> 54 PITT] = ep Sle EN me x mY STII CS RN A) 7S) a SNA 8S at 2 SIZ INR C7 > cS Gee TA SS OVS CALE BRA Pas aN any wo Bs Ke AS 0) 5) ow i SS TRADESMAN COMPANY, PUBLISHERS: TOS OC FDO ONAN 3 NG = 3 per cent. under the same period last year. Reporting upon department store volume in January, the Federal Re- serve Board indicated an increase of 4 per cent. for the country as a whole. The decrease from December, how- ever, was greater than- seasonal and the index dropped to 72 from 76, In the various districts the results ranged from a drop of 4 per cent. in the Bos- ton area to an increase of 14 per cent. in the Cleveland region. Sales in this district were unchanged from a year ago. Unit volume continues to gain on last year. The increase in sales compares with a further drop in retail prices. The Fairchild index recorded a decline of half of 1 per cent. last month, and the number on Feb. 1 stood 2 per cent. under the average for the same date last year. For the first time in months none of the major merchandise groups showed advances. The principal de- clines were in piece goods, women’s apparel and home furnishings. In the wholesale merchandise mar- kets, the number of visiting buyers moved higher and passed last year’s figures. At the domestics show in New York City the trend was definitely to- ward lower-priced goods and orders booked were only fair, due to hesitation caused by imminence of the gold- clause decision. A price war developed on blankets. The rug market opening brought a dispute upon volume rebates and chains and groups withdrew tem- porarily from operations. SIMPLIFIED SYSTEM Establishment of a simplified form of cost accounting, with percentage max- imums set for the amount of material going into a product and with mini- mums for other expense items, such as payrolls, selling, overhead, etc., is advocated by W. Irving Wolf, indus- trial engineer, to assure survival of the NRA. Mr. Wolf, who has just completed an exhaustive survey of the men’s neckwear industry, declared that the chaotic conditions now ruling in that field are reproduced in many other lines of business. If enforced faithfully, the simplified cost procedure would assure continuity of employment and larger annual wages to workers, check price- cutting and permit reasonable profits to manufacturers, he declared. The neckwear industry, Mr. , Wolf pointed out, like numerous other lines, has experienced certain definite disad- vantages from the NRA. The cleav- age between metropolitan and small- town manufacturers has been widened, particularly over wage rates, ‘and in- dustries have been split into opposing camps. Unions have demanded and obtained very high hourly or piece rates, Mr. Wolf said, and, while he is no less friendly to labor than to in- dustry, the present drive of unions can lead only to disaster. MICHIGAN Under the present set-up, Mr. Wolf continued, manufacturers are caught between the two jaws of a vise, higher costs on one hand and lack of price protection on the other. For instance, he pointed out, the neckwear industry - which did $40,000,000 worth of busi- ness last year, showed losses ranging from 1.3 pér.cent. ‘in the New York commuting area to 6.8 per cent in New York City itself for the first half of the year, accordng to an NRA planning and research division report. Unequal competitive conditions in various parts of the country also con- tribute to the poor showing of various industries, he added. Mr. Wolf illustrated his reasons for setting a maximum on material costs and minimums on other expenses. As- suming that the unit of a dozen is priced at $7.50 wholesale, the mate- rial cost is 3.75, or 50 per cent. Price cutting starts and some manufacturer gets the price down to $6.75 or even $6.50. If the quality of the material has not been impared, his fabric cost has risen from 50 to approximately 56 or 58 per cent. This difference must be taken out of payrolls or some other item. It is for this reason that in so many industries the minimum wages have become the maximum, Mr. Wolfe said. Efficient producers, he said, would not be penalized, as the minimums would be set suffciently low to keep their costs in line. The less efficient manufacturers would have to find ways to bring down their expenses on cer- tain items. Such a set-up, Mr. Wolf concluded, would protect wages and at the same time assure manufacturers of a reason- able profit. SOME HESITATION VISIBLE With the exception of the automo- bile industry, some hesitation has been discerned in major industrial lines. It was traced in the week to important legislation now pending before Con- gress which seems more radical than business interests were led to expect. The banking, security, work relief and labor measures make a group which even separately might lead to greater caution on the part of trade enterprise. The index reflecting these conditions has reacted from its sharp rise. The -principal decline was in steel operat- ions, but this has been explained on the score of code regulations. Trade authorities believe, however, that the peak for the first half of the year has probably been passed despite the fact that the steady rise in automobile pro- duction continues, : In the construction line, the Jan- uary figures were scarcely impressive. While there was a gain in contract awards of 8 per cent. over the Decem- ber figures, the total was only 53 per cent. of the January, 1934, amount. It was indcated, however, that PWA awards reached their peak last year in this period. The best showing fast month was made in residential awards, which ran 48 per cent. above a year ago. A fear expressed quite generally is that industrial production has been running too much ahead of consump- tion in recent months and that an TRADESMAN abrupt decline such as last Summer’s is likely again. That does not seem al- together probable, because there has been littie speculative buying this time and, furthermore, prices have been eas- ing rather than advancing. ORDERS BELOW ESTIMATES With the peak of the early spring buying season about over in the mer- chandising markets, a comparison of early forecasts with actual results indi- cates that predictions proved a little overoptimistic. Instead of gains rang- ing from 10 to 15 per cent., orders from stores throughout the country have not averaged much better than even 5 per cent. ahead of last year’s. Various reasons are assigned for the discrepancy between the estimates and what actually took place. Weather conditions take their usual share of the blame, but other circumstances al- so receive mention. For one thing, it is believed that the stores have failed to make the increases they expected so far this year because the heavy expen- ditures of the public in the Christmas season depleted family budgets and made future economies necessary. Then, again, there is the mounting cost of food, which has probably cut into merchandise dollars. The rise in New York City has been 23 per cent. over the year, according to the Depart- ment of Labor index. Since this is the principal item in the average budget, other expenses must give way. All in all, though sentiment remains hopeful, since supply conditions are very healthy, prices are calculated to at- tract greater consumption and the mar- kets are primed to go ahead quite brisk- ly once present restrictions are lifted. REBATE ISSUE UP At the opening of floor coverings for spring in the New York market last week the issue between the rug mills and chain and group buyers was joined upon the rebate allowance question. The mills had reduced the discount from 7 to 4 per cent. and restricted it to individual stores. Chain and group buyers in protest withdrew from the market. Producers are awaiting a rul- ing from the NRA. This development had interest for other important merchandise lines, since it might mean a general over- hauling of rebate practice. Sound ar- guments are offered on both sides of the question. The chains point to econ- omies for manufacturers through large- scale buying. On the other hand, the producers are willing to concede these savings and ready to yield the rebate where delivery is made to one point. Where deliveries have to be made to numerous store units, however, under orders that are bulked for the purpose of obtaining the rebate, costs are in- creased and there is little or no saving. Sellers might be expected in these cir- cumstances to raise their prices, but. they appreciate the difficulty of such a. course in a competitive market. SS TO SEEK GLASS OUTLETS Pressing for wider outlets for their products, manufacturers of glass are planning to take an active part in the “better light better sight” campaign launched last year by electric light and February 20, 1935 fixture interests. Reporting that sales of glass light globes and shades in- creased substantially as a result of the introduction of the student lamp, which was promoted as an important part of the better lighting movement, the glass manufacturers hope to widen the scope of the campaign to include store and office: building lighting fixtures. Sur- veys to demonstrate that lighting in many otherwise modern office build- ings is defective because it puts a strain on the eyes of occupants, have already been started by the industry. Another branch of the glassware in- dustry has already broadened its outlet considerably by entering into the pre- mium dinnerware field. Pressed glass manufacturers, competing with produc- ers of low-price earthenware, have signed volume contracts with theaters and others distributing dinner sets as premiums. In many of the pressed glass plants twenty-four-hour produc- tion schedules are now being main- tained in order to keep up with the premium orders and with the heavy demand from foreign countries, where pressed glass dinnerware sets have been promoted successfully in the last six months. ORDERS FOR APPAREL OFF Despite the marked slowness in buy- ing activity in the major apparel and accessory markets here during the last fortnight, retailers’ spring orders to date were estimated yesterday as being even with or up to 5 per cent. ahead of the same period a year ago. The in- crease for the first three weeks of Jan- uary ranged up to 15 per cent. or more, but the current average has been pulled down sharply by the decline in new business during the last two weeks. The showing is not as good as was anticipated and is due to a combina- tion of adverse weather, which checked retail trade last month and made buy- ers cautious, and to the complicating uncertainty surrounding the gold-clause decision. An added factor was said to be the indications that consumers had “overspent” themselves during the Christmas period. The sudden stoppage of orders in the dry goods markets by retailers in re- cent weeks practically wiped out the sales increase over last year. [ SALES LOST BY STORES Each large store is losing on an aver- age of $1,000,000 a year or more in potential sales to customers who visit the establishment but who leave with- out making purchases, the president of a well-known store here said yester- day. He compared that part of store traffic to straphangers in the subway— they are the ones who pay dividends.” “Tf each large retailer got all the business now available from people who go into the stores to spend money, what a business that would be!” this executive emphasized. “But lack of interest and initiative on the part of sales People, and either real or imag- inary deficiencies in stock assortments, cause this business to be lost. It is actually lost because in many instances the customer does not go elsewhere, but abandons the idea of purchase.” ‘“*o- February 20, 1935 OUT AROUND Things Sen and Heard on a Week End Trip Grand Rapids had the pleasure last week of entertaining the largest state mercantile association in America— the Michigan Retail Hardware Associ- ation—which is now forty-one years old and holds its annual conventions alternately in Grand Rapids and De- troit. The registration this year was 1600, which I am told is the largest record the organization has ever been able to muster. Four convention ses- sions were held—Tuesday afternoon, Wednesday, Thursday and Friday fore- noons. A final meeting of the Execu- tive Board was held on Friday after- noon. All of the regular meetings were well attended except the last regular session Friday forenoon. The exhibit feature in the civic audi- torium was the largest and most com- prehensive ever undertaken by the or- ganization. There were a little over 117 exhibitors who made their booths in most instances look very attractive. In many cases, heads of the houses were present to renew acquaintances and exchange reminiscences with their callers. The exhibit thall was closed when the association was actually in session. The entertainment features for both men and women were all that could be expected. The entertainment program was sufficiently varied to keep everyone busy and happy when the regular work of the convention was not in evidence. The program was carried out sub- stantially as presented in previous is- sues of the Tradesman. last week the annual address of Presi- dent Schantz. This week several papers are presented in our columns, The re- maining papers will be published from ‘week to week until the entire list of subjects presented at the convention in written form will be completed. The programme reflects great credit on the President and Secretary ‘because of its scope and completeness and the dis- crimination used in selecting the men who handled the subjects assigned I published them so satisfactorily. The officers elected for the ensuing year are as follows: President — A. D. Lansing. Vice-President—W. C. Big Rapids. Secretary—H. W. Bervig, Lansing Treasurer—Wm. Moore, Detroit. The executive board as now consti- Vandervoort, Judson, tuted is as follows: R. T. Davis, Adrian. J. L. Louisignau, Cheboygan. Harry F. Shaefer, Ypsilanti, Wm, J. Dillon, Detroit. Andrew Larson, Caro. L. A. Straffon, Croswell. Henry A. Shantz, Grand Rapids. C. L. Goddeyne, Bay City. Nelson Waters, Paw Paw. Grant Smith, Port Huron. MICHIGAN TRADESMAN It will be noted that eight of the ten members of the executive board are from Eastern Michigan and two fron: Western Michigan. This is in keeping with the percentage which has been maintained since the birth of the or ganization. I have called attention to this condition every year for forty years, but my suggestions along this line appear to be utterly ignored. The location of favored managers should be on a more equitable basis, but so long as a majority of the nominating com- mittee are always selected from East- ern Michigan, such a change wili prob- ably never be put into execution, I do not apprehend this unfairness has ever resuited in injury to the organization, but { never give the matter consider- ation that I do not think of Paul’s ad- monition, “Avoid the appearance of evil.” My relations with Arthur J. Scott, who served the organization as secre- tary for thirty odd years, were of the happiest character. The same is true of the present secretary, Mr. Bervig, who is certainly a prince of a man in all that the word implies. No one could possibly be more painstaking in his work than he has been and his in- born disposition to be helpful to any person needing his help has come to be known to all. I hope Mr. Bervig remains in his present position as long as he lives. He knows his job thor- cughly and performs his duties with- out fear or favor. I heard nothing but good words for the administration of retiring President Schantz. I think he has given. the or- ganization faithful service of a high character during the past year. Secretary Bervig suggested that I commend Arthur H. Hunt, chairman of the exhibit committee, and L. J. Cortenhof, chairman of the entertain- ment committee. Both worked like Trojans and both made good to a re- markable degree. Every delegate I discussed the matter with praised the service given by the Pantlind Hotel during the con- vention. About 100 members from Detroit and Southeastern Michigan came in by special cars Tuesday forenoon. On the day the exhibition was closed, three members of the Association were delegated to interview the exhibitors and ascertain how they regarded this year’s exhibit. All reported better bus- iness than ever before. Several report- ed that their sales were greater than they expected. Without a single excep- tion, all asserted they would ‘be glad to be back to Grand Rapids two years hence. I wish every retail mercantile line could have an organization of com- manding influence and importance like the hardware dealers maintain. It has taken over forty years to accomplish the marvelous result now in evidence, but for over thirty years the crginiza- tion has been officered in a most ac- ceptable manner. For a time the or- ganization tolerated a secretary who misused his office by indulg:iy in ques- tionable practices, but no suspi.ion of wrong doing has ever beea iii at the doors of Secretaries Scott or Bervig. This is the feature in association work which has to be most carefully guarded against. A selfish, stubborn or dis- honest secretary can do more harm than a hundred hardworking members can do good. The organizations whicn have become great and strong are those which have been careful to obtain and retain honest men in the office of sec retary. A gentleman who has been in the manufacturing business all his life and who has acquired a large amount of information in his particular business, shares the contempt I feel for the code system of the NRA, judging by the following paragraph in a recent letter: “Unfair, new, small concerns with no financial chiseling competition by responsibility and mighty little knowl- edge of the business, has been several thorns in my side. We comply with the code regulations and are supposed to be protected from this type of compe- tition. Three of these concerns have gone broke within the past six weeks, but they caused me lots of trouble while they operated. Reporting these cases to the code committee did not bring even an acknowledgement. I consider the codes—in our business at least—as a thuge joke, if it were not so serious a situation. I have not much use for ford, but his statement that he was under the impression a man shouid know something about a business to conduct it successfully surely expres- ses my sentiments. You know how know much appointees about their duties. Their knowledge is government usually minus, ‘ The outspoken priest who represents the Roman Catholic church on the Beaver Islands writes me as follows on the menace which confronts com- mercial fishermen on the Great Lakes from the deep net pirates: St. James, Feb. 16—I received the three copies of the Tradesman which contained the article on Trap Net Fish- ing ‘by Fred Westerman, of the Con- servation Department. He has covered the subject very thoroughly and should be commended on his straightforward manner of presenting it. This subject should interest every public spirited citizen of our great state for it deals with the depletion of one of our natural resources. And not only that but it means the gradual destruc- tion of one of Michigan’s most impor- tant industries—commercial fishing. if present conditions continue to prevail, in five years there will not be a gill net fishing rig on any of the Great Lakes. The deep sub-netters will have monopolized the fishing industry, but in doing so they will have spelled not only the doom of the gill netters, but their own as well. This is no phantom of the imagination, but a deduction from the facts as they exist. Any gill netter will confirm it, and the trap net- ters are convinced of the truth of it, although they hate to admit it. With such eminent authorities as Doctor John Van Oosten, and Fred Westerman condemning the use of the 9 deep submarine trap nets as detrimental to fishing in the Great Lakes, it should not be difficult for our Legislature to decide which course to take. If they do not see fit to abolish them completely, let them restrict them to twelve feet of water and compel them to be pulled by hand, forbidding the use of power gear. There is much to be said on this subject of commercial fishing, not only in relation to the trap net menace, but also in relation to other things. I will not burden you with them now, because the trap net situation has enough dyna- mite in it to keep us busy for a while. We certainly appreciate your interest in the subject and we hope to enlist many others through you. (Rev.) Frank L. McLaughlin. I have been told that our present Governor is in hearty sympathy with the movement to prevent the destruc- tion of the commercial fishing industry of the Great Lakes, but that many of the members of the present Legislature are luke warm on the subject, due to “conversations” they have recently had with the lobbyists who are undertaking to prevent drastic action against the pirates whose operations will result in the extinction of an ancient and hon- orable industry. I hope Governor Fitz- subject his best gerald gives. this thought and most careful attention. Legislation recently introduced in Congress affecting public holding com- panies has as its declared objective the complete elimination of all such con: Unless im- mediate action is taken to obtain mod- panies within five years. ification of the proposed bill, these companies may be legislated out of existence. The effect upon the value of such securities might well be disast-ous. It is believed that the situation, in most conservative terms, warrants the ut- most concern of those who hold Amer- ican Light & Traction stock, which has been a favorite security with Grand Rapids people for the past forty years. There have, undoubtedly, been wice- spread abuses in the development of some of the holding companies. But this is no warrant for destroying all such companies, the socially useful ones along with the others. It is en- tirely in the