c, SIR at: 2 D ij. ‘ Wz ae \ Ce cc x / WA ar Sens cS s FDR SQ are SSE 6 : ij eer > > GG Ce Ee Fea me 2) waa : as, Al Sy S F S US PS Zs ,h : Ng ’ £3 SEG = wx WLZZLZ-R IE PUBLISHED WEEKLY Gane coe Ds TRADESMAN COMPANY, PUBLISHERS 20) 95 OSG So OWL AS CLIO SISA Iifty-second Year GRAND RAPIDS, WEDNESDAY, DECEMBER 26, 1934 Number 2675 SI WY Se \ a) As G ‘SN CVA HERE’S A PLAIN OLD-FASHIONED GREETING FOR THIS DAY THAT’S FULL OF CHEER. IT IS SIMPLY “HAPPY NEW YEAR’— MAY IT COME TO YOU THIS YEAR. LRGLROL ROL RSL LIL LIL LOG LOLOL LG SENS GIS AAAS De 23 CRAIGS cB a BINS BAS EAS ES ISLES IN LOS LIES SS Se Oe TT OT TO IT I I I IT I IT OT Oe OT Grand Rapids Metalcratt brprain STAMPING DEPARTMENT COMPLETE FACILITIES SHEARING, STAMPING, FORMING ALL METALS PLATING DEPARTMENT CHROME NICKLE CADMIUM COPPER WELDING DEPARTMENT { sseones us MAY BE BOUGHT ELECTRIC SPOT WELDING | ! SOLDERING WITH CONFIDENCE EXPERIMENTAL DEPARTMENT EXPERT MODEL MAKING TOOL AND DIE ENGINEERING COST ESTIMATING AND SOLD FINISHING DEPARTMENT WALNUT OR MAHOGANY GRAINING ALL DUCO FINISHES ees sane RS BAKED ENAMEL MECHANICAL POLISHING RIVETING DEPARTMENT AUTOMATIC RIVETING SPINNING AND TURNING ee as ee ee ae en a a an oe on nee in en an aie | Home Baker Fiour A High Grade Kansas Hard Wheat Flour High Quality - Priced Low thousands of housewives. Sold throughout the entire State of Michigan. Will prove to be a valuable asset to your business. Sold by Inde- pendent Merchants Only. LEE & CADY i ai aes ae i iain Milled to our own formulae which is pleasing Fifty-second Year GRAND RAPIDS, WEDNESDAY, DECEMBER 26, 1934 Number 2675 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 cent_ 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. Printed by the Tradesman Company, Under NRA Conditions GIGANTIC. PROJECT Critics Refer to it as $280,000,000 Gamble Prompted by the exigencies of a war, which become almost universal throughout the world when the Con- gress of the United States declared this nation a party to it, this high legislative body took quick action to provide our armed forces with the necessities there- of, Anticipating somewhat the actual- ities of war the Congress had some months before its declaration taken ac- tion to provide a hydro-electric power had plant for the manufacture of explosives. Naturally, the ideal site for suc a plant should provide abundant power with ease of construction. For upwards of a hundred years engineers had known that such a location existed at the shallows of the Tennessee river, iii northern Alabama, where, in a distance of thirty-seven miles there was a fail of 134 feet. From earliest times this had constituted a handicap to naviga- tion, which more than offset in the local public mind any possible advant- age which its future power possibilities provided. Yet, as time passed, the val- ue of its potential power development became more fully recognized and at- tempts were made to capitalize upon this provision of nature, for the espe- cial benefit of corporate interes’s. In one instance such a movemen: was halted by President Theodore Roose- velt, who, on March 3, 1903 sent a veto message to Congress in which he said: I return without approval House Bill 14051, entitled “An Act granting the consent of Congess to N. F. Thomp- son and associates to erect a dam andf construct a power plant at Muscle Shoals, Alabama.” Wherever the government constructs a dam and lock for the purpose of navi- gation there is a waterfall of great value. It does not seem right or just that this element of local value should be given away to private individuals ... I think it desirable that these valua- ble rights shall not be practically given away, but will be disposed of after full competition in such a way as shall best conserve the public interests. Theodore Roosevelt. While distinctly not of a political nature, this article will have some- thing to do with the political history of the various undertakings in which the site has been involved. Reference having already been made to action under the first Roosevelt and the Wil- son administrations, we will remark here that it might well be noted as significant, that while the first Roose- velt put an early quietus on an attempt by private interests to gain personal control and profit from a project which public funds were then to develop, that another Roosevelt, in like position, has a similar attitude and even a greater vision of the possibilities in a larger development of potential power for puble benefit. : The Muscle Shoals private project, vetoed by Theodore Roosevelt in 1903 and later developed in a larger way as a Government war project, has now grown into the TVA—Tennessee Val- ley Authority—and is one of the big undertaking of the present administra- tion. This project contemplates not only a more complete development of the original Muscle Shoals undertaking, but also hooks-up, throughout the val- ley of the Tennessee, a series of power projects and navigation aids which in- clude the Norris dam on the Clinch river—a Tennessee tributary—twenty miles North of Knoxville; the Joe Wheeler dam, some fifteen miles up- stream from the Wilson dam at Mus- cle Shoals and the Pickwick dam, fifty miles down stream from the Muscle Shoals key structure. Each of the se- ries, though complete in itself, plays an essential part in the value of all in power economy and flood control—the several units being especially valuable in the latter capacity. The Wilson dam is 100 feet high, but, owing to the rapid fall of the river to it, backs up a “pool” but fifteen miles long, while the Wheeler dam, constructed at the head of the Wilson pool and only half its height forms a lake ninety miles long, extending to the city of Guntersville, which is about seventy-five miles from Birmingham, Taken altogether, it is said that the shore line of these sev- eral lakes, included in this chain will equal that of Lake Michigan. I have not taken the trouble to check up on the assertion and it seems rather diffi- cult to accept without some measur- ings. This is so largely a discursion on geography that a map of the region might be helpful to anyone desiring to follow these remarks in detail. I con- fess a considerable lack of information along this line until it was brought to my attention when, in the spring of 1933, I came in contact at LaFollette, Tenn., with a group of U. S. engineers, who were making the early surveys for the Norris dam, to which I have pre- viously referred and which was named for Senator Geo. Norris, of Nebraska, who had battled so persistently against any private or corporate interests gain- ing control of the original project. My first sight of the Tennessee river was at Chattanooga, some thirty years ago, where, from the heights of Lookout Mountain, I saw that extraordinary shaping of the river’s course, which constitutes what is known as “Moc- casin Bend,” and not until the TVA came into existence did I follow the further directional meanderings of the waters which traverse or border four states, flowing from the highlands of Tennessee down into Northern Ala- bama, where its further peculiarities lend themselves to power development, then back across the state of Ten- nessee, onward North through West- ern Kentucky to make confluence at Paducah with the Ohio river, some fifty miles above where the latter joins the Mississippi at Cairo, Ill. T am assuming that the reader under- stands that the first purpose of those promoting this gigantic project— spoken of by its critics as a $280,000,- 000 gamble—is to produce power to lighten the burdens of the people with- in its radius and to bring light where darkness now prevails. A further ref- erence to the map, especially as it re- Jates to distances, might prove surpris- ing to many. Cairo is but 250 miles from Muscle Shoals; Memphis, 180 miles; Nashville, 150 miles; Atlanta, 270: Louisville, 310; St. Louis, 410; Cincinnati, 415; Chicago, 590. Several of these cities, of course, have nearby hydro-electric power possibilities and the TVA development but leads the way for many possible projects for public benefit. And incidental to the power development and application here being discussed the Tennessee river is made navigable the year around from Knoxville to Cairo. Realizing the economy and convenience of water transportation as do the people in the Michigan fruit belt, they will better understand than others might, tae economic value of this feature to the 2,000,000 of people who will be directly affected by this particular development. One gets a thrilling impression of the potential power being harnessed by the several dams in the series here mentioned as he sees the foaming wat- ers rushing from the Wilson dam spill- ways and even casually inspects the gigantic plants which will turn this energy into useful purposes—this com- bined of 4,000,000 galloping power horses, harnessed for man’s use. A hundred feet above the base of the dam I drove twice across its top, by the wide roadway which traverses it and looked over the development which have been and are being made. Scan- ning the river in both directions I recognized the project as one of the greatest gardless of the policy which may event- country’s undertakings, re- vally be folowed in its general man- agement. It having been more or less of a “dead herse,” since its use for its orig- inal purpose was, happily, little requir- ed, the people of the area have gone through a period of expectant waiting, hoping that some logical solution of the problem presented might develop. Many of the local residents and prop- erty owners throughout the section looked with much favor upon the pro- posal made some years ago by Henry ford to take over the Wilson dam and power installation to put them into larger operation and usefulness. To these people a condition of compara- tive ideness meant stagnation rather than action and they were not much impressed with the sentiment in Con- gress, led by Senator Norris, which held out for public rather than private, or corporate, development and opera- tion. Action was their desire, regard- less of the management involved. It mattered less to them under whicn plan or policy of operation the idle horsepower was put to work, than that it should be on the job in the most effective way. So, when, as President- elect, Franklin D. Roosevelt made a personal inspection of the territory and the project, and word seeped out that Muscle Shoals would again be “on the map,” both figuratively and industrially speaking, a heartening wave of encour- agement went up and down the valley of the Tennessee, rich in so many ways besides its practical power develop- ment, The TVA was one of the early acts of this administration and may develop, by precept as well as accom- plishment, into one of its most impor- tant, Following by but three weeks the President’s most recent visit I can tes- tify to his universal popularity— aver- aging one of his pictures to about every window in the adjacent towns—and the very general acceptance of the now favored public operation of the great power system. Among the sayings of the President to the people none are more treasured than the following oft quoted remarks, which indicate his early understanding and purpose: The continued idleness of a great national investment leads me to ask Congress for legislation necessary to enlist this project in the service of the people” and further’’’ “It is clear that the Muscle Shoals development is but a small part of the potential public (Continued on Page 3) i | ; a Saeco dnaceNeie tt MICHIGAN TRADESMAN December 26, 1934 Interesting Message from the State Association Last January, President Dillon said that “1934 looks brighter at the begin- ning of the year than any of the past three.” Bill was right. Sales in Mich- igan hardware stores ran 28 per cent. ahead of 1933. This brings a large number of hardware stores into the profit column. 1935 will be a good year for those who are willing to put in the necessary work. Success to you in 1935, I was proud of the way our mem- bers turned out for the meeting spon- sored by the Michigan Federation of Retail Merchants, in honor of the newly elected Senators, Representa- tives and State officials of whom over 60 were present. 500 retailers (of which nearly 100 were hardwaremen) attended this meeting. Among the speakers at the meeting were Alton J. Hager, President of the Federation; Tom Reid, Lt. Governor-elect; Orville E. Atwood, Secretary of State-elect; John K. Stack, Jr., State Auditor; Theo. I. Fry, State Treasurer; Andrew L. Moore, State Senator; Paul F. Voelker, State Supt. of Publie Instruc- tion; Congressman Fred L. Crawford; Leon D. Case, State Senator; James E. Mogan, Sales Tax Commissioner. The Federation is composed of ten re- tail trade associations, including the Hardware Association and it is ex- pected to be a big factor in securing adequate protection to retailers’ inter- ests in legislative matters. Welcome to Grand Rapids. The last report from the Secretary shows that over 100 spaces have been sold at the ‘Hardware Show and that the display space has been enlarged due to the ex- ceptional demand for exhibit space. A strong program is being planned... new and interesting ideas in presenting live topics. You'll get news, every week, from the first of January on, about the convention, the exhibit, and the entertainment. Everything will be “bioger ’n better than ever.” Have lunch with me (I’ll okeh the ticket) at the Pantlind Hotel, Tuesday noon, February 12th. Henry A. Schantz, Pres. I wish to add my hopes to those of President Henry’s, for your success in 1935. The activities of the Michigan Retail Hardware Association will be again expanded in ’35. The Association will occupy an increasingly important part in the economic affairs of the hard- ware industry and the legislative ac- tivities of the state. To all of you I wish A Year of Health and Happiness, A Year of Prosperity and Peace, A Year of Joy and Thanksgiving. H. W. Bervig, Sec’y. Every hardware retailer is invited to the President’s Luncheon, Tuesday noon.— Music—Fun—Activity—Special features. The Convention Program Tuesday Afternoon, February a2 s Concert Program President’s Luncheon “Took at the Record,” President’s Address “Sales Opportunities in Home Building” “Step Out in 1935 and Sell” Wednesday Morning, February 13 (The Question of Legislation) “Taxation and Business” “Conservation—and a License Fee” “The Michigan Federation of Retail Merchants” “The Business Man and NRA” Question Box Discussion Thursday Morning, February 14 (The Problem of Price & Service) “The Manufacturer—His Problems and Policies” “The Wholesaler—and Where He Stands” “The Retailer—and What he Ex- pects to do about it” “The Association in Action” Friday Morning, February 15 “The Plan for 1935” “Teaming Up With the Times” A real innovation is planned for Friday morning. Special announcement later. Retail Salesman’s Meeting — Wed- nesday evening, 8 o’clock, We've se- cured one of the best speakers in the Middle West. He knows salesmanship, sales promotion.and salesmen. Every retail salesman should be present for this talk and the open discussion which will follow the talk. Entertainment Tuesday Evening — Reception and Dance. Wednesday Evenin g— Open House at the Exhibit. Thursday Evening — Carnival — Stunts — Dance — Special Entertain- ment. Remember the Big Time last year in Detroit and two years ago in Grand Rapids? Entertainment Committee—(A guar- antee of a good time) L. J. Cortenhof, Chairman; Orson Page; Chas. Haw- ley; Walter Cornell; Jas. W. Phillips. Special entertainment every day for the ladies. Exhibit. The largest array of hard- ware and allied lines ever shown on See the list of exhibitors sent with this issue. one floor in Michigan. Exhibit Committee—(They’re doing a wonderful job) A. H. Hunt, chair- man; John Bouma; Evert Stadt; Mar- tin Hoogerhyde; N. DeKruyter. Assisted by Detroit Exhibit Committee—Wm. J. Dillon, Detroit, chairman; Julius Na- gel; C. S. Everett. Important Information on the Sales Tax Two important cases have been de- cided in the Circuit Court and will probably be definitely settled by the Supreme Court sometime in January. The first of these cases affects sales to factories of goods used in the produc- tion process. The second of the two cases con- cerns the suit brought by the Farm Bureau relative to exemption of mer- chandise used in the production of farm crops, for sale, as being exempt from the tax under the legislative reso- lution passed after the sales tax law, interpreting the intention of the legis- lature. That resolution was as_ fol- lows. To exclude from the provisions of the act any sale of anything used exclusively in the manufacturing, as- sembling, producing, preparing, or wrapping, crating, and/or otherwise preparing for delivery any tangible per- sonal property to be sold.” The legis- lature further stated, in the same reso- lution, that the word “producing” should be construed as including agri- cultural production. The decision, handed down by Judge Leland W. Carr is that the contention of the Farm Bureau is upheld and that such sales are exempt from the sales tax. Naturally the sales tax board will not issue specific instructions as to what precise items are or are not subject to the exemption, mentioned above, until and unless the Supreme Court passes on the question. Hardware retailers, to protect themselves, have two courses open. First, they can continue to pay the tax on merchandise assumed to be exempt by paying the Sales taxon such merchandise, under written pro- test. Second, dealers could refuse to paw the tax on such merchandise, de- ducting the amount from the gross sales reported on line 1 of the Sales Tax report, with this notation on line 2 (0) “not subject to tax under the Farm Bureau Decision.” If either of the above courses are followed it would be advisable to have purchasers of such merchandise sign the following certificate, preferably stamped on the sales slip when making such purchases. “Date . The undersigned hereby certifies that the merchandise listed herein is to be used or consumed, directly or indirect- ly, in connection with the manufacture, processing, assembly, production, prep- aration and/or delivery of tangible per- sonal property destined for resale. Signature.” If the Farm Bureau case is upheld it is probable that the following items, or the major portion thereof, would be exempt (and perhaps some others). Bags, Food Bags, Grain Dairy Supplies Feeds: Paper, Waxed Posts, Fence Poultry Equipt. & Supplies Dairy—Hog Pumps Mill—Poultry Remedies: Vertilizer Poultry C -xins—Barley Stock Corn—Oats Salt, for stock ™ ve—W heat Seeds, Farm TTarnesses Silos Hay Straw Tnoculation Tanks, Water Machinery Tile. Drain Farming Impls. Twine: Spraying Mac’ry Binder Tractors Grape Form Trucks Wool Wagons Wire: Bale Ties Barb Wire Brace Wire Nursery Stock Orchard Supplies Packages Celery—Eggs Fruit—Onions It is advisable to continue to collect the tax on these sales so you are pro- tected in case the Supreme Court does not uphold Judge Carr’s decision. The amount of the sales tax collected should, however, be carried in a spe- cial bank account for repayment to purchasers of tax exempt merchandise. If the decision is not upheld this money would have to be paid to the sales tax commission. Write if further infor- mation is desired. Price Competition — Again. Mem- bers are being sent the third and last installment of the series of price com- parisons. A total of fifty-one pages in the entire series. It cost the associa- tion real money—your money—to pre- pare and mail this information, What use are you making of it? The answer for a fairer price structure in the hard- ware field is in the hands of the hard- ware retailer himself. If the hardware retailer is sufficiently interested in the situation most of the conditions com- plained of can be cured. Some manu- facturers and some wholesalers (not in this area) have stated that the whole matter of price comperition is a subject that was simply stirred up by the asso- ciation and in which the hardware re- tailer himself is not particularly inter- ested. We do not believe that state- ment but we do believe it necessary to inform wholesalers and manufacturers that the stand of the association in de- manding a fair price structure has the complete support of the hardware re- tailer. The battle to secure a fair price goes on. The sales manager of one of the larg- est auger bit companies informs us that a buyer in Sears’ hardware department threatened that, unless the auger bit company receded from its policy of placing the hardware man in a position to meet Sears’ prices on auger bits, that Sears would take a loss of four or five thousand dollars, if necessary, on auger bits and would put bits in their spring catalogue at 15c each. Sears advertised a special on the “Buck Jones” air rifle at $2.29. The manufacturer was informed, by the As- sociation, of this price which was be- lieved to be contrary to the manufac- turers’ marketing policy. The manu- facturer replied that the special price was made without consulting him and, in the new catalogue to be issued soon, the rifle will be listed at a price per- mitting independent competition. More About Codes. The Builders Supply Code (brick, lime, cement, gravel, etc.) now carries no provision for price fixing, but dealers are re- quired to file prices and to abide by those prices until new prices are filed. Every member of the Association was sent a blank petition and asked to secure signatures from retailers selling any merchandise subject to the gen- eral retail code, asking for a change in the less limitaticn clause of the rc- tail code. A fair number have heen returned but we should have more. If you have not sent in your petition, se- cure at least two or three signatures in addition to your own and mail to Lan- sing. The Standard Hardware and Auto Supply Co. of Detroit, a cut rate store, as a result of unethical advertising and the working of employes excessive hours, was brought before the grand jury for failure to observe code pro- visions. Upon promise to conform to the code, paying employes $1,066 as back pay and signing a certificate of compliance agreeing to respect the wage and hour provisions of the code aM Een penaeen TRIS : e ‘& pcb ma Ny atte IpSM Heo. December 26, 1934 MICHIGAN TRADESMAN 3 and the trade practice provisions, the case was dismissed. Again the suggestion is made that labor provisions must be posted as re- quired by presidential order, If a sheet metal or plumbing shop is operated, the labor posters governing those trades should be posted. This does not subject the store to assessment under those code authorities. In Memoriam. With regret, men- tion is made of the deaths of two hard- Ware men, state representatives, in the Hotel Kerns fire. Chas. D. Parker, Otisville, died from injuries received in escaping from the burning building. He was held in exceptionally high re- gard not only within the hardware in- dustry, but in political and legislative affairs of the state. He is survived by the widow, two sons and two brothers, John and W. H. (traveling represen- tative American Steel & Wire Co.). T. Henry Howlett, Gregory, also failed to escape from the tragic fire. Other deaths aniong hardware men, over the state, are G. D. Rose, of Moline, and M. E. Williams, of Elsie. Investigate before Investing. Write your Association before signing con- tracts or ordering merchandise from sources of supply with which you are not thoroughly familiar. available on: Information United Tableware Company, Detroit Economy Screen Co., Holland. Notices on Electric Line Extensions. For the past two years members have received information concerning exten- sions of power lines. Some dealers have used this information very effec- tively. One member sold $1,000 of ap- pliances within two days after receiv- ing the notice. Edward DeYoung, Mc- Bain Hardware Co., McBain, writes under date of Dec. 11, “We are in re- ceipt of your card of Dec. 8, referring to the extension of line by the Consum- ers Power Co. We are pleased to ad- vise that we have the contract for all this wiring. Your courtesy in advising us is appreciated.” Information, con- cerning line extensions, goes to mem- bers the same day the original infor- mation reaches this office. It should be acted on immediately on receipt. Bounty System. The bounty system of control of predatory animals, effec- tive Jan. 1, replaces the plan of em- ploying special hunters for this pur- pose. Bounties will be paid according to the following scale: Bobcats, $5; male or female bobcat kittens, $2.50: male coyote or wolf, $7.50; female coy- ote or wolf, $10; male or female wolf and coyote pups, $5. Any qualified resident of Michigan who holds a small game hunting license and a gun per- mit may apply to the Conservation Commission for a contract to partici- pate in the bounty, after signing an affidavit of eligibility and having it certified before a notary public. The bounty system should result in sales of uns, smmunition, traps and other sup- plies by dealers in northern parts of the state. Business Conditions. Hardware vol- ume in Michigan and throughout the country had a heavier increase in sales than most other lines. Increased farm income, which will favorably influence sales for at least the first half of next year is one of the principal reasons. The industrial situation in Michigan should be exceptionally good, as com- pared with the last few years, for the first part of 1935. The announcement of automobile manufacturers to stag- ger the introduction of new autos will operate for more uniform employment and stabilization of business in the Detroit area. Holiday trade, all over the state, has been remarkably good and averages around 30 per cent in- crease over last year. The Amended Bankruptcy Act. The amendment to the bankruptcy act makes it possible for an Frazier-Lemke insolvent farmer to file a petition with the bankruptcy court asd to have all of his property appraised and his debts made payable on the basis of the ap- praised value of the property, rather than on the price originally agreed up- on by the parties. If the bankrupt offers a compromise agreement and if a majority, in number, of creditors re- fuse to accept such compromise the bankruptcy court can make an order preventing the bringing of any legal proceedings against the bankrupt for a period of five years, during which five years the bankrupt may retain posses- sion of all his property. However, dur- ing the five years he pays a rental. to be fixed by the court and to be distrib- uted among the secured and unsecured creditors as their interest may appear. The act does not take away the lien of any secured creditor, but it makes it impossible for the secured creditor to bring any action if an order is made staying all proceedings for five years. Dealers should continue to draw chat- tel mortgages and conditional sales contracts in the ordinary form as there is no way that a chattel mortgage or conditional sales contract can be drawn to avoid the effect of the act. A case involving the validity of the act has been decided by the Federal District Court of Maryland, as unconstitutional, Final decision will be made by the Su- preme Court of the United States. If farmer debtors take advantage of this act, members should be sure that claims are filed, to conform to the act. H. W. Bervig, Sec’y. a GIGANTIC PROJECT Continued from page 1) usefulness of the entire Tennessee river. Such use, if envisioned in its entirety, transcends mere power devel- opment . In short, this power de- velopment of war days leads logically to national planning involving many states and the future lives and welfare of millions. It touches and gives life to all forms of human concerns.” Electrical power charges by the TVA in the territory it now serves are not only important to it but to everyone who either makes or uses power, or pays for it, either directly or through some tax assessment. Few will agree, I think, that TVA can justify its exist- ence by selling electrical units at low rates, if they be below the actual cost of production and the deficit made up by some tax levy. The proponents of the project declare, however, that while the current is cheap to the consumer the circumstances of its production make its cost so low that it is sold at a profit. And these prices are referred to, in discussions affecting them, as a “vard stick” for other publicly or priv- ately operated plants distributing elec- trical current. In these Remarks last week refer- ence was made to the “tri-cities,’ Flor- ence, Sheffield and Tuscumbia, which are most largely asscciated with the Muscle Shoals project. I use this ex- pression because it designates their size and extent of imterest. Phe city of Muscle Shoals, equally close, is of more recent origin and is, as yet, a pro- motion proposal, such as has lined my path of travel in various sections of Florida. It has all of the appearances of a boom town anywhere and its de- velopment and growth are _ largely “promoted” and its future premised upon the future development of the sector. The three towns mentioned last week and here referred to in the same order is in designation of their respective size, without presuming to indicate their comparative importance. Florence is the largest in population and here is located Alabama’s State Teachers’ College, established in 1872. Tuscumbia, smallest of the three, pre- dates the others in its history by many years, having originated as a trading post, established in the late 1700's, (be- fore the adoption of the federal con- stitution, about which a lot of people are now worrying) at the mouth Spring Creek, the Indian name for which was “Occoscapoosa,’ meaning cold water. This creek s flows on in unabated volume and is said to be one of the largest and most beautiful in the whole state. Here lived the fam- ily of Helen Keller, one of America’s most noted women and here she was born—the modest cottage of her nativ- ity being still “home’ to her. She is the most noted native of the com- munity, though numerous distinguished men have been born here. The first railroad South of the Ohio river and West of the mountains was constructed Tennessee to Tuscumbia, back in 183 and later extended up-river to Decatur, serving to transfer freight from Mis Sissippi river points as far South as New Orleans around the barrier, which Muscle Shoals then presented to river traffic, sending it onward by boats of lesser draft to Chattanooga, Knoxville and other points. We found most commodious accom- modations at the Hotel Sheffield and gained much valuable information there and at the nearby Chamber of Commerce, which evidenced pride in the past and confidence for the future. It was from this point that we made terri- our drives about this interes tory and from where we started on- ward to again pick up US-31 at Deca- tur, forty-five miles to the eastward, thence southward on our journey. Harry M Royal. eee Citrus Fruits Price Outlook Although the citrus fruit mar- keting agreement has been de- clared effective in the various pro- ducing areas the local citrus trade does not anticipate any consid- erable reduction in market sup- plies, nor any substantial upturn in prices in the near future, unless further unfavorable weather is ex- perienced. Unusually cold weather earlier in the month has cut down pro- duction of some of the Florida cit- rus fruits. Crop prospects were so good, however, that this restric- tion has not checked supplies to an important extent, nor has it resulted in firming the fruit auc- Citrus fruit growers in Florida, it is pointed out, have shown a great reluctance to co-operate in curtailing shipments to markets in the past, and, hence, strict regula- tion of this season’s crop is highly problematical. Prices have as yet shown virtually no improvement over the levels of last fall when Florida growers had not agreed to curtail shipments. —_—_~+~+.