PEIN BOON TCR RAKE ERIN MO Sar TES ee NF (hes YAY We DSK ee Need alg Vy AS ee Ce ier : PTS a eee: iow Cra % iS eT: a SPW ESO Ns OE eS CORRE ld ESL Meee (Cs Nea Soo © NO a IN Noes SS iS LSS. BoA aS fp PUBLISHED WEEKLY § 7@5 UC autis 2 S8 TRADESMAN COMPANY. PUBLISHERSR 236 GV SER 2 PER YEAR ax SEES St 5 SE ATO OO PS OO SE FASS Sa en Twenty-Fifth Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 18, 1907 Number 1252 |, New Home of the GENUINE Toasted Corn a Flakes iY LMS 4 Wt hf) Y Yyyy SSG My dl hjow \ j Uphee jy, | W tas Dy Wh LP Ue ige AY ‘1M AY Yl ia ey} Wij. ae pe) ee ake a eee nis Vedic. Vl, Md. Uae Willits, Hill The Largest Cereal Factory In The World Fire destroyed our main factory July 4th, last. It was seemingly a disastrous way of celebrating a grand day. But a little thing like a big fire could not seriously hinder so great a success as the genuine Toasted Corn Flakes. It was annoying at the time. We were behind on orders—there was no let-up to the demand. So we were compelled to crowd our two remaining mills to the limit. We were forced to find temporary quarters to make good as far as pos- sible the shortage which the destroyed factory had caused. But the final outcome of the fire will overcome any incon- venience that it may have caused the public, the trade or ourselves. : Our immense new fire-proof factory is now being pushed to the most speedy conclusion. Over 150 workmen are rushing the work all possible. This factory will be the largest and best equipped of its kind in the world. New machinery and every convenience to facilitate the manufacture and handling of this delicious -food will be installed. Unless the demand is simply unprecedented—unheard of—we will in a very short time be able to catch up on orders and supply all calls. If you are having any trouble in getting your regular allotment of the genuine Toasted Corn Flakes, please be patient just a little longer. Don’t be misled into stocking up on an imitation. And. remember that a concern that urges you to put in a substitute under such circumstances is not entitled to any consideration from fair-minded members of the grocery trade. TOASTED CORN FLAKE CO., Battle Creek, Mich. YELLOW lita o> \, COMPRESSED 2°. i Vy, YEAST. es Cope jae oe OUR LABEL patrons. Every Cake SHA of FLEISCHMANN’S only increases your profits, but also gives complete satisfaction to your _The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. DO IT NOW Investigate the Kirkwood Short Credit System of Accounts LABEL YEAST you sell not It earns you 525 per cent. on your investment. We will prove it previous to purchase, It prevents forgotten charges, It makes disputed counts impossible. It assists in making col- lections. It saves labor in book-keeping. It _systematizes credits. It establishes confidence between you and yourcustomer. One writing does it all. For full particulars write or call on A. H. Morrill & Co. 105 Ottawa St., Grand Rapids, Michigan Bell Phone 87 Citizens Phone 5087 Pat. March §, 1808, June 14, 1898, March 19, 1So1. Pure Cider Vinegar ‘There will be a great demand tor 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 Makes Clothes Whiter-Work Easier- Kitchen Cleaner S GOOD GOODS — GOOD PROFITS. AIL) eine Twenty-Fifth Year Commercial Gretit Co., 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. TRAGE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich YOUR DELAYED Tre Kent County Savings Bank OF GRAND RAPIDS, MICH. Has largest amount of deposits of any State or Savings Bank in Western Michigan. If you are contemplating a chauge in your Banking relations, or think of opening a new account, Call and see us. 34 Per Cent. Paid?on Certificates of Deposit Banking By Mail Resources Exceed 3 Million Dollars Duplicate Typewritten Letters 250....$2.00 1,000....$3.00 500.... 2.50 2,000.... 5.00 Grand Rapids Typewriting & Addr. Co. A. E. Howell, Mgr. 23-25 So. Division St. Grand Rapids, Mich. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency FIRE AND BURGLAR PROOF SAFES Grand Rapids Safe Co. Tradesman Building GRAND RAPIDS, WEDNESDAY, SEPTEMBER 18, 1907 AIR SHIPS AND WIND. When Walter Wellman made the first announcement that he was go- ing to join the ranks of the North Pole Searchers, the gang in Four- teenth street, Washington, D. C., wondered what he had up his sleeve; and when he returned, after his first effort at Arctic exploration and de- veloped as a_hundred-and-fifty-per- platform attraction, they said: “Not so bad, beats newspaper work.” When he essayed his second ven- ture along the northern edge of the Eastern Hemisphere the Newspaper Guild in Washington said: “Wellman is going to work his graft all over again,” and when he came back, leav- ing a score or more of Farthest North records out of his reach, he was quite generally classed as a fake explorer. As though cognizant of the estima- tion in which he was held by his fellow workmen in the news-getting world, he comes back at them in due time with his Record-Herald air ship proposition. It had the merit of ex- treme novelty and, backed by a great daily newspaper, an tone of sincerity was given to the matter. unquestionable Two warm weather seasons and a goodly amount of cash expended in efforts to make good on the air ship attempt, the results best known to the public being a hazard- ous flight in the midst of severe wind have been air ship and picturesque descriptions to the Record-Herald, telling of the failure and the determination to make another effort next year. Failure to reach the North Pole is no novelty, so that Mr. Wellman’s experiences are commonplace, ing with the records of Lieut. Peary and others; but the lecture season is just opening, so that Messrs. Peary and Wellman can continue their com- petition at home and in plain sight OF all. rank- Last week at the West Michigan State Fair the Knabenshue air iship went up four or five times, but, much to the disappointment of the thous- ands who had to leave the grounds between 5 and 5:30 o'clock, the as- censions were not made until about 6 or 6:30. Three of these ascensions, made when there was barely a breath of air stirring, were fairly good ex- amples of what may be done with a dirigible balloon when all conditions are absolutely in its favor. One as- cension—the one on ‘Thursday—was an absolute failure, except as an ad- vertisement for the Fair. The an- nouncements in the Fair advertise- ments that the “Air Ship Will Sail” were worth to the Fair all that they the disappointment of thousands who, even although they attended the Fair, did not see the air ship sail can not fail to react next season, cost; but and snowstorms, with damages to the So, also, has Walter Wellman’s Arctic air ship enterprise been a fair advertisement for the Record-Her ald—worth all that has been put into the project, perhaps; but the two to tal failures recorded recall the skep- ticism of the Washington correspond Wellman as Lieut. Peary’s rival and emphasize the fact that the lecture bureaus are alert as to next ents when made his debut season's attractions UNADULTERATED FAKES. Does any intelligent person has visited the picturesque regions of | the Bavarian Alps and who, ing the lFavers country road from to the little village of Ober-Ammer gau,has witnessed the Passion Play as| there presented, believe for an in stant that the alleged motion-picture | are being exploited all ed States, are them? representations of that play, which| 1 { t the Unit what is Certamly not. Does any intelligent person, wheth er he has traveled extensively or not, believe that the motion-pictures claim ing to represent royal functions in which are participants are Certainly not. Why not? Because the citizens of King Edward and his ‘ a QUUCHECHERC © Ober-Ammergau are too sincerely de vout in their religious appreciation of the great drama which they enact and too r value of jealous of the commercia that event, and their exclu sive right to all that is represented by that value to permit any pictur making corporation tO trespass in any such fashion upon their inherited and novel source of income, the royal dignity of the heads of the British any price or I 5 government would not, consideration, allow it self to become so common a_ prop erty. The immaculate impudence of the showmen who advertise authentic rep- resentations of either the Passion Play or any other important function presenting the chief dignitaries of any of the leading empires of Eu- rope is incomparable. All such _ pic- tures are, pure and simple, theatrical fakes in which costumers, hired actors and ac- tresses, machinists and property men, stage scene painters are the essential only legitimate manner in which to announce OF such attrac- tions is to declare frankly that advertise they are theatrical illustrations, minus the oral and musical accessories. “Whats the Harne’ “so long as nobody believes that some- asks One, these presentations illustrate the real | thing?” And the enquiry reveals the harm: There are thousands of ple in Grand Rapids who are firm in their belief that they have witnessed absolutely accurate and adequate rep- fesemtations of the Passion Play peo- which were photographed from na- who | Oberau | claimed for] Que nd Because | factors; and the; Number 1252 Plure the real Ober Ammergau edi when they have merely | oe : 1 : : . postorece by a clumsy and wholly in And all sufficient fake. over the country in hundreds of moving pic ' : ture shops the Passion Play films are being exhibited with obligato lec- tures(?), delivered by gentlemen of who themselves believe ] Te) tHe ClOEN, they are eof. 3 pea 1 el CaIRING tO a 1Mre-MOnOTred niversally-respected topic un- by cheap pretense and mis ij representations. | [There are few }imposed upon by those who are seek men more easily “@asyv : A 1 ing ones than are the ciergy men, when the interests of lterprise alleged to ley +] + 1 Get ti0h tO Some Puase OF the meerned. The jot the picture, and all c |ttpon the works of art(?) painted for jjust such displays. And churches, and ¥ MC. A have time and again been wheedled | pastors rganizations » lending their influence—for a [percentage of the yeceipts—toward | icreating patronage i Such thines are. so far as the ex ihibitors are concerned, bad enough, jbut they are not nearly so reprehen |sible as are the Passion Play fakes freferred to. And, indeed. a large | proportion of the moving pictures in } 4 | the Five Cent Theaters. so-called. should be prohibited from exhibition as dangerous to public morals and in | dividual well being. Moreover, it is ithe practice in many of the laree [cities to detail policemen to special duty as censors at such places of en tertainment to aid in preventing the exhibition of these immoral { illustra ions and such other pictures as come : : charge Oo! under the obtaining money under false pretense GOOD EXAMPLE. All the County Fair Association: in Michigan may well their hats off to the Greenv1! \ssoecia tion, now giving a splendid exhibi | ion, which includes exampies t the | best products in domestic science, agriculture, horticulture, live stock, 1 }poultry, machinery and vehicles, and jthe competition in each lis exceptionally strong, offerings hav department ia 1 : ae jing been made from every neighbor- | . . jhood in And this inspiring condition is due chiefly to { | 1 | the | Montcalm county. men of the city af business Greenville, who have donated special great value and usefulness. state of |prizes of best feature of this | Fon | affairs is the exhibition of loyalty to their city and county and the gen- t oraus co-operation of the business men { Greenville. Such an example !may well be followed in all cities. Hardware Exhibit and Pretty Girls Made a Hit. “Something moving in a window, always something moving makes ten persons stop to gaze where one would if everything was still,’ remarked a hardware man. “Several months ago,” he contin- ued reminiscently, “I had a window that drew hundreds my way. “T merely played on the fact that Shopping Woman is generally Hun- gry Woman and that, no matter what her status financially, she is not averse to having a little hot biscuit and a sip of good strong tea or a mouthful of coffee to wash it down with, and, furthermore, has no ob- jections to eating that biscuit and downing that tea or coffee, plus sug- ar and thick cream, at the expense of the merchant giving a demonstra- tion. “I had a certain kind of gas range that I wanted to push. It was first class in every particular, and nice to look at, being a dandy ornament for the kitchen and withal one of the best cooking machines you ever set your two blue eyes on.” (It happens that my eyes are not blue. The merchant did not mean to misstate matters along the line of features, but he isn’t observing enough to distinguish colors.) “IT had the window space set to represent a most complete kitchen— in fact, a model one. The space was in the neighborhood of 8 feet wide by 22 feet long. I had the floor cov- ered with a handsome linoleum of a flowered pattern in a rich red and olive green on white. The end and background were covered with can- vas and painted to look like a wall, with windows, the latter being hung with dotted white Swiss curtains, looped back with small white cotton cord and tassels. A large gas range occupied the center of the back- ground, and there were wooden chairs and a table and a kitchen cabinet and refrigerator. Carpet sweeper and broom stood in one corner. “The kitchen looked so clean and inviting of itself that hundreds would have stopped to look at it, but the strongest point was the fact that cook- ing was going on there and was being done by two as pretty young women as you would meet in a ‘month of Sundays.’ “They were making and_ baking, right in the sight of everybody, the cutest, most tempting little biscuit that ever made a man fall in love with a woman through her culinary skill. They buttered these with fresh creamery butter, a square of which they took out of the (iced) refrigera- tor as often as one was used up. “These handsome young women had instructions to hold up a printed card at short intervals, and were told not to forget to smile in the faces glued to the glass and repeated to the edge of the sidewalk, although these orders were unnecessary for they were so full of the dickens and MICHIGAN the people looked so funny, with that rubbering, expectant, hungry look when they held up the cards, that they could not keep from laughing any more than a phonograph can that is wound up set cachinating piece. and going on a “Of course, the crowd didn’t know they were laughing at them—that would never do in the world; they were very about that, but they got a mint of amusement out of their work all the while they were in the employment of biscuitmaking for me, which was an entire week. In a quarter of that time it got nois- ed around the whole city that my store was the place to see a_ fine demonstration of what “The Best’ gas range would do—that was its name, ‘The Best,’ and it was ‘The Best,’ too— AND to get a free sample of its cookery besides. discreet “Those delicious little free samples were what really did the business. The pretty girls smiled their catch- ingest andthe free samples and cards ‘did the rest’—a trio that was irre- sistible. “Here is what some of the cards said—as loudly as printer’s ink can talk under ordinary circumstances and louder when in the hands of youth and beauty, with the accompaniment of winning laughter and coquetish ways. I guess it wouldn’t take you long to cross that threshold if you read invitations like these: See what We just cooked. Come in And eat a Free Sample! We are Experts In the line Of baking. Come one, come all and EAT Do you like ‘Mother’s cooking” ° Her Daughters Can do just as well. Come in And sample Theirs “The Best” Range Is “The best ever!” - Come in and test Its FREE SAMPLES A FREE SAMPLE Of what “The Best” Range Can do In the hands Of competency Uneeda Biscuit. Not the National Biscuit Co.’s But One TRADESMAN Made by “The Best” Range on earth ' “Polly wants a cracker?” Not much! She calls for Jiscuits Made By “The Best” “These and dozens of others inthe same tenor put the people outside in a good humor and whettled their ap- petites to taste the piping-hot sam- ples, and when a card was frequently displayed saying: A Free Cup Of coffee Goes with Each Hot Biscuit rush had to be shut exhibited this the people would make such a for the door that it every time the girls one: Sorry But the store Is full. Wait A Minute It’s Your Turn NEXT “Well, say!” and the hardware mer- chant said it himself, “did I sell ‘The Best’ that month? It was six of ’em at least before sales began to fall off on that range. It was three years ago I had that hot-biscuit-and-coffee demonstration and to this day peo- ple drop in and ‘want to see that range where you baked those biscuit in.’ “All of which goes to prove my theory that ‘something doing in a window boosts sales. And when a free sample is the result of the ‘ gas some- thing doing’ you have a combination the people can’t get away from. ““Pretty girls hard to get from, too?’ “Well, that needs no proof.” —___+-«-— Sales May Be Augmented by Adroit- ness of Merchant. Written for the Tradesman. Many a dealer who considers him- self a pretty good salesman does not realize the power of suggestion and the benefits to be derived there- from by his store. away An instance came up in a prom- inent local grocery the other day: A lady came in to buy some things for a little luncheon she was to give the next day. She was desirous of having everything nice and dainty, but was not sufficiently “up” in the customs of society to know just ex- actly how to do things. This local grocer isn’t a society man himself, in any sense of the word, but of course purveys to those who = are fashionable and so has a fair knowl- edge how certain eatables he vends are served at fine functions. In this particular instance he could see with haif an eye, from things she said, precisely how this customer is sit- uated. So he very adroitly suggest- ed this, that and the other thing that she might have for her luncheon, giving her helpful and explicit °di- rections as to “what he considered the best way of serving” the differ- ent viands. The lady is a good cook, and I happen to know one of her guests on that intended occasion, and mentioned to me the “pretty luncheon” and “how beautifully every- thing was cooked and served.” Such a grocer is a help in his community. First of all he helps himself, by selling many an article that would go unpurchased did he not tell some interesting thing about it to a customer who doesn’t know “what’s what” but wants to be well informed. Next he helps the patron by his delicate manner of hinting what would be appropriate for the social affair of which she is to be the hostess. Then there’re the other assistants to the success of a little dinner or luncheon: the napery man and the crockery dealer. There are hundreds of women who are ignorant of the proper linen and dishes and _ silver to be used in laying the table for various home companies, and a bit of advice is keenly appreciated and quietly assimilated. But the wise dealer, in whatever line, will be very sure that he is not “carrying coals to Newcastle” when he undertakes to be gratuitous with his information. In such a case he would be certain to be looked upon as a disagreeable, officious person who should be attending to his own affairs. When he finds out, by a sixth sense, that such hints would be just what are wanted he must be ex- tremely subtle; must not, by the least implication, infer that the cus- tomer is not familiar with the cor- rect ways of entertaining. J. Jodelle. ener: eon ne Tim’s Joke. “Did yez notice about th’ joke me brother Tim played on wan av thim chauffeurs?” “Tl heard a turrible thing happened she to him. Poor Tim!” “*Poor Tim, th’ divvle! He had a shtick av dinnamite in his pocket when he wor run over.” -_--_s oo The easiest way to keep a diary is under lock and key. Foresight is better than hindsight. Foresee your telephonic requirements and you will never suffer for lack of serv- ice. ORDER TODAY. “Use the Bell” GOOD TALKING. Mental Training Necessary for Such an Accomplishment. Written for the Tradesman. That wise and quaint old philoso- pher, Sir Francis Bacon, in one of his charming essays, sets forth that “Studies serve. for delight, for orna- ment and for ability.” Further on he declares that “There is no stone or impediment in the wit but may be wrought out (gotten rid of) by fit studies.” Now, what are the “fit studies?” by means of which the person who earnestly desires good ability as a talker may remedy his failings and defects and attain fluency and _ skill in conversation? What course of mental training can be recommended? What methods of improvement are most practical? Mental philosophers, those who have made a study of the human mind, are agreed on the point that thought always precedes’ speech. Therefore those systems of training in talking are undoubtedly the best which are based upon the fundamen- tal idea that to talk well—with clear- ness, force and elegance—one must first think well—clearly, forcibly, ele- gantly. “Out of the abundance of the heart the mouth speaketh.” Whatever are the faults of speech, look first to find whether they are not the natural result and outcome of corresponding faults in the action of the mind. If the thoughts are in a hopeless jumble and confusion it can not be expected that one’s con- versation will be clear-cut and en- tertaining. Whatever the working of the brain, whether smooth and easy, or hampered and difficult, it will surely be manifested by the tongue. Perfect balance and proportion are as rare in mental development as in physical. Here is a man™ who has never been trained to use his eyes and ears. He needs to sharpen his faculties of observation. Another perceives everything around him, but retains little or nothing. Such a one must improve his memory. With others it may be the imagination that needs stimulating. The reasoning powers, by which we make comparisons, form judg- ments and arrive at conclusions, are rightfully ranked as the highest of all the intellectual faculties. A defi- ciency in reasoning ability is a seri- ous matter, and one hard to remedy. A poor reasoner may be a very fluent talker, and have great ease and grace in conversation, but what he says will carry no weight with the best minds. He may influence those who can not see through his sophistries, but it will be to their undoing. By all possible means try to cure the mind of the habit of faulty and irra- tional deduction and get it into the way of deriving conclusions from known truths in a manner accurate and cogent. Besides the purely intellectual pow- ers the soul has another set of facul- ties, known as the emotional nature, or the feelings. The capacity to en- joy, to suffer, to hope, to fear, to love and to hate is a familiar mani- festation. The person who is wholly intellec- tual, who is lacking in feeling, makes MICHIGAN TRADESMAN the hard and unsympathetic _ talker. Although he may have splendid ideas he is never a delightful and inspir- ing companion, nor can he move and persuade others. On the other hand, the person whose emotional nature is develop- ed at the expense of the intellect is apt to be frothy and voluble. To put the case briefly, a good talker must have both brains and feeling, and they must be in har- monious and well-balanced combina- tion. How are people who are too busy to spend much time in self-improve- ment to obtain this well-rounded men- tal development so essential to the good conversationalist? To all such I recommend the great school of life and its affairs, that incomparable university in which a kind Provi- dence has given each one of us a free scholarship. The man who ob- serves closely and accurately the sights presented to his daily view, who exercises his memory upon faces, names and the things he needs to remember, who reasons upon _ the events of the times and solves cor- rectly the problems of his own life and his own business, can hardly fail to become a good thinker. While the really good talker is al- ways first a good thinker, the con- verse of the proposition does not al- ways hold; there are good thinkers who are not good talkers. In such cases there seems to be a break in the connection, the ideas are all right, but they fail to provide them- selves with what some one has call- ed “the beautiful, glove-fitting gar- ment of speech.” This state of things can generally be corrected by a little intelligent effort. The old writer quoted at the be- ginning of this paper declares that “Conference maketh a ready man. If a man confer little, he had need have a present wit.” This is only another way of saying that aptitude in speech, quickness in repartee, the ability to say the right thing at the right time, come to most of us only by prac- tice. Not only let the everyday thinking on everyday subjects be thought as well as possible, but let the ordinary talk on ordinary topics be talked as well as possible. It will add im- measurably to the joy and dignity of life. The skilled violinist must not al- low his fingers to stiffen from dis- use. The young lady who wants to shine in society must not maintain a glum silence with mother and the hired girl. The man who would be brilliant at his club, or at a formal dinner, should take care not to lapse into commonplaces and bad gram- mar when speaking to his wife and children or his clerks. It is a mis- take to suppose that our daily as- sociates are unworthy of our best conversational efforts. They will often surprise us by a ready response to our brightest sallies of wit and our deepest thoughts. Modern life is very complex and there is a great profusion of knowl- edge in an infinite number of fields. In this superabundance lies danger. For purposes of conversation, as for many other uses, a few things known well—clearly, definitely, thoroughly— are far better and more available than a vague and hazy knowledge of a wide range of subjects. The apt il- lustration, the good story that right to the point, may be more tell- ing and effective than a lengthy dis- sertation that exhausts all authori- ties