public interest that abuses should ‘be corrected. But wise control can certainly be established to prevent future errors like those of the pasi. The holding companies do not main- tain an obstructive attitude toward cen- structive reform. Legislation elimin- ating the holding companies entirely would seriously impair the economic organizations of the Nation’s whole utility system and unquestionably would result in an appalling loss to holders of their securities. I feel that concerted action by holders of securities will be muca mcre effectvie in bringing about the modera- tion of the proposed legislation than the pleas of company managements. I, therefore, recommend that all holders of securities in public utility holding companies, either write or wire imme- diately to their representatives and senators in Congress strongly urging them not to destroy such companies and to grant hearings for House Bill (Continued on page 23) ei :: =* i; i FINANCIAL Progressive Ideas Working Out in Nebraska It is quite natural for us to dub as radicals those who present ideas that are new to us, but were it not for the thinkers, there would be no progress. The state of Nebraska has long been noted for those of progressive ideas. In writing the state constitution it was embodied that the state could not issue a bond for debt. It must pay as it goes. Recently, it completed a beautiful cap- itol building, which cost $10,069,900. It was twelve years in the making, but it is all paid for and $200,000 was left over in the building fund. The state has no income or sales tax. The slate’s money is raised almost wholly upon property tax, but the rate is low. Dur- ing the last four years the assessed value of the property in the state has ‘been reduced one-third. The people of that state recently adopted an amend- ment to its constitution which will abolish the present legislature, which is now meeting for the last time. When it assembles again there will be but a single chamber, composed of not more than fifty members nor less than thirty. The Senate and House will be abol- ished and the number of members will be greatly reduced. The present ses- sion will redistrict the state and fix the exact number of members. Members of the new one-chamber legislature will be paid an annual salary of $840 a year, which will reduce tne present cost $73,004. It was no easy jon to convince some of the politicians to do away with their jobs or to cut their own salary, but the demands of the people finally prevailed. The experi- ence of Nebraska will be watched with interest throughout the Nation. There are a great many people becoming con- vinced that law-making can be greatly simplified by reducing the large number of lawmakers and by raising the qual- ity of a less number, who could serve with greater efficiency. Other govern- mental reforms are sure to advance, in- cluding the consolidation of counties, which is entirely practical, especially here in this state. Owing to the abuse of judicial powers, the time may come when courts will be abolished or greatly restricted and it will be impos- sible for a matter of great importance to rest upon the decision of one jus- tice in a four to five decision. A single legislative body may yet become the final authority of constitutional law. E. B. Stebbins. ——_-+ Government in Partnership with Chain Stores The less hurried attitude of the ad- ministration and Congress is at least not increasingly disturbing. There seems to be a definite tendency towards a more realistic attack of problems. For example, the administration is apparently ready to see the weak rail- roads bring about re-organization. Al- so, a need of monetary stability was indirectly acknowledged by Secretary Morgenthau when he recently stated the stabilization fund would be used for this purpose when needed. The MICHIGAN TRADESMAN calling of General Wood, of Sears, Roe- buck & Co., to head the committee to guard against the spending of work relief money so that it would inter- fere with private enterprise looks like real co-operation between the chain store menace and the Government. Out- side of the very radical group, there is also less tendency to believe in stimu- lation of business by artificial means. Jay Petter. ——— +> >—_—_- The Glorious Climate of California San Francisco, Feb. 10—I attach cor- respondence with North American Ac- cident Assurance Co. because, from what I have seen you print from time to time on insurance companies, I think this may interest you. I carried a North American policy for about three years, then had the experience related in these letters. I do not question that the com- pany acted within its right, but you will note the character of delay which amazed me. In forty years’ contact with other companies—regular life, ac- cident and health insurance—I have never had to complain of lack of promptitude ‘before. Mention should especially be made of ICMA, in which I have held a policy since May 13, 1899, in all of which time the treat- ment has been so splendid that I could not approve of it too highly. My Northwestern Life and Pennsylvania Mutual Life policies have been equally well handled, each in its own depart- ment, I send you a clipping from the Pa- cific Coast Packer relative to the lift- ing of the ban in California against the importation of Florida grapefruit and probably—other citrus fruit. You re- member that you wrote of this when it came to your notice, commenting on what seemed to you the provincial nar- rowness or illiberality of California. I then told you the facts in the case: how we had barred Florida fruit be- cause we had plenty of pests of our own and wanted no new ones from Florida; also that I believed Florida felt the same way about certain pests of ours, from which she was free. This news item clears all that up and evinces the fairness of the former ban. But, just by the way, if our former ban. had been motivated by jealously of Florida imports and the competition thereof with our own producers, in ewhat respect would that have differed from any other of the numerous “buy- at-home” campaigns familiar in various sections? Such campaigns are un- sound, ‘basically uneconomic, provincial and subversive in spirit of our institu- tions. You recall that one reason why our Constitutional Convention was cali- ed in 1787—why it was designed “to form a more perfect union’’—was pre- cisely because the states were putting tariffs and other ‘barriers on their bor- ders and our country was in process of disintegration, Let’s all beware how we act the dog-in-the-manger and take heed of throwing stones while we live in glass houses. It is all a bad business from which nothing good can spring. I don’t see how or why a man will- ing to travel by air can be so nervous about such a sporadic thing as an earth- quake. Thus, regarding yours of Jan. 17, I fail to understand your hesitancy about coming to see this marvelous country. Southern California suffers from floods badly because that land is pretty much denuded; and that will aot be remedied until it is reforested, inter- cepting dams built and all that. But San Francisco and this bay region is of such contour that flooding is impos- sible; and for earthquakes, I have told you my story, based on twenty-nine years’ experience right here. Will Rogers, the sweetest philos- opher of our generation, means nothing extremely harmful when he says our weather is cold. “Cold” in San Fran- cisco—that it, very cold—means 40 to 50 degrees above zero. To-day I work- ed outdoors in my shirt sleeves and hatless on some fixin’s in my wife’s roof garden; then stripped and took a long sunbath—right in my birthday clothes on this 10th day of February. More: That can happen virtually any old day here. So you see, there is cold and “cold.” They do have snaps and bad ones— in the Southland. There are wide re- gions in the Los Angeles district set to citrus fruit which shouid be ygrut- bed out; but, of course, the Gwners hesitate to do that. But from the Michi- gan standpoint, what is the temperature anyway? It is 22 to 26 degrees and also above zero and that must be main- tained for several days running—five or six usually—to damage the fruit. : There are many things about this state unknown to outlanders. One is this: That citrus fruit ripens first in the Valley of the Moon—the Berryessa Valley—quite a distance North of San Francisco Bay; and that district is also the fartherest North in California for walnuts; though walnuts also grow freely, producing abundantly, in the Willamette Valley in Oregon. Next citrus to ripen occurs in the Lake Tul- are region, North of Santa Barbara by 100 miles. The last region where that fruit matures is in and about Los Angeles. Why this? Not latitude but topography is what rules temperature and other climatic conditions. Paul Findlay. ———_+ + + We have trouble upon trouble. Why? Because most of the real, honest man- to-man principle has been eliminated from the business ethics of the past. Why not start the slogan: “Everybody get busy and try to see how much they can produce for the least money and deal with the other fellows as you would have him deal with you.” There is plenty of everything necessary for mankind and to spare 1f we would only follow the few plain rules of the All- Wise Creator. Let us admit this: Life is scarcely worth living if we cannot on the aver- age devote at least thirty minutes of every twenty-four hours to systematic intellectual improvement. February 20, 1935 “Baby Bond” Plans Arrangements were completed by the Treasury for the issuance of its “‘baby bonds” March |, to be available exclusively in 14,000 post offices. They will be called United States Savings Bonds. The bonds will bear 2.9 per cent. in- terest annually. Denominations range from $25 to $1,000. A $25 bond will cost $18.75; a $50 bond $37.50 and a $100 bond $75. The bonds will mature in ten years with interest compound- ed semi-annually. —__2++>—___ The most unproductive, empty, fruitless fellow in the world is the man with a barren heart. Happiness can never reach him, for nothing good and lasting can lodge in his heart. It is as solid as a billiard ball. Contrast this man and his barren heart wita the hu- man who plays the game of life fairly and honestly and is willing to make others happy by his own sacrifices. —_+++—___ —s Christ didn’t waste His time trying to change the social order. Christ spent all His time fighting sin. Therefore it behooves the witnesses of Christ to say that we do not have to abolish capital- ism, that sin can flourish under those systems as well. Christianity is not opposed to any social order, but to sin. All Issues CONSUMERS POWER PREFERRED BOUGHT—SOLD—QUOTED Buying and Selling orders executed All listed and unlisted Stocks and Bonds Your Inquiries Invited ROGER VERSEPUT & CO. Investment Bankers—Brokers 813-816 MICHIGAN TRUST BLDG. GRAND RAPIDS Phone 8-1217 L. A. Geistert & Co. INVESTMENT BANKERS & BROKERS Markets on all Stocks and Bonds All issues of Consumers Power Preferred Stocks. INQUIRIES INVITED 508-9 Grand Rapids T GRAND RAPIDS, "MICH THE Granp Rapips NATIONAL Bank BuILpING Offers OFFICE SPACE At the Lowest Rates in the History of the Building Telephone 9-7171 or Call at Room No. 722 x» West Michigan's oldest and largest bank solicits your account on the basis of sound poli- cies and many helpful services . . OLD KENT BANK 2 Downtown Offices 12 Community Offices J. H. PETTER & CO. INVESTMENT BANKERS GRAND RAPIDS Phone 9-4417 MUSKEGON Phone 2-3406 f= February 20, 1935 MICHIGAN TRADESMAN Lines of Interest to Grand Rapids Council Now that Hauptman is residing within a few steps of the little red brick school house just back of the New Jersey prison, where he will be taught a lesson for his crime, we will await with interest the success or fail- ure of his mentors. In the meantime we will take a cut at the New Deal. We do not believe there are any marked cards in the deck excepting those that carry a code taken from the alphabet. We are quite proficient in decipher- ing codes and thus far we have not found any reason to believe that any- one is trying to run out a hot deck on us, but is trying to give us an average hand, on which we may exercise our judgment as to its value. There is one thing that we do believe the New Deal has done and that is, it has an over- abundance of sitters-in waiting for that Royal Flush to appear in their hand, so that it may not be necessary to use any effort whatsoever in securing the fruits of the cornucopia of abundance. We really believe that the New Deal has hatched out an unlimited amount of loafers who are idling away until the Utopia appears in shining raiment and takes them by the hand to lead them to the gold at the end of the raingow. We are satisfied that half our ills are imaginary and due to loaf- ing. The New Deal is here. It is ours to have and to hold if we will cease to be bench warmers and get out into the business atmosphere and take a good long breath of pep air to stimulate our sluggish blood of procrastination. It is doubtful if we of to-day will live long enough to see the army of loaf- ers that we have entirely eliminated. We do not allude to the enforced idler but to the ‘ellow of ability and oppor- tunities whe sits idly by and grumbles about the things that he could improve if he aad any intestinal fortitude. The well-organized welfare divisions, char- ity organizations and the promises of the administration have contributed to the delinquencies of thousands though they have done this through the best intents and purposes. Perfidy to the aforementioned intents has increased the parasitic human element until it is going to take a generation to purify the strain and breed back determination and confidence in ability. The individ- ual and business alike are contributary factors to our present condition and until such time as we can eliminate the unalibied loafer, so long may we ex- pect to have unsettled conditions. The New Deal will have failed. I have never known a pest who was a good salesman nor a good salesman who was a pest. We note where our old timer from Cloverland has laid down his Trades- man scribe duties and is taking a well- earned rest in the sunny South. We congratulate him on his good fortune. We have been saving up for the last thirty-five years to get enough to visit that which he has left behind. Maybe Editor Stowe will raise our salary, too. News has reached us that several members of U. P. Council, Marquette, have been transferred to the prison of ‘that place for an indefinite stay. Coun- selor Walter F. Gries has been made warden of the stone hotel and Past Grand Counselor C. C. Carlisle has been made chief room clerk. We have shudderingly admired the bleak, stone structure from a distance. Now we will be content to just read about it because from now on we are staying on this side of the straits, as we are not one bit interested in the hospital- ity that is being offered by those fel- lows of Grand Past Counselor Jim Seckman’s Council. Nit: Aw, Irishmen ain’t so tough. Wit: No? Nit: No. Last night me and my brother and three other guys almost knocked one out. Several members of Grand Rapids Council, and their wives, drove to Muskegon, Friday evening, to attend the meeting of Muskegon Council. The ladies were entertained at the home of Mr. and Mrs. E. P. Monroe, while the men attended the meeting. The attendance at the meeting was small but enthusiastic. Grand Counselor Rockwell and Grand Secretary Brad- field gave instructive talks at a round table gathering after the meeting. After the meeting was adjourned the Grand Rapids folks were invited to partake of a nice luncheon at the home of Senior Counselor Monroe. F. L. and Mrs. Kuehne are proud grandparents of a seven and a half pound boy born to Mr. and Mrs. Wil- bert Kuehne. We will probably see Lou wearing a cane to the next Council meeting. One of the boys reported having seen the following hung above the desk of an out-state hotel: Notice We will hold your horse. We will crank your car. We willlend you our tools. We will mind your baby. We will love your wife. We will get your old man drunk. but We will not cash your checks. Representative Legg, of Escanaba, has introduced a bill in the state Leg- islature to have all school busses paint- ed a uniform color of red, white and blue. This bill conforms to the safety code, as proposed and endorsed by the United Commercial Travelers, Please observe the following traffic rules; if so, you will get into very little trouble: Never signal when about to turn; let the man behind you use his imagination. It is well when coming out of an alley to step on the gas. Never mind traffic, come out boldly, with a rush. If others object, give them the icy stare. After parking and you wish to back out, never look be- hind. Let the other guy think for you. Just ram back and see how good he is at dodging. Counselor Frederick E. Morley, who broke his hip several days ago, is con- fined to room 416 in Butterworth hos-_ He will be in a cast for several It will be well for members of pital. weeks. _ were received. the Council to visit Counselor Morley while he is in the hospital. Notgniklip. —_—_>2s—__—_- Proceedings of the Grand Rapids Bankruptcy Court Feb, 11. On this day the reference, and adjudication in the matter of Alois Muehl and Theresia Muehl, bankrupt No. 6027, The ‘schedules have been ordered filed. Upon receipt of of same the assets and liabilities will be made On this day the reference, and adjudication in the matter of Adolph Krieger and Bertha Krieger, bankrupt No. 6037, were received. The schedules have been ordered filed. Upon receipt of same the assets and liabilities will be made known. i Feb. 11. On this day the schedules, in the matter of Frank A. Madigan, Ine.,, bankrupt No. 6047, were received, The schedules show car assets of $7, 662.78, and total liabilities of $8,252.40, listing the following creditors: State of Michigan_---------------- $ 122.80 City Treasurer, G. 157.53 Childs oe & te Co., Battle Greek | -~--..-_-___-_--____---_- 128.75 Frank D. McKay, G. R.---------- 2,687.74 Mich, Oil Equip. Co.. Memphis, 146.16 Tenn Service Station Equip. Co., oa Conshohocken, Pa. ~----------- 178.33 Acme Welding Co., G. R.- 5 Am. Hlec. Supply 'Co., Kalamazoo 20.91 Asso, Material Sup. Coo G Re | 15.88 Bixby Off. Sup. Co., CRS ee zlot City Ser. Oil Co., G. R.---_-- u 391.1 Cons, Petroleum a Detroit 18.55 Cons. Pr. Co., oo Eli Cross, G. Ford Paint & ‘varnish Co:, .G. RR. 23 47 Gen) Tire Co.. G. KR. __._____. 5.25 Bo EE. Gillhespy. G. R. se 36.59 G BR. Blow Pipe Co.._____ aos 1.03 ¢. R. Paint & Varnish Co.- we 38.92 GR. Press. pe 37.60 Graver Corp., Dayton__---------- 72.00 Hugel Nugent a Chicago. = 30.61 Kent Ref. Co., G. Re es 08 Fred Locke, G — ee 8.5 Malewitz Bros., G. Don G. McAfee, Inc., Merchants Ser. ee G Inter State Mir. ‘prolghi. Mich, Se LLL. 4 National Bank of Ionia, Ionia____ 275.00 N. ¥. Cent, R. R. Co., N. 254,09 Radio Hospital, G. R._----- 1.00 Quality Lbr. mea G. 5.44 Raniville Co., G. KR. 1.55 Reliable Tire’ Co., G. R. 5.56 Lawrence Scudder Co., 143.93 Smith Garment Co., G. 17.49 Suni Oi Col. GR. 3.31 Tradesman Co., G. R._.---- 453.83 Valvoline Oil Co., Chicago___-__ unknown Bernard B. Fallon, CoRR oes Michigan Bell ae 2 Ge Re ~~unkno wn Ford L, Peabody, R. pale at ceo aa unknown Dean Hicks Co., c Re BH. M. Gibb Co., G. R_ @ Ro Gravel Co 24.97 Riverside Lumber Co., G. R. Standard Auto Co., GR 40.8 Feb. 14. On this day the ined, reference, and adjudication in the ahs ter of Jacob Rose, bankrupt No, 60% were received, The bankrupt is a s iecd merchant of Muskegon. The schedules show total assets of $250, al! of which is claimed exempt), and total liabilities of $37, 251.56, listing the following creditors: State of Michigan poe ee OMe $7,565.56 Michioan, Trust Co. 22 20,009.96 Creekland Coal Co., Muskegon_-_.. 10.90 Ehilt's Ine:| Muskegon." 100.00 Brinnen Lumber Co., Muskesgon__ 30.0 Hackley-Union National Bank, IMuUSKeSORN es -- 7,000 60 Kalamazoo Stove Co.---------__- 19.00 L. F. Schroeder feces €o.. Fond dui lac, Wis. 2022 - “4,200.60 Standard Oil Co. of Ind., Muskegon 88.00 Hackley Hospital, Muskegon__-_ 180.09 Mercy Hospital, Muskegon________ 150.00 Bolhuis Lumber & Mfg. Co., Olan es ee Se 2 650.00 Johnston Boiler Works, Ferrysburg 30.0° In the matter of Frank aA. Madigan, Inc., bankrupt No, 6047. The first mect- ue of creditors has been called for Feb. In the matter of Ernest W. and Madge C. Ruehs, bankrupt No. 5867. The first meeting of creditors has been called for Feb. 27. In the matter of Edward A. McCready, bankrupt No. 6064. The first meeting of creditors has been called for Feb. 2 Feb. 16. On this day the schedules, ref- erence, and adjudication in the matter of William H, Fredericks, doing business as Fredericks Pharmacy, ‘bankrupt No. 6096, were received. The pankrupt is located in Muskegon Heights. The schedules show total assets of $6,550 (of which $900 is claimed exempt), and total liabil- 11 ities of $14,528.77, listing the following ereditors: @ City of Muskegon Heights__------ $ 701.48 area ae & Perkins Drug Co., - CIES es hee ee eo 3,805.77 € ees Witt, Muskegon_--------- 200. Becker Blectric Mfg. Co., e Hinckley, Dl. ~-----------—------ 6.45 Beckquist’s, Inc., Muskegon_--_~- 4.37 Geo. S. Carrington Co., Chicago__ 16.20 Coca-Cola Bottling Co., Muskegon__ 2.70 Colgate-Palmolive- Peet Co., Chicago 17. 63 Detroit Naws Co.-____________ 22.69 First State Savings Bank, Muskegon Heights ~------------ 5,000.00 Fredericks Lumber Co., G. R.---- 150.00 John O, Gilbert Chocolate Co., Jackson 38.10 The Grand Rapids Ntws Co. G. R. 23.11 Hazeltine & Perkins Drug Co., CR eee 601.16 Heyboer Co. G. Hao = 1,325.96 Francis Jiroch Co., Muskegon___~ 55.9 Tunis Johnson Cigar Co. G. R.. 7.76 McCourt Label Cabinet Co., Brad- ford. Penn) 2 90 Michigan Associated Telephone Co., Muskegon: (ooo Se 15.05 Michigan Trust Co., C. W. Mills Paper on 7 Monroe Chemical Co. “Quincy, Til. 14.40 E. L. Nessen, Muskegon Heights 7.80 Ngal Company, Detroit._-_- 122.64 Pabst Chemical Co., Chicago- 6.00 Parke, Davis & Co.. Detroit... --— 14.96 Peoples State Bank for Savings, Muskeron 20 eee 150.00 Piper Ice Cream Co., Muskegon_. 