—____ Shewdewn on Hour Week Organized labor is attributing to the National Recory Adminis- tration a movement toward a uni- versal thirty hour week to be cov- ered into some 400 basic industry and supplemental manufacturing codes. Labor charges that this would not put more men to work and, therefore, a thirty hour week should be made mandatory and without diminution of wage pay- ments. The American federation of labor and other organizations of workers are committed to the thirty-hour week principle, and in their behalf a bill. will be intro- duced in Congress necessitating a showdown on the question. —_2->—_—__ Canned Goods Market Stronger With reports from Florida that dam- age caused to fruit and vegetable crops by the recent frosts was much more serious than at first indicated, the prim- ary market for canned goods shows a stronger tone. Canners will be able to obtain. only a small portion of their usual requirements for eary packs of certain types, as many of the crops suitable for canning were entirely wiped out. With a shortage of sup- plies of. fesh fuits and vegetables in the markets, consumer demand for canned stipplies is expected to show a sharp rise later this month and dur- ing January, causing further strength- ening in the market for certain canned goods. Large distributors are already beginning to order out shipments on early 1935 contracts and placing new orders for canned goods and staple lines of groceries. ——_+~++—___ Made Them Look Prettier Sales Manager: Were you able to entertain yourself while waiting for me here in the office, darling? His Wife: Yes, dear, I amused my- self with those colored pins in that map on the wall. I changed them all around and made them look a lot pret- tier. ee If a man teils you your virtues, watch him; if he tells you your faults, heed him. ae eee 4 MOVEMENTS OF MERCHANTS. Detroit—Walter Henkel, former De- troit wholesale grocer, died this week in Los Angeles. Dexter—The Dexter Sevings Bank has increased its capital stock from $40,000 to $55,000. L’Anse—The Upper Peninsula Trac- tor Co. has decreased its capital stock from $100,000 to $50,000. Frankenmuth — The Frankenmuth Brewing Co., has increased its capital stock from $50,000 to $200,000. Detroit—The J. K. Hofer Brewing Co., 3156 Penobscot Bidg., has a cap- ital stock of $1,000, all paid in. Plymouth—The Plymouth United Savings Bank has increased its capital stock. from $100,000 to $200,000. Detroit—J. R. Cooley, Inc., 8220 Gratiot avenue, has decreased its cap- ital stock from $75,000 to $7,500. Detroit—The General Foods Cor- poration is spending $400,000 on cur- rent expansion program in Michigan. Detroit—The Book Furniture Co., 237-39 Michigan avenue, has changed its name to the United Furniture Co. Detroit—The J. S. Sauls Corp- oration, 1324 Hastings street, has in- creased its capital stock from $1,000 to $4,000. Battle Creek—The American Steam Pump Co., has changed its capital stock from $1,000,000 to 40,000 shares no par value. Detroit—The Lyon Tailoring Co., 1308 Broadway, room 204, has changed its capitalization from $1,000 to 500 shares no par value. Detroit—Baker, Simonds & Co., 1132 Buhl Bldg., has decreased its capital stock from $200,000 and 10,000 shares no par value to $155,000. Detroit—Auto Products Transport Sales & Warehouse Co., Inc., 6970 West Jefferson avenue, has a capital stock of $10,000, all paid in. Williamston—The Cedar Valley Coal Mining Co. has been organized to mine and deal in coal with a capital stock of $2,000, $1,000 being paid in. Laingsburg—The Clinton Mint Co. has been organized to grow and pro- duce peppermint with a capital stock of $10,000, $1,000 being paid m. Detroit—Burtenshaw & Co., 944 Free Press Bldg., has changed its name to Burtenshaw & Hughes, Inc.,-and de- creased its capital stock from $25,000 to $5,000. Detroit—The Federal Coal Co., 6356 Mack avenue, dealer in all other fuel except oil, has been incorporated with a capital stock of $10,000, $1,000 being paid in. Royal Oak—The Midwest Labora- tories, Inc., 114 Catalpa Drive, soap and cleaning fluids, has been incorpor- ated with a caiptal stock of $25,000, $5,000 being paid in. Gaines—Thieves entered the grocery store of A. R. Smith and carried away the contents of the safe, $1,100, includ- ing $600 of village funds, Mr. Smith being the village treasurer. Morenci—Frank D. Kellogg, senior member of the Kellogg and Buick Mifll- ing Co., died last Tuesday at his home here. He was 75 years old. He leaves a widow and two daughters. MICHIGAN Traverse City—The John C. Mor- gan Co., 102 Bay street, canned fruits and apple products, has changed its capitalization from $200,000 to $125,000 and 3,000 shares no par value. Detroit—The George Weston Bis- cuit Co. will open its new plant at Bat- tle Creek about February 15. Approx- imately $200,000 is being spent for new equipment for the company’s plant. Birmingham — Remco, Inc., 534 South Woodward avenue, welders, tool makers, brass founders, etc., has been organized with a capital stock of 1,000 shares at $1 each, $1,000 being paid in. Holland—The Home Furnace Co., Sixth street and P. M. tracks, has de- creased its capital stock from $200,000 common and $100,000 preferred to $100,000 preferred and 30,000 shares at $1 each. Detroit—The Michigan Cut Rate Paint & Supply, Inc., 735 Penobscot Bldg., dealer in painters supplies and hardware, has been incorporated with a capital stock of $10,000, $4,000 being paid in. Lansing—The National Parts Co., Inc., 524 East Michigan avenue, manu- facturer and dealer in parts for all au- tomobiles has merged the business into a stock company under the same style with a capital stock of 5,000 shares at $10 a share, $10,370 being paid in. Iron Mountain — Felix Wittock, owner of the Big Jo bakery, has sold it to his brother, E. J. Wittock, who conducts a bakery at Stambaugh and will give his personal attention to both bakeries. Antone Germac, for six years connected with the local bakery will continue as foreman. Detroit—Al Gould, proprietor of Gould’s Family shoe store at 3901 Fen- kell avenue, has opened his second store at 6232 West Fort street. This is also a family store, but specializing in women’s novelties. The section in which this store is located is rapidly becoming one of the best business spots in the city. The store is in charge of Al Gould, while his brother, George, takes care of the Fenkell store, Detroit—The Physical Culture shoe shop, in the former Dixieland hotel, is using a unique new display consisting of tall cylinders, about eight to ten inches in diameter, each surmounted by a single pair of shoes. The fixtures are trimmed in tan, yellow, and medium dark blues, with a silver band near the top and on the upper surface to empha- size the shoes each bears. The columns are of irregular height, but sufficient to show over the top of the background, being visible with the shoes on them from the interior of the store as well as in the windows. The columns are placed in the corners of the windows and a pair, not of matched height, in the center, without interfering with other shoe displays in the windows. Lansing—Just how many traveling salesmen, representatives of Michigan firms and corporations, lost their lives in the Kerns hotel fire is a matter of speculation. But the Michigan com- pensation laws adequately cover all such fatalities. This applies also to those injured. According to the de- partment of labor and industry, the TRADESMAN Michigan compensation ‘laws classify the traveling salesman out on the road as a “24-hour employe.” At least this is the substance of this protective rul- ing. The law discriminates, however, in certain instances. If a traveler, rep- resenting a Michigan corporation or employer out in the territory, should suffer injury or death while attending a theater, there would be no claim. It was pointed out that in event a sales- man had taken a side trip, not in the interest of his employer but for pleas- ure, then there would be no claim should such a traveler be injured or killed by accidents. If, however, a trav- eler keeps to his itinerary and lodges in a hotel while in pursuit of his duties and his business, then should he suffer injury or death by accident in such a hotel a legal claim arises. Travelers who lost their lives in the Hotel Kerns or who were injured in escaping are covered by the compensation act, pro- vided however, they were lodging there for the firm’s benefit. Manufacturing Matters Detroit—The Monchnik Wholesale Food Co., 12130 Joseph Campau ave- nue, has been organized to distribute food products at wholesale. Detroit—The Zane Products Co., 1980 Trombly avenue, manufacturer and dealer in mechanical products, has been incorporated with a capital stock of $5,000, $2,000 being paid in, Saginaw — The Huebner Quality Dairy Co., 2233 Bay street, has been organized to deal in dairy products and manufacture ice cream with a capital stock of $18,000, all paid in. Detroit—The Muncie Products Co., 1015 Dime Bank Bldg., manufacturer of stoves and apparatus, designing of tools, etc., has been organized with a capital stock of $2,000, $1,000 of which has been paid in. Detroit—Taylor Optical, Inc., 318 Michigan Theatre Bldg., manufacturer and dealer in optical goods, has merged its business into a stock company un- der the same style with a capital stock of $25,000, $15,000 being paid in. Detroit—The Cadillac Engineering & Manufacturing Co., 1606 United Artists Bldg., manufacturer and dealer in machinery and consulting engineers, has been incorporated with a capital stock of 500 shares at $10 a share, $5,000 being paid in. Detroit—The Arctic Frozen Food Products, Inc., U. S. Warehouse Co.., No. 500 1448 Wabash avenue, has been incorporated to manufacture and deal in frozen foods wholesale, and has been incorporated with a capital stock of 1,000 shares at $10 a share, $9,000 being paid in. ——_—-2»>—___ To Meet Mail Order Competition Many merchants in smaller towns still find mail order house competition one of their big problems. But what are you doing to meet it,.is a question we always ask the mer- chant who complains of this kind of competition. One of our good merchant friends recently complained to us that many of his old customers (and some of his most personal friends) did not come to his store and trade with him December 26, 1934 as much as formerly. He said, in one instance, one of his old relliable cus- tomers had cancelled an order for canned goods. “Why?” was our first question. It developed that his customer had cancelled the order, and sent his money to the mail order house. Again the question was “why?” and the true an- swer undoubtedly would have been “simply because the mail order house had kept right after the customer— telling about their goods.” So the question, Mr. Merchant, what are you doing to meet this kind of com- petition? is a very timely and pertinent question. There are still some mer- chants in this country who are doing nothing to meet the competition of outside concerns except just running the same little, old, hackneyed state- ment, “we have been in business for forty years,” etc., etc., and saying to the peope, if you need anything in our line, come in and see us. But people to-day are not interested in whether the merchant has been in business forty years, or opened his store but last week. The thing the pub- lic wants to know is what the merchant has to offer to-day. The merchant who thinks advertis- ing is money wasted should pick up one of the big encyclopedias of mer- chandise, commonly known as a mail order house catalogue, and note the hundreds of pages they are using tell- ing the public of their very latest offerings. They continue advertising through their catalogus, through the newspapers, and through special let- ters and circulars, because they find it pays to tell people of their merchan- dise. So to the merchant who complains that somebody from outside is coming in and robbing him of his business, we always say, “Well, why don’t you try going after business in the same direct, friendly, personal way that your out- side competitors go after it?” Write letters to the people of your commun- ity, young and old; tell them of your offerings; use your newspaper adver- tising space to tell a real story; use a duplicating machine —take advantage of the mail service that is offered to you; reach out, tell people what you have to offer, and invite them to come in. You say you hesitate because people live outside your territory, but don’t forget that the big direct-to-consumer concerns all consider the whole world their territory, because the mail serv- ice makes the world their territory. Good roads, the automobile, even the flying machine have torn down that imaginary fence that used to hedge in your territory, and your possibilities have been expanded just in proportion to your vision and your initiative in reaching out. To-day as never before, the old adage, “Business belongs to him who goes after it,” is true. —_2++___ Many a man has made a needless failure because for purposes of imme- diate gain, he has let himself lose the reputation of dealing fairly and gener- ously with others. —~+2+2s____ Money does not talk until it gets big. Nn tig cere Sar SSPE SRT SSO i x ere 3 % — a is "BU. nO tm ee er se December 26, 1934 MICHIGAN TRADESMAN ' Essential Features of the Grocery Staples Sugar—Jobbers now hold cane gran- ulated at 4.85 and beet sugar at 4.60. Tea—Practically no change occurred in the first hands tea market during the week. Business is quite light and prices unchanged throughout the whole list. Ir primary markets Cey- lons, Indias, etc, have weakened a little. In Japan some undergrades of teas are higher. Consumptive demand for tea about as usual. Coffee—The market for future Rio and Santos coffee, green and in a large way, has shown some slight fluctua- tions both up and down since the last report, due mainly to various condi- tions in Brazil. Prices of futures have not materially changed from a week ago. Spot Rio and Santos, green and in a large way, began the week un- changed, but about the middle of the week showed some shading. The de- ‘mand is light. Mild coffees have been gradually and slowly working down and at present buyers and sellers are somewhat apart as to what ought to be paid. The jobbing market on roast- ed coffee shows no special change since the last report. Consumptive demand for coffee is pretty good. Canned Fruits— There have been few developments since the widespread frost which did so much damage in Florida. It is understood that the full extent of this frost is not evenknown as yet, as fruit on the tree which has been nipped has not as yet shown the ef- fects. The sugar content, juice and other qualities of the fruit are impaired. The crop will doubtless be reduced substantially by the frost, and this will affect both the fresh and canned grape- fruit markets. Oranges and tangerines have been even harder hit, with the re- sult that mixtures of citrus fruits and juices, for which an increasing market has been developed here, will probably be higher. Canned Vegetables—There is little to talk about in vegetables, except the stronger tone which the Florida frost has produced. Vegetable crops in the Southern state were badly nipped by the recent frost and a large part of these crops was lost, As a result, there has been a tendency to hold canned vegetables as little firmer. Canned Fish—Tinned fish is for the most part steady with a fair demand. Fancy salmon is still wanted to some extent. Maine sardines, as previously reported, are scarce with no pressure to sell. The salmon people are talking about a better demand next year be- cause of the shortage of meat. Dried Fruit—The dried fruit market winds up a year of definite improve- ment this week, with prices having been maintained on an advancing scale, and better profit margins for all hands, from growers to retailers. In spite of the unpopularity of higher prices, there was not undue resistance in consuming channels, for dried fruits were depress- ed out of all proportion to their worth, and even with the advances made they were still cheap. Sellers look for im- proved business to develop soon after the first of the year. Stocks of fruits carried over here are not large, and prices have been fairly stable on the spot. There has been little forcing of the market and excessive, price busting competition has been curbed. Primary markets have held well above the spot market, thus making it a headache for anyone to sell at too low prices. With the holiday season over, distributors can give more attention to the princi- pal items like raisins, apricots and prunes. Attempts to stimulate demand for prunes will go forward, and apri- cots are expected to move out in much more seasonal shape during the first part of the new year. Packers are holding stocks firm, confident that they fan merchandise their holdings at pres- ent or even higher levels. Beans and Peas—No change has oc- curred in dried beans and peas since the last report. Throughout it is a buyers’ market. Demand poor, prices not materially lower, but in buyers’ favor. Nuts—The market is pretty quiet now, as the trade has been well sup- plied with nuts in the shell for the Christmas season. Business this year was encouraging. There was some- thing of a squeeze in Brazils and me- dium grades of pecans moved out with- out difficulty. Almonds proved ade- quate to requirements, and walnuts, of course, were plentiful enough. Large handlers here expect prices to be well maintained after the holidays. Olives— The holiday demand for olives is just about over. Sellers have their stocks. Prices hold firm, with supplies pretty well worked off here. The pressure of the new crop may soon bring about a moderate lowering of values here. Olive Oil—The olive oil market was unchanged abroad. Prices in Italy have strengthened considerably and _ the price structure in Spain has also devel- oped more stability. Importers are cov- ering their requirements in a fair way, but not anticipating very far ahead. Pickles—Pickles continue to do a slow business. Demand for dills and brine stock not up to the usual levels. Prices steady on the surface, although the lack of demand has weakened the undertone, Rice—Demand for rice is slowing down for the holidays, as is to be ex- pected. Buyers have covered their needs pretty well. There is, however, still an encouraging business being done in rice for delivery after the first of the year. Thus, when any top grades of long grains, Japans, Rexoras, etc., are available, there is no difficulty in finding a market for them. There is also a better sentiment for Prolifics and Blue Rose for deferred needs. Salt Fish—There is a light demand for mackerel and other salt fish, as is always the case at this season Pros- pects, however, are for firmer prices on account of small supplies. Syrup and Molasses—Sugar syrup remains unchanged for the week. Pro- duction is still limited; demand steady. Compound syrup is slow without change in price. The better grades of molasses unchanged; moderately ac- tive. Vinegar—Sweet cider very firm in tone. Supplies throughout the country at a low level, the holiday demand and buying by apple brandy distillers hav- ing been good. ——»+++____ Review of the Produce Market Apples—Jonathans, $1.50; No. 1 Mc- Intosh, $1.75; No. 1 Spys, $1.50 and $2. Artichokes—80c per doz. Avocados—$2.75 per case from Calif. Bananas---5c per lb. Brussels’ Sprouts—1l7c per qt. Butter—Creamery, 3lc for cartons, and 30%c for extra in tubs and 29%c for firsts. Cabbage—40c per bu. for white, 50c for red. Carrot—Calif., 60c per doz. bunches or $3.40 per crate of 6 doz. Cauliflower—$1.75 per crate for Calif. Celery—20 @ 30c per dozen bunches. Celery Cabbage—60c per dozen. Cranberries—$5 per 25 lb. box. Dried Beans — Michigan Jobbers pay as follows for hand picked at ship- ping stations: @. Et PB. from farmer. $2.35 Light Red Kidney from farmer__ 4.25 Dark Red Kidney from farmer__ 5.50 Bight Cranberry 9 415 Dark @ranberny 2) ee $3.15 Eggs—Jobbers pay 18c per Ib. for all clean receipts. They sell as follows: Large white, extra fancy__-_______ 32¢ Standard fancy select, cartons_____ 28c Medium “S55 27c Candled, Large pullets____________ Z5¢ Checke ee 23c Storage eges are being offered as follows: SOS Apel 24c Me April ee 226 @heeke S20 21c Garlic—I5c per Ib. Grape Fruit—Florida, $3 for all sizes. Grapes—Tokays—$2.50 per box. Green Beans — Louisiana, $7 per hamper. Green Onions—Chalots, 60c per doz. Green Peas—$4.50 per hamper for California and Washington. Green Peppers—30@40c per doz. for Florida. Iloney Dew Melons—$2.50 per case. Lemons—The price is as follows: S00, Sunkist oe $5.75 S00) Sunkist 6.50 300 Red Ball = 2 | 5 00 S00 Red Balle 500 Lettuce — In good demand on the following basis: California, 4s and 5s, crate______ $5.00 Teak hot houses 20-2 8%c Limes—25c per dozen. Mushrooms—29c per box. Onions—Home grown, $1 for yel- low and £125 for white. Oranges—Fancy Sunkist California Navels are now sold as follows: 126) SS $3.50 TSQe Se ee ee 3.50 1762 375 (00) ee 4.50 AtG Ss 4.50 250) 4.50 2a. a 4.50 S24 eee 4.50 Red Ball, 50c per box less. Florida oranges in half box sacks are sold as follows: OQ ie ee $1.75 7A (6) I A ee a ee 1.75 250) ee 1.75 EOS it aa ese a 175 Parsley—35c per doz. for hot house. Potatoes—Home grown, 35c per bu.: Idaho, $2.50 per 100 Ib. sack. Poultry—Wilson & Company pay as follows: Heavy. Springs 22h 17c Heavy Howls. 2225052032 es 13c Tight Bowls! 2003 ee 10c Ducks (oo eh ee 13c ‘Turkeys 2 ee 19c Geese: ee llc Radishes—Hot house, 40c per doz. bunches. Spinach —$1 per bushel for Ken- tucky grown. Squash — 1%c per lb. for Red or Green Hubbard. Sweet Potatoes—Virginias, $2.50 per bbl. Tomatoes—Hot house, $1.30 for 8 lb. basket. Turnips—50c per bu. Veal Calves — Wilson & Company pay as follows: BanGy 2 eae 8c Good) .ehe ee ae ee ae 7c Wax Beans—$7 per hamper for Ilorida. ~~ Engineer Selves Sewage Problem The Grand Rapids Packing Co. has dis- the just put into operation a treatment of sewage posal plant for the waste from the killing floor, For a number of years the company had had a great deal oi trouble with the sewage probiem. This waste has 15 to 20 times the polluting strength of ordi- nary sewage. At one time a large septic tank cap- able of holding more than 40,000 gal- ions was built for waste treatment. Due to the nature of the waste, however, this treatment was not successful. An attempt then was made to pond the waste in a sandy area in the hope it would seep into the sand. Again the treatment was unsuccessful. In the spring of 1934 the company solicited the aid of E. F. Eldrige of the engineering station of Michigan State college. As the result of work carried on in the sanitary engineering labora- tories of the college, a _ successful method of treatment was developed. During the summer the packing com- Fhe plant consists of a 5,000 gallon iron tank fitted with stirring paddles. Chlor- ine gas is passed into the waste under The pany constructed a sewage unit. yressure from chlorine cylinders. I j gas combines with the blood in the waste, causing it to coagulate and set- tle out. The comparatively small amount of liquor containing the coagu- lated blood is drawn into a storage tank and the clear treated waste, now free of the major portion of its polluting material, is discharged to the stream. With this equipment in operation the packing company: now can give relief to the.riparian land owners below them and keep the stream in excellent con- dition, according to Eldridge. oe oe like clocks, go the motion give governments are made and moved by Governments, from men them, and as men, so by them they are ruined also. Therefore governments depend upon men rather than men upon govern- ments.—William Penn. : -_—so2-->______ Drop the hammer and pick up the chovel; } ? i : ; Re Dae aoe mena ee ean tani ees eae aren ea ca A eee MUTUAL INSURANCE (Fire bed Life) Read Your Policy Before the Fire John Caldwell, the hardware dealer, has just come home from the movies. Suddenly the phone rang; a_ voice shouted in his ear, “Your store’s on fire!’ Caldwell dropped the receiver and dashed for the door. “Thank God I’m insured!’ was his first thought, comforting indeed. But was he? Three days later John Caldweil as the ad- stared with glassy juster repeated: “I tell you again you eyes voided all your insurance policies three months ago when you put a chattel mortgage on this stock to raise a little money, and did it without notifying the insurance agents, “There is nothing personal in this, Mr. Caldwell, but the insurance com- panies feel that a man becomes a far greater moral risk when he gets down to the point of putting a chattel mort- gage on his stock That is why they insist on being notified. Had you done so they would have either given their permission or else cancelled your po!- icies. Since you failed to notify them, your own act voided your policies im- mediately. Read your policy.” Jonn Caldwell’s head dropped. Last week he was a solid, substantial mer- chant; this week, just a broken old man Why? Simply because he had never read his insurance policy. Yet it constituted the most important con- tract of his entire career. Suppose John Caldwell had taken his brother-in-law into partnership. In that case too he must notify the insur- ance companies, for they insist upon knowing at all times whom they are insuring. That’s reasonable, isn’t it? The store next door to Caldwell’s was also damaged somewhat, mostly by water in the basement. Somebody told the owner, “Don’t you dare touch a thing till the adjuster arrives.” The next day more stock tumbled into the water and was ruined. Nothing disgusts an adjuster more than this piece of misinformation. He is quite within his rights n refusing to pay for damage caused by “neglect to use all reasonable means to save tie property at or after a fire or when it is endangered by a fire in neighboring premises.” Read your policy. “Protect your property” said the ad juster, “just as you would if it were not insured. We always pay whatever legitimate expenses are necessary to save it from further damage.” Across the street another merchant thoughtlessly decided to save garage rent by enlarging his back door so he could run his car into the empty room there. He did this nothwithstanding the fact that his insurance policy, and yours, says plainly, “this company shall not be liable for loss or damage occur- ring while the hazard is increased by any means within the control or know!- edge of the insured.” Read your pol- icy. In another town Henry Goodman's store was gutted. He told the adjuster he “thought” his stock was worth at least $12,000. His January inventory did not list his stock item by item, but lumped various lots together at “val- ues” which were plainly nothing more than careless guesses. The total was about $7,000. “But,” said Goodman, “I always take my inventory low. I’m sure my stock cost nearly twice that much.” “The insurance company pays only the present depreciated cash value of the destroyed stock, regardless of the original cost,” the adjuster explained. “Besides, any inventory put together as carelessly as yours is, on its face, a completely unreliable document. And half your original invoices are missing! However, judging from the figures I can find, I estimate your stock was realy worth about $5,500 at the time of the fire) That is:all you: can re- been $9,006 cover, even though you have thoughtless enough to carry insurance.” Who was right? If the 1 keeps such inadequate records that he merchani himself must guess blindly at the worth of his stock, he cannot blame the ad- juster for making his guess also. And remember the adjuster is a much more experienced guesser. In general, the adjuster will quickly approve all losses that can be proved. The reason there are so few law suits over fire loss adjustments is that if the insured cannot prove the loss to the adjuster he will have equal difficulty proving it to the court. Keeping a perpetual inventory may be a little trouble and expense. But, if watched, it prevents under-insurance, which is dangerous, and over-insur- ance, which is a waste of money. Fur- thermore, it provides the basis for a definite “proof of loss” in case of fire. The adjustment is then bound to be fair and liberal, for the adjuster will feel he is dealing with an efficient and honest business man. Inadequate rec- ords make the adjuster suspicious. Then there is the case of the Fitz- hugh Company, which carried its in- surance under the 80 per cent. coin- surance clause. (This means that in consideration. of a reduced rate the policy holder agrees to keep his stock insured at all times up to 80 per cent. of its actual value.) When this firm checked up its insur- ance on January 31 the stock was at its lowest point. Its value was then $10,000, so they insured it for $8,006 (80 per cent. of $10,000). next six During the weeks spring merchandise piled in fast. In the rush of business Fitzhugh forgot to increase his insur- ance. On March 15 a fire destroyed $3,000 worth of stock. The adjuster shook his head. “Too bad, Mr. Fitzhugh, but you can recover only $2,000 instead of $3,600,” “T find the total value of your stock at the time of the fire had risen to $15,000. Under your 80 per cent. co- insurance clause you should have been carrying at least $12,000 insurance (80 per cent. of $15,000). Instead, you are still carrying only $8,000. Therefore you can recover only 8/12 of the actual $3,000 loss, or $2,000. Read your policy. he said. = MICHIGAN TRADESMAN “A merchant who insures under the coinsurance clause will play safe if he carries a policy containing a ‘fluctuat- ing value clause. He pays a deposit premium at first, reports the actual val- ue of his stock once a month, and the face of ingly.” his policy fluétuates accord- A hardware man returned from his vacation, left his grip in the store and hurried out to lunch. While he was gone fire destroyed his grip and all the clothing in it. He could not collect. he “Read your policy,” exlpained the adjuster. “It is a standard form cov- ering merchandise, fixtures and sup- plies incidental to the business—but nothing else. “You could recover on your clothing if your agent, in writing the policy, had been careful to use what is known as the ‘contents’ form. This form cov- ers, at no additional cost, everything of an insurable nature belonging to the insured or for which he is legally liable.” Notwithstanding the truth of ail these stories, no reader should get the idea that insurance companies contin- ually seek loop-holes to avoid paying Such is not the case. The restrictions on your policy are there for fire losses. the purpose of telling you as plainly as possible what the company will do or will not do under certain circum- stances. If there were fewer restric- tions the rates woud be correspondingly higher. ; In fact the usual generosity of most adjustments is the very factor which has built up our present confidence jn insurance. The honest man’s policy would be worthless if that same policy left the door open to crooks. So read your policy. From the merchant’s standpoint the keynote of an adjustment is that word “replace.” It means just what it says. The company agrees to “replace with material of like kind and quality to the extent of the actual cash value.” A machine will be “replaced,” that 1s set up ready to operate, even though the cost of the setting up be more than the cost of the machine itself. In the same way, merchandise burn- ed on the shelf will be replaced on the shelf, ready for sale. If, in order to re- place a burned stock of merchandise, it is legitimately necessary to make a trip to the wholesale market, the cost of the trip can be recovered, along with the cost of the goods, the freight or express, the unpacking, the marking and putting the stock in place on the shelves. The tragedy of fire insurance is this: The business man seldom comes into direct contact with his policy requir- ments until after the fire—when it is too late! Read it before the fire!-—Hardware Age. —_—__ «2 So read your policy! I never allow myself to become dis- couraged under any circumstances. The three great essentials to achieve anything are: First, hard work; sec- ond, stick-to-itiveness; third, common sense.—Thomas A, Edison. December 26, 1934 CALUMET . 1... Finnish Mutual Fire Insurance Company of Calumet, Mich., has paid losses promptly and fully — have led the way in fire prevention — have consistently returned annual savings to policyholders. There is available to you through Finnish Mutual Fire Insurance Co., all the traditional advantages of the mutual plan of fire insurance — safety, service and sav- ings. Get the facts. They speak for themselves. COO Finnish Mutual Fire Insurance Company MICHIGAN INSURANCE AT COST (A Non-profit Organization ) It means a saving to you of 25% to 8714 % Below the published board rate LecaL Reserve Micuican ComMPANY 18 years of Sound Operation M. B.& M MICHIGAN BANKERS & MERCHANTS MUTUAL FIRE INS. COMPANY FREMontT, MicHIGAN Inquiries Solicited é & ' z g December 26, 1934 MICHIGAN TRADESMAN 7 i buyers. DRY GOODS Michigan Retail Dry Goods Association President—Jos. C. Grant, Battle Creek. First Vice-President — D, Mihlethaler, Harbor Beach. Second Vice-President—Clare R. Sperry, Port Huron. Secretary-Treasurer—Leon crans, Tecumseh. Manager—Jason E. Hammond, Lansing. F, Rosa- Stores Anticipate on Silver Reacting to reports that sterling si!- verware will advance in price after the first of the year, retailers yesterday be- gan placing requirements. orders for post-holiday Most of the ments were for cheaper merchandise commit- as retailers believed the advances wili be largest on low-end Pro- ducers have pointed out that bullion goods. quotations have advanced more than 35 per cent. in the current year and that only part of the increase has beca Holiday buying this season ran well above ex- passed one by them to date. pectations. So far, sales are ahead of both last year and the year before. — Rayon Product Prices Firmer While the yarn price advance wili have the effect of strengthening quota- tions in a number of rayon lines, actual increases for the time being will be few in the knit goods field. All-rayon fab- rics and some mixtures are moving up slightly, but such items as underwear. seamless hosiery and half-hose are not expected to be affected immediately. Additional yarn advances, however, are looked for in the near future, because of the modesty of the initial rise, and tf will be reflected in Spring substantial they higher knit goods quotations. lines of rayon bedspreads will not be revised for some time from the levels which manufacturers are now estab- lishing. —_—_>+ >—____ Stemware Prices to Hold Quotations on popular price stem- wear and other table glassware will be unchanged when the 1935 lines are opened at Pittsburgh next month, in spite of strong sentiment in the indus- try in favor of higher prices. Manu- facturers are being deterred from rais- ing quotations by fear of Japanese competition. A number of volume pro- ducers have pointed out that Japan will be forced by higher production costs at hom to advance her prices to the American market. Domestic producers have decided to hold to Fal! quotations and benefit by the higher prices on Japanese wares. ——_»+>__- Some Bedspread Lines Ready While official price lists are not yet ready for the trade in general, about 50 per cent, of the Spring bedspread col- lections are now being shown to large The preliminary prices quoted are practically unchanged from the Fall level, as mills are anxious to retain established retail anges in material content, such as and cotton are minor. Pattern ranges have been broadened and buy- rs reported that the styling showed improvement over the Spring ranges, and the ch rayon e definite ranges. —__—_»+2—__ Sheet Market Turns Stronger A definite turn for the better after months of slow business and sag- many : pears to have taken place ging prices ap in some sections of the sheet and pil- market last Orders picked up definitely, some mills taking business as far ahead as March, while others refused to go beyond January. In a few instances a shortening of dis- low-case week, counts by about 2% per cent. was re- ported. Houses that reduced the dis- counts found it slowed down business somewhat. According to selling agents, however, the main significance was the belief that the lowest point in prices had been reached and that from now on they would head upward. ——_+++____ Garment Prices Due After Jan. 1 The price situation in the cotton gar- ment industry will probably be cleared up after the first of the year, when manufacturers, who are still hesitant find it necessary to send men on the road. Wholesalers, of course, have al- ready covered their initial requirements at prices comparable to the Fall levels, but retailers have not done so and manufacturers selling to stores have not priced their lines. Retail execu- tives are beginning to doubt that there will be much of a change in quotations, in the event that the 36-hour week is upheld, and said that any revision will apply mainly to very low-price ranges. + -o— To Push Knee-Length Hosiery With many mills now making prep- aration to produce women’s’ knee- length hosiery for Spring, a sharp ex- pansion in the sales of these styles is looked for. Manufacturers turning out seamless goods, in particular, expect to rely more strongly on the knee lengths as a spur to volume, as lack of any new selling points has retarded seam- less activity this year. Two lengths will be produced, one coming to just below the knee-cap and the other above the knee. Elastic bands hold the stock- ings up. —__—_ +2 Notion Season Best Since 1930 Holiday business in the notion in- dustry has touched the highest levels since 1930. Calls for ribbon novelties, handkerchief items specially designed for holiday selling cases and other have been better than at any time since 1929. Contributing to the general in- crease in volume have been heavy pur- chases of home sewing accessories by stores in the West and South and the unusually active general demand for staple merchandise of other types. Early orders for Spring delivery, pro- ducers said, are more than 50 per cent. lager than they were a year ago. — The Shuffle Board When called to reformation Shall one forthwith begin Upon a State, a Nation Or individual sin? If right is quite outwitted In all of freedem’s land Then, really, who is fitted To take the task in hand. It might perhaps be better If one were flying by That we should try to fetter An angel from the sky And beg he look us over The east, the south, the west To see could he discover Just what new deal is best. And when he leaves our portals Returning to his skies To make report on mortals The wise, and otherwise, Me-thinks I hear him saying:—- “T never understood About reform—but praying Would do ’em lot o’ good.” Charles A. Heath. IN THE REALM OF RASCALITY Which Are Under Suspicion Questionable Schemes The Federal Trade Commission has ordered Nacto Cleaner Corporation, of New York City, to cease and desist, in the sale of Nacto Fabric Cleaner, from published advertise- tadio, that this representing in ments or over the cleaner, when used on materials, will not injure them or their color. The order was issued with the provision “unless and until the said product shall be so composed that in connection with its use it will not in fact injure mate- rials or their color.” The respondent consented to issuance of the order. Alleging unfair competition in the sale of tobacco pipes, the Federa! Trade Commission has issued a com- plaint against the Briarwood Corpora- tion, of Cleveland. According to the complaint, the respondent’s advertising tended to mislead pipe smokers into believing that when they purchased its pipes they were buying genuine briar- root products made from the natura! briarroot, when in fact they were pur- chasing a fabricated product made from briarroot dust with a vegetable binder. Unfair methods of competition are Com- alleged by the Federal Trade Mission in complaints issued against two companies engaged in the clothing and apparel business. G. A. military uniforms and insignia dealer, Goebel Co., Inc., of Chicago, is charged with representing certain officers’ corps devices as being of “solid-thoro-metal” which “will never tarnish,” when in fact such device: are not of solid thoro metal, but are made by plating the gilt or gold on a baser metal. Marksmanship and guniery medais were described by the tespondent as silver plated which will never tarnish, but both these medals and the officers’ corps devices will tarnish, the com- plaint alleges. In another complaint, Maiden-Form Brassiere Co., Inc., of New York City, is said to have used the word “Fashion” or “full-fashioned” in deseri its products so as to have a tendency to deceive purchasers into believing that “fashion” the products offered are ‘-brassieres made by a proccss similar to that ‘used in making fuil-fashioned hosiery, when this is not the fact. Unfair competition is aileged by the Federal Trade Commission in a com- plaint issued against Hibbard, Spener, Bartlett & Co., of Chicago, dealers in “Neats Ae to the method of advertising its product nas Foot Compound According complaint the respondent's a tendency to deceive buyers into be- heving that in purchasing Neats Foot Compound they are actualy buyime genuine Neats Foot Oil, often used as a softener and preservative of harness, saddles and other leather goods. But Neats the complaint, “is made of from 10 to Foot Compound, according’ to 25 per cent. Neats Foot Oil and the remainder of paraffin oil, and while used for the same general purposes as Neats Foot Oil, is of a quality inferior to the genuine Neats Foot Oil The Federal Trade Commission an- nounces the settlement by stipulation of several cases of unfair trade prac- tices, as follows: Abram Cashinsky, of No. 2 Oxford Terrace , Gloversville, N. Y., trading as Economic Shamy Co., agrees to cease using the trade designation “Shamy” or Other phonetic spelling of the word (Continued on page 22) 1D 0D 0 00D 0D 0 ED 0-0-0 0 0D ED YOU CAN CREATE A SPIRIT OF LOYALTY to HOME OWNED STORES in the BOYS and GIRLS of your community & | by using the CHEERFUL GOPHER a Plan. You can hold present trade, get new customers and permanently ally the present generation with the independent merchant. FRANK L. DYKEMA, 414 Murray Building, Grand Rapids, Michigan i) Details on request. 0 (<< () <> () GD () ( ) —_—_ Four Loves I love the Stars the first of all Bright candles of the sky Around this world they so enthrall Our bounden thoughts do fly At night to yonder stellar spheres Whose glowing fellowship appears To signal us life real begun As soon as once was born a sun. And next I think I love the Trees That guard our earth; Some growing on for centuries To greater worth; I love the root, the stem, the branch Great Trinities! Our avalanche Of living form, entrancing line The which no mortal could design, No less, perhaps, I love the Flowers Which fairies send To add enchantment to the hours And further lend Whatever loveliness they grow To be a pattern and to show That in their day I too may see A common opportunity. IT shall not fail to name the Grass That decks the land : Then gives rich harvests which surpass The heart or hand— ae For ever since fair Eden’s Spring The blade has been developing Till cane, and corn, the rice, bamboo— A thousand more—are grasses true. Charles A. Heath. soso Refrigerator Volume Revives A distinct revival in consumer in- terest in electrical refrigerators in the last ten days has brought sales volume in that industry 11 per cent. above last December’s figures. Through Novem- ber and the early part of this month orders dropped steadily and refriger- ators were the only major items in the appliance field which failed to show substantial gains for that period. Cur- rent buying is confined to medium- price refrigerators. —_+-+___ The successful man lengthens his stride when he discovers that the sign- post has deceived him; the failure looks for a place to sit down. 12 RETAIL GROCER Retail Grocers and Meat Dealers Associa- tion of Michigan. President—Rudolf Eckert, Flint. _Vice-President—O. A. Sabrowski, Lan- sing. Secretary — Herman Hansen, Rapids. Treasurer—O, H, Bailey, Sr., Lansing. Directors—Holger Jorgenson, Muske- gon; L. V. Eberhard, Grand Rapids; Paul Gezon, Grand Rapids; Lee Lillie, Coopers- ville; Martin Block, Charlevoix. Grand Value of Being Self Contained When You Travel Bus travel is on the old railway eat- ing-house plan, as when we used to hear: “Watertown Junction—twen- TEE-five minutes for supper!” Well I recall how eagerly I entered the first dining car in my experience and how sharp was my disappointment facing the fancy service and outrageous prices. Against the Junction eating house sup- per for 50c, lavish and hearty, here was a 30c charge for a bow! of soup! The bus reversion to leisurely travel with flexible schedule is welcome as a break and rest; but the food offered —O, what a difference! It is, of course, part of the adventure to experience various ideas of what constitutes “‘serv- ice.” Traveling salesmen, as of old, get onto the curves promptly and de themselves quite well. The tenderfoct takes chances of pot-luck—mostly ill- luck. On our run down the Coast one day: we lunched at, say, the One-Stop Inn. anyway, we should not want to stop there again. Service was so casual we wondered whether those folks knew that buses travel on schedule. Against this, we had our first try on Rock Oysters. These were sweet, tasty and tender, but really a sort of clam. How they come to be called oysters escaped me. A chance glance into bedrooms in one inn made us thankful it was not to be our lodging. How do innkeepers anywhere get by with such undisguised disorder, plain dirt and beds of utter discomfort on any main traveled high- way? Surely only want of competition can account for such conditions. Our first night we slept in a little cubby hole into which two beds were crowd- ed; cost $2, though advertised at $1.50 and $1 would have been liberal. For- tunately the beds were fairly sleepable; but all conveniences were terribly un- kempt. unsanitary, used only with in- fnite care and precautions; furnish- ings down at the hecl and broken. The one redeeming feature—mportant, I admit—was the food. The cook was a tidy, efficient woman, who served good things well prepared and at fair prices. But eating is mostly at typical slop joints—and typical is the right word because of American “standardization” under which any given dish is apt to be the same tasteless mess, whetlier serv- ed in San Jose, Birmingham, on this trip or at the railside in Louisiana. What a great contrast there is in Eu- rope! There three chracteristics pre- vail: the cooks have their own individ- uality of recipe and preparation; they believe in taking pains and time enough to do real cooking; and last but far from least, food comes to one’s table hot from the fire. MICHIGAN TRADESMAN se: Our characteristic national impati- ence—so much of it futile and aimless —permeates our eating, which shouid be a time of leisure, relaxation and at least moderate enjoyment. We seek returns too rapidly, for too little effort, in a rush. The same bottles of ready- made sauces and condiments pene- trate every section; or, if one manufac- turer produces something distinctive and extra meritorious—as, thank good- ness, a few do—a thousand others rush in with something “just as good.” The oases are likely to be staffed by Frenchmen and _ Italians right here in America, paying the same scale of prices for materials, manage to se* up splendid meals, tasty and pleasingly liberal in portions—mostly ad ib, as the Engish say it—for less money than Americans charge. who, It is best, therefore, to provide your own food and bedding when camping or driving, when possible, as I have shown in previous articles. It was the practice of a certain army officer and his family of wife and two daughters, who stopped for a week in Lane’s and moved on a day or two in advance of ourselves. Army officers have to go where they are sent, of course, and the family gets used to extended treks. This man had been in El Paso for some years and was now transferred to Fort Riley, Kansas. That seemed sufficient punishment for anybody—from the salubrity of 3710 feet elevation and the rarified, bracing air of the desert, to the low-lying plain of Kansas and the wide variation in temperature thereof. But “you're” in the army now” means that you do as you are told to do. These folks were making not only the best of it, but that best was ex- ceedingly good. They taking three months and driving 9,000 miles. Here they were in the middle of the West Coast. They were heading for our Nerthern border and would run into Vancouver, thence East among the Canadian Rockies and so on down, by easy stages, to Fort Riley. Their car was well equipped with the needful for comfort for four per- sons and they could prepare their food as they went along. Thus they were independent of wayside inns and sun- dry hash houses. Getting acquainted with these folks at the swimmin’ hole and learning of their army connection, we mentioned an officer of our acquaintance, lately in Texas, asking if by chance they might know him. But it soon developed that our friend was an infantry officer, and then this wife’s expression grew coldly rigid. Her husband was a cavalry of- ficer and “they knew almost nobody in the infantry!” We were, of course, were properly re- buked; and reflected on human van- ities and the universality thereof. I have mentioned the close-set cot- tages and “conveniences” of Lane’s which robbed the camp of the outing flavor we, at least, wanted. Another feature was the nightly bonfire. A big pile of wood is brought into the camp center each day which is lighted at dusk, burns briskly with such vigorous heat as drives most folks off the str rounding benches, dies down and is glowing embers in the morning. This, is done ‘because it is “the thing to do”’—typical of what other camps everywhere exhibit; the same lack of originality to be noted in our cooking and eating places. Enough fire wood is burned each night to keep family warm depth of a a Pittsburgh worker’s week in the winter. Seems as if through a Pennsylvania things might be better adjusted, but perhaps not. It always seems as if simply to rest quietly and do nothing particular would be the proper “thing to do” in a camp in the redwood forests; to associate with the great trees, emulating their own dignity of quietude. But we Americans fear our own company. The society of nature is not enough for us. But we who had lived in our tents, removed from all the jazz and radios, were a bit regretful as we left Lane's. The drive South was not trying, over the smooth highways under the care of two lusty good natured lads who spontaneously laughed off every semb- lance of difficulty. Because they were so genial their names remain with me: Austin Minto and Ralph Leete. The comparative heat of the sheltered roadway gradually gave place to the bracing air of the Bay Region and by supper time we arrived in the incom- parable atmosphere of San Francisco— our Redwood Camp adventure for this season now a happy memory. Paul Findlay. —_2>++__ Holiday Purchasing Features Markets Activity last week centered princi- pally on merchandise for holiday pro- motions. This development, along with the inclement weather experienced, was the direct cause for the slump in ready- to-wear demand, according to the mar- ket report prepared by a leading dry goods establishment. “Accessories, including handbags for dressy, street and evening wear; cos- tume jewelry and ensembles, hat-glove- and-scarf séts, smokers’ accessories, oc- casional piece and home items,” the report said, “were heavily ordered.” “In better dresses, mail orders dur- ing the week stressed formal styles, principally to retail at $29.50 and $39.50. An interesting feature was the fact that practically every order stipulated ‘no blacks.’ Retailers apparently have sufficient blacks in stock. The dyers’ strike, however, is making it extremely difficult to fill orders on specific mate- rials and colors. In fact, no orders can be placed for immediate delivery. December 26, 1934 “In the medium-price brackets, or- ders for street dresses were unusually light. However, special orders for formal styles, including the dinner types, were noted. In these price rang- es we also find deliveries difficult on specific colors. Manufacturers also fee] uncertain about deliveries on the new prints, as desirable piece goods are growing scarcer. In low-end dresses, there was a spurt of activity at the be- ginning of the week on dressy after- noon and Sunday-night styles. High shades are especially requested, with very few blacks or browns sought. The silk strike has seriously affected the cheaper-end market. So far we have had no real difficulty in low-end deliv- eries, but the situation is becoming more acute daily. “Furs should be included in mer- chandise which is experiencing con- siderable activity due to holiday pro- motions. Fur jackets, especially white bunny and lapin styles, and neck- pieces are conspicuous in orders. There were quite a number of requests for silver fox scarfs. “In coats and suits, activity on Win- ter merchandise has simmered down to special orders. Retailers are working on small stocks, which consist princi- pally of promotional groups. Coast and Southern stores are evincing interest in new Spring merchandise, especially suits for December and January pro- motions.” —_»++—___ Corporations Wound Up The following Michigan corporations have recently filed notices of dissolu- tion with the Secretary of State: Interior Finish Co., Saginaw. Springwells Dept. Store, Inc., De- troit. Grape Distributors’ Exchange, Inc., Detroit. Cunningham Stoker Co., Detroit. Battle Creek Taxicab Co., Battle Creek. Barton Hills Motorbus Co., Detroit. Beyer Machine Co., Jackson. Grabon Oil Co., Detroit. Drs. Weiss Foot Comfort Special- ties, Inc., Detroit. Goodyear Service,, Inc., Detroit. Economy Tool Co., Detroit. Hyslop-Strange Hospital, Inc., Mt. Pleasant. Munger Realty Co., Detroit. National Parts Co., Inc., Lansing. Aqua Systems, Inc., Lansing. Hood Rubber Products Co., Detroit. K. & N. Penny Cafeteria, Inc., De- troit. New Castle Realty Co., Dearborn. Inc.. gwEN A/ (SELF-RISING) PANCAKE FLOUR IS"INFPOPULAR’ DEMAND! VALLEY CITY MILLING CO. Portland, Grand Rapids, Kalamazoo, H. olland, Traverse City -part of the nation. December 26, 1934 MICHIGAN TRADESMAN 13 MEAT DEALER School of Meat Cookery Gains in Momentum A new educational meat advertising campaign which is said to overshadow anything ever done previously along this line in all the history of the live- stock and meat industry was reported upon today by R. C. Pollock, general manager of the National Live Stock and Meat Board at the semi-annual meeting of that organization being held here. Charles D. Carey, well-known stockman of Chyenne, Wyo., and chair- man of the Board presided. The advertising campaign which is sponsored by the Board and leading newspapers, and financed by 4,500 re- tail meat dealers is now under way in three Eastern cities. Centered in Bos- ton, Philadelphia, New York, and ad- joining territories, it is reaching a pop- ulation of more than 20,000,000 per- sons with the message of the value of meat in the diet. Each campaign is carefully mapped out for a full year. From every portion of this heavily pop- ulated area, the reports received show that the intensive effort is bringing ex- cellent results. Impressed by the possi- bilities along this line retailers of Pittsburgh are backing a similar cam- paign which. is expected to swing into action in that city the first of the year. Taking up other phases of the Board’s work, Mr. Pollock stated that the school of meat cookery program gains in momentum daily. Attendance is on the up grade, Schools held in 29 cities since the beginning of the fiscal year last July 1, have been attended by an average of 8,310 housewives per school. The 240,000 homemakers who have witnessed the demonstrations of the preparation of meat dishes, and have heard the lectures featuring the selection, preparation, and food value of meat spend approximately $70,000,- 000 for food annually. That new records have been set since July 1 in the meat merchandising activities of the Board was brought out. Lecture-demonstrations featuring modern meat cuts and meat-cutting methods, have been presented in 59 cities of 16 states, reaching 164,000 per- sons. Retai! meat dealers display wide- spread interest, men of the trade from 601 cities being present at 49 meetings, many coming from 75 miles and more. Fifty demonstrations featured on high schoo] assembly programs each reached from 500 to 3,000 students. Homemakers, service clubs, hotel and restaurant groups, etc., have also been contacted. Increasing interest of the homemaker in the subject of meat and meat cookery is responsible for in- creased activities by the Board in the field of home economics. The calls for service in this field come from every National organiza- tions in the industrial, institutional, and professional fields are numbered among the many requests for lectures, demon- strations and literature on meat. Activities in the field of nutrition are making it possible for the Board to give nation-wide dissemination to authoritative facts on meat’s food value. Lectures before doctors, den- tists, dietitians and laymen, educational exhibits at conventions of these groups, nutrition literature, etc., are telling the story of meat as a food to the Nation. Reviewing the work under way in the Co-operative Meat Investigations project, Mr. Pollock pointed out that marked progress is being made in de- termining the factors contributing to differences in yield, quality and palata- bility in meat. This work, which was initiated by the Board, is being carried on in the pens, pastures, and laborato- ries of a large group of agricultural experiment stations and the U. S. De- partment of Agriculture. These studies are revealing facts helpful to consum- ers as well as to all branches of the industry, he pointed out. Evidence of the constant and in- creasing demands upon the Board for literature on the subject of meat, is seen in the fact that since July 1, re- quests for material have poured in from over 700 cities and towns. New colored and illustrated Food Value charts are filling ah important place in stressing the food value of meat. A new folder, “Ways to Use Economy Meats” is in extensive use by emergency relief and welfare organizations across the coun- try. Meat merchandising manuals have been revised and reprinted for use by retailers in pushing meat sales. The new 1935 meat recipe book, featuring beef, veal, pork and lamb dishes will go into more than one million homes. More than a score of other types of meat publications go into circulation daily. “Never in the history of the National Live Stock and Meat Board has there been evidenced such a whole-hearted response to the program under way,” asserted Mr. Pollock. “The bigness of the live-stock and meat industry and its relation to human welfare is being recognized more and more; meat is being given its just dues as the center around which balanced meals are built. Especial mention should be made of the part taken by the nation’s press in carrying this message of meat to all corners of the country. Without the co-operation of organizations and in- dividuals, both within and outside the industry, the program in behalf of meat would not be possible.” —— 272+ > Price of Meat Affected by Buyers’ Tastes Housewives sometimes wonder why some choice cut of meat may cost them considerably more per pound than the live animal cost the packer. There are two reasons for this. One is that each hundred pounds of animal will at best make only sixty or seventy pounds of meat; and the second is that as long as the great majority of house- wives insistently prefer the same choice cuts of meat, other cuts must be sold below their real value—in fact, at any price they will bring—even though they may be just as whole- some and nutritious as the best. Any dressmaker can tell you that it may take three yards of silk crepe to make a dress, although the owner of the dress is far less than three yards high. Some waste is unavoidable, the dressmaker will explain. And any packer can tell you that a hundred pounds of live animal will yield but about fifty pounds of lamb; or about seventy pounds of pork, even including lard. The remainder, of course, is not entirely waste, since it can be manu- factured into by-products in many cases—just as the dressmaker might conceivably make doll clothes also. But the packer is primarily in the meat business, and if he is to stay in that business, and be able to meet his obligations for his live stock, supplies, payrolls, and other items of business expense, he must ordinarily get back from the sale of sixty pounds of dressed meat approximately as much as he has paid for the corresponding hundred pounds of live animal. That inevitably means that there shall be a spread between the price of live stock and the price of meat; but the differ- ence is not a large one, and it repre- sents a very real service to the retailer a service they and the consumer would much prefer to pay for than to perform themselves. In the second place, the situation where housewives concentrate much of their demand on a few choice cuts of meat, to the neglect at times of many more cuts just as wholesome, might be compared with that in a household where every member of the family wanted to work or play or study in the kitchen. There would be fights and spills and uproar around the cookstove, and silence and dust and cobwebs in the rest of the house; and if the habit spread to other fami- lies, contractors would have to start making their houses all kitchen. Perhaps the farmer would like to start raising hogs that were all ham or bacon or pork chops, too; they would be easy for the packer to sell, and there would be no superfluous parts for him to try to dispose of. But, unfortunately, nobody has invented a hog with only two legs and no head or neck or feet; and even if someone did, this highbrow hog would starve to death instead of getting fat, because he couldn’t even see or eat. But until that kind of a hog does come along, all the packer can do is to take him as he is, and sell the various cuts for what they will bring—hoping the in- come from the favored cuts will make up for what he ought to get, but can’t, for those at present neglected. And on days when he can’t even break even that way, all he can do is to keep hoping that housewives will some day buy meat for its nutrition instead of position, or dream that raising a hog to be all pork chops were as easily accomplishable as building a house, especially a house that would be all kitchen. ——_—_~+ + > Planning Menu for Christmas is Made Easier True, some families have their own favorite menus for the different holi- days, yet many more always dread those “big” dinners because they have no set menu, and scarcely know where to begin with the planning. It is for those that Inez S. Wilson, home econ- omist, suggests holiday foods, some of them old and some of them new, but all are favorites. In many families, the entire Christ- mas week is One of intense excitement. The young folks are home from col- lege, and are apt to bring friends in for a raid of the ice box at any time of the day. For those housewives who are likely to be called upon to serve refreshments on short notice through- out the week, Miss Willson suggests a whole baked ham. Of course, it should make its first appearance, dressed in all its glory for the Christmas dinner. Then it can be used sliced cold for sandwiches, or hastily prepared in doz- ens of attractive ways. A very special way of preparing the baked ham is to use brown sugar and honey or maple syrup. First, place the ham fat side up on a rack in an open roasting pan and let bake in a slow oven. For a ham weighing 10 pounds allow four hours, or twenty-five minutes per pound for baking; for a large ham, allow twenty minutes per pound; for a smaller one, allow thirty minutes per pound. Forty- five minutes before the ham is done, remove it from the oven, take off the rind and score the fat to form dia- monds. Spread this with a mixture of honey or maple syrup and brown su- gar, and return to the oven to finish cooking and brown the outside. It may be basted occasionally with honey or maple syrup. To serve, place it on a large platter, decorate with candied cherries and slip a paper frill over the shank bone. This paper frill may be made from a letter size piece of paper doubled and cut partially through from the doubled side in parallel slits. Mashed sweet potatoes, buttered as- paragus, cranberry salad, olives, and mince pie complete the dinner. An old, old southern way of pre- paring sweet potatoes, and truly a fa- vorite way, is mashing them and add- ing to each 3 cups: of sweet potatoes, ™% cup hot cream, % cup walnut or pecan meats, and 1% cup peanut but- ter. These are then placed in a but- tered casserole and heated in the oven until nicely browned on top. In many homes, roast beef is always served on Christmas. If this is your choice, here is a hint or two for the roasting. Place it in the pan with the fat side up. This makes basting un- necessary for the fat melts during the roasting and trickles down over the meat, thus keeping it moist. The tem- perature for roasting should be very low, not higher than 350 deg. F. At the temperature of 350 deg. F., allow eighteen to twenty minutes to the pound for cooking a rare roast, twenty- two to twenty-five per pound for a medium, and twenty-seven to thirty minutes for a well-done roast. To serve, place on a hot platter and dec- orate with crisp parsley. Adequate distribution of goods makes, unmakes — or remakes — all capital values! Pushing others brings pull. Oysters and Fish Fresh Shipments Daily. Ask your Dealer for Reader Fish. They are better. Lake and Ocean Fish. Wholesale. G. B. READER, Grand Rapids. Ei F ; a +] Sona HERI Se ee feo 14 HARDWARE Michigan Retail Hardware Association. President — Henry A. Schantz, Grand pids. Secretary—Harold W,., Bervig, Lansing. Treasurer—William Moore, Detroit. Field Secretary—L: S. Swinehart, Lansing. Speak the Farmer’s Language Some time ago Eddie Cantor wrote a book entitled “Yoohoo Prosperity!’ The principal idea of the work was that prosperity was just around the corner, but Dr. Cantor couldn’t find out which corner. Th book was priced at one dollar or a carload of wheat. I don’t know whether anyone actu- ally bought the book for a carload of wheat, but I do know that back in 1931-32 many a distraught wheat farm- er was tempted to offer a carload of wheat for practically anything, from a pet skunk to a folding bath tub, or even a book on prosperity. Ine dollar for a carload of wheat was a merry quip burlesquing a sit- uation that was tragic and real. Crop parities were at rocky bottom. So were farm buying and business. Now the story has changed, and so have farm crop parities. Two years ago the farmer’s dollar was worth about 44 cents. Now it is worth about 8 cents. Two years ago, corn, the greatest of American crops, was being dumped at 14 to 16 cents a bushel. Cotton drag- ged at four cents, and wheat limped along at 40 cents and thereabouts. Now corn is selling from 90 to 95 cents a bushel (74 to 76 in Chicago), wheat $1.10 to $1.15, middling cotton ranges from 12 to 13 cents a pound—on. the sunny sid eof $60 a bale. With minor zigzaggings excepted, the general direc- tion of crop prices is upward in almost all departments; grains, fruits, vege- tables, poultry, and milk. And speak- ing broadly, farm prices are out-climb- ing industrial prices as farm buying power for 1934 rose 44 per cent. over its total for 1933. Farm buying is getting back to old and proved ratios. Those of us who can remember back of the upsetting and tumultuous ’twenties, remember when a dollar a bushel for wheat, 50 cents for corn, and 10 cents a pound for cotton were the proved and _ staple prices, the real bases for farm buying and prosperity. Agriculturally speaking, those were also days of commodity buying. Two bushels of wheat bought a pair of shoes; a fat hen bought a new hat, a wagonload of corn a new suit. These parities were specific and tangible. They were business getters and build- ers. A good farmer could budget his crops even before harvests were sold. Speaking as a farmer and an inter- ested onlooker, it seems to me that the time is again ripe to sell to farmers in terms of restored parities and of com- modity values. I am not exhorting a return to barter. But I am suggesting commodity salesmanship. As a first why not? I suggest a wheat window. A bushel of wheat, preferably locally grown, should be the center of interest, The sample might MICHIGAN TRADESMAN well be tagged with a card, stating va- riety and grower’s name. About the bushel of wheat could be attractively grouped a display of tools, farm and household hardware, utensils, china ware, and various and sundry items that can be bought for the price of a bushel of wheat, i.e., $1.10, or the cur- rent local price. The idea should hold excellent pos- sibilities for related selling and assort- ment selling. Items featured as buyable for the price of a bushel of wheat would, of course, vary with season and type and trends in local trade. But hundreds of staples and notions in hardware and furnishing lines might be grouped and displayed at the exact or approximate price of a bushel of wheat. Other great crops would hold as great or greater opportunity for dis- play selling in terms of commodity A window display centering abou! a bale of cotton might include excelleiit oil ranges, refrigerators, dining seus, chair sets, table services, beds, and in- numerable articles of househcid and staple hardware and farm equipment, all buyable at exactly or approximately the current farm price of a bale of cot- ton. Apples, potatoes, oranges, grapes, butter, wool and many other crops of outstanding importance in your farm trade territory might respond to com- modity display. The display would provide excellent advertising for the grower. It would interest the country public particularly, the town public generally, and would play to the old- time country fair rule that good pro- duce is always good display. And it would be in keeping with the nation- wide truth that farmers are buying again, and the great old business max- ‘im that tells us its the farm dollar that turns the wheels of prosperity. If the window display proved a busi- ness builder, then the idea might prof- itably be applied to country newspaper advertising and to direct mai! adver- tising. Finally, I should like to make a sug- gestion as to statement of produce prices. These should be locally accu- rate. The quotations herein quoted on corn and wheat, for example, are taken from the New York exchanges. Chi- cago, Kansas City, Minneapolis, etc., prices are lower. And the display quotation should be the farmer’s price, at the time of dis- play. Chas. M. Wilson. —_~2++>__ China and Glass Sales Mount Calls for replacement goods swamp- ed the wholesale glass and chinaware markets this week as retailers attempt- ed to replace stocks reduced by the most active consumer purchasing wit- nessed here in three years. Stores in the metropolitan area Saturday did the largest single day’s volume on china and glass since 1931 and buying so far this week has been 10 to 33 per cent. above average. Producers, who are striving to complete shipments on goods ordered early in the Fall, were unable to assure delivery on current reorders. The demand for merchandise includes all price ranges in both china and glassware. HARDWARE RETAILING Many Methods By Which It May Be Improved Prior to 1910, hardware retailing consisted primarily of being alert and intelligent as to the requirements of the shopping area, and then being smart enough to know where to buy and at what price to buy them, lay in an enormous stock and control the market. Hardware stores in the latter part of the last century and the first ten or fifteen years of this century were pri- marily successful because they were good purchasing agents. Merchandis- ing was an unknown factor. Display was thought to be a giddy, silly idea of some of the big town merchants. Cleanliness was never considered, and the ease of shopping was something that never concerned the hardware merchant. The old hardware merchant used to be proud to know that he could put his merchandise anywhere, have it in most any condition and charge most any price for it as he knew the public would have to come to him and would take it away from him—he was right then; but what a difference there is to- day! Competition started to affect the hardware retailer when national mail orders houses sent out their attractive sales compelling and interesting cata- logs, the beautiful pictures and the vivid descriptions of the merchandise, enthralling the gullible public and farmers who wanted the thrill of buy- ing their hardware, housewares and wearing apparel from the big city. Then the hardware dealers got worried and they got mad, but what did they do? Nothing—which has been their most consistent performance from the beginning of hardware retailing up to the present. They didn’t realize that the public was weaned away from them. Now we will skip over a broad ex- panse of time and come down to prac- tically the present—let’s look at the average city or community and we find hardware store merchandise being sold by more merchants than have perhaps attempted to steal other lines from their fellow merchants. ._We find hard- Ware competition now includes mail order chain stores, national chain stores, dollar stores, department stores, drug stores, grocery stores, malt shops, furniture stores, electric shops, radio shops and then we have the additional merchandising hazard in places of pub- lic utility companies reported to be selling without regard to profit, gas and electric major appliances. Then we look around us and study the effort made by the circulation managers of newspapers, magazines, etc., and we find that they are using as prizes for circulation campaigns more hardware and housewares items than any other line of business or merchandise. The old trading stamp racket seems to bob up occasionally, and we find trading stamps and makers of canned cream, coffee and other foodstuffs, urg- ing public to save their labels and after they get ten million or more, to send for the catalog of premiums—when they study the premium list, it consists December 26, 1934 mostly of hardware store items. Then the direct sale from house to house canvassers and organizations who thought they could take their merchan- dise to the public at their homes de- veloped a new phase of merchandise handicap. We find that 75 per cent. of the merchandise so offered is hard- ware store merchandise. Later we find our National Govern- ment employes and the employes of our States, counties and cities, partic- ularly in the larger centers, who or- ganize for the apparent purpose of protecting their salaries, and for per- haps some very cheap mutual insurance policy, or free hospitalization when they are ill, whose organizers and sec- retaries find the greatest drawing pow- er for paid membership in employe groups to be the offer to purchase for them at wholesale their personal house- hold requirements. The writer has seen dozens of pamphlets and mimeo- grphed catalog sheets put out by em- ployes, associations featuring 90 per cent. hardware store items. Some marvelous co-operative pro- ducing and distributing groups having a basic marvelous idea and function have grown into enormous _propor- tions in the State of California, and undoubtedly their influence and pur- poses have been reflected in other states and regions, referring to such eminent organizations as the Farm Bu- reau, the Walnut Growers’ and Fruit Growers’ Associations. Yet the or- ganizers and officials of these groups which have produced such marvelous help, aid, counsel and remuneration to its members, have found it necessary to hold their membership together by offering them an additional induce- ment. What is this inducement? Noth- ing but a further handicap to the hard- ware retailer because the members of these groups can buy all of their agri- cultural implements, supply parts, lu- bricants, oils, gasoline, tires and bat- teies, insecticides, etc., and even their household and house furnishings, at wholesale. Then add to this situation the fact that most of our hardware jobbers find it most interesting and perhaps profit- able to sell at wholesale prices those nervy persons who find out where the jobbers are located, and through a friend who has a friend that knows a friend their requirements are filled. How these retail customers enjoy and use the privilage of buying their tools, implements, accessories, supplies and housewares at wholesale prices through our jobbers! From a perusal of the foregoing, perhaps it will indicate to you that we must be selling important necessities. Yes, that is the secret of the whole thing, we are in an important business selling, for the most part absolute natural human requirements. That’s why our business has induced so many unfamiliar with it to embark upon the selling of hardware and housewares. From the standpoint of a metropoli- tan area modern hardware store, it seems appalling that most of these dealers were negligent in not taking on many new lines years ago, that were offered them because they were articles of merchandise and supplies that would December 26, 1934 naturally be sought for in a hardware store, Years ago the hardware retailer had the gas stove and gas heater business right in his lap. I am afraid they were rather careless in not meeting com- petitive prices and demand of the pub- lic; then suddenly the furniture stores became active and, with the aid of de- partment stores, have stolen a large percentage of the gas stove business from the hardware retailers. When household electrical lamp socket appliances were first introduced, they were handled by electric jobbers who wanted to keep this merchandise in the electrical field and refused to sell hardware dealers. After the average electrical contractor-dealer so miser- ably failed as a merchant, then the manufacturers of these goods sought the hardware jobber, who wasn’t any too alert in accepting the task of dis- tributing such appliances through the hardware retailer, but finally our job- bers did take the line on. Then, too, many hardware retailers felt that they shouldn’t take on new lines that had to be pioneered. Right here is one of the hardware re- tailer’s weaknesses—he is prone to let someone else pioneer a line and create a demand, and when the demand is apparent, he wants everyone to get out of the business so that he can enjoy the fruits of someone else’s endeavors, and he is annoyed when the others won't go out of business. To-day the electrical household lamp socket appli- ance business should be in the abso- lute control of the hardware retailer, yet he sells less, nationally, then 20 per cent. of the demand. Then he looks around and finds that drug stores and department stores are selling quite a few and that the prices are so much lower than the hardware retailer can sel] at. Unfortunately, most drug stores are better druggists than they are buy- ers of household goods; therefore they would sacrifice the public’s interest in quality to a very serious extent. What must the hardware retailer himself do to regain the most impor- tant factor that will determine his future ? First, let us analyze