will be no local market for perishable
products which must be consumed near at home.—E. A. Stowe in Michigan Tradesman.

    

TOIL

 

 

 

 

 

 

 

Phone Automatie 4451

ERE YOUR
SEEDS Selling Cost +

Distributors of PINE TREE Brand

 

is less when you stock goods of known

The best the World has to offer in

 

GRASS SEEDS value. Especially when the price has
Timothy Michigan Grown Seed Corn been established by the manufacturer
Red Clover Ensilage Corn ;
cal a Flint Corn and you realize your full profit as
Alsike Dwarf Essex Rape you do on
Sweet Clover Soy Beans
Alfalfa Sudan Grass
Red Top Orchard Grass

 

Blue Grass Millets
White Clover Winter Vetch
INOCULATION FOR LEGUMES

ALFRED J. BROWN SEED COMPANY
25-29 Campau Ave., N. W.

@
Granp Rapins, MicHIGAN a I fi g
UIT LE Ee Pp d
STRENGTH ECONOMY © : } er

THE MILL MUTUALS
Lansing AGENCY Michigan

Representing the
MICHIGAN MILLERS MUTUAL

FIRE INSURANCE COMPANY
(MICHIGAN'S LARGEST MUTUAL)

AND ASSOCIATED COMPANIES

 

 

 

 

 

 

Same Price +

for over 38 years

25 ounces for 25c

 

 

A fair price to the consumer and good
profit for you. Why ask your cus-

tomers to pay War Prices!

Pet INT a IE em egg

 

It will pay you to feature K C
Combined Assets of Group ;
$45,267,808.24

 

Millions of Pounds Used by Our
Government

20% to 40% Savings Made Since Organization
FIRE INSURANCE — ALL BRANCHES

Tornado—Automobile—Plate Glass

 

VUUUUEUECTTOA CUTE EUEUU CUTE EC UUET CTT EA CET AOUCEAAA TERA CTEAOTTEUROOGUDOUOORODORODODONDGUAUOOOUUORAOOOOOGROAOONAEAOOOROOOONRDOOERORO NNER OER

 

 

ATT

 

scnmansrst sinter nsmsnasi Stas rl ett TN eterna elect eet mets Rte esette tree mam