} | | ; i Se NA | +a v BEV A (GSN es PUBLISHED WEEKLY'S ‘ =~ <—— \J Ke SS SQ \ Ee. STUY SOO. SQ OUI ASS SF, ES UL KA SSS LS YOE FOL LA 1 % Boas OZ ON ot Ne N Us) a IN ~ A OLY EGY] NAN eNO) 2 PER YEAR 4° RAE Cs Number 1206 Twenty-Fourth Year GRAND RAPIDS, WEDNESDAY, OCTOBER 31, 1906 THE ROAD TO LAUGHTERTOWN. Oh, show me the road to Laughtertown, For I have lost the way! I wandered out of the path one day, When my heart was broke and my hair turned grey, And I can’t remember how to play, I've quite forgotten how to be gay, It’s all through sighing and weeping, they say. Oh, show me the road to Laughte:town, For I have lost the way! I used to belong to Laughtertown Beiore I lost the way. For I danced and laughed the livelong day, Ere my heart was broke and my hair turned grey: So it ought to be easy to find the way. But crying has made me blind, they say, And. still towards Teartown my sad feet stray-— Oh, show me the road to Laughtertown, For I have lost the way! Would ye learn the road to Laughtertown, Oh, ye who have lost the way? Would ye have young hearts though your hair be grey? Go learn from a little child each day, Go serve his wants and play his play, And catch the lilt of his laughter gay, And follow his dancing feet as they stray; For he knows the road to Laughtertown, Oh, ye who have lost the way! Catherine Blake. DO 1T NOW Investigate the System of Accounts A. H. Morrill & Co. Pat. March 8, 1808, June 1,, 1898, March 19, 1901. es Kirkwood Short Credit It earns you 525 per cent. on your investment. We will prove it previous to purchase. It prevents forgotten charges. It makes disputed accounts impossible. It assists in making col- , lections. It saves labor in book- keeping. It systematizes credits. It establishes confidence between you and your customer. One writing does it all. For full particulars write or call on 105 Ottawa.St., Grand Rapids, Mich. Bell Phone287 Citizens Prone 5087 Buckwheat Flour Season Is Now On Below you will find some very attractive prices for the best B. W. Flour on the market: Penn Yenn, N. Y., B. W. Flour 125 lb. Grain Bags, 10 Sacks inside, per hundred...... $2.75 Penn Yenn, N. Y., B. W. Flour, 10-10 Cotton Sacks in Jute bale, per hundred...... Lio) eee Pure Gold Mich. B. W. Flour, 10-10 Cotton Pees oer himdet. ....... 2.75 Henkle’s Self Raising B. W. Flour, 12-3, per cea eee Use Ge .90 JUDSON GROCER CO. Grand Rapids, Mich. aycR Cake Pe Si2> of FLEISCHMANN’S YELLOW LABEL COMPRESSED YEAST you Sell not only increases your profits, but also gives com- plete satisfaction to your patrons. The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 39 Crescent Ave. 0, VERRY. . a “19 pe eae OUR Tr LOWNEY'S COCOA isan Amer- ican triumph in food products. It is the BEST cocoa made ANY- WHERE or at ANY PRICE. The WALTE® M. LOWNEY COMPANY, 447 Commercial St, Boston, Mass. Makes Clothes Whiter-Work Easier-Kitchen Cleaner SYN itt) eernisa GOOD GOODS — GOOD PROFITS. 1 SESE ng asst tint CANE pos cg a lai eanagngatianerersit ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corres- pondence invited. agai Majestic Building, Detroit. Mich TRACE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich YOUR DELAYED We Buy and Sell Total Issues of State, County, City, School District, Street Railway and Gas BONDS Correspondence Solicited} H. W. NOBLE & COMPANY BANKERS Penobscot Building, | Detroit, Mich. ™ go in cities the size of Grand Rapids they are splendid in their public spir lit. | They are as generous in all mat ters pertaining to the improvement of our city as can be found in any city anywhere. And yet, no more in Gran Rapids than in other cities, the lust [for wealth or selfishness, the terms are synonymous, dominates the sitt ation to the disadvantage of the purely esthetic What would happen if the { W ing proposition were seriously of- fered? To tear away nearly all building now standing in the district bounded | Numher 1206 Or ule City ullleS LO DE Cesizn diOllp Ca by arecllilects Ol ililerlatiolial re pute, the district to be utilized tor tis purpose to be selected by a COlllllls dqiG the plan to De Lollowed to DWC a&@ Matter ai cCOllpelition. Lilen W lial £ that isa question. Such a propos wads Calried Dy vote Of the peo pie OL Uieveland and it might be the r } 2 + | Grand Inaj Witt OF ENE people of + yo + thing fig a been os : io tide SOIC IIMS Of tile KING WOUid be a good thing to indulge in and such a thing will be demanded by the people of Grand Rapids at some future time, when real estat |} VdlUCS Will De IOUF Or hve times wha ulcy EE o-d ¥ Lhis lea of work s co dg p! in, vely Mew in Our cOuriry, 1 st thine to do and it is hay 1g Sure, steady and permanen . Veen Gey SrOYy AM EUKL NUCL 1GCds, Jl ey gain a foothold in this country ‘ velop with remarkable rapidity ee \ Weiter m the New York Si: has again started discussion of € {UEStiIOn as to the « dence o \ ] Ll ( e S ( yUD ( il 5 pre l O S| t ] ] CEC C Ces ©) me } past, } 1 } | ~ ( ) S T1¢ i Tip cc { ! emise > D | lul ited ness Now € i s Mian ¢ n to-diay \ ) 1 ( ( wn pt co} ft Sey YY pages I \ po 1 t (y ) ~ ( ~ Iss 1] { cde { a l had mo t ¢ W 1) [ LO. GO \ hin 4 ws { is VEEP 3all park from | ing the people of Grand Rapids were | {things you are going to do, but don’t asked to bond the city in the sum Wil mlaK¢ 1 Ey ¢ nees DUSINESS 4 . » alld perhaps « nina tron ili¢€ i] \ KIN KNOWN aS tne stenog ) CCiestapilol OFrms lve different tumetions: Hirst ECEIVES I S ( produces the dictatio r : Produces at a cd} point ? m } 1 1 Chine 1y¢ 1g HEGEL = CONTTO it at eee 1 pom Our } ECOTEGs OTLV S S between two persons « t con 1 4 1 1 Mercia telephone es \ n lny Way iInlerlering V Nn re. Ope moans ae 4 OM OF tose nes d 1t sard < tr owe Tien 0 1 } , COrds automatically, in the absence of 1 “y - 1 the subscribe F fYOM the Once mess . 5 . “ 1 1 1 . aes COmino (oOvel é€ Ine dt Ss 1 such absence. SL REAR SECON AION RG LN Tt’s all right to dream of the great wake up in time to begin owners of property in the rival dis-| pose of remodeling a certain portion | work. MICHIGAN TRADESMAN Some Fine Displays Seen on Local | Streets. windowmen classed as they haven't yet forgotten the “time when they Those not “conservatives” are showing were boys” and making exhibits pertaining to time- honored Hallowe'en. Notably such Monroe street stores are the Puri- tan Shoe Co., the Houseman & Jones Clothing Co. and the W. Millard Palmer Co. In the first mentioned window use is made of a neat section of wire trel- lis about four or five feet in length and a couple of feet wide. This placed the rear of the window with the side down, and is entwined with brilliant artificial leaves. --___ Some men are known by the work they refuse to do, to will : a nities MICHIGAN TRADESMAN AROUND THE_STATE cS Movements of Merchants. Owosso—A new meat market has been opened here by E. Howe. Naubinway—A new dry goods store will soon be opened here by J. Sugar. Fife Lake--A new meat market will soon be opened by Chas. Gon- der. Union City—S. G. Newman has purchased the grocery stock of Mrs. Fred Maxon. Leslie—A new bakery will soon be opened here by O. H. Osborn,’ of Stryker, Ohio. Carleton—A new meat market will be opened in the east end of the town by John Discher. Lowell—W. S. Godfrey will close out his stock of clothing and shoes and remove to Hastings. Kalamazoo—The Peoples Ice & Fuel Co. has increased its capital stock from $5,000 to $17,000. Coldwater—John L. Morgan has purchased the Kleim grocery stock and will take possession immediately. Elsie—M. H. Setterington succeeds W. S. Hambleton in the meat busi- ness, taken sion. Belleville—C. S. Wright has pur- chased the grocery stock of Walters Bros. and same his goods. Avoca—Chas. Martin has sold his stock of merchandise to Mrs. H. A. Newkirk. Mr. Martin will move back to his farm. Manistee—Louis Barrett has sold his stock of confectionery to John Foy, who will continue the business at the old stand. Allegan—A. Renick & Sons have sold their meat market to Otto Lini- ger and Geo. Marty, who will con- tinue the business. Tecumseh—-Chas. Shaw has sold his grocery stock to Floyd Freeman, who, with a partner from Albion, will continue the business. Pontiac—Gaukler Bros. will be suc- ceeded in the feed business by Mc- Donald & but reserved the ice and coal business. Manton—W. V. Vandercook has sold his stock of groceries and bazaar goods to R. F. Carpenter, who will take possession November 1s. Big Rapids—J. K. Sharpe has sold his meat market to S. S. Smith, of Belding. Mr. Sharpe will soon en- gage in the grocery business here. Saginaw—The capital stock of the Heagany & Treanor Co., which con- ducts a house furnishing store, has been increased from $8,500 to $15,180. 3utternut—A. E. Ranger, proprie- tor of the Eagle Hotel; has remodel- ed his building, adding several new rooms and doing considerable re- furnishing. Houghton—F. H. Wollstein has opened a new grocery store and meat market here, having been form- erly engaged in the same business in Laurium. Clare—J. D. McLaren & Co. of Plymouth, have purchased a ware- having already posses- consolidated with Schuler, house of A. S. Rhoades and will erect a new elevator this fall. They will also handle beans. Yale—Evans & Knapp have sold their meat market to Tildon Minnie, of Clifford, and H. W. Fierstein, of Memphis. The members of the old firm will go West. Kalkaska—Geo. E. Smith has pur- chased the John Seiting hardware stock and the C. W. Prevost hard- ware stock will be consolidated with | it in the Seiting store. Stanton—Bretz & Compton have finished packing their stock of gen- eral merchandise preparatory to re- moving it to Grand Ledge, where they will engage in business. Harbor Springs—-J. T. Starr has sold his agricultural implement stock to Jj. J. Lanice, of Charlotte, and E. E. Pierce, of Petoskey. Mr. Starr succeeds G. C. Adams in the com- mission and feed business, Clare--David Ward has sold _ his | hardware store to John Mahoney, | who also purchased the building and | has taken possession. Mr. Mahoney | was formerly engaged in the same} line of trade at Charles. | Kalamazoo—The Dairymen’s Milk Co. has been incorporated to deal in milk and milk products, with an au- thorized capital stock of $2,000, ot which amount $1,000 has been sub scribed and $500 paid in in cash. Camden — Chas. _ E. McKinley, who has recently conducted the Mc- Kinley hardware store, which has been established for over twenty years, will engage in the same busi- ness in Lorain, Ohio. His successor is Jay Abbee. Wyandotte — A corporation has has been formed under the style of the Plumerfelt-Nellis Co., to deal in groceries. The company has an au- thorized capital stock of $25,000, of which amount $13,000 has been sub- scribed and $5,000 paid in in prop- erty. Butternut—A new bank has been opened here under the style of the Bank of Butternut. F. A. Phelps, of Sand Lake, is the proprietor and E]- mer F, Barret is Cashier. A general banking business will be transacted in connection with a fire insurance agency. Detroit—Henry T. Payette, who handles cigar dealers’ supplies, has merged his business into a stock com- pany under the style of the Payette- Reese Co., with an authorized capital stock of $75,000 common and _ $3,000 preferred, of which amount $5,000 has been subscribed and paid in in cash. Avoca—Buck & Smith have sold their stock of general merchandise to Frank Teal, formerly of the firm of Leonard & Teal, of Peck. Mr. Smith, who has had active management of the business, returns to Mayville, taking with him the stock of furni- ture and undertaking goods, which were reserved. Kalamazoo — The produce and grain business formerly conducted by Morris Kent & Co. has been merged into a stock company under the style of the Morris Kent Co. with an authorized capital stock of $10,000, all of which has been sub- scribed, $3,132.54 being paid in in cash and $6,867.46 in property. |year, and will add Holland—The partnership existing between F. K. Colby and Wm. Wyhe, of Macatawa Park, has been dis- solved, Mr. Colby selling all his in- terests in the bazaar and grocery business at Macatawa to Mr. Wyhe, who will continue to conduct the busi- ness during the life of the store lease, which still has five years to run. F. A. Wurzburg of Grand Rapids will take charge of the bazaar stock next to it materially. Mr. Wyhe has been employed by Mr. Colby for many years, and last year had the entire management of the business. Manufacturing Matters. Pontiac—The Price Varnish Co. has increased its capital stock from $20,000 to $30,000. Charlotte—The Dolson Automobile Co. has increased its capital stock from $100,000 to $300,000. Jackson—The capital stock of the Osage Window Glass Co. has been increased from $50,000 to $100,000. West Branch—The shingle mill operated by Tolfree & Bartholemew has shut down until February 1 next. say City—W. D. Young & Co. have been placing a resaw in their sawmill and making some other im- provements and repairs. Detroit—The Hayes Manufacturing Co., which manufactures automobile parts here and at Lansing, has in- creased its capital stock from $50,000 to $100,000. lonia—The business formerly con- ducted by the Marvel Washing Ma- chine Co. will be continued in the future under the new style of the Marvel Manufacturing Co. Dunbar—The Girard Lumber Co. operates its large plant, which is equipped with two large bandsaws, one of them a twin bandsaw, a gang and edger, the year round. Battle Creek—The Peptol Co. has been incorporated to manufacture proprietary foods, with an authorized capital stock of $100,000, of which amount $50,000 has been subscribed and $10,000 paid in in cash, Charles—The Sterling Cedar & Lumber Co. has been incorporated to deal in forest products. The com- pany has authorized capital stock of $100,000, all of which has been sub- scribed and paid in in cash. Saginaw—Thomas Jackson & Co. the largest American manufacturers of doors for the English trade, are building an addition to their large plant 60x60 feet in size. This firm is doing a prosperous business. Saginaw—A corporation has been formed under the style of the Strable Manufacturing Co. to manufacture forest products. The authorized cap- ital stock of the company is $50,000, all of which has been subscribed and paid in in cash. Jackson — Lockwood Bros., whe manufacture electric appliances and automobile and bicycle parts, have merged their business into a stock company under the style of the Lock- wood-Ash Motor Co. with an author- ized capital stock of $5,000, of which amount $2,500 has been subscribed, $1,091.82 being paid in in cash and $1,585.68 in property. Kalamazoo—The Marhoff Reel Co. has been incorporated to manufac- ture fishing tackle. The new com- pany has an authorized capital stock of $10,000, all of which has been sub- scribed, $1,250 being paid in in cash and $5,000 in property. West Sumpter—A corporation has been formed to manufacture creamery butter under the style of the West Sumpter Creamery Co. This com- pany has an authorized capital stock of $4,500, all of which has been sub- scribed and paid in in cash. Metz—A corporation has been formed to engage in lumbering un- der the style of the Metz Manufac- turing Co. The company has an authorized capital stock of $5,000, of which amount $2,000 has been sub- scribed and paid in in cash. Detroit—A corporation has been formed under the style of the North Side Brass Works to manufacture metal goods. The company has an authorized capital stock of $15,000, of which amount $4,440 has been sub- scribed and paid in in property. Manistee—-A corporation thas been formed to manufacture the Anderson wire fence under the style of the Nickel Plate Fence Co. The com- pany has an authorized capital stock of $15,000, of which amount $11,100 has been subscribed, $800 being paid in in cash and $5,000 in property. Grand Marais—R. F. Schneider has purchased from the Marais Lumber Co. the old Colwell shingle mill, tram and wharf. The property has a wa- ter frontage of 350 feet and the new owner has the privilege of purchasing 150 feet additional. It is likely that the shingle mill will be repaired and operated. Ann Arbor—The Washtenaw Light & Power Co. has purchased the water rights of the Ypsilanti Paper Co. at Lowell, Washtenaw county, for the stated sum of $100,000. The paper mill was burned last summer. The new plant will assist the Geddes plant in lighting Saline and _ furnishing other power. Ontonagon—The Ontonagon Stave & Veneer Co. plans to resume oper- ations at its plant shortly. H. M Bell recently visited Minneapolis, where the company is assured a mar- ket for all the staves it can manu- facture. As soon as sufficient logs can be obtained the plant will be placed in commission. Saginaw—The Michigan Saw Co. has just manufactured two saws that tip the scales at 680 pounds, the largest, it is claimed, ever manufac- tured, each being seventy-four inches in diameter. They are of the best crucible steel and one-quarter of an inch thick. They were shipped to the Worden Lumber Co. South Broadman—F. A. Wallman is rebuilding the handle factory and sawmill here which were recently de- stroyed by fire.” He has bought two carloads of machinery for equipping the same, and hopes to be turning out canthook handles and lumber within sixty days. The broom handle machinery will not be started before next year. - .—. Even the so-called white lies are more or less tainted. OUT AROUND. Grand Rapids Jobbers To Visit Their Customers. The representatives of the whole- sale trade of Grand Rapids will spend three ‘days next week among their customers in the northwestern por- tion of the State. They will travel by special train composed of sleeping and dining cars, leaving Grand Rap- ids at 6:50 Wednesday morning and returning home Friday evening. The itinerary arranged is as lows: fol- Wednesday. Belding—8:05 a. m., 30 minutes. Greenville-—8:50 a. m., 30 minutes. Howard City—9:40 a. m., 30 min- utes. Morley—to:20 a. m., 15 minutes. Big Rapids—1t:oo a. m., 50 min- utes. Reed City—12:15 p. m., 30 minutes. Le Roy—1:07 p. m., 15 minutes. Tustin—-1:32 p. m., I5 minutes. Cadillac—2:07 p. m., 50 minutes. Manton-~-3:20 p. m., 20 minutes. Kalkaska—4:25 p. m., 35 minutes. Mancelona—5:22 p. m., 35 minutes. Boyne Falls—6:37 p. m., 20 minutes. Boyne City—7:15 p. m., 40 minutes. Petoskey—-Arrive 8:40 p. m. Thursday. Petoskey—Leave 8:30 a. m. Charlevoix—8:55 a. m., 40 minutes. Central Lake—1o:00 a. m., 20 min- utes. 3ellaire—1o0:32 a. m., 30 minutes. Elk Rapids—12:00 p. m., 35 min- utes. Traverse City—1:35 p. m., 1 hour. Copemish— 4:00 p. m., 15 minutes. Manistee—5:15 p. m. Friday. Ludington—Leave 8:30 a. m. Baldwin—o:15 a. m., 30 minutes. White Cloud—1o:30 a. m., 25 min- utes. Newaygo—II:15 a. m., 25 minutes. White Cloud—12:05 p. m. Fremont—12:25 p. m. Shelby—2:25 p. Hart—3:15 p. m. -Muskegon—5s:20 p. m. Grand Rapids—6:30 p. m. —_~2~--___ The Produce Market. Apples—Business is brisk on about the following basis: Spys, $2.50; Wagners, $2.50; Baldwins, $2.25; Greenings, $225; Tallman Sweets, $2.25; Kings, $2.50. m. Bananas—$1 for small bunches, $1.25 for large and $2 for Jumbos. Butter—The butter market is about unchanged. The receipts are as they should be for the season, and the de- mand is very good. Prices are high- er than usual for the season, and no further advance is likely. A steady and unchanged market is looked for for the next week or two. Storage butter is firm also, and holders are asking nearly as much for it as for fresh. Creamery ranges from 26c for No. 1 to 27c for extras. Dairy grades MICHIGAN TRADESMAN fetch 22c for No. 1 and 17c for pack- ing stock; renovated, 22c. Cabbage— 5c per doz. Carrots-—1.50 per bbl. Celery—zoe per bunch. Cocoanuts—$4 per bag of about go. Crabapples—75c per bu. for late va- rieties. Cranberries—Wisconsins command $8.25 per bbl. Late Howes from Cape Cod have advanced to $10. The in- creased price is due to cornering the crop, which is the largest ever re- corded. Eggs—Local dealers pay 24c per doz., case count, holding fresh can- dled at 26c and cold storage candled at 22c. New-laid eggs continue very scarce and sell immediately upon ar- rival. Grades below the best fresh are unchanged, including refrigerator eggs also. The market will probably continue firm during the coming week. Grapes—Malagas command $4.75@ 5 per keg. Honey—15@16c per th. for white clover. Lemons—Californias have declined 50c per box being now quotable at $7@7.25. Messinas have declined to $6@6.50. Onions—Home grown, 65c¢ per bu. Spanish, $1.60 per 4o th. crate. Oranges—Floridas are steady at $3.25 and Valencias range around $6. Vlorida oranges are meeting with a good sale, although there are some complaints of their bitterness. They are of quite good color and appear- ance. Parsley—3oc per doz. bunches. Pears—Kiefers are still in limited supply, commanding 75¢ per bu. Peppers—75c per bu. for green and $1 per bu. for red. Potatoes—-The market is the basis of 35c. per bu. weak on Poultry—The weather has been the cause of a temporary lull in ship- ments accompanied by a correspond- ing lull in business, but it is certain that the falling off in receipts means that the stock is accumulating in the country and that it will be poured into market soon. The market is dragging along, with light demand and lower prices. Hens are off 14@ a pound, roosters one springs half a cent. 2c cent and Squash—-Hubbard, 1'%4c per th. Sweet Potatoes—$1.65 per bbl. for Virginias and $2.85 per bbl. for Jer- seys. White Pickling Onions—$z2.25 per bu. —~+-->—__ The bankruptcy proceedings in the Andre case are still in statu quo. The fund now in the hands of the trustee in bankruptcy amounts to $15,000. The claims thus far filed against the estate are about $40,000, but the at- torneys are undertaking to exclude the claims of the relatives on the ground that they are fraudulent. They are also trying to recover the money that was paid the creditors who at- tached at the time of the failure. —— 7-2. ____ The Lubeck Automobile Co.. which conducts its business at 148 North Tonia street, has increased its capital stock from $15,000 to $30,000. The Grocery Market. Sugar-—Refined suger is steady and will probably decline if the weakness in raw continues. The demand is fair. Tea—New Japan teas are not free- ly offered and the demand is all the more pronounced and_ holders proportionately firm in their views. Formosas, which promised to be rather weak, have shown signs of im- are provement, and are easily holding steady at quotations. The same may be said to apply to Pingsueys. Coun- try greens are dull and weak at pres- ent prices. Coffee—The heavy supply and the large receipts has given the market a weak undertone and placed it in a Sagging condition. The demand is moderate only and the present mar- ket depression seems certain to con- tinue until the surplus stock is work- ed out. Mild coffees are steady and unchanged, and so are Java and Mocha. Canned Goods—It is currently re- ported that most of the tomatoes packed at the tail end of the season were off standard or seconds, and the offering of these in conjunction with some rejected stock on the spot at a shade under the market is a disturb- ing element in the situation. Advices from Baltimore say that fall spinach pack is short owing to crop failure. the acreage is producing only 25 per Of the anticipated yield. ____ The Grain Market. Prices have strengthened all alone the line, wheat having made a gain of practically tc per bushel, with the de- mand for both wheat and flour show The showed a ing some improvement. visible supply for the week de- crease of 89,000 bushels, which puts the present visible at 37,036,0co bush- els, as compared with 28,339,000 bush els for the same period last year; furthermore, the same week last year showed an increase of 1,125,coo bush- Contry roads have been in bad condition for a week or ten days; this, together with the closing up of other fall work, has kept the farmers busy, hence the light movement of wheat. Corn has also shown an improve- els. ment of about 34c per bushel, with only a moderate movement of old stock. The visible showed an_ in- crease of 845,000 bushels for the week. New corn is beginning to come to market, considerable having already gone into cribs for storage. The new corn is not in condition yet for mill- ing, although some is being used with the old for feeding. The crop is heavy and there will undoubtedly be a heavy movement the next month, with prices of the new ranging to- wards 40c per bushel. Oats are steady, showing a gain of about %c per bushel, with an increase in the visible of 102,000 bushels, The movement thas been light and the de- mand is only fair. Millfeeds are strong, the demand taking all the surplus at full prices. Bran is bringing $20 and middlings $22.50 per ton in quantity. Ground corn and oat feeds have been quiet during the week, due largely to the change in the weather and the fact that new corn is begin- ning to take the place of other feeds L. Fred Peabody. ink APTS HE wt iahe a MICHIGAN TRADESMAN SHOE RETAILING. It Requires Wisdom of an Extraor- dinary Quality. Written for the Tradesman. A shoe dealer’s success—or that of any other merchant, for that mat- ter—lies in the hands of his clerks. By very force of commercial circum- stances the proprietor can not wait on all his customers his own self, If he could he might control, to a great extent, his business destiny. But he must select the very best material at his command and then trust to a kind Providence that matters will “come his way.” Fatuous security, this, sometimes. But he can’t do anything else. The shoe proprietor and his help must have need of ten times the finesse required in any other branch of business. There’s a something about the sale of foot-covering that is entirely separate from that of any other line of merchandise. It re- quires an infinite amount of patience, in the first place, plus an intimate knowledge of the subject in hand— or, rather, on foot. Human nature crops out more pronouncedly in the purchase of.shoes than in the selec- tion of any other line of apparel, and the shoe clerk must be an excellent judge of it. If he is not he might as well throw up the sponge in this sort of a situation, for he has missed his calling—he is out of his niche. I don’t really know which are the crankier shoe customers to wait on —women or men. They each _ re- quire different tactics. Of the two I think the women require waiting on with a degree more of adroitness than do the men. We have not only to fit their feet properly tut their vanity must be catered to also. Tf you are not nice about this your name is Mud or Dennis or anything else that spells Failure. You must not put on the compliments too thick and they, like the shoes, must not be too broad. You must know just what to say and just what not to say—and sometimes the latter is much more dificult of performance than the former. Often a woman will exhibit the utmost reasonableness in her selec- tion of her shoes: sometimes she dis- plays the perverseness of the veriest spoiled child. Tf you are not ac- quainted with her queer ways from previous encounters you are all at sea until you begin to “catch on”— to use ancient slang. After she has once traded with you and you have studied her peculiarities—not to say idiosynerasies~-you have a_ better grip on Fate. Results then lie large- ly within yourself. Of course, if a woman has made up her mind beforehand to be dis- satisfied, Mephisto himself, with all his subtlety, would find it no easy task to change her mind. She will, out of her—I had almost said eternal cussedness, but we will simply name the quality of mind “changeable- ness”—cshe will, out of her “change- ableness,” drive you frantic in your efforts to combat her arguments. You may be dead sure, in such a case, that the lady or the girl is act- ing contrary just for the pure fun of the thing; and yet you will not be able to answer her in kind, for then she will up and get huffy, and then your goose is cooked to a crisp. You simply have to “smile and smile and be a villain,” that’s all. To a man you can say things that you can’t say to a woman. If the unpleasantness gets too apparent you can come right out and tell him just exactly what you think of his can- tankerosity. Can you pursue such a course with a woman? If you did think you she’d ever again give you the chance to open the door for her to enter your Shoe Emporium—or whatever other high-sounding name you give your’ establishment? Not much! You could say “Goodbye for aye” when she went out had you shown so little common sense. In general, let me say this, from an old shoe dealer’s viewpoint: A woman buying shoes is like a frightened deer: she needs a big lot of coaxing. You must feed her the sort of tidbits she likes or it’s all off with your chances of provid- ing her with footgear. aaty is as zood as anything to begin on. Do not feed it in chunks—just nice lit- | tle easily-assimilated morsels. With men appeal to their prefer- ence for comfort—it’s comfort vs. looks with them almost universally. Of course there are some dudish fel- lows who are willing to suffer almost any torture for the sake of present- ing what they would call—if asked— a “swell appearance;” but the ma- jority of men are not of a mind to go around with their feet pinched into two or three sizes too small. They can't stand quite so strenuous a time of it. Give them generous proportions for their pedals, good wearing quality, with a not-exor- bitant price attached and they are completely satisfied with their se- lection. As a proposition that has raked me in the shekels, I again admon- ish: Study each particular one of your ustomers as if they were lessons in trigonometry. Master them—do not let them master you. This, cou- pied with, “Buy your goods right, and have an eye to your discounts,” and you can’t come far amiss of prosperity. Shoeman. -—- ss The selection of Oscar Straus as a member of Mr. Roosevelt’s cabinet will give general satisfaction. It is doubtful whether any man in this country typifies more convincingly what one may become who is alive to his opportunities. From the day he entered Columbia Grammar School this Jew, possessing all the characteristic shrewdness of his peo- ple without their narrowness, has been a worker, a doer. He has run the gamut of service, and run it well. The position he occupies in the af- fairs of this country is influential and his record is clean. As head of the Department of Commerce and Labor we may expect of him a wise and thorough administration. ———— Every man is willing to patch up a quarrel—providing he is allowed to select the patch. THE FRANK DOCTOR. He Is the Kind That Can Be Trusted. This physician’s story of his idea of a successful physician is for you if you are about to choose a doctor. If you have just brought your wife to a large city where you have lately settled in business perhaps you are. If you have married recently and set- tled in a little steam heated flat, and have helped her in picking out the dinner china, and in deciding whether the last wedding present money shall go for leather chairs or a really good rug, and if you have succeeded in getting a reasonable market man, and your wife has picked out. the church with which she wants to affiliate, it may be up to you next to attach a family physician. Whether the “family” part of it shall have the broad significance which includes not only professional conscientiousness, but personal friend- liness, and to a certain extent an un- mercenary attitude, depends upon your astuteness in doing it. The young man who is not ordi- nary, if he has looked about him, may realize the matrimonial trend of the fast age in which he is setting out. The looking about will tell him that the bride of happy anticipations prob- ably will go well down into the valley |for the first if not for every protest she makes against race suicide. Or, that, barring this, their contributions to future citizenship will need to have their infant vitality propped up the first week or two by prompt doses from the brandy bottle. Or that the life of the bread winner who gets caught in the pneumonia epidemic may flicker the wrong way during the crisis, just because the popular doctor with his time card of so many min- utes to each case cannot concentrate. Or, that an endless gulf of financial difficulties is every day being plunged into by young couples who have a look of prosperity, because the doctor hasn’t been over conscientious in putting them over in the class who pay the legitimate extra. Right here is where the young man who has the choice to make, which may prove vital, needs a “line” on doctors in general. The man who has here expressed his idea of what a doctor should be is one who stands the highest professionally. “It is ex- pected of the successful physician,” he says, “and the expectation is be- coming a demand, that he should con- centrate all that is best in him, and all that he can acquire, to the one purpose of lessening human suffering CURED ... without... Chioroform, Knife or Pain eee Dr. Willard M. Burleson 103 Monroe St., Grand Rapids Booklet free on application Mail Orders a orders are for goods the dealer wants in a hurry. We appreciate this, and with our modern plant, complete stock and splendid organ- ization, can guarantee prompt ship- ment of all orders entrusted to our care. We solicit your special orders: as well as the regular ones through the salesman. F BF CF BG 2 WoRDEN Grocer COMPANY Grand Rapids, Mich, ee es and prolonging human life. In so far as he accomplishes this he is successful but to whatever extent he is turned aside from this plain, un- compromising duty, whether by money, society, inertia or procrastin- ation to that extent he is a failure. The habit of the physician as_ to study is one which, according to this doctor, observing and_ prospective patrons are not unwisely concerned. “That a man should be studious,” he says, “goes without question, but it is possible that he may be too studi- ous. Ideas, like food, should be as- similated, but overindulgence will re- sult in physical or intellectual dys- pepsia.” Besides the fact that from a moral, domestic and social standpoint the physician should have the same obli- gations that every good citizen rec- ognizes, the fact that the wise man will consider these particularly im- portant in a doctor is emphasized. He also arraigns the routine man, who is perhaps the most common degener- ate in city practice from the best type of doctor. “Where there is so much of seem- ing routine,” says this physician, “and where there is constant and mechani- cal repetition in the round of daily duties, there is a tendency to become careless and to lose the personal equation, which is such an important factor in the relation of physician to patient. “The ‘physician’s physician’ also shows what are the correct ethics in the sick room, about which those who employ doctors are apt to have hazy theories and vaguely defined preju- dices. “The physician should be ab- solutely honest with his patients. The physician who keeps to himself his opinion of the nature and ten- dency of any given disease is wrong. It has its origin often in the inability of the physician to define the con- ditions clearly. When he does the right thing here he asks for further time. Do not misjudge him if he de- clares his inability to decide upon a question, so that he gives the patient, or responsible friends of the patient, the result of his investigations. The physical or mental conditions of a patient never will be made worse by a frank statement, no matter what the statement is. There is no reason to be afraid of this course in the young physician. It is the surest and the only way, and if he is deliberately logical and painstaking he may abide the result of his decision. If he is not dogmatic he is much more to be trusted than the dogmatic kind, who assumes to know it all “Suppose he does say, ‘I do not know, but I will try to find out’ If he loses the case from this it is the patient and not the physician who is the loser. Or, again, he may have to tell his patient, ‘You have a serious disease. It is right you should know it. I will help you all I can, and if you wish I will call in counsel.’ This is not a matter to distrust him for, but it is a question of integrity and personal obligation. It cannot be avoided except by a cowardly attempt at concealment under the cloak of professional reticence. “On the other hand, distrust the doctor who runs about and takes everybody into his confidence about his cases. The calling of the true physician is almost as sacred as that of the confessor. Even the courts protect him against revealing ‘privi- leged’ communications. To him every communication of a patient should have the guard of special privilege, except to those who have the right to know. Even if it is only a toe that he has cut off from somebody, wild horses would not drag it out of him if he is the right kind. In gen- eral, the Dr. Golightly kind who has a large following of personal friends and acquaintances which he goes aft- er as patients is the kind of success- ful man to avoid. He is the man who criticises the work of older physi- cians in a quaint way and tells of his Own success in similar cases. He is a good fellow, fond of society and late hours anywhere but in his office. He gains the title of ‘Doc,’ and pret- ty soon he is going to fail in an emergency and lose caste and get shabby in mind, body and apparel. “Tt is not expected that he should be a money maker, although he may be none the worse for that, or that he should have wide influence or be a social leader, although these may be attained in exceptional cases. “But the practitioner who looks at the patient through the medium of the almighty dollar is unworthy of the calling. He has lost the ability to receive the highest reward that can come to any one, the satisfac- tion of doing that for which he can never be paid. Not that the success- ful physician should not be a good business man and_ should collect promptly and demand a fair return for his services, but woe unto him if commercialism ever ruins the obli- gation peculiarly his to those who are proudly as well as abjectly helpless. It is often said that he needs a spe- cial tact for his work, and tact has been defined in the case of the phy- Sician particularly as putting your- self in the other man’s place.” Frank Lawson Todd. —_+~--.___ Milk Preservation. The following description of a new method of preserving milk is printed in a German scientific paper: The cow is milked into a sterilized pail, in the bottom of which is a small amount of peroxide of hydrogen. The pail is covered and set aside for from six to eight hours. After this it is heated to 52 degrees centigrade (about 125 degrees Fahrenheit). Then a special ferment called hemase, pre- pared from the blood of cattle, is add- ed. This after two hours is said to destroy all of the hydrogen peroxide, and the milk is then ready for use. The inventors believe the process is superior to pasteurization, and say the milk will last twenty-one days without losing its flavor. Consumers in this country will be content to wait for the results of German ex- periments before endorsing the treat- ment. The bacilli might be killed and the thing that killed them might be destroyed, but how about the milk in whose midst the operations were performed? The scheme looks repellent rather than attractive. MICHIGAN TRADESMAN Prepare for the Hot Soda Season. Now is the time when the enter- prising druggist should install a hot soda apparatus and prepare to pro- vide for the creature comforts of those who come into his store suf- fering from exposure to the cold winds. The biting blasts of winter are not here yet, but day by day the air is growing colder and keener, and, instead of being invigorating, it awill soon send an unpleasant chill along the supersensitive spinal column. Nothing could be more attractive on a cold, raw day than the hot water urn merrily singing away. It gives an air of comfort and good cheer to the store, and patronage for hot soda is almost sure to follow. The hot soda apparatus is an espe- cially good addition where the store is mear a transfer station or on a corner where crowds wait for the cars. The store itself may be cosy as a place of shelter from the winds when the street car schedule has gone awry, but it will be infinitely more inviting if there is the possi- bility of a cup of hot broth, choco- late or bouillon. The profits in hot soda alone are sufficiently large to warrant the druggist in serving it, but in many instances it will serve as a medium through which to make other sales. the soda fountain should be put out of commission with a departure of the warm days, and even in the more sparsely settled districts it is possible to build up a hot soda trade which richly compensates the pharmacist for his trouble and expense. About The day has gone by when | T October your summer campaign will be drawing to a close and it is time to get up your first hot soda folder. The Drug Market. Opium-—Is firm but unchanged. Morphine—Is steady. Quinine—Is firm, Norwegian Cod Liver Oil—Is very firm, and has been advanced in pri- mary markets. Glycerine—Is in a firm position on account of higher prices for the crude. Oil Cassia—Is scarce and has ad- vanced. Oil Cloves—Has advanced on ac- count of higher price for the spice. Oil Lavender Flowers—Is in smal! supply and has advanced. Oil Pennyroyal—On account of the small crop has been advanced. Oil Sassafras—Has account of scarcity. advanced on Ipecac Root—Is in small supply and has advanced. ——23.2->______. Mutations. The darkest shadows at times are lifted. The clouds not always obscure the sun: The hardest burden is sometimes shifted, The hardest toiling is sometimes done. The stream that flows from the distant fountain Now through desert and now by lea, Though wide the plain or steep the mountain, Sooner or later must reach the sea. The gales of winter that shake the forest Give place in spring to the softer winds; The wounded heart that has ached the sorest In the changeful future its solace finds. Did spring last ever, sweetness; If flowers bloomed always, we'd cast them by; ‘Tis change that makes the world’s com- pleteness— The sweetest sigh. *twould lose its laughter succeeds’ the for you. ‘Liquor improves with age. The longer you keep it the better it is You can’t keep Mother’s Oats on your shelves very long Because your trade call for it. That’s why YOU ought to push it. More money in it with our new PROFIT SHARING PLAN The Great Western Cereal Co. CHICAGO SRE PMR Rs I hh oy 2 4 a MICHIGAN TRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price Two dollars per year, payable in vance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. ad- Without specific instructions to the con- | trary all subscriptions are continued in- definitely. be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. Entered at the Grand Rapids Postoffice. E. A. STOWE, Editor. Wednesday, October 31, 1906 ENFORCE ALL THE LAWS. A considerable commotion is now on over the Sunday theater proposi- tion in this city, thus adding anothei to the thousands of campaigns that have been carried on in scores of American cities and usually to the ad- | vantage of the theatrical people. In- deed, there are but two large cities which are quoted as having triumphed in such contests—Indianapolis and Minneapolis. The Tradesman has no desire to see the theaters of Grand Rapids open on Sundays. Were the performances at those theaters always wholesome and artistic it would have no great desire to see them closed on those days. As a matter of fact the performances are seldom elevating and usually eith- er immoral or vulgar. But that is not the question. It is, pure and simple, a question of the enforcement of the laws. There is a State law prohibiting the opening of theaters on Sundays. If the law is unconstitutional that fact should be ascertained at once. If the law does not conflict with the constitutien then it should be enforced. If we are going to go that far why not go farther? Why not enforce the law leasing premises for vicious practices? Why not enforce the law as to sa- loons? All three of these laws apply to evils much more dangerous to the general welfare than are the Sunday theaters. Why do not some of the clergymen who are so dreadfully agi- tated over the Sunday theaters pro- test to certain of their parishioners against their deliberate, conscious and reprehensible letting of certain of their properties to men and women who are notoriously a menace to law abiding and worthy citizens? Why do not some of the laymen who are so wrought up over this Sunday matter hold mass meetings and protest against the city itself for deliberate and seemingly willful disobedience of its own ordinances? There is the smoke nuisance—an unhealthful, property destroying nuis- ance—-which the law says must be abated. There is a city ordinance which prohibits the burning of leaves in the streets; yet the President of the Board of Fire and Police Com- missioners has been a flagrant viola- tor of this ordinance this fall and has Orders to discontinue must | | several times filled the homes and lungs of his neighbors with the dis- jagreeable