Teg naan ee 5 ot a Ra a LOS SSS R AAS DS ST j SAAH BORDA Ss EY hee! Oe pics itt Cue a SD oh ge "a GD) \) S y F yyy J AIA iw LA Hed LPs Fol ry E> he Sag oes ort ss 7 WE LoS UO SE 8 LP RTT AST ar eat ear Se (oy NK Co ) =. OF BCC () R 2 RAL a HGS PNAS AGRE a ft vy on aon . eae et y Soe PARES 1) Vw ee Cee) eee SW Wee ya yE- PUBLISHED WEEKLY SISO ee Fiftieth Year SoS = TRADESMAN COMPANY, PUBLISHERSR. SOR ESSN SE GRAND RAPIDS, WEDNESDAY, MARCH : 3 BING Fo» a TU eee 1G = Qerss. va << J MEN OF WIDE AND GODLY VISION. CWO What we lack and sorely need, For want of which we bleed and bleed, Is men of a more Godly breed— Honest men in highest places; Men with single arms and faces; Men whose nobler thought outpaces Thought of self or power or pelf; Men whose axes need no grinding; Men who are not always minding First their own concerns and blinding Their souls’ eyes to larger things; Men of wide and Godly vision; Men of quick and wise decision; Men who shrink not at derision; Men whose souls have wings. O, for one such man among us— One among the mobs that throng us, And for self-advancement wrong us! Him we would acclaim— Hold in highest estimation, Reverence with consecration, As the saviour of the Nation, Dower him with fame. Lord, now raise us such a man— Patriot, not partisan, And complete Thy mighty plan! Above is the poem which His Excellency, Archbishop Curley, of Baltimore, used in his funeral oration of the late Senator Thomas Walsh, of Montana. It was given in the Senate Chamber at the Capitol. It is sent the Tradesman by Rev. Frank L. McLaughlin, pastor of Holy Cross parish, St. James. Rademaker-Dooge Grocer Co. Distributors of Anchor Red Salmon Red Heart Med. Red Salmon Surf Pink Salmon Bull Dog Sardines Red Crown Sliced Beef The House of Quality and Service sin. 10% MUELLER SPAGHETT Beem ofan ] ee ee = = IMPORTANT TO REMEMBER LENT begins March 1st and ends April 16th Make prominent window and counter dis- plays of MUELLER QUALITY PROD- UTS in your store during this period to take advantage of increased sales. The sale of Mueller’s will help you with the sales of other profitable items, such as cheese, butter, tomatoes, etc., used in preparing various tempting Macaroni recipes. You can offer Mueller Products to your customers with the assurance that they are guaranteed in every way. They are made from the highest grade materials, in a fac- tory that has no superior in cleanliness and perfect order and only Mueller’s exclusive method of manufacture can produce Muel- ler’s Quality. C. F. MUELLER COMPANY Jersey City New Jersey Asse the canned foods you feature grown and packed in your home state? W. R. Roach & Co., Grand Rapids, main- tain seven modern Michigan factories for the canning of products grown by Michigan farmers. A complete line of canned vegetables and fruits TOCK STOC y RUSKS for their dependable goodness and customer-appeal. Call attention to the eight recipes clearly print- ed on the outside of each POSTMA RUSK PACKAGE, from which tempting dishes can eco- nomically be made. POSTMA BISCUIT Co. GRAND RAPIDS, MICHIGAN @ MICHIGAN BELL TELEPHONE CO. TELEPHONE PROTECTION | IN YOUR HOME WILL LESSEN WORRY ¢ » « Worry about the health and safety of the family, the hazards of fire and theft. A telephone in the home is assurance that, no matter what emergency may arise there, aid can be summoned instantly and you can be notified at once. By telephone, too, you can keep in touch with members of the family out of town, and they can reach you readily. Just one call in an emergency may be worth more than the cost of the telephone = for a lifetime. ni Aa ean eae a ee ee 8 eee ee + ll all. ae In decreas A, 9\ ARES tl ID eta I, icant Sa itt, ae al ect i Og eaRE apaster esr re sae CRS ADESMAN Fiftieth Year MICHIGAN TRADESMAN E. A. Stowe, Editor PUBLISHED WEEKLY by Tradesman Company, from its office the Barnhart Building, Grand Rapids. UNLIKE ANY OTHER PAPER. Frank, free and fearless for the good that we can do. Each issue com- plete in itself. DEVOTED TO the best interests of business men. SUBSCRIPTION RATES areas follows: $3. per year, if paid strictly in advance. $4 per year if not paid in advance. Canadian subscription, $4.56 per year, payable invariably in advance. Sample copies 10 cents each. Extra copies of current issues, 10 cents; issues a month or more old 15 cents; issues a year or more old, 25 cents; issues five years or more old 50 cents. Entered September 23, 1883, at the Postoffice of Grand Rapids as second class matter under Act of March 3, 1879. JAMES M. GOLDING Detroit Representative 507 Kerr Bldg. DETROIT DOINGS. Late Business News From Michigan’s Metropolis. Jack Lindsay, the new and popular manager of the Hotel Norton-Palmer in Windsor (down-town Detroit), has been hissing the name “boy, hi, boy” for many years in connection with duties in hotels. Last week a 7% pounder arrived at the Lindsay home. A. C. Beymer, senior member of the newly organized firm of Beymer, Meier & Baarck, 642 Beaubien street, died last week at the home of a son in Painsville, Ohio, following an ill- ness of only a few days. Plans of the new firm were to have Mr. Beymer continue on the road to contact the trade until such a time as it became well known in the state. Just what the future plans of the company will be following the loss of Mr. Beymer has as yet not been announced. Detroit has 528,025 voters on its elec- tion lists who are eligible to vote in the election of April 3. Two armed bandits collected $45 from John Jennings, manager of a grocery store at 12182 Grand River avenue. Three bandits robbed the Jackson Drug Co. store, 21 Cadillac square, a stones throw from the city hall and in one of the busiest spots in the down town section, of $1,500. Eighteen cus- tomers in the store at the time were not molested, except for being herded in a rear room of the store. Clifton C. Starkweather, better known to thousands in Michigan as “Cliff’, has joined the retail sales divi- sion of the Bemb-Robinson Co., at the General Motors branch. Selling Buick cars is not new with Mr. Starkweather, who opened the first Detroit branch of the Buick Motor Co. at Woodward and Alexandrine in 1907. “Clif”, in addition to having been active in or- ganizing the Detroit Automobile Club, was one of the best known members of the United Commercial Travelers of GRAND RAPIDS, WEDN America, having held all offices in Cadillac Council, 143, and later in the Grand Council, of which he became Grand Counselor, All restrictions on deposits and with- drawals were withdrawn, beginning Monday, by the Detroit Savings Bank and the United Savings Bank. The sin- gle exception is the continued prohibi- tion on making disbursements to any- one for hoarding. One thousand four hundred men re- ported for work at the plant of the Graham-Paige Motors Corporation, Monday, when manufacturing on the regular March schedule was resumed. Mr. and Mrs. Charles Hotz, both residents of Detroit for nearly sixty- five years, observed their golden wed- ding anniversary this week with a family reunion at their home 1326 Eighteenth street. Mr. Hotz, a native New Yorker, moved to Detroit in 1868 and for many years conducted a grocery store at Eighteenth and Por- ter streets. He is 84 years old and Mrs. Hotz is 75 years of age. The Detroit Board of Commerce celebrates its thirtieth anniversary this week. Many of the business leaders who met thirty years ago and organ- ized the Board are still alive and active in business and civic affairs. Because the Board has consistently refrained from entangling political or partisan alliances and confined its activities to the general good of the community at large, it has become an instrument of progress which has on many occa- sions received National recognition as one of the most potent Boards of Commerce in the United States. The Board deserves the unqualified support of every merchandising, financing, manufacturing and professional organ- ization in the city. The W. H. Bartlett C,o. retail wom- en’s wear, 1000 Woodward avenue, is advertising a “Lease Expires and No Place To Go” Sale. The firm has been located at the same corner ever since its organization, fifteen years ago. Spring received a chilly reception in Detroit this week, what with so many frozen assets lying around. Nearly 500 men laid off on account of the banking holiday returned to work Monday at the plant of the Kel- vinator Corporation. Jacob A. Fenberg, clothier, who moved to Detroit a short time ago from New Mexico passed away in Highland Park General Hospital after he was removed there from his home at 2657 Cortland avenue. Mr. Fen- berg was despondent over business reverses, Detroit retailers are still feeling the effects of the local bank tangle which is also reflected in the slight decline of business of the local wholesale dis- tributors. offering many alluring bargains in the effort to stimulate trade. Bernhard Lehmann, of the National Lead Co., addressed about 200 master painters and dealers this week at the Hotel Tuller. The need of a campaign of advertising and proper selling meth- ods to tell property owners the truth about their homes was stressed by him. Painting, he said, has been post- Loop department stores are poned so long that the value of a great many homes has: shrunk many times the cost of hiring a good painter to apply protective coats. Cunningham’s drug store at Wood- ward avenue and John R added street, has a stock of popular priced gro- ceries and men’s furnishing goods. Henry Levy, manager of the Phys- ical Culture Shoe Agency in Detroit, startled Detroit this week with the an- nouncement that “anything of equal value” would be accepted for a shoe sale, in whole or in part. “Swap” and “barter” were used in window signs, and the idea was used in newspaper advertising. As the first store of any type in the city to resort to this policy, Levy drew news articles in the local papers, giving untold publicity value. The idea was announced on Monday, the day of the National bank holiday, after careful preparation following the study of the Michigan situation. The system was worked out through tie- up with an auction house, which sells all goods taken in on commission. The auction house sends an appraiser to the shoe store to set a value on goods as customers bring them in, giving the merchant a fair guide to the value of his goods. All types of goods have been received, including lamps, radios, baby buggies, bath tubs —literally — jewelry, furniture, rugs, watches, toilet articles, etc. Services, as of. printers, painters, plumbers, auto repair men, have been offered, but so far Levy has not accepted these, preferring to have some substantial equivalent for his sales. The Lederer Manufacturing Co., dress and apron manufacturer, will put night crews to work as soon as they can be organized, boosting the payroll to about 600, it is announced by Simon Shetzer, newly-elected president. He expects to run his plant virtually twen- ty-four hours a day. Four weeks ago the firm increased its payroll by 100 per cent. to some 400 employes, and plant equipment was doubled, but now their full day-time production is sold out to June 1. Election of A. B. McWood, for some years sales man- ager of the concern, to the post of vice president is announced. The imminent return of beer has added to the spirit of optimism which prevails in this automobile metropolis Number 2583 at the present moment, when the eco- nomic skies are beginning to clear. The industry feels that a new market for millions of dollars’ worth of motor equipment will open up within the next month, or as soon as the beverage be- gins to flow freely again. There is little doubt that the brewery industry, 1933 style, will be thorough- ly motorized, and that the horse, which held a considerable place in the move- ment of beer before prohibition, will not return to it to any measurable ex- tent. New equipment for the beer trade is expected to include many passenger cars—for salesmen, collectors, etce.— as well as trucks of varying capacities. Motor-truck manufacturers are parti- cularly jubilant over expectations, and they see the opening of a market of anywhere from $15,000,000 to $30,000,- 000 for their equipment. When they begin again to turn out the beverage, breweries throughout the country, it is expected, will need thousands of new trucks and cars for shipments and deliveries. In addition, several million dollars would be spent in overhauling present fleets of vehicles, and further millions for fuel, oil, tires and insurance. A fortunate characteristic of this an- ticipated market is that every type of vehicle it will require is being manu- factured to-day, so that no large in- vestments along new lines will be nec- essary. Automobile factory production lines have begun to move again with the relaxing of banking restraints in vari- ous parts of the country. The pace at which they started was a slow one, to be sure, but the ability of finance companies to provide cash to cover shipments to dealers stirred the indus- try out of the lethargy of the previous ten days. The feeling which existed in some quarters at the beginning of the cur- rency emergency, that the industry suf- fered a considerable sales loss, has dis- appeared. In its stead there is a con- viction that buying demand is being vitalized as a result of renewed con- fidence. Porduction, however, will pro- ceed cautiously during the next few weeks, geared closely to demand. Solid Construction. The manager of the local building firm started at the wrecked village hall. “Whatever’s happened?” he asked his foreman. The scratched his head. “As soon as we begun to take the scaffolding away the whole place col- lapsed,” he explained. “You idiot ” snapped the manager. Didn’t I tell you not to touch the scaffolding until the wallpaper was 599 up: foreman 2 OUTLOOK FOR SMALL STORE If It Is Conducted With Saneness and Profit.* factory func rocesses will ev giant-octopus —the chain store. After seeing that the chain could not make progress in ] unity was small vell and is by a C ll store owner MICHIGAN YOu are alirai yourself on the sta amine yourself. Se 1at i the losses in profits. Eliminate those ! Oo to talk about (you excused it on the ground that it added prestige to your TRADESMAN store, when you know it only satisfied our personal self-esteem) and which for your never really made a dime store. What about that extra service you put on the tooth-brushes you delivered t suburbs, the unusual amounts Its true you built up a reputation for your store. to the of credit you extended. a But you also built yourself a pile of is common knowledge that I majority of stores in this coun- 7 eS i Be honest with yourself, tailer, and look for profits rather I A well conducted, prof- store will bring with it plenty A losing merchant is only ost money. known and much-published lub hostess was accustomed to greet her customers with the phrase : . Sucker.” It seems that the customers enter your stores with > idea back of their heads. Who in to-day’s retailing? He who is selling things without profit i giving the most away under the impression that customers o buy from him when he onger possible to keep on Let us see the position of the small store in the retailing field. I am quot- I the article of Mr. Kaylin ap- the Feb. 20 issue of Re- “In the year 1929, a banner the Nation’s history, 7 showed sales greater than one million. Of these 2,059 stores with sales over $1,000,000; 580 stores were department stores. But even here, a type of establishment where vol- necessity be high, the is that the typical show sales anywhere pearing in near $1,000,000. Ignoring the records i department stores which sell in 1929), and taking into ac- which sell the regu- (3,693), the report mw n D + ws QO wo at Oo = ~ hy o 5 oo ta ‘ ‘ mh <4 o 4 bebe > $50,000 and $100,- volume between $100,000 and $200,000; 721 with a vol- $200,000 and $300,000; $300,000 and $500,000; 500,000 and $1,000,000, 1,000,000.” li oes somewhat further ysis and rat ao 40 s reduction is taken for s since 1929, 000: 1,571 with a between between $ and 448 over $ 7Q says: it becomes in the year 1932 there es with this very pertinent “Leaders in the field must the big store and give greater nd more forceful thinking 1 1 d States, and the over a r store the exception.” Other reports of the U. S. Depart- ment of Commerce indicate that almost 50 per cent. of the Nation’s retailers have their establishments in cities of March 22, 1933 10,000 population or under. These communities and the countries adjacent contain 65,000,000 people. The retail- ers above mentioned do a volume of $15,000,000,000 which is approximately 30 per cent. of the Nation’s volume. These statistics, boring though they may be, are necessary to indicate the fact, if it must be proven, that the small store is an essential factor in distribution and must continue to thrive as all things thrive which are necessary. So with your permission I will leave the matter of the outlook for the small store for the time being. We can ac- cept as a fact, I believe, the premise that the small store will continue to exist and fulfill a place in our social scheme, because it is necessary, and anything that is necessary will be re- tained. Let us dwell a bit on the sub- ject of how you, Mr. Small Store Owner, can improve your job. By improving your job we mean making a profit, or if you are one of these rare individuals who are making a profit, how you can make a larger profit. Permit me to let you in on a secret. When I came to consider this part of my address, I went to my files in search of something unusual and per- haps startling, to bring before this con- vention. After digging through an accumulation of data gathered over a large number of years of experience, I came to one startling conviction, which is, there is nothing new or unique in retailing problems to-day. The only startling thing about it is that the retailer solves his problem, goes into an era of complacency and then starts solving the same problem all over again. Many of you can re- member way back in the old days how startling was the advent of the first department store. How all kinds of plans and laws were attempted to keep the department store out. You did not succeed. The days of 1927-28-29 were spent in trying to keep the chain store out of the field. Again no suc- cess. The department store did not eliminate the small store owner. Neith- er did the chain store idea. Neither will any other idea which may spring up, provided you, Mr. Small Store Owner, are doing a good job in your own community. What constitutes a good job? The first