746,05 W. W. Richards Candy Co., Mudkeson . 300.00 Schlagheck, Inc., Toledo__--____-- 9.90 Frederick Stearns & Co., Detroit 55.28 United Cigar Stores Delaware Corp., Detroit. eee 400.00 Vanden Berge Cigar Co., G. R._- 40.75 George D. Vanderwerp, Muskegon 228.50 Vanderwerp & Schrier Co., Muskepon (2 oo 18.25 William x ay arner & Co., Inc., St, Bovig: 2 eee 64.53 Feb. 18. On this day the schedules, reference, and adjudication in the matter of Thomas P. O'Toole, bankrupt No. 6097, were received. The bankrupt is a store manager of Muskegon. The schedules show total assets of $700 (of which $350 is claimed exempt), and total liabilities of $20,274.50, listing the following cred- itors: State of Michipan = =). $ 65.55 Muskegon County (22 es 194.33 James Dwan, Benton Harbor____ 600.00 Isaac and Ada Van W eldon, Gd. Haven 4,480.00 Howe Owners Loan Corp., WWitaslce ce ri 6 aii ee 1,950.00 Leon F, Titus, Receiver, Muskegon 150.00 Peoples State Bank for Savings, Muskegin 300.C0 O’Toole-Nedeau Co., Muskegon__11,298.00 Paul R. Beardsley, Muskegon____ 175.00 Coston Motor Co.. Muskegon___ 32.00 Wm. D. Hardy Co., Muskegon____ 66.45 Square Clothng Co., Muskegon____ 20.60 Kearney Dry Cleaning Co., Muskegon 4.25 City Water Dept., Muskegon____ &, Freye Hardware Co., Muskegon__ 7 co F. V. Nordstrom, Muskegon______ Schuitema Electric Co., Muskegon_ as 19 Towner Hardware Co., ‘Muskegon 2.95 Muskegon Heights Furniture Co.__ 18.14 Bagle Vuleanizing Co., Muskegon _ 41.00 Campeau, Mullally, & "Meyer, Muskeron, 200 cr a ee 62.95 Markle Coal & Cement Co., Mus- Regen 50.00 Harry Monroe Grocery, Muskegon 16.00 Young’s Garage, Muskegon______ 6.00 Arntz Sport Shop, Muskegon____ 6.95 Waegner-Kelly Radio Service, Misco pony ei es 14.85 Coyne Plumbing Co., Muskegon__ 6.00 Hackley Union Nat. Bk. Muskgeon 8.00 Peoples State Bk. for Sav., Mus- Kelson |e es ee unknown Century Club, Muskegon _ 320.00 Elks Club, Muskegon_______ i 5b.60 Keo£ €. Club, Muskegon___ Dr, Lucy Eames, Muskegon______ 3.C0 Dr. F. Hannum, Muskegon_ = 38.00 Dr. H. Nutt, Muskegon_____ es 5.00 Drs. LeFevre, Muskegon________ 37.00 Dr. E. L. D’Alcorn, Muskegon__ 144.00 Mercy Hospital, Muskegon______ i+. .20 Dr, A. J. Donnelly, Muskegon_ 14.00 Dr. Tannehill, Muskegon ________ 18 v0 Community Chest, Muskegon____ 53.00 Bankers Trust Co., Muskegon__ 61.25 The more sand has escaped from the hour glass of our life, should see through it. the clearer we ——>--—>—————_ Old Egypt must meet modern re- quirements. Picture postcards are sold at the Pyramids. Those who are contemptuous of everything are the worst bores, GRAND RAPIDS PAPER Box Co. Manufacturers of SET UP and FOLDING PAPER BOXES SPECIAL DIE CUTTING AND MOUNTING A N D G R 1 | DBS. Mi C H IGA-N 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, Grand 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. Courtesy or Curt-esy—Which? Alexander Findlay, Scotch born and raised, pronounced it Kort-esy, which, it has always seemed to me, was log- ical ‘because the word harks back to courts, to the palances of kings and dukes—to where well bred people con- gregated, leading the way in social amenities. It was, then, strictly speak- ing, the language of court circles. American usage modified the word and softened it to curtesy—as the dictionary puts it: kertesy—which of has itself would be unobjectionable if we did not also modify the usage, unfor- tunately downward. In cutting the breadth of intonation we have also cut short the exercise of the greatest amenity in business; and the loss is great. As per our usual seli-satisfied habit, small merchants stress what they refer to as their “personality” as an asset; and they likewise emphasize their curt- esy. Trouble is, most of us forget to hold to the exercise of those amenities, contenting ourselves with the name and claim thereof. One wide-traveled observer selfi—says: “The small towns, the small stores are the greatest offenders not my- if courtesy is to be considered a mod- ern business virtue.’ As I read that, unconsciously I recall the strident “Yes Sir!” that is shouted into my unguarded ears whenever I pause at any food dis- play—a “greeting” which always stirs my vigorous rebellion. “Courtesy should spring from pride in one’s business,” concludes the ob- server I have quoted, and the diction- ary adds: “especially politeness spring- ing from kindly feeling.” I quote these last sentences because we are constantly asked for some set of words, some fixed formulum, which can be learned by rote and used on everybody in all circumstances, and no such form can ever be worth much if only because all expressions must fail when they are uttered mechanic- ally. They become meaningless sounds if the “kindly feeling” be absent; and they will fail just about 100 per cent. if “pride in one’s business’ be lacking. All of which is inspired by the letter of one small merchant with whom I have been privileged to correspond for Enclosing the quotation seventeen years. whereon is the some clipping above, he says: “How true this is—and I would en- large on it ‘by saying there is too much ‘Hello, Bill’ and ‘Hello, Mary.’ I have always made it a practice, personally, to say ‘Mr. Soanso’, ‘Mrs. Soanso’ and ‘Miss Scanso,; and though I have endeavored to have my son do likewise, he has a tendency to slip. “This might seem ‘high hat’ to some; but I notice that the natives hereabouts, MICHIGAN TRADESMAN iri in this little village where, as one might say, everybody knows everybody else— these folks like it. It does away with familiarity, and I still believe firmly that ‘familiarity breeds contempt.’ In- deed, that saying is proved right here in my own store because, though I have ‘been here three years, meeting the same people daily, virtually everybody for Mr. Watkins see me—and ad- who comes in asks when they want to dress me thus—but they ask for Jack or Jackie when they want my son.” Alexander Findlay, aforesaid, lived such Gospel all his life. A habitual pipe smoker, so inveterate that he used two pipefuls before store hours, another pipeful after dinner and two or three in the evening—and of a mixture sturdy enough to make one’s nerves tingle—hardly a customer knew of his habit, for never did he indulge in busi- iness hours or in sight of his counter. The kindliest man, always approach- able with any tale of perplexity or seri- ous trouble, so friendly toward every- body that he was beloved by his cus- tomers, there was a personal barrier that Men might be— and and John Rhodes to me and the other boys; but these were Mister Denison and Mister Rhodes to Mr. Findlay. Little Rose Gibson came to the store daily, hatless. To us, she was Rosie. To Mr. Findlay, though a mere child of fifteen, she was Miss Rose. But it was characteristic of this truly “Stain- less Gentleman” that Rose went to him for service as frankly, unconscionsly as to any of us—and she got the same speedy, smiling attention, Pride in his business: No man on earth ever had that down finer than Alexander Findlay. His expression was and such crossed. Denison none were—Billy “respect for the business;” respect as he gave he got in return— The Greatest Gentleman the world has ever “With what measure ye mete, it shall be measured to you again.” What courtesy, what kindness, what politeness shines forth from our always, as happens everywhere. known said: lives, that same character of courtesy, kindliness and politeness will surely re- turn to us. No words, repeated and learned in parrot fashion, can take the place of or serve as an adequate substitute for this spirit of the urbanity formerly a court- monopoly, but ever free for everybody's use who had the will to use it. We glibly speak of the Golden Rule —how many of us can repeat it? This merchant applies it, and mere words seem never to fail him. He continues: “T consider courtesy the vital ele- ment in any business success, and I always treat my customers as I should like to ‘be treated. I go the limit on this. Customers like to select. their merchandise, especially fresh produce, and I am often asked whetier [ object. My answer is that I prefer that they select it. A woman asked me why I did not mind. I told her—and' I did it with my frankest smile—that if what she selected proved not up to standard, she would ibe welcome to a proper ex- change; but she could not blame us. Next day she returned with a_half- spoiled grapefruit she had selected. I exchanged it immediately. She got the point so well that now she asks me to select her things.” Yes: Courtesy is to business what the Mantle of Charity is to daily life— sees all, understands all, forgives all; and is kind. Alexander Findlay was gathered to his fathers more than forty years ago. Few of his generation remain. But to those few his life and example grow stronger in their influence with the lapse of time. All of us rejoice that our lives were privileged to touch his. We lightly use another phrase these The Human Element, and most Even at the | days: of what we say is cant. risk of being misunderstood by some, I finish from another letter from this same merchant—small merchant, re- member: “Well, the poor old Blue Eagle is groggy on his perch—seems to be get- ting it in the neck even sooner than I You recall that I said the not work because the human element was unrecognised. That will lie back of failure of AAA tinkering. Will Washington and other authorities come expected. scheme would and currency those to their senses before it is too late? “T can hardly believe that our people will entirely forget the old truth—that that we can have Surely, we shal} this we reap as we sow: only what we earn. not be blinded by Utopian dreams but wil retain strength and sanity to safeguard the precious rainbow of things mankind has striven for during so many centuries.” Paul Findlay. ——_+- >___ To Make Survey of Food Cans Concerned over the rapidly mount- ing losses caused by damage to cans and labels in the distribution of canned foods, the National American Whole- sale Grocers’ Association announces plans for a survey in various sections of the country, with a view to devis- ing means to remedy the situation. A special committee has been named to make a study of fiber-board cases to determine the average per cent. of damaged and unsalable goods received by wholesalers and retailers. Thou- sands of cases will be opened and the contents examined for the purpose of obtaining information on the condi- tion of the cans and labels after the merchandise has been shipped to vari- ous points. —_——_>-+ about another man’s good Somebody ought to do it for 3rag deeds. him, February 20, 1937 Why Colorado Grocers Demand a Chain Store Tax Colorado merchants are waging a determined fight for the adoption of a law designed to place a substantial tax on chain stores, A circular used in the campaign depicts on one side, the cor- porate chains, and on the other a Colo- rado merchant. Under each are argu- ments why the public should vote for the measure. Space will not permit a reprdduction of the circular, but the arguments against the chains are as follows: Enjoy the privilege of selling the Dear Public our much inflated stock. Have paid huge bonuses to our offi- cials all through the depression. We pay less rent per square foot of floor space. With few exceptions we own no real estate. We pay approximately 40 per cent. less in taxes. We demand cash. We render no service. We destroy community life. We enjoy unfair trade practices. We employ only the very young, casting them aside at about thirty-five years of age. We pay the lowest wages. Our profits go to Wall street. We destroy producers and manufac- turers. Independent dealers are shown to be doing just the opposite—to the benefit of the public. ————_+ ++ Glass Outlook Continues Bright With output being maintained at a good pace throughout the glass indus- try, sentiment continues strong con- cerning the future. The first half of the quarter has been better in some re- spects than had been anticipated and there has been nothing to becloud fu- ture prospects. The heavy demand from the automobile industry for both plate and safety glass has been main- tained. Production of pressed and blown glassware as a whole continues above 1934, with low-end wares mov- ing very well. Production and_ ship- ment conditions in the glass-container trade show little change. ——_++<>___ I hate to see things done by halves. If it be right, do it boldly; if it be wrong, undo it.—Gilpin. —_>- + Tact also lies in knowing how to measure our flattery and not over- do it: oo The qualities we possess never make us as ridiculous as those we pretend to have. WENA / (SELF-RISING) PANCAKE FLOUR IS IN POPULAR DEMAND! ‘VALLEY CITY MILLING Co. Portland, Grand Rapids, Kalamazoo, Holland, Traverse City February 20, 1935 MICHIGAN TRADESMAN 13 MEAT DEALER What To Look For When Visiting Other Shops It is a mighty good thing for the meat dealer to every now and then leave his establishment and visit meat stores in his own and other cities. This tends to keep the dealer out of a rut and tends to give him new ideas which he can use to advantage in building more business. This is true, provided, of course, the merchant is able to see, when in other stores, the things which embrace new ideas and new suggestions and which have proved of distinct help to the other stores in building more business. The meat dealer, therefore, will find it to his advantage, when visiting other stores, to plan his visits ahead so that he will know what helpful things to look for when making such visits. Here, then, are some of the out- standing things to look for when he goes visiting: Store arrangements. Some meat shops are wonderfully well arranged for the efficient handling of meats and other goods and for the quick waiting on customers. Every time the meat- man goes into another store he should, therefore, study the store arrangement carefully, as in doing so he may secure ideas and suggestions which will add to the efficiency of his own establish- ment. How stocks are proportioned. Some stores carry more beef than others. Some carry more lamb. Some go in strongly for sausage. Still others go in for varieties of goods not generally found in the meat shop. When visit- ing another store, therefore, the meat- man will find it greatly to his advan- tage to study the supplies carried by the store he is visiting and to find out from the owner or manager just why so much of some certain meat is carried and just why the proportions of goods are as they are and just how the store manages to keep its proportions just the same all the time. In other words, it will be advantageous to find out how the store does its buying. Advertising matter used by the shop that is being visited. If it is possible to do so it will be to the advantage of the visitor to secure samples of all advertising matter, throw-aways, busi- ness cards and everything else. Then he can study these at his leisure and make use of whatever ideas they carry that are adaptable to his business. Bookkeeping forms used by the store visited. It is sometimes found that in other stores the bookkeeping methods used are interestingly and surprisingly different from the usual run of things and, actually, embrace some notable short cuts. In view of this, then, it is always a good plan to go into the mat- ter of the bookkeeping records of the stores quite carefully and to obtain samples of all record's which promise to give worthwhile ideas. Sales methods. One of the most im- portant of all things to look into when visiting another shop is the sales meth- ods used. How does the store sell its meats? What is its one best bet in pushing its sales? What schemes has it tried without success in the effort to push _ sales? How are employes trained? What instructions are given employes? All these things are vitally important to the visiting meatman and should be looked into carefully. If you look for and find them, you'll discover that they will be a real help to you in your own business. G. W. Blackmore ———————E For the Man Behind the Block An expert meat cutter is not wanted behind a meat counter to-day, unless he is also an expert salesman. To suc- ceed as a counter man it is necessary to combine both qualities. If both are mastered you will find no difficulty in holding your job, and advancement will be yours in a short time. The first thing we must learn is how to approach the customer at the count- er. Everything depends upon your ap- proach. Cultivate it and analyze it perfectly. Your selling opportunities depend on it. Successful sales are made through these four steps: Attention, interest, desire, and action. You get your customer’s attention and interest by your approach, The first interest, however, is not in your meat but in you, how you look and what you say. Therefore, it is neces- sary that you be interesting enough to compel attention when the custom- er approaches the counter. How can you do that? By observing these four points: 1. Courtesy. Always be gentlemanly. 2. Have the right mental attitude. Be thoroughly sold yourself and be en- thusiastic over your merchandise, as you should be. 3. Make an impression by neat ap- pearance. This is very important. 4. Know what you are going to say when asked a question and say it smil- ingly, enthusiastically and convincingly, so that your smile and enthusiasm will help you. Assuming that you are neat, well groomed and, by your pleasant smile, have created a fine first impression, the thing of next importance is that you know what you are going to say when the customer approaches and how you are going to say it. It is advisable at first to have a standard approach or statement. For that purpose the fol- lowing is suggested: If possible, find out the name of your customer in ad- can call her by vance, so that you name. Smile and say, “How do you do?” As you step toward the counter make your smile real. Then go on with your approach. You will find that you will vary your approach to suit times and conditions after you have been in the business for some time. In the next issue I will give you some sales talks that have actually taken place between a customer and meat cutter, which will show you the important part a smile really plays in selling your meat. R. E. Smith. —__+-~.—____ The Successful Salesperson The successful salesperson under- stands human nature. He is tactful. He hurries for the nervous tomer. He is patient for the over-exacting. He finds a chair for the tired. cus- He has words of sympathy for the one in distress. He caters to the tastes of each indi- vidual. He knows what they want; he sees that they get it, and incidentally sug- gests other articles of merit. Nothing is too much trouble for him. His customers are his guests; as such they are entitled to every courtesy and consideration. He considers it a pleasure to serve them and to make them acquainted with the merchandise. He directs them to other depart- ments where special sales are being conducted. He never forgets the simple but sig- nificant words, “Thank you, come again.” His one desire, his aim, his goal, i to make a friend, of not one, but every customer, and to help build up a busi- ness that will stand out gigantic and powerful. He is enthusiastic. Enthusiasm is defined by Webster, as “fervent zeal.” Success, in any walk of life, has never been attained by half-hearted ef- fort. No path is one path of roses. There are obstacles to be removed and bat- tles to be fought. Nothing worthwhile comes easy. —___ + Commodity Prices at New Re- covery Peak While the general index of com- modity prices attained a new re- covery peak last week, retail cir- cles sound warnings that increas- ing consumer resistance to higher prices is being encountered. Food prices have continued to make pectacular gains, largely due to the short supplies occasioned by last year’s drought. While high meat prices are likely to continue for some time, the season is ap- proaching when new crops of other foods will become available, which should act as a restraining influence on prices. Threats of imports have al- ready depressed butter prices, and may influence quotations on other international commodities which are out of line with world markets. On the other hand, if business activities should continue at the January pace, consumer incomes should be enlarged to offset the higher prices. —_~e--—__ Demand For Works Fitid Cut A demand for a $2,000,000,- 000 reduction in the Administra- tion's $4,880,000,000 relief and works appropriation was made by the United States Chamber of Commerce's Federal Finance Committee. Government deficits, it asserted, “‘sooner or later’’ must come to an end. It offered a pro- gram looking toward a balanced budget including curtailment of activities of emergency units; out- lays as far as possible below ap- propriations; bar on outlays lead- ing to competition with private enterprise; no projects expressly to raise purchasing power or of creating business. Tax Legislation Seen New tax legislation will be ad- vanced in Congress after the pres- ent Administration program is completed, it is indicated. The idea is to dispose of such matters as social security, omnibus bank- ing, NIRA and holding company bills before invading the tax field. Administration leaders have expressing hope that recovery would advance sufficiently so that returns under present taxes, with the extension of those that will soon expire by statutory limitation and restoration of the bank check tax, would make added burdens unnecessary. However, these expressions are given the same weight as declara- tions that there would be no ma- jor banking legislation. A new tax bill may be anticipated in late March or early April, according to observers. a Can’t you think of anything to be thankful for? Be thankful you weren’t born in the Stone age. ——— Life is so short that one scarcely has time to think what is the wisest thing to do, oe Work aJone can fructify ideas. 