and nauseating aroma of | burning refuse. This man evidently | regards an automobile owner as a |common criminal and boasts of the manner in which he has encouraged the automobile policemen to hound |the men who happen to have means | enough to own an auto and pay gaso- | line bills. He smacks his lips over his bottle of Sunday wine at his club, while he gloats over the thought of the poor devil of a saloon keeper—in |the suburbs—who must keep closed ltight on Sunday. From the windows of the Peninsular Club he looks out on two brick blocks, owned by | wealthy widows, which are devoted to immoral purposes, greatly to the profit of the owners and much to the disgrace of the city. In his eyes the man who owns an automobile is an object of suspicion and persecution, but the people who burn leaves con- trary to law, who conduct blind pigs on Sunday and who lease business blocks for immoral purposes are im- |mune. Why enforce the Sunday thea- ter law and the automobile law and ignore other laws equally as neces- sary for the protection of the morals of the people? Four or five weeks ago the Com- mon Council approved and adopted a committee report which said that portable boards should be provided upon which to post election notices. These boards were to be affixed dur- ing the necessary ten days preceding elections to the city’s telegraph poles, and when the election had been held the boards were to be removed and stored for use, in regular order, as the elections come around. Last Saturday was the day upon which, under the law, election notices were to be posted as specified. The city had failed to provide the boards and so the disfiguring of the city’s telegraph poles is continued. How, in the light of such failure to observe half a dozen laws, the Sun- day theater opponents hope to win in their fight is beyond comprehen- sion. Last Monday there was a heavy fall of very wet and disagreeable snow. Was the ordinance as to the cleaning of sidewalks enforced? Those who waded and soaked along over the walks, not only last Monday but on many days last winter and every win- ter during the past three years, know that no effort whatever is made to enforce the sidewalk cleaning ordi- nance outside of the chief business districts. Go to. Either repeal the laws or enforce them if you hope to win in a special case where there is a very de- cided difference of opinion as to the merit of the regulation. eee ses A London physician who has stud- ied the sub-strata of social life the world over is of the opinion that the tramp is an example of reversion to type. He thas the shambling walk of the anthropoid ape and also the facial expression. Morally, physi- cally and mentally the hobo resem- bles the monkey more and more each generation. The handorgan business ought to thrive in the future America then. | i | i j | } THE IMBROGLIO WITH JAPAN. That the Japanese are determined to push their claims for satisfaction |for their wounded dignity in having j ico, and | their children excluded from the pub- lic schools for whites in San Francis- relegated to schools where Chinese children are taught, is plain enough. Not content with making repre- sentations to the Government at Washington, as has heretofore always been the rule, the Japanese Ambas- sador to the United States has al- |ready entered the United States Courts at San Francisco, and has brought suit against the school] board there. Already a temporary injunc- tion has been obtained from Judge Morrow, commanding the school board to cease from excluding Japa- nese children from the white schools. This shows how prompt the Japa- nese government is to claim and maintain its real or imagined rights against the American people. There is a deep-seated belief that there is something more behind this affair than the indignation of a nation, be- cause the Japanese children in San Francisco were encluded from the white schools and sent to one express- ly provided. There are those who believe that any excuse was wanted to pick a quarrel with the United States, so that the Philippines may be seized before any efficient defense can be made. The Japanese Navy is near at hand, while ours is many thousands of miles away. The treaty of peace between Japan and Russia, made in the United States, contained an express provi- sion that Manchuria, whether occu- pied by Japan or Russia, must be re- turned intact to China. Notwith- standing this solemn requirement of the treaty, having fought a success- ful war and obtained control of Man- churia, Japan now wants to remain in that region. Everything that could be done to solidify Japanese control over Manchuria has been done, and it was so flagrantly in violation of the terms of the iteaty, of Ports- mouth that Secretary Root, by di- rection of the President, protested and demanded that Japan observe the solemn pledges made in treaty and in repeated notes to the United States. Responding to the protest, Japan gave formal assurances that it would withdraw. from Manchuria and not hinder American trade. As a matter of fact, information continues to come to the State De- partment showing that Japan’s as- surances, like those Russia gave. are of little value, and that American trade in the Northern Chinese prov- Ince is practically destroyed. A study of the diplomacy of Japan prior to the Russo-Japanese War, and again at Portsmouth, demon- strates that the people of the Far East are the shrewdest statesmen in the world. It was evident to the officials at Tokio that they could not! fling into the face of the United States and other nations the declara- tion that they would not agree to “equality of treatment” of all na- tions in the Chinese territory they control. It was necessary to place Japan in a position where it could deny the demands of the United States on the ground that the United States failed to accord that comity and protection to Japanese which the laws of all other nations grant. By adopting this attitude Japan showed the Core- an people that their interests were be- ing advanced by its defense of Japa- nese rights, while to the Chinese it brought some fresh proof of Japan’s championship of the Oriental people as well as the low regard in which Americans hold them. The Tokio authorities feel the have little to lose by a period of bad relations with this country. They want to dominate the Far Eastern market, and would like to displace American goods in other parts of the Celestial Empire, as they have done in| Manchuria. The possibility of war would induce their diet to grant increased appro- priations for armament, and if war should come, the Japanese fleet, in- creased by two 19,000-ton battleships, which were launched a few days ago, and which have the power of the English Dreadnought, would be able. they feel, to take care of Japanese in- terests on the sea. Such, at least, are the deductions made upon the situation in high legal and diplomatic circles. There is no question that a big Japanese fleet with an army sufficient for every purpose could suddenly pounce upon the Philippines and take possession before any considerable resistance could be made, and the entire theatre of the war would be in the Pacific Ocean, in easy reach of the Japanese resources. The act of the Japanese Ambassa- dor in bringing suit in the United States Court in California without in- timating such an intention to the State Department at Washington is quite remarkable, and may be classed as impertinent, if not impudent. Our “shirt sleeve” diplomacy may be suc- cessful in dealing with Europeans, but when it comes to Asiatics, there may be reason to question its efficacy. It is not too. much to say that there is a possibility of serious trouble with the Japanese, and the authorities at Washington seem willing to go to any lengths to pacify and placate the angry Orientals. England, which is an ally of Japan, appears to be un- easy as to the outcome, and appre- hensions have been expressed in France of trouble for the United States, which would mean trouble for every European power that has colo- nies or dependencies in Asia. That there have been anxious expressions on the subject in London and Paris is all the more Significant because European statesmen are better ac- quainted with Asiatic policy than are ours. The driving of Russia out of Eastern Asia has been accomplished. Why not drive out the United States? ee It’s so hard for some men to Save money when single that they don’t think it worth while after they marry. ? The world extends the glad hand to the lucky man, but all it hands the victim of tough luck is a little cold sympathy. We Give a Ten Year Guarantee Cost No More Than Wood Shingles Reroco Granite Shingles The only shingles on the market that are both Durable and Fire Proof H. M. Reynolds Roofing Co. Grand Rapids, Mich. 10 MICHIGAN TRADESMAN WHERE THE TROUBLE LIES. | Find Out Before You Attempt a Cure. Vritten for the Tradesman. The clothier and _ the druggist walked down the street together and stopped at a cigar store. They waited at least five minutes before any one came forward to serve them. There Was a card game of some kind on in a back room and the clerk was either playing or watching the game. The proprietor was not present. The place did not look neat or thrifty. There was about it that in- definable atmosphere which told ot inadequate receipts. The cus- entered while the two merchants were there were not of a few tomers who good class, and they seemed to be more interested in the back room than in the cigar case. The instani the clerk delivered the cigars to his customers and made change he dodg- ed back into the rear room, leaving everybody and to be popular. They | 'did not know how few hours he put | :in at his place of business. |drive good trade away. They did not know how slack and slovenly | his store looked. They did not know that he kept a class of customers hanging around him who would In other words, they did not know where to locate the pin.” “I suppose,” said the clothier, “that you are loaded for a lecture. Go ahead. I rather like your brand, and can endure it.” “I knew a young fellow last year,” | continued the druggist, “who inher- | ited some money from his uncle and | launched out in business. He chose ‘the shoe field for his future opera- | the salesroom unguarded. The cloth- | walked for some istance down the street before eith- ier and the druggist d er of them spoke, and then the drug- gist said: “IT thought s "So did 1. 0. The men looked each other in the eye and smiled. “I referred to the cigar dealer,” dru "so did [” “I think we have found the pin.” “Come again, please.’ said the “I think we have found out what’s the matter with Charley.” “Yes, I suppose so, and I’m sorry. ’ > ife’s a good sort of fellow.” “Yes; he’s all right as a compan- he’s not built for The idea of hiring ion, but I guess business. SO0tt Of a cleric” “The clerk would be all right if Charley insisted on his staying be- hind the counter where he belongs. lt doesn’t take long to ruin a good erk.” “IT don’t believe in the card room annex for store, anyway,” said the druggist. “Nine-tenths of the customers are no good. If they were they wouldn’t be hanging about the card room of a cigar store. If Charley got all the money the fel- lows’ we saw there had he wouldn’t get enough to pay for having them around.” “I’m sorry for more reasons than one that Charley is taking the course he is.” “Charley is like a lot of other new business men,” said the druggist. “You see them nearly every day. They have a notion that as soon as they get into business they become gentlemen about town. They think that they are working up trade by going about the — streets shaking hands and buying an_ occasional drink. They want to wear better clothes than they ever had before, and want to be seen at all the races and ball games. Such men last only a short time. “In a good many cases the general public is astonished at the failure of one of these sooner business men. They had an idea that he was doing well because he seemed to know cl a cigar ihe sold, and in no time had a lot ot | Still ; one, | wanted to “But he didn’t get along, and I | wanted to learn why, being at that ‘time quite a heavy endorser. In| | other words, I wanted to find the | pin, ifind the pin. | crying that | tions. He opened up a fine store | and hired a lot of clerks. Until the | novelty wore off he remained at the | store. He liked to have people come in’ and congratulate him on being a| keen, level-headed business man— | which he wasn’t. “He had his stock all paid for when | Started in, and he had quite a good trade. He bought faster than | he bills due in sixty and ninety days he could paid them all! right if he had attended to his Own | have business. After a time he began tu | ask for renewals at the bank, andj to ask his friends for short-time en dorsements. He to and I accommodated came me for him 1] see him get along. It is often quite necessary to You may take up a baby and feed it drugs and it up and down, and skow the go round, and all that, but if there is a pin sticking into the ten- der flesh it all of no use. You must find the pin. So in this case I | set out to find the pin.” “IT think I know the man,” said the clothier. “No; no one knows,” was the re- ply. “Then he didn’t break?” “Wait a moment. As I stated, T started out to find the pin. Well, I found it.” “Whisky?” “Only moderately.” “Draw poker?” “Moderately.” “Races and ball?” “You might guess a week and not hit the pin, and yet we have been talking about it—or at least I have. No; the fellow just got tired of stay- ing in his store. He took to the back room of a cigar store. Oh, there were other business men there, and they did not play a high game As a rule they gambled only for ci- gars. They did not drink too much. They just spent their time. They just made it possible for cheap clerks to mismanage their business. They made up fishing parties. They went hunting in the fall. They patronized the ball games and the races. They did all the things that are talked about in the back room of a cheap cigar store.” “I think I know the bunch.” jounce wheels 1s i ness “There are only two of them in business now—the shoe man and the | clothier.” The druggist hesitated a moment | before going on. “I was thinking of giving their jmnames,’ he said, “but I think I had better not. |shoe man, I found the pin and set jout to extract ‘but I would get my nose punched |for butting in, but I did butt in good iand plenty. Being interested in the it. I did not know You see the faults were such as I could talk about, the prin- cipal one being common old-fashion- ed laziness. I induced the shoe man to send a good friend to his store to take bearings. The report wasn’t edifying, and he sent clerk a new jthere to watch things closely.” “Why didn’t he go back himselt if he was suspicious?” “He wanted to know if it fact that his employes did not handle his business right when he was away. He found out. I don’t care how good a man a clerk is, he will grow slack and often dishonest if left to himself. He his clerks Was a found trust- (ing their friends, which was against the rule of the store. He found thai |the cash did not come out right. He found that customers were not treat- He found that peo- ple frequently asked for him when ed courteously. |they entered and went off disgusted | because he was not in. He found out that he was ruining a fine busi- | just for the sake of sitting jabout a stinking room at the back of a cheap cigar store. He found out {that he would be on the rocks in a jyear’s time and cut it out.” “Our friend Charley,” said the clothier, “does not appear to stay faround his place of business, and yet he has a back room of his own.” “The notion is to get away,” said the druggist. “All merchants do not go to the cigar stores to waste their time—when they do waste it. They |go riding, and go to the fairs and | political meetings. Anyway, they go away and leave their business in the care of incompetent clerks.” “And there are other pins,” laugh- ed the clothier.” “You can gamble on that,” replied the druggist. “There are a lot of pins, and they keep business men howling, like a baby with a real pin in its little tummy. Often they them- selves do not know where the pin is. After they are thrown out of business they usually manage to come to. The thing to do is to find the pin before it is too late. There is something wrong with a man when he can’t succeed, having capital and ordinary common sense. When I see such cases I look for the pin.” “Are you going to. extract one?” asked the clothier. “T am not,” was the reply. “I think Charley has sense enough to find it for himself after he has tried all the remedies.” And he did. Alfred B. Tozer. ____ -. Food for thought is often supplied by one’s inability to obtain enough of the other kind. this —_~--.___ Of course, the man who thinks as highly of himself as you do of your- self is conceited. Common Labor Scarce at Kalamazoo. Kalamazoo, Oct. 30—It abso- lutely impossible to get together a dozen laboring men here. The Mich- igan Traction Co., which was’ order- ed by the City Council last Monday is night to begin work on _ Portage street, advertised for 100 laborers and has had six replies. Street, building and other work is at a standstill. The Loose Leaf Ledger Co. wil! move into its new home next week. The company was organized a year ago. The capital stock, $25,000, was increased to $100,000 three months ago. A large factory building has been erected and machinery is now practically all in place. The capaci- ty has been increased almost three- fourths. The Michigan Central Railway Co put a force of men at work this week on a large ice house in this city for the purpose of icing cars between Niles and Jackson. The new buila- ing will be 400x200 feet. The Monarch Paper Co., which has postponed a number of times the date of beginning operation, this week decided to start the machinery on November 15. Improvements being made by the Hill Foundry & Machine Co. nearing completion. Two large build- ings have been erected and the ca- pacity of the plant will be doubled. Foundations are in for the addi- tions to the Mich‘gan Buggy Co. It is the intention to have the build- ings completed by January 1. The capacity of the plant will be doubled. are —_2-.__ Weeding Out Union Trouble Mak- ers. Flint, Oct. 30.—Aside from the con- ‘inued shortage of cars and the re- sultant filling up of local warehouses with manufactured goods for which there is a constant and insistent de- mand on the part of jobbers, the only feature of the industrial situa- tion of the past week has been the closing down of the engine plant of the Buick Motor company Tuesday evening, The reason given for the shut- down was a shortage of material, but while this may have had something to do with the unexpected action of the company, subsequent develop- ments indicate that it was taken pri- marily for the purpose of weeding out an element of unionism that had found its way into the plant. This view of the situation is sup- ported by the fact that already a few of the men have been called in again, and it is understood to be the pur- pose of the company to gradually re- open the different departments of the plant, taking on from time to time such of the old employes as have not fallen into disfavor through their activity along union lines, and adding new men, until the working force has been restored to normal proportion. The shut-down temporarily threw out of employment about 200 men, of whom probably not more than 75 per cent. remain in the city, the others having gone to Lansing and other places to accept positions. —_2+2-.__ Lazy men are always willing to work—other men. EL MICHIGAN TRADESMAN Ye Olde Fashion Horehound Candy ‘‘Double A’”’ on Every Piece Bas Nita a a Snr twinair epee 2 Parmer wna he a of securing anything for the balance} of the year, not now under order, is very slim indeed. Bleached Goods—The in gray goods have been as active and excited t The atti- < his week as last. 1 or less to do with the strength of the latter, although at the present time | prices have dipped somewhat in raw | |goods, however, are cotton. The help situation, however, is by far the largest factor in the} strength of these goods, and although | coniparative improvements are con-/ 7 ise tinually being made in this respect,}that many let it be understood that ta jthey were sold up. } 1 1 will con to come. Prints—iave had a inue so for a long time aie a remarkably good week all round; some record de, and discounts shortened, sales have been mac are being continually which points significantly toward a| material advance in prices in their respect, the present attitude being, to all intents and purposes, the same.| Bleached goods are in an equally dis- tressed position. Further advances have been made this week and more Ginghams and kindred fabrics are also among the goods that are to follow. have been advanced and value during the past week; in fact. all wash goods occupy a similar sition. They have for some time been sold as far ahead as the mills! ~ ithese will Heavy goods are very scarce, and/| first of December, and when the pres- are sold far ahead into next year.| will take orders. Nearly all lines of the latter have| 1 been still further advanced, and in al probability will see an even further| advance in the future. Should anything happen to the cot-| ton crop, it would be a real calamity, for in the present condition of affairs it would be impossibie to form any conception whatever of the result that would be consequent. Dress Goods — Have progressed very favorably this week. Further openings have been made in spring lines for 1907, and a very good busi- ness is reported. In one case, where a house opened its lines of fancy worsteds, a very satisfactory business has been done. Added zest has also been given to wool cloths by the ap- The position of the| movements | tude of the staple has perhaps more} ] |has the right stuff. Few orders can} ‘nothing to be had. | scouring the market for a number of | 'ders when you know that you can |prevail, no matter when the start is pearance of cool weather, and a great many duplicate orders have been re-| ceived. Any activity at all on fall stuff now naturally retards the show-| The fall busi-| ness will not be long in completion | now, however, as many are fairly| well sold at the present time. No| complaints are made about the vol-| ume of heavy-weight business this | vear; in most instances it has been all that could be desired. As far as the spring trade is concerned, much of ing of spring goods. MICHIGAN TRADESMAN t yet to be heard from. Those abu |that deal with wholesalers only con- | |sider themselves as reasonably well | through with thieir next season’s busi-| jness. When the total demand for | broadcloths has been fully accounted |for, the knowledge of a very large | business will be the result. : : | | he cutting-up and retail trades are 1 | 1 | Underwear—The first show of cold) | weather has been the means of bring-| ing out more of the business that has /been holding off on one pretext or| another. These buyers find it so hard | to get goods that they are glad to! place orders with the above under- standing. On the other hand, there! is a rumor to the effect that certain ;iouses could easily handle a thou-| sand cases more than have been their! allotment. This would seem to be an| excellent opportunity, as there is no} lack of business, provided the house! be taken for men’s goods with any | kind of a delivery promised. Ladies’ | known to be} much easier. These latter could no! doubt accommodate considerably | nore business in spite of the fact! J They are in ai better position for next year, how- | }ever. On the whole, goods are so| well sold that there is practically | Buyers have been weeks, picking up any available spots of a desirable nature, and are still | pressing their claims upon the selling | agents. But to quote one seller, | “What is the use of taking these or-| 1ot fill them?” Any quantity of} fairly large orders could be booked, | | Were it possible to deliver the goods, | | but as it is not, they have to be re-| | fused. Some buyers now in the mar- ket are almost begging sellers to! show their samples for the fall sea-| son of 1907. In many cases, however, | not be ready before the| ent chaotic state of affairs, so far as cotton is concerned, is considered, this is quite soon enough. There is little doubt that higher prices will made. Hosiery—While at first hands the business is very quiet with the job- bers and commission men. there seems to be no end to the enormous demand that has now been in ful] Swing with them for a long time. The chief drawback is the scarcity of goods, of which buyers were warned earlier on in the season and of which they took little or no notice. How- ever, since then they have realized what the retail business of the com- ing spring promises to be and have acted accordingly. The thing to which the buyer takes the least kind- ly is the fact that had he listened to advice offered him earlier, he would have saved considerable money, as prices are almost constantly harden- ing. It has long been impossible to operate in the leading Staples, as most of them are now withdrawn. The lower grades seem to be re- sponding quite freely, in lieu, perhaps, of better stuff. Men’s half hose in black are very scarce, aS are most goods that sell around 65c. There Toys Send us your orders Dolls, now for Toys, Games and Christmas Novelties Our Holiday jobbing department is in complete shape and offers many attractive novelties for the Christmas trade. We extend to you a cordial invitation to come to Saginaw and make your selections personally, but if it's inconvenient for you to visit us now, order by mail and we will make careful selections for you and ship promptly. The Wm. Barie Dry Goods Co. Wholesale Dry Goods Saginaw, Michigan Suspenders at all Prices We call your special attention to our line of suspenders packed in one pair boxes for the holiday trade. This always proves to be a ready seller and profitable article to handle. we Carry: Following are the prices President 1-12 doz. boxes . : - $4.25 Regular style fancy 1-12 doz. boxes - ~ i 4 se Regular style fancy 1-12 doz. boxes - - 2.9% Regular style fancy dozen boxes at per dozen $1.25 and 200 Extra heavy farmers’ and workmen’s brace at ee $2 25 and 4.50 and _ firemen’s ae - . : : Extra heavy police brace $2 25 and 4.25 $1.15 and $1.25 Also boys’ goods at 45¢, 75€, 9OC, per dozen. Look us over. GRAND RAPIDS DRY GOODS CO. Exclusively Wholesale Grand Rapids, Mich. MICHIGAN TRADESMAN 15 has been a big demand for the latter. Gauzes in spring orderings are do- ing very well. Much enthusiasm has been created in favor of these. There is no doubt that they will be very popular. Some very good orders are reported. One of a thousand dozen was taken at $1.85, which is consid- ered a very good price. Laces at $1.75 are being superseded by gauzes of the 280-needle variety, which in- dicates that it is a matter of quality rather than price which is guiding the purchaser. Just what proportion of the trade will be alloted to gauzes no one can tell; some are inclined to think that it may have been overes- timated. However, this is hardly pos- sible. Sellers are now beginning to be active for the fall season of 1907. Some wool goods houses were to start out this week and some more next. Buyers have been asking to see the goods for quite a time now. The leading houses making these goods will all be represented in the activity sooner or later, and the chances are that an effort will be made to get out at pretty nearly the same time, oe? ______ Flour Salesman Lands a Difficult Customer, It was an ordinary grocery store and meat market. Cars were clang- ing by out in front. Clerks were busy with customers inside. The thin faced proprietor was bustling every- where in the spice scented air, giv- ing perfunctory smiles to buyers and sharp glances and muttered words to the clerks. In a lull in trade a neatly dressed young man entered and steered his way to the proprietor. “Flour is my line, Mr. Berz,” he said, handing a card to the grocer. The instant he found the caller was not a customer answering smile changed swiftly to a look of irritation. 3erz’s “You fellows bother the life out of us,” he exclaimed peevishly. “You seem-—” “How.is your stock on hand? Do you want to order some more2” the salesman asked quickly, respectfully insistent. “T have all I want,” Berz answered, scrappily; then, noticing a _ clerk standing and staring at him, he went on bullyingly: “You fellows come in here bothering me for orders as if you thought I didn’t have anything else to do.” And, without waiting for any reply he rudely turned his back on the flour salesman and hurried off to a customer who then entered. “Good morning, Mr. Berz,” the salesman called to the retreating form in an even voice. Such a turndown for a man looking for orders is a facer that is not un- commen. All there is to do is to take it with a smile and go on plug- ging for other business. But for a young man this is hard to do. Either he stands on his dignity and hands back the rudeness the boors in trade hand him and squabbles away his chances of doing business or he meets the rudeness with courtesy and swallowing resentment at such shab- by treatment he loses heart and tac- kles the next man but half heartedly. It is almost impossible for a young salesman to do otherwise. All dur- ing childhood his training has been such as to develop in him directness of method and confidence in the gift of what he asks for. As a child he has played his game with his cards face up. But in business this direct method of approaching people does not always strike ten. Playing for profit is different from playing for sympathetic response. While a man can usually count on receiving a courteous response when he solicits business, the exceptions require ability of a new kind. A man must learn to conceal his hand. He must be an actor of high grade. He must learn to appear carefree when he is anxious, confident when he is doubting. This he learns the principle hidden like a diamond of human experience under the time worn words, “If at first you don’t Succeed, try, try again.” is where This principle is, “Change of meth- od brings change of result.” If a man does not learn to change his methods for different circum- stances he is QOslerized at the start of his business life instead of at 60. In this same case of the self-con- trolled flour salesman and the nag- ging grocer there is another incident that deserves to be marked. A week later the salesman happened to be in Berz’s vicinity about noon and he dropped in and found the butcher ready enough to talk about the way the Government meat inspection was affecting trade. “Well, here you are again. Want- ing to talk to me, I suppose,” said 3erz as peevishly as before. The flour salesman nodded went on talking to the butcher. “You fellows bother the life out of me coming in for orders all the time,” and | | | } Berz went on with the same self- important idea buzzing in his head. The flour salesman smiled pleasant- ly and went on talking to the butcher. “It’s my dinner time and I haven’t time to talk to you now,” said Berz. “But I didn’t come in to talk to you, Mr. Berz, so you needn’t delay |your dinner on my account,” said the salesman concisely, and went on talk- ing to the butcher. serz stood looking surprised for an instant. His self-importance was shocked. “But—but don’t you want to take an order for some flour,” Berz said, in an injured tone of voice. The flour salesman brought his talk with the butcher to a final sentence, when Berz broke in— “T want five barrels of triple X.” “All right, Mr. Berz, I’ll be glad to take your order,” said the flour man, without, however, showing outwardly the satisfaction he felt at having wip- ed out the last week’s defeat. Will H. McQuigg. Mayer Shoes And Watch Your Business Grow » Dealers handle Alabastine Because jt is advertised, in demand. yields a good profit, and is easy to sell, Property Owners Use Alabastine Because jt is a durable, Sanitary and beautiful wall coating, easy to apply, mixed with co d water, and with full directions on every package. Alabastine Company Grand Rapids, Mich. 105 Water St., New York WANTED are right. Wholesale Dry Goods Merchants to inspect our line of Storm Proof, Fur Lined, Duck, Corduroy and Leather Coats, Mackinaws, Kersey Pants, Flannel Shirts, Jer- sey Shirts and Lumbermen’s Socks, and be con- vinced that we are showing one of the most complete lines on the market, and our prices P. STEKETEE & SONS Grand Rapids, Mich. Nothing Better Made. SKREEMER The $4.00 Shoe for Men All Styles. All Leathers. Carried in stock by MICHIGAN SHOE CO., DETROIT Reeder Grand Rapids, Mich. No. 278 This cut is an exact reproduction of our men’s coltskin shoe. We can ship these to you at a moment’s notice in either bright or dull finish stock, Bal. or Blucher cut. We guarantee it to be as good as the best shoe on the mar- ket at the price. $1.60 State Agents Geo. H. Reeder & Co. Grand Rapids, Mich. a een cc al gn Rete OUT OF WORK. Helpful Hints To the Man Seeking Employment. | | I | | | Being out of work affects different | classes of workers differently. The bank clerk usually knows, almost in- tuitively, where his services most like- ly would be in demand. The office clerk and salesman proceed at once to interview the manager of some riv- al house. The draftsman is handi- capped by having no Opportunity in his work to meet men who might be of service to him at such a time; but this advantage is offset by his techni- cal knowledge of the kind of business houses most likely to need him. Of course, the wise worker in any line keeps himself informed to a certain extent as to conditions in his field of work; and if he is forced to remain idle for a few days “between jobs” never admits it, bat conveys the im- pression he is overworked, and merely taking a much needed Still it is not every good worker. even among those who are no stran- gers to the sudden resignation, who rightly knows how to go about secur ing employment—that is, of the kind he wants. Test. There are several ways, good bad, as pursued by the more or les initiated. The worst and laziest o these is the employment agency. In the light of our almost univer- sal education along the lines of stren- uous hustle as a means to success, it is astonishing how many bright young men force from $2 to $5 upon some spellbinding employment agent, leav- ing his office with the hopeful re- mark: “Well, I’m going to leave my- self in the hands of your people for something good,” and off he goes to wait at home or at the park for a letter from the agencv telling him to go to work at one for somebody at a nice fat figure. According to Statistics he probably is for the best work of any waiting yet; of the agen- to place 23 per cent. of the ap- plicants registered with them. Some of them do not exceed 10 per cent. This really is the greatest objection to the employment CiES 1s agency. application, which may degenerate into house canvass, comes on the list. To operate logically next method correctly requires a certain aggressiveness—a little nerve of the salesman’s kind; for one trying to dispose of his sery- ices to a stranger is selling goods, and if he be timid and half hearted he is liable to be beaten down to an un- satisfactory price by the shrewd em. ployer. i tnis Still, to a man who knows his value and can tell it without bragging, and who knows the names of men who use his kind of talent, this is one of the best of methods. Draftsmen and technical men especially follow it, for their particular field is limited and they usually know who each other’s employers are. The “drag,” method known as “pull,” etc., etc., we will ignore. It merely is a system of getting some one else to make your application, do your talking, sell your goods. In this way it resembles the agency method. MICHIGA We now have arrived by natural N TRADESMAN Stages at the most widely known and | jused of all ways of getting work. This consists in the answering of “help wanted” advertisements in the |paper office? | ployment agency perhaps $5 parts so | reluctantly with 4o cents at the news- The chances are five |to one that he never hears from the | daily and Sunday newspapers, and di- | (and letters of application to vides itself into two classes—person- where addresses are given “blind” al calis ' box numbers. The personal calls follow pretty closely the rules of canvassing with ithe exception that here is competi- tion, owing to the fact that the ad- vertisement you decide to answer in person may be read favorably by ‘half a hundred of your contempora- | ries. The result often is in favor of a clean collar, brushed clothes, a shave ;and polished boots. | success As to answering a blind advertise- ment, in writers, this, together with ;many other things which make for |fortune, somewhat is a i luck. matter of You have no guide to the indi- viduality of the man you are address- ing; the brevity of his advertisement |may proclaim him a lover of the soul }one-half years with Jones f wit, or it merely may indicate economy. Likewise a many lined, bellicose advertisement probably shows a fondness for description and | adjective, but it is as likely to prove an inability to condense even where a person would be brief. So best write the letter in own best style, listing your virtues properly, with a modest but not small effect End with 4 “Respectfully yours” if you want to; but don’t start out by saying that while glancing through the paper this morning his advertisement for a book-keeper caught your eye and you write this letter with the hope that it will be considered as an application for the position. He knows all that. It is sufficient to say: “Gentlemen: I am 28 years old and have had six years’ experience as book-keeper, as_ follows: Two and & Col’ etc Be The choicest paths are trodden by the few. The acme of methods, the system followed by the brief. ce | connoisseur of job hunters, is the Sit- the house to] uation Wanted advertisement. When a storekeeper has goods to sell nowadays he advertises. Adver- tisement writing is a profession in it- self, yet the writer of advertisements for retail merchants and commercial! institutions generally has countless good examples of the art from which to receive suggestions, while the sit- uation hunter, unversed in the art of using white space to advantage, has nothing to follow but the attempts of others no better informed in the mat- ter. And these little three line stories of the fortunes of work, what a lot of head scratching their composition requires! What virtues must be list- ed and years of experience described in a quarter inch of newspaper col- umn! What almost indispensable words must be eliminated that three lines may not run into four for econ- omy’s sake! This latter, however, is a fault, and a great one. Why is it that the same man who cheerfully will pay an em- { your ito open to him just the or $2, judi- | advertising is | agency again, while $5, ciously expended in sure to bring offers—almost certain opportunity ihe is looking for. There is a certain technical man of |the writer’s acquaintance who keeps six line advertisement in the paper most of the time. He says a five or (it keeps him in touch with all the | houses in his line. ion the He has his finger | pulse of the employment world. But one can not say much in two or ithree lines of six words each. And | the attempt is wasted. spite of the aphorisms of our | the employer must be interested or Also, here you with employment number of which carry false situation wanted advertisements continuously in order to hear of open- are competing agencies, a jings; and from practice and experi- | . ce {ment they have attained to a profi- | ! . | Csency | | ployer. | | in writing attractive affairs. Not that it would be advisable to spend $5 on a single advertisement: there is danger that a literary attempt of such proportions might be viewed | with suspicion by the average em- But the more space it occu- pies the more likely it is to be seen and read. Paul H. Woodruff. —_2-+___ The Philadelphia Press comments at some length on the prevalence of vice at county fairs and wonders why it is that the so-called attractions are generally scandalously immoral. Ever since the fair became hun- dreds of years ago on the continent | of Europe, this characteristic has | been associated with it. The odium i 1e ignorant attach to the peo- | ple of the stage is the time when the part of known which tl @ reminiscence of | actor was inya- | Some fair. So its long and its cause is the Same as that of all other evils, the! love of money. When the public no longer desires such exhibitions they | will no longer be given. The men who would make money by catering | to any class soever will never die. riably a A 46% Increase This is the sales record for Quaker Oats during September as compared with September a year ago. It is the greatest month in our history and October will show a still larger increase. Quaker Qats is the best known and fastest selling cereal package in the world. It is the most profitable cereal you can handle. It now sells everywhere. No matter where you are located you ought to push Quaker Oats. The Best Rolled Oats Made The Quaker Oats Company Successor to The American Cereal Company Address—Chicago, U.S. A. You don’t have to explain, apol- ogize, or take back when you sell WalterBaker&Co.s % Chocolate They are absolutely pure —free from coloring matter, chemical solvents or adul- jterants of any kind, and | are, therefore, in conformity gto the requirements of all National and State Pure Food laws. a Registered U.S. Pat. Off, 46 Highest Awards in Europe and America. WalterBaker&Co.Ltd. Established 1780, DORCH ESTER, MASS, more than (and the taxes are paid by the company.) A GOOD INVESTMENT THE CITIZENS TELEPHONE COMPANY Having increased its authorized capital stock t the REMARKABLE AND CONTINUED GR For further information call on or address the company at its oftice in Grand Rapids OWTH of its system, which now includes 25,000 TELEPHONES 10 which more than 4,000 were added during its last fiscal year—ot these over 1.000 are in the Grand Rapids Exchange. which now has 7,250 telephones—hus paced a block of its new STOCK ON SALE This stock nas tur years earned and received cash dividend- of 2 per cent. quarterly © $3,000,000, compelled to do so because of E . B. FISHER, SECRETARY Our new narrow top rail ‘‘Crackerjack” Case No. 42. One Thousand Cases in Stock Ready for Shipment All Sizes—All Styles Our fixtures excel in style, construc- tion and finish. No other factory sellsas many or can quote you as low prices—avail yourself of this chance to get your cases promptly. Send for our catalogues . Grand Rapids Show Case Company Grand Rapids, Mich. The Largest Show Case Plant in the World MONEY IN BANK. Sensible Method of Ensuring Its Ab- solute Safety. Do you ever worry about the safety of the money you have deposited in the bank? Do you realize that sucha 43 cents per annum would insure against loss $1,000 de- posited in a national bank? We approach so closely to making absolutely safe money deposited in banks and there so much Small stn ao is will be taken and the safety of posits made certain. which far beyond the financial! £Loes sufferer, is to be dreaded more than the actual financial loss. The com- mercial disasters, which usually fol- | to be] gained at such a comparatively small | . : = : a aes {money to fund as assets are realized cost 1t seems reasonable to suppose | . : | : PI jupon, a discrepancy being taken care that at no distant day the final steps | de- | ss : : : i |moral effect of deposits being paid on : i : ae | demand he moral effect of a bank faglire, |... | dition. low in its wake, are caused more by | delay in the depositors receiving | what is due them than by ultimate | ioss, which, as a matter of fact, is ex- | tremely small. In order to counter- | act the moral effect of a bank failure | it sometimes becomes advisable for the clearing house association of a city to go to the assistance of a crip- MICHIGAN TRADESMAN I-Io of I per cent. of the deposits, large banks much less, small banks more. The rate should be on a slid- ing scale, upon a basis of risk as- | sumed, and in proportion of assets to i liabilities. It would not be a difficult matter to properly fix the rate, which should be arranged to encourage large capitalization. In the event of a bank’s closing the guaranty fund would be available instanty and the depositors paid in full at once, the receiver returning of by the reserve. Reflect as to the regardless of a bank’s con- Would it not tend to stop the hoarding runs entirely? of money and _ elim‘nate It is possible that some of the large banks will urge that the guaranteeing of deposits will make the small banks as strong as they. It would make small banks as safe, so far as the de- positor’s principal is concerned, but security of principal is by no means all that is considered by one in select- ing a bank. A large percentage of ; depositors view most banks as being | pled bank, or take over the assets and | In not be above pay depositors of a failing one. view of the facts would it business to extend the principle and the American Bankers’ Association include all its members? This Association now has a member- good ship of over 8000, including the largest financial institutions in the country, all banks and trust compan- in the United States being eli- gible to membership. ies The annual report of the controller of the currency of December, 1905, shows the total loss to depositors in national banks since their establish- ment in 1863 to be less than $33,500,- 000, or about 22.05 per cent. of the deposits at time of failure. The total annual deposits for the same period were in excess of $78,000,000,c00; the average annual net loss was less than 1-23 Of I per cent. of the deposits. In other words, had there been annual assessment of 43 cents per $1,000 of deposits levied against the national banks and used as a guaranty fund, there would not have been a dollar of loss to a de- positor in a national bank. It will be noticed that this covers the period from 1863 to 1905, including the pan- ies of 1873 and 1893. hence an As previously suggested, the Amer- ican Bankers’ Association should act for its members, and by assessments create a guaranty fund with which to meet losses through failures. Certain requirements and restrictions unques- tionably would be necessary for members. The Association should have its own corps of examiners, etc. Ways and means could be devised readily for the organization of a guaranty department, which would be upon the mutual plan. We have seen that the average loss in national banks is less than 1-23 of I per cent. It is impossible to obtain complete data upon which to figure loss in state banks, trust compan‘es, etc.; it would probably be safe to fix the rate of assessments to average upon a plane, as to security, and se- | lect their bank for divers reasons, the | personal acquaintance, line of credit, etc. Others look wholly to security; and to this class the safety of their | interest will cause them to discrimi- nate and probably arrive at about the same conclusion as at present. Un- questionably the ratio of deposits would remain approximately as they now are. Again, .the failure of a small bank hurts the large ones. Would it not have been good business for banks generally to have made up a purse and paid off the depositors in the last two notable failures and pocketed whatever loss there might be? It is quite possible that the commercial in- terests would have helped gladly. There are two classes of people with money, and they regard banks from different points of view. One deposits money in banks, the other does not. It is the class not depos- iting in banks which now commands attention. In this connection some statistics from the controller’s report for 1905 will be of interest. On page 51 of the report the coin and other money in the United States is given $2,883,100,000.. Of this amount $295,200,000 is in the treasury as as- sets and $987,800,000 in all reporting banks, including national, state, and private banks, and trust and loan companies, about 4 per cent of bank- ing power not reporting. This leaves $1,600,000,000 not in banks or treas- ury. Estimatin$ $7.50 per capita as necessary for transactions requiring cash and for circulation that does not return to banks each day, this would leave approximately $1,000,000,000 of money unaccounted for. Distasteful as it may be, the fact remains that a large proportion of this vast amount of money is in hiding, either in safety deposit vaults, buried, or in the pro- verbial stocking. at dat The guaranty of deposits by the national government for national banks and by states for state banks, trust companies, etc., is advo- cated by some, but a great many fi- nanciers believe that the government is already too extensively engaged in the banking business. This, together with postal savings banks and state owned savings banks, again being press, would seem to indicate that the time is propitious to take settle this important matter. up both sides of the postal savings banks and state owned on question urged by the people and the daily | |savings banks. 