this fact: The hardware retailer needs, more than anything else to-day, a renewal of pub- lic confidence. As to the means of re- gaining this confidence, perhaps some of the following suggestions might serve: Poor window displays and lack of sufficient window display, which is an inherent failing of hardware retail- ing. Inadequate and unsuitable illumi- nation of windows and stores is most apparent and requires a decided im- provement. Poor purchasing judgment is often apparent to the keen merchan- dising analyst who so often finds the type of merchandise selected by the hardware store entirely out of line with the environment and personnel of the community or buying radius of certain dealers. A retail hardware store, to be a success, should be conducted on the basis that, after all, it is but a purchas- ing agent of the community’s require- ments. Later developments in mer- chandise display have shown a tre- mendous improvement in that the modern open table display, with bins, MICHIGAN TRADESMAN shows a price ticket for every article. I wish every hardware retailer would discontinue, absolutely, the further use of any hardware jobber’s price tags that are furnished so graciously by the jobbers, and which show the name of the jobber, the address and the cap- tion “Wholesale Only.” I fully realize that the jobbers never intended these free price tickets should be used to your detriment. But consider the psy- chology of a customer entering your store, looking at merchandise and find- ing thereon a price ticket indicating that you purchased this merchandise from a certain wholesale house. There is prevalent in the United States to-day the most devastating national “plague” in our history. This epidemic is com- monly called “Let’s Buy It at Whole- sale.” Your average customer—man or woman—is pretty smart, at least along these lines. Customers note the name of the jobber (which should be un- known to them), take a mental or phys- ical note of same and go looking for a neighbor, a friend, or a relative who, through a chain of friendships, can locate someone who has a buying con- nection with said jobber and, of course, the retail consumer gets his personal home requirements from some jobber. My suggestion is to throw every hardware jobber’s price ticket in the incinerator and buy your own. Bet- ter yet—have your name on them, and let the tag remain on the merchan- dise, so that when it reaches home, it is a further advertisement for you. New goods, lines and improvements, particularly those nationally advertised in magazines or by radio, are not found in sufficient quantity or soon enough in the average hardware mer- chant’s store. This fault may not be entirely the hardware merchant’s, as undoubtedly our usual source of sup- ply, namely, the hardware jobber, is not too alert in getting these new lines in stock to offer the merchants. The fact still remains that many merchants are asked to buy even samples of the new lines and still do not comply, with the result that the public, not find- ing such merchandise in the average hardware merchant’s store, is fast los- ing interest in him and looking to other, more alert types of outlets where it finds this merchandise. Store personality is actually the at- mosphere and environment—its attrac- tiveness both inside and outside and its type and mode of display of merchan- dise, and the ease, comfort and mod- ernization affecting and pleasing the customer. In too many instances and as an average, the hardware merchant has not kept pace with other merchan- dising crafts in his own community or city. The public is attracted by the store personality and, believe it or not, people are looking for it to-day more than ever. If a hardware merchant would analyze where and why he and his family favor certain stores in his community, he would readily appreci- ate the fact that his own analysis is ofttimes similar to the public’s analy- sis of his and competitive stores. The store personnel among hardware merchants is lacking, in average, in adequate service, courtesy and aid to the customers. Mr, and Mrs. Public of to-day, with real money to spend, are very exacting and demand more serv- ice and consideration than they have ever expected heretofore. The public is very choosy and, in fact, snooty. If a hardware merchant finds his store traffic falling off and many old and familiar faces missing in his customer traffic, he had better analyze this par- ticular phase of his business and ser- vice as against his worst competition, namely, chain stores and mail order chains. He has a decided advantage over them because the hardware store salesmen (and they should be salesmen instead of clerks) must spend many years of apprenticeship, learning his merchandise, and they become quite expert. They understand, or should un- derstand, the material that every prod- uct is made of, its advantages over competitive cheaper lines, the true and complete function, need and require- ment of everyone of the countless thousands of pieces of merchandise making up the average hardware store stock. The customer entering most chain stores finds poorly paid, below the average clerks who have spent little, if any, time in their present work and who know little, if anything, about the merchandise other than to be alert, to wait on the customer, to have the mer- chandise out where the customer can see it and handle it, so have a price On every piece of merchandise, and then but wrap it up and: hand it to the customer. Certainly the public can get more accurate, dependable information and help from a hardware store sales- man, but this must be coupled with a pleasing attitude, smiling happy faces, a very decided and evident de- sire to please and satisfy, plus an enormous amount of courtesy and con- sideration. This, in time, will build up a great public confidence and interest. The appearance of the store staff, including salesmen, clerks, bookkeep- ers, stock men, delivery men is also very important. The writer has had quite an obsession for many years on this point and still believes that the day is not far distant when it will be a standing rule in all hardware stores that the salesmen will be obliged to wear their coats, or preferably a smock with a wrap-around belt. The most appalling sight in a hardware store is to see a man come out to wait on a customer in the front of the store with perhaps dirty overalls and an equally dirty sweater, or still worse, a dirty white shirt or an atrocious blue work shirt. Chain stores dealing in general merchandise, have recognized the ne- cessity of standardizing their sales clerks, and in a great many cases uni- form them in smocks. The new super food, meat markets and vegetable mar- kets have utilized this to the greatest extent. It is always more desirable to a cus- tomer purchasing food, meat or vege- tables, to see a clean, standard garb or uniform on the clerks, because it pro- duces a satisfactory effect of sanitation and cleanliness. Of course, the old hardware man will complain that he is not going to turn “sissy” and wear any smock or expect to be too clean when 15 he has to handle bolts, chains, paints and oils and all of those non-profitable bread and butter items that used to ‘be the hardware store’s principle sale, and to-day, for the most part, repre- sent his principal merchandising haz- ard and item of profitless merchandis- ing. So many outstanding and modern hardware stores have made a success of specialty salesmen, or regular men in their organization specially trained and educated, who have produced a remark- able volume and profit in the sale of gas ranges of the better type, and such other important departments and items as electric washers, vacuum cleaners, electric refrigerators and radio receiv- ing sets. Any item or article that is essentially a household utility or ne- cessity, should find its principal de- mand and sale in a hardware store: but if the hardware dealer does not accept this type of merchandise and open his heart and mind to it, this will produce other types of merchants even perhaps unknown to us to-day, who will buy, exhibit and sell this type of merchan- dise. The public wants it and is buying it. Unfortunately, up to the present, not enough of this sales volume has been coming to the hardware merchant. Our greatest competition lies in chain stores, national mail order houses, dol- lar stores—all highly organized—whose merchandising directors receive large compensation, and justify it because of their minute study and analysis of the trend of the public demand, the price levels, and watching national ad- vertising in magazines, newspapers, radio broadcast advertising and all types of local competitors’ advertising. How then, can the “lone wolf mer- chant” in the hardware field expect to compete against such strongly organ- ized, efficient national organizations, unless he too, individually and with his fellow local hardware merchants and with all the other hardware merchants in his state, give support to, both mor- ally and financially, their own trade association so as to authorize and de- mand the compilation of such figures nd the dissemination of same. Then each and every member may receive such valuable data, give it personal study and attention, and act co-opera- tively and quickly upon the sugges- tions, warnings and advice so pro- duced. Time payment sales or conditional sales contracts have worried, unneces- sarily, too many hardware merchants. This type of merchandising is growing, but it is not hazardous. The public de- mands it and is interested in buying much merchandise on deferred pay- ments, and Mr. Hardware Merchant must put himself in a position to sup- ply such service to his trade. Consumer and public advertising to interest them in the hardware store and its merchandise and prices, plus its service, has been quite inadequate. This is perhaps one of the most serious shortcomings of the average hardware merchant of to-day. You must adver- tise to keep your name, your address, your type of business and the mer- chandise you sell before the eyes of and in the minds of the public that you (Continued on Third Cover Page) Bs r 2 E Pp : HOTEL DEPARTMENT The Psychology of the Front Office In this article it is my purpose to touch only upon some of the high spots of this subject, as I realize that if I were to treat it in the manner of its scope it would require more space than could be allotted to me. The subject of applied psychology as related to the front office is a subject of keen inter- est, not only to the office clerk, but to the manager as well. The hotel industry, like every other well established business, is maintain- ed and operated upon a systematic un- derstanding of the underlying princi- ples of business psychology. To begin with one of the greatest es- sential qualifications of a successful operator or clerk is the ability to as- similate courtesy, geniality and a work- ing sympathetic understanding of hu- man nature and its needs. There was a time when hotel opera- tors and clerks maintained an attitude of “take it or leave it,” but in these days of keen competition the attitude of the industry and employe has changed. To-day the front office man and’ operator are students of applied psychology; they are devoting their energies to please and build up a con- structive clientele of satisfied guests. This idea suggests the principle of salesmanship and, after all, what is the front office man or the operator but a salesman? Some great bard has said “know thyself.” Can it not be said that this principle is applicable to the hotel industry? A successful employe must be sold on his own ability before he can hope to convey the sincerity of the thing he has to sell to his prospective customer. Many a person entering your hotel for the first time feels a sort of timidity; he or she is keen of the ob- servations and criticisms of the hotel seat warmer as well as the attitude of the reception he or she may receive from the room clerk or manager. If the clerk or manager is a student of human nature he will be quick to al- lay these misgivings of his guest; he will know when it is wisdom to speak and when it behooves him to be still. It may be true that your competitor may have a newer hotel; his rooms may possibly be a trifle better fur- nished; he may be able to offer a few inducements that you are unable to give, but I maintain that if a manager or clerk is thoroughly sold on himself and his house; if he applies the psy- chology of real salesmanship, he will have no difficulty in making of his guest a satisfied customer who will in turn become a booster for his hotel. Again, I believe it is possible for a person in the hotel industry to go through life without ever discovering himself or the value of the meaning of the word “service.’? The worst de- ceived persons are those who hypnotize themselves into the belief that they are really accomplishing things because they have learned to do their work more mechanically than mentally. By this I mean that many a man has failed because of his lack of ingenuity, his dislike of long hours, his unwillingness MICHIGAN TRADESMAN to pay the price that will eventually bring success. Many an employer has failed because of his lack of apprecia- tion of the service rendered by his em- ploye. If an employer is desirous of securing the best service possible out of his front office man, then he, too, must be alert to the fact that the same psychology he expects of his clerk in maintaining and building trade is to be exercsed on his part by appreciating the latent talents of his employes. When these qualities, Mr. Employer, are dis- covered or encouraged, if the employer will aid his employe to use them by giving him tasks that require mental as well as physical effort beyond that which is normally expected of him, then I think I can safely say without fear of contradiction that the effort thus expended will result in increased receipts at the end of the month. Hotels will make money, guests will be entertained and feel a sense of com- fort as the mental and physical qual- ifications of the front office man are developed. Even the small hotel keeper should know, in these competitive days he must give something more than su- perficial service if he is to make real friends for his hotel. Cordiality, sym- pathy and good will are his best stock- in trade. To succeed one must pay the price; lay hold of every opportunity to make of himself an indispensible employe, and I am sure the rewards will ve forthcoming. Now a final word to the operator: Treat your front office man with re- spect, if he is worthy. Encourage nim by counselling him, rather than to build up the morale of your organization by appealing to fear, which is what you do when you merely demand instant compliance with all of your orders, A few words of encouragement directed to your employe, appealing to those qualities of loyalty, will cutivate habits of prompt response and intelligent co- operation. To the office man: Make the best of every opportunity that comes your way. Learn the value of a silent ton- gue when trying situations arise. Be “Johnnie on the spot.” Cultivate a pleasing disposition and treat your guests with diplomacy, courtesy and friendliness and you wil find that the efforts will be appreciated, if your em- ployer is half human. W. F. Chase. See ee No Mass Production Seen There is to be no ‘‘mass pro- duction’’ of new municipal light- ing plants throughout the country with the use of Federal funds, White House spokesmen are said quietly to be advising business in- terests. At the same time it is indicated that there has been overemphasis placed upon the controversy over the constitutionality of the TVA law as. influencing President Roosevelt to advocate additional construction everywhere. Observers here are of the opin- ion that the President wants it known that plants can be built with Federal money if warranted, but resort to such a measure would be had only where it is impos- sible to come to terms with the utility company as to ‘reason- able’’ rates to consumers—Gov- ernment and private. ——__ +. Slip it in Sideways Rastus was sent to the general store. “My boss,” he said to the clerk, “wants a pane o’ glass nine by ’leven.” “Hain’t got none that size, Rastus,” said the joking clerk, “ but will a “leven by nine pane do?” Store, Office and Restaurant Equipment G.R.STORE FIXTURE CO. 7 lonia Ave., N.W. Phone 8-6027 Hotel and Restaurant Equipment Glassware, China, Silverware H. LEONARD & SONS 38-44 Fulton St., W. GRAND RAPIDS - MICHIGAN Warm Friend Tavern Holland, Mich. Is truly a friend to all travelers. All room and meal rates very reasonable. Free private parking space. JAMES HOEKSEMA, Manager December 26, 1934 “T’ll try ’er,” replied Rastus; “mabbe if we slip ’er in sideways nobody’ll no- tice it.” >> > Be wiser than other people if you can, but do not tell them so. ; — Willi F. Jenkins WESTERN HOTEL BIG RAPIDS, MICH. Modern Rates Reasonable Rooms Now Well Heated “BACK ON THE JOB” Owner and Operator IMIORTON 400 ROOMS EACH WITH BATH $1.50 up Grand Rapids’ Friendly Hotel Phil Jordan, Manager THE ROWE GRAND RAPIDS The Most Popular Hotel in Western Michigan 300 ROOMS — SHOWERS SERVIDOR Direction of American Hotels Corp. J. Leslie Kincaid, President An Entire City Block of Hospitality Have You Seen Our New @® Cocktail lounge — Popular afternoon and evening rendez- vous, @ “Pub,” our famous Tony at the service bar. Delicious 60c lunches and $1 dinners. “Danilin GRAND RAPIDS 750 ROOMS $2 UP CODY HOTEL GRAND RAPIDS RATES—$1 up without bath. $2.00 up with bath. CAFETERIA IN CONNECTION ALL GOOD ROADS LEAD TO IONIA AND THE REED INN Excellent Dining Room Rooms $1.50 and up MRS. GEO. SNOW, Mangaer Park Place Hotel Traverse City Rates Reasonable—Service Superb Location Admirable GEO. ANDERSON, Mgr. ALBERT J. ROKOS, Ass’t Mgr. New Hotel Elliott STURGIS, MICH. 50 Baths 50 Running Water European D. J. GEROW, Prop. e Occidental Hotel FIRE PROOF CENTRALLY LOCATED Rates $2.00 and up EDWARD R. SWETT, Mgr. Muskegon ote Michigan December 26, 1934 MICHIGAN TRADESMAN 17 Lines of Interest to Grand Rapids Council The asinity of high speed driving on our trunk lines has again been dem- onstrated in the death of Dr. and Mrs. Wilkinson and Mrs. Wilkinson's mother, Mrs. Morrow, which ocurred last week on M12, just East of Paw Paw. High speed contribuicZ to the death of three people and injury to others but the failure to observe the laws of our highways was the direct cause of the accident. Our state traf- fic laws strictly forbid passing cars on curves or hills yet one may observe infraction of these laws every day on our main traveled roads, Dr. Wilkin- son attempted to pass another car on a hill and meta buss head on as he reach- ed the crest of the hill. The impact was so terrific that the engine was torn from the chassis of the Doctor’s car and the occupants were terribly mang- led. Other drivers who observed the speeding coupe estimated its speed at near. 70 miles hour. Another tragedy was narrowly averted when another car traveling at high speed topped the hill and was driven out through a field to avoid crashing into the crowd that had gathered at the It is becoming per scene of the accident. convincing to the public that it will soon be necessary to have laws pro- hibiting excessive speed on trunk lines and a proper patrol system to take into custcdy those who violate the laws as enacted. It is becoming unsafe for the moderate and careful driver to be on our heavy traffic lanes because of the addle-brained drivers who defy death and destruction by using a heavy foot on the throttles of the powerful and speedy cars of today. It is apparent that care or curfew must predominate if safety is to be guaranteed the trav- elers on our highways. An English newspaper American films have been found wanton. The insatiable desire of mankind to destroy that which nature has bestow- ed upon the face of the earth never ceases and it apparently increases with each generation. We should all be thankful for the privilege of the Yule- tide and be ‘filled with the spirit of good fellowship during this period but, is it not possible to show our respect for this occasion in ways that would not call for the wanton destruction of the clothing with which nature clothes the earth? Would Christ countenance the wilful destruction of thousands of little trees could He be among us in person? Would He sanction this mur- der of the youth of our disappearing forests upon which to hang gifts that are but empty symbols of the real rea- son of Christmas. We believe His teachings should deter this practice of destruction among the Christian people. One may visit any city or town in the land before the dawn of Christmas Day and see thousands of little firs, pines, cedars.and hemlocks offered for says that tried and sale and after that their little skele- tons lying on the dumps and in back- yards. The National government is spending millions for reforestation, millions to stop erosion and wasting of hillsides and fields and yet nearly as many little trees fall victims of the axe every year as are planted to preserve our timber area. In our opinion our should laws that deal harshly with those whe dared touch a little evergreen for rea- sons other 'than transplanting. The law sheuld reach out so far as to deal with any individual who might have one in his possession during the Yuletide. The amount of money secured through the sale of Xmas trees is but a drop to the inestimable damage that is done to the Government would pass reforestation projects that are in opera- tion. Stop the commercializing of our young trees and an industry to fur- nish synthetic Xmas trees will spring up to care for the demand and will aid the employment situation as well. We hold that it is unchristian like to wan- tonly destroy in order to commein- erate the birth of the Christ Child and that God in heaven looks down upon us with disfavor when we destroy his handiwork. The wife says she would rather have a poke in the nose if I thought it up myself that a diamond necklace she had to ask for. There is a noticeable hum and stir the automobile dealers these days. The new models with all the new do-jiggers and gadgets are arriv- among ing and are going on preliminary in- spection before the big parade in the Auditorum Jan. 8 to 12. The dealers and salesmen all feel optimistic as to the results to be expected in 1935. The past ycar was quite satisfactory and it is the belief that 1935 will be much better. Now and then you may ob- serve a flirty creation but generally the bigger manufacturers are holding their lines to a conservative design. The buying public is not ready for the freakish designs and they will confine their buying to the more conservative creation. The trend toward greater horsepower, length and roominess is - quite noticeable. Automotive engineers are not overlooking the fact that car purchasers have an economy complex so they are building economy as weil as comfort into the new modeis. The industry is getting ready for one of the biggest years in its history. Very few people go to a doctor when ‘they have a cold. They go to a theatre instead. Mr. and Mrs Frank Holman will move their household goods to Detroit on Dec. 27. They will reside on Mark Twain avenue which is just off Grand River avenue. Their many friends wish them every success in their new home. Selby Miller, who claims he has driven a million miles without a single accident, had his record broken last week when he skidded on a slippery street and tipped over. He had made a long drive from out state and the journey was made without incident until he was within a short block of his home. Nothing serious resulted ex- cept a pair of black eyes for Selby. Jack Laramy, of the Michigan Lith- ographing Co., suffered a broken bone in his right wrist when he slipped on an icy walk in Muskegon last week. Jack has been an active worker and member of the Travelers Protective Association for many years and will now have a chance to collect for his injuries. Jack is on the Board of Na- tional Directors of the Association. The Council wishes him a speedy recovery. Barend DeGraaf, aged 76, passed away at his home, 750 Lake drive, Dec. 15. His funeral was held from the resi- dence Tuesday, Dec. 18, with Rev. Edw. P. Downey and Rev. J. Vander Meulen in charge of the services. He was a member of York Lodge, F. & A. M., and a former member of Grand Rapids Council. He traveled several years for the furniture industry and then engaged in the contracting and building trade until his retirement a few years ago. Dr. Bolender and family, of Detroit, spent Xmas with Mrs. Bolender’s par- ents, Mr. and Mrs. H. R. Bradfield, of Lake drive. Counselor Charles E. Fink, 216 East Fulton street, is spending the holidays with his daughter and grandson at Schenectady, N. Y. He will return about Jan. 10. Chester Nash and family, of Pontiac, sent Xmas with Mr. and Mrs. Harry Nash, of 547 Fuller street. Chester and Harry are no relation to Charlie Nash. We happy wish all of our friends a very and prosperous 1935, Notgniklip. —_+++—____ Events In Detroit Council No. 9 Snow, ice, slippery and we slide. Fun it is and such delights do we have. It fs the Spirit of Christmas. And with that magnanimity of heart and spirit of charity Detroit Council No. 9 gave a Christmas party to about fifty poor children. -A real Santa Claus gave a gift to each and delighted every boy and girl by his kindly manner. The Farm Maid Ice Cream Co., in the spirit of the times, donated the ice cream for all. Some kind woman donated the cakes and goodies. Laughter and de- lighted glee among the kiddies made the scene one of “Peace on earth, good will toward men.” A stocking for every child, filled to the brim, made them even more glad for when they reached home there was something to share with mamma or daddy. And where did we have this party? It was in the beautiful and nicely ap- pointed home of Mr. and Mrs. Stanley P. Ecclestone. And such hospitality did we have—the genuine, that our hosts know well how to give. Mr. and Mrs. Harry Carrier, who are professional magicians, made the sides of the kiddies split with glee and our members and our ladies doubled with laughter. Christmas is certainly here. Yes, Christmas with delight and real U.C.T. cheer. Wigstaff. ——_2++___ Five great enemies of peace inhabit with us—avarice, ambition, envy, anger and pride; if these were to be banished we should infallibily enjoy perpetual peace. —-+ + ___ We weaken when we exaggerate. Items From the Cloverland of Michigan Sault Ste. Marie, Dec. 24—Christmas brought much cheer to this commun- ity. The merchants all report an in- crease over last year and our post- master reported that over forty tons of Christmas mail was handled during last week. We congratulate our postmas- ter for the excellent service rendered. All the mail was promptly delivered and the extra help at the window made it possible to make sending a pleasure, as there was very little waiting in the lines. As sunshine and rain make plants flourish and bloom, so industry and in- telligence make many a business yield profit and pleasure to all connected with it. The total freight tonnage passing through the ship canals here in the last year nearly doubled the 1932 ton- nage when the lowest figures in thirty- five years were registered. Figures just released for the tonnage in 1934 show a gain over 1933 of nearly 2,000,000 tons. The total freight locked through here in 1934 amounts to 42,248,132 tons. This 5 per cent. increase is a trend in the right direction and it shows that busi- ness is gradually improving in the Great Lakes area. In 1887 the tonnage locked through the old Weitzel lock was but 5,494,649 tons. There was a healthy growth, but business did not show a total as big as 1934 until 1905. Two years traffic were in excess of 90,000,000 tons and for the ten year period before 1931 the average ton- nage locked through