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. INVESTIGATE d youll choose yh KOLD REFRIGERATORS HUMIDITY can pro duce, Perfect Retri gerahon At Top: MODEL 6200. “DRY-KOLD” Display Case. 3 courses plate glass, rub- ber set. Full procelain outside and in. Outside lighting. Hard rubber doors and runners. Cork insulated. Right: MODEL 581. “DRY-KOLD” Meat Cooler. Cor- rect cold without mould. Ages and keeps meat for long periods. Complete Equip- ment for Finest Markets. The “Dry-Kold” Refrigerator Co. NILES, MICHIGAN gad Le aweige get iene Tp aa Aa ccaall ge HARDWARE Michigan Retail Hardware Association. President—A. D. Vandervoort, Vice-President — W. C. Judson, Big Rapids. Secretary—Harold W. Bervig, Lansing. Treasurer—William Moore, Detroit. Field Secretary — L. S. Swinehart, Lansing. Resolutions Adopted By the Hardware Convention Underpricing of hardware and kin- dred products by mass distributors through their widely scattered local outlets and by catalog solicitation of consumers constitutes one of the most serious problems confronting our craft. Code operation has not minimized our difficulties in this respect, nor does it give any promise of doing so. Weare convinced that correction will come only through efforts of and with- in our own industry. We believe it lies within the power of hardware retailers and wholesalers through joint demand for and insistence upon fair play in manufacturers’ pricing policies to re- move the existing inequalities. We are impressed that our Associa- tion’s activities of the past year in com- piling competitive prices and distribut- ing such information to members has served a very useful purpose in awaken- ing dealers to the price situation. To make fully effective this continu- ing price campaign by the Association, our dealers individually must follow out the suggestions made as to keeping themselves definitely informed on the subject of competitive price and in- sisting that suppliers provide buying prices which will enable them to meet competition. We are in complete accord with, and by this resolution we fully endorse the Statement of Merchandising Policy adopted at the recent meeting of the Board of Governors of the National Retail Hardware Association. As strongly as this convention can do so, we urge that our dealers unanimously familiarize themselves with the recom- mendations contained in, the following declaration and put them into effect: Extension of preferential prices to certain mass distributors bv some producers of hardware and kindred products enables such distributors to offer these items, sometimes under the manufactur- er's brand and sometimes under the distributor's private brand, or without any brand, at prices with which the efficient hardware re- tailer cannot compete. Often the retail prices quoted by mass dis- tributors are as low as, or lower than, the prices the hardware re- tailer is required to pay for the same or comparable merchandise. This creates a condition of fa- voritism among consumers of such a manufacturer's product, those to whom the retail service of the mass distributors is available en- joying low prices at the expense of those who buy through the reg- ular. channels. It results also in a deplorable and intolerable competitive situa- tion which not only tends to de- stroy the hardware retailer's busi- ness for the merchandise on which such preferential prices are al- lowed his competitors, but also causes the consumer to question the ability of the hardware retail- er to serve him economically with other kinds of merchandise. It is the retailer's function and duty to render economical and ef- ficient service to the consumer, for which service he is entitled to reasonable compensation. The re- tailer who submits to the prefer- ential price practices of manufac- turers cannot properly perform that function. In recognition of these facts the National Retail Hardware Associ- ation, by action of its Board of Governors at a meeting held in Indianapolis, Jan. 7 and 8, makes the following declaration with re- spect to the merchandising poli- cies of hardware retailers: 1. Retailers should keep them- selves informed regarding prices and values of merchandise with which they are in competition and should recognize the competitive necessity to sell merchandise of equal quality at prices which com- pare with those quoted by other retail outlets. 2. Retailers should report to wholesalers all discovered cases of price disparitv which indicate that preferential buying prices are en- joyed by competitors. 3. Retailers should insist bv all lawful means that wholesalers recognize and fulfil their function, not merely to supply merchandise required by retailers. but also to make it available to them at prices which enable them to meet the competition of other retail outlets. quality and price both considered. 4. Retailers may properly question the claims to their pat- ronage by wholezalers who can- not, or will not, meet the require- ments of their distinctive function. 5. Retailers should assist whole- salers in bringing properly to the attention of a manufacturer each case in which such manufacturer's products are being offered in com- petition at unfair prices, and jointly with wholesalers insist bv all lawful means upon _ being placed in position to meet com- petition. 6. Whenever in such competi- tive situations a manufacturer bv appropriate action makes it pos- sible for retailers to meet their competition, then the retailer should in good faith follow through by adjusting their selling prices to compare with those of other outlets. 7. Whenever a manufacturer fails to make it vossible for retail- ers to meet their competition on. the products of such manufactur- er, whether the products in ques- tion bear the manufacturer's own brand. a private brand or no brand. then in everv lawful wav, retailers should individually con- sider and decide upon the advis- abilitv of excluding from stock the merchandise upon which the price inequality persists. 8. Retailers should recognize the importance of the cost of do- MICHIGAN TRADESMAN ing business as an element in dis- tribution costs, should keep their own operating costs at the lowest point consistent with acceptable service to consumers, and should insist upon equally economical performance by their suppliers. The problem of independent hard- ware merchants in meeting syndicate and mail order competition is becom- ing increasingly serious, due to unfair price discrimination now being prac- ticed by some manufacturers. It is vitally essential that definite steps be taken at this time to correct - this condition. As a part of this program it is es- sential for the retailer to have some means of distinguishing the goods of those manufacturers who do distrib- ute through independent hardware merchants exclusively. We therefore request that the Na- tional Reail Hardware Association takes steps to (1) Investigate the dis- tribution policies of manufacturers. (2) Devise some suitable identification for the products of manufacturers who qualify by distributing exclusively through independent channels. Present competitive prices on wire, fence and nails offer no opportunity to cover cost of doing business, unless lower prices are offered the hardware trade. The dealer should be put in a position to meet this competition if he expects to continue in business. Ask for relief from the manufacturer. Per- haps suggest NRA eliminate price fix- ing provisions in steel code unless such provisions can be changed to offer protection to the independent against syndicate competition. Taxation continues to be a great and growing burden from which there ap- pears no likelihood of relief until our legislators apply their ingenuity to the positive reduction of governmental ex- penditures and the consequent lower- ing of tax rates. It is our firm belief that a full meas- ure of economic recovery can not be attained until governmental spending is brought within the limits of current governmental revenues and the un- settling effect of unbalanced budgets is removed. We urge that every political division, from the Federal establish- ment to the smallest local unit, make every possible reduction in governmen- tal costs in a consistent effort to bal- ance their budgets and that extraordi- nary expenses incident to relief be cur- tailed as rapidly as conditions may warrant. In adopting means of raising reve- nues, it should be the aim of govern- ment to spread the tax burden equi- tably over the whole populace, ac- cording to the varied abilities of all citizens, rather than to apportion the load heavily against certain groups. Recent expansion of merchandising activities by farmers’ co-operative or- ganizations is a cause of concern to hardware retailers whose lines are prin- cipally affected. There could be no objection to these activities if the or- ganizations so engaged were required to operate on an equal footing with regularly established business. But we condemn as unfair any ex- emptions to them, either from taxes or from the provisions of codes under re- February 20, 1935 covery laws which apply to other re- tailers. Suggestions for revision of the NRA law as it affects retail stores originated in the National office and have received approval by the National Board. The National office has not asked for ac- tion on the points mentioned, but ap- proval or disapproval should be made known, so there will be no doubt where Michigan stands on the following: Continuance of codes, with consoli- dation of all retailers under one code, to avoid the existing complexities and confusions, since there are at this time no positive boundaries to any line or type of retail business. Minimum wages and child labor pro- visions should be maintained, without exemptions because of population; but all retail stores with less than twelve employes, including owner or owners, other than chains, should be exempt from maximum hours, or at least have considerable tolerance over’ coded hours prescribed for larger and more flexible institutions. Exemptions should be for the smaller merchants rather than by smaller communities. The wages of young men and young women without business experience should be so adjusted as to enable their employment at rates justified by the individual’s worth and that both em- ployer and employe recognize as fair. Similar provision should also be made for those physically and otherwise de- ficient, that they may not be pushed out of employment entirely. The num- ber of such employes should be limited for “Executives.” Such trade practice rules as may be incorporated in the new code should apply to all retailers regardless of population areas. The code shauld incorporate some form of minimum price control to pro- vide reasonable protection for small merchant as against under-pricing by the mass buyer. In case one code for all retailers should not be feasible, any supplement- ary codes should be so specific in their terms as to prevent confusion from over-lapping provisions and authority; and all codes should be so simplified that their meaning may be easily under- stood by all those subject to them. It is probable that some form of un- employment insurance will be pre- sented at this session of the legislature and quite possible that such a measure will pass. Comment: Any resolution dealing with unemployment insurance should incorporate the following pro- visions: 1. That a careful study be made of existing statutes, their provisions, their effect and their practical application to Michigan business; that any action be deferred until such study is made by responsible agencies; that trade organi- zations be consulted in the formula- tion of the proposed law. 2. That the basic principle be adopt- ed that unemployment insurance pre- miums be based on the rate of unem- ployment in the units in each industry. This idea would lower the burden for organizations maintaining stable work- ing conditions and tend to make all industrial or commercial units work to (Continued on page 23) Ni as 43." February 20, 1935 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 F, Rosa- crans, Tecumseh, Manager—Jason E. Hammond, Lansing. Boycott Japanese Paint Abroad “A move to boycott cheap Japanese paints and varnishes is assuming world proportions, according to advices re- ceived by export executives this week. Producers who stand to gain by the movement, disclaim any part in its promotion and insist that the drive has been conducted only by foreign buy- ers displeased with the Japanese prod- uct. The boycott is believed to have originated among paint buyers in Australia last fall and has now spread to New Zealand, South Africa, Cuba, and a number of South and Central American countries. In the British col- onies, reports show, buyers have en- tered into specific agreements not to buy Japanese wares. Oo? Bar Glassware in Good Demand Orders for bar glassware assumed volume proportions in the wholesale market this week, as jobbers built up stock in preparation for spring and summer requirements. There is an ac- tive call for julep, highball and other glasses suitable for warm weather drinks. The major emphasis, however, is on beer glasses. Wholesalers explain that, with prospects of lower taxes on beer, demand for glasses in which the beverage can be retailed has risen sharply. In New York, New England and some parts of the Midwest, it is predicted, many new establishments featuring five-cent glasses of beer will be opened shortly. ——~»++ Japanese Sheets Due Here The first shipment of Japanese sheets and pillowcases is due to ar- rive within another ten days and the local market is anxiously waiting to see the quality of the goods and what prices will be quoted on them. The exact quantity of the shipment is not known, outside of the report that it is a boatload. With the sheet market still unsettled and prices unprofitable, selling agents fear that the very low quotations, which the Japanese are ex- pected to make, will further demoralize the market, although, of course, the first shipment can only be a negligible factor. —_+++—___ To Oppose Pink Income Slip Retailers are showing marked oppo- sition to the pink “publicity” slips which must be filed with income tax statements for 1934. It is understood that when bills aimed at repeal of the mandatory publictiy provision of the tax law are presented to Congress, the National Retail Dry Goods Association will urge their passage. ————_+2+2s Central Fabric Bureau Urged Establishment of a central bureau for the grading of fabrics as to their serviceability is one of the leading sug- gestions put forth to solve this ques- tion. The bureau would be supported by the various branches of the textile industry and would pass on to produc- MICHIGAN TRADESMAN ers and distributors the essential de- tals regarding the fabrics. One author- ity had suggested that grading be on the basis of three standards and a sub- normal. The study of factual fabric information is being made by a small subcommittee under the auspices of the fair trade practice committee of the Dress Code Authority. —_—__—_-. Silkk Fabric Call Dormant Apathy continues to feature the de- mand for silk and rayon fabrics. The price situation continues soft. Manu- facturers complain that the rapidity with which novelties are put into the lower end dress ranges this season is militating against expansion at this time of the demand for better fabrics. The view is expressed that the expe- rience would lead to development fur- ther of plans aimed at confining weaves to certain price ranges. Blues, particularly navy and Marina or Biscay blue, continue well ahead in color pref- erence. The new rose and tan hues and grays follow. — Housewares Buyers Place Orders Housewares buyers seeking merchan- dise to complete stocks for seasonal promotions next month are active in all branches of the wholesale market. Orders for glassware, dinner sets, kitchen utensils and decorative pottery are included in the purchases made. Retailers are planning to make an ex- ceptional bid for volume sales this year, figuring that consumer interest in housewares generally is the highest since early 1931. In shopping through the markets, buyers are interested in extreme low-end goods and in better merchandise which can be obtained at concessions. ooo Knitwear Equipment Sales Good The third National Knitwear Indus- trial Exposition at the Grand Central Palace closed last Friday night, with exhibitors reporting that a substan- tial volume of business had been placed. Several of the machine houses indicated that their sales had surpassed those of last year, particularly on automatic rack links machines. Supply houses also reported a definite increase in sales. Knitted outerwear manufacturers who visited the exhibit said that the industry’s prospects were the bright- est in many years and that the volume this year would run well ahead of the 1934 record total. —_—_+ 2 + Spring Apparel Gaining Slowly Retailers are getting very little action as yet on initial offerings of spring ready-to-wear. Re-orders consequently are being scaled down as enough indi- cation has not been obtained of what will prove best sellers as the season ad- vances. No marked trend has devel- oped in suits, coats or dresses, the volume of current business being spread over practically all types. Low- end dresses are moving in some vol- ume, but the general demand contin- ues notably quiet for this period. A stimulus to the call for better dresses is expected with the launching of new showings within the next ten days based on the Paris importations. ——_+++—____. Hearkening to your critics some times does more harm than good. Ambition is the spur that makes man struggle with destiny. It is heaven's own incentive to make purpose great and achievement greater. 15 Should justice be really “blind,” she would miss half the evidence. >> Second thought are not always best. ately low. @aap LONG DISTANCE TW CLs SURPRISINGLY LOW 5 or for 3 less during the NIGHT hours (between 8:30 p.m. and 4:30 a.m.) you can call the following points and talk for three minutes for the rates shown. Rates to other points are proportion- From GRAND RAPIDS to: SOUTH BEND, Ind. 35c SAGINAW 35e JACKSON 35c FLINT 35c REED CITY 35c MUSKEGON 30c The rates quoted above are Night Station-to-Station rates, effective from 8:30 p.m. to 4:30 a.m. In most cases, Night Station-to-Station rates are approximately 40% less than Day Station-to-Station rates. For fastest service, give the operator the tele- phone number of the person you are calling MICHIGAN BELL 1 2 OO Oe Night Station-to-Station Rates of complete protection 320 Houseman Bldg. A Non-Productive Investment? Perhaps BUT A NECESSITY JUST THE SAME FIRE INSURANCE Buy it at the lowest possible cost and with confidence The GRAND RAPIDS Merchants Mutual Fire Insurance Co. Affiliated with the Michigan Retail Dry Goods Association Grand Rapids, Mich. | en rer A o Fr ea gai teh ama me EEE OEE Me Bo 16 HOTEL DEPARTMENT Acme of the Almond Blossom Season Los Angeles, Feb. 16— Somebody has figured out that 42 per cent. of the crimes committed in California are by individual criminals who are at liberty on probation. Some of this class have been in durance vile several times, and have been paroled. It seems like a travesty on justice to convict a wrong- doer at great expense to the state and then turn him loose without punish- ment of any kind. But there are a lot of people out here who seem to think almost any malefactor has been pun- ished sufficiently after the jury has got through with him. Also another large element who forget about the enormity of the crime as years go by and are strong for pardons. There are some unfortunate individuals who are punished as much as they ever can be as soon as they are sentenced, but there is an example to be set for the rest of the world which is hardly ac- complished by too prompt application of the probationary prerogative. It is reported that there are a lot of high-priced hotel men out of jobs. This does not indicate altogether that there are no jobs. There are high-priced executives that are such through acci- dent, but the real blow-in-the-bottle kind always fare much better. They are the ones who possess horse sense, backed up by real sentiment. I run across them frequently and they never worry about job-hunting. High col- lars do not always make wholesome operators. Comes news of the passing of Fred- erick Warde, the last of the Shakes- pearean actors, in his 84th year. I can legitimately claim a personal acquain- tance with this truly wonderful indi- vidual, who thrilled theater goers for more than half a century. In 1888 I was one of a team sent out by St. Paul Lodge of Elks, to institute a lodge at Helena, Montana, Upon our arrival there we were faced with the dilemma of lacking one member of the order to constitute the required quorum. Mr. Warde, who was playing at one of the local theaters, volunteered his services, between-the-acts, as it were, and as- sisted us in the work. Soon after my arrival in California, eight years ago, I discovered the gentleman, retired, living at one of the hotels here every winter, and renewed my acquaintance with him. At least once each week we had a seance at Westlake Park, directly opposite his hotel, and discovered much in common between us. Straight as an arrow, with flowing white hair, and garbed in a Prince Albert coat, with the accompaniment of a black derby, he was always the center of attraction for the multitudes. He was truly coin- ed from real gold. His health did not permit of his usual Los Angeles visit this winter and he was sorely missed. Mr. Warde’s stage career was asso- ciated with such famous names as Ed- win Booth Henry Irving, Lawrence Barrett, Louis James and John Mc- Cullough. It is claimed