17 As to affording ab- solute protection to the savings de- and | There is much which could be said | be doubt, but the commercial positor there can not no should interests the savings: that it be protected as well as th They so closely are allied is impossible to harm one without in- juring the other. That there should |be protection for both is obvious. W. W. Newberry. ———_2-2-.__- Don’t think that because a man wears a large hat he is the head of | of lthe house. w X-strapped Truck Basket A Gold Brick is not a very paying invest- ment as a rule. nor is the buying of poor baskets. It pays to get the best. Made from Pounded Ash, with strong cross braces on either side, this Truck will stand up under the hardest It stores, kind of usage. is very convenient in ware- houses and factories. Let us quote you prices on this or any other basket for which may be i market. you in BALLOU MFG. CO., Belding, Mich. triumphantly than ever. Five passengers. hour. 1,450 pounds. The most popular of all family cars. in performance equal to any ‘‘twenty.” cylinder touring-car made in America. Type D---Four-Cylinder Touring-Car $2,800 Five passengers. hour. 1,900 pounds. The ablest and most luxuriously comfortable on American roads of all four-cylinder cars. Type H---Six-Cylinder Touring-Car $4,000 30 ‘Franklin horse-power.”’ speed sliding-gear transmission. Seven passengers. hour. 2,400 pounds. Six-cylinder perfection. Write for Franklin Cars for 1907 All models have new, larger and more luxurious bodies, larger wheels and longer wheel-bases, without increased weight; automatic gear-change, and absolutely quiet engine. No change whatever has been made in the distinctive Franklin engineering, design or construction. ness has been demonstrated during the past season more But, in these 1g07 models, the abun- dant, net, always-available Franklin power, Franklin economy and Franklin comfort are carried to the highest point. Type G---Four-Cylinder Light Touring-Car $1,850 12 ‘Franklin horse-power.” speed sliding-gear transmission. 20 ‘‘Franklin horse-power.”’ speed sliding-gear transmission. 1907 catalogue showing above models and shaft- driven Runabout, Tandaulet and Limousine. ADAMS & HART, 47-49 No. Division St. An unmatched combination of power, strength, smoothness, flexible control and light we Their correct- Three- Shaft drive. 35 miles per Light, strong, and The only small four- Three- Shaft drive. 45 miles per Three- Shaft drive. 50 miles per ight. MICHIGAN TRADESMAN Observations of a Gotham Egg Man. There seems to be rather mosphere in some quarters o Le Storage egg market. A good many noiders are di upor f excep nerally main- of connd- proporti nN Smai.er average a cood pretty hard for that, probable however very moderate move- tock in October, the qua in s irom storage ntity hands so far y moved I } eh Z rom tne reirigerators 1 avorably with former sea- compares sons. In section dealers seem to have carried a_ liberal quantity on their own account and these goods are naturally the first to go into con- tion. 3 that | seduced her eston a gs about 48,000 cases from th stor reported to } hol high point reduction o om ul p to October 20, a oft 30,000 cases to same date last year; and we have reliable information indicating that New York has also made a greater re- in storage holdings this year duction —up to October 20—than last year i1 spite of the very liberal increase in receipts. As dealers, one by one, get out of f 1: A en we their own holdings o stored eggs 1 and come on the wholesale market for their supplies we may expect a more active trading; but it must, at the same time, be remembered that rade as a whole is effected the yh price of fresh gathered stock—upon which retail prices are irgely based—and there would seem [0 be every reason for é¢once. atism in the handling of the reserved goods. The most present unsatistactory th , phase of the Situation is e€ liscrimination in the apparent lack of a proper d prices paid at interior points for cur- rent collections; there are thousands cases of so-called fresh gathered of eggs arriving here which have, ap- parently, been taken in by shippers prices at considerably above a with their value in markets. parity the distributing | These consist of mixtures | of fresh and country held eggs Dos con- taining a large proportion of stale, LSS Bert y- MET: K} WYKES-SCHROEDER CO. a eee ee Fine Feed Corn Meal . MOLASSES FEED LOCAL SHIPMENTS ee | bookmaker. ito do him. |bank the more interest he i life. shrunken, weak bodied stock which | N | O is not as good as a good grade of re- Re d | an d av e ran ge S frigerators. The need of “loss off’ ae buying at country points is never so We are sole agents and distributors of Golden Flower and fois deinoasttaied ae ab tite sch Golden Gate Brands. The finest navel oranges grown in bon GE pear when the differeece in California. Sweet, heavy, juicy, well colored fancy pack. actual value between full, fresh eggs A trial order will convince. and stale, weak bodied goods is so THE VINKEMULDER COMPANY great—N. Y. Produce Review. 41-16 Ottawa St. GRAND RAPIDS, MICH. Making Sulphur Matches. Yhe matches that are made on earth were first made possibie by the discovery that if a warm solution oi) glue were taken at 44 degrees C. and both the phosphorus and oxidizing inaterial were stirred in it the phos- puorus meited and became separated into excessively small particles by the surring while the oxidizing material dissolved. Un tipping match heads With such a mixture when dry, the Pparticies of phosphorus were rounded entirely and protected by a thin tim of glue, and it was not un- til friction upon a roughened surface the striking of the match broke down the glue protection that the phosphorus and oxidizing material could act upon each other. The fric- tion at the same time supplied the necessary heat to ignite the phos- phorus, which then burned Partly at the expense of the oxygen of the air and partly at the expense of the ox- idizing material added to the match head mixture. As soon as this dis- covery was made improvements fol- lowed, and the match as it is to-day really is a beautiful application of scientific facts based upon the dif- icrent points of ignition of the mate- rials used for gaining the tempera- ture necessary to ignite the various substances in which it is washed to have combustion. In the match head there is phosphorus with its ignition point of 60 degrees C., but it sur- in iii ie is quite clear that this is not the tem- | perature at which the match head flames, as otherwise a box of matches left in the sun on a hot summer’ day certainly would ignite; but it is the temperature of ignition after the u protecting film of glue has been de-| o that on striking the match | stroyed, s really this point of ignition is brought into play, while with the glue still intact the match head has to be} brought to a temperature of 190 de- | gress C. before heat alone can cause | ignition. Many a city chap laughs when he | hears of a farmer buying a_ gold brick—then he goes to the race track and hands over his to money the | | 1 } | | An evil doer is one who believes . . | in doing others before they attempt | | | | | —__ +2. __ The more money a man has in the takes in MILLERS AND Cracked Corn GLUTEN MEAL — STRA 5 EEDS « STREET CAR FEED Will Pay 234sc Per Dozen for Fresh Eggs delivered Grand Rapids, for five days. C. D. CRITTENDEN CO., Grand Rapids, Mich Both Phones 1300 3 N. Ionia St. ESTABLISHED 1876 We Sell All Kinds Field Seeds, Peas, Beans, Apples, Onions, Potatoes. If wishing to sell or buy, communicate with us, MOSELEY BROS, Office and W BOTH PHONES 1217 We Buy White Beans, Red Kidney Beans, Peas, Potatoes, Onions, Apples, Clover Seed. Send us your orders. WHOLESALE DEALERS AND SHIPPERS arehouse Second Ave. and Railroad. GRAND RAPIDS, MICH. Why Not Sell Direct Your BUTTER, EGGS, VEAL, POULTRY, ETC? commission, quick returns. will continue. No cartage, no If you once begin shipping us you WESTERN BEEF AND PROVISION CO. 71 Canal St., Grand Rapids, Mich. ———iEeW CHEESE ‘‘Warner’s Cheese” BEST BY TEST Manufactured and sold by FRED M. WARNER, Farmington, Mich. Butter, Eggs, Potatoes and Beans I am in the market all the time and wil] and quick returns, give you highest prices Send me all your shipments, R. HIRT, JR., DETROIT, MICH. eS eREERCEEERee | Egg Cases and Egg Case Fillers Constantly on hand, a large supply of Egg Cases and Fillers, and veneer basswood cases. Carload lots, mixed car lots or quantities to suit pur- chaser. We manufacture every kind of fillers known to the trade, and sell same in mixed cars or lesser quantities to suit purchaser. Also Excelsior, Nails and Flats constantly in stock. Prompt shipment and courteous treatment. factory on Grand River, Eaton Rapids, Michigan. Address L. J. SMITH & CO., Eaton Rapids, Mich. Sawed whitewood Warehouses and SHIPPERS OF Write tor Prices CUT BET Calis ND RAPIDS, MICH. eT. Mill Feeds Oil Meal Sugar Beet Feed COTTON SEED OWS SS ON IO) 30S IGHT CARS —— MIXED CARS CONVINCING COPY. The First Essential of Good Adver- tising. Much has been written relative to the value of advertising, and there are few business men of to-day but are converts to some form of public- ity. While the advantage that is to be gained from judicious and per- sistent use of newspaper space is a generally accepted fact, too little stress has been laid upon the virtue of having strong, powerfully arrang- ed and convincingly written copy. The most important part of adver- tising is the advertisement itself— the text matter, the display, the typo- graphical effect, the catchy illustra- tive idea—to be precise, a dozen little points that are the driving power that makes it productive. In the large city department stores with but few exceptions the advertising matter is written by experts trained for that purpose. As a general rule these men have no exact knowledge of the goods. In a store operating some thir- ty odd different departments, it is obviously out of the question that they should be intimately conversant with all these lines. They have a general superficial idea, of course, but their write-ups, descriptions, price bargains, etc., are moulded from matter furnished by the buyers of the separate depart- ments. It is in the far more impor- tant and general details of advertis- ing lore that their knowledge must apply. First is the value of proper dis- play and typographical effect. “Typ- ography” is the garment in which you clothe your business announce- ment, and you can make or mar your effect exactly as a poor fitting suit of clothes belittles the man. A nicety of judgment in this par- ticular is essential, and the advertis- ing man must know how his effort is going to look before it reaches the press—not after. And then, the ever- important display. Oh, what crudi- ties of effort and distortions of the subject this one matter often suffers. Many an inexperienced advertiser knits his brows and lays awake nights endeavoring to procure some devil- tailed octopus of speech or descrip- tion that is as far from the story as Coney Island is from Palestine. Di- rectness and brevity are the diamonds here, and if the advertiser will confine his efforts within the limits of these two words his copy has advanced at least one stage towards effectiveness. There are many men, shrewd, able business getters, who,have no more right to compose an advertisement than to commit a felony. True, they have knowledge of the English lan- guage, their grammar is passable, but when it comes to telling their short story pithily, with point, making every word count, the art is not theirs. And right here we have one of the making traits of a very suc- cessful advertisement writer, his ab‘l- ity to say much in little space—and say it well, breezily, with snap, carry- ing conviction and desire. This is a heaven-born gift and no amount of training will develop this attribute if there is not a slumbering MICHIGAN TRADESMAN powerful ability. Very few successful retailers are capable of writing the proper kind of an introduction to a weekly advertisement. A touch of lightness, a suggestion of the coming magnificence in fall styles, a subtle hint as to why you are enabled to undersell competition, all in a few sharp, incisive sentences. Then following, the attraction for} the coming day’s or week’s sale, well! told and arranged harmoniously, both to the eye and brain—truly here is a test that is beyond the pen of the average merchant. And this brings us to the general illustrative effect, which must be pertinent to the goods advertised; as in the case of display lines, the abnormal is frequently in- dulged in to illustrate an idea. The writer has seen many efforts along this line that would make an- gels weep, and rather than advanc- ing the power of the advertisement, the result is to retard the entire ef- fect. For example, a picture of a tin can tied to the tail of a running dog to illustrate “a great run on tinware.”’ This might do well to advertise a dog show (if the can were left out), but how much more dignified and saner would be the picture of, say, a kitchen closet disclosing numerous articles of tinware hanging, with the housewife in the act of selecting one, the display to read, “A Sale of Kitchen Tinware.” I venture to state that the differ- ence in sales from these two adver- tisements, both spaced alike, would be 500 per cent. in favor of the lat- ter. The immediate impression upon looking at the dog illustration is that the advertisement is for the purpose of advancing something in connection with that animal. But our advertise- ment has nothing in general with dogs, and the painful predicament in which we find this one is certainly not going to advance the sale of tin- ware, for there is no intelligent con- nection between the illustration and the goods to be sold. In short, the illustrative feature ot an advertisement should disclose at a glance the nature of the goods, re- gardless of display lines or text. There are, of course, variations and exceptions to the rule, but for the purposes of this article the retailer will not go far wrong if he practices this rule. The points I have touched upon above are in the main the ones that produce the driving power of news- paper advertising, and it is in the proper observance of these essentials that the success of your advertising lies, Mr. Retailer. If I were to offer any it would be in the nature of self-cate- chism, Perhaps your newspaper ad- vertising is not paying what you think it should—very well, but stick to it. You know that Rome was not built in a day, and it takes time to educate public opinion. But first take yourself to task, and ask, “Is my copy right?’ If you do not employ an advertisement writer, and anybody from yourself down to the store boy writes the copy—it is probably all wrong. Again you may advice consider it a trivial matter, and pro- duce it in odd moments, strike it as it were with a few dead minutes’ thinking—again, it is probably all wrong. And lastly, not infrequently, you throw it at the space solicitor, leaving it to his judgment to write up and arrange. He knows as much about it as Greek generally, but he will appear to know it all—anything to get space filled. He will give your valuable space just about time and consideration enough to fill it with half the story told any way, arranged worse, and then you wonder why there is so little return for the money expended. Candidly, there is no reason why any merchant should not have good business producing copy. True, he may not be able to write it himself, and therein he has much company— very few are capable. But there are many able profes- sional advertisement writers, who make a business of catering to the merchants in the smaller cities, and those whose business is such as not to warrant the employment of a reg- ular advertising manager. The charg- es for producing such work are trivial | when the cost of newspaper space is considered. Most trade papers have a department devoted to this purpose. As a convenience to the trade they conduct an advertising division that at- tends entirely to the writing of good copy for tradesmen who wish it, at a very slight expense. And, in conclusion, there is one point | would dwell upon that is im portant, and in a generel wey over- shadows all I have written. It is the 19 broad, open, convincing fact that the man who advertises properly, persist- ently and truthfully will reap the harvest of business as surely as the sun will set. I have in mind many communities where business is good, the competi- tion keen, but the advertising copy mighty poor. campaign in any line of strong, con- vincing copy persisted in would re- sult in bagging a very considerable portion of the business. your section, and if you have reason to believe these conditions exist, go into the field aggressively with per- sistence and energy, and you will reap the reward. Walter S. Price. ——_—_»~+ > —__- Another Joe Jefferson Anecdote. A properly conducted Analyze The late Joseph Jefferson was well known for his kindness of heart, a kindness which extended to the small- est of animals; but nothing annoyed him more than affectation in this re- gard. Upon one occasion he was dining jwith an wien a fly dropped into the other man’s coffee. The man carefully fished it out, and called to a waiter. acquaintance, ‘ilere, he said, “take this poor little fellow—be very careful or you will hurt him—and put him out of doors.” Mr. Jefferson laid a restraning hand /upon his shoulder. “Why, how can you thing of such ja thing, my dear friend? Don’t you | see that it the | poor little fellow should catch cold!” raining? Suppose is Clover and Timothy All orders filled promptly at market value. ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS Highest Grade Extracts. FOOTE & JENKS’ FLAVORING EXTRACTS Pure Extract Vanilla and Genuine, Original Terpeneless Extract of Lemon State and National Pure Food Standards. Sold only in bottles bearing our address JACKSON, MICH. You Don’t Have to Worry about your money—or the price you will yet— when you ship your small lots of fancy fresh eggs to us. L. 0. SNEDECOR & SON, Egg Receivers, 36 Harrison St., New York Established 1865. We honor sight drafts after exchange of references. Never mind how the market goes—if you ean ship us faney fresh stock— we can use them at pleasing prices—in our Candling Dept. We Want Your Business W. C. Rea REA & A. J. Witzig WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Pouitry Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, poe ress Companies; Trade Papers and Hundreds of ppers Established 1873 pecan MICHIGAN TRADESMAN Keeping a Man in Good Humor With Himself. During the last few years a number of popular magazines have census of public opinion as to what most to be desired in a qQuaimies are wife or a husband: what characteris- tics are most conducive to marital | i Ne apace . ' He ae 7 4 , Iyyat i Clit y. The held 18 a wile one, Dut tae gicanings through all its length and breadth have been surp singly : P= ] ) r dag ] 1. ] } S il nad tH¢ Tait Wihic nas ie the list as that mos earnesily destr- ed by men and women in the com- panton to be chosen for life, in JOS and in sorrow, in weal and in woe, is } ¢ 1 that of sympathy. In explanation of this it is to he said that the term is elastic and means different things to different people, anything, in fact, by way of concord, agreement and purpose; so it. is and harmony of LUOULTT not 1 ] strange that most people should de- sire it according to their lights. In a prize essay, published a year or two | so by a leading magazine, it was called “responsiveness,” an inclusive quality which presupposes more by far than sympathy in its signification of peace and harmony, inore than the compatibility of inter- | ests and aims which generally is con- sidered for a successful co- suimcient partnership; in short, perfect rapport | each of unite the as one flesh, a degree of affinity whic} and understanding, which, indeed, must twain rarely is found even among those who have loved and lived together | for many years; almost never between two who, however deeply in love, have known each other but a short time. Strong mutual upon brief acquaintance, simila rity of | Les tas and feelings, which may be de- perfect harmony of thought and action, but it never is f upon such unison of spirit until it has been tested. veloped into saie ©£O count Nevertheless, sympathy, deep and strong, always should exist between man and wife, and unless the begin- felt plainly and clearly manifested before marriage it nings thereof are is wise to call a halt, and, as the Scotch say, “bide a wee.” “an together except they be agreed?” The college profes- sor who falls in love with the pretty face and careless Sayety of a prade pupil who cares nothing whatever for books, the spoiled lily of fashion who is enamored of the animal beauty ot her father’s groom, can hope’ for nothing save misery and disappoint- ment if that errant fancy lead to a mistaken marriage. Undoubtedly it is a great start in life to be born a lady, and it is the height of reckless folly for either man or woman to throw away the ad- vantage given by that start, when it comes to matrimony. As already said “sympathy” is an elastic term and one which is sus- ceptible of different interpretations. two walk gentleman. or bee taken a | ordinary | each, | attraction may exist | | | Perhaps the meaning which it most frequently holds is that of admira- tion and approbation, not to say adu- l my, as the reader may remember, wanted pra‘se, and his author perti- nently that al call 1 remarks “we all praise, only we sympathy.” t Never were truer words spoken, not only of men, but of women; indeed, also of beasts; the craving is com- | mon to animals as well as to hu-| manity; there is no creature more sreedy of sympathy than a dog, and a horse isa close second. Every viS- + itor to the zoo must have noticed how beasts and birds all like to be ad- mired; neither is the love of appro- batc.on a bad thing in the educational However, the remark i scheme of the universe. [that is “another story; here applies to man only, It 1S not to be denied that women sometimes are vain, that they have} been known to fish for compliments, that they long for “Sympathy,” and not infrequently pass by the eligible {suitor who refuses to flatter them in }favor of some vaurien who always is ready with his pretty speeches. But although woman may yearn for the {Praise of man quite as much as he lfor hers she never, except in the courting days, and not always then, is in a position to demand it, still | less to exact it. For most men there 11S no special reason for praising a | Woman bound But for the woman there always is an object in praising, flattering and cajoling the i}man. The woman who understands after she is safely | by the marriage ceremony. how to keep a man in a good humor } with himself and with her always can |wind him round her fingers by that gentle art of skilled adulation. It is }4 most important thing for the wom- man to re- ;member that no man can stand be- ing contradicted, criticised unfavor- ably, nor censured. an who wishes to win a The “sympathy” which a man delights in from a wom- an is a thorough belief in him, the confidence that he always is in the |right; and the shocked disgust which he feels at plainly uttered criticism is ;enough to cool his ardor for almost lany woman. A man may be alto- gether incapable of affording sympa- thy to the woman who is yearning tor it, but he expects it from her at all times and seasons, served up with | breakfast, lunch and dinner, highly | seasoned, and piping hot. The wom- lan who, as the saying is, “plays to | win” never must fail to listen sym- | pathetically (that is with breathless |interest) when the man whom she | desires to please talks about himself. |She must listen brightly to detailed accounts of what “I did, I saw, I | thought, I said,” nor ever show a |sign of weariness. The wise woman | | | | | 1 of the world never lets fall a word of sarcasm, or incredulity, or indiffer- Any of these are fatal. She allows herself to find a flaw She knows bet- So, also, in less degree, per- vaps, with the wife. A wise one never fails to furnish a perennial sup- ply of appreciation, of encourage- |ment, of steadfast belief in her hus- band’s wisdom, of approval of all that he says and does. This is what ence, never ‘nan eligible suitor. ter. Want | | cian, the average man means by wifely | sympathy. Neither is there any doubt | that if there be anything in him, he . ee ee [is the better for it, that many a man ation and flattery. Sentimental Tom- | has gone farther on the road to for- tune than he would have done because of the woman who ad- otherwise mired him and told him so without ceasing. Dorothy Dix. -——-o>-+ Up To Him. It is said that Chairman Sherman, }of the Republican Campaign Commit- tee tee, approached by a Ohio politi- formerly a Re- publican, has of late years voted the recently was somewhat unimportant who, although State Democratic tickets. the man’s versation that he had seen the error of his It appeared from con- Way, arid now work for the At the same Was once more prepared to vote and party which he had left. t ime he hinted he would like a job at campaign headquarters. “T’m sorry,” Mr. Sherman is report- {ed to have replied, “that I shall have o disappoint you. Glad to see ati: ] ot 1 le i - - waif 2? igal brings along his own calf. <-> Facial Horticulture. cA you | but in these days the wise prod- “A new milkman left our milk to-| day,” announced Dorothy. “Did he have whiskers?” asked her mother, thinking, perhaps, it was the | proprietor. “No,” said the 4-year-old: “he did- n't have whiskers, but he had the es —_2-.___ Many a man gains the upper hand by using underhand methods. | | j | | | | | Established 1872 Jennings’ Extracts Made 3 of the Very Purest me Ui ntemete te mee Raw Material Beer evtenge © SELECTED MESSINA LEMONS, AMAGS i Fu ¥ rae, co. 2s mie j Possible to Procure Sold at Popular Prices Today Always Guaranteed to Meet the Food Laws Jennings Manufacturing Co. Owners of Jennings Flavoring Extract Co. Grand Rapids, Mich. We want competent ‘Apple and Potato Buyers to correspond with us H. ELMER MOSELEY & CO. 504, 506, 508 Wm. Alden Smith Bldg. GRAND RAPIDS, MICH. ES As Pleased Customers Are Your Best Advertisements Build Up Your Reputation On Butter Stop digging butter out of a tub. Don’t sell somebody’ s brand of butter when you can se// your own and at a greater profit and more satisfaction to your customers Use the Kuttowait Butter Cutter System Display and Advertise Your Own Brand—They Do. Detroit, Mich., May 26, 1906. We are pleased to Say that the cutter is most satisfac- tory, as it is a saving to us both in time and money. We are making all our own prints with it and sell them at the same price as those we formerly bought for a cent a sell better directly from the solid tub, which gives it a better keep- THe Srranp Company, We pound more. ing quality. The Kuttowait Guarantees You Against Loss Through Carelessness or Waste. Kuttowait Butter Cutter Company 68-70 North Jefferson St. ee butter, too, as we cut it By Sidney R. Dixon. Let Us Prove It. Chicago, Illinois MICHIGAN TRADESMAN 21 Difference Between the Bond and the Free. The long disputed right of a hus- band to open his wife’s mail is to be decided by the courts of Iowa. A woman in that State whose husband took it upon himself to censor her mail has had him indicted by the grand jury for embezzling a letter which he not only read but destroyed without letting her see it. The man admits the charges, but claims he did it for the best interest of the family, and will base his defense on that ground. To people with a nice sense of pro- priety, the right of a wife to own her own letters doesn’t seem to admit of any more question than her right to the individual proprietorship of her toothbrush. There are ‘hings so essentially individual they must be- long to one exclusively, or not at all, and the unopened letter is in that cat- gory. A woman may share it after- wards with the family or the whole world, but she has the inalienable right of receiving her letter with un- broken seal, and skimming the cream off of her correspondence first. It may be-a part of what Mrs. Hum- phrey Ward describes as the im- perishable child in us, but everyone will admit that a letter that some- body else has opened and read has lost its chief charm, It is impossible to imagine on what theory any husband ever came to im- agine himself possessed of the right to open his wife’s letters. It is an ecutrage on her dignity as a woman and an insult to her liberty as an in- dividual, and she does well to resent it. Nor can he defend himself by taking the high moral ground that he does it for her best interest. If she 1s the kind of woman who is fit to decent man’s wife, she is amply able to decide on the merits of her correspondence, and he knows it. It is nothing on his part but com- mon, vulgar curiosity, and one is al- ways glad when he meets with the proverbial be a fate of the eavesdropper and reads some unpleasant. criticism of himself. this be said: a woman an affair of honor. family and intimate pour out their hearts on paper. are made, secrets that assuredly the writer never i There is also to receives, One’s friends Con: revealed Every letter al- most, is one’s fidences n- tended to be scanned by a mnascul’ne eye and subitected to masculine cr’ti- c'sm. The man who opens his wife’s letters violates this confidence, and the least that his wife can do in com- mon honesty is to warn her corres- pondents that she ‘s not permitted to receive her mail until it has been cen- sored. The question of a young girl’s cor- respondence is quite another matter She lacks the experience and judg- ment and knowledge of the world that her mother possesses, and any woman who lets a young daughter launch out into a_ reckless corres- rondence with a young man of whom she knows nothing, and who does not supervise the letters the girl writes, is criminally careless. Still, even in that case, a girl has a right to her own letters. She has the privilege of opening them first and her confidence should be tactfully won, not forced. The letter that a girl cannot show her mother is not the proper one for her to receive or write. Inasmuch as most women either tell their husbands the contents of their letters, or read them aloud, it may seem a small matter which one opens them, but it is the little things, like the convict’s garb, that mark the difference between the bond and the free. It is the refusal to recognize that marriage does not mean the breaking down of one’s individual lib- erty and privacy that makes so much domestic discord. When we learn to treat our husbands and wives with the same courtesy and consideration we show strangers, we shall solved the matrimonial problem. Cora Stowell. —_2+ > +_____ Lost Her Presence of Mind. An amusing anecdote was told by have a young matron the other day apro-| pos of absent-minded persons. She had been married only a short time and was giving a luncheon to some of her mother’s She was particularly anxious to have every- thing go off well, that her reputation as a housekeeper might be establish ed. The little was made out after much consultation with the new French cook. table with her own hands and all was in charming readiness, when at the eleventh hour an old school friend ar- rived from out of town and asked if she could stay for luncheon. It was most inconvenient, but the warm- hearted bride welcomed her. friends. menu “Stay, by all means, dear Amy,” she | said. “But there is one condition. | Please do not take any chaudtroids. | | | There was not enough chicken and | |the cook has only just told me. These French people are so economical. 3ut, after all, if you and I both say ‘No’ to them, they are sure to go around. Don't forget, dear.” Amy promised faithfully and went upstairs to prepare for the party. The the excellent guests arrived and promptly luncheon began with an melon for each. The hostess, having been warned against too much food, especially as there was to be bridge afterward, had cut out all the extras and limited her dishes to the melons, a cheese souffle and the chaudfroids. The last she refused when they came at the There was not trembled dish. and the even any extra aspic jelly, but she her way amount on reflected with relief that there would be just enough when Amy refused. Then, to her horror, she saw her ab- sent-minded friend not only take one, but two, upon her plate. The waitress had presence of mind io halve the remainder, so two women went without any. “And I am sure,” added the conclusion, “that they all went hungry. not sufficient Narrator, i home Why, I blush even now when I think! of that luncheon.” —_—_» 2 <=. ____ J. L. Meeker, dealer in general mer- chandise and produce, Nutwood, Ohio: “I could not get along with- out the Tradesman. It is the best publication of its class that I have ever seen,” She had trimmed the! { small | Mrs. Craigie’s Address. An amusing story of the late Mrs. Craigie, the novelist, was told the other day at the Author's Club, in New York. “When Mts. Craigie was in America last year,” said an editor, “she was invited to make at a certain meeting. gramme at all. In short, it was close with a pleasant smile, bowed said: eminent (Mrs Craicie, the atl- al,” will now give us her address.’ Gate, Pack WW. I now wish you all good night, for Hyde London, and [ am far from home.’ ” —_——_2~+.__ Pity the Grocer. Here is the substance of a notice placed so that every one can see it in a certain New York grocery store: our delinquent customers: "One. said, “Vil [ live.’ He’s dead! call to-morrow if “Another said ,‘I’ll see you soon.’ He’s blind! “Wet another said, ‘I'l pay you Saturday or go to hell. ’He’s gone! “Tt makes a man inclined almost | forego credit altogether.” to ““My address is No. 56 Lancaster | an address | She accepted | the invitation, but her name, through some oversight, was put far down on the programme, and, worse than | that, the chairman, a rather stupid person, introduced before her some speakers who were not on the pro- on to It o’clock when the chairman, | and | thor of “Some Emotions and a Mor- | Mrs. Craigie rose and said calmly: | “Disasters that occurred to three of | Saves Oil, Time, Labor, Money By using a Full particulars free. Ask for Catalogue ‘‘M” S. F. Bowser & Co. Ft. Wayne, Ind. The National Cream Separator It extracts all the cream It lighter and handles more from the milk. runs milk inagiven time than other separators. It will pay for itself in one year and will last a lifetime. Costs almost nothing for find one of the best sellers you repairs. You will it could carry instock. Write to us about it to-day. Hastings Industrial Company General Sales Agents Chicago, Ill. Here’s a Test Worth Trying House.” hers. When she asks you, Mr. Grocer, for just ‘‘coffee,” give her a can of [winell- Wright Co.’s mighty quick, couple of times she will, of her own accord, ask for ‘*‘White House.’’ dead sure thing, and the responsibility is shifted from your shoulders on to See? gh oe ot ot st “White She'll learn and HW oa Its a SYMONS BROS. @ CO. Saginaw, Mich. COFFEE 7) [3 aera MICHIGAN TRADESMAN How One Department Will Help | Another. There are a great many clothiers who treat their haberdashery depart- | ment more as a side line than as a source of profit. It is with them something in the nature of a neces- sary evil, one to be put up with be- cause other clothiers have the same department in connection with their | business. It will be found in these cases that the shop is not departmentized. There is a woeful lack of system | through the whole establishment. | These clothiers can not tell whether their haberdashery departments are paying them a profit or losing them money every year. They depend up- | on their clothing to pay the profits of the business and let it go at that. In the first place, they should un- | derstand that the haberdashery de- partment can be made to pay, and pay handsomely. Properly managed it will not only render direct profits, | but pay much larger in indirect divi-| dends. For instance, a man goes into a strange shop and asks for a cravat. The clerk (he is called a salesman often through courtesy) politely asks for further particulars. He wants to know the particular shade, the exact width and, moreover, the price the customer wishes to pay. Such a clerk does not help the haberdashery | department, nor does he make tomers for that particular shop. Per- haps the customer purchases—he most always does, for a man does | not care to enter any shop and go out without making a purchase. But that is the final transaction. When he wants a suit or overcoat he goes elsewhere. Is there any wonder, then, that the clothier sometimes thinks the haberdashery department a losing game? Cus— | To build up a weak department the merchant must begin at the root of the evil. If he has been running his haberdashery section in a half- hearted manner he must go into the deal with an inflexible determination to win out. The commercial wor Id has no place for failures these days and gives but scant notice to mediocrity. The clerks must be educated. ita few more of them would read trade journals a little more closely they would find much to interest them therein. However, the merchant should see to it that his staff is effi- cient. There are many ways in which this can be accomplished. The merchant may understand the busi- ness and by systematic coaching im- prove the salesmanship of those al- ready on his staff. He can at least put a little ginger into them and start them on the higher track. If this can not be done the best method to employ is to secure some one who can take charge of the whole de- partment and who should be given tions as long as they are for the bet- ieee of the department. Next comes the stock. A sick de-| |partment will contain a great deal of | |dead and diseased stock. These “has- zi | beens | cost. A clearance sale may help. | | What can not be disposed of with | credit should be sent to the auction | |room or burned up. When there has been a thorough |overhauling of the stock, it will be} ‘the stock disposed of. This of the best possible the | business will stand for. clothier’s Considerable | care must be exercised in getting a | | stock suitable for his regular trade. | | Tf his trade calls for the popular- | priced goods, they must be stocked, | ibut at the same time the next best | stocked. ed to try and sell the better grades. | | This should be accomplished by sug- | gestion and not by undue pushing. | | Better grades should be shown first | land their good points properly | ‘orought out. If the customer desires | ja cheaper grade he will say so plain- | ly or indicate the fact in some way | |Or another. The salesmen should use | sufficient tact in. doing this so as not i drive away customers who are ac- customed to wearing the popular- | een articles. A careful canvass of | [the situation after a fair trial will | coo. surprising results. The sales | | will creep upward in a_ surprising | way, sometimes even being doubled or trebled in a short time. An analy- isis of the sales will also show that | {more better stuff is bei ng sold thon ;was at first thought possible. The | increase in jdue to the } } |sold, for sales will only be partly higher grade of goods nine times out of ten the sales of the better grades will help | the sales of the better lines at popular | prices. This result in sales alone will satis- fy the clothier, or will add enthusiasm sufficient to make him try the same methods in any other department he may have in connection with his clothing. It will also serve to place the clothing department on a higher plane. The clothier will also find that there is an increase in clothing sales. Men who have hitherto passed him by because they judged his whole es- tablishment from his enterprise in the haberdashery department, con- sidering his clothing on a par with his stock of haberdashery, will be- come his warmest friends and pa- trons. full power to branch out in all direc- It is a truism that one department will help another, but it is often for- gotten that one department may hurt another. A poor haberdashery de- partment will as surely hurt the cloth- ing end of the business as much as a good department would benefit it. Indeed, the haberdashery section js |incalculably valuable because it brings more visitors._-A. E. Edgar in Haber- dasher. ae merger According to the eternal fitness of things the father of twins should be doubly thankfyl—but somehow he is not. ' en ne ert ERS should be got rid of at any | in order to purchase goods to replace | should be | grade in most articles should also be | Salesmen should then be instruct- | | Brave in Adversity. | On his 68th birthday Andrew Car- if | lf |negie told this story: ifortune. I used to know a : | painter who was so poor he could |= /not afford to dress warmly enough |} in the winter time. af “I met him one coldish day in| | Pittsburg. He had on a summer suit | | of blue serge, and the wind molded || the suit to his i hung as if wet. ““T never | said. wear an overcoat, ’ he} ““Never?’ said I, ‘‘No, never,’ he repeated, laughing | | bravely. ‘‘But what do you do in very cold |}; I asked. ‘I run,’ he answered.” ——_>2-___ Town Built Too Soon. There is in Connaught, Ireland, a |temarkable curiosity, which gives an. /example of official Oversight. When, ithe great famine of 1847 was upon | | the land the government of the day iconceived the idea of opening a line | | of navigation from Galway to Ballina, | iby way of Lough Corrib and Lough | Mask, so as to avoid the dangers of | | the Western coast. From Cong | | canal was actually made to Lough | | Mask as part of the general scheme. | | The work gave a great deal of em- | ployment and so far the canal served | |the purpose. But when it was com- | | wleted it was found the canal would | not hold water. The fact that the jrock of the district is of a very por- ous character had been overlooked. | weather?’ I “I like to see men cheerful in miS- | gs; young |} limbs until the cloth | eee The “Ideal” Girl in Uniform Overalls All the Improvements Write for Samples DEAL(LOTHINGG TWO GRAND RAPIOS, Mich. é é | 5 yet done. request. BUFFEFA We claim for «Hermanwile GUARANTEED CLOTHING” Workmanship, Style and Fit su- perior to any equal priced line in the market. For Fall our orders averaged 20% higher than for any previous season, showing that the retailers who had handled ‘‘Hermanwile GUAR- ANTEED CLOTHING” again__but they wanted MORE of it. ferric SALESMEN ARE OUT FOR SPRING with a line which is superior to anything we have If our representative has not been calling on you in the past, drop us a line and we will instruct one to see you, or we will gladly Send samples, at our expense, on HERMAN WILE © Co. “BETTER THAN CUSTOM MADE” SP cn se rr ere rape not only wanted it Has the Union Label ALO, N.Y MICHIGAN TRADESMAN 23 KNOCKING. Its Practice Reprehensible in Any Store. Written for the Tradesman. You wouldn’t think that clerks would be so asleep to the best in- terests of the store where they earn their bread and butter that they would turn the place into a “knock- ing’ establishment; and yet there is just this reprehensible practice go- ing on in more than one place of business. I have a special one in mind where you would get decided pression of Eee ee ae a very im- sweet bells jangled, Harsh and out of tune.” Every clerk there seems to “have it in” for all the rest of the force, the proprietor thrown in. Whether they have an antipathy just for each other or whether their innate quali- ties are such that they would grind | on other people like two pieces of rough sand paper, no matter who they were, | have no means of know- ing. At any rate the atmosphere there is one of continual discord. You can feel it in look, tone and manner. The clerks seem all the while angry at each other and at the world in general. There appears to be a unanimity of design to set each other on edge—and that is the only community of purpose that an out- sider is able to discern. Instead of co-operation there is only pulling apart. It’s a wonder that the store hasn’t gone under long before now and it can only be a question of time as to its overthrow. Another mental vision where all seems harmonious as_ affairs happy family; where the clerks seem to vie with each other as to which can be the most agreeable, and the proprietor stands in the relation of a kind, indulgent father to his em- ployes. They look at the old gentle- man always with deference and pure affection shining in their eyes. They would no more say an impudent word to him or a disrespectful one behind his back than would a devout Catholic to or of his Father Con- fessor. To be sure, this store keeps the greatest variety of goods of any in the town, but that can not ac- count entirely for its great popular- ity. It’s the feeling of bonhommie, the very minute the lackey swings the postal, that brings you back to that store and and again. In another city I sometimes have occasion to do a little trading at the biggest store there. And it is a very big store. It covers a whole quarter of a block and overflows in the up- per stories into the building next to it. It is beautifully lighted on Sat- urday nights and in the daytime there is no cause for complaint that one can not see goods. The coun- ters are far apart so that there would be plenty of room to get about even on Bargain Day. But customers do not flock to that store even on that Day so dear to the feminine heart. store comes before my as ima where again again On the contrary, they fight shy of the place at all times. For all that the goods carried are for all classes | of people—from those who must count every penny to those who throw away the dollars—there seems to be a sort of hoodoo about the place. I never hear a good word spoken for a single one of the clerks. It seems to be the consensus of opinion to let the store alone be- cause the clerks are so disobliging. I’ve heard rich and poor and me- dium-rich all talk the same about them, so that it can’t be that a dis- tinction in service as to class. One young lady in an office remarked: is made “Of all stores I hate to enter, de- liver me from having any dealings with that firm. You never get kind look tossed your way, let alone civil word. Every clerk—no matter what department I go to—seems ac- tually to ‘have it in for’ the public. They act as if insulted that they have to wait on you. lve had it happen like this: When I went up to a counter two young women clerks stood talking eagerly togeth- er about parties and beaux. The girl who belonged to that section stood facing me. The other was_ braced against the counter in an I-don’t-care attitude. As I approached their vi- cinity and came to a standstill in front of them the one facing me shot me a cold stare, at the same time pressing the arm of her vis-a- vis. From the fact that they kept right on talking I judged that the nudge was a signal that they would Final] to be a virtue wit rupted them with: a ignore me. patience ceased y, h me and I inter- “*Young ladies, I’m very sorry to to conversation, have interrupt your interesting but I shall appointment if | may not be waited on here within fifteen minutes.’ ait ‘Greek meet Greek’ us. very that I take hands like that I could have stood it for a reasona- ble length of time, and especially if there had to disre- gard my presence; but that capped fie Climax and put a touch of sat. casm in my ultimatum. “The face of the girl whose busi- ness was polite service from behind that particular counter was a study. She turned as crimson, as an Ameri- can Beauty rose and flung herself with the question: ““Whadje want?’ “T stated my needs. “Don’t keep um!’ (Mad.) ““Have you so-and-so?’ “Don’t keep that mad.) “I gave up them, said, ‘Thank you for waiting on me—so sorry to have bothered you—-I promise you never to do so again,’ and turned on my heel. “Others talked with have had much the same experience at that depart- ment, and so I don’t regret the drub- bing I administered. I went there with the kindest of feelings in my heart, and left with animosity to- wards the whole kit of them.” That store loses every day by pre- cisely such tactics as the one re- counted. Many and many a similar tale has come to my ears. If such failures in duty are persisted in, and miss an was with It matters is seldom in my own been no nudge nuther!’ (More if these remiss employes are not su-| perseded by others who know their | duty and live up to it, the conduct | can have but one ending: bank- | ruptcy. Jennie Alcott. | ——e- 2-——_ —_. | It is not the upward gaze of ambi-| tion that makes men dizzy; it is the| looking down on those who can not} climb. —_——2s2s>___—_ There are a good many noughts in the sum total of the world’s in- habitants. Heald-Stevens Sherwood Hall Co., Ltd. Jobbers of Carriage and Wagon Material Blacksmith and Horseshoers’ Tools and Supplies. Largest and most complete stock in Western Michigan. Our prices are reasonable. 24 North Ionia St. Company HENRY T. HEALD, President FORRIS D. STEVENS, Sec’y and Treasurer Directors: HENRY T. HEALD CLAY H. HOLLISTER CHARLES F’. Roop FoORRIS D. STEVENS DUDLEY E. WATERS GEORGE T. KENDAL JOHN T. BYRNE Representing Bond Dept. WILLIAM CALLAN EK. J. PALMER United States Bonds and other Investment Securities 201-205 Board of Trade Bldg. GRAND RAPIDS, MICHIGAN Grand Rapids, [lich. CHILD, HULSWITS. BANKERS GAS SECURITIES DEALERS IN THE BONDS AND STOCKS Laporte Gas Light Co. Cadillac Gas Light Co. Cheboygan Gas Light Co. Fort Dodge Light Co. Information and Prices on Application. CITIZENS, 1999. BELL,424. MICHIGAN TRUST BLDG. A Big Sell Your Customers YEAST FOAM It is a Little Thing, But Pays You Profit MICHIGAN TRADESMAN SUPPLY AND DEMAND. Mutual Relation of the Employer and | Employe. In modern manufacturing, economy | is the dominant note. The days be-| fore the advent of steam and electric- | ity were days of small volume of busi-| ness and large profits; but to-day the| reverse of this condition obtains, and | we find that, as a rule, the ever in-| creasing volume of business has been | accompanied by an ever-decreasing | percentage of profits. Competition | has reduced the margin of profits to| a point where the cost of production| must be kept at the minimum by every | contrivance the manufacturer may in- vent. Labor in its last analysis is a com- modity, just as much as cotton, and | is subject to the unalterable law of de- mand and supply; and the manufac-! turers who, in these days of competition, would keep their fac-| 1 operation, paying | to the shareholders a just interest on their investments and at the time furnishing thousands of workers with the means of earning a liveli- keen tories in successfu same | hood, can pay only the market price | for necessary commodities, whether | cotton or labor. At the beginning of| the last century the workingman and} his employer were to all intents as- | sociated in business; the terms of the | partnership may have been unequal, | but the relationship between them! S practically that | Ww which any partnership. ~ exists in| With the advent of| factory system came a change—| employer became essentially a the the buyer, the workingman a. seller of | labor. | Now, while labor is a commodity, | like cotton, coal, oil, reeds, harnesse >5 of | ee | or any items entering into the cost production, there is added to it the human element, and from this springs the problem. | In our age labor is not only the necessity of the poor but is the ideal of the rich. sell cotton at a loss and say, “Never mind; A man may} va ; to-morrow market conditions will change and my loss May return to me as a profit.” He may sell coal at a loss and look confidently to the future to reimburse him—these things mere material possessions; but when he sells his labor, that is quite another thing, for his labor is his own lite) That i and the multitude of workingmen sell are s what manufacturers buy —parts of the lives of men. Mow shall we overcome the conflict between labor and capital? There is hut one way and that way lies in the recognition of the common humanity who sells of the and man the man who buys labor. “Here also,” says Carl iilty, 2 Swiss thinker, “is the reason why fac- tory labor and, in short, all mechan- ical occupation in which one does but a part of the work give meager sat- isfaction, and who why an artisan completes his work, agricul- as a rule, much more Or an tural laborer, is, than operatives, among whom the social discontent of the modern world first uttered itself. The factory workman sees little of the his work. It is the machine that works, and he is a part of it, He contributes to the making contented factory outcome of lof one makes a whole clock, which might be| iam most familiar. tile fabric was woven. little wheel. but he to him his work of art and an achieve- ment worthy of a man.” I recognize the truth which under- ilies this view; I recognize the esthetic value of hand-made things: but I in- sist that indiscriminate condemnation |of machinery is the child of an imma- ture imagination. The machine is merel ‘ tiplied many times, 1 to it attaches a special dignity because it anc results. Let me illustrate cloth is essentially the same in the| great mills in Fall River to-day as it| was centuries ago, when the first tex-| material was carded—that is to say, {it was cleaned and the fibers laid in| a uniform direction by means of a comb in the hand of the carder—thus| ithe father of Columbus carded wool: to-day huge engines perform the work | of the comb, but the carding engine |'s operated, as was the comb in the old days, by the human hand, only the} power of that hand is multiplied many thousand times. In the old days a single spinning wheel kept one woman jemployed from daylight to dark. pro- | ducing less yarn than the doffers now | take in an hour from any one of the} thousand spindles tended by one worker; and in weaving, the power loom merely reproduces the identical movements of the hands which wove the first textile fabric before recorded | history began. The great steam en- gine which operates the machinery in| the factory is perhaps the best illus- tration of this idea. A double engine }of the triple expansion Corliss type indicated at 3,000 horsepower is able of to raise cap- producing the power required 99.000.000 pounds to the IF A never | height of 1 foot in one minute. many laborers, think you, would be}gence animates it the man mul-| increases | the power of the man to accomplish | what [} mean from the industry with which I| The art of making} Then the raw! abocssusy to accomplish this tremend- lous task? And the machine itself is the perfection of mechanical skill: in| it is the perfect adaption of means to the end; it is the visible expression ;of intellectual as well as physical ‘power, for by its means the irresitible forces of nature are controlled and di- | irected by the will of man. | One step farther. The word ma- jchine in its first meaning is a con- |trivance—a means; in its broadest ;|Meaning it is any organization by desired effect is produced. 'Thus the whole factory is itself one machine the manager as the weaver operates his | }loom; and just as the weaver must un- which a | great which | Operates, |derstand his machine in all its parts—| |the gears, the pulleys, the shafts, the | jcams—so must the Manager under- | stand his men, who are the gears, the| pulleys, the shafts, the cams, of his greater machine. To return, however, to the main ithought of our discussion. As we| {walk through the factories and ob-| serve the operatives standing by their | machines, we are liable to confuse the ‘man with the machine, to fail to make How | of iI |light concerning the problem. in childhood, |eight-loom weaver. iriage and their ior twelve ithe distinction between labor and the! laborer, between the commodity and the man who sells the commodity. the same ma- ichine for twenty years,” said an old |slasher-tender one day, “until I have jcome to know the machine—and the ;machine to know me.” The ment is very suggestive and the work- “T have worked on tion of a poet. machine—and know me.” ; become a the the machine to In a sense the man does part of the operates, and the more he becomes a icomfortable that his intelli- that he makes himself the master of his instrument. the machine in | an The man who had the imagination to make the statement just quoted was not brutalized by twenty years of labor operating machinery. I know | |this man in his own home life, and | lbelieve that in his daily life he de- |serves, as few of us do, the name of Christian gentleman: and his wife, al though day in and day out for Many years she has tended eight looms in }a Fall River cotton mill. deserves, as | few women I have had the honor to i know, the rare title of lady. Let us take this man and this wom an as types of the brutalized working »cople, and in their home seek further The ,iusband came to this country from | Lancashire in early manhood, being hen by trade, as he is now, a slash er-tender. The wife came to America attended the public schools until by law she was permit ted to work, when became an After their mar wedding journey from she ithe church to their tenement, they re- turned to their work, and in the ten years Saved enough from their wages to buy a following home, costing perhaps |$3,000, and had in the savings bank; a balance sufficient to make it seem to jthem that the wife might with pru- dence leave her looms in the noisy | Weave-room and devote her time to state- | for her home and the two daughters, ; whom she had the ambition that they }ingman who made it had the imagina- | “T have come to know | education which would remove them beyond the walls of a factory. Her life of comparative might receive the ;ease was brief, for within two years machine he! Part of it the more effective will be| {his day’s work. He becomes a part CUST asks for another child was born, and, after a time, fearing that the of bringing up added expense the newcomer en- dangered the fulfillment of her am- MER HAND SAPOLIO and you can not supply it, will he not consider you behind the times ? HAND SAPOLIO is a spectal toilet Soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any Costs the dealer the same as regular SAPOLIO, but stain. should be sold at 10 cents per cake, a -> e--~ e-~ MICHIGAN TRADESMAN 25 bition to educate her daughters, she returned to the factory and remained there until she had made her vision a reality. This is but one of many similar in- stances which have come under my personal observation. Iam not famil- lar enough with the man with the hoe to venture an opinion, but as re- gards the man who operates the ma- chime, 1 can mot) believe that) ‘the stands bowed by the weight of cen- turies or that the influence of the ma- chine in itself js brutalizing. There is much in the modern factory sys- tem that is brutalizing, and reforms are necessary. These reforms can come only when the man who buys labor learns that he who sells labor is a human being like himself, and when the employee comes to. the realization that his master is not monster whose one thought is to grind the workingman under his feet. Laws may be enacted acted; butt -should be en- before they can avail greatly a better social understanding must exist between the man who buys and the man who sells labor. We have said that labor is a com- modity, just as any other necessity which enters into the cost of produc- tion is a commodity; but there is added to it the human element, and this makes the buying of it the most dificult task which confronts the manufacturer. The manager of a cot- ton mill buys cotton and it is true that nobody is interested except himself and the broker who sells its he buys-coal, and nobody cares about the terms of the trade except him- self and the dealer who sells it: but when he buys labor, not only does his trade mean much to him, much to the few hundred individuals with whom he makes his bargain, but it means much to the whole army of the dinner pail, which daily answers to the roll call in all the factories throughout the land. Let it now be our purpose to in- quire more specifically into the prob- lem and see how, outside any appeal to law, a better understanding may be brought about between the man who buys and the man who sells labor. To this end we may take a concrete example. There exists to my own knowledge one factory which, for half a century, has exemplified in its man- agement the ideal for which I am con- tending. It is a small concern. em- ploying at tivst not more than 300 hands. Tie st;erintendent knows each of his men personally; he talks with them about the things nearest to them, the little happenings in their home life, which are to them as dear as are the joys and sorrows. which lighten or make dark his own fire- side. In event of an accident to any of them, the doctor’s bills are paid and their places held for them until their recovery. In the fifty years of this corporation’s history it has been called upon to defend in the courts but one tort case, and that brought by a miserable fellow with an illustrious criminal record, who tempted Provi- dence to crown it by perjuring him- self to obtain a few dollars from those who for twenty years had befriended him. In the fifty years of the his- tory of this corporation there has oc- curred but one strike, brought about by walking delegates who knew noth- ing of the conditions which obtained there; and that strike lasted but seven days, when the men returned in a body under the conditions which had previously existed. The method here employed may be called Utopian, but the results prove it to be practical. At the same time the two incidents cited illustrate the difficulties which the encounters in manufacturer establishing a better social understanding with the work- ingman. The man who sells labor, as a rule, misunderstands his em- ployer quite as often as the manufac- turer misunderstands him. He fails to realize that his employer is a human being, endowed with an im- mortal soul, who has the welfare of his employees at heart; he fears the Greeks bearing gifts, and can not un- derstand that the man who buys labor may act from an altruistic motive. He often assumes the same attitude to- ward his employer which he fancies that his employer holds toward him, and he makes the meanest. the most selfish motives the basis of his trade. In my personal experience, the man who is most thoroughly hated by his employees is the man who has the physical, mental and spiritual welfare of his workingmen most at heart. I can imagine some will say that. granting all I have claimed for the corporation referred to, nevertheless it employs but a handful of men, and when we attempt to apply the same methods in a great corporation, em- ploying thousands, we face a differ- ent problem. Here neither the man- ager, the superintendent nor the over- seers can know personally each man in his employ. This is indeed true; but the manager can claim from all the men in his employ the same loy- alty, the same devotion, which the great general troops. commands from_ his There is in Fall River a man who employs as many thousand op- eratives as the corporation we have referred to employs hundreds; yet with him the same conditions obtain, and the explanation is the one | have suggested—this man possesses the essential qualities of a great general. If the factory be a small one, giv- ing work to a hundred men, the man- ager may know each one personally; but if it be a large one, so that such personal acquaintance is impract‘ic- able, he may know them as a general army—he may them, if he be a great man, with his own spirit. But, says the doubtful knows _ his inspire world, these men akin only to brutes, will not respond to leadership. Said Em- erson, “What a force was coiled up in the skull of Napoleon! Of the 60,000 men making his army at Eylau, it seems some 30,000 were thieves and burglars. The men whom in peaceful communities we hold with iron at their legs, in prisons, under the muskets of sentinels, this man dealt with hand to hand, dragged them to their duty, and won his vic- tories by their bayonets.” Do you believe, after the victory, those 30,- ooo men thought as thieves and burg- one, this offscouring of the lars or needed to be held in irons? | sion, the other sleeps in discontent And again, bowed as low by thelin his tenement. weight of centuries as the pessimist | Thus far we have approached our isubject from a comprehensive point be, still are they men, capable of in | finite would have us believe these men to of view, treating it, I fear, in a man- {ner more academic than the mighty impulse which compels | [et us | development, animated with | practical. now take a purely practical the race to rise from worst to better, standpoint and look at some of the from better to best. |facts concerning a great strike in the The relation of the man of busi-| textile world, whic ness to the thousands in his employ | Prostrated an industry representing is in a measure comparable with the|* seintahization OL 50,000,000, con relation which existed in another time|“¢mmned to idleness 27,000 operatives, jand filled with misery and discontent ] | 1 for five months between the feudal lord and his re-| : . tT : teas city tL £20,00% ersons, tainers. The retainers served their}® ©!ty Of 120,000 person : c {down in wages of 1214 per cent. At master in the great game of war: to-|GOW" } 1, - ] en i : itheir its’ end # al attempt to day the workingman serves his master| te!" wi 1c ds ittempt t te the factories without a loss in the great game of business. But | : : ye a An rake Ge a ae ot ee with this difference—loyalty was the}?! profit in eae tition with South : = : itl Tat fen enioued 4 ten. ideal of service in the one; in hatred|¢™ Mills, which then enjoyed a tem Ivantace in cheapness of 1- does the other serve. To accom-|POtary advantage in cheapness of lab 1 : . : ir, then, as n organized. It is due plish the highest results in the com-| 0" then, as now unorgat It a ee sac mercial regime, loyalty must be en-|t? te Secretaries of the textile tues . - : t SaV c they Of Ss¢ a SEMike. 2s gendered in the soul of the operative.|'0 S@y¥ ree BHey OPO ed a st ike, This can not be accomplished in a| the conditions pointed to certain vic- baw € { , Al ) ol at} day; it must be the result of slow|‘oty for the manufacturers. In the but certain growth based on a recog-| XC/tement of the moment ee : See el peiudice sevatled = nition of the common humanity of|S¢"tment, prejudice prevailed, anc : \ Se eae ve s the man who buys and the man who/t#¢ unions voted to quit work unless i" | 1 1 c 5 i : sells labor. The feudal lord and fejc | the old schedule of wages was re- Stored. Phe + t i condition was impos retainers understood one another be- ) 1 mq : ! Siple| the manuiacturers incthe wiade cause they fought in the same cause. sible, the manufacturers justly made ie : ' dees and the lone sie faced side by side the same physical| 7° COmcession, and the long strik 7 i : 1 1 Nnsued. peril, used the same weapons. At the|&™st end of the battle master and man| A suggestive fact should here be sought the gift of sleep in the same} noted—the labor leaders opposed the camp. They were comrades. It is|strike, the sentiment of the majority not so to-day. The master fights | of workers was against resistance, for for power, the man for his daily|but 2,500 out bread; the fights with his | voted at the meetings of the unions: mind, the man with his body; one} yet a handful of f 27,000 operatives master enthusiasts, self misery in his man-! willed, unmindful of the sleeps in restless common The Wise Do First What Others Do Last Don’t Be Last Handle a Line of BOUR’S COFFEES The Admitted and Undisputed | Quality Coffees They Are Trade Builders Why? Because the J]. M. Bour Co. offers the Greatest Coffee Value for the Money of Any Concern in America. Unquestionably the Best Branch Houses a The J. M. Bour Co. Principal Cities Toledo, Ohio ey eS 26 MICHIGAN TRADESMAN welfare, brought about by their votes a calamity from the evil results of which, after nearly two years, neither | the corporations nor the operatives | have recovered. | The question may rightly be asked, How did it happen, when the strike | did not meet with the approval of the| labor leaders and was unpopular with | the mass of the workers, that it en- dured through so many months of bitter hardship? Why did men and women whose better judgment re. belled against an unavailing strike accept its conditions and make no concerted effort to terminate it? There are many reasons, but the main motive, I believe, was an unreason- ing loyalty to the unions as embody- | ing the ideal of the of the workingman. The authorities at| Washington may declare what deem an unrighteous war: but when| rights we the drum beats and the call comes for volunteers we are ready to offer| our lives in the service of our coun-| try—the individual sacrifices himself| the common The strike] was declared by a small majority of votes cast by 2,500 men and women assembled at the meetings of the 27,000 acquiesced in the to cause. | | | | | | unions; resuit. This fact illustrates the unions both for good and evil, | and enforces the value of that ideal | of loyalty to which I have alluded.! | The power of labor unions rests in| yet the power of| the loyalty not only of the members. | but of all working people, to the ideal | which underlies the unions—the dig- | nity of labor—the sacredness of the| The fact that workingman may not realize that he! day’s work. every | is loyal to an ideal does not alter the! fact—he is loyal, and his loyalty un- derlies act. This loyalty gives a power to the unions which| his every can not be computed in terms of the commercial world; it is the motive, however, animating a force which the commercial world must recognize and | direct with judgment. | The power of unions is unlimited | and may be used to the physical, men-| tal and moral advancement of the | workingman, or it may be directed | to his destruction: it may serve the| advancement of mankind, or it may| retard the increasing purpose of the} ages. The need of labor unions, as| the need of a nation, is for ntelie| gent leadership. The power is here! —who shall direct it? Steam existed| countless ages before Watts. electric- ity before Marconi flashed his first message through miles of space; yet of watched steam | | | | | | and pouring countless teapots, and rubbed amber ages men the women | | unresisting | | | from | for evening’s amusement, before | the master came to make these forces | the willing servants of mankind. Allow me to intrude myself to the} extent of presenting my personal im-| pressions of the great strike in ques-| tion, first explaining my individual re-| lation to the employers and employes. | In a small way I am directly an em- ployer of labor—the machine shops to which I give my daily attention em- ploy, perhaps, 200 hands; the cotton f-ctories in the Management of which I am_ indirectly associated, several an |stance its cause was just. imight have | over ity i yond |a_ holiday. ;One more earnest than |stranger could thousand. From a purely commer- cial standpoint, then, my bias should have been toward the welfare of the manufacturers. For fifteen however, I have been associated with St. John’s parish, composed of Lan- cashire working people and _ their American children. My association with them has been as intimate as My association with the manufactur- perhaps more intimate, because the less highly organized the social development, the greater the possibil- ity of intimate relations. I have had the honor of officiating as best man at a wedding of an employee, of serving, in the absence of a clergy- man, at the burial of a workingman’s child, of holding the hand of a labor- er in his last hour of life: and if I years, crs: have any message relating to the Ja-| bor problem, it is this—the values of life are relative, and be the man born }to wealth or poverty, his instincts and emotions are the same. The great strike was declared; la- |bor faced capital in open battle; mar- ket conditions proclaimed that the cause of labor was lost; capital would suffer greatly, but in the end would be victorious, because in this in- Twenty- ;seven thousand men and women were out on a strike; this number includ- ied the people of all nations—English and French, Trish. Portuguese, Ital- ians, Poles and Jews; men and wom- en whom the smug and comfortable jterm the offscouring of Europe. You demonstra- army; but expected a tion of force from this }when at daylight the engines turned in the deserted factories, and ithe few workers, either without loyal- to an ideal or possessed with | keener vision than their fellows, an- swered the summons of the bells. be- a few broken windows were no evidences of violence. in the day the streets of the presented no unusual sights, except that they were more crowded, as on Men and women who. under normal conditions, would have been standing by their machines. in- creasing the wealth of a nation, stood gazing into shop windows enjoying a leisure unknown for years. Here and there little groups gathered about his fellows, who harangued a_ listless audience concerning the rights of man. At nightfall the crowd dispersed and a have found there Later city no evi- jdences that a great battle was being waged in the city. In a few days mass meetings were held in the theatre, at which speeches were made by men conspicuous in the labor movement, urging the workers to be true to the cause- —but still no violence. The workers were self contained, confident of victory. Only once was there an occurrence suggesting public disorder. This hap- pened after weeks of resistance, when the hardships of the battle had be- come well nigh unendurable. At the close of a mass meeting a weaver, braver than his fellows, spoke the truth, his motive being the common good. He had the intelligence to un- derstand the Situation, the vision to see that the existing conditions point- ed to certain defeat for the labor cause; he had the courage of his con-|to be their enemy, they fought self- victions and he spoke his mind. Injishly as did their Opponents; but in a moment the meeting was in an up-/this instance they fought in the cause roar and a mob followed the man of! of right. Physical suffering was the convictions through the main street. | lot of the laborer—cold, hunger, pain. The man was rescued by the police} Mental stress was the lot of the man- and the crowd dispersed. The next | ufacturer — the determination to day he returned to his looms and a} of bodily com- few followed him. To-day his name|/forts, the terror of defeated hope, de- is a name of reproach in the City |feated ambition. Recognition of one of the Dinner Pail, but sincere | fundamental fact would have relieved service to the cause of labor will livelin a moment all this bodily suffering always. and mental stress—the fact that While the workers were holding whatever conditions benefit capital mass meetings striving by every in- ;must benefit labor as well, and that genuity to maintain a lost cause. the any measure which, adopted, would representatives of capital were im-|be of lasting beneft to the one must mersed in the endeavor to start the of necessity be of permanent advant- factories to supplant in a thousand|age to the other. The forces of homes want with plenty, despair with/labor and the forces of capital waged hope. They fancied the workingman'‘a fierce battle, yet their interest; achieve, regardless his Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton. Price $1.00 Each carton contains a certificate, ten of which entitle the dealer to One Full Size Carton Free when returned to us or your jobber properly endorsed. PUTNAM FACTORY, National Candy Co. Makers GRAND RAPIDS, MICH. Are you selling the S.B. @ A. Kisses The snappy, up-to-date kind that take so well and eat so good? Don't make a mistake. S. B. & A. on every wrapper. Made only by Straub Bros. @ Amiotte Traverse City, Mich. were identical. hardships, Each side suffered springing from a common cause; the battle fought by capital, rightly analyzed, was not against labor, but against market conditions, and the battle of labor was against the same conditions. If, instead of contending with one another, these two forces had united in the common cause, untold suffering might have been avoided. In the end a conference was ar- ranged to be held at the State House, the Governor of the Commonwealth acting within certain trator. The Governor was a manu- facturer and a large employer of labor, who, in spite of the fact, was elected to his high office by the en- thusiastic support of the labor vote. He had previously shown in his re- lation to his employes an ideal spirit of fair play. He could not know per- sonally each man and woman in his employ, but his the spirit of a great general animating his army, and they were ready with their enthusiasm. when the opportunity came, to place him in a position of influence and opportunity. They had for him that loyalty which should exist on the part of all working people toward their employers, and he inspired their loyalty only because his humane at- limits as arbi- titude toward them compelled their devotion. The conference was held in the State House and the strike was end- ed. The solution was a simple mat- ter. The margin between the cost of the amount of cotton required to make a cut of cloth and the market price of the same cut of cloth: under the old schedule of wages was to be taken as a basis, and wages in the future were to be computed on that basis; a 4 per cent. advance, repre- senting the margin then existing, was to be made at once, and wages were to vary weekly with the fluctuations of the market. No plan could be de- vised of greater advantage to the man who bought and the man who sold labor; each would share alike in the advance or depression of market con- ditions. A few days after the con- ference smoke again poured from the factory chimneys, the whirr of the spindles and the ceaseless clatter of shuttles were again joyful sounds within the factory walls; at the bell hour the Army of the Dinner Pail again responded to roll call—the iong strike was ended.—Johnathan Thayer Lincoln in Atlantic Monthly. 22> ____ An ancient villager, during a se- rious illness, refused to see a doc- tor, relying instead upon a certain quack medicine. The minister urged upon the man’s wife that his conduct was almost equivalent to suicide. “Yes, sir,” replied the wife; “I know it; and many a time I have prayed against it in the church service.” “I don’t quite follow you,” remarked the clergyman; “are you talking about the prayers for the sick?” -Ob, no, sir; I mean when we say in the litany, “From all false doctoring, good Lord, deliver us.’” oe When a man borrows trouble he puts up his peace of mind as col- lateral. MICHIGAN TRADESMAN Always Travel With the Top Notch- ers. “Mix with people that can do you good,” is the homely but hel pful ad- vice given to young men by one of the most powerful politicians in the United States. “Spend your time with men older and wiser than your- self,” says a Chicago lawyer who stands pretty close to the head of his profession. “Don’t waste your time on little things or little men,” says a merchant who had been asked to give some of his rules for the attain- ment of success in the business world. There is in this short symposium of opinions of experts a great lesson for the young worker. The records of any business house will show that some of the young employes have taken such lessons to heart. Those records also show that the youngsters have had promotion in consequence. George W. Perkins, one of the part- ners of J. Pierpont Morgan, once sold insurance policies in Chicago. He had no money and little business. No- body did anything for him, so he re- solved to do for himself. Instead of spending his time among his fellow agents he cultivated managers of in- surance offices. At first they regard- ed him as an interloper, but he cared little for that. He simply pushed his way in, got to know their ideas and methods, studied them, improved on them when he could, and finally became a manager of a big office him- self. No man ever got ahead by wast- ing his time with people who did not know as much as he did himself. The wise struggler in the race does not hang back with the slower run- ners, but does his best to travel with the top notchers. The Chicago lawyer who gives the advice about associating with older men has followed that advice him- self. He came to Chicago from a small country town. He knew no one here. His first associates outside of the office into which he went were law clerks and clerks in other lines. He soon found that he knew as much law as any of the other law clerks, and that what the clerks who were not law clerks knew could not help him much. So, without being in the least a snob, he drew away from them, made acquaintances among practicing lawyers who were older than he, and gradually formed friends who were older, wiser, and in a bet- ter position to extend help to h'm than were any of those with whom he was thrown in contact upon first coming to Chicago. Older men at first may resent the efforts of their juniors to force their way into their councils, but the junior who couples with this pluck and fin- esse or tact always can clear the way for himself. There is no great, successful man to-day who advanced a step along the road by giving his leisure hours to roisterers or to those men who could not help him. Of course he can derive benefit from the perform- ance of the labor to which he is giv- ing himself, and more of it he can get from books; but there still re- mains a great deal that can be learn- ed from other men. Not from the men, surely, who do not know it, but from the men that do. And, that the real expert is approachable as it almost always is true and kindly, it almost always is at the to go to the men that really know ’ pos- | Get our prices and _ try sible to learn fountain head, | “DAW HL our work when you need Rubber and Steel Stamps A friend of James Whitcomb Riley | Seals, Etc. tells of an occasion when the humor- | ! ,| send for Catalogue and see what ‘St, Whol is, as a rule. extremely | averse to functions, duced to attend a “ ire}e} and, knowing, are willing to impart their learning to the beginner. John Weaver. SE Beyond the Pale. we offer. Detroit Rubber Stamp Co. social Was in- literary” dinner in | Lh ae 7S NOnOF Of a 99 Griawatd Se Detroit, Mich. Riley had been told to take in to | dinner the sister of his host, an ex- | cellent woman, although anything Fast, Comfortable and Convenient but “literary.” | The conversation touching upon the | beauties of Chaucer, about whom a| - ¢ = 1 | .e rigee 4 Ve P< j > ; certain set o h ‘ity was then cul Service between Grand tapids, Detroit, certain set fle Cty Xi ‘ : Niagara Falls, Buffalo, New York, Boston Michigan Central ‘‘The Niagara Falls Route’’ discussion the bewildered | caught from time to time only the name “Chaucer.” At last she whispered to Riley: | “Who is this Mr. Chaucer they’re | talking about so much? Is he popular in society?” “Madam,” solemnly responded Ri- | ley, “that -man did something that} forever shuts him out of society!” | tivating a fad, a spirited ensued during which sister Very | The only road running directly by and in full view of Niagara Falls. Al trains pass- ing by day stop tive minutes at Falls View Station. Ten days stopover allowed on through tickets. Ask about the Niaz gara Art Picture. ort a att? oxclai > he hy | eavens!” exclaimed the worthy | a = 1 ad hai was that?” | E. - Covert, 0. - Ruggles, dame; “and what wa: lat: | @ Citv Pass. Agt. Gen. Pass. and Ticket Agt. “He died several hundred years |g Grand Rapids. Chicago { ow ago,” said Riley —— U. S. Horse Radish Company Saginaw, Mich. Wholesale Manufacturers of Pure Horse Radish ang INSURED aE BAUM) la ara) CUE a ane If you matty your stenographer The dictation is liable to shift. Buy “AS YOU LIKE IT” horse radish To give your appetite a lift. Absolutely the Best Coffee Made This coffee is selected from the highest i grades obtainable. It is carefully cleaned be- mt a i “i fore and after roasting, and then the Mocha ae il Su sir and Java are blended in such a manner as to aC ‘cre give it the flavor which has made it so popular. e i mi 4 | ih The sealed can preserves its strength and aroma, and every ounce is good and clean to the end. In 1 Ib. and 2 lb. packages only. A e coffee that holds the trade, because there is none better. Write us for prices. } =f a . i l / Me il “il, |! = | The Smart & Fox Company Wholesale Grocers. and Coffee Roasters Saginaw, Mich, 28 MICHIGAN TRADESMAN KEEP THE CUSTOMER. Don’t Drive Him Away by Useless Insult. Written for the Tradesman. Glenn Hoyt came down from the North annex himself to his job in the city. He had been having the time of his life, fishing and hunt- to ing and sleeping in a tent on the pine- bowered of lake which was full of fish and too cold even in Au- to He had worn his old clothes all summer and now look- ed like a Mr. Dusty Rhodes just in from a summer tour of the corn belt. But he looked hearty and well, and that is the main thing. edge a gust Swim in. Glenn is book-keeper at a great | manufacturing plant, and the men he works with are fastidious in the matter of dress, so he thought he'd look about town and buy a hand-me- down suit before going to his room to dress for the office. ed the lesson that it a good thing, even in } out to the de- partment where the suits range from $25 to $40 each. He knew or two of the clerks by sight, but none goods, so he walked one g recognized him in his camping out- | fit. The clerk who waited on Glenn is tall and pale of face. slim hands which look uncanny as he passes them over the suits he is try- ing to sell. He has a long, thin face, and is bald at the top of his fore- head. At the first glance one gets the impression