FERRE RCLOS BESS SSEON LOLS » Svs . Son emre = I ORS Ly DDR EES Oe eS ENA GS eG ee ae ed: AG g aN APE A aN y \ = q a“ i oa | ) o , y \ ' (54 SSH a oC a \ 7 ¥ x . ss « i ES a (c : "i NN WY iY i Bos a Lc 3G Dj ~. a yi T Oe ay) ) ae = 2 AN wAY 2 he D) ie ( j 7 gj yyy? ¢ A > : SS } > KS (HO —F Eee Wt AN (om iA 4 Wa KO AR SOME MO ME (AMEN, CONIC | ee we ~~ LEN oy ee): _ Ae s no y rN = Ay} O A 4s NN SAY d YN 2 ee (CINE Ne SNA ee ; CREE NINN SINS “ J CaS (orn y < bs = } 2.0 = AW DS. eon =, (C SOF OSCS SERIO OSSOW Sie AK RL A LEI Twenty-Fourth Year GRAND RAPIDS, WEDNESDAY, JUNE 5, 1907 Number 1237 TORS MEER SS ara ARBOR. ASL A PECOYIEIVOLD BS THE BATTLE CREEA. SANMIFTALLY/Y Something’s Going To Happen in the Corn Flake Situation Watch for Important Announcement in early issue of this paper. ? eum ae T Seek ie Gite ied Cee ee etry a ekg t eres feet Sora ATs Seeteetgh cette a tet tetas cee: wee ee a8 SEE Geet lS taes es ee lease OS\R © NWA e - SAOVON RONCA 3 SH WHQODAY, SOAVH SW. VON, \ Toasted Corn Flake Co., Battle Creek, Mich. ORIGINATORS of “TOASTED CORN FLAKES” There are many imitations but ONE genuine. eye Cake of FLEISCHMANN’S YELLOW LABEL YEAST you sell not only increases your profits, but also a COMPRESSES 7 “Upp, YEAST. iy ; Cope jaar" 28 OUR e=t9 : | gives complete satisfaction to your patrons. The Fleischmann Co., of Michigan Detroit Office, Ii! W. Larned St., Grand Rapids Office, 29 Crescent Av. Pure Cider Vinegar There will be a great demand tor DO IT NOW Investigate the Kirkwood Short Credit System of Accounts 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 A. H. Morrill & Co. 10g Ottawa St., Grand Rapids, Mich. Bell Phone 87 Citizens Phone 5087 Pat. March 8, 1808, June 1,, 1898, March 19, 1901. PURE CIDER VINEGAR this season on account of the Pure Food law. - We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial coloring. Our vinegar meets the requirements of the Pure Food laws of every State in the Union. Sold Through the Wholesale Grocery Trade The Williams Bros. Co., Manufacturers Picklers and Preservers Detroit, Michigan FLQANU CR arcane Cleaner n Wii sar GOOD GOODS — GOOD PROFITS. ADESMAN “Kent County Savings Bank OF GRAND RAPIDS, MICH Has largest amount of deposits of any State or Savings Bank in Western Michigan. Tf you are contemplating a change in your Banking relations, or think of opening a new account, call and see us. Per Cent Paid on Certificates of Deposit Banking By Mail Resources Exceed 3 Million Dollars Commercial Gredit C0., Lid. Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. TRACE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich YOUR DELAYED THIRD RAIL SYSTEM A course in bookkeeping, shorthand and typewriting is like the third rail. It inereases your speed toward the goal of success. Se- cure it at the 75, 83 Lyon St. Di Grand Rapids, Mich. GRAND RAPIDS FIRE INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mick. The Leading Agency Fire and Burglar Proof SAFES Tradesman Company Grand Rapids GRAND RAPIDS, WEDNESDAY, JUNE 5, 1907 SPECIAL FEATURES. Page. 2. Window Trimming. 4. Around the State. 5. Grand Rapids Gossip. 6. The Corner Club. 8. Editorial. 9. The Credit Man. 10. New York Market. 12. Religion in Business. 14. Dry Goods. 16. 18 20. 22 > Woman’s Wit. Unprofitable Profit. Woman’s World. - Shoes. 24. Cider Vinegar. 26. The World is Mine. 28. Net to the Husks. 30. Facing Failure. 32. Love of Work. 33. Socialistic Sophistry. 34. Successful Salesmen. 35. Not High Ideals. 36. Mail Order Game. 38. Poultry and Game. 40. Commercial Travelers. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. Grand Rapids Council Again on the Map. Grand Rapids, June 4—At the last Grand Rapids Council Senior Counselor Handorph appoint- session of ed an official reporter, by name W. S. Burns. Said Burns made four at- | tempts to decline the honor, but it| was forced upon him, therefore he| proposes to make the column in the Michigan Tradesman devoted to Council proceedings a live one. Some of you fellows who insisted upon my taking this office must ex- Peck tO set a few roasts. Saturday night the commercial travelers initiated the following gen- After riding the goat they declared it was the best goat they had come in contact with for time, and all thought they got value received: Burr C. Lawton (Spaulding & Mer- Fick), Walter C. Schaefer (H. C. Schaefer €o.). Edward C. eer Co). Mewis ©. Iden (Bush Hat Co), Grand Rapids Council now, as. it has for time past, claims to be the largest Council in the State, and with the addition of the four new members initiated Saturday night it has a membership of 266 in good standing. tlemen. some Kraai (Worden Gro- | some Everybody is making great prepa- rations to go on the special train to Saginaw to attend the Grand Coun- cil meeting to be held Friday and Saturday. Whe train leaves) at 8 o’clock sharp at the old D. & M. de- pot. Be sure and bring your best girl, for we are promised the time of our lives. Captain Reynolds, of the ball team, is willing to take all bets, great or small, that he will carry off the hon- ors along baseball lines, and certainly the U. €. © club looks good to us when up to the present writing they have won every contest in which they have entered. There ought to be some rules passed in the baseball line which should bar Sam Simmons from jumping into the air to catch the ball and doubling up like a por- cupine, rolling over four or five times and still hanging onto the ball. This is the first time we ever knew that Sam was an acrobat. The readers of the Tradesman may look for an extended report of our doings next week at Saginaw. Bobby Burns. Another Account of the Meeting. Grand Rapids, June 3—Thoroughly imbued with the spirit of enthusiasm fellowship which is char- acteristic of Grand Rapids Council, No. 131, United Commercial about thirty-eight of the up the regular proceeded with the After the usual interrogatory, “Does | and good Travelers, members opened session and order of business any member know of a brother enti tled to our aid or been answered, the Council started at | once to swell the membership by in itiating W. C. Schaefer, representing the EL © this city; Kraai, of the Worden Grocer Co.: Burr C. ton, representing Spaulding & Mer-| Fick, €licaso, and Lewis © iden. with the Bush Hat Co., of Chicago, into the mysteries of sympathy?” had | Schaefer Furniture Co., of | Edward E. how to live the best kind of a life as a commer-| cial traveler. The Transportation Committee ap- pointed to arrange for the trip to] the Grand Council at Saginaw June 7| and 8 reported they had arranged | with ¢t I Trunk to special train, which will Rapids Friday morning, 7:30, from the old depot. - 1 | fUMMnisSh a he Granc leave Grand | ed + Jume 7, at After remarks by several members in reference to the good time antici- pated at Saginaw the session wound up with refreshments and a which seemed to be enjoyed by all| present. ©. F. Jackson, Sec’y. se Merged Into a Corporation. The “Yurlle-Zemurray €o. is suc_| ceeded in the fruit business at 30 Ottawa street by the Yuille-Miller Co., which has an authorized capital | stock of $50,000, of which amount | $26,000 is $1,500 paid in in cash and $18,500 in proper- ty. The stockholders and the amounts | of stock held by each are as follows: We Ereeman Yuille .......... $17,000 smoker, those subscribed, being Alexander Wi. Miller ...._.... 8,500 | Gavin Al Youle ............., 500 | —————————E Figures compiled by the Census Bu- reau at Washington show that a di-| vorce is filed every two minutes dur-| ing the working hours of court offi- | cials, and a divorce is granted every! three minutes in the United States. | This has been the average for the last| 20 years, and census officials say the| number is increasing at an alarming| rate. | Rapids, ito about | bying. jids board of trade i that | credited | Senator Burrows. lis alleged, Were SO {they were neglecting their household ithey have Number 1237 Burrows-Master-Hughart Combina- tion. e bills providing for the repea! law, which are supported by every travel- ing man in Michigan, have been put to sleep in the Judiciary of both aillie limited lability Committees the adroit efforts of two former Speakers of the House who have houses by Spent most of their time at Lansing during the past five months in the of certain rail- way corporations. The thus described by tl h interest Situation is te Lansing cor- pos I respondent of the Detroit Evening News: Letters have been sent from Lansing during the past few weeks to the White Hlouse at Washington, asking how it is that ex-Speaker Sheridan F. Master now the federal surveyor of customs at Grand with salary and fees amounting $4,500 a year, is permitted to put in most of his time at Lansing lob- i A man high up in the Grand Rap- said here last night Master's particular lobby work in | Lansing has been to help defeat the bill for the repeal of the Baillie limited liabil- jity law, enacted last session. Ex-Speak- jer John J. Carton, of lint, has alse been putting in time here lobbying against the repeal of the law. The railroads have been doing their best to defeat the re- peal. General Manager J. H. P. Hughart, Grand Rapids & Indiana Railroad. and head of the railroad lobby here, is with being the gentleman who 1asS made it feasible for Master to come Lansing and lobby without so far get- down from the to whom he Hughart is a Treasury De- General friend of ; Master is the person- of Senator Burrows. Hughart speaks to Burrows and, lo, Sherry Master bobs up in Lansing as a lobbyist. So, it to help defeat the repeal of the Baillie limited liability act. ————- >< — ee Rights of Women. Common Dakota, plaint of hu reports, Man close ] ae 4 i AaADpPoINnte e The Council of Mellette, South responding to a com- tae at sbands that their wives | were giving too much time to bridge | whist, passed an ordinance making it 1 | ° - |a misdemeanor for any woman to play fhe: ex: a. LOE Same, a SB deG oe @© 625 to > 1 Mm jail. nd imposing a punishment 2 o o several days The men decl: women folk : : bridge that } Ss infatuated 1 duties. Mothers even slighted their | babies to play bridge and husbands | were given no attention at all by their wives. The women angry over the passage of the linance They say s much right to pass the Berd, Dridge time playing bridge whist as the men have to play poke Marshal so feared tl women tha Of f 1 and are holding their The Town re 4 Ce 1 rege ie h of the t he resigned. So far, the women hat place are defying the law husbands in a proper state of sub- Mission. A. Brondyk is succeeded in the grocery business at 90 Grandville ave- nue by Jacob D. Mulder, Manton. formerly of ——.-2~.______ What a*paradise this world would be if every man was as good as he would have the rest of us be. MICHIGAN TRADESMAN A Shoe Exhibit Typical of Spring’s Tender Tints. Particular attention of the guests of the Board of Trade during Merchants’ Week, June 5, 6 and 7, is called to the Alaska refrigerator window display of the Heyman Company at 47-61 Canal street, nearly opposite Crescent ave- nue. Two life-size—imitation—Polar bears guard the goods of the Muske- gon company, the icicled background and floor representing, as realistically as possible, their Arctic habitat. It is intended to show a cut of this fine window in next week’s issue of the Tradesman. x * & The Mapl-Flake people have their little rocking-horse-and-boy wound up in a Monroe street window, which catches the eye of a good many peo- ple on their way down to business. The toy is rather large and at first glance, from a distance, one almost expects the horse and rider to be of the animate world. But, no, they are only made of pasteboard. Packages of the Mapl-Flake are built up around the little hobby-horse and the child. One recalls having seen them at Homer Klap’s Food Show. : + * Dealers in summer wearables are endeavoring hard to interest men and women alike in light-weight toggery, but it looks like a case of “No go.” A few venture forth without wraps in walking, but for riding they are in- dispensable. Some merchants have given up all hopes of any assistance from Old Sol in their business for the coming three months, but he may surprise us all ere long with the be- nign effulgence of his rays. ;_ - * Collars, being an all-the-year-round necessity, may be made the most of, in the way of a window display, at any.time during the twelve-month. Here is the description of a collar window that made people look twice: “A collar display which proved to be exceedingly attractive and brought many enquiries was a solid window of Blank collars. The circular and rec- tangular forms on which the collars were supported were of wood cover- ed with white taffeta ribbon and the collars were attached to this with small patent pins. There were six circles and a like number of rectan- gles and these were arranged so as to come alternate, a circle of collars being at each corner, with two rect- angles at the top, two at the bottom and one at each end. A large ellipse filled the center. These geometrical figures were gotten up in the win- dowman’s workroom and fastened to an almost invisible frame, neatly cov- ered with white silk. This made the task easier than fixing the collars in the window. The floor was covered with open boxes of the goods set in checkerboard style.” +s + An out-of-town shoe store window dresser was telling me recently about + a spring window he originated, and it must have been handsome. ' The floor was of pearl-white plush sewed together in strips that just covered the space. This was tacked at intervals of two inches with green leather furniture moulds the size of a 50-cent-piece. The setting was for a corner window next the entrance. The wall and background were hung with a heavy curtain of green plush, whose soft folds just escaped the floor. The border was of pearl-white felt about 18 inches deep, stretched smoothly over a framework. Be- tween this and the curtaining was a band of green watered silk, several shades paler than the latter, also put tightly over the framework, a rosette of the same finishing the ends of the moire silk, with an extra one in the corner. There was an_ artificial branch of pink apple blossoms placed at center of the silk band on either side, and these were tied with rich pearl-white grosgrain ribbon, the ends of the left hand bow hanging halfway to the floor, while those of the one on the right came all the way down and trailed a foot or so on the floor, between the shoes, which -were all of the same kind: green canvas Oxfords with white celluloid holes laced with inch-wide pearl-white grosgrain rib- bon. The bows of all these were cun- ningly tied. They were set in pairs running in diagonal straight lines. The heels of each pair touched each other and all were raised with a small nickel fixture. In the back- ground ribbon like the big bows, lightly twisted into a rope, was fes- tooned from bow to bow. This was a most happy color scheme for spring, and its daintiness must have made an especial appeal to the heart feminine, ever on the alert for the prettiness of life. —_——.-—o A Pony’s Good Sense. A girl ten years old, named Mary Sears, living in Arkansas, was riding her pony along a highway when he shied at a cow and she was thrown to the ground and suffered a broken arm. It was a mile to the nearest house, and the girl was not able to mount again and in too much pain to walk. The pony seemed to understand this after a time, and he_ galloped away and reached the house of a planter and kept up a whinnying un- til he was taken notice of and a man sent to follow him back to where the girl was found. It was plain that the intelligent animal knew _ that something out of the usual had hap- pened, and in this case he was just as good a messenger as a boy could have been. ——~+2—.—__ Through to China. “Oh, mamma!” cried a little seven- year-old, excitedly, “guess what I did a while ago?” “T don’t know; what was it?” “Why, I dug and dug out there in the ground, way through to China.” “What are you telling me such a story for?” his mother asked, severly. “Well, I did, honest; see?” and he held a broken piece of an old plate up for inspection. e+. Often a hot old town is due to a cold old church. High Ideals Lead Young Men To Be Reformers. Reformation of the “other fellow” primarily is the philosophy of the young man. As a young man he is the student of didactic morality. To the extent that he is apt as a pupil he is graduated, often without the slightest knowledge of life’s perspec- tives. With only the academic ideal- ism of pedagogic rote he steps in- to the world to find many things against which he is prepared to bat- tle when only an armed neutrality is possible. Reforms and reformers gradually have become specialized in the high- est degree. One society is, organized to prevent cruelty to dumb animals, while another’s specialty is to pre- vent cruelty to children. One or- ganization, would prevent the sale of liquor and another the use of cigar- ettes. What a difficult field is the field of the reformer is not hard to see, especially when it is recognized that there are few candidates for reforma- tion banded and asking for the sav- ing influences of reformation pro- jected by the idealism of fellow hu- man beings. That person who is to be reform- ed almost inevitably is the product of a condition. That person who would reform him after conventional ideals is the product of didactic rea- soning. “I am what I am,” is the pasition of the man approached by the didac- tic reformer. “You are not what I would like to have you be,” is the position of the person self-appointed to the task of reshaping this product of environ- ment. Which of the two is in the more logical position? Only a few months ago I was talking with a wealthy land owner in a Wisconsin city own- ing farm lands in a dozen states. This man is the personification of temperance in all things appealing to the reforming element. Even in the matter of his food and dress he is a firm, practical adherent to the cause of the simple life. Simplicity and temperance constitute his bible. This man has discovered that to- bacco in all its misdirected uses is an evil scarcely less than that repre- sented by indulgence in alcohol. The economic waste represented in the nse of tobacco is something which appalls him. In the course of his conversation he drifted to the simple life of the farmer as opposed to the complex life of the cities. The farm- er was a man to be reckoned with in the prosperity of the whole nation. He was its backbone in the aggre- gate, while individually in these lat- er years his thrift and _ increasing knowledge of farming was lifting him to a scale of wealth and independence comparable with the wealthy resi- dents of the cities. My friend rose to a height of enthusiasm as he talked. “Do you know,” he said, “there are farmers here in Wisconsin who are making $300 an acre from their to- bacco crops? It has revolutionized land values in certain portions of this State!” Yet the speaker was one of the most intolerant of men_ regarding the evils of tobacco. He had no sym- pathy with the liquor traffic in any of its possible phases, while congrat- ulating himself upon the vast acre- ages of corn, rye and barley whose products are necessary to the manu- facture of alcoholic beverages. Can the reader for a moment imagine fairness of discussion on the part of such areformer? Yet this man has had wide experience of the world. He is familiar with conditions in so- cial life. In spite of which he was an active exponent on one side of a condition which he denounced on the other. It is not the purpose of this article to condemn the reformer and his re- forms. It is to suggest to the young man that.in one form or another re- formatory methods always have been and always may be necessary But temperance in the reformer himself must be kept in mind He is taking a headlong leap in the dark when out of his academic knowledge of world reform he insists upon apply- ing theory to stubborn conditions. Let any young man enter life with such ideals and with the purpose to try to drive them home to his fellow men and he will shoulder an incubus which must prove a handicap. Philosophy has declared socialism on earth to be a dream of a dreamer. Even the ideal heaven of the Chris- tian religion has been declared an impossible state of existence unless man shall lose all consciousness of earthly perspectives. Where every- thing is good there can be no good for lack of the bad with which to compare it. In respect to world conditions, the young man venturing into life must reconcile himself to the general state- ment that everything is just about right in the scheme of existence. Wis- dom in its fullest sense always must be the panacea for wrong. Ignor- ance righting a wrong is a_ blind man leading the blind. To wipe out all wrong would be to exterminate the refortner, while to wipe out all reformers would not extinguish the divine spark of right. For right it- self is only an artificial virtue blos- soming in an artificial life. Let the young man form himself according to his high ideals. Keep- ing true to these ideals he becomes a reformer in the highest sense possi- ble to him. John A. Howland. —_—-_...——__—__. Killing a Bear. A boy named Hiram Frayson, liv- ing in the state of Washington, had a most curious adventure a _ few weeks ago. He was out hunting, with a shotgun on his shoulder. Un- known to him, a bear struck his tratl and followed him. The beast was within twenty feet of him and was getting ready to move up and attack, when the ham- mer of the gun caught on the limb of a tree and was drawn back, and the weapon was discharged. The boy heard a roar and a growl behind him and looked around to find a big black bear kicking his last. The charge of shot had nearly blown his head off. He wasn’t out bear-hunting that day, but he got one so big that it took four men to load him on a wagon to be drawn home. ' 2A ar cae eanaineaa NAAR EE” seemenipegeeccnes 2 sec seeomeneres f 2 " 2 ' ; ; MICHIGAN TRADESMAN Perpetual Half Fare Trade Excursions To Grand Rapids, Mich. Good Every Day in the Week The firms and corporations named below, Members of the Grand Rapids Board of Trade, have established permanent Every Day Trade Excursionsto Grand Rapids and will reimburse Merchants visiting this city and making purchases aggregating the amount hereinafter stated one-half the amount of their railroad fare. All that is necessary for any merchant making purchases of any of the firms named is to request a statement of the amount of his purchases in each place where such purchases are made, and if the total amount of same is as stated below the Secretary of the Grand Rapids Board of Trade, Board of Trade Building, 97-99 Pearl St., will pay back in cash to such person one=kalf actual railroad fare. Amount of Purchases Required purchases made from any member of the following firms aggregate at least................ $100 00 If living within 75 miles and over 50, purchases made from any of the following firms ageregate 9.22 51 2 150 If living within 100 miles and over 75, purchases made from any of the following firms AGSECPATE ek ., If living within 50 miles 0o 200 00 If living within 125 miles and over 100, purchases made from any of the following firms aporegate 225. |... 250 00 If living within 150 miles and over 125, purchases made from any of the following firms aGPremate ...0.. 25 300 00 ‘If living within 175 miles and over 150, purchases made from any of the following firms aggregate .................. 350 00 If living within 200 miles and over 175, purchases made from _y of the following firms aggregate .................. 400 00 If living within 225 miles and over 200, purchases made from any of the following firms aggregate .............. .. 450 00 If living within 250 miles and over 225, purchases made from any of the following firms aggregate .................. 500 00 Read Carefu ly the Names as purchases made of any other firms will not count toward the amount of purchases required. Ask for ‘‘Purchaser’s Certificate’ as soon as you are through buying in each place. ACCOUNTING A. H. Morrill & Co.—Kirk wood Short Credit System. ART GLASS Doring Art Glass Studio. BAKERS Hill Bak National Biscuit Co. BELTING AND MILL SsUP- PLIES Studley & Barclay BICYCLES AND SPORTING GOooDs W. B. Jarvis Co., Lted. BILLIARD AND POOL TA- BLES AND BAR FIX- URES Brunswick-Balke-Collander’ Co. BLANK BOOKS, LOOSE LEAF SPECIALTIES, OFFICE ACOUNTING AND FILING SYSTEMS Edwards-Hine Co. BOOKS, STATIONERY AND PAPER Grand Rapids Stationery Co. Grand Rapids Paper Co. Mills Paper Co. BREWEES Grand Rapids Brewing Co. CARPET SWEEPERS Bissel Carpet Sweeper Co. CARRIAGES Brown & Sehler Oe. Sherwood Hall Co. Ltd. CARRIAGE AND WAGON HARDWARE Sherwood Hall Co. Ltd. CONFECTIONERS A. E. Brooks & Co. — Factory, Nat’l Candy - CLOTHING AND KNIT GOODS Clapp Clothing Co. COMMISSION—FRUITS, BUT- TER, EGGS, ETC. Cc. D. Crittenden E. E. Hewitt Yuille-Zemurray Co. CEMENT, LIME AND COAL A. Himes A. B. Knowlson 8. A. Morman & Co. Wykes-Schroeder Co. CIGAR MANUFACTURERS G. J. Johnson Cigar Co. Geo. H. Seymour & Co. CROCKERY, HOUSE -UR- NISHINGS Leonard Crockery Co. DRUGS AND DRUG SUN- DRIES Hazeltine & Perkins Drug Co. DRY GOODS Grand Rapids Dry Goods Co. P. Steketee & Sons ELECTRIC SUPPLIES M. B. Wheeler Co. FLAVORING EXTRACTS AND PERFUMES Jennings Manufacturing Co. GRAIN, FLOUR AND FEED Valley City Milling Co. Voigt Milling Co. Wykes-Schroeder Co. GROCERS Judson Grocer Co. Lemon & Wheeler Co. Musselman Grocer Co. Worden Grocer Co. The Dettenthaler Market. HARDWARE Foster; Stevens & Co. Clark-Rutka-Weaver Co. HARNESS AND COLLARS Brown & Sehler Co. Sherwood Hall Co. Ltd. HOT WATER—STEAM AND BATH HEATERS. Rapid Heater Co. LIQUORS, WINES AND MIN- ERAL WATERS. The Dettenthaler Market. MATTRESSES AND SPRINGS H. B. Feather Co. MEATS AND PROVISIONS. The Dettenthaler Market. MUSIC AND MUSICAL IN- STRUMENTS Julius A. J. Friedrich OILs Standard Oil Co. PAINTS, OILS AND GLASS Goble Bros. Vv. CG. Glass & Paint Co. Walter French Glass Co. Harvey & Seymour Co. Heystek & Canfield Co. Pittsburg Plate Glass Co. PIPE, PUMPS, HEATING AND MILL SUPPLIES Grand Rapids Supply Co. SADDLERY HARDWARE Brown & Sehler Co. Sherwood Hall Co., Ltd. PLUMBING AND HEATING SUPPLIES Ferguson Supply Co. Ltd. READY ROOFING AND ROOF- ING MATERIAL H. M. Reynolds Roofing Co. SAFES Tradesman Company SEEDS AND POULTRY SsuUP- PLIES A. J. Brown Seed Co. SHOES, RUBBERS AND FIND- INGS Herold-Bertsch Shoe Co. Hirth, Krause & Co. Geo. H. Reeder & Co. ° Rindge, Kalmbach, Logie & Co. Ltd. SHOW CASES AND STORE FIXTURES Grand Rapids Fixture Co. STOVES AND RANGES Wormnest Stove & Range Co. TINNERS’ AND ROOFERS’ SUPPLIES Wm. Brummeler & Sons +» C. Hopson & Co. WHOLESALE TOBACCO AND CIGARS The Woodhouse Co. UNDERTAKERS’ SUPPLIES Durfee Embalming Fluid Co. Powers & Walker Casket Co. WAGON MAKERS Harrison Wagon Co. WALL FINISH Alabastine Co. Anti-Kalsomine Co, WALL PAPER Heystek & Canfield Co. WHOLESALE FRUITS Vinkemulder & Company WHOLESALE MILLINERY. Corl, Knott & Co., Ltd. If you leave the city without having secured the rebate on your ticket, mail your certificates to the Grand Rapids Board of Trade and the Secretary will: emit the amount if sent to him within ten days from date of certificates. cide ae mromrcninanginel rh esa sak meng OE LISA He te yk if Se EBERLE 9 ' MICHIGAN TRADESMAN Movements of Merchants. Hudson—J. S. Briggs has purchased the grocery stock of A. J. Colvin: Traverse City—C. A. and Will Hen- dricks will soon open a new meat market. St. Joseph—Samuel Danforth has sold his grocery stock to R. J. Stah- elin, of Bridgman. Manton—-A men’s furnishings store will be opened by Rutie Hecox and Walter C. Williams. Lansing—U. H. Forester is succeed- ed in the bazaar business by Stevens Brothers, of Chicago. Trufant—Roy Van Every has sold his drug stock to John Madsen, who will continue the business at the same location. _ Adrian—Wm. Hayes has joined C. B. Haynes in the meat business, which will be continued under the style of Haynes & Hayes. LaRoque—H. Horwitz has taken Wm. Buchalter, formerly engaged in the dry goods and grocery business at Cedar, as a partner. Menominee—Albert Z. Bird, who has been engaged in the grocery busi- ness for the past twenty-five years, has sold his stock to H. F. Yeadicka. Edwardsburg—E. A. Shirey, © of Madison, Wis., will engage in the banking business here about July 1 under the name of the Bank of Ed- wardsburg. Hancock—W. H. Mason has _ pur- chased the fixtures in the bakery formerly conducted by Lakso & Aalto and will continue the business at the same place. Marine City—David Emig, Sr., who has acted as clerk in the grocery store of Block & Hart for the past twenty- eight years, will open a store and en- gage in the same line of trade. Dowagiac—Arthur Friedman, deal- er in general merchandise at Benton Harbor, has opened a store at this place and he and his son will divide their time between the two stores. Thompsonville — R. Herren has rented his meat market to David Cor- nell of Cadillac, and will put in the summer looking after his property in- terests in and around Thompsonville. Flint—-M. B. Fitch, a former resi- dent of Flint, who has conducted a jewelry store .at Buchanan for the past three years, will return to this place and continue in the same line of business. Clinton—I. J. Tripp has sold his bazaar stock to J. V. Hittinger, who will continue the business in connec- tion with his news, magazine and music business. Mr. Tripp will re- meve to Colorado. Howard—W. F. Nagler has sold his drug stock to his two competi- tors, Sidney V. Bullock and H. M. Gibbs, who will divide the stock be- tween themselves. Mr. Bullock will remove his stock to the Nagler store. Bay City—The drug stock formerly owned by H. H. Burdick has been’ purchased by J. E. Knapp and Otto Lewis. The business will be man- aged by Mr. Lewis. Mr. Knapp will continue in charge of his drug store. Kalkaska—L. M. Clapp, formerly in the employ of E. Goodwin at this place, but lately identified with J. M. Slater’s branch furniture store at Elk Rapids, has rented the Goodwin store building and will put in a new stock of furniture and undertaking goods. Copemish—Hodges & Rachow, who formerly conducted a banking busi- ness under the name of the Bank of Copemish, are succeeded by Brewster, Larson & Co. Mr. Rachow has gone to Petoskey to act as secretary and treasurer of the Hollow Wall Machine Co. Manufacturing Matters. Detroit--The Willebrands Machin- ery Co. has increased its capital stock from $15,000 to $25,000. St. Louis—The St. Louis Sugar Co. has declared a dividend of 10 per cent. from the profits of last year’s business. Shepherd—The Isabella Canning Co. has been incorporated with an authorized capital stock of $10,000, of which amount $9,200 is subscribed, $3,000 being paid in in cash and $6,200 in property. Pontiac—The Auto Top and Trim- ming Co has been incorporated to make auto tops. The company has an authorized capital stock of $25,000, of which amount $16,700 has been sub- scribed, $2,500 being paid in in cash. Detroit—The American Paper Spe- cialty Co. has been incorporated to manufacture paper files and bags. The authorized capital stock of the com- pany is $1,000, of which amount $500 is subscribed, $250 being paid ir in cash. Deckerville — A corporation has been formed under the style of the Mayflower Creamery Co. to engage in the manufacture of butter, with an authorized capital stock of $2,000, of which amount $1,200 is subscribed, $800 being paid in in cash. Detroit—A corporation has been formed under the style of the Detroit Alloy Castings Co. to conduct a man- ufacturing business with an authoriz- ed capital stock of $10,000, of which amount $6,000 has been subscribed, $4,500 being paid in in cash. Detroit—A corporation has been Jformed under the style of the Play- time Manufacturing Co. to make toys and novelties. The company has an authorized capital stock of $15,000, all of which has been subscribed, $2,000 being paid in in cash and $13,000 in property. Saginaw—A corporation has been formed under the style of the Sagi- naw Table & Cabinet Co. to engage in the manufacture of wooden and metal furniture. The authorized cap- ital stock of the company is $35,000, all of which amount is subsc:ibed, $3,500 being paid in in cash. Menominee—The mill property of Charles Zeiser has been sold to the South Side Lumber Co., of Chicago. The mill is located on Zeiser’s Bay. Accompanied in the sale, are thirty- eight acres of land. The mill has been operated at various times by eight or nine different owners. Bay City—The trade in boxes and box shooks has held up remarkably well. Manufacturers have all the or- ders they can fill and there is scarcely a firm but could do more if help could be -obtained. In this department young men chiefly are employed and employers say they will not work as steadily as they did formerly. There is scarcely a mill industry on the river that has not a sign, “Men Want- ed” hung out the greater portion of the time and the newspapers are used liberally for the same purpose. Detroit'— The Houghten-Kaiser Cement Block Co. has been incorpor- ated to engage in conc;rete work, with an authorized capital stock of $5,000, all of which is subscribed, $300 being paid in in cash and $4,700 in property Cadillac—R. Clifford Snider, of the Snider-Olson-Harris Co., has sold his interest in the above named firm to Matthew Troost, who has been em- ployed in the store during the past twelve months and is thoroughy con- versant with all branches of the busi- ness in which he has interested him- self. Cheboygan—The cedar pole busi- ness is brisk this season, but there is no complaint on the score of freight rates in this commodity. Large oper- ators have been getting out poles all winter and will operate camps all summer in the Lower and Upper Pen- insulas. There are single firms which will handle more than 1,000,000 poles this season. Poles are moved by rail and water. Most of the poles cut near water transportation are manu- factured during the winter and mov- ed by water during the season of navigation, Chicago securing the larger share, while from _ interior points they are moved all the year by rail. Thousands of carloads of poles are moved down the line of the Detroit & Mackinac and Mackinaw division of the Michigan Central, and long lines of cars loaded with them are an every-day spectacle. Poles have greatly appreciated in value, as cedar, like white pine, is diminishing rapid- ly, and the question where they will come from when the Northwest shall have become denuded is calculated to set one thinking. Oscoda—Tie shippers in this dis- trict are protesting against the re- cent advance in freight rates by the railroads which makes the rate 26% cents from this place to Detroit and only 9% cents from here to Toledo, the latter being inter-state business. The real reason for the advance is the determination of the railways to keep ties on their own lines. The Detroit & Mackinac officials complain that they want all the ties they have on their lines for their own use, and that the Michigan Central, with lots of tie timber of its own, comes over onto their preserves and makes con- tracts for ties, while the Pere Mar- quette does the same thing. Then outside roads come in and buy ties, and the apprehension exists that in a short time the tie timber will be ex- hausted. The owners of tie timber along these roads naturally desire to realize all they can, and when the Prices of ties go up they go out, make contracts and cut the ties. The De- troit & Mackinac, for instance, uses about 100,000 ties annually, and prob- ably from 1,500,000 to 1,750,000 ties are being cut on the line of that road this year by reason of the high price ties are bringing in the market. Hence the contractors who have bargained to furnish ties for outside customers dislike to be held up in the matter of freight rates, and it would appear that there is some justice in the con- tention. Ties are bringing from 45 to 50 cents, according to grade, and there is great inducement for tie timber owners to cut and market as many of them as possible. -—_.2 Post S Organized at the Soo. Sault Ste. Marie, June 3—Through the efforts of W. G. Tapert a tem- porary organization of the Michigan Knights of the Grip was organized Saturday evening at the Park Hotel. There are a large number who are living here and others who make this their headquarters, and it seemed wise that they should have some kind of an organization so that they could meet once in a while and en- joy each other’s company, or get to- gether with their wives and families for a picnic or party. With this end in view by invitation a number gath- ered at the Park Hotel Saturday evening and enjoyed a smoker and started the movement. A committee was appointed to draft a constitution and by-laws and the meeting adjourn- ed to meet next Saturday evening, when it is expected the organization will be completed, to be known as Post S, Michigan Knights of the Grip. It is somewhat different from other organizations as it is not a secret so- ciety and maintains no lodge rooms, but the benefits are none the less. The Michigan Knights of the Grip have done and are doing more towards se- curing proper concessions from the railroads and hotels than any other body of men. They also look after the welfare and interests of members in securing employment and caring for the sick, etc. They also provide a sum for the widow and orphans, which is turned over to them at once as soon as notice of death reaches the head office. The local organization is not bur- dened with officers or ceremonial work, the main office being that of Secretary-Treasurer. W. G. Tapert, who is already an enthusiastic mem- ber, will no doubt be selected to fill this important office, as he was unanimously selected temporary Sec- retary-Treasurer. The success ofthe organization is assured as the boys all seemed pleased over the pros- pects. ———— No Chance. Mrs. Benham—TI like to see a man have a mind of his own. Benham—How can he have a mind of his own when his wife is always giving him a piece of hers? —_-—_2--___ It never has been explained why the Sunday drizzle looks wetter than a Monday downpour. _———_-_-.-——2—_ __ You can not establish your citizen- ship in heaven by dodging your taxes here. —_~2-2+.___ It is no use preaching about hap- Piness with vinegar in your voice. ———— >< There is no sheen comparable to prosperity. ata SERMON. eee ee cecealensee a =a = MICHIGAN TRADESMAN The Produce Market. Asparagus—75c per doz. bunches. Butter—Owing to the unfavorable weather the current make is from 30 to 40 per cent. shorter than a year ago. The market is very firm. As fast as it arrives the supply is being readily absorbed upon arrival. The quality is getting better every day, but there will be no lower prices un- til warmer weather and heavier make. Creamery is held at 23c for No. 1 and 24c for extras. Dairy grades command 17c for No. 1 and 14c for packing stock. Renovated is steady ab 21. Cabbage—Charleston commands $3 per crate and California fetches $3.75 per crate. Celery—85c for California. Cocoanuts—$4 per bag of go. Cucumbers—85c per doz. for hot house. Eggs—There is a very good de- mand for fancy eggs, both for con- sumption and speculation, and the re- ceipts show some falling off. Nat- urally as the weather becomes warm- er there will be a still further falling off. There is no indication of any special change within the next few days. Local dealers pay 13c for case count and find no difficulty in get- ting 14c for candled. Green Onions—17c for Silver Skins and 12'%c for Evergreens. Green Peas—$2 per bu. Honey—16@17c per tb. for white clover and 12@14c for dark. Lemons — Californias commarid $4.50@4.75. Messinas command 25c per box less. The market is strong and advancing. Lettuce—15c per tb. for hot house. New Beets—65c per doz. New Carrots—65c per doz. Onions—Louisiana in 65 tb. sacks command $2; Texas Bermudas fetch $2.25 per crate for either white or yellow. Oranges—California Navels com- mand $3.25@3.75 for extra large stock and $4@4.50 for the more desirable sizes. Mediterranean Sweets range about 25c per box less. Parsley—gs5c per doz. bunches. Pieplant—$1 per 4o tb. box of hot house. Pineapples—Cubans command $3.25 for 36s, $3.50 for 30s and $3.75 for 24s. Plants—65c per box of 200 for eith- er cabbage or tomato. Potatoes—6o0@65c per bu. for -home erown; $1.40 for new Triumphs from Texas. Poultry—Receipts are liberal but not enough to meet market require- ments. Local dealers pay 1t1r%c for live hens and 14c for dressed; ‘1I2c for live chickens and 15c for dressed; 12c for live ducks and 14c for dressed; 12c for live turkeys and 16@2o0c for dressed. Veal—Dealers pay s5@6c for poor and thin; 6%4@7% for fair to good; 8@8'%4c for good white kidney from 90 fbs. up. Receipts are fair. Radishes—Long and round each fetch 25c per doz. bunch. Spinach—75c per bu. for Illinois. Strawberries—Receipts are fairly good as to quality, but entirely inade- quate as to supply. The price ranges around $2.75@3.25 for 24 quarts. Tomatoes—-$3 per 4 basket crate. Wax Beans — Floridas command $2.75 per 24 bu. box. The Grain Market. The past week has shown a decline in the price of the July option of wheat in Chicago of about 4c per bushel, and a decline of September quotations of 3%c per bushel and De- cember 3c per bushel, and while cash wheat has followed the decline to some extent, the premium on it has increased a fraction. The visible supply of grain as com- pared with one week ago shows the following changes: Wheat decreased 1,068,000 bushels, oats 435,000 bushels and rye 133,000 bushels, while corn showed an increase of 357,000 bush- els. The present visible supply of wheat is now 49,729,000 bushels, as compared with 30,811,000 bushels one year ago, and corn is 5,595,000 bush- els, as compared with 3,370,000 bush- els last year, while oats are 10,605,- 000 bushels, as compared with 8,976,- ooo bushels last year. Receipts of grain at Western points are quite free, running about equal to those of last year. The weather is now reported as more favorable in the spring wheat territory. General conditions seem to point more toward the bearish side of the market. Corn quotations remain about un- changed, receipts being a little larger, with quite a free offering of kiln dried and damaged grain. Future oats continue strong, quo- tations being about 2c per bushel up for the week. The movement of oats has been comparatively light, but re- ceipts are sufficient to take care of the needs of the trade. More corn is now being fed than is tsual at this time of the year, being much cheaper in proportion than oats. Millstuffs continue strong, with the demand fully equal to the sup- ply. Rye grain has been advancing steadily and now quotations for ship- ment to the distillery trade are run- ning around 80@8tc per bushel. L. Fred Peabody. oo Harry L. Keyes, who has been connected with Geo. H. Reeder & Co. for the past sixteen years as book- keeper and credit man, has severed his connection with that house. He will spend a month or six weeks in the fishing belt before taking up a new line of business he has long had under contemplation. ——_~--¢ 2 Roy Van Every, formerly engaged in the drug business at Trufant, will open a drug store at Kalamazoo about July 1. The Hazeltine & Per- kins Drug Co. has the order for the stock. , ——~.-2 2 Martin Zinser, meat dealer at 66 West Bridge street, has added a line of groceries. The Lemon & Wheeler Company furnished the stock. 