i a Fe 12'31F 8 > GRAND RAPS DUDA Br) 4 aes ey Ob ) A LEAN SAFER DE SGP LO SLO FEE GR Seer OF Se 8 Oe 0 AEE NAR en 5 DREN ela € Sas Cc Pol, Om Ve Noe oA DIOP RAN PRS ZN ec) 4 “e PANG ay) ie Sw Fe hy 7X Ey mA ‘)) 4 fe) ; Ae ~ a (A YHBeS 9) aa (a MCE AS I< SWia Vy A Ben KONE ON AG SUS ae Q of BEA) ~+~___ It’s Big Enough Now. Aside from the fact that it would make the House of Representatives even more unwieldy, there are other objections to the Thurston bill for in- creasing the membership by forty. The purpose of the measure is to take care of a number of states which will lose seats in Congress through the new re- apportionment. The House grew from 65 members in 1792 to 433 in 1911. When the last previous reapportion- ment was made in that year it was generally agreed that a House of 435 members was as large as the country ought to have. Up to that time the number of Representatives to be ap- portioned had been steadily increased at the rate of from thirty to forty every ten years. Following the 1920 census, Congress avoided its plain duty of ordering a re- apportionment because of opposition from states which would lose Repre- sentatives unless the total number were increased. And it was agreed that it would not be wise to enlarge the mem- bership. The fact that some states will now lose does not affect the wisdom of the decision made twenty years ago. No state has just cause for complaint, since under the new redistribution its representation will be proportioned to its actual population. Mr. Thurston’s proposal, coming after so much trouble has been experienced in getting Con- gress to act on _ reapportionment, threatens additional complications that may upset the plan. Representative Tilson believes it would lead to demands for additional seats in the future. Representative Darrow fears it would open the way for passage of the measure to exclude aliens from the count on which repre- sentation is based. How that pro- posal, so popular with Southern and Western States having comparatively small’ alien populations, could be reconciled with the Constitution has not been explained. But its adoption by Congress might work much con- fusion. Congress would be wise to let well enough alone. It has been hard to reach a decision on reappor- tionment after all these years. Now let it stand for ten years. eo? ____ E. W. Troop, dealer in general mer- chandise at Perrinton, renews his sub- scription to the Tradesman and says: “I do not wish to be without this good old paper so let it come along.” MICHIGAN TRADESMAN February 4, 1931 NINETY CENTS PER PINT. Florida Strawberries Reach New York in Twelve Hours. Flying from, Florida to New York City with a cargo of winter straw- berries is the latest accomplishment of aeronautic marketing. On Sunday, Dec. 21, 1930, there was loaded into a plane at Wauchula, capital of Hardee county, 432 pints of this dietetic delight to be delivered at its metropolitan destina- tion—a distance of 1130 miles—in less than twelve hours of flight. All of them were delivered and gas- tronomically dispatched at lunch on Monday, within twenty-four hours from picking. Mayor “Jimmie” Walker enjoyed a complimentary portion of them, as did a few others engaged in the enterprise, but the bulk of the ship- ment was bought and served by a high class restaurant. While in Wauchula, a few days ago, this writer met, at the office of the Florida Advocate, S. L. Shepard, broker and carlot receiver of fruits and vegetables, whose firm handled the shipment. He is very enthusiastic over the accomplishment — more from the physical sucecss of the undertaking and its possible future promise, we imagine, than any immediate profit enjoyed. The berries sold at almost 90c per pint, which anybody—even the seller— will admit is high for strawberries. But consider how high they went en route! The total marketing value was approximately $375, but in view of the altitude which they must have reached at times and the especial care that they received, it was probably not too high for a reasonable profit. However, the expense of a cooling system, such as rail shipments of fresh fruits require, was obviated by the natural condition of the atmosphere through which the plane sailed. The plane made stops for fuel at Jacksonville, Fla., Columbia, S. C.. Raleigh, N. C., and descended for night at Philadelphia, completing the trip to New York the next morning. In which column— whether profit or loss—this first shipment may im- mediately show is quite immaterial, as the advertising value of the accomplish- ment exceeded many times the costs or receipts involved. The press agencies carried the news everywhere and news- paper comment, which could not be bought for the purpose, was freely given. Probably most readers of these remarks have for a month been fa- miliar with the subject. Some four weeks after the shipment of strawber- ries by plane was made there was a strawberry festival held at Bowling Green, in the same county, with the purpose of further promoting construc- tive practice in the industry through definitely combined and intelligent ef- fort. Up to Jan. 21, according to the news- paper above mentioned, the Hardee county growers had shipped 382,581 pints of strawberries, for which they had received approximately $68,000 in cash, or about 35c per quart. This, of course, would not be a large volume, in season, for the market at Benton Harbor, Michigan, but is indicative, the writer thinks, of Florida’s possibilities, frequently unknown to visitors who follow: only the main traveled trails of tourist traffic. Florida is next to Louisiana in the amount of strawberries shipped by rail and there was a combined total of 18,732 carloads moved from loading to unloading points, in the whole country, during the latest calendar year—ac- cording to the completed information of the Bureau of Railway Economics, Florida is the earliest in its shipments while Montana is the latest. New York City was Florida’s best market taking 703 of the State’s total of 1,616 car- loads, while Chicago is Louisiana’s best market, consuming, or re-consigning, 548 of that State’s 2,163 carloads— more than 40 per cent. of the Louisiana shipments going to the second city. Arkansas, North Carolina, Missouri and Alabama follow closely in ship- ments—and in the order named—each having a total reaching into four fig- ures. In view of the great changes in man- ner and methods of distribution, par- ticularly through the rapidly develop- ing truck activities — still largely in front of the airplane—this does not completely tell the story. It is quite possible that Maryland, New Jersey, Pennsylvania and New York State, with producing sections close to the great metropolitan centers, supply more by truck than by rail to these markets. This may also be true of Michigan, Illinois, Indiana, Ohio and Wisconsin. But the price is, naturally, with the grower who, and the section which, produces and ships at the time when the market is bare, with the de- mand more largely exceeding the sup- ply. Price and profit, however, are two distinctly different things, as the latter is always the margin between the cost of production and marketing and the price received. This writer has explain- ed many times why Michigan fruit growers very frequently enjoy a better net profit than those whose products are subject to longer hauls and other items of expense, although selling at a higher price. Strawberry growing, in the sections which this writer has visited in Florida, follows a different practice than is common in the Northern states, with which he is more familiar. Here, as well as in the North, flat lands are preferred for convenience in cultivation and avoiding the wash from rains. Also the “row” system is followed, but with a considerable difference in row con- struction. All of the Florida fields thus far observed by us have what we ‘might describe—for lack of a better term—as a double row, or deep ditch, system. For it is just that. Land of sufficient width for two rows of straw- berry plants is thrown up with a ditch of twelve to sixteen inches, I should judge, between each double row and a depression of something like four inches between the rows at the top of the raised surface. The cultivation is intensive and fertilizing heavy. No veeds are to be seen in any bearing field and if “runners’ are encouraged they are not developed at this time of the season. Nor have we seen any animal hauled cultivators, only hoes and rakes being now in use and the cultivation requires a large amount of hand labor. The berries are of good size, but as marketed up to this time have not the color common to the Michigan product, nor the flavor to which Michigan palates are accustom- ed. We are not attempting to infer that one is better than the other, ex- cept as tastes are trained. In driving through the market gar- dening section we have found a con- siderable diversity of products in bear- ing, just out or just coming. Cabbage is in the greatest abundance, red pep- pers are already beyond their prime, lettuce, turnips, green onions and cel- ery are other crops which will not be home grown and ready for marketing in the fruit belt of Michigan for a period of several moons. In this connection it might be stated that Grand Rapids is credited by the auhority quoted with unloading ‘110 carloads of strawberries, thirty-nine from Kentucky, twenty-four from Louisiana, twenty-three from Arkan- sas, twelve from Missouri, six from Alabama, six from Tennessee. None from Florida and none from Michigan. Undoubtedly Grand Rapids receives strawberries from Florida, but not in carlots. And, most positively, the Fur- niture Capital receives them from Michigan. Indeed, to my knowledge, many of the city’s thrifty citizens raise their own. Co-operatives, or “Exchanges”, as they are generally called in Florida, play a very large part in marketing the State’s products. The idea has taken a strong hold on the growers of citrus fruits and strawberry growers and oth- er market gardeners are falling in line. Co-operative marketing is just being given the encouragement of the Federal Farm Board through the presence in the State of Charles E. Wilson, who is in charge of the Board’s work in be- half of the growers of deciduous fruits and vegetables. He was one of the speakers at the Michigan State Horii- cultural Society meeting in Grand Rapids during the first week in Decem- ber. As is the policy of the Farm Board, Mr. Wilson is advising all growers to dominate their industry through grower owned and controlled co-operatives. Mr. Wilson has repeat- edly expressed the hope of the Farm Board that every line of agricultural endeavor will be organized in this way. Theoretically, the plan seems to be well designed for grower betterment. Its weakness seems to be that the Board’s advise does not always take into account some uncertainties. No one can control the acts of nature in relation to the quantity of crops pro- duced of any particular sort, in any year or territory. The advice of the Board has universally been to lessen acreage to lower production to increase prices. No one can deny that this practice should have that effect, if it be generally desired for the greater Na- tional benefit. But who can tell just what part nature will take in the propo- sition? It might, perchance, by the stress of weather lessen production to the greater loss of the growers and the distress of the consumer. With single season crops, like wheat and cotton, which the Board has al- ready heavily financed, the problem is much easier than with orchards and groves planted with the probable pur- pose of devoting the land, more or less permanently, to the industry during the owner’s active life. The writer is not questioning anything economically fundamental about the proposal and agrees that with an over-abundant crop of citrus fruit, -such as exists in Florida this year, the “marketing problem presents difficulties for the best minds and methods to adequately solve. Most towns with “a good back coun- try,’ have “exchanges” with adequate buildings and equipment for handling the crops for the adjacent territory. Such building construction is a com- paratively easy and inexpensive propo- sition. Provision against cold has little consideration. A frame work of wood or steel, covered with corrugated iron is sufficient. In handling the citrus fruits for shipping to distant markets considerable more machinery is in use and much more handling is required than with any of the Michigan fruits, whether immediately shipped or stored. It might be remarked, in this connec- tion, that grapefruit and oranges re- main “stored” on the trees for a period not possible with our fruits. Most of the grapefruit, organges and tangarines are wrapped separately, in tissue paper, after being washed and graded for size and quality. Some of the handlers become very expert. Both men and women are employed in the work and those wrapping the fruit are paid by the number of boxes packed and in proportion to the grade size of the fruit. The most expert packer this writer has seen was a man who has a common average of 100 boxes per day of fruit, for which the pay is 7c per box. The work is light but speed like this is very strenuous. Harry M. Royal. Sebring, Florida. ——__¢2 > __ Sees Luxury Sales Neglected. That the luxury market is consider- ably larger at present than many ‘e- lieve or susPect is the contention ad- vanced ‘by a retail executive here. There is good evidence, he says, that a fairly substantial “fringe” of such buying is still being done. Moreover, he asserts, the present concentration by stores on items highly competitive in price opens up a broader opportun- ity for more intensive development of the possibilities of higher price goods. Such action requires courage to go against the trend, but he believes the profit and sales promotion possibili- ties were good. + Stores Seek Promotional Goods. ‘While advance ordering of many lines for Spring continues cautious, the larger retailers continue to welcome offerings of merchandise at prices en- abling current promotion. Surplus stocks continue notably small and there is no evidence that developments during the ‘Spring months will radical- ly change this situation. ——_>++__ Junior Frappe. Into a glass put two ounces of maple syrup and a large teaspoon of ice cream. ‘Shake well with shaved ice and fill with carbonated water, fine stream. Serve in a bell glass. . < = as a « ~ a al LA 4 ee a ~~ - | > » + <« o ¥ ° of February 4, 1931 MICHIGAN TRADESMAN « fae a ~“ ~~ You make your money at the end of the parade yy pay your money for an order of groceries. You don’t get se your money back till most of that order is sold. «4 LA - a The end of the parade—the last few packages in the case—repre- sent your profit. That’s something to remember when you're tempted to take on “long profit”— slow-moving goods. “Long profits” are losses till you get your money back. , That’s why it pays to sell General Foods products. They sell quick. You get your money back. You put it to work again. A simple fact—which every grocer knows, when he thinks of his own experience. ‘Ask the General Foods Salesman” : PPP PPP PPP hk dd Kd KKK X44 KK ee Principal products distributed by GENERAL FOODS SALES COMPANY, INC. POSTUM CEREAL WALTER BAKER'S CHOCOLATE INSTANT POSTUM MAXWELL HOUSE COFFEE AND TEA GRAPE-NUTS FRANKLIN BAKER’S COCONUT POST TOASTIES CERTO POST’S BRAN FLAKES HELLMANN’S MAYONNAISE WHOLE BRAN PRODUCTS DIAMOND CRYSTAL SALT CALUMET BAKING POWDER JELL-O LA FRANCE LOG CABIN SYRUP : SWANS DOWN CAKE FLOUR MINUTE TAPIOCA SATINA WALTER BAKER’S COCOA SANKA COFFEE The quality that has made each General Foods product famous is always the same, and the net weight, as specified on the package, is always the same no matter where or from whom the consumer buys it. © 1981, G. F. Corp. MOVEMENTS OF MERCHANTS. Fremont—John Derks-succeeds Mast & Derks in the grocery business’ Saginaw—Porter Drug, Inc., has changed its name to Davis Drugs, Inc. Grayling—Au Sable Furs, Inc., has increased its capital stock from $50,000 to $100,000. Amasa—The Cloverland Supply Co. has increased its capital stock from $20,000 to $100,000. Rockford — The Rockford State Bank has increased its:capital stock from $20,000 to $25,000. Marshall— The Francis Hardware _Co., 115 West Michigan avenue, has decreased its capital stock from $35,- 000 to $20,000. Chelsea—Burglars entered the de- - partment store of Vogel & Wurster Jan. 29 and carried away stock valued at about $1,000. Highland Park—The Highland Park Mineral Co., 249 Victor avenue, has changed its name to the Highland Park Ginger Ale Co. Lowel'—R. Boileau has sold his restaurant and lunch room to L. R. Hamilton, of Battle Creek, who will continue the business. Ludington—Roy Grotemat has en- gaged in business at 417 South James street under the style of the Radio & Electrical Appliance ‘Co. Grand Rapids—The Century Fuel & Materials Co., ‘Century avenue and Buckley street, has decreased its cap- ital stock from $60,000 to $45,000. Detroit—The Redford Wrecking & Lumber Co., 21348 Grand River avenue, has been incorporated with a capital stock of $3,000, all subscribed and paid in. Detroit—Market Variety Stores, Inc., 1986 East Grand boulevard, has been _ incorporated with a capital stock of $2,000, $500 being subscribed and paid in. Grand Rapids—Fenton, Davis & Boyle, G. R. National Bank Bldg., in- vestment bankers, have changed their name to the Midwest Securities Cor- poration. Detroit—O. Becker, Inc., 1452 Wood- ward avenue, has been incorporated to deal in men’s furnishings at retail with a capital stock of $5,000, all subscribed and $2,400 paid in. Detroit — Schneeman, Krussell & Cunningham, 22027 Grand _ River avenue, dealers in tires, batteries, ac- cessories, etc., has changed its name to the Bedford Sales Co. Pontiac—Sol’s, Inc., 44 South Sagi- naw street, has been incorporated to deal in men’s apparel at retail with a capital stock of $20,000, $8,000 being subscribed and paid in. Bay City—The Acme Smokeless Fuel Co., 212 Davidson building, has been incorporated with a capital stock of $350,000, $15,000 being subscribed and $1,500 paid in in cash. Lansing—The Croy Dairy Co., Inc., 720 East Shiawassee street, dairy prod- ucts, ice cream, etc., has been incor- porated with a capital stock of $10,000, $4,000 being subscribed and paid in. Highland Park—The Kling Novelty Co., dealer in hair combs, brushes and machines for vending them, has been incorporated with a capital stock of $10,000, $5,000 being subscribed and paid in. MICHIGAN TRADESMAN Detroit—Soloman’s Jewelry Co., 9675 Gratiot avenue, has been incorporated to deal in jewelry, musical instruments, etc., at wholesale and retail with a capital stock of $15,000, all subscribed and paid in. Cassopolis—Shirley Degroot, of the Grand Rapids. ‘Credit Men’s Associa- tion, has been elected trustee of the John B. Stemm estate and the stock has been sold to E. Lowitz, of Cassop- olis, for $3,650. Reed City—R. S. Elliott will open a grocery store in connection with the Elliott Sweet Shop, Feb. 7. A cup of coffee and an order of cookies will be given every adult visiting the store between 2 p. m. and 8 o'clock. ‘Cadillac — The Modern Sales & Service Co., auto accessories, tires, etc., has closed out its stock and retired from trade. Freeman Hamp and Ed- ward Burke, owners, will make con- nections with other local houses. Grand Rapids—The Valley City Bakery, 653 Stocking avenue, has merged its business into a stock com- pany under the same style with a cap- ital stock of 4,000 shares at $1 a share, $1,000 being subscribed and paid in. Cheboygan—The Citizens National Bank, organized with $50,000 capital stock and occupying the quarters of the closed institution is open for busi- ness; $787,000 as a first dividend to creditors of the old bank has been paid. Kaleva—John Sippola, who has been manager of the Union ‘Store for nine years and worked there as clerk for four years previous to that, has sev- ered his connection with the store. Einar Hagelberg will take over the management. Marquette—Rydholm Bros., grocers on North Third street, have sold their store building and stock to K. Rosberg & Co., of Ishpeming, who conduct stores in Baraga and Houghton coun- ties in addition to their establishment in Ishpeming. Lansing—The D. & C. Storage Co., Inc., 528 East Michigan avenue, has been incorporated to conduct a gen- eral warehousing and storage business, also to sell furniture at retail with a capital of $2,000, all subscribed and $1,000 paid in. Grand Rapids—The N. Brander Co., 330 Monroe avenue, N. W., has merged its paints, wall paper, etc., business into a stock company under the same style with a capital stock of $20,000 com- mon and $5,000 preferred, $15,000 being subscribed and paid in. Detroit—The Tischbein-Young Co., 14195 Gratiot avenue, has been incor- porated to deal in hardware, agricul- tural implements, etc., at wholesale and retail with a capital stock of 300 shares at $100 a share, $10,500 being sub- scribed, and paid in in cash. Detroit—Benton’s, Inc., 2440 Pin- gree street, has been incorporated to deal in women’s and children’s wear- ing apparel, costume jewelry, etc., with a capital stock of $60,000 preferred and 300 shares at $142.80 a share, $45,000 being subscribed and paid in. Howard City—Mrs. Ellen G. Mar- shall has sold her coal, wood, etc., business to N. F. Croff, of Morley, who will conduct the business as a branch to his Morley fuel business. Mrs. Marshall will continue to take fuel or- ders for the new management. Kalamazoo—P. B. Appledoorn, pres- ident of P. B. Appledoorn & Sons Co. and the V. & A. Bootery, announces its business will be concentrated at 117 North Burdick street as soon as the building can be remodeled, special de- partments installed in the basement, etc. Grand Rapids—The P. D. Mohrhardt Co., 251 Michigan street, N. E., estate of the late P. D. Mohrhardt, has been incorporated to deal in meats, gro- ceries, etc., with a capital stock of $100,000. preferred and 10,000 shares at $1 a share, $1,000 eing subscribed and paid in. Detroit—William A. Adam _ has merged his wholesale and retail plumb- ing and heating ‘business into a stock company under the style of the Wm. A. Adam Co., 2249 iGratiot avenue, with a capital stock of 2,500 shares at $10 a share, $25,000 being subscribed and paid in. Kalamazoo—Involuntary bankruptcy proceedings have been filed in the U. S. District Court at Grand Rapids against A. M. (Martin) Epstein, cloth- ing dealer, 132 Portage avenue, by Meyer Suit Case Mfg. Co., a Michigan firm, $40; ‘C. J. Farley & Co., Grand Rapids, $267; Charles Meyers & Co. Detroit— The Ewing-Patton Co., 688 Longfellow avenue, has been in- corporated to do a general brokerage, commission and export business with a capital stock of 30,000 shares of A stock at $5 a share, 100,000 shares of B stock at $1 a share and 130,000 shares of no par value, of which amount $121,000 has been ‘subscribed and $31,000 paid in. Eaton Rapids — Carleton Duguid, manager of Duguid’s Department store, announces that he will in the immediate future open up a factory for the manufacturing of ladies aprons. Machinery has been installed in the Minnie block and the firm will manu- facture aprons on an extensive scale. The aprons are being made for the re- tail trade. The factory will start this week. Charlotte—Floyd D. Waddell was born at Eaton Rapids, March 27, 1892, and passed away January 24, 1931. When he was seven his parents moved to Charlotte where he lived until his untimely death. For nearly twenty years he was employed in the Albert Murray shoe store where he established an enviable record of faithfulness in service. He was a member of the K. P. lodge and a man honored and re- spected by all who knew him. Lansing—In place of the usual clear- ance sale of a store-wide scope, the J. W. Knapp Co. department store featured during January a series of twenty-six separate events including all departments. One of the most cordially-received events staged was a blanket sale, including a $10,000 stock of varied merchandise. ‘Blankets were scattered throughout the store for the event, instead of being confined to the blanket department. It was explained in advertising that the store prepared for a severe winter, but that relatively moderate weather, to date, has left a big surplus stock of blankets. As a companion sale, 300 pairs of women’s February 4, 1931 galoshes, also slow moving on account ‘of weuther conditions, were offered at $1 a pair. All January advertising of the company stressed the fact that $1 buys the equivalent in merchandise of $1.25 at this time last year. Manufacturing Matters. Thompsonville—The Piqua Handle & Manufacturing Co., has increased its capital stock from $650,000 to $750,000. Detroit—The May Screw Products Co., 2157 Howard street, has increased its ‘capital stock from $10,000 to $40,- 000. Sparta—The Sparta Ice Cream Cor- poration has been organized with a capital stock of $30,000, $24,000 being subscribed and paid in. Detroit—The Michigan Outboard Motors Co., 1399 East Atwater street, has been incorporated with a capital stock of $10,000, $4,500 being subscrib- ed and paid in. Detroit—City Dairies, Inc., Dime Savings Bank Bldg., dairy products and ice cream, has been incorporated with a capital stock of $25,000, $1,000 being subscribed and paid in. Coldwater—The Pratt Manufactur- ing Co., which had been closed down for several months, resumed operations on Jan. 22, with a force of 100 men. The company makes sleds and lawn furniture. Detroit — The Standard Stained Shingle Co., 6500 Six Mile Road, East, has merged its business into a stock company under the same style with a capital stock of $50,000, all subscribed and paid in. Bay City—The Hunt Show Case Co., 26th and Garfield streets, has merged its business into a stock com- pany under the same style with a cap- ital stock of $50,000, $40,000 being sub- scribed and paid in in cash. Dollar Bay—Samuel Horner, manu- facturer of lumber and forest. products, has merged the business into a stock company under the style of the Horner Flooring 'Co., with a capital stock of $60,000, $45,000 being subscribed and paid in. = Niles—The Electro-Static Products Corporation, 1107 Sheffield avenue, has been incorporated to manufacture elec- trical devices and appliances with a capital stock of 300 shares at $100 a share, $23,000 being subscribed and $17,500 paid in. Adrian—Plans have been announced for the organization of the Adrian Ice Co. and the manufacture of artificial ice in the building formerly occupied by the Springbrook Brewery Co. H. L. Kiser, Adrian, and A. W. Kalb, of Port Clinton, Ohio, will be the prin- cipal stockholders of the new company. About $35,000 is to be spent to remod- el and alter the Adrian building. The new concern expects to begin the man- ufacture of artificial ice about March 15. Lake Odessa—Walter A. Reed, of the Lake Odessa Canning Co., was made vice-president of the National ‘Canner’s Association at the annual con- vention of that organization two weeks ago. Mr. Reed is in line for the presi- dency next year, as it has been policy to advance vice-presidents to heads of the Association the year following their election, ‘- + 4 ’ a ete ; ‘ ¥ X oe et ott te / See en x 4 4a hy (fa . a February 4, 1931 MICHIGAN TRADESMAN Essential Features of the Grocery Market. Sugar—Jobbers hold cane granulated at 5.35 and beet granulated at 5.15c. Tea—The first hands’ demand for tea during the week has been rather dis- appointing. In spite of this; however, the situation seems fairly firm. In fact, Japan teas have advanced about 3 cents during the last month on ac- count-of low spot stocks. Indias and Javas have eased off a trifle since the last reports Some holders say on ac- count of poor quality. Consumptive demand for tea is about unchanged. Coffee—Generally speaking, the mar- ket for Rio and Santos coffee, green and in a large way, shows no material change since the last report. If there is any change, it is in the form of a slight further decline. Prices of spot Rio and Santos remain just about where they were a week ago. Some authorities still predict further declines in Rio and Santos. They may occur, but the market is certainly getting pretty close to bottom. The trade are buying simply what they must have, not wishing to take any chances. Mild coffees remain as they were a week ago, with a fair demand. Canned Fruits—Advices from the Coast indicate that canned fruits are moving better. While prices are low, there is a more confident feeling among packers that the winter and spring months will se a decided increase in shippings instructions and that mer- chandising can be continued-on such a scale as to move stocks steadily into consuming channels. ‘Canned Vegetables—Distribution of tomatoes is said to be affected by the caution of independent retailers in re- placing their stocks and this caution has been reflected by many large wholesalers who have covered their requirements pretty liberally and now find the burden of carrying stocks fair- ly costly. Canned corn appears to be in better shape. Not only has_ the Golden Bantam situation in Maine showed improvement, but Western corn also is not as soft as it has been in the past, and bargain lots appear to be less frequently thrown on the market. The strength imparted to peas by announcement of the statistics showing that the stocks on hand in Wisconsin both of unsold and of sold but unshipped peas showed that the canners were in much better position than they themselves expected. Con- tinued movement of peas into con- sumption during the remaining months of winter and spring is looked for and the concern once felt over this item has abated to a large extent. Canned Fish—The market is dull and unchanged, Salt Fish—The demand for salt and cured fish has been good during the week, largely owing to the shortage in suplpy. Stocks are light and the sta- tistical position of these products is such that higher prices are more likely than not, especially when Lent begins. Beans and Peas—California limas have continued active and firm during the past week, with prices showing an advancing tendency. Blackeye peas are also higher. The balance of the list, including pea beans, red kidneys: and so forth, are dull and weak. Canned Milk—The new sized milk tin is on the market, the container . holding 14%4 ounces instead of 16 ounces. Companies selling advertised brands have still a quantity of 16- ounce sizes on their hands’ and are claiming the option to ship either the new 14% or the 16-ounce tins on orders until the latter are cleaned up. Cheese—In steady demand. Pricés about unchanged. Nuts—Little news featured the local nut market. Dealers had the same re- port to make on the shelled nut situa- tion. All kinds were none too plenti- ful, with walnuts particularly scarce. Offerings of replacement goods were very light, most of the stocks in the primary center having been cleaned up. The demand in local circles was for small lots only. Peanuts appeard firmer in the South. A routine demand was reported. ‘Spot quotations on shelled Virginia peanuts were repeated, al- though the tendency was upward. The Spanish advanced about %4c on the spot. No. 1 offered at 744@734c and No. 2 at 7@7%c. Sauerkraut—This market appeared in a better position than it has been in the recent past. Offerings of cheap Western cabbage have lessened and furthermore, it was heard from one di- rection that the large supplies were evidently not as large as at first esti- mated. Thus consumers were show- ing more interest. Syrup and Molasses—Stocks of su- gar syrup in the hands of the trade are low, therefore there has been a better enquiry during the week and prices are steady. Compound syrup has been selling quite well at the recent reductions. Molasses in fair demand, unchanged prices. Vinegar—No price changes marked vinegar. Since it was the in-between season, the demand was naturally only of a jobbing nature. An improvement is looked for in the near future. ——_———_» > Review of the Produce Market. Apples—Current quotations are as follows: Spies, A Grade ~_------ ee $2.50 Spies, Commercial ..._____-___-_ 1.50 Spies, Baking: = 92. 25. use es 2.50 Spies: Raney: (222320 3.50 Baldwins, A ‘Grade ____--------- 2.25 Baldwins, Commercial ~--------- 1.50 McIntosh, A Grade .._.______-- 2.50 McIntosh, Commercial ~-------- 1.50 Banana, A «Grade —---. 2-8 2.00 Banana, Commercial ~.--------_ 1.25 Delicious, A ‘Grade ~------------ 2.50 Delicious, Commercial __-------- 1.75 N. W. 'Greenings, A Grade --_--- 1.50 N. W. Greenings, Commercial -_-_ 1.00 R. I. Greenings, A Grade ------ 2.50 R. I. Greenings, Commercial ---- 1.50 Grimes Golden, A Grade ~------- 1.75 Grimes ‘Golden, Commercial __-. 1.25 Hubbardstons, A Grade ~------- 1.60 Hubbardstons, Commercial -__-- 1.25 Jonthans, A Grade .2-2...-._._. 2.50 Jonathans. C Grade =.-----.___- 1.50 Talman ‘Sweets, A Grade ----~_- 1.75 Talman Sweets, Commercial ~~ 1.25 Hendricks Sweets, A ‘Grade ~---- 1.50 Hendricks Sweets, Commercial__ 1.00- Pewaukee, A Grade ------------ 1.60 Pewaukee, Commercial _._-------- 1.25 Starks, A. Grade =.—......__.._. 1.60 Starks -C Grade 223.26 5220252: 1.25 Cooking Apples, all varieties ---_ 1.00 Bananas—5/2@6c per Ib. Beets—65c per bu.; new from Texas 80c per doz. bunches. Butter—The market is weak and has declined le as compared with a week ago. Jobbers hold 1 Ib. plain wrapped prints at 28c and 65 lb. tubs at 27c for extras and 26c for firsts. Cabbage—$1.75 per bu.; new from Texas, $3 per crate of 80 Ibs. Carrots—65c per bu.; new from Cali- fornia, 75c per doz. bunches. Cauliflower—$2.75 per crate of 12 to 16 home grown. Celery—Florida stock is $1.80 for 2 doz. box and $3.50 per crate. Cocoanuts—80c per doz. or $6 per - bag. Cranberries—Late Howes, $4 per 4 bbl. Cucumbers—No. 1 hot house, $2.50 per doz. Very scarce. Dried Beans—Michigan jobbers are quoting as follows: @ HF Pea Beans. $4.70 ight Red Kidney 2.22.2. 9.30 Dark Red Kidney <_..._--__-___ 9.80 Eggs—The market has fluctuated more or less from day to day, although price changes have been negligible. One day demand for fine fresh eggs is active and the receipts moderate. The next day demand will be small and the offerings will be more liberal. The week nets a decline of about 2c per dozen. Storage eggs are unchanged from a week ago. Jobbers pay l6c for strictly fresh. Storage operators offer their supplies this week on the follow- ing basis: XEX candied in cartons 2-2... 18c NON candied 2 17¢ Me candiad: {fest 14c @heeks 20 _~ 13c Grapefruit — Marsh Seedless from Texas is sold as follows: GA $4.25 Gi ee 4.00 BQ 3.75 SQ) a 3.50 Extra fancy sells as follows: a ee ee $3.50 A 3.25 AO 3.25 CQ ee 3.25 OG eee ee 3.25 Bulk, 3.25 per 100 Ibs. Choice is held as follows: Se $3.00 (i ee 3.00 AO 2s ee 3.00 SQ 3.00 OG eee Bee 3.00 Grapes—$4 for Calif. Emperors in 32 Ib. kegs. Green Onions—60c for Shalots. Lettuce—In good demand on the following basis: Imperial Valley, 4s, per crate ----$3.25 Imperial Valley, 5s, per crate _.