that an army truck in the army service recently pulled a load equalling thirty-eight tons on fuel that was represented by a mere handful of shavings. Anyhow, little blocks of wood or a ration of sawdust supplied the inspiration for the motor and the cost was claimed to be trivial. But I am waiting for the “low down” on this proposition to put the oi] magnates under the table. The Los Angeles street railway re- ports an increase in traffic. equalling 20 per cent., during the period of the recent strike and since, notwithstand- ing they are being subjected to a stren- uous boycott by the ten per cent. of MICHIGAN TRADESMAN former employes who were denied re- instatement. A lot of hotel men have made the discovery that it is one thing to get out expensive advertising to promote hotel business, but quite another thing to distribute same advantageously. News- paper and magazine advertizing is now conceded by many of the most suc- cessful operators, as being the prime medium for reaching those you would like to have in your hotel. You get in touch with them without resorting to city directories and telephone lists. They read your announcements be- fore you have ever heard of them. Again the Los Angeles barbers are threatening dire destruction to that class of artisans who would trim your plumage for less than 35 cents per cut. They are seemingly in league with an- other class of artisans who are engaged in the manufacture of safety razors. Now the war on automobile speed fiends, is in full tilt in Los Angeles. Last week $12,000 in fines were col- lected in two courts and about 400 cars were impounded. This present week the judges are getting after “jay-walk- ers” who add much to the traffic prob- lems of the careful driver, by crossing at traffic intersections with their fingers crossed and eyes closed. The American Hotel Association places itself on record on a very im- portant topic when it requests its mem- bership to adhere strictly to the policy of prosecuting criminally, instead of compromising, with offenders who de- fraud hotels. If restitution is offered by or on behalf of such an offender be- fore the acceptance thereof, the secret service department of the association will make an effort to find out if such is a first offense, in which case leniency may be practiced if the record is sat- isfactory. Otherwise the culprit will be prosecuted to the full extent. Many thousands of dollars have been lost annually by hotel operators through the passing of bad checks and also by what are known as “skippers’—indi- viduals who fade out without stopping at the cashier’s desk at the time of their departure. Now a domestic relations court has been established in Los Angeles. For a long time this city has carried the sweepstakes for her divorce activities, and it has seemed almost as though the grists turned out have been really greater than the raw material pro- vided for the hopper. Now it is pro- posed to dam the water before it reaches the mill—sort of regulate it as it were. So far the sentiment has been established that if all the in-laws could be barred from the newly founded home at the time of marriage, many corners in domestic economy might be safely turned. In-laws seem to be the center of disturbance, They are often guilty of making bad matches in the beginning and then kindle the fires which burn the ties in two in the end. The future quality and quantity of the human race might be improved by their elimination or legal regulation. Some day I hope a lot of these jingo newspapers who are trying to stir up a fuss with Mexico, making sport of their government, their language, cus- toms and in some cases their personal habits, will stop long enough in their mad rush to consider the fact that a hundred years before the Pilgrims came, the Mexicans had a form of government and were developing civ- ilization, were successfully carrying on agriculture and some forms of manu- facturing in an area now a part of our own political system; but it has become a fixed custom among a lot of petty politicians to “razz” them fore and aft. Of course, they don’t have any vote on this side of the boundary line and they make something to talk about. Out here the real Mexican “grandee” is al- ways something worth while and is most highly respected. They are not all bandits down there by any means. One writer asks that power and knowledge come together in a working partnership in the field of politics. If knowledge is power it is not always observable in the ordinary political era. Power sometimes goes to bat as brain- less as a hyena while knowledge sulks in the underbrush. Possibly the eyes of hotel men and restaurant operators have deceived them and the competition of drug store lunch counters, etc., is more apparent than real, but some of those who are in the business of selling food would be glad to have real figures in support of this contention. However, there can be no doubt that the business of this sort done outside of conventinal eating places is steadily increasing, and it is eventually to become a mighty prob- lem for the old timers. Perhaps edu- cation will help some, but an improve- ment in restaurant service and a read- justment in prices charged, in many in- stances, will be getting at the root of things. It is pleasant to have the assurance of one of the high authorities on the 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 February 29, 1935 The Grand Rapids’ Friendly Hotel MORTON 400 ROOMS EACH WITH BATH $1.50 up Phil Jordan, Manager CODY HOTEL GRAND RAPIDS RATES—$1 up without bath. $2.00 up with bath. CAFETERIA IN CONNECTION ALL GOOD ROADS LEAD TO tONIA AND THE REED INN Excellent Dining Room Rooms $1.50 and up MRS. GEO. SNOW, Mangaer New Hotel Elliott STURGIS, MICH. 50 Baths 50 Running Water European D. J. GEROW, Prop. Occidental Hotel FIRE PROOF CENTRALLY LOCATED Rates $2.00 and up EDWARD R. SWETT, Mgr. Muskegon ete Michigan Warm Friend Tavern Holland, Mich. Is truly a friend to all travelers. All room and meal rates very reasonable. Free private parking space. W. H. LILLARD, Manager WESTERN HOTEL BIG RAPIDS, MICH. Modern Rates Reasonable Rooms Now Well Heated “BACK ON THE JOB” Will F. Jenkins Owner and Operator % as 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 youl 24 BAG 2 ¥ 4 r ? { % a | gp i i i 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. “Dantlin GRAND RAPIDS 750 ROOMS $2 UP oe 4 3 i 4 eto eee a 1 ; 2 February 20, 1935 MICHIGAN TRADESMAN 17 subject that prosperity is now touching new high levels in this country and that the next few months will see employ- ment at its highest point so far as num- bers are concerned. This ought to mean improved conditions for hotel men throughout the entire country. What interests me is to know wheth- er the new movement favoring five in- stead of three meals per day is spon- sored by the “Society in Favor of Tip- ping,” or for the purpose of producing horrible examples among dyspeptics. Los Angeies, in working out its problem for the city beautiful, consid- ering the many rather than the few, is looking to the future instead of the past. It is being built along lines of beauty, and while it is being found nec- essary just now to go to enormous out- lays to meet artistic requirements, pro- visions are constantly considered for bringing the greatest good to the great- est numbers. The beauty of Old World cities is that of aristocratic tradition and is largely confined to palaces, ca- thedrals, exclusive squares and fash- ionable promenades. The beauty of Los Angeles is the beauty of democ- racy brought into the everyday lives of its people, distributed so as to orna- ment the practical—to give it a back- ground. But its plans are resulting in practical improvements, which will last for generations. In all directions, even in industrial areas, there is a diffusion of beauty hardly believable. There are fluted warehouses so ornate and im- posing that centuries ago they would have been called temples to the gods. Los Angeles is building modern fac- tory buildings which are pleasing to the eye externally as they are clean and commodious internally, Palm trees, squares of green lawns, flower beds, shrubbery of all kinds such as is used in decorating resort places. There is nothing like it, even in that older world I have spoken of where factories are mostly of ugly materials, designed for utility alone, There the beauty of the palace and temple is preserved for the few, and has never penetrated the lives of the many. Beginning with the civic center where the new city hall looms up to be viewed from almost any part of the city, there has been a definite plan to conform to certain rules in architecture, not only public buildings, but in every institution builded in this most wonderful city. The factory, the warehouse, and the marts of trade are all included in this grand program, while residences and their environs have been, from the very first, made to subscribe to the dictates of art. Two large business buildings of the older type, in the heart of the business dis- trict, have just been modernized on their exteriors at a cost not less than a quarter of a million as an evidence of their desire to keep up with the march of progress, and everywhere you see evidence of preparation for similar transformative activities. The coming week will evidence the acme of the almond blossom season 1n Southern California. Millions of these trees in hundreds of orchards already show evidence of a bountiful crop. Next Sunday the highways will be blocked with motors transporting prob- able millions to view this wonderful, unbelievable sight. Frank S. Verbeck. —_2 2 >—_—__ Tihe big work of man is neither ma- sonry, manufacturing, nor merchandis- ing. It is life itself. Incidentally, there are bricks to be laid, wood to be shaped and: goods to be sold; but these are only jots and tittles in the scheme of indi- vidual existence. The main thing 1s life itself. i Stalest jokes are now about sax- ophones. They used to be about the ukulele. SOME TRENDS IN TRADE Sidelights on the General Business Situation Business activity showed a moderate increase during the fortnight and reach- ed the highest level recorded so far this year, but as we go to press there are signs of a slight tapering off. Such in- dices as automobile production, elec- tric power output and steel ingot pro- duction are well above the levels of last Fall, and for the comparable period last year, but, after allowing for sea- sonal adjustments, they seem to have reached a dead level, The editors of Economics Statistics point out that the boom year 1929 is the only period on record where the January rate of automobile production has exceeded the rate established this year. The stimulus that this ‘has given to business in general, and particularly its effect upon the steel and rubber in- dustries, has been an important factor in the current advance in business ac- tivity. The improvement in employ- ment and payrolls in these industries will increase purchasing power and lead to an increase in sales of all products. For example, the rubber industry is good because the automobile industry is good, and Summit county, Ohio, shows the effect of the increased pur- chasing power. Motor vehicie regis- tration figures for January show that $1,850,000 was spent for automobiles in Akron and other parts of the county in the month of January. Purchases of new cars totaled 902—which is two and: one-half times the figure for the same month a year ago, and more than three times the January, 1933, total of 243 cars. Only one January in the county’s history shows ‘higher registrations—- 1929, when 1,018 were registered to create an all-time record. The extent of the upturn in auto- mobile production may be considered as a warning to the future. Approxim- ately 300,000 cars were assembled dur- ing January and delivered to dealers, but total automobile sales did not ex- ceed 200,000 units. Dealers’ stocks were low at the close of December, when they amounted to about 57 per cent. of normal, but the trend. indicates that dealers will be well stocked by the close of February, unless purchasing power increases even more than is ap- parent at present. ‘Extension of the NRA for another two years seems a certainty, unless all plans should be upset by the Supreme Court which will soon pass on the constitutionality of the entire Recovery Act when a decision is handed down in the case adjudged in the District Court of Alabama lest October. This is tne case in which a Federal Judge dismis- sed an indictment against a lumber manufacturer who, so it was charged, was paying his employes less than the minimum wage stipulated in the Lum- ber Code. The keystone forming the support of the entire code system is imbedded in ‘the mortar of minimum wages and maximum hours. Congres- sional Intelligence, Inc., says “if this be declared unconstitutional, the whole thing falls.” Although there is lots of talk about strikes in certain basic industries, it seems doubtful that labor will rebel at a time when every ounce of sympathy for their cause will be needed in pro- curing as favorable unemployment in- surance assessment provisions for it- self as possible. The President incurred the great dis- pleasure of organized labor this month he ruled that the thority in the matter of newspaper dis- putes is the board set up newspaper code, rather than the Na- tional labor relations board. The de- cision reconfirms for the public the President’s faith in the NRA set-up as an entity, not needing for its proper workings the outside ministra- tions of additional agencies. Our Washington editors report the probability of a cut in air mail post- when proper au- under the entire age and a broadening of matters mail- able ‘by air 'to allow as low as two and three cents postage for some classes of air mail. For the first time since 1928, the total payrolls for all manufacturing estab- lishments reporting to the Federal La- bor Bureau showed a rise in December over November. After adjustments for seasonal variations, the Board’s statis- tical index rose from 74 per cent. of the 1923-1925 average in November to 85 per cent. in December. An especially encouraging feature of this rise was the decisive improvement reported by various durable goods in- dustries, in addition to automobiles and tires. Marked payroll increases took place in farm implements, electrical machinery, non-ferrous metals, foun- dry and machinery shop products, and machine tools. Preliminary reports in- dicate that further gains occurred in January. The farm equipment companies are again a factor in the steel markets, and, as the National City Bank of New York points out, “Not only will the January business situation be greatly benefited by improvement of the busi- ness of these companies, ‘which in both 1928 and 1929 had over half a billion dollars of sales, but as the farmers are in a position to ‘buy more equipment, they can buy more of other things also.” Construction seems to be the only major industry which is lagging and holding back progress. But even in this field, Engineering News Record, a McGraw-Hill publication, points out that private contracts for engineering construction are running higher than the average weeks last year. Meat has never been cheap in this country in good times, the Corn Belt farm dailies points out. “When it is high, other things are high, labor is well employed and: there exists what is known as prosperity.” They maintain that the price of hogs is the most sig- nificant and most dependable index we have, judged by the value of produc- tion and the number of people con- cerned in its production, manufacture and distribution. Hogs are now selling at the highest price since July, 1931. Last year the farmers made more money because of higher prices and benefit payments. This year the rains are making big news. A Collier’s ob- server points out that California has drought for about six suffered from years, with irrigation water running short, and with fodder failing cattle- men in the hills of the Coast Range and Sierra where cattle-raising is still a major industry, but that rain in the San Francisco area now is four inches ahead of normal this year and the en- tire state is getting a soaking that amounts in inches to from 50 to 100 per cent above normal. San Diego is planning an exposition next year to attract at least 6,000,000 visitors. Busines and individual inter- ests contributed a good sized starting fund and both the Federal Congress and the California Legislature are ex- pected to “kick in.” Preliminary reports indicate that re- tail trade in January did not carry through the big increases reported for December, and some chains show loss- es for the month as compared with last year. Reports from Federal Reserve Banks indicate that hand in de- partment stores and other retail outlets stocks on as at the first of the year were down approximately 2 per cent. from the previous year—a healthy sign. But sim- ilar reports from wholesale establish- ments show more increases in stocks than decreases. Sears, Roebuck & Company’s new Spring and Summer mail-order cata- log prices are more than 15 per cent. lower than in the corresponding book of last year. The company says that the reduced prices represent a vigorous effort to regain mail-order business, which, they are convinced, is available with the return of the farm market. They are trying to close the gap be- tween farm prices and the cost of liv- ing. A sreat about automobile shows and it is diffi- hooey is printed deal of cult to know how much to discount the claims of the publicity agents, but it does seem to be a fact that most of the shows this year are more success- ful than in recent years, both in attend- ance and in actual sales. The 1935 De- troit Show, for example, is claimed by dealers to have been the best selling show since 1929. Show officials esti- mated that $1,400,000 worth of cars were sold at the show, which is double the 1934 total. The 1933 official income tax figures show that, of 472,174 returns filed by corporations, only 104,702 show net in- come. This number is an increase of 32.9 per cent over 1932 figures, and the increase in corporate net income is 35.3 per cent. —_—__e +2 More Light Wanted A Senate that questions the Presi- dent’s request and insists on more spe- cific terms in appropriating the coun- try’s credit may prove a very useful Senate to the President. Its particular amendment on the wage rate ought not to be hard for administration support- 3ut the rebuff to the been ers to defeat. President could hardly ‘have adopted if there had been more discus- sion in advance. Mr. Roosevelt’s rea- sons for wanting things the way he asked them have not been explained enough, 18 DRUGS Michigan Board of Pharmacy President—M. N. Henry, Lowell. Vice-President — Norman A. Weess, Evart. - Other members of the Board—Frank T. Gillespie, St. Joseph; Victor C. Piaskow- ski, Detroit; Earl Durham, Corunna. 