2-2 —__—_ If you can not stand ridicule you never will earn applause. The Grocery Market. Sugar—Refined is steady and un- changed, with a fair demand. Coffee—Operators in actual coffee are consderably troubled by the fact that a great part of the present of- ferings of Brazil coffees is very poor in grade, in fact, the very poorest as to roast. This comes about through the fact that the syndicate has largely bought high grades. Asa result of this condition, the difference between low and high grades of Rio and San- tos coffee is much greater than usual Mild coffees are steady. Javas are firm, with some sales of interior grades reported at quite an advance Over a month ago. Mocha is steady and in fair request. Tea—The market is now consider- ably concerned with future teas. Prices have opened on new Congous on a basis Io to I2 per cent. above last year, on new Japans 2@3c above last year, and on new Formosas at a price which opened on a parity with last year, but advanced 1 cent shortly aft- er. All these teas are finer grades, and they will not for the present at least affect the market for spot goods. Canned Goods—Pea_ packing has begun on a small scale in Baltimore. Inquiry for spot peas continues, but little business results, as second hands, who are the only holders are reluct- ant to release any stock except to their own trade. Corn is firm, with limited offerings of spot goods of de- sirable quality. The situation in as- paragus is unchanged. The spot mar- ket is practically bare and the trade is waiting for the announcement of packers’ opening prices on the 1907 pack. The opening prices for 1-tb. flat 1907 Chinook salmon made by one interest at the end of last week, were generally commented upon as being too high. The Columbia River Pack- ers’ Association and several other packers have yet to be heard from, but the date for the announcement of prices by them is still uncertain. It is not believed, however, that their quotations when made will be as high as those mentioned above. Alaska red salmon is firm but quiet. Other varieties of salmon are scarce and firm. American sardines are unchang- ed pending the active opening of the packing season. The tides have not been favorable of late, but beginning with to-day are expected to. be more sO, with a consequent increase in the run of fish. The high price of oil is one of the most prominent features of the situation, and may result in an advance in quotatons on sardines. Dried Fruits—Apricots are about out of the market, both spot and fu- ture. Raisins are very strong, though the spot market is unchanged. Stocks are nominal. In futures there has been a heavy demand for early shipment, and because of it some packers have advanced their prices %c for Nov. shipment. The prune market is great- ly excited, both spot and futures. Spot prunes are quoted around 4c which is an advance of nearly tc. Futures range from 334c basis for outside goods to 4%c for Santa Claras. This also is a heavy advance. There has been very little spot demand, but a heavy export business of spot prunes. The crop is very light and the chance} is for even higher prices. The entire crop of Santa Clara prunes is esti- mated at only 30,000,000 pounds. Peaches are unchanged on spot and in very light supply. Most of the available supply is in the jobbers’ hands. The outlook for futures is very strong and high. Some packers have already named new prices, on a basis of 9%c for standard yellows, 50-pound boxes, up to 11%c for other grades. This is front 2@2'4c above last year’s opening. Currants are in very good demand at unchanged pric- es. The buying of futures is good. Cheese—Old stock is about cleaned up. The quality of the new arriving is better than a week ago, and it will grow still better as the weather warms. There is an active demand at present prices, and it consumes the arrivals every day. There is not like- ly to be any change is price until the weather grows warmer, and there is more grass in the producing sections. Under grades are equally scarce. Fish—Cod, hake and haddock still show some demand, and will, so long as the weather remains cool. The price is steady and unchanged. Sal- mon are unchanged, prices on the Columbia River brands being expected within a few days. Undoubtedly they will oper on a slightly higher basis than a year ago. Sardines are unchanged and in fair demand. The market is firm, both on foreign and domestic brands. ———_»s2—. Rebuked by the Treasury Depart- ment. A Grand Rapids gentleman has re- ceived the following letter from the Treasury Department at Washing- ton relative to the misdoings of the local Surveyor of Customs: I have the honor to acknowledge the receipt of your letter of the 25th instant, complaining of the action of the Surveyor of Customs at Grand Rapids in connection with the fight for the repeal of the Baillie law, and to advise you that similar charges were preferred against Surveyor Master on April 5, 1907. The Sur- veyor, in reply to said charges, states that, while it is true he has been ac- tive against the repeal of the Baillie act, he was not aware that his acts were contrary to any statute, regu- lation or public policy, and that as the act in question is a purely legal mat- ter involving solely the measure of damages in actions brought under the “survival” act in contradistinction to the “death” act, so called, he, as a lawyer, was requested by his clients to prepare a brief on the subject, make an argument before the Judi- ciary Conimittee, and do what he le- gitimately could toward retaining the present law. The Surveyor has been advised by the Department that he is expected to engage in no private business that will interfere in any manner with the prompt and full performance of his official duties as Surveyor and that any absence from his office, whether for one day or for a longer period, or for a long distance or a short dis- tance, which prevents the actual and personal discharge of his official du- ties, must be only with the permission of the Department. J. B. Reynolds, Acting Secretary. MICHIGAN TRADESMAN THE CORNER CLUB. The Wise Men Become All Tangled Up. Written for the Tradesman. The fat grocer, who usually pre- sides at the meetings of the Corner Club, had been given a ticket to a glove contest, “for points only,” and so the butcher, who operates a ngar- ket next door to the corner grocery, was called upon to steer the mem- bers through the mazes of parlia- mentary law. This selection was made because the butcher is almost as fat as the grocer, and because he is almost his equal in the matter of lip. As soon as the butcher took the chair by the desk the delivery boy moved his bag of beans behind the stove, so as to be out of the path of the brain storm if the butcher should start something. After the butcher had announced the session open for business, and after Mr. Easy had swiped a box of cigars from the showcase and passed it around, the teacher arose with the following preamble and resolutions: “Whereas—It is brain force and not brute brawn that wins the battles of the world; therefore be it “Resolved—That grains and fruits are the logical foods of the human family; and be it further “Resolved—That meats of all kinds tend to retard the intellectual growth of the human race; and be it further “Resolved—That the man _ who sells meat is an enemy to society, and worse than the man who sells whisky; and be it further “Resolved—That it is the sense of this meeting that the beef trust be squelched by the Federal Govern- ment.” The delivery boy began to dodge. “Gee!” he grinned, “that is a cork- er. Hope he won’t throw anything this way.” The butcher glared at the teacher a moment. He had never been on good terms with the teacher since his boy had come home from school with numerous welts across’. the broad of his back, while the teacher had resented the efforts made by the butcher to pry him out of his job. “You're a fool!” said the chairman. “Is the question before the house?” demanded the mechanic, who owed the butcher one for an overcharge. “Supported!” It was the spoke. “He will need support—directly!” The chair glared at the speaker. “The alleged teacher may speak to the question,” he said. : “What does he know about beef?” demanded the bookkeeper. “He looks like he had fed on bran all his life.” The teacher and the bookkeeper had quarreled over a matter of arith- metic. “IT don’t want to know about beef if I have to eat it to find out,” de- clared the teacher. “Beef eaters are notoriously brutal and unmannerly in their talk. I need not go far for an illustration.” “I move the previous question,” shouted the dry goods man, who was hardware man _ who the fun was in stirring each other up. “Out of order!” roared the chair. “What I claim for grains and fruits,” began the teacher, “is that they refine and ennoble as well as strengthen and _ sustain. Beef and pork have made a slaughter pen of the world. The famous athletes 9f the day are vegetarians, and—” “Names!” The hardware man climbed up on his chair. “Let him alone,” said the chair. “His poor, weak brain is in no shape to make a point, but he is doing the best he can.” The teacher flung himself forward at the butcher but tripped over the mechanic’s foot and would have tumbled over if he hadn’t been caught and set on his feet. “I move that we let ’em go!” said the delivery boy. “If that noise from the back of the store is repeated,” said the chair, “the hose will be headed in that di- rection. When this man talks about beef, he doesn’t know what he is saying. There’s birds in his top branches.” “Sure thing!” This from the book-keeper. He thinks three and fifteen make twenty-one.” “Do I get a show here?” demanded the teacher. “Humans are not all alike,” said the chair. “One man may thrive on bran, while another may grow sleek and fat on a meat diet. I take it that men and women are just like plants, they—” “T’ve got the floor!” teacher. “You'll have a section of the side- walk in front of the store if you don’t keep still,” replied the chair. “When the chairman has_ observa- tions to make they are in order. As I was about to say, men and women are like plants. You take one kind of a plant and it will grow down deep in the bowels of the earth, where there are no light and little air. There are other plants that grow in the swamp. Their roots dive deep into the muck and draw out life.” “Get a rake!” shouted the teacher. “Rake the muck plant out of the chair!” “Be calm,” continued the chair. “As I was about to remark, there is another kind of plant that grows on the rocks. It was there before the sea fell back from the land. It has no difficulty in getting sustenance from the stones it inhabits. And there is a plant that lives in water, and one that can’t exist except on the top of a mountain, and one that wants to swell around on a summer porch. There’s all kinds of plants, just as there are all kinds of men.” “What’s that got to do with the question?” “IT move we adjourn!” “Aw, give the teacher a show!” The chair waited until the mem- bers of the club had finished making suggestions, and then _ continued, keeping the pound weight in his hand. “And there’s another kind of plant,” he went on. “It is a plant you’ve all heard about. It thrives best in tropical countries, and doesn’t yelled the new to the club and didn’t know that need much to grow on. You stick one on the side af a house, and it grows a hundred feet in a month. Drop a seed in a sponge, and it will fill a room with green stuff. But this plant isn’t of any account. It is brittle and fragile, and you can al- most look through it if you hold it up to the sun.” “Is this a talk on plant life?” de- manded the teacher. “You wait, sonny, and you'll see what it is in a minute,” said the butcher. “As I was about to say when interrupted by this creature, this plant is of no use except to take up room and get in the way. You see it doesn’t have anything to feed on. It waves and waves about, but there isn’t a handful in a bushelbasket of it if you shut down hard on it. It is that kind of a plant. Now—” “T move that the butcher hire a hall for his botanical ravings,” said the teacher. “When do I get a chance to talk to my resolutions?” ‘Be calm; me son,’ said the butcher, “and I will tell you about this plant. It is a hot air plant, you know. It lives on hot air. Now, as I said before, men and women are just like plants. There are the men who grow in good soil and fill up on the real thing, which is meat— good red beef. And there are the men who grow up _ without any foundation, so thin you can almost see through ’em, and weak, and like- ly to collapse any minute from brain fag. These—” The teacher started for the door. “Wait a moment,” said the chair. “The inner guard will kindly lock that portal. The teacher is not fit to go out into the night alone. As I was about to say, these transparent people are like the plants that live in tropical lands on air. They are hot air people. These are the vegetar- ians. They—” The teacher let fly with a peck of pea seed, and the mechanic caught it on the back of his head. The stealthy noise in the rear was the delivery boy crawling up on a pile of boxes so as to be out of the way. The butcher smiled benevolently and went on, while the mechanic brushed the peas out of his hair and wiggled them down the back of his neck. He was waiting to get the teacher outside. i“ “Yes,” continued the butcher, “men and women are just like plants. There is the hot air man I’ve been talking about. He wants to live on bran, and he is always trying to get others into his game. You size him up, up one side and down the other, and he’s hot air all through. Now, you take a man that lives on beef, and buys of me, and—” The boxes which the bad delivery boy had made a haven of refuge fell with a crash, and there was a rush for the door. In the confusion the teacher lost sight of the butcher and chased the mechanic up the Street, heaving stones at every other step. The delivery boy straightened things in the store and sat down to wait for the boss. “Gee!” the thought. “He’s been to a prize fight, but I’ll bet he didn’t see anything as good as this. What did the butcher mean by that hot air story?” Alfred B. Tozer. THE COMMON DESTINY. Fate Compels the World To Be Good. Isaac Watts enjoined us to “let the bears and lions growl and fight, for ’tis their nature to.” Growling and fighting being their nature, these wild brutes are lonely nomads living here an isolated pair and there an isolated pair, the Wandering Jews of animaldom. It is only the gentler beasts, peaceful, social, mutually helpful, that have inherited the earth. The horses and cattle which herd to- gether in days of danger; the mon- keys that combine in hordes for their stealing and exploring expeditions, the ants that live in amiable civiliza- tions, the bees that work in colonies, the birds that fly in flocks are the populous, prosperous animal races. The society leaders, pre-eminent in the feathery leisure classes, are the cranes. They are at peace with all birds, with nearly all beings, and be- guile away their delightful days with dainty diversions unimaginable and impossible to beasts which are for- ever grimly on the chase, busied with the grosser struggles for existence. Like animal, like man. People thrive materially and morally in pro- portion as they renounce their wars and rivalries and co-operate with and for their brethren. Primeval and primitive man was unsociable and drew swords, or clubs, with every one, his immediate kin on occasion excepted. Later he made truce with his family ,then with his clan as the family ramified and clung together in larger groups to battle bigger hosts. Clans united into tribes, tribes finally into nations. “United we stand; divided we fall.” We have appreciated this as nations and eluded civil warfare and promot- ed the piping prosperities of domes- tic peace. We are learning it as a world. Passes war, a barbarism. Passes patriotism, a primitive ideal. The newer civilization champions the cause of all the race, of every tribe and nation. This out of economic compulsion. Some teach that our engines of war are becoming too dire. Some teach that war is waxing too costly for our waging. Others, like Prof. William James, point the path to universal disarmament through a mutual decline in murderous instinct. Our martial spirit will express itself, is already expressing through con- quests of disease, poverty and mate- rial obstacles and through other profitable pursuits. The need for war with sword, and cannon, and torpedo is obsolete. We have outgrown these gory and ex- travagantly destructive machines. Force therewith expended is wast- ed. We weep for higher worlds to conquer. We go forth usefully, bent not on destroying the world of men but on their upbuilding and_ uplift- ing. Probably there always have been among the favored a few who were piteous of the poor. And after many incarnations of fruitless and bootless philanthropies they are adopting fundamental curatives, relinquishing their charitable soothing syrups. The physicians lavish less pains than of yore on pounds of cure. Calamitous Ce eae enn NN | MICHIGAN TRADESMAN experience sadly has demonstrated the better way of prevention. They and the philanthropists are reinforced by a zealous public which musters like an army to battle worldwide common foes of genus homo. The new note is co-operation. To- day we are for unity. We are unify- ing in language, customs, industries, economies, governments. Caste and class barriers are burning away. Hitherto our motive forces have been jealousies. Some wiseacre in a uni- versity has studied jealousy in detail. It runs no higher among individuals than with states and nations. Com- merce, governments are founded on jealous rivalries. Wherever there is competition—and there is competi- tion in warp and. woof of the social fabric—there is jealousy also. But the sovereignty of jealousy is waning as the co-operative spirit strengthens, as nation no longer can be pitted against nation, not class against class, but all must unite for a mutual weal. Already are afoot movements and sentiments which realize that the utilities of the pres- ent social order are declining and that for future necessities and cir- cumstances there must be a more intimately co-operative regime. Visit an anthropologist like Prof. Holmes, of Washington, look at his chart and see the home coming of the nations under one stupendous family roof tree. In the early days of unsocial strife they left the little halls of their ancestral fathers in Asia, ramified in many directions, roamed each his own way, gathered his own experience, and now will re- turn, already are on the homeward path, bringing their sheaves with them, to merge again into a reunited homogeneous household. When that has been consummated the finest human workmanship will begin, hu- man history will begin, the real man will be born. t The argument carries to life’s sub- tler phases where it urges heed. Hate, Prof. Elmer Gates, of Washington, demonstrates, is poison, the deadliest known to. science. The _ chemical substances exuded in one hour of in- tense hatred would suffice probably to kill four score persons. Other base emotions engender proportionate poisons. Just as we are laying aside our engines of war for the peaceful implements of a prosperity greater than war can bring forth, so we will relinquish the passions of hate, fear, anger, jealousy, and their fatal pto- maines in favor of the elixirs of the nobler emotions, faith, hope and love. We are finding that war does us de- struction and can not be waged for peril of the race. Hate is war, sep- arateness on higher planes. And as our unity strengthens, waxes more intimate and intricate, we shall find that hate and all its mental and mor- al progeny prove perilous and must yield to love in love’s myriad phases. Those who see the colors of our voices and have forms for our men- tal operations say that thoughts are things and go whithersoever we send them. As men’s energies are ex- pended more and more on the higher planes and less and less on the phy- sical, we shall be sensible of a need for an increasing fraternity and good will of thought. Wars with words must cease like wars with swords. Thought must be courageous, hope- ful, helpful, amicable, constructive and co-operative, like social and in- dustrial institutions. Conditions are obliging ‘us to. be good, better, to unite as brothers, not fight like foes nor separate like foreigners. We are attuning our lives to love and unity, to move toward the common destinies of men. As evolution proceeds standards inevitably rise. Virtues of the past become vices, and sublimer criterions of conduct loom before the eye as our ideals. Ada May Krecker. —_—_.2-2—_____ How Travelers Lose Sales on the Road. Travelers for commercial houses, when they sit down for a story tell- ing session in the smoking room of a sleeping car, or in the lobby of a hotel, relate wonderful yarns of their exploits in selling goods to persons who did not want to buy. But occa- sionally they turn from their tri- umphs to the falldowns, and, depart- ing from their usual optimistic line, reveal a few of the seams in the life of the salesman. One of the hardest luck tales I ever heard was told by a veteran in the corset line who made the big Central Western towns and cities for years. It was superstition that got him into trouble. Once, when he was a mere kid in the business, he hap- pened to call the wrong number on a telephone. He wanted some other number but, forgetting it, called No. 114 and started to talk business. He thought he was talking to the mana- ger of a big house with which he had done business, whereas he was_ con- versing with the head of a rival to whom he never had been able to sell goods. Something in his talk im- pressed the big man and he bade the young traveler come up. As a result he sold two big bills of goods in one day. Instead of being satisfied he de- clared that No. 114 was his lucky number, and thereafter for years, no matter what town he struck nor how busy he was, the first thing he did was to call up No. 114. He dropped in at a big Iowa town one afternoon. His only customer there was the biggest merchant in town and there really was no one else in the place worth selling to. But, in spite of this, he called up No. 114 and got a response in a sweet voice. Convinced that his luck still was good, he commenced to “jolly” the girl, having no idea who she was. She replied good naturedly and finally he grew a bit interested, and when she tired of it and started to say goodby he enquired if he could sell her anything in the corset line. The girl, equal to the emer- gency, calmly asked him what he represented. He told her. Shortly afterward he called on the house to sell corsets. He was met with a brusque reception by the pro- prietor, who, after looking at the card, remarked: “Ah, yes. We don’t want anything. I believe my daughter told you that over the telephone.” One of my friends had a sad and heartrending piece of hard luck once with an Ohio merchant. He had been selling the man goods for years and always made it a point to enquire concerning the health of every one connected with the merchant, who, he knew, was devotedly attached to his family. One trip he greeted the merchant effusively and, after asking about h’‘s health, enquired: “And how is the wife?” “She’s dead,” replied the merchant. The salesman was deeply affected. He condoled with the merchant, ex- pressed himself as heart-broken, en- quired into all the harrowing details, and sold a big bill of goods. On the next trip he bustled in again. “How are you, Mr. Blank?” he said. “I’m glad to see you looking so well, and how is the wife?” “She’s still dead,” said the mer- chant—and not a shoestring would he buy. One of the hardest luck stories I ever heard was that of a_ hustling Chicago shoe salesman. He was one of the best men in his line, and the house handed him the most important work and the biggest commissions. One of his specialties was landing customers who were attached to other firms and never would buy from his house. He was convincing, earn- est and so pleasant and agreeable personally that his success was phe- nomenal. There was a big merchant in one of the biggest towns of Kan- sas whose business the firm was ex- tremely anxious to secure. This man was sent out to land the customer. For an entire afternoon he argued, talked and showed goods. Finally the merchant wavered, and_ half agreed to change his line—and place a trial order. Success appeared at hand when, just before closing up the deal, the merchant happened to see the printing on the order blank, and pulling it over, read it and remarked: “Just cancel that—I don’t want a thing.” Argument failed to shake him. He didn’t want a thing from the house. The salesman, angered and_ disap- pointed, insisted on a reason, and the merchant finally explained, saying: “The head of your firm is named Arthur.” “What’s that to do with manded the salesman. it?” de- “Young man,” said the merchant, “the fellow who eloped with my wife was named Arthur.” I lost one of my firm’s best cus- tomers on my first trip into a new Western territory, and, although I re- gained him afterward, it looked rath- er serious for a time. The fellow al- ways was good for an order of from $300 to $500 on each trip. He own- ed a big general store in a small town, and our travelers saw him _ four times a year. He was loyal to the house and paid promptly, always dis- counting, so he was considered one of our best. I dropped off the train there on my maiden trip and went to see him. I introduced myself, and, after sizing me up from head to foot, he remark- ed: “Guess I don’t want anything.” I was shocked and disappointed. I hung around, talking on general sub- jects and, regretting that he didn’t need anything, tried several times to cut off. I took a quick glance around and saw that he really did need stuff, but, although I remained over until the next day, he refused to talk. I had a drive across country to the next town to make, and, when I started to drive back, rain had fall- en and the mud was deep, so I put on an old suit of clothes, a pair of heavy boots and a slouch hat. I drove up in front of his store and decided to make one more effort be- fore giving him up, although I was satisfied that some rival had convinc- ed him of the superiority of his goods. The moment he saw me he looked me over, then extended his hand, and asked how my predecessor was. I told him, being careful to ex- plain that he had been promoted and had sent a special message of re- gards. We talked awhile and then he remarked: “Guess I’d better place an order— I need some stuff bad.” I took an order for over $600 worth of stuff. I hesitated to ask him why he had turned me down the previous day, but finally curios- ity got the better of me and I en- quired. He grinned a minute and then said: “Young fellow, I kind of liked your looks, but I wasn’t going to buy of any feller that wears patent leather shoes.” I never wore patent leathers in that part of the country again. E. E. Crossland. Se Tit for Tat. One of the first secretaries of ag- riculture was a man of great shrewd- ness and ability, which were not in- compatible with a certain slow-foot- ed ease. He was known to be late at cabinet meetings, where tardiness is a serious breach of etiquette. One day when he came into a meet- ing a minute or two late, one of the other secretaries, thinking to give a helpful rebuke, said: “Hello! Here comes the tail of the administration.” The secretary slid leisurely his seat, and then answered: “Well, the tail may come in handy some day to brush the flies off the rest of the administration.” + Eventually. Stranger (in search of informa- tion)—How do the births in this town compare with the deaths? Intelligent Officer—Well, sor, iv’ry- body that’s born here dies some time afterward, sor. ee ie Now They Don’t Speak. Mrs. Newcome—My husband has been a collector of curios and old relics for a number of years. Mrs. Knox—Indeed! I have often wondered why he married you. —_>22____ When a man is guided wholly by his past he runs around in a circle like a hen trying to find out where to go by following its tail. . into Largest Exclusive Furniture Store in the World When you’re in town be sure and eall. trations and prices upon application. Klingman’s Sample Furniture Co. Grand Rapids, Mich. lonia, Fountain and Division Sts, Opposite Morton House Tilus- T reopen the subject, and each time got ry 2. 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 ad- vance. Canadian subscriptions, $3.04 per year in advance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued in- definitely. Orders to discontinue must 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, June 5, 1907 ‘ GET BUSY, GENTLEMEN. A holiday week is on for Grand Rapids. And there are a few things to re- member in this connection. A few things for our jobbers to re- call and a few others for our guests to bear in mind. First, Merchants’ Week is a matter of co-operation because without eith- er the visiting retailer or the local wholesaler the thing would be impos- sible. Both are genuine essentials, and such benefits as shall accrue will be dispensed, share and share alike. This being the case it will be the part of wisdom for every individual participating in the various phases of the function to meet all men on the. frank, fair and genuine basis of abso- lute equality. No man living can serve success- fully as host or as guest who does not feel the equal in all respects to his guest or his host, as the case may be. And, besides, affability wins. It is a hundred-to-one shot, with Pre- tense, Arrogance and Disdain in the field against it. It is a long-established record that the most successful business men in America are those who, as boys, dal- lied with poverty, privation and hard work, and that the major portion of this youthful labor was performed up- on a farm or in the lumber woods or about the gardens and homes of some small village. These successful men of business look back with proud pleasure upon their knowledge and experiences behind a plow or in a woodlot or familiarity with a harrow. Their very souls respond to memo- ries of threshing time or the weird recollections of those after-dark chore times in the barnyard. They even dream of the before-sunrise snap and vim that filled their beings in the boy- hood days on the farm and, not in- frequently, they stand ready to bar- ter their entire fortunes for a return of that country life and vigor and joyousness. On the other hand, careful enquiry will reveal the fact that a majority of our guests, before they be- came merchants on their own ac- count, served a profitable apprentice- ship at merchandising in some whole- sale house in a large city, and these from a handsaw” as well as the next man. After all, barring cuts of garments and details of environment, there is not much more than tweedle-de and tweedle-dum as t othe difference be- tween men—a fact which, if every- body would accept it at its value, would help mightily in giving everybody a good time wherever he might locate either permanently or temporarily. Let the daily paper cartoonists pic- ture the country merchant with trou- sers too short at the bottom, with “spinage beards,” and all that, if they choose. They are the only ones hurt by the absurdity. Let them pic- ture the jobber with huge abdominal development, set in a frame of wine bottles and dollar marks. It does not hurt anyone, save the journal pub- lishers who foolishly imagine such ef- forts to be amusing. There is a hu- morous license which, expertly used, becomes artistic and positively funny; but the current caricatures of cari- catures damage only the _ publisher who uses them. This mistake of the alleged car- toonist is akin to the mistakes of the jobbers and the country merchants who, for no good reason, entertain false estimates of each other. A cordial greeting between two men needs no sense or thought as to their respective standings in mercan- tile circles and a really square man meeting an equally square man never harbors such an idea. Therefore, gentlemen, the case is yours, the city is yours, you are all on the same basis, go in and enjoy yourselves. : THE WEATHER. “Gee! But I hope it’ll rain to-day,” said the city man who had busied himself a good portion of last Sun- day sprinkling his lawn and his gar- den. “Great guns!” responded the farm- er, “I don’t want rain. What I need is some warm weather and_ sun- shine.” “Holy smoke!” ejaculated the mer- chant, “I’ve got to have a sale of spring goods or go into bankruptcy,” and the coal man retaliates with, “I’ve had the best business this spring that I have had since I began selling fuel.” In the midst of all the turmoil the Weather Man says things that wouid shock a linotype machine. Incidentally, the Good Guessers seize the opportunity to promulgate their ideas and advertise their alman- acs, while the astrologers and their lesser fakirs get busy with theories as to causes and effects. Thus we learn that the Martinique disaster and the later one in Jamaica were the visible, tangible talebearers recording a marked change of direction in the flow of the Gulf Stream, and that this change was due to a little celestial difference of opinion in regard to the right of way so long traveled by our globe. The San Francisco and other earthquakes have all been called up- on to explain the weather and the en- tire solar system has been in one way or another held to account. Meanwhile the Real Thing, the de- voted astronomer, sits up nights and graduated merchants “know a hawk with his sidereal clock and telescope and things works delightedly and with enthusiasm in the hope of dis- covering another planet, another sat- ellite, another comet or something or | other to quarrel over, wholly indif- ferent as to what may happen to stocks, bonds and mortgages and nev- er giving a thought to anything of a material character. The condition the past two months has been “nuts” for that man Hicks and all other unauthorized prognosti- cators because, no matter what they predicted a year ago, the versatile va- riety of the weather we have had has enabled all of them to hit it off near enough to impress their followers. As a mere diversion, perhaps in the hope of changing the present line of public thought, the National Fore- casters acknowledge with emphasis that they do not know, can not ex- plain the weather conditions, and then they add that during three or four days in April, 1890, fruit and vegeta- bles in Atlantic Coast States from New Jersey to South Carolina were injured by frost; that in May, 1894, a very low temperature prevailed for several days from the Missouri Val- ley to the Atlantic Coast; fruits and early vegetables were killed by frosts in Western Pennsylvania and New York in May, 1895; late in May, 1802, a cool wave with heavy frost traversed the country from the Rocky Moun- tains to Iowa, Minnesota, Wisconsin and Michigan, doing great damage. And so on does the record go, show- ing that the study and understanding of climatic conditions, usually satis- fying and valuable, are very often be- yond comprehension. After. all, is not the ice man’s lot a happy one? He says: “I’m ready for any old kind of weather. If it becomes hot I’ve got the antidote. If it stays cold I don’t need an antidote.” DELAY NOT NECESSARY. Generations ago the legal interpre- tation of the term “navigable stream of water” was based upon the action of ocean tides, so that, for example, the Hudson River was navigable le- gally only as far as Kingston, while the Mississippi River was not legally navigable very far above Baton Rouge. Mechanical ingenuity and human ambition and energy made necessary a broadening of the phrase, so that for many years our Government has maintained control of all streams ca- pable of use for the regular transpor- tation of commercial products, and without regard to tides has classified such streams as legally navigable. Until about four years ago Grand River was not a navigable stream in a legal sense above Wealthy avenue; but in 1893, by act of Congress, the navigability of Grand River was ex- tended to Fulton street, and since that act became a law the War Depart- ment has been in absolute control of the maintenance and improvement of Grand River as a navigable stream as far up as the Fulton street bridge and no farther. Above Fulton street to the northern limits of the city Grand River is solely under municipal and State control. And so when Congress created a Commission of United States Engi- neers to consider the matter of rec- ommendation as to protection against floods at this point the scope of that Commission extended only to Fyl- ton street; and its recommendations, while they may and undoubtedly do bear vital relations to conditions above the navigable portion of the river, are direct and _ conclusive as to what is necessary to be done below Fulton street. For this reason there is no call to throw convulsions over the bureaucratic red-tapism of the War Department. . It is a well-known fact that the cross-section of Grand River at Wealthy avenue: is 40 per cent. less than it was ten years ago. That is to say, the discharging capacity of the stream at that point is 40 per cent. less than it was four years ago. This difficulty will be handled, doubtless, by the engineer corps, and it is po.- sible that their report may suggest— merely suggest, mind you—what it would be wise to do in providing pro- tection against floods above Fulton street. Accordingly, as our municipal gov- ernment is in supreme control of mat- ters above Fulton street, it may go ahead and plan and perfect such pro- tection as may seem best, with the full realization and assurance _ that, with the navigable river below Ful- ton street restored to its original cross section, as near as may be, more than half of the danger from floods will be removed. It is not known outside of the War Department what the specific recommendations of the Commission are in regard to the navigable portion of the river at Grand Rapids. On the other hand, it is known that the putting in of the Wealthy avenue bridge piers; the filling in at each end of the bridge, and filling in by the railway companies and the McKee interests have con- tributed largely to the reduction of the river’s discharging ability. It is known that the entire harbor basin between Fulton street and the Pere Marquette bridge should be deepened Over its total area about four feet. With this done and with the river’s channel below the Pere Marquette bridge deepened and widened much of the present danger would be re- moved. And this, with dikes above Fulton street to the dikes already built, and a trunk sewer parallel to the river and along the entire East Side river front, would create a con- dition of absolute immunity from flooded basements and streets. This much has been asserted unofficially by army officers and has been con- firmed by eminent civilian engineers. The Postoffice Department order in regard to special delivery letters is misunderstood in many places. The order does not take effect until July 1, After that date letters intended for immediate delivery should have 10 cents in stamps affixed, in addition to the stamps required for regular post- age, and the words “special delivery” written in ink upon the envelope. These words are important, as other- wise the letter may be considered as intended for registration and placed in the registered mail, thereby delay- ing, instead of expediting, its transit. sa iH ? MICHIGAN TRADESMAN 9 THE CREDIT MAN Engaged in the Highest Pursuit of Mankind.* When one considers the vast amount of credit business transacted daily in this city, the wide territory covered in the transaction of that business and the fact that personal contact with or investigation of the person to whom credit is extended is the rare exception, and not the general rule, and then learns the very small percentage of loss from the granting of those credits, one can view the result with little short of amazement and with the convic- tion that both the credit department and the commercial agency, on which the credit department largely relies, are performing their functions in a manner closely approximating per- fection. He knows that the credit man is clearly entitled to no longer refer to his work as his “job” or his “position,” but as his “profession”— and to the study of his profession as the study of a science, a science which deals more intimately and in- terestedly with the consciences. of men than the minister’s, more close- ly and extensively with the property of men than the lawyer’s and with a more genuine and real interest in the physical condition of his subject of enquiry than the physician’s in his patient, because he knows that poor health in these strenuous times too often leads to failure. The object of this organization is the attainment of a still higher de- gree of perfection, and it is, perhaps, fitting that one whose work brings him closely in touch with the rare instances of failure of the system should give his views in the hope that some of them may be found of merit and capable of practical ap- plication in the accomplishing of that object. The commercial agency has two functions: The compilation and dis- tribution of information relating to the financial standing and reputation of individuals, firms and corporations and the collection of accounts not settled at maturity. The problem of the credit man is to transact the max- imum volume of business with the minimum percentage of loss, andthe question for our consideration is, What of the present losses can be eliminated by a change in our rela- tions with or the system employed by the mercantile agency and what should those changes be? This ques- tion has been well answered from the viewpoint: of the credit man in the report last year of Mr. Locke, as chairman of the Mercantile Agen- cy Committee of this Association. A more general view of this sub- ject leads me to believe that the most important consideration is a more accurate conception on the part of many credit men of the proper function of a commercial re- port. I feel that many credit men turn to the report with the belief that it should contain the final solution of their problems, with somewhat the same confidence that we, as children. turned to the back of our arithmetic *Address by Fred M. Raymond at recent banquet of the Grand Rapids Credit Men’s Association. for an answer, and with the same expectation of finding a correct so- lution. That is wrong. You are all familiar with the elements commonly given as the basis of credit. Capital, character and ability. I think the time has come when our most successful credit men in de- termining credits give to the element of character, while perhaps not the most important place in determining all credits, the position which right- fully belongs to it—the criterion for finally determining doubtful credits. In many cases the commercial re- port, your own information or the salesman’s report, conclusively de- termines the question. In the doubt- ful cases, those that call for the ex- ercise of your highest tact and judg- ment, the final test is character. It is in these doubtful cases that the mistakes are made. It is in these that the credit man of superior abil- ity distinguishes himself by correct solutions and it is in these cases that the credit man too often looks at the commercial report with deep dis- appointment and in a spirit of criti- cism. He asks for greater certainty, more details, more definite state- ments; that instead of the statement that John Jones is supposed to own real estate valued at $10,000, the statement should be that he does own real estate of certain value; that in- stead of saying that “he is believed to be making progress” or “is said to be heavily involved,” some definite statement of the fact be made. A little consideration shows’ the impossibility of this. Nothing in property ownership is so public and certain as ownership of real estate, and yet a slight experience in the examinatian of abstracts will con- vince anyone of the multitude of problems that confront one in the determination of titles—the mort- gages, attachments, notices lis pen- dens, levies ,tax titles, order deter- mining heirs, probate sales, titles through wills, joint deeds, life inter- ests, adverse possessions, dower rights, etc., and at the end no con- scientious conveyancer will tell you that you have a good title. Many imperfections of title do not appear at all on abstracts. An abstract may be clear and the title imperfect—a clear abstract but a title absolutely void—and yet it is not expected by anyone that the commercial agency shall even consider an abstract ~ in making its report. If this be true of real estate, how much greater un- certainty must exist as to other mat- ters usually covered by the report of the mercantile agency. Suppose that commercial reports could be so framed as to state accu- rately and with mathematical preci- sion the facts regarding a man’s fi- nancial condition and_ precedents, immediately your problem becomes one of the science of mathematics, instead of the science of credits, and can probably be solved as correctly by the stenographer as by yourself. When the commercial agency solves your problems with mathematical precision it has taken away from you the opportunity for success individ- ually and as credit men. The true function of the commer- cial agency is the determination of the reputation of the individual, firm or corporation. The problem of the credit man in the doubtful cases is the determination of character—what that person, firm or corporation real- ly is. The agency answers the ques- tion, What is said of a man or firm? The credit man must answer. the question, What is that man or firm as a matter of fact? Upon the correct solution of this question rests your success as credit men. ‘The assistance of the agency is indispensable, but the credit man who appreciates its true functions knows that he must, in cases of doubt, also gather light from other sources—enquiry among those en- gaged in similar lines of trade, sign- ed statements, salesmen’s_ reports, personal interviews where practical, correspondence with the subject of credit, etc. From all these—and from no one of them—can the truth be learned. The problem varies with the na- ture of the business, the manufactur- er who sells throughout the country, the jobber who sells only within a radius of a few hundred miles and the banker who usually has the ad- vantage of personal contact with the applicant for credit. Each faces the question from a different standpoint. You are called” upon in_ these doubtful cases to sit in judgment on your fellowman. You have in mind that credit is based on capital, char- acter and ability. With the facts as to his capital and as to his ability known, you still, in the doubtful case, feel that the wisdom of extending credit is an open question. Then comes the opportunity for the exer- cise of that highest of the functions of the credit man—the determination of the question of whether the appli- cant for credit is or is not a man of character; a man who does right simply because it is right and not with an ulterior motive. The success with which this problem is solved determines your value as a credit man. I tis the line thta divides the $2,000 from the $10,000 credit man. It is this problem that makes your work a profession and its study a science. It is a problem of the soul and not of the mind. The study of reputation is a men- tal process, the result of observation and reason. The study of character involves more than a mental proc- ess—it involves the application ofthe law of recognition; that law by which we can see in others. only those qualities of which we our- selves are possessed. It is the inex- orable law which says that in the suc- cessful pursuit of your labors you must yourselves be men of character else you must fail in discernment at the crucial point. It is the thing that makes it impossible for the nar- row, the low, or those wanting in honor or integrity to successfully perform the duties devolving upon them. Pope, in his Essay on Man, says: “The proper study of mankind is man.” You, then, in the solution of doubtful credits are engaged in the highest pursuit of mankind to-day— the study of man himself. It is the development of this talent that has given to your calling the enviable position universally accorded to it in the business world to-day, and it is along this line, and no other, that the still higher degrees of perfection may be attained. ——_ &- a —————__ A very sweeping decision is that given by United States Judge San- born in Milwaukee, which decides against picketing, as it is called, by union men on a strike. The particu- lar case in point is that of the Allis- Chalmers Co., whose molders struck a year ago. They secured non-union workmen and the strikers by persis- tent picketing constantly tried to in- duce the men to quit work. The picketing was perseveringly carried on, just as it usually is in such cases. Judge Sanborn’s decision places a permanent injunction on the unions and prevents them from indulging in these practices. If picketing can be stopped altogether fewer concerns will have to close their doors on ac- count of strikes. As a rule it is not very difficult to get men to take the place of strikers where they can be assured that they will not be mo- lested nor interfered with by the inion representatives who are very much on the alert to reduce the working force of their former em- ployers. The pickets watch the trains, watch the entrance to the shops and are on the watch everywhere to in- duce the strike breakers to quit and they are often successful. If this new rule becomes effective all over the country it puts quite a different phase cn the situation. ——— >. A woman’s strongest weapon is her femininity. wood and metal. TRADE MARK look better. Proof and prices if you’ll write. HY YOU OUGHT TO CARRY There is a growing demand for improved roofing and shingles to take the place of H. M. R. Prepared Roofings—the Granite Coated Kind—fill the rig- id requirements of a good roofing and are handsome and durable. They take the place of wood and metal—last longer, No warp, no rot; fire and waterproof. Our entire line is a money-maker for the dealer. H. M. REYNOLDS ROOFING CO., Grand Rapids, Mich... iii) OUR FULL MICHIGAN TRADESMAN Special Features of the Grocery and Produce Trade. Special Correspondence. New York, June 1—Jobbers have reported a good demand for almost all grades of coffee every day for a week, although the speculative mar- ket has been one of the dullest. Or- ders, it is true, have been individual- ly rather small, but the aggregate has been fairly satisfactory and sell- ers are well content. At the close Rio No. 7 is worth in an invoice way 6%c. In store and afloat there are 3,894,113 bags, against 3,638,839 bags at the same time last year. We can now also gain some idea of the im- mensity of the crop, as the receipts at Rio and Santos from July 1, 1906, to May 30, 1907, reach the huge to- tal of 18,567,000 bags, against a total twelve months’ receipts a year ago of only 9,068,000 bags. In mild grades Mexicans have had a good call and the market generally is in fairly satisfactory shape. East Indias are persistently reported as of short crop and the market is strong. There is a little improvement re- ported in the demand for refined sug- ar, most all of which, however, con- sists of withdrawals under previous contract, new business being almost nil. The weather continues too cold for extensive operations in sugar. New basis is 4.90c, less 1 per cent. for granulated. Not an item of interest canbe picked up in the tea trade. New crop Chinas are being awaited by import- ers, and the grocery trade as a rule seems pretty well stocked at the present time. Supplies of rice are limited and the market is quiet as a consequence. What sales are made are at full value and holders are not at all dis- posed to make any © concession. Choice to fancy head, 5@6%c. For weeks the spice market has been in the “same old rut” and no change can be recorded. The de- mand is very moderate and prices show little, if any, variation in any regard. The molasses market as a rule is firm, but sales are of small lots and no change will be likely to occur for some time. Quotations show no variation. Some business in an ex- port way has been done in syrups, but domestic trade is light. Prices are without change. A volume might be written regard- ing the canned goods situation, but wherefore? Reports come with mo- notonous regularity of probable short pack of almost everything, and so persistent are these that there must be a foundation in truth. Your cor- respondent was talking this morning with a gentleman from Chicago who is well posted as to the pea pack and he says it will almost surely be “mighty light.” Corn, it is thought, will be of much smaller pack than last year because packers have learn- ed that they are on the losing tide with it at 47%c. Still, if peas do “peter out,” it is comforting to think that there is still time for corn. At any rate, a higher range of values all around is looked for. Packers of future tomatoes are insistent on &85c for standard 3s, but buyers are as yet unwilling to give over S82%c. Spot goods are worth 921%4@gs5c for 1906 pack and goc is said to have been refused for some goods two years old. Spot Ne wYork corn is worth 60c and Maryland Maine style, 50@52%c. Butter continues in good demand and prices for the top grades are well sustained. The supply shows some enlargement, but dealers look for no marked decline in quctations. Extra creamery, 244%4@25c; firsts, 23 @24c; seconds, 19@22c; imitation creamery, 21@21%c; factory, 190%4@ 2Ic; renovated, 20@22c. Cheese is quiet. If the article meets requirements small sizes of colored cheese will fetch 12%c, but this is perhaps top. The quality is running pretty fair and the supply is not at all excessive. Eggs have been in free supply all the week and prime to fancy West- ern are worth 17@17%4c; firsts, 16%4c. ——_—__2— > Misunderstood Modesty. Dr. Parkhurst told the other day a good story about a hishop. “The bishop,” he said, “likes a good cigar, and was ‘traveling to Albany in the smoking car. “A laboring man took the seat be- side him, eyed his clerical garb, got a light from him and said, as he set- tled back for a comfortable smoke: “*Parson, sir?’ “The bishop hesitated. Then he an- swered blandly: ““T was once.’ Ag, said the ‘drink, I suppose.’” . As Good as She Sent. At a recent club dinner one of the guests, in the course of his speech, spoke of the value of repartee. He told of a handsome, well dress- ed woman who got in a_ crowded street car. She had the attention of every one and soon had a seat. Turn- ing to the donor, she said, “You're a jewel.” “No,” he replied, “I am a jeweler—I set the jewel.” —_—2.2o—————— . To Satisfy a Grudge. Sir Thomas Lipton, apropos of bachelorhood and marriage, said in an after dinner speech in Chicago: “Bachelors, I admit, are villains, but it is a shame to play such tricks on them as it is customary every- where to do. “A nasty trick was played on a bachelor friend of mine at a dance. A woman was reproaching him for never having married, when her hus- band, a little bored perhaps, said gruffly: ““He says he could have cut me out and married you if he had want- ed to.’ “The woman started. ““Indeed!’ she cried, ‘why didn’t he do it, then?’ ““He says he owed me a grudge,’ the husband explained, with a chuc- kle.” laboring man, —_2 +2 Heaven heeds not the prayer for strength that has no _ objective in service. Selling Less Canned Meat Abroad. Continued decrease in the exporta- tion of canned beef is shown in a statement issued by the Bureau of Statistics last week. For the ten months ended with April the expor- |. tations showed but 13,032,703 pounds, against 56,730,873 during a_ similar period last year. The total value of canned beef exported in the full fis- cal year of 1907 will scarcely reach 15,000,000, while last year’s total ag- gregated 64,500,000 pounds. The val- ue of the canned beef exports will not exceed in the fiscal year about to end $1,500,000 in value, compared with $6,500,0co0 during each of the last two years. There’s more affection in blunt truth than in the caresses of affecta-| tion. Make our place your headquarters Notice: Merchants’ Week June 5,6and 7. We will take care of your packages and grips. Grand Rapids Notions & Crockery Co, At I and 3 So. Ionia St., Cor. Fulton St. Saves Oil, Time, Labor, Money By using a Bowser measuring Oil Outfit Full particulars free. Ask for Catalogue ‘M” S. F. Bowser & Co. Ft. Wayne, Ind. We Sell Whale-Back and Lady Ryan Cigars. Do You? Vandenberg Cigar Co. 816 E. Fulton St. Grand Rapids, Mich. We extend to all the merchants a hearty welcome to our city on June 5, 6 and 7, and will be pleased to have you call and see us. travelers will be here. All our P. Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. nn President, Geo. J. Heinzelman Representatives of 20 Pearl St. Secretary and Cicamasar. Frank VanDeven Grand Rapids Paper Co. Wholesale Dealers in PAPER BAGS, CORDAGE AND WOODEN WARE Grand Rapids, Mich. AGENTS FOR MUNISING FIBRE PAPERS Vice-President, Ulysses S. Silbar Manufacturers and Lansing, Mich., and of Coleman’s High Class Flavors Pure Vanilla, and Lemon, Terpeneless Sold Under Guaranty Serial No. 2442 At wholesale by Nat’] Grocer Co. Branches: Mich.; Nat’! Grocer Co., South Bend, Ind.; Nat’l Grocer Co., Foote & Jenks, Jackson, Mich. Jackson Grocer Co., Jackson, the Sole Manufacturers ES WorRDEN (GROCER COMPANY Grand Rapids, Mich. The Prompt Shippers I en erneirememiemennnnieenesiniiceniieieeees ’ (gion Sin agai! toes . eating ese a an cea ai sone ie a mar A anon > Aa Sea alos Ogi Nit i iii tits Seca Meee MICHIGAN TRADESMAN Stationery Stock a Somewhat Tick- lish Proposition. Written for the Tradesman. The girl who sells the goods of the stationery department in any gen- eral store has a delinquency at her door if she doesn’t make herself such an agreeable encyclopedia of useful knowledge, as to correspondence paper, that at least three out of twice as many buy more “writing paper” than they intended to on entering the place. Styles change in stationery and few not connected with the business find it convenient always to have these down so pat that they would- n’t make a mistake in selection were they not guided by the seller thereof. I saw a girl step up to the sta- tionery counter in an important lo- cal store, and one could see, from ‘certain earmarks in her talk, that she had much to learn as to correct sta- tionery, but it was also evident, from what she said, that she did not want to err in what she was about to buy. She tried to pry out of the girl what she ought to get, but the clerk was as meanly taciturn as to any advice in this direction as if she had been paid extra to be uncommu- nicative about her stock. The cus- tomer, on receiving a rebuff to every question, quietly retired into her shell, took some dizzy stationery away with her and—it will be a cold day, in all probability, before a par- ticular department of a_ particular store is allowed to see the color of a particular girl’s money again. Very unlike this was the treat- ment accorded another patron by a different clerk at this same section. I could not but be struck with the dis- similarity: A rather green-looking woman en- tered on the heels of the other cus- tomer’s departure. She looked in the eyes of the one who had just been —alleged—busy and, seeing in their buttermilk depths only a cold and calculating nature, avoided her, pre- ferring to be waited on by the other employe at the counter. The latter showed alacrity at her work, display- ed a keen insight of her merchandise and dispatched the buyer with a most favorable feeling toward that espe- cial part of the establishment. What a contrast can be drawn be- tween these two sales-methods: the one grouchy and distant, the other chatty, cheerful and helpful to the customer. Needless to say which is worth the more to the employer of both. It takes finesse to dispose of the stationery stock. Sales may be greatly augmented by a kindly con- sideration exhibited toward those ig- norant of correct qualities, shapes and tints. Lucie. —_--- Another Real Boy. Donald had come home froma day’s visit with a relative. “Mamma,” he wailed, “I’m hun- gry!” “Hungry, dear? Didn’t Aunt Be- linda give you anything to eat?” “Yes, she gave me some lemon fish, but I didn’t like ’em.” “Lemon fish! For pity’s sake, what are lemon fish?” “Sourdines” Tradesman Company’s Classified List of Poisonous Drugs THE LAW H.S. Sec. 9320. Every apothecary, druggist or other person who shall sell and deliver at retail any arse- nic, corrosive sublimate, prussic acid or any other substance or liquid usually denominated poisonous, without having the word ‘‘poison’’ and the true name thereof, and the name of some simple antidote, if any is known, written or printed upon a label attached to the vial, box or parcel containing the same, shall be punished by a fine not exceeding $100. To enable druggists and country merchants to meet the requirements of the above statute without going to the expense of putting in a large assortment of labels, we have compiled and classified a list of drugs which are poisonous or become so in overdoses. They are arranged in fourteen groups, with an antidote for each group; that is, an antidote for any of these poisons will be found in some one of these fourteen antidotes. This arrangement will save you money, as it does away with the need of the large variety of antidote labels usually necessary, as with a quantity of each of the fourteen forms you are equipped for the entire list. There are 113 poisonous drugs which must all be labeled as such, with the proper antidote attached. Any label house will charge you but 14 cents for 250 labels, the smallest amount sold. Cheap enough, at a glance, but -did you ever: figure it out—113 kinds at 14 cents—g15.82? With our system you get the same results, with less detail and for less than one-third the money. By keeping the labels in a handsome oak case they never get mixed up and they do-not curl. Price, complete, $4.00. Order direct or through any wholesale house Tradesman Company siirarrs 12 MICHIGAN TRADESMAN RELIGION IN BUSINESS. Wealth That Earth Can Give and Heaven Approve. The industrial triumvirate is com- posed of the employers, the em- ployes and the public, with the Gov- ernment as a fourth party, whose duty it is to see that all rights are respected and all responsibilities faithfully discharged. The interests of these three parties are co-ordin- ate. There is no defense of one party against other parties. The rec- ognition of the equal rights of the three parties does not take from the employers the rights of ownership as commonly interpreted. But it does emphasize the element of steward- ship in the interpretation of the rights and responsibilities of owner- ship. The owners, whoever they may be, are under natural obligation to treat ownership as a sacred trust to be administered impartially in the interest of all parties alike, not in a partisan way to favor any one party as against the interests of any other party. It must not be assumed that each party will look out for its own tights and interests, and that any party has a right to get all that it can until forcible and effective pro- test is made against its methods. Something more than negative vir- tue is needed in our industrial sys- tems. No good argument can be produc- ed for those features of industrial systems which tend to waste and de- stroy good material and the re- sources of wealth and to discourage the best energies of the people. It is reasonable to protect the resources of the country in the interest of wealth, and to stimulate the energies of the people in the interest of thrift and prosperity. A “square deal’ in the distribution of wealth belongs to high ideals in the, production of wealth to distribute. A dignified consideration of the rights and re- sponsibilities of owners encourages equal consideration for the needs and rights of laborers, and a willingness to pay a fair price for value received is encouragement to give fair value for the price paid. “In solving the industrial problems we must begin with the last things and solve them first. We must be- gin with the distribution of wealth rather than the production of it. The first problem is fair margins, fair wages, fair prices. And yet civiliza- tion is promoted more by the use of money than in the getting of it. Really the first problem of civiliza- tion is how to make profitable con- sumers rather than how to make good producers. The great problem of in- dustry is the market for the products of industry. The consumer is the market. It is impossible to maintain good workmen on bad wages. And it is impossible to maintain good wages for bad workmen. As business has to do with margins, it is impossible to maintain a large business on small margins. But margins out of their right proportion are mathematically inconsistent with business prosperity. The greed for margins out of pro- portion may become like the frost which destroys the fruit before it is ripe. And still further as we follow along the lines of natural laws if the consumer tries to get something for nothing, to get more value than he pays for, he will find that sooner or later the value will shrink to the price paid for it. An industry is a trium- virate, and the best results can be secured when the three parties work in friendly co-operation, each regard- ing not his own interests only but the interests of each of the other parties as well. The industrial triumvirate is con- structive. It is a thing of life. A better system can be introduced without antagonizing present sys- tems, as, when there is room for it, one may introduce new machinery without casting aside the old; there is room enough to introduce a new spirit without interfering with the old methods. A better system can begin with conditions as they are, and with human nature as it is; and once begun, it will grow toward the realization of the highest ideals as a seed grows toward the ideal of its own nature. A better system will make better men, and better men will make a better system. It is the privilege of those persons who want to be right and do right to withdraw from sys- tems which are inconsistent with the high industrial ideals of the gospel, and ally themselves to a _ system founded on those principles which assure business success and by which also the people are left free to cultivate the most friendly rela- tions with all men, so that the buyer and the seller may be friends, and the employer and employe may meet each other as brethren. If the laborers take the initiative in putting the triumvirate on the gospel foundation they can succeed, whether they begin with the approval of the other parties or not. Letthem begin by doing a fair day’s work for a fair day’s wage, or for such wage as may be given. Good, work is worth good pay, and an open mar- ket for good work is a better weap- on for the laborers in the winning of industrial victories than the closed shop. The people pay wages for the support of the laborers. Civilization makes men. When the people demand that laborers shall be men—or wom- en—the laborers have a right to ex- pect such wages as will enable them to live like men and to support their families like men. Civilization will not submit to a process which makes paupers of the raw material which ought to be wrought into men. If labor unions will guarantee full value in the quality of the labor, and in the men as men, civilization will pay the cost, for civilization depends on quality, and the law of self-preserva- tion for civilization is on the side of high grade labor and high grade lab- orers where civilization is concerned. If there are those who do not want to accept the gospel plan of conduct for the industrial triumvirate because they do not want to “love” the other parties of the triumvirate, let them say so, and then not complain of in- dustrial strife. There is no alterna- tive; it must be industrial righteous- ness or industrial strife. The call of the gospel is to those who love right- eousness and hate strife. And for the saving of industry as for the saving of a man the call of the gospel is “whosoever will.” The success of righteousness does not depend onthe number of those who indorse it, but on the loyalty of those who appeal to it. The code of Jesus applied to industries will not help men to get rich and at the same time to treat other men as enemies. But men whose first ambition is to make friends of all other men, as_ they have opportunity and as they are able, will find with the wealth of such friendship there will be added all the wealth that earth can give and heaven approve. Because the gospel offers industrial peace, men can secure it. It is worth the effort. Amos Judson Bailey. OO No one ever accused the man in the honeymoon of being a myth. YOUNG MEN WANTED — To learn the Veterinary Profession, Catalogue sent free. Address VETERINARY COLLEGE, Grand Rapids, Mich. L.L. Conkey, Prin made good. the first layer of the first box is sold. The Smile of Satisfaction Which Lights the Face When the BEN-HUR’S Lighted Con- tinues Till the Stub Is Tossed Away This isn’t all—your customer gets the ‘‘want more’’ taste that transforms an occasional patron into a steady: that entices a man to pass the doors of your nearby competitors to get a chance to puff the cigar that has always We wish to strongly bring to your attention that this nickel cigar is one of unusual merit—it positively is—not a question about it. be the slightest hesitancy about your stocking them, do you’ll wonder why you let your case remain so long without them before ‘ GUSTAV A. MOEBS & CO., Makers Detroit, Michigan, U. S. A. There ought not and once you BEN-HUR CIGARS ™2E0N Honor, WoRDEN GRocER ComPANY Wholesale Distributors for Western Michigan ESTABLISHED 1883 MANUFACTURERS AND WHOLESALE DEALERS IN WYKES & CO. SUCCESSORS TO WYKES-SHROEDOR CO, FLOUR, GRAIN & MILL- WEALTHY AVE. AND S. IONIA ST. GRAND RAPIDS PRODUCTS THOS. E. WYKES CLAUDE P. WYKES MICH. eae ue ds. ON caterers ames Rcotieceena i cuccease cae —_.. pi 4 j } i eee When To Work and When To Play. How much work? How’ much pleasure? What proportion of work and pleasure constitutes the most satisfactory life? This is a question which must be examined from two points—the sel- fish and the unselfish. The most satisfactory life to your- self may be the least satisfactory to other people. Other people must come into the question because duty is principally something that we owe to other people, and implies service rendered for love or for money. In social duties the words duty and pleasure are interchangeable terms. The hostess performing the social duties of hospitality requests “the pleasure” of our company. This hap- py combination of duty and pleasure does not, however, always conduce to the satisfactory life. A great deal of entertaining is done by people who lead lives that are not considered “satisfactory.” From a particular point of view the proportion of duty and pleasure consists of eight hours’ work, eighr hours’ play and eight hours’ rest. But all our lives can not be arranged thus. What the question really means is how should we arrange our time in order to derive the greatest amount of true happiness from the privilege of being permitted to have a tempor- ary foothold on the earth’s surface. Civilization. has complicated the is- sue and given vast opportunities to those who love to argue concerning the problems of existence, real and imaginary. Civilization is a sight draft which is presented to the modern man. The sum stated upon it varies according to his worldly condition. Everybody is expected to pay the amount. Some of those who refuse, especially if they are poor, are punished either with fine or imprisonment, and some are put in lunatic asylums. Every one is expected to work in a civilized country, either with hands, or brains, or money. In all classes, therefore, there is a division of life into working time, play time, and rest time. ; Work with a good many people is only another form of pleasure, as with others pleasure is another form of work. Rest is perhaps the mosv selfish indulgence of the ordinary man and woman. The idea that a large amount of rest is necessary is fostered by the natural laziness of the animal. that is in us. Sleep is largely a lazy habit, which grows upon people through overindulgence in babyhood and is chiefly shaken off in old age when we have leisure for wisdom and begin to understand what a waste of time sleep really is. It is conventional to say that we are too fond of pleasure. That we sleep too much is proved by the bat- tle cry of the patriots, “Wake up!” That we work too much is a_ re- proach that envious foreign nations have had the impertinence to hurl at us. The average middle class English- man arranges his proportion of duty with a due regard for the dignity of, life. He has no desire to hustle like the American or to plod like the Ger- man. By the absence of hustle the Eng- lishman makes his work subservient to his personal comfort, and comfort, from the selfish point of view, is the keynote of the satisfactory life. In his pleasure the same delicate appre- ciation of first principles is displayed. He is a good sportsman, he plays games from his youth upward, he sometimes gives to golf what was meant for mankind, but in all games requiring great exertion the major- ity of Englishmen find their pleasure in watching the exertions of those who are paid to exert themselves and to whom play is work, and as such is duly paid for. A delightful silence reigns in a first class club the whole day long. [It is not customary to speak above a_ whisper. In some clubrooms the word “Silence” is writ- ten up in letters of gold. After the luncheon hour the armchair with a softly sleeping occupant is typical of a form of life which is peculiar to the British character. A hustling life with pleasure and rest completely sacrificed to duty and money making would not be a sat- isfactory life to the English people. The great drawback to its perfect satisfactoriness is that the English- man’s home has ceased to be _ his castle and has become his’ wife’s. This has led to an alteration in the domestic hours which has interfered with the nice adjustment of his duty and pleasure hours. The English late breakfast is a blunder, the Eng- lish late dinner is almost a_ crime. The former interferes: with early at- tention to the duties of the day, what- ever these may be, and the latter has seriously interfered with the hours of amusement. The happiest arrange- ment of the day, in order to get a proper proportion of duty and pleas- ure into life, would be the French cafe complet or the complet early in the morning, the commencement of the business, or professional, or use- ful day at. 8 a.m, a returm to the old fashioned 5 o’clock or 6 o’clock dinner, the German custom of com- mencing theatrical performances at 6:30 or 7 and finishing at Io, a light supper to follow at 10:30 or II, and so to bed. It is impossible for duty and pleas- ure and rest to be perfectly propor- tioned for men or women with the present system of 9:30 and Io o’clock breakfasts, luncheons that last some- times until 3 in the afternoon, and dinners that begin at 8:30. There can be no possible return to the simple life or the satisfactory life until the fashionable dinner hour is a little further removed from mid- night. The morning for duty, the after- noon for exercise and “games,” the evening for amusement, the night for sleep. That might be considered the ideal proportion of duty and _ pleas- ure for the satisfactory life from the self-centered point of view. But there are other views. Some of us look upon the world as principally a place of enjoyment, and think we are getting the best out of life by sacri- ficing to duty only as much of it as MICHIGAN TRADESMAN we deem necessary to our well-being and our comfort. Another view tak- en by many earnest and high mind- ed people is that the world is prin- cipally a place of pilgrimage and preparation, and they regard even many innocent worldly pleasures as lures from the higher aims and deep- er purposes of life. The strenuous life, the self-sacrificing life, has thousands of adherents, and there are many who might be described as martyrs to the supreme demands of “duty.” But there is a still larger class which endeavors to combine enjoy- ment of the world’s good things with a loyal reverence for all that consti- tutes in the noblest meaning of the phrase “the well spent life.” To these this question will con- 13 stantly recur: How much pleasure— how much duty—what proportion constitutes the satisfactory life? In the true answer to this question lies the grand secret, the _ secret which, once discovered and acted up- on, goes to the making of the only happiness that withstands and en- dures. George R. Sims. Wisdom is only garnered experi- ence. LIQUOR MORPHINE 27 YearsSuccess ONLY ONE INMICH. INFORMATION. GRAND RAPIDS, 2655SoCollege Ave, LAWN HOSE 20 KINDS Goodyear Rubber Co. Milwaukee W. W. Wallis, Manager Fifty-four Years in Rubber Business Our Company Has No Branch in Detroit Send for Catalogue The Wireless System! THE WIRELESS SYSTEM of telegraphy has DONE AWAY with the use of thousands of poles and countless miles of wire. THE McCASKEY ACCOUNT REGISTER SYSTEM has eliminated the NERVE RACKING and BRAIN FAGGING work of keeping accounts. It CUTS OUT all POSTING and COPYING. It handles CREDIT SALES as fast as CASH SALES. It takes care of EVERY DETAIL of your business. The ONLY COMPLETE ONE WRITING SYSTEM on the market. Are you Satisfied with your present method? Do you wish to know about THE McCASKEY? Our catalogue is free. The McCaskey Register Co. Alliance, Ohio Mfrs. of the Famous Multiplex Duplicating Sales Slips J. A. Plank, Tradesman Bldg., Grand Rapids, State Agent for Michigan Agencies in all Principal Cities MICHIGAN TRADESMAN a. Dry Weekly Market Review of the Prin- cipal Staples. Gray Goods—By far the greatest volume of business is being done in these goods at the moment. Buyers have evidently come to the conclu- sion that despite their predictions there is not to be any considerable reaction and are now endeavoring to cover their requirements for as far ahead as possible. Domestics—Are very strong in all classes. Sheetings at the moment occupy perhaps a position of leader- ship in the matter of advances, al- though, as far as strength is con- cerned, it is impossible to make sat- isfactory deliveries on so many dif- ferent lines that strength is not only general but uniform. Bleached Goods — Are selling strongly down toward the latter end of the year at the best prices. Nat- urally they are badly handicapped by the deliveries of gray goods and advances in the latter are necessarily immediately reflected in the bleached goods. Some constructions are very _ Scarce, it being absolutely impossi- ble, no matter how urgent the need, to secure them, particularly down East. Some constructions are sold much further ahead than is indicat- ed. Because, however, of the gam- bling nature of such transactions, many are unwilling to go ahead at a rate they are pleased to consider too fast and doubtless more money is to be made by waiting. Underwear— There are few lines that are not now represented upon the road and there are also but a few who do not express satisfaction over the result of their efforts. “The time to show underwear,” says one factor, “is when the buyer wants to look at it, and that time is now.” There is no doubt about the desire of the buyer to look at goods, and that he wants to cover his needs is evidenced by the position that some mills are in at the present moment. Granted that the prices in individual instances are not, by comparison, too high, according to the estimate of the buyer, there is every reason to be- lieve that the season will equal any of its predecessors in the rapidity with which it sells up. This, to be sure, will have a great deal to do with determining the outcome of the cheap lines of balbriggans and the probabilities are that no small amount of difficulty will be encountered be- cause of the big increase that will be necessary to make them sell prof- itably. Hosiery—While by far the major- ity of the lines are open and in many instances the major portion of the business has been done, there are still some houses that have not yet received their samples, not to men- tion the question of having made prices. Knowing that there is no ne- cessity for haste they undoubtedly figure on coming in for the better prices later on. It is now clear that the maximum advance at the present time is 12% per cent. and that only in an isolated instance, the great majority being between 7% and 10 per cent. Doubtless when the sea- son is farther advanced higher prices will be made, but enough business has been placed at the current fig- ures for selling to cover on yarns, and get, if possible, a fairly good idea of what the margin of profit is to be. For the moment business does not go ahead as rapidly as it did a couple of weeks back and some hold the outlook to be a trifle per- plexing. Conditions have been more favorable, but this does not seem to avail much. . The chief obstacle that confronts sellers is the notion enter- tained by the jobber as to what prices ought to be for the season. It may be that when lines were shown him that were apparently eager for busi- ness, the prices being attractive, he bought and thus created an impres- sion that he was ready to do business on a generous scale. That ke will be obliged to pay the prices asked regardless of his opinion in the mat- ter goes without saying; however, he has been none the less emphatic and far from conservative in his estima- tion of the schedule proposed, and if he does not against his will take hold in a large way at once, it is not surprising. —— New Plant for a Battle Creek Insti- tution. Battle Creek, June 4—Another $100,000 expenditure is announced by the Postum Cereal Co., Ltd., in the form of an entire new plant for the Battle Creek Paper Co., one of its several adjuncts. Work will com- mence at once. The new building, of brick and cement, will occupy a site almost directly across from the Nichols & Shepard Thresher Works, and will cover a space 30x130 feet in dimensions. The building will be one and one-half and two | stories in height, of attractive design and well built. It will be on the main line of the Michigan Central and on a spur from the Grand Trunk, afford- ing excellent shipping facilities. The paper company manufactures cartons for Postum Cereal, Grape- Nuts and Elijah’s Manna, the three products of Postumville. Over 100 employes.are now used by the paper company, but with the new building the force will be nearly doubled. The present printing building, as well as an addition recently begun on its easterly side, will be devoted to the manufacture of “Elijah’s Man- na,” after the removal of the paper company, it having been found that the demand for the new food exceeds the Postum Company’s ability to sup- ply the market. It is ‘said that the Postumville folk have some other building proj- ects on when this one is completed. _—_———-_ 2. Animal Story. Letter Carrier—If you want me to bring this mail to you, ma’am, you will have to call off your dog. Woman on Porch—If you want to get into trouble with Rover you will have to hand the mail to him. He heard me say a while ago|- that I was expecting a letter from his master. Thanks, don’t Ce DEPEND ON es DEPEND ON sees DERENDON= An Ideal Fabric For House Gowns Most women want to look as DERENDON nice around the house as when calling or shopping, and they naturally prefer such materials as are light in weight, soft in finish and easily cleaned. Dependon Wool Batistes are especially suited for house gowns, as they have that pecul- iar softness of finish which makes the garment emphasize all the good points of the figure. Nothing but the purest of dyes are used in coloring DE-= PENDON BATISTES, so that spots can easily be re- moved. With these special features DEPENDON BATISTES are sold at prices no higher than you have been paying for goods without any reputation to sustain. ° eS ee JOHN V. FARWELL COMPANY CHICAGO, THE GREAT CENTRAL MARKET DEPEND ‘REND ON =e DEPENDON (20 a NO aNdd {QD Sey 5G © SS Reine sega oct MN ng gt MICHIGAN TRADESMAN Improved Condition of the Wool Market. The wool market is apparently headed toward improvement, which is reflected in the moving of some lines of wool at the seaboard which have for several months been drag- gy. These lines include several lots of short, heavy clothing wools, and large lines of quarter-blood domes- tic stock. Some of the wools have been parted with on terms which left no profit to the seller, being taken, in some instances, in tach, at 4 positive loss; but the situation is be- coming cleared, and consumers are showing somewhat more interest in the market and are more willing to take hold than they were. The vol- ume of business which is being done is not large, for the simple reason that there is not the stock in the seaboard markets to do with, but there are very few who doubt that, when the new and desirable worsted clips come forward and are opened up for the inspection of buyers, they will move readily, assuming, of course, that the price at which they are held is not too high. The atti- tude of the trade, however, is likely to be firm, considering the strong closing of the May auctions in Lon- don, the keenness of the demand from English and European consumers and the probability of a maintenance of wool values at the next auctions, which will preclude the possibility of landing foreign wools at a‘ rela- tively lower cost than the domestic stock can be sold for. Backed by the knowledge of the firm position of wool in the markets of the world, it is not unnatural that the Eastern wool trade are more in- clined to operate in the West, and are generally disposed to take a more sanguine view of the situation. Dur- ing the past two weeks, especially, there has been much more doing in the territories, notably in Idaho and Oregon, and from the present on, during the next two months, we may expect to see quite a large movement of wool from the interior to the sea- board. Most of it will come forward in purchases for the Eastern wool trade, although more of it is likely to come along on consignment than was the case last year, owing to the dis- parity in views as to prices between the buyers and sellers, and, what is worthy of note, a considerable quan- tity will come forward purchased di- rectly for consumers’ account, for more manufacturers have been buy- ing in the West this season than for several years. One element in the situation which has caused the season to be a slow one has been the great variation in the character and condition of the clip. As we pointed out last week, while some of the wools are heavy, dirty and dingy, and of short staple, others are light, bright and _ well grown. Thus while at Casper, Wy- oming, the wools are of decidedly heavier shrinkage than last year and dark and dirty, at Pendleton, Ore- gon, where the sales began last week, the wools are of better color and 1 to 2 per cent. lighter, and naturally were bought readily at good prices, while the Wyoming wools were tak-: en slowly and several clips were consigned.—_American Wool and Cot- ton Reporter. -_—-eo2-o Establish Branch Pole Yard at Mon- roe. Monroe, June 4—W. C. Sterling & Son, of this city, whose yard at Bay City is the largest cedar pole yard in Michigan, have been compelled, owing to the congestion of cars at that place and the large number of poles they have in stock, valued at $125,000, to establish another yard here. The new yard will be located in the third ward, along the Michi- gan Central Railroad. They have en route sixty-nine cars of poles, and if satisfactory arrangements can _ be made with the city, will establish a permanent yard, employing hundreds of men. With their yards located here it will put them in closer touch with the consumer and with quicker dispatch with the customer. W. C. Sterling & Son is one of the oldest firms in Michigan, having followed the business for twenty-sev- en years. At the present time they have some 175,000 poles in their yards at Bay City, and considerably more to follow. The Lake Shore & Michi- gan Southern last week awarded the company a large order for posts. Com. W. C. Sterling, who is the President, is known as the “Cedar King.” ——_--22—____ Marshall Institution To Duplicate Its Plant. Marshall, June 4—The New Process Steel Co., of this city, has commenc- ed the erection of a large new addi- tion to its present factory. It will exactly duplicate the present build- ing, and will cost about $3,000. The capacity of the factory will be dou- bled, so that there will be less delay in turning out work. This company was organized last summer and com- menced doing business in Septem- ber. The process used for harden- ing steel is a secret one, and it is claimed that for automobile castings it is the best on the market. Orders from these concerns have so flooded the company that the new building was necessary to prevent turning down lucrative orders. One hundred men will be employed by next Sep- tember. ——_——_22-o The Fair Sex. A quiet wedding may be but the calm before the storm. The average woman gets more en- joyment out of a cry than a laugh. Unless a woman loves wisely her husband isn’t loved any too well. A woman doesn’t care if her shoes are a size too large—after the under- taker gets busy with her. Of course it is absent-mindedness when you forget, but it’s gross neg- ligence when your wife forgets. 2-2-2. Loud Effects. Stranger (happening along)—Boys, what are you burning these ghastly colored lights for? What do you mean by carrying those ugly banners and smearing paint on the sidewalk? Leader of the boys—There’s a deaf an’ dumb couple gittin’ married in that house acrost the way. We're givin’ "em a shivaree, mister. Long Gloves We have in stock for immediate deliv- ery long fabric gloves ‘‘mousquetaire lisle.”’ We don’t know how long our supply will last, but do know that long gloves are an unusually scarce article. Buy Now while you have a chance to get them. We offer either white or black in 17 inch length at $9.00 per dozen and 21 inch length at $13 50 per dozen, both packed in half dozen boxes, sizes 6%, 7 and 7%. careful attention. Ask our salesmen or write. Mail orders given Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan Edson, Moore & Co. Wholesale Dry Goods Detroit, Mich. We are sole agents for the fa- mous WESTERN KING WORK SHIRTS and the elegant line of STE. CLAIRE NEGLIGEE SHIRTS. Work Shirts range in price from $4.50 to $9.00 Negligee Shirts from $4.50 to $27.00 Our stock is complete and al- Workman- ship and materials in both these lines are guaranteed to be the best. ~ Edson, Moore & Co. ways at your service. 16 MICHIGAN TRADESMAN WOMAN’S WIT. It Proved To Be Superior To a Man’s. “Did it ever strike you,” asked John Ford, “what a clumsy, gawk- ish clown a man is when he is sized up alongside of a woman in any kind of a deal that requires any great degree of finesse? Yes? Good. At the same time you'll pardon my say- ing that you don’t know anything about it. That is, comparatively speaking. You may have had some experience with woman in which she showed her finesse in—in matters en- tirely personal, to be sure; but that doesn’t prove anything. When a woman’s playing with a man in an ‘affair’ she’s got him trussed like a roasted turkey. That’s her game. He doesn’t play in it; he’s simply the ball. : “But aside from the heart ques- tion, in which she’s born an expert, lovely woman is a master, or mis- tress, of subtlety; she makes the best or worst efforts of the most shrewd man seem crude and amateurish.” I laughed. “What’s happened? It isn’t your usual custom to praise the fair sex in that way. Are—” “Praise them? Who said any- thing about praising them? I’m not praising them; not in this instant. It happens that I wasn’t thinking of any affair in which the subtlety of woman might be regarded as praise- worthy in any sense of a much abus- ed word. No; quite the contrary. I was thinking of Fay Dakin. “Never heard of Fay Dakin? No. probably not. Fay didn’t last long as Fay. She began under that name all right. She was sailing under it when I had the pleasure of making her acquaintance; but what she is called now I couldn’t attempt to guess. Keeping one name for any length of time hasn’t been one of ¥Fay’s specialties for some years. She is probably Hortense Milbury, or Ignetta Larson, or something else substantially different from Fay Da- kin at the present writing. Changing names becomes a habit once a per- son has adopted it. It grows and grows, and the first thing they know the victims of the habit are chang- ing their names as often—as often as circumstances demand it. “Yes, Fay’s got the habit now; but she was Miss Dakin when I met her. She had just started on her career then, when, as I said, I had the pleasure of meeting her. It was a pleasure to meet her, too. I would not have missed it for much coin of the realm. There are few enough pleasures in the work of a business detective, and one of them certainly is meeting an artist in crookedness. “Was Fay an artist? Well, listen patiently and you shall hear. Then you can decide for your own critical self. And remember she was only a beginner when this happened; the first try she’d ever made at the sort of thing that now makes it wise for her to change her name about every so often. “A few days previous to my meet- ing with the young woman I was called to the office of Malvern & Co., sales agents for a new and immense- ly popular brand of scouring soap. I had handled a trivial office case for them a few months before, and they called me into consultation when anything seemed to be wrong in their place. “This time it wasn’t a case of somebody suspecting somebody else, however. It was something different this time; something that called for real work. _ “We're in a bad mess, frankly,’ said the general manager, getting to the point at once. ‘We're up against something that’s too much for us to try to handle. It’s something more than a mere clerk going wrong. It’s a-——of a big thing: Graves & Son have got our sales plans for the next three months, and they’ve started to make use of their knowledge.’ “*Make use of it,’ said the sales manager, ‘well, I should say they have. They’ve got men right now in lines where we had planned to have them a month from now. They have us skinned, the thieves!’ “After they’d both turned in and done a good, solid job of cursing and biackguarding Graves & Son, who were their principal competitors, they cooled down and told their troubles. ““Two weeks ago, as usual at this time of the year, we planned our new selling campaign for the sea- son. We always have some new territory to begin with each spring, and this time we had planned to cov- er more new ground than ever be- fore. We had three new states out- lined for our campaign, and we map- ped out the salesmen’s routes, se- lecting every town in a state worth making, and all that sort of thing. We took one state and routed that through. That looks simple and peaceful enough. Well, it would be, only Graves & Son somehow or other got hold of that route down to the smallest burg, and, as we’ve said, be- gan to use it immediately. Two days after the routings were com- pleted they had men in that virgin territory—the territory we had fig- ured on réaping in—ahead of us. We didn’t know this until a week later. By that time we’d got the second state routed. Graves & Son got that route, too. Got it as complete as if we’d gone over there and handed them our map. Now, somebody in this office got that information for them. They couldn’t possibly get it themselves. There’s a snake here, somewhere, and we just want to find it—-just want to rhave a talk with him for once.’ ““Take me in and show me how, where and when you do your rout- ing,’ I said. “We do it right here in my pri- vate office,’ said the manager. Then he showed me their system. It was the regular routing system used by so many large business houses. When they selected a town for their sales- men to visit they stuck a pin in it. So the map covered with a scatter- ing of pins represented towns~ in which the new scouring soap was to be pushed. There must have been 200 towns on each map that were marked in this fashion. It was fool- ish to think that anybody could have looked at the map and memorized the routings. Whoever gave Graves & Son their information had time to make a list of the towns picked out, or else had taken the map di- rect to them. “How many people besides your- selves know the complete routings?’ I asked. “‘*Nobody,’ replied the sales man- ager. ‘We hadn’t given the route out before we heard that Graves & Son had the towns.’ “Then somebody must have tak- en the map and copied it.’ ““Nobody could have done = any- thing of the kind. Look at that map. How long do you suppose it would take anybody to sit down here and copy off a list of those towns. A half hour at least. Besides, the map was never out of our sight. As soon as it was finished we locked it in the vault. Before that it was kept in my desk. Copying it would have been: impossible.’ “Tt never was out of your sight?’ ““No. That is, excepting, of course, the few minutes possibly both of us had stepped out of the office to speak to somebody on the outside.’ “*Then there were times when the map was on your desk here when you were out of sight and_ reach? It would have been possible for some- body to have had access to it with- out being seen?’ “Oh, yes,’ they said, impatiently. ‘Somebody might have jumped in Cameron Currie & Co. Bankers and Brokers New York Stock Exchange Boston Stock Exchange Chicago Stock Exchange N. Y. Produce Exchange Chicago Board of Trade Michigan Trust Building Telephones Citizens, 6834 Bell, 337 Direct private wire. Boston copper stocks. Members of CHILD, HULSWIT & CO. INCORPORATED. BANKERS DEALERS IN STOCKS AND BONDS SPECIAL DEPARTMENT DEALING IN BANK AND INDUSTRIAL STOCKS AND BONDS OF WESTERN MICHIGAN. ORDERS EXECUTED FOR LISTED SECURITIES. CITIZENS 1999 BELL 424 411 MICHIGAN TRUST BUILDING, GRAND RAPIDS DETROIT OFFICE, PENOBSCOT BUILDING THE NATIONAL CITY BANK GRAND RAPIDS Forty-Six Years of Business Success Capital and Surplus $720,000.00 Send us Your Surplus or Trust Funds And Hold Our Interest Bearing Certificates Until You Need to Use Them MANY FIND A GRAND RAPIDS BANK ACCOUNT VERY CONVENIENT Capital, $800,000.00 No. 1 Canal St. Founded 1853 The excellent service rendered to our depositors is the direct cause of a considerable increase in our - business. | Assets, $7,250,000.00 — ee ee Pe here, looked at the map and jumped out again. But what good would that do? They couldn’t copy a sin- gle name, and they couldn’t remem- ber over ten at the best. No; no- body could have got the stuff that way.’ ““How could then?’ I asked. “Of course they didn’t know. n’t have any idea. The thing was in- explicable. There were only two of them who had the information; only two of them who had any chance to get it; so they couldn’t under- stand it -at all. I could see by the way that they watched each other for a slip that neither of them was guilty of treachery. So it was a plain case of watch for the robber. ““Go ahead and make up another routing, I said. ‘Start to-morrow. Make up a fake one, just as if you were going to make up one for your use. Do just as you did before, run out and in, and don’t show that you are aware of anything irregular and something ought to turn up soon.’ “Accordingly next morning they - got a map of another state and went to work. It was to o’clock when they spread it out on the big desk before them. At I0:30 they both stepped out to talk with the cata- logue man, whose office was at the other end of the floor. At I0:31 a beautiful young woman slipped in- to the office they had just left. She had a pencil in her hair and she was chewing gum, and in other ways she showed that she was one of the firm’s sixty stenographers. Oh, yes, and rolled around her arms she wore a pair of impromptu sleeves made out of soft yellow tissue paper, such as is used in copying books and _ in other ways around every office. In- side the office she looked around, saw that the place was empty; then she deftly whisked a sheet of the tissue paper off one of her sleeves, ran to the desk where the map was lying, picked it up, and almost before you could have counted two she_ had slapped that tissue paper on the back they have got it, Did- of the map—the tissue paper was damp on the corners and _ stuck readily—put the map back in_ its proper place, and was flitting out of the door. She couldn’t have been, in the office more than seven or eight seconds. And it was as many min- utes before the two officials came back to their work. “How do I know that she did all this when the office was empty? Oh, I was inside the next room, with my eye to a convenient little hole in the partition. “I sat behind that hole all day without leaving for lunch. I didn’t see anything more until about 4:30 in the afternoon. The fake route was finished then and the manager and the sales manager were out for another few minutes. Again the beautiful young woman entered; again she ran to the map on_ the desk. But she didn’t stick anything on it this time. She simply lifted it up and pulled that tissue paper off the back of it in half the time she’d taken to put it on. Then she twist- ed it around her arm, on top of her sleeves, and walked out as uncon- cerned as if she’l just dropped in to ask the boss about some dictation. “I hurried out of my room and hunted her up. I fdund her sitting at her typewriter, banging away for dear life. ‘What did you do with the paper that was on the back of the map?’ I asked gently. But, oh, no, there was no breakdown, no confes- sion from her. ‘What do you mean, sir?’ she said. You would have sworn she was an angel. You could see dear home and parents in the offended light in her eyes. ‘Come, come,’ I said, ‘you needn’t try it on me. I was in the next room when you put the paper on this morning. Also when -you took it off just now. I’m sorry, but I’ll have to cause your arrest if you don’t own up.’ “She looked up at me with a new expression. She sized me up _ for half a minute and grinned as if she’d met with something pretty good. ‘I'll own up,’ she said. ‘You’ve got me, I guess.’ She seemed to weaken a little. ‘Will you let me go and get my hat before we go in the office? I suppose they want to arrest me, and I want to be all ready to go with- out any fuss.’ “Of course I let her go; anybody would have done the same. I felt a little sorry for her as I watched her walk into the stenographers’ dress- ing room. She was game, all right, I figured, but she had given in now. “Oh, yes; she had given in—not! I waited with my eye on the door to the dressing room for fifteen min- utes. Then it suddenly occurred to me that I was a fool. I ran in. The one window in the room, leading out into an alley, was open. There was a fire escape outside o fit. And my beautiful young woman was_ gone, gone, gone. “TJ hurried back and picked up the map. I looked at it a long time. Then I saw the scheme. It was a MICHIGAN TRADESMAN standard map. You could buy one like it anywhere, and if you had a blank paper pricked with holes, just as the map in the office was pricked, why, you could lay it over any other map and the pinholes would come directly over the same towns that the original holes had been made in. It was terribly simple; so simple I couldn’t understand how any because I had been dealing with men all my life—not with women. “Of course, it was a woman thought of it—the beautiful woman. Did we catch her? I should say not. We never saw her again. That beautiful young fire escape climber wasn’t the kind to be caught. Yes; her name—then—was Fay Dakin.” James Kells. Pe Tricks of the Trade. Eight or ten rocks averaging about ten pounds each are on exhibition at the Santa Fe depot in Ottawa. Each was found in the center of a bale of hay, skillfully concealed from the casual observer. stone “ballast” the bales were torn open to guish the fire. Every bale contained a rock.—Kansas City Journal. ——_.->———_—_ A successful trip on the sea ballast. It is better to serve a miser than to be served by the muse. J.W. York & Sons Manufacturers of Music Publishers Grand Rapids, Michigan Send for Catalogue >> ‘Doasult sno Howe-of Vor one || cculdn’t have thought of it. That was |} who |) young |; The hay was taken || from a car that was on fire and the |} was discovered when|| , extin- || of | matrimony depends largely upon the| The “Ideal” Girl in 17 HATS... For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St., Grand Rapids. Uniform Overalls All the Improvements Write for Samples DEAL(LarHINGG FA CRAMD RAPIDS. Mitr The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking HAND SAPOLIO It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough tor the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. 18 UNPROFITABLE PROFIT. It Does Not Pay To Misrepresent Goods. Written for the Tradesman. People in Kensington, a small city out in the clover country, wondered why the new manager of the Ground Floor department store changed his clerical force so soon ifter taking charge of the establishment. They explained to Hilton, the new man, that the store would lose trade by reason of the sweeping changes. The new manager smiled and pulled his brown Vandyke beard. He said that he thought he could get along with- cut the old clerks, but he never told why he had decided to get along with- out them. At least he never told the friends of Maude, and Estelle, and Hazel why they had been detached from the payroll. There was a quiet little roar for a few days, and then the store took in more cash than be- fore the changes were made. The roar got no further than the immedi- ate chums of the discharged ones. When an $8 employe gets the notion that a store can not get along without her it usually ends something like that. It all came about in this way: When Hilton took charge of the Ground Floor he found that the old manager, who had come near bank- rupting the concern, had taught the clerks a lot of fool tricks. The first one to show was in the exchange de- partment. There were too many goods being brought back for ex- change. Hilton studied over the mat- ter for a time and then decided to investigate. He did not launch the investigation by summoning the clerks to his private office and talk- ing to them in a condescending man- ner from the top of a table. That was not his way. Instead, he walked through the aisles and heard the girls sell goods. He believed that when goods are sold that ought to close the deal. One day he went to the mil- linery department and heard some- thing like this: ; “Y’m sorry I can’t get what I want here. I’m too tired to go on down the street. Look through your stock and see if you can not find the hat I described to you.” It was Mrs. Crown who was talk- ing. Hilton knew her well. “Why,” said the clerk, “I can’t see why you want that special shape. It is not nearly as swell as some we have here. Now here’s one that is selling well, the best seller we have, in fact. It is all the rage this spring.” “It is a new one to me,” was the reply. “I don’t think I’ve seen any- thing like it anywhere, but then I’m not very observing in such matters. I don’t go out much and have to ac- cept the judgment of others in millin- ery.” “Well, we’re selling a lot of them. Before the season closes we’ll have to order in a new lot. The very best people are buying them. It looks well on you, too. Why not take it along?” “Sure it won’t look lonesome?” ask- ed the customer. “You know one has to fit out according to what others wear.” “You'll see lots of them when the MICHIGAN TRADESMAN spring hats come out. The ones who have bought must be holding them back.” “Are you sure this color is right?” “Certainly. That is one of the new hats, and it must be right. We have not anything in the store that has been made over or re-trimmed. I should like one of these bfit they cost too much for me, and, then, I would- n't want to seem to imitate wealthier people, you know.” : The manager did not then see the hat the clerk was boosting, but he got the idea that she knew her busi- ness. That little touch about the bon ton ought to make the sale, he de- cided. “Well,” said the customer, present- ly, “you may send it up. I’ll pay the bill now. I hope it will prove all you say it is. I have to depend on others in such matters, as I said before, not being a society woman.” Hilton walked about the store until the customer had taken her departure, and then went over and looked at the lot from which the hat sold Mrs. Crown had been taken. To his dis- may he found that they were not new at all. They were re-trimmed, left- over hats fresh from the bargain counter, and the clerk had asked and received- about three prices for the one she had sold. Of course there had been a tem- porary extra profit, but Hilton knew that it was an unprofitable profit. He knew that the hat would come back. He was sure that the friends of the purchaser would kindly inform her that she had been imposed upon, that she would be laughed at if she wore the hat on the street. No woman likes to be made ridiculous by a clerk she trusts, and Hilton expected a breeze when the hat came back. He did not mention the matter t2 the clerk at that time. He would get at her in another way. Instead of showing his hand he pried about in the other departments and found that this grab game was going on every- where. After concluding his investi- gation Ife wouldn’t have taken the word of one of his own clerks as to the value of a ten-dollar gold piece. They had certainly been started wrong by the old manager, who ought to have been fired for an imbe- cile a year before he was let out. In about a week Mrs. Crown marched into his private office with the red flag of battle flaring in her face. She had the hat, in her hand. Hilton proffered a chair, but she stood and glared at him. If she had- n't been a lady she would have stormed and scolded. As it was she spoke quietly, slowly, but her words held a frost which nearly cracked the lenses in Hilton’s _near-sighted glasses. “T am told,” she said, “that I can not get back any money I spend in this house, even if spent under false representations. Is this true?” “Certainly not. What is the trou- ble?” “T bought this thing here a week ago.” She pointed at the hat with one scornful finger. “I trusted to the honesty of your clerk. I am not up in matters of this sort, strange to say. I was told that the hat was in style, that it was popular, that it was the prime seller of the season. With this understanding I paid a big price for it. Now I discover that the hat is a re-trimmed thing from the . bargain counter, that I was made a booby of by your clerk. My friends laughed at me when I put it on. The only person to wear one so far is a serv- ant maid whose taste is notably bad. I. came here to-day and demanded the return of my money. I was told that I could get a credit slip only. Is this true?” “Under the circumstances, no.” “T refused to accept the credit slip because I want no more goods from your store. I wouldn’t feel safe in wearing a thing taken out of your stock. Your clerk lied to me to get my money. She won’t have a chance to do it again. None of your clerks will. I won’t be made ridiculous in the eyes of my friends without know- ing why. I want my money immedi- ately.” “You shail have it,” was the reply, “and I want you to sit in there and hear what the clerk says of the trans- action.” Now, Hilton could have talked to the girl at any time. What he want- ed was to make a plea for a continu- ance of the patronage of the Crown family, and make it without seeming to be little himself. He wanted to talk to Mrs. Crown over the shoul- ders of the girl who had made the trouble. Foxy man is Hilton. When the girl came in she hadn’t much to say except that she had fol- lowed the old rules. Her business was to sell goods, to look out for the interests of the house. When she had finished Hilton began talking for the benefit of the customer. “You have cost us the trade of a very fine family,” he said, “by trying to work off an old article as new. I don’t blame Mrs. Crown for being angry and leaving the store. You made an alleged profit of $3 on that hat and lost more profit for us than you could make up in a year if you worked for nothing. You say you fol- lowed the old rules. You ought to know that no rules shelter an estab- lishment from the charge of fraud and misrepresentation. You are not dis- charged for the present. That is all.” That is where Hilton got in his fine work. Mrs. Crown came out with a smile on her face and asked for the credit slip! She said she now under- stood what Hilton had to contend with, and went off in a pleasant frame of mind. Now, I presume you think the clerks were discharged for misrepre- senting goods? They were not. They were discharged for going too far the other way, a thing too many salesmen and saleswomen do. The case of Mrs. Crown was explained to them, and orders given that they should be hon- est with customers. Do you know what the most of them did? They were angry at the new manager, for the old one had been foolishly kind to them. “Oh, well,” they said, “if we can’t sell any- thing except the very thing asked for, there is no use of trying to show goods.” They did not see the happy medium between selling by false pre- tenses and selling on honor, which was not good for their reputation with the manager. They thought a saleslady wi.s a person who could sell a coat to a customer who had asked for a flannel shirt. And they were partly right, only the coat must not be sold to take the place of the shirt. They did not plan in making their sales to bring the customer back. And so they were fired. Much to their surprise the store kept right on doing business. Hilton was sorry to do it, but his first duty was to his patrons. Alfred B. ——_»+2—_.—— Prodded His Memory. Mr. Urban was always late to din- ner. He arrived home .on a certain evening, as usual, twenty minutes be- hindhand. His wife was entertaining Mr. and Mrs. Fortune. Greeting the guests with effusive cordiality, he said: “Tf I had known this pleasure was in store for me J should certainly have arranged my business so as to be at home earlier.” “Why, Harry,” sighed his wife; “I told you.” “IT beg your pardon, love; but you are certainly mistaken this time. You probably forgot to mention it. On the whole, I’m glad of it. It is a delightful surprise.” Mrs. Urban was a spirited woman. This unjust accusation came _ near overthrowing her courtesy. Her lips parted, then shut decisively; but a slight frown lingered on her fore- head. Little Tommy read her face. He knew all about his father’s poor memory, and he felt it his duty both to refresh it and to defend = his mother. “Why, papa,” he piped up, “don’t you recollect? Mamma told you to be sure to come home early because the Fortunes were going to be here, and you said, ‘Oh, the devil!’” See Vital Problems for Girl Workers. A working girl’s problems are in- deed many and various, but the most vital one of all, to my idea, is this: “How should I regard my work?” This is a problem that no working girl can afford to ignore, for the is- sue will determine whether she is to be a queen in her own right or mere- ly a menial. I have been a working girl for many years and have found the key to the above. Have tested it and tried it, and know whereof I speak. I found it in an ancient literary treas- ure house (which in these days is too often, alas, “a treasure locked”), and it is this: “Whatsoever thy hand find- eth to do, do it with thy might.” There are many kinds of pleasure in this world, but for lasting satisfac- tion none to equal that which comes from the knowledge of work well done. There is nothing like it. With this to cheer and help her a working girl can walk her hard path bravely, looking the world straight in the eyes, and as to the solution of all the rest of her problems, “all these things shall be added unto you.” Isabel McCorquodale. -_—--o-2oo Gilt-edged charity “looks mighty cheap besides genuine kindness. Tozer. —~-2.__- Tall talk never yet added one cubit to anybody’s stature. e} : - MICHIGAN TRADESMAN Is Our Current Catalogue On YOUR Desk? If it is, you are able to tell the real rock-bottom oe mee — i Deane ; prices on all kinds of merchandise. If it is not, you are probably being overcharged for a large percentage of your goods without know- ing it. ' Our current catalogue is your only safe and reli- able price guide. It protects you against exorbitant prices as insur- ance protects you against fire. You can bank on it, day in and day out. You ought to have it for its price features alone, | whether you ever buy a dollar’s worth of goods from iy us or not. cree We know you will give us your business when you discover, through daily reference, the substantial price advantages it affords. Shall we send you a copy of our June issue, with its “special bargain features,” guaranteed prices and up-to-date lines? Mailed free, to dealers only, on request. LYON BROTHERS Madison, Market and Monroe Sts., CHICAGO TRADE MARK Wholesalers of General Merchandise. We Sell to Dealers Only. MICHIGAN TRADESMAN Provision for Old Age and Reverses of Fortune. The one thing upon which all prac- tical philosophers, from Poor Richard down to Mr. Dooley, have been in- sistent is the necessity of laying up something for a rainy day. The wis- dom of such advice is so apparent it would seem that it must appeal to the wayfaring man and woman, even al- though they were stone blind and fools. One of the tragedies of life is the spectacle of people who live a gay butterfly existence, who feast and danee and make merry while the sun of their prosperity shines, without taking thought for the morrow, and who suddenly find themselves, through some turn of the wheel of fortune or when old age overtakes them, penniless, dependent and __for- lorn, It would greatly offend such peo ple if we should tell them that they have been guilty of criminal careless- | ness, yet it is true nevertheless, and the pity of the thing is that so few seem to be warned by their example We see about us men on salaries who | know that a change of firm, a falling | off in trade—any one of a thousand contingencies—may throw them out of work, but who are so self-indul- gent they do not lay by a dollar to tide them aver the rainy day that is| sure to come to them. We see peo- ple who, to gratify a silly desire to go into fashionable society that they can not afford, spend every cent of their income, and who, when the breadwinner dies, are thrown helpless upon the world: we see women left a} competence, that should have kept | them comfortable, n- | eroaching upon their capital, until] they are left beggared when they are| old. If only the poor butterfly suffered | as a result of his folly it would be} bad enough, * t b } h- > ourselves with the thought that he} : ' i but we might comfor = leserved, but in he oO v got no more ¢ the end it ts always the grubs of life that have to I the butterfly’s score. Somebody has to carry the clerk who did not lay up anything | over his rainy day; the penniless fami- 1 ly is dumped on the charity of the community, and some hard-werking 1 relative must furnish the bread and re butter for the improvident woman who spent her fortune on cakes and ale. Im all the heartrending cases of destitution that appeal to us there is not one in a hundred that could not have been prevented by the use of common foresight and prudence and self-denial. There is absolutely no excuse for not looking forward to the rainy day that is sure to come in every life and making some sort of provision for it, and the person who, in prosperity and health, does not insure against being a burden on his friends when he is sick or old is a dishonest sponge. He is deliberately eating his ing part of somebody’s else. | hands upon our hearts, we want lderness to bind up our wounds 'in our sorrow recklessly en-|}j ijoice have jan old woman who had come to | was very rich and dwelt in 'did house, and had all the 1 tory attendance that paid help gives, but there were no tender hands to smooth her pillow, no loving lips to press a kiss upon her brow. She had quarreled with her own family years before; she had been arrogant, sel- fish, ill-tempered, I could no longer entertain and amuse her empty they went their way and forgot her. In all her life she had laid up no friendship for her rainy day of old age and sickness; she had bound no heart to her by tenderness or loving deeds, and in the end she reaped as cake and depending on also devour-|she had sown. But much as money is—and com- fort and peace of mind come pretty nearly being expressed by the dollar mark—it is not the only thing. Not the only rainy days in life are those when businéss fails or we are too old to work any more and compete in the struggle for gain. There are the dark days when sorrows come to us, when we stand grief-stricken, sad and alone, and it is just as much the part of prudence to lay up some- thing for these times of mental and spiritual disaster as it is for the dark days of poverty. It is true that there is no bank in which we can deposit happiness subject to our check; no bonds of joy on whose interest we can count upon retiring and living; no trust company that will guarantee to keep safe for us our youth and health and love, but none the less/ we may surely lay up a fund of com- fort upon which we may call with-| out fail in the hour of need. To alk of us there must come a time when we stand above the coffin: | ed form of our best beloved, andthe} whole horizon of earth is bounded | by a narrow grave. Then it is that | we need to have laid up a fund of sympathy that we can check upon. | We want pity to lay its healing love to breathe hope once more in-| to our souls. The grief that can} weep itself out upon breast is already half consoled. sorrow that has none to turn ’ : anoroers the whole wide world, that that it must grieve alone, has gain an added sting. t this. Tf we hav lived a selfish that other weep their rainy not fail them i Then there are love and ship. To me there is nothimg so} pathetic as the sight of a lonely old| * 1 i | jage. Last winter I was much with} last stage of the journey of life. She} . & a spien- | perfunc- | and when she society acquaintances People who are what we call un- |over her bills—has any right to com- iplain that his children do not come ito him with their joys and sorrows }and want as little of his society as | possible. Se ee | political | war.” When we are young lay up popular always speak of it as if it were an undeserved misfortune. Pa- rents whose children are not com- panionable bitterly stigmatize it as ingratitude and consider themselves martyrs. It is as well to face the truth in such matters. We invaria- bly get exactly the measure of love we deserve. No man or woman has a right to expect to be loved unless they do something to win love, and I have yet to see the genial; kindly, considerate person who turned a Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The. Weatherly Co. 18 Pearl St. Grand Rapids, Mich. smiling face to the world on whom|_ the world did not smile in return. No parent who is harsh, dictatorial, scornfully critical of his children— who sneers at John’s love of high collars and pointed-toed shoes and derides his opinion, and who ridi- cules Mamie’s friends and growls Our registered guarantee under National Pure Food Laws is Serial No. $0 Walter Baker & Co.’s n Chocolate < & Cocoa “In time of peace,” says the wise economist, “prepare for friendship and love for old age. Our Cocoa and Choco- When we lose the charm, the gayety late preparations are f youth, when we grow garrulous, , Si agree de PuRE— perhaps, and behind the times, and . aus Oka a ee y | , chemical sol- the same old stories over and over again, we are beyond the time se vents, or adulterants Sactteces of any kind, and are U.S. Pat.o# therefore in full con- formity to the requirements of all National and State Pure Food Laws, hat is not critical, that loves the | 48 foe ries just because they | :. Walter Baker & Co. Ltd. ours, and that will make beauti- Established 1780, Dorchester, Mass. ast rainy days. Another thimg we do not think Saginaw, Mich. Pure orse Radish Time and worry will wrinkle The foreheads of the fair. Eat ‘“‘AS YOU LIKE IT’’ horse radish I’ts pure and made with care. REGISTERED One Vast Exchange is what the State of Michigan has become through the efforts of the Michigan State Telephone Company Gites i> On April 30th there were 121,683 subscribers connected to this service in the State. Are you one of them? For rates, etc., call on local mana gers everywhere or address C. E. WILDE, District Manager Grand Rapids, Mich. # i i 4 eee BN eee arc ee ey EP SOE ae rere yee MICHIGAN TRADESMAN about enough is laying up some pro- vision for a rainy day when we are temporarily cut off from our’ usual occupations. Talleyrand advised everybody to learn to play whist in their youth in order to avoid a mis- erable old age. A modernized ver- sion of that might suggest the neces- sity of cultivating, while we are hap- py, some fad that will console us while we are miserable. A person with a hobby can never be altogeth- er desolate. I have personally known an absorbing interest in art or ceramics or golf or the Daughters of the Revolution to carry a man or woman safely through the inevitable bad quarter of an hour of their life. Every child should have a love of reading cultivated in him, simply as a resource against being bored, if for no other reason. No people in the world are so afflicting to them- selves and other people as those who do not like to read. With a book, with all the wonder and excitement of fiction, of adventure or sport, opened before one, a man may say, like Monte Cristo, “The world is mine.” It is a preventive against en- nui, a balm for sorrow, an antidote for worry. A taste for reading should surely be laid up against the rainy days of sickness, of dfsappoint- ment and of care. Mr. Depew said once that plenty of rich Americans had enough to re- tire on, but they had nothing to re- tire to. The time will surely come when we will realize that it is as practicable to lay up something spiritually for a rainy day as it is financially, and just as much worth while. ~ Dorothy Dix. —_——_—__>2 Achieving Success in a Fruit Store. My success as a clerk in a confec- tioner’s store is, I think, due to be- ing able to always see “things” at the right time. For what is more annoying to a busy proprietor than always to have to point out work to be done. When I took my place as clerk-I was the only girl of the four in the store. And my pay was $3 per week. Not much of a_ beginning, some would say, but I was determined on starting to be the best if. patience and careful observation would win the day. I never was familiar with any of the clerks and at all times made them know their place and I kept mine. After being in the store six months I asked my boss if I could mop and clean my part of the store, as the man that did this part of the work was untidy. At first he objected. Then I pointed out all the annoying things to him, and it was decided I would come to the store a half hour earlier to do this work. And, as a result, in one month the whole store was cleaner at all times. The trade in one year was doubled and my proprietor and his wife in- vited me to their home to live. I was given a salary of $10 per week and made head clerk. My advice is to beginners, “Never be too big for your position if you would succeed.” This is what a bashful country girl can do if she will, Ruth Garver, Give Employer Square Deal. I have found in my experience that business life for a girl is what she makes it. She should give her em- ployer “a square deal” and expect “a square deal” of him in return. Be persistent. There is nothing an- noys a business man like tardiness, it only means a few minutes of sleep, but it means a great deal in your employer’s estimation of you. On the other hand, have your work ar- ranged to close your desk at the time specified by the house; of course if there is anything urgent to be done, do it cheerfully, ‘but it is not fair to yourself to make a practice of working overtime. Take an interest in your work, watch details closely, and be on the alert to find errors, but not to find fault. Use tact. No one needs a more bountiful supply of this in her dispo- sition than a stenographer, as she has to work with a man in any and all his moods. Be neat in your work; never send in a letter which you would not send in were your stand- ing to be judged by that letter. ° Dress neatly. Shirt waists and tailored suits are the most suitable, and as they wear better and look bet- ter than anything else, I would ad- vise every girl employed to adhere strictly to this form of dress. Miss A. C. MacMartinn. ees Don’t Be a “Grabber.” Laziness is an irritating, but fa- miliar, normal, getable sort of thing. “Grabbing” is an intangible annoy- ance, which is so close to the border line of merit that one blushes for one’s puerility in resenting it. Yet every one does resent it, and therein lies the danger to the “grabber.” The relations between fellow workers are only a degree less important than those between employer and em- ploye. The ability to maintain pleas- ant relations with one’s business as- sociates always is a valuable asset. It is a necessity in many positions. “How does he or she ‘get along’ with the other people in the office or shop?” This is a familiar question in connection with employing new peo- ple. The “grabber” doesn’t get along, and hence lessens ‘his value from a commercial point of view. Don’t shirk. Be ready to do all you are asked to do, and more. Do your work so well that you need not be afraid to let some one else try it. Learn to do some one’s else work if you get a chance—tt will be just so much capital; but don’t (my final word) “grab.” Lucinda Harnet May. —_22-.___ Where Credit Is Due. “Pouf!” said the foreigner derisive- ly. “Your finest wines and most lus- cious prunes come from France, yet you boast of your products!” “Hold on!” replied the Californian, “don’t you know my State yields those very wines and prunes?” “But ze label!” said the foreigner, “gat is ze work of France. Has America such art? Again, pouf!” —_—-22 > Many a fairy balloon of fame hath been punctured with a blue pencil. —_——2-2 oa Many a girl with soulful eyes is ‘heartless. : With BOUT Quality Coffees You Have America’s Best Drinking Coffees They are the Perfected Result of Years of Painstaking Experiment and are the Standard of Quality the Country Over You are losing money and business every day without them. Detroit Branch The 127 J. M. BOUR CO. Jefferson Ave. Toledo, O. Simple Account File A quick and easy method of keeping your accounts Especially handy for keep- ing account of goods let out on approval, and for petty accounts with which one does not like to encumber the regular ledger. By using this file or ledger for charg- ing accounts, it will save one-half the time and cost of keeping a setof books. Charge goods, when pur-hased, directly on file, then your customer’s bill is always as ready for him, and can be found quickly, on account of the special in- dex. This saves you looking over. several leaves of a day book if not posted, when a customer comes in to pay an account and you are busy waiting on a prospective buyer. Write for quotations. TRADESMAN COMPANY, Grand Rapids MICHIGAN TRADESMAN How One Man Won in the Shoe Trade. The course of the shoe trade is up- - ward. Shoe men are pushing on to better stores, better shoes and bet- ter profits.. They are winning pros- perity. The progress is in accord with the advance of the country in things which pertain to material prosperity. A glance at national sta- tistics shows that there are more peo- ple in the country than ever before, and that they have more money to spend than ever before. Any shoe dealer, or shoe clerk in any progres- sive community, may look about him and see proof of the _ increasing wealth and intelligence of the peo- ple, particularly among his own cus- tomers. This increasing population. wealth and intelligence means a de- mand for more, and better shoes. Representative firms are preparing for it. The last makers and the pattern makers were never busier than they are to-day. Makers of fine and medium grade shoes are par- ticularly rushed. and a number of firms will start earlier than usual on their fall and winter runs be- cause they have such a large volume of business ahead. A leading manu- facturer expressed the opinion the other day that the American people are learning to appreciate style and quality in footwear, and that they are steadily pushing the shoe trade to higher standards, which promise to the shoe man, both the manufacturer and the retailer, a more pleasant business and more satisfactory prof- its. The grading up of the shoe trade is bound to come and it is bound to pay. Increased skill always com- mands a higher profit and a higher wage, whether the man with an in- creased skill be a physician, minis- ter, or lawyer, or the corner cob- bler. Professions pay, and the high- er the profession the more it pays. If shoemaking and shoe retailing are pushed up to professional standards they will pay professional wages. In- creased intelligence and skill will bring the shoe industry nearer pro- fessional standards. In days gone by the physician used to get his training by “riding with the doc- tors.” He rode around in the physi- cian’s carriage, held the reins while the physician attended a patient and then listened to the physician’s de- scription of the patient’s disease, and the success or the failure of the va- rious remedies applied, as they drove along the™ road together. In the course of time the “rider” gained enough information to go in and look at a patient himself, when the physician was sick, or on a vacation, and to try his own luck at curing the unfortunate. — But to-day the physician gets_a thorough training in the colleges and medical schools, and a year or two of practice in the hospitals before he begins to practice on the public, and to endeavor to build up a clientage. He has a far greater knowledge of disease and medicine than the old practitioner ever dreamed of, and he collects fees so big that the old-timer would be likely to consider him a millionaire. Half the battle of the doctor is in preparing himself for his profession. Half the battle of -the shoe man must be in preparing himself if he seeks success. It is true that there is no college for shoe men, but every shoe man is a sttident in the school of experience, and it depends upon himself whether he does or does not get good education in it. Some men push ahead little by little, and their progress isn’t realized until they mount the pinnacle of success. Oth- ers stand still, and wonder at the progress of the winners, and yet make no effort to push along the rugged road to prosperity them- selves. This is a case of a young man who prepared himself. Some time ago a young man start- ed to make his living, with a deter- mination that he would make a place for himself. First he entered a fac- tory, and he became a skillful shoe operative, but his health failed him, and he had to seek other employ- ment. He became clerk in a retail shoe store. The position pleased him, although there didn’t seem to be much chance of his pushing ahead in the store. Nevertheless, he work- ed earnestly, and he became a capa- ble clerk. In brief, he mastered the retail shoe trade. He learned in the factory about making shoes, and in the store about buying and _ selling shoes. But his career in the store was cut short by the decision of a son of the proprietor that he would follow in his father’s footsteps. - The son had studied in college, and had come to the conclusion that his father’s busi- ness offered him the opportunity thai he wished, so he left school to work in the store. Of course this threw the clerk out of employment, for the business of the store was not great enough to require two clerks. The clerk was doubtful about his future. There seemed to be no op- portunity for him to get work in any other store in town, and he dreaded to go back to the factory, where he could find profitable employment, for fear of his health. One day, while he was finishing up his work in the store one of his customers came in and there ensued a conversation like this: “You're to get through here this week, are you?” asked the customer. “Yes,” replied the clerk. “Have you anything in mind?” asked the customer. “Well, I have one or two ideas, but I haven’t made up my mind,” answered the clerk, who imagined that his customer was only a curious friend. “Why don’t you go into business for yourself?” asked the customer in rather a blunt way. “T’d like to, but I can’t,” answered the clerk. “Haven’t got the money, I sup- pose?’ went on the customer, who seemed to know what he was talk- ing about. The One Way to upbuild a paying shoe trade is to sell solid, handsome, comfort- able shoes. Quality makes more friends than price. The public wants and is willing to pay for shoes of known reputation such as ours—shoes that not only look good, but are as good as they look—with over forty years of shoe- making experience back of every pair. And you will find enough va- riety among them to make it easy to satisfy the special needs of most every customer you have. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Any Time Is a Good Time To Add a Line of} “Hard Pans” to your stock. But thelwide-awake dealer, the economist of time, will not lose a minute. No man can stop to parley with events or make excuses to circumstances. “*Strike while the iron is hot’’ is the anvil chorus of the victor—the time to work is now, the place to work is here. Where do you stand? Are you making it pay? Fearlessly cut out your handicap—the poor sellers. any price and putin a line of ‘*Hard Pans,’’ the original, and your business will boom this spring; but the time to do it is now. Send that postal today, we will do the rest. Our Name on the Strap of Every Pair Herold-Bertsch Shoe Co. Makers of Shoes Grand Rapids, Mich. Get rid of them at einer E # 3 Bi iH q ~~ E | a a P| 4 # 4 MICHIGAN TRADESMAN oe - “To tell the truth that is it,” an- swered the clerk. “Well, you see what you can do about getting a store, and stocking it, and come to me about the mon- ey,” replied the customer. And to bring the incident briefly to a close the shoe clerk got figures on the cost of establishing and stock- ing a store, and estimated his proba- ble business, and his probable profit and then took his plans to his friend. The latter, who is a wealthy manu- facturer, carefully inspected the plans, and then passed out a check to the shoe clerk and received his note in exchange for it. The shoe clerk proceeded to establish a shoe store and he succeeded. His wealthy friend used to patronize the store, and to pay full prices for his shoes for him- self and his family. He never men- tioned to any of his friends that he had a cent of interest in the retail store, although he did remark to a few that he had a great deal of con- fidence in the ability of the shoe man, and that he expected to see him prosper. Since starting in business the shoe clerk has saved so much money that he has been able to pay the original loan, and now he has a clear title to the store himself. This may be an exceptional story. 3ut it illustrates that the man who fits himself for an opportunity is ready to bétter himself when that opportunity is offered to him. While these are days of prosperity for the shoe trade, yet some men can not stand prosperity. It is not difficult to find plenty of examples of men who made money in one year and lost it the next. In one town, a while ago, a shoe man walk- ed out of the bankruptcy court, and holding his papers up to his lawyer, he exclaimed: “This is the price of being a good fellow.” He had made money freely, and had spent ‘his money freely, and he had gone quick- ly onto the rocks. The man with a steady head safe- guards his prosperity, and the in- genious method of one of these men makes an excellent example for shoe men in general, retailers or clerks. This man “sees his profits work,” as Whenever he cleans up a sum of money, large or small, original capital in his business, and he puts his profits into conservative profitable securities His method is paying him, for his business continues prosperous, and his investments have so accumulat- ed that he js now drawing a substan- tiak income from them. This method is a safety valve on his business, he believes. It prevents him from overstocking, for it gives him an output for whatever extra ready money he has. He is_ not tempted to buy liberally of shoes against his better judgment, because he has cash, for he is ambitious to invest his cash in securities. But he is careful, at the same time, not to let his interest in his securities in- terfere with his store and its stock. This method of doing business also spurs the retailer to buy closely, and to turn his stock frequently at a he expresses It. he re-invests his who knows how to make his profits work. A certain clerk is mighty clever at the same game. This clerk began in life as an errand boy, and while he didn’t save the first dollar that he made, yet he saved a few of his early dollars, and put them into the savings bank and let them grow. As he increased his wages he also increased his bank deposits. When he was quite a young man he had enough money to invest in some real estate. He continued to interest him- self in real estate, and he, witha few friends, developed a parcel of land and cleaned up quite a profit, No, this clerk didn’t cease to be less valuable to the store, because of his outside interests. He became more valuable, for he became a more capable business man. He is the best buyer and the best salesman in the store to-day, and in the course of time, unless he steps out, he will become manager of the store. The course of the shoe trade is on- ward, and the men who are pushing it on are they who are best prepared to promote it. “Physician, heal thy- self” is short advice from the wisdom of ages, which, transcribed, reads, “Shoe man, prepare thyself.” The above illustrations are but cases in which men first bettered themselves or increased their skill and ability, and then bettered their position in life— Fred A. Gannon in Boot and Shoe Recorder. _———>-_-o How Harriman Looks, Talks and Acts. A little chap, fifty-nine years old, who up to three months ago looked ten years younger, with eyes that are not particularly expressive behind the lenses of his heavy drooping mustache, now tinged with gray; a manner of speaking neither vivacious nor languid. His chin is pugnacious; his head is so well shaped that it has no conspicuous “bumps.’ His forehead is his best feature. A quiet spoken little man, not at all im- pressive looking ,who walks with a curious sort of bow. legged “horsey” jauntiness as of a jockey.’ His com- plexion inclines one to fear that the Harriman liver is not as efficient as the Union Pacific. You can tell that real bonhomie is foreign to him these days, but you are not surprised to learn that he is a model husband and a tender father. You can talk to Harriman and think him rather ruth- less. You can't listen to him without thinking him a man of great brain power. He talks quite easily and seldom. uses figures of speech, but is often at a loss for the precise word wanted, and when you offer it to him he uses it without correcting himself, in a matter of fact way that conveys no sense of help received or gratitude. I should say he is the kind of man who would not dream of saying “Thank you” to a fellow who helps the deal to come Harriman’s way, be- cause it would have come anyway, with or without help or opposition from others, and why be grateful? Edwin Lefevre. —_———_-o-oa The knowledge of nineteen can lay the wisdom of Solomon in the shade. —————-—--—___. spectacles; a profit. This retailer is not the only man | Devotion wins a woman. macy keeps her affections. Diplo- Incorporate Your Business The General Corporation Laws of Arizona are UNEQUALED in LIBERALITY. No franchise tax. Private property of stock- holders exempt from all corporate debts. LOWEST COST. Capitalization unlimited. Any kind of stock may be issued and made full-paid and non-assessable (we furnish proper forms.) Do business, keep books and hold meetings anywhere. No public statements to be made. Organization easily effected when our forms are used. “RED BOOK ON ARI ZONA CORPORATIONS” gives full particu- lars—free to our clients, also by-laws and com- plete legal advice. No trouble to answer questions. Write or wire today. Incorporating Company of Arizona Box 277-L, Phoenix, Arizona References: Phoenix National Bank; Home Savings Bank & Trust Co. (Mention this paper) The Sun Never Sets , ing of 50 to 75 per cent. over any other artificial light, which is demonstrated by the many thousands in use for the last nine years all over the world. Write for M. T. catalog, it tells all about them and our systems. BRILLIANT GAS LAMP CO. 2 where the iv este ) Brilliant Lamp Burns |e i And No Other Light - HALF SO GOOD OR CHEAP = It’s economy to use them—-savy- 2 24 State Street Chicago, II. SELL Mayer Shoes And Watch Your Business Grow HARNESS Will you allow us to figure on your next order? We are sure your customers will be better satisfied with our harness and you can make -just as much by selling them. Sherwood Hall Co., Ltd. Grand Rapids, Mich. Timely Footwear OXFORDS Order Before Your Stock is too Low Stock Complete at all Times Exclusive Styles Orders filled same day received We are agents for HOOD RUBBER CO., Boston, Mass. Light You should Weight for Spriog and Summer Wear Have a Few Pairon Hand Now. Needed During This Wet Weather Women’s ‘‘Clover’’ Let us attend to your wants Geo. H. Reeder & Co. (Under New Management) Grand Rapids, Michigan Summer Shoes Men, Coser aud Children Oxfords or Lace All Leathers, in White, Black or Brown Michigan Shoe Company, = = Detroit, Mich. 24. MICHIGAN TRADESMAN CIDER VINEGAR. Abundance of the Genuine Article Might Be Provided. Written for the Tradesman. In spite of pure food laws, State in- spection and monthly reports of foods analyzéd, there seems to be no less apprehension in the public mind as to harmful or adulterated goods offered for sale. At least it thus ap- pears to the average grocer. Possi- bly those who have always endeav- ored to stcure only the purest goods for consumption have had their sus- picions confirmed by the aforesaid legislation and reports of adultera- tion, while others have been awak- ened to a sense of a danger hitherto little thought of. Legislation against an evil does not end it. While law-respecting, manu- facturers and dealers are put on their guard against manufacturing or selling anything which has been pro- nounced injurious, certain unscrupu- lous ones will only intensify their en- deavors to’ continue to defraud the public. So, perhaps, it is well that there should be no relaxation of vig- ilance on the part of consumers in this matter. In justice to grocers, both whole- sale and retail, it should be said that all reputable dealers are doing their best to keep their stocks free from every deleterious article. Long years of conscientious dealing, however, seem to afford no immunity from the humiliation suggested by oft-repeated questions in regard to purity of goods offered for sale. Vinegar is one of the articles which are often subject to the housewife’s scrutiny. There might be, and possi- bly is, an abundance of the genuine article. It is a popular opinion that cider vinegar is the best vinegar made. Germans, however, prefer white wine vinegar, to which they were accus- tomed in their native country. Net only is it sold at a lower price than cider vinegar, but some who are fa- miliar with the process of manufac- ture of each kind claim that white wine vinegar is much the purer, be- ing distilled from wholesome grains, while cider vinegar, well, anyone who may have witnessed the process from the gathering of the apples in the orchard until the newly made cider is put into barrels at the mill might be inclined to admit that the proportion of “pure” cider vinegar on the market must be small indeed. And yet, the chemical changes which take place between the time cider is seen in its newly made state and the time when it becomes an ex- cellent grade of vinegar no doubt eliminate all impurities. If it does not, by all means give us the white wine vinegar or else let state inspec- tion include also the cider mills and vinegar factories. There is no need of entering into details, suffice it to say that sweet, unfermented cider usually contains much filth and im- purities. Cider apples usually bring from twenty to twenty-five cents per hun- dred weight, or ten to twelve cents per bushel. A bushel of juicy apples will make three or more gallons of cider. It costs the farmer one cent per gallon for grinding and pressing. The market value of new cider is from four to six cents per gallon, while vinegar retails from twenty to twenty-five cents. The manufactur- ing into vinegar does not necessarily decrease the quantity except by leak- age or waste in handling. Some vinegar manufacturers buy apples at various railroad stations and ship to their factories. In some places they hire local cider makers to make the apples into cider and thus have to pay freight only on the bar- reled product. A large proportion of the cider which is sold goes to the saloons, and becomes, according to Francis Mur- phy, “the devil’s kindling wood.” How far cider drinking is responsible for the appetite for alcoholic bever- ages we are not competent to judge. The paths which lead to drunkenness are almost innumerable. The agents of the liquor traffic use every device, scheme and means which can possi- bly be thought of to deceive and en- trap men, women and children into drinking, and no factor is too insig- nificant to be used to further their ends. Some people there are, indeed, who would never sell an apple if they knew or believed it was to be used to manufacture cider for drinking pur- poses. It is reasonable to suppose that the saloonist realizes a greater profit from the sale of cider than the vine- gar manufacturer does from his pro- duct, and he is able therefore to pay a higher price if necessary to secure all he desires. This has a tendency to keep up the price of vinegar and an incentive is thus given to unscru- pulous manufacturers to substitute an adulterated article if it can. be com- pounded more cheaply than the genu- ine. And this, by the way, is an il- lustration of the far-reaching effects of the saloon. No one anywhere in the whole length and breadth of the land can say, “It does not touch me.” It touches everyone in some particu- lar, and wherever it touches it hurts, blights or destroys. It can not be limited while permitted to exist. It recognizes no bounds or regulations. It does not confine itself to its chief business, the wrecking of humanity, but robs and pilfers where it is least expected. The art of vinegar-making, like many other arts practiced by farmers in general in earlier times, seems to be declining. Many, with an abund- ance of fruit and cider in the cel- lar, buy vinegar at the groceries and take the risk of getting injurious acid preparations. And yet, it is a simple matter to make vinegar. When the new cider is brought from the mill in the autumn, the keg or barrel should be laid upon skids or a bench, bung upward. There must be a vent so that the gas can escape during fer- mentation. It is better to take out the bung and add a little cider oc- casionally so that the barrel will keep full and the froth rising to the sur- face will overflow and carry away the impurities. When fermentation ceases; bung up the barrel and place in the cellar where it will not freeze. A warm room is best to hasten the process of vinegar making. When freezing weather in spring is past put the bar- rel of cider outdoors again. Draw off, strain and put in a clean barrel. To one barrel of cider add two gal- lons of clean rain water, not drawn from the cistern, but caught from the eaves, and one or two quarts of cooking molasses, and a square foot or two of brown paper—straw paper such as the grocer or butcher uses. Tack over the bung three or four thicknesses of cheesecloth so as to admit air, keep out dust, leaves and insects. The oftener the cider is agi- tated or drawn from one vessel tO another the sooner it will become vinegar. : When autumn comes again put the barrel into the cellar. Now if one has a barrel or even a part of a bar- rel of strong vinegar on hand, he can draw a few gallons of the newly-made vinegar and put it into the stronger vinegar, when a few days will suffice to make it all of equal strength. This method may be continued, add- ing a few gallons at a time as the best vinegar is drawn off to use or sell. This home method of making may require a longer time than is neces- sary in the factories but it requires no expensive plant or machinery. When apples are plentiful prices are so low that many farmers will not spend the time to market cider apples, and many cider makers will not buy apples to grind. So it usually hap- pens. that the year following an abundant apple crop vinegar com- mands a higher price than the year following a scarcity of fruit. The supply of cider is more nearly all con- sumed when plentiful and low priced Seed Oats Send us your orders for thorough- ly re-cleaned Michigan White Seed Oats. Can supply promptly car lotsorless. & ss 8 S g We manufacture Buckwheat and Rye Flour, Graham, Whole Wheat Flours and all grades of Corn and Oat Feeds. Try our Screened Street Car Feed, also Screened Cracked Corn, no dirt, no dust, costs no more than others. S Grand Rapids Grain & Milling Co. L. Fred Peabody, Mgr. Grand Rapids, Michigan Our Specialty Feed, Grain and Mill Stuffs Straight or Mixed Cars You will save money by getting our quotations, and the quality of the goods will surely please you. Watson & Frost Co. 114-126 Second St. Grand Rapids, Mich. TYPEWRITING, ADDRESSING, ETC- Grand Rapids Typewriting and Addressing Co. Write, call on or phone A. E. HOWELL, Manager 23 So. Division St. Citizens 5897—2R. “QUAKER” BRAND _ COFFEES SPICES are ‘‘quality” goods—put up to give the people the squarest kind of a. deal— fullest values—the perfection of purity— the all-round comfort of being certain that their modest cost has been wise That sort ought to suit expenditure. your trade, eh? WoRDEN GRrocEeR COMPANY Grand Rapids a BUFFALO : d The D. & B. Line l ] Steamers leave Detroit weekdays eh at 5:00 p.m., Sundaysat 4:00 p. m. (centra! time) and from Buffalo daily at 5:30 p.m. (eastern time) "4, reaching their destination the next = =e morning. Direct connections with early trains, Lowest rates and superior service to New York, Boston, Philadelphia, Atlantic City,all points east. ‘ww Popular week end excursions to Buffalo and Niagara Falls, leave Z Detroit every Saturday. o VY a} RAIL TICKETS AVAILABLE ON STEAMERS iP All classes of tickets sold reading via Michigan Central, Wabash and Grand ae Trunk railways between Detroit and Buffalo in either direction will be accepted \. 