-- 3.25 Hot house feaf, in 10 1b. baskets__ .65 Lemons—To-day’s quotations are as follows: a00 Sunkist 22028. oss oes $6.50 S00 Sunlast 20 6.50 S60 Red Ball 2 te 5.50 S00 ned iBall (220000. oo 5.50 Limes—$1.75 per ‘box. Oranges—Fancy Sunkist California Navels are now sold as follows: ° I es $5.00 Pi 450 Ge 4.25 5 MO 4.25 FG eae ee 4.50 PF ee arches OEY eee ae Mee 4.00 Floridas extra fancy are held as fol- lows: : 126 eee eee $3.50 PoQ 3.50 1760 0 ee A200 So 3.50 ZIG 2 3.50 252 oe F295 2OS 0 ee 3.25 Se ee 3.25 Florida fancy are held as follows: 126 2 $3.25 150 2 3.25 PG) oe 525 200 3.25 DUG. 2 oe 3.25 B92 See ee 3.00 26a) 2 ee ee 3.00 O24 2 ee 3.00 Bulk, $1.65 per bu. Onions—Spanish from Spain, $1.75 per crate; home grown yellow in 100 lb. sacks, $1. Parsley—50c per doz. bunches. Peppers—Green, 50c per doz. for California. Potatoes—Home grown, $1.10 per bu.; Wisconsin, $2.25 per 100 lb. sack; Idaho, $2.50 per 100 Ib. sack; 75c per 25 Ib. sack. Poultry—Wilson & Company pay as follows: Watly Spriigs 220 200 21c Eteavy fowls 2. 2.002 19¢c Eight fowls (oo 14c Docks G22 220 ee 14c Géese 22 12c Spinach—$1.25 per bu. Squash—Hubbard, $3.50 per 100 Ibs. Sweet Potatoes—Indiana, $2.90 per bu.; Tenn., $2.50 per bu. Both are kiln dried. Tangerines—$1.75 per %4 bu. basket; bulk, $1.65 per bu. Tomatoes—$1.50 for 6 lb. container, Southern grown. Turnips—$1.25 per bu. for new. Veal Calves—Wilson .& (Company pay as follows: Mathew he 13%e Good {2220000 ee 10c Medttun 22002 ee 8c POOr 22 a 8c — e+ ao Crossing Grapefruit With Tangerine Gives New Fruit. Los Angeles, Jan. 30—From advices received here from New South Wales, it is learned that a new fruit has been produced there that resembles an orange, flattened at each side like a tangerine, with a taste distinctly tan- gerine and a tang of the grapefruit. _It was produced by cross polleniza- tion of the tangerine and the grapefruit and it is estimated that it will take seven years to produce a crop sufficient to supply the market. —_>+~»—__ Six New Readers of the Tradesman. The following new subscribers have been received during the past week: Mrs. C. B. Herpolsheimer, Grand Rapids. _Clarence L. White, Stony Creek, Ne Y. Geo, W. Miller, Grand Rapids. Clarence A. Liken, Sebewaing. E. B. Miller & Co., ‘Chicago. Fulton Bakery, Grand Rapids. _——_—_-_- >>> If you have no confidence in. your- self, don’t expect anyone else to. MEN OF MARK. Sam R. Evans, the Well-Known Tea Salesman. Three important crises mark the life of the average man. The first of these comes when long trousers are donned, the second when he marries some woman who he is sure is far too good for him, and the third when he engages in business on his own account. The remainder of life con- .Stitutes the commonplace filling in between these important upheavals. These three are the decisive epochs dividing time into sections of “before I put on my first trousers, before I was married, befcre I engaged in busi- ness.” Man can not live from one epoch recording point to another with facul- ties dormant, animation suspended. He must do his part, those thousand and more every day duties which make the filling in between the partitions of life—the cradle, long trousers, the al- tar, engaging in and retiring from busi- Mr. and Mrs. Evans, taken on the farm on which she was born near Walton, N. Y. ness and the grave. The dimensions of life are established by the quality of the filling, and of the quality of this filling no one is able to speak with absolute certainty. There is left for the satisfaction of investigators the right or privilege of contrasting the visible accomplish- ments of one individual with those at- tained by others. Samuel R. Evans was born at Wal- ton, New York, April 24, 1869. His father was of Irish descent; his mother -was of English descent. He attended school at Walton, graduating from high school and subsequently taking a com- merical course at the business college at Binghamton. When he was twenty years old he removed to Grand Rapids and entered the employ of the Ball, Barnhart, Put- nam Co. The first year he was with the house he did inside work and fa- miliarized himself with the details of the wholesale grocery business. He then went on the road as successor to Charles McLain, covering the Pent- water branch of the Pere Marquette and the main line of the Pere Mar- MICHIGAN TRADESMAN quette to Benton Harbor and St. Joe, seeing his trade every two weeks. Eight years later he entered the em- ploy of the F. F. Jaques Tea Co., Chicago, covering Michigan territory for two years. He then engaged to cover Western Michigan for W. F. McLaughlin Co. of Chicago, with whom he remained eight years. Twenty-four years ago he signed up with the Renfro Bros. Co., of Chicago, remaining with that house until Dec. 15, of last year, when it was liquidated on account of the death of the prin- cipal owners and the illness of the other partners. On bidding good bye to his long time associates and return- ing to Grand Rapids, he found a cable- gram from the Native Growers of To- kio, offering him the line of teas his house had purchased from the Native Growers for many years. He cabled back he would accept the offer if he could make Grand Rapids his head- quarters, instead of Chicago. He re- ecived reply that his proposition was o. k. and that a carload of tea had al- ready gone forward to Grand Rapids. He then looked around for a location and decided to establish his headquar- ters at 414 North Front street. He has already reecived voluntary orders from highgrade retailers in North Dakota, South Dakota, Minnesota and Wiscon- sin, whom he called on in years past for the old house. He will carry a full line of Japan teas and expects to be able to retain the most of the trade in Michigan which looked to Renfro Bros. for their tea purchases. Mr. Evans was married June 2, 1886, to Miss Mattie Puffer, of Walton, New York. The marriage ceremony took place on the same day and at the same hour that President Grover Cleveland was married to Miss Frances Folsom. Three children have come to them as the result of their marriage; Edna, who is now Mrs Marshall, whose hus- band is consulting engineer for the Fisher Body Co., of Detroit; Fred, who is connected with the National Outdoor Bureau of Advertising, New York, and J. B., who is engaged in the banking business at Detroit. The family reside in their own home at 636 Paris avenue. They go to church Sundays, but have no particular church affiliation. Mr. Evans has never joined any fraternai association, the home cir- cle affording him all the association and satisfaction he requires. His hob- by is selling tea, which he understands thoroughly, having studied every branch of the business, including pro- duction, harvesting, preparation for market and service for the retailer. He attributes his success to keeping everlastingly at it. He is a prince of good nature and has never met with any reverses except a bad accident which occurred at Lupton on the D. & M. in 1921. He has never complete- ly recovered from this accident, but manages to make his regular calls on his trade without ever disappointing them. Personally, Sam Evans is a prince of a fellow in all the term implies. He has never been known to deceive a *customer or betray a friend. His word has always been good and his method of living has always been in keeping YOUR WORD IS LAW There probably have been many times in your life when you have de- ferred to the judgment of others and have been obliged to accept their say- so as to what you should do and how you should do it. But when you make your Will, it's just the reverse. Then whatever you say goes. You make your own deci- sions. Your lawyer puts your wishes into proper legal language, and if you name us as executor and trustee under your Will you can be doubly sure that your word will be law. Send for our booklet, "What You Should Know About Wills and the Con- servation of Estates.’? It explains how you can pro- tect and safeguard your estate through your Will. The MICHIGAN TRUST Co. Grand Rapids THE FIRST TRUST COMPANY IN MICHIGAN February 4, 1931 February 4, 1931 MICHIGAN TRADESMAN with the best traditions of the traveling fraternity. His loyalty to his wife and his home is a matter of common knowledge. Paul Findlay’s Suggestion Heartily Commended. Indianapolis, Jan. 31—-Permit me to thank you for your letter of Jan. 26, with which you en- closed a sheet from the Jan. 28 issue of the Michigan Tradesman, which carries copies of an inter- change of correspondence be- tween yourself and Mr. Paul Find- lay, in which he suggests to the Government that the services of - world war veterans be used ex- clusively for the souvenirs which are sold in Yosemite Park. I have very carefully read this correspondence and agree with Mr. Findlay that his suggestion is sound and ought to result, if car- ried out, in employment of many world war veterans unable to fol- low a regular vocation. I appreciate, as do the members of the Legion, the fact that Mr. Findlay has confidence in the power of the Legion to carry through an idea when it is once adopted as a principle by the or- ganization. I have gone into the files, but I find nothing on this subject in our records. In the lack of a defi- nite expression on this matter, the best procedure would be for Mr. Findlay’s subject to be brought to the attention of a local post of the American Legion, which ought to adopt such a resolution if the members approve, and then the matter should be forwarded to the State Department of the American Legion for action at its State Legion convention. If the matter is there favorably passed upon, it will automatically come to the National convention to re- ceive consideration. When the matter, as carried through reg- ular channels, is favorably acted upon by the National convention, such a proposition would receive the unqualifying endorsement and actual support of the National organization of the American Legion. The one other avenue of en- dorsement of the proposal by Mr. Findlay is to have the matter presented to the next meeting of our National Executive Commit- tee, which will be in Indianapolis in May. For your information, the Committeeman from the State of Michigan is: Mr. Ray Conlon, 1301 Plainfield Avenue, N. E., Grand Rapids, Michigan. I appreciate your letter, and trust that the above information will be helpful to you. Ralph T. O'Neil, National Commander American Legion. ee And now the chain cigar stores are putting in lunch counters, competing with the drug stores. It is now pos- sible to get: something to eat almost anywhere except home. Items From the Cloverland of Michi- gan. Sault Ste. Marie, Feb. 3—The Cham- ber of Commerce annual meeting, held at the Hotel O’Jibway last Friday night, was attended by 250 members and guests. B. V. Moore, of Minne- apolis, economist and banker, was the principal speaker. In his remarks he urged using up the surplus as sound business methods. Industry, purged of jazz ideas, must obey the rules of the game. In the fact that the tenth barrel still rules the price in a nine _barrel market lies the explanation of ills and the hope for the future. He said “Give me but thirty per cent. of the confidence of early 1929 and good bye depression.” While Mr. Moore gave us cold facts, he failed to give any remedy for the cure and left the members without much hope for the future, so that it looks as if it was up to each one of us as individuals to work out the future and get back into the good times of better days. F. H. Quinn moved back into the Cloverland cafe at Engadine last week after several weeks devoted to repairs and redecorating. He is again pre- pared to serve the public in that build- ing until the new hotel is completed. Joe Napoleon, the well-known gro- cer, near the high school, was knocked down by an automobile last week. He was taken to the War Memorial hos- pital with a broken left leg, where he will remain for the next several weeks. The Canadian ‘Soo is rejoicing at the announcement of the opening of another blast furnace about Feb. 10. This announcement is believed to herald the opening of the new rail mill of the corporation about the middle of February. Two blast furnaces will be in operation after Feb. 10, the first time since July. Beauty is still “only skin deep,” but the girls try to put it still deeper with a layer or two of paint. Frank Brock is opening his new grocery store on 223 Magazine street. He will also carry along with the gro- ceries a line of baked goods. 'S. D. Newton, formerly one of the firm of the Booth-Newton Produce Co., but now editor of the Develop- ment Co., at Marquette, supplied the pulpit in the M. E. church here ‘Sun-~ day evening, talking on the New Awakening, a book of which he is the author. It was one of the most inter- esting addresses of the winter. There was a large attendance and his many friends here showed their appreciation at the close by a visit and congratula- tions. H. C. Saunderson, formerly manager of the National Grocer Co. branch store at Escanaba, is in the City to es- tablish his residence and take up his work as sales manager of the Sault Wholesale Grocer Co., of which he is the Vice-President and Secretary. The family will occupy the residence of the late Capt. Cornwell. The many friends of Thomas Roth- well, the well-known grocer, at Ster- lingville, will be pleased to know he is recovering from his long illness and is able to be up again. It would be great to do business with pleasant, easy-going customers if they would pay their bills. William G. Tapert. —_-+>___ Amoskeag Opens 1931 Flannels. Plain and fancy lines of flannels opened to the cutting-up trade by Amoskeag Manufacturing Co., at re- ductions from last season’s opening prices of 2 to 2% cents. The Teazel- down thirty-six inch flannels, plain and fancy, showed downward revisions of 2 cents. Pamela thirty-six inch plain cloth was also reduced 2 cents and Pamela fancies were cut 2% cents. The company is introducing’ a new line called Willownet, a fabric to imitate the all-wool imported flannels, QUAKER COFFEE Now Vacuum Packed insuring Quaker Coffee to be Always Fresh. A beautiful can and with a quality that will please the discriminat- ing house wife. Ask our Salesmen about our special introduc- tory deal. LEE & CADY ta ARE gg rye > eae ee aR RE RE TE NC ee TREE OTE CONSERVING. CONSERVATION. The first general report of the Senate Special Committee on Wild Life Re- sources, made public last week, offers the best summing up of facts concern- ing America’s native wild life and con- servation program yet made. Its rec- ommendations for action are the clear, logical conclusions to be expected of any conservation committee headed by Senator Hawes. America to-day has invested, Nation- ally, about $61,000,000 in National parks, fish hatcheries and game sanc- tuaries. The states have bird and game sanctuaries worth about $300,000,000. The total public investment in means of preserving wild life thus amounts to about $361,000,000. To care for this investment, to keep it in condition and to develop it, the total state and National appropriations are only about $13,000,000 annually, ac- cording to the committee’s estimates. In other words, less than 4 per ecnt. of the actual investment is expected to take care of this tremendous natural resource. Beyond that it must take care of itself, These publicly owned playgrounds and wild-life sanctuaries are patroniz- ed, the committee estimates, by nearly 60,000,000 persons each year, more than 13,000,000 who hunt or fish and more than 45,000,000 who go to the National and state parks or wilderness areas for vacation trips or occasional pleasure jaunts. During 1929 those who hunted or fished spent more than $90,000,000 for firearms, ammunition and fishing takcle. Outdoor accessories used by the 60,000,000 patrons of the wild places that year cost around $650,000,000. The original $300,000,000 investment, then, in one year was directly respon- sible for business totaling more than two and a half times the amount of the investment. Yet it received less than one twenty-fifth of that total cost for upkeep; less than one-fiftieth of the money spent in enjoying the invest- ment was turned back to maintain the $300,000,000 playgrounds. This is the situation as the commit- tee finds it, a situation which any busi- mess man would consider criminal, Evidently American conservation is going nowhere; in a National sense it is at a standstill. The heartening fact about it is the deep sense of conserva- tion that does exist in Americans. Con- servation groups are active in every state. Sportsmen and nature lovers are working for something tangible. And here is the solution of the problem as the commission finds it. There must be a unification of conservation work, state, National and individual. DISCUSSING PROBLEMS. Whether there is a record attendance or not at the sessions of the National Retail Dry Goods Association which is in session in New York this week, it is certain that the problems faced by the stores will compel more than the usual interest in the discussions. In fact, the retailers cannot recall a time since 1921 when there were so many pressing questions, although, of course, __ the present depression has not caused MICHIGAN TRADESMAN such severe conditions in distribution as on that former occasion, For one thing, the stores were not burdened with the stocks which they had to liquidate in 1920-21. They were in reasonably good shape regarding in- ventories when the present crisis arose. At the same time, the drop in prices has not been so drastic as it was ten years ago. Nevertheless, the price decline has been serious enough to prove quite disturbing. At first, due largely, no doubt, to the false optimism generated in official quarters, there was the ten- dency to ignore these price reductions in the merchandise markets and to favor a policy of giving more value for the same price. This decision was changed later and all progressive stores have adopted the plan of basing prices on replacement costs. The shrinkage in dollar volume and the handling of more transactions at lower prices have cut into profits which were already shrinking almost to the vanishing point in so many cases. The stores permitted their ex- penses to flow on during the period of easy times and are now sharply up against .the problem of having to re- trench in trying times. Each executive attending the retail convention will come to his own con- clusions regarding the methods best calculated to meet this problem. No one questions but what expenses must be reduced. On the other hand, it seems worth while also to consider what additional expenditures might be made to increase efficienyc. There is plenty of waste to be eliminated, all agree, and a budget to go after this waste might prove a better plan than haphazard economy. BONUS QUESTION ARGUED. Outside of the disturbance caused by the proposal to pay off the veterans’ bonus and the clash on methods of relieving drought distress, the week in business offers very little in the way of fresh development. The business index has moved up only by the smallest fraction, and weakness in wholesale commodity prices was once more in evidence. On the bonus question the ideas en- tertained in the ranks of business are somewhat in contrast to those em- phasized by eminent banking authori- ties. While the more conservative busi- ness elements agree that in its final results the payment of a huge sum to the veterans would probably react unfavorably, there are also not a few who feel that the diversion of these funds to consumption channels might be the very thing needed to speed recovery. It is argued that too much capital was put into production during the inflation era so that overproduction re- sulted, because earning power of the masses has not been sufficient to ab- sorb mass output. The argument is similar to the one presented to support the case against wage reduction. The spurt in purchasing which would im- mediately follow payment of the bonus should recoup any temporary losses suffered at first, it is pointed out. _ The further decline in commodity prices during the past week, after a point of relative stability was thought to have been reached, was brought about by renewed weakness in farm products, textiles and copper. The An- nalist index dropped to 113.6,°a new low since December, 1915, The fractional gain in the weekly business index was contributed by ad- vances in steel mill activity and cotton cloth production. The other compo- nents were almost unchanged, except electric power output, which receded fractionally. GOLD. Down in Australia, in the bleak Western section, a group of miners have unearthed a_ ninety four-pound nugget, and a rush reminiscent of Aus- tralia’s most feverish pioneering gold runs is reported to be under way. Every sort of conveyance is said to be in use, from the primitive cart to the modern automobile. Meanwhile in South Africa the pros- pectors have been uncovering entirely new reefs of the precious metal. Nearer home, Cuba has a gold rush, probably the most picturesque in his- tory, for it is taking place in the moun- tains of a tropical country. The United States has its own gold rush in Northern Nevada, its tent city and its Forty-niner atmosphere. Ca.1ada has a mild rush, crippled by severe weather, in the Northwest. South America is continually bursting out in a rash of Andean gold strikes or false strikes. In a word, those who probe the earth for precious yellow metal are going out and finding what they expect to be great wealth. Coming just now, when economists talk about a gold shortage in many parts of the earth, these gold strikes have a superficial appearance of being the answer to a distressed world’s prayer. But to those who know the breed called prospectors, the strikes are nothing of the sort. Such discoveries are going on all the time and most of them turn out unfor- tunately. Just now they are getting into the news more frequently. The real cause for the going out of pros- pectors into far places in search of wealth is neither world depression nor gold scarcity; it is the old, old hope that some day they will find a “bonan- za.”’ It is that rainbow which has lured men often to a lonely pauper’s grave, but also, occasionally, to dazzling riches. COLOR FOR MEN. According to its annual custom, the National Association of Merchant Tai- lors of America has decreed that there is to be more color in men’s clothing. Midnight blue is to be introduced as the proper hue for evening dress, sport clothes are to be enlivened, with the most startling innovation of scarlet dress coat for hunt dinners, and a special host’s suit has been devised for informal entertainments. This lat- ter garment will be in a variety of colors with a lively sash, its purpose _being to distinguish the host both from waiters and from his guests. We admire the valiant attitude of the tailoring profession in its efforts to -a losing cause. February 4, 1931 bring a note of color into male attire and especially into evening dress. But somehow they seem largely unavailing. Everywhere else color is enlivening modern life. It has crept into kitchens, cellars and bathrooms. Every new ap- pliance can be purchased in the desired shade. Yet, on the whole, man remains quiet and colorless in his everyday ap- pearance and black and white still char- acterize his gala evening attire. Dress reform for men seems to be Slight changes there may be from year to year, but -our clothes are virtually standardized. The tailors’ decrees fall on deaf ears as most men continue to order “another suit just like this one but a little fuller at the waist.” DRY GOODS CONDITIONS. Some improvement in retail trade was registered during the week, but the margin of gain was not marked and the month closed with sales volume even a little lower than it was feared would be the case. The chief activity of the week centered on apparel and accessories, although some lines of home furnishings were also in fair de- mand where there was the element of novelty or particularly low price. The response to price appeal, however, is reported slower. New merchandise is attracting better attention. January results for the stores have probably fallen well behind a year ago. In this area the reduction is likely to range between 8 and 10 per cent. For the country as a whole the decrease should be larger. The largest mail- order-chain system reported a drop in sales of 10 per cent. for the first month of its thirteen period calendar. Although profits have _ suffered through these losses in volume, it is :proper to repeat that the reduction in prices has more than offset the drop in dollar sales. Since the average de- crease in prices for the year probably ranges between 20 and 25 per cent. in the case of the larger stores, the con- clusion must be drawn that actual transactions are ahead of a year ago. More goods are being sold by such stores at lower prices. STORES CAN SPUR RECOVERY. Retailers hold the key to better busi- ness. If retail merchants throughout the country wuold forget what they paid for merchandise now on hand, would reprice it to the public on the basis of a fair profit on the replace- ment cost of the same merchandise in to-day’s market, and then would get back of the new prices with an ag- gressive advertising and selling cam- paign, they would furnish an impetus to returning prosperity which would immediately be felt -all over the coun- try. Some of the trouble with general business is found in the fact that man- ufacturers are faced with a lack of orders for the future. Merchants who refuse to liquidate present stocks of merchandise by failing to look the price situation squarely in the face are in no position to place orders for new mer- chandise. Humor is said to be at its best in the colleges. Often the joke is on dad. « ~ erat ac Qe , February 4, 1931 MICHIGAN TRADESMAN OUT AROUND. ———ee Things Seen and Heard on a Week End Trip. In many respects I regard Will Rgers as one of our most remarkable men. As ‘a direct descendant of the Cherokee Indians he never had the ad- vantage of a college education, but as a graduate of the university of hard knocks, he has acquired a vocabulary which is exceedingly expressive, al- though it is not very grammatical and sometimes not very logical. I doubt if there is another man in the country who could have raised $82,000 for the Red Cross, as he did in Texas last week. Of this. amount, $18,000 was the proceeds of a single entertainment he gave in Fort Worth. Notwithstand- ing his drollness and uncouthness, he is the friend of men of high degree in all parts of the world. His friendship with the Prince of Wales is a matter of common knowledge. His acquaint- ance with statesmen, politicians and men in all the walks of life is probably greater than any other living man. ‘So far as I know he never made but one enemy—the equerry of the Prince of Wales—whce received what he deserv- ed, both at the hands of Will Rogers and his exalted master. About twenty-five years ago Rogers spent a couple of months in Grand Rapids as one of the features of a small circus which undertook to func- tion at Rafhona. The season was so cold, wet and rainy that the under- taking collapsed. Rogers did his rope act and was assisted by a trick horse he had carefully trained—a little calico mare which was greatly admired be- cause of her intelligence and peculiar appearance. In order to get out of town he had to sell his much-prized mare. There is a tradition that sev- eral men came to the rescue,. bought the animal from the purchaser, crated her carefully and shipped her by ex- press, prepaid, to Rogers’ ranch in Oklahoma; that the ‘first knowledge he had of the transaction was when he saw her browsing in a meadow where he was nearly overcome by her mani- festations of joy over their reunion. I think all of the men who took part in this act of kindness have passed away, but I have always enjoyed ‘accepting the incident as true and hope I am not mistaken. One thing which confirms this opinion is the hearty manner in which Rogers always refers to Grand Rapids people whenever the opportun- ity presents itself. He has been in this city many times since the days of the little circus which ended in dis- aster. Two years ago he addressed the annual banquet the furniture manu- facturers gave their visiting buyers, on which occasion he was presented with a beautiful upholstered chair. Look- ing at the present with every indica- tion of appreciation, he remarked: “Isn’t it a dandy? Stuffin’ enough in it to feed a hoss!” An hour previous- ly, when introduced to the audience by Governor ‘Green, he remarked: “I met your Governor two weeks ago in Washington. He is such a little fel- low I kinda looked out for him for fear someone would step on him. Now I meet him in Michigan and am intro- duced to you by the same little runt.” I recall very distinctly the remark- able work both Rogers and Harry Lauder did in behalf of the Red Cross during the kaiser’s war. Rogers, of course, gave up his entire time to the cause of raising money. Lauder never missed an engagement, but made a personal contribution to every fund he was asked to raise and threw himself into the work with great energy and effectiveneess, securing contributions from men who would probably not have done their full duty but for the irresistible persuasion of the canny Scotchman. John I. Gibson, of Battle ‘Creek, who was in charge of the drive at Salt Lake City, delighted me many times by relating how, when a high grade sheep was presented to the com- mittee, Harry Lauder auctioned him off time and again. The moment he was knocked off to the highest bidder, Lauder immediately announced that the animal had ‘been generously turned back to the committee to be resold and started bids on the sheep before the buyer realized the situation. The big men of America apparently all believe that we have better times just ahead. James Farrell, President of the United States Steel ‘Corporation, says: “The peak of the depression passed thirty days ago.” Owen D. Young, Chairman of the General Elec- tric Co. and Radio Corporation of America, says: “The dead center has been reached.” George F. Baker, head of our biggest bank, says: “There is some indication of improvement. along sound lines.” The United States Cham- ber of Commerce says: “There is an increase in business activity and an im- provement in the employment situa- tion.” I do not think a day ever passes that some merchant does not call on me for information regarding the standing of collection agencies which are soliciting the opportunity to collect past due ac- counts, usually on a 50-50 basis. In ninety-eight cases out of 100 I have to inform my callers that most of the agencies now in the field are essen- tially fraudulent and that it is not safe to entrust them with collections under any circumstances. Last week a mer- chant called who resides in an interior town in Allegan county, remote from railroad or Federal roads. When I told him the literature he showed me was from a concern which never answered letters of enquiry from their patrons, he said: “What are we to do then? We have several hundred dollars on our books as the result of trusting farmers who have transferred their patronage to other stores because they owe us long past due accounts and are ashamed to come near us. Their trade belongs to us because we are nearer to them than any other store. By taking the stand they do they are depriving us of busi- ness which legitimately belongs to us, as well as inconveniencing themselves.” “Your problem is easily solved,” I replied. “You will have much time at your disposal during the next two months. Call on every delinquent per- sonally, obtain a settlement of each ac- count by cash or note and then say to each person you call on, ‘Now that we have adjusted our matters in a manner satisfactory to both parties, we want your patronage. We have shown our good will by not crowding you in the payment of your obligations to us. Now show us that you appreciate our atti- tude toward you by coming back to us and dealing with us on a cash basis. There is no reason why you should not do this. We have a larger and more comprehensive stock than any other merchant in this locality and I know we can please you, so far as goods and prices are concerned.’ ” If every merchant who is similarly situated will pursue the course I have above described I know he wi!! be more than satisfied with the result. The notes should be made payable at a nearby bank. The chances are that less than half the notes will be paid at maturity, but those not honored should be renewed promptly, so as to still keep the customer in a good mood toward the store and in an amiable frame of mind toward the merchant, so that he will have no possible excuse to again transfer his trade to another store. Placing accounts in the hands of a co.lection agency is pretty apt to alien- ate a customer from the merchant per- manently, because the nasty threats uttered by the agency very naturally put the debtor in avery unhappy frame of mind and antagonize him unnecessarily. This feeling is fre- quently shared by the merchant, be- cause he has reason to believe that his former patron has not dealt fairly with him, but in approaching the debtor on a collecting trip he should refrain from accusations which are likely to pro- voke controversy and possibly result in defeating the object sought. The debtor wil naturally expect harsh words from the merchant. If harsh- ness is avoided, the debtor will be so taken by surprise that he will be much easier handled. In a joint debate at All Souls church (Grand Rapids) Sunday evening, Rabbi Waterman said: “I do not ad- vocate the return of the saloon, but bad as the saloon is, I am thoroughly convinced it is far better than prohibi- tion.” Although I have never had the pleas- ure of meeting the Rabbi, I have rea- son to regard him very highly hecause of his candor, fairness and vision, but he certainly could not make such a statement if he was at ai] familiar with the brewery owned saloon, which really precipitated the enactment of the Volstead law. The brewery owned saloon was so constructed as to com- bine assignation house and saloon un- der one roof. It involved every year the debauchery and ruination of hun- dreds of young girls in this and every other city where it was maintained by the brewers. I do not like the way the Volstead act has worked out, but I would rather see ten Volstead laws in existence than to see this country ever return to the era of the brewery owned saloon, Readers of this department last week will recall that I called attention to the indifference municipal officers in Florida exhibit in explaining and giv- ing out any information concerning the bond isswes which have been per- mitted to default in so many Florida localities. I recently wrote H. Y. Potts, who spends his winters in Sebring, to explain why Florida people appear so delighted to greet tourists, but utterly ignore the importunities of investors who have apparently -lost millions of dollars by trusting to the integrity and good faith of the Florida people. ‘His reply is very characteristic of him, as follows: Sebring, Florida, Jan. 30—Will say that writing about Florida at present is rather a difficult proposition for me. It is true that we have the finest winter climate in the world, good roads, fine fruits and vegetables and good - Society everywhere. But everybody in the United States knows that already. There are also very serious questions pertaining to propertv and _ credits when it comes to local bonded indebt- edness and taxes. taxes, owners are in a h--l of a fix. And it looks as though it might be worse in the near future unless there is an- other boom. Thev simply can’t pay. The kickers are. organizing and going to the Supreme Court, not only here but in many other towns, and at the same time are advising property own- ers not to pay their real estate taxes until they get ‘final decisions. There are great opportunities to buy homes for those who are able to live in them. Eightv per cent. discount even, but few ‘buyers at that. It is awful. One loca‘ity turned down an offer of $15,- 000 bonds for five thousand taxes re- cently. They are accepting bonds for taxes under certain conditions. You might dicker with your bonds with taxpayers. Recreation, like many other good old word, has, under modern usage, fallen from its high estate. Its sonor- ous succession of syllables is often most unjustly belittled into the mean- ing of—pastime. But the melody of its resonance may demand for it the high- er dignity of its fuller and loftier sig- nificance, as that refreshment to faculty and feeling which revives, renews, and re-animates. It is under this better sense that reading may be esteemed as a recreation, and considered as one of the strongest, as well as one of the most convenient, aids to the restoration of exhausted energy, and the rehabili- aion of overworn faculties. As sleep with soothing helpfulness unconsciously knits up the rave'led sleeve of care, so does rest and refresh- ment, physical and mental, come with that genial relaxation in which the habitual reader can at once fling his body into his easy chair, and_ his thoughts into his book, and float away from surrounding sorrows, enfranchis- ed for the time from the oppression of those petty evils of life that wear the mind, rack the nerves, and wreck the temper. From such an interval of re- freshment the intellect returns as from a visit to a distant land. Relieved and re-animated, it re-examines its individ- ual surroundings with a clearer insight —the weariness of monotony is broken, habitual occupations assume a different aspect, and the clouds that inevitably gather around the path brighten under the more genial light. Easiest of access, reading is of all pleasures the least expensive, both in time and money. Other amusements But on real estate | = = es Sines 10 MICHIGAN TRADESMAN February 4, 1931 must be sought abroad, at a consider- able expenditure of physical exertion and pecuniary outlay; but the benefi- cent bookshelf, close to the family hearth-stone, offers freely its rich bounty, begging only acceptance for its abounding treasures, and presenting, with a generosity as lavish as it is varied, food for every fancy and balm for every wound. The supreme excellence of this bounty rests, indeed, in its universal adaptability. The blessing of reading is as free as the light to our eyes and the breath to our nostrils; it is a boon waiting ready, suited to every grade of intelligence. Like the fabled well from which each at will may draw the draft he needs, so it proffers solace and re- freshment to every variety of taste, and every degree of capacity. With equal intensity of pleasure the ‘baby girl may hug her fairy story, the boy hang over his Robinson Crusoe; while the boundless diversities of fiction can realize the dreams of every imagina- tion, and satisfy the needs of every in- tellect. The weariness of the labor- ious, and the ennui of the unemployed, alike finds the needed refreshment, and the student seeks his relaxation, per- haps, from the very same volume which acts as a stimulant to the idler. The pursuit of happiness ranks among the inalienable rights of human- ity, and it behooves every individual to prudently consider the path by which he attempts to reach the wished- for goal. As a staff by the way, as a solace for sorrow, as a rest under fatigue, as a stimulant under depres- sion, no aid is so direct and efficient as the habit of reading, and it might be wisely cultivated if for no higher service. ‘But amply in every way will it repay its culture as, from step to step, it leads the mind upward and on- ward with steadily increasing breadth of vision, and ever growing capacity for enjoyment. The world of art, of science, of imagination, is opened to the reader. By his own endeavor the liberates himself from the benumbing restrictions of his class or profession, and becomes a free denizen of con- junction with that native modesty of intellect which gratefully accepts the good presented. Natural instinct or- dinarily directs the course to be pur- sued, with the same certainty as it sends the bee from flower to flower for its treasures of sweetness. Science, history, travel, poetry, romance, have each their devotees; and, when earnest- ly and wisely followed, every range of reading seems to serve almost equally well, both as a recreation and as a training for the mind. The result does not depend so much upon what is read as upon how it is read. A sermon can be perused with an indolent inefficien- cy destructive to all intellectual train- ing, while a novel may be studied to solid edification. The real blessing of the habit is only absolutely withheld from those who habitually despise its bounty, and contemptuously refuse to accept its benefits. Regarded as a mere pastime, reading frequently becomes directly injurious. Many otherwise sensible people will freely confess that they use literature merely as an anodyne, and that the pages skimmed only as the employ- ment for a vacant moment are forgot- ten as soon as read. They utterly re fuse to recognize the fact that casual reading has a powerful effect upon the mind, and they reap the consequences in a mental dyspepsia, with its far- reaching results in a weakened mem- ory, a blunted perception, and a de- teriorated taste. A habit of reading is too generally regarded rather as a scholastic acquire- ment restricted to the learned as the result of study and research, rather than in its best and widest office as a universal benefaction. Time lavished upon accomp!tishments, which at most produce a doubtful return in pleasure, might judiciously be devoted ‘to the cultivation of reading as a resource in solitude, an employment in convales- cence, or a support in old age. Time thus invested will return golden divi- dends in the varied forms of rest under fatigue, and support in affliction, serv- ing as an unfailing fund of comfort adapted to every grief, and ready for every emergency. As a medicine for a mind diseased, a volume carelessly opened merely in want of thought may prove a fountain flowing with a healing power, that, ex- celling the most vaunted panacea, acts at once as tonic, alterative, and opiate. To vary the figure to a pleasanter and truer form, let not the habit of read- ing be regarded but as the dry crust mumbled by dismal devotees, but as the cheap and pleasant condiment bountifully prepared as a relish to our daily bread. E. A. Stowe. —_++ + __ Eleven Arguments Against Fixing. Eleven reasons why the National As- sociation of Retail Clothiers and Fur- nishers is opposed to price-fixing in general and the Capper-Kelly bill in particular have been summed up by Allen Sinsheimer, executive director of the N. A. R. C. as follows: 1. It would mean the beginning of the amending of the Sherman act. 2. It would take away the owner- Price- ship and control of the retailer’s mer- chandise by the retailer. 3. It would mean further jurisdic- tion of business by the Government. 4. It would prevent necessary pricé reductions except at the whim of the manufacturer. 5. It would enable the manufactur- er to allow one merchant to reduce his merchandise and not another. 6. It would force the retailer to carry unprofitable items brought into public demand through national ad- vertising.” 7. It would prevent the retailer from clearing out stock at a lower price when he knows its value will de- cline as time goes on. 8. It would keep retail prices twp when commodity prices decline, 9. It would destroy public good will created by the merchant. He would be blamed for high prices. 10. It would bring about trade vio- lations which might or might not be judged legal. 11. It would introduce class legisla- tion of a type that would eventually prove most dangerous. ANNOUNCING CHANGE OF CORPORATE NAME FENTON, DAVIS & BOYLE Investment Bankers Chicago - Grand Rapids - Detroit Will Be Changed To MID-WEST SECURITIES CORPORATION Effective February First Nineteen Thirty-One As heretofore, the policy will be continued of originating, underwriting and distributing Investment Securities MID-WEST SECURITIES CORPORATION Grand Rapids National Bank Bldg., Grand Rapids, Mich. Buhl Bldg., Detroit, Mich. te » nts ————— ‘ ae Sl ae EET ————— ‘ ft February 4, 1931 MICHIGAN TRADESMAN 11 TAXATION OF CHAIN STORES. Purpose of Levies and Methods of Imposition. Chain stores are coming into politi- cal prominence more every day. The proponents of the chain store look up- on it as a public asset, making the consumer’s dollar stretch further and enabling him to purchase articles of a broader variety; ‘benefits which result from the: economies of intelligent buy- ing, rapid turnover of minimum stocks, and the elimination of unnecessary service. Those who are definitely aligned against the chains, declare that the system is a detriment to the best in- terests of the public; that old, substan- tial, independent merchants are being driven out of business; that the chain fights the independents by price-cut- ting and unfair competition; that they bear too small a share of community Perhaps the chief source Of opposition to chains lies in the feeling that they take money out of the villages and small cities, thereby concentrating wealth in the hands of a few when it should be kept fluid. The issue is alive, politically and economically. The competition be- tween chain stores and independent stores has become so severe that chain store opponents insist that some meth- od be devised to forestall what they regard as unfair competition. Legis- lation has been passed to curb the in- vasion of the field in which the local merchant once reigned unchallenged, and among other measures many state legislatures have tried to tax the chain stores out of existence. The favorite proposal of those op- posed to chain stores is that they should be subject to special licensing and discriminatory taxation. One of the plans most frequently mentioned is a license tax modeled after the 1930 Kentucky Chain Store Law; which, although general in form, falls inci- dentally and intentionally most heav- ily on the chains. This law imposes a gross income tax on the receipts from all retail sales made in the state as a substitute for the property tax on merchant’s stock. The tax is a graduated one, starting with one-twentieth of 1 per cent. on yearly sales totaling less than $400,000, and increasing to a tax of 1 per cent. on sales in excess of $1,000,000. Under this law the sales of individual units of a chain are grouped for the purpose of levying the tax. The constitutionality of this act has been questioned, but since it applies to independent as well as chain stores, it seems not to violate the constitutional provision that taxation must be uni- form. There is, however, the possibil- ity that the graduation is so steep that the court might declare that chains are the only retail institutions to be af- fected by the tax. It is pertinent to note that many states provide for oc- cupational taxes on certain forms of business, in lieu of other personal property taxes. These statutes might serve as a model for the substitution of an occupational tax on merchants in place of the present personal property tax. Another type of antichain store leg- islation would impose a special tax responsibility. upon mercantile establishments, the majority of whose stock is owned by nonresidents. Such a tax would dis- criminate against citizens of other states and would seem to violate the articles of the United States Constitu- tion which state that “the citizens of each state shall be entitled to all privi- leges and immunities of citizers in the several states.” On the other hand, a law increasing the license fees upon foreign corporations probably would be constitutional, but it would be in- effective. The chain stores would simply incorporate as domestic com- porations, unless the statutes also pro- vided that nonresidents of the state may not organize a corporation under its laws. A fourth plan proposes the licensing of storekeepers. Such a law would re- semble, .in many respects, the laws passed by some states requiring that drug stores must be owned by regis- tered pharmacists. A Pennsylvania statute, providing that drug stores might be owned only by licensed phar-. macists, and that no person, not a li- censed pharmacist could acquire stock in a drug store, was held unconstitu- tional ‘by the Supreme ‘Court of the United States. (Louis K. Liggett Co. vs. Baldridge, 278 U. S. 105, 49'S. Ct. 57, 73 L. Ed: 204 (1929).) An important suggestion in this field relates to the fundamental revision of the principles of present-day taxation with a view to decrease taxes on prop- erty and increase taxes on incomes. From this point of view, relief for the independent merchant is based on the claim that the independent merchants must carry heavier stocks than do the chain stores, and hence have heavier personal property assessments. In addition to carrying more goods the independents provide more service than do the cash-and-carry stores. This means taxes on automobiles and deliv- ery trucks. A possible means of re- moving this discrimination would be the repeal of the personal property tax on merchants’ stocks, and the substitu- tion of income taxation. Under this plan the merchant would be taxed o1 the profit he makes, not on the goods he must have on hand to make the profit. Another way to deal with chain stores, other than by means of taxa- tion, has received serious consideration recently. It is proposed that the chain store problem be met by making more rigid the present anti-trust and unfair trade practices statutes, keeping in mind that these statutes must apply to independent merchants as well as to chain stores. ‘Some states have legislation like that found in chapter 99 of the Wisconsin statutes. This provision prohibits fraud, deceit, and unfair trade prac- tices, and grants to the Department of Agriculture and Markets power to is- sue orders against specific unfair prac- tices. There are those who feel that this chapter furnishes sufficient legis- lation in Wisconsin at the present time to insure the checking of the unfair trade practices which may be employ- ed by chain stores. In 1931 several legislatures probably will try to prevent unfair competition on the part of the chain stores and make them bear more of their fair share of the tax burdens. What they can do in either of these two directions is not definitely known at the present time. The decisions of the courts concern- ing laws of those states which have placed discriminatory license taxes upon chain stores (with the exception of the decisions on the 1929 North Carolina and Georgia laws noted be- low) have been to the effect that such (Continued on page 31) Bouquet Rademaker-Dooge Grocer Co. Importers and distributors Fragrant Cup Morning Glory Teas Crathmore Hotel Station, PARCEL FREIGHT SERVICE Cheaper than Freight or Express on small parcels up to 20 Ibs. 4 Fast Services Daily To Big Rapids and North on U.S. 131. East to Belding, Greenville, Edmore, Alma, and Saginaw District. NORTH STAR LINE, INC. R. E. TIMM, Gen. Mgr. Phone 81138 Grand Rapids, Michigan HARBAUER - CATSUP PICKLES VINEGAR MUSTARD THE HARBAUER'CO. TOLEDO, OHIO. MANUFACTURERS AND PACKERS OF TOMATO CATSUP, CHILI SAUCE AND PUREE, PICKLES, MUSTARD AND VINE- GAR UNDER FACTORY OR DISTRIBU- TOR’S PRIVATE BRANDS :: :: FACTORY BRANDS ELK’S PRIDE - UNIFORM QUALITY OF THE HIGHEST GRADE IS ALWAYS MAINTAINED IN HARBAUER PRODUCTS MENU STOKELY’S Canned Vegetables Distributed by Western Michigan Grocery Company GRAND RAPIDS, MICHIGAN ae a ai i atc cece iti stole epetecnn nse mach aesaneatie ie dia lanbinaltsnieldiede dualistic alae Seong a oe yo —_ eal eee ee eae : rs 12 MICHIGAN TRADESMAN February 4, 1931 FINANCIAL Auto Gains Held Trade Spur. More optimistic reports emanating from automobile producers recently hold out promise for early revival in industrial activity, inasmuch as chang- es in the motor car industry have a wide influence on allied lines. Estimates of prospective production for the year are being raised in some quarters. For instance, Charles E. Thompson, president of the Thompson Products ‘Corporation, said recently he considered the estimate of 4,000,000 cars for 1931 too low. “There is need for 3,600,000 cars to replace those built in 1925 which will be scrapped this year,” he said. “Add to this an increased new owner de- mand as well as a moderate demand for export purposes and 1931 produc- tion will range about the 4,500,000 figure, a million greater than last year.” The General Motors Corporation is in a position to increase production sharply this year if demand grows as _ anticipated, Philip Fitz Gerald of Hornblower & Weeks points out. ‘While sales to dealers decreased 35 per cent., dealer sales to the public held to within 18 per cent. of the 1929 figure and the new cars in stock were thus reduced to sound proportions, he also points out. By selling more than two used cars for every new car sold, deal- ers made great headway in cleaning up the used car situation. “While the company as a whole was engaged in the scientific curtailment of activities,’ says the firm, “the engin- eering and research departments con- tinued their activities with such strik- ing results that, given a reasonable volume of business, we estimate the price cuts announced for 1931 should be, in a large measure, absorbed by specific engineering progress that has been made.” “The business recession of 1930 has afforded an unparalleled managerial test,’ the firm continues, “which test General ‘Motors has met with a suc- cess striking enough to be comparable to the amazing expansion program in- augurated in 1922 and which by 1929 had increased the sales from $463,000,- 000 to $1,504,000,000 and quadrupled the net profits. “With earnings for 1930 estimated at better than $3, which stand an unex- pectedly good chance of being dupli- cated in 1931, and a current yield of better than 8 per cent, we consider General Motors a most valuable equity.” William Russell White. [Copyrighted, 1931.] a When the Whole World Went Crazy About Tulips. We are now well along in the inquest stage of this depression, which encour- ages hope, not from any promise of new cures it will uncover, but in the thought that the worst usually is over when the investigations begin. Interesting it is to read what the experts say about the 1929 boom, that dragged down the whole world when it fell, but pull from your shelf any old financial book written after a de- pression and you will be impressed by the fervor of reformists presenting their formulas for the elimination of these periodic upsets, No banker describing the 1930 de- pression is likely to put his finger on the essence of the difficulty with the illuminating effect that Hendrick Wil- lem van Loon in “R. V. R.” (Live- right) makes his fictitious great-great- grandfather, Joannis van Loon, writing in 1669, discuss the philosophy of the tulip boom of Holland in the early sixteenth century. Now it happened during this period, writes Van Loon, “that the whole country had gone crazy about tulips. We had been raising tulips for quite a number of years, but no one had thought much of them. Indeed, a number of florists regarded them as a rather objectionable foreign - weed which never ought to have been im- ported into a respectable Christian country. And then quite suddenly, and for no reason known to either God or man, all the world began to buy tulips and raise tulips and sell tulips and speculate in tulips and hyacinths, and even the humble crocus was worth its weight in gold. Over night, a single bu'ib which in the olden days had sold for a couple of stivers might bring a thousand or two thousand or even three thousand guilders, and in one in- stance, in the town of Alkmaar, a new variety called the ‘Admiral of Enk- huisen’ sold for not less than 5,200 guilders.” Substitute for the word “tulips” the words “common stocks” and you have an amazing story of the 1929 boom in this country. Perhaps it will not be so difficult for our present-day investi- ‘gators to set forth in descriptive lan- guage the characteristics of the period we are passing through, but it is ex- tremely doubtful if any will emerge with so choice a moral as did Van Loon in concluding that: “When a whole nation goes mad, no matter for what cause, it is useless to try and reason about it. In God’s own good time, order will be re-estab- lished, a few people will have made a lot of money, many more’ will have lost all they had and everything will be as it was before until the next out- break of wholesale lunacy.” Paul Willard Garrett. [Copyrighted, 1931.] —_§_ +2 >—__—_ Lifts From Man’s Shoulders Burden of Ages. Myron C. Taylor’s views on_ this machine age read more like the ex- pression of an unbiased observer in- terested in the general good of man than the principles of a selfish indus- trial captain. Nobody understands better the ramifications of machine development in this age than the chairman of the finance committee of the United States Steel Corporation, but how many men in high executive position share his broad views on its relation to man? What Mr. Taylor believes is that the mechanical production of primary commodities is “an intriguing and a continuing expression of man’s effort” and “is putting the world forward a distinct and glorious step in lifting from man’s shoulders the burdens of the ages.” Says Mr. Taylor: “The machine is of no use without the control and di- rection of man—and he can and does control it and direct it. Qur problem —now that in so many ways we have brought the machine to aid‘the labor of our Nation that all of our primary commodities, either of raw materials or of manufactured articles, are strong- ly influenced by it—is to organize and systematize its use, and in so doing to benefit mankind, not to injure or destroy mankind. Through these in- strumentalities the quality of mind that is developed to control and direct the mechanics of the age is necessarily of an improving and a higher order. That in itself means progress for the indi- vidual, and in that progress there is a cheapening of product, bringing a vast variety of useful and enjoyable com- modities within the reach of all, and a corresponding awakening of the in- telligence of man which promptly 1876 1931 INVESTMENT SECURITIES Our experience in over 55 years may be helpful to you in your selection of securities for investment. Write for suggestions. E. H. ROLLINS & SONS Founded 1876 Grand Rapids Savings Bank Building, Grand Rapids New York Chicago Philadelphia San Francisco Los Angeles Boston London Paris Milan reaches out for these new benefits. Triumphant over the whole field stands not the machine, but the man.” Those who fear that the spread of the machine in this era is crushing man should give thought to Mr. Tay- lor’s view that “we who are interested in these problems can bring about such an ordered system that the individual will find the burdens growing lighter, opportunities becoming greater and the enjoyment of life by him and his family and those about him expanding Tie ripe safety and helpful service of the Old Kent are available 24 hours a day --to those who bank by mail. A telephone eall -- 4355 -- will start the machinery of opening an ac- eount. Thereafter, it’s easy. Try it! OLD KENT BANK Grand Rapids’ Oldest and Largest Bank AAhAA GRAND RAPIDS WE ARE PLEASED TO ANNOUNCE THE ASSOCIATION WITH OUR SALES ORGANIZATION OF MR. EDWIN B. CONLEY FORMERLY WITH BANK OF AMERICA AND BLAIR CO. CHICAGO OFFICE. Petter, Curtis & Petter, Inc. INVESTMENT BANKERS AND BROKERS MUSKEGON _~ rf tere February 4, 1931 and improving in every direction.” Time alone will tell whether our great captions of industry and eco- nomic leaders will through intelligent planning work out methods to make the machine serve man, but momentary adjustments difficult in ~-character should not blind our eyes to the need for and possibilities in such a program. Paul Willard Garrett. [Copyrighted, 1931.] —_++ > Premium on Book Value Lost. With book value superseded by earnings and dividend records as gov- erning factors in appraising stocks of holding companies, many interesting comparisons are , being brought to light by annual statements. It is found, for instance, that where- as shares of holding companies usually sold at a premium above ‘book value in the last year or so, many have been selling at a discount and have declined more rapidly; therefore, than book value. More attention has been given to possible shrinkage in earnings and dividend reductions. Even where dividends have been cut, yields often are higher than they were before the market break, when most emphasis was placed on book values. In the case of the Insurance Securi- ties Company, for instance, it is esti- mated the book value of holdings at the end of 1930 was between $14 and $15 a share, compared with about $18.50 a share a year previous. This decline of about 25 per cent. compared with a drop from $23 to $6 a share in the stock, or 73 per cent. In the 1929 bull market book value was about $21 a share, while the stock sold as high as $33, a premium of about 57 per cent. Even after the November break that year the stock continued at a premium of about 12 per cent., and up to last June, when it became apparent the book value had further depreciated. slightly, the stock sold at a discount of only about 8 per cent. The reduction in the dividend from $1.40 to 70 cents a year resulted in a sharp decline in the shares, and the - stock yields now almost 10 per cent., compared with an average return for several years previously of more than 5% per cent. The company, which owns and man- ages eight insurance companies hand- ling a diversified business in forty-five states, is a holding company, as dis- tinguished from an investment trust. Its constituent companies had a total premium income of $22,493,000 last year, compared with $22,950,000 in 1929. Net premium income of the fire companies showed an increase for the year. The parent company has out- standing 869,194 shares. William Russell White. [Copyrighted, 1931.] ——_+22>——_ To Launch Mohair Plush Campaign. Believing a wider consumer knowl- edge of mohair plush upholstery fab- rics would open entirely new markets for that type of furniture upholstery, members of the mohair plush group of the National Upholstery Textile As- sociation have appointed a committee to consider launching an educational campaign this year. MICHIGAN TRADESMAN Recent Mercantile News From Indiana Frankfort—Walter W. ‘Campbell, secretary and manager of the M. B. Thrasher Dry Goods Co., died in a hospital here. It is believed that his death was due to injuries received in a recent automobile accident, which at the time were not thought to have been serious. Evansville—A settlement of 22 per cent. on general claims and 100 per cent. on liens and priority claims by the Raphaei Bros. Dry Goods Co. was accepted by a majority of creditors at a hearing conducted by George F. Zimmerman, referee in bankruptcy here. The settlement, however, will have to be approved by Judge Robert C. Baltzell, of the U. S. Court, here, according to Mr. Zimmerman, who said that Judge Baltzell would set a date soon for the final hearing. The petition in bankruptcy against the firm was filed by Samuel Bros. & (Co. George L. Mesker & Co., and the Wimsett System, Inc., in December. A total of 375 creditors alleged claims of $62,515. Stinesville—Jan. 30 in the U. S. Dis- trict Court at Indianapolis has been set for hearing on motion made by the petitioning creditors to dismiss the in- voluntary bankruptcy proceedings filed against Millard L. Easton, dealer in general merchandise. An_ affidavit filed in this case sets for a list of creditors of the debtor. Eight claims are listed. Those of more .nan $500 are: Monroe ‘County State Bank, Bloomington, $1,167) Hibben, Hollweg & Co., Indianapols, $746; First Nation- al Bank at Bloomington, $2,000, secur- ed by mortgage on real estate. Reg- ester & Regester, Bloomington attor- neys representing the debtor, recently filed a petition asking for extension of time, and stating that negotiations were under way between the debtor and his creditors with a view of mak- ing adjustment and settlement to their entire satisfaction. The petition fur- ther asked for dismissal of the cause. Lebanon—An involuntary petition in bankruptcy has been filed against Wil- ber Moore, trading as Moore’s Five & Ten Cent Store and Lebanon Whole- sale ‘Grocery Co., in the U. S. District Court at Indianapolis by the Century Biscuit Co., Indiana Tinware Co. and Mutual China Co., all of Indianapolis, with claims in total sum of $883 ask- ing an adjudication in bankruptcy. The petitioner alleged that debtor, while insolvent, committed an act of bank- ruptcy by transferring part of his property to certain creditors, such transfers consisting of payments of money to creditors, the execution of mortgage on real estate located in Irt- dianapolis to secure payment of a note to various endorsers which note was executed Jan 2, 1930, but said mort- gage was not recorded until Oct. 2, 1930. Petitioners further point out that thirteen suits have been filed in behalf of merchandise creditors against the debtor and that said creditors will obtain a preference if they are per- mitted to obtain judgment and have a levy made to satisfy such judgment. Petitioners represent that debtor will execute, in writing, an admission of his inability to pay debts and willing- ness to be adjudged a bankrupt on that ground. 13 GRAND RAPIDS NATIONAL BANK Established 1860—Incorporated 185 — Nine Community Branches GRAND RAPIDS NATIONAL COMPANY Investment Securities Affiliated with Grand Rapids Nationai Bank The Measure ot 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. Q GRAND RAPIDS SAVINGS BANK “The Bank Where You Feel At Home’’ 16 CONVENIENT OFFICES we 14 MICHIGAN TRADESMAN February 4, 1931 ROMANCE IN RETAILING. Selling Furniture By Helping Dealer Sell It. Having been a retailer thirty-five years I know little or nothing about making furniture and for this reason persons who have known me many years wonder why I became associated with a small concern making uphol- stered furniture. Perhaps it wasn’t entirely a matter of choice, but anyway here I am and after about six months of it I am still sticking to my original idea, which is that Grand Rapids is full of fine men who know how to make furniture, so why should a novice like me meddle in that end of it, but the stoppage in the system is from dealer to consumer and because that’s my forte I am devoting all of my time to helping the dealer sell. It is obvious to most manufacturers that a decided change in furniture re- tailing must take place before they can hope for anything like normal business and let me add that unless retailers wake up to this fact quickly the radio. automobile and vacuum cleaner salesmen, who are specialists, will get the housewife’s money, which should go for furniture. Manufacturers cannot afford to hire specialists to work with their dealers on this new way of retail selling and yet it seems to be about the only way to get business these days. Sell your goods to the dealer and then step in and sell your goods to his customers. That is all I have been doing since going into this business and I’m frank to say that it is about the only way we can get orders. ‘Most manufacturers have had to put their salesmen on a straight commis- sion basis because their sales didn’t warrant a salary guarantee. That is why so many changes have recently taken place in the ranks of factory representatives and yet there was noth- ing left for manufacturers to do. Many had kept their men on the old basis, at a loss to them, for several months. But how does the salesman make a living when the commissions on what he sells hardly pays traveling expenses. The answer is “he does not.” So it is high time Mr. Manufacturer steps in and trains his salesmen along this new way of selling, so that he becomes capable of doing some intelligent preaching of the gospel of interior dec- oration as applied to retail selling. Perhaps it is the store owner’s job, but you are the source of his supply and you owe him this assistance. After all, he is your only outlet and you had better do your part in helping him train his sales organization to sell your goods the way you know they should be sold. Supposing your salesman had a fair knowledge of interior decoration, in- cluding room arrangement, color har- mony~-and- period furniture, and knew - how to apply this knowledge to sales- manship and instead of just calling on the dealer to sell goods he had made appointments to meet the dealer’s sales force, to give them a pep talk on the right way to sell furniture. Wouldn't it help a lot? That is exactly what I do, but I go the plan one better by selling only one article, the Anne Hathaway chair, which we have trade marked and which is sold on romance and historic back- ground. The story sells the chair and I know how to tell the story most ef- fectively and teach the salespeople of our dealers how to use it the same as i do. This is the organized sales talk, of which printed copies are given retail salesmen to study and memorize, and don’t think for a minute that it is a silly idea, because the greatest life in- surance salesmen in America use or- ganized sales talks. Some of the coun- try’s greatest insurance salesmen have used a single sales talk for five years —used it a thousand times without a change. ; By actual demonstration, using their own customers, we teach salesmen how to sell furniture in the home of their prospect, how to follow up sales of fur- niture and sell the customer additional pieces such as end tables, lamps, foot rests, etc., how to get the customer’s confidence by re-arranging a room, suggesting simple changes in colors so that she will be sufficiently im- pressed to want this salesman’s advise and suggestions whenever she needs furniture or furnishings. Wherever we place our chair promo- tion we stay for three days, working all the while with the store’s sales or- ganization and with the customers who are attracted by our special window display and advertising. Customers who come in to see the chair are given exactly the right sort of sales talk that has proved most effective in making sales. We follow each chair into the home of the purchaser and it is sur- prising to store salesmen how many orders are taken in the home after the transaction was presumably closed. It has been very gratifying to note the change of attitude on the part of the stores sales organization after we have been among them a few days. We have had a lot of favorable comment from store managers who tell us that this new slant in selling puts new life into the salesmen. We couldn’t afford do do all this un- less liberal sized orders for chairs were forthcoming and that is the satis- fying part of the whole scheme. The greater our effort in teaching the stores people how sell these chairs intelligent- ly the more they sell. Of course, they would sell more, as the radio salesman who specializes on radios sells a lot more than the furniture salesman. The radio department in many stores has been the only paying end of the whole furniture department and only because it is a six to ten turn proposition, while furniture only turns from one to two and one-half times a year. Anne Hathaway chairs will turn fif- teen times a year if the salesmen con- tinue to use their organized sales talk in selling it after we are gone, the same as while we are with them and it is not a cheap item by any means, so it is entirely outside the price appeal class of merchandise which has been flooding the market of late. In my visits to retail furniture and department stores everywhere I find ideas and the floor salesmen, almost without an exception, are anxious to adopt new selling methods but they must be properly presented and our method of actual demonstrations is by far the most effective. Frederick C. Oltman. ——_>~+-+___ New Bicycle Motor Offered. A manufacturer of automobile parts has developed a bicycle motor, weigh- ing only twenty-five pounds, which can be bracketed on the front forks of the bicycle with the weight resting on the wheel rather than on the frame. The gasoline tank has a capacity of one- half gallon, giving a cruising range of forty miles and the bicycle a speed of up to twenty-five miles per hour. The complete motor sells for $55, f. 0. b. ——_> +> The “dead beat” is with us in large numbers. Beware of him, for he may come to life sooner than expected. Phone 61366 JOHN L. LYNCH SALES CO. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. Grand Rapids, Michigan MAKE YOUR OWN STORE SIGNS _AND SHOW CARDS Attractive Displays, Banners, etc., with 1 A-FIARI A SHOW CARD WAITER | Prat ew itra Easy, fast, interesting, and economical. Send for free descriptive folder & prices. NATIONAL SIGN STENCIL CO., Inc., 1622 University Ave., St. Paul, Minn. FRIED CAKES A Delicious Home Made Product WHOLESALE and RETAIL MAPES FRIEDCAKE SHOP No. 1 N. Div. Ave., in Basement Phone 48822 7 Mothers know foods —especially foods for babies. And mothers in every neigh- borhood in America have cho- sen Carnation Milk because they know that it is nourish- ing, uniform and safe. Their judgment is backed by the best medical authority too. It’s easy to take advantage of this big, baby-feeding mar- ket that Carnation magazine advertising has built for you. Just display the red and white tins where they will be handy when mothers ask for them. Carnation Company Carnation Bidg., Oconomowoc, Wis. Carnation Milk **From Contented Cows” &,| World’s Largest-Selling Brand Z of Evaporated Milk The Brand You Know by HART \ ff?) PY 3 LIMA BEANS Look for the Red Heart on the Can LEE & CADY Distributor _L. A. GEISTERT & CO. Investment Securities GRAND RAPIDS— MICHIGAN 506-511 GRAND RAPIDS TRUST BUILDING Telephone 8-1201 gm es - rx February 4, 1931 MUTUAL FIRE INSURANCE Chrysler Goes Mutual. A leading article in a recent number of the American Agency Bulletin, the official organ of the American Associa- tion of Insurance Agents, is entitled “Chrysler Goes Mutual,” and purports to give the views and opinions of the organization regarding the placing of firé insurance in mutual companies as opposed to stock companies who write through authorized agents throughout the country. The fact that many mu- tual companies do business through regularly appointed agents doesn’t seem to make much difference to rabid stock company agents who see no vir- tue in anything having the mutual label. That the Chrysler Motor Cor- poration has seen fit to place its stamp of approval on mutual insurance, which is their undoubted right, appears to be all the more reason for condemning this purely business transaction. That it is reported that over four million dollars of insurance is involved makes the deal all the more aggravating to the “service giving” stock companies with their subservant agents and repre- sentatives. That all the mutual fire in- surance companies of the country may benefit and make capital out of the placing of this large line must be the unpardonable sin of the ‘Chrysler Mo- tor Co. for which it is to suffer the proper punishment. The inference is drawn that this manufacturing corpora- tion Wants to start a fight with the stock insurance interests of the coun- try while in reality surface indications are that the stock insurance interests are preparing to fight the motor cor- poration. What the stock interests are really concerned in is that this deal, so bitter- ly complained about, is indicative of something that is going on everywhere throughout the country. The people appear to be becoming more “mutual minded” every day as they learn more and more about the advartages and benefits accruing to mutual insurance policyholders. That is what the stock insurance interests are fighting at every opportunity. While the stock interests are thus busy in fighting the mutual idea, it is a wonderful time for a mutual company to advertise and for mutual agents and representatives to go out and get busy. This is how the Agency Bulletin sizes up the Chrysler Motor Corpora- tion’s reported insurance deal: “A persistent and apparently well founded rumor from Detroit has it that the Chrysler Motor ‘Corporation has cancelled its $125,000,000 of fire insur- ance carried by stock companies on the corporation’s main plant in that city and has placed the coverage with the Associated Factory Mutuals of New England. It is further reported that the line was taken at so low a figure by the mutuals that they are endeavoring to make up the deficiency by seeking other large lines, using the greatness of the name of Chrysler to induce other corporations to follow suit. The line has been carried for years by stock companies, and has been writ- ten through regular agency channels. These companies are said to have offer- ed an attractive figure in order to re- MICHIGAN TRADESMAN tain the business, but not sufficiently attractive in the light of the mutual offer. Stock company officials are said to be resentful that the action of the Chrysler corporation has resulted in a flood of mutual propaganda, designed to attract other large corporations, to which the ‘Chrysler conversion is held up as a notable precedent. The belief is expressed that Chrysler cannot be in ignorance of the use to which its name is being put by the mutuals and that such advertising and solicitation as are employed are being used with the actual or implied consent of the corporation, to the detriment of the stock companies. If the rumor be true, and there is good reason to believe that it is, Na- tional Association members will be called upon to do _ renewed battle against the mutuals and reciprocals in their efforts to wrest away the business which the service-giving stock com- panies have carried with a maximum of efficiency, through the agents, for a considerable time. The present situation recalls the famous Chrysler-Palmetto case some years ago when Chrysler started issu- ing insurance on the new cars it sold on the deferred payment plan, ignor- ing the local agent, and issuing the policies direct to the insured with an invOice of sale through the Palmetto Fire, a small company then operating in South ‘Carolina. The National As- sociation of Insurance Agents accepted the challenge with the result that Chrysler was defeated in the Supreme Court of the United States. A prominent underwriter in Detroit is quoted as saying that, while the Chrysler company is within its legal rights in placing its insurance where it likes, he considers it unfair te the stock companies which have carried the risk so long, for ‘Chrysler to per- mit the mutual companies which have captured the line to write to other automobile manufacturers, pointing out that Chrysler has placed its insurance with them. He considers this para- mount to Chrysler’s placing its stamp of approval on mutual fire insurance as against stock fire insurance. A member of the National Associa- tion has expressed the opinion that it appears as if the Chrysler ‘Corporation wants to start a fight with the stock insurance interests of the country and that its reported action in the present case is not going to engender a friend- ly feeling between the company and the vast army of stock company offi- cials and agents. An executive interested in the Chrysler line is reported as saying: “Knowing what I do about the form and rate at which the business was written—particularly the form—I fail to see where there is any profit in it. If the mutuals had simply written the business but could not advertise the fact, there would be no advantage in it to them, as I see it; but it is the fact that they apparently are able to broadcast the story with what certainly would appear to be the consent of the Chrysler corporation, that makes the transaction of greater value to them.” ——>- + -- If good stocks aren’t cheap, noth- ing is, Spring Pajnt Plans. We haven’t heard the first robin yet, but the paint salesmen are dropping in so we know that the paint end of the business needs thought now. Al- ways best to get an early start on these _major lines. How many homes are there within a one mile radius of your store that are sadly in need of a coat of paint? One of the most consistent plans on earth is to take an auto ride, cover a mile or two circle and jot down the address of the places actually in need of painting. The hardest looking ones. Check on whether they are rented, or owned by the occupant—line up the tandlords, where rented, or even vacant. This thing of securing paint pros- pects is vital if we are to have the right kind of paint business. The idea of sending out several thousand cir- culars and color cards hit-and-miss is all right, as far as publicity is concern- ed, but one well directed campaign at a man whose house really needs paint- ing, is worth a dozen shots at homes with no such need at all. The jobs definitely in sight can be worked either by personal calls, by telephone or by mail. Perhaps the Omaha man’s idea of sending a good personal letter first, then following this in ten days by a personal call is the better plan. The letter breaks the ice, Or paves the way—an introduction so when the personal call is made the prospect has a sense of familiarity with your firm and your line. Over the phone the solicitation should be in the form of an invitation to the store, “to drop in when con- 15 venient and see the new spring ideas in trims and colors.” If we have a good salesman on the floor who is not filling in his full time with actual sales, he can be used as a solicitor. This brings to mind a glar- ing fault with many stores handling paints. They are stocked like canned prunes, or baking powder, or wall plaster and the clerks are not sufficient- ly posted on the actual merits of the paints, or on the art of decoration. Paint knowledge is essential, and the clerk who can answer with intelligence the various problems as brought up by the customer is going to win many more sales than the uninformed one. The paint manufacturers are ready to co-operate to the limit to instruct their dealers and the dealers salesper- sons and this co-operation should be taken full advantage of. Inventory the paint stock early, check on the ready sellers and avoid that deadly enemy of progressive mer- chandising, “We are out of it but will get it for you.” That doesn’t go in this day and age, folks want what they want, when they want it—and it is ‘most frequently the thing most in de- mand that we are most often “out of.” The printed material furnished by the makers, should of course be in- cluded in all outgoing orders, and on enamels and lacquers which have a year round sale the inserts should be used regularly. Paint windows are among the most effective of any mer- chandise, and the right plan is to figure ahead, to make them unique and to have them working as soon as the first dawn of the spring painting season breaks. OUR FIRE INSURANCE POLICIES ARE CONCURRENT with any standard stock policies that you are buying The Ne cots OVO Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Michigan WILLIAM N. SENF, Secretary-Treasurer Affiliated with 320 Houseman Bldg. The Michigan Retail Dry Goods Association Insuring Mercantile property and dwellings Present rate of dividend to policy holders 30% THE GRAND RAPIDS MERCHANTS MUTUAL FIRE INSURANCE COMPANY Grand Rapids, Mich. 16 BETTER MERCHANDISING. Opening Address of President Wolf at Hardware Convention. The making of a convention is a re- sponsibility jointly of the officers and the members of the association. The officer’s responsibility is that of planning the program, arranging for the meeting, making the plans known to the members and bringing the pro- gram up to the point of presentation. Here begins the responsibility of the members—to attend the sessions, to participate in the discussions, to glean from them such usable helps as may be projected, and afterwards to apply these ideas in the conduct of their business. In the measure that these responsi- bilities are respectively met do we make progress as an organization func- tioning for the advancement of a craft and as members of the industry of which we are components. In opening this convention, it be- comes my duty to give you in a brief way the background and purpose of the program on which we shall try to Louis F. Wolf focus attention during the four days that we are assembled here. The theme of our meeting is Team- work in Hardware Merchandising. In harmony with our sister associa- tions in the National affiliation, we have taken this theme from the 1930 congress in St. Louis. For some years our convention pro- grams have ‘been directed rather strict- ly upon examination of ourselves as the Henry Browns of, Hardware retailing —of our weakness and our strength, of our Opportunities and our accomplish- ments. Adhering still to the retailer view- point, we sought last year to learn in an organized way something about the John Smiths, Consumers, in whose service we operate. This year our focus broadens to in- clude a consideration of the obligations of the other branches of our industry as well as to study further our own part in the efficient distribution of hardware in competition with those other com- modities which clamor for the con- sumer’s patronage, and those numer- ous other agencies which strive to share with us the handling of hardware and related commodities. _ ously. MICHIGAN TRADESMAN None in this audience needs to be told that the pressure of competition is greater and the requirement of pro- ficiency in merchandising more exact- ing to-day than ever -before. The trying year just closed gave ex- traordinary emphasis to problems which in more favorable times are nearly, if not quite, lost to view under a veneer of seemingly easy prosperity. Under the stress of depression we have learned afresh the importance of obtaining sales volume, of buying properly, of watching margin and keeping expenses within control. These problems which 1930 brought into such bold relief differed only in degree from those so-called better years. But having had them so re- cently and deeply etched upon our minds, we should be the better able to now consider them effectively and to arrive at conclusions that shall be of practical value in the propitious times that. lie ahead. To design a program appropriate to present circumstances and at the same time fundamentally helpful, to provide for an expression of opinion and ex- perience from all interested viewpoints, touching upon the entire range of re- tailing in our field, has been the effort of your officers. We believe that the outline for this week is adequate for the purpose and that with your consistent co-operation this convention will be one well worth while. Our convention theme is divided into four session themes. Each within it- self is complete as to its portion of the whole, but all must be taken to- gether to form the picture intended by the program. For that reason it is important that each member attend every session, beginning with this first one and continuing through the fourth. ‘To-day we are to consider the mer- chandising job in a broad way, to-mor- row our subject will be ‘Retail Hard- ware. Management, and the following day it will be the Business of Selling. The last session, giving attention to the Problem of Buying, promises to equal if not to excell any of the others in interest. In our advance publicity to you we indicated the outline of topics for the various sessions, and we trust that you have come with definite thoughts in mind for your constructive contribu- tions to the discussions as they shall take place. All of us know from previous ex- perience the complexities that beset- merchandising. From these simple bygone times when distribution lines were well de- fined and the consumer’s wants little involved, we have changed tremend- A description of the trans- formation would be only a recitation of facts with which -each of us is fully familiar. The field of serving the consumer which formerly we may have regarded possessively has been invaded by many and various agencies, some employing tactics violative of accepted practice standards. The predatory price-cutter who de- moralizes the retail price on well known items, the high pressure sales- man with his superlative claims of quality and unlimited (and subsequent- ly unfulfilled) promises of service, credit extended to absurd lengths, ad- vertising that borders closely upon misrepresentation of goods and of the economies inhering in’ certain systems of distribution—these are among the outstanding aggravations of which we are all thoroughly cognizant. These evils thrive upon the careless- ness and credulity of consumers, not alone to our vexation but in many cases to the actual detriment of thse who otherwise might be numbered - among our customers. Careful consideration convinces us that no other form of distribution has yet demonstrated its ability to serve the consumer so fully and yet so eco- nomically as does our own so-called independent system, notwithstanding its lack of the spectacular and its sometimes seeming conservatism, ‘But consumers are often lured by the incidental savings on a few foot- balled items, or by the cleverly phrased descriptions of easy terms which in their ultimate effect may be positively subversive of the Smith’s interests. At the same time and strictly within legitimate bounds we are also confront- ed with constantly improved and even more potent methods in every field of merchandising endeavor. We see the analyses of consumer markets, the ultimate in effective sales promotion, in the display of goods and in personal salesmanship in the cap- italizing of these markets by an ever- growing number of commodities com- petitive to those that compose our stocks. Merchandising means combining merchandise and methods in keeping with the times, progressiveness linked with aggressiveness in meeting the re- quirements of the day. We are faced with the necessity not only of maintaining our merchandising service in a manner to compare favor- ably with the most progressive in whatever line of distribution, but also of keeping consumers continually con- vinced of their advantage in utilizing the services that we provide. We firmly believe that the mass dis- tribution of which we hear so much and of which we see examples in the ever-extending chain systems becomes a disservice to the public in the meas- ure that it displaces the established independent store whose complete ser- vice it fails to equal. In the absence of convincing demon- stration that others can, or will, ren- der that full merchandising service which is essential to the needs and con- venience of consumers, and that they can perform an adequate distributive service for manufacturers, we hold that the independent dealer deserves the respect alike of consumer and manu- facturer, This two-fold competition which faces us—other commodities competing with hardware for the consumer’s dol- lar and other agencies competing with ourselves for the hardware dollar—is primarily our concern as retailers. Our positions and our contracts af- ford us the opportunity to know first hand what the consumer needs or wants in merchandise or service. Likewise we can, and should, inform ourselves exactly of the character of February 4, 1931 our competition—not cursorily, but in precise and complete detail. These are obligations that no mer- chant worthy of the name would be disposed deliberately to evade. But they are not a concern solely ours. Our suppliers are involved as parties affected by the consequences of the contest. Not only our wholesalers, whose interests are inextricably inter- twined with ours, but also those manu- facturers whose products are mainly distributed through the independent channel. Because of this mutual concern, we feel that our associates in the inde- pendent distribution of hardware have an obligation that goes beyond mere sympathetic interest in the problems whose force and effect we are first to feel. Theirs is an obligation of active as- sistance in analyzing the situation, even through to the ultimate consumer, in devising means for the solution of thé problems involved in passing their products on to the users, and in meet- ing competitive conditions. In these brief introductory remarks I cannot go farther into a discussion; I merely mention them as the matters to which we are to direct our thinking at this session. We are to have the benefit of coun- sel from the other factors of our in- dustry, and we hope that the discus- sions which we shall now have may prove mutually instructive and bene- ficial, —_>-2—_____ A Business Man’s Philosophy. Every sensible buyer hopes and even insists that sellers make a fair profit on their transactions with him, because this profit gives the buyer the whip-hand in dealing with any of the seller’s deficiencies. By playing on the seller’s fear that he may lose this profit, the buyer can get almost anything he may reasonably desire. If business were on an_ altruistic basis we should never be sure of our milk being on our doorstep each morning. How could we complain if the milkman decided to take a day off? That is a very human desire. By en- couraging the milkman to be selfish and to make a profit out of his trade with us we insure prompt and regular attention to our needs. On this basis of mutual selfishness, billions of dollars of business is trans- acted each year and mankind’s eco- nomic needs are satisfied. Well-mean- ing, but inefficient sellers are elimin- ated by the refusal of buyers to put up with good intention unsupported by results. Crooked and greedy sellers are also eliminated by the refusal of buyers to tolerate dishonesty. William Feather. —_~++~- Empty Victory. It was pouring. Two men who had quarreled went out in the rain to settle their differences. They fought until one got the other on his back and held him there. “Will you give up?” he asked, and the reply was “No.” After a time the question was re- peated, but again the reply was “No.” “Then,” said the other, “will you get on top for a while and let me get un- der? ‘I’m getting wet through.” ~ {> rears February 4, 1931 MICHIGAN TRADESMAN 17 nates Wt... IWILL... TWILL... i. pa... LWILL.... TWILL. \ IWILL... a I WILL. WHEL... IWILL... IWILL... » GRAND RAPIDS TRUST Select carefully the institution to help me befere attempting to select investments. Seek investment counsel rather than wait until approached and possibly sold promiscuous securities from unknown sources. Discard the costly ‘“Trial and Error’’ process in my investing and instead, profit by the broad experience of a reputable company specializing in this work. Make known to that company my financial situation and abide by the advice given as to further investments. . Place my dependence on the character, experience, and reputation of the advisor | have selected rather than on just the statements made in circulars, for weaknesses are never underlined or written in red ink. Choose safety of principle and not seek higher yields; for | believe the accuracy of even the best experts decreases as the interest increases. . Diversify consistently my holdings, knowing that even these resolutions and the most competent help cannot bring absolute safety in a changing world. Remember that the safer, more conservative road is always the fastest. Realize that financial ‘Air Castles’? are expensive in practice and should be indulged in only as an interesting pastime. Adopt the foregoing as my investment policy, recognizing that although it does not insure perfection, it approaches it as closely as it is humanly possible. Fe COMPANY 18 DRY GOODS Michigan Retail Dry Goods Association. President—J. B. Mills, Detroit. First Vice-President—Geo. E. Martin, Benton Harbor. Second Vice-President—J. T. Milliken, Traverse City. Secretary-Treasurer—Thomas Pitketh- ly, Flint. Manager—Jason E. Hammond, Lansing. New Weaves and Colors in Spring Woolens. With the acceptance of the woolen frock for practically all daytime oc- casions, an entirely new line of wool- ens has appeared. There are, of course, variants of the tweeds—a name that covers a multitude of weaves—but the latest are the novelty woolens or rough, nubby, even wiry surface, lively in color, for topcoats and the two- piece tailleur. A material for which great success seems assured is a mixed basket weave, of yarn that resembles heavy twine, but is open and light. The colors are beige, gray, tobacco brown, French blue to navy and black with flecks of white or a lighter shade than the goods. A thread of bright color, most often’ scarlet, woven through the wool of neutral and dark colors, adds life to the fabric. Dramatic effects are shown in black and white, mixtures sharply accented, and in checks. Rough diagonals in both solid colors and mixtures, suitings in irregu- lar checks and plaids, plain camel’s hair and Oxford coverts are among the weaves that will be used in garments of a more conservative style. Plaids are a significant feature in woolens. In the heavier weaves they are shown for sports frocks, coats and skirts, attractively illustrated with Paris models. Three distinguished French houses, Rodier, Meyer and Olre, have brought out a large variety of the lighter-weight materials in wool and in wool and silk mixtures for frocks, ensembles, and for chic com- binations in which the jacket is made of plaid, the skirt of plain goods and in reverse order. Rodier is sending a brilliant collection of woolen materials original in design and color composi- tion. This creator is showing some stunning fabrics of open square mesh, in a range of twenty colors. Very smart are the new greens, especially artichoke and fern—and the Spring yellows.—N. Y. Times. ——_»..+—_____ Sales Value Declines in Department Stores, Department store sales for Decem- ber, 1930, were 9 per cent. smaller in value than for December of the pre- ceding year, and were accompanied by a decline in the level of retail prices, the Federal ‘Reserve Board announced in a statement Jan. 30. When allowance is made for one extra trading day in December, the decrease from a year ago is 14 per cent., it is brought out. The Christ- mas seasonal increase in December was less than estimated, it is added. The Board’s announcement follows in full text: Department store sales for Decem- ber, 1930, were 9 per cent. smaller in value than for December, 1929. When allowance is made for one extra trad- ing day in December, 1930, the de- crease from a year ago is 14 per cent. This decrease accompanied a decline in the level of retail prices. MICHIGAN TRADESMAN Sales for December as in other years were much larger in value than for November, on account of Christmas buying. ‘The increase this year, how- ever, was of less than estimated sea- sonal proportions, and the Federal Re- serve Board’s index of daily average department store sales, which is ad- justed for seasonal variation, declined by 4 per cent. in December. A factor in this decrease was a further decline in prices from November to December. —_-_ ~~. Credit Situation Has Bright Spots. While current reports indicate that the credit situation of many retailers is not altogether satisfactory, some exceptions throw a more pleasant light on current conditions. Instances con- tinue to come to the attention of gar- ment trade credit managers in which large stores are anticipating their pay- ments. A _ well-known Middie West store, for example, recently sent checks covering its accounts ahead of time, without deducting for anticipa- tion. Similar action was taken by lo- cal stores in recent weeks. Where quite general complaint is made about credit conditions it is based, aside from slow payment, on efforts of retailers to obtain extra dating on current pur- chases. ——_»+~+<-___ Polo Shirts Sharply Reduced. A volume of sales in polo shirts at least equal to if not exceeding the tre- mendous business done last year is expected by some factors in the trade. While many producers were unable to make deliveries during 1930, due to the heavy demand, it is pointed out, im- proved machinery will be able to take care of all orders this season. The rayon reduction has resulted in sharp- ly reduced prices also. One of the leading branded firms: that delivered shirts to retailers at $15.50 per dozen during 1930 will quote a price of $10.50 this season. ‘Other houses are reduc- ing prices in the same proportion. While buying has not started yet, Feb- ruary will see the first purchases on a large scale. ee Basement Sales Show Up Well. One of the features of retail turnover thus far this month has been the gain in basement department turnover. To a certain extent this gain was expected in view of general business conditions, but the increase was said yesterday to have exceeded expectations. Ready-to- wear children’s apparel and low-end home furnishings and domestics were credited with being major items in the turnover. Resident buying executives catering to stores with ‘basement de- partments also report an increased volume of orders to cover the needs of these divisions. Much of the merchan- dise being ordered is of the regular type Owing to general confirmation of reports of lack of distress goods. ——-+ >. — Silks Showing Steady Gain. A steadily broadening demand con- tinues to feature current activity in Spring silks. The improvement since the first of the year has been so mark- ed as to encourage leaders in the in- dustry to believe that the season will be one of the best experienced in re- cent years. ‘Stocks of low end silks have been steadily whittled down by ‘the demand from both cutters-up and retailers and immediate delivery is re- ported as somewhat difficult to obtain on some fabrics. Price advances have not become general as yet, but the market shows a much firmer under- tone. Pure dye silks are active. Prints lead the market, with particular inter- est in dark ground designs. —_*+ + ___- Bureau Lists Closed Banks. A list of banks throughout the coun- try which have been closed has just been completed for the guidance of retail credit managers in the cashing of checks and in handling reference ap- plications for credit by the Credit Bu- reau of Greater New York, Inc. The Bureau will supplement the list by monthly additions of other banks which are closed. In most cases, the an- nouncement said, the bureau will be able to secure the record of an indi- vidual’s account in a bank which has been closed. A working arrangement has already been made with the exam- iners of the Bank of United States to clear references given on that bank. —— Dairy Supply Men Launch Survey. Confident that distribution costs in the dairy and ice cream industries can be cut nearly 50 per cent. if closer co- operation between the machinery and producing markets can be established, the Dairy and Ice Cream Machinery and Supplies Association has under- taken a survey of both markets. The survey, which will last for a year, ac- cording to officials of the Association, is expected to disclose over a score of avenues of needless expense in the sale and delivery of machinery and supplies. The project was referred to a committee at the annual meeting early last week and approved by the committee. ———_+-+__—— Men’s Wear Orders Up 30 Per Cent. An increase of 30 per cent. in the volume of business transacted during last month over January of last year is reported by the president of one of the leading men’s wear manufacturers. While the number of buyers going to the market during the month was not so great as that of January of last year, larger orders were placed, he said. Purchases by mail were also much heavier, he declared, particularly from those stores whose buyers usual- ly made only one trip to the markets. A greater volume of goods for sales events were purchased during this month and Spring buying was started earlier, he asserted. >>> To Open Men’s Wear Fancies Late. Indications are that men’s wear fancy woolens and worsteds for Fall will not be opened much before March 1. While the showing of staples and semi-staples for the new season will be governed by the inclination of buy- ers to operate it, it is held that general openings of these goods are not likely before the middle of next month. The current demand for worsteds shows a strong tendency toward plain patterns and colors, a trend said to reflect the effect upon consumers of the current business situation. Herringbones and diagonals lead in buyer preference. _——_—__s-> Slight Gain in Glass Activity. The movement of window glass, while in somewhat better volume than at the beginning of the year, continues February 4, 1931 in unusually light seasonal volume. Such new business as developed un- doubtedly reflects to some extent the depleted condition of jobbers’ stocks after inventories. It would appear, however, that the big majority of or- ders placed with manufacturers this month have been for early or immedi- ate trade needs. Demand for plate glass is slow and there was little in the past week’s developments to indicate that the hoped-for improvement is at hand. —__—_»+ > —___ Hosiery Prices Reported Firmer. A decided pick-up in hosiery sales during the last ten days is reported. The large buyers have been submitting specifications to cover their blanket orders placed toward the end of last year and deliveries starting immediate- ly and to run through ‘March are being asked. A few of the large chains have not specified goods yet, but they are expected to do so shortly. Although prices continue very low, agents be- lieve there is a slightly firmer tone to quotations. There has been some dis- cussion in the trade of a possible ad- vance in prices, but this is not regard- ed as likely in the immediate future. ~~ Retailers To Meet on Sales Tax. The first general meeting of the re- cently organized New York State Council of Retail Merchants will be held at the Hotel Pennsylvania Thurs- day, according to announcement made by Donald M. Dey of Dey Brothers & Co., Syracuse, president of the organ- ization. The proposed retail sales tax in New York State will come up for consideration. In referring to the tax, Mr. Dey asserts the proposed levy “would affect retailers doubly, making them accountants for the State and place a tax on sales which would have to be absorbed or passed on to the consumer, —_—_2+-~+- See 1931 Price Average Down. Only an abnormal rise in business, not too long delayed, will bring the 1931 price level to an average similar to that sof last year, according to opinions expressed by representative members of the National Association of Purchasing Agents in a survey made public last week. At present indica- tions are that average prices for this year will be 10 to 15 per cent. below the average for 1930 and that price de- clines in commodities still outnumber advances. Such forward running con- tracts as have been placed, the state- ment concludes, are at figures substan- tially under last year’s quotations. ———_> + > Rise in China and Glassware Sales. Proof that the popular price china and glassware industries have started on the upgrade after a year of indiffer- ent business is seen by several manu- facturers who report that their orders since the first of the year have exceed- ed those booked during the so-called banner month of January, 1929. The New York market has enjoyed un- usual activity since the close of the recent trade show in ‘Pittsburg. Addi- tional ‘business is looked for in the first two weeks of February, when buyers are scheduled to arrive from the Pacific Coast, Southern and New Eng- land States. cittnitin inattention mente tare: AP Ae rr OP ees: BAR Ee eS oo We ae we ee Pe ee ee ee ea ee } Als ‘4 apwone ° February 4, 1931 MICHIGAN TRADESMAN 19 SHOE MARKET Michigan Retail Shoe Dealers Association. President—Elwyn Pond, Flint. Vice-President—J. E. Wilson, Detroit Secretary—Joe H. Burton, Lansing. Asst. Sec’y-Treas.