was more than 78,000,000 tons. We have a good way to go yet to return to this ten year average. We are headed right and 1935 should show another healthy increase. We have here the world’s busiest ca- nals. The further needs will make nec- essary another lock and in the near fu- ture we may read of detailed plans for modernization of the Wietzel lock, which was built in the years from 1870 to 1881. A friend remarked: “See that man over there? He is worth a million dollars. To look at him you would not think it. He cares nothing for personal appearance, nor the pleasure of living, and he never gives a dollar to charity. And yet he is worth a million dollars.” I answered, “You mean he has a mil- lion dollars. He is not worth thirty cents.” Looking forward to one of the great- est tourist businesses of its career and looking back on a year of capacity crowds, Blaney Park announces that workmen have been engaged on the improvement of buildings in the Blaney group. Cottages are being rebuilt with closed in porches. All buildings are being reshingled and re-sided. This work will continue through the winter months until completed. Bear Creek Lodge, which heretofore had been kept open all the year, will be closed for the winter months and many of the rooms will be decorated. The entire staff, which has become so well and favor- ably known to guests from all over the country, will be kept intact and used in other units of the business, such as the store, service station, and game refuge, until Blaney Park is again opened in the spring. When a man loses interest in the worth while things of life he is just as dead as he will ever be. W. G. Tapert. —__2>~-+___ That is what makes science a real adventure—you can reason and proph- esy certain things before you make your experiment, but in the middle of it you may stumble on to something just as unepected as the islands which stopped Columbus on his journey to the Far East. —_»+->—__ Experience is a dear school, but fools will learn in no other. — Benjamin Franklin. DRUGS Michigan Board of Pharmacy President—Earl Durham, Corunna. Vice-President— N. Henry, Lowell. Other members of the Board—Norman Weess, Evart; Frank T. Gillespie, St. Joseph; Victor C. Piaskowski, Detroit. Director—E. J. Parr, Lansing. Examination Sessions — Three sessions are held each year, one in Detroit, one in the Upper Peninsula and one at Ferris Institute, Big Rapids. Michigan State Pharmaceutical Association. President—J. E. Mahar, Pontiac. Ex-President—Duncan Weaver, ville, lirst Vice-President—Ben Peck, Kala- mMazoo, Second Vice-President—Joseph Maltas, Sault Ste. Marie. : Treasurer—Henry Hadley, Benton Har- or, Secretary—Clare F. Allan, Wyandotte. Executive Committee — M. Henry (chairman), Lowell; Benjamin S. Peck, iXalamazoo; A. A. Sprague, Ithaca; Leo J. Lacroix, Detroit; James W. Lyons, Detroit; Ray Jenson, Grand Rapids; Dun- can Weaver, Fennville. Fenn- Improve Writing on Prescriptions Some years ago a friend of mine showed me a prescription written by a German 4 I could not read it. Neither my friend nor his two licensed pharmacists could read it. He explained to us that one of Ais doctor. customers was in the habit of going tc Germany every and on his last visit had had occasion to consult an eye specialist. summer, Before leaving Ger- many, he requested an extra prescrip- tion that he might take with him and have filled in this country if necessary. We were ali perplexed, and imagined that the prescription might call for some drug or other that was not com- mion in this country. Finally one of us thought of exam- ining it with a magnifying glass, and, knowing that it was written by an eye specialist, could make out the direc- tions that it was to be used as drops for the eyes. Bearing this in mind it became obvious that it called for a weak solution of cocaine hydro-chloride. After we all looked at the prescrip- tion several times under the glass and then several times without it, we canie to the conclusion ‘that after all it was quite legible. We ali felt quite as much to blame as the physician who wrote the prescription. The fact that it was written abroad had led us We had not ap- proached it with an open mind. We might have deciphered it more easily, but we were looking for something that must be out of the ordinary,—scime- thing a little different. astray. That, perhaps, was the most illegible prescription I have ever seen and it is mere coincidence that it came out of Germany for in a recent news dispatch we find that sick-fund officials have complained to the Nazi government about physicians writing prescriptions so illegibly that pharmacists have dif- ficulty in reading them. The new des- patch further tells us that the Nazi gov- ernment has issued a general order to physicians to improve their handwrit- ing. Physicians’ handwriting in America cannot be as bad as in Germany for, in this era of government regulation, no such similar edict has been necessary. However, The National Drug Store Survey shows that of the prescriptions MICHIGAN TRADESMAN studied 3.13 per cent. registered “poor legibility” and 76 per cent. were re- corded as “fair.” We know that most phaarmacies de- pend quite largely on a small number of physicians for at least half their pre- scription business—the balance being physician. written by the occasional The pharmacist becomes accustomed to reading the prescriptions of a few doctors and becomes familiar with their manner of writing. To a pharmacist in a different local- ity and accustomed to different sets of handwriting, these same prescriptions might seem “illegible,” whereas the first judge them “legible.” I do not wish to criticize the National Drug Store Sur- pharmacist would most likely vey but we are not told what consti- tuted “poor legibility” and “fair.” It is apparent that what is legible to cne man may be quite illegible to an- other and vice-versa. And, in the case of the survey, were the judges Depart- ment of Commerce men, who by train- ing are not schooled in prescription writing, or were they the pharmacists in the stores studied? It occurs to me that the pharmacist should practice reading different kinds of handwriting just as much as the physician should practice writing more legibly. I believe that it is part of the pharmacist’s business to be able to read alf manner and kind of prescriptions. | do not this that no heed should therefore be given to the legi- bility of his handwriting by the physi- cian; but rather I wish to impress the mean by pharmacist with the necessity for re- taining the good will of his leading physicians by rendering maximum service. It is desirable that the pharmacist should cultivate the patronage of addi- tional physicians. If, on receipt of the second or third prescription from such a physician, the pharmacist be forced to admit his inability to read the hand- writing, then the pharmacist’s business would suffer. The legibility of physicians’ prescrip- tions, nevertheless, is not to be taken lightly, cause mistakes partially to illegible writing and par- the pharmacist’s inability to writing with It is an important point hbe- have been made, due tially to decipher a which he is not familiar. Let us not place the blame for these shoulders of physician’s mistakes directly on the either. The fact remains, however, that sixty-five per cent of all prescriptions studied by the survey called for more, than ingredient and we must therefore realize that the busy physi- cian will continue to write his prescrip- tions. The question of legibility is one that can be readily discussed in the ever increasing get-togethers of phy- sicians and pharmacists. one Another angle which we must also think of is, how much writing does a physician do? He very likely never writes letters in long-hand unless they be personal ones. His nurse types all business correspondence. About the only time the physician writes in long- hand is when he writes a prescription or signs a check. The same is true of of us. Since the typewriter has become a many practical necessity in the drug store, how much writing in long-hand does the average pharmacist do? Would your writing be called “illegible” or “fair?? I admit that mine would be judged in one or the other of these categories. Let us be tolerant of the physician’s handwriting and do our utmost to de- cipher it, even when we think the phy- sician could improve it. The pharma- cist is a co-worker with the physician. We should be slow to find serious fault with him. We cannot make physicians excel- lent writers by government decree as the Nazi are attempting to do. We can educate, but we cannot force peo- ple to do things by legislation. Legis- lation follows education. The Volstead Act was the crowning example of an attempt to educate by legislation and we all know the re- sult. By education and tolerance we can do wonders. The only way we can get physicians to become better writers is to know them personally through December 26, 1934 our work so that we can, in a polite way, ask their greater co-operation.— Henry S. Johnson. ———— Demanding NRA Probe Opponents of the principles of industrial codes of fair competi- tion will not be satisfied with mere revision of the present law, even as outlined, showing a tendency to give business the kind of a law most desired, it is indicated. The co-operation of Senators who are against any setting aside of the anti-trust laws has been assured in the campaign looking to Congressional investigation of code operation to date. If a special investigation is de- nied these interests, it is said, an effort will be made to accomplish the same results through the me- dium of the public hearings that would undoubtedly be held as an incident to the consideration of recovery law revision. ——-—-.____ Clock-watchers lose out in time. Junior Valentine Ass’tm’t, 10 lb. Little Cream Hearts Twin Cream Hearts Panned Red Hearts National Candy Co., Inc. Dinas Valentine Candies ALSO OTHER SPECIALTY Order From Your Jobber PUTNAM FACTORY rand Rapids, Mich. Gypsy Hearts, Small Motto Cupid Hearts, Medium Motto Fluted Hearts, Large Motto Penny Choc. M. M. Eggs, 120 ITEMS Dew Grand Rapids Happy Hazeltine & Perkins Drug Co. Year Michigan aa ~~ December 26, 1934 MICHIGAN WHOLESALE DRUG PRICE CURRENT ‘Acetic NO. 8) lb. oe Boric, Powd., or Xtal., lb.__ Carbolic, Xtal., lb Citric, Ib: Muriatic, Com’l., Nitric, lb Oxalic, ib... Sulphurie, lb. Tartaric, Ib. ALCOHOL Denatured, No. 5, \. ood, gal, Bales ALUM-POTASH, USP Bump, ib. Sse Powd. or Gra., 1 AMMONIA ~ oncentrated, Ib. ie ib. . 3-F, lb. -. Muriate, Lp., “ib. Muriate, Gra., Muriate, Po., Pound ¢ 2) 7” @ BALSAMS \oojine 1b 60 @1 Fir, Cana., 0 @2 Fir, Oreg., 5 @1 era, Ib. = @4 Tolu, Ib. @1 BARKS Cassia Ordinary: Nb! ool @ Ordinary, Po., Ib.-.---- 2 @ Salgon, ib, @ Saigon, Po., Ib. ___ 50 @ Bim, ib. 40 @ Elm, Fowd., Ib. 38 @ Him, Gd, lb. ...... 338 @ Sassafras (ea 1b. 50). io @ “oaptree, cut, 1b.._---____. 20 @ Scaptree, Po., hos 35 @ BERRIES Cubeb, Ib. @ Cubeb, Po., @ Juniper, 1p) ee =6ie ee BLUE VITRIOL Pound eo ee 06 @ BORAX Pd or xtal ib 06 @ BRIMSTONE Pound 04 @ CAMPHOR Pound) 70 @ CANTHARIDES Russian, Powd, ------- a ¢ ‘ Chinese, Powd, ---—-------- CHALK Crayons White, dozen ---------- qi Dustless, dozen -------- @ French Powder, Coml., 1b.-- aoe Precipitated, Ib. ~---------- “ue Prepared, lb. -~----- a 3 @ White, lump, !b.------------ CAPSICUM 60 @ Pods, lb. --—--------. a Powder, lb. —~--------------- 62 @ CLOVES 30 @ Whole, 1b. ----------—----- Powdered, lb. -------------- 35 @ COCAINE 2 URGE Ounee 220 13 75@15 COPPERAS Xtal, lb. ------------------- -< Powdered, Ib. -~---------—-- CREAM TARTAR Pound ---------------------- 25 CUTTLEBONE Pound ---------------------- 40 @ DEXTRINE Yellow Corn, 1b.------------ ine White Corn, !b.------------ EXTRACT i Lab., ent re ae 110 o 1 ioe P’d, 50 10 fet DD bs bt oe om 0 SRaekes 40 18 13 13 30 18 35 20 15 13 10 90 50 00 70 1 40 45 40 10 38 15 10 60 Prices quoted are nominal, based on market the day of issue. FLOWER Agnica, ib. oe 50 @ Chamomile German: Ib. 3 oS 60 @ Romane tpi S00 oe @ Saffron American. pi Ces 5d. @ Spanish, ozg {oso @ FORMALDEHYDE, BULK Found ooo ee 09 FULLER’S EARTH Powder. Ib. 05 GELATIN Pound (oo 55 @ GLUE IBrok.! ‘Bro. Ips) 2 eh 20 @ Grod, Dark Ib. 16 @ Whit Blake, Ibo). 27%@ Wihite Gide) Tse ae 25 @ White AXX ligpt, Ib Ribbon 225) ee 42144@ GLYCERINE Rounds) 0 ee ee 19 @ GUM Aloes, Barbadoes, so called, Ib. “gourds____ @ Powd., ee ea 3 @ Aloes, Socotrine, lb. @ owdeibs iene. @ Arabic, first, Ib. __- @ Arabic! see. Ib) 2s @ Arabic, sorts, 7) i@ Arabic, Gran., @ Arabic, P’d, Ib, 25 @ Asafoetida, lb. 47 @ Asatoetida, Po: tb.jo. es 76 @ Guaiac, lb. __ = @ Guaiac, powd. = @ Kano) ibe 2 @ Kino! powd., Ub. @ Myrrb: tbe @ Mivrnh) Pow.) Ibis os @ Shellac, Orange, lb. 35 @ Ground, ge aa ee Ts 35 @ Shellac, white sbone dr’ d) Ib. 45 @ De agacanth INOD 1 pbls), ooo ee 150 @ No. 2, lbs. 3 Pow., lb. ‘ Found .. @ HOPS 144s Loose, Pressed, lb.-.---- @ HYDROGEN PEROXIDE Pound) gross [soo es 27 00 et tpt bet 29 18 00 11 50 65 70 40 60 35 20 10 65 75 00 @ 2 25 @ 41 Stal De 17 @ 2 Powd. and Gran._____-______ 2 @~ 36 LICORICE Extracts, sticks, per box-.1650 @ 2 00 Lozenges, Ip ee 40 @ 60 Wafers, (248) boxe ese @ 1 50 LEAVES Buchu, 1b., short . @ 60 Buchu, ib:, tong. @ Buchu, Pd, Ib. @ 10 Sage, bulk, ‘b. 25 @ 30 Sage, loose pressed, 48s, lb. @ 40 Sage) ounces: 2 @ & Sage, P’d and Grd... | @ 35 Senna Alexandria, Ib) 20s 35 @ 40 Tinnevella, Ib.. __ 25 @ 40 Powd., 25 @ 35 Uva Ursi, Ib. @ 31 Uva Ursi, P’d., @ 46 LIME @hionride, med:, dz. 202.32. @ %& Chloride, large, dz._.------ @ 1 46 LYCOPODIUM Pound 45 @ 60 MAGNESIA Carbs: 36s, ibis @ 30 Carh,, v4, ib. _ @ 32 Carb: Powd., Ib.) oe 15 @ 2% Oxide! Hea Ibe 2 ee @ 70 Oxide: Heht, lb @ MENTHOL Pousd 2 @ 5 60 MERCURY Ponte 150 @1%6 TRADESMAN MORPHINE : Ounces (0 @12 73 eS ie See @i4 40 MUSTARD Bulk, Powd. Select, Ib. Jo 45 @ 50 No f 17 @ 2 NAPHTHALINE Bans ib O8%@ 16 Elaice. be ie ee 038ke@ 15 NUTMEG Pound oo @ 40 Powdered, Ip. oo @ 50 Pound) (2c be @ 2 Powdered, 1b, 15 @ 26 OIL ESSENTIAL Almond Bits, true, ozs, 22 ke @ 60 Bit. art: 028)... @ 30 Sweet, true, lb.----.--. 1 40 @ 2 00 Sweet, art., Te @ t 20 Amber, crude, E Loa re <0 Amber, rect., lb.. ~130 @ 20 ISOs: Ue ees Ei @ £60 Say Ub) oe ee es 400 4 25 sergamot, Ib. 3 20 > @ 3 60 Cajeput. ib. 150 @ 200 Caraway S/d, Ib.2= -—. 350 @ 400 Cassia, USE Ib 210 @ 2 60 Cedar Bent ib 170 @ 220 Cedar Leat, Coml., lb...--.. 100 @1 2 Citronella. Ib. 22522 100 @i1 40 Gloves Ibo 2 2 £85 Ge 235 Creton, Ibs. 400 @ 4 60 Cubeb, Ib. 222 425 @ 4 80 erigeron, lb. — 270 @ 3 8 ISucalytus, lb, — 85 @ 1 20 Menno: 0 225 @ 2 60 Homioelk; Pui bp: 2. 170 @ 2 20 Hemlock Com., 100 @1 25 Juniper (Ber db. oo. 300 @ 3 20 sunipr Wd, ib, _____ 150 @1 175 lav. Mow... [bo 450 @ 5 00 Bay (Gandy tps 125 @1 50 Lemon, ibs ee SO eae 22> @- 2 60 Mustard, true, ozs et @ 1 2 Mustard, art., @ 30 Orange, Sw., @ 3 25 Origanum, art., @ 1 20 Pennyroyal, lb. @ 3 20 Peppermint, lb. @ 6 00 Rose) dro sis @ 2 50 Rose, Geran @ 1 900 Rosemary Flowers, Ib.....-. @ 1 50 Sandalwood 1 @ 8 60 We Lib, @ 4 75 Sassafras True, Ib. 190 @ 240 Syn., lb. 100 @1 40 Spearmint, Ib, 250 @ 300 Tansy. Ibs 2s 350 @ 4 00 Thyme, Red, 175 @ 240 Thyme, Wihi- Ibi 200 @ 2 60 Wintergreen Heat: true, Ib. - 560 @ 6 00 Birch, lb. -400 @ 4 60 a -~- @ @in Wormseed, Ib. —- 350 @ 4 00 Ww ormwood, eee 550 @ 6 00 OILS HEAVY Castor, gal. __. 1 60 Cocoanut, Ib. _. 22%@ 35 Cod Liver, Norw 0 @t1 50 Cot. Seed, gal. @ 100 @ 1 65 @ 1 40 Linseed, s us x) 87 Linseed, 4 73 @ 90 Neatsfoot, extra, gal 80 @1 00 Olive Malaga, gal. @ 2 50 Pure, gal. 2. -_ @ 6 60 Sperm, gai, @ 1 50 Tanners | eal 223 90 Dar, seals Boce g 65 Whale eal ose @ 2 00 OPIUM Gum ozs:, $8.40; o725505o | 1.25 Powder, ozs., $1.40; oz.-_..__ 1 30 EGan:, (O28) E840; of .o2 2 1 30 PARAFFINE Pound 22S ee 06%@ 15 Black, grd., 25 @ 35 Red, grd., 45, @ 55 White, erd., 40 @ 55 PITCH BURGUNDY Pound oo. 20 @ 26 PETROLATUM Amber, Plain, |b... 2@iiiH Amber, Carb., I 144@ 19 Cream Whi ib. 17 @ 22 Lily White, 20 @ 2 Snow White, tb... 22 @ 27 PLASTER PARIS DENTAL Barnele) cee 15 Hiess, 1b. 2200 03%@ 08 Caustic, st’ks, 55 @ 88 Tiguan, ib!) So) a @ 4 POTASSIUM Bicarbonate, lb. 30 @ 3b Acetate, Ib. 2 69 @1 04 Bichromate, Ib. 146 @ 2 Bromide; 1b... 22 64 @ 84 Carbonate, 1b, 45 @ 76 Chlorate Migh, Ib, 2 @ 29 Powd., lb. @ 27 Gran., lb. @ 40 Todide! Ib. === @ 2 20 Permanganate, @ 50 Prussiate Red [bo 80 @ 90 Yellow. Ib) 22-32 560 @ 60 QUASSIA CHIPS POURG) oe ee ee @ 30 Powd ib (22s 35 @ 40 QUININE 5: OZ. Cans, OzS..220. 27 @ ROSIN POUNG) 22 ee 04 @ 15 Aconite, Powd., @ 90 Alkanct, ibe 3 @ 40 Alkanet, Powd., a. @ 460 Belladonna, Powd., lb.—.-- @ blood, Powd., es ee 35 @ 46 Burdock, Powd., Ses @ 60 Calamus, eeiea Split and Peslod) Ib ee @ 6 Calamus, Ordinary, 1b._—_--- @ 2% Calamus, Powd., @ 450 Elecampane, Ib. 25 @ 30 Gentian, Powd., oo Lee ad Ginger, African, Powd., lb. 15 @ 25 Ginger, Jamaica, Limed, lb. 38 @ _ 55 Ginger, Jamaica, Powd., 1b 30 @ _ 40 Goldenseal, Powd., Ib........ 17% @200 Hellebore, White, ‘Powd., lb 20 @ = 30 Indian Turnip, Powd,, Ib... @_ 50 lpecac, Powd., 1b 00 @ 3 60 Licorice; Ib, Joo 30 @ 35 Licorice, Powd., 15 @ 2 Mandrake, Powd., @ 40 Marshmallow, Cut., @ 59 Marshmallow, Powd., 1b..-- @ 60 Oris, Ib) ee g 35 Orris, Powd., tb... 40 45 Orris, Fingers, lb. co @1%7 Pink, Powd., Ib... -~150 @ 2 25 Poke, Powd., Ib.- @ 30 Rhubarb. Ib) | 2 eee @ 80 Rhubarb, Powd.. Ib.2-2 2! @_ 60 Sarsaparilla (Honduras, cut) 1 20 @1 20 Sarsaparilla, Med., Cut, lb. @_ 450 Squills. (Powd.,, Ib-2---- 2 42 @ 80 ‘Rumeric, Powd., 1Du2-.-. 16 @ 325 Valerian, Powd., lb.----.... @ 50 Epsom, Ib. 3%@ 410 Glaubers Lump, 03 @ 10 Gran. 03%@ 10 Nitre Xtal. or Powd.... 10, @ -20 Gran., 09 @ 20 Rochelle, 17 30 Soda, lb. 02%@ 08 Anise, lb. 40 @ 465 Canary, Recleaned, Ib. 10 g 15 Cardamon, Bleached, 1b... 2 00 Caraway, Dutch, Ib........ 2 @ 30 Celery, Ib @110 Colchicum, Powd., 1b... @ 2 00 Coriander, 1b. 15 @ 2 Fennel, ib es 30 @ 40 Blax Whole ipo 3 07%@ 16 Hlaxy | Ground, Ibi O7%@ 15 Hemp, Recleaned, lb........ oe @ 16 Lobelia, Powd., 1b...--___-- @ 8 Mustard, Black, 1p 17%@ _ 2 Mustard, White, = - 15 @ 2 Poppy, Blue, == ae @ 25 Quince, Ib. - 100 1 25 Rape, lb. . - We Sabadilla, Pow 68 @ Te Sunflower; lb. 2200-0) OUD g 20 Worm, Eevant. Ib {oo 4 50 Worm, Levant, Powd. ----. @475 SOAP Castile, Conti, White Box @15 75 @ 1 60 Powd. 2.022 50 @ 55 ASD) ol ee 03 @ 10 Bicarbonate, 03%@ 10 Caustic, Co’l., 0 @ 15 Hyposulphite, 6 @ 10 Phosphate, Ib, 23 @ 28 Sulphite Mal Tb 15 @ 2% Dry, Powd., 124%@ 20 Silicate, Sol, eat 40 @ 60 SULPHUR Eight Di) oso ee 04%@ 10 SYRUP Rock ‘Candy, Gals.) 7 @ 85 TAR 46 Pints, dozen. 22.3 se @ 1 00 Pints, dozen, 22028 eos @ 1650 Quarts, dozen 200 oss @ 275 : TURPENTINE Gallons 22 sn ie See eed nee, @ 16 20 MICHIGAN These Quotations Are Used as a Base to Show the Rise and Fall of Foods Quoted on This and the Following Page. The following list of foods and grocer’s sundries is listed upon base prices, not intended as a guide for the buyer. upon the market. the week before, it shows the cash advance or decline in the market. Each week we list items advancing and declining By comparing the base price on these items with the base price This permits the merchant to take advantage of market advances, upon items thus affected, that he has in stock. By so doing.he will save much each year. The Michigan Tradesman Is read over a broad territory, therefore it would be impossible for it to quote prices to act as a buying guide for everyone. takes advantage from it. A careful merchant watches the market and ADVANCED Spring Lamb—ic Good Lamb—ic Compound in Tubs—!/c Prepared Prunes—10c DECLINED Pork Trimmings—ic Seeded Rasins—%4c Pork Loins—2c Canned Strawberries—15c Sugar Pork Shoulders—ic Red Kidney Beans—5c Pork Neck Bones—ic Baker’s Chocolate—5c Pure Lard in Tierces—'/oc Pecans—10c Compound in Tierces—!/oc AMMONIA BREAKFAST FOODS Blackberries Premio, No. 10-_-___... 6 00 Little Bo Peep, med._. 1 35 Kellogg’s Brands Quaker No, 2... 1 60 Little Bo Peep, lge.--- : - Corn Flakes, No. 136— 2 65 Quaker. 32 oz.___.___ Corn Flakes, No. 124— 2 66 : Blue Berries Pep, No. 224_________ : = Eagle, No. 10--.-.... 8 50 ep No: 250) 2 Krumbles, No. 412_--- i 8 Cherries Bran Flakes, Mei gE cag Hart, No, 10__-_______ 5 70 Bran Flakes. No Hart, No. 2 in syrup... 2 9 Te: Settee are ee 6 0Z.-- oi 40 Hart Special, cise 1 25 Rice Krispies, 1 0z.-.-- a Ae eee _. 155 All Bran, 16 oz. _--_ = 8 30 eee No. 2 in Coe ee All Bran, 10 0z. _-_.- 2 15 ge eae All Bran, % oz. ------. 1 1¢ Hoe gerry No. 2._ 1 35 BAKING POWDERS Royal, 2 0z., Royal, 6 oz., Royal, 12 0z., Royal, 5 lbs., doz.____ 20 00 10 0z., 4doz.in case_. 3 35 15 0z., 2doz.in case__ 2 45 250z., 2 doz. in case__ 4 12 5 lb., 1 doz, in case__ 5 90 10 Ib., 44 doz. in case__ 5 75 BLEACHER CLEANSER Lizzie, 16 0oz., 12s_-___ 2 15 Linco Wash, 32 oz. 12s 2 00 BLUING Am. Ball, 36-1 0z., cart. 1 00 Boy Blue, 18s, per cs. 1 35 BEANS and PEAS Dry Lima Beans, 25 Ib. 2 25 White H’d P. Beans__ 3 80 Split Peas, yell., 60 Ib. 3 35 Split Peas, gr’n, 60 lb. 4 75 Scotch Peas, 100 Ib._-_ 6 90 BURNERS Queen Ann, No.1 _____ 1 15 Queen Ann, No. 2 __--_ 1 25 White Flame, No. 1 and 3, doz. 2 25 BOTTLE CAPS Single Lacquor, 24 gross case, per case._.__._ 4 10 Whole Wheat Fia., 24s 2 40 Whole Wheat Bjs., 248 2 31 we Wheat Krispies, 34g__ 2 40 Post Brands Grapenut Flakes, 24s.. 2 10 Grape-Nuts, 248 ---_. 3 90 Grape-Nuts, 50s ------ Instant Postum, No. 8 Instant Postum, No. 10 Postum Cereal, No. 0- 2 38 Post Toasties, 36s_.___ 2 65 Post Toasties, 24s___. 2 65 Post Brank, PBF 24. 3 15 Post Bran, PBF 36-- 3 15 Amsterdam Brands Gold Bond Par., No.54% 7 50 Prize, Parlor, No. 6... 8 00 White Swan Par., No.6 8 50 BROOMS Quaker, 5 sewed... 7 26 Warehouse --—------ 7 15 Winner, 5 sewed_-__-- 5 75 BRUSHES Scrub New Deal, dozen--___ 85 Stove Shaker, dozen -.---._ 90 Shoe Topceen, dozen ------ 90 BUTTER COLOR Hansen’s, 4 oz. bottles 2 40 Hansen’ s. 2 oz. bottles 1 60 CANDLES Electric Light, 40 lbs. 12.1 Plumber, 40 Ibs._--___- 12.8 Paraffine, 68 -..------- 14% Paraffine, 12s _-------_ 14% Micking 2 40 Tudor, 6s, per box___. 30 CANNED FRUITS Apples Per Doz. Imperial, No. 10-----. 5 00 Sweet Peas, No. 10__ 4 75 Apple Sauce Mart, No. 2. 7 8 art, No 30. 5 75 Apricots Forest, No. 10_---_-- 9 90 Quaker, No. 10__.._. 9 75 Gibralter, No. 10_-.. 9 25 Gibralter, No, 2%--__ 2 40 Superior, No. 2%... 2 80 Supreme, No. 2%. _ : 10 Supreme, No. 2 2 25 Quaker, ‘No. Bs Quaker, No. 2%----__ 2 85 Cherries—Royal Ann Supreme, No. 2%... 3 20 Supreme, No. 2-_---_ 2 25 Gibralter, No. 10_--_.__ 9 25 Gibralter, No. 24%... 2 75 Fig: Beckwith Breakfast, Nae. 79 12 00 Carpenter Preserved, D OZ. pleases 22 Supreme Kodota, No. 11 90 Fruit Salad Supreme, No. 10__-__ 12 00 Quaker, No. 10_____- 11 50 Supreme, No. 2%4--.. 3 46 Supreme, No. 2--.--- 60 Supreme, No. 1_---.. 1 90 Quaker, No. 2%... 3 15 Goosberries Michigan, No. 10--_-. 5 35 Grape Fruit wemeta No, 220 1 35 Grape Fruit Juice Florida Gold, No. 1.. 90 Quaker, No, 1----.__. 90 Quaker, No, 5_.-.--.. 400 Loganberries Premio, No. 10 ~.--_. 6 75 Peaches Forest, solid pack, No: dO 7 30 Nile, sliced, No. 10-._ 6 50 Premio, halves, No. 10 6 50 Quaker, sliced or halves, No. 10__--_. 8 20 Gibralter, No, 2%4--_. 2 00 Supreme, sliced No. ee ee 2 15 Supreme, halves, oO. 2% cee 2 25 Quaker, sliced or halves, No. 2%--_-. 2 10 Quaker sliced or halves, No. 2. ---. 170 Pears Quaker, No. 10------ 8 59 Quaker, Bartlett, No. 2 - 2 65 Quaker, “Bartlett. No. ee 1 95 Pineapple Juice Doles, Diamond Head, DIO 2 ee ea 45 Doles, nee Dew, : ea 7 Pineapple, oon Imperial, No. 10_____ 7 50 Honey Dew, No. 24%. 2 40 Honey Dew, No. 2... 1 90 2 Quaker, No. 2% 35 Quaker, No. 2__ 1 80 Quaker, No. 1._..____ 110 TRADESMAN Pineapple, Sliced eae Dew, sliced, De Honey Dew, tid bits, No. 1 ee Honey Dew, No. 2%-. 2 45 Honey Dew, No. 2... 2 00 Honey Dew, No. 1... 1 10 Ukelele Broken, No. 10 7 90 Ukelele Broken, 2% - 2 25 Ukelele Broken, No. 2 1 85 Quaker, Tid Bits, No. AO a 8 25 Quaker, No. 10_-____-- 8 25 Quaker, No. 24%. _.-_. 2 35 Quaker, No. 2-------- 1 90 Quaker, No. 1----..-. 1 05 Plums Ulikit, No. 10, 30% Byrup. 22 50 Supreme Egg, No. 2% 2 30 Supreme Egg, No. 2_. 1 70 Primo, No. syrup Prepared Prunes Supreme, No. 2% 2 45 Supreme, No. 10, tatian 6 2, 40% Raspberries, Black Imperial, No. 10 7 Premio, No. 10... 8 Hart, 8-ounce ----... Raspberries, Red Premio, No. 10..-.-.-- 8 Daggett, No, 2_..--... 2 Strawberries Jordan, “No. 224. 24 CANNED FiSH Clam Ch’der, 10% oz._ Clam Chowder, No. 2__ Clams, Steamed No, 1 Clams, Minced, No. % Finnan Haddie, 10 oz._ Clam Bouillon, 7 oz.-- Chicken Haddie, No. 1 Fish Flakes, small____ Cod Fish Cake, 10 oz. Cove Oysters, 5 oz... Lobster, No. Shrimp, 1, wet_.-.--__ Sard’s, % Oil, k’less__ Sardines, % Oil, k’less Salmon, Red Alaska__ . 20 Salmon, Med. Alaska. 1 75 Salmon, Pink, Alaska : 38 Sardines, Im. %, ere Sardines, Cal WOE rH ee Db wry nw on doz. Tuna, so 1 Tuna, 1s, Van Camps, Cpe %s, Chicken Sea, SOE 170 % Bonita___... 1 25 Ze Tuna, doz. Tuna, CANNED MEAT Bacon, med, Beechnut 2 50 Bacon, lge., Beechnut 3 75 Beef, lge., Beechnut_. 3 25 Beef, med., Beechnut_ 1 95 Beef, No. 1, Corned__ 1 90 Beef, No.1, Roast —___ Beef, 2% oz., Qua., Sli. Corn Beef Hash, doz. Be fsteak & Onions, s. Chiii Con Car., 1s_____ Deviled Ham, ie 1 35 Deviled Ham, Hs... 2 2 Potted Meat, y Libby 43 Potted Meat, % Libby_ 75 Potted Meat, % Qua... 65 Potted Ham, Gen. \%._ 1 36 Vienna. Saus. No. %_-- 90 Baked Beans Campbells 48s __-.____ 2 36 CANNED VEGETABLES Hart Brand Asparagus Quaker, No. 2---.____ 2 10 Humt Picnic oo 1 80 Hunt No, 1, Med. Green 3 00 Hunt No. 1 Med. White 3 15 Hunt No, 1 Small Green) oe 2 80 Baked Beans No. 10 Sauce___.__.___ 4 00 Lima Beans Baby; No. 2.000 60 Marcellus, No, 2___... 1 25 Scott Co. Soaked... 90 Marcellus, No. 10______ 5 90 _Red Kidney Beans NO 100s. eee 4 75 NO? 8 1 00 String Beans Choice, Whole, No, 2.. A 70 Cut,, Nor dO (eee ee 26 CNC NOR! oes 1 35 Marcellus Cut, No. 10_ 6 00 Quaker Cut No. 2---- 1 20 Wax Beans Choice, Whole, No. 2-- 1 70 Cut, 0.10) os 25 ut, NO gos 1 35 Marcellus Cut. No. 10_ 5 50 Quaker Cut No. 2--._ 1 20 Beets Extra Small, No. 2.--- 1 75 Hart Cut, No. 10__---- 4 50 Hart Cut, No, 2------ 95 Hart Diced, No. 2... 90 Quaker Cut No. 2%-- 1 20 Carrots Diced: No: 2) 2-3. 95 Diced, No.10 ----. 4 W Corn Golden Ban., No. 2---. 1 50 (oiden Ban., No. 10 10 00 Marcellus, No. 2-----_ 1 25 Fancy Crosby, No. 2-. 1 40 Fancy Crosby, No. 10_. 6 75 Whole Grain, 6 Ban- tam): INO. 2202 1 55 Peas Little Dot, No. 2_---- 2 25 sifted E. June, No.10 _ 9 50 Sifted B. June, No. 2__ 1 $0 Marcel., Sw. W No. 2 1 55 Marcel., E, June, No. 2 1 46 Quaker, E. Ju., No. 10 8 00 Pumpkir. Sauerkraut Ne 18 5 25 No. 2% ear ae es No. Quaker________ 95 Svinach Supreme No. ae ee 1 75 Supreme No. 2______ 1 3743 Maryland Chief No. 2 1 10 Succotash Golden Bantam, No. 2_ 1 ie Mert, No. 2.2... Pride of Michigan... 1 3 Tomatoes No. 10 =. No. 2% 0. 2 Quaker, No, 2____._.. 1 10 CATSUP Quaker, 10 07.__.. doz. 1 10 Quaker, 14 0z.____doz. 1 4@ Quaker gallon glass, Coen 10 25 CHILI SAUCE Sniders. 8 oz. -.__.___ 65 Sniders. 14 0g. ________ 2 25 OYSTER COCKTAIL Sniders, 11 oz. 2 00 CHEESE Roguetort, i 65 Wisconsin Daisy _______ 16 Wisconsin Twin 15% New York June, 1933___ a Michgian Hlats oe 14 Michigan Daisies ____ 14% Wisconsin Longhorn ___ 16 Imported Leyden _ at 1 Ib. Limberge. 4g, Imported Swiss __. Kraft, Pimento Lo 24 Kraft, American Loaf__ 22 Kraft, Brick Loaf______ 22 Kraft, Swiss Loaf______ 2 Kraft, Pimento, % Ib._1 70 American, % ib. 1 70 Brick, % Ib.__ 1 70 Limbur., % Ib._1 70 December 26, 1934 CHEWING GUM Adams -Black Jack..._._ 6b Adams Dentyne ~--.___. 65 Beeman’s Pepsin 65 Beechnut Peppermint ___ 65 Doublemint 6 Peppermint, Spearmint, Wrigleys__ 65 Wrigleys__. 65 65 CHOCOLATE Baker, Prem., 6 lb. % 2 45 3aker, Pre., 6 lb. 3 ie 2 60 German Sweet, 61b.4s 1 86 Little a Sweet Geli. Pasir 2 60 CIGARS Hemt, Championg ___ s 50 Webster Plaza __.___ 5 00 Webster Golden Wed. ts 0e Websterettes __.____ 7 50 Cineos 0 = 50 Garcia Grand Babies_ 40 00 bradstreetg ------__. 