2 |} for transportation on D. & B. Liue Steamers. Send 2c. stamp for illustrated pamphletandGreatLakesmap. Address: L. G@. LEWIS, G.P. A. DETROIT & BUFFALO STEAMBOAT CO., Detroit, Mich. PHILIP H. McMILLAN, vice-pres. A. A. SCHANTZ, GEN. mcr. Are You a Storekeeper? If so, you will be interested in our Coupon Book System, which places your business on a cash basis. We manufacture four kinds, all the same price. We will send you samples and full information free. TRADESMAN COMPANY, Grand Rapids, Mich. MICHIGAN TRADESMAN 27 the parched, thirsty sands of the mighty desert. I imported a half dozen Chinamen and set them to constructing vats, 30 x40 feet and one foot deep. These were filled with the water of the lake. Then I sat down and watched the Chinks and nursed a fine lot of home made dreams all lined with gold. We were waiting for the burning sun of the desert to do the rest. The sun performed its part well. At the end of thirty days the water had ascended to the skies and left a sheet of soda about four inches thick on the bottom of the vats. It stood all the tests. It was pure soda, as white as snow and superfine. Monte Cristo shouting “The world ”? is mine” was not my equal when it came to measuring enthusiasm and fortune with me on that eventful day. 1 wined and dined the Chinks and made them dance in the moonlight. Once more millions were in sight. Soda commanded a good price both in Europe and America, and there was no-limit to the demand. The railroad was only fifteen miles away and transportation facilities were within easy reach. Four hundred acres of water 400 feet deep and thick with soda to the consistency of syrup! It evidently was inexhaustible. I undertook to calculate the value of all in sight in dollars and cents. The result appall- ed me. I could have bought a half a dozen empires and had enough left to drive the Rothschilds off of the earth and set up in opposition to the Bank of England. But I was rest- less and awfully lonesome and I need- ed another shirt. bad. About this time a shrewd little man came along who injected a bracer in- to my system. He was a prospector, a chemist, and a man of science. He came from San Francisco and had been sent out to the wilds of Nevada by a strong company who had one eve on Soda Lake. “Now, if [1 make a favorable re- port,’ he said, “they will get the other eye on it and then they will want to buy you out—see?” Yes, I could see, and I gave him every opportunity—in fact, I went so far as to send Ah Bing to the sta- tion for supplies—mostly liquids—in the hope of inducing him to make a real fine report. He ate and drank and talked three days and then he departed with his report. He told me that the big company had their factories in Leicestershire, England, and that their buyer and agent had an office in ’Frisco. “Remember,” he said, “they are worth millions and they want soda.” I. did not forget and when the buyer—Mr. Durham—arrived in the field a few days later I had manu factured cheek enough to ask a high price for my _ property. He had brought another with him and after spending two days in ex- amining the property and analyzing the water, they came and sat down on either side of me and asked for my figures. I was rather nervous and instead of saying “a million” as I had intended, somehow I gasped “ten millions.” Durham fell over and the chemist walked off a little chemist distance and then turned and sur- veyed me with suspicious look. I saw I had made a mistake and said: “Gentlemen, I am not grasp- ing, nor am F hard. 2 don’t mind knocking off a matter of say $9,000,- 000. Phat is buyer. more like it,’ said the “Now we can talk.” We did talk—did a great deal of talking—and in the course of an hour we made a trade. I was to have $1,000,000 for Soda lake—$500 cash, balance to be paid in San Fran- cisco sixty days from date of sale. I thought that I was the happiest man that walked the earth, but that night I could not close my eyes. The next day I walked—walked all day. That night I had to hire a Chink to sit up with me. The next night 1 had to hire two Chinks to keep me from going wild. I began to discover that “a cool million” was a great big load. What would I do with so much money? A thousand times I asked myself that question. In what shape would I take the money? I could not carry that much coin and I did not intend to let it get out of my sight. I dared not trust a bank—even the Bank of California. Sometimes I thought to have it all in large bills and go straight home to old Missouri, At other times I concluded to forward it by express. Those were sixty aw- ful days and sixty awful nights. How slowly the time passed. At last the horror was about to end and I started to San Francisco to get my million and happiness. I reached the city early in the morning and trembling with anxiety I slowly made my way to the office of the great English Soda Company. | caught sight of something black fluttering about the doorknob. “Death,” I whispered. A man onthe inside slowly opened the door and to him I gently put a few questions. “Mr. Durham has committed sui- cide,’ he said. “Poor fellow, he has been leading a wild life in this blast- ed country, and he has spent millions of the company’s money. I am afraid it will drive us to the wall.” I fell against the wall and drew a long breath. He knew all about the Soda Lake deal. “That 1s all off,” he said. And then T left, walking firmer and feeling lighter than for two months before. Suddenly I became hungry and sleepy and happier than I knew. IT returned to Soda Lake and after four years of hard work I accum- mulated a little fortune. It was no trouble to take care of that kind of money, and I knew how to take it to old Missouri. T. A. Fagan. i - Calumet—M. L. Lake, of Lake Ann, and associates in the Lower Peninsu- la have bought a tract of timber comprising 1,600 acres on the Onto- nagon River, in Ontonagon county, and are preparing to erect a shinngle and sawmill at Ontonagon. The Ontonagon Business Men’s Associa- tion has given the new plant part of the Ontonagon Stave & Veneer Co.’s site. ————~7+ 7. .—____ Virtue is its own reward, and there are mighty few entries. A 5c Cigar in a Class by Itself G. J. JOHNSON CIGAR CO., Makers, Grand Rapids, Michigan - Wolverine Show Case & Fixture Co. 47 First Ave. Grand Rapids, Mich. Get in your orders now. Write for catalogue. prompt shipment on any goods in our line. Weare prepared to make Grand Rapids Safe Co. TRADESMAN BUILDING Dealers in Fire and Burglar Proof Safes We carry‘a complete assortment of fire and burglar proof safes in nearly all sizes, and feel confident of our ability to meet the requirements of any business or individual. Intending purchasers are invited to call and inspect the line. If inconvenient to call, full particulars and prices will be sent by mail on receipt of detailed information as to the exact size and description desired. 28 MICHIGAN TRADESMAN NET TO THE HUSKS. Wandering Samuel Writes To His Former Employer. Written for the Tradesman. My Dear Mr. Brown—I received your letter with enclosure Tuesday. Say, but that dollar looked big enough to pay the national debt! When I got out of my “empty” in the freight yards that morning I envied the Arc- tic explorers the soup they made out of old shoes, and there was a man from Big Rapids in the next car who was hungrier than I was. I met the Big Rapids man Monday night down at the corner of ’Steenth and Umpty avenues. He looked the part of be- ing on the free lunch special, and so I made up to him. I had a notion that he might steer me against a place I hadn’t been fired out of on account of not being able to eat.in a gentlemanly manner after fasting for a day or so. Dear Mr. Brown, you get a hungerlust two days old rag- ing in your system, and you forget about using your napkin and eating out of the side of your spoon. This man from Big Rapids carries the name of Venderhauden. Say, I couldn’t walk and carry that name across country. If I had it I’d check it and forget the place. He is all right, though, and he had a dime. When he learned that I was from Grand Rapids he led me to a thirst parlor where they had the largest free luncheon I ever saw. A layout like that should not be called a lunch. Luncheon is not a bit too good for it. We began at the first’ course next the front door and mowed our way straight down until one of the bar- keeps helped Ven out into the alley. I got out without any assistance, be- ing nimble on my feet. This sort of a life teaches one to be quick and re- sourceful. Ven got out of his state room in the stock car about the time I did, and we cut out the hot bath and massage treatment in the interest of getting your letter on time. Ven thought we might get a hand-out at some of the draw one shops that front the tracks, but I did not care to start in the day as a kicking post for any foreign-born biscuit shooter, so we started on up toward the postoffice. I was figuring what I’d do with the money. First I thought I’d get a shave and also get my hair mani- cured. That would be a quarter, but Ven said he knew of a barber school where I could get it all done for nothing. So I went there, and my cupola now looks like one of. the ter- raced lawns you see out on Madison avenue. As I had to buy a ten-cent meal for Ven because of the steer he gave me, I was only fifteen cents ahead on the game. But I guess I would have fed him up anyway. Hon- est, he looked so thin that I was afraid he’d fall through a crack in the pavement before I got him padded out. When I took your dollar out of the letter it looked like I never would need any more money. I didn’t in- tend spending it all at once. It is a good thing to have a reserve fund on hand. I thought I saw a city detec- tive watching me and _ wondering where I got so much money. Say, but the city detectives here are the limit. I guess they give ’em an oper- ation destructive of the higher moral faculties before they put ’em on the police force. They’re a low-browed lot, sure, and I don’t know what they would do to pass away the time if they couldn’t strut in front of bars. Little Samuel held that dollar right in his hand until he got to the Rio restaurant. They call it the Rio res- taurant because the coffee they serve there is so unlike anything that ever came from Rio. They serve it in cups that you can play ball with and not break. They are half an inch thick. But if you ever want to fill up and don’t care about the French chef style of cookery, you hustle over to the West Side and bump up against the Rio. You can get a sit-down for a dime there. Oat meal and milk first, | two eggs and a piece of meat, fried potatoes, three slices of bread, and more if the waiter is not looking and some reckless diner leaves some of his within reach, a dish of beans, a cup of coffee and a glass of milk. That is the menu at the Rio and the price is a dime. You'll know the place by the smell when you come to it, and the table cloths are of open-work, and the girl cashier tells stories to the boys as she makes change. Ven and I threw all there was in sight under our belts, and he went back to his state room in the cow car to sleep off his debauch, while I hustled out after a job. Honest, old man, there are a lot of grocers in this man’s town who don’t want any help. The first party I struck for a job runs a dreary little dump out by the tracks. He has his shelves filled with tinned goods and the middle of the store littered with vegetables in bas- kets and small pails of coal with a three-cent bundle of kindling wood on top the fire producer. People come in here and buy a cent’s worth of fuel. Say, but the tinned goods are the candy in this burg. When a woman wants to get dinner she buys a can of beans, a bunch of potato chips, a can of tomatoes, and a loaf of bread. I guess most of ’em eat on paper plates to save the worry of washing dishes. The above, with seven cents’ worth of pork steak, constitutes a hearty meal. As little Samuel stood before the bottle-shaped man who presides over the dump he pined for the neat little provision shop on the corner, over in Grand Rapids. When the red-headed chump who thinks he is doing my work falls off the delivery wagon or dies of paresis, you call up the tele- graph office and wire me. Don’t wait to send a written message to the of- fice. Something might happen. Wire me to come, and I’ll be there as soon as the freight reaches the South Yards. Little old Grand Rapids looks pretty good to me from this dis- tance. It is worth living there just to see Lieutenant William John Hur- ley ride a horse at the head of a squad of police in a street perade. This grocer down by the tracks said he didn’t really want any help, but if I was a good grocery clerk, and was willing td sit in the store until 10 o’clock in the evening and open up at 5 o’clock in the morning, and would- it to Dunning, he would give me $2 a week and I might eat in the store and sleep out in the barn where the de- livery horse used to room before he died of old age and the effects of strong drink. I don’t mean that the horse partook of the madding bowl. He suffered vicariously from alcohol. The delivery boy drank, although how he could buy a soul-filling jag on the money he could catch about this dump is more than I can figure out. I took the job so quick that the bottle- shaped man looked at me with sus- picion. I didn’t know what he meant by my not being permitted to pound the piano, for there was no musical instrument of any kind in sight, but I soon found out that he meant for me not to go South with the cash reg- ister. I didn’t have to go to any swell hotel for my trunk, so I went right to work. The boss went out to din- ner at 12 o’clock, and I annexed two cans of beans and a cherry pie. When he got back the boss said the pie was extra and charged me twelve cents for it. I shall have to cut out pie, for the old man counts .’em. The trade here is on the pork for sure, and the old man buys himself a package and comes in full every night. He sleeps in a little folding bed up over the store, which is in a story-and-a- half wooden building close to the switch. If a car should leave the track some night the old man would be in a better world in the morning. About half the people who buy here are kids. They come in with pen- nies tied up in the corners of hand- kerchiefs and steal everything in sight ‘Fun for all—All the Year.’ Wabash Wagons and Handcars\ The Wabash Coaster Wagon— A strong, sensible little wagon = . for children; com- W bining fun with usefulness, it is adapted for gen- eral use as well as 2 coasting. ~ ~ Large, roomy. , removable box, hard wood gear and steel wheels (Wabash patent). Spokes are drawn tight so there is no bumping or pounding. Front wheels turn to the center, so wagon can turn com- pletely on a narrow Walk. Wabash Farm Wagon—2 real farm wagon on a small scale, with dae : end boards, reach ee fel and fifth prs and a _ necessary braces— po strongly built, oak aS = gear. Wabash. wheels; front,11 in, S : in diameter—back q wheels 15 inches. Box 34x16x5%% inches, The Wabash Limited—A safe, speedy, geared car— a regular flyer. Built low down and well balanced so there is no danger of up- fh Wan J wi a- AS Sask 2 inch steel . Bacal wheels, H = somely —— in red and green. Afloris Sport and exercisecombined. Recommended by physicians, Manufactured by Wabash Manufacturing Company Wabash, Indiana Geo. C. Wetherbee & Company, Detroit, and Morley Brothers, Saginaw, Michigan, Selling Agents. Weaanaggeey TRADE WINNERS. Dt ae=4 Pop Corn Poppers, Peanut Roasters and Combination Machines, Many STYLES. Satisfaction Guaranteed. Send for Catalog. Everything Is Up Excepting Mother’s Oats Same good quality Same old price, but an additional profit for the grocer Why? Because of our Profit Sharing Plan which applies to KINGERY MFG, CO.,106-108 E, Pearl St. Cincinnati,0, ~ MOTHER'S Oats Twos Oats, Family Size Cornmeal Encourage economy by pushing these brands and make MORE PROFIT n’t pound the piano until he had to foot The Great Western Cereal Co. MICHIGAN TRADESMAN if you don’t watch ’em. You'd be bug house in fifteen minutes. Say, but I’m doing all right making my way inthe world—nit! But you needn’t give me away just because I feel like having your sympathy in my _ husk-hunting perigrinations. When you see my peo- ple just tell ’em that I’ve got a job in one of the swell stores and will soon be admitted to the firm. I guess you can lie once for me, considering how:I used to praise the maple sugar the boys used to make out of molass- es and corncobs. Oh, mamma, but there’s a little peach comes in here for her eatings! She works over at the paper box shop, and comes in here at noon to get a cup of water. I’ll get a license and a preacher and she can put her clothes in my trunk any old time. You take all the sweet things that go out to Ramona on Sunday afternoon and roll ’em into one, and she’d make the combination look like a savings book with the ac- count balanced. This girl’s name is Arabella, and she’s a commercial little cuss. She counts out pennies for tinned goods and never has enough, so she sighs and gives me a bath in her limpid eyes of blue and goes off with the goods. The old man will catch on to this short-change game at no distant day, and then I’ll go back and sleep with Venderhanden in the state room in the bullock car down in the yards. I won- der if she’d give me a pleasant look then? Nit! Id get lost in the ice the first time I looked into her face. I don’t think I’m in the right job to catch her loving smile, anyway. I’m in the wrong row, but I’ve got me coin in the box office and I can’t go to another show. We’ll let sweet Arabella work the boss with her con. problem after this. I’m going to have Ven up here to sleep with me in the barn. He’s a good sort of chap if he does make you think of the skeleton plates in the old anatomy books. Wow! But he’ll make a hole in my munificent salary! I might swipe a can for him, now and then, but I don’t think it’s worth while. If I could steal a hundred thousand dollars and get over to King Edward’s land with it I think I’d do it, but I’m not going to begin a life of crime stealing ten cents’ worth of beans. Not for Samuel. There’s the boss. coming in, full as usual, and I’m going to flop. I shall slumber with the name of Arabella on me lips. Ta-ta! P. S—In the morning. The boss was drunk last night. Set the she- hang on fire. Total loss. Out of a job. T saved a box of tinned beans and hid ’em in the Yards. Ven wants to open up a store with them. Ara- bella wouldn’t speak to me this a. m. Say, honest, Mr. Brown, for real fine luck don’t I take the cake? I guess that if I got a job in Heaven the cli- mate would change into something torrid. I’m not going to ask you for any more money. I’ve got 80 cents left yet. Don’t forget to move the box of herrings and the barrel of crackers back to the alley window. I might walk into the good old town in the night, you know. Yours as ever, Sammy. to his old friend, and it may be possi- ble to secure the missive. If so, it goes to the Tradesman. Alfred B. Tozer. _——-2.-o The Road from Peddler To Million- aire. Four multi-millionaires, now dead, began their careers in the humble position of peddlers—John Jacob As- tor, Collis P. Huntington, Jay Gould and Russell Sage. Each of these men began life with- out a dollar, but having a certain native shrewdness in the way of bar- gaining achieved fortunes and died wealthy men. Russell Sage started his business career at I2 years of age, when he left his father’s farm at Durham- ville, N. Y.; and it did not take him long to grasp the principles: of buy- ing and selling groceries, farm prod- uce and notions, which at that time all were sold in the same store. This was the basis or foundation of Rus- sell Sage’s fortune. Jay Gould started his financial ca- reer as a peddler of mousetraps in New York City in 1853. The little machine was enclosed in a mahog- any box and he tramped all over the city until he sold it and several others of its kind; and the. profits from such sale was the nucleus of the colossal Gould fortnue of more than $70,000,000, which during the last few years has been employed in so many different andsremarkable ways: in the philanthropic pursuits of Helen Gould, the extravagance of Count Boni de Castellane, in the railroad schemes of George Gould and the social ambitions of three lovely New York women. Collis P. Huntington started on his road to wealth as a peddler of clocks and watches. He was born in the country, of a poor Connecticut family of nine children; and at 15 years of age he had to shift for him- self. This he did by taking a job in a country store. Although he did not make much from this position in the way of wageg he spent a year learning the art of bargaining. At 16 he went to New York City and with the little capital he had invested in a supply of watches and clocks, which he managed to buy cheap and in the course of time sold with profit to himself. Thus began what now is known as the splendid Huntington fortune. John Jacob Astor was the only one from a foreign short, being the son of a German butcher. At 17 years of age he left his home at Waldorf, Germany, with his wardrobe slung over his shoulder on a stick, and the magnificent sum of $2 in his pocket. He worked in London for two years and from the money saved invested in seven German flutes and a steer- age ticket for New York City, after which he had little left in the way of capital. About halfway over the ship en- countered a violent storm and Astor surprised his companions by putting on his Sunday clothes. They told him that the ship was likely to be wrecked, to which Astor replied: “Precisely, and if we are wrecked and rescued, I wish to have on my best clothes, since I can not well Samuel has promised to write again take another suit with me; while if we are wrecked and not rescued, it will make little difference what I wear. But the ship was not wrecked; and John Jacob started into business in the new world as a peddler of flutes and furs, getting into the fur business through a partnership. which he made with a young German whose _ ac- quaintance he had formed on the voyage, and who already had achiev- ed a financial success in America by trading toys and trinkets with the Indians for their furs. John A. Morris. >> ——____ Child Offenders in France. Sociologists in France are begin- ning somewhat late in the day to in- terest themselves in the question of child delinquence. There is a Child Prisoners’ Patronal Society, which Owes its origin to the humanity of an Inspector General of Prisons, but its effectiveness is limited by many circumstances, and at last the organ- ized Society for the Promotion of Prison Reform has put forward strongly a demand for radical chang- es in the treatment of juvenile offend- ers. They do not quite go the length of calling for special tribunals, but, short of that, special sessions for dealing with such cases and stringent Precautions for guarding the young prisoner from contamination, espe- cially by adults, are claimed—Lon- don Globe. OS The woman who marries a man to reform him shouldn’t let him know 1E, It would be too bad to deco- rate your home in the ordi- hary way when you can with ues ' . e The S ating secure simply wonderful re- sults in a wonderfully simple manner. Write-“us or ask local dealer. Alabastine Co. Grand Rapids, Mich, New York City Ah = ey SUNS T a NI a 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 Ib, tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put up in %, 1 and 5 gal. cans. Standard Oil Co. Grand Rapids, Mich. ( 2 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 kind of usage. It is very convenient in stores, ware- houses and factories. Let us quote you prices on thi or any other basket for which you may be in market. BALLOU MFG. CO., Belding Mich. Bh he a a a an op on, ne GRAND RAPIDS PAPER BOX CO. MANUFACTURER Made Up Boxes for Shoes, Candy, Corsets, Brass Goods, Hardware, Knit Goods, Etc. Etc. ii Estimates and Samples Prompt Service. 19-23 E. Fulton St. Cor. Campau, ¢ ( Folding Boxes for Cereal Foods, Woodenware Specialties, Spices, Hardware, Druggists, Etc. Cheerfully Furnished. Reasonable Prices. GRAND RAPIDS, MICH. i a i i i i th th th ap tp on, on | we een Se eee Ph Eialie Ae RR GRINS AER SN ae ER. MICHIGAN TRADESMAN FACING FAILURE. Why the Successful Man Never Gives Up. The word “failure” has a daunting sound, but it means less than might be expected to those who have achieved real success. Such workers know well that failure only is serious -or discouraging when marked by lack of the cheery, confident ability to “take heart with the day and begin again” that means new and augment- ed progress. Perpetual, recurrent failure looks -bad for the individual, but one or more distressing, perhaps seemingly ‘absolute, failures easily may be the result of will and talents turned in the wrong direction, un- suitable circumstances or environ- ment, Over-competition, any one of a variety of inevitable effects or caus- es. Few of the world’s shining suc- cesses but can remember, even if they will not acknowledge, at least one early mistake or blunder serious enough to be called a failure. Many a presently successful worker actual- ly is proud of the untoward prelimin- ary events and adventures that led to his enviable to-day’s _ situation. These facts equally apply to the worlds of commerce, professional en- deavor and art. The youthful grandsons of Mar- shall Field, now being educated like English princes, never may suspect that thirty-five years ago the “mere incident of failure’—to borrow the fine phrase of a successful Chicago writer and observer—stared in the face the fairy grandfather whose sub- sequent financial achievements earn- ed them the envy of their fellows, but such nevertheless was the case. When the Field-Leiter firm had been “cleaned out” by the terrible Chicago fire, when the commercial outlook seemed more than dubious, with the funds necessary for renew- ed effort neither in hand nor easy to borrow, the man whose name after- ward became synonymous with suc- cess was all but ready to own him- self defeated and write “failure” in his mental] diary or ledger. Creditable report says that only the persistent courage and determination of L. Z. Leiter, Field’s junior part- ner, made possible the fresh begin- ning, the success of which long since has become world famous. Leiter himself, dying immensely wealthy and with his brilliant daughter oc- cupying an almost queenly position in India and Europe, more than once tasted failure while climbing from the modest status of an ambitious toiler for day wages to that of millionaire with fine social connections and all but universal fame. N. K. Fairbank, another success- ful business man of Chicago, twice suffered- failure that a lesser nature might have considered irretrievable, but each time more than recovered the lost ground. Luther Burbank, the “California wizard,” who has revolutionized the plant world and accomplished such varied wonders in behalf of his fruit and flower loving fellows, climbed by means of repeated and_ serious failures to his present pinnacle of success. Mark Twain, at 65, began the world anew to save his unjustly endanger- ed honor, and he also proved heavy financial failure but a “mere inci- dent” of a long and successful life. “Liabilities, $10,000,000; assets, $00,- 000,001.” So picturesquely has been stated the financial situation of Wil- liam H.-and James H. Moore, when, in 1896, these doughty fighters in the money battle temporarily were de- feated. But the Moore brothers re- mained but a short time on the list of failures, and the many who pre- dicted for them a financially brilliant future were justified of their faith. Charles T. Yerkes failed in the fulfillment of his social ambitions, truly, but he enjoyed many a year of financial and commercial domina- tion, and this after he had known many kinds of failure, also had served a term in prison. Again and again utter failure seemed inevita- ble for him, but in the end he al- ways “won out.” A little more than twenty years ago Russell Sage was _ proclaimed “broke” and Wall street shivered. His obligations were sold for half value, and to redeem them meant an imme- diate loss of $7,000,000. Jay Gould came to his aid with advice and more tangible help and the psychological moment was passed over safely. Who would dream of including Russell Sage among the world’s failures now? Jay Cooke was another of the fi- nancial “old timers” who believed and found failure a “mere incident” in the task of upward progress. In 1873 he failed disastrously, but he died a man who long had been rich. Henry. Villard, whose real name was Heinrich MHilgard, and who took the Northern Pacific Railroad after Cooke relinquished it, also lost all his fortune in the transaction. But he, too, more than recovered all he had lost. The Northern Paci- fic failure was not the only one suf- fered by the man who from a strug- gling newspaper reporter became a great man in business realms. Vil- lard at one time, moreover, was as bankrupt in health as pocket, but he worked on steadily and by and by more than “made good.” Cyrus H. McCormick, inventor of the reaper and founder of the busi- ness and family whose name now is considered synonymous’ with great wealth, failed early in his career with the reaper patent that later was to be worth so much money already secured. And he failed for a sum So insignificant it scarcely would be worth mentioning in connection with the present McCormick millions. Andrew Carnegie has been’ so close ‘to failure that its face looked anything but pleasant to him, and the fact that he never considered a troublesome situation or tight corner as permanent undoubtedly helped him no little to leave the trying cir- cumstances behind. Asa Whitney and Oakes Ames, who really and successively were re- sponsible for the creation of the great Union Pacific Railway, each drank deep of the bitter lees of failure, al- though time and changing’ events finally proved all their dreams and visions simply translatable into suc- cess, honor and gold. There was a A GOOD INVESTMENT The Citizens Telephone Co., of Grand Rapids, Mich. Having increased its authorized capital stock to $3,000,000, compelled to do so because of the Remarkable and Continuing Growth of its system, which now includes 27,000 Telephones, of which more than 4,000 were added during its last fiscal year—of these over 2,000 are in the Grand Rapids exchange, which now has 7,600 telephones—has placed a block of its new Stock on Sale. Its stock has for years earned and received cash dividends of 2 per cent. quarterly (and the taxes paid by the company.) For further information call on or address the company at its office in Grand Rapids. E. B. FISHER, Secretary. Established 1872 Jennings Flavoring Extract eG COM pan y 2.9020 N U. S. Serial No. 6588 Guaranteed under the Food and Drugs Act, June 30, 1906 Jennings’ Terpeneless Extract Lemon made from Messina Lemons, by our special mechanical cold process, pro- ducing the true fruit flavor of the lemon. Increase your trade and buy the best Lemon Extract made. Jennings’ Extract Vanilla made from Mexican Vanilla Beans which yield that delicious aroma. A bottle of Jennings’ Vanilla sold to a custonier means more business for YOU. Send in your orders for the Jennings brand. Cheap miscellaneous brands extracts, so-called, are not profitable because they are unlawful and do not repeat. THERE’S A GOOD REASON. Jennings Flavoring Extract Co. C. W. Jennings, Manager Grand Rapids, Michigan Talbot Reels Hendryx Complete stock of up-to-date Fishing Tackle Spaulding & Victor Base Ball Goods Athletic Goods FOSTER, STEVENS & CO., Grana Rapids, Mich. Use Tradesman Coupons time when “that Chicago man, Jen- nings,” who largely developed if he did not originate the modern system of ninety-year leases, was the talk of the town—of half the country, indeed ~—-because of his “ridiculously short sighted policy” of renting rather than building on his large Chicago land hoidings. But when the financial de- pression that presently amounted al- most to a panic set other people’s incomes shrinking that of Mr. Jen- nings remained stable. Yet he, too, had lived through the failure period when everything looked dark. “Good old Tommy Lipton’? more than once has experienced the touch- and-go tensity that. means tempor- ary failure ,not yet crystallized into permanency of any order. He keeps on trying for the international cup after repeated failures because he has learned that success is-a jealous and uncertain and capricious goddess, open to unexpected realization at any time. Edison long and sadly tasted the unpleasant draft of general condem- nation as a foolish dreamer from whom no meed of real success might be expected. The great English firm of Baring Bros., over a hundred years old and master of such feats as reorganizing Egypt and guaranteeing her debts, failed in 1890 for the trifling sum of $500,000,000, but worked its honest and honorable way out of the dark and distress into renewed respect and opulence. Theodore H. Price, who in 1900 paid by a failure with liabilities of $13,000,000 for too great faith in the cotton market, put his shoulder tothe wheel bravely and soon was again rich. Whe Panama Canal, soon to be reckoned one of the world’s greatest successes, was labeled a pitiful, co- lossal failure through many years. When, in 1877, the Third National Bank of Chicago came to failure, President Pearce was bitterly blamed for the bank’s possession of the tract of vacant land ’way out beyond Jackson Park. The coming of the Columbian Exposition project prov- _ ed the wisdom of the maligned man’s judgment, the bank receiver being offered a price for the land that rep- resented $230 for every share in the hands of the stockholders. The fact that the golden opportunity was not seized with sufficient rapidity to real- ize the long delayed success only points the success moral that time must be taken by the forelock if the highest results are to be attained. J. P. Morgan’s associate, Ream, nowadays has his finger in half a dozen exceedingly large and plummy financial pies, but once, after his fail- ure as merchant in a small Iowa town, he bargained with his creditors for an allowance of $12 weekly while trying again to make the business pay out. Members of the John V. Far- well Company, of Chicago, are now realizing profits from the sale of financial something like 3,000,000 Texas acres that for long seemed to spell “Fail- ure” with an especially big F. These are but a few of the many and marked instances in which seem- ing irremediable failure has been re- MICHIGAN TRADESMAN Every thoughtful student of contem- porary affairs could quote other and equally striking examples of the truth that preliminary failure often means nothing more serious than brief discouragement, a little more hard work, As George Horace Lorimer, a Chicago reared artist who knows how to burn bare truths into im- pressive phrases, rightly says: “No man is a failure until he’s dead or loses his courage—which amounts to the same thing.” John Coleman. —_~+--+___ The Pig Lady Exhibits Her Tactics When Traveling Written for the Tradesman. Did you ever see the Pig Lady? Yes, of course, you all have met her—sometimes by personal encoun- ter, sometimes by observation of her actions toward another. Coming down from Big Rapids the other day, I saw her. for one more time, and watched her man- oeuvers. I happened to be riding with my back to the locomotive. The Pig Lady got on the car at a station or two this side of the town of Ferris Institiite fame. She was dressed a great deal nicer than were the people who brought her to the depot, in fact was very stylish appearing, and, I should judge, on the sunny side of 30. She had a pretty blond head, well coifed and surmounted by a modish little hat which became her immensely. There was a slight delay at the station or the Pig Lady would have missed her train. AS it was, she barely had time to dash in for her ticket and to see to the checking of her big trunk, which was hastily slammed aboard. Pecking a stingy little kiss on the cheek of each of her driving com- panions, boarded the train less time than it takes to — write about it. she in She didn’t drop into the first, nor the yet the third seat that she came to, but walked jaun- tily down the aisle like a practiced traveler, swaying gracefully with the slow motion of the cars, for by this time the train had begun to move. The Pig Lady took the unoccu- pied seat directly back of the one opposite where I was sitting, midway of the train, where the least jar of the car is felt. Planking her suit-case in the end of the seat next to the aisle, the Pig Lady disposed of her elegant um- brella in the rack. Not satisfied with occupying the entire seat with her suit-case and precious(?) self, next she must needs elaborately spread out her coat over the former. Then she carefully removed her hat and hung it on the hook in the panel between her seat and the next and then indeed was she ready for the onslaught of the enemy—i. e., one of her own sex who should presume to claim equal rights with Her Pig- gyship. second, nor To circumvent this calamity Mrs. Piggy-Wiggy laid further plans, made necessary by the gradual fill- ing up of the seats around her: Every time the train stopped and deemed to success of enviable order. people began to trail down the aisle she would rise, turn her back to them and putter with ler umbrella in the rack, pretending to have trouble to make the band stay clasped. As soon as the incoming crowd had found seats with some one else she would subside with her umbrella and_ sit down, ruffling her skirts out around her with as much fussing as a hen displays in making the most of her feathers to cover her little chicks. When she had gone through the rigmarole of the umbrella difficulty as many times as the ruse would stand without her fellow-travelers catching on the Pig Lady adopted another scheme: She put a newspa- per over the center of the back of her seat, and immediately before peo- ple began to mount the car steps at a station she would drop her head on the newspaper in a way not to muss her curls and feign sleep. Aft- er all were seated her eyes would pop open. She did that half the way from Big Rapids to Grand Rapids, managing so slyly that everybody else on the car had to share their seat with new passengers, while she had hers all to herself. When she alighted from the train at the Union Depot Mrs. Piggy- Wiggys toilet looked as unrumpled as if freshly donned; but she had gained this appearance by a premed- itated course of deception. Louise Lawson. — >.> You never heard a truly heart- broken man groan in your life. THE CASE WITH A CONSCIENCE Although better made than most, and the equal of any, is not the highest priced. We claim our prices are right. You can easily judge for yourself by comparison. We are willing to wait for your business until you realize we can do the best by you: GRAND RAPIDS FIXTURES CO. So. lonia and Bartlett Sts. Grand Rapids, Mich. THE MAKERS of Crown Pianos don’t know how to make more than one grade of Pianos. They never tried making any but the highest grade pos- sible. Geo. P. Bent, Manufacturer Chicago IN TRE HOF ROCER wtt® PUSHES sh (oere E cor Q G 6 RUN ay COFFEE WILL MAKE THE MOST MONEY MICHIGAN TRADESMAN LOVE OF WORK. Some Reasons Why It Brings Success. Don’t ever stick to any business you do not like. Be happy in your work if you would™ be — successful. They used to say that “a rolling stone gathers no moss” and people believed it. But it is not true. Some of our most successful men to-day are men who always were changing around, trying new lines of work un- til at last they found just what they were fitted for and stayed there, and that is why they are successful. Always A man never knows just what he wants until he gets it. When most of us started to work our minds were not yet formed. We had not decid- ed fully what kind of work we liked best; we took the first opportunity that came to hand, and if we liked it we stuck and were _ successful. Some of us who didn’t like it are still sticking because we were not born quitters. We take a certain pride in sticking to a task, no matter how distasteful it is. It is a wrong idea; we should look around and try out businesses which we think we would like. There is something intended for each of us, and if we find it and are reasonably industrious we win and merit the title of success. A man must be happy in his work; that is essential. If you spend your leisure hours making the house look prettier, devising little home made artistic things for it, why don’t you turn decorator You'll make more money out of it than by manufactur- ing cheese if you don’t like the smell ‘of it. If you spend your spare time dig-| ging in the garden and like it, like the feel of the outdoors, buy or rent a farm, turn farmer, and the chances are 1,000 to one that you'll be twice as successful. One of the best photographers in the United States to-day started out in the real estate business and stuck to it for twenty years, not that he liked it but because he was in a rut. He got out of the rut sudden- ly. One day he realized that he spent most of his time taking pic- tures and fooling around the dark room. His work was good, and he decided that, as he was letting his pastime interfere with his business, he might as well make a business of his pastime. He did, and his suc- cess has been phenomenal. There is a young man in Chicago, not yet 30, whose father owns one of the largest wholesale grocery businesses in the city. For five years his son was in with him, but the busi- ness prpved distasteful. There was something that the young fellow al- ways was itching to do, and that was—make furniture. He left his fa- ther, where his prospects were good, and went into the business of making artistic furniture, with no prospects at all but a great love for his work. Inside of a year he had made good at his new business. He would have been a rich man had he stayed in the grocery business, but his ambi- tion was to be more than rich in money, and he will realize it because he has found himself and found his work. A big insurance company recently received a shaking up and as a re- sult their Western manager was out of work. Even after all his years of experience in the insurance business he decided to leave it and do what he wanted to do; that was to go in- to the manufacturing business. He always had tampered with machines and taken great enjoyment from it. When he had an_ opportunity he changed his business completely and now is much more successful than he ever was in the insurance business. The real father of the automobile industry in the United States used to work in his father’s carriage factory. He didn’t like carriages; hé liked machines. After work every night he used to go home and work down cellar with engines and things that he was perfecting. He decided that he would leave his father and start out for himself in the business he liked, and, accordingly, started up a little machine shop in his home city. He was not successful at first, be- cause he was working on a great thing which took time. He achieved it, he made a good automobile, and now he is making more than he can count and is hiring thousands of men. He is rich, successful and happy. Jack London used to shovel coal because he couldn’t sell stories; fin- ally he decided he would rather starve than do work he didn’t want to do. He did almost starve for awhile, but when he got the work going at which he used to play he lost himself in it and made money and success. He who plays at drawing pictures is an artist; he who plays at building mud houses and things is an arti- san; he who plays at keeping store is a born merchant; and he who plays at telling stories is either a liar or writer, and there is but little choice. If your business makes your head ache, it is bad business and not the one in which you can do your best: If you hate the sound of the word “work” you are not doing the right kind. No man is born with a loath- ing fot work. We all want occupa- tion and we all want the right kind. You can not afford to waste your life if you do not like your work. There is a certain exhilaration of spirit, the accompaniment of success, which is one of the greatest things in this life. You can not afford to miss it. Be happy in your work, get into work in which you can be happy and make sure of success. Robert Carlton Brown. 