—O. R. Jenkins. Association Business Office, 907 Trans- portation Bldg., Detroit. Prove There Is Profit in Doing a Bit Extra. Remember the old barber shop days when the shaving mugs of the prom- inent men graced the walls, each mug bearing the name of the owner? An adaptation of this same idea has been worked out by M. J. Cox, Blooming- ton, Ill. Cox has his men’s shoe de- partment down in the basement of his shoe store. A regular men’s den has been fitted up. Rows of clay pipes, all marked with the name of the smoker, are in racks on the wall. A _ radio, table with the latest papers and a jar of tobacco offer business men _ the chance of dropping in, when they feel like doing a little loafing and having a good smoke. The big feature is the handing a regular customer his own pipe while he is being fitted to a new pair of shoes. New customers take very kindly to this out-of-the-ordinary treatment, so that dropping into the ‘Cox Shoe Store for a smoke is getting to be a regular habit. Another unusual feature of this men’s department is the keeping of an _ extra pair of customer’s shoes on trees in the store. Nearly all business men keep an extra pair of shoes either at the office or store. Cox has educated them to keeping this spare pair in his store. When the need comes for a change, the shoes, all shined up, sitting on a pair of trees, wait the owner’s pleasure. It is not unusual to get a phone call, requesting that the other pair of shoes be sent over to some office in a hurry. The foregoing is just a glimmering of why the men’s business is pretty good here. It’s rather an enviable situation for any shoe store, “Look at that letter,” exclaimed Steve Jay. “This is in answer to a letter that one of our junior salesmen wrote one Sunday night to a boy at school. It calls for $20.50 worth of goods! That is what I call using the brain.” Get the background of this. A group of us were chatting about the kind and type of raw material coming to the fore, from which the future selling organizations are being fashioned. Jay was most optimistic over the crop. As he is Stephen J. Jay of the big R. H. Fyfe Shoe Co., Detroit, a concern with several hun- dred people on its payroll, he is emin- ently qualified to speak with authority. As Mr. Jay told it, about three years ago a bright-eyed high school boy stepped up to him with a click of the heels as he gave a snappy Boy Scout salute. It was J. L. Woodward, Case No. 1 under discussion. “I want to go to work for this store,” was the frank, direct approach. Just because there was no opening at the time, did not stop his repeat calls. Finally his mother happened in to confirm what her ‘boy had said about his desire to start with Fyfe’s, for it seemed that his entire future apparently hinged on his forming a connection with this store, That’s how Woodward landed his job. As a starter it was the usual dusting of stock, mating up shoes and . general stock work. An evident will- ingness to do more than was expected of him caused Jay to start training him as a shoe salesman. The boy’s inter- est in the store did not cease when he was at home. That brings us to the letter. It is Woodward’s habit to know every boy whom he contacts. “Know- ing” means not only the name, address, size, width and style, all of which is the usual routine stuff, but knowing the particular sport, school, fraternity, associates and family life, of all who come to him to buy shoes. The Fyfe training, plus the pupil’s willingness to learn, is exemplified in this instance. One Sunday night, Woodward thought of a motherless boy, who was doing his first year term away in a military school. A friendly letter, with no hint of ‘business, brought this re- ply: Dear Mr. Woodward—I want the shoes enclosed replaced with a new pair of heels. Also the following order: pair of black shoes. pair of garters ($1). Griffin Shining Kit. tubes Neutral Shine. cans Tan Wax. cans Black Wax. Black Dyanshine Tan Dyanshine. pair galoshes, men’s size, to fit the shoes above. I want a black, strong class pair of Black shoes for dress. I suppose you know the kind that I want. My size is 7% C/E. Please send this order as soon as possible. An order amounting to $20.50. Two outstanding features of this stiff, boyish order, “I want a black, strong, classy pair of black shoes for dress. Suppose you know the kind I want.” See the confidence expressed in style selection. Then get an insight of how thoroughly Woodward sells findings, for in this letter the polish ordered amounts to $4.10. Often a boy will write to Wood- ward, even ‘before he does to his mother, or at the same time. ‘Then it is Woodward’s cue to immediately call up the home and repeat what Junior wrote. Boys of two well-known Detroit families proved that the treatment ac- corded them in Fyfe’s was right to their liking. In one politically prom- inent family, the boys are ten and thirteen years old. Judged by ordin- ary standards, the father is decidedly well-to-do. Yet Woodward collects all the paper clips and rubber bands he finds for these boys. The father’s sug- gestion that it would be best for the boys to trade around in different stores was met with a flat refusal. Another boy whose grandfather is one of the world’s richest men was given a watch fob by the store, a pres- ent such as is made to all boy cus- tomers. This youngster asked for an- other. Later he boasted about selling the second fob for fifty cents. Neither this boy nor his brother will consent to purchase their shoes at any other store than Fyfe’s. Boys of good caliber are regularly entering the industry in those estab- lishments which attract them. Perhaps those employers who claim the present RSD DNDN eee young people are not up to standard are themselves to blame for not at- tracting or training those who must do the selling job of the future. Cer- tainly the Fyfe organization is in re- markab!e shape in that respect.—Boot and Shoe Recorder. ——_+~+<>___ The Cash Bonus Proposal. With the utmost sympathy for any veterans of the kaiser’s war who may be in distress, Congress must pay seri- ous heed to the warnings: sounded by Secretary Mellon against the proposed cash distribution of $2,100,000,000. He points out that such a payment would exceed by $375,000,000 the present value of the certificates outstanding, ~ thereby constituting a grant of that amount. Since the two billions and more could not be raised by taxation, the alternative is a bond issue. But the Government is already facing pub- lic-debt maturities in excess of $1,- 100,000,000 within a few months and of $8,000,000,000 within three years. That the Government is mindful of its disabled veterans is shown by the fact that of a total of $3,932,000,000 payable from the Federal Treasury for the fiscal year 1932 more than $946,- 000,000 will be required for the new Veterans Administration. The budget items for this establishment are $110,- 000,000 more than the appropriations for the same purpose in the preceding year. And they are expected to in- crease for many years. The endow- ment plan of adjusted compensation was designed to furnish the maximum benefit at the time most needed and thus to supplement the general scheme of veteran welfare of which the care of the disabled is one feature. Mr. Mellon, as is his duty, is think- ing of the financial condition of the Government. General Hines, who is officially in charge of veterans’ affairs, believes this cash bonus would not be to their best advantage. He says that his office is prepared to lend $20,000,- 000 to 300,000 applicants on their cer- tificates. An alternative proposal in Congress, to increase the loan value of certificates, may afford a basis for com- promise by those who feel that the veterans should receive some addition- al assistance at this time. —_++.____ The late John Wanamaker told the story of a chief engineer whom, in the earlier days of his business, he noted sitting around, apparently doing noth- ing. The power plant operated satis- factorily, but at that time he felt that this man was lazy. In the course of time another engineer applied for and was given the place as chief engineer. This new man was always going around around with a handful of tools, but the plant was eternally having trouble. Finally, Mr. Wanamaker sent for the old man, and offered him a lit- tle more money to come back, after which the plant seemed to operate without a hitch. He found the reason the man did so little was that he knew his business. —_+++____ In these days of business depression, many people are practicing economy, while many others are economical with- out practice. TORSON SHOES Going Ahead in 1931 Creating Sales and Profits for Alert Merchants <———— ‘ u Pedometer Tested TA Sse $4.00 - $5.00 - $6.00 | Torson Arch Shoes For Men $6.00 and $7.00 ‘OR BOY: Nationally Advertised-$4.50 For complete information about our lines, advertising campaigns, dealer merchandising plans, write direct to: HEROLD BERTSCH SHOE as ee Shoe Manufacturers since 1892 11-15 Commerce Ave., S. W. GRAND RAPIDS, MICHIGAN. Mail to— Organized in 1912 MICHIGAN SHOE DEALERS MUTUAL FIRE INSURANCE COMPANY FREE INSURANCE SERVICE Your policies should be concurrent. We will audit your policies free of charge. Don't delay, a fire may find you improperly covered. L. H. BAKER, Secretary (marked personal) Mutual Bldg., Lansing, Michigan, RETAIL GROCER Retail Grocers and Meat Dealers Associa- tion of Michigan. President — Gerritt VanderHooning, ~ Grand Rapids. First Vice-Bresident—William Schultz, Ann Arbor. Second Vice-President—Paul Schmidt, Lansing. Secretary — Herman Hanson, Grand Rapids. Treasurer—O. H. Bailey, Sr., Lansing. Directors — Ole Peterson, Muskegon; Frank Marxer, Saginaw; Leigh Thomas, Ann Arbor; M. C. Goossen, Lansing; R. J. LaBarge, Pontiac. Why Meats Are Sold Very Cheap in Rome. Bacon, such as we understand it, is not obtainable in Rome. They have salt side meat—dry salted—and slab bacon salt and smoke cured, but there is no sugar cured even in the best shops, so far as my limited Italian en- abled me to find out about in five weeks of housekeeping and home cook- ing. Seems strange, too, for this best storekeeper had an up-to-date slicer and cut me bacon of acceptible thin- ness. But it was a frost—salt and rancid. Rancid, however, is character- istic of much Italian food. See later notes. Italians eat much meat and prices are surprisingly low. My note on the first dinner we cooked in our own flat reads: “Heavenly dinner of little or nix; best meat in six months or more —cost 28c.” It is a bit difficult to describe the shop whence came this steak, but [ll try. It is about nine feet front, with ancient style arched doorway eight feet wide and all of ten feet high. It is open, because no other light enters. Shop is perhaps 20 feet deep, with heavy arched wall back some fourteen feet. Back of the arch is the refriger- ator. In front of second arch is wood- en platform—all else being stone or tile—which lifts the serving butcher about a foot so he looks down from his eminence, over his. high marble coun- ter, at the purchasing populace. This is characteristic of all food stores. It is most awkward and the why I could not learn—or have not yet learned. But the unconscious at- titude which results is that of one who favors the buyer by serving him—sort of like a traditional prince condescend- ing to his people. Just inside the entrance are hung two great marble slabs, hinged to the inner door frame. These have big nickeled hooks on their outer side, two rows of them on which are dis- played cuts of beef, sides, legs, etc. In- side on the walls are the usual display hooks. Behind one slab sits the cashier, evi- dently the proprietor’s wife—solid, portly, comfortable, though the tem- perature is frigid. Her space is just enough for her knees to go under the little cash counter. This being an ex- clusive beef shop, I ask for bue— boo-ay and point to the price on the card which hangs in all shops. I buy as yet by signs, so when the right cut is brought from the ice box, I show about what I want cut. I am going it blind as yet. The surprise is great, also the pleas- ure, when this bit of beef is broiled and turns up tender, juicy, flavory. Later, when I get better acquainted with this beef seller, also better in Italian, I learn that his beef is “Toscana”—from MICHIGAN TRADESMAN Tuscany. I find it stamped with an official insignium and learn that this is government inspected. It is im- mense in size and the ‘hhandsomest beef I ever saw. Later we learned, in Perugia, what this beef was. It was from critters of the same general out- line as are found on Roman sculptures, great, big-framed, pure white cattle. Evidently the breed persists from pre- historic times, long, horned and hand- some. The lambs displayed in ‘Rome are so tiny that I shied off for some days. It seemed that such tender babies could not make good meat. But my wife and I ventured a few days later, getting four chops, with a kidney for 14c in real money. We are light meat eaters, so this was plenty for us, but the flesh was so tender and the flavor so excel- lent that we were charmed. My notes say we made two delicious meals on this purchase. Later I found that lamb is thus cheap in Rome because of the great herds of sheep which are pastured on the Roman Campagna. This is the country round about Rome, famous for centuries for its fertility and its spon- taneous growth of grasses. There is such abundance of this meat that lambs can be slaughtered so tiny, as delicacies, for prices so trifling as I in- dicate. I am told that away from the Roman Campagna — cam-pan-ya — lamb costs much more, though I do not as yet know what “much more” may mean. Values, prices, money are all relative and three months have not enabled me to get a satisfactory idea of this bit of Einstein’s relativity. But this does make one reflect on certain primitive features of this land of ancient cus- toms, for great variation in prices within a few miles can only mean that transportation is not perfected nearly to our standard. We know this is true as a general proposition. One needs only to glance at the European freight car—goods waggon, as they have it in Brittain—to realize this. For here are cars on four wheels only—one truck at each end— with carrying capacity of between ten and twenty tons; and the rails and lo- comotives are in keeping with the cars. The highways are good. They also ramify in all directions, having been in use before historic times. The ancient Romans tied together their vast em- pire in two ways: By good roads and by the imposition of their language on all subjected peoples. There are no better ways to-day to hold any people together. Hence in our own times the bulk of heavy traffic in Italy still goes by ox cart and horse power over those same highways. Man power is the cheapest commod- ity on this peninsula—including woman power, of course. Don’t let’s forget the women. They do more fetching and carrying of heavy loads than Americans could well imagine possible. I shall write more on this later. But because human effort costs little, it is utilized in the raw as we have not used it for a century. Thus one sees carts either ox hauled or horse drawn everywhere on the highways, going on at the proverbial snail’s pace with all kinds of commodi- (Continued on page 31) February 4, 1931 Leading Grocers always have a supply of POSTMA’S RUSK Fresh Daily POSTMA BISCUIT CO. GRAND RAPIDS, MICHIGAN as they are in Demand in all Seasons © GRAND RAPIDS PAPER Box Co. Manufacturers of SET UP and FOLDING PAPER BOXES SPECIAL DIE CUTTING AND MOUNTING G R AN D RAPIDS, MICHIGAN ANNOUNCING A new installed wash room of our own, enabling us to furnish you daily with fresh Carrots, Beets, Parsnips, Turnips, Celery, Etc. Give us a trial. VAN EERDEN COMPANY 201-203 Ellsworth, S. W. Grand Rapids, Mich. PUTNAM’S NORTHLAND CHERRIES For WASHINGTON’S mee... BIRTHDAY FEBRUARY 22 Packed in This Beauti- ful Display Basket or in Pails and Boxes. ORDER NOW. PUTNAM FACTORY NATIONAL CANDY CO., Inc. Grand Rapids, Mich. In More Homes Everyday RAaALSOM America’s Finest Bread 77/| SANCTUM_ BAKORIUM }x Lf NEWS Despite the modern trend to abolish kitchen drudgery, HOLSUM could never have achieved its supremacy with- out the merit of quality. aaa Always Sell LILY WHITE FLOUR “*The Flour the best cooks use.”’ Also our high quality specialties Rowena Yes Ma’am Graham Rowena Pancake Flour Rowena Golden G. Meal ‘Rowena Buckwheat Compound Rowena Whole Wheat Flour Satisfaction guaranteed or money refunded. VALLEY CITY MILLING CO. Grand Rapids, Mich. riba asic February 4, 1931 MICHIGAN TRADESMAN 21 MEAT DEALER Michigan State Association of Retail Meat Merchants. President—Frank Cornell, Grand Rapids Vice-Pres.—E ¥®. Abbott, Flint. Secretary—E. J. La Rose, Detroit. Treasurer—Pius Goedecke, Detroit. Next meeting will be held in Grand Rapids, date not decided. . Excessive Acreage of Grapefruit Is Inviting Disaster. The grapefruit industry is heading toward almost certain disaster within the next few years because of exces- sive planting without regard to mar- ket possibilities, C. C. Teague, mem- ber of the Federal Farm Board repre- senting the fruit and vegetable indus- try, stated orally Jan. 27. Production of grapefruit this year was so large as to tax to the utmost the ability of all the marketing agencies to find an outlet at remunerative prices, Mr. Teague said. In the face of this condition, producers are planting rap- idly and there are about 54,000 acres of grapefruit groves which have not yet come into bearing but will do so soon. There are now about 147,000 acres in grapefruit. In the Rio Grande Valley, which is rich and should produce plentifully, there will be planted about 20,000 acres more of grapefruit this year, it is esti- mated, according to Mr. Teague. Other sections also are planting much greater acreage, There were marketed during the last season about 15.000,000 boxes of grape- fruit, Mr. Teague said, which exceeded the previous largest amount by 2,500,- 000 boxes and taxed market outlets to capacity. The margin between wholesale and retail prices for grapefruit is narrower than for most commodities, Mr. Teague said, but he believes there may be room for some reduction of the mar- gin with consequent reduction of re- tail prices. ——_2»+>___ Urges One Big Union of Food Indus- tries. Dr. Frank M. Surface, assistant di- rector of the Bureau of Foreign and Domestic Commerce, United States Department of Commerce, speaking last week before the National Whole- sale Grocers’ Association, emphasized the waste occasioned by present com- plexity and duplication of function, as evidenced in the battle of national and private brands. He recommended a reorganization of the food industries in such a way that manufacturers, wholesalers and retailers could all sit down together to solve their mutual problems and devote serious co-opera- tive attention to straightening out the line of distribution from farm to con- sumer. —_~+++____ Helium Found To Be Food Preserva- tive. The New York Herald-Tribune re- ports successful experiments with helium as a food preservative. Orange juice in containers, according to the November 30 issue of the Tribune, was kept in apparently perfect condition for six months and sponge cake was kept fresh for two months. The preserva- tive value, it is stated, lies in the tendency of helium to drive out oxygen, nitrogen and carbon dioxide and thus to prevent growth of bacteria and oxidation, No experiments have been made with meat. —_»~+-+___. Foodstuff Orders Expand. The present month promises to be the most active since last Spring so far as grocery products are concerned, according to producers of both pack- aged foods and canned goods. Stocks of jobbers as well as chain groups last month reached the lowest point in more than three years in anticipation of the annual inventory taking, and buyers are now anxious to build sup- plies up to a normal point again. Tele- graphic orders for foodstuffs have reached the market in a steady stream during the last two weeks. The or- ders are all for immediate delivery and call for quantities of goods much greater than has been customary for some time past. ——_—_+ +. ___ Men’s Furnishings Prices Lower. Definitely lower prices continue to feature developments in men’s furnish- ings for Spring. In neckwear, prepara- tions are under way to bring out a satin-lined, hand-tailored silk tie to retail at 50 cents. Neckwear that was selling last year for $1 will be retailed at 79 cents and in some instances 69 cents. Shirt volume continues very large at exceedingly low prices, Manu- facturers are hoping for the return of fancies, but under present conditions this situation is not expected to ma- terialize. Golf hose prices are also undergoing revision, with excellent values being offered at $1. A new cot- ton number to retail at 75 cents will be brought out shortly. ————_+++>—__ Second Grade of Sally Lee Frozen Meats. The Indianapolis Abattoir Corpora- tion has added a second grade to its line of Sally Lee quick-frozen meats, -. which sells about 25 per cent. lower than the first grade. The company is now furnishing re- tailers with electrically refrigerated storage boxes instead of boxes cooled by solid carbon dioxide, which it used at the beginning of the experiment, having found the electric refrigeration to be considerably less costly. Dummy packages are used for display purposes. ——— Keep Unprofitable Goods Out of Sight. Most food dealers know the secret of boosting sales of profitable items by giving them prominent display, but how many follow the complementary practice of keeping profitless items out of sight? If you have to stock certain unprofitable items because some of your customers demand them, why not keep them in the back room where no one will see them? Those who want them will ask for them anyway. Those who aren’t sure just what they want will buy something else. ———_ Food Bill Collected as Part of Rent. A new development in the grocery line is the store located in the base- ment of a large apartment building primarily for the use of people living on the premises. In some of these apartment groceries, according to one of the grocery magazines, the monthly food bill is added onto the rent bill and collected by the owner of the building. This practice gives the grocer assur- ance of being able to collect. ORDER THIS QUICK SELLING -LINE FROM YOUR WAGON DISTRIBUTOR. In times when families are trying to economize, Noodles do not stay long on the grocers’ shelves. Mrs. Grass has worked out numerous ways of making delicious dishes from her Noodles and the recipe folders are packed in each package. Because every package of Mrs. Grass’ Genuine Egg Noodles makes steady customers for your store, we urge you to write to us to get the name of your nearest Wagon Distributor. I. J. GRASS NOODLE CoO., INC. Dept. M. 6021-7 Wentworth Ave., Chicago, Ill. EGGS - Market prices. Low prices increased demand. On request we will be pleased to quote finest quality Candled Aprils and Mays. We are always in the market for Strictly Fresh Eggs, at full We can supply Egg Cases and Egg Case Material of all kinds. KENT STORAGE COMPANY - EGGS - EGGS GRAND RAPIDS GRIDDLES 7 N. IONIA AVE. Everything in Restaurant Equipment Grand Rapids Store Fixture Co. BUN STEAMERS URNS Priced Right. Phone 67143 N. FREEMAN, Mer. Manufacturers of Sausage and Meat Products. Wholesale only. HERRUD & COMPANY 542 Grandville Ave., Grand Rapids, Mich. VINKEMULDER COMPANY Grand Rapids, Michigan BRANCH AT PETOSKEY, MICH. Distributors Fresh Fruits and Vegetables Cranberries, Grapefruit, “Yellow Kid” Bananas, Oranges, Onions, Fresh Green Vegetables, etc. T.- 3 Bk February 4, 1931 work of the house. A lady iiay €oitie iti, try her hatid at applyitiga flat wall titit, firid she eati do the job (with a little iristruétion froiii the salespeople) atid order enough for one reom; but ds a rule she does three or fotif rooiiis if not the entire house. One room shows up the next. So I am always satisfied to have customers start in a small way, so long as I get them started. “Another method we have used fre- quently to eall attention to interior paitit specialties is the half-and-half inethod. It is fatiiiliar to tiost hard- ware dealers, yet it is always good. Take an old kiteheri, chaif, a picttite franie, a few letigths of stove pipe of aliiost ary artiéle that needs paint, aiid fitiish half of it. Ptt that it the witidow. It telis its owiti story, but you €ari supplemeiit it by a tieat dis- play of the line and by a show ecard emphasizing the cheapness of the iiid- terials and the ease of the work.” An important point in selling paint specialties is confidence. The sales- man can’t get results where he doesn’t believe in the goods he is selling. It should not be overlooked that in the winter months the average farmer is not busy. It is, therefore, a good time to sell him implement paint. On too tiatiy farms the implements are tieglected atid left exposed to the weather; yet it is tio difficult matter to provide an implement shed of one kind while the regular use of implement paint will protect both wood and metal from deterioration. An important con- sideration is that in the event of an auction sale, freshly painted implements will commatd much higher prices. One dealer makes it a point to watch for advertiseinetits of auction sales. He straightway tises the phone, and quite often sells enough imolement paint to add $100 or more to the selling price of the implements. Which is a good investment for the farmer, atid good business for the merchant. Rural business of this sort can often be secured by a circular letter to a carefully selected prospect list, accom- panied by printed literature regarding the line. telephone will usually bring in some business. Victor Lauriston. ——_+ +. -—__- Proceedings of the Grand Rapids Bankruptcy Court. Grand Rapids, Jan. 26—In the matter of Wynn R. Pemberton, Bankrupt No. 4150. The final meeting of ereditors has been called for Feb. 138. The trustee’s final report and account will be approved at such meeting. There will be no divi- dends for creditors. In the matter of Taylor Radio Co., Bankrupt No. 4138. The final meeting of creditors has been called for Feb 13. The trustee’s final report will be approved at such meeting. If possible a first and final dividend will be paid to creditors. In the matter of Charles H. Moore, in- dividuaily and also doing business as City Awning Go., Bankrupt No. 4129. The final meeting of creditors has been called for Feb. 13. The trustee’s final report and account will be approved at such meeting. There will be no dividends for creditors. In the matter of Charles P. Thomson, doing business as Interstata Management Co., Bankrupt No. 4125. The final meet- ing of creditors has been called for Feb. 18. The trustee’s final report will be approved at such meeting. If possible 2 first and final dividend will be paid to creditors. In the matter of Frank Damico, Bank- rupt No. 4118. The final meeting of cred- itors has been called for Feb. 138. The trustee’s final report will be approved at such meeting. If possible a first and final dividend will be paid to creditors. In the matter of Leland EB. Sumner, Bankrupt No, 4161. The final meeting of A canvass personally or by . MICHIGAN TRADESMAN creditors has been called for Feb. 13. The trustee’s fitial report will be approved at Such meeting. If possible a first and final dividend will be paid to creditors. Jan: 26. On this day was held the first meeting of creditors in the matter of A. Chester Benson, doing business as A. C. Benson, Bankrupt No. 4353. The bakrupvt was present in person and rep- resented by attorneys Hilding & Hilding. Creditors were represented by attorney Cleland & Snyder and by Central Adjust- ment Association and Lyon Mercantile Agency. Claims were proved and allowed. The bankrupt was sworn and examined without a reporter. William Romkema, of Grand Rapids, was elected trustee, and his bond placed at $500. The first meet- ing then adjourned without date. In the matter of Barney B. Mann, Bankrupt No. 4297, the trustee’s first report and account has been filed and an order has been made for the payment of expensés of administration and secured claims to date. In the matter of Ruth J. Robinson, Bankrupt No. 4867. The first meeting of creditors has been called for Feb. 9. In thé matter of August Shikoski, Bank- rupt No. 4869. The funds have been received and the first meeting of cred- itors has been called for Feb. 9. In the matter of Walter A. Douck, Bankrupt No. 4364. The funds have been received and the first meeting of cred- itors has been called for Feb. 9 In the matter of Lauren SBorgeron, Bankrupt No. 4355. The funds have been received and the first meeting of cred- itors has been called for Feb. 9. i In the matter of Henry Witteveen, Bankrupt No. 4365. The funds have been received and the first meeting of cred- itors has been called for Feb. 9. Jan. 26. On this day was held the adjourned first meeting of creditors in the matter of Harrison S. Dewey, Bank- rup No. 4116. The bankrupt was not present or represented. By agreement the matter was further adjourned to Feb. 9. Jan. 27. We have to-day received the schedules, reference and adjudication in the matter of Clarence B. Boone, Bank- rupt No. 4377. The bankrupt is a resident of Kalamazoo, and his occupation is that of a restauranteur. The schedule shows assets of $2,550 of which $600 is claimed as exempt, with liabilities of $6,221.57. The court has written for funds and upon recaipt of same the first meeting of cred- itors will be called. Jan. 26. On this day was held the first meeting of creditors in the matter of Alfrd L. Hindenach, doing business as Paw Paw Drug Co., Bankrupt No. 4354. The bankrupt was present and represent- ed by attorney L. R. Williams. Creditors were represented by attorneys Jackson, Fitzgerald & Dalm. Claims were proved and allowed. The bankrupt was sworn and examined without a reporter. M. N. Kennedy, of Grand Rapids, was elected trustee, and his bond placed at $1,000. Bs first meeting then adjourned without date. Jan. 26. On this day was held the first meeting of creditors in the matter of John B. Stemm, Bankrupt No. 4308. The bankrupt was present in person and rep- resented by attorney Charles H. Kimmer- le and by Grand Rapids Credit Men’s Association. The bankrupt was sworn and examined without a reporter. Claims were proved and allowed. Shirley C. De Groot, of Grand Rapids, was elected trustee, and his bond placed at $2,000. The first meeting then adjourned without date. Jan. 27. On this day was held the first meeting of creditors in the matter of Gust Caris, Bankrupt No. 4347, The bank- rupt was present in person and repre- sented by attorney John G. Anderson. Creditors were represented by Balgooyen & Cook, attorneys. Claims were filed. The bankrupt was sworn and examined without a reporter. Harry Bomers was elected trustee, and his bond placed at $200. The first meeting then adjourned without date. On this day also was held the first meeting of creditors in the matter of Paul E. Le Mieux, Bankrupt No. 4352. The bankrupt was present in person and represented by attorney Christian A. Broek. No creditors were present or represented. Claims were proved only. The bankrupt was sworn and examined without a reporter. Edwin B. Moon, of Grand Rapids, was named trustee, and his bond placed at $100. The first meeting then adjourned without date. On this day also was held the first meeting of creditors in the matter of Frank Falsetta, doing business as Lake Odessa Fruit Co.. Bankrupt No. 4332. The bankrupt was present in person and represented by attorney R. A. Latting. Creditors were represented by attorneys Cleland & Snyder and Bernard Pierce. Claims were proved and allowed. The bankrupt was sworn and examined before a renorter. Shirley C. De Groot, of Grand Rapids, was elected trustee, and his bond placed at $100. The first meet- ing then adjourned without date. On this day also was held the first meeting of creditors in the matter of J. Clyde Tracy, Bankrupt No. 43850. The bankrupt was present in person and rep- resented by attorney Joseph S. Folz. No creditors were present or represented. One claim was proved and allowed. No trustee was appointed. The bankrupt was sworn and examined without a re- porter. The first meeting then adjourned without date, and the case has heen closed and returned to the district court, as a@ case without assets. On this day also was held the first meeting of creditors in the matter of Monroe Genau, Bankrupt No. 4265. The bankrupt was present in person and rep- resented by attorneys Fox & Fox. No creditors were present or represented. No claims were proved and allowed. No trustee was appointed. The bankrupt was sworn and examined without a re- porter. The first meeting then adjourned without date, and the case has been closed and returned to the district court, as a case without assets. On this day also was held the first meeting of creditors in the matter of Glenn F. Bucher, Bankrupt No. 4335. The bankrupt was present in person and rep- resented by attorneys Fox & Fox. No claims were proved and allowed. No cred- itors were present or represented. No trustee was appointed. The bankrupt was sworn and examined without a re- porter. The first meeting then adjourned without date, and the case has been closed and returned to the district court, as a case without assets. In the matter of Morris Bros. Hardware Co., Bankrupt No. 4008, the trustee has heretofore filed. his final report and ac- count, and a final meeting of creditors was held Jan. 19. The bankrupt was not present or represented. The trustee was present in person and represented by at- torneys Corwin, Norcross & Cook. The trustee’s final report and account was considered and approved and allowed. Claims were proved and allowed. An order was made for the payment of ex- penses of administration, and for the pay- ment of all preferred claims in full and a first and final dividend to general cred- itors of 10.6 per cent. No objections were made to the discharge of the bankrupt. The final meeting then adjourned without date. The case will be closd and returned to the district court, in due course. In the matter of Williams & Otter- bacher, Bankrupt No. 4337, the trustee has filed his first report and account, and an order has been made for the payment of expenses of administration to date. In the matter of John J. Seltenreich, individually and doing business as Surplus Machinery Exchange, Bankrupt No. 4050. the trustee has heretofore filed his final report and account, and a final meeting of creditors was held Jan. 20. The bank- rupt was not present or represented. The trustee was not present. The trustee’s final report and account, was considered and avproved and allowed. Claims were proved and allowed. An order was made for the payment of expenses of admin- istration and preferred claims, as far as the funds on hand would permit. No objections were made to the discharge of the bankrupt. The final meeting then adjourned without date, and the case will be closed and returned to the district court. as a case without assets. Jan. 31. We have to-day received the schedules. reference and adjudication in the matter of Harry E. Doxey, Bankrupt No. 4380. The bankrupt is a resident of Grand Rapids, and his occupation is that of a laborer. The schedule shows assets of $35 with liabilities of $4,980.82. The court has written for funds and upon receipt of same the first meeting of cred- itors will be called. Jan. 31. We have to-day received the adjudication and reference in the matter of Martin Enstein, sometimes known as A. M. Epstein, Bankrupt No. 4336. The bankrupt is a resident of Kalamazoo. This is an involuntary matter and the schedules have been ordered filed, unon receint of same the list of assets as well as creditors will be made herein. Feb. 2. We have to-day received the schedules, reference and adjudication in the matter of Roy I. Walters, Bankrupt No. 4381. The bankrupt is a resident of Three Rivers. The schedule shows assets of $8,083.86 of which $200 is claimed as exemnt. with liabilities of $40,637.07. The court has written for funds and uron receipt of same the first meeting of cred- itors will be called. = THE PAGE MILK COMPANY Merrill, Wis. SARLES Detective Agency Licensed and Bonded Michigan Trust Bidg. Grand Rapids, Mich. Jennings’ Pure Extracts Vanilla. Lemon, Almond, Orange, Raspberry, Wintergreen. Jennings Flavoring Extract Co. Grand Rapids, Mich. Corduroy Tires Our success is founded on the salé of up to date, qual- ity merchandise where the saving in selling cost is passed on to our customers who or- der by mail or wire, at our expense, di- rect. Made in Grand Rapids Sold Through Dealers Only. CORDUROY TIRE CO. Grand Rapids, Mich. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structure Beautifu! 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. I. Van Westenbrugge Grand Rapids - Muskegon (SERVICE DISTRIBUTOR) Nucoa KRAFT<(A CHEESE All varieties, bulk and package cheese “Best Foods”’ Salad Dressings Fanning’s Bread and Butter Pickles Alpha Butter TEN BRUIN’S HORSE RADISH and MUSTARD OTHER SPECIALTIES 24 > MICHIGAN TRADESMAN. February 4, 1931 HOTEL DEPARTMENT News and Gossip About Hotels and Hotel Men. Los Angeles, Jan. 31—The other week I had something to say about the magnificent character known as “Brother Tom” Liddicoat, who has put in a lifetime in Los Angeles as- suaging the handicaps of the poor and for which he was presented with an enduring token of high esteem. But just now I have in mind an individual, born in Oklahoma, but a Californian by adoption—Will Rogers. Everyone in his native state, his adopted state and the world at large might well be proud of this self-same Will Rogers, now devoting his time and talent, both of which are worth a lot of money— to helping down-and-outs throughout the entire Nation. It seems but a few years since we all began to notice the awkward, drawling cowpuncher, twirl- ing his rope on the Eastern stage, the while he cracked quaint drollieries on men and manners. A Westerner, dis- covered by the East, he has become a ‘National character. For his whimsical humor, his good-natured banter and his sure-fire satire. he has made friends in everv quarter of the globe. He, the mummer, has made men posing as statesmen, look like puppets. As a puncturer of toy balloons and an ex- poser of shams and foibles he has perhaps no equal in our times; his humor challenges that of Mark Twain, his homely philosophy is even more convincing, but of his talents and ad- mirable traits, the greatest outstanding feature of his entire career, has been his prompt response to the call of the needy. With an almost unheard of individual contribution as a starter he is now conducting a campaign, on his individual responsibility, resulting al- ready in over $100,000, which has been turned over to charitable dispensaries, and it can be said that he has hardly got fairly started. And it has all been accomplished without the outlay of one penny, so far as its beneficiaries are concerned. If every individual in the United States with Will Rogers’ en- ergy, or its equivalent in cash, would put his shoulder to the wheel, as does the former mayor of Beverly Hills, the winter of the Nation’s discontent would soon be over. And through it all, he is the same happy-go-lucky in- dividual. original to the last degree, who has made the whole world hap- pier. A. L. MacDonald, manager of Hotel Grant, Detroit, for the Affiliated Ho- tels Corporation, has created a con- siderable stir in starting a campaign whereby this really desirable property, which has had its vicissitudes, has been turned into a channel which may bring joy to its investors. He has opened a fine new Italian-style dining room in the basement of the John R street caravansary. The space was formerly operated as a cafeteria by the hotel, but competition in that particu- lar type of feeding was so keen that Mr. MacDonald decided to specialize, and he now is offering the public something for which they have not been slow in showing their apprecia- tion. A lot of Michigan hotel operators will be found in Chicago this week in attendance at the annual meeting of the Illinois Hotel Association. Several Wolverines are announced for address- es and the discussion of same. James C. Cleary, national counsel for the Hotel Greeters of America, is an individual of good, horse sense, and is by no means a crape hanger. In a recent address before that well-organ- ized body he offered the prediction that while, for the time being, there «may be no accumulation of evidence to the effect that we have actually reached the end of the most universal depression the world has ever experi- enced, there are certain unmistakable signs of the near approach of the cul- minating phase of the great bear mar- ket of 1929-30. He says: “I believe the close proximity of general commodity prices to the actual and necessary cost of production has been reached—a con- dition which, if the industrial history of the world is worth considering, may be relied upon shortly to expose at least the dead-line of the present eco- nomic situation.” To the hotel world comes, as a dis- tinct shock, the information that the Chicago Beach Hotel, one of the old- est and best-known residential hotels in the world, has been overtaken by the sheriff. ‘On the petition of the Albert Pick-Barth company, hotel out- fitters, a receiver has been appointed. It is asserted that the hotel is solvent but was not able to meet current ob- ligations, and this move was taken to prevent a multiplicity of creditors’ suits being filed. Some genius has invented what he calls a cube-steak cutter. It cuts beefsteak in quarter inch squares, leaving a thin film of meat uncut at the bottom to hold the cubes together. It is said that steaks prepared in this manner are more tender and cook quicker. It was surely needed. George ‘Crocker, in addition to his duties as president of the Michigan Hotel Association, is said to have re- cently handed his stockholders a very satisfactory dividend as a result of his operation of Hotel Olds, Lansing, as its general manager. Which makes it look like a good year for the 'M. H. A. which convention will quite likely be held in his tavern next fall. The American Hotel Association, ac- cording to reports submitted, is mak- ing a very satisfactory showing in its campaign against hotel frauds, such as check-passers and “skipners.” A policy of no compromise with this class of crooks has been adopted, which will show in the results attained in the fu- ture. There has always been a tenden- cy to accept restitution and waive prosecution, as a consequence the laws of many states secured after much effort. on the part of hotel operators, have become dead letters. Four harvests of 18 inch ice have been cut in the Truckee River in the High Sierras this winter. Every sec- ond day the same standard thickness crop was ready for the buzz saw. And at the same time they are harvesting lettuce in the Imperial Valley and oranges in Los Angeles. Some com- bination. Reminding me that a flying visit was made to Arrowhead Lake, the other week end, two hours’ ride from Los Angeles, where they are having a regular riot of snow. sports, with eighteen inches of the “beautiful” in evidence. The roads were wonderful and the hotels all doing a big business, while here in poor Los Angeles they have not, so far, seen any evidence of even a frost. That Indiana Congressman who is spouting himself hoarse in an effort to do away with the primary election and go back to the old caucus and con-. vention, ought to be made to do it. Wonder if he remembers when at the township caucus, usually poorly attend- ed, that a couple of “influentials” han- dled all the details of the meeting, picked out their own delegations, and we read about it afterwards in the town paper. It was what was known as the “boss” system. To be sure, un- der the primary system many a medi- ocre individual has been elevated to office, but the electorate have at least had an opportunity of expressing their desires if they were sufficiently inter- ested to take the time to go to the polls, and, besides, everything was 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. 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 Columbia Hotel KALAMAZOO Good Place To Tie To HOTEL CHIPPEWA HENRY M. NELSON, Manager European MANISTEE. MICH. Up-to-date Hotel with all Modern Conveniences—Elevator, Etc. 150 Outside Rooms Dining Room Service Hot and Cold Running Water and Telephone in every Room. $1.50 and up 60 Rooms with Bath $2.50 and $3 “We ave 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. | Republican Hotel MILWAUKEE, WIS. Rates $1.50 up—with bath $2 up Cafeteria, Cafe, Sandwich Shop in connection Park Place Hotel Traverse City Rates Reasonable—Service Superb —Location Admirable. R. D. McFADDEN, Mgr. HOTEL KERNS LARGEST HOTEL IN LANSING 800 Rooms With or Without Bath Popular Priced Cafeteria in Cen- - nection. Rates $1.56 up. E. 8. RICHARDSON, Proprietor NEW BURDICK KALAMAZOO, MICHIGAN In the Very Heart of the City Fireproof Construction The only All New Hotel in the city. Representing & $1,000,000 Investment. 250 Rooms—150 — with Private ath. Buropean $1.50 and up per Day. RESTAURANT AND GRILL— Cafeteria, Quick Service, Popular ices. Entire Seventh Floor Devoted to Especially Equipped Sample Rooms WALTER J. HODGES, Pres. and Gen. Mgr. HOTEL OLDS Absolutely Fireproof Moderate Rates GEORGE L. CROCKER, Manager. Occidental Hotel FIRE PROOF CENTRALLY LOCATED Rates $2.00 and up EDWART R. SWETT, Mor. Muskegon +t Michigan ‘ wy ‘; re pia ec NM acta eee uc. e 4 , «“ ° as © StigAisiee f spe aa? ‘ ac . q + Te February 4, 1931 open: and above board. At least the candidates are not now nominated in back rooms behind closed doors,, Frequently we hear of sales of apart- ment houses where, after the deal has been consummated, the discovery is made that the occupants: are not rent- payers, but immediately move.on to another operating base. But the op- erator of a Los Angeles restaurant is under sentence of from one to ten years because he operated a little bread line of his own, thereby inducing a would-be purchaser to invest, because at the suggestion of the seller, he secreted himself across the street and watched the busy hum of industry from a distance. He saw people stand- ing in line awaiting service and fell for the proposition. All might have gone well but for an incautious word dropped by one of the so-called ‘“‘pa- trons.” As a result a jury discovered that these folks had been invited to free meals during that period when the deal was in progress. Some irresponsible news gatherer makes the announcement that there will be work for 3,000 people at the Boulder Dam site about March first. This news purveyor ought to spend a few days at Las Vegas, Nevada, where there are thousands of destitute indi- viduals who have been waiting for months, objects of charity, waiting for these self-same jobs, the number of which will not come anywhere near absorbing the labor force now already on the ground. The Federal 'Govern- ment has not yet declared itself as to the probable time when construction is to begin, but they have sounded a warning to the unemployed to keep away from Nevada until something develops which will lead to their em- ployment. Talk about hardships. There are actually whole families living in broken-down flivvers, depending on the charitably disposed of the town to feed them. The game and fish in the neighborhood, have all been absorbed, and a touch of cold weather, which, fortunately they have escaped so far, would speedily do the rest. Uncle Sam will blow the whistle, when the jobs are open, but there will be hun- dreds of under-fed on the waiting list who will hardly be in fit condition to answer the call. Manager Harold A. Sage, of Hotel Tuller, Detroit, according to advices I have received, is making an out- standing success of his recently estab- lished Everglades Club, which has taken the place of the Arabian room service at that popular hostelry. In less than a month from the date of the original opening he has demonstrated that his point of vision was unmistak- ably correct. There are a few of the younger hotel operators in Detroit who have accomplished what was said to be the impossible and Mr. Sage is one of them. I think I can safely assert “T told you so.” The Women’s Auxiliary of the Grand Rapids Greeter ‘Charter, is con- templating the publication of a Greet- er’s Guide. This ought to prove a suc- cess. In several California cities such publications have done well. They serve the admirable purpose of supply- ing visitors with information on vari- ous topics in which they are interested, besides offering an attractive adver- tising mediuyn. There seems to be a change in the attitude with the general public in re- spect to the toleration of smoking in cafes and dining cars. One of the largest cafeterias in Los Angeles re- cently gave their patrons an opportun- ity of expressing themselves on the subject by a referendum and it was very nearly unanimous. While few women smoke in these establishments the vote indicated that they were per- fectly willing the male sex should en- MICHIGAN TRADESMAN joy the privilege. One restaurant operator, having in mind the fact that there are individuals to whom _ the fumes of tobacco are offensive, cheer- fully arranged a department for their benefit, which, to me, seems like a very sensible disposition of the: prob- lem. J. J. Smith, well-known Michigan resort operator, and an active member of the Michigan ‘Hotel Association, has acquired the Hotel Homosassa, at Homosassa Springs, Florida, a beauti- ful affair of Spanish design, and will proceed to accomplish in that state what he has been doing for some time with the Wolverines. a F. E. MacDougall, proprietor of the North Branch Hotel, at North Branch, who was very severely injured by a fall recently, is reported to be recov- ering and will soon be at the helm once more. Someone down at San Antonio, Texas, who failed to qualify in giving up his or their identity, sends me a beautiful box of candy, accompanied by this: “Keep on in the good work, Judge. I like everything you write.” I hope they really do see this, and will disclose themselves. Surely I thank them. A refreshing sign of the times is the announcement that the Gideon organ- ization has found it necessary to renew their contribution of bibles in many of the hotels throughout the country. In these days of divorces, suits for alienation of affection, and the like, among the theatrical profession, it sure is restful to hear that the late Mme. Anna Pavlowa, the world’s greatest dancer, who passed away recently, managed to pursue her career with dignity and quietude. She did not de- perd upon the cheap hooey of Isadora Duncan and many other dancers. She was married seventeen years before the public knew anything about it, and be- yond that announcement no one knew anything about her private life. There never was a breath of scandal and she enjoyed the friendship of worthwhile people of all stations. Which brings to mind the shower of belated hen-fruit bestowed upon Rudy Vallee, the radio crooner, in Bos- ton. I am almost sorry they beat me to it, for of all the self-sufficient, “superior” young men I have ever seen On the screen, he is entitled to the gum drops. He uniformly comes on the scene with an air that seems to say that a climax in the world’s his- tory has now arrived. Now one of the largest cafeteria op- erators in Los Angeles is “doubling in brass,” as theatrical men would say. He has several establishments, and winter long he has been carefully packing up each evening, all of the perishable “left-overs” and delivering them to charitable institutions. Re- cently, however, be came to the con- clusion that perhaps there were a lot of people who could not afford to pay the very reasonable prices he ‘was charging for his food, and decided to use one of his several establishments for a class who came under this classi- fication, hence a “Five and Ten Cent Cafeteria.” It is in no sense a charity. It is a business proposition, and a lot - of people who look prosperous patron- ize the place. Any vegetable dish, salad or soup sells for five cents while meat and fish orders, in large variety, are offered for ten cents. The vege- tables are all fresh, the meat portions are ample and the slabs of pie at five cents are the very same that the same institution gets twice that price for at their other establishments. Just think of it! Chicken and noodles for ten cents. “Just at present the venture is costing me a pretty penny, but during these strenuous times everyone must help the unfortunate and I feel that properly cooked food, at a nominal charge, is doing my bit toward the cause of humanity.” And at this it is not a philanthropy. It is just a lunch room operated by a man with a heart. In addition to the horde of Ameri- can born citizens from East of the Rockies, California has to contend with the further evil of smuggling of aliens across the ‘Mexican border. One man directs the activities of the immigra- tion service in the ten border counties of ‘Southern California. The problem of handling the situation so that the law is respected, the public served and the individual helped, if possible, is one that requires the judgment of a Solomon. Since the quota law was established by Congress an average of 2,000,000 persons have yearly applied for admission to the United States, of whom only about 40,000 can be ad- mitted under the law. But many thousands of those denied admission have tried to come anyway, and the business of smuggling them in has grown to enormous proportion. It must be remembered that in addition to the border activities, hundreds of miles of which have no police protec- tion, there is also the coast and the constant invasion by smaller craft. There is also the airplane. The smug- glers get all the wav from $200 to $1,000 each for bringing them in, even though they may ‘be soon after de- ported. Then a great many Mexicans come in on six months passports, be- lieving they will be forgotten. Some- times they are overlooked, because to deport them would be an expensive procedure. Some native born individu- als who seem to think the country is going to the dogs, might do well to remember that there are a lot of out- siders who would be glad to fill their shoes, and take their chances on canine supremacy. Frank S. Verbeck. ——_+-~.______ Broccoli D'splacing Old Spinach Crop Around Laredo. Laredo, Jan. 30—Growing broccoli for Eastern and Northern markets has become an important industry here. On the Laredo Plantations, Inc., alone a field of broccoli embracing 640 acres is being transplanted by manager Harry Kauffman and his force of as- sistants and the work will soon be finished. At the rate broccoli is being grown in this district about five years after its introduction, it is believed that in the next few years larger crops of broccoli will be produced than spinach, as it ‘brings a better price to the growers. CHARLES RENNER HOTELS Four Flags Hotel, Niles, Mich., in the picturesque St. Joseph Valley. Rumely Hotel and Annex, La- Porte, Ind. Edgewater Club Hotel, St. Joseph, Mich., open from May to October. All of these hotels are conducted on the high standard established and always maintained by Mr. Renner. HOTEL OJIBWAY The Gem of Hiawatha Land ARTHUR L. ROBERTS Deglman Hotel Co. Enjoy the delightful Govern- ment Park, the locks, the climate and drive. Sault Ste. Marie Michigan CODY HOTEL IN THE HEART OF THE CITY OF GRAND RAPIDS Division and Fulton RATES $1.50 up without bath $2.50 up with bath CODY CAFETERIA IN CONNECTION In Kalamazoo It’s PARK-AMERICAN George F. Chism, Manager NEW Decorating and Management ue FAMOUS Grand Circus Park. Oyster Bar. - 800 Rooms - = - 800 Baths Rates from $2.50. HOTEL TULLER HAROLD A. SAGE, Mor. Warm Friend Tavern Holland, Mich. Is truly a friend to all travelers. All room and meal rates very reasonable. Free private parking space. GEO. W. DAUCHY, Mgr. Hotel and Restaurant Equipment H. Leonard & Sons 38-44 Fulton St., W. GRAND RAPIDS, MICH. MICHIGAN TRADESMAN February 4, 1931 DRUGS Michigan Board of Pharmacy. President—Orville Hoxie, Grand Rapids. Vice-Pres.—Clare F. Allen, Wyandotte. Director—Garfield M. Benedict, San- usky. 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—John J. Watters, Saginaw. First Vice-President—Alexander Reid, Detroit. Second Vice-President — F. H. Taft, Lansing. Secretary—R. A. Turrell, Croswell. Treasurer—P. W. Harding, Yale. Turning Soda Customers Into Regular Buyers. Ninety-nine per cent. of all people are essentially human—and naturally a bit lazy. Most of us would do but a small portion of the things we now do were it not for the suggestions that are continuously fired at us to “do this’—“do that”—or “why not do the other thing?” To sell successfully one must understand the value of sugges- tion as a sales weapon. Not long ago I was lunching with the salesmanager of a very successful Eastern concern whose products are known from coast to coast. He is known far and wide for the fine spirit of co-operation he has instilled in the salesmen working under him and for the equally splendid results those men have produced in the shape of orders on the books. “You know,” he said, “so many peo- ple, particularly retailers, overlook the fact that everyone is a potential cus- tomer for something at every hour of the day and night.” Whenever I hear retailers bemoaning the fact that sales are not as good as they would like them to be, I always think of the story I heard several years ago about the salesman who had called repeatedly upon a certain prospect but had never succeeded in bringing home the order. Finally his sales manager became ex- asperated and suggested that he ac- company the salesman in a call on this particular prospect in order that he might show the salesman how the job should be done. The next morning they were ushered into the prospect’s office—and the sales manager started in at once to do most of the talking. “Would you like to have your fac- tory equipped with the finest heating plant in America, Mr. Jones?” he fired at him, and then before Mr. Jones could answer—“Would you like to save money on every ton of coal you buy? Would you like to free the time of your furnace. man for other useful work around your plant? Would you like to keep your plant at a more even temperature every day in the heating season?” There he stopped. Mr. Jones looked up earnestly. course I would,” he replied. “Then why in Sam Hill haven’t you bought one of our furnaces?” the sales manager asked rather excitedly. “Because nobody has ever asked me to,” smiled back Mr. Jones. This story has nothing to do with the soda fountain business except that it is typical of what is going on in thousands of other soda fountains “Of every day in these good old United States. Every day in the year literally mil- lions of people are wending their way into soda fountains large and small from Maine to California saying, “Give me a soda,” or “I'll have a chocolate egg malted milk—not too _ sweet, please.” And every day in those same soda fountains poorly trained clerks are mixing the requested drinks, languidly handing them across the counter. ‘Customers are consuming them, paying their money and walking out with never a suggestion from the clerks that perhaps they might like to take along a quart of good ice cream— or, “We have just gotten in a fresh shipment of fine assorted chocolates at 89 cents per pound’—or, what have you. And if a clerk’s cost is from four to six cents per sale, whence the profit? I shail never forget one of the earliest “how” books I ever read on salesmanship. One of the homely sales principles it laid down was this: If a customer comes into your store and asks for something you haven’t got, try to sell that customer something as closely approaching her needs as pos- sible. Or, if a customer makes a pur- chase in your store, try to suggest some associated product of which your cus- tomer may, or may soon be actually in need. ‘Surely no rule could be more sensible than this. ‘Surely any retailer who is actually on his toes—actually on the alert to hear the cash register ringing morning until night—will take this simple step toward sales success with- out having to be told to do so. But it is lamentably true that the average retailer and the average retail clerk in any line of business reflects literally no inherent sales ability or merchandising sense, As I write I am thinking about a drug store in a certain city. Not so many years ago it was regarded as a poor location. Time after time men had tried to eke out an existence there, but with no success. It had been operated as a drug store, as a lunch room. Everyone seemed to think the place had a curse upon it, and that the reason for so many failures was its location about five steps below the pavement. Of course, the rent was reduced, and a bright young man some twenty-three years old decided to try his hand. He had a little money that had been left him. He borrowed some more and opened a drug store with a fairly at- tractive soda fountain near the en- trance. For a while he and one young helper were the only salesmen. They worked day and night, and how they worked! They believed that the primary function of a retail establish- ment was to sell goods. No matter what you went in to buy you rarely got out without buying several other items _ besides. The location was a transient one. Many of the people stopping in never came back, consequently they made it their business to get all out of each customer they possibly could— and they did. That young man has recently passed his thirtieth birthday. To-day he is the proprietor of four rising drug stores, each operating an equally thriving soda fountain. His clerks are put through a regular course of retail salesmanship in which the proprietor’s sales philosophies domin- ate. ‘Mind you, he has built up that busi- ness in the face of most strenuous chain store competition, while every- one around him in the retail drug busi- ness was saying, “It can’t be done. I simply cannot meet the competition of the chains.” I have often talked with the pro- prietor of that store. He is just like any other average man, except that he - uses his head more, perhaps, and has a reason for everything he does. As he said to me the other day, “I had not been in the retail business more than two or three days before I realized that every time a sale got away from me it went to somebody else, so I simply set about trying to catch as many sales as possible before people got out of my store. You are in the soda fountain busi- ness. Frankly, now, what are you do- ing to sell your fountain customers other things you handle in your es- tablishment before they get away from you? Do you think your customers would object very strenuously if you suggested that they take home a quart of ice cream—some fresh orange juice for mixed drinks at home—some bot- tled beverages—boxed candies—pas- tries—or anything else you happen to sell in the eating or drinking line? The chances are that many of your customers literally do not know of all the things you carry for sale, and all they need to spend more of their money with you is the suggestion from you that they do so. Motor Cars in Bermuda. Bermuda has in this mechanical age a unique distinction through its abso- lute ban on automobiles. Its pleasant, unhurried life has remained untouched by the modern mania for rapid travel. Its countryside is not scarred by bands of concrete, roused from its quiet by the whir of passing cars and the clash of gears or poisoned by the fume of gasoline. The pedestrian is safe in an island given over to the carriage and the bicycle. But Bermuda must be tiring of this quiet charm, for it is apparently ready to compromise with the gasoline age. A bill to permit the use of automobiles by physicians has passed its second reading in the Provincial Assembly. We can imagine the unanswerable arguments which are being brought up by the supporters of this measure. Can human life be endangered by for- bidding the doctor the automobile which might enable him to arrive in time when by either carriage or bicycle he would be too late? Can sentiment and tradition forever blind Bermuda to what the automobile may mean in an emergency? Nevertheless, this permission is the opening wedge. Let the doctors have cars and it will soon be impossible to keep anybody on the island from hav- ing one. Bermuda has rightly been proud of its faithfulness to tradition, but we fear that automobiles for doc- tors are the first signs of surrender to modern pressure. ——_+>++___ Basic thinking begets firm founda- tions, : IN THE REALM OF RASCALITY. Questionable Schemes Which Are Under Suspicion. A corporation engaged in the im- portation of asbestos and its process- ing with other products to be used as building material will stop use of the word “Marble” independently or in combination with other words in ad- vertising, on labels or as a trade name for its product, so as to imply that the latter is made of marble, when such is not the fact. Co-partners importing leather goods and novelties agreed to stop labeling products as “Silver,” so as to imply that they are made of si'ver as that term is generally understood and used by the trade and purchasing public, when in fact the articles were not made of silver. Manufacturing an alleged remedy or tonic for hogs and poultry, a corpora- tion agreed to stop advertising in a way that would imply or have the tendency to deceive buyers into be- lieving that its preparations possess therapeutic values in excess of those actually existing, or that the products have value as a remedy, cure, or tonic for specified diseases so as to justify statements that they do actually cure or treat as a tonic or otherwise those infectious diseases specified, when such is not true. A corporation manufacturing dry and wet batteries agreed to stop marking its products so as to imp!y that they are of a larger size than is actually the fact, and from stamping or branding letters, numbers, or figures on the products which may have the tendency to confuse buyers into believing that the batteries are larger or of greater capacity than is the fact. Statements which do not truthfully represent a remedy for diseases com- mon to dogs, will be discontinued by an individual manufacturing such preparations He will cease advertising to the effect that his article is a pre- ventive of distemper, or a remedy or cure for running fits, auto-intoxication, indigestion, convulsions and for all types of worms in dogs. Advertisements of its products by a corporation selling merchandise, in- cluding imitation crystals and pearls, will ‘be re-arranged. The company will not use in its advertising the words “Crystal” or “Pearl” independently or in connection with each other, or with other words, so as to imply that the products are made of natural crystals or pearls, when such is not the fact. The words “Crystal” or “Pearl” will not be used in other ways which will deceive buyers. Declared to be capable of mummify- ing the carcasses of, or preventing of- fensive odors from rats and mice killed by it, a vermin exterminator was man- ufactured and sold by a corporation. The company agreed to stop the fore- going representations, which do not truthfully represent the product. An individual purchasing new and . . i ay ie ai 5 rr a ‘ a . : © > i * ae, Tabbbisctiiiewssicissiog* a { February 4, 1931 : MICHIGAN TRADESMAN used typewriters and repairi hs pairing and re- chandi ; 27 buishing thea: 4 é chandise will no longer be sold under W : eae = assess in a scheme which involves material mis- HOLESALE DRUG PRICE CURRENT sells portable or other Coe a oe eee Oe ‘ rs a i = : A ° ; : one-half price, when such is not th tion and equipment, so as to mislead 2% Prices quoted are nominal, based on market the day of issue. fant: € the purchaser, according to the agree- |B Acids Cotton Seea 12 ” ment of a corporation en : “2 Borie (Powd.)