in citations and references. Quillo. is ——_2-_ 2 Covering His Trade With an Ox Cart. Detroit, Sept. 1&8—Something of the traveling man’s resourcefulness meeting obstacles and “making” his towns is told by Max Girardin, trav- eler for the Detroit Rubber Co. He tells of his youthful driver and the strange equipage which took him from Montrose, Mich., to an outly- ing town on a recent trip. Girardin reached Montrose on a day when every rig in town was engaged for some celebration. He scoured the whole place for anything on four legs that could be hitched to a vehi- cle. Finally a dealer came to his rescue. “There's a boy here that’s got a bullock he has broken to harness,” he said. “I don’t know whether you want to ride in that kind of a rig; but he’s got him trained like a horse, and he surely can go.” Girardin told the man to trot out anything that would stand up. He expected to find a clamsy ox, with an old-fashioned single yoke. Instead, the animal was equipped with a reg- ular horse harness, including bridle and bit, and answered like the best mannered of old Dobbins. Friends say Girardin would have made_ his town if he had had to fly and tuck his grips under his wings. —_+--~-___ Several New Factories in Sight. Adrian, Sept. 17—-Prospects look bright for several more factories for this place as the result of some ac- tive work on the part of the Business Men’s Association and the Industrial Commissioner of the Wabash Rail- road. W. S. Kilgore, of North Bloom- field, Ohio, has been here several times recently, and states that he is going to move his stave and hoop factory here. A Chicago company is figuring on locating a large iron manufacturing plant here, and a paper mill represen- tative is also looking Adrianward with the idea of locating a plant here. Two of Adrian’s fence men are to leave this city for more lucrative positions in the same line of busi- ness in Illinois. John Hensey, who has been an attache of the office of the Adrian Fence Co. ever since its organization, and at the present time office manager, becomes manager of the Sycamore Fence Co. at Syca- more, Ill., and J. W. Slater, who has been employed in the machine shop at the Adrian factory, becomes su- perintendent of the Illinois factory. The Sycamore company will be of still further interest here because the looms which will be used there were made by the Ideal Fence Co., of this city. is —_—_—— ee If some artists see things as they paint them they should quit drink- ing. in | 3 | Demurrage Charge Before the Courts. | Coldwater, Sept. 17—The ‘Coombs | Milling Co. has not yet had a hear- |ing on its case against the Lake Shore '& Michigan Southern Railway. It arose over peculiar rulings of the railway. There are of these irules which are laid down to }of freight cars, and while one is held |to literally by the company, the other jis shaped to the best purposes of the | company. | | two users | Ihe first of these rules gives the | person receiving shipped goods in freight cars forty-eight hours to un- load them. If they are not emptied in that length of time an additional charge of $1 is laid down to be paid by the receiver. ed demurrage. This charge is term- On the other hand, if the receiver unloads his car one day ahead of time or uses only twenty- four of the forty-eight hours that he is entitled to, the railroad gives him a credit of $1. At the close of the month the branches the company their and whatever demurrage the individual has against him on their he called upon to pay. On the other hand, if he has been rapid and has unloaded his cars for the month all within the twenty-four hour requirement and thereby hasan amount to his benefit on the books, he gets nothing. of boo cS several balance books iS The company claim- ing that the individual receiver shall up the amount to credit on their books by paying them demur- rage, and they set a month’s time as the limit. Some ntonths the local agent of the company claimed the payment on the part of the Coombs Milling Co. of $1 demurrage. This the com- pany refused to pay, claiming that the forty-eight hours had not elapsed and that they still had time enough to unload. The railroad company refused to allow the car to be opened, where- upon the milling company replevin- the which was loaded with red wheat. use his ago ed Car, _———_-2-- oa New Additions To Lansing Facto- ries. Sept. 17—The Lansing Auto-Body factory is erecting an im- Lansing, mense addition to its plant at the north end of the city. Its business has constantly increased since the plant was established four years ago, and more room is necessary. At the Oldsmobile plant an immense foun- dry is nearing completion. The Cap- ital Furniture Co.’s new factory build- ing is nearly erected, and new build- ings and a new track have been con- structed at the Reo automobile fac- tory. There is more factory build- ing in Lansing this than at any time for several years. season —_—__+ + <____ Will Manage New Buggy Factory. Pontiac, Sept. 17—-A deal has been consummated by which C. V. Tay- lor, this city’s oldest vehicle manu- facturer, will take the management of the plant of the Standard Vehicle Co. and combine his own business with the Standard. Mr. Taylor erect- ed the first vehicle plant here and in the early days had associated with him men who have since made a big success of the vehicle industry. The Standard Co. was promoted by H. E. Pierce and F. N. Nichols. hei tale oe diene itiac beaks MICHIGAN TRADESMAN Kees Movements of Merchants. Ferry—M. A. Nottingham succeeds A. L. Muscroft the bazaar busi- ness. Deckerville—Jas. R. Turnbull has purchased the notion stock of J. F. Thompson. in Tower—Joseph Klein has sold his grocery stock to A. R. McKenzie, of Millersburg. Manistee—Archie Cota has __ sold his tailoring establishment to A. L. McLean, and intends to remove to Washington. Standish—Lewis Biskner has pur- chased the Henry Pratt store prop- erty and moved into the same, where he will conduct his grocery business. Hudson—C. W. Atkinson continue the bakery business former- ly conducted by George B. Lowe and himself under the style of Lowe & Atkinson. Sault Ste. Marie—The B. M. Mor- ris Co., which clothing, furnishing goods and shoe store, has increased its capital stock from $13,- 000 to $25,000. Flint—Hilan W. Ober, had charge of the drug department at Howard Hewes’ store for the past will conducts a who has few months, has purchased a drug stock at Metamora. Cadillac—Floyd Cade has resign- ed his position in the A. H. Web- ber Co. and gone to Manton, where he will have charge of the Charles H. Bostwick pharmacy. Alpena—Thomas Sandham, who retired from the clothing business here in 1903 and went to New Mex- ico, has returned and will re-engage in the line of trade. Klik Rapids—Sam Cromie has gone to Detroit to take charge of Fred Lang’s meat market department. Lou Ball has taken the position at Clark’s meat market vacated by Mr. Cromie. Port Huron—Marine, Askin & 3erman have opened a branch ready- made clothing store here, which will be managed by Fred S. Thompson, who until this time has had charge of their store at Flint. Wayland—J. Hardy, who has been engaged in the boot and shoe busi- ness in this place for the past four years, has closed his store and gone to Constantine, where he will open a store in the same line. & Luther firm which same the has Hudson—Colvin is name of the new rented the building formerly occu- pied by John Lambert for a meat market. The new firm will open a market as soon as possible. QO. Post has sold and will be asso- father in the hard- He and Mrs. Post are at present on their wedding trip to Niagara Falls and points in Ohio. Coldwater—Cecil his racket stock ciated with his ware business. Quincy—Fred E. Ferguson is suc- ceeded in the bakery and restaurant business by Clifford Potts, who has been identified with the cement busi- ness for the past eleven years. Mr. Ferguson will return to Coldwater. Muskegon—Egbert Dekker, form- erly of the hardware firm of Karel & Dekker, has purchased an interest in the Stulp Hardware Co., and the firm now consists of John J. Stulp, Alfred J. Stulp, Peter L. Cloeting and Egbert Dekker. Howell — Glenn Beurmann = and Kate O’Conner will be the new pro- prietors of the furniture store now owned and operated by L. D. Bro- kaw. The new owners will take pos- session about Oct. 1 unless there is some change in the present plans. Kreetan—A corporation has been formed under the style of the Kree- tan Co-operative Mercantile Co., which will engage in general trade, with an authorized capital stock of $5,000, all of which has been sub- scribed, $1,500 being paid in in prop- erty. Charlotte—The Home Furnishing Co., which deals in house furnishings, has merged its business into a stock company under the same style, with n authorized capital stock of $10,- ooo, of which amount $6,200 has been subscribed, $200 being paid in in cash and $6,000 in property. Owosso—Albert Todd & Co., deal- ers in produce, have merged their business into a stock company un- der the style of the Albert Todd Co. The corporation has an authorized capital stock of $12,000, all of which been subscribed, $10,200 being paid in in cash and $1,800 in prop- erty. Vassar — The business formerly conducted by Bradford P. Miller and Frank Miller under the name of the Miller Grain Co. has been merged into a stock company under the same style, with an authorized capital stock of $20,000, of which amount $12,000 has been subscribed and paid in property. Pontiac—J. S. Stockwell, Jr., who for the last three years has’ been Secretary of the Dunlap Vehicle Co., has disposed of his interest in that corporation to President L. L. Dun- lap. Mr. Stockwell will be succeed- ed by FE. B. Linabury, who will al- so take his place on the Board of Directors. has in Vermontville—The business form- erly conducted under the style of the sank Homer G. Barber has been merged into a corporation in con- formity with the general banking law under the name of the Barber State Bank. The authorized capital stock of the new company is $25,000, all of which has been subscribed and paid in in cash. of Manufacturing Matters. Battle Creek—The J. C. Prims Ma- chinery Co, has increased its capital stock from $10,000 to $25,000. Irving—M. Sherk has leased the Irving Roiler Mill and will give the property a thorough overhauling. North Adams—The Azie Manufac- turing Co. has merged its business into a stock company under the style of the North Adams Soap Co. Detroit—The Michigan Cash Reg- ister Co. has been incorpu.ated to manufacture cash registers, with an authorized capital stock of $100,000, of which amount $50,000 has been subscribed, $10,000 being paid in in cash. Port Huron—The Port Huron Con- struction Co. has merged its business into a stock company under the same style, with an authorized capital stock of $10,000, all of which has been sub- scribed, $20 being paid in in cash and $9,980 in property. Detroit—A corporation has been formed under the style of the Yield- ing Cement Co. to manufacture ce- ment articles, with an authorized cap- ital stock of $10,000, of which amount $5,000 has been subscribed, $1,000 be- ing paid in in cash and $4,000 in property. Detroit—The Detroit Lamp Co. has been incorporated to manufac- ture automobile, boat and carriage lamps. The authorized capital stock of the company is $10,000, all of which amount has been subscribed, $300 being paid in in cash and $9,700 in property. Petoskey—Cook, Curtis & Miller, manufacturers of lumber, have merg- ed their business into a stock com- pany under the style of the Forest Products Co., which has an author- ized capital stock of $20,000, of which amount $10,000 has been subscribed and paid in in cash. Detroit—The Cone Gas Machine Co., which manufactures gas and electric generators, also engines, ma- chinery and gas fuel, has merged its business into a stock company under the style of the Coal Products and Power Co. The company has an authorized capital stock of $1,000,000, all of which has been subscribed and paid in in property. —_-.-.____ Economical Method of Liquidation. Traverse City, Sept. 17—George L. Petrie, of Petoskey, has been ducting his business at a loss for the the assets consisting solely of his bakery outfit, such as ovens, mixer, showcases, delivery team, etc. The inventory at cost $1,900. The liabilities approach $3,000, being, as giv- en by him, $2,850. The heaviest cred- itor is the Musselman Grocer Co., of this city, it having a total claim of $861.91. To secure an increase of credit some time ago Mr. Petrie as- signed to them his exemptions, amounting under the statute to $250. Aside from this there is no. prefer- ence, and, of course, you can not call this one because it is immaterial to the creditors whether this is claim- ed by Mr. Petrie or whether it assigned to some creditor. He has executed, subject to his ex- emptions, a mortgage to myself, as trustee, for the benefit of all of the creditors. This arrangement has been sanctioned by all of the heaviest cred- itors with whom I have communicat- ed. It is proposed to proceed to sell the stock and fixtures and make a division of the proceeds as expe- ditiously as possible. 3efore doing this, however, I de- sire to inform each and every credit- or of the status of the matter and obtain an expression from them as to whether they are willing to per- mit this kind of procedure. It is safe to say that, after taking out the ex- emptions, the costs of bankruptcy proceedings would probably consume all of the assets, if forced to an in- judicious sale. What I desire is to make as ad- con- past year, wagon, first will is is vantageous a sale as possible and if any one of the creditors is aware of some one desiring to purchase a bak- er’s outfit I would thank him to in- form me that I may take the matter up with him before proceeding to public auction. In case of public sale I shall forward to each creditor a notice thereof, giving ‘ample time for him to be represented at the sale. Wm. H. Umlor, Trustee. ———_—e The Grain Market. The wheat market has been strong the past week, having gained all the loss of the recent decline. The visi- ble supply showed an increase for the week of 1,847,000 bushels, mak- ing the present total visible 45,550,000 bushels, compared with a visible sup- ply one year ago at the same time of 31,198,000 bushels. The exports of wheat and flour the past week are reported at over 5,000,000 bushels, which with a fair domestic trade puts the market on a very sound basis at present values. Corn is a little weaker, having de- clined 3@4c for the far options, with cash corn off about 2c. The visible supply showed an increase of 83,- 000 bushels, making the present visi- ble supply 3,169,000 bushels, compared with 2,932,000 bushels at the same time last year. I would say that our Western correspondents are consid- erably exercised over the situation. The total prospective crop yield of corn is estimated at from 400,000,000 to 750,000,000 bushels less than last year, and even a basis of the Government crop report estimate the 1907 crop will be about 200,000,000 bushels below requirements. The es- timated consumption of corn for the year, March 1, 1906, to March 1, 1907, was 2,737,000,000 bushels. According to the Government estimate issued for the 1907 crop, showing the con- dition Sept. 1, a yield of 2,514,000,000 bushels is indicated, or 200,000,000 bushels less than requirements. On the basis of these figures it on would seem that we can prepare for at least reasonably high corn prices for the coming year. Oats have dropped back a couple of cents per bushel in price. The vis- ible supply showed an increase for the week of 795,000 bushels, making the present visible supply 3,189,000 bushels, as compared with 7,163,000 bushels for the same date last year. Millfeeds are high and_— ad- vancing; in fact, I believe the prices to-day are higher for bran and mid- dlings throughout the country than they have ever been before. The de- mand continues strong and equal to the supply. L. Fred Peabody. —__+-2___ The Bishop’s Defence. One of private John Allen’s favor- ite stories is about a Georgia bishop. One of the members of the bishop’s church met the reverend gentleman one Sunday afternoon and was _ hor- rified to find the bishop carrying a shotgun. “My dear bishop,” he protested, “T am shocked to find you out shoot- ing on Sunday. The apostles did not go shooting on Sunday.” “No,” replied the bishop, “they did not. The shooting was very bad in Palestine, and they went fishing in- stead.” MICHIGAN TRADESMAN Dd The Grocery Market. Sugar—The demand has increased to that extent that refiners have stif- fened up in their views very consid- erably. No changes have yet oc- curred that in any way affect the price to the retailer. It would not require much of an excuse for refin- ers to advance the price, and they are apparently anticipating that a situation will soon arrive that will warrant it. Tea—Some grades of Japans have advanced materially within the past few weeks. Although some people in the trade have been in hopes that prices would be lowered, they con- cede there is nothing in the present situation to encourage them in this hope. Coffee—The general trade shows no indication of any intention to help the speculators carry the _ present heavy load of spot coffee. The mar- ket for Brazil options is an extreme- ly narrow one, being confined almost to professional trading. The pres- ent position of coffee is recognized by all as a purely artificial one, and the enormous supply held by the syndicate, although in no way appli- cable to present market needs, is still hanging over as a threat. Mild coffees are very steady and some grades, notably Maracaibos, Caracas and Bogotas, are very firm and in small supply. Java and Mocha are steady and unchanged. Canned Goods—The tomato pack- ers have strengthened their views and the market holds strong. The situa- tion in corn depends more or less upon Jack Frost. If he comes early and catches the corn crop, corn will bound upward. If, on the other hand, frost holds off for any length of time prices are likely to remain steady. Nothing new to report in peas. The situation and all of its features have been well known for several weeks. Peas of good quality will be a high priced article for the next year. Mar- ket gets stronger as season advances. String beans are decidedly — strong. Asparagus is scarce and high. Spin- ach and pumpkin are strong. All gallon canned vegetables are strong, with advancing tendency. Some _ of the packers of California canned fruits report that their stocks of many items are already so badly de- pleted that they will soon be forced to quote “outs.” Prices on the en- tire California list are advancing. All Eastern canned fruits are decidedly strong. These include the small fruits like strawberries, raspberries, blackberries, etc. Cherries are prac- tically out of it. The pack was a failure. Pineapple is strong. Spot stocks of canned fruits of every de- scription are in poor condition. Job- bers have much difficulty in filling orders on many items. This condi- tion rules in all wholesale markets throughout the country. The high prices on all lines of canned salmon are well maintained. There is noth- ing in the market to indicate any change unless it is to a higher basis. The situation in American sardines is decidedly strong. While no imme- diate advance may take place, the present prices will be well maintained. Foreign canned fish of every de- scription are scarce and high. Lob- ster is steady. Cove oysters are in short supply and the market is strong. Dried Fruits—Apricots are quiet and very high. Apples are exceed- ingly scarce and firm, with ric per pound being asked for futures. The prune market is showing signs of strength. The spot market is prob- ably %%4c stiffer, largely on account of heavy buying and the fact that stocks are not heavy. Some new prunes are on the way East now. The market for future prunes is a little stiffer, although no actual change has occurred as yet. Peaches show neith- er change nor improvement. The first new currants will arrive within the next few days and are offered at ruling prices. The market will ease off when new currants become more plentiful. The raisin market shows no change. New raisins will be shipped next week. There is no special demand and stocks are low. Cereals—The larger manufacturers of rolled oats refuse to name prices until shipment is ready. The mar- ket on raw oats is very high and oats of good milling quality are hard to get. Rice—All grades are in good de- mand. While the South reports a good crop, they also report a good stiff demand and it is likely that present prices will be well main- tained. Syrups and Molasses—Sugar syr- up is in good demand, and the mar- ket shows an advance of I@2e per gallon, owing to the improved de- mand and in sympathy with the con- dition of the glucose market. Mo- lasses is about unchanged. No change has occurred, and no special demand is reported. Cheese—The market shows an ad- vance of ‘%4c, which is general throughout the country. The make is running very short and high prices are likely from now on. The present price is I5 per cent. above a year ago, while the make is fully 15 per cent. short. The consumptive de- mand for cheese absorbs the receipts every day. Provisions—Stocks are about nor- mal and the market will likely re- main stationary for the coming week. Pure lard is unchanged and is firm at the recent advance. Compound lard is unchanged, but holders are talking an advance. A scarcity is looked for, and if there is any change it will be upward. Barrel pork is unchanged, as are canned meats. Dried beef is firm at the recent ad- vance. The demand for the full line of provisions is fully up to the stand- ard for the season. ‘ Fish—Cod, hake and haddock are dull on spot at unchanged prices. The trade are loaded up with future fish and the demand is therefore light. Domestic sardines are steady and un- changed. There is some talk about advancing the market to a basis of $4 for quarter oils after the packing sea- son ends, but this would mean such a radical advance that it is scarcely fas credited. The prospect for French and Norwegian sardines is very firm, the catch up to date has been very small. The season has still six- ty days more to go, however. Sal- mon is unchanged and firm. Deliv- eries of all grades will be short. Pric- es are strong and not unlikely to ad- and active Irish summer fish is vance. The mackerel market is firm about cleaned up and the consequent scarcity has caused an advance dur- ing the week of $1 per barrel. Nor- way summer fish is also bringing slightly better prices. No fat Nor- ways are available as yet. Shore mackerel are scarce and about out ot the game. ——>-.