that he has a high forehead, but there is a difference be- tween a high forehead and a lack of hair. This clerk is shy of hair and not long on forehead. Glenn looked over the $30 suits the clerk dragged out of the pile, about his clothes, and wants to have them just right. One suit which fitted him was not of the right color. Another which was of the right color and size was one. He is particular carelessly made. He was not finicky. He knew just what he wanted and wanted the clerk to keep on hunting until he found it, which was what the boss fed the clerk for doing. Presently the tired. clerk began to get It was not because he wanted to get away to a more profitable cus- tomer, for there were no waiting ones in his department. Once rid of the customer, by sale or otherwise. he could lean against the stacks of cloth- iT ing and gossip with the clerk next to him. Glenn saw what was the matter and tried to hasten matters, | but it was of no use. He couldn’t find what he wanted. “T think I’ll have to go up another notch,” he said, after a time. “T don’t seem to find what I want here.” The clerk hauled out a $40 suit, looking as if he was doing it under protest. It was no go. The suits were all right, but Glenn had been used to having his clothing made to order, and he had notions about things which did not jibe with the ready-to-wear goods shown. At last he gave it up and turned away. Then the clerk thought he’d get even with him for the amount of work he had old | He had learn- | is well to buy | ready-made | He has long, | but | found something wrong with every | caused. He called to a clerk halfway across the store: “Say, Charley, show this fellow some of your cheap suits—about $9.” It was a direct insult, intended as such, and Glenn realized the fact. He had not found the suits shown him too expensive. He had not. suited himself, that was all. He was angry enough to waste a little of his sum- mer outing muscle on the clerk, but he jturned toward the elevator instead. |The clerk grinned. Glenn is getting about four dollars where the clerk one, and he protested against | being set down as a cheap skate by lsuch a person, but he was not equal |to making a row there in the store. As Glenn turned toward the eleva- tor the manager stepped out from be- |hind a stack of clothing. The man- ; ager and Glenn were old friends. They |had hunted and fished together and islept on pine boughs together in the of the North. “Wait,” said the manager, taking Glenn by the hand. “I heard what that clerk said to you, and I don’t | want you to leave the place thinking that we allow our employes to insult jcustomers in that way.” [ers forest still “He’s a fresh chap, all right,” said Glenn, “but it’s not worth making a fuss about. I didn’t find what I jat not making a sale.” “Getting annoyed is not one of his duties here,” replied the Manager. |“‘You came in here in your camp out- | fit, and he thought you some laborer | | who wanted to put on dog by pre- tending to want to buy an expensive |teady-made suit. Come back here a | moment.” “Mr. Howell,” said the Manager to {the clerk, “why did you ask Charley to show this gentleman his $9 suits?” “Oh, I thought he wanted some- thing about that price,” was the cool reply. The clerk looked at Glenn as if |he would like to knock him through the floor for being the cause of call-down from the manager, “We didn’t ask for $9 suits, did he?” “No, but others.” a he wouldn't buy the “Then the call to Charley was premeditated insult?” Oh, no.” ad “Ll want it understood,” said the manager, “that every customer is to receive courteous treatment here. Mr. but Hoyt looks like $9 suits now. his salary is doub!e that which you were receiving here. know that you have not | every customer who has no: How do 1 insulted bought goods of you a “If they don’t buy, what good are they?” asked the clerk, looking an- grily at Glenn, who wanted to get out of the storm center, and was pulling at the manager’s sleeve. “There is always a future,” was the reply. “If a man does not buy to- day he may come back to-morrow, or next week, next year if he | treated right. A man like you ought |to be working in a stave mil] some- where. You are too fresh. You am- ble down to the cashier and get pay for two days—not because you have earned it, but because | agreed that you should have so much per day as OF is wanted, and I suppose he is annoyed | ! long as you remained in the employ of the firm.” “I didn’t know the tramp was a friend of yours,” the “i hat manager. sneered clerk not matter,” said the “IT should take the course I am taking now if Glenn was really tramp and $6 Lf get another job in a cloth- the does te a wanted a suit. you ever ling house show goods you are manager turned to his friend. ng Q( | “There is too much of this fon, he said. rel with him. He can only say sar- castic things—things meant to rankle {in the brain of the other. He doesn’t | know the customer's pedigree or. his ] status, so he can’t twit on facts. falls the old plan of calling him cheap. You take a mean clerk who gets six dollars and he will talk about a $0Cla He therefore back on week being cheap because he doesn’t buy You will what the clerk wants him to buy. can’t say a thing to a man that Call p. and you make of him an A so treated longer be remembered. chea a my for life. man in ”? his friends. “You are right there,” said Glenn, | “and the quicker clerks of that kind | ] gotten rid of the better it is for firm. are the a week. He is one of the kind who try to make a customer fee] cheap. | asked for and don’t cut in with your | lip when sales don't go fast enough.” | The clerk hastened away, and the | “When a clerk becomes | annoyed at a customer he can’t quar- | a4 man | man | ene- | i store not only stays out of it for-| ever, but he plugs against it among | I know a fellow who works Mica Axle Grease | Reduces friction to a minimum. It |Saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in |1 and 3 lb. tin boxes, 10, 15 and 25 ‘Ib. buckets and kegs, half barrels |and barrels. Hand Separator Oil is free from gum ard is anti-rust and anti-corrosive. Put up in yy, 1 and § gal. cans. Standard Oil Co. Grand Rapids, Mich. A CASE WITH A CONSCIENCE is the way our cases are described by the thousands of merchants now using them. Our policy is to tell the truth about our fixtures and then guarantee every state- ment we make. This is what dealing. Just write “Show me” ona postal card. GRAND RAPIDS FIXTURES CO. 136 S. Ionia St. Grand Rapids, Mich. NEW YORK OFFICE, 724 Broadway BOSTON OFFICE, 125 Summer St. Washington Ave, we understand as square | | lin a grocery department for $7 } | | | | | a aaaaeEieee A HIGH MARK That is what we are aiming at, both in number of subscribers and efficiency of service. Over 107,000 Subscribers in Michigan, Including 35,000 Farmers High-class Service Moderate Rates Call Contract Department, Main 330, solicitor will call on you. The Michigan State Telephone Company - E. WILDE, District Manager, Grand Rapids, Mich. Fair Treatment and a — LAKE ODESSA MALTED CEREAL CO., LTD,, Lake Odessa, Mich. Why It Sells Because, in the manufacture of Crescent Wheat Flakes, we retain all the nutritive parts of the wheat. Because it is more palatable than others. Because the package is a large one, and filled. Because it sells at 3 for 25e and gives you 25 per cent. profit, when sold at 10¢ it pays you 50 per cent. profit. Because its quality is guaraateed. $2.50 per case. $2.40 in 5 ease lots, freight allowed. For Sale by all Jobbers Manufactured by He will sit in his hall bed room nights with the door open, for you can’t get a room with heat for $1 a week, and talk about ‘cheap skates.’ He will hunt about the city to find a place where he can get a breakfast for five cents and sit at a sloppy counter and talk about the nuisance of waiting on cheap customers. “One day I was up in his depart- ment on business and heard him in- sult a customer. I asked why he didn’t get the goods the woman wanted. His reply was that she was too particular and too slow, and that he could make more money for the firm by waiting on some one else. Now, what do you think of that? And that fool was drawing money for injuring the store.” “I’ve heard clerks say that before make more money by some one else. Look at the foolish- ness of it. The firm can hire more clerks if the customers come too fast or are too slow in buying. It is to the interest of the house to have every person properly waited on. The firm can hire more clerks, but it can not get more customers in the place of the ones turned away by insult. That is what we advertise for—to get peo- ple into the store. We don’t want them insulted after they get here, do we? I’m glad there are only a few clerks of this kind in the world. As a rule clerks do their best to make friends as well as to sell goods, Now, come on over here and I'll introduce you to a clerk who will sell you a suit of clothes.” And he did—which shows the dif- ference between salesmen. Alfred B. Tozer. ——~+-<.___ Lincoln’s Horse Trade. When Abraham Lincoln was a lawyer in Illinios he and a judge got to bantering one another about trad- ing horses, and it was agreed that the next morning at 9 o’clock they should make a trade, the horses to be unseen up to that hour, and no backing out under a forfeiture of $o7. At the hour appointed the judge came up, leading the sorriest looking speci- men of a horse ever seen in those parts. In a few minute Lincoln was seen approaching, with a wooden saw- horse on his shoulder. Great were the shouts and the laughter of the crowd, and both were greatly in- creased when Mr. Lincoln, on sur- veying the judge’s animal, set down his horse and exclaimed, “Well, Judge, this is the first time I ever got the worst of it in a horse trade.” —_——_ ee >____ The idea that snakes are useless creatures and should be exterminated wherever found will have to pass away, as in Australia they are now being systematically reared for the sake of their skins, which have a con- siderable commercial value in Lon- don, Paris and New York. Snake skin is the fashionable material for slippers, belts, bags, purses, card cases, jewel boxes, dressing table ac- cessories, etc. Rabbit trappers sup- plement their means considerably by catching young snakes and ex- tracting the poisonous fangs. The blacks are also expert snake catch- ers. To them the snake is an agree- able article of diet. Waiting on (tye he | | | jp omre tO yOu fo buy and — ask you! | | MICHIGAN TRADESMAN 29 Retail Credit the Cheapest Thing Above Ground. One night last week I ran up against a credit man for one of the Phila- delphia department stores. Hes 4 very capable fellow. He told me he had been up against all sorts of credit propositions for twenty-tive years and knew the game pretty well. “The cheapest thing above ground {0-day is credit,” he said “and when a merchant loses money by bad debts it's his own fault ninety-nine times | out of a hundred. “Why should a merchant | goods without some sort of securi- persisted. “Suppose you're | in business and have a stock of goods. | They’re all paid for: you've put out} your good money to get them. | {Oo trust: me for a month. Do you! ask for security that I will pay you} at the end of the month? Not once | in a blue moon do you! You let me have the goods usually without the a | slightest question, At the end of the| month I may pay you and [ may | not. It may turn out that I’m living | on my face and haven't got a cent| you can touch. You storm and you | threaten and ] simply give you the| merry ha-ha. aré getting the right idea.’ he con- | | | -|ome of the department stores | | | tinued. “Il know one department store (Wanamaker’s) that won’t give | credit to anybody who doesn’t own] real estate security, unless they'll get a surety who does own it. In that| way the store is absolutely protected against almost anything that ean i. come. up. “What sort of merchant do you look on as the easiest mark in the credit lines, I asked. 1 knew whatl the answer would be, all right. “ENG gtocer,” he said and (te didn’t hesitate about it a minute. “Why?” I asked, though | knew. | “Well,” he said, “look here. You| let a man move into a new neigh- | borhood and the first thing he must! do is hunt up a grocer. He goes to the grocer a perfect stranger. The grocer never saw him before; he may be a confirmed thief just out of jail for all he knows, yet what does he do? Does he say, ‘Why certainly, my dear sir, I’ll be glad to sell you goods, but I don’t know you and it’s only fair that I should have some sort of security unless you intend to pay cash?’ Does he say that? Once in ten thousand times. In all the other cases he forms a hasty judg ment from the man’s appearance, or the woman’s, as the case may be. If they’re likely-looking people—look honest, in other words, as many a crook does—the goods go out with- out the slightest question. Often the grocer will even laugh aside a man’s attempt to give him reference. ‘Oh, that’s all right, sir,’ he’ll say, knowing no more whether he’s going to get his money than he knows what day he’s going to die.” My personal experience says all this is true. I know a young fellow who makes a good income, but is such a good spender that he’s broke nearly all the time. Ask him to pay cash for anything and he’d drop ;Out to get credit from a new mer-| }man, but they make the good cus-| lthings are yours. | preaching, isembled a bartender than ; worth. What I want is to be “colored, income for week’s| dead. S50 | his ahead is always mortgaged up to its limit by bills contracted. This fellow, and there are thou-! sands like him, lives on credit. If credit was suddenly withdrawn such | people would find themselves in the | bankruptcy court in twenty-four | hours. Well, what I started to say was that when this young blood goes |chant he invariably togs himself out! CG OUrT | Not by] accident, but by deliberate intention | for the effect it produces. in the best clothes he owns. i tell you, fellows, clothes not only make the} tomer. You look as if you had mon-| |€y in your clothes, and even if you| really haven’t, the world’s good} That’s as sure as | I’ve always been badly handi-| capped in this respect. While I’m} real stylish, I have been informed at | times by my wife—when the Waves | ran high—that I more closely re-| anything | else. I’ve never been able to get | credit without making a clean show- down, and it’s been darned incon-| : : | venient. I ain’t one of those people | | | | who want to be taken at their true | coated or powdered, so as to appear | better or of greater value” than I | really am. ‘That’s the way the pure| food law has it, and it suits me ex-| actly.—Stroller in Grocery World. A Special Sale Secure a date for an August or Septem- ber ten days sale, and have your store thronged with cash customers. Odds and ends and surplus merchandise turned into money and your stoek left ciean and ready for Fall business. My true and tried and Strictly honorable methods will turn the dullest days into the busiest. But it is not by argument but by achieve- ment that I desire to convinee. The character of my work makes suc- cessful results certain and the after effects beneficial. Highest grade commendations. Special attention given to securing profitable prices, All sales personally conducted, Write me to-day. B. H. Comstock, Sales Specialist 933 Mich. Trust Bldg. GRAND RAPIDS, MICHIGAN Make Me Prove It I will reduce or close out your stock and guar- antee you 100 cents on the dollar over all ex- pense. Write me to- day—not tomorrow. E. B. Longwell 53 River St. Chicago Hocking Dry Measures (Bottomless) For filling paper bags. Saves handling vegetables twice. “Cuts out’ guessing at quantities. . Order of your home jobber or W. C. Hocking & Co. Chicago TRADE MARK These are really something very fine in way of Canned Goods. Not the kind usual- ly sold in groceries but some- thing just as nice as you can put up yourself. Every can full—not of water but solid and delicious food. can guaranteed. Every JUDSON GROCER CO., Grand Rapids, Mich. Wholesale Distributors I Ses Pure Apple Cider Vinegar Absolutely Pure Made From Apples Not Artificially Colored Guaranteed to meet the requirements of the food laws of Michigan, Indiana, Ohio and other states Sold through the Wholesale Grocery Trade Williams Bros. Co., Manufacturers Detroit, Michigan flea Es 30 MICHIGAN TRADESMAN INSOLENCE. It Does Not Pay When Dealing with Customers. Written for the Tradesman. The public business men who ilings with said attention. In am reminded occurred respectful line J of an incident that thinking on this years ago in a thriving village not forty miles from the Valley City: V } of the prin- cipal merchants of the town. That is not, for obvious reasons, his real | name, but serve my purpose even better than his proper cogno- men. | siaemeetan my ter He sort and had} One day, late, Mrs. Blankit, one of | laid by a nst his wed- | Irving’s best customers, called her ding d settled in the / little son to her and told him to go | village and opened a store. o the store for a list of needed gro- | His wife was a genteel sort, and | ceries was, of course, better pleased with “I don’t like to go so late, Mam- being a merchant's wife than the said the little chap. “I know spouse O1 an was given to some smal] not outrageously so. _. . - “aa MEF in 4f. c From the start the younz lant seemed to prosper. clerk Qutset. As h own and book-keeper at is business grew it be- 1 came necessary to hire some help. In BOnE to time he employed two and some- times three clerks. Like his wife. Hoyt Irving, as he prospered, felt life part as well as live the prosperous From the first Irving had the trade of the workingmen. He came from the ranks, was one of them and everybody liked genial Hoyt Giles Randy got into the merchant’s good graces and won the place of delivery boy. Evenings Randy help- ed in the store. smart lad, in a way, and seemed to take with was a everybody. The delivery boy being a motherless lad, his employer As became village had great sympathy for him. time wore on Irving ; President—in fact. | 4 . ac sponsible places in the gilt, public and began to be strongly talked of for the Legislature. The delivery boy made friends with almost everybody, although he carried his head a trifle high for his position. He smoked cigarettes and talked about “our store’ with the dignity of a Marshall Field. At some things in times demur at his line of duty. He did not like to keep late hours in Randy would his work, but seemed anxious to get behind the counter and meet the rather than doors in the village. t public there at kitchen “T wasn’t cut out for a common delivery hoss,” he told one of the neighbor lads. “I’m up in all the store work and my place is behind the counter.” “Well, some thing other. “One can’t do that very well. Hoyt you'll maybe get there day, Giles, if you do the square by Mr. Irving,” returned the is very sensitive, and it | have | bublic to treat the |, a I eos “—" | leadin’ the some | aS 2 Carpen- i nary mechanic. She | extrava- | her laddie mer- ii He was his | the | | walk in. his oats, and he began to dress the itl or ai jlivery boy. held several re-| care a rap for me. He’s got itics on the brain and lets things ide at the store. Say, Tim, I'll tell something—on the side.” said Tim. he boss was in to Red Mike’s evening while his wife was MW CT Uf ap to the Methodist church! Now wouldn't ve? expressed : : ; that jar Tim his astonishment }and wondered what Mr. Hoyt Irving could be doing at bling hole, and Red Mike’s gam- be President of the village at that. “His time is I 1 } tert He so he that’s went out, see. t election and care. He’s gamblin’, ”’ and Randy a ing. you Oo In th o* “ does not what he’s adoin’ what nes adoin, on his way ch s won't deliver ’em to-night.” “Why, ves, he will. iny dear. That's what he is there for. It may be| late, but I must have the groceries | to use early in the morning. Go {right along, there’s a dear.” She gave | the pocketbook, way. dark store. Giles alone behind the counter. when he clerks Randy It was almost rived at the “he dinner. was unless he wanted the store some- thing. “Hello, Jacky boy!” saluted the de- | time o’ day?” “To buy something, of course.” The little fellow told off his va- lrious wants. Mr. Randy © scuffed jabout, looking sour while he began |doing up the groceries. This done the boy paid for the lot. “Mamma wants them sure to- night,” said the lad as he shoved 1 dad’s wallet into his knickerbockers and started to leave the store. “Well,” growled Randy, tossing his head, “tell your ma she won't get em. Why didn’t ye wait until mid- night? Think I’m goin’ to run the streets at all times o’ night luggin’ for folks that’s too blamed lazy to send in in the daytime? My business is here evenings and not de- liverin’ goods.” ecoods The speaker failed to impress his importance the small customer. Instead, little Jack Blankit was on the verge of tears. He had told his mother how it be. The de- livery boy was always toplofty when 1¢ had a chance. Jack was some- what timid and a very sensitive boy. The father was too busy to attend on would 1 i to the puchasing himself and poor little Jack had to suffer. “All right,” finally uttered Jack. “Gimme back the money—lI'll go to another store.” “Oh, no, you won't,” said Randy quickly, “I’ll fetch the things up, but I don’t like these late orders all the same.” The goods were delivered an hour later, but that was the last chance the Irving store had at the pocket- book of thrifty Porter Blankit. “Pa, I don’t want to trade with that store any more,” said little Jack, when he told of his reception because of being a late customer. “Well, by George, you don’t have to,’ declared the father. “Mary, there are others, and I won’t have our boy |subjected to insult.” “But,” objected the wife, “Mr. Irv- |ing did not know; he would not like iit if he did. We have paid him hun- dreds of dollars—” “I know, but he won’t get another dollar. As I said, there are others, jand my money goes where the pro- |prietor keeps gentlemen clerks inot young rowdies like Giles Randy.” and And so Hoyt Irving lost a good customer all through the fault of an insolent delivery boy. Irving after- that is another JM. M. —_2+-.__ Cigarette smoking has been abso- ward failed, but story. lutely forbidden to the cadets at West Point and the midshipmen at Annap- olis, because an investigation of the |subject by the army and navy au- |thorities has convinced them that the smoking of cigarettes, while not abso- lutely injurious in some cases, is like- ly to be so in many other cases. Such a regulation will be beneficial if re- spected by the young men. The cigar- }ette habit is one that many would be rid of if sufficient pressure were brought to bear, and a Government regulation may do the trick. opened be door and the boy went on his | ar- | had | He frown- } 'ed when he saw Porter Blankit’s kid | That chap never came to| “What ye doin’ out this | Giood to the Very End oc Cigar Gi. J. Johnson Cigar Co. Makers Grand Rapids, Mich. Made Up Boxes for Shoes, Candy, Corsets, Brass Goods, Hardware, Knit Goods, Ete. Etc. Prompt Service. es @ @ 8 8082838282886 Estimates and Samples Cheerfully Furnished. 19-23 E. Fulton St. Cor. Campau, ® eee ee) O82 28489448458 re rhe) eee 528883888 eeeeeas GRAND RAPIDS PAPER BOX CO, MANUFACTURER Folding Boxes for Cereal Foods, Woodenware Specialties, Spices, Hardware, Druggists, Ete. Reasonable Prices. GRAND RAPIDS, MICH. a i i a i a i eo THE FRAZER Always Uniform Often imitated Never Equaled Known Everywhere No Talk Re- quired to Sell It Good Grease Makes Trade Cheap Grease Kills Trade FRAZER Axle Grease FRAZER Axle Oil FRAZER Harness Soap FRAZER Harness Qi} FRAZER Hoof Oil FRAZER Stock Food pert ea BUYING ADVERTISING. Memoranda Made in the School of Practical Experience. No factor is so necessary to build- ing up credit as truth, and nothing in the second place is so valuable as | keeping your agreements. paratively easy to start credit. art is to keep it. The Tes com | The young business man makes a | | mistake who pays everything he buys. Spot cash for | creditor your thankfulness to him for ae shan |i): : Later on, when |his indulgence and assure him of your he asks for credit, people suspect | something is wrong. Establish a credit, whether you | need it or not. Be reasonably slow in paying bills, but positively be sure you do pay them. Never let a cred- itor ask you twice for money. When | } | | | iments. 'to those who stick by you. MICHIGAN TRADESMAN 31 yourself worthy of it. With good credit you have a wonderful avenue to success. Preserve your credit. Do not get angry at solicitations for pay- Go to your man face to face and pay something, no matter how little—pay something. Every time a creditor gets out of sorts go to him and pay him some- thing. He'll quiet down. Don’t be afraid to express to your appreciation. And when you are caught up stick During | your struggle let your creditors know | | | you get a blunt letter asking for set- | tlement go to the creditor face to face, set a date when you will make a payment, and keep your word. Do land not set a specific amount unless you | are sure. Tell the man, “On a day I will pay you all I can spare,” and on that day do it. Suppose a man owes you $100 and you ask him for it, and he “Here is $10 on account, and on next such | Thursday I will make you another | ayment.”” You don’t get angry or! y g sry sue him. It is the man who makes a prom- | ise and breaks it and makes another and breaks it that creditors are dis- pleased with. your present cash balance can liqui- date make a pro rata payment. Write | tal you are going to stick to those who treat you right. Credit is based on confidence in the individual rather than bank account. Don’t nasty dis- putes over accounts or claims. Give take, be On his get into fair, be square. Keep Stoop to conquer. Cut out all thoughts of revenge. When a house your temper. doesn’t treat you |right, curb your temper and as soon fas you Says. | get in touch with some do so and then tell them frankly why you changed. Credit is a subsidy and it stands the honest, hustling business man in good stead. Many a successful busi- ness man to-day started with a capi- only of hard can other house ability and work }and a borrowed capital of credit. If you owe more than | a good letter, saying nothing would | please you more than to pay the bill in full, but this small payment On account you ask will be accepted as an evidence of good faith. Keep in touch personally with your creditors as far as possible. Talk to them of your hopes and plans. Al- ways tell the truth. Have your ac- count as a moral risk, rather than a Dun or Bradstreet risk: Don’t get angry when asked for money. Admit you are slow, but tell your creditor you have a good memory and good health and some day your purchases will be much bigger and those who helped you by their confidence will be remember- ed when the time for asking credit has passed. An honest, frank, heart to heart talk is most invaluable. The credit man of a hovse keeps the truthful debtor in his mind and takes a dis- tinct interest in his struggle for suc- cess, It often happens that the small! bank or the small manufacturer is the best place for the young man to seek credit. He gets in closer touch with the individual creditor. The big bank is cold blooded. It insists on security or collateral. Your account is only an incident in its business and the cashier is short and blunt with you. Choose the small bank when you are small. Keep the bank informed as to your business. Never let a note go unpaid. Keep busy. Avoid bad associates. You can not play the races or give wine dinners and keep up strong confi- dence with your creditors. To obtain credit you must prove The use or abuse of credit deter- mines whether a man rises or falls. Keep your record clean, and if you fail your past will stand you in good stead. If you have been mean and iproved yourself unworthy of credit another start have to of the you will part again. ImOve (oO country and Over Remember these two points partic- ularly: Keep in close’ personal touch with your creditor and always show your good intentions by paying some- thing on account if you can not pay all. Never break a promise. Make a promise definitely as to date but indefinitely as to amount. of pay- ment, and be there on the date prom- ised. Advertising is a thing that makes your trade increase. Everything that the merchant does is an advertise- ment, and the advertisement is good or bad according to the way he does things. Reputation is advertising. Honesty is advertising. Politeness is adver- tising. Letter writing is advertising. Catalogues and circulars are adver- tising. Arguments in newspapers— so-called advertisements—are adver- tising. If the inventor of a typewriter planned and built a typewriter in his barn without letting any one know about it, if he kept absolutely quiet about what he was doing, the type- writer never would be known. If the inventor of the typewriter looked for intrinsic merit to sell his goods he would find many months and many years would elapse before his busi- ness developed into profitable pro- portions. If you have a good thing you must tell about it; that is advertising. Professional men hold up their hands in horror at advertising. They have a code of ethics which they say forbids their advertising. They mean paid advertising, for it is a rare spec- tacle to find a lawyer who will not {the medical society. This is adver- i tising, ieee | |inent clubs, give an interview to a Feporter. The |lot of people. doctor gladly avails himself of the | | CBHertrihicy to read a paper before | ; ness. Professional men belong to prom- | take part in public af- | fairs, speak before people, work on take thing that will bring them before a committees, and part in any- This is advertising. Advertising is essential to a busi- Not one kind of advertising alone, but all kinds. William C. Hunter ee Guns and Ammunition Complete line of Shotguns, Rifles and Revolvers Loaded Shells Camp Equipment Big Game Rifles ~ frosteR “STEVE NS o Grand Rapids, Michigan A Good Agent Wanted In Every Town We are distributors for Western Michigan for Carrara Paint and wish to appoint a sub-agent in every town tn our territory. 2 Carrara is composed of pure minerals, ground in linseed oil, and is in every way superior to white lead paints. We now have a large and complete stock of Carrara Paint and are able to fill all orders promptly. 2 o «a WORDEN GROCER COMPANY Grand Rapids, Mich. Distributors for Western Michigan, Now Is the Time for Better Goods. 1 : chants to are ling up, are seeking handle bet T goods, cater to 2 to a better class of le, to earn larger trac profits, and to acquire a business tha is more congenial. Conditions only warrant it, but th i. fhe 13 increasing, wages Mation 18 prosperin are. ising and the opular demand is for more l po] and better goods, more attractive stores, nrore Service tle d prompt the etail ing The Or t lit shopping pleasant and profitable. wise merchant reads the signs ee he times, prepares himself to meet new conditions, and when they come | he is ready to take advantage of them Human endeavor has this year “replenish the earth, 1 an ae Et ; Ian] : it, and enterprising deal-|;, 1 and and branches of industry commerce have « pened new ways, are preparing to advance to even ter times. Storekeepers all over the are feeling the upward and ad a country onward movement, a1 sharine mm 1. re Prosperity marks this The and Unparalleled country for 1906. crops are wealth earnings 1 mie e. bountiful, the and the rep- resentative industries are ff of the people are ourishing. if a5 Demagogues are abroad, that the ie, its flood- but tide country is at of prosperity is shown by fr ports trom various authorities. A culation new record for the average cir- Was reached September I according to the Unite: ury Department. Gn total amounted circulation of to $2,766,913,2 estimated population amounted 84,987,000 persons, which average circulation of $32.50, est in the history of the country, the In of better paid, according to States bor is United the country than ¢ | 1 ie Bureau of Labor. weekly Cent. 1905 average payroll 5 average weekly payroll of he the was per } ne country in 1904, and 1 cent. greater than in 1904. full life and the tion, and reports from industries 1906 will of of These figures are the retailers meaning to dicate that the year go down as in industrial history. life he ull of retailers of t These figures are f meaning to the try. people with more money to spend in the country to-day than there ever | retailer ought it better prices The fact that the population is the largest in the his- tory of the country increases the de- and it power the more goods ; were before, and sell than ever before. to mand for all kinds of goods, also increases the producing of the country. The increased wealth of the country shows that:the people as a whole are profiting as they bal- us is the time when wise mer- | FOOdS and all | s that go towards mak- won |; its richest rewards since it began its | bet- | i greater | average | weekly wage per person was 1.06 per | na- | in- | the most splendid chapter | and | coun- | They mean that there are more | M ICH and demand. ance the law of supply circulation $32.5 The $32.5 Ithe largest in the history of the cour try, that the average child that average of Q, 1- means man, into | your store has more money in his, or than had 1 his or her purse before. |} woman and comes |her, purse he or she ever | in The increasing education and in- ili f the LO See k better goods, and jteiigence o people cause them as they now have the money to pay for them they are willing to buy them. Heren comes the opportunity for the retail as a teacher. He must educate customers better goods. must help to establish new r dress in his community. He must to pay OL $2. 1.50 1, customers instead stoves instead of $1, 25 1 i IGAN TRA if ett his | He | standards | $4 for | for | cents | heir stockings instead of 15 cents | per pair, or two pairs for a i fle must induce on clean collars ing one collar last induce them to lat they may make of neckwear instead of buy- necktie a looks like a week, until it section from a worn rug. drama of ad- Clothes make the man, and men make civilization | Every time a retailer induces the civilization. } ne great vancing a Cus- ;*Omer to wear more comfortable and has formerly worn, he helps to turn the iwheels of civilization. ; better looking clothes than he Put a man in jTags and he will act as a tramp. Dress (him up and he will hustle and be} | successful. Incidentally, let it not be forgot- jien that the teacher is worthy of his |reward, even as t | of he laborer is worthy his hire. Larger Prices should |mean a larger percentage of profit for the retailer. I-nterprising men are reducing the- »} ory to practice to-day, and many re- |tailers are winning increased profits the and prosperity of increasing tlie ae fair share of | | wealth a coun- For example: | | | try. | A while ago a shoe salesman en- | deavored to get a certain retailer to | put in a line of $5 shoes. “Don't the for , answered don’t call want then “My 2 | retailer. people them.” “But suppose you sell them to your | customers just as I am trying to sell i them answered the sales- man. to you,’ “Oh, but you are paid for selling j|me goods,” responded the retailer. “And aren’t you paid | goods to your customers?” for selling asked the “Look at our $5 propo- minute. You sell this shoe , and you make on it $1.75. You i sell a $3.50 shoe, and you make only $5 shoes of increase your profits Isn’t it worth while to try to | Crease your profits 75 cents a pair?” | The retailer admitted that it was, jand ordered a few $5 goods, and he is | rapidly increasing his sales of $5 salesman. sition a for $5 I. By selling instead $3.50 shoes you cents per pair. the | | lo. eee) | | ito have courage in- shoes this year. A certain town once was known as a 29-cent town among salesmen. It quarter. | his customers to put | daily, instead of mak- | a week, and must | buy several neckties, | frequent | nd wearing it seven ! a | the retailer’s work, the part | Celebrated “Snow” Shoe We have been made the Michigan distributors of celebrated ‘Snow’ Shoe, and have purchased DESMAN the the entire stock which the C. E. Smith Shoe Co. of Detroit tributors who are retiring from business), we might be able to fill orders at once more are coming through the works. There (the former dis- had on hand, so that and without delay while is no shoe in this country that has so favorable a reputation as ‘‘snappy, up-to-date” goods, together with the fact that this manufacturer is the only one who guarantees his Patent Leather Shoes against cracking. Those who have purchased of the C. #. cai re-order of us, using same stock numbers, and while the present stock lasts you will receive old prices. Do not forget that we are the Michigan distributors of the celebrated ‘‘Snow’’ Shoe. Waldron, Alderton & Melze Saginaw, Mich. Smith Shoe Co. . | | | eT em) | TT \ >\ ——= a AN OH FOR. MEN, BOYS & YOUTHS HONEST WEAR IN EVERY PAIR SOLD HERE JHE HEROLD-BERTSCH SHOE CO. E SIGN oF GOOD BUSINESS . The Sign of Good Business In nearly every town in the Middle West y and wherever you find it you'll find a live wide about all the business that he can comfort find that he sells two-thirds of his come Hard-Pan But one dealer in a town can get them. taken care of, get busy, fire a postal right away The opportunity is yours today { D ou’ll find this sign awake fellow with ably handle—and you'll -again customers Shoes If your town isn’t fora sample case, —tomorrow may be too late. Our Name on the Strap of Every Pair a ee Herold-Bertsch Shoe Co. Makers of Shoes GRAND RAPIDS, MICH. wasn’t worth 30 cents, according to the salesman who named it. He said he got sick of seeing marked-down signs in stores of the town. Salesmen found the place a poor one for busi- ness, for retailers always complained that business was scarce, and that the people went to the neighboring large city to buy their best goods. But in the course of time two en- terprising young men of the town thought its stores had been “on the bum,” as salesmen expressed it, long enough, and they arranged to open a first-class haberdasher’s store. They got in a stock of stylish goods and novelties, and they did not hesitate to put good prices onto their goods. They got a reputation as arbiters of fashion for the town, and people stop- ped going to the neighboring large cities for their stylish goods, and some persons even took pride in ad- vertising the store as the town’s em- porium of fashion, and it flourished. And it is worth while to relate that the 29-cent began to disap- pear from other stores, and the store- keepers began to handle better goods for more money. While this store was _ originally started as a men’s store, yet women so frequently visited it, and asked for signs gloves and small wares, and asked the proprietors to put in lines of stylish goods for women, gloves, belts, waists, collars, and other furn- ishings, that they were compelled to do so. It is the little daily acts of the storekeeper and his clerks that are building up business to-day and that are keeping the wheels of civilization moving. Every time the clerk says: “Here is something better,’ he is doing something towards about better times. Every time he says, after making a sale, “Let me show you something very nice,” he is helping to promote prosperity. Every time the merchant improves his store, puts in a line of better goods, or shows up in his window something unusually fine, that appeals to the people, he is promoting happiness. bringing These effects are undoubtedly well known. But the particular point of this article is that now is the time to be unusually strenuous in pushing the better things, for this, according to reports, from many authorities, is a year of wonderful progress and pros- perity for the nation, and the people have money with which to buy bet- ter goods of the merchants.—Fred A. Gannon in Boot and Shoe Recorder. ——_» +. A Jewish farmer seems almost an anomoly in this country. We asso- ciate the Hebrew with the city in- variably, and yet there was a time when they tilled the soil and herded sheep rather than changed money and sold as merchants. And now as a part of the movement to break up the great ghettos of our cities, the Agricultural Aid Society is urging the Jews to return to the soil. There is no reason why they should not be successful; they are not afraid of work and their natural shrewdness ought to enable them to live a far healthier, nobler and more independ- ent life than they now do. MICHIGAN TRADESMA oo Two Essentials in Work of Shoe Clerk. There is something disagreeable and largely disgusting to a customer to observe a clerk taking down each box of shoes and wiping the coating of dust from the cover before he opens it and brings forth the shoes. Somehow a body feels that he may be looking at shoes that are a couple of years or more old, although he may feel sure they are new stock by the looks of them. The dust on the cover gives them an air of age that is not altogether pleasant to contem- plate, to say nothing of the matter of dirt in itself. A good many clerks are not at all embarrassed by having to leave fin- ger matks on each cover they handle —they take it as a matter of course in the handling of shoe stock—but every clerk knows it is a condition of stock that ought not to exist and ought not to be permitted. And every clerk knows that he can pre- vent it if he attends to his stock- keeping as he should. Carelessness and the inclination to leave the work for some one else to do is the cause Of it all A shoe stock that is kept in good condition can be made really attrac- tive, although the only front it pre- sents is a front of box ends and labels. The natural inclination of everyone who shows shoes is to grab the boxes by the protruding edge of the covers in order to pull them from the shelves. If the box sticks a bit an extra yank will fetch it and very often will tear the cover at the turned corners. Glance along a stock of shoes and note the number of covers that are thus torn and you will notice something not at all pleasant to the eye. It is not a bit more difficult and is infinitely safer to take both hands and pull at the opposite sides of the box at once. There is nothing to tear and the box will surely come. Don’t reach so far for the stock that you are compelled to either tear the boxes or fetch down several more than you are after and thus confuse the stock. Get a ladder and climb a step or two. It won’t take you near- ly as long as to reach and have to put back in place a lot of tumbled stock. Then, too, be careful about daubing your dirty fingers on the fronts of the boxes. You don’t have to drag a hand across the face of a white box and leave a series of five streaks to mark the course, nor is there a requirement that you shall leave thumb and finger marks for fu- ture identification. Get your goods together where they belong, even although it re- quires the shifting of the whole stock. Not long ago I saw a new lot of shoes placed on the shelves of a store in such a manner that I am willing to wager more than one sale will be lost because of it. At one end of the shelving of considerable length was a vacant space, and that space was filled with the new stock. The room was insuffie’ent for the whole lot ana the balance was plac- ed almost at the other end of tile shelving, where another space was made in the quickest possible man- Notice That Full Vamp That’s How All Custom Made Are Made--- ShOeS with Futi Vamps Makes no difference what kind or at what price it is sold, or whether it’s an ‘*Honorbilt,’’ ‘*‘Western Lady,’’ «Martha Washington,’’ «‘Work Shoe’”’ or “‘School Shoe’’—it’s all the same-—they a'l have Full Vamps. *» »* »% & »&* »* »& &© © That’s One Point Where Mayer Shoes Are Different Other factories use the canvas tip——it saves money for them. Makes it possible to sell a little cheaper or get a better profit; but you can't afford to let a few cents’ difference in cost stand in the way of supplying your trade with the very best wearing shoes obtainable. Mayer Custom Made Shoes with FULL VAMPS give satisfaction. Make us prove it. Don’t wait— tell us you want to see the line—a post card will do. F. Mayer Boot & Shoe Co. Milwaukee, Wis. MICHIGAN TRADESMAN ner. The chances are that a size nov found in one place will be overlook- ed in the other place because of the Separation, yet my suggestion such might be the case was met with a denial on the part of the clerk who that he declared was always and would keep the fact in mind for | the benefit of others. and are aur Where goods are thus handled placed at one time the chances they will be likewise placed at other time, that inside of six months the stocks will be so jumbled and misplaced that no man in the store can be sure that he has or has not a certain size in a certain line to show to a prospective customer. To be sure, there will be a time for the together of the scattered tribes of shoes, but such calling is and calling awkward and difficult enough in the carefully kept without running the risk of having to do it most stock through mere carelessness or laziness it Good stock-keeping is more arrives. than half the selling of shoes when there is a rush or the trade is very heavy in placing the stock as and customers have to be waited up- on with all possible The man who knows where the goods are and can almost lay his hands on them is the man who will sell the most and sell that most the easiest. speed. Don’t be finnicky about the kinds of shoes you like to handle and show. The clerk who allows himself to have preferences will find himself in diffi- cult positions many times, and will } he the amount of On the other ye unable to sell stock he ought to sell. that there | hand, you can’t do a better thing for /yourself and the store than to take | Particular interest in those lines and | Styles that are generally shunned and disliked by most clerks. The bane of shoe selling is children’s shoes. | Not one shoe handler in fifty fails to shudder when somebody comes in and wants a pair of shoes for a | Youngster anywhere from six months to five years old. Seemingly the thing wanted is the thing that is never in stock. And everyone in the store wants to run when children’s shoes are mentioned by a customer. Instead of taking precedent for a guide or allowing yourself to become too surely overcome by this dislike, just try the other thing and make yourself conversant with the chil- dren’s shoe stock. Make it a point to keep the stock in as good shape as possible and as completely sized up as you can. You will be surpris- at the amount of goods you can as a result. If you can please the mother with a pair of shoes for the youngster you are on the high road to success toward Selling the | whole family shoes. The mother has run up against so many disagreeable features in attempting to get shoes ed sell |for the baby that she is indeed grate- |ful and pleased when she finds a clerk who tumbles readily to her | | wants and who can produce some- | thing without either derogatory re- | marks or unpleasant manners. To get |something close to what she asks for, }even although you haven’t the exact thing, will be far more pleasing and agreeable than to be told that she can not get it and that children’s | shoes |store to handle and fit. all selling, has got to be done in th 1 Good choe oSing ide goods Cc |manner that will please the custom- lers best. If you can please a cus- {tomer and cause her to return be- | cause you have been more consid- erate and painstaking than other clerks at other stores, or than other clerks in your own store, you are do- ing a good thing for yourself and for the store. To he able to over- come disagreeable yourself will go a long Ways toward the successful selling of all sorts of rs inclinations in | | goods. If there are features of shoe that don’t like proceed to overcome those dislikes and com- pel yourself to know as much about them as about anything | se ling you | else in shoe | selling. The man who comes in to buy a pair of brogans to-day may come in to-morrow to buy a pair of patem leathers, so don’t think his appear- ance at the door indicates the one or jthe other because of late purchases. You fool yourselves sometimes be- cause you jump at conclusions re- |garding the prospective purchases of | customers. Because a customer bought one thing yesterday there is no reason to think she will buy same character of goods to-day. You can't judge inclinations by past con- duct in buying shoes. If you attempt to dodge a cus er because you think she is going to call for something cheap or because Ithe last time you waited upon her there developed some disagreeable i | are the meanest shoes in the | feature, it is up to you to break your- self of such habit. The clerk who dodges and attempts to pick closely will always find himself much the los- er at the end of the season, and the | habit will get firm enough hold on | | tom- | tory | J | him that he will become not only disagreeable but increasingly a poor- er clerk in every way. Keep your stock well; wait upon in the best possible man- Whatsoever you do, do it as it should be done, and you are safe.