38 50 ding 22 | 40 00 kK G Dun Boquet____ 75 CO Perfect Garcia Subl._ 95 00 henway 2 20 00 Bua wiser) <2000 oo 20 06 Jegnese 20 00 Cocoanut Banner, 25 lb. tins____ 20% Snowdrift, 20 lb. tins_ 2014 CLOTHES LINE Household, 50 ft.__._._ 1 75 Cupples Cord ~______ 2 90 COFFEE ROASTED Lee & Cady 1 Ib. Package Ryco: oe Boston Breakfast ______ 24 Breakfast Cup ________ 23% Competition: oo) e i245) 17% De es Majestic Morton House __ Nearaw 27 Quaker, in cartons____ 2434 Quaker, in glass jars_ 29 Coffee Extracts M. Y.. per 100.... _-_ Frank's 50 pkgs...-__ Az Hummel’s 50, 1 Ib._-__ 10% CONDENSED MILK Eagle, 2 oz., per case__ 4 60 Cough Drops XS. Smith: Brog.)0 os 145 Sook 4D Vick’s, 40/10c__.____. -. 3 40 COUPON BOOKS 50 Isconomic grade. 2 50 100 Economie grade_. 4 50 300 Economic grade__20 00 1000 Economic grade__37 50 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CRACKERS Hekman Biscuit Company Saltine Soda Crackers, Dale 11 i seek Crackers, Saltine Teale Crackers, 2010, pikes Sey 2.68 Saltine Soda Crackers, 8% 02, pikes. Butter Crackers, bulk 13 Butter Crackers, 1 Ib. 1.66 Butter Crackers, 2 lb. 3.12 Graham Crackers, bulk 13 Graham C’s, 1 ibe 4 49 Graham C’s, 2 Ib.____ 277 Graham C’s, 6% oz... 93 Junior Oyster C’s, blk. 13 Oyster C’s, Shell, 1 1b. 1 71 Club Crackers 76 CREAM OF TARTAR 6 Ib: boxes 202 ge ORIED FRUITS Apricots Choice 225 sees 221% Standard (hor eee 21 Citron 10 Ab, boxes ee 25 December 26, 1934 MICHIGAN TRADESMAN 21 Currants JUNKET GOODS FRESH MEATS HERRING SOAP TEA Packages, 11 0z.-------- 13 Junket Powder -_---- 1 20 Am. Family, 100 box 5 20 Japan Junket Tablets ______ 1 36 Beef Helland Herring He Bi Oe 2.36. Medina Top Steers & Heif._._ 14 Mixed, kegs —_-.---___ 85 Fels Naptha, 100 box__ 4 55 cists soe gn ee 22@30 Dates Good Steers & Heif.__ 12% Milkers, kegs -------- 95 Flake White, 10 box:. $10 Wancy =~ 30@36 Quaker, 12s, pitted_--_ 1 40 Med. Steers & Heif.__ 10% 3oneless Herring 10 1b. 14 Ivory, 100 6s_--------- 495 a se Nibbs 3 Quaker, 12s, regular__ 1 10 MARGARINE Com. Steers & Heif._. 09 Cut Lunch, 8 lb. pails 1 25 Fairy, 100 box___-_---- 3 25 Quaker, 12s, 1% Ib.-. 2 30 Wilson & Co.’s Brands Palm Olive, 144 box__. : 20 G Quaker, 12s, 1 lb.____ 1 45 leo Rava 50 box) 82. 255 Choice UtBowcer ee uy Veal Mackerel Camay, 72 box... 3 G5 —-—----——-—----- 34 Coe Animal Fat Tubs, 60 Count, fy. fat 6 00 P&G Nap Soap, 100@3 10 Figs Cleo 2 Pails, 10 Ib. Fancy fat 150 Sweetheart, 100 box_-_ 5 70 Ceylon Calif., 24-8 oz, case-_ 1 80 Grandpa Tar, 50 sm.__ 210 Pekoe, medium _______ 63 Williams Barber Bar, 9s 50 MATCHES White Fish Williams Mug, per doz. 48 English Breakfast Peaches Diamond, No. 5, 144-.. 6 25 Lamb Med, Fancy, 100 lb.-. 13 00 Lux Toilet, 50__--__ _. 83 96 _Congou, medium —______ 8 Evap, Choice ~-------- 14% Searchlight, 144 box-. 6 25 Spring Lamb -_-_______ 15 Milkers, bbls. -------- 18 50 Congou, choice _____ 35@36 Eva. Fancy ---------- 1646 Swan, 144 G2 65 K K K K Norway--- e 50 Congou, fancy __.___ 42@43 Diamond, No. 0_-.-.. 5 00 S lbs patie iso 1 40 Cut Lusch... 1 50 SPICES Peel Safety Matches Boned, 10 lb. boxes______ 16 Whole Spices Oolong Lemon, Torelli, Red Top, 5 gross case 4 80 Allspice Jamaica______ @24 Medium 39 402,, donc 90 Congress, 5 gro. cs.-. 5 25 Mutton Cloves, Zanzibar____-- @36 Choice 2. on Torelli, Standard, 5 gro. cs.__ 4 00 Cassia, Canton -__---- @24 Ze» dozen________ 90 SHOE BLACKENING Cassia, 5¢ pkg., doz.__ @40 Ger Torelli, 2 in 1, Paste, doz.____- 130 Ginger, Africa ________ @1 0z., dozen__-_-.- 90 E. Z. Combination, dz. 1 30 Mixed, No. 1___------- @3 MUELLER’S PRODUCTS Dri-Foot, doz. ----_- 200 Mixed, 10c pkgs., doz.. @55 TWINE Macaroni, 9 oz._______- : Bixbys, doz. __------ 130 ‘Yutmegs, 70@90 _____- @50 Cotton, 3 ply cone______ 0 Raisins Spaghetti, 9 oz._--___- 3 10 Moing, 2. kees 15 Shinola, doz.---------- 90 Jutinegs, 105-110 _____ @43 Cotton, 3 ply balls______ 40 Seeded, bulk -_-----__ 7% Elbow Macaroni, 9 oz._ ; L, Butts ~_--. >epper, Rlack ________ @23 Thompson’s S’dless blk. 7% el cee. 6 oz, ous oe eee ee s’dless bik.____ g Vermicelli, 6 oz.— 3 a pareribs ; —— 8 Egg Alphabets, 6 oz.__ 2 10 Nee Bones TE of Binekse. nee gee : 2 dence. eri war is FO. A Genin Hai hs - ae Cooke Srimimings oe eee 10 ack 51 quid, doz. ae Qual er Seeded, 15 0z.__ 8 a Sere 50 g Black Silk Paste, doz..1 25 Cloves, Zanzbar ______ @28 cs 7. aaate AE c Enameline Paste, doz. 130 —assia, Canton_______- White wo 40 grain 19% California Prunes Enameline Liquid, doz. 1 30 Ginger, Corkin ___-___ @i1 e ne, 80 grain 24% 90@100, 25 lb. boxes —@6% E. Z. Liquid, per dcez._ 1 30 Musiarg es 80@ 90, 25 1b. boxes __@07 NUTS PROVISIONS Radium, per doz.-—---- 2a) Bre Fening @e) 70@ 80, 25 lb. boxes __@07% Whole Rising Sun, per doz. 1 30 .Fepper, Black —- WICKING 60@ 70, 25 lb. boxes __@08 Almonds, Peerless ____ 154 Barreled Pork 654 Stove Enamel, dz._ 2 80 jae ie No. 9, per gross ______ 80 50@ 60, 26 lb. boxes __@08% Brazil, large —__---.. 13 Clear Back ____24 00@26 00 Vulcanol, No. 10, doz._ 1 30 foe White = No. 1, per gross _..... 1 25 40@ 50, 25 Ib. boxes __@09% Fancy Mixed ___. Short Cut, Clear_.__ 24 00 Stovoil, per doz.___----_ 3 00 pe Cayenne ) No. 2, per gross _ 1 50 30@ 40, 251b. boxes_-@11 _‘Filberts, Naples 16 eee een @36 No.3, per gross 7277 2 30 20@ 30, 251b. boxes--@13 Peanuts, vir. Roasted ae Peerless Rolls, per doz. 90 18@ 24, 25 Ib. boxes __@14 Dry Salt Mente SALT Rochester, No.2, doz... 50 D S Belles ______ 17 F.0O.B. Grand Rapids Seasoning Rochester, No. 3. doz. 2 00 Pecans, Mammoth ___--- 50 Quaker, 24, 2 Ib.----- 95 Chili Powder, 1% oz... 62 Rayo. per doz.________ 15 Hominy Walnuts, Cal. _.17% to 22 Quaker, 36-1% --—--- 20 Celery Salt, 1% oz..__ 80 Pearl, 100 Ib. sacks____ 3 50 Lard Quaker, Iodized, 24-2. 1 35 Sage. 2 oz 80 ‘ Pune in) pierces): 13 Med. No. 1, bbls.) 300" Onion Salt 2 135 60 1b. tubs ____.advance ™% Med. No.1, 100 Ib. bk. 1 “ Cae 135 eee Bulk Goods Salted Peanuts 50 1b. tubs ____.advance ™% Farmer Spec., /0 lb._- 1 Po aia et 5 : askets Elb.Macaroni, 20 Ib.bx. 1 35 Fancy, No. 1------_____. 12 201b. pails ___.advance % Packers Meat, 50 Ib... 65 rates or ; 25 Bushels, Wide Band, Egg Noodle, 10 1b. box 1 25 12—1 lb. Cellop’e case. 150 101b. pails _...-.advance % Crushed Rock for ice, Paice Peaves ooo! 3, we handles_______ 2 60 : cream, 100 Ib., each 89 warjoram, 1 oz $0 Reece drop handle_. 90 Hutter Gale 2800. bh 400 cova ton. 63 qlarket, single handle. 95 Pearl Barley Block, 50 Ib.-—---__-__- AC thyme, fon. 90S aries, extra 1 60 Chester: (2 80 Shelled Baker Salt. 280 Ib. bbl 389 Tumeric, 1% 02... 3% oh int, large ____ 8 60 Almonds {200000 6, 10 lb., per bale____-_ 96 oe ® Splint, medium _ 7 60 Peanuts, Spanish, 125 20, 3 lb., per bale_____ 1 62 Splint, small __________ 6 50 Lentils Ib, bags 222 w% 25 Ib. bogs, table... 45 Obi to Hilberts 2 32 STARCH Churns Pecans, salted 2)! 66 Corn Barrel, 5 gal., each____ 2 40 Walnut, California _--_ 55 Kingsford, 24/1 ___-__ 235 Barrel, 10 gal., each___ 2 55 Tapioca Powd., bags, per 100__ 395 ° ‘© 6 gal., per gal.____ 16 Pearl, 100 lb. sacks_-__- Ge ae 24 1 Ib. pokes 1 66 Minute, 8 0z., 3 doz. 4 05 ream, (24-b ee 2 20 Pa Dromedary Instant --- 3 50 MINCE MEAT 10 qt. Geran 2 60 pone Se doz._____ 6 - 12 qt. Galvanizea __._. 2 85 : uaker, Oz, Case___ 14 qt. Galvanized _____ iffy Punch Smoked Meats t zed ___ 3 10 a Peed ue a5 Y° Ho. Kegs, wet, 1b.- 16% Hams Cent 1616 Ib. 19 ae in le pe Flaring Gal. Jr. 5 00 Assorted flavors. Hams, Cert. ‘Skinned . Me Wish wee ta CO “9 OLIVES—Plain Han a ieee cea aaa + BERG. S35. Wb: pkgs. --_- 2 46 Quaker, 24 3% oz. cs. 1 87 : Silver Gloss, 48. Is____ 11% Traps PycronAtep WICK Gis 4 Th oe EUS Cate wae ee Blastic, 16 pkgs. __---- 19 Mouse wooa 4 tole 4 Quaker, Tall, 10% oz. 2 85 alifornia Hams -_---- @ Tiger, 50 Ibs._________ 282 M Quaker, Baby, 4 doz.__ 1 43 Quaker, 12, 12 0z.-___ 2 40 picnic Boiled Hams_.-_@18 Ouse, wood, 6 holes__ 70 Quaker, Can. % az. 285 High Life, 12 22 oz. cs. 3 45 Boiled Hames -—--—_- @34 Mouse, tin, 5 holes___ 65 Carnation, Tall, 4 doz. 2 95 1 gal. glass, each__._155 Minced Hams __----@13 eg wood 1 00 Carnation, Baby, 4 dz. i 45 Bacon 4/6 Cert.--__---- @27 Mugen ts ~---------- 1 00 Oatman’ 3 D’dee, Tall_ 29 OLIVES—Stuffed Free Run’g, 32, 26 oz.- 2 40 SYRUP SprmMg 2 20 Oatman’s D’dee, Baby 148 Quaker, 24 2% oz. os. 1 87 Five case lots--______. 2 30 orn Pet, Tall _--_-----.-- 295 Quaker, 24 4 oz. cs.-_ 2 75 Beef Iodized, 32, 26 oz.--_-- 24) Blue Karo, No. 114__ 2 65 Pet, Baby, 4 dozen_-_145 Quaker. 24 5 oz. cs.__ 355 Boneless, rump ----@24 00 Five case lots___------ 2 30 Blue Karo, No. 5, 1 dz. 3 58 Tubs Borden’s, Tal, 4 doz.- 2 95 Quaker, 24 7% oz. cs. 4 55 2 Blue Karo, No. 10____ 3 40 YVarge Galvanized_____ 8 75 Borden’s, Baby, 4 doz.145 Quaker, 24 10 oz. cs. 5 95 : Colonial Red Karo, No. 1%____ 2 85 Medium Galvanized___ 7 75 Quaker, 12 32 oz. cs... 7 88 Liver Bifteen 49.255 100 Red Karo, No. 5, 1 dz. 3 88 “mall Galvanized _____ 15 1 Gallon glass, each__ 2 10 Red Karo, No. 10_-___ 3 74 FRUIT CANS Ball Mason F. O. B. Grand Rapids One pint —._. TT 6 One quart ~..-----_-—-- 3 00 Half Oeaten i Mason Can Tops, gro. 2 55 FRUIT CAN RUBBERS Quaker Red Lip, 2 gro. carton, 2 86 GELATINE Jell-o, 3 doz.-------- 2 10 Minute, Sdoe. 4 05 Knox’s, 1 dozen--—--- 2 25 Jelsert, 3 doz.--------- 1 40 HONEY Lake Shore 1 Ib. doz-_ 1 90 JELLY AND cRrer nes Pure, 30 lb. pails------ 2 Imitation, 30. lb, pails_1 85 Pure Pres., 16 0z., dz. 2 0 00 12 oz. pial he Jelly, dz. 95 13 oz. Mint Jelly, dz. 1 60 7 oz. Cranberry Jelly, dz 90 JELLY GLASSES % Pint Tall, per doz. ---- 25 PARIS GREEN 1s on and be. 30 PICKLES Sweet Small L and C, 7 0z., doz... 92% Paw Paw, quarts, doz. 2 80 Dill Picl.les Gal., 40 to Tin, doz... 8 20 32 oz. Glass Thrown_-_ 1 50 PIPES Cob, 3 doz. in bx. 1 00@1 20 PLAYING CARDS Blue Ribbon, per doz. ‘ Bicycle, per ‘doz.__---- 70 Caravan, per doz._--- 2 POP CORN Sure Pop, 25 lb. bags 2 Yellow, 24 1-lb. bags_- 2 RICE Fancy Blue Rose-----_ 5 00 Fancy Head --—--.-- 6 10 RUSKS Postma Biscu': Go. 18 rolls, per case ___... 2 10 12 rolls, per case ____-_ 1 39 18 cartons, per case ___ 2 35 12 cartons, per case __. 1 57 SALERATUS Arm and Hammer 24s_ 1 50 SAL SOD Granulated, 60 Ibs. cs._ 1 35 Granulated, 18-2% Ib. packages == ---- = 110 COD FISH Bob White, 1 Ib. pure 25 1 Log Cabin Plain, 24, 2s 1 35 BORAX Twenty Mule Team 24,1 1b. packages _____ 3 35 48,10 oz. packages____ 4 40 96, 4 lb. packages___. 4 00 WASHING POWDERS 0 Bon Ami Pd., 18s, box. 1 9 Bon Ami Cake, 18s__-- 1 65 Brille 85 Big 4 Soap Chips 8/5__ 2 40 @hipso, large: 23) 4 05 Climaline, 4 doz.__---. 3 60 Grandma, 100, 5c_--.-_ 3 50 Grandmm, 24 large_--. 3 50 Gold Dust, 12 laree__ 1 95 La France Laun 4 dz. 3 65 Lux Flakes, 50 small___ 4 80 Lux Flakes, 20 large 4 55 Old Dutch Clean., 4 dz. 3 3 90 ea ‘Cleanser, 48, 20) Of6 2 Soe 3 85 Sani Flush, © doOz.. 2 25 Sapolio, 3 doz._------- 3 15. Super Suds, 48 ~----- 3 90 Sunbrite, 50s_-_----_-_- 10 508 2 Wyandot. Cleaner, 24s 1 60 Imit. Maple Flavor Orange, No. 1%, 2 dz._ 2 Orange, No. 3, 20 cans 4 wo P<] Maple and Cane Kanuck, per gal Kanuck, 5 gal. can____ 5 Kanuck, 24/12 Glass__ 4 30 Kanuck, 12/26 Glass 4 15 Grape Jumwe Welch, 12 quart case__ 3 90 Welch, 12 pint case___ 2 00 COOKING OIL Mazola Pints. 2 doz., ease 5 10 Quarts:: ft dogo 400 5 gallons, 2 per case__ 1) 15 TABLE SAUCES Lee & Perrin, large... 5 75 Lee & Perrin, small__. 3 35 Penner 2220 1 60 Royal Mint: 222. _ 2 40 Tobaseo: small... = 3 75 Sho You, 9 02., doz.___ 2 00 Aql large 203 Fo 4 75 Ant, opal 2 85 Caner 2707.2 3 30 Banner, Brass, Glass, single_____ Double Peerless__ Paper Food Dishes % Ib. size, per M____ 2 70 T ID. size, per Mi == 90 2 Ib. size. per Ms 3 40 3 Ib. size, per M______ 415 5 Ib. size, per Me 60 phil PAPER Butchers po Ww 2) 0 IStaeG ee ee % Wratt: Stripe 09% YEAST CAKE Maric. 3) dog. 20 ote. 2 70 Sunlight, 3 deg. .... _ 3 70 Sunlight: 136 dow. 20 1 35 Yeast Foam, 3 doz.____ 2 70 Yeast Foam, 1% doz.__ 1 35 YEAST—COMPRESSED Fleischmann, per doz.__. 30 Red Star, per doz._.-.-. 24 22 MICHIGAN TRADESMAN December 26, 1921 SHOE MARKET Michigan Retail Shoe Dealers Association. President—Clyde Taylor, Detroit. First Vice-President—M. A. Mittleman, Detroit. Vice-President—Arthur Rapids. Vice-President—Edward Dittman, Pleasant, Vice-President—K. Masters, Alpena. _Vice-President—Max Harriman, Lan- sing. Vice-President—Fred Venting, Saginaw. : ene eae Schmidt, Hills- ale. Allen, Grand Mt. Vice-President—Edward Stocker, De- troit. Vice-President—B, C. Olsee, Grand Rapids. _Sec’y and Treas.—Joseph Burton, Lan- sing. Field Sec’y—O. R. Jenkins, Portland. Yearly dues $1 per person, Can Man Be Made Color and Style- Wise? “Would you buy a 1924 automobile for use in 1935?” is the question that Ray Twyeffort asked us and before we could answer, he said:: “Why then should you be wearing a 1924 model of a pair of men’s shoes into the new year of 1935?” So we take his question and his an- swer and pass it along to the trade with the prophecy on our part that the year 1935 will show greater progress in the fashion arts in men’s foot- wear than it has in a decade. Men are becoming more individualistic. They don’t fear colors and change. Men are becoming more adventurous in-so-far as costume is concerned. We are to see great things in the men’s shoe busi- ness in the Spring and Summer of 1935, for there are new things coming in men’s attire. This same zealot for expression in men’s clothing has gone the full dis- tance this Winter in designing a blue full dress suit with accessories. He had to send to London to get the material to make the blue silk hat but he was pleased to see that dark blue dancing pumps were available in men’s foot- wear—thanks to past tanning experi- ments on this side of the water. The evening dress ensemble, if we can use that term, is most distinctive though the blue, as a color, was most conserv- ative. Not one but many of these eve- ning costumes were made. Have you, in your store, had any de- mand for the formal dress pump for men’s full dress wear? It has swept New York like a breath of desire. It has in it some of the spirit of gallantry and gentlemanliness that existed twen- ty years ago. Good manners come again into social life and by that same token the dress of a former gentleman- iy period returns. It’s most welcome. But our thought was not so much on the evening as a period for style change. This audacious designer of clothes is head of the promotional com- mittee of merchant tailors in America and he is all enthusiasm for the glori- fication of color and change in “lei- sure” and “fun” clothing. In his belief “men are going to en- joy themseles in the leisure hours as an antidote for the strain and pres- sure that they put into their business lives.” He hopes that the shoe trade will walk down the path with the more ad- venturous apparel people. He would almost exchange our debt with Eng- land for the presence here of the Prince of Wales or the new romantic couple, the Duke and Duchess of Kent, for what this country needs, he says, is the inspiration of leadership in fash- ion use. He points to the young and old men of business as the pioneers of a new sartorial day, The middle aged run of men may consider clothes inci- dentally and accidentally but the ex- tremes will carry the torch to burn up the tradition of men’s dress. standardization in What’s more, he believes that it isn’t a matter of price, for these things can be had to fit the purse of any man. So we point to the statistical record of an industry now serving the man public of America with two pairs of shoes per year, sans style, sans color, sans pride of possession; and in con- trast the excellent job that has been done in the women’s shoe field, where, even in a period of depression, pro- duction and consumption of shoes have been better than three pairs on the average for womankind the country over—plus style, plus change, plus de- sire for adornment. Staples have their place in the work-a-day world, but the time has come to think of other things. not Restoration of confidence is enough. There must be a restoration of the joy of living and all this is said in spite of the terrible totals of unem- ployment. It is said in the belief that buying power can be increased by fash- ion service to those who are employed and to those who have (that is not now being spent for goods and These and might rightfully get a sense of proportion and live and act money services). wage income earners new the part that their incomes really war- rant. It will be a better country for the merchant when the man-consumer becomes more conscious of his foot- wear as a part of his costume rather than as a mere traditional foot-cover- ing. There is a world of wisdom in what these pioneers of fashion are pro- pounding. They help the merchant to become again truly a merchant who selects desirable things as well as dur- able things and who transfers his en- thusiasms through his clerks to the men of the community. — Boot and Shoe Recorder. ——— IN THE REALM OF RASCALITY (Continued from page 7) “chamois,” either independently or in connection with other words on his labels so as to imply that his product is “chamois,” a leather prepared from the skin of the antelope of that name or from the skin of the sheep, goat or calf. Cashinsky also agrees to discon- tinue using on labels or printed matter the words “manufactured by” so as to import that he manufactures the prod- uct or that he owns or operates a fac- tory wherein such product is made. when this is not true. Trading under the name of Blue Rib- bon Shingle Co., in Kalama, Wash., B. F. Finke agrees to desist from. us- ioe the words “xtra Cleav™ as a brand or mark for his red cedar shin- gles and from using these words in any such way as to deceive buyers respect- ing their grade or quality, according to the stipulation. Finke’s products were not of the highest grade, but corespond- ed substantially to the grade designated as No. 2 according to grades estab- lished by the United States Bureau of Standards for the grading of lumber. Manufacturing mirrors ,backed with a product consisting of a mixture of metal suspended in shellac, the Emer- son Glass Corporation, of Jamestown, N. Y., agrees to cease using the desig- naticn ‘“Copperlytic Mirrors,” alone or in conection with other words in its advertising or on labels so as to imply to purchasers that the silver on the backs of these mirrors is covered with a sheath or layer of copper, or that the metal layer has been applied by electro- lytic process. The company also agrees to discontinue using the word “copper” independently or in connection with the lytic OT detters which tend to confuse buyers into be- suffix with other lieving that the mirror backing is com- posed of copper in whole or in part, or is put on by an electrolytic process, when this is not true. Use of the word “engraved” inde- pendently or in connection with the word “plateless,” or with other words so as to imply that its product is the result of impressions made from ink engraved plates, a process commonly known as “engraving” or “embossing,” discontinued by the will be Spencer Paper Co., Inc., operating a printing and engraving factory at 661 Broadway, Brooklyn, N. Y. John D. Hanson, Gloversville, N. Y.., dealer in sponges and chamois skins, agrees not to use the word ‘French dressed,” independently or in connec- tion with other words, to describe prod- ucts not imported from France, or in any way which may deceive buyers in- to believing that his products are im- ported. Frank DeLugach, an individual sell- ing and distributing tooth paste under the name of Dee’s Manufacturing Co., at 10 South a Salle Street, Chicago, agrees to stop using in his advertising matter or on labels the word “lemon” or pictures of lemons so as to deceive buyers into believing that the product is of lemon, either in whol]e or in part, or contains either the juice or oil of substantial when lemon in quantity, this is not true. DeLugach also agrees to cease using the word “Manufactur- ing” in connection with his trade name imply that he 1 I so as to erroneously manufactures the product he sells or owns or controls a factory wherein such product is made. Stero-lex Fabrics, Inc., 11 West Forty-second Street, New York City, owner and controller of a process of applying “Stero-Tex,” a chemical com- pound, to fabrics, and licensee of the privilege of using this process in the manufacture and sale of hat linings, agrees to cease asserting in advertise- ments and newspapers and radio broad- casts that the treatment of fabrics with such fabrics, “Stero-Tex’’ sterilizes renders them resistant to bacteria or makes them germ-proof or antiseptic. Respondent also agrees not to assert that linings, these fabrics, when used as hat have a tendency to prevent transmission of scalp infection or to BAN SING DETROIT depression proof CY) ce EENANCEAEZ CONDITION ES EWEN SERONGER ITHAN BEFORE IHE DEPRESSION — WE MAVE MAINTAIN ED OUR DIWEDERND RAIE NOT EKESS =THAN 25 MICHIGAN SHOE DEALERS MUTUAL FIRE INSURANCE COMPARY MUTUAL BUILDING GRAND RAPEDS OE °f ° December 26, 1934 MICHIGAN TRADESMAN 23 protect the users against dandruff, eczema or other contagions, or that fabrics so treated have germicidal prop- erties or that it is impossible for germs to live or grow in contact with them. King Outfitters, Inc., 1223 South Halsted Street, Chicago, dealer in rain- and desist from use of the coats sport garments, agrees [oO words “From maker to wearer” or other phrases im- porting that it is the manufacturer of the products it sells, when this is not true. Respondent will also cease mak- ing any false or misleading represen- tations concerning the value or the prices at which its products are sold or contemplated to be sold. G. W. Astill, an individual trading as (GW. Astill Shoe Co. 115) Bim street, West Newton, Mass., agrees to stop using in his advertising matter, or in any other way, representations or guarantees that in the event customers are not satisfied with which imply their purchases the amount of money they have paid will be immediately re- funded upon return of the purchased products unworn, when such is not the fact. According to the stipulation, the respondent, in a number of instances, did not refund to dissatisfied customers tull amount of mony which had been paid by them for products, and failed or refused to fulfill his guarantee. —_.2->____ OUT AROUND (Continued from page 9) ing beyond the bringing back of all peoples in peaceful and constructive ‘pursuits. By the side of the Unknown Soldier, with his adornments, typifying the warrior spirit of America, we should entomb also, with all the parapherna- lia of pomp, some Unknown who has yielded up his life in the pursuit of of peace, and who sends forth from the silent grave a message typifying the real spirit of America, “On earth peace, good will toward men.” We must talk less of war, and more of peace. Thus we may cultivate the thought of it. With curbed ambitions and righteousness and _ self-control, armaments will be unnecessary and we can go forward with our work in con- fidence and happiness. The Man of Galilee smiles upon the world from His celestial heights; glory of the angels’ song pervades all the earth with its significance, its wonder- ful powers and its call to bigger and better things. Noticing in the Merchants Journal of Topeka that a Kansas merchant had received a check for $47.50 from Uncle Sam on oleo rebate, I wrote him in regard thereto. The rebate proved to be due to an erroneous act on the part of the Government in assessing him extra for selling colored shortening on a license for selling uncolored short- ening. The manner in which the mat- ter was adjusted is described in the following letter: Newton, Kansas, Dec. 19—In answer to your letter of Dec. 17, in regard to the $47.50 oleo refund, mentioned in last week’s Merchants Journal. This was back around 1928 or ’29. We were selling a colored oleo called Colored Shortening, although we were using the uncolored license, which we were told by the jobber was all that was necessary. One day a Federal agent came in and discovered it and turned it into the Government, and we received notice to pay $36 for the nine months we had sold it. We paid it and kept the receipt. About two years later an article ap- peared in the Merchants Journal that anyone who had paid the colored li- cense for selling colored shortening could get a refund, so we immediately filed claim, but were about two years getting it. We received $11.50 interest on it, which made $47.50, but I believe the time limit to file claims has now expired. J. E. Ramsey. In the December 12 edition of the Tradesman I devoted a page to the position the present administration has voluntarily assumed on the subject of co-operative stores, recommending their formation to function in all kinds of localities—cross roads, villages, towns and cities. When I published the article I had not seen the official publication on the subject sent out by the Department of Labor, but I have since been able to secure Bulletin No. 598, which devotes about eighty pages to the subject. I never erpected to see the United States Government stoop to a machi- nation of this character—attempting to undermine and destroy regular mer- chants who have devoted a lifetime along the lines of legitimate merchan- dising. If anyone still has any doubts as to the accuracy of my statements on the subject all he needs do to set himself aright is to send to the De- partment of Labor at Washington for a copy of Bulletin No. 598. Archibald Upton, who has covered Northern Michigan twenty-three years for the Michigan Hardware Co., has the sympathy of the trade in the death of his wife at Petoskey, Dec. 19. The husband, three sons, and two daughters One brother, Charles Heth and and two sisters, Mrs. Laurene Chanler and Mrs. Harry Rockwell re- side in Grand Rapids and attended the funeral, which was held in Petoskey Friday morning at 9 o’clock. Mrs. Up- ton was an active leader in St. Francis church, St, Francis Altar society, Cath- olic Social club, Federation of Wom- en’s clubs and was past president of the Assembly Study club. survive. The fundamental question involved in the NRA is whether the thousands of executive orders and codes issued in the name of NRA are law at all, whether they have any validity—even when correctly written and made pub- lic. This is the great, broad funda- mental question upon which the Fed- eral Supreme Court must some day pass: Are the NRA codes law or are they not? Adverse decision by the Court would make the whole of NRA as vain in law, as futile to produce compulsion, as impotent to regiment the citizen and make him march in step, as General Hugh Johnson bawl- ing at an army mule across the Mis- sissippi River. One key question before the Su- preme Court—one of perhaps three that will determine the validity of the whole new deal—is, to put it briefly, whether NRA codes are law. They purport to be law. Under them hun- dreds of citizens have gone to jail, thousands have been fined, literally hundreds of thousands have been in- timidated by threats of prosecution; millions, practically every citizen, have been restrained in their actions or oth- erwise affected. For enforcing the codes there is numerously manned “di- vision of litigation” at Washington. Hundreds of lawyers spend all their time conducting prosecutions or other forms of litigation under the codes. Whether these codes are law is a fine The determined, in some part, by who writes the codes. question. answer is This is not a legal way of putting it, but to state it this way will help toward clarity for the non-legal reader. Be A Stowe. —_—_—_e- <2 _____ Liberal NRA Rulings Some greater liberality in au- thorizing code provisions designed to bar unfair practices is reported from several industries that have been seeking to amend their codes latterly. While it is uncertain whether these specific rulings represent any change in general policy, it is note- worthy that they were handed down after expressions of a crit- ical attitude toward production and price control provisions had come from S. Clay Williams, chairman of the NIRB One theory advanced is that Mr. Williams may have modified his views to favor greater use of fair trade practice provisions in anv indus- iry where competition has been severe. On the other hand, real central- ization of control and crystalli- zation of policies within the NRA are held unlikely until the inten- tions of Congress toward modify- ing or extending the act are known svecifically. ae Federal Oil Threat Threat of drastic Federal ac- tion if the Governors’ Conference next month fails to evolve more effective measures for contro! of the petroleum industry is causins some concern in oil trade circles. It is understood there is keen disappointment over the recur- rence of the ‘hot oil’ problem in east Texas, after so much head- way apparently had been made against it. While hot oil output has declined this week, the drop is held temporary and due to pending litigation. Accordingly, Administrator Ickes will have more support if he should seek to have oil declared a public util‘tv and regulated accordingly. al- thouch there wil be powerful op- Position in Congress to such a move. Such direct Federal «uvervision, it is feared, mav brine on serious troubles later owing to the inflex- ible situation that close Govern- ment control of a rapidl,y chang- ing industry will bring about. — Business Activity Points Higher Although some contraction in the level of business activity 13 expected over the approaching holidays, maintenance of an ex- panded rate of operations in im- portant lines leads many to the opinion that the upward trend of the past few weeks will be resum- ed after the first of the year. Industrial operations and retai! business have shown greatest in- creases, previously, in the South and Rocky Mountain regions. Rises in activity of industries such as steel and automobiles, how- ever, are now causing substantial improvement in the central indus- trial area. unless Congressional actions are disturbing, it is felt that this improvement will continue to broaden. —__ e+ s____ Got to Eat It Customer, entering hat shop: I’ve just lost a bet on the election and want a soft hat. Salesman, selecting a hat from the shelf behind him: This is the softest hat we've got. Customer, reluctantly: What I want is something a little more tender. I’ve got to eat it. ——s<.. Depression, gloom, pessimism, de- spair, discouragement, these slay ten human beings to every one murdered by typhoid, influenza, diabetes or pneu- monia. If tuberculosis is the great white plague, fear is the great black plague. Be cheerful. Cash paid for stocks of merchandise of every description including ma- chinery, plants and equipment. Write or wire M. GOLDSMITH 935 Gratiot Ave. CAdillac 8738 DETROIT, MICHIGAN Complete modern Drug Store fixtures for sale at a great sacrifice, consisting of plate glass sliding door wall case, show cases, cash registers, count- ers, back bar soda fountain and utensils, ete. ABE DEMBINSKY, Liquidator 171 Ottawa Ave., N. W. Grand Rapids Michigan Phone 89574 John P. Lynch Sales Co. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. Grand Rapids, Michigan Advertisements inserted under this head for five cents a word the first insertion and four cents a word for each subse- quent continuous insertion. If set in capital letters, double price. No charge less than 50 cents. Small display adver- tisements in this department, $4 per inch. Payment with order is required, as amounts are too small to open accounts. AND COFFEE ROASTER—Combination coffee g2rinder and peanut butter machine; two Stim- son computing scales; adding machine; cash register; and other fixtures, Also small stock of groceries, shoes, and rub- ber goods. Cheap. Hinkley Store, La Grange, Indiana, 698 "FOR SALE 24 MICHIGAN TRADESMAN December 26, 1934 KNOWLEDGE OF FOOD VALUE Good Appetite Besides—Contributes to Their Popularity The Russian town of Koslov re- cently celebrated the eightieth birthday of its most famous son, Ivan Vladimir Michurin, and honored itself by taking his name. Michurin is known to the world as a man who has developed a variety of new and hardy fruits and has thus widened by thousands of miles the areas in which fruits may be success- fully grown in the Soviet Union—a land of diverse climates. He has de- voted more than half a century to this task, and in that time has helped to bring fruit out of the gardens of the nobles into the fields of the peasants. In a large sense he thas taught the people the value of fruit. The United States, also a country with many climates, presents a paral- lel with Russia. The fruit-growing areas have been greatly extended in the course of half a century; as a conse- quence, certain tropical fruits—partic- ularly citrus fruits—once considered a luxury, or at best a seasonal delicacy, are now common articles of daily fare. Three fruits—the orange, the lemon and the grapefruit—are outstanding examples in the field of food. The American business man often begins his day with orange juice. It is served to him at home; if he goes to the cor- ner drugstore or to a hotel he finds that the orange is part of the club breakfast, inexpensive or expensive. Yet the father of the man who takes orange juice for granted remembers that in his childhood oranges usually were served with nuts as a second des- sert at dinner, and only rarely at break- fast. And before than an orange was considered a treat for a good child. The orange had great adventures be- fore it reached America. It originated probably in South China and the Indo- Chinese peninsula, whence it spread to India and Western Asia. It was carried by the Arabs to Mesopotamia and Syria, and, following the tide of Mohammedan conquests and civiliza- tion, made its way into Africa and Spain. It was introduced into North- ern Europe, according to belief, either by the Portuguese explorers or the Genoese merchants of the fifteenth century, and it probably crossed the Atlantic with the Spaniards. Sixty years ago the United States depended largely on the West Indies for its supply of oranges. Then com- mercial cultivation began on a large scale in Florida and California, and pemologists undertook the task of de- veloping fruit of better quality. Their efforts enabled the two States to take the orange out of the class of luxury fruits and put it within the reach of all. Scientific discoveries aided greatly in promoting the universal popularity of the orange. First of all, the orange was found to contain important amounts of Vitamin C, the preventive of scurvy, as do all the citrus fruits, and, in time, it was recognized to be of prime importance in the health of the teeth. Experiments carried on at Mooseheart, Ill, the “City of Child- hood,” showed that the addition of cit- rus fruit juices to the diet over a long period of time resulted in a 57 per cent reduction in tooth decay, and incident- ally in a 75 per cent. improvement in the rate of growth. In these tests an eight-ounce glass of orange juice and the juice of half a lemon were admin- istered twice a day. The World War showed that 32 per cent. of our soldiers suffered from the effects of malnutrition, often brought on in childhood. The University of California therefore undertook to test the actual food value of orange juice. To under-weight children was given a mid-morning lunch, some taking a glass of milk and some orange juice. Each had two graham crackers. The conclusions of the investigators were that “a mid-morning lunch is of value in overcoming conditions of under- weight in children—oranges seem most efficacious in producing a gain in weight.” The reasons assigned were that oranges have a high vitamin content and also tend to stimulate the appe- tite. Fruit sugar, plentiful in the orange, was found to be easily assim- ilated. For this reason athletes often drink orange juice as a restorative. While investigations into the food value of the orange were being carried on, the fruit itself was finding its way into other courses on the menu. Chopped up with pieces of melon, banana, pineapple, and so on, it was put into a fruit cocktail to be served before the soup course, or to be be used, generally with fancy cake, as a healthful dessert. The fruit salad, which is likely to contain almost any variety of fruits, is incomplete with- out generous supplies of orange. As a side dish, marmalade made of oranges cannot be ignored. English marmalade adds zest to the British breakfast. Un- like our own orange marmalade, which is a sweetish jam, the English variety is prized for its bitter flavor, being made from the sour orange. To-day orange juice is recommended by some authorities for use twice a day in the baby’s diet. Its flavor and sweetness make it acceptable to young and old: indeed, it was popular be- fore its properties were fully under- stood. It is probable that these prop- erties are not fully understood even now: for, as Dr. Mary Swartz Rose of Teachers College says, “Food is a subtle thing.” The lemon also came from the East, and was brought to Spain by the Arabs in the twelfth and thirteenth centuries. It was found many years ago that the lemon, as well as its cousin, the lime, contains important amounts of an anti- scorbutic factor, now known as Vita- min C. Hence in 1795 the British Navy added lime juice to the rations of its sailors, thus guarding against scurvy on long voyages and giving English tars the permanent name of “limeys.” In 1865 the British Board of Trade brought about a similar custom on merchant ships. In this country we are using more limes than ever before and are grow- ing them extensively in Southern Cali- fornia and Florida. The return of liquor has increased the use of the lime, which is also familiar in soft- drink places. No who’s who of citrus fruits would be complete without special mention of the grapefruit. The history of this fruit — a hybrid — is much like that of the orange. It has constantly gained in popularity, and its flavor has been greatly improved. Not so many years ago the grapefruit was extremely bit- ter and pulpy; to-day most varieties can be eaten without much, if any, su- gar, and are rich in juice. The grapefruit, when first introduced from the West Indies, was an addition to a formal meal, used as a first course. The present tendency is to eat it with other food as in the case of the orange, and it is frequently recommended as a variant to the morning orange juice. One argument advanced in its favor is that it does not contain the protein which, in oranges, is sometimes the cause of eczema in children. Grape- fruit has taken its place with the orange on the breakfast table and is widely used in salads. Two other fruits occupy a new posi- tion in our diet. Both are substantial foods. The first is the alligator pear, which, until recently, was so expensive as to be classed among the table lux- uries. The alligator pear—known also as the avocado, the calavo and the ahua- cate—has been for generations a staple article of diet in the West Indies. The natives there spread the pulp on bread —it is a substitute for butter—and fla- vor it with salt and pepper. We are now learning the value of the avocado, using it chiefly in salads. Dietitians and epicures alike can be enthusiastic over the avocado. This fruit, we are told, is “908.3 per cent. digestible.” It has about four times as much food value as most fruit, bananas excepted. It supplies twice as much Vitamin A as the apple, and a large quantity of Vitamin B. And, important in view of the current inter- est in irradiated foods, is the claim made for it that the avocado soaks up great quantities of sunlight through its thin skin. To most people avocados do not need a doctor’s recommenda- tion, however. Epicures eat them on bread, like Camenmbert, with a touch of seasoning. Others prefer them cut in half, with French dressing. The banana had long been a staple food in the West Indies. There the plantain, a coarse, large banana, is fried, and a very good dish it is. Fifty years ago the banana was viewed with alarm in this country, many house- holds having a rule that it was not to be eated after 10 in the morning, on the ground that it was a menace to diges- tion. There was some reason for this, for little distinction was then made between the fruit that was partly ripe and that which was fully so. Unripe bananas are now known to contain a starch which is difficult to digest. Dur- ing the ripening process, however, this starch turns to sugar of a sort which is readily absorbed, and can be taken when ordinary sugar cannot. “The banana,” writes Dr. Sidney V. Haas, “has been the victim of one of those curious antagonisms which make its acceptance as an infants’ food difficult to lay people, although it has been so used in the tropics for generations.” Yet no fruit has changed ground more completely than the simple, un- dramatic banana, and recent experi- ments have built up its prestige as a food to an extraordinary degree. The banana is ranked with lettuce and peas as a source of Vitamin A, and it is richest among fruits in caloric value— with the possible exception of grapes— having about twice as much as oranges and considerably more than apples or plums. The results of a study of the banana as a diet in disease are reported by Dr. Haas. To children suffering from disorder in which food could not be assimilated, the pulp of the banana was given in increasing quantities, as the entire fare, and the children grad- ually regained weight and apparent health. Walter H. Eddy, Professor of Phys- iological Chemistry at Teachers Col- lege, calls the banana a good source of calories and of quick energy. It has an alkaline reaction and thus corrects acidity. It is an excellent source of Vitamin A, the anti-infective vitamin, and, combined with milk, produces al- most a balanced ration. Our consumption of fruits has great- ly increased. It is difficult to say how much the increase is attributable to the advance of science, and how much to the natural enjoyment in the food made available. But it is, according to many authorities, the great gain of the century in dietetics. Henrietta Ripperger. —_2+- > ___- Another Anti-Chain Move As if NRA were not a sufficient bur- den for the chains, another type of opposition is developing. Only this week we learned of an anti-chain store motion picture which is reported to be booked extensively. The idea behind the film is that the housewife will weep over the romance and thereafter confine herself to buying exclusively at independents and col- lective markets. Blocks of free tickets are being dis- tributed for this picture, “Forward, America.” Thereafter, the poor chain store manager can report additional slumps. -- - To Hit Back? From every part of the country come authentic stories of decreased business for the chains. Hard hit by the labor requirements of the NRA code, the operators of the giant systems are said to be planning a strong attack on the NRA. In the opinion of most leaders of in- dustry, such an assault on NRA would be like attacking an institution which is already as dead as a dodo, notwith- standing all the maneuverings of Gen- eral Johnson’s successor, Richard Rich- berg. —_>~+~____ Goodwill is a state of mind. You can tell a truth so that it creates an- tagonism or develops friendship. The truth is the same in each case—the manner of telling it makes the difer- ence. —_~+++___ Compete with your possibilities; not with your neighbors. “ mgeRTS PSB AS HARDWARE RETAILING (Continued from page 15) look to for business. This may be in the line of newspaper advertisements if you have a good, well-distributed and well-read local or community news- paper. If-not, then use printed monthly or quarterly broadsides, which should be mailed: or weekly or monthly postal cards, either mimeographed or multi- graphed, in which you can list your special seasonal items or price appeals. The public will soon forget the aver- age hardware merchant if he does not spend more time, effort and money along these lines. The writer has heard a remark passed too frequently by hardware merchants, when contacted by the manufacturers’ or jobbers’ salesmen, to the effect that “I wouldn’t buy any of those because I wouldn’t have one in my home or wouldn’t use one in my business.” Therein lies one of the in- herent weaknesses of hardware mer- chants’ buying. Department chain stores and all large progressive and successful merchants buy what the not let their per- deter or stores, public wants and do or whims merchandise ideas buying sonal wishes, them from products that the public wants. There- fore, study your public’s requirements and do not let personal preference con- trol your buying or selections. Many hardware merchants have been found to have in stock for periods of from one to three or more years, a cer- tain limited amount of merchandise that has been improved with later mod- els and, in most cases, lower retail prices. Notwithstanding the fact that the hardware merchant knows that the products he has in stock have been improved upon and reduced in price, he is careless enough in many in- stances not to reduce the price in his stock to the level of the new and im- proved merchandise, or lower, which is still better, and dispose of it even at a loss—then put his money in a small stock of the newer, lower-priced prod- ucts. Quite a number of the public is rather smart and they will ofttimes note this failing, and it will be a tre- mendous handicap to such hardware merchant, far beyond his wildest imag- ination. Such information is passed from person to person and finally the public learns by the broadcasting of this information that the Blank Hard- ware Company is not dependable—in fact, they are chiseling, and when any hardware store has such a reputation, just close the front door and fold up at once and save yourself money. Perhaps the most glaring inconsis- tency on the part of too many hard- ware merchants or department buyers in hardware stores lies in the fact that such officials or proprietors hear the sales story of new merchandise bought from the representatives of the manu- facturers’ agents or jobbers’ salesmen, and they keep this a secret from the sales force. Then the merchandise so bought arrives, is priced, put out in the store and the sales force demanded to sell it without a bit of sales infor- mation, or substantially so. There is a standing rule in the major department stores of the U. S. that the buyers of departments dare not place on the shelves or counters of their de- partment new merchandise without first calling the entire sales force and personnei into conference and giving that group who contact, for the most part, with the public, the full and com- plete sales talk, explanation and com- pelling truthful facts as to the quality, virtue and necessity for such merchan- dise. Hardware merchants who have two or more sales people or employes who contact the public should have a stand- ing rule that such employes should be compelled to be present, once or twice a month, in the evenings at sales meet- ings, to discuss the new merchandise and get the sales ammunition, and to discuss the want book and the trends of customer demand. The attendance of employes at these meetings should be absolutely compulsory. The writer recently had the pleas- ure of attending a sales meeting of the employes of the house furnishing de- partment of one of the largest depart- ment stores in metropolitan Los An- geles. The 39 employes were obliged to be at the store ready for the meeting at 7:00 a. m., just one and a half hour before their regular time of arrival. That hour and a half was well spent in explaining their jobs, the new mer- chandise and getting suggestions from the employes for the benefit of the buyer of the department and the mer- chandise director of the institution. Suggestions to the future successful hardware merchant: Plan in advance, and well in advance, all of your sales, your advertising, and store and win- dow displays. Only by advance plan- ning will any of these be effective and productive. Advertise — tse newspapers, lars, broadsides, post cards, and use the telephone to call your trade and announce your displays, sales and prices, Some day very soon the public should hear over the air through radio broadcast programs, institutional an- nouncements recreating in the mind of the public a renewed interest, confi- dence and desire to do business with the nearest dependable hardware mer- chant. Other lines of retail merchan- dising crafts are using such appeal most satisfactorily and advantageously. Analyze carefully whether you can- not serve your customers better by making store to house deliveries. If you do not have your own truck, use a motorcycle. If you have neither, use your own car—if you have none, use one of your employes’, or make art- rangement with certain local auto de- livery concerns. The cost is small, but the service and aid to your customers is a tremendous help in your behalf. Many hardware stores, in thickly populated communities, areas or cities where there is large pedestrian and automobile traffic in or past their store, should seriously consider whether or not they should stay open later at night than the usual closing time of 6:00 p.m., and perhaps stay open until 7:00 or 8:00 p.m.; and, if necessary, open the store that extra hour or two later in the morning; because in metropolitan city neighborhoods the old-fashioned early morning trade will undoubtedly circu- be found to have been reduced so ma- terially as to warrant your study of this matter to find whether you can get more business by staying open an hour later in the evening, when more people are about. Know your costs, selling expenses, your inventory, stock turnover, your correct prices and your price trends, and, above all, the public’s needs. Keep stock control, budget control and expense and purchasing controls. These can be kept in a simple, inex- pensive manner requiring but very little time. When you control your business by facts and figures, you never wake up to find that you are about to close up or pass into the hands of creditors. Maintain prices, stop profitless mer- chandising, turn down some undesir- able business that will not render vou a sufficient profit. Stop trading dollars and merchandise because in such trad- ing, tho you may not know it, you are losing money. Sell quality goods. Do not fall for sub-standard merchandise except as a competitive item which the public or a percentage of same may demand and will want and they may buy. You should known well, fraternize with, consult with and certainly co- operate with your fellow hardware mer- chants. The real competition is outside of the hardware merchants’ field, and certainly among members of the craft there should be closer co-operation and understanding, and an agreement as to prices, items, practices, etc. Arrange rent revisions. From the National Retail Hardware Association Annual Hardware Store Survey and the local figures of State hardware as- sociations, it is apparent that most hardware merchant are paying too much rent in proportion to their sales volume, You must lower your cost of doing business by cutting unnecessary expenses, luxuries, etc. but more im- portant by increasing your sales vol- ume and your profit on every bit of merchandise sold, sufficient to make you a net profit. “Long profit lines’ should be more fully analyzed and sold. The average amount of sale per customer daily, monthly and yearly in the hardware merchants’ field has been reducing to an alarming extent. Stop trying to compete with the 5 and 10 cent stores, and arrange the sights on your gun to shoot at higher sales per customer by buying, displaying and actually pro- moting the sale of items that are not below the dollar and, if necessary, up to $100 or more. They are being sold —if you are not selling them now, it is no indication that the public is not buying them —just look around you and see what some other merchants are doing with types of merchandise that you should have. Import orders, except to about 10 per cent. of the hardware merchants, represent a tremendous merchandising hazard. Too many merchants buy an excess quantity or supply for the little bit that is held out by the jobber or manufacturer, but when the hardware merchant finds out that the principal factor of profit in merchandise does not lie in the discount from list, he will begin making profits. The most im- portant factor for merchandise profit actually is “turnover.” Pay cash and take cash discounts. What a this make in your costs and your profits. Do not you can and then for. it: difference will buy beyond what you know pay for at the time it is due, stop procrastinating and pay Stop giving “trade discounts” to the man with the overalls who says he is a painter or a carpenter, or a rancher or a farmer, or the lady who tells you she is the head of some women’s club or some group of organized women, or the person who is a Janitor, superin- tendent, or, the modern term, the manager of apartment houses using more or ranches. Every time you give a 5 or 10 per cent discount so easily, you are creating a public distrust in you and the entire hardware craft. Have one price for the merchandise for every- one, and the sooner vou do it the more profit you will make and you will ele- vate the standards of retail prices in hardware stores. There is an odd but known psychology of the human race: that people actually do not appreciate the fact that you give them trade dis- counts or sell without profit, or at your cost or below. This does not produce public confidence, respect or even ad- miration, but people smile at you re- alizing that you aré easy and that they are pretty expert at chiseling, and you derive no benefit from it—the ben- efit goes only to the purchaser. J. V. Guilfoyle, Secretary Southern California Retail Hardware Ass’n. —_22+ >_ War Profits Taxes Manufacturers who produce products that come under the classification of armaments or war materials are not much con- cerned by the proposal to tax fu- ture war profits they may make. The general feeling is that Con- gress will not segregate profits from such sources, for specific taxation, without provision also for higher taxes on manufacturers producing other goods purchased by the Government to carry on the conflict. This will tend to em- brace most industries, it is felt, and will probably lead to another general excess profits tax. War excess profits taxes, such as those levied at the close of the kaiser’s war, would not surprise manufacturers in the event of an- other conflict, which is generally regarded now as quite remote, so far as the United States is con- cerned. —_—_++ »___- Stores Order Lamps for Sales Lamps for use in housewares pro- motions next month and in February were ordered in volume by buyers pay- in their final visits of the season to the wholesale market here. Manufacturers were asked for specially priced goods which could be featured at prices of $2.95 to $8.95 in post-holiday promo- tions. The call enabled producers clear Fall goods from their stocks. Lat orders from local stores for lamps are a major factor also in this week’s business. The demand was con- fined to goods selling at $30 and up. holiday 7 GOOD REASONS WHY YOU SHOULD STOCK W. R. Roach & Co., Grand Rap- ids, maintain seven modern Michigan facto- ries for the can- ning of products grown by Michi- gan farmers. Rademaker-Dooge Grocer Co. Distributors for KARAVAN KIRO COFFEE KARAVAN EL PERCO COFFEE KARAVAN SIXTY-SIX COFFEE Phone 8-1431 Grand Rapids, Michigan DON’T TAKE A CHANCE A JUDGEMENT AGAINST YOU FOR PERSONAL? INJURY OR DEATH MAY MEAN BANKRUPTCY FOR YOU.~ WHY NOT GIVE YOURSELF THE BEST OF PROTECTION WITH OUR .. . PUBLIC LIABILITY INSURANCE PRESENT PREMIUM SAVINGS 20% ° ° MILL MUTUALS AGENCY MUTUAL BUILDING LANSING MICHIGAN DETROIT SAGINAW GRAND RAPIDS @ ®@ Ose ay SS oo Maz CY Wh (Ge. F LS & to feature all during | the HOLIDAY SEASON! y