___ The Produce Market. Apples—Alexander, Wolf River, Maiden Blush, Wealthy and Duchess command 75@&5c per bu. Butter—The market is firm at the recent advance. The make is not as large as usual for the season, while the consumptive demand is very good. Prices are about 20 per cent. above normal for the season. The outlook at present is for a firm mar- ket at unchanged prices. The make of dairy butter is very short, and prints are not likely to show any change for the next few days at least. Creamery is held at 28c for tubs and 29c for prints. Dairy grades com- mand 22c for No. 1 and roc for pack- ing stock. Cabbage—5oc per grown. Cantaloupes—Osage, 90c per crate. Cauliflower—$1.25 per doz. Celery—18c per bunch. Cocoanuts—$4 per bag of go. Cucumbers—t15c per house. Eggs—The market is firm at un- changed prices. There is a_ good consumptive demand and the receipts doz. for home doz. for hot of fresh eggs are about normal for the season. The bulk of the trade is at present being supplied from current receipts, so that no important change is likely within the next week. Dealers pay 18c for case count, hold- ing candled at 2o0c. Egg Plant—$1.25 per doz. Grapes—Moore’s’) Early command 20@z25c per 8 tb. basket. Crabapples—$1@1.25 per bu. for Transcendents. Green Corn—t1o@t2ce per doz. Green Onions—t5c for Silver Skins. Green Peas—Telephones fetch $1. Honey—16@17¢ per fb. for white clover and r2@14c for dark. Lemons—-Californias and Messinas are steady at about $4@4.50 per bow. Lettuce—75c per bu. for head and soc per bu. for leaf. New Beets—6oc per bu. New Onions—Red and_ yellow (home grown) command &8sc per bu. Spanish are in moderate demand at $1.35 per crate. Oranges—Late Valencias command 5.75@6 per box. Carrots—soc per bu. Gl »ybes Parsley—2oc per doz. bunches. Peaches—Prolific, $2@2.25; Engles, $1.75@2; Elbertas, $2@2.25; Barn- ards, $1.75; Late Crawfords, $2@2.50. Receipts for the past two days have been much heavier than were antici- pated. Pears—Flemish Beauties and Bart- letts range from $2@2.25 per bu. Peppers—Green command 65c¢ per bu. Red fetch $1.25 per bu. Pickling Stock—White onions I as » 2.25 per bu. Cucumbers, 25¢ per too. Plums—$2 per bu. for Burbanks, Bradshaws, Lombards or Green Gages. Potatoes Poultry—Local dealers pay toc for live hens and 12c for dressed; 8c for live ducks and toc for 14c for live turkeys and 16@2oc for dress- ed; live broilers, toc. Radishes—t2c per doz. long and toc for round. Summer Squash—soc per bu. 50@60c per bu. dressed; bunches for Tomatoes—5oc for green and 60c for ripe. Turnips—5oec per bu. Sweet Potatoes—$3 for Virginias and $4.25 for Jerseys. Veal—Dealers pay 7@8e for poor and thin; o@toc for fair to good: lo@to%e for good white kidney from 60 ibs. up. ¢ Watermelons—Sales are mostly in barrel lots, $2.25 being the ruling price for 8, 9 or 10 melons. - Wax Beans—-75c per bu. for home grown. ——.2> St. Joseph Merchants To Touch EI- bows. st. Joseph, Sept. 17—If plans now under preparation materialize, as their promoters hope they will, the retail merchants here will form an association for the promotion of their business. A preliminary meeting at the hall brought fairly large representation of the retail men of encouragement thering the Ways and which the business interests of the city in the retail furthered gathering city OUE a the city and carried considerable to fa- movement. those who are means by could be by the and it that many ways in which the merchants might line were considered was. found there were advertise their stocks and, inciden- tally, St. Joseph. Hion. Nelson C. Rice was made chairman of the temporary organiza- tion and Fred A. Potter en to fill the office Both of these officers interested in the example { was chos- of Secretary. were greatly measure and their by 2. large prominent was followed number of other chants. It mer- that another meet- ing should be called on Friday even- ing of this week, at which attempt would be made to permanent organization and lay out the particular plan of campaign which has originated in the minds of some of the merchants. —_22>__ W. J. Bryan may never be dent of the United States, but that continue a His management was decided time an form a Presi- there in- are substantial reasons will duce him to candidate. Chautauqua presidential with the at Mead- ville, Mo., for a speech was that he should have one-half the gate rectipts His Mr. Byran’s oratory is certainly profitable to him. contract after 500 tickets had been sold. share was $517. Lots of men have found it easy to die without the assistance of a physician. ee ea ai ti rs ith! cM HA ax Pi Miglin Meare pect eee Lp haghen nt aed ee er Le Tet Senso Salah Seep Attractive Widow Displays Good Business Builders. The great problem in modern hard- ware merchandising to-day is: “How to let the people know that you have what they want.” Some say, adver- tise in the theater programmes; oth- ers say, put your advertising on fenc- es, and still others have schemes and plans that will put money in their own pockets and take it out of yours To my mind, based on careful ob- servation and experience, there is no better or cheaper way of advertising for the wl hardware 1ether he is located in the average dealer, large city or small town, than an attractive window display. Change your win- dow display every week and in that way call the attentioneof the public to the seasonable goods that you carry, in their respective seasons, only try and be first and ahead of the other fellow. To bring this matter home to you in a way so that you will fully ap- preciate and realize the value of your show window, you should do a lit- tle figuring on your own account. Honestly, now, have you ever stop- ped to figure just how many people pass your place of business in a day? If the average is only ten per hour, that means eighty people would pass your window during the eight bus- iest hours of the day, or say five hundred per week, exclusive of Sun- day. This, in newspaper parlance, is called circulation, and you can fill this valuable space occupied by your show window with an attractive dis- play of goods so arranged that every passer-by will be almost compelled to stop and take notice of what you have for sale. Do you see now what wonderful advertising possibilities there lie in this show window space of yours, and it is entirely “up to you” to get full value out of it. I fully real- ize that, unfortunately, the average hardware dealer devotes far less at- tention to his show window than he could or should, usually contenting himself with the fact that his show window is merely to complete the effect of the building and not for the purpose of attracting interest and thereby selling goods. As a cold matter-of-fact dollars and cents prop- Osition, an attractive show window is really your best and strongest sales- man, and not, as you may suppose, merely a sort of “catch all” for goods which can not be conveniently placed elsewhere. The hardware merchant who does not take full advantage of his show window is not making the most of his opportunities and is sadly indif- ferent to the progressive spirit of the times. Conditions in the hard- ware business have changed, and are | constantly changing, and in the face of present modern methods and down to the minute conditions, to endeav- or to conduct your business in the antique, the old-fashioned way, will, at the most, bring you only a living, with the chances largely in favor of MICHIGAN TRADESMAN your more up-to-date and progres- sive competitor forcing you out of business in time. Get your goods out and down where they can be seen. Indicate their prices in plain figures, and if they are seasonable goods in general want, and the prices are such as the people in general can afford to pay, your window display will avoid waste of time in answering questions 2s to what you have, and will also greatly help to suggest new wants to all who enter your store. Let me again repeat, Don’t over- look the possibilities of your show windows. Take the hint so freely given in the success the five and ten- cent stores achieve with their adver- tising efforts limited entirely to their show windows and price cards. And remember, that window displays can be made good and attractive, even although they are not built by an expert window trimmer. As a matter of fact, however, the simpler the dis- play the more effective the show window is likely to be. Frequent thanges are necessary, of course, to keep the windows interesting and simple displays are, therefore, more certain to be changed oftener, be- cause easier to change than elaborate ones, and a little careful study of the subject will convince you that it is easily possible for you or your clerks to keep your show windows bright and clean and to make a simple ar- rangement of goods in them that will arrest and hold the attention of nearly every passerby. Many lines of hardware may seem too trivial to warrant any special dis- play or notice. Whether this be true or not, I know there are many ar- ticles in practically every-day use which do not come under any such category. Take razors and kindred goods, for instance. An attractive window dis- play of razors, strops, mugs, soap, etc., including both the safety, as well as the old-style razor, would attract enough attention to keep in- terest alive for some time. They are called for nearly every day, and there is certainly enough margin of profit in them to justify a little earn- est effort on the part of the dealer, and careful selection on the part of the customer; besides, Mr. Deal- er, isn’t it a fact that the razor trade is drifting elsewhere—to the druggist, the jeweler or the racket store— and for no other reason apparently than that the hardware dealer has in a sense neglected the line and al- lowed it to drift elsewhere? What a grand, splendid chance for the wide- awake hardware dealer to install himself to meet the attacks of the jeweler, the druggist and others with a good stock of razors and facts and good, strong Anglo Saxon. The aver- age razor buyer is from Missouri and wants to know, and you’ve got to show him. If you won’t or can’t do that he will go to the jeweler or druggist, where he will at least 1try to. Bear in mind, Mr. Dealer, that all show window display helps to ad- vertise you and awaken interest in your store and goods. The very best time to sell goods of any kind is when some special interest in those goods has been awakened. The hard- ware dealer has the store and the goods. If he be progressive, if he be wide awake to every trade-winning opportunity, if he be a true and competent salesman, he need have no fear of his invading competitors, but may rather welcome them as doing needed missionary work in the pre- senting of the article itself, leaving to the “man behind the gun” the pleasant task of corralling his own. Make up your mind right now to take full advantage of this trade-win- ning opportunity, and make your win- dows just as attractive as any others in your town, with the definite end in view to help you increase your sales so that each succeeding day and week you can fully realize the necessity of making your show win- dows your greatest and most effec- tive drawing card for more busi- ness. And once you go into the matter thoroughly enough to reach such a conclusion, you will need no fur- ther urging to make you fully im- prove your show window opportu- nity. Finally, when that window dis- play does accomplish its purpose and does draw people into the store lose none of its benefit because you fail to give just what it leads people to expect, even down to the smallest detail in treatment and service as much as in goods.—G. H. Dirholdin Hardware. : —_+ 2. Experience With Automobile Tires. Cadillac, Sept. 16—I am about to purchase an automobile and am told that I can make my own selection as to tires. Knowing that you have had considerable write to enquire what information you can give me at this time when I need it most. Trouble Ahead. The writer has had actual experi- ence with but one make of tires and is therefore incompetent to advise his Cadillac correspondent as to the relative merits of the different tires. He has—to his great sorrow—used only Fisk tires. If there are worse tires made, the fact has not yet been discovered. The agents for Fisk tires are all prolific in promises and guarantees until a sale is’ effected, after which they confine their activi- ties mainly to making insulting re- marks and writing insinuating letters. As twisters of truth and jugglers of facts they rival the Evil One. If there is an honest or reliable man connected with the Michigan agency, he has evidently passed through Grand Rapids without stopping off. A Detroit auto owner recently stated to the writer that he could go to the Michigan headquarters in Detroit any time and obtain a new Fisk tire in exchange for an old one without its costing him a cent. He invariably asked the salesman how the company could play even on such a deal and was always told that it was the policy of the company to treat Detroit peo- ple generously and “make it up on the suckers throughout the State.” The writer pleads guilty to being one of the fish thus referred to, and, un- fortunately, he will have to buy a new machine in order to elude the clutches of the most disreputable experience, [ gang of tricksters and falsifiers and botch workmen that ever disgraced the automobile industry. If our Cad- illac correspondent deliberately seeks to make life a burden and wishes to menace his chances in the Land of the Leal he is cordially commended to select Fisk tires for his new ma- chine. i To Kill Rats. A butcher who sent a dollar fora “rat killer” received two blocks of wood with the following directions: “Take the block which is No. 1 in the right hand, place the rat on No. 2 and press both blocks smartly to- gether. Remove the unfortunate and proceed as_ before.” ——_2++___ Btter an impediment in the speech than in the brain. Sheet Iron Heaters For Early Trade We have a big stock on hand and can make you prompt shipment. Write for catalogue and price list. Wormnest Stove & Range Co. Grand Rapids, Mich. If you want an Electric Carriage that is built right, is right and works right, you want the stylish, noiseless and simple BABCOCK Model 5 $1,400 This car is thoroughly dependable, clean, and es- pecially recommended for ladies’ use. We will be glad to give you demonstration on request. Ask for Babcock catalogue. ADAMS & HART 47-49 No. Division St. Grand Rapids, Mich. Some Reasons Why Boys Leave the Farm. I have lived forty years in one of the best farming districts in the Unit- ed States. In my section to-day there scarcely is a farm owned or culti- vated by young men who inherited the land from their parents. The boys for the most part have the profes- sional or trade craze; they go for a few months to some commercial school, or mayhap the State Univer- sity, and get “too fine haired” to work on the farm. The hard work their fathers have done becomes dis- tasteful to them, and they drift to the city under the delusion that they will “strike it rich” there and score a “hit” in the world. The parents of many of these boys are to blame. They indulge the farm boy too early in his ambitious dreams, and not until the young man comes home, having made a failure in a profession for which he was _ not fitted, do they get their eyes open. There are farmers in my State who hire all their help when they have boys who could and should help at home until they are 21. It is deplor- able, but it is true. I have in mind a boy who is a fair example of what I mean. Joey was a bright lad. He had an ex- cellent standing at the country school. His brawn and brain were exception- able. His parents thought that their Joey was destined to cut a great swath in the professional world. Joey wanted to become somebody. He tired of the farm. He had read of gigantic legal fees and didn’t see why he couldn’t rake a few of them in. He left the farm and read law at the county seat, then tapped a law school and got some additional learn- ing there, while the “old man” footed the bills. Well, Joey was admitted to the bar and hung out his shingle, not at home, but in a large city. He soon discovered that the legal ground had been pre-empted. He closed his of- fice, gave up law and went into medi- cine, persuading his parents that he was cut out for a doctor. They put a plaster on the farm to help Dr. Joey along. He was too proud to go back to the farm and whistle again behind old Dobbin. Some of the money obtained by the mortgage went into margins and was lost. At last the young Escu- lapius took down his shingle. It was the second time. The farm could have been retrieved by good _ hard work, but Joey was not a retriever of that sort. The farm was ‘sold, leaving the old folks a pittance anda poor home. What became of Joey? When I last heard of him he was operating a peanut roaste. on a street corner in Denver. Comparatively few farm boys to- day stick to the farm. The city lures them. The day of jeans gives way for the dress suit, the easy life, the office and, too often, the cigarette. There are schools that teach what’ is called practical farming, but when the boy gets through these he does not go back to the farm, but takes up something else. The renter sel- dom cares how he runs the farm; the boys, when at home, used to keep it spick and span. If you were to enquire into the true MICHIGAN TRADESMAN inwardness of the mortgage, in nine cases out of ten you would find that it came because the drifted Tt is boys away from the old homestead. the story of Joey over again. Years ago when the boys were con- tented with farm life the old place prospered. The glitter of the city, the bait of profession and trade did not lure them. It is different now. Where one farm lad has succeeded in the city thousands have gone down in the vortex of failure. Now and then one such comes back to the farm, but as a rule they are asham- ed to face old scenes and old friends. They no longer are fitted for farm life. The boy whe sticks to the farm until he is 21 is a rarity nowadays. Unless this trade and profession craze checked the farm youth the life wrecks found to-day in every city will swell into incredible propor- tions. One boy succeeds in the great city and his success is blazoned to the world; the thousands upon thous- ands of failures never are heard of. TC. Harbaugh. is among How Chance Occasionally Shapes Men’s Lives. Many men and women move for- ward so easily into place and posi- tion that they little realize what others, by some ‘circumstance kept from such security, or losing having once obtained it, must undergo. The moods and feelings of those who have the place to give oscillate so much that at different times the most con- tradictory qualities may commend a man to them. An employer may wish for the conventional recommenda- ‘tions at one time and at another he may despise them, according to what has been his latest experience in hir- ing men or the reaction from that. A chance word which might bring about happiest results in one place is the casting die that brings loss in the other. Sometimes a manager wants for a certain place a different sort of a man from the one he has had. The other man had ability, experience, but perhaps the very thing that “killed” him in the eye of the manager was New Plant of the Grand Rapids Fixtures Co. An indication of the marked development in store equipment is furnished in the new plant of the Grand Rapids Fixtures Co. considered one of the leading wood-working factories in the United States. This company has now what is The new building covers over two acres, and has over go,o00 feet of floor space used entirely in the manufacture of show cases. Electric power is employed throughout. The Grand Rapids Fixtures Co. in this plant has seemed not only to have solved all problems of economical manufacture but also is enabled to guarantee its cus- Recent Business Changes in Wiscon- sin. Appleton—Frank Gerhauser, one of the best known traveling men _ in Wisconsin, is dead at his home in this city, the result of an accident at Iron River about four weeks ago. Mr. Gerhauser had been traveling in Wisconsin for twenty years. Stevens Point—The Western Wall Paper Co.’s plant has been closed and arrangements are being made to set- tle with creditors. The company has been operating outside the trust and, it is said, lacked sufficient means to conduct the business. Kenosha — Involuntary bankruptcy proceedings have been _ instituted against the Visible Typewriter Co., of this city, and Carroll Atwood has been appointed receiver. The liabili- ties are estimated at $90,000, with as- sets including the plant and other property. a A man with an empty head is bet- ter off than the man who loses his head. tomers prompt delivery, which is frequently so necessary in store equipment work. some excellent quality that hindered him from filling the place without friction. In such positions man after man often is tried out until a day comes when the match is found for the real disturbing element, often a time server and a bully who hides his contemptible qualities under the cover of a better man’s impatience and exasperation. It takes another bully to deal with him. When some- thing is “rotten in Denmark” and the ruler is blind to the real cause of the rottenness, the getting and holding of place in that kingdom usually are influenced by the most unreasonable elements. A chance encounter between two men may change the fortune of a third man for all time. An employ- er who has a place to fill meets a friend on the street and says: “Where shall I find a man for taking charge of my work out yonder?” The reply is: “I know just the man for the place,” and the thing is as good as settled then and there. To be well known by the one who T has patronage to bestow may help or hinder the candidate for a place. Some men will give a position to a man whom they know in preference to any other, although he be lack- ing in capacity to wholly fill it, while others, perhaps because of a certain jealous element in their nature, never will help forward a man with whom they are well acquainted. They rather run the risk of employing a man compounded of faults than take the one whom they know all about. There are some employers whotry to secure men of shining ability, while others actually prefer those of me- diocre talent, and will tell a promis- ing candidate so. They even will go so far as to say that at the present time they do not want a clever man or a well informed man. What they do want is a meek man, an inexperi- enced man, whom they can mold and who will stand any amount of knead- ing without revolt. The great employment agencies for the most part work for the mediocre and the average man. In some cases they will even tell those of a higher grade that they can do nothing for them, although the higher grade per- son is more in need of and as will- ing to accept the salary these same low grade people are getting than any among them. A useful nonenity gives less trou- ble on the whole than a man ot mark. Whatever the stupidities. of such people the loss in some part is made good by the fact that never are “difficult.” An _ out- spoken man is likely to be consider- ed injudicious if not outrageous, and although an cost they encour- age suggestion he never is willing to take it from such a one, it often sounds too much Ike criticism when put straightforwardly. A dullard is the one promotions be and employer may when made; other in the exact line of succession yet not be advanced. The man or woman who answers want advertisements often is much perplexed when he compares the lack of attention he receives in some cases with that which he receives in others. All sorts of trifles have determined both circumstances, but he is ignor- ant of what they are. Sometimes a man has not enough of attainment, sometimes he is unfitted, and again he has a superfluity of qualities for the position, C. S. Maddocks. (nen en lin Smoke and Germs. “The murderous microbe detests the fumes of tobacco, which are a splendid disinfectant,” asserts a med- ical man. “The following recent ex- periments went to prove this: “Smoke from a cigar was blown across a slip of linen which had been dipped in a fluid containing thousands of virulent germs. When the cigar was finished the linen was immediate- ly placed in a bowl of beef broth, where common microbes are expect- ed to multiply with astounding rapid- ity. “To the surprise of all doubters, it was found that the smoke had had the effect of delaying the growth of the organisms, that the majority of them were dead, and that those which lived never fully developed.” advanced are some Man may MICHIGAN TRADESMAN i | |the reason that other old popular de-| lusion: “When people find they can not get their drinks they want them! é ever and will get them | None of these dire fore- 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. matter re-| Michigan | exhibits | 1umerous, larg-| grade than ever | 5 : Canadian subscriptions, $3.04 per year were displayed to in advance. This was largely No subscription accepted unless ac- : Sh This : ane companied by a signed aoe and the but not entirely, due to the new car- price of the first year’s subscription. eae ine Se | Without specific instructions to the con- age DULL which proved to be a| trary all subscriptions are continued in- | mc st attrac tive feature. Surely no definitely. Orders to discontinue must ; : be accompanied by payment to date. ibetter exhibitions of cattle, horses, Sample copies, 5 cents each. o BA ie ale Extra copies of current issues, 5 cents; s ine and p eet y Wee Crer of issues a month or more old, 10 cents; Grand Rapids, and beyond of issues a year or more old, $1. fi oe : J the machinery and imple- Entered at the Grand Rapids Postoffice.. E. A. STOWE, Editor. ealers were better served and | | better pleased than ever before. The} Wednesday, September 18, 1905 = exhibits of vegetables, grains, fruits | jand flowers — excellent, while the} WEST MICHIGAN STATE FAIR. jiisceliancous exhibits in the main | There is a popular delusion as to} pai] ding ciesen great credit upon | the public sale and use of intoxicat-| our jocal mercantile institutions. ing liquors which holds, briefly, that There were two exhibits of espe- it can not be controll led and, if ‘al interest which, necessarily, could trol were exer be examined only superficiz sh but which prompts ich, either one of them, were enti- quors would become to conscientious, careful study: be worse woud | First was the educational exhibit from I 1€ matter the city and from various district jschools, which showed clearly that “xh e West! the kindergarten and primary branch- Michigan State Fair knocked various|e¢; furnish good initial groundwork kinds of holes into that delusion so for th j the development of all sorts of numerously and so easily that there pents in harmony with the varying ¢ ‘4 : : is no room for argument. The sale/temperaments of children. Next was of spirituous and malt liquors upon |the exhibit made by our Grand Rap- the grounds controlled by the Fairlids Public Library, for. which much Association was prohibited and pre-| ve was accomplished com- | to Librarian Ranck and Chief, perhaps, among credit is due nted, and it his assistants Cieiede and without turmoil of any|the enlightening features of this charact |showing was a comprehensive insight ie the West Michigan Fair of|as to the resources and widespread 1907 was an ideal event, the best by|purpose of our library and the ease long odds ever held on the Com-| with which any citizen may avail him- stock Park grounds and the largest} of those resources. Thousands kind of a merit mark to the credit|of our citizens do not accept the of the Board of Directors. It was| privileges of our library for the rea- ideal because a man felt absolutely | that they do not know the proc- certain that he could take his wifejess to be observed by them and do and daughters to the Fair and visit|not have even the slightest concep- any point on the grounds without be-/tion as to the broad and generous ing compelled to meet maudlin, dis-| polic cy of the management of the gusting creatures wallowing in their|library. Undoubtedly, the display fiith of drunkenness at without be-|and the accompanying explanations ing in constant danger of the brawl-|made at the Fair will remedy this ing profanity and howling vulgarities of some whisky crazed bully. on perfectly ple having a good time, lack of information to some extent. of the days Tain the beginning the programme of races could not be carried out. The free offered in the grand stand were only up the standard. The air ship made three successful trips that was fizzle, and the flights were made at so an hour each time that fully so per cent. of the people who had hoped Ito see the thing fly were required to leave the grounds too early to en- |joy that experience. When all satisfactory it is too bad that there was anything to be criticised. It is no less than an to compel men, women and to put up with the stingy, ventilated, filthy and wholly Because two of the were peo- without Everywhere grounds at rational and doubt, the absolute certainty of free- dom from intemperance placed every- body upon comfortable footing, that fur the com- panionship and the pleasure was natura it wa a while be-| cause it fact that high-balls, cocktails, rickeys beer, and the like, are essential to the success of the West Michigan Fair. “Yes, keep out the and liquors,” said many of the ponents to the stand taken by the Fair Directors, “and the grounds will be filled with drunken persons who|inadequate latrines upon the grounds. will carry their liquors in bottles.”