essential is good management. Management does not consist of the title Manager under your own name on a door leading into a grand office. Management consists of hard, inten- sive work, the use of grey matter un- der your own hats. Too often retailing management has taken the _ success magazines too literally and has dele- gated the job of thinking to hired help. I am not opposed to the delegation of details to others, but constructive thinking which built your store up to a place where you can engage execu- tives cannot be delegated. You must get back to the job of thinking and solving your problems yourself. And by thinking I don’t mean useless, nerve destroying worry. Get rid of the idea that the big time executives know it all. You've got @ | apeseecneanaanenenatesrcet, atten anos Oana | | ee a saa le etl — Anson aS NOES AMR S EN ea, i March 22, 1933 just as much grey matter as the so- called “big shots’. Our so-called “master minds have proven that it takes more than a gardenia in a but- tonhole to entitle them to a lasting place in history. Some of our 1929 retailing geniuses will go the way of our 1929 banking geniuses, if they don’t stop thinking of themselves alone and start building with an eye to the whole retailing system. A retail store is only as good as the person managing it. All of the ideas, advertising plans, beautiful store fronts, fixtures and interiors, are of no use if management is not strong enough to co-ordinate them and keep things run- ning smoothly and sanely. I recently completed a survey of the operating statistics of a number of small store clients. I found that where the management was_ hard-working and industrious the results were satis- factory, even in 1932. Where the fig- ures were red, in spite of capable man- agement, I found they were red be- cause of incapable management in the past. After I eliminated those expense charges in 1932, which really were an outgrowth of 1929, such as depreciation on excessive plant expansion, salaries of executives who were useless but whom the management would not re- lease, relatives on the payroll who were nothing more than parasites, I found that capable management was still pro- ducing. But red figures are discourag- ing, even though you know they are costs of past follies. If I had my way about it, all stores would have on their books an account called “Amortization of Follies and Hobbies”. I would charge the aforementioned items to this account, and I would show profit from sane operations first. Then I would deduct from the profits from sane operations, this amortization cost, so that the store owner would have a constant reminder before him of what his foolishness costs. We are beginning to realize that things we felt were essential are not so essential, since we have been de- prived of them. Purchase by noon and delivery before dinner has given way to one delivery a day without much fuss from the customer. Executives work nine to ten hours a day and feel just as well as they did when they thought they had to have a month’s vacation in the winter and Friday to Tuesday week-ends off all during the summer. Let me inject a word at this time about competition. The best way to outwit your competitor is not to do something smart and spectacular, which only results in a net loss to you and him, but to let him ruin himself by butting his head against the brick wall of losses. Do a good job yourself. Think your own problems through. Your competitor is no better off than you, unless you are asleep at the switch. Imagination is a wonderful thing if you put it to the task of concentrating on your own problems, instead of let- ting it have full sway contemplating the bugaboo of competition. Don’t copy the ideas of the large stores blindly. Study your own prob- MICHIGAN lems first. Too many small stores are established on policies which have not changed in years, when all around them the communities have changed. The character of the homes and cus- tomers have changed. I know of many a Michigan town which has changed from a rough and ready lumber center to a summer resort, where the stores will stock a mammoth work clothes department which has a turn-over of about once in a blue moon. And I know of many a store which has gone modern to the “nth” degree—chrom- ium plated store-fronts—walnut furni- ture, etc., in an attempt to stem the tide of losing volume because the town itself is ready to fold-up. If you only knew how many of the large stores’ big ideas fall flat woefully and pathetically you would realize that big stores don’t have a monopoly on brains. The so-called big man has proven to be not so much better than the average intelligent individual. The big store had in the big man only one thing which the small store does not have and that is a over-blown balloon- like salary; and how those balloons have burst lately. Many things are done by a large store out of necessity. The small store has greater freedom of action and choice of procedure. The small store has a loyalty inher- ent in its type of organization. The big store attempts to buy loyalty by various schemes with only mediocre success. A year or so ago one of the largest stores lost to its competitor its whole advertising staff, and now they are engaged in a ruinous battle for prestige. Loyalty—it doesn’t exist in large stores to any appreciable extent. In the teeming twenties I heard many a small store owner complain that the good roads and the automo- bile were all contributing to run him out of business. The small city store has an opportunity, if that was so, to retrieve any lost prestige. Sit down and think (don’t worry) of how many customers you lost to the big city in the olden days. If there actually are enough of them, then go after them in a big way now. Give them some- thing akin to what they want Don’t say to yourself “Mrs. Smith must shop here now. She cannot afford to go to town for her spring outfit this year.” Go after the Mrs. Smith’s with a de- termination to get her and hold her because she can do as well in your store as she can in town. Now is your time to convince the grandees of your neighborhood vicin- ity that your store is O. K. The shop- ping trips to towns, 100 miles away, are almost taboo. It costs too much in time and gasoline. But study your old customers and give them what they want—if you can do it profitably. Price alone is not the entire appeal. It must have desire connected with it. When you plan a promotion ask your- self why should it succeed. In many cases you will find that the only rea- son for the promotion is that you want to sell more merchandise. That is true, but does your community want the merchandise? A _ special sale of boys’ sleds in March when there is no TRADESMAN snow on the ground won’t sell sleds. Too many stores have large over- stocked yard goods departments and regularly they run sales of yard goods. How many of you know the number of sewing machines in your community? How many of you ever made a point of ascertaining when a sewing machine was sold so that the sewing machine customer could be persuaded to make a purchase of yard goods when she is enthusiastic about the new machine? Set yourself a goal. Plan your pro- cedure and then watch your attainment Of that goal. Set a glow which comes only from achieve- Then you will ment—a glow that will goad you on to still greater achievement and at- tainment. But get the goal — know what you have accomplished. Why are jig-saw puzzles such a popular fad? 3ecause they set a goal possible of at- tainment—that gives you an indescrib- able satisfaction upon completion, that drives you out for another and more difficult jig-saw puzzle. Impress on your clerks that these strenuous times have levelled us all and that we are all dependent on each other. Wage cuts were necessities to insure the existence of the institu- at least tion so that smaller wages were available. Give them your con- fidence and they will give you their loyalty. Get into the ranks with them and help them put their shoulders to the wheel. Don’t cut their salaries to the bone and take a trip to Florida the day after announcing the cut. Tell your customers that you are still alive and are doing business at the old stand. Tell them by a new coat of paint if necessary—by wide- Get back on the floor and let them see you. Let your sales- people see a smile of confidence on Give them courage. You have taken away a good part of their salary—they are entitled to a word of cheerfulness from you. awake display. your face. certainly Let us forget 1929 or yesterday’s figures. Let us not waste any more time in foolish longing for the days which have gone, I hope never to re- turn. They haven’t brought us any more than a good party brings us—a grand time while it lasts—but a head- ache the next morning that overshad- ows all the pleasure of the previous Let’s forget the jag of yes- weve about recovered from our headache that followed—now let’s get going again and keep away from from any more parties, evening. terday Retailing is not out of the woods by a long shot. If retailing could only have a dictator who would keep out the incompetent under-capitalized store, if we could have laws like many Eu- ropean countries have which make a person prove the necessity for a con- templated establishment, retailing would not be wondering what its future is to be. Frankly 1 don’t like the wording of my subject this afternoon. The phrase “Outlook for the Small Store” does not bring a flash of joy to our minds, it does not bring the spirit of buoyant enthusiasm, but rather im- plies a future full of dreadful possibili- ties, a future that does not indicate a 3 glimpse of the sun that surely is shin- ing beyond the clouds. I would rather see the subject of my speech couched in such a phrase as “The Bright Out- look for the Small Store,” “The Pos- sibilities of the Small Store”, or some- thing suggestive in some small way of the tremendous amount of good the small store can do in our social order, the tremendously important and neces- sary part it plays in the system of dis- tribution. I would rather the subject a possibility of and accomplishment, implied achievement expressing in some small manner the idea which is uppermost in my mind, and that idea is a growing conviction that the small store is the store to solve our problem of distribution. The small store is the distributing medium that will prevent such a depression as we now are emerging from, that will make it pos- sible to avoid a situation where food and clothing and fuel are kept from millions of people in a country where food and clothing and fuel are filling our storehouses to overflowing. Our new administration has as one of its objects the return of the excess city population to the small towns. If that is accomplished our country will need you more than ever. But if you don’t make a profit for yourself, our Nation won’t tolerate you. By the same token, therefore, it is your plain patriotic duty to conduct your enter- prises sanely and profitably. Ifs For the Corner Grocer. 1. If a customer orders a cake of yeast and wants to ride home with the delivery man, let her. She may want a barrel of flour the next time. 2. If a customer owes you twenty dollars and only pays ten dollars on account, thank your lucky stars. You might have received only five. 3. If you have a few crabbed, hard- to-please customers, do your best to please them and you will find it easier to please the remainder of your trade. 4. If your golf score and_ blood pressure went high on Sunday, try at least to be pleasant to customers and salesmen on Monday. 5. If your bank account is low, you can still carry on if your good will account is high. 6. If you keep an eye on your cred- its, your creditors will not have to keep an eye on you, 7. If you are careless and always out of this or that item, you will soon be out of customers and out of busi- ness. 8. If you cut prices, you cut profits and if you cut out quality to make cut prices, your customers will soon cut out trading with you. 9. If a newcomer finds you neat, courteous, willing and friendly, ten chances to one you will find a new customer. 10. If by any chance you have to pay an income tax, smile when you do it. There are thirteen millions who wish they had to. Sam Sugarsax. —_2-+-___ One trouble of the country is that every man with a loud mouth has a plan for saving not only this country, but the whole world. 4 MICHIGAN TRADESMAN March 22, 19 MOVEMENTS OF MERCHANTS. Kalamazoo—The Sutherland Paper Co. has decreased its capital stock from $5,000,000 to $4,870,000. Constantine—Peter Miller succeeds Fred W. Gentzler as manager of the Co-operative Buying & Selling Asso- ciation. Grand Rapids—The Martin Chain Inc., 300 Monroe street, has changed its name to the Martin Stores, Inc. Kalamazoo—The Kalamazoo Re- galia Co., 338 West Michigan avenue, has changed its name to the Hender- son-Ames Co. Detroit—The Detroit Gray Iron Foundry Co., 6403 Wight street, has increased its capital stock from 100,000 shares to $500,000. Detroit—The D. E, Kellogg Co., 229 Gratiot avenue, wholesale milli- nery, has decreased its capital stock from $50,000 to $25,000. Grand Rapids—The Parisian Clean- ers & Dyers, Inc., 1401 Madison avenue, has changed its name to the Quality Renovators, Inc. Decatur—E. L. Lawrence has sold his dairy business to the Maple City Dairy, of Paw Paw, which also covers the villages of Lawrence and Decatur. Detroit—The St. John-Mulvany Co., 16233 Indiana avenue, plumbing and heating, has been incorporated with a capital stock of $1,000, all subscribed and paid in. Grand Rapdis—The Hosiery Mills Sales Co., 343 Michigan Trust build- ing, has been organized with a capital stock of 500 shares at $100 a share, $1,000 being subscribed and paid in. Detroit — The Lake Shore Sugar Co., 8047 Hamilton street, has been organized to refine, prepare and deal in sugar, with a capital stock of $5,000, $1,000 of which has been subscribed and paid in. Detroit—The National “High-Ball” Distributors, Inc., 425 Dime Bank building, batteries, radios and acces- sories, has been incorporated with a capital stock of $10,000. all subscribed and paid in. Marion—James H. Conklin, druggist, died at his home, March 15, following a short illness of streptococcus sore throat, aged 41 years. Mr. Conklin conducted a drug store here for nearly twenty years. Detroit—The Baumgartner Clothing Co., 233 West Grand River avenue, has been incorporated to deal in cloth- ing for men at retail with a capital stock of $35,000, all of which has been subscribed and $15,000 paid in. Grand Rapids — Ben D. Burkhead and Ed Collin, proprietor of the Rexall Drug Store at 1160 Chicago Drive, have opened another Rexall drug store at 350 Monroe avenue, under the style of the Burkhead & Collins Drug Co. Grand Rapids—The Republic Supply Corporation. 53 Division avenue, North, dealer in radios, equipment and electric refrigerators, has merged its business into a stock company under the style of the Republic Distributing Co., with a capital stock of $25,000, $4,000 being subscribed and $3,000 paid in. Stores, Detroit—George & Henry, Inc., 235 Michigan avenue, wholesale and retail dealer in furnishings and clothing for men, have merged the business into a stock company under the style of the George & Henry Clothing Co., with a capital stock of $20,000 preferred and fifty shares at $20 a share, $1,000 being subscribed and paid in. Saginaw—Edgar D. Church, 72 years old, veteran industrial leader here, died at his home Sunday morning following a short illness. Born in Flint Sept. 9, 1860, Mr. Church came to Saginaw in 1878 and had figured prominently in the industrial in the industrial and Civic growth of the city. He was treasurer and general manager of the Jackson & Church Co.; an executive of the Saginaw Brick Co.; a Bank of Saginaw director; a life member of the University of Michigan Union, and active in Masonic and Shrine circles. He formerly was a director and vice- president of the Saginaw Board of Trade; had served as a member of the Police Board and of the West Side Board of Education, ,and was active in many other civic and business affairs. Manufacturing Matters. Detroit — The Bi-Cin Corporation, 10906 Gratiot avenue, manufacturer of toothpaste, headache medicine, dental supplies, etc., has been incorporated with a capital stock of $10,000, $7,500 of which has been subscribed and paid in. Kalamazoo—The A. F. D. Manu- facturing Co. has been organized to manufacture and deal in merchandise with a capital stock of $25,000, $19,100 of which has been subscribed and $19,000 paid in. Lansing—Frank Preuss, Jr., man- ager of the Star Market, East Grand River avenue, is completing the over- hauling and repairs of all machinery used in the manufacture of link meats and is making changes in the manu- facturing and wholesale department. Newaygo—The Newaygo Machin- ery Co. has been organized to man- ufacture and sell machinery with a capital stock of $50,000, $1,000 of which has been subscribed and paid in. Novi—The Universal Manufacturing Co., P. O. Box 172, manufacturer of stamping and steel flooring, has de- creased its capital stock from $45,000 to $12,000. Detroit—The P. F. Pfeister Co., Inc., 2411 Fourteenth street, has been organized to manufacture and deal in wood products with a capital stock of $10,000, $2,000 of which has been sub- scribed and paid in. —_r-+___ Superintendent of Public Instruction Pearce Pioneer in Saving Taxes. Webster H. Pearce, Superintendent of Public Instruction and candidate on the Republican ticket for re-elec- tion to office at the spring election on April 3, saw the need of cutting ex- penses in his department long before others regarded the situation as one necessitating drastic action. Last year when the Governor was urging a 10 and 15 per cent. cut, Mr. Pearce had already slashed his depart- ment costs, and for the current year the total costs of the department are 30 per cent. below that of 1930. Not only has he demonstrated his ability to conduct the affairs of his department in a businesslike way un- der a greatly reduced income, but he has maintained the excellent work of his department. Mr. Pearce, a native of Michigan, grew up in a rural community, was educated in the public schools and has given successful services in all branches of our public school system. Whitmore Lake in Washtenaw coun- ty was his birthplace. The family sub- sequently removed to Lenawee county and Webster attended the same rural school and sat at the same desk at which Michigan’s poet, Will Carlton, had sat some years before, and later graduated from the Clayton high school. He earned his college train- ing at Ypsilanti, Albion and the Uni- versity of Michigan. He taught a rural school, was super- intendent of schools at Springport, principal of high schools at Albion and Adrian, asociate professor of mathe- matics at Ypsilanti and professor of mathematics at Mt. Pleasant. All of his training was taken in Michigan and all of his teaching experience was gained in Michigan public schools. He knows by actual experience the problems and possibliities of rural and graded schools and with nearly six years’ experience as State Superintend- ent he can grasp the situation as a whole, and with wisdom and sympathy can help work out and solve the prob- lem of Michigan’s educational system. Never before has it been more neces- sary for a man of poise and keen judgment, backed by experience to oc- cupy the position of Superintendent of Public Instruction. No one individual has contributed more sympathetically to an intelligent solution of the state’s school problem at the present time than Webster H. Pearce. He has constantly and consistently worked to equalize the school load in order to give adequate educational op- portunity to all boys and girls in the state at as low a cost as possible. To bring about the equalization of costs in poorer school districts, he pioneered a movement which culmi- nated in the development of a plan whereby $2,000,000 were made avail- able to such districts through provi- sions of the Turner Law enacted by the Legislature. This brought relief to approximately 1,750 school districts. The tax levy on property for school purposes in 1929-30 was $81,000,000 for the whole state of Michigan. This tax levy dropped to $61,000,000 for 1932-33 or a decrease of about 25 per cent. Statistics of November, 1932, indi- cate average reductions in costs of rural schools at about 33 per cent., while reductions in cities in the same period were 26 per cent, dollar received from the primary fund relieves the local tax- payer of just that amount. Every Its sources are specific taxes on certain utilitie. and inheritance and franchise fees. This fund totaled approximate! $24,000,000 in 1931 which when di tributed to the school districts, pro. vided $17.70 per child on census rolis for that year. H. S. Babcock. —_2~-~.