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, Fenn- ville. First Vice-President—Ben Peck, Kala- mazoo, Second Vice-President—Joseph Maltas, Sault Ste. Marie. Treasurer—Henry Hadley, Benton Har- 9or, Secretary—Clare F. Allan, Wyandotte. Executive Comimittee—M. N. Henry (chairman), Lowell; Benjamin S. Peck, Kalamazoo; A. A. Sprague, Ithaca; Leo J. Lacroix, Detroit; James W. Lyons, Detroit; Ray Jenson, Grand Rapids; Dun- can Weaver, Fennville. Ten Rules For Live Druggists It appears that 1935 will make history in Washington, so far as the small business man is con- cerned. Senate bill, No. 944, in- troduced by Senator Wheeler, should be enacted without amend- ments. This bill will give the Fed- eral Trade Commission jurisdic- tion to prevent unfair acts and practices in intra-state com- merce where such affect honest competition in inter-state com- merce. This bill has ‘enormous possibilities for the small business man for it will outlaw predatory price-cutting, inequitable discounts and rebates and any other prac- tice or act which can be shown to be unfair or deceptive. If these small business men of Michigan will get in touch with their Con- gressmen or Senators on this bill, I am sure it will do a great deal of good. Wire or write him to-day. The meeting of the Executive Committee, held at the Pantlind Hotel, Grand Rapids, on Feb. 2, was very successful. Arrangemens were made for the annual conven- tion, which is to be held in Grand Rapids on June 11, 12 and 13. J. C. Dykema, of Grand Rapids, is chairman of the convention committee. He will very shortly appoint his assistants and he hopes to arrange for one of the best conventions the Association has ever had. This is the year and now is the time for the retail druggists of Michigan to back every program which will help the independent merchant. You can enlist your neighbor merchant in helping you to carry out an active program. The following is a list of what I think good rules to follow. a. The retail druggist must look out for himself. First by joining, then always supporting, his state association. If there is something wrong with your association it is as much your fault as anyone's. Just paying your dues does not make you a good member. b. Sell the merchiandise that pays you a living profit. MICHIGAN TRADESMAN c. Get away from the past. One good to-morrow will be bet- ter than a thousand “‘bum’’ yes- terdays. d. Nothing cuts down profit more surely than a back room full of ‘‘dead’’ merchandise. e. Merchandise well displayed is half sold. i f. Don’t forget your prescrip- tion room is more important to your business than any other de- partment in your store. Let your customers know that you are a registered pharmacist, working day and night for the protection of the public health of your com- munity . g. Put profitable merchandise in your window and connect it up with profitable displays inside your store. It will pay your rent. h. Follow legislative programs, both state and National. A law, once made, is hard to repeal. i. Watch your buying, but pay more attention to your selling. That’s where your profit comes from. j. Do your own thinking and then act. Don’t leave the action to the other fellow. Clare F. Allan, Sec’y Mich. State Pharmaceu- tical Ass'n. —_~++-—__—_. Pharmacists, Take Notice There are many customers who are troubled with one thing or another, and yet, will never solicit advice or sug- gestion which may be to their benefit. Nothwithstanding, when one informs them of something that will help their intimate problem, their reply charac- istically it: “Oh, I never thought of that.” But immediately after, they be- gin thinking about it. It is this pecu- liar class of patrons that the pharma- cists should “take notice’ of and capi- talize on this peculiarity. The other day, one of our customers approached the counter in a limping manner. He primarily had come in for a stamp. Inquisitively, I asked him what was the cause of his limp. “T don’t know,” he replied, “but lately I have a cramp in one of my muscles, but I thought I would forget about it and it would go away by it- self.” “T was thinking of seeing a doctor about it,” he added, “but I can’t afford one right now.” Accordingly, I told him that I could do something in the way of alleviating his pain and discomfort. He accepted my solicitation appreciatively, as a re- sult of which, I sold him an analgesic ointment and a few pills, the sale of which registered seventy-five cents. Obviously, if I did not “take notice,” both of us would have been the losers. Witness another actual case that hap- pened a month ago. A man, who I learned was a newcomer in the neigh- borhood, came in for a few drug items. When he turned his head to one side, I noticed a plug of cotton in one of his ears. Casually, I asked him what was the matter with his ear, and he told me that his hearing had become somewhat impaired. He suspected a cold in the ear. He, too, felt, that it would go away by itself and when I suggested his seeing a doctor, he told me he could not afford it. Consequently, I hinted that he might have some wax in his ear and a hot syringe of boric acid solution would do much to soften and clean out the wax. Since he had neither syringe nor boric acid at home, he made a com- bined purchase of these two items with cotton, which he reminded himself he was short of. This represented a sixty-five cent sale. Seeing him a few days subsequently, he could not show enough appreciation for my interest and help in his case. Not a long time ago, a woman and her child came in the store. She entered the booth, while her youngster sat her- self down at the table. While I was filling a prescrpition in the rear, I was annoyed by the child’s hacking spas- modic cough. I came out front and waited for the mother to finish her telephone talk. When she was through with her conversation, she stopped at the counter for a few little items. Tak- ing a somewhat paternal interest in the child, I said: ‘““You certainly have a lovely little girl... but why do you let her cough so severely?” “Yes, it kind of has me worried, too,” she replied, “but my husband thinks it will go away by itself.” “It sometimes does,” I acceded, “but ofttimes it may develop into serious trouble. Why don’t you see a doctor about it?” “T think I ought to at that. I'll tell you truthfully, I’m new in the neigh- borhood, and I really don’t know to whom to go.” The rest of the matter was easily taken care of; I recommended one of the store doctors, who wrote out two prescriptions, which were later brought in to be filled. In addition, I won a SEASONABLE February 20, 1925 new customer’s confidence, for, the child, after finishing a bottle and a half of the mixture, found herself appreci- ably relieved, much to the comfort of both mother and child, and greatly to my gratification. Of course, many may think that we get too “nosey” with our customers. I could very well picture one over- stepping one’s bounds in order to effect a sale. Yet, the taking of an interest in another person... in his plight, al- ways brings a reaction of warmth and appreciation. I have had numerous occasions where I made similar approaches to customers and newscomers much to the satisfaction and advantage of both the patron and myself. Thus, from the foregoing, we can readily see, that it pays for pharmacists to “take notice.” Joseph Jay Gold, Ph. G. ——_—_++- Delays on RFC Industrial Loans Growing complaints as to the policies of the Reconstruction Finance Corporation as to indus- trial loans are being heard. In addition to the long delays encountered, applicants and even some bankers charge the RFC has refused reasonable requests for advances, and that other prospec- tive borrowers have been offered much smaller loans than applied for. The critics hold that with prop- er organization many such loans could have been handled satisfac- torily. The Federal Reserve banks are said to be doing a better job in handling applications for indus- trial loans. While only a small volume of loans has been extend- ed by the latter, their policies are said to have antagonized appli- cants far less. ITEMS SEED DISINFECTANTS CERESAN DuBAY No. 738 SEMESAN BELL NU-GREEN INSECTICIDES PARIS GREEN ARSENATE of CALCIUM LIME and SULPHUR ARSENATE of LEAD BORDEAUX MIXTURE COPERCARB OXO BORDEAUX SPONGES PICNIC SUPPLIES CHAMOIS SKINS WAXES POLISHES CLEANERS PAINT BRUSHES—VARNISH BRUSHES BATHING CAPS so BATHING SUITS and SHOES DA FOUNTAINS and SUPPLIES PAINTS ENAMELS TURPENTINE RUBBER BALLS GOLF SUPPLIES LACQUERS MOTH DESTROYER BASE BALLS CAMERAS and FILMS VARNISHES OILS MARBLES PLAY GROUND and INDOOR BALLS and CLUBS ANT ROACH LICE BEDBUG FLEE RAT MICE MOSQUITO TICK KILLERS, ETC. Our prices are right and stock complete. HAZELTINE & PERKINS DRUG CO. Grand Rapids, Mich. eas serie a 3 d sili ocala. sie ea abel February 20, 1935 MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Prices quoted are nominal, based on market the day of issue. ACID Acetic, No. 8, lb.----------.- 6 @ 10 Boric, Powd., or Xtal., lb.-. 07%@ 20 Carbolic, Xtal., 1Di eee 6 @ 43 Citric, lb. -.----—--_-------- 33 @ & Muriatic, ‘Com’l,, Ib. _.-. 038%@ 10 Nitric, ip ee ee 0 @ 15 Oxalic Ib. Ue —- 6. @ 2% Sulphuric, lb. ----..-.----- 03%@ 10 Tartaric, . .____________- 33 @ 40 ALCOHOL Denatured, No. 5, gal,------ 38 @ 50 W ood, oe @ 60 ALUM-POTASH, USP bump ib . 5 @ 15 Powd. or Gra., Ib 05%@ 16 AMMONIA _ancentraked. Ib. 222s a2 06. @ 18 fo 1D. ----- 0%@ 138 3-F, Ib, ou | ken eS ane a Carbonate, pe ee Muriate, Lp., Ib... 18 @ W Muriate, Gra., Ib Oe «18 Muriate, Po., bo eS a ARSENIC Pound oe Ot ae 80 BALSAMS Gopaiba Ib. 222 60 @1 20 Fir, Cana., Ib....______--.-. 2 00 @ 2 40 Fir, Oreg., yy 50 @1 00 Peru, 8 _.. 400 @ 4 60 Tolu. Ib, 22. --. 150 @1 80 BARKS Cassia Ordinary, Ib. .----.---- @ 2 Ordinary, Po., Ib...---- 20 @ 30 Saigon, lb. -__-- @ # Saigon, Po., lb..-.---- 50 @ 60 Bim. ip. 2 40 @ 45 Elm, Powd., Ty ee Elm, G’d, Ib. Co he | 38 @ 4s Sassafras (P’d lb. 60)....- @ 6 Soaptree, cut, Ib..--.--- 20 @ 30 Seaptree, Po., lb.....---- 35 @ 40 BERRIES ae ¢ & u ibe Juniper, 1), oo ll eae 8 BLUE VITRIOL Pound 20 0 @ 15 BORAX P'a or Xtal, Ib...........__-. 6 OS BRIMSTONE Pound ......___._.._.-_.-— 0 @ 10 CAMPHOR Pound) 22) 2 eee 72 @ = 85 CANTHARIDES Russian, Powd, —--.-- A @ 4 60 Chinese, Powd. --------- @ 200 CHALK Crayons White, dozen -~-----.--- @ 8 60 Dustless, dozen ------- @ 6 00 French Powder, Coml., Ib. 038%@ 10 Precipitated, Ib. ....----- 12 @ 16 Prepared, Ib. — = 14 g 16 White, lump, Ib. _ 03 10 CAPSICUM Pods, Ib. -.-----. Lee an 60 @ 70 Powder, Ibo 2 62 @ 1 CLOVES Whole, tb. 22230 30 @ 40 Powdered, lb, ~.------------ 3 @ 4 COCAINE . Cnc 13 75@15 40 COPPERAS 1b 03%@ 10 Powdered, bh — % @ 16 CREAM TARTAR Pound ee 25 38 CUTTLEBONE Pound oe ee 6 Sf DEXTRINE Yellow Corn, Ib..--------- 06%@ 15 White Corn, !b.-------—--- 7 @ 16 EXTRACT Witch Hazel, Yellow Lab., Sab 95 @1 65 biaerien Pano 60 @ FLOWER Arnica) Ib. oo —-, 68 @ Chamomile German, ib. .......... 60 @ 70 Roman, Ib. 222 @1 40 Saffron American, Ib. 20-22 @_ 1 Spanish, ozs, @1 23 FORMALDEHYDE, ae Pound 22202002 cones @ FULLER’S EARTH Powder, Ib, _..... ee 6 @ 10 GELATIN Pound 2222.05 ee 5 @ 65 GLUE Brok., Bro., lb... ee @ 30 Groi@), Dark, Ib... = 1G. @ = «a6 Whi. Flake, Pa 27%@ 35 White G’d., Ib.._--_. - %& @ 86 White AXX abt Ib @ 40 Ribbon... -- 42%@ 560 GLYCERINE Pound =. 19 @ 45 GUM Aloes, Barbadoes, so called, lb. gourds... @ 6 Powd., Ib. Se ee 3 @ 45 Aloes, Socotrine, Ib. ------ @ % Pe eee @ 80 Arabic, first, Ib, @ 40 Arabic, @ec., Ib. . 7 @ 30 Arabic, sorts, be 17 @ 2 Arabic, Gran., lb. ..----- @ 3 Arabic) Pd Ib, occ 28 @ 36 Asafoetida, lb. --..- —.. @ @ 60 Asafoetida, Po., Ib... @ 70 Guaiac, Ib: 202 — @ 6 Guaiac, powd, ___----.--—-- @ 65 Kino, iby a @ 100 Kino, powd., lb... @ 1 2 Vern 1b. oe & Myrrh; Pow., Ib... 20 @ 7 Shellac, Orange, ip. 42 @ 50 Ground, ID, 2S 42 @ 50 Shellac, white “(bone dr’d) Ib. 45 @ 56 Tragacan No. 1, bbls; _.- 160 @1%6 No. 2, Ibs) 220 8 as 3 1 60 Pow., 1b, 22220 1 60 HONEY Pound 2... — @ 4 HOPS %s Loose, Pressed, lb.-.-... @ 7% HYDROGEN PEnoxins Pound, gross -..-. aceocecn nak OO 29 00 % ib. gross... eae e e 18 00 1% Ibe grosa 2 ee 11 11 50 INDIGO Madras, lb, ._--.....-.---.. 300 @ 3 25 INSECT POWDER Pure) tb. 220 ae a LEAD ACETATE tab Ib. 222 oe |e g 25 Powd. and Gran..._--__-.. 85 LICORICE Extracts, sticks, per box.. 150 @ 2 00 Lozenges, Ib, ._--.---.----- 40 g 60 Wafers, (248) pox 1 60 LEAVES ‘Buchu: Ib: short) 3s $ 70 @ 5 @ 30 @ 40 @ & Sage, P’d and Grd._...... @ % Senna Alexandria, lb. ww. 3 @ #0 Tinnevella, Ib. _.._._. 26 @ 40 Powd., 1b. 25 g 35 Uva Ursi, Ib. 31 Uva Ursi, P’d., @ 46 Chloride, med., dz. .-...-.. g 85 Chloride, large, dz.-....—. 145 LYCOPODIUM Pound 2222000: 465 @ 60 MAGNESIA Carp, %48, Ib. @ 30 Garb:, 8; ib... = @ 3 Carb.. Powd., lb.-_------.--- 1% @ Oxide, Hea., Ib..--- $ 70 Oxide, light; Ib 16 MENTHOL Bound 22252 02 493 @5 a MERCURY Poungh 2st see ace Ee 175 @200 ee Ounces: 2022 @12 75 ee eee @14 40 MUSTARD Bulk, Powd. Select, Ib. ...__----.- 45 @ 50 Neo. ib: 17 @ 2 NAPHTHALINE Balls Ibo ee 8%@ 15 Make ib oe 08%@ 1 NUTMEG Pound ane @ 40 Powdered, Ib. =_......-—..- @ 50 NUX VOMICA Pound <.---.. eee eee ce @ 2% Powdered, lb, .---~------ —-- 16 @ 2 OIL ESSENTIAL Almond Bit., true, 0z8, ~—.. a @ 60 Bit); art. ozs, 2. --- @ _ 30 Sweet, true, lb... 140 @ 2 00 Sweet, art., lbs... —- % @it 2 Amber, crude, lb.--.-...-. 171 @ 1 40 Amber, rect,, ibe sone 130 @ 2 00 Anigg I 2 Lm @ic Bay, ib... we----- 400 @ 4 25 Bersamot, jib. 2 320 @ 3 60 Cajeput, lb. ..--.-...--- --- 150 @ 2 00 Caraway $’d, lb... 3 50 @ 4 00 Cassia. USE. 1b.2 = se 215 @ 2 60 Cedar leat, Ib. i 170 @ 2 20 Cedar Leaf, Sank wecenne 1 00 @1 25 Citronella, Pp ----- 100 @1 40 Cloves, lb, ~. 1 t% @ 24a Croton, lbs. 400 @ 4 66 Cubeb, 1b. 4% @ 4 80 Erigeron, lb. 270 @ 3 36 Eucalytus, lb, 8 @1 20 Benno O20 225 @ 2 60 Hemlock, Pu., ipl -~170 @220 Hemlock Com., Ib.--.---.1 00 @ 1 2% Juniper Ber., 1b sg 00 @ 8 20 50 @1 75 j @ 6 40 @ 150 : @ 2 60 Mustard, true; 0zs._...._... @ 1 26 Mustard, art., 0ZS, -.------- @ 35 Orange. Sw., lb.0 6 300 @ 3 25 Origanum, art., lb..........100 @12 Pennyroyal, Ib. ....._...... 1% @ 3 20 Peppermint, lb. -_--.-.-.. 5 50 @ 6 00 Rose, ee @ 250 Hose, Geran., ozs....._____.. @ 1 00 Rosemary Flowers, Ib..-.-.- 100 @1 50 Sandalwood BLE, ib cL. 8 00 @ S60 W. L, Ib. @ 47 Sassafras True, lb @ 240 Syn., lb @ 1 40 seen Ib. @ 4 00 nsy, Ib. @ 400 Tha Red, Ibe 1b @ 8 40 Thyme, Whi, Ib ——-. 200 @ 3 GE Wintergreen eaf. true, Ib... 560 @ 6 00 Birch, lb, ..-.----.-... 400 @ 4 60 YD. anna -=-=--- = @ 1 20 Wormseed, Ib. ..- @ 4 00 Wormwood! Ib; 2. 50 @ 6 00 OILS HEAVY Castor, gal) oe 145 @ 1 60 Cocoanut, ee 22%@ 36 Cod Liver, Norwegian, eal. 120 @1 50 Cot. Seed. gal. 1 @ 1 30 rd, ex., gal.._.. @ 1 65 Lard, No. 1, gal... @i1 40 Linseed. raw. gal._ @ 9 Linseed, boil.. ga @ 93 Neatsfoot, extra, gal._.--- 80 @1 00 @ 2 50 @ 5 00 1 60 90 65 @ 2 00 Gum OZsc tees 1 20 Powder, ozs. 1 30 Gran. O28. Sasi 1 30 Pound 220255 06%@ 15 PEPPER Black gerd) Ib... 35 Red. erd. Ibe 45 55 White. era. ib... 40 PITCH BURGUNDY Pound 22 20 @ a6 PETROLATUM Amber, Plain, Ib..--------- 122 @ iW Amber, Carb., 14@ 19 Cream Whi., 17 @ 22 Lily White, Ib... 20 @ 2&6 Snow White, Ib..-.--.-—.-- 22 @ 27 PLASTER PARIS DENTAL Bacrels : 22222 ae @ & 78 ene, ID, ceo a - 03%@ 9% POTASSA Canstic,: stike)) Ibo 69 @1 04 Liquor lpi @e@ 4 POTASSIUM Bicarbonate, Ib. Acetate, Ib. Bichromate, lb. Bromide, 1b. Carkonate, 1b. Chlorate eal Powd., Gran., wee we eee Iodide, Ib, Permanganate, lb. Prussiate Red, Ib. Yellow, lb. QUININE Cans, Og8.2 2 Aconite, Powd., Alkanet, Ib. Blood, Fowd., er a — Burdock, Powd., Calamus, Hiveiea Split “and Peeled, TDi Calamus, Ordinary, Heese Calamus, Powd., BHlecampane, Ib. ...-...... Gentian, Powd., 2. Ginger, African, Powd., lb. Ginger, Jamaica, Limed, Ginger, Jamaica, Powd., Goldenseal, Powd., J a4 Hellebore, "White, ‘Powd., lb. Indian Turnip, Powd,, lb... Ipecac, Powd., Licorice, lb. fee —— = ee eewe esr eenee Licorice, Powd., i... Mandrake, Powd., ib___ Marshmaliow, Cut., » Marshmallow, Powd. i OFris. Ib... ee ee Orris, Howd., he... —a Orris, cee OS arene ee ae Powd., poe ee Sarsaparilla (Honduras, cut) 1% Sarsaparilla, Med., Cut, Tb. Squills, Powd., 1 Tumeric, Powd., iD Valerian, Powd., 1b. Derren es Epsom, Ib, Glaubers Gran., Ib, Rochelle, lb. Soda, lb. Anise, ib. 2.00 otecd Canary, Recleaned, ibe Cardamon, Bleached, Ib. Caraway, "Dutch, Ib. Colery "Ib: 2 Colchicum, Powd., Ib. Coriander, 1b. Fennel, 1b. Flax, Ground. mo Hemp, Recleaned, Cas Lobelia, Powd., Mustard, Black, Mustard, White, 1p. Poppy, Blue, 1b Quince, lb. Rape, Ib, eee ered eee Sabadilla, Powd., lb Sunflower, Ib. Worm, Worm, Lev ant, [pi 2 eee SOAP Castile, Conti, White Box Ash Caustic, Co’l. lb. Hyposulphite, lb. Phosphate, Ib, Sulphite ¥% Pints, dozen. Pints, dozen Quarts, dozen oe a ce ae a eee ae Gallons 30 @ 35 69 @i1 04 16 @ 2 64 @ 84 48 @ 72 20 @ 2 19 @ 21 32 @ 40 83 @ 2 04 3 @ 450 90 @1 00 60 @ 60 @ 30 @ @ 7 4 @ 16 @ 9 3 @ 40 @ 60 @ 3 @ 4 @ 60 @ &@ @ 2% @_ 60 25 @ 30 17%~@_~=s30 146 @ 25 38 @ 55 30 @ 40 75 @ 200 20 @ 30 @_ 60 00 @ 3 60 30 @ 35 15 @ 2 @ 4 @ 65a @ 60 @ 365 0 @ 4 @1%7% 50 @ 2 25 @ 30 @ 80 @ w& 20 @i1 20 @ 460 42 @ 80 15 @ 26 @ 60 %@ 10 03 @ 10 034%@ 10 10 @ 20 09 20 17 @ 28 02%@ 08 40 @ 45 10 @ 16 @ 200 2 @ 30 @110 @ 200 15 @ 2 36 @ 40 06%@ 15 064%@ 16 0 @ a 17%9 25 1 @ 2% 20 @ 2% 00 @ 1 25 0 @ 16 45 @ 55 11 @ 20 @ 5 25 @ 5 50 @15 76 @ 1 60 50 @ 65 03 @ 03%@ 10 0 @ 15 05 10 23 28 16..@ 235 124@ 40 @ 60 04%@ 10 70 @ 85 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. Each week we list items advancing and declining upon the market. By comparing the base price on these items with the base price the week before, it shows the cash advance or decline in the market. 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 Pork Loins—ic Pork Butts—ic Pork Shoulders—Y2c Pork Spareribs—ic Pork Neck Bones—1//2c Pure lard in tierces—/Yoc Compound in tierces—%4c Compoud in ae Minced hams Wilson’s Nut Shee ine Dried Apricots—Y2c Evaporated Peaches—!c DECLINED Fels Naptha Soap—20c = AMMONIA Little Bo Peep, med.-- 1 35 Little Bo Peep, lIge.--- 2 25 Quaker. 32 oz._------- 2 16 Star, 12-0z. 75 APPLE BUTTER —— 12-28 oz., Doz BAKING POWDERS Clabber Girl 10-0z., 4 doz. case_-_- : 50 2 Ib., ‘4 doz. case_____- 30 Royal, 2 0oz., doz.----- 80 Royal, 6 oz., doz._--_- 2 00 Royal, 12 0z., doz._-.- 3 85 Royal, 5 lbs., *doz.---- 20 00 Rumford’s 10c, per dozen__------ a 8-oz., per dozen___--- ag 12-02. » per dozen____- 2 25 5-lb., per dozen__---- 12 2 Calumet K C 100z., 4doz.in case. 3 35 150z., 2doz,in case.. 2 45 25 0z., 2 doz.in case_. 4 12 5 Ib., 1 doz. in case__ 5 90 10 lb., % doz. in case... 5 75 BLEACHER CLEANSER Lizzie, 16 0oz., 12s--__- Linco Wash, 32 = 128 2 0 BLUING Am. Ball, 36-1 0z., cart. 1 00 Boy Blue, 18s, per cs. 1 35 BEANS and PEAS Dry Lima a oe. 2 20 White H’d P. s.. 4 05 Split Peas, ee 6 60 Ib. 3 35 Split Peas, ern, 60 Ib. 4 75 Scotch Peas. 100 lb... 6 65 BURNERS Queen Ann, No.1 _---. 1 15 Queen Ann, No. 2 -_--- 1 25 White Flame, No. 1 and 2, doz.__.------- 2 25 BOTTLE CAPS Single Lacquor, 24 gross ease, per case-_____{ 4 10 BREAKFAST FOODS Keilogg’s Brands Corn Flakes, No. 136— 2 65 Corn Flakes, No, 124— 2 66 Pep, No. 224._.____-_- 2 37 Pep No. 29 __._.___ 1 05 Krumbles, No. 412_.-. 1 55 Bran Flakes, No. 624-_ 2 37 Bran Flakes. No, 650__ 1 00 Rice Krispies, 6 oz... 2 40 Rice Krispies, 1 0z.---- 1 10 All Bran, 16 oz. ---—. — 2 30 All Bran, 10 oz. . 1% All Bran, % 0z. 10 Whole Wheat Fia., 24s 2 40 Whole Wheat Bjs., 248 2 31 Wheat Krispies, 34a__ 2 40 Post Brands Grapenut Flakes, 24s.. 2 10 Grape-Nuts, 24s ----.. 3 90 Grape-Nuts, 50s --_--. 1 50 Instant Postum, No. 8 5 46 Instant Postum, No. 10 4 70 Postum Cereal, No. 0- Post Toasties, 36s_... 2 66 Post Toasties, 24s... 2 65 Post Bran, PBF 24__-_ 3 48 Post Bran, PBF 36---. 3 48 Amsterdam Brands Gold Bond Par., No.b%y 7 50 Prize, Parlor, No. 6_.. 8 00 White Swan Par., No.6 8 50 BROOMS Quaker, 5 sewed_----_- 7 50 Warehouse ----_-- 7 75 Winner, 5 sewed.-__-- 5 76 Bagie 22 4 25 BRUSHES Scrub New Deal, dozen--.- 85 Stove Shaker, dozen -.---—- 90 Shoe Topcen, dozen .----- 90 BUTTER COLOR Hansen’s, 4 oz. bottles 2 40 Hansen’s, 2 oz. bottles 1 60 CANDLES Electric Light, 40 Ibs.. 12.4 Plumber, 40 Ibs. 12.8 Paraffine, 68 ~-.------- 14% Paraffine, 123 _------.. 14% Wicking. 40 Tudor, 6s, per box__-- 30 CANNED FRUITS Apples Per Z. Imperial, No. 10-----. 5 00 Apple Sauce Tart, No. 2. 1 20 Hart. No: 10... 5 75 Apricots Forest, No. 10----- 9 00 Quaker, No. 10-—--- 9 75 Gibralter, No. 10_--- 9 25 Gibralter, No. 2%--.- 2 40 Superior, No. 2%---- 2 80 Supreme, No. 2%... 3 10 Supreme, No. 2--~.-- Quaker, No. 2_---.-.. 210 Quaker, No. 2%-----. 2 85 Blackberries Premio; No. 102. 25 Quaker, No. 2... 1 70 Blue Berries Hagice, No. 16... 50 Cherries Mart. No) Oo 5 70 Hart, No, 2 in syrup_- 2 25 Hart Special, 2... 1 26 gma No. 2 in Hart ' Spaaal. No. 2. 1 35 Cherries—Royal Ann Supreme, No. 2%-... 8 20 Supreme, No. 2.2000 2 30 Gibralter, No. 10--..-. 9 25 Gibralter, No. 2%%--.. 2 75 Figs Beckwith Breakfast, No:.10, a Op Carpenter Preserved, 5 of gas 1 35 Supreme Kodota, No. 11 90 Fruit Salad Supreme, No. 10__--_ 12 00 Quaker, No. 10_-----_ 11 75 Supreme, No. 244._--_ 3 60 Supreme, No. 2___-_-- 2 70 Supreme, No, 1... 210 Quaker, No. 2%-~--. 3 16 Goosberries Michigan, No. 10_-_-- 5 35 Grape Fruit Zeneda No, 2-________ 1 35 Grape Fruit Juice Florida Gold, No. 1-. 87% Quaker, No. 2____---- 1 35 Florida Gold, No. 5-~ 4 35 Loganberries Premio, No. 10 ~----- 6 75 Peaches Forest, solid pack, No 1 Nile, sliced, No. 10-_ 6 50 Premio, halves, No. 10 6 50 Quaker, sliced or halves, No. 10_----_ 8 20 Gibralter, No. 2%--.. 2 0 Supreme, sliced No. TA eee 215 Supreme, halves, NG. 236 2 25 Quaker, sliced or halves, No. 24%__---- 2 15 Quaker 'slicea or halves, No. 2._---. 1 70 Pears Quaker, No. 10------ 8 59 Quaker, Bartlett, No. a —— Bartlett, No. ee ae 1 95 Pineapple Juice Doles, re Head, ING 2. ee 45 Doles, cay Dew, NO. 20. ee 6 75 Pineapple, Crushed Imperial, No. 10. 75 Honey Dew, . Honey Dew, No. 2... Quaker, No. Quaker, No. Quaker, No. TRADESMAN Pineapple, Sliced Honey Dew, sliced, iO. 10 Honey Dew, tid bits, No. 10 2 Honey Dew, No. 234__ 2 45 Honey Dew, No. 2.... 2 00 Honey Dew, No. 1... 1 10 Ukelele Broken, No. 10 7 - Ukelele Broken, 2%. 2 2 Ukelele Broken, No. 21 3 a Tid Bits, No. Plums Ulikit, No. 10, 30% syrup Supreme Egg, No. 2% 2 30 Supreme Egg, No. 2_. 1 70 Primo, No. 2, 40% aru 1 00 Prepared Prunes Supreme, No. 2%4-----_ 45 Supreme, No. 10, eee 6 50 Raspberries, Black Imperial, No. 10---. 7 00 Premio, No. 10...--.-- 3 50 Hart, 8-ounce Soe 80 Raspberries, Red Premio, No. 10..--..-. 8 75 Strawberries Jordan. No: 2005 50 Daggett, Mae, Qos ee 2 25 Quaker, No. 2... 2 35 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 0z.-_ Chicken Haddie, No. 1 Fish Flakes, small____ Cod Fish Cake, 10 oz. Cove Oysters, 5 oz.-... Lobster, No. 4 ------- Shrimp, 1, wet------.. WOE rr Rr bbw rN e bo on Sard’s, %4 Oil, k’less.. 3 75 Sardines, 4 Oil, k’less 3 35 Salmon, Red Alaska. 2 20 Salmon, Med. Alaska_ Salmon, Pink, Alaska 1 38 Sardines, Im. %, oe Sardines, Cal. Tuna, doz. Tuna, 4s, Van Camps, 1 Tuna, 1s, Van Camps, doz. es Tuna, bs, “Chicken eo foe 2 1 70 Tuna, % Bonita_..... 1 25 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 oe 96 Beef, 2% oz., Qua., Sli. 1 30 Corn Beef Hash, doz. 1 70 Be>fsteak & Onions, s. 2 70 Chiii Con Car., 1s_---- 1 05 Deviled Ham, 4 one 2 Sb Deviled Ham, % - 22 Potted Meat, 4% Libby 48 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. Hunt Picnic ~---- - 1 80 Hunt No. 1, Med. G en 3 00 Hunt No. 1 Med. White 3 Hunt No, 1 Small Green 0 80 Baked Beans 1 Ib. Sace, 36s, cs._---_ 1 80 No. 2% Size, doz._.___ 1 10 No. 10 Sauce____-__.-_ 4 00 Lima Beans Marcellus, No. 10_.---- 5 90 Red Kidney Beans String Beans Choice, Whole, No. 2-. 1 2 i 35 Marcellus Cut, No. 10. 6 00 Quaker Cut No. 2-... 1 20 Wax Beans Choice, Whole, No. 2. 1 70 Cut, No. 10 7 Cut, No. 2 Marcellus Cut. No. 10. 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-__. 1 00 Quaker Cut No. 2%-- 1 20 Carrots Diced, No.2 95 Diced, No. 10 _-.---- 4 #@ Corn Golden Ban., No, 2---- 1 55 Marcellus, No. 2-_-_-. 1 25 Fancy Crosby, No. 2. 1 40 W rps eee 6 Ban- ING. 2s es 1 65 Gee No. 20 8 00 Peas Oxford Gem, No. 2__-- 3 15 Sifted BE. June, No. 2-_ 2 00 Marcel., Sw. W No. 2155 Marcel., B. June, No. 2 1 46 Quaker, B. Ju., No. 10 8 00 Quaker E. J., No. 226 145 Pumpkir. No. No. No. Sauerkraut NO: 10) ee 5 25 No. 2% Quaker_.__.. 1 10 No. 2 Quaker... 95 Spinach Supreme No. 24%... 1 75 Supreme No. 2__... 1 37% Quatty No. 2... 1 10 Quality. No. 24%4_____-- 1 50 Succotash Golden Bantam, No. 2. 1 75 Hart, No. 2... 1 55 Pride of Michigan__-_ 1 25 Tomatoes ao, 1 Ge sg ie 1 85 Be 1 40 eS iawer INO, 22222 110 CATSUP Quaker, 10 oz.....doz. 1 10 Quaker, 14 o0z.-...doz, 1 4@ Quaker gallon glass, Hozen 2 2 11 00 CHILI SAUCE Sniders, 80z. —_.....-- 65 Sniders. 140g. ...__.-- 2 25 OYSTER COCKTAIL 2 00 Sniders, 11 og.____.