2-2 Not What He Meant. In their efforts to advertise goods shopkeepers sometimes err in the matter of properly expressing their ideas. In a window of a prominent dealer in women’s wear the following sign was proudly displayed: “Women’s shirtwaists, 98 cents. They won't last long at this price.” The window was full of the arti- cles in question, but most of the women who paused to look said: “Well, if that’s the case, I don’t think T’ll buy.” “IT’S ALL IN THE JAR” How often have you had complaints as to poor quality of Fruit Jars and loss of fruit? You never heard of failure or complaint of ATLOS SPECIAL WIDE MOUTH FRUIT JARS We think so much of them that we spent several thousand good dollars last year telling the housewives all about them. We had thousands of inquiries which we did our best to satisfy, but in very many cases were unable to supply the goods. This year we will continue to advertise in the leading women’s papers, for the benefit of the retail grocer. We want to ship in car lots as we also supply Atlas Mason Jars, Atlas Mason Improved, and Atlas E. Z. Seal Jars (new wide mouth). There is no trouble about making up carloads. Don't put a lot of cheap jars in stock but write us for prices on the BEST before it is too late. We have done our part, so now it is up to you, and really “IT’S ALL IN THE JAR.” HAZEL-ATLAS GLASS COMPANY Wheeling, West Virginia SOCIALISTIC SOPHISTRY. Why It Should Not Gain a Foot- hold. Socialism is self-contradictory and opposed to deep rooted and ineradi- cable human instincts. Its origin is, ‘of course, purely selfish; but there are two kinds of selfishness—the en- lightened and the unenlightened. Unfortunately socialism belongs chiefly to the latter. It is often over- looked that the identical love of gain which seeks to equalize the distribu- tion of wealth will not be satisfied with equality. A desire for gain will still remain and seek to acquire. The most commendable object in social- ism is the uplifting of the down- trodden and poor. Yet that great commoner and tribune of the people, William Jennings Bryan, tells us that under individualism we have seen a constant increase in altruism; that the fact that the individual can’ select the object of his benevolence and de- vote his means to the causes that ap- peal to him has given an additional stimulus to his endeavors. And Mr. Bryan pointedly asks the question: “Would this stimulus be as great un- der socialism?” Let it not be forgot- ten that by means of present tenden- cies and existing economic laws the poor are constantly growing richer. They were never so prosperous as to- day. Labor has made great strides, and the uplift in the lower walks of life in all Christendom during the last twenty years has been beyond precedent. Give us wise and just legislation and complaints about the inequitable distribution of wealth will quickpy disappear. The state of society that the so- cialists seek to establish may be ben- eficial to a class which, under any conditions, lacks frugality, thrift and self-reliance, but just where the gen- eral mass of humanity is to be bet- tered or elevated socially, morally or politically is a point not satisfactorily explained. A society in which all human beings do right for the simple reason that it is right can not exist unless human nature is recast and re- constructed. Human nature must be treated as it is found in the general makeup of man, and therefore a so- ciety in which all special desires, all ambition and all self-esteem have been eliminated precludes develop- ment and progress. It reduces every- thing to utter shiftlessness and stag- nation. In such a society there can be no incentive to great achievements in art, literature, mechanics and in- vention. If all are to be placed on an equal footing, the ignorant with the educated, the dullard with the genius, and the profligate with the provident, what encouragement is there for special effort? If you render accessible to each and every member of the human fam- ily the achievements and benefits of civilization, holding “property in common,” why should a man rack his brain or strain his muscles in producing something which he ex- pects to prove remunerative to him- self in some way, but which, under the socialistic state, would go to the equal financial benefit of all? - Just for a moment stop to think of the effect of bringing all men as MICHIGAN TRADESMAN near to a dead level as possible, for I recognize that not even socialism would secure the equality which it seeks. If one physician is more skill- ful than another, who could insist that he receive no better reward than the less skillful when many would be willing to offer it? Or how else could he avoid having all the pa- tients in the community upon _ his hands except by charging more for his services than an inferior physi- cian? If one lawyer shows greater ability than another, is he not entitled to a larger fee for his talent? And how else is he to protect himself from taking all the business from the lawyer of less ability? Again, if the skill of the cabinetmaker: is higher and rarer and worth more than that of the carpenter, how can the latter expect the same compensation as the former? To put both on the same plane would be unjust and would lead to one being compelled to work be- yond his strength, while the more skillful would be insufficiently occu- pied. Socialism, you see, would place a premium upon laziness. The socialist is usually an unfor- tunate or misled individual. He has probably suffered from reverses or unfortunate environment. He has perhaps been roughly or cruelly han- died. Perhaps he can not get on sat- lisfactorily or his ambitions have been disappointed. He is, then, in a con- dition of discontent, ready to swal- low socialistic—or any other—sophis- tries which hold out the delusive promise of relief. Socialism attaches too little impor- tance to the fact that men are made with an infinite variety of tastes, abil- ities and capacities. No two are pre- cisely alike, and it is utter folly for poor, weak man to undertake to equalize these differences. All prog- ress in history has been’ made through struggle and sacrifice; and socialism, no matter how. beneficent its intentions, can not change the in- scrutable laws of Nature or humani- ty. All natural laws have their re- verse side. Gravitation, which keeps us firm on our feet so long as we are on solid ground, knocks us to pieces if we Attempt to walk off a house top or over the opening Of a pit. It is not the natural. law but the attempt to ignore it that gives us trouble. We can not get rid of competition any more than we can the law of gravitation. The American inventor, mechanic, farmer, merchant and financier, and the worker in every profession are— every one of them—proud, respec- tively, of their skill, knowledge and ability. Their ambition is to excel— to produce the most and best. Ex- perience, enterprise and courage cre: ate numerous conditions most favor- able to the state and nation and to themselves. Each vies with his fel- low man in producing the best re- sults and always is willing to tackle any obstacle—no matter how formid- able—that stands in the way of suc- cess. In his whole compendium and entire makeup there is no such word as fail. He aids, by his untiring and individual energy and effort, in mak- ing his country the greatest in the whole agricultural, industrial and fi- nancial world. He reaps the reward of industry and accomplishment and his home is blessed with bounty; he knows that his children have equal opportunity with himself to learn and to achieve. He knows—what the nations of the world concede—that the American people are the most prosperous of all on the face of the globe, and that this high and commanding position has been attained under existing condi- tions and through the operation of our admirable system of govern- ment. Whatever, therefore, may be the pretexts used to make him dis- satisfied with his lot, his own ex- perience tells him every day that the constitution under which he lives is a glorious one, and so implanted in the hearts of the American people as to be impregnable against the as- saults of socialism. At the same time he is inappreciative of the fact that it is not in the nature of things to ex- pect in this world blessings pure and unmixed, but he is thankful for the superior good that he enjoys under our beneficent democratic form of government. Henry Clews. HORSE COLLARS manufactured in our fac- tory are made by experi- enced workmen and by the most up-to-date meth- ods. They simply could not be made better. That’s what makes them so popular with the trade. Try It and See Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY You Must Show Goods Our ‘‘Crackerjack’’ No. 42 in Order to Sell Them and goods are shown to best advan- tage in a handsome case such as our “Crackerjack’” No. 42. The best wood- rail case on the market. We advise you to consult us at all times before placing your order. GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS, MICH. New Office, 714 Broadway, New York City (under our own management) The Largest Show Case Plant in the World A view of our No. 100 Keith System with one tray removed ‘The Keith System Will Save Money For You times. know at once SHOULD BE SAVED. ““Gentlemen: Yours respectfully, the asking. The difference between what your goods cost and what you sell them for, barring running expenses, should represent what you are making at all If what you actually make does not come up to this quota you may YOU ARE LOSING MONEY—MONEY THAT A few minutes’ reflection will convince you that you are losing much through LOST CHARGES, FORGOTTEN CHARGES, CONCES- SIONS TO CUSTOMERS us a result of disputed accounts, etc. Our Keith System will at once stop all these ‘‘LEAKS” and prove an everlasting satisfaction to yourself and customers. (Extract from letter just received.) Please make me 500 ‘‘E’”’ metal back duplicate order pads, same as be- fore, and ship them to me as soon as possible. : best thing I ever tried. I do not have any more disputes with my trade now. Your Keith System is the NORMAN D. COOPER, 2306 Gratiot Ave., Detroit, Mich.”’ Write at once for catalog and complete information. It’s yours for THE SIMPLE ACCOUNT SALESBOOK CO. Sole Manufacturers, Also Manufacturers of Counter Pads for Store Use Fremont, Ohio, U.S. A. MICHIGAN TRADESMAN SUCCESSFUL SALESMEN. Michigan Representatives of Parrotte, Beals & Co. Frank H. Starkey. Frank H. Starkey was born at At- tica, New York, his parents both be- ing of English descent. When he was 5 years old his father died, whereup- on the family removed to Buffalo, at which place they remained until he was 10 years of age and then came te Fowlerville, Michigan. “Here he went to school for one year, then moved to Evart, where he attended the high school and was graduated in the English course. He next taught school in Osceola and Missaukee counties for seven years, at the end of which time he entered the Chicago branch store of W. S. Peck & Co., clothing manufacturers, of Syracuse, N. Y. He worked in the house for one year and then went on the road for the firm, covering Northern Iowa for three years, during which time he continued to reside in Chica- go. His next move was to Cadillac, where he engaged in the clothing business with L. J. Law, forming a Frank H. Starkey stock company under the style of the Law-Starkey Co. Three years later he engaged to travel for Parrotte, Beals & Co., his territory being East- ern Michigan from the Ohio line to the Straits of Mackinaw. Mr. Starkey was married in 1902 to Lena Golder, of Chicago. They have no children and reside in this city, having moved here from Cadil- lac about one year ago. Mr. Starkey is a member of the Knights of Pythias and is an Elk, but has no other fraternal associations. He attributes his success to hard work and says that experience has been his best school and good train- ing his best teacher. He asserts that his work in the retail store was of great value to him, because it pre- pared him, in a measure, for the ca- reer he is now following as a suc- cessful salesman. Louis P. Hugel. Louis P. Hugel was born in Me- dina county, Ohio, on a farm, and when 5 years of age removed with his parents to Fort Madison, Iowa. He was employed for two years in a retail clothing store in Burlington, Towa, when he responded to the 100 men call. He was transferred to the United States Postal Department on the Mississippi River during the win- ter months and helped to recruit sev- eral companies for the various calls for volunteers. At the close of the war he came to Chicago and entered the wholesale boot and shoe estab- Louis P. Hugel lishment of T. B. Weber & Co. The next year he went on the road for this firm, covering Iowa, which ter- ritory had to be traversed by stage at that time in Concord coaches con- ducted by the Western Stage Co. In 1875 he engaged to travel for King Bros., wholesale hat and cap dealers, his territory being the Lower Penin- sula of Michigan. Mr. Hugel has re- mained with this house ever since— thirty-two years—the firm name hav- ing been later changed to Parrotte, Andrews & Co., then to Taylor & Parrotte and later to Parrotte, Beals & Co. At that time it was necessary C. H. White to travel from Pentwater around the Horn to Cheboygan by sleigh in the winter and by boat in the summer, Pentwater, Ludington and Petoskey being the only towns touched by tHe railroad. Mr. Hugel takes pride in the fact that he was a member of a “Rube” band in 1857 and had the pleasure of , : \foie gras begins in the autumn. making music for two different joint debates in Illinois for Abraham Lin- coln and Stephen A. Douglas. C. H. White. C. H. White was born in Canada. He has traveled in the Upper Penin- sula for the past sixteen years. Mr. White is married and resides at 4952 Midway Park, Chicago. —_—_.-2 How Pates de Foie Gras Are Made. The name of pate de foie’ gras seems to always be associated in the popular fancy with that of Stras- burg, and although large quantities of it are prepared in that city, nev- ertheless the best foie gras coimes from Toulouse. It is very popular in Paris and in especial demand for the famous reveillon or midnight supper on Christmas Eve, when the dainty known as terrines de foie gras is considered almost indispensable, and turkeys are stuffed with truffles and pates. Indeed, the butchers of Paris have been accused of manufac- turing foie gras out of the livers of fat little pigs in order to make a handsome profit. If, however, such a proceeding were discovered by the authorities the offender would be subjected to the penalties of the gov- ernment. Toulouse, at Christmas time, is practically given over to the sale of foie gras, picturesque peasants with baskets on their arms bring goose livers to the shops and markets, great and small. Very fat livers are shown in the shop windows for a day be- fore they are cooked. Windows are filled with round earthen pots of the finished foie gras and the long oval plates with their flaky brown pie crust. Thousands of these live geese are shown in the markets. These creatures are so fat that their tail feathers spread out like fans. The average French goose weighs seven or eight pounds, but the ordi- nary Toulouse goose weighs all the way from thirteen to twenty pounds. and the geese that are fattened for the sake of their livers average in weight from twenty-six to thirty-two pounds. The “Department of La Haute Garonne is given over to geese. They swarm all over’ the roads and, according to the last cen- sus, the goose population of this de- partment amounts to 2,000,000. As the birds being fattened for the mar- ket are worth about $4 each, the aver- age yearly income of La Haute Ga- ronne from the sale of geese alone is about $8,000,000. The fattening of the geese whose livers are to be used for pates de The birds are cooped up in sheds and fed on Indian. corn which has been soft- ened by being mixed with flour and water. After a month or two of this luxurious life the luckless~ bird is placed in a dark and silent cell half filled with straw. There is hard- ly room to move—no room to walk about. Not a chink of light, not a sound. Nothing must detract the at- tention of the goose from the busi- ness of digestion. The wretched bird is given over a quart of corn a day for five weeks, rand there are birds that digest fifty- ‘up-to-date farmers have a Milk some The more stuffing machine which feeds the birds with rolls of soft food bran, wheat, bar- ley and potatoes. A funnel is placed in the bird’s beak and the food forc- ed down its throat. When these fat geese are brought to market they sell for prices vary- ing from $4 to $8 apiece. The livers are of enormous size. Three pounds is the average, but in Toulouse mar- kets livers weighing five pounds are not at all uncommon. A good deal of prejudice exists in this country about foie gras, owing to the idea that it is made of dis- eased goose livers, but the French farmers affirm that the liver is not diseased.. It is enlarged to be sure, and doubtless the goose would die of it if he were not killed at the right moment, but he is killed at the right moment and at that time his liver is fresh and sweet. The French method of preparing foie gras is to enclose the liver in a linen bag and parboil it. Then it is skinned and all the red part cut away, leaving only the tender white portion. With the red part a filling is made which, after being strained and seasoned, is poured into a ter- rine or earthenware dish over the pieces of white liver. Truffles are added and the whole is cooked in a bain-marie for two hours or more, allowed to stand, and the next day the juice is poured off and into the spaces and over the top is poured a mixture of melted but- ter and goose grease to preserve it. Two days later the terrine de foie gras is pronounced ready to eat. It keeps in. condition for an indefinite period and is sent from Toulouse and Strasburg to all parts of the world. Pate de foie gras is very popular in France and Germany. In England it is regarded with the tempered re- spect that is grudgingly given to things continental. It is~ said that foie gras sandwiches as an accom- paniment to champagne are one of King Edward’s favorite tidbits, and. owing to their royal patronage, they have become one of the fashionable bonnes bouches of all smart parties. —Grocers’ Monthly Review. ——_+-.—_____ Sure Method. The Doctor—What your wife needs is more physical exercise. Homer—But, doctor, I can’t induce her to go outside the house. The Doctor—Oh, yes, you can. Mark all the bargain advertisements in the paper and give her $50. ————-..2.—____ They Can’t. The Doctor—How can a man be a lawyer and obey the commandment, “Thou shalt not steal?” The Lawyer—How can a man be a doctor and obey the command- ment, “Thou shalt not kill?” ——_22+.—____ Won’t Lock in Action. The Wife—Mother has run a rusty tack in her finger, and the doctor says he is afraid of lockjaw. The Husband—He needn’t afraid of that. She'll give it chance to Iqek, five quarts in thirty-five days. and soup are also given by farmers, as well as corn. be no MICHIGAN TRADESMAN NOT HIGH IDEALS. —_——L.. Jaded Point of View of One Busi- ness Man. What is honesty? What consti- tutes an honest man? For that young man starting out in life with an idea of holding to the line of rectitude, nothing is more im- portant than that in the beginning he shall define himself and his code. It is overlooked by the masses of the people that there is, at the best, one immaculately high standard of honor and honesty which to all who have attained it rings always true and plain. It requires no definition. It ad- mits of no equivocations. Explana- tions of any kind for any action are superfluous in that realm to which a comparative few attain. But just below this high plane constituting the best that is in man lie other planes of honesty to which those accepting those planes are as loyal as are the high to the highest. How low, com- paratively, may be some of these planes may be seen in the history of the highwayman who would scorn to take his tribute of the poor and weak, It is this variation of honesty that the young man needs must define for himself and understand in others | —to realize that the term “honesty” is something capable of almost end- less shadings and_ interpretations. Especially is it necessary for the man of the highest ideals to realize this fact unless he shall go through life too critical of his fellow men and their methods to escape the hand- icap of his misunderstanding. Not long ago I was talking with a physician high in his profession who was in the attitude of defense of a fellow practitioner who was un- der the fire of his medical society. “His standards are not of the high- est,” admitted this friend of mine, speaking of the “culprit;” “but I will say for this man that there is not another man in that society who sticks closer than he does to his standards as he has set them.” Yet the offense of this practitioner may shock a good many laymen. A friend of his, not as well versed in the technicalities of medical science, was anxious to pass a medical exam- ination in a nearby state. He made the proposition to the “culprit” to go with him to the State capital, take the examination with him, allow him to copy the answers—for which lit- tle outing the ambitious applicant for license as a practitioner would pay $100. They went and the ap- plicant “passed”—in none of which the abettor of the deception could see any wrong. He was on trial for the action, however—on trial at the hands of his fellows who had not kept as close as he to their higher ideals in most things. This attitude of my friend of the highest ideals toward this man of lower conception of honor, to which he stuck nobly on all occasions, was a sermon in itself to me. I hope my reader may take it to heart as I have done. There is nothing I could bring my- self to say in defense of any man who deliberately, out of the highest ness methods. reaching for high ideals and to whom these thoughts are have no such jaded point of view as this of the business man. these words of the judge must strike home. before he makes his choice of ideals set for himself a lower standard of honor in order that it might serve his selfish purpose in life. But I would plead every consideration for that man who through lack of higher opportunity sets his lower standard and holds fast by it at any cost. There is no higher honor—no higher honesty—than his. He is true to himself; true to his fellow man. Un- less the world shall teach him more, it can exact no more of him, Intolerant as every man must be toward dishonesty who has set for |himself and his guidance the spirit of the Golden Rule, at the same time conditions must be recognized which in the conduct of business for gain necessitate the shadings of common honesty. Not until all men shall be all wise in all things may ideal hon- or walk arm in arm with ideal busi- ness. And years before the time might ripen for such a brotherhood, business and the necessities for gain will have passed. In the present the world is deal- ing with the material. Success in the sense of money gain is worship- ed as it seldom has been worshiped in civilization. Until practice shall decide against the fallacy of it, the- ory must be discountenanced as of little worth. What then do modern business methods have that invites men of the highest ideals? Face the question, young man. Are you will- ing to enter the competitions of the business world carrying the burdens of idealism? In the United States Court in Chi- cazo the other day in which a group of business men received maximum fines for the breaking of a statute, the presiding judge of the court made a striking arraignment of modern busi- ness methods and of the men who evolve them. “Straw” bidding on contracts in order to make a show of competition among the members of an illegal trust was the subject of this excoriating speech: “To my mind that is the most con- temptible feature of this whole trans- action. JI have seen it in practical operation, and when I reflect that it has been resorted to by these men who have been here in this case— good, clean looking men, all of them—the great mystery to me is why men will engage in business that requires the employment of such methods to get money. “It is excused by the statements that it had to be done in order to get business. A man always has a tight to get out of business, and I should think that most any man with any self-respect would prefer to dig in a ditch at $1.50 a day, which is unquestionably the more dignified occupation of the two.” In the business world graduated to such business methods no doubt this speech will be scoffed at as the utter- ance of a man unfamiliar with busi- But the young man addressed can To him Let him ponder them well Opportunity and environment, might]in life. a as . = ee gia a te ee ¢ PARROTTE -7~ We Occupy the Most Prominent Corner in Chicago Corner Market and Adams THE KING HAT The Best $2.50 Hat on Earth Golden Crown Caps Our Own Manufacture—Strictly Tailor Made See the Oliver Band Patented January 10, 1907 LOUIE P. HUGEL €. H. WHITE FRANK STARKEY ) Michigan Representatives John A. Howland. PARROTTE, BEALS & CO., Inc. Manufacturers and Jobbers 180-186 Market Street, Chicago Fi ARE OO PR ESE SL RE UT MICHIGAN TRADESMAN MAIL ORDER GAME. How the Shoe Man Beat It by Hus- tling. Written for the Tradesman. “Here,” monologued the clothier, “is the House of Bigtalk. They sell clothing by means of alluring adver- tisements in the newspapers and magazines. I saw a page advertise- ment in.a weekly the other day which must have cost them $5,000. This advertisement contained a picture which must have cost $500 more; in fact; the advertisement was most. all picture. Grouped in it were two fas- cinatingly-dressed gentlemen, hold- ing sweet converse with a summer girl in a picture hat. According to the picture the suits the gentlemen wore hadn’t been walked in or sat down in since they left the hot goose. According to the text of the adver- tisement one may slosh around in the rain or roll in the muck in a suit from the House of Bigtalk with- out changing the entrancing effect. The summer girl was smiling at the fit of the clothes. I think I should like to see the expression on the face of the summer girl if she looked at the suits after a tour in the rain.” “Come,” said the shoe man, who sat by the round table while the clothier ran through the advertising pages of a popular magazine, “it must be time for you to wake up.” “These suits from the House of Bigtalk,” continued the clothier, “cost $13.13 at your house door. They are made of imported material, and cut by a shearman of international fame. They are made by _ tailors who spent years learning how to do it. Perhaps they entered a mail or- der school in their youth and work- ed gradually up to the excellence de- manded of a mart who makes a mail order suit to be sold at $13.13. The clothes appear to fit these men, all righty. Most of the things fit well— in the magazines.” “Do you often have ’em?” asked the shoe man. “In the magazines,” resumed _ the clothier; “ah, yes, in the magazines! When all the dreams we see in the magazines come true there will be no more retail stores. You and I will be out in the tall timber, agi- tating the surface of the damp, brown earth with a hoe. Everything fits, and wears, and tastes good, and cures, and educates—in the maga- zines. They are already getting along without retail stores’ in fertile stretches of this favored land, and the mail order catalogue is sweeping with cyclonic force down the _ busi- ness streets of many a thriving coun- try town. The magazines and the mail order books are the _ places where dreams come true, according to the advertisement.” The clothier turned the pages of the magazine until he came to a page of shoe advertising. There was a peach of a shoe shown on the page, and there were the usual reasons why you should make haste to the postoffice and buy a money order in favor of the maker of the shoe. “Here’s something that will inter- est you,” continued the clothier. “Per- haps you will feel like taking a sec- ond look after you read this adver- tisement. Here is a shoe that sells for $2.19. It is a good shoe. The advertiser admits it. . It will not rip, ravel, run down at the heel, or get red on the toe. It is worn by mil- lionaires in their moments of elegant leisure, and by shovelers deep down in the heart of the mine. I guess you'll get yours when your patrons read this advertisement, and find out that you’ve been charging ’em $3.50 for a shoe that is back in the dis- card when compared with this one for $2.19. My friend, you want to go right now and take in your sign. Your stock does not look at all like this nice cheap shoe in the maga- zine. But, then, everything looks nice in the magazines and the mail order catalogues. You can buy shoes right from the catalogue for $1.43. You can see where the druggist makes his profit when you read of the cheap cure-all dope exploited in the cata- logues. Right next to the drug de- partment they ought to have a me- morial monument display. Send a monument on ten weeks’ trial, and if the person in whose honor it is erect- ed makes a kick about the style or about anything they refund the mon- ey. Now, here in this magazine, is a picture of a bottle of mineral wa- ter. Next to it is a rock, and the water evidently came out of the rock, which goes to show that Mos- es wasn’t the only one.” The shoe man sat back with a smile in his eyes. The clothier se- dately turned the pages of the maga- zine. “There’s a page here,” he went on, “which tells you how to be beauti- ful for a dime a day. I think you ought to make the investment, Mr. Shoeman. A dime a day is a small sum when you think of the risk you run in carrying that face about from morning until night in the public gaze. I’d just like to know,’ he added, seriously, “just how much money goes out of this little old town every week to these mail order houses.” “Tt is a lot,” sighed the shoe man. “Of course it is. Say, did you ever think what a lot of nerve it takes to do business by mail?” “Nerve—nothing! Capital is what is needed.” “Me son,” said the clothier, “it requires nerve to let go of the long green, to send it out on a lone sea of magazine advertising. I reckon you have to shut your teeth hard every time you buy half a column in the local paper. Capital? It is nerve, pure and simple, and nerve, rightly directed, is what makes the wheels go round. Perhaps you do not think it takes nerve to write these pleading, lying, follow-up letters these magazine advertisers send out. “Perhaps you don’t think it takes unadulterated gall to tell a man that the mining stock advertised will ad- vance 25 per cent. in ten days, and that the holders of this wonderful stock will sell to you on the install- ment plan just before the boost comes! Perhaps you think it does- n’t take face to tell a long-chinned young man who can hardly plow a straight furrow across. a corn field, and who has to run his tongue out when he puts his name to a mail or- der letter, that he can become a first-class mining engineer by being pulled out at the fissure of Rolando, taken in at the back of his ears and built on at the center of his side-hill brow. “Presently some one will adver- tise to rear children by mail order system, offering to take the red- headed, freckled-faced, stub -toed product of the farm and turn him out a gentleman in a low-cut vest, a claw-hammer, anda plug hat, with a society smile on his face and a wad in the right-hand pocket of his jeans. Whoever offers to do all this by mail will block the postal trains, all right. Children are getting to be too troublesome for the poor tired parents, who are yearly putting more of the burden of their care and train- ing on the Board of Education.” “I should think,” cut in the shoe man, “that you would want some one outside selling admission _ tickets when you deliver your lectures on the way not to do things. What’s the use of kicking, anyway? People will believe whatever you tell ’em, and the more lie there is in your talk the tighter it will stick. Wake up, and we’ll go out in the cool, glad country and coax a few fish out of the rippling rills.” “No,” replied the clothier, “I’m a reformed man. I’m away up on the water wagon, in a seat with the driver. No fishing trips for me. When I want to go fishing, I’ll just take one by mail, like the man had his leg set. Everything will be sold by mail directly, and the men who own these stores will be offering them for desirable residences.” “T’ll tell you where these mail or- der houses have us beat a mile,” said the shoe man. “They have the mon- ey for advertising, and they have the men to write the advertisements. I’m going out right now and borrow mon- ey, and get up an imitation mail or- der house. You and I are in differ- ent lines, and we might tie up in the scheme, and take in the dry goods man, and the druggist, and the hard- ware man, and the book man, and a lot more.” “What's the scheme?” “Advertising what we’ve got to sell just like the mail order houses do. Mention every blasted thing we’ve got in our stores, and pepper the ad- vertisements with cuts. Give prices, and lie a little, and send out on ap- proval. Here we sit around and kick at what the mail order men are doing, yet we stand aside and give “em the field. Why don’t we mer- chants of this old town get up a catalogue and send it out all over this part of the State? I guess we could bring the buyers here.” “Not yet. They want something from Chicago or New York. Pretty soon a baby won’t be accepted and named unless it is shipped in by some mail order house in the East.” “You've got ’em bad, old man. Now, I’m going to work this idea, whether any one goes in with me or not. I’m going to send out a small ‘catalogue, giving shoe prices and cuts. I’m going to put a lot of things in that book that people don’t know I carry. It is seeing pictures of things and reading about ’em that makes people want to buy them. That is what wes put up our display windows for, to let people see what nice things there are in the world and make ’em want to possess ’em. See? I’m going to beat this mail or- der shoe game right in this man’s town.” “You're going to send shoes on ap- proval?” “T’m going to do everything the mail order houses do. I am within reach of my patrons, and they are not and I can discount their game. You may sit around and put up a yell at the amount of money that goes out of this town every week, but I am going to try to keep some of it here.” “All right. - The field is open. When you get broke you can take to the plow.” The shoe man did not go broke. He found that people will buy at home if the proper inducements are of- fered. He is not one of the men who is trying to have laws passed restraining the mail order houses. He is one of the men to meet them on their own ground and make them back up. Others can do it. Alfred B. Tozer. o-oo Does Your Chimney Smoke? A wholesale druggist said of the late William Whiteley, London’s “universal provider:” “Mrs. Whiteley bought lots of drugs from me, and we were very good friends. We often dined to- gether at the Savoy during my sum- mer tours. “The man was an optimist save on one point—marriage. He was con- tinually relating an incident. concern- ing marriage that had happened to a medical friend of his in Dorset. “Out walking one summer evening, this physician saw a cottager eating his supper all alone on the sidewalk before his little house. ““Why, Jim,’ he said, ‘what are you eating out here for?’ ““Er—chimney smokes, - sir,’ the man stammered. “The physician was practical, a handy man, a jack of all trades. “We'll have a look at that chim- ney, Jim,’ he said. “And he opened the door, and— bang a broomstick fell on_ his shoulders, and a woman’s. voice shrieked in the gloom: ““Back again, are you, you old rascal? Well, just clear out again! Clear out with you, or T’ll—’ “The physician retreated hastily. Jim sat on the curbstone, shaking his head in sorrow and embarrassment. The physician bent over him and laid his hand in kindly fashion on his arm. ! “Jim, he said; ‘onr smokes sometimes, too.’ ” 2. Before Dinner Speaker. “Ostend,” remarked the visitor, “as your father is quite a prominent man I suppose he makes a great many after-dinner speeches?” “Oh, no,” replied Ostend; “pa makes all his speeches before din- ner.” “Before dinner?” “Yes, that is when he begins to find fault with the cooking.” chimney sae Mecha Rassias MICHIGAN TRADESMAN 37 Looking After Little Things. It is a noticeable fact that the big firms and big companies economize closely and the little fellows overlook it completely. The only answer to this interesting fact is that a little store soon grows into a big store when it is run on economic principles and a big stere soon sinks back into mediocrity if the strictest economy is not exercised by its head. It is the little things that count—count the little things if you would be success- ful. Make it a habit if you would be successful. Make it a habit to look around for possible savings. If you are an employer you can readily see that it is a sure way of increas- ing the business. If you are an-em- ploye remember that whenever you make a saving for your employer you can get a raise for yourself. But don’t overlook the big things. You can gO wrong on one side just as well as on the other. The man who has his nose too close to his busi- ness and his details and his saving schemes may overlook something big, and that never pays. Learn to look at the little things first, and then, when you have mastered them all, turn your attention to the big things and put men in to do the de- tail work that used to occupy you. Get this idea and keep it; make a habit of saving; make it your business to look after the little things. ——- oo For the Public Good. An independent and ably edited newspaper which commands a great circulation is probably the most po- tent influence for good in the United States to-day. The power for the better things in public affairs and policies, for instance, which is wield- ed by such a newspaper as The Chi- cago Record-Herald can scarcely be exaggerated, and much of that strength comes in the case of this leading Chicago daily from the fact that it is absolutely independent, fear- less and fair. It is not the mouth- piece of any interest except that of the public. The Record-Herald champions the cause of the good, the clean, the beneficial in every matter of city, state or national moment. It is the knowledge on the part of its readers that it cares not whom it hits or what enemies it makes, so long as it is battling for the welfare of the community, which gives to The Record-Herald much of the in- fluence it enjoys. It gives in its news columns the most complete and impartial reports of political events, another evidence of its splendid news service. —__~.> +. __—_ Where You Get Things Fresh. “Hiram,” said Mrs. Kornkob, “did you get the canned peas and toma- toes when you was to town the other day?” “Yes, Mandy.” “An’ the dried apples and prunes?” “Plenty of ’em.” “An’ the salt pork?” “Half a barrel of it.” “Then I reckon it’s about time to begin advertisin’ for summer board- ers, ain’t it?” —_————~>-2—-3 The man who actually has free sal- vation always is anxious to pay something for its extension. Hardware Price Current AMMUNITION. Caps. G. D., full count, per m.............. 40 Hicks’ Waterproof, per m............. 50 Musket. per mi... 2 oe oe Ely’s Waterproof, DEE Mo. 6. 60 Cartridges. No; 22 short, per mi.) 0) 2 50 INO. 22 lone, per mis...) 6 3 00 No, s2 short: perm.) 0.) 5 00 No. 32) long, per mol 5 75 Primers. No. 2 U. M. C., boxes 250, per mM... <2; 1 60 No. 2 Winchester, boxes 250, per m..1 60 Gun Wads. Black Edge, Nos. 11 & 12 U. M. C... 60 Black Edge, Nos. 9 & 10, per m.... 70 Black Edge, No. 7, per m............ 80 Loaded Shells. New Rival—For Shotguns. Drs. of oz. of Size Per No. Powder 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 41 1% 4 10 3 00 200 3 1 10 12 2 50 208 3 1 8 12 2 50 236 3% 1% 6 12 2 65 265 3% 1% 5 12 2 70 264 3 4 2 70 % 12 Discount, one-third and five per cent. Paper Shells—Not Loaded. No. 10, pasteboard boxes 100, per 100. 72 No. 12, pasteboard boxes 100, per 100. 64 Gunpowder. Kegs, 25 Ibs., per keg .......... aaacvce OC % Kegs, 12% Ibs., per % keg......2 90 % Kegs, 6% tbs., per % keg......... -1 60 Shot In sacks containing 25 Ibs. Drop, all sizes smaller than B........ 2 10 AUGERS AND BITS SHOWN ooo ccccce coe cncoses 69 Jennings’ genuine ........ 25 Jennings’ imitation ...... 50 AXES First Quality, S. B. Bronze ....... 6 00 First Quality, D. B. Bronze ..... «eee GO First Quality, S. B. S. Steel ........7 00 First Quality, D. B. Steel ..........10 50 BARROWS RaUroad 2600s se 16 00 Garden... 2.3.6 4s sec actiaacs>ecie 6. 4s- em OG BOLTS Stove ..... ee we a cet aes cle eeacneet cc 80 Carriage, new list ........<..cccscs.s-. 70 PIOW .5 2. leo Seesie stone sce gaue acs GO BUCKETS Well, plain ..<2 2). .05 0 cc. s occ... oO BUTTS, CAST Cast Loose, Pin, figured ........... 70 Wrought, narrow 22..0.60 000055001 3: 1 CHAIN ¥% in. 5-16 in. 3% in. % in Common ....,.74c....64c....5%c 53-10c BB cscs 84%c....746c....7 ©¢..64%6 Cc BBE. .,:....- 9 €....8 -e....746e. .7 c CROWBARS Cast Steel, per Ths . cesses oo ot 6 CHISELS Soeket Birmer ..... 05200 se0c00-0...c. 3; Socket Framing ............... descces. G5 Socket Corner ......... aes cs peceeece 60 Socket Slicks ....... Gaeciascesaaece aur 65 ELBOWS Com. 4 piece, 6 in., per doz......... net 65 Corrugated, per d0Z. .......ccceeccecs 1 00 BOJUSEADIO ooo ceca cc ce sce ss dis. 40&10 EXPANSIVE BITS : Clark’s small, $18; large, $26 ........ 40 Ives’ 1, $18; 2, $24; 3, $80 ............ 265 FILES—NEW LIST New American ....cccescscccescces -T0&10 TICHOIBON 8 coos oe ccc cck ccc ccasscess 70 Heiler’s Horse Rasps ............ - 70 GALVANIZED 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..... -60az10 GLASS Single Strength, by box .........dis. = {RON Bar Iron ...... des euneeaeevenes -2 25 rate Crockery and Glassware Light Band ......... ecceccceee.-S 00 rate == = = KNOBS—NEW LIST STONEWARE Door, mineral, Jap. trimmings ...... 75 i Door, Porcelain, Jap. trimmings .... 85 Mo chives for packing. Butters LEVELS 16 Gol per Gee 52 Stanley Rule and Level Co.’s ....dis. 50 1 to 6 gal. per doz. 6% METALS—ZINC ‘a = pe ce oa euag as e GOQ: pound casks 22. 22.0. 2.32. ee SSO a shee wens Per en — nip ee ee ieee cs ue 10° a 53 pcb" ‘ie 1 = MISCELLANEOUS 20 gal. meat tubs ,each | 1 70 Bird Cages 2... os.c.c... edess cuca. -+--40| 4 gal. meat tubs, each ........... 2 38 Pumps, Cisterm 6.203.005. 022) 16,90 gal. meat tubs, each ............ 2 85 Serews: New Hist ....:...0.. 2, eccacces Ou Churns Casters, Bed and Plate ...... 50&10&10 | . : 1 Dampers, American ...........- Ves 50 * ot er ae). Set rises a” MOLASSES GATES eet nant Stebbins’ Pattern ....... aseassts-- QMMIRL os nos ce rose ECU desde a - So ie , . nterprise, self-measuring .......... 30 1 gal. flat or round bottom each.. 6% PANS Fine Glazed Milkpans Bry, ACMG@ coi. oo - -60&10&10 | % gal. flat or round bottom, per doz. 60 Common, polished ............. ----70&10; 1 gal. flat or round bottom, each.. PATENT PLANISHED {RON ‘““A’’ Wood's pat. plan’d, No. 24-27..10 86 “B” Wood's pat. plan’d. No. 25-27.. 9 80 Broken packages %c per Ib. extra. PLANES Ohio Tool Co.’s fancy ................ 40 Selota Bench ...)........ 2. ccueceacce GG Sandusky Tool Co.’s fancy ........ -- 40 Beneh, first quality ..0. 2 6...6.6c5.5.. NAILS Advance over base, on both Steel & Wire Steel nas, Gase <.00..0 55.02, 3 00 Wire natis. hase 0.02... 2... 2 35 20 to 60 advance .............. «oe... base IQ to. 1G advance ....... 0.066055... S advance .......... 55. SSaceceneecee OV EDGE Aas ee Oe ae BO ROVANCE oo ae 3 advance ....... Setiieddecqeceacvaca 4G 4 @GVANGE: coc oe ae Wine @ @0VANee@) 6... 50 Casing 10 advance .............eceeeee 15 Casing 8 advance .............. eo wee 25 Casing 6 advance ............ daseteas 35 Finish 10 advance ....... ecsccdeucso.s Sal Binieh & advance <......0....c505... . 8 Binish @ advance ........:..0-0.5.... @& Barrell % advance ................. -. & RIVETS Iron and tinned ......... aceuws esas s 60 Copper Rivets and Burs ............. 30 ROOFING PLATES 14x20 IC, Charcoal, Dean ............ 7 50 14x20 IX, Charcoal, Dean .......... 9 00 20x28 IC, Charcoal, Dean .......... 15 00 14x20, IC, Charcoal, Allaway Grade 7 60 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 larger ............ 9% SAND PAPER Mist acct. 19 S60 ......2,.....).... dis. 560 SASH WEIGHTS Solid. Eyes, per ton ................. 30 00 SHEET IRON INOR. 10 t6 940 oo oe a! 3 60 Nos. 15 to 17 2... Gieaicc cece ssicc sa. au 3 70 INOS. ES tO 2F 22.0... 6225: a css -.3 90 INGE 22 tO 94 cic 00 SINOS, (20 40-20 ..0..05 0.0016... 4 00 No. 27 410 All sheets No. 18 and lighter, over 30 inches wide, not less than 2-10 extra. SHOVELS AND SPADES Iipst Grade. Doz .... 6.050000. occ, 6 50 Second Grade, Doz. ..............04.. 5 % SOLDER Oe Ce ee ee 30 The prices of the many other qualities of solder in the market indicated by pri- vate brands vary according to compo- sition. SQUARES TIN—MELYN GRADE TOxt4 IC, Charcoal .......5.2..62..210 60 t4x2G IC. Charcoal 2... 22.0060. 05 ccs 10 50 eOxI4 EX, Charcoal ..... 2.663 cc. 12 00 Each additional X on this grade.. 1 25 TIN—ALLAWAY GRADE 1Oxl4 IC, Charcoal ...........cccecc 9 00 d4ea0 IC, Charcoal ............66.... 9 00 POSES EX ‘CHaregal 2. ccc ccc eee kes 10 50 d4xe@ EX, Charcoal «2... occ ccc ccsec ec lO BO 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 ..... ide tied asec case ean ee Oneida Community, Newhouse’s ..40&10 Oneida Com’y, Hawley & Norton’s. ae Double Strength, by box ........dis. Mouse, choker, per doz. holes ...... By the light ......................dis. 90]Mouse, delusion, per dee... 2... . 1 26 HAMMERS WIRE Maydole & Co.’s new list ...... Gis. 33% | Bright Market ........2......e.cccece 60 Yerkes & Plumb’s ............ dis. 40&10| Annealed Market ...........c.cceeeee 6 Mason’s Solid Cast Steel ...... 30c list 70|Coppered Market .................. -50&10 Tinned Market <0. onc coc cece ooo DO0G10 HINGES Coppered Spring Steel ............. wang Gate, Clark's I, 2, 3 ........... dis. 60&10| Barbed Fence, Galvanized ........... 2 85 POte Fei. cae cs - Gees ccc Waguc wee selec 50| Barbed Fence, Painted ............... 2 55 eee a eee baa dese wecus aes aac elas a WIRE GOODS guaiciaes Maesteg than Sage Ove Bright o.05.002 2.205. EE a 80-10 HOLLOW WARE Screw Eyes... CEI goca9 POOH ce cai we bee eececddecaneaa ache HORSE NAILS Gate Hooks and Byes ......... a 80-10 Alt SAQWlO 3. ccc cc ece cece ccccees Gis. 40810 WRENCHES HOUSE FURNISHING GOODS Stamped Tinware, new list .......... 10 Japanese Tinware eeersesoorer erence 0 Baxter’s Adjustable, Nickeled ..........80 Caen Genuine oo. 66.6. nc cen cic c cc eae Cee’s Patent Agricultural, Wrought. .76-10 ©} man, Superior, Stewpans % gal. fireproof, bail, per dosz...... 8% gal. fireproof, bail per dos........1 10 Jugs te Sal. Per GOR... 6061. 68 Ve wok per gee 6. ee - 51 Eto > eal. per gal 2... 8% SEALING WAX Per doz. Pontius, each stick in carton........ 40 LAMP BURNERS NO. :@ San... 23.25. a eee - 88 No. 1 Sun ....... ee se @& No. 2 Sun - & INO. 9 SOW occ ee 8 Tubular ....... : 60 Nutmeg eeeacacecace MASON FRUIT JARS With Porcelain Lined Caps : Per groga Pies ou. cee ee 4 45 Quits 2.6 o 5 80 SaNOnw oo ee 6 70 CBDS. = oo. eek Ck edecddeeeesecueeacaett Fruit Jars packed 1 dozen in box. LAMP CHIMNS&YS—Secends. Per box of 6 dos. Ancher Carton Chimneys Each chimney in corrugated tube No. 0, Crimp top....-...06c.cccacce..8 16 ING, 3) Crimp top -...4....... 8. 1 85 NO. 2 Crimp top... 652. 2 85 Fine Flint Giass in Cartons No. 0, Crimp top eUbaphbablopiea cps INO, FT, Crimp €6p 66s. cc ccs bbccc cau, No. 2 Crinip top yo. 55 c5cccec cso su @ 18 Lead Flint Glass in Cartons No. 0, Crimp top ....cccccccccccce 8 90 No. 4, Crimp tOp -...50..ccceconee $ No. 2, Crimp t6p ....cccccccccece Pearl Top in Cartens No. 1, wrapped and labeled .........4 60 No. 2, wrapped and labeled .......5 80 Rechester in Cartons No. 2 Fine Flint, 10 in. ws doz.).. No. 2, Fine Flint, 12 in. (31.86 dos. No. 2, Lead Flint, 10 in. (96¢ dos. Ne. 2, Lead Flint, 12 in. ($1.65 dos.) 3 78 Electric in Cartons No. 2, Lime (75e — Savcccccacecu@ & No. 2, Fine Flint, Gee) cccceed No. 2, Lead Flint, (95¢ dos.) .......6 6@ LaBastile No. 1, Sun Plain Top, ($1 dos.) ....6 7@ No. 2, Sun Plain Top, ($1.28 ae % : ee Cae 1 gal. tin cans with spout, dos..1 26 1 gal. galv. iron wth spout, per doz..1 60 2 gal. galv. iron with spout, per doz..2 50 3 gal. galv. iron with spout, per doz..3 50 5 gal. galv. iron with spout, per doz..4 50 3 gal. galy. iron with faucet, pe rdoz. 4 50 5 gal. galv. iron with faucet, per doz. 5 25 © gal Tilting Can@ 6 on cccc ccs eccecce 5 gal. galv. iron Na Sdedeaeue LANT&RNS No. 0 Tubular, side lift .............4 66 Ne. 2 Tubdler .1....:...<.. 2.2... -6 75 No. 15 Tubular, dash ..... Seacesccces@ 40 Ne. 2 Cold Biast Lantern vereseseas a No. 12 Tubular, side lamp ..... ececka @ No. 3 Street lamp, each ......,......8 &@ LANTERN GLOBES No. 0 Tub., cases 1 doz. each........ 55 No. 0 Tub., cases 2 doz. each ...... 5 55 No. 0 Tub., bbls. 5 doz. each, per bbl. 2 25 No. 0 Tub., Bull’s eye, casez 1 ds. e. 1 25 BEST WHITE COTTON WICKS Roll contains 32 yards in one piece. No. 0 % in. wide, per gross or roll. 28 - 1, % in. wide, per gross or roll. 38 No. 2, 1 in. wide, per gross or roll. 60 3, 1% in. wide, per gross or roll. 90 COUPON BOOKS 50 books, any denomination sasseud 6e 100 books, any denomination 500 books, any denomination 1000 books, any denomination eecene a 000288 00 Above quotations are for either Trades- Economic or Universal here 1,000 books are ordered at a time customers receive specially grades. 0| printed cover without extra charge. COUPON PASS BOOKS Can be made to represent any denem!- nation from $10 down. O BOOMM «5c .c 65 5e. ioe. avcuveuecs ae ec eceed oc cccceecccecccces 2D GOG HOOKS on. ec ci cee nce cccesccekh OO 1000 books CREDIT CHECKS 500, any one denomination ........23 00 1000, any one denomination ........3 0@ 2000, any one denomination ..........5 @@ Steel pun ee oeroe reverses oarseseonerse 3 MICHIGAN TRADESMAN The Growing of Geese a Profitable Occupation. When the conditions are favorable there is no form of utility poultry keeping that can be more confidently recommended than the rearing of goslings, and yet notwithstanding the manifold advantages possessed by this branch, there is none more neglected at the present time. My observations have extended both to the United States and to the con- tinent of Europe, and while there are certain European countries where the rearing of goslings is extensively carried on, yet, generally speaking, not one-fourth so much is attempted as should be the case. Not only is the breeding of geese very profitable on account of the economic value of the birds, but also because they cost so little to maintain, as after the first six weeks or two months they are able to support themselves, provid- ed they are given access to a good meadow. Geese are really grazing birds, and upon tolerably good pas- ture they require no extra feeding. It is sometimes stated that other classes of stock will not follow geese; this has never been my experience, un- less the land was overcrowded, in which case it would apply equally to any class of poultry. It is a fact, however, that geese quickly taint the soil, and it is therefore of the ut- most importance to carefully guard against this. It is of no use what- ever endeavoring to raise geese upon a small area of land; only those who have an abundance of space at their disposal should attempt this branch, as otherwise failure is almost certain to ensue. Upon waste or common land they thrive well, and there are thousands of acres in this and other countries, put to no practical use at the present time, that could support huge flocks of geese. Not only do the birds thrive well upon such land, but they very quickly have a bene- ficial effect upon the pasture. A strik- ing example of this came under my notice a little while ago. Upon a large farm in one of our Midland counties there were about thirty acres of extremely poor land, which neither paid to cultivate nor yet to cut fer grass, and the only use to which the land was ever put was as an occasional run for sheep. The farmer, who is a great believer in utility poultry, determined to do his utmost to improve this plot of land, and he stocked it heavily with geese for about six years, at the.end of which time he had converted a piece of valueless land into a tolerably good. pasture. What he did others can do also, and there are thousands of simi- lar plots which could be so im- proved. The trade in geese is divided into two distinct seasons, and at no other time of the year is there any great demand. The seasons are Christmas and Michaelmas. At the latter time the demand is considerably more limited, but at Christmas any quan- | birds can be disposed of. AAT AAI ATS tity of well prepared, well developed The prices procurable for geese are not quite so high as was formerly the case, the average figure for really good specimens being about 17@2o0 cents per pound; but at this price there is a good margin for profit, considering the fact that no other class of birds can be so cheaply or so easily rear- ed. It is difficult to determine ex- actly tow much of the price obtain- ed is profit, but a large goose raiser told me just before Christmas that under favorable conditions about 45 per cent. should be net gain. This is certainly a considerably higher percentage than that yielded by any other class of fowls, and looking at the matter from this standpoint the rearing and management of geese is one of the most lucrative branches of the poultry indusiry. The housing of geese is quite a simple matter, and elaborate or costly houses are unnecessary, although they must be well made and on no account drafty. Geese do not, of course, perch, but sleep upon. the ground, and thus a low house—one about 4 feet high—answers the pur- pose well. It should be made with a sliding shutter in front which dur- ing warm weather can remain open all night, as geese require an abun- dance of fresh air; when cooped up in close sheds they are not so heal- thy, and are much more liable to produce weak and delicate goslings. Upon many farms there is a shed or outbuilding which, with a little alter- ation, will make a fine house. The floor should be generously covered with litter; straw, dried leaves, brack- en, or some such material making the best covering. The ground itself should form the floor, as wood, ce- ment and bricks are all unsuitable. With geese more than with any other class of poultry is the cost of feeding important, owing to the fact that they require a large quantity of food to keep them in good condi- tion, and also because the prices for finished specimens have shown a re- duction during recent years. As al- ready stated, geese are grazing birds, and when -given access to a good meadow are well able to support themselves. During the time of year that the grass is growing they should be allowed full freedom, wandering about at will during the day, and re- turning at night for shelter. When such a plan as this can be followed they require very little extra food, with the result that the miller’s bill —the bane of the poultry keeper’s life—is greatly reduced. In fact the birds will thrive better entirely upon green stuff than upon meal or grain. In arable districts, where good pas- ture is at a premium, another mode of operation must be adopted. In this case many goose farmers are in the habit of growing green crops merely for the geese, one of the best being oats. When the blades are about 10 inches above the ground the geese are turned in, and will thrive excel- lently upon the succulent green food. In East Anglia, where so many geese are raised, it is customary to feed off roots by geese in the same man- ner as by sheep. I was recently as- sured by a large farmer that the . Ship Your Eggs to Egg Specialists We handle nothing but eggs; we study nothing but eggs; we think of ‘nothing but eggs; we give our whole time to eggs. That’s why our service is so good—why it is better than you can get elsewhere. THEN WHY NOT SHIP TO US? Stencils and cards furnished on application. L. 0. SNEDECOR & SON, Egg Receivers, 36 Harrison St., New York Established 1865. We honor sight drafts after exchange of references. SEED ‘All orders filled promptly.” We carry a full line of the best seeds that grow. ALFRED J. BROWN SEED CO.,.GRAND RAPIDS, MICh. OTTAWA AND LOUIS STREETS SPOTS OR FUTURES Canned Tomatoes Saginaw Noiseless Tip Matches Write or phone C. D. CRITTENDEN CO. 41=43 S. Market St. Grand Rapids, Mich. Butter, Eggs, Potatoes and Beans I am in the market all the time and will give you highest prices and quick returns. Send me all your shipments. R. HIRT, JR., DETROIT, MICH. WwW. C. Rea A. J. Witzig REA & 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, es Companies; Trade Papers and Hundreds of ppers Bstablished 1873 Butter We would like all the fresh, sweet dairy butter of medium quality you have to send. American Farm Products Co. Owosso, Mich. birds ate the roots as close to the ground as did the sheep, and—what was equally as important—manured the land just as well. While a pond or stream is by no means necessary to the geese, it is advantageous to allow them access to water in which they can swim. Unlike ducks, -however, this is not necessary to ensure fertile eggs, and the germs are equally strong with or without this advantage. It should be remembered that geese do not attain maturity until they are two years old, and the geese and the gander should not both be under this age. A year old bird should be mated with two year old geese, and vice versa. This will have a much better effect upon the goslings, making them hardier—more vigorous—and causing them to ultimately attain a greater size. Only unrelated stock birds should be used, and these only that are in perfect health. Young geese commence to lay about the middle of February or the beginning of March, and although it is not al- together advisable to breed from young stock, yet if early goslings are required it is necessary. Goslings from young birds do not grow so quickly as do those from older stock; but if the parents are well bred, and not at all weakly or small in size, they may be used without much fear. The eggs should be removed from the nest as laid, because if this is not done, so soon as the goose has laid about fifteen she will evince a desire to set; but if the eggs are systemati- cally taken away, she will probably lay thirty to forty. The eggs that are removed may be placed under hens, giving three or four to each, according to the size of the bird. For this purpose large sized birds should be chosen, and generally those of the Brahma type selected. The pe- riod of hatching is thirty days, and it is a good plan to occasionally sprinkle the eggs with tepid water during this time. The difficulty with goose eggs is that the inner mem- brane or skin becomes tough and thick, and as a result the gosling has difficulty in making its way out of the shell. It is found that if the eggs are sprinkled with tepid water immediately before the hen returns after she has been fed and watered, it will greatly facilitate the exit of the goslings. There is a saying in some parts of England: “There is no need to rear goslings; they rear themselves.” While this is, of course, an exaggera- tion, no class of poultry is so easy to rear as goslings. They require very little attention; they are hardy and strong; they grow quickly; and they very soon become independent and able to look after themselves. Un- like chickens, goslings require very little brooding, and at the end of a week or ten days they may be re- moved to a large roomy coop or small shed, and kept in flocks of about twenty or twenty-five. Dur- ing the first fortnight it is inadvisa- ble to allow them much freedom, as they are so liable to wander away from home and, becoming fatigued, to be unable to find their way back again. A run should be placed around the coop during this time, as a little exercise is beneficial. The coop must rest upon the ground, as a wooden floor almost invariably caus- €s cramp and leg weakness—about the only complaints from which gos- lings suffer. An abundance of shade is necessary for the successful rear- ing of goslings, and the coop, if pos- sible, should be placed under the lee of a hedge or wood; if no such place is available, some artificial shelter should be erected. The question of feeding during the first few weeks is of the greatest im- portance, and the aim should be to lay the foundation of a strong and large frame, upon which the flesh can afterwards be laid. The exact system of feeding followed varies greatly in different parts of the country, but the main point of importance is not so much the actual food supplied, but rather that it shall contain a goodly percentage of albuminoids, as these are necessary in order to build up a strong frame. Unless the birds are fed during the first few months upon nutritious foods, they will not attain so large a size, and consequently they will not prove so profitable. I think it pays, during the first day or two, to feed on hard boiled eggs, chopped up, mixed with biscuit meal or ground oats, and moistened with a little skimmilk or warm water. Many breeders never think it worth while to employ hard boiled eggs for goslings, but as they are exceeding- ly cheap during the spring months the cost is comparatively small. The skimmilk requires to be fresh, as if at all sour it has an injurious effect upon the goslings. It is a good plan, if the supply is plentiful, to provide it, rather than water, for drinking. After a couple of days the eggs may be discontinued, and the birds fed solely upon cooked foods, mixed into the consistency termed “crumbly moist.” It seems to be a very com- mon idea that geese do best upon sloppy foods, but this has not been my experience. I have always found that the birds thrive better and de- velop quicker upon fairly dry than upon wet foods, as they are liable, for one thing, to take more into their crops at once. A variety of foods may be supplied to the birds after the first few days, when the eggs have been discontinued, but it is of the utmest importance to re- member that cheap foods must, as far as possible, be employed, as geese are huge eaters, and will quickly con- sume all the profit if expensive foods are used. For this reason ground oats, although an excellent food, must be used sparingly, as its price prohibits its too liberal use. Barley and wheat meals are the chief ones employed, and, considering their feeding value and price, are excellent for the purpose. Wheat, too, is an- other good food, but it should be scalded, as it is too indigestible raw. It is a good plan to scald the wheat, and dry off with barley meal or mid- dlings, as this forms a good prepara- tion, one which the birds eat readily, and upon which they thrive well. When the birds are eight or ten weeks old they may be given whole grain, and wheat is especially useful for this purpose. Ground bones may be given in small quantities, as these MICHIGAN TRADESMAN assist in building up a strong frame upon which the flesh can afterwards be laid. Onions, also, are useful for rearing goslings, and if mixed small quantities with the food the goslings will derive great benefit, and will, moreover, eat their food with greater relish. in As soon as the corn is off, it is an excellent plan to allow the birds to run over the stubble, where they can pick up a lot of natural food In many parts of. the country it is common to send out a flock of gos- lings in charge of a boy, who takes them to a certain place to feed, looks after them all day, and brings them back at night. One lad can attend to a large number, so that the ques- tion of labor is only a small one. When they are treated in this man- ner all they require is a little meal in the morning and some corn after they have returned for the night. On wet days they should not be allowed out at all, but kept in the house and run. Goslings can be bought in the summer for 50 or 60 cents apiece and less; and if put on stubble, as already indicated, it will not be long be- fore they turn the scale at a dozen and more pounds, so it is easy to see that, after the expense of feeding and labor, there is a large margin left for profit. E. T. Brown. 89 Enough To Make Him Suspicious. Tom—Why did Fred break his en- gagement with Miss Peckem? George—Her father offered to lend him money to get married on. 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. W. J. NELSON Expert Auctioneer Closing out and reducing stocks of merchandise a specialty. Address 215 Butterworth Ave. Grand Rapids, Mich. CURED ... without... Chioroform, Knife or Pain Dr. Willard M. Burleson 103 Monroe St., Grand Rapids Booklet free on application Dairy Butter Get Our Prices Both Phones Stroup & Carmer All grades wanted. What have you to offer? Grand Rapids, Mich. ESTABLISHED 1876 FIELD Clover and Timothy Seeds SEEDS . All Kinds Grass Seeds. Orders will have prompt attention. MOSELEY BROS., wnotesate DEALERS AND SHIPPERS Office and Warehouse Second Ave. and Railroad. WOTH PHONES 1217 GRAND RAPIDS, MICH. What's the Matter With the Grand Rapids Market? Our average selling prices last week were: Live Chicks and Fowls 12Kc; Dressed 14%c; Veal 8c; Eggs 15c; Butter 18%c. Prompt Returns BRADFORD & CO., 7.N. Ionia St., Grand Rapids, Mich. (The New Commission House) “SHIP US,” Redland Navel Oranges We are sole agents and distributors of Golden Flower and Golden Gate Brands. The finest navel oranges grown in California. Sweet, heavy, juicy, well colored fancy pack. i A trial order will convince. THE VINKEMULDER COMPANY 14-16 Ottawa St. WE MAKE THEM Yk. WONOLM. Seals--Stamps--Stencils LZ PR ee a GRAND RAPIDS, MICH. 91 Griswold St Detroit MICHIGAN TRADESMAN Valae of Inspirational Letters To the Salesman. The salesman’s work is full of dis- couragement. Meeting constant re- buffs, he at times almost loses faith in the cause he is fighting for. He is away from home, friends and pleasurable associations. Speaking generally, he needs bracing. The sole exception is seen in those self-reliant natures which are their own tonic— who furnish themselves their own in- spiration. ever—very rare. showing that others have most disheartening opposition—and have through it all been successful. This all admits that circumstances are against the salesman—a tacit ad- mission of troubles—confirmation that he has a hard time. It admits the charge, but attempts to inspire the salesman to overcome the admitted conditions by getting him to work hard and faithfully ,despite them. Some inspirational matter attempts to minify troubles and difficulties by magnifying the superiority of condi- tions. Such letters emphasize what others are doing under the same con- ditions; why the line is a superior seller; what advantages the salesman has over competitors. It makes much use of comparative sales records. The star men—those at the head— furnish the inspiration as to what can be done. Those at the foot furnish a kind of reverse inspiration, from which the salesman frequently de- duces the self-applied consolation, “Well, other men are in hard luck also. They are having discourage- ments, and meeting them bravely, too, I am not singled out and having all the trouble.” No rules can be laid down for either the preparation or the use of inspira- tional letters. Only a man full of en- thusiasm himself—so filled with gin- ger—so saturated with faith in his proposition that he “runs over’—can get up a genuine ginger letter. Such men are rare. Personal letters rightly used are second only to impersonal inspiration- al matter, if judged by results. A man may be written impersonally— “written at”’—day after day and take no offense. Personal letters can not be used with such frequency. Be- cause of this only are they of second- ary value to less personal ginger let- ters. Greatest sales gains are made by keeping in the closest possible touch with the salesman, avoiding all sug- gestion of a desire on the part of the sales department to watch him or spy upon him. Nothing undermines the salesman’s work so much as the feel- ing that he is being checked up and “systematized” for the purpose of tripping him up, instead of helping him. Helpful suggestions and friend- ly intercourse are the keynotes of per- i sonal correspondence with the sales- man. This friendliness of the home office in letters, sent with just the right frequency, causes the salesmaa to co-operate more and more with the house organization in his work. This not only binds the salesman closer in a friendly way, but in many prac- tical ways as well. It makes possi- ble an immediate change of front on | The force | ‘al letters—occur the following sub- the part of the sales force. becomes governable; pliable; a new policy, no matter what it is, can be carried out with the smallest possi- | ble amount of friction in the field. A personal letter to the s should, first of all, be persona should commend him for ihe has done—and done well. Some Such men are rare, how- | Le ey ee pe ae {particularly good sale—some brilliant 3 gece _|coup, not merely some large One theory of inspiration is that of | been in} hard lines—subjected to apparently | insuperable conditions—have met the | portunity. orcer, for that may have been won by a fluke, something to be recognized as the salesman’s own—offers this he does particularly well, and which he is particularly fitted to do well. It | not only increases his special efficien- |" cy, but his general efficiency as well, | 1 when this is recognized and he is | ‘'*™! strongly commended for it. There are many occasions ma. Then, too, nearly every | $U4*) |man on the road has something which | '°° which | come up calling for an explanatory | personal letter to the salesman. Per- } haps the most common illustration of | this is a letter notifying a salesman of a ruling of the credit department which turns down a large order. Aside from the curt official letter of the credit man stating that So-and- So’s account has been cut down, or refused, the sales department should see to it that the salesman receives a personal letter of explanation. While it is the aim of every large organization to have the closest co- operation between the salesman and the credit department, yet there never was, nor never will be, what may be called close co-operation. The sales- man who gets a large order does not feel that he is called upon to explaia to the house many of the conditions which make the account particularly good. If the order is turned down by the credit départment—if credit is refused—there is either a very good reason, or only an arbitrary ruling for such course. In case there is a good reason the salesman should be noti- fied of it in a tactful personal letter: one at which a fair man can take no offense. If there is no good reason there is great danger of decreasing the efficiency of the salesman, if he is not written as to the cause which brought about the credit man’s rul- ing—the supposed reason why the order did not go through. This far letters to the dealer have not been taken up. The dealer stands in a peculiar relationship to the sales department because of the salesman. The slightest inaccuracy—the small- est slip in failing to properly back up the salesman in any of his state- ments—reacts against the sales de- partment and the house. It engen- ders trouble with the dealer and with the salesman. The former could be overlooked—the dealer can be placat- ed—the latter is bound to be disas- trous—the salesman never forgets “intrusion” or “interference.” “Cau- tion,” therefore, is here the watch- wotd for the sales department cor- respondent. The classes of sales department correspondence to the dealer are the same as those of salesman’s letters already treated: 1. Informational letters. 2. Inspirational letters. 3. Personal letters. Under the first class—information- divisions: 2. + prospects and hr prospects aivG bby | territory. he line comes n not be kept juality of the his informa- ices he has Extent, the ex- 1) pnt upon the size of t O y place. Price is one of the standard factors, and s and other matter covering ice, especially in those lines where are daily or weekly changes, furnish a large part of the informa- ional matter going direct to the After the interest which the dealer has in the line itself, logically comes the interest which he has in the house from which he buys. The facilities of the house, the sales department, and the salesmen as well, furnish in- formational matter of great value. This information, backing up and placing in permanent form the sales- man’s suggestions, tends to anchor the dealer to the house. The dealer may or may not be pro- gressive enough to appreciate informa- tional correspondence covering sales methods. Be that as it may, the house must sow the seed, trusting that a part at least will fall upon fertile soil. Even an occasional letter to the deal- er’s list, with practical selling meth- ods, is bound to increase sales some- times, if not immediately. Persistence will get results. In some businesses the advertising sales department can prepare plans which are so nearly automatic that the dealer has but to go through a certain routine to effect sales. Then correspondence covering these _ sys- tems becomes most important. The final head under dealers’ cor- respondence is that of personal let- ters. Here the house can often find an opportunity to permanently secure the good will of the dealer. If the retailer asks for some information outside the regular routine of busi- ness, and he gets a curt or unsatis- factory reply the chances are that sales will show a most disproportion- ate shrinkage for the oversight. If, on the other hand, he gets a cour- teous personal letter, fully answering his enquiry and requesting him to re- fer to the house at any time—all this comprehensive, courteous and _help- ful—he feels that he has the house back of him—his willing helper—at all times. This concludes the first broad head, that of getting information to the salesman or dealer. Getting information from the sales- man or dealer—this to be arranged, codified and distributed—is the sec- ond broad head of sales department correspondence. Information gained by the house will be drawn from general and spe- cial sources. Newspaper and news bureaus and reporting agencies em- brace the general sources from which information of this kind can be drawn. There are certain daily pa- pers, for instance, which make a spe- cialty of reporting new firms going into business, and changes in the af- fairs of old firms, together with va- rious other such items as may be of interest to the trade. The trade pa- pers—particularly in those lines where When you see a travel- er hustling extra hard make up your mind his object is to reach Grand Rapids by Saturday night. Sunday passes quickly at Hotel Livingston address this office. regard to line, location or territory. One Hundred Dollars in Gold The Michigan Tradesman Proposes to distribute $100 among the traveling men who secure the most new subscriptions for the Michigan Tradesman during the present calendar year, as follows: $50 For the Largest List $25 For the Second Largest List $15 For the Third Largest List $10 For the Fourth Largest List Subscriptions must be taken on the regular order blanks of the company, accompanied by a remittance of not less than $2 in éach case. For full particulars regarding this contest and a full supply of order blanks This contest is open to all traveling salesmen, without MICHIGAN TRADESMAN 41 periodicals are issued weekly or oft- ener—furnish a great deal of specific trade information. What is fully as important, the trade journal is in touch with broader conditions, if possible, than any individual house, and can sense the buying and selling conditions just that much better. Reporting agencies keep careful note of all changes which in any way affect the trade, but most of this in- formation affects credits alone. Such information as the salesman can use may be carefully collated, and placed in letter form for him. Sources at all times immediately available for information for the sales department correspondent are the in- side organization—the home depart- ment—and the outside organization— the traveling force. The first source —the house—may or may not be able to furnish an appreciable amount of good matter. Collected by systematic methods by which each house em- ploye turns in any information that will be of service to the sales depart- ment, more or Isss information of value may be obtained. But it is from the traveling force that the best and most information bearing on sales is to be had. In getting this information the sales de- partment constantly has to combat the disinclination of the salesman to furnish full reports, particularly in letter form. It is in only a few lines that the trade is in close enough communica- tion with the sales department to re- port information which may be of service. Too often this information is inexact and not to be depended up- on—in fact, is entirely unreliable be- cause of this inaccuracy. Where in- formation can be secured and can be relied upon, the trade furnishes a valuable means of obtaining reports. —B. C. Bean in Salesmanship. ———_—_.-.>—__—_ Dozens of letters have gone for- ward to Washington from public of- ficials of Michigan and men in high social and business positions, protest- ing against the presence of Sheridan F. Master in Lansing as a paid lobby- ist against the repeal of the Baillie limited liability law. These letters have naturally been referred to Sena- tor Burrows, who was_ responsible for the appointment of Master as Sur- veyor of Customs at the port of Grand Rapids, and in every case they have been smothered, probably at the behest of the railway official who is responsible for Master’s presence in Lansing. If Senator Burrows ever seeks a re-election to the United States Senate he need hardly expect to receive the hearty co-operation of the traveling men of Michigan, who have a way of remembering public officials who permit themselves to be made the. servile tools of the cor- porations and prove recreant to the trust reposed in them by the people. —_——#e-2a———_—"—_ A Detroit correspondent writes as follows: P. T. Walsh, who was seri- ously injured in a railroad wreck near Lexington, Ky., several weeks ago, is still suffering from painful hurts about his head and shoulders and will car- ry some of the scars as long as he lives. His friends are glad enough to know that he will be able to be among them again. Five Thousand Dollars in Death Ben- efits, Jackson, June 3—The Board of Di- rectors, Michigan Knights of the Grip, held a meeting at the office of the Secretary in this city June 1. The meeting was called to order by President Frank N. Mosher, of Port Huron. All the members were present except A. A. Weeks, of Grand Rapids. Communications were read as fol- lows: A. A. Weeks, regretting his inabil- ity to be present at the Board meet- ing; Mrs. C. J. Lewis, of Flint, ex- pressing her appreciation of the kind sympathy at the time of the death of her husband, C. J. Lewis; Gov. War- ner, which was read with interest; Mrs. Josselyn, of Grand Rapids; Geo. Cain, of Imlay City; Mr. Bache, of Sebewaing; H. M. Atwood, of Big Rapids; J. S. Dunn, of Port Huron; Orlando Fox, of Toledo, which were ordered placed on file. The President’s report was listened to with a great deal of interest. You could see the spirit of concern for the welfare of our organization and the promoting of membership running all through his report,, showing 137 new members in the past 134 days. Communications to the Vice-Pres- idents and replies to the same were read with a good deal of interest. Secretary Day reported the follow- ing receipts: Heath fund isso seuss. $3,810 00 General fund 26000 os, 95 50 Honorary membership fees . 37 00 Wotal 2 2 ee $3,942 50 Treasurer Kelly reported a balance on hand of $2,409.06 after making the following disbursements: Death tind (25 ces sy $2,575 00 General fund.) oye, 301 51 Employment fund 59 00 Promotion fund 100 00 Moved and supported that the Sec- retary get out a financial report and mail to the members with each as- sessment; also send out a yearly re- port with the first assessment follow- ing the annual meeting. Carried. Vice-President F. A. Aldrich (sec- ond district) reported bright pros- pects and an addition of four new members since the last Board meet- ing, March 16. Vice-President G. L. Grant (eighth district) reported that the coming convention, to be held in Saginaw August 23 and 24, seemed to be put- ting new life and ginger into the boys of Post F. Everybody seems to be getting busy. Reported thirty-one new members since Jan. 19. He also reported the coming convention to be the event of the season for Saginaw and expects every member to be pres- ent, even if he has to walk. Vice-President F. E. Minne (sev- enth district) reported very bright prospects or his district. Post H has added five new members since March 16.. He also reported that Post L, of Lapeer, is having a nice increase in membership. A very welcome and pleasing re- port was received from W. G. Ta- pert, Sault Ste. Marie (twelfth dis- trict), who sent in eight applications. He has aroused new enthusiasm, or- ganized a new Post and will be able to make a full report of the new or- ganization in a few days. This Post is to be known as Post S. It was moved and supported that we tender to the Vice-Presidents a vote of thanks for the good work done in their districts. Carried. The State Fair Committee reported progress and asked further time, which was granted. An assessment was levied July 1 to close July 31, to be known as as- sessment No. 3 for 1907. The following death claims were allowed and warrants ordered drawn to pay the same: Caroline Stevens, claim of Charles L. Stevens. Anna M. Blackall, claim of J. Ed- ward Blackall. Hattie E. Griswold, claim of R. M. Griswold. Louise G. Lewis, claim of Charles J. Lewis. Anna D. Kenyon, claim of Henry Y. Kenyon. Eugenie S. Rowe, claim of Edward F. Rowe. Edna L. Latta, claim of €. C. Latta. Rose A. Clark, claim of Boyd Clark. Mary J. Marsh, claim of Robt. J. Marsh. Sue F. Patterson, claim of J. L. Patterson. The following bills were allowed and orders drawn to pay the same: Tradesman Company, for cer- CHGAteS $ 18 00 Acorn Press, printime ........ 71 62 David Forbes, grip tags ..... 45 00 J. J. Frost, chairman Legisla- tive’ Commaittes ©0205. 0... 12 00 J. D. Robinson, chairman Ho- tel Committee .0..0........ 6 53 Acorn Press, printing ....... 24 76 Secretary for stamps ........- 50 00 Expense of Board meeting ... 51 02 Dectctary Ss Salany 2. ........ 197 13 (Preasures’s' Salary ..05....... 78 85 Sundries for Secretary ....... 4 48 The following resolutions on the death of Brother C. J. Lewis were adopted: Whereas—It has seemed best that our brother and Past Secretary, C. J. Lewis, should have made his last trip; and Whereas—The Michigan Knights of the Grip have lost a_ steadfast friend and an energetic worker; there- fore be it Resolved—That the members. of the Board of Directors, on behalf of our Association, express their deepest sorrow at his death and their high- est esteem for his manly character, and tender their sincerest sympathy to his bereaved wife; and be _ it further Resolved—That a copy of this res- olution be spread on the records of our Association and that a copy be sent to Mrs. Lewis. A. A. Weeks, H. P. Goppelt. The Board then adjourned to meet in Saginaw Thursday, August 22. F. L. Day, Sec’y. ——_~- >—__. Harvey E. Skillman, who has cov- ered Southern Michigan for the Geo. H. Reeder Co. for three years, has engaged to cover Eastern Michigan for the Thomas Briggs Shoe Co., of Toledo. News and Gossip About Detroit Boys. Detroit, June 4—The traveling men of Detroit are getting together for the . annual convention at Saginaw, June 7 and 8. Detroit Council and Cadillac Council, United Commercial Travel- ers, have joined hands to make the trip a success and expect to take 100 people to Saginaw. They have se- cured a rate of one fare for the round trip. The train leaves the Union station at 8:30 Friday morning. Both Councils of United Commer- cial Travelers are doing well and have initiated about Ioo new members since January 1. Each meeting seems bet- ter than the last. Cadillac Council held a smoker for all traveling men in this city on Sat- urday evening, May 25. There were 700 invitations sent out and the re- sult was nine new members on Satur- day night. The boys of Cadillac Council are getting their baseball team in line for the game with Grand _ Rapids on June 7 at Saginaw, and if they play ball as good as they talk there will be nothing to it. Grand Coun- selor Howarn says that if they had time he would try and get a game with the Chicago American League team for practice, as they would be more in that class. Prizes have been offered to the man making the first run and the first home run. Brother Shrom, of Erie Council, who, by the way, is living in this city and ex- pects to become a member of Cadil- lac Council, has offered to each mem- ber of the team one dozen of each of the package goods he sells if they win the game. Our old friend and brother, John McLean, has been under the weather for some time, but is out again and says he is as good as ever. We are glad to have him with us again. Brother P. T. Walsh has got home from Lexington, where ‘ie met with a severe accident and nearly lost his life. He is improving fast and says that a man does not know the bene- fits of the traveling men’s associa- tions until he meets with a severe ac- cident or a severe sickness. Then he finds out he has friends. Every traveling man in Michigan should be a member of one or both the Michigan Knights. of the Grip or the United Commercial Travelers. They do not conflict and both are the best things for traveling men _ in America. Cadillac Council is getting in some good young hustlers and the other Councils of the State will have to keep going or get left in the race for supremacy and numbers of members. Post C, Michigan Knights of the Grip, will hold a meeting at the Griswold House Saturday evening, June 15, to make preparations to go to Saginaw in August to the annual convention. PP. B. Oo. ——_.-2.-.—___. Couldn’t Eat Candles. Mamma—Now, as this is your fifth birthday, Robert, would you like to ‘have a pretty cake with five candles in it? Robert—Well—I guess I’d rather have five cakes and one candle. a They who grow in grace will grow more gracious. surely 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, c Michigan State Pharmaceutical Associa- on. President—John LL. Wallace, Kalama- 00. First Vice-President—G. W. Stevens, Detroit. Second Vice-President—Frank L. Shil- Mey, Reading. hird Vice-President—Owen Raymo, Wayne. Secretary—E. E. Calkins, Ann Arbor. Treasurer—H. G. Spring, Unionville. Executive Committee—J. O. Schlotter- » Ann Arbor; F. N. Maus, Kalama- 200; John S. Bennett, Lansing; Minor E. Keyes, Detroit; J. E. Way, Jackson. Efficiency of Digitalis Preparations. Although digitalis is one of our most valuable and widely used drugs, its administration is accompanied by sO Many uncertainties that it has fall- en greatly in medical estimation and substitutes and derivatives without number have been brought forward to take the place of the older prepa- rations. Lowy, a well-known Aus- trian pharmacologist, studied the ef- fects of the infusion on frogs by in- jecting the same into the lymph sacs in the legs and then determining the time at which systolic contractions ceased. In order to study the influ- ence of the constituents of the gas- tric juice on the efficiency of the infu- sion, pepsin and hydrochloric acid were added to the latter. It was shown that the strength of the infu- sion distinctly declined when hydro- chloric acid was added in the propor- tion found in the gastric secretions, while the effect of pepsin was compar- atively unimportant. A solution of strophanthus on the other hand was not at all affected by even stronger solutions of the acid. It was also found that at the ordinary room tem-| peratures an infusion of digitalis lost about half of its original efficiency within twenty-four hours. This is ap- parently due to the presence of an organic acid which is developed dur- ing this time, and it may in most cases be inhibited by neutralizing the fluid. This record simply furnishes another instance of the necessity of preparing infusions of digitalis fresh for every prescription and points also to the need of an addition of soda so- lution in order to neutralize the infu- sion and-prevent, if possible, tht changes already alluded to. In gen- eral it is better to use the active principle of a drug, when it can be obtained in stable form and in definite strength, but in the case of digitalis many practitioners believe an effect can be obtained from the use of an infusion of the entire drug which it is impossible to produce with digitalin or others of the active principle prep- arations. ——~>-.-e—_—__ Effect of Alcohol on Ferments. Dr. Torald Sollman, in an interest- ing paper on “Some Facts About the Digestive Ferments,” states that a short contact with alcohol does not appear to be injurious to most fer- ments, since one of the ordinary methods of purifying the crude fer- ments consists in their precipitation by alcohol. Prolonged contact with alcohol, however, even when quite di- lute, causes a gradual destruction. This deterioration is a rather slow process, especially with pepsin, _-s0 that there may be no great objection to prescribing a freshly made wine or elixir of pepsin when it is to be used in a few days. The proprietary prep- arations, however, are generally made a long time before they are ad:ninis- tered, and their activity must be very unreliable. As a matter of fact, the preparations of this class examined by the Council proved quite worth- less from the digestive standpoint, and the popularity of certain proprie- tary compounds must be attributed solely to their seductive taste and appearance. Dr. Sollman also states that the only liquid medium in which they can be preserved for any length of time is glycerin. Dry preparations be- gin at once with their action. The question is as to the activity of fer- ments, artificially introduced by the mouth, in the alimentary canal. Pep- sin may be thus effective to some extent in the stomach, and while the distaste of the saliva, thoroughly mixed with the food, has a good chance to exert its action there, the artificially introduced dose, having but a small surface to act on, can do but little good. The same is true of trypsin, although it may be furth- er doubted whether the alkalinity of the stomach is ever high enough for the effective action of trypsin. If they are to act, it is necessary that they should escape destruction in the stom- ach and pass into the intestine, and the chances of this, considering the time the food remains in the stomach, ate very slight. ——— Po The Drug Market. Opium-—Is fairly steady changed price. Morphine—Is unchanged. Quinine—Is weak and tending low- er, and a decline is looked for the latter part of this week. Aloin—Has been advanced on ac- count of higher price for aloes. Cod Liver Oil, Norwegian—Is tend- ing lower. Glycerine—Is very firm and tend- ing higher. Strychnine—Is very firm and tend- ing higher on account of higher price for nux vomica. Balsam Copaiba—Is in better sup- ply and lower. Balsam Peru—Is steadily ing on account of scarcity. Canary Seed—TIs very firm and ad- vancing. Linseed Oil—Has advanced. ————>--2-~———___ Profitable Formulary Investment. A live Dubuque druggist recently bought thirty-three copies of the Na- tional Formulary and distributed them among his physician patrons. Accord- ing to N. A. R. D. Notes that invest- ment was one of the best he had ever made. He got his money back in in- creased profits on his _ prescription business inside of a month. Why not follow the Dubuque brother’s splendid example? - —_———-2s-e-o Every occasion for pessimism is a call to improvement. at un- advanc- Post-Card Advertising. There is no town so small or re- mote that it has not felt the touch of the post-card craze. Have you ever tried to use post-cards as an adver- tising medium? Of course you sell them. Well, in the first place, unless you sell one kind that has a good cut of your store on it, you are los- ing a chance to get people to pay you money for the privilege of advertising you. A post-card of your own block will always sell. Then, further, you can use cards of various sorts to ad- vertise your specialties. Take plain cards, even the Government postal cards, and send them out with bright, catchy advertisements on them, or take local-view cards with some space left for printing and have them print- ed with announcements of candy or soda water. You can advertise your fountain well in this way. Cigars can be advertised so, sending them to the smokers of the town with a little typewritten note calling attention to some new brand. The expense of such advertising is small, with the results large in proportion.