__ Evidently Doomed To Utter Defeat. Some months ago the United State: Circuit Court of Appeals sustained th< action of the Commissioner of Patent- in refusing to register a trade mark on Quaker Maid food products because it was an infringement of the Quaker label owned by Lee & Cady. This de- cision, which is final, was so sweeping that it left the A. & P. Co. withoui ground on which to stand, so far as the continued use of Quaker Maid labels on food products is concerned, but the A, & P. Co. has defied the mandate of the court of last resort and con- tinued to handle goods with the Quaker Maid label thereon. This placed Lee & Cady in a position to prosecute a suit for damages against the chain store outlaw in the United States Court at Detroit. A branch of the court was held here last Friday and Saturday to take the depositions of about thirty witnesses in behalf of Lee & Cady. Kalamazoo and Battle Creek grocers testified that they had discontinued handling Quaker goods because they could not compete with the cheap grades of goods put up by A. & P. Co. under the label of Quaker Maid. Four girls testified that they called on A. & P Co. stores and asked for Quaker goods and were handed out Quaker Maid goods without any explanatory remarks. Files of the Michigan Tradesman were introduced in evidence, showing that the Worden Grocer Co. used the name Quaker in its advertising in that paper for nearly thirty years, starting with 1897. What the A. & P. Co. expects to accomplish in the face of such conclusive evidence and the decision of the Court of Ap- peals cannot be foreseen. The desper- ate plight it finds itself in is plainly shown ‘by the presence of four attor- neys at the hearing held here last week. ——~++~-___ Essay On the Banana. The following is the result of a short thesis on the banana, written by a Japanese boy, who was learning Eng- lish: “The banana are great remarkable fruit. He are constructed in the same architectural style as sausage, differ- ence being skin of sausage are habit- ually consumed, while it is not advis- able to eat wrapping of banana. “The banana are held aloft while consuming; sausage are usually left in reclining position. Sausage depend for creation on human being ‘or stuffing machine, while banana are Pristine Product of honorable mother nature. In case of sausage both conclusions are attached to other sausage; banana, on other hand, are attached on one end to stem and opposite termination en- tirely loose. Finally, banana are strictly of vegetable kingdom while affiliation of sausage often undecided.” —_2+-___ Popularity might these spelled “pleasantness.” days be March 22, 1933 MICHIGAN TRADESMAN Essential Features of the Staples. Sugar— Local jobbers hold cane granulated at 4.60c and beet granu- lated at 4.45c. Tea—The bank holiday interfered somewhat with first hands tea busi- ness on account of the difficulty of paying bills, but in spite of this the general ‘business is fair. First hands markets have shown some fluctuations in Indias and Ceylons, but in this country prices have shown no special change for the week. Coffee—During the week the first hands demand for Rio and Santos spot coffee suffered somewhat on ac- count of the bank holiday. Prices, however, green and in a large way, re- main substantially about the same. After the banks opened business came back again without any substantial change. The undertone of Rio and Santos, however, is not especially firm. Mild coffees showed a slight weakness during the week, but later this was practically made up. The jobbing market on roasted coffee is about un- changed since the last report. Con- sumptive demand for coffee was tem- porarily interfered with to some ex- tent by the financial situation, but is fundamentally unchanged. Canned Vegetables—The market re- mains steady to somewhat higher and there is somewhat more enquiry for goods, and a testing out of price levels. The major vegetables are doing better, and California at least seems to be taking heart, as Maryland to- matoes are being well maintained at higher prices. There is a tendency to advance standard tomatoes on the Coast, too, and some of the low price sellers are marking their goods up 2%c per dozen. Standard peas are pretty well exhausted, but extra stand- ards are coming into more attention, although prices on them have not ma- terially firmed up. Canned Fish—Alaska salmon has not done much of late, but in sections of the country where cheaper grades, like pinks and chums move best, the demand at low prices has been heavy, and the statstical position of pinks and chums now is very strong. Even reds, which were packed to some abundance last season, have worked. into a posi- tion closely approximating their posi- tion at the same time a year ago. Liquidation, forced selling and other weakening influences have pretty well run their course, and goods in general have worked into stronger hands. Dried Fruits—The dried fruit mar- ket here was steady last week and a good steady volume of business was reported. Retail outlets are not buy- ing very far ahead, and there is a pretty steady demand for replacement as a result. Stocks here are in light supply, and consignments are under- stood to be pretty well cleaned up. Jobbers report that the movement of fruits is not confined to any particular item, ‘but is pretty well spread over the list. Packaged goods are moving well, particularly prunes, apricots and figs. The Coast market is in good shape. There has not been as much activity in the past few days, but stocks are being kept down on the spot, and shipping instructions on contracts are held to more or less replacement volume. Grocery This has the effect of bolstering up the spot market to some degree as there is not the accumulation of fruits here which tends to make for more aggres- sive selling and price shading. As it is the spot market has not consistent- ly followed up price advances in Cali- fornia. Beans and Peas—Financial situa- tion curtailed the ‘business in dried beans which had just started to be pretty good. Supplies generally speaking are short and prices are firm, but buyers are unwilling to pay any advance and this has quieted the up ward tendency considerably. In fact, pea beans and red kidneys are a little easier. Dried peas show no particular change for the week. Cheese—Demand for cheese has been poor during the week, but prices have been about steady. Macaroni—Because of the sharp ad- vance of raw material costs the under- tone of the macaroni market thas be- come strong. Higher prices are con- sidered not at all unlikely. The de- mand has ‘been seasonally good. Most manufacturers are unwilling to sell forward until raw material costs were easier to figure. Nuts—The nut market is a little more active now, as there has been a pickup in the demand for unshelled varieties in anticipation of Jewish holiday demand. New crop Brazils have arrived, which also will be a stimulation to trade interest. There was on the whole more ‘buoyancy to the market, but caution still prevails, as it is uncertain just how much con- sumer demand will develop. Prices, however, are being fairly well main- tained, and a shortage is seen, at least in certain types of Schey pecans. The shelled nut market is a trifle easier in France and Levant filberts, also are off a little abroad. Other nuts remain firm. Olives—The tone of the olive mar- ket is decidedly firm. Old crop olives are in short supply abroad, and since they are of much better quality than the new command a premium for ship- ment. Stuffed queens are firm, with certain sizes scarce. The demand has picked up and consumers are showing interest both in spot and shipment goods. Pickles—The pickle market remains dull. There has been no consistent demand. Because of the lack of con- sumer interest sellers appear willing to shade if business appeared possible. Quotably the list is unchanged, how- ever. Rice—The rice market increased strength in the past week. Prices were higher both on rough and clean rice, and clean rice as currently quoted is reported to be below replacement costs now, Owing to the firmer price ideas on rough. There has been good buying in many markets, but it may show some falling off, according to some views in the trade, as things settle down. Salt Fish—The banking situation did not affect the situation in mackerel and other salt fish to any extent, except to make it somewhat slower. Demand generally speaking continues good at unchanged prices. Syrup and Molasses—Demand for sugar syrup has been fair during the week, business being done every day on a steady basis. Prices are firm. Compound syrup is unchanged but in pretty good demand. Some large buy- ers anticipating their wants for the first time in a long while. Demand for fancy grades of molasses is quiet at unchanged prices. Vinegar— New developments are lacking in vinegar. Little improvement has marked the demand, but a season- al increase should show shortly, with the advent of warmer weather. —_+--__ Review of the Produce Market. Apples — Red McIntosh, $1.50 per bu.; Spys, $1.50 for No. 1 and $1 for No. 2; Baldwins, 75c@1; Greenings, $1@1.25. Bagas—Canadian, 75c per 50 lb .sack. Bananas—4@4'%4c per Ib. Beets—75c per bu. Butter—The market has had fluctua- tions both ways since the last report, most of them being downward. The demand at this writing is rather poor. Jobbers hold plain wrapped prints at 18c and tub butter at 17c. Cabbage—40c per bu.; 5Cc for red. New from Texas, $2.40 per 75 lb. crate. Carrots—Home grown, 40c per bu.; California, 60c per doz. bunches and $2.75 per crate. Cauliflower—-$1 85 per crate contain- ing 6@9 from Caiti, and Arizona. Celery—Florida commands 45c per bunch and $3 per crate. Cocoanuts—%0c per doz. er $5.50 per bag. Cranberries—$2.75 per 25 lb. box for Late Howe. Cucumbers—No. 1 hot house, $1.20 per doz. Dried Beans—The price has ad- vanced greatly since last week. Mich- igan jobbers pay as follows for hand picked at shipping station: C. H. Pea from elevater ..... $1.60 Pea from fatmer 2 1.40 Light Red Kidney from farmer __ 1.75 Dark Red Kidney from farmer __ 1.50 Eggs—The market has been rather nervous since the last report, but the general tendency is weak. Jobbers pay 7c per lb. for receipts, holding candled fresh eggs at 13c per dozen for hen’s eggs and 10c for pullets. Grape Fruit—Present prices are as follows: Piers Mor foice $2.50 Hiorida Sealed Sweet _... 2.45 WWexas, @hotee 9200 2 3.00 Wexas, Haney 92 0 3.50 ‘hexac. bushels (2 0 2.00 Green Onions—Chalots, 60c per doz. Green Peppers—50c per doz. Honey—Comb, 5@6c per lb.; strain- ed, 5 Ib. tins, $4.50 per doz.; 60 Ib. cans, 8c per Ib. Lettuce—In good demand on the following basis: Imperial Valley, 6s, per crate --_.$3.50 Imperial Valley, 4s and 5s, crate _ 3.50 Fhot House, 10 Ib. basket... 50 Lemons—The price is as follows: SOO Suokist 2552 ee $5.50 S00 Suskist (222002202 5.50 900 Red Ball 2 4.50 S00: Red Balk: 2 ol) 7 4.50 Mushrooms—28c per one Ib. carton. Oranges—Fancy Sunkist California Navels are now sold as follows: 5 1 $3.25 Oe 3.25 $0 —. me Ae a a9 CAO 3.25 Fee 3.00 Be 3.00 Oe os 3.00 Red Ball, 50c per box less. Indian River oranges are sold on the following basis: eo Ll $3.50 mn 3.50 MO.) 3.50 ZIG 3.50 Mee 3.50 Coe ee 3.25 Bulk, $3 per 100 Ibs. Onions—Home grown, 65c per bu. for medium yellow. Domestic Spanish, $1.40 per crate. Parsley—50c per doz. bunches. Potatoes—Home grown, 45c per bu. on the local market; Idaho bakers, 26c for 15 Ib. sack. Poultry—Wilson & Company pay as follows: Eleavy fowls 2.52 So 12c bight fowls 10c Pucks 2200 = de Tarkeys <2 ile ete 7c 4 Radishes—35c per doz. bunches hot house. Spinach—$1 per bu. for Southern grown. Sweet Potatoes—$1.50 per bu. for kiln dried Indiana. Tangerines—$1.90 per box or bu. Tomatoes—Hot house, 10 Ib. basket, $E-I5: 5 Ib. box, 65c¢. Veal Calves — Wilson & Company pay as follows: Pane 9) 6@7 tc 2000 a ee 5@6c —_>-~>___ Food For Children. As the Child Health Association re- marks, the less money a family or a community has to spend the more necessary it is to spend that money to the best advantage. This principle applies with particular force to the buying of food and with double force to the buying of food for children. Poor nourishment now will mean the danger of serious adverse effects a few years from now. The mass of people will be looking back upon the depres- sion as a thing of the past, but for children who incur these effects it will not be over. In order to help families provide the right kind of food, the association is publishing a handy guide to the wise and economical selection of eatables. The guide is in the form of a leaflet entitled “Good Food for Little Money” and written by Lucy H. Gillett. No publication could be more timely. —_+~-___ Where He Belongs. Judge: And what did you do when you heard the accused using such aw- ful language? Policeman: I told him he wasn’t fit to be among decent people, and brought him here. —_+--+____ A prediction: The dollar will short- ly be the most prized currency in the world, 6 MUTUAL FIRE INSURANCE Ten Rules For Chimney Construction. 1. Build all from the ground up. None of the weight should be carried by anything their proper foundations. Foundations should chimneys except be properly proportioned to carry the weight of the chimney without settling or cracking of the chimney. The foot- ing should be well below the frost line. 2. Build all chimneys to a point at least three feet above flat rooms, and two feet above the ridge of peak roofs. 3. Chimney walls must be at least four inches thick (thicker if of hollow tile or stone). Chimney walls eight inches thick (two courses of brick) are preferable as they give greater stabil- ity and minimize the possibility of cracks that might cause fire. Cement mortar only should (or cement-line) be used. (Where least eight inches thick, chimneys are at and a refrac- tory clay brick is used, the flue lining may be omitted.) 4. The walls of brick buildings may form part of chimney if the walls of the chimney are securely bonded to the walls of the building and the flue is lined the same as for an independent chimney. Flues in party walls should not extend beyond the center of said walls, and ther presence should be per- manently indicated on both sides of walls. 5. Every stove, heater or furnace should be connected to a chimney flue. More than one opening to a flue may be permitted but care must be taken that unused openings are safely brick- ed up or closed with non-combustible materials. A standard fire-clay flue lining should be used. Linings pre- vent disintegration of mortar and. brick and make a smooth flue which im- proves the draft. 6. Do not run floor joists or other woodwork into chimneys or flues, nor allow wood casing, lathing or furring within two inches of chimney breasts. 7. All flour timbers should be “trimmed” clear of the hearths and brickwork of the chimney, so as not to be in contact with it at any point. 8. Line fireplaces with fire brick or cast iron. not pile wood or rubbish against their doors in basement. Keep free space around them so that ashes can be readily removed and also that coals cannot possibly come in contect with combustible material. 9 Be careful of stovepipes and flues, and use thimbles and connections in accordance with specifications and ordinances. If a stovepipe is taken down to be cleaned, be sure that it 1s replaced and safely plastered in position. 