____ CHEESE Roguciort (oe 68 Wisconsin Daisy __--_-_ 19 Wisconsin Twin ____-- 18% New York June, 1933____ 24 Sap Sago STC i ti ee 20 Michigan Flats _______ 17% Michgan Daisies __---- 1746 Wisconsin Longhorn __ 18% Imported Ley‘tten ______ 1 Ib. Limberger ~___--_. 20 Ind, Loaf___ 34 Kraft, Pimento, % Ib. 1 85 Kraft, American, % Ib. 1 85 Kraft, Brick, % Ib.____ 1 85 Kraft, Limbur., % Ib._ 1 85 February 20, 1955 CHEWING GUM Adams Black Jack...-... 6t Adams Dentyne -----.-- 66 Beeman’s Pepsin Beechnut Peppermint... 65 Doublemint & Peppermint, Wrigleys__ 66 int, Wrigleys—_-. - Juicy Fruit_....__...___.. Wrigley’s P-K_-.— ~ Teaberry .—---.__..---— 65 CHOCOLATE Baker, Prem., 6 lb. % 2 45 Baker, Pre., 6 lb. 3 oz. 2 60 German Sweet, 6 lb.4s 1 86 Little Dot Sweet G Ib es oe 2 60 CIGARS Hemt. Champions pee # 50 Webster Plaza 5 00 Webster Golden Wed. 7 0e Websterettes -.---.. 37 50 Ciirag a 50 Garcia Grand Babies. 40 00 Bradstreets -..---—-. 38 50 Odinga 20 40 00 R G Dun Boquet___- 75 GO Perfect Garcia Subl.. 95 00 Kenwav Cocoanut Banner, 25 Ib, tins... 20% Snowdrift, 20 lb. tins. 20% CLOTHES LINE Household, 50 ft... 1 75 Cupples Cord . 2 00 COFFEE ROASTED Lee & Cady 1 ib. Package Ryo Boston Breakfast _.__ 20 Breakfast Cup 2 Competition a, V. Majestic: i ai Morton House Negrow ...___ Quaker, in cartons___. 24% Quaker, in glass jars_ 29 Coffee Extracts MY: per 10060 12 Frank’s 50 pkgs...... 4 25 Hummel’s 50, 1 Ib.---_ 10% CONDENSED MILK Eagle, 2 oz., percase__ 4 60 Cough Drops Bxs. Smith Bros.. oo eS Luden’s -..__. a» 4 46 Vick’s, 40/10c__..__... 3 40 COUPON BOOKS 50 Economic grade... 2 50 100 Economic 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 Crack Dui = ari e Soda Crackers, piea. oa Saltine Soda Crackers 2 lb. pegs. 2 3 2.68 Saltine Soda Crackers, 8% oz, pkgs.___ ep 93 Butter Crackers, bulk 13 Butter Crackers, 1 Ib. Butter Crackers, 2 Ib. Graham Crackers, bulk 13 Graham C’s, 1 Ib.-___ 1 49 Graham C’s, 2 Ib... 277 Graham C’s, 6% oz. 93 Junior Oyster C’s, blk. 13 Oyster C’s, shell, 1 tb. 1 71 Club Crackers ________ 1 %%6 CREAM OF TARTAR 6 1b," boxes. oe ORIED FRUITS Apricots Extra Choice _ 23% Stantere oe 2144 Citron 10) Abe Dox se 25 Noi Bsc camentcaoe Nets 5 aS February 20, 1935 MICHIGAN TRADESMAN 21 Currants JUNKET GOODS FRESH MEATS HERRING SOAP TEA Packages, 11 0z.-------- 13 Junket Powder .._._ 1 20 Am. Family, 100 box : 20 Japan Junket Tablets ______ 1 35 Beet Holland peering: BB el 235 Medium 19 : Top Steers & Heif.__.l6é- Mixed, kegs —--_ 85 Fels Naptha, 100 box__ 4 35 Cai ie eee Dates Good Steers & Heif.____ 14 Milkers, kegs ________ 95 Flake White, 10 box__310 Fan eS 6a Quaker, 12s, pitted_.-_ 1 40 Med. Steers & Heif.____ 11 Boneless Herring, 15 Ivory, 100 6s__ 2 495 No. : Nibte. oo 3e Quaker, regular__ 1 10 Com. Steers & Heif.__ 09 Cut Lunch, 8 lb. ae 126 Weiry (0 bexlis S00 ee Quaker, 12s, 1% Ib.-. 2 30 _ MARGARINE Palm Olive, 144 box_._ 6 20 Quaker, 12s, 1 1b.-.-- Wilson & Co.’s Brands Have, 50 boxe 255 choi Gunpowder Oleo Veal Mackerel Camay, 72 box._-.__. 8 95 ce -—----—_-----_. 34 Nut 13H6 op. oe 13 Tubs, 60 Count, fy. fat6 00 P&G Nap Soap, 100@3 10 Figs Good) shes Pails, 10 lb. Fancy fat 150 Sweetheart, 100 box._. 5 70 Ceylon Calif., 24-8 oz, case_. 1 80 Medium Grandpa Tar, 50 sm._. 210 Pekoe, medium ~____ 63 Williams Barber Bar, 9s 50 : MATCHES White Fish Williams Mug, per doz. 48 English B enches pee, No. 2, a 8 Lamb Med, Fancy, 100 Ib... 1300 Lux Toilet, 60.----. $05 Congou, medium Evap. Choice -_------ a Searchlight, 144 box__ 6 80 Spring Lamb ___________ 19 Milkers, bbls, _-_____ 18 50 Congou, choice _____ 35@36 Ee Rancy 20 » 144 ~-- sca sid Diamond, No. 0-.---. 5 00 . ein ae 0 oe oe Cut banc 2 1 50 SPICES Peel aa Safety Matches Boned, 10 lb. boxes_.__-_—s-:16 Whole Spices Oolon Lemon, Torelli, . d Top, . gross case 4 80 Allspice Jamaica______ @24 Mediu g 4 ox, Coe 90 Sige gro, c8.__ 5 25 Gloves, Zanzihar == @36 Ghatca 2 2 39 Orange, Torelli, tandard, 5 gro. cs... 4 00 Cassia, Canton _______ @24 Fancy ij ox, doen 90 SHOE BLACKENING _ Cassia, 5¢ pkg., doz... @40. 0) 77777 ae Citron, ree . a eonal nae : = Ginger, “Africa —-.__-.. @19 4 oz., dozen___.---- . Z. Combination, dz. 1 3 Mixed. No. fe 0 ieee sc eReeteas. Dri-Foot, doz. _---__ 200 Mixed, 10c pkgs., doz._ oes TWINE Mace: ronl, 9 o2.--—---- Pork Bixbys, “Nutmegs, 70@90 ______ @50 Cotton, 3 ply cone______ 40 Ralsins — etti, 9 oz.______ 2 10 Eoing (2 18 Shinola, doz.......-.-. Jutinegs, 105-110 _____ @48 Cotton, 3 ply balls______ 40 Seeded, bulk __----. Me bow mi, 9oz.- 210 Butts _________ >epper. Black _______- @23 ee rgeants D S’dioss bik. 1% Wee Noodles, 6 oz.-- 210 Shoulders Quaker s’dless bik._.-- Egg Vermicelli, 6 oz... 210 Spareribs 2 Ceo lel Alphabets, 6 oz... 210 Neck Bones __.._____- 06%, STOVE POLISH Pure Ground in Bulk VINEGAR Quaker Seeded, 15 oz. 8 Cooked Spaghetti, 24c, Trimmings __.__.._._-- Blackne, per doz... 1 30 Allspice, Jamaica _. @18 |, F. 0. B. Grand Rapids 17 of. 2 20 Black Silk Liquid, doz. 130 Cloves, Zanzbar -_____ @28 pider. 40 eraine 9 Black Silk Paste, doz.._1 25 assia, Canton_______- @22 White wine: 40 grain 19% California Prunes Enameline Paste, doz. 130 Ginger, Corkin __-___ @17 e Wine, 80 grain 24% 90@100, 25 1b. boxes —@6% Emameline Liquid, doz. 1 30 Mustard -____________ @21 30@ 90; 25 1b. boxes __@0T NUTS PROVISIONS E. Z. Liquid, per dez.. 1 30 Mace Penang -______ @H 10@ 80, 25 1b. boxes -_@0T% Whole Radium, per doz.__.____130 Pepper, Black -_____ 23 WICKING 60@ 70, 25 lb. es __@08 Almonds, Peerless -___ 15% Barreled Pork Rising Sun, per doz.___ 1 30 Nu@uegs @25 No. 9, per gross 80 60@ 60, 25 Ib. boxes __@08% Brazil, large Clear Back ___-28 00@34 00 654 Stove Enamel, dz._ 2 80 Pepper. White _______ @48 ae 1, per gross 1 25 40@ 50, 25 Ib. boxes _-@09% Fancy Mixed - Short Cut, Clear____ 30 00 Vulcanol, No. 10, doz. 130 Pepper, Cayenne -.___ @26 No. 2, per gross ~ 1 50 30@ 40, 26 lb. boxes --@11 Filberts, Naples | Stovoil, per doz.___---_ 300 Paprika, Spanish -_-__ @36 No. 3, per gross ~ 2 30 20@ 30, 26 1b. boxes --@13 5 nuts, vir. Roasted iy Peerless Rolls, per doz. 90 18@ 24, 25 1b. boxes--@14 = [eCans. = - od a Dry Salt Meats Rochester, No. 2, doz.. 50 roe MDO ~--—----— ra DS Belles. a5) 20-25 18 SALT Seasoning Rochester, No. 3. doz. 2 00 ecans, Mammoth ~_---- 50 F.0O.B. Grand Rapids Chli Power, 1% 0z.-__ 65 Rayo, per doz.___ 15 Hominy Walnuts, Cal, --17% to 22 Quaker, 24, 2 Ib..__._ 95 Celery Salt, ez 2 sp Pearl, 100 Ib. sacks_.-- 3 56 Lard Quaker, 36-14% -_---- O 2 om tS 80 Pune in. tierces 2 145 Quaker, Iodized, 24-2. 135 Onion Salt 1 35 Ww Salted Peanut 60 1b. tubs ____-advance 4% Med. No. 1, bbls._____- Garlic 1 35 OODENWARE Bulk Goods Fancy oo 50 1b. tubs ____- advance % Med. No. 1, 1001b.bk. 107 Ponelty, 3% oz.-______ $35 pea Sete Elb.Macaroni, 201b.bx. 135 yo" iy, ae ae 14 20 Ib. pails _____ advance % Chippewa Flake, 701b.100 Kitchen Bouquet_____ 4a¢ —ushels, Wide Band, Noodle, i0 Ib. box 1 26 ellop’e case_ 150 1091p. pails ____-advance 4 backers Mean 50 1b© 9 70 Paurall Leaves 2015 Py) nee ood handles_______ 2 00 Ege Sibi pals Mller vanes tT Crushed Rock for ice, | Marjoram, 1 oz... 99 Market, drop handle. 90 Sb) eile mandy SAwanea J cream, 100 lb., each 95 Savory, 1'oz 83 Rebeka single handle. 95 Pearl Barley Compound, tierces _.. 13% Butter Salt, 280 Ib. bbl. 4 ie Rhyme J oz 0 seo Chester _ 6 60 Shelled Compound, tubs 1 Block, 50 (: eaeeae Tumeric, 1% oz $5 Smiint large mee a Almonds, {oo 39 2 ee ena Baker Salt, 280 lb. bbl 3 30 oe Splint, medium __ eT Spanish, 125 ee 6, 10 lb.. per bale_____ 1 03 Splint, small 222 Lentils ies ------------- Sausages 20, 3 Ib., per bale______ 1 08 a eae Seg ae Bolom, 14 ™ Wb. bogs, table 4 STARCH Bee Se Walnut, California 66 Liver --__ 18 eann reb 8 gal. each____ 2 40 : ae Frankfort is Kingsford, 24/1 ______ 235 Barrel, 10 gal., each___ 2 55 Tapioca Pack eee 20 Powd., bags, per tb... 4% 3 to 6 gal., per gal. 16 Feast. 1 Ib. oe Tongue, Jellied ________ 36 eae ah ae pkgs__ ; 66 Minute, 8 0z., OZ. MINCE MEAT Headcheese —. 1) 2 16 ream, 24-1 ....__._ 20 Pails Dromedary Instant --- 3 50 None Such, 4 doz.__.._ 6 20 10 at. Galvanzed ______ 2 60 Quaker, 1 doz. case__. 95 y at. Galvanized _____ 2 85 sitty Punch Yo Ho, Kegs, wet, lb.. 16% Smoked Meats Gloss ioe Galvanized —___ 3 10 3 doz. Carton_._------- & 26 Hams, Cert.. 14-16 Ib... 21 Argo, 24, 1 Ib. pkgs... 166 i0¢¢. aring Gal. Jr.. 5 00 Assorted flavors. Hams, Cert., Skinned Argo, 12, 3 lb. pkgs... 2 26 at. Tin Datry_.____. £00 OLIVES—Plain 16-18 Ib. -_----__--_- @21 Argo, 8, 5 Ib. pkgs.-___ 2 46 Quaker, 24 3% oz. cs. 1 87 i dried beef Silver Gloss, 48, 1s____ 114 + EVAPORATED MILK Quaker, 24 7% oz. cs. 3 55 nuckles _---—-----— @22 Blastic, 16 pkgs.._____ £98 Mouse, waaa OG Quaker, Tall, 10% oz. 310 Quaker, 12, 12 oz... 2 40 California Hams _.._..@14 Staley 24-4110 0s 1 Mord ood, 4 holes_. 60 Quaker, Baby, 4 doz... 155 ‘Tempter, 12 22-02. cs. 450 Licnic Boiled Hams____@18 Waa ee uaker, Gallon, % dz. 3 25 x Boiled Hameg ~--—- @34 ouse, tin, 5 holes... 65 Q 1 gal. glass, each... 1 55 pi R Carnation, Tall, 4 doz. 3 22 Minced Hams ___-____ @15 a ood 1 00 Carnation, Baby, a az. 1 61 Bacon 4/6 Cert.________ @27 Rat, spring _____ = 160 Oatman’s D’dee, Tall_ 3 22 OLIVES—Stuffed SYRUP Mouse, spring___--__- 20 Oatman’s D’dee, Baby 1 61 Quaker, 24 2% oz. cs. 1 87 Free Run’g, 32, 26 o.- : 40 Corn Pet a 3 22 Quaker, 24 4 oz. cs.-_ 2 75 Beef Five case lots__..___-. 2 30 Blue Karo No. 1%4__ 2 65 Tub Pet, Baby. 4 dozen____ 161 Quaker, 24 6 oz. cs... 355 Boneless, rump -__Ib28 60 _Todized, 32, 26 oz.----- 24) Blue Karo,'No. 5, 1dz. 358 Large Galvaniz Borden’s, Tall, 4 doz. 322 Quaker, 24 7% oz. es. 4 55 Five case lots_________ 2 30 Blue Karo. No. 10... 3 40 Medium G. me aca Borden’s, Baby, 4 doz. 161 Quaker, 24 10 oz. cs. 5 95 ca ee av eniae | i Red Karo, No, 1%____ 2 85 Small Galvanized _ Quaker, 12 32 oz. cs... 7 88 Liver Colonial Red Karo, No. 5. 1 dz. 3 88 ae 1 Gallon glass, each_. 2 10 Hifteen 4a 100 Red Karo, No. 10_____ 3 74 FRUIT CANS Ball Mason ¥. O. B. Grand Rapids One pint ~--—--. 5 FRUIT CAN RUBBERS Quaker Red Lip, 2 gro. carton GELATINE Jell-o, 3 doz------ 2 10 Minute, $ doz... 4 05 Knox's, 1 dozen.—-~-- 2 25 Jelsert, 3 doz.--.---.-- 1 40 HONEY Lake Shore 1 lb. doz-- 1 90 JELLY AND PRESERVES Pure. 30 lb. nails___-- 2 35 Imitation. 30 lb. nails. 1 89 e Pres., 16 oz., dz— 2 00 12 Apple Jelly, dz. 95 13 oz. Mint Jelly, dz. 1 60 7 oz. Cranberry Jelly, dz 90 JELLY GLASSES % Pint Tail, per doz._--- 25 PARIS GREEN PICKLES Sweet Small L and C, 7 0z., doz... 92% Paw Paw, quarts, doz. 2 80 Dill Pict.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. 4 50 Bicycle, per doz...---- 4 70 Caravan, per doz... 2 25 POP CORN Sure Pop, 25 lb. bags 2 55 Yellow, 24 1-lb. bags_. 2 50 RICE Fancy Blue Rose__-_-_- 4 75 Fancy Head ____ _. 6 00 RUSKS Postma Biscul: 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 SODA Granulated, 60 Ibs. cs._ Granulated, 18-2% Ib. packages 1 35 COD FISH Bob White, 1 Ib. pure 25 Paragon, 1) Ib. 2 19 ee 20 Log Cabin Plain, 24, 2s 1 35 BORAX Twenty Mule Team 24,1 1b. packages __-__ 3 96, 14 lb. packages... 4 00 WASHING POWDERS Bon Ami Pd., 18s, box_ 1 90 Bon Ami Cake, 18s__.. 1 65 Brillo 22. 85 Big 4 Soap Chips 8/5__ 2 40 Chiipso, large. 4 05 Climaline, 4 doz._.--_- 3 60 Grandma, 100, 5c_-..-. Grandma, 24 large__.. Gold Dust, 12 large_-_ La France Laun 4 dz. Lux Flakes, 50 small__ Lux Flakes, 20 large__ COR HR Cor OO Oo a a Old Dutch Clean., 4 dz. Ringo, 249 208 65 Rinso, 405 0 2 89 Spotese Cleanser, 48, 20-62. 22) eee 3 85 Sani ‘Push, doz. 2 25 Sapolio, 3 ‘doz._--____- 3 15 Super Suds, 48 --.__- 3 90 vo Sunbrite, 50s 2 Wyandot. Cleaner, 24s 1 60 imit. Maple Flavor Orange, No. 1%, 2 dz... 2 87 Orange, No. 3, 20 cans 4 34 Maple and Cane Kanuck, per gal.______ 1 25 Kanuck, 5 gal. can____ 5 30 Kanuck, 24/12 Glass__ 4 00 Kanuck, 12/26 Glass 4 15 Grape Juiwe Welch, 12 quart case__ 3 90 Welch, 12 pint case___ 2 00 COOKING OIL Pints, 2 doz, case. «& 70 Quarts, 1 doz. 2 |: 5 35 5 gallons, 2 per case__ 12 00 TABLE SAUCES Lee & Perrin, large__. 5 75 Lee & Perrin, small___ 3 35 Reppert 1 60 Royal Minti. 00 oo 2 40 Tobasco, small______._ 3 75 Sho You, 9 0z., doz 2 00 A-l, large 4 A-1, small Caper, 2 on... 3 30 Washboards Banner, Globe________ 5 50 Brass, single: 0)! 6 25 Glass. single. 0 6 00 Double Peerless. o| 8 50 Single Peerless______ 7 50 Northern Queen______ 5 50 Universal 2 7 2 Paper Food Dishes % Ib. size, per M____ 2 70 1 Ib. size, per M______ 2 90 2 Ib. size, per M______ : 40 3 Ib. size, per M 415 5 Ib. size, per M______ 5 60 WRAPPING PAPER ees Di aes 66 Kraft 2 05% TOILET PAPER Quaker, 100 Rolls____ 4 50 Silk Tissue, 100 roils_. 3 47 YEAST CAKE Magic, ¢ doz. 2 70 Sunlight, doz. _...... 2 70 Sunlight, 14% dog. _.___ 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 SHOE MARKET Michigan Retail Shoe Dealers Association. President—Clyde K. Taylor. Executive Vice-President—M, A. Mittel- man. Vice-Presidents—J. A. Burton, Lan- sing; A. Allen, Grand Rapids; Edward Dittmann, Mt. Pleasant; R. H. Hainstock, Niles; E, T. Nunneley, Mt. Clemens; Fred Nentwig, Saginaw; E. C. Masters, Alpena; A. G. Pone, Jackson. Secretary-Treasurer — Robert Murray, Charlotte. Field Secretary—O. R. Jenkins, Port- land. Membership Committee—R. H. Hain- stock, chairman; entire board to act as committee. Board of Directors—E. T. Nunneley, Mt, Clemens; M. A. Mittelman, Detroit; Edw. Dittmann, Mt. Pleasant; Steven J. Jay, Detroit; Clyde K. Taylor, Detroit; John Mann, Port Huron; Max Harryman, Lansing; Wm. Van Dis, Kalamazoo; Rich- ard Schmidt, Hillsdale; Arthur Jochen, Saginaw; B. . Olsee, Grand Rapids; Fred Elliott, Flint; P. B. Appeldoorn, Kalamazoo Fred Murray, Charlotte; Ralph Meanwell, Ann Arbor; John Och, Che- boygan. Michigan Shoe Exhibition Association Annual meetings held once a year at Pantlind Hotel, Grand Rapids. Address all communications to Rodney I. Schopps, Secretary, Pantlind Hotel. Watch Small Town Stores Revive Significant changes are taking place in shoe distribution. The Bureau of Census tells us that there are approx- imately 18,836 stores selling shoes as a major product and deserving the title Shoe Store. It is estimated that there may be 110,000 places where shoes are sold, ranging all the way from mail order houses to drug stores; but those who live a life of shoes alone are de- creasing in number. But with their de- crease comes the increase of efficiency of the survivors due to the fact that the man who has his “one and all” in shoes must exist or perish by the ma- jor effort he puts into that line of busi- ness. Do you know that there are to-day in the United States only 12,746 shoe retailers whose sales do not exceed $20,000 a year and whose average is $8,753? There are only about 1,300 shoe retailers doing over $100,000 worth of business. There are only 65 shoe retailers doing over $500,000 a year. And yet the shoe industry represents a billion dollars at retail. Figure it out for yourself. We are, at the moment, making studies of the industry’s capacity to distribute. The most interesting point that we have discovered is “that the bulge in business for 1935 will come from hundreds of smal! towns, rather than from a few big ones.” The small town is looking up. It is playing a more important part in American life. The public has at last developed a sense of proportion. Many merchants with large city stores have put in branch stores in smaller communities and have found the branches relatively more serviceable and more profitable. In communities of 10,000 inhabitants, we are discovering that the chain store is virtually absent because the com- munity cannot contribute a volume of business to the store that sells only young men’s or young women’s shoes. There are not enough customers in the community to justify a store for just a section of the public, and yet in these same communities the general store can live and prosper, for if the public’s general average of shoe sales is ap- proximately $10 per person per year, MICHIGAN TRADESMAN that community is a $100,000 a year community. These are significant things in the development of our small town study. The problem of selling shoes to small towns rests with the concerns which can do a contact job through an alert salesman in a small car, whose aggre- gate orders per day give him a living and the consolidated orders of many of these salesmen make a factory vol- ume. Another amazing thing is the cash and credit standing of the small town merchants. They buy shoes with- out chiseling, pay promptly, take dis- counts and constitute a backbone of business well worth the patience and perseverance needed in contacting them. It is even possible for manu- facturers, in a co-operative way, to have one salesman show a number of lines, for though the orders may be small, the aggregate justifies the co- operative venture. The selection of shoes by merchants in smaller places is something to think about. Merchants select shoes rather than complete lines. Each individual shoe must have a purpose—whether 1t be fashion or comfort—and that pur- pose is studied with a view to com- munity interest in that particular shoe. The small town may think that the idea of “picking a good line and stick- ing to it” is a short cut in merchan- dising, but in actual practice the dis- covery is made that oftentimes the se- lection of a line carries with it the possibilities of some excellent fitting fashion footwear and some others that are not as suitable—type for type. So the small town merchant picks his shoes with first consideration to the last and how that last fits into the needs of his store. Perhaps we are to again develop “Shoemanship”—a term coined at the recent National Shoe Retailers Association convention. By this is meant a selection of shoes—each one with a critical estimation of its place and purpose in the stock. This may develop more trouble in buying but small town merchants tell us that it means less trouble in selling. So, the eyes of industry are on the small towns of America and on the alert and aggressive young men who have come into the shoe business with both eyes open. The public may be less big-city conscious because the small town may offer even more advantages At any rate, the prediction is made “that the ‘big bulge in business in 1935 will come from hundreds of small towns rather than from a few big ones.”—Boot and Shoe Recorder. >>. Plenty of Losers A small boy came hurriedly down the street, and halted breathlessly in front of a stranger who was walking in the same direction, “Have you lost half a dollar?” he asked. “Yes, I believe I have!” said the stranger, feeling in his pocket. “Have you found one?” “Oh, no,” said the boy. “I just want to find out how many have been lost to-day. Yours makes 55.” MEN OF MARK T. B. Taylor, Judge Superior Court of Grand Rapids Thaddeus B. Taylor was born at Middleville, July 4, 1887. His father was descended from the Pennsylvania Dutch and practiced medicine in Mid- dleville for forty-seven consecutive years. He has been dead several years. His mother, who is still living, was descended from the English. After completing his tenth grade in the public schools of Middleville, Mr. Taylor put in two years at Ferris In- stitute at Big Rapids, preparing for college. He then entered the legal de- partment of the University of Mich- igan, where he remained three years, graduating in 1909. He located in Cedar Springs, where he practiced law thirteen years. He combined the duties of cashier of the Farmers and Mer- chants State Bank with that of his law T. B. Taylor He served two terms in the House of Representatives at Lansing. He removed to Grand Rapids in 1922 and engaged in the practice of the law. From 1928 to 1931 he served as assistant prosecuting at- torney. In the fall of 1932 he was elect- ed judge of the Superior Court, wh‘c position he still ‘holds. office for two years. Judge Taylor is a member of East Congregational church and the Lions club, also a member of the Masonic order, having taken his first three de- grees in Cedar Springs. He owns up to but one hobby, which is bass fish- ing. He attributes his success to hard work. Judge Taylor resides at 2325 Madi- son avenue. One daughter, 20 years old, is fitting herself for a music teacher at the Michigan State College. An- other daughter, eight years old, is a student at Alger street school. Judge Taylor, who has presided over the Superior Court since Nov. 12, 1932, is a candidate for re-election. In miy opinion, his record for the past twenty-eight months entitles him to the mandate of the people to stay on the job. February 20, 1935 Of all the cases he has tried in the meantime, only twelve were appealed to the Supreme Court and of these only two yere reversed. The growth of the business of the court during his oc- cupancy of the position of judge already shows the confidence the litigating public has in his fairness and ability. In 1932 there were 97 new civil cases started; in 1933, 207; in 1934, 255. In 1934, 297 criminal cases were also filed, making the total cases for 1934, 552. I hope to see Judge Taylor elected in the primary election, March 4, so he will not have to make a second cam- paign in the regular spring election in April. There are two candidates run- ning against him in the primaries, If he receives more votes than both of his opponents in the primary he will be elected. Judge Taylor is a man of force and dignity. He is a close student of the law and is held in high esteem for his legal knowledge and judicial acumen. He conducts the routine of the court with dispatch and avoids much friction and: delay which too often accompany court practice. Personally Judge Taylor is a most companionable man. He makes friends easily and retains them indefinitely. He has never been known to betray a friend or fail to deal fairly with an enemy. During the present campaign he has steadfastly refused to resort to personalities in the effort to undermine his competitors by unfair and dishonest methods which would lower his dignity as a man and impair his widespread reputation