-.10 @ 20 Cubebs eee 5@1 50 Benzoin Comp’d- @2 40 1 engaged in the "f Boric (Xtal) __10 @ 20 Bigeron laa Sa CCU SO English Heraldi : : purchase of such material and in its ' Carbolic -..-.. 38 @ 44 Eucalyptus ____. 12 > harides - @2 52 : raldic devices and Eng- 1 istributi ----~ 1 25@1 60 Capsicum -- Heh nie ng- sale and distribution. Cutric ---------- 50 @ 65 Hemlock, pure. 2 00@2 25 Catechu = proper names will no longer be i ae 8 ee So fee oe — o2 used by an individual import ‘ ae roo gem 9 @ 16 Juniper Wood - 1 50@1 75 Golchicum ~ ore vertisine novelti : ee of ad- A confectionery manufacturi Peta ae 15 @ 2 i extra .... 1 55@165 Cubebs ___ =: 80 g novelties, including sewing : : : : ing cor- uric -—---- 34@ 8 rd, No. 1 ___ 1 25@1 40 - Digi so See needles, so as to deceive purchasers i apie will discontinue circulating . 7 = Eaeenae on 6 00@6 2 Gentian __—_7_—— o1 36 thi : sin advertising literat ini Lem Gee ~——— nis country into the belief that his word pa - are containing the Ammonia Einneed “boiled, 4 00@4 25 Guaiac, Ammon. $2 oo products are of English origin, when s ree,’ “Gift” and “Given” in Water, 26 deg... 07 @ 18 Linseed, — bbl. g 78 — BE 35 muchas dee ee te ’ a manner that confuses the purchaser Weter e -— @ 15 Einased, Me ee ee % oy Colorless. @1 60 into believing that the products: so of Carbonate o 20" 3 Mustard “le a oe Mn a $1 ‘4 _ Carbonate —.... . . Sirk 2 Advertising matter creating the i wee are given free, and that their —— SS * one ees 3 os 00 oo. : gi ti i m- cost is not included in th i ‘ Olive, SNE ec SR pression that : * in the price paid eo To sie 2 in raincoats, by buyers for some _ other lide Copaiba — sae aoe ~-----. 2 50@3 00 oe Soon, a @i 44 us eep-lined coats, and offered. Fir (Canada) -- 2 75@3 00 ao nee ubarb -..____ 3 2 simi ot merchandise at wholesale, is a oo -- . 65@1 0 Orange, Sweet : cae 25 manufacturer h ‘ ee ee area Oe Ses 00@3 25 p . 25 P bos ie be pete oni isnot the A corporation conducting a school ole 2s 2 00@2 25 cree: poner 1 eons 50 Lead, red — 13%@13 ‘ ued by this firm, whose curriculum includ 7 Pennyroyal __.. 3 2 20 Lead, white dry 13% % a copartnership. cludes teaching by Barks Peppermint 4 s0Os 60 Lead, white oii Bele correspondence the subjects of dress- Cassia. (ordinary). 25@ 30 Rose, pure 13 50@14 00 Ochre, yellow pb. @ 28 Aelia, Gt a making, cooking, and millinery, will oe me “0 aaa 1 25@150 Rea Wessee less 3@ 6 ci merchandise, includin ~e sage abandon use of the word “Free” in Soap Cut (powd.) L ---------. 12 50@12 15 Pate oes tee @ § will cease aivetne Se | caps, any way to describe merchandise ac- Se --------—---- 30 —o a, 2 00@2 25 Whicas tae — eg s product as c ing j : aS, ‘1 1%@1 0 iting’ % being “Two-thirds Wool” or “A} ompanying its courses, so as to imply Becrica seein’ ee 5 00@5 = nee 5%4@10 : : . out or deceive the purchasi 8 perm = ————-_____ 1 50@1 DP. -. 2 45@2 65 Two-thirds Wool,” when such i cone purchasing public into Cubeb ------------ @ 90 Tany -_____ 7 00 = the fact. The as “it: is not believing that the cost or price of such 5 nc oo oe oa ba ee aa sO. - A Msceillaneous : | wall ato es ; ice of such = Juniper = -_-------. 0 Turpentine, cetanal of the word “Wool” in its ine ewig is not included in the pur- Prickly Ash ------ @ 7% Turpentine, Tess “ae 74 aien Ss fi 06g i2 : chase price of the course of i ; intergreen Alum. powd. and in any way that : ce. se of instruction, : and ocive seein would imply or de- but that it is given as a gratuity, when — Winter cen ne ae 6 00@6 25 Henan sa 8 ers into the belief that such is not the fact , Lines 08 15 birch 5 oa ne goods contain wool in excess of . Licorice, powd. .. 60@ 70 Wintergreen, at 3 00@3 25 Borax xtal or — 2 00@2 40 what is ll . Worm Seed’ 6 Ghee een wilered actually the content. The “Enelis Wo eed... 6 00@6 2% Cantharidna Tr, Oe e “English Broadcloth” label will ari Flowers rmwood, 0z.-. @100 Calomel "_>™ - 25@1 50 no lo 1 mica _______ 15 1@) m--~---- 2 72 The label Boclich Broadcloth” oi 1 nger be attached to shirts made Chamomile Ged.) . = Gabsicum, pow’ aoe = cloth” will of fabrics imported f Chamomile R Potassium cassia Buge-- 8 Cv@s no longer be attached to shi rom elsewhere om. @12 4; Cassia Buds 00 cisaric o shirts manu- than the British Isles, while sewing Meee 35@ 49 loves _____"> ‘oe bo oi hea a2 ne Se pees when needles not of English origin will not 4. Gums Bromide sete mae ae = chigrtaae ie 36 made Pe cacia romide = 0 Xho ---—. cloth imported from En Gp that be sold under English names accom- Acacia, ee g 50 Chlorate, gran’d_ 219 28 Gane : 20g oo known to the trad gland and _ panied by British coats of arms. Stipu- ——- Sorts ---. 25@ 40 oe powd. 16@ 23 Cocoa Butter = Soo. Pe ge English broad- lation agreements to th ; oe ees a 0 Cyani oo ea 14 “OSS Bat less” g07) = cloth. The company will al ‘ the foregoing ef- Aloes (Barb Pow) 39@ 45 yanide _____... 22@ 90 740 to. gree y also stop fect with the Feder : ‘Aloge (Cane Pow.) 5q@ 35 otide ---____- 4 34 Copperas 40-10% labeling its goods as “144-76”, wh . : al Trade Commis- Aloes (Soc. Pow.) i5@ bu %&t™Manganate __ 22 oe Copan soa” 03@ 10 fabric in th ; » when the sion were signed by the two parties AS@foetida ------ 0@ gy Erussiate, yellow en 38 Cota Cee 4 10 ! € product is not constructed concerned. : Pow. -—------- 90@1 00 crussiate, red _. 70@ a Cream Sublm 2 252 sy with threads running 144 in the warp Gumehor ee 87@ 96 Swibhate -_____- 35@ 40 pputtle hone. ane s and 76 in the fillin ne oe | aaeiae noera @ 60 : extrine —____ ° &. Guaiac, pow’d -_- Dp 7 Dover's Powdar 64@ 15 = — of the fellows who boast most is ee @1 33 honte ery, All’ Nee.’ 16@ as Radio receiving sets and simil oudly of being blue-blooded, still have i a au pevenet ~-------- 30@ 40 Mee Powdered "a a armer- a streak of yellow in their make-up. ae powdered @1 23 Gna 250 45 psom Salta. less 3%@ id ium, powd. 21 00@2 Bais ce 65 ergot, @ oe oe, wes Glas tour ae 3 Flake, Wineered -;.@4 00 Shellac, Orange 50@ 65 Ginger,’ owa. - 20@ 30 Formaldehyax = 2 20 Shellac, White 6&5@ 70 powdered Gela ®& Ib. 12@ 35 Tragacanth, pow. @1 75 : ree -————— 30@ 35 Glassware. lean a @ 9 Trosacanth, pow. \,@3 79 Ginger, Jamaica, 40@ 59 Glassw ® less 55% LE Turpentine ___. @ 30 aes Jamaica, Glauber Saltay oe cae DGERS — JOURNALS — RECO odawiered <=" 60, go Gikuber Salts’ ieae of = RDS 2 goldeiecal vows 8805 §9 Glue, Brows" BE Insecticides Liedics powd. -_ 4 00@4 60 Glue, Brown Gra 30 DAY BOOKS — CASH B ee es ee gis Shue wine’ OF, eg OOKS Blue Vitri iL Onarice: powd.-. 20@ 30 Glue, white grd ‘2@ 3 iol, bbl. @ 1% is, powdered. 4 GL ‘ te gerd. 2o@ 35 ; Blue Vitriol, less 08@ 15 Poke, Powdered — 5@ 50 yeerine ______ 17% MEMORANDUM BOOKS. Retai Po ei uee of Bhuerh pose "aa os ~ "ee @ » Retail 5c and up | swase.." me Roctawod” yowd: " S ae = Re ere ame AR cae a eee emcee 15 arsa' F ‘ LETTER FILES LETTER on ns i "a8 CAP—CARD Lead Arsenate, Po. 13%@27 Sarsaparilla, Mexic e7 @2 bu INDEX— me and Sulbhor |, Sauls, ag fo Month gi 6 ORDER BOOKS_PETTY DAY | "rast aasiSadl HMB commie 83 8 Hepyas oie & . ne ce BOOKS—T. alerian, powd. — @ 6 pax Vomlcs, Dow. 156@ 25 LY BOOKS—AUTO AND leans spoon Black ow. i Buchu, —— s «Oe mE WAGON DELIVERY BOOKS—INCO Buse, powaed 8 $2 anise gs Guaatia EN EB ME ete 6 ell eee ee oe 8 Rochelle 30%, 228,.@ 60 TAX Sage, powdered. @ 35 C § -------- 18@ 17 Saccharine 73 239 35 RECORDS Senna, Alex. __. 50@ 75 Caraway, Po. 30 12@ 18 Salt Peter : 7s Senna. Tinn. pow. 30@ 38 Cardeey, +> 30, @, 80 Seidlitz Mixture 1@ 33 Cc Uva Urai ...___ nO a Gk a ~ sag: 50 Soap, gree ture we 40 To ease : 5 oap, mott cast _ 30 omplete Assortment. Ask Our Salesmen Olls Fennell. 366 36 ons white Castii, @ a 8@ 15 Soap, wi --~ @15 00 or See Samples i sos, Biter ground -_ 8@ 15 less, wit, Cae tr Oe Foen : ples in Our Sample Room. eee OT Hemp BS Some =. =o airiiiclal a $003 2 Mustard, Yellow ~ 179 36 Soda, ‘Sal "ese 20 wo aggre 150@1 8 5 Shiga _ black 200 25 Sulphar eer @1 20 imitation _.100@1 26 Quince 2 abo 30 Sulphur, Subl. "4 = Amber, crude. 7@100 Sabadilla -____—- io mT nds “mo 3 ‘Amber, rectified 150@1 75 Sunflower _____—~ 12@ Tartar Emetic __ 708 Anise ____--___- 2 00@2 2 Worm, American 3 40 {urpentine, Ven. 50 7 : Bergamont .... 6 00@6 25 Worm, Lavant _6 50@700 V. EX. pure 1 50@2 00 azeltine & Perkins Drug C Guise ————— 3 og ae Zine Sulphate’? gg? & : rug oO. Castor ca ESI Tinctures ee ” ’ Pa oe Z ---— 3 soa rands f |Grand Rapids" Michigan hanienie Steroneia == 30092 28 Aconite __._ @1 a0 reGigar Co. Brande loves 8 50@3 75 Asafoetida eee cos - Cocoanut -..... 22%@ 365 aes @2 28 Webster Cadillacs > Cod Liver —_--- 200 Belladoni ei & Iden Wedding ~ © © Croton -____._ 8 00@8 25 pi @1 4 __ Panatelias Mm 2. o2 Cc ---—---. 75 00 Sen 33 ommodore ——— 95 0 = = MICHIGAN TRADESMAN 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, dnd merchants will have their orders filled at mar- ket prices at date of purchase. For price changes compare with previous issues ADVANCED DECLINED Kraft Swiss Cheese Lard Nucoa —_—-* — Hag, 12 1-lb. Strawberries oa os. 235. eans Mo, 2 oo 25 All gg 16 oz. NO: 4 3 00 All Bran, 10 oz. Marcellus, No. 2 -... 3 25 All Bran, % oz. __-_. 2 00 Pride of Mich. No. 2_. 3 75 eae —_—. FISH "der, 10% oz. 1 35 eS nna” Clam Chowder, No, 2. 2 75 Instant Flake, sm., 24s 1 80 re seme see No. 1 3 00 Instant Flake, sm., 48s 3 60 7,48 Segre No. % 2 25 Instant Flake, ige., 18s 3 40 Cas 3 a e, - oz. ; 30 Regular Flake, sm.,24s 1 80 Chicken Haddi, Noi 3 = Regular Flake, sm., 4883 60 Fisch wake e, ie i = Regular Flake, lg., 18s 3 40 Goq Fish in 48 agri China, large, 12s ---- 315 Cove Oysers, 5 oz. a 1 7% Chest-o-Silver, lg., 12s 325 T[obster, No. %, Star 2 90 Shrimp, 1, wet —--. 2 15 Post Brands. Sard’s, % Oil, Key -. 6 10 Grape-Nuts, 248 ------ 380 Sard’s, % Oil, Key _. 5 06 Grape-Nuts, 100s ---- 2 75 Sardines, % Oil, k’less 4 75 10° Ib. pails, per doz. 9 40 15 Ib. pajls, per doz. 12 60 25 lb. pails, per doz. 19 15 25 Ib. pails, per doz. 19 15 APPLE BUTTER Quaker, 24-21 oz., doz. 2 10 Quaker, 12-38 oz., doz. 2 35 BAKING POWDERS Arctic, 7 oz. tumbler 1 35 10c, doz. Calumet, ecnateeat _ gi 4 ume Calumet, 10 lb., doz. 18 60 Rumford, 10c, per doz. Rumford, 8 oz., doz. 1 8 Rum/ord, 12 oz.. doz. 2 40 Rumford, 5 lb.. doz. 12 50 K. C. Brand Pe size, size, size, size. 50c — : _— ; 80c 8 a 10 1b. ns, % doz. ---. 6 75 BLEACHER ees Clorox, 16 0z., as Lizzie, 16 oz., 126 ---- 2 16 LUING . 1 60 ee oR our , Bes. 36s, per Cs. Perfumed Bluing 4 o2., 128 -- 348 —- Lizette, 10. oz., 12s -- Lizette, 10 oz., 248 -- BEANS and PEAS tom pe a 00 SsSs é Pinto Beans Red Kad@ney Beans -- White H’d P. Beans Sol. Lima Beans ---- Bla, ck Eye Beans -- Split Peas, Yellow -- Split Peas, Green ---- Scotch Peas ------- BURNERS Queen Ann, No. 1 and i“ 1 White Flame, No. 1 and 2, BOTTLE CAPS Dbl. Lacguor, 1 gross .. per gross ---- BecaKrasT FOODS Kellogg’s Brands. Corn Flakes, No. 136 2 85 Corn Flakes, No. 124 2 85 No. oo 2 70 SB asans awe: OnNoesew o © nn 16 Pep, No. 202 -.------ 2 00 Krambles, No. 424 _-. 2 70 _Bran Fiakes, No. 624 2 45 Bran Flakes, No. 602 1 50 Rice Krispies, 6 oz. -- 2 70 Rice Kriepies, 1 oz. -. 1 10 Instant Postum, No. 8 5 40 Instant Postum, No. 10 4 = Postum Cereal, No. 0 2 25 Post Toasties. 36s -. 2 85 Post Toasties, 248 -- 2 85 Post’s Bran, 24s ---- 2 70 BROOMS ioe Jewell, doz. oe ceandend © Parlor, 23 ‘Tb. 8 25 Fancy Parlor, 23 Ib.-- 9 25 fx. Fancy Parlor 25 lb. 9 76 Ex. Fcy. Parior 26 Ib. ge 00 Toy —----------------- 4 ! Whisk, No. 3 2 ‘ BRUSHES Scrub Solid Back, 8 in. --.. 1 50 Solid Back, 1 in. ---- 1 76 Pointed Ends -------- 1 25 Stove Shaker ---,----------- 1 80 No 6) 8 Peerless -------------- 2 60 state 2 26 No. 4-0 -----~--------- No 2-0 BUTTER COLOR Dandelion ~..--------- 2 85 CANDLES Electric ‘a 40 Ibs. 12.1 Plumber, 40 ibs. ----- 12.8 Paraftine, ~ Bee --. 14% Paraffine, 128 ------- 14% Wicking -------------- 40 Tudor, ee per box -. 30 CANNED FRUITS Hart Brand Applies No. 10 ...._.....,_----—— 5 75 Blackberries i Priae of Michigan —--- 3 25 Cherries Mich. red, No. 10 ----11 75 Red, No. ee : 25 Red No: 2 4 15 Pride of Mich. No. 2. 3 55 Marcellus Red -----. 3 10 Special Pie ---------- 2 60 Whole White ~.------- 3 10 Gooseberries No. 10. 2 8 00 ant 49 os. glass ....___- 5 65 Pride 2 ‘Mich, No. 2% 4 20 Plums Grand Duke, No. 2%-. 3 25 Yellow Eggs No. 2%-- 3 25 Black Raspberries Bo Bee 3 75 Pride of Mich. No. 2_. 3 25 Pride of Mich. No. 1-. 2 35 — Raspberries o? ee! 3 35 ee ace atk iene 15 avcation No. 2 2} 3 75 Pride of Mich. No. 2.. 4 25 Sakmon, Red Alaska... 3 75 Salmon, Med. Alaska 2 Salmon, Pink, Alaska 1 35 Sardines, Im. %, ea. 10@22 Sardines, Im., %, ea. 25 Sardines, Cal. __ 1 35@2 26 Tuna, %, Curtis, doz. 3 60 Tuna, \%s, Curtis, doz. 2 20 Tuna, % Blue Fin -. 2 26 Tuna, 1s, Curtis. doz. 7 00 & CANNED MEAT Bacon, Med. Beechnut Bacon, Lge. Beechnut Beef. No 1, Corned -- Beef No. 1, Roast __ Beef, 2 oz., Qua., ali. Beef, 3% oz. Qua. sili. Beef, 5 oz., Am. Sliced Beef, No. 1, B’nut, sli. Beefsteak & Onions, s Chili Con Car., ls -.. Deviled Ham, %s ---. 1 bat GO om 9 BS pet CO BO PM DO SRSSSRRSSSS Potted Beef, 4 oz. _-_- 1 10 Potted Meat, % Li bby 52 90 85 Ham, Gen. % 1 45 Vienna Saus. No. % 1 36 90 Vienna Sausage, 7 Veal Loaf, Medium _. 2 25 Baked Beans Campbells -_.--.. — 106 Quaker, 16 og. ss 8 Fremont, No. 2 ..... 1 25 Snider, No. 1 -.-.-... 1 10 Snider, No. 2 ~----.-- 1 25 Van Camp. small _... 90 Van Camp, med, -..-. CANNED VEGETABLES Hart Brand Baked Beans Medium, Plain or Sau. 80 No. 10, Sauce —------. 5 60 Lima Beans Little Dot, No. 2 -.. 3 10 Little Quaker, No. 10.14 00 Little Quaker, No. 1.. “ = Bany, No. 1 1 95 Pride of Mich. No. 1. 1 65 Marcellus, No. 10 -_.. 8 75 —_ Kidney Beans No: 20 2 — 6 50 No. 5. por aah eee eae 3 70 sc Seep pp ance Rc eras cotta 1 30 No 4 90 String Beans Little Dot, No. 2 -__. 3 Little Dot, No. 1 -__. 2 Little Quaker, No. 1. 2 Little Quaker, No. 2__ 2 Choice Whole, No. 10_12 Choice Whole, No. 2. 2 50 Choice vee No. . 1 5 Cat, No. 10 22 Cut, O52 nn % 10 Cut No. 4-20. 60 Pride of Mich. No. 2-_ 1 75 Marcellus, No. 2 ... 1 50 Marcellus, No. 10 __-_ 8 25 Wax Beans Litlet Dot, No. 2 -_.. 2 Little Dot, No. 1 -_.. 2 00 Little Quaker, No. 2__ 2 Choice Whole, No. 2. 2 50 Choice Whol, No. 1. 1 76 Cur. Ne. 10 10 50 Cut, :No.. 2 ...0.-ie0. 2 15 Gut. No. 1 -- 1 45 Pride of Michigan -. 1 75 Marcellus Cut, No. 10. 8 25 Beets Small, No. 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 --.---- -- 1 40 Diced, No. 10 ~..-.--- 7 00 Corn Golden Ban., No. 3-. 3 60 Golden Ban., No. 2-. 2 00 Golden Ban., No. 10.10 75 Little Dot, No. 2 -... 1 Little Quaker, No. 2. Little Quaker, No. 1. Country, Gen., No. 1. Country Gen. No. 2_. 2 05 Pride of Mich., No. 5. 5 20 Pride of Mich., No. 2. 1 70 Pride of Mich., No. 1. 1 35 Marcellus, No. 5 -.-. 4 30 Marcellus, No. 2 -.-. 1 40 Marcellus, No. 1 -... 1 15 Fancy Crosby, No. 2.. 1 80 Fancy Crosby, No. 1-- 1 45 Peas Little Dot, No. 2 ---. 2 60 Little Dot, No. 1 ---. 1 80 Little Quaker, No. 2.. 2 40 Little Quaker, No. 1.. 1 Bifted E. June, No. 10-10 00 Sifted E. June, No. 5_. 5 75 6ifted E. June, No. 2.. 1 90 Sifted E. June, No. 1__ 1 40 Belle of Hart, No. Pride of Mich., No. Pride of Mich., No. 2_- Gilman E. June, No. 2 Marcel., BE. June, No. 2 Marcel., E. June, No. 5 Marcel., E. Ju., No. 10 Templar E. J., No. 2 1 32% Templar E. Ju., No. 10 7 00 Pumpkin No. 10 2. 5 50 NO. 2 1 80 RO. 2 ee 1 45 Marcellus, No. 10 ---. 4 50 Marcellus, No. 2% --- 1 40 Marcellus No. 2 -.--. 1 16 Sauerkraut No. os No. 2 No. Spinach No. 3% 2 2 50 NG. So 1 90 Squash Boston, No. 3 ~------ 1 80 Succotash Golden Bantum, No. 2 2 75 Little Dot, No. 2 .-.. 2 65 Little Quaker .___~.- 2 40 Pride of Michigan -... 2 15 Tomatoes ao. 0 2 BO 2 No. Be 1 Pride of Mich., No. 2% 2 25 Pride of Mich., No. 2.. 1 CATSUP, Beech-Nut, small -_-- 1 60 -Nut, large ---. 2 40 Lily of Valley, 14 oz._. 2 25 Lily of Valley, % pint 1 65 Sniders; 8 0s. 2... 1 55 Sniders, 16 oz. --~-_-- 2 2 Quaker, 10 oz. ---.-. 1 35 Quaker, 14 oz. -----. 1 80 Quaker, Galion Glass 12 00 Quaker, Gallon Tin __ 7 25 CHIL! 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 Roauefort —. 62 Wisconsin Daisy --.--- 21 Wisconsin Flat -_----.. 2t New York June -_----. 32 on. Bago oo 40 et 22 Michigan Flats ___-__-- 20 Michigan Daisies -~____- 20 Wisconsin Longhorn -. 20 Imported Leyden -----_ 28 1 lb. Limburger --~_---- 26 Imported Swiss ------. 56 Kraft Pimento Loaf -. 29 Kraft American Loaf —. 27 Kraft Brick Loaf —_____ 27 Kraft Swiss Loaf ____-- 35 Kraft Old Eng. Loaf__ 44 Kraft. Pimento, % Limbureger. % Ib. 1 90 Kraft ‘Swiss, % Ib. .- 2 25 CHEWING GUM Adams Black Jack -_.. 65 Adams Bioodberry ---- - Adams Dentyné ; -.-... Adams Calif. Fruit -- 4 Adams Sen Sen ....-- 65 Beeman’s Pepsin ------. 65 Beechnut Wintergreen. Beechnut. Peppermint--_ Beechnut Spearmint -.. Doublemint Peppermint, Wrigleys -. 65 Spearmint, Wrigleys -- 65 Juicy Fruit ..._....... 65 Krigley’s P-K -.-..... 65 Droste’s Dutch, 1 lb... 8 = Droste’s Dutch, % ib. 4 50 Droste’s Dutch, % Ib. 2 35 Droste’s Dutch, 5 lb. 60 Chacolate Apples re 8 50 Pastelles, No. 1 ---. 60 Pastelles, % Ib. ---.-- 6 60 Pains De Cafe ----..- 3 00 Droste’s Bars, 1 doz. 2 00 Delft Pastelles --.--- 15 1 Ib. — Tin Bon SEE aE ost eS a 8 Ov 7 oz. Vaca Tin Bon RS ee 00 13 oz. Creme De Cara- que 22520 13 20 12° oz. Rosaces -.----- 10 80 ¥% lb. Rosaces -.-.~--- 7 80 ¥% Ib. Pastelles ------ 3 40 Langnes De Chats -. 4 80 CHOCOLATE Baker, Caracas, %s ---- 37 Baker, Caracas, %s ---. 35 sLOTHES LINE Femp, 50 ft. -.. 2 00@2 25 Twisted Cotton, S08 fe 22 3 50@4 00 Braided. 50 ft. --.--__ 2 25 Sash Cord ~--.-- 2 50@2 75 COFFEE ROASTED Blodgett-Beckiey Co. Old Master ---.---- aos 60 Lee & Cady 1 ib. Package Saverty 17 Quaker Vacuum ------ 33 MearOW. 20 29% Morton House ---_-_-- 37 Beno oo 27 imperias 2 39 Majestic. 32% Boston Breakf’t Blend 27 McLaughlin's Kept- Fresh Coffee Extracts- M. Y., per 100 -_..-- 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 5 Hebe, Baby, 8 doz. -. 4 40 Carolens. Tall, 4 doz. 3 : Carolene, Raby ------. 35 EVAPORATED MILK Page, Baby ------ Quaker, Tall, 4 doz._ Quaker, Baby, 2 doz. 3 55 Quaker, Gallon, % doz. 3 65 Carnation, Tall, 4 doz. 3 90 Carnation, Baby, 8 dz. 3 90 Outman’s Dundee, Tall 3 90 Oatman’s D’dee, Baby 3 90 Every Day, Tall ------ 3 90 Every Day, Baby..--. 3 90 February 4, 1931 Pet; "Tall 22.323 4 20 Pet, Baby, 8 9z,, ---. 4 10 Borden’s Tall -_-._._. 4 20 Borden’s Baby --.-.-- 4 10 CIGARS Airedale iqi.4=.-.---- 35 00 Havana Sweets --...' 35 06 Hemeter Champion. ---38 50 Canadian Club -_---- 35 uv Robert Emmett -... 75 00 Tom Moore Monarch 176 00 Webster Cadillac -... 75 60 Webster Astor Foil_. 75 00 Webster Knickbocker 95 1 Webster Albany Foil 95 0v Bering Apollos __-_.. 95 00 Bering Palmitas -_ 115 00 ‘Bering Diplomatica 115 vv Bering Delioses .... 120 00 Bering Favorita -... 135 00 Bering Albas -_-_ _- 150 Ov CONFECTIONERY Stick Candy Pails Pure Sugar Sticks-600c 4 00 Big Stick, 20 lb. case 17 Horehound Stick, 5 lb. 18 Mixed Candy Kindergarten ~~~ +... 17 Tapa en 13 French Creams ,--_--._ 14 Paris Creams: 003 15 euper 10 Bancy Mixture —.._.: =. iT Fancy Chocolate 5 lb. boxes Bittersweets, Ass’ted 1 60 Milk Chocolate A A 1 65 Nibble Sticks ~-______ 1 50 Chocolate Nut Rolls — 1 70 Blue Ribbon —_-__-__-_ 1 30 Gum Drops Pails Pee 15 Champion Gums -___-__ 15 Challenge Gums —_---_- 13 aely Sivings ..... 16 Lozenges Pails A. A. Pep. Lozenges __ 15 A. A. Pink Lozenges __ 15 A. A. Choc. Lozenges__ 15 Motto Hears .t.2.0 0 18 Malted Milk Lozenges __ 21 Hard Goods Pails Lemon Drops -__--_---- 17 O. F. Horehound drops 16 Anise Saqvares —.2- 16 Peanut Squares —....._ 18 Cough Drops Bxs Pitnam 6 1 35 mith roe _..... 1 50 5U0CR & 2 1 50 Package Goods Creamery Marshmallows 4 oz. pkg., 12s, cart. 85 4 oz. pkg., 48s, case 3 40 Specialties Pineapple Fudge Italian Bon Bons Banquet Cream Mints_- 23 Silver King M.Mallows 1 15 Handy Packages, 12-10c 80 COUPON BOOKS 50 Economic grade 2 5@ 100 Economic grade 4 50 500 Economic grade 20 00 1000 Economic grade 37 50 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR 6 lb. boxes ~.-._-... a DRIED FRUITS Apples N. Y. Fey., 50 lb. box 13 N. Y. Eey., 14 0z. pkg. io Apricots Evaporated, Choice ---- 16 Evaporated, Fancy ---- 20 Evaporated, Slabs ----- Citron 10 ib. box ... 36 Currants Packages, 14 oz. ~----- 17 Greek, Bulk, lb. ------ 16% ° Dates Dromedary, 36s ------ 6 75 Peaches Evap. Choice ---------- 11 ancy 222025000 2 13 Peel Lemon, American ------ 28 Orange, American ----- 28 Raisins Seeded, bulk -------- Thompson’s s’dless Blk 07 Thee s seedless, 15 o§: sonaed. 15 oz. --. California Prunes 90@100, 25 lb. boxes--@05% 30@90, 25 Ib. boxes--@06 . boxes._@07 10 ib. boxes..@0 = . boxes--@09 . boxes--@10 . boxes.._@15 . boxes--@16% é boxes--@ 07% : » February 4, 1931 - Hominy Pearl, 100 lb. sacks __ Macaroni * *! Mueller’s Brands 9 oz. package, per doz. 9 oz. package, per case 2 60 Bulk Goods Elbow, 20 Ib. ~----- 64 @8 Egg Noodle, 10 Ibs. -_ 14 Pearl Barley Barley Grits _____----5 00 7 3 75 Sage Hast Indig ——.._.....=. 10 Tapioca Pearl. 100 lb. sacks -. 09 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant -- 3 50 Jiffy Punch 3 doz. Carton —.____- 2 25 Assorted flavors. FLOUR Vv. C. Milling Co. Brands lily White 2.2... Harvest Queen -_______ Yes Ma’am Graham, S0q) 222 oe 2 20 Lee & Cady Brands American Eagle ____ Home Baker ___.___. FRUIT CANS Mason F. O. B. Grand Rapids Balt pint 2000 7 50 One pint ___ One quart — = C Half galion 222026 12 15 Ideal Glass Top Mall pint oo 00 One pint 222 9 50 ne Gqoart 22000 Ti ts Halt gallon 2. 15 40 GELATINE Jell-O; 3 doz. 2. 2 85 Minute, 3 doz. __---- 4 05 Plymouth, White -___ 1 55 Quaker, 3 doz. —_____ 2 25 JELLY AND PRESERVES Pure, 30 Ib. pails -... 3 30 Imitation, 30 lb. pails 1 85 Pure, 6 oz., Asst., doz. 90 Pure Pres., 16 oz., dz. 2 40 JELLY GLASSES 8 0Z:. per doz. —...-. = OLEOMARGARINE Van Westenbrugge Brands Wueoa, 1 ib. ooo. 17 Wilson & Co.’s Brands leo Certified (oo 24 oe 18 Special Roll 0... 19 MATCHES Diamond, 144 box _. 4 Searchlight, 144 box__ 4 vnlo Ked Label, 144 bx 4 su Vhio Blue Tip, 144 box so Ohio Blue Tip. 720-1c 4 *Reliable, 144 *Federal, 144 Safety Matches Quaker. 6 gro. case_._ 4 25 MULLER’S iansea ube Macaroni, 9 oz. ~----- Spaghetti 9 oz. _.--- 2 20 Elbow Macaroni, 9 oz. 2 20 Ege Noodles, 6 oz. _._. 2 20 Ege Vermicelli, 6 oz. 2 20 Ege Alphabets, 6 oz... 2 20 Egg A-B-Cs 48 pkgs.__ 1 80 NUTS—Whole Almonds, Tarragona... 19 Bitar, heres: 20 23 Fancy Mixed --__-_-_ 22 Filberts, Sicily ~.-.-_ 20 Peanuts, Vir. Roasted 11 Peanuts, Jumbo, std. 13 Pecans, 3, star ----__ 5 Pecans, Jumbo ------ 40 Pecans, ammoth -. 50 Walnuts, Cal. -._. '27@29 Hickory 22.2. ro Ue Saited Peanuts Bancy. No. fo 14 Shelled Almonds Salted --_----- 95 Peanuts, Spanish 120 ib: bags 52. 12 Wilberts 202205 32 Pecans Salted --._---_- 87 Walnut Burdo --...-.. Walnut, Manchurian —. 55 MINCE MEAT None Such, 4 doz. --_ 6 47 Quaker, 3 doz. case __ 3 50 Libby, Kegs, wet, Ib. 22 OLIVES 4 oz. Jar, Plain, doz. 10 oz. Jar, Plain, doz. 14 oz. Jar, Plain, doz Pint Jars, Plain, doz. Quart Jars, Plain, doz. 1 Gal. Glass Jugs, Pla. 5 Gal. Kegs, each __-- 316 oz. Jar, Stuff., doz. 6 oz. Jar, Stuffed doz. 9% oz. Jar, Stuff., doz. Co PO A I = OT DO om DO oc °o 1 Gal. Jugs, Stuff., dz. 2 70 PARIS GREEN eee ee ee 34 Se ea 32 28 and Se 22220 30 PEANUT BUTTER Bel Car-Mo Brand 2414p. Ting: 4 35 8 oz., 2 doz. in case .. 2 65 1D Ob: patie 2 25°.1D. pale: 220 PETROLEUM PRODUCTS From Tank Wagon Red Crown Gasoline -. 19.7 Red Crown Ethyl -- - 22. Solite Gasoline ~__-__. 22.7 in fron Barrels Perfection Kerosine _. 14.6 Gas Machine Gasoline 38.1 V. M. & P. Naphtha_. 18.8 ISO-VIS MOTOR OILS In Iron Barrels eo eee www we mown ee peer en ewww eee ewe 6 6 Heavy ooo 65. Special heavy -_______ 65. Extra heavy ----.-... 6 Polarine ‘‘k”’ 6 Tranmission Oil __.. 6 Finol, 4 oz. cans, doz. 1 50 Finol, 8 oz. cans, doz. 2 30 HONS Fak bet pk fad at et et Parowax, 100 Ib. —.__ 8.3 Parowax, 40, 1 Ib. —_. 8.55 Parowax, 20, 1 Ib. __ 8.8 foR Coe ere it aekpres FLOORS SENAM Pam ‘emdac, 12 pt. cans 3 00 semdac, 12 at. cans 5 90 PICKLES Medium Sour 5 gallon, 400 count -. 4 75 Sweet Small 16 Gallon, 2250 —-_--__ 27 00 5 Gallon, 760 __--.-_. 9 75 Dil) Pickles Gal. 40 to Tin, doz.__ 10 25 No. 3% Tine =... 2 25 32 oz. Glass Picked. 2 80 32 oz. Glass Thrown 2 4( MICHIGAN TRADESMAN DIN Pickles Bulk 5 - 200 : 5 16 Gal., 650 --.-..____ 11 25 45 Gal., 1300 -------- 30 00 PIPES Cob, 3 doz. in bx. 1 00@1 20 PLAYING CARDS Battle Axe, per doz. 2 65 Torpedo, per doz. -... 2 50 POTASH Babbitt’s, 2 doz. ---_ 2 75 FRESH MEATS Beef Top Steers & Heif. -._. if. 19 Good St’rs & H’f. 154%@17 Med. Steers & Heif. -. 13 Com. Steers & Heif. -. 11 Veai EOD, Ces ooo er oe Good 222 13 Medium 2222020 11 Lamb Spring amb. 222208. 18 Good oe ee 16 Medium: 220002 14 Poor ee 10 Mutton eee a a 12 Medium: (22 li Boor 255 ee 10 Pork Eoin. meds 6 13 Butts 13% Shoulders: 20 11% Spareripg: 2s 10 Neck bones _...___-_ 05 Erimmings: (2208 08 PROVISIONS Barreled Pork Clear Back _. 25 00@28 00 Short Cut Clear26 00@29 00 Dry Sait Meats DS Bellies __ 18-20@18-17 Lard Pure in tierces _______ 9% 60 Ib. tubs -__.advance % 50 Ib. tubs -__.advance \% 20 Ib. pails _._.advance % 10 Ib. pails __._.advance % 5 Ib. pails _...advance 3 Ib. pails ____advance Compound tferces .___ 11% Compound, tubs _____ 12 tt Sausages Bolopna: co8 ees 16 Even es 18 Nrankfort 200 20 Bork. 222s 31 ORL eo 19 Tongue, Jellied _.______ 35 Headcheese _...._.__.__ 18 Smoked Meats Hams, Cer. 14-16 lb. @24 Hams, Cert., Skinned 16st8 tb. ce 23 Ham, dried beet Knuckles _________ @3 California Hams 8 Picnic Boiled = os es 20 2 Boiled Hams _______ rH Minced Hams 22 @18 Bacon 4/6 Cert. 24 @31 Beef . Boneless, rump 28 00@36 00 Rump, new __ 29 00@35 00 nese Liver ee a eee 17 Cale es 55 Bore oe ea 10 RICE Fancy Blue Rose ____ 5.65 Fancy Head _________ 07 RUSKS Dutch Tea Rusk Co. Brand. 36 rolls, per case ____ 4 26 18 rolls, per case ____ 2 26 12 rolls, per case ____ 1 50 12 cartons, per case __ 1 70 18 cartons, per case __ 2 55 36 cartons, per case __ 5 00 SALERATUS Arm and Hammer __ 3 75 SAL SODA Granulated, 60 lbs. cs. 1 35 Granulated, 18-21% Ib. packages 02 1 00 COD FISH Middies: 2.20 20 Tablets, % Ib. Pure _. 19% COM 1 40 Wood boxes, Pure ._ 30 Whole Cod -___...._.. 11% HERRING Holland Herring Mixed, Kegs ~----.---- 95 Mixed, half bbis. -_.. 11 35 Lake Herring % Bbl., 100 Ibs. -_-. 6 50 Mackerai Tubs, 60 Count, fy. fat 6 00 Pails, 10 lb. Fancy fat 1 50 White Fish Med. Fanecv. 100 Ib. 12 an Milkers, bbls. - __.. K K K K Norway 8 Ib. pails ..-. | Cut: Buneh =o 15 Boned, 10 Ib. boxes __ 16 SHOE BLACKENING 2 in 1, Paste, doz. -._ 1 35 B. Z. Combination, dz. 1 35 Dri-Foot, doz. -_-___ 00 Bixbys, Dozz..--..-.-. 1 35 Shinola, doz. -------. 90 STOVE POLISH Blackne, per doz. __ 1 35 Black Silk Liquid, dz. Black Silk Paste, doz. Enameline Paste. doz. Enameline Liquid, dz. E. Z. Liquid, per doz. Radium, per doz. ____ Rising Sun, per doz. 654 Stove Enamel, dz. Vulcanol, No. 5, doz. 95 Vulcanol, No. 10, doz. 1 35 Stovoil, per doz. _____ 3 00 SALT Colonial, 24, 2 Ib. Colonial, 30-14 Colonia}, Iodized, 24-2 1 35 Med. No. 1 Bbls. 2 Med. No. 1, 100 Ib. bk. = 95 Farmer Spec., 70 Ib. 1 00 Packers Meat, 50 lb. 65 Crushed Rock for ice eream, 100 Ib., each 85 Butter Salt, 280 Ib. bbl.4 2 BND et et et et tt ow on Block, 50 Ib. 0 Baker Salt, 280 lb. bbl. 4 19 14, 10 lb., per bale ____ 1 90 50, 3 lb., per bale ____ 2 30 28 lb. bags, Table __.. 37 Old Hickory, Smoked, 6-10 Ib. 4 Free Run’g, 32 26 oz. 2 40 Five case lots ----.- 23 Iodized, 32, 26 oz. _. 2 40 Five case lots -_-___ 2 30 BORAX Twenty Mule Team 84, 1 Ib packages -_ 3 35 48, 10 oz. packages .. 4 40 96, % oz. packages __ 4 00 CLEANSERS 80 can cases, $4.80 per case WASHING POWDERS Bon Ami Pd., 18s, box 1 90 Ron Ami Cake, 18s __1 ° Grandma, 100, 5¢ ~.-. 3 50 Grandma. 24 Large -. 3 50 Gold Dust, 100s 00 Gold Dust, 12, Large 3 20 ? Golden Rod, 24 La France Laun., 4 dz. 3 Old Dutch Clean, 4 dz. 3 40 Octagon, 968 2. ___ 2 9" Rinso,:: 409: 22... i$; 20 Ringo. 246 022 b 25 Rub No More, 100, 10 OF5 oS Rub No More, 20 Lg. 4 00 Spotless Cleanser, 48, oz. Sani Flush, 1 doz. __ 2 Sapolio, 3 doz. 3 Soapine, 100, 12 oz. _ é 40 2 Snowboy, 100, 10 oz. Snowboy, 12 Large. _. 2 65 Speedee, 3 doz. --__._ 7 20 Sunbrite, 50s ________ 2 10 Wyandote, 48 ~..._-_. 4 75 Wyandot Deterg’s, 24s 2 75 SOAP Am. Family, 100 box 6 10 Crystal White, 100 __ 3 85 Big Jack, 60s ________ 47 Fels Naptha, 100 box 5 5 Flake White, 10 box 83 50 Grdma White Na. 10s 3 75 Jap Rose, 100 box ____ 7 85 Fairy, 100 box _______ 4 nn Palm Olive, 144 box $50 Lava, 100 box ________ 4 99 Octagon. 120 2) 2: 5 00 Pummo, 100 box ____ 4 85 Sweetheart, 100 box __ 5 70 Grandpa Tar, 50 sm. 2 10 Grandpa Tar, 50 Ige. 3 50 Trilby Soap, 100. 10¢ 7 25 Williams Barber Bar, 9s 50 Williams Mug, per doz. 48 SPICES Whole Spices Allspice, Jamaica ___. @35 Cloves, Zanzibar ____ @47 pes Canton 2. me assia, 5c pkg., dos. Ginger, Aero” Sa ee Ginger, Cochir --. @40 Mace. Penang _____ 1 39 Mixed, No.1.) @32 Mixed, 5c nkes., doz. @45 Nutmegs, 70990 ____ @59 Nutmegs 105-110 __ @mo Pepper, Black ©: 26 Pure Ground in Bulk Allspice, Jamaica ____ @40 Cloves, Zanzibar ____ @53 Cassia. Canten ______ MR Ginger, Corkin ______ 3 Mustard (2000 he Mace. Penang _______ 1 29 Pepper, Black ______ @30 Nutmess @43 Pepper, White __.__ @57 Pepper, Cayenne __ Paprika, Snanish ____ @45 Seasoning Chili Powder, 15¢ ____ 1 35 Celery Salt, 3 oz... sO Sages 2 070. 058 90 Onion “Salt _ 4c 1 35 Garces ie ee 1 35 Ponelty, 3% oz. ____ 3 25 Kitchen Bouquet ____ 4 50 Laurel Leaves ______ 20 Marjoram. 1 oz. _____ 9° Savory, 7 oz 22 2 90 Whyme, for. 2 90 Tumeric, 2% oz. __-. 90 STARCH Corn Kingsford, 40 Ibs. _. 11 Powdered, bags ____ 4 50 Argo, 48, 1 Ib. pkgs. 3 60 Cream, 48-1 ______ 4 80 Quaker, 40-1 ______ Gloss Argo, 48, 1 Ib. pkgs. Argo, 12. 3 Ib. pkgs. Argo, 8 5 lb pkgs. __ 2 97 Silver Gloss, i8, Is __ 114% Elastic, 64 pkgs, ____ 5 35 Diver, -48-— 2 ae 30 ‘Tiger. 60 ths. 2.205 06 SYRUP Corn Blue Karo, No. 1% __ 2 69 Blue Karo, No. 5, 1 dz. 3 78 Blue Karo, No. 10 __ 3 58 Red Karo, No. 1% __ Red Karo, No. 5, 1 dz. 4 04 Red Karo, No. 10 __ 3 84 Imit. Maple Flavor Orange, No. 1%, 2 dz. 3 25 Orange, No. 5, 1 doz. 4 99 Maple and Cane Kanuck, per gal. ____ Kanuck. 5 gal. can __ 6 60 Maple Michigan. per gal. __ 2 75 Welchs. per gal. ____ 3 25 COOKING OIL Mazola Pints, 2 dom 22.0 6 75 Quarts, 1 doz. _.____ 6 25 Half Galions, 1 doz. — 11 76 Gallons, % doz. .... 11 30 Filei TABLE SAUCES Lea & Perrin, large_. 6 00 Lea & Perrin, small. 3 = Royal Mint -.....____ 2 40 Tobasco, 2 0Z. -.----. 4, Sho You, 9 oz, doz._. 2 25 A-1, i fe - 4 75 A-1 amail oo 3 15 Caper, 2 02. ...-..-._ 3 30 TEA Biodgett-Beckley Co. Royal Garden. % Ih. 76 Royal Garden, % Ib. -. 77 Japan Medium _...0 = a-- 36@35 Choice 2220 37@52 Maney 0 ae 52@61 No. I Nibbe 20 64 1 Ib. pkg. Sifting ______ 14 Gunpowder : Choice ..___._____ EE 40 Maney 2 47 Ceyion Pekoe, medium ________ 57 English Breakfast Congou, medium _______ 28 Congou, Choice ____ 35@36 Congou, Fancy ____ 42@43 Oolon Mediu SPS sie ee 39 Choice {ee 45 Fancy oS een TWINE Coton, 3 ply cone 22 40 Cotton, 3 pi E Ww ply Balls ____ 42 ool, 6 ply 2 38 VINEGAR | Cider, 40 Grain ________ 23 White Wine, 80 erain__ 26 White Wine. 40 grain __ 19 WICKING No. 0, per gross ______ 80 No. 1, per gross _____ 1 25 No. 2, per gross _____ 1 50 No. 3. per gross ____ 2 30 Peerless Rolls, per doz. 90 Rochester, No. 2, @ Rochester, Ne. a das a Rayo, per doz. _____ 75 WOODENWARE Baskets Bushels, narrow band, wire handles ____" 1 75 Bushels, narrow band, wood handles ____ 1 80 Market, drop handle__ 90 Market, single handle. 95 Market, extra _ __ 1 60 Splint, jaree 8 50 Splint, medium __. 7 50 Splint, small ______ 6 50 Churns Barrel, 5 gal.. each __ 2 40 Barrel, 10 gal., each__ 2 55 3 to 6 gal., per ak. 16 Pails 10 qt. Galvanized in 60 12 at. Galvanized __ 2 85 14 qt. Galvanized LS 80 12 qt. Flaringe Gal. Jr. 5 00 10 qt. Tin Dairy 400 Traps Mouse, Wood, 4 holes. 60 Mouse, wood. 6 holes. 70 Mouse, tin, 5 holes Rat, wood any 00 Rat, spring __________ 1 00 Mouse, spring _______ 30 Tubs Large Galvanized eats 8 Medium Galvanized __ 7 ie Small Galvanized _ ~~ 6 75 Washboards Banner, Globe ________ 5 50 Brass, single ______ 6 25 Glass. single _________ 6 00 Double Peerless ______ 8 50 Single Peerless _____ 7 50 Northern Queen ______ 5 5a Universal 2 7 25 ; Wood Bowls - 13 in. Butter 2. 5 00 15 in. Butter ____ 9 00 tv in. Butter 18 00 19 in. Butter ___ 25 00 WRAPPING PAPER Fibre, Manila, whit No. 1 Fibre * ee oe 06% Butchers DF ____ he Kraft Stripe ______ 094% YEAST CAKE Magic, 3 doz. _____ 2 70 Sunlight, 3 doz. ______ 70 Sunlight, 1% doz. ___ 1 35 Yeast Foam, 3 doz. _. 