10. After removing a_ stovepipe from a chimney, close the opening with a metal flue stop; if the flue con- nection is left open fire may municate, and if it is closed by being stuffed full of rags or paper the chanc- es are that it will communicate. If ash pits are provided, do joints between com- oo A Fable For Builders. Last summer a good citzen of a cer- tain town not over a hundred miles from almost everywhere, built a wood- en house for a woman and her chil- dren. He built the chimney of brick because he had to. The chimney was MICHIGAN able to stand alone, so did not have to prop it with wood. But the floors of the house would not stay up without props. The good citizen saved a dol- lar by using the chimney as a support to the floors. the floor joists nicely in the brick of the chimney. He covered up the job and got his money. The rains fell and the winds blew in the most biblical manner and winter came after its fahion. settled a little; and there was a tiny crack. One morning the woman woke up with fire all about her. She tried to eet to her children. [f she got to He nestled the ends of The chimney t L 1 } i The good citizen who built the house was not arrested 1em1 no one ever knew it. for manslaughter. He is building other houses of the same kind for other women and children. He is making his living by it. Lines of Interest To Grand Rapids Council, A new tempo of activity is noticable since the re-opening of the many banks throughout the Apparently the people were awaiting some mo- country. mentous event before they would give way to that desire to participate in the reconstruction of confidence. The wavering flags of radicalism, fear, jeal- ousy and malicious propaganda have been hauled down and in their stead a brilliant banner of Americanism snaps in the breeze of confidence and pat- riotism. It was necessary for our the public and a Congress into President to toss mulish the wagon of progression and take his place in the thills so that the procession might be started toward the goal of prosperity. There is that Franklin Roosevelt will make some mistakes in his zeal to bring order out of chaos, but mark well, my friends, the man who never makes a mistake is the man who never does anything. We are willing to overlook and help rectify, if necessary, any mistakes which may be made in the great reconstruction of trade recovery. We may assure our- selves that no greater task has con- fronted any man than the stupendous, heart confronts If his will, his brains and his brawn, if you please, give back to the American people that which has been lost to them, Mr. Roosevelt will be the idol of all home loving people, whether they be Re- publicans or adherent of other parties. It is said that a little mouse will stam- pede a herd of elephants and that the hard heels of a donkey are to be fear- ed; but don’t let us be indigent mem- bers of hte piscatorial group and listen to the bla of political crow-pickers, but present a united front and an endeavor to keep time with the new tempo and roll away those lowry clouds and re- place the gloom with golden sunshine, Thomas Dempster, member of Grand Rapids Council and of West-Dempster a possibility breaking job which the new Executive. TRADESMAN Co., has caught the spirit of trade enough to start this week for an ex- tended business trip through the Southern states. Tom _ believes the time is here for progressive firms to start the ball rolling faster by getting business like they really meant business. A hustler’s enthusi- inoculate doubtfuls than most any other type of propa- ganda. One likes to imitate those who are going ahead and enough of those hustling embassadors of business will start us back to prosperity with a out after asm will more bang. The prize optimist these days is the pickpocket. What this country needs is a Senate that will become as irate at a deficit as it does at a sergeant-of-arms. Many of the old timers will recall a two fisted, business hunting, hard working traveler with a cheerful smile and a hard gripping handshake in the person of Howard Ives. Howard has been off the road for several years en- joying a well earned rest. When he was on the firing line he represented the C. W. Mills Paper Co. in the ter- ritory North and West of Grand Rap- ids extending up to Mackinaw City. Through his success he acquired a liberal amount of stock in his company and was on the board of directors. As this is written it comes to us that Howard is in poor health as the direct result of an accident suffered several years ago. It is with regret that we Mrs. Ghysels second prize and Mrs. Groom the consolation prize. The March 22, 1933 learn of Howard’s ill health and no greater tribute could be paid an old comrade of the road than calling on him and join: in reminiscing of old times when livery barns and suspen- ders were in style. Howard lives at 123 Fuller avenue and will be greatly pleased to greet any of the boys who might call. Some of the boys the past week said they experienced either an echo of the Los Angeles quake or else a slight tremor in this vicinity. We were prone to believe the several stories when news reached us that made clear the whyfore of the tremor. We learned that Joe Major, in a spirit of co-operation with the new President, reason and started a clean-up campaign. His first and last attack was staged in his base- ment at 506 Lyon street. Joe in his zeal for cleanliness forgot his stature and when he straightened up to rest his aching back he—well, there has been no lucid explanation from Joe as to whether his head hit a beam of the ceiling or whether the beam hit his head. Whatever the cause, Joe acquired a bump on his head which prevented the comfortable wearing of a hat. We are glad to announce that Joe was a traveling man too long for a little mishap like the one experiecned to put him out entirely. When you run out of jig-saw puz- zles you might take all the things out of the bathroom medicine chest and while away a few minutes wondering what the heck about three-fourths of them are doing in there. ™me GRAND RAPIDS MERCHANTS MUTUAL FIRE INSURANCE CO. A LEGAL RESERVE MUTUAL COMPANY 23 YEARS OF DIVIDENDS TO POLICYHOLDERS Affiliated with THE MICHIGAN RETAIL DRY GOODS ASSOCIATION 320 Houseman Bldg., Grand Rapids, Mich. OUR FIRE INSURANCE POLICIES ARE CONCURRENT with any standard stock policies that you are buying The Net Cost is 30% Less Michigan Bankers and Merchants Mutual Fire Insurance Co. of Fremont, Michigan WILLIAM N. SENF, Secretary-Treasurer ATENEO Fy st Re HO RRO RN NI LAOTIAN ame , oe mee ( March 22, 1933 Ray Bentley is againg dragging his bungalow trailer with him on his ter- ritory. His business is on the up- grade and it is necessary that he carry much more stock with him than in the past. He reports conditions look much better and business is really improving. Nothing is being produced on a quan- tity basis in America any more, ex- cept schemes to end the depression. We think our President will soon stop production of those by dumping de- pression over into the dump lot. The Elk’s gave their annual St. Patrick’s day party Friday evening in their temple on Ottawa avenue. There were about eight hundred of the ant- lered brothers present and the program was under the direction of Exalted Ruler Edw. Donahue, a genuine rep- resentative of Erin’s patron saint. Ed’s ready with and flow of humor added to the program, which consisted of speak- ing, singing, monologues, instrumental music and specialties. Mr. Donahue is a very capable and efficient presiding officer and the lodge is prospering un- der his regime. Ed is a member of Grand Rapids Council, as well as many more of the prominent members of Elkdom. Some of those who were present and are leaders in the Coun- cil were R. W. Radcliffe, Glibert H. Moore, Oscar Levy, Selby Miller, R. W. Bentley and B. C. Saxton. This country needs the courage to spend its cash, states one of these here business economists. All right, mister—if you'll put up the cash we'll put up the courage, Mrs. Sarah L. Powers, 89, widow of William H. Powers, who for many years was president of Powers & Wal- ker Casket Co., died at the home of her daughter, Mrs. Royal F. Lynch, of Wilmette, Ill. Funeral services were held last week at the home of another daughter, Mrs. Stanley A. Emery, 1213 Bates street. Besides her daugh- ters, she leaves two sons, Frank C. Powers and Frederick W. Powers, both of Grand Rapids; a_ brother, Clarence L. Bradford, of Miles City, Mont.; a twin sister, Mrs. Susan B. Young, of Grand Rapids; four grand- children and two great-grandchildren. Mrs. Powers was a pioneer resident of this vicinity. She was born in Bristol, R. I., and when 12 years of age came to Michigan with her parents. Mrs. Powers family was descended from Gov. William Bradford, of the Mas- sachusetts Bay colony. Frank Powers is a member of Grand Rapids Council and the members extend their sym- pathy in the loss of his mother. There are those who might profit by the Miami tragedy. Mr. Roosevelt’s life was saved because he made a short speech and sat down. During the excitement existing and the tragedy being enacted at Los Angeles a few days ago, one of the citizens decided to shake the place and migrate to a safer place of residence. One of his friends received a letter from him posted at Nashville, Tenn., and he stated that he got into Ten- nessee just in time to be in the recent cyclone. The letter stated he was on MICHIGAN his way back to California to take his chances with a shaky earth. The Team Work in Business group, under the direction of Council Leader, H. F, DeGraff, held a meeting in a at the Elk’s cafeteria About forty were in private room Saturday noon. attendance. Otto Hess, Kent county engineer, was the principle speaker. He gave information regarding the raising of funds for road work and how the money was spent. Much in- formation was gained from his talk. Another meeting will be held Satur- day, March 25, at the same location and at the same hour. Every one who is interested in any business program is cordially invited. Remember Satur- day, Mareh 25, at #2:15. L. L. Lozier reports that business is on the up- and up in the South- western part of the state and that the general feeling is toward better busi- ness and better times. Some of the boys report that the auto license division of the office of Secretary of State is to be congratulat- ed for the efficiency of service and commended for the courtesy extended to those who apply for titles, plates, etc. The extreme courtesy is to be commended when one considers that all kinds and types of people call at this office for service. Some have a clear understanding of the workings of this bureau, while others are entirely ignorant as to the complications aris- ing in distributing the permits. That division is showing extreme patience and courtesy in handling the crowds that pour into the office daily. We aren’t demanding the peak of prosperity any more. Just a little peek at it would seem a whole lot now. The Grand Rapids Salesmen’s As- socaition held a food show at the John Shoemaker grocery store in Ionia last week. They report a big attendance and a good business. D. F. Keyes is reported improving, but still confined to his bed. We are glad to hear of his improvement and sincerely hope he will be able to at- tend our meetings in the near future. Mr. and Mrs. W. E. Lypps spent the week end in Detroit with Mr. and Mrs. Mrs. Fox was formerly Marion Lypps, the only daughter of Mr. and Mrs. Lypps. Fox. Commercial travelers of to-day are ever alert to find short cuts in busi- ness and travel. One of the hustling young salesmen has informed us that much time may be saved in traveling the route from Rockford to Grand Rapids. The short cut is especially beneficial to those who reside in the South, if one keeps straight ahead on the new pavement, M 114, he will miss all the curves and traffic which one encounters on M 131. The new:high- way intersects Knapp road about two miles East of Fuller avenue. By fol- lowing Fuller Southward one misses all the downtown traffic. This appears to be desirable route to follow if one desires to miss the downtown conges- tion. There are about forty of the boys who haven’t paid assessment No. 211. These members cannot collect insur- TRADESMAN ance in case of injury or death and can only avoid suspension from the order by paying this assessment be- fore March 31. Flowers and sym- pathy will not buy food, shelter and clothing. John H. Rietberg, of 25 Kirtland, slipped on hte ice last week and suf- fered two injured ribs. He is encased in adhesive bandages and suffers quite a lot of pain. He will be laid up for some time as he sells several furniture lines and will be unable to carry his heavy grips. As we get it, they can’t do anything with you for holding a mortgage un- less you try to collect on it. When that occurs, most anything may hap- pen to the holder. The Ladies Auxiliary held a pot luck luncheon and bridge party at the home ot Mrs W. DD Dunbar, 1120 Jeffer- son avenue, March 14. About twenty- five ladies were present and they report a very successful party. Mrs. Col- grove secured first prize at bridge, proceeds of the party will go to the Widows and Orphans fund. Harry Nash reports a fine business the past week. He was in the oil dis- trict around Alma. While at Hildy’s Inn, Harry was asked to convey the proprietor’s best wishes to the boys. The following information has been secured pertaining to the April meet- ing of Grand Rapids Council. Direct- -ly after the business meeting of the Council, the team work group will present their program. One of the features of the meeting with be a reel of moving pictures showing modern This film will be shown through the courtesy of Selby Miller, chairman of the entertainment committee. The ladies are invited to attend this meeting as well as the men. road construction. A luncheon will be served by the Every member should at- tend this meeting as much good may be derived from the team work pro- gram. Auxiliary. The merchants problem to-day is to keep the stall out of installment. Phil Crowley’s son, who suffered a fractured leg in an automobile accident some time ago, underwent a _ second operation to reduce the fracture last It is reported that this opera- tion will prove successful and that the patient will soon be on the road to complete recovery. week. Senior Counselor Wagner has com- pleted most of the details of the work schedule for the Council year. appointed thirty He has broadcasting chair- men whose duties will be to contact ten members and get them out to the meetings. These chairmen will be notified as to the program that will be presented at the and they will, in turn, broadcast this information to the members they are responsible for. This appears to be a good plan to get the membership interested and there is little doubt but what the plan meetings Senior Counselor Wagener also reports that cards bear- ing the entire year’s schedule will be will be successful. mailed out to every member within ten days. This card will give every mem- 7 ber a lineup of the work for 1933 and up to.March 1, 1934. Gerald J. Wagner attended a meet- ing of the National Committee of En- gineers for trade recovery held in De- troit last week. Mr. Wagner is chair- man of zone 3, Michigan committee. He reports that A. G. Guimond, state director of team work groups, has closely allied himself with the move- ment sponsored by the engineers. Their aims and purposes are contin- gent upon the co-operation of every- one interested in trade recovery. 3uy American merchandise from your independent dealer and help American trade recovery. Be American, Scribe. made —_—_>~+ + ___ A Business Man’s Philosophy. Many have been puzzled by man- kind’s tolerance of unnecessary noise. In England the strict. A man would be arrested who drove through the streets in an auto- mobile mounted on tireless rims, The proprietor of a radio shop: who an- noyed the public’s ears with a loud speaker from which belched a mammy be jailed within a half hour. It is an offense for an auto- anti-noise laws are song would mobile driver to sound a_ screeching horn. Many offices are cursed with noise Loud talk, loud laughter, and even whistling, are too commonly indulged. that should be suppressed. Disregard of the ears of neighbors is a frequent offense. Beautiful sum- mer evenings are ruined by blatant radios or phonographs. often Probably half of urban noise is un- necessary, and could be eliminated at no expense if proper penalties were provided for abuse the rights of those who desire quiet. Good work is rarely done amid It frays the nerves, interrupts those who noise. the mind, and upsets the stomach. A century ago Arthur Schopenhauer wrote: “With all due respect for the most holy doctrine of utility, I really cannot see why a fellow who is taking away a wagon-load of gravel or dung should thereby obtain the right to kill in the bud the thoughts which may happen to be springing up in ten thousand heads—the number he will disturb one after another in half an hour’s drive through the town.” William Feather. Kalamazoo Grocer Chronicles His Conclusions. Kalamazoo, March 21—I thank you for your recent letter. As you know, [ am not a farmer but have mixed with farmers many years listening to their troubles. Most farmers claim farm produce is too plentiful. A large amount of it is of very poor quality. [he large buyers use the poor grades as a club to beat down the price of the better grades. An allotment or leas- ing plan will not remedy that phase of the matter. The plums will fall into hands which never worked on a farm. It seems to me that the way out of our trouble is a gradual elimination of the unprofitable or poor soil farms by the Government for a fair price for other purposes, such as tree planting of the most useful varieties for Government use. We send you best wishes and bespeak happier times, hoping this is not merely a reaction to our recent Congressional antics. M. Calder. —__+~--____ Hard work is a business tonic. Why not try it? THE COAL DECISION. The case of the bituminous coal in- dustry, which obtained a decision in favor of its selling pool last week from the Supreme Court of the United States, may prove to be one of “all dressed up and no place to go.” The court, aS a concession perhaps to present business difficulties, has fur- nished new garments in the shape of permission to consolidate the selling activities of companies representing 73 per cent. of the output in Appalachian territory, but it has also kept jurisdic- tion of the case to see that nothing illegal happens in the way of stifling competition or restraining trade. The decision will doubtless be hailed as another forward step in moderating the anti-trust laws just as the “rule of reason” was similarly received. In the circumstances, however, it would be just as well to watch results before letting enthusiasm go too far. The Supreme Court has approved the set-up of the coal selling agency, approving plans which were previously consider- ed unlawful or decidedly on the border- line, but it withholds judgment on op- erations because they have not yet started. The question is, of course, how these operations can be conducted to meet the desires of the industry and at the same time keep clear of the law. Selling combinations are not new. In the cotton goods field, for instance, there are several commission houses which represent large percentages of the output and yet complaints