— Shoe and Leather Gazette. Customers ner. 2.2. Busy Times for Holland Factories. Holland, Oct. 36—The — Holland Sugar Co. is going along smoothly with its sugar-making campaign, and there has not been a hitch of any kind since the machinery _ started. The company has enough beets to keep the plant running over three months. the H. J. Wem Co i nearly swamped with apples which it is con- verting into apple butter and vine- igar. The new vinegar plant is prac- | tically completed, the machinery now being installed. The company is now employing a force of I25 men and | Seventy-five girls. The Chas © Limhes Furniture Co., which moved here last spring, has the already found it necessary to build jan addition 136x146. | The Holland Veneering Co. is al- | most doubling the Capacity of its fac- building, | A lengthy brief delights the attor- ney. TOP and waterproof. us send you a sample dozen FREIGHT PAID. Beacon Falls Rubber Shoe Co. 236 Monroe St., Chicago Not in a Trust on it. THAT MEANS IT’S THE BEST; is cut from our special CHROME CALF, We carry them in stock in 8, 10 and 1és. on the market, BUT ONLY ONE BEACON FALLS. They've got to be seen to be appreciated. THE RUB. BER has the MALTESE CROSS and THE pliable Better let NVWSHUAVUL NVDIHOIN Discuss Plans To Advertise Monroe. Monroe, Oct. 30—A large and en- thusiastic gathering of Monroe’s hustling business men met at the Mer- chants and Manufacturers’ club room to devise ways and means to ad- vertise Monroe’s unusual advantages, both as a manufacturing center and a city of beautiful homes. Situated as Monroe is on the Riv- er Raisin and Lake Erie, in the midst of a magnificently fertile country, with five railroads and an electric line running through it, with good schools, gas and water systems, and an elaborate system of electric light- ing, which the city owns, mile of brick pavements and cement walks, a civic improvement society, the achievements of which the city is justly proud, and with a mayor and council keenly alive to the city’s in- terests, the future of Monroe is as- sured. It has had a phenomenal growth in the past few years. The business men of Monroe, however, are too much alive to be satisfied with a nor- mal expansion, hence this meeting There is considerable talk of or- ganizing a board of trade. The Weis Manufacturing Co., which manufactures office supplies, etc., is building two additions to its plant. One is to he t00x20 and the other 50x30. This will give consid- erable additional stock room. The company is overwhelmed with orders, and it is very probable that some ad- ditional changes will be made shortly in order to handle the ever increasing business. The Standard Fish Co. last week shipped 5,000 live carp to New York City in its own car specially made-for that purpose. Shipments will be made every week hereafter until spring, since the experiment has proven a decided success. It does away with packing the fish in crates The Ilgenfritz & Sons Co. is doing a rushing business in filling the fall nursery orders. This will be the best season the company has ever had at this time of year. —_~++-___ Different Kinds of Socialism. Evansville, Ind., Oct. 26—In your last number, dated October 24, there appeared an article entitled ‘The In- dian a Socialist.” True as it may seem by reading it, the Indian is and always has been a “dividing up” socialist. What's the matter with capitalism and the trusts? Capitalism and the trusts are socialistic, too, if you wish to judge them by the “di- viding up” system. If you have a few dollars, a little lot of corn or wheat, or a little home, some land, or if you are a laborer, or if you have advertising space for sale—in other words, it matters not what you have or what you do—you ‘must divide up with the trusts. This is the kind of socialism you seem to favor. As for myself, I am another kind of a socialist, one who belongs to the Socialist Party of America, and we all are trying hard to stop this divid- ing up which you seem to think is socialism with the Indian. You do not seem to understand just what the socialists of this country really want. Remember, the socialist wants to going on all over this country and try to keep a little of the things they help to produce. Let us try to understand just what socialism means before we divide everything we have with capitalism and the trusts. Edward Miller, Jr. 2. ____ What Rest Is. This active age disregards old rules bearing on the amount of work which a normal man can accomplish. The excuse is that moderns are wiser than ancients, that they know that rest is not cessation but change of occupa- tion. In two distinct quarters a voice of protest has been raised against this new definition of rest. Doctors Ac- land and Lewis have presented to the British Association the results of a study in the nature of fatigue, and Prof. Fere, an alienist, of Paris, pub- lishes nearly the same view. These physicians, two English and one French, agree that fatigue is the result of a toxic or poisonous element in the blood, and that the only way in which its further accumulation can be stopped is by sleep. The phe- nomenon of increased activity as a result of stimulants is followed by a worse condition than before. Physi- cal exercise is not a substitute for sleep. The improved condition of the body due to exercise may make the brain better able to resist fatigue, but it does not take the place of nec- essary rest. In cases where the patient finds re- lief in a new line of activity the rea son is that the limit of endurance has not been reached and the body is not yet ready for rest. Iénforced rest, in Prof, Fere’s opinion, is as bad as over- work. There must be work enough to induce a healthy feeling of fatigue and then there must be rest, but there should be neither rest without work nor work without resi if mind and body are to remain in a sound condi- tion. The toxic bodies produced by the exhaustion of one set of nerve centers affect others, so that fatigue is diffused through the body, and yet it 1s possible for a person to be par- tially exhausted but not in a condi- tion where all parts of the system re- quire rest. Individual differences are so great as to make it impossible to formu- late invariable rules. The most that can be hoped from this new _ pro- nouncement of the French and Eng- lish physicians is that it may encour- age those who need rest to secure it if possible, regardless of the well meaning insistence of others upon physical exercise or new activity as a substitute for sleep. One brain work may be so specialized that he needs to tire other portions of his brain or his muscles before he can rest, while another man doing the same kind of work may find his whole body poisoned by fatigue. The first needs change, the second needs re- lease. Each must find out the law of his body and obey it. man’s Some people act the fool intention- ally, while others who have no his- trionic ability whatever attain similar results. oe en i Never judge a man by the opinion stop all this dividing up that is now Real Hard Pan Shoes This shoe originated in this factory over twenty-five years ago to fill a demand for every day footwear to stand unusual hard wear. As a business getter and trade holder dealers find it about the best thing they ever sold. - All good things are imitated, so is this shoe. But Hard Pan wear and Hard Pan quality are found only in the real shoe of this name with our trade mark stamped on the sole. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. he has of himself. We have them in 6, 8, 10 and 12 inches. Write for prices. Hirth=-Krause Co. Grand Rapids, Mich. as Shoe Manufacturers 36 MYSTERIOUS THIEF, The Capture of the Scourge of the County. Looking back at it now it all sccms too good to be true, too good to ever have happened. But | have clippings from the Paper of our town at hand to prove that it is al] true, and besides, there May, whose memory in such matters is infallible. Left to myself, I would hardly have the faith to put down as an actual occurrence that which I am about to is relate, but with such POSitive proof | to aid me I have the do so. The newspaper clippings which I refer to tell, in the first place, of a mysterious thief of desperate char- acter who roamed the countryside wherein we lived and stole from the homes of farmers and other people such valuables as had been left where a reckless strong arm and nimble foot could reach them, and who was making himself a scourge of the county. Secondly, they tell of said thief’s thrilling capture by a brave citizen; thirdly, of the brave citizen’s proposed nom- ination for the of courage to man of mysterious otfice the county because of said thrilling capture; and, lastly, they tell of the brave citizen’s vigorous and origina! refusal to entertain any such propo- sition. The thief was a notorious ex-con- vict; the brave citizen who effected his thrilling capture and afterwards was pressed with a nomination for a shrievalty because of it, subsequent- ly refusing such honor, was—myself. T have the papers at hand, and May to prompt me, so I dare to 1 here write. tell what We had heard of the mysterious thief for weeks. Far from over on the other side of the county the wind wafted to our ears stories of | a bandit of desperate courage and un- faltering skill, who came quietly in the night, stayed but 2 moment, and went on his way incumbered with the valuables of the place visited. Thieves were not common in our little part of the country. It was a quiet, easy going region, where peo- ple ran more to Free Methodism great and girths than to crime and sup- pleness. We had once been visited by tramps, but they had stolen noth- ing but our watchdog, so we were little excited by the thieves. Not that we were excited over rumors of the thief. No; it was our neighbors who were excited. Unused to the no- tion of crime, they grew apprehen- sive and locked their sheds and load- ed their shotguns as rumors came ‘heir way. But, as for us, why, we had lived in the city, so what was there in the talk of one single felon to alarm us? So we laughed complacently at the fright of our neighbors. Experience had made us calloused, not fearless. What was a terror to the others was to us a mere incident. Besides, we both agreed that the mysterious thief would turn out to be nothing more terrible than a lot of bad boys. Tt was while the county was thus alarmed and while we were in this complacent state of mind that the sheriff of | MICHIGAN TRADESMAN ‘ies act of this affair—I am at a loss lfor a word with which properly to ‘name it—opened. One night the isch or in our poultry house set up ia most ambitious sort of cackling jand squawling, as if a small animal might be amongst them causing havoc. Once before had we heard ;such a noise, and once before had I gotten up to investigate, with the re- sult that I shot a sheep; but, never- theless, I again essayed the role of rescuer of the imperiled fowl. It was this way: May said, “Get up and see ;what’s happening to my chickens.” By this it will be seen that the chick- lens belonged to May, and that there was nothing for me to do but obey. I took my revolver and went. Going straight to the poultry house [ found nothing out of order there. The chickens had quieted now, and no animal of any size whatever Was visible. I investigated carefully with a lantern, locked the door, and turn- ied away. As I did so [ happened to glance in the direction of a small pile of lumber nearby, and saw at one side a dark object which to my quick glance resembled nothing so imuch as a large black dog lying stretched out alongside the timber. And just then my lantern went out. While it was not an oppressively dark night, it was impossible for me to see without the aid of the lantern. But I was certain that whatever the thing by the lumber was, it should be investigated, so partly through vexation at the lantern for going out at such an inopportune moment, and partly for want of a better mis- sile, I tossed the lantern directly at the center of the dark spot. Just what happened next only a combined phonograph-biograph could hope to reproduce, but intermingled with other things were man curse words, sized so I knew at once the lature of the beast I had It man. him on the head. There was and feet, disturbed. My lantern had hit Was a a tangle of arms, legs lantern, a sound of shuffling breaking glass, and SWearing, then the tangle vanished and in its place was the man. He seemed pro- | { . | voked. He rushed at me like a stage | villain, and I stood still, helpless be- | fore him as a true stage hero is in the first act. As a matter of fact ] Was SO as- tounded at these developments that I was deprived of all power of speech and motion. I could only stand and stare. Then I saw the man as he came for me. Instead of quickly thrusting my revolver at him and 'ordering him to stop and be shot, for- | getting for the moment that I was armed, I threw my hands up into |boxing position, left hand forward, right hand back. The revolver went off! My heart grew big and weak in | my breast, for the man before me dropped as does a steer when patted on the forehead by the butcher’s | hammer. The world stopped still, and with it my breath for a whole minute. A great numbness seized upon me and I grew cold. A chill ran down the back of my head, down my spine, and into my shoes, where it took up permanent abode. T had killed a eonareereerenteonenrarenee ne nrtaarreteerspeesonnpvemipmans man! I had snuffed out an immortal! creation, sent into eternity a respon- sible soul, and all that sort of thing. There he lay before me, prone and huddled upon the dark ground, a mo- ment before erect and full of life; now still and dead. It is. an awful thing to kill a man; it spoils the ap- petite for weeks afterward. Then my dead man spoke: “Don’t Shoot again,” he pleaded. He stood upright and stretched his hands _to- ward the sky. “Don’t shoot my other ear off. I surrender.” I wanted to fall on that man’s neck and thank him for not being dead. Never before in all my life had | been so glad to hear the voice of man. I wanted to shake hands with him, call him brother, and generally show him and the rest of the world how good I felt at the discovery that I was not the Slayer of my kind. I wanted to dance and sing for joy. Then, like a flash, there came Over me the memory of the tales concerning the mysterious thief. Putting two and two together I realized I had captured the local 3ad Man. I felt altogether different then. I Stew warm and happy. May and the hired man had by this time reached me fo May 1 said, “Get a light;” to the hired man I said, “Get two strong ropes or straps.” There was a new note in my voice; they obeyed without question or hesitation. “What is it?” asked May when she returned. “Nothing,” | said, “only l’ve captured the thief who’s_ been making so much trouble around here. I shot his ear off.” “You what?” “Shot his ear off,” | repeated cas- ually. “Here,” to the hired man, “‘tie his legs and arms. Don’t drop those hands,’ I warned the thief, “or [’ll shoot off your other ear.” “Don't,” said he, trying to stretch his arms out of bleeding to death now.” The hired man did a satisfactory piece of tying and, carrying the pris- oner, deposited him like a sack of grain on the floor of our woodshed. “I g-g-g-guess that will h-h-h-hold you for awhile,” he volunteered to the robber. “‘W-w-w-what shall we d-d- d-d-do with him?” I stepped up and examined the fel- low’s left ear. A quarter of an inch of the top of it was shot away and the man was bleeding copiously. We bound up his wound, then held a council of war. Of course the thing to do was to put the fellow in the hands of the sheriff with as little de- lay as was possible. It was nearly daybreak by this time, so we decided to stay up, sending the hired man to town after the sheriff as soon as it was light. May prepared a mea! and we made a merry time of it. Only T could not help feeling the chills run up and down my back as I contemplated what would have hap- pened had that accidentally discharg- ed bullet gone two inches to the left of where it really did go. his sleeves, “I’m Of course, T said nothing about the accidental discharge of the revolver. MMMy handling of firearms is a sore point with May and I did not wish to increase her apprehension by giving out the impression that I was care- less. I simply let them deduce. | didn’t want to kill him, even al- though my own life was in danger; | hence the ear wound. May said that 1 was a hero and the hired man }grunted that my night’s work was | “all frrrgnt, so lt knew I had ees a deed that was big in jthe sight of all men. But I did not hope for or expect what followed: « | | . | The hired man returned with the | sheriff at a little after 7. This was [not all. Five men had come with the | sheriff to be among the first on the For great nm it soon turned out to be. In fact, so great did it become that had I foreseen one-half of the fame it was to bring to me and my revoly- er I most assuredly would have turn- ed tail and run. The sheriff instantly identified my victim as the much wanted thief. He congratulated me effusively, first on my courage, and second on my ability as a marksman. He insisted that I go through the whole affair for his edification, which | proceed- ed to do, without any vanity or boasting on my Part. He paced the distance between the robber and my- self at the time my shot was fired and found it to be fifteen paces. “And you nicked him right in the ear, and he was running at you, too,” He said “By glory, sir, you’re a shot! Where did you learn to shoot 2” I had not dreamed of such a turn events. My revolver shooting is a subject upon which [| exhibit the most becoming modesty, for good and sufficient reasons. | tried to pass the sheriff’s remark concerning it, but he insisted upon my answering. I told him that I did not pretend to be much of a shot. “Mo, he said. “this doesn’t look like it!” It was useless to try to escape him He would make me Out a crack shot and a hero, so I accepted his praise and that of the five with the appre- ciation which is the mark of all true heroes, said that what I had done was a mere nothing, that it was only the pulling of a revolver trigger, and that any of them would have done the same thing under the same cumstances, "Fried ta do it you mean, old man,” said they, and patted me on the back. Even the prisoner conspired to make me a marvel with the re- volver. “I knew when to give in,” he said. “I know when I’m up against sudden death as well as the next fellow.” I will not say that all this was un- pleasant to me. No; I am quite hu- man. At the same time J grew a little apprehensive lest they insist that I give an exhibition of fancy re- volver shooting, such as hitting dimes tossed into the air Or some- thing like that. But they didn’t. The Pprisoner’s ear was before them, so they had sufficient Proof of my skill. When they went away I felt better. This, T decided, would be the close of the incident, and I was glad of it. Little did T know of that commu- nity. Little did I know what the scene of a thrilling midnight fight scene of the great event. of Cir ‘3 with a bandit held for the somno- lent residents of that region. But I was not left in ignorance long. We sat down to a meal and quier after the exciting night and morning, and told each other how we disliked to have anybody disturb us, now that we were accustomed to the truly | simple life. We had hardly words to the idea when we heard the voice of a boy in the road before out house. voice. “Eyah, this is it. @m Then we heard our front squeak as four tired, dusty urchins vaulted into our yard. onl? “Here’s the place,” said the | given | _MICHIGAN TRADESMAN Hard ware Price Current AMMUNITION. Caps. |G. D., full count, DEV WM... kk, 40 | Hieks’ Waterproof, per m........... 50 i Musket) perm 20 fe. eke cecee a | Ely’s Waterproof, Per Wo. 60 Cartridges. Me 22 short, por .................. 2 50 [oe 2 ee er el: 3 00 No. 32 short, Der Ms. es, 5 00 NO 3 Ne perm... | 5 75 | Primers. | No. 2 U. M. C., boxes 250, per m.....1 60 | No. 2 Winchester, boxes 250, per m..1 60 fenee | | Black Edge, Nos. | Black Edge, No. 7, The sheriff had spread the news in | town, and the boys were the advance | guard of an army of curiosity driven | people, coming to view the place and | the hero, The army followed closely upon the heels of the youngsters and by noon our yard was crowded by an | open mouthed mob that wandered | around promiscuously and regarded | the spot and myself with a most em- barrassing kind of awe. One of the five men who accompanied the sheriff on his visit had returned and _ this Gun Wads. Black Edge, Nos. 11 & 12 U. M. C... 60 9 & 10, per m.... 70 Loaded Shells. New Rival—For Shotguns. Drs of oz. of Size Per No. Povder Shot Shot Gauge 100 120 4 1% 10 10 $2 90 129 4 1% 9 10 2 90 128 4 1% 8 10 2 90 126 4 1% 6 10 2 90 135 4% 1% 5 10 2 95 154 414 1% 4 10 3 00 200 3 1 10 12 2 50 208 3 1 8 12 2 50 236 34 1% 6 12 2 65 265 3 1% 5 12 2 70 264 3% 1% 4 12 27 Discount, one-third and five per cent. Paper Shells—Not Loaded. Ber Mm...) 80 | — | No. 10, pasteboard boxes 100, per 100. 72. No. 12, pasteboard boxes 100, per 100. 64 Gunpowder | Kegs, 25 tbs., per Hee ..... 2... woo. 64 90) | % Kegs, 12% Ibs., per KCB 2.0... 2 90 % Kegs, 6% Ibs., per % CZ... 0.5. 1 60 personage, who happened to be the | local auctioneer, elected himself the impresario of the occasion, pointing out and explaining to the crowd the important points in the night’s oc- currences. This man had, of course. the nick in the thief’s S€GnH ear, he spoke with undisputed authority. | crowd followed him back forth and hung on his words as if he were a barker at a county fair. The Then the good people would come up to the house, trying to get a| glimpse of my _ heroic countenance, and some of them even went so far as to ask for a glimpse of the re- volver that did the work. Others, of female persuasion, asked May if she trimmed her own hats. I am quite certain that they were all offended because we failed to ask them in for the noonday meal. But we didn’t, and so they went away. In the afternoon arrived a new contingent bent upon the same kind of sightseeing. First came the om- nipresent boys, then two young men on bicycles, then a young swain and his sweetheart in a buggy, two old men afoot and chewing tobacco with toothless jaws, several buggies, one family carriage, more buggies, more buggies. The impresario of the morning was back again, and again he basked in the sunshine of his own eloquence. Again the crowd stood about open mouthed, and again they beset the house in their efforts to see and talk with me. Listening carefully, I discovered now that 1 had once upon a time been a West- ern scout, that later I had enlisted in Roosevelt’s Rough Riders, and that now I had settled down here to enjoy peace after a most adven- turous career. By 3 o’clock in the afternoon 1 learned that I had a basketful of medals for bravery and skill at arms stored away in the house and that generally speaking I was a hero of no mean sort. Just what I might have been by dark I dread to con- template; but a diversion occurred which saved me from further hon- and | SO | Drop, all sizes smaller than B...... 1 85 AUGURS AND BITS (Spee - 60 Jennings’ genuine ....... cao | Jennings’ imitation ........ aiceeece -.. 66 AXES | First Quality, S. B. Bronze ..... 2-6 50 First Quality, D. B. Bronze ........! 9 00 | First Quality, S. B. S. Steel ......! 7 00 First Quality, D. B. Steel ........... 10 50 BARROWS. Raurogg o.e--15 00 (Garden 33 00 BOLTS StOVG: 2255100 a eeectiecccasecs. 60 Carriage, new list ......... seesceces.) 4G POW eee ace. GG BUCKETS. Well, plain ...0......... sccesescaces @ OO BUTTS, CAST. Cast Loose, Pin, figured ........... a. Wrought, narrow (.0..500.05...).. eee 60 CHAIN. % in. 5-16 in. % in. % in. Common: ....7 ¢....6 ¢....6 c....4%c BB ogee. ee ee c ca 85c....7%c....6%c....644c CROWBARS. Cast Steel, per tb. ....... Se hecctccce ss | O CHISELS Socket Wirmier ooo). o 60.065... 65 Mocket Hraming 6. ..0....5..5120.0.5; 65 SOcKEE Commer.” (2.6.0.1... .. 01.) so. 6G Socket Slicks. ........... 65 ELBOWS. Com. 4 pices 6 >. per doz. ..... a. a Corrugated, per doz. ...... eae cle Adjustable ...........; secceee- Gis. 40&10 EXPENSIVE BITS Clark’s small, $18; large, $26 ....... 40 Ives: t, $18: 2, $24: §. $30 ...... 0 gg FILES—NEW LIST New. American .............. deedeles 70&10 Nicholson's .............. ee eceees é 70 | Heller’s Horse Rasps .............. 70 GALVANIZED IRON. Nos. 16 to 20; 22 and 24; 25 and 26; 27, 28 | List 12 13 14 15 16 17 Discount, 70. GAUGES. Stanley Rule and Level Co.’s...... 60&10 GLASS Single Strength, by box ..... soo. .Gim, $90 Hankis Strength, by box ......... dis. 90 By the Hent . 2.02... c..i 0. dis. 90 HAMMERS Muaydole & Co.’s new list ....... dis. 33 Werton & Plombs ......... -..dis. 40&1 Mason’s Solid Cast Steel ....30c list 70 HINGES. Gate, Clark’s 1, 2, 8..... COCARE dis. 60&10 HOLLOW WARE. Rots, oo. .3. sce ee cee ces ves sccces cs. OGIO Kettles: ....... Rec ceccerece clean sa aa 50&10 Spiders. ..........-5<- Seeciesascsc cs seUaele HORSE NAILS. Au Sable, ..........+.6 cocvceee Gis, 40410 Shot In sacks containing 25 tbs. HOUSE FURNISHING GOODS. Stamped Tinware, new list ......... 70 Feparene MAWare ....002cc0ceceres ! 14x20 IC, Charcoal .. IRON 1st iol 2 26 rate Might Band 0s 3 60 rate KNOBS—NEW LIST. Door, mineral, Jap. trimmt: Geccea (C0 Fag tmnt Door, Porcelain, Pp. trimm cece 6S LEVELS Stanley Rule and Level Co.'s... .dis. METALS—ZINC GOO) pound casks .....).............. 8 ROM DOUNG oe 8% MISCELLANEOUS in Ages Pumps, Cistern, ............ 75&10 Screws, New| Dist .......0.......).01 Casters, Bed and Plate -50&10&10 Dampers, American. ................. 50 MOLASSES GATES Bicphing| Pattern 9... 4... 60&10 Enterprise, self-measuring. .......... 3 PANS Buy AGMe ee 60&10&10 Common, polished ................ 0&10 PATENT PLANISHED IRON ‘A’ Wocd's pat. plan’d, No. 24-27..10 80 “B’’ Wood's pat. plan’d. No. 25-27.. 9 80 Broken packages Yec per Ib. extra. PLANES Ohio Tooi Co.’s fancy ....1.......... 40 meiota Benen ce 50 | Sandusky Tool Co.’s fancy ......... 40 Bench, first quality ...........222! «-. 4 NAILS. Advance over base, on both Steel & Wire Steel nails) base 2.2... 6 2 35 Wine) nails) Hage 20.6621) -2 15 20 to 60 advance ................ ....Base 10 to 16 advance ................. eae 8 advance .... b eoece 6 advance ied eee 20 eee bce cbc cs cll, 30 3% advance |... Gee csicc occas 46 2 advance... Secs ticeeee - 70 Fine 3 advance ............... eecosece GC Casing 10 advance ...............(¢. 16 Casing 8 advance ........... Seccccce 20 Casing 6 advance ..... Seeccvccccsss. Of Finish 10 advance ............. ceceea || At Finish 8 advance ........... eccece... 35 Minish 6 advance .................... 45 Barrel % advance ..... Sees uecccwea co 85 RIVETS. Iron) and tinned ............... Sinceece OO Copper Rivets and Burs ..........° 46 ROOFING PLATEsS. 14x20 IC, Charcoal, Dean ............ 7 60 14x20 IX, Charcoal, Dean .........2° 9 00 20x28 IC. Charcoal, Dean.........." 15 0 14x26, IC, Charcoal, 14x20 IX, Charcoal Allaway Grade ..9 00 20x28 IC, Charcoal, Allaway Grade 15 00 20x28 IX, Charcoal, Allaway Grade 18 00 ROPES Sisal, % inch and lavger ..... 22... 9% SAND PAPER Elatacct. 29) $6 .................. dis. 50 SASH WEIGHTS Solid Eyes, per ton ................. 28 00 SHEET IRON INOS: 10 CO) M4 3 60 Wos 15 ta 97 1.50. b 8 ccecccccce 10 UINGSSV ES CGE 3 90 os:|22 to) 24 000 410 3 00 INOS: (25 t6 2600 00.2 4 20 400 INO a 30 410) All sheets No. 18 and li hter, over 30 inches wide, not less than 2-10 extra. SHOVELS AND SPADES inst Gude, Boz ..0................. 5 50 Necond: Grade; Doz .....02..056 0.2.01 5 00 SOLDER a eo. 21 The prices of the many other qualities of solder in the market indicated by pri- vate brands vary according to compo- sition, SQUARES Steel and fron .................... 60-10-5 TIN—MELYN GRADE 10x14 IC, Charcoal ................ 10 50 daecd| IC; charcoal ..........25..,... 10 50 AOmai4| EX, Charcoal .......<......... 12 00 Each additional X on this grade, $1 25 TIN—ALLAWAY GRADE LOxts EC, Charcoal ................. 9 00 10x14 IX, Charcoal 14x20| PX, Charcoal ................. 10 50 Each additional X on this grade, $1.50 BOILER SIZE TIN PLATE 14x56 IX., for Nos. 8 & 9 boilers, per tb 13 TRAPS Steel Game... 6... kl. 16 Oneida Community, Newhouse’s ..40&10 Oneida Com’y, Hawley & Norton’s.. 65 Mouse, choker, per doz. holes ...... 1 25 Mouse, delusion, per doz ........... 1 25 WIRE rignt, Market) 0.0... ...s.4555c 5. 60 Annealed: Market ..........6..5...... 60 Coppered Market ........ er eereses -BOK10 Minned Market .........../... «----560&10 Coppered Spring Steel ....... deccee, 46 Barbed Fence, Galvanized ...........2 75 Barbed Fence, Painted ......... eee. 2 45 WIRE GOODS BrIgne osc ole ke Saaeccccece. 80-10 Serew Eyes) .. 2.0... 2. © cccccc ce 80-10 THOORS oe ee oeeee. 80-10 Gate Hooks and Eyes .............80-10 WRENCHES Baxter’s Adjustable, Nickeled ........80 Coes Genuine 22.2... 6. ce ccccs conse es. 4 Cos’s Patent Agricultural, Wrought 70-10 0 | Allaway Grade 7 50 37 Crockery and Glassware STONEWARE Butters va Gal. per dow...) 44 1 tO G gal per doz... | o% S sal eaice 52 Weak cach | 65 EZ gal eden 78 £9 Bal. meat tubs, e€ach .....__. sal 22 40 gal. meat tubs, cach 2. |. I 50 20 gal. meat RUDS, ehh .......... 8 49 30 gal meat tubs, each... aese OG Churns 2 to 6 gal. per Gab... is 6 Churn Dashers, per doz............. 84 Miilkpans % gal. flat or round bottom, per doz. 44 1 gal. flat or round bottom, each.. 5% Fine Glazed Miikpans % gal. flat or round bottom, per doz. 60 1 gal. flat or round bottom, each.... ¢ Stewpans % gal. fireproof, bail, Der dox....., 86 1 gal. fireproof, bail Der dos........ 116 Jugs ya Sab pen ddge 56 Ma Sal DEE dOZ) 2. | 42 1 to 5 gal., per Sa. SEALING WAX 5 Ibs. in package, DGr 5.2... 8g)... 2 LAMP BURNERS No. 0 Sun 38 NO. t Sun ... 4u No. 2 Sun 60 No. 3 Sun 87 HODGE oe. 50 ISOC ee 60 MASON FRUIT JARS With Porcelain Lined Caps Per gross FOS ee d 25 ORES ee 5 50 ya Solon & 25 Caps 2 25 Fruit Jars packed 1 dozen ‘in box. LAMP CHIMNEYS—Seconds. Per box of 6 doz. Anchor Carton Chimneys Each chimney in corrugated tube No. 0, Crimp top. .)..... 75-0 1 70 No. FE, Crimp top... .. 006500261) 1 75 No. 2. Crimp top ......... sue dees 3 7) Fine Flint Glass in Cartons No. 0, Crimp top ....... Se eececaacsas 3 00 NO. I) Crimp top .2.6.-.5.0.0 0 3 25 No. 2 Crimp top ....0)..8 0012 410 Lead Flint Glass in Cartons No. 0, Crimp MOM cei 3 30 No. 1) Crimp top ........5...000 77 «+4 00 No. 2, Crimp tOp 22.0. 5 00 Pearl Top in Cartons No. 1, wrapped and labeled ......... 4 60 No. 2, wrapped and labeled ....... & 30 Rochester in Cartons No. 2 Fine Flint, 10 in. (85¢e doz.)..4 60 No. 2, Fine Flint, 12 in. ($1.35 doz.) 7 60 No. 2, Lead Flint, 10 in. (95¢ doz.) & 50 No. 2, Lead Flint, 12 in. ($1.65 doz.) 8 75 Electric in Cartons No. 2, Lime (75¢ doz) ............. 4 20 No. 2, Fine Flint, (85c doz.) ......4 60 No. 2, Lead Flint, (95¢ Gem.) ....... & 50 LaBastie No. 1, Sun Plain Top, ($1 doz.) ....5 7¢@ No. 2, Sun Plain Top, ($1.25 doz.)..6 9% OIL. CANS 1 gal. tin cans with spout, per doz..1 26 1 gal. galv. iron with spout, per doz..1 40 2 gal. galv. iron with Spout, per doz..2 25 3 gal. galv. iron with spout, per doz..3 25 5 gal. galv. iron with spout, per doz..4 10 8 gal. galv. iron with faucet, per doz. 3 85 ® gal. galv. iron with faucet, per doz 4 50 do gal. Tilting cans ......... deaeceed 7 00 5 gal. galv. iron Nacefas ........! 9 06 LANTERNS No. 0 Tubular, side lift ............. 4 50 No. 2B tubular 2 6 75 No. Ih Mubular dash .......... || 6 75 No. 2 Cold Blast Lantern ........' 77 No. 12 Tubular, side Pag 3, 12 00 No. 3 Street lamp, each ............. 3 5¢ LANTERN GLOBES No. 0 Tub., cases 1 doz. each, bx. 10 60 No. 0 Tub., cases 2 doz. each, bx. lic 5@ No. 0 Tub., bbls. 5 doz. each, per bbl.. 1 90 . 0 Tub., Bull’s eye, cases 1 dz. e. 1 25 BEST WHITE COTTON WICKS Roll contains 32 yards in one piece. No. 0 % in. wide, per gross or roll. 28 No. 1, % in. wide, per gross or roll. 3 No. 2, 1 in. wide, per gross or roll. 60 No. 3, 1% in. wide, roll. 90 50 books, any denomination ...... 1 56 100 books, any denomination ...._- 2 50 500 books, any denomination ..... 11 50 1000 books, any denomination ....._. 20 06 Above quotations are for either Trades- man, Superior, Economic or Universal] grades. Where 1,000 books are ordered at a time customers receive specially printed cover without extra charge. COUPON PASS BOOKS Can be made to represent any denomi- nation from $10 down. DQ HOOKs 26. 1 60 E0G -HOOKN oo ee 2 50 S00 books .......5...........1 11 50 1UG0 DOGS 20 00 CREDIT CHECKS 500, any one denomination ......... 2 00 1000, any one denomination ......... 3 06 2000, any one denomination ......_. 5 0 WOOL DUNO oie ceive ncicccss. ¥ M ICHIGAN TRADESMAN ors. A spirited team of black horses drawing a shiny carriage dashed up and into our yard came a big, heavy man wearing good clothes and smile which a Stamped him aS a professional at once politician. The crowd turned at once from the im- presario and bestowed its undivided attention on the new arrival. “Congressman Binder,” they said with bated breath. “Yes, that’s him. Here, Bobby, come here; that’s Con- gressman Binder. Don’t forget when you grow up that you saw him when you was a little boy.” Then the Con- gressman shook hands and, from force of habit, I Suppose, made a little speech. But it was not the crowd he had come to Sec; it was 1 He came in, paid a short and pleas- ant call and went away. Unsuspect- ing man from the wily city that I was, I foresaw nothing of what was to follow. But three days later, after the local papers had bruited my fame to all the county, the Congressman returned and I saw the why-for of his call. He wanted me to try for the Republican shrievalty nomination of our county. “Tt’s a sure thing,” he said, “if you will only start right in with us and | ] now We could not lose, because you’re the hero of the county, don’t you see. We'd knock this rat that belongs to the other crowd into a cocked hat at the primaries; and to be nominated on the Republican ticket here means to be elected. Now we'll start” I held up my hand and stopped him. “We will start nothing,” I said et us use your name. wearily. “Let me tell you some- | . thing: I am a poor, over-worked or- 'dinary citizen who has fled from the | great city which lies to the south ot | |this county in order to escape the | turmoil and fuss incident to city ex- jistence. I have lived all my life in ithe midst of crowds, and have had i|my hands full of the Starting of (things, until crowds and things have 1 |them to this spot in hope of peace and comfort. In short, I am here to jseek the simple life. I thank you for your offer, but I must decline.” This was only the beginning. “The 'boys” and the Congressman contin- iued to come, and I continued to re- fuse. I grew white and haggard. I began to dread the sound of wheels ‘in the road before our house, lest it 'presage the coming of another dele- | gation to insist that I seek the nom- jination for county sheriff. It got so that I began to hide out in the barn when I heard the wheels stop, (leaving May to turn away with gen- itle words those who would thrust jhonor upon me. Once or twice, per- haps, I weakened for a moment and | considered surrendering to the pleas |of my fellow citizens; but in each in. istance the circumstances of my he- |roics came up before me and I stern- | Ly put the temptation behind me. No | sheriff's office for me. I wanted only |peace and quiet. | [| AE dost I became desperate. The | oily assurance of the Congress- jman irritated me beyond expression | His smile was always the same when he grected me, always the expres- self Palled upon me and I have fled from | sion on his face said, “Oh, you'll give |in in the end, see if you don’t.” ] | could stand it no longer. One afternoon, while we sat ‘gether on our veranda, I jumped in- to the air, gave vent to what | |thought must have been the official yell of the Rough Riders, and drew | my revolver, which, for the occasion, | reposed in my pocket. | “Wow!l? 1 roared “Where is | Lead me to him an jeyes out!” And I waved the revolver | ubiquitously and rolled my eyes frantically. | There was a railing two feet high to- he? | all stopped the Congressman for a sec- ond. He took it like a fat cow tak- | ing a fence. He landed on all fours ES his silk hat flew far to One side. “Wow!” said I. “There he is, there jhe I tried my best to froth at the mouth as a madman _— should. 7 Dechy yards was the distance from } | { is! where the Congressman landed to where his buggy stood. Afterwards | we went over the ground carefully and found only three places where he had touched the ground in cover- ine that distance. And the pace that his have done credit to any trotter in the world. I sent the hired man to town with the Congressman’s hat that evening. When he returned he said: oe Ie left it at t-t-t-the hotel for him. H- h-h-he wasn’t there. He t-t-t-took the afternoon train to th-th-th-the city.” Then he groaned because he could laugh no more. d I’ll shoot his | around our veranda, but it never | horse set down the road would | “Well, that’s an end to that 1 hope,” said May. “There was noth< ing like this in the city, was there?” “No,” I replied, “the city was noth- ling like this. People in the city nev- ler experience the—the—things one | meets in the Simple Life.” Then, when I thought over the last ifew days, I added thoughtfully, “Poor Lee MacQuoddy. 2 oe | A Lemon Instead. “Do you know,” a pretty bride of |three months said to a friend the | Other day, “I think all these jokes about young wives having so much |trouble with butchers and grocers, jand being cheated, and all that, is just | too foolish.” “Then I presume you are getting jon all right with yours, dear?” her |friend enquired. | “Why, of course, I am! Anybody | would if they would just deal at a reliable place,” the young wife de- |clared. “Now, there is my grocer,” she continued, “he is just as obliging and thoughtful as can be. The other day I ordered a dozen Oranges, and when they came I found there were | but eleven in the bag, so when I went [to the store again I told him so. | Why, yes, ma’am,’ the said, ‘I know there were. I had put in a dozen, but I noticed that one of them was spoiled, and of course I would- n't send you any but the best goods, so I took it out, “Now, don’t you think that was nice in him to be so thoughtful and honest?” she concluded. | | devils!” | | | —“A NEW IDEA”— Using Croton Oil in a Cough Medicine Extract From Bulletin No. 20 Minnesota Dairy and Food Commission ANALYSES Kennedy’s Honey and Tar—Contains a small CHLOROFORM, Bee’s Honey and Tar—sy, MORPHINE, CROTON OIL a SALICYLIC ACID and Kennedy’s Laxative Honey and Tar is manufactured by ey and Tar is manufactured by the Bee’s Laxative Hon DeWitt & Co. After loading the trade to a stan 18.10 per cent. Low percentage of alcohol. SALICYLIC ACID, CODEINE, CROTON OIL, gar syrup used to nd peppermint. DeWitt’s Kodol Dyspepsia Cure— Alcohol STRYCHNINE. peppermint and sassafras. give consistency of thick molasses. E. C. DeWitt & Co., Pineule Medicine Co., d-still with their «One Minute” Low grade sugar syrup added to produce desired body. Sample also contains Sample also contains CHLOROFORM, SALICYLIC ACID, grade sugar syrup added to give desired consistency. Sample contains JULIUS HORVET, State Chemist. Chicago. Chicago, a concern that is Owned by E. C. cough cure, which is now apparently one of the deadest preparations of the kind on the market, they abandoned the “One Minute” to its fate, leaving the dealers loaded to the guards. It is also apparent that Kennedy’s Laxative Honey and Tar of the genuine Foley’s Honey and Tar. preparations when the genuine Foley’s H We are willing to concede that you will give them all the credit the This advertisement is published oney and Tar is asked for. the idea of putting Croton Oil y deserve for this ‘new idea.’ was put out with the idea of trading upon the name and reputation aS a warning to the trade not to dispense the above as a laxative in a cough remedy is original with them and we hope Foley @ Company, 92-94-96 Ohio Street, Chicago, Illinois. Pk E = % ‘generally just before Produce Trade. Special Correspondence. New York, Oct. 27—So far as the actual spot demand for coffee is con- | cerned almost every jobber reported a very quiet market all the week, and the movement is growing smaller with every day. Of course, this can not continue a great while, and is probably owing to the usual lull that seems to settle down on_ business election. No appreciable change has taken place in quotations, Rio No. 7 still remain- ing at 774@8c, the former being the official quotation. The combined stock of Rio and Santos coffees is now almost exactly a million bags greater than a year ago at primary points, or 2,748,000 bags. In here, in Baltimore and in New Or- leans, and afloat for the above ports to Oct. 25, there are 3,760,037 against 4,525,813 bags at the time last year. Mild steady, but the call has been of mod- store bags, same grades are erate proportions and buyers seem to be in a “waiting” mood. Good Cucutas, 95¢c, and Bogotas, 113c. East India sorts, which are holding their own in every regard. Generally speaking, the tea market is in-excellent shape. The demand that could be looked for and the statistical position is certainly in favor of the seller. Congous, espe- cially, are Scarce and quotations are firmly adhered to. Ceylon and India teas are progressing in a most fav- orable manner. The demand for refined sugar is of limited volume and not a bit of new business is to be recorded; the lit- tle doing is simply in the way ot withdrawals under previous tracts. No change has taken place in quotations, which are seemingly well sustained. is all con- The demand for rice is sufficiently active to keep this market closely sold up, and, indeed, forward ship- ments are reported all taken care of. Quotations are very firm and _ in some cases more than the “prevail- ing rate” has been obtained. With the near approach of holi- days a better demand has sprung up for spices and jobbers report a good week’s business all around at full rates. There is an especially active call for ginger and prices show some advance — African, 6%4@7c; Cochins, 6%@8'%c; Japans, 514@6c. There is an active demand for mo- lasses for prompt delivery and quo- tations are well sustained. In the future it seems evident that “mo- lasses will be molasses,” as the pure food law, it is said, will knock out almost entirely the open-kettle prod- uct, and centrifugals will be in lim- ited supply. We will all have to fall back on sorghum, and, by the way, why can’t this product be made more “popular” than at present? There is little, if anything, of in- terest to be recorded in canned goods. Tomatoes are very well sus- tained, with the general New York rate 95c¢ for No. 3 standard Mary- land. It is said that recently con- | siderable call has existed for No. 2, | which is “substituted” for No. 8 as a tO cent grade. held at 77%c. sustained This size is usually Desirable corn is wel! and stocks are limited. There is a good deal of pressure brought to work off all stock by Jan. { that will not meet the pure food law test and, of course, "any old price” will do for such goods. Peas are sought, and worth easily $1. Butter is still well sustained and extra Western creamery is worth 27c. The supply seems to be rather freer, but there is little, if any, going into storage. This is not quite the case with under grades, which are in am- ple supply and being “stored” be- cause sellers are too determined to get full figures. Firsts, 24@26c; sec- onds, 22@23c; held stock, 23@26c; Western factory, 17@20c; renovated, 21@22¢c. Cheese shows little change so far as supply and demand are concerned. The quality of a good deal of the stock arriving is not very good, and such will not, of course, fetch full rates. Jest creamery, 13%4c. The supply of “moderate” eggs is becoming too large for comfort. | Holders want 22@23c, while buyers There are no changes to record in| can not see over 20@z2Ic. The re- sult is the goods are going into stor- ‘ge. But best Western will fetch 25'%4@26c readily, with perhaps 22@ 24c a fair quotation for seconds. ——_2-.