27 Jeast Foam, 1% doz. 1 35 YEAST—COMPRESSED eischmann, per doz. 30 30 MICHIGAN TRADESMAN February 4, 1931 UNIVERSAL GOOD WILL. It Is Only Way To Lasting Enduring Peace. Meeting an Englishwoman in the home of a mutual [Roman friend one finds the eagerness characteristic of the British to know about all the world and its ways, particularly about America, American opinions, habits of thought and practices. ‘Conversation becomes rapid fire, jumping from subject to subject, for, like many other Britons, she has been in New York once on a running trip and is all keyed up with questions about this and that, alloyed with plenty of half-baked impressions. Be- cause drawing room talk is small talk no subject is disposed of, but enough is broached to fill a month of similar evenings for adequate treatment even in outline. ‘One perfectly amazing statement she made: “But you Americans marry blacks. That is something we cannot understand.” Such an assertion from an educated, intelligent, traveled Eng- li hwoman so took my breath away that I could hardly reply with suffi- cient self-restraint to be convincing, yet to have been as emphatic as I was inclined to be would have been fatal. For we must remember: “The lady doth protest too much.” Afterwards, thinking over the inci- dent, I wondered how such an error could find lodgément in any intelligent mind and I think that mayhap I have the solution. First, this lady had been in New York only, which, as all Americans know is not by any means America. Second, perhaps her visit coincided with the sensational divorce case of a certain young man which occurred intermittently during two or three years a time since. He had married a girl with a trace of negro blood in her veins. The trace was so slight that not only was her husband un- aware of it, but the fact was not es- tablished in court without difficulty. Whether the girl concealed this fact we can leave out of our consideration. What interests us is that, whether she did or not, whether the couple was happy and content or not, the instant the color question entered, no choice remained. Social prejudice was so overwhelming that ostracism must en- sue if divorce were not had. But a visitor to New York who did not seek out all facts and consequences with diligence might not understand this. Being there during the progress of any of the various trials of the case, reading the unsavory details which those who ape the Four Hundred and, human-like, delight to find chinks in their armour, so love to gloat over, a stranger might readily enough gain the impression that such mixed matriages were at least sporadic among us in- stead of being, in actuality, all but un- heard of—except, as in the case cited, to have come about through accident, deception or error. To indicate, partly, how New York fails to impart a true conception of America, two pictures come to mind. One is of the New York Cholly, in top hat and cutaway, whom one meets any sunny day between ten and noon or between 3 and 5:30 on the Avenue —ladies’ pets, lounge lizards, boys with whom bored idle women toy while their husbands work, boys whose forms would do for lay figure models, whose manners are set. by rote, whose faces reflect vacancy that is better than 99 44/100 per cent. pure. The other is of the porter in a Tor- rington, Connecticut, inn. Riding into Torrington I was startled with pleased surprise to learn from a United States tire bulletin that this was the birth- place of John Brown, Ossawatomie Brown, Harper’s Ferry Brown, of him who contributed such a goodly bit of tinder to the explosives magazine whose detonation was our War of Sections, without the fighting of which our country never could have been welded into a nation. I spent every leisure minute that day reading about Brown in the charm- ingly homey little library of Torring- ton, a result being that my own library is enriched with a masterly biographi- cal sketch of him whose soul has marched on during many decades, the influence of whose life and work is indissolubly interwoven with the Re- public whose laws he breached that better laws might fill their places. To make my next stop on schedule, I had to rise next morning for a 6 o'clock train—which shows how ab- solutely a village—a most typical, de- lightful New England village, too, let me say, Torrington then was. For trains in New England are usually so frequent that one might make a good proverb saying “As frequent as New England trains.” By habit I left a call and ordered a cab. Likewise, through habit as a seasoned traveler, I was awake when called by an old-timer who was a bit of New England through his spare frame to his gristled mustache and goatee. He might have posed quite ac- ceptably as the type of the Northern infantryman in said War of Sections. Finding me ready, he gathered up my grips with self-poised though pleas- ant taciturnity and deposited them be- low while I breakfasted, when he loaded them into my cab. I tendered him the properly moderate tip of 25c, but he took it not. “No, thanks,” he said, without offensiveness; “the hotel pays me for my time,” and turned promptly away. Torrington, I thought, preserves traditional New England sturdy independence and I respected that porter greatly. Which of the two pictures, I ask those who know our real America, more truly reflects the spirit of our country? But how could a stranger who stops short in New York achieve the intimacy with us to be able to answer this question correctly? Again, the British speak our lan- guage or-at least they understand it. Probably they would say that we speak theirs, except that they think we do not. But they read and enjoy our ewspapers, magazines and _ books. They like and adopt our slang. They prefer our movies. Only loyalty to British manufactures—proper, suitable, laudable in every respect—hampers their natural, instinctive preferences for our machines and all kinds of de- vices. They frankly want to know us and rightly to understand us. They are more than willing to endorse the thought that the future of Western civilization is in the keeping of the English speaking peoples — British, American, Australasian, South African. Yet with all this a bright, well in- formed Englishwoman, a habitual read- er of our current literature, versed in our classics, who honestly desires to know us as we are, can make such a glaring mistake about our most pecu- liar institution—an institution so ab- solutely unique that we aré without. historical precedent how to handle it successfully, which all but baffles® us at every turn, but about which, never- theless, we hold some convictions as fixed as our Rocky Mountains—one such conviction innate in our very be- ing: utter repudiation of a chemical trace of intermarriage between whites and negroes. Maybe this will help to teach us two things: How extremely difficult it must be for peoples other than our kindred British to understand America; hence, how great must be our toler- ance, how unwearied our patience with their difficulty. This is written with- out a trace of self-righteousness. Second, may we hereby learn what a big job lies before us to convey to those other peoples a true concept of our convictions, intentions, exipecta- tions, and the broad good will toward all mankind which, basically, we en- tertain? A mighty task, my masters! No task ever held possibilities so great for the good of all mankind. But also no task ever demanded of the performers a keener perception of the eternal verities, none ever required more jealous vigilance that our motives and the impression thereof be true, else were our mission fruitless. And the task is a mission. For what the world needs is peace, and our United States has the fine dis- tinction that she is living in the 117th year across an “invisible line” more than 3,000 miles long from a justly proud, sensitive and powerful neigh- bor, not only without a rupture of the peace, but without a fortification, a man or a gun within hailing distance of the demarkation between herself and Canada—a boundary line with hardly a technical landmark. Our country, in ready, willing co-operation on equal terms with her wideflung neighbor, has this example of peace among men to herald to the world—an example almost if not quite unique of the peace on earth, foretold ages ago, for the advent of which men of count- less generations thave looked with longing bred of eons of needless, hide- ous, useless suffering. This task is worthy of the best that is in us or that could be innate in any people. The world shrinks daily. Of a truth no man lives to himself alone. No nation in the world to-day can live without its neighbors to the ends of the earth. In the great scheme to be developed in the immediate future we cannot choose but play a part. But whether that part be worthy of our young country which to-day looks across the Pacific to the world’s to-morrow, as Columbus scanned the Atlantic for the future in his day; whether we carry the noblest-ideals of Western civiliza- tion to successful implantation through- out the ancient East, that they may girdle the earth with a better era, will depend on how we realize and preserve certain vital elements—and we cannot enter on this task too earnestly. Thus, that we may keep our feet on the ground of actuality while our thoughts and aims are the most exalted these sketchily outline thoughts: Observation of continental Europe at close range six years ago and now leaves me with the conviction that those countries still lean heavily to- wards war as the one possible solution of international difficulties. The pres- ent aspect of those lands is of a re- gion where every cent that can be saved or borrowed is spent on arms, fortifications, armies and navies. The constant effort to have war debts scaled still further evinces the sound- ness of this conclusion. I make no reflections on any peo- ple in particular. I write with sym- pathy for their perplexities, but I hold to the opinion that war is no remedy —that it must serve only to plunge the contenders into deeper misery and woe. So one of the most practical things we can do for civilization and the hope for a better future is to retard the com- ing of war. If we can retard it long enough, perhaps it may not come again, and that were an end to justify any means we have or can _ have. Therefore, to dam the flow of the “sinews of war” at the source is not merely common sense, it is sacred duty. Thus I urge that all debtor coun- tries be held to full payment of their debts to the United States as now ad- justed. It is my impression that those debts have been scaled to the limit of any beneficence, if not beyond that. We have gone the ultimate distance allowable with any trace of wisdom. We should defeat our own purpose were we to allow ourselves to become “easy” in this: for not only do conces- sions result in bigger European mili- tary budgets but we should Jose the respect of our debtors. The cause of peace can gain nothing from the en- gendering of such a concept of our- selves—to put it conservatively. Lastly, our ideals must be kept in- violate. To this end North America must preserve its individuality. It is right and wise that we have latterly limited immigration and for the time being have stopped it altogether. Nor should our gates be re-opened soon or without most serious care. We might well do without the incoming of a single foreigner for the next generation at least. To permit further dilution of our racial stock would be to run reck- less risk. The avenue through which we can work effectively is the English lan- guage, happily and fortunately our own. That language is rapidly be- coming universal throughout Europe and all areas touched by Western civ- ilization as the language of business and diplomacy; and history teaches that a common language is perhaps the most potent cement, the most endur- ing binder of peoples. Further, the British hold to the doctrine of pay- your-bills in good faith. Though their burden is the heaviest, the ‘British do not whine. Thus, while our aim is to help all mankind, herein is another evi- dence that. we can most effectively > > February 4, 1931 MICHIGAN TRADESMAN 31 work in cooperation with our British neighbors. Let us aid Europe by example, by honest counsel, by sympathetic grasp of its —perplexities, by propagation of international understanding, in every way that shall stop short of danger to our own identity. Such aims are justi- fied by experience, for it is well known that the current judgment of outsiders in such crises approaches close to the judgment of history. In such wise we can hope to promote universal good will, discourage thought of any next war, and lead the way to- ward lasting, enduring peace. Paul Findlay. > >. TAXATION OF CHAIN STORES. (Continued from page 11) laws are unconstitutional, and are an unfair attempt to impose burdens upon chain stores out of proportion to that put upon competing independents. Chain store tax laws have been held unconstitutional in Indiana, Maryland and South Carolina. The 1927 laws of Georgia and North Carolina were held unconstitutional but in 1929 new enact- ments on this subject were passed in both states. The 1929 North Carolina law is probably the first chain store tax law that has been held constitutional in a Superior Court and a State Supreme Court. (Great Atlantic and Pacific Tea Company vs. Maxwell, 154 S. E. 838 (1930).) Under this decision the chain store’ companies have lost their battle to avoid the payment of a $50 license tax for each of their units in excess of one in ‘North Carolina, un- less the decision of the court is re- versed on appeal to the Supreme Court of the United States. The validity of the Indiana chain store tax law is involved in a case now pending in the Supreme ‘Court of the United States. The Federal District Court for the Southern District of In- diana held the Indiana law invalid, Jackson vs. Indiana State Board of Tax Commissioners, 38 Fed. (2d) 652 (1930) and an appeal from that de- cision has been taken to the Supreme Court of the United States. Beyond all question, a great deal more will be known about chain store legislation when the ‘Supreme Court of the United States decides this Indiana case. The Kentucky law was enacted in 1930 and has not yet been presented to a higher court for a ruling upon its constitu- tionality. It is certain that the matter will find its way to the 1931 sessions of many legislatures. There is a strong body of opinion in favor of the theory that it is against the best interests of the public for the distribution of the Na- tion’s food supply to pass into the control of a few large groups, and that, from the social point of view, it is desirable that the local merchant should be preserved. Mrs. Mary Moran Kirsch, Librarian State of Wisconsin. —_—_>+-___ Why Meats Are Sold Very Cheap in Rome. (Continued from page 20) ties. A principal commodity every- where in this country is wine, of course, for wine is the universal drink. It is hauled in ali sorts of containers as some of my snap shots to be develop- ed later may illustrate rather well. But everything else, from a few chairs to be recaned, through towering loads of brush wood which is used here for fuel even down to the thinnest branches and twigs, to ponderous burdens of grdin, stone, cement and topheavy cargoes of furniture, is met with on every high- way. Herein is the key to one phase of American superiority, for we use our high priced labor sparingly, saving it at every point by the application of machines, yet commodities cost only slightly more in our most inaccessible communities than in our central cities. Why? Because our splendidly or- ganized transportation system enables the distribution of all kinds of com- modities to all our people for the low- est cost per unit in human experience. And this is a big consideration, For if we find, as hereabouts we do find, that such an item as lamb costs con- siderably more a few miles from Rome than in Rome, the difference must be due to cost of transportation; and if this is true, then see how entire popu- lations are burdened with extra cost because of the employment of what seems to be cheap labor. The fact is, of course, that such labor is not cheap, but about the most expensive commod- ity a people can invest in. Meantime, this itinerant couple has enjoyed some mighty low cost meat. Paul Findlay. ——_»~++____ Late Business Notes of Importance. “Physical value of production should increase 25 per cent. by next Decem- ber as compared with the like 1930 month,” Dr. David Friday, the well- known economist, told the Tllinois Bankers’ Association last week. He expects retail prices, now less than 10. per cent. below the 1929 level, to drop further in the next six months to com- plete the inevitable readjustment. This he thinks will start the real revival. He notes also that labor cost declines per unit of output are resulting in a favor- able basis for profit making. A slight increase in business activity and in employment is noted by a ma- jority of the reports received last week by the United States Chamber of Com- merce. “Confident planning on the part of business management,” the summary adds, “will depend in large measure upon the degree of certainty with which it will be able to forecast conditions which must be met.” American Tobacco has discontinued direct selling to United Cigar Stores, leaving the field to the jobbers who, in receiving notice, are informed that the reasons for this step will be eventually clear to them. If other large buyers are treated in the same way, the cigarette jobbing business should soon become highly prosperous. Montgomery Ward’s spring and summer catalogue, now going into the mails, quotes prices which range from 20 to 40 per cent. below prices of last year. President Everitt says “the catalogue is unique in that it reflects current low prices more accurately than any previous mail order catalogue I can recall.” this possible. National Biscuit earned $22,879,898 last year compared with $21,423,571 in It was delayed to make 1929. The food companies certainly seem to be as nearly depression-proof as anything can be. Packard Motor Car earnings for 1930 are put at $9,000,000 by President Macauley, or more than $10,000,000 if augmented by the $1,106,941 added to the surplus account. This indicates earnings in the last quarter of sixteen cents a share compared with eight cents a share in the last quarter of 1929. Seeking to put railroads on a par with busses as passenger carriers, the Nashville, Chattanooga & St. Louis Railroad announced this week that it had secured introduction in the Ten- nessee legislature of bills to tax and - regulate the bus industry in the state. If necessary, spokesmen of the road say, the company will refuse to pay taxes until the highest court passes on suits demanding relief from tax dis- crimination. Declaring that within five years the N., C. & St. L. has lost half its pas- senger and freight traffic to busses and trucks, Fitzgerald Hall, general coun- sel, says that if relief is not forthcom- ing the company will ‘be obliged to stop its operations within the state. ——_~> ~~ «-—--— Indiana Shoe Buyers’ Convention Plans. {Indianapolis— ‘The eighth annual convention of the Indiana Shoe Buyers’ Association, conducted by the Indiana Shoe Travelers Association, will be held at the Claypool Hotel, Indianap- olis, Feb. 15, 16, 17. It will be a three days’ gathering for shoe merchants of Indiana and neigh- boring states. There will be 100 lines of 1931 footwear on display on the fifth, sixth, seventh and eighth floors of the hotel. The style review will be held on Monday night, with fifty live models, showing the creations for spring. There will be no meetings of any sort, and display rooms will be open at all times except during the luncheon period, which will be from 12 to 2 p. m. Prominent speakers and vaudeville will be the features at luncheon. The convention .committee includes C. I Slipher, general manager, and (C. F. McNew, advertising manager. The style show committee includes F,. M. Brown and F. E. ‘Neagele. Ray- mond Smith is in charge of the enter- tainment. Registration is under the direction of E. C. Smeltzer. Signs, G. W. Hewitt. Speakers, Joe Wanender and Mark Mayer. The regional governor and _ vice- chairman, R. T. Bowman, Richmond; Charles ‘R. Garrison, Anderson; Ed. 'Steete, Terre Haute, and Elmer C. Thomas, Mishewaka. The ‘State Shoe Retailers Committee consists of Ben Becker, Terre Haute; Lew Faderly, Anderson; Paul O. Keuhn, South Bend; Sam Schwartz, Do You Wish To Sell Out! CASH FOR YOUR STOCK, Fixtures or Plants of every | description. ABE DEMBINSKY Auctioneer and Liquidator 734 So. Jefferson Ave., Saginaw, Mich Phone Federal 1944. Muncie; Louis Stein, New Albany, and Earl Bills, Richmond, Ind. Princeton—Ferdinand E. Berger, 86, merchant tailor, died here following a paralytic stroke. He had conducted a shop in Princeton for 65 years. He is survived by the widow and _ several children. Indianapolis—Officials of the Indiana Health Shoe Co., of this city, have filed papers with the Secretary of State evi- dencing the final dissolution of the cor- poration. —_+-~->—___- Trade Up On Chromium Plated Ware. A trading up tendency on chromium plated ware is in evidence in the New York market where producers have offered merchandise modeled on the lines of silver-plated hollowware to buyers for silverware departments. Styled along these lines, goods have been produced to retail at prices of $3.95 and $6.95. Articles made to sell at higher prices are being produced in limited quantities. The plan of mer- chandising the chromium plated goods in the same department with silver plated ware is said to have worked out successfully in a number of stores. ++ —___ Inventories Prove More Difficult. The accurate checking and_ re- checking of inventories, in view of the sharp drop in wholesale prices, has proved more difficult than usual this year. One large chain store organiza- tion had 400 extra employes working in day and night shifts during the past week to rush the work to completion. The basis used was cost or replace- ment price, whichever was lower. In most cases the replacement was sub- stantially lower, An extreme instance was a markdown in certain items of apparel from $22 to $7.50 a dozen. —_~+~-<-___ Golden Harvest Sundae. In the center of an oblong glass dish put a No. 10 cone of vanilla ice cream. On each end of the dish place a half peach. Over the ice cream pour a ladle of crushed peaches, and top with a. spoonful of whipped cream on each half peach. Business Wants Department Advertisements inserted under this head for five cents a word the first insertion and four cents a word for each subse- quent continuous insertion. If set in capital letters, double price. No charge less than 50 cents. Small display adver- tisements in this department, $4 per inch. Payment with order is required, as amounts are too small to open accounts. WANTED—TO BUY A GENERAL STORE in country town in the vicinity of Grand Rapids or Kalamazoo. Write every detail. Address No. 369, c/o Mich- igan Tradesman. 369 For Sale Or Rent—Two-story brick building, good condition, well lighted, on alley. entrance front and rear; half block from business center. Successful grocery and meat business conducted here for thirty years. Building suitable for de_ partment store. Only reliable parties considered. Write Smith & Lake, Petos- key, Mich., c/o Lake Drug Co. 370 I OFFER CASH! For Retail Stores—Stocks— Leases—all or Part. Telegraph—Write—Telephone L. LEVINSOHN Saginaw, Mich. Telephone Riv 2263W Established 1909 © suctiti : e eI 4 = & MICHIGAN TRADESMAN February 4, 1931 RENDERING SERVICE. Talk By Evert Stadt Before Hardware Convention. We are again gathered here as men and members of the Michigan Retail Hardware Association for the purpose of attending another convention. Each year through the efforts of our Associa- tion, we are able to gather here as a body to inspect new merchandise, hear instructive talks, and exchange ideas, which, if used after we return to our respective stores, should make better merchants of us. Some of us perhaps feel that the theme of all talks at conventions and group meetings may be more or less pessimistic, by that I mean we are con- stantly being told how to be better merchants, our faults are constantly being pointed out to us, so much so, that we began to feel that we are not merchants after all. This I believe is the wrong attitude for anyone to as- sume, I know that most of us feel that we are pretty good merchants and I believe that we should feel that way, because if we haven’t any confidence in our own ability, than you may be sure that the other fellow will not have any in us. However, we should never get to the point where we begin to feel that we are so good as to be beyond the point of acquiring additional knowl- edge from the experience of others. I have been asked by our State As- sociation to give you a short talk on the subject, “Rendering Service’, be- fore going any farther, let me say that I believe the word, “Service” is the most widely abused word in American business to-day, and I am not referring to the hardware business only. Some of the world’s largest automobile man- ufacturers claim that service is not necessarily something for nothing, this is proven when you attempt to get free service in a new car that you have driven for a period of sixty to ninety days. You get the service, but you have to pay for it. I wonder how many of of us get paid for the service calls we make on washers, radios, etc. I know I don’t, and I do not believe that many of you do. We as hardware men, ac- tually are giving real service in this case but we do not get paid for it, therefore, we have a decided advantage over other businesses.and its up to us to use it, I pride myself in trying to give my customer as good service as I pos- sibly can, I do not mean that I always do as I promise to do, neither do I say that I always make deliveries on time and-the hundred of other things that we sometimes should do but don’t. Service in my estimation is the en- deavor to serve your customers in such a way that they cannot help but come and trade at your store. Chain stores are spending a lot of money in the attempt to convey to their customers that theirs is the place you should do your trading at. They, however, lack one important and valuable asset which we as independent dealers do have, and that is personal service. Personal service is that certain something which they would pay money to get but will never be able to enjoy in the measure that we as dealers have, without trying to get it. Now that we have it, let’s make the most of it. Let’s take the subject of nails: I know that this may seem funny, you may think that nails are just nails, that there isn’t any money in them so why bother. If you intend to stay in the hardware business you must sell nails. If a home owner steps into my store and informs me that he intends to build a garage, but does not know how much material to buy, we have a chart whereby we can tell him how many nails he will need for a square of roofing, but if a single shingle, four- in-one, or roll roofing, we can also tell him how many nails he will need for the sheathing and siding. If he were laying a floor, we could tell him the proper amount of nails required for all widths of flooring. This prospective customer after receiving this informa- tion must feel that we are merchants who know our. business, and the chances are ten to one that by the time we have given him this information we have also succeeded in overcoming any sales resistance barriers which may have been built up in the customer’s mind when he first entered our store, with the natural result that we prob- ably have closed the sale on nails with a good change of getting a chance at the rest of the more profitable hard- ware which we know he will need in the near future. We never sell a pocket knife to a man without first taking a small sharp- ening stone and showing him the prop- er way to sharpen his knife. In selling a bread knife to a lady we are careful to instruct her that she should be careful and not place the knife in the drawer along with other knives because in doing so she is dull- ing her knife, and we all know that a dull knife is a nuisance whatever the occasion may be. If the customer se- lects a good knife, we offer to sharpen it free of charge within a reasonable length of time. We do a very good wheel goods business and I believe it is largely due to the service which we render to pur- chasers of this kind of merchandise. In selling a cart we instruct the child in the presence of his parents that we will tighten all bolts, and grease the entire cart free of charge, if they will but bring it in, say, two weeks or so after purchase. This always goes over big with the parents and I believe helps our business. Each high grade velocipede that we sell is sold with the understanding that same is to be returned to us after a period of two weeks, we then check the wheels and tighten all the spokes and true the wheels, lubricate all mov- ing parts, tighten all nuts and readjust the seat and handlebars if necessary. This sounds like a lot of work but all this can be done in less than a half hour, and I believe that it is time well spent because experience has shown us that our customers appreciate this kind of service. Each year we sell many pairs of high grade roller skates and like most deal- ers we repair a good number of old skates. In selling skates we tell the youngsters that if they will bring in the skates we will at any time oil them free of charge. Let’s take lawnmowers for instance. How many of you have been called out to service a lawnmower shortly after selling them, and upon reaching the customers home you get a rather cool reception simply because the mow- er is out of adjustment and does not work properly. This you know is not your fault, the jobbers, or the manu- facturers, it is just one of those things that do happen. We never sell a lawnmower without first checking same for adjustment, easy running, etc., we tell the pros- pective customer what he has a right to expect from the mower, and im- press upon him that we do not want him to tamper or attempt to adjust same, but we do offer the following service to him: That after using the mower for thirty days, we will adjust it and see that all bearings are prop- erly oiled. We-do this free of charge and assure the customer that after we have serviced his mower in this way, he is assured of uninterrupted service for some time to come. This little service which we offer, has clinched many sales for us and has entirely eliminated all costly service trips. In selling high grade casting lines we always instruct the customer to dry the line each time and that by drawing the line through a cloth which has been slightly oiled he will prolong the life of the line and get more ser- vice out of same. Paint is an item that requires ser- vice before it can bring satisfaction to the customer. We ask many questions of the customer before we sell him the paint, in fact, so many, that occasion- ally the customer wonders whether we are minding our own business. To most customers paint is just paint, be it varnish, enamel, flat paint, etc. We believe it is the dealer’s duty to find out exactly what the customer intends to paint and what the nature of the surface to be painted is like. Only in this way can the dealer give his cus- tomer the proper finish for his par- ticular needs. You as a dealer should have sufficient knowledge to give your customer the particular product best suited for his need, and unless you do this you are not performing the ser- vice that the customer has a right to expect from you as a dealer. We never sell a house job without first making a call at the customer’s home and inspecting surface to be painted. Learn to like the paint business, talk it, push it, sell it. It will pay you to do so. Get next to the jobbers and manufacturers paint salesmen, learn all you can about the paint business and you will be able to serve your cus- tomers better. Remember that personal contact is the greatest asset you have in your business and it is up to you to make the most of it. If you are wide awake, congenial and pleasant to your cus- tomers and you know your merchan- dise and are able to present it to your customers just a little differently than your competitors you need not worry about business, it will come to you. In closing may I suggest that we all try to be-something other than just regular hardware men in our neigh- borhoods. Be a civic booster, mix with people, take an interest in the activities of your community. By doing so, you will let people know who you are and the fact that you are eager to help in the betterment of your neigh- borhood is bound to be an asset to your business. ——__> + >—__—_ In Accord With the Tradesman’s Con- tributor, Detroit, Feb. 3—This acknowledges -your letter of Jan. 30, together with the clipping from your publication con- taining an article by Mr. E. E. Whit- ney. : I wish this article could have a much wider distribution, for it is ‘well writ- ten and there can be no fault found with the position taken. This year’s black license plates with red figures are very difficult to dis- tinguish and too small. The man who apparently was in authority at the time these plates were ordered is no longer connected with the Secretary of State’s office, so that he cannot be chastised. It was a bad mistake and we will: all have to put up with it for a whole year. I was also interested in Mr. Whit- ney’s statements regarding automobile drivers’ licenses. We tried our level best to get a new law through the Leg- islature two years ago. Succeeded in getting it passed by the Senate, but it was blocked by one or two lobbyists who had a very flimsy reason, but they succeeded in getting the bill killed in committee. We know that Governor Brucker is in favor of a new drivers’ license law and we are working with the Attorney General’s office in drafting a new bill which we hope will get enough sup- port to pass this session. Our present law is inadequate and out of date. It means little because it is not being enforced and under the present regulations, it is a very easy matter in a great manv localities to get a drivers’ license with little or no ex- amination. And, of course, we all know that there are a great many out- standing drivers’ licenses which ought to be recalled, thus elim‘nating unfit and dangerous drivers from the high- ways. It is our hope that the press of the State will all support the new drivers’ license bill when it is presented in the Legislature. Richard Harfst, General Manager Detroit Automo- bile Club. +o Gabby Gleanings From Grand Rapids. Harry ‘Mayer, traveling representa- tive for the Valley City Milling Co., is confined to his home with a heart attack. He resides at 240 Calkins avenue, I. Fine & Sons Upholstering Co. has a bankruptcy petition filed in the U. S. District ‘Court, and an order has been issued for a hearing on Feb. 20 in Fed- eral Court, at 10 a.m. One dividend of 5 per cent. has been paid in the case, according to Charles Blair, referee. The Valley City Milling Co. has leased the first floor of the Worden Grocer Co. building for one year and will remove its offices from Michigan street to that location. Its warehouse department will also be removed from the Kent Sorage Co. plant to the new location. Lee & Cady will be on the air every Monday evening thirteen weeks from 7 to 7:30. The broadcasting station used will be WJR Detroit. Quaker coffee will be the burden of their song. Mrs. Helen A. Eaton has opened a food shop at 1445 Lake Drive under the style of Eaton’s Food Shop. Lee & Cady furnished the stock.