of price- cutting and unprofitable selling are louder there than in other lines not so well integrated. The same complaints are heard from the steel industry, which is dominated by a huge cor- poration. If 27 per cent. of the Appalachian coal is outside the pool, then pool prices are likely to become the target for this unorganized minority. Be- sides this competition, there are quota difficulties to deal with and many other problems. However, those who be- lieve there should be stricter rather than still more moderate enforcement of the Sherman law rather welcome this experiment, since it gives the modificationists an opportunity to see a practical working out of their ideas. THE STORE OF THE FUTURE. Over the years Mr. Edward A. Filene, the Boston merchant, has not changed his ideas much on what the store of the future will be. In a recent resume of what is happening to retailing, he still holds, and offers good reasons for believing, that the future store must be small to ensure efficient supervision and at the same time large so that overhead may be low and other advantages of big scale operations obtained. To effect this combination he would have a chain of department stores, each department of which would be a unit in a chain of similar departments. Mr. Filene does not conceal his admiration for the efficiency of the chains. Par- ticularly, he likes their buying to a retail price—the price minus as con- MICHIGAN trasted with the “cost plus” system used by the older forms of distribution. In line with this thought, he suggests that “‘sellers” be substituted for “buy- ers,’ because what the consumer wants and the price the consumer is most ready to pay far outweigh what the buyer likes and the prices he thinks the consumer ‘should pay. But high- pressure salesmanship gets no praise from him, because he thinks it merely perpetuates buying errors and leads the buyer to re-order what was hard to sell. What are the prospects, then, for a “chain of chains’? The plan was ig- nored in the department-store mergers of the boom period, although some approach to it was made in the en- larged central-buying organizations set up by some groups. Since then the trend has set in the other direction. Central offices have been reduced and more responsibility returned to the in- dividual buyers. Style elements enter largely into the question. Staple and semi-staple lines might be handed quite efficiently by Mr. Filene’s progress. BUSINESS RECOVERY SEEN. The early rise in security and com- modity markets during the past week could be interpreted in two ways. One would ascribe it to inflationary in- fluences and the other would take ac- count of high popular approval of the remarkable work done at Washington and the rising belief that business im- . provement is in sight. The latter seems to be the more plausible view, but doubtless there is a mixture of the two reasons. For two years, at least, there was a steady waning in public confidence as one emergency after another de- veloped and what passed for leadership grew less and less able to cope with the situation. The contrast of what the country enjoys now with what it had before tells its story and explains the electrically changed state of public sentiment. A basic readjustment has been wrought, Soon the figures on trade and in- dustry should begin to record the re- sults of this change. For the time being they are merely representing the reaction caused by the Nation-wide in- terruption of banking facilities. Thus, the weekly business index for the holiday week registers a new low for the depression, only the cotton-cloth series showing a rise.- That this index has fallen only slightly below half the normal mark in such extraordinary cir- cumstances seems cause for congratu- lation. Eyes are still on Washington for the remainder of the relief program. The further decline in the exchange value of agricultural for industrial products to 47, as reported by the De- partment of Agriculture last week, em- phasizes the need of action. IN THE HOUR OF TRIAL. There is a startling difference be- tween the mood in which a nation enjoys prosperity and that with which it meets emergency. It has been learned too late that the easy living of other days encouraged grave abuses, TRADESMAN the products of greed, selfishness and inconsideration for the common good. But it has been learned already that times of adversity bear a better fruit. Courage and good cheer, neighborli- ness and mutual aid are everywhere evident as this country realizes how close it came to disaster and begins the long journey back to peace and plenty and security. The character of a nation or a man may best be judged in time of crisis. Danger discovers courage, trouble is a challenge to the cheerful spirit, ad- versity develops the will to survive and succeed. And it is good to know, in these dark and doubtful days, that this nation did not lose by easy living the ability to endure and the willingness to work when the hour of trial came. As it was in the days of war, this emergency has revealed the real unity of the people of the United States. It is not unity of opinion, for there is conflict of counsel concerning all our problems. It is not an agreement of ‘self-interest, for many sacrifices must be made for the general good, and selfishness has become the worst of all offenses. It is not a fraternity of fear, for fear is a solitary evil which knows no spirit of fellowship. The Nation calls to-day on its re- sources of citizenship, the courage, op- timism and good faith of the vast ma- jority of its men and women. These are elemental, universal virtues, the same for all sorts and conditions of men in every level of society. They are uniting America against a common enemy and beneath the standard of a single purpose. They will win this fight, as they have triumphed before. DRY GOODS CONDITIONS. Although retail trade was affected by unfavorable weather early in the week, sales advanced later on, par- ticularly as restrictions imposed by the bank holiday were lfted. Toward the close of the week it was reported that store volume was running well up to the pre-moratorium level and, in some cases where sales were being held, aproaching last year’s figures. Demand was quite general. According to early estimates, the first half of the month for the stores in New York probably saw a reduction of around 32 per cent. under the cor- responding period of last year. This would mean that the cataclysm in banking affairs produced an additional loss of about 10 per cent., which is regarded as very small, considering circumstainces. Clearing up of financial difficulties means that the stores will launch a very vigorous promotion of Easter of- ferings. Heavy advertising appears to- day and will be continued in order to take advantage of the sharp improve- ment in public sentiment that has de- veloped as a result of the brilliant handling of the banking emergency, passage of the economy and beer bills and rising security and commodity markets. The public’s purse-strings are loosening up and at the very op- portune time of just before Easter. A real spurt in wholesale market operations is expected this week. Buy- March 22, 1933 ing offices report that many retail representatives will be in New York City to complete orders for Easter merchandise. Some shortages may de- velop because producers have operated close to actual demands. OPTIMISM RESTRAINED. A commendable spirit of caution has characterized most business lines in the face of inflationary aspects and prospects, it must be admitted. Specu- lative markets may rise, but it is the considered intention of manufacturers and distributors to go slow in stocking up with either raw materials or mer- chandise until demand points to cer- tainty rather than to merely the pos- sibility of expanded sales. At various points in the depression there have been both official and un- official declarations to the effect that “the worst is over” and that large- scale commitments were in order, Each time this cheerful counsel failed to square with developments, and those who followed it had cause for regret. There are much stronger reasons to believe that similar pronouncements now have more chance of fulfillment, since the realities of liquidation and adjustment have been courageously faced and are being dealt with along soundly constructive lines. Neverthe- less, the size of this job is only dimly perceived and it would be rash indeed to look for an immediate and sharp upturn. These are the considerations which have determined capable business ex- ecutives to put a curb on too much optimism for the present. They have taken off the brakes, but they want to see the road ahead more clearly before they press down on the ac- celerator. FARMERS’ DEMANDS. The militant members of the Na- tional Farmers Holiday Association, meeting at Des Moines, threaten an- other farm strike unless Congress ap- proves their legislative demands by May 3. These demands include a Na- tional moratorium on foreclosures, enactment of the Frazier bill to re- finance farm loans at a low interest rate, enactment of the Swank-Thomas bill to ensure cost of production for the farmer’s products and Federal op- eration of banks as public utilities. Con- ferences at Washington have forecast early action on emergency farm re- lief, but it is most unlikely that Con- gress will grant all the demands from Iowa. Strong opposition to any form of price-fixing has been registered by packers and millers, while agricultural interests have indicated disapproval of production control. These and other differences of opinion complicate the task of meeting the agricultural emergency. The farmers will be help- ed, but they should not expect to be favored more than any other class. Never seem wiser or more learned than the company you are with. Treat your learning like a watch and keep it hidden. Do not pull it out to count the hours, but give the time when you are asked. eT > ~ae ni. | March 22; 1933 MICHIGAN TRADESMAN OUT AROUND. Things Seen and Heard on a Week End. Trip. Another mile post has come and gone, leaving me a little richer in ex- perience and, [I hope, leaving my friends and the readers of the Trades- man with added confidence in my ability and disposition to serve them well and faithfully. On Tuesday eve- ning we assisted Mr. and Mrs. Charles Garfield to celebrate the 85th anniversary of this birth. Two days later the Garfields and Mr. Wm. H. Anderson assisted my family in giving me a good start on my 75th year, which I enter upon with hope and vigor, strong in the belief that I shall function more effectively during the coming twelve months than any previous year of my existence. Before the end of the present cal- endar year—if I live that long, which I hope I will—I expect to take part in the completion of fifty years of con- scientious and continuous effort to make the Tradesman a worthwhile publication. I have already many special articles in readiness for our anniversary edition, which I hope to expand to 150 pages, if possible. When I was elected a director of the State Bank of Michigan I trans- ferred my personal account from the Kent County Savings Bank to the first named institution, ‘but continued to make any loans [I required at the Fourth National Bank, because I cher- ished the idea that Mr. Anderson, the President, believed in me and under- stood my peculiarities better than any other banker in the city. I was soon taken to task by Daniel McCoy, Presi- dent of the State Bank of Michigan, who asked me why I did not borrow the money I required at his bank. I told him that I might be mistaken, but I did not think a customer should bor- row money of a bank in which he was a director, “Tf all the directors pursued that policy,’ said Mr. McCoy, “the banks of this country would have mighty slim picking.” Not wishing to go contrary to the best traditions of the banking business, I presented the matter to William Widdicomb, who was then manager of the Grand Rapids National Bank, and asked for an expression from him. “You are right and Mr. McCoy is wrong,” said Mr. Widdicomb. “Dur- ing the time I have been connected with this bank in an official capacity, no one has ever seen my name on the front side of a note and no one ever will. J sometimes endorse a note for a friend, as I did for you when you started the Tradesman, but JI never borrow for myself from the bank I manage.” I brought this matter up on the oc- casion of my birthday celebration last Thursday, stating that I believed that President Roosevelt's draft of his new banking law, when it is finally handed to Congress, will contain a provision in accordance with my long-cherished theory. “I think you are mistaken in that idea,’ Mr. Anderson replied. “Banks nowadays are making loans on char- acter, rather than agency reports and personal statements which may be made up out of the applicant’s head in- stead of from his books. During the thirty-seven years I served as credit man of the Fourth National Bank I made few mistakes, because I based my conclusions on my knowledge of men, their characters and business methods. If the man who requests a loan within the limitations of the bank to accord him ‘thas character and the right kind of ‘background or offers sufficient collateral to cover his re- quirements, his request should receive consideration, whether he is a director or not. It all goes back to the credit man of the bank. If he is not worthy of the trust reposed in him, the bank must necessarily suffer.” In apparent contradiction to Mr. Anderson’s statement, the head. of the largest bank in America, Winthrop W. Aldrich, recently asserted that no loans should be made to any concern in which a director of the bank is also a director of the applicant for a loan or line of credit. This is going further than I have ever gone. He has also amazed the financial world by declar- ing: “No officer or director or any mem- ber of any partnership dealing in se- curities should be permitted to be an officer or director of any commercial bank.” Mr. Aldrich is a brother-in-law of John D. Rockefeller, Jr., who is the largest stockholder in the Chase Na- tional Bank of New York. Since Mr. Anderson put the kibo on my pet theory I note that a director of the First National Bank of Detroit was loaned $715,000 the last day the bank was open to the public before it was closed by the banking holiday de- clared by Governor Comstock Feb. 14. Referring again to Mr. Anderson and his successful career as the main spoke in the organization of the Fourth National Bank, I wish to improve this opportunity to say a word concerning his policy in making loans. How he reached his conclusions, I do not know, but I do know that he never made a mistake except in the case of two em- ployes who betrayed the trust he re- posed in them. No poor account of any consequence ever had to be charg- ed off to profit and loss, because he had a way of quietly working such a customer out of the bank before the crisis was reached. At ‘first I had an uncanny feeling in dealing with him, because I felt as though I stood in the presence of a superman, who knew more about me than I knew myself. This impression gradually gave way to a feeling of mutual confidence and helpfulness, which continued without a single interruption for thirty-seven long and pleasant years. I never again expect to know a man who understands me and is able to guide me in my financial transactions as well and faith- fully as Mr, Anderson did. I am pleased to, note that the office of the Secretary of State is taking care to see that the weak spot in the malt tax law is being repaired by the pres- ent Legislature, judging by the follow- ing carefully worded letter last week from the legal department of the office: Lansing, March 16—Your letter of March 14, addressed to the Hon. Frank D. Fitzgerald, has been turned over to me for reply. I am enclosing another copy of the Secretary of State’s report on the operation and enforcement of the Malt Tax Law as requested, The present malt tax law has not been ‘held unconstitutional by any court. While the writer was a mem- ber of the Attorney General’s staff, a case was brought by Standard Brands, Inc., to test the constitutionality of the 1931 malt tax law, being Act 100 of the Public Acts of 1931. This matter was held constitutional in every respect. You probably refer to the 1929 malt tax law which was held unconstitution- al by the Circuit Court for the county of Wayne the latter part of 1930. This case was not appealed, as a new law was enacted in the 1931 session repeal- ing the old law and giving the new law immediate effect. The recent de- cision of the Supreme Court of the State of Michigan did not involve the constitutionality of the malt tax law, but merely construed the language of section one regarding the necessity of every place of business having a cer- tificate of registration in case malt products were sold in such places of business. The Supreme Court held that inasmuch as the law licensed the per- son and not the place of business that any person could operate as many places of business as he desired on the payment of one registration fee. Several amendments to the present law have been introduced in the legis- lature and have been referred to the committee on sanitariums. This com- mittee in turn requested me to draft an entire new law including the amend- ments already proposed and also the recommendations of the Secretary of State included in his report on the op- eration and enforcement of the malt tax law, dated Dec. 31, 1932. I am just completing the draft of this pro- posed law and I am turning it over to the Sanitarium Committee of the Sen- ate. As soon as it is introduced and copies are printed, I will send you a copy. Hugh E. Lillie, Chief Enforcement Officer. received I was greatly pleased to receive the following letter last week from the widow of the late William Judson: Kalamazoo, March 13—In the March 8 issue of the Michigan Trades- man you ask for the name of the author who wrote these lines, “Were a star quenched on high,” etc. These stanzas are the last two in the poem Charles Sumner, written by Henry Wadsworth Longfellow in 1874. The first line reads “Garlands upon his grave.” I read the poem a few days ago and was much impressed with the last two stanzas. (Mrs. Wm.) Mary Cobb Judson. Mrs. J. E. Swisher, of Ann Arbor, also sent me the same information. I was greatly pleased to note the thoroughness with which Hon. Chase S. Osborn “cleaned up” on Geo. Welsh at the recent Republican State convention. In undertaking to ride two