|There should be spacious, well light- Others predicted that there would be j ed and perfectly ventilated accommo- more drunkenness than ever if the sid rag of this character in at least of intoxicating beverages the |half a dozen different and well chos- well dressed, special] attractions front of lair—not to a so | j j | i j i { i i j ; i / i i | i i i | i land the was genuine, one a was real successful 1 and well worth demonstrated the unal loyed. ate result the gin not was s0 beer Op- sale of outrage children poorly on |before another Fair is held, | yet | again. i ing- shed. ibe |; OVeET, his pias 1A ;not grounds was prohibited, and gave as|en locations and each one should be in charge of competent and con- iscientious attendants. While this is a most important feature, which should be attended to there is another improvement of equal importance which should be made before the West Michigan Fair opens And that is a rearrangement and enlargement of the exits from the grounds to the street car wait- It is not only cruel and ‘dangerous to permit a repetition of ithe helter-skelter scrambles for the irs witnessed last week, but it will a parsimonious, short-sighted pol- not to correct this evil. More- the Grand Rapids Railway Co. entitled to meet the cost of fix- the exits and platforms as they should be arranged and of contrib- uting toward providing an adequate force of attendants to control the anxious, tired and excited crowds as they make their way to the cars that to take them back to the city. little study of the street car prac- tice at Detroit during Fairtime would come amiss. Cy ne are THE LOOTING OF NEW YORK. John F. Ahearn, President of the Borough of Manhattan, while he has been placed squarely and _ without equivocation upon the Gridiron of In- vestigation, has not yet resigned the position to which he was elected and whose term of office will expire in December 1909; and thereby hangs a tale: On November 23, 1906, there was published somewhat voluminous statement of facts about the adminis- tration of the Borough of Manhattan, prepared and issued by the “Bureau of City Betterment.” This statement covered the administration by Presi- Ahearn years 1904 and 1905. President Ahearn, on the same date (Nov. 23) addressed a letter to May- or George B. McClellan, referring to the published statement and request- ing the Mayor to at once cause an investigation of the affairs of the of- fice of President of the Borough to be made by the Commissioners of Accounts. Ten days later (Dec. 3 1906) Mayor McClellan directed the Commissioners of Accounts—John C. Hertle and John Purroy Mitchell—to make the desired enquiry. On July 16, 1907, the report of the Commissioners of Accounts was pub- lished with their acknowledgment of thanks to the Bureau of Municipal Research (formerly Bureau of City 3etterment) and to Mr. Marvyn Scud- der, expert accountant and investigat- or, representing the Corporation Counsel, for their assistance. The report in question not only bears out the presentation of facts which caused Mr. Ahearn to ask for an investigation, but emphasizes those a dent during the statements by tabulated exhibits, comparisons of dates, figures and sworn testimony given in Court which show bold-faced chicanery and practical politics as a matched team, with Mr. Ahearn as the sole manager. At no time during the investigation did Mr. Ahearn come before the Commission to explain his knowledge of the official acts of his subordinates or his method of conducting his De- partment. Contrary, he and several of chief subordinates refused to testify before the Commission. his “he report finds, first, that as Bor- ough President he delegated no ex- ecutive discretion to the Commission- er Public Works (his chief assist- ant) nor to Bureaus, that the entire responsibility for the acts of malfeasance and the _ineffi- ciency revealed by the investigation rests wholly and absolutely on Mr. Ahearn. of te heads of so Not only has the Bureau of Muni- cipal Research accomplished _ this much, but the City Club of New York has asked Gov. Hughes to relieve Mr. Ahearn from the office to which he was elected on charges of neglect, incompetency, waste of public funds and of retaining in his department subordinates whose incompetency has been demonstrated. And a_ hearing in support of the investigation re- ferred to and in line with the request of the City Club is now on before Gov. Hughes. It is to be hoped that the campaign so well begun by the Bureau of Municipal Research may-—while it has already demonstrated the value of the principle if intelligent supervision of while it shows there is for and honest municipal the absolute need intelligent accounting— so impress and inspire the electorate of the Borough of Manhattan that the District Leaders in Tammany Hall! or any other political association may not, through their large and thorough- ly disciplined organization, wheedle, browbeat, drive or buy their ways in- to power and to the final looting of the municipal treasury. Gov. Hughes a very strong man and the con- stitutional authirity at Albany is am- ple, but the Bureau of Municipal Re- offices, is search is not yet through its slum- ming excursions into the highways and byways of the various Districts of Manhattan. Assembly ALL-AROUND SURPRISE. Old campaigners who were inter- ested in the Good Roads _ District proposition confidently figured that it would be defeated in the city pre- cincts by about 1,000 votes and that the majority in the country precincts in favor of good roads would wipe out the opposition in the city and give the measure a majority of per- haps a thousand votes. Uncorrected returns show that the majority in the city opposing the proposition was only 359 votes, while the record in the country districts— rendered almost impassable by the fearful rain storm—shows a _ total vote of 278 and a majority in favor cf good roads of 188. No better illustration as to the val- ue of good roads can be required than that which is in evidence to- day in the rural districts and which will con- tinue during the next fortnight when those who have loads of fruit and other produce to haul to market will be required to spend extra time and labor—which means dollars—in get- ting their products to the consumers. The babbling brook, like a bab- bling man, is unable to keep its mouth shut. MICHIGAN TRADESMAN 9 CHINA’S GREAT EMPRESS. The announcement comes from Shanghai, China, to the effect that the old Empress Dowager, feeling the weight of years and growing in- firmities, determined to descend from power on the next Chinese new year and live for the balance of her days in retirement. It reported that secret councils have been held, and it been arranged that the IKmperor shall assume the active control of the imperial office on the retirement of his aunt. Although the present Kuang-hsu, has is has has reigned since 1875, he has been only nominal ruler, except for a few years following his marriage in 1889. His ideas of government developed such amazing of Western Emperor, notions reform that about a decade ago the old Empress Dowager prac- tically removed him from power and herself resumed the reins of govern- ment, although always acting in the Emperor's name. along lines Tzu-hsi, the Dowager Empress of China, is a most remarkable and entitled be considered one of the foremost women rulers of woman is to as modern’ times, judged, of course, by Oriental standards. She was of ob- secure birth and first became promi- nent asa the Hsieng-feng. dominating favorite of Emperor After the Emperor and the court for years, it related that the former tried to break up her influence and died sud- 1S denly to be succeeded by the son of the Empress Dowager, who in turn died, leaving the suecession to Empress’ nephew, the present peror. 3y what the Em- this remarkable old woman has retained complete control over the Government of China it is difficult to understand. Ac- cording to Western standards, the Empress would have no royal status whatever, much less the right to reign as regent in the place of her nephew, the Emperor, who as the son of the old Emperor's brother is the legiti- mate and rightful Emperor. Yet it is that the of the old Empress is accepted without question all over China, and such men as the late Li-Hung-Chang and other equally prominent viceroys have been her stanch supporters and loyal subjects. influence unquestionable rule time of Empress the the Up to and including the Dowager rebellion entertained Boxer reactionary ideas and vigorously combated all efforts at innovation and_ reform. Since the lesson of the Boxer rebel- lion there has been a great change in China in the direction of the adoption of modern and methods, and, wonderful to relate, the old Empress Dowager is credited with having ini- tiated the change and with persistent- ly urging upon her government and the leading viceroys the necessity of modernizing methods of government, the Army and Navy and the customs and laws of China. ideas It will require official confirmation to convince the world that this masterful old woman is about to retire, that she is likely to re- linquish control as long as she lives. It may be doubted if the best inter- ests of China would be subserved by outside or the turning over of the government to the present Emperor, who is clear- ly an incompetent, otherwise he would not have permitted himself to be superseded by his aunt. As the [emperor is childish and no successor to the throne has so far been pub- licly designated, the retirement of the old Empress might mean trouble ahead for the present Manchu dynas- ty. Discontent and rebellion ready rife in some parts of Empire, and were the strong the old Empress volts might enough proportions to prove are al- the big hand of the serious removed, re- ‘asily assume danger- ous to the dynasty. 2 Out of the brains of amoebas sci- ence has heard words of wisdom, or if not words of wisdom, signs All agree that the amoeba is one of the most primitive forms of life. This microscopic creature, a unicellular morsel of protoplasm, un- doubtedly has the power of choice. It exercises this power whenever it eats. ,’ ot choice. Diatoms enveloped in flint are its favorite food. When an amoeba comes in contact with one of these minute vegetables it swallows it through an aperture, a mouth, which it conveniently makes wherever an opening needed. But when the amoeba comes in contact with a small grain of flint he leaves it severely alone. He does not treat it he does the flinty envelope of the dia- tom. Another little animal the amphileptus meleagris, which swims by means of eilia. When he encounters infusorian, the epistylis, that anchors itself by means of a long stalk, he feels the latter and partly encloses it in his pliable body. He then fastens himself on the up- per part of his victim, opens his huge mouth and slips over the little epistylis is as is wise another like a glove finger slips over the finger of the hand. Then, having wrenched the epistylis from its an- chor by twisting, he completes his generous meal. Here seems to be demonstrated not only power of choice but also real intelligence. Charles Linsenmann, of Salem, Ida- ho, has commenced an action against Imma Hauser, of St. Louis, for $18,- 400. Linsenmann formerly lived in St. Louis, and he says he turned the money over to Miss Hauser early in 1904, because he was not on good terms with his wife and did not want her to know where he kept his money. Emma attends the bar in her fa- ther’s saloon, and he claims that she told him she knew of some gilt edge investments. She now declines to talk about it, saying she has retained counsel to take care of her interest. The man who preferred a bar maid to a bank as a depository for his cash will have little sympathy if he never sees it again. A wealthy Pittsburg woman who had expressed an intention to do some- thing for charity died without mak- ing a will. Her relatives have decid- ed to distribute her money as they think she intended to bestow it, a large portion going to charitable in- stitutions. There are some _ honest and honorable people even in Pitts- burg. should see in a lump of platinum a space closely packed with atoms the of ment. Size footballs in unceasing move- Could we magnify these foot- balls to the size of a church, instead of solid substance should — find emptiness. In each of the atoms, now raised to the thousands or we size of a church, some tens of thousands of than a period, would be whirling round with inconceivably rapid movement. These would hold electrons, each no bigger electrons what our senses represent mass as com- The theo- and weight really would be the parative absence of mass. Prof. the 1g02 was similar. ry which Osborne laid Reynolds scientific world in Matter he held te The before be the deficiency of mass. uni- up electrons verse is made of cosmic the der another name. which are of ether Where the space between the grains was large the sur- Un- rounding masses of grains pressed upon this space and formed what our matter. This ry had a rare merit of giving an in- telligible account senses feel to be theo- Of pravitation, a force which as yet has eluded scien- tific explanation. Because of the im- mense paradoxes involved this the- ory did not find immediate accept- ance, but toward it the world now jis moving. [Eee The circus business is about the of to go way other prises. amusement With the end of the it stated, the Ringling srothers will own practically all the enter- present season, is circuses in existence. Some time ago they acquired the Forepaugh and gest puzzle before the wiseacres of the moment. The view now accept- ed provisionally by all scientists is that matter is made up of electrons! or infinitesimal masses of ether, moving about freely and endowed with a definite mass and bulk. If our eyes possessed many million times the power which is theirs we empty space like a garrison and prevent all in- truders. Sir Oliver Lodge has dis- tinguished support when he. arrives at the. conclusion that there is a sense in which what we call the ether may turn out to be fifty thousand | million times the ordinary material density of platinum. So that the ether would be the heaviest, the most | solid substance conceivable; and grains | NEW THEORIES OF MATTER. |Sells Brothers shows and now they The riddle of the ether is the big-| have purchased the Barnum & Bailey interests, which includes Buffalo Bill’s Wild West. The _ Ringling brothers are five in number and they have made their circus a own great success. They started as a railroad show in 1880 and have steadily added to about their aggregation until it is NOW the biggest and best. The cir- cus business has enjoyed great pros- perity in this country and American shows have made many successful tours in Europe. Competition has often been keen between rival man agements, and they have frequently followed each other around the country with little intervals between their dates. Lately there has been an understanding by which territory has been divided, and better prohts The will have been therefore realized. Ringling Brothers’ monopoly yrobably not be quite complete, as J | l there are several small circuses which may in time develop theirs has as done. ee The Washington have begun to matters that correspondents to ) + cul Roosevelt speculate as the President will discuss in his forthcoming message to Congress. They assert that this message will be the longest one the President has ever written, and that it will be not only the most compre- hensive but the most radical declara- tion on national questions he has ever delivered. How they know all this in advance they do not explain, but they probably feel that nobody but the President can dispute their | statements and he, of course, will let his message speak for itself when the times comes. There are, naturally, a great many subjects upon which it is entirely to that the President will have something to say safe predict but all will have to wait until Decem- What- recommends ber to know his precise views the the action of Congress will, of course, ever President for deserve and receive careful consid- eration, as he is not only the head of the Nation, but the real leader of the party in power in the Nation. to It There is no need advertise his message in advance. will be universally read. TE Fame is so awfully slow that when it does finally come to the average man it is compelled to roost on his monument. WHERE THE WIND, WATER AND WEATHER GET IN THEIR WORK de big business for the future. sold sells many others. Write today. The roof is the first place the elements attack a building—sun, rain and wind bring rust, rot and decay to wood and metal roofs. H. M. R. Roofing—the Granite Coated Kind—resists all these destroying agents. The dealer who sells it is building up a Proof and ‘prices will get you in line. H. M. REYNOLDS ROOFING CO., Grand Rapids, Mich, “A®* | Every roll c Seo detain toe dee : 10 TRADESMAN THE GRAND ARMY Review of the Great Work It Accom- plished.* words of mine can add anything to rt: an a i ts record. Time wil] strengthen thc 3 4 1 ana memory oi its cdeeags and our names . v 4 : is : 4 DETS Ol a regiment on whose banners | Perry- | ies Of anooga, ission Ridge, The and through the rysboro and Benton- never trailed in de- hose commanders aces and | nonor- Nation’s records , enough for any a just pride in our regiment, and that it as one of l regi- ments of the Civi We recall to-day with a the names of our comrades who fell in battle or died in camp or at j remembrance of es and we glad- eater glory of 1at they have the sacrifice have entered into their their works do fol- Laslii t was a band of boys th: ed in 1861 to 1865 to fight of the Civil War. Let the figtires show: There were 47,000 forty-four f age, 160,000 twenty-two years of age, 2,159,798 twenty-one years of and under, 1,151,438 eighteen and 844.991 age and under, 231,- een years of 2,000 fif- teen years of 300 twelve years of age and 225 ten years of age. Let me speak to you survivors of that noble band of boys and, if I can, say something that shall increase our awe age years of under, sev- age enteen years Ol O5I sixt age, age, devotion to the land for which we marched, fought and_ bled. The population of the United States has increased in_ forty-five years since the Civil War from about thirty million to above eighty-four million. The wealth has increased from seven billion dollars in 1850 to and seven billions in year for which figures the per capita wealth, tone one hundred 1904, the available; which in 1850 was $300, by Mareus W. Bates. ‘of Du- 2Zist Michigan In- last are was in “ “*A ddress : luth, at annual rennion fantry. _ 132.736.000.000, and 000,000 17 1875, the 900 in 1900 in W io Ss ~ Chickamauga, | as two thousand six hundred seventy-five million dollars, is money aie circulation, which in 11850 was $278,000,000, was in 1896 the per ation has increased ain apita cir- the same Bank from $2,000,- first rear for period from $12 to $32.32 de- increased an] but nine hundred and sixty-four the per capita indebtedness, | n 1864 was $76.98, is now but) 11.46, while the annual interest; r whi then was $412 per 28 cents per capita.) we have any available record, 5,000,000, and savings bank | have increased > 820 to $3,025,000,c00 in 1906, ;j;and the number of depositors from |8.636 to 81,027,192. Imports of mer- chandise have 1800 to $1,226,000,000 hile exports have in 1906, increased eae ,000,000 to $1,744,000,000. The ag- gregate - power of ed Sta es—that is, surplus, de aa and circulation—is more than $17,000,000,000, capital, ; tL white tne totai Of ail : : : : xther nations 1s ly $23,- banking approximate enormous country’s ascend- industry. 000,000,000. Such the and + resources snow ae wy h6U6in ency bil The com United States for the six months end- inp «june 30, 1007, $3, 300,000,000, which world-power in finance ¢ 1 forei ign merce ot tne bade approximates the three bil- from $1,000,- | isions increased from $g1.000,- | from | the Unit-| the jhold of the people’s |186,867 and carry oe money $2,706,- $13,364,009,759 of insurance. In the great manufacturing indus- ries evidences of progress are equal- ly apparent. The number of people employed in manufacturing has grown from less than one million to five and one-half millions, the wag- es paid from $237,000,000 to $2,611,- 000,000 and the value of the products from one billion dollars to nearly fifteen billions in 1905. No nation in the history of the world has a record egy ct with this. The ex-| penditure for 1e public schools has grow! per capita to $12.46} per capita ny population five to eighteen years of age, or nearly $300,000,000 per annum. The pen- the soldiers of the Civ- exceed three billion dollars than the entire cost of that paid to W ar or more | War. | The war left the South bankrupt. In the past six years the value of the cotton crop alone exceeded by '$1.185.963,100 the total value of the whole world’s output of gold and silver. In the past two decades the Southern States have produced 184,- 182,400 bales of cotton, having a val- ue of $7,020,590,037 in gold. The iexports of raw cotton have brought ito the country more than two bil- lion dollars in the last six years. In 1896 the South produced 3,467,000 places the Amer-} cotton, lion ¢ class in its trade among the nations on the markets of the} high seas. There are three other na-j tions in that class—United Kingdom, | German Empire and France. But in} - rate of commercial volume of native the Unit- sec : ed States resources, ranks first large figure of or about 60 per cent. rade. The exports con- nearly $520,000,000 of stuffs, close upon $600,000,000 of crude materials for manufacturing, and $750,000,000 of latter being in part furnish- ed for consumption and in rt half- ports reached the $1.850,000,000, of the total sisted of food over manufac- tures, the a finished for manufacturing. Minneso- ta, the State in which I live, turns out annually a farm product of $300,- 000,000 and an iron ore and lumber product of $100,000,000. St. Louis county alone this year will ship out over thirty million tons of iron ore ind the banks of the State carry de- s of $220,000,000. earnings ior June 30, Railroad gross fiscal year ending reach $2,575,000,- posit the 1907, will 000, and the wages paid to railroad employes for the same period will exceed $1.025,000,000. It is estimated that the net earnings of the railroads will reach +40, 000,000. The marked fact that stands out in the above comparisons is ailroad wages to employes increased more than the net earnings to meet the dues of cap ital. he earnings of a single ‘cor- poration have reached the enormous sum of $161.000,000 in a single year. while the total annual earnings of the iron and stee] corporations are estimated at over $300,000,000. The earnings of the c industries of opper the United States will exceed $100,- 000,000 yearly. The life insurance corporations of the United States growth, as in| American ex-| iclose of the tons of pig iron, $641,720,000 worth of $20,000,000 of farm products, $200,000,000 of lumber, and the as- value of her property was $8.025.000,000, an increase of nearly too per cent. of that of 1890. The sessed war gave to the South- ern States over four million freed negroes, who had been slaves and who knew nothing or next to nothing of free men and of lib- It was not strange that these people should have considered liberty They had never been what freedom implied as an . : of the duties erty. as license. taught 4 |obligation upon freemen, and that in the short period that has elapsed since the war these four million freed slaves should have become almost self supporting and in very many instances wealthy is little short of a miracle. Negro industrial schools are doing a grand work among the colored people of the South and will entirely soon have solved the question of the right of the colored man to the bal- lot and his ability for self govern- ment. Of the achievements of the Civil War two stand out as pre-em- inent: First, saving the Union, es- tablishing, as we believe, forever the fact eee a government of the peo- ple, by the people and for the peo- ple can endure; and, second, the abo- lition of slavery and the emancipa- tion of the negroes in the United States. If these had been ac- complished by the War of the Re- bellion and the sufferings of the peo- ple on both sides it would have been glory enough and should call for our gratitude to God that we were per- mitted to have been of those who sacrificed to bring to our nation so giorious a consummation. The United States has not only be- come the richest nation in the world, but commands the respect of all the nations of the world. This respect only | j ' | t is not for the strength of its armies, its battle ships or its trained soldiery from its form of alone, but more Government has it won the admira- ition of the world. It has drawn to fits shores from all the nations of their best citizenship to become a part in the building of a nation com- jposed of the best blood and races of the world, combined into a new nation that shall be the American nation of the future. While the Gov- ernment has been the potent factor lin this gathering together of the people i shores | of all nations who have for new homes, been and are so enterprising, persistent, aggressive and charitable, maintaining the greatest freedom pos- sible, with only such safeguards as have seemed necessary for the high- est good of all the people, that we have won the respect and love of all the world. This success has been due to the intelligence of our people and our geographical situation. Our nation has set a standard for woman- hood that been the admiration of the world and has placed her the equal of man everywhere and made her influence greater in all civilized nations, and this is one of the noblest monuments of our greatness. We have lived to see the Government we fought to save undivided and free, first in war, first in peace and first in the hearts of all the world. Ameri- homes are the best homes. The poor have more