as a Christian gentleman. E. A. Stowe. ——_-2+___ Restrains Individual Reserves Doubts are growing that main- tenance of unemployment insur- ance plans by individual concerns will be feasible when the proposed social security measure, now be- fore Congress, is in effect. Although the bill provides for tax credits to companies which have been permitted to reduce their contributions under a State law, restrictions imposed upon such allowances are regarded as quite severe and rigid. Thus, it is provided that the employer's contribution to the State fund may not be less than | per cent., regardless of the size of his individual reserve account. In addition, his individual reserve account must amount to 15 per cent. of his pay roll before he can become eligible for the tax credit. It is estimated that, with the rates contemplated in the bill, it would take nine years to build up such a reserve. Under these conditions it is con- tended that few companies would undertake to set up reserves of their own. Since the effect of the pay roll tax would be to hasten mechanization and increase unem- ployment unless individual em- ployment stabilization is encour- aged, it is suggested that the re- quired | per cent. contribution to the State fund be eliminated, and, the 15 per cent. reserve require- ment be reduced at least by half. Ls saa MRC NRA SESE S Ls 5 Fal RRNA SSIES: February 20, 1935 MICHIGAN TRADESMAN 23 OUT AROUND (Continued from page 9) No. 5423 and Senate Bill No. 1725, so that all pertinent facts may be fairly presented and abuses corrected, to the end that holding companies be not abolished and investments in such stocks be not wiped out. In selection and purchase of goods most customers are governed by a va- riety of considerations—many of which are purely matters of opinion having no reasonable basis. Likes and dislikes cannot always be explained in any logical way and many of them are sub- ject to frequent and radical changes. People want what they think they want, and what they think they want depends largely upon their knowledge of goods and their habits of using them. To influence the customer in favor of his goods, the salesman must, therefore, convey as many ideas as he can concerning those goods—their qual- ities, uses, the satisfaction that may be derived from their use, and so on. The average customer has a great number of desires, only some of which he can satisfy with the money at his disposal. These desires compete for satisfaction in his own mind. For pur- poses of clearness we may consider them in two categories—desires for entirely different classes of goods and desires for goods of the same kind but of different qualities. All of these de- sires are of unequal intensity. Among goods of different kinds, desires will tend to be satisfied in order of inten- sity. For example, if a workingman feels he needs a new hat, a pair of shoes and a pair of gloves, but does not feel that he can afford to buy all three at the same sime, he will decide to take that which he feels he needs the most at the present time. At a later time he will take what he then needs most and so on. He may purchase the shoes first, the gloves a week later and the hat a week after that. Among goods of the same kind the customer selects that which promises the greatest amount of satisfaction—such as wear, comfort and appearance — for his money. A salesman handling gloves might in many cases show to the man who had decided to buy shoes that a pair of gloves might be more desirable. He might point out that the customer’s shoes could be re-soled and that they would then wear for a long time to come, and that the on-coming cold weather would make it very disagree- able to get along without gloves, and, finally, that the cost of repairing the shoes and a new pair of gloves might not be more than for a new pair of shoes. By following the salesman’s suggestion the customer would thus have not only his feet cared for serv- icably, but also his hands; whereas, otherwise he would have to stand the discomforts of going bare-handed for another week. Supplementing these ideas, the salesman would show the customier suitable gloves, point out their desirable qualities — durability, comfort, warmth and good appearance —and thus help to build up the cus- tomer’s thoughts and, consequently, his desire for gloves. A customer who has decided upon what kind of goods he wants is still confronted by the problem of getting the most for his money. There are many kinds of shoes of many different qualities. The work of the salesman is to find the shoe from his stock which will serve the customer best, and then explain it, fit it and get the customer to appreciate it more highly than any competing shoe. What the salesman does in either case may tbe summarized as follows: He presents to the customer’s mind by all possible methods ideas about his goods that will build up a favorable impression, so that when it comes to the time of deciding what to buy the customer’s desire for the given article that the salesman is trying to sell is clearly much stronger than any desire he may have for other goods of either different or the same kind. Using the economist’s term, “marginal utility,” which simply means the intensity of demand felt for any goods, we may say that the marginal utility for almost any article is an extremely variable thing with most people, not only as between different things ‘but also for the same thing considered at different times and under different circumstances for any one person. What the salesman does for his employer is to raise the marginal utility of the article he is trying to sell to such a point that in the customer’s mind it overtops the marginal utility of all other goods at that particular time. The question may be raised at this point as to whether this is in the inter- ests of the consumer and of society at large. In answer it may be pointed out that desires had to ‘be aroused and in- tensified in order to introduce into general use practically every article of modern convenience and comfort. It was salesmanship that put the sewing machine, range, gas stove, electrical ap- pliance, musical instrument, washing machine and vacuum into the home. Salesmanship has introduced practically all great improvements and devices into every line of business and industrial life. Without salesmen our present ma- terial development would be incon- ceivable. Salesmen are the present time teachers of the people in the arts of progress and, as such, rank with the schools and the press. E. A. Stowe. —_2++—___ Resolutions Adopted By the Hardware Convention (‘Continued from page 14) maintain a more steady rate of em- ployment. Protest any increase in freight rates, as proposed by railroads in their peti- tion now before the Interstate Com- merce Commission, as being detrimen- tal to National business recovery. A bill is being introduced in the State House of Representatives for a State NRA. The Association policy should be established in regard to either (1) provisions for State NRA or (2) an “enabling” act. The enabling act would make provisions of Federal codes en- forceable in state courts. Should either a state NRA act or an “enabling” act be favored by the Association? Whereas—Congressman Mapes has induced the Federal Trade Commission to recommend an amendment to the Clayton law which will effectually prevent the purchase of goods by the chain stores at a lower price than the in- dependents, and Whereas—Congressman Mapes has introduced this draft in the House, where it is known as House bill No. 5062; therefore be it Resolved—tThat the thanks of this Association are due Mr. Mapes for his efforts in our behalf and that every member of our organization be requested to write his Representative to co-operate with him in securing the enact- ment of the measure. Whereas—The Grand Rapids deal- ers, their wives and their employes have contributed unmeasurably in making the convention and exhibit a success and Whereas—They willingly gave their time and assstance, be it Resolved—That the Michigan Retail Hardware Association convey to the Grand Rapids dealers, their wives and employes, its sincere thanks and ap- preciation for their untiring efforts. Resolved—We wish to express our sincere appreciation to the manage- ment of the Hotel Pantlind for the ex- cellent manner in which they have pro- vided for our every need to make our stay an enjoyable one during this con- vention, Resolved—That members of the Michigan Retail Hardware Association assist by every possible means, the Conservation commission, Conservation Leagues, Izaak Walton Leagues and other conservation bodies in their ef- forts to preserve National resources and that members of the Association activities affiliate themselves with Con- servation Leagues, Izaak Walton Leagues and other conservation bodies. Resolved—That the forty-first con- vention of the Michigan Retail Hard- ware Association will go on record as approving the super-efficient manner in which our Secretary Harold W. Bervig has planned and conducted this convention as well as his work throughout the year. —_+<-+—___ THE BUSINESS MAN AND NRA (Continued from page 3) ness conduct and we have set our faces toward that goal. Speaking generally, we of this day are witnessing a recovery from the greatest depression in history, and marching beside this recovery is a re- form program, designed in the hope that the old cycles of extreme pros- perity, followed ‘by extreme depres- sion, may give way to a more normal, better balanced business methods that will mean more security and happiness for all. We have come a long way from that sorrowful day of March, 1933, with its fourteen millions of unemployed, its foreclosures, its ‘bankruptcies, and its paralyzing fears. Hope rides high in our hearts once more. Let no one of us falter. Rather may we be sustained by a high fervor to correct ancient abuses and make the path of the future safer for ourselves and those who come after us. Abner E. Larned, State NRA Compliance Director. —_~+~+s___ Drive to Cut Code Costs Strong pressure is being exerted from Washington for immediate reduction in costs of code admin- istration, code officials report. As a result of the careful auditing of expenditures by code authorities, reductions ranging as high as 15 per cent. in administration costs are expected to be forced in some lines. The National Recovery Admin- istration estimated last week that the total cost of administering all NRA codes was in the neighbor- hood of $41,400,000 a year. This expenditure involved an annual assessment rate amounting to not more than 10/65 of | per cent of the sales volume by all coded in- dustries, it was reported. How- ever, the burden on some indus- tries is relatively much higher. Greatest pressure for reductions in code administration costs will be exerted in small industries where the burden tends to be heaviest. NRA officials believe that if code expenses can be pared and assessments reduced, one of the principal causes of opposition to NRA by smaller business con- cerns will be eliminated. eee SS There is no man in any rank who is always at liberty to act as he would incline. In some quarter or other he is limited by circumstances. Phone 89674 John P. Lynch Sales Co. SPECIAL SALE EXPERTS Expert Advertising Expert Merchandising 209-210-211 Murray Bldg. Grand Rapids, Michigan 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, etc. ABE DEMBINSKY, Liquidator 171 Ottawa Ave., N. W. Grand Rapids Michigan BUSINESS WANTS DEPARTMENT Advertisements inserted under this head for five cents a word the first insertion and four cents a word for each subse- quent continuous insertion. if set in capital letters, double price. No charge less than 50 cents. Small display adver- tisements in this department, $4 per inch. Payment with order is required, as amounts are too small to open accounts. YOUNG EXECUTIVE DESIRES POSI- TION—Capable and trustworthy young man, experienced in manufacturing, credit, sales and advertising desires con- nection with Grand Rapids firm. Good record with large corporations. Best of references Address No. 703, c/o Mich- igan Tradesman, 703 aan SB ea Seon coe PR ae ERR RE las La a, ce ea vee cavalo dr rte eo pS Hn ARS eno SE ere ere eee , 24 Simplification of Fair Practice Provisions A new trend toward simplifi- cation or even elimination of fair practice provisions in codes of fair competition is reported by code officials. Such drastic ++—__ Higher Soap Prices Soap manufacturers express the view that sharp advances in prices of the principal raw materials will force an advance in industrial and laundry soap prices in the near future. Including the processing tax, soap oils at yesterday’s quotations jwere more than three times as high as last year’s low prices. Tallow has advanced 200 per cent. during the same period. While most commodities have been weaker in the past three weeks, fats and oils have remained firm. Soap prices have risen in recent months, but the advance has not been commensurate with the increase in raw material costs, according to manufac- turers. Further advances, however, might result in curtailed consumption, producers fear. Effects of recent price advances have not been fully apparent yet, it is felt, due to heavy stocking in anticipation of these increases by dis- tributors. Unless raw materials decline, how- ever, further price advances are ex- pected, since manufacturers are not in position to absorb these cost increases. Higher prices might even be extended to toilet soaps, it is said in the trade. —_—_..~2———— Influence of Gold Decision The Supreme Court decision in the gold cases while seen giving a breath- ing space to the New Deal program, is also believed likely to slow up some of the proposed undertakings of the Ad- ministration because of admonitions - and caustic criticisms contained in the majority opinion. This will be joined by the adminis- tration program makers with the court’s decision in the oil cases wherein warning was given against grasping of powers transcending rights granted Congress and the Government under the Constitution. The immediate effect is seen in the delay in sending the Presidential mes- sage on recovery legislation to Con- gress. It may also have an influence upon the plan to remove public utilities holding companies from the economic structure of the country. —_+>>____ If you are a worrier, what a glorious lot of things you have got to worry about! Worry breeds worry just as one germ breeds another. Worry is mental ‘flu. Better clear the worries out of your mind and disinfect it with a few drops of cheerfulness. ——_22.>____ Flatiery is a splendid cure for a stiff neck—there are few heads it won’t turn. TRADESMAN The Patriotism of Grocery Chains That is a very interesting case de- cided under the grocery code in Tampa, Florida. The upshot of it is that a grocery chain which did not deny chis- elling under the code, was granted a court injunction against the NRA to prevent the latter from taking its Blue Eagle away. As eager as I am to see a chain pun- ished for cheating under the code, I am compelled to agree with the Florida court's opinion. The case does show, however, what mean people the gro- cery chains are. Listen to the facts: The Tampa Table Supply Stores, Inc., maintain a small chain in and around Miami. They signed the code that other grocers signed, agreeing to observe the wage and hour provisions with which every- body is famliar. Having signed, they were given a Blue Eagle and thence- forth posed before the public as among those who “do our part.” If the evidence obtained against this crowd is true, they chiselled shame- lessly and repeatedly both under the wage and hour provisions. Having complaints, the NRA put detectives on their trail and found enough to threat- en them with criminal prosecution, deprivation of the Blue Eagle and boy- cott. The threats were sharp and vin- dictive and the methods used were certainly not fair to a defendant whose reputation and livelihood are at stake, even if he were guilty. The Miami chain at this juncture refused to take it and asked the court to grant an injunction forbidding the NRA to carry out its threats. This they got. The ground was’nt a denial that chiselling had been done; it was the argument that since they did business wholly within the State of Florida the NRA had no jurisdiction over them. This position the court upheld. Now as I say, I believe, and always will believe, that this is sound law and I have never had any doubt that the U. S. Supreme Court will eventually so hold. But look at the disgusting position it puts this chain in. I can hear it now discussing in the beginning whether it should sign the code: “We have got to sign because we’ve got to have the Blue Eagle. If we don’t have the Blue Eagle we'll be made a target and our business will be ruined. So we'll sign it and get the Blue Eagle, but we'll go on doing just as we did before, We’ll use our own judgment as to how many hours the men will work, and we’ll pay them what they’re willing to work for, whether it’s code wages or not. And if they crack down on us we'll get an injunction on the ground that we don’t do any inter- state commerce and the code doesn’t apply to us.” I can understand and respect the man who raises this perfectly legiti- mate point before he signs the code, and as a reason for not signing it, but I can’t understand and have no respect for him who signs the code and agrees to obey it merely in order to save his face and get the Blue Eagle, but never obeys it for a singie minute afterward. That, in my judgment, is lower than low.—Grocery World. Pluck brings luck. February 20, 1953 Grand Rapids—Among the goods in the shoe department of the big wel- fare store on South Ionia avenue. are shoes made in Czechoslovakia. They were purchased from the Kern depart- ment store by the state purchasing agent in Lansing. Other shoes in stock are the products of the Herold-Bertsch Shoe Co. and the Wolverine Shoe and Tanning Co. Among the garments handled by the welfare store are over- alls and jackets from the state prison at Marquette and shirts from the state prison at Ionia. Five cobblers are con- stantly employed in repairing the shoes brought in by those on the relief roils. —_—_2+-—____ I desire to see in this country, the decent men strong and the strong inen decent, and until we get that combina- tion in pretty good shape, we are not going to be, by any means, as success- ful as we should ‘be—Theodore Roose- velt. —_++ Three New Readers of the Tradesman The following new subscribers have been received during the past week: Houser Drug Co., Detroit Rogers City Co-operative Marketing Ass’n, Rogers City F. L. Scott, Muskegon. —__2-+2>__ Wayland—D. J. Chapple, 54, drug- gist, died suddenly in the home of his father, L. D. Chapple, as the result of a heart ailment. Mr. Chapple was an associate of his father in the latter’s store, the oldest drug business in town. —++>____ Grand Rapids—Charles Plas has opened a grocery store (Red & White) located on Byron Center road about 1 mile beyond Wyoming Park. The stock was purchased of Lee & Cady. —~+2-____ Ideas go booming through the world louder than a cannon. mightier than armies. Thoughts are Bond Printing Is a:Business in Itself It requires not only the proper Bond Blanks but a knowledge of Bonds coupled with skill and painstaking care. We Have the Blanks We Have the Skill We Use the Care BOND PRINTING IS OUR BUSINESS We undoubtedly print more Bonds and Certificates of Stock than any other printers in Michigan TRADESMAN COMPANY 2 ae ~ x gree “ne el inno sc IR a SP gh 2 he eg ~~ NeitagtNe oe eer ae a = a TOTAL LOSS” WITHOUT FULL FIRE INSURANCE PROTECTION IS A RISK YOU CANNOT AFFORD TO TAKE. FIRE CAN SWEEP THROUGH YOUR PROPERTY LEAVING NOTHING FOR YOUR FUTURE. MUTUAL INSURANCE WILL PROTECT YOU. THE MILL MUTUALS AGENCY MUTUAL BUILDING, LANSING, MICHIGAN DETROIT, GRAND RAPIDS, SAGINAW 25 % PRESENT PREMIUM SAVINGS CANDY FOR EASTER APRIEE 21 PANNED MARSHMALLOW EGGS—ALL SIZES JELLY EGGS—LARGE OR SMALL CREAM EGGS—ASSORTED COLORS CHOCOLATE MARSHMALLOW EGGS AND RABBITS CRYSTALLIZED CREAM EGGS AND RABBITS Also Many Attractive Novelty Packages Order from your Jobber Manufactured by PUTNAM FACTORY ~ GRAND RAPIDS, MICH. FIRE and BURGLAR PROOF GAFES GRAND RAPIDS SAFE CO. 31-33 Ionia, N.W. Tradesman Bldg. Home Baker Fiour A High Grade Kansas Hard Wheat Flour High Quality - Priced Low Milled to our own formulae which is pleasing 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 7 GOOD REASONS WHY YOU SHOULD STOCK BEA Nhe brand HAT ids, maintain = seven modern you know Se tet REG.U.S.PAT.OFF. ROYAL DESSERTS ADVERTISING nt Se Michigan facto- ties for the can- ning of products grown by Michi- gan farmers, speeds up Pmionneonace | YOU sales ROCERS all over this country are R d m k pushing Royal Desserts. Why? a € a er-Dooge Grocer Co. Because they have found that nation- ally advertised products move faster and ensure quicker and better profits. Distributors for And Royal Desserts are supported by a a Fs i ¢ one of the greatest advertising cam- Dyce ns rou) Arg, KARAVAN KIRO COFFEE paigns behind any prepared dessert. i risen dan Gaal wt TAN LDS Ue aoa KARAVAN EL PERCO COFFEE This campaign comprises: KARAVAN SIX TY-SIX COFFEE 1 A coast-to-coast Radio Program a over more than 50 stations—with Mary Pickford as star. Millions Phone 8-1431 Grand Rapids, Michigan listen to it alge! ‘week. National Magazines with over * 11,000,000 readers every month. Leading Newspapers, with comics ‘ featuring Jimmy Durante, famous comedian, reaching 10,000,000 readers every week. No wonder Royal Desserts are the fastest selling desserts on the market BISCUITS is Take advantage of this advertising. Put it to work for you. Tie up with it. Your turnover and profits will pick up new speed. MAY BE BOUGHT et i —_ WITH CONFIDENCE R AND SOLD co ai see Se ROYAL DESSERTS Products of — a , STANDARD BRANDS INCORPORATED