political horses at the same time, Welsh discloses his true character— or lack of character. Like other men who have no adequate conception of political sincerity, honesty and loyalty, Welsh was relegated to obscurity by the voters in the primary election last fall. Governor Osborn simply sound- ed taps as the funeral service was com- 9 pleted. In a personal letter, dated March 13, the genial philosopher wrote as follows: “IT enclose a suggestion for money. Please tell me what, if anything, is wrong with it. Some of these days we have got to have real value behind our money. Perhaps always indirectly we have had that, but never directly. If a man had all the gold in the world he really would not have anything.” I am glad to present Mr. Osborn’s ideas without the change of a word and shall be glad to receive the opin- ions of my readers on this subject. Preston Brad- stated in a sermon would not last three I thought then that the great liberal preacher had not given the man the tenure of office he would probably maintain, but when I note how vigorously and Two weeks ago Dr. ley, of Chicago, that Hitler months. wickedly he is persecuting the Jews and the Cath- olics, I doubt if he lasts three months. No man can make a permanent place for himself by resorting to race hatred and religious prejudice. Germany is certainly to be pitied for following the leadership of such a wretched speci- men of humanity as Hitler is proving himself to be. Since about the formation of a Voluntary Hardware Chain on a National several readers advise that F. Grimes, founder of the Independent Grocers’ Alliance (I. G. A. stores), Chicago, is about to launch such a project. He will call it the Independent Alliance and endeavor to popularize the name as I. H. A. Mr. Grimes has been in- vited to tell his complete story, but as yet has not responded to my letter. In the grocery field his plan has certainly enjoyed undisputed success and has saved the day for a great many retail expressing doubt basis, Hardware grocers, The Associated Press tells this story from London, England: “Purchasing agents for China and Japan met the other day in the reception room of one of the ‘big munitions companies. They fell to talking as friends and finally compared the prices they were paying. The result was that they went in to see the munitions maker together, put up a united front and went away with a 40 per cent. cut in prices.” I was greatly pleased to re-locate Rev. Kerr B. Tupper in Harry M. Royal’s Florida letter this week. Dr. Tupper was pastor of the Fountain street Baptist church from 1884 to 1891. He is now located in Phila- delphia, where he preaches about eight months in the year, taking two months vacation in summer and the same respite in winter. Dr. Tupper’s predecessor was the late Samuel Graves, who succeeded C. B. Smith as pastor. The latter suffered the agonies of the damned with rheumatism, but undertook to fill the editorial columns of the Grand Rapids Democrat each morning with the same type of vitrolic utterances he had previously made in the Fountain street pulpit. I was re- porter on the Democrat in those days (Continued on page 23) FINANCIAL Banking Regeneration Encouraging. The re-opening of the markets Wed- nesday brought a _ characteristically speculative psychology in practically all groups of the market. The spon- taneous reaction to constructive meas- ures, taken by the National Govern- ment, resulted in stronger security and commodity markets, a natural follow- ing. Reduction of Government expenses appears certain to some degree. The banking crisis has an effect of causing people to accept the fact that some loss will have to be taken. The talk of inflation probably accounted for the initial rally in the various markets. In- flation, however, seems hardly prob- able in view of the strength in high grade bond prices and in the strength of our dollar the world over. In many countries the new legislation was in- terpreted as being the opposite of in- flation. However, hopes for the future are considerably better if the mopping up process, now started by the banking crisis, is allowed to proceed On a con- structive basis. A sudden recovery from existing conditions hardly seems logical or likely. The process of liquidating the burden of indebtedness is now under way. These adjustments take time. There are many unsolved problems—heavy tax loads, the spread between agricultural and manufactured goods prices, the uncertainty surround- ing some of the insurance companies and mortgage concerns and the rail- road and unemplayment problems. Only a gradual clearing up of them is logically expected. The 1933 crisis was brought to a head by the National banking sus- pension. A sounder recovery is being made by the rehabilitation of Govern- ment credit. Credits will be released, hoarded and idle funds will go into the market and the processes of recon- struction of earning power are in the making, even though they may be slow. The fact that these have been started is extremely encouraging. Jay H. Petter. ——- 2-2 Necessity of Keeping Our Dollar ’ Steady. Appointment of a dictator for the foreign exchange market, like so many things that have been proposed in the last two weeks, has been accepted as a brilliant move merely because it has been done in the past. There was, of course, a very real reason for exerting supervision over the foreign exchanges during settlement of the banking crisis. At the same time it should be recog- nized that it takes more than the mere appointment of a czar to solve this aspect of the financial problem. In this connection it is important to realize that the task of regulating ex- changes to-day is very different from what it was in 1917. At that time the United States was on top of the heap in so far as the financial strength of nations was concerned. Fundamental- ly we still occupy that position. As a result of our banking and _ financial crisis, however, the dollar has become relatively less attractive and many of the principles of 1917 no longer are applicable. MICHIGAN Specifically, the problem facing us to-day in connection with foreign ex- changes is whether we are going to work back to the gold standard as quickly as possible. If we are, the foreign exchanges in a very short time will be able to get along without the benefit of a czar. The United States still has a favorable trade balance and, consequently, the American dollar, with sound policies in this country, should not need artificial support in the foreign exchange market. The answer to this question rests upon what we propose to domestically. If a genuine cleanup of the banking system is forced through and if the Federal budget is brought into an honest balance, the domestic value o? the dollar will be protected. On the other hand, if the banking cleanup is handled in a slovenly manner and if a wide-open end is left in the budget a domestic financial situation will de- velop which again will undermine con- fidence abroad in our stability. The doubt as to just which of these courses will be followed has been clearly reflected in the foreign change market this week in spite of the presence of the czar. On Monday, when the banks opened, there was widespread belief that vigorous policies would be followed in this country with a view of returning to a full gold standard as quickly as possible. As a result, the dollar was strong in the foreign exchange market, sterling dropping substantially below where it had closed at the time of the bank moratorium. On Tuesday there began to be ques- tioning about the vigor with which a cleanup of our financial be pursued and consequently American dollars were weak. On Wednesday fluctuations were wide with the dollar going down during the first part of the day and then strengthening materially later. In view of our having a foreign exchange czar these fluctuations have been disturbing. It is to be hoped, ac- cordingly, that such variations can be prevented in the future. It will be possible to do this, however, only if there is a clarification of our domestic policies, Ralph West Robey. [Copyrighted, 1933.] > Barter is growing. It’s growing in certain sections at a rate that may carry serious import for retailers and others in the distribution picture. Ex- changes where farm produce, miscel- laneous goods, professional services or cx system would AMERICAN HOME SECURITY ° BANK ° Under the Tower Clock On Campau Square TRADESMAN what have you can be swapped have been set up in Los Angeles, San Fran- cisco, Salt Lake City, Oklahoma City and many smaller towns. “Swap days” are held monthly in Henderson, Abi- lene, and Corpus Christi, Texas, Pain- ed retailers realize that every direct swap between producer and consumer constitutes a short circuit which leaves them utterly out. No cock would crow long if he stopped scratching. Analysis of any se- curity furnished up- on request. & J. H. Petter & Co. Investment Bankers 343 Michigan Trust Building Phone 4417 March 22, 1933 The worst bankrupt in the world is the man who has lost his enthusiasm. Let a man lose everything else in the world but his enthusiasm and he will come through again to success. A. E. KUSTERER & CO. The Oldest Investment Banking House in Western Michigan. 543 Michigan Trust Bldg. Phone 4267 ¥ West Michigan's oldest and largest bank solicits your account on the basis of sound poli- cies and many helpful services . . | OLD KENT BANK 2 Downtown Offices 12 Community Offices £3) <> ©) SD () SD () D(A () D(C) D(A () - (0 Ga —__ Regulate, not abolish, bank ates. affili- —————— Prediction: Hitler won’t long make a hit. A Business Man’s Philosophy. In the Sunday newspapers one sec- tion is usually devoted to theater, movies, radio, books and music. Next Sunday when you are ready your news- paper, pick up this section and note the range of first-class entertainment that is available for the people, even for those in humble circumstances. Then, if you are over thirty years old, recall how different to-day is from fifteen years ago. To-day the best that is offered in the arts may be enjoyed by every one. The finest jazz and classical music comes over the radio; the foremost actors and comedians are to be seen and heard in the talkies; public or cir- culating libraries supply books, and museums exhibit the best examples in pictures and sculpture. Was Beethoven a greater man than the inventor of the radio, or than the business man who pays the bill for the broadcasting of a Beethoven num- Is Ed Wynn, with his ability to entertain millions, a greater man than the inventor of the talking machine? They are silly questions, of course. ber? The sunset on a beautiful summer’s day would be just as lovely if every the world were blind. But, magic, we suddenly given the gift of sight, which would we thank more—the power that creat- ed the sunset or the power that gave Who will say? one in through were us sight. The world is an interesting place now, and it is becoming more interest- ing. Millions have had eyes and ears all their lives, but only within recent years have they been able to enjoy the use of these senses to the fullest extent. William Feather. A eee Gift Sale. A merchant in Ohio wsed_ the samples given him by various manu- facturers for a sale that was reported to have been more than successful. The samples were put up in baskets, and an advertisement run in the local newspaper announcing that, with each purchase of $1 or more of goods on a certain day, one of these baskets of samples would be presented as a gift. It is claimed that, in addition to materially increasing sales on the day of the event, the plan was highly effective in obtaining distribution of samples under conditions which gave the samples added value in the eyes of the customer. commonly Wholesale Only Wholesale Only ia DISTRIBUTORS of PINE TREE Brand FARM SEEDS Vigoro Bulk Inoculation GARDEN SEEDS Semesan Packet Vegetables and Flowers We specialize in LAWN GRASS and GOLF COURSE Mixtures SEEDS INSTANT SERVICE Telephone 4451 ALFRED J. BROWN SEED CO. : Write for our special prices fl 25-29 Campau Ave. Wholesale Only fa co Grand Rapids, Mich. Wholesale Only RPI, RETAIL GROCER Retail Grocers and Meat Dealers Associa- tion of Michigan. President—Paul Schmidt, First Vice-President — Bathke, Petoskey. Second Vice-President — Eckert, Flint. Lansing. Theodore J. Randolph Secretary — Herman Hanson, Grand Rapids. Treasurer—O. H. Bailey, Sr., Lansing. Directors—Holger Jorgenson, Muske- gon; L. V. Eberhard, Grand Rapids; John Lurie, Detroit: KE B. Hawley, Battle Creek; Ward Newman, Pontiac. Awakening of Commerce To Some Stark Realities. Virtually all branches of the food in- dustry met at the January convention of wholesale grocers in Chicago. There was much talk, much of it sufficiently meaningless, but here and there glim- mered a bit of light to indicate, maybe, that commerce is rubbing its eves, hav- ing just been rather sternly awakened government and eco- to some consequences of tinkering with commercial nomic fundamentals. One speaker referred to a school of opinion which he calls ultra-conserva- tive. That is that our wisest course is to “allow natural defla- tion to run their course unhindered” and that “any attempt to inject arti- ficially or to obstruct this evolution is to delay the eventual arrival on a firm processes of basis. He went on: “J think all of you can agree with the soundness of this rea- soning, but the obstruction to embrac- ing this principle is that if we all sub- scribe to it there is doubt if any of us will live long enough to draw another easy breath.” Thus because we have not the calm courage to abide by our sound judg- ment we abandon logic and chase after false economic gods, and the result is to hamper recovery still further. For it is a fact that artificial regulation of economic processes never helps them onward—something so difficult that no man ever has found a way to do it; but experience amply shows how easy it is for virtually any scheme of plan- ned operation or what have you can retard economic progress. “If we all subscribe,” the speaker. Having just acknowledged that economic processes work out best when let alone, he hedges with the statement that if let alone we shal] not live to return of good times. Therefore, let us interfere with the or- derly outworking of those processes. It is precisely such muddy reasoning, want of clear logic, ill considered ef- forts to regulate that have slowed up recovery not only during the last three years but in every other economic dis- turbance through which we have pass- ed hitherto. Wonderful would it be if we could learn, once for all, that to go on an econoniic spree brings headache; that to take another nip the morning after to taper off only postpones our pain and makes it worse; that there is just no other way—one trouble with having a run for our money is that it is a long walk back. Here, now, for example, is the can- ning industry. The president summarizes the industry’s troubles, thus: Excess capacity; under- financing; uninformed planning; lack of industry viewpoint. says see new association That might all be translated into any other industry’s difficulties. Let us MICHIGAN work it into the grocery business. Ex- cess capacity—far too many grocers for the food industry to support; un- der financing—grocers everywhere not only operating on a shoe string but knowing little or nothing about how to tie that string; uninformed planning— opening stores not needed in poor lo- cations, with no background of grocery business knowledge; lack of industry viewpoint—complete ignorance of the economics of grocery distribution. Now, whether it ‘be canners or gro- cers, when too many crowd the indus- try, what possible way out is there ex- cept the elimination of the surplus— and eliminated except weak canners and weak grocers? To try to avoid that process by associated who will be efforts to help weak canners or gro- cers to stay in business, or otherwise, is simply to delay recovery, readjust- ment to a sound economic basis. new. More than twenty-five years ago I saw in Kinsale, Virginia, the plant of a can- ner of tomatoes, operated on a shoe- string. Nor is this something It was owned by an inexperi- enced young man who had been at- tracted by a previous good canning season. He had a good stock on hand when I saw him and the market was in fair condition, but his plant was not. The machinery was housed in a shed the like of which was below even what was then commonly seen in rural Vir- ginia. It°had not been cleaned up. It had been rained on. It might, perhaps, be restored to a sanitary condition fit to use; but anybody could know that the man would crumple up and blow away with the first whiff of adverse conditions of market or otherwise, which is just what he did. To-day the woods are so filled with weak grocers that to my mind the only hope for any numbers of associations is to raise the requirements for mem- bership until they embrace only real merchants, else they will fail under their load of misfits. The day of reckoning cometh re- gardless, believe me. Any attempt to the tide in its course can but pile up further disaster. stem “During the last few vears,” tinued the new canning president, “there has been injected into the indus- try the financial power of the United States Government with its unlimited resources, aiding canners by loans in unfair competition to others who were not so aided. This has de- veloped to a point where not only is the Government in the position of the banker for some canners, but in order to protect its loans finds itself in the con- some canning business, selling and manufac- turing goods in competition with privately owned canneries. We fore- see the dangerous possibilities of the future.” You just better believe we do, Mr. President, and we ain’t nuthin’ yit—except, maybe, that the unl’mited resources above referred to are not so unlimited as we formerly thought they were. Fact is, our country’s resources are prodigally ample for every legiti- mate governmental activity, but all the wealth on earth will never suffice for the orgy of reckless spending and in- curment of obligations for the future which has ‘been increasingly pursued seen TRADESMAN by our city, state and National govern- ments during the last thirty years. Special taxes, designed to hit chain stores only, were inaugurated in Indiana. At the time it seemed clear to me that grocers everywhere would live to regret that move. Now, on Jan. 23, a meeting occurred in Indian- apolis reported thus: “Advancing the sales tax is not necessary at this time to raise sufficient revenue to operate the government, more than 500 grocers and representatives of food distributors and manufacturers joined in protest. Delegations throughout the state were included. The group went on record as vigorously opposed.” We sow the wind and we reap the whirlwind. Indiana’s chain tax has not worked out as planned, either in its incidence or its net revenue. So precisely what clearly foreseen has come about: Indiana _ politicians have scented new tax blood, which they like far better than retrenchment, and the outcome is apt to be radically dif- ferent from what was expected. Those Government fellows are not good at figuring services and employes can be cut from the payroll that. When given a new hint, they take it—whole. Let us reason that a state Was how needless —not much of beware of sowing the wind. Paul Findlay. —_++>—____ Under-dogs have behaved than upper-dogs. better March 22, 1933 A Business Man’s Philosophy, I wonder if other people are as weary of organized money raising as I am. I dislike service on such com- mittees, and I dislike the visits of committeemen. To the credit of the depression it must be acknowledged that it has eliminated many nuisances, among them some of the money raising rackets. Those organizations that have survived the withering blight of hard times are probably doing noble work, but I wish they could find some way of financing themselves without all the out of the papers and without tormenting me. I am not a stingy man, as people go, but I am tired of paying out money to meet bureaucratic pay rolls. William Feather. 