of comforts, better opportunities for advancement, more educational privileges, more freedom than in any other land. Our public schoo! system is the standard for the world. Our religion is better suited to the highest citizenship and high- est attainment because here every- one has the right to worship God ac- cording to the dictates of his own regulated only by wise laws applicable to all alike. come to our our people have has can conscience, Working men have never enjoyed so many privileges as now in the United States and, unless hampered and distrusted through combinations in labor unions, will continue to en- joy still more and become more and more important factors in the na- tion. There is danger in the com- binations of trade unions. No. or- ganization can permanently succeed which is built on selfishness and greed or that overlooks for immedi- ate success the greater and lasting success of righteousness. The organ- ization of workingmen for their mu- tual advancement is both proper and right, so long as its aims are con- fined to advancement in material good, educational privileges, better facilities for trades. better opportuni- ties for the wives and children, bet- ter homes, better conditions every but when combinations seek to control all workingmen in’ a_ single organization subject to the dictation of a single man, or set of men, who the weapon of strikes for the accomplishment of their own ends, without regard to the highest good of the greatest number, then it be- comes a dangerous element and threatens the life and well being of the nation itself. We need but to refer to recent developments in the West, and to a recent trial in one of our Western States, to prove way, use MICHIGAN TRADESMAN 11 the assertion of the dangerous na- ture of labor organizations, as now constituted and controlled. When la- bor organizations seek to awe the courts and demand release of crim- inals publicly, and resort to criminal practices secretly for the accomplish- ‘ment of their designs, it is time to ‘stop and consider the results of such methods upon the nation and to en- list every loyal man and woman to step into the breach, sacrificing every- thing, if necessary, as we did in the Sixties, that the nation may be say- ed from the control of such a com- bination. Here lies the greatest dan- ger to our nation to-day—the spirit of selfishness and greed—as mani- fested by the labor trust, and by some of the large corporations and trusts. The only safeguard and rem- edy for these dangers is righteous- ness, trust in the living God andthe highest good to the greatest number. With a firm reliance on these ideals our republic will live, bring the world to a dependence on God and a knowl- edge of our Lord and His Christ. Then, and only then, shall what we fought for have been won indeed and our nation placed on a solid and sure foundation, from which no wars or rumors of wars shall shake it, nor any trouble mar its usefulness .or defeat its triumphant development to per- fection, as a Government of the peo- ple, by the people and for the peo- ple. The use the Government is making of its surplus wealth appeals to every good citizen and cheers the heart of every good soldier. Millions are go- ing into the reclamation of the arid deserts of the West and swamp lands of the South and Northwest, making lands now barren and desolate’ to “blossom as the rose’ and become the happy and prosperous homes of thousands of our people. Over fifty million dollars have already been ap- propriated and the work is under way, while over one hundred and twenty- five millions more have been appro- priated to be paid as fast as the work can be undertaken. The build- ing of good roads, improvement of harbors, rivers and inland lakes, the movement to bring public utilities under direct control of the states and General Government, the pros- ecution of crime in high places with- out regard to condition .or standing of the criminal, the growing desire for better municipal government, the determination of the Government to retaig the land for the people and to prosecute all unlawful infringement upon the public domain, the setting aside of large forest reserves, the purification of the ballot, the care of the indigent and insane, all show a high and noble purpose on the part of the nation certain to be of incalculable benefit to all our peo- ple and are most hopeful and cheer- ing signs that should be pushed along by every good citizen and can bring ‘only joy to the heart of every sold- ier of the Civil War. We fought for better things than we ever dreamed of, comrades, and are living to see our fondest hopes more than realized. The thoughtful care for old and tn- digent soldiers and their dependent ones can but inspire every thought- ful one among us to a higher appre- ciation of this Government of ours and demands the best efforts of our lives for its highest good, without regard to party or conditions. Com- rades, let us strive to help along this higher development of the land we saved from continual strife and civil war and remember there are ways and means we have overlooked, if we will but seek them, through which we may help accomplish this most desired result for the land we love so well and for which we gave so much... What though our years are nearly numbered, our heads whiten- ing and the shadows are gathering around us as we linger in the Beulah Land and dream of that Better Land just across the river where so many of our comrades have gone, and from where we can hear them call- ing to us, “Move to the fore, Say not another is better than thou, Shame on the manhood that sits on thy brow, Own tryself equal to all that man may, Cease thine evading, God needs thee to-day, Move to the fore.” In the words of Bishop Phil- lips Brooks: “T plead with you makes strong citizens: First, clear convictions, deep, patient, careful study of Government under which we live, until you not merely believe it is the best in all the world, but know why you believe. And then a clear conscience, as clear as in private in- terests, as much ashamed of public as of private sin, as ready to hate and rebuke and vote down corrup- tion in the State, in your own party, as you would be in your own store or church, as ready to bring the one as the other to judgment of a liv- ing God. And then unselfishness, an earnest and exalted sense that you are for the land and not alone the land for you; something of the self sacrifice which they showed who died for us from 1861 to 1865. - And then activity; the readiness to wake and watch and do a citizen’s work untir- ingly, counting it as base not to vote at an election, not to work against a bad official or not to work for a good one as it would have been to shirk a battle in the war. Such strong citizenship let there be among us, and such knightly doing of our duties in the field of peace.” The leading idea of the Grand Army of the Republic for the past ten years has been the proper and more general observance of Memo- rial Day and teaching patriotism in the public schools. Patriotic in- structors have been appointed in most Grand Army posts and considerable work has been done to introduce better patriotic instruction and more love and reverence for the flag in the public schools of the land. Laws have been passed making it obliga- tory to have a United States flag fly- ing over every school house in the land every day during school hours. It has been apparent to every thought- ful old soldier that if Memorial Day is to be properly observed and per- petuated after we have paid our last tribute and passed on, the citizens of the whole land must become in- terested to take an active part in such an observance of Memorial Day. The old not hope to carry the burden much longer and the thought of Memorial Day being forgotten or its observance losing its for all that soldiers can sacred pre-eminence in the land is a This de- sire and feeling led in Duluth last Memorial Day to an effort to. in- terest the citizens as never before, and to that end an organization of citizens was formed, to be called the Citizens Staff, to take and carry the burden of the observance of Me- morial Day and have the old sold- lers as the guests of the city. This Citizens Staff is to include all classes of loyal citizens. men, teachers, clergymen and laboring men all joined this Staff and organized with a constitu- tion and by-laws, elected officers, ap pointed a membership and Execu- tive Committee and took entire charge of the financial burden of Memorial Day. A wish was expressed to have all the public schools interested and the Grand Army posts undertook that branch of the work. Ribbon badges and flags provided for each class in the schools, a blue badge for the high school, and a white badge for the ward and parochial schools, while the citizens wore a red badge, thus combining the significance of the red, white and blue of the flag. sorrow to every one of us. Jusiness men, pro- fessional were About five hundred citizens joined the Citizens Staff and its member- ship will reach at least one thous- and, it is confidently believed, before another Memorial Day has come around. More than one school children were in the Memor- ial Day parade and it would have made you happy could you have seen the enthusiasm of that of boys and of the people who saw it. It was a new lesson of patriot- ism that will never be forgotten in Duluth, and the day was better ob- served than ever before, and a new standard established for its future that has cheered the heart of every Grand Army man in the county. It is the Staff to carry the organization of such Staffs through the State, and then to na- tionalize it, so that there shall be a uniform observance throughout the land with its perpetuation made cer- tain. thousand crowd expectation of the To show how quickly and fully the spirit was adopted, a single il- lustration will A few days after Memorial Day a small group of colored children were seen beg- ging pennies along the street. Some one, after having given the penny asked for, watched to see what the children would do, supposing the money would be spent for candy, but, much to his surprise and joy, he soon saw the whole group coming back, each child bearing a small United States flag. They wanted a flag in their homes, too, and did not get one on Memorial Day. I trust to-day will go suffice: every comrade here home determined to inaugurate some- thing like this in his home school next year. It teaches a nothing else and town love for the flag that will teach and will bring a joy to your heart that will make you feel young again. (Children love the flag, and love for the flag means good citi- zens and loyal, patriotic homes; and when the country calls its boys again to carry the musket the lesson will have done the needed work and they will be ready, as you were ready forty and more years ago. In this work I am sure I have your hearty appreciation, and I can but believe that you will be inspired to make the attempt in your homes and schools another year. It pays, and your hearts will grow lighter as you witness the enthusiasm of the chil- dren, and they will feel as if they are a real part of the citizenship trying to make permanent the proper observance of Memorial Day in the nation. Comrades, our days are fast being numbered. The activities of our lives are nearly behind us. passed. QOur history is We made most of it many years ago when we were in the ranks of the volunteer armies of the Re- public. Of that history no one who helped to make it need be ashamed, station, and the Re- public will ever be grateful to its whatever his soldiers of the sixties. I have tried in this brief and simple way that the Republic is worthy our admiration and loyalty, that we have a country we should love and adore above every material interest, that we should be to show you Americans, American or are adoption; and now, in the words of our lamented War Presi- dent, Abraham Lincoln, the “first American to reach the lonely heights of immortal fame,” let us “highly re- solve that this nation, under God, shall have a new birth of and. that people, by the people and for the shall not proud to be whether born an one by freedom, government of the people perish from the earth.” —————E Louisiana’s Frog Industry. The revenue from the frog indus- Louisiana is try in something over $100,000 per annum. The frogs are shipped alive in barrels, packed in moss. Over one million barrels of this living freight are shipped year- ly—some going West as far as Cali- fornia. nary frogs, but are carefully Of course, they are no ordi- raised and fattened, being fed on bread, meal and cracklings. J.W. York & Sons Manufacturers of Band Instruments and Music Publishers Grand Rapids, Michigan Send for Catalogue Quality Always Wins This is the reason our Harness Trade has increased so much and why we can guar- absolute satis- faction, as its ALL IN THE QUALITY. antee Sherwood Hall Co., Ltd. Grand Rapids, Mich. Sr ata ee ee eres MICHIGAN TRADESMAN E Business—1908. | | j j j lit The train was running along pret ty smoothly, and I had had a fine breakfast with Billy Bing and a good many other passengers at Ash Forks, | and altogether I should have been feeling fing But you know how it is once in awhi Something in a_ fellow’s make-up scents danger anyhow, and he begins to be apprehensive. It was a bit hot and dusty in the sleep- er and so I went out alone onto the vestibule platiorm, bribed the porter to leave the vestibule door open and the steps uncovered, sat down and began to glum. | realized that we'd had a great year back in Lastervilic. 1 don’t believe that the shoe business was ever 580 good in that town before, for everybody has had money _ to spend, the factories have been run- ning overtime, the farmers have been getting good prices for all that they could produce, but, someway, it seemed too good to last, and so in my mind I began framing caution- ing sentences to Mr. Laster about getting ready for 1908 in a very con- servative manner. I thought that I vould start the letter like this “It has been very prosperous with us, Mr. Laster, but we must look for breakers ahead. This unprece- -d, bloated, crazy, splash‘ng wave not his year, there will be a Pres- ot prosperity last much be- ] can yond t idential election next year, anyway, 1 KNOWS . 11 wi to do to tradee, and I tell you ; Ge and everybody what that 1s likely that we must be careful. We have only a little craft, anyway, and we, cic... etc. u know how 2 man goes on hard luck, from several! Yo begins writing apprehensive sentences miles so that the more em- phatic I came in this mind-com- posed letter the more apprehensive I got, until it seemed to me that I ought to write the letter on the train ind drop it off at some station so that a moment might not be lost, f Laster, who for fear that old Mr. ; had been in the retail footwear busi- ness ever since it was an exclusive business by itself, might do some- thing hasty about next year which would ruin us. It’s a sort of insanity, I suppose. “Well, the the glummer I got, and while I sat there more I thought ¥y watching by, I heard somebody come out and the sage and the cactus go sit down on the step above me. “Good morning!’ And it sounded cheery. “Good morning,” I remarked glumly. “You don’t act very chipper. I saw you baconandeggsing at Ash Forks and I noticed that you didn’t seem to be getting away with auite sev- enty-five cents’ worth of Mr. Harvel’s food as per contract.” “It’s a hard job in scant twenty-five minutes, anyway.” “I don’t know, three cents a minute for all you can eat and go it as fast you j want to isn’t bad. when j come to think of it,” remarked the newcomer, in a satisfied tone. As I said before I as so y ou was feelin g glum and I didn’t want people to look on the bright side of things for me, so I made no reply. “It’s all in the way you feel. Now, in my business, when I'm back home, it’s just the difference between a sale and no sale, how you are sizing up on your digestion.” “Ho wyou're sizing up?” “Yes. Thats slang, of course, but comes in nice with my business.’ “What is your business?” “Shoes.” “Shoes?” “That's it. The greatest business }of the greatest country on the great- est earth we know anything about.” ves, is, 4 “everything going to the eter- rejoined, sarcasti- al nal bow-bows.” “Not much it ain’t. Everything’s growing. Even the years are grow- ing. This year is size seven, next Get the joke? This year, size 07; next year, size ‘08.”’ year is size eight. “Nes. I got the joke the first time.” “Well, sir, I’ve worked that joke on customers every year since the century came. First I said this year be size two, and so on, every year. Well, sir, 1 had the that got their first shoes Pan-Ameri : is a cack, size one, next year'll great fun with babies can year. You see, they kept right on growing just even with the years for awhile and it was great sport. You can have lots of fun with your customers in a shoe store if you want to. It don’t take much joke to amuse a customer, you know, and if you can get a customer to making 4 a of a joke about your business, you've got him, that is, you’ve got him or her if you laugh and matter how old the joke is.” "Ves, Sure, have. Now when the James Means the new thing, about "Yes. I know. They'd say, ‘Give me me a pair of them ‘Mean’ shoes,” "Yes, sit. Uhat’s just what they dc say. Funny remembered it.” “I ought to remember it. I heard about fifth say it for good hearty, n0 you have.” take it were every—— you shoes you every customer years.” “What! Was you in the shoe busi- ness once?” “Was I in it once? That ain’t the worst of it. I’m in it yet.” “Glory! Shake! It’s a great busi- ness, ain’t it. Greatest business on the footstool. That's a joke, too, isnt itr” Where are you making people happy? im in Scranton, Pennsy, myself. I used to be in Westfleld, New York, and I moved to Scranton from Union City, Pennsy. That the ly to do business in, I I got out and to the hunk. I want to go home be- the fall trade and get ready to bu was only unpleasant place fe) ii ever struck, bt it safe Scranton is all fore opens up sharp y for spring and summer.” “T tell you,” I said,solemnly, “you want to go slow and buy carefully.” “Carefully! Your uncles’s first wife! I haven't bought carefully in three years. If ] bought carefully I'd be out of sizes all the time. The only way to buy carefully these days is to Any old hat will cover your head, And any old shoe your foot; But how will I look And how will I feel? Is a question that’s often put. Your customer secretly puts this ques- tion to himself and evades your store unless you are equipped with the right kind of shoes. Our Planet line of Welt Shoes are ex- cellent fitters and up-to-date in style. Our Ladies’ Shoes are artistic and com- fortable and will captivate any woman at sight. Our ‘‘Playmate” Shoes for children you should see to appreciate. he Rouge Rex Shoes For Men and Boys Guaranteed to be made from solid leather of the best tannages. Hardwear, Walrus Coltskin and Kangaroo Calf Write us. Hirth=Krause Co. Grand Rapids, Mich. buy all you dare with your eyes shut, everything that looks good, and then send in a letter to the the agent gone to order to follow the twenty days later. to order carefully “IT don’t know.” “You .don’t? Why? trade falling off?” No, we ever had n't be riding on a Golden cursion ticket for 6,000 “Collections “Not very.” “Well, stocked?” “Don’t think so.” “Well, what’s the glumitism, then?” “Just because we're all going crazy with this prosperity, and it can not possibly last. U’'m just going to write to my partner to slow when the agents begin to come along with their samples factory after duplicate the first shipment That's the way these days.” is Has your been or | would- Rule miles.” best ex- slow?” what’s the matter? Over- go for spring.” “Don't «oO. tt: pressed friend. Don't the partner scared?” “I’m afraid not.” “Well, you This year size seven, a bigger size, size eight, and the good- Don't He’s probably a kind you and _de- do it. you Is then. next year is don't worry him is knows what width. the partner. fellow ness you worry young and — UNG. my “And him: | [ft and = inexperienced he isn’t. He’s old enough to be father.” bless was going to the old fellows, They are the lads who the troubles used to shoe trade. We don't know about it.. The good to us and stayed and the the good come I'll tind isn’t depressed. God any scared it ought to be but it isn’t. know. what m the anything have old fellows know town is not Pennsy and that’s right.” “Our town’s good enough.” “That's the talk. | Ehey re except Union City, Pennsy, one be be times come signs. If your down to territory old you all good, and trade isn’t so bad there, it was having to live in that blamed hole that drove me to better things. It seems to me, partner, that the shoe trade just right now is in the most beautiful condi- tion we ever had it. Our styles are pleasing and designs easy fitting; the and can to help up manufacturers are everything they possibly the prices have to a figure where it is possible to sell people shoes that one is asham- ed to out of the and next year is going to be the greatest And don’t you strong doing retailer, crawled not have go store, year in shoe history. be afraid to load up.” “Well, I hope so.” “Hope so. Why, of course so. I didn’t suppose that anybody felt any other way, leastwise any shoe man. I must right back into the car and write a letter to my _ partner, for fear he might get some ideas in- to his head. Now, I’m about three years older than you are, and let me take advantage of that fact to give you a little advieéy Instead of writ- ing to your partner to go carefully, tell him to hustle things, have special sales and every way to the decks to make room for the biggest - stock in 1908 that you have ever had in the store, and then go on and go clear MICHIGAN TRADESMAN order it. I tell you this prosperity hasn’t come to stay, I say THIS properity hasn't, because the pros- perity that to the retail shoe trade will make this year’s prosperity like a run of hard times.” “Do you believe “Sure, | it. Your Uncle man until you see coming next year look is te! believe it. I almost know Bill looks like a tall the the That's the way with this prosperity compared to next year's. Not quite so bad as that, per- haps, but near to it. That’s the trou- ble with a many people. They something they're not used to and they immediately be- come apprehensive.” “Supposing there’d be a panic?” “Well, it wouldn’t hurt the retail shoe trade much if there was.” it “Sure it ferent panic giant in circus. years good see or experience did before.” did. now. If now. it times are ditf- should But there be a would handled as part of the day’s work in the regular order of business, and the retail shoe be man wouldn't know anything about it. And, besides, there isn’t going to be any panic, Presidential year or no Presidential year. Gee! Im afraid I’m not going to get home in time to greet the early salesmen. | wish I was. I’d hike to have Dick Lahey from Rochester, N. Y., yank a woman’s fancy welt lace out of its little stocking and hold it up in front of me and say, “[Two-sixty-seven, net me get right back fast- can get it the book, ‘Three dozen double 34 to 5%; three A, regu- three dozen B, C, per, and hear than he three-sheet AA, lars er down on dozen doz- D, regular; three dozen FE, running to seven, and three dozen EF, running to 7%.’ I'd just like to be there to roll that out fast could talk.” “Mercy! Do you order like that?” “Never have that yet, but that’s the way to order for next year in Scranton, and I fancy Scran- ton pretty much like any other hustling American Maybe have a more with bank rolls some towns of the size, but | fancy the United States is pretty much all alike. We've just got Scranton nicely taught that a low shoe and a slipper are two dif- ferent things, and L sup- pose a thousand of tip, oxfords nobby regular; six en regular; six dozen as as | quite like is town. folks we few than long next year pair order welted with the shapes I understand we're going to have wouldn't be a_ foolish order after all. That’s been a long hard job, teaching the women that, but they're taught at last, at least they are in Scranton, and next season we are going to reap the beneefit.” “T don’t know why it was, my opin- ion ought to be as good as the opin- ion of the man from Scranton, but someway he quieted my fears, and when we got off the cars, instead of writing to Mr. Laster I slipped into the telegraph office at Los Angeles and wired: “Arrived safe. Its a great coun- is going like the Don't spring try. Next year’s prosperity to slip on over this year’s, gum sock. be afraid to order heavily for and summer.’—Ike N. Fitem in Boot and Shoe Recorder. shoe over a wool 13 A Substitute Never Substitutes There is nothing like the real genuine original Hard Pan Shoes for the wet fall days. They are storm proof; not only that, but they will give the hard-on-shoes people more wear and foot comfort for their money than they can get in any other shoes. Our trade mark on the sole guarantees them to your customer. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Everybody Wants The Best For His Money That is why so many buy their Shoes and Rub- bers from us & “HOOD RUBBER COMPANY BOSTON. Michigan Agents Not In Any Trust Grand Rapids Shoe & Rubber Co. 28-30 South Ionia St. Grand Rapids, Michigan £ : pS i Bs { 14 MICHIGAN TRADESMAN BENZOATE OF SODA. What This Preservative Means To the Baker. Certain food officials are trying to! forbid the use of benzoate of soda. | If they succeed the baking business | will be greatly affected, for pie fill- ings and compound preserves, in their | present form, will be a thing of the past. Benzoate of soda is absolute-; ly necessary to the manufacture of| Without it the bakers’ | these goods. supply houses and the jobbers can| not make and ship them. will have to go back to making his| own fillings again, and if he wishes} to put up fruit fillings to keep any length of time, he will have to in-|} stall a refrigerating plant. Benzoate of soda is used in manu- facturing preserves, pie fillings, jel- lies, jams, mince meat, ketchup, cider, pickles, salt fish, table condiments, crushed fruits and syrups for soda fountains, and so on. Goods of this| kind, 1f put up in bulk without a pre-! servative, will at once start to fer-| ment and in a short time become spoiled. To prevent this the manu facturers use a very small amount of benzoate of soda. The average amount | used is one-tenth of I per cent. (001), | that is to say, about half an ounce} This checks the fermentation for awhile, and al-} The baker | to a thirty-pound pail. lows the goods to reach the consum- | Ben- where bulk goods (goods in pails, kegs or barrels) across the country, being continually shak- en up and exposed to varying tem- With- would ferment er in a sweet, wholesome state. zoate is especially necessary have to be shipped peratures on land and water. out preservative they and spoil, and would result. ptomaine poisoning henonate of coda is a sweetish white senzoate Of soda 1s a sweetish white It is used as a medicine for rheumatism, gout, powder. tuberculosis and kidney diseases. It is derived from benzoic acid, which exists naturally in some fruits, as cranberries, in the seeds of cherries, peaches, apricots, in vanilla beans, essential oils, cin- namon, cloves, etc., and in gum ben- e yom. It was first made from this lately has been manufac- synthetically. The gum, but tured value of benzoate to the manufacturer lies in the fact that a very small amount of it acts as a preservative in the arti- cles we have mentioned, and pre- vents the growth of moulds, yeasts and nearly all bacteria. Now, for certain food officials reason or other, decided that benzoate is harmful and are try- some 1 nave ing to prohibit its use. Just on what they base their conclusions, we do} not really know, Dr. Wiley’s “poison squad” was fed on it for a few weeks and we are told that the results were not favorable to benzoate. Eminent however, de- scientists everywhere, clare these tests inconclusive, be- cause the benzoate was given in cap- sules, instead of being spread through the food, and because the adverse mental effect, caused by thorough publicity, was not taken into consid- eration. Dr. Wiley says that we do not need preservatives to-day be- cause they were not in use forty years ago and yet people were well fed then. But forty years ago we didn’t manufacture food in the quan- w i were in {jure anyone in fifty years. jnot prohibit railroads and \from running? jnot prohibit people from jand just as ithese things as there would be in lby its use. i ptomaine poisoning. Conditions are Forty years ago there was no telephone, and railways their infancy. Dr. Wiley claims that benzoate should be pro- tities we do to-day. entirely altered. | hibited af it can be shown even to in- The tele- phone has doubtless injured many people—why not forbid its use? Many |persons are made sick by riding on |railroad trains and electric cars—why electrics A great many doc- |tors consider nicotine a poison—why smoking? There would be just as much reason much justice in doing 'prohibiting the use of benzoate of soda because some one may at some time be injured by it: The food manufacturers stoutly maintain the opposite side of the case. Two hundred of the leading ones all over the country declare that they have never heard of any injury be- ing done to man, woman or child Many of them believe that considerable harm would be done \if their products were put upon the market without benzoate; either be- cause the consumer would not know that fermentation had started, and |would use up the goods, or, knowing it. would use them rather than lose money by throwing them away. They | believe it a great deal better for peo- ple to use benzoate of soda and be (on the safe side than not use it and [run the risk of that i great evil, Mr. >. ©. Shar ples, the leading analytical chemist of Boston, a man of forty years’ prac- tical experience, says he would much prefer to eat goods containing ben- those without it. The Massachusetts food law allows it. Dr. Harrington, author of this law, Sec- retary of the Massachusetts Board of Health, and head of the State pure food. work, said recently that “he would just as leave eat articles pre- pared with benzoate as_ cranberry We know a certain mince meat manufacturer who for the last dozen years has eateen benzoate twelve or fifteen times a day because he likes it. He had the doctor exam- ine him recently to see if it had done him any harm, and the doctor pro- 10unced him in perfect health. zoate than sauce.” Dr. Wiley claims that the manu- facturers can put up their goods with- out it. They know they can not, and have spent experiments in finding out. thousands of dollars in Two or three have sided with the doctor, but they put up most of their goods in small packages, cans or glass. Dr. Wiley tells the rest to go ahead and do the same. The manufacturers ex- piained to him how they had to put up enough fruit when it was in sea- son to last them for a year, and had to use benzoate to do it. He an- swered: “Can it; start a canning fac- tery where you get your fruit.” He doesn’t realize that it would cost more than the average bakers’ supply house coud afford, that it would dou- ble the cost of the goods, and that bakers wouldn’t pay the increased prices, to say nothing of the bother of using canned pie fillings. Recently we analyzed some mince meat that was widely advertised as containing no preservative, and found that it also contained no meat. The jobbing price on it was II cents a pound. Last spring a prominent bak- ers’ supply house resolved to make a final attempt to do without benzoate and put up their pie fillings without it. In a month they were buried with complaints about the goods spoiling and lost more than a thousand dol- lars in allowances that they had to make. They were obliged to go back to using benzoate again. To- day this concern knows that they can not put up their goods without preservatives. On the one hand we have the theoretical chemist, who has never made a single pound of food products in his life, telling us that benzoate is not necessary, and_on the other hand the manufacturer of twen- ty, thirty or forty years’ practical experience, who knows that it is nec- essary, and who has no knowledge of it ever having harmed any one. Consider now what it means, if ben- zoate is forbidden. The small baker, HAT S .-.. For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St. Grand Rapide. SELL Mayer Shoes And Watch Your Business Grow We Sell Ben-Hur (In Seven Sizes) Famabellas (In Six Sizes) Red Roosters rr. Quaker Hemmeter Champions S. ©. W. Iroquois Almovar Royal Major Cremo And many other ‘Cigars WoRDEN GROCER COMPANY Grand Rapids, Mich. The Prompt Shippers N September 24 the price of all best calicos will go to 7c for darks and 63(c for shirtings. Until entire stock at 6%c, 61%4c, 6 and 5%c. then we will sell our Get your orders in early to insure good styles. P. STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Mich. who has depended on the _ supply house to furnish him with such fill- ings as lemon, orange, prune, raisin, mince, etc., will have to go without or make his own. Nowadays he has not the time to make all his own fillings, and they would cost him too much if he did have the time. The large baker, who has been able to put up his own fillings when the dif- ferent fruits were in season, and keep them through the year with the help of an imperceptible amount of ben- zoate of soda, must stop this whole- some, inexpensive way and _ install either a canning factory or a refrig- erating plant (and with the last the goods will only keep a few hours after being taken from cold storage). The bakers’ suppliers and the jobbers throughout the country will have to give up this part of the business or make their fillings in so expensive a way that bakers can not pay the price. One prominent supply house says that if benzoate is eliminated they will lose 35 per cent of their business. Another writes: “Our busi- ness would suffer a loss of more than $200,000 a year. It is impossi- ble to keep pie fillings without ben- zoate.” Another, “If preservative is peremptorily forbidden, within a short time we shall feel that the busi- ness we have beeen building up these thirty years has received a knockout blow. The loss would be from $200,- 000 to $300,000 business per year, we should cut out one-half of our help, cut down the salaries of everybody and try to undertake a complete re- vision of our business.” A prominent baker, who makes his own mince meat to keep from year to year and who uses ouly the very best ingredients, believes “the sour acid of perishable goods that accumulates far more in- jurious than a trifle of pure benzoate Of soda.” We can not believe that our Gov- ernment will forbid the use of ben- zoate of soda, when all the practical evidence goes to show that it is harmless, and when its prohibition will work such great injury upon so important an industry as the baking and ‘bakers’ supply business.—E. C. Johnson in Bakers’ Helper. 2-2 An Ill Wind That Did Good. King Island, between the of Tasmania and the Australian main- land, has always been an arid waste of sand and other non-arable soil. Some years ago, however, a vessel was wrecked off the island and a number of sailors’ mattresses, stuffed with the yellow flowered clover, a kind of grass, were washed ashore. A certain quantity .of seed was con- tained among the stuffing and in due course these took root and in the space of a few years covered the sandy stretches with rich verdure. Clover and other leguminous plants have the peculiar capacity of fer- tilizing a waste soil, owing principal- ly to the action of bacteria, thereby enabling the plants to draw nitrogen directly from the atmosphere. King Island, previously a waste stretch of sand, is now one of the richest graz- ing districts in the Australian con- tinent. coast -_———_.— a The larger the bluff the smaller it looks when called. MICHIGAN Thovghts of Death. What we call death is not annihila- tion, it is only a change of -energy. Decay is simply the breaking up of life into new and more multiplied forms of life. -The latest science recognizes at least nine different forms of energy into which a single force may pass and repass without diminution or loss. That, of course, is the great dis- covery of modern science, that energy may be transformed from one form into another, may be transferred from one body to another, but cannot be destroyed. Not immediately was the bearing of this scientific law on the doctrine of immortality recognized. And yet, as the mind adjusted itself to the al- most protean forms of energy, it be- came apparent that life itself, which is the highest form of energy we know, must inevitably become sub- ject to this law. Death, when it touches a human life, is not destruction of energy; it is simply a change through which life passes into some new form of activity. Your candle, for instance, burns down to the socket, and after a flick- er or two goes out. To the eye of sense that is the end of your candle, and it has been used over and over again as the image of death. But ac- cording to the law of the conservation of energy the light and heat of that candle are not lost. They have pass- ed into other forms of energy more subtle but not less real. A log is siowly consumed upon the hearth until nothing remains but a heap of filmy ash, but the light and energies of that log are not lost. The life which was in the tree deposited in that log certain forces, and the fire has liberated these forces in other modes of activity. The whole uni- verse is a vast area of ceaseless, in- destructible energy, of which life is the highest type. Within the last half dozen years science has emphasized still another fact, namely, that the more powerfula force is the less visible it is to hu- man sight, the less susceptible of rec- ognition. The energy of radium, for example, is so tremendous that the hundredth part of a grain of radium dropped into its own weight of water will change the temperature of that water from the freezing point to the boiling point in a single hour. It is, of course, admitted that this does not prove the immortality of the individual soul by any means, but it does prove the indestructibility of life. Religion has surely gained a magnificent trophy from science when science tells her that life is an in- destructible element in the universe. —_~2~»—__ He Explained. The stranded automobolist was working over his car. Up came a sarcastic follower of the plough. “How many horsepower is she? he mirthfully enquired. “Sixty,” replied the automobilist. “Then, by heck, why don’t she 2? go! ” “Because, my friend, thirty are pulling each way.” TRADESMAN 15 are the standard flavoring extracts in the Middle States. They have been on the market 35 years, quality always being the first co1sideration. All grocers have them and sell at a profit. Jennings’ Terpeneless Extract of Lemon Jennings’ Extract of Vanilla are the kind of extracts your best customers want. Jennings Flavoring Extract Co. C. W. Jennings, Mgr. Grand Rapids, Mich. ESTABLISHED 1872 ~ WINNER - g _ a ss X aC a ae | “re = benfpt? “7 howe) A AO a Wm “NN ¢ “(, NG of ( ; ne “4 CLe git ra ad pat 7 Ye f No Unpleasant Surprise Awaits the Man Who Stocks the BEN-HUR To be sure there are surprises, but they are the kind that will be agree- able to you, and those that are out of the ordinary run. It will not be in the way the first box sells, for opening sales on a new stocked brand are apt to be lively because a merchant always gives them a little extra shove. But you will be pleasantly surprised at the way the BEN- HUR sales will keep up; how quickly your best customers will settle down to them as their steady choice. And you will note with extra surprise that no matter how long you sell them, there will never a kick come over your counter because some customer got hold of a rank one, for it is a fact there is not a poor one in a million. GUSTAV A. MOEBS & CO., Makers Detroit, Michigan MADE ON HONOR BEN-HUR CIGAR SOLD ON MERIT WoRDEN GROCER COMPANY Wholesale Distributors for Western Michigan e fa 4 Y ? ‘ 16 NEAR TO NATURE. Not So Charming as She Antici- pated. When Millicent walked into the dining room where her father, moth- er and brother were at breakfast, she was greeted astonishment. “Yes, I am back,” she said calmly. “I know it’s only three days since I left home to spend the remainder of the summer on the farm. I took the night train back. I could just as well have taken it the day before yester- day, but I thought thing a fair trial. “Now, I’m here to spend the sum- mer in this nice, cool city house, with a bathtub filled with an _ unlimited water supply, with wire screens fine with I’d give every- exclamations of i als aa ae MICHIGAN brush to find a new pool. After try- ing vainly to beat them off without scaring the fish, I gave up in despair and fled. My hook caught on a branch and I left it, rod and all.” “Of course, if you can’t stand a few little discomforts—” “I can, but these were neither few nor little.” “Didn’t you love the peace and quiet of it all?” asked Millicent’s mother. “Now, mother dear, I don’t know whether you are willfully misrepre- senting or whether your memory plays you tricks, but a farm is the last place on earth to go for quiet. Grandfather has four dogs and every time any living thing, animal or hu- man, stirs within a radius of a block -—however far that is in the country— they all TRADESMAN may come a time when he does not need to consider the policy of the thing. Be honest for honesty’s sake. And in all your business don’t be more honest in any one thing than in your advertising. Dishonest advertising may crowd your place of business for a_ time, but it will be a hundred per cent. worse for you than no advertising at all in the end. The quickest way in the world for a business man to lose the confidence of the public is for him to make a habit of publishing highly colored ad- vertisements. You can tell an honest advertise- ment the moment you see it. There is a good ring to it and you feel at ow, EEE FZ Ls Aa Zs SAL cz — REGS eS Lalla = LOT SELES a bark together. Nig leads|/ence that the man who published it in a deep base and they all come in| deserves your confidence. like a trained quartette. One of the} The public has been deceived so calves had been killed and the moth-| often of late years by fake bankrupt er cow mooed all night at the pas-|and fire and sheriff sales that honest ture gate in a way to rend your)people have come to look upon every- heartstrings. It was terrible to listen|thing of that kind with suspicion. to her, especially when you had been If you have anything worth adver- helped twice to veal that evening.|tising tell the public about it in a enough to keep out the mosquitoes and with all the other blessings that civilization coffee, egg cooked All the food I’ve eaten for three days has been fried.” “But, my dear child,” remonstrated her mother, “it is suffocatingly hot UST as there is always room in your town for a new _ up-to-date business of some 1 kind, just so is there bestows. Some mother, and an any way but fried. please, ESS always room for a new shoe in your here in town.” Then just as I’d manage to get to plain, straightforward way. Do not A stock that will broad- i “But it isn't dusty—at least not in| sleep the roosters would announce | under any consideration advertise MA en your trade and {). our street,” replied Millicent. the approach of dawn in clarion notes | anything you can not back up when | {f make you a big profit. ” “Tam surprised at you,” said her] right under my window. The hens|the people come to your store. yA H. 8. “HARD MS father severely. “I thought you] would all be seized with a hysterical Nothing disgusts a man more than ui PANS” have been so ¥ wanted to spend a summer close to} ft of hiccoughs that lasted until it|}to read in a newspaper that Smith & R built up and _ built ¥ nature, and your grandfather’s farm] yas time to get up. A Jones are selling their $20 all wool] % over—improved—that affords that privilege, surely. “One of the things that I long for|overcoats for $8, and then find when | they fairly justify our “It surely y does, father, but Nature |is a quiet night in the city, far from|he answers the advertisement that vA claim of newness. gets a little too close, especially when | the barnyard chorus.” the “all wool” overcoats are made of vA Shoes that put a it is hot. If you are disappointed] “The drives are beautiful all about|cotton and are really worth about MA new snap into busi- : to have me back I am sorry for it.|the country,” said Millicent’s fa-}$4.s0. XA ness. iH [ thought I was going to love the | ther, Be sure that your goods will sub- i Shoes that you can { country, but I didn’t. I tried aw-| “Perhaps—but I couldn’t see the|stantiate every statement that you Yi sell a person of intelli- ‘ fully hard, too, really I did. I would) scenery for the dust. It must be|make for them. Don’t trust to the / gence. / not give up antil 1 had tried evety-1 ix inches deep and the horses seem-|dulness of the people to overlook any ve Shoes on which you } thing you told me to try. re the /ed to me to try to-kick all the dust | tittle discrepancies between the goods My can talk quality and i fact is 1 am best pleased with the they could. At least that was the im-|and the advertisement. You may vA know iar tie shoss p city. I like to sit in a draught be- pression I got on the only drive I}fool them for a time, but the reac- vs will make good. j tween two windows in my room that | could be induced to take, not count-|tion will be disastrous. vs Quality out of all y isn't directly under a sun-baked roof, ing the drives to and from the train.” vi a Impress upon your clerks the im-] &% proportion to price. portance of honesty in selling goods. Be fair to yourself. with something loose and cool and a} “] guess you prefer Jack Bigelow’s on ¢ glass of lemonade at my elbow and automobile,” said Jim, sarcastically. A dishonest clerk may sell goods, N ‘4 . » lio of > * - oe fe 29 = i ie iim ’ ' ; read abort the delights the ities I guess I do,” agreed his sister,}but he won't make steady customers try. I adore nature—in books. This shamelessly. 2 Why Honesty Is the Best Policy. The old proverb is authority for fee because if it were anything else|the declaration that honesty is the it wouldn’t be full of coffee grounds.” | best policy. “Yowre crazy,’ remarked Milli- It is the best policy, but the man cent’s brother. “I wish I had the|who is honest simply because it is chance to loaf all summer on the|policy will bear f Did you fish for trout where : : for you. coffee is delicious. quid at They have a li- grandfather’s which they call coffee, and you know it is cof- In brief, be honest in all the term implies. Try H. B. Hard Pans men’s and boys’, a case or two, and look for this label on the strap of every pair. Issue honest advertisements, keep honest goods, push honestly for y) business and you can rest youll get it. assured A \ _—o-—-p———— The road to success has many buy ways. Fall Shoes They will be looking for them soon. Don’t overlook our ‘‘Skreemers” for men and our ‘‘Josephines” for women. watching. There farm. I told you to?” “In the brook in the maple woods? Oh, yes, as I told you, I tried every- thing.” “And didn’t you get any bites?” “Plenty of mosquito bites, but no fish. Mind, I don’t say there are no fish there, but I didn’t have on steel armor. I would creep along just as you instructed me, Jim, and drop my line into the dark shadows of the overhanging bank. In an instant two or three mosquitoes would alight on the back of my hand. You told me that I must hold the pole perfectly still. But could IJ permit my life’s blood to ebb away into the swelling bodies of Herold-Bertsch Shoe Co. Grand Rapids, Mich. ‘S Michigan Shoe Company, = Detroit, Mich. savage LK Makers of the President, Geo. J. Heinzelman Vice-President, Ulysses S. Silbar Secretary and Treasurer, Frank VanDeven Grand Rapids Paper Co. Representatives of Manufacturers and Wholesale Dealers in PAPER BAGS, CORDAGE AND WOODEN WARE 20 Pearl St. Grand Rapids, Mich. AGENTS FOR MUNISING FIBRE PAPERS SS those wretched mosquitoes? Not for all the brook trout that ever sizzled in a frying pan. wert “By the time I had killed those all their tribe got wind of it and came for revenge. i N i y ? i They followed me in clouds as I crept through the under- THE STRONG MAN. Incident of Early Days in Grand Rapids. Written for the Tradesman. The old times were slow in many respects, For instance, there was the old sash sawmill which ground out rough lumber at the rate of less than 2,000 feet per day. Such a mill to-day would be a novelty worth going miles to see, and yet such a mill once stood in the now incorporated limits of Grand Rapids and gnawed its way into pine saw logs at a rate that would startle a slow going snail. Isaac Millard bossed such a mill. It was in the forties, I think. I have often heard him relate the strenuous times he had keeping sufficiently busy manipulating the saw to not fall asleep. By the way, in those days one man did the work of two, at least fully as much as two ordinary men would do at the present time. For a week at a stretch Millard would work eighteen hours a day—twelve and fourteen hours were considered almest like play. The mill in question stood some- where on the present site of Canal street and was managed by one man. Many times Millard relates that he would set the saw into the log, then adjourn to a neighboring store, chaff a bit with the merchant or his helper, when he would return to his mil! just as the saw was splitting the final end of the log. Going some, eh? The times were not so slow as one would imagine. There were fun, frolic and among the lumbermen of the time and they enjoyed themselves fully as much as the society people song of a later date. Millard moved to the Muskegon River afterward and identified him- self with the lumbering interests of that famous stream. His brother died in the Sawdust City a few years ago at the advanced age of go, having ac- cumulated a small fortune in lumber- ing, although he—the brother—never owned a mill. It was in the sash sawmill days that Baker, the strong man of the border, lived in Grand Rapids. It is possible that some of the older resi- dents remember him. He was a man of giant frame and the embodi- ment of good nature. It is told of Baker that at one time a yaspish, ugly fellow, one of the up-river bullies, attempted to quarrel with him. Baker, however, refused to bandy words with the bul- ly, and when that worthy attempted to assault him he seized the quarrel- some fellow by the collar, held him aloft and shook him as he would a measly cur. Then, stepping to a dirty pool of water, he dropped his victim into it. The surprising strength exhibited by Baker startled and cowed the bully and he never after sought trouble in that quarter. The strong man—his reputation for strength had _ spread throughout the lumber country—lived on the west side of Grand River. He traded in the village and was ever a welcome caller among the town’s people. “T’ll tell you what, Joe,” remarked the merchant with whom Baker did MICHIGAN TRADESMAN most of his trading, “I know you're a muscular fellow, but I think I can stump you all right.” “That’s easy,” laughingly returned Baker. “I’ve never tried to lift the meeting house and I ain’t going to, either.” “No, but see here.” The merchant turned and winked at the crowd of idlers that were never absent. “All right, old man,” returned the giant, “what is it?” “Times are pretty close and provi- sions hard to get—” “Oh, go West. What’s that got to do with it anyhow?” “This much, Joe: You see barrel of pork out yonder on platform?” “Yes,” said Baker, “I see it. What of it?” “This much. If you will shoulder that barrel of pork and not put it down until you get home I’ll give it to you. But, mind you, if you do let it off your shoulder before reach- ing your own door you pay for the pork. Is it a bargain?” “That’s more than fair; only, you see, I’d have to put it down because [ can’t wade the river, you know,” returned Baker, laughing. “That’s easily obviated,” said the