—Spatula. . Se a The Best Advertising. The best advertising is the simple advertising. Long, involved compli- cated advertisements may sell some goods, but they do it in spite of their obvious disadvantages. The adver- tisement that does the business is the one that names the goods, their qual- ity and their price. Put above such an advertisement a headline that will attract the attention of the people interested in those goods, and the sale is half made. In making the simple advertisement do the best work, re- member that an odd price will always help. A headline that is catchy gets the attention of the most people. The better the quality and characteristics of the goods are described, and the less words used, the more easily will people be made to want the goods, and making people want the goods is the next thing to selling. >> Chicago Is Overcoming the Cocaine Evil. A determined effort to stamp out the sale of cocaine by drug stores to victims of the habit in Chicago has been at last crowned with success. The Illinois Pharmaceutical Associa- tion and Board of Pharmacy, aided by certain public-spirited citizens and prosecuting officers, have been mak- ing an up-hill fight against certain unsavory drug stores for years, un- til the advent of the new municipal court system put an end to the dis- reputable lawyer tactics of the old justice courts. Cases in the municipal court against the chief offenders were decided quickly in favor of the pros- ecution, with the result that the most notorious of them all, a drug store in the heart of the red-light district, was forced to close its door for lack of business. _oa> Clerk Dispenses Lysol for Laxoi. A drug clerk employed in a Seventh avenue store in New York, has been arrested on the technical charge of being a suspicious person, He had received a prescription call- ing for “laxol,” a proprietary often given to children, but unfortunately dispensed, through some error, “ly- sol,” a preparation said to contain about 50 per cent. of cresols, which is used for external purposes. The pre- scription read: Use as directed, and this the clerk put on the label, also marking it poison. The customer ap- parently could not read English, for he gave his baby a teaspoonful of the lysol, with disastrous results. ———_—e 2-2. New Chewing Gum Swindle. Philadelphia police have been noti- fied to be on the lockout for an al- leged chewing gum salesman who has been operating in Manayunk and other sections of the city. This sharp- er has been disposing of cases of his stock, selling 2,co0 pieces of gum for $5, promising to give with each order, free of cost, an automatic vend- ing machine. This was to be deliv- ered later, but not one has ever been received. The supposed chewing gum has turned out to be nothing but soap or paraffine flavored with peppermint. > Powdered Glass to Cleanse Mortars. According to the Apotheker Zei- tung, powdered glass will be found useful in cleansing porcelain mortars. The powder should be covered with water and actively triturated. It may also be utilized to frost a glass mor- tar, if the powdered glass is a hard- er glass than the mortar. This is a much cheaper procedure than the us- ual method of frosting with ammo- nium fluoride. ———_.-~--. Worse Than School. “Tommy,” said the teacher, “you are a very good boy. You haven't missed a day at school this term. You never play sick on school days, I know.” “No, ma’am,” returned Tommy. “I never did that but once, and I’ll never do it again, because while I ain’t very fond of school, I like it a great sight better than I do caster oil.” —>. Test for Waterglass in Soap. Cut up the soap and dissolve in al- cohol. Wash the insoluble residue on a filter with warm alcohol, and dry. Heat with a strong solution of caustic soda, filter, acidify with hydrochloric acid and then add ammonia until the reaction is again alkaline. The silicic acid will thus be precipitated. A. Hussein. +2 Effective Silent Salesman. Show cards for windows and inside are a fine form of silent salesmen. Make them brief, terse and pointed. Print them plainly, to be read at 1 giance. Some Christians faithfully obey the injunction to watch; but they wear out their eyes watching for faults in their neighbors. FIREWORKS Celebration Goods Most complete line in ‘Michigan We admit doing the jieading trade in this line. Dealers who place their orders early will get the goods at present prices. Manufacturers will advance soon. Re- serve your orders for our travelers, who will call soon with a complete line of samples. FRED BRUNDAGE Wholesale Drugs and Stationery 32-34 Western Ave. | Muskegon, Mich. MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Advanced— Acidum Opdiba ......... 1 75@1 85 Acetioum ....... 6@ 8|Cubebae ......._. 1 35@1 40 Benzoicum, Ger.. 70@ 15 / Evechthitos ....1 00@1 10 Boracic ......... @ 117| Erigeron ---1 00@1 16 CarBelicum ..... ne 7 or heria ao 50@4 ° RETICUM (66 coco es’ eranium ..... a drochior gaa 6 3@ 5 | Gossippii Sem cal 0@ 1 CUM <..0.5- 8@ 10|Hedeoma ........ 5 50@6 00 ~ mt 14@ 15] Junipera 40@1 206 um ........ 14@ 15|Junipera ........ eee dil. @ 16|Lavendula ....... 90@3 60 Salicylicum 4@ 47|Limons .......... 2 20@2 40 uricum .... entha Piper ...2 25@2 Sulph 14@ 6 | Mentha Pi 2 25@2 40 Tannicum ......... 7 85 | Mentha Verid ...3 50@3 60 Tartaricum ..... 88@ 40/Morrhuae gal 1 60@1 85 Parente Myricia ......... 3 00@3 50 mee 8 Sree: ae 20 deg.”... cis Liquida ... —_ aah -- 18@ 165] Picis Liquida gal 35 Carbonas Chioridum ...... 12@ 14] Ricina ........... 1 06@1 10 Aniline Rosmarini ...... 1 00 Bigak ..o. ee ss 00@2 25 _-. Dee cre 5 e 6 - ac ea pects 80@1 00} Succini .......... — Ceo ia es 46@ 50/ Sabina .......... 90 1 00 Vellow 2........; 2 50@3 00 7 sila e oie ny 4 83 assafras ........ Baccae Sinapis, ess, oz. @ oo oe — is a ee a 19@1 a0 ae -t. seman nce $0@ %l chyme, opt |... mgt le Copaiba ..--.--.1 20@1 30] THeObromas .... 16 rhage aaa 2 50@2 60 4 Potassium Terabin, Canada 60@ 65 Bi-Carb Sec. ies 4g Tolutan 40@ 45] Bichromate ..... tg 15 oo poe Bromide ans 25 ig STD ce, meee, Canadian. a Chlorate ..... po. a 4 Was ae 18 Crate foe 34 ca Buonymus atro.. a Potassa, Bitart pr 30 32 Myrica Cerifera ip | Potass Nitras opt 7 10 Prunus Virginl.. iz | Potass Nitras ... a 8 uillaia, gr’d .. o4|Prussiate ...... 23@ 26 aa + Po 2 3¢| Sulphate po ..... 15@ 18 De cue al i. Extractum MOAtiE ZA 25 aiycyrrhiza Gla. 24@ 30] Aithae 2... 80@ 8B Glycyrrhiza, pu. ie - Anchusa ........ 10@ 12/R Hacmator, io. 13@ 14 QipM PO 204 s Haematox, %s... ue 5 Gentiana po i5. 15 Haematox, 4s 16@ Glychrrhiza pv 16 16g 18 : Ferru — is | Hydrastis, Canada 1 90 Jgeee ack aue 200 Hydrastis, oo ea ellebore : 25 bl 55 : : Portorpanisiae 8 40 —— es 5002 $0 Solut. Chloride .. ltris plox ....... 85@ 46 Sulphate, com’! . 2 | Jalapa, ot ae 2%@ 30 Sulphate. com’ by a Maranta, \%s . 35 ace er : 70 Podophyllum po. 1g 1s Sulphate, pur “Uther 2. 5@* 1 Flora Rhel, CUE 8... 1 90@1 25 aveies tcl. {h@ 18] Rhei. pv ........ 754 i 00 4nthemis ........ 40@ 50] Spigella ......... 5@1 50 Tia 2... 80@ 3865] Sanuginari, po 18 @ 15 — Sérpentaria 30 55 Barosma ico 40@ 45|Senega ... "8 ig . assia Acutifol, Fi ae of’ s 26 Tinnevelly .... 165@ 20 cai a 90 5 Cassia, Acutifol. 25@ 30 Souanincienes . . Salvia officinalis. val tae En 35 5 d ts .. 18@ 20| Vale g.- en on s@ 10 Walerians. Ger. .. 15@ = oreo gee z Zingiber a ...... f agp @ 6 Zingiber j ....... 22@ 25 ia eee Ol ot Olen eacia, 8rd pkd.. g = Apicm (gravel’s) 18@ 15 Aeacla, «we & Bird, te... 2 8 : Ge aru ao 1 ..... Aloe Barb ........38@ 25) +>- Steel Cut, 100 tb. ‘sks. 2 80 Seymour, Round ..... 6 |100-125 25tb. boxes. ; Seer ones dPenseeeesbpe Gooseberries Monarch, bbl. ........- 5 35|N. , Square ...... 6 | 90-100 25Ib. boxes..@ 4% Se os ca asec ceases : Standard ...:........-. Monarch, 90 tb. sacks 2 55 80- 90 25ID. -e 5% RI bo son ve ws sco sbes Hominy —— ABS N. B. Le 5tb. oe oa - 85 4 30 60- 70 25%. boxes..@ vs, : Standard ............ Quaker, 20-5 ........ Select Soda so. 60 Sie tomes ae MA ccc se nctbvecensn con Lobster Cracked Wheat 40- 50 251b. boxes..@ 8% bgeubiee seas ae : — ee 5 251b: ginoxes.. ‘6 o€ TMMRO aon se sconce ccet ; : cet ye. cae ae ao v sieges tana ina OR om pikced 450/N. BC: Square Salted 6 Cit, Cee aie Vinegar eeresetese eeeee 9 Mustard, 1 © se esees 2 Columbia. 25 2 pts.. 2 60 Patt, Shell BO a Byes apa 7% OTBiCAn 2 «sss See Mustard, 2b. ....-..- 1 gy | Snider’s quarts .......3 25 Sweet Goods. Currants w Soused, 1% ee ee 3 90| Sniders pints .|......2 25 Boxes and cans|tmp'a 1 th pic. @9 Wicking ee reseeeseessecs : ——— 4 sesee pee “3 80 Snider’s pints seeee 1 30 eee. ak sd ate : . Imported bulk @ 9 Wapeler Pager... Tomato, 2b |. ...... 2 80 CHEESE Atlantic, Assorted ....-10 — 8 nt wees @18% | Cartwh ashes dnntgs = Mushrooms i 14% | Currant Fruit .........10 |Lemon American ......14 Cak Y 0 Gotten ll Mee eee Bk stereererees-J6 ‘Orange Amerionn .....15 : i SRA ARNETTE S EERE SEI SESE RR ST UNSERE - een nnn Raisins London Layers, 8 er London Layers, 4 cr Cluster, 5 crown Loose Muscatels, 2 er Loose Muscatels, 3 cr Loose Muscatels, 4 er 10 was Muscatels, 4 er. 10 M. Seeded, 1 tb. 114%@12 Sultans s bulk Sultanas, package @ 916 FARINACEOUS GOODS Beans Dried Lima ....... 6 Med. Hd Pied 072 2: “2 00 Brown oe cs cncus 2 26 na 24 1t. packages ...... 1 7% Bulk, per ao SOM. 44. 8 00 Hominy Flake, 50%. sack ......1 00 Pearl. 200%. sack «2-8 70 Pearl, 100%. sack ... 3 85 Maccaron! and Vermiceliti Domestic, 10ID. X... 60 Imported, 25%. box...2 50 Pearl Barley Common See pays eo ae 3 50 Chester 2 ees 3 50 Rinpire yo ae 3 75 Peas Green, Wisconsin, _ 1 65 eet Sess bu.. a3 Spl Th 6 04 Sago Mast: India.) ook 7 German, sacks ...... 4 German, broken pkg.. Tapioca Flake, 110 tb. sacks +2-.T% Pearl, 130 tb. sacks . 1 Pearl, 24 th. pkgs. ...... 1% FLAVORING EXTRACTS Foote @& Jenks Coleman’s Van. Ler. 2 oz. Panel ...... 1 20 15 3 oz. Taper -200 150 No. 4 Rich. Blake 2 00 1 50 Jennings D. C. Brand. Terpeneless Ext. Lemon z. Mo.°2 Panel. 2,.05 70: 75 NG. £ Panel 620.00. -1 50 No. 6 Panel ........ -.-2 00 Taper Panel ..........1 50 2 oz. Full Meas. .......1 20 4 oz. Full Meas. .......2 25 Jennings D C Brand Extract Vanilla Doz. No. : Panel ....:.. covek 20 No. 4 Panel ....... eoeed 00 No. 6 Panel ...... oeee ed OO Taper Panel ....... sore 00 1 oz. Full Meas. ...... 85 2 oz. Full Meas. -e-l 60 4 oz, Full Meas. ......3 00 ,| No. 2 Assorted Flavors 1 00 GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 19% GRAINS ao. FLOUR ea Ww No. a. Ree ckaees 5 79 No. TO cha ws 80 wee Wheat Fiour Local Brands Patents) 2S 5 35 Second Patents ....... -5 15 Siraight ooo. 4 75 Secon’ Straight ..... . 4 55 IRAP og i -4 00 Subject to usual cash dis- count. Flour in barrels, 2§c per barrel additional. Worden Grocer Co.'s mans Quaker, paper 5 0 Quaker, cloth Wykes & Co. MCHOSG oc ee 9 Kansas Hard Wheat aveaaa Judson Grocer Fanchon, %s cloth. "6 10 Grand Rapids Grain a Mill- ing Co. Brands. Wizard, assorted ...... 4 15 Graham ........... ae ame Buckwheat ........-... 5 00 RYO. cia el: Fi -3 85 Sprin Wheat F om Roy taker’ "ss Golden Horn, aa 5 3d Golden Horn, baker’s..5 45 Calumet: oe. 5 30 Wisconsin Rye ....... 4 65 Judson Grocer Co.'s _— «| Ceresota, 34s ....526.. 6 50 Ceresota, Mae Se 40 Ceresota, aS eles 6 30 Lemon & Wheeler’s mrand Wingold, s ous Wise soe 61 Wineold, Ws a... less. 6 03 bee ir Ue eee ays 5 95 as Brand Best, ere ClOEN: oo 5 60 Best, 4s cloth ........ 5 50 Best, %s cloth ....... 5 40 Best, %s paper ....... 5 40 Best, 4s paper ....... 5 40 Best, wood... 234.53, , 5 70 Worden Grocer Co.’s Brand Laurel, %s cloth ..... 5 6 Laurel, 4s cloth .......5 55 Laurel, %s & %s paper 5 45 Laurel, WO oe ae els 5 45 Wykes & Co. . Sleepy en. ¥%s cloth..5 70 Sleepy Bye, ¥%s cloth. .6 Sleepy Eye, %s cloth.. Sleepy Eye, %s paper.. Sleepy Eye, 4s paper.. MICHIGAN TRADESMAN 10 11 Meal Sausages SNUFF Gunpowder Bolted: oe eo. 3 00} Bologna ............... 5% | Scotch, in bladders...... 37 | Moyune, medium ...... 30 Golden Granulated ...3 15! Liver ...... §4; | Maccaboy, in jars ...... 35 |Moyune, choice ....... 32 St. Car Feed screened 27 00| Frankfort ............. 7 |French Rappie in jars..43}Moyune, fancy ........ 40 No. 1 Cornand Oats 27 00! Pork ............07777° 8 Pingsuey, medium ....30 Corn, cracked ....... Yo 50 | Meal ee q SOAP Pingsuey, choice ..... 30 Corn Meal, coarse ....25 50| Tongue ............... 7 J. S. Kirk & Co. Pingsuey, fancy ...... 40 Winter Wheat Bran 24 00|Headcheese .......___; 7 eo Family ..... 4 00 Young Hyson Winter Wheat Mid’ng 25 00 Beef Dace Dee eee eRe Bi cicicg 30 Cow Peed .......3.... 24 50| Extra Mess .......... 9 75; 7usky D’nd, 100 6 oz..3 80 mae 36 Boneless 11 25|3ap Rose, 50 bars ....3 75 : Dairy Feeds fa ee 11 25|Savon Imperial ....... 3 50 Oolong Wykes & Co. | | Pig’s Feat = «= «| White Russian .-- 01). 3 50| Formosa, fancy ....... 42 oe a 19 | eine, oval bars’<22010°8 S| Aman Maehtas 22 bP arma cal ..... 37 001% bbls, 40 iba... 2.2”: 1 95 |watinet, oval .......... 215 Amoy, choice et sewn 32 Gluten Feed .......... 5|Snowberry, 100 cakes. .4 00 English Breakfast Malt Sprouts .......: 21 00| 7@, bbls. ................ 7 #2|_ Proctor ‘& Gamble Co. |meait’2!® = 20 Brewers Grains ...... 24 00 oe pe aes Se 3 25| Choic : es Feed 21 00 Tripe I ure Dried Beet Pulp . 2.16 BO] mits, 15 Ihe. 32... 70 -. Fe St esis ese os : = Fancy —. % bblis., 40 Ibs......... BOO OT RE tent seee es on India Michigan, carlots ........ 49| % bbis., 80 Ibs. ...... SO Reon eaten Ceylon, choice ........ 32 Less than carlots ....... 50 Casings LAUTZ BROS. & GO. /|Fancy ................. 42 Corn Hogs, per Ib. ...... ‘++ 28) Acme, 70 bars ........ 3 60 TOBACCO Pelee 60 | Beet, aoa et 18| Acme, 30 bars 11.12.1114 00 Fine Cut Jee ae *|Sheep, Der bundle :.:: 70| Acme’ to0eatkes “1277774 90] Gadillae ove severe. 54 No. 1 timothy car lots 19 00| ..,,gngolored ie oi Big Master, 100 bars ..4 10) Hiawatha, 51. pails. “BB . 1 timothy ton lots 20 00; R01 dairy ...... ; arseilles, cakes ..6 00|'Telegram’ ............. re eres tle Country Rolls ..10%4@16% | Marseilles, 100 cakes 6¢ 4 00 ee, a 33 ia .,.. a Canned | Meats Marseilles, 100 ck toilet 4 00| Prairie Rose .......... 49 ——..... Ss qomned —— 2 - arses 2 - bec co B. Wrisley en ae ee * Laurel Leaves ..... a8 teas beets a 2 49 | 2° COE oe san os 4 00|Sweet Burley ......... Senna Leaves ........ 26 | Roast bee iG 30 Old Country ....... cosa SG) MIBGE cos Ue, 40 pad: oe RADISH os 7, is sce o - Pau pen ee oe 6 Plu “ eens oo ware ss otte am, Ce ce utzZ Bros. 0. e ross ... . JELLY Deviled ham, \s ..... 45 |Snow Boy ......... ~.co* OC | Palo =... 25... .35 5 Ib. pails, per doz...2 00] Deviled ham, Me 5... 85 |Gold Dust, 24 large....4 50| Hiawatha 41 15 Ib. pails, per pail.... 44; Potted tongue, 4s .... 45|Gold Dust, 100-5c...__ 400 Kylo .;..... «30 80 Ib. pails, per pail... 78] Potted tongue %s . 85 | Kirkoline, 24 4tb...... 3 80| Battle Ax ........ coat LICORICE , RICE Zoe ee ee cca ‘ 75 Soe Peni “a Te gE Maney oo). @7 Oapine ............... 1¢ | Standar aNY ....... Calabria .............. 28 dapan |. @ 5%|Babbitt’s 1776 ...... ...8 75| Spear Head, 7 oz....... 47 RICHY occ ttcescts es 14 Broken .. : @ 3% Roseine ...00. 20... -.--38 50|Spear Head, 14% oz..44 oe su A Cs eee ee eee assess 00 Pee Y) aaLAD pamecina | Aimoure -.-.-05 Saliah wero 39 C. D. "Crittenden Co, | Golumbia, % pint ve2+2 26 EE : Old Honesty ....1. 221! 43 a i Solumbia, 1 pint ...... oap Compounds OGGW oe es 34 Noiseless Tip ..4 50@4 76 —* ae a4 ae Jebneon's Hine? 2.0.0... ; Bs e “ ee 38 MEAT EXTRACTS urkee’s, small, 2 uoz.. Ohnson’s XXX ...... Pi Heidsick ........ 66 Armour’s, 2 o%........4 45 | Snider’s, large, 1 doz..2 35|Nine O’clock ........_. 35 boa tock eee. 80 tees Gan oz. Z ieee _ Snider’s, small, 2 doz..1 85| Rub-No-More ......... 3 75 Honey Dip aewist es 49 ebig’s Chicago, 2 oz. : SALERATUS ac andard ....... Pee ek aoe ft | Packed €6 tts. m box. | noch Se gone. fendiline 2 40 Liebig’s I ted, 2 oz. 4 65 — 34 ” . pe eeeee a io TO! woe D OO PE OTES .- cee rns cnereces Liebig's Imported, 4 oz. § 30 | hep,gnd Hammer... 15) sapolio, ee en oo ences Silat 2-27 32 MOLASSES Dwight’s Cow ..... ice ae Sa olio. single boxes..2 25 RR ee ce. 32 New Orleans Emblem ............. --2 10 Sates aa boa 95|Great Navy ........... 36 Choice “revvsnceeneess> $8 |Wiytaastte, id6" ys 73 99| Seoutine Manufacturing Go Smoking Cee ’ o courine, eS.... Sweet Core ........... 34 Bee csce es cac = . oA SODA - Scourine, 100 cakes...3 50 Flat Cae eee 32 f barrels dco extre ranulated, B. eee Warpath <2 -.0 6... 0.. oe = a ae see Granulated, 100%b. cs. 1 - Boxes a is . 64%} Bamboo, 16 oz......... 25 r Se 75|Lump, bbls. ........... Kegs, English ...... ... 4%/0 X L, 5. ........... 27 Fe ee VUSTARD Lap. Ub. Kees -.-. UPS LX L, 16 oz. pails ...31 Horse Radish, 1 dz.....1 75 oT Columbia ..-.........- 8 eeetgree oie Horse Raddish. 2 da -:3 60 Common Grades Hed Letter ...00...... ie OLIVES 100 3 th. sacks .......2 10 Flagman Bulk, 1 gal. kegs ......1 65 bo ae E sagipacs geste o vee Es po eg ae 8 . SACKS...... ole ces ried ...... ae Bale 6 gal. 4 so 56 i sacks es 30 | Allspice oo, 12; Duke’s Mixture ...... Manzan: 8 og....... 90| 28 ID. sacks ...... 2 6 Cassia, China in mats 12 ne eo setereee jueen, pints ..........3 50 Warsaw assia, BECOEN Seneca BG Lee Nee states fs Soma teen cae 56 tb. dairy in drill bags 40|Cassia, Batavia, bund. 2g}Yum Yum, 1% oz...... : Queen, Yum Yum, 11d. pails | 140 ueen, 38 og. .........7 60/28 Ib. dairy in drill bags 20|Cassia, Saigon, broken. 49| Yum Yum, _ 2 "38 tuffed, 6 ox. ......... 96 : Solar Rock Cassia, Saigon, in rolls. Bo Cream...) cee... - Stuffed, 8 om... 0.2251 45/56. sacks ...+...0.... a6 Gene -----< een Cake 298 om...: --28 Stuffed, 10 og. .........2 40 Gorcmion Ces Zanzibar . ae bas 8 ce as Clay, No co sae 4 on Granulated, AEG c. 645. 80 | Nutmegs, 75-80.” Plow Boy, 338 a... 39 ° . | Medium, fine ......... Nutmegs, 105-10 35 | Peerless, Of, 2. Soe SALT FISH Nutmegs, 115-20 ...... ee eee = PICKLES Cod Pepper, Singapore, blk. 15 Gant Hook Sess ee seas 30 Medium 7 |Pepper, Singp. white... 25,Cant Hook ........... “34 Large whole .... @ Count Club .......- 32-3 Barreis, 1,200 count....6 00/Smail whole 1... @ 6%|PePPer, shot ........: 17) rorexeKXKX 30 Half ee ne: 4 50) Strips or bricks TH G10 ‘mee Ground In Bulk 1¢| Good Indian, ------- 25 ma Pellock ........ o. : Self Binder, 160z. 80z. 20- Barrels, 2,400 count....7 50 Cassia, Sia. ta. 24 Half bbia., 1,200 count 4 25 Halibut 3 | Cassia, Sai i, gee 32 PLAYING GARDS | Chupke oo 13% | Cloves, Zanzibar 24}Royal Smoke ‘11.1111. 42 saan oh sce cgees ae ineer, A No e aeen meonica 1 25 Holland Herring Gian, 18 TWINE No. 20, Rover enameled 1 50| White Hoop, bbis. 11 00) Ginger, 25; Cotton, 3 ply ......... 22 No. 72, § careaceh 15 =o i. te 6 . Mace $s Conon, . 66. 7 No; 3, 15 feet ..... 55.23 9 No. 4, 46 feet... 22.262. 10 No. 6, 15 feet 23... 3 soe: 11 No. &, 16 feet ....2..... 12 No. 7, 16 feet ........< 15 No. & 15 feet........... 18 Mo. 9, 16 feet ..-....... 20 Linen Lines ELL | Eg SESS Ra Rag sg 20 Medium ....... ceL 26 TITO ooo oie cdee ince 84 Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 GELATINE Cox’s 1 qt. size ...... 110 Cox’s 2 qt. size ........1 61 Knox’s Sparkling, doz. 1 20 Knox’s Sparkling, gro.14 00 Knox’s Acidu’d. dos...1 26 EKnox’s Acidu’d. gre...14 @0 Melwon’s ......-.ccccced BO Piymesats Rosk ......4 # SAFES Full line of fire and burg- lar proof ‘safes kept in stock by the Tradesman 0|Company. ‘Twenty differ- ent sizes on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Repids and inspect the line personally, write for quotations. SOAP Beaver Soap Co.’s Brands 100 cakes, large size..6 50 50 cakes, large size..3 25 100 cakes, small size..3 85 50 cakes, small size..1 95 Tradesman’s Co.’s Brand Black Hawk, one box 2 60 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES Halford, large ......... 3 75 Halford, small ........ 2 26 Use Tradesman Coupon Books Made by Tradesman Company Grand Repids,Mich. you want to sell your business. If you want to buy a business. If you want a partner. If you want a sit- uation. If you want a good clerk. If you want a tenant for your empty _ store- room. If you would trade your stock for real estate. If you want at any time to reach merchants, clerks, traveling salesmen, brok- ers, traders— business men generally Try a Michigan Tradesman Business Want Ad On Opposite Page ( | i } | i MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT | Advertisements inserted under this head for two cents subsequent continuous insertion. No charge less a word the first insertion and one cent a word for each than 25 cents. Cash must accompany all orders. BUSINESS CHANCES. Business Wanted—I will pay cash for a stock of groceries in some live town near Grand Rapids. Reply at once with full particulars as to amount and kind of stock, volume of busi- ness, expenses, competition ana price. Ad- dress Groceries, care Tradesman. 922 Rare Opportunity—For Sale, fine gro- cery, patent medicine and drug sundries business in one of the best trading towns in Michigan. Good business, clean stock latest fixeures, best store in town. Best reasons for selling. Bargain. Address P. Y., care Tradesman. 921 For sale or exchange for good stock merchandise, brick hotel, 30 rooms, liv- ery. Town 3,000. Address No. 919, care ‘Tradesman. 919 For Sale—Northwest quarter section 36, town 150, range 52, $20 per acre. Write for terms. M. C. Gaulke, ‘'hompson, N. D. 918 For Sale—Two fine residences, five lots in beautiful city of Mountain Grove, Missouri, Box 104 17 Up-to-date managing partner preferred or can sell or exchange, considered best drug opportunity in Michigan. Stock and fixtures about $5,000. Population 30,- 000, increasing. Unexcelled location. No sidelines, like soda, candy, stationery, etc. Sales could be tripled. Established 45 years. Good store, ete. Address No. 916, care Michigan Tradesman. 916 For Lease—Building to be erected for department store in splendid central lo- cation in Atlanta, Ga. Size of lot, 26,000 square feet. Address P. O. Box 353, At- lanta, Ga. 915 3972 acres near Interurban, good mar- kets; $2,370 for shoes, dry goods, fur- nishings. McQmber & Co., Berrien Springs, Mich. 914 For Sale—Drug stock, population 400. Fine farming country. Established trade doing good _ business. Expenses light. Cash payment, balance on contract. Oth- er business. Address Cinchona, care Michigan Tradesman. 913 Wanted—Party with band mill, 20,000 to 30,000 capacity to cut 20,000,000 feet of hardwood on contract. Address Louis- iana’ Exp, Lbr. & Box Co., 216 Hennen Bidg., New Orleans, La. 912 For Exchange — 320-acre Wisconsin farm, $12,000, for exchange for stock of dry goods or merchandise. Address Bux- ton & Co., 56 Fifth Ave., Chicago, ge 91 For Sale—Grocery and crockery busi- ness. Last year’s sales $20,000. opportunity. Stock invoices about $3,000. Address Lock Box 610, Neillsville, er 0 For Sale—$25,000 stock of dry goods with five year lease of building, a live up-to-date town in Central Iowa; good reasons for selling. For particulars ad- dress Box 41, Florence, Wis. 909 A snap in Glidden, Wis. A _ well es- tablished money-making business. that can be run by either sex. Price $1,850; worth $2,300. For full particulars ad- dress Geo. L. McCurdy, Glidden, . Yor Sale—An established and _ profit- able drug business in one of best towns in Western New York. No cutting in prices. Splendid chance to form stock company and incorporate and do large business. Proprietor wishes to retire on account of advanced age. Address Box 812, Westfield, N. Y. 906 Wanted—A cash buyer for a good 240 acre farm within twenty miles of Grand Rapids, Mich. Part exchange for good stock of merchandise or improved city realty. Michigan Store & Office Fixtures Co., 519-521 N. Ottawa St., Grand Rap- ids, Mich. 907 Wanted—To exchange well located house and lot $1,800, for a grocery or general stock of about same value, in live railroad town. Owner, 95 Stoddard Ave., Grand Rapids, Mich. 902 For Sale—The most up-to-date bakery and lunch room in the State. Can clean up $2,000 per year. Enough business for two men. Enquire No. 734 care Trades- man. 734 For Sale—One of the best grocery and bazaar businesses in Michigan, located in a live town. First-class farming com- munity; cash business running $100 per day. Stock inventories about $2,800; store leased at $15 per month. It’s a money- maker. Call or write S. R. Fletcher, 311 Mich. Trust Bldg., Grand Rapids, a Tin plumbing and heating business, working five men, plenty of work on hand. Located in Central Indiana coal fields, Geo. F, Chapman, Linton, — Good | | For Sale—Stock of groceries, shoes, dry goods and fixtures. Fine location. Address IF. O, Gatiney, Trustee, Cadil- jae, Mich. 894 The best paying business, requiring no capital, is real estate. If you make less than $3,000 a year, wish to become independent and financially successful take our correspondence course in real estate and earn large income. Write for our booklet “T’’ describing the great possibilities of this profitable business. American School of Real Estate, Des Moines, la. " 887 For Sale—-My stock of general mer- chandise located in Ithaca, Mich., county seat of Gratiot county. The best town of its size in the state. Consisting of clean up-to-date gvods, amount of stock $8,000. Location the best. Rent reason- able. A rare chance for some one. Rea- son, selling on account of health. Ad- dress F W. Balch, Ithaca. Mich. 886 Wanted—Good business man with $4,000 or $5,000 to purchase one-half in- terest in general store, Saginaw, Mich. Business well established for ten years. Doing strictly cash business of about $30,000 yearly, increasing each year. Partner wishing to sell out has been silent partner, being increased in other business. Partner wishing to remain wants help. Has a good reputation and is a hard worker. J. E. S., Mail Car- rier No. 11, Genesee Ave., Saginaw. E. S., Mich. 883 if you wish to sell your business, list it with business brokers. We sell all kinds. If you wish to buy, write for our list. Do it to-day. D. Benham & Wilson, Hastings, Mich. 851 Wanted—Young active partner with $10,000 to $12,000. Cloak, suit and fur store. Extra fine business and an excel- lent chance for a hustler. Write for full particulars. Address No. 879, care Mich- igan Tradesman. 879 For Sale—New brick hotel and stock of general merchandise in same building in good R. R. town. For particulars ad- dress H. Paulsen, Gowen. Mich. 809 For Sale—A clean stock of drugs, fix- tures, etc., complete. Everything up-to- date. Stock invoices about $2,700. An- nual sales $5,000. In town of over 2,000. Store centrally located. An old stand. Expenses light. Reason for selling, other business requires attention. Address No. 591. care Tradesman. 591 Wanted—A good, bright grocery clerk for general store. Must be of good hab- its and well recommended. Address Clerk, care Michigan Tradesman. 587 Want ada continued an next nave Good well-improved 1,000 acre ranch For Sale—A plant well-equipped with all modern machinery and all conven- iences for a furniture factory. Or will put plant against .apital. Write John MacNeill, Albany, Oregon. 780 For Sale—Small country store, doing strictly cash business. A moneymaker. Address No. 770, care Michigan Trades- man. 770 Butcher’s Boston Polisn is the best finish made for floors and interior wood- work. Not brittle; will not scratch or deface like shellac or varnish. Send for free booklet. For sale by dealers in paints, hardware and house furnishings. The Butcher Polish Co., 356 Atlantic a Boston, Mass. For Sale—$10,000 to $12,000 stock dry goods, notions, carpets, etc., largely sta- ple. Long-established in Southern Michi- gan city. Part pay, productive clear real estate. Easy terms. Address No. 528, care Michigan Tradesman. 528 Only Exclusive Drug Stock in a town of 1,400 population. Southern Michigan. Finest farming country. Will bear closest investigation. Address Druggist, care Michigan Tradesman. For Sale—Stock of groceries, boots, shoes, rubber goods, notions and garden seeds. Located in the best fruit belt in Michigan. Invoicing $3,600. If taken be- fore April 1st, will sell at rare bargain Must sell on account of other business Geo. Tucker, Fennville, Mich. 538 | WANT TO BUY From 100 to 10,000 pairs of SHOES, new or old style—your entire stock, or part of it. SPOT CASH You can have it. I’m ready to come. PAUL FEYREISEN, 12 State St., Chicago a Wanted—Two thousand cords _bass- wood and poplar excelsior bolts, green or dry. Highest market price paid, cash. Excelsior Wrapper Co., Grand Rapids, Mich. 859 For Sale—Improved farms in N. E. Iowa, 75 to 320 acres; we get farms through large number loans made past ten years; can leave two-thirds on land, > per cent interest. S. R. Ure & Cu.,, Riceville, Iowa. 860 Cash for Sellers—Bargains For Buy- ers. If you want to buy, sell or exchange any kind of business, factory, store, farm land, shop or real estate, anywhere at any price I can save you time and mon- ey. Write to-day. Frank P. Cleveland, 1261 Adams Express Bldg., becca General news agency, books, station- ery, cigar and tobacco business, located in prosperous Central California town; stock has just been invoiced, only sell- ing to give entire attention to other business interests in Alaska. This store is headquarters for the general public. Splendid opportunity for two young men; rent of store room reasonable. Best lo- cation in city; price for stock and fix- tures, $6,000. For full particulars write to call on proprietor, J. H. James, Por- terville, Tulare County, Cali. 898 For Sale—Good hardware business, lo- eated Central Michigan. Address No. 895, care Tradesman. 895 For Sale—Al mercantile business con- sisting of dry goods, shoes and clothing, in hustling agricultural town; stock in- ventories about $10,000, which can readi- ly be reduced. Stock new and up-to- date. Cash business. Sales for April, nearly $5,000. Store and house at light rental. A fine opening. Call or write, S. R. Fletcher, 311 Mich. Trust Bldg., urand Rapids, Mich. 901 For Sale—Stock of shoes, dry goods and groceries located in Central Michi- gan town of 350 population. Living rooms above store. Rent, $12 per month. Lease runs until May 1, 1908, and can be renewed. Last inventory, $2,590. Sales during 1905, $8,640. Good reasons for selling. Address No. 386, care Michigan Tradesman. 386 Retail merchants can start mail order business in connection with retail busi- ness; only a few dollars required. We furnish everything necessary; success certain. We offer retail merchants the way to compete with large mail order houses. Costs nothing to investigate. Milburn-Hicks, 727 Pontiac Bldg., Chica- go. Til. 201 SITUATIONS WANTED Wanted—Position as manager of cloth- ing or furnishings department. Hight years’ experience. Excellent references. Box 1538, Ithaca, Mich. 920 HELP WANTED. Wanted—A man that understands the butcher business to assist in retail shop. Must be able to cut meat and be of good character and well recommended. Ad- dress Meat Shop, care Tradesman. 896 Salesmen Wanted—Salesmen in every section with established trade to handle as a Sideline on liberal commission basis, W. H. Goodger’s well-known infants soft- sole shoes. Fall and holiday samples now ready. State territory desired. En- close reference. Address W. H. Goodger, Rochester, N. Y. 904 Fireman and brakeman on railroads in Michigan vicinity, to fill vacancies caused by promotions. Experience un- necessary. Age over 20; over 140 pounds; 51% feet or over. Fireman, $100 monthly, become engineers and earn $200. Brake- men, $75, become conductors and earn $150. Name position preferred. Railway Association, care Michigan Sree: Wanted—A registered druggist or reg- istered pharmacist, at once. Address No. 820, care Michigan Tradesman. 820 For Sale—Bazaar stock in a _ good hustling town. Best location. Will take 75 cents on the dollar to get out quick. No trades. Address 600, care Trades- man, 708 Wanted—Young man with one or two years’ experience in drug store. Perma- nent employment to right man. Address Drugs, Station 9, Grand Rapids, re We Carry a Complete Line of Books for Commencement Exercises Grand Rapids Stationery Co. 29 N. Tonia St. Grand Rapids, Mich. Ob GHGS dGGbdbdbdbbbbb bb bbb b> FF FGF FOF GG SG VO VOU OE UV Simple Account File Simplest and Most Economical Method of Keeping Petit Accounts File and 1,000 printed blank bill Heada............., $2 75 File and 1,000 specially printed bill heads...... 3 00 Printed blank bill heads, per thousand...... gacce 28 Specially printed bill heads, per thousand..... wecuas =F Se Tradesman Company, Grand Rapids. £099 OO 00000004 $9060000000- by hp by bo by bn bn by bn by, by by by bn by bn by bp bn bn bn bp bn bn bn bn, bb bo bn bn bn bn bn, Ob bn bn bn bn bn FOF FOP OG OF GG VG OG OV VV OOF SF OVE VV VV FUVVUVVVVVVTVTVVVVUVUVeUVUVC UTE VUE EEUU OVO OO VUVUVUVUVT YT ] RADESMAN ITEMIZED | EDGERS SIZE—8 1-2 x 14. THREE COLUMNS. 2 Quires, 160 pages... ...$2 00 3 Quires, 240 pages........ 2 50 4 Quires, 320 pages. ...... 3 00 5 Quires, 400 pages........ 3 50 6 Quires, 480 pages........ 4 00 & INVOICE RECORD OR BILL BOOK 80 double pages, registers 2,880 FOVOMAM ooo occ cc dae secs 82 00 Tradesman Company Grand Rapids, Mich. Office Stationery Letter, Note and Bill Heads Statements, Envelopes, Counter Bills Tradesman Company Grand Rapids 48 MICHIGAN TRADESMAN KNOCKING THE CLERKS. Vicious Patrons Often Want Them _ Discharged. Written for the Tradesman. “If you keep clerks like that, I won't trade here.” The angry woman spends lots of money for footwear every year, and the merchant wanted to keep her trade. “But, madam—” The woman, who looked sour enough to spoil a barrel of milk with one look, wouldn’t permit him to ex- plain. : “I want that clerk discharged!” she ordered. “What did he do?” “He talked impudently, that’s what he did. I want him discharged, right now.” “What did he say?” The woman tilted her made for the door. “Keep him if you want to,” she said, “but you’ll never see me in here again if you do. He’s a mean, con- temptible—” Then the door closed, and the mer- chant lost the remainder of the chaste remark. “What’s the matter with that wom- an?” he asked, turning to the clerk, who had come up during the talk. “She kept me there an hour, when the store was crowded, and then she wanted me to cut prices and throw in rubbers. She’s the limit. I didn’t say a thing to her, only that she’d have to see you about the price and the rubbers.” “She wanted you fired.” “Of course,” smiled the clerk. “How many times have I been fired this year now?” “Why,” replied the merchant, with a grin, “I think I’ve had to let you go about ten times. You know I have to discharge some one every time a person asks me to!” “Sure thing.” “There was the fat woman. She wanted you fired because you pinch- ed her toes with a size too small.” “She insisted on its being tried on.” “There’s the old maid who had you fired because you tickled her foot.” “T never did.” “And there’s the lovely young mother who had you let out because you always tipped her little goo-goo out of the perambulator.” “It was her own fault.” “Arid there’s the farmer who want- ed to see you put out of the store bodily because you set his filthy boots off the rug.” “He ought to have had his head smashed. Say, why is it that so many patrons want clerks to lose their jobs? I guess they think clerks don’t have to eat, that there is no one depending on them for support.” “Every merchant has the same ex- perience,” replied the shoe man. “Be- fore I came to this city I worked in a big department store in Chicago. I was in the shoe department, of course, and the office of the manager was not far away, so I got next to a good many frills of the trade. Why, there wouldn’t have been a clerk on duty by night if all the ones who were fired really had to go. Any kick made got the clerk. The firm used chin and to pay a man $20 a week for listen- ing.” “What’s that?” “For listening. When a kick was made the listener was put forward as the manager. It was his duty to listen. to what the angry customer had to say. I guess he earned his money, all right. At the conclusion of the oration by the aggrieved one he would gravely call up the depart- ment where the customer had been and order the clerk discharged. Then the customer would go away satis- fied. Of course the kicker didn’t know but he was turning some moth- er and baby out into the street, hun- gry and ill, by getting the clerk out of a job, but I reckon that point was overlooked.” “Why don’t-merchants brace up and tell the customers to go farther?” asked the clerk. “I don’t believe in letting customers think they run a place, even i fthey do buy lots of goods. I don’t believe a dealer makes anything by taking such a course.” “Along the line of least resistance,” smiled the merchant. “What’s the use of having rows? Let them think the clerks are pitched out into the street if they want to. The thing I can’t quite get through my head is why so many people act like fiends over incidents of no account. I reck- on the heart of the city. dweller is turning to steel. Why, people boast how many clerks they have had fired.” “And they have never got even one out of a job?” “Oh, some of them have. Patrons are not always wrong. I know wood- en-faced salesmen whose every look and motion are insulting to patron. I know clerks who ought to be peel- ed of their put-on dignity like an onion and set out into the street scraping the gutter. But, on the other hand, I know women who can not get along with their husbands, with their servants, or with their chil- dren, who go about complaining of every clerk who waits on them. A man who does business with the pub- lic ought to get a pension of ten thousand a year when he gets to be fifty.” “Then I should look anxiously for my fiftieth year,” said the other, who was really a partner in the store. “It seems as if I had earned a pension now, and I’m only thirty. When I get discharged again I think I’ll take a vacation,” he added with a laugh. “Speaking of the viciousness of hu- man nature,” continued the shoe man, “reminds me of the case of a cook who worked for us not long ago. This cook was a corker for work, but she was ugly enough to buck a bull off a bridge. One day she went to a department store and ordered some clothing, two spring hand-me-down suits, I think. She was going away on Thursday, and left orders not to have the stuff delivered on that day, as there would be no one there to pay for it. “But the delivery clerk didn’t at- tend to his business, or something went amiss. Anyway, when the cook returned home Thursday night she found a slip saying that the wagon man had been there with the suits. She was mad, but she kept quiet until ithe next day, when the wagon man came again. Then she lit into him I guess she would have pulled his hair if he hadn’t been a little shy of that article. He heard what she had to say with the calmness of long suf- fering, and then tried to tell her that it was not his fault, that the delivery clerk was the man to hop onto. “After he had spoken his little piece he informed her that she would have to pay a quarter for the extra de- livery trip. Then she did rave. She said a lot of things she didn’t believe herself; but she wanted the suits and so she paid the extra quarter. Then she went down to sandpaper the firm. She got the ear of the manager, or the listener, I don’t know which, and poured out her tale of woe. Then she demanded that the delivery clerk be dischdrged. Of course the man she was talking to called down the tube and told the boss of the ship- ping floor ‘to discharge that delivery clerk, and to do it quick. Then the cook came home and sung and purr- ed about the kitchen like a person who had benefited humanity. Finally she felt so good over her alleged in- fluence with the manager that she told my wife what she had done. “She was laughed at for her pains, of course. Wifey told her that they probably discharged that delivery clerk about forty times a day. Then she was mad. She declared that she would go down the next day and find out about it. You see she had it in for the clerk. The manager, or the listener, had returned her quarter, but she was out for revenge, and the meanest kind of revenge at that. “Now, it happened that there had been a good many complaints filed against that delivery clerk, and when the cook’s came in he really was dis- charged, although he was doing bet- ter all the time, and might have made good only for the cook. But the cook did not know this. She thought she had been fooled by the manager, and she wasn’t going to stand for it. So she got off the next forenoon and went down to the store, red-headed, as the boys say, and full of fight. She was madder now at the manner in which she had been treated, according to my wife, than she was over the charge for the extra delivery. “In front of the store she met Pat- sey. Now, Patsey’s was the cook’s steady, and she had a notion that she would land him all right in time. She wanted a home of her own to cook in and she thought that it was up to Patsey to provide it. She was awfully nice to Patsey there on the walk, but Patsey seemed to have a grouch. When she talked with him about a picnic that was coming off, at which she expected to nail him fast for a life sentence, he replied that he-couldn’t go, as he had to leave the city. “In language which I will not at- tempt to repeat here, and which he wouldn’t have used in the presence of a lady if he hadn’t been very angry, he informed the cook that some blank of a blank butter-in had made a blank holler about a lot of blank cheap dresses not being sent up on the right day, and that in consequence of the blank kick he had been fired. Of course he knew who had made the kick, and he talked plainly. Perhaps he should have told the cook where he worked, in which case she would- n’t have kicked, but he never had. Anyway, here was where one person who wanted a clerk fired got the: worse of it, for the cook lost her steady.” “I guess it was the best_thing that ever happened to Patsey, his being fired,” said the other. “Otherwise he might have married the cook.” Alfred’ B. Tozer. —_——o-2-s———_—_—___ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, May 29—Creamery, fresh, 21@24c; dairy, fresh, 183@20c; poor to common, 16@18c. Eggs—Choice, 17. Live Poultry — Broilers, 25@3oc; fowls, 13@13¥%c; ducks, 14@15c; old cox, 10c; geese, 9@Ioc; turkeys, 12@ T4c. Dressed Poultry—Iced fowls, 14@ 15c; chickens, 14@16c; old cox, toc. Beans—Pea, hand-picked, $1.75@ 1.80; marrow, $2.15@2.40; medium, $1.75; red kidney, $2.35@2.40; white kidney, $2@2.25. Potatoes—White, 75@78c; mixed and red, 65@7oc. Rea & Witzig. ————- a Provisions — Everything in the smoked meat line is firm and the con- sumptive demand is excellent. Both pure and compound lard are firm and unchanged, the supply being well cleaned up every day. nm The fairest pictures on memory’s walls are those seen through the mist of tears. 16@16%4c; candled, BUSINESS CHANCES. For Sale—One 100-size Keith Credit System, good as new. Price $15. D. B. Frayer & Co., Ashtabula Harbor, Ohio. 931 _ For Sale—The best up-to-date grocery in growing city of 20,000 in Northern In- diana. Doing good business. Proprietor desires to retire. Great opportunity for live man. Address No. 928, care Michi- gan Tradesman. 928 For Sale—Dry goods business, for cash only. Clean, up-to-date stock with or without fixtures. Three years’ lease op- tional; new store building finest in town. Best location, established trade; cause, want to retire. Call or address Mark Ruben, Lowell, Mich. 927 For Sale—Grocery, meat market and small Stock crockery in a live town of 5,000 in Southwestern Michigan. Stock and fixtures up-to-date. Would invoice about $5,000. Proprietor has been in busi- ness for 27 years and wants to retire. Stock could be reduced to suit buyer. Did $60,000 .business 1906. Address No. 926, . care Michigan Tradesman. 926 For _Sale—Bazaar stock, clean. new stock in booming manufacturing city of 6,000. Bargain if taken quick. Poor health. Address No. 925, care Michigan Tradesman. 925 For Sale—Good drug stock and fixtures, old stand. Worth = ‘$1,750, will take $1,600, all or part cash. Write J. H. Mc- Intire, Room 74, Home Bank Bidg., De- troit, Mich. 929 For Rent—On or before August ist, large department store in Baraboo, Wis- consin, two floors, 50x110; best location ; population 6,000; county seat; two cir- cuses; railroad shops, etc. T. Clavadat- scher, Portage, Wis. 930 _ Wanted—Young man with experience in general store to take charge: of shoes and clothing. State experience and wages in first letter. Thirty miles from Grand Rapids. Address G. T., care Michigan Tradesman. 924 Wanted—An experienced, reliable sales- man to take State agency for our line. Quick seller; good commissions. Address Caledonia Chemical Co., Caledonia, N. Y. 923 Anyone looking for a safe investment which will pay 5% at the start and twice or three times as much later on is invited to address Conservative, care Michigan Tradesman. The editor of the Trades- man is an investor in this enterprise. : Boston Breakfast Blend ot as A delicious coffee —‘ fy Retails for only 20 cents Put up in red and gold pkgs. 1 ~ Never sold in bulk Judson Grocer Co. Roasters and Packers Grand Rapids, Michigan Overweight P safety, satisfaction and a fair profit in selling | i The purity of the Lowney products will never be questioned by Pure Food Officials. There are no preservatives, substitutes, aduler- ants or dyes in the Lowney goods. Dealers find them. The WALTER M. LOWNEY COMPANY, 447 Commercial St., Beston, Mass. : 3 ope ak t roblem Solved With this 1907 visible, self-weighing, self-computing, Spring Counter-Bal- ancing Scale, a child can easily, quick- ly and correctly divide the wholesale pur- chase into retail packages without a grain of overweight. This is the simplest, easiest to operate form of Automatic Weighing) Machine Accurate, reliable, durable Gives the exact weight for the exact- ing dealer. Gives the exact weight to all custom- ers. : a True as steel and built for a lifetime Dayton. Moneyweight Scale of exact weighing. No. 140 Weighs to an ounce—computes to a Note the Low Platform cent. Capacity 30 lbs. Prices per lb. range from 3% to-30 cents. Low platform—only 6% inches from the counter. We make both Spring and Springless scales. We recommend the Spring scales as the more reliable from the user’s standpoint. Our spring scales are equipped with a thermostat, like a watch, which makes them weigh with absolute accuracy in any temperature. No swinging pendulum, no moving indicators, no poises to shift, no beams to bother with, no ball to forget, no friction to pay for. This scale saves time and money. THE SCALE THAT SAVES IS NO EXPENSE The Scale Drop us a line and see the scale on your own counter. = ea Moneyweight Scale Co. 58 State St., CHICAGO Coupon - Books are used to place your business on a cash basis and do away with the de- tails of bookkeeping. We can refer you to thousands of merchants who use coupon books and would never do business without them again. - We manutacture four kinds of coupon books, selling them all at the same price. We will cheerfully send you samples and full informa- i Tradesman Company Grand Rapids, Mich. tion. We Save You the Middlemen’s Profit Because We Handle Most of Our Lines On a Commission And Sell Them to You at Basis FACTORY PRICES Another Great Advantage is that We Make No Charge for Package or Cartage On Any Goods Shipped From Grand Rapids We Are Selling Agents for the famous ‘“Insurance’”’ Gasoline Stoves and sell them At Factory Prices The ‘‘Insurance’’ Gasoline Stoves are with- out an equal and are the only stoves on the market that can be recommended as Absolutely Accident Proof Ask us for catalog and factory prices. We Handle Homer Laughlin’s Celebrated White Granite and Semi =Porcelain On a Commission Basis and sell to merchants At Factory Prices The peerless product of this great pottery is sought after by all lovers of high grade goods. We Are State Agents for the Celebrated “Leonard Cleanable” Refrigerators. for home and store use and we handle them On a Commission Basis There is nothing on the market superior to this famous make. Catalogs furnished free to dealers on request. Ask Us for Factory Prices $4.45 “QUICK SELLER” ASS't $4.45 “Columbia Gray’ Enameled Ware Strictly Double Coated Ware--Handsome Light Gray Color--All Edges Black--Warranted Selected First Quality We have a few packages left of this ‘“‘Quick Seller’’ Assortment of Double Coated Enameled Ware and offer them at these ex- traordinarily low prices until the present stock is exhausted. Order Today one or more of these ‘“‘Quick Seller’’ Assortments as prices on everythirg in the line of enameled kitchen ware have ad- vanced in price. Undoubtedly Your Last Chance to buy at the old price. 14 Quart Preserve Kettle 17 Quart Deep Dish Pan 10 Quart Bread Raiser with Retinned Cover 12 Quart Pail The assortment comprises -One Dozen Articles as follows for only 94.45 14 Dozen 17 Quart Dish Pans 14 Dozen 12 Quart Seamless Pails YZ Dozen 10 Quart Bread Raisers with retinned covers 4 Dozen Successors to H. LEONARD & SONS Wholesale hapa Sette nn ee pe Grand Rapids, Mich. Leonard Crockery Co. 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. 14 Quart Preserve Kettles Crockery, Glassware and House-Furnishings So,