2 Combination Sales. crowding news good results In these sales two or more items are offered together at a special price. If the articles are bought the full price is asked. A store in Los Angeles sold a of electric toasters and Another store put Many stores report from combination sales. separately, combination jars of preserves. on a sale of nuts and glassware. A variation of this type of sale is the “one-cent sale.’ Articles are sold in pairs—the full price being charged for one, and one cent for the second arti- cle in the combination. CANDY f0R EASTER APRIL 16 20 LSS. ‘NET WEIGHT L__Mationas canoy com PUTNAM FACTORY GRAND RAPIDS, MICH. Every Item a Popular Seller Portland, Grand Rapids, Announcing.... The removal of our general offices from Grand Rapids, to Portland, Michigan, where all future official mill business will be transacted. Also announcing the re- moval of our Grand Rapids Warehouse from Ottawa & Weston to the Pere Mar- quette Freight House where your every need will be promptly serviced. VALLEY CITY MILLING CO. Kalamazoo, Traverse City ea ee a eT, March 22, 1933 MEAT DEALER Milwaukee Meat School Is Success. Describing activities of the Meat Classes conducted at the Milwaukee Vocational School, Milwaukee, Wis., and which are sponsored. by the Wis- consin Retail Market Men’s Associa- tion, Willard Boldt, the instructor, told the members at a recent meeting that the enrollment is the largest since the course was started at the instiga- tion of Joseph F. Seng in 1923. The night classes especially are filled to capacity. Meat marketing and management are taught in the day classses, which consist of three groups, viz.: appren- tices, young men having contracts with their employers to serve a period of apprenticeship with the understand- ing that the employe is to receive a cer- tain salary and that the employer is to teach him the trade; seniors, students from 16 to 18 years of age who, accord- ing to the state law, must attend the vocational school one day of eight hours a week: and specials, those students who come to the school on a voluntary basis, or more often than the law requires. Many of the special students are high school graduates and unemployed people and most of them are over twenty years of age. “My day classes,’ Mr. Boldt said, “are larger this year than any year since the organization of the class in 1923. At present over ninety students attend my classes one or more days a week. In former years the average was about sixty students per week. “The depression has affected my day classes to the extent that it is almost impossible to give meat cutting. This is due to the lack of patrons in the school cafeteria. “Securing employment for these young men is almost impossible. At present 40 per cent. of the students are employed. This is unusually high. “T attempt to give the students en- rolled in the Meat Marketing and Man- agement classes information and train- ing on subjects that they cannot re- ceive when working in a market. In meat markets it is usually production, while in school it is education. “The night school cutting classes are filled to capacity. This year there is an unusual demand for meat cutting. In order to accommodate as many as possible, the course has been cut down to one night a week for eighteen weeks. In other words, I have four groups a year which meet on Monday and Wednesday nights. “The market management night class was not offered this year because of lack of interest and members, and a general reduction in funds available for night school work. This is the first year the course has not been offered. “The vocational school during the last year has made a special appeal to unemployed people of Milwaukee to continue with their general education and trade training. At present we have over 1,800 students taking ad- vantage of this opportunity. A student may come as often as he desires and take as many courses as he desires. “Allow me to make this suggestion to you meat dealers who have men working only part time. Why not en- MICHIGAN courage them to take advantage of this unusual service offered by the school. Of course, I would suggest the Meat Marketing classes. “T have worked with Mr. Henry Turck, the former educational director, for eight years. Time does not permit me to enumerate all the things Mr. Turck has accomplished. I want to thank Mr. Turck for his splendid co- operation in promoting educational projects for meat workers. The meat industry is proud of you, Brother Henry Turck. The new educational director appointed to take Mr. Turck’s place is equally qualified. I have worked with him for some time and I realize and appreciate the good judg- ment shown in appointing him. “We are all aware of the conditions existing in the meat industry. One of the major problems facing the inde- pendent retailer to-day is to educate the people to changing methods of re- tailing. To do this the meat dealer himself must understand and adopt the newer methods. “Your association has always been very active in promoting and sponsor- ing projects which benefit both the re- tailer and consumer. The Milwaukee Association has always been the lead- ing meat organization in the United States for educating meat workers. In this day of low prices, chain store com- petition, depression and municipal dif- ficulties, the meat dealer, I believe, must take on another responsibility. That is, to help your brother meat dealer so he can help himself in keep- ing up with the present changes, prob- lems and conditions. “Figures show that the number of meat dealers failing is very high. Many of these failures could be prevented. If there ever was a time the meat deal- ers might render a great service to the meat industry, it is now. “What the outcome will be for 1933 is hard to predict. I do know there are dealers belonging to your associa- tion who would welcome you with open arms if you would come to their assistance and help them solve some of their problems and difficulties. It is our duty to ‘help the brothers who are in distress. “Let our first aim be to serve. The least I can do is to volunteer my ser- vice to help meat dealers who are in need of help. I want this association to feel free to call upon me for help. If I can contribute anything to your meetings which you think will be help- ful to members, please do so. Your competitors, the chain stores, hold meetings in which they train their managers and clerks. “This is the time to educate the meat dealer. He must know costs, cutting tests, overhead, inventory margin, have proper book-keeping records, and un- derstand the essentials of good man- agement. Meat dealers must apply principles of salesmanship. It does not require salesmanship to sell T-bone steaks, but it does to dispose of the slower moving cuts. Show him by demonstration how to sell merchan- dise and handle various types of cus- tomers; ‘how to find out the customers’ likes and dislikes, and to listen to their suggestions, criticisms and comments. Why not install a suggestion box?” TRADESMAN Should Watch His Chance To Render Service. When clerking in one of three large grocery stores under one management in Los Angeles in 1920, a lady enquired for a certain article. Our store hap- pened to be out of this article at that time and I directed the lady to the company’s other store nearby, saying she could most likely get it there. She departed and I thought no more about it until later in the day I was asked He asked me if a lady had asked for this particular article and I told him just what had happened. As near as I can to come to the manager’s office. remember he then said, “You thought you were doing the best thing, but we always make it a practice when out of an article to telephone to our other store and if they have it send a mes- get it for customer. These people come here to buy and it senger to the is our business to have what they want running around to be done we will do it and keep the customer in our store.” I will incident. Here was a big business, three large right here. If there is any never forget that busy stores, built not on price but on service, Service, cheerfully given, is one of the greatest weapons for gaining trade in the hands of the independent grocer to-day. Many people look at cut prices only as an indication of low quality, but completely The cost in effort is few people forget service rendered. small compared to the returns in good will created. The chains are bound by rules by must abide. The independent grocer is bound only by his own desire to please and serve which the local manager his customers. He can make it pleas- ant for patrons to trade at his store. He must. be on the alert to render im- partially such added services as he can. One grocer told me recently of a customer for whom he obtained and “bis lady? he said, “had no way of going to town She left her Our de- livery man obtained the money order, placed it in the letter, sealed and mailed sent out money orders. during postoffice hours. money and letters with us. it. The next time she came into the store she took the stub and any change that was coming to her. Doing this for her cost us only a little time, but this lady trades from fifty to sixty dol- lars a month with us.” Possibly these are exceptional in- stances, but they only go to show that there are hundreds of ways of giving added service which cost us only our time and trouble, but which give us a 13 return far beyond what we may ex- pect at the time. It is the independent grocer’s good able to render such services and he should be on the look- He and make the most of them, for they pave the way fortune to be out for just such opportunities. should welcome them to a sure source of profit in the days to come. Sam Sugarsax. ——_---___ Something New in Cutters. A machine which attracts a lot of attention will cut delicate glass tubing or heavy glass roads, synthetic resins, tough alloy steels, or even silicon car- bide or diamonds—and cut them as clean as a whistle. It is even claimed that it will cut the hardest of all cut- ters, tantalum carbide. I saw one bar of tooled steel which at one end had been cut at high speed in the usual way. This end was dis- colored from the heat of cutting, and was burred at the edge. The other end had been cut by the new machine, A cross section of a nickel tube that had been cut looked as if it had gone through a polishing operation afterward. But it hadn't. The machine is that cutting is done under water and and was smooth as a mirror. secret of the new at slower speeds than are usually ap- plied to such difficult substances. In- cidentally, the cutting wheels have to be replaced less often than in dry cut- ting. Chapin Hoskins. ——_2..>___ The first man to quit work is usual- ly the last one to be promoted. Men are known by the walk, talk and balk. way they FRIGIDAIRE ELECTRIC REFRIGERATING SYSTEMS Pp RODUCT OF GENERAL morons CONTROL AND HYDRATOR All Medals en Display at Showreom F. C. MATTHEWS & CO. 70 No. Division Ave. Phone 9324 GRAND RAPIDS Demand Increasing for MICHIGAN APPLES WITH FLAVOR We have the best assortment of Varieties in Michigan— Cleaned. Polished and regraded by Modern Electrical Equip- ment before leaving our Warehouse — Wholesale only. Wolverine Dealers, send us your orders. KENT STORAGE COMPANY MICHIGAN Puaaaigalbemeesnipaneeccem ast onees eeatmee ties aaa eemaeae HARDWARE Michigan Retail Hardware Association. President—Wm. J. Dillon, Detroit. Vice-President — Henry A. Schantz, Grand Rapids. Secretary—Harold W. Bervig, Lansing. Treasurer—William Moore, Detroit. Field Secretary — L. S. Swinehart, Lansing. Getting Into Personal Touch With the Customer. In times like these, it is more than ever important for the hardware dealer to establish and maintain personal contacts with his customers. Not merely is the contact of the merchant himself with the customer important; but the merchant’s helpers can likewise establish contacts which will help business. With this fact in view, one wide- awake merchant in March—before he launches the spring selling campaign— goes over his prospect lists with the members of his staff. He discusses with ‘his salespeople the individual stove, paint, builders hardware and other prospects. He finds out which member of his staff is in the best position to establish a contact with this or that individual on the list. “See him the first chance you get, and sound him out,” says the dealer. It is quite frequently the case that some prospect who is only slightly known to the dealer himself is a warm persona! friend of some member of his staff. Obviously, the personal friend is the one best qualified to approach him. And while no salesman should urge buying on purely personal grounds, it is quite legitimate to ask a friend to come in and. see for himself just what you have to offer. There may have been a time when a hardware salesman took the stand that his duties ended when he left the store for the day. But the vast ma- jority of hardware salesmen right now realize quite clearly the importance of drumming up business for the store whenever and wherever they can. Moreover, it is when he is off duty that the salesman is apt to run into the most promising prospects. It is an easy thing to interject into ordin- ary conversation the casual suggestion, or even the more earnest persona! in- vitation which will induce the prospect to come into the store and see what you have. If you have never made a practice of this kind of outside work, now is a good time to start. Quite apart from what may be done in chance contacts, business can be stimulated by outside salesmanship. In the early stages of the spring selling campaign it may be found worth while to have your salespeople call on build- ers, architects, leading members of athletic associations, farmers and pros- pects in various lines, Getting into touch with farm cus- tomers depends largely on the state of the roads. If the roads are good enough, it may be worth while to drive out once or twice a week. The aver- age farmer right now is not eager to buy, but he will be quite willing to talk; and it will usually be found worth while to “visit” a little and take time to work around to the subject of business. If you can’t get out your- self, send one of your best salesmen. An inexperienced salesman is apt to MICHIGAN do more harm than good. The coun- try canvass, if you undertake one, should be mapped out systematically. Plan the salesman’s route so that his time between stops will be as short as possible, in order that he may find more time for chatting with his farm prospects, Before the salesman goes out, talk over with him the individuals on whom he is to call and their prob- able requirements. If a personal canvass of farm pros- pects is impossible, you can get in touch with them in two ways. If your community has, say, a Saturday or Wednesday market, go out on the mar- ket and meet them. Go in the morning, before business in the store gets too heavy. Many farmers can be reached also by the rural telephone. Don’t make your talk a purely business one; show a personal interest in the farmer. If a member of his family is ill, ask about him; ask about the girls and boys. Sympathetic interest carries quite a bit of weight with the farmer, as it does with everybody. Merchants do not always give as much attention as they should to new arrivals in the community. The hard- ware dealer is apt to say to himself: “This newcomer has to buy some- where. I sell hardware; and between good window trims and aggressive ad- vertising, I ought to get my share of his trade.” That is well enough if all the hard- ware dealers follow the same con- servative method. But if among half a dozen dealers, one takes the time to make a personal call on every new- comer, to introduce himself and his business and to welcome the stranger to the community—then the situation is decidedly altered. The newcomer, then, is pretty sure to give the bulk of his trade to the hardware dealer who has shown a friendly interest in him. So, even from the crude dollars and cents standpoint, it pays to take a friendly interest in the newcomer. In the long run, the personal work you do in the weeks preceding the spring selling campaign will pay well. The results may not show in immedi- ate sales; but the missionary work done in March and early April will lay the foundations for a good trade from April to June. Then, making it a regular practice to establish contacts with individuals will give you numerous additions to your prospect lists, and ultimately to your list of steady customers. Don’t make such a canvass perfunc- tory; or limit your interest in what you are doing to the dollars-and-cents aspect. Cultivate a friendly interest, a real interest, in people. Friendliness makes a lot of difference in selling. And the habit of friendliness can be cultivated. Sympathetic interest in the individual, and the knack of discover- ing and remembering what interests him, will prove immensely helpful to the salesman. And at the same time the salesman, by