ready merchant. “Jake here will row that the you across in his batteau. It’s half a mile to your house, and I’ve bet that you can’t do the trick. What do you say, Joe Baker?” The crowd began to prick up its and become interested. There were strangers present who had heard of Baker’s prowess and doubted the stories told of him. “Vl say it’s a margain on one condition, Mr. Merchant,” returned Baker. “It wouldn’t be fair the way you have stated it, but if I don’t suc- ceed I shall pay you double the price of the pork. If you agree to that IT am in.” ears The big man smiled good-humored- ly. The merchant readily agreed to the other’s liberal proposition. Baker went to the barrel, sized it up with his eye, then proceeded to roll it upon his shoulder. He did this with apparent ease. Marching away with the boatman at his side and a crowd following Baker reached the river. Stepping into the batteau with the barrel still on his shoulder he waited for Jake to shove off. The crowd cheered as the boat with the giant Baker in the center moved upon the water. Across the river Baker, carrying his burden with apparent ease, stepped up the bank and walked away. The boatman followed at his side. The crowd watched until the two men and the barrel of pork disappeared. “He’s won, by thunder!” exclaimed a voice. “You've lost your pork,” yelled one, addressing the merchant as they re- turned to the store. “No more’n I expected,” said the other. “That Baker is a wonder. I had some doubts about his being able to do that barrel trick, but I guess he’s done it all right.” The man who accompanied Baker returned some time later and re- ported that the giant had reached home with the pork still on his (is shoulder and had stood and chatted several minutes with his wife before he set it down. Baker went West some time later. It was afterward reported that his land claim had been jumped by an- other man, and in the quarrel that ensued the good natured giant was shot and killed. Old Timer. _———_2o_____ Could Elongate Himself. John Brink prided himself on hav- ing the largest general store in the county. “If man wishes it, and it made, I have it,” the over his store and the motto which capped all his advertisements in the newspapers, “William,” Mr. Brink morning, as ke was giving instruc- tions to a green clerk, “no one must ever leave this store without making a purchase. If a person doesn't know what wants something. And, remember, we have everything from carpet tacks to mausoleums.” William’s first customer was a leisurely appearing chap, who gazed about curiously, but had no definite object — in “Just around,” he explained. sign was said one he suggest view. looking “Wouldn’t you like to take a look at our new line of postal cards?” the clerk. “No, not this time,’ answered the Stranger; I’m just a little this morning.” sug- gested eager short “Ah,” urged the new clerk, who was not familiar with the wonder ful expansiveness of the language, “then, perhaps, you'd like to look at ers?’ 17 Merchants, All Over the United States We can convert any portion of your stock (no matter how old) into cash with a sale of ours, by purely legitimate business methods, and sell your merchan- dise at your regular retail prices. There will be no ill effects from any special sale of ours on yuur subsequent business. OUR METHODS MUST BE RIGHT AND RESULTS SATIS- FACTORY Or we could not refer you by permis- sion to the Chicago Wholesale Houses such as Wilson Bros., John G. Miller & Co., Sweet, Dempster & Co., Cluett, Peabody & Co., and many others Write for terms and further par- ticulars. When writing give estimate on size of stock. We also make a specialty of closing out old stocks of merchandise at auction. Address | R-305 C. N. HARPER & CO. United States Express Bldg. Chicago, Il. Mention Michigan Tradesman. J 144 Our registered guarantee under National Pure Food Laws is Serial No. $0 Walter Baker & Co.’s Our Cocoa and Choco- late preparations are ABSOLUTELY l}URE- free from cctoring matter, chemical gsol]- vents, or adulterants of any kind, and are Registered ? » and ar U.S. Pat.of therefore in full con- formity to the requirements of all National and State Pure Food Law S. 48 HIGHEST AWARDS in Europe and America Walter Baker & Co. Lid. our line of new and handsome eteeicr Established 1780, Dorchester, Mass. persistent effort of Boston THE OPEN SECRET Of the Popularity of Our Boston Roasted Coffees with the Trade: The extraordinary quality and uni- formity of our products, together with the enthusiastic representatives traveling in every state and territory in the country, and our reputation for fair and honorable dealing, have contributed to that result. We do not allow price cutting on our trade mark brands, thereby insuring the trade a fair margin of profit DWINELL-WRIGHT CoO. Principal Coffee Roasters our forty-four (44) Chicago ‘raising 18 MICHIGAN TRADESMAN COMPRESSED YEAST. Its Manufacture From Practical and Commercial Standpoints. The manufacture of compressed yeast has made great strides forward We are, above all, indebted to the Danish scientist, Emil Christian Hansen, for the introduction of pure cultured yeast, to the manufacture of yeast. Hansen made it in the last few years. Professor possible for us to manufacture yeast on a more scien- tific basis. From him we_ learned that certain classes of yeast develop- ed certain characteristics during fer- mentation. Further to transplant these characteristics into the dough. Yeast contaminated by acetic acid bacteria (sour yeast) can, under no circumstances, produce a bread of Hansen introduced ways and means to culti- vate certain kinds of yeast to elim- inate injurious ones, starting with a single yeast cell, cultivating the same under y prescribed conditions and then introducing the resulting yeast product to the art of baking. A further important step forward in the manufacture of yeast was the introduction of pure cultivated lactic Through the introduc- tion of pure cultivated yeast and in therewith, the employ- ment of a pure lactic acid fermenta- tion, the manufacture of yeast was brought upon the basis of to-day. factors, namely, pure cul- ture yeast in connection with lactic acid bacteria possible to produce a yeast with certain well de- finded characteristics upon whose re- sults we can always rely. By these methods we do not depend upon spontaneous fermentations. We learn- ed by regulating the temperature of the mash to regulate the degree of acidity in the same, whereby one of the most difficult operations in the manufacture of compressed yeast was brought control. From my own maintain that on the acidity of the mash depends the quality of the yeast, that is, the yield, power, fermenting power, keeping qualities, color and alcohol productions. which has been healthy flavor. closely acid bacteria. conjunction These makes it under experience | An impure acid mash, no matter according to what method the yeast has been manufactured, will always produce a sour yeast, having poor keeping and raising qualities and poor alcohol yield. When I was still employed in practical work an old yeast maker remarked to me: “The more acidity the mash contained the sweeter will be the yeast.” These words have a deep significance and every yeast maker will find an ex- planation of the same. For your un- derstanding I wish to explain that the man meant the following: “The higher the degree of acidity in the mash the less acetic or butyric acid can be developed in the finished yeast, thereby considerably increasing the keeping and raising qualities.” We will now take up another im- portant step which revolutionized the manufacture of yeast, namely, the in- troduction of aeration. Hayduch found that by aerating the mash the yield of yeast could be increased considera- bly, which is proven by the follow- ing figures: He took a mash, aerat- ed a part of the same during fermen- tation, the other part he left in its original state. The resulting yeast was then weighed. From the mash not aerated he obtained 10 grams of yeast; from the aerated part, 30 grams. This result induced yeast makers to introduce air into the mash wherefrom the present aerated yeast process has developed. Now, how about the quality of this yeast? Those who maintain that aerated yeast is not as good as the yeast made ac- cording to the Vienna method sim- ply do not have experience with the My opinion is that aerated yeast is better and stronger, and as a proof of this assertion I will mention that just in the city of Vienna an immense amount of aerated yeast is daily manufactured. There- is, for instance, the Vienna factory of Kuffner, one of the larg- est in the world, which can boast of the great gold medal for highest raising power and keeping qualities. There is also in Vienna the well known factory of Hermer & Co. These factories have introduced the aerating process many years agoand nothing could induce them to return to the old Vienna method. By the old Vienna method from eleven to fourteen pounds of com- pressed yeast are obtained from 100 pounds of material, with the aerating process the yield is from twenty-two to twenty-four pounds of yeast from 1oo pounds of material. This is a great difference in yield, which should be thoroughly considered, as the Vi- enna method considerably increases the price of the raw materials in comparison with the aerating proc- ess. Water plays a very important part in the manufacture of yeast. It should be as free as possible from organic substances; it should contain neither ammonia, nitric or nitrous acid. Cal- cium carbonate or magnesia have a deleterious; calcium sulphate a bene- ficent influence on the yeast. Water which is impregnated with many or- ganic substances will never furnisha healthy yeast; the yeast will always become soft. As mentioned before, one of the most important factors in the manu- facture of healthy yeast is “pure acid- ification.” Where mashes are thor- oughly acidified even a somewhat ob- jectionable water will furnish good results. What constitutes a good bakers’ yeast? It should be of creamy yellow to pure yellow color; have a healthy fruit-like flavor; by no means smell sour. The color of the yeast de- pends upon the materials used in the mash, the method of acidification and the character of the yeast. It fre- quently happens that yeast appears blue in color. This is caused by iron having been dissolved by the acid of the mash or by the use of new oak vats which naturally contain much tannic acid. I found that such blue yeast very often developed strong raising power. aeration process. Yeast should be firm and under no circumstances become soft. Yeast which becomes soft while kept in an airy and cool room either was not fully ripened or is strongly infected with putrefaction bacteria, which lat- ter is traceable to uncleanliness or bad acidification. Yeast should not contain too much starch as the baker does not buy starch but yeast. An addition of too much starch greatly lowers the fermenting power. A good yeast should develop during the first hour 50 cc., during the second half hour 150 cc., and during the third half hour at least 250 cc. carbonic acid. If such is not the case the yeast has been cultivated either in an impure mash or it is too old, or contains too much starch. Many chemists often determine incorrectly the starch contained by inverting the starch directly with muriatic acid and then figure from the resulting amount of dextrose the amount of starch. Yeast in itself contains quite | an amount of carbohydrates, which are also inverted by muriatic acid and thus the amount of dextrose is con- siderably increased, quite frequently from 5 to Io per cent. Such a method should under no} circumstances be used, instead of that we advocate the rinsing method, which is almost absolutely «xact; of which fact I have convinced myself by practical experiments. A process almost identical with the aerated yeast method is the molasses yeast method, which is much used in Europe, while in this country we find it only in isolated cases. The difference between the two methods lies in the principal material used and which, as the name implies, con- sists of molasses. Lately many ex- periments have been made with the molasses yeast method in this coun- try, and cane sugar molasses has been successfully used in manufactur- yeast, showed remarkably ing yeast; but unfortunately the re- sulting yeast has proven unsatisfac- tory in every respect; the raising power was low and the yeast always had a pronounced molasses smell. For that reason such yeast in this country 1s always mixed with other yeast. Vinegar factories also use much cane molasses, and thus the price has considerably risen, a ton of cane sugar molasses now being quoted at $15 and $20. On the other hand, an unobjection- able, healthy yeast can be produced from beet sugar molasses, and I have manufactured such yeast, which in ne way was different from other good increased keeping firmness. Yet beet a product which fluctuates very considerably in chemical composition, which need not cause any surprise, as molasses is a by product in sugar manufactur- it is the aim of every sugar factory to obtain a molasses with as low a sugar content as pos- Bsides this, molasses is usually kept in tanks which are by no qualities or sugar molassees is ing, and as siblee. Established inZ1873 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. Lady Vernon and Dorothy are in great demand PUTNAM FACTORY, National Candy Co. Grand Rapids, Mich. The Sun Never Sets Where the Brilliant Lamp Burns And No Other Light HALF SO GOOD OR CHEAP LNVINT Mada ill) emeren) It’s Economy to Use Them—A Saving of 50 TO 75 PER CENT. Over Any Other Artificial Light, which is Demonstrated by the Many Thousands 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. 42 STATE ST. CHICAGO, ILL. means clean, so that it often happens that the molasses becomes infected with foreign organisms which natural- ly have a detrimental influence on the purity of the acidification and fermen- tation. An objectionable yeast can therefore be obtained from such mo- lasses only by long practice and a thorough understanding of the sub- ject. The chemical composition of beet sugar molasses also might prove dangerous to the yeast manufacturer as it frequently contains nitric and nitrous acid which almost completely precludes a development of yeast. I have seen vats which fermented to about 40 per cent. and then suddenly stood still. In such a case the treat- ment of the molasses must be changed, and we have it in our hands, by an addition of chemicals to the molasses to overcome this drawback at once, so that it will be possible to obtain good yeast even from such molaasses. The opinion is entertained quite frequently that brewery yeast is also good baking yeast. Many experi- ments ahve been made by brewers to make their yeast suitable for baking purposes, of course, without success. How can you expect a ‘brewery yeast which has been propagated in worts low in nitrogen, to furnish a good baker’s yeast? Besides, in the brewery, the worts are boiled and in this way a great part of the album- enoids is lost. Experiments have been made to re-ferment brewery yeast in distillery worts, but even this was net successful. Mixing ex- periments were made, and such yeast was used for baking, with the re- sult that the higher the contents in brewery yeast the lower the baking qualities. Besides it was proven that not only the volume of the bread was decreased, but that the quality of the break left, also, much to be de- sired. The color of the bread baked with pure compressed yeast was. white; while that baked with mixed yeast showed a gray color. At the same time the latter was small, porous and of a tough consistency. The deter- minations as to raising power made in the laboratory are merely guides in the judging of yeast, while the baking test is the only true one to show whether a yeast is good or not. According to the opinion of Dr. H. Lange, brewery yeast is, and will al- ways remain, an inferior article as far as baking is concerned. He mai‘n- MICHIGAN TRADESMAN ' tains that the mixing of compressed | and brewery yeast constitutes an in- fraction of the pure food laws and should be punished as such. H. H. Freund. —_—_+-.___ How To Detect Bad Money. The most dangerous counterfeits are struck from a die and are usual- ly imitations of gold coins. Molds of various kinds are extensively used, but counterfeits so made are _ infe- rior to those made with a die. The die-made counterfeits, accord- ing to Dickerman’s United States Counterfeit Detector, have a_ fine appearance, letter and milling being sharp and clear and the ring usually good, in some instances almost per- fect fac-similes of genine. They are usually a trifle short weight, however, and the edges or reeding not so sharp and clear as in genuine. Many of thse coins are full weight. In counterfeits made from a mold, lettering, milling and reeding are us- ually poor, weight very defective, the coins lacking the sharp and clear- cut appearance of genuine coin. Most counterfeit silver coins in circulation are made from molds, as it is an in- expensive form of counterfeiting. Some fair specimens have been pro- duced in this way, but usually they are much lighter than the genuine, and if of required weight differ diameter or thickness. Various metals are used by coun- in terfeiters, principally platinum, sil- ver, copper, brass, antimony, alu- minum, zinc, type metal, lead and their numerous compositions. Among the most dangerous coun- terfeits of gold coin are those of a composition of gold, silver and cop- per. They are a low grade gold, and the acid test shows they lack the fineness of standard gold used by the United States Mint, which is goo fine, or 21.19 karats. These counterfeits average from 4oo to 8oo fine. Plat- inum counterfeits are dangerous, as the metal used gives required weight, and they are heavily gold-plated. When they have been in circulation for a time the plating wears off, es- pecially on the edges. The most dangerous counterfeit of silver coin is made of a composition of antimony and lead, the former metal predominating. These counter- feits are of the dollar; have a fine appearance, are heavily silver plated, with a fair ring; some are only slightly below the standard weight. Some pieces among the smaller coins are made of brass, struck from a die, and when heavily plated are fair imitations. They lack required weight, except in a few _ instances. Counterfeits of type metal, lead and other compositions are much lighter than genuine; those having required weight are much too thick. Genuine coins of all kinds, for the sake of gain, are tampered with in various ways. These operations are confined almost exclusively to gold coins, which are sweated, plugged and fiiled. Sweating is removing a portion of the gold from surface of coin. The process does not interfere with the ring, and as the portion removed is generally slight the coin is left with a very fair appearance, weight only being defective. The principal meth- ods of sweating are the acid bath, filling the edges or reeding, the oper- ator finding a profit in the small quantities of gold removed from nu- merous pieces. The average reduc- tion in value of coins subjected to these processes is from one-twentieth to one-tenth. Plugging is done by in the coin, extracting filling the cavity with a rial. The larger coins boring holes the gold and cheaper mate- —ouble eagles and eagles ($20 and-$10 pieces)—are | used for this purpose. Holes are bored into the coin from the edge or reeding, the gold extracted and the cavity filled with a base metal. The small surface of the plugging mate- rial, where it shows on the edge of the coin, is covered with gold and reeding retouched with a file or chine. The average loss in value to coins treated in this way one-eighth to one-sixth. Filling is most commonly done by sawing the coin through from the edge or reeding, removing the inte- rior portion and replacing it with a cheap metal. Coins of all denomina- tions from quarter eagle to double eagles, are subjected to this process. When platinum is used to replace gold extracted from the coin it has the same weight genuine. By this process coins lose four-fifths of their value, as the original surfaces are ieft only of paper thickness. is as When edges have been covered with gold and reeding restored the coin has the appearance of being genuine, having correct size and weight and a fair ring. Sometimes the covering of gold on edges is so 19 thin that the filling can be distinctly seen. When other and filling than platinum is are of light weight and ring. less costly used coins have a bad If of correct weight they are too thick. Another method of filling is sawing the coin partly in two, from edge o1 reeding on one side, leaving a thin and thick portion. The thin side of the coin is turned back and the gold extracted from center of thicker por- tion. The cavity is filled with base metal and sides pressed back into original position and soldered or braz- ed together. average [It is difficult to give to coins treated in this manner, as hardly any two seen have same amount of gold taken fr them. loss om For detecting counterfeit coin com- pare impress, size, weight, ring general appearance with genuine of same period and coin The and it almost impossible for the counterfeit- er to comply with these three tests without using genuine metal. —— << Three Counterfeit $10 Bills. and coinage. three tests of weight, diameter thickness should be applied, for is ma- | from | Three new counterfeit $10 bank notes, which are now in circulation, causing considerable trouble to bank- jers and others, have been discovered | by the Secret Service agents of the |Treasury Department. The most de- iceptive of the three is described as | the 1QU7, iletter A, face plate number 249, back )plate number omitted; J. W. Lyons, R of the Treasury; Ellis H. | Roberts, Treasurer of the United | States. 1 [ ibeing of series of check egister The note number is 3592734. | Che portraits of Lewis and Clark are |poorly executed. Another counterfeit is apparently a lithographic production of a $10 note ion the First National Bank of the : of New York. Check letter M: Lyons, Register of the Treas- 1 Ellis H. Roberts, Treasurer of the United States; charter number 20; Treasury number, K 695; bank num- ber, 292820; portrait of McKinley. The third is a counterfeit of the series of tgo1, check letter C, face plate number 3, back plate number undecipherable, probably 38; J. W. Lyons, Register of the Treasury; El- lis H. Roberts, Treasurer of the United States. The portraits of Clark and Lewis and the picture of the buffalo are particularly bad. 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. et sonra neat Metin See Sige ane FSS MICHIGAN TRADESMAN How To Relieve the Poverty of the World. The time of the year is upon us now when women’s thoughts turn in- stinctively to charity and when wom- to plan church fairs and festivals and concerts, which like lions will be turned community to seek whom they may devour. As it exists, the charity entertainment tsa dark and bloody mystery, for which no adequate excuse has ever been of- fered to a civilized community. Un- less it is run on the liberal lines of a confidence where the vic- tim is decoyed in and then robbed, its profits are small. No one who has ever taken part in one w'll claim for a moment that there is any pleasure in it. It is always accom- panied by dissension and tion and strife, and ends, so far as its projectors are concerned, in ex- haustion of mind and body. en begin bazaars and ravening loose on the game, aggrava- Yet, in spite of all this, the charity entertainment continues to exist and flourish. Year after year the same weary and dispirited committees go around contributions and the same good, pious, self-sacrificing people go and buy each other’s cakes and eat each other’s salads and listen to each other’s sons and daughters warble in amateur concerts. Why in the world any woman would rather bake a cake that costs her $2, plus the labor, than to give the $2 out- right, or why anybody would pay from 50 cents to $1.50 for a ticket to an entertainment that bores them, in preference to presenting the money at once to the good cause they want to help along, is one of the unsolv- able mysteries of life. Probably it is because we are not yet educated up to giving freely without getting something by way of return, or may- be it is because we want our alms to be seen by others, or, it is more likely, we still are the victim of cus- tom and of doing things like our foremothers did. soliciting I would not be thought to say one word against any charity that has for its object the alleviation of the sufferings o fthe poor and unfor- tunate. If this can only be done by means of church fairs and_ bazaars, then let us have church fairs and ba- zaars, no matter how much work and worry they entail, but it does look as if, in this enlightened day, we ought to be able to devise some more humane way of dealing with the subject—some way that would not involve nervous prostration for the saints engaged in the good work; some way that would not convert the women of one’s 2 __ Finding a Lost Sovereign. “Look here, mister! Did you drop this here sovereign?” The party addressed turned around and looked at the bootblack, as the latter held out a sovereign in his hand. “Why, good gracious! let me see— why, yes; youre a fine boy, you are; here—here’s a couple of. shill- mes for you. Thats | right, my boy; be honest—it pays.” So saying, the delighted man shp- ped the sovereign into his pocket and walked off. “And you hadn’t lost the money at all?” enquired a companion ofthe fortunate possessor, as the two com- fortably rested their elbows on the bar and proceeded to hide the re- spective ends of their noses in i couple of glasses. “Of course not. But, you see, ] gave the kid two shillings, which wa: certainly fair. And I’m just eighteen shillings to the good,’ exclaimed the individual, as he tossed the coin un- der discussion on to the counter and called for change. The barmaid picked up the coin, gave it a careless glance, and quietly pushed it back. “Counterfeit!” she said. For the next minute it was so quiet you could hear the beer foam. “And this is the highly moral city of London!” bitterly exclaimed the duped man, as he passed out into the cheerless street. “To think that the very bootblacks are dishonest!” ~~. Leave It To the Lord. A gentleman residing in a= small Western town recently had the mis- fortune to lose his wife. In defer- ence to the last wishes of the de- ceased the remains were cremated. Bridget Flannigan, a former servant in the family, heard of her old mas- ter’s trouble and called to console him. “Oh, wirra, wirra!”’ she cried, rock- ing herself to and fro. “An’ yer poor lady is dead! Sure an’ it’s miserable we all are, for a more blissed sowl niver lived than Mrs. Barton.” “You are very kind to say so, Bridget.” “An’ ye had ’em burn her up?” “Ves, Bridget: she was cremated.” “Och, the saints preserve us! Why didn’t ye let the Lord ’tend to that?” Expected Finish. “Ves,” said the prospective pur- chaser, “I always select an automo- bile by its motors.” “But don’t you pay any attention to its finish?” asked the salesman, who had been showing the uphol- stering and brass trimmings. “Oh, no. All my automobiles gen- erally finish up in a tree or in a haystack.” Mr. Grocer— Do you remember the number of brands of coffee that seemed popular a few years ago? Can you recall the number of brands that are seeking the public’s favor to-day? Then Think of Bour’s “Quality” Coffees which have been the Standard for Over Twenty Years eee nee Don’t experiment Sell the Coffees of Proven Qualities Sold by Twelve thousand satisfied grocers The J. M. Bour Co, Toledo, Ohio Detroit Branch 127 Jefferson Avenue Simple Account File A quick and easy method of keeping your accounts specially 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 purchased, directly on file, ther. your customer’s bill is always i 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 WELFARE WORK. How the Steel Industry Is Conducted at Essen. Think of owning 16,000 houses ac- commodating 100,000 persons, of con- ducting 108 supply stores and related establishments and thirty-two other institutions of most varied and intri- cate character. Count in the difficul- ties of fairly administering great aid funds and then consider that all this is but one part of one element in the government of a great industry. Count the cost of construction and administration. Figure that of the 100,000 but 30,000 are wage earners whose average income is but $8 a week, and that they are well fed, well housed, clothed, educated, guided, in- sured against sickness, accident or death, and pensioned when their use- twelve fulness is gone, and then realize that it is all one huge, happy success and that it pays. This, in a nutshell, is what Fried. Krupp Aetiengesellschatt is doing for the workmen at the great Krupp Stee Works in Essen, Germany, where th. Krupp guns are made. : It is probably because this welfare work has been going on since 1863 that we have overlooked it. The Krupp colony—or rather colonies, for there are thirteen of them to-day— passed the experimental stage a gen- rration ago. Their problems have all been solved, their occupants all converted, their enemies all silenced. There is nothing left for them but success and the oblivion that so oft- en. attends success. During the life of the male mem- bers of the Krupp family they main- tained close personal relations with their workmen, and every advance in the colony work was made with their co-operation and consent. Since the death of Frederich Alfred Krupp, in 1902, when the enterprise was incor- porated, this tradition has been sedu- lously preserved, and joint commit- tees from the Board of Directors and the workmen attack each new prob- lem together. One of the fundamental principles upon which the Krupps worked was that charity in the ordinary sense merely increased dependence, care- lessness and incompetence. There- fore they followed the Divine exam- ple, helping those who helped them- selves. If it was found advisable to cre- ate a new aid fund the men were called on and whatever they gave was doubled by the firm. When it be- came necessary to provide _ special quarters for the disabled and infirm, the men bore their share of the cost and of the management—also of the glory. So that to-day the Krupp workman can point to this whole splenid achievement as part of the work of his brain and his* hands. But let us get some idea of just what this achievement is. Take a bird’s-eye view of Essen from the east. The chief railroad of the Essen district cuts your view evenly into right and left. On the right and running far out beyond the town are the great steel works, a forest of chimneys through which myriad smoking locomotives hurry like ants. But in the midst of all this babel of crashing, hammering, hissing, steaming, shrieking machin- ery where the giant rollers press the large steel plates with irresistible force, and the factories belch black smoke by day and light up acre tp- on acre with their lurid glare by night, there are quiet spots where the grass is green and the sunshine undiluted. One might as well try to absorb a World’s Fair at one sit- ting as to grasp all the ramifications of this gigantic industry, but the quiet spots seem symbolic of the quite perfect method of control. -Almost in the heart of this forest of factories you see Westend, the nu- cleus of the Krupp colonies, long ago overtaken by the advancing chim- neys. Nearer and just escaping the chimneys is Nordhof, another of the early ventures, and near it are scat- tered many of the smaller institu- tions. Beyond the works to the west and touching the railroad at one end is the fine big colony of Cronenberg with accommodations for 8,000 per- >. ____ An Unfair Advantage. The twin boys, man pays I and his em- widow and Johnny and Tommy, not only looked almost exactly alike wear each other’s clothes without the slightest ually weighed the same, and could misfit, but us- there being a difference of not more than an ounce or two between them, notwithstand- ing the efforts they ing to outweigh each “Vom.” Said his “Tet’s go and get weighed. L believe I can beat you this time.” other. brother one day, Tommy agreed, and they went to the grocery store where these con- tests were usually decided. 1 “You get on the scales first,” said Johnny. Tommy complied, and his was found to be sixty-eight pounds | twelve ounces. Then Johnny took his turn. He tipped the scales at exactly sixty-nine pounds, ; were always mak- | | | weight | c| | The “Ideal” Girl j in Uniform Overalls All the Improvements Write for Samples DEALING THE INCORPORATING COMPANY OF ARIZONA makes a SPECIALTY of the LEGAL ORGANIZATION and REPRESENTATION of corporations under the VERY LIBERAL and INEXPEN SIVE cor poration laws of Ari- zona. Has the BEST legal advice to carefully guard the interests of ics clients. RED BOOK ON ARIZONA CORPORATION LAWS gives complete forms, mode of procedure and a copy of the law revised to date. PHOENIX, ARIZONA Phoenix National Bank, Home Savings Bank. Box 277-L. References: Request a copy-— it is free. MADE “ine See A 5c Cigar in a Class by Itself G. J. JOHNSON CIGAR CO., Makers, Grand Rapids, Michigan cna pomeag.r ai precast cet nace oom tear at psa i . 4 q Jae RAIN I AF 24 MICHIGAN TRADESMAN THE MASTER MERCHANT. What You Must Do To Become One. We used to begin with the uni- verse and reason down to man. Now we begin with man—with the child— and work out our universal problems from within out. The great secrets of merchandising are to be found within the breast and experience of every tradesman—no matter how humble. A large store has no monopoly of business wisdom. Its wider knowl- edge comes merely from the com- posite experience of the group of merchants that manage it. Each manager of an individual stock in a large store must be a merchant him- self. And so each merchant must cut his own path to Mastership. “Know thyself,’ is the point. starting “Control thyself,” is the next step. “Develop thyself,” is the finality. Science. First the Science of the Exchange. Here three great laws apply to the merchant: i. the law of supply and de- mand. 2. The law of compensation. 3. The law of diminishing returns. The law of supply and demand ap- plies to the stocks—their kind, quan- tity and variety. The law of compensation applies to the character of the store, the general service, the method of deal- ing and to the employes. The law of diminishing returns ap- plies to the expense of doing the business. Of course, to a very large extent the value of merchandising depends upon its cost of production, but the law of supply and demand must al- so be reckoned with. “Prices are determined, not bythe competition of the sellers only, but also of the buyers—by demand as well as supply,” says John Stewart Mill. 3y the supply of goods is not meant the general supply in the world at large, but the supply on sale in that particular community. As a general rule, prices rise with the les- sening of the supply and the increas- ing of the demand, and fall with the increasing of the supply and the les- sening of the demand, but not al- ways in strict proportions. Prices on necessities are affected first, prices on luxuries last. When losing money the merchant must think of this law of supply and demand and make this test: 1. Have I the goods the people want? 2. Have I them in sufficient quan- tities? 3. Have I too much of any one thing and not enough of another? 4. Am I selling my commodities as cheap as other merchants? 5s. Am I giving good service? When losing trade the same ques- tions might be asked with this ad- dition: Have I the confidence of the people? The law of compensation may be plainly stated in this way: “That we give a full equivalent for what we receive, and receive a full equivalent for what we give.” The law of diminished returns, sim- ply stated, is this: That after a certain point is reach- ed, with added capital and labor, the. proportionate returns of profit will diminish. That is to sajy, if one person cultivates ten acres of land and makes $100 a year profit out of it, the addition of another laborer would yield less than $100 profit to each of them. In other words, it means that you can push a thing to a certain limit and reap great re- ward, but beyond that reward dimin- ishes. This applies in business di- rectly to the expense of operation. You may push your business and in- crease it, but if the expense of doing this is too great, your net profits will decrease. You may have too large a store, you may pay too much rent, you may have too large a stock, you may do too much advertising, you may have a too extensive delivery. All these are the expenses of a store, and if too large cause your profits to diminish. “Net,” some one has said, “is the smallest and biggest word in busi- ness.” Gross profits mean nothing; net profits mean everything. Gross sales are a snare. It is only net sales that count. Get down to net in everything you do. Be practical. Do not live in the clouds. Keep your two feet planted squarely on the earth. The Patent Office at Washington is crowded with inventions, theoreti- cally perfect, but practically of no use. They don’t pay. An electrical inventor can make a storage battery that works, but no one has produced one that pays. It is useless to in- vent a machine to do something that can be done quicker by hand. It is useless to invent a substitute that is more expensive than the machine that it is intended to displace. It is useless to produce business at such a cost that it does not pay. Adver- tising is good only when it pays a net profit on the cost. A system is good only when it pays a net profit on the cost of installation and opera- tion. Business is good only when it pays. Science. The science of human endeavor ap- plied to business. Sheldon, in his “Scientific Salesmanship,” gives a formulary for success that may well apply to retail business, because it is a formulation of the principles of ethics and psychology which apply to right living—and right living begets good business. The formulary is this: Endurance plus ability plus relia- bility plus action equal success. This formulary is better under- stood when we go back to the virgin source of these characteristics. What is back of endurance? The body. What is back of ability? The in- tellect. What is back of action? The will. What is back of character? Why, the body, the intellect and the will—all three. But what is still further back ofall these—back even of character? Why, you, you, you. Not somebody else, but you. The ego. Call it a soul, call it a part of the Divine, call it what you will, you are back of everything you possess. Now, what do we actually possess: Only three things: 1. A human body. 2. An intellect. 3. A will. When we use the phrase, “We pos- sess,’ we presuppose the “We,” show- ing that there is something back of BUGGY DEALERS Don't forget that we still have a large stock and assortment of Top Bug- gies, Bike and Driving Wagons, Surreys, etc., to fill rush orders the rest of the season. Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY Order Red Jacket Spring Wheat Patent, quality the best. Can ship small lots from Grand Rapids and mixed cars with mill feed, if desired, direct from Minnesota. Wealso manufacture stone ground Wheat Flour, Graham, Rye, and Buckwheat Flour as well as Corn and Oat Feeds. Send us your orders. Grand Rapids Grain & Milling Co. L. Fred Peabody, Mgr. Grand Rapids; Michigan OU ARE HAND SAPOLIO at once. ALWAYS SURE of a sale and a profit if you stock SAPOLIO. You can increase your trade and the comfort of your customers by stocking It will sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for 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. MICHIGAN TRADESMAN 25 the body, back of the mind, back of the’ will. Develop Develop that something. your own personality. Develop responsibility. Develop yourself. This leads to self-reliance, which is the test of a man’s value in any walk of life. Each of us, the strong- est as well as the weakest, is re- sponsible to something—to human laws, to the laws of business or to Nature. There are supervision and discipline in Nature. When we are sick we are “brought up” with a sharp twinge of pain. There is su- pervision in human nature. The child when bad is “brought up” with a switching. There is supervision in business. The merchant when he violates the laws of any sort of busi- ness is “brought up” sharply by a loss of some kind, either of money, of customers, of friendship or of repu- tation. The more responsible we make our- selves, the less someone else will have to be responsible for us and the greater our own value will be- come, Please do not think I am _ preach- ing when I give you this doctrine. Sweep away religion, sweep away the laws, and you have remaining morali- ty as a scientific thing. Morality is a scientific thing. There is in Nature a constructive principle—which takes matter and builds it up into trees, into animals, into man, into business. To live in harmony with this principle brings not only bodily health and peace of mind, but the living of such a life is scientific morality. It is a busi- mess asset. The opposite force in Nature is the destructive principle stantly tearing down. ‘This is scien- tific immorality. In business it cre- which 1s con- ates liabilities. Now, the business man who con- ducts his business in line with the principles that build up himself, that build up society, that build up the community, that build up the State, that help to educate and civilize the people, is working in harmony with the constructive principles of Nature and own character and his own business. business, and building up _ his When something goes wrong in your store take account of © stock. Take account of your own stock— your physical stock, mental stock, your stock of will power. You will very learn to whether it is your body that is net serving you properly, whether it 1s your soon perceive your mind, or whether it is your will. You will learn also that while your mind, by absorbing informa- tion, becomes the great fund of that knowledge without physical strength and will power. Your mind and your body may be said to be a double team of horses that you are driving. The will power is both the reins and the whip—the reasoning and the di- recting power and the spur at the same time. To draw out from each of us the best that is in us should be our endeavor. And when’ we examine ourselves analytically we are surprised to find the latent quali- ties we possess. The small man knowledge, you can not use is never so small as he seems, just as the great man is never so great as he seems. | As stock in trade we first possess physical body. This gives us: t. Health. 2. Energy. 3. Endurance. The right care of the body is the first duty of every merchant. Do you know there are 28,000 miles of nerves in every human form. Do you know that the eye has 8,000 different me- chanical contrivances? It opens and closes its front shutters over 30,000 times a day. We are only beginning to realize the important part that health and energy and endurance play in suc- cess. Don’t be a slave to your business; be the master. Don’t enslave your employes. Lead in early closing. Insist on vacation with pay. Take systematic exercise and see that your employes take it. If the establishment is large enough have daily setting up exercises. The National Cash Register Company gives up an hour every day for sys- tematic exercise of their employes. The boys agd the girls in the Wanamaker stores have their daily drills. oO +e) The man of energy is the man who moves, and who moves the world. The old deacon used to say: “Vd rather see a kettle boil over than Hot boi at all” enough. We We must be But energy is not must have endurance. a through express. We must work hard while we are at it. Spurts are good, but the energy and dash of Sheridan would not have ended the war without the endurance of Grant. One heat a day is best. It is the starting and stopping of a train that waste energy. will close at 4, Sooner or later stores at 10 o’clock and no intermission. open with Leave business cares at the office. Throw them off with your office coat. Armour said he never thought of business once he was out of the of- fice. Don’t pull the long face at home just because you have had a_ hard day at the office. Your wife has probably had a harder day. And the very fact that you had a hard day means that you must recuperate, re- new our energy and vigor for the following day. The greatest recreation and health- builder is change of occupation. James Madison used to build desks and chairs to rest his mind. Gladstone used to go out and cut down trees. On the other hand, as a relief from physical labor, reading or talking is rest. Rest does not mean going to sleep all over, but merely putting to sleep faculties or parts of the body that are tired. Self-control is the greatest physi- cian. eep yourself in control phy- sically and mentally and the human machine will keep running at its maximum. those Self-control must come before per- sonal effort. The horse or automobile must be under control before it can properly do its work. Even the smallest store can afford a rest room for any of its employes who may be taken ill. It can have a faithful and effective outlook for the kind of drinking water supplied. It can have clean toilet apartments, and water, towel, brush and It can have proper light and ventilation. Keeping clerks working in a damp or cold atmos- bad business, to say the Proper proper heating, proper lighting, proper ven- tilation will all goods and help the people who sell them. soap comb. one’s phere is least. storm doors, help to sell your “You must be a good animal,” says Herbert Spencer, “before you can be a sood man” And human “With now let us take stock of the intellect. what do mix paints?” a great painter was once asked. “With brains,” he replied. Only the big man can manage big things. you your We are not all born equal, but we are all with an intellect that may be developed to a greater extent born than perhaps any of us reatize. Through the intellect come: F. Knowledge. 2. Wisdom. 3. Intuition. 4. Inspiration. Instinct and inspiration come from within, but be developed they must ‘ — an = €=, Joy over KAR-A-VAN “The cup that cheers, but not inebriates.”’ Bringing health and happiness to the home, satisfac- tion to the buyer and profit to the retailer. Every Ounce Guaranteed to Comply with State and National Food Laws BAaR-A-VAN That Rich Creamy Kind, is packed in six grades under one brand, selling cents. at retail prices ranging from 20 to 40 The brand is recognized the country over as representing purity, protection, progress. Imported, Selected, Roasted and Packed by The Gasser Coffee Company Home Office and Mills, 113-115-117 Omtario St., Toledo, Ohio DETROIT BRANCH, 48 Jefferson Ave. CINCINNATI BRANCH, II East 3rd St. CLEVELAND BRANCH, 425 Woodland Rd., S. E. } i if é i PH rie ! $ t wesceeh es pe 26 MICHIGAN TRADESMAN from without. And Edison says in- spiration is nothing more than per- spiration. From experience comes the actual knowledge we have. Knowledge and wisdom come best through out own experience. In taking stock of the things we know it is important to keep in mind this classification of data: 1. Things we know and know we know. For instance: That we exist—that flowers bloom and birds sing—things we know ourselves, from our physi- cal senses. 2. Things we assume we know, but do not know that we know them. For instance: That the earth 1s round; the law of gravity. 3. Things we believe, but do not know nor assume to know them. For mstance: That there is a God. 4. Things we neither know nor assume to know, nor even believe. For instance: Where space or time begins or ends. Number of fish- es in the water, or birds in the air. Persona! experience is the greatest teacher. Observe: A foreigner once took a drive along the Wissahickon Creek in Philadel- phia, and he got out of the carriage perhaps fifty times to examine a rock or a flower or a tree. He saw a hun- dred things along that road where the average person would see but one. There is a child’s game in whicha person is sent into a room filled with articles to stay there for five min- utes. Then he is asked to write down just what he saw. It is a good game for grown-ups, for you will be surprised how few things you really observe upon the first attempt, and how many things you will see after you cultivate the habit of observation. Observe intelligently. To do this you must read and study. “Get the study habit,’ says our friend Hubbard. Have a box in your store for ideas. Exchange ideas with other business men. A great lawyer when he was working out an important case would stop and discuss the points of that case with every man he could buttonhole, and he said he got an idea from almost every one. Make it a habit to converse at least once a day with some one your su- perior. Your superior higher ground and gets a better per- spective of things. Perspective is the great observing. Take the back seat in a trolley car and ride down a straight street in any one of our large cities. Center your eye on some tall building. As you go farther away from it it looms higher and higher. This building at the corner that seems high when you are in front of it dwindles as you go on and on, and the huge structure further away seems to climb higher into the sky. Don’t keep your eyes and nose to the grindstone. Get away from your business occasionally and get the proper perspective. Write down your thoughts as they come. Keep a pad and a pencil al- only Exchange ideas with any man. stands on thing in ways ready for ideas. Lincoln used to stop at the end of each furrow he plowed and write a sentence on the fence rail. His Gettysburg speech is a model of short, vigorous sen- tences. We know a thing only after we tell it to someone else or write it down. Don’t secrete your knowledge. Pay it out to any one who asks—and you will receive double wisdom in re- turn. Travel if you can. If you can not travel, organize an Idea Club with storekeepers in other cities, or non-competing firms in your own city. You may have a general secretary, and when some detail of the business bothers you write to him, and all the other firms will their system. They send it not only to you, but to all the other merchants. In this way you all exchange ideas. You all benefit. It is a sort of Round Robin School of Business. Keep your ears close to the ground and observe what the people want. Have your clerks report to you what they say, what they ask for, what their desires are. Study their wants. Then supply them. John Jacob Astor was once forced send Get close to your customers. to take over a millinery business for a debt. He went out and sat down in Central Park, studying the bon- nets of the women as they went by. Then he went back into the and ordered the same styles. You may be sure his business prospered. To give an article value in ex- change it must— 1. Have use. 2. Be difficult to secure. Air has use, but no value in ex- change, because not difficult to se- cure. An ice manufacturing machine might be very difficult to secure in Labrador, but it would have no use there and consequently have no value in exchange. The public must have an appetite for goods before it will buy them. Now, in retailing you must first have the goods that people want— that they have an appetite for. shop You must, secondly, get the peo- ple to give attention to those goods. You must, thirdly, get their inter- est. You must, fourthly, arouse a desire for the goods. You must create a demand. Four simple rules are these: 1. Get attention. 2. Arouse interest. 3. Get believed. 4. Arouse desire and action, which ends in a sale. for advertising It often requires great courage to reduce the price on goods. There comes a time in business when cer- tain goods must be reduced in price. No man can buy the exact quantity needed, nor prophesy the exact fash- ion. When the time comes for a re- duction Jet nothing stop it. “Sell and repent” is good advice. Take your medicine and get well.