___ Prosperous Reports from Michigan’s Metropolis. “oF Detroit, Oct. 30—The Detroit Frol- ley Wheel & Electric Equipment Co is enjoying a busy season. An order for 100 $400 Paragon automobiles for the Detroit Automobile Manu- facturing Co. is just being complet- ed, together with the initial cars of a new $850 pattern called the Mar- vel. Both types are fitted with the special Pfister three-speed transmis- sion. The gears are so arranged as to be controlled by a single lever and change from any speed directly to any other without passing through the third. In the regular trolley whee! line negotiations are on for a big con- tract with the Japanese government for its publicly owned trolley lines. Samples were shipped several months ago, and are undergoing a rigid test. The business is transacted through the New York agents. An example of the boom in the brass manufacturing ‘business is the prosperity of the Lavigne Manufac- turing Co. organized nine months ago to handle force feed automobile oilers and other inventions of J. P. Lavigne. The business started with nothing but the patents, which were contested by Mr. Lavigne’s former employer, the Detroit Lubricator Co. The concern is unable to keep up with orders in its factory on Larned street east, where a force of eighty men is employed, working overtime three nights a week, and will move as soon as possible to a new factory at Commonwealth ave- nue and. the railroad, where 250 men MICHIGAN TRADESMAN 39 will be employed in two shifts. The | At new buildings at present under con- | struction consist of a machine shop | Wholesale 50x150 feet and two stories, and a| foundry 4ox7o feet. Early in the | spring the machine shop is to be in- | creased to three stories and a three- story building 180x45 feet is to be added, while the foundry will be widened one-half. All this space will be utilized for the manufacture of goods for which contracts have been | secured. Orders are on the books for $275,000 worth of goods, princi- pally motor oilers, which are ordered for 45 per cent. of the automobiles now being manufactured in the coun- try, involving an output of Ito a day. On gas engine oilers invented by Mr. calls for 14,000, with a promise of $60,000 | worth next year. Other specialties are a quick-opening hot water valve and carburetor. Most of the mach‘n- ery used in the factory is automatic, | built from original designs by the head of the firm. Mr. Lavigne has taken out 145 patents on his own in- | ventions, ranging from sewing ma. chine parts to automobiles. Most ot the sewing machine attachments for | embroidery work now in use are ot | his design. He now is at work on| an invention that will reduce the! price of automobiles by cutting out | transmission. The Sun Never Sets Where the Brilliant Lamp Burns And No Other Light HALF SO GOOD OR CHEAP It’s Economy to Use Them—A Saving of 50 TO 75 PER CENT. Over Any Other Artificial Light, which is Demonstrated by the Many Thousands io Use for the Last Nine Years All Over the World. For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St., Grand Rapids. Blankets Robes Fur Coats Lavigne, one contract ; ; ee Now is the time to see that your stock is com- plete. Send for our new illus- trated list. Prompt Shipments Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY Write for M. T. Catalog, it tells all about them and Our Systems. BRILLIANT GAS LAMP CO. 42 STATE ST. CHICAGO, ILL. | ASSETS OVER $7,000,000 | When You Have a Bank Account You will be prepared to grasp opportuni- A. dollar will open an account in our Savings De- ty as well as meet adversity. partment and if you only deposit a dollar or so each pay day with interest at 3 per cent., compounded semi-annually, you will soon have a snug sum to your credit. Old National Bank FIFTY YEARS AT 1 CANAL STREET. | ly COMMERCIAL “iq { TRAVEI ERS Michigan Knights of the Grip. President, H. C. Klockseim, Lansing, Secretary, Frank L. Day, Jackson: Treas. urer, John B. Kelley, Detroit. United Commercial Travelers of Michigan Grand Counselor, W D. Watkins, Kal- amazoo; Grand “secretary, W. F. Tracy, tlint. Grand Rapids Council No. 131, U. C. T. Senior Sounselor, Thomas E. Dryden; secretary and Treasurer, UV. F. Jackson. How To Interest a Number of Pros- pects Simultaneously. Special tactics are to be used when a salesman puts his Proposition up to a number of men in each case in- stead of to an individual buyer. It sometimes happens that a sal man es- who is an expert in Selling to the individual customer feels himselt at a disadvantage when he has to show his product and his Proposition to the firm collectively. When he is called upon for the first time to sell to the firm collectively, or to sell to a school board or to a municipal committee—or any body of men, in fact, upon whose unanimous regarding his product the sale depends—he js likely to feel handicapped and think that the diffi- culties of an ordinary sale are mul- tiplied in his The number of objections which he would meet from prospect he fan- cies, multiplied by exactly the num- ber men the little explain decision case. the individual are, in coterie which he addresses. of there are If he tries to labor with each indi- vidual, gaining first the consent ot Prown ,then that of Smith, then that of Robinson—he multiplies his own effort needlessly and wastes time. There is a method by which a firm can be sold collectively as easily and expeditiously as an individual. lt re- quires the salesman to be a diplomat Suppose that the thing to be sold some uncommonly expensive ar- ticle; that the salesman, A, is wishes his Brown, Smith & 20,000 specialties for gen- prospects, Black, lo . al to buy eral distribution among their trade. He investigates to find out if this sort of a deal is outside of the prov- of the regular buyer. If it S, the members of the firm themselves won oOver—he must ectively, ince will have to he address them col] But first it is the salesman’s d to learn uty something of the personality of each of these men by cautious en- which particular | be most easily enthused quiry to discover member wil with his proposition: which member is likely to prove the most conserva- rule will find is the elder both in experience), and whether members of the firm in- to the support of the enterprising member or the conserva- tive one. Having located the member of the firm who is most open-minded, he should make a preliminary canvass of that man, arousing his interest and enthusiasm to as great a degree as he can. This is not in the hope of securing the enterprising member’s (as he this tive that years the general man a and other cline more signature and then forcing his asso- ciates to back it up with theirs—but it is for the sake of winning a strong ally to his cause. When the meeting of all members lis finally arranged the enterprising member whom the salesman has won for an ally—we will call him Smith for the purpose of this illustration— thinks (if the salesman has handled him properly) that he personally has discovered a good thing for the com- pany’s purposes. He will feel some gratification in revealing his superior knowledge of the proposition to the other members of the firm, and this belief in his own business perspicuity will be strengthened by the — sales- man’s frequent appeals to him for corroboration of different points in the selling talk. If the salesman in delivering an argument before the men assembled turns to Mr. Smith and appeals to him in this wise: “Is this not true in your experience, Mr. Smith ?” almost invariably count upon getting an affirmative an- swer. He can also rely upon Smith to anticipate some of the best points in his selling talk and to make their introduction so simple and natura) that the tacitly defensive attitude of Messrs. Brown and Black becomes less formidable. lor instance, if three or four strik- ‘ng reasons why that company should his product have been aunched by A and corroborated by Smith, the latter may chime in with, “And there is a question of durability, | you know. You remember what we |Paid out last year for keeping bill- ca in repair—now, this specialty ‘S practically indestructible. | seen other he can purchase l have ‘ecimens that have been | €xposed to ine weather for five years, during which time not a penny has {been spent on them for repairs— [they are as fresh and new as they were when they were first put in commission.” This gives the sales- man a capital lead. | If the salesman has no unconscious \< ally in one member of the firm, such as Mr. Smith is described as being in the foregoing hypothesis, he must proceed with his reasons in regular } order, assuming that each man who listens to him is favorably inclined. He should make the most of a chance jassent on the part of any of his hearers, dilating upon it until the man who has uttered a casual “Yes, [ suppose you're right,” seems to have made some downright positive and original statement favoring the deal. But in either case, whether he has ally in the enterprising member of firm or not, the salesman must | | jan | ks the faces before him con- | | the stantly for indications of the slightest change of attitude, either favorable or unfavorable to his chance of a sale. He must make it a point not to address one or two of the indi- viduals present to the comparative exclusion of the other or others, He must have the deferring equally to Present and of giving an equally care- ful answer to the questions or objec- tions of each. But in doing this he must be a good economist, not al- lowing questions that are senseless appearance of each member MICHIGAN TRADE SMAN or wide of the mark to usurp the ives which should be given to the } | Straight selling talk. As a case in point Brown may chip |in with some objection which is triv- al irrelevant and easily disposed of. This may suggest to Black a more ; reasonable objection, in answering which the salesman has an oppor- tunity to throw a flood of light upon his proposition, explaining technical- ities, modus operandi, etc. He would be a bad economist if, for the sake of flattering Brown, he gave a long-winded, non-essentia) discourse in disposing of the ques- | tion, leaving his auditors less time and patience with which to follow |his answer to Black. There are two courses open to him in framing his answer to Brown. If the enquiry or objection has | been Preposterous, he can often turn jit off with a quip, good-naturedly, and with seeming innocence, show- ing it to be ridiculous. Or he can please Brown with the seriousness with which he pretends to receive it, answering the objection simply and easily, but with a manner which cred- its Brown with a degree of acumen in propounding it. For example, A has made gooa Progress with the selling talk when Brown breaks in with this objection, “Your goods may be well enough, but I don’t see any use in our spend- ing the money for them. We have only one competitor in this town, and as he never does any advertising anyway, we are not afraid of his get- ting ahead of us on this particular Proposition. We could easily come tO an agreement with him, promising not to use your specialties if he did not, and in this way both firms would Save money.” A may answer Gf his man will stand being rallied), “My dear sir, you are on the right track. Why don't you goa step farther and agree with your competitor that neither house shall keep its doors Open for business longer than an hour each day? Each of you would fare just as badly as the other—think of the Saving in lights, clerk hire, etc.” Or, adopting the other course, A may take pains to show Brown that he can hardly expect to increase his business by such a compromise with an antiquated competitor. At any rate, let him dispose of Brown’s question briefly and proceed with his selling talk, getting back on the main track of synthetic rea- soning. A moment later, let us say, he will encounter a sensible objection from Black. In answering this objection he ad- dresses Mr. Brown just as frequently as Mr. Black, allowing it to be under- stood that Brown had as much to do with originating the objection as Black had. This saves Brown the pique that an outsider in such a dis- cussion usually feels, flatters the in- telligence of his judgment, and at the same time turns the argument into the channel by which Black’s assent is most quickly obtainable. The man who sells collectively should do the talking, and it should not be all of the simply declarative re A tte, variety. He should ask questions of his auditors—questions that call for |an affirmative answer. The body of men to whom he is | talking hear themselves concurring | first in One proposition, then another, | Which he advances, and this fact gives ithem the impression that he is voic- ling their own preconceived Opinions, | as well as laying the foundation for fe opinions. He should ask each a question in turn, being sure, however, that the question will not start a controversy. oe it is a good plan, after having made the enquiry, to pass right on to the next man and to the next and next, giving none of them a chance to do more than nod and murmur an assent. It is most important that the sell- ing talk shall not slump into petty discussion, but shall proceed logical- ly, with gathering animation on both sides, to the closing point. The running fire of questions which the salesman intersperses in his sell- ing talk serves a double purpose. First, it discourages the impres- sion that he is doing all the talking. Second, it gives each auditor the idea that all the Others have acqui- esced in what the salesman has. ad- vanced. If a salesman has managed cleverly these questions have brought forth no negative replies, and each man present, not having heard a neg- ative reply, is inclined to feel that somehow they all have been answer- ed affirmatively. A salesman should keep his audi- tors busy examining his samples, and it is a capital plan to see that each man has a sample of a different sort in his hands. If he likes it and makes some pleased comment about it, such comment will excite the cu- riosity of the others in the little co- terie, and they will want to see it and compare it with the one which they have handled. This impulse to comparison is a most favorable indi- cation. Jt shows that interest and curiosity have been fairly aroused. A salesman, while he has need of acute sensibilities in order to know what line of argument, what tone of voice, what look and gesture of his are producing the best effect, should at the same time be practically im- Pervious to hints. He can afford up- on occasion to be set down for a2 thick-skinned individual. A salesman whom I knew entered the office of a great manufactory shortly after the employes were dis- Livingston Hotel] Grand Rapids, Mich. In the heart of the city, with- in a few minutes’ walk of all the leading stores, accessible to all car lines. Rooms with bath, $3.00 to $4.00 per day, American plan. Rooms with running water, $2.50 per day. Our table is unsurpassed—the best service. When in Grand Rapids stop at the Livingston. ERNEST McLEAN, Manager MICHIGAN TRADESMAN 41 missed and found the President and Secretary of the company engaged in conversation with two strangers. Evidently something momentous was under discussion. It was the only time the salesman could see the Pres- ident of the company without mak- ing that town on his return trip and going a night’s ride out of his way to do so. He walked boldly into the private ofice—introduced his business with- out preliminaries. “Come around to-morrow,” said the President; “you see I am busy now.” The salesman said that he could not call on the morrow, but request- ed the attention of the President without delay. He asked only a few minutes. While making his request he was placing some particularly gorgeous samples around the room with a high- ly decorative effect. “Take those down,’ thundered the President. “lam going to intrude but a moment, and I am sure you will not consider it an intrusion when you have examined my goods and will know what they will do for you,” the salesman replied suavely. One of the strangers laughed. The President decided to take the situa- tion good-humoredly. “Well, I will look at those infer- nal things, if you want me to, for the space of three minutes,” he said, “but I promise you I won’t buy. I have my opinion of your cheek.” The men glanced at the samples cursorily, and the Secretary, per- haps to curry the favor of the chief, indulged in a few witticisms at the expense of the samples without really reflecting on their serious merit. Thar was a cue for the entire party to start mildly guying the salesman. He showed no consciousness of it. He had converted himself into a pachyderm for this occasion, but he started a brief, vigorous and logical selling talk that very quickly silenced the humor of the others. He had secured attention by the manner of his entrance, and in a mo- ment he had the company deeply in- terested and respectful. The Presi- dent himself was absorbed in the study of a particularly attractive sam- ple and growled a question or two about it. At the end of twenty minutes he said: “Well, well, these samples are worth looking at all right. Come around to-morrow and talk business.” “Impossible,” said the salesman, firmly. “I must convince you now, Mr. Blank, or I hardly think I shall be able to do so at all. I know you are busy-—I apologize for having used so much of your time. Don’t let me waste any more of it. Let’s come to a conclusion right away.” And the President, by the very force of suggestion signed for an experimental order on the dotted line that seemed to find its way directly under his hand at the opportune mo- ment. Selling to a body of men is much the same as selling to an individual. The difficulty to be overcome is not in the multiplicity of objections but in keeping each man’s atten- tion riveted to the matter in hand and making each feel that the balance of power necessary for the success- ful issue of the sale lies with him.— C. A. Marshall in Salesmanship. —_——_o2—s> Mileage Books To Be Reduced in Price. The hopes which have been raised among the traveling men and travel- ing public generally have been dashed to the ground by the announcement of Passenger Traffic Manager Ford, which was sent out under date of Oct. 24, as follows: The announcement is hereby confirmed that, taking effect on November 1, 1906, the local passenger fares over the Penn- sylvania Lines west of Pittsburg, in Pennsylvania, West Virginia and Indi- ana, will be reduced to a basis of two and one-half cents per mile. Upon the same date the present interstate passen- ger fares for through tickets between points in Indiana, Ohio, West Virginia and Pennsylvania will also be reduced, practically, to the sums of the new local fares in and through those states. In view of the above very considerable reductions in local and through passen- ger fares, it is deemed advisable that further reductions should not be made at ine present time, and, therefore, the no- tice heretofore given regarding good for bearer mileage tickets at two cents per mile is withdrawn, and such tickets will not be placed on sale until further notice. This means that the $20 flat book which was announced by the Erie on its entire system, on the Pennsyl- vania lines west of Pittsburg and on the New York Central lines west of 3uffalo, has been indefinitely post- poned. The railroads feel the neces- sity of making some concession to the clamor of the traveling public and will, therefore, reduce the price of the iniquitous C. P. A. book from $30 to $25, with a rebate of $5 in- stead of $10 as heretofore. At a meeting of the Central Passenger As- sociation, held in Chicago yesterday, it was decided to put this change in- to effect on Dec. 1, so that on and after that date C. P. A. books can be purchased for $25 instead of $30. This will naturally necessitate a similar change in the Michigan book and, in all probability, a meeting of the passenger agents of the various Michigan roads will be held in the course of a few days, at which time the Michigan book will be reduced from $30 to $25, with a rebate of $5 instead of $9.75 as heretofore. This eliminates the little item of 25¢ which the railroads have been filching from the pockets of the traveling men and for which they are heartily ashamed. Even the railroad men themselves ad- mit that the 25c item was a mistake on their part and that their action in thus discriminating against the Mich- igan book at the behest of the Cen- tral Passenger Association should not have been taken. Now if the Michigan roads will bring pressure to bear on the Central Passenger Association to permit them to make the Michigan book good in- to Buffalo, Toledo and Chicago, the book will not be such a bad book after all, although it is not what the traveling public is entitled to and not what it will have ultimately. The obstacle in the way of this concession is the Central Passenger Association, which is using every ef- fort to make the Michigan book un- popular, with a view to showing that there is not a general clamor for a book good on the trains. This feat- ure has been so long enjoyed by Michigan travelers that they will never give it up, in the opinion of the Tradesman, and as soon as the railroads come to this conclusion and make the Michigan book good into the three markets named or, bet- ter yet, make the C. P. A. book good on the trains, the better it will be for all concerned. = ——___ Movements of Michigan Gideons. The New York State Gideon offi- cers for the ensuing year are Blinn Yates, President (Mr. Yates was our former National Vice-President, ad- dress Buffalo, N. Y.); Edwin B. Cal- kins, of Elmira, Vice-President; Wil- liam D. Camp, Buffalo, Treasurer, and Henry Palmyra, Chaplain. Secretary- D. Guthrie, Massachusetts State officers for the | ensuing year are George W. Perrin, | President, Long Meadow: E. E. 3uck, First Vice-President, Worces- dent, Fitchburg; L. B. Strout, Sec- retary-Treasurer, Lynn, and N. W. Dennett, Chaplain, Boston. Forty Gideons were present—glorious meet- ing. Indiana State officers for the en-| ,. ; i ; | Bay Crty, suing year are John A. Fisher, Presi- | A. Martin, | dent, Evansville; James First Vice-President, Elkhart; John Van Zanot, Second Vice-President. Indianapolis; F. O. Dolfinger, Sec- retary-Treasurer, Evansville, and M. E. White, Chaplain, Indianapolis. Good attendance—splendid interest. Charles M. Smith, National Presi- dent, returned from Chicago the first of this week, where he met with the National Cabinet. He expects to at- tend the Gideon rally and camp fire Sunday, Nov. 4, at 3 p. mi, at the residence of Aaron B. Gates, Detroit, 387 Harrison avenue, and the Gid- eon service at 7 o’clock in the even- ing at Grand River avenue Baptist church, where the Gideons of the city, State and all other Christian traveling men will meet. D. Bennitt, of Detroit Camp, was at Vassar last Friday, smiling on his customers. L. H. Richardson was at Bad Axe last week representing the Moore Plow & Implement Co., of Green- ville. He is President of Flint Camp, which is the camp which has _ its torch lighted and burning, with a good supply of oil. I RR. Russell, 2190 North Madi- street, Bay City, manufactures and sells mattresses, covering terri- tory within a radius of one hundred miles from the city. He is an active Methodist, and this would indicate that he has the right kind of spring and reaction in his product. Mr. Russell as a Gideon studies “The Word,” and will tell you something like this: The gospel is the power of God unto salvation. It does many other things, incidentally, but salva- tion is the master stroke. Whether or not we enter into this salvation depends on our attitude toward Christ. The gospel is the power of God unto salvation “to every one that believeth.” By faith we clasp hands with the only-begotten Son of God in His mighty redemption. For it is the one thing on earth that brings heaven near and makes life sweet. son It is the arm of the Father, reached down out of heaven to pluck us out of danger, and place us within reach of blessings unutterable and full ot glory. Samuel P. Todd, 1302 Garfield ave- nue, Bay City, covers nearly the en- tire State of Michigan, representing Alma College. W. E. Ormsby, 1223 Washington avenue, Bay City, sells burial imsur- ance at nominal prices. John F. Umphrey, 301 Jennie Street, Bay City, was at East Tawas selling monuments last week. E. B. Braddock, 303 Cass avenue, Bay City, represents the H. W. Jen- nison branch North. E. D. Meder, 500 West Midland street, West Bay City, is collector for the City Coal Mining Co. A. O. Blodgett is collector for the | Bay City Tribune and travels north |of Bay City. ter; C. H. Kline, Second Vice-Presi- | | Mississippi the past six months. Edwin W. Sut street, Brown, 414 North Farra- 3ay City, has been in He |came home the 19th and returned the | ples. ZISE. Walter S. Cousins, 1000 Broadway, represents the Wilson- Clark Oil Co. in Saginaw and Bay City. C. E. Walker, Bay City, was in Chicago recently fixing up his sam- He represents Reid, Murdock |& Co. in Saginaw and Bay City. W. T. Bellamy, 406 Birney street, 3ay City, has been in Des Moines, Towa, the past sixty days, represent- ing the Proctor & Gamble Soap Co., which recently bought the Jackson Soap Co. Mr. Bellamy expects to return January I. —_.—-.————____ Butter, Eggs, Poultry and Beans at Buffalo. Buffalo, Oct. 31—Creamery, fresh, 22@27c; dairy, fresh, 20@23¢; to common, 16@19c. Eggs—Fancy candled, 28c; choice, 26@27c; cold storage, 22@22'4c. Live Poultry — Springs, 1o@1tc; fowls, 10¢; ducks, 12'%4@13c; old cox, 8c. Dressed Poultry—Fowls, iced, 11@ 12c; Chickens, 12@13c; old cox, 9¢e. poor Beans—Pea, hand-picked, $1.60@ 1.65; marrow, $2.35@2.50; mediums, $1.60@1.65; red kidney, $2.25@2.40. Potatoes—White, 45@soc. Mixed and Red, 35@4oc. ——_>-2___ St. Ignace—Charles A. Wood has been operating a camp forty miles from St. Ignace, on the shore north of the straits, peeling bark from 5,000,000 feet of hemlock logs which he put in for F. T. Wooaworth & Co., of Bay City, and is now engaged in cutting 4,000,000 feet of pine for Selig Solomon, of AuSable, and 5,000,000 feet for L. Jensen, located north of Lupton and Rose City. This timber is taken from the tree and manu- factured at a large portable mill on the ground, all ready to ship out by rail. —_———— Ooo It’s the easiest thing in the world to convince yourself that you are just a little better than your neighbor. ——_>-2-—__. You'll never become a millionaire on the money you make in your mind. MICHIGAN TRADESMAN Michigan Board of Pharmacy. President--Henry H. Heim, Saginaw. Secretary—Sid, A. Erwin, Battle Creek. Treasurer—W. E. Collins, Owosso: J. D. Muir, Grand Rapids; Arthur H. Webber, Cadillac. Next meeting—Third Tuesday in No- vember. Michigan State Pharmaceutical Associa- tion. President—John lL. Wallace, Kalama- ZOO First Vice-President—G. Ww. Detroit. Second Vice-President—F rank i. ley, Reading. Third Vice-President—Owen Wayne. Secretary—E. E. Calkins, Treasurer—H. G. Spring, Stevens, Shil- Raymo, Ann Arbor. Unionville. Executive Committee—J. 0. Schlotter- | beck, Ann Arbor: F. N. Maus, Kalama- zoo; John S. Bennett, Lansing; Minor E. Keyes, Detroit; J. E. Way, Jackson. Points on Advertising a Neighbor- hood Drug Store. The first question that is asked, an important one, is, does it pay? I say, yes. A very emphatic yes. How do you know your advertising pays? is the next question. This may be an- swered in a great many ways, the grand total of which is an increase in business; not merely for one day, week or even a month. If our an- Swer was made upon a basis of such a short time the skeptic would say, and perhaps truthfully, that local or other specific conditions were entirely or partially responsible. But let me now state plain facts gathered from my own experience. | For about twelve years I had been | satisfied with a “hit and miss” meth- od of advertising. That is, having no general plans, I would first get out one thing and then, at an indefi- nite future time follow it with some- thing else. This allowed sufficient time to elapse between issues to lose the good effect that a continual pounding away would have brought about. During these years | doing what I thought a fairly good business. There was not enough in- crease in the volume. I wanted more and began to look about for a remedy. At about this time I became a sub- scriber to a “System of Advertising for Retail Druggists,” and immedi- ately saw my opportunity. This sys- tem proved to be a business tonic. My use of it brought about a material increase, slowly at first, but with each new effort the cumulative effect be- came more and more apparent, as if a powerful stimulant had been inject- ed into the very heart of the busi- ness. Thus it was that I began to formulate plans of advertising with a definite end in view. was My first plan was to publish a store paper each month and distribute it from house to house. In this manner my first issue, about two thousand, were sent out. This has been follow- ed each month by a like number and at the same time of the month. As I keep a detailed account of my business it takes but a glance to show the conditions as they are at any time, comparisons being made daily, weekly or monthly as desired, and at the end of the year a recapitula- tion of the entire period is made. During the first two months there was but slight increase. The third was better, and from then on the |Tesults have been most Satisfactory. | Thus the summary at the end of the | first year of continual perseverance | Showed a great improvement in every department, this “Eureka,” the store paper, being the cause, as I used only an occasional folder to push scme particular seasonable article and which were given at the soda fountain during the heated sea- son. tans | | | | | | | My paper had brought such good | returns that at the beginning of the | second year I added a two-page in- |sert of the size of the paper. I was | ambitious to attain greater results, | the old maxim, “nothing succeeds like | Success” being applicable in my case. | I have found that a series of coun- ter slips greatly increases the sales it our own specialties. These were | made of a size suitable to be in- ‘certo in packages that leave the | store. An instance comes to my | mind of a child, who came into the store and asked for one of the | largely advertised cough remedies. iIt was neatly wrapped and within | ped the bottle | that medicine.” Of course this is an | | . | exceptional case but well serves to | opportunity | jillustrate the fact that |is only waiting for us to grasp it. The neighborhood druggist ; depend upon the same people for | his business. He may reach out and get some business but the greater | Part must come from the immediate vicinity of his store. Cultivate their acquaintance, so that when they come | into the store you can call them by name, at the same time making them |feel that you are glad to see them. | Show new goods that have recently | been received; they may not know | that you have such things; often it will be just what they want. For instance, at one time J bought a quantity of pipes and sold them for 25 cents each, a good investment for smokers. We talked Pipes to our gentlemen patrons with the re- sult that in less than a month we had sold over a gross of them. It did not end at that, for we had made a reputation for pipes and the sales are steady at this time. Have a dis- play rack holding about two dozen on the show case and a sign just over it which reads, “Pipes—real good ones—25c.” This does the business. One of the best means that I have ever used to produce direct and im- mediate results was a voting scheme, detailed outlines of which were dis- tributed to the school children at the four schools in this vicinity, instruct- ing them to call at the store and get tickets. The children distributed these tickets to their friends. The friends then called at the store and, making a purchase, voted for the child who gave the ticket. There were prizes for the boys and girls who received the most votes. The first 10,000 vote tickets were distrib- uted in lots of from ten to twenty- | was placed a slip extolling the many | good qualities of Minor’s Cough Elix- | jir. On the way home the child drop- | ; it broke, but coming | | back she presented the smeared slip | land said, “Mama wants a bottle of | must | five during the first evening that the advertising was out. While the cam- paign was on 2,500 more tickets were used. I do not believe that there | WaS a person living within six or jeight blocks of my store who was not urged by some youngster to make la purchase at Keyes’ drug store. This plan was used during December and ithe prizes awarded on Christmas |Day. It was such a success that | | used the same plan a few years later | with equally good results. What I consider the best and most | successful all around business bring- |ing proposition was our Souvenir | Mayday of this year, the plans of | which were started in March. The | | | | | | details were worked out and the necessary printing arrangements made a month in advance. There were three separate and distinct sets of printed matter distributed, in all 10,000 pieces. The first set was a islip about four by six inches, on | which was printed the following, | “Sumfin Doin’” Saturday, May 12th. | Keep your eye open, Keyes. These | were sent out a week before the date, | followed two days later by another | lot which explained a few of the de- ‘tails of the plan. Then, two days before the sale the final set was distributed setting forth in full the whole plan. This was a four-page folder, seven by ten inches. During this week the souvenirs were dis- played in the windows and attracted much attention. They were suited to all customers, ladies, gentlemen, /and the children were kept in mind. i On making a small purchase the ladies were presented with a piece of china (not Haviland), the gentle- men with a set of collar buttons, the girls with bouncing balls, and the with a bat and ball. There special sales on perfumes, candy and stationery. Offers were made on | our preparations, such as a can of tooth powder free with a jar In addition to these we gave away free 500 surprise bags, | these were ten pound bags, appro- | priately printed, and contained sam- i ples of toilet preparations, some of our own, but mostly those that were sent by manufacturers especially for the occasion. These made a_ hit. and since then have been the result of considerable business. boys | were own i of cold cream. There were free cigars for the gen- tlemen; a special brand that we have nice trade on, and want more. Free soda for the ladies, which they seemed to enjoy with a relish, judging from the way they kept the fountain busy. When this day finally came we | were particularly fortunate, for it ~ a most beautiful one, and we saw the result of our efforts; it was a revelation. When the doors were | opened in the morning there were | people waiting to get in; from that | time until about to p. m .the crowd | Sontinaed. It was so large that we ; could handle them only ‘with the Paes difficulty, and that with ten | of us working like beavers. Although I had worked hard and |long to make the day a successful lone I felt more than compensated with the result; it was the greatest day’s business that I had ever had, in fact, the good resulting therefrom is continually apparent. This only goes to show what can be accom- [plished by going after business in the right way. I have used many of the most com- mon forms with success, such as stimulating sales in toilet articles by giving samples to my customers, and at the same time mentioning some of the good qualities of the prepara- tion in question, with a request that it be given a trial. And beginning the use of classified mailing lists, for instance, the telephone users are kept informed of the fact that our messen- gers are continually at their service. During New Year's week we send out by messenger in addressed envelopes artistic calendars; these I believe to be beneficial must be of more than or- dinary beauty and value. Store signs, concise and full of meaning, are kept displayed about the room. These we obtain from a sign writer or make them ourselves by means of a rub- ber stamp. I find window displays a great help in bringing various articles before the people; particularly is this so when goods are displayed that are being advertised at the same time in other ways. This means of drawing trade into the store I do not think is utilized to the extent that it should be by the majority of druggists. I have watched the sales made during a great many displays; have one in mind now; it was of candy, one kind, Maple Walnuts; it was shown for one week, and was made in the spring time, just when the sap was flowing and the maple season was on in full force. There was the top secured from a maple tree, shown in one corner of the window; this was tapped, and hung on the spile was a small tin pail. In another part of the window was arranged a fireplace made of brick, on this rested the pan for the evaporation of the sap. To simulate fire the front of the fireplace was cov- ered with red tissue paper, back of which an_ electric flashlight was placed. The entire floor of the win- dow was covered with moss. Jars containing maple syrup, sug- ar, chocolate and walnuts were shown, and near by a sign reading, “Made from these good things.” Scattered about were enough of the boxes of Maple Walnuts to leave the maple camp the principal feature. At the back of the window was a sign reading, “Delicious Maple Wal- uuts, [oc a box” The sales during the week were particularly pleasing, and since that time I have enjoyed a steady call for this confection. In conclusion, will say that I firmly believe that the average neighbor- hood druggist can increase his busi- ness by any of these methods, and many others. Keep continually pounding along the line. Never let up. The result will be most pleas- ant. Minor E. Keyes. —__22.____ There is one advantage possessed by the man at the bottom over the man at the top; he doesn’t have so far to fall. MICHIGAN TRADESMAN _WHOLESALE DRUG PRICE CURRENT Advanced— Advanced—Citric Acid, Ot} Aceticum Bengoicum, Ger.. Boracic Carbolicum Citricum Hydrochlor Nitrocum Oxalicum Phosphorium, dil. Salicylicum Sulphuricum .... 18 Tannicum .........75@ Tartaricum 38@ Ammonla Aqua, 18 deg.... Xanthoxylum Balsamum _ Abies, Canadian. Cassiae Cinchona Flava... Buonymus atro.. Myrica Cerifera. Prunus Virgini.. uillaia, gr’d .. assafras ..po 25 Ulmaus Extractum Glycyrrhiza Gla. Glycyrrhiza, po.. Haematox Haematox, Is ... Haematox, \s... Haematox, ks .. Ferru Carbonate Precip. Citrate and Quina Citrate Soluble Ferrocyanidum S Solut. Chloride .. Sulphate, com’! .. Sulphate. com’l, by bbl. per cwt... Sulphate, pure .. 24@ Anthemis Matricaria Cassia Acutifol, Tinnevelly .. Cassia, Acutifol. Salvia officinalis, %e and Xs .. Ova Ural ......;. Gummi! acacia, Ist pkd.. Acacia, Ind pkd.. a 898908 Ammoniac ...... Asafoetida ...... Bensoinum ee Catechu. 1s Catechu, %s Catechu, \s ... Comphorae ...... A 32 Buphorbium .... Galbanum Gamboge Guaiacum D9D99SI9H9898 yt at 40 60@ 50@ 70@1 Herba Absinthium ..... 4 50@4 Eupatorium oz pk 26 Lobelia ..... oz pk Majorum ...oz pk Mentra Pip. oz pk Mentra Ver. oz pk Rue Tanacetum Thymus V.. c Shellac, bleached Tragacanth 55@ 18@ 18@ 18@ Carbonate, Pat.. Carbonate, K-M. Carbonate Oleum Absinthium ..... 4 90@5 00 Amygdalae, Dulce. 50@ 60 saapaniae. Ama 8 00@8 25 nis: Cafiputi Carvophilli Cedar Chenopadii 7 Cinnamoni ......1 50@1 60 F ewe | Copaiba 8 Peppermint, Camphor. po 1 15@1 26 Cubebae 0... |. 1 seer 40 Evechthitos i Erigeron Gaultheria Geranium ..... Oz Gossippii Sem gal 50@ Hedeoma 3 Junipera Lavendula EAMORS) 2555... 1 Mentha Piper ... Mentha Verid Morrhuae gal .. Myricia .. 750... . 3 00@3 Olive 15@3 Picis Liquida ... “= Picis Liquida ga} 3 icine 4.8. 1 02@1 Rosmarini 1 Rosae og Succini Sabina Santal Sassafras Sinapis, ess, oz.. Dig os. 1 10 Thyme 40 Thyme, opt ..... Theobromas Potassium Bi-Carb Bichromate Bromide Carb Chlorate Cyanide 34@ Iodide 2 50@ Potassa, Bitart pr 30@ Potass Nitrasopt 7@ Potass Nitras ... 6@ jsemussiate ...... 23@ Sulphate po ..... 15@ Aconitum Althae Anchusa Gentiana po 15.. 12@ Glychrrhiza pv 15 16@ Hydrastis, Canada 1 Hyé@drastis, Can. po @2 Hellebore, Alba. @ Inula, po Ipecac, po Iris piox Jalapa, pr Maranta, s ... Podophyllum po. RhOL o-oo... Sanuginari, po 18 Serpentaria Senega Smilax, Smilax, M Scillae po 45 Symplocarpus Valeriana Eng .. Valeriana, Ger. .. Zingiber a Zingiber j ....... Semen Anisum po 20.... Apium (gravel’s) Bird, Is ........ Carut po 16 ..... Cardamon Coriandrum Cannabis Sativa Cydonium Chenopodium ... Dipterix Odorate. Foeniculum Foenugreek, po.. Lini 4 Lini, grd. bbl. 2% 38@ Lobelia 75 Pharlaris Cana’n Rapa Sinapis Alba .... Sinapis Nigra ... Spiritus Frumenti W D. 2 Frumenti iv Juniperis Co O T 1 65 Juniperis Co ....1 Saccharum N E— 1 Spt Vini Galli ..1 Vini Oporto ....1 Vina. Alba ...:.. 1 Sponges Florida Sheeps’ wool carriage ..-. 3 00@3 Nassau sheeps’ wool earriage «need DOS Velvet extra sheeps’ wool, carriage.. @2 Extra yellow sheeps’ wool carriage... @1 Grass sheeps’ wool, carriage Hard, slate use.. Yellow Reef, for slate use @\ Auranti Cortex . a eee Ferri Iod ........ Rhei Arom ... Smilax Offi’s %8SOQ9908 eGeevesees | Corks list DP Ct. Scillae Co ....... Tolutan |........ Prunus virg .... Tinctures Anconitum Nap’sR Anconitum Nap’sF Alces, 2... Arnica .:...... |. Aloes & Myrrh .. Asafoetida ...... Atrope Belladonna Auranti Cortex.. Benzoin ......... Benzoin Co .... Barosma ....... Cantharides ..... Capsicum .... .. Cardamon .. ... Cardamon Cr Castor Catechu Cinchona ....... Cinchona Co .... Columbia Cubebae ........ Cassia Acutifol .. Cassia Acutifol C Digitalis MrgOt ...... Ferri Chloridum. Gentian ...... ae Gentian Co ...... Guiaca Guiaca ammon .. Hyoscyamus lodine| ..... 6... Iodine, colorless Ming 0s Bobelia ......... Myrrh)... Nux Vomica .... Opt... Opil, camphoratea Opil, deodorized.. Quassia ......... Rhatany ........ HRhel ......... 0.) Sanguinaria ..... Serpentaria ..... Stromonium .... Toluten ...... |. Valerian Veratrum Veride. Zingiber Miscellaneous Aether, Spts Nit 3f 30@ Aether, Spts Nit 4f 34@ Alumen, grd po7 3@ Annatto ......... 40@ Antimoni, po .... 4 Antimoni et po T 100 Antipyrin, ..9.. |. @ Antifebrin ....... @ Argenti Nitras oz @ Arsenicum ...... 10@ Balm Gilead buds 60@ 6 Bismuth § N....1 85@1 Calcium Chlor, 1s Calcium Chlor, gs Calcium Chlor 4s Cantharides, Rus Capsici Frue’s af Capsici Fruc’s po Cap’i Fruc’s B po Carphyilus 2.2, Carmine, No. 40. Cera, Alba (2). Cera Flava ..... @roeus 2) 02. J Cassia Fructus .. Centraria Cataceum ....... Chloroform ...... 32@ Chloro’m Squibbs Chloral Hyd Crss1 35@1 Chondrus:’ ....... 20@ Cinchonidine P-Ww 38@ Cinchonid’e Germ 38@ Cocaine -3 05@3 @ be bn Q599O9999 on oo 29 40@ 4 40@1 3 QOO Creosotum Creta ..... bbl 75 @ Creta, prep .... @ Creta, precip 9@ Creta, Rubra . @ Crocus 200. 1 50@1 Cudbear ......... @ Cupri Sulph ...... 6% @ Dextrine i Emery, all Nos.. 7) Emery, @ 60@ 70@ Ergota --po 6 .. 12@ Ether Sulph ‘ Flake White ... Saat @ s@ Gelatin, Cooper.. @ Gelatin, French . 35@ Glassware, fit box Less than box .. Glue, brown 11@ Glue white 15@ Glycerina ....... 134g Grana_ Paradisi.. 2 Humulus 35@ Hydrarg Ch...Mt Hydrarg Ch Cor Hydrarg Ox Ru’m 1 Hydrarg Ammo’l 1 Hydrarg Ungue’m 50 Hydrargyrum ... @ 7 Ichthyobolla, Am. 90 Indigo 75 Iodine, Resubi ..3 85 Iodoform ........ 3 90 setevesaser Liguor Arsen et Hydrarg Iod .. @ Liq Potass Arsinit 10@ Magnesia, Sulph. 2@ Magnesia, Sulph bbl @ 1% Mannia. S F .... 45@ 60 Menthol ......... 3 40@3 50 Morphia, 8S P & W2 35@2 60 Morphia, SN Y Q2 3E@2 60 Morphia, Mal. ..2 368@2 60 Moschus Canton. 40 Myristica, No. 1 28@ 30 Nux Vomica po 15 g 10 Os Sepia 25 28 Pepsin Saac, H & ED Co Picis Liq NN & gal doz Picis Liq qts .... Picis Lig. pints. Pil Hydrarg po 80 Piper Nigra po 22 Piper Alba po 35 Pix Burgum .... Plumbi Acet .... 12 16 Pulvis Ip’c et Opii1 30@1 50 Pyrethrum, bxs H & PD Co. doz @ 75 Pyrethrum, pv .. 20@ 25 Quassiae 8@ 10 Quina, SP & W...1 @ 27 Quina, S Ger.......17@ 27 @Quinag N.Y... 1 25 12 a ic 7@ 27 43 Rubia Tinctorum Saccharum La’s. Salacin Sapguis Drac’s.. Sapo, Sapo, M 104 sapo, G .|...... Seidlitz Mixture 20 Sinapis a Sinapis, opt .... Snuff, Maccaboy, DeVoes Snuff, S’h DeVo’s Soda, Boras .... 9@ Soda, Boras, ae 9@ Soda et Pot’s Tart 25@ Soda, Carb ...... 14@ Soda, Bi-Carb Soda. Ash ...... 34%@ Soda, Sulphas Spts, Cologne .. @2 Spts, Ether Co.. 50@ 55 Spts, Myrcia Dom ¢? 00 Spts, Vini Rect bbl Spts, Vi’'i Rect %b @ Spts, Vi'i R’t 10 gl Spts, Vi'i R’t 5 gal Strychnia, Cryst’l 1 05@1 2 Sulphur Subl . Sulphur, Roll Tamarinds Cerebenth Venice Thenbromae | No. 1 Turp Coachi 10@1 9 00@ Zinci Sulph ..... 7@ 8 Oils Whale, winter .. Lard, extra Lard, No. 1 Linseed, pure raw Linseed, boiled Neat’s-foot, w str i Spts. Turpentine ..- Market Paints bbl. } Red Venetian ..1% 2 @ Ochre, yel Mars 1% Ocre, yel Ber 1% Putty. commer’] 21, Putty, strictly pr2% Vermillion, Prime American @ Vermillion, 75@ Green, Paris .... 24 Green, Peninsular 13@ ead. red ........ t Lead, white ..... 7 Whiting, white S'n @ Whiting Gilders’.. Gi White, Paris Am’r @ “= Paris Eng Me bbl. gal. 10@ 70 70@ 8 60@ 38@ ...39@ 65 @ 1 1 4¢ 1 c @ Universal Prep’d 1 10@ Varnishes 20 Extra Turp .....1 601 We wish at this time — to inform our friends and customers that we shall exhibit by far the largest and most complete line of new and up- to-date Holiday Goods and Books that we have ever shown. Our samples will be on display early in the season at various points in the State to suit the convenience of our customers, and we will notify you later, from time to time, where and when they will be displayed. Hazeltine & Perkins Drug Co. Grand Rapids, Mich. MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, and are intended to be correct at time of going to liable to change at any time, and country merchants market prices at date of purchase. within six hours of mailing, Press. Prices, however, are will have their orders filled at ADVANCED Ao en ener arene sama ste oe Index to Markets Doz. 12 oz. ovals 2 doz. box. ..75 AXLE GREASE FE 1Ib. wood boxes, 4 dz. 3 00 1tb. tin boxes, 3 doz. 2 35 tin boxes, 2 dz. 4 25 - Pails, per doz... 6 00 - pails, per doz... - pails, per doz....12 00 BAKED BEANS Columbia Brand - Can, per doz..... - Can, per doz...... 1 40 - Can, per doz...... 1 80 K CP ee nerecercccvecse Pea Marrowfat ....... tow 4 Ht Dt pa fk pe pet cme ese. 1 35@2 55 6 0z. ovals 3 doz. box $ .40 16 oz. round 2 doz. box Sawyer’s Pepper Box peace 12 00 Ss Col’a River, talls 1 80 Col’a River. flats 1 90 -_ PCO COED COCd OdED9 RODS NS DO Ree No. 2 Carpet... 2 Common Whisk : : : : : ; ; Cod FE Farinaceous Goods ..... §& Fish and Oysters ...... 1 Fishing Tackle Flavoring rents Ss Solid Back 8 in........ oe ccrccccccscce Fancy ee 1 10 poe csee ee 1 40@2 00 ae. Be eee 19 BU*TER COLOR W., R & Co.'s, 15¢ size.1 W., R. & Co.'s, as size.2 00 Electric Light, Electric Light, Gallons» Soe @ CARBON OILS see ee wee cere ence. oe a ies Deodor’d Nap’a CANNED GOODS i gga . Standards .... Now Sine 2c 6 Meat Extracts Black, winter .. 9 @10% Breakfast Foods Bordeau Flakes, 36 1th. 2 Cream of Wheat, 36 2tb.4 Excello Flakes, 36 IIb. Standards gallons Red K:dney _._.. me em DO DS tote e rece cece sece Grape Nuts, 2 doz..... Malta Ceres, 24 1f.... Malta Vita, 36 1mb...... Pillsbury’s oo 3 dz. Sunlight Flakes, 361th. Sunlight Flakes, 20 lgs Vigor, 36 pkgs......... 2 20 2%D ee pe + +e chee be eres tm im im DOO DO Playing tek 2tb. cans. spiced... Exepen ol. Clams “Little Neck, es 1 00@1 25 Clam Bouillon | Zest. 20 Dent 4 Zest, 36 small ee lakes Rurrham’s qts. ....... 7 20 Crescent . Salad Dressing ........ Cherrie: Red Standards Five cases ............2 40 Special deal until Oct. 1, One case free with ten One-half case free with Wi eee cece —— Blacking ......... One-fourth case free with ROEREEE eer ene ee eecc le ce Sur Extra Fine Freight allowed Rolled Avenna, Monarch. 90 th. sacks 2 49 3 10 Cracked Wheat 1% oo , 24 2 D. packages... 2 50 Picnie Tatis .....,.... 2 t: Columbia. 95 % ts Leese 2 ; Snider’s % pints ..... Wrapping Paper .../") 19 Mushrooms Carson City oe Weast Cake ........... 10 — Buttons .......! Emblem 4 COCOA SHELLS Spiced Sugar Tops ... 9 Oi bags |. 2% {Sultana Fruit ......_! 15 Less quantity ......//7 3 Sugar Cakes ...{ 25. .5: 8 Pound Packages ....., 4 Sugar Squares, large or COFFEE BMA se: 8 Rio Superba ..0 666 8 Common 13% |Sponge Lady Fingers 25 OM Age | rehing 228. 2. 11 Caeles oo 16% | Vanilla Wafers ....... 16 Pancy: 22 20 | Vienna Crimp - 8 Santos NVANOTIS. 36556 8 Common = 13% | Water Crackers (Bent aT 14% m Co) 6c. 16 Cheese 16% |Zanzibar .............. 9 ey 19 In-er Seal Goods. PeaDerry oo Do: : Maracaibo Almond Bon Bon - $1.50 er 16 | Albert Biscuit ..../7. 1.00 Choice 3 i9 eapimaig .. 6... 1.00 Mexican, Breemner’s But. Wafers 1.00 ee eco 16% | Butter Thin Biscuit. .i.00 Haney oe 19 {Cheese Sandwich ..... 1.00 Guatemaia Cocoanut Macaroons ..2.50 Choice <2)... 62. 15 Cracker Meal ........ 75 ava Faust Oyster ......... 1.00 Avean oe 42 me Newtons ...., .__ 1.00 Fancy African ....... 17 Five O'clock Tea ..... 1.00 OG ee 25 Frosted Coffee Cake...1.00 ee 31 ePootama | 6 1.00 Mocha Ginger Snaps, N. B. C. 1.00 ArADiAn 21 Graham Crackers ....1.00 Package Lemon Snaps ........ 50 New York Rasis Marshmallow Dainties 1.00 Aude oe, 16 00;Oatmeal Crackers ....1.00 Dilworth 15 50; Oysterettes 2.0.0.0. 00 -50 sermey 15 00} Pretzellettes, H. M. _.1.00 Hon 14 50; Royal Toast 1.0 McLaughlin’s XxxxX Saltine 060 McLaughlin’s XXXX sold | Saratoga Flakes < to retailers only. Mail all|Seymour Butter ; orders direct to W. F.|Social Tea ..... . McLaughlin & Uo., Chica-|Soda, N. B. G : go. Soda, Select ...:...... 1.00 Extract Sponge Lady Fingers. .1.0 Holland, % gro boxes 95|Sultana Fruit Biscuit. .1.50 Felix, % gross........ 115|Uneeda Biscuit ...... -50 Hummel’s foil, % gro. 85|Uneeda Jinjer Wayfer 1.00 Hummel’s tin, % gro. 1 43} Uneeda Milk Biscuit.. 50 CRACKERS Vanilla Wafers ....... 00 National Biscuit Company Water Thin Sin seek ele -00 Brand Zu Zu Ginger Snaps.. .§ Butter “WACRaCK oe a Seymour, Round........ 6 CREAM _ TARTAR New York, Square ..||¢ Barrels or drums ...... 29 OIANY ec eG 6 |Boxes .............. - +80 Salted, Hexagon, .....: 6 Square cans ...... ++ B2 Soda Fancy caddies ......... 35 SEC. Some... 6 DRIED RFUITS Select Soda .........! 8 aq ‘\Pples Saratoga Flakes ...__ 13 “etal tees ene os Sees 13 California Prunes N. B. C. Round ...... § | 190-125 25m. boxes. NB, C Square Salted 6 | 99-100 25tb. boxes..@ 6% aust Shek | 80- 90 25tb. boxes ..@ 1" . Sweet Goods “| 70- 80 25tb. boxes “2 i Animals = 2.00... 10 60- 70 25%). boxes 1% Atlantic, Assorted ....10 50- 60 25%. boxes ..@ 7% tragley Gems ........ 8 10- 50 25%. boxes ..@ 8% Belle Isle Picnic ....; nu | oe 25th. boxes ..@ 8% RIGS a 11 4 less in 501. cases Cartwheels. S & M.... 8 Citron Currant Fruit ........ 10 {Corsican .......... @22 Cracknels ..... 007... 16 : Currants ; Coffee Cake, N. B. GC Imp’d 1 tb. pkg.. @_ 91 plain or iced ........ 19 |Imported bulk.... @94 Cocoanut Taffy ........12 Peel Cocda Bar 10 Iemon American ..,... 14 Chocolate Drops ...... 16 | Orange American .,.,.13 Mexican No. 2 Panel D. C.. No. 4 Panel D. Ces No. 6 Panel D. Coe 3 00 Taper Panel D. C...: 1 oz. Full Meas. D: GC... 8h 2 oz. Full Meas. D.C: . ‘ 0z. Full Meas. D. @ 3 00 Amoskeag, Amoskeag, less than bl 19% Quaker, « paper Quaker, Eclipse .... Kansas Hard 0 Golden Golden Horn, Calumet. Wisconsin Rye .. 0... 9 95 Judson Grocer Co.’s Brand Ceresota, ys Ceresota, %s Ceresota, a 2) Gold Mine, %s cloth. .4 50 Gold Mine. %s cloth.. Gold Mine, Gold Mine, i Gold Mine, %s paper. .4 Lemon & Wheeler's Brand Slepy Eye, %s cloth.. Sleepy Eye, %s cloth.. Sleepy Eye, Sleepy Eye, Sleepy Eye, 5 a Cem es Cocoanut Drops .....:.. 12 Raisins ideal .. Cocoanut Honey Cake 12 London Layers, 3 cr pereey 6. Cocoanut if’y Fingers 12 | London Layers, 4 cr Peerless Cocoanut Macaroons ..18 Cluster, 5 crown Riverside Dixie Sugar Cookie |:9 | Loose Muscateis, 2 er Springdale Fruit Honey Squares 12% | Loose Muscatels, 3 er @8 Warner's Frosted Cream ....... Loose Muscatels, 4 cr @&y Baek | Fluted Cocoanut "2177° 10 | L. M. Seeded, 1’. ..@97 Eigen coe eee ite ag Cee 12 E a Seeded, % Ib. imburger .... inger Gems ......... 8 /|Sultanas, bu cee a Graham ee : | Sultanas, | @ 8% gO. ee inger Snaps, N. B. ¢. See Swiss, domestic... @15 ae tour 8 bees ye 11 FABINAGEOUS GOoDs Swiss, imported @20 | Hippodrome “1.....°""" 10 | Dred tia CHEWING GUM Honey Cake, N. B. C.12 | Mea Ha ees 7 "aees American Flag Spruce 50 Honey Fingers, As Ice. 12 ‘Brown Holl +1 T5@1 95 Beeman’s Pepsin ..... 95|Honey Jumbles ....._. if. oe teree eB 25 Bee eek: Sree ete ee » eoueehold ae As 8 (24 1m pas. 1 75 Oo ee sess sas ce one rumpets 10 | ; cee Best Pepsin, 6 boxes.-2 00|Imperial >... 70 ea. 6 {MR Der 100 the ||: 8 00 Black Jack (063) 50 Jersey Lunch ........ 8 ! Flak Hominy eo Gum Made .,. = Jamaica Gingers .,._! 10 Peace a, , Sete : = EN eee alk, . Kream Kdips 20 | o ig : seas Sen Sen Breath’ Pert. 95) KTS? eine cies Pearl. 100%. sack [2:7] g5 Sugar Loaf ....... neo OU Cem: Vente) 11 | Maccaroni and Vermicelll AUcatan 0. 59/t.emon Gems ..).: -.10 | Domestic, 10%. box... 60 Buk _ CHICORY Comen giscalt Sq...) g |ieperted, 2m. box. 2 6 vt SA a { 2 arley ae : cee ao — Seen... 2 16 Mamie ee 4 Malaga Je 11 Chester a SCC Se a6 ees g yk 2 25 ot . Franck’s piece eek : mary Ann fo) 006 g | Empire Lp peneeciy See ss oe 3 25 @ MMONOWS ows... 5 sess fars 4 eas CHOCOLATE Muskegon Branching i¢, |Green, Wiseatin, bu..1 25 ne creer & Cole |Molages Gai Green, Scotch, bu...... 1 30 1 00@1 15 Serman sweet ..000 2) = Mouthful of Sweetness 14 Split, tb. ates eee ease 4 ORT 0|Mixed Picnic ......... 11 ago : Meme 0. 41 Mich. Frosted Honey. 12 | Bast endless 6% ste eeeee 1 25@2 75 | Caracas wttterecceeese, 35!) Newton ........ oe | German, sacks 00505 BK Eagle Oks whe we eins 4s oes 2 Nu Sugar ee 23 German, broken wece COCOA Nic Nacs .._..-"- 5 Taploca Bakers 0. 38 | Oatmeal Crackers 8 Flake, 110 th. sacks eoeue vent ........ | may 10 | Pearl, 130 te. sacks [2177 | Colonial, ws eile ee ccis oa 35 Orange Slices 216 Pearl, 24 Tb. pkgs eee cees 7% Colonial, %s ......... 33 | Orange Gems... 3 8 |FLAVORING EXTRACTS SCC) Ae Se eae 42 Penny Cakes, Asst.... 8 Foote & Jenks MOONE noes 45 | Pineapple Honey .... 115 Coleman’s Van. Lem Van Houten, %s .... 12] Plum ATA oes 12, |2 oz. Panel ......1 2076 Van Houten, \s ....., 20| Pretzels, Hand Md...”! 8% |3 oz. Taper ee 00 150 Van Houten, ks ..... 4 | Dretzellettes, Hand Md. 8%! No. 4 Rich. Blake 2 00 J 60 — a8 - i Mac Md. {a Jennings CI ey 3 aisin Cookies ........ | Ter Witbur, ts). 41 | Revere, Assorted -14 peneies Sat, oe Wilbur, 4s . 62.0000) 42| Richwood ........ - 8 |No. 2 Panel D, c 765 COCOANUT | Rube LG -8 |No. 4 Panel D. G’'''"” 1 50 @1 00/ Dunham's &s ....... 26 |Scotch Cookies | 10 No. 6 Panel D. @..7'"’ 2 00 Dunham’s %s & \s.. 26% |Snow Creams 16 | Taper Panel D. eG 50 Dunham’s \%s ....... 27 suowdrop, ........ 16 oz. Full Meas. D. ‘on 65 Dunham’s \s ...... 28 Spiced Gingers ...... 9 2 oz. Full Meas. D C.:1 20 Bulk Spiced Gingers, Iced..10 ; an A 4 oz. Full Meas. D. G!'3 95 Jennings Bxtract Vanilla Doz. veeck 20 2 0. 2 Assorted Flavors 75 GRAIN BAGS 100 in bale 19 GRAINS AND FLOUR Wheat (No Ll Whites). 2. 69 (No.2 ted 2. 70 Winter Wheat Flour Lo Brands patente) ee 4 30 Second Patents .1./7'"" 410 Strajeht 3 90 Second Straieht /...- -3 70 ee 3 30 Graham 2 ne ae 3 50 Buckwheat (920) 2 1 5 00 Rye 7 oe ee 5 Subject to usual cash dis- count. Flour in barrels, 25c¢ per barrel additional. orden Grocer Co.'s Brand weds ca 90 Cloth 00 410 Wykes-Schroeder Co. aie 59s eigicie s 3 75 Wheat Flour Judson Grocer Co, Fanchon, \%s cloth ....4-30 gag 8 Wheat Flour Roy Baker’s Brand family. .4 50 baker’s..4 40 415 Horn, %s cloth.. S paper.. Wingold) ife0 20 4 75 Wingold, Ws 9.00533) 4 6% Wingold) the (26s 4 55 Pillsbury’s Brand est, %s cloth ....... 4 90 Best, %s cloth 11/777! 4 80 Best, %s cloth 1.11.7" 470 Best, %s paper ....,. 47 Best, \s Paper ....:. 4 75 Best, wood ..... <2. 5 00 Worden Grocer Co.’s Brand Laurel, %s cloth ..... 4 99 Laurel, %s cloth 4 80 Laurel, 4s & Ys paper 4 79 Laurel, %s 70 Pee ecccrescns Wykes-Schroeder Co %s cloth.. %s paper.. %S paper.. oe hn ee te on S A AN 45 ae ae 7 t. Cc ranulated | | No ar Fee ulated . 2 80 | Corn, ee a oa Me Beef Gorn’ Meal, co ean 20 00 | Rump, See poe. 8 Wint eal coarse oe 19 50| O88 aeeeteeeeeees 10 00} inte » old Pua 20 ees Ss Winter a ee oe tae Pig’s ie 7 a ae — NUF aaa ead Bran 82 00) 44 ie 4 ne et 0|Fre -cuboy, bladd 9 eed . Mid’ng - ea ou aa neh Sat jara.. 37 oe as 50 io ee vteeeeeal 0} appie ees Moyu Gun “—— = -20 00 | Kits, eects 3 | Ameri S. arciag me ‘3 Moyune, pts anes 10 Corn es aS % og Et ae geass % 23 Dusky Di Ske &C Moyune, choice Ss 30 aaa - --38|% ule a re: Dusky Dianna — i omg oe reonae ounce Caen ee J 1) TDS. vee, Hee Dind, 10 facies a Dinceaee ee an one ioe s Pins N tim ay So Hog Cc OS. ae Be a ose, 100 oz 2 igsu choi s dh , > gr ae Oey © 80) Beet bee asings 3 50 | White I 50 bi 6 0z..3 80 ey, fan co: ar ead, ao bx -——~- melee (en lots ‘Beet, ae 00 | White Es brn - go | Choi ey. taney. ...... 39 | um Eg i a Cc : Ss ee te nel CS A steeeee hans co a a hone g Hyson a | pty De Crat -. 5 ONF —— Sage : HERBS ots 15 00 licen eee Set 138 Satine’, Ov oe ee 3 10 a yson No. it y_ Dumpty 5] sta Stick ECTIONS — oe | » per t Pe no val bars s+... oe iene 3 1. ‘complete... é rhs c Laprel oe ‘| “eeuingelored Butterin = > we Mee ae 4 a Formosa @dlona a - Co omplete ......! 2 40 Standar ard ne. Pa el “Leseg 002 ap Balls, ally Be See aaa fancy ee wg) Meo i cle ee 5 my a 6 on e enaiee oe ine in | Jur ae ray 5 Ib ce 15/¢ ae 1 Ivory, 6 02. ....... Co. ee | ‘ork ee a: [dumbo, 32 9b. ...... tf 30 Ib. pails,” LLY | 2 | Corned poet 104g Bee ae 00 Medium ee eae a g9 | Bostor ‘in Cases Ib: pails, per p 2E,--1 8 VBasee beet” ee a ee 00 |Choice 2... akfast tr oo 1 Ole n Cream se 7 P ph a ah... 5 | Potte peek Maes gt monee a é 2 Bole ons eevee ee ne oe a ica = ime 8 ee 10 ure | a 4 ‘Potted ham, son 8 30@2 50 Acme, x bars... & ea 25 ae 30 Bo vaten cks 30 b. cas ugar a0 ane alabria ...... e ee 20@2 5 cme, eo . Ceylo In viteeeeeee D Ca eter be cnr EeTeeeteee "| Deviled ham, YS vos: 43 Acme, ico ed 60 Faney choice” 40° | tat.” nat tee ao Bi ee 13 : sen We wa 85 gM PATS wee eeess ge ee ld cot Gen Holde 69 Co S| and Se es 23 rons tee an 8 Mar aster, es +23 85 TOBACC » 82 eal No ton mop holace a6 S mpetition — y patente : ‘ Bete Blom, in Cc MATCHES - dé tted to gue, 4s .... 5 | Ma seilles, TOO bare 3 15 | Cadi 2BACC +242 se op hea er 8 aes ion cece a 6 rcHes " * peas ae mei "100 cakes Bi coun Pina Gut co eae i | the ec 6 naw ritten 1/Se a a 45 Massciice, 100 cakes... --4 00 eee aan Cut 2-ho eee 5| Conserve 200207 6 oo den C aos Bice 85 illes, io "5 80 | Hi et Loma... ee Bu ails Baers % an ess oO. air gs . 51G 00¢c s 5c Hiawat ee 3-hoo Standar aa ihn 7 ee oS | Choice dap: Pe Old Gh B.Wai toilet 4 00 aoe, oO be a 2-wire, Standard i et 3 setBA PRTRACTS, eae dee fe wes pena 6 ee ee a aut go| Steganos ae Armour's, 4 Oz. TS Fair L aapan |. 5 en ae | 4 Prairie ae Cedar, a ante a pare a fae 10 our’s) 4 oz... Cc a an. @5} So SS 09 | Protecti DS eens @ ‘a Cable oss. 1 Ki a : Lickie's i s. —- ee ee : 5% \s ice eee = eee on ee 33 Fibre’ eee joes 90 Kindergarten *. ie Liebig's apeeney a ao Garr ja. hd... @. |Gola ee Sate ders Sweet Bune 2200000 49 oo 538i ee ago eg 3? E "3 go, Z. % aroli ca ; 30ld y & Bed lee -1 25| Star Mette a —— Imported 7 5 gS eg nti = 6%OT a ee ee R eee 44 Hard Toot es br oiae ss Cream aoe 10 Sovertes, 4 07. ; 55 Columbia, ae as icirkoline, 5 a0. a eS Pale Cross ius ts 40 Sottwood thpicks : Bren bee nae gl Fan New SSES . 8 50 Du umbia % pi SING 12 Saas ca 4 a Hiaw aa ae Banquet ts eu io Cre Crea ee: Wo aa Orlean Se ee ee ed athe uu 31 ee a Horehoun ead taa i. Kettle Durkee's, large, 1 doz oo oe PING swag ettteteeees 8 Ric. co 2 7 F me ee P aetees ce | Snider's, si ay A Gol Arion ime ab| Battie “Ax o2o 0022 ee 1 50) a2 an ro od beetteattnes eS Pe Soe ystmall, "2 woz. BO ete coil _ American ie cie — a Bauae. woop aks eoak ne Stadt: Palle 10 pene sagen te 26 s, small oz. .2 % UES eee eeeeeeees 3 9 | Spe ard N ie a: 37 | Mo se, wood, zh ‘udge n Bor . oo Ss , 2 doz CT esheets 50/1S ar Hea we 33 M use, w od, 4 oles.. : Peanu Squar 1S 2. st couMNOR, MEAT Bb Packed as in 8 sonmsong oa Nobby Head, 136 kat rods 6 oles. is aa tees Hor MUST e Dela ana Ti s. in Ni unson’ a olly T wist oz. Rat, s ood oles... 70 9 Pe cane ae TARO 75 | DY! oe Sos ene s BaN ... Jolly Tar aeeeesees aa pring 1...2: wees 69/8 a Peagnt 1 e Rad sh, 1 E eo 3°15 ale voces ae Bid women 022000 eee 8 tarlight “Risse “0.022. 1 a eae wight's Cow ....0.., 3 00 i he ee 42512 Honesty 2.00.00. a Ga a g| Lozen las Go le cass 12 Bulk, 1 “nguives dz “4 2 Co. Lb veeesreeenns 3 - a a oe 3 8, Piper a Sete | 43 is-in, Standard a 7 Lozenges, plain ee fied ove a 4, ae ee 3 -j tan nay ar ee Bulk, 2 gal. kegs .. otte, 100 %s .. a 7 Sapolio. Marane 8 | Hone jHeidsick .....0. 38 20-ia. areeean tea ta Eclipse C printed 0.0. 9 aap og kegs. uaeiae SAL %S 00 | Savolio, eoaae ite poo pert tee eae faa ao Marae el 10colate "- | Manganilla Kees Sueeel . Patan 4 SODA -3 00 Sapolio ie oe Sone. Gril Dip Twist - hes eo wo 1 3 5 a Quintett Puocolates a . oe Qa... 2. 1 etic ed 8 ap ingle +9 00) Fe illac eae No. 1 Ca a | ened sh e ate vee ede Queen, 10x NOmeccscc, BD Lump, BBR, 2 a8 Seourine sug boxes. 4 0| Nick oo 49 | No, i Bibre’ 2600008 Bu Moss is Cail Stuffed . Oz nes a a 45th. ‘kegs 2! “ ee Manutacturin 2 25/3 e kel Twist gic caciee a No. 3 wi Sieve ues aa Be 5 50 oe rena minus’ os uffed. Oz. -4 50 ae ri uring | eee aren Te veeeeeess 8 pe are Stuffed, 1 on. .: 7 00/755 {cgmmon 6 as ne, 100 “cakes. ap ee oe | propse Guo a ae | teal ‘Cian ae Cla eo Co. SG a ae Teacks sree Bae SODA ea. 113 B0| Sweet C 2 36 Dewey Guise oo Heal, Crean oes eee: : _ oC = Wel Fl ‘0. n : ou a . Old WwW on aged a No. PIPES “3 40| 56 10% Pine a .2 10 ae _ i fe) Si a. A Pas afties Bons 2 Gane’ T. — i 28 ID. py sacle aeten? 3 09 | Col ; Se 5% Warpath oe : Fe poe : - éa Yai hiawed Mii 11 : a Es peta Berm pe U em . | oO iss oes ms ceo ie F990 on cues -. 4% {I Ae: We og Single. Peer! vp Jelii ie wae aed i256 Ib. d Joe a ee 2 oe Ga. North ree 2 2 __raney—in 2 oo oe .. 85128 tb. pti in aril 5 ae ve 00 Honey: = be ie 2 Sera oo 50 Old sae obi 5tb. “sige? alt bbls’ 6 mek 561 iD ot tase SS Ae ote Ga + 90| Flag Block pails... Onig ae creed 19] Pe nqesshigned “Hore e Barrel oo oe 00 . sacks . Rock ags 20 eas ea pices enie - : ce ersal cites sees a Peppermint. Dro Hare. ee eo Granulat 2 — Ching a \eapaag 2 | Window Clean ves 2 To | EE colate Drops "| le m a bls., 1 es 7 Medium ee jag -- 20 Casa Tan mats. i Duke's ee etteeenees a oo neni 65 Ee ME. Ga es ne +60 No. oe pees count 4 25 » fine eee. 80 Cassia. Saigon, ” aa ee Mixture eee 4 in veer, Biner Noo i roi $8 83 ge ume sane® g] eatin Sek Sig aie fl eee att ae ve Boece ie 0. 20, iv : Sac eee , in : & emt 1 in. a Bangi 1 85 ia Caio) Aad ae 20, Rover assorted 1 86 os EB sg . Mace paler —_ 33 ae Yum, we a 4 15 aa Bowe "72 30 iP ee nt, Gums, Cr a1 - 0. 98 ec amel 0 all e INugnens. 7 Be! 251 C i ania 3 2 in. B eee toca Hea’ Dora : No. 8 Go! f ed 1 Stri ReGre: le Rutegs 16-30 <.. bow Cale 3 pails g jivi utter so... . | Loze s, iy Se No. ‘808, Bieyele ae oe Pellbck Pees. , ¢ ee Nutinegs Ss . oo ae coe ris oS ei Ay Butter ee ‘ Unperials Plain eens: be iene wil a : Ke Bear 115-: <-«, fall? Boy. | iH og [A fh, Butter 22000007 (eeeaiae er agit er a) Stri uae ie Te er, Si oy a: ae ee aoa 3B ete « wacna PoTasH. - oie @ 3% poppet Singapore, bile a piensa = a poe ie 4 & M. oo oe ot ee es coe re ii’ yA Bia ae wonGAPEING PAPER Sa at ae PRO Pa. 400) Whi ae 138% Allspice oo etgror 2 om go 6 OZ. wees - ae °N Straw PAPE : String Butto a ma eee Mess PROVISIONS " 00 a Boe cL es Hee in Bulk 7 Country. Ch cette, 38 ang on ea eee Wintergreen ne s0@90 : : eetat saa eee : iila, ee: mace eae Fat Black 1010.) - White Hoop. bbls, 142 29 Cloves, Saigon oo Good Kxxx ve Créain Manila cciblig a Buster ans Shot Gat 00000000 Alara oe D, keg 65% 6 00 Ginger, fatialba 3 | Sout Binder. crtteees are am Manila 0... - Up-to-date A: rted .... 0 Bon t Cut sees 13 00 |E oa meh. 65@ 75 Ginger, é fo ceo 48 aie Ee Wan peasy 2 ae Hine Bila eee eee ‘Yen § ate A aaiia’e 75 a eas 17 50 Eoune oa # 80 Ginger, African «1... fc} gcce $e = Boz. 30- Wax Hope ae aa. Te see Nao eo 2 3 a oes 175 oe 4 ibs oe: Mace |. Jamai Ce, 15 | Royal a a9 | Vax B tter, f ort e’nt. 2%, | Pen Strike a L.. --.3 73 Clear sannetteseeeee oe 00 found, 401s. «1.2... 3 15 Mustard ees ee Bic ee oe ‘ ad ull count 2) «sortment ao 8 ot ee aS Bee as oF i ae . oes s ee omay veeeenes a 00 No. 1 a ee 15 ence eee 65 Cotton, 3 TWINE . 42 Masic. East c iG entific A aad as- G P Belli Salt Mea i 59|No. 1, 1001 out 13 | Pep ogee es a ES otton ply unligh doz AKE a 6 Bellies fos. Meats 5 00 | No. ‘ 40mDs.. ee ! ae Singp. white. 17 ph 3 oe Mace «ac 22 Sunlight, &, doa. seeeee 11 Dandy Pop é hs 18 a Hes wocgecteres 1 Nol t ODS. esses: ae ac o3|F eee 2 Y ast F Of. eeeees 5} ba Sm orn aegattttntees 1% 1 10tbs. 6.2... oe” lax, | oe 2 ea oam, Oz. --10 ndy ack, Ss “eee 1% oC go] STARCH 20 , m BG 52... st 3 see y| Po Ss 24 Hams, moked ecg 12% . — oe Oe a, an, es STARCH 26 Wool, Seal ee ceeeeeees a Yeast Cream, ee: fe 50 bon iy Smack, a 65 a aca 14 IB. vera ; Mess, 1o0tbs. Lose UST EID. packages. Glos. M Vv oe... 20 ih ie oe T 00 Cracker Jack aa nada 75 a aa eae aces e414 aecoa oC 6Ib. packa ig $ alt W mean. 6 FRES Z.. 58 shecke ack tide” 50 ’ oe: a area is Moos. 10tbs.. [ee 13 50| 40 Pacinee co 195 Malt wee Seine pier H FIS Pop C ca be nae c 50 cea H es No 1 8 tbs ae 5 90 Ba and 5D Ts @4% Pure ee Wi ine, 40 No abo Whi H Gea ce Pane aaa 25 Bac at wack ge..14 No. 1, BIS. eee es es 1 65 erels nokal gue ae rare Gane pep. eri 10| Tro 1 Whitefish Per tp.| Azuli a oi —< Galitac clea Hoek aes. 14 No. v 100 Ths. ..-..+. 4 1 40/9 eo 34@3% Pure oT Red B 10 ean Ma efish aie Acai : ‘akea | 1 20 oe Pas ets. .141 No. i ee 12 50 20Tb. pecan ‘Gora @3 | Pure ider, R Star .14 Ci ri oes ae ey ic ae Li, is Je 5 40ID pack Co Cid obi r..12 alibut «=... a) oe 6 Boil Boil ms . ---414 oe eo. 50 . pa ages rn er, Si nson Blu as or Elernin GM | cough Drope 0 Berlin Ham ree co Sie ckages ...4%¢ 5 |No 9 ise oe tie te *Hetiinig’ -@ point ween Dr - +3 00 Mince Ham, ee a sve 100 Seo 8 B SYRUP --4%@7 No. 1 per gr ING ie Boiled obster eu see 10 4g 8 Smith ent Ops Ham pressed .. 19% Ib. o. 1. N arrels con Na. 2 tee on Co Lobster ... ot mo Comp ie betD. fee _ 2 Fam Tale earvels n No. 2 per gross . ee aD @25 _ one 1 00 Fure ound 9 pag ceeeeeeeee sd ns 4 50 aaa pachTs bata e nnn ee ae . 3 per pe ae Bickerel goa aimee 25 ee . rieteeeeees 2 .c 18 sin eee me. ik Pose 2 md s, Tarr e 80 Ib. tubs... .adv: gS ‘2 = y old. on ia poor WOODEN Hi eee @ ‘alu ae 50 Ib. tubs... a te +O Bo 2441b aaa oe ee 1 80|B WA poren,”dvcsedl 0.7 @ pans oo 20 - Ga i Anive : SEEDS 50 . cans ee in eet 15 pose Baskets RE onen reared cieee cies @ 2 noe a Avice ca ‘ Piper ase i 5 ehele. “aide , : eto ) craaiis 611... s to ape -vadvanc Cara wa, eoen Fai Pu in case 1 90 Bushels, wide band Col. Snapper» ee Filberts Oe a 5 D. pails e fae So ae! 10 ana ee re Cane 90 Saint 1 ee band «--b 10 ppt laa ad aera 15 eo ee 15@17 tb. = caer amea Malabar 5% i Roe ere oat eae a cae Br cen ed 7 sg ..Y16 W Sebi Unie Skerhe @13 ; Bolo Sa Mixed a a Bios medium «+... 3 50 ES AN + a+ 0G wate cain shelled po ee aeages ae Bird jan .. a6 we mall oes. 3 25 Geen H D PELTS Fable nuts. bi ay @16 ; Liver v5 -ceeceseees Pop ard, w eles 416 Sunari Will w, Clot es, Bae 00 | Gree No. tice Pecans. aoa ny rig pale Pei eess 5 i a hie... 4 suas Bradl oeehes. iene se 00 @area we Poaae 4 Ea @is fort veeeeeeesen 6% Catt eee 8 ee Pr pr Butte wee ae Cured No. Dos ae 11% Hickory Jumbos er le i si tte nH N : y ) v1 Tongue. eee i ao : Regular, Hl a in Boxes Calfskins, a ao Cacons _Nuts per’ ali SO ee guacr i C K alfski (0. ners 3 an! OEE eG ager Ja| eee Ste ites 8 gies cae cietiall ce seeteeeeees i Handy som. large. dd 2 Basket-h fee oe o aa e ie case.. 68 Caltskins, ad No. 9 fe State, : voce wale” 5 : ease Be Polis dz.2 50 eee frog’ oa "36 4 ara & icpagges aba aah “a 20s baa = Crown olish.. 1 25 a pie ae 31 No. : Oval, ay in ed ola s. 60Ib. a 21216 Spanish Shelled sone Polish 86 | Sift: eee fancy 38 No. 5 Oval, 2 0 in pb 40 | 1 Wool Pelts er 13 Pecan 1 Pear -- ings sin eieceie 4d . Oval. 50 in te 45 sambs gree Wal Hal juts 8 ie Fanning neice « oe 22Q@24 ’ 250 i crate PAMDS eee eeee F alnut wht : @ 8% ead n cra 50 fee 3 ilber ce @ 8% neers ~ ioe Ces a ie tite es pon) age @56 vo ABOU Barrel, ae , ew” sooro a Se Barrel is — ot a ee low ae a ee 15 gal. eech. 3 40 Do ee : monds’ @38 ° ala, et @ 4% Faney Pea + @ pee Sows oS ioe nuts : 70 oe 00) 334 ancy. H P. Ss he nee Roas H. uns. d, fi Cc vasted P. - @b% ne ..-238@25 a HP. Suns W5%4 sea 9 : PP Jam Th aa ag| te, IE Timbo OF ted ee Jumbo @7 awed @8% MICHIGAN Special Price Current AXLE GREASE TRADESMAN San Francisco, California, Crowd. Fifteen thousand people were congre- gated, to attend the special sale an- nounced by Strauss & Frohman, 105- 107-109 Post Street, San Francisco, Cal- ifornia. Their stock was arranged, their advertising was composed, set up and distributed, and the entire sale man- aged, advertised and conducted under my personal supervision and _ instruc- tions. Take special notice the amount of territory which the crowds cover on Post Street. Covering entire block, while the sale advertised for Strauss & Frohman by the New York and St. Louis Consolidated Salvage Company is located in a building with only a fifty- foot frontage. Yours very truly, Adam Goldman, Pres. and Gen’l. Mer. New York and St. Louis Consolidated Salvage Company. Your Holiday rotits Spring Lambs Carcass CLOTHES LINES Sisal extra.. extra.. extra.. extra.. extra.. thread, thread, 9 thread, Full line of fire and burg- 6 lar proof safes kept in stock by the Tradesman Company. Twenty differ- Royal ent sizes on hand at all | times—twice as many safes 0 | 10¢ size » ~ | as are carried by any other | “Ib. cans 1 35 60| house in the State. If you 6oz. cans 1 90 }are unable to visit Grand tb cans 2 50 : t. 1 30 | Rapids and inspect the %Ib cans 3 75 | g0|line personally, write for | pone It. cans 4 80) 00 quotations. 9 ‘g3Ib. cans 13 00 | 40ft. | SOAP : | Beaver Soap Co.’s Brands BAKING POWDER Holiday profits are fancy. But they are not all they might be if you pay too much for your holiday goods. Nor are your holiday 5 | 50ft. 35 | 5Ib cans 21 50 Bott, 5 BLUING Cc. P. Bluing Doz. Small size, 1 doz. box. .40 Large size, 1 doz. box..75 CIGARS GJ Johnson Cigar Co.’s bd. bess than 590... 33 poo or more .. 32 L000 or mbre ............ 31 Worden Grocer Co. Ben Hur Perfection Perfection Londres Londres Grand Standard Puritanos Panatellas, Finas Panatellas, Bock Jockey Club COCOANUT Baker’s Brazil Shredded brand Extras - per case 2 60 - per case 2 60 . per care 2 60 - per case 2 60 a Bt. Ig tb. F RESH MEATS Beef Sarense (00 444@ 8% jindquarters ..... 644@10 ins 8 1 Dreseea ......... Boston Butts .... Shoulders Leaf Lard ....... Galvanized Wire No. 20, each 100ft. long 1 90) |No. 19, each 100ft. long 2 10) COFFEE Roasted ae eed _— : ; COFFEE! TO cree ~ ry er A fois “J d ECE aaa y White House, 1b. White House, 2ib. ...._... Excelsior, M & J, 1tb. Excelsior, M & J, 2%. ...../ Royal Java 4... | Royal Java and Mocha ... | Java and Mocha Blend ... | Boston Combination | Distributed by Judson | | Grocer Co., Grand Rapids; | |Lee & Cady, Detroit; Sym- | ons Bros. & Co., Saginaw; Brown, Davis & Warner, Jackson; Godsmark, Du- rand & Co., Battle Creek; Fielbach Co., Toledo. Peerless Evap’d Cream 4 00 FISHING TACKLE MB to 2 in... te 23n at, to 2 im. 8: 9 1% to 2 in. 3 in. i No. No. No. No. No. No. No. No. No. _ 15 $2 00-3 D Ol pm & PD Linen Lines Si) ae medium 2.2.00... 0.0.02). Large . Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 GELATINE Cox’s 1 qt. size ......1 10 Cox’s 2 qt. size ........1 61 Knox’s Sparkling, doz. 1 20 Knox’s Sparkling, gro.14 00 Knox’s Acidu’d. doz...1 20 Knox’s Acidu’d. gro...14 00 Nelson's ..............3 68 Onto ........ 8. sg Dwinell-Wright Co.’s. B’ds. | 7 dip Tep, M & J, lib ..__.. | Halford, small ........ 22 Plymouth Rock ......1 35 ONDER, cakes, cakes, cakes, cakes, large size. .6 large size..3 25} small size. .3 small size..1 Tradesman’s Co.’s Brand | Black Hawk. one box 2 50 | Black Hawk. five bxs 2 40) Black Hawk. ten bxs 2 25 TABLE SAUCES Walford, large ......... 3 | | i | | Si s Use Tradesman Coupon Books Made by Tradesman Company Grand Rapids, Mich, I profits as big as you might have made them if you buy where breaks begin before you know what to re-order. It may be possible for you to get some prices lower than ours. The only way to be certain on that point, however, is to compare. We ought to be lower. We buy holiday goods for THREE houses and sell them by an inexpensive catalogue. Anyway, it’s easy to tell for we print our net prices in plain figures. But even comparison is not necessary to be abso- lutely sure about our supe- rior ability to fill re- orders. Because we sell by cata- logue and can mail them all over the country in less time than a man might require in a single town, we can safely continue to offer our immense holiday stocks COMPLETE long after other lines are hope- lessly broken. Our Santa Claus cata- logue proves our unique ability to maintain the big line complete to a date impossibly late for others. With it make your own price comparisons unin- fluenced, right in your own store. Write now for catalogue No. J592—the Santa Claus edition. Butler Brothers Wholesalers of General Merchandise NEW YORK ST. LOUIS CHICAGO And MINNEAPOLIS ( Early in 1907 ) Sample Houses: BALTIMORE DALLAS _ ST. PAUL Monopolize Your Business in Your City Do you want Something that will monopolize your business? Do you want to apply a system for increasing your cash retail receipts, concentrating the entire retail trade of your city, that are now buying their wares and supplies from the twenty-five different retail clothing, dry goods and department Stores? Do you want all of these people to do their buying in your store? Do you want to get this business? Do you want something that will make you the merchant of your city? Get something to move your surplus stock; get some- thing to move your undesirable and un- Salable merchandise; turn your stock into money; dispose of stock that you May have overbought. Write for free Prospectus and com- plete systems, showing you how to ad- vertise your business; how to ircrease your cash retail receipts; how to sell your undesirable merchandise; a system scientifically drafted and drawn up to meet conditions embracing a combina- tion of unparalleled methods compiled by the highest authorities for retail mer- chandising and advertising, assuring your business a steady and healthy in- crease; a combination of systems that has been endorsed by the most con- Servative leading wholesalers, trade journals and retail merchants of the United States. Write for plans and particulars, mail- ed you absolutely free of charge. You pay nothing for this information; a 8ys- tem planned and drafted to meet con- ditions in your locality and your stock, to increase your cash daily receipts, mailed you free of charge. Write for full information and particulars for our advanced scientific methods, a system of conducting Special Sales and adver- tising your business. All information absolutely free of charge. State how large your store is; how much stock you carry; size of your town, so plans can be drafted up in proportion to your stock and your location. Address care- fully: ADAM GOLDMAN, Pres. and Gen’l Mgr. New York and St. Louis Consolidated Salvage Company Home Office, General Contracting and Advertising Departments, Century Building, St. Louis, Mo. Eastern Branch: ADAM GOLDMAN, Pres. and Gen’l Mgr. 377-379 BROADWAY, NEW YORK CITY. a po eie gE BUSINESS-WANTS DEPAR Advertisements inserted under this he SUL tcere asl ameonnt snl trelttnn atte tt atee BUSINESS CHANCES. For Sale—Stock of boots and the beautiful city of Redlands, California. Population 7,000. in the state. Delightful location, cheap rent. sons. Stock and fixtures invoice about $2,000. Established five years. Address . K. Shoe Store, 333 Orange St.. Red- lands, Cali. 250 Onward sliding furniture shoe, patent- shoes in southern Best schools climate. Good Satisfactory rea- | ed August 7, 1906. Sell in every home and hotels. Can not wear holes in car- pets nor mar finest floors. All casters do. Big profits. Write for special offer, Fair Mfg. Co., 2-5th St., Racine, Wis. 251 480 acres of the very best dairy land in the great Bread and Butter state, | Minnesota, in Otter Tail county. All in one tract; can be sold in quarter sec- tions. Price on whole tract, $37 per acre; if sold separate, $39 per acre. Cash payment per quarter, $1,500; balance to suit purchaser at 6 per cent. The Na- tional Agency, Fergus Falls, Minn. aoa For Sale—Stock of general merchandise of staple goods, store and dwelling com- | bined, 6 acres land. Postoffice in con-| nection. Good farming country, on P. M. | Railroad. Terms cash. Addréss No. 255. care Michigan Tradesman. Wanted—Good second-hand proof. Must be 15 in. deep. Young Bros. Hay Co., I safe, fire Answer quick. .ansing, Mich. 254 au04 For Sale—The oldest, most up-to-date furniture, carpet and stove stores in Western Massachusetts. Owner has been twenty-two years in the business and wants to retire. Lowest rent in the city. Stock about $10,000. Address Burns. the House Furnisher, Pittsfield, Mas 258 © | \ | | | eve For Sale, exchange or rent until sold, | $4,000 steam laundry; good location. | Sheldon & Co., Angola, Ind. Ze | Wanted—To buy for cash, good stock | general merchandise. Must be in good | location. J. B. Anderson, 1112 E. Rav-| enswood Park, Ravenswood, Tl. 256 | A $2 dry powder fire extinguisher | en free to any merchant who sends $2 for 1,000 cireulars printed to order, 6x9, | size, postpaid. Cornel Specialty Co., Lan- | caster, Pa. 255 For Sale—No. 1 sawmill in operation every day, 18,000 capacity, with planing mill in connection. Well equipped with} machinery, 8 lots 66x120 feet, in best sec- tion in Michigan. Address B. G. Bree- | man, Shepherd, Mich. 245 | Retail Store Decorations — Garlands, | wreaths, fancy bells, show cards, change- able signs, gold leaf sign letters. Special discount. Catalogue free. K. Johnston Mfg. Co., Quincy, Il. 244 For Sale—A $2,000 hardware stock. Hustling town. Extra good chance for merchant tinner. Address ‘Hardware.,”’ care Michigan Tradesman. 246 Will sell at a great bargain, if sold soon, my stock of drugs, ete., in good brick store. Good location. Account, age and poor health. G. C. Beebe, Bay City, | Mich. OO a eas Wanted—Hardware stock in exchange for southeastern Kansas land. Sharp and Cochran, Cassoday, Kan. 247 Stock Purchase Proposals Wanted—A New_York corporation, manufacturing a standard article with an enviable reputa- tion, desires to sell treasury stock for the sole purpose of increasing its working capital and not for the purchase either of property, patent right or interests of | owners. Proposals for the purchase of | $35,000 of treasury stock will be received | on the understanding that no proportion of such amount will be alloted or pay- ment for same received, until the full amount has beén subscribed for. Ad- dress Chas. E. Boyer, President, 90 Water St., New York. 249 For Sale—General store in hustling town. Best location. Good reasons for selling. Must be sold at once. Stock invoices about $1,000. Address No. 259, care Michigan Tradesman. 259 Cash for your real estate or business, no matter where located. If you desire a quick sale, send us description and price. Northwestern Business Agency, 43 Bank of Commerce Bldg., Minneapolis, Minn. 238 For Sale—Hardware stock, located in the best town in Northern Michigan. Will inventory about $7,500. Must be sold for cash. Town of 1,500. Only two stores. Reason for selling. proprietor expects to go into manufacturing busi- ness. No answers wanted unless parties interested mean _ business. a 237, care Michigan Tradesman. | Our business is jand | jestic | Chi | Mich. 11905 MICHIG AN TRADESMAN 47 -No charge less adjusting What do Investment Co., Detroit, Drug ek for Sale 4 One of the best paying old claims you have? Ltd., 802 Mich. 2 judgments. Guaranty Bl t Coloma, Mich. stocks in Michi- n ; San. Business will stand closest scrutiny. |Going West, reason. First come, first |served. Address Lock Box 18, Coloma, Mich. 232 For Sale—Tinners’ tools, good condi- tion, must sell, going out of business; price no object. Address Dunham & Son, Hudson, Mich. 220 Wanted—Established n : mercantile or manufacturing r business in exchange for Improved 895 acre Wisconsin stock and grain farm. Can close quick deal. Frank P. Cleveland, 1261 Adams Express Bldg., zo, Ill. 226 For Sale—-Bazaar stock, about $600. Good location. Poor health cause for selling. J. M. Kent, Bancroft, Mich. 222 To Exchange—Fine up-to-date woolen }and trimmings, also good real estate mortgage, $1,000, for small. stock dry | goods, groceries, shoes, hardware, furni- ture or real estate. Address No. 230, care Tradesman. 230 Drug store wanted in good Michigan town or city. Have buyers with the cash. Send full particulars first. letter. The National Drug Exchange, Detroit, 229 For Sale or to exchange for lumber, model Rambler, 18 H. P. touring car. In good condition. Perkins Lumber Co., Grand Rapids, Mich. 2¢ For Sale—Fresh, clean drug stock, in good lively town of 2,000. Two other drug stores. Annual sales about $4,000. Expenses light. Stock invoices about $2,900. Reason for selling, have other business to attend to. Address No. 233, care Tradesman. 233 To Exchange—Want to trade $10,000 worth of registered Red Polled cattle for general merchandise, shoes, hardware. 30x 595, Maquoketa, Iowa. 240 hardware stock For Sale—First-class in one of the best towns in Central Michi- |gan. Good business. Always made mon- ey. HELP WANTED. Wanted—Two first-class, retail grocery clerks. Good salary to the right party. Address with reference, No. 236, care Michigan Tradesman. 236 We want one lady or gentleman in each town and city to represent us in the sale of our shears and novelties; our agents make from $12 to $35 per week; the work is steady, no heavy samples to carry, and permanent. Salaried positions to those who show ability; write to-day for par- ticulars of our offer. No money required on your part if you work for us. The United Shear Co., Westboro, Mass. 967 Want Ads. continued on next page. up-to-date IT’S AMONEY MAKER every time, but you will never know it if you never try it. Catalog tells all. KINGERY MFG. CO. 106 E. Pearl St., Cincinnati Write us for prices on Feed, Flour and Grain Can supply mixed cars at close prices and im- in carlots or less. mediate shipment. We old ground Buckwheat Flour. sell fashioned stone Now . is the time to buy. Grand Rapids Grain & Milling Co. L. Fred Peabody, Mgr. Grand Rapids, Michigan Ld Wanted ‘to Buy—Il will pay cash for a stock of general merchandise or cloth- ing or shoes. Send full particulars. % pint a ae 2 60 Bakers and Scallops No. 36, holds 13, pints........... 1 00 No. 30 Bowls, 1% pint 87 | No. 6, sizé 7% pint 225.0 2 2: 3 89 No. 38, holds 2% pints ........ 1 20 : ee eee eas 88 | Round Scallo sor Na ies 3 inch actual size 5% in.......... 70| No. 24, holds 4 pints ............ 1 80 No. 36 Oyster 1 pint............ 72 | p Pp 4 imch, actual size 6 in.......... ” er oo O44 pints) 2... 2). - co No. 30 Oyster 1% pint.......... 87/6 inch, actual size 6% in......... 1 08 © imch, actual size 7 in. ...|... 0. 6, Molds 72, pints:......:... : all nee : | : a imad cin gees Co acti che Gin 100 dle. 4 bokis S pints 5 40 5 inch covered butter and adr.. 3 mae inch, actual size 1% in feito 1 30 7 inch, actual size 9 in........... 1 20 No. 24 Bell boy, holds 4 pints.. 1 80 Individual Butters ............. 22)8 inch, actual size 8% in....... 1 95 8 inch, gir size ae ‘mo [2 No. 6, Rocaille Ice jug. 7% pints 6 00 Bone Dishes (225005). 65/9 inch, actual size 9 in........ 2 60 9 inch, actual size 10% in........ . sme 10 inch, actual See 11% im... 3 00 Ewers and Basins Covered Dishes Plates Bowls No. 9 Cable doz arn 7 inch covered dishes .......... 4 55| 4 inch (B and B) actual size 6% in. 38 No. 36 St. Denis, 1 pint.......... 67 Mouth Ewers ‘and Basins, cable.. 4 30 8 inch Covered dishes .........; 5 21/5 inch (Pie) actual size 73% in. 49 No. 30, St. Denis, 1% pints...... 80 Chambers ¥ Amch Casserole |... 5 21/6 inch (Tea) actual size 8% in... 60 Be ote : as . No. 36 Sea oe i ‘pint... ' 67 = 8 Inch Casserole ..............., 5 85/7 inch (Breakfast) actual size 914 71 No. 30 Oyster bowls, 1% pint... 80 Me. 4° Covencl, 72 in 3 on Dishes or Platters 8 inch (Dinner) actual size 10 in. 81 No. 24 Oyster bowls, 2 pints..... 1 00 No. 9 Covered Rea 4 80 : : : : 7 inch deep, actual size 9 in.... 71 No. 36 Oyster Nappies 63. NO: ov Soe tht tees oe 3 inch, actual size 7 in......... 65 : ‘ 2 Nes No. 12 Open, 7% in............ |: 2 40 : : Bole: 5! in Coupe Soup, actual size 6% 60 No. 30 Oyster Nappies .......... 75 3, 6 inch, actual size 91% in........ 76 : . i No. 9 Open, 33, in.............. 3 20 : : : 6/2 in Coupe Soup, actual size 7M 71 Dishes or Platters Bed Pans 7 inch, actual size 10% in..... 87 ahs iis f ae ; : al ci ee 60 : 8 inch, actual size 11% in...... 1 OR ee ees eas 17 3 inch, actua Size 6% in.-...-.- No. 1 French, large size....... 7 50 : 1 i ars Sauce Tureen complete with stand 4 inch, actual size 71 4 10 inch, actual size 13% in.... 1 95 and tae 6 48 5 inch, actual size 8 Cuspidors 12 inch, actual size 15% in...... 3 24 anes 6 inch, actual size 93 2 4 inch foal sic int. | 4 54 Oyster Tureen, 9 inches ........ 8 67 7 inch, actual size 10% j go No. 3 Open and unhandleuw..... as inch, ac se size ve ie Sugar Bowls, 30c. covered....._.. 2 16 . . ze it . i : y 3 8 inch, actual size 11% Combinets 16 inch, actua ep 19% in 7 13 Cups and Saucers al size ig con Terie cna ‘ane Combinets with cover and bail..10 00 : Fruit Saucers : 12 Cups and 12 Saucers in one dozen. 11 inch, oo size Soap Dishes 4 inch Prults, actual size 5 in... 33 Coffees, handled ................. 101 12 inch, pera eat : aS 5 inch Fruits, actual size 5% in.. 37] Teas, handled (Colonial) 87 13 inch, actual size Bean Slave 3200.0 25500 60 iad yi rie 14 inch, actual size SOARS, hansine §..020 1 90 Oatmeals, actual size 5% in..... 54/ Teas, handled (Ovide) ......... 87 16 inch, actual size 2 Hast drainer soap ...:....... 3. 1 25 Pickle Dishes, Fancy ............ 1 33] Teas, handled (Am. Beauty) .. 87 Successors to H. LEONARD & SONS Wholesale Leonard Crockery Co. Grand Rapids, Mich. Half your railroad fare refunded under the perpetual excursion plan of the Grand Rapids Board of Trade. Ask for ‘Purchaser's Certificate’’ showing amount of your purchase. Crockery, Glassware - and House-Furnishings