such contacts, will broaden his outlook and increase his understanding of human nature, In outside work of any sort, it is important to know your goods. That is essential if you are to give people the sort of service that will win and hold their trade. TRADESMAN Take time to talk over the subject of outside selling with your sales- people. A staff conference may be very much worth while. You can not merely impart but you can secure a lot of helpful information about people; and the information you get will en- able you to deal with them more in- telligently. Incidentally, staff confer- ences of this sort will give your sales- people an even clearer understanding and appreciation of the fact that the success of the business is vitally im- portant to them. Victor Lauriston. ——_+ + >____ Proceedings of the Grand Rapids Bankruptcy Court. Grand Rapids, March 7—On this date final meeting of creditors was held in the matter of Ray Waters, individually and as the surviving copartner in the copartnership of Thomas E. Waters & Son, Bankrupt No. 4950. Trustee present; bankrupt present wknd represented jy Kim Sigler, attorney. Creditors repre- sented by G. R. Credit Men’s Associa- tion. Bidders present on sale of accounts. Claims proved and alloyed. Trustee’s amended final report and account ap- proved and allowed. Bill of attorney for bankrupt approved and allowed; bill of attorneys for trustee approved and al- lowed. Balance of accounts receivable and trustee’s right to certain real estate sold at auction. Order made for pay- ment of administration expenses, prefer- red claims, supplemental first dividend 10 per cent. and final dividend of 8.5 per cent. to creditors. No objection to bank- rupt’s discharge. Meeting adjourned without date and files will be returned to district court in due course. In the matter of Edward A. Smaglinski, doing business as the West Side Clothes Shop, Bankrupt No. 5154. The first meet- ing of creditors has been called for March 23. March 7. On this day final meeting of creditors was held in the matter of Richard George Humphrey, Bankrupt No. 4947. Trustee, bankrupt and_= certain creditors present in person. Creditors represented by G. R. Credit Men’s Asso- ciation. Trustee’s final report and ac- count approved and allowed. Order made for payment of administration expenses and balance funds to apply on account of preferred labor claim; no dividend for general creditors. No objection to bank- rupt’s discharge. Meeting adjourned without date and files will be returned to U. S. District Court, March 9. We have to-day received the adjudication, reference and appointment of receiver in the matter of General Freezer Corporation, Bankrupt No. 5140. This concern is located in Grand Rapids. This is an involuntary matter and the schedules have been ordered filed, upon receipt of same list of creditors, liabili- ties and assets will be made herein. March 13. We have to-day received the schedules, refreence and adjudica- tion in the matter of Tloyd L. Lake, Bankrupt No. 5160. The bankrupt is a resident of Grand Rapids, and his occu- pation is that of a salesman. The sched- ule shows assets of $12,500 (debts due on Open Accounts) with liabilities of $2,798.75. The court has written for funds and upon receipt of same the first meet- ing of creditors will be called and note of same made herein. March 138. We have to-day received the schedules, reference and adjudica- tion in the matter of Valley City Oil Co., a Michigan corporation, Bankrupt No. 5149. The concern is located at Grand Rapids. The schedules show assets of $73,585.04, with! liabilities of $66,518.51. The first meeting of creditors will be called and note of same made herein. The list of creditors is as follows: DeBoer Bros., Grand Rapids ____$13,674.59 Cosden Oil Co., Fort Worth, Tex. 33,676.65 Imperial Ref. Co., Clayton, Mo.__ 5,148.53 Barclay, Ayers & Bertsch, G. R. 137.38 BB i. Blinstruh, Detroit: 24.55 City of Grand Rapids, Grand Rap. 721.34 Cosden Oil Co., Ft. Elec. Clock Corp., Worth, Tex. 1,287.48 Chicago, Tl. __ 175.00 W. H.-.Kessler Co., Grand Rapids 26.35 Lackawanna Trust, Toledo ________ 94.69 Lynch-Clarisey Co., Chicago ____ 942.87 J. T. & T. F. McAllister, G. R.__ 467.45 William McGinley, Ft. Worth __ 1,157.60 Mfgrs. Appraisal Co., Philadelphia 100.00 Martin & Schwartz, Buffalo, N. Y. 13.84 Rose Engraving Co., Grand Rapids 40.00 Rossville Com. Alco Co., Lawrence- burg, Ind. 782.40 Seidman & Seidman, Grand Rapids 80.00 Ver Wux & Co., Grand Rapids____ 4.38 Wyoming Township, Grand Rapids 410.91 G. R. Savings Bank, Grand Rapids 2,800.00 St. Louis Can Go., St. Louis, Mo. 1.178.41 Amer. Nat’l. Bank, Grand Rapids 1,600.00 Lynch-Clarisey Co., Chicago ____ 1,250.00 Naph-Sol Ref. Co.. Muskegon ___- 250.00 Kennedy-Morris-Ames Co., G. R. 100.00 Cc. G. Kuennen, Grand Rapids ____ 50.00 March 22, 1933 Capitol City Oil Co., Lansing ____ 429.09 In the matter of Ralph L. Jones, Bank- rupt No. 4794, final meeting of creditors was held under date of March 7. M. N. Kennedy, trustee, was present and rep- resented by Jackson, Fitzgerald & Dalm, attorneys. No creditors were present or represented. Trustee’s final report and account as corrected wa’ approved and allowed. Order directing trustee to abandon all the bankrupt’s right, title and interest in and to the estates of Charles A. Jones, deceased, and Minnie Jones, deceased. Order was made for the payment of expenses of administration, preferred claims and a first and final dividend to creditors of 100 per cent. as well as for payment of balance of funds on hand to the a’ssignee of the bankrupt. No objection to discharge, Files will be returned to U. S. District Court. In the matter of John Timmer and Henry J. Tepper, individually and as co- partners as Timmer & Tepper, Bankrupt No. 4932, final meeting of creditors was held Feb. 4. Trustee present; bankrupts present by Seth R. Bidwell, attorney: certain creditors present in person and represented by Steketee & Steketee, and Robert S. Tubbs, attorneys. Bidders on accounts present. Trustee’s final report and account approved and allowed. Claims proved and allowed. Bill of attor- ney for bankrupt approved and allowed. Balance of accounts receivable sold to highest bidder. Order made for pay- ment of administration expenses, prefer- red claims and first and final dividend of 6.18 per cent. No objections to bank- runt’s discharge. Meeting - adjourned without date and files will be returned to U. S. District Court. March 15. We have to-dav received the schedules, reference and adjudication in the matter of Norman Fremont Miller, Bankrupt No. 5161. The bankrupt is a resident of Kalamazoo, and his occupa- tion is that of a painter. The schedule shows assets of $120 of which the full amount is claimed as exempt. with lia- hilities of $994.10. The Court has written for funds and upon receipt of same the first meeting of creditors will be called and note 0 same made herein. In the matter of John A. Vander Kolk, Bankrupt No. 4935, final meeting of cred- itors was held Feb. 23. Trustee present: certain creditors and bidders present in person. Trustee’s final report and ac- count approved and allowed. Balance of accounts receivable sold at auction. sills of attorneys for trustee and _ for bankrupt approved and allowed. Made order for payment of administration ex- penses and preferred claims as far as funds would nermit (93 Der cent. dividend on preerred labor claims). No objection to bankrunvt’s discharge. Meeting ad- Journed without date and files will be returned to U. S. District Court. March 17. We have to-day received the schedules, reference and adjudication in the matter of Elizabeth Milne. indi- vidually and doing business as Elizabeth Milne Shop, Bankrupt No. 5163. The bankrupt is a resident of Grand Rapids, and her occupation is that of a buyer and saleslady. The schedule shows as- sets of $150 of which the full amount is claimed as exempt, with liabilities of $3,016.42. The court has written for funds and upon receipt of same the first meeting of creditors will be called and note of same made herein. March 17. We have to-day received the schedules, reference and adjudication in the matter of William S. Moon, Bank- rupt No. 5164. The bankrupt is a resi- dent of Cadillac, and his occupation is that of a locomotive engineer. The schedule shows assets of $690.28 of which $500 is claimed as exemipt, with liabilities of $3,890.36. The court has written for funds and upon receipt of same the first meeting of credotors will be ealled and note of same made herein. March 16. We have to-day received the schedules, reference and adjudica- tion in the matter of Claud A. Struble, Bankrupt No. 5162. The bankrupt is a resident of Kalamazoo, and his occupa- tion is that of a! laborer. The schedule shows assets of $3,250. of which $250 is claimed as exempt, with liabilities of $2,897.66. The court has written for funds and upon receipt of same the first meet- ing of creditors will be called and note of same made herein. March 17. We have to-day received the schedules, reference and adjudication in the matter of Frank Reddy, Bankrupt No. 5166. The bankrupt is a’ resident of R. F. D. Kalamazoo, and his occupation is that of a farmer. The schedule shows assets of $4,872.50 of which $1,427.50 is claimed as exempt, with liabilities of $9,470.50. The first meeting of creditors will be called and note of same made herein. March 17. We have to-day received the schedules, reference and adjudica- tion in the matter of Elton H. Simpson and George W. Liesveld. copartners doing business as Muskegon Heights Memorial Works, Bankrupt No. 5165. The bankrupt concern is located at Muskegon Heights. The schedule shows assets of $26,904.44 with liabilities of $12,044.43. The first (Continued on page 15) March 22, 1933 MICHIGAN TRADESMAN DRY GOODS Michigan Retail Dry Goods Association. President—Geo. C. Pratt, Grand Rapids. First Vice-President—Thomas P. Pit- kethly, Flint. Second Vice-President—Paul L. Proud, Ann Arbor. Secretary-Treasurer—Clare R. Sperry, Port Huron. Manager—Jason E. Hammond, Lansing. Re-orders For Curtains Limited. Retail stores are reordering sparing- ly on Spring curtains, taking goods in the extreme low end ranges and small quantities of medium and better grade merchandise. Producers contend that the comparatively slow demand for merchandise is due to unfavorable weather conditions more than any other factor. They predict that a sharp improvement in demand will develop before the close of the month. Some manufacturers, preparing for such an increase in sales, approached curtain cloth converters this week with orders for material for delivery over the next thirty to ninety days. The majority of buyers held up their orders, how- ever, when the suppliers asked ™% to Y% cent above the market for future deliveries. —_» ++ ___ Wall Paper Volume Shows Rise. A substantial increase in the volume of wallpaper sold this season is looked for by manufacturers, who report that sales so far this year had exceeded by 5 to 7 per cent. the volume of the cor- responding period last year. Most of the rollage moved, however, ‘has been in the extreme low-price ranges and, as a result, dollar volume is lower than in 1932. Retailers are re-ordering freely on papers priced up to 50 cents per roll, but are taking only limited quantities of goods in the ranges above that level. At the present time, pro- ducers are working on new lines which will be shown to the trade early this Summer. a Staple Hosiery Sells Best. With the sharp decline in favor for mesh and lace full-fashioned hosiery, staple styles selling below $1 will furnish the trade with the bulk of the Spring and Summer volume. Because of its high price and the fact that it is something of a mesh style, the non- run number is not expected to make any appreciable strides during the coming season. Although a _ few stores have done good promotional work on the non-run style, most re- tailers have pushed it in a perfunctory manner, with the result that the vol- ume originally expected has not been attained. +--+ House Ware Orders Decline. Orders for housewares are less numerous this week than last. Stores reported themselves well stocked with goods for immediate sale, although some re-orders for cutlery and other kitchen tools were placed Monday and Tuesday. Small electrical appliances for kitchen use are wanted in limited quantities for immediate delivery by stores holding special promotions, —_—_>-2- Note Increases on Finished Goods. In some instances price advances are being put into effect on finished merchandise. The advances are small, and in most cases are on low-end lines made of staple cottons. Slips and house dresses were said to have been ad- vanced from 25 to 50 cents per dozen above prices quoted before the mora- torium. In one instance an increase of 30 cents was noted on shoes. Buying executives said, however, that the need of manufacturers for cash and the keen competition among retailers for volume will tend to restrict marked price advances at this time, —_+-+____ Dinner Ware Buying Shows Gain. Re-orders for moderately priced do- mestic-made dinner ware increased sharply this week as stores began re- placing goods sold in special promo- tions of the last ten days. The demand for merchandise is confined to the smaller sets available around $5. Japanese dinner ware has been declin- ing in sales volume for the last two months, retailers report and the Ameri- can-made goods, in the popular price ranges, have benefited by the develop- ment. An increasing call for imported ware of European make and of high quality is noted by the stores. —___ ++ Await Easter Millinery Spurt. Indications point to a brisk call for pre-Easter millinery in the period di- rectly ahead. The bank holiday set back retailers’ normal buying covering Easter merchandise from ten days to two weeks and the expectation is that the time lost will be made up in a spurt of active purchasing. While straw millinery is popular owing to the vogue for suits, considerable at- tention is being given fabric hats. The head-dress type of millinery, taking its inspiration from the headgear of African natives, is being stressed in better lines. —_—_+ Gain in Collections Due Soon. No marked improvement as yet has developed in collections on outstand- ing accounts by the garment trade. It is expected, however, that new checks covering March 15 payments and those received during the bank holi- day will flow through re-opened bank- ing channels rapidly, and that before the end of the week the situation will have improved substantially. A cor- responding improvement will result, it was added, in payments to mills and textile factors which were halted by the moratorium. 2-6 Novel Jewelry Orders Gain. Activity in novel jewelry increased during the week, with both local and out-of-town stores filling in stocks for current selling. Comparatively little buying as yet has been done for pre- Easter retailing. Interest has centered largely in pins, clips and bracelets, with orders for necklaces showing a decline. Both tailored and sports mer- chandise is in demand. Items set with colored stones are coming into greater prominence, particularly in goods to retail at $1. Blue, white and coral lead in color preference. a Low-End Corduroys Advance. Prices on low-end corduroys have shown a firming tendency in the last ten days and in some cases are 1 to 2 cents per yard higher. The very cheap grades which go into the manufacture of boys’ pants are reported to have moved from 30 up to 32 cents per yard. The slightly better ranges, quoted previously at 34 cents, are now being held around 35 cents, A small but steady amount of business has been coming into mills, with an im- provement in volume expected shortly. —_—_ - Expect Higher Blanket Prices. Blanket prices, when they are of- ficially named, which in most cases will be before the end of the month, will be substantially higher than fore- casts made a few weeks ago. The low close-out quotations prevailing on many numbers were withdrawn last week, indicating a firmer market. In some quarters the opinion was expressed that new season prices would be 5 to 10 per cent. higher than those previous- ly predicted, bringing the all-wool styles up to 80 to 82% cents per pound possibly. Retailers were in the mar- kets seeking some goods for immedi- ate sales, —_—_> To Price Blankets This Week. Leading lines of wool and_ part- wool blankets will be opened to the trade this week, according to the plans of important mills. While pre- dictions are made in some quarters that quotations will be almost on a par with these of last year, other opinions incline to the belief that some reductions, while not as sharp as esti- mated a few weeks ago, will have to be put into effect. All-wool styles will probably range in prices from 80 to 85 cents per pound. —_--___ Proceedings of the Grand Rapids Bankruptcy Court. (Continued from page 14) meeting of creditors will be called and note of same made herein. The list of creditors is as follows: County of Muskeron _..____... $ 284.27 First State Bank for Savings, Muskegon Heights __ 1,150.00 Osborne Co,, Newark, N. J. __.. 79.21 Ghaddock, Winter, Mulder & Al- berts, Muskeson 2. 4 100.00 Fulton Street Cemetery, Grand R. 6.68 Oakhill Cemetery, Grand Rapids __ 18.40 Woodlawn Cemetery, Grand Rapids 10.00 Vermont Marble Co., Cleveland ___ 118.00 W. C. Townsend, Zanesville, Ohio 29.98 Rock of Ages Corp., Barre, Vt. __ 1,463.00 yvarfield Park Cemetery, Grand R. 3.00 Greenwood Cemetery, BOG @uiney Ave. Granite Co., Quincy, MaeisS 15.10 Paris Township Cemgstery, G. R. 17.00 Milrose Granite Co., St. Cloud, RVR 146.50 Muskegon Bldg. Materials Co., Musierow 10.00 Brunner & Lawy, Chicago -—__. . 17.35 Ruemelin Mfg. Co., Milwaukee 11.45 Columbia Granite Co., Westerley, ee 0.00 Washington Park Cemetery, G.R. 3.47 St. Cloud Granite Works, St. Cloud, Minn, = 26.50 O. F. Ainsworth Co., Hardwick, 6 ee 7.50 Columbia Marble Co., Knoxville, SPOUT 6.75 Herbert & lLadrie, Barre, Vt.__-- 152.00 Holland Cemetery. Holland —-___-~ 1.25 Muskegon Hdwe. Co., Muskegon ___ 1.64 Anderson Bros. & Johnson Co., Wisesau. Wis. 2 43.20 Granite City Granite Co., St. Cloud, AVERY 347.00 KE. J. Barchelder Co., Barre, Vt.__ 265.00 2) SD (
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() ED - (SD SD - () SD 0 SD 0 <0 D0) VAN LEEUWEN DRY GOODS CO. 237-241 Fulton St., W., by the Bridge DISTRIBUTORS OF Hosiery Complete Line of Notions > ED 0D 0D 0D 0D 0D 0-0-0 0-0 D0 GRAND RAPIDS PAPER Box Co. Manufacturers of SET UP and FOLDING PAPER hep eof Bear Brand Buster Brown Manikin Full Fashion <> () a> () ae 0